Import Undercar Parts Lighter Designs Boost Aftermarket Sales

Vehicle Sales Soar To New Highs • Epicor Marks 30th Anniversary of eCatalogue

MAGAZINE AUGUST 2014

Jobber NewsServing the Automotive Aftermarket Since 1931

MARKET TRACKER: DRIVELINES CAFE Standards Boosting Part Sales

MARKET FEATURE: CUSTOM PAINTING Nostalgic Lace Effect Gives New Life To Old Idea

COUNTERTALK: TUNE-UP TIPS Spark Plug Troubleshooting Import Undercar Parts Lighter Designs Boost Aftermarket Sales

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ThisContents MonthAugust 2014 Vol. 82, No. 8

IMPORT UNDERCAR PARTS: Lighter Designs Boost Aftermarket Sales Challenged by increasingly tough CAFE (Corporate Average Fuel Economy) standards for better fuel efficiency, import OEs are focusing more and more on lightweighting vehicles by using lighter materials and more modular component designs. As a result, many of these new components are proving to have a much shorter lifespan and require replacement on a much more frequent basis. It’s both a blessing and curse to the automotive aftermarket.

4 Over the Counter 22 Market Feature: Brakes P assenger Vehicle Sales Soar To Record Highs; Sun Fund For Kids Charity Golf Tournament Raises Evolving Formulas, Aging Vehicles Drive Over $6,000; Epicor Marks 30th Anniversary Of eCatalogue; Uni-Select Awards Over $100,000 To Sales Growth The Mira Foundation; AAEC Announces Best Of T oday, import vehicles are being kept well beyond The Best Award Winner For 2013; Federal-Mogul the 10-year/160,000-kilometre range, and as a result, Motorparts Announces Organizational Leadership many owners are choosing higher-quality replace- Changes; KYB Launches New Website; Akebono ment parts in order to keep their vehicles in opera- Receives 2013 Altrom Group Supplier Of The Year tion longer. This growing trend is providing jobbers Award; U.S. Bendix Operations “Business As Usual”; with an ideal opportunity to capitalize on premium Snap-on Acquires Pro-Cut International; CRP brake part sales. Automotive Launches Brand Awareness Campaign; Denso Tests Advanced Driving Support Technology; 26 Market Feature: Custom Painting ContiTech Acquires U.S. Aftermarket Company; T hroughout the history of the automotive refinish GAAS Board of Directors Votes To Defer 2015 business, there have been those individuals who Educational Event. have looked to set their vehicle apart. From the meticulously sanded multi-coat lacquers of yore to the colour shifting pearls and metal-flake low-VOC 12 Market Tracker: CAFE Standards options of today, there are still those who want to Boosting Driveline Parts Sales push the boundaries of custom refinish painting, as T he auto industry has seen a significant technology here with tips on how to create a classic lace pattern. shift in recent years towards electronic and mecha- tronic components, with a clearly defined move away from torque transfer to torque management – all in 28 Spark Plug Troubleshooting the name of better fuel economy and reduced emis- T he spark plug is a popular tune-up sales item, yet it’s sions. But the trickle-down effect on the drivetrain probably the most misunderstood component of the industry is significant. engine – which all counter staff, who field numerous questions from confused customers, can attest. 20 Money and Management: How to Stop 32 Autoserviceworld.com/Internet Directory Data Theft or Loss M illions, possibly billions, of dollars are put at risk every day, simply because many of us fail to take 34 COMMENT simple precautions to protect sensitive data. LET’S HEAR IT FOR THE BOSS

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JOBBER NEWS / AUGUST 2014 3 ATION OVER THE INFORMA COUNTER Passenger Vehicle Sales Soar To Record Heights Passenger vehicle sales in Canada soared to a above a year earlier and lifting overall light 13 record high of 1.89 million units annualized truck sales 12% above a year ago,” says Carlos in May, surpassing the previous peak of 1.88 Gomes, Scotiabank’s senior economist and million set in January 2008, according to the auto industry specialist. “Given the stronger- 2014 Scotiabank Global Auto Report. Global car pur- than-expected performance of the last two chases re-accelerated in May, climbing 4.5% months and the recent increase in industry AUGUST above a year earlier – a significant upturn from incentives – including the return of ‘employee only a one-percent gain2014 in April. pricing’ – we have raised our full-year 2014 Globally, vehicle sales climbed to record forecast by 10,000 units to 1.77 million units.” highs in February, with gains accelerating to In North America, passenger vehicle sales 7% year-over-year, alongside a double-digit are being bolstered by the rising popularity of increase in Asia and an ongoing recovery in CUVs. These models garnered a record 28% of Western Europe. In North America, passen- the U.S. market last month, up from a full-year ger vehicle sales are being bolstered by the total of 25.5% in 2013 and less than 24% in rising popularity of Crossover Utility Vehicles 2012. CUVs are even more popular in Canada, (CUVs). In Canada, CUVs are becoming the capturing a record one-third of overall sales in most popular vehicle as purchases of these February, up from 27.8% a year ago. In fact, models have outpaced sales of small cars so far CUV purchases have outpaced sales of small this year. cars so far this year, becoming the largest seg- “As in previous months, crossover utility ment in Canada. vehicles led the way in Canada, surging 17% 75 Years For AARO AARO is celebrating 75 years this September Sun Fund For Kids Charity Golf ing for the automotive aftermarket. Epicor 27th, 2014 in Niagara Tournament Raises Over $6,000 introduced the industry’s first electronic cata- Falls, Ont. The evening logue (eCatalogue) in August 1984. Today, will begin with a welcome Epicor eCatalogue products and related data reception, dinner, and solutions are used by tens of thousands of entertainment with parts professionals, more than 100,000 vehicle “That ’60s Show.” Tickets service providers, and millions of consumers are still available by throughout North America and around the world. contacting AARO at The first-generation Epicor eCatalogue of 1-800-268-5400 or the mid-1980s was limited only to the supplier www.aaro.ca. lines and catalogues carried by each auto parts store. Nevertheless, many replacement parts distributors and jobbers quickly realized that On June 12, 2014, AIA Manitoba hosted the their counterpeople were often twice as pro- 10th annual Sun Fund for Kids Charity Golf ductive and far more accurate when they relied Tournament in Shilo, Manitoba. The tourna- on the eCatalogue rather than print volumes. ment was attended by 53 enthusiastic golfers Also fuelling early adoption was the rapidly and all enjoyed a great day of golf. Thanks to accelerating growth of vehicle platforms and the generosity and continued support of AIA’s corresponding part number proliferation. The holes sponsors and golfers, AIA Manitoba new eCatalogue also helped users eliminate was able to present Sun Fund for Kids with pricing mistakes, reduce returns, and improve a cheque for $6600. AIA Manitoba also pre- inventory control and buying practices. sented Sun Fund for Kids a cheque for $1500 “Our first eCatalogue opened the door and Brandon Salutes a cheque for $1000 on to countless opportunities to improve effi- behalf of High Five for Kids. This year’s efforts ciency and accuracy at the parts counter, bring AIA Manitoba’s 10-year Sun Fund for which remains the nexus of virtually every Kids total to nearly $67,000 raised, allow- vehicle repair,” says Scott Thompson, Epicor ing over 650 kids to attend various camps in vice-president, automotive, retail distribution the Westman area. AIA Manitoba thanks Art solutions. “Epicor eCatalogue products are Asham, CFS Westman, AIA Manitoba mem- even more important and prevalent today, con- bers Ken Wesselius, West End Service, Pete necting tens of thousands of wholesalers with Lepage, Auto Parts Central, and Brent Karr, service providers, and driving an ever growing Bestbuy Distributors, for their organizational number of business-to-consumer eCommerce support of this great event. The 11th annual websites.” Sun Fund for Kids is booked for June 11, 2015. In stark contrast to the company’s first eCatalogue, the Epicor PartExpert eCatalogue Epicor Marks suite includes more than 10 million parts, 30th Anniversary Of eCatalogue 7,800 manufacturer product lines, and 27 mil- Epicor Software Corporation is celebrating lion interchanges, and covers virtually every the 30th anniversary of electronic catalogu- vehicle make and model marketed within

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Precision Performance ® www.autopartsdepot.ca ATION OVER THE INFORMA COUNTER North America over the past 40 years. The ment, held in early July at the Golf Club La company’s data and eCatalogue solutions are Vallée du Richelieu. Uni-Select credits the now referenced in more than 70% of after- success of the tournament to the generosity 13 market parts sales in North America. Epicor of its main sponsors, Raymond Chabot Grant replacement parts data is also used by leading Thornton, Total Canada, and RBC Capital global online retailers such as Amazon.com Markets, as well as the participation of its busi- 2014 and eBay. ness partners and 170 golfers. “In my opinion, Epicor is the standard “It is with great pride that we rallied our AUGUST by which all other electronic catalogues are business partners to support the activities of measured, which is 2014why we have relied on it the Mira Foundation. For seven years now, we for many, many years,” says Trevor Tennant, have been collaborating with the Foundation corporate development manager for Piston to develop the dog assistance program for Ring Service Company, Winnipeg, Man. “Our children with PDD (Pervasive Developmental Range Extension For counterpeople consider the Epicor eCatalogue Disorder). We are pleased to contribute to the TRW’s Premium Pad to be one of their most valuable business tools. well-being of children,” says Denis Mathieu, Program It helps make them faster and more efficient in executive vice-president, Corporate Services TRW Automotive virtually every selling situation.” and chief financial officer of Uni-Select, and Aftermarket has The Epicor PartExpert product suite vice-president of the Board of Directors of the announced a range includes the Cover-to-Cover graphical eCat- Mira Foundation. extension for its premium alogue module featuring part images and The Mira Foundation offers, among other brake pad program specifications; an integrated VIN decod- services, opportunities for families of chil- er; BuyerAssist electronic buyer’s guide; dren with autism spectrum disorder to benefit in North America, InterChange OE and competitive interchange from the services of an assistance dog. The comprising 17 part module; “All Lines” instant access to more than implementation of this program follows sev- numbers and covering an 7,800 manufacturer product lines; the com- eral years of extensive research of these dogs additional three million prehensive ItemExpert non-application item within families. late-model vehicles. This database; PartExpert OE original equipment brings the total number parts eCatalogue; and Epicor OE for Parts Not AAEC Announces Best Of The of applications in the Found, a new module that enables users to Best Award Winner For 2013 program to more than identify the OE part number for applications Bob Greenwood, presi- 830 and covers over 97% for which no equivalent aftermarket part is dent and CEO of Auto- of vehicles in operation available. Epicor combines these value-added motive Aftermarket in North America. tools with a complete service product suite E-Learning Centre Ltd., including the LaborExpert labour estimating has announced that tool, ServicePlus OE scheduled maintenance Extra-Tech Automotive services and parts, TireExpert tire fitment and Ltd. of Calgary, Alberta, replacement guide, and RepairExpert repair has won the prestigious Follow us on Twitter. information database to help users increase Best of the Best Award Get AutoServiceWorld.com sales and customer loyalty. for 2013 for the second consecutive year. This Award is won by the shop that has News and more by Uni-Select Awarding Over improved its business the most in one year following JobberNews $100,000 To The Mira Foundation compared to the previous year among all the on Twitter. Uni-Select raised $115,000 for the Mira AAEC Best clients across Canada. There are Foundation during its annual golf tourna- 14 key shop business measurements that are

Editor and Publisher Jobber News is published by BIG Magazines LP, a div. of Glacier BIG Holdings Company Ltd. Andrew Ross (416) 510-6763 a leading Canadian information company with interests in daily and community newspapers, E-Mail: [email protected] and business-to-business information services. All rights reserved. Printed in Canada. The Jobber News Associate Editor contents of this publication may not be reproduced or transmitted in any form, either in part FOUNDED 1931 Steve Pawlett (416) 510-6839 or full, including photocopying and recording, without the written consent of the copyright Contributing Editor Emeritus owner. Nor may any part of this publication be stored in a retrieval system of any nature Jobber News is Canada’s longest- Bob Blans without prior consent. established publication serving the Contributing Editor Canada Post Canadian Publications Mail Sales Product Agreement No. 40069240 distribution segment of the Canadian “Return Postage Guaranteed” Send change of address notices, undeliverable copies and Martha Uniacke Breen automotive aftermarket. It is specifi- Contributing Writers subscription orders to: Circulation Dept., Jobber News, 80 Valleybrook Drive, Toronto, ON cally directed to warehouse distribu- M3B 2S9 tors, wholesalers, machine shops and Mark Borkowski, John G. Smith Jobber News Magazine (ISSN#0021-7050) is published monthly by the Business Information Nate Hendley national accounts. Account Manager Group, 80 Valleybrook Drive, Toronto, ON M3B 2S9 US office of publication: 2424 Niagara Subscription rates*: Canada $49.95 Falls Blvd, Niagara Falls, NY 14304. Periodicals Postage Paid at Niagara Falls, NY. US postmaster: Michael Braun, 416-510-6745 Send address changes to Jobber News Magazine PO Box 1118, Niagara Falls, NY 14304-1118. + $3.50 GST + Applicable Taxes per [email protected] year; $79.95 + $5.60 GST + Applicable Circulation Manager From time to time we make our subscription list available to select companies and organizations Taxes for 2 years; Single Copy Price Selina Rahaman (416) 442-5600 ext 3528. whose product or service may interest you. If you do not wish your contact information to be made $6.00 + $0.42 + Applicable Taxes. Customer Service available, please contact us via one of the following methods: Phone 1-800-268-7742, Fax 416-510- U.S.A. & Foreign: $62.95 U.S. per Roshni Thava (416) 442-5600 ext 3555 5140, e-mail: [email protected]. Mail to: Privacy Officer, Business Information year; Single Copy Price $8.00 U.S. * Art Director Group, 80 Valleybrook Drive, Toronto, ON M3B 2S9 Yearly rates include Annual Marketing Ron Taylor Business Information Group Guide (single copy price $72.95 plus Production Manager 80 Valleybrook Drive, Toronto, ON M3B 2S9 $5.00 shipping plus GST $5.46)(U.S. Steven K Hofmann (416) 510-6757 “We acknowledge the financial support of the Government of Canada through the Canada Periodical orders payable in U.S. funds). Ontario Vice-President Fund of the Department of Canadian Heritage”. residents add 8% PST. U.S. & Foreign Alex Papanou ISSN 0021-7050 Association of $77.95 +$5.00 Shipping US Funds. Business Publishers President 205 East 42nd Street New York, NY 10017 Online 1923-3477 Bruce Creighton

6 JOBBER NEWS / AUGUST 2014 CEO, Federal-Mogul Motorparts. “My highest priority upon joining Federal- Mogul Motorparts was to form the best global management team in our business. These latest appointments, which include long-standing Federal-Mogul executives as well as industry veterans from outside the company, are a major step in that direction.” analyzed equally among all AAEC Best KYB Launches New Website We Share the clients. KYB Americas Corp. has launched its This year the award was presented new and improved www.kyb.com web- Road to Success! to Gianni and Doris Barbieri, owners site. The site is designed to provide visi- of Extra-Tech Automotive Ltd., and the tors with important ride control infor- entire Extra-Tech staff, with a surprise mation that will help the motorist and visit by Bob Greenwood. auto care industry professionals alike. Gianni Barbieri says, “The Extra- Visitors have the ability to index any Tech Automotive Ltd. team is proud to page of information right from the receive this award for the second year home page. Also on the home page in a row. We would like to thank Bob is a “The More You Know…The Safer Greenwood, Rui Martins, and the rest You Drive” themed video section. These of the AAEC team. We could not have three videos provide valuable video con- improved our business culture and team tent on the main questions people ask atmosphere without their exceptional about shocks and struts. Visitors will this is last issue’s ad, training and mentoring program. Bob, also find the KYB “fan zone,” which Rui, and the Focus Group meetings includes social media links, cellphone, for placement only with our peers have worked to help me tablet and PC wallpapers, and the ability understand business, employee, and cli- to communicate their KYB story. The ent relationships, so we could move our site will receive ongoing updates and business forward and into the future of design enhancements to better serve the very competitive automotive after- KYB’s online interaction. market repair industry.” “We took a close look at how people were using our site and from what Federal-Mogul Motorparts devices,” says KYB marketing manager Announces Organizational Kyle Freund. “We realized that drastic Leadership Changes changes needed to be made to the struc- Federal-Mogul Motorparts, a division of ture of our site and how we prioritize the Federal-Mogul Holdings Corporation, information people were searching for. has announced a series of leadership Whether it is a consumer on a cellphone Over the years, LuK has earned a appointments to better align the com- in a coffee shop or a technician on a reputation for the highest quality pany’s regional operations and strength- tablet, we want our site to serve as the clutch products. What LuK is to en its business units while supporting online information centre for anybody clutches, FAG is to bearings. global growth. The appointments are seeking information on ride control.” effective immediately. Building on a 130-year heritage • Martin Hendricks, president, Akebono Receives of excellence, FAG products are Motorparts, Europe, Middle East and 2013 Altrom Group supported by the same trusted R & Africa (EMEA) Supplier Of The Year Award D, engineering and manufacturing • K eith Power, president, Asia Pacific Akebono Brake Corporation has teams that bring you LuK clutches. • Dr. Rainer Bostel, senior vice-pres- been awarded the Altrom Group 2013 ident and general manager, Global Supplier of the Year Award. The Altrom FAG products set the standard for Braking Group, a division of Genuine Parts Co. quality, durability, and performance. • Bradley Norton, senior vice-president, (GPC), awards its most accomplished Global Chassis and Service vendor based on performance measure- www.Schaeffler-Aftermarket.us • Andrew Sexton, senior vice-president, ments that include sales growth, fill rate, Global Sealing and Engine marketing, sales support, product qual- • Bob Egan, senior vice-president, ity, and coverage. This is the second time North America Sales and Strategy in three years that Akebono has received “Our team of newly appointed lead- the honour. ers has the combined knowledge, expe- The award was presented to Mike rience, and talent to successfully execute Eldard, district sales manager; Borise our business strategy and ensure our Cota, western regional sales manager; customers receive the highest quality and Ken Salinger, director, aftermar- products and service in the industry,” ket sales and marketing, on behalf says Daniel Ninivaggi, co-CEO, Federal- of Akebono at Altrom’s 2014 North Mogul Holdings Corporation and American Sales Summit held in Tulalip,

JOBBER NEWS / AUGUST 2014 7 ATION OVER THE INFORMA COUNTER Washington in June. keting and brand management, notes, “This Aside from achieving significant sales is the perfect time to promote our Rein brand growth in both the U.S. and Canada, Akebono and its commitment to consistently deliver 13 was recognized as having the highest quality the level of OE quality, vehicle fit, and ease of product with extensive coverage. In addition, installation that distributors and shops want. Akebono has been an active participant in The growth of the import car market has 2014 supporting Altrom’s dealer clinics and trade increased the interest in our products and cre- shows. ated a higher demand for top quality replace- AUGUST “We are deeply honoured to be recognized ment parts. Vehicles are being kept beyond the by Altrom,” says Robert2014 Douglas, Akebono 10 year/100,000-mile range, and their owners vice-president, aftermarket and OE service are choosing to use higher-quality replacement sales and marketing. “This award is a testa- parts for their engine mounts, suspension ment to the high quality and standards of components, fluids, belts, and hoses, rather Akebono’s associates, products, and customer than lower quality and cheaper alternatives. So service.” the products that keep vehicles in operation longer will need to be very competitive.” Bendix Operations In The U.S. Are “Business As Usual” Denso Tests Advanced Driving The Bendix friction material business will Support Technology Hankook Tire Canada Is continue to operate in the United States as it, Denso Corp. is testing advanced driving sup- Exclusive Tire Partner along with Honeywell’s friction joint ventures port technology on a public road in Aichi in Australia and Southeast Asia, is not part of Prefecture, Japan. The testing involves auto- Of The Toronto Maple the recently completed sale between its par- mated driving scenarios in a single lane, Leafs ent company Honeywell and Federal Mogul automatic lane changes, and other driving Hankook Tire Canada Corporation. “Bendix is committed to growing manoeuvres. Denso’s goal is to develop tech- Corp. has been named its U.S. aftermarket friction business through nologies that reduce driver workload and assist the official tire of the continued product innovation and also provid- in safe driving. iconic Toronto Maple ing the outstanding quality and customer ser- Denso is conducting these field tests as Leafs hockey club. vice its customers have come to expect of the part of activities led by the Vehicle Safety As current sponsors Bendix brand,” the company said in a recent Technology Project Team to reduce traffic of Hockey Canada, press release. accidents. The Project Team is organized by the Ottawa Senators the Aichi Prefectural Government and involves and the Toronto Blue Snap-on Acquires companies and organizations operating in the Jays, this agreement Pro-Cut International prefecture. Denso has been developing its is an extension of Snap-on Incorporated has announced that it advanced driving assistance technology to Hankook Tire Canada’s has acquired substantially all of the assets of achieve safer and more reliable driving while commitment to sport in Pro-Cut International, Inc. for approximately the driver remains in control of the vehicle. Canada. The campaign $42 million in cash. Pro-Cut, with 2013 sales Denso had previously tested this technology will feature premium- of approximately $24 million, designs, manu- on its test course in Japan. placed Hankook factures, and distributes on-car brake lathes, branding on rinkboards related equipment, and accessories, used in ContiTech Acquires at all Maple Leafs home brake servicing by automotive repair facilities. U.S. Aftermarket Company games throughout the “Pro-Cut’s advanced brake servicing prod- ContiTech has acquired 100% of the shares uct line enhances and increases Snap-on’s of the American automotive parts distributor pre-season and regular offering of productivity solutions for vehicle Cadna Rubber Company, Inc., of Memphis, season, increasing repair facilities, including independent shops, Tennessee, effective July 1, 2014. The company Hankook’s presence in national service chains and OEM dealerships,” primarily sells power transmission belts, hoses, the Toronto market. says Nick Pinchuk, Snap-on chairman and and metal components to retail and wholesale CEO. “We believe Pro-Cut will be an important channels. addition to our Repair Systems & Information “Cadna is strategically positioned to pro- Group and will help us move further along our vide dynamic growth for our automotive after- path of expanding with repair shop owners market within the U.S.,” says Konrad Muller, and managers.” head of the ContiTech Power Transmission Group business unit. “We plan to extend CRP Automotive Launches Cadna’s product range in the future, enabling Brand Awareness Campaign growth throughout the existing customer net- CRP Automotive has launched a complete work. This acquisition will provide another brand campaign designed to create stron- platform for the distribution of our products ger brand awareness and preference for Rein in the NAFTA region.” The company achieves Automotive parts, and to communicate the sales of approximately US$15 million with its brand’s unique selling proposition of OE qual- 30 employees. ity, trust, and reliability. The campaign is being “In ContiTech we have found the right supported by a marketing and sales campaign technology partner who will help us to achieve targeted to all levels of import parts distribu- our growth objectives in North America,” tion, from WDs to professional technicians. says Cadna CEO Devin Hart, who will stay Michael Palm, CRP vice-president of mar- on with the company as its general manager.

8 JOBBER NEWS / AUGUST 2014 ` SOME SIGNATURES Can’t Be Forged.

Identity theft isn’t a problem for some builders. Combining electric colors, eye-bending patterns and flawless technique, even a single glance confirms the paintwork could only come from the deft hand of Darryl Hollenbeck. And inside his Vintage Color Studio, you’ll find only one brand he trusts when his name is on the line.

14312_PPG-Hollenbeck_Vibrance_Ad_August_JobberNews.indd 1 7/22/14 1:27 PM ATION OVER THE INFORMA COUNTER “ContiTech is among the leading suppliers attendees, but special VIP seating and other in the automotive OE market. Our customers sponsorship opportunities will be offered to will benefit greatly from the industry expertise raise money for GAAS Scholarships. 13 they provide.” “The GAAS Board is glad to know that our most important endeavour of raising funds for GAAS Board of Directors Votes To industry scholarships will be supported by this 2014 Defer Educational Event for 2015 new event at AAPEX,” Welvaert says. The Global Automotive Aftermarket The first GAAS event was held in the fall of AUGUST Symposium (GAAS) Board of Directors has 1996 and quickly became the premier industry voted to defer its educational2014 event for 2015. conference for senior-level aftermarket execu- According to GAAS chairman Denny Welvaert tives. For the past eight years GAAS has been the board made the difficult decision to post- held each May in Chicago. The net proceeds pone the event for 2015 in order to revaluate of the event have been used to fund industry Delphi Announces 23 its purpose in the marketplace. scholarships for students studying for careers New Ignition Coils “Since its inception in 1996, the GAAS in the automotive aftermarket. The GAAS Covering 7.3 Million platform has hosted many notable speakers Scholarship Fund has awarded scholarships both within and outside our industry,” says to more than 1,900 students representing $1.9 Vehicles Welvaert. “But the market has changed in the million in aid. Details about the GAAS scholar- Delphi Product & Service last 20 years and it has been increasingly dif- ship program are available at www.automotive- Solutions has announced ficult to attract attendees with the growth of scholarships.com. the addition of 23 new program group meetings and other industry Welvaert says an announcement regarding ignition coils to its events. The board would like to take this next GAAS’s future as an educational event will be engine management year to talk to industry leaders and study the made at a later time. product portfolio event’s purpose, location, and format.” covering over 7.3 million Welvaert says he’s grateful to the associa- APPOINTMENTS vehicles, including tions who sponsor the Automotive Aftermarket Audi, Chevrolet, Dodge, Products Expo (AAPEX) who recently Advance Auto Parts Inc. has announced the Hyundai, Ford, Honda, announced they will hold a new Wednesday appointment of David Allen as senior vice- and Jeep, from 1991 to morning General Session at AAPEX on president, supply chain management. Allen 2013. November 5. The event will feature a speech will lead the supply chain function in its efforts by Steve Forbes and will be free to general to support Advance’s stores and commercial customers. This includes developing strategies to support the integration of Advance’s supply chain with Carquest. Allen will report to Charles Tyson, executive vice-president, mer- chandising, marketing and supply chain, and will be based in Raleigh, N.C. Prior to joining Advance, Allen served as the senior operations executive for Del Monte Foods, Dell Inc., and Frito-Lay North America. Recently, he also had been an operating partner for Thank you! TriPointe Capital Partners, an investment firm in distribution companies. Allen holds a bachelor’s degree in electrical engineering from Kettering University – General Motors would like to thank the selection committee Institute and an MBA from Harvard Graduate and Jobber News Magazine including Andrew Ross, School of Business. Steve Pawlett, Ron Taylor and Hwee Choo for recognizing Transit has announced the appointment of AGI as the 2014 Jobber of the Year. Steven Dickie as sales representative in the Gatineau-Ottawa region, as well as in South We would also like to thank the following suppliers for Shore Montreal. their support and acknowledgment; UNI SELECT - Prairies Division, Dayco, Dixie, A.R.E. Accessories, LLC has announced that Federal-Mogul Motorparts - Anco, Champion, Fel-Pro, Todd Hoffman has been promoted to president and chief executive officer. Hoffman has Moog, Wagner, NGK Spark Plugs Canada Limited, served as A.R.E.’s president since October of Specialty Sales and Marketing - Apex, Beck/Arnley, 2013. Prior to that role, he was vice-president Cliplight, Denso, Raybestos, SKF, Wilson, of sales and marketing for six years. He has Tenneco - Monroe, Walker, Total Canada and Transbec. held various operating positions within the company since 1995. In this expanded capacity, Hoffman will be responsible for all aspects of the company’s operations, according to current chief executive officer Terence C. Seikel, who will now serve A.R.E. as the company’s executive chairman.

10 JOBBER NEWS / AUGUST 2014

MARKET TRACKER CAFE Standards Boosting Driveline Parts Sales By Steve Pawlett

he auto industry has seen a significant technology shift in recent years towards electronic and mechatronicT components, with a clearly defined move away from torque transfer to torque management. It’s all part of the push for improved fuel economy and reduced emissions, as OEs strive to meet tough CAFE (Corporate Average Fuel Economy) standards for better fuel efficiency. The proliferation of more sophisti- cated transmissions and transaxles and the rising popularity of all-wheel drive, four-wheel drive, and on-demand drive CHANGE THE WAY YOU systems means that simply put, there are more parts wearing out. While four-wheel-drive pickups have been around forever, the growing use of AWD systems and on-demand systems on SUVs and passenger cars offers a significant opportunity in increased SEE THE ROAD parts sales in this category. For example, the market for CV axles is moving towards new and away our shelf. This takes about six months to happen,” explains There are GE NIGHTHAWK™ products for nearly everything on wheels – from remanufactured axles. “I would say that in the next five King. “We just added 100 new SKUs, and we will continue to years or less, there will be no reman in this market segment,” add probably 200 to 300 new SKUs a year. As the new ones from long-lasting LEDs to xenon-charged headlamps that put up to 120% says AIT Automotive Canada Inc. president Gordon King. come out, we will have them on the shelves so there is no more light on the road.* Experience the benefits of advanced technology “We got out of the [remanufactured] CV axle business need for rebuilders any more.” back in the ’90s,” adds Jerry Friesen, general manager of However, as the purchase price of some newer vehicle from a leader in automotive lighting: Pat’s Driveline in Alberta. “Now there are very few guys doing models come down, and the inherent cost of drivetrain any axle rebuilding. When you look at the cost to assemble repairs go up due to advances in technology and design, • Superior light quality and the cleaning and the parts required, you can now buy some of these newer, low-cost vehicles are experiencing a • Exceptional visibility a brand-new one made in China for the cost of an hour’s shorter life span. • Lasting performance labour.” You really have to know what you are doing these days,” Advanced Innovative Technology Corp., manufacturer says Salvatore (Sal) Gennaro, transmission specialist and of TrakMotive and SurTrack automotive, truck, and ATV/ owner of HighTech Transmissions in Markham, Ontario. “I Explore the full line, including the newest member of the UTV aftermarket performance axles, recently opened a new recently invested in a new scanner, because the old one just family, GE NIGHTHAWK™ XENON, at www.gelighting.com. 20,000-square-foot warehouse and distribution centre in couldn’t cut it anymore. A lot of these newer low-cost vehicles Mississauga, Ontario. are becoming like razor blades – you use them a couple “We are able to produce new CV axles at about the same times, then throw them in the garbage,” says Gennaro. “For cost as a remanufactured axle. CV axles are fairly heavy and example, I’m seeing a lot of CVT transmissions on very costly to ship, so it’s not practical or cost-effective to ship a inexpensive cars now. These transmissions are expensive to used axle back for credit. Now you can get a new axle that’s replace, so five years down the road when the vehicle is out clean and you don’t have to ship back the core – so there is of warranty and its value has dropped, rather than make the less handling for the distributor. It’s a much cleaner way to repair, owners will more often than not choose to drop it at do business and the cost to the consumer is about the same a dealership and get a new vehicle,” he explains. – and it comes with a warranty,” explains King. Due to mounting regulatory pressures aimed at reduc- “With OEs changing models so often, the availability ing CO2 emissions, OEMs and suppliers are investing in of new CV axles is one of the strengths of this market. For advanced technologies that reduce weight and boost effi- example, our product line has 1400 SKUs covering 25,000 ciency. The extra weight of components such as a transfer applications, and everything is re-engineered. When a new case, extra differential, or constant velocity joint result in GE NIGHTHAWK™ is a trademark of GE. ®2014 GE. *GE NIGHTHAWK™ XENON halogen lamps produce up to 120% more light in an area axle comes out, it is purchased and sent away to be re-engi- increased fuel consumption. To overcome these weight and illuminated with more than 15,000 candelas in light intensity compared to a standard neered, and once the warranty period is up we will have it on efficiency challenges, OEMs are increasingly incorporating halogen headlamp bulb. Specific light levels vary by bulb type and headlamp assembly.

12 JOBBER NEWS / AUGUST 2014

p 12-15 Driveline.indd 12 14-08-08 12:39 PM CAFE Standards Boosting Driveline Parts Sales By Steve Pawlett

CHANGE THE WAY YOU SEE THE ROAD

There are GE NIGHTHAWK™ products for nearly everything on wheels – from long-lasting LEDs to xenon-charged headlamps that put up to 120% more light on the road.* Experience the benefits of advanced technology from a leader in automotive lighting: • Superior light quality • Exceptional visibility • Lasting performance

Explore the full line, including the newest member of the family, GE NIGHTHAWK™ XENON, at www.gelighting.com.

GE NIGHTHAWK™ is a trademark of GE. ®2014 GE. *GE NIGHTHAWK™ XENON halogen lamps produce up to 120% more light in an area illuminated with more than 15,000 candelas in light intensity compared to a standard halogen headlamp bulb. Specific light levels vary by bulb type and headlamp assembly. MARKET TRACKER

more electronics and on-demand American-made parts. For instance, if you take a look at a systems. Ford or GM vehicle where they have tried to replicate what is “Imports are influencing done in Germany or Japan, they are just not there yet,” says domestic model designs more Friesen. “I drive a Toyota FJ Cruiser made in Japan, and on the and more. With the trend driveshaft it uses the same U-joints that the old FJ 40s did in towards global manufacturing of the ’70s, and they last forever. You take a Toyota Tacoma with vehicles, the designs are strongly the exact same drivetrain, but that vehicle is assembled in the influenced by the way the Europeans are making things. U.S., and it uses a different driveline and that driveline won’t Lightweight vehicles require lightweight parts, and OEs are last a third as long as the one in my FJ Cruiser. It’s not that it is leaning on the import vehicle designs to get to their CAFE an inferior product; it’s just that the Japanese designs are that requirements,” explains Friesen. much further advanced,” explains Friesen. “In this specialized world now, jobbers need to carry all In the majority of late-model vehicles on the road today, the sensors and shift solenoids and pressure controls for all the driveline is an integrated system that requires input from imports, which now account for about 15% of this business MAP sensors and a multitude of other functions in order today. Two decades ago, electronics didn’t account for even to determine what gear to be in, when to upshift, when to 2% of the business. I expect to see the use of electronics con- downshift, and when to respond when there is a heavier tinue to grow,” adds Gennaro. load or demand for power. Where those functions used to With a growing number of performance vehicles on be mechanical or purely hydraulic, they are now mostly elec- the road, rear-wheel drive has made a bit of a comeback. tronically controlled, with a solenoid or a series of solenoids However, it’s no longer the traditional style of driveline from giving the signal to shift. When these drivelines fail it can the ’70s. It’s more European in design, and being able to translate into some pretty healthy sales numbers, given the just change out a U-joint is no longer possible. When there number of components now involved in the system. is a failure, vehicle owners now must replace the entire drive As long as OEMs continue to strive for improvements in shaft. Furthermore, drivelines are now designed to be much traction and fuel economy, you can rest assured that these lighter and very precise, with a lot less mass to reduce weight vehicles will make their way into independent repair shops and increase fuel efficiency. for driveline service on a regular basis. And it’s a good bet “I think we still have some longevity issues with some North that many will be in sooner rather than later.

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14 JOBBER NEWS / AUGUST 2014 WHAT KEEPS YOU AWAKE AT NIGHT?

Finding the right inventory mix?

Finding & training good employees?

Competing with big box stores?

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Import OE Designs Lighter Parts, Shorter Life

hallenged by the increasingly tough CAFE (Corporate Average CFuel Economy) standards for better fuel efficiency, import OEs are focusing more and more on lightweighting vehicles by using lighter and more modular component designs. As a result, many of these new components are proving to have a much shorter lifespan and require replacement on a much more frequent basis. This is proving to be both a blessing and curse for the automotive aftermarket.

16 JOBBER NEWS / AUGUST 2014 COVER STORY

Import OE Designs Lighter Parts, Shorter Life

By Steve Pawlett

“The import plate market has had a huge influence on car businesses have made significant progress in attracting these mix and parts sales, no question, with over 60% of the SKUS consumers and are now servicing all makes and models,” now for import vehicles,” says Mevotech VP sales and market- explains Boyle. ing Scott Stone. “It’s not just imports that are impacting this It’s also important to note that while foreign nameplates market, though. All vehicles are now going through what we continue to grow as a percentage of the overall vehicle popu- call light-weighting, to reduce the weight in the vehicle in lation, domestic light trucks and SUVs continue to dominate order for the OEs to hit their CAFE targets. And as a result, the steering and suspension category. Because these vehicles we frankly see a lot more fragile-type designs in suspension typically carry heavier loads and are often operated in more parts and chassis parts than we have ever seen before, which challenging environments, they generally wear out steering is, in effect, increasing the repair cycle.” and suspension parts at a faster rate. So while the foreign Adds John Thody, president of XRF Chassis, “When you nameplate category is indeed growing, the domestic cat- have small-displacement engines running relatively high egory remains very strong on a unit and dollar basis due to rpm to get the power, you need lighter vehicles to ensure the popularity of trucks and SUVs. performance. We see all kinds of good design coming in with The speed that OEMs now cycle through their model gen- the imports, but the bad news is when these parts wear out erations is making it even more challenging for aftermarket it’s a big bill.” manufacturers to recognize what’s new and what’s driving Mark Boyle, director, steering and suspension, North the business. America, Federal-Mogul Motorparts/Moog Steering and “It’s tough. We have fulltime people looking at new plat- Suspension, says, “We’ve seen significant growth in demand forms, trying to dissect new OE part numbers, and see if it’s for foreign nameplate applications over a period of several a part number we already have or whether we are on to a years and expect this shift to continue. Moog has introduced new SKU and a new development. It’s a big challenge, but more than 2,500 additional parts for foreign-nameplate it’s a challenge that our company accepts. It doesn’t come applications in the past few years. In addition, we segmented easy and for those who are just trying to be followers, frankly our line for these applications with our Moog Asia-Spec and they are just going to be left behind. You have to get out in Euro-Spec packaging to help jobbers and repair businesses front of it to understand the OE world and be all over it every better address the foreign-nameplate opportunity. day,” explains Stone. “Mevotech is a company that has taken “It wasn’t too many years ago that most repairs on a leadership role for all makes and all models. But not every- these vehicles were performed either by vehicle dealers or one in this category has done that.” nameplate-specific specialists. As we all know, most repair “It’s a challenge getting our hands on the new models,”

JOBBER NEWS / AUGUST 2014 17 COVER STORY side. It’s by far, and continues to be, the preferred choice. When you lay the two parts on the table side by side, they both fit the vehicle, but they just continue to grab for the premium-designed component all the time. Frankly it makes agrees Thody. “When we get the new parts we have to quickly more sense. For the dollars and percentage difference in the determine where the weak parts are, so those parts go on whole scheme of things, it’s really a no-brainer,” adds Stone. the cycle tester to establish some kind of wear patterns. We “Sure it can be as much as a 30% difference, but in the generate 400 parts a year, so it’s a lot of money to invest in scheme of the whole deal it’s worth it when you consider tooling before you even sell one part.” the cost of bringing your vehicle back a year later and “Keeping pace with new vehicle technologies is one of the tearing it all down to do it again, versus putting most important roles at Federal-Mogul and Moog. We lever- an extra $25 in and see you in five years,” he age our extensive global OE engineering insight as well as adds. our technical support hotline, training team, and field “Assemblies were developed in the specialists to track emerging service demands replacement market to help the service and develop and introduce parts that address provider reduce the time, and often these opportunities. Federal-Mogul the cost, required to perform a com- Motorparts now operates a fleet of plete, high-quality repair. Examples Mobile Training Vans that visit of this approach are control arm hundreds of shop locations assemblies – which eliminate the each week. We not only help need to press in a new ball joint these customers understand and ensure that the customer the unique benefits of Moog will receive all new parts for and other Federal-Mogul premi- a longer lasting repair – and um parts, but we gain tremendous complete strut assemblies, insight into the repair challenges they which can dramatically encounter each day. All of this insight simplify and speed the strut is channelled to our engineering team replacement process. Each of these based in the Moog brand’s product tech- part categories is experiencing double- nology facility in St. Louis,” explains Boyle. digit growth, which demonstrates the value “Moog has introduced hundreds of new they offer to the professional technician and their parts through the first six months of 2014 customer,” adds Boyle. alone, and we continue to invest in the coverage “Our premium Moog Problem Solver parts have expe- our trade partners need to grow their steering rienced significant growth in recent months, largely due and suspension businesses,” he adds. to the severe winter. We’ve heard from many jobbers and “Along with parts proliferation, I think one of the service providers that the harsh conditions really helped other things that probably challenges this category is nomen- their customers understand the value of premium parts. In clature – I call it this, you call it that, the OE calls it this, and some cases, consumers have had lower-quality tie rod ends, we are all actually talking about the same part,” says Stone. control arms, and other components installed just last fall, “That is always a challenge. And that is why you see a and they were back for replacement in March. It’s a good bet lot of companies, including ourselves, putting a lot more that they agreed to pay a few dollars more for a premium, managing into online catalogues and including features and longer-lasting, and better-performing part the second time,” benefits, drawings and information that will help jobbers say, Boyle continues. okay, you are calling it that but do we agree that this is what “I see chassis component designs becoming more com- it is? We see a lot of that happening,” he adds. plex in the future as OEs continue to focus on lighter, more “For everyone to be all things to all people is almost modular types of designs with just enough integrity to meet impossible now,” says Thody. “As we broaden residual inven- the warranty because they have to meet the CAFE restric- tories in the distributors’ stores, that’s good for us but it’s tions,” explains Stone. “It’s a lot easier to replace a modular getting tougher for the smaller jobbers, who can’t make the type of component than to mess around with individual tear- investment in the inventory they require to remain competi- down components. It’s over half the business now and it’s just tive.” going to continue to escalate.” For jobbers, a pricing strategy can be challenging to deal “We will continue to see a lot more parts designed in a with. “From my standpoint, we see this trend towards more modular way,” agrees Thody. “Not only in the front end but fragile designs, so we have made a conscious effort to step up in brakes and in suspension as well.” and say we will be a manufacturer that provides, on our pre- “Chassis and suspension components are becoming even mium side, a solution that is better than OE,” explains Stone. more of a market as the new, lighter designs come out with “To most consumers and the installers that are dealing with a shorter life span, which is paving the way for more robust the consumers, they have so much to deal with on the new aftermarket designs that give the buyer a longer perfor- vehicles that if they can find a better part that is going to mance life. The dollar percentage that suspension parts make that vehicle last longer from a suspension standpoint play in a jobber mix is definitely on the upswing as they now and from a wear standpoint, they seem to gobble it up.” require replacement on a more regular basis,” concludes Premium branded parts provide the safety, performance Stone. and reliability the vehicle owner expects. Those three key Whenever a customer asks you why your price is so high, benefits – safety, performance, and reliability – represent a respond by advising them they are asking the wrong ques- very compelling message for all parties and should be part of tion. They should be asking, “Why is the other price so low? every counterperson’s sales presentation. What aren’t you getting in that deal?” The sales pendulum is “In our mix, about 85% of what we sell is on the premium on the upswing and quality counts once again.

18 JOBBER NEWS / AUGUST 2014 Precision axis and geometry MOOG® CONTROL ARMS points for precise alignment Pre-installed bushings and ball HAVE YOU COVERED. joints, where applicable

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©2014 Federal-Mogul Corporation. NASCAR is a registered trademark of NASCAR, Inc. MOOG and The Problem Solver are trademarks owned by Federal-Mogul Corporation, or one or more of its subsidiaries, in one or more countries. All other trademarks are the property of their respective owners. All rights reserved. MONEY & MANAGEMENT How To Stop Data Theft or Loss Millions, possibly billions, of dollars are put at risk every day, simply because many of us fail to take simple precautions to protect sensitive data.

By Mark Borkowski

as anything like happens to the infor- this ever hap- mation contained on Hpened to you or that drive. So it’s not- someone you know? really a crime, right? You get to your destina- How can we secure- tion (or your client’s), ly protect our infor- Mark Borkowski is presi- and your USB drive has mation inexpensively dent of Mercantile Mergers decided not to join you. and with portability? A & Acquisitions Corp. Now the fun begins. small company based Mercantile is a mid market Was it encrypted? in Toronto, Canada M&A brokerage firm focus- Where could you have thinks they have the ing on the sale of private lost it? It’s not just the answer: biometrics. companies. He can be information you’ve lost While the Encriptor reached at www.mercantile- – it’s what can happen One Finger Print mergersacquisitions.com if the wrong people get scanner (www.encrip- their hands on it. Your torone.com; also on boss is not going to appreciate this, and the Facebook) will protect your data, the Encriptor potential damage could be irreversible! One people say that you actually do not have to A Ponemon Institute (USA) study shows use your fingerprint. Their square-pad design an alarming percentage of companies actu- allows the user to use any part of their finger, ally do not consider the protection of infor- or even part of their hand as long as there mation on a USB drive to be high priority: is a pattern. (Say goodbye to the fingerprint less than a third of organizations believe they critics.) have adequate policies to prevent USB misuse. In today’s connected society, we are bom- Statistically, 12,000 customer records are lost, barded with information about anti-virus soft- on average, per organization due to missing ware, firewalls, and password tactics to protect USB drives. our own personal information on our own per- Nearly half of large organizations have lost sonal computers, but when we’re not dealing sensitive or confidential information on USB with our own information or our own safety, drives in just the past two years, and losses we tend to forget that just as much care is are climbing at an alarming rate. Throughout needed to protect other people’s information Europe, companies are being fined and embar- entrusted to us. Many computer contractors rassed, as scandals stemming from leaked data who are quite aware of security issues some- are all over the radio and television. times do not extend that awareness to USB Look, let’s face it, not everybody who finds a flash drives and the information they contain. USB drive is a criminal or has criminal inten- Are you aware that Identity Theft Protection tions, but losing a USB drive is not quite the is a multi-million dollar industry and growing same as losing your house keys. A lost house at the speed of light? Its very existence proves key can belong to any one of five million locks that billions of dollars are lost because of – but a lost, unencrypted USB drive can have wayward information. We need to stop being immediate and devastating consequences. If part of these statistics, and proactively help to you found a lost drive, what would you do? bring these stats down. How? The answer is What if there was a possibility to make some ridiculously simple: by encrypting your flash money if you sold it? After all, technically you drive information. Please remember that the wouldn’t have any direct involvement in what data you save may be your own.

20 JOBBER NEWS / AUGUST 2014 CHASSIS

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16 BRAKES:

Aging Vehicles Driving Sales Growth By Steve Pawlett

oday, import vehicles are being kept well beyond the [versions] tend to be softer pads because they want that 10-year/160,000-kilometre range, and as a result, many more gradual stopping feel. The impact is the owners of Towners are choosing higher-quality replacement parts European vehicles usually stick with the European formu- in order to keep their vehicles in top operating condition. lations and will not use the domestic formulations,” adds This growing trend is providing jobbers with an ideal oppor- Inroble International vice-president Mike Zhao. tunity to capitalize on premium brake part sales. “Raybestos brand Element3 with Enhanced Hybrid The continued growth of urbanization and the conse- Technology combines the best of both worlds, providing quent increase in vehicles in operation have resulted in high friction, quiet performance, and low dust. It meets more stop-and-go traffic than ever before. Combine this industry standards as well as copper legislation in the states with the increasing average vehicle age (currently 10.4 years of Washington and California,” adds Heffelfinger. in Canada), and you have higher wear and tear on brake “In every industry, research and development always components, resulting in strong, continuous growth for the needs to be ongoing. Brake friction formulations are contin- aftermarket. ually evolving to work with their intended platforms. Better The aftermarket has done a good job of responding to grades of raw materials and variations in formulations and changes at the OE level with products that properly replicate production methods are constantly being explored and are the fit, form, and function of original parts. always a compromise between performance, longevity, noise, “Currently, new OEM vehicles must pass FMVSS135 and dust,” explains Agna Brakes director of sales and market- requirements for stopping distance; however, there are no ing Lorne Cherry. set requirements for brake components in the aftermarket “For the most part, European vehicles are at the forefront in the United States or Canada,” explains Terry Heffelfinger, of providing better braking performance and characteristics. vice-president, product development, R&D, and Quality At Agna Brakes, we continually work very closely with our Brake Parts Inc. domestic and overseas manufacturers in a continual effort “Industry standards such as SAE J2784 and D3EA are a to provide the best possible solutions in all of our product means to do conformance assessment of FMVSS135 through categories by evaluating and testing materials on various dynamometer testing. Many European applications histori- vehicles, as a single formulation cannot and does not work cally use semi-metallic friction formulations with a high fric- well on every platform,” adds Cherry. tion level. For example, BMW, Mercedes, and Audi have very “Both OEMs and aftermarket customers continue to aggressive friction formulas, whereas many U.S. and Asian demand that their brakes meet or exceed their performance import applications use ceramic materials for the majority of expectations. The new Wagner OE21 low-copper formula- their vehicle platforms,” adds Heffelfinger. tions include a complex matrix of materials that replicate “The European makes require harder pad formulations the functions of copper while providing across-the-board for a more responsive feel to the brake, while the domestic performance improvements such as being 35% quieter,

22 JOBBER NEWS / AUGUST 2014 The world demands them.

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providing 15% more stopping power, up to 40% greater rotors versus the cost to turn the rotor on a brake lathe,” fade resistance, longer life, and reduced dusting,” explains explains Heffelfinger. Christopher Battershell, director, braking product manage- “Premium friction and coated rotor and drum sales are ment, North America, Federal-Mogul Motorparts and the at the sales forefront at Agna Brakes. Our education and Wagner Brake Brand. informative clinics, advertising and sales material, and most With price points between first- and second-line brake importantly, overall passion towards our beliefs in providing pads much closer now, jobbers can more easily move custom- safe quality products at fair price points, are prevalent in every ers up to a premium product that will provide better perfor- conversation we have at every level of the distribution chain. mance, increased safety, and reliability. Customers just looking to do a pad slap to get a vehicle back on “The majority of our sales in Canada are in our first-line the road are just not our customers,” explains Cherry. brake parts categories. As the price gap narrows, it continues “I would say the brake component showing the largest to drive more sales to the premium line, as it only makes spike in demand is Geomet fully coated premium rotors. The sense to pay a little more to get a product that has a longer consumer realizes that for a small upgrade in price they life, while also providing improved safety by shortening the can have a rotor that resists rusting and gives an enhanced stopping distance by 20-25%,” explains Brian Kowalski, vice- appearance to the open wheel. The rotor will also offer lon- president branded sales, Canada, Brake Parts Inc. ger life and improved braking performance,” adds Weber. “As a general rule, you get what you pay for. Not to say “The Geomet coated rotors are popular,” agrees Zhao. that lower-priced brakes don’t have a place or don’t work; “The Ultra Plus Police Rotors, which we pair up with our however, they most definitely do not work to the capacity ceramic brake pads and supply to the police force, are also that premium products do,” explains Cherry. “Again, this a big seller.” comes back to education, when people start to realize that With the wide selection of premium aftermarket brands of saving a few bucks in the short term only means that they brake rotors and pads available to jobbers, the opportunity will have to pay for it later, as the labour component cost for continued sales growth in this category is very promising. of a brake job is generally higher than the cost of the parts themselves. Having to change those lower-cost parts more frequently only leads to a higher expenditure long-term, not to mention that brakes are a safety-related item and the braking ability on a lower-cost set only dictates that it will not perform as well as a premium would.” “Technicians want to be confident that the products they install are going to provide the safety, performance, and reliability their customers need and expect. Knowing that the brake pads they buy were developed by a leading global OEM brake friction supplier provides this confi- dence. Our company is on the leading edge of braking technology, designing friction materials for the vehicles of the future. This offers a compelling value proposition for the counter professional, professional service provider, and above all, the consumer, who depends on our industry to help keep them safe behind the wheel,” adds Battershell. “I think the technician still recognizes the difference in quality between premium, mid-grade, and economy, and they demand a premium product for certain vehicles and their customers that want low dust and quiet braking while still providing ultimate braking performance. The used car dealers will always gravitate towards the economy pads, and the technician has the option, where necessary, to compete for the brake job with a price-conscious consumer,” says Dean Weber of ProForce Automotive. So, which brake component is showing the strongest sales growth? “Typically in the past, brake rotors were replaced during every second brake service. Now that OEMs are reducing the weight and size of brake components, including rotors, to meet the ever-stringent Corporate Average Fuel Economy (CAFE) requirements, many rotors at the first brake job are at or very near the discard thickness and can’t be turned. We are seeing a higher frequency of rotors being replaced at every brake job. This is mainly due to the lower price of

24 JOBBER NEWS / AUGUST 2014 Untitled-1 1 14-08-08 9:49 AM MARKET FEATURE Custom Painting Nostalgic Lace Effect Gives New Life To Old Idea

hroughout the history of the automotive refinish business, there have been those individuals who have been Tlooking to set their vehicle apart from others. From the meticulously sanded multi-coat lacquers of yesteryear, to the colour-shifting pearls and metal-flake low-VOC options of today, there are still those who want to push the 1. Lace Selection boundaries of custom refinish painting. The right lace will make, or And there are those looks that hearken to a bygone era, break, this technique. “Pattern clarity is the key to doing and nostalgia is big these days. it right,” Hollenbeck says. One of these looks is the lace effect that was popular Most fabric stores offer many for a time in the 1960s, a look that was recreated by Darryl workable choices, although Hollenbeck and displayed at the SEMA show in PPG’s Hollenbeck prefers vintage booth. The effect, used on a 1959 Ranch Wagon, was stun- material. Patterns with larger ning. elements are better suited for hoods and roofs, but always Powerful and delicate at the same time, achieving the opt for lace with dense designs. effect is not technically difficult – though it does require Lace with large holes will not lay multiple coats, a steady hand, and the right products for flat, distorting the effect. Also, the job – but success can hinge on some important factors. avoid fabrics with glitter, which may affect the paint surface.

26 JOBBER NEWS / AUGUST 2014

p 26-27 paint story.indd 26 14-08-07 3:48 PM MARKET FEATURE

2. Basecoat 3. Pearl Midcoat 4. Lace Pattern Hollenbeck applies three coats of Envirobase Next, three coats of Envirobase High Creating a sharp pattern requires care- High Performance basecoat colour over the Performance T457 Green Pearl are applied ful masking. “Make sure the lace is pulled entire panel, a custom mint green (T400 over the entire panel. Then the area is taped tight to the panel, so there are no wrinkles,” White and T430 Green), reduced 4:1. out for the first lace pattern on the green Hollenbeck explains. “You have to stretch it a effects section. little bit, but you want to stretch it evenly. You don’t want a gap between the panel and the lace.”

5. Light Coats 6. Peel And Clean 7. Edge Fogging Using low pressure to avoid lifting the lace Peel the lace from one end to the other in To heighten the contrast, the border of the during the application, Hollenbeck applies a single, slow sweep. Tack the surface to green panel is fogged with the custom dark light coats of a custom dark lace green (20 remove any lint or threads left behind. lace green colour. “The panel is darker on the parts T430 Green to 100 parts T490 Tinted edge and lighter in the centre. It’s kind of a Clear). “Once the lace starts turning colour, cool effect.” you should have good coverage.”

8. 2nd Panel Prep 9. Blue Lace 10. Clearcoat After masking out the green section, The lace for this section is the same pattern Hollenbeck sprays two coats of EC750 One Hollenbeck preps the second panel, adding a except with larger elements. It is painted Visit Appearance Clear with the ECH7090 1/8-inch stripe on the inside for variety. using the same steps as the green section. Slow Clearcoat Hardener (4:1 ratio). After The stark dark lace blue (20 parts T412 Blue sanding flat to even the lace texture, he fin- to 100 parts T490 Tinted Clear) works well ishes with two additional clear layers. with this pattern.

JOBBER NEWS / AUGUST 2014 27

p 26-27 paint story.indd 27 14-08-07 3:49 PM For the Counterperson August 2014 Spark Plug Troubleshooting

he spark plug is a popular tune-up sales item, yet it’s the difference from one heat range to the next is the ability probably the most misunderstood component of an to remove approximately 70°C to 100°C from the combustion Tengine – as many counter staff, who field numerous chamber. A projected-style spark plug firing tip temperature questions from confused customers, can attest. is increased by 10°C to 20°C. Spark plugs are the only eyewitness to what goes on in the combustion chamber. But once you know how to read the Tip Temperature and Firing End Appearance signs, they can be seen as a valuable diagnostic tool. This The firing end appearance also depends on the spark plug guide is designed to help jobbers assist those customers who tip temperature. There are three basic diagnostic criteria walk in with a handful of burnt spark plugs, and a confused for spark plugs: good, fouled, and overheated. The border- look on their face. line between the fouling and optimum operating regions (500°C) is called the spark plug self-cleaning temperature. Spark Plug Basics The temperature at this point is where the accumulated car- The spark plug has two primary functions: bon and combustion deposits are burned off. • To ignite the air/fuel mixture. Bearing in mind that insulator nose length is a determin- • To remove heat from the combustion chamber. ing factor in the heat range of a spark plug, the longer the The temperature of the spark plug’s firing end must be insulator nose, the less heat is absorbed, and the further the kept low enough to prevent pre-ignition, but high enough to heat must travel into the cylinder head water journals. This prevent fouling. This is called “Thermal Performance,” and means the plug has a higher internal temperature, and is is determined by the heat range selected. said to be a “hot plug.” A hot spark plug maintains a higher It is important to remember that spark plugs do not cre- internal operating temperature to burn off oil and carbon ate heat; they can only remove heat. The spark plug works as deposits, and has no relationship to spark quality or intensity. a heat exchanger by pulling unwanted thermal energy away Conversely, a cold spark plug has a shorter insulator nose from the combustion chamber, and transferring the heat to and absorbs more combustion chamber heat. This heat the engine’s cooling system. The heat range is defined as a travels a shorter distance, and allows the plug to operate at a plug’s ability to dissipate heat. lower internal temperature. A colder heat range is necessary The rate of heat transfer is determined by: when the engine is modified for performance, subjected to • The insulator nose length. heavy loads, or is run at high rpm for a significant period of • Gas volume around the insulator nose. time. The colder type removes heat more quickly, and will • The materials/construction of the centre electrode and reduce the chance of pre-ignition/detonation and melting porcelain insulator. or damage to the firing end. (Engine temperature can affect the spark plug’s operating temperature, but not its heat A spark plug’s heat range has no relationship to the actual range). voltage transferred though the spark plug. Rather, the heat range is a measure of the spark plug’s ability to remove heat Below is a list of some of the possible external influ- from the combustion chamber. The heat range measure- ences on spark plug operating temperatures. The following ment is determined by several factors: the length of the symptoms or conditions may have an effect on the actual ceramic centre insulator nose and its ability to absorb and temperature of the spark plug. The spark plug cannot create transfer combustion heat, the material composition of the these conditions, but it must be able to cope with the levels insulator, and the centre electrode material. of heat – if not, the performance will suffer and engine dam- Whether the spark plugs are fitted in a lawnmower, boat, age can occur. or a race car, the spark plug tip temperature must remain • Air/fuel mixtures seriously affect engine performance and between 500°C and 850°C. If the tip temperature is lower spark plug operating temperatures. than 500°C, the insulator area surrounding the centre elec- • “Rich” air/fuel mixtures cause the tip temperature to trode will not be hot enough to burn off carbon and combus- drop, causing fouling and poor driveability. tion chamber deposits. • “Lean” air/fuel mixtures cause the plug tip and cylinder These accumulated deposits can result in spark plug foul- temperature to increase, resulting in pre-ignition, detona- ing, leading to misfire. If the tip temperature is higher than tion, and possibly serious spark plug and engine damage. 850°C the spark plug will overheat, which may cause the • It is important to read spark plugs many times during the ceramic around the centre electrode to blister and the elec- tuning process to achieve the optimum air/fuel mixture. trodes to melt. This may lead to pre-ignition/detonation – • Higher compression ratios/forced induction elevates spark and expensive engine damage. In identical spark plug types, plug tip and in-cylinder temperatures.

28 JOBBER NEWS / AUGUST 2014

p 28-30 Countertalk.indd 28 14-08-07 3:52 PM p 28-30 Countertalk.indd 29 14-08-07 3:52 PM • Compression can be increased by performing any one of ing a decrease in the spark plug’s temperature and a reduc- the following modifications: reducing combustion cham- tion in available power. Air/fuel mixture should be adjusted ber volume (e.g., domed pistons, smaller chamber heads, leaner, depending upon ambient temperature. milling heads, etc.); adding forced induction (nitrous, turbocharging, or supercharging); or a camshaft change. Barometric Pressure/Altitude • As compression increases, a colder heat range plug, higher These factors also affect the spark plug’s tip temperature. fuel octane, and careful attention to ignition timing and The higher the altitude, the lower cylinder pressure becomes. air/fuel ratios are necessary. Failure to select a colder spark As the cylinder temperature decreases, so does the plug tip plug can lead to spark plug/engine damage. temperature. Many mechanics attempt to “chase” tuning by changing spark plug heat ranges; but the real answer is to Advancing Ignition Timing adjust jetting or air/fuel mixtures in an effort to put more Advancing ignition timing by 10° causes tip temperature to air back into the engine. increase by approx. 70°–100°C. Types of Abnormal Combustion Engine Speed and Load Pre-ignition Increases in firing-end temperature are proportional to • Defined as: ignition of the air/fuel mixture before the pre- engine speed and load. When travelling at a consistent high set ignition timing mark. rate of speed, or carrying/pushing very heavy loads, a colder • Caused by hot spots in the combustion chamber; can be heat range spark plug should be installed. caused (or amplified) by over-advanced timing, too hot a spark plug, low octane fuel, lean air/fuel mixture, too-high Ambient Air Temperature compression, or insufficient engine cooling. As air temperature falls, air density and air volume become • A change to a higher-octane fuel, a colder plug, richer fuel greater, resulting in leaner air/fuel mixtures. This cre- mixture, or lower compression may be in order. ates higher cylinder pressures/temperatures and causes an • You may also need to retard ignition timing, and check the increase in the spark plug’s tip temperature. Therefore, fuel vehicle cooling system. delivery should be increased. As temperature increases, air Pre-ignition usually leads to detonation; pre-ignition and density decreases, as does intake volume, and fuel delivery detonation are two separate events. should be decreased. Detonation Humidity • The spark plug’s worst enemy (besides fouling)! As humidity increases, air intake volume decreases. The • Can break insulators or break off ground electrodes. result is lower combustion pressures and temperatures, caus- • Pre-ignition most often leads to detonation.

DENSOExperience

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Check out our full line of First Time Fit® replacement parts 1-888-96-DENSO densoautoparts.com/jobbernews a/c compressors & components • cabin air fi lters • air fi lters • fuel pumps • oil fi lters • ignition wire sets • oxygen sensors • spark plugs • starters • alternators • wiper blades

30 JOBBER NEWS / AUGUST 2014

p 28-30 Countertalk.indd 30 14-08-07 3:52 PM Alain Jacques of Nordiques Inc., Quebec City, Que.

2013 Counterperson of the Year Do you know who the Best Counterperson is? The 20142013 Jobber News Counterperson of the Year Award seeks to reward the very best of the frontline workers in the Canadian automotive aftermarket. Anyone can nominate a counterperson, and anyone is eligible. Formally named the Abe Schwartz Counterperson of the Year Evaluation and selection of the winner will be made on the basis Award, it is named after the late owner of century-old British Auto of experience, training, as well as customer and store owner comments. Supply in Toronto, who worked behind the counter for more than While not mandatory, participation in and organizing of training clinics, half a century. proficiency in computer cataloguing programs, and professional certifications such as Red Seal and ASE Parts Specialist will all be considered strongly in a nominee,s favour.

The 2014 Jobber News Counterperson

of the Year Award is sponsored by: www.epicor.com Nominate your choice online at www.autoserviceworld.com or complete and mail the form below to: Jobber Awards c/o Counterperson Award, 80 Valleybrook Drive, Toronto, ON M3B 2S9 or fax to 416-510-5140.

I nominate:______The reason I believe this nominee deserves this award is:

Who works at ______

Address ______Phone (______)______My Name ______Company ______Address ______Phone (______)______Please use a separate sheet if you require additional space

p 31 counterperson 2014.indd 31 14-08-08 8:30 AM Automotive Internet Directory Visit these companies directly at their web addresses or check out the growing list of Hot Links at www.autoserviceworld.com. To find out how your organization can be included in this directory and on the web, contact [email protected] AUTOMOTIVE ELECTRONICS AUTOMOTIVE RECYCLERS HAND CLEANERS

Allan’s Automotive Electronics Ltd. Carcone’s Auto GOJO Industries, Inc. Recycling and Wheel Refinishing www.automotive.gojo.com www.carcone.com GOJO is a leading With over 32 years of experience Carcone’s manufacturer of skin care products and services for www.allansautomotive.com Auto Recycling & Wheel Refinishing is your one stop for quality recycled products and wheel many marketing including automotive and Phone: 780-469-8060 manufacturing. GOJO continues to pursue a Your Automotive Test Equipment Repair refinishing needs. Call today at 1-800-263-2022 or visit us on line at www.carcone.com commitment of creating well-being through hand Specialist Tool Sales and Service. hygiene and healthy skin. We provide service and warranty for most makes of automotive test equipment. Standard Auto Wreckers View Our Online AUTOMOTIVE PARTS & Inventory @ www. TOOLS & EQUIPMENT ACCESSORIES standardautowreckers.com or call 416-286-8686. AIR LIQUIDE CANADA INC. Aisin World Corp. of America, Inc. (AWA), Experienced Shipping Department to Ensure www.airliquide.ca a leading Tier One Parts Arrive Safely. Your one-stop shop for all automotive components your industrial gases and welding supplies. supplier and one of the world’s largest BUSINESS MANAGEMENT manufacturers of aftermarket parts. AISIN’s SERVICES Auto Test Tools.ca original equipment technology and know-how Your one stop for is used to ensure product quality and reliability. The Automotive Aftermarket E-Learning specialized diagnostic To learn more about our products, request a Centre Ltd tools and accessories. catalogue today. www.aisinaftermarket.com www.aaec.ca Contact; www.auto-know.com, ronbrown@on. AAEC - BEST - Business aibn.com, 1-800-665-8773 Goodyear Engineered Products Evaluation Support & www.goodyearep.com/aftermarket Training - Instructing WAREHOUSE DISTRIBUTORS Research and testing. Just two of and Coaching with & BUYING GROUPS the reasons Goodyear automotive the Proven Business Management Tools that drives a shop’s Bottom Line, Team Culture and replacement products deliver the Bestbuy Distributors Limited ultimate in performance and value. Marketplace Credibility. www.bestbuydistributors.ca Independent buying NGK Spark Plugs Canada Limited Vehicle Integrity Manager www.vehicleim.com/ group and warehouse www.ngksparkplugs.ca distributor that allocates The World Leader in More than just a replacement for your its profits to member shareholders and provides Spark Plugs, Oxygen unbeatable value for independent jobbers. Sensors and Ignition Wire Sets. inspection sheet. Used by 87% of the World’s OE Manufacturers Electronic Inspections are just the beginning! The E.R.I. Group www.theerigroup.com S.B International Inc. Canada’s Premier Machine www.sbintl.com Shop Buying Group “We keep engines humming”

ADVERTISERS INDEX Marketplace Company Page # AAPEX (Automotive Aftermarket Products Expo, www.aapexshow.com) ...... 15 Active Group Inc. (www.activegroupinc.ca) ...... 10 Buy. Sell. Employ. Advics North America (www.advics-na.com) ...... 25 Agna Brakes (www.agnabrakes.com) ...... IFC Search. Akebono Brake Corporation (www.akebonobrakes.com) ...... 23 Automotive Industries Association of Canada (www.aiacanada.com) ...... 11 Jobber News CRC Canada (www.crc-canada.ca) ...... 29 Denso Products & Services Americas Inc. (www.densoautoparts.com) ...... 30 Marketplace Classifieds Federal-Mogul Motorparts (www.federalmogul.com) ...... 19, OBC Reach Key Aftermarket Players. G.E. Lighting (www.gelighting.com) ...... 13 Across Canada. Every month. Jobber News Counterperson of the Year, presented by Epicor Nomination Form From less than $150 a month. ( www.autoserviceworld.com/awards/counterperson) ...... 31 For more info, contact the PIAA Corporation (www.piaa.com) ...... 14 publisher at PPG Automotive Refinish (www.ppg.com) ...... 9 [email protected] or Promax Auto Parts Depot (www.autopartsdepot.ca) ...... 5 call toll free from Canada Raybestos Brakes ( www.raybestos.com) ...... IBC 1-800-268-7742 ext. 6763, or from Schaeffler Group USA Inc. (ww.Schaeffler-Aftermarket.us) ...... 7 Veyance Technologies (Goodyear Engineered Products, www.goodyearep.com) ...... 33 the U.S. 1-800-387-0273 XRF Chassis (www.xrfchassis.com) ...... 21 ext. 6763.

32 JOBBER NEWS / AUGUST 2014

p 32 internet and ad index.indd 32 14-08-08 10:42 AM RELIABILITY. QUALITY. PERFORMANCE. (AND COMPASSION)

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The GOODYEAR (and Winged Foot Design) trademark is used by Veyance Technologies, Inc. under license from The Goodyear Tire & Rubber Company. Goodyear Engineered Products are manufactured and sourced exclusively by Veyance Technologies, Inc. or its afﬁ liates. The Gatorback trademark is licensed to Veyance Technologies, Inc. by The Goodyear Tire & Rubber Company. ©2013 Veyance Technologies, Inc. All Rights Reserved. EditorialComment

LET’S HEAR IT FOR THE BOSS

kay, at first glance you might think that I’m all set to wax eloquent about the merits of Bruce Springsteen verse. I’m not, though I certainly appreciate the man’s way with words. Others among you might think that I’m looking to curry favour with my superior for a) more money, b) a promotion, c) more perks, orO d) all of the above. While I would certainly appreciate any and all of the above – who wouldn’t? – they have little to do with the point I am about to make. As I have written in this space before, I do a fair bit of volunteer work in my community. I also volunteer in a number of capacities with our national industry association. Many of you do the same, and more. The spirit of volunteerism is alive and well in this industry – this community – we call the automotive aftermarket. It adds value to our lives, our industry, our communities, and it helps set an important example for those who are coming along behind us. And none of this volunteerism would be possible without the understanding and generosity of the folks we work for. For my part, I try to keep my community activi- www.autoserviceworld.com ties’ load on my workday to a minimum, but I do need to make a few photocopies for handouts and simple flyers from time to time. It’s not a big load on my company, but my boss doesn’t have to let me do it. Twitter: Andrew Ross (@ The boss also doesn’t have to let me spend all that time at association meetings. JobberNews) Sure you can make the argument that it’s good for business to be in the same room as so many others in the industry, but the reality is that together we really focus on the industry issues at hand and don’t talk at all about our individual businesses. It https://www.facebook.com really is a time to set our individual concerns aside and focus on the bigger picture. /pages/AutoServiceWorldcom/ And, sitting around those boardroom tables reviewing reports and what have 244916465611841 you, I am reminded that everyone there also has a boss that has allowed them the time and resources to be there. So as an industry we owe a lot to the individuals who make the time to work within their communities to build a culture of caring that defines this industry, and we owe a lot to the individuals who volunteer so much of their time and energy to advance the industry through learning, research, government relations, and consumer awareness. But we need to recognize too that without the willingness of those to whom we report, much less would be possible. So let’s hear it for the bosses who say yes to volunteerism. And, while I am at it, a hearty thanks should go out to so many of our coworkers who also shoulder some of the load while we’re off doing these other things. In so many ways volunteerism makes the world, our world, a better place. And it takes all of us to make it happen. So thanks to all those who volunteer, and all those who support them.

NEXT MONTH — Andrew Ross, editor and publisher [email protected] Parts Sales Training: Visibility: Lighting & Wiper blades, Ride Control, Belts & Hoses, Synthetic Oil Preview: SEMA & AAPEX

34 JOBBER NEWS / AUGUST 2014 ceramIc. semI metallIc. element3™.

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Since Raybestos® introduced ceramic brake pads to the aftermarket almost 20 years ago, the choice has always been ceramic or semi-metallic. Until today. Element3™ with Enhanced Hybrid Technology™ (EHT) incorporates an innovative formulation that delivers the best attributes of ceramic and semi-metallic all in one pad. It’s engineered for optimal performance, improved pad wear and durability, and increased stopping power during aggressive braking. Get ready for unprecedented braking contol. Only with Element3.

©Copyright 2014, Brake Parts Inc LLC. All rights reserved. The trademarks EHT and Element3 are among the trademarks of Brake Parts Inc LLC. Raybestos and The Best in Brakes are used under license from Affinia International Inc. The LeafMark is a trademark of The Motor and Equipment Manufacturers Association.

2014_StikeThru_JobberNews_Ad_Final.indd 1 7/18/14 2:45 PM The new name for quality, safety and performance.

The Federal-Mogul Vehicle Components Division has been renamed Federal-Mogul Motorparts. We continue to serve global OE manufacturers with innovative brake friction products – found on 7 of the top 10 vehicle models in Europe and the best-selling vehicle in North America – as well as chassis and wiper components. We are a leader in the global aftermarket with our premium brands including MOOG®, Fel-Pro®, Champion®, ANCO®, Wagner® and Ferodo®. For more than a century, our products have been designed and engineered around the principle that vehicle safety and performance matter most. Our unrelenting focus will be to ensure that Federal-Mogul Motorparts builds on this heritage of quality.

Quality. Safety. Performance. federalmogul.com