special file passenger tires - Rubber Association of Canada

Transcription

PM 40014105
T H E
O F F I C I A L
B U S I N E S S
M A G A Z I N E
O F
C A N A D A ’ S
T I R E
I N D U S T R Y
VOLUME 10 / NUMBER 6 / MARCH 2014 / $ 4.95
www.autosphere.ca
LEADER PROFILE
Glenn R. Maidment
10
INFLUENCE
WITH EASE
Test Your Phone Skills
20
MANAGEMENT
Firing Bad Employees
35
TRANSBEC-DAI
Philippe Desjardins, DAI Sales and Marketing Director
SPECIAL
FILE
PASSENGER TIRES
CONTENTS
MARCH 2014
INDUSTRY & MANUFACTURER NEWS
6 Pirelli Explains Formula One Tire for 2014
Giti Tires Grows Management Team
7
Michelin Launches Classic Car Tire Website
OK Tire and Pneus Supérieurs Enter Historic Alliance
Royal Tire Locations Join Fountain Tire Family
36
Double Coin To Unveil New Loader Tire
Plombco Awarded Patent for “Plasteel”
Michelin Launches New Steer Tire
37
Nokian Introduces World’s First Non-Studded Tire with Studs
Hercules Announces Upgrades to Tire Warranty
PRODUCT KNOWLEGDE
8
Tire Technology | The Future is Blue
14
LEADER PROFILE
10
The Rubber Association of Canada | Mover & Maven
SHOP OF THE MONTH
12
OK Tire, Etobicoke, Ontario | Agreeable Autonomy
BEHIND THE COUNTER
20
Influence with Ease | Test Your Phone Skills by Jeff Mowatt
COVER STORY
14
Transbec-DAI | Leading the Parade
SPECIAL FILE PASSENGER TIRES
RACING
16
Manufacturer Spotlight | Passenger Tire Showcase
22
18
Sales Techniques | Educate, Educate, Educate
Goodride | Good Vibes and Goodrides
R&D
24
WHEELS
Retailing | Third Party Testing
30
Retro Styling | Redefining the Past
MARKETING
SAFETY
26
33
Yokohama Canada Advantage Program | Advantage Program Contest
Tire Pressure Gauges | Proper Pressure
Made Happy Customers!
EQUIPMENT & TOOLS
HUMAN RESOURCES
28
35
Modern Must-Haves | Problem Solvers & Money Makers
Management | Punishment Must Fit the Crime by Stuart Rudner
EVENTS
INDUSTRY INSIGHT
32
34
38
Sailun Tire | Can You Tell the Difference?
Michelin | New Tires, New Technology
Wholesale Distribution | Supply Chain Consolidation
by Peter-James Gregory
INDUSTRY NEWS
EDITORIAL
President
Jean-Luc Rousseau
Publisher
Isabelle Courteau
Editor-in-Chief
Jack Kazmierski
Contributing Editors
Get off
Those Laurels
Everything is changing.
Are you keeping up?
J
ust when you thought it was safe
to rest on your laurels, everything
has changed. As we enter 2014, it
would seem that the tire landscape has
shifted, yet again, leaving the rest of us
wondering what the future will hold.
For starters, I don’t mind telling you
that my inbox has been inundated with
announcements about new tires coming to market now, or in the near future.
Manufacturers are dreaming up new tread
patterns, new compounds, and new tire
technologies. Their engineers are mixing
their secret rubber cocktails, and thrilling
us with their new inventions.
Canadian Tire, for example, is working on
a way to shift the colour of the sidewall
from white to blue as the mercury drops
below 7 degrees Celsius, helping the average consumer figure out, “Hey... I think I
need to put my winter tires on now. My
all-seasons have turned blue!” You’ll see
the full story on this initiative in this issue
of TireNews.
Where’s your WD?
Then there’s the wholesale end of the market. In case you’ve been snoozing for the
past few months, it seems that there’s a
feeding frenzy out there as bigger players
gobble up smaller ones. Perhaps your favourite distributor has been gobbled up,
or is no longer in business. What’s going
on? We’ve got the answer to that question
later in this issue as well.
4
| Tire News | March 2014 | www.autosphere.ca
Michael Goetz, Peter-James Gregory, Laurent Joyal,
Krystyna Lagowski, Jeff Mowatt, Stéphane Quesnel,
Louis-Alain Richard and Stuart Rudner
Production Coordinator
Anais Garnache-Creuillot
Graphic Designer
Diane Desvaux de Marigny
Revisor and Translator
Shirley Brown and François Charron
Circulation Manager
Nancy Belleville
Administrative Assistant
Françoise Poynee
Vice President Sales & Marketing
But wait, there’s more! Have you heard
about the very cool concept tire Nokian
has dreamed up? It’s a stud-less tire with
studs embedded in it. They stay retracted,
and only come out when the driver needs
extra traction on nasty icy roads. With the
press of a button on the dash, the studs
pop out, leaving James Bond and Batman
green with envy. Although just a concept
for now, Nokian says this is a hint of things
to come.
Finally, there’s the world of tires “Made in
China.” Who ever thought Chinese tires
would be able to compete with the big
boys here in Canada? But they’re here,
and they’re putting up a fight for a share
of the market. We’ve got no less than two
articles in this issue about a couple of
different brands, both of which are performing nicely, and at a reduced price to
what the competition has to offer.
The moral of this story is simple. As the
market changes, and as your competitors
advance, change or simply disappear, now
is the time to figure out what your next
steps will be. Will you modify your marketing strategies and take advantage of
emerging opportunities, or will you rest
on your laurels and hope for the best?
Jack Kazmierski
Editor-in-Chief
[email protected]
Luc Champagne
Marketing and Sales Executive
Mouna Amal Labbize
Tél. : 514 289-0888 poste 223
Courriel : [email protected]
Key Account Managers
David-Olivier Trinque, Elsa Sewell,
Leslie Campbell and Stéphanie Massé
Founder
Remy L. Rousseau
Printer
Solisco
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Tire News Magazine is dedicated to serving the business interests of the Canadian
tire industry. It is published 5 times a year by Rousseau Automotive Communication,
a member of AIA Canada.
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Department of Canadian Heritage.
INDUSTRY NEWS
Pirelli Explains Formula One Tire for 2014
Pirelli has released new information geared to helping race fans better understand the range of
tires available for the 2014 Formula One season:
P Zero Orange hard
P Zero Red supersoft
The toughest tire of the range is designed for circuits that are
often characterized by high ambient temperatures, putting the
highest energy loadings through the tires with fast corners or
abrasive surfaces. The compound takes longer to warm up, but
offers maximum durability.
The softest compound in the range is ideal for slow and twisty
circuits, especially in cold weather, when maximum mechanical
grip is needed. The supersoft benefits from an extremely rapid
warm-up time, which makes it ideal in qualifying as well, but the
flip side to that important characteristic is, of course, increased
degradation.
P Zero White medium
Theoretically this is the most perfectly balanced of all the tires,
with an ideal compromise between performance and durability.
As a result, it is very versatile, but often comes into its own on
circuits that tend towards high speeds and energy loadings.
Cinturato Green intermediate
P Zero Yellow soft
Cinturato Blue wet
This is one of the most frequently used tires in the range, striking
a very good balance between performance and durability, with
the accent on performance. It is still biased towards speed rather
than long distances, but is nonetheless capable of providing a
competitive advantage both at the beginning of the race on full
fuel and when used as a ‘sprint’ tire at the end.
The full wet tires can disperse up to 65 litres of water per second
at full speed (increased from 60 litres last year) making them
the most effective solution for heavy rain. The latest evolution
of the Cinturato Blue means that it is also effective on a drying
Jack Kazmierski
track, with increased durability.
The intermediates are the most versatile of the rain tires, dispersing approximately 25 litres of water per second at full speed.
They can be used on a wet as well as a drying track.
Follow us
on Twitter
@autosphere_en
Giti Tires Grows Management Team
Tire industry sales and marketing veteran
Armand Allaire and supply chain expert
Daniel Gajewski have joined the Giti Tire
management team.
Allaire, who has extensive experience in
the sales and marketing of passenger,
light truck, medium truck and giant off
road tires, has been named Vice President
of Marketing at Giti Tire USA, and will be
responsible for marketing in both the US
and Canada.
Armand Allaire
6
PHOTOS: GITI TIRE
Daniel Gajewski joins Giti Tire USA as
Director, Supply Chain, and will be responsible for logistics, forecasting and inventory replenishment for Giti Tire’s North
JK
American operations.
Daniel Gajewski
Michelin Launches Classic Car Tire Website
Michelin has taken the wraps off
www.michelinclassic.com, a reference
tool for fans of classic cars, as well as
for industry professionals. This global
site offers complete service - from expert
advice through to online sales.
The site boasts a database of more than
2,400 vintage and classic vehicles, complete with figures for the specific era
regarding all the relevant sizes, fitting
procedures and advice in terms of recommended pressures for the tires and
inner tubes.
Michelin also offers a dedicated ‘hotline’
to allow visitors to contact a Michelin exJK
pert directly - by phone or email.
OK Tire and Pneus Supérieurs
Enter Historic Alliance
Pneus Supérieurs and OK Tire Stores Inc.
have announced the formation of a strategic alliance, creating one of the largest
networks of tire and automotive service
dealers in Canada.
PHOTO: OK TIRE
The agreement between the two organizations sees Pneus Supérieurs joining OK Tire
Store’s network of independent dealers as
an Associate Member and shareholder.
Rob Downs,
President & CEO of
OK Tire Stores Inc.
Pneus Supérieurs operates four distribution centres in the province of Québec
and supports 11 Pneus Bélisle Auto
and Commercial Centres, 34 Autopneu
Dealers, 32 Mécanipneu Dealers, 27 Pneu
Sélect Dealers and 2 MRT re-treading factories. Under the agreement, the Pneus
Supérieurs dealer network will maintain
their existing identity and brand.
With the addition of Pneus Supérieurs,
the OK Tire network of dealer-owned and
operated outlets represents more than
400 locations throughout Canada supJK
ported by 15 distribution centres.
Royal Tire Locations Join Fountain Tire Family
Fountain Tire has announced the completion of a major re-branding project in Northern Ontario, wherein eight Royal Tire
consumer and commercial tire locations in Sault Ste. Marie, Sudbury, Timmins, Marathon, Huntsville, New Liskeard and Wawa
have been converted to the Fountain Tire banner. According to Fountain Tire, store managers who prove their ability to offer
superior service are offered a 50/50 equity stake in their operation - a move that is designed to attract the best people and
create the conditions in which customer service can flourish.
“The expansion of our brand and business model into Northern Ontario is a tremendous opportunity for growth and shared
learning,” says Fountain Tire’s Vice President of marketing, Nelson Tonn. “The collaborative partnership we have forged with
Royal Tire associates is a perfect fit in terms of our shared values of local ownership and concern for the well-being and success
JK
of our customers, associates and communities.”
www.autosphere.ca | March 2014 | Tire News |
7
PRODUCT KNOWLEGDE
Tire Technology
The Future is Blue
Sidewalls on new concept tires turn blue when cold, telling drivers it’s time to switch over to
winter tires.
BY MICHAEL GOETZ
I
ndustry experts agree that minus 7
degrees Celsius is the tipping point
for switching over to winter tires. But
according to an in-house study commissioned by Canadian Tire, 80 percent of
Canadians are unaware of how summer
and all-season tires are compromised at
temperatures below that tipping point.
“We thought, who better to address this
than Canadian Tire?” notes Melissa Arbour,
Senior Category Business Manager, Tires,
Wheels and Accessories, Canadian Tire
Corporation Limited.
“Obviously it’s not ready for market. We’re
still in talks on how this really comes to
life, but the key message is that not a lot
of people get the 7-degree message. But
we thought what a great way to identify the
temperature difference. On a morning like
today, it would obviously be blue. It would
go back to white later in the day. But it
would start you thinking about the need to
book an appointment… our statistics show
very few people change when it’s not frigid
cold or when it’s not snowing.”
Thermochromic Technology
The tire uses the same colour-changing or
“thermochromic” technology already on
products like mood rings and hypercolour
T-shirts, but Arbour notes this is the first
time the technology has been adapted to
a tire.
Canadian Tire commissioned ARTIS
to make it all happen. ARTIS is an independent organization based in Britain,
8
PHOTO: JMICHAEL GOETZ
Many Canadians just use a first big snowfall as their cue to get the winters on. So
Canadian Tire commissioned the development of a concept tire, which has a sidewall
that turns from white to blue at temperatures below 7 degrees Celsius.
Dr. Joe Hallett with the prototype colour-changing tire
specializing in the analysis, testing and development of rubber materials. The organization’s point man for the Canadian Tire
project is its Commercial Manager, Dr. Joe
Hallett.
When I first see Dr. Joe Hallett at the
Canadian Tire press event I think he’s an
actor. He looks “too much” like a tire scientist to be believable as an actual tire
scientist. But he’s the real deal. He’s even
wearing his everyday lab coat. He holds a
degree in mechanical engineering, as well
as a PhD in rubber material development.
“We thought it was an interesting challenge,” says Hallett. So interesting in fact,
that initially ARTIS staffers didn’t think it
could be done.
Needless to say, the introduction of
thermochromic chemicals into a tire
compound necessitated much experimenting. “It took us about three weeks to
get to the sixth or seventh version of the
compound that’s on the concept tire now,”
says Hallett. “Making rubber work is a bit
like cooking. You know what you want it to
look like and taste like, and know the ingredients you got, but trying to get them in
the right combination for the final product
is the challenge.”
Definitely Coming
“We are definitely going to try and bring
this (colour-changing) technology to
market,” says Arbour. “But it has to go
through belt testing, longevity testing,
UV testing, etc. We can’t compromise the
tire. We also have to find a vendor that
is willing to work with us. Lots of things
have to be done. But in the meantime, we
thought what a great way to identify the
temperature difference.”
INDUSTRY
LEADER
PROFILE
NEWS
The Rubber Association of Canada
Mover & Maven
RAC President, Glenn R. Maidment, is at the helm of change.
BY KRYSTYNA LAGOWSKI
W
hen freshly minted Wilfred Laurier
graduate, Glenn R. Maidment,
got his first job at Uniroyal in
the 1960s, Kitchener was hailed as the
“Akron of Canada.” Back then, there were
seven tire manufacturers in Ontario, and
two of them, Uniroyal and BF Goodrich,
were in Kitchener.
“When you work for a large company like
Uniroyal, you get to see all the different
areas of the company,” says Maidment. “I
started out as a clerk in the heavy service
tire office, and eventually, worked my way
up to sales and marketing.”
Uniroyal and BF Goodrich merged in
the mid 1980s, and in 1991 were sold.
Maidment was working in business development when the company announced
it was moving the head office to Montreal.
Maidment was considering his options
when he was approached by The Rubber
Association of Canada.
“At the time, I thought I would do the job
for six months and then get a real job
back in the industry,” chuckles Maidment.
“But I’m still here.”
A deeper understanding
During his time “in the industry,”
Maidment was involved in everything from
engineering and accounting to sales and
marketing. “But when you join an association, you become involved in every aspect
of your members’ business,” he says. “I
thought I knew the tire industry, but it
wasn’t until I came here that I understood
the depth and breadth of the business. You
end up touching so many other aspects of
it, and dealing with regulators, Transport
Canada and many others. Working here, I
can get involved and really contribute in
a number of different ways.”
For example, the industry is developing
standards around what constitutes wet
grip and rolling resistance to help refine
consumer education. The association is
working with the government and regulators to reach internationally harmonized
standards. “You should be able to make
a tire once and have it recognized everywhere,” says Maidment. “That’s where the
industry is headed, and we’re working to
develop thresholds that will give everyone
confidence.”
Maidment is also enthusiastic about the
success of tire recycling. Over the past 20
years, an entire sector has sprung up to
responsibly recycle scrap tires in Canada.
“But we still need more sustainable markets,” he points out. “The association is
helping to drive new markets, ensure R&D
money is available, and encourage entrepreneurs to invest.”
Unbaking the cake
When he first started at the association
in 1991, Maidment says the mantra was
“I thought I knew the tire industry,
but I didn’t until I came here.”
Glenn R. Maidment, President, The Rubber Association of Canada
10
“You can’t unbake the cake.” But now, with
better technology and a greater understanding of materials, there are many
more possibilities. “There are a lot more
uses for recycled rubber, such as sports
surfacing and rubberized asphalt,” he
notes. “We’ve stopped talking about scrap
tires as a waste material, and more as a
resource material. A whole new industry
has been created, and getting better all
the time.”
He believes there is great opportunity
in Canada’s tire industry, particularly
the retail and distribution side. “More
companies are coming into the Canadian
market, and they want to have good
distribution networks,” Maidment says.
“This industry grows at the rate of new
vehicle growth. Tires are going to be
around for a long time – they haven’t
developed anything better.”
INDUSTRY
SHOP
OF THE
NEWS
MONTH
OK Tire, Etobicoke, Ontario
Agreeable Autonomy
Business thrives on progressive attitude.
“There’s a lot of cross training here,” Croft
says. “Our key people have worked in various
areas of the business, and we hire professionals. Our people can think for themselves
and have the freedom to do what they feel is
right to take care of the customer. That’s an
important part of why they stay with us – the
fact that they have that freedom.
“It’s rewarding for an employee to be part
of a system that has a reputation for treating customers well.”
PHOTO: JACK KAZMIERSKI
Training and technology
(L-R) Dwayne, Dale and Darryl Croft,
Co-owners of OK Tire in Etobicoke
I
t began over 25 years ago in a modest
building on a quiet Etobicoke street
that housed a bustling commercial
truck tire shop. Today, under that management of Darryl Croft and his brothers, that business has grown into a
booming tire and repair facility, under
the OK Tire banner.
“We have four separate divisions,” says
Darryl Croft, General Manager of the OK
Tire Etobicoke location. “It’s all under the
OK Tire umbrella, and they were quite
helpful in that expansion.” The evolution
was gradual, growing from truck into car
tires, then into car repair, then into wholesale, and then into truck repair. Most
recently, the truck repair operation consolidated with the truck tire shop into a
20,000 square foot state-of-the-art facility
with 14 bays.
That’s in addition to a 6,000 square
foot car repair shop, a 10,000 square
foot warehouse and a 5,000 square
foot warehouse.
12
Pioneers
Croft’s father and uncle were one of the
first to join the OK Tire program when it
came to Ontario in the 1980s. “They liked
the program, the support and the marketing,” Croft says. “OK Tire also provided
training, and a good selection of products.
An individual shop wouldn’t have access to
that on its own.”
A strong work ethic has been key to Croft’s
success, and he credits his 34 long-time
employees with providing exceptional customer service. Turnover is low, because he
has developed a supportive yet autonomous environment in his shop.
“We make it easy to
do business with us.”
Darryl Croft, General Manager,
OK Tire, Etobicoke, Ontario
At Croft’s shop, everyone stays on the
leading edge of the industry. He invests in
training and technology, and is the first to
try out new processes, tools, and new technology. “Our staff like the fact that we’re
changing and growing all the time.”
For example, Croft recently invested in
a mobile tablet inspection system for
vehicles. “We’re constantly investing in
anything that improves communications,”
he says. “We have the latest in texting and
imaging technology to communicate with
each other, as well as our clients. The data
analysis within our software is very strong,
so we can mine good information.”
Currently, Croft is using Costar, Autoserv
and Epicor software. “OK Tire makes us
aware of emerging technology, so that we
can get on board,” he notes.
There’s also state-of-the-art scheduling so
customers can book appointments online.
“We make it easy to do business with us,”
Croft says. “We offer tire storage, shuttle
service, anything that makes it easy for
a client to get their car to us. We have a
follow-up program to keep in touch with
our clients so that they can be ready for
the upcoming season.
“It helps create a culture of trust.
Customers trust me and my staff. And
that’s what people really want.”
13
COVER
STORY
INDUSTRY
NEWS
PHOTO: DIRECT AUTO IMPORT
“From sketch
to computer
graphics, our
own molds are
constructed to
obtain original
wheels.”
Transbec-DAI
Leading
the Parade
Style and taste are at the centre of most everyday workplace
discussions at Direct Auto Import (DAI), a division of Transbec
Inc. The creative Quebec-based company continues to innovate
and increase its book of business all across Canada.
BY STÉPHANE QUESNEL
D
AI Sales and Marketing Director, Philippe Desjardins finds it extremely motivating to work in an environment where his imagination is allowed to soar.
Thanks to the in-house design team, his napkin doodles are regularly transformed into successful, unique wheel designs. “From sketches to computer graphics,
we build our own casts in order to create original wheel designs!”
Speaking of casts, DAI just keeps pumping them out! Customers and distributors
who “cast their lot” with DAI will definitely benefit from this enormous selection.
“At DAI, we take the time to dream and do things differently, which is part of
the reason why we’ve had so much success across Canada. Since 1992, we’ve
14
Philippe Desjardins,
Sales and Marketing Director
tirelessly worked our way to the front of
the parade, which we now lead. Check
out our catalogues and visit our website. Our beautiful jewel-like creations
are absolutely stunning.”
The Five-Spoked Wheel
DAI has every model and colour of
wheel you can dream of. They fall into
one of five family branches: 720 Form,
Art, Ruffino, PF wheels and DAI Alloys.
The 720 Form family is made up of
ultra-lightweight alloy wheels produced
by a “Flow-Form” process. They are
generally found on high-performance
vehicles, and contribute in reducing fuel
consumption. (www.720form.com)
The new Art collection replicates
O E M w h e e l s. “ T h e s e t r u e re p l i c a s
a re ve r y p o p u l a r i n t h e E u ro p e a n
vehicle market.”
The Ruffino is the ultimate line of DAI
wheels. The refined style of these larger
wheels is well suited for luxury cars.
The addition of a new brawnier series of
truck wheels rounds out the vast selection. (www.ruffinowheels.com)
The History of Transbec’s Growth
Dai is able to transpose a designed pattern sketched
on a napkin in a single wheel on the market.
PF wheels are uniquely designed for the niche “Stanced Car”
market, which consists of cars with lowered suspensions and
small, wide, offset wheels. (www.phatfux.com)
Last, but not least, the DAI Alloys family of wheels carries
the widest selection. With over 50 models, this line will
satisfy those who are looking for wheels that are both original and affordable. (www.daialloys.com)
The Secret Behind Transbec Inc.’s Success
1974
With $1,400 in pocket, 22 year-old Pierre Deaudelin
starts his business.
1986
Deaudelin purchases his first 3,600 sq.ft. warehouse
in Montreal-North, he then proceeds to launch his first
parts importing business after a visit to China.
1990
Transbec moves into a larger 10,000 sq.ft. facility.
1992
Expansion continues with the acquisition of a huge
neighboring warehouse, for a total of 25,000 sq.ft.
1995
Acquires parts distribution business Atlas. Sales team
for Quebec, Ontario and Maritime provinces grows to 6.
1998
Third relocation with acquisition of 54,000 sq.ft.
warehouse in Montreal-North. Staff count grows to 75.
2000
The integration of Atlas is completed. The sales team
is up to 10 members.
2002
The transbec.ca website marks a new era, as the
company expands its borders. A salesforce of 13 reps
covers the entire Canadian market. Transbec attends
Automechanika, in Frankfurt, Germany for the first
time.
2006
Another important milestone is reached with the
construction of the current 100,000 sq.ft. facility
strategically located at the junction of Highways 440
and 25 in Laval, Quebec. Dominic Deaudelin, son of
Pierre, is appointed Director, Purchasing, overseeing
five employees. In addition, Philippe Desjardins arrives as Director, Sales and Marketing, with a team
of 15 employees.
2007
Following the acquisition of major wheel distributor
Direct Auto Import (DAI), the Sales team now stands
at 16. Kevin Fleury is appointed Director, Sales, while
Philippe Desjardins takes over as Transbec and DAI
General Manager.
2011
Bernard Lachance is appointed as new Transbec
General Manager. The powerful new DAI Transbec
machine (large sales team, huge Laval facility), is
behind the push to acquire new facilities to better
service their customers and prepare further expansion.
Since 2011, six warehouse facilities have been added
across Canada: Halifax, Quebec City, St-Hubert,
Toronto, Ottawa and most recently, Edmonton.
How has Transbec managed to be so successful in its
Canadian expansion? Philippe Desjardins credits the great
product line, the dynamic team, competitive pricing, and the
fact that the Transbec team members view their customers
as being more like partners and friends.
The recent expansions have helped distributors keep up
with demand by offering their complete product lines at
competitive prices. With even more inventory on hand to
meet growing demand, Transbec is building a strong reputation in the automotive industry, both with consumers
and dealerships.
Among the recent initiatives that have impacted the business, the 2008 acquisition of Direct Auto Import (DAI) is
probably the most significant. “Thanks to our wide selection
of wheels, our dealership business has gone through the
roof. Dealers realize that they can offer beautiful DAI wheels
for winter use at a premium, instead of the traditional steel
wheel offering,” explains Desjardins. It’s an easy choice.
15
Manufacturer Spotlight
Passenger Tire Showcase
Tire manufacturers show off their latest products, just in time for the spring changeover season.
TireNews asked all the major tire manufacturers which of their passenger tires they’d like to spotlight
as we enter 2014. Here’s what they said.
BY JACK KAZMIERSKI
Continental PureContact
This all-season tire is designed for long wear, a comfortable ride, and best-in-class braking. It boasts a lower
rolling resistance for improved fuel economy, +Saline additives that enhance grip on slippery roads, and
tuned performance indicators that disappear when the tire is no longer suitable for optimal performance
in either snow, wet, or dry conditions.
PHOTO: CONTINENTAL TIRE
General Tire AltiMAX RT43
General Tire’s AltiMAX RT43 all-season tire boasts a quiet and comfortable ride, year-round traction, even
wear and extended tread life. The Replacement Tire Monitor Technology provides visual indicators signaling the need for replacement when the tires are too worn. The RT43 also comes with Visual Alignment
Indicators that visually identify vehicle misalignment.
PHOTO: GENERAL TIRE
Goodyear Assurance All-Season
Designed for confident all-season traction, long tread wear and great value, the Assurance All-Season is
coming to retail outlets throughout North America in April. The tire boasts advanced features including
Multiple Biting Edges for great all-season traction, Wide Tread Grooves to help evacuate water and slush,
and an Optimized Tread Pattern for reduced noise.
PHOTO: GOODYEAR
GT Radial Champiro VP1 All-Season Tire
The GT Radial Champiro VP1 all-season tire is one of the most popular tires in the GT Radial line-up
in Canada. It provides an excellent balance of comfort, control, durability and mileage for drivers of
small, medium and large family sedans, wagons and crossover vehicles. It has four deep and wide
circumferential tread grooves that provide excellent water channeling, and the tread’s variable pitch
design provides superior comfort and a quiet ride.
PHOTO: GT RADIAL
16
Hankook Ventus V2 concept2
Hankook’s Ventus V2 concept2 boasts a directional tread pattern and compounds that provide
excellent handling, traction and extended tread life year-round. The innovative ‘Twister System’ 3D
Wave Pattern Channel forcibly removes water from the tread contact patch for improved driving
and handling in wet conditions
PHOTO: HANKOOK
Kumho Ecsta PA31
Designed, engineered and produced specifically for today’s growing number of mid-level sports sedans
and coupes, the Ecsta PA31 delivers outstanding street performance and excellent mileage. Wet and dry
handling, combined with excellent traction in light snow conditions distinguish this tire from the pack.
PHOTO: KUMHO
Michelin Premier A/S
The Michelin Premier A/S boasts new EverGrip technology, which provides drivers with exceptional levels
of safety even as the tires wear down. Even when worn, this tire stops shorter on wet roads than the
leading competitors’ brand new tires, says Michelin. Hidden grooves emerge as the tire wears, and rain
grooves get wider over time increasing grip and maintaining the tire’s ability to evacuate water.
PHOTO: MICHELIN
Pirelli Cinturato P7 All Season
The Cinturato P7 is Pirelli’s answer to the needs of customers who prefer to choose tires with a low
impact on the world we live in. The tire is available in a complete range of sizes to cover all applications
from small city cars to prestigious sedans. The P7 A/S is the all-season version of the Green Performance
Cinturato P7, designed to optimize comfort, mileage, and both wet and dry performance.
PHOTO: PIRELLI
Sailun Atrezzo Z4+ AS
The Z4+AS is an ultra-high performance all-season tire, designed for uncompromising performance
under all weather conditions. Engineered for high-speed performance, cornering, and braking, the
Z4+AS allows you to get more out of your car. The special silica blends maximize grip and handling
stability in dry conditions while maintaining outstanding wear characteristics.
PHOTO: SAILUN
Yokohama AVID ENVigor
Introducing the next-generation Grand Touring tire – one that offers the thrill of driving without compromise. With a sleeker, more advanced design that provides best-in-class fuel efficiency and better performance all year round, it also features improved ride comfort, longer wear and lower road noise. Plus a safer
compound that incorporates recycled rubber for the well-being of the planet. So Envigorate your drive, on
the road to a healthier world.
PHOTO: YOKOHAMA
17
Sales Techniques
Educate, Educate, Educate
The best way to upsell your tire customers is to share your knowledge with them.
T
he only things that may vary more than driving conditions
across the country are Canadian drivers and their tire
needs. And when you consider that the average driver only
buys tires every several years, there’s plenty of opportunity to
educate them about the latest and best possible tires.
But this is no time for high pressure sales tactics, according to
Dave Meulensteen, of Meulensteen Tire and Auto Service in
Listowel, Ontario. “I don’t want to upsell somebody something
they don’t need,” he says. “I begin by asking the customer a lot of
questions, to find out whether they’re commuting or just getting
groceries. That gives me a feel for what kind of driving they do.”
His shop is in a small town, and Meulensteen says he knows
the majority of people who walk through his door. “It’s a trust
relationship. If they trust you, you don’t have to pressure them,
they’ll take your word for it.”
“I don’t want to upsell somebody
something they don’t need.”
Dave Meulensteen, Meulensteen Tire and
Auto Service Ltd., Listowel, Ontario
Not like buying a TV
He notes wryly that buying tires isn’t like buying a big screen TV.
“You don’t get the same sense of joy. But when you buy snow
tires, you can feel the difference when you get back out and drive.
With all-season tires, if you replace the tire in July, you really
can’t tell the difference.”
Many people won’t purchase additional TPMS sensors, since
they are expensive. “They also don’t understand what the TPMS
18
PHOTO: ROB NEWELL
When customers make an appointment to bring their cars in for a
seasonal changeover, that’s when the process begins. “When the
phones start ringing, it’s pretty hectic, so we plan the entire appointment during the phone call,” says Meulensteen. “We discuss
tires, wheels, TPMS. Once they’ve made their decision, if they’ve
bought a wheel package, then we discuss storage and things like
that. It’s a step by step process where we try to do everything on
the phone.”
Sofia Volpov, President and CEO
of 1010tires.com
sensor does, they associate it with the light that flashes on their
dash,” Meulensteen says. Storage is an easier upsell. “People
like the idea of not having to deal with dirty and heavy wheels,
especially if they have to be put in the backseat of their car, or
lugged up a set of stairs.”
Meulensteen estimates about half of his customers ask his
opinion about their tire condition. “Maybe about 25 percent
will check their own tires,” he says. The majority have both
winter tires and all-seasons on dedicated rims.
“That’s changed over the past five years. At one
time, only a small portion were on rims. But that’s
completely flipped.”
and mortar operations. “Customers will do research online, or go
from store to store, and acquire knowledge to purchase the tires
they need,” she notes.
In Vancouver, where Volpov is based, there is no mandatory requirement for winter tires. But it is mandatory for certain roads
in the interior of British Columbia. “We have a certain percentage
switching over to winter tires,” she says. Many customers also
buy a second set of wheels just for winter driving. “Some vehicles
Steep hills and potholes
In Montreal, Celso Lauro, Manager of Merson
Automotive, says his customers understand how important tires are. “In Montreal, we have quite steep
hills,” he says. “We have always had a high rate of
winter tire usage, in the 70 to 80 percent range, even
before it became mandatory.”
However, customers may not understand the difference between snow and ice tires vs. a high performance winter tire. “We share our knowledge with
customers in order for them to make an informed decision, and bring in resources like magazines with facts
and statistics about braking distance, traction, and so
on,” Lauro says.
It’s a matter of showing the customer the benefit of
an upsell. “We always try to find out how the customer
will use the tires,” Lauro says. “They may want a less
expensive brand, but we explain that the product may
not last as long, or give the proper safety.”
About 60 percent of his customers will ask for quotes
and information over the phone. He finds many will
request summer tires, for non-winter driving. “I explain
that a summer tire is a performance tire that goes on
specific vehicles, but other vehicles require a four-season,” Lauro says. “Customers are very open to hearing
about different brands and types of tires.”
He does brisk business with alignments when tires
are being changed, or new ones being purchased.
“Our roads are awful in Montreal,” Lauro chuckles.
“The potholes this year are particularly bad. So we
also encourage balancing, to make sure there’s no
vibration. We’ll clean and seal the rims, if they’re
starting to develop corrosion.”
Educating the customer
Sofia Volpov, President and CEO of 1010tires.com,
faces a slightly different challenge with her customers,
since she runs an online retail service as well as bricks
If your customers trust you, you won’t have to pressure them. They’ll take your word for it.
will allow downsizing one or two sizes lower, so that keeps the
price down for the winter set.”
To Volpov, it’s a matter of customer education. “When the
customer is on the phone, we definitely will answer their questions,” she says. “But if they come in, we can spend more time
with them.”
Her specialty is the online 1010tires.com store, where customers
don’t necessarily call and ask questions. “Educating the customer
online is the best upsell tool that we have,” Volpov notes. “It has
to be very subtle, so people don’t feel like they’re being taken advantage of, but merely pointed in a certain direction.”
If a customer purchases an item online, they’re directed to another item in order to complete the purchase. “For example, if
they’re changing to winter tires and wheels, then TPMS sensors
might also be necessary,” she explains. There’s also an online tire
and wheel glossary, as well as a tire size calculator. “The trend is
to shop online, buy the tires online, and then go and pick them up
at the local store,” Volpov says. “We offer to do the installation,
and this becomes our opportunity to do the upsell.
“A new generation of buyers are using the computer more, and
buying everything online, including tires and wheels. Our goal is
to solicit more installers to participate in internet sales.”
19
BEHIND THE COUNTER
Influence with Ease
Test Your Phone Skills
Are your phone practices winning or losing customers?
JEFF MOWATT
I
f your customers aren’t impressed by you
when they phone to get a price on a tire,
or to make an appointment for installation or service, they can switch businesses
by merely hanging-up and dialing the competition. So, your telephone skills can have
a significant impact on your business.
To find out how you are perceived, take this
telephone test.
1. How long does it take you to
answer the phone?
A. 5 rings or less
B. 3 rings or less
C. Under three rings
After two rings, callers are wondering what’s
going on. Your phone should be answered
in-person by the second ring or by your
voice-mail system by the fourth ring.
2. Do you answer your phone with
any of the following?
A. “Hello.”
3. Have you ever said, “Please
hold” to a caller?
A. Yes
B. No
Never put a caller on-hold without asking
for their permission, and then waiting for
their response.
B. “(Company name only)”
4. How long does it take a person on
hold to become annoyed?
C. “(Last name only)”
A. 2 minutes
D. “Good afternoon, this is (your full name), how
B. 30 seconds
can I help you?”
All of these greetings have flaws: A, B,
and C are too abrupt and don’t provide
enough information; D is too wordy and
dissuades callers from identifying themselves because it encourages them to get
to the point rather than saying their name.
Plus it forces you to check the clock to see
if it’s before or after noon.
A better greeting is, “Thank you for calling ABC Company. This is John.” If you are
taking a call that’s transferred to you, then
always identify yourself as you wished to be
20
addressed. Whether you choose to identify
the department is optional.
C. 1 minute
D. 17 seconds
Studies show that after only 17 seconds,
callers on hold become annoyed. The exception is when the greeter explains why the
caller is being asked to hold and provides
the estimated time required.
Knowing beforehand how long they can
expect to wait reduces the chance of annoyance, particularly among long distance
and cellular phone callers. Another option
to prevent frustration is to offer the caller
the option of either holding or hanging up
and having their call returned within a brief,
specific time period.
5. When you’re talking on the
phone while a visitor walks in, who
gets priority?
A. The visitor
B. The caller
The person who made the effort to show up
in-person gets priority. That means you need
to interrupt the caller. The quickest way to
get that caller’s attention is to call their name.
“George, I have someone who just walked in,
can I ask you to hold for a moment?” Wait for
their agreement. Then acknowledged the visitor, tell them you’ll be a moment, and wrapup your telephone conversation.
If you’re talking to a customer in person
when the phone rings, then get someone
else to answer the phone, or use voice mail.
Abandoning customers to answer the phone
is downright rude and is a guaranteed way
to lose customers. As obvious as this seems,
it’s one of the most common blunders in
customer service.
This article is based on the critically acclaimed book Becoming a Service Icon in
90 Minutes a Month, by customer service strategist and professional speaker Jeff
Mowatt. To obtain your own copy of his book or to inquire about engaging Jeff for
your team, visit www.jeffmowatt.com or call 1.800.JMowatt (566.9288).
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21
RACING
Goodride
Good Vibes and Goodrides
The Cadillac CTS show car makes a statement with
Goodride tires.
The Chinese-made tires are imported into
Canada by Rakla Tires Inc., and have been
in this market for over 20 years. But when
the Goodride-shod vehicle was out and
about on the streets, and displayed at various car shows, DiNobile would invariably
be asked about the car’s arresting, low
profile tires.
Joseph DiNobile, and his prized Cadillac CTS
BY MICHAEL GOETZ
T
he tricked-out 2005 Cadillac CTS
bucks a few trends. For one thing,
its owner, Joseph DiNobile, isn’t a
life-long car enthusiast. “I couldn’t have
cared less about cars my whole life,”
says DiNobile.
So when it became available, in the spring
of 2012, DiNobile became the new owner,
and continued to work with Walker on the
modifications and customizations, which
now include,
That changed when he beheld this particular Cadillac CTS at California Customs in
Niagara Falls, Ontario. DiNobile’s friend,
Chris Walker, worked there as a craftsman
and designer, and was building up the
Cadillac to be his own personal ride.
• Custom headlights, grille and taillights
The more DiNobile was around the car
the more he became indoctrinated to its
charms. At that point, it was already sporting the heady and unique paint job —special platinum white upper portion, deep
jet-black lower portion.
“I said to myself, you know, this is a car I
like. If there ever was one fancy car I could
see myself owing, this would be it.”
22
• Lowered chassis
• Hardwood trunk with video screen and sub
woofers
• Red ambient under body lighting
• 20-inch Legacy rims
• Goodride SV308 High Performance
245/30ZR Tires
Goodride appeal
At first, all he knew about the Goodride
SV308 High Performance 245/30ZR tires
was that they came on the Legacy rims fitted to the car when he bought it. He later
came to appreciate their great looks and
performance — and comparative value.
PHOTO: JOSEPH DINOBILE
DiNobile soon realized the opportunity, for
both him and Goodride. “I told them, I go
to all these car shows and talk about your
tires, let’s help each other.” So Goodride
became the official tire of the show car.
And DiNobile is more than happy to spread
the news about Goodride. “You don’t have
to spend $500 or more for a performance
tire from a major brand, just to trick out
your car,” he says. “These Goodrides look
great, and are fast and safe… Not sure
what I would more in a tire.”
Universal appeal
Whether the CTS is shown at a classic car
cruise-in, or compact sports performance
show, or high-end exotic car event, it is
always a welcome and popular attraction.
Modified late-model Cadillacs are rare on
any grounds, so this ride is always worth a
look-see from any and all car enthusiasts.
“It has a very universal appeal,” says
DiNobile. “Everyone from 6 to 80 loves
this car.” The car has already won several
awards, such as Best in Class, at last year’s
Canadian Sport Compact Series in Cayuga,
and Best Paint at Canal Days Car Show in
Port Colborne, Ontario.
And it also never fails to draw a crowd at
Aldershot School in Burlington, Ontario,
where DiNobile teaches business courses
to 10, 11 and 12th graders. On the rare
days he brings the vehicle to school, it
never fails to raise his “cool teacher” status
by several degrees.
R & D
Retailing
Third Party Testing
How Canadian Tire uses published results as a sales tool.
BY MICHAEL GOETZ
T
ires are obviously a core category
for Canadian Tire, but that doesn’t
mean the stores’ sales staff have
always had an easy time talking about
them with customers.
“We sell quite a few Goodyear Nordic tires,”
says Melissa Arbour, Senior Category
Business Manager, Tires, Wheels and
Accessories, Canadian Tire Corporation,
Limited. “But when we asked our stores to
describe two features and benefits, or why
you would buy it…”
She doesn’t finish the sentence, but you
could easily guess how the stores did on
rhyming off those features and benefits —
not so good.
“You can probably describe why you would
trade up to one of our better coffee makers, but can’t describe why you would trade
up in one of our core categories?”
More complex than coffee makers
But she’s not blaming anyone. She notes
the complex nature of tire technologies
and their compromises, and the lack of any
industry standard for their actual performance. Tires are hard to describe and hard
to differentiate.
Canadian Tire figured the solution for
both sales staff and consumers would be
independent third-party tire testing. As
far as it can tell, Canadian Tire is the first
Canadian tire retailer to test its winter tires
and publish the results.
“We literally sent all of our winter tires to
Germany and Sweden, used a third party
tester, and tested them from an unbiased
perspective, side by side.”
All-season tires and summer tires are next,
says Arbour, and have already been tested.
24
“We’re going out with those results this
spring and summer.”
Each tire was scored on a 10-point scale
based on test data and the opinions of professional drivers, over six criteria: Dry, Wet,
Ice, Snow, Fuel Economy, and Comfort.
While some may want to purely look
at which tires have good scores in all
categories, Arbour points out that the tire
testing results also enable consumers to
better match tires to the conditions they
drive in the most (wet, snow, dry), or to
better match which attribute they desire
the most (fuel economy, comfort).
“If you’re looking for an ice tire, for example, we have test results that you can
have confidence in,” says Arbour.
Region-specific tire sales
Melissa Arbour, Senior Category Business Manager, Tires,
Wheels and Accessories, Canadian Tire Corporation explains how
Canadian Tire has segmented Canada into specific tire regions.
PHOTO: JMICHAEL GOETZ
Canadian Tire also developed a chart,
outlining the various winter conditions in
each region of the country, and selected
a range of products, including tires, that
match those conditions. The five regions
include: West Coast (Warm and Wet);
Prairies (Chill Zone); Ontario (Variable);
Quebec (Heavy Snow), and East Coast
(Fog and Wind).
“We literally sent all of our winter tires
to Germany and Sweden, used a third
party tester, and tested them from an
unbiased perspective, side by side.”
Melissa Arbour, Senior Category Business Manager, Tires,
Wheels and Accessories, Canadian Tire Corporation
Arbour notes the company is “extremely excited” about the testing
initiative. It’s something that has not
been done before in the industry, and
she feels it will really help consumers
get their heads around some of the
tire technologies — technologies that
are always difficult to describe and get
across in a short sales presentation on
the store floor.
PHOTO: GOODYEAR
25
EVENTS
Advertorial
Yokohama Canada Advantage Program
Advantage Program Contest
Made Happy Customers!
Yokohama rewards loyal retail partners
W
hen it comes to the Advantage program, Yokohama
Canada’s Senior Director, Sales & Marketing, Trevor
Longley has a clear vision in mind: “We’re passionate
about building a stronger connection with our retail partners,
and our Advantage program is here to help us do that.”
The Yokohama Advantage program has returned for 2014 with
attractive cash rewards, sales incentives and prize giveaways.
Also introduced this year is a newly designed online dashboard that lets users interact with the program, and helps
strengthen the connection between the tire maker and its
retail and wholesale partners.
The benefits of the Yokohama Advantage program were put into
play during the past winter selling season as Advantage retailers
were eligible to take part in the Mystery Shopper contest along
with other Yokohama retail partners.
Presentation of the Mazda3. The first place finisher received $3,000 in addition to his Mazda3!
Pictured here are Yokohama staff members with the winners from Car Medics. From left to right:
Trevor Longley, Philip Deveau, Christine Rouleau, Tracy McShane, Brad Bellerby and Carol Lynch.
Retailers win prizes thanks to Yokohama’s Mystery
Shopper Contest
The grand prize, a 2014 Mazda3, was awarded to Phil Deveau,
Owner of Car Medics in Kingston, Ontario. The second-place
prize, a 2014 Harley-Davidson Sportster 48, was awarded to
Dan Martineau, Owner, Pneus Taché, in Montmagny, Québec.
Both winners received an additional $3000 cash prize.
An additional three finalists were awarded an all-inclusive
Canadian ski vacation, while numerous prepaid Visa gift cards
valued at $100 were also handed out to deserving retailers
throughout the contest.
Rewarding tire retailers for their support through the
Advantage program certainly offers added value, and
makes the connection just that much stronger between
26
PHOTOS: YOKOHAMA TIRE CANADA
Between September 15th and December 15th, mystery shoppers
visited or called over 1000 Yokohama retail partners, including
numerous Adantage dealers in order to evaluate the promotional
efforts used to sell the iceGUARD winter tires. The following criteria was used to tabulate points: their ability to mention the iceGUARD winter tire, promotion of the Yokohama rebate program
and their ability to talk about product features and benefits.
Presentation of the Harley-Davidson motorcycle. The first runner up received $3,000 cash and a
Harley Davidson! Pictured here is Pneus Superieurs VP Sales and Marketing Yves St. Aubin;
Pneus Tache owner Dan Martineau, and Manager Guillaume Fortin, Yokohama Canada President
Eric Dedoyard, Pneus Tache staff Claude Martineau, and Yokohama Account Manager
Fredereic Savard.
Yokohama and their retail partners! New retailers can visit
Yokohama.ca/Advantage to register or to get more information on the program.
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27
EQUIPMENT & TOOLS
Modern Must-Haves
Problem Solvers & Money Makers
New and noteworthy tools for your shop
BY JACK KAZMIERSKI
Hands-Free Tire Changer
Revolution Tire Changer - The Hunter Engineering
Company has produced the Revolution, a tire
changer that’s about as close to hands-free as possible. The Revolution handles every step in the tire
changing process, keeping the technician’s work
and involvement to a minimum.
PHOTO: JHUNTER ENGINEERING
The fully automatic process also eliminates the
need for a skilled operator and reduces the experience gap of tire-changing teams by turning all technicians into experts. The touchscreen interface indicates the operator’s current step and also stores
15 helpful on-board videos. www.hunter.com.
Easy TPMS
Schrader WAL 433-MHz EZ-sensor – Schrader’s latest TPMS
offering is based on its programmable EZ-sensor and adds
wireless auto-locate, or WAL. Once installed, the sensors
communicate with the ECU, which determines each one’s location without a relearning tool. Two sensor models provide
90% of vehicle coverage, and each includes the non-corrosive
EZ-sensor rubber stem. www.SchraderInternational.com.
PHOTO: JIL MCINTOSH
28
Rim Protection
Rimskins – A good item on your counter for impulse buys, this polymer tape
installs simply and easily on the edge of the rim to prevent or hide curb rash
damage. The adhesive won’t damage the wheel, and the package includes
five pre-cut strips. Made in Australia, it’s available in several colours, for an
invisible look or colour contrast. www.Rimskins.com.
PHOTO: JIL MCINTOSH
PHOTO: JIL MCINTOSH
Lug Nut Problem Solver
PHOTO: JIL MCINTOSH
Lug Ripper – This tool drills into seized
or frozen lug nuts to easily remove
them. The kit comes with three guides
to fit 17, 19, or 21-mm lug nuts, and a
carbide cutter that fits into a standard
half-inch drill. The tool cuts into the lug
nut, using the wheel stud as a guide.
The stud must be replaced afterwards,
but the wheel is undamaged. A special
wedge handles rims with deeper holes.
www.LugRipper.com.
Back Saver
Hoist Hanger – These made-in-Canada
arms attach to the hoist and hold the
wheels once they’re removed from the
vehicle. The tech removes and reinstalls
the wheel at the hoist’s height, eliminating lifting a heavy tire-and-wheel combo
from the floor. This saves the technician’s back, and that can save you sick
days and compensation claims. Your
shop looks tidier to your customers,
too. www.HoistHanger.com.
29
WHEELS
Retro Styling
pe of
ple of the ty
a great exam
eel
The Beetle is retro styling that VW wh
ry
ulate.
em
to
contempora
d
ire
qu
re re
designers we
Redefining
the Past
Over the past fifteen years, we have witnessed
the re-birth of a vast number of automotive
icons... along with their retro-styled wheels.
PHOTO: VW
BY LOUIS-ALAIN RICHARD
M
anufacturers are bringing back the past with a
long list of new classics - the New Beetle, Mini,
Mustang, Fiat 500, Camaro, Thunderbird…
and the list goes on and on. Nostalgia is big business, and today’s carmakers are adding a heavy
dose of the past into every new iconic re-launch.
tang
The Ford Mus
sful ‘Back to
e of a succes
eat exampl
is another gr
Retro-style wheels have been offered for a number of years on the Mustang, albeit as an option or as part of a special equipment package.
The Special Edition Bullitt wheels (2002 and
2008) were true to the Torque Thrust design of the
60s from the famous Steve McQueen movie.
These wheels transport us
right back to the Peter Yates
movie and its iconic green
Mustang. All that’s missing
is the infamous black Dodge
Charger to make the illusion
complete.
.
ture’ design
the Fu
PHOTO: CHRY
SLER
PHOTO: FORD
In reality, the only thing retro about these new
models is their styling, as they are in every way
as contemporary as any new model. For example, the base Camaro V6 steel wheels are
inspired by the Rally-type wheels of the 80s,
but happen to measure a very contemporary
18 inches, even if they closely resemble the
original 14-inch wheels.
30
e Challenger
| Tire News | March 2014 | www.autosphere.ca The Dodg
is a modern
sic.
vers
eryear clas
ion of a yest
Indeed, both the Dodge
Charger and its close cousin, the Challenger have also
benefitted from wheels that
evoke the past. The V6 version wheels are inspired by
the stylized ‘Magnum 500’
maro LT
l Chevrolet Ca
The powerfu
e.
heritag
deny its 70’s
is
steel wheel, which was also available
for the Mustang, as well as a number
of Chevrolet and Buick models.
European models have not been left
wanting. The famous Minilite aluminum wheel, mainly seen on the Mini,
is back in the spotlight, thanks to the
re-birth of the Mini. The fitments have
nothing in common with the original
model, as the new wheel comes in a
17-inch version instead of the original
10-inch. Saab offered this model in
the 90s on its 900 model, as a reminder of its rally-car heritage.
ther well, as
er is aging ra
The Mini Coop
you
rsion.
oper Works ve
thful John Co
is ever-you
can see in th
PHOTO: MINI
Retro Euro styling
The latest Beetle, the one without the
‘New’ name tag, benefits from magnificent 60-70s era-inspired aluminum
wheels. As with the older version, they
have 8-spokes and a bulbous chrome
centre cap. They are a great reminder
of the Beetle’s glorious history.
s a contempo
car era that
gone muscle-
r of the by
rary reminde
cannot
PHOTO: GM
Manufacturers are keen to draw on
their glorious past for inspiration,
which is not quite the case for most
aftermarket wheel producers. They
seem to be mostly inspired by the
present, and, in some cases, even the
future. As trends come and go at a
rapid pace, the key to their survival
rests in their ability to pick up budding trends. Aftermarket wheels tend
to be viewed as decorative, even fashionable items. And we all know that
nothing changes quicker than the
latest fashion trend.
31
EVENTS
Can You Tell the Difference?
A head-to-head competition proves that Sailun can hold its own against more established brands.
BY JACK KAZMIERSKI
S
ailun Tire couldn’t have picked a nastier year in which to test their tires.
This has got to be the coldest winter
in recent memory! Despite the conditions,
Sailun invited the media to a head-to-head
competition between their winter tires,
and a better known name brand.
Sailun dubbed this the “Winter Tire
Challenge,” and our TireNews staff had an
opportunity to spend an entire day test
driving two identical vehicles, back-toback in the most brutal winter conditions.
One of the vehicles was equipped with a
set of winter tires from Sailun. The other,
was equipped with a better known name
brand. Since Sailun staff buffed the names
off the sidewalls, the challenge was to
see whether we could tell the difference
between Sailun’s winter tire, and the more
expensive, and better known brand.
After all was said and done, and after
everyone endured -30 degree weather, most of us had to confess that we
could not tell the difference. Both tires
performed similarly in slalom courses,
braking comparisons, and a real-life road
course on snow-covered public roads.
Although both tires performed similarly,
there was a difference - price. A set of four
of Sailun’s IceBlazer WSL2 tires would
cost the average consumer about $200 to
$250 less than what the competition was
asking for a set of their winter tires.
Yes, they’re “Made in China”
PHOTO: SAILUN
Having pointed out the obvious price difference, the next objection Sailun has to
overcome is the fact that their tires are
made in China. Somehow, this is supposed to negate the fact that both tires
performed equally well in horrible winter
conditions.
Sailun’s IceBlazer WSL2 winter tire
32
So how does Sailun address the Chinese
question? During a presentation to the
media, Sailun executives were quick to
point out that they’re not the only ones
making tires in China. In fact, Sailun explained that many well known brands,
including Michelin, Goodyear, Pirelli,
Bridgestone, Continental, and others also
make their tires in China.
The point, explained Sailun, is that quality
has no connection to the country of origin,
but is directly related to the factory of origin. So if these major tire manufacturers
can build quality tires in quality factories
in China, so can Sailun.
Global brand
Although not well known in Canada, Sailun
is a global player with sales in over 120
countries. The challenge, here in North
America, is to get consumers to look beyond the fact that these are Chinese tires,
and simply try them on. That’s a task Sailun
hopes they can get tire retailers to help out
with, since consumers look to the men and
women behind the counter for advice when
making tire purchasing decisions.
Overcoming perceptions and taking market share away from better established
brands may be an uphill battle, but it’s one
Sailun is willing to fight as they continue to
promote the core values that define their
brand - Quality, Trust, and Support.
PHOTO: JACK KAZMIERSKI
Sailun Tire
SAFETY
Tire Pressure Gauges
Proper Pressure
Although the virtues of maintaining the correct tire pressure are well documented, what your
customers use to measure their tire pressure can make a huge difference.
BY LAURENT JOYAL
I
f you’re reminding your customers to
regularly check their tire pressure, you’re
doing the right thing. But is that enough,
or should you also be recommending a tire
gauge that will do the job right?
The truth is, not all tire gauges are made
the same, which leads to the question, do
your customers have the right tools for the
job? Experience shows that the majority of
tire pressure gauges sold to consumers are
simply not accurate enough.
To prove our point, we measured the pressure in a sample tire, using five different
pressure gauges, all of which are sold at
the retail level. The result? Only two of
the gauges provided similar readings, and
readings between the most optimistic and
pessimistic gauges were in the 33% difference range!
A 33% gap for a target pressure of 32 psi
comes out to a whopping 10 psi difference.
This means that a 32 psi reading can actually hide a true 22 psi reading. No wonder so many people are driving around on
under-inflated tires. These findings make
us wonder about the wisdom of advising
customers to check their own tire pressure.
tool and parts distributor, Hélie ’n’ Sport,
these systems are not yet 100% reliable
or accurate.
the margin of error (for example (±1.0 %).
A number of good quality models are available in the $20-30 range.
Just think of all the frozen TPMS systems
(during the cold winter months) that end
up generating ‘Check Engine’ codes, as
well as numerous other malfunctions that
end up deactivating systems such as cruise
control or all-wheel drive. As TPMS use has
not yet been mandated for every motorized
vehicle application, the good old-fashioned
pressure gauge is still the best way to go.
Another low-cost solution is ‘calibrating’
your customer’s gauge by comparing the
readings your customer is getting, with
that of a quality gauge that you trust. The
customer will need to add or subtract the
difference between their gauge and yours
when checking his or her own tire pressure.
Viable Solutions
The problem with less-than-accurate
tire pressure gauges is huge, especially
when you consider the implications of incorrect tire inflation. But strangely, very
few industry experts seem to be raising
this alarm. So what can you do to help
your customers?
For starters, you can explain the difference
between quality tire pressure gauges, be
they mechanical or digital, and those commonly sold to the masses. A quality gauge
should always provide information about
For example, if the customer’s gauge reads
4 psi less than your reference gauge, the
customer will need to inflate the tire to 36
psi in order to obtain a true 32 psi. It’s important to remember that even top quality
gauges need to be periodically calibrated.
Creating awareness about the importance
of correct tire inflation is useless if your
customers don’t have the right tools for the
job. Although a number of variables come
into play when it comes to tire pressure
(outside temperature, warm tires, etc.), it
all starts with a precise reading provided
with a quality gauge. Make sure your customers know the difference.
TPMS
The idea that TPMS is the solution is a
seductive thought. But, according to
Pierre Chevalier, from high-performance
These findings make
us wonder about the
wisdom of advising
customers to check
their own tire pressure.
33
EVENTS
Michelin
New Tires, New Technology
Michelin reinvents the tire with the launch of the Premier All-Season line.
As the tire reaches a certain wear level,
more than 150 hidden grooves emerge to
provide additional help to channel water
away, while at the same time maintaining
wet traction.
Michelin’s 3rd revolutionary
breakthrough?
During their presentation, Michelin reminded us that the tire manufacturer is
responsible for previous breakthrough
technologies, including the radial tire
(1946), and silica integration (1992).
The new Premier A/S tire is designed to excel in wet conditions, even when the tire is worn.
Michelin has rethought the design of the
tire tread. Not only does this new design
promise to improve road safety, but it also
boasts improved grip, even when the tire
is partially worn.
Hidden secrets
The secrets to Michelin’s new EverGrip
technology are actually hidden beneath
the tread’s surface. First, there are the
rain grooves, which are positioned around
the circumference of the tire with a special
geometric shape that gets wider as the
tread wears.
In other words, despite losing tread depth,
this central groove becomes wider and
34
wider as the tire wears. This, in turn, helps
the tire channel away the same quantity of
water it used to when it was new, despite
the fact that there’s less depth in the groove.
The other secret is another set of grooves,
found along the tire’s shoulder. These
emerge as the tire becomes 50% worn...
seemingly out of nowhere. The result?
Less depth, but more grooves.
Michelin will introduce the first Premier
A/S tires to the Quebec market (in March),
just in time for the changing of the season, and before the North American
launch, in April. They’ll be available in 30
sizes (185/65R15 - 245/45R18) fitting a
range of passenger vehicles, including the
Cadillac CTS, Ford Fusion, Nissan Altima
and Toyota Camry. Michelin will offer a
limited 100,000-km warranty on the
Premier A/S.
The secrets to
Michelin’s new
EverGrip technology
are actually hidden
beneath the
tread’s surface.
PHOTOS: MICHELIN
G
reenville, South Carolina - Michelin
recently invited TireNews to the
track in order to discover its new
Premier A/S tires. Not only are the tires
new, but they also boast a new technology
that the manufacturer says should revolutionize the tire industry.
Today, Michelin believes that its EverGrip
technology, which will gradually be integrated into other tires, will be just as revolutionary as both these previous manufacturing marvels. Michelin also believes that
other manufacturers will eventually take
this same big step towards optimal safety.
The Premier A/S will be available in April throughout Canada.
HUMAN RESOURCES
Management
Punishment Must Fit the Crime
Getting rid of difficult employees isn’t as black and white a matter as some might think it to be.
BY STUART RUDNER
W
hat do you do when one of your
employees posts inappropriate
comments online? Or, even worse,
what if they post negative comments
about your business? Can you fire them?
The answer, which may frustrate some, is
a clear “it depends.”
own time is their own business. However,
off-duty conduct will be considered misconduct which can result in discipline or
dismissal if:
A few years ago, two car dealership employees were fired due to comments they
posted on Facebook about their employer.
During a union drive, the insulting and
offensive comments began. Over time,
they became more frequent and more offensive, including homophobic slurs and
threats. Ultimately, the two were fired.
✓ the employee’s behaviour renders the
✓ the conduct of the employee harms the
company’s reputation
employee unable to perform his duties
satisfactorily
✓ the employee’s behaviour leads to
refusal, reluctance or inability of the
other employees to work with him, or
✓ the employee’s conduct makes it diffi-
Capital punishment
Dismissals for cause can be one of the
most challenging issues facing employers.
Courts are reluctant to find just cause for
dismissal, because doing so will mean that
the employee is not entitled to notice of
termination, termination pay, severance
pay, or anything else. It is a harsh penalty,
and has been referred to as the “capital
punishment of employment law.”
Just cause
Just because an employee is guilty of
misconduct does not mean that dismissal
must follow. In many circumstances, a lesser form of discipline will be appropriate.
The courts will require that the severity of
any discipline imposed be proportionate
to the egregiousness of the misconduct. In
other words, the punishment must fit the
crime, bearing in mind all circumstances.
A “contextual approach” must be used
that takes into account all relevant circumstances. This will require consideration of, effectively, the entire relationship, including:
• length of employment
• prior misconduct
cult for the company to properly carry
out its function of efficiently managing
its works and efficiently directing its
workforce.
• prior discipline
• the nature of the employee’s position
• the level of trust required
• the employer response to similar misconduct in the past
• the egregiousness of the offence and the
need for proportionality
• the individual’s conduct when confronted
with the allegations.
• any other relevant circumstances.
While some companies have simply
given up, I often say that “just cause is
not a lost cause.” There are many cases
where courts agree that summary dismissal was appropriate.
Misconduct outside
business hours
Can an employee be fired for something
they do on their own time? Generally
speaking, what employees do on their
In other words, the conduct must have
an impact on the employer or the employment relationship to constitute misconduct. If it does, then the assessment
should proceed as set out above.
It is crucial that employers not react in
haste or out of anger. And remember that
not all misconduct will justify dismissal.
Failing to handle a dismissal properly can
expose an employer to substantial damages. While it may sound self-serving, it
is always advisable to consult an employment lawyer first. It is far less expensive
to get legal advice in order to avoid a
dispute than it is to retain a lawyer to
defend one.
Stuart Rudner is a leading HR Lawyer and a founding partner of
Rudner MacDonald LLP, a firm specializing in Canadian Employment Law. He provides clients with strategic advice regarding
all aspects of the employment relationship, and represents
them before courts, mediators and tribunals. He is author of
You’re Fired: Just Cause for Dismissal in Canada, published by
Carswell. He can be reached at [email protected].
You can also follow him on Twitter @CanadianHRLaw and join
his Canadian HR Law Group on LinkedIn.
35
MANUFACTURER NEWS
Double Coin To Unveil New Loader Tire
Double Coin Tires and CMA will be unveiling a new loader tire next month at the CONEXPO-CON/AGG
show in Las Vegas.
“As part of our on-going commitment to the global off-the-road (OTR) community, we are pleased to be a
part of this year’s show exhibiting our full line of radial OTR tires,” said Aaron C. Murphy, Vice President
of CMA. “In addition, we are introducing our latest OTR technological advancement – the new Double
Coin REM-19 45/65R45 L5 loader tire unveiling exclusively at this year’s show.”
The company also announced that they’re developing new radial scraper tires, which will be released
Jack Kazmierski
later this year.
PHOTO: DOUBLE COIN
www.atlastire.com 2,5,23,39
Atlas Tire Wholesale Inc.
autosphere.ca
21,27
Autosphere
www.bridgestonetire.ca
40
Bridgestone
www.doublecointires.com 11
Double Coin Tires
www.goodyear.ca
29
Goodyear
hunter.com
Hunter Engineering
31
www.kumhotire.ca
13
Plombco Awarded Patent
for “Plasteel”
Plombco Inc, a manufacturer of wheel
weights, has been awarded a patent for
their Plasteel product line.
Plasteel is a steel core clip-on wheel
weight encased in a plastic overmold. It is
easy to install, has exceptional corrosion
resistance, and doesn’t scratch the wheel.
“We knew there had to be a better solution than the steel and zinc weights that
were out there,” said Claude Lussier, Plombco’s President. “While developing
Plasteel, we took into account all of the things people liked about lead weights,
JK
and eliminated the things people didn’t like about non-lead weights.”
Michelin Launches New Steer Tire
Michelin has announced the launch of its new Michelin X Multi Energy Z (March 1st), a
regional steer tire that promises a 15 percent reduction in rolling resistance, improved
fuel efficiency, as well as excellent longevity and a high degree of overall durability.
Kumho Tire
rthibert.com
“Michelin is excited to again offer a no compromise truck tire
solution this time for regional steer tires. The new Michelin X
Multi Energy Z offers the industry’s best combination of fuel
savings and mileage in a regional application,” said Ted Becker,
Vice President of Marketing for Michelin Americas Truck Tires.
“When combined with the Michelin X Multi Energy D drive tire,
the Michelin X Multi Energy Z provides a complete SmartWay
regional solution.”
37
Robert Thibert
www.transbec.ca
3
Transbec
yokohama.ca
Michelin says the X Multi Energy Z is ideal for the emerging
super regional trucking application, which requires a tire that
can withstand both irregular wear and scrub.
JK
9
Yokohama
PHOTO: MICHELIN
36
PHOTO: PLOMBCO
ADVERTISERS INDEX
Nokian Introduces
World’s First NonStudded Tire with Studs
Nokian Tyres has designed an ingenious new winter tire that
comes with stud-on-demand technology. Unfortunately just
a concept for now, the tire is technically stud-less. However,
with the press of a button (on the dash), the driver can bring
out the studs to improve grip on icy roads. When the studs
are not needed, they can be retracted back into the tire.
Hercules Announces
Upgrades to Tire
Warranty
Hercules Tire is upgrading the warranty on their medium radial truck tires. The upgrades cover all Hercules brand medium
truck tire lines, including the H-Series offering. The comprehensive changes address free replacement, casing allowances and
warranty duration, offering added coverage for eco-friendly,
The idea behind the combination non-studded and studded
tire is that the driver can make the switch when road conditions change. Studs are not used on dry roads, but they can
be activated on icy roads for extreme safety.
SmartWay Verified products, on applicable Hercules offerings.
The studs on all four tires are raised and lowered at the same
time. The body of the stud remains in place, and the moving
part is the hard metal pin in the middle of the stud.
Extended Free Tire Replacement Period.
Nokian says this unique concept tire is, “a hint of the things
JK
to come in the future.”
Enhancements fall into three key categories:
The company has extended the replacement period for Hercules
brand medium truck tires to 50 percent original tread life if the tire
becomes unserviceable due to workmanship or material defects.
Longer Warranty Period.
All Hercules brand medium truck tires carry a minimum limited
warranty of 60 months coverage against defects in workmanship
or material. SmartWay verified tires, signified by the “EcoFT”
logo, are now warranted for 72 months.
Increased Casing and Retreading Allowances.
PHOTO: NOKIAN
PHOTOS: MICHELIN
Retreading and casing allowances for the first retread have been
Matti Morri, Technical Customer
Service Manager for Nokian Tyres
improved, some by as much as 50 percent.
The enhanced warranty took effect on January 1, 2014, with the
extended replacement period applicable to tires purchased January
1, 2014 or later.
JK
37
INDUSTRY INSIGHT
Wholesale Distribution
Supply Chain Consolidation
The WD landscape has changed dramatically in recent years. More change is on the way.
Are you ready?
chasing too small a market, something
has got to give.
Peter-James Gregory
T
oday, in 2014, the supply chain landscape is vastly different than it was
just two years ago. Many players in
the Wholesale Distribution (WD) end of
the tire business have disappeared, both
large and small. In most cases they have
been purchased and absorbed by larger
players. Their names will become a part of
history, no longer a part of the present or
the future reality.
While the speed of change surprised
some, the change itself should not be a
surprise. When you have too many sellers
Canadian challenges
The Canadian marketplace is geographically large, but in terms of population and
market volume, it is smaller than the market in California (California’s population
is approximately 38 million / Canada’s
population is approximately 35 million).
Canada lacks population density and
market volume and is faced with strong
seasonality – our severe winters.
If we take New York as an example (the
state experiences seasonality as well),
and compare it to Ontario, the Canadian
market still falls short when it comes to
population density and market volume
(approximately 19.5 million people in
New York over 47,214 sq. miles / approxi
approximately 13.5 million people in Ontario
over 415,600 sq. miles).
Let me illustrate some of the key market
conditions affecting the operation of a
Canadian WD:
tires in June that will not be sold until
October or November, it is very hard
to achieve the throughput per square
foot enjoyed by many WDs in the USA.
A Canadian WD needs more warehouse
space to sell the same number of tires.
This drives up the cost of handling each
tire.
If we take the 3 points above and add the
price deflation in 2012 and 2013 as tire
manufacturers reduced prices to close the
gap with USA pricing, a Canadian WD has
to sell more tires to generate the same
revenue. However, market demand is not
growing fast enough to allow every WD to
grow their sales volumes at a sufficient
enough rate to offset the price deflation.
Consolidation
The result? The WD sector was ripe for
consolidation. To achieve economic sustainability a WD must develop critical
mass. Unfortunately, with the limited
market size and high cost of operation,
it is very difficult for a WD to achieve the
critical mass required to be truly viable
and enjoy economic sustainability.
• The lack of population density means
a WD has to cover a far wider delivery
area to achieve truly viable business
volumes. This drives up delivery costs.
Consolidation creates critical mass and reduces the cost of operation. Consolidation
can create economic sustainability.
• The lack of market volume
I understand many tire retailers are very
nervous about the changes in the WD
sector. For some of you, your preferred
supplier disappeared overnight. However,
this is the new reality, and if you understand the reasons behind the changes,
you are better able to plan and adjust so
as to operate in the new reality. Be prepared, there will be more changes ahead
in 2014.
means the demand for tires
cannot support a lot of
WDs. This limits growth
potential.
Has your preferred tire supplier disappeared overnight?
38
• Seasonality means
a WD works with a low
throughput per square
foot (the number of tires
moved / square footage of the
warehouse). With a Canadian WD
having to receive large volumes of winter
Peter-James Gregory is President of Atlas Tire Wholesale Inc.
39

special file passenger tires - Rubber Association of Canada

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