Counterman, 12.2012

● The Changing Exhaust Market ● Small Motors Can Equal Big Sales

Decembe r 2012

A Man OnThe Move

2012 Counter Professional of the Year, Tom Taylor.

2012 CounterProfessionalof the Year

counterman.com/ASAP for reader service


Feature ................................................................30By Mark PhillipsThomas Taylor, of Motown Automotive, isCounterman’s 2012 Counter Professional of theYear. Also, meet this year’s four finalists.

Tech Feature ................................................42By Larry CarleySmall electric motors can generate big sales.

COUNTERMAN (ISSN 0739-3695) (December 2012 Volume 30, Number 12): Copyright 2012 Babcox Media, Inc. All Rights Reserved: Published decemberly by Babcox, 3550 Embassy Parkway, Akron, OH44333 U.S.A. Phone (330) 670-1234, Fax (330) 670-0874. Periodical postage paid at Akron, OH 44333 and additional mailing offices. POSTMASTER: Send address changes to COUNTERMAN, 3550 EmbassyParkway, Akron, OH 44333-8318. A limited number of complimentary subscriptions are available to individuals who meet the qualification requirements. Call (330) 670-1234, Ext. 275, to speak to a subscription ser-vices representative or FAX us at (330) 670-5335. Paid Subscriptions are available for non-qualified subscribers at the following rates: U.S.: $69. Samples and back issues - Domestic - $10, International/via air mail -$15. Canada: $89 for one year, $149 for two years. Canadian rates include GST. Ohio residents add 5.75% sales tax. Other foreign rates/via air mail: $129 for one year. Payable in advance in U.S. funds. Mailpayment to COUNTERMAN, P.O. Box 75692, Cleveland, OH 44101-4755. Visa, MasterCard or American Express accepted.

Editor’s Ink By Mark Phillips......................................................8The power of negative thinking.

Mechanic Connection By Gary Goms ........................48Gary examines the changing exhaust market.

Counter-tech By Mandy Aguilar ........................................56Dialing the Internet.

Keeping It Simple By Gerald Wheelus ..........................58You really can teach an old dog a new trick.

Allen & Allan By Allen Markowitz and Allan Gerber ........62People still buy from people.

From The Publisher By S. Scott Shriber ........................64Goodbye 2012.

features

48

42

30

columns

2 December 2012 | Counterman

DecemberVolume 30, No. 12

INSIDE

Counterman’s

pg. 65



departmentsMarketPlace ....................................................................................................10Every month, MarketPlace showcases the newest automotive prod-uct and service innovations your customers are asking about!

Aftermarket News ....................................................................................12Aftermarket News presents news, views and analysis of currenttrends and events in aftermarket distribution.

NASCAR Performance............................................................................53This monthly special section takes you behind the scenes of thisfast-growing sport.

Classifieds ........................................................................................................66

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C O N T R I B U T I N G E D I T O R SMandy Aguilar, ColumnistGary Goms, Commercial AccountsGerald Wheelus, ColumnistAllen Markowitz, ColumnistAllan Gerber, ColumnistJerry King, Cartoonist

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52


It’s never reassuring to see your plane’sflight attendants running to the windowsin order to check the condition of theengines, especially when you’re in flight.

It’s also not a great feeling to have this hap-pen several miles above the Pacific Ocean,which is what happened to me about 20years ago. I was on my way back from a tripto Asia only to have the cabin fill up with anodd burning smell. Then the engine made anasty grinding sound and died. As the flightattendants looked nervously at each other,one ran to the front of the plane to appar-ently to report her findings to the cockpit.

Shortly thereafter, the pilot broke inover the loudspeaker to tell us whateveryone already knew: We lost an en-gine. It wasn’t coming back and we weregoing to have to limp (in a flying sense),back to the mainland.

Most of us have heard the old adage,“think positive.” But there are some

people out there who believe weshould think negatively. After all, ifwe consider the worst-case scenarioand it doesn’t happen, then that’spositive, right? But if we constantly

think everything will be greatand it’s not, we’re going

to be hugely disap-pointed.

Author Oliv-er Burkeman’srecently pub-lishedbook,”The

Antidote:Happinessfor PeopleWhoCan’t

EDITOR’S INKBy Mark Phillips

The Power of Negative Thinking

Stand Positive Thinking,” delves intojust such a mindset.

In a column written recently for the WallStreet Journal and adapted from his book,Burkeman applies thinking negatively tobusiness. “Just thinking in sober detailabout worst-case scenarios — a techniquethe Stoics called ‘the premeditation of evils’— can help to sap the future of its anxiety-producing power,” Burkeman writes. “Posi-tive thinking, by contrast, is the effort toconvince yourself that things will turn outfine, which can reinforce the belief that itwould be absolutely terrible if they didn’t.”

He says the common practice of setting big,positive goals for an organization can actuallybe counterproductive and can lead employ-ees to cut ethical corners just to meet the goal.

“Research by Saras Sarasvathy, an associ-ate professor of business administration atthe University of Virginia, suggests thatlearning to accommodate feelings of uncer-tainty is not just the key to a more balancedlife but often leads to prosperity as well,”Burkeman writes. “For one project, she in-terviewed 45 successful entrepreneurs, all ofwhom had taken at least one business pub-lic. Almost none embraced the idea of writ-ing comprehensive business plans orconducting extensive market research.”

To me, thinking negatively isn’t about be-ing a downer all the time, but being realisticand trying to consider the worst things thatcan happen. If the stated goal of your com-pany is to open a new store next year anddespite all you do, it doesn’t happen, hasthe company failed miserably? I think itcould be perceived as a failure if that’s theonly goal that matters to the organization.Because if it is, the plan was probablydoomed from the start. CM

■ ■ ■

For more information: www.counterman.com

To me, thinkingnegatively isn’tabout being adowner all thetime, but beingrealistic andtrying toconsider theworst thingsthat can happen.


Rislone Introduces World’s MostComplete Gas And Diesel FuelSystem Treatments

Rislone, the company that inventedthe “tune-up” in the 1930s, intro-duces two new fuel system treat-ments so advanced, they are billed as“5,000-mile fuel system tune-ups.”Rislone Gasoline Fuel System Treat-ment (p/n 4700) and Rislone DieselFuel System Treatment (p/n 4740)each combine six different fuel addi-tives and treatments in a single dual-cavity bottle to create the mostcomplete fuel system treatments

ever made. Each product is packaged in a dual-cavity bottle with a patent-pending disposablespout attached to the neck under the cap. The Rislone Diesel Fuel System Treatment’s distinc-tive green spout has been designed to fit only diesel fuel systems, to prevent the product frombeing accidentally installed in a gasoline system, yet it is compatible with aftermarket and fac-tory mis-fueling prevention. Rislone Gasoline and Diesel Fuel System Treatments will be avail-able first quarter 2013. Each product is available to distribution in case packs of four 16.9 oz.bottles.

PlastiKote Undercoatings Provide SuperiorProtection Against The Elements

The PlastiKote line of undercoating products pro-vide a superior coating that offers durable protec-tion against rust, corrosion, moisture, fumes, dust,heat and cold. Featuring anAccusol trigger spraynozzle, PlastiKote’sprofessional undercoat-ing and rubberized un-dercoating products areideal for providing pro-tection for wheel wells,gas tanks, frames andsupports, weld joints,floor pans, doors andquarter panels. Theyalso protect vehiclesfrom harsh elements ordamage from rocks,sand and salt.

Fras-le Launches Air Disc Brake PadProgram

Fras-le’s new air discbrake pad program,sold under the Ex-treme Service brand,includes 11 part num-bers, covering morethan 59 applications,on 12 brake systems.Made of OE-qualityfriction material, thebrake pads offer reliable, quiet,durable and longer-life performance. Fras-le’s WorkTruck and Fleet Disc Brake Pad Program providesdistributors with a complete sales tool kit to servethis fleet segment, along with marketing and techni-cal support and training resources. In addition, Fras-le has dedicated fleet brake specialists – a team ofwork truck experts – to serve as a liaison betweenfleets and distributors.

MARKETPLACE › visit www.counterman.com/ASAP for reader service


counterman.com 11

SMP Releases TechSmart Tech SessionsWeb Series

Counterpeople can learn about the benefits ofusing TechSmart enhanced engine control partsthrough a new Web series called TechSmartTech Sessions, which is now available by visiting www.facebook.com/TechSmartParts.The first three videos discuss the steering column shift tube, air door actuators and variable valve timing (VVT) chain tensioner.

AMSOIL Expands DominatorLine With SAE 60 Racing Oil

AMSOIL has introduced a newaddition to its Dominator line,adding SAE 60 Synthetic RacingOil to its series of premium racingoils. Dominator SAE 60 SyntheticRacing Oil is designed to providemaximum horsepower withoutsacrificing engine protection. Theproduct is heavily fortified withzinc and phosphorus anti-wearadditives to provide additionalprotection against scuffing andwear in severe racing conditions.Dominator SAE 60 Synthetic Racing Oil providesoutstanding protection in temperature extremes. Itslow pour point offers excellent cold-start protectionand provides less drag when the oil has not reachedstable operating temperatures. Dominator maintainssuperior film strength, even at elevated operatingtemperatures. Its thermally stable synthetic chem-istry resists the effects of intense heat commonlyfound in racing applications.

Tracerline OPTI-LUX UVLED Leak DetectionFlashlight Easily SpotsAll Automotive A/C and Fluid Leaks

The Tracerline OPTI-LUX 365is a powerful LED leak detec-tion flashlight that providespure UV light for optimalfluorescent dye response. It’sideal for all automotive A/Cand fluid system applica-tions. The OPTI-LUX 365produces a brilliant glow thatmakes all leaks easier to find,while slashing valuable diag-nostic time. The flashlight ismore than twice as powerful as most corded, high-in-tensity UV lamps, brightly fluorescing all dyes (bothgreen and yellow). It even pinpoints high-mileage,dirty diesel engine oil leaks.

The flashlight has an inspection range of up to 10feet (3 m). Powered by one rechargeable lithium-ion

battery (extra battery included in kit), it provides fourhours of continuous inspection between charges. Theflashlight comes complete with a lanyard, belt holster,two rechargeable batteries, smart charging cradle withAC power cord and UV-absorbing spectacles, all con-veniently packaged in a padded carrying case.

MARKETPLACE › visit www.counterman.com/ASAP for reader service


GRAPEVINE, Texas – At thegroup’s recent fall shareholder’sconference in Scottsdale, Ariz.,National Pronto Association an-nounced board approval of a$5,000 donation to The Aftermar-ket Foundation, in memory ofJack Malloy, a longtime employeeof APW Knox-Seeman in Carson,Calif., a Pronto member.

“We will miss his presence somuch, but will remember hisstyle, his teachings and his highmoral standards forever,” saidYoung Suhr Jr., president of APWKnox-Seeman. Malloy had agreat love of the automotive in-dustry, and most of all, for thepeople involved in the industryat all levels.

In addition to its own donation,Pronto says it will match any do-

nation made to the Foundation inmemory of Malloy up to an addi-tional $5,000.

In expressing his personal sup-port for the contribution decisionand the “matching” incentive foradditional contributions, ProntoPresident Bill Maggs urged otherindustry organizations to considermaking a donation to the After-market Foundation.

“The Aftermarket Foundation ishow we, in this industry, look af-ter our own, so I would also urgeother aftermarket companies andgroups to consider possiblyadding an Aftermarket Founda-tion contribution to your annualbudget,” Maggs said.

For more information about theAftermarket Foundation, visitwww.aftermarketfoundation.org.

AFTERMARKET NEWS

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Federated Sweepstakes Winner Lets ItRide, And Gets A ‘Ride,’ In Las VegasSTAUNTON, Va. – Feder-ated customer John Jamesof James Automotive notonly won a trip to the2012 AAPEX Show in LasVegas last month as thegrand prize winner of theFederated “Let it Ride”sweepstakes, but he wenthome to Oil City, Pa.,with a second grandprize, a Chevy SSR.

“We want to congratu-late John on winning the Federated ‘Let it Ride’ Sweepstakes and thankhim for being a loyal Federated Car Care customer,” said Phil Moore,senior vice president of Federated Auto Parts. “With all the benefits ofbeing part of the Federated Car Care Center program, like the ‘Let itRide’ promotion, it goes to show that you can’t lose with Federated CarCare. Just ask John!”

(Front Row—L to R): Cliff Hovis; John James, winnerof Federated “Let it Ride” Sweepstake; Betty James;Kenny Schrader; Curt Hovis.

Pronto Donates $5,000 To Aftermarket Foundation In Honor Of Jack Malloy



ANN ARBOR, Mich. – MAHLE hasentered into a definitive agreementwith Robert Bosch GmbH to ac-quire all assets and the relatedbusiness of RTI Technologies Inc.RTI Technologies specializes in thedevelopment and distribution ofautomotive maintenance equip-ment, including air conditioningservice, fluid exchange and nitro-gen tire inflation systems.

Based in York, Pa., RTI Technolo-gies had sales of $14.7 million in2011 and has 60 employees. Thetransaction is subject to certain cus-tomary closing conditions and isexpected to close on Jan. 1, 2013.

“RTI Technologies presents atremendous opportunity forMAHLE to expand our businessinto the repair shop equipment sec-tor of the automotive aftermarket,”said Dan Moody, general managerof MAHLE’s aftermarket businessfor North America. “Given thelong-term approach to the after-market as an important sales chan-nel for MAHLE globally, thisacquisition will broaden our after-market offerings within our strate-

gic product and service range andmake us one of the leaders in thissegment in North America.

“This acquisition will also fur-ther leverage our global position as

a filter manufacturer – particularlyas it relates to MAHLE Originalcabin air filters for light vehicleand truck air conditioning sys-tems,” Moody added.

AFTERMARKET NEWS

What vehicle does this picturerepresent? If you think youknow the answer, go towww.counterman.com andclick “Guess the Car” on thenav bar. Submit your answerand contact information. Awinner will be randomlyselected by the Countermanstaff from all correct answers.The deadline to enter is Jan. 5.The winner’s name will appearin the next issue. Stay tuned!

Dodge Super Bee

Congrats to Marc Doiron

Last Month’s Correct Answer:This Month’s Puzzle

Guess the Car / Win $50!

#59

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MAHLETo Acquire RTI Technologies

Affinia Group Spins Off Brake BusinessesANN ARBOR, Mich. – Affinia Group Inc. has spun off its brake businesses.The new organization will be led by the management team from AffiniaGroup’s former Global Brake group, with oversight provided by a separateboard of directors.

“The spinoff of our brake business represents a strategic realignment forAffinia, offering us an opportunity to focus intensely on our filtration andchassis product lines and our South American business operations, whilegiving the new Brake Group, led by David Overbeeke, the ability to concen-trate on the unique needs of the global brake market,” said Terry McCormack,president and CEO of Affinia Group. “Affinia is committed to a smooth transi-tion, and we are confident that the brake group management team will con-tinue to provide their customers with world class products and service.”

According to Scott Howat, director, corporate communications for AffiniaGroup, the sale includes all of the brake businesses in North America andAsia. The newly spun-off business will be called Brake Parts Inc., and will beheadquartered in McHenry, Ill.

The company first announced in March that it retained J.P. Morgan Securi-ties LLC as its investment bank to advise and assist the company in evaluat-ing strategic alternatives for its brake related businesses, which include theRaybestos and Aimco brands. Closing of the spinoff occurred on Friday, Nov.30. Terms were not disclosed.


ST. CLOUD, Minn. – WHI Solu-tions has announced that Automo-tive Parts Headquarters Inc. (APH)has fully implemented WHI Solu-tions’ PartsWatch in all 80 APHcorporate-owned locations. APH,

an Aftermarket Auto Parts Alliancemember, also has installed WHI’sPartsWatch solution in 15 of its in-dependent jobber stores.

APH began its search for a re-placement to its legacy store sys-

tems in earnest in early 2009. Afteran exhaustive process of analyzingthe various options available tomodernize the counter experience,APH chose PartsWatch. WHI andAPH worked closely to refine theintegration to its host warehousesystem. Once this goal was accom-plished, the conversion processwas accelerated and in less than ayear’s time all corporate storeswere converted.


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AFTERMARKET NEWS

O’Reilly AutomotiveReports Third-Quarter

2012 ResultsO’Reilly Automotive has

announced record revenues andearnings for its third quarter

ended Sept. 30, 2012. Sales for

the third quarter ended Sept.

30, 2012, increased

$66 million

$805 million

7%

or 4 percent, to $1.60 billionfrom $1.54 billion for the same

period one year ago. Gross

profit for the third quarter

increased to

(or 50.3 percent of sales) from$754 million (or 49.1 percent ofsales) for the same period one

year ago, representing an

increase of

Automotive Parts Headquarters Completes Corporate

Store Rollout Of WHI Solutions’ PartsWatch


Fisher Auto Parts AcquiresBrownlee Distributing Co.STAUNTON, Va. – Fisher Auto Parts, headquartered in Staunton, Va.has acquired the Brownlee Distributing Co. headquartered in ClintonTownship, Mich. The acquisition was announced in a joint statementfrom President Keith Brownlee and Bo Fisher, CEO of Fisher AutoParts.

“This is an exciting time here at Brownlee Distributing,” saidBrownlee. “We feel that joining our companies will give us the abilityto provide our customers with the best service and inventory levels inthe industry as well as continue our decades-long relationships withcustomers.”

“We are pleased to be partnering with the Brownlee organization aswe believe that opportunities exist to enhance availability based on theproximity of our regional warehouses and other store locations, and con-tinue the strong Federated marketing programs and focus on growth aswe leverage our collective resources,” said Fisher. “We share the sameculture and philosophies that have served their organization, and willconstantly improve for the benefit of our customers.”

Brownlee Distributing and B&B Auto Parts service SoutheasternMichigan and have been members of Federated Auto Parts since 1986.B&B Auto Parts was founded in 1947 and is one of the oldest auto partsstores in Detroit.

With this acquisition, Fisher Auto Parts continues a steady growthstrategy through a combination of same store sales and mergers and ac-quisitions. Founded in 1929 by Blair Coiner, Bo Fisher’s grandfather,Fisher Auto Parts has more than 3,400 employees in 18 states with ap-proximately 400 company-owned locations plus significant independentjobber business.

The company recently added 26 new store locations, through the ac-quisitions of Ridge & Kramer Auto Parts (Mich.) in April 2012 andMcLaughlin Automotive Stores (R.I.) in October 2011.

Meineke Dealers Select Pronto As Vendor Of The Year

CHARLOTTE, N.C. – During theMeineke Dealers Association (MDA)convention, held Sept. 30 to Oct. 2.at the Hyatt Hotel in New Orleans,Meineke Dealers Purchasing Co-OpInc. (MDPCI) President Rick Urso

presented the annual MDPCI Vendorof the Year award to National ProntoAssociation. Murray Sullivan accept-ed the award on behalf of Pronto.

This was the second time in fouryears that Pronto has been selectedfor the award, recognized by theMeineke Dealers Purchasing Co-opfor outstanding vendor perform-ance.

According to the MDPCI, Prontohas developed exceptional pro-grams, delivered quality productsand helped Meineke dealers acrossthe country through their support ofthe MDA and the MDPCI.

The MDA is an independent asso-ciation of Meineke franchisees thatworks in conjunction with theMeineke Dealers Purchasing Co-Op(MDPCI) to secure quality vendorprograms and services providingcompetitive programs, training andsupport to its membership.


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AFTERMARKET NEWS


LAS VEGAS – Automotive PartsAssociates (APA) honored RobertBosch LLC with its first-ever “VisionAward” at an APA shareholders’breakfast held last month duringAAPEX. Dan Freeman, presidentand CEO of APA, presented theaward to Bobby Bloom, Bosch’s vicepresident, independent aftermarketsales for North America.

“We wanted to recognize Boschin front of our shareholders andthe aftermarket industry for theirinnovation, leadership in the in-dustry, communication and for-ward-thinking,” said Freeman. “Inorder for businesses to retain a

competitive edge, they must keeppace with technological advance-ments, utilize the latest test equip-ment and make certain that theiremployees are continuously en-gaged in training and developmentactivities. Bosch provides all thatwith service training centers in 35countries around the globe.”

“By being technology-focused,Bosch equips automotive techni-cians for today and tomorrow, andenables them to service and repairthe ever increasing complexity ofvehicle systems,” added Bill Cook,vice president of product develop-ment for APA.


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WORLDPAC Announces Mobile VINDecoder App For SpeedDIAL CatalogNEWARK, Calif. – WORLDPAC has introduced a mobile VIN decoder app as an added enhancement to the company’s speedDIAL Next Generation catalog and orderfulfillment software.

To download the app, go towww.worldpac.com/app.

Automotive Parts Associates HonorsBosch During AAPEX Breakfast Meeting

Spectra Premium Expands California DCRIVERSIDE, Calif. – To better serve its West Coast Customer base, SpectraPremium has expanded its California distribution center.

On Nov. 19, the company moved to a new Riverside, Calif., distributioncenter. Spectra Premium says this move allows the company to expand itsdistribution space by 42 percent.

The new location’s address is:Spectra Premium Industries (USA Corp.)

14530 Innovation Dr.Riverside, CA


$463million

1-800 Radiator & A/CPurchases Four SeasonsRadiator Assets

BENICIA, Calif. – North Americanauto parts distribution franchise 1-800 Radiator & A/C has pur-chased certain assets of Four Seasons Radiator, a Texas-basedauto parts distribution company.


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WORLDPAC Inc. recently celebrated theopening of its 100th regional warehouselocation in North America with a ribboncutting ceremony at the company’s newVentura, Calif., facility.

Warehouse Location

th

WORLDPAC Opens

GERMANTOWN, Tenn. – Programmanagers representing more than40 warehouse members were onhand during the recent Parts PlusSales & Marketing Meeting at theMadison Hotel in Memphis to helpguide the group’s upcoming adver-tising, promotional and product ef-forts.

According to Mike Lambert,president of the Automotive Distri-bution Network, creating top-notch marketing programs formembers is a point of pride for theorganization.

“Parts Plus prides itself on de-veloping marketing programs andsales promotions tailored to meetthe needs of our WD members andtheir customers in the field,” Lam-bert said. “The Parts Plus programmanagers in attendance providedinsightful feedback as we finalizeour 2013 sponsorships, promo-

Parts Plus PlansPromotionalEvents DuringSales &MarketingMeeting

tions, training programs and ad-vertising elements.”

Over the two-day proceedings,Parts Plus outlined its increased so-cial media focus; reviewed its pri-mary sponsorship of six-time TopFuel champion Clay Millican in theNHRA Full Throttle Series; dis-cussed the latest IT initiatives fromNetwork Information Services andhow to best use this in the field;and reviewed the latest primaryproduct lines sales promotions.

A significant amount of time wasspent on open discussion betweenmembers on local marketing pro-grams and where they can learnfrom each other. Members com-pared notes and discussed whatworks at the street level.Uni-Select Reported

Third-Quarter Sales Of

Adjusted Earnings Of$11.5 Million



(From Engine Builder Magazine)

LOUISVILLE, Ky. – Engine Parts Warehouse of Louisville, Ky., (d.b.a.World Performance), has acquired the World Products automotive af-termarket business as of Oct. 17, 2012.

“We at World are very excited because with five Engine Parts Ware-house locations across the country, they stock virtually every brand ofperformance engine parts, including their own PBM PerformanceParts and Erson Cams,” the company said in a statement. “And, withmore than 30 expert engine parts phone sales people available to assistyou, they have resources beyond anything World Products could offer.Next day or second day and Saturday delivery are available to mostaddresses in the continental USA. Their knowledgeable staff and ex-cellent customer service has made them a respected name among en-gine builders around the world.”

The company said that the new acquisition will benefit enginebuilders, allowing for a one-stop shopping experience for everythingfrom blocks, heads, cranks, rods and pistons down to every nut, bolt andgasket. In addition, World Products said it will continue to service theOEM and industrial markets and will offer any support needed byWorld Performance to assure success of the venture.

AFTERMARKET NEWS

Over the Counter By Jerry King

Engine Parts Warehouse Acquires World Products

Year-to-date, totalsales

increased0.7 percentto $4.88 billion,

compared with totalsales of $4.84 billion

over the same periodlast year.

Advance Auto Parts

Reports Third-Quarter Fiscal

2012 Results

National PerformanceWarehouse Announces ItsThird Acquisition Of 2012MIAMI — National Performance Ware-house Companies announced its acquisi-tion of its 10th location, CMAWarehouse in Los Angeles. CMA Ware-house services customers in Los Angelesand the West Coast.

As is the custom for an NPW acquisi-tion, CMA Warehouse will maintain itscurrent staff and management to contin-ue to service its customers in its historicmanner, the company said.

For more information on National Per-formance Warehouse, visit www.enationalperformance.com.

Continental Commercial Vehicles& Aftermarket has been selected byFederated Auto Parts as a new dis-tributor for its VDO REDI-SensorMulti-Application TPMS Sensors.The latest application coverage can befound in the VDO REDI-Sensor onlinecatalog at www.redi-sensor.com.


Federal-Mogul Adds 36 Parts To MOOG Line

Dayco ReleasesVIN Scanning AppTULSA, Okla. – Dayco Products hasreleased a new app for smartphonesand tablets. The Dayco app offers ac-cess to a comprehensive applicationcatalog along with an innovativenew feature – the VIN scanner.

Whether you are a professionalmechanic, DIYer or work in a partsstore, you can search for Daycoparts by application, VIN number orcompetitive interchange, Daycosays. The new Dayco app scans theVIN bar code and displays all theDayco replacement parts, belt rout-ings, installation videos, images, etc.

The “Where to Buy” tab locates allof the Dayco distributors in yourarea. No need to type in a ZIP code,the smartphone GPS knows yourcurrent location and presents all thelocations mapped with addressesand phone numbers. Tap the phonenumber and you’re calling that loca-tion to order your parts. Visitwww.daycoapp.com to downloadthe new Dayco app and view ademonstration video.


AFTERMARKET NEWS

SOUTHFIELD, Mich. – Federal-Mogul has added 36 parts, in-cluding 14 new control arms, toits line of MOOG Steering andSuspension components. Accord-ing to Federal-Mogul, known asthe automotive service market’s

“Problem Solver,” the MOOGbrand offers innovative productdesigns that help ensure en-hanced performance and durabil-ity and easier installation.

The latest expansion of theMOOG line includes 14 new

control arms for a wide range offoreign nameplate and domesticapplications.

For more information regardingMOOG steering and suspensionparts, visit moogproblemsolver.comor contact your MOOG supplier.

Federal-Mogul To Become ExclusiveIndependent Aftermarket DistributorOf BERU Ignition Products

SOUTHFIELD, Mich. – FollowingFederal-Mogul's Oct. 1 acquisitionof the BERU spark plug business,the company announced it has en-tered into an additional agreementwith BorgWarner BERU SystemsGmbH to serve as the exclusiveglobal independent aftermarket dis-tributor of the remaining BERU igni-tion products. Federal-Mogul alsowill become the exclusive licensee ofthe BERU brand name for the sale ofignition products in the aftermarket.The transaction is pending custom-ary closing conditions including ap-proval of competition authorities.

As a result of the new agree-ment, Federal-Mogul will sell anddistribute in the automotive after-market BERU glow plugs, flameglow plugs, glow controllers, con-nectors and components, ignitionwires, sensors and coils. TheBERU glow plug product line isrecognized as a market-leadingdiesel ignition technology, particu-larly in Europe. BorgWarner willcontinue to design, develop, man-ufacture and sell these BERU igni-tion products directly tocustomers in the original equip-ment assembly and original equip-ment service markets.

"This agreement further demon-strates Federal-Mogul's commit-ment to attain a leading marketposition for ignition products in

both the original equipment and af-termarket segments," said MichaelBroderick, Federal-Mogul co-CEOand Vehicle Components SegmentCEO. "BERU and Champion possessa complementary product range,each with strong brand awareness inautomotive and industrial markets.Like Champion, BERU has been atrusted brand in the marketplace for100 years, and the BERU ignitionproduct line is an excellent fit withour Champion aftermarket ignitionproduct portfolio. This agreementwill enable aftermarket distributorsand repair professionals to haveone-stop access to one of the world'smost extensive catalogs of ignitionproducts."

To facilitate the Champion andBERU ignition product catalog inte-gration, Federal-Mogul will consoli-date its aftermarket ignitionproducts distribution for the EMEAregion into a modern, centrally lo-cated distribution center in Lud-wigsburg, Germany. Theconsolidated distribution center willprovide improved operations andcustomer service efficiency by fulfill-ing orders from a single location.

"These are strategic investmentsin growing our ignition productportfolio, which will make a broaderrange of quality ignition productsavailable to our aftermarket cus-tomers,” said Broderick.


National Performance & SpeedWarehouse’s Annual Cruise Promotion Makes A Big Splash

of all the NPW Companies divisionsparticipated in a six-month-long pro-motion to earn back points fromsome of their favorite vendors to re-lax in the sun of California and theBaja Peninsula.

Major sponsors for this event con-sisted of NGK, KYB, K&N, Fel-Pro,Mobil 1, Edelbrock and Autometer.Customers and guests were treatedevery evening to fun-filled cocktailparties provided by the varioussponsor companies. Raffles, draw-ings and bingo had participantswalking away with thousands ofdollars to make their trips evenmore enjoyable. Entertainment alsowas provided by the singing andcomedy talents of Tom Jowers.

“This is our 10th cruise promotionand first on the West Coast,” saidNPW Companies President andCEO Larry Pacey. “Customer partic-ipation keeps growing as do thesales that this helps promote on oursponsor’s products. Customers real-ly enjoy themselves and it’s alwaysnice to spend time with them out-side our business roles.”


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AFTERMARKET NEWS

MIAMI, Fla. – Seventy-two cus-tomers danced the nights awayaboard Carnival’s ship Inspiration

for five days and four nights, asguests of National Performance &Speed Warehouse (NPW). Customers

new on the shelf

Introducing Exide EdgeFlat Plate AGM Batterieswith SureLife GraphiteTechnology

Exide Edge is the first and onlyabsorbed glass mat (AGM) bat-tery* that feature SureLifeGraphite Technology to maxi-mize available energy capacity– helping batteries perform athigher levels longer. Designedfor today’s active families andbusy professionals, Exide Edgeprovides more protectionagainst battery failure; helpingvehicles stay strong and per-form like new.

Starts Like New.

Stays Like New Longer.

*Among leading competitors



Thomas Taylor,

By Mark Phillips

Every year at Counterman,we sift through thenumerous nominationsfor the Counter Profes-

sional of the Year. The hardestpart — and often painful, quitehonestly — is having to choosejust one person to receive thisaward. The nominations for thisaward seem to get better andbetter every year.

2012 CounterProfessionalof the Year

2012 CPOTY Recipient

the 27th Counterman CounterProfessional of the Year Recipient


The Counter Professional of theYear award recognizes counterpros who go above and beyond thecall of duty and are committed tofurthering not only their careers,but the level of service they pro-vide to their customers and better-ing themselves as automotiveaftermarket parts professionals.

This is the 27th year Countermanmagazine has awarded the Count-er Professional of the Year.

The automotive aftermarket tru-ly runs through the blood of thisyear’s recipient, Thomas Taylor ofMotown Automotive in Michigan.Taylor has been involved in this in-dustry for 41 years.

I would defy anyone to try tokeep up with him.

In the time I spent at his ware-house recently in Michigan, I wasnearly out of breath. Like manyparts pros, he can carry on a con-versation while checking an order,running/walking down the aislesto grab parts off the shelves and

checking in with other parts prosmanning the phones.

At his very busy warehouse,which flies the Federatedbanner, they average seven phonecalls a minute.

Taylor’s interest in cars began asa teen and he would visit his localauto parts store. Half the time,they’d be so busy, they’d let himbehind the counter to look up partsfor himself.

In June 1971, when Taylor was16 years old, the parts store offered

him a part-time job because theyliked what they saw.

He likes to see people buy theright part the first time, rather thancontinually exchange parts. Andwhen asked what he likes aboutthe job, his answer is simple: “Thepeople. I like helping people.”

In his nomination for this award,his colleagues wrote:

“Tom is very knowledgeable,thorough, technical, accurate andefficient. His customers trust him

as a parts authority.When they call himlooking for a part,any part, they knowthat Tom will ex-haust all possibili-ties in an effort tohelp them identifythe part they need.

Tom’s customersknow he is depend-able because of hisexperience, workethic, charming per-sonality and com-mitment to standbehind all of hisparts and services.He will do whateverit takes. He has con-sistently been ableto grow sales atevery locationwhere he hasworked and gener-

ate sales that his store would nototherwise enjoy.”

Motown Automotive is the lead-ing full-line undercar and under-hood auto parts warehouse insouthern Michigan with more than50 years of experience in the auto-motive marketplace. Family ownedand operated, Motown has 12 loca-tions in Ann Arbor, Brighton,Grand Rapids, Lansing, Plymouth,Southfield, Sterling Heights, Tay-lor, Troy and Waterford and two lo-cations in Farmington Hills. CM

2012 CPOTY Recipient

2012 Counter Professional of the YearThomas Taylor, left, and ThomasSechrist, owner, Motown Automotive.


2012 CPOTY Finalist

Why did you nominate

Christine?

Chris is a lady with a realpassion for the parts busi-ness. She waits the counter,makes sales calls and trains

new people. She even delivers theparts when needed. Whatever ittakes to make her store successfuland take care of the customer, shedoes it. Chris is a great counter per-son who passes it on. Chris enteredinto the parts business during aTexas oil boom. Large numbers ofmen went to work in the oil fieldsand that opened up opportunitiesfor women in the parts business.”

“Due to hard work and her greatpersonality, she was able to winover customers who had previous-ly only dealt with men. Chris un-derstands that the only way tohold on to her first-call position inher small community is too contin-uously stay on top of what is hap-pening in the car industry. Christakes online training classes regu-larly as well as attends technician’sseminars several times a year.”

Chris is ASE parts certified aswell as AIA Import certified. Shehas also taken her store to the nextlevel by getting 75 percent of heremployees ASE certified, and herstore is ASE Blue Seal CertifiedASE’s highest honor.” CM

Nomination submitted by Dan HayesFull Service Auto PartsVictoria, Texas

Christine Grahmann

Why did you nominate Bradie?

“WOW! Where do I begin?Bradie is the definition of acounter professional. I havenever worked with and

wouldn’t hesitate to say I will never havethe opportunity to work with another per-son who puts their everything into mak-ing sure Auto Supply Co. issuccessful. Our customers are treated withthe utmost respect each and every time hetalks to them and the time is taken tomake sure the parts are looked up rightand sent right the first time!”

“Bradie strives every day to make surehe keeps up with the ever-changing land-scape and imparts that knowledge uponhis fellow co-workers to not only makehimself a better parts pro, but also to makeeveryone around him better. That’s some-thing I think is a rarity in today’s partsworld.

“Bradie is constantly learning and con-stantly wanting the information it takes tostay on top. Bradie is ASE-certified, has tak-en ACDelco and Motorcraft training cours-es. He has held the roles of manager,account manager and parts professional inthe parts business, meaning he knows whatit takes to make all these facets of our busi-ness gel and he has made us a better loca-tion and a better company for it.” CM


2012 CPOTY Finalist

Nominated by David Manning, Store ManagerAuto Supply Co.Roanoke, Va.

Bradie Worrell

CongratulationsBradie!On behalf of Parts Plus, congratulations to Bradie Worrelland the team at Auto Supply Co.

It’s successful businesses and professionals like you who we cancall industry leaders.

Thank you!


2012 CPOTY Finalist

Why did you nominate Curt?

“Curt has been in the industryin various capacities sincethe 70s. I have known Curtfor most of my automotive

career. When I first met him, he wasan instructor at Alfred State College

(following in his father’s footsteps),and he was purchasing from me.When he got back into the aftermar-ket as a store manager, heheadhunted me to work in his stores(twice, in fact!). Curt has done it all,from education, counter sales, out-side sales, store and district manag-ing. Curt was a great influence on myown career, teaching me valuablelessons, both personally and profes-sionally, and I cited him as a mentorin my own CPOTY acceptancespeech in 2009. Few people in theindustry have the desire and drive tosatisfy the customer the way Curtdoes. From the small-town relation-ships of an independent jobber, to thelarger-market retail giants, Curtbrings his own personal touch toevery transaction. Patient to a fault,Curt has given himself wholly to thisindustry and our customers, and it’stime he accepted a little recognitionfor the dedication he has shown theaftermarket.

“Of course, Curt is ASE-certified,and encourages certification in oth-ers. As a former educator, Curt un-derstands the value of training, andwas key in scheduling vendor techtraining seminars when we workedtogether. He acts as a father figure(or older brother, depending onyour age!) to everyone who workswith him, and I have never metanyone with a bad word to sayabout him. He keeps up on thetechnologies, and encourages oth-ers to do the same. Over the years,he has worked his way up the lad-der with increasing responsibilities.Curt knows an awful lot about thisbusiness, but continues to seekknowledge for the few areas that hehas not yet mastered.” CM

Nominated by Tom Dayton, 2009 Counterman Counter Professional of the Year Curt Burdick of CARQUEST of Perry, Perry, N.Y.

Curt Burdick



2012 CPOTY Finalist

Why do you feel the nominee

should be the Counter Profes-

sional of the Year?

Ihave been in the automotiveaftermarket for more than 22years and feel like I have one ofthe biggest smiles in the indus-

try, because I truly love my career.In addition, my ability to speakEnglish or Spanish enables me togreet my customers with a friendlygrin and a welcoming hello in onelanguage or another. This mightsound odd, being we live in centralMinnesota, however we have astrong migrant farming commu-nity that depends on us to get themthe parts they need. Being bilingualhas helped my store reach out tothat community. Also, I treat mycoworkers with respect and workhard to make everyone feel right athome - mi casa su case,” Cruzwrites.

Cruz was named by AutomotiveParts Headquarters as the compa-ny’s 2007 Counter Person of theYear.

What strides have you made in

your career to better yourself as

a parts professional?

“I am ASE certified and I havecompleted all 24 of the counter ex-pert training modules provided bythe Alliance. I am also a graduateof the Willmar Technical Collegewith a degree in automotive partsmerchandising. Furthermore, Ihave taken a special interest inbrakes and ride control parts andconsider myself an expert in thatarea. My hobbies also revolvearound the auto industry.” CM

Nomination submitted by Dan MaciejAuto Value - WillmarWillmar, Minn.

Martin Cruz

2012 Counter Professional of the Year

Since 1985, Counterman has honored the Counter Professional of the Year.

Counterman is pleased to partner with Affinia andits Raybestos and WIX brands, to present the

Counter Professional of the Year Award.This year’s recipient is Thomas Taylor, of

Motown Automotive, a Federated Auto Partsmember. In addition to industry-wide recognition

for a job well done, Taylor and a guest receivedan all-expenses-paid trip to Las Vegas for AAPEX,

including three nights at one of Las Vegas’ top hotels.

Sponsored by

Congratulations to Thomas Taylor, ofMotown Automotive, a FederatedAuto Parts member. Read more aboutThomas in this issue of Counterman.


By Larry Carley, technical editorTECH FEATURE

Small Electric Motors CanGenerate Big Sales

As far as the automotiveworld is concerned, smallelectric motors make theworld go around and

around and up and down. Smallelectric motors are used throughoutthe vehicle for a variety offunctions. A typical late-modelminivan or SUV might have asmany as 30 or more electric motors(not counting the starter motor)depending on how it is equipped.Here’s are just a few:

● Six power window motors(both front and rear side windowsplus rear vent windows)

● Two power side sliding doormotors

● One power rear lift gate motor● Six (or more) power seat mo-

tors (fore/aft, up/down and tilt foreach seat)

● Two power side mirror motors● One or two radiator and A/C

condenser cooling fan motors● One antilock brake system

pump motor● One air ride suspension com-

pressor motor● One electric fuel pump motor

Some of these motors are per-forming convenience functions likemoving seats, opening and closingdoors and lowering and raisingwindows. Some are performingcreature comfort functions like theheater and A/C blower motors andthe motors that reposition the airflow control doors inside theHVAC system. Others are perform-ing safety functions such as read-justing the side mirrors and

operating the wipers and washers.And some are absolutely vital tothe operation of the vehicle itselfsuch as the fuel pump, radiatorcooling fans, power steering motor,ABS pump and air ride compressormotor.

Over time, some of these motorswill inevitably fail. When they do,it may cause a problem that ranges

from inconvenience to not beingable to drive the vehicle. A powerwindow that stops working or apower seat that’s stuck in an awk-ward or uncomfortable positioncan be annoying but it won’t pre-vent the vehicle from being driven.A bad cooling fan motor, on theother hand, may cause the engineto overheat while a dead fuel pumpwill prevent the engine from run-ning at all. Consequently, the prior-ity of replacing one of these smallelectric motors usually depends onthe importance of the function thatwas lost when the motor called itquits.

How An Electric Motor Works

An electric motor consists of a ro-tating armature inside a housing.The armature is divided into seg-ments around which are wrappedsmall coils of copper wire. Mount-ed inside the motor housingaround the outside of the armatureare more loops of wire (called “fieldcoils”). On some motors, the fieldcoils are replaced with strong per-manent magnets (which allow themotor to be smaller and more pow-erful). Current is supplied to the ar-mature by a pair of spring-loadedcarbon brushes. The brushes rideon the “commutator” which is thesegmented part of the armaturethat is connected to each of the coilwindings in the armature.

When electric current flows intoan electric motor, it goes to both thearmature and the field coils. If it is apermanent magnet motor, currentonly flows to the armature sincethere are no field coils. Either way,current flowing through the wirecoils creates a strong electromag-netic field. The magnetic field creat-ed in the armature both attracts andrepels the magnetic field in the out-er field coils or permanent magnet.This causes the motor to rotate. Thedirection it rotates will depend onthe direction the current is flowingthrough the coils and the polarityof the opposing magnetic fields.

If you ever played with a pair ofhorseshoe magnets in scienceclass, you’ll remember that mag-netic fields are always polarizedwith a North and South pole. Likepoles repel each other and unlike

An electric motor consists of a rotatingarmature inside a housing.



poles attract. Try to pushboth South poles or bothNorth poles of two magnetstogether and you will feel aforce trying to keep themapart. Likewise, when youbring the North and Southpoles of two different magnetsclose together, you’ll feel them at-tract and stick together.

The speed and torque producedby an electric motor depends on thevoltage and current flowingthrough it. Increase the voltageand/or current and the motor spinsfaster.

Why Electric Motors Fail

Electric motors can fail for one ofseveral reasons. They can wear outfrom constant use or overuse. Themain cause of the failure is oftenworn brushes. If the brushes fail tomake good electrical contact withthe commutator on the armature,the motor may not spin with itsusual speed and torque, or it mayspin erratically or it may not rotateat all. Sometimes the commutatorwill wear unevenly leaving a lowspot that makes poor contact withthe brushes. If the motor stops withone of the brushes on a bad spot,the motor may not work the nexttime current is applied.

Sometimes, normal vibration orjiggling may cause the motor torotate just enough where thebrush makes contact with the nextsegment on the commutator. Thisallows current to flow again andthe motor starts to spin. This ex-plains why some electric motorsoperate intermittently. Another ex-planation could be a loose or cor-roded electrical connector to themotor or a wiring fault that iscausing an intermittent power orground connection.

The power window motors onfirst-generation MINI Coopers arenotorious for this kind of problem.The power windows work fine onetime, but may not the next time youtry to lower the window. Pound

your fist on the inner door panelnear the spot where the motor is lo-cated and it will often get the pow-er window motor to working again.One reason why these motors tendto fail prematurely is because thepower window automatically low-ers about half an inch every timethe door is opened to clear the doorseal, then raises back up when thedoor is closed. The driver’s doorgets the most use so it is usually theone that starts to act up first. Theonly fix is to remove the inner doorpanel and replace the power win-dow motor with a new one.

Electric motors also can fail as aresult of overloading. This includesoverloading the motor with toomuch voltage or current and literal-ly burning out the windings, oroverloading the motor physicallycausing it to overheat and fail. Cur-rent flowing through wires pro-duces heat, so the higher thecurrent the greater the heat. Thesoldered electrical connections in-side the motor can be damaged byoverheating, causing the solder tomelt and lose electrical contact. Toomuch heat may also cause a breakin the fine copper wire in the arma-ture or field coils.

Some electric motors may haveto cope with higher loads thanothers as driving conditionschange. Windshield wiper motorsnormally don’t have to work veryhard when the wipers are onlyhaving to deal with light rain. Buta heavy accumulation of ice orsnow on the windshield may over-load the wipers and cause the

wiper motor fuse to blow. In thiscase, the fuse failed to protect themotor. That’s what fuses and cir-cuit breakers are supposed to do.

Replacing the fuse or allowingthe circuit breaker time tocool off and reset shouldrestore normal operation.But if the wiper motor is

overloaded too often or for a pro-longed period of time, the motormay overheat and fail.

The electric motor inside a fuelpump is another that can be dam-aged by heat, and also by a loss oflubrication. Fuel pumps typicallyspin at high speed (3,000 to 7,000RPM) from the moment the enginestarts until it is shut off. The pumpgenerates constant pressure as itpushes fuel to the engine. Thepump is both cooled and lubricat-ed by the fuel that is flowingthrough it.

Diagnosis

When a device or accessory thatdepends on an electric motor stopsworking, the problem could be dueto any number of things. The elec-tric motor may have failed. Thefuse that protects the circuit mayhave blown. There may be a looseor corroded wiring connector or awiring fault in the motor’s poweror ground circuits. Or, there maybe a problem with the switch orother control device that operatesthe motor.

If a fuse checks out okay, the nextlogical check would be to useDVOM to check for voltage to themotor when the circuit is ener-gized. If there’s voltage (and a goodground connection) but the motoris not working, the problem is abad electric motor that needs to bereplaced. No voltage would tellyou the problem is in the electricalcircuit and not the motor.

Unplugging the motor’s electri-cal connector and jumping powerdirectly to the motor is anothercheck that can be made to see if themotor works or not.

TECH FEATURE

Electric motors can wear out fromconstant use or overuse.

Replacement Motors

If a small electric motor of one typeor another has failed and needs tobe replaced, you may have the op-tion of offering your customer ei-ther a new or remanufacturedreplacement motor. Reman motorsare typically less expensive thannew and usually have new brushes,resurfaced commutators and arethoroughly cleaned and tested tomake sure they perform like-new.Some cheaply made reman motors,however, may only have newbrushes installed and may not pro-vide the same durability andlongevity as a quality reman motoror OEM-equivalent part. The samegoes for some cheaply made newmotors that use lesser quality partsto reduce cost. They won’t hold upas well as an OEM part or a qualitypart from a name brand aftermar-ket supplier.

With so many different partnumbers, it’s essential to makesure your customer gets the correctreplacement motor for his vehicle.If possible, visually compare theold and new parts to make surethey are identical. Electrical con-nectors may be different, andmounts may be different. Withpower window motors, driver andpassenger side motors may have adifferent drive orientation or rotatein opposite directions.

Some electric motors also havebuilt-in position sensors, as is oftenthe case with the small motors thatcontrol the positions of the air flowcontrol doors inside an HVAC unit.The HVAC control module or bodycontrol module has to know the po-sitions of each of these motors so itcan correctly control heating, coolingand the distribution of air out thevarious ducts. Replacing a motor, or

disconnecting the battery will usual-ly cause the control module to forgetthe settings of the motors. This re-quires a special relearn procedure(which may involve a scan tool) toreestablish the motor’s relative posi-tion after it has been installed.

In the case of an ABS pump mo-tor, the ABS system has to be com-pletely depressurized before thepump is replaced. This can be doneby pumping the pedal 20 to 40times with the key off.

Related items a customer mightneed to diagnose or replace a smallelectric motor includes a DVOM fortesting circuits and voltages, anyspecial tools that might be requiredfor disassembly, wiring connectorsfor repairing or splicing wires, di-electric grease for keeping moistureout of electrical connections, andgrease for window, door or powerseat slides. CM


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TECH FEATURE



By Gary Goms, commercial accounts editorMECHANIC CONNECTION

The Changing Exhaust Market

When stainless steel cat-alytic converters werepopularly introducedin 1976, few in the

parts distribution industry couldpredict that they would foreverchange way we sell aftermarketreplacement exhaust systems. Dur-ing the 1960s, the exhaust systemwas routinely replaced each two orthree years because acidic conden-sation corroded the mild steel muf-flers and exhaust pipes from theinside out. In the rust belt areas,road salt would corrode the out-side of the exhaust pipes and muf-fler as well.

But, when catalytic converterswere first introduced, auto manu-facturers began plumbing from theengine’s exhaust manifolds to thecatalytic converter with stainlesssteel, which is very resistant to cor-

rosion. In addition, stainless steeleffectively withstands the 1,000 de-gree-plus exhaust gas temperaturesencountered in most modern emis-sions-controlled engines.

But, because a catalytic converterreduces the spent hydrocarbonsflowing from the engine’s cylindersinto carbon dioxide and water,short-trip driving quickly corrodesthe insides of mild-steel mufflers,resonators and tail pipes. To in-crease exhaust system life, automanufacturers began using stain-less steel throughout their exhaustsystems.

Modern Exhaust Manifolds

One former OE-only exhaust partthat’s becoming more popular inthe aftermarket is the engine’s ex-haust manifold. Due to higher ex-haust port temperatures caused by

leaner air/fuel mixture ratios, ex-haust manifolds are failing at ahigher rate.

Exhaust manifolds have tradi-tionally been made from cast ironbecause it was the only commer-cially viable material that couldwithstand the red-hot, 1,300-degreeF. exhaust gases exiting the en-gine’s exhaust ports. Because castiron exhaust manifolds have ex-pansion coefficients as cast ironcylinder heads, they proved verydurable for many years.

But repeated hearing and cool-ing cycles can cause cast-iron ex-haust manifolds to crack and warp.When aluminum cylinder headsbecame popular, it became increas-ingly difficult to seal a cast-ironmanifold against a soft aluminumcylinder head with a different ex-pansion coefficient. To solve the

Vehicles sold in California might require a differenttype of catalytic converter than a “49 states” vehicle.

counterman.com 49

problem and further reduceweight, engineers imitated the air-craft industry by designing tubularexhaust manifolds fabricated fromstainless steel.

Currently, vehicles are equippedwith both types of manifolds and,with high mileage vehicles work-ing in severe environments, themetal in both types of manifoldswill eventually crack or warp. Con-sequently, it pays to review youraftermarket coverage of the ex-haust manifold market.

Catalytic Converters

Since 1976, one of the primaryfunctions of an exhaust system hasbeen to reduce engine exhaustemissions. For this reason, sellingcatalytic converters has becomemore science than art. For example,it helps to know that universal-fitconverters are recommended onlyfor vehicles manufactured prior to1996. After 1996, the catalytic con-verter must meet manufacturer’sspecifications regarding exhaustflow and catalyst efficiency. As aparts professional, you shouldknow that, if that standard isn’tmet, the “check engine” light will

illuminate and the PCM will storea P0420 (bank one) diagnostic trou-ble code on in-line engines andpossibly a P0430 (bank two) codeon V-block engines.

While either code indicates a lossof exhaust conversion efficiency inthe catalyst, keep in mind thatmany vehicles might require aPCM “reflash” (rather than a con-verter replacement) to remedy theP0420/430 trouble codes. Condi-tions that normally cause aP0420/430 catalyst efficiency fail-ure are normal wear in the catalystor contamination from non-recom-mended motor oils or from coolantleaking into the engine’s cylinders.

In contrast, the catalyst in anytype of converter can be destroyedby ignition misfires. When an igni-tion misfire occurs, a “gulp” ofraw gasoline and air is releasedinto the catalytic converter. Be-cause the catalytic converter is de-signed to oxidize hydrocarbonslike gasoline, it ignites the gasolineand air. When misfires exceed aspecific level, the catalyst in theconverter overheats and melts,with the melted pieces breakingup and clogging the exhaust.

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The honey-comb catalyst quickly disintegrates whenexposed to excessive amounts of unburned gasoline and air.


Although some vehicles pro-tect the catalyst from overheatingby automatically disabling thefuel injector on a misfiring cylin-der, most vehicles don’t. Conse-quently, whenever dealing with adisintegrated catalyst, it’s impor-tant to sell new spark plugs andignition cables to help avoid igni-tion misfires.

Mufflers, Resonators, And Pipes

When making an exhaust sale, it’sextremely important to correctlyidentify each part. For example, the“header” pipe on in-line engines orthe “Y” pipe on V-block enginesconnects the exhaust manifolds tothe catalytic converter. The catalyt-ic converter is then connected tothe muffler with an intermediatepipe. To further dampen exhaustnoise on many applications, an ex-haust system resonator is installedafter the muffler. The tail pipe car-ries the exhaust gases from themuffler or resonator to the exteriorperimeter of the vehicle body.

Clearly, the art and science of

selling exhaust system parts haschanged due to the use of stainlesssteel. Most veteran parts profes-sionals have noticed during recentyears that, due to stainless steeltechnology and a more efficientcombustion process, muffler andexhaust pipe sales have dramati-cally declined. But, in non-rust beltareas with drier climates, the de-mand for exhaust systems on oldervehicles still exists.

But, because stocking direct-fitexhaust pipes requires a largeamount of floor space, many job-bers have delegated that duty totheir area distribution centers. Theproblem at the distribution level isthat, as many older vehicles aretaken out of service, the demandfor those exhaust system parts rap-idly declines, as does the profitabil-ity of stocking a multitude ofdirect-fit mufflers and pipes. In re-sponse, many local independentshops have installed exhaust pipebending machines that allow themto fabricate new exhaust systems.

When servicing older vehicles

with mild-steel exhausts, a jobbermight find himself stocking prefab-ricated individual exhaust compo-nents like angled and U-bends,manifold-to-pipe adapters, straightpipe, hangers, and clamps. The ex-hausts on many older pickup andheavy-duty trucks can often be fab-ricated from off-the-shelf partsfound in your exhaust system sup-plier’s catalog. Many older passen-ger vehicles and collector carexhaust systems with complexbends will obviously require theservices of an experienced exhaustfabricator.

Exhaust Safety

In addition to reducing engine ex-haust emissions, the most impor-tant function of an exhaust systemis to safely vent exhaust gases fromthe outside perimeter of the vehicleinto the atmosphere. Because rap-idly-moving air flowing aroundthe vehicle’s body often reduces airpressure inside the passenger com-partment, exhaust gases can bedrawn through the rear hatch ortrunk gaskets.

To prevent this problem, vehiclemanufacturers often run the heat-ing/ventilation blower motor at aslow but constant speed to mildlypressurize the passenger compart-ment. In other designs, manufac-turers rely on air pressure build-upat passenger compartment air in-take located at the lower wind-shield area to pressurize thepassenger compartment.

For safety reasons, it’s importantthat all of these passenger compart-ment ventilation features be left inplace. It’s also important that allexhaust joints receive new gasketsand be securely welded or clampedin place. If you have a DIY cus-tomer installing a customized ex-haust system, remind him that thetail pipe should be mounted asclosely as possible to the originallocation that all heat shielding beleft in place to prevent excessivefloorboard temperatures. CM

MECHANIC CONNECTION

To avoid overheating the floorboard, exhaust heat shields like the one mountedabove the exhaust resonator on this SUV should always be left in place.


By Mark Phillips

PITTSBURGH — Attendees of Advance Auto Parts Professional’s“Creating Customers for Life”Event got advice on forging greatcustomer service, heard the latestabout the company’s e-servicesand traded tips with fellow shopowners and technicians fromaround the region.

The event, held Nov. 15-16 indowntown Pittsburgh at the his-toric Omni William Penn Hotel,featured an inviting trade showfloor with vendors who explainedand demonstrated their latestproducts and services.

Several educational sessions wereheld in rotation, and included:

•“Inspire Your Team” – Acceler-ate your success as a leader by in-creasing your personal credibility.Explore the four cores of credibility– integrity, intent, capability andresults.

•“Serve Your Customers” – Cre-ate successful customer retentionby learning techniques to drivecustomer loyalty and sales.

•“Increase Knowledge, In-crease Business” – Increase cus-tomer engagement, drive loyaltyand attract new customers withAdvance Shop Marketing pow-ered by DriverSide. Plus, infor-

mation about all the services Ad-vance Auto Parts Professional of-fers to help grow business andincrease shop productivity, in-cluding MotoLogic Repair & Di-agnostics, eLearning andANYWHERECARE.

•“Grow your ‘Tune-Up’ Busi-ness, Presented by BWD” – As ve-hicles have changed, so has theway today’s vehicle owner per-ceives required service and main-tenance. Even basic services suchas the tune-up have been revolu-

tionized by changes in today’s ve-hicles. This session explored waysto ensure growth in your tune-upbusiness and overall customersatisfaction.

As of Oct. 6, Advance operated3,727 stores in 39 states, PuertoRico and the Virgin Islands, ac-cording to the company. CM

Follow Advance at @AdvanceAuto and@AdvanceAutoPro on Twitter or visitwww.advancepro2pro.com or www.ad-vancecommercial.com.

NEWS EXTRA

Advance Auto Parts Professional EventHelps Shops Create Customers For Life

The event, held Nov. 15-16 in downtown Pittsburgh at the historicOmni William Penn Hotel, featured an inviting trade show floorwith vendors who explained and demonstrated their latestproducts and services.

Visit the Counterman YouTube channel at YouTube.com/CountermanMagazine toview video from the Advance event in Pittsburgh.

Track Talk

NASCAR recently unveiled a newlook for the 2013 NASCAR Sprint CupSeries car, an integral and exciting step inthe rollout process of the sixth-genera-tion race car.

“These changes are an extension ofthe unprecedented collaboration withthe auto manufacturers on the 2013 car,great industry feedback and our focus onincreasing fan affinity as part ofNASCAR’s Industry Action Plan,” saidSteve O’Donnell, NASCAR senior vicepresident of racing operations.

The sixth-generation car look willdebut with the opening of the 2013Speedweeks, highlighted by the 55thrunning of the Daytona 500 on Feb. 24at Daytona International Speedway.

The development and design of thelatest NASCAR Sprint Cup Series carcontinues a robust tradition of stylingthat dates back to the earliest days of thesport. Among the updates:

• The driver’s last name featured onthe windshield;• Sponsor decals will not be permit-ted on the headlights and taillights,two key distinguishing characteris-tics of the auto manufacturers’brand;• Car numbers will be moved fromthe lights to the front and rearbumpers;• A single sponsor logo will be per-mitted on the roof under the num-ber;• Team sponsor decals will be per-mitted to extend past the frontedge of the b-post;• “Step and repeat” / backgroundpatterns will be permitted on thesides of the car;• Due to the slightly smaller car, thecar number will be reduced by 10

percent and the contingency decalswill be reduced to 26 square inches.

Preparations for the rollout of thenew NASCAR Sprint Cup Series race carcontinue with a great deal of excitement.NASCAR has secured two additional testdates at Charlotte Motor Speedway –Dec. 11-12 and Jan. 17-18 – as an optionfor those teams that want to supplementtheir new car testing schedule. DaytonaPreseason Thunder, the annual three-day NASCAR Sprint Cup test session atDaytona International Speedway, will beheld Jan. 10-12.

“We’ve put together an aggressiveand extensive testing schedule for thenew car and we are pleased with how

things are progressing,” said RobinPemberton, NASCAR vice president ofcompetition. “We have the opportunityto provide teams with a couple of moreoptional test dates at a mile-and-a-halfrace track as we look to provide themost exciting and competitive racingthat we possibly can. The DaytonaPreseason Thunder testing will giveteams the chance to prepare their carsfor Speedweeks and the running of theDaytona 500.”

The ultimate goal for the 2013 seasonis, of course, to have readily brand-identi-fiable cars for manufacturers — Chevrolet,Ford and Toyota — that are just as racy asthey look.

“The new car has generated a lot ofexcitement and anticipation,” continuedPemberton. “We’re looking forward to see-ing it in competition next year.”

New Look Ready For ‘Sixth-Generation’ 2013 NASCAR Sprint Cup Race Car

The 2013 NASCAR Sprint Cup Series cars will have several changes, including having the driver's

last name on the windshield.

Follow NASCAR Performance on Twitter and Facebookwww.twitter.com/NASCARauto ■ www.facebook.com/NASCARPerformance


Even Wear

Pads have equal amounts for fric-tion material, within 2-3 mm, onboth pads.

Cause: ● Brake caliper and connected

hydraulics are operating properly.

Solution:● Replace the brake

pads.● Replace hardware

including abutment andanti-rattle clips.

● Service caliper guide pinsand slides.

Outer Pad Wear

The outboard brake pad shows in-creased wear when compared tothe inboard pad.

Causes: ● Outer pad is continuing to

ride on the rotor after the caliperreleases.

● Caliper guide pins and bush-ings seized.

● Pads seized in slides.

Solution:● Replace the pads.● Service caliper guide pins and

bushings. Replace if necessary.● Service caliper slidesand lubricate.

● Inspect the caliper for damageto the guide pin holes. Replace ifdamaged or corroded.

Inner Pad Wear

The inboard pad shows increasedwear when compared to the out-board pad.

Causes:● Worn caliper piston seal not al-

lowing the piston to return to therest position.

● Caliper guide pins and bush-ings seized.

● Pads seized in slides.● Piston has damage or corrosion.● Problem with the master

cylinder.

Solution:● Replace the pads.● Inspect the hydraulic brake

system and check for residualbrake pressure.

● Service caliper guide pinsand bushings. Replace if necessary.

● Service caliper slides and lubricate.

● Inspect the caliper for dam-age to the guide pin holes andpiston boot. Replace if damagedor corroded.

Tapered Pad Wear

Friction material is worn in awedge pattern. This can happenhorizontally or vertically.

Causes:● Errors during the installation

of the pads.● Worn caliper guide pin bushings.● One guide pin or slide seized.

Solution:● Replace the brake pads. ● Service caliper guide pins and

bushings. Replace if necessary.● Service caliper slides and

lubricate.● Inspect the caliper for damage

to the guide pin holes. Replace ifdamaged or corroded. CM

TECH TIPS

Quick-Check For Brake Pad WearBy Andrew MarkelEditor, Brake & Front End

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If we ask a bunch of techies today howmany of them remember Prodigy, whatdo you think the answer will be? Howabout CompuServe? How many will

remember both of these were companiesthat provided dial-up Internet access tobusiness and consumers. Heck for thatmatter, how many will even know what adial-up was? The answer will probably bea big “I dunno!” You see, these companies,just established in 1995, once reignedsupreme over all things Internet, but theirhold on that title was short-lived, one ofmany victims of the new tech worldorder’s vertiginous speed of change. DSLand cable modems ushered the age ofbroadband in our lives and dial-up, just asquickly, went the way of the Dodo.

New users are coming up, and teachingour kids about technology is a new requi-site parents and teachers have had to addto their repertoire; a tough challenge in-deed as often times the roles can be re-versed and the kids can actually do theteaching. Even the Cub Scouts have imple-mented technology teaching into their cur-riculum. My son has been a Cub Scout fora few years and is now a Webelos gettingready this semester to cross the bridge toScout. His den has been working on get-ting their Communicator Pin; one oftheir requirements that focuses on var-ied forms of communications, in-cluding the Internet. Iwas asked to givethe kids a talkabout technol-ogy and I haveto tell you theexperiencewas magnifi-cent. I have been aspeaker at many industry forums and en-joy the challenge of delivering a presen-

COUNTER-TECHBy Mandy Aguilar

Dialing the Internet

tation in front of hundreds of peers; butsomehow, talking to these 10-year-old We-belos gave me butterflies the size of ptero-dactyls!

As it usually happens with most presen-tations, you start talking, then the nervescalm down, the audience starts to engageyou, a nice flow of knowledge give-and-take ensues thus transforming the wholeexperience into one that is very rewarding.We spoke about searching the Internet,sending email, social media sites and howto deal and avoid Cyberbullying (I betnone of you guys who were Boy Scoutsever had to deal with that one!). Alongwith the kids, many of their parents attend-ed the presentation as well. At one point,we were talking about the beginning of theInternet and spoke about dial-ups. Thekids were beyond skeptical – “What, what— you had to dial a phone number to con-nect your computer to the Internet?” Outof all things, this woke the parents up fromtheir Mandy-induced stupor and got themtaking about their experiences using dial-up services; turns out they hung on to theirnostalgic recollection of dial-up likeCharles Foster Kane hung to “Rosebud.”

My presentation got derailed; the parentstook it over! One dad spoke about how slow

his dial-up was. Anotherlamented how her par-

ents got on her caseabout their phone

line being busy forhours while sheplayed on the In-ternet using hisdial-up connec-

tion. Then at onepoint, someone start-

ed imitating thesound dial-up modems

made when attempting a

Mandy Aguilar is aregional vice president forJacksonville, Fla.-based

The Parts House.

DSL and cablemodemsushered the ageof broadband inour lives anddial-up, just asquickly, wentthe way of theDodo.

counterman.com 57

connection; this caught on and soon all theparents sounded like 56K modems in a ca-cophony of failed Web connections to thepast. We were all laughing like kids (includ-ing the kids). Never doubt humor as the besttool for any presentation. If you want to godown memory lane along with us visitwww.dialupsound.com for a laugh.

In little more than a decade, we havegone from dialing phone numbers on alandline at home so that we could connectour PC to the Web at speeds of 56K, to car-rying a smartphone in our pocket that’shundreds of times more powerful than anyPC we ever had. Plus, the darn thing is al-ways connected to the Internet using cellu-lar data networks where speed is now

measured in hundreds of Megabits. This is the speed of change and it’s af-

fecting our lives all over. Newspapers,travel agencies, retail stores have all feltfirsthand the impact of this new reality —we are connected to the Internet at fastspeeds able to access large amounts of dataall the time. In the auto parts industry, thechanges are hitting us just as fast; cus-tomers want fast, reliable access to realdata to compare prices and availability andmake decisions about their business in realtime. Markets are just that much more effi-cient and we must be able to compete inthose markets at the current speed of trans-action. The Boy Scouts are clearly preppingfor it — are you? CM

■ ■ ■

Visit Mandy’s blog: www.mandyaguilar.com

Get FREE product and service info from the companies featured in this issue of Counterman. It’s fast and easy!

www.Counterman.com/ASAPand click the company you want info from!

Advertiser Page Advertiser PageAAPEX 45Advance Auto Parts Cover 2&3Advics 39Affinia Undercar Group 41Raybestos Brakes 12Airtex Corp. 17, 20Aisin World Corp. 16Akebono Corp. 55Parts Plus 23, 37Bar’s Products 18DEA Products/Pioneer Inc. 3DMA Goodpoint 60ExxonMobil 13Federated Auto Parts 31Interstate Battery Systems of America 15Johnson Controls 1, 7

Magnaflow Performance Exhaust 49Mevotech 47NAPA Belden/Echlin 59National Pronto Association 35Nucap Industries 22, 54Old World Industries 19, 27Packard Industries 64Performance Friction Corp. 29Bosch Cover 4Schaeffler Group USA 9, 25Spectra Premium Industries 4,5Standard Motor Products 21,33TYC/Genera Corp. 43Uni-Select 51Wizards Products/RJ Star Inc. 61

KEEPING IT SIMPLEBy Gerald Wheelus

Gerald Wheelus isgeneral manager of

Edgewood Auto Parts,Edgewood, Texas.


/ kəmˈpyu tər / [kuhm-pyoo-ter]

noun

1. Also called processor. An electronic devicedesigned to accept data, perform prescribedmathematical and logical operations at highspeed, and display the results of theseoperations.

Computers — what a change from theearly days, right? In the early daysof computers in the parts store orwarehouse, we still relied on cata-

logs to find those hard-to-find parts. Some ofus veterans of the business still do.

Computers have helped us in many ways— they have helped to control inventory,keep pricing records straight and in somecases, they have even sped up the invoicingprocess for the customer.

The computer has changed our businessover the years many times. In 1986, when I Iwas 14 and just starting out in the parts busi-ness, the owner of a store recognized that Icould teach his “old farts” the computer. Idid not realize what he was doing but afterconversing with him many years later, hesaw that I would learn the computer veryquickly and the nuances of the system andhe allowed me to run free with it. He stillmade me learn the catalogs, and as time goeson, I am more thankful for that but he sawthat my youth was an asset and I could helpthe company.

Now, just because I was young did nottranslate to being smart. I took initiative tolearn and was able to because I had an unex-pected dedication to being the best at what Idid. All that aside, the computer changed ourbusiness forever in the mid to late 80s. Therevolutionary idea took people who couldnot — and yes, I repeat, could not — work ina parts store and made anyone who couldspell the word “part” be able to do so. I willsave that story for another article however.

You really can teach an old dog a new trick

The [kuhm-pyoo-ter] and what we reallyexpect of it can be very difficult and some-times unrealistic on our part. We run an in-voice and it take less than 30 seconds nomatter how many parts are on it. Can youimagine in our fast-paced society taking 15minutes to sell a list of parts? That is what ittook in the 80s.

Computers have helped us to becomemore efficient in our business and everydaylife but, what about the negatives, you mightask.

The negatives are somewhat simple: theyhave made many a parts person think theyare parts professionals when they are justsimply order takers. A true parts professionalwill use the computer when it is appropriatebut, if you look around you, the true partsprofessional still goes to a paper catalogwhen it’s easier than trying to use the com-puter. Take for instance differential bearingsand seals: Have you seen the options youhave to choose from? What about a combina-tion U-Joint? Try that on your standard partslook-up system.

The pros, the cons and all in-between willcontinue to be debated. But in the end, thecomputer is here to stay. Don’t discard yourold catalogs — you’re gonna need them.

The good thing is, for those who choose toexcel at their jobs, the Internet-connectedcomputer will be able to assist us. It hashelped us to develop ways to look up HDparts, farm tractor parts and ATV/motorcy-cle parts.

In 1986, when we went from the tabletnotebook and pencil to invoicing by comput-er, the old guys grumbled. In 2006, manymanufacturers said “no more catalogs” as wecan save millions each year — and we oldguys grumbled. It has not diminished oursales. It has just made us learn a new trickand just so you know, the TV show Myth-Busters proved you can really teach an olddog a new trick. CM

Can you imaginein our fast-pacedsociety taking 15minutes to sell a list of parts?



SHOCK ABSORBER — A com-ponent that dampens suspen-sion motions to improve ride

control and handling. The shock

absorber is mounted near the wheeland connected to one of the controlarms. Inside is an oil-filled cylinderwith a piston and valves.

Movement of the suspension forcesthe piston to push against the oil.This creates friction and resistanceto dampen the suspension.

Two basic types: twin-tube andmonotube. Twin-tube shocks havean oil reservoir around the outsideof the piston chamber. Oil movesback and forth from the chamberthrough valves in the end of theshock. With monotube shocks, thereis no outer chamber. One end of theshock is filled with pressurized gasand a floating piston seal separatesthe gas charge from the oil. Twin-tube shocks also may be pressur-ized with nitrogen gas (reducescavitation, foaming and shockfade), but monotube shocks are usu-ally charged at a much higher pres-sure (up to 360 psi).

Shocks are a wear item and even-tually lose their ability to dampenthe suspension because of seal wear.A leaky shock must be replaced.Symptoms of worn shocks include arough, bouncy ride, excessive bodysway, bottoming or rocking afterhitting bumps and poor handlingstability. Worn shocks also cancause a cupped wear pattern on thetires, and may increase stoppingdistances on rough roads.

Replacement shocks with largerpiston bores, increased gas pres-sure, special valving, adjustablevalving or other special features canbe installed to upgrade ride controlperformance. Shocks are usually re-placed in pairs.

Electronic shocks (and struts)have computer controlled valvingthat changes to suit driving condi-tions. These can be very expensiveto replace, so conventional after-market shocks and struts are avail-able as a repair alternative. CM

TECH TIPS

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Shock Absorbers Defined



There are many reasons why yourcustomer will buy from you andnot your competitor, however it’sa bit different today. We live in a

fast-paced world with modern informa-tion systems that assist us while at thesame time, force us to take a new lookand possibly re-evaluate the way we dealwith our customers.

Experience – No, not your experienceas a counter professional, but your cus-tomer’s experiences with you, your com-pany and how you make them feel. Haveyou previously been able to solve yourcustomer’s problems and do they havethe confidence that you will be able to doso consistently? Customers like to inter-act in a convenient manner that they arecomfortable with. Listen to them beforeyou speak, address their needs and con-cerns and you will always have a satisfiedcustomer.

Product – does your customer or po-tential customer feel that you expressenough knowledge in what you are sell-ing and understand today’s cars expand-ed technology to properly provide fortheir needs and keep their bays hum-ming? Extra focus and ongoing trainingregarding your product’s uses, featuresand benefits will positively display yourproduct knowledge and your ability tosatisfy the needs of your customers.

Trustworthiness and Reputation –

Your credibility and truthfulness will cre-ate more sales than exaggerated and over-the-top claims and promises.

By Allen Markowitz & Allan Gerber

People Still Buy from People

Value – Yes, while most customers areprice conscious the majority do not con-sider price alone when making a decisionto buy or not. When technician customerswere asked to rank the importance ofknowledgeable counter professionals, re-liable delivery service, price and depth ofinventory; price rarely came up first andwas usually third or last. However, theneed to add value quickly due to the in-creased utilization of smart phones, iPadsand tablet computers requires being ontop of your game all the time. Today,everyone is looking for instant gratifica-tion and while questions or concerns haveto be addressed in a timely fashion, fewpeople have the time for lengthy discus-sions. The pressure is on for us to produceresults now. You, the counter profession-al, have to analyze your customers’ needsand deliver the desired result faster thanever before. And don’t forget that youhave to also get it right.

Transaction – Make the transactioneasy. Remember the KISS concept, “Keepit simple stupid.” Today the use of socialmedia tools such as Facebook, Twitter orLinkedIn necessitates change; no longerdo people want long, detailed discus-sions. Fast short communication is accept-ed. Think of it this way answer as if youare reciting headline news.

People buy from people, still true butthe way people interact with each otherhas changed and will continue to do so.Learn to couple personal interactionwith efficiency. CM

We live in afast-pacedworld withmoderninformationsystems whichassist us whileat the sametime, force us totake a new lookand possibly re-evaluate theway we dealwith ourcustomers.

■ ■ ■

For more information, go to: www.autobizsolutionsllc.com or e-mail [email protected].

Allen Markowitz and AllanGerber operate Auto BizSolutions, which providestraining, marketing, man-agement and businessconsulting services to boththe automotive jobber andindependent repair shop.

ALLEN & ALLAN



Ican hardly believe I am typing theDecember 2012 Counterman column.Where did this year go? As I reflectback on this year it has been an

eventful one. Announcements ofmergers, restructuring, acquisitions,Right to Repair and so much more.One thing that remains constant is thatthe automotive aftermarket is adynamic, necessary and exciting placeto work.

I had the good fortune this year toattend many industry events —

FROM THE PUBLISHERBy S. Scott Shriber

Goodbye 2012GAAS, NCMA, NACE, AAPEX and SEMA, Iam sure there were others but those are theones that come to mind. Each one of themhad specific issues and initiatives that helpedto move our industry forward. We are veryfortunate to have associations like AAIA,AASA, ASA and SCRS (Society of CollisionRepair Specialists). They provide all of us anopen forum to work together for the better-ment of the industry. While each of us is fo-cusing on our daily work, it is theassociations that stay focused on key initia-tives and get work on them done.

Additionally this year I was invited to at-tend two distribution group annual events.The Alliance and the Network hosted eventsfor their members and I was lucky enough toattend. Being at these events reminded methat these distribution organizations play animportant role in moving many of the need-ed parts to all of the independent parts loca-tions around the U.S. They also provide aplatform for manufacturers and members tocommunicate and work on issues together.

The automotive aftermarket is a huge in-dustry no matter how you measure it. Thenumber is somewhere between $250 billionto $300 billion. That is a lot of moving piecesand critical to the nations transportation in-dustry. There are approximately 240 millionvehicles on the road in the U.S. and theytravel almost 3 trillion miles. It takes an in-credible amount of logistics and dedicatedpeople to keep it all going.

A big thanks to all of you for keeping thisgreat nation on the move!

Happy Holidays

■ ■ ■

For more information: www.counterman.com

A big thanks toall of you forkeeping thisgreat nation onthe move!

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counterman.com 65

1) Mandy Aguilar’s column discusses calling:a) The Internetb) His bankc) Another country

2) In his editor’s note, MarkPhillips was on a plane:a) Which lost an engineb) All dayc) Which landed at the wrong airport

3) Counterman Publisher S. ScottShriber bids farewell to:a) 2012b) Francec) Neither of the above

4) Larry Carley discusses howsmall motors can make big: a) Salesb) Noisesc) Movements

5) Gary Goms delves into:a) Exhaust systemsb) Wheel bearingsc) Lighting

QUEST FOR CASH

Counterman’s Quest for Cash challengesparts professionals to find out more

about the products they move through thedistribution chain, while competing for cash.Parts pros can vie monthly for three prizelevels — $200, $100 and $50. Each issue of

Counterman will feature a page with a series of questions (see below)asking counterpros to review that issue’s advertisements or articles.Three winners will be chosen at random from all entries submitted eachmonth. Winners will be contacted by email. The first correct, randomlyselected entry will receive $200; the second, $100 and the third, $50.

Please go to www.counterman.com/questforcash to enter or go to www.counterman.com and click on the “Quest for Cash” box. Thewinners for the December contest will appear in the February 2013 issue.The deadline to enter is Feb. 4.

Counterman’s

December’s Contest

October Contest Winners$200Darrell Alexander

$100Rick Kessenich

$50Jon Paulo


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“The Da-VINci Code: Making headsor tails of the all-too-important 17-digit Vehicle Identification Number,”

by Thomas Dayton, 2009 CountermanCounter Professional of the Year

THE LAST PAGE

TOP

5Here were the

most-read stories or features on

Counterman.com in 2012:

1

345

2 “What’s New In Spark Plugs,” by Larry Carley

“The World Of Fuel Pump Diagnosis,” by Gary Goms

“ASE P2 Test Preparation Guide: Are You Ready?” by Larry Carley

Editor’s notes(Not a single editor’s note, but the cate-gory in general - I promise I didn’t fiddlewith these - Mark, the editor)



Documents

Counterman, 12.2012