Truck Parts & Service 0718 by Richard Street

Tramec Sloan acquires Fleet Engineers | Registration open for CVSN Summit

Make sales a team sport CUSTOMERS WIN WHEN YOUR ENTIRE ORGANIZATION PUTS THEIR NEEDS FIRST JULY 2018 |

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Volume 54 | Number 7 | July 2018

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Cover Story

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Editorial

Editor: Lucas Deal Equipment Editor: Jason Cannon Online Associate Editor: Bill Grabarek editorial@truckpartsandservice.com

Design & Production

Art Director: Richard Street Advertising Production Manager: Leah Boyd production@truckpartsandservice.com

Sales

Director of Media Sales Seth Becker sales@truckingmedia.com

Teaming toward success

Corporate

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Features 22 Sales: The human touch 28 Don’t overlook your counter staff

Departments 1 2 6 12

Editorial Staff Editorials Industry Focus Tech Updates

32 39 40 40

Marketplace Classified Ads Product Spotlight Advertisers’ Index

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WWW.TRUCKPARTSANDSERVICE.COM Truck Parts & Service (ISSN 0895-3856) is published monthly by Randall-Reilly, LLC, 3200 Rice Mine Road N.E., Tuscaloosa, AL 35406. Periodicals postage paid at Tuscaloosa, AL and additional offices. Subscriptions: $50 for one year, outside USA add $10. For change of address and other subscription inquiries, please contact: truckparts&service@halldata.com. POSTMASTER: Send all UAA to CFS. (See DMM 507.1.5.2); NON-POSTAL AND MILITARY FACILITIES: send address corrections to Truck Parts & Service 3200 Rice Mine Road N.E., Tuscaloosa, AL 35406.

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Editorial | Lucas Deal

We’re all salespeople By Lucas Deal, Editor lucasdeal@randallreilly.com

e don’t do many theme issues in Truck Parts & Service; if we did, this month’s magazine would be the Sales Management issue. We hit the topic hard in the pages to come. Our cover story looks at the importance of communication within a sales team, and why it’s so important for your people to work together to best serve your customers. Additionally, Bill has an excellent article detailing how your outside sales team can be used to give you a leg up in the battle against Amazon and the e-commerce revolution. Both articles are tilted heavily toward your customer-facing employees for obvious reasons. Those are the people out in the field and at the counter interacting with your customers every day. Regarding outside salespeople in particular, there may be no employees in your business who have a more direct impact on your revenue and profitability. They are the people you lean on to develop relationships with your customers and to understand their businesses and needs. But make no mistake about it, those employees in the field and on your counter aren’t the only employees in your business who impact sales. Not in the slightest. Everyone is in sales. Don’t believe me? Try looking at it this way. First, think about all the positions in your business where employees have direct contact with your customers. This

includes the aforementioned salespeople, as well as delivery drivers, service managers, marketing employees and anyone you’ve hired to answer the phone. You may balk on the latter. I won’t.

Think about all the positions in your business where employees have direct contact with your customers. Have you ever called a business only to reach someone who is too busy, too unprepared or, and this is the worst one, too uninterested in helping you? Isn’t it awful? You call with a simple question and hang up frustrated and without an answer. Tell me that doesn’t impact the way you view that company and the likelihood you will do business with them. Next, I want you to consider the rest of your team. The employees who aren’t customer facing and, if asked, would probably flinch at the idea of being identified as sales professionals. We’re talking warehouse pickers, parts runners, technicians (if they don’t interact directly with customers), inventory management

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and procurement staff. There’s also all of your internal departments, such as accounting, human resources, IT, etc. Each and every one of those employees can, and likely has, indirectly impacted your sales at various points. With warehouse, parts and service jobs, it’s pretty easy to sync employee performance to customer satisfaction. It doesn’t matter if you have the best sales team in the marketplace; if customers are consistently receiving the wrong parts or missing parts from their orders, that is going to reflect poorly on your business. The connection to those other internal positions is not as obvious, but the impact can be just as devastating. What if your accounting team fails to record a payment received for a customer invoice and erroneously sends a series of pastdue notices? What if your website crashes and it takes your team two days to find out? What if both happen on the same day? How do you anticipate customers will respond? Being successful in sales is more than creating relationships, being attentive and understanding a customer’s needs. In today’s hyper-connected world, ease of doing business is a differentiator. Customers don’t want to interact with you any more than necessary — they have their own businesses to run — and when they do, they want the interaction to be effortless. It takes everyone on your team to turn that want into a reality, but only one to tear it down.

Editorial | MacKay & Company

Damn humans By John Blodgett MacKay & Company

have discussed new vehicle technologies in a few of these columns. What I have learned from reading and attending conferences on all these new technologies and products is one of the biggest problems is us. With all the new products, services and technologies, there are typically unintended consequences. I recently read that people are drinking more when they go out because they know they don’t have to drive home — no more designated driver needed — they can just take Uber or Lyft home. What a party it’s going to be when we all have automated vehicles (AV). Apparently, AVs are better drivers than humans, and that is a problem. AVs obey speed limits, stop where they are supposed to, use turn signals all the time (even when no one is looking) and don’t flip us off. This apparently drives us humans mad and causes more accidents because, well, we don’t always follow the rules of the road, especially when no one is looking. Stability control in vehicles was put in place to make vehicles safer when going through turns. Studies have now shown that drivers with vehicles with stability control are more likely to go over the speed limit through corners than those that don’t. (I’ll see your stability control and raise you 15 mph.) Backup cameras are common now,

but apparently many of us are relying completely on cameras without physically looking to either side of the car for other obstacles like we used to, so things and people are getting hit. Advancements in technologies to sense and identify other obstacles will help, but in the meantime we need to use our peripheral vision.

Automated vehicles are better drivers than humans, and that is a problem. What human came up with the idea to call Tesla’s driver-assist function Auto Pilot? As you would expect, some of us decided that means the car can handle all the driving activities, not just some of them, with some not-too-positive outcomes. It is not all the humans’ fault; one thing learned is that AVs need to become more human.

AVs don’t see roads as well as us, apparently. Weather and other conditions can impede an AV vehicle from seeing the road and, more specifically, the striping on the road. This is being addressed with better paints and wider strips. Apparently, my idea of using cheaters (glasses) on the AVs was ignored. AVs are fairly impersonal compared with us (some of us). In the future, AV cars will be able to recognize and acknowledge you, not in as “Hey, there’s Bob” (although that is probably coming), but more in the area of letting you know it acknowledges your presence. This would apply when you are on a bike or walking across the street. Now you can look at the driver of a car and complete some nonverbal communications to ensure the driver sees you and will act accordingly. AV cars don’t currently do that, but if you are crossing a street in a crosswalk (or even more importantly, if not in a crosswalk) it would help to know the AV has recognized you and will stop or slow down. They are working on how the AV vehicle will signal that to pedestrians; I am suggesting a large “thumbs up” light. Long term, it will be a series of lessons on what works and what doesn’t work, with some occasional heartburn, towards the greater good of reducing the nearly 40,000 deaths caused by vehicle accidents every year in the U.S.

John Blodgett has worked for MacKay & Company for more than 20 years and is currently vice president of sales and marketing, responsible for client contact for single- and multi-client projects. He can be reached at john.blodgett@mackayco.com.

T R U C K PA R T S & S E R V I C E | J u l y 2 0 1 8

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Industry Focus

Dealer News Daimler Trucks North America (DTNA) has awarded Western Star truck franchises to Four Star Freightliner in Valdosta and Albany, Ga. DTNA has added Freightliner of Hartford of East Hartford, Conn., to its Elite Support network. Daimler Trucks’ Remarketing (DTR) is expanding its SelecTrucks brand and distribution network with the addition of SelecTrucks of Portland and SelecTrucks of Jacksonville. The former will be operated by McCoy Freightliner; the latter by Tom Nehl Freightliner. Great Dane has announced the winners of its 2017 dealer awards. Great Dane’s 2017 Branch of the Year award went to Great Dane Columbus in Columbus, Ohio. The Dealer of the Year award was given to Northeast Great Dane in Hillsborough, N.J. The Safety Award went to Great Dane Springdale in Springdale, Ark. Finally, the AdvantEDGE Providers of the Year awards went to Northeast Great Dane and Great Dane Miami. Penske Truck Leasing has opened a new facility in Coburg, Ore.

Kenworth Hawaii has opened its second location, an 11,000 sq.-ft. parts and service dealership on the east side of the Big Island.

Arrow Truck Sales Inc. has relocated its Cincinnati retail sales office.

Kenworth of Louisiana has relocated its Bossier City dealership to a larger, newly constructed, full-service facility with I-20 access in Shreveport, La.

TEC Equipment recently christened its new 174,000 sq.-ft. facility in Fontana, Calif., the 26th location in the TEC Equipment network and the largest Mack Trucks dealership in North America.

Tramec Sloan acquires Fleet Engineers Tramec Sloan LLC, a subsidiary of Tramec LLC, has acquired Fleet Engineers. Tramec Sloan says it will operate Fleet Engineers as an autonomous division in Muskegon, Mich. “For over 50 years, Fleet Engineers has maintained a solid reputation for producing quality truck and trailer products. Their American-made

product line will enable us to offer our existing customers a diversified product line for commercial vehicle and industrial applications,” says Mark A. Holm, president, Tramec Sloan. “We are looking forward to working with Tramec Sloan,” says Wes Eklund, president, Fleet Engineers. “Our combined commitment to growth, business

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development and exceeding customer expectations will further improve our ability to serve our current customers, expand our reach and position our companies to respond to commercial vehicle and industrial opportunities nationwide.”

Industry Focus

Resource center created for heavy-duty data standards project The Heavy Duty Distributor Association (HDDA) has introduced a web resource center dedicated to the progress of the development of heavy-duty product data standards. Included on the website are updates and highlights of the project status, downloadable information on product data standards, a calendar of product category data collection and a volunteer form to participate in the standards creation, HDDA says. “The heavy-duty data standards resource center is the only true source for information on the HDDA-owned project,” says Sheila Andrews, director, Heavy Duty Programs, and liaison at HDDA. “The expansion of product standards to accommodate the heavy-vehicle marketplace is an industry-shifting mechanism for increased efficiency in the supply chain.” The site can be found at standards.hdda.org.

PAI Industries expanding corporate headquarters PAI Industries is adding a 90,000 sq.-ft. facility at its corporate headquarters in Suwanee, Ga., to support its growing business. PAI Industries says the building will be powered by renewable solar energy and the company will deploy automated robotic packaging systems. Approximately 100 new and current PAI employees will move to the new building. The move also will enable the company to increase inventory in the company’s main warehouse and increase the number of products available for same-day shipment.

Monroe gets new heavy-duty website Tenneco has produced a new website for Monroe ride control heavy-duty products at monroeheavyduty.com. Featuring a new mobile-friendly layout, the company says the updated website offers quick access to valuable resources and information on Tenneco’s full range of Monroe commercial products, including the recently released line of premium-quality Monroe Magnum shock absorbers. “Our new, user-friendly Monroe commercial vehicle website makes it easy for visitors to locate all the information they need on this advanced new Monroe Magnum offering,” says T.J. Fontana, director of sales, commercial vehicle, at the Tenneco North America Aftermarket business. “The new site gives our customers the opportunity to explore additional products and resources we have to offer.”

Utility debuts online used trailer marketplace Utility Trailer Manufacturing Company has launched the website usedtrailers.utilitytrailer.com to exclusively feature its available used trailers inventory. “The new Utility used trailer website will serve as a valuable tool to our worldwide dealer network, customers and wholesalers,” says John Morrison, national used trailer manager, Utility Trailer. “This one-stop shop allows customers to view a large volume of local and national inventory at various price points. Additionally, the site enables us to market directly to our extensive dealer network.”

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Shark Industries named buying group vendor VIPAR Heavy Duty has added Shark Industries Ltd., as a vendor. Shark Industries has been a supplier and manufacturer to the aftermarket, paint and body and industrial marketplace for more than 35 years. The company says its products are designed with the professional technician, welder and fabricator in mind, and are manufactured for professional use at an exceptional value. Shark says it is known for its line of abrasives products and tools.

CVSN opens registration for upcoming Summit The Commercial Vehicle Solutions Network (CVSN) has opened registration for its 2018 Aftermarket Distribution Summit, which will be held Sept. 8-12, 2018, at the Chateau Elan Winery and Resort in Braselton, Ga. The CVSN Aftermarket Distribution Summit is for the top executives and spouses from both the supplier and distributor companies in the heavy-duty aftermarket. CVSN announces this year will be the first time in history it will rely exclusively on online registration to sign up for the event. Interested parties can sign up for the event at http://www.eiseverywhere.com/329132.

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Industry Focus

Michelin sets total recycling goal

Prestolite debuts VIN lookup, e-catalog tools Parts distributors, service writers, counter people and professional technicians can now look up Prestolite Electric/Leece-Neville Heavy Duty Systems rotating electric products for popular heavy-duty applications through Prestolite Electric’s new VIN and eCatalog website. “We want our customers to find the right replacement part for applications faster and easier,” says Jonathan Smith, assistant director of aftermarket sales and marketing at Prestolite. “This new website makes it easy for users to look up parts by VIN or quickly narrow down results for replacement starters and alternators using a variety of search terms and categories.”

People In The News Kevin Plummer has joined NationaLease as national account executive — West Region. Red Dot Corporation has promoted Ryan Baker to director of aftermarket Plummer sales and Rick Freeman to director of OEM sales. David S. Graziosi is the new CEO at Allison Transmission. Bendix Commercial Graziosi Vehicle Systems has appointed Michael J. Hawthorne president and CEO. TravelCenters of America LLC announces Robert Eck has joined TravelCenters as vice president, TA Truck Service Commercial Tire Network. ATRO Polyurethane Solutions has hired Rob Donaldson as director of engineering/new product development and Todd Ziems as area sales manager.

Brent L. Yeagy has assumed the role of president and CEO at Wabash National. ITRS and C2G Tire Management announce the promotion of Marcus Jackson to vice Yeagy president of sales and marketing. Frederic Lissalde will be the new president and CEO at BorgWarner, effective Aug. 1, 2018. Work Truck Solutions has hired Tony Solano as Lissalde vice president of sales. Tracey Gennusa of H.K. Truck Center in South Plainfield, N.J., won the 10th annual Hino Master Elite Service Skills Competition. David Taylor of Potomac Truck Center finished second; Matthew Bertagnoli with Lynch Truck Center was third. Phil Colacchio has been hired as the new vice president of marketing at Howes Lubricator.

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Michelin announced in May at its annual Movin’ On summit that by 2048 all of its tires will be manufactured using 80 percent sustainable materials and 100 percent of its tires will be recycled. Michelin says currently the global recovery rate for tires is about 70 percent, and the recycling rate is 50 percent. Michelin tires are currently made using 28 percent sustainable materials — 26 percent bio-sourced materials like natural rubber, sunflower oil and limonene, and 2 percent recycled materials like steel or powdered tires. In the years ahead, Michelin says it is investing in high-technology recycling technologies to be able to increase this content to 80 percent sustainable materials.

Commercial parts indicator continues upward trend Commercial Motor Vehicle Consulting’s (CMVC) parts aftermarket leading retail sales indicator (PLI) increased 0.6 percent in April from March, following an increase of 0.6 percent in March. PLI increased for the 10th consecutive month, signaling a continual upward trend in commercial vehicle parts aftermarket sales. In April, CMVC says PLI was 6.7 percent higher than April 2016. “PLI is signaling a very positive parts aftermarket as the truck population is operating at high utilization rates, implying trucks are depreciating at normal rates,” says Chris Brady, CMVC president. “[Commercial vehicle] parts aftermarket sales are expanding at faster growth rates than the total truck population since the population of newer model year vehicles are expanding at a faster rate than the total truck population. “Newer model year trucks operate in higher utilization applications than older model year trucks, so they consume parts at faster rates than older model year trucks.”

Industry Focus

President Trump confirms tariffs for steel, aluminum imports

Accuride finalizes acquisition of global tire manufacturer Accuride Corporation has completed its acquisition of mefro wheels GmbH (Mefro Wheels), pursuant to the acquisition agreement it announced on June 19, 2017. Terms of the transaction were not disclosed. Headquartered in Solingen, Germany, Mefro Wheels supplies steel wheels to the European and Asian automotive, commercial vehicle and construction and agricultural equipment industries and operates eight manufacturing facilities in Europe and Asia. The closing transaction follows completion of the European mergerclearance process, Accuride says. “Acquiring Mefro Wheels transforms Accuride into a worldwide industry leader, strongly positioned to supply wheel end system solutions to the global automotive and commercial vehicle industries,” says Accuride President and CEO Rick Dauch.

Honeywell rebranding transportation business Honeywell announces its Transportation Systems business will rebrand itself “Garrett – Advancing Motion” upon successful completion of the previously announced spin, which is expected to close before the end of the third quarter. The Garrett name ties back to Honeywell’s turbo origins in the 1950s, the company says. Honeywell Transportation Systems has been using the Garrett name to brand its current portfolio of aftermarket replacement and performance upgrade turbochargers for gasoline and diesel passenger and commercial vehicles. “There is a strong emotional attachment to the Garrett name, which has stood for pioneering turbo technology for more than 60 years and has made an indelible mark on the driving habits of millions of vehicle owners as well as the history of automotive engine performance,” says Transportation Systems President and CEO Olivier Rabiller.

President Donald Trump has implemented tariffs of 25 percent on steel imports and 10 percent on aluminum imports to “protect America’s national security from the effects of global oversupply,” the White House says. The tariffs went into effect June 1, 2018. When President Trump initially announced his plan in March, he said his administration was willing to hold discussions with countries separately, especially NAFTA partners Canada and Mexico, in the hopes of reaching a decision amicable to both sides. The Trump administration ultimately was unable to come to terms with Canada, Mexico or the EU. The Motor and Equipment Manufacturers Association (MEMA) was not pleased with the decision. “Our members could face having to pay double tariffs on some materials necessary to manufacture parts in the U.S. Industries like ours, which require long-term investments in facilities and employees, depend on regulatory and market stability. These actions have thrown all of that up in the air,” MEMA says. “There is little doubt that the uncertainty and added costs the administration is creating will put U.S. investments and jobs at risk.”

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

Aug. 7-10 Aug. 23-25 Sept. 8-12

ADS International Convention & Trade Show, San Diego Great American Trucking Show, Dallas CVSN Aftermarket Distribution Summit, Braselton, Ga.

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Industry Focus

GenNext announces new ‘4 Under 40’ awards GenNext introduces the 4 Under 40 Awards, a new awards program for the heavy-duty aftermarket geared around recognizing younger individuals for their outstanding commitment to the aftermarket industry. GenNext says all industry professionals are welcome to nominate someone for the 4 Under 40 award — men and women who are demonstrating involvement, innovation and commitment within the aftermarket. Distributor, supplier, marketing group, media and association management employees are eligible for the award. The four young professionals chosen from the list of nominees will represent the best of the industry, and will be honored at the Commercial Vehicle Solutions Network (CVSN) Aftermarket Distribution Summit in September in Braselton, Ga.

Stertil-Koni names top distributors in 2017 Stertil-Koni announces six distributors in its North American network have been recognized as Aspire Program awardees based on their 2017 sales growth. The Aspire Program, now entering its third year, salutes Stertil-Koni distributors that have achieved marked incremental sales gains on a yearover-year basis, the company says. The recognized distributors were: Midwest Equipment Specialists, McFarland, Wis.; Northwest Lift & Equipment, Hillsboro, Ore.; Reeder Distributors, Fort Worth, Texas; USA Lifts, Bloomington, Ill.; Southwest Lift & Equipment, San Bernardino, Calif.; Vendor Network, Bronxville, N.Y. “It is my distinct pleasure to honor those who have had an outstanding year of growth,” says Stertil-Koni President Dr. Jean DellAmore.

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Interested parties can nominate someone for this year’s award at gennexthd. com/4-under-40/.

Extreme wheel end protection Introducing CR Scotseal X-Treme wheel seals Combining a newly patented WAVE sealing lip, triple-contamination exclusion and an advanced HNBRX compound, CR Scotseal X-Treme delivers: • Increased truck uptime and service intervals • Superior sealing performance and reduced friction • Improved fuel economy and lower emissions • Excellent high heat capability even with disc brakes • Outstanding wear resistance for optimum seal life • Protective casing for damage-free installation

Find out why we’re calling the CR Scotseal X-Treme the best Scotseal ever made – see your SKF distributor for details, or go to www.crscotsealx-treme.com.

® SKF is a registered trademark of the SKF Group. | © SKF Group 2017 2018

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Tech Updates

SELECTING THE RIGHT DIAGNOSTIC SCAN TOOL

osch has produced a technical bulletin for fleet terminals and service facilities on the importance of scan tool selection in reducing downtime. To ensure the selection of the proper scan tool in a shop, Bosch says service centers should begin by assessing the features they need, and what capabilities will best aid their technicians.

Coverage If technicians are troubleshooting trucks and systems from different manufacturers, Bosch says to consider an aftermarket scan tool with all makes/

models coverage. An all-makes tool will enable techs to move between more vehicles using a familiar tool, saving time. An aftermarket tool also will communicate with most modules on the truck, not just one manufacturerâ&#x20AC;&#x2122;s components like an OEM tool. Technicians can use the same scanner to read codes, control and diagnose engines, transmissions, trailers, brake systems and more, Bosch says.

Work at the truck Bosch says one-tool repair assets can save time and keep technicians at the vehicle to diagnose, test and repair. Bosch says

Torque Parts_TPS0518_PG.indd 1

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to look for a scan tool with information that can help techs diagnose and repair issues faster. Interactive wiring diagrams, likely repairs, component location and tolerance specs on the tool can prevent techs from searching for information on a laptop or manual and make them more efficient, the company says. Additionally, when demoing a tool, Bosch says to check the functionality of the special tests. Bosch adds some tools include step-by-step instructions on how to perform the tests and what techs should observe. More information is better than less, especially when diagnosing complex electrical systems.

4/27/18 10:24 AM

Tech Updates Recording capabilities Bosch says diagnosing electrical faults goes beyond scanning a vehicle and testing a part. Techs may need to complete several drive cycles to replicate an issue, closely watching how multiple vehicle systems perform. Long-term data recording will help techs track lingering issues. Saving and comparing the recordings can identify trends that can lead to a permanent repair, the company says. In addition to recording data, Bosch says technicians also need access to live data and data graphing during diagnostic testing. While conducting system checks and other troubleshooting efforts, the ability to simultaneously watch the

CLASS

live data stream enables technicians to better locate the source of the issue. The company advises service center managers to ask techs what kind of graphing they prefer and how many PIDs they need to see at the same time.

Software updates Coverage updates are the most important part of a diagnostic tool, Bosch states. Any tool should have updates available at least twice a year to stay current and repair newer vehicles, Bosch says. Repair asset subscriptions are another way to give techs more information on vehicle issues to make diagnosing and repairing faster.

SAFETY RECALLS

The following are safety recalls issued by the National Highway Traffic Safety Administration: Altec Industries is recalling certain 20142017 Altec flatbed bodies with stake rails. The stake rails may not be properly retained, allowing them to become dislodged. If the stake rails become dislodged while the vehicle is moving, it can increase the risk of an injury or a crash. McNeilus Truck & Manufacturing is recalling certain 2008-2018 Bridgemaster V concrete mixers equipped with an optional composite material hydraulic tank. The filler neck check valve may seal the tank too tightly, causing the tank to overpressurize and possibly rupture. If the tank ruptures it may cause hydraulic fluid to spill. The ruptured tank can cause injuries from plastic debris. The spilled hydraulic fluid could be hot which could cause burn injuries. If the vehicle is on the road when the tank ruptures, the tank pieces or spilled hydraulic fluid may cause a road hazard which could increase the risk of a crash. Navistar is recalling certain 2019 International LT heavy-duty diesel trucks equipped with feature codes 29WAY, 504312 and 504455. The lightweight brake drums with slack adjusters may drag against the brakes causing the drums to overheat, which can result in the brake drum cracking, separating from the vehicle or the brakes becoming inoperative. If the brake drum

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separates or if the brakes become inoperative, it can increase the risk of a crash. Navistar is recalling certain 2018-2019 IC Bus CE, certain 2018 IC Bus CE transit buses and 2019 IC Bus RE school buses. The release mechanism on the emergency windows may be difficult to open in an emergency situation. As such, these vehicles fail to comply with the requirements of Federal Motor Vehicle Safety Standard (FMVSS) number 217, “Bus Emergency Exits and Window Retention and Release.” If extra force is needed to pull the release handle, exit of the vehicle may be hindered, increasing the risk of injury in the event of an emergency. Paccar Incorporated is recalling certain 2018 Kenworth T270 trucks. The outer spindle nut of the front wheel hub assembly may have been incorrectly installed possibly causing bearing failure. Front wheel bearing failure can lead to front wheel separation, increasing the risk of a crash. Tiffin Motorhomes is recalling certain 20132018 Allegro Open Road motorhomes. Insufficient strength of the frame rail may allow the tow hitch to detach from the motorhome. If the hitch detaches, the tow vehicle would not be connected to the motorhome, increasing the risk of a crash.

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9/19/17 3:14 PM 8:43 A

13 9/22/17

By Lucas Deal, Editor lucasdeal@randallreilly.com

Cover Story

Teaming toward success Opening communication lines across your business improves cooperation, customer service and sales

ftermarket distribution is an industry afflicted with sameness. Most products stocked in a distributorâ&#x20AC;&#x2122;s warehouse in western Canada can be found in another distribution facility in central Florida. The brake and wheel end repairs being done today in San Diego are the same jobs being completed in Halifax, Nova Scotia. There are unique needs and products

here and there â&#x20AC;&#x201D; typically across duty cycles â&#x20AC;&#x201D; but on the whole, the parts and service found in the aftermarket channel is overwhelmingly homogeneous. And it is specifically because of these similarities that so many aftermarket distributors eagerly search for ways to be different. Like the general population with a gallon of milk, a commercial truck owner can buy a brake drum just

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about anywhere in the aftermarket. For distributors uninterested or unwilling to differentiate themselves through price cuts, exclusivity and uniqueness are best established through customer service. Nailing customer service is no easy task. Consistency is imperative. A distributor that chooses to hang its hat on customer service must be confident its

Cover Story

Once everyone is together, you can get those conversations going where everyone starts sharing what they are doing thatâ&#x20AC;&#x2122;s working for them and enabling them to be more effective. â&#x20AC;&#x201C; Dave Cannon, senior manager of business development at Fort Garry Industries

customer information at all times. For distributors eager to streamline their messaging and amp up their customer service, there are several ways communication within a sales team can be enhanced.

Cultivate employee relationships

entire team is capable of providing the level of service it promises its customer base. Within a sales team, this means ensuring a customer receives an identical experience regardless of the employee with whom he is interacting. A customer request at one facility must be handled identically across all locations, and when an outside salesperson receives a customer order and directs the

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customer to a nearby facility for pickup, that salesperson needs reassurance his teammates will be as informed and prepared to serve that customer as he was. Pulling that off requires open lines of communication. From the top down and throughout a distribution business, customer-facing employees must have the training, tools and autonomy to communicate corporate strategies and pertinent

Like any team, employees work best together when they are familiar with one another. Distributors focused on customer service as a differentiator should take time to create and foster relationships between their outside and inside salespeople so both groups can seamlessly communicate customer requests and needs. This is especially valuable for outside employees who are reliant on in-store associates to fulfill customer orders taken in the field, but may spend little time directly interacting with those colleagues during the day. One of the easiest ways to cultivate relationships between a sales team is scheduled on-site meetings. While these meetings can be scheduled specifically

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for team-building, it is not required. Regular meetings to discuss new products or quarterly sales goals also can double as team-building experiences, so long as all employees are brought together and encouraged to interact and share knowledge, says Ian Coburn, president at GPA Training. Due to its large footprint across Canada, Fort Garry Industries uses regional rather than national sales meetings as its preferred method for communicating company and product information, says Dave Cannon, senior manager of business development. Cannon says the “sharing of knowledge” at these regional meetings is one of the most overlooked benefits of each event. “It’s something you really see around the tables at our meetings,” he says. “Once everyone is together, you can get those conversations going where everyone starts sharing what they are doing that’s working for them and enabling them to be more effective.” But company meetings aren’t only valuable because of their conduciveness for revealing best practices. For large distributors like Fort Garry, on-site meetings also are sometimes the only opportunities employees get to meet and interact face-to-face. Relationships between employees successfully developed over email or phone are wonderful, but it’s no secret that bonds are formed faster through personal interaction. It’s why Mike Cueto was such a fan of team-building exercises in his prior role at Velocity Vehicle Group (VVG). “I recommend to any distributor who can [alter] their sales meetings to make sure those meetings are not just product training events,” says Cueto, who since retiring from VVG has founded Heavy Duty Training & Consulting, an aftermarket sales leadership and management firm. “Product training is important,

Velocity Vehicle Group uses a custom-built customer relationship management system to record and share customer data throughout its sales team.

but it shouldn’t be everything. You need more than just product knowledge to be successful.” When he scheduled regional and corporate sales meetings at VVG, Cueto says he would always include time within an event itinerary for networking and team-building activities. The benefits, he says, were obvious. By enabling employees from different departments and locations to spend time together in a non-business setting, they would inevitably form bonds that would

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remain in place once they returned to their respective duties. The result was a stronger, more engaged team more comfortable communicating best practices and customer information across the entire VVG network. That additional benefit also has appeared at the GenNext and Commercial Vehicle Solutions Network (CVSN) Distributor Training Expo (DTE), says event founder and Minimizer Director of Marketing Steve Hansen. Hansen says his initial desire in

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creating the DTE was rooted in his desire as an aftermarket supplier to be able to train a national sales force of frontline distributor salespeople in a single weekend. After completing the annual event for the third time in April, Hansen says his training goal is definitely being met, but the networking opportunity the DTE is providing also is becoming a huge selling point in attracting distributor attendees. “I think the number of repeat attendees tells the story,” he says. “Attendees are coming home saying the event is a great value for them and that the networking aspect is a big part of that.” He adds, “This is a relationship business, and relationships aren’t just about customers with employees.” Coburn agrees, adding employee relationships also can encourage cooperation and eliminate unnecessary sales calls. “It’s amazing how many times two salespeople will go out to a fleet and the customer will tell them, ‘Your other guy was just here,’” he says. “They didn’t communicate with each other about where they were going … they could have gone together.”

Use technology where possible When face-to-face interaction isn’t feasible, distributors also can rely on assorted technologies to connect and strengthen employee bonds. Video is taking off as a useful

Company-wide annual meetings and quarterly regional meetings help keep Six Robblees’ sales associates connected.

communication platform at Six Robblees’, says Sales Manager Kevin Kartman. For almost two years, Kartman says the sales management team at Six Robblees’ has been developing short video messages sent on a regular basis to its 33 outside sales representatives to convey information “that is going to be pertinent to them out in the field.” Normally between 10 to 15 minutes in length, Kartman says the videos feature general sales guidance as well as new product information from Product Managers Randy Luthe and Randy Fisher. The trio says the videos haven’t replaced other forms of communication but have proved to be a helpful supplement — specifically when it comes to

It was important to us that we had something that was clean and easy for our guys to use. If they are going to be [using customer relationship management (CRM) software programs] every day, we wanted it to be designed for them. – Sal Maldonado, vice president of parts at Velocity Vehicle Group

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new lines or corporate news. Luthe says dozens of phone calls have been replaced by a single message everyone can see. Adds Kartman, “It helps us because then everyone is working from the same playbook.” Cannon says Fort Garry uses webinars to communicate similar training to its sales team. He says on-site training is great when possible, but incredibly time-consuming. Getting one message to everyone can take weeks. Webinars enable the company to train everyone on new tools or processes in an hour or less, regardless of their location. The number of communication and sales tools now available to aftermarket distributors is growing. The most innovative of these tools are customer relationship management (CRM) software programs. Many CRMs are useful in the independent aftermarket as a repository of customer data for all employees. As salespeople interact with customers in the field, they submit their call notes to a CRM platform, which then immediately makes this information available to all other associates with access to the tool.

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sales-i has built its CRM solution to be intuitive and user friendly to ensure adoption and value for its customers.

The system works the same way from a location outward, meaning traveling salespeople can access records of a customer’s in-store purchases before entering the customer’s facility as a way to better prepare for a conversation. With a multitude of CRM providers currently operating in North America, finding the company with the best product for a distributor’s business can take time. Luthe says Six Robblees’ has been evaluating CRM solutions for months, while Cannon says Fort Garry took the CRM plunge a few years ago and implemented sales-i after a long assessment process. Instead of an off-the-shelf solution, VVG Vice President of Parts Sal Maldonado says his business built its own in-house CRM two years ago when it was unable to find the perfect fit. “It was important to us that we had something that was clean and easy for

our guys to use,” he says. “If they are going to be [using] it every day, we wanted it to be designed for them.” That focus on functionality is not something to be overlooked. When relying on technology to facilitate employee communication, less is often more. Maldonado and Cannon both attributed the ease and straightforwardness of the CRM systems they are using as reasons why the systems have been embraced by their employees. Regarding sales-i, Alex Witcpalek, director of sales, North America, and Dominic Starr, general manager, say the product’s simplicity is by design. sales-i was developed with its users in mind. “We know the companies who are using our product, and we know their employees are not always tech savvy,” says Witcpalek. The duo says sales-i features all common customer data recording fields

I think sometimes employees pay better attention to their teammates than someone else because they know if [their teammates] are saying something, then it works. They know the person making the statement is living in their shoes every day. – Mike Cueto, founder at Heavy Duty Training & Consulting

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found in the most robust CRM systems, but strips out features and tools unnecessary for most distributor salespeople. In that place, sales-i interfaces with a distributor’s business management system to display up-to-date sales data that can be used to support any customer interaction. Starr says the data enables employees to quickly determine: “What are they buying from you? What are they not buying from you? What should they be buying from you?”

Compensating communication and teamwork Though slightly less common than the communication methods previously mentioned, rewarding employees for cooperation in assisting customers is another way to cultivate buy-in to customer service initiatives. Cueto says in his prior role he always made a point to publicly recognize and applaud employees when they worked together to address a customer need. He is now advising his clients to do the same. He says these acknowledgements can be done any number of ways — during meetings, conference calls, email blasts — the method is not as important as the message. “I always wanted them to understand how much we appreciated what they did for us,” he says. Maldonado says the tactic is still in place at VVG today.

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Public commendations also can be used as a springboard for quick training opportunities. Cueto says in situations where employee efforts exceed company expectations and protocol, he encourages distributors to allow their employees to introduce their successful personal strategies company wide. “I think sometimes employees pay better attention to their teammates than someone else because they know if [their teammates] are saying something, then it works. They know the person making the statement is living in their shoes every day,” he says. Teamwork can be financially beneficial for employees as well. Maldonado says VVG’s commission-based sales structure encourages cooperation “all the way to the bank,” and adds the

Training events that bring employees together and allow them to share best practices and real-life experiences are great ways to build employee camaraderie, says Ian Coburn, president at GPA Training.

company’s leasing department also rewards employees with gift cards when they uncover a new lead in the field. “It doesn’t matter what it amounts to,” he says. “If you pass it along, you are rewarded.” Six Robblees’ is a believer in public recognition, too. The company uses its regular corporate email blasts and videos to praise employees for outstanding work in the field, while also

presenting performance awards, gift cards and other small gifts at its annual sales meeting. Fisher says every accolade is coveted, which not only generates employee engagement, but also provides Six Robblees’ reassurance that its customers are always receiving the customer service they deserve. “Just knowing you are respected and appreciated goes a long way,” he says.

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By Bill Grabarek, Online Associate Editor billgrabarek@randallreilly.com

Sales & Marketing

The

human touch Aftermarket parts distributors are using their outside sales teams to combat online competition.

ot long after the dawn of the Internet and its initial primary uses for accessing information and sending email, retailers realized its potential for selling products. Seemingly every day there’s news of another brickand-mortar retailer going out of business — a victim of online shoppers. Aftermarket parts distributors are

not impervious to the e-commerce revolution. The 500 lb. gorilla, of course, is Amazon, a site where customers can order just about everything, from best-selling books, lip glosses and summer sandals to starters, radiators and air hoses, among many other parts for heavy-duty vehicles. See the problem?

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And, Amazon isn’t the only site. To lesser extents, there’s also auction house eBay along with other retail sites that compete with brick-and-mortar parts distributors. However, the heavy-duty parts industry is not powerless against sites that are trying to siphon sales. On the frontlines of this battle for business are distributors’

Sales & Marketing

Amazon does present a threat. We can’t ignore it. Pricing pressures will always be there as they always have. — Randy Kray, sales manager at Sadler Power Train

outside sales forces and the parts department staffs supporting them.

The online threat Opinions of how big of a threat Amazon and the like pose vary by distributor, but most agree online retailers’ presence is being felt in the industry. Gregg Truelove, director of parts at

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Customer Truck One Source, says the online threat is “pretty huge. It provides a convenience. People can just get online and order. They don’t have to talk to anybody.” Truelove adds, “The scary part is Google. You can put a part number in Google and it will bring up anything that’s available online, whether it’s eBay, Amazon or Joe’s Truck Shop. The information

is out there and pretty readily available.” Andy Schmitz, sales manager at Potter Webster Company, says online parts providers pose a threat for what he calls commodity items, in which a fleet might use 100 of a given item and the company is familiar with the part number and will order a week’s supply. “Amazon does present a threat. We can’t ignore it. Pricing pressures will always be there as they always have,” says Randy Kray, sales manager at Sadler Power Train. “Also, there are more competitors just like us, so we need to deal with that, too.” Matt Poeltler, Sadler Power Train’s marketing director, adds, “We’ve also run into people trying to sell parts on eBay. But, compared to Amazon and some of the chains … that’s not a huge threat.” Sean Mayfield, parts manager at Texas Trucks Direct, says, “The biggest thing with online competition is if a customer of ours has to wait for [a part], they will get it online. We can’t compete with them on price, so we have to provide value to the customer in other ways.” A knowledgeable salesman and, in most cases, same-day delivery are two such ways, he adds. Online retailers might be able to undercut brick-and-mortar distributors on price, but Amazon and other online parts stores have their Achilles’ heel. Distributors’ outside sales forces have an advantage because they build customer rapport, use their expertise to help customers troubleshoot problems, ensure customers are ordering the correct part and provide a level of overall customer service that Amazon cannot.

Making it personal Sadler Power Train’s sales force has an average of 25 years of service with the company and “they’ve developed a solid relationship with the customers,” says

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Sales & Marketing

Kray, adding they embrace the company’s values of honesty, integrity and professionalism. “They do a really nice job of communicating [those values] and customers appreciate that. [Customers] can look you in the eye and say, ‘This guy really does care about my business. He’s not here just to make a quick buck. He’s here to help me make my business more profitable,” he says. “I am a firm believer that people do business with people. We’re fortunate enough to have a very strong customer base that still believes in that, too,” Schmitz says. “When we’re out asking why people order from Potter Webster, it has to do with our value-added service that we provide — it’s the sales team’s expertise, their knowledge of products, the number of products we carry and moving very quickly to take care of the customer’s needs. I think all of that gives us an advantage over the online retailers,” says Schmitz. Potter Webster’s customers mainly consist of small to medium-sized fleets made up of different kinds of trucks by different manufacturers. Because these fleets have a mix of vehicles, they rely on the expertise of Potter Webster’s sales staff to help them identify the parts they need, he adds. Also, Potter Webster provides

Earlier this year, Sadler Power Train began taking a training van to customer locations to train them on truck parts and systems.

same-day delivery of parts on its shelves. “You have to have quality people who care,” Truelove says. “Your staff has industry knowledge that the online companies aren’t privy to. You have to provide a premium service. And, that’s how we’ve been successful. We out-service people.” Truelove says Custom Truck One Source’s outside sales representatives have to be business savvy and help customers be smart with their money, which could mean stock adjustments to keep inventory fresh and turning. “You go into some shops and see a lot of dead inventory. That’s just money sitting on the shelves. Salespeople need to educate our customers on the latest trends and new products,” he says.

Potter Webster Company’s customers mainly consist of small to medium-sized fleets made up of different types of trucks by different manufacturers. Because these fleets have a mix of vehicles, customers rely on the expertise of Potter Webster’s sales staff to help them identify the parts they need.

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Another benefit sales reps provide is ensuring their customers don’t just order the correct part, but also receive the additional parts needed to complete the installation. “If [a shop owner] goes online to order a turbocharger, the [site] isn’t going to tell him to get the installation kit that goes with it, which includes the gaskets and O-rings. If they order it online, they wait the two days to get the turbocharger, then they have to wait another two days to get the hardware kit to install it,” Truelove says. Mutual Wheel Company turned to technology to improve customer service by giving outside sales reps tablet computers. They’ve been using tablets, which are connected to the company’s main system, for approximately six years, according to Daniel Engstrom, marketing manager. “They can see live inventory, create orders for customers and make up an invoice for them right there. Once they place the order, it gets sent back to our computer and we’re able to pull it and fill it,” Engstrom says. “Being able to give the customer that information upfront has helped a lot.” The technology, however, doesn’t replace good old industry knowledge. “With the knowledge that our outside

Sales & Marketing

sales guys have and the ability to identify parts is pretty big” and keeps customers from having to take educated guesses on parts when ordering online, Engstrom says. “Some of these parts are so close. A customer might base his purchase on a generic picture online and then have a port size for an air line be different, for example. There’s a lot of fine details that you can miss online.” Mayfield agrees eliminating guesswork is a big part of customer service. “We can’t compete on price, but what we do is provide piece of mind knowing customers are going to get the parts they need and know how to install those parts correctly because manufacturers often will provide literature we pass along to customers. That isn’t always available if you order a part from Amazon or somewhere like that,” he says.

Never stop learning To maintain their advantage over the online competition, education and training never stops for outside sales reps, which can include company meetings to review

Potter Webster Company holds regular customer training events at three of its locations.

When building a strong sales force, Texas Trucks Direct looks for people who are personable, have product knowledge and possess problem-solving skills.

sales strategies. Companies also rely on their vendor relationships to keep them up to date on the latest products and technical information. That knowledge can then be passed on to customers by the sales force and, oftentimes, the vendors. Sadler Power Train holds regular sales meetings to exchange ideas on the sales process, customer service and prospecting. If the company is going to start an engine campaign, for example, it will bring in trainers from a manufacturer to explain the engine they will be promoting. “That’s been a pretty good routine because when we go to launch that campaign, it’s fresh in their minds and they’re ready to go,” says Kray. Sadler Power Train extends the teaching to its customers. This spring the company began taking a training van to customer locations to train them on wheel-ends. Poeltler says the company is working on future training, which is conducted by the sales team and vendor experts, and is seeing customer interest in training on engine emissions, engine diagnostics, HVAC and ABS. “Feedback from customers has been very positive; they like having exclusive training on their turf,” he says. Sales training at Mutual Wheel revolves around the Four C’s: Constant

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contact creates customers. “If you’re not getting any activity out of somebody, just keep trying and eventually the customer will see your willingness to help. We really try to sell the service part of it and establishing that relationship,” says Engstrom. Mutual Wheel also invites vendors to train its sales force on new products and updates. In addition, the vendors will ride along with sales reps to provide customers with on-site training. As part of the company celebrating its 125th

You go into some shops and see a lot of dead inventory. That’s just money sitting on the shelves. Salespeople need to educate our customers on the latest trends and new products. — Gregg Truelove, director of parts at Customer Truck One Source

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year in business in 2018, it’s promoting a different vendor each month, which provides sales reps and customers with plenty of learning opportunities on a variety of parts. Custom Truck One Source and Potter Webster also work hard to make the most of their relationships with vendors through on-site and field training. “We work closely with the vendors on providing [customers] technical information and training,” says Schmitz, adding that sales opportunities arise from that.

I am a firm believer that people do business with people. We’re fortunate enough to have a very strong customer base that still believes in that, too. — Andy Schmitz, sales manager at Potter Webster Company

Truelove adds, “The other thing vendors do is when they get calls from the market, they send customers our way. We try to make it a good two-way street between us and our vendors.” When it comes to building a strong sales force, Texas Trucks Direct looks for

people who are personable, have product knowledge and possess problem-solving skills. “Every customer has a problem they need solved, that’s why they’re talking to us,” says Mayfield. “We need to identify those problems and find the best approach to fix them.” Mayfield adds any sales rep new to Texas Trucks Direct spends time in the service and parts departments learning all facets of how the company operates before they go out into the field. “We work them on the front counter, which is probably one of the hardest places to work, but they have to know what we can get and where we can get it from so we don’t put ourselves in a position where we promise something and not be able to deliver,” he says.

If you can’t beat ‘em, join ‘em Some parts distributors say the backbone of any good sales force is the staff working the parts department, such as this one at Sadler Power Train.

Don’t overlook your counter staff Aftermarket truck parts distributors’ outside sales forces are an important and effective way to compete with online sites selling similar products at lower costs. Sales reps are doing much of the in-person communication with customers, but the attention and service they provide is just one aspect of providing good customer service that can trump sites like Amazon. Some say the backbone of any good sales force is the staff working the distributor’s parts department. “Like our outside sales force, our inside counter sales team is a veteran group with a lot of knowledge. Regardless of who the customer is working with, it makes for a seamless interaction between [the company and its customers],” says Matt

Poeltler, marketing director, Sadler Power Train. Gregg Truelove, director of parts, Custom Truck One Source, says the outside salespeople do a great job of “opening the door” with customers, but an experienced parts staff providing top notch customer service is integral to a good relationship with the customer. “The one thing so many people don’t realize in the parts business is the outside sales person is only as good as his inside support —— a quality staff doing everything from answering the phones to pulling the correct parts and getting them delivered in a timely fashion,” Truelove says, adding if a company’s parts staff isn’t knowledgeable and helpful, “the outside salespeople will not be successful.”

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Amazon doesn’t hold a monopoly on online sales and some aftermarket parts distributors have developed or are in the process of creating their own online presence to make it easier for their customers to purchase parts, find out about new products or learn how to make repairs. “We are creating an online catalog for our local customers who prefer the ease that online ordering can bring. We are trying to simplify the process of looking up the correct part, and we hope that it will be a useful tool for not only our customers, but our sales staff as well,” says Engstrom. Mutual Wheel began the online project about a year ago and it’s scheduled to be completed in 2019. In the event a customer orders an incorrect part, the goal for Mutual

Sales & Marketing

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Wheel will be to rectify the mistake the same day rather than a customer having to wait two or three days if they had ordered the part from Amazon. “Meanwhile, your truck is just sitting there not making any money,” Engstrom adds. Kray says Sadler Power Train still needs to have salespeople “on the ground,” but the company also has a website, in part, to appeal to its millennial customers. “We really feel the millennials want to be on their smart devices interacting with businesses and that’s OK. We’re all in, and I think we can do both and be twice as strong as what we are now,” he says. In addition to online ordering, the website is expanding to offer its customers “training videos, tips — information sharing,” Kray says. “We need to make it easier

Mutual Wheel Company turned to technology to improve customer service by giving its salespeople tablet computers, enabling them to see live inventory, create orders and produce invoices.

for the customer to want to buy from us. Who knows what the next website feature will be? These are exciting times.” Aftermarket parts distributors might be feeling the pressures brought by online parts retailers to varying degrees, but the industry as a whole is certainly aware of what Amazon and the like can do to businesses that can’t compete on price. That said, distributors are capable of

competing with the online sites by using an outside sales force that provides superior service, product and industry expertise, problem solving skills and customer trust that can only be established and nurtured through face-to-face interaction. “I still think this truck parts business is a personal business and a handshake business, and I don’t know if we’ll ever lose sight of that,” says Kray.

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Marketplace

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

Tilting tire changer Snap-on introduces its EEWH331A Heavy-Duty Tilt Back Tire Changer. With standard equipment to aid technicians in faster, safer and varied tire changes, the EEWH331A also includes a comprehensive plastic protection package to prevent accidental rim damage and the capability to service small or large wheels and tires. The Pneumatic Bead Assist arm helps mount and dismount difficult tires efficiently with a bead pressing arm to press the sidewall into the drop center of the rim, a top roller to assist with low-profile tires and a lifting disk to hold the tire in place when removing the bottom bead, the company says.

Commercial truck alignment system Rotary introduces the R5000HD Commercial Truck Alignment System, its newest offering for the mediumand heavy-duty truck frame and alignment service business. Rotary says the system is ideal for aligning trucks with a GVWR of 19,500 lb. and above. It doesnâ&#x20AC;&#x2122;t require a tower at the front of the bay, has no minimum bay size requirements and the portable aligner console can be conveniently positioned anywhere in available bay space â&#x20AC;&#x201D; floor, pit or lift, the company says.

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New parts for transmission rebuilder packs Eaton Vehicle Group has added 27 new part numbers to its aftermarket lineup of Eaton Fuller Rebuilder Bulk Packs for transmission components. Eaton says the Rebuilder Bulk Packs improve rebuilder efficiency and competitiveness by eliminating individual component packaging on popular transmission parts. The newest additions, the result of customer feedback, consist of gears, shafts and yoke assemblies, bringing the number of Rebuilder Bulk Pack parts offered by Eaton to more than 300.

New flywheels for multiple engines PAI Industries has added new flywheels to its heavyduty product offering. The new flywheels are for Caterpillar, Cummins, Detroit Diesel, Mack and International models. PAI says the flywheels fit 13-, 14- and 15.5-in. clutch sizes.

Common rail injector test kit Diesel Parts of America is now stocking and selling a common rail injector test kit. According to the company, the new kit features a test bench (TM-513) for common rail injectors, valves and sensors; a laptop configured with common rail injector software installed; a mounting bracket for the laptop; and a steel cabinet with folding tray. The company says the entire kit was specifically developed to work together for testing.

Marketplace

Heavy-duty grinders Walter Surface Technologies has introduced two new heavyduty grinders: Ironman and Ironman PS. Designed for strenuous, prolonged use, the company says the Ironman and Ironman PS feature an ergonomic rat-tail design, perfect balance, 1,750 watts of power, 6-in. wheel capacity, a QUICK-R instant release function and the Walter Stabilizer that reduces vibration and extends the life and productivity of abrasives by up to 30 percent.

Off The Line Spotlighting a new OEM innovation

Service work management tool Software provider Chevin Fleet Solutions is developing a new tool for technicians to manage jobs from a touchscreen device called the “Workshop Hub.” The new “Hub” will act as a central location for technicians to complete daily administration tasks, such as time sheets, service documents, inspection sheets and workshop audits from the workshop floor. The Workshop Hub will be accessible on mobile, tablet and desktop devices as a stand-alone module outside of Chevin’s FleetWave software. It is set to fully launch in early 2019.

All-position regional tire

Freightliner introduces two fully electric trucks Freightliner Trucks premiered its fully electrified eCascadia heavy-duty truck and eM2 106 medium-duty truck during the Daimler Trucks Capital Market and Technology Day last month. The eCascadia has up to 730 peak horsepower. The batteries provide 550 Kwh usable capacity, a range of up to 250 miles and have the ability to charge up to 80 percent (providing a range of 200 miles) in about 90 minutes. The eM2 has up to 480 peak horsepower. The batteries provide 325 Kwh of usable capacity, a range of up to 230 miles and have the ability to charge up to 80 percent (providing a range of 184 miles) in about 60 minutes “The Freightliner eCascadia and eM2 are designed to meet customer needs for electrified commercial vehicles serving dedicated, predictable routes where the vast majority of daily runs fall between 45 and 150 miles,” says Roger Nielsen, president and CEO at Daimler Trucks North America (DTNA).

T R U C K PA R T S & S E R V I C E | J u l y 2 0 1 8

TBC Brands has introduced the Sumitomo ST719 all-position tire for metro and regional applications. TBC says the ST719 uses the proven tread design of the premium steer ST719SE and provides increased tire wear, traction and performance, according to an announcement. The ST719 benefits are driven by advanced design elements including high-wear performance tread compounds to improve scrub resistance and a wider tread width for improved retreadability. A successor to the ST718 and ST727, the field-tested ST719 pattern features stone ejectors to minimize stone drilling and to protect the tire casing, the company says.

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Marketplace

Mid-rise commercial lift

Heavy-duty GRIP lockers

MAHLE Service Solutions introduces the ShopPRO CWL-10, an air operated mid-rise 10-ton commercial wheel lift that provides a shop with flexibility and quick access to major components on all types of vehicles. MAHLE says the CWL-10 is ideally suited for shops with low ceiling heights and features a built-in vehicle support stand that allows complete open access under the vehicle. The CWL-10 has a wide, spring loaded base to provide users with a stable platform to allow for the secure lifting of a wide array of vehicles, MAHLE says. The unit comes with small wheel adapters. A dual trigger control valve allows for the synchronized raising and lowering of a vehicle, the company says.

World American introduces four new GRIP lockers by Powertrax to its heavy-duty product offering. The new products work with Eaton and Meritor differentials with 39- and 41-spline lockers. The products are in stock and available to order today, the company says.

Late-model piston rings Memo Parts announces the availability of DD15 late-model piston rings starting with engine model number 972.906 and later. According to the company, these rings are manufactured by Kolbenschmidt and stocked by Memo in Southlake, Texas.

Commercial urethane sealer PPGâ&#x20AC;&#x2122;s commercial coatings division has added F4943 2.1 VOC Fast Dry Urethane Sealer to its Delfleet Evolution brand lineup. Formulated through PPGâ&#x20AC;&#x2122;s urethane technology, the new sealer is lead- and chromate-free and fully compatible with all Delfleet Evolution primers, the company says. It can be topcoated in as little as 15 minutes, making it particularly appropriate for production-focused fleet refinishers.

T R U C K PA R T S & S E R V I C E | J u l y 2 0 1 8

All-makes drivetrain line Dana Incorporated has launched Spicer Select drivetrain products, a new line of all-makes coverage for the North American commercial-vehicle aftermarket. Ideally suited for aging vehicles, the portfolio features Dana-engineered and tested drivetrain products manufactured by a network of carefully selected partners, the company says. Spicer Select is available through traditional commercial-vehicle aftermarket channels, and immediately includes u-joints and center bearings with a plan to expand to yokes. Similar to the red branding of genuine Spicer parts, Dana says the new Spicer Select products will be identifiable in aftermarket outlets by its unique purple packaging and brand personality.

Scale capable of weighing trucks by axle Alliance Scale has introduced a new truck scale that will dynamically weigh each axle and print a receipt with individual axle weights and the total without requiring a driver to stop. The Alliance axleWEIGH In Motion Truck Scale weighs individual axles by simply driving over the scale at approximately 3 mph, and also calculates total vehicle weight regardless of truck length or configuration. Easy to use, Alliance says a driver stops at the controller, enters their known tare weight or truck ID to recall a stored tare weight in a single pass, or can use two-pass weighing and the controller will calculate the gross, tare and net values.

Marketplace

Hand-held electrical system tester

High-capacity hydraulic lift Presto ECOA says its new MLT Series heavy-duty hydraulic lift tables are designed to handle extreme high-capacity loads of up to 120,000 lb. (96,000 lb. end/side capacity). The company says more than 45 different models are available with lifting heights from 52 in. to 92. in. Each can be outfitted with a range of standard platforms from 4 ft. by 6 ft. up to 10 ft. by 22 ft. with larger/custom sizes available, allowing them to be configured to suit virtually any highcapacity lifting requirement.

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Associated Equipment Corporation (AEC) announces new hand-held graphical battery and electrical system tester Model 12-2415. AEC says the Model 12-2415 analyzer performs 12-volt battery and electrical systems testing, including the ripple diode test and earth ground as well as 24-volt starter and alternator systems. The tester has an integrated thermal printer with customizable header for shop use as well as the ability to key-in particulars for the battery model, vehicle license plate and customer name, and is reverse-polarity protected, the company adds.

Sensors for multiple applications AFA Industries introduces 25 new sensors to its heavy-duty truck line. The company says new sensors complement many other engine parts offered in its product line. The new sensor options are as follows: pressure, pressure atmospheric and coolant temperature sensors for Caterpillar engines; cam/crank position, air intake manifold, temperature, air pressure, oil pressure, fuel pressure and exhaust gas sensors for Cummins engines; and coolant, water temperature, oil temperature and temperature sensors for Detroit Diesel engines.

6/12/17 10:02 AM

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