CONNECTion20th20th YeYear,, No.No. 3,3, MarchMarch 20102010OfOfficiaficiaOfficiaOfOfficiaOf ll PublPublicatiication ofof thethe AutomoAutomotivetive PartParts ReRemanufacturersmanufacturers AssociationAssociation

Globalapra

AutomotivePartsRemanufacturersAssociation4215LafayatteCenterDrive,Suite3Chantilly,VA20151-1243CHANGESERVICEREQUESTED

PRSRTSTDU.S.POSTAGE

PAIDPermit#6194Springfield,VA

continued on page 9 continued on page 7

From thePresident ............................. 2AutoElectricCorner ............................. 4LesterCatalogUpdates ......................6EuropeanExpo&Symposium ........... 10NewMembers .................................. 12European Insight .............................. 15AftermarketUpfront ........................... 16TaxEdge .......................................... 20What'sNew ...................................... 21Classifieds ....................................... 22Advertisers ....................................... 23

INSIDEMarch 18-20, 2010SHOWPOWER - Nashville, TN

April 26-27, 2010APRAEUROPEANSYMPOSIUM&EXPOBudapest, Hungary

May 21-23ERA TRADE SHOW - Covington, KY

June 3-4, 2010APRAELECTRICAL, HDBRAKE&HD TRANSMISSIONCLINICSSpringfield, MO

July 14-16, 2010PAACEAUTOMECHANIKA - Mexico City,Mexico

INDUSTRY CALENDAR

Most U.S.-based companies think of theirown plight when it comes to the manufac-turing threat from China and India. But theglobal challenge is spread equallythroughout NorthAmerica from Canada toMexico. This includes IndustIndustInd riasKirkwood, a company based in Toluca,Mexico.

Industrias Kirkwood has been in businessfor over 35 years and is primarily knownfor their producoducod tion of new commutatorsfor the OE and the aftermarket. Theirproducts are used in various marketsincluding automotive, industrial, house-hold appliances and telecommunications.

As globalization has challenged theirbusiness in recent years, they have grownthrough product diversification andforming joint ventures with U.S. compa-nies trying to enter the Mexican market.

EmilioGrandio, president andCEO forIndustrias Kirkwood, says the companywas founded inMexico City in 1974 as ajoint venture between Mexican andAmerican investors. The company beganwith an initial manufactumanufactumanuf ring area of 64,000sq. ft. By 1985 the company had become aleader in the manufacturing and distribu-tion of commutators for theMexican OEand aftermarket.And by 1990 the companyhad established a distribution networkthroughout LatinAmerica.

The company grew by more than 50percent a year after the implementation of

Partnership and Diversification Leads to GrowthA Profile of Emilio Grandio & Industrias Kirkwoodby Gary McCoy

F 4E<A8SPECIAL ISSUE

by RichardRichardRichar Martin, Vice PresidentPresidentPrArco Starting & Charging

These days aftermarket automotivebusiness owners are searching for ways togenerate additional revenue. Traditionallythe automotive market has steered awayfrom themarinemarket. There are somegood reasons for this. There was plenty ofbusiness in the automotive sector and theliabilities of servicing themarinemarketis very high. Now with the saggingeconomy I am seeing more automotivebusinesses tryitryitr ng out the marine market.

You can generate additional revenue byservicing themarine market if you commityourself to do it right. You won't be verysuccessful if you think you can buy thecheap knock off marine units and keepcustomers. In fact, you may actuaactuaact llyharm your automotive business. Thequality of parts you install or selldetermines your reputation. Remember themarine aftermarket is a very small segmentof the total marine market which is dwarfedby the automotive market and word ofmouth is your best advertisement. Boaterstalk among themselves and a verycommon topic is where they get theirservice work done. They are also veryloyal. If you provide good service andOEM quality parts at a fair price, wordwill get around. Unlike the automotiveunits the marine units are severely abused.They get drenched with salt water,exposed to low voltage situations,when the engine doesn't start the starter iscranked on until it melts down, wateringestion into cylinders causes a enginelock while cranking and the list goes onand on. Quality and integrity are still apriority in the marine market and hopefullyalways will be.Afailed starter can becomea life and death situation very quicklywhen you are miles out in the ocean.Automotive units and quality marineunits have only a little in common and

Inside view of Kirkwood facility in Toluca, Mexico.

Is the Marine MarketRight for You?

No, this wasn't taken in Buffalo, New York, but rather on the roadto APRA Headquarters in Northern Virginia!

I have lived in theWashington, D.C. areasince 1945 and have never seen winterweather as bad as we had it this year! It allbegan with a snowstorm on Wednesday,February 3rd which dropped 8" of snow atAPRAHeadquarters. This was followedby the BIGBIGBI snow that started on Friday,February 5th and end on Sunday morning,February 7th. By the time it quit snowingwe had more than 32" on the ground!

The worst part of the historic storm for mewas losing power, which happened onFriday night for about three hours andagain on Saturday afternoon for almostseven hours. There is nothing worse thanlosing power in a storm like this because it

by Bill Gager,Gager,Gager APRA PresidentPresidentPr

Whiteout Conditions in D.C.

continued on page 14

Page 2 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

The APRA Global Connection

APRA Phone: 703-968-2772 � APRA Fax: 703-968-2878Editor: Kirsten Kase / kase@buyreman.com / Ph: 703-968-2772, ext. 108Director of Advertising and Marketing: Morris Spector / spector@buyreman.com / Ph: 203-288-1234

President: William C. Gager / gager@buyreman.com / Ph: 703-968-2772, ext. 103Senior Vice President: Jeanie Magathan / magathan@buyreman.com / Ph: 703-968-2772, ext. 104Executive Assistant: Marlene Koskinas / marlenek@buyreman.com / Ph: 703-968-2772, ext. 105Financial Services Director: Teresa Giroux / giroux@buyreman.com / Ph: 703-968-2772, ext. 116Special Projects Director: Kathy Olson / olson@buyreman.com / Ph: 703-968-2772, ext. 117Chief Technical Officer: Mark Kothe / kothe@buyreman.com / Ph: 810-881-0018Contributing Writer: Jim Madill / madill@buyreman.com

Pan American Office: Sergio Nogueira / mexico@buyreman.com / Ph: 011 52 55 5295 1263 / Fax: 011 5255 5295 4187 / Bosque De Quiroga 100 Oficina 3 / Bosques De La Herradura / Huixguilacan 52783 MEXICOEuropean Office: Fernand J. Weiland / fernand.weiland@netcolgne.de / Ph: 011 49 22303-2 55 77 / Fax: 01149 2203-29 29 84 / Forsbach Strasse 13 / 51145 Koln, Germany

Technical, Management and Association News from the Automotive Parts Remanufacturers Association

Send All News & Articles To: APRA, Attn: Kirsten Kase, 4215 Lafayette Center Drive, Suite 3, Chantilly, VA20151-1243 / kase@buyreman.com

COPYRIGHT, 2010 / AUTOMOTIVE PARTS REMANUFACTURERS ASSOCPrinted by: Gannett Offset, 6883 Commercial Dr., Springfield, VA 22159The APRA Global Connection newspaper is published as a membership service by the APRA. The opinions expressed inthe articles in this newspaper are those of the author of the articles and not the publisher. While every reasonable attempthas been made to assure that the information in this newspaper is accurate, the publisher assumes no responsibility forany omissions or errors, nor for the application of any advice or suggestions in any particular situation. Due to spacelimitations, all items published are subject to abridgement. Unsolicited items will not be returned. The APRA GloballConnection newspaper subscription rates are $15 for one year, or $25 for two years.

APRA EXECUTIVE COMMITTEEChairman: George Davis � First Vice Chairman: Gary PhillipsSecond Vice Chairman: Dennis Jacinto � Treasurer: Nick Staub � Secretary: Joe KripliImmediate Past Chairman: Sandra Standley � Past Chairman: Peter Bain, Paul SchuckManufacturer Supplier Rep.: Jerry Mariam

FROM THE PRESIDENT by Bill Gager

Bill Gager, APRA President

Opportunity for RemanufacturersAPRA members have recently received anemail concerning an opportunity forremanufacturing products for the USgovernment. This is a subcontractproposal, so it is a great opportunity for allsize remanufacturers. You will be able tobid on the items of your choice without allthe headaches of dealing directly with theUS government. If you did not receive anemail titled �Remanufacturing Opportuni-ties for APRA Members� please let meknow immediately. Send an email togager@buyreman.com with�Remanufacturing Opportunities� in thesubject, and your company informationincluding phone number in the body of theemail. You must be a member in goodstanding with APRA, and have a validemail address on file to have received thisemail. To check the company email addresson file go to http://apra.org/directory.

Another great reason to belong to APRA.

Telling our �Green Story�We need your help in telling an importantand compelling story about theremanufacturing industry�s contributionsto the automotive aftermarket industry�srecently inaugurated industry-wide �greeninitiative.� This effort is intended to help

us get credit for the work that our industryhas undertaken for a long time�longbefore being �green� was cool.

APRA has joined AAIA in this endeavor.AAIA is in the process of collecting,measuring and quantifying the many waysthat our industry is reducing its carbonfootprint and practicing environmentalresponsibility every day. Then we willshare this information with Wall Street, themedia, Congress and consumers.

I�m appealing to you to tell us what yourcompany is doing to be �green.� Whetheryou are rebuilding/remanufacturing parts,recycling scrap of all kinds, or introducingnew energy savings in packaging,transportation or facilities management orrecycling oil, our industry does it all andmore.

All company-specific information and datacollected will be kept confidential.

Thank you in advance for your coopera-tion with this important initiative. Theresults will go a long way toward improv-ing the image of our industry and showingthe world how green we are. On page 3you�ll find a questionnaire to complete andreturn to APRA Headquarters.

International BIG R ShowAs I write this editorial, I want you toknow that we will be back in Las Vegas onOctober 30 - November 1 for our 2010event. We are in the final stages ofnegotiations on two major items that willpositively impact our show. By the timeyou read this, they will have been an-nounced. So, just put those dates on yourcalendar now and plan on attending thisyear.

Electrical, HD Brake & HDTransmission Clinics SetOn June 3 and 4 APRA�s multi divisionclinic will take place in Springfield,Missouri where we will be touring four ofthe plants owned by SpringfieldRemanufacturing Corp. Details will beannounced shortly.

We will also have an opportunity to havebreakfast with Jack Stack, Chairman ofSRC on Friday morning, June 4th. He willmake some opening remarks and then havean in depth Q & A Session with everyone.So, stay tuned.

104.8 BillionOn page 3 of this issue you�ll find anarticle about a study recently conductedby Global Industry Analysts, Inc. Thereport looks at the automotiveremanufacturing industry globally (notjust USA) and forecasts our industry to hit$104.8 billion in sales by 2015. I have nopersonal comment to make because I havenot seen the report. But, if it turns out tobe true, this forecast bodes well for ourremanufacturing industry over the coming5-10 years.

This would mean that the impact of �new�units from a variety of sources will haveless of an influence in the automotive andtruck aftermarket. It could also mean thatas second and third world countriesincrease new car sales a �healthy�remanufacturing industry will follow in duecourse within those countries. Stay tuned.

BudapestAPRA�s upcoming European Exhibitionand Symposium on April 26-27 promises tobe another ground-breaking event. It willmove our industry in to new areas of theworld where remanufacturing is justbeginning to have an impact.

So, if you want to be ahead of the curve,join the almost 40 companies who havedecided to exhibit and reach out to atotally new and potentially huge market.

On pages 10 & 11 you�ll find exhibit, hotelas well as registration information. So, acttoday and plan on joining us.

David Simon RecoveringLong time member, David Simon, of EuroDrive Clutches in Canada is recoveringfrom having his right leg amputated belowthe knee. David had broken his foot twoyears ago and as a result of poor circula-tion from diabetes, the surgery did not go

as hoped. He is also on the top of the listfor a kidney transplant. David was a veryactive member of the Clutch Division andserved as the Chairman for several years.

I�m sure he would appreciate hearing �getwell� wishes from members via email atdsimon@euro-drive.com.

Higher Engine Part SalesR.L.Polk�s Diesel Engine Parts Replace-ment analysis indicates market demand for221,000 in-frame kits and 258,000 turbo-chargers.

Many fleets are keeping their trucks longerdue to economic and industry conditionsand opting for repairing what they haverather than buying new trucks. This delaywill result in increased sales for almost allcomponents of commercial vehicles. So, beprepared to take advantage of this in yourmarket.

Four Future ConcernsAt this years HDRG Summit the economistwho spoke to us, Dr. Lein-Lein Chen,mentioned FOUR major concerns thatbusiness people will face in the nearfuture. They are 1) A slow growth rate; 2)High unemployment; 3) Tax increases at alllevels of government; and 4) Potential forinflation.

As you begin to chart the course for yourbusiness in the coming months, pleasekeep these four things in mind and thinkabout how you�ll react to each of themshould they happen.

HDRG Summit Presentations OnlineIn last month's Global Connectionnewspaper we reported on the fourthannual Heavy Duty RemanufacturingGroup Summit in Las Vegas. We wereasked by many participants if it would bepossible to make the presentations fromthe Summit available online. Thanks to theextra effort of many of the HDRG Summitspeakers, we are happy to announce thatwe have been able to do just that! Forcopies of the presentations, go towww.hdrg.org and follow the link. !

March 2010 APRA GLOBAL CONNECTION www.apra.org / Page 3

1. First, please indicate the category below that best describes your company: Remanufacturer/Rebuilder Manufacturer Auto Electric Shop Transmission Shop Core Supplier

2. Please identify the ANNUAL AMOUNT your company�s CURRENT recycling efforts. If your company recycles theparticular waste listed below indicate that amount below. If you are unsure of the amount, please provide your bestestimate. If the particular waste is not present at your company, leave blank.

ITEM POUNDS TONS CUBIC YARDS ITEM GALLONS

Scrap Metal (includes alternators, brakes engines, transmissions, etc.) Used Oil

- Aluminum Cleaning Solvents

- Copper

- Cast Iron ITEM NUMBER

- Other Metals Batteries

Plastics Wood Pallets

Cardboard

3. Describe the energy savings your company realized in the past 12 months as a result of the steps, programs, orinitiatives taken by your company to reduce its energy costs. (For example, �electrical consumption reduced by 10%or 20,000 kilowatts saved from 2008 to 2009.�)

4. Describe below any steps or initiatives taken by your company in the past 12 months to reduce or minimizepackaging content.

5. Describe below the steps taken by your company in the past 12 months to enhance the energy efficiency of yourdistribution fleet or delivery vehicles. (Examples could include, but are not limited to, auxiliary power units, airfaring, logistics management tools, downsizing, etc.)

6. Describe any other sustainability, environmentally-friendly, or �green� initiatives your company has imple-mented in the past 12 months, and quantify the benefit (in numerical or percentage terms) to the environment, ifknown.

7. Lastly, if we have any questions regarding your answers, may we contact you? If �Yes,� please provide us with yourname, telephone number and email address.

Name Telephone Email addressThank you very much for your time and cooperation!

Return to: APRA Headquarters, 4215 Lafayette Center Drive, Suite 3, Chantilly, VA 20151 or Fax:703 968-2878

2010 APRA Green Survey

Global AutomotiveRemanufacturing to Hit$104.8 Billion by 2015The automobile sector has a long-standingrelationship with the remanufacturingindustry, as vehicle parts and componentsare subject to significant wear and tear,thereby necessitating repairs or replace-ments during their operating life. Oneresearch company is taking a closer look atthis segment in a new report recentlyreleased.

The report, Automotive Remanufacturing:A Global Strategic Business Report,announced by Global Industry Analysts,Inc., provides a comprehensive review ofmarket trends, conceptual overview,product overview, product launches andrecent industry activity. The studyanalyzes market data and analytics interms of annual revenues for marketsincluding the United States, Europe andthe rest of the world.

The evolution of the remanufacturingindustry, which was before driven by thepressures exerted by environmentalregulations legislated by environmentalagencies and governments, today standspoised for upscale proliferation guided bythe economic rationality ofremanufacturing, according to the researchgroup.

OEMs are fast learning to adroitlymaximize their profits by offering ajudicious mix of both new andremanufactured versions of their productbrands. Gradual dissipation of misconcep-tions surrounding captive remanufacturingactivities is leading to increasing numberof original equipment manufacturerscommencing remanufacturing operationsfor their own products, the companyreports. Unfounded fears overremanufacturing eating into productionvolumes of newly manufactured products,thus negatively impacting economies ofscale in existing capital-intensive manufac-turing lines, are gradually beginning toease.

Additionally, given the strong brandequity, and reputation for quality inprimary product brands, OEMs have aninherent competitive edge over indepen-dent remanufacturers in providingguaranteed level of quality and scalabilityfor their own remanufactured products.Remanufacturing additionally gives OEMsan opportunity to tap into the perennialmarket for low-cost alternatives. This isespecially important in the currentscenario where recession-inducedsensitivity to prices is helping inflate themarket for cheaper substitutes, with thegreatest beneficiary of this trend beingremanufactured products, Global IndustryAnalysts states.

The United States dominates the globalautomotive remanufacturing market asstated by the new market research reporton automotive remanufacturing. The U.S.

market is especially driven by growingnumber of automotives in prime replace-ment/repair age. The growing popularity ofexpensive and sophisticated productssuch as rack and pinion steering gears andelectric power steering, together with therising demand for automatic transmissionsand diesel engines, is expected to boostthe automotive remanufacturing market toa great extent, the research group reports.Remanufactured alternators and starters,which come with competitive warrantiesand low price points, are expected to

become popular aftermarket products infuture.

Participants in the remanufacturingindustry can be classified under threecategories - Independent Remanufacturingfirms, Independent OEM Remanufacturingfirms and Integrated Remanufacturingfirms. Key players profiled in the reportinclude Andre Niermann, ATC TechnologyCorporation, BORG Automotive A/S,CARDONE Industries, Inc., Caterpillar,Inc., Fenwick Automotive Products

Limited, Genuine Parts Company, JasperEngines and Transmissions, MarshallEngines, Maval Manufacturing, Inc,Mevotech, Inc., Motorcar Parts ofAmerica, Inc., PROFormance Technolo-gies, LLC, Remy International, Inc., RobertBosch GmbH, Teamec BVBA, and TRWKFZ Ausrüstung GmbH, according toGlobal Industry Analysts. For more detailsabout the report, visit http://www.strategyr.com/Automotive_Remanufacturing_Market_Report.asp.Source: Motor Age magazine

Page 4 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

by Mohammad Samii, Sammy's Auto-Electric Service, Inc., ASE, SAE

AUTO ELECTRIC CORNER

Electricalrebuilderscome in allshapes andsizes. Ourparticularindustrycovers a widespectrum fromfactories withlarge numbersof employeesto shops withonly one or

two employees, and everything inbetween. Needless to say, economic andmarket pressure forces every segment ofour industry to seek broader outlets forour products and services. Where thelarge suppliers and importers look at largeWD�s and buying groups to fill theshelves of the auto parts stores, smallerrebuilders are looking into odd industrialand heavy duty applications where the OEhas yet to saturate the market. Muchsmaller shops and auto electric businessesare also seeking interesting niche markets,depending on their geographic location.

My business falls into the last group. Inaddition to supplying a few local shopsand a variety of dealers for any kind ofunit we can get, we have pursued and

have seen an increase in our on-vehicleservice. Not all of the work is related to thecharging/starting system, and does notalways involve the sale of an alternator orstarter.

I realize this may not be feasible for everysmall rebuilder and auto electric shop, butspecialized electrical service is an un-tapped market, immune to price pressure.Once you have trained the right person onyour staff and equip yourself with thenecessary tools and information systems,it can be a great addition to rebuildingunits and seeking niche markets.

I will point out a couple of such cases inthis column, but let's first see how a Densosolenoid differs from the others.

Slightly Different Denso SolenoidThe late model Toyota/Lexus vehiclesequipped with 4.7L engines (GX-470, LandCruiser, Sequoia, Tundra�) use a Denso2.0KW starter that has a little differentsolenoid. The body of the solenoid is intwo pieces: one the traditional aluminumpart and the other a very tough hi-tempbakelite that holds the contacts. (Figure1)

I am not sure of the design philosophybehind this arrangement, but I suppose

deflecting heat, and muffling the sound ofthe starter click has been a consideration.Regardless, this starter makes it slightlydifferent than the type rebuilders havebeen familiar with for many years.

After unsoldering the wires to switch andmotor terminals and removing three screwsthat hold the housings together, itseparates. At this point parts of solenoidcoil windings are quite visible for inspec-tion and signs of overheating�anadvantage that the typical one piecesolenoids do not have. (Figure 2)

In checking the car, we first started withcharging the battery. We carefully testedthe system (with the +B bus still keptalive) to see if there was any significantdrain. We found nothing more than 15ma.The test of the charging system showed avery low charging rate but there was nowarning light indication on the dash toindicate a bad alternator. The batterywarning light came on and went off assoon as the engine started.

In a few engine start and stops, it wasnoticed the belt tensioner seemed to bestiff, and wasn't showing any naturaldeflection that happens during a crank,start, and shut-down. While putting awrench on it and trying to move it, wenoticed it was really stiff, and oncedeflected, it would not return to its originalplace. Turns out the problem with the lowbattery and charging rate was really astuck tensioner that would not applyenough pressure to keep the belt tight.(Figure 3)

Figure 1 - Denso Starter

Rebuilding these types of Denso startersdoes not necessarily require the twosolenoid sections to be separated, but thevisibility it gives to inspect the coils is wellworth the effort. These starters are usedon more expensive vehicles and carrybigger price tags, so spending a few moreminutes for a more thorough job could bewell justified.

Saturn�s Charging SystemA 1995 Saturn was towed into our shopwith a dead battery. The description wehad from the owner was that the car had asevere electrical drain that was running thebattery down in a short amount of time.The battery and alternator were replacedto no avail�the problem still existed. Theowner had searched the internet andfound there had been similar problemsquoted on some websites and that theproposed corrective action required somework on the computer and other controldevices. He asked if he could supply uswith all of his internet findings to help outwith diagnostics. I told him that would notbe necessary!

Figure 2 - Denso Solenoid PiecesA new tensioner and belt took care of theproblem and restored the charging systemto a normal level. The owner, a physicsmajor, was of course pleased that his cardid not need anything beyond a belt andtensioner and was baffled why his internetsearch had not led him to the culprit!

In my opinion, this example is one of thosecases that rebuilders should watch for andnot necessarily accept an alternator asdefective, knowing the cause could be asimple tensioner that was probably missedby a technician.

Land Rover�s Starter JobThe question of installing customer-supplied items has been an ongoing storyand everyone has their own take on it. Dueto slow business, some shops may opt todo it to generate a little income�whichthey consider is better than nothing atall�but that idea doesn't sit well with me.As a matter of policy, we avoid this in mybusiness. My reasoning is, I am not in thebusiness to facilitate others in my marketto sell their stuff. There is also thequestion of profitability where a labor-onlysale�s profit potential is limited. And then

Figure 3 - Saturn's Locked-upBelt Tensioner

AUTOMOTIVE ELECTRICAL REBUILDINGEQUIPMENT, TOOLS & SUPPLIES

815-459-0355 FAX: 815-459-0442Email: vensel7@comcast.net,

web site: venselenterprises.com

800-662-6099

Fast, Automatic & Economical Finishing of Small Parts

Electric Timer:permits blast cycles of up to

60 minutes to be preset.

Solenoid Valve:shuts down blasting

automatically at completionof preset cycle.

Removable Basket:rotates to expose allsides of parts to the

blast stream.9� X 9�

Dust Collector:with cartridge filter, assures

clean, efficient operation.110V, 7 Amps, OSHA

Approved.

Door Interlock:conforms

with OSHA.

Pressure Regulator:allows blast pressure

to be adjusted foroptimum finishing

results.

Moisture Separator:removes oil and

moisture from supplylines.

E706-BBO-2 Blaster115 Volt, .01 HP

Shipping Weight: Approx. 130 pounds

March 2010 APRA GLOBAL CONNECTION www.apra.org / Page 5

comes the liability/warranty question. That is to say,anytime a customer-supplied starter or alternator malfunc-tions, we will be the one who will be contacted and notthe part store or internet supplier who has convenientlymade a sale, pocketed the money, and left the problem forsomeone else to worry about?

So with all of this said, when the owner of a 2003 LandRover Discovery called and asked if we could install thestarter that he had purchased at a discount auto partstore, we answered with an unequivocal, �No.� He askedwhy. To which my quick-witted shop foreman, DennyTuttle told him, �That would be like buying your beefpatties at a Burger King and asking McDonalds to make itinto a sandwich for you!� The customer then understoodthe point.

He called back later and talked to me, asking what wewould charge if we rebuilt and replaced the starter. At thatpoint I asked for his phone number and told him I wouldcall him back in a few minutes with an estimate�and wentto work on the details.

Having an open account with almost all of our local partstores and having web access to their prices and inven-tory, I quickly checked to see what he had paid (or wasgoing to pay) for his starter. I found out I could matchthat price very easily, even if I had to buy a complete17792 from my overnight supplier, J&N Auto Electric.Then I added the R&R time of 1.5 hours (my time and notthe published time in labor manuals, which in this caseseemed ridiculously low) for the labor and called him withan estimate. He was very pleased and an hour later thevehicle showed up on a flatbed tow truck. As you know,Land Rovers, as most 4X4 vehicles, cannot be towed witha regular tow truck.

The Bosch starter, which was only clicking on the vehicle(like a Denso), was taken off and torn down. The motorwas fine which indicated the problem was with thesolenoid. As I have mentioned in this column before, I dorebuild most import solenoids (particularly Bosch) inhouse. The starter and solenoid were rebuilt, tested, andinstalled on the vehicle. The engine cranked and startedfine.

Before starting this job, we had confirmed with the ownerthat the handwritten radio code on the owner�s manualwas correct. After the vehicle started the radio was ofcourse locked due to battery disconnect, but simplyputting the code in restored the radio back to operation.This is an important factor to remember when working onmost recent cars and trucks, as some owners may noteven be aware of existence of such an unlock code,especially if vehicle was purchased used.

The point of this story is once you have information onavailability and price of the units in your market, then youare in a much better position to offer prices closer tomarket value, and get a job that was perhaps going toanother shop. Auto parts stores in your area have notrouble to establish an account for you, which will giveyou access to their websites, prices, and units on hand.

1999 Dodge DurangoWe had made an appointment for a 1999 Dodge Durangothat the owner mentioned the �Check Engine Light� hadcome on, speedometer had quit, and the headlight wouldnot come on at times.

In diagnosing the system, our scan tool showed a P0500code that meant �Vehicle Speed Sensor Signal CircuitMalfunction� and a P0470 meaning �A/T Torque Con-verter Clutch-No RPM Drop At Lockup.� While drivingthe vehicle, we could not see any vehicle speed informa-tion on the scan tool�s data stream, which obviously

meant the PCM was not receiving vehicle speed informa-tion, which is received from the transmission output shaftsensor.

A few clicks on the keyboard at www.autoelectric.pro andI pulled the engine management schematic for the 5.9Lengine of this Durango which clearly showed how thissensor connected to the PCM and its location, which waslocated on the back end of the differential.

Once the vehicle was on the lift, the problem was obvi-ous�the sensor was broken and had fallen apart (Figure4). A replacement took care of the problem and restoredthe speedometer back into operation. Codes were clear,the check engine light stayed off, and a couple of test-drives showed everything to be fine.

The headlight problem was traced to a defective combina-tion switch in the steering column that also includes theheadlight dimmer function. That was also replaced andwhen all was said and done the ticket was much largerthan a starter or alternator job on the very same vehicle.This is another example of when going beyond starter/alternator work can be profitable if you put in the effortand acquire the knowledge.

As I have said many times, if you are not usingwww.AutoElectricPro.com from APRA, you are missingout on a great diagnostic tool.

Incidentally, there was already a fresh rebuilt alternatorinstalled on this vehicle that had not come from us!

Well, that�s enough for this issue. Until I see you again,keep up the good work. "

Mohammad Samii can be reached via email atsamii@buyreman.com, or through his website atwww.sammysautoelectric.com

Figure 4 - Durango's output Shaft Speed Sensor

Keeping it GREENwhile staying in the BLACK

t h r i v e

MEMBERS

Page 6 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

Newly Assigned Numbersfrom Lester Catalog

The following list represents Lester numbers for ALTERNATORS, STARTERS AND PUMP & WINCHMOTORS, and that were added to the system last month. In some cases, the Lester number is notitself a new number, but rather represents a new unit that now shares an existing number. Units thatshare a Lester number (which we consider to be a sales number) will always have a different PICnumber (which we consider to be a technical number). Alternators beginning with 20XXX through23XXX and starters beginning with 30XXX through 33XXX have primarily non U.S. applications. Ourintent is to publish a monthly list in the APRA GLOBAL CONNECTION, of numbers added in theprevious month. For additional information on these units, refer to the Lester Kwikfinder® or contactLester Catalog at 530-823-0963, info@lestercatalog.com

Through a special alliance with

we are able to bring you their catalog online at thespecial APRA member price of $245 ($50 off).

www.kwikfinder.net

ALTERNATORSLESTER PIC # MFR DESCRIPTION

11334 208-5032, A VALEO MINI COOPER 2007-08

STARTERS18820HD 191-670 CHINA BOMBARDIER - 4 BRUSH VERSION OF 18820

18888 191-591 MITSUBA YAMAHA ATV/UTV 2007-08

18895 191-022 MITSUBA YAMAHA FX 1800 WAVERUNNER 2008

19800 120-6475 BOSCH ARCTIC CAT 700 DSL ATV 2007-08

19833 103-304 MITSUBISHI MITSUBISHI INDUSTRIAL

19903 104-432 HITACHI YANMAR ENGINES 4TN100TL-FWA,

4TN100L-FWA 1991-ON

19951 185-390 NIKKO HITACHI EXCAVATOR EX1200-5 WITH

MITSUBISHI ENGINE

19975 103-454 MITSUBISHI CATERPILLAR EXCAVATOR WITH S3L,

S3L2 MITSUBISHI ENGINE

5831 106-242 GENERAC GENERAC ENGINES

6126DBB 160-835A PRESTOLITE MONARCH (DOUBLE BEARING

VERSION OF 6126)

6984 140-6065 DELCO HYSTER, LPM, YALE LIFT TRUCKS,

GM (BRAZIL)

PUMP & WINCH MOTORS10782 160-937 PRESTOLITE WINCH MOTOR � WARN, SMITH INDUSTRIES

10783 160-937A PRESTOLITE WINCH MOTOR � WARN, SMITH INDUSTRIES

10786 160-796 PRESTOLITE PUMP MOTOR � MTE, THIEMAN, JS BARNES,

LEYMAN, WALTCO, MAXON

10794 160-938 PRESTOLITE PUMP MOTOR � LEE ENGINEERING,

PRESTO LIFT PUMPS

10796 182-904 ISKRA PUMP MOTOR

10797 182-903 ISKRA PUMP MOTOR

10798 160-939, A PRESTOLITE PUMP MOTOR - LEE ENGINEERING,

PRESTO LIFT PUMPS

10799 160-999 PRESTOLITE PUMP MOTOR � MAXWELL MARINE

Get instant access to all the specifications and bill of materialsas well as pictures for most alternators and starters.

Health care costs have increased morethan twice the cost of inflation in recentyears.

The key to finding affordable group andindividual health insurance is to knowexactly what you need and what you canafford. By knowing what you need, youcan choose the right insurance plan thatsuits you and your employees bestwithout costing too much.

However, researching health insurance isvery time consuming and can be veryfrustrating unless you are extremely savvyin the healthcare arena. Therefore, APRAhas partnered with Mass MarketingInsurance Consultants, Inc. (MMIC) tohelp you design a healthcare program to fityour needs, your employee�s needs andyour budget.

APRA members can obtain a free noobligation quote through Mass MarketingInsurance Consultants, Inc. (MMIC).Complete a proposal request form bygoing on line to:www.mmicinsurance.com/APRA.Within 48 hours, MMIC evaluates andnegotiates with two companies to tailor aplan that best fits your needs and sendsyou the proposal with the rates andbenefit comparisons.

APRA members should explore thisopportunity and take advantage of thehealthcare options and savings MMIC canprovide. Working with MMIC will be avery positive experience. !

Shopping for AffordableHealth Insurance

APRA has developed AutoElectricPro with remanufacturers, rebuilders, autoelectric shops, transmission rebuilding shops and vehicle owners in mind. Thewebsite contains more than 142,818 wiring diagrams for over 6385 vehicleapplications from 1985-2009. It is powered by information from Mitchell1.

Turn to the wiring diagrams at AutoElectricPro.com:� when you are trying to properly diagnose the vehicles problems;� when you need to solve the most difficult electrical problems;� when all the different types of electronics on today�s vehicles have you

puzzled, or when you are trying to figure out if you have a battery problem, atail light failure, a starter problem, a window motor malfunction or somethingelse related to the electrical system.

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202 and Counting!

The BuyReman: Remanufacturing Market-place has proven to be a valuable resource� over 188,000 hits in less than 2 months �for association members and otherindustry professionals who use theInternet to locate products and servicesfor the entire automotive and truck partsremanufacturing industry. This informationresource uses powerful search technologythat continually indexes the content ofparticipating supplier Web sites. Usershave the option of performing keyword-driven searches that mirror traditionalsearch engines, or a category-specificsearch. Both methods produce the mostrelevant results on the Web. If you�d likemore information about participating in theBuyReman: Remanufacturing Marketplace,visit the online media kit at http://apra.multiview.com/index.php or contactAPRA�s partner, MultiView, Inc., at 800-816-6710 or apra@multiview.com.

March 2010APRA GLOBAL CONNECTION

www.apra.org / Page 7

Ag&MarineSPECIAL ISSUE

êHEAVY DUTY ê AGRICULTUREê êINDUSTRIALê

INTERNAL FAN

COMPLETE UNITS AVAILABLE

much like the aviation market there are

certain regulations marine parts must meet.

The most important difference is marine

electrical units are required to meet coast

guard regulations. This includes the

MARINE SAE J1171 certification that is

required for ignition protection. Installing

a non-certified unit can have disastrous

results on you and your business in the

event of a boat fire. The first items

checked are the starter and alternator

during a marine fire investigation. If you

install a non-certified unit, you are

responsible. I have seen lawsuits of more

than 10 million dollars resulting from a

boating fire. If you do the work right and

install a quality certified unit you have

nothing to worry about.

Testing for ignition protection is done by

placing the electrical unit in an explosion

proof chamber. A specified mixture of

propane gas and oxygen is pumped into

the unit and the surrounding chamber. An

ignition device is placed inside of the unit

to create a spark and an internal explosion

of the unit. The gas mixture must be

ignited 10 times in the unit without

causing the gas mixture in the surrounding

chamber to explode. After this step is

completed the gas mixture in the chamber

must be ignited 10 times to ensure the

proper mixture is present in the chamber.

These test must be repeated 5 times each

to meet the requirements. We use an

independent testing lab that does OEM

testing to run these tests for us. It is quite

dangerous and is also very expensive.

plating and finishes raise the cost of the

unit along with all the testing including life

cycle testing which is about 25,000 start

cycles for an electric starter.

Testing of the finish is achieved with a salt

spray tester. A small area of the finish is

removed and the unprotected area is

measured. The part is placed on a rack in a

chamber with a mixture saltwater. The

chamber is heated to a specified tempera-

ture and a warm saltwater fog or mist is

created thus accelerating the corrosion

of the part.. The part must stay in the

chamber for a specified time rated in hours.

Once the time has been reached the part

is removed and the area of corrosion is

measured and must not exceed the

required specification.

Another test that must be done on marine

hydraulic tilt-trim motors are leak tests.

Since these units mount on the outside

transom of the boat and are submerged

most of the time it is imperative that each

and every unit be tested at the factory for

water leakage. This is done by submerging

the unit in a tank of water in a test fixture.

About 5 psi of air pressure is injected

into the motor through a test hole that is

sealed after testing. No air bubbles must

exit the motor during this test. This is

equivalent to the motor being submerged

to about a 12 foot depth.

Even with the best corrosion protection it

is impossible to prevent units from

corroding over time. Based on the life

cycle testing, a quality marine starter

should last the life of the engine since

most boaters only crank the engine a few

hundred times a year at most. Why do

they fail? The most common type of starter

failure you will see is caused by water

inside the starter. This happens when

the water level gets too high in the bilge

area under the flywheel. The flywheel acts

like a paddle wheel and floods the drive

end area of the starter with water. The

water will work its way into the motor

portion of the starter and will stay in the

motor for a very long time since the motor

area is a closed area with no drain or

venting like automotive starters. Many

times a boat will be stored without a cover

and the drain plug was not removed

during heavy rains causing the boat to fill

with enough water to submerge the starter

since it is mounted very low in the boat.

Eventually these problems will cause

corrosion in the starter motor and will ruin

the internal components. A poorly

corrosion protected starter will only last a

few weeks under these conditions.

The next common failure you will see on

marine starters is caused by water

intrusion into the engine. Marine engines

have seawater circulating through the

exhaust manifolds and exhaust to keep

them cool. These water jackets will

eventually rust through and allow water to

be ingested into a cylinder through a open

exhaust valve. With the high power of

today's starters the mounting brackets on

the starter will become damaged when the

starter tries to overcome the water in the

cylinder. The starter is exposed to enough

force from the flywheel that it will stretch

the mounting bolts. This allows the starter

to become loose on the engine. Every time

the engine is started the starter will

hammer back and forth until it will no

longer engage the flywheel or break the

starter mounting bolts. A sure sign of this

are damaged starter mounting pads.

continued from page 1

Everyone asks, why are marine units so

much more expensive than automotive

units? They look the same. Low produc-

tion, high liability, the testing and testing

equipment involved makes the cost higher.

I see a lot of cheap aftermarket automotive

units with a coat of paint on them being

sold as marine units. What you may not

know is many of the components used in

OEM units must meet certain testing and

corrosion resistance requirements. Special

Typical Setup For Marine SAE

J1171 Ignition Protection Testing

So you can see there are many reasons

true quality marine units cost more to

produce.

The most common cause for

failure with tilt trim motors is improper

installation. These motors have long wire

cables that run to the inside of the boat.

The cable must be routed through a loom

and connected to either relays or sole-

noids mounted is a protected area. A

lot of backyard mechanics try to take a

shortcut by cutting the wires near the

motor and splice the old harness to the

new motor without properly sealing the

cables or probing the wires with a test

light causing small punctures in the sealed

cable. Water will eventually work its way

inside the wires and into the motor

causing a premature failure.

Submerging Test Tank

Corrosion in a marine starter continued on page 8

Damaged Starter Mounting

Pads From Water Ingestion

You will have a hard time convincing your

customer these problems are not the fault

of the unit.

Page 8 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

Save $200 when you register by April 1st. Visitwww.globalsymposium.org

R. L. Polk & Co. is the corporate sponsor of theGlobal Automotive Aftermarket Symposium.

Presented By:

Supported by: AftermarketNews.com AftermarketBusiness, APRA Global Connection, AutomotiveWeek, Brake & Front End, Counterman, ImportCar, Jobber News, Motor, Motor Age, Parts &People, Tire Review, Tomorrow’s Technician,Underhood Service

“The best reasonfor why I go tothe Symposiumis because of thefresh ideas Ialways get therethat help me improve my business.”

Scott Webb, Senior Vice President,Pep Boys

MA

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SPE

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Serving the MotorVehicle Aftermarket

Facebook. Twitter. You Tube. Make everyinteraction with your customers andemployees count when you attend GAAS2010! Gain profitable insights andinformation about today's generation:

“Turnaround Growth & Survival Through People” with JimWright, President & CEO, Tractor Supply

“Gen Y: Shifting Away from Cars” withMike Cooperman,Senior Director of Marketing, J.D. Power Web Intelligence

“Supplying 2 a nu gNR8N: Are You Ready for What's Now?Innovations in Marketing & Branding” a panel discussionwith Jim Brown, Director of Marketing Services Honeywell;Jeff Koviak, Director of National Sales, Tenneco; and AliciaSmales, Vice of President of Marketing, Snap-on

Plus, presentations on the Chinese aftermarket, a new mindsetto capture unperformed maintenance, restructuring of theautomotive industry and its impact on the aftermarket, and apanel discussion with shop owners and specialty manufacturerson how to service tomorrow's cars. Visitwww.globalsymposium.org for the latest agenda.

Connect with GAAS:GC0210S

My suggestion is do the service workyourself and do it right even if you have totake some courses. There is plenty ofgood competition out there.Getyourself and your business heavilyinsured.Offer complete repairs includingengine work and stern drive work. Thereare numerous quality aftermarket suppliersthat you can get every part you need torepair most any boat. Boat owners are notwilling to drag their boat all over town toget it serviced. If a customer brings theirboat in for a particular repair you willalways find other items that are in needrepair thus adding more sales to yourbusiness. If a customer doesn't let you dothe repair on other items that you considera safety matter, be sure to list them onyour invoice. This will help cover you inthe event of a problem. Try to stay awayfrom selling units to the end users. Mostof the time they have additional problemsthat need to be corrected when they arereplacing parts and will normally be backin a short time complaining the part yousold them doesn't work.

With all that being said, with some hardwork and dedication you can make someadditional revenue by adding marineservice and repairs to your automotiveservice business but don't expect to getrich.

4E<A8continued from page 7

Next Special Issue:If you are supplying complete units,parts & components or cores forremanufacturing or servicing of:

ACCOMPRESSORSThen we need your help in writingand providing articles relating to

this category. The May 2010 SpecialIssue will feature articles andeditorials critical. Deadline for

advertising space is April 15th andmaterial by April 18th.

Morris Spector, Director of Market-ing and Advertising at 203-288-1234

or by e-Mail:spector@buyreman.com.

Author: RichardMartin,VP, Arco Starting &Charging Specialists3921 W Navy BlvdPensacola, FL 32507(800) 722-2720Local (850) 455-5476Fax (850) 453-2630www.arcomarine.com

Recruit amember.Advance your industry.

You value your APRA membership. Share your membership experiencewith your colleagues in the industry. Like you, they also want to sharpentheir skills, overcome challenges, and link up with other professionals. Byrecruiting just one member, you help build the networking opportunitiesfor all of us. Call Bill Gager at APRA Headquarters �703.968.2772, x103.

March 2010 APRA GLOBAL CONNECTION www.apra.org / Page 9

Industrias Kirkwoodcontinued from page 1

the North American Free Trade Agreement (NAFTA) in1994. To help accommodate its growth, in 1998 thecompany opened its present facility in Toluca thatincludes over 190,000 sq. ft. of manufacturing anddistribution space. The facility has an additional expan-sion capability of 247,000 sq. ft.

The company has achieved several awards including theLocal Entity Excellence Award and the National Exporta-tion Award from the president of Mexico.With their steady trajectory of growth, the company facedan overseas challenge in the early part of the newmillennium.

"When the Chinese came into the game we stoppedgrowing," explained Grandio. It was at that point when thecompany turned to product diversification and jointventures with U.S. companies to improve their prospectsfor growth.

The Larger UmbrellaIndustrias Kirkwood is one of six divisions that operatesunder Merik�s Group �Merik Enterprises.� It is thebrainchild of Mauricio Merikanskas, a serial entrepreneurand educator.

In addition to running Industrias Kirkwood, Grandiooversees all of the Merik Group�s activities. Grandio is anindustrial engineer who also holds an MBA degree. Hiscareer started at Koblenz Electric, a maker of appliancesand vacuum cleaners. Grandio worked there for 12 yearsbefore he joined Merik Enterprises.

Grandio says he and Merikanskas work well togetherbecause they are able to merge their strengths.Merikanskas is known for starting several companiesduring his career, while Grandio is noted for his skills inoperations, building quality systems and in lean manufac-turing.

The company�s diverse product portfolio includes newand remanufactured light duty and heavy duty stators,rotors and armatures, valves and electric actuators, docklevelers, dock seals, shafts for alternators and starters,plastic injection molding, products for automatic garagedoors, remanufacturing laser and ink cartridges forprinters and copiers and online educational services.

Applying Remanufacturing PrinciplesOutside of AutomotiveIn regards to joint ventures, they have invited U.S.companies to come and locate �inside� IndustriasKirkwood to begin their operations in Mexico. It is whatGrandio describes as an �incubator� program.

In an interview for The Manufacturer magazine, Grandiosaid because of the challenge from China: �We saw that itwould be very difficult to grow our company if we did notlook for other opportunities. We analyzed our manufactur-ing strengths and we created a metal stamping division, athermoset molding division, and we had an idea to offerour customers the ability to produce their products in ourfacility.�

The incubator program is tailor made for parts manufac-turers in the U.S. who want to move all or part of theirproduction to Mexico. The program allows these compa-nies to piggyback on the infrastructure, personnel andlogistics that Industrias Kirkwood already has in place.

One of their divisions, M&G Auto Parts, is the result of acontract manufacturing project to be a dedicated statorsupplier for Remy. It is now a �stand alone� companywhich employs 130 people and their product line hasexpanded to include a wide variety of foreign anddomestic stators as well as armatures and rotors.

Grandio says it is his desire to see Industrias Kirkwoodform more of these �joint venture/ incubator� programs asa way to leverage their facilities and the outstandingworkforce they�ve developed. The company boasts ofover 400 employees that includes 22 engineers and 26industrial technicians. They are ISO/TS 16949 certifiedand ISO 90001:2000.

The company has design and engineering capabilities, atooling shop, along with a laboratory and measuring area.

The company had 2008 sales of $17 million, but under thegroup umbrella of Grupo Merik Enterprises sales reached$150 million.

From Commutators to Print CartridgesGrandio explained that remanufacturing laser cartridgesfor printers and copier machines is one of their newestjoint ventures that has been quite successful. Under thebrand name Total Service, Grandio said remanufacturingprint cartridges �involve many of the same principles asremanufacturing alternators and starters.�Industrias Kirkwood maintains a 50-percent stake in thisjoint venture.

development in cooperation with the federal and statelevels, Inteltech has established itself as a supplier of the"Enciclomedia" project. As a result, they supply morethan 40,000 units of interactive white boards. Inteltech isfocused on innovation and the constant development ofnew integral projects so the company can take technol-ogy solutions to all educational segments.

At The HelmIn regards to his business philosophy, Grandio believesthat a �business should be growing and profitable, andbased in a lean operation system that is certified underquality regulations.� He says this must all be done in thecontext of an organization culture that is aligned toachieve these purposes.

Grandio is hopeful that in 2010 that his company willbegin to grow again. He said the past couple of yearshave been difficult.

He said the greatest challenge has been, �The changefrom markets and products to different markets andproducts, in a very difficult environment due to therecession in Mexico and the U.S.�

When asked: �What are the keys to success inremanufacturing?� Grandio believes the two mostimportant are: service and quality.

He says the remanufacturing business requires �a lot ofexperience to understand how it works.� Grandio says thefact that �our company is learning every day, more aboutthis business, motivates us to manage better and improvecustomer service.�

In regard to how he personally gauges success, Grandiosays it comes down to �profitability and growth.�

Grandio is a frequent visitor to the U.S. and quite active inattending APRA�s International Big R Show and AAPEXin Las Vegas each year. He�s also active in the PAACEAutomechanika show held annually in Mexico City. �Thisgives us a great opportunity to say hello to many of ourcustomers,� said Grandio.

On a personal note, Grandio is thankful for the opportu-nity to have his son, Javier, working in the company.Javier, a recent college graduate, works as a managementassistant at M&G Auto Parts.

Grandio believes that because Industrias Kirkwood is anagile and flexible company it could virtually manufacturepractically anything. With these attributes, he believesthe company will continue to grow and thrive in thefuture. To Grandio the more partnership and diversifica-tion that Industrias Kirkwood can pursue, the more thecompany can grow and thrive in the future. !

About the author: Gary McCoy is the president ofFairway Communications, a public relations andmarketing communications firm with a primary focus onthe automotive and heavy duty aftermarket. He isresponsible for helping market and promote the GlobalAutomotive Aftermarket Symposium. In addition, he isthe public relations director for The Marx Group and themanaging editor of Springs. He can be reached atgmccoy@fairwaycommunications.com.

Emilio Grandio and his son, Javier

Though not related to manufacturing, one of their mostinteresting divisions is Inteltech, which serves theeducation market. Inteltech supplies comprehensiveeducational state-of-the-art technology solutions to stateand federal Mexican institutions. Concerned about thedevelopment and improvement of human capital, Inteltechis a company that works on the implementation of newlearning processes, through a diverse range of solutions.The division works at all educational levels--whetherpublic or private--and correlate these solutions to theeducational reforms in Mexico.

Following the requirements of the Mexican Ministry ofPublic Education and thanks to its capacity of project

High quality printing products

Automotive PartsRemanufacturers Association

Turn to page 12 to become of member of

Page 10 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

APRA European Symposium (includes free entrance to exposition and plant tour)Fee does not include hotel room. To reserve your hotel rooms please go online to https://ems.resrunner.com/APRA2010

300 EUROS (@ $450 US) per person; 325 EUROS (@$485 US) at the door.Fee includes Monday�s Exposition, Monday�s Cocktail Party & Dinner, Tuesday�s meeting,

Tuesday�s Lunch, Coffee Breaks, all meeting materials, and the Plant Tour of MD Rebuilt Hungary.

Discount for Central and Eastern European Visitors: Deduct 75 euros from your registration fee

Exposition Only: Buyers: No charge Exhibitors: No charge

April 26th: European Exposition, April 27th: European SymposiumThe Corinthia Hotel Royal � Budapest, Hungary

Name: Email:

Company:

Address:

City: State/Province: Zip/Postal Code:

Country: Phone: Fax:

I would also like to register the following people from the same company:

Name: Email:

Name: Email:

Attendees

Payment

APRA European Symposium & Expo $450 US x number of people ($485 US at the door)

Expo Only FREE

GRAND TOTAL $

2010 APRA European Symposium & Exposition

Cancellation Policy: Registration cancellations received prior to April 15, 2010 entitle registrant to full refund of APRA RegistrationFee. Registration cancellations after that date will be subject to a 30% processing charge. NO REFUNDS will be made unlesswritten request is received by May 12, 2010. Refunds take up to 4 weeks to process. HOTEL CANCELLATIONS NEED TO BEDONE DIRECTLY WITH THE HOTEL & WORLDTEK TRAVEL, NOT APRA. For hotel reservations, call WorldTek Travel at 1-800-553-5429 (outside the U.S. and in Connecticut call 1-203-772-0470) and ask for Janis Joyce.

! !

Paid by: ! Check (Make checks payable to APRA in U.S funds.)Charge my: ! Visa ! MasterCard ! American Express Security Code:

Card No. Exp. Date

Print Cardholder�s Name Signature

Symposium/Expo Expo Only ! !

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Symposium/Expo Expo Only ! !

FAX THIS FORM TO APRA IN THE U.S. at 001-703-968-2878OR MAIL TO: APRA, 4215 Lafayette Center Drive, Suite 3, Chantilly, Virginia, USA 20151-1243

2010 APRA European Symposium & ExpoApril 26th: European Exposition / April 27th: European Symposium

Board Meeting: Sunday, April 25, 201019:00 - 21:00 APRA European Board MeetingCorinthia Grand Hotel Royal

Exposition: Monday, April 26, 201010:00 - 17:00 Exposition - Corinthia GrandHotel RoyalThe expo will consist of 50 booths of manufactur-ers of components & test equipment,remanufacturers of units and suppliers of oldunits.

18:30 Cocktail Reception & Dinner - CorinthiaGrand Hotel RoyalThe ReMaTec �Remanufacturer of the Year�

Award will be presented during the evening.

Symposium: Tuesday, April 27, 201008:00 Registration - Corinthia Grand HotelRoyal

08:30 Welcome & Introduction - Peter Larsen,Chairman, APRA Europe

09:00 Keynote Speaker: �European AutomotiveAftermarket� - Josef Frank, CLEPA BrusselsJosef Frank will focus on the entire Europeanaftermarket but will also touch on the challengesof new automotive technologies and regulationsfor safety and the environment.

Remanufacturing, seen as a core business forCLEPA, will be one of the topics.

09:30 - 10:00 �German Market forRemanufactured Engines� - Günter Wolf,Chairman VMI, GermanyGünter Wolf will speak about the importance ofremanufacturing on the German aftermarket. Hewill present the technical aspects and innovativeprocesses for remanufacturing combustionengines. He will also focus on the managementof a product range, the market size and finally hewill speak about how remanufacturing saves the environment.

10:00 - 10:30 �Remanufacturer Adopts A NewStrategy� - Martin Detzen, Joseph Kripli, MDRebuilt, Germany

MD�s presentation will discuss how to transitionyour company to match the evolution of theproducts you remanufacture within the automo-tive market. Instead of losing market share by nottransitioning, smart planning will help yousuccessfully grow your market share, thusmaintaining your company's viability.

10:30 Coffee Break

11:00 �New Global Air-ConditioningCompressor Opportunities� - Klaus Zenk,Santech Industries, USACompressor remanufacturers need to know thevehicular issues surrounding their compressorsand all the things that can go wrong with thevehicle or environment that generate warrantyreturns. Many auto specific and environmentissues can create a set of circumstances that willappear as a compressor failure, when inactuality the compressor was the victim ofunusual, but real circumstances.

11:30 - 12:00 �Supplying Components &Knowhow to Remanufacture Turbochargers� -Ian Warhurst, Mellet Ltd, UKMellet, a supplier of quality repair parts, will focuson turbocharger remanufacturing in a globalmarket presentation and will emphasize highquality replacement parts manufacturing to satisfytechnical, economical and environmentalconstraints.

12:00 - 12:30 �Remanufacturing Turbocharg-ers� - Dr. Carsten Bücker, BU Drive, GermanyThe turbocharger is one of the fastest growingproducts in the aftermarket. The increased shareof turbocharged engines for both diesel andgasoline will offer long term market potential.Apart from new turbos, there is also a demandfor remanufactured ones. Because the turbo isone of the most stressed components of theengine due to temperature, exhaust gas anddynamic impacts (up to 300,000 rpm at fullthrottle), precision during remanufacturing isessential for product quality. Dr. Bücker will focuson the technological as well as the qualityassurance related processes forremanufacturing turbos. He will also discuss therequired damage analysis, which is necessaryto analyze the cause of fault.

12:30 - 13:00 �Remanufacturing DieselInjection and Air-conditioning Compressors� -Dirk Van Rompaey, Christiaan Van Uffel,Teamec bvba, BelgiumTeamec will speak about their experience withremanufacturing highly demanding componentssuch as diesel common rail and air-conditioningcompressors. They will focus on quality, flexibilityand reliability of their processes which theyachieve thanks to their high quality investment intest and production equipment.

13:00 - 14:00 Lunch

14:00 - 16:30 Plant Tour: MD Rebuilt HungaryMD Rebuilt Hungaria is an industrialremanufacturer of starters and alternators. Theyare part of the MD Rebuilt Group based inIllingen Germany. MD Rebuilt has been in thereman business for more than 25 years and hascontracts with important OE and independentclients.

17:30 Bus arrives at Budapest Airport and thenreturns to the Corinthia Hotel.

March 2010 APRA GLOBAL CONNECTION www.apra.org / Page 11

2/16/10

Send to: APRA � 4215 Lafayette Center � Suite 3 � Chantilly, VA 20151-2223Tel: 001 (703) 968-2772 � Fax: 001 (703) 968-2878

When your booth selection is confirmed, you will receive an invoice so you may wire 750 euros to APRA�saccount. Your wire transfer must occur within 30 days of receipt to keep your booth location.

Booth cancellations must be made no later than February 26, 2010 for a full refund.After that date there is a 20% cancellation fee.

Name Email

Company Email

Address

City

State Country Postal Code

Telephone

Fax Website

Be the first to sign up to EXHIBIT in the 2nd annualAPRA European Symposium & Exhibition. There areonly 57 booths available on a first-come, first-servedbasis. Booth dimensions: 2 x 3 meters (6 sq meters)

Price: 750 Euros per booth. You must be an APRAmember to exhibit. Price includes hard-walledbooth, company name, 1 table, 3 chairs, informationdesk and lighting. Note: Symposium registration is notincluded in booth fee.

X = SOLD

X

XX

X

X

X

X

X

XX

X X

X

X

X

X

X

X

X

XX

XXX

X

X

70% Sold

X

X X

X

X

Please indicate your booth choices:

1st choice:

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APRA 2010 EuropeanSymposium & Exhibition

Exhibition: April 26, 2010Symposium: April 27, 2010

Corinthia Grand Hotel Royale / Budapest, Hungary

HOTEL RESERVATIONS: Corinthia Grand Hotel Royal BudapestSingle - 120 Euro (@$163 U.S.), Double � 140 Euro (@$190 U.S.)

Please add 18% VAT and 3% city tax to above rates.Room rate includes buffet breakfast in the Brasserie Restaurant.

Rates quoted above in U.S. funds are approximate only.

For hotel reservations, call the APRA/WorldTek Travel Desk at 1-800-553-5429 or 1-203-772-0470(outside the U.S. and in Connecticut) and ask for the meetings desk or

go on-line to: https://ems.resrunner.com/APRA2010.Hotel reservations must be made using a credit card.

All hotel reservations must be made no later than April 1, 2010!Hotel cancellations must go through WorldTek Travel and cancellations must be made no later than April 1, 2010 to qualify for a

refund. After that date, you will be responsible for payment of your entire reservation.

On Exhibit in BudapestDo you think simulating the completecommunication of a CAN Bus network in asmall vehicle can only be done if you haveaccess to OEM information? Doing arestbus simulation on your own isimpossible? Well, Bayreuth University willprove the opposite.

At the APRA European Symposium andExhibition in Budapest, Bayreuth Univer-sity and the Fraunhofer Project GroupProcess Innovation will exhibit some oftheir latest research results. At booth No.51, you will be able to see and control amodern instrument cluster and an automo-tive electro-hydraulic power steeringsystem, driven by a small microcontrollerthat provides the systems with theappropriate restbus simulation. Thesestand-alone solutions demonstrate thecapability and potential of future testingequipment.

In addition to this, Bayreuth Universityand the Fraunhofer Project Group ProcessInnovation gladly offer theirremanufacturing, cleaning, factoryplanning and manufacturing logisticsservices as well as their expertise inefficient production system planning.

Next to Bayreuth University, you will findAPRA Europe�s Mechatronic and Elec-tronic Division booth. There you will getthe latest information about the group'sfuture activities and meeting. "

On display at the Bayreuth Universitybooth in Budapest X

X

APRA Transmission and Mechatronics DivisionsAT Hidraulic UAB / ATech Vertriebs GmbHAuto-Starter / Automatic Choice Europe BVBayreuth University / Blauform Kft / Bosch

Electronic Service Kft. / D & V Electronics Ltd. /Dagas UAB / ECS Brasil Met. e Part. S.A /

Emmetec SRL / EPROS Printing House / ERAS.p.A. / Eurolec Components / Fer-vill Ltd. /

Ganzeboom Transmissies Ghibaudi Mario S.p.A. /Gobbi Spare Parts / IKA Industries / Inco

International s.a. / JP Automatic Transmissions /Kardes Elektrik A.S. / La Concorde MARBED srl

Melett Ltd / MPO Mosolf Powertrain GmbH /O.R.M.E. Elettromeccanica / Precision

International / Premier Components UK Ltd. /ProgRama, Inc. / ReMaTec News / SantechIndustries / Schaeffler Automotive Aftermarket

Sonnax / Trucktechic SA

X

Expo Exhibitors

X

Page 12 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

Automotive Parts Remanufacturers AssociationMembership Application

Please complete the ANNUAL DUES & LISTING sections for your company type below.Other membership types include Warehouse & Educational Institution Member. Call APRA for information.

APRA � 4215 Lafayette Center Dr., Ste 3, Chantilly VA 20151-1243 � Ph: (703) 968-2772 � Fx: (703) 968-2878 | Mar 2010

NOTE: Contributions or gifts to APRA are not tax-deductible as charitable contributions.However, they may be tax-deductible as ordinary and necessary business expenses.

Company Name Website

Address

Telephone Fax Email

Name / Title Signature

SUPPLIERREMANUFACTURER No. of Employees Dues: Monthly Dues: Yearly

1-2 $18 $2153-6 $24 $2807-12 $30 $36013-30 $46 $55031-60 $64 $76061-100 $80 $960101-400 $103 $1,225401 or more $159 $1,900

Dues (Monthly or Yearly)

List items you REBUILD:

*You may select to pay your dues in full or monthly by an automatic payment option. If you choose to pay monthly,your credit card will be automatically charged the monthly rate on the 1st of each month.

Check : " " " " " Core Supplier """"" Manufacturer Supplier

List manufacturers you REPRESENT:

Do you reman HD? Yes No On-vehicle repair? Yes No

If YES:

"""""Auto

"""""Truck

"""""Other

MFR. REPRESENTATIVE

This membership does not apply to company sales personnel.You must be an authorized representative of 2 or more manufacturers

engaged in the automotive aftermarket.

Dues: Monthly $24 Dues: Yearly $280

Dues: Monthly Dues: Yearly

Less than $2 M $61 $730

$2 M - $4 M $79 $940$4 M - $8 M $108 $1,285$8 M - $20 M $159 $1,900Over $20 M $325 $3,900 Dues (Monthly or Yearly)

Annual Salesto Rebuilders

List items you SUPPLY:

Dues (Monthly or Yearly)

Paid by: """"" Check (Mail) " " " " " " " " " " " " " " "

Card Number: Security Code: Expiration:

Signature: Print Name:

Recommended by APRA Member (if known): Company:

VISA MasterCard AmEx

A/CBrakeH.D. BrakeClutchCV & RacksElectricalElectronic & MechatronicVolume TransmissionH.D. Transmission

ALL NEW MEMBERSCheck your products

REBUILDERS ONLY

North America

6 NEW MEMBERS

Community LeadGeneration Program

Is this Program for you?� Do you rely on the internet to drive

customers to your business?� Do you attract customers within a

close proximity to your business?� Are you tired of paying too much for

advertising and getting nothing inreturn?

What are your lead generating options?� Yellow Pages� rates continue to rise

while results continue to fall� Newspaper readership is plummet-

ing while ad costs are skyrocketing� TV advertising is more costly and

delivers less due to advancedtechnology: TIVO, DVR, & RemoteControls

� More & more people are searchingonline every day to find products &services they want to buy

� The younger the consumer, the moreinformation is gathered online

Where are your customers?� 97% of all the people with internet

access will research products andservices online before they make abuying decision

� 35% of all the internet searches inthe world are made with an intent tobuy

� 55% of all local internet searches aredone with an intent to spend money

� 80% of all the people conductinglocal internet searches will call orvisit a business

� 60% of those people who call or visita business from a local onlinesearch will ultimately make apurchase

How can we help you?We can help you�

�establish a guaranteed & reliableinternet pay-per-lead program

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Street Fighter Marketing1-800-SLUTSKY

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Automotive Core SuppliesStephen BentonStaffordshire, Great BritainSponsored by Fernand Weiland

Dempsey Industries Inc.Gary PascoeMiamisburg, OH

Ganzeboom Transmissies BVMichel GanzeboomAlmelo, The NetherlandsSponsored by Fernand Weiland

Kardes Elektrik San Ve Tic ASGunay ArnavutIstanbul, TurkeySponsored by Bill Gager

Sankaku (Xiamen) Auto Parts Co.,Ltd.Lian MinXiamen, ChinaSponsored by George Davis

Sismak Otomotiv San Ve Tic ASAli Soner EkinCigli-Izmir, TurkeySponsored by Fernand Weiland

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March 2010 APRA GLOBAL CONNECTION www.apra.org /Page 13

LOSS PREVENTIONResponding toAutomobile SafetyRecalls: How to KeepYour Business and YourCustomers ProtectedWhen a safety recall is issued by an automanufacturer, potential risks can extendbeyond the manufacturer and affect otherautomotive businesses.

It�s important for automotive businessesto have a plan-of-action in place to helpaddress potential issues arising fromrecalls that can have an immediate impacton their inventory or fleet. This bulletinwill provide recommendations to help autodealers, fleet managers and service andrepair shops respond to auto safetyrecalls.

When to go publicMany vehicle issues affect non-safetyrelated systems and can be addressedduring regular vehicle maintenance servicevisits. However, when defects affect thesafety components or systems on specifi cmodels, or models manufactured duringspecific model years, manufacturers musttake action to warn owners and the publicof potential safety concerns.

To communicate this information, manu-facturers are required file a public report

describing the safety-related defect ornon-compliance with a motor vehiclesafety standard, the corrective actionbeing taken and provide warnings tothe public, and any involved or relatedparties. Manufacturers also need to notifythe National Highway Traffic SafetyAdministration of any vehicle safetyrecalls.

Addressing the problemFirst and foremost, we encourage you tofollow the manufacturers� advice andprioritize the repair of consumer vehiclesfirst, followed by dealer inventory.

If you operate a dealership, you should beprepared to establish a specific action planon how to implement, check and verifythat the repairs were performed correctlyand completely. Detailed service and repairrecords should be maintained, copied andstored electronically withthe necessary backup in place to repro-duce the records in the event of a fire orother possible physical damage.

A detailed process of service and repairrecords should include who fixed the car,what procedures and tests were completedand by whom, when they were completed,and a confirmation of the work by theservice manager to verify it was donecorrectly. Documentation of the processwill help ensure your dealership is

following the manufacturers� instructions.

RecommendationsDue to the quickly changing circum-stances and complexities of recalls,business owners should consider thefollowing actions until appropriate repairscan be made:

Franchised Auto Dealers� Do not sell, rent, loan or lease any ofthe recalled vehicles, NEWorUSED.

� If you are a franchised dealer notaffiliated with the recallingmanufac-turer, send all used/pre-ownedinventories affected by the recall andto an authorized repair facility.

� Suspend the use of recalled demon-strators, service loaners and fur-nished autos to employees, clients,family members, institutions, spon-sored events and any other individualor business.

� Suspend the practice of test drives onaffected inventory.

� Recall any rental fleet vehicles in usefrom the factory or that you indepen-dently own and rent as part of a fleetrental program.

� Notify customers bringing recalledvehicles into your business forservice that their vehicle is subject tothe recall, andmake repairs immedi-ately. In addition, you should providecustomers with a printed recall notifi

cation and ask them to sign a disclo-sure statement acknowledgingreceipt.

� Continually monitor the manufactur-ers� website for the latest information.

Independent Auto Dealers� Remove all used/pre-owned inven-tory affected by the recall and send toan authorized repair facility.

� Suspend the use of recalled demon-strators, service loaners and fur-nished autos to employees, clients,family members, institutions, spon-sored events and any other individualor business.

� Suspend the practice of test drives onaffected inventory.

� Review past sales records, identifyrecalled vehicles, then contact thecustomer and refer them to a fran-chised auto dealer or other authorizedrepair facility.

� Notify customers bringing recalledvehicles into your business forservice that their vehicle is subject tothe recall, provide themwith a printedrecall notification and ask them tosign a disclosure statement acknowl-edging receipt.

� Do not attempt to provide an interimremedy of your own or any repairsnot specifi cally directed by themanufacturer.

continued on page 22

Authorized Distributors for REGITAR-USA: ACE Mideastern Warehouse NC, Alternator & Starter Parts Distribution TN, Barsanco Inc. MI, Colson-EBS Auto Electric, Clearwater FL,D&L Auto and Marine FL, Holcombe Armature Co. GA, Magna System PA, R and R Regulator IN, RCP Inc CN, Superior Distribution Centers CA,

Wagner Alternators and Supplies CA, Zorko’s PA.

www.regitar.com • 334-244-1885 • Toll Free: 877-734-4827 • Fax: 334-244-1901 • Email: info@regitar.com

VRH2009-107, 14.4-V Set PointReplaces OE 427, 23815-AA140Aftermarket IM848, 230-48114For Mitsubishi on Saab, Subaru

OE A2TB2891, A2TB2991As Lester Sales 13820, 13889

VRPR2765, 14.6-V Set PointReplaces OE 2542765

Aftermarket M524, 230-40091For Valeo on Alero, Aztek, Colorado, Malibu,

Solstice, Hummer, Saturn Sky, Vue, IonAs Lester Sales 11047, 11069, 11144,

11145, 11147, 13865, 13866, 13938, 13944

TB-ND097Replaces OE 126220-0180

Aftermarket INP421, 46-82203, 170-52002For Denso on Chrysler Products

As Lester Sales 13867, 13870, 13871

TB-ND098Replaces OE 126220-0190, 126220-0191

Aftermarket INP420, 170-52007For Denso on Chrysler Products

As Lester Sales 11039, 11040, 11048,11112, 11113, 13912, 13913, 13915, 13923

D235, 14.8-V Set PointReplaces OE 19060319, 19060345Aftermarket D200XHD, 230-12180

For AD244 on GM, GMC, Isuzu, SaabOE 15226003, 15754097

As Lester Sales 8292

R7220-9349, 100% NEWFor 120A Bosch on Volvo

OE 0-124-515-019As Lester Sales 13801

R7208-7344, 100% NEWFor 90A Valeo on Audi, Hyundai, Kia, VWAs Lester Sales 11019, 13930, 13933,

13945, 13946, 21473, 21474, 21478, 21481,21485, 21486, 21488, 22911, 22930,22995, 22997, 23222, 23286, 23287

R7220-9351, 100% NEWFor 90A Bosch on Audi, Daewoo, Iveco,

Mercedes, Saab, Volvo, VWAs Lester Sales 12379, 12578, 13441,13610, 13613, 13811, 13816, 20375,20375, 21168, 21361, 21378, 21429,

21447, 21788, 22873

Page 14 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

isn't easy to just hop in your car and go to a warm hotel.We were very fortunate because some folks went withoutpower for several days.

On Sunday afternoon four teenagers showed up at mydoor with shovels and worked hard for about two hoursshoveling the driveway and sidewalks and cleaning offmy car. I don't know why we make shoveling away thesnow such a priority,ty,ty especially with at least 30" of snowon the roads there was no hope of getting out and about.In fact, just about everyteryter hing was closed down in themetropolitan area.

A third storm followed the BIGONE on February 9th and10th and that dumped another 12"on us. So, we had snowon top of snow on top of snow! The Olympics startedwhile we were getting all the snow and they were talkingabout the lack of snow in Vancouver�how ironic! Too

bad they couldn't have switched the Olympics to our area.The only problem is we have no big hills in the Washing-ton, D.C. area, unless you count the �mountains of debt�that we have been creating over the years.

We did not lose power after this storm but it got down to10 degrees with 40 mph gusts of wind.

The Federal government was closed for four days duringthis period. They opened up on Friday,Friday,Friday February 12th andas a result we had one of the worst days for traffic since9-11. People in the suburbs took over three hours to gothe 20 miles into downtownWashington. From what Iheard, most turned around and went back home. The bigjoke in our area has always been we should pay ourCongressmen twice as much money as we pay them nowto stay home and not pass any legislation which usuallyresults in problems for the taxpayers.

The recored snowfall at DullesAirporAirporAir t for this winterseason has been a whopping 73"! We had a two footsnowstorm right before Christmas that started off theseason with a bang. People couldn't get out to do theirChristmas shopping, and the grocery stores were packedwith folks stocking up as if they weren't going to get outof their houses for the entire winter. I remember talkingwith one clerk at the grocery store who said that the daybefore that snowstorm was the biggest day ever for salessince they had opened 18 years ago!

There is still a lot of snow on the ground but the streetsare clear and you can move around as long as you arevery careful of the potholes. There will be a lot of front-end alignment business in this town for a month or soalong with a lot of other auto repairs. This town just isn'tequipped to handle this much snow...

I was able to keep up with emails and phone calls and

JGXX?PBcontinued from page 1

The snow reallyreallyreall is beautiful when you aren'ttoo busy shoveling it off the driveway!

some otherAPRAwork while I was at home. But you findout real quickly that there is some work you just can't doat home. I also organized all my tax paperwork for thisyear and have already given it to the accountant. I'venever been this early with my taxes in all my years!

The snow still lingers, but at least the cabin fever haspassed!

With still 12 hours of snow to go it's alreadyalreadyalr hardhardhar tomake out the truck! We lost power for 3 days, but the

propane fireplace kept the house at a bearable 56o.56o.56 Onegood thing, with a natural freezer outside none of thefood spoiled! Oh, and did I mention that my kids missed3 weekseksek of school because of the snow?! - KK,KK,KK editedited or

June 3-4, 2010APRA ELECTRICAL, HD BRAKE &HD TRANSMISSION CLINICS

Springfield, MO

Mark your calendar

March 2010 APRA GLOBAL CONNECTION www.apra.org /Page 15

Planning Work forAutomechanika 2010in Full Swing90% of exhibition space alreadysoldPlanningwork forAutomechanika 2010,which will be held in Frankfurt amMainfrom September 14-19, has entered thecrucial phase and Messe Frankfurt isdelighted with the amount of exhibitionspace sold. To date, 90 percent of thespace has been taken compared with thelast event. At the record Automechanika in2008, 4,471 exhibitors presented theirproducts and services on over 305,000square meters of exhibition space. Over161,000 visitors, around 50 percent of themfrom outside Germany, attended theleading international trade fair for theautomotive industry. �With its flagshipfair,Automechanika,Messe Frankfurtonce again demonstrates what it means tobe themarket leader. Especially intimes of crisis, companies rely on theleading trade fair for the sector,� saysDetlef Braun, General Manager of MesseFrankfurt. �And this means theAutomechanika will be the biggestinternational platform for the automobilesector this year, too.�

In addition to its function as a globalpresentation platform and information hub

EUROPEAN INSIGHTThe Road Aheadby Peter Larsen, APRA EuropeanChairman

When FernandWeilandannounced hisretirement asChairman ofAPRAEurope,I found itdifficult toimaginewhatlife would belike without Fernand up front. For morethan 20 years we have been used to thefact thatAPRAEurope was Fernand�orthe other way around, if you like.

Nevertheless, having thought about it forsome time, I realized that Fernand�sdecision made some sense. Don�t get mewrong. I would have preferred him to stayas Chairman for manymore years, but inview of developments in Europe withinour industry, the forthcoming challengeswill keep us busy for many years ahead.

Before I let you in on my thoughts for thefuture, I should, perhaps, introducemyself, now that I have been elected asyour newChairman. Some of you knowme, most of you probably don�t. I�m 48years old. My entry to theremanufacturing business was back in thelate 1970s whenmy father, HenningLarsen, founded Budweg Caliper inOdense, Denmark. As one of the pioneersof caliper remanufacturing, he taught meabout caliper reman so, in fact, I workedwith calipers from the early 1980s until2004 when I left the company. In the finalfew years leading up to 2004, I was amember ofAPRA's European board.

Mela GmbHIn 2007, after a short period as a salesmanager forVierolAG inOldenburg,Germany, I decided, in partnership withEjgil Harbo, to acquireMela in Schwerin.The choice of partner was no coincidence.Not only did Ejgil already own part ofMela, but he was also a friend of myfather's of 25 years standing and, like him,a pioneer in brake caliper remanufacturinghaving founded Sweden's UDB. MelaGmbH remanufactures starters andalternators for mainly heavy duty, but alsodoes starters and alternators for passen-ger cars, old-timers, marine applicationsand other components. When I returnedto remanufacturing, I also returned to theEuropean board ofAPRA.

The FutureSo what does a new Chairman envisageforAPRAin Europe? Basically, I think thatwe must focus on political influence. In myeditorial inAugust 2009, I mentioned someof the problems we're facing in today�sworld.Yes, theAPRAorganization inEurope is well structured and I know thatFernand leaves behind him a well func-

tioning organization with highly qualifiedpeople in the right places. This ensuresthat the membership receives ongoinginformation about the market, shows andsymposiums and the many interestingdevelopments in new areas such asEastern Europe. What we must now workon is expanding our �political� influence inorder to provide the reman industry withnew benefits.

Financial ConsiderationsAsmentioned in my last editorial, I believethe trends towards greater environmentalfriendliness are basically driven byfinancial considerations. Looking at theresults of the recent UN climate summit inCopenhagen, it's easy to conclude thatfinancial aspects seemed to be moreimportant than climate problems. Does thisgives us a better chance to promoteourselves? Do people recognize thefinancial advantages when buying aremanufactured product? I somehowdoubt that they do. And that�s where weshould try to gain political advantage inorder to change perceptions. Just imagineall the new parts that would have to bemade if remanufacturing did not exist andall used parts were scrapped. It is, indeed,time that our industry is generally recog-nized as the environmental friendlybusiness it is!

ResourcesLegislation, directives, regulations etc.should all consider the remanufacturingaspect. I would, therefore, like us to reacha point where we can provide some inputand help legislators make laws that benefitthe remanufacturing industry in view ofthe positive work we do for the environ-ment. I�m aware that this requires re-sources. But this is a necessity if, in thelonger term, many remanufacturers are toavoid going out of business.

At this point, I would like to thankFernand Weiland for all the years he hasworked so hard to makeAPRAEurope intowhat it is today. We're fortunate that hehas agreed to continue as Vice Chairmanso we can continue to benefit from hisgreat experience.

for the industry � 80 percent of exhibitorscome from outside Germany � theAutomechanika stands in particular for ahigh degree of innovativeness andsustainable technologies, which are tobe seen at the fair. Thus, component partsof the complementary program for 2010will also include the �AutomechanikaInnovation Award� and the ecologically-oriented �GreenDirectory� for visitors.

The internationally recognized innovationaward for outstanding new products hasbeen given since 1996. The associatedspecial show also attracts great attention.Visitors will be able to see the winningproducts and technologies in the foyer ofHall 4 throughout the fair. Introduced in2008, the �GreenDirectory� will once againguide visitors to emissions-cutting andsustainable products and services atthe fair.

Another highlight of the complementaryprogram is the �AutomechanikaAftermar-ket Forum.� This lecture programwithpanel discussions and top keynotespeakers from the sector begins with anofficial opening on the first day of the fair.The new location in the �Portalhaus� (newvisitor entrance) alongside Hall 11 and theextension of the Forum by another daymean it will attract even greater attention.

continued on page 23

For information aboutthe activities of the

APRAEuropeanDivisionplease visit www.apra-europe.org

Automotive PartsRemanufacturers Association

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Page 16 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

If you have company news that you'd like to share with the industry, please send it to: APRA, Kirsten Kase, 4215 Lafayette Center Drive, Suite 3, Chantilly VA 20151-1243; Fax: 703-968-2878; E-Mail: kase@BuyReman.com.

AFTERMARKET UPFRONT

ZEN Awarded RemyQuality SupplierExcellence of the YearDuring the recent suppliers� conferenceheld in San Luis Potosi, Mexico, ZENwasawardedRemyQuality Supplier Excellenceof theYear 2009.

ZEN products are now stocked in theUnited States in order for our aftermarketcustomers to obtain the OE quality of ZENproducts. Please contact your localdistributor orWilliamAvancini atzen.william@ontinsa.comorTomRoman atzen.tom@ontinsa.com for further informa-tion.

CARDONE IndustriesCelebrates 40 Years ofDynamic GrowthOnFebruary 8, 2010, CARDONE Indus-tries announced its 40th anniversary ofremanufacturing reliable and affordableautomotive parts. Michael Cardone, Sr.and son, Michael Cardone, Jr., launchedtheir business in a small storefront rowhome inNorth Philadelphia. In early 1970,CARDONE�s original �Factory Family�began with only six employees

remanufacturing a single product line �wiper motors. Forty years later, they havegrown to over 5,000 employees, offering70+ product lines and 40,000+ SKUs ofnew and remanufactured hard parts.

Through the years, CARDONE�s dynamicgrowth has spread worldwide. Today, theyoperate several production and warehousefacilities in the United States, Canada,Mexico, Belgium andUnitedKingdom.Unlikemany global companies, CARDONEremains a family-owned business led nowby its second and third generation.CARDONE has grown due to its reliableproducts, wide availability, excellentservice and outstanding customers.CARDONE believes the quality of theirproducts is the most important issue totheir customers, and therefore quality isthe foundation of their corporate culture.

Forty years of hard work, innovation andstrong customer relationships developed asmall six-person company into a leadingglobal supplier of new and remanufacturedautomotive parts. The number of employ-ees has changed, but their mission hasnot� to be the best remanufacturer in theworld.

Motorcar Parts ofAmerica Focuses onExpanding Presence inHeavy Duty MarketMotorcar Parts ofAmerica, Inc. an-nounced a strategic initiative to expand itspresence within the heavy-duty alternatorand starter market with the release of itsnew Xtreme(TM) heavy-duty catalog foroff-highway applications, coveringagricultural, forestry, forklifts, industrial,marine andmining requirements.

The 1,218-page catalog features nearly2,500 starters and alternators, with morethan 15,025 interchanges and a 171-pagebuyer's guide with images and attributesto aid in identifying parts. The product lineincludes over 2,300 remanufactured partsand nearly 200 new parts.

Manufactured using upgraded compo-nents for better performance and greaterdurability, Xtreme heavy duty units arebuilt to meet or exceed OEM specificationsand are backed by one-year warrantycoverage.All Xtreme starters and alterna-tors are rigorously T3+ tested in MPA'sISO/TS 16949 certified facilities. Thecompany's T3+ testing is a four-partmethodology to ensure total quality andincludes initial sample approval testing ofall components, with testing of all criticalsub-assemblies and end-of-line testing ofcompleted units. Random unit audittesting is also conducted to validate thequality of the entire inventory.

TheXtreme-HDOff-HighwayCatalog isavailable by calling 800-890-9988or visiting the newwebsitejjj!KGE8@8 ;7!Vb` that includes acomprehensive online catalog.

ArvinMeritor ReportsFiscal Year 2010 FirstQuarter ResultsArvinMeritor has reported financial resultsfor its first fiscal quarter ended Dec. 31,2009.

First-quarter sales were $1.1 billion, anapproximately 16 percent increase from thefourth quarter of fiscal year 2009; anddown slightly from $1.2 billion in the firstquarter of fiscal year 2009.

Net income on a GAAP basis wasbreakeven compared to a GAAP loss of$961million in the same period last year.Income from continuing operations, beforespecial items, was also breakeven com-pared to a loss of $47 million in the firstquarter of fiscal year 2009. Loss fromcontinuing operations on a GAAP basisfor the quarter was $2million compared toa loss of $920million in the prior year�squarter.

Cash flow from operations was $27millioncompared to a cash outflow from opera-tions of $338million in the same period lastyear. Free cash flow (cash flow fromoperations, net of capital expenditures)was $2million in the first quarter comparedto free cash outflow of $386million in thefirst quarter of fiscal year 2009.

�Our financial results for the first quarterdemonstrate that as we experience growthin our global markets we are successfullyretaining the benefits of our previouslyexecuted cost reductions,� said ChipMcClure, chairman, CEO and president.�This quarter, we were able to convert onincremental revenuewhilemaintainingstructural cost improvements and reinstat-ing full salaries to our employees. At thesame time, we announced a nearly $10million planned investment in SouthAmerica to support our expansion intonew product segments, and an additionalplanned investment of approximately $10million to increase production capacity atour off-highway axle joint venture inXuzhou, China. Both of these investmentssupport the strong growth we are experi-encing in emergingmarkets,� saidMcClure.

For the second quarter of fiscal year 2010(compared to the first fiscal quarter of2010), the company anticipates:

� Revenues to be flat� EBITDA, before special items, to beflat

� Income before taxes, before specialitems, to be flat

� Free cash flow to be slightly negativeprimarily due to the company�s semi-annual interest payment on its fixeddebt securities.

�We will maintain an acute focus onbecoming a leading commercial on- andoff-highway company in our definedsegments by introducing new productsthat meet our customers� needs, entrench-ing ourselves in emerging markets, andmaking investments that enable us to growprofitably,� said McClure. �At the sametime, wewill be diligent inmanaging ourcosts.�Source: aftermarketNews staff

Motorcar Parts ofAmerica Reports Fiscal2010 Third QuarterResultsMotorcar Parts ofAmerica (MPA) said ithas seen solid results for its 2010 fiscalthird quarter -- reflecting new customersales, gross profit improvement and astrengthened balance sheet.

Net income for the fiscal 2010 third quarter

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March 2010 APRA GLOBAL CONNECTION www.apra.org /Page 17

endedDec. 31, 2009,was $2.1million, or 18cents per diluted share, compared with anet loss of $314,000, or 3 cents loss pershare, a year ago.

Net sales for the fiscal 2010 third quarterincreased to $36.5million comparedwith$35.8million for the same period last year.The company said this increase wasprimarily due to sales to new customersacquired in the recent acquisition ofRelianceAutomotive. Sales to certainexisting customers were positivelyimpacted in the comparable quarter a yearago by the timing of update orders.

For the fiscal 2010 nine-month period, netincome climbed 34.5 percent to $6.8million,or 56 cents per diluted share, from $5million, or 42 cents per diluted share, ayear earlier. Net sales for the nine-monthperiodwere $108.6million comparedwith$104.9million a year ago.

�Results for the quarter highlight thecompany's continued strategic focus onboth organic growth and growth fromacquisitions, supported by operatingleverage and increased usage of availablecapacity. In addition, the company'ssignificant cash flow improvement for thequarter allows us to pursue appropriateinitiatives to enhance shareholder valueand we look forward to continued stronggrowth supported by favorable trendswithin our sector of the automotiveaftermarket industry,� said Selwyn Joffe,chairman, president and chief executive

officer ofMotorcar Parts ofAmerica.

Joffe also highlighted the signing of a 10-year renewal of a primary supplier contractfor remanufactured alternators and starterswith a major automotive retailer subse-quent to the end of the fiscal third quarter,as well as the company's ongoing successin attracting a high-quality customer base.Source: aftermarketNews staff

Remy International toSupply Electric Motorsto Allison Transmissionfor Use in CommercialHybrid Truck ProgramRemy International andAllison Transmis-sion have signed a 10-year electric motorsupply agreement that will provideAllisonwith RemyHVH410 electricmotors to beused in the newAllison TransmissionCommercialHybridTruckProgram.

Allison initially plans to direct the use ofthese hybrids in pickup and delivery,shuttle, utility and refuse applications.Remy's patented electric motor technologywill contribute to the power and efficiencyof theAllisonTransmission CommercialHybrid Truck Program.

�Our agreement with Remywas a veryimportant step in our efforts to deliver thebest performing and most economicallyviable hybrid truck solution,�AllisonTransmission CEOLawrenceDewey said

in a statement. �Remy, likeAllison, has along history of engineering excellence andinnovation. We are pleased to build uponour strong relationship with Remy as weprovide a much needed hybrid solution forthe commercial truck industry.�

The HVH410 is an advanced electric motorfor medium-duty, heavy-duty and off-highway hybrid and electric vehiclesbased on Remy's patented High VoltageHairpin (HVH) technology. TheHVH410'sworld-class torque and power densityallows for improved fuel economy,increased range in all-electric drive modeand the potential for a smaller internalcombustion engine in hybrid vehicles.

�Allison continues to demonstrate it is aninnovation leader in transmission systemsfor commercial vehicles.We have had theprivilege of working withAllison on hybridbus applications and are now lookingforward to a long partnership in the hybridcommercial truck sector,� said RemyCEOJohnWeber. �By utilizing Remy's technol-ogy expertise and long time experience inelectric motors, Allison can focus itsresources on the broader challenge ofdeveloping a world-class hybridpowertrain for commercial vehicles.�

Both companies will be manufacturing inthe United States. The RemyHVH410electric motors will bemade in Remy'sAnderson, Ind., manufacturing facility.AndAllison will be manufacturing theAllison Hybrid Truck Drive system in

Indianapolis, Ind.

For more details about the HVH410 Serieselectric motors, visit the RemyWeb site at:iii dW_k[`U Ua_!ZhZ Seb.Source: aftermarketNews staff

Certified TransmissionSelects Demand Solu-tions Advanced Plan-ning & Scheduling Soft-wareDemandManagement, Inc., a globalresource for managing the supply chainfor small andmidsized enterprises,announced that Certified Transmission, aleading remanufacturer of transmissions,has selected Demand Solutions AdvancedPlanning and Scheduling to increaseprofits through optimization of its produc-tion scheduling.

Since its inception in 1979, CertifiedTransmission has grown from a smallcompany operating in an abandoned two-bay gas station in Omaha, Nebraska intoone of the largest independentremanufactured transmission repair andremanufacturing facilities in the country.At the heart of its success is its team ofskilled associates that manually rebuildtransmissions at the company�s two state-of-the-art remanufacturing plants.Witheach associate specializing in only a few

continued on page 18

Page 18 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

Where the world meets up. Make a trip to Frankfurt, the “metropolis of mobility”, and discover a host of new ideas for the components market, workshop equipment, car accessories and service station and car wash systems.

Again in 2010, Frankfurt will be the driving force for the innovations and solutions of tomorrow.

Your trip can start online today. Navigate around the product worlds of Automechanika and order your online ticket at www.automechanika.com

Tel. 770.984.8016info@usa.messefrankfurt.com

September 14 – 19, 2010, Frankfurt am Main

The World’s Leading Trade Fair for the Automotive Industry

Aftermarket Upfrontcontinued from page 17

automotive makes and models to ensure quality, thecompany struggled to manually schedule production.That�s why Certified Transmission chose DemandSolutions Advanced Planning & Scheduling � tooptimize its scheduling process and increase resourceefficiency.

�One in every 50 cars will need a new transmission thisyear, and our goal at Certified Transmission is to deliveraffordable and reliable transmissions to our customers sothat they can get back on the road as quickly as pos-sible,� said Certified Transmission owner Peter Fink. �Weselected Demand Solutions Advanced Planning &Scheduling software to ensure that we areremanufacturing transmissions as quickly and efficientlyas possible to serve our customers.�

The inventory scheduling system incorporates employeeskill sets, tooling and inventory constraints into the

production schedule, allowing users to adjust andrespond to changes quickly with real-time tracking andperformance indicators. Additionally, Demand SolutionsAdvanced Planning & Scheduling enables manufacturersto visualize resource utilization and availability, and itidentifies problems in advance with a red highlightingfeature to flag bottleneck operations.

Chinese Government CertifiesFuji Xerox Recycling Site asa Pilot RemanufacturingEnterpriseOn Dec 11, 2009, Fuji Xerox Eco-Manufacturing (Suzhou)Co., Ltd., a recycling site wholly owned by Fuji Xerox Co.,Ltd., was certified as a pilot remanufacturing enterprise bythe Ministry of Industry and Information Technology ofthe People's Republic of China.

As part of its environmental policies, the Chinesegovernment launched this certification program to

promote the development of remanufacturing industry,and to build the society where energy-saving andenvironmental conservation are valued by certifyingcompanies that represent each industry as the pilotremanufacturing enterprises to encourage and supportothers to be more eco-conscious. The Chinese govern-ment also conducts the statistics of these pilot compa-nies' data, and shares with other ministries and nationalorganizations to accelerate the resource recyclingeconomy. Out of 35 pilot companies certified this time(including three IT equipment companies), Fuji Xerox Eco-Manufacturing (Suzhou) is the only Japanese company.

Fuji Xerox Eco-Manufacturing (Suzhou) completelydisassembles and recycles used products including copy/multifunction devices and cartridges recovered from allover China by Fuji Xerox (China) Ltd., Fuji Xerox's salescompany in China. Some of the components are reusedwithin the processes established based on the FujiXerox's quality assurance standard. The recycling sitecommenced operation in January 2008, has the capacity todisassemble and recycle 15,000 devices and 500,000cartridges per year, and achieved device recycling rate ofmore than 96 percent in March 2009.

As a responsible manufacturer, Fuji Xerox aims to achievezero landfill, no pollution, and no illegal disposal, and thiscertification shows that the company's efforts areunderstood and valued in China. Fuji Xerox continues toreinforce its resource recycling system which offers anadvanced model to balance business operations with theenvironment. "

AutoBulletins.ComAutoBulletins.ComAutoBulletins.ComAutoBulletins.ComAutoBulletins.ComAutoBulletins.com is an online service fromAPRA which gives you the ability to look up

original technical service bulletins(more than 84,000 on file) for any car

or light truck � new or old.

This system is as easy as your ABC�s(AutoBulletins.Com):

A � Select your vehicle

B � Select the vehicle system

C � View the bulletin

You can carry out a very focused look-upor you can perform a more general searchfor bulletins focused on specific systems

such as brakes, electronics or transmissions.

An APRA Member Service

*You must be an APRA memberto take advantage of this program

March 2010 APRA GLOBAL CONNECTION www.apra.org / Page 19

NEW PRODUCTS & SERVICESPlease send new product announcements to: kase@BuyReman.com or mail/fax it to Kirsten Kase, APRA, 4215 Lafayette Center Drive, Suite 3, Chantilly, VA 20151-1243; Fax: 540-341-7682

Remy Inc. Unveils NewDelco Remy 44MT(TM)Heavy Duty StarterRemy, Inc. recently announced the newDelco Remy 44MT� heavy duty starter atthe TMC trade show in Tampa, Florida.Remy President Jay Pittas was on hand tounveil the Delco Remy 44MT to a group ofjournalists and explain that the 44MT isthe most powerful starter with the highestpower density and patented technologieseasing installation, increasing reliability,and providing a significantly longer lifecycle than any starter on the market today.

Today's engines are harder to start andrequire more crank than ever before due toincreased emission standards and anti-idling regulations. These extreme engineconditions and frequent starts and stopsrequire a starter that is more robust anddurable. The Delco Remy 44MT is apremium starter creating 8.5 kW at 12 Voltsmaking it the most powerful starter. Yet,Remy has gone beyond just making themost powerful starter and has designedthe 44MT to become the world's mostreliable starter by eliminating manychallenges facing traditional starterdesigns on the market today.

Remy President Jay Pittas said, �Remy isexcited to introduce the first starter to besignificantly redesigned to meet today'snew heavy duty starting challenges. Ourengineers have thought of everything andhave not only increased performance,reliability, and life cycle but serviceabilityas well. The market is anxious to use the44MT and start reaping the many costbenefits, including spending less moneyon jumps and more time on the road.�

The Delco Remy 44MT contains severalpatented technologies intended toenhance reliability, drive life improvement,and eliminate the need for a vehicle wiringharness. Reliability is enhanced withDelco Remy's Internal Magnetic SwitchSolenoid (IMMS), which is a one wiredesign integrated inside the solenoidverses traditional starter designs. Its inputcurrent is capable of ECM control and itsnewly designed internal location enables itto withstand engine temperatures up to120degreesC/248degreesF. Additionally,problems caused by corrosion from engineenvironment issues and vibrations areeliminated.

Remy's patented new Clutch OverPlanetary Gear Drive System (COPG)design has a more robust clutch shell andring gear withstanding more torque. Thewhole idea behind the COPG is to improvesoft start engagements by slowly rotatingthe pinion until it is properly engaged tothe ring gear before cranking. Thisreduces engagement milling and teethabutments resulting in improved reliabilityand overall extending the ring gear life.

Vehicle wiring harnesses will become athing of the past as well due to Remy'sIntegrated Over Crank Protection (OCP).The new OCP is a self-contained, one-wiredesign with no additional connectionsrequired, completely eliminating the needfor a vehicle wiring harness. OCP is abuilt-in circuit breaker that protects thestarter from thermal damage and automati-cally resets at safe operating temperatures.

Installation is simplified due to the newself-contained design eliminating exposedwiring and the need for additional mount-ing brackets like other starters on themarket. Removing traditional connectionpoints helps reduce corrosion as well.

Currently, Remy is finalizing lab testingand working through the field testingprocess. Early results have showncranking speeds over 100 RPM or nearly25% more speed than the nearest competi-tor. The Delco Remy 44MT is expected tohit the market in the fourth quarter of 2010and will be available through Delco Remy'scurrent distribution networks.

For more details about the Delco Remy44MT� visit the Remy website atwww.delcoremy.com.

New from CORTECO,a Division ofFreudenberg-NOKNow available for immediate shipment fromTransTec® � a trusted brand for over 30years.

Pump Kits� Kit # 8748 � Application � 2003-2007

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To place an order, please call toll free (800)852-0340; phone +1 (419) 499-2502; fax+1 (419) 499-6122. For a complete list ofavailable items, please visit us on the webat www.transtec.com.

IPD Announces Releaseof One Piece SteelPistons for Caterpillar®3500 Series EnginesIPD, the industry leader in quality after-market products for Caterpillar® diesel andnatural gas engines, is pleased to an-nounce the release of its new one piecesteel pistons for the Caterpillar® 3500engines. This new product features newdesign enhancements for the 3500 steelpiston made possible by IPD�s patentpending one piece oil gallery retentionplate. In order to prevent the piston from

experiencing extreme thermal loadingasseen in other products in the market place,this innovative one piece design limitsplate movement and secures the oil galleryretention plate firmly in-place.

Additionally, these new pistons will utilizeIPD�s patent pending technology formanufacturing one piece steel pistonsfrom a high strength alloy and heat treatedsteel casting. This process was introducedinto their product line in 2003 and hasbeen successfully and extensively tested.This is one of the many scheduledreleases of the IPDSteel� piston line forCaterpillar® as well as for other additionalengine lines.

�Clearly, IPD�s commitment to innovationis showcased in these new productlaunches. Not only are we the first in theaftermarket industry to offer one piecesteel pistons but we have significantlyimproved the product design with our onepiece dam plate� stated Steve Scott,Director of Product Development, IPD.�This unique and original design caneliminate incidences where the plates canwork themselves loose- preventingcatastrophic damage� continues Scott.

�The evolution in diesel piston design

from the traditional aluminum pistons tosteel pistons played an influential role inIPD dedicating resources for this newproduct offering� commented Bob Straw,VP of Sales & Marketing, IPD. �Steelpiston technology has been widelyrecognized to promote significant gains inperformance and durability,� Straw added.

In addition, IPD has increased theirproduction capacity to support the new3500 series steel pistons due to growingcustomer demand for quality steel pistonsin the aftermarket. These products will beproduced in the United States at theirmanufacturing plant in Torrance, CA.

IPD has been manufacturing high qualitydiesel and natural gas components since1955 and is ISO9001:2000 certified byLloyd�s Register. IPD is a business unit ofStorm Industries Inc. For more information,visit www.stormind.com orwww.ipdparts.com.

All manufacturers� names, numbers,symbols and descriptions are for referenceonly. It is not implied that any part is theproduct of the manufacturer. Caterpillar®and CAT® are registered trademarks ofCaterpillar, Inc.

continued on page 21

Page 20 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

TAX EDGE by Irving L. Blackman

• Product Exhibits• Transmission Technical Seminars

cover issues on bench and on vehicle

• Tour the Dacco, Inc. torque converter remanufacturing plant

For sign-up and additional information call:800-274-7890showpowerexpo.com

Displays & Demonstrations•Management Seminars•Technical Seminars

What is the Estate Tax Trap MostHigh-Net Worth Business OwnersFall Into?If your net worth is high enough to be subject to the evilestate tax, chances are you worked your tail off all or mostof your adult life to accumulate your wealth. But drawyour last breath and the estate tax monster wants todevour about half your wealth. Not a pretty picture.It�s sad. Worse yet, the complete failure of almost allprofessional advisors to take you, your family and yourbusiness out of the horrible estate tax picture. Die andyour estate pays, but fortunately if you have the right taxplanning you don�t have to lose any of your wealth to theestate tax monster.

Do you have enough wealth to be clobbered by the estatetax? Then read every word of this article. You�ll learn howto keep your wealth. But first I must ask you to open yourmind, because we are about to kill some sacred cows(really conventional wisdom of how almost all estate

planning advisors, inadvertently, make you a victim of theestate tax.)

What exactly are these advisors guilty of doing? Tradi-tional estate planning.

Note: What is �traditional estate planning� (TEP)? ATEP is the plan that most advisors use for a marriedcouple. Chances are if your estate plan is done, you havea TEP (and that�s good). A TEP uses a rather simple will,called a �pour-over will� and an irrevocable trust. Thewill gathers any assets not in the trust when you die andpours these assets into the trust. All your assets are nowin the trust, which contains your estate plan. The trust iscommonly called an �A/B trust� or �family /residuarytrust� or something similar.

Is there anything wrong with a TEP? Absolutely not,assuming it is properly drawn. Then what�s the problem?The TEP is normally the only plan, and a TEP is notdesigned to save estate taxes. If you are married, it does

many other things (which makes a TEP a good start foryour estate plan). A TEP does have two minor estate taxtricks: (1) the marital deduction defers any estate tax untilthe second death of the husband and wife (but when thesecond one dies, the IRS gets its pound of flesh); and (2)the so called �unified credit� (in 2009 was $3.5 million perperson that passed free of the estate tax or $7 million for amarried couple; the exact amount at this writing�earlyJanuary, 2010�is unknown until Congress acts.)

Let�s summarize: If the unified credit continues at $3.5million (or whatever Congress finally blesses us with asestate tax free), the best a TEP can do�as far as savingyou estate tax�is to save you tax on the $3.5 million forthe first spouse who dies. That�s it.

It�s difficult for me to say what follows: Any claim that aTEP can save you even a dime in taxes, over and abovethe unified credit is a myth, hoax and total illusion. If yourestate plan consists of a TEP and only a TEP (or evenincludes an irrevocable life insurance trust [ILIT]),chances are you�ve been duped.) If your advisor claimsotherwise, challenge him or her to show you where andhow in the document that the savings are created.

Yes, the above are tough accusations. Some of theaccused will come after my scalp. But most will read whatfollows and improve the way they do estate planning.How do I know? Two reasons: (#1) Over the years I havetalked to dozens of estate planning advisors after theirclients asked me to review their estate plans�. I am onlytalking about those plans that used only a TEP (or onoccasion added an ILIT). In every case, except two, theadvisor welcomed my input and supported the suggestedadditions to the client�s estate plan.

Now reason #2: For 22 years (starting in the 80s) myassistant scheduled from 18 to 24 estate planningseminars from coast to coast (mostly trade associationmeetings). Every year three to five of those seminars weregiven to �estate planning councils� (EPC) (attended byexperts in estate planning and primarily lawyers, CPAs,financial advisors and bank trust officers). Alwayschallenged each EPC audience to list the ways a TEPsaved estate taxes. Never, but never, could any of thoseaudiences add to the two tax tricks described above.

Then, I would spend about 2½ hours teaching my estateplanning system (some of which follows in brief) to mywant-to-learn audiences.

My motivation for this article was and is the followingemail received from a reader (Joe) of this column, �I amworking with a law firm� designing a will and trust [aTEP] and would like you to review the documents.� Aftera few questions, I agreed to review the documents if Joewould send along three items: two financial statements (apersonal one and his last year-end for his business,Success Co.) and a family tree (name and birthday for Joe,his wife and four kids).

Three days later Joe�s information package arrived. Here�sa few things you should know about the information inthe package.

� A typical TEP was the entire estate plan.� The lawyer (Larry) who drafted the TEP (it was very

well done) boasted on his stationery that he is �aBoard Certified Specialist in Estate Planning, Trustand Probate Law.�

� Joe (48 years old) owns Success Co. (an S corpora-tion) that he started from scratch, is very profitableand growing. Joe likes Larry professionally, but feelsthat somehow the plan Larry created falls short ofaccomplishing Joe�s goals.

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Page 22 / www.BuyReman.com APRA GLOBAL CONNECTION March 2010

New, used and rebuilt starters,alternators and distributors. We alsocarry an assortment of distributor partsnew. Please email us for a list or parts orfor your needs at corebiz2000@ad.com

NYC rebuilder has a small, genuineWheelabrator rubber belt blastermachine for sale. Purchased in auction,never installed (too tall to fit in my shop).It's about 11'6" tall. Machine sufferedsome sheet metal damage in shipping.Easily repaired. Original owner kept it innice repair. The machine has been pro-tected outside our shop under a custommade canvas cover (which is included insale). My loss, your gain. Fire sale price of$3,000 firm. Note, it is heavy and will needa machinery mover to lift (about 8,000 lbs.)I also have other auction acquired itemsfor sale too numerous to list. If interestedcall Chet at (718) 739-8202.

Alternator and starter business forsale. 30' x 40' shop with air and heat plus 2bays. Over $100,000 in stock. Will sell all orpart. North Louisiana. great hunting andfishing. Call 318-259-6344. Ask for Randy.

Research and DevelopmentElectronics EngineerReverse engineer and designremanufactures for complex electronic

automotive parts. Permanent positionlocated in Taunton, MA. Contact Wendyat Noramtec (585) 777-4040 ext 110.wendy@noramtec.com

Electrical ForemanLarge New York City Alternator and StarterRemanufacturer, Eastern Exchange Unit, islooking for a top Rebuilder able to do it alland train others as necessary. You will bethe top man, the Foreman of the shop. If amachine breaks you would know how tofix it. Salary $1,000 per week plus vacationand medical insurance benefits. The owneris also offering you the additional optionin the future of becoming an owner of thecompany. If you have the qualifications,the work ethic and are interested, pleasecontact Chet Brown at 718-739-8202.Mention the advertisement. !

MAIL TO: APRA, Global Connection, 4215 Lafayette Center Drive, Suite 3, Chantilly, VA 20151-1243(703) 968-2772, ext. 108 � FAX (703) 968-2878 � e-mail kase@buyreman.com

(First 50 words FREE for all APRA members ) $1 per word for each additional word over 50. $3 per word for all non-members

Write down your classified ad as you want it to appear in the space provided below and mail, fax or email it withpayment to APRA. We must receive payment BEFORE your ad is published. You may advertise equipment,parts, cores, businesses for sale, help wanted, etc. Please be sure to check off which issue(s) you would like yourad to appear. ADDED BONUS: Your ad will appear on APRA's website (www.apra.org) at no additionalcharge.

Please check ad type you are submitting:

For Sale !!!!! / Business For Sale !!!!! / Wanted !!!!! / Help Wanted !!!!! / Services !!!!! / Misc. !!!!!

Please print or type:

!!!!!April 2010 !!!!!May 2010 !!!!! June 2010 !!!!! July 2010 !!!!! August 2010 !!!!!Sept 2010

NAME E-MAIL

COMPANY E-MAIL

ADDRESS

CITY STATE ZIP

PHONE FAX

Classified Advertisement

FOR SALE HELP WANTED

HELP WANTED

BUSINESS FOR SALE

� Continually monitor the manufactur-ers� website for the latest informationAutomotive Service & RepairBusinesses

� If you are an owner of an indepen-dent repair facility, you should followthe advice and direction as providedby the manufacturer.

� Notify customers bringing recalledvehicles into your business forservice that their vehicle is subject tothe recall, provide them with a printedrecall notification and ask them tosign a disclosure statement acknowl-edging receipt.

� Do not attempt to provide an interimremedy of your own or any repairsnot specifi cally directed by themanufacturer.

� Continually monitor the manufactur-ers� website for the latest information

For more information on how you canprotect your business, contact yourZurich account executive or call 800-840-8842, ext. 7449. Or visit them online atwww.zurichna.com/zdu.

For more information about automotiverecalls and safety concerns, visit themanufacturers� website or the NationalHighway Traffic Safety Administration,www.nhtsa.dot.gov. Other automotive-related resources:www.consumeraffairs.com/automotivewww.nada.org !

New from WAIglobal� For Nippondenso OSGR (17951); 2-2395-

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� For Hi-Performance Hitachi PMGR(19695); 2-2982-HI-1; 1.4hp/12V, CW, 10-T Pinion; Chevrolet Small & Big Block262-454 CID V6-V8, w/ AT or MT, w/ 153or 168-Tooth Flywheel (up to 12:1Compression Ratio); Replaces: HitachiS114-823S; Ref# PSL 100; Chrome finish;More torque, less current draw in alightweight, compact design; 6 to 1 gearreduction ratio; 12-rotatable clockpositions for easy indexing to clearheaders or oil pan

Contact WAIglobal toll free at (800) 877-3340; phone (484) 875-6600; fax (800) 948-6121, or visit them on the web atwww.waiglobal.com. !

What's Newcontinued from page 21

Loss Preventioncontinued from page 13

This Loss Prevention Bulletin wascompiled from sources believed to bereliable for informational purposes only.No information contained herein isintended to constitute legal advice andaccordingly, you should consult your ownqualified legal counsel to address yourparticular circumstances and needs.Zurich is not providing legal advice andassumes no liability concerning theinformation set forth in this bulletin.

The subject matter of this publication isnot tied to any specific insurance productnor will adopting these policies andprocedures ensure coverage under anyinsurance policy.

Membership ServiceHuman Resources Support: HRservices are offered exclusively toAPRA members through a specialarrangement with SESCO Manage-ment and Labor Relations Consult-ants. Since 1978 SESCO has beenhelping APRA members comply withall sorts of Federal and State regula-tions.

Many members have saved thou-sands of dollars by knowing the�right answers� and thus haveavoided many employee relationproblems. Member support includesfree telephone/e-mail consultations,free employee handbook review,discounted consulting services andaccess to many SESCO publicationsat no charge.

For information about how SESCO canhelp with your human resource andemployee relations issues, please contactthem at (423) 764-4127 or go online toapra.org/Membership/SESCO/Main.asp.

Contact Morris Spector for detailsEmail: spector@buyreman.com

Phone: 203-288-1234

Why advertise in theGlobal Connection?

Targeted AudienceTargeted Audience

March 2010 APRA GLOBAL CONNECTION www.apra.org /Page 23

Automechanika Frankfurt ..................................................... 18Boston Auto Electric (www.bostonautoelectric.com) .......... 16C.C. Battery (www.ccbattery.com) ............................................ 8CarCareOne .............................................................................. 15GAAS (www.automotivescholarships.com) ................................ 8International Automotive Trading (www.iat-usa.com) ...... 24J & N Auto Electric, Inc. (www.jnelectric.com) ...................... 5Lester Catalog (www.lestercatalog.com) ............................... 14Metro Auto Industrial, Inc. (www.metroautoinc.com) ........... 7Power Brake Sales ................................................................. 21Regitar U.S.A., Inc. (www.regitar.com) ................................. 13Romaine Electric (www.romaineelectric.com) ....................... 19Showpower (www.showpowerexpo.com) ............................. 20TransTec (www.transtec.com) .................................................. 23Vensel Enterprises (www.venselenterprises.com) ................. 4Westport Machine Works (www.westportproducts.com) ... 23Zen North America Corp (www.zensa.com.br) ................... 17

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Siriani Launches New InteractiveWebsiteThe Siriani website,iii e[d[S`[ Ua_, has a new look andnew functionality. Siriani andAssociates manages theAPRA Freight Savings Plan and in a continuing effort tosupportAPRAand their members, Siriani has overhauledtheir old site and added new features and tools. NowAPRAmembers can sign up for the Freight Savings Planonline.

Members who are already enrolled in the Freight SavingsPlan will be able to track packages, request rate quotesand follow all the latest shipping news.

Additionally,APRAmembers can take advantage of toolssuch as a density calculator, NMFC classificationrequests and USPS zip code locator. Coming sooninformative videos, tutorials and tips on best practices.Your new one stop site for shipping information iswww.siriani.com .

Remember FedEx discounts are a free member benefit andnow signing up for those discounts is easier than ever.Don�t delay sign up today at www.siriani.com.

This year, the thematic focus is on the workshop andtrade segments.

An absolute novelty at this year�s Automechanika will bethe new Hall 11 in the western section of the ExhibitionCentre. First used during the last Frankfurt Motor Show(IAA 2009), the new exhibition hall brings together thepaint and bodywork segments for the first time under thesame roof. Moreover, the new �Portalhaus� entrancebuilding, which is directly linked to Hall 11, will permit aneven better flow of visitors. Via Hall 11, visitors comingfrom the Rebstock car park can use the Via Mobile to gostraight to Halls 9 and 10 and, from there, to Hall 8, whichhas direct access to the new Southwest Outdoor Areawhere they will once again find �CarWash City�with carwashes in operation. Thus, the western section of theExhibition Centre is a complete area of related subjects allperfectly linked with each other. It is supplemented by theproduct groups in the eastern section of the ExhibitionCentre (Halls 1 to 6), namely �Parts & Systems� and�Accessories & Tuning.�

Another premiere is the planned participation of �WestCoast Customs.�Well-known fromMTVandD-Maxprograms, the car tuning company, whose customersincludeArnold Schwarzenegger, Paris Hilton and theKlitschko brothers, will then tune cars live in workshopson the outdoor area adjacent to Hall 4.

A special highlight for visitors, particularly fromGermanworkshops and the trade, will be the first rally to theAutomechanika on the two last days of the fair (Saturdayand Sunday).All German workshops are invited to takepart with special vehicles. There are six vehicle classes:�Before 1945�, �Classic up to 1979�, �Youngtimer up to1989� andmodern cars in accordance with the criteria�Performance�, �Appearance� and �Info /Multimedia�.

Further details about the Automechanika can be found onthe internet atiii Sgfa_WUZS`[]S Ua_.

Automechanika Frankfurtcontinued from page 15

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