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McLean repeats at SuperTech | Meritor sells Mascot Truck Parts

Stem the Tide

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Volume 50 | Number 11 | November 2014

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Features 12 Distributor of the Year finalist: Wheelco 20 Battling the technician shortage, Part II

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Editorial | Lucas Deal

Tips from the ‘Telephone Doctor’ By Lucas Deal, Editor lucasdeal@randallreilly.com

uilding a great company requires great customer service. It doesn’t matter what you build, or what you sell, or how much payback you can offer, if customers don’t like dealing with your team, eventually they will look elsewhere. This is especially true in the heavyduty aftermarket, where a wealth of suppliers and distributors ensure a customer is never more than a phone call away from a new business partner. If you want your customers to keep calling (and relying) on your business, you better have them trained on what to say, says the ‘Telephone Doctor’ Nancy Friedman. As a professional customer service consultant, Friedman has spent two decades training businesses on the art of the picking up the phone. While it may seem so easy, Friedman says over-the-phone customer service is more than just answering politely. Your phone line is a customer’s entry point into your business. It is their first, and most common interaction with your team. It is their first chance to get to know you. It also is their first chance to judge you. If you neglect to train your team on how to act in those conditions, Friedman says you can lose or miss customers before you even get them in the door. During presentations at the Commercial Vehicle Solutions Network (CVSN) Aftermarket Distribution Sum-

mit and a GenNext training webinar this fall, Friedman laid out a number of key steps for distributors looking to build over-the-phone customer service skills.

Your phone line is a customer’s entry point into your business. Here are four in particular I think are absolute necessities: Be friendly before you know who is calling. During her presentation with GenNext last month Friedman recalled a receptionist she once witnessed who regularly picked up the phone with an unenthusiastic, monotone voice — only to perk up when she knew a friend was on the line. That’s no good, Friedman says, and I can’t help but agree. Every person that calls your business should be met with a positive and happy response. Avoid killer words. I think you can probably guess a few of these right now. Don’t be negative, don’t say you “can’t” do something. Friedman says one killer phrase she’s particularly bothered by is using “no problem” as a response to a customer’s gratitude. “Since when was a customer a problem?” she says. Friedman says

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stick to the reliable “you’re welcome.” After all, there’s a reason it’s the gold standard. Be a double checker. It doesn’t matter if you are absolutely, positively, nodoubt-about-it sure you don’t have the part a customer is asking for, still take the time to double check. Friedman says the customer will appreciate your due diligence and you never know — maybe you weren’t as sure as you thought. And when you don’t have it, don’t return to the line with “I told you so.” Take the next step to help them get the part. “Yes, but …” Friedman says over the phone this statement means bad news is coming. “Can you get me the part?” “Yes, but it will take two weeks.” Friedman says rather than forcing the yes into a bad statement, avoid a clause altogether. For example, “I would be glad to order it for you. It will take two weeks.” She says most customers appreciate honestly and a willingness to help more than “but …” And while Friedman admits it takes more than a few tips to master customer service — “It’s a choice you have when you wake up in the morning that you can have a great day or a terrible day,” she says — building best practices for your team will still strengthen your customer response. It will help make every customers’ first interaction with your business a little bit stronger. In an industry as competitive as this one, that could go a long way.

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Editorial | Jason Cannon

Management Trek: The Next Generation By Jason Cannon, Online Editor jasoncannon@randallreilly.com

or the first time in history, four different generations of employees are working side-by-side in the workplace, and a recordtopping fifth generation is on its way. Gail Wilkinson, human resources director for Karmak, noted at the company’s annual Leadership & Technology conference in St. Louis last month that we’re at an awesome time in our evolution of work. Traditionalists, Baby Boomers, Generation X and Generation Y are standing elbow to elbow in the workforce now, with GenZ (people 17 and under) only a few years from joining them. Wilkinson says by the year 2020, Generation Y will make up about 50 percent of the workforce. And with the outlook of different ages shaped by vastly different global experiences, managing multi-generational employees can be a challenge. If you don’t respect each generation’s world outlook, you can’t understand how to motivate them. Traditionalists respect authority, are conformers and value discipline, while Baby Boomers are optimistic and seek personal gratification. Generation X is more skeptical, wants more informality in the workplace and appreciates diversity. Generation Y values extreme fun — like risk taking sports — and is more social. Various generations, too, view education differently. For Traditionalists, higher education was a dream. Baby Boomers expected it. Generation X saw it as an entry path to

a career but Generation Y sees it as an expense. GenZ, the children of Generation X, is focused on getting experience more so than education. Wilkinson says this generation has grown up with a commitment to life-long learning as the world around them has evolved almost daily.

If you don’t respect each generation’s world outlook, you can’t understand how to motivate them. “It’s not a training session. It’s not a class. It’s real world experience,” she says. GenZ is a generation growing up with apps and instant Internet access and seeks constant connectivity. More than half of GenZ says they check their phone within 10 minutes of waking up. And security is a focus for this group. “This is a generation that has grown up taking their shoes off going through the airport security line,” she says. “They’re used to passwords. This is the norm for them.” By birthdate, I am a member of Generation X. But, time-stamped in 1980, I fall in a tweener area where I identify with the tendencies of generations X and Y. I’ve had more little bottles of shampoo thrown away at the airport than I care to count, and I change my email password somewhat regularly. I can see

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many of you bristling at the mere mention of changing a password, and I don’t necessarily enjoy it. It’s just something you do. Cyber security is part of life (at least mine), everyday. Wilkinson offered tips for dealing with multiple generations in the workplace including raising generational awareness, focus on results employees produce, accommodate different learning styles and offer training opportunities. She also suggests evaluating your benefits programs as the younger generations are likely to value time off higher than previous generations, who were likely more keyed in on insurance benefits. When I graduated college and started interviewing for jobs, the first question my dad would ask me is about the company’s insurance benefits. Insurance might have been the last thing I was concerned about. I just wanted a job. More specifically, I just wanted a paycheck. The generation of employees you’re going to hire in the next several years will greatly value their time off (likely more so than benefits), so don’t undersell any part of what your company has to offer. “Benefits” means different things to different people, and different generations. By understanding the different tendencies of the people you’re looking to hire, you can ensure a highly, and appropriately motivated mixture of youthful exuberance and veteran skills.

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Industry Focus

Dealer News Amarillo, Texas-based Bruckner Truck Sales recently broke ground on the site of its new Hays, Kan. location. Summit Holdings has completed the acquisition of Truck Center, Inc., a commercial truck and IC Bus dealership with locations in Tupelo and Pontotoc, Miss. Rush Enterprises, Inc. has expanded its Rush Truck Center in Abilene, Texas, doubling the size of its parts warehouse and offering 18 state-of-the-art service bays.

Four Star Freightliner’s Dothan dealership has been awarded Elite Support recertification for 2014-2015 by Daimler Trucks North America. This is Dothan’s first recertification since being originally certified last August. Four Star Dealer Principal Jerry Kocan also has received the Patriot Award for supporting citizen soldiers by the Employer Support of the Guard and Reserve under the Office of the Secretary of Defense.

Truck Center Companies donated $1,750 to the Bo Pelini Foundation during a Nebraska Cornhuskers football game last month. Volvo Trucks has expanded the Young Truck Sales facility in Canton, Ohio. Young Truck Sales added 16 service bays, increasing capacity by 100 percent. Peach State Freightliner – Jefferson was recently certified by Daimler as an Elite Support dealership, becoming the third Peach State location to earn such distinction. M&K Truck Centers has opened a 5,200 sq. ft. service center and parts warehouse at 1300 Touby Pike in Kokomo, Ind. The company also has relocated its business in Holland, Mich. Vanguard Truck Centers has opened its newest Mack dealership in Alvin, Texas. TEC Equipment, Inc. has chosen a new home in the City of Lathrop, Calif. in its effort to expand its full-service truck dealership. Dobbs Management Service LLC has acquired GWP Holdings LLC, the

El Paso, Texas-based Border International Trucks and Trailer has expanded into Tucson, Ariz. with a Great Dane parts and service location that also offers used trailer sales.

Edmonton Kenworth recently moved its Fort McMurray dealership to a 13,000 sq. ft. facility with a larger parts department and a four-service bay service department.

parent company of Western Peterbilt and Western Truck Parts and Equipment Co., which is comprised of 17 heavy-duty truck dealerships all along the Pacific coast.

held companies for their contributions to the citizens of Wisconsin and the state’s economy. JXE has been recognized nine times since 2003.

TAG Truck Center of Calvert City, Ky. has achieved certification as an Elite Support dealer for Freightliner and Western Star trucks. JX Enterprises recently placed No. 37 on the Deloitte Wisconsin 75 list, an annual ranking also known as Wisconsin’s Honor Roll. The list recognizes the state’s largest privately and closely

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W. W. Engine & Supply has opened a new Mack and Volvo dealership in Somerset, Pa. Worldwide Equipment Lease has opened a new facility in Morristown, Tenn. Sabil & Sons is moving its truck parts, service, and towing operation to a new location in White River Junction, Vt. by year end.

Industry Focus

FedEx’s McLean repeats as SuperTech champ Mark McLean held off a challenge from FedEx Freight co-workers Eric Vos and Charles Kerr to become the third repeat winner in SuperTech history at the Technology & Maintenance Council (TMC) Fall Meeting in Orlando in September. The 25 year old took home nearly $25,000 in gift cards and prizes, including an all-inclusive package to the 2015 Daytona 500.

McLean won three individual stations (drivetrain, service information and wheel end) during the two-day event, the most of all competitors. Vos took second behind McLean for the second year in a row and won the Liftgate division. Despite not winning an individual station, Kerr used a steady performance thought the competition to snag third place.

FedEx Freight Technician Mark McLean (second from left) holds up some of his prizes after winning the TMC SuperTech competition in September.

VIPAR Heavy Duty celebrates 25 years

TruckPro partners with Mitchell 1

The silver anniversary for VIPAR Heavy Duty has been good as gold. Speaking last month at the group’s annual meeting, VIPAR Heavy Duty President and CEO Steve Crowley says the buying group is on its way to its best year ever. Projections show the company setting several organizational bests (purchasing, stockholders) in 2014, he says, with longer-term projections showing even more growth opportunities ahead in 2015 and beyond. Now in its 25th year, Crowley says VIPAR is well positioned to maintain its success for years to come. Crowley says VIPAR stockholders have opened or expanded/relocated nearly 20 stores during the calendar year. That growth, in addition to the purchase of Power Heavy Duty early in the year, has helped VIPAR Heavy Duty also set records for locations in 2014.

TruckPro, the largest independent truck and trailer service center network across Canada, has chosen Mitchell 1’s suite of online truck repair solutions to enhance the ability of their service centers to accurately diagnose and repair Class 4-8 trucks. “We are delighted to partner with TruckPro to provide their heavy vehicle service facilities with a complete solution to help them continue to offer outstanding repairs and service to their customers,” says Scott DeGiorgio, general manager of Mitchell 1’s commercial vehicle group. “It’s an honor to be selected to work with them to help make their highly professional operation even more efficient.”

People In The News Reyco Granning has hired of John Stuart as vice president of engineering. CVSN has installed Troy Zurbuchen Stuart of Midwest Trailer Sales in McFarland, Wis., James McCormick of San Antonio Brake in San Antonio, and Steve Hansen of Minimizer in Blooming Prairie, Minn. to its board of directors. Double Coin and CMA has added Brian Riddell as regional sales manager for Canada and Juan Alberto Gonzalez as regional sales manager for Mexico.

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Kenneth D. Griswold has joined Fleet Engineers, Inc. as vice president of sales and marketing. Griswold Pro Parts has hired John Younger as executive vice president. Allstate Peterbilt Group has hired Dana to serve in the newly created position of fleet customer service manager. Pro Parts has hired John Younger as executive vice president. Ox Bodies, Inc. has hired James Pennington as an industrial engineer.

Minimizer exec nabs award The Minneapolis/St. Paul Business Journal has named Minimizer’s Christopher Thorpe an honoree for this year’s CFO of the Year Award in the small private company category. “I’m very honored to accept this nomination, it’s truly a significant career highlight,” Thorpe says. “I feel privileged to be with Minimizer as we grow and expand globally. The role I have with the company, and its new management team, affords me dynamic opportunities to effect and guide change as we are constantly pursuing new products, markets, joint ventures and acquisitions.” The award was originally introduced in 2007 to recognize the crucial leadership role CFOs fill as a part of a company’s management team. As missioncritical as CFOs are they often labor in relative obscurity and do not receive the kudos they deserve.

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Industry Focus

Bendix commits to remanufacturing Bendix has jumped on the green wave. Earlier this year the company invested more than $3.2 million into its remanufacturing operations in Huntington, Ind., and as the calendar year comes to a close, the investment is already paying off. Bendix says it is well on its way to setting corporate remanufacturing records for production volume, performance and total sales in 2014. During an open house last month in Huntington, the company showcased how its investments have positioned Bendix to be a heavy-duty remanufacturing leader for years to come. “We’ve seen double-digit growth for remanufacturing for the last few years,”

says Henry Foxx, Bendix director of remanufacturing. “It’s that success that led to this investment in our facilities.”

After totaling $69 million in reman sales in 2009, the company nearly hit $100 million in sales last year.

Bergstrom celebrating 65 years

Dorman Products holding tech training contest Dorman Products, Inc. announces the introduction of Tech Tube, its new installation video incentive program. This new program encourages service techs to film installation videos featuring Dorman parts, share them via Dorman’s YouTube Channel and earn incentives in the process. Dorman says all video submissions will be reviewed by members of Dorman’s Product Development and Technical Services Teams. Each video selected for posting on Dorman’s YouTube Channel, will earn that video’s submitter a $50 gift card, an entry for Dorman’s quarterly drawing for a $500 gift card and a featured video on Dorman’s YouTube page. Dorman says to visit www.DormanProducts.com/ techtube for more information.

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This year marks the 65th year in business for Bergstrom Inc. Bergstrom was founded in 1949 in the home of Adolph Bergstrom and his wife Eunice and has since become the supplier of HVAC systems for many of the world’s largest and most respected companies. “Today’s achievements have their roots in the original vision of the company and its early employees,” says Jack Shaffer, president and CEO of Bergstrom. “This anniversary underlines Bergstrom’s 65 years of successful product development and efforts to increase consumer awareness and demand for climate control solutions in the commercial vehicle industry.”

Surplus Solutions updates website Surplus-Solutions has added a “hit count” for sellers. The company says the “hit count” report lets sellers know how many hits their individual parts are getting via a comprehensive report. The new report also gives an aggregate number for each location and all locations combined, Surplus-Solutions says. “We believe this report will be very beneficial to the seller and gives them the data to make decisions to move their part quicker. Whether it is a price issue or removing parts that garner no interest this should give the seller more tools to use,” says Tom Brown, COO at Surplus-Solutions.

Industry Focus

Meritor sells Mascot Truck Parts

Karmak gearing up to enhance Fusion

Meritor, Inc. announces it has completed the sale of its Mascot operations in Canada and the United States to an entity that will operate under the name Mascot Industries LLC. All other Meritor brake and trailer axle remanufacturing operations, as well as Meritor’s distribution business, are not affected by the sale and will continue to operate as usual. “The decision to sell Mascot was the best option for our customers and for Meritor,” says Craig Frohock, vice president of Aftermarket & Trailer for Meritor. “The sale will maintain Mascot’s position as an OES channel supplier for customers while allowing Meritor to focus on growing in specific areas where we can increase value for our customers and shareowners.” Under the Mascot brand, Meritor produced remanufactured automatic and manual transmissions, differentials, drivelines, steering gears and power steering pumps. Genuine Meritor branded differentials and transmissions will continue to be available from Meritor, the company says.

The books haven’t yet closed on 2014, but Karmak is already looking forward to 2015. At the company’s annual Leadership & Technology conference, held last month in St. Louis, Adam Madsen, director of product management, says the company is already looking at ways to improve its Fusion product. Fusion is the company’s flagship Windows-based solution designed specifically for the heavy-duty industry to handle the varied demands of operating a full-service truck dealership. Goals for 2015 center around customer relationship management (CRM), shop scheduling and reporting and analytics; each with a heavy focus on third party integration to boost the platform’s capabilities. Madsen says the company’s goal is for the CRM to interface with whatever CRM is already in use, “not provide you with one, but with the one you want to use,” he adds, noting the company is working with several companies to provide options.

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ASK FOR THE BOX WITH THE BULL. You want the right component. The right quality and value. Plus the right service and technical support. You get it all with Meritor.® From genuine Meritor replacement parts to Meritor Green remanufactured components and everything in between. For more information, visit MeritorPartsOnline.com, or call 888-725-9355. Make the right choice – ask for the box with the bull. ©2014 Meritor, Inc.

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Industry Focus

Accuride re-commits to Evansville Accuride Corporation has decided to remain headquartered in Evansville, Ind., reaching agreement on a 10-year lease extension for its 7140 Office Circle headquarters building, effective Jan. 1, 2015. Accuride’s decision followed a thorough review of options for reducing its overall headquarters costs, including the possibility of consolidating headquarters activities in cities outside of Indiana, the company says. “We are proud to extend our tenure as corporate citizens of Evansville and Vanderburgh County,” says Rick Dauch, Accuride president and CEO. “After assessing the options available to us, remaining at our present location was clearly the best solution for Accuride and our associates, providing continuity for our company and the community.”

Joe Gear Companies join VIPAR Heavy Duty The Joe Gear Companies is the newest stockholder to join VIPAR Heavy Duty. Since beginning operations in 1957, VIPAR says the Joe Gear Companies have grown to become five separate companies in six locations, each with a unique contribution to its market. Four of the Joe Gear Companies will be affiliated with VIPAR Heavy Duty: Consolidated Truck Parts & Service; MTP Drivetrain Services; Many Gear and Axle and JAT Power. “The Joe Gear Companies pledges to its customers to provide the world’s highest quality products, supported by an experienced service team, with unprecedented value for any investment made with them,” says Jim Pennig, vice president of business development for VIPAR Heavy Duty. “Their customer service commitment fits well with the values that VIPAR Heavy Duty espouses and we are pleased to have a new distribution partner for northern Louisiana.”

Doleco chooses Dayton Parts as master distributor Dayton Parts announces a master distribution agreement with Doleco to distribute Doleco’s cargo restraint products to North American customers, effective immediately. “We’re excited to be associated with a company that has a strong heritage in the load securing industry and look forward to providing our customers with a complete program to support their customers’ needs for load safety,” says Walt

Sherbourne vice president of marketing at Dayton Parts. “The entire Doleco family of businesses is an asset we plan to utilize as we service this market. Customers have been asking for a choice and we feel we can provide that option to them,” says Ralph Abato, president of Doleco USA. “We are certainly thrilled to be partnering with such a prestigious brand as Dayton Parts.”

Cummins debuts mobile parts app

Volvo halts LNG plans

Cummins has released a free QuickServe Online (QSOL) mobile app for Apple iOS devices. The QSOL mobile app provides easy, on- the-go access to Cummins part options, parts catalogs and engine dataplate information for 15 million Cummins Engine Serial Numbers (ESNs), the company says. It also includes a fault code analyzer for Cummins electronic engines, providing specific fault code details and analysis, the company says. “The QuickServe Online mobile app puts Cummins parts and service information right in the hands of our customers, with easier access than ever before, allowing them to find the most accurate information faster and getting them back on the road quicker,” says Mike Champlin, director – information products, Cummins New and ReCon Parts

Volvo Trucks has put on hold its plans to launch a compression ignition liquefied natural gas (LNG) engine for North America. Field testing of Volvo’s dimethyl ether (DME)-powered vehicles will continue, and the company says it will continue to offer spark-ignited natural gas engines in its VNM and VNL models. Volvo says plans to pause the roll out of its own engine were the result of “adapting to the pace of the North American alternative fuel market.” “Development of the natural gas infrastructure to support long-haul trucking has been modest over the last year, and the needs of customers in the primary markets for natural gas vehicles – regional haul and dedicated routes – are being met with the company’s current natural gas line-up,” the company says.

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Tech Updates

THE PATH OF LEAST RESISTANCE

hillips Industries says the path of least resistance is incredibly important when dealing with electrical currents. Resistance in terms of electricity is anything that limits the flow of electrical current, whether slowing it down or reducing the amount of electricity all together, the company says. On every tractor/trailer there will be some resistance that normally occurs as the electricity flows from the power source at the front of the tractor to the end source on the trailer. However, there are some things that can be done to make sure that the power on your customer’s vehicle is taking the path of least resistance, if you know what to look for.

COPPER WIRE GAUGE Phillips says most people don’t realize that copper wire has its own resistance.

Its resistance is proportional to the length of the wire and its cross-section/ thickness (gauge). Electricity running through a smaller gauge wire has more resistance trying to reach its destination than a wire with a larger gauge, Phillips says. Think of wire gauge as a water pipe. The longer and thinner the pipe, the more time it will take for water to travel from point A to point B. The shorter and thicker the pipe, the less time it takes for the water to travel to its destination, the company says. How to take the path of least resistance: While all vehicles are already OEM spec’d for proper wiring, it’s important to make sure that proper electrical cables with the correct gauges are being used between the tractor/trailer, the company says. Any add-ons to the trailer (not original to the OEM specs), that require additional wiring should use the correct

SAFETY RECALLS Blue Bird Body Company is recalling certain model year 2007-2015 All American and Vision, 2007-2011 Micro Bird, and 20072008 Conventional school buses equipped with certain model S2005, S2010, S5005, S5010, S5505, and S5510 wheelchair lifts manufactured by Ricon Corporation. The platform side plate of the affected wheelchair lifts may crack. If the platform side plates crack, the lift platform can separate from the lift and come to rest against the vehicle’s lift door. When the doors are opened, the platform may fall out, increasing the risk of injury to the lift operator. Collins Bus Corporation is recalling certain model year 2014 Collins and Mid Bus school buses, models SL400, SL408, DH400, DH416, DE416WR, DH500, DH516 and DE516WR, manufactured from July 21, 2014, to Aug. 19, 2014. The affected vehicles may have been assembled with an inadequate amount

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size gauge. Additional ground wiring for these add-ons should also be taken into consideration as well, Phillips adds.

ELECTRICAL CONNECTIONS For every plug and socket connection a small voltage drop will occur. Phillips says this is due to contacts that do not mate 100 percent. The construction of pins and receptacles don’t always make full contact; even the most efficient design will have some voltage drop. This creates resistance. How to take the path of least resistance: Always make sure that your plugs are securely connected to the socket. Phillips says if your socket has split pins, use caution and very carefully use a screw driver to open them up slightly so there is better contact between the wall of the pins on the socket and the wall of the pins in the plug.

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

of adhesive on some interior side panel joints. In the case of a collision to the side of the vehicle, the edge interior panel may become exposed. As such, these vehicles fail to comply with the requirements of Federal Motor Vehicle Safety Standard No. 221, “School Bus Body Joint Strength.” If the edge interior panel becomes exposed, there is an increased risk of injury to the passengers. Daimler Trucks North America is recalling certain model year 2014-2015 Western Star 4900 trucks manufactured June 24, 2013, to April 30, 2014. The affected vehicles were manufactured without Anti-lock Brake Systems. As such, these vehicles fail to meet the requirements of Federal Motor Vehicle Safety Standard No. 121, “Air Brake Systems.” When not equipped with ABS, the affected vehicles have a greater chance of wheel lock up when braking, increasing the risk of a crash.

Mack Trucks is recalling certain model year 2013-2015 CXU trucks manufactured Aug. 23, 2012, through June 27, 2014, and equipped with adaptive cruise control. Due to a software error, the affected vehicles may not provide visual or audible alerts to the driver warning them that an obstruction in the road was detected. If the driver is not warned of something being in the truck’s path, there is an increased risk of a crash. Vanguard National Trailer Corporation is recalling certain model year 2014 VIP and VXP trailers manufactured Oct. 10, 2013, to April 24, 2014, and equipped with certain SAFHolland-brand CBX Trailer Suspension Air Ride Axle Systems. The affected trailer suspensions have pivot bolts that may fail. Failure of the pivot bolts may cause the suspension and attached axle to separate from the trailer, increasing the risk of a crash.

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By Lucas Deal, Editor lucasdeal@randallreilly.com

DOTY Finalist

Wheelco

atisfying customer needs has directly contributed to the success at Wheelco. “‘Customer Driven’ is our core philosophy,” says President Steve Stich. “It’s underneath our name on the literature we hand out. It’s communicated from all of our managers throughout our operation and to the customers.” He adds, “It all starts with [the customers]. If we take care of our customers we will be successful.” Such has been the case at Wheelco for more than 50 years. Wheelco was founded by Stich’s grandfather in 1961 to fill a void of heavy-duty parts distributors in Sioux Falls, S.D. In the years since, the company has grown steadily from one location to six (five stores and a PDC), and offers

drive-in and bench service as well as parts sales. Stich says each step the business takes to grow is carefully researched and vetted to ensure maximum customer benefit. “We’re constantly analyzing our existing market share and customer base, perusing new and emerging markets in our industry,” he says. “We want to continue to rely on the same philosophy that has made us a success in the past.” The Wheelco team is a big part of that success. The ‘Customer Driven’ mantra would be hollow without employee buy-in, but Wheelco’s team is incredibly dedicated to its customers. Stich says that comes through in its nomination as a finalist for the Truck Parts & Service Distributor of the Year — the company’s second in five years.

Wheelco at a glance

Source: Google Maps, Wheelco

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Wheelco President Steve Stich says his business has grown thanks to a veteran staff that works tirelessly to provide the best service for its customers.

“I think it speaks volumes about the quality of our people,” he says. “To be a finalist [for Distributor of the Year] just verifies my belief that Wheelco has the best people in the industry.” And how do they keep them? Stich says when you have a strong team, you have to reward them. That’s why Wheelco’s management team is active in encouraging and congratulating employees for a job well done. Commission and bonus programs also help keep employees engaged, and validate their success. Together they ensure the Wheelco team is justifiably lauded for the great work it does. “Spotlighting employees for their success goes a long way with them,” Stich says. “It lets them know they are exceeding expectations and that we’re proud to have them Wheelco’s locations are strategically placed to assist customers throughout the north central United States.

[on our team].” As he looks at the future, Stich says the tenets instilled in the company decades ago remain the most important steps in growing the business today. Be good to your employees, your vendors and your customers, and they will reciprocate. “[We must] continue to invest in our people, and always be vigilant in the pursuit of opportunities that will benefit our customers. This will assure our future prosperity,” Stich says. “Additionally, the promotion of a team-based approach to continuous improvement will enable Wheelco to succeed in this rapidly changing industry.” More information on Wheelco, which is headquartered in Sioux Falls, S.D., can be found at www.wheelco.com.

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CARQUEST.com Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Cover Story

Stem the tide Why tire pressure stability is a goldmine for you and your customers 14

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By Lucas Deal, Editor lucasdeal@randallreilly.com

Cover Story

t any given time, Steve Phillips has more than 100,000 commercial tires rolling down North American roadways. As senior vice president of fleet resources at Werner Enterprises, Phillips is responsible for maintaining more than 7,100 trucks and 23,000 trailers for the Omaha, Neb.based fleet. With such a large investment on the road, Phillips is constantly looking for an edge. While there’s no magic product that ensures optimal vehicle performance and fuel economy, there are products in the industry today that can make things a little easier. There are ways for fleets to save money. One area where Phillips has found salvation is tire pressure stability. Over the last 25 years, tire pressure monitoring and inflation products have entered and permeated the North American fleet marketplace. With more than 40 manufacturers, the technology is among the most accepted and popular options for improving fuel economy (and tire performance) for today’s fleets. It’s also become one of the most proven. “These products offer [fleets] a return on investment

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Cover Story

of a little more than a year,” says Mike Roeth, executive director of the North American Council for Freight Efficiency (NACFE). Formed specifically to provide independent third-party research to fleets on fuel efficient technologies, NACFE tackled tire pressure in a Confidence Report in 2012. After nearly a year of research, NACFE found tire pressure systems offer an average 14 month payback. Roeth says that’s an enticing number for fleets and the distributors who sell to them. In an industry filled with unknown and unproven fuel efficient solutions, tire pressure systems offer distributors a product customers can count on. “This current generation of products work really well,” Roeth says. “They’ve improved greatly over time.” He says that’s something fleets were quick to point out during NACFE’s research. “We didn’t test all the products [in the market] with respect to reliability, but reliability in general is very good given what fleets told us.” Extensive testing is one reason for the dependability, says Frank Sonzala, executive vice president at Pressure Systems International (PSI). PSI entered the tire pressure business

Some of our customers have started to advertise that they have automatic tire inflation systems when they are recruiting. – Frank Sonzala, executive vice president at Pressure Systems International (PSI)

As shown here, PressurePro’s tire pressure monitoring system enables fleets to monitor tire pressure from the tractor cab or a terminal location.

in the early 1990s. Its automatic tire inflation system was one of the first to debut in the market. Sonzala says the product and its manufacturer were met with some uncertainty at the time — to this day, PSI manufactures only one product — but customers were interested. Early adopters added the system to trailers for pilot programs, and watched as the tests consistently showed success. The same was true at PressurePro, which used a successful launch in the light-duty industry as a springboard to heavy-duty. “Tire pressure monitoring started to become significant during the Ford and Firestone tire issues,” says Phillip Zaroor, president and CEO at PressurePro, referring to a major under-inflation problem found in Firestone tires on Ford vehicles in the late 1990s. “That’s really when tire pressure

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monitoring came to the forefront. People realized how valuable it could be on their vehicles.” TJ Thomas, director of marketing and customer solutions, Controls Group, at Bendix, says his company’s TPMS system is designed to provide customers as much real-time information as possible. “The system can alert a driver to a loss of tire air pressure or of a dangerously high tire temperature. It also can provide pressure information to maintenance personnel to ensure optimum operating conditions,” he says. “[And] when connected to a tractor equipped with telematics, the alerts can be wirelessly transmitted to the fleet’s back office for analysis.” And the evolution and improvements to the systems available today have only made them more enticing, Sonzala says. “There’s so much more to having your tires properly inflated than just fuel

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Technology That Counts.

Cover Story

economy,” he says. “Some of our customers have started to advertise that they have automatic tire inflation systems when they are recruiting.” It’s a selling point that “the driver never has to touch a tire,” he says. Coupled with a clear return on investment, Sonzala says both offer clear selling points for a distributor. Roeth says ROI proved to be huge part of NACFE’s research. While there were ROI variances across products, an overall theme of profitability was clear. “Poor tire pressure costs a fleet as much as one roadside breakdown per truck, per year,” he says. “So there’s a $300 to $400 repair, but you also can improve your fuel economy by more than $200 [per year] with these systems … so the return on investment doesn’t take that long.” “[Tire pressure monitoring] is growing in popularity because proper tire inflation delivers a substantial return on investment,” says Tom Bosler, director — global product planning for Dana Commercial Vehicle Driveline Technologies. “We estimate fleets can save approximately $1,600 per truck every year

Bendix claims its SmarTire monitoring system can be installed in less than two hours, which can be a major selling point for interested fleets.

when improvements in fuel economy are coupled with the savings that result from avoiding catastrophic tire events.” Bendix estimates tire pressure monitoring also saves fleets 42 hours per vehicle, per year in manual tire pressure checks, Thomas says. Phillips says ROI was one of the driving factors in Werner’s decision to retrofit most of its trailers in 2010. “We knew the return on investment was there,” he says. “That was important to us.” The fleet is now spec’ing automatic

What’s the Difference? Tire Pressure Monitoring Systems (TPMS) vs. Automatic Tire Inflation Systems (ATIS) TPMS Required by law for new light-duty vehicles but not yet commercial trucks, TPMS uses sensors on each tire stem to constantly monitor pressure. This information is displayed on a digital monitor inside the tractor in real-time. The monitor also provides audio and visual alerts when a tire’s pressure falls out of a fleet-defined optimal range. TPMS units monitor over- and under-inflation, but still require manual filling and deflating to ensure perfect pressure.

ATIS By routing air directly to the stem of each tire, ATIS units monitor pressure in real time but also add air as needed when pressure levels fall below a fleet-defined minimum number. The systems in the market today pull air from two primary sources, the trailer air tank or the atmosphere. These systems do not require in-cab monitoring, as the systems are built to start and stop adding air when necessary. ATIS units only add air when tires are low, and will not siphon off air in cases of over-inflation.

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tire inflation systems into its new units as well, and Phillips says more than 16,000 of Werner’s trailers have some type of tire pressure system. The affordability of today’s systems also helps sell customers who otherwise would prefer to spec a new product over a retrofit addition, says Josh Carter, CEO at Aperia Technologies. Proactive maintenance fleets are usually good at understanding that retrofitting is an investment, not a cost, he says. But for fleets that still see new, beneficial technology as an expense, a quick and predictable return on investment can be a huge help in completing a sale. “A lot of times it’s in the interest of fleets to roll these systems into the financing of new equipment,” Carter says. “So any time you’re looking at a new project that’s unique and requires special attention … you need to be able to clearly prove to them that it’s worth it.” “If a [fleet manager] is going to spend money on something, he needs to know what it is going to do for him,” adds Zaroor. Customers also can be sold on the simplicity of these products. With installation times running from 10 minutes to a few hours, it doesn’t take long to retrofit a trailer and get it back on

Cover Story

Aperia Technologies says its bolt-on Halo tire pressure inflation system can be installed on any tire in 10 minutes or less.

the road. Many of today’s manufacturers offer simple training programs to educate distributors and end-user customers on installation best practices, and some manufacturers also have professional technicians that can be dispatched to assist in a major fleet retrofit. That customer support is built into the price of the product. “A lot of times when a fleet wants to do a big retrofit and it’s not convenient to have trailers dropped off at a dealer, [the PSI distribution channel] will send a tech out to their terminal to do the installations,” says Sonzala. “We have fleets we’ve trained that are knocking out retrofits in 40 minutes or less,” says Zaroor. Post-installation maintenance is another good selling point, adds Carter, because in most cases there isn’t any. Thomas says 90 percent of all tire failures are caused by under-inflation, and nearly half of all emergency service calls are tire related. But tires that are properly inflated rarely break down. “I think these products are capable of eliminating tire under-inflation,” Carter says. “And if you can show customers the system will always maintain pressure, you’ve convinced them already. Because

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then they connect the dots in their head about what that means.” “A fully automatic system for monitoring and maintaining proper tire pressures takes the driver out of the equation, saving money and keeping drivers focused on the road,” adds Bosler. Speaking from a fleet’s perspective, Phillips says “Our initial study [on tire pressure] was strictly on tread wear. We

saw enough improvements there to go with the system, but when your tires are fully inflated you’re also going to get better MPG and less damage on the road.” Roeth says the combination of each benefit — proven products, consistent return on investment, improved tire life and fuel economy — truly makes tire pressure monitoring work. In an industry filled with uncertainty, the products offer welcome consistency. Phillips says that’s something he’d recommend to any of his fleet contemporaries. “It was pretty straightforward for us,” he says. “We did our testing, found that [the technology] worked and started installing it.” Adds Roeth, “I think tire pressure systems are one [fuel efficient] technology where we’re at a place where what is in production is very reliable, and fleets are very comfortable using it. “Fleets value these systems pretty highly.”

PSI entered the heavy-duty marketplace with its automatic tire inflation system the early 90s. The system can now be spec’d and/or retrofitted on nearly every available North American trailer.

N o v e m b e r 2 0 1 4 | T R U C K PA R T S & S E R V I C E

Jason Cannon, Online Editor JasonCannon@randallreilly.com

Service Bay

TECHNICIANS WANTED Part 2: Businesses struggle to recruit and retain quality talent.

The key to recruiting and retaining high-quality technicians is … 20

limbing truck sales and maxed-out service capacity have increased competition for diesel technicians in the industry, and left some of the game’s biggest players struggling to find the best ways to woo new recruits. Most use a several-pronged approach, including local tech schools, classified ads and specialty recruiting sites. Montgomery, Ala.-based Four Star Freightliner advertises its vacancies online and recruits from Finish First, a 12-week

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Daimler Truck elective training platform at Universal Technical Institute, says Sherrie Moore, human resources manager. “We find our best method is word of mouth from other techs,” she says. Al Clark, diesel tech instructor at Lane Community College in, Eugene, Ore., says the best way to assure dealers have access to highly-qualified applicants is personal involvement. “You want to make sure the industry people are getting involved in their local college,” he says.

Service Bay

A recruiting mix of using local tech schools, classified ads and specialty recruiting sites can pay dividends.

That’s the path New Jerseybased Campbell Supply has taken. “We are a major sponsor and also sit on the board of a local diesel technical school,” Campbell Supply President Scott Campbell says. “We attend numerous job fairs that the school conducts. We participate in veterans’ job fairs across the state. We also are a member of the Universal Technical Institute and participate in their technician recruitment program.” Clark suggested suggests anyone in need follow that path. “Give us a hand,” he says. “It’s your guys, the technicians, that we’re grooming.” Rush Enterprises has shouldered some of the responsibility for tech training internally by developing a year-long mentoring program for new technicians. The program “develops not only the younger technicians that are coming into the business, but

it also develops the technicians that are more mature and wanting to refine their leadership skills,” says Mike Besson, Rush’s vice president of service operations. “The interesting part, on the flip-side, is watching the development of the mentor, not just the mentee,” he says. “The mentor gets a grade, too. What kind of leader was he?” Rush Enterprises also has a recruiting department and has a relationship with CareerBuilder to list vacancies. But Besson says it’s the job of all company employees to seek out qualified applicants. “Everybody in a location is a recruiter. I don’t care what your job is,” he says. “We do a very good job of working at selling ourselves as being the place to go to buy parts and service. It’s just as important that you badge yourself and sell yourself as the place to work.” Expansion has driven

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Campbell’s need for applicants, and even being deeply involved with a local program hasn’t made the search necessarily easier. “We are constantly in the hunt for qualified technicians,” he says. “In September 2013 we moved into a new facility and almost doubled our service capacity. This intensified our need for technicians,” he says. “[It is] always a challenge finding techs. We are located in New Jersey where there are many dealers and independent shops competing for a small technician pool.” Omaha, Neb.-based Truck Center Companies has implemented a recruitment approach designed to reach students before they leave high school, meeting them

on the playground of the 21st century — the Internet. The company has created a series of 10 “webisodes” to introduce high school students to the technical career path. “We looked at the state of the industry and our own business and decided to do something proactive about it,” says Trey Mytty, Truck Center Companies CEO. “Being a diesel technician is a rewarding career. Without them, the trucks that deliver goods and raw materials across the U.S. can’t stay on the road. They really keep America going.” Mytty says the video series is designed to showcase the need for qualified technicians, but also detail the daily demands of the job. To build awareness about the video series, Truck Center Companies

Tech pay by market ■ Government $49,320 ■ Motor vehicle and motor vehicle parts and supplies merchant wholesalers $42,000 ■ Manufacturing $42,160 ■ Repair and maintenance $38,880

■ Truck transportation $38,250

According to the report, the lowest 10 percent earned less than $26,820,

while the top 10 percent earned more than $63,250.

Footnote: About 10 percent of all techs work in government. Source: Bureau of Labor Statistics

N o v e m b e r 2 0 1 4 | T R U C K PA R T S & S E R V I C E

Service Bay

is sponsoring a contest and has invited nearly 1,000 high schools in Nebraska, Kansas and Iowa to participate by displaying posters and encouraging their students to watch the webisodes. Schools with the most participation will win a Lenovo laptop. “Students today are mediasavvy, so we wanted to deliver our message in a way that is both educational and entertaining,” Mytty says.

Technician pay and geography Those who become technicians will find a career with good pay and plenty of opportunity. A top-credentialed technician graduating from the Elizabethtown (Ky.) Community and Technical College, for example, can earn upwards of $17 per hour, says Jerry Clemons, program coordinator. With average overtime, he says, that equates to roughly $40,000 annually.

But quick learners can rapidly up their earnings, he says, pointing to a 2010 graduate of his program who recently relocated to Austin, Texas, with a pay package that hit $75,000 last year. “This is as vibrant of an environment for our students as I’ve seen here,” Clemons says, looking back on his 15 years with the school. Income for diesel engine specialists ranges widely, from about $26,820 for the lower 10 percent of earners to about $63,250 for the top 10 percent, with an average of about $42,000, according to a 2012 Bureau of Labor Statistics report. Average pay in the truck transportation industry was slightly lower, at $38,250. But pay varies considerably by geographic region. Al Clark, diesel tech instructor at Lane Community College, Eugene, Ore.,Clark says students in his area generally earn “lower than the trend,”

A mentoring program can help build quality technicians from within. It can also help better hone management expertise in more seasoned techs.

T R U C K PA R T S & S E R V I C E | N o v e m b e r 2 0 1 4

Technician pay can vary greatly by experience but geography also pays a role.

starting out in the “middle teens [dollar per hour rate]” and then breaking into the $20s “pretty quick,” he says. The high quality of life in the Eugene-area enables employers to offer lower pay rates to technicians unwilling to relocate, he says. “If our guys will go north, up into Portland or Seattle — or even into California — they can literally start in the low $20s [per hour],” he says. Job seekers willing to live in less than picture-postcard locales may be able to negotiate higher pay because fewer people want to live there, Besson says. “Where we’ve had a degree of success in the past is in some of the most desirable places in the United States to live,” he says of recruitment. “Some of the places where the weather is not conducive, they can be more difficult to find. Weather and geography play a major, major part in being

able to [find technicians].” In the end, it all comes down to money. In most heavy-duty businesses, an efficient repair shop generates far more profitability revenue than any other department. Odds are your technicians know that, and they expect to be compensated, and treated, as a valuable member of the team. “They need benefits at a reasonable rate,” says Darry Stuart, President president and CEO of DWS Fleet

This is as vibrant of an environment for our students as I’ve seen here. – Jerry Clemons, program coordinator. Elizabethtown, Ky., Community and Technical College

Service Bay

It’s important to realize that technicians can make more money for your business than just about anything else if managed effectively.

Management Services. “They want holidays off equal to the office staff. They want weekends off and overtime pay.” Stuart says shops with the lowest tech turnover rates

have an effective mix of base pay and pay for going the extra mile. He also suggests digging deeper into your wallet to find and keep top technicians

— to the tune of $1 to $5 more per hour over industry averages of $24 to $28 per hour. He also suggests offering pay incentives for employees who obtain additional certifications. It’s also important to recognize the importance of helping your technicians make you more money. “Profit isn’t going to come from the outside. It will come from the inside in efficiencies. You’ve got to make sure your techs can go in to find a tool and that he’s not wasting any time to find it,” he says, advocating supermarket-style parts and tool organization.

“Think of your cost as $1 per minute. How many dollars do your techs waste walking around looking for things because the shop is unorganized?” Besson says his company offers some healthy incentives to attract new technical talent — like help with student loans, help with buying new tools and covering relocation expenses. Technician rodeos can also prove to be a valuable tool, as techs can earn significant bonus pay and other incentives based on their skill set, and how it stacks up against their peers.

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Marketplace

New Suspension, Axle System

Three-Panel Side Skirt

SAF-Holland announces the expansion of its CBX Series Air Suspension/Slider Axle System offering for the North American Trailer Market with its new SAF CBX46 and CBX50. The company says the SAF CBX46 and CBX50 offer the robust 5.75-in. diameter axle technology along with increased capacity and cast steel suspensions, providing the optimal balance of strength and weight for ultimate performance in on/off highway applications. Both the SAF CBX46 and CBX50 include the QwikRelease Pin Pull for easy slider adjustments. The QwikRelease allows one person slider repositioning, and is designed for easy elimination of bound-up pins, the company says.

Transtex Composite announces the availability of exEdge, the newest member of its family of aerodynamic products. According to Transtex, the new skirt was developed especially for aftermarket OEMs, dealers and distributors. The modular system can be retrofitted in 40 minutes and an OEM can install it in as little as 15 minutes, Transtex says.

SAF-Holland, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Transtex, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Diesel Fuel Additive

Long-Haul Drive Tire

The Penray Companies, Inc. has introduced a new yearround diesel fuel product for medium- and heavy-duty vehicles, called Pow-R 365 5 in 1 Diesel Treatment. This new blend of additives and conditioners improves fuel economy and engine performance in both summer and winter seasons, the company says. By promoting more complete combustion, Penray’s new Pow-R 365 also can help reduce regenerations of the Diesel Particulate Filter (DPF), the company says. At the same time this more complete combustion results in enhanced fuel economy. Sold in bottles of 64 fl. oz., each bottle treats 250 gallons of diesel fuel.

The Goodyear Tire & Rubber Company has introduced a fuel-efficient long haul drive tire. Goodyear says the SmartWayverified Goodyear Fuel Max LHD G505D improves truck fuel economy by, on average, 2 percent compared to competitor tires. The Goodyear Fuel Max LHD G505D also features a highly siped center rib and lateral grooves to help enhance all-season traction and a steel-belt casing package and penetration protectors to help resist stone drilling, the company says.

Penray, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Goodyear, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Electrical Inverter Product Line

Flexible Dissipative Hose

Eaton has added a new DC to AC inverter to its lineup of products for the commercial vehicle industry. The new Eaton Pure Sine Wave Inverter produces either 1000 or 1800 Watts of AC power output from a standard Class 8 DC vehicle battery and can be used to power phone chargers, computers, heaters, microwaves, refrigerators, TVs, sleep apnea machines and more. A built-in optional 40 amp charger and standard AC transfer switch automatically transitions between AC utility power and truck battery power, Eaton says. This minimizes battery discharge and provides a seamless electrical system solution for Class 8 truck sleeper cabs, Eaton says.

A new static dissipative polyurethane hose for loading and unloading trucks and other applications has been introduced by Flexaust. FlexStat 60 Static Dissipative Hose is a bendable heavy-wall polyurethane hose with an embedded copper grounding wire that is flexible, durable, and operates over a wide temperature range. Flexaust says the hose provides surface resistivity of 108–1010 Ohms/sq., and operates from -40°F to 200°F. It comes in 4 in. to 8 in. I.D. sizes in OEM lengths and colors. Cuffs are optional.

Eaton, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

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Flexaust, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

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Marketplace

Heavy-Duty Coolant

Wide-Base Trailer Tire

Prestone has introduced new Heavy Duty Nitrite Free Extended Life Organic Acid Technology (OAT) Antifreeze/ Coolant, which it says offers protection for aluminum and all other engine metals and complete liner pitting and corrosion protection. Prestone says the coolant is available in both concentrate and prediluted 50/50, and its formulation is based on a concentrated blend of inhibitors designed to provide up to 600,000 miles or 12,000 hours of protection. Other features include complete liner pitting and corrosion protection; protection for aluminum and all other engine metals; and CAT EC-1 compatible for any heavy-duty engine, the company says.

Michelin Americas Truck Tires introduces the Michelin X One Multi Energy T, a wide-base single- trailer tire for regional operations that is EPA SmartWay-verified. The Michelin X One Multi Energy T is engineered with breakthrough Advanced Casing Technology design, which Michelin says changes the casing shape of the tire during use to reduce irregular wear. This results in a contact patch with a consistent footprint, regardless of payload weight. Solid shoulder architecture also delivers significant wear improvement and the wide Infini-Coil Technology provides a consistent footprint for improved removal mileage, the company says.

Prestone, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

New Pressure Washer Water Cannon has introduced its new Water Blaster pressure washer product. Water Cannon says its Water Blaster (17H850 features a Honda GX 690 Electric Start, 15-gallon fuel tank, roll cage protected poly chain drive, TSP series general triplex plunger pump, 4.0GPM â&#x20AC;&#x201C; 7000PSI, portable wheel and push handle, as well as a 50 ft. hose, trigger gun, wand, QC nozzles and safety couplers.

Michelin, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Water Cannon, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Exterior LED Lamps ECCO has released the new ED3706 Series SAE Class I Directional LED. The ED3706 series is an ultra-thin, low profile LED. Available in solid and split color, this compact LED is ideal for a wide variety of applications, ECCO says, offering the flexibility of four mounting options: surface mount, adhesive mount, edge mount, and permanent (all necessary hardware is included with each light). Featuring 21 flash patterns and synchronization capability, this super bright LED is designed for maximum light output at all angles, the company says. ECCO, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

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Metal Cutting Shears Milwaukee Tool continues to expand its M18 LITHIUM-ION system with the introduction of three new M18 Metal Cutting Shears. Available models will include an 18-gauge single cut shear (2367) for a broad range of industries including metal roofing, automotive and HVACR, an 18-gauge double cut shear (2635) for straight cuts through common sheet metal gauges, and the first-ever cordless 14-gauge double cut shear (2636) for cutting heavier gauge sheet metal, the company says. Milwaukee Tool, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

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Marketplace

Locking Tie Tool DEI introduces a new stainless steel locking tie tool for the light-, medium- and heavy-duty industries. DEI says its tool saves time and hassle while providing a professional looking result. It works by sliding the tool on the end of any ¼ in. nut driver, engage the tie, and twist. This gets the tie nice and secure without the hassle, the company says. DEI says its tool will fit on the end of any standard ¼ in. drive extension so working in tight spaces is not a problem. This specialty tool works with all popular styles of stainless ties, up to ½ in. wide.

Aftermarket Trailer Harness Phillips Industries has introduced to the aftermarket three new trailer harness pigtail products, which the company says are all sealed for additional protection to keep out moisture and contaminants. New trailer lighting pigtails are now available for stop-tail-turn and mid-turn lights, as well as marker/clearance lights. All connections on Phillips’ pigtails are molded to protect against contaminants, the company says. Phillips Industries, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

DEI, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

DEF Truck Dispensing Tank PEAK Commercial & Industrial releases a new BlueDEF Truck Tank Dispensing Unit. The BlueDEF Truck Tank Dispensing Unit is an enclosed, secure mobile dispensing system in 110- or 155-gallon options that can fit into the bed of virtually any pickup truck, the company says. The mobile design allows for easier refilling of DEF tanks for various on-highway or off-road equipment, the company says.

Expanded Medium-, Heavy-Duty Clutch Lines Alliance Truck Parts has expanded its clutch line to include four medium-duty clutches as well as seven updated EZAssist clutches for the heavy-duty market. These new clutches are all now compatible with newer model-year engines, Alliance says. In addition, the new EZ-Assist clutches are even more durable with improved aftermarket facing, durable power threads on adjusting rings, and quick adjusting mechanisms. Alliance Truck Parts, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Fuel Filter/Water Separator Product

Chevron announces new category of engine oil for severe duty, start-and-stop applications. Chevron says Delo 400 SD SAE 15W-30 is an API CJ-4 heavy-duty engine oil specifically formulated for severe duty in on- and offhighway applications, including 2010 and Tier 4 compliant low-emission diesel engines with Selective Catalytic Reduction (SCR), Diesel Particulate Filter (DPF) and Exhaust Gas Recirculation (EGR), and is approved for use in engine models where OEMs recommend XW-30 engine oils in Class 2 to Class 8 trucks.

FTG introduces its newest 777R series fuel filter/water separator/heater product. FTG says the 777R is a complete fuel filtration/water separator/heater system that removes contaminants from fuel and adds heat using a three-step process. The company describes the process as follows: As fuel enters the assembly, it moves through the centrifuge and spins off large solid and water droplets, which FT says are heavier than fuel, and fall to the bottom of the collection bowl. Proprietary Aquabloc II cartridge elements repel water and remove contaminants from fuel down to two micron. Aquabloc elements are waterproof and effective longer than water-absorbing elements, FTG says. Fuel is heated with engine coolant or return fuel. Clean, dry, warm fuel then passes to the engine, FTG says.

Chevron, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

FTG, Inc., Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

PEAK, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

New Severe Duty Oil

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Company

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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.

MERITOR® BRAKE JOB CRITICAL REVIEW TECH TIP SHEET Need informaBRAKES tion regarding the critical components you should consider replacing on your next brake job? The new Meritor Brake Job Critical-Review Tech Tip Sheet provides the information you need to know. It includes all of the critical data needed when replacing brake drums, slack adjusters shoes/linings, brake chambers and camshafts. To make sure you have the information you need to make the right decisions, download the Meritor Brake Job Critical-Review Tech Tip Sheet at meritor.com/LOD and type “SP-14137” into the Search field.

AN INDUSTRY TRIPLE PLAY FROM AUTOMANN

Automann offers three reference catalogs: • Air Spring: 250 pages with more than 500 air springs, bellows charts and extensive cross references. • Steering: 408 pages with more than 1,200 detailed pictures, progressive size and OEM charts and an index with more than 6,000 cross references. • Suspension: 1,432 pages with more than 300 schematics across 47 makes, including 35 new models. More than 3,500 detaled pictures, dozens of charts and OEM and industry cross references.

HEAVYDUTY WHEEL ALIGNMENT CATALOG Bee Line has introduced a catalog highlighting its heavyduty wheel alignment equipment. This full-color brochure features the company’s LC7000 series laser guided computer alignment gauging system, the 22000 Rear Axle Aligner and the Smart Balancer II. Also highlighted are the company’s on-the-floor alignment configurations and its mobile alignment system, as well as various alignment accessories. Action photos show how each product is used and detailed information accompanies each photo.

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Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

MODULE ONE

Brake Drums

n The maximum allowable brake drum diameter is stamped or cast into the outer edge of the drum. Place a brake drum diameter gauge inside the drum. Take several measurements within 90 degrees of each other at the open and closed edges of the drum’s friction surface

• If any of these measurements are 0.120-inch, replace the brake drum