Truck Parts & Service 0918 by Richard Street

HDDA continues data standards project | Dayton Parts opens Las Vegas DC

Finding your place in the aftermarket world ADVANTAGES OF INDUSTRY ASSOCIATION PARTICIPATION SEPTEMBER 2018 |

WWW.TRUCKPARTSANDSERVICE.COM

Cybersecurity for your business 22

BEST LINE. BOTTOM LINE.

Volume 54 | Number 9 | September 2018

www.truckpartsandservice.com

Cover Story

@TPSMagazine /truckpartsandservice Truck Parts & Service

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

Finding your place in the aftermarket 12 world

sales@truckingmedia.com

Corporate

Chairman Emeritus: Mike Reilly President/CEO: Brent Reilly Chief Operating Officer: Shane Elmore Chief Financial Officer: Kim Fieldbinder Senior Vice President, Sales: Scott Miller Senior Vice President, Editorial and Research: Linda Longton Senior Vice President, Acquisitions & Business Development: Robert Lake Vice President, Events: Stacy McCants Vice President, Audience Development: Prescott Shibles Vice President, Digital Services: Nick Reid Vice President, Marketing: Julie Arsenault

3200 Rice Mine Rd NE Tuscaloosa, AL 35406 800-633-5953 randallreilly.com All advertisers for Truck Parts & Service are accepted and published by Randall-Reilly, LLC. on the representation that the advertiser and/ or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Randall-Reilly, LLC. harmless from and against any loss, expenses or any other liability resulting from any claims or suits for libel violations of right of privacy or publicity, plagiarisms, copyright or trademark infringement and any other claims or suits that may arise out of publication of such advertisement. RandallReilly, LLC. neither endorses nor makes any representation or guarantee regarding the quality of goods and services advertised herein.

Features 22 Fending off cyberthreats 30 Distributor of the Year finalist: DeCarolis Heavy Duty Parts

Departments 1 2 6 11

Editorial Staff Editorials Industry Focus Tech Updates

33 39 40 40

Marketplace Classified Ads Product Spotlight Advertisersâ&#x20AC;&#x2122; Index

ONLINE RESOURCES Visit us online to browse the latest industry news and products, the Buyersâ&#x20AC;&#x2122; Guide and industry white papers and technical data at

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.

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

Product Categories Editorial | Lucas Deal

Why aren’t you involved? By Lucas Deal, Editor lucasdeal@randallreilly.com

efore we jump into the column this month, I need to start with this disclaimer: I know. I know you’re busy. I know you’re working 60 hours a week. I know your business is understaffed and your people are overextended. I know the stress that comes with thinking about that every day. But I also know you aren’t alone in your distress. There are hundreds of business owners in the aftermarket dealing with the same issues you’re facing. None of them have all the answers; they all don’t know the best path forward for their businesses or the industry. But several have experienced one important realization: they’ve admitted they can’t solve every problem on their own. Have you? The independent aftermarket is a surprisingly open and candid industry. Business owners share experiences liberally, and foolproof best practices spread within the distributor community like wildfire. That’s not the case in other markets. Truck dealers aren’t that forthcoming about their businesses (dealers under the same OEM umbrella are fairly open with each other but there’s little information flowing between brands). National carriers don’t tell the world their secrets for hiring drivers, and you never see the truck makers telling one another how they plan to build their next truck. And the auto market? Fuhgeddaboudit. The knowledge sharing that happens

in this corner of the transportation industry is rare and should be cherished. If you’re not taking advantage of that, it’s time to shake it up. You need to get involved.

Sometimes we have to commit time to our problems to find our best solutions Think about the two or three biggest issues facing your operation. Got a couple problems in mind? Okay, great. Was one of them hiring people? If it was, I can think of four industry associations that are working to help recruit talent into the independent aftermarket right now. What about technical training? Do you need to teach your counter people and technicians about new components? Yeah, there are a half-dozen organizations working on solving that problem, too. Maybe your white whale isn’t even industry specific: you can’t find the perfect insurance plan; you need a better cybersecurity strategy (see page 22); your harpooner is feverish and is demanding you build him a coffin (though I think that last one is unique to whaling).

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

It doesn’t matter what the problem is, there are groups in this market who exist to help you solve it. This month’s cover story highlights the number of associations active in the aftermarket and how each group was created to address a specific problem facing the businesses in our channel. Some groups were formed to aid distributors; others are unique to remanufacturing or rebuilders. We have multiple groups in the service channel, yet each one has a different focus and caters to a different type of repair operation. If you have five minutes to read this article and 10 to read the feature that follows it, then I ask you to also dedicate 15 minutes later this week to researching the associations available to your business. In the same way we spend money to make money, sometimes we have to commit time to our problems to find our best solutions. Those involved in these associations say that’s exactly what they’re trying to do. “While time itself is an incredibly valuable resource, investing some time in personal and personnel growth has proven worthwhile for decades,” says Minimizer’s Steve Hansen, founder and past president of GenNext. “Sometimes you’re not always going to find the answers you’re looking for alone,” adds Scott Tetz, executive director of the International Truck Parts Association (ITPA). “Sometimes we need to help each other.”

Make Sure Your Allison Genuine Parts™

Are Genuine

Service your vehicles only at Allison Authorized Distributors and Dealers. Keep your Allison transmissions performing like Allison transmissions. Allison Authorized Distributors and Dealers adhere to strict standards, using only Allison Genuine Parts™, fluids and filters —identical to the originals and backed by a full nationwide parts + labor warranty. Allison-trained and -certified technicians stay current to ensure your Allison transmissions will always receive optimal maintenance and diagnostic services. Our promise is to provide the most reliable and valued propulsion solutions in the world, enabling our customers to work more efficiently. Only Allison Authorized Distributors and Dealers can help us uphold that promise. To find the closest Allison Authorized locations, visit allisontransmission.com/sales-service-locator.

Editorial | MacKay & Company

Strong skills drive parts sales By John Blodgett MacKay & Company

always enjoy the opportunity to attend a conference and simply listen and learn — not presenting or organizing the speakers and panels — and even more so when the conference is not specifically a market that MacKay & Company focuses on. Last week, I had the occasion to attend an Automotive Aftermarket Supplier Association (AASA) special conference. The conference was designed to provide perspectives from passenger car manufacturers, dealers and suppliers on their current strategies to grow their OES business, as well as their future plans. MacKay & Company does not typically complete any research or consulting projects related to the passenger car onhighway market, so it was interesting to learn about this market. One thing I did notice (and it was nice to see) was that in at least one area, the medium- and heavy-duty aftermarket is not trailing the automotive aftermarket as we are often told. I learned car dealers in the aftermarket parts arena are generally reactive and not very proactive, whereas the independent channels in the automotive parts market are very aggressive (this pattern sounds similar to the heavy-duty aftermarket). Car dealers get a large portion of their parts sales (outside of their repair and body shops) from answering their phones. I am sure there are many

exceptions to this — it was mentioned that the smart car dealers have begun to train their parts departments to be more proactive by going after wholesale business and making it easier for customers to do business with their dealerships, even those customers who work on their own cars.

Over time truck dealers started to realize the importance of strong parts and service departments Apparently, car dealers also are getting some help from market dynamics to drive more of their focus on the aftermarket. New car sales are plateauing and not expected to grow; people are keeping cars longer because they can and because dealers now offer financing options for 72 months and sometimes longer. Not only are cars lasting longer (we used to scrap a car at 100,000 miles, now that number is closer to 240,000), but many young folks don’t even want to own cars. I remember when I first started in the medium- and heavy-duty aftermarket industry (for reference, the Buffalo Bills had not been to a Super Bowl yet), it was the case with many truck dealers to be more reactive than proactive; but to the

disappointment of the independent parts distributors, this is no longer the case. Truck dealerships have many businesses and often for more than one brand. In the past, when staffing a dealership, it wasn’t uncommon for those who were considered to have strong skills to be placed in the new vehicle side of the business and those who were considered not as strong to be placed in the parts department. After all, they just had to answer the phones. Over time truck manufacturers and dealers started to realize the importance of strong parts and service departments and how they can add to their bottom line, especially when they started looking beyond the revenues for the source of the dealership’s profits. Markets often helped with this education because when retail sales drop (remember the truck market historically has been a dynamic market with many peaks and valleys), a smart dealer understands the key necessity of a strong parts and service organization to carry the dealership through the valleys. Now we see both the OES and independent sides of the heavy-duty market using creative, aggressive ideas and programs to garner more share of the aftermarket. Both sides have learned the importance of having the people with the strongest skills in this area and it is exciting to watch.

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 | S e p t e m b e r 2 0 1 8

Industry Focus

Dealer News Neely Coble Company has added Western Star trucks to its Decatur, Ala., location. Penske Truck Leasing has announced a new location in Grand Junction, Colo. Murphy-Hoffman Company (MHC) has opened its renovated MHC Kenworth/Volvo – Springdale facility in Springdale, Ark.

Kenworth Sales Company has relocated its Elko, Nev., facility to a new location in an industrial park near I-80.

M&K Truck Centers has acquired two Michigan Volvo dealerships in Flint and Saginaw.

Bruckner Truck Sales is celebrating its 70th anniversary of becoming an authorized dealer for Mack Trucks.

People In The News Luber-finer University gets upgrade Luber-finer has added a module to Luber-finer University, the filter company’s free online education program for distributors, point-of-sale associates and others who work in the heavyduty industry. Module 6 of this training tool, which can be accessed from any Internet-connected device, provides users instruction on outside filtration sales and the vital role these sales professionals play in helping fleet maintenance managers keep their vehicles moving, the company says. “Previous modules in Luber-finer University offered the in-depth knowledge about heavy-duty filtration that every sales professional needs,” says Layne Gobrogge, director of heavy-duty marketing at Champion Laboratories. “This module takes the next step and is designed to help sales professionals at every level learn the skills and techniques that are the keys to a rewarding sales career.”

David J. Nangle has been promoted to executive vice president at Lincoln Electric Holdings. Eric Vaillancourt is now president at Nangle STEMCO. Lubrication Specialties has added Carmon Fiordirosa as director of e-commerce. Deborah McWhinney and Paul Mascarenas have been named to the BorgWarner board Fiordirosa of directors. Phillips Connect Technologies has hired Cliff Creech as business development manager. John Kimmer has joined the Creech management team at Truck Master Warranty. Summit Truck Group has promoted Charlie Jordan to area sales director, new trucks. Lumileds has appointed Tina Smith national sales manager for the traditional U.S. aftermarket. M&K Truck Centers has promoted Josh Wolf to regional vice president of operations and promoted Mike Rutherford to district manager of all of the company’s Michigan locations.

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

Ben Johnson is joining Bridgestone Americas as director of marketing for the commercial truck bus radial tire business. Taylor Vernier has joined the Johnson company as director of marketing and merchandising for the GCR Tires & Service business The Commercial Vehicle Solutions Vernier Network has hired Margo Reyes as its new administrative assistant. Giancarlo Papini has been promoted from controller to vice president of finance at Red Dot. Papini Truck-Lite has promoted Mark Bara to executive vice president of sales and marketing; Laurie Beegle to president of DAVCO Technology LLC; and Paul Sniegocki to executive vice president of engineering and chief technology officer. The company also has hired Doug Wolma to the newly designated role of president. Fredric A Bunting II, son of Auto-Wares and A-1 Truck Parts owner Fred Bunting, has died. He was 46.

Industry Focus

HDA Truck Pride addressing aftermarket labor shortage HDA Truck has partnered with Job Depot USA to help address the employee shortage facing the commercial vehicle aftermarket. According to HDA Truck Pride, Job Depot USA is a specialty job board focused on the recruiting needs for the automotive, commercial vehicle aftermarket and fleet maintenance industries. While the program is limited to the U.S., it’s still a great start, HDA Truck Pride states. Job Depot USA has a very targeted approach for niche markets, and also offers special programs for veterans. “Talking about the void won’t solve the issue; we need to take action,” says Tina Hubbard, vice president of marketing and product management at HDA Truck Pride. “As soon as we were introduced to Job Depot USA, we immediately joined forces. Building up the momentum will take some time but having a specialty job board seems ideal to HDA Truck Pride and we look forward to having other industry networks support the effort.”

Canadian aftermarket makes donation to SickKids foundation Former members of the Heavy Duty Aftermarket Canada (HDAC) presented a check of more than $131,000 to the SickKids Foundation in July as part of the Canadian aftermarket’s nearly twodecade-long efforts to raise money for Canadian children in need. The HDAC and its predecessor, the Heavy Duty Distributor Council (HDDC) of Canada, began donating money to SickKids in 2002 as a way for the trucking industry to show its

Dana purchasing Swiss manufacturer Dana Incorporated has signed a definitive agreement to purchase the Drive Systems segment of the Oerlikon Group, a Switzerland-based manufacturer, according to an announcement. Under the terms of the agreement, Dana will acquire Oerlikon’s Drive Systems business for approximately $600 million. Committed financing has been arranged to complete the transaction, which will be immediately accretive to earnings upon closing. The acquisition is expected to close in late 2018 or the first quarter of 2019, pending regulatory approvals. Dana states Oerlikon’s business complements and extends its current technology portfolio, especially with respect to high-precision helical gears for the commercial vehicle market. “This investment will deliver significant long-term value by accelerating our commitment to vehicle electrification and strengthening the technology portfolio for each of our end markets, while further expanding and balancing the manufacturing presence of our off-highway business in key geographical markets,” says Jim Kamsickas, Dana president and CEO.

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

support for important causes in Canada. “It was one of those things where once we started doing it, everyone embraced it,” says Kevin Broadwood of Pinwood Truck Parts, who since 2007 has organized the fundraising. “We knew that even $1 would make a difference in a child’s life, but that didn’t stop us from raising a lot more.” The combined donations of HDDC and HDAC to SickKids totaled more than $754,000.

New distributor Parts West Heavy Duty purchases The Lighthouse The Arizona branch of The Lighthouse Inc. has been acquired by Parts West Heavy Duty, the companies have announced. Parts West HD is a newly formed LLC led by Charles Weston, former leader of Westpac Heavy Duty (also known as C.W. Carter Co., and Westpac of California). With the acquisition, Parts West HD will do business as Light House of Arizona in Arizona and Nevada. The company says it will continue providing the product The Lighthouse has served the Arizona market since 1977.

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

Industry Focus

Daimler splits business into independent entities

HDDA’s data standards project reaches next phase HDDA: Heavy Duty, the heavy-duty aftermarket-focused community of the Auto Care Association, recently announced the next steps in its project to develop standardized product data information for Class 4–8 vehicles. HDDA states the next phase of the project involves defining the attributes for the top 20 categories of parts. The first five categories for the project are brakes; front steer axle wheel end components; axles – front steering; axles – non-driven, rear; and axles – driven, rear. HDDA says subject matter experts from the manufacturer, distributor and data service provider sectors for the heavy-duty aftermarket will be involved with defining the attributes for the 20 product categories. Final best practices ultimately will form the expansion of medium- and heavy-duty vehicles for the existing Product Information Exchange Standard (PIES). All participants in the project enter under non-disclosure agreements to protect the organizations that are generously providing or reviewing any data. “The overwhelming support from the heavy-duty aftermarket to volunteer and create this product information standard is what has been making this project a success,” says Sheila Andrews, director, heavy duty markets and liaison at HDDA. “Companies along all aspects of the supply chain are increasingly touting the benefits for the marketplace in having these standards.”

Daimler announced in July it will split the company into three legally independent entities. Mercedes-Benz AG will serve as the company’s car and van division, Daimler Truck AG as the commercial truck and bus segment and Daimler Mobility AG will focus on financial and mobility services. All three divisions will operate under the umbrella of Daimler AG. “The new structure positions Daimler to tackle the rapid pace of change in the mobility sector and the corresponding strategic challenges,” says Manfred Bischoff, chairman of the Supervisory Board of Daimler AG.

Minimizer garners manufacturing honor Minnesota Business magazine has named Minimizer a finalist for its Manufacturing Awards for the third consecutive year. Minimizer is one of three companies up for the title of Best in Class — Midsize. “It’s a huge honor for Minimizer to be mentioned in the same breath as so many other great companies,” says Craig Kruckeberg, Minimizer CEO and chief visionary. “This nomination is a testament to the people we have in place,” adds Jim Richards, Minimizer vice president of operations. “Everyone works hard and contributes to the team. It really is like a family around here.” Minimizer’s nomination comes on the heels of its seventh anniversary with a time-loss accident in its facility. “We are proud that we can ensure all of our employees go home safe to their families each day,” says Richards.

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

Oct. 3-5 National Trailer Dealers Association (NTDA) Annual Convention, Colorado Springs, Colo. Oct. 14-19 VIPAR Heavy Duty Annual Business Conference, Marco Island, Fla. Oct. 18-20 International Truck Parts Association (ITPA) Fall Meeting, Naples, Fla.

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

FO R D R IVELI N E TEC H NOLOGY, QUALIT Y, AN D S ERVI C E

NEAPCO ÂŽ is the name to remember.

At NEAPCO, we manufacture and distribute OEM and aftermarket driveline products for automotive and non-automotive applications throughout the world. Our unrivaled commitment to quality and service has kept us running for almost 100 years and fuels our vision to be the first choice globally for OEM and aftermarket products.

Discover what sets us apart. To find a distributor near you, visit us at NEAPCOcomponents.com or call us at 1-800-821-2374

Industry Focus

Link partnering with Rocky Mountain Sales Link Manufacturing announces a sales agreement with Rocky Mountain Sales (RMS), which will assist Link with sales and product promotions in the western United States. The agreement will allow for seven new sales representatives to cover the 12-state region. “We are excited about the agreement with Rocky Mountain Sales representing Link’s aftermarket products, including auxiliary suspensions, Cat’s Eye TPMS and Air Link tandem drive suspensions,” says Michael Hof, vice president of sales and marketing at Link. “We look forward to this team utilizing their great customer relationships to assist Link’s sales within their newly established region.”

Dayton Parts opens Vegas distribution center Dayton Parts has opened a 90,000 sq.-ft. distribution center in Las Vegas to support customers in multiple states in the western region of the country. “We are excited to be opening our new facility in Las Vegas to continue to grow our long and successful relationships with distributors in the western states,” says Paul Anderson, Dayton Parts president and CEO. “This addition to our existing U.S.-based facilities positions us to strengthen our supply chain and support future channel growth by

Torque Parts_TPS0518_PG.indd 1

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

increasing service levels to customers.” The distribution center will stock the complete portfolio of Dayton Parts products for customers located in Alaska, Arizona, California, Hawaii, Idaho, Montana, Nevada, Oregon, Utah, Washington and Wyoming. Customers will be transitioned from their current distribution center in phases over the next several months. Dayton Parts now will reach 95 percent of its customers’ locations within one shipping day by the end of 2018, the company says.

4/27/18 10:24 AM

Tech Updates

SAFETY RECALLS Chrysler is recalling certain 2015-2017 RAM 1500, 2500 and 3500 pickup trucks equipped with a power locking tailgate and either a 5 ft., 7 in.; or 6 ft., 4 in., bed. The tailgate actuator limiter tab may fracture and cause the tailgate to unlatch and open while driving. If the tailgate latch releases and the tailgate opens while driving, cargo may fall out, creating a road hazard and increasing the risk of a crash.

Micro Bird is recalling certain 2011-2018 Micro Bird G5, MB-II and T-series school buses, equipped with CE White/HSM SB1130 in. series, standard, unbelted, school bus seats, or SB11-30 in. series school bus seats with lap belts only. The foam in the knee impact area of the lower seat back may not absorb enough impact in the event of a crash. As such, these vehicles fail to comply with the requirements of Federal Motor Vehicle Safety Standard (FMVSS) number 222, “School Bus Passenger Seating and Crash Protection.” If the seat foam does not absorb enough impact energy, it can

The following are safety recalls issued by the National Highway Traffic Safety Administration:

increase the risk of injury in the event of a crash. Daimler Trucks North America (DTNA) is recalling certain 2015-2018 Freightliner Custom Chassis Corporation XCL Chassis equipped with V-Ride suspension. The suspension mounting bolts may have been insufficiently tightened, which can result in the bolts loosening. If the mounting bolts loosen, the track bars that maintain the positioning of the rear axle may detach, affecting the vehicle’s handling and stability and increasing the risk of a crash. DTNA is recalling certain 2019 Freightliner Cascadia trucks, equipped with certain Continental Coach HA3 tires, size 315/80R22.5 157/154 L, and Continental Hybrid HS3 tires, size 11R22.5 Load Range G. The cords on these tires may be visible through the innerliner. Tires with visible cords through the innerliner may have a sudden loss of air, causing a loss of vehicle control and increasing the risk of a crash.

Ford Motor Company is recalling certain 2018 Ford F53 stripped chassis vehicles equipped with 22.5 in., front wheels. The front wheel hub assembly may have wheel studs that were not properly heat treated. If a sufficient quantity of wheel studs break on one hub, vehicle handling could be affected, increasing the risk of a crash. Jayco is recalling certain 2018 Jayco Octane travel trailers, models VH and VF, equipped with an optional generator. During production, the generator exhaust pipe may not have been installed, allowing the generator’s exhaust to enter the trailer. If exhaust were to enter the trailer, it can increase the risk of injury. Spartan Motors USA is recalling certain 20102019 Spartan Emergency Response Gladiator vehicles. The protective sleeve for the cable that connects the battery positive terminal to the alternator can become brittle and allow the cable to chafe and arc. If the battery positive cable arcs, it can increase the risk of a fire.

exceeding It’s about

expectations.

Each and every time. Performance. Value. 100% New. All Makes. Every minute a truck is in a service bay is a minute wasted. We know you’re focused on your bottom line, and you shouldn’t spare any time on downtime related to electrical system products. Rely on LoadHandler Power™ Products for a genuine, reliable, value-driven alternative to prominent competitive models. Learn more at LoadHandlerProducts.com.

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

By Lucas Deal, Editor lucasdeal@randallreilly.com

Cover Story

Finding your place in the (aftermarket) world

he independent aftermarket has a smorgasbord of industry associations. There are groups for distributors, service providers, suppliers, remanufacturers and rebuilders. There are groups where the multiple segments interact and groups where they remain isolated. Each groupâ&#x20AC;&#x2122;s mission statement is different, but the messages are the same: these associations exist to support the independent aftermarket and the vitality of its businesses.

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

For business owners, the plethora of options is reassuring. But itâ&#x20AC;&#x2122;s also daunting. How does one pick the right group to join when there are so many options? According to those in the know, the key to finding the right group for an aftermarket operation first requires a business owner to determine exactly what it is he hopes to learn. â&#x20AC;&#x153;Every association is valuable, but how much someone gets from a membership will vary depending on their work or

Cover Story

The associations of the heavy-duty independent aftermarket

HDA Truck Pride

Gaining advantages through industry association participation

Though the New Year’s Day merger of HD America and Truck Pride in 2011 was the official formation of HDA Truck Pride, the group has roots dating back to 1982, making it the longest tenured sales and marketing group in North America. And the organization defines itself as such. HD America might have started as a buying group, but HDA Truck Pride Vice President of Sales and Marketing Tina Hubbard says today’s organization does so much more. “The group has taken on a different tone and purpose,” she says. “Our goal is to do things for our members that they individually cannot do for themselves.” She says the organization’s current list of initiatives in that area include regional and national marketing, the creation of a product training library, an online sales portal, employee recruitment, an expansive service provider network, national account management and, of course, supplier purchasing negotiations. “We have a saying, most of our members spend more time in their business than on their business, and we try to help them by looking up and seeing and doing some of those other things,” Hubbard says.

VIPAR Heavy Duty VIPAR Heavy Duty was founded as a distributor buying group in 1989 and with the acquisition of Power Heavy Duty in 2014 has since evolved into the VIPAR Heavy Duty Family of Companies. The group provides national purchasing, marketing and additional support for its 120 stockholder companies under the VIPAR Heavy Duty brand and more than 125 member companies under the Power Heavy Duty brand. VIPAR Heavy Duty develops programs, products and solutions that best enable its distribution/service professionals to remain competitive and successful in the aftermarket while serving their various customers, says Jeff Paul, vice president of marketing. One of the group’s unique features is its expanding presence in the global aftermarket community. The group has distributor companies in the U.S., Puerto Rico, Canada, Mexico and Venezuela, and is a member of NEXUS North America and NEXUS Automotive International, an association that promotes aftermarket cooperation and information sharing throughout the world. The VIPAR Heavy Duty Family of Companies also features Global Parts Network (GPN), a wholly owned subsidiary operating brake manufacturing production and parts distribution centers supporting the needs of its family of distributors.

American Council of Frame and Alignment Specialists (ACOFAS) operation,” says David Fehling, executive director at the Association of Diesel Specialists (ADS). “Some organizations have a little crossover, but for the most part I believe every group we have [in the aftermarket] has a unique benefit for its members.” Most aftermarket associations provide a combination of five distinct benefits: training, access to information, networking, marketing and legislative influence.

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

Technician training is priority number one for ACOFAS. Founded by a group of independent service providers that were unsatisfied with the technical training being offered by other organizations, ACOFAS has grown to 42 members and is now the owner of the annual Service Opportunities Learning Days (SOLD) held at Heavy Duty Aftermarket Week. It also organizes three training clinics each year held explicitly to maximize a technician’s learning time. “We’re not a social organization,” says ACOFAS Education Chairman Gordon Botts. “Our trainings can be good networking opportunities for technicians, but our goal with each event is for them to learn as much as possible.”

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

Cover Story

Product training classes are part of the regular schedule at GenNext and CVSN’s annual Distributor Training Expo.

Training Every association in the independent aftermarket offers training for its members. Some groups were founded specifically to organize technical training opportunities for members, while others include training as one of several membership advantages. Additionally, the focus of each organization’s training curricula varies depending on the group’s position in the

aftermarket. An independent distributor with a service department may require membership into multiple groups to acquire the various training necessary to educate its entire workforce. Many experts say training alone is a worthwhile reason to join an industry group. “I have guys who say to me, ‘I can’t afford to send a tech away for two days,’ and my response is always, ‘You can’t

Some organizations have a little crossover, but for the most part I believe every group we have [in the aftermarket] has a unique benefit for its members.

GenNext GenNext entered the independent aftermarket earlier this decade with a clear purpose: To educate, mentor and recruit the next generation of aftermarket leaders. Though most of GenNext’s educational events (including the popular Distributor Training Expo) were developed with younger aftermarket professionals in mind, the organization accepts members of all ages from the supplier and distributor community. GenNext also uses mixers, mentoring programs and networking events to facilitate knowledge sharing and encourage discussion by all members of the aftermarket. “From the outside looking in, heavy-duty parts sales aren’t all that attractive,” says Steve Hansen, founder and former GenNext president. “GenNext helps to engage students and younger employees to ramp up their careers.”

— David Fehling, executive director at the Association of Diesel Specialists

Commercial Vehicle Solutions Network (CVSN) Fostering cooperation between industry suppliers and distributors while speaking out to legislators on behalf of the aftermarket has become the calling card of CVSN. Created through the merger of the National Wheel and Rim Association and Council of Fleet Specialists,

CVSN was a founding member of the Commercial Vehicle Right to Repair Coalition, is a co-owner of Heavy Duty Aftermarket Week (HDAW) and, through its partnership with GenNext, has become one of the aftermarket’s leading training organizations.

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

“CVSN seeks to create an industrywide forum for professional development, legislative awareness and business opportunities by utilizing broad industry cooperation, education and the exchange of information throughout the channel,” says Angelo Volpe, executive director.

MS906CV

HEAVY DUTY SERVICE COMMERCIAL VEHICLE DIAGNOSTICS

ALL MAKES / ALL MODELS CLASS 1 (0-6,000LBS) - CLASS 9 (33,000LBS)

DIES E L DIAG NOS TICS

CONNECTORS INCLUDED Deutsch 9-Pin / Deutsch 6-Pin NEW

NEW

19 SERVICE FEATURES DPF REGEN & RESET • BRAKE & TRANS COVERAGE • CYLINDER POWER BALANCING

AU TO - S C A N ACCESS ALL MODULES IN ALL SYSTEMS

10” SCREEN

MS908CV • Class1 - Class9 / All Makes - All Models • Android 4.0.4 / Quad-Core Processor • Bi-Directional Control / Injector Coding • Includes J2534 MaxiFlash Elite

CONNECTOR KIT INCLUDED

AL529HD

N L OA OW D D

FREE

Deutsch 9-Pin / Deutsch 6-Pin NEW

NEW

• AutoVIN Quick DTC Definitions • Read & Clear Trouble Codes • One Click I/M Readiness • Enhanced Mode 6 Diagnostics

WATCH NOW AUTEL.COM

TRAINING V IDEOS

HOW-TO-USE

@AutelTools

CONNECTORS INCLUDED Deutsch 9-Pin / Deutsch 6-Pin NEW

NEW

https://www.youtube.com/auteltools

maxitpms.com

RE UPD WA AT FT

autel.com FREE

(855) 288-3587

FOREVER Autel Intelligent Technology Inc.

NEW from World American

Quality Engine Parts

• Accessory Drive Units & Parts • After Cooler Elements • Air Compressor Parts • Bearings & Bushings • Bull Gears

Catalog Available!

• Camshafts • Cylinder Heads & Parts • EGR Coolers & EGR Valves • Flywheel Housings

Order our new engine components catalog today!

• Flywheel Ring Gears & Bolts • Flywheels • Fuel Shutoff Valves • Fuel Transfer Pumps • Gaskets & Gasket Sets

Call Your Sales Rep. to Order: (773) 247-3400

• Gear Covers • Head Valves • Injector Sleeves • Liners • Oil Coolers & Elements • Oil Pans • Oil Pumps

New from World American & Midwest, quality GDP by World American heavy duty engine components at the best prices.

• Piston Ring Sets • Seals • Thermostats • Turbochargers • Valve Guides

Call (773) 247-3400 or visit WORLDAMERICAN.COM

• Cooling System Parts: • Idler Pulleys

Where Quality Meets Value Fast Shipping From Our Warehouses in IL, CA, TX, GA

• Tensioners • Water Pumps

Cover Story

afford not to,’” says Gordon Botts, ACOFAS education chairman. “‘How are any of your people going to learn otherwise?’” Fehling adds, “Think about the amount of time someone [in your business] spends scratching their head trying to figure something out. That is crucial time you cannot get back.”

Access to information Some industry associations also leverage their size and status to request or demand valuable product and service data for their membership. This was witnessed most recently in the aftermarket

Heavy Duty Repair Forum (HD Repair Forum) The HD Repair Forum was founded by a collection of businesses engaged in the collision repair industry. The group chose to create the organization to provide a community where Class 5-8 collision centers could engage in business conversation, share best practices and address common challenges faced in their businesses. Technical guidance on repair processes and service shop productivity highlight the organization’s earliest educational commitments, both at its events and in its monthly newsletter. “The goal is to grow and improve the industry through networking, education, communication and collaboration,” says Jennie Link, communications manager. “The HD Repair Forum makes the future a little clearer while encouraging improvement of current business practices.”

Remanufacturing takes center stage at MERA’s annual conferences, which bring together professionals from all positions in the remanufacturing supply chain.

with the efforts of CVSN and its Commercial Vehicle Right to Repair Coalition, which negotiated with truck OEMs to acquire access to proprietary technical and diagnostic information for independent service work. In bringing together its members, as well as the support of several other industry groups, CVSN was able to pressure OEMs into conversations independent service providers never could have achieved on their own. “It always helps if an industry can speak as one voice,” adds Sheila Andrews, director, heavy duty markets and liaison at HDDA: Heavy Duty.

But information isn’t always intentionally inaccessible; sometimes it’s just hard to find. In those cases, associations can be counted on to do research that benefits all of its constituents. “CVSN and our members are committed to seeking out new ideas, opportunities and efficiencies,” says Angelo Volpe, CVSN executive director.

Networking The sharing of best practices and industry knowledge is another benefit found through most aftermarket group memberships. Many organizations were built on the foundation of open

HDDA: Heavy Duty HDDA: Heavy Duty represents the full supply chain for the independent heavy-duty aftermarket. The organization exists under the umbrella of the Auto Care Association, the largest entity dedicated to the support of the independent aftermarket in North America, says Sheila Andrews, director, heavy duty markets and liaison. Among the HDDA’s most visible engagements is a current data standards

project to streamline parts classification for the entire channel. HDDA also is a co-owner of HDAW and, through Auto Care, is one of the aftermarket’s loudest voices on Capitol Hill. HDDA was formerly known as the Heavy Duty Distribution Association. “We exist to represent and advocate for all members of the aftermarket in all classes,” says Andrews.

Heavy Duty Reman Group (HDRG) A spinoff of the global Automotive Parts Remanufacturers Association (APRA), HDRG members are businesses predominately engaged in the remanufacturing of products for Class 4-8 trucks, though

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

the organization does not discriminate regarding on- or off-road parts. One of HDRG’s main initiatives is providing access to tools and components required in the remanufacturing process. This

is done through networking at HDRG events and alliances developed between members. HDRG also aids APRA in advocating remanufacturing among government officials and the public at large.

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

Cover Story

Association of Diesel Specialists (ADS)

The HDA Truck Pride Annual Meeting, held this year in San Diego, features education, training and networking events where members and vendors can interact.

communication and partnership, and to this day these groups cater their events around opportunities for members to develop relationships that can be leveraged throughout the year. SSA Executive Director Craig Fry says the opportunity for members to network with peers is a benefit that “cannot be overstated. “When these folks get together at our annual convention, the topic of conversation is business,” he says. “They are extremely generous and willing to share their thoughts and ideas.”

Scott Tetz sees the same at ITPA meetings. As the organization’s executive director, Tetz says ITPA brings together professionals from all positions in the aftermarket supply chain to discuss and enhance their business relationships. “When we have a meeting, our members get the chance to talk with everyone,” he says.

Marketing This is an area where buying groups become invaluable. VIPAR Heavy Duty and HDA Truck Pride offer services

I have guys who say to me, ‘I can’t afford to send a tech away for two days,’ and my response is always, ‘You can’t afford not to. How are any of your people going to learn otherwise?’ — Gordon Botts, education chairman at ACOFAS

The proper assembly and service of diesel engine components is the main focus of ADS. As one of the aftermarket’s oldest organizations, ADS brings engine and engine component manufacturers together with officially licensed dealers and service centers to “share information” and discuss challenges facing the engine service industry, says Executive Director David Fehling. The organization addresses all classes of diesel engines, and Fehling lists some of the association’s biggest member benefits as being the training programs offered through its manufacturing and independent trainer members, as well as its all-encompassing annual convention. “We give our members access to the movers and shakers of our industry,” Fehling says.

and solutions to help their stockholders reach customers on a local, regional and national level. VIPAR Heavy Duty Vice President of Business Development Jim Pennig says the company’s business development team works with its members and supplier partners to help create demand for additional sales opportunities and support its commitments to national accounts. The two groups also work with their members to develop customized marketing strategies that, when coupled with strategic objectives, help each distributor increase sales within its marketplace. “We continue to push our members

MERA – The Association for Sustainable Manufacturing Operating under the umbrella of the Motor and Equipment Manufacturers Association (MEMA), MERA represents all businesses engaged in remanufacturing in the automotive and commercial trucking markets. Members include reman executives from some of the nation’s largest OE

suppliers as well as small, independent reman businesses throughout North America. “Companies join MERA for effective government advocacy focused on advancing and protecting sustainable manufacturing interests, both with policymakers and regulators, in addition

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

to supporting the association’s prominent role in changing the narrative about remanufactured goods with buyers. Members also join to engage with influencers and their peers during valuable industry events,” says David McGuire, director of membership and business development.

Cover Story

Truck Frame and Axle Repair Association (TARA)

Heavy Duty Aftermarket Week (HDAW) isn’t the only vendor booth show in the aftermarket. Both buying groups also feature shows, as do events such as GenNext and CVSN’s Distributor Training Expo.

toward growth opportunities,” says Tom Tecklenburg, HDA Truck Pride chief commercial officer. Performance standards developed by associations also can prove to be useful marketing tools, such as MERA’s Manufactured Again certification program. “[Manufactured Again] aims to set the quality of reman on par with new,” says David McGuire, MERA director of membership and business development.

Legislative support Possibly the most influential benefit of industry associations comes from their efforts communicating with or lobbying government agencies and legislators. When factors outside the independent aftermarket put the health of the channel at risk, there’s a significant advantage to all parties banding together to defend their businesses and livelihood. “A singular distributor can have an impact on what is happening outside of his business, but the effect is minimal,”

VIPAR Heavy Duty’s Annual Business Conference brings together its members and vendor partners to discuss the opportunities and challenges facing the business.

says Andrews. “If you bring hundreds of distributors together, then you can make a much larger impact.” Running a business is difficult enough. Industry associations provide business owners assistance in addressing business challenges they are struggling to manage independently. They enable business owners to focus on what really matters — helping customers every day. After all, “there’s only so much one person can do in a day,” says Don Reimondo, president and CEO at HDA Truck Pride.

Another group with a focus on specific repairs, TARA has served the independent aftermarket for many years. The organization’s commitment to information sharing echoes the values of many other groups, but TARA is unique in its quest to develop universal repair standards for its section of the service industry. TARA member facilities are required to meet technical training, equipment and performance standards that not only far exceed industry norms, but also meet or exceed insurance regulations.

Service Specialists Association (SSA) Built as a “forum for the dissemination and understanding of technical information,” SSA remains primarily a knowledge sharing vehicle for the independent service provider community, says Executive Director Craig Fry. In addition to networking events that enable members to share service best practices, business management and operations training are becoming common educational topics at the organization’s annual convention. Additionally, Fry says SSA recently introduced its COACH training program that “outlines how a local shop can get involved with nearby schools to implement training programs for future technicians.” He adds, “When these folks get together at our annual convention, the topic of conversation is business.”

International Truck Parts Association (ITPA) With nearly 120 members, the ITPA is the industry’s preeminent networking and relationship building organization for salvage yards, independent rebuilders and their component suppliers. The organization holds two meetings each year

that feature a combination of leadership and business management presentations and networking opportunities, as well as regular tours of member locations when a facility is near a meeting location. Each feature is designed to stimulate member

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

interaction and business relationships. “I think our organization does a great job of making people feel welcome,” says Scott Tetz, executive director. “The relationships our members make often last a lifetime.”

Specialty Disc Brake Pads

Serious Disc Brake Pads for Serious Fleets Specially designed for truck, medium duty and air disc coverage from Class 1 through Class 8, Raybestos® Truck & Medium Duty Specialty Disc Brake Pads provide superior friction stability and great performance over a wide range of vehicle load and brake temperature. Developed for everyday heavy use situations, these safe and durable disc brake pads are made with superior friction compounds that provide excellent cost per mile value.

Keep your drivers safe and your fleet on the road with Raybestos® Truck & Medium Duty Specialty Disc Brake Pads.

TRUCK

MEDIUM DUTY

AIR DISC

www.raybestos.com

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

Operations

Fending off cyberthreats

The aftermarket parts and service industry is not immune to cyberattacks

ometimes a good defense makes for a good offense — such is the case when protecting yourself from the myriad ways hackers can disrupt your business. Attacks can range in maliciousness from simple malware that shuts down your website or wreaks havoc with your computer system to data theft or preventing access to your computer system until a ransom is paid.

Cybersecurity experts say hackers look for low-hanging fruit, which are companies with little to no protection. If hackers encounter any sort of resistance, they rarely try to circumvent it and will just move on to the “next guy” in search of a company with no protection. Don’t be that “next guy.” For the aftermarket parts and service providers that are not taking steps to

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

protect themselves against a cyberattack, it’s not a matter of if they’re going to get hacked, it’s a matter of finding out they’ve been hacked, says Randy Goggans, cofounder and executive vice president at ThreatAdvice, a cybersecurity education provider. “When we hear businesses say, ‘We don’t need [cybersecurity],’ what they’re basically saying is they don’t care about

Operations

It’s a real epidemic and you will see more stats about businesses that are going out of business as a result of cyberattacks. — Randy Goggans, cofounder and executive vice president at ThreatAdvice

their business, that’s their livelihood and if they’re breached, they’re going to lose customers,” says Mark Lanterman, chief technology officer at Computer Forensic Services, a cybersecurity services company. “If you’re breached, competitors will say to your customers, ‘Look how they blew it. Your data is safe with us. Come and place your orders with us,’” Lanterman adds. Goggans says 60 percent of small businesses that incur a cyberattack go out of business within six months because they can’t overcome the disruption to their businesses and the damage to their reputations, among other repercussions. “It’s a real epidemic and you will see more stats about businesses that are going out of business as a result of cyberattacks,” he says.

Cyberthreats and tactics

protecting their business. If you’re using the Internet to conduct business, it’s important you have proper security measures in place because you have people trying to beat down your door to steal from you,” Goggans says. The reason cybersecurity is so important is because so much is at stake. “Distributors need to be concerned about their cybersecurity because that’s

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

Assaults on companies’ computer systems can come in many different forms and not all hackers are driven by money. Attackers can be as far away as a foreign country and as close as within a company’s own building. What’s more, not all attacks are perpetrated by hacking into a computer system; they can be executed by phone and an unwitting employee. AutoPower, a software provider for the aftermarket distribution industry, provides protection from various forms of malware, which is short for malicious software and can include spyware, ransomware and viruses, as well as attacks where hackers attempt to break into a business’ network and take it over,

according to Ray Quirindongo, senior network engineer. “Hackers scan a company’s network and they look for … vulnerabilities. If there’s no firewall in place to stop them from doing that, that’s an entryway for them to get in. Every company has an external IP [address] and if hackers have that public IP, they can do scans from another country,” he says. Erik Nachbahr, president at technology support firm Helion Trucking Technologies, says, “Cybercriminals are using a lot of different schemes, but the main way they’re going at businesses is by trying to trick employees into turning over information to expose their systems to get at their bank accounts or get them to willingly transfer money.” Helion is a partner of Karmak, provider of business management systems. Typically, they’re doing it over email, Nachbahr says. For example, cybercriminals will pretend to be a principle of the company and send a spoof email to the controller saying he needs the controller to transfer money to a certain account or to pay an invoice, and the accounts belong to hackers. More than 92 percent of cyberattacks begin with an unsuspecting employee clicking on a bogus or phishing email, according to Goggans. And, these emails have gotten cleverer than the Nigerian Prince who needs money to gain access to his riches that he is willing to share a percentage of if the target helps him. “These [phishing emails] are coming from the [supposed] CEO of the company, people you receive emails

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

Operations

from on a daily basis, Amazon, UPS and LinkedIn,” Goggans says, citing a few examples. “The ones we see frequently are for tracking UPS packages. You get an email from UPS, it has the UPS logo and it says ‘Click Here’ to track your package. Once you do, you don’t know that it’s gone to a different webpage and installed malware on your PC and is now running behind the scenes watching every click made, every site you go to and is allowing [hackers] access to your network.” In addition to phishing, companies need to be aware of other methods of human manipulation. Vishing is a hacker spoofing a company’s phone number so it appears to be an internal call. Hackers might pose as a member of the IT department asking employees to verify their username and password, says Goggans. The use of smishing is similar to vishing, but in text message form. The advent of bitcoin has created an

Hackers need our help and we are the weakest link. [Companies] cannot be so arrogant as to think this would never happen to them and an employee will never be tricked —- all it takes is one person. — Mark Lanterman, chief technology officer at Computer Forensic Services

uptick in ransomware attacks, in which cybercriminals will hack into a computer system and lock up its files until a ransom is paid in the decentralized digital currency that’s difficult to trace, Goggans says. “The biggest takeaway is hackers need our help and we are the weakest link,” says Lanterman, adding that all it takes is for someone to click on a link or download and open an attachment, for example. He says companies “cannot be so arrogant as to think this would never happen to them and an employee will never be tricked — all it takes is one person. “A lot of these attacks are financially

Cybercriminals have a number of methods to get at companies’ data or bring a business to a grinding halt; however, there are several ways aftermarket parts and service providers can protect themselves.

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

motivated because it’s a hacker’s job,” says Lanterman. “But, the fact is, there are many motivations out there. Maybe a hacker just wants to be a gremlin and start messing with your inventory numbers or start shipping parts to different locations just for a laugh.” And not every threat comes from a hacker, adds Matt Stea, IT director at CRW Parts. A disgruntled employee with a USB flash drive containing a virus can wreak havoc for a company not properly protected.

Security fundamentals Given the damage hackers can do financially and reputationally, there’s no reason aftermarket operations shouldn’t be taking steps to protect themselves. A few basic measures recommended by several security experts can go a long way in protecting a company from cybercriminals. Among those basic steps are making sure the computer network is protected by a firewall, which is designed to block unauthorized access; intrusion protection software to defend against malware, such as viruses, spyware and ransomware; and update software as soon as those updates, which not only improve performance but address any vulnerabilities, become available. Several experts rank employee education as the most important means to prevent cyberattacks. “Educating employees about what to look out for in suspicious emails and phone calls is important. That’s the No. 1 thing as far as security goes and that’s

Operations

where a lot of companies fail,” says Stea. He educates CRW employees by informing them of security breaches mentioned in the news and showing them malicious emails currently in circulation. If employees receive an email they’re not sure about, he will review them and also advises employees not to click on anything or use the phone number in the suspect email. Instead, he tells employees to look up the phone number on the company’s website and call to confirm that the company sent the email. “The more you teach people, the better off everyone is and so is the company,” Stea says. According to Goggans, “It’s about security awareness training, which is the No. 1 best thing you can do to prevent a cyberattack on your company.” To that end, ThreatAdvice offers companies training programs and phishing simulations, and Goggans has seen the number of client company employees clicking on these test emails decrease dramatically. “[The results] are not because you created a room full of cybersecurity experts. You’ve created a culture of security awareness where that employee knows what to look for and won’t be clicking on things allowing hackers direct access to the system,” Goggans says. Helion offers ongoing online training sessions about phishing and other cybersecurity threats. The company also will send test phishing emails to clients and any employees who fall for them receive additional training. The client receives feedback on how, over time, fewer of its employees are getting caught by these phishing tests, Nachbahr says.

bolster cybersecurity efforts. One of the services AutoPower provides is daily and monthly server

backups that are stored on its hosted facility in the cloud, which Quirindongo says is more effective than storing data

keep on trucking Insist on genuine parts backed by Reyco Granning’s 90 years of American manufacturing to keep you on the road. Designed and tested with the same quality as original OE parts, with Reyco Granning genuine parts you can keep on trucking.

800-753-0050 • ReycoGranning.com/aftermarket

Manufacturing in the USA for over 90 Years

Additional security measures Along with the aforementioned steps companies should be taking, security experts offer additional ways to further

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

Untitled-1 1

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

4/30/18 25

8:47 AM

Operations

on physical servers. “No matter how much security you have, if you have a virus utilizing a newfound exploit, it’s going to get through because [the security on a physical server or firewall] is not aware of it,” Quirindongo says. “In our cloud environment, the customer will get two servers and one server gets replicated every 15 minutes. With replication and nightly backups, if something was compromised on a server, we can easily flip over or revert back to the other one.” CRW’s main servers are housed at an off-site data center, and the data is backed up three times a day, says Stea. In addition, he downloads all the company’s information to a USB flash drive that he Aftermarket parts and service providers can protect themselves using widely available software that takes to an off-site location every night. encrypts the data on their computers. Another precaution CRW takes is requiring all salespeople to log into the have free rein to go anywhere they want didn’t occur because the retailer didn’t company’s VPN to get on the network. If on the Internet — so we put systems in have adequate cybersecurity measures; it a laptop is lost or stolen, a hacker could place to control where they go online and occurred because a third-party contractry to figure out the password, but Stea what they’re able to do,” he says. tor didn’t. Cybercriminals were able to can protect against that. “If someone Nachbahr adds that companies’ gain access to Target’s information by calls and says, ‘I lost my laptop,’ I’m going wireless infrastructure “is usually really hacking into the third-party contractor, to try to track it. If I can’t, I wipe it clean lacking in security,” so Helion shores up which was connected to Target’s systems remotely,” he says. the defenses of for billing and other purposes. The company wireless devices, “With truck parts and service providalso has a backup such as laptop and ers, there are so many third parties. The Internet service, so tablet computdays of just validating a third-party if there’s a problem ers that connect vendor is in business is no longer appliwith one, CRW to companies’ cable,” he says. “You should go through a can switch to the networks. thorough third-party vendor evaluation other. “We keep a Goggans warns process to ensure that they, too, are pro99 percent up-rate of the possible tecting your information in a way they because if [the dangers when cannot be breached, providing access Internet service] working with third directly to your critical infrastructure.” goes down, it hurts parties. “Anytime Goggans urges companies to carry business,” Stea says. you’re using third a cybersecurity insurance policy that On the topic of parties, you create includes third parties. The policy covers — Matt Stea, IT director at CRW Parts the Internet, Nachmore vulnerthe company if it gets sued because it bahr suggests limiting employees’ usage abilities for someone to access your or a third party was breached, and also of the Internet to prevent them from vis- operations.” enables the company to sue a third party iting potentially unsafe sites. “It’s a really Goggans uses Target’s 2013 data if it was negligent in protecting company big issue companies run into — people breach as an example. He says the breach information.

Educating employees about what to look out for in suspicious emails and phone calls is important. That’s where a lot of companies fail.

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

“THESE SEATS KEEP ME IN MY COMFORT ZONE - 1ST PLACE.” Around the track or across the country, get comfort that lasts a lifetime. Born from decades in R&D and on the road, The Long Haul Series heavyduty seat system delivers the unrivaled safety, support and durability truck driving demands. And all backed by a Lifetime Guarantee that you’ll never need. See why Minimizer seats are trusted by the toughest people in the toughest industry.

“TURBO” Allen Boles #3 Bandit Series Truck Racer Bandit Allen Boles uses Minimizer Long Haul Series seats in his truck for state-of-the-art comfort that’s made to last. Learn more at banditseries.com

Minimizer is a proud sponsor of the Bandit Big Rig Series.

visit minimizer.com or call 800.248.3855

TESTED AND TORTURED™

Operations

He’s also a proponent of two-factor authentication. When logging in, not only do users have to enter their password, but also enter a code that has been emailed or texted to them. “It makes it more complicated for someone to steal your information,” Goggans says. Another way companies can protect themselves is using software that encrypts their data, especially for laptop computers, Lanterman says. He recommends BitLocker full-disk encryption, which comes with most Microsoft operating systems. If a laptop is stolen, all of the data is worthless because it’s encrypted. Just as cybercriminals have a number of ways to get at companies’ important data or bring a business to a grinding halt, there also are several ways

CRW Parts requires salespeople to log into the company’s VPN to get on the network. If a laptop is lost or stolen, a hacker could try to figure out the password, but the company can remotely delete all the data on the computer.

aftermarket parts and service providers can protect themselves. “Businesses large and small can no longer afford to stick their head in the sand and ignore their security. We need

to stop looking at security as a necessary evil,” says Lanterman. “You need to educate yourself, understand what criminals are doing and proactively take steps to make sure you’re not the next victim.”

WHAT CAN DATA DO FOR YOU?

Learn 9 ways data can grow your aftermarket business.

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

WE’RE EVERYWHERE YOU NEED US. WITH COMPLETE COVERAGE. At Dayton Parts, we’re more than brake, spring, steering and suspension products. Our expanded portfolio covers all your replacement needs when and where you need them. Visit daytonparts.com or call us at 800-233-0899 for comprehensive product coverage to keep you moving, mile after mile.

Harrisburg, PA • Lewisville, TX • Las Vegas, NV • Edmonton, AB Canada • Mississauga, ON Canada

By Lucas Deal, Editor lucasdeal@randallreilly.com

DeCarolis Heavy Duty Parts

ew aftermarket operations offer more one-stop shop services than DeCarolis. When you look at the company’s history, it’s easy to see why. From its origins as a single-truck operation in Rochester, N.Y., to its current position as one of the larger businesses supporting commercial trucking in the Empire State, DeCarolis Truck Rental (parent company of DeCarolis Heavy Duty Parts) remains as committed as ever to the principles of its founder, Louis DeCarolis Sr., who was a man devoted to his customers and their satisfaction. He was willing to grow his business any direction to meet their needs. Today, under the direction of Louis’ son Paul, DeCarolis Truck Rental operates nine locations with 164 employees across New York state. The business features truck and trailer rentals, leasing, used truck and trailer sales, custom fleet maintenance programs, drive-in truck, trailer and bus service and, of course, eight DeCarolis Heavy Duty Parts facilities. Added to the company portfolio in 1989, first-time Truck Parts & Service Distributor of the Year finalist DeCarolis Heavy Duty Parts has grown steadily to become one of the most valuable sectors of the business. The operation features a 25,000 sq.-ft. master warehouse with 65,354 part numbers in Rochester and supports a store network ranging from the shadows of Niagara Falls in Buffalo to Syracuse and south to near the Pennsylvania line. It’s a large area of operation, says General Manager Greg DeCarolis Heavy Duty Parts at a glance

Source: Google Maps, DeCarolis Heavy Duty Parts

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

DeCarolis Heavy Duty Parts plans to introduce an online parts ordering website in the next year to complement its brick-and-mortar facilities.

Rawleigh, but the company has a strong strategy for dealing with it. “When our people go into a customer’s facility on a sales call, they go in intending to be an asset to the customer and their business,” Rawleigh says. “We want to bring them something we know can help them.” That’s where DeCarolis’ full complement of services comes in. Because DeCarolis serves so many customers in so many different ways, there are rarely customer segments or requests in which the business is unfamiliar. Coupled with its own homegrown customer relationship software, Rawleigh says any salesperson across the business can learn about a customer’s fleet with a few simple key strokes. “I think that gives us a leg up in regard to our knowledge of the industry,” he says. But even with those corporate connections, Rawleigh says it is ultimately employee commitment that makes each customer relationship hum. The DeCarolis Heavy Duty Parts team works as one cohesive unit, he says. “We have open communication here and try to keep everyone on the same page,” Rawleigh says. “People tend to buy in more when they understand the plans for the company.” The big plans ahead at DeCarolis over the next 12 months are business-to-business and business-to-consumer e-commerce websites, says Rawleigh. DeCarolis Truck Rental updated its corporate website last month, and Rawleigh says when complete, the new online sales portals will complement the company’s enhanced online presence. Just another step in the company’s 80-year commitment to customer service. “We are large enough to be competitive with what our customers need but also small enough to change when that is needed,” Rawleigh says. “We know how to adapt to our market.”

Customer Driven Quality Directed Our experienced team delivers superior customer service and technical support to supply you with a full line of ower10 PARTSTM for your suspension, steering and brake needs. The Universal Group provides solutions, in partnership with our customers, to maximize growth. Visit us at www.theuniversalgroup.com or call us at 800-225-1845.

Suspension

Leaf Springs

Steering

Shock Absorbers

Air Springs

Brakes

1025 Thomas Busch Memorial Hwy, Pennsauken, NJ 08110 1120 Eden Road, Suite 100, Arlington, TX 76001 www.theuniversalgroup.com

WE SAY ‘DURON SAVES YOU MONEY’ YOU SAY ‘PROVE IT’ WE SAY ‘NO PROBLEM’ TM

Switching to DURON works. You want proof? Take The DURON Challenge. There’s no cost, and no risk. We’ll provide the DURON heavy duty engine oil, the technical expertise and oil analysis. And we’ll support you all the way. Visit DURONCHALLENGE.com now for more information.

Marketplace

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

No-ream king pins TRP introduces a new line of TRP No-Ream King Pin Kits. TRP says the kits are available in multiple diameter lengths and fit many makes of trucks and buses. They include bestin-class spiral bushings with deeper grease grooves to allow 25 percent more grease in high wear areas, TRP says. All TRP No-Ream King Pin Kits are backed by a one-year or 100,000-mile warranty, the company says.

Suspension service tools OTC has released three suspension bushing tools to its product line in North America. The suspension bushing tools, which are available now, include: 4255 Hendrickson Airtek NXT bushing adapter kit; 4261 Hendrickson front suspension bushing tool; and 4263 suspension bushing tool. The tools improve efficiencies in the shop and allow for hands-free operation for technicians when removing and replacing leaf spring bushings and suspension bushings found on Freightliner Cascadia vehicles, OTC says.

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

Assorted engine components Dorman HD Solutions introduced its newest collection of former dealer only heavy-duty parts last month. Among the components are a number of underhood parts that have uses in engines from 1982 to present day. The company states it released at least five SKUs apiece of its popular diesel particulate filter clamps and gaskets, oil pans and exhaust manifolds. The company also introduced a HD Exclusive EGR valve cover. The different products fit Mack, Volvo, Freightliner, Blue Bird and Cummins applications, among others, Dorman says.

Floor cover for workshop spills 3M introduces Self-Stick Liquid Protection Fabric, designed to provide automotive and heavy-duty repair shop owners a temporary, conformable surface covering that adheres to most surfaces and removes easily to catch all spills or work mess. 3M says its Self-Stick Liquid Protection Fabric replaces paper-and-tape or other surface coverings that frequently become soggy, slippery and leak to surrounding areas. The 3M Self-Stick Liquid Protection Fabric is available in 300 ft. rolls in widths of 4, 6, 14, 28, 36, 48 and 56 in. Available magnetic dispenser and wall and floor applicators make applying the material fast and simple, the company adds.

Impact wrenches for close quarters Milwaukee Tool introduces M12 Fuel Stubby Impact Wrenches. Milwaukee states the new wrenches enable better access in tight spaces while delivering the power to complete demanding service tasks. Available in 1/4 in., 3/8 in. and 1/2 in. sizes, the M12 Fuel Stubby Impacts measure no more than 5.1 in. in length. Their Powerstate brushless motors also deliver up to 250 ft.-lb. of breakaway torque.

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

Marketplace

Bearing, seals and differential kits NTN, the parent company of BCA Bearings, has announced the release of more than 50 new product SKUs. The new products cover BCAâ&#x20AC;&#x2122;s bearings and seals product lines, as well as differential kits. BCA states the rebuild kits include all of the bearings, seals, crush sleeves and other necessary items to complete a rebuild project. The company says the complete product and catalog information for the BCA line can be found online.

Pallet moving tool for warehouses Southwork Products introduces its new PalletPal Rotator Inverter. According to Southwork, the PalletPal is a fast, safe and easy way to invert a fully loaded pallet without the need for labor-intensive, time-consuming manual restacking. Southwork says models are available with a load capacity of 4,400 lb. and clamp openings to accept pallet loads as large as 48 in. by 48 in. by 84 in.

Fuel-efficient super single tires Toyo Tire U.S.A. Corp. has launched two new fuelefficient super singles, the Nanoenergy M675 long haul drive tire and the Nanoenergy M175 long haul trailer tire. Both products feature new low-rolling resistance tread compounds and are SmartWay verified, the company says. The M675 drive tire has a six-groove design and 24/32 in., tread depth, while the seven-groove M175 free-rolling trailer tire has a tread depth of 13/32 in.

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

Assorted service shop tools Snap-on introduces a 3/8 in. drive heavy-duty impact wrench, a fourpiece combination screwdriver set and flat-oval adjustable creeper. The Snap-on MG325G 3/8 in. drive heavy-duty impact wrench is compact, balanced and lightweight (2.8 lb.) for working in restricted areas. The Snap-on SGDX40BG four-piece combination Mini-Tip Soft Grip Instinct screwdriver set contains two flat tip and two Phillips tip screwdrivers, all featuring nickel chrome plating that protects the blades against corrosion. The Snap-on JCW67G Flat-Oval Adjustable Creeper is engineered for easy under-vehicle access and has flat-oval tubing to eliminate sharp corners and increase comfort.

Variable-speed fan drives Horton debuts the new LCX Series of variable-speed fan drives. The company says its LCX Series is based on Hortonâ&#x20AC;&#x2122;s proven variablespeed design, which rotates the fan at a wider range of speeds to more precisely match actual cooling requirements. The LCX Series variable-speed fan drives can be controlled at very low speeds to accommodate slighter cooling needs. Horton also introduces the HS6 and HS11A fans to help the on-highway market meet increasing efficiency demands on cooling systems by optimizing fan blade design characteristics. The HS6 features 35-percent less blade area than the Horton eight-blade MS8 fan; the HS11A fan features five percent less blade area than the standard 11-blade molded fan.

Axle socket sets World American has released 44 new part numbers, most of which are axle sockets, to its heavy-duty product offering. The company states the new socket sets come in 6-point and 8-point configurations. Sizes range from 2 2/32 in. to 5 1/4 in. Also new are two tubular spanner wrenches, a thread restorer and axle socket display board.

Marketplace

Tire chains for winter weather Ancra says its new three X-Treme Grip Tire Chains are designed to provide added strength, durability and stability when driving in extreme weather conditions such as freezing rain, ice and snow. According to Ancra, the V-bar tire chains have a plated silver zinc finish, and each twist-link cross-chain is outfitted with V-bar studs that bite into ice for added traction on frozen roads. All the chains are available in a single- or triple-chain alternative; the V-Bar and studded tire chains are 8 mm, while the square link tire chains are 7 mm, the company says.

High-performance piston skirts

Bleed Size: N/A Close Date: 06.12.18

PAI Industries introduces its high-performance piston skirts to the heavy-duty aftermarket. PAI says its piston skirts are made with aluminum, stainless steel and steel, and are treated with a new and highly developed anti-friction coating process. The piston skirts are black in color and the coating is between 1 and 1.5 millimeters thick. The company says the piston skirts are available with a three-year warranty.

Enhanced retread capable drive tire Bridgestone Americas has expanded its Firestone commercial truck tire portfolio with the launch of Firestone FD711 drive tire. Engineered for durable, long-lasting performance, the Firestone FD711 tire offers solid grip, long wear and enhanced retread capability. The tire is recommended for a wide range of applications, including long and regional haul service, pickup-and-delivery service and light-to-moderate on/off highway environments. It is available in 11R22.5 and 11R24.5 sizes in the U.S. and Canada.

RUN WITH RELIABILITY. COALESCING AIR DRYER CARTRIDGES Breathe profit into your bottom line with parts that are essential to performance and OEM requirements.

App: InDesign CC Colors: 4CP

Meritor Coalescing Air Dryer Cartridges use desiccant beads to remove moisture from the air and keep out 99.9% of oil aerosol. Keeping oil contaminants out of the airline helps protect brake valves, emission controls, automated manual transmissions and more. Run clean and dry. Run With The Bull.

meritor.com

MER 12509 - RWTB_HalfPage_CoAirDryCart_TPS_SQUARE.indd 1 W W W . T R U C K PA R T S A N D S E R V I C E . C O M

ÂŠ2018 Meritor, Inc.

6/12/18 9:39 AM

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

Marketplace

Off The Line Spotlighting a new OEM innovation Toyota debuts hydrogen fuel cell Class 8 truck Toyota has unveiled the second iteration of its hydrogen fuel cell electric Class 8 truck. The new truck, known internally as Beta, expands on the capabilities of Toyota’s first Project Portal test vehicle, Alpha, by increasing the estimated range to more than 300 miles per fill. With a gross combined weight capacity of 80,000 lb., the 670-plus horsepower truck produces 1,325 ft.-lb. of torque from two Mirai fuel cell stacks and a 12kWh battery, the company says. “By evaluating the first truck in our test facilities and on the actual roads in the L.A. area, we made a list of improvements for the Beta truck build process and performance enhancements,” says Andrew Lund, chief engineer for the project. “We needed to move beyond a proof of concept, which the first truck accomplished, to something that is not only better than the original but is also more commercially viable.”

Wide-base tires for longhaul operations Goodyear Tire & Rubber Company is offering two new wide-base tires for long-haul fleets. Available now, the Goodyear Fuel Max SSD drive and Goodyear Fuel Max SST trailer tires are SmartWay verified and feature Goodyear Fuel Max Technology, the company says. The Goodyear Fuel Max SSD and Goodyear Fuel Max SST are available in size 445/50R22.5.

WE HAVE PARTS FOR THE LONG HAUL RECYCLED, RECONDITIONED, REBUILT, AND AFTERMARKET

OUR NATIONAL INVENTORY ONLINE

www.LKQHEAVYTRUCK.com

CALL US TODAY! Untitled-2 1

(877) 557-8782

T R U C K PA R T S & S E R V I C E | S e p t e m b e r 2 0 1 8

12/6/16 9:02 AM

Marketplace

New heavy-duty motor oil Pilot Flying J has launched its own heavy-duty diesel motor oil, now available at all company locations. Pilot Flying J Heavy Duty 10W-30 Motor Oil and Pilot Flying J Heavy Duty 15W-40 Motor Oil are formulated to provide excellent soot control, reduced deposits, long-lasting wear protection and outstanding performance in all on- and off-highway, farm, construction and mining applications. The company recommends the oils for applications where Cummins CES 20086, Detroit Diesel 93K222, Ford WSS-M2C171-F1, Mack EOS-4.5 and Volvo VDS-4.5 are specified.

Second-generation air heater Eberspaecher introduces the second generation of its Airtronic family of air heaters. The fuel operated Airtronic 2 is an update to Eberspaecher’s family of air heaters. Its brushless motor offers a long service life of more than 5,000 hours. The company says the second-generation heater features an integrated altitude sensor, which optimizes burner operation and adapts automatically at altitudes up to 3,000 meters. The integrated temperature sensor also enables temperature to be regulated exactly as desired. The display and a multi-color LED ring around the operating button continuously indicate whether heating or ventilation mode is currently active.

EGR cleaning tool Enviromotive introduces its new Sonic Blaster EGR cleaner. Built to reach and clean the hardest to reach areas of the EGR system quickly, Enviromotive says its EGR cleaner was designed with more power to clean and cut grime faster than any other system. The cleaner also provides efficient and timely cleaning, the company says, to get customers back on the road quickly.

Entrained air in diesel fuel is the problem. AirDog® products are the solution. Adapter kits for service lifts Stertil-Koni has introduced two adapter kits tailored for its inground scissor and piston lifts. Stertil-Koni says each is engineered to facilitate more efficient lifting by engaging the front and rear lifting points on buses and trucks. Each adapter pair has a capacity of up to 35,000 lb., depending on the type of lift with which it is used. The company says the adapters are available for virtually every vehicle type, from agricultural and construction equipment to waste collection, military vehicles and more. The kits also are available to current Stertil-Koni inground lift customers.

AirDog®

AirDog® Champ I

AirDog® Champ II

AirDog® products provide improved fuel economy, increased power/torque, smoother idle, longer injector life, and reduced emissions in a wide range of heavy duty diesel engine applications.

877-GO-DIESEL (877-463-4373) www.AirDogDiesel.com Pure Flow_TPS0818_PG.indd 1

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

7/24/18 8:46 AM

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

When you order a Freightliner Cascadia Legacy or Next Gen, use the code 273-018 to spec a Horton DM Advantage On/Off Fan Drive. Itâ&#x20AC;&#x2122;s lightweight and road-proven at the highest temperatures. With a longwearing friction liner and best-in-class bearings, it all adds up to reliability and a long life. ÂŠ 2018 Horton Inc. All rights reserved.

Classified Ads

Log on to our website for: • Industry Headlines • Industry Calendar • Full-text versions of current and past articles. • Subscription information • Staff contact information • New Products • Tech Updates • And MUCH more…

Visit MeritorPartsXpress.com for ordering and information on thousands of parts from Meritor® brands, exact specs, competitive cross-references, 360° images and drawings. Now that’s Xceptional! Run with Innovation. Run With The Bull.

www.TruckPartsandService.com

ctEquip_CCJ0909_Pg.indd 1

TPS 8/6/09 website 2:441x2.indd PM 1

RigDig_CCJ0512_PG116.indd 1

4/19/12 9:06 AM

Classified Advertising

Call 205-248-1554 or visit www.truckpartsandservice.com

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

S e p t e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

Ad Index Company Allison Transmission

Contact Info

Page

Company

Contact Info

Page

allisontransmission.com

PureFlow

airdogdiesel.com

autel.com

Raybestos

raybestos.com

automann.com

AUTEL Automann BorgWarner

turbo.borgwarner.com

Dayton Parts

Reyco Granning

reycogranning.com/aftermarket 25

RigDig

randallreilly.com

daytonparts.com

RigDig

randallreilly.com

hortonww.com

S&S Truck Parts

sandstruck.com

IBC

lkqheavytruck.com

Torque Air Springs

torqueusa.com

meritor.com

TSI SSG

tsissg.com

Meritor

meritordrivelines.com

IFC

Universal Group

theuniversalgroup.com

Meritor

meritorpartsxpress.com

40 directequipmentsupply.com

Horton LKQ Heavy Truck Meritor

Midwest Truck & Auto Parts Minimizer Neapco Components

Classifieds

banditseries.com

Direct Equipment Supply

neapcocomponents.com

Meritor

meritorpartsxpress.com

duronchallenge.com

ProMiles

promiles.com

loadhandlerproducts.com

randallreilly.com

Petro Prestolite

worldamerican.com

RigDig

This advertisers’ index is a service to readers. Although every effort is made to maintain accuracy, Truck Parts & Service cannot assume responsibility for errors or omissions.