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NEW HELLA HENGST FILTERS FOR WORKSHOPS

NEW HELLA HENGST FILTERS FOR WORKSHOPS

PROMOTION ARTICLE ON BEHALF OF HELLA

Hella Hengst portfolio

HELLA, a leading original equipment (OE) manufacturer and system supplier to the global automotive industry, has recently added antibacterial carbon activated cabin filters to the HELLA Hengst range of OE quality filters.

The 38 new-to-range (NTR) references are available for a variety of vehicles, including Ford Focus C-Max, Mercedes Benz A and C class, and Sprinter, as well as Audi A3, A4 and A5. The range also extends to the majority of VW and SEAT models. These additions, which will be available from early 2018, can be easily identified with the letters ‘LB’ marked on the end of the HELLA Hengst part numbers.

The main difference between the HELLA Hengst carbon activated cabin filter and the new antibacterial version is that while both have excellent odour reduction properties, the latter can also reduce allergy problems caused by contaminants such as bacteria and mould fungi, which enter the passenger compartment through the ventilation system, thus tackling one of the growing issues facing road users by directly addressing the health concerns of vehicle occupants.

Today, modern vehicles have cabin filters located in a variety of places and that are sometimes challenging to fit, making it difficult for installers to service or replace them. To further assist technicians, HELLA Hengst provides easy-to-follow installation instructions for all cabin filter types, including their locations, in every product pack.

As these additions demonstrate, the HELLA Hengst range is consistently growing and with a complete range of 1,500 premium quality filters across 90,000 applications for passenger cars and light commercial vehicles, the company is showing its commitment to deliver the very best in terms of quality and availability to support the independent aftermarket.

For more information about the new HELLA Hengst filtration range, contact our sales team on 01295 662324 or email hella.hengst@hella.com

Posted in Factor & Supplier News, Featured Sidebar, Filters, Garage News, Industry Insight, Retailer NewsComments (0)

HELLA ANNOUNCES NEW PLANT AND BUSINESS DEAL

HELLA ANNOUNCES NEW PLANT AND BUSINESS DEAL

Hella and BHAP tie the knot

AS PART OF growing demand for its vehicle lighting systems, Hella has opened a new production plant in Tianjin, China valued in low-to medium double-digit million euro.

The opening of the site follows a joint venture between Hella and Beijing Hainachuan Automotive Parts Co. Ltd. (BHAP) – a subsidiary of the BAIC Group, which will see both parties collaborate on LED headlamps, rear combination lamps, car body lighting and interior lighting under the newly formed entity, ‘Hella-BHAP’.

Markus Banner, Member of the Hella Management Board, said: “The new plant will strengthen our market position on one of the world’s major automotive markets. When extending our structures locally here on site, we are also very consciously counting on collaboration with successful Chinese partners such as BHAP. And that is because such cooperation means that we will be able to meet the needs of local customers even better than ever before.”

“Tianjin, where the new factory is located, is of strategic importance to the Chinese automotive industry as many of our key customers are located nearby”, said BHAP General Manager Chen Bao, “Hella is a perfect partner for BHAP, and we join hands to develop the automotive lighting business in this region and provide our clients with the best services and support,” adding that its cooperation will gradually expand into  electronics and aftermarket.

The new location employs100 staff with plans to extend this number to 250, along with its current site and 12,000 sq m production facility in due course.

 

Posted in Blogs, Factor & Supplier News, Garage News, Lighting, News, Retailer News, UncategorisedComments (0)

THE COMPLETE BATTERY SOLUTION FROM HELLA

THE COMPLETE BATTERY SOLUTION FROM HELLA

PROMOTION ARTICLE ON BEHALF OF HELLA

With the UK currently enduring some fairly hostile weather conditions, for the country’s motorists, it’s the battery that takes the brunt. This fact was underlined by the RAC as it issued a stark warning this week stating that they expected to receive more than 3,000 battery related callouts on the first day back after Christmas alone.

The weather is however an opportunity for HELLA customers as its supply agreement with ECOBAT Battery Technologies ensures that the HELLA battery offering meets the challenge, because alongside excellent availability, it is both comprehensive and incorporates the latest products to reflect current technology. In addition, with the market-leading Hella Gutmann Solutions (HGS) mega macs range of diagnostic tools, which possess the software required to correctly install the batteries used for start/stop enabled vehicles, HELLA has all the necessary elements to provide a full battery replacement programme.

Bearing in mind that battery related issues remain the most common cause of breakdown, whatever the season, battery health should be a priority for workshops. Therefore, as a matter of course, technicians should carry out a battery check on every vehicle that enters their premises, which allows preventative maintenance to be undertaken. Alongside this practical action, technicians should be recommending that customers who use their vehicles infrequently or make only short journeys, charge the battery on a regular basis, which will substantially reduce the risk of electrical related breakdown.

Due to the competitive nature of the sector, proactivity is the watchword for batteries, so it is vital for factors to make sure they are supplying the correct replacement for the vehicle, which is why an accurate application guide is a must. However, it is good practice for counter staff to check whether any extra high demand electrical equipment has been added to the vehicle, as this could affect the specification.

As the number of vehicles incorporating a start/stop function will only increase, the demand for AGM/EFB batteries is projected to grow rapidly and these must be installed correctly to prevent their premature failure. Unlike the traditional SLI battery, AGM/EFB batteries require a specific fitting procedure and the use of a specialised tool to integrate them into the vehicle’s complicated electronic system. Moreover, as vehicles become evermore reliant on electronics and the demands on the battery subsequently increase, the correct diagnosis of the cause of electrical related issues is vital.

This is where HGS users benefit, as all mega macs diagnostic tools have the capability to introduce an AGM/EFB battery into the battery management system (BMS) of a start/stop enabled vehicle, to correctly initialise the replacement. Without this process, the battery will fail prematurely.

Further advantages come with their ability to diagnose other battery related problems, such as issues with the IBS (intelligent battery sensor), which is a vital component in the BMS and, will sometimes also need replacing. Usefully, in addition to its aftermarket range, HELLA is an original equipment (OE) IBS supplier, so has particular expertise with this increasingly used product.

In short, as a respected supplier of premium quality components and diagnostic equipment, HELLA’s battery programme naturally reflects the requirements of the market and provides the solution technicians need to undertake every battery related challenge.

For more information about the OE quality products available from HELLA, please call customer services on: 01295 662400 or email hella.sales@hella.com

Posted in Batteries, Featured Sidebar, Industry InsightComments (0)

WINTER BLUES? GET READY FOR SPRING TIME

WINTER BLUES? GET READY FOR SPRING TIME

New apps and wider distribution make for a better future for spring stockists. CAT Ed Greg Whitaker reports. 

Heavy rollers

As this month’s topic is springs, we thought we’d get on the road to visit two different spring suppliers to find out what they do first hand.

CZECH FACTORY
Our first visit was all the way to the Czech Republic to see the European production facility of KYB. Situated outside the town of Pardubice, two plants produce both coil springs and dampers. Established in 2003, the plants enjoyed large extensions a few years ago, allowing the spring factory to push 2.2m coils springs through the goods out door every year. The capacity is set to rise as extensions built on both plants in the last few years give the company room to grow.

We had a long tour of the spring factory and were fascinated to see how great machines twist bar into springs, which are then tempered and shot-peened before being laser etched and electrostatically coated. On our visit, the products being produced were being made with taper wire, although side- loading (banana) springs and other designs are also produced in the facility. Shot- peening with the correct medium is apparently critical

in producing a strong spring. Units from factories that haven’t been through this process, or have been blasted with the wrong medium can be a third weaker than those that have been correctly produced.

KYB hasn’t been slacking in investing in new technology. While were were in Pardubice we learnt about a new app, which unusually is for garages to show to customers. The app, named Suspension Solutions, is split into two parts. Part one is to help the technician explain to the motorist what issues have been identified with their vehicle’s suspension and which components need to be replaced. It sends the driver a text message with links to video clips which explain the dangers and risks associated with worn shock absorbers, coil springs, mounting and protection components. Part two is for showing the completed repair which a garage has carried out on a customer’s vehicle. It can send a text message to the driver with a before and after photo of the work carried out.

While the app can be viewed on the customer’s phone, garages will also be sent a type of VR headset, which is simply
a frame in which a phone slots in to. The end result is astonishingly good, and an interesting way of involving the customer in the work.

YORKSHIRE HUB
Meanwhile, we were interested to visit Lesjofors’ new facility in Huddersfield. The firm was keen to get its logistics based from one site, and so constructed this site measuring 65,000 sq ft situated right near the motorway network.

On CAT, we love a good warehouse and were fascinated to see how the design allowed use of the full height of the building, which left room for future expansion. Both Kilen and Lesjofors brand springs are stocked in the warehouse (Kilen was acquired by the parent in 1996) and leaf springs, gas struts for boots and bonnets, as well as sports lowering packs
are stocked alongside the regular coil springs.

Slightly less centrally located, the firm has a UK factory in Cornwall. It produced road springs under the Kilen springs brand, while other production takes place in Sweden where both companies originated. The factory doesn’t just produce car springs – indeed, it will produce to order any size and application, ranging from the type of spring found inside a biro, right up to the giant coils found on a mining truck.

Lesjofors has also recently published a phone application. The app allows professional users to search its catalogue by vehicle, with an option to search for country-specific references. You will also be look up technical articles when they’ve been uploaded.

Posted in CAT Features, Steering & SuspensionComments (0)

MAINTAINING EMISSION STANDARDS

MAINTAINING EMISSION STANDARDS

Launch DPF Gun

With CO2 emissions on the rise, how are suppliers preparing workshops accordingly?

unless you have your head in the sand, you’ll notice that the tide has turned for emissions and for light diesels in particular. Last month, almost anything registered before 2005 was effectively banned from central London, thanks to the so-called Toxicity Charge. What’s more, these standards are only likely to get tougher, with a diesel emissions check at MOT among many options being mooted by those in power. This isn’t necessarily a bad thing: Everyone wants fresh air and there are a number of products to help clean up diesel engines.

One technology that has kept VMs in line with their objective is Exhaust Gas Temperature Sensors (EGTS), designed to protect components exposed to hot exhaust gases from overheating. Julian Goulding, UK Marketing Manager at Delphi elaborates, “Exhaust gas temperature sensors play a crucial part in modern vehicles. From Euro 5b, all diesel vehicles had to have EGTS, with each car having up to six sensors, they’ll become an increasingly important service item.” He adds that these parts can and do fail, which is hardly surprising given the hellish temperatures that they endure. However, an EGTS problem is often misdiagnosed.

TRAINING AND WEB PLATFORMS
To counter this, Goulding suggests workshops can enrol onto a number of training courses in order to repair these systems confidently. Based at its Warwick Centre, the parts maker hosts various programmes, with training that can also be accessed via its’ digital channels; which provides information on fitting sensors and diagnosing faults successfully. Helen Goldingay, UK Marketing and Communications Manager at Hella, concurs, stating that although most garages are up-to-speed with EGTS, attention on newer technology must be brought to the forefront. She expands, “Due to the growth in use of the micro hybrid (start-stop) systems, intelligent battery sensors, which play a crucial in the battery management function that are part and parcel of the system, are clearly a growth area, as are those directly connected with emission controls, like exhaust gas pressure and air quality sensors.

‘Technicians are aware of the growth in the number of sensors that modern vehicles require, but what is more important than actually knowing every sensor itself, is the ability to identify where a fault lies and have the equipment to reinstate the management system once the component has been changed.” To facilitate this, various web platforms have been launched by the company in recent years. This includes Tech World for technicians as well as Partner World for factors and others in the supply chain.

CLEANING AND TESTING

It’s all well and good being able to diagnose faults with these parts, however, carbon build-up on EGR valves, DPF’s and injectors can restrict sensors from detecting problems within the fuel and exhaust system. Carbon build- up or post combustion carbon as it’s otherwise known, is a result of vehicles running in conditions where they can’t reach their full temperature; resulting in heavy quantities of carbon being burnt.

Fortunately, the aftermarket isn’t starved of chemical products to help with this. Various potions that are poured in the fuel or in the crankcase, as well as several machines have come onto the market in recent years. One of the most recent entrants in this sector comes from diagnostic equipment supplier Launch UK. The company has recently launched a device called a DPF Gun as well as various pour-in chemical cleaning products. Richard Collyer, Product and Equipment Specialist at the firm, expands, “Once vehicles are full of carbon, the EGR valve can’t operate properly and can blow electronically. Once this occurs, it will need changing.”

Euro5 BM

FACING FEARS
Akin to this, Mark Blinston Commercial Director at UK manufacturer BM Catalysts, encourages independents to get involved in servicing DPFs themselves, instead of dismantling and sending them off to dealers, which he says can be a ‘costly move’ for the garage. However, there is still a ‘fear’ around this technology that he brings to light, “The general perception is that garages are worried that if they get it wrong, it will be expensive”, he continued, “There’s been a lot of noise about this in the news where the BBC recently done a report revealing a shocking number of vehicles being driven on roads that are not fitted with them. This is one reason why some garages aren’t getting involved.”

To face this fear head on, Blinston explains that the firm has produced some point- of-sale material, training sessions and technical information for technicians. This also goes along with a number of new offerings for its’ core lines of catalytic converters, pressure pipes and DPFs. He concluded, “We have invested in many resources and developments over the last year by adding 245 new part numbers in 2017 covering 30 million vehicles across Europe.”

Posted in CAT Features, Exhausts, Factor & Supplier News, Garage News, News, Retailer NewsComments (0)

AVOIDING THE BATTERY BLUES THIS WINTER

AVOIDING THE BATTERY BLUES THIS WINTER

As the season of flat batteries creeps in, how are suppliers preparing garages this winter? CAT Reporter Daniel Moore finds out.

Battery labelling at Yuasa factory

Like all of the aftermarket, we wait in joyful expectation of a foggy and icy winter, but how are battery companies preparing for the oncoming season?

MARKETING CAMPAIGNS
The idea is of course to recommend a replacement before it fails to start the car, thus eliminating some of the seasonal peaks and troughs in battery sales.

Trying to achieve a similar theory but with a slightly different end goal in mind, Swedish battery charger firm CTEK has launched a campaign to encourage motorists to prolong the life of the battery by regularly giving it a maintenance charge (by using one of the firm’s switching ‘smart’ chargers of course). A new consumer product called ‘Time to Go’ has removed most of the process indicators on the front panel, instead simply telling the motorist how long it will be until the battery is charged. The product ties in with a Bluetooth dongle and smartphone app called ‘battery sense’, that gives the motorist real-time info about the state of health of their batteries – this could be particularly useful on vehicles that are rarely used over the winter such as classic cars or motorhomes. Sten Hammargren, Consumer Business Unit Manager at CTEK, said “It’s a reflection of the demands that today’s consumer has for household tools and accessories that can keep them in the picture – we’ve seen it with other household goods such as washing machines and tumble dryers and now you can have this type of information from your battery charger.”

TESTING TIMES
Of course most consumers will prefer the garage to check the state of health of their battery and Bosch Car Service member garage Spiros Motors, is one workshop that has followed suit by carrying out free of charge battery checks on every vehicle it sees. Dinos Christoforou, Master Technician at Spiros Motors, expands: “Every single service for any vehicle coming in, it’s one of the main checks that we do”, highlighting the tools used for the job, he said, “We use Bosch Bat121 Electronic Tester that measures the amperage of the battery. notifies us of how much amperage is in the battery before it needs to be charged up”, adding that a ticket print out is then issued from the machine. You might ask what the point of a printout is if the machine has it on the display, well, this information is then relayed back to the customer, complete with the printout as proof that the check has been carried out as described and notifying them of the steps taken before receiving the keys back to their vehicle.

To avoid breakdowns, Steve Hudson, Head of Business Development at Behr Hella Services, says garages should consistently advise customers to maintain their battery all year around no matter how much or little the vehicle is used. “Battery related issues remain the most common cause of breakdown, whatever the season, battery health should be a priority”, notes Hudson. “Technicians should be recommending that customers that use their vehicles infrequently or make only short journeys, should charge the battery on a regular basis, which will substantially reduce the risk of electrical related breakdown”. Lee Quinney, Country Manager for Banner Batteries GB, echoes Hudson’s sentiment suggesting ongoing training should be a number one priority of any garage, particularly with the eclectic range battery technologies flooding the market. “Giving the garages the training and support that is needed has never been more important, particularly as specifying the wrong start-stop battery for a vehicle can have serious consequences”, he replied.

BATTERY LOOK-UP TOOLS
When the time for battery replacement comes, a number of manufacturers have introduced online applications allowing workshops, suppliers and the like to source their models easily. Ecobat Technologies (formerly Manbat) is a prime example with its EBT Battery Finder that has helped extend its distribution network to many independents nationwide. “Users simply need to enter the registration number of the vehicle in the search box and the site will use a sophisticated VRM database to locate the correct car and provide access to its vehicle- specific details”, notes Paul Payne, Sales Director at Ecobat Technologies. “This information naturally includes the exact specification of the battery for which it is designed, and therefore provides an absolute assurance the battery is the precise replacement the VM has specified for that model”.

With the extensive amount of gadgets and promotions on offer, workshops and retailers can be rest assured that by investing in some of these wares and services will enable them to avoid those battery blues this winter while picking up some extra revenue along the way.

CHARGING UP FOR THE FUTURE
While technology in vehicles becomes increasingly complex, we were interested to find out how this could impact the battery market in the years to come. Although we have touched on the aforementioned start-stop technology, it is the now and future as battery maker DBS Energy’s MD Henry James, points out, “The market in automotive batteries is moving towards ‘All Electric’, but the current future is in stop-start technology, which is having a positive outcome on sales of AGM batteries due to larger amounts of stop-start cars being on our roads”, he said. “There has already been a huge swing to sealed maintenance free flooded batteries also, which has already started to take place in the commercial vehicle sector too.”

Ecobat’s Sales Director Paul Payne concurs and expands. “In the short to medium term, the replacement market will remain dominated by the 12-volt battery. Clearly AGM sales will increase and [traditional] batteries gradually fall back, but any significant growth outside this core sector, is still several years in the future.”

Yuasa’s James Douglas says before investing in future wares, workshops must first identify and understand the different setups for each model on the market, something that is still a little unclear among some garages. He said, “The key issues is there hasn’t been a massive volume of start-stop cars going through garages needing their battery replaced, it’s only now that it’s beginning to increase. We are still pushing that message and explaining to garages that it’s a completely different setup. If a car has EFB battery then it needs to be replaced with EFB and likewise with AGM as opposed to a conventional one.”

Whatever the weather, it looks like there is still good business in battery services for a while yet.

Posted in Batteries, CAT Features, Factor & Supplier News, Garage News, NewsComments (0)

AFTERMARKET LIVES: VISIT TO NGK

Mark Hallam invites CAT up to NGK’s distribution hub in Hemel Hempstead.

Most workshops will know the NGK brand through its BoxClever scheme, where customers can trade in their empty lambda sensor boxes in exchange for reward points to spend on an array of gifts at the firm.

Besides this loyalty programme, the manufacturer has had a strong foothold in the aftermarket for many years; beginning its operations in Nagoya, Japan 81 years ago. Eventually, the firm expanded its footprint overseas by building spark plug factories around the world. Presently, the network totals 11 factories, four development sites and over 20 sales offices worldwide.

LOGISTICS
However, today’s visit brought us to its UK headquarters in Hemel Hempstead, which was previously located in Hendon (North West London) before relocating nearly two decades ago. “The transition of NGK’s UK HQ to Hemel Hempstead was due to the requirement for more space for a rapidly growing business”, said Mark Hallam, UK Marketing Manager at the firm. “The Hemel Hempstead site was purpose built in a location with transport links ensuring an efficient delivery service to our customers”, adding that the warehouse had previously been extended to stock its core ignition lines with plans in the pipeline to expand it even further due to company expansion.

The current premises houses 100 staff and a large warehouse space where parts are sourced from Japan and distributed to trade and supply chain customers across the country. The site contains a finance and marketing department as well as its sales office and OE division where a team of staff are employed to communicate directly with vehicle manufacturers. Hallam elaborated. “NGK work directly with all of the major VMs around the world”, he continued. “NGK Spark Plugs and lambda sensors are the world’s number one OE fitment”.

BRANDING
Despite the firm’s bread and butter being in in glow and spark plug sales, this is not the only part of the business. “NGK are more than just a spark plug company,” remarked Hallam. “We also sell glow plugs, lambda, NOx, EGT, MAF and MAP sensors as well as ignition coils and spark plug covers. Under our NTK brand we also operate a specialist Technical Ceramics division from Hemel Hempstead specialising in ceramic cutting tools and IC packages.”

Hemel Hempstead DC

To communicate its ‘more than spark plugs’ message to garages, the firm recently launched a range of aftermarket products under the NTK division with over 150 part numbers, including 87 Mass Air Flow (MAF) sensors and 69 Manifold Absolute Pressure (MAP) sensors that have been ‘well received’ so far. In addition, the company updated its logos to bring awareness to both businesses. “In 2016, NGK developed a new brand identity with two new logos. “All ignition related products come under ‘NGK’s Ignition Parts’ with all sensor products coming under ‘NTK Vehicle Electronics’”, noted Hallam.

STAFF RETENTION
Staff longevity has played a crucial role in business expansion with most employees possessing over 20 years experience The standard setup involves a team of reps that are sent out to different regions in the country to work closely with existing customers by developing and keeping their stock holdings competitive as well as scouting out new leads to grow the firm’s UK footprint. “The NGK sales representatives are an asset to the company offering our customers market leading sales, product and technical support across the UK”, said Hallam. He adds that staff loyalty has played a big contribution towards the receiving its A1 Motor Stores Award, which proudly sits behind a glass trophy cabinet in the foyer area.

Going into the autumn and winter months, the team at Hemel Hempstead will continue growing the UK base organically through customer retention while hammering home the message of NGK and its various subsidiary brands. Although there are some new developments on the cards, everything is being kept top secret until a big reveal at Automechanika Frankfurt next year.

Posted in Factor & Supplier News, Garage News, News, Out and About with CAT, Retailer News, Sensors, Spark PlugsComments (0)

STANDING OUT FROM THE COMPETITION

STANDING OUT FROM THE COMPETITION

James Bourn shows CAT around suspension firm Powerflex in Uxbridge, Hillingdon

You might be familiar with the Powerflex purple and yellow livery but did you know its portfolio of polyurethane bushes are produced here in the UK?

The line-up is popular as upgrades from OE parts on cars owned by enthusiasts. Powerflex Sales Director James Bourn explains that the crux of it comes down to the materials for its steel bushes, which he says are not used by many competitors. “We use premium quality materials such as stainless steel in a lot of our products whereas our competitors tend to use a lot of plated steel”, said Bourne. “We’re a UK manufacturer so all of our R&D is done here by us”, he said, adding that the supplier also develops bespoke technical products in line with its core suspension range.

FACTORY UNITS
We’re curious to see how these products are produced, so Bourne takes us to the CNC Factory, where most of the magic happens. The unit is home to many high-tech computer-controlled machining centres and other equipment used for geometry work, metal bending and test fittings; producing bushes, engine mounts and sleeves forged from aluminium and stainless steel. Once created, parts are then tried and tested before receiving the thumbs up.

Indeed, having all of its manufacturing operations in-house has sped up productivity and product turnaround by cutting out a third party who would normally carry out the nuts and bolts of the process. Bourne expands. “Doing this internally gives us greater control over lead times and quality rather than delegating to a third party. We can diagnose and fix problems quickly, likewise with lead times, order turnaround time is fast”.

The firm’s developments of polyurethane bushes and chassis systems in general has enabled it to triple its warehouse capacity by acquiring three extra units. Apart from the CNC Factory, the parts maker has in effect knocked three buildings into one; consisting of a large manufacturing space where bushes begin their journey on conveyor belts, before they are solidified and enter a cutting and fitting area to get rid of built-up material, post production.

BESPOKE SYSTEM
To keep track, a management system has been set up to notify sales staff and technicians of customer orders coming in and the parts required for each job. This can be accessed by factory workers through computer monitors, located at multiple assembly points around the premises. “Believe it or not everything is stock controlled”, said Bourn. “The system tells us what we’ve got to make, how many and by when”. In addition, the system has helped the manufacturer organise its stockroom efficiently; allowing staff to source the correct components without any grievances. This was evident on our tour with trays of suspension bushes, mounts, and sleeves labelled and stacked tidily on each aisle so workers can locate wares and send them out to dealers, post haste.

Bushes begin production in liquid form

To help customers distinguish the differences between products, the company launched its Black Series and Road Series a few years ago not only to highlight the key differences, but also allow trade customers to understand what requirements they’ll need for each one. Bourn elaborated: “For years, our parts were only fitted by people that wanted a performance edge to their car or if their car was being used in motorsport”.

“So what we’ve tried to is move away from that slightly not in terms of how we want the brand to be seen, but so we can establish that our parts are not just a replacement product but a performance and motorsport one. That’s why we launched our Road Series and Black Series – with the Black series targeting track cars while the Road Series is specifically designed for road vehicles” he noted.

PRACTICE AND LEGISLATION
The firm is a member of the Performance Automotive Aftermarket Association (PAAA), which will keep it abreast of any legislation changes that may or may not affect it in the near future. “The idea behind the PAAA is to give companies like ourselves strength in numbers, a greater voice and hopefully greater influence should there be any plans for legislation changes that could impact our business and the performance aftermarket as an industry”, said Bourn, concluding, “We’re going to keep working hard to make sure we’re developing new products and continuing to look after dealers; providing them with the best possible service whilst ensuring we continue to grow and progress as a business”.

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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.

Posted in CAT Features, Factor & Supplier News, Garage News, News, Retailer News, WipersComments (0)

PAGID AWARDS WORKSHOP WITH £10,000 UPGRADE

PAGID AWARDS WORKSHOP WITH £10,000 UPGRADE

PROMOTION ARTICLE ON BEHALF OF PAGID

Pagid, the UK’s biggest braking brand and part of TMD Friction, has awarded a UK workshop a £10,000 upgrade, through its Workshop Winners campaign, which took place this summer.

ABP Motorsport’s Chris Meredith entered the Workshop Winners competition after purchasing Pagid brake parts from his local Euro Car Parts. After over 12,500 entries, Chris was drawn as the grand prize winner.

Chris was presented with the cheque for £10,000 by Head of UK Sales for TMD Friction Nick Hayes and Euro Car Parts Marketing Director, Bill Stimson.

The cheque allows ABP Motorsport to choose from the biggest range and best workshop equipment from Euro Car Parts Workshop Solutions – with Pagid picking up the tab.

Chris Meredith, Managing Director of ABP Motorsport, commented:

“I’ve been purchasing Pagid for over six years now. They were the first to coat their brake discs to prevent corrosion when standing still. I admire the OE quality, availability and the premium packaging. Our customers appreciate the way they look too.

“Lots of our equipment here at ABP needs upgrading, especially our MOT bay. The money will help us to make the necessary improvements and will kick start our bigger plans to make substantial investments to benefit our team and loyal customers.”

There have been many more winners in the Workshop Winners campaign too, with instant wins including 18-piece pneumatic wind back toolsets, 10-piece pro brake toolsets, Workshop Winners t-shirts and A3 retro signs.

Sylvie Layec, Sales Director, IAM at TMD Friction, commented:

“Workshops across the UK are working tirelessly day in, day out to serve their customers. Through our Proud to Fit garages, we already reward hard-working mechanics, but this summer we wanted to go one step further.

“Through the £10,000 ABP Motorsport has won, we expect to see a significant impact that will reward the garage for all their hard work. We are looking forward to seeing the effect this prize will have and the upgrades they make.”

Pagid will continue to support and reward UK garages with further promotions throughout the year. Keep up to date by visiting pagid.com and signing up to the newsletter.

Posted in Braking, Featured Sidebar, Industry InsightComments (0)

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