Counterman, September 2014

Get Introduced To Six Sigma ● Calculating Marginal Markups ● Play Guess The Car

September 2014

We also cover:• A/C • Engine management • Fuel pumpoperation • GDI engines • Ride control market

Unitized Control Arms:

The All-In-One Solution

Tech Features By Larry Carley

A/C affects climate control year-round. ................................................................28Engine management repairs require training, expertise. ..................................................30Many factors impact fuel pump operation. ..................................................................32Unitized control arms: the all-in-one solution. ..................................................34Mechanic ConnectionBy Gary Goms

Changes in the ride control market. ..............38GDI engines and fuel system product sales. ............................................................36

COUNTERMAN (ISSN 0739-3695) (September 2014 Volume 32, Number 9): Copyright 2014 Babcox Media, Inc. All Rights Reserved: Published monthly by Babcox, 3550 Embassy Parkway, Akron, OH 44333U.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 ..........................................6The future of the aftermarket is on your wrist.

Guest Column By Tunç Kip ............................44Setting the right goal starts with identifying theright problem.

Counter-tech By Mandy Aguilar ..............................62I’m not IT.

By The Numbers By Tom Dayton ....................68Calculating marginal markups.

From The Publisher By S. Scott Shriber ............80It’s good to be here.

features

36

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34

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columns

2 September 2014 | Counterman

SeptemberVolume 32, No. 9

INSIDE

departmentsAftermarket News..........................................................................................8Aftermarket News presents news, views and analysis of currenttrends and events in aftermarket distribution

NASCAR Performance ..........................................................................64This monthly special section takes you behind the scenes of thisfast-growing sport.

MarketPlace ..................................................................................................66Every month, MarketPlace showcases the newest automotive prod-uct and service innovations your customers are asking about

Classifieds ......................................................................................................72

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26

Just when you got used to checkingyour smartphone 100 times a day,comes a new technology that willabsolutely revolutionize the way

you access information.It’s your watch. Not the one you’re wearing now, mind

you, but the smartwatch, the one you willbe buying in the future. There are severalcompanies producing smartwatches rightnow. Most of them are bought by so-called“early adopters” — those people who buycutting-edge tech before anyone else. Mostsmartwatches aren’t doing anything that isgame-changing right now. But very soon,smartwatches will do a host of the func-tions your smartphone does right now andmore. Send a text? Look up a part? Re-spond to email? That’s just for starters.

Smartwatches are part of a product cate-gory called “wearables.” Wearables can be

any kind of device or computer thatyou can wear anywhere on your

body or clothing. They perform ahost of functions. For example, onmy left wrist is my watch that tellsaltitude and temperature (oh, andthe time, too). On my right wrist

is a Fitbit which is my sleepmonitor, fitness tracker

and alarm clock (itbuzzes my wrist

in the morningto get up forwork).

Your pro-fessional

techniciancustomers

EDITOR’S INKBy Mark Phillips

The Future Of The AftermarketWill Be On Your Wrist

will be using sophisticated smartwatchesin the future to check repair information.It’s going to happen. According to BabcoxResearch, 98 percent of technicians have In-ternet access in the shop. They use to itconnect to repair databases, training web-sites and order parts.

I can already tell my iPhone which musicto play using my voice. I also can tell it toread my email or text messages to me. Orread entries in Wikipedia on any topic. Mo-torola already makes a voice-operatedsmartwatch called the Moto 360. It’s nostretch to see that talking into a smart-watch will soon be yet another way to ac-cess vital information.

■ ■ ■

Don’t, Don’t, Don’t Shoot The Messenger

Let’s say an employee comes to you with badnews, or what you perceive to be bad news,and you don’t happen to like bad news.

A common reaction is to get a little irri-tated, a little reactionary and perhapsblame the employee. You’ve heard of thephrase “shoot the messenger.” Well, whena problem is brought to your attention andyou turn the tables on the employee, blam-ing them for bringing a problem to you,you’re shooting the messenger.

Here’s why shooting the messenger is sodangerous: you’re also shooting yourself— in the foot and in the pocketbook, as well.

After all, if an employee thinks enoughof an issue that he or she comes directly toyou to express it, why would you want tokill that vital information pipeline? Overmy career I’ve heard countless managersand executives say they want good infor-mation — ears to the ground, front-linekinda intelligence that gives them an edge.How much more frontline can you get thana customer-facing employee? CM

■ ■ ■

For more information: www.counterman.comTwitter: @CountermanMag

Wearables canbe any kind ofdevice orcomputer thatyou can wearanywhere onyour body orclothing. Theyperform a hostof functions.


AFTERMARKET NEWS

What vehicle does this picturerepresent? If you think youknow the answer, go towww.counterman.com andclick “Guess the Car” on thenav bar and submit youranswer. The winner’s name willappear in the next issue.Remember: You don’t need towait for Counterman in print toplay the game.

Mini Cooper Countryman

Congrats to Debby Bates, Kenner, La.

Last Month’s Correct Answer:

Guess the Car / Win $100!

#79

ZF Services LLC Adds ZF LenksystemeSteering Components To AftermarketProduct RangeVERNON HILLS, Ill. – ZF Services, the strategic af-termarket business unit of ZF Friedrichshafen AG an-nounced that effective Aug. 1, the company’sAmerican location in Vernon Hills, Ill. – ZF ServicesLLC – has assumed responsibility for the independ-ent aftermarket sales and distribution of ZF Lenksys-teme passenger car products in North America.

ZF Services and ZF Lenksysteme GmbH – a 50/50joint venture between ZF and Robert Bosch GmbH –have restructured their collaborative efforts on aglobal basis. ZF Services assumes the responsibilityfor the international IAM business for steering gears,steering pumps and steering columns. ZF Lenksys-teme GmbH will focus on its core competencies ofproduction and remanufacturing.

ZF Lenksysteme passenger car products were pre-viously sold by ZF Steering Systems LLC in Florence,Ky. As a result of the restructured collaboration, ZFLenksysteme will become the fifth product brandavailable from ZF Services.

With ZF Lenksysteme products being distributedby ZF Services, the company says the market willbenefit from improved pricing, which will make sell-ing OE-quality racks and pumps a great value toshop owners and technicians.

“Is that you, Maximillian?”

This Month’s Puzzle

#80

counterman.com 9

CRYSTAL LAKE, Ill. – VIPARHeavy Duty celebrates its 25th an-niversary during 2014. In 1989, 17like-minded independent aftermar-ket truck parts distributors came to-gether to form VIPAR Heavy Duty.Through the contributions of thefounding distributors, and of themany distributors since then, theorganization has now grown to 125distributors that operate more than500 locations throughout the U.S.,Canada, Puerto Rico and Mexico.

A 25th anniversary celebrationwill culminate at the VIPAR HeavyDuty Annual Conference, sched-uled for Oct. 19-24 at the Marco Is-land Marriott in Marco Island, Fla.The theme for VIPAR Heavy Duty’sanniversary and the 2014 AnnualBusiness Conference is “Embracingthe Entrepreneurial Spirit.”

“The growth and success ofVIPAR Heavy Duty is a testamentto the original vision and inspira-tion of these entrepreneurialfounding distributors, as well asthe contributions of all of our oth-er distributors since then,” saidSteve Crowley, president ofVIPAR Heavy Duty. “VIPARHeavy Duty has succeeded byhelping our distributors be morecompetitive in their local marketsand by providing resources, suchas technology, marketing, commu-nications and many other value-added solutions, to make themmore profitable.”

With the recent addition of Pow-er Heavy Duty, the VIPAR HeavyDuty family of companies is nowcomposed of two heavy-duty truckparts marketing/buying groups

with more than 260 companies andmore than 700 locations throughoutNorth America.

The organization also has grownwith the addition of the VHDEquipment Network.

VIPAR Heavy Duty Celebrates 25 Years Serving Independent Aftermarket Distributors

BOUCHERVILLE, Quebec – Uni-Select Inc. has report-ed continued sales, EBITDA and net earnings growth,along with improved profitability for the second quar-ter ended June 30, 2014.

Overall sales grew by 0.5 percent and 2.9 percent or-ganically. The company said EBITDA and net earningscame in well above last year as the second quarter of2013 was impacted by restructuring charges of $35.2million related to the implementation of the company’s“Action Plan” that was initiated in 2013.

Notwithstanding those charges, adjusted EBITDAgrew by 6.8 percent this quarter, resulting in an adjust-ed EBITDA margin of 6.5 percent, up 5 percent overthe same period last year. Adjusted earnings also grew6 percent over the corresponding period last year.

“While the sales growth recorded in the secondquarter was softer than expected, we are pleased withour overall performance and more particularly withour continued ability to lower costs and improve prof-itability, which are key drivers of our long-term

Canadian operations delivered $136 million in salesin the same period, a slight decrease over 2013 mainlydue to the impact of a lower Canadian dollar. Canadi-an organic growth reached 6.8 percent, resulting fromsuccessful sales initiatives and the recruitment of newcustomers.

Uni-Select recorded a decrease in overall sales of 0.7percent to $892 million for the first six-month period of2014. Sales lost from store closures, combined with thedeclining Canadian dollar exceeded the 2.3 percent or-ganic growth and the impact of recent acquisitions.

Sales for the U.S. operations for the six month periodreached $654 million, down 0.2 percent compared tolast year, with an organic growth of 1.1 percent. Cana-dian operations delivered $238 million in sales in thesame period, a 2 percent decrease over 2013. Canadianorganic growth reached 5.8 percent.

Uni-Select said savings derived from the Action Planaccounted for $9.4 million and were partially offset byhigher utilities caused by weather conditions acrossNorth America during the first quarter.

Since the beginning of the year, the corporationgenerated $54 million in cash from operating activi-ties, of which $38 million were used to reduce in-debtedness. As of June 30, 2014, the corporation’soutstanding net debt stood at $260 million, down 6.5percent from Dec. 31, 2013.


AFTERMARKET NEWS

Over the Counter By Jerry King

Uni-Select Announces ImprovedSecond-Quarter Results

LAS VEGAS – Shelby PerformanceParts (SPP), a division of ShelbyAmerican, a wholly owned sub-sidiary of Carroll Shelby Interna-tional Inc., has launched an officialeBay store to offer special items, rarevehicles and its line of parts to cus-tomers worldwide. The SPP eBay of-ficial store is similar to those openedby Apple, Ducati, Sony and Nissan.

“eBay stores offer companies anopportunity to experiment withproducts, innovate and expandtheir distribution through a newchannel,” said Akos Feher, vicepresident of Shelby PerformanceParts. “While North American salesare strong, demand from our inter-national customer base is explod-ing. Global customers tell us that

they are very comfortable and fa-miliar with the eBay platform andconsistently use it for purchases.Given our existing relationship withPayPal, opening an eBay store wasa logical step.”

The first eBay listings are for

special items signed personally byCarroll Shelby, along with a selec-tion of discontinued products. Up-coming plans include the sale ofopen-box items, clearance parts,mix-matched pieces, refurbs andeven concept vehicles.


AFTERMARKET NEWS

Shelby American Opens eBay StoreTo Offer Parts,Vehicles And Special Items Worldwide

Two Aftermarket Auto Parts Alliance EmployeesSelected For Leadership 2.0 ScholarshipsSAN ANTONIO, Texas – The After-market Auto Parts Alliance has an-nounced that two members of itsfamily were awarded full scholar-ships to University of the Aftermar-ket’s Leadership 2.0. Each year, theAlliance is allocated two scholar-ships by AWDA University of the

Aftermarket Foundation to senddeserving individuals to the inten-sive leadership course. This year,one went to Shane Norman, re-gional sales manager for AllianceBumper to Bumper affiliate, East-ern Warehouse Distributors Inc.The other was awarded to Charles

(Chuck) Hartogh, owner of C&MAuto Service Inc., a Bumper toBumper Certified Service Center.C&M’s Auto Service is a customerof Alliance Bumper to Bumper af-filiate, Auto-Wares Inc. Leadership2.0 is an intense and intellectuallychallenging two-week executivedevelopment and learning experi-ence deeply rooted in the applica-tion of automotive aftermarketleadership principles. Ideal candi-dates for the program are mid-ca-reer managers at the service dealeror warehouse level.

Hartogh, based in Glenview, Ill.,has been in the automotive serviceindustry almost 38 years. Heearned his associate’s degree in au-tomotive technology from TritonCollege, is an Accredited Automo-tive Manager (AAM) through theAutomotive Management Institute,a former ASE Certified Master

Technician, sat on the Auto Val-ue/Bumper to Bumper NationalCertified Service Center Councilfor three years, Niles Chamber ofCommerce Business of the Year in2012 and Glenview Green Businessof the year in 2013.

Norman, based in Langhorne,Pa., has been with Eastern Ware-house Distributors Inc. in variouscapacities ranging from sales tomanagement. Norman is ASE-certi-fied, a company representative toAWDA and AAPEX, a Service is theDifference Leader and was recentlyelected to the Sales and MarketingCommittee for the AftermarketAuto Parts Alliance. He has playedan instrumental role in the expan-sion of the company from two loca-tions to 27, opening new stores,targeting marketing areas, trainingstaff, as well as working directlywith wholesale customers.

counterman.com 13

AFTERMARKET NEWS

U.S. Auto Parts NetworkReports Second-Quarter2014 ResultsCARSON, Calif. – U.S. Auto PartsNetwork, one of the largest onlineproviders of automotive aftermarketparts and accessories, has reportednet sales for the second quarter end-ed June 28, 2014, of $76.9 millioncompared with the second quarterended June 29, 2013, of $67.9 mil-lion, an increase of 13.3 percentfrom the second quarter of 2013.

During the same period, net saleschannels, excluding website elimi-nated in 2013, increased by 18.4 per-cent. Second quarter 2014 net losswas $2.2 million or 7 cents pershare, compared with second quar-ter 2013 net loss of $9.6 million or 29 cents per share.

LENEXA, Kan. – AutomotiveParts Associates (APA Group) hasadded five new shareholders to its membership.

According to APA Group, an im-pressive mix of companies contin-ues to recognize the value of APAmembership and have become offi-cial shareholders. New membersinclude:

● Dennis’ Auto Parts, Milford,Conn.

● Worldwide Auto Supply Inc.,Bronx, N.Y.

● Bavarian Autosport,Portsmouth, N.H.

● National Wholesale AutoParts, Milwaukee, Wis.

● Auto Zany, Palm Beach, Fla.

“The variety and number of newmembers joining Automotive PartsAssociates Group is an excellentexample of independents with di-verse business models that recog-

nize the benefit of APAmembership,” said APA’s Presi-dent and CEO, Gary Martin. “Thevalue proposition that APA offersits shareholders continues to accel-erate with new and innovative In-formation Technology, BusinessIntelligence tools and a host ofmember services to enhance busi-

ness results and profitability. We’reexcited to see the continued expan-sion of Automotive Parts Associ-ates, and we look forward tocelebrating the growth and successof all our members as we moveforward.”

“This is a very exciting time atAPA. As we say about being amember of the Professionals’Choice group, ‘It pays to be amember,’” added Bill Cook, APA’sVP of program development.

Automotive Parts Associates Inc.is a member-owned cooperativemade up of more than 105 membershareholders, distributing autoparts from more than 200 ware-house locations in North America.


AFTERMARKET NEWS

Automotive Parts Associates AnnouncesFive New Shareholders

O’Reilly AutomotiveAnnounces Additional

$500 MillionShare

Repurchase AuthorizationSPRINGFIELD, Mo. – O’ReillyAutomotive’s board of direc-tors has approved a resolutionto increase the authorizationamount under its share repur-chase program by an addi-tional $500 million, raising theaggregate authorization underthe program to $4.5 billion.

The additional $500 millionauthorization is effective for athree-year period, beginningon Aug. 13.

@CountermanMag

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STAUNTON, Va. – Cliff Hovis,president of Hovis Auto and TruckSupply, was recently honored withthe Federated Industry AdvocacyAward. The award is presented an-nually to a Federated member inrecognition of selfless contributionsto the auto care industry.

“Everyone at Federated wants tocongratulate Cliff on this well-de-served recognition,” said RustyBishop, CEO of Federated AutoParts. “This award serves to honorthose contributions that often gounnoticed and almost always haveno compensation except for the sat-isfaction of giving back. Cliff is al-ways willing to give of his time,knowledge and expertise, and we

thank him for all his hard work anddedication on behalf of Federated aswell as the auto care industry.”

In addition to his duties as presi-dent of Hovis Auto and Truck Sup-

ply, Hovis holds positions on theFederated executive committeeand is a member of the FederatedBoard of Governors, where he pre-viously served as chairman. In2011, Hovis was awarded Federat-ed’s highest honor, the Art FisherMemorial Membership Award.

A member of the AWDA Boardof Governors, Hovis serves as theAWDA secretary and holds a posi-tion on the AWDA Education Com-mittee. Hovis also is a boardmember for the University of theAftermarket Foundation.

In 2013, Hovis received the MortSchwartz Excellence in EducationAward at the Global AutomotiveAftermarket Symposium in recogni-tion of constructing the 10,000-square-foot, state-of-the-art trainingfacility, the Hovis Technical TrainingCenter, in Grove City, Pa.

Previous winners of the Federat-ed Industry Advocacy Award in-clude Don Bickle Jr., president ofS&W Supply and Warehouse Inc.in 2012; Tim Trudnowski, presidentof Parts Wholesalers Inc. in 2011and Dick Beirne, president of Unit-ed Auto Supply in 2010.


AFTERMARKET NEWS

Cliff Hovis Recognized With Federated Industry Advocacy Award

Cliff Hovis, left, and Don Bickle Jr.

Motorcraft Brake PadReplacement GuaranteeOfferedDEARBORN, Mich. – Ford MotorCo. has launched a new point-of-sale program at Ford and Lincolndealerships and Quick Lane Tire &Auto Centers that provides con-sumers with no-cost replacementof Motorcraft brake pads pur-chased as of July 1, 2014.

Motorcraft brake pads that weardown to less than 3 millimeterswill be eligible for no-cost replace-ment as long as the customer ownsthe vehicle.

ROANOKE, Va. – Advance AutoParts has announced its financialresults for the second quarter end-ed July 12, 2014. Second-quartercomparable cash earnings per di-luted share (EPS) were $2.08, anincrease of 30 percent versus thesecond quarter last year. The com-pany said the second-quartercomparable results exclude 8cents of amortization of acquiredintangible assets, integration costsof 8 cents associated with the ac-quisition of General Parts Interna-tional Inc. (General Parts) and 2cents of integration costs associat-ed with the integration of B.W.P.Distributors Inc.

“We are pleased with our second-quarter performance led bystrong execution from our teammembers delivering comparablecash EPS growth of 30 percentand an increase in comparablestore sales of 2.6 percent in thequarter,” said Darren Jackson,CEO. “We remain on pace againstour base business expectations,integration milestones and withour financial performance.”

Total sales for the second quarterincreased 51.5 percent to $2.35 bil-lion, as compared with total salesduring the second quarter of fiscal2013 of $1.55 billion. The sales in-crease was driven by the acquisi-

tion of General Parts, a comparablestore sales increase of 2.6 percentand the addition of new stores overthe past 12 months. Year-to-date,total sales increased 49.2 percent to$5.32 billion, compared with totalsales of $3.56 billion over the sameperiod last year.

The company’s gross profit ratewas 45.2 percent of sales duringthe second quarter as compared to50.3 percent during the secondquarter last year.

“We are pleased with the contin-ued progress made during our sec-ond quarter delivering positivesales performance and approxi-mately 34 percent growth in com-parable operating income dollars,”said Mike Norona, executive vicepresident and CFO. “We continueto stay focused on our base busi-ness while meeting our integrationmilestones to date and remain con-fident in achieving our full-yearsynergy estimates. Given our per-formance in the first half of theyear and the execution and integra-tion momentum we continue tobuild, we are raising our full yearguidance for comparable cash EPSto be in the range of $7.50 to $7.60.”


AFTERMARKET NEWS

Advance Auto Parts Reports Second-Quarter 2014 Results

Parts Plus Pro Pick'Em Challenge

To Award 60-Inch HDTV

The Automotive Distribution Network is awarding a 60-inchHDTV to the top prognosticator

in the Parts Plus Pro Pick’emChallenge, which kicked off

with the first pro football gameof the year on Sept. 4.

See Official Rules at http://goo.gl/p2eNNp

National Performance WarehouseAcquires Engine RebuildersWarehouseDANIA BEACH & MIAMI, Fla. – In its first acquisi-tion of 2014, National Performance Warehouse (NPW)has purchased one of Florida’s largest traditional andperformance engine parts businesses.

Engine Rebuilders Warehouse (ERW) has been inbusiness since 1980 serving machine shops, enginebuilders and jobbers in Florida. ERW is a specialist inmarketing and selling engine-related parts and it com-plements NPW’s Sacramento-based Motor Warehouselocation.

Larry Pacey, president and CEO of NPW, said, “Weconstantly search for opportunities to enhance ourthree major categories we cater to. Whenever we findtraditional, engine or performance companies that areavailable we investigate for the fit. ERW added to ourengine and performance segments in addition to giv-ing our East Coast operations enhanced sales experi-ence and new lines.”

The National Performance Warehouse Companiesoperates eight distribution centers in the U.S. andCanada: four facilities in Florida – Miami, South Dade,Ft. Lauderdale and Tampa; three facilities in California– Vernon, Sacramento and San Jose, and one facility inToronto, Canada.

counterman.com 19

AFTERMARKET NEWS

O’Reilly Automotive Joins CCC TRUE Parts NetworkCHICAGO – CCC Information Services has announcedthat O’Reilly Automotive has signed on to join the CCCTRUE Parts Network, an electronic automotive partsquoting and eProcurement network that connects autoparts suppliers with CCC’s customer base of collisionrepairers. O’Reilly Automotive, one of the largest spe-cialty retailers of automotive aftermarket parts, tools,supplies, equipment and accessories in the U.S., is thefirst mechanical parts supplier to join the CCC TRUEParts Network, adding its vast mechanical and aftermar-ket inventory to the options collision repairers can viewand purchase from within CCC ONE Repair Workflow.

“Reducing the time it takes to review and orderparts is vital to the continued improvement andgrowth of the collision industry,” said TonyBartholomew, senior VP of professional sales, O’ReillyAuto Parts. “Collision repairers now have the opportu-nity to pull inventory from over 4,200 O’Reilly storesand 25 distribution centers from within the CCC ONEWorkflow application.”

SAN MATEO, Calif. &WADSWORTH, Ohio – California-based private equity firm BertramCapital has announced its invest-ment in ECS Tuning, a growingautomotive e-commerce companyfocused on the Audi, BMW, Mer-cedes-Benz, Mini, Porsche andVolkswagen lines. ECS Tuning isdistinguished by its powerful content-driven e-commerce platform, offering more than 1.3million performance, genuine and aftermarket parts and tools. Athird-generation family business,ECS’ shareholders, Tom and BrianDemrovsky, will serve as co-CEOsof the company, which is based inWadsworth, Ohio.

“Brian and I have been lookingfor a financial and strategic part-ner that shared our vision and en-thusiasm for ECS Tuning,” saidTom Demrovsky, co-CEO of ECSTuning. “The partnership withBertram Capital will enable us toaccelerate our investment in thebusiness so we can more aggres-sively pursue our mission of be-coming the premier one-stop shopfor auto enthusiasts both via or-ganic growth and acquisitions.”

The investment in ECS Tuningcombines the talents of the ECStechnology team with BertramLabs, Bertram Capital’s internal

team of software product strate-gists, software engineers, visualdesigners, online marketers andsocial media experts. BertramLabs will work shoulder-to-shoul-der with the ECS Tuning team tocatalyze new product innovationand create a truly unique onlineshopping experience.

“We are excited to be joiningforces with Bertram Capital. Wehave been approached by a num-ber of firms over the past year,but we were impressed withBertram’s unique ability to lever-age technology, their focus ongrowth and their commitment tobuilding the brand responsibly,”said Brian Demrovsky, co-CEO atECS Tuning.

“Brian, Tom and their teamhave built an impressive organiza-tion offering consumers a differen-tiated buying experience throughproprietary vehicle kits, in-houseR&D efforts and a rich social me-dia experience,” said Jeff Drazan,Bertram Capital’s Managing Part-ner. “We are honored that Brianand Tom selected Bertram Capitalas their partner to further buildECS Tuning as both a brand andpremier online destination.”

ECS Tuning is a popular onlinedestination for German car enthusiasts.


AFTERMARKET NEWS

WORLDPAC Opens New WarehouseIn San Francisco Bay AreaNEWARK, Calif. – WORLDPAC announces the opening of a new re-gional warehouse facility in San Mateo, Calif. The area, commonly re-ferred to as the Peninsula region of the San Francisco Bay Area, islocated midway between the city of San Francisco and WORLDPAC’sSilicon Valley headquarters.

WORLDPAC says the new San Mateo warehouse is well-positionedto offer expanded service and delivery options to the surrounding in-dependent automotive repair community.

Bertram Capital Invests In ECS Tuning

STAUNTON, Va. – Federated isgearing up to collect toys and dona-tions for Toys forTots in advance ofthe holiday season.Federated launchedits 2014 Toys for Totsseasonal campaignduring the Federat-ed Auto Parts 400NASCAR SprintCup race Sept. 6 atRichmond Interna-tional Raceway (RIR).

“The Federated 400 is the idealvenue for us to kick off the Toys forTots fundraising season,” said JohnMarcum, director of marketing forFederated Auto Parts. “We will haveseveral Marines on hand at Rich-mond International Raceway to leadthe effort. Last year, thanks to ourmembers, customers and manufac-turing partners, we collected over4,000 toys and raised over $190,000for Toys for Tots, and we are alreadywell on our way to another out-

standing fundraising year.”While the Federated Auto Parts

400 is the official start,Federated membershave already been col-lecting toys and dona-tions for Toys for Tots.For example, HovisAuto and Truck Sup-ply of Mercer, Pa.,held its second annual“Toys for Tots Cruise-in for Cars and Motor-

cycles” on June 21.Earlier this year, Federated mem-

bers and suppliers raised more than$110,000 for Toys for Tots during anauction held at the Federated na-tional meeting.

Leading into the holidays, partici-pating Federated Auto Parts storeswill accept toy donations at their lo-cations. Financial contributions canbe made at www.federatedau-toparts.com/ToysforTots.aspx thatlinks directly to the Toys for Totswebsite.


AFTERMARKET NEWS

Federated Launches Toys For TotsSeasonal Drive During Federated400 Weekend In Richmond

Champion Oil Names New Master WD In The Middle East

CLINTON, Mo. – Champion Oil, amanufacturer of performance lubri-cants, announced that Fredy WorldEst. Trade and Industry is now thecompany’s exclusive master ware-house distributor in Bahrain,Cyprus, Egypt, Iraq, Jordan,Kuwait, Northern Cyprus, Oman,Palestine, Qatar, Saudi Arabia, Syr-ia, Turkey, UAE and Yemen.

Fredy World Est. Trade and In-dustry is a recognized leader inthe distribution of performance,racing, commercial and industriallubricants. The company will offerChampion products in a number

of categories, such as motor oils,transmission fluids, hydraulic fluids, coolant, diesel motor oil,differentials lubes, greases, powersteering fluids, brake fluids and automotive chemicals and additives.

“It is extremely important forChampion Oil to identify a partnerthat shares the same goals and hasthe ability to provide our MiddleEastern customers, retailers, deal-ers and installers with first-classservice, support and distribution,”said Karl Dedolph, director of in-ternational sales for Champion.

ELYRIA, Ohio – Bendix Commer-cial Vehicle Systems LLC has ex-panded its remanufacturingcapabilities and capacity with a$3.2 million capital investment inequipment and facility upgrades atits Huntington, Ind., plant.

The expanded Bendix BrakeShoe Remanufacturing Center nowhandles the complete salvage, coin-ing and assembly processes thatcan provide start-to-finish remanu-facturing and can produce severalmillion remanufactured commer-cial vehicle brake shoes annually.

Bendix, a North American leaderin the development and manufac-ture of active safety and brakingsystem technologies, began serialproduction of reman shoes at thefacility in the fall of 2012. The facil-ity combines Bendix’s nearly 40years’ experience in remanufactur-ing with Bendix Spicer FoundationBrake’s leadership in wheel-endsolutions and brake shoe manufac-turing. With this combined level ofexpertise, the center has assembledmore than 1.9 million brake shoessince its opening in 2012.

Bendix Spicer Foundation BrakeLLC (BSFB) is a joint venture be-tween Bendix Commercial Vehicle

Systems LLC and Dana Commer-cial Vehicle Products LLC.

Bendix’s Brake Shoe Remanufac-turing Center employs 65 people,part of Huntington’s total roster of430 employees. The center’s 74,000square feet bring the Huntingtonoperation’s total to 547,000 squarefeet, comprising four manufactur-ing and assembly facilities as wellas Bendix’s primary North Ameri-can distribution center.

Key to the upgrades to the BrakeShoe Remanufacturing Center isthe coining process, which returnsused brake shoes to the shape engi-neered by their original equipment(OE) manufacturers.

“A brake shoe undergoes atremendous amount of force anddrastic temperature changes dur-ing its life cycle,” said FrankGilboy, BSFB brake shoe productline manager. “Over time, this re-sults in deformation. It’s twisted,or it’s stretched, and if you just re-line that shoe with new friction –like most brake shoe reliners do –you’re going to have issues when itengages with the drum, because itno longer has the correct geometryto provide full contact and stop-ping power.”


AFTERMARKET NEWS

Bendix Unveils Upgraded BrakeShoe Remanufacturing Facility

ST. CLOUD, Minn. & LACROSSE, Wis. – St. Cloud, Minn.-based Automotive Parts Head-quarters Inc. (APH), afamily-owned auto parts distribu-tor and store group, and LaCrosse, Wis.-based United AutoSupply Inc., a leading, privatelyheld distributor and store group,have announced plans to joinforces. United’s 13 locations willjoin APH’s family of corporatestores and fly the Auto Value flag.

“We’ve had a great relationshipwith the United Auto Supply teamfor many years, and we’re honoredthat they’ve chosen to partner withAPH,” said Corey Bartlett, APHpresident. “They’ve built an im-pressive business and are the

leader in their markets— we’relooking forward to continuing thattradition.”

“This is an exciting move forus,” said Dick Beirne, United AutoSupply president. “Our people willhave an expanded inventory todraw from plus new and powerfultools to help them serve our cus-tomers even better than before.APH is an aggressive and growing94-year-old company and we areproud to join their team.”

The United Auto Supply man-agement team is expected to jointhe APH management team. Oncethe United Auto Supply locationsare converted, they will bringAPH’s corporate store count to 98across the Upper Midwest.


AFTERMARKET NEWS

Automotive Parts Headquarters And

United Auto Supply To Join Forces

From left: John Bartlett, CEO of APH; Corey Bartlett, president of APH; Dick Beirne,president of United Auto Supply; and Jim Becker, operations manager at United Auto Supply.

Cooper-Standard Holdings Inc., parent company of Cooper-Standard Automotive, has agreed to purchase an additional 47.5percent of Huayu-Cooper Standard Sealing Systems Co., Ltd., itsjoint venture with Huayu Automotive Systems Co. Upon comple-tion, Cooper Standard will become the 95 percent equity ownerof the business, while 5 percent will be retained by the ShanghaiZhaotun Collective Assets Managing Co.


Hot weather is hardest onA/C compressors, so A/Ccompressor replacementtends to be a seasonal

business that peaks during sum-mer months. Even so, most vehi-cles use their A/C year-round notonly for cooling but also for dehu-midifying air in defrost mode. So ifthe A/C compressor has called itquits, it can affect climate controlany time of year.

A/C compressors can fail as a re-sult of old age from the cumulativeeffects of lots of miles and hardwork. But more often than not, A/Ccompressor failures are caused by aloss of lubrication, the wrong lubri-cation or system contamination.Consequently, any underlying prob-lems with the A/C system need tobe identified and corrected before anew compressor is installed.

“Black Death” is a term that hasbeen used to describe system con-tamination due to moisture andacids forming sludge inside an A/Csystem. The corrosive sludge eatsaway at the metal surfaces insidethe condenser, evaporator and com-pressor and eventually causes some-thing to fail. It may also plug up theorifice tube and block the circulationof refrigerant within the system(causing a loss of cooling).

If a compressor has failed and isfull of black gunk, or the hoses thatconnect to it have black gunk inside,the system is heavily contaminatedand must be cleaned before a newcompressor is installed. A flushing

More often than not, A/C compressor failures are caused by a loss of lubrication, the wronglubrication or system contamination.

TECH FEATUREBy Larry Carley, technical editor

A/C Affects ClimateControl Year-Round

Continued on page 73


By Larry Carley, technical editorTECH FEATURE

Engine Management RepairsRequire Training, Expertise

Today’s engine managementsystems are extremelycomplex and are integratedwith many of the other

onboard systems such as antilockbrakes, stability control and evenclimate control. The PowertrainControl Module (PCM) shares dataand inputs with numerous othermodules in these other systems,and bases its operating decisionson various sensor inputs. The oldsaying, “garbage in, garbage out”is more true than ever becauseinaccurate sensor inputs ormiscommunications with otheronboard modules can cause allkinds of drivability, emissions andperformance problems.

The onboard diagnostic (OBD II)system is supposed to identifyfaults that occur in the engine man-agement system that affect emis-sions. When a fault is found, aDiagnostic Trouble Codes (DTC) isset that corresponds to the natureof the fault and the sensor of sys-tem where that fault occurred. TheOBD II system also takes a snap-shot of various sensor inputs whena fault occurs to aid diagnosis (as-suming a technician knows how tofind and read the information!).

Most faults that do occur in theengine management system aresensor or wiring related. Most sen-sors are long-lived, but they don’tlast forever. Oxygen sensors can

become sluggish and unresponsivewith age, or be contaminated if theengine is burning oil or has an in-ternal coolant leak. Mass airflowsensors can be contaminated byfuel varnish buildup as well as lintand dirt that get past the air filter.Throttle position sensors can wearout and give erratic readings. Oth-er key sensors such as the crankposition sensor, coolant sensor andManifold Absolute Pressure (MAP)sensor also may short out and failas a result of overheating or electri-cal faults.

The point here is that accuratediagnosis is essential to prevent theunnecessary replacement of enginemanagement system parts whenthere’s a problem. How manytimes have you seen a customer re-place this sensor and that sensorwithout fixing the problem? Or re-placing the PCM multiple timesand still having the same problem?Replacing parts willy nilly may begood for parts sales, but it alsoleads to unnecessary returns, un-justified warranty claims and un-happy customers. That’s whypeople who work on engine man-agement systems (DIYers as well asprofessional technicians) shouldhave the necessary understanding,expertise and training to fix thesekinds of problems. Those whodon’t should either get some train-ing or leave that kind of work to

those who have the know-how.Many DIYers don’t understand

that replacing a PCM is not a sim-ple plug-and-play swap. A PCMhas to be programmed for the spe-cific vehicle into which it is beinginstalled. The calibration shouldalso be the latest flash that is avail-able since older calibrations cansometimes set false trouble codes.Some suppliers can preprogram areman PCM for a customer oncethey have the necessary applica-tion information (including theVIN number). Other times, thePCM has to be programmed with ascan tool after it has been installed.

There may also be additional re-learn procedures (some manual,some via scan tool) that have to beperformed after the installation sothe PCM will function normallyand communicate with the otheronboard modules. If the requiredprocedures are not performed orare done incorrectly, the PCM maynever work right resulting in a pos-sible comeback or warranty claim.

Complicating matters even moreare anti-theft systems that interactwith the engine management sys-tem. If the anti-theft system fails torecognize the key or key fob code,or a replacement PCM has not beenprogrammed to the key or key fob,it will prevent the vehicle fromstarting. The anti-theft system maydisable the fuel pump circuit orprevent the engine from cranking.This type of reprogramming usual-ly requires a new car dealer or au-thorized service facility orlocksmith. CM

How many times have you seen a customerreplace this sensor and that sensor withoutfixing the problem?



Original equipment fuelpumps are designed tolast upward of 100,000 to150,000 miles. Premature

fuel pump failure, therefore, usu-ally indicates a problem that maycause a replacement pump to failsoon after it is installed.

One of the major causes of pre-mature fuel pump failure is con-tamination. This includes rustflaking loose from the inside of anaging steel fuel tank, plastic debrisflaking loose from the inside of anaging plastic fuel tank, dirt andsediment that entered the tankwhen the vehicle was refueled, andeven algae that may be lurking in-side the tanks of diesel-poweredvehicles and flex-fuel vehicles thatburn E85 (a mixture of 85 percentethanol alcohol and 15 percentgasoline). Moisture inside the fueltank can become a breedingground for algae. Adding a biocidefuel additive to the fuel tank peri-odically can prevent this from hap-pening in diesel-powered vehiclesand flex-fuel vehicles that use E85.

Debris or contaminants can plugup the fuel pump’s inlet strainer,restricting fuel flow and forcing thepump to work harder and run hot-ter. Abrasive contaminants that aresucked into the pump will increasepump wear.

To prevent repeat fuel pump fail-ures, the inside of the fuel tankshould always be carefully inspect-ed to determine if any type of con-tamination is present. If the tankcontains, dirt, sediment or algae,the tank needs to be drained, steamcleaned and thoroughly dried be-fore the new pump is installed andthe tank refilled. If an aging steel orplastic tank is in poor condition, itshould also be replaced if the fuelpump has failed.

Most replacement fuel pumpscome with a new mesh inlet strainer.Customers should be advised to al-ways install the new strainer whenthey are changing the pump becausethe strainer is the pump’s first lineof defense against contaminants.Make sure the strainer is securely at-tached to the pump inlet tube.

The in-line fuel filter between thepump and engine also should be re-placed when a new pump is in-stalled. Pump modules for vehiclesthat have a “returnless” EFI systemoften have a “lifetime” filter that ispart of the pump module.

A fuel pump can also fail prema-turely if a motorist has the habit ofalways driving around with a lowtank (less than 1/4 full). On vehi-cles with return-style EFI fuel sys-tems, the fuel circulates betweenthe engine and fuel tank. Excessfuel that is sent to the engine and isnot used is returned back to thefuel tank via the return line. Thefuel picks up heat while makingthis circuit, which raises the tem-perature of the fuel in the tank. Ifthe fuel level in the tank is low, theheating effect is much greater thanwhen the tank is full or over half atank. Consequently, this causes thefuel pump to run hotter.

Running out of fuel can alsodamage a fuel pump. Electric fuelpumps use the fuel to cool and lu-bricate the pump motor. If thepump sucks air, either because thevehicle owner forgot to fill the tankor because the fuel level is so lowthat the fuel sloshes away from thepump pickup when cornering, ac-celerating and braking, the pumpmay suffer damage.

Customers who are replacing afuel pump also should be advisedto pay close attention to the condi-tion of the wiring harness andground connections that attach tothe pump. Loose, corroded or dam-aged wiring can reduce voltageand current to the pump, causing itto operate at a lower-than-normalspeed. A voltage drop of only 2volts at the pump can reduce fuelflow 19 percent and fuel pressure35 percent. Replacement wiringharnesses are available for manyapplications if the original wiringis in poor condition. CM

A major cause of premature fuel pump failure is contamination.

Many Factors Impact Fuel Pump Operation



Agrowing number of late-model vehicles arenow factory equipped with “unitized” con-trol arm assemblies. On these applications,the ball joints are an integral part of the

control arm. The arms are often cast or forged alu-minum to reduce weight, and may be used on thefront suspension or rear suspension on cars andSUVs with independent rear suspensions.

Most of the ball joints on these applications cannot bereplaced separately when the joint wears out. The entirecontrol arm assembly must be replaced as a unit. But forsome applications, it is possible to press out the originalball joints and install specially designed replacementball joints.

If there’s an option on an application to go either way(a complete unitized control arm or individual replace-ment joints), which is best? A unitized control arm isfaster and easier to install because the joints do not haveto be pressed out and installed. A unitized control armalso comes with new bushings, which assures properalignment. Old, high-mileage control arm arm bushingsare often in poor condition by the time the ball jointsneed to be replaced. If the old bushings are not replacedat the same time, it may result in unwanted alignmentchanges that increase tire wear.

If a customer wants the least expensive fix, individualball joints are less expensive than complete control armassemblies — but they also require more time and laborto replace.

On vehicles where the ball joints are replaceable, jointwear determines when the joints should be replaced.Some ball joints have built-in wear indicators. Basically,if wear (play) exceeds specifications for that particularvehicle, the ball joint is worn out and needs to be re-placed. Some people say any ball joint with more than.050 inches of movement needs to be replaced, but theamount of wear that is acceptable will vary quite a bitdepending on the application.

Typical symptoms of worn ball joints include suspen-sion clunking noises when driving over bumps, unevenshoulder wear on tires and front wheel shimmy at lowspeed.

When looking up a replacement ball joint, the firstquestion you’ll have to ask after determining the year,make and model of the vehicle is whether the joint is anupper or a lower. The name refers to the joint’s positionin the suspension, the upper one being at the top of thesteering knuckle and the lower one being at the bottom.You’ll also need to know if the joint is for the right orleft side since some are not interchangeable.

You can usually tell where a ball joint goes by its partnumber. Some manufacturers use odd numbers for low-er ball joints and even numbers for upper ball joints. Ifthe ball joints are different side to side, the lower num-bered part will be for the right side and the higher num-bered part for the left. The part number may also becoded according to the vehicle manufacturer, with thefirst digit in the part number indicating the make (Ford,Chevy, Toyota, etc.). CM

A unitized control arm is faster andeasier to install because the jointsdo not have to be pressed out andinstalled.

The All-In-One

Solution


By Gary Goms, commercial accounts editorMECHANIC CONNECTION

Changes In The Ride Control Market

Beginning with the simplefriction-type ride-controldampeners used on ModelT Fords, ride control

replacements have long been amajor profit center for most inde-pendent auto repair shops. Thehydraulic “aeroplane” shockabsorber introduced during the1930s became a staple of the ridecontrol market until the 1980s,when MacPherson struts were pop-ularly introduced on domestic cars.During that period also, many lux-ury vehicle models built an air-baginto their struts and shockabsorbers that was used primarilyto compensate for heavy vehicleloading. The system included anunderhood air compressor that wasactivated by a suspension heightsensor. When heavy loads causedthe suspension to sag, the compres-sor would increase air pressure inthe struts and shocks to restore nor-mal suspension height. Given themany failure points in this system,the aftermarket responded by intro-ducing a fully mechanical ride con-trol system. Today, many vehicles,including light trucks, are usingelectronic struts and shockabsorbers to augment their on-board Vehicle Stability Controls(VSC). VSC (sometimes called Elec-tronic Stability Control or “ESC”)combines the anti-lock braking sys-tem (ABS) and the electronic ridecontrols to help steer the vehicleand reduce body roll during emer-gency handling situations. Sincethese VSC systems are now becom-

ing standard equipment on manyvehicles, the aftermarket is nowresponding with OE-equivalentreplacement MacPherson struts forsome vehicles.

Ride Control Basics

A hydraulic dampening device likea strut or shock consists of a cylin-der filled with oil that’s connectedto the axle and a piston and rod as-sembly that’s connected to the vehi-cle’s frame. A highly engineeredvalve system allows the piston topass through the fluid-filled cylin-der as the axle moves in relation tothe frame. In most applications, ashock or strut compresses much

easier than it extends. The “soft”compression stroke reduces the ini-tial impact of a wheel striking abump in the road while the much“stiffer” extension stroke dampensthe rebound or pitch when the vehi-cles’ springs suddenly decompress.

During the past 30 years, ridecontrol engineers also have inject-ed compressed nitrogen into thestrut or shock absorber housing toprovide a broader range of ridecontrol and to reduce the tenden-cy of the dampener fluid to foamon rough roads. A more recent de-velopment is the use of “magneto-heological” fluid in shockabsorbers that increases its fluidviscosity or thickness when ex-posed to an electric current. Thistechnical advance allows engi-neers to use computer manage-ment systems to adjust handlingqualities through a wide range ofdriving conditions.

When To Sell Ride Control

MacPherson struts and shock ab-sorbers generally begin to wear outafter 60,000 miles. Since MacPher-son struts generally use larger-di-ameter springs and hydraulicdampeners, they’re also more diffi-cult to diagnose simply by doing a“bounce” test on the shop floor.Consequently, the best perform-ance test is a short trip through theparking lot or around the block tosense how well the struts controlrebound on bumps and front-enddive during braking. A good pair

Struts and shocks should be sold only in axle pairs.

The MacPherson strut assemblyincludes the spring, protective boot andrubber insulating pad under the spring.The upper support or pivot bearing islocated at the top, inside the enginecompartment.



By Gary Goms, commercial accounts editorMECHANIC CONNECTION

GDI Engines And Fuel System Product Sales

over the intake valve surfaces. But,since GDI injects the fuel directlyinto the cylinder, the fuel no longerwashes carbon from the intakevalves. Over time, enough carbonwill accumulate on the intake valveto change air flow into the cylinder,which is very detrimental to GDIperformance. In some cases, enoughcarbon will form on the intake valveseat to cause a loss in engine com-pression, which can cause an enginemisfire problem.

The Fuel Additive Market

While conventional fuel injectorcleaning additives will clean the fuelinjectors themselves, none will cleanthe intake valves on gasoline directinjection engines. In many cases,professional technicians have ap-proached the carbon problem by us-ing their intake system cleaningmachines to dissolve these carbon

GDI influences how fuel system service productsare sold to your professional technician.

This badly contaminated mechanicalthrottle body illustrates how dirty thethrottle plates can become in normaldriving.


Although Gasoline DirectInjection (GDI) enginesare just beginning toappear in aftermarket

service bays, it’s apparent that GDIrepresents our future in enginetechnology. As you might suspect,GDI also will influence how fuelsystem service products are sold toyour professional technician. As theacronym “GDI” indicates, gasolineis injected directly into the engine’scylinders rather than into theengine’s intake ports. The mostimmediate effect of injecting thegasoline directly into the cylinder isto actually cool the combustionchamber. This cooling effect allowsengineers to increase compressionratios from the traditional 9.5:1 or10.5:1 range to as high as 14:1,which is more typical of all-out rac-ing engines than passenger cars.These higher compression ratiosnot only increase horsepower, butfuel economy as well. In addition,GDI allows engineers to choosefrom a number of different combus-tion modes, which allow the engineto operate at optimum combustionefficiency under various combina-tions of speed and load.

Carbon Problems

Conventional engines mount thefuel injector at the intake port,which allows the injected fuel towash away carbon accumulationscreated by positive crankcase venti-lation (PCV) system vapors flowing


deposits. But, unlike conventionalengines, GDI systems incorporate a“tumble valve” inside the intakeport that manages the turbulenceand flow of air entering the cylinder.Unfortunately, using an intake serv-ice machine to clean intake valves in-curs risk on some engine designsbecause the semi-liquid cleaner canpuddle around the intake port tum-ble valves during the cleaningprocess. When the engine is started,the liquid cleaner is drawn into thecylinder and, since liquid can’t com-press inside a closed cylinder, it canruin the engine by bending thecrankshaft connecting rods.

Several reputable aftermarket au-tomotive chemical companies haveresponded by introducing anaerosol detergent designed to re-move intake valve carbon by inject-

ing a fine mist into the engine’s airintake with the engine running. Ihaven’t personally used these car-bon removal systems, but they dopromise to provide an economical,cost-effective method for reducingor removing intake valve carbon de-posits on GDI and other engines.

In The Service Bay

At this point, most auto manufactur-ers are recommending that a tier-one or major-branded gasoline beused to help reduce carbon forma-tion on valve seats. In many cases, apremium fuel additive might beused to reduce intake valve carboncaused by using lesser-quality gaso-line. Remember also that most GDIengines use electronic throttle sys-tems to control air flow into the en-gine and conventional mass air flowsensors to measure that air flow into

the engine. Either device requires anoccasional inspection and mainte-nance. An aerosol designed specifi-cally for throttle plate cleaning mustbe used to remove carbon depositsfrom electronic throttle plates. Ag-gressive solvents like aerosol carbu-retor cleaner or gasket remover cannot only damage throttle shaft seals,but possibly ruin the throttle bodyelectronics. A regular cleaning willprevent many slow-starting andcold-driving complaints caused bydirty throttle plates. Similarly, massair flow (MAF) sensors should be in-spected for dirt contamination.Loose contamination should be gen-tly removed using an aerosol MAFsensor cleaner. If a minor cleaningwon’t restore the sensor, the sensorshould be replaced and the air filterinspected for sealing, perforationsand clogging. CM

MECHANIC CONNECTION

of struts or shocks should dampenrebound on the first bounce andmaintain vehicle stability duringnormal driving maneuvers. If thesteering wheel fails to return tocenter after cornering, the strut’s

upper support bearings are likelyworn out.

Since the stiffer springs used onpickups and heavy trucks precludea conventional bounce test, theshocks should be visually inspect-

ed for physical damage, bad rub-ber mounting bushings and fluidleakage from the piston shaft seal.While minor fluid leakage is ac-ceptable, the struts or shocksshould be replaced if either has awet appearance. Last, worn strutsand shocks generally aggravate tirewear produced by worn steeringand suspension parts.

From The Service Bay

Struts and shocks should be soldonly in axle pairs. In some cases,it’s preferable to replace ride con-trol for all four corners of the vehi-cle because a new set of struts orshocks on the front can produce anuncomfortable pitching sensationat the rear axle. In most cases, it’smore cost-effective for your serviceprofessional to install completestrut assemblies than to replace thebearing support plate, protectiveboot and rubber components on apiece-meal basis. The new strut as-sembly also will remedy the loss ofsuspension height caused by weaksprings. CM

The oil stain covering the body of this rear shock absorber indicates a serious oilleak. Replacement is recommended in these cases.

GDI Engines continued from 38

Ride Control continued from 36


When a business recognizesthat there is problem, it’s safeto assume an investigationwill follow. Before a problem

is investigated, all that can really be knownwith full confidence is what peopleobserve. What is observed is an indicatorof the current state of business. But the cus-tomer already has dictated what theyexpect the future state of business to bebecause they don’t like the current one.The comparison of what the customerdemands with what that current state ishelps determine what the goal should be.

Six Sigma suggests keeping a clear focuson the basic facts when explaining thesteps of a process. The descriptions mustbe free of any one person’sopinion and must bescientific.

Define phase isthe first of the fivesteps of Six Sigma’sDMAIC approach,

which stands for

Six Sigma: Setting The Right Goal Starts With Identifying The Right Problem

Define, Measure, Analyze, Improve andControl. The Define phase often takes asignificantly longer amount of time tocomplete than the four following stepsbecause this is the point at which theproblem is defined and the goal is deter-mined as a result of customer feedback.

Problem statement and goal statementgo hand in hand. The problem statementdescribes present time measured in a wayin which the primary performance metricis emphasized. The goal statement is sim-ply the same statement but describes thedesired future state measured using thesame metric. The consistent approach to

Six Sigmasuggestskeeping a clearfocus on thebasic factswhen explainingthe steps of aprocess. Thedescriptionsmust be free ofany oneperson’s opinionand must bescientific.

GUEST EDITORIALBy Tunç Kip

now and to the future provides ascientific platform from which toaccurately measure progress.

It is critical that problem state-ments only refer to the currentstate and don’t try to solve theproblem. It is just as important thatthe goal statement address theneed for a realistic goal describedin a way that is S.M.A.R.T. (Smart,Measurable, Attainable, Reason-able, Time-bound). A suggestedcheck for a Goal statement is tomake sure that the description isconsistent with the Problem state-ment, the future state described us-ing the same performance metric,requiring a performance level thatis historically attainable if that lev-el meets customer expectationsand, finally, a time deadline bywhich the goal should be reached.

Historical data is key in deter-mining what is a reasonableand an attainable goal. Inthe context of Six Sigma,“entitlement” refersto the best perform-ance ever meas-ured with thecurrentprocess inplace. En-

titlement provides a ceiling andwhat is likely to be the highest ex-pected performance for what willbe the state of the process after im-provements are made. Entitlementdoesn’t always provide levels ofperformance that match the cus-tomer’s desire. It is important totake into consideration that theremight be design constraints regard-ing the achievement of such per-formance levels, and those can be

considered indicators to the magni-tude of necessary change. The cus-tomer defines quality, and thecustomer demand shapes the goal.Ultimately, changes in environ-ment require continuous review ofprocesses, which are in place forchanges in goals.

The present state and futurestate are bridged only in the laterphases of DMAIC during whichSix Sigma offers tools to help createa higher resolution picture of bothstates. The project leader plungesdeeper into the root causes of exist-ing systems and how the processcan be improved in order toachieve the desired performancelevel.In the next part of this series,the measure phase, we will focuson how to decide what to measure,

what data to collect, how to planfor data collection and how to

collect that data to find themuch-needed answers.CM

Tunç Kip is a Six Sigma Master Black

Belt and business de-velopment manager for

Temel Gaskets.


SIX SIGMA


Any number of things cancause the TPMS warninglight to come on or flash.The light should illumi-

nate when a tire is low, and shouldeventually go out after the low tirehas been inflated to itsrecommended pressure. If the lightremains on after checking/inflat-ing the tires, or if it flashes andremains illuminated, it maysignal a TPMS problem thatwill require further diagnosis.

TPMS problems can in-clude any of the following:

● A tire pressure sen-sor that has stoppedfunctioning becausethe battery has died.

● A tire pressure sensor that isworking intermittently due to aweak or failing battery.

● The TPMS module is not re-ceiving a signal from one or moresensors because of an antenna orwiring fault.

● The TPMS module itself is notfunctioning properly or has failedbecause of a voltage supply, wiringor internal electronics fault.

● The tires were serviced or ro-tated recently and therelearn procedure orwas not done cor-rectly.

● The vehicle ownerdoes not understandhow their TPMS systemworks.

One of the diagnostic mantrasthat is preached by service expertstoday is “Test Before Touch.” Basi-cally, a technician should always

use a TPMS tool to activate andcheck the response signal fromeach tire pressure sensor in eachwheel before anything else is done.This will tell the technician:

(1) whether or not each sensor iscapable of generating a signal, and

(2) if the sensor is generating asignal whether or not the pressure

reading is accurate.

The pressure readingfrom a sensor can be eas-

ily verified by checkingthe actual pressure inthe tire with agauge. If the pres-

sure value displayed ona TPMS tool from a sensor reads 32PSI (or whatever), the technicianshould find 32 PSI when checkingthe pressure with agauge.

Something else towatch out for are corroded ordamaged TPMS valve stems. Atechnician should visually in-spect the valve stem on eachwheel for corrosion or otherdamage that might affect the in-tegrity of the valve stem.

The average life ofthe battery inside abrand new factory

TPMS sensor is around 7to 10 years depending on

use. The more the vehicle isdriven, the more often the TPMSsensors generate their signals

and the faster they use up its re-maining battery life.

If the technician finds a tirepressure sensor that is not func-tioning or reading accurately, the

natural assumption is that thesensor is the problem and that re-placing the sensor will fix it.Usually it will. But until the restof the TPMS system is checked,there’s no guarantee a bad sensoris the only problem that may be affecting the operation of thesystem.

If all of the sensors appear to beworking normally, and all of thetires are inflated to the recom-mended pressure, but the TPMSwarning light is remaining on orflashing, the technician will have todig deeper to uncover the fault.

Technicians need a TPMS tool orscan tool that can communicatewith the TPMS system via the OBDII diagnostic connector under theinstrument panel.

The technician mightfind a code indicatingone or more bad tirepressure sensors be-

cause there is no signalcoming from the sensor.

The problem could be adamaged or shorted antenna

near the wheel, or a wiringfault between the antenna and

the TPMS module. If a TPMS module is not receiv-

ing a good signal from one or moresensors, the technician will need tocheck the antenna wiring for conti-nuity and problems such as shorts,opens or high resistance. A voltagedrop test across any wiring connec-tions should read 0.10 volts or less.Finding a higher voltage dropreading, it indicates excessive re-sistance that is affecting the qualityof the signal. CM

TECH TIPS

Many Issues Can Cause A TPMS Warning Light To Illuminate

FAIRFAX, Va. – Responding to anincreasing number of automotivemanufacturers recommending low-er viscosity motor oils, ExxonMobilrecently added SAE 0W-20 viscosity to its Mobil 1 ExtendedPerformance product line. Accord-ing to ExxonMobil, Mobil 1 Ex-tended Performance 0W-20provides outstanding levels of per-formance, cleaning power and en-gine protection for up to 15,000miles between oil changes.

Mobil 1 Extended Performance0W-20 is a proprietary blend ofhigh-performance synthetic basestocks with a balanced additivecomponent system, designed tohelp deliver performance and pro-tection during long service inter-vals, the company states.

ExxonMobil backs all Mobil 1 Ex-tended Performance motor oils withguaranteed protection of critical en-gine parts for up to 15,000 miles orone year, whichever comes first.

Mobil 1 Extended Performancesynthetic motor oils are recom-mended by ExxonMobil for manytypes of modern vehicles, includ-ing high-performance turbo-charged gasoline and multi-valvefuel injected engines found in pas-senger cars, SUVs, light vans andtrucks.

Mobil 1 Extended Performance isalso available in SAE 5W-20, 5W-30, and 10W-30 viscosity grades.For more information about Mobil1 Extended Performance 0W-20and the other available viscositygrades, visit www.mobil1.com.


AFTERMARKET NEWS

ExxonMobil Introduces SAE 0W-20 Viscosity Motor Oil

SPENCER, Iowa – Arnold Motor Supply and the Auto Value PartsStores of Nebraska and Iowa have recognized Greg Mattern, senioraccount rep for 3M, as the 2013 Manufacturer’s Rep of the Year forThe Arnold Group. The award was presented to him at the company’s VIP golf outing held in Spencer, Iowa, on Sept. 4. Thisaward recognizes the top manufacturer’s representative calling onthe Arnold Group.

Mattern, from Sioux Falls, S.D., has been in the automotive after-market for 26 years. According to Brad Edwardson, sales managerfor The Arnold Group, “Greg goes wherever he is needed and he isalways looking for ways to improve market penetration. He is oneof the few manufacturer’s representatives that is willing to call onour stores and make sure that we have the right products andknowledge to be successful.”

Greg Mattern Of 3M RecognizedAs Arnold Group Rep Of The Year

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For some, self-esteem is a problemwhile others, they may have toomuch! We all have our ups anddowns in each day, in both our per-

sonal and business lives. Nathaniel Braden wrote one of the first

self-help books on the subject, back in 1969called “The Psychology of Self-Esteem.”His friendship with author Ayn Randcaught my interest and I began readingabout him and his thoughts on self-esteem.

“Not a great deal is known about the fac-tors in childhood that doubtless underlie a

KEEPING IT SIMPLEBy Gerald Wheelus

Self-Esteem: What Is It To You?

person’s choice of career — I’m talkingnow about a career to which one is pas-sionately committed, in contradistinctionto a career chosen merely as a means ofearning a living,” Braden wrote.

We are in a very difficult industry.Many of you reading this are competitorsof mine, sometimes friendly competitorseven. Many of you wake up each daywith the attitude that this is simply a joband a way to earn a living, yet still manyof us see it as our chosen career, asBraden described.

Many of you wakeup each day with theattitude that this issimply a job and away to earn a living,yet still many of ussee it as our chosencareer, as Bradendescribed.

For those of us who see it as a ca-reer, it weighs on our ego (self-es-teem) when we are not at our bestor mistakes are made. We don’t seemistakes as just another problemor day at the office; they keep usup at night.

Self-esteem is a very difficultthing to measure and virtually can-

not be measured by someone else.However, I took a quiz onwww.psychologytoday.com. I am notsure what the score of 77 means,but the synopsis following the testquoted as this: “You generallydon’t concern yourself too muchabout being rejected by others, al-though it does cross your mind

from time to time. However, youdon’t really seem to be the type tobend over backwards in order toget and keep other people’s ap-proval - at least not too often.

“Rejection by the people in yourlife may very well hurt you andmay be something you have expe-rienced before, but you try not tolet it affect how you feel aboutyourself. Although you likelyknow this, the only approval youshould be worried about is yourown. Moreover, when you respectand approve of yourself, you aremore likely to project an image toothers that says, “I am worthy, andI have much to offer to someone.”

Whomever wrote the synopsissounds like they know me verywell based on the 35-question test.Many who know me know I do nothave a “self-esteem” issue unless itis too much of it. So the test was ofno surprise to me.

The problem is too many of ourfellow counter professionals do notshare the same self-esteem. Once afellow employee had his self-es-teem hurt by another employeeand the employee came to me toshare his feelings. Unfortunately, Idid not take it seriously.

However, after some time hadpassed and I had thought about it,I realized I should have donesomething to help improve thatperson’s ego. If I would have takentime to study this self-esteem yearsago, I would have understood thatnot everyone has an ego that doesnot need to be built up.

The next time one of our own isdowntrodden, lift them up with aword of sound advice. If it is just ajob, then let’s make it the best job inthe world. If it is a career, then bringothers into the fold and help them toknow this job has been a career formany of us and do not allow themto diminish our self-esteem becausethey do not take it seriously. CM


KEEPING IT SIMPLE

Gerald Wheelus is general manager ofEdgewood Auto Parts, Edgewood, Texas.


Depending on the quality ofgasoline the vehicle owner isusing, fuel additives may beneeded. The EPA sets

minimum levels for fuel system clean-ers that gasoline retailers must follow tokeep fuel injectors clean. But critics havesaid the minimum levels are too low formany vehicles. What’s more, some retail-ers cut costs by reducing the amount offuel cleaning additives in their regulargrade fuels (premium often containshigher levels of additives).

Gasoline retailers that subscribe to the“Top Tier” voluntary standards for fuelsystem additives use significantly high-er concentrations of detergents and othercleaners to keep engines clean. But if avehicle owner has not been using aTop Tier fuel, they may need touse a fuel injection cleaningadditive to keep their fuel in-jectors and engines clean.

Some fuel system cleanersare formulated to prevent theaccumulation and buildup ofvarnish and carbon deposits ininjectors, intake valves and com-bustion chambers. These kinds ofproducts can be used at every fillup, or as recommended by theproduct supplier. Other fuel sys-tem cleaning products are formu-lated to remove deposits that arealready there to restore perform-ance and fuel economy. These areusually one-time treatments, or maybe recommended every oil change(3,000 miles) to clean the fuel system.

What about diesel?

The vehicle manufacturers all say diesel fuel condi-tioner treatments are not required. However, most

diesel technicians will tell you that using a diesel fuelconditioner on a regular basis can greatly reduce therisk of fuel-related problems caused by moisture inthe fuel, cold weather and lack of lubricity in mod-ern low-sulfur diesel fuels.

Diesel fuel contains paraffin that can form waxcrystals and clog the fuel line and filter when thetemperature drops below the fuel’s “cloud point,”which can range from -10 degrees F up to 40 de-grees F depending on the grade and blend of thefuel. Diesel fuel conditioners typically lower the“cold flow pour point” 30 to 40 degrees, whichcan reduce the risk of waxing and a no startcaused by fuel gelling.

Water contamination in diesel fuel also cancause problems, including rust, abrasion

wear inside the high-pressure fuel in-jectors, loss of performance and

microbial growth in the fueltank. Diesel fuel line filters in-clude a fuel/water separatorto get the water out, but theseparator doesn’t protect thefuel in the tank. So an addi-tive that disperses watercan help protect the entirefuel system from water.

Additives also canmake up for lost lubricityin low-sulfur fuels, andboost the cetane rating ofthe fuel several pointsfor more power and fueleconomy. Most addi-tives also contain clean-ers to keep the fuelinjectors clean.

Some diesel fuel con-ditioners are designed for

year-round use, while others are forwinter use only. And if a fuel line has gelled, there arealso additives that can “thaw” out the line by dissolv-ing the wax crystals. CM


Are Fuel Additives NeededWith Today’s Gasolines?

Photo from digitalreflections / shutterstock.com


When it comes to customer service,RealTruck aims for amazing.

The Jamestown, N.D.-based com-pany was founded in 1998 whenmany people said consumers wouldnot purchase accessories for theirtruck, car or SUV over the Internet.

But RealTruck’s innovation hasproven skeptics wrong, earning aspot on Inc. magazine’s 2013 list ofAmerica’s 5,000 fastest-growingcompanies, as well as Internet Re-tailer’s Mobile 500 Guide rankingsof both the fastest-growing (No.eight) and largest (No. 304) mobilee-commerce websites.

While this growth has been goodfor business, it’s put a strain on cus-tomer service, especially in han-dling order information andreturns.

Connecting with suppliers

As a purely online retailer, Real-Truck has no inventory and relieson suppliers to ship products di-rectly to its customers. Getting in-formation from these suppliersabout product availability andwhen items were shipped requiredmanual data entry and monitoringby RealTruck staff, keeping cus-tomers waiting for updates.

But with the integration of a UPStracking API, RealTruck communi-cates directly with its suppliers, cus-tomers and UPS. When a supplier isidentified and order placed, Real-Truck and customers are notified us-ing UPS tracking technology.

Renovating returns

RealTruck’s returns process hadfailed to grow along with the com-pany, proving inefficient and time-consuming because much of it wasdone manually, creating a greaterchance for error.

RealTruck staff began workingwith UPS to look for a returns solu-tion. The company incorporatedUPS Returns and its API so the RealTruck and UPS software couldcommunicate with each other.Now RealTruck, not its customers,takes control of returns.

“We email the label to the cus-tomer. They print it, tape it to thebox and drop it off [at any UPSpickup site],” says Debi Reberg, RealTruck’s customer loyalty man-ager. Once the package is pickedup and scanned, the tracking num-ber auto-populates in RealTruck’ssystem, and the company canprocess the refund or exchange.

“Our customers are excitedabout using UPS, as there are somany places to drop off their pack-age,” Reberg says.

With the new, streamlinedprocess, shipping is now offeredfree, a perk that sets the companyapart from competitors. The com-pany cut the time it takes toprocess a return from four weeksto four days. One happy customerrecently wrote: “This is one of thebest online buying experiences Ihave ever had. RealTruck has acustomer for life.”

advertorial

RealTruck Stomps On The‘Growth Accelerator’

RealTruck Value PropositionUPS APIs keep customers in theloop and improve their experi-ence:• Simplifies processing by syncingwith supplier and UPS systems forimproved data flow and immedi-ate order visibility• Sends real-time notifications ofshipment to customers, and Real-Truck can send invoices faster• Saves time and improves accu-racy by retrieving informationfrom original orders to create re-turn labels to email to customers• Improves the returns experi-ence, allowing customers to leavepackages at any convenient UPSdrop-off location• Expedites refunds and ex-changes by entering the returnpackage into the company systemwhen picked up and scanned

To learn more about UPS Autogistics solutions for aftermarketparts retailers, visit ups.com/autoretail.


Awater pump is fairly sim-ple and consists of a castiron, aluminum orstamped steel housing, a

shaft mounted “impeller” thatmoves the coolant through thepump, a shaft seal (usuallyceramic) and ball or roller bearingsto support the shaft. Seal failurewill allow coolant to leak out of thepump, while bearing failure willoften make the pump noisy.

Most water pumps are belt-dri-ven off the crankshaft, but on someengines, the pump is driven by thetiming belt. On most engines, the

pump pulls coolant in through thelower radiator hose and routes itinto the block and heads. On “re-verse flow” systems, the pump firstroutes the coolant into the head(s)and then to the block. Some pumpshave additional inlet and outletports for heater hose and bypassconnections. Many OEM waterpumps are capable of going 100Kto 150K miles or more, but may failsooner for a variety of reasons.Cooling system neglect can shortenthe life of the shaft seal. Fan imbal-ance on applications where a me-chanical cooling fan is mounted to

the front of the water pump alsocan shorten the life of the waterpump shaft bearings and seal.

Because of the many differencesin OEM water pump designs,make sure the replacement pumphas the same mounting configura-tion, bolt locations and hose con-nections as the original. Likewise,it is important to compare pumpheights, as these may also vary de-pending on the dimensions of thetiming cover or other belt-drivenengine accessories. When a waterpump is replaced, the cooling sys-tem should be drained, flushedand refilled with a fresh mixture ofantifreeze and water to restoreproper cooling performance andcorrosion protection. CM

TECH TIPS

Water Pump Design


I’m not it! Really, what I mean is that I’mnot IT. I’m not a programmer, not a sys-tem designer, not even a network spe-cialist; I’m just a user. I always have

been a user of technology, never being anygood at building the thing, just very curi-ous about using it. I started selling autoparts when I was a teen, and back then Ifigured out how to use a telex machine onmy own. That telex was used to placeorders for auto parts across the Atlantic.That telex became an important steppingstone for me in moving up in the autoparts world — from the hot and steamywarehouse to the cool front office.

Soon after college, I got a great job as anassistant parts manager at a Ford dealer-ship, mostly because Ford changed therules to place weekly stock orders andmandated that all orders be compiled andtransmitted using a computer with a 5 ¼-inch floppy disc drive. Never mind mynewly acquired and expensive businessschool bachelor of science degree in organi-zational behavior — I knew how to load afloppy and transmit an order. “That’s what

COUNTER-TECHBy Mandy Aguilar

I’m Not ITwe need Mr. Aguilar — the job is yours.”

The dealer needed me desperately sinceno one else in their whole organizationwanted to lay hands on that computer.Those floppies were like some quasi-mili-tary, NASA-worthy artifacts: double-densi-ty 5 ¼-inch discs, capable of storing a thenprodigious 1.2 megabytes of data. Theywere capable of storing data on both sidesof the disc, but the computer drives at thetime only wrote on one side, so you had toeject the disc and flip it like an old musicrecord; yep, you had to flip the floppy!

The Internet boom was still years away,and the need for tech-savvy dwindled a bitin our industry. Thankfully, this lull gaveme chance to learn how to actually sellsome auto parts, which is really how I’veearned a living all of my life. My affinityfor all things tech has continued all theseyears, and still is what keeps me excitedabout our industry; it is the reason why Iwrite this column every month, and is thereason why many of my peers think I’m“the IT guy.”

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

The Parts House.

I’m not aprogrammer, nota systemdesigner, noteven a networkspecialist; I’mjust a user.


Track Talk

Someone once said, “it’s notwhere you start, but where youfinish.”

Considering the path to hiscurrent career in motorsports,that person could have beentalking about Jonathan Sickler.

For the past four years,Sickler has been an integralpart of Rev Racing in theNASCAR K&N Pro Series East,where he serves as a finish fab-ricator and drives the team rigthat hauls the Toyota racecars.

All those miles on the roadand hours in the garage couldtake a toll on a person, but notSickler.

“If you’re passionate aboutwhat you do and enjoy it, itdoesn’t seem like work,” saidSickler.

Even if it doesn’t seem likework, the time and effort heand his team put in this yearwas well worth it.

In 2012, Rev Racing withdriver Kyle Larson captured theNASCAR K&N Pro Series Eastcrown using engines built bycurrent Universal TechnicalInstitute (UTI) students in theSpec-Engine Program. That vic-tory marked the first NASCARtouring championship for RevRacing and NASCAR’s Drivefor Diversity initiative.

This season, Rev Racing hasalready scored three wins inthe competitive NASCAR K&NPro Series East division.

More than a decade ago,when Sickler was installing carstereos in Pinellas Park, Fla.,NASCAR championship tro-phies were not exactly top of

mind. However, as he workedmore with cars, he developed apassion for them, beyond thestereo component.

Taking on the same tasks,day after day, he was ready fora change, and knew thatexpanding his knowledge ofcars was the first step.

At 25, Sickler packed up hisbelongings, drove across thecountry and enrolled at UTI-Avondale, and completed the51-week Core AutomotiveProgram. With a solid mechan-ical foundation, Sickler wasready for more, and “Race City,USA” and NASCAR Tech washis next pit stop.

“The curriculum was reallystrong and I was at the agewhere I was mature enough tounderstand what I wanted todo and how I was going to getthere,” said Sickler, who gradu-ated from NASCAR Tech in2003. “The school provided aplatformfor me toa c c o m -plish mygoals.”

At 27,S i c k l e rwas notdeterredf r o mreachingthe pinna-cle of ther a c i n gw o r l d ,p r o v i n gthat nom a t t e ryour age, a

career in the automotive indus-try is possible.

“Shops and race teams arelooking for qualified, skilledand passionate individuals,”said John Dodson, communi-ty/NASCAR team relationsdirector at NASCAR Tech.“Those are the types of gradu-ates we turn out, and they getthe job done.”

“You have to have an educa-tion in automotive technologyto get into racing,” said Sickler.

“It’s really competitive andhands-on experience is the dif-ferentiator race teams are look-ing for.”

Sickler realizes how fortu-nate he is to be in this posi-tion and wants others to knowthat all things are possible.

“Whatever you put intolife you will to get out of it,”he said. “If you work hardand believe in what you’retrying to accomplish, you cando it.”

Sickler Proving Passion Pays Off

Sickler has helped Rev Racing capture three wins in the NASCAR K&N Pro Series East this season.

Photo courtesy of Getty Images

NASCAR Tech grad and Rev Racing pit crew member, Jonathan Sickler,

proves it’s not where you start, it’s where you finish. Photo courtesy of

Scott Hunter, NASCAR Productions

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

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Zep Automotive Introduces NewPatent-Pending Non-Chlorinated 50-State Compliant Brake Cleaner

Zep Automotive has released a refor-mulated, non-chlorinated 50-state compliant Brake Cleaner featuring anultra-low VOC content with full-strength cleaning power. Zep Automo-tive’s Patent Pending Brake Cleanerdelivers excellent cleaning powerwhile meeting California ARB, OTCand LADCO VOC requirements. Itquickly and easily removes brake flu-id, oil, grease and other brake assem-bly contaminants from brake partswhile also helping to silence discbrake squeal and chatter. Automotivemechanics and industrial maintenance professionalswill appreciate the cleaning power of the reformulat-ed, low-VOC formula, while shop owners will appre-ciate how its effectiveness extends the cleaningcapability of a single can and benefit from the associ-ated reduced waste. Automotive aftermarket retailerswill appreciate the option to stock a single 50-statecompliant formula with efficacy, matching the bestbrake cleaners on the market. The new formula isavailable in both 20-ounce aerosol cans and 55-galloncontainers and is available exclusively at AdvanceAuto Parts.

MARKETPLACE

Standard Motor Products Introduces QWIK-SENSOR Multi-Coverage Cloneable TPMS Sensor Line

Standard Motor Products Inc. (SMP) has introduced its new QWIK-SENSOR Multi-coverage cloneable TPMS sensor line. SMP’s new TPMSsensor line complements the Standard and Intermotor OE-matching,

cloneable TPMS program. The QWIK-SENSOR offering isengineered with the technological advancements that

customers have come to expect from the company. The linewill cover 94 percent of all domestic, European and Asianapplications with three multi-coverage TPMS sensors.

QWIK-SENSOR Multi-coverage TPMS sensors are easilyprogrammed with the new TechSmart T55003 TPMS tool and

can be ID-cloned or factory relearned, technician’s choice. EachQWIK-SENSOR is available in two valve stem configurations,

metal or rubber, to match the proper application. QWIK-SENSORTPMS sensors are color-coded for easy identification, come fully

assembled right out of the box and once activated, are ready forinstallation and will work with all major brands of TPMS tools.

Two New Products From Meguiar’s Everyone has experienced that moment wherethey have three bags in their hand, a kid in onearm and a toddler at your feet pulling at your shirt– and not a second later you spill your entire coffeeall over your passenger seat, which ultimatelymakes its way to the carpet. The advanced formulaof the Meguiar’s Carpet and Upholstery Cleaner iseasy to use and quickly removes common stainssuch as coffee, grease, ketchup and lipstick. Itsfast-acting foam penetration ensures fast stain-fighting qualities that will treat the affected areabefore letting the stain set in. The Meguiar’sUltimate Interior Detailer is safe to use on allinterior surfaces (evenleather and navigationsystem screens) anddoesn’t leave behind thatgreasy look or feel. Itcomes in a convenient 16 fl.oz. spray bottle. To use,simply spray on and wipeoff. You can keep theseproducts in the trunkand grab whenever,which can savemoney on bothweekly car washesand the value ofyour car in the longrun.


September is traditionally “Back toSchool” season, so I’d like to talkabout a different set of numbersthis month. Back in high school,

margins were the edges of the paper thatyou made extra-large so your book reportfilled more pages. At the counter, you wantextra-large margins so your daily deposithas more zeros. There is a differencebetween “margin” and “markup,” andwhat you don’t know about them is poten-tially costing you money.

Even though most part stores have apoint-of-sale system that calculates pricing,there are times when the parts specialisthas to break out the calculator (or even apen and paper!) to figure out the resaleprice of a part. This is usually where aparts specialist leaves some money on thecounter, by miscalculating the true profitmargin of what they are selling.

Thirty percent (30 percent) is a greatprofit margin for resale, and is easily calcu-lated. It is the example that we will usehere, but other percentages can easily besubstituted as needed. Most people wouldassume that if you want to make 30 percenton a $100 part, you would multiply thecost of a part by 1.30 and call it good. Thatis called “markup,” but it’s not as prof-itable as you think. If you want to make anactual 30 percent profit margin, you woulddivide that cost by 70 percent, which is theremaining part of 100 percent (shown be-low as 0.70).

For example:

No. 1 (markup method) $100.00 × 1.30 = $130.00No. 2 (margin method) $100.00 ÷ 0.70 = $142.86

By Tom Dayton

How To Calculate Marginal Markups

There is a $12.86 difference between the30 percent markup and 30 percent marginmethods shown here. If you are using sim-ple markup to calculate your selling price,chances are your customer is happy aboutyour great prices, but your accountant iswondering why your profits are so low.

Here’s why:

Using example No. 1, the selling price($130.00) minus the cost ($100.00) equals$30.00. Divide that by the selling price($130.00), and it gives you a gross profitmargin of only about 23 percent.

$30.00 ÷ $130.00 = .230769, or 23.0769 percent

Do the same calculation with exampleNo. 2 and you arrive at the 30 percent thatwe were looking for originally:

$42.86 ÷ $142.86 = .300014, or 30.0014 percent

Now, math was my least favorite subjectin high school, and I don’t expect anyoneto go through this whole process for everysale they make. Instead, here’s a chart ofsome popular gross margin percentagesand an easy multiplier that will get youclose to that intended gross profit marginwithout a lot of extra math.

Gross Margin % Multiply By:15% 1.1820% 1.2525% 1.3430% 1.4335% 1.5440% 1.67

If you are usingsimple markupto calculate yourselling price,chances areyour customer ishappy aboutyour greatprices, but youraccountant iswondering whyyour profits areso low.

Tom Dayton is operationsmanager for JS Auto Supplyin Jamestown, N.Y., andwas Counterman’s CounterProfessional of the Yearfor 2009.

BY THE NUMBERS

Three times in the past twomonths I’ve walked into meetingswhere people assumed I was the ITguy. There is nothing wrong aboutbeing the IT guy or gal; on the con-trary, I’m in awe of those folks —without them, my job will be a ma-jor drag. No, no, my issue is thatpeople come to me at these meet-ing assuming I can program theirmachines, on create their Websites,or enable their networks, and I justdisappoint them when I say “I’mjust a user ...”

Interestingly enough, I have dis-covered that lots of people want totalk to IT; not so for us, the lowlyusers.

Remember the original “Tron”movie back in the early 80s? I was

a big fan, still am, although thatthing looks so dated now. JeffBridges plays Flynn, a human thatgets sucked in a computer androams around a fictional digitizedworld inside the machine. He lookslike other “programs,” but he isnot. At one point he admits, “it’stime I level with you, I’m what youguys call a user.” That has alwaysresonated with me! I’m happy be-ing a user; heck, I’m obsessiveabout it. No doubt, it has shapedmy career in our industry in moreways than I can think of.

I soon realized that the morepeople I taught how to use thetechnology I was familiar with, themore parts they bought from me.My reaction when this started tohappen was one of doubt: how can

I outsell seasoned auto parts sales-persons and competitors just byshowing our customers my techtips and tricks? It was the stuff ofmagic, and still is.

Just this weekend, I showed anew counter guy at an old jobberstore the new Standard MotorProducts app for Smartphones.The app has an easy-to-use bar-code reader: just point it to theUPC code label on a competitor’sbox and get the SMP number,with pictures to boot. The coun-terman shared the info on hisphone with his customer right atthe counter and convinced him toupgrade to the premium brand,and we went on to make a sale!Indeed, I’m not IT, but I do nowhow to use it. CM


COUNTER-TECH

Advertiser Page Advertiser PageAAPEX 1Advics Cover 3Airtex Corp. Cover, 20, 21Aisin 54Amsterdam RAI | International Exhibitions 7Auto Care Association 3, 39Autologue Computer Systems 40, 41Rislone 18Bilstein of America 13Campbell Hausfeld 10CARDONE Industries 15Contitech Antriebssysteme GmbH 17eBay 24ExxonMobil Cover 4Federal-Mogul Motorparts 5Federal-Mogul Motorparts/Anco 22, 23Federal Process Corp. 73Federated Auto Parts 25Gabriel Ride Control 35Gates Corp 29GMB North America 51ITW Global Brands 57MAHLE Clevite Cover 2Motor Components LLC 47

Nissan Motor Corp. USA 69NUCAP Industries 14, 16, 80Packard Industries 8Permatex Inc 11Philips Lighting 26Pilot Automotive 38Robert Bosch Corp. 43, 45Schaeffler Group USA 19Spectra Premium Industries 33Standard/Standard Motor Products 31Intermotor/Standard Motor Products 49Stellar Automotive (Lube Guard) 9Litens Automotive Group 46Timken 12Tracer Products/Spectronics Corp. 28Tri Star Engines & Transmissions 52Trico Products 53TYC/Genera Corp. 55Uni-Select 37UPS 58, 59US Motor Works 60Walker Products 61WIX Filters 50, 63Wizards Products/RJ Star Inc. 27

■ ■ ■

Visit Mandy’s blog: www.mandyaguilar.com

Continued from page 62

ADVERTISEHERE!Jennifer Hazen

Classified Sales Mgr.330-670.1234 ext. 224

Fax 330.670.0874 • [email protected]

CLASSIFIED

chemical can be used to clean outhoses, and also may be effective atcleaning a condenser with serpen-tine tubing. But condensers withparallel tubing or extremely smallpassages is nearly impossible toclean and should be replaced alongwith the orifice tube, and accumu-lator or receiver/drier before in-stalling a new compressor.

Loss of lubricant is usually theresult of a leak somewhere in thesystem. If refrigerant is leaking outof a hose connection, pinholes inthe evaporator or condenser, orpast the compressor shaft seal, italso will allow refrigerant to leakout as well. Over time, this canslowly starve the compressor forlubrication causing it to fail.

Different compressors requiredifferent types of PAG oil, so makesure your customer gets the correcttype of PAG oil for their vehicle.Using the wrong PAG oil can voidthe compressor warranty and leadto premature compressor failure.

An add-on sales opportunity isto recommend installing an in-line filter in the liquid line be-tween the condenser and orificetube or expansion valve. Thiswill trap any debris that mightstill be lurking in the system be-fore it can cause a blockage or be

sucked into the new compressor.Another preventative device is afilter screen that can be installedin the compressor suction hoseinlet. This will stop debris frombeing pulled into the compressorfrom the evaporator.

The radiator and condensershould also be inspected for air-flow obstructions, and cleaned asneeded to assure good airflow andcooling. The operation of the elec-tric cooling fan and relay shouldalso be checked to make sure thefan comes on when the A/C com-pressor is engaged.

Once a new compressor has beeninstalled, it should be turned over10 times by hand to clear any resid-ual shipping oil from the cylindersthat might hydrolock and damagethe compressor. The A/C systemalso must be evacuated with a vac-uum pump for 30 to 60 minutes toremove all traces of air and mois-ture from the system before thesystem is recharged with refriger-ant. If the system cannot hold avacuum, it has a leak somewherethat will have to be found and re-paired before it is recharged withrefrigerant. This can be done withleak detection dye or an electronicleak detector.

Finally, recommend a new drivebelt for the compressor. CM

counterman.com 73

TECH FEATURE

A/C continued from page 28


Arnott: 25 Years of Innovation and Growth

Arnott will celebrate its 25th anniversary of manufacturing quality after-market air suspension products for luxury vehicles at this year’s AAPEXtrade show in Las Vegas (Booth No. 4471). From the days when mostparts were made-to-order, to today’s modern, 300,000-square-foot fa-cility including multi-line processes with laser-cutting machinery, state-of-the-art shipping, and a multilingual call center, Arnott foundersalways believed the company would become the global leader in re-placement air suspension components.

While Arnott’s success is largely the result of daily, painstaking at-tention to the core beliefs of customer service excellence, incorporat-ing the highest quality components and providing truly affordableproducts backed by superior warranties, today Arnott continues to inno-vate with additional national and international warehouses, a substantial in-crease in research and development and product availability through theindustry’s leading auto parts distributors.

With new parts being released monthly, supported by additional distribution,Arnott is poised for continued growth.

Federated Auto Parts has developedan addition to its friction offering witha new co-label line developed andsupplied by Wagner Brake. The newproduct line is a premium offering de-signed for professionals that was ex-clusively designed for Federatedmembers and their customers.

The line uses the highest-perform-ing formulas specific to each applica-tion and includes System SynergyTechnology (SST), which is an OE approach tobrake design that ensures the interaction of allbrake components to provide the ultimate per-formance.

Each set of Federated Professional Premium isengineered and designed to match the OE padin fit, form and function and uses premium formulationsand shims designed for ultimate performance on each ap-plication.

The System Synergy Technology focuses on managing theNVH (noise, vibration and harshness) issues through test-ing and validation of the various components used in discpad designs. While many consider a disc brake pad onecomponent it actually consists of many different compo-nents including backing plates, shims, hardware, along with

friction material, slots and chamfersthat all must be designed to work to-gether to deliver ultimate perform-ance.

Working with Wagner Brake ex-perts, Federated has developed aproduct line that uses OE designs,and improvements in materials andcomponent integration, to deliversuperior performance to other after-market lines. The Federated Profes-

sional Premium line provides superior brakingperformance, long life and quiet operation forcustomers who perform premium brake serviceand have a reputation for using high-qualitybrand name parts.

Federated Professional Premium brake usesan OE approach to the design process that delivers the ul-timate in overall performance for the professional serviceprovider and is available exclusively from members andaffiliates of Federated Auto Parts. For more information,visit www.federatedautoparts.com.

Federated Offers Premium Braking Performance for Today’s Vehicles

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Spectra Premium Industries is proud to introducea new line of cooling fan assemblies to its existingproduct assortment.

Identified as a market leader in the heating and cooling industry, this new line of coolingfan assemblies complements the existingcategories of radiators and A/C condensers insupporting both the traditional replacement andcollision market opportunity.

The introduction of these cooling fans will be afull line launch consisting of more than 500SKUs covering more than 95 percent ofautomotive and light truck coverage for bothdomestic and import vehicles. This productcategory will be backed by an industry leading customersatisfaction warranty and benefit from a dedicated developmentprogram specializing in space reduction initiatives and new model introduction.

YEARS

Spectra Premium Introduces New Line of Cooling Fan Assemblies

Raybestos Brand Brakes Features Element3 BrakePads with Enhanced Hybrid Technology (EHT)

Gain a new level of control and confidence with Element3automotive brake pads with Enhanced Hybrid Technology(EHT) from Raybestos brand brakes. This innovative engi-neering breakthrough is the world’s first hybrid brake pad todeliver the best attributes of both ceramic and semi-metallic ina single compound. Element3 supports optimal braking per-formance and control, plus increases stopping power, evenunder the most aggressive braking conditions. Element3 is for-mulated for long life, less noise, reduced dust and unsur-passed durability.

Element3 also features exclusive QUIET STEEL noise reduc-ing shims with a damping system construction to promote quiet stoppingfor added performance in a wide variety of temperature ranges and vehicle applications.

For a complete repair, abutment hardware and attached electronic wearsensors are included, where applicable.

To learn more about Element3, visit Raybestos brand brakes at AAPEXBooth No. 838 or www.raybestosbrakes.com.

Contact Info:4400 Prime Parkway ● McHenry, IL 60050

(815) 363-9000 ●www.raybestosbrakes.com

For more information, visit us at AAPEX Booth No. 1238, or www.spectrapremium.com


Pilot Automotive has partnered with a leading world-class man-ufacturer of electric fuel pumps, module assemblies, sending unitsand fuel strainers to form APEX FUEL PUMPS. APEX FUELPUMPS was founded on proven, patented, proprietary designscurrently being installed as original components by world-classautomakers.

Using state-of-the-art machining centers coupled with the high-est-quality raw materials and components, the professional tech-

nician can be assured APEX FUEL PUMPS will provide first-timefit, form and function.Each unit is “wet”-tested before leaving the manufacturing floor

to ensure at a minimum, the flow volume, peak pressure, pressureload, AMP ratings and noise decibel ratings meet or exceed the orig-

inal equipment design.For more information, visit www.pilotautomotive.com

or call 800-237-7560.

APEX Electric Fuel Pumps, Modules and Sending UnitsFrom The Auto Parts Experts At Pilot Automotive

K-Seal Goes From Strength to Strength

K-Seal Permanent Coolant Leak Repair by Solv-Tec is rapidly becom-ing the choice of the professional mechanic around the world. Origi-nally developed 10 years ago, K-Seal has sold millions of bottles inthe U.S. and worldwide. K-Seal is a simple to use “Pour & Go” for-mula which permanently fixes leaks in the head, head gasket, block,radiator, heater core, water pump casing and freeze plug. It is the onlycoolant stop leak product to have been independently universitytested to meet ASTM D3147. Patrick O’Brien, CEO, explains more.“We know that K-Seal does a great job but we felt it was important toback this up with independent testing. When it comes to recommend-ing a coolant leak repair product, countermen can be sure that K-Sealwill be effective and safe to use in their customers’ engines.”

For further information contact:

Patrick O’[email protected]: 609-261-4242

counterman.com 77

Magnum Gaskets and Chevrolet: Big Coverage for Small Blocks

Many would say that the Chevrolet Small Block V8 was the most important engine de-sign of the 20th Century. What began as a lightweight, economical powerplant de-signed for the highways of the 1950s, became the basis for a range of engine sizes, typesand purposes that live on in the 21st Century. Magnum covers all generations of smallblocks, including reman engines, crate motors and high-performance applications.Passenger Cars & Trucks Years Magnum # Set Type265, 283, 302, 305, 307, 327, 350, 400 Chev V8 1955-2002 HB33001 Head Bolt Set283, 302, 307, 327, 350 Chev V8 1955-2002 HG10000 Head Gasket305 Chev V8 1976-1992 HG10014 Head Gasket265, 283, 302, 307, 327, 350 Chev V8 1957-1980 HS13012 Head Set305 Chev V8 1976-1979 HS13102 Head Set265, 283, 302, 307, 327, 350 Chev V8 1956-1968 MS18277 Intake Manifold Gasket Set302, 305, 350, 400 Chev V8 1969-1979 MS18010 Intake Manifold Gasket Set350, 400 Chev V8 1974-1978 MS18134 Intake Manifold Gasket Set265, 283, 302, 305, 307, 327, 350, 400 Chev V8 1955-1988 MS18013 Exhaust Manifold Gasket Set265, 283, 302, 307, 327, 350, 400 Chev V8 1957-1974 OS21021 Oil Pan Gasket Set305, 350, 400 Chev V8 1975-1980 OS21030 Oil Pan Gasket Set305, 350, 400 Chev V8 1975-1985 OS21046 Oil Pan Gasket Set305, 350,Chev V8 1986-2002 OS21001 Oil Pan Gasket Set265, 283, 302, 305, 307, 327, 350, 400 Chev V8 1955-1986 VS25027 Valve Cover Gasket Set265, 302, 305, 307, 327, 350, 400 Chev V8 1955-1986 VS25067 Valve Cover Gasket Set283, 302, 305, 307, 327, 350, 400 Chev V8 1957-1986 VS25068 Valve Cover Gasket Set

Performance Engines Years Magnum # Set TypeChev SB Perf V8 - Stock and small race ports 1955-1985 MS81001 Intake Manifold Gasket SetChev SB Perf V8 - Medium race ports, stock port and bolt locations 1955-1985 MS81002 Intake Manifold Gasket SetChev SB Perf V8 - Stock ports 1955-1985 MS82004 Exhaust Header Gasket SetChev SB Perf V8 - Stock or small race ports and GM Vortec 1955-1985 MS82005 Exhaust Header Gasket SetChev SB Perf V8 - Large race ports 1955-1985 MS82006 Exhaust Header Gasket SetChev SB Perf V8 - Left side dipstick, thin front seal 1957-1974 OS84008 Oil Pan Gasket SetChev SB Perf V8 - Left side dipstick, thick front seal 1975-1979 OS84009 Oil Pan Gasket SetChev SB Perf V8 - 1-Piece gasket w/ dual dipstick, thick front seal 1975-1985 OS84005 Oil Pan Gasket SetChev SB Perf V8 - Right side dipstick, thick front seal 1980-1985 OS84007 Oil Pan Gasket SetChev SB Perf V8 - Engine w/1 piece rear main bearing seal 1986-1997 OS84006 Oil Pan Gasket SetChev SB Perf V8 - Fits most cylinder heads 1955-1985 VS83005 Valve Cover Gasket Set

2345 Waukegan RoadBannockburn, IL [email protected]

For more information or to find aMagnum Gaskets dealer, go towww.magnumgaskets.com

TROY, Mich. – Gabriel is relentless in its efforts to provide the most durable preassem-bled strut available because strut assemblies are vital to vehicle safety.

Gabriel precision engineers each new ReadyMount application to strict tolerancesof the original equipment part, the vehicle design and performance requirements.

Only components that meet Gabriel’s high standards are used in the assembly andGabriel starts with a MacPherson strut or coil-over shock design validated to1,000,000 cycles with a super-finished chromed piston rod for superior corrosion re-sistance.

Then, Gabriel rigorously tests the other component parts of the ReadyMount as-sembly. More than 10 grueling component and full ReadyMount unit tests are con-ducted on each new design to ensure function, proper wear and durability. Finally,engineers do a complete teardown analysis to certify there is no excessive wear oncomponents.

Gabriel takes it a step further by fit-testing and ride-testing each new design on thesame vehicle application for which it was designed to ensure faster installations,fewer comebacks and an ideal fit.

Not all manufacturers go to these lengths to test their products. We think it’s whatyou should expect, especially from the company that designed the first automotiveshock absorber in 1907.

950 Maplelawn ● Troy, Mich. 48084Answerman/Techline: 1-800-999-3903, M-F, 8AM-5PM, CT

www.gabriel.com ● AAPEX Booth No. 2621

Gabriel® ReadyMount® Fully Loaded Struts – Designed, Tested and Proven


The Best Choice – ADVICS Brake Discs and Ultra-Premium Brake Pads

The optimum control derived from ADVICS brake products as-sures safe and reliable vehicle performance for passenger carsand light trucks. Rotor wear can be attributed to many reasons,including the type of brake pad chosen. When replacing rotorswith ADVICS Brake Discs, it’s a good idea to also replace thebrake pads with ADVICS Ultra-Premium Brake Pads.● OE precision fit for safe, consistent, braking performance● Exacting tolerances ensure immediate and reliable response

to pedal input● Free flowing air through brake discs provide even heat

dissipation for longer life● Brake pads engineered to virtually eliminate vibration, noise

and pedal shuddersAs a premier supplier of original equipment brake system

products to well-known manufacturers such as Toyota andLexus, ADVICS manufacturers superior-quality, performance-driven, braking components. These specifications are derivedfrom extensive testing and engineering, including vehiclemovement simulations, brake squeal and vibration analysis, dy-namometer performance testing, durability assessment and in-vehicle calibration studies.

Contact ADVICS today at [email protected]

Headquartered in Fairfield, Ill., Airtex Fuel Delivery Systems is the leadingU.S. automotive aftermarket manufacturer of electrical and mechanical fueldelivery system components, including:

● Modular reservoir assemblies● Electric fuel pumps● Mechanical fuel pumps● In-tank sender and hanger assemblies

Airtex Provides:

Exceptional Quality● 79 years of OE and aftermarket expertise● Product designed to meet or exceed OE in fit, form and function● 100 percent quality tested throughout design, manufacturing and

assembly process

Unmatched Support● Free Tech Support Line: 1-800-424-7839● Interactive Diagnostics (Web and mobile)● “On-Demand” tech and installation videos for all of our 1700+

pumps, covering more than 242 million vehicles in operation● Training programs (Web and in-person)

AAPEX Booth #: 1838

Exceptional Quality. Unmatched Support.

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Since 1984, LUBEGARD, by International Lubricants Inc. (ILI), has been aworld leader in the research, development, marketing and sales of patentedhigh-performance lubricants and related products for the Automotive In-dustry. ILI, in collaboration with the U.S. Depts. of Defense and Agricul-ture, has spent millions of dollars in research resulting in more than 100U.S. and Foreign patents making us a world leader in innovative molecu-lar technologies.

LUBEGARD’s products have been approved, endorsed, recommendedand used by OEMs. We are the written solution in eight technical servicebulletins and endorsed by the largest transmission chains.

From our industry changing transmission additives, highly regardedCOMPLETE™ Whole Fluids line, Limited Slip Supplement and InstantShudder Fixx™ to our award winning Kool-It™ brand radiator treat-ments, you can be confident using the LUBEGARD® brand of automotivefluids. Technical support is always available through our 1-800-333-LUBEhotline or by email at [email protected].

Look for our new product introductions at AAPEX in booth No. 2671.

www.lubegard.com

Celebrating 30 Years of Innovation!

The KYB Strut-Plus is an all-in-one solution torestore a vehicle’s original handling and control.

The KYB Strut-Plus is the highest quality premium strutassembly available anywhere in the world. Every com-ponent in a complete strut assembly is critical to its over-all performance. That’s why the KYB Strut-Plus onlyincludes OE or better components.

At the heart of Strut-Plus is the KYB Excel-G GasStrut, which is built on the same KYB OE assemblylines and is calibrated to compensate for wear causedby vehicle age and miles driven. Where applicable, theKYB Strut-Plus also includes a new coil spring, mount,insulator, bearing plate and attaching parts. The KYBStrut-Plus comes pre-assembled, saves time on instal-lation, eliminates assembly errors and includes all ofthe hard to find components to get the job done right;the first time.

KYB Americas Corp.Kyle Freund ● 630-282-5366 ● www.kyb.com


As many of you know, part of myjob involves travel around thecountry to see and participate inindustry events. I always write

about the unique shops and vehicles I findalong the way.

This time, for once, I found myself off ournative soil. I was traveling though Europeand ran across some interest-ing sights. On the car front, itwas quite an eye-opener.Frankly, I recognized about 25percent of the vehicles on theroad. Interestingly, there weremany brands I was familiarwith, but at one point in timeor another they disappearedfrom our roads. Citroen, Peugeot, Opel, AlfaRomeo and Renault just to name a few. Ofcourse, there were Fiats everywhere alongwith the Mercedes Benz, BMW and the like.Then there were the ones I had never seenhere: Skoda, Lancia, Rover and Seat. Mostwere fairly unremarkable, but some of themsure caught my eye.

Then, of course, there were the offeringsfrom our domestic manufacturers. The sur-prising thing was that most carried differ-ent nameplates than their statesidecounterparts. Some were models that arenot even available here.

FROM THE PUBLISHERBy S. Scott Shriber

It’s Good To Be HereSome vehicles were very stylish but

seemed impractical. Most day-to-day vehi-cles seem to be diesels and sticks.

The last category is the fun one. Ofcourse, it’s the high-performance group.Frankly, I have not seen so many top high-performance cars on the road for everydaydriving. There were many Ferraris and

Lamborghinis sportingaround in everyday situa-tions. I stopped countingAudi R8 cabriolets. Like-wise, Aston Martin Vantageand DB-7s in convertibleform were pretty common.Matte finish seemed to bethe new great thing. I am a

big gloss guy, but I will say that a red Fer-rari is still pretty breathtaking even in mat-te. Please, look at the black Ferrari in thephoto. I found it parked in the drop-offlane at baggage. I don’t know about you,but in the unlikely event that I found my-self as a Ferrari owner, I highly doubt youwould find it parallel parked at baggageclaim

Bringing all this home to us, I lookedaround for repair facilities. Some were cer-tainly better than others. Dealers had fairlyup-to-date facilities, but when you got intothe older cities, working conditions deterio-rated rapidly. I saw many a tech under a caron the ground with a floor jack supportingthe vehicle. Lots of vehicles being worked onin the streets on the ground, of course.

What struck me was the stark contrastof outstanding vehicles with the rathercrude or ill-equipped repair facilities.Again, one more reason to be thankful weare part of our great country and our econ-omy. While the elaborate train system inEurope is a marvel; I would not trade it forthe flexibility-provided by our individualbased transportation.

Hope to see you at AAPEX. CM

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For more information: www.counterman.com

What struck mewas the starkcontrast ofoutstandingvehicles withthe rather crudeor ill-equippedrepair facilities.

Documents

Counterman, September 2014