EQUIPAUTO 2017 UNDERWAY

EQUIPAUTO 2017 UNDERWAY

The biennial Equipauto exhibition is currently underway in Paris.

Official visitor figures are not available until after the show, but the organiser has indicated that it is pleased with the number of visitors, with a figure of 100,000 indicated on a pre-show communication.

Highlights of the fringe have included a number of discussions (in French) on the subjects of the connected car and the future of the aftermarket, while the show itself has played host to a number of presentations and launches from the likes of Hella, AAG France, Falken Tyres and Federal Mogul.

A Grand Prix D’Or was held to celebrate innovations in service and garage equipment. Bosch won trophies in three out of eight possible categories with awards also being taken by Hella France, ENV4, Mixplast and Robot-Wash.

Look out for a full report in November issue CAT.

 

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WIPING UP WITH BLADE PROMOTIONS

WIPING UP WITH BLADE PROMOTIONS

Offering free fitting is one way to boost blade sales

Staples of retail they might be, but wiper blades are no longer simple items with each supplier offering its own take on hybrid and beam designs. In terms of display, cars today might well have wiper blades of unequal length, which makes stocking twin packs something of a nightmare.However, thanks to various cunning clip designs, most wiper suppliers can now produce a short range of single packs that takes up perhaps just one panel of retail space. Of course, if you have only a small space dedicated to a core product, you had better make sure that the area works for you, both in terms of displaying the product and making it look as attractive as it can be. This is not just to make it look nice, but to make it clear for the motorist
to find the right product for their vehicle.

Kevin Singer of wiper maker Pylon, which has the licence for the Michelin brand in the UK said: “People like to be able to see the blade inside the packaging and it makes it easier for them to understand the product”.Sam Robinson, Brand Manager at Trico made the point that simple carton-style merchandising stands can be used to remind customers of wipers when they are at the counter. “If you can get them in front of the customer you remind them that they are not just summer products” he said.

PACKAGING
Noting that while consumer products are often packaged in small works of art that cost millions to develop, Randstad’s Martin Dowd makes the point that for trade customers, the packaging is irrelevant and just makes for extra and expensive trade waste. “Most of our product is in a cardboard box with our livery on and each blade just has a thin plastic bag. This takes up very little room and is environmentally safe” he says.

This is a point echoed by all of the people we spoke to: While there are still some kits on the market that have both wipers, the number of vehicles with unequal length blades mean that the size of stockholding would be vast even before you factor in slow-moving references. Single blades of course, don’t have that issue and the ability to have all the product you need in one box means that suppliers are eagerly persuading garages to once again hold stock. Being able to carry a small range that covers the market opens up opportunities that had fallen out of favour. Describing a ten- hook merchandise stand, Jerry Banks, a Product Manager at Federal Mogul’s Champion brand, said: “Although garages don’t sell wipers like they used to, you can more or less squeeze a stand like this in anywhere and fit quite a bit of product into a small space”.

Having garages return to stockholding wipers has obvious benefits for the supplier: Garages are more likely to offer a pair of wipers if a car needs them, even if it has been brought in for something else. “Absolutely, and with blades being a compulsory part of the MOT, as well as something that motorists can literally see if they are not clearing the screen, it is a massive opportunity” said Carlton Edmeade, a Manager at Tetrosyl-owned Bluecol.

FITTING OPTIONS
Adrian Syder, the co-owner of a pair of accessory shops around Wymondham in Norfolk favours offering free fitting, and has a bay designed for the purpose at one of the branches, but he only offers one premium brand of wiper. “We fit wiper blades and that works well because of the little bay outside the door. Even on a (rainy) day like today you can nip out and fit them” he said, adding that the motorist was always happy with the premium product and the higher margin justified free fitting.

Compact store display

However, this strategy is relatively unusual in retailing. Pylon’s Kevin Singer says that retailers will usually chose to offer different types, i.e conventional, beam and hybrid as well as different price points. “The range offered depends on the type of store and who their consumers are” he explained. “Some people only carry the traditional blade, while others only have the hybrid blade but most will carry both. It is always good to give consumers an option with a budget, and a brand with more features or more exclusive technology”.

There are other ways of bringing your wiping product to the attention of the motorist, or at least to the attention of the counter staff who will hopefully recommend it. Denso has signed a racing driver as a face of the brand who has given the product as much exposure as the manufacturer could wish for. “We’ve got a partnership with Rebecca Jackson, who has fitted hybrid wiper blades to her Mini race car” explains Marketing Manager Fatiha Laauich. “And I can tell you she is a good brand ambassador as her nickname is the ‘raining queen’ because she has performed at her best when it is raining! She has been very complimentary about our wiper blade and said the blades profile kept f lat on the screen, compared with the previous flatblade” she said.

CUSTOMER CAMPAIGNS
Promotions other than those that are run at the point of sale can also bring success. “We are driving the ‘light and sight’ campaign to check both wiper blades and bulbs” says Besime Kaya, a Product Manager at Bosch. Such campaigns urge the motorist to judge for themselves that (in the case of wipers) a blade should be replaced before it is a smearing, juddering, MOT- failing mess. To promote this, the company is set to launch a consumer website, separate from the main Bosch sites, to get the message across. There is also a new app to find the right products, and the packaging itself has QR codes which show would- be purchasers neat computer- generated fitting animations.

A traditional way of keeping retail and wholesalers onside is to offer incentives to sell a certain product. Often this is in the form of a token collection scheme that can be saved up to exchange for goods, or a number of promotional free items thrown in with each order over a certain size. However, the most innovative of the season so far is Trico, which has produced its own label beer, which it it dishes out to thirsty distributors. “I like beer and it seemed like a good idea!” said Sam Robinson. “Also, I wanted to try something we hadn’t done before, and I’ve got to say that it has had the best response from any press release that I’ve sent out”. The promotion has lead to a surge of interest in the firm’s social media presence. “It would certainly be a lot easier to sell beer than wiper blades, I’ve found that out” he joked.

PRIVATE LABEL
Selling products under a private label is a phenomenon that those in the aftermarket almost dare not speak its name, despite it being incredibly widespread. However, Randstad are happy to talk about how they can produce wipers, or rather have them produced, for private clients. “One of the biggest areas for growth for us is own label, people who want their own brand because we have made established relationships and have gone through the difficult learning curve that you have to go through to establish a good supplier at the right price” said Martin Dowd. Trico also produces product for other companies. “We’ve always been upfront about it and write ‘Engineered by Trico’ on the packaging” said Sam Robinson.

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QH NO LONGER DISTRIBUTED BY JP GROUP

QH NO LONGER DISTRIBUTED BY JP GROUP

QH Braking portfolio

DENMARK-based distributor JP Group will stop distributing Quinton Hazell brand products from 6th December 2017.

The move comes as QH brand owner Tetrosyl prepares to have its new distribution centre fully operational.

JP Group provided a relaunch platform for the QH brand since being appointed licensee for Scandinavia and Germany back in 2013. A statement on a Tetrosyl press release states: “It has now been agreed that in order to increase the current commendable distribution routes established by the JP Group that Tetrosyl Ltd will continue the development of these markets directly”.

JP Group are based in Viborg, Denmark and is best known for producing and distributing
League’s Southern Premier club and stadium sponsor.

Tetrosyl’s Distribution Centre is due to be fully operational in October 2017 and will combine the distribution of oils, chemicals, car care and now QH replacement parts all under one roof. This will enable all supplies of QH products within the territories to transfer to Tetrosyl as of the 6th December 2017.

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DATE NIGHT: YOUR CHANCE TO BE ON A CALENDAR

PROMOTION ON BEHALF OF HELLA

HELLA – 2019 Workshop Calendar Competition

Chipping Warden, October 2017 HELLA is looking for workshops that have ‘something special’ to feature in the company’s 2019 “Experts At Work” calendar to celebrate the dedication and commitment that technicians make to the industry globally. 

HELLA, a world renowned manufacturer of automotive components and lighting solutions, is giving workshops the opportunity to enter the competition to show what makes their business extraordinary. Whether it is a team of excellent employees, working with exceptional cars or perhaps it’s in the most unusual location – HELLA wants to hear from you!

To enter, workshops simply need to send in a few photos that really showcase their premises or what makes it different, along with a short description of why they have got what it takes to be featured in the calendar.

The winners will receive a range of top quality prizes including an exclusive photo shoot by a professional photographer, as well as the international “Experts At Work” award from HELLA, with their pictures used in the calendar, which will be distributed worldwide. Last, but by no means least, the winners will also receive a fantastic package worth almost £500 for their workshops. 

The competition is underway, but closes on 6th November 2017, so don’t delay, apply today! For all the details about this exciting opportunity visit www.facebook.com/hella.deutschland and like the page. Alternatively you can also access https://www.hella-contest.com/en/

Posted in Garage News, Greg Whitaker's diaryComments (0)

CMA LATEST: FACTORS RESPONSES TO PROVISIONAL REPORT PUBLISHED

CMA LATEST: FACTORS RESPONSES TO PROVISIONAL REPORT PUBLISHED

Following the publication of a draft report relating to the takeover of Andrew Page by Euro Car Parts, the Competition and Markets Authority (CMA) has received detailed responses by three motor factors. As expected ECP responded to the points raised in the report while the Parts Alliance and Motor Parts Direct also aired their views and discussed what requirements they might have for any branches that are being divested in documents published today (Weds, 11 October).

ECP agreed with the report’s conclusion, which stated that most of Andrew Page would have closed for good, had it not been for the takeover. However it disagreed with various parts of the report, including a paragraph about dealerships and specialist one-marque distributors, which the CMA acknowledges that it ‘entirely misstates ECP’s position with respect to competition from OEM and specialist suppliers’.

All the documents can be read here, under the cross-heading ‘Response hearing summaries’.

The deadline for the final report to be published is November 5.

 

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AUTOSUPPLIES ACQUIRES BUTLERS AUTOMOTIVE

AUTOSUPPLIES ACQUIRES BUTLERS AUTOMOTIVE

Autosupplies Chesterfield Ltd has acquired Barnsley based motor factor Butlers Automotive with immediate effect.

The acquisition is the first of its kind for Autosupplies, having grown its head office and Bolsover branch to be one of the largest single branch motor factors in the UK, occupying a 40,000sqft site and employing more than 90 members of staff and managing a fleet of more than 50 delivery vehicles.

Butlers Automotive has been trading in Barnsley for more than 40 years, but in the past year has suffered setbacks with the tragic loss of both its owners Philip and Nicollette Parkin.

Tony Porter, Butlers Automotive Director, said: “To ensure the business continues to move forward, it needs to be under the stewardship of a vibrant business that understands the values of Butlers Automotive and that of its customers. We are delighted that family run business Autosupplies Chesterfield Ltd will be taking the business forward.”

David Clarke, Autosupplies Managing Director, said: “Firstly, I would like to pay tribute to Tony and the staff at Butlers Automotive for their professionalism and courage during a very difficult period.

“We are delighted to have secured Butlers Automotive’s future and can’t wait to get started. The name Butlers Automotive is highly regarded in Barnsley for its customer service and it is a name and brand that we are determined to grow. The business is founded on traditional values and this, coupled with the backing of the UK’s largest single branch motor factor in Autosupplies, means an exciting future ahead.”

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SUSPENSION WAREHOUSE SPRINGS UP

SUSPENSION WAREHOUSE SPRINGS UP

Suspension brand Lesjöfors Springs has relocated to a  new purpose-built UK distribution centre at Lindley Moor Road, Huddersfield.

The new facility measures 65,000 sq ft, offering almost 50% more storage capacity than its previous premises, with improved transport links to the motorway network and easy access for heavy goods vehicles as it is right next to the M62.

Robert Glynn, Managing Director of Lesjöfors Springs UK, said: “We continue on a ‘journey of improvement’ and this new facility means customers will experience even greater levels of service”.

“The increased space, improved materials handling and warehouse management solutions, position us well to maintain our 99% service rate and to meet whatever demands the market throws at us, whilst allowing us to remain competitive through efficiencies.”

The new unit has potential to extend the warehouse by a further 15,000 sq ft  should the need arise.

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HANDLING DIESEL COMPONENTS

HANDLING DIESEL COMPONENTS

Injectors and related components need special care, but do garages appreciate this?

Diesel system components are a paradox. On one hand they survive for years if not decades in a harsh, high temperature and even higher pressure environment of an engine. On the other hand, when the parts are out of their clean, contamination-free safe zone the are immensely fragile and even the slightest knock or the tiniest contamination particle can render them useless.

CR Injector

It is interesting to note that the component manufacturers take getting injectors through the factory, to the garage and into the engine, extremely seriously. “Delphi’s common rail injectors are manufactured and packed in conditions of utmost cleanliness in our OE facilities. All outlets are fitted with protective caps and plugs and the injectors are sealed into VCI (Vapour Corrosion Inhibitor) bags. The bagged injectors are then packed into strong, durable cardboard cartons for delivery to distributors and end users” explains Gail Flint, UK Category Manager, Fuel Injection Systems, Delphi Product and Service Solutions. She adds that on fitting, garages are encouraged to vacuum (as opposed to blowing compressed air across the component) when fitting and that the old core should be returned packaged in the same way complete with end caps when being returned to the factor.

DEBATE
However, a thorny debate arises when it comes to remanufacturing that core. Arguments over what is a repair and what constitutes being a remanufactured item are as old as the industry, but in the days of high-tech electronics and ultra-sensitive precision parts the topic has never been more pertinent. Part of the problem, according to various remanufacturers is a lack of universal build specs from OEMs. Chris Paxman, MD of TT Automotive said: “There always has been companies who want to do the job properly, and others who want to get it working to a fashion and make a quick buck”. He adds that where there is official field repair information available from the OEM ‘most reputable diesel repair shops will be using this to remanufacture the unit’.

Graeme Stock, MD of Hirsche Automotive said a key difference between repairers and reconditioners is the way they’s approach each unit. “Repairers would solve the immediate fault, and if there were 10 racks the same, perhaps with different faults, they’d just repair that one challenge. What we do in R and D is we solve the issue across the board. Every time we produce it, we will strip the whole thing down and build it back up. You have to change the mentality, if you don’t do that, you aren’t a reconditioner, you are a repairer”.

PROGRAMME
The OEMs do have various diesel programmes, but some in the industry want this expanded and formalised. The one fundamental change [that we’d like to see] would be that the OEMs recognise the value of an approved diesel centre network that they promote the benefits of using the same, that they introduce new programmes quicker through this network and making sure that the component parts are competitively priced” said Ian Neill, Director, Diesel Systems at Carwood. “This would ensure that the approved networks who have made very significant investments in equipment and training would capture a major share of the available market before the non – genuine repairers got a foothold”. He adds that in his opinion the reason that this is not happening as a given is because it is in conflict with the OEMs own reman programmes.

Despite the bad headlines, there are as many diesel vehicles on the road as ever and while the parts are delicate and difficult to transport until fitted, there is no denying that a modern workshop cannot simply refuse to take diesel work on.

NO SHORTCUT FOR DIESEL PARTS

An important point to understand about diesel components is that there is no such thing as a cheap price- fighting brand on new components. On glow plugs, for example, there are only half a dozen companies that produce them, and all have various OE contracts. The reason for this, as outlined in the main text, is that all diesel components are highly precision engineered parts and even the slightest error in the length of a glow plug, for example, could result in the crown touching the piston which would result in significant engine damage. A year ago CAT visited the Hidria glow plug factory in Slovenia, and were surprised how few people were involved in the physical production, as the vast majority of operations are automated and in clean room conditions. As with other diesel system components, each product is coded for traceability and are subject to many tests before leaving the building, including a fast heat change test, plunging the plugs from a hot ambient temperature to -40° in a flash.

Hidria

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CHARGING UP FOR THE NEXT DECADE

CHARGING UP FOR THE NEXT DECADE

Hayley Pells tells us about the electric dreams she has for the next decade

There’s two sides to Hayley Pells’ professional life as she is co-director of restoration garage and MOT Centre, Avia SpeedShop with Andrew Murdoch and co-director of coachbuilder GP Fabrications with husband Grahame Pells. “I guess it means that between the two I own a whole business” she joked.

CAT has visited Pells in the past, so we won’t go over her story and how recovered she from a serious injury obtained while serving in Iraq and had to learn new skills to join the family business of vehicle repairs. Nonetheless, it is the first time I’ve been to the Bridgend workshops and I’m keen to see the businesses for myself, as well as the oddball mix of vehicles that I’ve heard are the bread and butter of daily work here.

GP Fabrications is busy with a couple of very interesting projects. One is a bay window Type-Two campervan which was picked up for under a grand. VW enthusiasts will know that you’d be lucky to get just the logbook for that price, so it will come as no surprise if we tell you that most of the lower half of this van seems to simply not exist. This does not seem to phase Grahame as metal fabrication is his bread and butter, as it demonstrable from another commission he is working on, a custom body for a 1930s Grand Tourer which he is painstakingly making using traditional body craft tools, such as the English Wheel.

A couple of miles over the hills, there is an eclectic mix of work in the queue for ramp time at Avia. Sure, there is the obligatory clapped-out Astra with a suspect fuel pump and a school run BMW SUV in for an MOT, but there is also a Fiesta- based Jester kit car from the early 1980s, a rubber bumper MGB and a rather rusty E12 Alpina in for some body restoration. A 1950’s Ford pickup, one of Pells’ own cars, skulks in the corner, apparently in disgrace for having the temerity to spit a cog out of its three-speed gearbox.

There are changes afoot at the business though, The front of the workshop features a kitted out, though currently disused, pastiche of a 1950s American diner. Rather than let it out separately (“It uses the same keys as the business, our insurers would have a fit!”) the plan is to allow some local young people to run it, once they have put together a suitable business plan. This is project for which Pells has already sought permission, and funding, from the authorities for.

SKILLS

Just because the average age of vehicle in the workshop is greater than the combined age of her two youthful apprentices does not mean that the business is shy of learning about some of the latest developments in technology. Outside the workshop sits a Nissan Leaf, acquired by Pells who is extremely keen for the team including herself to train on how to service and repair such vehicles. The workshop is also skilled in the traditional, but highly technical art of performance set-ups for fast road or track use.

Classic and modern found at Avia

Sending everyone on long and expensive training courses can be perceived as a risk for small garages though, something that Pells acknowledges. “We are keeping busy and we’re paying the bills, so while everyone’s happy, you have to ask, do we rock the boat?” she ponders out loud, and the answer is clearly a ‘yes’. “It seems to work and our clients like it, and when new technology comes in, we are ready for it – and normally before anybody else which is why we have so many trade customers” she says.

One area of recruitment and training that Pells is quite vocal about is the snail-like pace in which female school and college leavers are joining the garage trade. “We’ve been encouraged by the RMI’s ‘30 by 30’ campaign (under which 30 percent of motor trade recruits will be female by 2030) but a bit saddened that its going to take such a long time for a relatively small increase” she says, adding that perhaps with bold thinking there might be ways to get a greater percentage faster. She makes the point that there is no physical reason why almost anybody should be prevented in working in a modern garage. “As workshop equipment has evolved it is different to when my Dad had a garage in the 1970s, there is not so much heavy lifting – which is good for everybody regardless whether you are male or female”.

“We used to damage people in this industry and there is no need to do that whether they are male or female, but it was always accepted that in this hands-on trade you were going to sustain injury. I don’t understand where that acceptance will come from”.

CHANGES

Diner to be part of new social enterprise

Pells is also insistent that changes in legislation will play their part in redressing the balance. “I think with shared parental leave [introduced by the coalition government a few years ago] has led to some blurring between traditional gender roles, although the uptake so far has been poor. Men are worried about job security – will it still be there when they come back? And will they be taken seriously after taking time for what is seen as a female role? I don’t think it is any surprise that the sectors where there has been good uptake has been academia and public services. I think those attitudes will become normalised and then spread to other professions”.

However, Pells is uncertain whether the aftermarket is geared up for such change, and what the fallout might be. “In a garage the current thinking is ‘oh, maternity leave – that’s a bit scary. We’ll just employ men’. Well with shared leave, they will have to modernise their thinking. People who become parents for the first time don’t know what was ‘normal’ in the past – they know what is normal now and they will put an expectation on employers… and will that change be something our industry is ready for” she says.

Whatever changes comes next, whether in law or in technology, we know the teams at Bridgent will be ready for them.

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BREAKING: AAG ACQUIRED BY GENUINE PARTS COMPANY

BREAKING: AAG ACQUIRED BY GENUINE PARTS COMPANY

BREAKING:  The following statement has been released by Genuine Parts Company:

ATLANTA and LONDON, September 25, 2017 — Genuine Parts Company (NYSE: GPC) (“the Company”) and Alliance Automotive Group (“AAG”), a leading European distributor of vehicle parts, tools and workshop equipment, announced today that they have entered into a definitive agreement under which Genuine Parts Company will acquire Alliance Automotive Group from private equity funds managed by Blackstone and AAG’s co-founders.  The acquisition is valued at a total purchase price of approximately $2 billion, including the repayment of AAG’s outstanding debt upon closing. The transaction has been approved by the Board of Directors of GPC and is expected to close in the fourth quarter of 2017, subject to the satisfaction of customary closing conditions and applicable regulatory approvals.    

AAG is the second largest parts distribution platform in Europe, with a focus on light vehicle and commercial vehicle replacement parts.  Headquartered in London, AAG has 7,500 employees and over 1,800 company-owned stores and affiliated outlets across France, the U.K. and Germany. AAG has a consistent track record of organic revenue and earnings growth supported by strategic investments based on a proven M&A strategy to gain scale, efficiencies and geographic coverage. 

AAG is expected to generate gross annual billings of approximately $2.3 billion (US$) including supplier direct billings, or $1.7 billion of revenue on a U.S. GAAP basis in 2017.  Additionally, the Company expects the acquisition to be immediately accretive to earnings in the first year after closing.  For 2018, incremental diluted earnings per share is estimated at $0.45 to $0.50 and adjusted earnings per share is estimated at $0.65 to $0.70, which excludes the amortization of acquisition-related intangibles.  The Company expects to incur one-time transaction costs in the fourth quarter of 2017.  

Paul Donahue, Genuine Parts Company’s President and Chief Executive Officer, stated, “We are excited to combine with AAG and enter the European markets with critical scale and a leading market position in the automotive aftermarket.  AAG is poised to contribute significant sales growth and earnings accretion to Genuine Parts Company and also serves to enhance the GPC platform for long-term, sustainable expansion across the global automotive parts industry.  AAG has a strong management team and a deep bench of talent, and our similar cultures and histories make this acquisition an excellent strategic fit. We are confident this business investment will create significant value for our shareholders, and we welcome the AAG team to the Genuine Parts family.  We look forward to their future contributions to our ongoing success.”

Jean-Jacques Lafont, Chairman, Chief Executive Officer and co-founder of Alliance Automotive Group, said, “The AAG team has tremendous respect for Genuine Parts Company and its well-deserved reputation as a long-standing leader in the automotive parts industry.  We are very pleased to combine our two great businesses and leverage our collective resources and expertise to accelerate growth.  AAG’s success is a testament to the hard work and dedication of our wonderful employees, without whom this transaction would not be possible. I am confident that, together, we will achieve great things and continue to provide the highest quality parts and service to our combined customers across the globe.” 

Lionel Assant, Head of European Private Equity at Blackstone, said, “Over the past three years, AAG has experienced tremendous growth and transformed into one of Europe’s leading automotive parts distributors.  We would like to thank AAG’s management team led by Jean-Jacques Lafont and Alistair Brown for their vision and leadership as well as all its staff for their exceptional efforts.  We have no doubt that the business will go on to further growth under Genuine Parts Company, which is the right partner to support AAG’s continued success.” 

The Company intends to finance the transaction, including the pay-off of AAG’s existing debt arrangements, with approximately $2 billion of debt financing.  This will include the combination of new term loan agreements, new multi-currency debt and an upsized revolving credit facility

 

We’ll have more analysis on this breaking story soon.

 

 

 

 

 

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