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Rights and wrongs Frank Massey: Let’s Automechanika of fault codes P20 get it started P22 Frankfurt P31 John Batten looks at how you How to get to grips with ignition All the thrills, spills, and should be dealing with fault combustion diagnostics. unveilings from the biggest codes and gives his Top 7 Tips for Identifying what is causing the aftermarket show in the world.

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BUSINESS 08 Big issue: Head for the Brexit AUTOMECHANIKA 12 Adam Bernstein: Succeeding with succession 14 Neil Pattemore: Managing a winning team FOR THE PEOPLE 16 Andy Savva: Customer care TECHNICAL t’s been a busy few weeks here at Aftermarket. Apart from the entire mag team decamping to Germany for Automechanika 18 Hannah Gordon: In the heat of the fault Frankfurt 2018, which you can read about on pages 31-37, we 19 Barry Babister: Site Audit snippets have been working to get Top Technician and Top Garage ready for 20 John Batten: Rights and wrongs of fault codes I2019. Top Technician is first to begin, and it launches on 1 October. We 22 Frank Massey: Let’s get it started have a piece looking at what to expect for the year on pages 26-27. 24 Ian Gillgrass: High voltage – Big opportunity Are you entering? You will miss out on so much if you don’t take part, so take a look and then get stuck in. IN FOCUS Speaking of Top Technician and Top Garage, we visit Top Technician 2018 runner up Matthew Pestridge at Ashford’s D&D Autos on pages 58-59. We also 26 Top Technician/Top Garage 2019 hear from 2018 winner Shaun Miller, who tells us about the social media 28 Miller on a mission: Just say no! campaign group ‘Say NO to customer supplied parts.’ That is on pages 28-29. 30 Advertorial: Snap-on Is ADAS causing you to crack up? Don’t worry- We sat down with Auto 31 Automechanika Frankfurt 2019 review Windscreens MD Rupert Armitage recently to talk about the ADAS opportunity, 38 Exhaust system and DPF and solutions. That is on pages 56-57. 45 Batteries and chargers On the business side, Andy Savva is back, and is keen to talk about how 48 Timing systems important it is to look after customers properly. That is on pages 16-17. 51 Wipers On the technical front, Hannah Gordon tells us about how she approached an interesting intermittent fault. That is on page 18. Meanwhile, Barry Babister from MOT Juice is asking if you know where your MOT tools are. It’s ok, we PLUS... will wait while you check. The article is on page 19 when you get back. 54 Competition: The Race Group On your way back, did you count how many steps you took? John Batten 56 On the road – Auto Windscreens has been counting steps of a different kind, and on pages 20-21 he will take 58 Garage visit: D&D Autos you through ‘Johnny’s Top 7 Tips for Fault Code Success.’ Over on pages 22-23, 61 Training Frank Massey looks at how to get to grips with ignition combustion 64 Recruitment – New appointments diagnostics. Moving up to pages 24-25, Ian Gillgrass begins a series looking at 66 Teabreak the EV/hybrid opportunity. On the product side, we have features on exhaust system and DPF, batteries and chargers, timing systems and wipers. Editor | Alex Wells Oh, and Brexit. That continues to rumble on, with no solution in sight. Has [email protected] | +44 (0) 1732 370 345 anyone asked what the garages think? We have – find out and get involved on Sales Manager | Claire Hodder pages 8-11. [email protected] | +44 (0) 1732 370 349 Contributors Enjoy! Adam Bernstein | Andy Savva | Barry Babister | John Batten | Ian Gillgrass | Hannah Gordon | Frank Massey | Neil Pattemore Alex Wells Commercial Director | Ryan Fuller [email protected] | +44 (0) 1732 370 340 | Editor Operations Manager Ewa Hodden [email protected] | +44 (0) 1732 370 340 Operations Administrator | Emma Floyd [email protected] | +44 (0) 1732 370 340 Finance Manager | Clare Jackson [email protected] | +44 (0) 1732 370 340 Publishing Director | Ian Atkinson aftermarketmagazine [email protected] | +44 (0) 1732 370 340 Published by | DFA Media Ltd @aftermarket01 192 High Street, Tonbridge, Kent, TN9 1BE ISSN 2516-9149 Aftermarket is published 10 times a year and is sent free of charge to applicants meeting the publisher’s criteria. All others may subscribe at £60 per anum, £120 Europe and £150 Average net circulation rest of the world. While every care is taken to provide accurate information, the publisher cannot accept responsibility for any errors or ommisions, no matter how caused. All rights July 2017 to June 2018 21,503 reserved. No part of the publication may be reproduced or transmitted in any form or by any means without prior consent of the publisher. The views of contributors do not necessarily represent the views of the publisher. Copyright: DFA MEDIA LTD 2018.

Alex Wells, Editor www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 3 NEWS

ELTA MBO leads to Lucas change Changes in the way the Lucas brand past, is completely new and therefore SMPE reaches the market in the UK and Ireland able to move in the direction we believe As a result of the changes, Standard Motor were announced at Automechanika is necessary.” Products Europe (SMPE) is becomes the Frankfurt this week. On the Lucas shift, Ian observed official UK and Ireland licensee for the Lucas ELTA Automotive has recently been the “Although the PRO brand addition will brand of engine management. subject of a management buy-out, and as provide many new opportunities in new Since acquiring the rights to distribute the part of the new set-up the company has territories throughout the world for ELTA, Lucas brand in Europe, SMPE has invested expanding its Lucas licence agreement for our relationship with the iconic Lucas brand considerable resources in range re-profiling, bulbs, wipers and switchgear to include remains extremely important and will be a packaging and cataloguing. Now, as part of continental Europe, as well as the UK and cornerstone of our European offering. this new, wider agreement, motor factors Ireland, while relinquishing its UK and However, as would be expected, a change and garages throughout the UK & Ireland Ireland Lucas licence for engine of ownership inevitably requires a new will have access to the programme under management to Standard Motor Products licence agreement with the brand owners, the Lucas brand image. Europe (SMPE), the brand's existing which is why we are particularly delighted There will now be a period of transition European licence holder. to be able to announce that this has been as customers migrate over to the SMPE secured and on a mutually positive basis for managed Lucas engine management ELTA both parties. As a result, we are thrilled to programme, which includes Ignition coils, The ELTA MBO was formally agreed on 11 have secured a new UK, Eire and cam/crank sensors, air mass meters, lead September, and sees managing director Ian continental European licence for automotive sets, coolant temp sensors and oil pressure Hallam, who has worked with ELTA since bulbs, wiper blades and switchgear. switches, engineered by SMPE in the UK the company was incorporated 25 years and Poland. ago, become the company’s co-owner, SMPE Commercial Director Richard Morley alongside long-term European partner This is fantastic news said: “This is fantastic news for the UK and Luxline spol. s r.o – lead by Vladimír for UK and Ireland Ireland aftermarket, home of the Lucas Palacka. Ian Hallam and Luxline become aftermarket, home of brand. Through our continued success in equal shareholders of a new holding ” developing the Lucas brand to customers company, ELTA Investments replacing the the Lucas brand throughout Europe, we are delighted to be previous holding company, Claverdon Fields. able to offer UK and Ireland stockists the “During a year of notable milestones, same benefits as we look to grow their which has included our 25th anniversary, “By ensuring the continuity of our product sales of engine management products. the launch of the PRO brands in the UK and specialisms, with the added benefit of a “With the range at its best, our wider now into the European market,“ said Ian significantly wider territory, allied to the plans are to ensure the Lucas brand builds Hallam, “the MBO is the highlight, not just ability to control our own destiny, not only on its heritage and remains synonymous from a personal perspective, but for what it with our own brands, but through a new with quality and performance. Under brings to the overall package and what the corporate mind-set, we are on the cusp of SMPE’s stewardship, we are confident of company can deliver to its customers across great things. We can therefore, look to the achieving this.” all regions. future with confidence and optimism as it SMPE were also the principal suppliers of “We are collectively very proud of what will allow us to continue to grow and Lucas branded engine management during the company has achieved so far, but in launch into new markets, introduce more the 1990s. Going forward, SMPE will also order to continue our upward trajectory products and consequently make the ELTA be working closely with other Lucas licence over the next 25 years, there needed to be proposition an even more powerful and holders of complementary product a fundamental change and that was only effective offering for the changing face of programmes. possible through a negotiated MBO, which the aftermarket and in so doing, ensure although respectful of the successes of the success for the next 25 years.” www.aftermarketonline.net

4 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net The Parts Alliance announces Winter Trade Show for Exeter The Parts Alliance is gearing up to run its second major event of 2018, announcing its Winter Trade Show will be held in November in the South West. Suppliers have been asked to ‘hold the date’ with Sandy Park, home of the Exeter Chiefs, booked for Thursday 22 November. The invitation-only event follows successful shows at the same venue in 2016 and 2017. April’s Spring Trade Show also saw around 60 suppliers and nearly 500 customers attending an afternoon and evening event at The Chateau Impney IMI: UK garages unprepared Hotel’s Exhibition Centre in Droitwich Spa. for EV surge “We’re aiming to ensure there’s a relaxed and welcoming The Institute of the Motor Industry (IMI) has equipped to work on electric vehicles. environment for customers and voiced its concern for the safety of “While at the moment electric vehicles are suppliers to catch up on market technicians after electric vehicle sales largely maintained by the franchise developments, build on existing reached a record high. marketplace, as these vehicles mature they relationships and of course, do Electric and alternative fuel vehicle sales will move into the independent sector. We are some business,” said Simon rose by 61% in August according to figures therefore urging independent dealerships and Moore, Head of Marketing at The from the Society of Motor Manufacturers and garages to invest in quality training to ensure Parts Alliance. Traders (SMMT). The IMI is concerned for the their employees are equipped with the The Winter Trade Show is set future safety of technicians who are expected knowledge and skills to repair and service new to showcase a number of ‘Black to service and maintain these vehicles without technology. Otherwise they are going to Friday’ style 24-hour only special significant training. struggle to compete in a sector that is offers with seminar and Steve Nash, Chief Executive at the IMI, said: experiencing such change.” technical content also available “Over 80% of vehicle technicians currently The IMI has launched a new Electric Vehicle alongside food, refreshments qualified to work on electric vehicles are in the training package that includes an accessible and special guest appearances. manufacturer franchise network. But this eLearning platform to allow technicians to leaves a significant proportion of mechanics in complete their training in their own time. the independent sector not yet suitably

IAAF promotes Smallbone The Independent Automotive since joining IAAF and has successfully taken Aftermarket Federation has promoted our message out to new and existing Mike Smallbone to the position of Head members. His promotion is richly deserved of Membership Development. and he will continue to champion the efforts Mike joined the Federation in September of the Federation and its members in the 2015 and has more than 35 years’ months and years to come.” experience in the automotive industry. In his Mike Smallbone added: “I’ve been new role he will be tasked with working delighted to get heavily involved in all IAAF closer with existing IAAF members and activities and take a very strong message ensuring they benefit fully from the wide out to the automotive industry. I look range of benefits available from the forward to playing a key role in its future Federation. membership development.” IAAF Chief Executive Wendy Williamson, For more new appointments turn to said: “Mike has been extremely effective page 64.

www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 5 NEWS

NGK Training at Mechanex Sandown Park

NGK Spark Plugs (UK) Ltd will be holding 6-7 November. Presented by Tim Howes, LED work lamp. product training sessions at the Deputy General Manager – Supply Chain & Mark Hallam, Marketing Manager, NGK forthcoming Mechanex exhibition at Technical Service, NGK Spark Plugs (UK) Ltd, Spark Plugs (UK) Ltd, said: “The technical Sandown Park following their success at the sessions will focus on either ignition training sessions were a great success in its sister show in Manchester this year. products – spark plugs, glow plugs and Manchester and we are confident that they The company attracted big audiences of ignition coils – or vehicle electronics, NTK will prove to be equally as popular at technicians to each presentation it held in Lambda, NOx, EGT, MAP and MAF sensors – Sandown Park.” Manchester in May and is hoping to and as an added incentive for show visitors replicate their success at Sandown Park on to attend each delegate will receive a free For more on training turn to page 61.

European Commission to investigate emissions collusion

The European Commission is investigating whether BMW, Daimler and VW, including Volkswagen, Audi and Porsche, agreed not to compete against each on the development and roll-out of vehicle emissions technology. Such collusion would constitute a cartel and would be in breach of EU antitrust rules. Commissioner Margrethe Vestager, in charge of competition policy, said: "These technologies aim at making passenger cars less damaging to the environment. If proven, this collusion may have denied consumers the opportunity to buy less polluting cars, despite the technology being available to the manufacturers." In October 2017, the Commission raided the premises of BMW, Daimler, Volkswagen and Audi in Germany as part of its initial inquiries. In particular, the Commission is assessing whether the companies, also called the 'Circle of Five', colluded to limit the development and roll-out of selective catalytic reduction ('SCR') Other technical topics were discussed by the 'Circle of Five', systems to reduce harmful nitrogen oxides emissions from but at this stage the Commission does not have sufficient passenger cars with diesel engines and 'Otto' particulate filters evidence to deem the discussions anti-competitive. ('OPF') to reduce harmful particulate matter emissions from There is no legal deadline for bringing an antitrust passenger cars with petrol engines. investigation to an end and the investigation is ongoing.

6 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net NEWS

Motaquip launches Mechanics win trip of a all-new website Motaquip has launched a brand-new website: lifetime to NASCAR www.motaquip.com Further developments are Federal-Mogul Motorparts is sending two understatement” said winner Kevin Taylor. “We planned in the months ahead. lucky technicians from Top-notch Motor chose to go to the race at Daytona in Florida so The most notable of these will Repairs in Tamworth to the USA to see the that we can take full advantage of the trip and be the addition of a fully thrills of NASCAR at the Daytona indulge our other great passion, big game interactive e-Catalogue function. International Speedway in Florida. The fishing.” Motaquip will also add a specific winners entered a prize draw sponsored by “Congratulations to the guys at Top-notch ‘customer only’ section providing MOOG. Motor Repairs for winning the competition, direct access to marketing The grand prize was a trip for two to watch a and also a big thank you to everyone who got materials, merchandise and NASCAR race in the US, including flights, involved,” said Jonathan Allen, Regional in-depth technical product accommodations and track transfers.. Marketing Manager, Federal-Mogul Motorparts. information. “To say we are both really chuffed is an General Manager Peter Cox commented: “This website will serve as the foundation of our brand in the UK and abroad. Anyone, anywhere, can now instantly see that Motaquip is an expert parts supplier with a long-standing track record and a glowing reputation among its customers.”

New websites for Dayco Dayco has completely redesigned its websites. Dayco’s corporate site – www.dayco.com – highlights the company’s OE technological, design and manufacturing side. The aftermarket site; www.daycoaftermarket.com – focuses on providing technical information and support to Dayco’s customers and technicians. This is done by incorporating videos and technical bulletins, as well as a comprehensive parts catalogue. This resource features multiple search options to offer users the most convenient route to locate Obituary: Bob Davis the correct replacement item. Bob Davis, a senior and well-recognised influential in the ‘Right to Repair’ campaign figure in the automotive sector passed and had been instrumental in the progress away at the end of July. towards digital radio rollout across the Bob was in charge of the aftermarket sector. He worked tirelessly for the industry, section of the SMMT for many years, retiring working closely with colleagues across the in 2012. Bob Davis who retired after more sector. He was also a great friend of than 27 years in the industry with SMMT. Aftermarket magazine. His funeral took During his time with SMMT, he was a board place on 22 August, and Aftermarket would member of FIGIEFA, the international body like to express its deepest condolences to for automotive aftermarket distributers, was his family and friends.

www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 7 BIG ISSUE HEAD FOR THE

BREXITEveryone has an opinion on Brexit, so we thought we would see how things look to garage owners around the UK

e've been talking about Brexit for a while and David's argument did make us think. It also raised now. At least once in every issue there another issue – one of representation. will be a story about the process of Having heard from David in the north of England, we leaving the European Union, and the thought we might take views from other businesses Wpotential impact on the automotive sector. around the UK, to see what they think the impact of Brexit While progress is hard to gauge, with every issue there will be on their business. is some new angle. It's difficult to keep up, so that handy phrase "as we went to press" gets used a lot. Using it yet Access again, as we went to press for the October issue, a deal Turning our attentions south, we asked Kevin Pearce from with the EU seemed more likely. Reports were surfacing of 2018 Top Garage winners Cedar Garage in Worthing his Germany and the UK dropping certain demands that would views on whether Brexit will have a positive or negative enable an agreement. A positive development then. impact on the aftermarket. "I think it could go either way," Have we been giving a balanced view through the mused Kevin. "I don't see any positives it can necessarily process though, and are we asking the right people what bring. On the negative side, I think we could struggle to get they think? Maybe, and maybe not. hold of technical data and manufacturer-specific information." According to Kevin, UK consumer buying Positive aspects David Dawson, co-owner at Preston's Car Doctor contacted Aftermarket to express frustration regarding the coverage of Brexit in the magazine. He had this to say: "You’re becoming as biased as the BBC. this is Project Fear all over again. Try balancing your reporting with some positive aspects and opportunities that Brexit may provide us with. BAE Systems has won a £20bn contract to build frigates that will form the backbone of the Australian navy, beating off rival proposals from Italian and Spanish groups for the biggest naval defense deal of the past decade. "I know it’s not automotive news but there will be many opportunities like this for the automotive industry outside of the EU post Brexit. The Germans French and Italians will still want to sell cars to the UK. It just annoys me that the media constantly go on about how bad it will be when we leave the single market. There will be many opportunities and upsides out of the EU even on WTO tariffs." David added: "I read Aftermarket magazine, both online and the printed version and have done for many years. However in recent times many of your articles paint a dim picture for the industry outside the EU would be nice to read something positive for a change." Now, as a publication we stand by our reporting, and will cover positive and negative views on key issues as they arise. We do listen to our readers though,

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choices have built up a car parc that could swing things something to be concerned about as well. MOTs too, as 'our' way: "Considering the number of vehicles we actually well as emissions. Are we going to establish our own import, especially the German stuff, we should actually be standards? Are we going to be governed by European in a very strong position to dictate terms. If they want to rules? Or are they going to be similar to the European continue to sell cars to us, whoever is negotiating for the rules? Is it a chance for the UK to make its own emissions UK should be able to dictate terms on that. Going forward, standards. If so will they be similar, or less? in terms of telematics we need to make sure the Colm continued: "Also, what affect will it have on the car aftermarket stays on the right side of the manufacturers to parc? What cars will we be working on? Are we going to make sure we continue to get access." see a change in consumer activity as well? What the good Cedar Garage recently opened a German guys seem to do is look at what people are marques-only outlet, so we wondered if he buying and how the market is going and see the thought Brexit might have a specific impact on trends. Obviously electric vehicles is something the business's ongoing endeavours: "If it does, The biggest issue for we have invested in here. Is that going to be not for a long time," replied Kevin. "I think impacted by that? Is it going to be more or less. It generally it will all come down to how well the most garages is access is important to get an idea of where things are negotiations go. We have good access to all the to data... going to go. The biggest problem is that nobody data we need for the German brands. So long as ” knows. Brexit does not get in the way of that, I can't see "Almost everybody has a German or French car in how it could cause a problem. the UK, or at least a European car. What is going "Obviously a lot of the parts that we buy come from to happen? Are they going to be taxed more? In the Europe. Hopefully the prices won't increase too much. At second hand car market we are still seeing the effects of the end of the day, we import so much, that if these years of uncertainty over diesel." people then do not want to sell to us, they are surely going "The key thing for any business is to be ahead of the to be the ones that lose out." curve or at least be aware of where it is going before it We went onto ask if Cedar Garage's customers had gets there. For any business you would be absolutely crazy displayed any noticeable Brexit jitters: to bury your head in the sand. It gives you a very good "So far it does not look like that at all. We have not seen reason to read the latest industry news so you know what anything like that. All of our customers are carrying on as is going on." normal. If any of them say, ‘I can't afford this or that’ I One problem that most businesses in the UK don't have don't think it affects our trade that much. Maybe if it was to worry about is a land border with the EU. For businesses car sales, but definitely not in terms of the repair market." in Northern Ireland that is a real concern. Will Northern While garages on the south coast might be closer to the Ireland motorists head for the Republic for servicing and continent than most of the other businesses in the market, repairs if prices rise as a result of Brexit? it's not like Cedar Garage customers are likely to head over "There is already a lot of that happening in Northern the channel to France for their car servicing is it? Shaking Ireland" said Colm. "We are about an hour's drive from the his head, Kevin replied: "Of course not." As far as Kevin was border. Some of my customers in trade sales, they sell a lot concerned, the market is changing and this should mean Below: of cars to the south because the Pound is weak. We can the supposed consumer confidence hit that might result Brexit is causing make the most of that depending on the situation, as we from Brexit could be over-stated: "What we are finding is a few headaches can buy stuff from down there and sell it up here, or vice that people are looking more and more for a professional service, and are prepared to pay for that. People are becoming more conscious of what goes into a car and are prepared to pay. They would rather pay a professional to pay to repair their car, rather than someone they met down the pub who does it in the car park."

Uncertainty How you feel about the relative opportunities and threats of Brexit can largely depend on where you are sitting. For businesses in Northern Ireland however, Brexit has its own special issues. Starting with the more general concerns, Colm Higgins from CH Autoservices in Magherafelt, Northern Ireland said: "I think the biggest issue for most garages, with the position we are in, particularly the go- ahead guys who are into diagnostics, is access to data. This is the issue we would want to address first and foremost. We rely on the access to manufacturer data that is assured through European regulations like Euro 5, so obviously we are concerned. With Brexit nobody really knows what is going to happen. "Some of the manufacturers, like Mercedes-Benz, had a very good scheme where you could lease a diagnostic tool, but they removed that recently, and I think it is tied to Brexit. "Obviously the price of parts and access to parts, is

10 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net versa. I am optimistic, and we can make the most of that kind of situation. Because we are so close to the border, we can be flexible. Northern Ireland is unique that way, and more flexible if we have to adapt. If Brexit becomes a complete nightmare there are options in terms of suppliers." Then there's the threat of a hard border: "That's a big issue," opined Colm, "and a complete minefield. We have enjoyed this border-free situation for a long time now, and no one wants to go back to having a hard border. The flexibility would be gone. No one wants to go back to the old days here." Despite these concerns, Colm remained confident: "Anyone who is in the higher end of this business is ready to adapt to change. In the next few years you won't see an HYDRAULIC SPRING COMPRESSOR engine or a piston as it is all going to electric motors. It is change or get out really. Brexit is another factor in the STOCK No. 56191 motor trade, albeit one that is going to affect your life in a big way."

Double meaning Next, we looked to Scotland, where the issue of exiting a bloc has a double meaning. Pier Garage is based in Ardrishaig, Mid Argyll. Owner Kris Gordon's first concern, like his counterparts in other parts of the UK, is access to data: "My biggest concern is definitely access to information. You can't get all the information from all car manufacturers. Even with the situation we have at the moment, we still struggle. With someone like Ford, they make it quite difficult to get it, and they do charge you for everything, so whether it works worse or better is my main concern. "I voted to leave at the time, for other reasons. There was so much stuff being put out there that you didn't know who to believe. You just had to pick a side and go with it I think. Nobody knew what chaos would happen as a result of it all. I suppose if you had thought about it, it was obvious what was going to happen. Now we are in a situation where nothing has been answered. It is worrying, because it has been a hard enough few years since the AN INDUSTRIAL banking crisis in 2008, and now it looks like it is all going to MACHINE THAT’S get worse. We will have to ride it out and see what YOUR TOTAL happens." SOLUTION FOR ALL Kris believes Brexit could be leading Scotland into a SPRINGS INCLUDING period of greater uncertainty than the rest of the UK: "I ALL MERCEDES think it will cause a lot of distraction rather than getting MODEL SPRINGS people focused on getting the economy in a better place. WITHOUT THE Political parties will be thinking 'do we have to have NEED FOR another independence referendum and then rejoin the EU?' EXPENSIVE Again, I voted for an independent Scotland, but now it has ADAPTORS been decided, everyone has made their choice and is 2 TONNE COIL SPRING getting on with it. Despite this, the SNP is still focused on a CAPACITY, FULLY ADJUSTABLE second referendum, rather than just accepting the result WITH STEEL SAFETY CAGE and getting on with things. If we have another referendum and it goes the other way, where will it end? It could go MOBILE UNIT WITH POWERFUL HYDRAULIC PUMP back and forth, and the same with Brexit, there is always SO NO NEED FOR ELECTRIC OR AIR POWER going to be someone who is unhappy. I think they need to SUPPLIED WITH THREE INTERCHANGEABLE YOKES accept it and do the best they can."

Your views To fi nd out more visit We found a mixture of views from business owners on both www.drapertools.com/amkt-oct sides of the argument. Do these views on Brexit chime with your own? Or do you have an opinion not expressed here? We would love to hear from you. Get in touch with us via [email protected] to tell us what you think. Strength in Quality

OCTOBER 2018 AFTERMARKET 11 BUSINESS PART TWO: SUCCEEDING WITH SUCCESSION Adam Bernstein continues his examination of how businesses should handle a hand-over

usinesses change hands their shares to be left to the wider looked at differently depending on for all manner of reasons, family and the next generation family the circumstances – families will be but crucially for family members actually working in the more trusting. businesses, change has business receive the benefit of any theB potential to damage family growth in value during their time in Tax planning and family harmony as well as destroy the charge.” succession future wealth of all concerned. What of an arm's length sale? Here As might be expected, tax planning is But what happens should no BY David says: “The family will ideally important and should always form family members want to take on want to be paid in cash, in full, at part of the decision-making process Adam the business and the business has completion, rather than risk the but it should never be the main driver. Bernstein to be sold? possibility of deferred consideration That said, no-one wants to hand over, In this instance David Emanuel, not getting paid because the business by way of inheritance tax, 40% of the Partner at law firm VWV and head of gets into difficulties under its new value of what they have worked for. its Family Business team, says the owners, or a dispute arises over what Both Nick and David consider tax family should take advice on the should be paid.” However, he says planning key. Says Smith, “the most options. He advises seeking that may not be possible, and there important point is what is right for the recommendations and says to “think may be many good reasons why the family members and the business hard about engaging people who retiring shareholders keep an equity itself.” He believes the UK offers a work principally on a success fee stake or agree to be paid over time or fairly benign tax-planning percentage commission-only basis – agree that some of what they get environment for family business the overall cost may be higher, paid is subject to future performance. succession so that most family although you may be insulating Even so, he suggests starting with the businesses can be passed on free of yourself from costs if a deal doesn’t idea of the ‘clean break’ and working inheritance and capital gains tax to go ahead – but there can be a conflict back from there if you have to. other family members. However, the of interest for people remunerated It’s important to remember that in a risk of paying a bit of tax pales into only if a deal goes ahead.” succession situation, where one insignificance if passing on the family One step that will ease the process generation is passing the business to business to the next generation is to undertake some financial and the next, and the retirees are means passing on a working lifetime legal due diligence as if the seller expecting a payment of value to of misery and a failing business. were a buyer, to identify any gaps cover their retirement ambitions, David points out that if or issues that may affect price deferred payment risks may be Entrepreneur’s Relief is available, the or saleability. effective rate of Capital Gains Tax is just 10%. Seeking a valuation Businesses will generally be valued In summary on one of three bases – the value of Family businesses are peculiar net assets plus a valuation of entities, caught by both the need to goodwill; a multiple of earnings; or compete in the marketplace and the discounted future cash flow. need to keep familial factions onside. Nick Smith, a family business Whatever course is taken to secure consultant with the Family Business the future of the business, one thing Consultancy, sees some families is certain – everyone needs to keep seeking the next generation pay the the lines of communication open. full market value for their interest, and other situations where shares are just handed over. “In between the extremes,” says Adam Bernstein will Nick, “there are a raft of approaches return for the and solutions including discounted December/January prices and stage payments. There are issue with more also more complicated solutions such business insights as freezer share mechanisms, where no sale takes place but the senior generation lock in the current value of

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Ferodo® is a registered trademark of Federal-Mogul LLC or one or more of its subsidiaries in one or more countries. BUSINESS MANAGING A WINNING TEAM Last month, Neil Pattemore looked at the importance of planning for the whole business. Here he examines how to plan towards great staff management

ost businesses need 1.Build solid and respectful staff to operate relationships. Don’t aim to be effectively and this liked, but aim to earn and keep means that those staff the respect of your team needM to be managed. However, Take time to talk to members of your what does ‘managed’ really mean staff. It will show that you are and how can the ‘business interested, but it will also be both manager’ also be an effective motivational and allow you to better manager of people? understand their position and any A good manager of staff should fully concerns that they may have. Be understand the roles and confident, strong and professional, responsibilities of all of their team whilst remaining transparent, members, but ultimately, each of approachable and encouraging. those team members should be better at doing their own jobs than 2.Strengthen your communication the manager could. Secondly, the skills manager should be able to ‘get the Your ability to listen and communicate best from the team they have and is vital to your success as a manger of only change it when all other people. I don’t just mean your ability possibilities have failed’. In to listen and speak on a one-to-one summary, the manager needs to basis, but also your ability to capture know how to structure, manage and people’s minds in order to present motivate his team to optimise their your ideas, values and visions as well performance. as your ability to listen and soak up the ideas, values and visions of Critical others; that is true communication. It is a well-known saying that people Whether you are speaking with one don’t quit their jobs, but they quit person, or presenting to a whole their bosses, but in reality this means audience of people, strong that they left their job because it communicative skills are a must. wasn’t enjoyable, or that their are doing, where their businesses are strengths weren’t being used or that going and ensure that they have the 3.Actively develop your team and they weren’t growing in their careers right people in the critical roles to be the team leader – and who is responsible for this – make it all happen. They then As you build and strengthen their manager. communicate and delegate effectively relationships throughout your team, Recent research showed that 31% to their staff who have been trained, you should begin to identify the would swap their manager if they supported and motivated to fulfil their individual talents, abilities and could and 22% felt that they could do BY responsibilities. Businesses with well strengths of your employees. Knowing a better job themselves if they were managed and competent employees this detail will help you develop your Neil given the chance. Ineffective are the best performers and team so that everyone is positioned management not only impacts Pattemore frequently handle problems before within a role in which they can negatively on staff retention, quality they escalate to become real issues. succeed and excel. Take time to of work and morale, but also on communicate with each employee customer service and your company’s Guiding principals individually, as quite often employees image. Not good for either your staff So what are some of the key guiding will be forthcoming about what they or your bottom line. principles for good people see as their strengths and where they The best managers know what they management? aim to be; they may also spark ideas

14 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net to strengthen your team and its 5.Take responsibility Often it is almost imperceptible how performance as a whole. Sometimes This can often be tough, but is a sign this can be picked up, but for sure, if low morale and performance can be of truly exceptional people your staff are not working within a due to a lack of support and training. management. As the manager, leader well led and motivated environment, Ensure that your whole team are up or head of your company, all it will be reflected in their attitude to to date with regular training responsibility should end with you. their work and frequently, to your appropriate to their role. You are accountable for the customers in a negative way. To establish what your employees performance of your employees. The reality is good managers are really appreciate and value, or to Remember failure is not a weakness; not born, but learn the skills as part of discover their training and support it’s an opportunity to learn, strengthen learning how to understand people as needs, use surveys, one-to-one and improve. Take responsibility for individuals. Most of us work much appraisals or focus groups to talk your team and they will further better if we enjoy what we are doing. through each key area to identify the respect you for it. It has been said that the best good points, skills gaps or areas that All of these people management qualification for running a business is should be improved. Quite simply, principles are important internal not an MBA or a qualification in support your team. management skills, but these will also accountancy, but in psychology. be seen externally by customers in a Ultimately, good managers plan, 4.Be transparent variety of both obvious, and not so monitor and review before delegating Hiding things from your employees is obvious, ways. the work, but they can only do this a recipe for disaster. Remember that effectively if their team is working you have spent time building Perception well. relationships with these people, When customers experience your As a small business, it may be a relationships based on respect. business, whether by telephone, e- difficult to become recognised as one As part of that mutual respect you mail or physically visiting, their of the Sunday Times ‘Best companies also need to engender trust. By perception will be significantly more to work for’, but the same good remaining transparent, honest and positive if they feel that they are management practices will still apply. trustworthy with your employees you being looked after by a well run, well Work hard with your staff and they will further develop their respect and managed business with highly will work hard for you. loyalty. motivated and professional staff. xenconsultancy.com

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www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 15 BUSINESS CUSTOMER CARE IN THE GARAGE BUSINESS Andy takes a look at the importance of customer care. Never forget: If you don’t care for your customers, someone else will take them away

ustomer care is vital to the are happy with the service we actually very simple. We know that survival of most companies. provide are more likely to purchase being polite, smiling and making the Without customers we do again and recommend us to others. customer feel good about themselves not exist. This is extremely You may even know that customers and their service/repair purchase is at Cimportant in the independent that are very impressed with our the core of creating a good customer repair sector as we are the service rather than just satisfied are experience. However, tthese days that service providers. willing to pay higher prices for our is no longer enough. Customers have In the face of ever-growing BY service. You will certainly have become much more discerning, they competition, it is very important for us awareness of the fact that when you have a much greater awareness of Andy to portray the image of a professional treat customers in the correct way what is going on in the world, what efficient business that cares about its Savva and display a positive and pleasant they should expect from a garage and customers. If you deal with customers attitude, you will usually receive the that it is very simple for them to take and you represent your garage, it is same back from them. their business elsewhere when their vital that you look after all of your high standards are not being met. customers, all of the time. The best form of advertising Customer care breakdown Positive relationships Businesses that have developed an Customer care includes the following Without positive relationships with our excellent level of customer service elements: customers no business can survive in will usually find themselves in a Appearance (if applicable) today’s competitive marketplace. Just situation where customers become Manner consider the number of customers you advocates for their business. In many Courtesy have had up until now, imagine what cases this becomes their best form of Efficiency things would be like if they all advertising. The alternative is a Integrity disappeared overnight! situation where customers feel they Customer care has changed must let people know of their Now let’s look at these elements in immensely over the years. Customers negative experience and are quick to greater detail: have become less tolerant and more Below: do it. The implications of this can be demanding. It is a huge challenge for A number of extremely damaging and many Appearance (if applicable) us to meet these demands. However, elements go businesses struggle to overcome the Looking smart shows respect for your the answers are within us all. into good negative label. customers and gives them confidence We all know that customers who customer care The basics of customer service are in you and the garage you work for

16 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net Manner Being helpful and approachable is an important part of your role.You are an ambassador for everyone with your garage.

Courtesy Being courteous shows, you respect the customer and are prepared to listen to what they say. Customers should feel important and that the business cares about them – treat customers as you would wish to be treated.

Efficiency Customers love efficient businesses as it means less hassle for them. Do your job professionally and you will contribute to the image of your business. PASSION AND KNOWLEDGE Integrity Be aware of what you say, something which could damage our customers POWERING YOUR image can be hard to rectify. If you AUTOMOTIVE BUSINESS have an issue talk to your boss, manager a team member.

First impression I’m Andy Savva, 'The Garage Inspector'. I First impressions definitely count, and understand that more often than not, they go a long way. Always identify independent garage owners feel alone at the yourself to the customer with a warm top, with nobody to bounce ideas off; nobody and friendly welcome: Using their name – it goes a long to hold them accountable, to help them put way and shows your interest new systems in place, to help them reach their Deliberately use the words 'I', 'You', goals or to confirm where their numbers need or 'We' statements this shows that to be to achieve the highest level of success. you believe in your service and Well, this is where I can help you. organisation Understanding their situation – put Services offered: yourself in their shoes • Keynote speaking and presenting Smile (it does help, even on the phone) • Business training days Connect with customers, gaining • Review and analysis of your business rapport and understanding, this can • Strategic planning be done by asking questions, • Lean management listening to the response then repeating and answering their • Reception and workshop management statements/concerns • Financial and operational management If the customer is unsure of your • Marketing and brand identity processes/repair help them in a manner which promotes trust and confidence www.thegarageinspector.com Repeat the customers’ needs/request to ensure your understanding Take ownership of any problems

This is not an exhaustive list on customer care, but it shows that with some attention to the detail you can make your business stand out from the competition, and keep your customers happy too.

OCTOBER 2018 AFTERMARKET 17 TECHNICAL IN THE HEAT OF THE FAULT Hannah Gordon changes hats this month, and tells us how she solved an interesting fault

t the workshop we cover all kinds of vehicles, old, new, big and small but with all these vehicles we Aneed up to date diagnostic equipment to be able locate faults within the electrical system. In the workshop this summer was a 2009 Volkswagen Golf that had an intermittent issue which meant the car would go into limp mode, the cruise control was disabled and the climate control wouldn’t work. Understandably in the weather we were having the lack of air conditioning was a major concern to the customer. No one wants to be without air conditioning in 30Cº. I plugged in the trusty diagnostics reader and came up with four faults. These included turbo boost sensor, manifold pressure, throttle pedal position sensor and ‘fuel system too rich’. In my experience cars can throw up all kinds of trouble codes even when there is no issue with that part. I wouldn’t say some manufacturers are more troublesome than others but if a light does appear on the dash it’s best to get it checked out as soon as possible.

Issues I cleared the fault codes and told the customer to see how it drove and if and the pedal was off. Gone are the that some workshops put on just the issues resolved themselves. The days of the throttle cable. The throttle trusting what appears on the screen customer had the car for just an hour response is now done by a sensor on of the diagnostics. It is still imperative before they called and said that the the pedal which works out how far that mechanics test sensors and look problem had reoccurred, as much as the pedal is being pushed and tells into live data to make sure that this is a pain for the customer I always the engine how to respond. It is unnecessary components are not clear the faults and see if it happens clever stuff, when it works. replaced and the costs put onto the again rather than changing BY A pedal replacement on the Golf customer, who will have to pay. only takes five minutes and another unnecessary sensors. I got the Golf Hannah back into the workshop and once clear of the fault code before taking Gordon again plugged the computer in, which the car for a road test. On the test brought up one code. This was the drive cruise and climate control were Hannah Gordon is one of checked as well as making sure no throttle position sensor. A quick call to the UK’s leading female dash lights had appeared. VW and a discussion with their parts mechanics. She is also a people showed that this particular Modern mechanics have become car reviewer ,blogger and issue can lead to the cruise and very computerised. Dash lights appear has recently opened climate control not working. whether it is indicating an issue with Spanner Tech Services, her Next day delivery on the part the airbag systems, ABS or engine first business means the car came back in the and diagnostic computers are so following day. One bolt, two plastic important to narrow down what the clips and an electrical connection later issue could be. I dislike the reliance

18 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net TECHNICALEYEBROW SITE AUDIT SNIPPETS: MISCELLANEOUS EQUIPMENT Barry from MOT Juice helps to prepare for the inevitable DVSA site visit

very MOT bay is required to monthly site audit that cross checked retain and maintain a the tools were available and in good bunch of mandatory working order, then in line with DVSA miscellaneous equipment. guidance there should be a system for FirstE let’s get the words from The alerting any missing tools and noting MOT Testing Guide 6th Edition: when they are replaced. Remember if the VE finds that your 5.6 Miscellaneous tools are not present he will increase equipment your VTS risk score, and you may fall A tyre tread depth gauge selected In our experience the tools are foul of incorrect test methods too as from the DVSA’s latest List of somewhere in the MOT bays but no without the correct tools not all Acceptable Equipment one is ever quite sure exactly where testable items can always be tested. Corrosion assessment tool they are and if they are all really While on the subject of mandatory Suitable pinch bars, long and short present at that precise time that a tools, don’t forget to calibrate that (n/a class 1 & 2) Vehicle Examiner asks to see them all. tyre tread depth gauge and record the A steel tape measure (min Here is the guidance given by DVSA calibration, for best practice do it extended length 1.0m) BY to a Vehicle Examiner who calls at every month and for basic compliance Suitable wheel chocks for the Barry Babister your VTS. every six months. Testing with an classes of vehicle tested (n/a class uncalibrated piece of mandatory 1 & 2) Director, 4.19 Garage Hand Tool equipment attracts serious penalty Brake pedal application device from MOT Juice and Management (VTS) points as the points can be applied to the DVSA’s latest List of Acceptable at CCM Garages Are the garage hand tools and each individual MOT test carried out Equipment (only for ATL & OPTL workshop equipment stored in a with that piece of equipment since its bays) systematic fashion? last calibration date expired. If you Suitably positioned mirrors or a Look for: Evidence that equipment don’t fancy building your own site colour camera system for lighting and tools stored tidily and in a readily audit system then why not try a free checks (ATL & OPTL bays only) accessible manner when not in use in demo of the MOT Juice system as it A suitable hand help low voltage appropriate storage facilities e.g covers all this and more. inspection lamp toolboxes, racking and/or shadow A 13 pin trailer socket test tool from boards used, tool retention is Resources the DVSA’s latest List of Acceptable monitored. If you would like a simple reminder Equipment The last four words of the above poster then go to: A proprietary leak detection spray paragraph; ‘tool retention is https://bit.ly/2x7QuBI which meets BS EN 14291:2004 monitored’ are important as a Vehicle Continue reading this article online (n/a class 1 & 2) Examiner would prefer to see a at: https://bit.ly/2zmeEfM

www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 19 TECHNICAL

THE RIGHTS AND WRONGS OF FAULT CODES You might not be able to put a number on the price of success, but John Batten says you can identify the steps to take you there

s you may know, I’m a huge fan of process. Wherever you find success you’ll be sure to Afind a well devised system along with a tried and tested process that has paved the way to glory. This has never been more evident than within our world of fault finding, which is why the Auto iQ 15 step diagnostic circle sets out the system for repeatable success when it comes to the more technical repairs that cross your business thresholds. While I’d love to wax lyrical on all 15 steps, there just isn’t the space in a single article, so with that in mind I figured we’d delve into at a subject that’s often overlooked and rarely covered when ‘talking technical’ and 2. Carry out a global scan we worked on recently, noting the full that’s fault codes. Effective diagnosis is about gathering code of P2294-004 will often pay “What!” I hear you cry. as much information as possible. The dividends when it comes to looking “An article on pulling codes? Really? more information you have the more for causes of any given fault code. It’s Surely it’s just plug it in and away informed your decision making the small details that count. we go?” process will be. Reading just the It’s also worth taking note of other Not quite. And here’s our top seven codes in the system you perceive associated data such as whether the tips on what, and what not to do to BY to be faulty will only ever lead to code is sporadic or permanent. Freeze ensure that you make the most of this extended diagnosis time in the frame data can also be worth its John step in your diagnostic process. long run. weight in gold indicating many Batten We’ve seen non-start faults caused physical parameters for when the Johnny’s Top 7 Tips for Fault by airbag systems, inoperative code was raised. Using this Code Success: infotainment caused by energy information to recreate the scenario management systems, driveability when the code was initially raised can 1. Select the right tool faults caused by ABS systems, the list often reduce your diagnostic time Using a generic scan tool has its place just goes on and on. It really is quite dramatically. but if you truly want to be effective common to see faults in seemingly and profit from this type of work then unrelated systems causing havoc on a 4. Don’t clear the codes just yet! select the manufacturer tool. I vehicle. You’ll give yourself the best I know it’s tempting just to see which switched to using manufacturer tools chance of reducing your diagnostic ones bounce back but you’ll be and information many years ago and time when you look at the complete causing yourself a whole bunch of it enabled our garage to get ahead of picture by carrying out a global scan. hardship. Many systems will reset the the competition. learned parameters (adaptations) The right serial tool will give you 3. Document the details which will remove any diagnostic buckets of confidence and you’ll often Writing the fault code down is a clues waiting to be revealed when get additional information as part of given, but so often there’s additional you look at serial data. This is trebely the fault code that a generic tool data that can be used to fill in the important when looking at engine won’t supply. Not only that but it’ll gaps as part of the puzzle. management and driveability faults. remove that anxious feeling that so Noting the whole code can be a The last thing you want to reset is fuel often blights our day as we think “will benefit. For example, P2294 is a code trim data and lose that diagnostic this scan tool communicate?” for a fuel control valve on a GDi Golf gold dust. There are of course some

20 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net EYEBROW

raised .Now, there’s a bunch of variables that’ll change the probability of a given fault being the components itself, but even for a common temperature sensor fault code there’s only a 12.5% chance of it being the sensor once all the other options are taken into consideration.

7. Just 6%: Understand what part codes play Points one through six are important and essential in an efficient and profitable diagnosis, but it’s crucial to To find out understand the part fault codes play in more call the whole diagnostic process. At Auto Auto iQ on: iQ fault codes only make up 6% of our 01604 328 500 diagnostic process, which is a fact instances when you’ll want to clear you’ll not be able to clear the MIL worth bearing in mind the next time them straight away but that’s a whole light until a fault code reset has been ______you come to make a decision based other conversation for a different day. carried out in both the manufacturer only on the code. and OBD programs. 5. Don’t ignore OBD To join AutoiQ’s If you’d like to develop a repeatable, OBD is often perceived as the poor 6. DON'T ever change a part based online forum profitable, process for diagnostics relation of the manufacturer's on the code! go to: success in your workshop then call me software, but in reality there’s a A code is raised once a monitored autoiq.co.uk/ today on 01604 328500. We’re here wealth of information here that you’ll parameter steps outside of a given garageowners to help. not want to brush aside. tolerance, and there are so many Not only that but on some vehicles reasons that any one code can be www.aftermarketonline.net

www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 21 TECHNICAL LET’S GET IT STARTED... Frank Massey looks at how to get to grips with ignition combustion diagnostics which is an increasingly complex subject

et me begin with the simplest of all overviews: There are four possible causes of combustion failure or malfunction; and please note my refusal to use the word misfire. The word is Lmeaningless without a definitive confirmed diagnosis. The four possible causes are: Insufficient delivery of ignition energy Incorrect fuel air composition A mechanical defect A control error

I also have a very firm opinion as to the selection and reliability of diagnostic tools when looking at ignition. Serial diagnostics has improved so much that I am prepared to use it, with the qualification that it is for guidance only. For example, identifying a cylinder, the number of misfire events, ignition timing angle, coil saturation time, and in some cases, spark burn duration, ignition set back etc. I am excluding for the moment other vital supporting data such as exhaust oxygen sensors feedback, exit temperatures, load request data, etc. what I am focusing Firing line voltage. Critical observations; Strictly speaking on is it possible to accurately assess the spark energy this is normally viewed in primary, however can be delivery characteristics other than with an oscilloscope? The assessed in secondary where access is not available to answer is no. pin 1. The shape or ignition profile would more normally resemble a wardrobe on it side rather than stood up! It Critical characteristics represents the circuit load from the coil tower and The reality is that given the complexity and integrated includes the spark plug. Expect direct ignition 30v, reliance on other system components and function, it is BY waisted spark 40v, rotating ignition 50v. often a mandatory requirement to apply several tests to Frank accurately confirm not just failure symptoms , but cause I am not aware of any actual measurement data existence too. The four critical characteristics of good ignition energy Massey within manufacturers TBs, or be available serially. This is delivery are: something I looked at over 30 years ago and was ridiculed Burn time. Critical observations; Exposure time, slope, by many. and spark turbulence are all vital in understanding the transition of energy across the spark delivery path. Evaluation Expect smooth transition at idle, turbulence on load. Incorrect air fuel composition is an equally complex subject, however this can be in part successfully Ignition primary current profile. Critical observations; complemented with the use of serial data. Monitoring live Peak value fall time of inductance, vital when data during a dynamic drive cycle can reveal possible confirming if the problem of poor energy delivery is a symptoms, but not the cause of a problem. Air fuel ratio, primary or secondary issue. Expect near vertical load request, fuel trim, fuel delivery status, ie homogenous transition with undershoot. or stratified, all of which should be evaluated against request, actual, and corrected data. Coil ringing. Critical observations; This is the electrical It doesn’t end there though. The hydraulic and resonance that is characteristic when switching current mechanical dynamics of fuel delivery through the injector within an inductor. It determines the winding insulation must be fully understood and tested. Intake air turbulence, integrity, and predicts a breach or shunt that will reduce swirl flaps, tumble and drumble characteristics, are all the spark burn time and lead to eventual ignition failure. dramatically affected by valve and intake carbon deposits, Expect three events. especially on direct injection systems that do not have the

22 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net EYEBROW

advantages of dual port injection. Mechanical defects are Above (left to cooling, valve seat irregularities, valve to piston timing, probably as complex to confirm as disassembly or removal right): injector flow and atomisation issues, or ignition energy is often needed to fully examine the serial or oscilloscope Ignition primary incompatibility with the internal cylinder condition. evidence. Many engines now require spark plugs to be poor earth path The only useful evidence may include, cylinder misfire and ignition precisely torqued to ensure the ignition energy is delivered count, oxygen sensor irregularities, excess oxygen and primary good to an exact position within the cylinder. How would you earth path increased HCs in the exhaust stream. Any of you guys out diagnose that? Ignition energy across the plug would there remember the good old days when 4-gas exhaust be normal, load request data would match, air fuel analysis was the craft of every professional engine tuner? ratios normal. So here we are around 800 words to just touch on an incredibly complex subject. In the past the cure would have Anomoly been relatively straightforward. Today it will destroy the Incomplete combustion or an anomaly as I call them could engine, with prestige manufacturers like Porsche currently be the result of mechanical or cooling defects. These can suffering multiple major engine failures. Techs need to include piston crown mapped oil cooling jets, cylinder think smarter.

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www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 23 TECHNICAL

In association with wwww..ringautomotive.ccom HIGH VOLTAGE – BIG OPPORTUNITY: PART 1 Ian Gillgrass begins a new series that will try to take some of the fear out of working on EVs, and instead highlight the advantages for garages

lectric vehicle technology means both in place and ensure that the necessary risk assessment opportunity for garages and technicians but procedures are in place to prevent injuries and fatalities. also necessitates investment, especially in They should also inform the applicable insurance technicians and equipment as businesses have organisation(s) that they are working on these types aE ‘duty of care’ to look after the technician while of vehicles. servicing and repairing electric vehicles. It should be noted as with all the present vehicle Who here is old enough to remember when the technology that the vehicle’s control unit will closely supposedly deadly airbag was introduced on mainstream BY monitor the high voltage system and in nearly all cases of production vehicles during the 1990s? Nearly everyone a fault being detected, the vehicle system will store an Ian around during this era was nervous of the technology and applicable diagnostic trouble code (DTC) and default to a the highly dangerous components, such as the airbag Gillgrass safe running mode or even shut the high voltage system deployment device, that were encountered by technicians. down, disabling the vehicle. The control unit will also Today airbag technology is encountered by the workshop illuminate a malfunction indicator lamp (MIL) to indicate technician on a daily basis, and every modern vehicle has the fault to the driver of the vehicle. some form of supplementary restraint system (SRS) fitted to the vehicle. The dangers first feared by the technician Correct are now treated as part of the daily routine. It will probably It is therefore imperative that the vehicle workshop has the be a similar scenario as more and more high voltage correct test equipment to be able to access the vehicle electric vehicles are seen both on the road and in vehicle systems necessary to retrieve the information to correctly workshops for service and repair around the UK. repair the vehicle. Only with dedicated equipment will a Treat the vehicle technology with care, educate the workshop be able to facilitate the diagnosis and repair of technician, gain confidence with the technology and the the vehicle. This also includes the necessary personal fear typically reduces. Most vehicles (hybrid and pure protective equipment (PPE) and necessary dedicated hand electric) fitted with this high voltage technology are tools such as a multimeter, insulation tester, insulated tools inherently safe, reliable and safe to work on providing a and the necessary workshop equipment to both repair the few rules are adhered to such as ‘don’t stick metal objects vehicle and warn individuals of the potential risk to the in places where high voltage exists.’ exposure of electrocution through high voltage vehicles Many of the vehicle manufacturers will highlight the (i.e. insulated safety equipment, signs and barriers). potential dangers by placing various warning signs on the Hybrid vehicles have been fitted with high voltage hazardous components that have a risk of electrocution, batteries since the late 1990s such as the Honda corrosive, fire and magnetism. Insight/Accord or the Toyota Prius (now in its fourth generation). The high voltage technology has been seen Training for many years, its only over the last few years that we Many of the training providers around the UK are now have seen that technology being used more widely on providing training courses on the technology, most will vehicles that our customers drive on a daily basis. provide an industry recognised qualification or certification by a recognised awarding organisation such ABC Awards, Safety steps City & Guilds or The Institute of the Motor Industry (IMI). To enable a technician to disable the high voltage system The Health and Safety Executive (HSE) has developed to be able to work near/on the high voltage components guidelines for the recovery, repair, and maintenance of they should always follow the vehicle manufacturers repair these vehicles both for independent workshops and instructions however this can also be seen as ‘seven steps’ franchised dealership networks which is available to view to disable the vehicle’s high voltage system. Step 1 to at http://www.hse.gov.uk/mvr/topics/electric-hybrid.htm Step 3 are indicated in this article with the remainder in The HSE website can also provide some useful the next article. information that can supplement the information provided on specific High Voltage Vehicle training/qualification Step 1. Ensure others are aware of the potential high courses. The workshop should have the applicable policies voltage/risk: The technician should ensure that others in

24 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net EYEBROW

Light it up. Inspect, fix and rerepair with Ring Inspection Lamps

their workplace are aware of the potential dangers of a this DC to be inverted into AC to turn the electric motor vehicle with high voltage in the workshop. The technician Part two through a component referred to as the ‘inverter.’ Late has a duty of care to highlight the potential risks and will be vehicles could be seen as no longer fitted with a low hazards. The technician should perform this task by in the voltage battery, vehicle manufacturers are looking to highlighting to others of the potential danger, indicating bumper increase the driving range of the vehicle through weight that the vehicles’ high voltage system is either ‘active’ or December reduction. A low voltage battery typically weighs around disabled. This can be achieved by applying warning signs /January 12Kg. The lithium battery will provide both the low on the vehicle along with their name and contact details issue voltage and the high voltage energy required to energise such as a mobile phone number. The technician should the vehicle. walk around the vehicle to check to ensure there is no Voltages present in hybrid and electric are significantly obvious damage, liquids or other risks that could harm higher (up to 650 Volts-DC)) than those used in other others. The technician should at the same time vehicles (12/24 Volts DC) we commonly see on the road begin/follow a risk assessment identifies the potential network. In dry conditions, accidental contact with parts hazards (HSE indicate that a business that employs five that are live at voltages above 50 Volts DC can be fatal. If staff and above needs this to be documented). The wet conditions are encountered, then this voltage can technician should place additional signs and barriers to become significantly reduced. These vehicles remain enable the vehicle is cordoned off and ensure that others inherently safe but as vehicle workshops can be high risk are protected as far as possible from the risk. the workshop should always have a trained/qualified first aid person on site. High voltage will also apply to the Step 2. Switch off the ignition switch/remove the key various equipment that has been used for many years in from the vehicle (3-5 metres away): Hybrid vehicles this environment. typically use a vehicle security system that no longer The high voltage output is controlled by the low voltage requires the vehicles key (or key fob) to be inserted into a system with the use of ‘contactors’ or large relays. These lock assembly to switch the ‘ignition on’ or make the relays can be seen as large mechanical switches and due vehicle ready to drive. Many vehicles now have keyless to the large currents, that pass through the contacts can be technology so as long as the key is in the vicinity of the prone to faults such as welding closed. The vehicle low vehicle the vehicle ‘could’ become alive. A simple solution voltage system will typically check the function of these is to remove the key (or key fob) at least three metres relays during the start-up procedure and if a fault is from the vehicle so that the vehicle does not recognise the detected the system will normally produce a DTC applicable key and there is no fear on the vehicle energy unit (engine to the fault. or high voltage battery system) becoming live. As an example it has been seen that a technician drains the Further information engine oil on a vehicle during a service and the engine Further information on high voltage vehicle components starts, the consequences of such an action can be and their operation will be contained in the next of the enormous. This scenario could also occur if the vehicle is articles in this series, along with the next steps in the fitted with a Stop/Start system that is active. disconnection process. The reading of these articles will increase a technician’s knowledge of high voltage and the Step 3. Disconnect the low voltage battery: Vehicles, at various vehicle systems, but a technician should always present, will still have a low voltage (12 volt) ancillary ensure that they have the ability to work on these vehicle battery to operate conventional systems such as driver and types competently prior to work commencing. passenger control systems i.e. instruments, comfort and audio. The low voltage system will also typically control and monitor the high voltage system. Therefore, if the low voltage battery were to become discharged then the vehicle will display the signs of a flat battery and the technician will have to connect their ‘battery booster’ to the low voltage battery in order to wake up the high voltage system. On NO account should the technician access the high voltage battery to connect any booster/charging equipment. The low voltage battery is typically re-charged with a component called the DC to DC converter. This is normally located near to the invertor/electric motor. Note that a battery (low or high voltage) can only store direct current (DC) and to propel the vehicle requires www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 25 TOP TECHNICIAN – TOP GARAGE 2018 TOP TECHNICIAN 2019... JUST DO IT! And we’re off! We have all the details you need to know about 2019’s exciting competition...

fter a thrilling 2018, Top Technician is roaring straight back onto the track for the 2019 competition. Hold onto your hats Top ATechnician fans, it’s back and it’s all there to play for... 1,000 techs took part in last year’s competition, with Shaun Miller emerging as the winner. It could be anyone who lifts the trophy in June 2019, that’s the beauty of it. As well as the trophy, winners get a major prize bundle from the sponsors and from Aftermarket magazine. The overall prize fund added up to £14,000 in 2018. You wouldn’t say no to that would you? Getting there is as simple as can be. All you need to do is enter the first round, which is open from 1 October, and answer the questions. It only takes a few minutes. Who knows, you might go all the way this year. Anything is possible, that is the beauty of Top Technician. 2018 winner Shaun Miller was just another entrant at the start of the competition last year – and now he is champion: “When I first started I saw the competition in Aftermarket magazine and I thought ‘I could never win that,' and now I have. It is a lifetime achievement for me.“ 2017 winner Karl Weaver had a similar experience: “It was the fourth time I had taken part in Top Technician. I only ever did the first test online because I was intrigued about what it would be like. It fast became addictive. Every year I went forward a stage. There are so many people out

Top Technician 2019 timetable

First round (online): 1 October – 4 January 2019 Second round (online): 18 January – 15 February Third round (online): 1 March – 22 March Semi-final (practical): Thursday 25 April Final (practical): Saturday 22 June

(Note: Dates may be subject to change) @TOPTECH_UK

26 AFTERMARKET OCTOBER 2018 www.toptechnicianonline.co.uk there who are far cleverer than I am and it just goes to additional content too, so there are a lot of reasons to sign show what you can achieve.“ up! Following the initial quiz there are two more online If you are To coin a phrase, it could be you! All tests, where the questions become interested in you need to do is enter. If you make it more challenging. At this point, the top sponsorship from round one to the finals you could entrants are invited to a live semi final. opportunities find yourself at an industry spectacular Top Technician is back From their number comes a core group please in the summer of 2019, surrounded by and it’s all there to who compete in the final. From this contact Claire some of the best people in the play for! group the winner will emerge and Hodder to business. Guess what, if you make it ” ultimately lift the Top Technician trophy. discuss on there, you are one of the best too. Go Good luck to everyone taking part in 01732 on, you know you want to give it a try. 2019. 370 349 Through Top Technician you have a chance to test your skills and knowledge and have a shot Coming up – Top Garage at the title and the booty that comes with it. It’s free to If you are a business looking to take part in Top Garage, enter, so why are you waiting? you need to keep your eye out in the next issue as we will Don’t be daunted – In the first stage of Top Technician, be laying out the groundwork for Top Garage 2019. you just undertake a simple online quiz that, as we said, In November’s Aftermarket we will explain what you takes a few minutes to complete. It is multiple choice, and need to do, and all the changes that are taking place for some of the questions involve looking at a photo. It’s not 2019. In 2018 it was new, and in 2019 it is expanding. difficult at all! Don’t think about the score at this point– it’s There is a lot to look forward to. Come back next month for for fun and everyone taking it starts from the same point. more! Later rounds follow a similar format, leading up to practical sessions in the semi final and final next spring. If Further information you make it through all the rounds, you will be more than Make sure you keep an eye on www.aftermarketonline.net ready for that. and Aftermarket magazine, as well as Aftermarket’s fortnightly newsletter for updates. How to enter Top Technician 2019 and Top Garage 2019 come to you Many of you will be familiar with the process, but of course in association with ABC Awards, Auto iQ, the Garage you will need to know how to enter. Equipment Association (GEA), the Independent As we said, Top Technician 2019 begins on 1 October. To Automotive Aftermarket Federation (IAAF) enter simply go to www.toptechnicianonline.co.uk and click and the Independent Garage on the “enter here” tab. Then follow the instructions to sign Association (IGA). up. We then give you a code to login. There will also be technical articles on the Top Technician website, along with other

In association with:

OCTOBER 2018 AFTERMARKET 27 BUSINESS

MILLER ON A MISSION: JUST SAY NO! Top Technician 2018 winner Shaun Miller is one of the brains behind a growing online campaigning to change attitudes on the fitment of customer supplied parts

op Technician 2018 champion Shaun Miller is on a roll. Apart from being crowned as the best tech theT country, he has diagnostic investigation as a passion as well as a profession. If that’s not enough he is also a new father with plans for the future of the family business, Millers Garage. Sounds like a busy life eh? Well that’s not the half of it, as Shaun is also one of the brains behind a growing campaign to change attitudes to the fitment of customer supplied parts. Together with Steven Paterson from Krypton Garage and MOT Centre, Shaun has set up 'Say NO to customer supplied parts (UK),’ a Facebook group dedicated to spreading the message of, as you might expect, educating customers not to fit customer supplied parts. A year after setting up, the group has almost 2,000 members, with participation on the rise.

Steady increase Shaun explained the thinking behind it: "It came about as I noticed a steady increase in people asking us to fit Above: a solid explanation of why they were to the supplier in cases where their own supplied parts. I didn't want Shaun Miller, refusing would come in handy: ”When something has failed and caused a to do it, as at the end of the day, the campaign we started to say no, people wanted lawsuit, the manufacturer of the part parts profit is part of our business, champion to know why.” can officially be questioned about Also, the parts they where supplying So talking to Steven, Shaun the issue.” where normally incorrect or cheap discovered one of Steven’s friends lost budget parts which we won’t fit a lot of money when a part they Education anyway.” fitted supplied by a customer went Shaun felt this was something people Shaun had some experience of the wrong, “Public liability insurance is should be talking about more, and the problems fitting customer supplied- actually a massive issue with this. If social media realm beckoned: “Not parts brought, as like many you fitted the part, you are a long after I started to look into it, I businesses, there was a time when professional, that means you are was speaking to Steven Paterson Millers Garage would do it too: “We saying that the part is fit for purpose. about it – he is probably the best used to fit parts provided by Most public liability insurance will diagnostic guru in the country – he customers, everybody did.“ only pay out if there is a paper trail said he'd also had enough of it. That When the business made a stand where the company has supplied the is when we set-up the Facebook against the practice, Shaun found that part. This way, if they can trace it back group, along with admin help from

28 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net Dave Hill another very well respected getting value for it as they have cover. Twitter, Instagram and YouTube as technician. Within a few days we had It is that perceived value and that is some point in the future. Watch this 700 members up and down the what really made us start pushing it. space.” As for right now, Shaun is country. It is trying to educate the We have 2,000 members now.” looking to the readers of Aftermarket industry to stop fitting customer to join the campaign: “We all have a supplied parts.” Watch this space responsibility to protect our profit and He obviously hit a nerve. Not that we want to let the cat out of the future of our industry so now is Shaun wants to spread the the bag, but Shaun was keeping quiet Below: your turn to help stop this cancer in message that, while a business may about his involvement in the group: “I Say NO campaign our industry.” If you want to join the believe it is helping a customer by go to training courses now and people Facebook page group go to: http://bit.ly/saynouk fitting a part they brought in, long- say, 'have you heard of that group?' term it is bad for the customer and They start talking about it, but I the sector as a whole: “One you are don’t say anything. It is interesting damaging the industry, as it is a rapid to hear people mention it. It’s race to the bottom, with everything quite cool.“ cheaper and cheaper. Two – If On plans for the future of the something goes wrong you are going group, Shaun said: “We want to to be in massive trouble for it. Is it spread the word countrywide and worth it?” completely end this fast growing It also raises the question of who is trend created by the internet. If your customer: “Mostly those garages keep allowing this it will customers who bring their own parts become the norm and we will lose are not the customers for us, although control of our industry. We will I have managed to convert one or keep pushing the group and trying two – the ones who say "can you fit to get as much publicity in the it?” I explain why not. industry as possible.” “I ask how much they paid for that The campaign may extend to clutch and I tell them I can get it for other platforms as well: “We may look maybe £20 more, but they are to expand to other networks such as

www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 29                   

On Monday the 24th of September, Mark Ost: “We continue to listen to • Over 90 new models and engines Snap-on introduced the latest Software our customers about the challenges added Upgrade for its diagnostic family of they are seeing in their workshops and • More special functions for Ford, Mazda, products. The new release brings a build our software updates around this Dacia, Peugeot and Citroen range of innovative and exclusive feedback, this means they can repair • New VW Crafter added with extensive enhancements to your diagnostic tool in their customers’ vehicles and offer a great coverage including substantial ADAS order to improve your working life in the service.” content workshop every day. Snap-on spends time with workshops • Updated Component Test Meter Mark Ost, General Manager of Snap-on and technicians to understand what coverage and case studies Diagnostics: “All of our software upgrades they are working on – that’s why we • Access to SureTrack™ expert are built to try and ensure that a workshop make sure each new software upgrade is information on applicable platforms and technician’s life is made easier, they significant in coverage. Snap-on offers a • Data from all previous software releases can work productively and carry out subscription program which makes sure • Intelligent Diagnostics with added new first time fixes on the vehicles that are that the diagnostic platform is always on features (available on ZEUS) coming into their garages, this makes the the latest version of the software and also workshop more efficient and profitable.” gives the best value for money. So, whether you need driveability, The new Snap-on cloud, ALTUS™ undercar, transmission, diesel, is a great example of how “It’s time to maximise your body control or just about any Snap-on is trying to make the repair you can think of, our latest workshop and technician’s life profit and increase your software release offers advanced easier. ALTUS allows the pre- technology to help you diagnose and post-scan reports to be sent productivity!”productivity! problems and find solutions. automatically to the cloud. You can easily print or send reports to Mark Ost: “Upgrade with the your customers (as text message latest and greatest diagnostic or e-mail) via ALTUSDRIVE.com. software available from ALTUS™ can be used to fulfil Snap-on to enhance your mandates by manufacturers and business today.” insurance companies for pre- and post-collision work as well.* ADAS is the current buzzword    within our industry. Advanced driver assistance systems are To learn more about used to provide an intelligent driving We always try to encourage our customers experience for the driver. These include to work smarter rather than harder that’s the new release, electronic components installed in why our passion is to provide the most and how you can vehicles that facilitate safe driving. In comprehensive data coverage available save money on many cases, you cannot replace and anywhere, such as: calibrate these systems without a your updates with the Software diagnostic tool. In the latest software • Extended ADAS coverage: BMW®; Kia®; Subscription program, visit: upgrade we have extended this feature Lexus®; Mazda®; Opel®/ Vauxhall®; diagnostics.snapon.co.uk/software for 17 different BMW models; extensive Toyota®; Volkswagen® coverage for the VW Crafter (which is a • 2017 model year update: Alfa®/ or talk to a Snap-on franchisee. new vehicle included in the update); plus Fiat®/Lancia®; BMW®/Mini®; Dacia®; the electronic parking brake and lane Honda®; Hyundai®; Kia®; Land departure warning for several Mazda Rover®; Mitsubishi®; Nissan®; Opel®/ models.** Vauxhall®; Renault®; Smart®; Volvo®

*Available on MODIS™ Edge, and SOLUS™ Edge. **Other equipment maybe required. AUTOMECHANIKA FRANKFURT TAKE A BIG BITE AUTOMECHANIKA FRANKFURT 2019 It was back, bigger and better than ever last month: Here is all the latest from Automechanika Frankfurt

utomechanika Frankfurt functionalities on GarageZone are set unique in the aftermarket. In addition, 2018 was another to go live in the first part of 2019. since this year MEYLE is the main blockbuster show. There sponsor of the popular German drift was a record number of MEYLE series DRIFT UNITED, the stand exhibitors,A more visitors than in MEYLE has been celebrating the 60th featured a drift vehicle for which 2016 and a new record for the anniversary of its parent company in MEYLE engineers, in cooperation with amount of exhibition space used. 2018. This was a big feature on its DRIFT UNITED, have developed a The show attracted 136,000 420 square metre stand. The prototype for front axle kinematics in visitors from 181 countries, with company also used the show as an drift sports. more than 5,000 companies opportunity to share insights into its presenting innovations and new approach as well as present Delphi products across 315,000 square innovations in the the MEYLE-HD, Delphi Technologies used the show metres at the showground in MEYLE-PD and MEYLE-ORIGINAL for a number of unveilings and Frankfurt. product lines. On the chassis and announcements. Visitors to the It seems appropriate that the 25th steering control side, this included the company's stand were be the first to Automechanika Frankfurt to be held MEYLE-HD aluminum control arm with see its newly designed aftermarket since 1971 was a huge success, and Below: replaceable support joint and packaging. the whole Aftermarket team was HELLA stand fastening material, which is currently Featuring its new logo in a there, trying to see as much as possible. Let's get stuck in.

Gates Day one started on the Gates stand, where visitors had the chance to see the e-Cool range of electrically driven water pumps. With one in four cars on European roads now equipped with turbochargers, electrically-driven water pumps are increasingly used for cooling: "We have increased the specifications of certain water pump components to improve their reliability and reduce call backs,” said Gates Product Manager for EMEA, Jacob Tucker. “The initial range of 23 part numbers meets or exceeds industry performance and provides distributors with immediate access to the part numbers currently in greatest demand." The company also provided a guided tour of their stand, with four aisles providing an insight into the company. One of these offered an introduction to GarageZone, an online resource for garages. This expands the TechZone offering, providing increased technical support, along with wider training opportunities, webinars and e-learning modules. Major

www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 31 AUTOMECHANIKA FRANKFURT

wallpaper print, as well as a retail box compliant collection and safe storage market,” said Hans-Joachim Schwabe, based on the current design, the and handling of their waste batteries. CEO Specialty Lighting at OSRAM. upgraded packaging is part of an Via its lead smelting operations, the “Once again this year we are raising extensive rebranding exercise which Ecobat group is the only global the bar in vehicle lighting with various will see the company transition from company offering a closed recycling new products and upgrades.” Among its red oval logo to a single, common loop for lead acid batteries. the highlights were LED replacement identity for both OE and aftermarket In the UK, G&P Batteries has been bulbs for high beam, low beam and businesses. offering a One Call Collection service fog lights, a new product line in LED “We’re delighted with the for waste batteries for nearly 40 work lights and additional headlights, outcome,” said Neil Fryer, Vice years. “It is this business model we updates for the Night Breaker President, Global Marketing, Product are seeking to replicate across Europe performance bulbs. One of OSRAM's and Strategy, Delphi Technologies with the creation of our new offerings, its complete LED retrofit Aftermarket. “The new packaging is pan-European brand,” explained UK headlights for the VW Golf VII, clean, fresh and modern, and reflects Managing Director Greg Clementson. received one of the coveted both our new brand identity and Innovation Awards. An independent product quality." The packaging launch Brembo jury of experts chose the headlights is one pillar of a fully integrated brand Using the ‘X’ factor only from among 120 applicants as the conversion programme which includes Automechanika Frankfurt can provide, winner in the Electronics & Systems a new brand campaign, digital Brembo used the show to officially category. activity, marketing material, signage launches its new XTRA brake pads, and packaging inserts. Meanwhile the company also launched an ultra-high pressure Common Rail test machine, The Sabre CRi Expert, which is the latest addition to the Hartridge product line. Over on the petrol side, the company launched a new service solution for gasoline direct injection (GDi) technology, consisting of pumps and injectors fitted as original equipment to more than 2.1 million popular French vehicles. More will be added in 2019. Delphi Technologies also announced an enhancement to its aftermarket steering portfolio with an extended repair solution, offering technicians all the accessories needed to install the part, in the same box as the replacement component.

ECOBAT In addition to showcasing Lucas at the show, Automechanika provided an opportunity for ECOBAT Battery Technologies (EBT), to present its two other core brands, VMF and Numax as well as some of its others, including VMF, Numax, Odyssey, Optima, US developed to maximize the Sigmavision Battery and Trojan. Above: advantages of Brembo's Aftermarket New from Sigmavision at In an age where environmental LIQUI MOLY stand range of drilled and slotted discs. The Automechanika was the global launch displaying a concerns are absolutely central, the new range leads on from Brembo's of the new TreadManager.net Tyre plethora of company was also promoting ECOBAT products XTRA drilled discs, which were Sales Management Service. Logistics, the first pan-European waste launched two years ago. The new Developed for the tyre aftermarket, battery collection service. Brembo XTRA brake pads will be on the service has been designed for German based BLS and UK based sale from the end of 2018 and will be workshops wanting to increase tyre G&P Batteries have been working completed with over 100 part sales revenue and boost turnover collaboratively for some time to numbers by the first half of 2019. from tyre-related services, such as create the new, pan-European service wheel alignment. Stand visitors were that enables the collection of any OSRAM given a demonstration of the new battery from anywhere in Europe. OSRAM showcased its automotive service, and presented with This service will be delivered under highlights at Automechanika Frankfurt TreadManager reports, which identify the One Call Collection brand, which under the slogan ‘Driving ahead’. vehicles needing replacement tyres, will direct customers to the most “Our aim is to continue developing or showing uneven tyre wear. They appropriate point of contact for the our offering to match the needs of the also experienced live demonstrations

32 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net of both the TreadReader Drive Over serving more than 6,000 customers in introducing a new “OEM” logo to Ramp and Hand Held scanner. Europe,” said Kevin F. Culmo, highlight the company’s long running Managing Director ALLDATA Europe relationships supplying vehicle HELLA GmbH and Group Vice President, manufacturers worldwide. This new Clearly influenced by the phrase 'go ALLDATA LLC. “We have key partners strapline and logo will feature heavily big or go home,' HELLA took the throughout Europe including our core in all of TRICO’s upcoming former option, and moved from its markets, Germany and the United advertisements and marketing traditional base in Hall 3 to a new Kingdom, and ALLDATA has attracted campaigns. TRICO Senior Product and home in Hall 9. The company's 1,600 attention of other leading players Brand Manager, Sam Robinson said: square metre stand was something to including those in the body repair “This new strapline and logo will help behold, and was so large it was space, which is largely underserved support our customers’ own sales as difficult for Aftermarket to get far with OEM information across Europe. well as, promoting the benefits of enough back to take a photo that We have a unique opportunity now to fitting TRICO wiper blades to the trade could do it justice. It's lucky they had capture customer and market and to consumers, and instantly taken up such a large chunk of the feedback as we make investments in promoting to them the premium hall as HELLA presented its its the product to meet market performance that TRICO products combined expertise for the first time, demands.” deliver." with HELLA, Hella Gutmann Solutions and Behr Hella Service together in a LIQUI MOLY ELTA Automotive single space, albeit a very big space. Staying in Hall 9, LIQUI MOLY were ELTA Automotive was continuing to The company used the space to attracting visitors keen to see the promote its PRO brands, which were present its vision of strategic JetClean Tronic II up close, as well as launched earlier this year. The alignment for its aftermarket the GearTronic II.Garages can use company also revealed a business. The company is aligning its JetClean Tronic II to clean the engine management buy out that was aftermarket activities along its own and fuel system. Meanwhile, the formally announced during the show. OE competencies, especially in the GearTronic II enables them to easily This latest development, which was areas of lighting and electronics, change oil in automatic gearboxes. formally agreed on 11 September, while closely linking them to the After seeing the machines, visitors saw ELTA Managing Director Ian company's workshop equipment were able to take in the impressive Hallam become the company’s expertise. sight of the entire 4,000-product LIQUI co-owner, alongside long-term "For HELLA, the aftermarket MOLY range in once place, so the European partner Luxline spol. s r.o – business constitutes an important stand needed to be big. lead by Vladimír Palacka. complement to its core automotive business," says Dr. Werner Benade, TRICO Federal-Mogul Motorparts Managing Director of the Aftermarket Speeding back to Hall 3, TRICO was Federal-Mogul Motorparts made and Special Applications segments at showcasing its new slogan ‘Excellence several announcements at HELLA. "We will therefore In Every Blade’ at the fair ,as well as Automechanika 2018. The event also consequently develop this area further while tapping into new growth potentials."

Alldata Growth of another kind was the focus in another part of Hall 9. VIN search, vehicle search, and vehicle selector features that help workshops more easily find information were among the new features being launched by ALLDATA at the show. The new enhancements are being introduced as the company continues to publish new content in ALLDATA Repair. Since Automechanika 2016, ALLDATA has added over 400 models and 13 million articles including 2019 models, and currently has more than 850 models and 37 million articles. ALLDATA is working on further application enhancements including the ability to store recent vehicles and synonym search. The company is also speaking with several manufacturers and expects to add additional brands over the next year. “We are at a pivotal point of growth www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 33 AUTOMECHANIKA FRANKFURT

marked the launch of Garage Gurus, a technical training and support platform. Garage Gurus a no-cost platform that aims to provide support tools for technicians, workshop owners and distributors. The service provides technical support and training through a variety of resources: onsite, online and on- demand. The programme was also nominated for the Innovation Award in the Repair & Diagnostics category. “Garage Gurus intends to arm technicians with the latest equipment and information so they can keep pace with emerging vehicle technologies,” explained Marijn Staal, Trade and Technical Services Manager, Federal-Mogul Motorparts EMEA. “We believe that trained and informed technicians are the heart of the rapidly evolving vehicle repair industry. Even the most experienced technicians know that you never stop learning, so we want to be the go-to resource for technical information and support they can count on.” Federal-Mogul’s various brands also had some innovations to share. Champion continued its current expansion by launching a battery range, due later in 2018. Meanwhile Above: Dayco its towering stand to launch an Ferodo took the opportunity to All the action on Dayco, from its huge and gleaming extensive selection of engine speed introduce its composite rotor range. the Dayco stand stand in Hall 3 used Automechanika and position sensors under its NTK The Jurid booth featured new pads for Frankfurt to present its new corporate Vehicle Electronics brand. The new a new Alfa Romeo model, alongside branding. The new branding is NTK engine speed and position range other pad samples. The brand also consistent across both the company’s includes 567 part numbers covering launched its new lightweight OE and aftermarket products. 88% of the car parc, equivalent to composite discs. In addition, BERU The new branding was emblazoned 270 million cars in Europe. This makes highlighted its new Iridium spark across the stand and is also featured NTK Vehicle Electronics the first plugs alongside useful tools and on the new packaging for its many premium brand to provide a sensors, all of which are promoted by products, whether individual long-lifespan replacement engine an updated website. components or kits, including its speed and position sensor for almost water pump and heavy duty ranges. every vehicle application. Not all Borg Automotive Commenting on the introduction, references in the range be available in Borg Automotive used the show to Global Marketing and Communications every territory. Details on references launch a global crowd-driven initiative Manager Franca Pierobon said: “Our that will be available in the UK will be to promote the circular economy. The solutions, which are manufactured for announced at a later date. new platform is called ‘Borg both our OE and aftermarket NGK also announced that David Loy, Mechatronics Forum’ with the more production, are supplied globally, so Marketing Director Aftermarket EMEA, explanatory subtitle ‘Mechatronics Re- naturally must portray the same clear has been promoted to the position of Engineering and Industrial Know-How.’ and concise message in all markets, Vice President Aftermarket EMEA. “We are launching a whole new demonstrating the consistency that digital platform that will be open to we maintain throughout our product TecAlliance the entire industry and which aims to portfolio, through our branding, Day two of Aftermarket's stay began bring remanufacturing into the digital packaging, marketing and support with TecAlliance, who were launching age,” explained Borg Automotive CEO material. The final result reflects this a whole host of new developments. Kim Kruse Andersen. “We have message and we believe it will One of the most notable was the designed the digital tools to contribute to generate even wider prototype of the first digital voice encourage as much knowledge awareness of the Dayco brand.” assistant for vehicle workshops, sharing as possible. The platform will developed as part of a joint be freely available both to those NGK innovation initiative with Continental. offering and those seeking a solution, The first day of Aftermarket's stay at The systems provides repair and and we hope the forum gets a giant Automechanika Frankfurt ended on a maintenance information (RMI) by kick-off with lots of traffic and users.” high as NGK Spark Plug Europe used voice command. The voice assistance

34 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net NSK – NOTHING BEATS OE QUALITY SINCE 100 YEARS IN ORIGINAL EQUIPMENT – NOW ALSO IN YOUR WORKSHOP

Find out more how NSK – a leading global manufacturer of automotive components and steering systems – combines 100 years of success and a total quality approach also for your business. [email protected] AUTOMECHANIKA FRANKFURT

system supports mechanics during the generation of cabin air filters. independent we have been taking initial vehicle inspection, and the Cabin3Tech+ has three layers for steps to make the brand an companies are presenting the proof of optimal protection, hence the name. international proposition. Our brand is concept at Automechanika. "The The range will be available for the now on a whole new trajectory." digital voice assistant is a good aftermarket under the Purflux, FRAM example of how we work together and Tecnocar brands, with 56 Valeo with customers to develop innovative references which will cover 150 From its prestige stand, Valeo solutions to meet the challenges of million cars around Europe. unveiled its latest innovations for the the digital automotive aftermarket. aftermarket. At this year’s show, Valeo These innovation initiatives have the UFI Filters debuted its most comprehensive potential to flow into new business Staying with filters, UFI Filters used range yet of transmission system models,” explained Jürgen Buchert, the show as an opportunity to launch repair technologies. Managing Director of TecAlliance. its Multitube. This patented system The line-up showcases the Group’s stands out for its tubular structure, clutch expertise, particularly in DMF BM Catalysts which replaces the traditional panel technology, and the contributions BM Catalysts were in Frankfurt with a filter, ensuring increased filtration made possible by Valeo’s acquisition mission to show off its new range of performance and greater engine in October 2017 of FTE Automotive. Euro 6 catalytic converters. Also power in a reduced space. UFI’s Valeo also unveiled two new systems demonstrated by the firm at the show MULTITUBE innovation was nominated to improve driver visibility and safety: were the additions made to its 2018 Below: in the Parts and Components category Valeo AquaBladeTM, part of the Valeo online summer catalogue. Promotional of the Automechanika Innovation Silencio wiper range, and Valeo BM Catalysts’ Commercial Director novelties came Award 2018. MatrixBeam headlights. Mark Blinston said: “At BM Catalysts from all Luca Betti, Business Unit we have always maintained a sharp countries and Aftermarket Director of the UFI Filters SMPE across the galaxy focus for producing high-quality Group said: “UFI MULTITUBE represents The big news for SMPE at aftermarket products, and we a milestone in the world of filtration Automechanika Birmingham was that welcomed the opportunity to reiterate technology. This is a cutting-edge it has become the the official UK and this commitment once again at innovation that will offer the Ireland licensee for the Lucas brand of the world’s leading automotive aftermarket the uniqueness of a engine management. The deal came trade show.” patented product, the quality and as a result of Lucas licenses being exclusive performance reviewed as a result of the ELTA NSK of a system that Automotive MBO. From its inviting stand, NSK were showing off their wide offering. MAHLE Aftermarket Among their new products was MAHLE Aftermarket used the show a tilt and telescopic steering to launch its new packaging. The column that offers improved new design will start appearing in collision safety thanks to a 2019, and will gradually new design of breakaway only UFI Filters can encompass the whole range. The structure that improves supply." roll-out of the new design is set reliability in an impact to be completed by the end of situation. In addition, the new next year. unit is lighter for enhanced Comline/Motaquip The new packaging is fuel economy and offers Comline Auto Parts was in designed to make life easier for higher vibrational rigidity to the same spot it occupied workshops with the product improve driver comfort. in 2016 in Hall 5.1 but in name will be placed more 2018 increased its prominently on the packaging. All NTN-SNR footprint from 39 square other information is reduced to At Automechanika 2018, NTN-SNR metres to 78 square metres. essentials. unveiled its new ceramic ball wheel Comline Marketing and The new design also encompasses bearing, which was specially Communications Manager a degree of rebranding, as Olaf developed for Jaguar-Land-Rover for Leigh Davies commented: "As Henning, member of the MAHLE its limited edition Jaguar XE SV a presentation as a group, it Executive Committee and Head of the Project 8. This ceramic bearing was in is beyond anything we have Aftermarket Business Unit, explained: the top five Automechanika ever done here." “In addition to the new design, there Innovation Awards out of 120 entries As well as being larger for is an important change to our brand in competition. It also presented its its own sake, the stand also portfolio: MAHLE Original simply automatic tensioner roller with enabled Motaquip to becomes MAHLE.” variable damping mechanism. showcase its overseas offering for the first time. ZF Sogefi Group Motaquip General Last but not least, Aftermarket's last The Sogefi Group was at Manager, Peter Cox appointment at Automechanika Automechanika Frankfurt to show off observed: “From the Frankfurt was with ZF. With their huge its latest innovations. Chief among moment that Motaquip stand occupying a rather large corner these was Cabin3Tech+, a new became of Hall 3, they were not hard to find.

36 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net worldwide. ZF Smart Service also allows techs to carry out diagnostics, as well as basic maintenance such as oil changes, replacing brakes or resetting breather pipes and steering angle sensors. Helmut Ernst, Head of the Aftermarket Division explained, "We know that in the past, many independent workshops have shied away from investing in expensive stationary diagnostic units. With ZF Smart Service, we have developed a particularly efficient workshop tool, a digital screwdriver, if you like, that no With everything from virtual driving to At Frankfurt, the company Above: Walker tool box should be without. The zero-emissions public transport to presented ZF Smart Service, its 'digital Products resonance on the GB test market take in, there was a lot to see. Of screwdriver' for independent shows that workshops agree.“ particular interest was the digital workshops, as well as its fleet offering for garages. management tool ZF Car Connect. ZF Summing up ZF Aftermarket is developing a Smart Service offers independent All in all it was a fantastic show, that digital ecosystem that will not only workshops an app that allows no single article can truly cover. If you allow garages to digitalise their own technicians to carry out reliable want to go to Automechanika as soon processes, but also to offer digital diagnoses and basic maintenance as possible, you do not have to wait services of their own. ZF's open using mobile devices. Having for too long, as Automechanika connectivity platform Openmatics undergone a successful, large scale Birmingham 2019 will be upon us offers workshops various solutions to pilot across the UK, the next step will next June. We can't wait! intelligently interconnect vehicles and be to introduce the product to other carry out data-based diagnoses. European markets, and thereafter www.aftermarketonline.net

www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 37 EXHAUST SYSTEM AND DPF NO NEED TO ‘EXHAUST’ YOUR OPTIONS Until we have an all-EV car parc, exhaust systems will continue to be something you need to work with, so why not make the most of the exhaust opportunity?

xhaust systems are like opinions – everybody in the UK and Europe and can mean increased levels of has one, unless you are talking about electric emissions, resulting in MOT failure.” vehicles, but that’s another story. This means, Despite concerns, the prevalence of diesel vehicles on until the internal combustion engine the roads means that being able to deal with diesel disappearsE completely, you will need to deal particulate filters (DPFs). Doug observes: “Faulty DPFs can with exhausts. fill with soot more quickly due to a decreased internal With exhaust system components, like with the rest of monolith size, resulting in frequent blockages and trips to the vehicle, sourcing the best parts is always the best the garage. If a part doesn’t fit properly, technicians may option. Doug Bentley, Head of R&D at Klarius Products Ltd have to adapt the component or the undertray of the comments: “Klarius has long signalled that motorists are at vehicle. risk from some low-quality emissions parts available in the “Klarius type-approves every applicable component in market. Fitting non Type-Approved parts which do not conjunction with the VCA and TÜV. Noise, conformity of fit, reach EU legislative standards means the OEM efficiency emissions and levels of backpressure are all independently and performance of a vehicle can be adversely affected, assessed to achieve this certification. To further ensure a and consequently, the overall value of the car.” premium product, Klarius fit tests every component on real-world vehicles, allowing the business to provide a fit- Pressure first-time guarantee on all parts. In addition, parts are It’s a serious business: “The risks of choosing a component designed to suit specific makes, models and production that isn’t Type-Approved are many,” warns Doug “For years – boosting suitability for application. Finally, further example, an improperly designed exhaust can cause an reassurance is provided with the two year standard increase or decrease in back pressure, both of which Below: warranty available with Klarius products.” increase stress on the engine and diminish fuel efficiency. Exhausts from Doug adds: “Quality parts equal a quality vehicle, and Selecting a non Type-Approved catalytic converter is illegal Klarius everyone who is informed in the market knows it.”

38 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net My Choice? The Original!

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Clean living Despite concern over diesel as discussed earlier, the DPF market continues to be a vibrant area for garages, one in which you can still clean up, with the right backing. Trusted Performance “The market for replacement DPFs and DPF cleaning Walker’s Oxygen Sensor continues to grow as this emissions control technology becomes more commonplace in the ageing diesel vehicle parc for both cars and light vans,“ says David Eszenyi, Commercial Director at Ivor Searle. Platinum Electrodee “By virtue of their design, it is inevitable that Dual OEM Shield contamination will build up in the exhaust particulate filters of these vehicles over time, as does the likelihood of Plasma Sprayed them becoming blocked beyond the point of regeneration. Protective Coating “This leaves workshops and their customers with Stable at 1000°C basicilly three options; Purchasing a costly brand new OEM unit, a cheaper generic aftermarket replacement with the Rolled Threads risk of potential fitment problems, or by far the most cost- effective option, professional cleaning of the original Stainless Steel Hex Nut DPF with the reassurance that the component can be Ceramic Element easily reinstalled.” Against this backdrop, Ivor Searle has just entered the professional DPF cleaning market: Crimped Weather Seal “We’re applying over 70 years of remanufacturing expertise to our new fast-turnaround DPF cleaning PTFE Filter service,“ observes David. “Costing just £225 + VAT, the new direct to workshop service includes collection and delivery, as well as the reassurance of a 12-month unlimited mileage warranty. “Utilising Flash Cleaning technology, our water-based cleaning process removes all contamination, including Best Coverage PM10 particles, cerium oxide deposits and oil residues ‡$OO 0DNHV ‡ $OO 0RGHOV from the DPF. It is also worth noting that unlike chemical- based DPF cleaning processes, which only remove soot, Flash Cleaning eliminates both soot and ash deposits. This 2ULJLQDO(TXLSPHQW 6W\OH returns a DPF back to OE levels of performance at a fraction of the cost of buying a new unit.“ If you do require replacement components though, you Higher ROI will be well servced. Earlier this year, BM Catalysts’ 2018 online summer catalogue has was published, and included imagery of its fitting kit range. The enhancement means $$)5DWLR 6HQVRUV that for the first time, customers could see the 2,500 options available to them from the manufacturer of catalytic converters, DPFs and front pipes, rather than 2('LUHFW )LW &RQQHFWRUV having to rely solely on part references. Commercial Director, Mark Blinston comments: “BM ([WUD+LJK 7HPSHUDWXUH Catalysts provides up to three levels of fitting kit for each of its CAT and DPF references, and is the only manufacturer 6OHHYLQJ to tailor make them to the requirements of individual customers. They are a recommended add-on to accompany all parts as they guarantee longer life and proper fitment, which in turn reduces the potential for warranty returns. “Meeting the requirements of customers who want everything from a basic fitting kit to replace gaskets, to a complete set of new complementary components including rubber mountings and specialist bolts puts BM Catalysts ahead of its competitors in the service stakes. It

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40 AFTERMARKET OCTOBER 2018 may seem like a small improvement, but including fitting SAPS kit images in that catalogue will make ordering the right Oliver continues: “This is why cars with diesel particulate part much easier. It’s another step we’re making to try to filters need so-called low SAPS motor oils. SAPS stands for ensure people get the right part every time, and coupled sulphated ash, phosphorus and sulphur. These are precisely with our commitment to quick distribution and attractive the substances that produce large quantities of ash and pricing, its these things that keep our existing customers Below: Fitting should be avoided for this reason. At www.liqui-moly.com loyal, and new ones coming to us all the time.” NTK Lambda LIQUI MOLY offers a free oil guide so you can be sure sensor which oil is the right one for any particular vehicle. For Key role It’s not just having the right kit. DPFs require special motor oil. "Putting the wrong oil in a vehicle with a diesel particulate filter is almost as bad as putting petrol in the tank instead of diesel," says Oliver Kuhn, Deputy Laboratory Director with oil specialist LIQUI MOLY.” If a garage makes a slip-up here, the results can be very costly. “Diesel particulate filters are sensitive parts. They filter soot out of the exhaust gases and burn it in the regeneration cycle. This ensures the filter stays clear. However, some ash can be produced in the process which cannot be burned. At some point, enough ash will have accumulated to block most of the pores. If this happens, you can get the DPF cleaned or pay for an expensive filter replacement. “So whether or not a diesel particular filter has actually completed its intended service life will largely depend on how much ash is produced. The motor oil has a key role to play here. Conventional motor oils contain substances that form relatively large amounts of ash when the oil is combusted in the engine.”

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models with DPF, the guide automatically lists low SAPS oil only. "Our range includes just the right oil for every car with a DPF," says Oliver. "These oils are especially progressive. Conventional motor oils need large amounts of ash-producing substances in order to reach the required level of performance. He adds: “Low SAPS oils use different technologies that make do with much smaller amounts of ash-producing substances – and they are even able to achieve a higher level of performance.”

Lambda sensor It’s not just about DPFs though. The exhaust system relies on a host of interconnected components. One of the most important is the Lambda sensor. Logan Morris, Product Manager at Walker Products comments: “Lambda sensor technology has evolved dramatically over the last four decades. It remains one of the most important sensors in your vehicle, monitoring the closed-loop operation that reduces exhaust emissions and increases fuel efficiency. The Lambda sensor continues to challenge service technicians with its operation, failure modes, diagnosis and replacement.” It has a big effect: “An estimated 90% of all emission inspection failures are the result of faulty Lambda sensors,” For some it is only chemistry. points out Logan.” Part of the reason for those failures is For us, it is our lifeblood – made in Germany. that not all Lambda sensors are created equal – and it’s getting harder and harder to tell them apart. It has never been more important for technicians to know that the LIQUI MOLY GmbH Phone: +49 731 1420-0 Lambda sensors they install are from a manufacturer Jerg-Wieland-Straße 4 Fax: +49 731 1420-75 89081 Ulm | GERMANY E-Mail: [email protected] whose entire program is structured around OEM information and consists of OEM quality product. Technical Support: +49 731 1420-871 It’s come a long way: “The technology in Lambda www.liqui-moly.com sensors has grown from one-wire unheated sensors in the

42 AFTERMARKET OCTOBER 2018 EYEBROW

Bespoke NGK Spark Plugs (UK) Ltd is probably best known for its original equipment (OE) spark plugs and glow plugs, but it is also the world’s largest manufacturer of Lambda sensors and supplies a range to the aftermarket under the NTK brand name. The company says distributors should encourage garages to always go with a bespoke original equipment (OE) quality Lambda sensor and steer well clear of ‘universal’ sensors. NGK Spark Plugs (UK) Ltd Marketing Manager Mark Hallam,explains: “A ‘universal’ Lambda sensor is designed to cover as many applications as possible by splicing in the connector from the unit being replaced. In theory, this sounds like a good idea. In practice the potential for a mismatch with the vehicle's system or subsequent premature failure is very high.” NGK advises garages to fit a new NTK Lambda sensor whenever they replace a vehicle’s catalytic convertor. Mark observes: “A worn or failed sensor can result in drastically reduced control of the fuelling system which could result in increased fuel consumption, uneven running, generally poor performance or failure of an emission test, so replacement is good news for the customer and the garage. NGK also recommends that the function of the sensor is checked every 20,000 miles or annually. “The emissions check as part of the current MOT test samples the exhaust gases to monitor the efficiency of the engine, exhaust system and engine control systems. The Lambda sensor is a vital part of this system and its function is therefore late 1970s to complex four and five-wire air/fuel ratio influenced by many other components. sensors that are in today’s vehicles. These sensors include “A malfunction of an associated part may directly affect heated, fast light off, ultra-fast light off, titania, zirconia, the performance of a sensor. An oscilloscope and gas thimble, planar and wideband sensors. Staying up to date analyser is a much more accurate way of assessing sensor with these technologies is critical in diagnosing the performance than relying on fault codes alone. Garages Lambda sensor and this technology will only continue to need to look for slow response times, output range and grow in the future as we see emission controls becoming heater function. stricter every year.” “Contaminants from poor quality oils and fuel which Logan adds: “It’s easy to see the benefits of partnering remain in the exhaust gases can become deposited on the with a manufacturer you can trust to provide the highest sensor element affecting its operation. Even coolant from quality Lambda sensors. Walker Products has built its a leaking head gasket can reach the element.“ program based on years of automotive experience, Mark adds: “Our NTK Lambda sensors always match the unsurpassed quality, and a commitment to develop a vehicle manufacturers’ specifications. All are factory tested program that provides a high return on your investment. as part of the VMs’ specification. They have OE connectors Walker Products will continue to be the brand you trust for as standard, so no crimping or soldering is required.” all your Lambda Sensor replacement needs.” www.aftermarketonline.net

DPFʼS & CATʼS AVAILABLE ONLINE DIRECT FROM THE FACTORY • First to market Euro 5 and 6 Type Approved • Over 1700 DPF & Catalyst applications • Expanding Range of Petrol & DPF Catalysts • Largest range in the UK and Europe • OEM equivalents superior to other aftermarket copies. Go to www.directfit.co.uk and use Voucher Code Mag10 to receive 10% on line discount (limited period and applicable to specific product lines) Tel: 01352 872 194 — E Mail : [email protected] — www.directfit.co.uk

www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 43 EXHAUST SYSTEM AND DPF

Walker Products: LIQUI MOLY: Diesel Lambda sensors Particulate Filter Walker Products offers a Protector robust Lambda sensor Short runs are very bad for program for its customers. DPFs. They efficiently filter Utilising 100% OEM base the soot out of the exhaust sensors, connectors and gases, but they never reach wire lengths, the company the temperature required to can provide product to be burn the soot in the filter to a direct fit every time. ash in order to stay clear. Walker has invested decades researching Lambda sensors, and thanks Instead, the soot completely blocks the filter. LIQUI MOLY's Diesel to its dedicated engineering team, the company is able to offer Particulate Filter Protector reduces the temperature required for customers a high quality product. Whether a garage requires a regeneration in the DPF by up to 200 degrees. This enables the universal one-wire sensor or a hi-tech five-wire air/fuel ratio sensor, regeneration cycle to be initiated even after a brief driving period, Walker Products has it covered. ensuring the filter remains clear. www.walkerproducts.com www.liqui-moly.com

NTK MAF and MAP Ivor Searle introduces sensors fast-turnaround DPF NGK Spark Plugs (UK) Ltd has cleaning service released a new catalogue detailing Ivor Searle has introduced a fast- its range of 87 NTK Mass Air Flow turnaround professional DPF (MAF) sensors and 69 Manifold cleaning service for cars and light Absolute Pressure (MAP) sensors. commercial vehicles. Costing just For maximum efficiency in engine £225 + VAT, including collection and operation and to ensure effective delivery, the new direct to workshop service also includes a guaranteed exhaust gas treatment, the engine 12-month no quibble unlimited mileage warranty.Utilising Flash control unit (ECU) needs to precisely Cleaning technology, Ivor Searle‘s, water-based DPF cleaning process regulate the air-fuel ratio. MAF and delivers as new levels of cleanliness by removing all contamination, MAP sensors are essential elements including PM10 particles, cerium oxide deposits and oil residues, from in this process. Both provide the ECU with a signal needed to calculate the DPF. Unlike chemical-based DPF cleaning processes, which only the amount of air aspirated by the engine. remove soot, Flash Cleaning eliminates both soot and ash deposits. www.ngkntk.co.uk www.ivorsearle.co.uk

DPF CLEANING £225 Euro 6 parts elevate BM Catalysts’ range INCLUDING FREE COLLECTION AND DELIVERY BM Catalysts' Euro 6 parts, showcased at Automechanika Frankfurt included nine Euro 6 catalytic converters. Earlier this year, the manufacturer of DPFs, catalytic converters and front pipes added 60 FAST TURNAROUND new parts to its product range, with a car parc coverage of 1,514,041 vehicles throughout the UK and Europe. BM Catalysts also offers a range of fitting kits for its products, from Cats and DPFs to both Front WITH A GUARANTEED and Connecting Pipes. Fitting kits include anything from gaskets and clamps, to washers and springs, nuts and bolts. For many parts, a 12-MONTH NO QUIBBLE WARRANTY choice of either kit A, B or C may be available so technicians can chose CALL 01353 720531 VISIT IVORSEARLE.CO.UK the right kit for their needs. Users will be advised on the part screen if a kit is available for a selected part. BM Catalysts’ Fitting Kits coverage

OR VISIT YOUR LOCAL MOTOR FACTOR price only. Trade VAT. Price excludes boasts an impressive 79% coverage of its Cats, 92% of its DPFs and 54% of its Pipes, while also covering 92% of its Top 500 parts. Fitting kits can be identified by the ‘FK’ prefix followed by the 5-digit code the Ivor Searle Ltd, 2 Regal lane, Soham, Cambridgeshire CB7 5BA Tel. +44 (0)1353 720531 Fax. +44 (0)1353 727661 kit corresponds with (e.g 91263 for BM91263), ending with either ‘A’, Email. [email protected] www.ivorsearle.co.uk ‘B’ or ‘C’ depending on the chosen kit. www.bmcatalysts.co.uk

44 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net BATTERIES AND CHARGERS DON’T STOP/START ME NOW: MAKING THE MOST OF BATTERIES Changing usage and new technology make batteries a valuable opportunity you will not want to miss out on

top/Start technology is developing quickly. Necessity Johnson Controls, the global battery In addition to an understanding of the facts behind the manufacturer behind the VARTA brand technology involved with Stop/Start systems, having estimates that by 2020 every third car that access to high quality batteries and installing them to the entersS a workshop will be equipped with Stop/Start best possible standard, is also a necessity for technicians to technology. “This technology transition is supporting undertake a complete and proficient job. the reduction of fuel consumption,” says Johnson A spokesman for ECOBAT Battery Technologies (EBT) Controls Marketing Manager John Rawlins, “and is observed: “80% of Stop/Start equipped vehicles are fitted therefore welcomed by car drivers. A lot of workshop with either a VARTA AGM or EFB battery as their original professionals’ heads, however, are spinning. equipment fitment, which means that nearly every time a “Not only are vehicle electronics becoming increasingly battery is checked on a start-stop vehicle a VARTA will be complex, battery testing and replacement is getting more fitted, making if by far the number one choice for the difficult for workshops too. Battery service time has vehicle manufacturers. With VARTA, Lucas and Numax increased to up to 70 minutes because batteries are batteries in its portfolio, EBT not only has the brands to fulfil installed in the boot, under the seats or in other places that each and every possible replacement requirement, it also are hard to access. Mechanics face more complexity in the carries the stock to ensure their unrivalled availability, battery service and need for example, 28 steps to replace a whatever the time of year and despite market demands.” battery in a Volkswagen Touareg. That’s a big challenge for EBT also offers the ‘Connect + Reset’ battery validation aftermarket workshops which are not adequately prepared tool. EBT’s spokesman observes: “The tool enables for servicing start-stop vehicles yet.” technicians to carry out the installation efficiently and In addition to this, for most modern vehicles a different successfully, which is central to the reputation of the type of battery technology is required to power the workshop. Stop/Start, latest safety features, dashboard and “When connected to the vehicle’s j1962 diagnostic infotainment systems and driver comfort preferences. John socket, the handheld ‘Connect + Reset’ tool will go through comments: ”For workshops to replace a battery with the the validation and fault code reset process, so that the correct type of technology can be daunting, now there are Below: battery is introduced and assimilated into the vehicle’s absorbent glass mat (AGM) and enhanced flooded battery Getting to grips electronic systems and integrated with the battery (EFB) batteries, as well as the conventional flooded battery with the management module, to ensure the installation is being fitted to vehicles. It’s imperative that like for like, or changing nature performed correctly and the vehicle/battery combination is like for better replacement advice is followed. of batteries able to operate to its intended capability.” “There is also battery programming to take into account; for many battery replacements now, the Battery Management Systems (BMS) needs to be re-programmed with a re-set tool after a new battery has been installed. Failure to do so can result in some functionality of the vehicle not operating correctly, for example the start-stop system not engaging.”

VARTA Partner Portal Johnson Controls aims to prepare workshops for these new situations around battery service. John explains: “The VARTA Partner Portal is a convenient, accessible online service enabling every workshop employee to change a battery as quickly and accurate as possible. With this tool, workshops save valuable time and costs. Access to the VARTA Partner Portal is available via all internet-enabled devices. After a quick one-off registration, each technician has free and unlimited access to step-by-step instructions including photos, the right part number and technology, and battery location so that the correct battery is installed in the quickest time possible.” To access this, interested workshops should visit www.varta-automotive.com/en-gb/business-portal www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 45 BATTERIES AND CHARGERS

calculations to be performed, ensuring that the vehicle’s electrical system operates at the highest level of efficiency. “At the heart of a Stop/Start system is an AGM battery. Developed to cope with the increased demands of these systems, an AGM battery can be called upon to make 350,000 engine starts during its service life, as opposed to just 30,000 for a traditional SLI (starter/lighting/ignition) battery. For less demanding, ‘entry-level’ Stop/Start applications, EFBs have been developed as a more cost- effective solution. However, without an IBS unit, even these batteries would fail. It is only through this device and via the vehicle’s battery management system, that they can be regulated to provide the necessary power to restart the engine, while minimising their demand on the alternator, which is how these Stop/Start systems both reduce fuel consumption and harmful exhaust emissions.” Helen Goldingay adds: “As would be expected, the HELLA range includes AGM and EFB batteries alongside the traditional Classic, Premium and Supreme SLI products, so catering for all possible applications. The AGM range features the latest Grid Protection Technology for increased efficiency and long service life, has an excellent cycling capacity and provides up to 50% more starting power. “

Commercial argument It’s not just about the batteries though. According to Helen Robinson, Marketing Director at Euro Car Parts, repairers can maximise sales opportunities through battery testing: “If you want to continue to upsell battery replacements by offering customers a complementary battery check, then Effective there is a commercial argument for investing in more Although the Stop/Start systems fitted to an increasing sophisticated testing equipment. To help provide a cost- number of vehicles today are in themselves nothing new, effective solution, we have worked with a manufacturer to battery management is crucial to increasing their develop a single testing product that can be used on all effectiveness. five battery types; standard flooded, calcium, AGM, Helen Goldingay, HELLA’s Senior Head of Marketing and EFB, and spiral wound. This makes the tester unique to Communications, observes: the market. “Despite industry figures which forecast that Helen Robinson continues: “Exclusive to Euro Car 90% of the vehicles produced this year will Parts, the DHC smart battery tester uses a powerful feature a Stop/Start system, they have not been microprocessor to safely test the condition of any universally embraced by a sceptical car-driving battery, indicating its performance and life. For the public, many of whom switch them off using the Mechanics face more first time, repairers are provided with a universal manual override button provided by the vehicle complexity in the solution, which caters for Stop/Start technology in manufacturers. However, as drivers get more battery service addition to more standard calcium and standard accustomed to the technology and because it is ” flooded batteries. likely to become more difficult to override and The ability to test Stop/Start batteries can provide the vehicle already resets the system to the a competitive advantage, particularly considering ‘active’ default position at the start of every new journey, that many drivers of Stop/Start vehicles often do not know workshops should be prepared to undertake more they have a battery problem. Stop/Start related service and repair, as these vehicles Helen Robinson explains: “AGM and EFB batteries can finally have to cope with the inherent demands of power the electrics when the engine is in ‘sleep’ mode. the design.” For example, when stationary at traffic lights, or stuck in a tailback. However, many drivers remain in gear with the Intelligent clutch down when the vehicle is motionless, so the Helen Goldingay continues:“Stop/Start technology first Stop/Start system cannot activate. When the technology made an appearance back in the 1980s, but it has only does activate later, it is easy to mistake this for a battery been in the past decade that its implementation has come problem. A simple test can provide reassurance to a to the fore, as VMs have attempted to meet increasingly motorist, helping to build loyalty and trust, vital in today’s stringent emissions targets. It is, however, effective battery competitive marketplace.” management that will be key to creating more efficient She adds: “As more automotive manufacturers pledge systems in the future, which is where HELLA’s Intelligent their future to electrification, battery technology is only Battery Sensor (IBS) comes in. An IBS unit gives precise going to become more complex and varied. Those and on-demand current, voltage and temperature repairers which have access to the latest testing measurements from the battery. This information allows equipment will build a competitive advantage.” for accurate ‘state of charge’ and ‘state of health’

46 AFTERMARKET OCTOBER 2018 The OE spare part for start-stop vehicles and luxury cars 8 out of 10 newly manufactured AGM start-stop vehicles come with a VARTA Best solution for the aftermarket to offer 1 : 1 replacement www.varta-automotive.com/en-gb/agm

These car manufacturers fi t VARTA®:

Audi Bentley BMW Bugatti Chevrolet Chrysler Citroën Ferrari Fiat Ford GMC Honda Hyundai Jaguar Kia Lamborghini Land Rover Maserati Mercedes-Benz Nissan Opel Peugeot Porsche It all starts with Renault Seat Škoda Vauxhall Volkswagen Volvo TIMING SYSTEMS KEEPING IN TIME With engine systems becoming more precise that ever, making sure that timing systems are properly serviced and managed could not be more important

n recent years, driver expectations on smooth – also fully adhere to the correct fitting process, utilising the running and fuel efficiency have greatly VMs stated specifications for the tension of the belt or increased in line with, and sometimes ahead of chain and the torque settings for all the associated fixings.” vehicle development. At the same time For Steve, adherence to the process is everything: “There Iemissions targets have become ever-more stringent. is no shortcut to timing system replacement. However, if To meet these multiple goals, vehicles have become technicians simply follow the VM specified guidelines, the more finely tuned, and this has meant that getting timing work will be undertaken successfully, to the complete systems right has become more vital than ever. satisfaction of the customer and profitably for the workshop, which has to be the ultimate objective.” Harmony Clearly, engines require hundreds of components to be Preventive maintenance working in harmony for their efficient operation, but of all Timing is everything, if you will excuse the pun. Most the systems on which they rely, the timing drive system is technicians are aware of the need to replace the water arguably central to their overall performance, as among pump in the drive system, where fitted, at the same time other things, it controls the mechanical elements that as the belt. “Preventive maintenance strategies are the ensure their emissions and fuel consumption remains best policies,” says Jacob Tucker, Product Manager for Gates within the vehicle manufacturer’s design tolerances. EMEA, “and water pump maintenance is a critical part of Therefore, whether the system is chain or belt driven, it them. That’s why Gates has added an important extension is imperative for technicians to follow the maintenance and Below: its Micro-V range for accessory belt drive systems (ABDS). change intervals specified by the vehicle manufacturer to Just in time for a A range of loose water pumps has just been added.” ensure these important parameters are met. In addition to timing belt “There is no doubt that a worn tensioner compromises the legitimate business opportunity this work provides the change belt performance in ABDS,” says Jacob. “A worn torsional workshop, motorists also benefit from consistent engine performance and increased levels of reliability. However, all this is dependent on the quality of the work undertaken.

Fitting process “It may sound simple,” explains Steve Carolan, Country Sales Manager for Dayco, “but the key to a successful replacement, is to replace all the parts the VM specifies in its service schedule. They are designated for replacement for a reason, which is why Dayco timing kits contain all the components the VM states need to be changed, so technicians can undertake a complete repair. “Unfortunately, particularly with applications that can be problematic, the temptation for technicians is to replace the straightforward items, but leave the element that may cause complication. A perfect example is the tensioner stud on the VAG 2.0 TDI engine used extensively across the Volkswagen group between 2003 and 2010, which the manufacturer states must be changed because it is designed to stretch during its application and is therefore likely to fail if not replaced. However, as removing the stud can sometimes result in damage to the thread, many technicians bypass its replacement – and some suppliers do not even include the parts in their kits – fearing the possible consequences of removal, when in fact not replacing it is likely to have greater repercussions and will invalidate the warranty should a subsequent failure occur.” Steve continues: “In addition to changing all the designated components with OE quality parts, they must

48 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net www.dayco.com Only the right partner gives the right solution.

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vibration damper (TVD) or overrunning alternator pulley and good technical support will reduce your overall (OAP) are just as likely to compromise the performance of number of installation problems. all other components – including the belt. Given that safety-critical systems such as power steering are usually All-inclusive integral parts of an ABDS, complete Getting the installation of a timing chain right, and getting overhauls of the system make sense.” it right first-time is important for the workshop, and it is also important for the Design changes customer. With this in mind, TecAlliance The evolution of compact has introduced several new timing chain engines has influenced changes installation instructions into its all-inclusive in the design of accessory belts. repair and maintenance information for the Jacob observes: “The demands of independent workshop. compact engines, with tighter “In marked contrast to other providers,” pulley radii, narrower belt widths explains Commercial Director for TecAlliance and shorter span lengths, means UK and Ireland, Shaun Greasley “the accessory belts have had to be comprehensive nature of the TecAlliance further optimised to meet more solution is made clear by the fact that these severe flex, dynamic loading and additions cover not just passenger car noise resistance requirements. applications, but light commercial vehicles and OAPs or overrunning alternator large commercial vehicles too. decoupler/alternator isolator devices are “In fact, the latest applications, which now installed as standard in most cases, demonstrate the unrivalled depth and reach of but the number of belt-driven TecAlliance data, are for vehicle manufacturers components in accessory drives is (VM) as diverse as BMW to Zhonghua (Brilliance) decreasing as the electrification of and include more than 700 new vehicles in the last components continues. For example, quarter alone. With these instructions now on the electrical power steering and electric water system, TecAlliance users can find solutions for almost pumps are becoming common features on a 29,000 passenger cars from 146 individual brands, more wide range of cars.” than 4,300 LCVs from 38 brands and 12,661 CVs representing 11 brands.” Three top tops: Among the mainstream brands, the greatest number of Gates has three tips for technicians when working with additions come from Vauxhall/Opel at 49, with 29 for drive system. Renault, 24 for Peugeot, 21 for BMW and 16 for Toyota, A single, new component changes the dynamics of the whereas on the niche side, there are three new drive system. Replacing all of the components as part of instructions for Maybach. When it comes to the CV sector, a drive system overhaul is always good practice. Once a it’s MAN that tops the tables at 260. component has suffered wear, the other components in “Although important,” Shaun continues, “these specific the system are exposed to additional vibrations. instructions represent just one element of the overall Installing a belt kit is the most satisfying solution in both TecAlliance repair and maintenance information package, SBDS and ABDS terms. which includes VM labour time estimates for more than 20 million service actions, 7.5 million test and adjustment Avoid making the most common fitting errors. values, 4 million maintenance plans and service intervals, GatesTechZone (www.gatestechzone.com) sends out free 3.9 million technical manuals and a myriad of electrical tech-tip emailing updates to registered users as and system data for both PCs and LCVs, to highlight just a few.” when new tips or tricks become known.

Use only the appropriate drive system tools for the www.aftermarketonline.net vehicle. This plus access to accurate technical fitting data

Dayco: High Tenacity Gates Micro-V belts Dayco is a pioneer in OE power Gates continues to push belt technology transmission solutions, the company forward and its latest generation of behind the renowned High Tenacity (HT) Micro-V belts feature a new look, new or ‘white’ timing belt and the construction and are arranged in a family revolutionary belt-in-oil chain of four. Micro-V is the all-rounder, ideal replacement kit. Current engine design for 90% of European car parc has increasingly incorporated the water applications. Micro-V Stretch Fit is perfect pump into the primary drive system, for applications with stretch-type belts which is why Dayco, in addition to belt kits, also offers a range of more without tensioners. Micro-V Stop&Start than 200 water pump kits, which provide workshops with the belts are especially designed for belt- opportunity to carry out a full and thorough repair. Alongside its driven Stop/Start systems. Micro-V traditional belt related product offering, the company also supplies Unique Fit belts are designed for specific cars associated with sensitive timing chains/chain kits and stand-alone water pumps. belt drives that call for an individual solution. www.dayco.com www.gatesautocat.com

50 AFTERMARKET OCTOBER 2018 WIPERS

WIPEOUT: MAKING THE MOST OF WINDSCREEN WIPERS

Summer’s gone and it’s time to think about windscreen wipers. There is an opportunity to upsell to customers to a product that can do an even better job

indscreen wipers are a safety critical “Finally, it’s been proven that displays prompt purchases, item, and it is pretty clear to see when since they provide important information right at the they are not working properly any more, moment of decision. Place a merchandiser display stocked if you will forgive the pun. This means it with wipers in your customer waiting area or near the isW vital to point out to your customers when their register. On rainy and snowy days, roll out a mobile rack in wipers are on their way out. front of the entrance door, as bad weather helps magnify There is an opportunity here too however. Motorists have the need for wipers.” the option to make driving much safer by making sure they have the best wipers available, and you as the garage can Profile make that happen. Relatively speaking it is an inexpensive The opportunity will continue to grow as windscreen way for drivers to protect themselves and their passengers. wipers continue to evolve. They are certainly changing at That is of course if they are thinking about it properly. quite a pace. Jerry Banks, Senior Product Manager Wipers, Federal-Mogul Motorparts, EMEA comments: “We continue Premium to see a reduction in the profile of front windscreen wipers Getting the right product in front of the customers in the – to hide them from view when not in use. The next right way is vital. Wipers are changing, and by offering generation of flat blades will be slimmer and have a lower customers a better quality item, sold in the right way will profile at the connection point with the wiper arm – benefit your business, and your customer. essentially making them less visually intrusive. Senior Product and Brand Manager at TRICO, Sam “There is a marked return to integration of the screen Robinson says: “Over 90% of new vehicles come equipped wash function with the wiper arm/blade to apply washer with beam-style blades and this trend will continue to fluid directly to the windscreen, this being both more grow every year.” efficient in terms of cleaning, and at the same time The pitch is as important as the product says Sam: reducing the volume of fluid used. For rear wipers, there “Technicians should always start by offering their are similar trends to develop integrated wash/wiper customers premium blades. Beam blades are better in Below: designs with slimmer, more aerodynamic wiper blades. many ways – they’re the latest in wiper technology and Fitting wipers These rear wipers are developed with design aesthetics have an infinite number of pressure points for superior helps your very much in mind, resulting in a myriad of different types wiping performance – and your customers will appreciate customers – virtually every vehicle model has a unique design.” knowing you’re looking out for their safety.” Knowing the correct procedures will help you make a sale: “Rear integral blades should be changed just as often as the front wipers,” points out Sam. “However, most drivers only change their rear blade once every five years or so, providing you with a great opportunity to help your customers and win their loyalty. “Motorists also want their vehicles to look and perform like when they were new, and TRICO Exact Fit replacement blades make it easy to restore your customers’ vehicles to original factory quality. Each part number is manufactured specifically to fit the vehicle with pre-assembled connectors for quick and easy wiper replacement every time. Whether conventional, beam, rear or hybrid blade style, TRICO Exact Fit has your customer covered.”

Presentation You win points for presentation too. “TRICO offers distributors full sales and marketing support,” points out Sam, “including training, technical assistance and sales promotion guidance, as well as point-of-sale material. www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 51 WIPERS

Premium proportion of sales going to house brand/low cost According to Jerry, the changes are impacting the market, imported products. Many of these products are of an all the way from OE to the aftermarket: “For original inferior quality in terms of wiping performance and equipment, the trend for flat blades in windscreen security of fitment. “ applications continues to grow, with even more complexity “To address this market segment, Federal- in the types of connections used to secure the wiper to Mogul Motorparts has developed a new the wiper arm. This translates to an increasingly complex generation of flat blades and launched aftermarket range to cover these applications. them to the market under the Champion “In the aftermarket premium segment, the demand for Rainy Day line-up. The new flat blades are direct replacement front wipers, i.e flat blades, is cost effective wipers that are up to 60% exhibiting rapid growth, resulting in more lighter than competing products. With 13 flat dedicated/vehicle specific kits that have driver and blade references, Champion Rainy Day flat blades passenger wipers sold as a pair. This is especially evident provide extensive coverage for all popular for newer models where multi-fit blades often do not European models. Rainy Day flat blades are cover all the connections, and where customers – both at engineered with fewer components without trade level and car owners – wish to avoid having to negatively impacting performance or durability. A slim choose which connector to use.” profile and low mass blade design provides a discrete appearance and improves safety by providing a better Complexity view, enabling reduction of spray, wind noise and lift. The same complexity is true for rear wipers, where the The optimised construction of Champion Rainy Day market is firmly divided between plastic arm/blade wipers features a precision-formed single flexor and combinations and flat blades with various arm one-piece hollow extruded rubber element, leading to a connections: “This results in an ever-growing range of rear robust design that is more resistant to unfavourable wipers to cover these diverse designs,” explains Jerry. “To weather and sub-zero conditions. This wiper also makes help address this complexity in the aftermarket, the use of the Champion Multi Clip connector system and is Champion Easyvision product line of conventional wipers supplied with five different connectors for universal fit on and single flat blades has been expanded to include a a wide variety of vehicles.” compact range of 11 multi-fit rear wiper blades to replace both rear plastic types and rear flat blades covering almost Performance all popular sizes and fitting types.” Despite the options, wipers are often a distress purchase Choice is always helpful: “Where price and/or for motorists, as Jerry observes: “It is often a case of ‘wait convenience are the primary deciding factors,” observes until it’s broken’ when it comes to wipers. However, if Jerry, “lower cost single blades with multi-fit capability are workshops communicate the benefits of different wiper often the preferred choice. The benefits for the products and the importance of OE-quality when it comes wholesaler/accessory shop are clear; with a small range of to performance, reliability and longevity, customers would around 15 part numbers, they can cover a high percentage be willing to pay a little more for that reassurance. of the market. However, competition is fierce with a high Champion now has wiper products across multiple price

52 AFTERMARKET OCTOBER 2018 points for a majority of blades and connectors through its online resources include catalogues, trouble tracers and Aerovantage, Easyvision and Rainy Day ranges, so there are installation guides. wipers for every driver’s requirements.” Jerry adds: “If you are looking for further technical training, then Federal-Mogul Motorparts’ education Support platform, Garage Gurus, offers free online training courses Support is vital if you want to make a success of wipers. on a range of automotive topics. On the other hand, if you Fortunately, there is a much support available to help both have a specific question and need an answer, then you retailers and technicians. “Support from Champion includes can contact Gurus On-Call, a telephone and email-based POS displays options for both in-store and workshop use” support service staffed by experienced technicians.” says Jerry. “Wiper packaging features application data as Left: well as QR codes which point to fitting videos, making it Worn wipers do easy to both identify and fit new wiper blades. Further not work so well. www.aftermarketonline.net

Champion Rainy Day Flat TRICO Exact Fit Blades TRICO develops wiper technologies With their new slimmer design, for automotive manufacturers Champion Rainy Day Flat Blades worldwide. TRICO Exact Fit offer improved visibility by replacement blades make it easy to significantly reducing visual restore the vehicle to original obstruction. The compact range of factory quality. Made from natural Flat Blades fits almost any car and rubber and high-strength steel, features adaptable connectors - they offer long-lasting performance. Containing beam, hybrid, supplied complete with direct fit and conventional and rear blades, the range offers a ‘like for like’ blade retro fit clips. Rainy Day Flat Blades replacement, no matter what the vehicle. Wipers in the range are easy are engineered to reduce wind lift, to install, and come with a pre-assembled connector for quick and easy minimise after-spray and decrease wiper replacement every time. wind noise all while being extremely durable, even in winter months. www.trico.eu.com www.championautoparts.co.uk

EXCELLENCE in every blade Global leaders in wiper blade technology since 1917 For more than 100 years, TRICO® has been trusted to deliver premium wiper blade products to almost every major vehicle manufacturer worldwide. Today, we use this Original Equipment expertise to bring you reliable, innovative wiper blade products that come through at the moment you need them most.

ORIGINAL EQUIPMENT MANUFACTURER OEM

SINCE 1917 trico.eu.com +44 (0)1495 767700

www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 53 PRODUCTS

Philips RacingVision With an performance of up to 150% more brightness, the Philips RacingVision car bulb was a 2016 AutoExpress Best Buy winner. The Philips RacingVision bulbs are designed for optimum performance. As mentioned in AutoExpress they noticed a "Bright hot spot, close to the tricky-to- reach 75-metre mark" Although the price for this performance is a shorter lifetime, close to half of the Philips X-tremeVision +130, AutoExpress put this on par with similar rivals quoting "If only the best will do, this is the bulb to buy." www.philips.co.uk/p-m-au/automotive

Johnson Controls EFB range 90% of all newly produced vehicles have a Stop/Start system, which requires a more comprehensive energy supply than conventional cars with few electrical Hunter Revolution WalkAway functions. Stop/Start technology is also Hunter’s fully-automatic Revolution WalkAway tyre changer offers 80 used in small and medium-sized seconds of unattended bead breaking and demounting, meaning that passenger cars. You can find the right technicians can perform other tasks such as wheel balancing while battery in the new and extended EFB other tyres within a set are being demounted. Indeed, with the new product range for almost all entry level Stop/Start vehicles. The range WalkAway tyre changer, Hunter estimates that the process of changing extension includes three new JIS types for market coverage of vehicles and balancing a complete set of four identical wheels and tyres is 25% of Asian car manufacturers, one new EN type (H8) for higher coverage faster than traditional methods.The new Revolution WalkAway is ideal of Italian car manufacturers, and 3 upgrades to current EN types (H5, H6 for workshops who are changing a large number of end-of-life tyres in and H7) to optimise cold-cranking performance values. sets of four or two of same size tyre and wheel assemblies. www.johnsoncontrols.com www.pro-align.co.uk.

WITH WIN! THE RACE GROUP As an ambassador distributor of Castrol lubricants, The Race Group works with independent workshops and garages to provide high performance oils and greases backed by a personal service, reliable supply and technical expertise. With almost 40% of all new cars sold in the UK carrying a Castrol recommendation, The Race Group works closely with garages to make sure they have the latest product information whether it is the iconic Castrol GTX range, celebrating its 50th anniversary in 2018, or high-performance Castrol EDGE so you can choose the right oil, for the right car. Having partnered with Castrol for over 18 years, The Race Group has recently been appointed as Castrol Ambassador Distributor for the South of England, extending its service nationwide. To help celebrate, The Race Group is giving readers of Aftermarket the chance to win a 208L metered quickmarch trolley. This Castrol branded pump allows you to measure oil into vehicles for a clean and efficient application. To win, just answer the following question: How old is the Castrol GTX brand this year?

A. 60 years B. 50 years C. 25 years How to enter: Please visit www.aftermarketonline.net and click on the competition link.

Terms and conditions: Winner will be chosen at random from the correct answers when the competition closes on 19 October 2018, and the winner will be notified by 28 October. The editor’s decision is final. No cash alternative offered. 208L drum of oil in photo not included.

54 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net PRODUCTS

Lighting the way The introduction of Xenon HID bulbs has been one of the biggest vehicle lighting developments of the last 20 years. As they become more common and are no longer restricted to just premium or luxury cars, many more motorists are now benefiting from the crisper, whiter colour temperatures, helping them see road signs and obstacles more clearly. In addition, legislation was introduced in 2012 so new vehicles produced after then would use D3 and D4 references, which do not contain mercury. Ring stocks a comprehensive range of Xenon HIDs, including the new D5 reference. www.ringautomotive.com

Alternators from Autoelectro New to range Mercedes, Autoelectro has released details of four Audi and Ford pads new part numbers – all alternators – available from Textar which cater for 10 models in all. The first Textar has added to its aftermarket reference, AEG1362, is a Ford Mondeo product range by manufacturing brake reference, which fits a 1.5 diesel (2015-) pads for the Mercedes-Benz C-Class and 1.6 diesel (2014-). Ford features for (2016) and GLC ( 2016), Audi A5 (2016) a second time in this update; AEG1472 and Q5 (2016) as well as the Ford Kuga fits the Transit 2.0, Transit Custom 2.0 (2014). Textar, which is manufactured and Tourneo Custom 2.0 (2016-). There by TMD Friction, covers 99.9% of the UK is also an alternator for the Hyundai i20 car parc and includes pads, discs, 1.1 and 1.4 diesels and Kia Rio 1.1 and accessories and brake fluid available for 1.4 diesels (all 2014-) – part number next day delivery. The range of brakes pads is further complemented by AEG1426. Finally, alternator AEG1487 is a wide range of brake discs, including high carbon as well as composite for the Nissan GT-R 3.8 petrol (2009-). discs. www.autoelectro.co.uk www.tmdfriction.com

Improved MEYLE parts Painted caliper data now available in range expands MAM catalogue Brake Engineering has MEYLE has enhanced the product expanded its range of data it supplies to MAM's Autocat original colour painted all-makes parts catalogue. The calipers for the company is now using MAM's independent aftermarket. conversion service to translate data The brake calipers have from its existing TecDoc format into been specially designed to MAM's UK-specific Autocat v8 format. This ensures the data is correctly match the caliper colour mapped to MAM's UK make model index (MMI) and enables catalogue originally fitted on a vehicle. Available in a range of original colours users to accurately identify components using UK vehicle registration including red, grey, mint green, blue, black and yellow, the calipers numbers. By converting its existing TecDoc data, MEYLE can easily cover a wide percentage of the European vehicle parc including popular provide users with access to over 24,000 aftermarket replacement parts makes and models such as Audi A8, Skoda Fabia, Opel Astra, Mercedes from its MEYLE-HD, MEYLE-PD and MEYLE-ORIGINAL product lines. A-Class, Peugeot RCZ and Alfa Romeo Giulietta. www.mamsoftware.com www.brake-eng.com

New drop bracket tool from Next generation Absolute Alignment NIGHT BREAKER Absolute Alignment’s newly launched LASER drop bracket tool allows users to carry The latest generation of out wheel alignment on a two-post lift NIGHT BREAKER LASER is or chassis lift. It has been developed the brightest halogen specifically for use with Bluetooth Pro automotive bulb yet from and Bluetooth Lite wheel aligners, OSRAM, with up to 150% currently Absolute Alignment’s most more brightness compared popular products. This wheel alignment to the legal standard bulb. The filament ensures extra light output on equipment upgrade is available now. the road ahead. These like-for-like upgrade bulbs provide an up to 150 Absolute Alignment supplies an array of wheel alignment equipment to metre long beam and up to 20% whiter light compared to the legal suit workshops of all sizes, and is the only UK provider with a full range standard. OSRAM NIGHT BREAKER LASER has a unique design with a of Bluetooth wheel aligners suitable for cars and commercial vehicles – laser-etched window and product name and a complete portfolio: H1, including those equipped with the latest generation of ADAS. H3, H4, H7, H8, H11, HB3, HB4 ECE types. www.absolutealignment.co.uk www.osram.co.uk www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 55 ON THE ROAD STAYING IN A STRAIGHT LINE: AUTO WINDSCREENS Aftermarket drops in on Auto Windscreens to hear MD Rupert Armitage talk himself hoarse about the ADAS challenge

t the start of 2016, whole network regardless of make windscreen providers and model. After a year we got all the Auto Windscreens started data, and we were able to reduce offering recalibration of that flat rate. In Chesterfield we have advancedA driver assistance a team of 16 people doing nothing systems (ADAS). but ADAS bookings." It began as a small part of the overall business, but 18 months on, Best option MD Rupert Armitage says it has taken Given the ever-growing breadth of over his life: "If somebody came in the opportunity, Rupert thinks tomorrow and said 'I'm taking all contracting out ADAS recalibration in ADAS work from you, hands are this way is the best option: "There are untied, I'll do it all for you, you don't firms in the aftermarket who say they have to think about it, all you have to have the latest diagnostic equipment do is replace the glass,' I'd be happy for every manufacturer. Well you as that's what we do. I'm not going to might do, but it is six months out of sit here and say ADAS isn't an date due to Block Exemption. Ford inconvenience, as I have used up update their dealer diagnostics every more breath over it in the last two day. VW do it overnight, and then years than I want to think about. there are the likes of Tesla who Today I have been talking about it, update the vehicles via the Cloud non stop. Tomorrow I am talking without the cars ever coming into about it, non-stop!" a workshop. Such is the price of being ahead of For Rupert, despite the discussion the curve. It was the realisation that Above: head on, thinking about limit of and the interest in acquiring the growth in the application of ADAS Rupert Armitage liability and code of practice and the equipment to deal with the was going to be exponential that need to return to the owner in the pre opportunity, many have yet to really prompted Auto Windscreens to put crash state, we realised it would cost get to grips with ADAS: "The journey together a plan to deal with the tech: us millions in equipment, and millions we have been on in the last two "Following discussions with many in damages while we don't know years has opened my eyes to the fact vehicle manufacturers it became what we are doing. So we are aligned that there is a lack of knowledge on apparent that this was not going to go with every manufacturer.” ADAS out there. on a nice gentle up-curve, and by "With the five star Euro NCAP rating 2025," continued Rupert, "it will be in Procedure that came in last September, the car every other car. This was going Rupert broke down the Auto has got to have at least two ADAS stratospheric. One of the eureka Windscreens ADAS procedure for us: features including autonomous moments was when a far east "We identify if a vehicle has a ADAS braking to qualify. As an example, manufacturer told me they were feature on it that needs recalibrating. there are seven ADAS features on a going to put it in every vehicle. No We then triage that into our ADAS VW Up. longer was it going to be a desirable team who arrange for a OE screen to "With that level of equipment on add-on, or something you choose be fitted, then it goes back into a such a small car," said Rupert with a when you are building your car. It dealership. We can fit the screen at lopsided smile, "I'm surprised there's becomes standard kit. It is part of the home, in a hub, or in a dealership room to get in it!" drive towards the autonomous then the dealer recalibrates it." It is not the aftermarket that are vehicle. A model outsourcing operation for a oblivious to the challenge said "We sat down and thought 'how growing segment: "In January 2016 Rupert – it is often franchised dealers, are we going to keep up with this? we did 30 calibrations through the who ironically are currently the best There are cameras in mirrors, cameras month. Last month we averaged out equipped on ADAS as he mentioned facing everywhere. After talking to at 65 a day. By the end of this year I earlier: "Independent garages are the VMs, they said the only way is to wouldn’t be surprised if it’s 100 a day. neither ignorant of it or oblivious to it. put it back to us. With the insurer We set a national flat rate across the Sometimes you find, ironically, it is

56 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net the dealers where there is a lack of Who will say 'that's my fault?' I know, and they don't try to do what knowledge. They can sell you a car venture to say, nobody, but at least they don't know, will be the ones with ADAS but don’t always know the manufacturers have said that if is who succeed ultimately, or at least how it works. their system it is their liability. I have limit their liability. You need to future "You have lack of information being been told that ultimately VMs will proof your business by making those shared between manufacturers, have to pay the damages, and then partnerships, and not cutting your dealers and the public. Between them they will go after anyone nose off to spite your face, are the garages, and what chance do who has done anything to make those partnerships they have?" that vehicle afterwards." Garages that align now, and align yourself On specific examples, Rupert "As soon as the garages themselves with the with those who can observed: "When we first set up our realise that if they are good process will be the ones help you.” programme, we had 4,000 garages at 99 things they don't have on board and we spoke to one to say to be good at 100 things. ”that succeed... Skills that one of their customers needed a The one thing they are Offering up their own recalibration. They replied 'what is it?' unsure of and requires business segment as an We spoke to one in Scotland, they significant investment, I example, Rupert observed: said that they didn't do it – they would argue, why not send it out the "Why do companies like Auto outsourced it to an independent door? I would advocate that if you are Windscreens exist? This is principally garage down the road." a sensible businessperson, you want because the dealers don't want to do the customer to go away happy, and glass. They don't necessarily have the Education you want them to come back and use skills set, plus they can charge a heck Rupert believes their outsourced ADAS you again. If you send the customer of a lot more for the work they model will prove attractive to away by saying 'everything is fine, it's generally do than what they could for franchised dealers, consumers and of all been done' but a week later they fitting a windscreen. course garages: "Independents have are going down the road and are There are lots of different ways you not seen a great deal of this, but they being pulled to the other lane can do these partnerships and make will have somebody from the because they have not been sympathetic business decisions. aftermarket equipment recalibration recalibrated properly, that is going to Ultimately, who knows where they tooling suppliers saying 'spend come back on that garage. It is going can go? £20,000 then you can charge what to reflect on you, you are going to "We have the lowest national you like.' That doesn't sound too bad, have the aggravation. I will tell you a recalibration rate of any of the glass they think they will get it back quite statistic, nine times out of 10 they providers in the market. One of the quickly. The two weeks later you have will end up sending it back to the things we said when we started in to change all the boards. Slowly franchised dealership because they ADAS recalibration at the start of 2016 people are saying, 'I'm not getting won't know what the problem is. was that we are not going to treat into that.' It is the ongoing "It has almost gotten to the point ADAS recalibration as a revenue investment, and the liability. where you could go into overkill stream, like, I hasten to add, some of Through their offering, Rupert and mode: The vehicle has got ADAS on our competitors do at the moment. Auto Windscreens are following their it – whatever the incident, you've got Ride the train while you can, but don't own advice: "Someone said to me to look at recalibration, which is a come crying to us when it hits the 'why don't you set up recalibration nightmare. The biggest concern from buffers." centres?' Because we do every our point of view is the logjam that is In conclusion, Rupert added: "I don't vehicle in the country. How much going to create, where there are want to be evangelical about ADAS, I ongoing investment is needed to going to be garages that are just just want people to do it the right service every vehicle and all the snowed under with ADAS recalibration way. If our guys give someone a technology? I suggest that garages requests. We are not there yet, but certificate to say it has all been done, should stick to what they know., soon. but it's not all been done, then it is That's what we do. We fit "I think the garages that align going to come back to us. I know that windscreens. We know what we are themselves, pardon the pun, with the won't happen with us." doing." process where they do what they www.aftermarketonline.net He said this applies to the aftermarket: "Garages need to think about how they operate. I know they are in a sticky position. They are a catch all for everybody. You need to be able to do an MOT, to deal with electrics, etc. We are getting to the point where you need to specialise right now. For Rupert, it all comes back to liability: "What is going to happen now when somebody is run over by a car because the camera was misaligned by 0.6 degrees? Who is going to put their hand up to that? www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 57 GARAGE VISIT ECONOMIES OF SCALE - D&D AUTOS Aftermarket drops in on Top Technician 2018 runner up Matthew Pestridge at D&D Autos to find out what makes the business tick

ize is relative, they say. If Based on the Orbital Park industrial our time here we have built you have a small workshop, estate in the middle of Ashford’s local good working relationships with but you can't fill it, it might Gasoline Alley, the business fields a these businesses." seem big. Maybe we 13-bay workshop, with two additional shouldS ask D&D Autos what it is bays dedicated to MOTs. As we said, Maximum like to be one of the largest that's quite big for an independent The proximity is handy: "Our set-up single-site independent garages UK garage. allows us to provide MOT and wheel operating in the UK, and It is quite different from where the alignment services for those other sometimes still not have enough business started: "The old site at businesses on the Orbital Park. It’s not space to operate. Victoria Road was comprised of four unusual to be asked to carry out a "It was not designed intentionally separate buildings, which were not last-minute MOT, which we are to be this big," said Matthew that tall. That meant it was generally able to accommodate in the Pestridge, Workshop Manager and son challenging when you had majority of cases." of the founder. "We bought a plot of commercial vehicles onsite. We had There are 22 staff, and for Matthew, land ten years ago. It happened to be six ramps and one drive-through MOT managing the team takes up as much an acre so we worked out a building bay. We had restricted customer time as working on cars: "The daily to make use of the land. We wanted a parking. The majority of our parking routine of running people is a job building that allowed us to have some was on the road, which when the in itself." spare work bays and room for council put double yellow lines on expansion. Amongst the many bays, the road really forced our hand Family affair we have a four-wheel alignment bay to relocate. D&D Autos is a real family affair. While and a tyre bay. Our initial intention “Our move to Orbital Park was ideal Matthew runs the cavernous was to have some spare work bays as we were amongst local motor workshop, his brother Richard is in we currently utilise all of them." factors and dealerships, which over charge of the front of house, his

58 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net mother Margaret and sister Lorraine believe how chilled out your not?' In the end I thought I’ve got this manage the back-office operations customers are. They are very trusting far and have gone through this and behind them all is their father of what you say and do.' Generally, if process. So, I sat down and answered Derek: "He has been in the motor we tell them something the customer all the questions. I underestimated trade for over 50 years. His just says 'get on with it.' We have a how long it would take, so had to background was working on nice customer base that trusts us. I finish it off at work on the Monday Volkswagen/Audi. In 1983, he and a think that is why a lot of people come morning, which as you can imagine colleague decided to go it alone and to see us." was a challenge in itself, as running many years on D&D Autos has come the garage with many people can be to be a well-known name in Ashford." Top Technician hectic and crazy at times. D&D Autos celebrated 35 years in They might start coming just to see "Then I got to the semi finals, I was business at the end of June. The Matthew once word gets around that really nervous. I am quite shy, but at business held celebrations to mark he was runner up in Top Technician the same time I am someone who the occasion: "We had lots of balloons 2018, which is a realisation that does not like to look silly. The semi and cake and invited one of our Matthew is still processing: "It has not finals really took me out of my original customers to come in for really sunk in yet, but it is starting to. comfort zone. Then I was in the final, photos and cake. We have some very I never imagined it going that far. which I was just over the moon loyal customers." "I entered Top Technician last year, about. I thought to myself even if I Do any of them still have the same and prior to that I entered it once five didn’t win, being one of the final five vehicle from 35 years ago? "Not years ago. I have always had it in my top technicians in the country was a many, however, I do know one of mind that I am not ready for it yet. I great accolade in itself. them," replied Matthew, "he has still mainly entered to see the questions "Top Technician definitely gave me got his old VW camper van. We have as I was interested to see what the a boost of confidence, as when you been servicing it for all these years. It competition was all about. It did not are working away in a workshop is garaged now as he is in his 80s! even enter my mind that I could be a sometimes you wonder 'am I good at He is a nice guy and he has written us serious contender for first place. I what I do?' You are actually tested some great testimonials over the last was really surprised when I got quite rigorously – but I loved that part many years. through round one and two. Round of it! I will definitely be entering again "While we started as a three consisted of two parts, an in 2019. I've just got to do a bit more Volkswagen/Audi specialist, and it it online test and written questions. The reading and a bit more studying." remains my preferred brand to work online test was quite difficult. I on, we do all makes." thought 'you know what, I don't think Inspiring It is their customer service that has I did that well.' I had the Sunday It must be inspiring working in such Below (inset): enabled D&D Autos to keep continuity afternoon to write the paper, A family affair an environment. Matthew observed: in its customer base according to however, given how badly I thought I left to right; "Our site is impressive, although I am Matthew: "We have taken on service had done I decided to go to the Matthew, Derek used to it now. When the building advisors from dealership backgrounds, seaside instead. I was talking to my and Richard frame was going up I used to come and they often comment; 'I can't wife saying 'Shall I fill it in? Shall I Pesteridge and look at it and think 'how are we going to fill this place up?' We did it though. We had the site built with over 100 parking spaces. There are some days when we struggle for parking, which is crazy. This is what people aspire to. It’s challenging finding the balance between getting larger and staying in control. Our focus is to fix cars right first time and have a pleasant work environment whilst doing it. We must be doing something right as the business has organically grown to this size. We have a great team here and their contribution is the result of our success." There is a downside to everything, and for Matthew recruitment is a growing issue that will affect the whole industry: "It is difficult finding good people at the moment, even with the facilities we have to offer. Something is going to have to change in the next few years in the automotive recruitment sector, that's for sure." www.aftermarketonline.net www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 59 Tickets selling fast - grab yours now! Wednesday 12th December 2018 Grosvenor House, Park Lane

Entertainment from BJÖRN AGAIN performing the greatest hits of ABBA now confirmed! TRAINING

Welcome to Aftermarket’s TRAINING training section. Here you can find the latest on upcoming training dates, as well as news on courses becoming available. If you have information on training you wish to share, please get in touch with the editor via email: UPDATE [email protected] Upcoming training dates and news on courses

REPEXPERT members gain IMI accreditation

A group of REPXPERT members recently gained IMI accreditation after taking part in a LuK 2CT double clutch course and assessment day at the Schaeffler Industrial HQ and training centre in Birmingham. REPXPERT Alistair Mason led a group of 10 technicians though the intricacies of LuK 2CT removal and installation, with all delegates passing their assessments at the end of the training. A&A Garage Owner, David Owen, was one of those that attended and said: “The course was excellent and definitely worth doing. With more vehicles coming through our doors with double clutches, it is crucial that myself and my team understand the EV training required for techs as technology and learn how to repair them. demand rises “Alistair clearly knows his stuff, and I left with not just an IMI Vehicle technicians not trained to service the road by the end of this year. accreditation, but with other new electric vehicles could be putting themselves “While manufacturers are beginning to push skills that will help the business in at risk as the gap between the number of dealerships to send technicians on relevant the future.” electric vehicles entering the market, and electric vehicle training courses, many Alistair added: “It was fantastic; technicians fully trained to service them, independent garages are either shying away it was great to see all the widens further. from servicing these types of vehicles or bringing technicians getting involved and “Over the last 12 months alone, demand for in temporary technicians who can. eager to strengthen their skillset.” EV trained technicians has risen significantly,” “It’s only a matter of time before somebody, explains Autotech Recruit MD Gavin White. without the right knowledge, puts a spanner in a “However, this increase is largely unsurprising high voltage area. Therefore we, as an industry, when you see the jump in numbers of electric have a duty of care to not only ensure the safety and hybrid vehicles on the road today.” of our vehicle technicians through training, but Autotech Recruit has witnessed a rise in that our independent garages are fully proficient demand for temporary technicians trained in to deal with the inevitable influx.” electric vehicles. While electric vehicles still only “The role of the vehicle technician will change represent around 2% of total light-duty vehicles dramatically over the next two decades.” Gavin on the road, sales in the last five years have concludes, “and the only way the current risen by 97% with 200,000 vehicles expected on workforce can sustain their roles is to train.” www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 61

TRAINING

Upcoming RMI Academy Euro Car Parts consolidates Euro course dates Academy into Autoeducation Southam: Euro Car Parts has brought together its Euro with a reference library of previous faults. The MOT 4&7 Academy training offer with Andrew Page’s database is growing every day, with in excess of 8 –10 October Autoeducation programme, to create one of 2,500 repair details added weekly. 22 –24 October the largest technical and training resources in Courses available from Autoeducation range the independent aftermarket. Moving from foundational electrics, oscilloscopes, engine MOT 1&2 forward, both businesses will work together management, diesel particulate filters and CAN 15 –17 October to deliver a revised Autoeducation BUS systems. There is also full MOT course prospectus, offering over 75 different training coverage, from Level 3 accreditation to MOT MOT Management courses to repairers. Tester and managerial training. Autoeducation’s 11 –12 October The extended Autoeducation programme offering now also includes Euro Academy’s first- 18 –19 October continues to deliver IMI-accredited training for to-market ADAS training course, delivered in 25 –26 October technicians and includes a dedicated technical partnership with Hella. phone helpline and online diagnostics database Annual Training Classroom 17 October

Enhanced Annual Training 4 October 12 October 16 October 25 October

EV/Hybrid LV3 17 –19 September 8 –10 October

Runcorn:

MOT 4&7 3 –5 October 16 –18 October 31 October - 2 November

MOT 1&2 8 –10 October 24 –26 October Embrace the Apprenticeship Levy MOT Management 1 –2 October 22 –23 October IMI urges businesses 29 –30 October Apprenticeship numbers may have seen a Standards. The IMI is also set to launch new sharp fall over the last year since the Standards for Customer Service, Auto Care and Annual Training Classroom introduction of the Apprenticeship Levy, Land-based Engineering later this year. 1 October yet, the Institute of the Motor Industry Chris Cotterill, Business Development 9 October (IMI) says more businesses must take Manager at the IMI, said: "The IMI’s role in the 12 October advantage of their available training new Apprenticeship Standards is as an End- 15 October funds. Point Assessment Organisation. Our role is to With the government aiming for three comply with the assessment plan for each of Enhanced Annual Training million apprenticeship starts by 2020, the IMI the Standards we offer; providing the bespoke 4 October says the Levy is the driving force in achieving products and services required to ensure 11 October this figure - however the organisation independent End-Point Assessment”. 18 October believes more must be done if businesses are “The IMI has established a new team set up 26 October to fully understand how they are best to purely to manage End-Point Assessments, so spend their training funds. if centres and businesses want advice about Since the launch of the new Standards in the process involved with the new Standards RMI members receive a 2016, the IMI has registered over 2,000 and End Point Assessments, then we would discount as a benefit of apprentices across their 660 training centres ask them to contact us so we can arrange an membership. Book by calling and more than 70 Approved Centres have appointment with them.” the RMI on 0845 305 4230 or begun the transition from Frameworks to by visiting: RMItrainingAcademy.co.uk www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 63 RECRUITMENT

Welcome to Aftermarket’s new appointments section. Here you can find the latest news on those moving NEW around the industry as well as new vacancies from leading companies and recruitment agencies on the APPOINTMENTS automotive market. If you have a vacancy to share, email Alex Wells at: The latest news on who is moving in the industry [email protected]

MAM Software Klarius appoints Business announces new Head of VRM Sales Development Manager MAM Software has appointed Gary Copeland as its new Head Klarius Products Ltd has appointed Trevor well to produce some of the best and most of VRM Sales. Hudson as Business Development Manager desirable cars in the world. Our availability in Gary will be responsible for the for Germany. With more than two decades of Germany has greatly expanded, with country- leadership and development of experience in sales and marketing, Trevor will wide coverage and next day delivery on the MAM's vehicle registration be supporting existing aftermarket partners, entire 10,000+ Klarius emission control range. By number plate lookup business, while also offering a management link for closing gaps in existing aftermarket ranges our creating customised solutions for OE customers and developing new distribution partners achieve an average of 7% enterprise-level users. Gary has distribution channels. increase in sales with Klarius products.” 10 years of experience in this Trevor said: “The German and UK car markets industry, most recently as general are highly integrated now, and together we work www.aftermarketonline.net sales manager at Carweb. Commenting on Gary's appointment, MAM Software's general manager Nigel Clemett said: "We are thrilled to welcome Gary to the team at MAM Software. His knowledge and experience will be vital as we continue to grow our range of vehicle and parts data services." Gary added: “I am very much looking forward to developing our VRM business into existing and new territories. We will deliver new innovations and exceptional data quality, backed up with unrivalled customer service commitment." .

64 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net EYEBROW

New names and new roles at Exol Export Director at LIQUI MOLY Exol Lubricants has appointed Anthony Eddowes to the LIQUI MOLY’s Salvatore Coniglio been to keep LIQUI MOLY on an international road position of Financial Controller, promoted to the role of Export Director to success." while Luke Abley has become management team as Vice Chairman. Salvatore Coniglio added: "We will reinforce the new Group Transport Salvatore joined LIQUI MOLY in 2001, and was our internationalisation policy. We want to Manager. Deputy Export Director for more than 10 years. transfer the successful model of Germany to Anthony qualified as a In his new position he follows CEO Ernst Prost, other countries, and add further countries to our Chartered Accountant and worked who provisionally took over management of the 120-plus existing export markets. In Europe we in a number of accountancy export department in 2016. want to make significant strides in Italy, Spain practices for 15 years, before "Salvatore Coniglio knows the company inside and the UK.” joining the metal pressings and out," said Ernst Prost. "He is the right man www.aftermarketonline.net industry in 2014. Anthony is based at the company’s head office in Wednesbury. He said: “I am delighted to have joined such a well-established business within TMD Friction appoints new the oil and lubricants industry. I am enjoying being a part of such a great team of hard working regional sales director people.” TMD Friction has appointed Stephen Willis as customers’ distribution channels. Meanwhile, in his new role Regional Sales Director, responsible for sales Stephen has held a number of senior based at Exol’s Rotherham bulk and marketing for TMD Friction’s northern leadership positions at ZF and TRW, as well as blending plant, Luke will be region, including the UK, Ireland, Sweden, being the former Managing Director and responsible for ensuring that the Norway, Denmark, Finland, Estonia, Latvia shareholder of Brake Engineering, the UK company remains fully legal and and Lithuania. caliper remanufacturer. compliant in line with all current Working across the Textar, Mintex, and Don He said: “I am looking forward to bringing a transport legislation. brands, Stephen will define and develop the new and dynamic approach to TMD Friction that www.aftermarketonline.net ongoing strategy for the brands to support will feed into the overall company strategy.”

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www.aftermarketonline.net OCTOBER 2018 AFTERMARKET 65 TEABREAK: MEMOIRS OF A MOTOR MECHANIC What does that stand for?

ou hear a lot of funny other articles they run in Aftermarket And another thing, why am I calling words, or groupings of you know. I read up, I acted. It him ‘Tsar?’ Do you ever think it’s letters that function as happens sometimes. funny that people dropped in to run words or end up becoming So that was one thing, but there Quangos get given the title Tsar? Why aY word at least, getting thrown are many more that are a tougher Tsar? Why not Sultan? Or Kaiser? It around the workshop. hurdle to jump. makes about as much sense. Still, It’s nothing new. Acronyms make Advanced driver assist systems, or considering the prevalence of life a little easier as it saves you ADAS for short is another favourite of acronyms in our sector, perhaps we spelling out a whole sentence full of mine. This had been creeping up on should reverse engineer something so words. It does get confusing, even for us for a while, then it got hungry and we can appropriate the term and start in-touch-with-the-trends types such decided to pounce. More and more going around going on TSAR this and as myself. cars are going to have these cameras TSAR that. Any suggestions for what Take GDPR, for example. When and the alignment is going to require TSAR could stand for in the people first starting using this some serious precision. See, still aftermarket, please send on a abbreviation to describe the new data reading, still acting, still happening! postcard to me, care of the Editor at protection rules, I thought they were That said, when I first heard about Aftermarket magazine. talking about East Germany. ADAS, I thought the person who said Anyway, we are seriously looking at Considering the penalties for not it was talking to my young staff the ADAS opportunity, and are complying, I still sometimes think member Darren, “hey Daz!” weighing up our options. We get cars they were talking about the former When he didn’t reply I clipped him with cameras in here all the time, and Soviet-run rump state! round the ear for rudeness, I don’t want to send someone To be honest, the headache with metaphorically speaking. Later, having wobbling down the road in a car GDPR is having to set up the system, received a more realistic example of that’s not got a particular sensor once you have that in place and you such a punishment from Mrs P, I pointing in exactly the right direction. are all covered, eventually it is just realised my mistake and found out We don’t know exactly how we will another level of bureaucracy which what ADAS actually was. I put young handle it yet, but it is on our to-do runs in the background of a Darren in charge of the wheel list. That’s the process here – hear a professional business… What? I really alignment bay at Parkit Motors, with a bizarre word, misunderstand it in an have cracked it, completely view to getting him towards being amusing way for the benefit of the compliant, job done. I do read the our ADAS ‘Tsar’ down the line. readers, then master the situation!

66 AFTERMARKET OCTOBER 2018 www.aftermarketonline.net Will you help us put the wheels in motion?

Donate £2 & wear a hat to work on 10 th October 2018, World Mental Health Day Together we can transform mental health support across the automotive industry

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