Newsletter | Your update on what’s new from DENSO After Market Sales Issue number 34 | May 2014 Menu > Follow the links below! Inside this issue… > DENSO annual results > New Lambda Sensors Catalogue > Technical tips: A/C Compressor oils > Making contacts in the Benelux > Sponsoring Acceleration motorsports > Greek customer visits > Russian team expands INTERVIEW Multi-channel but one focus: To drive your business At the end of its financial year 2013-14, Steve Richardson, Director After Market Sales at DENSO Europe B.V., explains how DENSO’s multi-channel approach is creating new growth. “DENSO After Market has enjoyed growth across all markets Thanks to our positioning with all the major trading groups and product groups in its past financial year. This is no accident throughout Europe, we are able to work closely with our and demonstrates how, as a major automotive business, we are distribution partners, and engage more frequently and personally able to adapt to each market and customer base. with workshops. The benefits of this close communication are the enhanced confidence that installers have in our products, The notion of ‘being easy to deal with’ is often the simplest thing and their feeling of affinity to the DENSO brand. to say, but the hardest to achieve for some. But at DENSO, ‘being DENSO’ is our biggest asset and one we are very proud of. This means that we sell what we make, that we support our distributors and work with end users to ensure DENSO After Continued on page 2 Market’s products fit first time, every time. www.denso-am.eu 2 DENSO Newsletter: Your update on what’s new from DENSO After Market Sales Issue number 34 | May 2014 Continued INTERVIEW from page 1 DENSO announces year-end financial results DENSO Corporation has announced its global financial results for the fiscal year ending March 31, 2014: • Consolidated net sales totalled 4,095.9 billion yen (US$39.8 billion), up 14.4 percent on the previous year. • Consolidated operating income totalled 377.7 billion yen (US$3.7 > DENSO Europe Headquarters in Weesp, Netherlands billion), a 44.0 percent increase from the previous year. “Each regional market is different, each has its own model and rather than fight to • Consolidated net income totalled change this, we aim to lead and meet the 287.4 billion yen (US$2.8 billion), specific local requirements of customers 58.2 percent more than the on a daily basis. Russia, Greece & Poland previous year. are just three examples of countries where DENSO After Market has continued to “Sales and operating income rose flourish. due to growth in car production mainly in developed countries, Product development is continuing at a in addition to the impact of the pace and will continue to drive us forward in weak yen,” said Nobuaki Katoh, the coming year. Growth in our advanced, president and CEO of DENSO OE quality air-conditioning compressor and Corporation. engine management ranges, for example, is creating further opportunities for customers. In Europe, the gradual recovery from the economic slump and Our multi-channel approach therefore the effect of the weak yen led to encompasses many strengths, but with a improved sales of 498.9 billion single focus: to drive your business forward. yen (€ 3.7 billion), 34.0 percent up At its core is our ability to supply the on the previous year. As a result market’s best and widest choice of quality, of greater production volumes, replacement car parts and services, backed operating income totalled 12.4 up by market leading technical support. billion yen (€ 93.6 million), 216.1 percent higher than the previous Through this offering DENSO After Market year. is able to bring the automotive aftermarket supply chain closer together, as well as “For the new fiscal year, we expect working closely with distributors to ensure sales to rise and income to reduce. their customers can experience the latest This is due to smaller production OEM technologies quicker than ever before. volume within Japan, investment costs for initiating new products Everyone at DENSO After Market is looking and greater capabilities in overseas forward to delivering even more benefits plants for future competitiveness,” to our customers in the new financial year > Steve Richardson, Director After Market Sales said Katoh. ahead.” at DENSO Europe B.V. DENSO Newsletter: Your update on what’s new from DENSO After Market Sales Issue number 34 | May 2014 3 Lambda Lambda Sensors expertise Many of the types of Lambda Sensors offered as part of the range expansion IAM programme are unique to DENSO and not offered by other major brands. For example, and new catalogue DENSO was the first company to make the Lambda Sensor a quantitative measurable sensor The new DENSO Europe After Market Lambda Sensors ensuring it can not only sense if Catalogue 2014/15 – part number DELS14-0001 – is available the air/fuel mixture is too lean or now. too rich, but also by how much. This development was a huge step forward helping ECU’s respond and anticipate much more accurately, leading to improvement in fuel economy and lower pollution levels. New Lambda Sensors Catalogue For your free copy of the new DENSO Europe After Market Lambda Sensors Catalogue 2014/15 please contact your > DENSO’s replacement Lambda Sensors offer 64% parc coverage – and growing DENSO representative quoting Including full details of As well as part listings, the continually expanding part number DELS14-0001. DENSO’s recent range catalogue also features an DENSO Lambda Sensors Alternatively, view the catalogue extension - which saw the installation guide for direct programme offers customers online at www.denso-am.eu or addition of 19 new part and universal fit sensors, a the full package: the highest visit TecDoc. numbers covering 54 OE part useful fault analysis guide quality products, strong numbers and 60 applications including causes & solutions, technical support and the - the new catalogue features tips on brand recognition by latest information – such as all 399 part numbers and wire colour, and details of our new catalogue – to help 1,989 references in the the unique selling points of maximise sales potential.” expanded Lambda Sensors DENSO Lambda Sensors. programme, covering 5,300 DENSO’s Lambda Sensor vehicle types. There is also an informative range for the European Questions and Answers aftermarket is founded on an The extended range now section covering common exceptional understanding covers recent, popular queries such as the role of of original Lambda Sensor applications from Opel, Lambdas, how they work, the technology. Each part is Vauxhall, Renault, SAAB, stoichiometric ratio, and the manufactured to the same and DAEWOO, bringing differences between Air/Fuel exacting original equipment the overall European car (A/F) and Zirconia sensors. standards that DENSO parc coverage for DENSO’s supplies to leading car range to 64%; an increase of Stefan Verhoef, DENSO manufacturers around the approximately 5%. Product Manager Lambda world, with guaranteed long > The new DENSO Europe After Market Sensors, said: “The life and reliable operation. Lambda Sensors Catalogue 2014/15 4 DENSO Newsletter: Your update on what’s new from DENSO After Market Sales Issue number 34 | May 2014 TECHNICAL TIPS Why the right oil matters for A/C compressors DENSO After Market’s Senior Engineer Gerard Magielsen reveals why using the wrong A/C compressor oil is the biggest cause of product failure – and offers an essential A/C checklist Maintenance and repair of automotive air-conditioning (A/C) units, either manually or automatically controlled, represents an extensive opportunity for garages and workshops. Indepth technical knowledge of A/C systems, common faults, recommended components and oils are all essential to achieving customer satisfaction and building return business. Central to this is a comprehensive knowledge of compressors. This is because 99.9% of all compressor problems are not related to product failure, but from a poor understanding of A/C system operation, maintenance and repair. To help, DENSO After Market has launched a new Compressor Installation Guide, which is attached to every DENSO A/C Compressor sold. > Gerard Magielsen, DENSO After Market Senior Engineer However, there is one aspect that causes What are the pitfalls of If the oil is diluted, the lubricant base the majority of avoidable A/C Compressor universal oil? layer decreases. This results in the piston problems: oil. The use of incorrect oils, such as universal rubbing against the cylinder bearing oils or oil mixtures, inevitably leads to A/C surface. If the oil is too thick, it is unable Universal oil: A key cause compressor damage. This is because to ‘squeeze’ between the cylinder and the of compressor failure universal oils, often preferred by garages, piston. DENSO A/C Compressors have a tight tolerance between cylinder and piston Oil in the A/C system is essential, are PAO-oils, or mineral oils with a different of only 3 μm. A change in the oil viscosity primarily to lubricate moving parts, i.e. viscosity than synthetic PAG-oils. The can cause more frictional resistance, the compressor and the expansion valve differences between these two types of leading to an increase in compressor needle. It also enables heat to escape from oil means that they do not mix, leading temperature and subsequent seizure. the compressor. As with refrigerant, oil in to poor lubrication, damaged seals and the A/C system must retain its chemical increased wear. stability. However, it is vital to choose the right oil for the job. Insufficient lubrication due to universal oil is the second most frequent reason for A/C compressor damage and failure. Analysis of DENSO A/C Compressor warranty claims for 2012 showed that in 24% of cases, garages did not use the correct PAG-oil needed for DENSO A/C Compressors.