consumer attitude study

Transcription

www.aftermarketbusiness.com
22
October 2015
Talk shop anytime
Vol. 124, No. 2
The leading source for market trends & analysis
ADVERTISEMENT
Innova Fleet Management System
Developed by parts people for parts people,
the new Innova Fleet Management System
has all of the features of a traditional fleet
management system, but takes it one step
further. By alerting both the fleet manager
and the auto parts store of vehicle service
needs, this one-of-a-kind system provides
the parts store with an exceptional opportunity to proactively reach out
to the fleet customer and capture the parts sale.
Innova | www.fleet.innova.com | AAPEX Booth 4856
Blue Streak Performance
Radiator Fan Motors by Hayden
Blue Streak Performance™ Radiator Fan Motors by Hayden®
offer the latest technology in performance engine cooling.
These drop-in O.E. replacements utilize the O.E. blade,
shroud and O.E. style connectors without the investment of
expensive radiators or modifications. Plug and play installation
typically takes less than 30 minutes. Upgrade the cooling
system and save money, while protecting the engine.
Hayden Automotive | www.haydenauto.com | AAPEX Booth 4226
Raybestos
Element3
Disc Brake
Pads Offer
The Ultimate
in Braking
Control
Raybestos®
Element3® with
Enhanced Hybrid Technology (EHT®) combines the best
attributes of ceramic and semi-metallic all in one disc
brake pad. This innovative engineering breakthrough
ensures optimal performance, improves pad wear and
durability, and delivers unsurpassed stopping power and
vehicle control, even under the most aggressive braking
conditions.
Raybestos | www.RelyOnRaybestos.com
AAPEX Booth 3644
Raybestos Offers Full Coverage
Brake Shoe Program
The Raybestos® brake shoe program
provides full coverage and application specific
formulas designed and tested to work with
the front disc for a well-balanced braking
package. Engineered for proper fit, form and
function to match original equipment, the
shoes provide quiet operation, use all copper
free materials and include attached levers and
pins where applicable.
Raybestos | www.RelyOnRaybestos.com
AAPEX Booth 3644
‘Roll Formed’ Hub Assemblies
Wheel Hubs, Bearings and Seals Catalog
WJB Automotive offers a line of “Roll Formed” Hub
Assemblies, using a state of the art facility and a complete
automated robot manufacturing process, which represents
an engineering breakthrough. These improved designs ensure
precise bearing preloads, which decrease the possibility of
ball corruptions from excess torques; prevent ball bearings
from crushing, which provide longer life on the vehicles. For
more information on benefits of this product line offer to your
business, please visit or contact WJB Automotive.
WJB Automotive’s print edition of 2015 Wheel Hubs,
Bearings and Seals Catalog has been published, which
covers domestic and import vehicles from A to V, from
model year 2015 to 1969. This catalog features a complete
range of Wheel Hub Assemblies, Wheel Hub Spindles,
Wheel Bearings, Wheel Seals, and Bearing Kits, which will
be served and distributed to both the United States and
Mexican markets.
WJB Automotive | www.wjbgroup.com
AAPEX Booth 1671
WJB Automotive | www.wjbgroup.com
AAPEX Booth 1671
Introducing
the Davico
SLEDGEHAMMER
2-Step
Induction Kit
Arnott Air Suspension Products introduces new, not
remanufactured, aftermarket Front Air Struts for the 2003 to
2006 Mercedes-Benz S-Class (W220 Chassis) with AIRMATIC
and with 4MATIC. The Arnott-designed struts fill a market gap
for customers who previously had to purchase either costprohibitive OE struts, or remanufactured OE cores which are
difficult to find and have an unknown number of miles on them.
Arnott Part Numbers are AS-2783 and AS-2784, and they retail
for $576.66 each.
A specially designed
solution to excess carbon
& soot problems by
Davico Manufacturing
and Run-Rite Car Care
Maintenance Products.
Attack carbon and soot
and reduce Catalyst
efficiency returns from
your customers. Excess
carbon and soot not
only effects Catalyst
Efficiency, it also
negatively effects vehicle
performance and fuel economy. This easy to use 2-Step
kit requires no special tools and the service is typically
performed in less than 15 minutes.
Arnott | www.arnottindustries.com
AAPEX Booth 4068
Davico Mfg. | www.davicomfg.com
AAPEX Booth 125
Arnott Introduces New Front Air Struts for
‘03-’06 Mercedes-Benz S-Class
22
October 2015
Talk shop anytime
Vol. 124, No. 2
The leading source for market trends & analysis
AAPEX AIMS TO HELP BUSINESSES
GET IN FRONT OF CHANGE
COMMUNIT Y
PRODUCTS
AUTOMAKER DEALS ON THE HORIZON?
FALL PRODUCT REVIEW
OEM partnerships could simplify life in service bay
Some of the latest tools and resources
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RESEARCH
CONSUMER
ATTITUDE STUDY
Lowest price doesn’t always
win among shoppers
SHOW SEASON
IS HERE
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You pride yourself on being his first call, every time.
You are just as fluent as he is in U.S., Japanese and European.
You are his Johnny-on-the-spot, get it right the first time, every time, right hand man.
You know his reputation has a direct impact on yours.
You only carry parts that live up to
the highest standards. Yours.
We can’t think of a tougher audience than you and your customers. That’s why the Elite® by Continental
aftermarket series exceeds industry specifications – and your expectations. You demand proven results with
no exception. And that includes coverage on all makes and models. That’s exactly what you’ll get with Elite.
From our revolutionary Poly-V® with Quiet Channel Technology™ to timing belts and hoses that offer a perfect
OE match, and everything in between, Elite is a true standout in aftermarket performance. Just like you.
B e l t s • Te n s i o n e rs • B e l t Ki t s • H os e • Ac c e s s o r i e s .
Continental-elite.com
Visit us at the Sands Expo Center at AAPEX. Booth 2633
October 2015 Vol.124, No. 2
Talk shop
anytime
Aftermarket Business World
EDITORIAL STAFF
Group Content Director
Mike Willins
[email protected]
(440) 891-2604
COMMUNITY
10
Automaker deals
on the horizon?
Read It On
OEM partnerships could simplify
like in the service bay.
&
PLUS
12
AUTOMOTIVE DISTRIBUTION
CARTHE
NETWORK TO EXPAND PARTS PLUS
CARE CENTER PROGRAM TO
BEST OF THE BLOGS
MEXICO, PUERTO RICO
TOP VIDEOS
[KEY: /Network]
CALENDAR
CAPITAL PARTNERS
ITSZSELLS
MSDP GROUP AND
SUBSIDIARIES TO HOLLEY
Sounds like a wrong number
PERFORMANCE PRODUCTS
Parts professionals need intuitive phone skills when
dealing with confused, distracted customers.
14
24950 Country Club Blvd., Suite 200
North Olmsted, OH 44070
Fax: (440) 891-2675
[KEY: /Z Capital]
AFTERMARKET AUTO PARTS
FOCUSES
ALLIANCE SALES FORUM
ON A CHANGING
Underground storage tanks in focus
AFTERMARKET
EPA eases up on proposed mandates resulting in lower
underground storage tank costs than expected.
[KEY: /Alliance]
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THE VALUE OF 3PL
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Best new product for SEMA 2015.
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AAPEX AIMS TO HELP BUSINESSES
GET IN FRONT OF CHANGE
UBM ADVANSTAR:
Chief Executive Officer
Joe Loggia
Executive Vice-President, Life Sciences
Tom Ehardt
Executive Vice-President
Georgiann DeCenzo
Executive Vice-President
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Executive Vice-President,
Business Systems
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Executive Vice-President, Human
Resources
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Executive Vice-President, Strategy &
Business Development
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Sr Vice-President
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Vice-President, General Manager Pharm/
Science Group
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Vice-President, Legal
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Vice-President, Media Operations
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Vice-President, Treasurer & Controller
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UBM AMERICAS:
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Chief Financial Offi cer
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UBM PLC:
Chief Executive Officer
Tim Cobbold
Group Operations Director
Andrew Crow
Chief Financial Offi cer
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Chairman
Dame Helen Alexander
18
COMMERCE CENTER
DEALERSHIPS
AFTERMARKET ANALYSIS
AUTO SALES
GOING DIGITAL
BY MARTY MILLER | EXPERIAN AUTOMOTIVE
opportunity in the
22Finding
aftermarket sweet spot.
BY BRIAN ALBRIGHT | CONTRIBUTING EDITOR
dealers and OEMs will increasingly
30Auto
turn to digital car showrooms to reduce
costs and increase sales.
INTERNATIONAL
TECHNOLOGY
EXPLORING OEM
PARTNERSHIPS
NEXT-LEVEL NETWORK
BY JAMES E. GUYETTE | NEWS CORRESPONDENT
takes a new route with partners
24Honda
in its technological quest.
Read It On
IT systems help Arch Auto Parts be
32New
more responsive during emergency
AUTOMECHANIKA SHANGHAI
BBB INDUSTRIES NAMES BOARD
AP EXHAUST ACQUIRES
SECTORS GROWING WITH NEW,
MEMBER JOE BERETTA AS NEW
EXHAUST
EASTERN CATALYTIC TO FORM
ENLARGED EXHIBITORS
CHIEF EXECUTIVE OFFICER
AND EMISSION
SUPPLIER COMPANY
[KEY: /AP Exhaust]
[KEY: /Shanghai]
[KEY: /BBB Industries]
S E A R C H AU TO PA R T S .C O M 5
Looking for new equipment? Check out our
website for offerings from top companies.
SPECIALTY PARTS
UPKEEP/MAINTENANCE
SHOP EQUIPMENT
SHOP MATERIALS
PAINT & REFINISH
REPLACEMENT PARTS
VEHICLE STYLING
BUSINESS SYSTEMS
ORGANIZATIONS/
ASSOCIATIONS
OFF-ROAD
…AND MUCH MORE
RESEARCH
34
CONSUMER ATTITUDE STUDY
SALES STAFF
Midwest & Western States
Michael Parra,
Regional Sales Manager
Tel: (704) 919-1931
[email protected]
Illinois, Eastern &
Southern States
Paul A. Ropski,
Tel: (312) 566-9885
Fax: (312) 566-9884
[email protected]
Ohio, Michigan & California
Lisa Mend,
Tel: (773) 866-1514
Fax: (773) 866-1314
[email protected]
Inside Sales/Classified Sales/
Recruitment
Keith Havemann,
Sales Representative
Tel: (310) 857-7634
Fax: (310) 943-1465
[email protected]
MOST CONSUMERS COMPARE
PRICES WHEN BUYING AUTO
PARTS, BUT LOWEST PRICE
DOESN'T ALWAYS WIN
AD INDEX
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ADVERTISING AND EDITORIAL PRODUCT INDEX
ADVERTISER INDEX.............................................................. PAGE
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ARNOTT INC ...................................................................... RCVTIP
ARNOTT INC ..............................................................................49
AUTOLOGUE COMPUTER SYS INC ........................................16-17
BENDPAK INC ..............................................................................3
BENDPAK INC ..............................................................................4
BENDPAK INC ............................................................................61
BENDPAK INC ............................................................................62
CENTRIC PARTS INC ............................................................... CV4
CONTITECH VEYANCE...................................................... C2 FLAP
CONTITECH VEYANCE....................................................... CVGATE
CONTITECH VEYANCE............................................................. CV2
CONTITECH VEYANCE..................................................................1
DAVICO MANUFACTURING INC .......................................... RCVTIP
EAST PENN MFG CO INC ...........................................................39
FEDERAL MOGUL CORP - ANCO................................................59
FEDERAL MOGUL CORP - CHAMPION .......................................51
FEDERAL MOGUL CORP - FEL PRO ...........................................47
FEDERAL MOGUL CORP - MOOG ...............................................45
FEDERAL MOGUL CORP - WAGNER ...........................................43
FOUR SEASONS ................................................................. FCVTIP
G M B.........................................................................................55
GABRIEL RIDE CONTROL INC.....................................................33
INNOVA ELECTRONICS CORPORATION .............................. FCVTIP
INNOVA ELECTRONICS CORPORATION ......................................11
JIFFY-TITE..................................................................................31
MESSE FRANKFURT(SHANGHAI)CO LT ......................................25
MODERN SILICONE TECHNOLOGIES ..........................................26
MODERN SILICONE TECHNOLOGIES ..........................................27
6 OCTOBER 2015
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MOTORCAR PARTS AND ACCESS ..............................................53
MOTORCAR PARTS AND ACCESS ..............................................57
NATL PRONTO ...........................................................................15
NGK SPARK PLUGS(USA)INC .....................................................29
PHILIPS AUTOMOTIVE LIGHTING ...............................................37
RAYBESTOS BRAKES ......................................................... FCVTIP
RAYBESTOS BRAKES ......................................................... FCVTIP
S K F USA INC ............................................................................13
SCHAEFFLER GROUP USA INC.....................................................7
STANDARD MOTOR PRODUCTS .................................................19
THE GROUP ...............................................................................23
WALKER PRODUCTS ....................................................................9
WELLS MANUFACTURING CORP................................................21
WIRTHCO ENGINEERING INC .....................................................41
WJB AUTOMOTIVE ............................................................. RCVTIP
WJB AUTOMOTIVE ............................................................. RCVTIP
EDITORIAL PRODUCTS.......................................................... PAGE
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StopTech Axle Packs ..................................................................60
Premium Chassis Components ...................................................60
MPA Master Cylinders ................................................................60
MPA Wheel Hub Bearings ...........................................................60
Hub Bearing Unit ........................................................................60
Hybrid Hub Bearing ....................................................................60
ESales BI ....................................................................................63
ESalesCounter ............................................................................63
Fluid Connection Aftermarket Line ..............................................63
Serpentine Belt Kits ....................................................................63
VDO Blower Motors ....................................................................63
Hybrid Polymer Hose ..................................................................63
List Rental Sales
Tamra phillips
[email protected]
(440) 891-2773
Permissions/International
Licensing
Maureen Cannon
(440) 891-2742
Reprint Services
877-652-5295, ext 121
[email protected]
Outside U.S. dial 281-419-5725
Ext. 121
Marketing
Boris Chernin,
Marketing Manager
Tel: (310) 857-7632
Fax: (310) 943-1465
[email protected]
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For the past 50 years, LuK has stood
for quality, technology and innovation.
LuK first began supplying diaphragm spring clutches
to Volkswagen in 1965. Then, as now, development
experts at Schaeffler played a decisive role in creating
groundbreaking product innovations decade after
decade. But at Schaeffler, we are MORE than just
products and technology. We are truly committed to the
success of our aftermarket partners and offer unique
solutions for mutual success.
Come celebrate with us!
50 Years of LuK Promotion
Oct. 1 - Nov. 30, 2015
Years
TRUE
EXPERTISE
Your customers have an opportunity to purchase
and install† a qualifying LuK RepSet®** during the
promotion and receive a $50 Visa Rebate® Card in
celebration of LuK’s 50-Year Jubilee.
Contact your LuK distributor or sales representative,
or email us at [email protected],
for promotion details, instructions, and rebate forms.
†
Offer valid October 1 through November 30, 2015 on select products.
**Restrictions apply.
WORK. LEARN. INFORM.
Our industry leading technical
support services just got even better.
With its new online portal, REPXPERT 2.0, Schaeffler Automotive Aftermarket
introduces a new standard in service for the auto care industry.
Whether it’s product updates, technical training, or installation guides – with
just a few clicks automotive professionals can quickly and conveniently find
everything that they need to do the job right the first time. Every time.
Unlock the power...
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PAGE
PAGE
10
12
SHOP INSIGHT
INDEPENDENT
THINKING
PAGE
14
WASHINGTON
INSIDER
DONNY SEYFER
MARK SMITH
STEPHEN BARLAS
Automaker deals
on the horizon?
Parts pros need
intuitive phone skills
Underground
tanks in focus
TOP VIDEOS
TO WATCH NOW
Without using KPIs, how do you know if you’ve
improved or gotten worse? KPIs help our
industry from a broader perspective.
ABRN.com/measurekpis
E-commerce and
the supply chain
BASF predicts car colors for
2019 and beyond
BRIAN LITTLEFIELD OF UPS DISCUSSES HOW THE
E-COMMERCE CHANNEL AFFECTS THE STRUCTURE
AND VELOCITY OF THE SUPPLY CHAIN.
BASF’s 2015/2016 Color Collection features 65
global automotive paint colors.
ABRN.com/basfcolors
Aftermarketbusiness.com/video15
Scan the QR Code with
your smart phone’s
camera to watch the video
The value of third-party logistics
Alan Amling of UPS discusses the value of 3PLs and balancing customer demands and costs.
What is the final link in supply chain management?
Kent Savage of Apex Supply Chain Technologies discusses supply chain inefficiencies.
FROM YOUR PHONE’S BROWSER,
GO TO:
WWW.SCANLINE.COM
@Oreillyauto:
Frequent short drives can decrease battery
life. Give it some time to recharge to keep it
going strong.
@pepboysauto:
Visit your local Pep Boys and ask for your
free Rewards membership card. 250 points
will get you a $10 Reward Card!
the community—
join the discussion
@auto_alliance:
Car makers, such as BMWi and Volvo, are
refusing monetization opportunities in favor
of their customers’ privacy.
@NavigantRSRCH:
Installed energy storage enabling technology revenue is expected to reach $21.5
billion annually by 2024.
Help your customers say yes
A purchase decision is based on the value the
customer perceives at the time.
MotorAge.com/sayyes
Understanding online payments to
improve business
Accepting online payments can help you grow
your customer base and sales, get paid for
services and ensure security for both your
business and your customers.
MotorAge.com/onlinepayments
New green standards for vehicle
service and repair shops
The new ratings for new and used
vehicles have been met with widespread
consumer approval.
MotorAge.com/greenstandard
November 2-4
AVI Conference
Las Vegas, Nev.
@FederatedAP
Federated Free Fuel Fridays are back!
Four $50 gas cards awarded each Friday
through Oct. 23, 2015.
November 2-5
@AdvanceAuto
Don’t believe the hype. Pennzoil shows how
wax in motor oil is not the culprit behind
engine sludge.
SEMA 2015
Las Vegas, Nev.
AftermarketBusiness.Com/Community
AAPEX 2015
Las Vegas, Nev.
November 3-6
November 4
NASTF General Meeting
Las Vegas, Nev.
February 11-13, 2016
MACS 2016 Training Event and Trade Show
Orlando, Fla.
INDUSTRY CALENDAR
@autozone:
Overfilling your oil can cause crank slap &
aerate your system. The best bet is to just
keep your levels on point.
Ease your daily business stress by clearly identifying each step, process and requirement.
ABRN.com/sopspartone
MOTORAGE.COM
We scan the Aftermarket Business World Facebook page and Twitter feeds to see
what you are saying. Comment there to be heard.
@FS_Automotive::
Is Apple making a car on a united platform
to enable autonomous cars?
Developing and maintaining
SOPs: part one
TO GET THE FREE APP:
comments from
AMB WORLD’S online communities
8 OCTOBER 2015
Measuring for success
ABRN.COM
MOST WATCHED VIDEO
WEBCASTS
COMMUNITY
DONNY
SEYFER
Ô Q&A
SHOP INSIGHT
Co-Owner Seyfer Automotive Inc.
[email protected]
AUTOMAKER DEALS
ON THE HORIZON?
OEM partnerships could simplify the service bay
he original equipment manufacturer (OEM) side of the automotive industry is on the precipice
of experiencing what financial
analysts call disruption. There are a
number of factors at play and shop
owners should be paying attention to
them because what happens in manufacturing is going to affect repair shops.
In April, Fiat Chrysler CEO Sergio
Marchionne delivered his manifesto on
what ails the manufacturing part of the
automotive industry. Fundamentally he
said that OEMs are addicted to capital
(money they can spend) and that over
time they generally are good when they
make back enough to break even.
He went on to say, and I paraphrase,
that it only takes one bad year and they
are hemorrhaging capital, which causes
stockholders to lose their stock value.
Why do you care? You care because
if nobody wants to own auto stock,
OEMs will not have money to spend
to design and build vehicles. The truly
scary part is that most of the players
at Marchionne’s level agree with him.
The core issue according to the FCA
CEO is that OEMs spend a fortune in
research and development creating
proprietary content and designs that
the majority of vehicle owners who
don’t have the car-guy gene can even
T
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10 OCTOBER 2015
recognize. In fact, TrueCar President
John Krafcik opined that most people could not identify the difference
between a BMW component and a
Chrysler component.
Bob Lutz, a former GM executive,
agreed, adding that most people
could not tell a meaningful difference
between an F-150, a Silverado and a
Ram pickup. If you have worked the
counter at an auto repair shop you
know that this is true. Often customers
have no idea what vehicle they drive
every day.
Marchionne says that OEMs need to
merge and they need to reduce their
R&D budget radically by partnering
long term with suppliers to share technologies. The pushback is pretty typical
of the industry.
Former Borg Warner CEO Tim
Mangello summed it up pretty well
when he said that OEMs are all pretty
happy with their profitability. The
boom or bust nature of the industry
over the years tends to level that playing field. Whether mergers are a good
idea or not is a much larger conversation, but let’s consider the case for
shared technology by taking a look at
Apple and Dell.
It could be argued that more than
50 percent of their content is shared:
CPUs, memory (RAM and storage)
cables, materials and video cards. How
does Apple differentiate itself from
Dell? They have an operating system
that is unique, they have a high definition monitor and they have a slick case.
But marketing is at their core.
So if the OEMs were to take a page
out of the computer hardware companies’ playbook what would that mean
to the repair segment?
Multiple brands using
the same engine
causes many of us
pain, but it’s already
going on. A huge
differentiator will be
the way cars look.
More standardization should be
the first thing that comes to mind. An
engine management system might
show up on many different brands of
vehicles allowing technicians to be
more experienced earlier in the life
cycle of the system. Better quality due
to less parts proliferation and suppliers
having more time to perfect a product.
Multiple brands using the same engine
causes many of us pain, but it’s already
going on. A huge differentiator will be
the way cars look.
If you take a look at the balance
sheets of carmakers compared to the
big tech companies, there is a very good
business case for this. It seems to me
that Marchionne may be right, but until
there is some real pain he will have to
be happy with his Nostradamus-like
opinion. I suggest you watch connected
cars and China for the pain. NEW
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Unique to the aftermarket, the new Innova Fleet
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Visit Us at Booth 4856
COMMUNITY
MARK
SMITH
Ô Q&A
INDEPENDENT THINKING
President, Wholesale Auto Parts
[email protected]
SOUNDS LIKE A
WRONG NUMBER
T
Parts professionals need intuitive phone skills
he telephone must be one of the devil’s best inventions. It’s a true necessary evil if ever there was such
a thing. After almost three decades of juggling phones,
I’ve mastered taming the demon device.
As good as I’ve gotten, my customers have pretty much
remained the same, or should I say categorically the same.
Enjoy reading these phone calls that I’ve received over the
years. They are too absurd to make up.
I was calling – Duh
This is probably the most common of all initial responses
from our customers after we answer the phone. It goes like
this, “Yes, I was calling and, uhhh…” Every time I hear this,
I can’t keep myself from a slight snort-laugh. For years and
years, I’ve always wanted to reply, “Is that the reason my
phone was ringing?”
Pete and repeat
Me: “Wholesale Parts and Service, this is Mark.”
“Is this Wholesale Parts and Service?”
Me: “Yes, how can I help you?”
Caller: “Can I speak to Mark?
Information directory
Caller: “Yes, umm, hey, would you guys know the phone
number for AutoZone?”
Me: (long silent pause) “You do know this is Wholesale
Parts and Service, right?”
Caller: “Yes I do. I need to call AutoZone to see if they’ll
price match you guys.”
Me: “Oh, I see, well, in that case, let’s both hang up, and
you call the same number you just called, I’ll answer the
phone “AutoZone,” and give you the same exact price.”
Caller: “Umm, wouldn’t I just be calling you back?”
Me: “Yes, but fortunately, we phone-number match. It’s a
new concept.”
Missing person locator
Caller: “Has Jim been in there yet?”
Me: “Jim who?”
Caller: “Jim, my husband”
Me: “Who am I speaking to ma’am?”
Caller: “I’m his wife”
Me: “What’s your last name?”
Caller: “Oh no, our last name is not “Watts,” it’s Wilson.”
12 OCTOBER 2015
Me: (stupefied long silence).
I’m sorry, I have not
seen him yet.”
Caller: “If you do, tell him to
get some milk on his
way home.”
Time traveler
Enjoy reading
these phone
calls that I’ve
received over the
years. Some of
them are funny
and others are
bizarre, but all
are too absurd to
make up.
Me: “Wholesale Parts and
Service, this is Mark.”
Caller: “What time do you
guys close?”
Me: “5 p.m.”
Caller: “What time is it
now?”
Me: “4 p.m.”
Caller: “Do you think I can
make it before you close?”
Me: “I don’t know, where do
you live?”
Caller: “With my girlfriend.”
Me: “Where, like your
location, town, etc.”
Caller: “Sorry, her house is
right beside her Mom’s.”
Me: “What’s the name of the town?”
Caller: “The name of the town is Wilson, sorry dude, it’s
about 10 minutes from you. Watts is well over an hour
away, I know I couldn’t make it in time if we lived there!”
Me: (silence again, but longer). “Buddy, you can make it
I’m sure.”
Caller: “My name is Bob, not Buddy, Mike. The only
problem is I’ve got three beers left, I’ve got to stop and get
more on the way, and some smokes. Could you wait for
me, like, 15 to 20 minutes over?”
Oblivious wrong number
Caller: “Am I the 10th caller?”
Me: “Excuse me, sir?”
Caller: “Has anyone won those Randy Travis tickets yet?”
Me: “Sir this is not the radio station, maybe you were
listening to the radio, and heard our ad, and wrote down
the wrong phone number.”
Caller: “Man, I was really wanting to take my little stepsister to that concert. Are you sure I’m not the
10th caller?” Broader coverage.
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COMMUNITY
STEPHEN
Ô Q&ABARLAS
WASHINGTON INSIDER
Washington Correspondent
[email protected]
UNDERGROUND
TANKS IN FOCUS
EPA eases costs for UST inspection, testing
he costs of complying with the
new rule on underground storage
tanks (USTs) won’t be nearly as
onerous for service stations and
others in the aftermarket sector as once
thought. The Environmental Protection
Agency (EPA) eased some of the mandates it had proposed back in late 2011
when it published a final rule in
mid-July.
Five years in the making, the rule
adds maintenance and inspection
requirements to equipment rules for
USTs first established in 1988.
USTs holding petroleum and motor
oil are ubiquitous in the automotive
service station sector. The changes
the EPA made to the final rule resulted in much lower compliance costs
for service stations, which account for
about 360,000 of the 560,000 tanks that
exist, according to Bob Renkes, executive VP & general counsel, Petroleum
Equipment Institute.
The Petroleum Marketers
Association of America (PMAA) estimated the proposed rule would have
cost upwards of $6,000 per site. Mark
Morgan, regulatory counsel to the
PMAA, says the burden is now estimated to be $2,377 per site.
Kirk McCauley, director of member relations and government affairs
WMDA Service Station & Automotive
Repair Association, says the final rule
is “not as bad as I expected.” His group
had a number of problems with the
proposed rule after it was published
in 2011. “Not having to check containment sumps monthly will save a lot
of backs; some covers are in the 200
pound class,” he notes. They will have
to be visually checked once a year.
“And the elimination of interstitial
space testing on storage tanks’ underground piping and sumps is the right
T
14 OCTOBER 2015
decision,” adds McCauley. That would
have been a major problem and cost
for service stations with old tanks with
secondary containment. The owners
would have had to break through concrete or asphalt to get to the interstitial
opening to do the test.
“A lot of what is in this regulation
is already standard practice. Overall I
think it will cause some heartburn but
not as bad as the industry was expecting,” notes McCauley.
PMAA’s Morgan believes testing
requirements for sumps under the final
rule would be very costly and burdensome. PMAA is seeking clarification
from EPA and will reassess, he said.
The initial rule was established in
1988. It set standards for spill, overfill,
corrosion protection and release detection. But there are still approximately
6,000 releases each year. The EPA says
lack of proper operation and maintenance of UST systems is the main
cause of new releases. For example,
EPA required spill prevention equipment to capture drips and spills when
the delivery hose is disconnected from
the fill pipe, but did not require periodic testing of that equipment.
The final rule doesn’t require anyone
to install new equipment, or for those
buying new USTs to purchase tanks
with newer, more expensive features.
The rule is all about inspecting and
testing equipment that was specified
in the 1988 rule. The implementation
date for most of the new requirements
is three years hence.
The inspection requirements are not
expected to be onerous. Some of the
testing requirements could be costly,
though, especially for service stations
and gasoline retail locations that don’t
have the expertise to do the testing.
They will hire outside contractors,
Inspection
requirements are
not expected to be
onerous.
according to Wayne Geyer, executive
VP, the Steel Tank Institute.
The new testing requirements
include testing of spill prevention
equipment (using vacuum, pressure,
or liquid methods) every three years
unless the equipment is double-wall
spill prevention equipment and both
walls are periodically monitored for
integrity. Integrity monitoring must
be performed at least once every 30
days. The rule includes a three-year
testing requirement for containment
sumps used for interstitial monitoring of piping unless the containment
sumps are double wall and the integrity of the walls is periodically monitored. Integrity monitoring must be
performed at least once every 30 days.
The rule also requires annual operation and maintenance tests on electronic and mechanical components of
release detection equipment to ensure
they are operating properly. This
includes automatic tank gauge systems and other controllers, probes and
sensors, automatic line leak detectors,
vacuum pumps and pressure gauges,
and handheld electronic sampling
equipment associated with vapor and
groundwater monitoring. 7:18 AM
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Service Repair E-News & Alerts
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DISTRIBUTION NEWS,
NOTES AND HAPPENINGS
Photo: AAPEX
COVER STORY
AAPEX AIMS TO HELP BUSINESSES GET IN FRONT OF CHANGE
BY JAMES E. GUYETTE | CONTRIBUTING EDITOR
again anchoring Automotive
Aftermarket
Industry Week (AAIW),
the Nov. 3-5 Automotive Aftermarket
Products Expo (AAPEX) is breaking
last year’s record-setting lineup of
exhibitors as more than 2,400 manufacturers and suppliers will be showcasing the latest products, services
and technologies to some 39,000 targeted and qualified industry buyers
landing in Las Vegas from 140 nations.
Co-owned by the Auto Care
Association and the Automotive
Aftermarket Suppliers Association
(AASA), all of AAPEX’s available booth
space has been sold out. Organizers
of the concurrent Nov. 3-6 Specialty
18 OCTOBER 2015
Equipment Market Association (SEMA)
Show also are reporting an especially
positive response. (Attendance badges
are reciprocally valid for both events.)
AAPEX this year will be hosting
about 330 first-time exhibitors, and
booth operators from more than 30
countries will be represented, including Australia, Argentina, Brazil,
Canada, China, France, Germany,
Hong Kong, India, Japan, Mexico,
Singapore, Spain and Turkey.
“Although AAPEX does not have
a theme each year, the overall theme
for this year’s event is AAPEX: Ahead
of the Curve,” says Arlene Davis, vice
president of meetings and events at
the Auto Care Association. “Early in
2015, we launched a major rebranding initiative to clearly convey what
AAPEX represents for both exhibitors
and buyers in the global automotive
aftermarket industry.”
Numerous changes have been
implemented as part of the rebranding and transformation process. A redesigned show floor features sections
positioned according to parts categories, making it easier for attendees to
navigate the aisles and locate specific
booths and products.
An all-new logo with a streamlined
look and contemporary feel has been
created to be in sync with the many
technological advances taking place
in the industry – plus the design
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TRENDING Ô COVER STORY
AAPEX THIS YEAR WILL BE HOSTING ABOUT 330 FIRST-TIME EXHIBITORS,
AND BOOTH OPERATORS FROM MORE THAN 30 COUNTRIES.
highlights the unique value delivered
to industry buyers streaming through
the turnstiles.
“While at AAPEX, buyers get to
explore the most innovative technologies and solutions, talk in-person to
manufacturers from around the world,
and gain the tools necessary to stay
ahead of the curve,” Davis says.
AAPEXedu, which starts on Monday,
Nov. 2, is the educational program.
Nearly 50 free sessions will be conducted, many with a dedicated focus on
emerging and disruptive technologies
to help attendees stay competitive in
today’s high-tech and highly sophisticated business environment.
Many topics will be relevant to
exhibitors as well as buyers, including
“Will You Be Able to Attract the Best
Millennials to Your Sales Team,” “Gen
Y Decoded,” “Selling in the Age of
Disruption,” “How to Profit from Content
Marketing” and “How to Put Your
Online Marketing Toolbox to Work.”
Sessions will be identified in newly
designated tracks, including disruptive
technology, vehicle systems technology and operating your business technology. Subjects include 3D Printing,
Intelligent Transportation Systems,
Telematics, 21st Century Technology
Vehicles, Leveraging the Third
Platform, Warehouse Robotics, New
Safety Technology and Transforming
Traditional Aftermarket Supply Chains.
“In addition to the AAPEX General
Session presentation by Louis Efron of
Tesla Motors, a redesigned show floor,
new branding and AAPEX TV, attendees will benefit from more technology
in booths than ever before. We’re also
adding demonstration areas for emerging technologies to show attendees the
potential impact on their businesses,”
says Davis.
“We’re launching AAPEX TV, bringing a whole new level of excitement
and exposure,” she says. A full news
crew will report on various programs
and features, airing on televisions in
the lobbies of the Sands Expo Center,
on the show floor and in guest rooms
on its own channel in the Venetian/
Pallazo, the Mirage and the Westgate
Hotel (formerly the Las Vegas Hilton).
“U.S. exhibitors are taking additional
20 OCTOBER 2015
space and are bringing a variety of staff
to meet the demands of the AAPEX
buyer,” Davis notes. “They have folks
who can respond to technical questions,
to international buyers and much more.
In addition, many of our exhibitors are
showing new high-tech tools, parts and
much more. Many of them will be showing more about telematics and other
challenges facing the industry.”
Under one roof
All of the products on display will be
listed and searchable on the www.
aapexshow.com website and Mobile
App in categories that align with industry standards. “This change will make
it easier for attendees to identify what
they’d like to see at AAPEX and ensure
they have the right tools for the job,”
she explains.
“It’s free, easy to download and
install, and even easier to use. New this
year, exhibitors are listed within product categories that align with industry
standards, making it super easy to use
the app’s Product Category search to
find what you’re looking for at AAPEX.”
Another addition is ExpressEdu, a
series of free, short, thought-provoking
presentations on concepts, practices
and ideas offered to accommodate
attendees’ busy schedules.
“We anticipate that AAPEX will
once again attract the key buyers and
decision-makers – both domestic and
international. The key decision-makers
come prepared to do business and to
learn as much as they can from manufacturers, industry experts and colleagues,” says Davis.
“WDs and retailers can see, touch
and compare the latest products, services and technologies at AAPEX, all
under one roof. AAPEX provides the
opportunity to meet in person with key
manufacturers to solidify existing relationships and build new partnerships,”
she emphasizes.
“With nearly 800 U.S. manufacturers,
of which more than 300 export, AAPEX
provides an excellent opportunity for
buyers to meet new U.S. export partners to grow their bottom line.”
The event works closely with the U.S.
Commercial Service – the export promotion arm of the U.S. Department of
Commerce – to help support and assist
buyers traveling to AAPEX. Many buyers arrive as part of official international
buyer delegations led by specialists
from the U.S. Commercial Service. When
traveling with an official delegation, the
specialists help buyers identify exhibitors that export, determine the market potential of product lines, set up
appointments with potential suppliers
and facilitate in-person meetings.
“All industry segments will benefit
by attending AAPEX,” says Davis. “All
total, we have approximately 20 different buyer categories. In 2014, we had
solid growth in several of our target
buyer categories, including independent repair garages, auto parts retailers, warehouse distributors and tool
and equipment dealers,” Davis reports.
“Attendees also represent program
groups, import specialists, tire dealers,
mass merchandisers, franchised and
independent dealers, fleets and PBE
jobbers. As an added bonus, many
industry conferences also will take
place during AAPEX, giving buyers
the benefit of maximizing their time
and money while in Las Vegas.”
Current conferences include the 2015
Automotive Warehouse Distributors
Association (AWDA) Annual Business
and Education Conference, the
Aftermarket Auto Parts Alliance Micro
Conference, the National Automotive
Service Task Force (NASTF) Fall 2015
General Meeting, the International Heat
Transfer Association (NARSA) Annual
National Convention, the AVI Training
Conference, the Remanufacturing
Conference, and the Fixed Ops
Magazine Conference and Expo.
Peter MacGillivray, vice president of
events and communications at SEMA,
encourages attendees to take a closer
look at what the Tuesday-Friday, Nov.
3-6 SEMA Show has to offer.
“We’re seeing buyers stay longer
and take advantage of every opportunity to connect with exhibitors at the
SEMA Show,” he observes. “These are
buyers who are focused on getting the
most out of the SEMA Show and, in
fact, we know that buyers who are at
the show for the entire duration tend
to be more successful than those who
come for just one day.” Always Choose
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1833
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© Wells Vehicle Electronics
TRENDING
THE EMERGING MARKETS SPECIALTY
COMMERCE CENTER
Finding
opportunity in aftermarket sweet spot
BY MARTY MILLER | EXPERIAN AUTOMOTIVE
ormer college football coach Lou Holtz once said, “In
the successful organization, no detail is too small to
escape close attention.” It’s a quote I believe should be
considered by many aftermarket executives.
When you think about the business opportunity that
exists for aftermarket organizations, it’s fairly finite. The
sweet spot for these companies consists of vehicles that are
six to 12 years old and have recently come off of warranty. In
the grand scheme of the industry, this limits the number of
prime target customers these companies can attract.
Due to the natural limitations of the aftermarket industry,
it’s important for these organizations to analyze the data and
understand as much detail as possible to get a better sense
of where their customers are and what inventory they need
to stock. By digging into the data, aftermarket companies will
better position themselves for success.
Breaking down the sweet spot by region and state
Today there are approximately 89 million vehicles within
the aftermarket sweet spot. To offset the limited number of
vehicles that fall within their prime target, aftermarket companies need to understand where these vehicles are located
so they can better manage their inventory.
At a regional level, the Northeast has the highest concentration of those sweet-spot vehicles on the road at nearly
37.5 percent. It is followed by the South (35.7 percent), the
Midwest (35.2 percent) and the West (33.5 percent).
Census region
Northeast
South
Midwest
West
Market share of sweet spot
37.5%
35.7%
35.2%
33.5%
Diving a bit deeper, we also found that Maine and
Massachusetts are the only states with more than 40 percent
of sweet-spot vehicles in operation, at 41 percent and 40.1
percent, respectively.
Interestingly, although the West has the lowest percentage of vehicles that fall within the sweet spot, Hawaii has
the fifth-highest share, at 37.9 percent.
On the opposite end of the spectrum, three states have
sweet-spot shares below 30 percent. Oregon and Idaho are at
29.7 percent and 29.5 percent, respectively, while Oklahoma
comes in at 29.4 percent.
Parts-level breakout at lower geography levels is crucial to product planning
Understanding where certain vehicles are located can only
help these organizations so much. It’s critical for aftermarket
companies to gain insight into which vehicle parts are most
prevalent among certain models. This level of detail can help
22 OCTOBER 2015
these companies properly manage their inventory and market to potential customers.
For example, when we consider battery group sizes, the
detail is especially important. For 2014 model year vehicles,
the battery group size with the highest market share was
94R, with more than 1.9 million light-duty vehicles on the
road today. However, when we look at the first model year
of the current sweet spot, 2004, group size 94R has fewer
than 177,000 vehicles. Compare that with the group size 78,
which has more than 2.4 million vehicles in the 2004 model
year still on the road.
Currently, the top five battery sizes make up 47.2 percent
of total vehicles on the road:
Group size
24F
65
78
35
48
U.S. share
11.1%
10.4%
9.9%
9.5%
6.2%
However, when viewed regionally and only for battery
group sizes within the sweet spot, the breakdown of part
numbers and volumes varies due to the different vehicle mix
within each geography area:
Group size
Top five sweet-spot batteries
Midwest
Group size
Northeast
24F
2.2M
24F
2.5M
34
2.2M
35
1.5M
78
2.0M
65
1.2M
65
1.7M
51R
1.1M
48
1.4M
34
1.0M
Group size
South
Group size
West
24F
5.5M
24F
3.5M
65
3.5M
35
1.9M
78
2.9M
65
1.6M
35
2.8M
78
1.4M
48
2.5M
51R
1.3M
Breaking this down further to metropolitan area or even
ZIP Code would yield even different results.
A database of automotive detail
Experian Automotive provides a rich breadth of automotive aftermarket data. Experian’s North American Vehicle
Database has more than 9.5 billion records with information
on 745 million vehicles in the United States and Canada. • Name Brand Quality Parts
• Full Service Supplier
• Strategic Business Partner
• More Than 5,000 Outlets in North America
www.TheGroupAPSG.com
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HONDA TAKES NEW ROUTE IN TECHNOLOGICAL QUEST
INTERNATIONAL
NEWSMAKER
BY JAMES E. GUYETTE | NEWS CORRESPONDENT
n a series of moves likely to
benefit inventors and vendors of
cutting-edge automotive innovations, new Honda CEO Takahiro
Hachigo is implementing a
heightened emphasis on developing
advanced technologies while easing
up somewhat on reaching what has
been described as overly ambitious
vehicle sales goals that have been
over-extending the company’s existing engineering resources.
Hachigo, who assumed the
Japanese automaker’s top position
in June, replacing Takanobu Ito, says
the company is interested in exploring technological alliances with other
OEMs along with further enhancing
its in-house research and development efforts. He invites other industry vendors to contribute their own
ideas and concepts.
TRENDS & MARKET ANALYSIS
In July Honda launched the significantly redesigned 2016 Accord at a
ceremony saluting recently unveiled
upgrades to the company’s Silicon
Valley R&D facility.
The spotlighted rollout of the
Accord “symbolizes our commitment
to advanced technology and vehicle
connectivity for the benefit of our
customers,” says Nick Sugimoto, the
California laboratory’s senior program director.
“This is the most high-tech Accord
ever built, and now the highestvolume vehicle in the entire industry to offer Android Auto and Apple
24 OCTOBER 2015
CarPlay. Upgrades to Accord technology also include the adoption of
Honda Sensing, a comprehensive
suite of safety and driver-assistive
technologies,” he says.
“Through a new open innovation
initiative, the just-announced Honda
Xcelerator, we will provide resources to technology innovators to help
rapidly develop prototypes with the
potential to transform the automotive
experience,” Sugimoto adds.
The program provides funding for
proof-of-concept prototyping and a
chance to work directly alongside
company engineers in a collaborative
atmosphere that encourages mentoring, according to Frank Paluch, an
R&D divisional president.
Innovators will also have the opportunity to pitch their technologies to
Honda’s global business units once
their prototypes are developed. (More
information can be obtained at a new
specialized website: xcelerator.hondasvl.com.)
“As an industry, we are on the
verge of some major transformational changes brought on by the convergence of what have been, to this
point, largely disparate technology
disciplines,” Paluch says. “Honda
will embrace and help lead this convergence. Our operations in Silicon
Valley are a testimony to our focus
on this new direction in our product
and technology development efforts.”
The Silicon Valley lab, which was
first established in 2000, is dedicated to researching and prototyping
game-changing innovations and harnessing new ideas and technology.
JEFF NEDWICK
Strategy director at
Infor
WHAT EXACTLY IS BIG
DATA?
Big data, or big data and
analytics technology, is any
technology that facilitates
the capture, consolidation,
dissemination and analysis
of data coming from any
source, in any format and
at any speed.
Q: How is this technology being applied at the manufacturing
level?
A: Automotive manufacturers can
leverage big data technology in several ways. The most common use
case is predictive maintenance. But
for automakers, predictive maintenance can refer to optimizing the
maintenance of plant floor equipment – through real-time monitoring
of the equipment and its operating
environment, or monitoring of the
vehicle itself. The latter case involves
real time analysis of vehicle sub-systems, which can aler t the driver of
an impending component failure and
route them to the nearest repair shop
with the replacement part in stock.
One way automakers are tr ying to
differentiate their vehicles in today’s
extremely competitive market is by
providing a better customer experience. Typically that equates to extending the driver’s connected lifestyle into
the vehicle and that is done by utilizing big data and cloud technologies
to synthesize vehicle data with driver
TRENDING Ô INTERNATIONAL MARKETS
HONDA’S SILICON VALLEY LAB IS DEDICATED TO RESEARCHING AND PROTOTYPING
GAME-CHANGING INNOVATIONS AND HARNESSING NEW IDEAS AND TECHNOLOGY.
data and present it on the world’s largest mobile platform
– the vehicle’s infotainment system. And finally, savvy automotive companies recognize the monetary value of all that
vehicle data and are looking into ways to use it to create a
new source of revenue by reselling it to third parties who can
use it for extremely targeted and timely product offerings.
Current areas of focus include connected mobility, novel
human-machine interfaces, supporting app developers
through initiatives such as the Honda Developer Studio
and computer science research for vehicle intelligence,
he explains. The engineers also spearhead the company’s continuing working relationships with other Silicon
Valley-based technology firms.
Q: How can aftermarket manufacturers benefit from cloud
technology?
Buckeye collaboration
A: Af termarket manufacturers are no dif ferent to other
automotive vehicle or components supplier manufacturers
in that they now recognize they can no longer afford to be in
the data center business. Capital that is currently tied up in
owning and maintaining an IT infrastructure could be better
used to fund R&D efforts to develop innovative new products
or to expand manufacturing capacity to support growth
initiatives. A good example of this is Ambac International, a
global manufacturer of diesel fuel systems, who recently
decided to move to the cloud because their aggressive growth
objectives were being constrained by their legacy on premise
ERP system. Cloud-based solutions have a lower total cost of
Honda and The Ohio State University recently celebrated
the grand opening of the new Simulation Innovation and
Modeling Center (SIMCenter) by inviting other potential
industry partners to collaborate at the facility, which is
designed to advance product performance and manufacturing processes through computer-aided simulation.
Located in Smith Laboratory on the Columbus, Ohio campus as part of the College of Engineering, the SIMCenter
was launched as a result of a $5 million contribution from
Honda; it began operating late last winter. The center is
focused on researching and developing new and improved
computational engineering tools for all aspects of vehicle
design and manufacturing.
“The SIMCenter is a little over one year old, and we
READ MORE ABOUT AFTERMARKET TRENDS
ownership and help lower overall IT costs through reductions
in data center spending and in IT personnel costs.
Q: Is this technology applicable to suppliers vending to OEMs?
A: Automotive suppliers have a great deal to gain by moving
their enterprise systems to the cloud. They live in a world of
razor-thin margins where every dollar not directly tied to the
development of innovative new products, expansion into new
markets or adding capacity to keep up with customer demands
must be heavily scrutinized.
As growth in emerging markets continues to outpace both
NAFTA and Europe, OEMs are investing in manufacturing facilities in or near the markets they will sell into and they’re taking their
suppliers with them. As a cost of doing business, suppliers are
often required to enter into high-risk operations – operations that
provide uncertain futures and in locations short on IT resources –
on short notice. Dedicated, on premise IT infrastructures and support staff make little sense in these highly volatile environments. A
better solution is to utilize cloud-based enterprise systems which
can be stood up much quicker, require fewer on site IT resources
and dramatically reduce the need for capital.
Suppliers to OEMs also carry more R&D responsibility than
ever before. This R&D requires access to capital – capital that is
too often tied up in supporting on-premise enterprise systems.
have already received significant industry funding, primarily from Honda,” says SIMCenter Director Rob Lee.
“With 10 faculty members actively participating in the
center, and an aggressive effort to hire research staff
underway, we are now ready to reach out to potential
industry partners to help them with their research and
development needs.”
The SIMCenter seeks to utilize computer-aided engineering to improve the accuracy of virtual testing for new
materials and designs. These innovations will save time
and resources during development, and can predict outcomes with greater precision, he says.
Since 1988, Ohio State and Honda have continuously
partnered on initiatives in education, research, product
development and public service. This latest step in the
partnership will accelerate the adoption of virtual engineering methods to enable greater product innovations
and benefit future customers, according to Lee and Paluch.
“Every company has a different vision for the future of
mobility, however, we all have a common need to develop
ideas into new solutions as quickly, safely and efficiently as possible,” says Paluch. “The collaboration in the
research environment of the SIMCenter by talented young
engineers trained in advanced CAE (computer-aided engineering) methods will help advance the field much more
quickly than we could do alone.
At the 31st Annual Honda Supplier Conference held
TRENDING Ô INTERNATIONAL MARKETS
Q: What are some of the latest developments in aftermarket supply chain management?
Q: Is this technology available and affordable for small to midsized distributors?
A: Automotive aftermarket supply chains are already some of the
most complex in the world and they are getting even more complex thanks to growth in emerging markets and its requirement
to forge partnerships with local suppliers. Increased interest in
connected car/autonomous cars is also adding complexity to the
supply chain by attracting many non-traditional suppliers from
outside the automotive industry.
A: Yes. All participants in the supply chain can benefit from these
intuitive, affordable tools, especially when deployed in the cloud.
Management of these incredibly complex supply chains
requires tools that provide visibility into every link of the supply
chain and identify possible supply chain bottlenecks before they
delay shipment of parts to a customer and potentially halt production. Such solutions foster collaboration by providing an intuitive
user experience and easily integrate into existing ERP systems.
Q: How can this technology assist at the warehouse level?
A: Careful management of the entire supply chain is critical when
responding to last minute schedule changes from an OEM – a
breakdown in one link of the supply chain can be the difference
between on-time delivery of parts to the customer or shutting
down their assembly line.
Advanced supply chain management solutions automatically
notify suppliers when a schedule change is made. Embedded
trading partner profiles ensure that customer-specific shipping
labels, documents and Advanced Shipment Notifications (ASNs)
are automatically generated by the supplier. Barcode readers in
the customer’s warehouse verify the accuracy of the received
shipment, automatically notify relevant personnel, update production systems and authorize payment to the supplier.
The entire process can be tracked by production planners and
purchasing personnel from their desktop or a mobile device via
easy-to-use, customizable dashboards and alerts.
in Columbus in April, the automaker honored 64 North
American auto suppliers for their achievements in providing parts for Honda and Acura vehicles.
“The concept of value is determined by the customer,
and that value is based on our ability – Honda and our
suppliers together – to deliver in terms of quality, cost
and delivery,” says Tom Lake, vice president of North
American purchasing. “Only by making long-lasting, durable products can we create long-lasting, durable relationships with our customers.”
In 2014 Honda’s 682 North American suppliers combined to provide a record-setting $26.3 billion worth of
parts for the more than 1.8 million Honda and Acura passenger vehicles Honda produced last year in the United
States, Canada and Mexico.
Lake notes that 2015 is being celebrated as “The Year
of Honda” with a number of new product introductions
taking place this year, including the Acura NSX supercar;
the HondaJet aircraft; and Honda’s return to Formula One
auto racing – as well as major new models such as the allnew 2016 Honda HR-V crossover, a new 2016 Honda Pilot
and 2016 Honda Civic.
28 OCTOBER 2015
Q: Can it be applied to customer relations management?
A: Aftermarket parts manufacturers who sell to both OEMs and to
retailers/distributors face unique CRM challenges. The technology
should include an embedded, up-to-date trading partner catalog
that eliminates the need for the supplier to manually keep track
of changes to data exchange requirements for every customer or
create a data exchange for every new customer added.
Q: Is it also suitable for customer billing purposes?
A: For aftermarket suppliers that also sell to OEMs, EDI capabilities embedded within customer management solutions integrate
complex CUM (Cumulative) billing processes with ERP capabilities
are a necessity. Web-based EDI services that run in the cloud
reduce EDI Value Added Network (VAN) charges while seamlessly
integrating with on premise ERP systems.
Q: Are retailers using this technology?
A: Many retailers and distributors use cloud-based solutions to
electronically exchange data shipping, billing and order status
information with manufacturers.
Q: Is it practical for auto repair shops to utilize?
A: Automotive dealers typically use the EDI capabilities embedded within a Dealer Management System for the exchange of
data with their OEM customers. However, a cloud-based EDI
solution could be very valuable for exchanging order, billing and
shipping information with the many suppliers of aftermarket parts
and services.
Jon Minto, senior vice president of engineering planning, is encouraging its vendors to continue adding flexibility and agility into their manufacturing operations in
order to keep up with the increasing complexities involved
in meeting expanding customer tastes and regulatory
requirements.
“Being an agile manufacturer enhances the value of
your production characteristics, elevates your competitive advantage and supports our customers,” says Minto.
“Honda R&D Americas is taking on even greater
responsibilities within our global R&D operations, leading development of some critical new global models,
like the upcoming 2016 Civic,” says Mat Hargett, vice
president of Acura development. “We are challenged
with developing new technologies that give joy to our
customers while addressing societal concerns such as
safety and the environment – all while taking our quality
to new levels.”
“We know from experience that outstanding quality
performance is an essential part of competitiveness as
well as supplier success,” adds Mark Willoughby, division
manager of North American procurement. For repairs that are right the first time, your best bet is an
original equipment part. NTK Oxygen Sensors are original
equipment on more vehicles worldwide than any other brand.
For details, go to NGKsparkplugs.com
Come see us at AAPEX booth # 1833
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VEHICLE, PARTS SALES INCLUDE MORE ONLINE INTERACTION
VENDOR
NEWSMAKER
ANDREAS
RONNESETH
CTO of RevolutionParts
uto dealerships and OEMs will
increasingly turn to digital car
showrooms to reduce costs and
increase sales. According to new
research from Frost & Sullivan,
new types of stores and online showrooms like Audi City, BMW Brand and
the new MINI Pop-Up stores represent
the future of auto retailing.
Frost & Sullivan’s “Executive Outlook
of the Future of Automotive Retail”
found that investments in digitization
worth $500 million to $5 billion are
expected from multiple vehicle OEMs
and dealer groups in Europe and North
America in 2016, and that 20 percent to
30 percent of the conventional dealership space will be allocated for digital
technology. Digital spending is expected to account for roughly 70 percent of
marketing and advertising budgets of
dealers and OEMs.
Parts and service, likewise, will
include more digital and online components. “Sales of parts are increasingly
going online, with most sellers across
different markets adopting an eCommerce platform for selling them,” says
Frost & Sullivan aftermarket senior
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30 OCTOBER 2015
research analyst Anuj Monga. “OEMs
are partnering with existing online
retailers, or in some cases even selling
their parts directly. The independent
aftermarket retailers are increasingly
upgrading their websites, including
payment gateways and providing value-added fulfillment options.”
Modern customers are
much more price sensitive
and much less loyal
to a particular brand or
dealer, according to
Frost & Sullivan.
According to Monga, telematics is
another key enabler in the evolution of
parts, and service retail and different
market participants are developing systems that connect with the car remotely
and help with in-vehicle sales.
Luxury brands are leading the way
in digital retailing. Audi, Jaguar Land
Rover and Nissan have already digitally
revamped existing showrooms for retail
and after-sales purposes in Europe.
Domestically, OEMs like Lexus and
General Motors/Cadillac are approaching digitization primarily in existing
showrooms and encouraging their
sales forces to apply digital methods.
By incorporating digital technology into traditional retail processes,
automakers and dealers can provide
an immersive experience for customers. The primary obstacle to this is the
cost of modernizing store elements
WHAT ARE SOME KEY
CHALLENGES DEALERS
FACE IN SELLING PARTS
ONLINE?
RevolutionParts provides
a platform that helps auto
dealerships establish
online parts stores. As of
2015, the company has
processed $100 million in
online parts sales.
A: I think the technology is
pretty easy to use at this point. What is
a challenging for parts departments in
particular is getting some of the marketing off the ground. They also have to
recognize that selling parts online is a
separate business and you have to run
it as such. You can’t just set up a store
and expect orders to come in. We spend
a lot of time with dealers just explaining
how to get the word out about the site.
Q: Are there many operational
challenges?
A: One thing dealers are equipped to do
is ship parts. We don’t see many logistics
issues. They do need to staff appropriately to answer questions for online customers. Customers also want to know
how quickly they can get a part. Dealers
may not have the level of inventory to
send a part immediately. It varies. Getting
a part quickly can be a challenge.
and investing in digital technology and
background infrastructure.
Marketing of these new capabilities
will also be a key part of making them
successful.
READ MORE ABOUT AFTERMARKET TRENDS
IN THE U.S., OEMS CANÕT SELL CARS DIRECTLY TO CONSUMERS VIA THE INTERNET OR
POP-UP STORES, AS TESLA FOUND OUT WHEN IT CHALLENGED THIS MODEL. BUT TESLA
IS ABLE TO OPERATE IN A LIMITED FASHION IN SOME REGIONS.
Q: What misconceptions do dealers
have about online parts sales?
A: They want sales to ramp up right
away. There is a misconception about
how long it will take to establish yourself
online. You have to set the expectation
that it will take three to six months to
see if it’s working, or if you have the right
marketing strategy.
“OEMs and dealers will partner up
to pilot digital stores and to measure
lots of KPIs – footfalls, likes, dislikes,
level of engagements, demographics, brand awareness, customer age,
lead response time, and vehicle configurability satisfaction,” says Frost &
Sullivan Automotive & Transportation
Team Leader Neelam Barua. “This will
lead OEMs and dealers to decide on
furthering the new digital initiatives in
their traditional retail process.”
There are some limits to how far this
can go. In the U.S., OEMs can’t sell cars
directly to consumers via the Internet
or pop-up stores, as Tesla found out
when it challenged this model. (Tesla
is able to operate in a limited fashion
in some regions.)
In Europe, things may play out differently. “The expiration of the EU’s block
exemption regulations is seen as an
opportunity to restructure dealership
networks, eliminate underperforming
dealers, and cease multi-brand retailing,” Barua says. “Restructuring will
include digitization of showrooms in
strategic locations to capitalize on the
halo effect of digital showrooms.”
According to Frost & Sullivan, this
multi-channel retailing strategy that
incorporates digital approaches is
in part a response to the shrinking
of the dealerships network that took
place over the past few decades and
the declining number of car buyers
that visit showrooms. While sales are
increasing, modern customers are
much more price sensitive and much
less loyal to a particular brand or dealer.
“The challenge for automotive OEMs
is not only to devise a new sales strategy, which could bring down the total
cost of the vehicle, but also to maintain the same customer loyalty level as
before,” Barua says. “To achieve these
ends, OEMs will introduce multiple
touch points to the car purchase process by 2016.”
According to Barua, 50 percent to
60 percent of sales leads will originate
from digital channels by 2016; beyond
2020, digitization will “enable lead
conversion ratio improvements of more
than 80 percent.”
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NEXT-LEVEL
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TECHNOLOGY SOLUTIONS
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NEW IT SYSTEMS HELP ARCH AUTO BE MORE RESPONSIVE
hen the manager of Arch Auto
Parts’ Atlantic Avenue location
in Brooklyn, N.Y., discovered
smoke pouring into the basement from a fire in a nearby
building in July, the fire department
quickly had the facility evacuated and
shut off the power. But that didn’t stop
the store from doing business.
Thanks to a new voice-over-Internet
protocol (VoIP) phone system and a
new IT infrastructure, all calls were
forwarded to another one of Arch’s 10
locations. Arch was able to continue to
fill orders remotely.
The IT upgrade was part of a company-wide rebranding effort. While
Arch Auto Parts is well-known with
repairers in the New York area, the
company didn’t have as much visibility with retail consumers as big
box competitors like AutoZone. Arch
remodeled its stores to be more consumer-friendly, and also deployed
the new phone system, a new point
of sale (POS) solution, new IT network
infrastructure, and a GPS-enabled dispatch and delivery system.
“We’ve been in business 30 years,
and we really wanted to let retail shoppers know more about us,” says vice
president of marketing Lucy Henner.
“We wanted shoppers to know that
we were in the neighborhood, and that
we’re open and responsive to retail customers as well as shops. That needed
to be obvious from outside the stores as
well as inside.”
32 OCTOBER 2015
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QA
DANIEL BREYRE
Product and Business
Insight Manager for
Hardware at MakerBot
More flexible phone,
POS systems
Arch Auto Parts is a member of the
Automotive Parts Service Group, and in
addition to its 10 stores also operates
four warehouses. Arch stocks some
50,000 parts, and is able to fill orders
from inventory 95 percent of the time
for customers in the Brooklyn, Queens
and Nassau/Long Island area.
Arch Auto Parts, a member
of the Automotive Parts
Service Group, operates
10 retail stores and four
warehouses.
Arch has been using the Epicor
Ultimate suite for several years, but
updated a number of other systems over
the past year. The bulk of the IT changes were to customer-facing systems.
Arch used to have individual phone
servers with copper lines at each
location, but president and CFO Tom
Henner says the company wanted to
be able to leverage the phone system
across all locations. They invested in
an Allworx VoIP solution hosted by
Windstream over a multiprotocol labelswitching (MPLS) network.
“That lets us move customer calls
from one location to another,” Henner
says. “If one store is closed we can forward calls to another location, and we
can do things with call monitoring that
we couldn’t do before.”
WHAT ARE SOME
KEY APPLICATIONS
FOR 3D PRINTING
IN THE AUTOMOTIVE
AFTERMARKET?
There are three areas where
we see 3D printing taking
root. One is in prototyping for quick iterations. It
can also be used to create
negatives and fixtures that
can help you produce parts that you
just designed. It can help with short-run
production to generate some of those
models. Anything you would use to build
or fabricate or mock-up a model. Molds
and die cut tools are expensive, and you
don’t want to get it wrong.
A third area that is just starting to
take hold is in customization. There is
an interest in things that are personalized. You can get the information and
scale it to the ergonomics of a specific
individual, change the way it forms and
fits. You can do that with high-end modern vehicles or older vehicles where the
original data and information have been
lost. You can design and print something
for a restoration.
Q: What are the barriers to wider
adoption?
A: Automotive is a highly regulated market, which presents a high barrier to
entry. You can’t just put anything you
want on a vehicle. Things are a little more
cavalier in the aftermarket, but the OEMs
ES681158_AMB1015_032.pgs 09.30.2015 01:51
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ARCH AUTO PARTS REMODELED ITS STORES TO BE MORE
CONSUMER-FRIENDLY, AND ALSO DEPLOYED THE NEW
PHONE SYSTEM, A NEW POINT OF SALE (POS) SOLUTION,
NEW IT NETWORK INFRASTRUCTURE, AND A GPS-ENABLED
DISPATCH AND DELIVERY SYSTEM.
don’t want to move away from technology and materials they are familiar with.
Q: Do you see companies producing
on-demand replacement parts this way?
A: That’s the benefit of 3D printing, that
ability to not have hard assets. You don’t
have to create a tool or a mold. You
don’t have inventory. If you don’t want
to hold all of that inventory for a particular car, you release the models. You just
transfer data.
Q: So how do companies using that
model generate revenue?
A: That’s something we talk about quite
a bit. Companies want to hold on to their
designs. But the ancillary benefit is that
by releasing that to other people, you
don’t have to keep inventory. You can
release that from the books. There’s a
hesitation to be the first company to
open up. We’re seeing more movement
on the customization side. Automotive
is slow to move that way, but we see
consumer products moving faster in
that direction.
Arch Auto serves a significant
Spanish-speaking population, so customers can call in and be connected
with specific countermen that can
help them. Customers can also dial
direct extensions to talk to their preferred countermen.
If a connection goes down, calls can
be redirected to another part of the
network. There is also a separate, highcapacity network with more latency
that is used for monitoring the stores
with networked video cameras.
Arch also installed networked cash
registers so that activity could be
pulled, balanced and reconciled more
efficiently. “From a control standpoint
that lets us know at the end of the day
all the transactions that went through
the cash registers,” Tom Henner says.
The company also is using a Bank
of America cash management solution
that lets staff feed bills into smart safes
that count and sort the bills, and then
automatically credits Arch’s accounts.
The company also has check scanners
installed so that checks can automatically be deposited from the stores.
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management
Arch Auto Parts uses a network of
some 75 or 80 drivers for deliveries
throughout the city. Using a fleet tracking solution developed internally, the
company can now track those drivers
using their GPS-enabled phones.
When a ticket gets printed and merchandise is pulled for the delivery, the
dispatch manager scans the ticket.
That scan pulls all of the customer
location information from Epicor. The
deliveries are associated with the driver assigned to those stops. When the
driver approaches each delivery site,
the system notes that the delivery is
imminent. If a shop calls about a delivery, dispatchers can see exactly where
the driver is, and if there is an extra
pick-up or delivery, managers also can
find the nearest driver.
“We’re open longer hours than
most drivers would be working and
our drivers use their own cars, so this
lets us know where they are,” Tom
Henner says.
The store remodeling effort is ongoing (not all locations have been converted yet), but Tom Henner says that
the investment in new technology has
paid off. It’s been especially valuable as
the company expands.
“We feel like we have a good, stable and modular platform now,” Tom
Henner says. “That’s been a key advantage for us, and we can add stores
without taking a lot of time to get thing
up and running. The system needed to
be replicable, so we have a nice set of
checklists and processes that we can
add from a technical standpoint. We
can add new locations without having
to reinvent the wheel.”
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COVERSTORY
MOST CONSUMERS
COMPARE PRICES
WHEN BUYING
AUTO PARTS,
BUT LOWEST PRICE
DOESN’T ALWAYS WIN
BY BRUCE ADAMS | MANAGING EDITOR
34 OCTOBER 2015
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particular auto part. Other frequently picked reasons for buying a particular part were brand name, performance claim/
warranty, coupon/rebate and in-store display/packaging.
Consumers consistently agreed that their likelihood to
repurchase a product would be based on the performance
they received from that product. Some 80 percent to 90
percent of consumers said they would be “highly likely” or
“likely” to repurchase a product based on its performance.
Methodology: The survey sampling for the 2015
Aftermarket Business World Consumer Attitude Study
consisted of a consumer-sampling panel via email. Of the
20,296 invitations sent, 1,585 responses were received for a
response of 7.8 percent and a +/- 2.1 percent margin of error
at the 95 percent confidence level.
CONTENTS
Photo: Thinkstock
WHILE
the majority of consumers say they compare
prices before buying an auto part, they are
not always motivated to buy the lowest
priced product, according to the Aftermarket Business World
Consumer Attitude Study.
Approximately three out of four consumers said they compare prices when shopping for auto products, the survey
indicated. Interestingly, starters and alternators was the
only product category that fewer than 50 percent of respondents said they compare prices on before buying. Only 43
percent of consumers surveyed said they compared prices
on starters and alternators, by far the lowest percentage
of any product in the survey. That’s likely due to the fact
that 30 percent of consumers said they bought that product
when their car wouldn’t start, which doesn’t allow much
time for price shopping.
When consumers were asked the top five reasons for purchasing a particular product, lowest price was rarely picked
as the most important reason, although it often was among
one of the top three reasons. Lowest price garnered the most
responses only in two categories – batteries and wiper blades.
Recommendation was most often picked (in 10 out of 12
product categories) as one of the top five reasons for buying a
36
38
40
42
44
46
Auxiliary Lighting
Batteries
Battery Chargers
Brakes
Chassis
Gaskets
48
50
52
54
56
58
Shocks & Struts
Spark Plugs
Starters & Alternators
Water Pumps
Wheel Bearings
Wiper Blades
ES681101_AMB1015_034.pgs 09.30.2015 01:46
ADV
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GETTY IMAGES/ISTOCKPHOTO
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ES674132_AMB1015_035_FP.pgs 09.17.2015 20:45
ADV
STUDY
AUXILIARY LIGHTING
Customer service at
purchase location:
BUYING HABITS
The top five reasons for
purchasing a particular type of
auxiliary lighting:
58% of consumers
Brand name
Performance claim/warranty
Recommendation
Lowest price
In-store display/packaging
personally installed the
product they purchased.
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
◾ Didn’t receive
40%
30%
25%
2%
0%
3%
Likelihood of returning to
purchase location:
19%
20%
23%
17%
17%
Likelihood to repurchase product
based on performance:
Primary purchase intent:
To upgrade lighting
35%
Replace damaged lighting
57%
For a custom application
7%
Other
1%
Highly likely
61%
Likely
27%
Somewhat likely
8%
Somewhat unlikely/not at all likely 4%
Vehicle age:
The top five advertising channels:
Saw/heard no ads
7%
< 1 year
7%
Television
34%
2-5 years
37%
Newspaper
14%
6-9 years
24%
Direct mail
21%
10+ years
32%
Magazine
18%
Other work done:
◾ Highly likely
55%
◾ Likely
24%
◾ Somewhat likely
17%
◾ Somewhat unlikely
0%
◾ Not at all likely
4%
Primary purchase location:
Auto chain
43%
Discount store
15%
Independent auto store
10%
Independent repair shop
12%
Dealership
76%
of consumers compared
prices when shopping for this product.
8%
*Includes DIY and DIFM purchases
None
24%
Oil change
51%
Collision/body repair
18%
Other
3%
Tire rotation/replacement
24%
Tune-up
24%
Some chart totals exceed 100 percent as a result of respondents providing multiple answers.
Others do not reach 100 percent as all answer options are not represented.
36 OCTOBER 2015
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ES681043_AMB1015_036.pgs 09.30.2015 01:43
ADV
Upgrade their style,
inside & out.
Upgrade your customer’s vehicle lighting with Philips Vision
LED Bulbs. Our revolutionary new LED lighting technology
delivers brilliant, 6000K light and a unique, new high-tech
style for interior and exterior lighting applications.
Plus, thanks to Vision LED’s 12+ years lifetime, once they
put them in, they’ll likely never have to replace them again.
To learn more, visit www.philips.com/visionled
Visit us at AAPEX Booth 2826
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ES682526_AMB1015_037_FP.pgs 10.01.2015 00:49
ADV
STUDY
BATTERIES
Customer service at
purchase location:
BUYING HABITS
battery:
40% of consumers
Brand name
Performance claim
Recommendation
Lowest price
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
34%
32%
26%
2%
0%
6%
purchase location:
20%
21%
21%
22%
6%
Battery was dead
60%
Weakened performance
22%
Reached designated lifecycle
12%
Mechanic recommended
Highly likely
55%
Likely
32%
Somewhat likely
12%
6%
Vehicle age:
< 1 year
5%
24%
2-5 years
24%
Newspaper
16%
6-9 years
41%
Direct mail
18%
10+ years
31%
Internet/email
45%
Saw/heard no ads
15%
Television
Other work done:
◾ Highly likely
48%
◾ Likely
37%
◾ Somewhat likely
10%
2%
3%
85%
Auto chain
48%
Discount store
65%
Online/Internet
23%
None
36%
Oil change
47%
Checked/filled fluids
26%
8%
Checked filters
30%
Dealership
8%
Checked tire pressure
25%
Checked belts and hoses
17%
38 OCTOBER 2015
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ES681044_AMB1015_038.pgs 09.30.2015 01:43
ADV
magenta
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ES682518_AMB1015_039_FP.pgs 10.01.2015 00:48
ADV
STUDY
BATTERY CHARGERS
Customer service at
purchase location:
BUYING HABITS
battery charger:
53%
of consumers
personally used the product
they purchased.
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
42%
25%
29%
0%
0%
4%
purchase location:
Brand name
Performance claim
Recommendation
Lowest price
25%
15%
25%
15%
12%
To have in case battery runs low 19%
Highly likely
60%
Likely
24%
Somewhat likely
15%
Battery charge seemed low
29%
Battery was dead
33%
To improve performance
19%
Vehicle age:
Saw/heard no ads
5%
< 1 year
11%
Television
30%
2-5 years
18%
Newspaper
24%
6-9 years
56%
Direct mail
24%
10+ years
16%
Internet/email
31%
Other work done:
◾ Highly likely
47%
◾ Likely
41%
◾ Somewhat likely
10%
0%
2%
65%
Auto chain
44%
Discount store
21%
None
23%
Oil change
48%
25%
5%
7%
Checked filters
30%
Online/Internet
7%
25%
11%
40 OCTOBER 2015
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ES681042_AMB1015_040.pgs 09.30.2015 01:43
ADV
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STUDY
BRAKES
Customer service at
purchase location:
BUYING HABITS
brake:
20% of consumers
Brand name
Performance claim
Recommendation
Lowest price
Coupon/rebate
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
32%
37%
22%
2%
1%
6%
purchase location:
20%
17%
27%
25%
4%
Worn out brakes
35%
Making noise
25%
21%
Brake pedal pulsating/grinding
14%
Highly likely
54%
Likely
34%
Somewhat likely
9%
Vehicle age:
Radio
6%
< 1 year
10%
Television
12%
2-5 years
32%
Newspaper
5%
6-9 years
22%
Direct mail
10%
10+ years
37%
Internet/email
20%
Other work done:
◾ Highly likely
53%
◾ Likely
31%
◾ Somewhat likely
11%
4%
1%
None
Auto chain
Discount store
4%
9%
15%
Dealership
87%
9%
Steering/suspension
5%
Shocks/struts
9%
Transmission service
4%
Other
42 OCTOBER 2015
20%
50%
15%
3%
FOUR TIMES...THE BEST.
THE PROFESSIONAL’S CHOICE.
We are pleased to announce
Wagner Brake is the only four-time winner
recognized by the industry as
the overall best brand of replacement brake pads.*
INSTALL THE BEST TODAY!
*Frost & Sullivan Replacement Brake Pads Product Leadership Award Winner
©2015 Federal-Mogul Motorparts Corporation. Wagner Brake Products is a trademark owned by Federal-Mogul Corporation,
or one or more of its subsidiaries, in one or more countries. All rights reserved.
STUDY
CHASSIS
Customer service at
purchase location:
BUYING HABITS
chassis part:
42%
of consumers
they purchased.
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
43%
26%
23%
2%
0%
6%
purchase location:
Brand name
Performance claim
Recommendation
Lowest price
Coupon/rebate
20%
17%
24%
17%
9%
Heard noises under car
37%
Mechanic’s recommendation
19%
Loose steering
17%
Damaged in accident
11%
Highly likely
55%
Likely
35%
Somewhat likely
4%
Vehicle age:
< 1 year
13%
31%
2-5 years
36%
Newspaper
22%
6-9 years
20%
Direct mail
20%
10+ years
31%
Internet/email
27%
Saw/heard no ads
11%
Television
Other work done:
◾ Highly likely
52%
◾ Likely
32%
◾ Somewhat likely
10%
0%
6%
87%
None
16%
Alignment
44%
Tires rotated/replaced
42%
10%
Brakes
26%
12%
Steering/suspension
16%
Auto chain
37%
Discount store
12%
Online/Internet
10%
Dealership
Other
44 OCTOBER 2015
4%
Precision axis and geometry
points for precise alignment
MOOG® CONTROL ARMS
HAVE YOU COVERED.
Pre-installed bushings and ball
joints, where applicable
COVERAGE
With over 1800 control arms currently available, the ever-expanding range
of MOOG® control arms provides you the performance and coverage to
service a wider array of Asian, European and domestic vehicles.
QUALITY
MOOG® control arms are quality engineered to ensure all axis and geometry points
are an OE match, providing ease of installation and precise alignment, saving you
valuable time in the service bay.
PERFORMANCE
MOOG® control arms offer proven performance and are another reason why MOOG
is the preferred brand of professional technicians and NASCAR® crew chiefs.
Audi
Ford
Ram
Cadillac
Chevrolet
Honda
Toyota
Dodge
Hyundai
Volkswagen
moogproblemsolver.com
©2015 Federal-Mogul Motorparts Corporation. NASCAR is a registered trademark of NASCAR, Inc. MOOG is a trademark owned by Federal-Mogul Corporation,
or one or more of its subsidiaries, in one or more countries. All other trademarks shown are the property of their respective owners. All rights reserved.
Mercedes-Benz
Volvo
STUDY
GASKETS
Customer service at
purchase location:
BUYING HABITS
gasket:
30% of consumers
Brand name
Performance claim/warranty
Recommendation
Lowest price
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
33%
30%
27%
0%
3%
7%
purchase location:
26%
10%
39%
10%
13%
52%
Needed as part of larger repair
23%
Stop fluid leak
19%
Performance/custom work
Highly likely
48%
Likely
36%
Somewhat likely
10%
6%
Vehicle age:
< 1 year
16%
23%
2-5 years
39%
Newspaper
23%
6-9 years
26%
Direct mail
36%
10+ years
19%
Radio
16%
Internet
19%
Television
Other work done:
◾ Highly likely
44%
◾ Likely
43%
◾ Somewhat likely
10%
0%
3%
77%
None
Auto chain
29%
Discount store
13%
Preventative maintenance/repair 52%
Engine repair
23%
3%
19%
Non-engine repair
Dealership
16%
Performance/customization
10%
Check engine light diagnostics
13%
46 OCTOBER 2015
32%
7%
No matter what sealing challenge
your customers face...
Fe lp ro - O n l y.c o m
©2015 Federal-Mogul Motorparts Corporation. All trademarks shown are owned by Federal-Mogul Corporation,
®
ONLY FEL-PRO
has the coverage and
quality they demand.
Providing the latest applications and
first-to-market sealing innovations that keep
your customers satisified.
With today’s advanced materials, gasket installation is “Clean and Dry.”
Visit Felpro-Only.com/Blog to learn why.
STUDY
SHOCKS & STRUTS
Customer service at
purchase location:
BUYING HABITS
shock & strut:
15% of consumers
Brand name
Performance claim
Recommendation
Lowest price
Coupon/rebate
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
50%
43%
7%
0%
0%
0%
purchase location:
25%
14%
39%
7%
4%
Bouncy ride/worn parts
35%
Poor vehicle handling
31%
Shock/strut leak
21%
Highly likely
48%
Likely
35%
Somewhat likely
10%
7%
Vehicle age:
< 1 year
21%
38%
2-5 years
41%
Newspaper
35%
6-9 years
10%
Direct mail
17%
10+ years
28%
Internet/email
35%
Saw/heard no ads
14%
Television
Other work done:
◾ Highly likely
57%
◾ Likely
32%
◾ Somewhat likely
11%
0%
0%
79%
Auto chain
None
28%
Alignment
52%
35%
24%
Discount store
7%
10%
31%
Suspension/steering
21%
Dealership
10%
Brakes
21%
Other
0%
48 OCTOBER 2015
STUDY
SPARK PLUGS
Customer service at
purchase location:
BUYING HABITS
spark plug:
33% of consumers
Brand name
Performance claim
Recommendation
Lowest price
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
47%
30%
19%
2%
0%
2%
purchase location:
18%
21%
27%
7%
11%
Routine maintenance rec. by OEM 53%
Highly likely
67%
Likely
24%
Somewhat likely
7%
Fix check engine light
22%
Improve fuel economy
13%
11%
Vehicle age:
< 1 year
4%
24%
2-5 years
33%
Radio
22%
6-9 years
14%
Magazine
16%
10+ years
49%
Internet/email
24%
Saw/heard no ads
18%
Television
Other work done:
◾ Highly likely
65%
◾ Likely
21%
◾ Somewhat likely
14%
0%
0%
Auto chain
42%
Discount store
22%
15%
12%
Dealership
67%
2%
None
47%
24%
Battery check/replacement
29%
Check fluids
29%
16%
33%
50 OCTOBER 2015
Champion® spark plugs are engineered to provide maximum power and
sure starts, no matter what engine. Fire up your car, truck, boat, ATV and
power equipment with Champion to deliver performance that powers you.
www.AlwaysAChampion.com
©2015 Federal-Mogul Motorparts Corporation. All trademarks shown are owned by Federal-Mogul Corporation,
STUDY
STARTERS & ALTERNATORS
Customer service at
purchase location:
BUYING HABITS
starter & alternator:
25% of consumers
Brand name
Performance claim
Recommendation
Lowest price
Coupon/rebate
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
38%
25%
31%
0%
0%
6%
purchase location:
11%
16%
37%
16%
5%
Car wouldn’t start
30%
Engine turned slowly
15%
Alternator light on
15%
10%
Highly likely
50%
Likely
31%
Somewhat likely
13%
Vehicle age:
< 1 year
5%
19%
2-5 years
19%
Newspaper
14%
6-9 years
29%
Direct mail
16%
10+ years
48%
Internet/email
29%
Saw/heard no ads
19%
Television
Other work done:
◾ Highly likely
40%
◾ Likely
33%
◾ Somewhat likely
20%
0%
7%
Auto chain
43%
33%
Battery check/replacement
38%
Tune-up
24%
Online/Internet
5%
5%
29%
10%
0%
14%
14%
Dealership
None
33%
52 OCTOBER 2015
A smart ride starts with smooth performance. That’s why
MPA hub assemblies undergo the industry’s most rigorous testing
before they leave our factory.
!!
Extensive production capacity. Experienced technicians.
Qualifi ed talent. Our reputation for delivering high-quality
products and high-value relationships is clear.
MPA is Street Smart — so every part is good to go,
right out of the box.
STUDY
WATER PUMPS
Customer service at
purchase location:
BUYING HABITS
water pump:
36%
of consumers
they purchased.
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
50%
30%
14%
2%
0%
4%
purchase location:
Brand name
Performance claim
Recommendation
Lowest price
14%
24%
24%
17%
8%
Water pump is leaking
43%
Regular maintenance
33%
W.P. belt needs replacement
18%
W.P. pulleys were loose
Highly likely
51%
Likely
29%
Somewhat likely
16%
4%
Vehicle age:
< 1 year
6%
29%
2-5 years
39%
Magazine
21%
6-9 years
17%
Direct mail
25%
10+ years
39%
Internet/email
31%
Saw/heard no ads
19%
Television
Other work done:
◾ Highly likely
64%
◾ Likely
18%
◾ Somewhat likely
16%
0%
2%
Auto chain
50%
Discount store
10%
13%
6%
Dealership
71%
10%
None
25%
Thermostat repaired/replaced
27%
Cooling system flush
31%
Cooling system hose replaced
14%
Checked other fluids
19%
Replaced belts and hoses
15%
54 OCTOBER 2015
STUDY
WHEEL BEARINGS
Customer service at
purchase location:
BUYING HABITS
wheel bearing:
8%
of consumers
they purchased.
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
22%
25%
33%
8%
4%
8%
purchase location:
Brand name
Performance claim
Recommendation
Lowest price
Coupon/rebate
21%
3%
31%
28%
14%
Rattle noise/performance issue
48%
28%
Failure in related system
28%
Other
Highly likely
52%
Likely
37%
Somewhat likely
11%
0%
Vehicle age:
< 1 year
14%
24%
2-5 years
31%
Newspaper
24%
6-9 years
14%
Direct mail
17%
10+ years
41%
Internet/email
31%
Saw/heard no ads
17%
Television
Other work done:
◾ Highly likely
55%
◾ Likely
29%
◾ Somewhat likely
12%
0%
4%
79%
45%
Alignment
45%
17%
7%
24%
10%
Tires checked, repaired/rotated
24%
17%
24%
Online/Internet
10%
35%
Dealership
None
Auto chain
56 OCTOBER 2015
At MPA innovation never rests. That’s why our starters and
alternators undergo the industry’s most rigorous testing before
they leave our factory.
All units meet or exceed OE specs for performance and fit.
Extensive production capacity. Experienced technicians.
Qualified talent. Our reputation for delivering high-quality products
and high-value relationships is clear.
MPA is Street Smart — so every part is good to go,
right out of the box.
STUDY
WIPER BLADES
Customer service at
purchase location:
BUYING HABITS
wiper blade:
54% of consumers
Brand name
Performance claim
Recommendation
Lowest price
Coupon/rebate
◾ Outstanding
◾ Great
◾ Good
◾ Poor
◾ Terrible
35%
34%
26%
1%
0%
4%
purchase location:
20%
18%
20%
23%
7%
Wipers performing poorly
53%
Preventive maintenance
16%
Broken wiper blades
19%
Seasonal change
12%
Highly likely
59%
Likely
27%
Somewhat likely
11%
Vehicle age:
< 1 year
6%
25%
2-5 years
27%
9%
6-9 years
25%
Direct mail
15%
10+ years
42%
Internet/email
23%
Saw/heard no ads
23%
Television
Radio
Other work done:
◾ Highly likely
58%
◾ Likely
26%
◾ Somewhat likely
13%
0%
3%
64%
Auto chain
44%
Discount store
23%
None
53%
Oil change
27%
20%
7%
7%
Checked filters
13%
Online/Internet
3%
15%
11%
58 OCTOBER 2015
ONSITE.
OnlinE.
On-Demand.
Garage Gurus is a new “Tech First” initiative from Federal-Mogul Motorparts that provides the most comprehensive
program of support tools in the industry. Garage Gurus is committed to arming techs with the latest tools and information
so they can keep pace with emerging vehicle technologies.
Now open in: Skokie, IL Van Nuys, CA Bronx, NY St. Louis, MO Baltimore, MD
Coming soon in: Atlanta, GA Dallas, TX Rancho Dominguez, CA Ft. Lauderdale, FL
For class schedules and more details,
visit FMgaragegurus.com
Gurus Tech Hotline: 800-325-8886
Training Registration: 888-771-6005
©2015 Federal-Mogul Motorparts Corporation. All trademarks shown are owned by Federal-Mogul
Corporation, or one or more of its subsidiaries, in one or more countries. All rights reserved.
PRODUCTS
TOOLS, PARTS AND
RESOURCES FOR EVERY
SHOP EVERY DAY
STOPTECH
AXLE PACKS
StopTech Axle Packs are
pre-matched, direct-fit
brake pad and rotor pairings
designed to simplify brake
service and brake system
upgrades for virtually any car
or truck on the road. They
are the easiest way for drivers to replace their existing rotors and
pads with carefully selected, application-specific components
from the championship-winning team at StopTech.
www.centricparts.com
Centric Parts
AAPEX booth #4011 | SEMA booth 23527
THE LATEST PRODUCTS
TECHNOLOGIES TO HELP YOU WORK SMARTER
AND KEEP YOUR BUSINESS PROFITABLE
MPA WHEEL HUB/
BEARINGS STREET SMART
All MPA hub assemblies undergo the industry’s most rigorous
testing before they leave the
factory. Tolerances on each
unit are verified against OE
Specifications for performance
and fit. ABS sensor signal
strength is tested to ensure
proper functionality. High-grade steel and precision pre-loaded
bearings are tested on proprietary equipment to detect indications
of gap and play. MPA is Street Smart – assuring that every part is
good to go, right out of the box.
motorcarparts.com
CENTRIC PARTS
PREMIUM
CHASSIS
COMPONENTS
From the undercar experts
at Centric Parts, a complete premium chassis
program that features a full
line of steering and suspension components that follow OE design and add signature Centric
Premium features like long-lasting e-coating corrosion protection. All Centric Premium chassis components are engineered to
restore OE performance and are thoroughly tested to guarantee
superior durability, fit and function.
Centric Parts
AAPEX booth 4011 | SEMA booth 23527
MPA MASTER
CYLINDERS STREET SMART
MPA offers a blended program
of new and remanufactured
Master Cylinders. New units
undergo intensive quality control against OE specifications
for tolerances, performance
and durability. Remanufactured
units are tested to exacting tolerances before, during and after
assembly, all performed by skilled engineers in our Torrance
Headquarters. MPA is Street Smart – assuring that every part is
good to go, right out of the box.
MPA
AAPEX booth 4638
SKF X-TRACKER
HUB BEARING UNIT
SKF’s X-Tracker hub bearing unit provides precision
handling and braking characteristics, ultimately delivering improved handling and
comfort. A unique double row
angular contact ball bearing
arrangement (with the outboard
row at a higher diameter and
containing more balls than the inner row) increases the bearing’s
capacity while improving hub stiffness by 50% over a traditional
tapered bearing unit.
www.skf.com
SKF
AAPEX booth 4619
SKF X-TRACKER
HYBRID HUB
BEARING
The SKF X-Tracker Hybrid hub
bearing unit is designed to provide increased performance to
pickup truck and SUV applications. Combining the strengths
of the ball and tapered roller hub
units, the hybrid hub bearing
unit offers less rotor and flange deflection which helps withstand
harsh off-road environments.
motorcarparts.com
www.skf.com
MPA
AAPEX booth 4638
SKF
AAPEX booth 4619
60 OCTOBER 2015
There’s a lot riding on
the safety of your lift.
Protect your technicians, your customers and your
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ĂŶ>/ĞƌƟĮĞĚ>ŝŌ/ŶƐƉĞĐƚŽƌ
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/ŶƐƉĞĐƚƚŽWƌŽƚĞĐƚΡ
Your business is riding on it™
FASTER, MORE ACCURATE AND EASIER
THAN ANY OTHER LATHE IN IT’S CLASS
We hear it all the time: what’s your brake
lathe got that the other guys don’t?
But maybe a better question would be,
what’s missing?
When we built the Ranger RL-8500 and
RL-8500XLT heavy-duty brake lathes
we ripped out the clunky gear box,
variable-speed transmission, and any
sense of fear. Then we replaced all
that with fierce independence—two
independent DC servo motors to be
exact. Now they control the cross and
spindle feed drives to give you a betterthan-factory smooth finish every time.
While those other brake lathes are trembling
on their stands over a less-than-perfect
drum, rotor, or flywheel, the RL-8500
models have got you covered with
solid nerves of steel.
And who doesn’t love that kind of confidence?
SEE THE ULTIMATE
NICKEL TEST
WATCH IT ON
YOUTUBE
.0%&-3-
MRP $5545
*FREE SHIPPING
Quality products backed by our Certified ServiceSM program
and a customer care initiative designed to meet all of your support
needs such as on-site repair and service regardless of location.
*Free shipping on all BendPak Products to the 48 contiguous states.
¥3BOHFS1SPEVDUTr#FOE1BL*ODBOE3BOHFS1SPEVDUTBSFSFHJTUFSFEUSBEFNBSLT
1645 Lemonwood Drive
4BOUB1BVMB$"t
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search-autoparts.com
SEARCH COMPANIES
CATEGORY:
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SPECIALTY PARTS
SHOP EQUIPMENT
REPLACEMENT PARTS
BUSINESS SYSTEMS
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PAINT & REFINISH
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ESALESCOUNTER
BI/CRM
What counterperson
doesn’t want to be a better
salesperson, achieve sales
goals, increase profitability,
and increase customer loyalty by using the CRM tools
to establish better personal
relationships? Autologue’s
Business Intelligence software is custom-designed technology
that is guaranteed to increase sales and customer retention.
https://youtu.be/rqi-wPXDxUs
ESALES BI GIVES
SALESPEOPLE A
POWERFUL TOOL
CONTINENTAL
OFFERS VDO
BLOWER MOTORS
FOR HVAC
SYSTEMS ON
LATE MODEL
COMMERCIAL
VANS
Autologue
AAPEX booth 3071
JIFFY-TITE ANNOUNCES
FLUID CONNECTION AFTERMARKET PRODUCT LINE
Jiffy-tite introduced an aftermarket line
featuring 41 part numbers, as well as
caps, plugs and bus kits. With over 450
million automotive quick-connect fluid
fittings in service worldwide, Jiffy-tite’s
products are known for their proven
technology and proven performance.
Chances are when repairing an automatic
transmission, radiator or auxiliary cooler,
the OE used Jiffy-tite fluid fittings.
jiffy-tite.com
Jiffy-tite
AAPEX booth 5307
OFF-ROAD
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Dayco announced the
availability of serpentine belt kits in North
America, marketed and
sold as Dayco Demanding Drive Kits. Designed for the replacement of worn or damaged serpentine belts, tensioners and pulleys, the kits are a convenient solution when replacing all of the
major components in the accessory drive system.
daycoproducts.com
https://youtu.be/W3OhHubqNiI
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DAYCO
LAUNCHES
SERPENTINE
BELT KITS IN
NORTH AMERICA
Autologue
AAPEX booth 3071
Autologue offers the
most complete Business
Intelligence, CRM Tool on
your tablet or smartphone
in the market today. It
delivers reliable, relevant
info to the right people at
the right time with the goal of making better business decisions
faster. View sales trends, alerts, opportunities with scheduler, and
stock orders with real time direct connection to your management
system. Access CRM personal & business info to better build customer retention.
ORGANIZATIONS/
ASSOCIATIONS
Dayco
Continental Commercial
Vehicles & Aftermarket, a supplier of OE-engineered aftermarket
parts for HVAC and engine cooling, door systems, brake systems,
tire pressure monitoring systems, engine management, fuel systems and instrumentation, now offers a comprehensive line of
VDO blower motors for direct replacement on modern utility vans.
Continental is a supplier to all the major OE van manufacturers
and is able to bring its state-of-the-art manufacturing experience
to the automotive service market with the VDO brand.
www.vdo.com/usa
Continental Commercial Vehicles & Aftermarket
GATES NEW
HYBRID
POLYMER
WATER HOSE &
WHIP AIR HOSE
Gates introduces
Water Hose and Whip
Air Hose that won’t
kink or curl – designed to make jobs easier. The hybrid polymer
water hose has heavy-duty nickel-plated fittings and spring
guard and comes in multiple sizes. The whip air hose will reduce
wear and tear to help prolong air hose life and is also available in
different lengths.
www.gates.com
Gates Corporation
S E A R C H AU TO PA R T S .C O M 6 3
MARKETPLACE
MANUFACTURERS
REPRESENTATIVES
FOR IMMEDIATE ASSISTANCE IN PLACING
YOUR MARKETPLACE AD, PLEASE CALL
Keith Havemann at: 310-857-7634.
Send a fax: 310-943-1465 or
e-mail: [email protected]
SOUTH
Let Marketplace
Advertising
N.A. Williams Company has been providing sales and
marketing solutions for its clients for over 80 years.
115 aftermarket professionals.
2900-A Paces Ferry Rd., S.E.,
Atlanta, GA. 30339
770-433-2282
www.nawilliams.com
THE MEDIA LEADER FOR THE
AUTOMOTIVE AFTERMARKET
CONTINUES TO REINVEST
IN OUR PRODUCTS.
NEW DESIGNS, LAYOUTS AND
PRINT-DIGITAL SYNERGY FOR
THE MOST COMPREHENSIVE
AND ENGAGING CONTENT
IN THE INDUSTRY!
GO TO SEARCHAUTOPARTS.COM
TO SEE
WHAT
WE’VE
SEARCHAUTOPARTS.COM
TO SEE WHAT
WE’VE
GOT
IN STORE FO
GOT IN STORE FOR YOU!
64 OCTOBER 2015
Work For
YOU!
Generate sales leads,
maintain market
presence, conduct
market testing,
promote existing
lines, introduce
new products and
services,
or recruit the best.
Contact
Keith Havemann
310-857-7634
or email
[email protected]
MARKETPLACE
MANUFACTURERS REPRESENTATIVES
SOUTH
The GLOB AL
Resource for
the Automotive
Aftermarket
ific information
Get industry-spec
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to help you build andRY MONTH!
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Contact Wright’s Media to find out more about how we can customize your acknowledgements and
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For information, call Wright’s Media at 877.652.5295 or visit our
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SEARC HAUTO PARTS .C O M CV3
PROVEN
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Tier 1 OEM supplier
QUALITY
OE style design, premium materials and the most advanced
manufacturing processes
COMPREHENSIVE
$PNQMFUFSBOHFPGTUBOEBSEQSFNJVNáFFUNFEJVNEVUZQFSGPSNBODFBOESBDJOH
components and systems for virtually every 1937 through 2015 vehicle on the road
SUPPORT
Award-winning catalogs, customer service, technical support and extensive online
help at centricparts.com
Our strict standards and attention to detail have made Centric Parts and its products
consistent award winners – and clear favorites among our distribution partners and
technicians who count on quality parts that exceed customer expectations.
From Lab to Lift, Centric Parts Delivers.
AAPEX Booth #4011 SEMA Booth #23527
(626) 961-5775

consumer attitude study

Transcription

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