Truck Parts & Service 1017 by Richard Street

MeritorWABCO Joint Venture Ending | HDAW Updates 2018 Program

Guaranteeing it SUPPLIERS SHINE LIGHT ON THEIR METHODS FOR CREATING WARRANTIES OCTOBER 2017 |

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Faciliating point-of-sale relationships 20

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Volume 53 | Number 10 | October 2017

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Cover Story

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Editorial

Editor: Lucas Deal Equipment Editor: Jason Cannon Associate Online Editor: Jonathan Willis

Building an aftermarket part warranty

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Features 12 DOTY profile: Harman Heavy Vehicle Specialists 20 How suppliers are facilitating point-of-sale relationships

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Editorial Staff Editorials Industry Focus Tech Updates

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Editorial | Lucas Deal

Weathering the storm By Lucas Deal, Editor lucasdeal@randallreilly.com

nyone who knows me knows how much I enjoy talking up our industry. It’s been one of my favorite past times since joining the aftermarket in 2011. From my first weeks on the job I have never not been impressed by the personable, helpful and caring people that make up our wonderful business. I don’t think many industries are like this one. I don’t think the personal relationships and long-term friendships that define the aftermarket are common elsewhere. This is a competitive industry — many of you do direct business with each other — and yet so many of you are also close friends. It’s very familial, and roots the aftermarket in a decency that should be commended and praised. Which is what I’m going to do now. Over the past few months a substantial portion of the southeastern United States and Puerto Rico has been throttled by hurricanes. First it was Harvey, then Irma who took their turns battering Texas, Florida and other southern states with excessive winds and torrential rain. Maria followed a few weeks later and knocked out power across all of Puerto Rico. Houston and surrounding cities were drenched by more than three feet of rain by Harvey, while some of the fastest hurricane wind speeds in recorded history from Irma assaulted the Caribbean before making landfall at well over 100 mph throughout Florida.

It was vicious and terrible — and hit some in the aftermarket head on. What horror that must have been. To know a gargantuan storm is heading right for your business and your livelihood and knowing there is nothing you can do to stop it. I can’t begin to imagine, and offer my sincerest condolences to any aftermarket businesses that were bludgeoned by the recent storms. At least you weren’t alone.

This is a competitive industry ... and yet so many of you are also close friends After Hurricane Irma left Florida and scattered into rain across the southeast I received an email from Marc Karon at Total Truck Parts. From his location in south Florida, Karon and the Total Truck Parts team had the misfortune of waiting, agonizingly, for nearly a week while Irma thrashed its way through the Caribbean, unsure of where the storm would make landfall and if it would force them out of the area. The anticipation was exhausting, but Karon said thanks to the aftermarket, he knew Total Truck Parts would be able to weather the storm. “The real story started before the

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storm hit. Competitors reached out to competitors and offered help after the storm if needed. We were no longer competitors, but friends facing a common threat,” he wrote. “I personally received almost 100 texts, calls and emails from around the country telling me that we were in their prayers, and I am sure that made the difference.” If that doesn’t make you swell with pride about the aftermarket, Karon went on, “Right after the storm, we had a calling tree to make sure every one of our people was safe and had the resources they needed. Next, the managers went to the branches to make sure they were okay even before they began cleanup of their own properties. While we sustained some damage, none of that would prevent us from opening [the next day].” To me, that’s such a perfect microcosm of this market. Everyone recognized a colleague was in trouble and reached out to lend support and aid. Total Truck Parts knew they had friends they could count on in case things turned awful. When the company avoided major damage, the aftermarket responded by donating more than $10,000 to Total Truck Parts’ employee Brett Smith, whose home was destroyed. I could do without another hurricane for a while (or forever), but in the meantime, it’s comforting to know that no matter the stakes, the aftermarket is a great place to be.

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Editorial | MacKay & Company

Cleaning up after the hurricanes By Robert F. Dieli RDLB, Inc., in-house economist at MacKay & Company

o sooner had the rain stopped falling in Houston after Hurricane Harvey finally made his way out of the area than we started to get queries about what we thought the effects of the storm would be on the truck aftermarket. The pace of queries quickened as Hurricane Irma did her dirty work in Florida and the southeast. We will start by saying that thoughts of the effects of the storms on the truck aftermarket were not on our list of concerns as the news emerged from Texas and Florida. Getting help to all those afflicted by the storm was. But now that the waters have receded and the damage assessments begun, we can take a look at what lies ahead. The first task will be to estimate how many of the storm damaged vehicles can be repaired. Water damage is particularly nasty because it can affect all parts of the vehicle internally and externally, as well as in both the short and the long term. Salt water damage usually renders the vehicle unfixable. This is more likely to be a problem in Florida than in Texas. Repairing flood damage is an uncertain venture. Any vehicle that has sat in water for any length of time will have a severely compromised drive train. Engine and transmission repairs will involve a lengthy list of parts.

Fluids, such as engine oil, transmission fluid, brake fluids, and coolants, are all vulnerable to damage from water and will have to be replaced.

Now that the waters have receded and the damage assessments begun, we can take a look at what lies ahead. The brake system of a vehicle that has been submerged is unlikely to have survived without damage. Brake shoes, drums, pads and their associated parts will probably have to be replaced. The interior of a submerged vehicle will have to be carefully inspected. While the fabrics might not have been damaged, mildew will grow (one of the longterm problems we referred to earlier) and leave an unpleasant odor for as long as the vehicle is operating. The other component of the demand for truck parts is that stemming from the increased use of the vehicle stock that escaped the flood damage. Among

the first images we saw in the aftermath of the storms were of people piling the water-soaked contents of their homes out on the curb for removal. Trucks had to come around to do that. And those trucks are going to reach their routine maintenance mileages more quickly than had been anticipated. The same is true for the truck fleets that will support the repair and rebuilding activity that will be going on for months, if not years, in the storm-affected areas. In addition to the direct effects of the storms on Houston and south Florida, we noted a ripple effect on truck usage in adjacent areas. The mayor of Dallas called upon his citizens to cut back on their trash disposal so he could send part of the Dallas waste disposal fleet to Houston to assist in the removal of storm debris. We suspect that a similar migration of equipment will take place in other parts of the country, with the same effect â&#x20AC;&#x201D; increased usage and an acceleration of replacement parts demand. Lastly, many of the vehicles that were destroyed are going to be replaced. As those units come into operation they will generate their own demand for parts. The combined effect of all of this should be a short-term spike in parts demand in the storm-affected areas as vehicles get repaired. Over the longer term, vehicle usage will, again, dictate parts demand.

Robert F. Dieli is president and founder of RDLB, Inc. an economic research and management consulting firm based in Lombard, Ill. Bob regularly collaborates with MacKay & Company on economic publications as well as industry presentations such as HDAD.

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Industry Focus

Dealer News Summit Holdings opens Peak Trailer Group as Wabash National dealer. Enterprise Truck Rental has opened its first location in the Kansas City area. Carrier Transicold of Detroit is celebrating its 50th anniversary this year. Paccar Parts has opened its 100th TRP store. The facility was opened by Kenworth of Louisiana in Alexandria, La. Four Star Freightliner recently broke ground on a new facility in Valdosta, Ga. McCoy Group pledged $10,000 to relief efforts in the aftermath of Hurricane Harvey, as well as the use of

Truck Center Companies has opened a new 180,000 sq. ft. facility in Omaha, Neb.

equipment to transport supplies to the impacted areas.

Kretsinger, CEO at American Central Transport.

Murphy-Hoffman Company (MHC) employees are coming together to raise more than $17,000 for the ALS Association Mid-America Chapter in support of longtime customer Tom

Carolina International Trucks is marking its 25th anniversary this year. The company’s Idealease business also has achieved “ONE Idealease Elite” status for 2017.

HDAW Expands 2018 Program Heavy Duty Aftermarket Week (HDAW) organizers introduce two new programs to the HDAW 2018 docket for independent distributors attending the conference: The Hands-On Training Program and HDAW Reserved Meal Tables.

Westrans Celebrates Golden Anniversary Westrans held a customer appreciation event last month in Winnipeg, Manitoba, to celebrate its 50th anniversary. The memorable event featured the official grand re-opening of the company’s parts show room, tours of its extensive production facilities, ice road truckers, product demonstrations, fun activities and sales specials. More than two dozen vendors and a few hundred customers attended the event. “[Westrans] would like to say thank you to all our valued customers who have driven our business for 50 years,” the company says.

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HDAW Reserved Meal Tables Suppliers participating in one-on-one meetings during HDAW now have the option to schedule four extra meetings in a more intimate surrounding instead of a resort restaurant. A private area in the Mirage Grand Ballroom is now set aside with reserved tables during the scheduled breakfast and lunch times on Tuesday and Wednesday. Hands-On Training Program The HDAW Hands-On Training program offers distributors who do not participate in one-on-one meetings the opportunity to meet with participating suppliers in their booths. Take advantage of up to six pre-scheduled, 20-minute private training sessions on Wednesday morning. The 13th annual HDAW will be held Jan. 22-25, 2018, at The Mirage in Las Vegas.

Industry Focus

Midwest Wheel Honors Top Supplier Reps Pete Joy of Phillips Industries and Doug Sharp of Bendix Commercial Vehicle Systems have earned the 24th annual Don Shoemaker/Scott Wilson Sales Professional of the Year award from Midwest Wheel Companies. Midwest Wheel says judging for its annual award is conducted by the company’s branch managers, sales professionals and product managers. The honor is awarded on the basis of

meeting a number of criteria including: proven loyalty, adherence to policies, exemplary professional conduct, demonstrated product/industry knowledge,

professional selling skills and the consistent display of respect and courteousness throughout their business dealings, the company says.

Keeping fleets in motion for over a century

People In The News Bridgestone Americas has named Scott Damron as president, commercial group, U.S. and Canada for Bridgestone Damron Americas Tire Operations (BATO). MAHLE has appointed Matthew Lundh as East Regional Manager for MAHLE Aftermarket, Inc. Dana Incorporated Lundh has hired Matthew Fahnestock as vice president and chief information officer, and selected Christophe Dominiak to serve as its new senior vice president and chief technology officer. Leyman Lift Gates announces Scott Hink has rejoined the professional sales team at Leyman as Midwest national accounts manager. Flight Systems Automotive Group (FSAG) has named Craig Stark as its newest president, and Dan Berdel as its new manager of quality. Ervin Equipment has named Chad Strader as executive vice president of sales. Link Manufacturing, president and CEO Denny Michels will retire on Dec. 31, 2017. Jim Huls, current executive vice president and COO, will succeed Michels on Jan. 1, 2018.

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Industry Focus

TrueCommerce Acquiring Datalliance

FleetPride Adds Location In Colorado FleetPride has acquired the assets of Colton Truck Supply in Montrose, Colo., owned by Brian and Carol Heller. The Montrose location joins FleetPride’s intermountain U.S. network of 28 branches. “FleetPride continues to look for well-run, strategic acquisitions. Today we are pleased to welcome Colton Truck Supply and their talented employees to the FleetPride family,” says Al Dragone, CEO of FleetPride. “At FleetPride, we endeavor to be the first choice in heavy-duty aftermarket truck and trailer parts.”

TrueCommerce, a global provider of trading partner connectivity and integration solutions, has acquired vendor managed inventory (VMI) provider Datalliance. This addition complements the TrueCommerce portfolio of offerings, the company says, by providing a strategic technology service that extends its commerce network into the collaborative replenishment, inventory management and demand forecasting markets. “We are very excited about the opportunity to join forces with TrueCommerce and the potential to create new paths to market together,” says Carl Hall, president and CEO of Datalliance.

Meritor Adds PTO, Gearing Manufacturer

HDA Truck Pride Adds Member

Meritor, Inc., has acquired the product portfolio and related technologies of Fabco Holdings, Inc., and its subsidiaries. Terms of the transaction were not disclosed. With the addition of Fabco’s suite of products, Meritor says it will have an expanded portfolio of complementary products, including transfer cases, specialty gear boxes, auxiliary transmissions and power take off units (PTOs) for medium, heavy and extra heavy vehicles for on- and off-highway, construction, defense, rail and other industrial applications. Meritor says these products are available to both OE and aftermarket customers. “Acquiring this suite of products and technologies provides Meritor with new products and customers in important markets that we expect will contribute to significant growth in our Specialty, Defense and Off-Highway business units,” says Jay Craig, CEO and president at Meritor.

HDA Truck Pride has added Carolina CAT to its membership ranks. Headquartered in Charlotte, N.C., Carolina CAT’s management team is led by Michael Brown, senior vice president, general manager Power Systems and John Borders, general manager of Truck Product Support. “We’re pleased to add Carolina CAT to our membership roster,” says Tom Tecklenburg, chief commercial officer at HDA Truck Pride. “By joining HDA Truck Pride, they will have industry leading training, national brands, telematics, and the backing of the largest independent provider of parts and services in the CV Aftermarket. We anticipate great things with Carolina CAT as a prominent member of the HDATP family.”

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

Oct. 15-20 Oct. 19-21 Jan. 22 Jan. 22-25 8

VIPAR Heavy Duty Annual Business Conference, Orlando ITPA Fall Meeting, San Diego Heavy Duty Aftermarket Dialogue, Las Vegas Heavy Duty Aftermarket Week (HDAW), Las Vegas

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Industry Focus

SAF-Holland Expanding Arkansas Location SAF-Holland is expanding its operations in Dumas, Ark. As part of the expansion, the company will open a new facility in the old Federal-Mogul building to accommodate increased business with current customers. “Our investment in Dumas will enable SAF-Holland to expand the North American business as we prepare for increasing market demand also in the mid-term,” says Bjoern Meyer, vice president, Operations, Americas. “It allows SAF-Holland closer proximity to our OEM customers and enhances our level of service to our distributors and fleet customers. Ultimately, the location provides a means to expand our distribution network to not only support existing customers but result in additional customers.” SAF-Holland has increased its Dumas staff by over 40 percent, creating 60 new jobs to date with plans to end up at approximately 65 total new positions.

MeritorWABCO joint venture ending Meritor has signed a definitive agreement to sell its interest in the Meritor WABCO joint venture with WABCO Holdings to WABCO. The total purchase price for the sale is $250 million, and Meritor will also receive a final partnership distribution immediately prior to the closing. The transaction was expected to close on Oct. 1, 2017, Meritor says. Following the closing, Meritor will continue to provide sales, service and training to Meritor WABCO customers through its DriveForce team for up to two years, and call center services for customer support and the processing of warranty claims for a period of approximately one year. In addition, Meritor says it will remain the exclusive distributor of a certain range of WABCO‘s aftermarket products in the United States and Canada, and the non-exclusive distributor in Mexico, following the completion of the transaction through an aftermarket distribution agreement.

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Tech Updates

AVOIDING CORROSION WHEN SPLICING 7-WAY HARNESS

mproper repairs to a 7-way harness can expose the wiring to moisture and corrosion causing contaminants. To avoid these risks, Phillips Industries recommends the following steps when splicing a 7-way harness: 1. Remove approximately 5 in. of the outer jacketing from the end of each cable. Make sure there is no corrosion present on any of the wires. (Figure 1) 2. Slide the heat shrink tubing over one side of the cable. It does not matter which side. (Fig. 2) 3. Using the example below, assigning each letter to a circuit/ wire, cut the wires on each side so they are staggered in length but come together to create approximately 7 in. (each) when connected. Staggering the connections will eliminate the bulk that would occur from the butt connectors being gathered together in one area. (Fig. 3). Note: Each letter below, A-F, should be assigned to represents the same colored circuit/wire for both SIDES 1 & 2. For example, if you choose to assign “A” to the WHT/Ground wire on SIDE 1, “A” should also represent the WHT/Ground wire on SIDE 2. SIDE 1: i. Do not cut any length off circuits A and B. They will remain at approximately 5 in. in length. ii. Cut 1 in. off circuits C and D, making them approximately 4 in. in length. iii. Cut 2 in. off circuits E and F, making them approximately 3 in. in length. iv. Cut 3 in. off circuit G making it approximately 2 in. in length. SIDE 2: i. Cut 1 in. off circuits E and F, making them approximately 4 in. in length. ii. Cut 2 in. off circuits C and D, making them approximately 3 in. in length. iii. Cut 3 in. off circuits A and B making them approximately 2 in. in length. iv. Do not cut any length off circuit G. It will remain at approximately 5 in. in length. 4. Strip 5/16 in. off the end of each circuit/wire and insert the corresponding colored circuits/wires into opposite ends of the butt connecters and crimp together. (White to white, red

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to red, etc.) (Fig. 4) 5. Inspect all connections for good contact and then apply heat with the heat gun to shrink the butt connectors and make a permanent connection between each circuit/wire. (Fig. 4) 6. Slide the black heat shrink tubing over the exposed circuits/ wires and apply heat with the heat gun to shrink the tubing. (Fig. 5)

SAFETY RECALLS The following are safety recalls issued by the National Highway Traffic Safety Administration: Daimler Trucks North America (DTNA) is recalling certain 2017-2018 Western Star 4900 trucks. The front axle weight capacity may exceed the spring capacity. Overloaded springs may result in the front axle separating from the vehicle, increasing the risk of a crash. Ford Motor Company is recalling certain 2015-2017 F-150, and 2017 F-250 and F-350 trucks equipped with a crew cab. The left rear inflatable seat belt buckle assembly may be inadequately attached to its mounting bracket. As such, these vehicles fail to comply with the requirements of Federal Motor Vehicle Safety Standard (FMVSS) number 210, “Seat Belt Assembly Anchorages.” If the left rear inflatable seat belt buckle separates from its mounting bracket, the seat occupant may not be adequately restrained, increasing their risk of injury.

Mack Trucks is recalling certain 2016 Pinnacle CHU and CXU diesel trucks equipped with certain Dana steer axles. The castellated nut and cotter pin on the steer axles may not have been properly torqued, allowing the tie rod to loosen within the steer axle. If the tie rod loosens, it may disconnect from the steering knuckle, causing a complete loss of steering, increasing the risk of a crash. Volvo Trucks North America is recalling certain 2016 Volvo VNL and VNM trucks equipped with certain Dana Spicer D-Series and E-Series steer axles. The castellated nut on the steer axles may not be properly torqued, allowing the tie rod to loosen. If the tie rod loosens, it may disconnect from the steering knuckle, causing a complete loss of steering, increasing the risk of a crash.

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By Lucas Deal, Editor lucasdeal@randallreilly.com

Harman Heavy Vehicle Specialists

corporate transformation is nearing completion at Harman Heavy Vehicle Specialists. Set in motion in 2014 when current owners Jay and Ian Johnston bought out Jay’s business partner, the company’s revolution has been comprehensive. From its website to its brick-and-mortar facilities, no aspect of Harman Heavy Vehicle Specialists hasn’t been evaluated, altered or overhauled in the company’s quest for improvement and optimization. Ian Johnston, the company’s vice president of operations and marketing, says the results have been a resounding success. Always a progressive company, Harman’s transformation moved the business to the technological forefront of the independent aftermarket, and laid the groundwork from which the nearly 80-year-old distributor can continue to thrive for decades to come. Now that it’s almost over, Ian Johnston can exhale. The plan has worked out. “Every time you make changes you’re hoping for the bestcase scenario. You never think it’s the right time,” he says. “We were hoping it wouldn’t be a nightmare.” Instead he says it’s been the opposite. The new facilities and technologies implemented companywide were immediately accepted by Harman’s 50 employees, and corporate productivity is up across the business’s three locations. “When we moved into our new buildings, just within a

Harman Heavy Vehicle Specialists at a glance

Source: Google Maps, Harman Heavy Vehicle Specialists

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As it approaches its 80th anniversary, Harman HVS has updated its facilities to prepare for future generations of success.

couple weeks, we would find ourselves asking ‘How did we ever survive not being here?’” he says. There have been other advantages, too. Harman’s new buildings were the most evident of its changes, but Johnston cites the implementation of customer relationship management (CRM) software for its sales team and an e-commerce site developed in partnership with VIPAR Heavy Duty as two other changes made this year with immediate payoff potential. Harman also has outfitted its Total Fleet Service facility with an influx of new tools to “give the team more capacity and cutting-edge technology” to service their customers, Johnston says. “Our guys embrace technology when it gives them an advantage,” he says. “When it enables them to do something differently and be more productive, they’re keen to use it.” Indeed, the company’s forward thinking isn’t a management-exclusive trait. Harman employees are welcomed to provide ideas to strengthen and grow the business, and Johnston acknowledges the company’s new web ordering portal as one change they’ve been campaigning for “for a while.” Harman HVS and the Johnston family also remain active in the industry. Jay Johnston has served on several industry association boards during his career, and now following in his father’s footsteps Ian serves as president of Heavy Duty Aftermarket Canada and GenNext, and will be co-chair of Heavy Duty Aftermarket Week 2019. Ian Johnston believes that activism has been crucial in earning the company’s third consecutive Truck Parts & Service Distributor of the Year nomination. “I think it’s one of the main reasons we’ve been nominated,” he says. “We believe a strong industry is going to help all of us within the industry … and if you feel strongly about [this industry] like we do, the best way to support it is to be involved.”

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Cover Story

By Jonathan Willis, Associate online editor jonathanwillis@randallreilly.com

â&#x20AC;&#x2DC;I guarantee 14

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Cover Story

Suppliers do not take warranty process lightly

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t is not uncommon to see or hear television commercials boasting of an automobile’s warranty of three years/36,000 miles or some other period of time. Warranty timelines are often used as marketing or selling points when advertising in the auto industry. The same holds true in the commercial trucking world. Truck OEMs and dealer networks offer warranties of varying time lengths and mileage points when selling new and preowned trucks. Warranties also are in place for everything within a truck, from the powertrain, suspension and electronics systems to specific components and products added in the field. For new equipment, OEMs place the warranties on individual parts that generally cover issues for the first few years of ownership. But, as the mileage and years begin to add up on a commercial truck, it is only natural that parts begin to wear and eventually need replacing. In the heavy-duty aftermarket world, warranties play a key role when customers or fleet owners are looking to find replacement parts. The warranty timelines are important to second and third vehicle owners in particular. For example, if a fleet owner needs a part for a 2007 model truck, the owner may not be looking for a product that is expected to last another three to five years. A certain part, for example, may have a one-year warranty and that is acceptable to that owner based on the fleet’s needs and expectations. Most aftermarket suppliers develop products based on OEM requirements, meaning that the products are designed and spec’d to meet the standards set forth by the truck manufacturer. Mike Burton, director of aftermarket engineering for Dana,

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Cover Story

Aftermarket parts suppliers put their products through extensive testing processes to ensure warranty timelines are reasonable.

says parts are designed and built to meet the original assembly requirements because in most all cases the parts are replacing those originally placed in the vehicle. “Most of what we sell is used to replace parts developed for the OE customer,” he says. “That’s what makes up most of our sales.” When developing warranty timelines for those replacement parts, aftermarket suppliers must look at many factors. “We look at what the OE warranty

was on the parts we produce,” he says. “It doesn’t mean that ours are the same, there’s a lot more that’s controlled — things such as part wear factors. As the part was designed for original application, it was tested to the extreme in labs and on vehicles.” That extensive testing forms the basis of development for aftermarket parts, which are engineered to meet performance requirements built off the original genuine component. Neapco recently added an enhanced

Eaton products are evaluated against their intended applications using a combination of engineering analysis and testing to ensure they satisfy our fleet customers’ expectations. – Tim Bauer, vice president, Aftermarket, Eaton Vehicle Group North America

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research and development facility at its Beatrice, Neb., plant to strengthen its aftermarket product testing abilities. “All of our products are extensively tested and thoroughly researched prior to launch,” says Steve Ditlow, Neapco’s vice president of Aftermarket Sales and Marketing. “We put them all through a series of tests to determine what warranty guidelines and timelines should be in place on each part.” Eaton does the same, conducting component and assembly testing using both lab and field environments. “This combination gives us data on the performance of the products in real world applications, so we can best determine robustness and proper application,” says Tim Bauer, vice president, Aftermarket, Eaton Vehicle Group North America. “Eaton looks at several areas during the testing phase — product

Cover Story

We look at what the OE warranty was on the parts we produce. As the part was designed for original application, it was tested to the extreme in labs and on vehicles. – Mike Burton, director of aftermarket engineering for Dana

performance, environmental robustness and endurance. These key product characteristics are assessed through engineering analysis and test protocols, and each aftermarket product is evaluated for its intended application to ensure they meet or exceed fleet customer wants and needs.” Aftermarket manufacturers say these tests are often conducted for long-cycle periods that enable engineers to gain a grasp of how long a certain part can hold up. That gives one indication of how long the warranty period should be set on that certain part. “All Eaton Aftermarket transmission and clutch products undergo the same level of engineering testing as our products that we sell to OEMs,” Bauer says. “Eaton products are evaluated against their intended applications using a combination of engineering analysis and testing to ensure they satisfy our fleet customers’ expectations.” Ditlow says the testing process also gives a good indication of the wear and tear that a part can take, and how long it should be able to hold up under certain stress elements. “The testing process is really quite extensive,” he says. “Our engineers can gather from these whether or not the parts are meeting the standards that we need. Our R&D facility is quite impressive and gives us a good look at the parts we are manufacturing.” Determining the useful life of a part is imperative when the supplier begins considering the sales channel. “The products are tested thoroughly,” Burton says. “We know how the parts will hold up and what the customers

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Cover Story

can expect. We use a wide range of tests and the knowledge that we have gained through looking at these parts and the OE counterparts to know what we have.” But as with most any of today’s trucks, the number of parts needed continues to grow. As technology in all areas advance, the trucks require more and more sophisticated parts to meet industry and federal laws and regulations. With the development of so many new aftermarket products, suppliers have a growing list of part numbers available to customers. Warranty timelines vary from part to part and, in some cases, from one supplier to the next. Each looks at the warranty process through its own set of lenses.

are compared to similar drivetrain products, OEM warranties and competitive products, Bauer says. He says Eaton looks at complete transmission and clutch assemblies as a total system, because the company controls the assembly processes to a certain standard. “Employing this complete system approach, Eaton is able to build more warranty timelines into our products because we have a higher-level of assembly control as compared to competitors of individual components. We also do significant research and analysis of fleet customer wants and needs, product applications, the environments these products will be used in, and the competitive landscape.” Those factors help determine the length of different warranty offerings, however, length of warranty is only one aspect of the ‘value’ of a warranty. Coverage of different costs such as labor, parts, shipping, service responsiveness, parts availability, location of service centers, technical assistance, and ease of warranty processes are just as important in the value equation. – Tom Hujik, director of North American Warranties are most often Aftermarket Sales for Horton established by the sales and Tom Hujik, director of North Amerimarketing teams of a supplier and then can Aftermarket Sales for Horton, says the engineering and development groups most companies “parallel” themselves design and build the parts to meet that when determining warranty timelines on timeline, Burton says. certain parts. “When we go in to develop a prod“Usually similar products between uct for the first time, we know what the companies will have the same warranties intended warranty should be,” he says, and they have all undergone extensive adding “so we develop the product to testing to make sure they hold up to the meet that timeline.” warranty’s standards,” Hujik says. If an OE part was built to last for When determining a certain part’s 10 years, Burton says it’s reasonable to warranty, suppliers look at a number of expect the second and third truck owners things. will not need that. Eaton Aftermarket product warranties “Certain types of tests tell us about

We have to meet the customer’s expectations or it doesn’t matter what we are making so the warranty has to be in line with what they need and expect.

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Some manufacturers prefer to set warranty lengths first and then build products to fit those standards.

the product’s durability,” he says. “If you went to an engineer and said that we want to give a lifetime warranty, the engineer wouldn’t agree with that. Lifetime warranties are marketing tools. What the engineer knows is what the life cycle goal is.” Just as important in setting a warranty timeline is determining the brand’s promise. Suppliers not only work to develop parts that meet certain timelines and requirements, they also look to see what customers expect. “At the end of the day, that’s what we are all in business for,” Hujik says. “If we build products that aren’t designed to meet the customer’s needs, then we are not doing our job. We have to meet the customer’s expectations or it doesn’t matter what we are making so the warranty has to be in line with what they need and expect.” Ditlow agrees: “All of our research and development would be useless if we weren’t making products that our customers need.” He says maintaining a warranty that protects customers is crucial to building a customer’s trust. “Our customers want to know that we are developing parts that they not only need, but that they can count on. If we give them the products they need and the warranty they want, it goes a long way,” Ditlow says.

Sales & Marketing

Building the

By Lucas Deal, Editor lucasdeal@randallreilly.com

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Sales & Marketing

Why it pays for suppliers to facilitate point-of-sale relationships

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n sales, there are few resources more valuable than boots on the ground. Associates on the floor. Salespeople in the territory. If you want to sell a product, you need people on hand to support it. The trucking aftermarket has done this for generations through distributor networks. Suppliers deploy sales professionals to provide product expertise and consultative assistance to independent distributors, who, as individuals within a larger network, in turn deliver a national footprint of sales professionals trained to move the supplier’s products in the marketplace. This tried and true method has been the backbone of not only the aftermarket but most retail industries for a century. But recently, as more and more consumers go online as their preferred mechanism for shopping and purchasing, manufacturers are starting to allocate less resources to distribution and more to marketing directly to customers. This shift has been especially difficult for the aftermarket. Due to the complexity and specificity of aftermarket components, suppliers still require and value independent distributors who can work face-to-face with customers to solve problems and deliver products. But that commitment to the distribution channel doesn’t mean aftermarket suppliers are ignoring the will of their customers. On the contrary. Many suppliers in today’s aftermarket are developing online and customer-focused marketing efforts to appease end users. One specific approach that is paying dividends for many suppliers is distribution channel relationship marketing. By bringing distributors and end users together, suppliers have found they can strengthen their bonds with customers and facilitate point-of-sale relationships that allow end users to optimize their purchasing while sustaining the distribution channel. This style of marketing is becoming a way of life at Minimizer. “Our mantra is if we can put our customers in front of their customers, we’ve created a win-win

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Sales & Marketing situation,” says Jason Rhoads, Minimizer relationship when both sides return to the experience. It brings director of marketing. “The trucking to their businesses. And judging by both parties closer together industry is relationship focused and has Minimizer’s pre- and post-event sales because they were both rebeen for so long, but now it’s becoming numbers, he says that expectation almost sponsible for earning the trip. harder to create some universally checks out. “It allows us to create of those relationships. “We will use a and foster an environment Our thought is we need customer code in Excel where we can meet with our to continue to build and and track before and customers and their customcultivate those relationafter a touch point and ers and spend time together ships because once they you can see the differout of the work environform, you have them for ence,” he says. ment,” Dole says. “Inevitably a long time.” But while Minimizer when you’re doing something Minimizer believes a might be leading the like this business creeps in great way to kick start a aftermarket with its there, but for us it’s more relationship is through relationship marketing, about building and growing shared experiences. A it isn’t the only comthose relationships with the conference room meetpany getting involved. customers.” ing can put names with Meritor also has found At Minimizer events faces, but a weekend success bringing disRhoads says it’s not uncomtogether on the golf tributors and custommon to go hours (sometimes course or at a race track ers together for special even days) without talking – Doug Dole, general manager, Sales, is likely to create a business. When you’re trying North American Aftermarket at Meritor events. much stronger bond. “We’ve really to qualify for a drag race, “I always say at our events: ‘Our converted our business into the manthere isn’t time for it. objective is you make a friend here,’” tra of customer obsession, and making “When we bring you out to a race and Rhoads says. “We don’t want [attendees] them top of mind in everything we do,” you put the shirt on, you become part to exchange business cards and then go says Doug Dole, general manager, Sales, of the team,” he says. “And part of the home and put them in their rolodex. We North American Aftermarket at Meritor. team means we’re all partners for that want to create real relationships.” He says the company’s weekend. If we want to Minimizer’s current list of relationrecent custom events qualify for the finals, we ship-building activities includes four-day include trips to The have to work together as pit passes to a dozen National Hot Rod Masters and Final Four a team to get there.” Association races (with Minimizer’s for distributor and end He says that usually sponsored team), two all-inclusive user customers. gets everyone excited, fishing trips in Louisiana, and custom Like Minimizer, and suddenly the Winhunting trips in Maine, South Dakota Dole says Meritor ters Racing/Minimizer and Alabama. writes its guest list for team is one of the bigThough he builds the guest list for some events and used gest on pit row. “We’ll some of them, Rhoads says each event is sales contests to fill have guys getting tools, designed to allow Minimizer’s distributhe attendee list for running around helping tors to invite customers or prospective others. In the case of out,” he says. customers to join in the fun. the latter, Dole says And the more enjoy– Jason Rhoads, Minimizer “We provide them opportunities to be these contests not only able the event, the more director of marketing the hero,” he says. “To show the customer motivate distributors likely a customer will a good time and something they otherto expand their purchasing with Meritor, share the experience with friends and wise never would experience.” but also allow their channel partners to colleagues. Rhoads says that’s where MiniIdeally, Rhoads says that experience thank and reward their end user custom- mizer sees its biggest return on investtranslates to a friendly and prosperous ers who purchased the products that led ment. Everyone’s looking for a good time,

We’ve really converted our business into the mantra of customer obsession, and making them top of mind in everything we do.

Our mantra is if we can put our customers in front of their customers, we’ve created a win-win situation.

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Sales & Marketing

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Minimizer has used custom fishing trips in Louisiana for many years to bring distributors and fleet customers together and build relationships.

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Sales & Marketing and Minimizer wants to be the supplier in the aftermarket providing them. “I like to speak to the attendees after events and some of the words I hear are ‘Once in a lifetime,’ and ‘the experience of a lifetime,’” says Rhoads. “That’s what we want. If we can give them that weekend of wow it makes us feel confident” that a positive and potentially lucrative relationship has formed. Yet it’s also important to point out relationship marketing doesn’t only work through events. There are tactics suppliers can use while interacting with distributor partners that will better ingratiate them to end users and strengthen their position in the marketplace. One of those is onsite assistance. Sales reps willing to spend time working with distributor associates to move product

are lauded throughout the aftermarket. Whether it be spending some time on the counter during a sales call or jumping in the truck with an outside salesperson to visit a key account, OE representation is always welcome at the point of sale. “I think it provides a level of expertise within the equation,” says Jerry Conroy, regional vice president of Aftermarket Sales at Bendix. “We understand that our distributors carry a wide range of product lines. That means they have hundreds of parts and solutions they are talking about on any given day. “When we can be there, it offers an extra layer of support for that conversation [with the customer.]” Being on hand is also valuable for brand recognition and showcasing product proliferation, says Automann Vice

Holding open training courses for distributors and end users is another way suppliers can strengthen the relationships within their sales channel.

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President of Sales Jeev Khanduja. “Those salespeople have a lot of lines they are out there supporting so us being involved directly with the distributor and the customer helps keep Automann top of mind and in the forefront for both,” he says. That headspace is not something to take for granted. Brand loyalty is great but when a truck is down there’s no substitute for part availability. Suppliers who can bridge the gap between a customer’s purchase preferences and part access strengthen their supply chain. Distributor open houses, co-op marketing programs and dual-branding are other methods suppliers are capitalizing on to build these relationships. Automann sales reps attend between 40 and 50 open houses each year, usually at the behest of distributors, says Vice President of Operations C.J. Khanduja. While each open house is different, Khanduja says Automann’s reps usually have the same goals: increase brand awareness; spotlight the company’s product breadth; support distributors in customer interactions; and showcase the company’s own sales tools. He mentions the supplier’s expansive print and online catalogs as a few tools. Built as resources for distributors and customers’ alike, the catalogs allow Automann to display more product than would be possible in a retail setting, ensuring customers are fully aware of the products they can request from their local distributor. Suppliers also shouldn’t overlook training. Distributors and customers alike are hungry for product guidance and expertise. Bringing both parties together builds trust throughout the distribution channel. Customers learn more about the parts they need and see their distributors doing the same to support them, while distributor partners learn they aren’t going to market alone. They have a true

Sales & Marketing

A supplier should be the expert. The distributor doesn’t always know everything, so we have to be there to know the ins and outs of our products. – David Inman, field technician, technical sales at TMD Friction

support team behind them ready to step up when needed. “A supplier should be the expert,” says David Inman, field technician, technical sales at TMD Friction, which holds a customer/distributor brake training class at its Troy, Mich., facility each year in addition to small training courses on location for distributors. “The distributor doesn’t always know everything, so we have to be there to know the ins and outs of our products,” he says. “It’s important to show that support because customers want someone they can rely on.” Conroy says similar post-sales training support is a fundamental tenet of Bendix’s aftermarket strategy. “That’s part of the Bendix sales promise,” he says. “We need our distributors. We need their feet on the street in the market and owe them — and their customer — that post-sales support. We count on our distributors’ teams when a customer has a question and needs a Bendix part, and with easy access to in-person and online tools, we deliver a strong support system.” Other suppliers agree. Distributors and suppliers are partners, and anything the latter can do to help the former is a victory for both. “We’re constantly asking ourselves how we can help our distributors be better at what they’re doing,” says Rhoads. “We hear from end users that they want to do business with partners. They want those consultative relationships,” says Ryan Obert, director, product marketing at Meritor. “To do that you have to make time and build those relationships.”

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Marketplace

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

Driver comfort, spray suppression tools Minimizer has expanded its Fast Flaps product line and introduced a brand-new truck mattress for over-the-road drivers. The company’s Fast Flaps’ expansion is a mounting bracket for standard tractors and trailers and was designed to accommodate Fast Flaps on all major truck and trailer applications. Minimizer says the carbon steel and powder-coated black bracket attaches to a frame using multiple slotted holes commonly found on most pieces of equipment. Minimizer says the mattress is made using 100 percent natural, organic latex foam. Unlike memory foam, which retains body heat and conforms around your body, Minimizer says latex offers breathability and buoyancy, regulating body temperature during sleep and reacting instantly to sleeping position changes. It is backed with a lifetime guarantee.

ABS for trailers Dayton Parts introduces its Gen2 anti-lock braking system (ABS) for trailer applications. According to Dayton Parts, the Gen2 electronic control unit (ECU) offers exceptional trailer monitoring, control and advanced communication activities with the incorporation of an industry-first WiFi access point that sends diagnostics to any mobile device. Gen2 is available as a 2S/1M single-channel system or a 4S/2M multi-channel system to cover a variety of trailer applications. Dayton Parts says the ECU can be used on existing Meritor WABCO ABS platforms and is covered by a three-year warranty. All other Gen2 system components are covered by the Dayton Parts one-year standard aftermarket warranty, the company says.

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Mud flap kits, other aftermarket products NEWSTAR has introduced nearly a dozen new products to its aftermarket product offering. NEWSTAR says the new parts include straight and angled mud flap hanger kits, an EGR module, EGR valve kit, oil filter cooler and accelerator pedal with sensor for various International ProStar and LoneStar tractors, an air spring and Y-pipe exhaust for many Peterbilt tractors, and an ignition switch for Freightliner Cascadia and M2 Class tractors.

Growing electrical, body and cabin product lines Automann has debuted a new crop of electrical switches and expanded its body and cabin components offering. The new switches cover Freightliner, Kenworth, Mack, and Peterbilt applications and complement Automann’s existing electrical components offering, the company says. The body and cabin products include fuel tank bands, turn signals, washer fluid reservoirs, interior cabinet latches and lower cab steps, and cover Freightliner, Kenworth, Mack, and Volvo applications. The company says its distributors can combine these items on orders with other Automann products, with no minimums.

Diagnostic combo kit MAHLE Service Solutions introduces its TechPRO Diagnostic Systems VDS Combo Kit. The VDS1000HD provides more than 54,000 heavy and medium-duty fault codes with detailed OEM level component and trailer descriptions. MAHLE says the easy-to-use design allows users to view and print log files, obtain fault management information, store and save data, and review total vehicle health status. MAHLE says the VCI1000HD adapter is fully RP1210c and J1939 type 2 compliant; making it simple for technicians to connect with other OE diagnostic software systems.

Marketplace

CLASS

Remote-control mobile column lift Rotary Lift introduces the Mach 14 Flex powered by RedFire, a wireless, remote-controlled mobile column lift with a rated lifting capacity of 14,000 lb. per column. According to Rotary Lift, the versatile MCHF14 Flex is available in configurations of two, four, six or eight columns, providing a lifting capacity of 28,000 lb. per axle and up to 112,000 lb. total. It can be used to lift most medium-duty and heavy-duty vehicles. It replaces the MCHF13 FLEX, which Rotary Lift says had been the lowest-capacity lift in the Rotary Mach Flex powered by RedFire family of lifts.

LED fog lamp Truck-Lite has added an SAE-compliant LED fog light and LED scene light to its Truck-Lite by RIGID product offering. The fog light is designed as a direct replacement for the Freightliner Cascadia model years 2007-2016. It features a durable die-cast housing and

polycarbonate lens to combat shock and vibration. Truck-Lite says the kit includes mounting brackets and hardware, and its waterproof H11 Deutsch adapter is a direct fit for factory harnesses, and will soon be available for other truck platforms.

Smart-technology wheel end ConMet is introducing the SmartHub intelligent wheel end. Designed to allow vehicle owners to monitor the health of the wheel end through access to real-time data on important hub functions, the SmartHub is among the foundation for the company’s innovation initiative. The SmartHub contains embedded sensors that will measure and transmit data on wheel end health indicators, including: hub temperature, lubricant level, hub vibration, speed, miles traveled, spindle nut torque readings, hub load,

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and bolt tension, ConMet says. While the data will be available for viewing anytime, ConMet says vehicle owners are immediately alerted to any variations outside of the acceptable operational parameters.

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Marketplace

Drop light for inspections

Intermodal radial tire

Larson Electronics introduces a waterproof and vapor proof LED inspection drop light. Larson Electronics says the lamp is a 10-watt colored LED inspection light that produces 1050 lumens, nearly three times the amount of foot candles in standard incandescent lamps with less than a tenth of the electricity usage. This lamp is a powerful option for close quarters, illuminating an area approximately 8 ft. wide in all directions. Additionally, Larson says this lamp has no ballast, reducing its weight and making it more compact for easy transport.

Double Coin and CMA introduces its new IM105 Intermodal radial tire. The company says the application-specific radial tire is fuel-efficient, SmartWay verified and CARB Compliant low-rolling resistant. It is engineered with additional ozone protection that lasts up to 12 years and is backed by CMA’s standard warranty. The IM105 is available in 2 sizes: 11R22.5 and 295/75R22.5, both with Load Range G and an 8.25 RIM listing, the company says.

Off The Line Spotlighting a new OEM innovation

Mack debuts its Anthem Mack Trucks introduces its newest, most driver-centric tractor to-date, the Anthem. The Anthem is available with the 13-liter Mack MP8 engine with up to 505 horsepower and 1,860 lb.-ft. of torque depending on spec. Also available as an option is Mack’s 11-liter MP7 with up to 425 horsepower and 1,560 lb.-ft. of torque. It is also designed to pull better

fuel economy out of the truck, Mack says, without sacrificing Mack’s traditional body lines. “This [truck] is Mack, and this is a platform that expresses where we are coming from but also where we are heading for the future. It’s a platform that will provide all the things we need to move forward,” says Volvo Group CEO Martin Lundstedt.

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Fuel tank cleaning tool IPA introduces the 9046F Pneumatic Fuel Tank Sweeper, a complete turnkey system for removing debris, impurities and water from contaminated diesel fuel, fuel oil and kerosene. The Pneumatic Fuel Tank Sweeper can be used to bulk transfer or filter/polish diesel fuel, fuel oil and kerosene on fleet trucks, off-road equipment and stationary holding tanks, the company says.

Turbocharger reducer hose Gates introduces a heavy-duty turbocharger reducer hose for Navistar applications. Gates says the hose features silicone coated metaaramid fabric with stainless steel pressure retention rings. Meta-aramid reinforcement provides flexibility and strength for long life in demanding high temperature applications, while the high-quality silicone cover provides superior service life and excellent heat resistance up to 500°F (260°C), the company adds.

Marketplace

Electrical system components easy aftermarket replacement without any additional vehicle wiring required. Featuring six electronic functions, the Smart IMS protects the starter from potential damage caused by system or operator error. Due to this extensive protection, the 39MT starter with Smart IMS offers a more robust warranty than conventional starters, BorgWarner says.

BorgWarner has debuted two new products, an electric motor and switch integrated into Delco Remy starters. The company’s High Voltage Hairpin 410 Electric Motor is suited for hybrid vehicles in urban areas and is designed to be positioned between the clutch and gearbox. BorgWarner says the 650-volt motor, available fully housed or as part of a rotor/stator assembly, features the

company’s proprietary HVH stator winding technology engineered to deliver a maximum torque of 2,000 Nm and a power output of up to 300 kW (402 hp) with peak efficiencies of over 95 percent. The Smart Integrated Magnetic Switch (IMS) is now integrated into the proven Delco Remy Genuine Products 39MT heavy-duty starter, enabling

Suspension control system

Clutch, clutch accessory components

Reyco Granning introduces the AirMaster, the latest suspension air control system for suspensions in medium-duty markets. Reyco Granning says Air Master incorporates an electronic height control system, and can be used as a compact, stand-alone suspension air control system for vehicles equipped with hydraulic brakes and no onboard air compressor.

World American has new E-Z clutch product numbers in stock and ready to ship. The collection includes six E-Z clutch part numbers and nine clutch accessories, as well as flywheels, the company says. World American says the parts are

new with no reman or core exchanges, are made with durable steel to withstand heavy loads and heat, are available in 14 and 15 in. options, and have torque capacity between 1,600 and 2,150 ft.-lb., depending on application, coil spring technology.

Industry-Best Output at Low Engine Speeds

EGR gasket install kits AFA Industries has added a new crop of EGR gasket installation kits and other various engine parts and kits to its heavy-duty product offering. The EGR kits are for Cummins ISX/QSX Series engines and feature 13 specific o-rings for the EGR system; three EGR gaskets; three v-band clamps; two special sealing washers. The other 76 part numbers cover an assortment of product areas, and fit Caterpillar, Cummins, Detroit Diesel and Navistar applications.

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Marketplace

Oil filters, wrenches

The Next Generation of Bead Seating

Lumax has introduced two oil filter wrench products. The Lumax LX-1805 is a heavy-duty, swivel handle oil filter wrench with four interchangeable, 1 in. (25mm) wide steel bands. Lumax says the filter wrench allows the user to install and remove filters ranging from 2-3/8 in. to 4-3/8 in. (60mm to 110mm). Lumax also introduces the LX-1819, a two-piece multi-purpose strap wrench set that includes one large (24 in. /60 cm) and one small (20 in. /50 cm) handed strap wrench. Lumax says the large filter wrench has a range from 1 in. to 6-1/2 in. (25mm to 165mm) in diameter. The small filter wrench has a range from 3/8 in. to 5-1/4 in. (10mm to 133mm) in diameter.

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TSE Brakes introduces the TSE-REX with variable clocking technology (VCT) brake chamber. Using a one-bolt securing installation method, the company says the TSE-REX helps eliminate hose chaffing, as well as the additional cost savings when it helps eliminate the need to replace hoses because of chaffing. It also provides better chamber sealing and fewer necessary model numbers. The TSE-REX is patent pending and the VCT technology is patented, the companies say.

Drive axle retread Oliver Rubber Company has launch the Oliver Ultra Low Profile (ULP) Vantage Drive, a new SmartWay-verified, wide-base, drive-axle position retread for line haul and regional commercial-truck applications. Oliver Rubber says the ULP Vantage Drive utilizes an exclusive unique tread feature called VDI Plus. The tread resists stone retention, other road debris and helps enforce any pull-point schedule. Pressed with Oliver’s proprietary compound, this retread has unique properties that contribute to incredible tread wear and very low-rolling resistance. It available in a 390 width.

Multiple sensors, cooling system parts Dorman HD Solutions has released its newest installment of new former dealer only heavy-duty products. The company’s newest components include nitrous oxide and turbocharger boost sensors, more than 35 coolant reservoir SKUs, more than 30 fuel tank sending units and several tractor grilles. The parts fit International, Freightliner, Western Star, Sterling and Volvo trucks, as well as select Cummins engines, Dorman says.

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Editor (Name and complete mailing address) LUCAS DEAL 3200 Rice Mine Rd, NE Tuscaloosa, AL 35406 Managing Editor (Name and complete mailing address) JASON CANNON 3200 Rice Mine Rd, NE Tuscaloosa, AL 35406 10. Owner (Do not leave blank. If the publication is owned by a corporation, give the name and address of the corporation immediately followed by the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock. If not owned by a corporation, give names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those of each individual owner. If the publication is published by a nonprofit organization, give its name and address.) Full Name

Complete Mailing Address

RANDALL-REILLY HOLDING CO, LLC

3200 Rice Mine Rd, NE, Tuscaloosa, AL 35406-3540

11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Hoding 1 Percent or More of Total Amount of Bonds. Mortgages, or Other Securities. If none, check box Full Name Complete Mailing Address GENERAL ELECTRIC CAPITAL CORP

13. Publication Title

Visit meritorpartsxpress.com or call 800.725.9355. In Canada, call 800.387.3889. *Promotion is open to U.S. and Canada warehouse distributors and dealers while supplies last.

None

PRIVACY NOTICE: See our privacy policy on www.usps.com

14. Issue Date for Circulation Data Below

RANDALL-REILLY PUBLISHING CO LLC/TRUCK PARTS & SERVICE 15. Extend and Nature of Circulation

08/01/2016 Average No. Copies Each Issue No. Copies of Single Issue During Preceding 12 Months Published Nearest to Filing Date

a. Total Numbers of Copies (Net press run) Outside County Paid/Requested Mail Subscriptions stated on PS Form 3541. (Include direct written request from telemarketing and Internet requests from (1) recipient, recipient, paid subscriptions including nominal rate subscriptions, employer requests, advertiser's proof copies, and exchange copies.) b. Legitimate In-County Paid/Requested Mail Subscriptions stated on Paid PS Form 3541. (Include direct written request from and/or recipient, telemarketing and Internet requests from Requested (2) recipient, paid subscriptions including nominal rate Distribution subscriptions, employer requests, advertiser's proof (By Mail copies, and exchange copies.) and Sales through Dealers and Carriers, Street Vendors, Outside (3) Counter Sales, and Other Paid or Requested Distribution the Mail) Outside USPS Copies Distributed by Other Mail Classes (4) Requested Through the USPS (e.g. First-Class Mail)

29856

29623

15992

16053

384

276

16376

16329

12744

12915

427

336

e. Total Nonrequested Distribution (Sum of 15d (1), (2), (3), (4))

13171

13251

f. Total Distribution (Sum of 15c and 15e)

29547

29580

308

c. Total Paid and/or Requested Circulation (Sum of 15b (1), (2), (3), (4)) Outside County Nonrequested Copies stated on PS Form 3541 (include Sample copies, Requests Over years old, Requests induced by a Premium, Bulk (1) 3 Sales and Requests including Association Requests, Names obtained from Business Directories, Lists, and other soruces) d. NonreIn-County Nonrequested Copies stated on PS Form quested 3541 (include Sample copies, Requests Over 3 Distribution years old, Requests induced by a Premium, Bulk (2) Sales (By Mail and Requests including Association Requests, and Names obtained from Business Directories, Lists, Outside the and other soruces) Mail) Nonrequested Copies Distributed Through the USPS (3) by Other Classes of Mail (e.g. First-Class Mail, Nonrequestor Copies mailed in excess of 10% Limit Nonrequested Copies Distributed Outside the Mail (4) (include Pickup Stands, Trade Shows, Showrooms and Other Sources)

g. Copies not Distributed h. Total (Sum of 15f and 15g)

29855

29623

55.42 %

55.20 %

a. Requested and Paid Electronic Copies(Sum of 15c and 15e)

Total Requested and Paid Print Copies(Line 15c) + Requested/Paid b. Electronic Copies

c. Total Requested Copy Distribution(Line 15f)+ Requested/Paid Electronic Copies

0.00 %

i. Percent Paid and/or Requested Circulation ((15c / 15f) times 100) 16. If total circulation includes electronic copies, report that circulation on lines below.

Percent Paid and/or Requested Circulation (Both print and Electronic d. Copies) I Certify that 50% of all my distributed copies (Electronic & Print) are legitimate requests.

17. Publication of Statement of Ownership for a Requester Publication is required and will be printed in the 10/01/2016 issue of this publication. 18. Signature and Title of Editor, Publisher, Business Manager, or Owner Title

Date Audience Dev. Mgr.

10/03/2016 00:00:00 AM

I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties). PS Form 3526-R, September 2007 (Page 2)

Simply place an order online, by phone and/or fax and your free counter mat will be sent to the order ship-to location.

11175 CICERO DR, STE 600, ALPHARETTA, GA 30022-1167

PS Form 3526-R, September 2007 (Page 1)

Kelli Kitchens

Classified Ads

PS Form 3526

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4/7/16 10:12 AM

Ad Index Company

Contact Info

Advance Auto Parts

Page

Company

Contact Info

Page

www.advancepro.com

IBC

Minimizer

800-248-3855

Automann

888-288-6626

Peterson

www.pmlights.com

Automann

888-288-6626

Prestolite Electric

idleproextreme.com

Dayton Parts Eaton

www.daytonparts.com

Prestone

www.prestonecommand.com

www.roadranger.com/clutch

ProMiles

800-324-8588

S & S Truck Parts LLC

844-446-7388

www.skfpartsinfo.tv

800- 992-1478

meritor.com

Gaither Tool Company

217-245-0545

Kysor

800-499-6849

Meritor, Inc.

meritor.com

IFC

Meritor, Inc.

meritor.com

Classifieds

Meritor, Inc.

meritor.com

Direct Equipment Supply Co.

800-934-2727

Meritor, Inc.

Midwest Truck & Auto Parts

SKF Group

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.