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Volume 51 | Number 7 | July 2015

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Editorial

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Editorial | Lucas Deal

Striving for excellence By Lucas Deal, Editor lucasdeal@randallreilly.com

ave you ever won a trophy? I’m not talking a medallion for coming in third, or a participation certificate that said you completed a challenge. I’m talking an honest to goodness “you finished in first place” trophy. I have. Twice. The first time was in sixth grade. I had a Mark Price-like performance to win the free throwing shooting contest at summer camp. The second time came much later, while working at the local newspaper after college. My employer ran an internal contest to measure the efficiency of our staff when posting stories online. For two weeks every article we published was tracked, and judged by our manager using a ten-point scale. Stories that were published and required no additional revisions received perfect scores. Stories with spelling and grammatical errors resulted in deductions, as did any piece that needed editing for clarity or expanded due to poor initial reporting. There were a lot of good reporters at that newspaper, but like any newspaper, we were understaffed. Everyone was going 100 miles per hour, rushing in and out from event to event. We were publishing stories faster than we could read them, and mistakes started falling through the cracks. The contest was designed specifically to address that problem. While there were no public reprimands in the newsroom for editing

mistakes, we knew the second the contest was implemented that our work needed to be better, that we needed to at least throttle down to 90 mph and look at what we were passing by.

Why are we challenging our technicians to be competitive with each other, but accepting the performance of the rest of our employees at face value? An extra ‘l’ in city council doesn’t torpedo the message of a story, but it still matters. I thought of that contest again last month when reading about a series of technician contests in our sister publication Successful Dealer. Between TMC SuperTech, various state contests and OEM-specific events, our industry does a great job challenging our technicians and rewarding them for excellent performance. What I can’t figure out is why we don’t do that for anyone else?

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Why isn’t there a contest for best outside sales representative? Or a National Counterperson award? Why are we challenging our technicians to be competitive with each other, but accepting the performance of the rest of our employees at face value? Shouldn’t we want them striving to be better in the same way my old company wanted us to post cleaner stories? I think the idea is the same. It doesn’t take much. I think the editing contest I won back at the newspaper netted me a $50 gift card and dollar store-quality plastic trophy. It wasn’t the Stanley Cup. But I was competitive, and if I was going to be participating in a contest I wanted to win it. I also wanted to prove to my bosses that I took their challenge seriously. We all did. Looking back, I don’t think anyone on my team was actively aware that our performance was capable of improving. We worked hard every day. And yet when we were confronted with the possibility, every single one of us improved. I think most dedicated employees feel the same way. Sometimes you don’t realize how much more you can do until you’re seriously challenged. Motivation isn’t a constant. If it takes a few hundred dollars and some coupons to Red Lobster and Applebee’s for your employees to re-discover their motivation, I think that’s a good investment.

To Goodyear® Air Springs Thank you for engineering and manufacturing the highest quality, most respected air spring products in the commercial trucking industry. Your innovations have improved ride quality, reduced driver fatigue and improved safety for millions of people worldwide. That’s why, as another industry leader in safety and efficiency, we at STEMCO are both proud and excited to be taking the baton and leading the Super Cushion® and Spring Ride® product lines into the future.

To our valued customers, rest assured that the same high-quality, reliable performance that you’ve come to depend on from Goodyear ® Air Springs will continue to be these products’ defining characteristics now that they are under the STEMCO banner. The acquisition of STEMCO Super Cushion® and Spring Ride® components perfectly complements our dedication to Making the Roadways Safer ®.

Thank you.

Making the Roadways Safer® P.O. Box 1989 | Longview, Texas 75606-1989 | 800-527-8492 | StemcoAirSprings.com The GOODYEAR trademark is used by STEMCO LP under license from The Goodyear Tire & Rubber Company. © 2015 STEMCO LP. All Rights Reserved.

Editorial | Jason Cannon

How will GHG Phase II hit the aftermarket? By Jason Cannon, Online Editor jasoncannon@randallreilly.com

’m all for conservation. I live in Alabama, and the county where I live is one of the top destinations for hunters in the Southeast. This past deer season, I ran into Brett Favre at the Chevron station. On top of that, greenhouse gas emissions trap heat. It’s not like an Alabama July needs any help to get any hotter. I’m pro whatever it takes to reduce our carbon footprint and leave things better than we found them. Within reason. But last month, the U.S. Environmental Protection Agency (EPA) and the U.S. Department of Transportation (DOT) proposed ambitious Phase 2 fuel economy increases/emission decreases for new commercial trucks, some of which I think are unreasonable. The Obama administration estimates the proposal, which is slated to phase in between 2018 and 2027, will cost at least $25 billion — three times the estimated cost of Phase 1. That’s a lot of money to steep in research and development and engineering. There’s only so much more efficiency you can squeeze from a truck, and I’m not sure how much is left. Class 7 and 8 tractors alone are targeted for a 24 percent improvement over Phase 1 – including 4.2 percent from engines alone. Phase II, only five model years away from implementation if adopted, could force some technologies to market

before they are ready. Not good news for distributors who are expected to stock potentially unproven parts and products. American Trucking Associations (ATA) Vice President and Energy and Environmental Counsel Glen Kedzie says his organization believes the deployment of certain technologies that prove to be unreliable would ultimately be a step backward.

The Obama administration estimates the proposal, which is slated to phase in between 2018 and 2027, will cost at least $25 billion — three times the estimated cost of Phase 1. “This unreliability could slow not only adoption of these technologies, but the environmental benefits they aim to create,” he says. “To prevent this, truck and engine manufacturers will need adequate time to develop solutions to meet these new standards.” Many of trucking’s major OEs spoke favorably of the mandate, seemingly

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eager to tackle the challenges that lie ahead. So, it’s more than possible critical technologies are already being scrutinized. Transportation Secretary Anthony Foxx says the new rules not only help the environment, but as trucks use less fuel and shipping costs go down, the economy will improve. What Foxx isn’t accounting for is the increased costs associated with buying the equipment that actually moves the freight. As technology is added to the truck and trailer, zeroes are added to the sticker price. Concerns over rising costs, reliability, and maintenance could cause would-be truck buyers to delay or defer new equipment purchases beyond 2017. That’s likely to be a boon to the aftermarket as fleets look to push used equipment even further. The average age of a Class 8 truck is hovering around a decade, and the used truck market is as healthy as it’s ever been. The health of the used truck market could help stave off any negative impact caused by fleets who rush to buy new trucks ahead of Phase II mandates. Since Phase II is likely to cause some discomfort with fleets, there should be plenty of good news for the aftermarket. Trucking historically has been wary of new and cutting-edge (and government mandated at that), which means the aftermarket could be awash in aging priorgeneration technology for a while.

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Industry Focus

Lakeside International Trucks has broken ground on a new 55,400 sq. ft. fullservice dealership in Madison, Wis.

Bayview Kenworth has purchased an existing independent parts and service dealership in Bathurst, New Brunswick, and converted it into a new 13,000-sq.-ft. Kenworth parts and service dealership.

Dealer News Performance Truck has relocated its Beaumont, Texas full-service dealership, and has completed a major remodel of its Houston Kenworth dealership. Badger Utility, Inc. has expanded its services in the North Central region to include Fargo, N.D. and expects to soon expand into the Minneapolis-St. Paul area. New England Truck Sales & Services, Inc. has rebranded itself as Black Rock Truck Group after purchasing two Agar Truck Sales facilities. Truck Country plans to nearly double the size of its Dubuque, Iowa dealership by early 2016. Construction is underway on a new nearly 39,000-sq.-ft. facility for Peterbilt of Lincoln, Neb. West Sacramento, Calif.-based Riverview International Trucks has completed an eight month remodel and expansion. Lower Great Lakes Kenworth has opened a 10,000 sq.-ft. parts and service facility in Lafayette, Ind. Stahl Peterbilt has added a mobile parts store to its parts department in Grande Prairie, Alberta. Kenworth of Cincinnati has relocated to a new 45,000-sq.-ft. facility. Aaron Martin of Truck Centers of Arkansas took home Grand Champion honors at the Arkansas Technician

Clarence Oosterhoff, Dan Orser, Matthew Giesbrecht and Tyler Kronebusch, from Prince George, British Columbia-based Babine Truck & Equipment, were named the inaugural 2015 Mack Masters champions last month at Mack’s Customer Care Center in Allentown, Pa. The award capped nearly six months of competition that saw the Babine group rise above 262 other teams across Mack’s North American dealership network. In all, 991 Mack dealership employees from 171 different dealerships entered the contest.

Championship annual contest last month in Rogers, Ark. Martin won three skills categories in the event, and co-worker Chad Pinkley nabbed two.

Columbia, S.C.-based Mack dealer Shealy Truck Center recently celebrated its 75th anniversary as a Mack dealer.

EPA Releases Phase 2 Emission Standards The EPA and DOT have announced plans for Phase 2 of the Greenhouse Gas Emissions Standards and Fuel Efficiency Standards for medium- and heavy-duty engines and vehicles. Phase 2 of the program would “significantly reduce carbon emissions and improve fuel efficiency of heavy-duty vehicles, helping to address the challenges of global climate change and energy security,” according to the EPA. The proposed standards will begin in model year 2018 for trailers and 2021

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for tractors and culminate in vehiclewide — engine, truck and trailer — standards for model year 2027 vehicles. “Fuel is an enormous expense for our industry – and carbon emissions carry an enormous cost for our planet,” says Bill Graves, ATA president and CEO. “That’s why our industry supported the Obama Administration’s historic first round of greenhouse gas and fuel efficiency standards for medium and large trucks and why we support the aims of this second round of standards.”

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Industry Focus

Registration Open For CVSN Aftermarket Distribution Summit The Commercial Vehicle Solutions Network (CVSN) has opened registration for its 10th annual Aftermarket Distribution Summit, set for Sept. 12-16, 2015, in Newport, R.I. “This year’s Summit, with the theme ‘Navigating Smoothly in a Sea of Uncertainty’ will again feature critical education in best practices such as relationship selling and how to engage employees to out behave the competition,” says Dave Willis, president of CVSN and CRW Parts. “Our keynote presenter ‘Mr. America’s Cup,’ Dennis Conner, will share his experiences in winning four America’s Cups and how he faced his challenges. For more information about the event, and to register as a distributor or supplier, please go to www.cvsnads.org.

STEMCO Files Suit Against Ridge Corporation STEMCO has announced updates regarding the motion for preliminary injunction that it filed against Ridge Corporation on behalf of STEMCO subsidiary, ATDynamics. As previously announced, STEMCO-ATDynamics filed a lawsuit against Ridge Corporation in the United States District Court for the Central District of California. Through its Motion for Preliminary Injunction, ATDynamics has asked the Court to order Ridge Corporation to stop making and selling the Green Tail device on the basis that Ridge Corporation infringes at least five ATDynamics patents. STEMCO says a hearing on ATDynamics’ Motion for Preliminary Injunction has been set for this month.

FleetPride Branches Out In Charlotte FleetPride, Inc., has opened its second branch in the greater Charlotte, N.C., metro area. Located at 155 Corporate Boulevard in Indian Trail, its southeastern metro location just off Highway 74 is also well situated to serve customers in nearby Monroe, the company says. “Because Charlotte is one of the state’s major transportation crossroads, we’ve added a second location to make it more convenient to meet the needs of both our local and regional customers,” says Don Sturdivant, CEO at FleetPride. The new branch features a large, 10,200-sq.-ft. showroom and warehouse stocked with a full spectrum of heavy-duty aftermarket truck and trailer parts.

Phillips, Meritor Make Donations To Wyakin Warriors Phillips Industries and Meritor each made significant donations to the Wyakin Warrior Foundation earlier this year. Phillips Industries recently raised and contributed more than $30,000 to the Foundation, and Meritor followed with a $50,000 donation. “Wounded veterans have sacrificed so much, and we at Phillips Industries saw a way to pay them back through the Wyakin Warrior Foundation programs,” says Rob Phillips, president at Phillips Industries. “It’s important to assist wounded veterans who have the motivation but lack the education and training to become leaders in business, government and community,” says Tim Bauer, director, Remanufacturing for Meritor. The Wyakin Warrior Foundation provides multifaceted mentoring, financial support, professional development, and networking tailored to each young veteran’s unique journey, leading to an education and meaningful employment.

Truck Parts & Service Calendar Event information can be submitted at: www.truckpartsandservice.com/story-ideas/

Aug. 26-27 Aug. 27-29 Sept. 12-16 Sept. 21-24 Oct. 18-23

Commercial Vehicle Outlook Conference, Dallas Great American Trucking Show, Dallas CVSN Aftermarket Distribution Summit, Newport, R.I. TMC Fall Meeting & SuperTech Competition, Orlando VIPAR Heavy Duty Annual Business Conference, San Antonio

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Industry Focus

Freightliner Debuts Autonomous Class 8 Truck Freightliner has introduced it a commercially viable self-driving truck, the Inspiration. The company introduced the new autonomous truck in conjunction with the State of Nevada and its governor, Brian Sandoval, earlier this year. The truck is commercially viable. But more importantly, thanks to legislative steps taken by Nevada, it is completely

legal to operate Nevada highways. The Inspiration is not yet available for purchase and is still in testing phase, but it will no longer be relegated to testtracks and cordoned-off test roads. Freightliner says the truck will run in, mix with, cruise with public traffic all throughout the state of Nevada as Freightliner engineers test its capabilities and refine its operating parameters.

WW Friedline Hits 50

Goodyear Enhances Retread Businesses

Somerset, Pa.-based WW Friedline, Inc. recently celebrated its 50th anniversary. The business now rests in the hands of second generation president Mark Friedline, the son of the company’s founder, Wayne W. Friedline. “I was the youngest of a family of four,” he says. “I just love trucks and the good people that come with them. I started helping since I was old enough to walk. I was raised right next to our shop. After high school, and with my father’s health deteriorating, it was just a fit for me to start to help manage the business.”

Goodyear Commercial Tire & Service Center retread plants in Bremen, Ga., Vernon, Calif., and Walnut, Calif., have opened sales and service departments. Goodyear says the three retread facilities now offer new Goodyear, Dunlop and Kelly brand truck tires, Goodyear-Fleet HQ 24/7 Emergency Roadside Service. “These newly opened sales and service departments make it even easier for fleets to access premium Goodyear truck tires and services to help lower their operating costs,” says Paul Wanstreet, president of Goodyear Commercial Tire & Service Centers.

People In The News

Dex Heavy Duty Parts Opens New Facility Volvo Group subsidiary Dex Heavy Duty Parts LLC has opened a new facility in Advance, N.C. Dex, a supplier of recycled, renovated and surplus medium- and heavy-duty truck parts, offers new life to trucks by offering recycled and renovated parts to second- and third-generation truck owners. “Since 2012, Dex has recycled more than three million pounds of material,” says Darin Redmon, director of operations for Dex Heavy Duty Parts. “We are the only OEM that has a complete lifecycle channel for its products.”

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S&S Truck Parts, Inc. has hired Randy Flanagan as vice president of sales and marketing. The Marx Group and Marx Group Advisors has added Kristine Banton as Flanagan executive assistant. Gregg Stohler has been hired as vice president of sales and marketing at Fontaine Fifth Wheel. Meritor has named Jay Beeler as its 2014 Manufacturing Engineer Stohler of the Year. Pedro Garcia was named the company’s 2014 Product Engineer of the Year. Buyers Products has appointed Brian T. Smith as its chief operating officer. Louis Boggeman, founder Smith of Plaza Fleet Parts, has died. He was 95. East Manufacturing has named Douglas Kenney

national platform fleet sales manager. Talbert Manufacturing has promoted Troy Geisler to vice president of sales and marketing. Gary Nippard has been Geisler named senior service manager for Trailer Wizards’ Mississauga and Gormley, Ontario, service center operations. SAF-Holland has named Mike Kamsickas president of its Powered Vehicle Kamsickas Systems Business Unit. Bessemer, Ala.-based Long-Lewis Western Star has hired Roland Hines III to its truck sales team. Navistar has appointed Jeff Sass as its senior vice president of North American truck sales. SKF says Hans Sjöström has been appointed new global director of the SKF Vehicle Service Market Business Unit. Sjöström is replacing Christer Cedervall who is now director, SKF Industrial Market Demand Chain & Logistics Services.

Industry Focus

PSI Hosts Assistant Secretary Of Commerce Pressure Systems International (PSI) received a visit from Marcus Jadotte, Assistant Secretary of Commerce for Industry & Analysis, International Trade Administration last month at its San Antonio headquarters. Jadotte toured PSI to gather input on how U.S. companies are affected by international trade policies, including pending international trade agreements with countries in the Asia Pacific and

European Union. PSI says it has opened markets in 45 countries around the world so is uniquely positioned to talk on the matter of international trade.

Tim Musgrave, PSI president and CEO welcomed Jadotte and introduced him to many of the company’s 95 employees during a plant tour.

Registration Open For TMC Fall Meeting Registration is now open for the ATA’s Technology & Maintenance Council (TMC) Fall Meeting and SuperTech competition. This year’s event will be held Sept. 21-24, 2015, at the Walt Disney Swan & Dolphin Resort in Orlando. Among the features sessions at this year’s event is a technical session titled “Troubleshooting Aftertreatment Systems: From Turbo to Exhaust Stack.” “With the introduction of EPA 2007 and EPA 2010 emissions standards, emissions aftertreatment system have become much more complex,” TMC says. “Often the problem lies not with the diesel particulate filter (DPF) or diesel oxidation catalyst (DOC) itself, but with failures ‘upstream’ from these components. Fleets will share their experiences in the field and manufacturers and suppliers will share their plans for improving diagnostics, repair and designs of these mandated systems.” For more information about the upcoming meeting and a schedule, please go to tmc.truckline.com.

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SKF Trucknowledgy Sharing technical expertise to take your fleet farther SKF provides more than just premium solutions that improve wheel-end reliability and driver safety. We’re also a resource for the latest technical, product and industry information and training. Delivering valuable knowledge and a broad range of solutions, we take the world’s top fleets farther. Find out how we can do the same for you. Contact your SKF distributor or visit www.vsm.skf.com.

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Tech Updates

THIS YEAR’S ACTIVITIES: FREE TRUCK PARKING

• Shuttle bus transportation to convention center • Showers provided by TA and Petro Stopping Centers • Food vendors and cooling tents

This pavilion will provide products, information, free services and education to assist you on the road to better health. • Free health screenings • Cooking demos • In-cab fitness demos • Healthy food options • Health-related vendors

EDUCATION

• Free seminars produced by the Texas Trucking Association • Partners in Business workshops

RECRUITING PAVILION

• Expanded pavilion with more recruiters • Find your next job • Learn about fleet driver packages

OVERDRIVE’S PRIDE & POLISH

• Celebrating their 25th anniversary, Pride & Polish sets the standard for truck beauty contests • Enter your truck to compete at PrideandPolish.com and join the National Championship Series • Show trucks from across the country on display

THE GATS THEATER

Stage hosting numerous sessions that will excite and educate: • Truckers Got Talent contest • Pride & Polish award presentation

RED EYE RADIO

• Daily meet and greets and celebrity appearances • Live performances at the booth • Prize giveaways and drawings

SAFETY RECALLS The following are safety recalls issued by the National Highway Traffic Safety Administration: Blue Bird Body Company is recalling certain model year 2016 Vision and All American rear engine school buses manufactured Feb. 11, 2015, to April 2, 2015. The affected vehicles have seat bottoms whose foam core may not meet the flammability requirements of Federal Motor Vehicle Safety Standard (FMVSS) No. 302, “Flammability of Interior Materials.” If the seats are built with this seat bottom foam core, the seats may not resist catching fire in the presence of an ignition source, increasing the risk that a fire may start or spread. Daimler Trucks North America is recalling certain model year 2008-2009 Sterling Bullet 4500 and 5500 trucks manufactured Oct. 15, 2007, to Nov. 10, 2008. The affected vehicles are equipped with a dual-stage driver frontal air bag that may be susceptible to moisture intrusion which, over time, could cause the inflator to rupture. In the event of a crash necessitating deployment of the driver’s frontal air bag, the inflator could rupture with metal fragments striking and potentially seriously injuring the driver or other occupants. Daimler Buses North America is recalling certain model year 2007-2012 Orion VII natural gas-powered transit buses manufactured Jan. 1, 2007, to Oct. 1, 2012. Excessive engine crankcase pressures may cause the 90-degree elbow of the vent tube assembly to detach from the crankcase ventilation breather, possibly allowing engine oil to come into contact with hot surfaces. If the engine oil comes into contact with hot surfaces, it can increase the risk of a vehicle fire. Daimler Vans USA is recalling certain model year 2007-2008 Freightliner Sprinter 2500 and 3500, and 2006-2008 Dodge Sprinter 2500 and 3500 vehicles manufactured July 1, 2005, to July 31, 2008. The affected vehicles are equipped with a passenger side frontal air bag that may be susceptible to moisture intrusion which, over time, could cause the inflator to rupture upon its deployment. In the event of a crash necessitating deployment of the front passenger’s frontal air bag, the inflator could rupture with metal fragments striking the passenger seat occupant or other occupants possibly causing serious injury or death. Mack Trucks is recalling certain model year 2011-2016 Mack MRU and LEU trucks manufactured June 25, 2010, to April 30, 2015,

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and 2015-2016 LR6 trucks manufactured from Dec. 18, 2014 through March 6, 2015. Excessive engine crankcase pressures may cause the 90-degree elbow of the vent tube assembly to detach from the crankcase ventilation breather, possibly allowing engine oil to come into contact with hot surfaces. If engine oil comes into contact with a hot surface, there could be an increased risk of a fire. NABI Bus, LLC is recalling certain model year 2007-2015 LFW and BRT transit buses and 2007-2013 CLFW transit buses. Excessive engine crankcase pressures may cause the the 90-degree elbow of the vent tube assembly to detach from the crankcase ventilation breather, possibly allowing engine oil to come into contact with hot surfaces. If engine oil comes into contact with a hot surface, there is an increased risk of a fire. Paccar is recalling certain model year 20112016 Kenworth T270, T370, T440, T470, C500, C540, C550, T680, T800, W900, and 963 trucks manufactured Nov. 1, 2010, to April 7, 2015. In the affected trucks, water may leak into the wiper motor. As water leaks in, the wiper may cease to function on the ‘intermittent’ setting, reducing the driver’s visibility and increasing the risk of a crash. Additionally, the water may cause corrosion that over time may result in an electrical short, increasing the risk of a fire. Paccar is recalling certain model year 20142016 Kenworth T660, T680, T880 trucks manufactured Feb. 18, 2013, to April 10, 2015, and 2011-2016 Peterbilt 386, 389, 567, 579, and 587 trucks manufactured Dec. 13, 2010, to April 20, 2015. The affected trucks, equipped with Paccar MX-13 engines and Delco-Remy 40SI alternators, have alternator charge cables that may chafe against a formed metal freon discharge line. If the alternator cable rubs through its insulation, an electrical short may occur, increasing the risk of a fire. Volvo Trucks North America is recalling certain model year 2012-2016 VNM trucks manufactured March 21, 2011, to April 30, 2015. Excessive engine crankcase pressures may cause the 90-degree elbow of the vent tube assembly to detach from the crankcase ventilation breather, possibly allowing engine oil to come into contact with hot surfaces. If engine oil comes into contact with a hot surface, there could be an increased risk of a fire.

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By Lucas Deal, Editor lucasdeal@randallreilly.com

Close confidants How to benefit from your industry relationships 14

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uilding relationships with professional contemporaries

is a great resource in business. Whether you’re a manager or an entry-level employee, there’s value in surrounding yourself with people who support you. People you can turn to for encouragement, guidance and advice. There are very few industries where those benefits are more regularly on display than the independent aftermarket. This is an industry filled with entrepreneurs and small business owners. Everyone is on their own, which means everyone else — directly or indirectly — is a competitor. Yet in spite of that inherent competitiveness, the independent aftermarket also is filled with open, honest and gregarious professionals. People in this industry go to great lengths to help each other. For those who have not yet experienced that assistance, it’s time to join the aftermarket’s social network. If you’re willing to get involved, it doesn’t take long to start reaping the benefits of the independent aftermarket’s generosity. Believe it or not, joining the independent aftermarket advice network isn’t complicated. Most professionals in this industry are incredibly open, and are willing to share their experiences with you once you show them your genuine interest. Bruce Greer says that’s something he learned almost immediately. Greer was a veteran of the dealer market when his company, E.M. Tharp, purchased the independent distributor operation Kroeger Equipment and Supply in 2004. As the company’s general manager, Greer’s first task after the acquisition was to attend the 2004 Council of Fleet Specialists (CFS) annual meeting and start

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learning about independent aftermarket distribution. He still remembers the event like it was yesterday. “I remember thinking afterward, ‘This was the greatest thing I’ve been to in my life,’” he says. “I’d been on the dealer side for years and I had never seen a group of dealers as willing to talk about their businesses as the aftermarket guys were. It was incredible.” Greer says everyone he met at that first meeting was friendly, helpful and most importantly, informative. He says he learned as much from his contemporaries at that meeting than he would have in months or a year with a group of dealers. Buoyed by the confidence he gained at that first meeting, Greer says he dove head first into independent distribution. He immediately began attending more industry events, and not long after joined the board at HDA Truck Pride. “When you go to dealer meetings there are a lot of good relationships there, but it’s a little different environment,” he says. “People are a bit more guarded and less willing to share information. The independent aftermarket is a much more open community.” Ian Johnston says he had a similar experience when he entered the industry full-time a year later. While Johnston wasn’t totally new to the aftermarket like Greer — he’d worked in his father’s business, Harman Heavy Vehicle Specialists, since he was a kid — it wasn’t until he formally joined

Building relationships throughout the aftermarket can be vital when it comes to training your team. You can take what you’ve learned from throughout the industry to strenghten your operation.

the company in a professional role that he discovered his father wouldn’t be the only person he could rely on. “The amount of knowledge in this industry is incredible,” says Johnston, now Harman’s vice president of operations and marketing. “You just have to be willing to get involved. To ask questions and listen.” Edward Kuo says that’s the tactic he used when he first stepped into the industry. As someone who didn’t know the difference between an air brake and a hydraulic brake, Kuo says he was surprised by how quickly he was able to get acclimated to the parts industry. “Having an extroverted personality, I knew the fastest way to get up to speed was by asking questions of other people,”

The amount of knowledge in this industry is incredible. You just have to be willing to get involved. To ask questions and listen. – Ian Johnston, vice president of operations and marketing at Harman

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says Kuo, now the director of sales, motor vehicles at Datalliance. “When I started, I remember asking some really, really ridiculous questions. But I needed to know the answers if I were to succeed at my job. Even now, I know Wikipedia can’t answer all of the questions — particularly those questions that involve personalities and processes.” He says the independent aftermarket did, without hesitation. But why, you ask? Why are so many professional distributors and suppliers willing to sit down and talk shop with potential competitors? Don Purcell, partner at Stone Truck Parts, believes that openness comes from the industry’s faith and total commitment to the prosperity of the independent distribution channel. People in this industry want and need it to remain successful. “I think everyone realizes if our industry is to continue to grow that we need to be willing to work together,” he says. “If one person develops a technique that can help others, it is in his best

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Getting advice from contemporaries is a good way to maximize the display and effectiveness of a showroom.

interest to share it because then all of us can improve our business, and the channel, by using it.” “That’s what I love about our industry,” adds Kuo. “Even though you may have a lot of competitors, there’s also a distinct feeling that we are all in it together. We can help each other, and our common competitor is a greater threat than each other.” “We’re all part of the same aftermarket,” says Edward Neeley, president at Truck Supply Co. of South Carolina. “If we’re going to survive as a group, we’ve got to be able to help each other.” That survival instinct also can be found in the way information is passed across generations, adds Derek Quys, international sales manager at Premier Manufacturing. “I think the older generation we have in the aftermarket today is really interested in the success of the younger people joining the industry,” he says. “They see that this next generation is going to be taking their place and they want to help them.” Johnston agrees. “I think one of the really big benefits of growing relationships in this industry is the time you spend talking with your peers,” he says. “There are people in this industry that know more about it than I’ll ever learn, but as I spend more time with them and develop those relationships, I’ve been able to lean on them and leverage their knowledge to help me, and

our business.” Most industry members believe there are two areas in particular where that kindness is most visible: through the aforementioned passing of advice and in relaying industry news and information. Neeley says he’ll ask just about anyone he knows in this industry — competitor or not, buying group partner or not — for counsel if he believes they can help him. And he says an overwhelming majority of the time, he gets the exact information he’s looking for. “I’d say at least 80 percent of what we do happens after we’ve talked to somebody else,” he says. “It might be we’re looking at a new product line, or we’re considering redesigning the showrooms in our stores. It doesn’t matter. “Everyone does everything a little different, so I’ll ask around and see how others have done it before deciding how we’re going to do it.” Wheelco’s Steve Stich says his industry relationships pay off in a similar fashion. “The value I receive comes from the

free exchange of ideas and business best practices that have benefitted my industry peers,” says the Wheelco president. “I then take those ideas or practices to my executive team and discuss whether or not they would be applicable to our business.” “I just hear from other distributors all the time,” says Greer. “Guys will reach out with a question, or let me know they heard something that might affect our operation. “It seems like there isn’t a week that goes by that we aren’t talking to someone else. And in almost every situation, everyone is always, ‘Hi, what can I do for you?’” Johnston says he witnesses the same thing, and he’s always impressed by it. “I’ve been very surprised by how candid people in this industry will be, and how completely open they are when asked a question,” he says. “I think that’s one area where the aftermarket has a significant advantage. We go to market much differently than other channels.” And that’s something all members of the independent aftermarket are eager to maintain. Purcell says independent distributors are open and honest with each other because they trust each other, both personally and professionally. They trust that the information they provide will be used to help a customer, and to help improve the performance and appearance

Service is another area where relationships can lead to valuable advice. It helps to have someone you can call when a repair gets confusing.

Relationships are formed through activity. There’s no better way to meet people in this industry than by attending events and meeting contemporaries.

Industry relationships also allow business owners the opportunity to address everyday business practices, such as dealing with customer requests and service issues.

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of the industry as a whole. When that takes place, he says even competitors can be allies. “Some of us share similar customers but the reality is we are all professional individuals and our goal is to take care of the customer,” he says. “So if there’s something I can do to help another distributor better take care of a customer, I’m going to do it.” Neeley, whose corporate headquarters is a little more than 90 miles from Purcell at Stone, subscribes to the same theory. “There’s no reason we shouldn’t help each other,” he says. “Some guys get stuck in their ways and when a customer comes to them looking for a part they’ll say, ‘We’ll get it’ but they won’t even think about calling anyone else. And that customer will wait days for that part when another distributor down the street had it in stock. “That doesn’t get the customer back on the road, it doesn’t reflect positively on the [independent distribution] channel.” Relationships remove that standoffishness. The aftermarket works best as a team, and good relationships build the team’s chemistry. “From time to time we may be competitors but there is business out there for all of us,” says Greer. “Most of our problems are similar in nature. If we work together as a group, we can work out those problems and help each other build stronger, better businesses.”

We’re all part of the same aftermarket. If we’re going to survive as a group, we’ve got to be able to help each other. – Edward Neeley, president at Truck Supply Co. of South Carolina

Aftermarket relationships also can lead to personal relationships, and friendships that extend out of the business realm into your personal life.

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By Lucas Deal, Editor lucasdeal@randallreilly.com

Sales & Marketing

Built to

last What to do when aftermarket products don’t need to be replaced 20

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t’s no secret that today’s heavy-duty truck parts last longer than previous iterations. With better raw materials, technology, designs and manufacturing methods, today’s aftermarket suppliers are capable of producing the most advanced and long-lasting parts this industry has ever seen. Yes, suppliers today are regularly producing parts that withstand more wear and tear than their predecessors while lasting in some cases two or three times as long. Parts that, when properly maintained, become practically unbeatable.

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For many years, these advancements have benefited not only end-users, but also the members of the aftermarket supply chain. There are good margins available for distributors selling high-performing and premium aftermarket parts. And as customers have become more dependent on these products, they also have become more dependent on the distributors that sell them. But with today’s aftermarket part life cycles now approaching previously believed to be unattainable levels, a few questions are beginning to be posed in the supply chain. What happens when a part is built so well that it doesn’t break down? What happens when a part no longer needs to be replaced? Suppliers have been asking themselves those questions for years and have uncovered a few key solutions. Aftermarket parts lifespans are undoubtedly increasing, but other sales opportunities still exist. By focusing and capitalizing on these other areas, suppliers say their distributors can maintain their profitability for years to come. These strategies are important, the suppliers say, because today’s aftermarket parts are unquestionably lasting longer than their previous iterations. According to information presented by MacKay & Company at Heavy Duty Aftermarket Dialogue in January, the average life cycle of a heavy-duty clutch and transmission in 1982 was 171,000 and 182,000 miles, respectively. Last

With the introduction of LED lighting into the heavy-duty industry, today’s truck lamps can last nearly 10 times longer than previous incandescent counterparts.

year, those two life-cycles had more than doubled and tripled, MacKay & Company says, to a staggering 391,700 and 585,900 miles. And aftermarket parts life cycle improvements aren’t limited to those specific components, either. MacKay & Company says the average mileage for diesel engine overhauls during that same period has grown from 276,000 miles to astonishing 771,000 miles. Even heavy-wear parts have seen improvements, MacKay says, as brake shoes and oil filters have seen their life

With LEDs we now have lights that are lasting 6 to 10 times longer than incandescent lights used to, and in some cases even longer than that. – Mack Gregory, OEM/Aftermarket sales manager at Peterson Manufacturing.

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cycles grow by 45 and 35 percent since 1982. The advancements in the lighting market have been equally impressive, says Mack Gregory, OEM/Aftermarket sales manager at Peterson Manufacturing. “With LEDs we now have lights that are lasting 6 to 10 times longer than incandescent lights used to, and in some cases even longer than that,” he says. “In many market applications LED lights will actually outlast the electrical connections powering them.” And those improvements haven’t been missed by customers, says Bryan Martin with 4 State Trucks. “The quality today versus say 12 to 14 years ago is just night and day,” he says. “With so many of these [aftermarket] manufacturers being ISO certified and using such stringent quality standards,

Sales & Marketing

the quality of their products have really, really improved.” The impact these life cycle changes have on a distributor or supplier’s bottom line can be found through simple arithmetic. Truck owners don’t need replacement parts as much as they used to. But while component sales per unit are down, suppliers say that doesn’t mean overall sales volume numbers need to drop. Like the life cycles of the components inside them, the number of Class 8 trucks on the road today — MacKay & Company says there are nearly 3 million — also are at an all-time high. And more trucks means more new sales opportunities, both with existing and new customers. Just because a lot of trucks have one piece of equipment doesn’t mean they all have it, says Steve Hansen, director of corporate accounts at Minimizer. “You would think at some point everyone would have every part they need, but this industry is not like that,” he says. “The cycle is always turning.” But that moving target hasn’t stopped Minimizer and its distribution network from striving for total market coverage, Hansen adds. “We are not even close to total market saturation,” he says. “We’d love to saturate it, but at this point we’re still not close.” Suppliers also note that even if a customer doesn’t need to replace a

Some products, such as auxiliary heating units, regularly have life cycles that extend past normal ownership cycles. This means the products can be installed and sold with the truck before they need to be replaced.

product due to breakdown, that doesn’t mean they’ll never need another one. “For us, we want a truck owner to buy a heater when he buys a truck, and then when he sells that truck and gets another one, he buys another heater for that truck as well,” says Josh Lupu, director of marketing at Webasto. Adds Hansen, “We usually don’t see people take [fenders] off one truck and put them on their next truck. That’s great customer loyalty, but that’s not really the way customers act. “Most of the time that first set [of fenders] will remain on the first truck and then the customer will buy another set for his next truck.” Selling a premium life-cycle product

With so many of these [aftermarket] manufacturers being ISO certified and using such stringent quality standards, the quality of their products have really, really improved. – Bryan Martin with 4 State Trucks

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also can help distributors pull in customers who are focused on reducing total cost of ownership. “Total cost of ownership actually works to our benefit a lot of the time,” says Nicole Brusha, director of marketing and heavy-duty sales at Philatron. “When you have a customer who doesn’t want to have to replace a product every couple months, you can get them to commit to a premium product pretty quickly if you can prove it works.” In addition to prioritizing market coverage, suppliers also see new sales opportunities through product line extensions. Some have already started expanding product categories and debuting other new product lines to give distributors more products to sell. “I can think of several product categories that we’ve recently added,” says Bill McKnight, marketing team leader at MAHLE Aftermarket. “These are businesses we weren’t in 5 to 10 years ago.” “We’re looking to add product categories on an aggressive basis,” says Martin. “We may lose sales in one area but if we

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Even with major advancements in product design and durability, suppliers say maintenance remains an important aspect in maximizing longevity. A product that is damaged or beaten down in service can and will suffer failures.

add new sales in three others we can still continue to grow.” Hansen says Minimizer has taken a similar approach while also expanding its product reach away from just the rear axles of tractors and trailers. Minimizer has introduced new products for in-cab, maintenance and storage uses in recent years, and Hansen says each product allows its distributors a new sales point for customers. For a company that offers lifetime warranties on all of its products, those new sales points are invaluable. “Our market strategy is to always be evolving and making changes to our product lines based on customers’ needs,” he says. Lupu says Webasto is taking a similar approach, following manufacturing design developments as a way to identify potentially lucrative new product categories, both for its OEM and aftermarket distribution channels. “We are dedicated to changing with the industry and developing products to meet the industry’s needs,” he says. Providing installation and service is another avenue for distributors to maintain sales for longer lasting parts. Maximizing the life cycle of today’s best aftermarket parts still requires proper installation and maintenance. OE-trained distributors and service facilities can offer that at a performance level most end users simply cannot match.

“With any product you buy, if you’re willing to make an investment in it, it makes sense to take care of it and actively maintain it,” Brusha says. Suppliers also are quick to note that even as life cycles increase, aftermarket products are not invincible. Heavy-duty trucking is a tough environment. Accidents happen and trucks break down. Just because a supplier increases the potential longevity of a product doesn’t mean every end user will reach the end of said product’s life cycle. And when those parts do eventually fail, distributors must be on call with replacements. “Breakage still drives a significant portion of the replacement market, as much as 25 percent in some applications,” says Gregory. McKnight agrees, adding, “I think human nature is one thing that’s probably

With any product you buy, if you’re willing to make an investment in it, it makes sense to take care of it and actively maintain it. – Nicole Brusha, director of marketing and heavy-duty sales at Philatron

never going to change. If everyone took fabulous care of their stuff we probably wouldn’t sell a lot. But that’s not the case. “Everyone and everything tells you that you have to actively maintain these trucks, yet we still see customers who don’t. That type of customer keeps a good piece of our market going.”

Aftermarket product longevity Class 8 replacement miles Diesel Lube Filters 13.3 17.9

1982

2014

Brake Shoes 161.0 232.9

Alternator 132.0 269.0

Clutches 171.0 391.7

Air Compressor 242.0 392.9

Transmission 182.0 585.9

Diesel Overhaul

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276.0 771.0 Source: MacKay & Company, Heavy Duty Aftermarket Dialogue, Jan. 26, 2015.

Marketplace

Telescoping work lamp Larson Electronics has released a 120 watt telescoping LED work light. The lamp is designed to provide a portable yet powerful lighting solution that can be quickly transported and deployed. It features a collapsible tripod that extends from 3 ft. to 10 ft. in height and three LED light heads mounted to a single, removable bracket. This adjustable work light produces 4,386 lumens of bright white light and distributes it in a wide flood pattern capable of illuminating 18,000 sq. ft. of work space, the company says.

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Fuel storage tank additive The Penray Companies, Inc. is now offering its Fuel Prep Biocide for use in diesel fuel storage tanks. According to Penray, this product kills microbial growth in diesel fuel, which is a problem when water accumulates in diesel fuel storage and transport tanks. Penray says the biocide is packaged in pints or gallons, to treat 1,250 or 10,000 gallons respectively.

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Marketplace

Various aftermarket bearing, gasket parts MAHLE Aftermarket Inc. has introduced 84 new part numbers for various types of bearings, gaskets, piston rings, thermostats and cylinder components. MAHLE says new part numbers are available for the following products: piston rings, cylinder head gasket sets, rear main seals, timing cover seals, engine pistons and pin bushings, o-ring kits, cylinder sleeve assemblies, spark plug tube seal gaskets, vacuum pump mounting gaskets, supercharger mounting gaskets, oil pump pickup tube gaskets, water pipe sealing ring gaskets, thermostat o-ring gaskets, connecting rod bearing sets, exhaust system gaskets, water pump gaskets, integral thermostats and valve cover gasket sets.

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Off The Line Spotlighting a new OEM innovation

GM returning to medium-duty market General Motorsâ&#x20AC;&#x2122; exit from the low cab forward medium-duty market lasted roughly five years. The Detroit automaker announced last month that would bring the trucks back with six models beginning with the 2016 model year. The Chevrolet 3500, 3500HD, 4500, 4500HD, 5500 and 5500 HD are based on Isuzuâ&#x20AC;&#x2122;s N-Series, and GM says the company will receive the rebadged trucks from Isuzu directly and distribute them through Chevrolet dealers.

GM says the 3500 and 4500 model trucks will be available with a 6.0-liter V-8 Chevrolet gas engine and six-speed automatic transmission. An Isuzu-sourced 3.0-liter will be available in 3500HD models and an Isuzu-sourced 5.2-liter turbodiesel engines will be available in 4500HD, 5500 and 5500HD models. Regular cab only will be available in 3500HD and 5500HD models. All other models will feature a regular or crew cab option, the company says.

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Marketplace

The Buzz The five hottest products as determined by readers of truckpartsandservice.com

Expanded aftermarket product categories Dorman HD Solutions has released several new former dealer-only parts to the heavy-duty aftermarket. Among the new products are cab door vents for Mack Trucks, coolant reservoirs for International trucks, windshield washer reservoirs for Freightliner trucks, air door actuators for International and Mack Trucks, and window channels for Mack Trucks.

Protective fifth-wheel plate Minimizer has released its newest product, the Slick Plate. Made of poly plastic, Minimizer says the Slick Plate removes the need for grease and prolongs the life of the fifth wheel. Minimizer says the Slick Plate also makes for easier handling and maneuverability, and comes with all necessary hardware so thereâ&#x20AC;&#x2122;s no welding to secure it to the fifth wheel. It also comes with a five-year warranty, the company says.

Trailer brake filtration system Phillips Industries has introduced a new trailer brake in-line filtration system with Quick-Change Cartridge, which the company says traps debris before it can cause damage. The AIR-DEFENSE Systemâ&#x20AC;&#x2122;s Quick-Change Cartridge, featuring a bypass mode to ensure air flow at all times, catches debris before it can enter the trailer air lines and brake valves, causing damage. When the cartridge is full, a red indicator pops out giving a quick visual notification to a technician or operator that it needs to be replaced. Replacement of the cartridge is accomplished in minutes without added downtime to the vehicle, Phillips says.

Clutch Brake Removal Tool Kiene Diesel introduces a one-piece clutch brake cutter removal tool. Kiene says the device works by being positioned on the clutch brake, holding down on the clutch pedal so the tool and clutch brake clamp together, drilling through the clutch brake up to the collar, removing the bushing, then cutting the wheel with a chisel. Kiene says a tech can then rotate the clutch brake and repeat the process on the other side. Kiene says the tool eliminates the need for technicians to torch a clutch brake and pull a transmission during the removal process. The clutch brake cutter kit includes a chisel, drill, collar, drill guide, drill bushing and handle.

Commercial Primer Coating PPG Commercial Coatings has introduced F4921 Epoxy Primer to the Delfleet Evolution premium commercial paint system. PPG says F4921 is a 2.1 VOC gray primer that is compatible with Delfleet Evolution basecoats and single-stage

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topcoats and offers exceptional versatility. The new primer can be applied to many substrates including cold rolled steel, aluminum, stainless steel, galvanized steel, galvaneal, fiber glass and cured surfaces, the company says.

Marketplace

Wheel-end safety product Wheel-Check introduces its WheelChecks product line, designed to improve vehicle safety by reducing wheel detachment. Wheel-Checks are loose wheel-nut indicators that identify a loose wheel nut with a simple visual inspection. When the wheel nuts are properly torqued to specs, the Wheel-Checks are then placed on the wheel nuts in a uniformed pattern. Once a wheel-nut has loosened, the Wheel-Check will become out of sequence, and become visible for when the driver does his walk around, the company says.

Fuel Additive CyberFuels says its new Dynamo Cetane Booster diesel fuel additive has been registered and confirmed by the EPA for its ability to improve fuel economy and Cetane performance. CyberFuels says its booster product also can help reduce emissions to comply with Class 8 truck EPA and CARB regulations.

Severe-duty tire Cooper Tire & Rubber Company has added a new size to its Roadmaster RM230 HH tire line to meet the demands of severe-duty applications. The Roadmaster RM230 HH tire is designed to withstand stone penetration, with 18-ply rating (load range J) construction, tread depth of 22/32-in., cut and chip resistant compounding, and an off-road design with lugs and a stone protector ledge, the company says. The new size available is 275/70R22.5.

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