technician attitude study

Transcription

6
www.aftermarketbusiness.com
APRIL 2015
Talk shop anytime
Vol. 124, No. 1
The leading source for market trends & analysis
GLOBAL CARGO FLOW WOES REMAIN DESPITE
SETTLEMENT OF U.S. DOCK DISPUTE
COMMUNIT Y
TRENDING
RESEARCH
SEEKING
COMMON GROUND
TACKLING
DATA ANALYTICS
TECHNICIAN
ATTITUDE STUDY
Aftermarket, OEMs meet on
telematics
Evaluating big data to predict
car owner behavior
Deep inventory, quick delivery
are key needs
GET FREE TRAINING AT
April 24-26, 2015 Chicago, IL
REDEEM
FREE TRAINING
WITH PROMO CODE
AMBW
Register at
http://www.automechanikachicago.com
magenta
cyan
yellow
black
ES592233_AMB0415_CV1.pgs 03.27.2015 23:11
ADV
EXPERTS TRAINING EXPERTS
Meet us at Automechanika Chicago
April ��, ��
Booth #��, McCormick Place West
Experience the full range of products
Schaefler Automotive Afermarket ofers.
Our display includes daily hands-on,
in-depth technical training in the latest
automotive technologies including wheel
and hub assemblies, clutch systems,
clutch hydraulics, overrunning alternator
pulleys, and more.
Our dedicated team of product and
training professionals are on hand
to answer your questions, ofer best
practices and proven tips/tricks to reduce
your bay time, increase efciencies and
improve customer satisfaction.
LuK, INA, and FAG have built a legacy
of pioneering technologies, earning
their place as the engineering partner
and supplier for nearly every originalequipment vehicle manufacturer
worldwide. Schaefler Automotive
Afermarket has an equally strong
heritage as a systems innovator in the
replacement market, developing unique
products and solutions engineered to
provide flawless performance, unbeatable
durability and high customer satisfaction.
We are MORE than just products and
technology, we are committed to the
success of our afermarket partners and
ofer unique solutions for mutual success.
�� Wegman Drive • Valley City, OH ��
Phone �� • Fax ��
www.Schaeffler-Aftermarket.us
5(3;3(57/LYHLVDEUDQGRI6FKDHIÀHU*URXS86$,QF
magenta
cyan
yellow
black
ES587233_AMB0415_CV2_FP.pgs 03.21.2015 01:12
ADV
24950 Country Club Blvd., Suite 200
North Olmsted, OH 44070
Fax: (440) 891-2675
www.aftermarketbusiness.com
Aftermarket Business World
EDITORIAL STAFF
Group Content Director
Mike Willins
[email protected]
(440) 891-2604
Managing Editor
Bruce Adams
[email protected]
(440) 891-2617
Technical Editor
Peter F. Meier
[email protected]
(813) 909-3803
Columnists
Automotive Aftermarket Suppliers
Association/OAC
[email protected]
Stephen Barlas
[email protected]
Bob Moore
[email protected]
Donny Seyfer
[email protected]
APRIL 2015 Vol.124, No. 01
Talk shop
anytime
COMMUNITY
Read It On
8 AftermarketBusiness.com
Aftermarket, OEMs meet
on telematics
AIR SUSPENSION OPENS
ARNOTT
EXPANDED R&D FACILITY
Competing trade groups align, meet with
OEMs to seek common ground.
&
PLUS
10
BEST OF THE BLOGS
The 68,000-square-foot building
increases the company's campus to
almost 300,000 square feet on more
than 21 acres.
TOP VIDEOS
[KEY: /Arnott]
CALENDAR
SETTLEMENT WITH BMW ON
FTC
WARRANTIES APPLAUDED
The Auto Care Association applauds
the FTC settlement against the MINI
Division of BMW over its violation of
the Magnuson-Moss Warranty Act.
Sale has air of uncertainty
Purchase of Uni-Select USA by Icahn Enterprises
raises many questions.
[KEY: /FTC]
Mark Smith
[email protected]
News Correspondent
James E. Guyette
[email protected]
Contributors
Brian Albright
[email protected]
Andy Adams
[email protected]
Art Director
Steph Benz
Senior Designer
Stalin Annadurai
12
Anxiety up as EPA moves on
ozone
BUSINESS STAFF
Vice President General Manager
Jim Savas
ONLINE VIDEO KNOW-HOW
AftermarketBusiness.com/video10
Upcoming Webinars
and Archives
Check out our technical, service and
business webinars.
SearchAutoParts.com/webinars
WATCH THE TRAINER ON
YOUR MOBILE PHONE!
videos
Business Manager
Nancy Grammatico
Sr. Production Manager
Karen Lenzen
(218) 740-6371
[KEY: /Smyth]
ONLINE COVERAGE
Group Publisher
Terri McMenamin
[email protected]
(610) 397-1667
Administrative Coordinator
Adriana Silva
Smyth Automotive Parts Plus
opened its ffth warehouse
distribution center in Hilliard, Ohio.
Changes also could affect availability of some types
of reformulated gasoline.
Band Manager
James Hwang
[email protected]
(714) 513-8473
SUBSCRIPTION CHANGES/
CUSTOMER SERVICE
(888) 527-7008
(218) 740-6395
AUTOMOTIVE EXPANDS
SMYTH
IN CENTRAL OHIO
Doing business at Automechanika Chicago is easier than
ever, according to Don Welsh, CEO of Choose Chicago.
Get weekly updates about the latest
aftermarket technology information.
AftermarketBusiness.com/IT
Circulation Director
Anne Brugman
Circulation Manager
Tracy White
(218) 740-6540
Marketing Director
Boris Chernin
[email protected]
(310) 857-7632
Transmission focused technical content at
your fngertips.
MotorAge.com/PowerTrainPro
FOLLOW
US!
AUTO PARTS RETURNS
OPTIMIZING SUPPLY CHAINS
AftermarketBusiness.
com/video13
AftermarketBusiness.com/
video14
Check out breaking news, updates with social media.
Twitter: @Aftermarket_Biz, @Motor_Age, @Frost_Sullivan
Facebook: Aftermarket Business World
Workshop: badams, WAP, Donny Seyer, Chris Travell and more!
S E A R C H AU TO PA R T S .C O M 1
magenta
cyan
yellow
black
ES594161_AMB0415_001.pgs 03.30.2015 20:47
ADV
Not subscribed to Aftermarket Business World digital?
Sign up FREE TODAY for:
➤ international market insight
➤ more from favorite columnists
➤ technology updates
➤ industry research
© Advanstar Communications Inc. 2015
Printed in U.S.A.
TRENDING
13
SUBMISSIONS:
AftermarketBusiness World welcomes
unsolicited articles manuscripts,
photographs, illustrations and other
materials but cannot be held responsible for
their safekeeping or return.
MEMBER OF:
UBM ADVANSTAR:
Chief Executive Offcer
Joe Loggia
Executive Vice-President, Life Sciences
Tom Ehardt
Executive Vice-President
Georgiann DeCenzo
GLOBAL CARGO FLOW WOES REMAIN DESPITE SETTLEMENT OF U.S. DOCK DISPUTE
DEALERSHIPS
PRESERVING THE
NEW CAR LOOK
NEW WIRELESS TOOL
FOR TECHS
BY JAMES E. GUYETTE | NEWS CORRESPONDENT
BY BRIAN ALBRIGHT | CONTRIBUTING EDITOR
15
20
Service advisors at Ford dealerships will
be armed with a wireless tablet computer
and Web-based application.
INTERNATIONAL
AUTOMECHANIKA CHICAGO
SET TO KICK OFF
BY BRUCE ADAMS | MANAGING EDITOR
inaugural show is dedicated to
18The
technician training and showcasing the
latest tools, equipment and products.
Executive Vice-President, Business
Systems
Rebecca Evangelou
Executive Vice-President, Human
Resources
Julie Molleston
VENDORS
Paint protection flms are becoming a
lucrative aftermarket sales option.
Executive Vice-President
Chris DeMoulin
TECHNOLOGY
TACKLING DATA ANALYTICS
Executive Vice-President, Strategy &
Business Development
Mike Alic
Sr Vice-President
Tracy Harris
Vice-President, General Manager Pharm/
Science Group
Dave Esola
Vice-President, Legal
Michael Bernstein
Vice-President, Media Operations
Francis Heid
Vice-President, Treasurer & Controller
Adele Hartwick
lab uses Big Data and analytics to
22Virtual
help car manufacturers anticipate
customer behavior.
UBM AMERICAS:
Sally Shankland
Chief Operating Offcer
Brian Field
Read
ReadItItOn
On

AUTOMOTIVE PARTS ASSOCIATES
ELECTS BOARD MEMBERS
APA elected Joseph Koudsi as a new
board member and re-elected Ben
Yelowitz and Robert Jacobs.
[KEY: /APA]
2 APRIL 2015
magenta
cyan
yellow
black
Chief Financial Offcer
Margaret Kohler
AftermarketBusiness.com

BENNETT AUTO SUPPLY REVAMPS
WEBSITE, MARKETING EFFORTS
The branding refresh is centered
around the company’s new tagline,
‘Do it yourself, but not alone.'
[KEY: /Bennett]

AUTO CARE ASSOCIATION CEO
KATHLEEN SCHMATZ TO RETIRE
Kathleen Schmatz, president and
CEO of the Auto Care Association,
plans to retire Dec. 31, 2015
[KEY: /Schmatz]
UBM PLC:
Tim Cobbold
Group Operations Director
Andrew Crow
Chief Financial Offcer
Robert Gray
Chairman
Dame Helen Alexander
ES594163_AMB0415_002.pgs 03.30.2015 20:47
ADV
ul
Ra
iC Cyli n D eR
Singl e
Hy
D
HEaVyWEigHt
lifting
OPTi
On
a
l
RO
ll in
g jaCkS
Meets or exceeds the
standards prescribed by
anSi/ali alCTv-2011
P
Su
eRSizeD CaBl
e
S
S
ave
He
BendPak’s HDS-Truck Series four-post lifts are a whole new breed of rugged. They’re
newly engineered heavy-duty truck lifts that make light work out of heavy lifting. They
work better, are built to last, and feature upgrades that increase safety, durability and
productivity. The four-post HDS series provides a generous 18,000 to 40,000-lb. lifting
capacity and features extra-wide runways to accommodate a wide variety of vehicles
configurations. Contact your local BendPak/Ranger dealer or call 1-800-253-2363.
Call 1-800-253-2363 ∙ www.bendpak.com/purchase
© 2014 BendPak / Ranger Products are registered trademarks.
HEaVyWEigHt
portability
Full M O Bi li
TOuCHPaD
CO
MSRP $24,295
nT
RO
lS
a Dj
le
W Heel F OR
kS
magenta
cyan
yellow
black
uS
B
Ta
BendPak portable column lifts offer the versatility and time saving
features to keep your work bays more productive and your profits
soaring. no other system on the market matches it for safety, flexibility
and ease-of-use. With a lifting capacity of 72,000 pounds per set of
four, never before has a series of portable column lifts delivered so
much power and versatility for both indoor and outdoor use. Contact
your local BendPak/Ranger dealer or call 1-800-253-2363.
Ty
Call 1-800-253-2363 ∙ www.bendpak.com
ES587242_AMB0415_003_FP.pgs 03.21.2015 01:12
ADV
OUR
ON OUR
BIGGEST
DEALS
EQUIPMENT
tails
Visit bendpak.com for full de
FREE
*
SHIPPING
$2,945
HD-9 / Wide-Standard
Capacity: 9,000 lbs.
Overall Length: 200”
$3,010
XPR-10A / Standard
Overall Height: 145”
FREE TRUCK AND
VAN ADAPTERS
$6,080
RL-8500XLT / Heavy-Duty
Combination Brake Lathe
Services rotors and drums
Includes bench and tooling
$1,635
DST-2420 / Wheel Balancer
Max. Tire Diameter: 47”
Max. Tire Weight: 145 lbs.
HURReY!
**
$1,955
MD-6XP / Mid-Rise Lift
Height Range: 4.75”- 48”
$4,895
Thes
prices
won’t last
;35&&OHDUƮRRU
Overall Height: 170”
FREE TRUCK AND
VAN ADAPTERS
$3,825
R76ATRF / Tilt-Back
Power Assist
Internal Clamping: 10”- 30”
Max. Tire Diameter: 43”
$4,250
HDS-14 / Standard
Overall Length: 241”
$1,940
LS580V-601 / Air Compressor
Horsepower - 5 Hp
Max. CFM - 22.8 / 175 psi
1-805-933-9970 • www.bendpak.com
Contact your local BendPak/Ranger dealer for details
FREE SHIPPING
*
*Free shipping on all BendPak and Ranger Products to most areas in the 48 contiguous states.
** Valid at participating dealers. Prices subject to change after June 31, 2015.
magenta
cyan
yellow
black
ES587278_AMB0415_004_FP.pgs 03.21.2015 01:14
ADV
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
Eastern/Southern States
Paul A. Ropski, Regional Sales
Manager
Tel: (312) 566-9885
Fax: (312) 566-9884
[email protected]
RESEARCH
24
SALES STAFF
Midwest/Western/Northern
California
Chuck Steinke, Regional Sales
Manager
Tel: (630) 369-0752
Fax: (630) 369-3755
[email protected]
Ohio/Michigan/Southern
California
Lisa Mend, Regional Sales
Manager
Tel: (773) 866-1514
Fax: (773) 866-1314
[email protected]
TECHNICIAN ATTITUDE STUDY
Inside Sales/Classifed Sales/
Recruitment
Keith Havemann, Sales
Representative
Tel: (310) 857-7634
Fax: (310) 943-1465
[email protected]
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
HAVING THE RIGHT AUTO PARTS, ABILITY TO
DELIVER QUICKLY ARE KEYS TO SELLING TO TECHS
AD INDEX
Marketing
Boris Chernin, Marketing
Manager
Tel: (310) 857-7632
Fax: (310) 943-1465
[email protected]
That describes our new way of handling your inquiries about
advertisements and product releases. You may go to www.motorage.
com/readerservice and fill out a short form and we’ll send your request
immediately (electronically) and directly to the respective manufacturers
who have the information you want.
IT’S QUICK!
IT’S EASY!
IT’S DIRECT !
You may also check the items you are interested in and fax the sheet
to us at (416) 620-9790 to get more information on the products of
interest. Like we said — quick, easy, direct.
ADVERTISING AND EDITORIAL PRODUCT INDEX
ADVERTISER INDEX................................................................ PAGE
☐ NGK SPARK PLUGS(USA)INC .......................................................35
☐ ARNOTT INC ................................................................................21
☐ PHILIPS AUTOMOTIVE LIGHTING .................................................27
☐ BENDPAK INC .................................................................. 3,4,45,46
☐ RAYBESTOS BRAKES .................................................................CV4
☐ CONTINENTAL ...........................................................................CV3
☐ S K F USA INC ..............................................................................25
☐ FEDERAL MOGUL CORP - ANCO..................................................43
☐ SCHAEFFLER GROUP USA INC...................................................CV2
☐ FEDERAL MOGUL CORP - CHAMPION .........................................39
☐ STANDARD MOTOR PRODUCTS .....................................................9
☐ FEDERAL MOGUL CORP - FEL-PRO .............................................33
EDITORIAL PRODUCTS............................................................ PAGE
☐ FEDERAL MOGUL CORP - CHASSIS ............................................29
☐ PERFORMANCE REAR AXLE SHAFTS ..........................................44
☐ G M B...........................................................................................41
☐ FRONT AIR STRUTS FOR BMW X5 ...............................................44
☐ GABRIEL RIDE CONTROL INC.......................................................23
☐ EVOLUTION WIPER BLADES ........................................................44
☐ JIFFY-TITE.................................................................................... 17
☐ WEAR RESISTANT MULTI V-BELT.................................................44
☐ KYB AMERICAS CORP..................................................................37
☐ MASS AIR FLOW SENSORS..........................................................44
☐ MAHLE.........................................................................................31
☐ FAST ORANGE HAND CLEANER ...................................................44
©2015 Advanstar Communications
Inc. All rights reserved. No part of this
publication may be reproduced or transmitted
in any form or by any means, electronic or
mechanical including by photocopy, recording,
or information storage and retrieval without
permission in writing from the publisher.
Authorization to photocopy items for internal/
educational or personal use, or the internal/
educational or personal use of specific clients
is granted by Advanstar Communications Inc.
for libraries and other users registered with the
Copyright Clearance Center, 222 Rosewood Dr.
Danvers, MA 01923, 978-750-8400 fax 978646-8700 or visit http://www.copyright.com
online. For uses beyond those listed above,
please direct your written request to Permission
Dept. fax 440-756-5255 or email: mcannon@
advanstar.com.
UBM Advanstar provides certain customer
contact data (such as customers name,
addresses, phone numbers, and e-mail
addresses) to third parties who wish to
promote relevant products, services, and other
opportunities that may be of interest to you. If
you do not want UBM Advanstar to make your
contact information available to third parties
for marketing purposes, simply call toll-free
866-529-2922 between the hours of 7:30
a.m. and 5 p.m. CST and a customer service
representative will assist you in removing your
name from UBM Advanstar’s lists. Outside the
US, please phone 218-740-6477.
AFTERMARKET BUSINESS WORLD does not
verify any claims or other information appearing
in any of the advertisements contained in the
publication, and cannot take responsibility
for any losses or other damages incurred by
readers in reliance of such content.
AFTERMARKET BUSINESS WORLD welcomes
unsolicited articles manuscripts, photographs,
illustrations and other materials but cannot be
held responsible for their safekeeping or return.
To subscribe, call toll-free 877-527-7008.
Outside the U.S. call 218-740-6477.
AD DEADLINES:
Insertion orders–1st of month
preceding issue date.
Ad materials–5th of month
preceding issue date.
To subscribe, call toll-free 888527-7008. Outside the U.S. call
218-740-6477.
magenta
cyan
yellow
black
ES594162_AMB0415_005.pgs 03.30.2015 20:47
ADV
COMMUNITY
EXPERT OPINION, INPUT FROM THE FIELD,
FORUM COMMENTS, & SOCIAL MEDIA
STAY ON TOP OF INDUSTRY DEVELOPMENTS.
Sign up today for FREE SUBSCRIPTIONS to
Distribution E-News & Alerts
Aftermarket Technology E-News
Aftermarket Business World E-Zine
AFTERMARKETBUSINESS.COM/SUBSCRIBE
AFTERMARKET
Is a lack of knowledge
hurting you?
INDUSTRY
&
Industry suppliers
export $62 billion
in automotive parts to
Pacific countries,
including South
America and Asia,
and import $74 billion.
Especially for small to medium-sized businesses, the unknown can be an undoing
BY ROBERT SPITZ | WORKSHOP MEMBER
I
n most small shops, those that
have been in business for longer
than five years and are doing
somewhere between $5,000 and
$25,000 in sales a month, the owners have come from the technical
side of the business. Their time is
spent primarily fixing cars.
Other shop owners have pushed
their monthly sales up into the
$25,000 to $45,000 range. In those
shops, the owner tends to be the
service writer and oversees the rest
of the business. Their technicians fix
most of the cars. In a small percent-
BEST OF THE BLOGS
age of shops the owner hires a service
writer, while continuing to work on
cars himself. Sometimes owners bring
in their wives or girlfriends to help out
and eventually handle customers.
What all the shops in this range
have in common is that their business grew to a certain level of monthly sales and then ran into a barrier
that seemed to stop the business
from growing and expanding.
Common barriers: Having problems finding good help, not enough
customers, working too many hours,
not making enough money, owners
are overwhelmed and owners have to
handle every problem and check on
BECOME A BLOGGER AFTERMARKETBUSINESS.COM/BestBlogs
BEST OF THE BLOGS are articles written by bloggers on AMBW’s community pages.
Pete Meier
The causes of ‘chatter’
One of the most diffcult clutch related
problems is chatter. Chatter is sometimes
diffcult to diagnose because it has many
root causes, and some of them may not
seem related at frst.
most evident when engaging the clutch or
launching the vehicle. The driver will sense
this at any contact point they have with the
vehicle, such as; seat, steering wheel, or
foor of the vehicle.
Chatter has two primary origins: within
the bell housing or the suspension and/or
driveline.
Chatter can be detected as a pulsing or
a grabbing sensation originating from the
driveline or chassis / suspension and resonating into the vehicle cabin.
Pete Meier
The driver may complain that the vehicle
is hard to maneuver because the entire
vehicle is “bucking or jumping”. This will
be especially evident while parking in
tight spots, leaving from a traffc light or
while trying to back up a trailer. Chatter is
Up to 99 percent of a car battery can be
recycled. Electrolytes can be made into
detergents and the plastics and metals are
reused to make new batteries. This means
you could be driving a car that’s powered
by the same materials that were in a battery
6 APRIL 2015
magenta
cyan
yellow
black
Give that battery
a new life
from
your
grandparent’s
vehicle.
Last year,
Johnson
Controls, a
global multiindustrial company recycled 8,000 batteries per hour
across its recycling system, making
the company the world’s largest automotive battery recycler.
In the U.S. and Europe, more than 95 percent of conventional batteries are recycled.
ES596059_AMB0415_006.pgs 04.01.2015 19:24
ADV
PAGE
PAGE
PAGE
8
10
12
FEATURED
WEBCAST
March 26TH 2015
Tips to make your shop efficient
ATI and MOTOSHOP look at how going digital in systems can
streamline a shop’s business.
everything or else it doesn’t get done
right. The barriers become unsolvable. Owners try everything they can
think of to solve the problems.
Their solutions: Close the shop,
sell the shop, turn the shop over to a
SHOP INSIGHT
INDEPENDENT
THINKING
WASHINGTON
INSIDER
DONNY SEYFER
MARK SMITH
STEVE BARLAS
Aftermarket, OEMs
meet on telematics
Uni-Select purchase
raises questions
Anxiety up as EPA
moves on ozone
family member, hope it will get better, or keep on doing the same thing
until they retire or die. These owners have resigned themselves to the
“fact” there is nothing that can be
done about these problems.
REGISTER TODAY
MotorAge.com/AMCschedule
APRIL 24, 8:30-11:45 A.M.
Scan This!
Presented by John Anello.
TOP VIDEOS
TO WATCH NOW
APRIL 24, 8:30-11:45 A.M.
Gasoline Direct Injection
Presented by Scot Manna.
MOST WATCHED VIDEO
Emissions Control Diagnostics
Workshop
DOING BUSINESS AT AUTOMECHANIKA CHICAGO IS
EASIER THAN EVER, ACCORDING TO DON WELSH,
PRESIDENT AND CEO OF CHOOSE CHICAGO.
APRIL 24, 2:00-5:15 P.M.
Presented by Kris Lewis, sponsored by Walker
Emissions Control/Tenneco.
The Medium Duty Truck Workshop
Auto parts returns in the aftermarket
Gailen Vick of the Reverse Logistics Association discusses the key challenges of reverse logistics.
Optimizing supply chain performance
Charlie Covert, VP of Customer Solutions at UPS, discusses supply chain technologies
Scan the QR Code with
your smart phone’s
camera to watch
the video.
APRIL 24 TRAINING
APRIL 24, 2:00-5:15 P.M.
Vendors get a break at
Automechanika Chicago
Presented by Peter Luban, sponsored by
TransTec by Corteco.
TO GET THE FREE APP:
APRIL 25, 8:30-11:45 A.M.
FROM YOUR PHONE’S BROWSER,
GO TO:
WWW.SCANLINE.COM
Understand and Diagnosing
Hybrid Vehicles
Presented by G. Jerry Truglia.
APRIL 25, 8:30-11:45 A.M.
We scan the Auto Pro Workshop, the Aftermarket Business World Facebook page
and our Twitter feeds to see what you’re saying. Comment there to be heard.
@FS_Automotive:
Join us for our prestigious ‘Intelligent Mobility’ Conference at the House of Lords &
Royal Garden Hotel July 1-2 in London.
@pete_meier:
Tesla Model X spotted on California roads
- Tesla has begun testing the Model X
crossover on public roads.
@Oreillyauto:
Did you know Americans drove over 3 trillion miles last year? That’s like driving down
every paved road in the world 260,000+
times.
@auto_alliance:
Millenials now make up fastest growing
segment of auto loaners says TransUnion:
27% of auto loan originations in 2014.
@pepboysauto
Top 3 reasons for a flat: 1. Sharp Object 2.
Valve Stem Leak 3. Tire Bead Leak.
the community—
join the discussion
@FederatedAP
Have you answered this month’s Federated/Motor Age ASE Question of the Month?
You could be a winner!
Aftermarketbusiness.Com/Community
APRIL 25, 2:00-5:15 P.M.
GM Drivability
Presented by John Thornton.
APRIL 25, 2:00-5:15 P.M.
Essential Scope Techniques
Presented by Matt Fanslow.
APRIL 26, 8:30-11:45 A.M.
Electrical Quick Diag & Repairs
Presented by Rich Peterson and G. Truglia.
APRIL 26, 8:30-11:45 A.M.
Section 609 EPA Certification
Presented by Larry Turay, sponsored by the
Mobile Air Conditioning Society Worldwide.
APRIL 26, 8:30-11:45 A.M.
How to Use Digital Marketing to
Grow Your Business in a
Consolidating Market
Presented by Frank Terlep, sponsored by
eMarketing Sherpas.
APRIL 26, 8:30-11:45 A.M.
APRIL 26 TRAINING
@NavigantRSRCH:
Sales of Electric Motorcycles and Scooters
are Expected to Reach Nearly 6 Million a
Year by 2024.
@autozone:
We also carry Duralast Marine Batteries!
Purchase one and you could win a Yeti
Fishing Package
Presented by Danny Sanchez, sponsored by
Autoshop Solutions.
APRIL 25 TRAINING
comments from
AMB WORLD’S online communities
Fans and Followers Make
Sales and Profits
Q&A with EricTheCarGuy
Presented by EricTheCarGuy.
magenta
cyan
yellow
black
ES596058_AMB0415_007.pgs 04.01.2015 19:24
ADV
SHOP INSIGHT
COMMUNITY
DONNY
SEYFER
 Q&A
Co-owner Seyfer Automotive, Inc.
[email protected]
AFTERMARKET, OEMs
MEET ON TELEMATICS
Competing trade groups align, meet with OEMs
E
arly in February there was an
industry meeting that was significant. For the first time in a
very long time, maybe ever, aftermarket leaders sat in the same room
with vehicle manufacturers to talk.
The outcome was not nearly as
important as the fact that almost 70
leaders who have often been described
as the Hatfields and McCoys talked for
three hours seeking an understanding
of the challenges and the aftermarket’s
needs related to telematics in vehicles.
The presentation made by the auto
repair segment was jointly developed
by the Automotive Service Association
(ASA), New England Service Station
and Automotive Repair Association
(NESSARA), Automotive Service
Councils of California (ASC-CA) and
the Alliance of Automotive Service
Providers of Minnesota (AASP-MN).
Rusty Savignac, president of NESSARA
presented on behalf of repairers.
The rest of the aftermarket was represented by the Automotive Aftermarket
Suppliers Association (AASA), The
Auto Care Association, American
Automobile Association (AAA),
Motor & Equipment Manufacturers
Association (MEMA), The Coalition for
Auto Repair Equality (CARE), NAPA,
ALLDATA, The Equipment and Tool
Institute (ETI), Mahle, Bosch and The
Automotive Industries Association –
Canada (AIA).
Twelve auto manufacturers were
present including BMW, Chrysler,
Ford, General Motors, Honda, Hyundai,
Mercedes, Nissan, Subaru, Toyota, VW/
Audi. The majority of automaker representatives came from engineering
or public policy. The associations that
represent these automakers, the Auto
Alliance and Global Automakers, were
present as well with Steve Douglas
8 APRIL 2015
magenta
cyan
yellow
black
senior director, Environmental Affairs
for the Auto Alliance making a presentation on behalf of both associations. A
presentation also was made on behalf
of tool manufacturers by Kathy Kedzior,
manager, business development Mahle
Powertrain LLC.
Telematics could very well become
one of the more contentious topics to
affect vehicle owners, vehicle manufacturers, repair professionals and the
companies that support them. Security
concerns have been at the forefront
with each segment offering up various ideas to resolve them. Add in the
almost simultaneous action on Capitol
Hill, the revelation that BMW vehicles
can be hacked and this issue could heat
up quickly.
ASA believes if the industry can find
ways to solve these issues together,
including all of the stakeholders, we
will be much less likely to find ourselves fighting regulations that limit
the ability of the entire industry to
bring creative and customer friendly
services or improvements to drivers.
What did we accomplish? We proved
that it can happen. Competing trade
associations can cooperate and aftermarket groups can sit down with OEMs
and have a conversation. We have
some distance to travel as years of distrust often led to strongly held beliefs
from both camps that sound, from my
perspective, a little paranoid.
While some folks in the OEM camp
don’t want to play with the aftermarket,
many do. The enlightened people and
companies that recognize that nearly
80 percent of after warranty repair
happens in an independent shop also
recognize that independents are going
to recommend cars made by companies
that do not create impediments to getting customers’ cars repaired.
In mainstream vehicles, the companies that have done the best retaining
customers from vehicle to vehicle have
done so by making the repair of their
vehicles drama free. Luxury brands are
growing in sales. While many of these
vehicles have been niche with dealers
having a larger percentage of the repair
pie compared to other makes, I think
that these manufacturers are going to
have to look closely at their business
model to continue to compete with the
mainstream brands that are making
better luxury cars every model year.
The aftermarket also has a role in
this and I think that the leaders present
at this meeting recognize that a little
good will can go a long way. We also
have to do our best to explain our situation and show that the development
of methods for the aftermarket to utilize
these vehicle technologies will actually
be adopted.
Back in 2002 OEMs built websites
that were going to keep all of us who
repair cars in business and 13 years
later there are technicians in my classes that still are not aware that they
exist. The other side of that coin is that
the aftermarket did a very good job of
licensing and organizing that information into their various products. By and
large that is the desire with telematics; make the data available so that it
can be used to create useful products
that vehicle owners want, more effective means of predicting service needs,
diagnosing and repairing vehicles.
ES590812_AMB0415_008.pgs 03.26.2015 20:04
ADV
ENTER THE
Make It
SWEEPSTAKES
5 GRAND PRIZE
WINNERS!
Receive a TRIP FOR TWO
to the Bob Bondurant® School
of High Performance Driving!
5 FIRST
PLACE
WINNERS
FIRST
2,500
ENTRIES
Get a GoPro®
HERO4 Camera
Get a “Make
It QWIK™”
TPMS Hat
ENTER FOR A CHANCE TO WIN
www.MakeItQWIK.com
• 3 sensors provide 94% coverage
• Fully assembled, ready for installation
• Available in both rubber and metal
valve stems
• Can be ID-Cloned or OE-Relearned,
technician’s choice
DOMESTIC & ASIAN
EUROPEAN
ASIAN
314.9/315 MHz
433 MHz
315 MHz
• Works with all major TPMS tools
ENTER APRIL 1 - JUNE 30, 2015. NO PURCHASE NECESSARY TO ENTER OR WIN. A purchase will not increase your chance of winning. Open
to legal residents of the 50 United States and D.C., age 18 or older. Promotion is void where prohibited or restricted by applicable law, and all
applicable federal, state and local laws and regulations apply. Promotion begins at 12:00 AM ET on 04/01/15 and ends at 11:59 PM ET on 06/30/15.
Sponsor: STANDARD MOTOR PRODUCTS, INC.
magenta
cyan
yellow
black
ES587241_AMB0415_009_FP.pgs 03.21.2015 01:12
ADV
COMMUNITY
MARK
SMITH
 Q&A
INDEPENDENT THINKING
President, Wholesale Auto Parts
[email protected]
SALE HAS AIR OF
UNCERTAINTY
Purchase of Uni-Select raises many questions
rogram groups are merging, independent warehouses are buying
each other out, and now manufacturers’ investment groups are
buying warehouses, distribution centers and company-owned stores.
I think that Uni-Select USA selling
its assets for a mere $340 million was
way too low, but maybe that’s all they
were worth. Icahn Enterprises LP,
the buyer of Uni-Select USA, owns an
interest in Federal-Mogul Holdings,
which will be operated independently “at arms length” in regards to the
operations of Uni-Select USA after the
transaction is completed.
This is from Icahn Enterprises’
press release about the merger:
“Carl C. Icahn, Chairman of Icahn
Enterprises, commented, ‘Icahn
Enterprises is constantly looking for
companies to own or control (i.e., own
over 50%). The assets of the companies we control currently total over
$20 billion, up from approximately
$1 billion at the beginning of 2000.
This does not include the value of the
securities held by the funds in our
Investment segment, which total over
$15 billion. With the advent of the
bull market over the last five years,
it has become increasingly difficult to
find companies that we believe to be
undervalued and with growth potential. That is why we were happy when
we learned that the United States segment of Uni-Select was available.’”
Taking the above at face value,
Icahn Enterprises appears to have
a staggering $35 billion in buying
power.
The quote above also implies that
Uni-Select USA was undervalued with
P
10 APRIL 2015
magenta
cyan
yellow
black
growth potential. Let’s look at some
raw numbers and draw some conclusions. Uni-Select USA has 39 distribution centers and 240 company-owned
stores in the U.S. and has a program
group network of more than 2,000
independent jobbers. 39+240+2,000
= 2,279 potential outlets. 340 million
divided by 2,279 distribution outlets
equals $149,188.24 per location average investment. So, lets assume that
each distribution center has a meager
inventory of $3 million. That equals
$117 million of inventory at WD pricing. 240 company owned stores at a
lower than expected inventory totaling $250K each equals $60 million
in inventory assets. 2,000 program
jobbers buying an average of $10k
per month, yields $20 million in jobber sales per month. This produces a
minimum of $177 million in inventory
assets and a minimum of $20 million
in cash flow monthly.
Not to mention the property and
fixtures Uni-Select USA has title of,
which has got to take care of a large
chunk of the remaining $143 million
left unjustified. Yes, this is a good
deal for Icahn Enterprises.
Having had experience with UniSelect as a jobber, experience with
all things Federal-Mogul, and a general student/observer of our industry,
the acquisition leads me to deduce a
few things, and offer up a few general
questions. The price tag makes me
think Uni-Select did not necessarily
want to sell, but needed to sell. The
most likely buyer is always the largest
debtor as well. And finally, with buying power of $35 billion, why not buy
AutoZone, Advance Auto Parts and
What is the real
motive? It’s very
unclear. Carl Icahn
is said to be a Wall
Street guru and
he knows how to
turn a profit for his
investors.
others? Why stop there?
What is the real motive? It’s very
unclear. Icahn is said to be a Wall
Street guru and he knows how to turn
a profit for his investors. He’s involved
with so many different companies as
an owner, major shareholder, or as a
member of the board of directors, it’s
mind-boggling.
The man wears a lot of hats and he
has a vast knowledge of things. He
is surrounded by a group of experts,
and has incredible wealth and financial power. So, why is he buying an
automotive distribution group formerly owned by a Canadian company? I
see transformation on the horizon.
Do something great Carl. We are
all watching and possibly willing to
follow when you show us what you’re
up to.
ES590805_AMB0415_010.pgs 03.26.2015 20:03
ADV
COMMUNITY
GLOBAL OVERVIEW
[email protected]
AASA/OAC
A&Q 
COVERING ALL
THE WORLD
Trade agreements expand suppliers’ global reach
he motor vehicle supplier industry is truly global in reach today.
Suppliers have global manufacturing footprints, exporting and
importing products and components to
serve customer needs around the world.
Automotive suppliers export $62
billion in automotive parts to Pacific
countries, including South America
and Asia. Automakers export 2 million
vehicles a year from the U.S, at an additional value of more than $51 billion –
and nearly 70 percent of a vehicle’s
value today is made by suppliers.
International trade agreements
are vital to opening new markets for
North American suppliers and maintaining a level playing field for trading partners. The Motor & Equipment
Manufacturers Association (MEMA) is
the nation’s oldest and largest association representing the North American
motor vehicle parts supplier industry
and has a long history of advocacy for
opening global markets to suppliers.
Two high-profile trade agreements
are currently in negotiations: the
Trans-Pacific Partnership (TPP) and the
Transatlantic Trade and Investment
Partnership (T-TIP). The TPP is a
regional free trade agreement that
comprises the United States, Australia,
Brunei, Canada, Chile, Japan,
T
Scan this QR Code to read
more articles like this. Or
visit SearchAutoParts.
com/Trending
GET A FREE SCAN TOOL
APP AT:
www.scanlife.com
Malaysia, Mexico, New Zealand, Peru,
Singapore and Vietnam. Membership
among Asia-Pacific nations is expected
to grow after the agreement is finalized
and interested counties agree to meet
TPP’s principles. T-TIP negotiations
seek greater economic integration
between the U.S. and the European
Union (EU), the largest economic relationship in the world.
The TPP seeks to set a model “high
standard” 21st Century trade agreement that addresses greater supply
chain integration, improved protections for intellectual property rights
and regulatory coherence. The strategically important Asia-Pacific region,
representing roughly half of world
trade and 60 percent of world gross
domestic product, offers significant
growth opportunities for aftermarket
suppliers in a critical market.
The T-TIP agreement also opens
opportunities for aftermarket suppliers. The top priority of this agreement
is regulatory cooperation. Failure to
achieve this cooperation will severely
limit its economic potential for the vehicle industry. According to EU Impact
Assessment Reports on T-TIP, current
auto non-tariff barriers (NTBs) between
the U.S. and EU are equivalent to an
ad valorem tariff of 26 percent. In addition, the reports project eliminating tariffs and 25 percent of existing U.S. and
EU NTBs would increase EU vehicle
and parts exports to the U.S. by 149
percent and increase U.S. vehicle and
parts exports to the EU by 347 percent.
Both trade agreements have gone
through several rounds of high-level
meetings. The TPP agreement is
expected to be completed in 2015, but
the timing of T-TIP’s completion is less
The Asia-Pacific
region represents
roughly half of world
trade and 60 percent
of world gross
domestic product.
certain. However, Congress must pass
Trade Promotion Authority (TPA) legislation before these treaties are completed. Also known as “fast track,” TPA
allows the president to submit trade
agreements to Congress for a vote
without amendments. Congressional
Republicans and the Obama administration agree on the need for TPA, but
congressional Democrats oppose TPA
without specific conditions.
MEMA is working cooperatively
with industry groups and coalitions to
influence the negotiations. The association also consults regularly with
the U.S. Trade Representative (USTR),
Congress and other stakeholders to
ensure the interests of motor vehicle
parts suppliers are served in the final
agreements.
For details about the Automotive
Aftermarket Suppliers Association
(AASA) and its global outreach services, visit www.aftermarketsuppliers.
org. AASA is the light vehicle aftermarket division of MEMA.
SEARC HAUTO PARTS .C O M 11
magenta
cyan
yellow
black
ES590898_AMB0415_011.pgs 03.26.2015 20:08
ADV
WASHINGTON INSIDER
COMMUNITY
STEPHEN
 Q&ABARLAS
Washington Correspondent
[email protected]
ANXIETY UP AS EPA
MOVES ON OZONE
Changes also could affect availability of some gas
epresentatives of auto emission
system manufacturers met with
officials of the Environmental
Protection Agency (EPA) on Feb.
13 concerning the agency’s December
proposed rule tightening ozone air emission standards.
Any lowering of allowable emission
levels would force cities and counties
that suddenly fall into the ozone “nonattainment” category because of tighter
restrictions on hydrocarbon and nitrogen
oxide emissions to improve inspection
and maintenance programs for autos.
Transportation sources are the major
causes of ground-level ozone, otherwise
known as smog. Changes in the standard, last tightened in 2008, could also
affect the availability of some types of
reformulated gasoline.
The top executives from the
Manufacturers of Emission Controls
Association (MECA) and the Advanced
Engine Systems Institute (AESI), Joe
Kubsh and Chris Miller, respectively,
were at the meeting, with some company
reps joining the meeting via teleconference. Those participants included Greg
Garr from Umicore, David Cetola, from
Johnson Matthey Catalysts and Paul
Busch from NGK Automotive Ceramics.
Kubsh says the meeting on ozone
came at the end of a three-day meeting on other topics with EPA officials
at Research Triangle Park in North
Carolina.
“We were just trying to understand
where there are opportunities in the
mobile sources sector to do more,” he
says. “That would be in the areas of
off-road and heavy-duty truck diesel
engines.”
Kubsh points out that the final rule
the EPA issued in 2014 on Tier 3 emission standards already addresses
direct-from-tailpipe emissions of nitro-
R
12 APRIL 2015
magenta
cyan
yellow
black
gen oxides (NOx), volatile organic compounds (VOC), direct particulate matter
(PM2.5), carbon monoxide (CO) and air
toxics. Tighter ozone standards would
target many of those same pollutants,
and force cities to adopt local policies.
New standards would not directly affect
auto manufacturers.
The meeting with the emissions
executives followed three meetings the
EPA held around the country to get public input into the proposed rule, which
would lower the current primary standard for ozone from .075 parts per million to between .065 to .070 ppm. The primary standard is meant to prevent lung
disease and asthma. There is a secondary
standard, too, which aims to mitigate any
environmental damage to plants and animals. The EPA wants to revise the secondary standard, now the same as the
primary standard, to a complicated formula based on something called a W126
index values. The EPA has not decided
on exact numbers for either standard yet.
At the hearings in Washington,
Giedrius Ambrozaitis, director of environmental affairs at the Alliance of
Automobile Manufacturers, said, “Given
that dramatic reductions in ozone and
improvements to air quality will continue
to occur, new EPA regulations to further
lower the ozone standard are not necessary to improve air quality.”
Unhealthy ozone levels are a problem
across the United States, with nearly
100 cities exceeding the EPA National
Ambient Air Quality Standard. Nonattainment geographic areas are classified in five iterations, from marginal to
severe. Those rated moderate and above
must establish I/M programs.
The EPA forces the most polluted to
adopt “enhanced” I/M programs, of
which there are four basic “model programs.” Once the EPA designates which
Nearly 100 U.S.
cities exceed
the EPA National
Ambient Air Quality
Standard.
of the four, the locality has some leeway
in terms of the means for achieving the
specified results.
Estimates from various sources are
that a more protective ozone standard
such as what the EPA is considering
would result in non-attainment areas
somewhere between 200-350, a doubling
or tripling of the current non-attainment
areas. As required by the Clean Air Act,
EPA would make attainment/nonattainment designations for any revised
standards by October 2017; those designations likely would be based on 20142016 air quality data. States with nonattainment areas would have until 2020
to late 2037 to meet the proposed health
standard, with attainment dates varying
based on the ozone level in the area.
Republicans in Congress will be
expected to react negatively to any
final standard between .065 to .070
ppm. Top GOP members on the
Senate Environment and Public Works
Committee sent a letter to the EPA in
February questioning the validity of the
agency’s cost-benefit analysis accompanying the proposed rule.
ES590808_AMB0415_012.pgs 03.26.2015 20:03
ADV
STAY ON TOP OF INDUSTRY DEVELOPMENTS
TRENDING
Service Repair E-News & Alerts
Certified Technician E-News & Alerts
Aftermarket Business E-Zine
DISTRIBUTION NEWS,
NOTES AND HAPPENINGS
Photo: Port of Long Beach
COVERSTORY
importers and exporters that rely on West
Coast maritime facilities could experience continued shipping delays going into
the summer months in the wake of a slowdown by dockworkers at 29 American seaports.
A tentative settlement of the labor dispute has been
reached between the International Longshore and Warehouse
Union (ILWU) and the Pacific Maritime Association (PMA),
yet cargo backlogs are expected to present continued logistical challenges as the ports set sail to catch up.
At one point during the slowdown there were 36 vessels
sitting idle at anchor in the Los Angeles/Long Beach harbor
– a figure that is four times the usual waiting-time rate. The
impacted docks stretching from California to Washington handle 40 percent of all international imports arriving in the U.S.
“It is important to note that the slowdown at West Coast
ports in the U.S. affects both imports and exports,” said Steve
Handschuh, president and CEO of the Motor & Equipment
Manufacturers Association (MEMA).
He points out that the members of MEMA and its divisions
– the Automotive Aftermarket Suppliers Association (AASA),
the Heavy Duty Manufacturers Association (HDMA), the
Motor & Equipment Remanufacturers Association (MERA)
and the Original Equipment Suppliers Association (OESA) –
have long maintained global manufacturing footprints that
depend on reliable and timely cargo flows.
Industry suppliers export $62 billion in automotive parts
to Pacific countries, including South America and Asia, and
import $74 billion in components from the region. Automakers
export 2 million vehicles a year from the U.S. at an additional
value of more than $51 billion, according to Handschuh, who
magenta
cyan
yellow
black
ES590866_AMB0415_013.pgs 03.26.2015 20:07
ADV
trending  cover story
“For one oF MeMA’s division MeMbers this equAtes to An AdditionAl $200,000
per Month. For Another, this hAs AlreAdy cost theM Millions oF dollArs.”
Steve HandScHuH, preSident and ceO Of tHe MOtOr & equipMent ManufacturerS aSSOciatiOn
was interviewed on CNBC before the
tentative settlement.
“It’s playing Russian roulette with
the U.S. economy,” he warned the international television network’s viewers.
“It’s already costing our industry billions of dollars. Trucks are waiting for
days to pick up one container.”
Several industry organizations were
mobilizing letter-writing campaigns
among their memberships to insist that
the federal government put pressure on
the ILWU and PMA to reach an accord.
“It’s time for the parties to come
together and obtain a resolution of
this matter so our distributors are not
stressed by the availability of parts,”
said Rodney Pierini, president and
CEO of the California Automotive
Wholesalers’ Association, which represents aftermarket manufacturers, jobbers, warehouse distributors and retailers in California, Nevada and Arizona.
Stranded shipments
Vendors and customers alike have been
upended by the impact. “There are
relationships that are being stressed
by the slowdown. They’re concerned
about the availability of parts coming in
from other parts of the world and shipping parts to other parts of the world,”
said Pierini, adding that “they’re looking at alternative ways to get products
in, but it’s expensive.”
Official approval of the pact was still
pending as Aftermarket Business World
went to press. “MEMA continues to
monitor this situation and urges quick
ratification of the final agreement,”
Handschuh said, adding that it could
be as late as August until the pace of
the ports becomes ship-shape.
Union ratification involves contract
details being voted on by a membership caucus, followed by a secret-ballot
election at the individual locals. This is
expected to be completed in April.
During the height of the slowdown
shipping cost overruns of up to 10 percent were hitting businesses that usually route through the LA/Long Beach
14 april 2015
magenta
cyan
yellow
black
wharves as aircraft were utilized or
detours arranged through Vancouver,
B.C., Canada.
“For one of MEMA divisions’ members this equates to an additional
$200,000 per month. For another, this
has already cost them millions of dollars,” Handschuh said.
“One company reports that they
have shipments stranded on seven
vessels that cannot unload at the port,
straining inventory reserves. Another
company reports that their in-transit
inventory has more than doubled to
more than $20 million since November
and now represents nearly 20 percent
of their total,” he noted.
“Consumers are not feeling an
immediate impact because suppliers
have been preparing contingencies for
close to 12 months in anticipation of the
July 1, 2014 contract expiration,” said
Handschuh. “Companies that kept two
or three weeks of inventory in transit
are now carrying four, five or six weeks
of inventory.
Feeling the squeeze
The long lead-in as the dockside dispute loomed allowed logistical providers time to contemplate other transportation avenues, according to UPS
spokesman Matthew O’Connor.
“We’ve been working on this for
quite a while and helping customers
with alternative plans,” he said. “There
are a couple of different tactics being
used, and air would be one of them.
We’re helping our customers to keep
their parts moving.”
Planes, trains, trucks and ships are all
components of a multimodal approach
being implemented within the industry. “We sit down with each company
in the aftermarket, and then you figure
out the solutions,” said O’Connor. The
various factors to consider regarding
a given load include the desired timing for initiating the shipment and its
destination, time-in-transit and arrival
goals, port selection, and cost concerns.
“The biggest challenge is for the
companies that already put products on
a ship – they’re stuck,” he said as the
slowdown remained in play. “If their
shipment hasn’t left they can make
other arrangements” to work around
a problem at a particular seaport and
remedy any backlogs.
“Several months will be required
to recover from the damage caused
by this situation,” said Handschuh.
“The slowdown has already caused
millions of dollars in added costs due
to expedited and freight alternatives,
and has reduced U.S. exports – which
will have a direct effect on the U.S.
economy. The ability to import and
export product is essential to a global
economy and, therefore, to motor
vehicle suppliers.”
Local economies have also been
feeling the squeeze: The Bellefontaine
Examiner in Logan County, Ohio was
providing detailed coverage of production reductions due to critical
assembly line shortages at six Honda
factories in Ohio, Indiana and Canada.
“While around 80 percent of parts
come from 700 North American suppliers, Honda does rely on imports for
critical electronics and some transmission parts,” the newspaper reported,
advising concerned readers to “check
the automaker’s internal communication systems for the status of their
plants or departments.”
The tentative five-year contract
settlement comes as welcome news;
the deal was reached after President
Barack Obama dispatched U.S.
Secretary of Labor Tom Perez and Scot
Beckenbaugh of the Federal Mediation
and Conciliation Service. Details of the
pact were not disclosed.
“After more than nine months of
negotiations, we are pleased to have
reached an agreement that is good for
workers and for the industry,” said
PMA President James McKenna and
ILWU President Bob McEllrath in a
joint statement. “We are also pleased
that our ports can now resume full
operations.” •
ES590865_AMB0415_014.pgs 03.26.2015 20:07
ADV
TRENDING
VENDORS
THE REPLACEMENT MARKET
PRESERVING THE
NEW
CAR
LOOK
QA
PAINT PROTECTION FILMS BRING SALES GAINS
VENDOR
NEWSMAKER
MARK
GERSHENSON
hielding vehicle finishes against
stones, gravel, sand, scratches,
bug residue, bird droppings,
acid rain, winter road salt and
other flying objects, paint protection films are clearly stretching
out to become a lucrative aftermarket
sales option.
TRENDS & MARKET ANALYSIS
Commonly called PPF and also
known as “clear bras,” the product is
sometimes still referred to as “helicopter tape” based on its origins during
the Vietnam War when the U.S. military asked 3M to develop a protective
coating for whirling chopper blades
that were stirring up damaging sand
particles. Among the early civilian
adopters were racing teams seeking
to maintain the gleam of their colorful
paint schemes under the punishment of
debris-strewn track surfaces.
Over the years PPF has since become
thinner, sturdier, easier to apply and
less likely to yellow, attracting the
attention of numerous manufactur-
visit Search AutoParts.
com/Trending
APP AT:
wwwscanlife.com
Global LLumar brand
management director,
Eastman Chemical
ers along with assorted mergers and
acquisitions.
“There’s been an evolution in the
product over the years. It’s a category
that is experiencing rapid growth,”
says Jack Mundy, vice president of the
International Window Film Association
(IWFA), which also has members covering the PPF segment.
He estimates the value of the U.S.
PPF marketplace at $150 million and
$15 million in Canada.
“Painted surfaces are costing more,
so people are protecting their investment,” Mundy explains. “It started as
high-end, but now it’s across the spectrum of vehicles.”
Much of the manufacturer marketing is targeted at new-car dealerships
offering it as an add-on at signing.
“Some are doing it themselves, and
some have subcontracting relationships with independent installers,”
says Mundy, president of Ener-Gard,
a North American distributor based in
Ontario, Canada.
About 5 percent of the new cars
rolling out of dealer showrooms are
being wrapped with PPF, according to
Casey Flores, editor of Window Film
Magazine. “People are becoming more
aware of the product,” he points out,
“and I’m seeing it becoming more mainstream – it’s catching on quite fast.”
Awareness and education
In January Madico Window Films rolled
out a new Invisi-Film line for auto body
applications aimed at “giving owners
peace of mind that their vehicle will
WHAT IS THE EXTENT OF
YOUR DISTRIBUTOR/
INSTALLER NETWORK?
LLumar Paint Protection
Film has a wide distribution
network domestically and
internationally with over
4,000 shops selling LLumar
products.
Q: What types of installers are you
seeking?
A: LLumar Paint Protection Film is available through aftermarket shops; car
dealerships offer PPF to help protect
new cars while adding to their dealership profits; OEM is increasingly
popular in international markets.
Q: Which segments are the most common among your installers?
A: It varies widely depending upon location, but anyone who cares about car
appearance can benefit from paint
protection film.
Q: What are the qualifications for a shop
to become a certified installer?
A: LLumar offers installation training to its
direct customers. We look for installation quality, skills and a positive consumer experience. We work with dealers who will best serve market needs.
Q: What are the challenges/solutions for
marketing paint protection films?
A: Awareness, education and availability
are the biggest challenges.
magenta
cyan
yellow
black
ES590855_AMB0415_015.pgs 03.26.2015 20:06
ADV
TRENDING  VENDOR MARKET TRENDS
ABOUT 5 PERCENT OF THE NEW CARS ROLLING OUT OF DEALER SHOWROOMS ARE BEING
WRAPPED WITH PAINT PROTECTION FILMS.
continue looking great no matter what
conditions they’re driving in,” says
Jeffrey R. Plummer, senior vice president of sales and marketing. “This is
clearly a growing segment, and one
that allows our installing dealers a
means of increasing their business.”
“Invisi-Film can also be used on
RVs, ATVs, jet skis, boats, motorcycles,
high-performance vehicles, and tractors
and commercial vehicles such as dump
trucks and end-loaders,” notes Madico
marketing specialist Lauren Messing.
“Additional uses include truck bed
rails, door frame edges and thresholds,
wiper blade landing areas, around
wheel wells, door handles and locks,
roof areas under utility racks and
more,” she says. “It works with computerized plotters for a custom fit.”
Installation pricing varies according
to regional markets and the extent of
coverage sought for a particular vehicle. Some customers opt for overall protection – others are content with covering just the lower panels more prone to
come in contact with paint-threatening
objects arising from the streets.
“This is a film that can completely
complement or transform the look of a
vehicle while protecting the vehicle’s
finish from rocks, gravel, salt and other
road debris,” says CEO Ryan Pape at
XPEL. Its STEALTH film “features a
smooth satin-texture that blends seamlessly with OEM matte paint finishes.
Alternatively, the film can be applied
to glossy-painted surfaces to give the
vehicle a matte appearance in a reversible manner, without requiring repainting,” according to the company.
XPEL’s TRACWRAP is marketed
as an affordable temporary PPF that
is self-installed for one-time use to
protect RVs and their tow-behind
vehicles. A larger size is available for
bigger motor coaches.
“Awareness and education play a
big role in consumer appreciation,”
according to spokeswoman Maureen
Blazevic at the Eastman Chemical Co.
“Technology continually evolves, and
the new LLumar self-healing paint
protection film takes the consumer
16 APRIL 2015
magenta
cyan
yellow
black
benefits to a new level.” The firm has
more than 4,000 shops selling its lines
worldwide.
In December Eastman purchased
the SunTek brand, which is retaining
its identity. Blazevic says SunTek “is
valued in the market as a high quality
product” that attracts “significant loyalty among installers.”
“With the rising cost of cars and
trucks, people want to protect their
vehicles and keep them looking new to
protect their investment and for future
re-sale,” says Ziebart President Daniel
C. Baker as he describes the company’s
ongoing Z-Shield PPF innovations.
“We have field-tested this product in the harsh winter conditions of
Minnesota and in the burning heat
of Middle Eastern deserts, and it has
exceeded expectations,” Baker reports.
“We even conducted customer focus
groups to make certain this new film
is what customers wanted and is modestly priced based on a customer’s protection needs.”
A controlled environment
“The word is spreading that this is
available and that it works – it’s not a
gimmick,” says Block A Chip owner
Albert Helcberger. “The customer
base has been expanding as the word
gets out.” And even though he has an
attractive shop in Mentor, Ohio, much
of his sales involve mobile installations
as he travels across the northeastern
corner of the state in a Chevrolet HHR
wrapped with eye-catching signage.
“You need a controlled environment, we can’t just show up and do
it in someone’s driveway,” Helcberger
points out, emphasizing the need for
a clean indoor work site. “In the wintertime you have to have the proper
heat.” Most customers are served via
an array of car dealership accounts
that he has developed.
“I educate the dealers on how we
operate, and the places we work with
are very good about accommodating
us.” The restoration/classic car market is another aspect of Block A Chip’s
business, and Helcberger advises
Q: About how much can an installer
expect a customer to pay to have this
applied?
A: Installation cost may start at around
$100 and go up from there. Cost for
LLumar Paint Protection Film installation varies widely contingent upon car
coverage and exterior intricacy.
Q: What demographics are you trying to
reach?
A: LLumar Paint Protection Film is for
anyone who cares about vehicle
appearance. A 2013 study showed
that the average car is on the road for
over 11 years. LLumar Paint Protection
Film is a great way to preserve car
appearance, providing protection
from the elements, road debris, insect
stains, even acid rain.
Q: Does this sell better in particular areas
of the country?
A: LLumar Paint Protection Film traditionally has been most popular throughout the Rocky Mountains and in places where salt use is common, but it
really provides benefits for consumers
no matter where they live.
Q: How do you assess the current
domestic and international scope and
future potential of PPF?
A: The paint protection film category
continues to grow as awareness
and education about the benefits of
it expands. Consumers investing in
expensive vehicles drive the desire to
protect them.
Q: Following your purchase of SunTek,
will you continue to offer that line?
A: The SunTek brand is valued in the
market as a high quality product, and
it has significant loyalty among installers. Eastman will continue offering the
SunTek brand for both PPF and window film.
“those types of vehicles require the
trust and knowledge of the owner
along with more training and more
skill. That requires another level of
expertise – you can’t just call up a template on a computer.”
ES590854_AMB0415_016.pgs 03.26.2015 20:06
ADV
READ MORE ABOUT AFTERMARKET TRENDS
Starting out as a graphic artist for
racers and offering high-end detailing, Helcberger became interested in
PPF after he bought a classic Corvette
that he wanted to protect. “I thought,
‘What a great concept!’ So I gave it a
shot. Not many people knew about
the product and there were no professional installers doing this. It was not
pretty at the beginning.”
A four-day installation class at
3M provided a valued education to
augment “hands-on and doing it
over and over again.” Eventually
the practice jobs culminated in
establishing Block A Chip: “I did
my parents’ car and it evolved into a
business,” Helcberger recounts.
A competitive advantage
“Using the highest quality urethane
film is only as good as the installation,
which is why installation quality is
so critical in our business,” concurs
Skip Vachon, owner of Protective Film
Technologies (PFT), an exclusively
magenta
cyan
yellow
black
mobile application service in the
Washington, D.C. area.
“Stretch marks, wrinkles, scarring, lifting and dimples all determine
whether or not the film is visible on a
vehicle, especially on darker colored
paint,” Vachon cautions, citing the
importance of being properly trained.
“There are really no entry barriers to this business – the only barrier
is your skill level.” Plotter equipment
is utilized to ensure the correct cuts,
although some applications require
custom handiwork. “You order film asneeded; it’s simple.”
Vachon, echoing Helcberger, was a
detailer who became hands-on with
PPF 13 years ago after purchasing an
“absolutely pristine” classic BMW and
hearing “horror stories” about botched
jobs. “The quality of the films was terrible compared to what we have now.”
About 98 percent of Vachon’s customers are people who have bought
new cars. But he is selective about
enlisting car dealers as a source of
accounts. “Every dealer has differing
preferences. Everything has to be done
right now, and then you don’t get paid
for a month.” Among other drawbacks,
sometimes the vehicle to be worked on
is not even present on the lot for the
scheduled appointment.
“The majority of my work is going
to individual homes,” says Vachon,
who conducts customer interviews in
advance. “A lot of my clients live in
very nice homes, so it’s usually a clean
environment” with a spacious and
uncluttered garage.
“It’s a huge competitive advantage
to be mobile,” he says. “Since I started
the awareness of the product has
gone up a lot, and sales have grown
tremendously.”
There is one key wrinkle, however,
and that comes when attempting to
expand the operation by taking on and
training additional technicians. “It’s
so lucrative,” Vachon laments, “that
they’ll go off on their own and start
their own business.”
ES590853_AMB0415_017.pgs 03.26.2015 20:06
ADV
TRENDING
INTERNATIONAL MARKETS
VENDORS
TRAINING IS KEY
TO
FIRST
SHOW
QA
INAUGURAL AUTOMECHANIKA CHICAGO SET TO KICK OFF
INTERNATIONAL
NEWSMAKER
IOANA MAZARE
ore than 400 exhibiting companies will fill the McCormick
Place West expo floor for the
inaugural Automechanika
Chicago
April
24-26.
Positioned to be the largest tradeshow
and training event for shop owners
and technicians, the event is dedicated to high-end training and showcasing the latest tools, equipment and
products in the market.
Classes will cover management,
service and collision repair, and general repair topics. More than 2,000
scholarships have been offered since
November to service and collision
repair techs to attend the training for
free. More than 100 training sessions
presented by more than 50 instructors
will cover both service and collision
repair topics.
Positioned to be the largest U.S.
tradeshow and training event for the
automotive aftermarket industry,
Automechanika Chicago continues its
industry support through its scholarship opportunities found at the show.
More than 2,000 scholarships will
be awarded for the training program
Automechanika presents Motor Age
Training Live. As an additional pledge
to the automotive aftermarket industry,
Automechanika Chicago will supply an
ASE study guide to each testing registrant that signs up for the event.
“Educating the market is an important focus of Automechanika Chicago,
which is why we are bringing the
18 APRIL 2015
magenta
cyan
yellow
black
Automotive marketing
manager at UPS
highest level of trainers and presenters to our program, said Dennis Smith,
President of Messe Frankfurt Inc. “We
will be providing an exceptional educational experience.”
In addition, the Automotive
Parts Remanufacturers Association
(APRA) will be conducting training at
Automechanika Chicago. APRA will
hold complimentary educational seminars April 24 and 25 next to the APRA
booth 2659/2660.
The seminar package, “What’s
Trending in Remanufacturing?” will
include Mohammad Sammi, president
and owner of Sammy’s Auto Electric
Service. Sammi will give three 30-minute presentations on April 24 - “Trends
in Design of the New Starters,”
“What’s Up with New Alternators’
Design, Power, and their Features?”
and “Alternator and Charging System
to PCM Interface.”
Some 2,000 scholarships
will be awarded for
the training program
Automechanika presents
Motor Age Training Live.
On April 25, Robert German, engineer and senior project manager with
Flight Systems Automotive Group, will
present “Remanufacturer of Electronic
Diesel Controls,” and “Remanufacturer
of Diesel Fuel Systems” at the booth.
APRA is developing other speakers
and topics for the educational semi-
DO COMPANIES CHANGE
SHIPPING PLANS DUE
TO THE WEST COAST
PORT SLOWDOWN?
Lo g i s ti c s ex p e r t I o a n a
M a z a re is th e au to m o tive marketing manager
at UPS, where she works
with OEMs and aftermarket
manufacturers, distributors
and retailers. She recently answered
a series of questions for Aftermarket
Business World relating to the West
Coast port slowdown.
A: Yes. UPS has been working with
our customers since early 2014 to
develop contingency plans in case
the slowdown occurred and we’ve
been putting those plans in action
since delays began taking place.
These contingency plans vary by
customer, but typically use a combination of ocean, rail and truck
transportation that balances inventory levels, fill rates and cost. In some
cases, automotive companies are
augmenting with air freight to meet
consumer demand and maintain
high levels of customer satisfaction.
Automotive aftermarket businesses
should carefully evaluate how ocean
shipping delays are affecting, or may
affect, their business. Sometimes the
optimum solution involves looking at
the situation beyond simply transporting products via ocean, air, rail or
truck. Some of the criteria that UPS
addresses with customers includes
ES596362_AMB0415_018.pgs 04.01.2015 22:03
ADV
READ MORE ABOUT AFTERMARKET TRENDS
POSITIONED TO BE THE LARGEST U.S. TRADESHOW AND TRAINING EVENT FOR THE
AFTERMARKET INDUSTRY, AUTOMECHANIKA CHICAGO CONTINUES ITS INDUSTRY
SUPPORT THROUGH ITS SCHOLARSHIP OPPORTUNITIES FOUND AT THE SHOW.
the risk of lost sales, penalties from
not meeting contractual agreements,
the added cost of carrying more
inventory, the cost of redirecting shipments that are already in transit, and
the ability to source products from
other vendors or production facilities.
Q: Are you diverting ocean shipments
from the West Coast ports to other
destinations including Canada,
Mexico and the Eastern U.S. ports?
A: UPS is not recommending changing shipping routes through the U.S.
West Coast ports for a variety of reasons. U.S. East Coast ports are at
capacity and can cost twice as much
to transport products through compared to the West Coast. Canada
and Mexico offer some viable options
but are not bolt-on solutions.
Canada’s West Coast ports are
experiencing volume-driven delays
from congestion related to the U.S.
West Coast port delays. Shipping into
Mexico extends transit times and has
inland transportation limitations. See
more Q&A at AftermarketBusiness.
com/IoanaMazare.
nars. To register for the free APRA
seminars, visit www.apra.org or e-mail
[email protected]. Advanced
registration to the tradeshow at
Automechanika Chicago is free. The
on-site fee is $50.
Of course, there are other reasons
other than training to take some time
away from your shop and make it a long
weekend in the Windy City.
Specific to the event, city and show
organizers have made it easy to get to
and from partner hotels to McCormick
Place and back.
“Many years ago we opened dedicated bus lines. In addition to the surface streets, buses and cars coming into
the building, we also have an incredible
bus lane that is an express bus lane that
runs basically parallel to the trains coming in from the city through a dedicated
tunnel that’s only open when conventions are in town to make the drive
from the downtown hotels to the cam-
pus within five to seven minutes,” Don
Welsh, president and CEO of Choose
Chicago, said in a video interview.
The loop will pick up attendees at
partner hotels (check out the list at
MotorAge.com/AMC hotels), and there
will be transportation from the hotels to
Navy Pier for an opening night party on
April 24 from 5 to 7 p.m. The event at
Navy Pier is open to all attendees and
exhibitors, and includes drinks, appetizers and entertainment.
Navy Pier also is one of several
attractions Choose Chicago representatives highlighted as places not to miss
after show hours or for your families
coming along for the weekend. Darrell
Baker, Choose Chicago’s vice president sales, trade shows, pointed out
lists of attractions, including the free
Millennium Park, Lincoln Park Zoo and
Cloud Gate (the “Bean” where many
people snap pictures), as well as Lurie
Garden, the Skydeck Chicago in the
Willis Tower, Lookingglass Theatres,
Broadway in Chicago, Shedd Aquarium
and Chicago White Sox, among many
others. (Sorry, Cubs fans, they’re on the
road that weekend.)
For those driving into the city, there
are various public transportation
options, from L Trains, buses and taxis
to the high-speed Metra commuter
rail train connects outlying suburbs to
downtown. ChooseChicago.com has
links to places where you can park
should your hotel not have parking and
lots where you can pay ahead of time.
In addition to entertainment and
attractions, there are more places to
eat each evening than can be listed, all
fitting various price ranges.
“We have over 3,000 restaurants
and taverns and bars and entertainment facilities in the downtown core.
In terms of the whole package, of
course we have some of the greatest
hotels in the whole world. We have
five of the top 10 hotel brands in the
whole world,” Welsh said. “You’re
going to find a very, very dense, walkable downtown. Great shopping, great
restaurants, great attractions, if people
have time to take to the city in addition
LIKE THIS ARTICLE?
CHECK
OUT
RELATED CONTENT @
APRIL 24-26
PLAN YOUR VISIT
SEE WHO IS DOING TRAINING
COMMONLY ASKED
QUESTIONS
IT’S EASY TO DO
BUSINESS IN CHICAGO
REGISTER TODAY @
MotorAge.com/AMCregistration
to being here for business purposes.”
The Automechanika Brand as a
whole continues to experience record
exhibitor and visitor numbers, indicating that these trade shows are
truly fulfilling the needs of the industry through this global business platform. The growth and satisfaction
remains a trend throughout all the
Automechanika shows worldwide, confirming a positive outlook for the future
of the industry.
Automechanika Chicago is produced
jointly between Messe Frankfurt and
UBM Advanstar Communications, the
leading producer of U.S. tradeshows,
and provider of integrated media solutions to the automotive aftermarket –
daily reaching millions of service & collision repair professionals, technicians,
original equipment and aftermarket
manufacturers and distributors.
Registration to the Automechanika
Chicago tradeshow is free and a limited number of free training spots are
available on a first come, first serve
basis. To learn more, visit www.automechanikachicago.com.
magenta
cyan
yellow
black
ES596361_AMB0415_019.pgs 04.01.2015 22:03
ADV
TRENDING
CUSTOMERS
DEALERSHIPS
NEW WIRELESS
TOOL
FOR
TECHS
QA
FORD ROLLS OUT TABLET COMPUTERS FOR SERVICE LANE
VENDOR
NEWSMAKER
MIKE MARTINEZ
ervice advisors at Ford dealerships will soon be armed with
a new tool: a wireless tablet
computer and Web-based application that the company says
will improve the intake and inspection process.
The tablets are part of the next
phase of FordÕs SMART Technology
(SMARTT) program, which was
launched in 2014. In the first phase,
Ford added SMARTT Appointments
that let customers use an online tool to
schedule service appointments at Ford
and Lincoln service centers. In the first
year, online appointment volumes tripled, according to the company.
The next phase of the program is
the SMARTT Mobile Write-Up solution, which will provide service advisors with tablet computers. Ford is
also launching SMARTT Inspect, which
allows technicians and parts department personnel to access the data from
the tablet application to more efficiently
fulfill service orders. The new applications are currently available for dealers
com/Trending
APP AT:
www.scanlife.com
20 APRIL 2015
magenta
cyan
yellow
black
Chief Marketing Officer,
DMEautomotive
using the CDK Global dealer management system. A Reynolds & Reynolds
deployment of the mobile application
will be announced later.
ÒToday, the write-up experience
typically occurs at a kiosk or desk,Ó
says David Ziegler, Ford customer service division technology and innovation manager. ÒThis cuts the cord and
allows the advisors to work with the
customer at the vehicle on their terms,
and it provides a wealth of information
so that they can complete the entire
write-up.Ó
There are a number of mobile tablet
solutions for dealership service available, including modules from most of
the major dealer management system
providers. A company called MOC1
Solutions offers a Wireless Service
Advisor (WSA) software solution, for
example. In 2012, Chrysler launched
the Mopar wiADVISOR tablet solution
for the service lane, which included a
device to plug the tablet into the vehicleÕs diagnostic port.
With the Ford Mobile Write-Up solution, advisors can perform write-ups
at the vehicle. It includes a menu of
common service requests, along with
vehicle history, open recall notices, and
a pricing menu. According to Ziegler,
the system should make vehicle inspections and walk-arounds more efficient.
The tablets can be used to scan VIN
numbers, take photos of repair items,
and attach notes and customer comments to the service order.
The SMARTT Inspect system then
sends that information to the service
department. Technicians can access
the data, perform a thorough vehicle
WHAT IS THE COST OF
THESE UNADDRESSED
OVERFLOW OR AFTERHOURS CALLS?
Automotive mar keting
firm DMEautomotive has
released an analysis of overflow and after-hours service
calls at 172 dealerships that
found service departments
were missing out on significant customer
opportunities by mishandling these calls.
Mike Martinez, chief marketing officer at
DMEautomotive, spoke with Aftermarket
Business World about the findings.
A: First of all there is a straightforward
loss of revenue when these calls
are not answered. One out of two
of those callers will go book service
somewhere else. The second issue
that 70 percent of these calls are from
what we call swing loyalists, customers that can potentially be turned into
loyal customers and drive a disproportionate amount of profitability.
Q: How are service departments mishandling these calls?
A: The customer calls the dealership
after hours and either gets a message that the dealer is closed, or they
go into a generic voicemail system,
which never generates a response.
It’s a dead end. Or they’re calling in
during business hours and the call
goes unanswered because the staff is
busy. Dealers need a way of handling
these overflow and after-hours calls.
ES590886_AMB0415_020.pgs 03.26.2015 20:08
ADV
THE SMARTT INSPECT TOOL HELPS STREAMLINE
COMMUNICATION AMONG THE ADVISORS, THE
TECHNICIANS AND THE PARTS DEPARTMENT.
Q: Are there best practices you’ve seen
at dealers that are doing a good job of
handling these calls?
A: The first best practice is to simply have
an after-hours and overflow call service in place so that every single one
of those phone calls is answered and
handled, even if it’s by a call center that
isn’t at the store. You can have a team
behind you that only costs you money
when your own team can take phone
calls, and they make sure 100 percent
of those calls is handled 100 percent
of the time.
Beyond that, you want to have good
call monitoring and recording available so that as calls come in, you can
spot check how your employees are
handling them. You want to respond
to calls and log them into the customer relationship management or dealer
management system.
inspection, and input suggestions for
necessary additional services. The
inspection results are then available
to the service advisor via the tablet to
share with the vehicle owner.
The SMARTT Inspect tool helps
streamline communication among the
advisors, the technicians and the parts
department. ÒIf the technician finds
anything during the inspection, that is
automatically sent to the advisors and
the parts department,Ó Ziegler says.
ÒThe power of this is that it integrates
with the dealer system pricing, so you
can show labor and parts, availability of
parts, and send a quote to the advisors
immediately. If you do that manually, it
takes 20 minutes for the technician. ItÕs
much faster electronically.Ó
According to Ziegler, the applications are Web-based. ÒThereÕs a URL,Ó
Ziegler says. ÒIt is integrated with their
DMS, and all they need is a wireless
infrastructure. Dealers can use Apple
iOS devices or Microsoft Surface devices for the tablets.Ó
Ford has piloted the applications,
along with the installation and training
processes for the dealers. ÒWe believe
a key component of this is in the
implementation and training,Ó Ziegler
says. ÒThe people who go on site to
install the solution are Ford certified,
and we have a sustainment program
that is part of the process. We know
this is a big cultural change. WeÕre
asking the employees to do things
very differently.Ó
Ease of use is a key benefit of the
solution. ÒWe can take someone who
has never written service before, and
within 30 minutes have them writing service orders using the tablets,Ó
Ziegler says. ÒSystems weÕve tried in
the past have been too complicated, in
some cases. During the pilots, we heard
from dealerships that they could easily
cross-train other people at the dealership to write service and they quickly
adapted to the system.Ó
The mobile solution also takes data
points that were previously available
on different screens and consolidates
them on a single screen to improve
efficiency.
While Ziegler couldnÕt share specific
results, he said that at the pilot dealerships there was an improvement in
selling more service jobs with the solution in place.
Ford will deploy the solution on a
voluntary basis initially. The company
will evaluate the dealers to ensure
they have the required technology
infrastructure prior to implementation. If the hardware or infrastructure
needs updated, it could take 30 to 60
days before full deployment. Once that
process is completed, there is remote,
Web-based training available, along
with a week-long onsite training program to use the tools. The dealers
receive follow-up visits from Ford staff
over the next 12 months to ensure the
solution is working properly.
ÒWeÕve been talking about the program for a year, and we have a lot of
dealers that are anxious to get this
technology,Ó Ziegler say. ÒAt this
point it is voluntary, but as we ramp up
there isnÕt any reason why we wouldnÕt
expand it across the dealer base.
magenta
cyan
yellow
black
ES590876_AMB0415_021.pgs 03.26.2015 20:07
ADV
TRENDING
THE EMERGING MARKETS
TECHNOLOGY SOLUTIONS
TACKLING
DATA
ANALYTICS
QA
EVALUATING BIG DATA TO PREDICT CAR OWNER BEHAVIOR
TECHNOLOGY SOLUTIONS
NEWSMAKER
ARFA SYED
apgemini has launched a new
Automotive Insights Laboratory,
a virtual lab that will use Big
Data and analytics to help car
manufacturers anticipate customer behavior. The service, part of the
companyÕs AutomotiveConnect offering, has already helped OEM clients
improve customer targeting, boost warranty claims predictions and increase
sales. It also could potentially impact
the way automakers approach service.
ÓThe industry needs to improve
its ability to combine intelligence
about vehicles and consumers to produce insights that can be actioned.
Companies should, for example, be able
to predict when a consumer will be looking to change their car, and what sort
of car they are likely to buy,Ó said Kai
Grambow, global head of automotive,
Capgemini. ÒCompanies need to start
treating data like the new oil powering
this industry. Like oil, data can be difficult to find and extract, but becomes
a hugely valuable asset once refined.Ó
com/Trending
APP AT:
www.scanlife.com
22 APRIL 2015
magenta
cyan
yellow
black
Digital and Social
Media Manager, Auto
Care Association
The lab uses data from macroeconomic trends, geographic habits,
social media, and information provided
from the manufacturers themselves to
improve the development of business
strategies, define customer service
offerings and identify new opportunities. According to Capgemini, the lab
has helped clients improve consumer
profiling and targeting, renewal and
loyalty, and enhanced predictions for
pricing, demand and warranty claims.
According to Nick Gill, chairman
of the global automotive sector at
Capgemini, the Insights Laboratory
evolved out of discussion about the
influx of customer and vehicle data
now available to automakers, and how
to make the best use of it. ÒWe are collecting all of this data to get to know
the customer better, and collecting all
of this intelligence from the car,Ó Gill
says. ÒWhat are we going to do with
all of this massive, big data that we are
going to collect?Ó
Automakers can approach the company with specific questions or problems, and have their own data mapped
to economic and socio-demographic
data, along with industry data from
Edmunds, JD Power, and other sources.
ÒWeÕve been able to find some amazing things for several clients,Ó Gill says.
ÒIn an industry where a one or two percent change is significant, we can come
up with solutions that can influence
results by as much as 10 or 15 percent.Ó
Among the benefits experienced by
clients using the service: campaign
revenue increased through four-fold
improved customer targeting; a 10 per-
ARE THERE SOCIAL
MEDIA PLATFORMS
THAT SEEM TO LEND
THEMSELVES TO THE
AFTERMARKET?
I n J a n u a r y, t h e Yo u n g
Auto Care Network Group
(YANG), part of the Auto
Care Association, hosted
a webinar on using social
media for businesses. The
presentation was part of the ongoing
YANG Time webinar series. Arfa Syed,
digital and social media manager at
the Auto Care Association, spoke to
Aftermarket Business World about the
use of social media in the aftermarket.
A: I think that the automotive media is
super active on Twitter, and anything
you want publicized; Twitter is a really
great platform for that. Internally, if
companies want to promote something they of ten use video, and
YouTube is the best platform for that.
We’re seeing a lot more video, and
it’s easy to embed so you can recycle
it on all of your different social media
platforms.
Q: What have been some of the most
interesting or effective uses of social
media you’ve seen in this market?
A: I think it’s really effective to focus on
engagement and less on numbers
now. You want to identify people that
are active online and build a relationship with them, versus just posting
ES590888_AMB0415_022.pgs 03.26.2015 20:08
ADV
“THERE’S ACTUALLY VERY LITTLE COMMUNICATION
BETWEEN CARS AND HUBS TODAY. THE INSURANCE
INDUSTRY IS PROBABLY DOING MORE OF IT
THAN THE MANUFACTURERS.”
Making great
shocks starts
from the inside
– NICK GILL, CHAIRMAN OF THE GLOBAL AUTOMOTIVE SECTOR AT CAPGEMINI
something on the social media black
hole. You have to identify who the key
influencers are, whether those are
customers or members, or people
that distribute for you. Once you figure out who those key people are,
social media can work really well.
Q: How does social media apply to
B2B marketing?
A: With B2B you have to focus on those
business relationships, and that’s why
social media is so great. Social media
is a great listening tool. You can find
out what types of conversations are
happening online. The first step with
social media is to listen, and find ways
to interject yourself into those conversations. You have to have a strategy,
and you should always listen and hear
what people online are saying.
cent cost reduction via smaller target
group sizes; doubling the accuracy of
warranty claims predictions; and doubling or tripling of sales conversions via
up-sell and cross-sell opportunities.
ÒYou never have all of the data you
want, but you often have more than you
need,Ó Gill says. ÒMany of our insights
have come from public domain data.
For example, we worked with an OEM
on where to market electric vehicles.
Just taking information about where
people live, their environmental affinities, spending power, what types of
houses they live in, all of these things
influence the propensity for buying an
electric vehicle. You can map that and
not only say a certain type of person is
likely to be a buyer, but you can focus
on specific dealerships because of the
qualities of the people living nearby.Ó
So far, most of the projects have
focused on the sales side: determining
who might buy a new car, when they
are likely to buy, and how much they
would be willing to pay. Gill says that
service is likely to be just as big an area
of interest because it is a more predict-
able operation than sales.
ÒFrom the connected vehicle side,
there are so many variables,Ó Gill says.
ÒIf you have a problem, do you need to
solve it immediately or defer it? You can
develop some more menu-based services based on those client needs and
consumer needs. There is a lot more we
can do with the data on the service side
that we are not doing today.Ó
So far, telematics data has not played
a large role, however. ÒThereÕs actually
very little communication between cars
and hubs today,Ó Gill says. ÒThe insurance industry is probably doing more
of it than the manufacturers. ThatÕs a
wake-up call for the industry. IÕm nervous that we may let the moment pass
us by and other industries like insurance will seize the data opportunity
ahead of us. Connected vehicles just
arenÕt that connected today. Not many
companies are leveraging that data a
meaningful way.Ó
The AutomotiveConnect line of
offerings includes consulting, technology expertise and digital services. The
Insights Laboratory is the key feature
of the Connected Insights focus area,
while the Connected Customer module
helps manufacturers better segment
their customers into the proper channels. The Connected Vehicle focus area
keys in on telematics and consumer
connectivity in the vehicle.
Gill says the auto industry will continue to grapple with data management
as the number of vehicles on the road
increases and the number of sensor
points available expands.
ÒWeÕre really at the beginning of a
journey, and weÕre just now seeing
what kinds of things we can do with
the data,Ó Gill says. ÒMost consumers are very happy these days to share
data, as long as they trust the company
and get a benefit from sharing the data.
The industry can gain a deeper understanding of the customer and tailor services around that.Ó
Adjusting Piston
Valve Assembly
Gabriel’s O-Ring piston
seal adjusts as it wears
to maintain a tight seal
between the piston and
pressure tube. This
minimizes leak paths
for a longer product life.
Gabriel has been
perfecting shock
absorber technology
since inventing the
first one in 1907.
www.gabriel.com
SEARC HAUTO PARTS .C O M 2 3
magenta
cyan
yellow
black
ES590887_AMB0415_023.pgs 03.26.2015 20:08
ADV
STAY ON TOP OF INDUSTRY DEVELOPMENTS.
RESEARCH
Distribution E-News & Alerts
Aftermarket Technology E-News
Aftermarket Business World E-Zine
HAVING THE RIGHT AUTO PARTS, ABILITY TO
DELIVER QUICKLY ARE KEYS TO SELLING TO TECHS
to them quickly.
Techs surveyed in the Aftermarket Business World
Technician Attitude study overwhelmingly agreed that a
wide availability of parts is the primary reason they have a
preferred supplier. Techs selected this as the most important
reason they prefer a supplier in eight out of nine product
categories.
Fast delivery was the second most important attribute as
it was rated the first or second most important reason in five
out of nine product categories, and third most important in
four categories.
Good relationships were the third most mentioned reason
why techs prefer to use certain suppliers. Price came in a
distant fourth and did not rate in the top four reasons that
techs prefer a supplier in four of the nine product categories.
Auto parts retailers and jobbers were consistently chosen
as the most preferred purchasing channels by auto techs.
Parts retailers were selected as the most preferred or second24 APRIL 2015
magenta
cyan
yellow
black
most preferred purchasing channel in eight of nine product
categories surveyed, while jobbers were picked No. 1 or
No. 2 in seven of nine categories surveyed. Warehouse distributors were a solid third most
preferred purchasing channel
for techs.
Auto parts retailers also
were chosen first as the actual
auto parts source of techs in
Auxiliary Lighting 26
six of nine product categories.
Chassis
28
Warehouse distributors and
jobbers were a close second and
Filters
30
third, respectively.
Gaskets
32
Methodology:
The
Oxygen Sensors
34
2015 Technician Attitude Study
Shocks & Struts
36
was fielded to readers of sister
Spark Plugs
38
publication Motor Age via email.
Study results are intended to
Wheel Bearings
40
show general industry trends,
Wipers
42
not statistical certainties.
CONTENTS
Photos: Thinkstock
want to be the preferred auto parts supplier
to today’s automotive technicians, carry a
lot of inventory that you are able to deliver
ES590856_AMB0415_024.pgs 03.26.2015 20:06
ADV
Knowledge in the fast lane
Partnering with Team Penske to take performance to the next level.
More than just a logo on the cars, SKF is a true technical sponsor to Team Penske, sharing the power of
knowledge engineering to provide a competitive advantage to Brad Keselowski, Joey Logano, Ryan Blaney
and Helio Castroneves. We’re committed to helping Team Penske get to Victory Lane, and to applying
lessons learned on the track to the products SKF brings to the automotive aftermarket.
www.skfpartsinfo.tv
@skfpartsinfo
The Power of Knowledge Engineering
® SKF is a registered trademark of the SKF Group | © SKF Group 2015
magenta
cyan
yellow
black
ES587232_AMB0415_025_FP.pgs 03.21.2015 01:12
ADV
STUDY
AUXILIARY LIGHTING
Purchasing source
Warehouse distributor
56%
Auto parts retailer
44%
Direct from manufacturer
44%
Jobber
63%
Dealership
25%
Preferred purchasing channel
40% of technicians always give recommendations
for buying a specific brand of auxiliary lighting.
Amount of auxiliary lighting that
is returned monthly
None
69% 5-9%
0%
33%
1-2%
2% 10% +
8%
Auto parts retailer
13%
3-4%
1% I don’t know 0%
Direct from manufacturer 20%
Jobber
27%
Primary reason for preferred
supplier
Good relationship
13%
Parts availability
31%
Price
13%
Fast delivery
31%
53%
do not purchase
lighting from a car dealership.
Reasons:
Too expensive
50%
Aftermarket products as good as
(or better than) OEM
50%
Convenience/time limits 13%
National
0%
36%
Both
Reasons for buying
a particular auxiliary
light
Performance
9%
Customer request 14%
79% of technicians report they DO NOT
know how much over the jobber they pay.
Frequency of supplier
contact
What techs know they pay
Once a week .............................. 6%
Every two weeks ........................ 0%
Once a month .......................... 31%
Every three months .................... 0%
Every six months ........................ 0%
Yearly ........................................ 13%
No contact necessary .............. 50%
1-5%*
34%
6-10%*
33%
11-15%*
33%
16-25%*
0%
More than 25%
0%
Brand vs. supplier loyalty
What techs think they pay
1-5%*
46%
6-10%*
9%
11-15%*
18%
16-25%*
9%
More than 25%
18%
*Percent over jobber
magenta
cyan
yellow
black
64%
Private
Margins
26 APRIL 2015
National brands vs.
private label
purchases
If a primary supplier of auxiliary
lighting replaced a brand with
another of like quality, a tech would:
Change suppliers to continue
purchasing original brand ........ 29%
Keep primary supplier and purchase
new brand ................................ 71%
Quality
8%
Customer frequency of
taking auxiliary lighting
recommendation
Always
44%
Sometimes
37%
Rarely
13%
Never
6%
Internet ordering
frequency
0-10% of the time 74%
ES590818_AMB0415_026.pgs 03.26.2015 20:04
ADV
Lights that live on.
Philips Vision LED lights last
12 years, guaranteed.
A breakthrough innovation. Replace your
standard incandescent bulbs with our robust
Philips Vision LEDs that deliver dynamic
lighting both inside and out.
Thanks to their 12+ years lifetime, you will
likely never have to replace them again.
To learn more, visit
www.philips.com/visionled
magenta
cyan
yellow
black
ES587279_AMB0415_027_FP.pgs 03.21.2015 01:14
ADV
STUDY
CHASSIS
Purchasing source
50%
Auto parts retailer
55%
10%
Jobber
30%
Dealership
35%
for buying a specific brand of chassis parts.
Amount of chassis parts that
are returned monthly
None
40% 5-9%
5%
5%
45%
1-2%
30% 10% +
Auto parts retailer
30%
3-4%
Jobber
15%
supplier
Good relationship
10%
Parts availability
25%
Price
20%
Fast delivery
30%
71%
purchase chassis
parts from a car dealership.
Reasons:
Only place it’s available
OEM form/fit/function
Warranty
67%
60%
27%
contact
Once a week .............................. 0%
Every two weeks ........................ 0%
Once a month .......................... 20%
Every three months .................. 10%
Every six months ........................ 5%
Yearly ........................................ 15%
25%
6-10%*
75%
11-15%*
0%
16-25%*
0%
More than 25%
0%
1-5%*
0%
6-10%*
50%
11-15%*
21%
16-25%*
29%
More than 25%
0%
28 APRIL 2015
magenta
cyan
yellow
black
48%
National
14%
Private
Margins
1-5%*
National brands vs.
private label
purchases
If a primary supplier of chassis parts
replaced a brand with another of like
quality, a tech would:
new brand ................................ 75%
38%
Both
Reasons for buying
a particular chassis
part
Brand
33%
Availability
37%
Quality
40%
taking a chassis parts
recommendation
Always
67%
Sometimes
29%
Rarely
4%
Never
0%
Internet ordering
frequency
All the time
5%
ES590819_AMB0415_028.pgs 03.26.2015 20:05
ADV
magenta
cyan
yellow
black
ES587259_AMB0415_029_FP.pgs 03.21.2015 01:13
ADV
2009 J i m m i e J o h n s o n
2003 M a t t K e n s e t h
1996 T e r r y L a b o n t e
1989 R u s t y W a l l a c e
1982 D a r r e l l W a l t r i p
1975 R i c h a r d P e t t y
1968 D a v i d P e a r s o n
2011 T o n y S t e w a r t
2004 K u r t B u s c h
1997 J e f f G o r d o n
1990 D a l e E a r n h a r d t
1983 B o b b y A l l i s o n
1976 C a l e Y a r b o r o u g h
2012 B r a d K e s e l o w s k i
1984 T e r r y L a b o n t e
1970 B o b b y I s a a c
©2015 Federal-Mogul Motorparts Corporation. NASCAR is a registered trademark of NASCAR, Inc. All other trademarks shown
are owned by Federal-Mogul Corporation, or one or more of its subsidiaries, in one or more countries. All rights reserved.
moogproblemsolver.com
that makes MOOG the industry’s most preferred brand, both on and off the track.
design parts that can be pushed, punished and trusted when the pressure is on. It’s this kind of performance
You can be sure every one of the champion drivers got there by pushing our parts to the limit. That’s why we
MOOG® made history again in the 2014 season by upping our NASCAR® championship streak to 49 in a row.
1988 B i l l E l l i o t t
1973 B e n n y P a r s o n s
1999 D a l e J a r r e t t
1992 A l a n K u l w i c k i
Our Unbroken Line of 49.
2014 K e v i n H a r v i c k
2000 B o b b y L a b o n t e
STUDY
FILTERS
Purchasing source
39%
Auto parts retailer
52%
Dealership
27%
Jobber
48%
Two-step distributor
9%
for buying a specific brand of filter.
None
77% 5-9%
0%
23% 10% +
0%
16%
1-2%
Auto parts retailer
25%
3-4%
Jobber
National brands vs.
private label
purchases
Amount of filters that are
returned monthly
9%
38%
supplier
Good relationship
27%
Parts availability
27%
Carries specific brands
15%
Fast delivery
15%
60%
purchase filters
from a car dealership.
Reasons:
OEM form, fit, function
Only place it is available
Customer request
63%
53%
16%
contact
Once a week ............................ 42%
Every two weeks ........................ 7%
Once a month .......................... 13%
Every six months ........................ 0%
Yearly .......................................... 3%
45%
6-10%*
11%
11-15%*
22%
16-25%*
11%
More than 25%
11%
1-5%*
24%
6-10%*
38%
11-15%*
14%
16-25%*
24%
More than 25%
0%
30 APRIL 2015
magenta
cyan
yellow
black
National
30%
Private
Margins
1-5%*
49%
If a primary supplier of filters
new brand ................................ 64%
21%
Both
Reasons for buying a
particular filter
Brand
46%
Availability
44%
Quality
49%
Customer frequency
of taking a filter
recommendation
Always
42%
Sometimes
40%
Rarely
12%
Never
6%
Internet ordering
frequency
All the time
3%
ES590820_AMB0415_030.pgs 03.26.2015 20:04
ADV
DRIVING PERFORMANCE FROM CHANNEL PARTNERS TO TECHNICIANS
SMART PART(ner)
www.mahle-aftermarket.com
magenta
cyan
yellow
black
ES587245_AMB0415_031_FP.pgs 03.21.2015 01:12
ADV
STUDY
GASKETS
Purchasing source
41%
Auto parts retailer
55%
17%
Jobber
48%
Dealership
41%
for buying a specific brand of gasket.
Amount of gaskets that are
returned monthly
None
66% 5-9%
0%
27% 10% +
3%
24%
1-2%
Auto parts retailer
28%
3-4%
Dealership
10%
Jobber
31%
supplier
Good relationship
14%
Parts availability
48%
14%
Fast delivery
24%
72%
Reasons:
Only place available
Warranty
62%
57%
14%
Once a week .............................. 0%
Every two weeks ........................ 0%
Once a month .......................... 10%
Every three months .................. 10%
Every six months ........................ 7%
Yearly .......................................... 0%
50%
11-15%*
50%
16-25%*
0%
More than 25%
0%
1-5%*
30%
6-10%*
20%
11-15%*
35%
16-25%*
15%
More than 25%
0%
32 APRIL 2015
magenta
cyan
yellow
black
0%
Both
contact
6-10%*
National
purchase gaskets
0%
83%
17%
Margins
1-5%*
National brands vs.
private label
purchases
If a primary supplier of gaskets
new brand ................................ 54%
particular gasket
Brand
41%
Availability
50%
Quality
59%
Customer frequency
of taking a gasket
recommendation
Always
73%
Sometimes
24%
Rarely
3%
Never
0%
Internet ordering
frequency
All the time
3%
ES590821_AMB0415_032.pgs 03.26.2015 20:05
ADV
No matter what sealing challenge
your customers face...
FEL PRO - O N LY.c o m
ONLY FEL-PRO
©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.
®
magenta
cyan
yellow
black
has the coverage and
quality they demand.
Providing the latest applications and
frst-to-market sealing innovations that keep
your customers satisifed.
ES587243_AMB0415_033_FP.pgs 03.21.2015 01:12
ADV
STUDY
OXYGEN SENSORS
Purchasing source
56%
Auto parts retailer
61%
Internet
6%
Jobber
50%
Dealership
44%
for buying a specific brand of oxygen sensor.
Amount of oxygen sensors that
None
69% 5-9%
0%
25% 10% +
0%
18%
1-2%
Auto parts retailer
41%
3-4%
Dealership
17%
Jobber
24%
supplier
Good relationship
13%
Parts availability
31%
19%
Fast delivery
19%
53%
do not purchase
sensors from a car dealership.
Reasons:
Too expensive
85%
Aftermarket products as good as
(or better than) OEM
54%
Convenience/time limits 54%
contact
Once a week ............................ 11%
Every two weeks ........................ 6%
Once a month .......................... 12%
Every six months ........................ 6%
Yearly ........................................ 12%
0%
6-10%*
33%
11-15%*
0%
16-25%*
67%
More than 25%
0%
1-5%*
20%
6-10%*
27%
11-15%*
27%
16-25%*
20%
More than 25%
6%
34 APRIL 2015
magenta
cyan
yellow
black
72%
National
0%
Private
Margins
1-5%*
National brands vs.
private label
purchases
If a primary supplier of oxygen
sensors replaced a brand with
new brand ................................ 62%
28%
Both
Reasons for buying
a particular oxygen
sensor
Brand
35%
Price
48%
Availability
43%
taking an oxygen sensor
recommendation
Always
47%
Sometimes
23%
Rarely
12%
Never
18%
Internet ordering
frequency
ES590823_AMB0415_034.pgs 03.26.2015 20:05
ADV
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
Become a fan on Facebook
facebook.com/NGKSparkplugs
Visit us at Automechanika Chicago - booth #2618
magenta
cyan
yellow
black
The World Leader
ES587240_AMB0415_035_FP.pgs 03.21.2015 01:12
ADV
STUDY
SHOCKS & STRUTS
Purchasing source
40%
Auto parts retailer
68%
18%
Jobber
36%
Dealership
32%
for buying a specific brand of shocks and struts.
Amount of shocks and struts
that are returned monthly
None
72% 5-9%
2%
18% 10% +
2%
20%
1-2%
Auto parts retailer
40%
3-4%
Jobber
12%
supplier
Good relationship
18%
Parts availability
24%
Price
22%
Fast delivery
20%
70%
purchase shocks
and struts from a car dealership.
Reasons:
Customer request
68%
35%
38%
contact
Once a week .............................. 4%
Every two weeks ........................ 4%
Once a month .......................... 14%
Every six months ...................... 10%
Yearly .......................................... 6%
46%
6-10%*
18%
11-15%*
0%
16-25%*
18%
More than 25%
18%
1-5%*
25%
6-10%*
31%
11-15%*
25%
16-25%*
16%
More than 25%
3%
36 APRIL 2015
magenta
cyan
yellow
black
67%
National
6%
Private
Margins
1-5%*
National brands vs.
private label
purchases
If a primary supplier of shocks and
struts replaced a brand with another
of like quality, a tech would:
new brand ................................ 68%
27%
Both
particular shock/strut
Brand
38%
Availability
54%
Quality
49%
Customer frequency
of taking a shocks and
struts recommendation
Always
46%
Sometimes
46%
Rarely
4%
Never
4%
Internet ordering
frequency
ES590822_AMB0415_036.pgs 03.26.2015 20:05
ADV
Origin
al
E
arket
rm
te
ent for the
ipm
Af
qu
OEA
®
KYB Shocks & Struts
Research, testing, zero-defect manufacturing tolerance and a commitment to
original vehicle design and performance. The choice of New Vehicle Manufacturers
and Top Service Professionals around the world.
Beware of Copies & Imitations
If it doesn’t have the KYB logo - it’s not KYB. Anything less than KYB.......is just less!
Please visit us at www.kyb.com to learn more
magenta
cyan
yellow
black
ES587261_AMB0415_037_FP.pgs 03.21.2015 01:13
ADV
STUDY
SPARK PLUGS
Purchasing source
39%
Auto parts retailer
46%
25%
Jobber
54%
Dealership
36%
for buying a specific brand of spark plug.
Amount of spark plugs that are
returned monthly
None
79% 5-9%
0%
17% 10% +
4%
18%
1-2%
Auto parts retailer
32%
3-4%
Jobber
36%
supplier
Good relationship
11%
Parts availability
59%
11%
Fast delivery
19%
60%
purchase spark
plugs from a car dealership.
Reasons:
For OEM brand name
63%
38%
25%
contact
Once a week .............................. 0%
Every two weeks ........................ 4%
Once a month .......................... 11%
Every six months ........................ 7%
Yearly .......................................... 3%
33%
6-10%*
67%
11-15%*
0%
16-25%*
0%
More than 25%
0%
1-5%*
38%
6-10%*
29%
11-15%*
14%
16-25%*
19%
More than 25%
0%
38 APRIL 2015
magenta
cyan
yellow
black
93%
National
3%
Private
Margins
1-5%*
National brands vs.
private label
purchases
If a primary supplier of spark plugs
new brand ................................ 54%
4%
Both
particular spark plug
Brand
57%
Performance
43%
Quality
57%
Customer frequency
of taking a spark plug
recommendation
Always
57%
Sometimes
39%
Rarely
4%
Never
0%
Internet ordering
frequency
All the time
0%
ES590824_AMB0415_038.pgs 03.26.2015 20:05
ADV
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.
©2015 Federal-Mogul Motorparts Corporation. All trademarks shown are owned by Federal-Mogul Corporation,
magenta
cyan
yellow
black
ES587262_AMB0415_039_FP.pgs 03.21.2015 01:13
ADV
STUDY
WHEEL BEARINGS
Purchasing source
33%
Auto parts retailer
87%
Internet
20%
Jobber
40%
Dealership
47%
for buying a specific brand of wheel bearing.
Amount of wheel bearings that
None
60% 5-9%
0%
27% 10% +
0%
20%
1-2%
Auto parts retailer
47%
3-4%
Dealership
7%
Jobber
20%
supplier
Good relationship
27%
Parts availability
40%
Price
13%
Fast delivery
13%
75%
purchase wheel
bearings from a car dealership.
Reasons:
Warranty
67%
50%
17%
contact
Once a week .............................. 0%
Every two weeks ........................ 0%
Once a month ............................ 7%
Every six months ........................ 0%
Yearly .......................................... 6%
17%
6-10%*
83%
11-15%*
0%
16-25%*
0%
More than 25%
0%
1-5%*
8%
6-10%*
33%
11-15%*
33%
16-25%*
25%
More than 25%
0%
40 APRIL 2015
magenta
cyan
yellow
black
80%
National
13%
Private
Margins
1-5%*
National brands vs.
private label
purchases
If a primary supplier of wheel
bearings replaced a brand with
new brand ................................ 73%
7%
Both
Reasons for buying
a particular wheel
bearing
Brand
42%
Availability
53%
Quality
58%
taking a wheel bearings
recommendation
Always
60%
Sometimes
33%
Rarely
0%
Never
7%
Internet ordering
frequency
ES590817_AMB0415_040.pgs 03.26.2015 20:04
ADV
magenta
cyan
yellow
black
ES587244_AMB0415_041_FP.pgs 03.21.2015 01:13
ADV
STUDY
WIPERS
Purchasing source
57%
Auto parts retailer
43%
14%
Jobber
38%
Dealership
29%
for buying a specific brand of wiper.
None
59% 5-9%
0%
32% 10% +
0%
57%
1-2%
Auto parts retailer
19%
3-4%
Dealership
National brands vs.
private label
purchases
Amount of wipers that are
returned monthly
5%
Jobber
19%
supplier
Good relationship
10%
Parts availability
35%
Price
35%
Fast delivery
10%
64%
purchase wipers
Reasons:
Easy to work with
62%
46%
8%
contact
Once a week ............................ 19%
Every two weeks ...................... 10%
Once a month .......................... 10%
Every six months ........................ 9%
Yearly .......................................... 9%
43%
6-10%*
14%
11-15%*
29%
16-25%*
0%
More than 25%
14%
1-5%*
37%
6-10%*
19%
11-15%*
31%
16-25%*
13%
More than 25%
0%
42 APRIL 2015
magenta
cyan
yellow
black
National
19%
Private
Margins
1-5%*
67%
If a primary supplier of wipers
new brand ................................ 67%
14%
Both
particular wiper
Brand
46%
Price
46%
Quality
42%
Customer frequency
of taking a wiper
recommendation
Always
43%
Sometimes
43%
Rarely
0%
Never
14%
Internet ordering
frequency
ES590816_AMB0415_042.pgs 03.26.2015 20:04
ADV
THE RIGHT BLADES MATTER.
www.ANCOWipers.com
Like Us on Facebook
facebook.com/ANCOWiperBlades
Follow Us on Twitter
@ANCOWiperBlades
Make any car a safer car to drive by installing new wiper blades from
ANCO ®. The complete family of ANCO wiper blades are engineered
with the latest technology to provide more effective blade-to-windshield
contact for improved visibility. Preparing any driver, for any season.
ANCO. The Clearest Choice® in wiper blades.
NHL and the NHL Shield are registered trademarks of the National Hockey League. NHL and NHL team marks are
the property of the NHL and its teams. © NHL 2015. All Rights Reserved.
©2015 Federal-Mogul Motorparts Corporation. All other trademarks shown are owned by Federal-Mogul Corporation,
magenta
cyan
yellow
black
ES587315_AMB0415_043_FP.pgs 03.21.2015 01:19
ADV
PRODUCTS
TOOLS, PARTS AND
RESOURCES FOR EVERY
SHOP EVERY DAY
PERFORMANCE REAR AXLE SHAFTS
Alloy USA, a manufacturer
of performance drivetrain
products, introduced its
line of heavy-duty rear axle
shafts for Jeep, Dodge, Ford,
International and GM cars and
trucks. The axles are designed,
engineered and tested to hold
up to tough abuse. Constructed from precision CNC machined
high-strength 4140 chromoly steel, the axles are heat-treated,
tempered and induction-hardened to produce a resilient product that’s built to take abuse. Alloy USA uses cold spline rolling
technology to prevent stress points that can lead to fracturing
that is common with axles with traditional cut splines.
www.alloyusa.com.
Alloy USA
FRONT AIR STRUTS FOR BMW X5
Arnott Air
Suspension Products
introduced new
aftermarket air suspension struts for
the front of the 2000
to 2006 BMW X5
(E53 Chassis) with four-corner air leveling. The new right and
left front air struts are AS-2764 (front right) and AS-2765 (front
left). A detailed installation manual helps ensure a successful remove and replace experience. The parts are backed by
Arnott’s Limited Lifetime Warranty in North America; and are
covered by a two-year limited warranty elsewhere.
THE LATEST PRODUCTS
TECHNOLOGIES TO HELP YOU WORK SMARTER
AND KEEP YOUR BUSINESS PROFITABLE
WEAR RESISTANT
MULTI V-BELT
The CONTI Unipower Tough
Grip multi V-belt with textile surface developed
by the ContiTech Power
Transmission Group minimizes noise buildup when accessories like the air-conditioning
system, power-steering pump
or generators are in operation. The belt’s pulley side
consists of a fabric reinforcement that is highly resistant to
wear and enhances anti-slipping and anti-wearing properties.
The warp-knitted fabric on the sectioned side is ultra wearresistant, capable of absorbing high dynamic stress loads and
stretchable longitudinally and traversely.
www.contitech.de
ContiTech
MASS AIR
FLOW
SENSORS
Delphi Product &
Service Solutions
announces 20 new
Mass Airflow Sensors
to its engine management portfolio
covering more than 10.2 million vehicles built from 1990 to
2013. Applications cover: Audi, BMW, Chevrolet, Hyundai, Kia,
Lexus, Mazda, Nissan and Toyota.
www.arnottindustries.com
Delphiautoparts.com
Arnott
Delphi
BOSCH EVOLUTION
WIPER BLADES
FAST ORANGE
HAND CLEANER
Robert Bosch LLC has launched a new look
for its line of Bosch Evolution Wiper Blades
and added two new blade lengths – 13-inch
and 15-inch – to the program. The new packaging design was created to capture consumer attention through the use of bright color
and dramatic imagery that together make for
a strong presence on retail shelves. The new
design incorporates the Bosch logo family
look for continuity across all Bosch Wiper
Blade lines. Beam or “bracketless” blades are
designed without the metal brackets, joints or
hinges found on conventional wiper blades.
This design affords improved winter wiping performance as
there is no place for ice and snow to build up.
Permatex’s Fast Orange
Hand Cleaner is now
offered in a new rocker
cap bottle that allows onehand use and helps keep
the bottle free of grease.
The cap uses a rock-toopen, rock-to-close system
for easy, mess-free use. It
comes in a 15-ounce bottle
and is offered in smooth and pumice formulas. This MicroGel
formula adheres better to the hands, reducing the amount of
product needed to remove grease from hands. It includes skin
conditioners to keep hands soft. The cleaner is biodegradable,
non-toxic and petroleum-solvent free.
www.boschautoparts.com
www.permatex.com
Bosch
Permatex
44 APRIL 2015
magenta
cyan
yellow
black
ES592234_AMB0415_044.pgs 03.27.2015 23:11
ADV
There’s a lot riding on
the safety of your lift.
Protect your technicians, your customers and your
ďƵƐŝŶĞƐƐ ,ĂǀĞĂůůǇŽƵƌůŝŌƐŝŶƐƉĞĐƚĞĚĂŶŶƵĂůůǇďǇ
ĂŶ>/ĞƌƟĮĞĚ>ŝŌ/ŶƐƉĞĐƚŽƌ
ŽŶ ƚƚƌƵƐƚǇŽƵƌůŝŌƐĂĨĞƚǇƚŽũƵƐƚĂŶǇŽŶĞ >/ĞƌƟĮĞĚ>ŝŌ/ŶƐƉĞĐƚŽƌƐĂƌĞƉƌŽǀĞŶƋƵĂůŝĮĞĚ
ƚŽŝŶƐƉĞĐƚĞǀĞƌǇůŝŌŝŶǇŽƵƌƐĞƌǀŝĐĞĚĞƉĂƌƚŵĞŶƚƚŽĚĞƚĞƌŵŝŶĞŝĨƚŚĞǇĂƌĞĨƵŶĐƟŽŶŝŶŐƉƌŽƉĞƌůǇ ŶŶƵĂůůŝŌŝŶƐƉĞĐƟŽŶƐĂƌĞƌĞƋƵŝƌĞĚďǇŚĞĂůƚŚΘƐĂĨĞƚǇŽĸĐŝĂůƐE^/ƐƚĂŶĚĂƌĚƐĂŶĚůŽĐĂů
ƌĞŐƵůĂƟŽŶƐ ƵƚĞǀĞŶŵŽƌĞŝŵƉŽƌƚĂŶƚůǇ ƚĂŬŝŶŐĐĂƌĞŽĨǇŽƵƌůŝŌƐŵĞĂŶƐƚĂŬŝŶŐĐĂƌĞŽĨ
ǇŽƵƌƚĞĂŵ dŚĞŝƌƐĂĨĞƚǇŝƐƌŝĚŝŶŐŽŶŝƚ
dŽĮŶĚĂŶ>/ĞƌƟĮĞĚ>ŝŌ/ŶƐƉĞĐƚŽƌŝŶǇŽƵƌ
ĂƌĞĂǀŝƐŝƚǁǁǁ ĂƵƚŽůŝŌ ŽƌŐ ŝŶƐƉĞĐƟŽŶ
magenta
cyan
yellow
black
/ŶƐƉĞĐƚƚŽWƌŽƚĞĐƚΡ
Your business is riding on it™
ES587260_AMB0415_045_FP.pgs 03.21.2015 01:13
ADV
NEW
PRODUCT
LEVERLESS PERFORMANCE
2
5
3
4
6
MSRP
1
2
3
4
5
6
Who says you can’t have it all? That’s why we packed our newest
R80DTXF tire changer with all the features you need to increase
productivity and profts. (1) Bi-lateral bead loosener with hand control
operation, (2) leverless mount-demount head - no more tire irons, (3)
dual power drop rollers help keep beads in position through the entire
mounting procedure, (4) fully adjustable wheel clamps handle 12”- 31”
diameter wheels, (5) multi-profle traveling drop-center tool holds sidewalls
in the drop-center, (6) TurboBlast™ bead seating system. The new
R80DTXF also includes a full-variable speed motor that goes slow
to super-speed depending on the foot pedal pressure. You’re welcome.
**
$638FR5EE
WITH ING!*
SHIPP
1
www.bendpak.com/wheel-service • 1-800-253-2363
© 2014 Ranger Products, Inc. • BendPak, Inc. and Ranger Products are registered trademarks.
*Free shipping on all BendPak and Ranger Products to most of the 48 contiguous states.
**Valid at participating dealers. Prices are subject to change at any time.
See it on YouTube
What’s
in your
Garage?
Your world.
Our shoulders.
XPR-SERIES
ETL Certified 2-Post Lifts
See us on YouTube
www.bendpak.com
1-800-253-2363 • www.bendpak.com
© 2014 BendPak Inc. • BendPak is a registered trademark.
magenta
cyan
yellow
black
ES587277_AMB0415_046_FP.pgs 03.21.2015 01:14
ADV
FOR IMMEDIATE ASSISTANCE IN PLACING
YOUR MARKETPLACE AD, PLEASE CALL
MARKETPLACE
Keith Havemann at: 310-857-7634.
Send a fax: 310-943-1465 or
e-mail: [email protected]
MANUFACTURERS
REPRESENTATIVES
SOUTH
Let Marketplace
Advertising
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]
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!
magenta
cyan
yellow
black
ES588378_AMB0415_047_CL.pgs 03.24.2015 20:57
ADV
MARKETPLACE
MANUFACTURERS REPRESENTATIVES
SOUTH
The GLOB AL
Resource for
the Automotive
Aftermarket
ific information
Get industry-spec
expand
to help you build andRY MONTH!
your business – EVE
R
E
S
O
U
R
C
E
S
www.tascosalesreps.com
www.twitter.com/TASCOSALESREPS
www.facebook.com/Tascosalesrepscom
nal Industry News
• Domestic & Internatio
ts
Even
et
mark
After
al
• Glob
Research Studies
• In-Depth Monthly
e
• Import / Export Guid
tary from Industry
• Opinions & Commen
eider!
Schn
h
Mitc
Experts, like
e
NOW ON iPhon
Photo: Getty Images / Ian
McKinnell (Globe)
from
Download FREEStore
the Apple App
or iPad.
Content Licensing for Every Marketing Strategy
Marketing solutions fit for:
Outdoor | Direct Mail | Print Advertising | Tradeshow/POP Displays | Social Media | Radio & TV
Leverage branded content from Aftermarket Business (E-Zine) to create a more powerful and
sophisticated statement about your product, service, or company in your next marketing campaign.
Contact Wright’s Media to fnd out more about how we can customize your acknowledgements and
recognitions to enhance your marketing strategies.
For information, call Wright’s Media at 877.652.5295 or visit our
website at www.wrightsmedia.com
48 APRIL 2015
magenta
cyan
yellow
black
ES588379_AMB0415_048_CL.pgs 03.24.2015 20:57
ADV
www.redi-sensor.com
VDO and REDI-Sensor – Trademarks of the Continental Corporation
TPMS service with VDO REDI-Sensor™
was always a snap. Now it’s also available
with a rubber snap-in valve stem!
magenta
cyan
yellow
black
The VDO REDI-Sensor multi-application TPMS sensor has already
made TPMS service faster and easier by eliminating the need for
programming and cloning. Now, for service techs looking for the
option, we’re also offering REDI-Sensor with a familiar rubber
snap-in valve stem. And just like the original REDI-Sensor, our
new rubber valve stem version is ready right out of the box!
• Pre-programmed and designed to follow
OE vehicle relearn procedures
• Works with all major TPMS scan tools
• Reduces inventory and eliminates service delays
• OE designed and validated
Visit: www.redi-sensor.com for more information.
ES587258_AMB0415_CV3_FP.pgs 03.21.2015 01:13
ADV
we don’t just
STOP
with pads and rotors
A complete brake job is more than brake pads and rotors.
That’s why Raybestos® ofers a full line of premium
quality brake products, from friction, rotors and drums
to calipers, master cylinders, hydraulics and more.
With coverage for passenger, fleet and specialty
vehicles, you can rely on Raybestos® for all the parts
needed to get the job done right the first time and
help you grow your business.
Visit us at www.relyonraybestos.com to find what you need.
2015 Brake Parts Inc LLC. All rights reserved. Raybestos and RAYBESTOS, THE BEST IN BRAKES are among the registered trademarks and trademarks of BPI Holdings International, Inc.
magenta
cyan
yellow
black
ES587231_AMB0415_CV4_FP.pgs 03.21.2015 01:12
ADV

technician attitude study

Transcription

Similar documents

CLEVELAND CAVALIERS: NBA CHAMPIONS

to our marketing flyer

Change is good, exchange is better

the brandbank service makes it quick, easy and cost

Video GameMercials

Syllabus June - International Indian School Dammam

SofTILE KrosLOCK TECHNICAL SPECIFICATIONS

#MoreBusiness - phoebe chongchua

Eidograph Capabilities Brief - What Moves You? A Film For Runners