Join the Winning Team! - Autosphere
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PM 40014105<br />
SCHMIDT & SHAW, BARRIE, ONTARIO<br />
They’re There as a <strong>Team</strong>!<br />
Ted Shaw and Mike Schmidt<br />
www.caspmagazine.com<br />
July 2008<br />
Volume 6, Number 5<br />
$5.95
YOUR RIDE<br />
DESERVES<br />
THE BEST<br />
1 888 910 8888<br />
www.spectrapremium.com<br />
Forming <strong>the</strong> Future
COVER PAGE<br />
FEATURES<br />
12 AIA Canada<br />
The ACE in Your Pocket<br />
14 Schmidt & Shaw, Barrie, ON<br />
They’re There as a <strong>Team</strong>!<br />
16 CARSability<br />
Targeted Training<br />
17 Lordco Trade Show 2008<br />
Treasures of <strong>the</strong> Nile<br />
18 Green Design<br />
Green Lighting Means Go<br />
19 Ideal Supply<br />
Successful Show<br />
20 Atlas Auto, Sault Ste. Marie<br />
They Like Challenges!<br />
22 Antifreeze<br />
Just a Simple Solution?<br />
23 Exclusive to NAPA Customers<br />
Where <strong>the</strong> Best Connect<br />
24 PAR Auto, Airdrie, AB<br />
Anything for <strong>the</strong> Customer<br />
2008 EVENTS CALENDAR<br />
July 14-16<br />
Aftermarket eForum<br />
Hyatt Regency O’Hare<br />
Chicago, IL<br />
Ü Barbara Clark<br />
barbara.clark@aftermarket.org<br />
& 301-654-6664<br />
Ü www.aftermarketeforum.com<br />
14 17 18<br />
32 36 39<br />
28 Tenneco Canada<br />
Capture Your Fair<br />
Share…<strong>the</strong> Easy Way<br />
29 New or Rebuilt?<br />
Water Pumps<br />
30 Garage Business<br />
Colour Blindness<br />
32 GAAS 2008, Truly Global<br />
Shift Forward<br />
34 Larry Raymond<br />
AIA Chairperson<br />
35 YES Conference<br />
Web Usage, Memory<br />
Retention, <strong>Team</strong>work<br />
36 Off to <strong>the</strong> Races<br />
Uni-Select Treats Its<br />
Customers<br />
37 Car Care Clinics<br />
Women Helping Women<br />
38 Environmental Awareness<br />
What’s in Your Shop? Parts for import vehicles<br />
September 3<br />
AIA Canada – Manitoba<br />
Division Fall Classic Golf<br />
Tournament<br />
LaSalle, MB<br />
Ü www.aiacanada.com<br />
September 16-17<br />
AIA Western Regional Conference<br />
Coast al Capri Hotel, Kelowna, BC<br />
Ü Therese Santostefano<br />
<strong>the</strong>rese.santostefano@aiacanada.com<br />
& 1-800-808-2920, ext. 225<br />
Ü www.aiacanada.com<br />
IN EVERY ISSUE...<br />
4 Editorial<br />
Required or Suggested?<br />
6, 8, 43, 44, 45<br />
Around <strong>the</strong> Industry<br />
10, 11<br />
New Products<br />
45 Advertisers<br />
We’d like to share one We’d of <strong>the</strong> like world’s to share best one kept of <strong>the</strong> secrets. world’s best kept secrets.<br />
[ Blue Streak Import Parts ]<br />
Contents July 2008<br />
39 More Than a Simple Pipe<br />
The Exhaust System<br />
40 Fuel Saving Technologies<br />
Displacement<br />
on Demand<br />
Parts for import vehicles<br />
September 19-21<br />
Georgian College Auto Show<br />
Canadian Automotive Institute<br />
Barrie, ON<br />
& 705-722-5161<br />
Ü autoshow@georgianc.on.ca<br />
[ Blue Streak Import Parts ]<br />
42 Lighting<br />
New Standards<br />
46 Carrus Technologies<br />
Helping Companies<br />
Expand<br />
September 23-25<br />
AutoRomania<br />
InterContinental<br />
Bucharest, Romania<br />
Ü www.wbresearch.com/autoromania/<br />
July 2008 CASP 3
EDITORIAL<br />
Required or Suggested?<br />
Two Little Words<br />
That Are Very Important Today!<br />
As an automotive service provider, you’ve seen your business change<br />
drastically over <strong>the</strong> years. People put <strong>the</strong>ir vehicles in your capable hands<br />
to care for <strong>the</strong>m.<br />
The name of today’s service game is different:<br />
it’s a fi xed maintenance schedule—preventive<br />
maintenance! Your customers<br />
rely on you to tell <strong>the</strong>m what has to be<br />
done for <strong>the</strong>ir vehicle now and what can<br />
wait a little longer. You are <strong>the</strong>ir guru, <strong>the</strong><br />
person in <strong>the</strong> know.<br />
To do this, you regularly schedule clients’ vehicles<br />
for an inspection—sort of like going<br />
to <strong>the</strong> dentist, who has you on a recurring<br />
timetable to come in for a checkup.<br />
Required<br />
You’re in <strong>the</strong> same type of business. As a<br />
good service provider, you make appointments<br />
for your clients to bring in <strong>the</strong>ir vehicles<br />
for a routine inspection. When <strong>the</strong>y<br />
do this, you are performing preventive maintenance.<br />
This is <strong>the</strong> time when you check<br />
<strong>the</strong> vehicle over thoroughly and see if any<br />
maintenance is required right away.<br />
You check out all <strong>the</strong> safety items—handling,<br />
brakes, suspension and steering, even<br />
tires as well as <strong>the</strong> lighting system, windshield<br />
wipers, and exhaust system. So, if any<br />
of <strong>the</strong>m need to be put in tip-top shape, you<br />
ask your clients to make an appointment<br />
soon, as this is a required repair. You need to<br />
advise your clients that this repair is needed<br />
so <strong>the</strong>y won’t have a major breakdown or<br />
an accident.<br />
4 CASP July 2008<br />
Suggested<br />
You’ve also noticed some o<strong>the</strong>r items that<br />
should be looked after as well, but <strong>the</strong>y can<br />
wait for a later date. This is a suggested maintenance<br />
problem.<br />
With <strong>the</strong> price of fuel today and <strong>the</strong> emissions’<br />
regulations becoming even stronger, people<br />
are looking to have <strong>the</strong>ir vehicles last much<br />
longer. This is good for your business. You have<br />
<strong>the</strong> advantage of being able to schedule your<br />
clients’ vehicles for preventive maintenance<br />
appointments all year long, keeping you and<br />
your technicians busy as well as having <strong>the</strong><br />
satisfaction of knowing your clients’ vehicles<br />
are in tip-top running condition, with all safety<br />
aspects performing well.<br />
When you carry out this type of service,<br />
you’re showing your customers you care<br />
about <strong>the</strong>ir safety—you’ve pointed out what<br />
is ‘required’ as a repair now, and ‘suggested’<br />
what can wait. Customers will feel much better<br />
about your service and trust your word,<br />
knowing you have <strong>the</strong>ir safety in mind.<br />
These are <strong>the</strong> people who will return time<br />
and again and spread <strong>the</strong> word about your<br />
facility. Those two little words—required and<br />
suggested—can make a big difference to your<br />
bottom line! They can add up to outstanding<br />
service on your part as well as showing your<br />
customers you care.<br />
Rémy L. Rousseau<br />
remyrousseau@p-rousseau.com<br />
Publisher & Editor Rémy L. Rousseau<br />
Associate Publisher Shirley Brown<br />
Contributing Editors<br />
Pierre Bissonnette<br />
François Charron<br />
Mark Lemay<br />
David Lipson<br />
Jil McIntosh<br />
Dave Redinger<br />
Production Management<br />
Valérie St-Cyr vstcyr@p-rousseau.com<br />
Graphic Design<br />
Monique Desbiens 100cDesign@videotron.ca<br />
Revision Shirley Brown<br />
Administration<br />
Wendy Allain wallain@p-rousseau.com<br />
Nancy Belleville nbelleville@p-rousseau.com<br />
Circulation Management<br />
Sylvain Gendron masdata@videotron.ca<br />
Printer Solisco<br />
Sales<br />
Luc Champagne lucchampagne13@videotron.ca<br />
514-945-1299<br />
Nathalie Plouffe tirenews@rogers.com<br />
1-866-925-5665<br />
Réjean A. Rousseau r.a.rousseau@videotron.ca<br />
450-649-9007<br />
Garth Vogan rgvogan@yahoo.com<br />
905-689-1963<br />
Subscription<br />
One-year: $27.95 Two-year: $49.95 Three-year: $59.95<br />
Published by<br />
Publications Rousseau<br />
2938, terrasse Abénaquis<br />
Longueuil QC, J4M 2B3<br />
T : 450-448-2220<br />
F : 450-448-1041 admin@p-rousseau.com<br />
CASP Magazine is dedicated to serving <strong>the</strong> business interests<br />
of <strong>the</strong> maintenance and repair industry. It is published<br />
eight times a year by Publications Rousseau & Associés<br />
Inc., a member of AIA Canada. Material in CASP may not<br />
be reproduced in any form without written consent from<br />
<strong>the</strong> publisher. The publisher reserves <strong>the</strong> right to refuse any<br />
advertising and disclaims all responsibilities for claims or<br />
statements made by its advertisers or independent columnists.<br />
All facts, opinions and statements appearing within<br />
this publication are those of <strong>the</strong> writers and editors <strong>the</strong>mselves,<br />
and are in no way to be construed as statements,<br />
positions or endorsements by Publications Rousseau &<br />
Associés Inc.<br />
Printed in Canada<br />
ISSN no. 1710-3924.<br />
Publications Mail Agreement no. 40014105. Return undelivrable<br />
Canadian addresses to Publications Rousseau/<br />
Circulation Department, 2938 terrasse Abenaquis, Suite<br />
110, Longueuil QC J4M 2B3
OUR MOST IMPORTANT<br />
STOP OF THE DAY.<br />
You need <strong>the</strong> parts to complete <strong>the</strong> job NOW! We understand. We also understand that our trucks travel<br />
<strong>the</strong> same streets as your spouse or your child’s school bus. Our professional Delivery Representatives<br />
are committed to getting you <strong>the</strong> parts as quickly and safely as possible.<br />
We deliver what our customers need: quality parts, competitive prices, knowledgeable people.<br />
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CARQUEST.ca
Around<br />
THE INDUSTRY<br />
BAARA News<br />
Recently, under <strong>the</strong> guidance of president<br />
Ed Jagt, <strong>the</strong> Barrie Area Automotive Repair<br />
Association met to hear trainer Kelly Bennett<br />
speak. Proceeds from <strong>the</strong> evening’s event went<br />
to AIA Canada’s fi ght for Right to Repair.<br />
Bennett is an excellent speaker, mixing scenes<br />
with his words. He had a very interesting tape<br />
of his accident in Las Vegas and what transpired<br />
with his business because of it.<br />
His presentation “Running on Empty” told<br />
those present not to get burned out by trying<br />
to do everything yourself because that’s when<br />
diffi cult things start to happen. Remember, “to<br />
<strong>the</strong> world you may be one person, but to one<br />
person, you may be <strong>the</strong> world.” Work smarter.<br />
Kelly Bennett and Ed Jagt at <strong>the</strong> end of Kelly’s<br />
“Running on Empty” presentation<br />
News from Uni-Select<br />
Prairies<br />
Sean Corcelli, Uni-Select general manager<br />
Prairies, has indicated that <strong>the</strong>y have a new computers<br />
system for <strong>the</strong>ir DCs. Brad Freysteinson<br />
will be responsible for representing Distribution<br />
as a “<strong>Team</strong> Leader” in <strong>the</strong> selection and <strong>the</strong><br />
implementation of <strong>the</strong>ir future ERP (Enterprise<br />
Resource Planning). He brings a solid experience<br />
in Distribution as an Operations manager<br />
of <strong>the</strong> Prairies Division.<br />
Fur<strong>the</strong>r, Ken Glen will assume <strong>the</strong> responsibility<br />
of Operations manager for both Pacific<br />
and Prairies regions. He is currently responsible<br />
for <strong>the</strong> Pacific Operations and has also been<br />
Operations manager for <strong>the</strong> Prairie Division in<br />
<strong>the</strong> recent past.<br />
6 CASP July 2008<br />
CARQUEST Corporation’s<br />
New President<br />
Quite recently, Todd Hack was promoted to<br />
senior vice president of product management<br />
for General Parts/CARQUEST and president<br />
of CARQUEST Corp. He replaces <strong>the</strong> retiring<br />
Robert Blair as CARQUEST Corp. president and<br />
is responsible for management of <strong>the</strong> product<br />
store support centre.<br />
Being with CARQUEST for 18 years, Hack has<br />
managed a CARQUEST Auto Parts store and<br />
worked in sales and distribution. In 1992, he<br />
moved to CARQUEST Corp. as marketing coordinator.<br />
He has held <strong>the</strong> positions of product<br />
manager, director of product marketing<br />
and vice president. He became executive VP of<br />
CARQUEST headquarters and vice president of<br />
marketing at GPI in 2001. Most recently, he was<br />
general manager of CARQUEST Products.<br />
Federal-Mogul & Philips<br />
Automotive Lighting Bring<br />
Full Category Offering to<br />
<strong>the</strong> Aftermarket<br />
Federal-Mogul Corp. and Philips Automotive<br />
Lighting N.A. announced a collaborative arrangement<br />
to bring a “Total Category” lighting<br />
offering to <strong>the</strong> North American Aftermarket. This<br />
unique relationship leverages Federal-Mogul’s<br />
sales, marketing and distribution leadership with<br />
Original Equipment innovations from Philips<br />
Lighting.<br />
“We’re presenting <strong>the</strong> aftermarket with a<br />
powerful category solution,” said Jay Burkhart,<br />
senior VP, Global Aftermarket, Federal-Mogul.<br />
“Customers trust <strong>the</strong> Wagner Lighting brand,<br />
now offered toge<strong>the</strong>r with innovative new products<br />
from Philips to provide <strong>the</strong> industry’s most<br />
complete premium lighting line-up.”<br />
Warehouse Services News<br />
Warehouse Services (WSI) ga<strong>the</strong>red its ALP+<br />
(Appreciated Loyalty Program) members and<br />
announced new program additions. “We’re constantly<br />
looking to enhance our business program,”<br />
stated Scott Scherr owner of WSI. “ALP+<br />
is already recognized as <strong>the</strong> most comprehensive<br />
program for ASP’s, including rebates, labor<br />
protection, training, and business tools.”<br />
This year, new tools were added, including<br />
a group benefi ts program that ASP’s can use.<br />
Laura Dear presented many examples of how<br />
dealerships use benefi ts to attract and retain<br />
employees, and offered competitive options for<br />
ALP+ members to do <strong>the</strong> same. Luke Kushner,<br />
MechanicNet California, showcased <strong>the</strong>ir customer<br />
retention tools and Cascadia Motivations<br />
launched WSI’s 2009 Los Cabos incentive trip.<br />
Bob Greenwood was <strong>the</strong> keynote speaker making<br />
sure APS’s were preparing for <strong>the</strong> changes<br />
taking place in <strong>the</strong> marketplace.<br />
WSI also announced <strong>the</strong> recent winners of <strong>the</strong><br />
NAIT “Highest Overall Achievement Award” for<br />
Second Year Automotive Apprentices. This award<br />
recognizes <strong>the</strong> hard work of <strong>the</strong> second year automotive<br />
apprentices enrolled in <strong>the</strong> NAIT program.<br />
The recent term winners included Justin<br />
Grynke (Fountain Tire Barrhead) in February<br />
and May’s winner was Nicholus Monaghan (Don<br />
Wheaton Chevrolet). Both winners receive a certifi<br />
cate of achievement, award plaque and tool<br />
set presented from Warehouse Services.<br />
Tenneco Gets Toyota<br />
Emission Control Business<br />
Expanding its relationship with Toyota Motor<br />
Engineering & Manufacturing N.A., Tenneco has<br />
been awarded <strong>the</strong> emission control business on<br />
<strong>the</strong> 2008 Toyota Sequoia,<br />
Tenneco is supplying <strong>the</strong> full exhaust system<br />
for <strong>the</strong> now-in-production Sequoia and also announced<br />
that <strong>the</strong> company won $200 million in<br />
new business with fi ve Japanese vehicle manufacturers<br />
in 2007.<br />
Ford Canada Chooses Wells as ‘Top Performer’<br />
Wells Manufacturing L.P. was recently honoured by Ford of Canada as a “Top Performer” in supplier<br />
delivery. Wells is a manufacturer of original equipment and replacement engine management<br />
products and related components. It achieved 100% accuracy and timeliness on behalf of <strong>the</strong> Ford of<br />
Canada OE service business in 2007.<br />
The Top Performer designation is based on <strong>the</strong> company’s Supplier Delivery Performance Rating,<br />
which measures compliance under two broad scoring categories: Ford Supplier Communications<br />
System and Up-to-Date Shipping Performance.<br />
The Ford of Canada OES business utilizes a variety of Wells products, and a supplier since 2001.
Around<br />
THE INDUSTRY<br />
Uni-Select Acquires Beck/Arnley<br />
The acquisition of Beck/Arnley Worldparts Corp. and its Canadian subsidiary<br />
is an important one for Uni-Select. The company is building a new<br />
division aimed at servicing <strong>the</strong> needs of <strong>the</strong> foreign nameplate aftermarket<br />
and this acquisition is <strong>the</strong> cornerstone of its strategic initiative in order to<br />
better service <strong>the</strong> growing import business in North America.<br />
This development will add annual sales of US $29 million to Uni-Select.<br />
Beck/Arnley operates one master distribution centre in Smyrna, TN and<br />
has two o<strong>the</strong>r satellite warehouses.<br />
“Beck/Arnley’s high quality product offering, its strong brand image at<br />
<strong>the</strong> jobber and installer levels, its catalogue, and its capabilities in <strong>the</strong> areas<br />
of product sourcing and logistics provides us with a great opportunity<br />
to support and improve <strong>the</strong> capabilities of <strong>the</strong> company. We intend to grow<br />
<strong>the</strong> business by expanding its geographical reach and its product offering.<br />
In addition, we’ll deliver <strong>the</strong> quality product <strong>the</strong> customer wants, where<br />
and when he wants it and at a competitive price,” said Richard G. Roy, Uni-<br />
Select’s president and CEO.<br />
“These developments are exciting news for our customers and employees.<br />
Uni-Select’s support will allow us to more effectively develop and rebuild<br />
our capabilities to better serve our customers by delivering <strong>the</strong> quality<br />
products we’ve been working so hard to provide. In Uni-Select, we’ve<br />
found <strong>the</strong> right partner as <strong>the</strong>ir vision, culture, values, and business model,<br />
including Redline_casp_ad_v5 support of <strong>the</strong> independent 9/24/07 jobber, 11:50 coincide AM so Page closely 1with<br />
ours,”<br />
commented Max Dull, Beck/Arnley president.<br />
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8 CASP July 2008<br />
Save A Squirrel<br />
Tenneco’s brand of Monroe shocks and struts has come up<br />
with a decidedly different advertising campaign. The company<br />
is reminding consumers that replacing worn ride control components<br />
could help improve vehicle steering, stopping and stability—and<br />
just might save <strong>the</strong> life of an innocent squirrel darting<br />
across <strong>the</strong> road!<br />
Monroe’s “Save a Squirrel” campaign urges consumers to change <strong>the</strong>ir<br />
shocks at 80,000 km. In an emergency situation, drivers need <strong>the</strong>ir tires<br />
planted fi rmly on <strong>the</strong> road to avoid an accident—a big part of what shocks<br />
and struts do.<br />
The “Save A Squirrel” campaign advises consumers that vehicle steering,<br />
stopping, and stability characteristics depend on <strong>the</strong> “Safety Triangle” undercar<br />
system of shock absorbers, struts, brakes, and related parts. When<br />
shocks and struts are worn out, <strong>the</strong>y could lose <strong>the</strong>ir ability to hold <strong>the</strong><br />
tires against <strong>the</strong> road surface, potentially degrading steering and stopping<br />
performance. Shocks/struts also play an important role in vehicle stability<br />
by helping to control weight transfer in hard-stopping situations and tight<br />
turns. www.monroesave<strong>the</strong>squirrels.com<br />
Spectra’s New Tool<br />
Spectra Premium Industries have launched a brand new web based<br />
Product Training System online accessible to everyone. The electronic<br />
training centre includes lessons and tests to assess knowledge acquired.<br />
The training module has been designed to enhance product and technical<br />
knowledge for all levels of automotive technicians and DIY enthusiasts.<br />
It’s an easy way to learn!<br />
You can access <strong>the</strong> e-learning system through Spectra Premium’s website<br />
at www.spectrapremium.com or contact a sales team member for<br />
more information at 450-641-3656.
VALVOLINE’s HISTORY<br />
HAS A PROVEN<br />
TRACK RECORD<br />
Motor Oil? We invented it in 1866.<br />
Racing? We’ve been <strong>the</strong>re since <strong>the</strong> beginning: J. Frank Duryea<br />
won <strong>the</strong> first American auto race using Valvoline ® .<br />
We use this experience to win championships and develop<br />
<strong>the</strong> best possible engine protection for your customers.<br />
Valvoline’s commitment to quality and innovation carries through<br />
to today where we offer you a range of high quality products<br />
that meet your customer’s needs. Toge<strong>the</strong>r with industry leading<br />
marketing programs, Valvoline can help provide <strong>the</strong> solutions<br />
you need to maximize your sales and profits.<br />
To learn more, call Valvoline 1-800-286-4292
ent in <strong>the</strong> system, it will quickly solidify<br />
in <strong>the</strong> test test cartridge and cause <strong>the</strong> fl ow<br />
meter meter to show “no fl ow.” ow.” Except for <strong>the</strong><br />
low-cost test cartridges, cartridges, which are disposable,<br />
all of <strong>the</strong> QuickDetect componentsponents<br />
are reusable. Replacement<br />
cartridges are available separateseparately in a 25-piece package/<br />
The kit works with both<br />
R-134A and R-12 systems and<br />
comes with everything needed for<br />
a quick and easy test.<br />
Contact Peter Coll at Neutronics<br />
Neutronics,<br />
toll-free 1-800-378-2287 or info@refrigerantid.com.<br />
Hybrid Multimeter<br />
New from Bosch is <strong>the</strong> MMD<br />
540H Hybrid Multimeter. You can<br />
get peak, min/max readings as<br />
fast as 1 millesecond—really fast<br />
info. It also provides higher amperage<br />
test ranges up to 20 amps and<br />
has a CAT 111 10000v safety<br />
rating for hybrid vehicle circircuits. There are additional fused<br />
test leads for safe troubleshooting,<br />
K-Type <strong>the</strong>rmocouple<br />
for temperature<br />
measurement, and a large<br />
LCO display with backlighting<br />
and auto shutdown.<br />
Get in touch with your Bosch representative.<br />
Mobil Super 1000 & Super 2000<br />
Mobil Super 1000 is engineered for newer vehicles or older vehicles in<br />
good condition. It exceeds <strong>the</strong> most stringent North American standards<br />
ever set for engine oils. Mobil Super 1000 has been formulated with<br />
highly effective anti-wear additives, can help make an engine more fueleffi<br />
cient while controlling potentially harmful deposits, delivers excellent<br />
low-temperature wear protection and helps protect exhaust catalysts. For<br />
optimal engine performance, Mobil Super 1000<br />
is recommended for daily driving under normal<br />
conditions.<br />
Mobil Super 2000 is recommended<br />
for high mileage vehicles with over<br />
120,000 km. It offers guaranteed oil drain<br />
protection for an impressive 10,000 km<br />
or 6 months. Containing a blend of conventional<br />
and syn<strong>the</strong>tic base stocks, seal<br />
conditioning agents, effective anti-wear<br />
additives, and additional detergent, Mobil<br />
Super 2000 is a premium vehicle lubricant<br />
that is E85 Flex-Fuel compatible.<br />
Be sure to contact your Mobil Oil salesperson.<br />
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July 2008 CASP 11
Dr. John Izzo reappeared throughout<br />
<strong>the</strong> day with “The Five Secrets<br />
You Must Discover Before You Die”—a<br />
very thoughtful and insightful presentation,<br />
one that challenged attendees to<br />
rediscover and rethink <strong>the</strong>ir values. Izzo<br />
inspired listeners to greater vision and<br />
left <strong>the</strong>m with some deliberating to do!<br />
Oh—<strong>the</strong> Five Secrets:<br />
• Be true to yourself<br />
• Leave no regrets<br />
• Become love<br />
• Live <strong>the</strong> moment<br />
• Give more than you take<br />
Ralph Klein, former Premier of Alberta<br />
from 1992-2006 and Calgary Mayor,<br />
where he oversaw <strong>the</strong> 1988 Olympic<br />
Winter Games, was <strong>the</strong> next speaker. His<br />
topic was “The Canadian Outlook” and<br />
he gave <strong>the</strong> audience some insights as<br />
he proceeded to speak about <strong>the</strong> way<br />
he did things while in offi ce. Currently<br />
he is a fellow of <strong>the</strong> Fraser Institute and<br />
a Senior Business advisor with Borden<br />
Ladner Gervais LLP in <strong>the</strong> Calgary offi ce.<br />
A Canadian Forces Leader<br />
We were treated to a very dynamic<br />
speaker in <strong>the</strong> form of Lieutenant-General<br />
Walter J. Natynczyk of <strong>the</strong> Canadian<br />
Armed Forces. He brought some very<br />
special people with him—men from <strong>the</strong><br />
Navy, Air Force, and Army who had done<br />
stints in Afghanistan. The General spoke<br />
about what <strong>the</strong> Canadian Forces do and<br />
told how <strong>the</strong>y have taught leaders to use<br />
discretionary judgment and thus be different<br />
from a bureaucracy—you see a<br />
situation, you make a call! Their challenges<br />
are demanding and <strong>the</strong> leaders must<br />
constantly be refreshed just like business<br />
12 CASP July 2008<br />
The ACE in Your Pocket<br />
The recent ACE Conference in Gatineau, QC proved to have some<br />
very high-level speakers from different sectors of industry and life.<br />
AIA Canada brought a wealth of knowledge to <strong>the</strong> conference.<br />
leaders need to be. Lt.-General Natynczyk<br />
is indeed a leader and so his topic was<br />
right down his own alley—“Leading Your<br />
Forces”—and his words certainly suited<br />
<strong>the</strong> aftermarket industry as well. Key<br />
leaders need to hone <strong>the</strong>ir skills, but <strong>the</strong>y<br />
also need to be healthy and fi t with balance<br />
in <strong>the</strong>ir lives.<br />
Global economy…<br />
Peter Hall of Export Development Canada<br />
has years of experience in domestic and<br />
international economic analysis and forecasting.<br />
He focused on “Is <strong>the</strong> Global<br />
Economy Out of Gas?” He said that an<br />
economic slowdown has descended<br />
worldwide. There is slower global growth<br />
now and he doesn’t believe <strong>the</strong> U.S. will<br />
recovery quickly so <strong>the</strong> rest of <strong>the</strong> world<br />
will feel <strong>the</strong> weakness. The good news<br />
was that opportunities still exist.<br />
Mark Jefferies is an advisor and communications<br />
consultant to many global<br />
blue chip corporations, law firms,<br />
etc. He showed how to use “Strategic<br />
Communication to Retain Your Best<br />
People.” He sees what <strong>the</strong> true message<br />
is: how image and presentation skills can<br />
be fi ne-tuned, improved and managed to<br />
create <strong>the</strong> ideal ‘communication’ in business<br />
situations.<br />
AIA Distinguished Service Award<br />
This award was presented during <strong>the</strong><br />
Conference and <strong>the</strong> recipient was Dan<br />
Bell of <strong>the</strong> CARS Council and president of<br />
CARS since 1995. The Award is presented<br />
in recognition of notable service and outstanding<br />
leadership given to <strong>the</strong> growth<br />
and development of Canada’s automotive<br />
aftermarket industry. It is <strong>the</strong> high-<br />
Shirley Brown<br />
sgbrown@xplornet.com<br />
est award presented by <strong>the</strong> Automotive<br />
Industries Association of Canada to<br />
an outstanding individual within <strong>the</strong><br />
Association membership.<br />
Dan has been instrumental in building<br />
links between industry, its employees,<br />
educational institutions, and private trainers<br />
to ensure <strong>the</strong> highest quality training<br />
in all areas of <strong>the</strong> automotive repair and<br />
service industry. Bell is a certifi ed automotive<br />
machinist and service technician<br />
and been in <strong>the</strong> industry for over 45 years.<br />
His lifelong commitment to education and<br />
training has built CARS into one of <strong>the</strong><br />
most respected sector councils in Canada.<br />
“Dan has dedicated an incredible amount<br />
of energy to ensuring that our industry<br />
has access to cost effective training and<br />
education, which is imperative to <strong>the</strong><br />
growth and prosperity of <strong>the</strong> automotive<br />
aftermarket in Canada. This makes him an<br />
ideal candidate for <strong>the</strong> aftermarket industry’s<br />
most prestigious award,” concluded<br />
Larry Raymond, AIA Chair.
A NEW Sales <strong>Team</strong> -<br />
We have CANADA covered.<br />
Distribution Points<br />
Manager<br />
Business Development<br />
Western Region<br />
Charlie Pickard<br />
Tel: 780.504.1444<br />
Email:<br />
charlie.p@bestbuyautoparts.ca<br />
Vice President<br />
Sales, Marketing & Product<br />
Development<br />
Marc Alary<br />
Manager<br />
Business Development<br />
Eastern Region<br />
Bernard Lefebvre<br />
Tel: 514.916.5169<br />
Email:<br />
bernard.l@bestbuyautoparts.ca<br />
Our new sales team will cover new shareholder recruitment and <strong>the</strong> selling of our<br />
new associate program to non shareholder members.<br />
Contact ei<strong>the</strong>r Bernard or Charlie to learn more about <strong>the</strong> BEST opportunities in our industry.<br />
www.bestbuyautoparts.ca<br />
Bestbuy Distributors Ltd. has been servicing <strong>the</strong> needs of independent Canadian automotive jobbers since 1955.
PROFILE<br />
With <strong>the</strong>ir apprenticeship training<br />
courses fi nished and now being<br />
licensed technicians, both Ted and Mike<br />
went to work for <strong>the</strong> same auto dealership<br />
in Toronto. After a couple of years<br />
commuting to Toronto, Ted was ready for<br />
a change. Many meetings and site inspections<br />
later, Ted and Mike took over a four<br />
bay B.P. gas station in Barrie, Ontario and<br />
successfully built up <strong>the</strong>ir business—<br />
Schmidt & Shaw Auto Sales & Service.<br />
“Ted and I worked in <strong>the</strong> shop along<br />
with one of <strong>the</strong> original owners and two<br />
o<strong>the</strong>r employees,” states Mike. “We kept<br />
getting busier and busier, so we hired<br />
more people. With customers continually<br />
asking our advice on where to buy,<br />
what to buy, or bringing a car in for an<br />
inspection prior to purchase, we decided<br />
to start selling cars. In 1996, we added<br />
<strong>the</strong> sales to our business and as we continued<br />
to grow, we did away with <strong>the</strong> gas<br />
pumps in 2002. Our service bays were<br />
full and totally booked every day.<br />
Expansion on <strong>the</strong> horizon<br />
“We kept looking to expand as our halfacre<br />
lot became fully mired in vehicles<br />
and <strong>the</strong>re just wasn’t any room to expand<br />
at that location. Ted and I found a new location<br />
just a block away and in November<br />
2005—exactly twenty-fi ve years after we<br />
had purchased our fi rst site—we moved<br />
into our new facility here at 445 Blake St.<br />
Now we have a total of ten bays which<br />
includes emission testing, wheel align-<br />
Shirley Brown<br />
sgbrown@xplornet.com<br />
Schmidt & Shaw, Barrie, Ontario<br />
They’re There as a <strong>Team</strong>!<br />
Mike Schmidt and Ted Shaw<br />
met at Centennial College while<br />
taking courses that would see<br />
<strong>the</strong> two of <strong>the</strong>m eventually<br />
become licensed technicians.<br />
14 CASP July 2008<br />
ment, and auto detailing to service our<br />
clients’ vehicles, as well as <strong>the</strong> fi fty plus<br />
vehicles we have in sales inventory.”<br />
Schmidt & Shaw Auto Sales & Service<br />
employs twelve full time people and six<br />
part-timers, including sales staff for <strong>the</strong><br />
used cars, at <strong>the</strong>ir 10,000 sq. ft. facility.<br />
They have four licensed techs in addition<br />
to <strong>the</strong>mselves and two apprentices. Both<br />
Ted and Mike have taken management<br />
courses and from what we can see, <strong>the</strong>ir<br />
venture has turned out to be a very successful<br />
corporation.<br />
Area endeavours<br />
Mike continues, “We like to think we’re<br />
successful because we treat our clients<br />
<strong>the</strong> way we would like to be treated.<br />
Some don’t even walk in <strong>the</strong> door—<strong>the</strong>y<br />
pull up outside and beckon us over to<br />
<strong>the</strong>ir car to talk to us. Whatever it takes,<br />
we’ll do. Many of our clients have been<br />
with us a long time and that means a lot<br />
to us. We do several local sponsorships<br />
and help with fund-raising projects in<br />
<strong>the</strong> area schools, such as free oil changes,<br />
wheel balancing, or car cleanup packages<br />
to hopefully attract new clientele.<br />
We just fi nished a promotion from <strong>the</strong><br />
sales side that raised $5,600 for <strong>the</strong> Royal<br />
Victoria Hospital Cancer Unit. We are also<br />
very proud of <strong>the</strong> fact that we donated a<br />
vehicle to <strong>the</strong> OPP (decked out in <strong>the</strong>ir<br />
signature black and white) to be used for<br />
Community Services in our area.”<br />
Mike went on to say that <strong>the</strong>y keep in<br />
touch with <strong>the</strong>ir clients—<strong>the</strong>y send <strong>the</strong>m<br />
notices that an oil change is due; tell
<strong>the</strong>m before <strong>the</strong> repair what is needed,<br />
how much it will cost, and when it should<br />
be done, thus alleviating a lot of challenges<br />
at <strong>the</strong> end of <strong>the</strong> day. They have maintenance<br />
cards sent out to remind people of<br />
<strong>the</strong>ir required or suggested repairs. They<br />
also do maintenance on new clients’ new<br />
cars in order for <strong>the</strong>m to maintain <strong>the</strong>ir<br />
warranty with <strong>the</strong> manufacturers.<br />
Skilled techs, up-to-date<br />
information<br />
“Our technicians are very skilled and consistently<br />
update <strong>the</strong>ir courses. They do<br />
what’s needed to keep ahead and be in<br />
<strong>the</strong> know. There are times when we have<br />
a bit of trouble getting <strong>the</strong> required information,<br />
but knowing people at dealerships<br />
helps us. We have two great systems<br />
in place for information—Mitchell and<br />
AllData. We’re also on board with NAPAFix,<br />
which helps us immensely.<br />
“Ideal Supply has been a respected supplier<br />
of parts to us for 28-1/2 years and<br />
most of <strong>the</strong> parts we order are from <strong>the</strong>ir<br />
store although we do deal with o<strong>the</strong>rs locally.<br />
Mark LaFrance is our representative<br />
and he’s in here every week, he’s on top<br />
of <strong>the</strong> business and new programs at all<br />
times. We also have a great rapport with all<br />
<strong>the</strong> parts people on <strong>the</strong> counter and <strong>the</strong><br />
parts drivers as well. We are connected<br />
to <strong>the</strong>ir PROLink Catalogue System,<br />
which works great and<br />
is very user friendly.<br />
We also take advan-<br />
tage of <strong>the</strong> NAPA Rewards program.”<br />
Helping to grow<br />
Mike and Ted agree that Ideal Supply<br />
has contributed to <strong>the</strong>ir growth over <strong>the</strong><br />
years. Ideal’s parts supply seems endless<br />
and <strong>the</strong>ir delivery is very prompt.<br />
With Ideal Supply being part of a larger<br />
corporation, Mike says it seems to be<br />
a great fi t. There is also no limit to <strong>the</strong><br />
parts available and <strong>the</strong>re’s no limit to<br />
<strong>the</strong> equipment and equipment servicing<br />
available—invaluable to a service facility.<br />
The hoists at Schmidt & Shaw Auto Sales<br />
& Service are Rotary Lift and every year<br />
arrangements are made through Ideal<br />
Supply to have <strong>the</strong>m certifi ed.<br />
“Ted and I are certainly planning to be<br />
here for a great number of years yet. We<br />
are very confi dent and proud of our staff.<br />
We defi nitely could not have come this<br />
far without good help—<strong>the</strong>y are certainly<br />
our best assets! We work as a team and<br />
we work with <strong>the</strong>m. That’s what makes<br />
us successful. “<br />
Ted Shaw and Mike Schmidt do seem to<br />
have it all toge<strong>the</strong>r. As <strong>the</strong>y said, “it’s a<br />
team effort” and <strong>the</strong> whole team works<br />
toge<strong>the</strong>r for success.<br />
PROFILE<br />
SNAPSHOT...<br />
BUSINESS Schmidt & Shaw Auto Sales &<br />
Service<br />
) 445 Blake St., Barrie, Ontario<br />
L4M 1L1<br />
& 705-726-5151<br />
FAX 705-726-6845<br />
WEB PAGE www.schmidtandshaw.com<br />
EMPLOYEES 12 full-time—6 licensed technicians<br />
including Ted and Mike, 2 apprentices,<br />
service manager, sales manager,<br />
offi ce staff. They also employ 6 parttime<br />
people mostly in sales for <strong>the</strong><br />
used car sector of <strong>the</strong>ir business.<br />
TYPE OF<br />
BUSINESS<br />
HOURS OF<br />
BUSINESS<br />
General automotive repair service<br />
and used car sales<br />
BAYS 10 bays including ample spacing for<br />
emission testing, wheel alignment,<br />
and auto detailing to service clients’<br />
vehicles, as well as <strong>the</strong> 50+ vehicles<br />
on <strong>the</strong>ir used car lot.<br />
SIZE 10,000 sq. ft., plus a lot full of<br />
cars, trucks, vans and SUVs—both<br />
domestic and import—and a brightly<br />
lit showroom<br />
Service—Monday to Friday, 7:30 am<br />
to 5 pm<br />
Sales—Monday to Thursday, 9 am to<br />
8 pm; Friday, 9 am to 6 pm; Saturday,<br />
9 am to 4 pm<br />
PHOTOS: JACK KAZMIERSKI<br />
Here’s <strong>the</strong> staff<br />
at Schmidt and<br />
Shaw: (back) Brett<br />
Palamar, Chris Green,<br />
Wayne Pendleton,<br />
Mark Riley. (next row)<br />
Steve Weston, Larry<br />
Watson, Darrin Harvey,<br />
Craig Ortwein, Terry<br />
Bujold. (next row) Mark<br />
Mayo, Nathan Passfi eld,<br />
Sarah Clarkson and in<br />
front Mike Schmidt and<br />
Ted shaw.<br />
July 2008 CASP 15
CARS Council www.cars-council.ca<br />
Shop owners and managers who fi nd<br />
<strong>the</strong>mselves too pre-occupied with<br />
<strong>the</strong> day-to-day shop issues, or those who<br />
only see <strong>the</strong> cost side of <strong>the</strong> equation,<br />
need to take a<br />
closer look at<br />
<strong>the</strong> ‘cost’ of not<br />
training. “Shops<br />
that ‘forget’ to<br />
keep <strong>the</strong>ir technicians<br />
up to<br />
date with <strong>the</strong> latest<br />
technology<br />
will suffer,” says<br />
Watt, because<br />
“<strong>the</strong>ir front line<br />
counter staff will<br />
frustrate customers<br />
if <strong>the</strong>y aren’t<br />
able to satisfy<br />
<strong>the</strong> customer needs.” These shops end up<br />
giving away time, or charging too much<br />
time, Watt adds, “if technicians struggle<br />
to fix problems <strong>the</strong>y aren’t trained to<br />
handle, or forced to use equipment <strong>the</strong>y<br />
haven’t been trained on.”<br />
Actively seeking out training<br />
Bill Gray, considers himself a lucky man,<br />
because <strong>the</strong> staff at his Halifax repair and<br />
service shop actively seeks out training.<br />
“Basically, everybody wants to learn more.<br />
We’re not past that yet,” he jokes, “not too<br />
old for training, and not so young that<br />
we think we know it all.” Gray’s team<br />
averages 20 years in <strong>the</strong> trade. They get<br />
Targeted Training<br />
Helps <strong>the</strong> Bottom Line<br />
Shop owners cite many reasons for shying away from employee training, including lack of time and money<br />
for, as well as access to effective, relevant training. John Watt, manager Certigard and Automotive,<br />
counters this with a very strong argument for industry employers to engage in pro-active employee management<br />
that includes training. “Targeted training absolutely helps <strong>the</strong> bottom line. Having well trained<br />
employees, allows a shop to handle more vehicle issues, which means more repairs per day, and more<br />
repairs per transaction.”<br />
John Watt of Certigard is<br />
a strong supporter of training.<br />
16 CASP July 2008<br />
a good sense of <strong>the</strong> additional training<br />
<strong>the</strong>y need from “what we see coming in<br />
<strong>the</strong> door, what training is being offered”<br />
and constantly appraising <strong>the</strong>mselves.<br />
CARSability is a tool <strong>the</strong>y have tried, and<br />
is something that <strong>the</strong>y would use for fur<strong>the</strong>r<br />
skills gap analysis.<br />
With technology changing as quickly as<br />
it is, Gray muses that “we can use all <strong>the</strong><br />
help we can get” to keep up. At Gray’s,<br />
technicians look to CARSability, CARS<br />
OnDemand, NAPA, and ProShop training<br />
to keep <strong>the</strong>m current. Gray is pleased<br />
with CARS OnDemand for a variety of<br />
reasons, <strong>the</strong> biggest being <strong>the</strong> 24/7 availability<br />
and <strong>the</strong> fl exibility it offers. Not one<br />
to wait, he tends to jump right in and start<br />
with <strong>the</strong> test that assesses <strong>the</strong> knowledge<br />
participants have acquired. If he fi nds he<br />
has opportunity to improve his skills, he<br />
will watch <strong>the</strong> video, or turn to <strong>the</strong> learning<br />
guide, to fi ll his knowledge gaps. Gray<br />
recommends that for technicians who are<br />
not at ease with computer-based training<br />
“just sitting down with <strong>the</strong>m, taking<br />
<strong>the</strong> time to walk <strong>the</strong>m through <strong>the</strong> site,<br />
giving <strong>the</strong>m a little more help,” will help<br />
raise <strong>the</strong> comfort level with OnDemand’s<br />
online training delivery.<br />
An essential component<br />
Gray’s proactive training approach is<br />
aligned with Watt’s suggestion to costconscious<br />
employers. “The cost of keeping<br />
employees happy is far less than <strong>the</strong><br />
direct costs associated with losing <strong>the</strong>m.<br />
Training needs to be viewed as an essential<br />
component of employee well being<br />
and people management,” he suggests.<br />
Training, benefi ts, motivational incentives,<br />
and team spirit are all factors contributing<br />
to happy employees.<br />
Certigard recommends to its franchise<br />
owners and managers that <strong>the</strong>y build<br />
training into <strong>the</strong>ir business plan and<br />
block out a certain number of training<br />
days per year for each employee. This approach<br />
takes into consideration <strong>the</strong> revenue<br />
not generated during training, but<br />
also factors in projections for higher productivity<br />
and effi ciency on <strong>the</strong> hundreds<br />
of days <strong>the</strong>y do come to work… that’s a<br />
pretty good deal!<br />
And this is where CARSability comes<br />
into play, supporting pro-active employee<br />
management through targeted,<br />
well-planned training. “Certigard sees<br />
tremendous value in CARSability,” says<br />
Watt, “CARSability gets us down to <strong>the</strong><br />
level of where <strong>the</strong> rubber hits <strong>the</strong> road.”<br />
Certigard, which contributed front-line<br />
expertise to <strong>the</strong> development of <strong>the</strong><br />
CARSability self-assessment tool, has begun<br />
it’s rollout with select franchisees<br />
within <strong>the</strong> organization.<br />
Find out how you can measure your<br />
own performance at www.carsability.ca
Lordco Trade<br />
Show 2008<br />
Shirley Brown<br />
sgbrown@xplornet.com<br />
Treasures<br />
of <strong>the</strong> Nile<br />
As an independent, I believe Lordco<br />
Auto Parts of British Columbia has<br />
<strong>the</strong> largest trade show for <strong>the</strong> automotive<br />
aftermarket in Canada. From<br />
all <strong>the</strong> reports, <strong>the</strong>ir 2008 Show was<br />
even bigger than o<strong>the</strong>r years!<br />
Sarah Durant answered some of our questions<br />
about <strong>the</strong> 2008 show and told us<br />
that <strong>the</strong> Egyptian <strong>the</strong>me—Treasures of <strong>the</strong><br />
Nile—corresponded with Lordco’s bi-annual<br />
cruise promotion. The show must have been<br />
very exciting and colourful.<br />
Over 350 exhibitors fi lled <strong>the</strong> show venue—<br />
<strong>the</strong> Pacific Coliseum in Vancouver, British<br />
Columbia. Over <strong>the</strong> two days <strong>the</strong> show<br />
reigned at <strong>the</strong> Coliseum, more than 20,000<br />
people went through <strong>the</strong> aisles looking at all<br />
<strong>the</strong> products and specials offered by <strong>the</strong> suppliers.<br />
Sarah said that this was <strong>the</strong> highest<br />
attendance to date for <strong>the</strong>ir Show.<br />
Many promotions and giveaways were<br />
<strong>the</strong> norm and far too many to list here.<br />
Celebrities were on hand as well. John Force,<br />
NHRA drag racer and 15 time POWERade<br />
Funny Car champion, was in attendance at<br />
<strong>the</strong> Castrol Wakefi eld booth on <strong>the</strong> second<br />
day of <strong>the</strong> show and signed a multitude of autographs<br />
for fans and well-wishers.<br />
PHOTOS: LUC CHAMPAGNE<br />
July 2008 CASP 17
GREEN DESIGN<br />
Green Lighting Means Go<br />
Green design was a big topic at <strong>the</strong> IQPC fourth annual Automotive Lighting Design and Technologies conference,<br />
which took place in Dearborn, MI on April 29-30. Much of <strong>the</strong> talk was centred on Light Emitting<br />
Diodes (LEDs). They are energy effi cient, but <strong>the</strong>ir use in headlights currently drains more electricity than<br />
incandescent bulbs, says David Hulick, global project manager for OSRAM’s automotive LED systems. Can<br />
<strong>the</strong>se trendy bulbs be <strong>the</strong> industry’s power saviour?<br />
ED headlights are high cost style<br />
L statements in an elite group of<br />
vehicles—but increased consumer interest<br />
could lead to advanced performance<br />
features, and eventually, energy effi ciency.<br />
“Think of it as progression,” says Hulick.<br />
“Up until now, <strong>the</strong>y have not been used<br />
for primary forward lighting for headlights<br />
because <strong>the</strong> white LEDs haven’t<br />
had enough punch. As <strong>the</strong> white LEDs<br />
begin to generate <strong>the</strong> power required,<br />
we’re beginning to see people experiment<br />
with <strong>the</strong>m for ways to integrate<br />
<strong>the</strong>m into <strong>the</strong>ir programs.”<br />
LED front headlights are available in<br />
<strong>the</strong> 2008 Lexus LS 600h L, optional in<br />
<strong>the</strong> Audi R8, and will be available in <strong>the</strong><br />
Cadillac Escalade Platinum. “No one is going<br />
to tell you that <strong>the</strong> R8 is a mass market<br />
headlamp; it is a complicated, highly<br />
sophisticated technological achievement,”<br />
says Hulick. “As we go down <strong>the</strong> road<br />
5, 10, 15 years and LEDs become more<br />
powerful and less expensive, you will<br />
The futuristic Aptera, which means “wingless” in Greek.<br />
CASP Magazine is a media partner to IQPC – International Quality and Productivity Center.<br />
18 CASP July 2008<br />
see <strong>the</strong>m begin to fi lter down into o<strong>the</strong>r<br />
classes of cars.”<br />
Smart systems and green lighting<br />
As LEDs evolve, smart systems will be introduced—what<br />
Hulick calls “application<br />
fl exibility.” These multiple light sources<br />
will be able to improve vision and defl<br />
ect glare.<br />
Improved LED technology will be more<br />
environmentally friendly. “The less electricity<br />
you use, <strong>the</strong> more effi cient <strong>the</strong> car<br />
is going to be,” says Hulick. “And if you reduce<br />
<strong>the</strong> amount of electricity required,<br />
you can reduce <strong>the</strong> gauge of <strong>the</strong> wires,<br />
you can reduce <strong>the</strong> size of <strong>the</strong> alternator,<br />
and you can take some weight out of <strong>the</strong><br />
car.”<br />
OSRAM has introduced <strong>the</strong>ir Joule LED<br />
signal lighting system that does not use<br />
mercury, lead, or cadmium. The company<br />
says it uses 85% less energy than<br />
traditional incandescent lighting signals,<br />
which can save 5.1 gallons of fuel annually<br />
per car. “I’m not going to tell you<br />
that one of our Joule systems in <strong>the</strong> back<br />
of a car is going to save <strong>the</strong> world,” says<br />
Hulick. “But when we want to fi nd big<br />
things to change to make a huge difference—that’s<br />
fi ne—but <strong>the</strong>re are a ton of<br />
things any of us can do to incrementally<br />
reduce our reliance on energy.” Hulick<br />
says <strong>the</strong> automotive industry is committed<br />
to reducing its ecological footprint.<br />
David Lipson lipson.david@gmail.com<br />
The Future<br />
Students at <strong>the</strong> Art Center College of<br />
Design in Pasadena, Calif. have a green<br />
mentality. “There is a major backlash of <strong>the</strong><br />
younger generation on larger vehicles—<br />
<strong>the</strong>y don’t think <strong>the</strong>y are cool,” says car<br />
designer Jason Hill. He is an instructor at<br />
<strong>the</strong> college and considered a vanguard in<br />
automotive green design.<br />
He says people use cars to communicate<br />
<strong>the</strong>ir values. Eco oriented people are looking<br />
for <strong>the</strong> newest innovations in green<br />
design, including lighting. “LED is <strong>the</strong> hot<br />
thing,” says Hill. “It’s gone from concept to<br />
reality.”<br />
Hill and his firm ‘eleven’ designed <strong>the</strong><br />
Aptera—a three-wheeled composite body<br />
vehicle that looks straight out of <strong>the</strong><br />
Jetsons. It will be offered as both an all<br />
electric and a plug-in electric hybrid.<br />
Hill talks about <strong>the</strong> Aptera’s lighting: “From<br />
<strong>the</strong> start of <strong>the</strong> project, using <strong>the</strong> lowest<br />
amount of energy to a specific job has<br />
been <strong>the</strong> top priority. Therefore, all lighting<br />
aspects are incorporating <strong>the</strong> best technology<br />
and lowest energy using units we<br />
could specify. For example, <strong>the</strong> entire tail<br />
lamp assembly is a collection of LED, including<br />
<strong>the</strong> reverse lamp. The interior lighting<br />
is also using LED units to better control<br />
<strong>the</strong> effect that was desired. The front signal<br />
lamps (3 per side) are all LED lights. All<br />
toge<strong>the</strong>r, we beat our energy budget on total<br />
usage for <strong>the</strong><br />
vehicle, <strong>the</strong>reby<br />
improving its effi<br />
ciency even that little<br />
bit more.”
Elvis was<br />
indeed in <strong>the</strong><br />
building—at<br />
Rotary Lift.<br />
Ideal Supply<br />
Ano<strong>the</strong>r Successful Show<br />
Shirley Brown<br />
sgbrown@xplornet.com<br />
Ideal Supply, based in Listowel, Ontario, sure knows how to put a successful<br />
trade show toge<strong>the</strong>r… after all, <strong>the</strong>y’ve been doing this now for<br />
eighteen years. Quaker State had representatives to answer<br />
questions and TVs to show <strong>the</strong>ir product’s attributes.<br />
Ideal’s show takes up just over 25,000 sq. ft. This houses over 160 booths occupied by<br />
130 exhibitors with lots to see, tell about, and try out. Over 1,950 customers walked<br />
through <strong>the</strong> two-day show. The <strong>the</strong>me this year was <strong>the</strong> ’60s and sure enough, Elvis was<br />
on hand to entertain everyone. Ideal Supply catered free hamburgers, hot dogs, and<br />
French fries to all <strong>the</strong> vendors and customers.<br />
The prizes were based on Ideal Bucks, so <strong>the</strong> customers could pick up <strong>the</strong>ir prize at <strong>the</strong><br />
end of <strong>the</strong> show as every booth gave <strong>the</strong> customer bucks relevant to <strong>the</strong>ir purchases. In<br />
addition, every customer received a ’60s <strong>the</strong>med gift for attending <strong>the</strong> show.<br />
Tool booths are always busy and<br />
<strong>the</strong> Makita one was no different.<br />
Mike Marchese and Jeff Leroux were<br />
quite busy at <strong>the</strong> Grote booth.<br />
Larry Raymond was on hand to help<br />
customers with <strong>the</strong>ir “fl ash” problems.<br />
July 2008 CASP 19
ADVERTORIAL Shirley Brown sgbrown@xplornet.com<br />
Atlas Auto, Sault Ste. Marie<br />
They Like Challenges!<br />
These days, it’s really great to see a son follow his fa<strong>the</strong>r into <strong>the</strong> jobber business.<br />
Such is <strong>the</strong> case at Atlas Auto of Sault Ste. Marie, Ontario. Barry Bailey has taken over<br />
from his Dad in <strong>the</strong> family business.<br />
his has pretty much been <strong>the</strong><br />
“Tonly job I’ve ever had. I started<br />
in <strong>the</strong> store sweeping floors, driving<br />
trucks, warehouse, worked <strong>the</strong> counter,<br />
<strong>the</strong>n outside sales,” says Barry.<br />
“My Dad, Barry, started in <strong>the</strong> business in<br />
1969 as an Atlas agent for Imperial Oil.<br />
In 1985, <strong>the</strong> business was made into a<br />
franchise and that’s when Dad bought<br />
Atlas Auto. The original location was<br />
about 3,500 sq. ft. and six people were<br />
employed at that time. Our current location<br />
is about 8,500 sq. ft. in a high traffi c<br />
area and now employs 13 people,” Barry<br />
says proudly.<br />
“Over <strong>the</strong> years we’ve been successful<br />
because I’ve surrounded myself with<br />
great employees and excellent customers…<br />
some of whom have been with us<br />
for many years, and are second genera-<br />
20 CASP July 2008<br />
tion. One of our employees, Reg Orchard,<br />
has been employed here for 33 years. I<br />
feel our customers keep coming back to<br />
us because we try to treat <strong>the</strong>m <strong>the</strong> best<br />
we can, we want <strong>the</strong>m to stay with us—<br />
after all <strong>the</strong>y’re <strong>the</strong> lifeblood of our business!<br />
<strong>Join</strong>ed Uni-Select<br />
“We got involved with Uni-Select because<br />
of Randy Jones. He was a sales rep with<br />
ano<strong>the</strong>r supplier and called on us. When<br />
he started working for Uni-Select, he<br />
brought us in as members. We’ve never<br />
looked back since. They’ve given us many<br />
tools and programs that in turn have<br />
helped us grow and prosper. We can now<br />
compete better in today’s business world.<br />
The real beauty of it is Uni-Select has a<br />
diverse program that allows us to choose<br />
what we think is best for Atlas… We can<br />
pick our manufacturers ei<strong>the</strong>r through<br />
<strong>the</strong> marketing<br />
lines or through<br />
<strong>the</strong> warehouse to<br />
represent whichever<br />
brand best<br />
fits our customers.<br />
This makes it<br />
easy for us to fi nd<br />
quality product with good representation<br />
from <strong>the</strong> manufacturers.<br />
“Uni-Select treats us very well, I fi nd <strong>the</strong>m<br />
very fair to deal with—<strong>the</strong>y’ll do whatever<br />
it takes to get <strong>the</strong> business. Their marketing<br />
programs are excellent—<strong>the</strong> SAX<br />
Program is great—in fact it’s <strong>the</strong> best program<br />
available anywhere for installers.”<br />
Management programs<br />
Barry went on to say that Uni-Select<br />
has some very good management programs<br />
for jobbers and staff members,
Current owner, Barry<br />
took over Atlas<br />
from his Dad and<br />
as he says “I’m still<br />
learning from him!”<br />
such as ‘Feet on <strong>the</strong> Street’ and Inventory<br />
Management. All <strong>the</strong> tools are provided for<br />
proper training. “I’ve taken advantage of<br />
many courses in order to run <strong>the</strong> business<br />
<strong>the</strong> best way possible, whe<strong>the</strong>r it’s<br />
through Uni-Select, PPG, or any of <strong>the</strong> industry<br />
sponsored suppliers, it’s very simple,<br />
if we can learn something new or advantageous<br />
for our business, we’re <strong>the</strong>re.<br />
“At this point, we’re continuing to grow<br />
<strong>the</strong> business with <strong>the</strong> support of Uni-<br />
Select and our suppliers. We also have excellent<br />
delivery service from Uni-Select—<br />
Atlas Auto has a big job to do<br />
and as you can see, <strong>the</strong> staff is<br />
large and very, very capable.<br />
one-day service to us up here in <strong>the</strong> Sault.<br />
Business is getting tougher and your feet<br />
are held to <strong>the</strong> fi re every day to improve<br />
your services because things are getting<br />
so competitive. It’s an ongoing challenge,<br />
and we like challenges!<br />
“Technology has defi nitely made us a lot<br />
more effi cient by using programs such as<br />
<strong>the</strong> AIM inventory analysis. Information is<br />
now instantaneous, which makes it better<br />
for everyone. Parts people have a lot<br />
to absorb <strong>the</strong>se days, as do owners as do<br />
sales people. But don’t forget, this is still<br />
a people business—customers still like to<br />
talk to our parts people on <strong>the</strong> counter.<br />
Training for <strong>the</strong>ir customers<br />
“As I said before, we strive to take good<br />
care of our customers. We provide <strong>the</strong>m<br />
with technical training locally with a trainer<br />
who comes up from sou<strong>the</strong>rn Ontario.<br />
As far as business training for our installers,<br />
which is as important as technical<br />
training, I have a business background to<br />
help <strong>the</strong>m with <strong>the</strong>ir bay effi ciency and<br />
profitablity. The service providers who<br />
have embraced this really appreciate <strong>the</strong><br />
help and we’re partnering with <strong>the</strong>m. You<br />
know, we learn from each o<strong>the</strong>r—<strong>the</strong>y<br />
know things I don’t and vice versa.”<br />
ADVERTORIAL<br />
Barry mentions that he helps his customers<br />
survive and grow by giving <strong>the</strong>m fair<br />
pricing, <strong>the</strong> correct parts <strong>the</strong> fi rst time<br />
with fast deliveries. This is in addition to<br />
<strong>the</strong> help he and his staff provide <strong>the</strong>m<br />
for tech training and business management.<br />
“In our business, we have to constantly<br />
strive to improve relationships and understand<br />
each o<strong>the</strong>r’s business, we are<br />
partners. It will be tougher going forward<br />
to fi nd competent counter people<br />
and technicians; we’re no different than<br />
<strong>the</strong> rest of <strong>the</strong> country. We need to get<br />
more young people into our industry.<br />
Technicians are not just people who<br />
repair our vehicles—<strong>the</strong>y bring a lot of<br />
knowledge and skills, and need to understand<br />
business if <strong>the</strong>y want to be successful<br />
in today’s business.<br />
The preventive maintenance route<br />
“I think <strong>the</strong> aftermarket has its challenges<br />
going forward! We need to get information<br />
and that’s going to get more diffi -<br />
cult, I believe. The aftermarket also needs<br />
to fully embrace <strong>the</strong> preventive maintenance<br />
philosophy. The ‘if it ain’t broke,<br />
don’t fi x it’ way of thinking doesn’t add<br />
up any more. Preventive maintenance is<br />
<strong>the</strong> way to go today and <strong>the</strong> garages need<br />
to take a much closer look at that way of<br />
doing business. That’s when <strong>the</strong>y’ll survive<br />
and prosper. If <strong>the</strong>y go <strong>the</strong> preventive<br />
maintenance route, <strong>the</strong>y’ll continue<br />
to increase revenues and grow <strong>the</strong>ir business.<br />
In this way, <strong>the</strong> customers will learn<br />
to trust <strong>the</strong>ir service providers. This is<br />
what we’re trying to show customers and<br />
Uni-Select has some good programs and<br />
great point of sale materials that helps as<br />
well,” Barry concludes.<br />
It looks as if Barry Bailey and his shop,<br />
Atlas Auto Parts, certainly have a most<br />
defi nite ‘help our customers to succeed<br />
and prosper’ attitude. They certainly seem<br />
to be trying hard to lend a hand and<br />
<strong>the</strong>y have Uni-Select to back <strong>the</strong>m up.<br />
July 2008 CASP 21
Antifreeze<br />
Just a Simple Solution,<br />
Isn’t It?<br />
Antifreeze is just antifreeze, isn’t it? Well, not really… <strong>the</strong>re are different<br />
antifreeze solutions for different vehicles. You must be careful<br />
with <strong>the</strong>m as <strong>the</strong> incorrect one could cause a lot of damage.<br />
When putting antifreeze in a customer’s<br />
vehicle, <strong>the</strong> manufacturer’s<br />
(car makers) recommendations need<br />
to be followed. In fact, <strong>the</strong>y advise <strong>the</strong> vehicle<br />
owner to change <strong>the</strong> antifreeze every<br />
two years—something hardly anyone<br />
does. Different antifreeze solutions are<br />
used for different automotive brands—it<br />
could be blue, yellow, green, orange, red.<br />
Depending on most engine parts today—like<br />
aluminum alloys—some need<br />
phosphate, some don’t, some need o<strong>the</strong>r<br />
additives, so it’s important to use only<br />
<strong>the</strong> OE recommended antifreeze for that<br />
particular vehicle! Remember, antifreeze<br />
is used to cool off <strong>the</strong> engine, it should<br />
not harm <strong>the</strong> aluminum alloy parts—<br />
make sure it complies with <strong>the</strong> written<br />
OE recommendation.<br />
22 CASP July 2008<br />
Pressure and <strong>the</strong> radiator cap<br />
The purpose of antifreeze is to boil to a<br />
high temperature, so you should make<br />
sure <strong>the</strong> <strong>the</strong>rmostat is working properly.<br />
This part doesn’t last for 20 years, so it<br />
should be checked out after two to three<br />
years. The radiator cap is an important<br />
feature as well when it comes to temperature<br />
and cooling down <strong>the</strong> engine.<br />
Remember, water boils at 212°F and if<br />
you use a cap that—for instance—holds<br />
15 lbs. pressure, it adds 45 degrees and<br />
brings <strong>the</strong> temperature up to 257°F (depending<br />
on <strong>the</strong> vehicle). You want this<br />
to run very hot as it makes <strong>the</strong> gas burn<br />
better. Again, watch <strong>the</strong> recommendations<br />
for <strong>the</strong> amount of rad cap pressure.<br />
At 192 degrees, <strong>the</strong> <strong>the</strong>rmostat opens and<br />
everything runs with <strong>the</strong> temperaturecooling<br />
sensor. This temperature sensor<br />
Pierre Bissonnette<br />
Pierre.Bissonnette@federalmogul.com<br />
tells <strong>the</strong> computer <strong>the</strong> engine is warm,<br />
that everything is fi ne, so shut <strong>the</strong> gas<br />
down—go lean.<br />
Liquid coolant?<br />
It also seems that foreign nameplate manufacturers<br />
are more concerned with <strong>the</strong><br />
correct antifreeze being put into <strong>the</strong>ir<br />
vehicles than are <strong>the</strong> domestic automakers.<br />
Most people believe that antifreeze<br />
will not freeze—but it will. I believe it<br />
should be labeled differently to say more<br />
like ‘Liquid Coolant’ or some variant like<br />
that. Every vehicle should have antifreeze<br />
in it that is good to -40°. You also need<br />
to read <strong>the</strong> directions on <strong>the</strong> antifreeze<br />
jug… pure antifreeze doesn’t do <strong>the</strong> job;<br />
it must be mixed with water.<br />
O<strong>the</strong>r important parts<br />
The water pump is also a very important<br />
item in <strong>the</strong> system for temperature control<br />
or, as I like to call it, <strong>the</strong> liquid coolant<br />
recirculation pump. Ano<strong>the</strong>r item is<br />
<strong>the</strong> electric fan and if you have A/C, <strong>the</strong>re<br />
are two fans, one of which works all <strong>the</strong><br />
time <strong>the</strong> A/C is on and <strong>the</strong> o<strong>the</strong>r comes<br />
on when <strong>the</strong> temperature gets too high.<br />
In a normal (not high end) vehicle, <strong>the</strong><br />
electric fan starts up at various temperatures.<br />
When you start <strong>the</strong> A/C, <strong>the</strong> fan<br />
starts up right away.<br />
All of <strong>the</strong>se items are very important to<br />
<strong>the</strong> temperature of <strong>the</strong> engine and must<br />
be maintained properly. Read <strong>the</strong> manufacturer’s<br />
recommendations about <strong>the</strong><br />
temperature, <strong>the</strong> proper antifreeze for<br />
that specifi c vehicle and <strong>the</strong> maintenance<br />
of <strong>the</strong> water pump and fans. The vehicle<br />
will last much longer if those recommendations<br />
are followed.<br />
Pierre Bissonnette is <strong>the</strong> technical instructor for Federal-<br />
Mogul and holds a teaching certifi cate in andragogy – which<br />
is <strong>the</strong> art and science of helping adults, whose general<br />
education has been cut short, in <strong>the</strong>ir learning process.
TRANSLATED FROM ITS ORIGINAL FRENCH BY MARC-ALAIN NANTEL.<br />
ADVERTORIAL<br />
Guy O’Bomsawin<br />
gobomsawin@videotron.ca<br />
Exclusive to NAPA Customers<br />
Where <strong>the</strong> Best Connect<br />
With regards to ongoing training, NAPA has implemented a major solution—<strong>the</strong> NAPA Centre of Excellence<br />
which, coupled with strong technical support, manages a revolutionary training service.<br />
From individual evaluation of each<br />
candidate to <strong>the</strong> distribution of<br />
official certificates attesting to proper<br />
knowledge of each subject, which includes<br />
comprehensive organization of<br />
<strong>the</strong> courses and <strong>the</strong>ir follow-up, nothing<br />
is left to chance at <strong>the</strong> NAPA Centre of<br />
Excellence.<br />
When Jacyn<strong>the</strong> Pigeon and <strong>the</strong> entire<br />
team of regional Champions launched <strong>the</strong><br />
NAPA Centre of Excellence last fall, <strong>the</strong>y<br />
ensured that all NAPA personnel and clientele<br />
have access to <strong>the</strong> best tools in<br />
order to eliminate <strong>the</strong> main training obstacles.<br />
Immediately accessible<br />
To traditional classroom and workshop<br />
training, <strong>the</strong>y added <strong>the</strong> one offered by<br />
CARS online 24 hours a day, thus getting<br />
rid of availability and logistic problems<br />
caused by travel and hard-to-manage<br />
schedules.<br />
To immediately enjoy this service, at<br />
clearly exceptional rates, service providers<br />
need only mention it to <strong>the</strong>ir NAPA<br />
Auto Parts wholesaler’s representative,<br />
Jacyn<strong>the</strong> Pigeon is Marketing and Training<br />
coordinator at <strong>the</strong> NAPA Centre of Excellence.<br />
and sign an agreement to that effect.<br />
Once approved, <strong>the</strong> service providers<br />
will quickly receive codes to access, via<br />
Internet, <strong>the</strong> NAPA Centre of Excellence<br />
training portal, where <strong>the</strong>y’ll fi nd a list<br />
of some 400 technical and management<br />
courses as well as <strong>the</strong> free CARSability<br />
self-evaluation service, also very useful<br />
for employee recruitment.<br />
Hybrids and o<strong>the</strong>rs > NAPA’s Centre of Excellence offer encompasses everything, including <strong>the</strong> most pressing needs<br />
brought on by market developments. On that note, hybrid technology, air conditioning, health and safety,<br />
and standards pertaining to halocarbons are particularly addressed.<br />
Personal and flexible<br />
Training acquired at one’s own rhythm,<br />
in <strong>the</strong> workplace or at home without <strong>the</strong><br />
slightest time restriction, is <strong>the</strong> outstanding<br />
advantage of connectivity since it can<br />
be accessed anywhere and a session may<br />
be interrupted at will.<br />
As to <strong>the</strong> value of knowledge thus acquired,<br />
it is equally unquestionable. Each<br />
user has an access code and exclusive<br />
fi le where all exams are kept, showing<br />
only that person’s progress.<br />
Training being paid by <strong>the</strong> employer according<br />
to pertinent business objectives,<br />
it’s obvious that service providers have<br />
supervisory power to optimize <strong>the</strong>ir personnel’s<br />
qualifications as well as to be<br />
even more competitive.<br />
www.napaexcellence.ca<br />
Nearly 4,000 technicians already benefi<br />
t from <strong>the</strong> NAPA Centre of Excellence<br />
online training program. If you haven’t<br />
already joined, you can learn more by<br />
consulting www.napaexcellence.ca.<br />
July 2008 CASP 23
ADVERTORIAL<br />
Shirley Brown sgbrown@xplornet.com<br />
PAR Auto, Airdrie, AB<br />
Anything for<br />
<strong>the</strong> Customer<br />
Current owner Dan Feener has been<br />
with PAR Auto since 1980, started<br />
from <strong>the</strong> bottom and worked his way<br />
up riding out storms along <strong>the</strong> way!<br />
AR stands for Pat and Ron, who<br />
“Pstarted this business in 1979<br />
in Airdrie, Alberta, a town about 20 km<br />
north of Calgary. In 1980, I started on <strong>the</strong><br />
lowest rung of <strong>the</strong> PAR ladder. The business<br />
grew to four stores but <strong>the</strong> oil boom<br />
disappeared in 1986; three stores were<br />
lost and <strong>the</strong> partners separated. Ron kept<br />
this location and, in 1998, I purchased it,”<br />
states Dan.<br />
The business grew out of <strong>the</strong> 3,700 sq.<br />
ft. building and moved to <strong>the</strong>ir current<br />
9,400 sq. ft. location in 2004. “As well as<br />
stocking auto parts, we do hydraulic hose<br />
assemblies. We service a lot of industrial/<br />
agricultural accounts as well as automotive,<br />
so we’re always busy. We’ve done<br />
this since about 1988, when as store<br />
manager, I brought <strong>the</strong>se accounts into<br />
<strong>the</strong> business,” Dan continued.<br />
Dan employs eight people, including<br />
drivers. “We’re successful because of our<br />
knowledge and knowing our customers.<br />
Remember, I grew with <strong>the</strong> business, so I<br />
know all my customers. And so does my<br />
staff. I treat my employees well and with<br />
<strong>the</strong> same respect I treat my customers.<br />
The staff does <strong>the</strong> same. My employees<br />
are my number one asset. We all work<br />
toge<strong>the</strong>r and do anything for a customer.<br />
We go to Calgary three times a day for<br />
24 CASP July 2008<br />
parts. We’ll pick up anything our client<br />
wants and get it to <strong>the</strong>m. We give <strong>the</strong>m<br />
quick service three times a day and I<br />
think that’s probably <strong>the</strong> most important<br />
thing a parts business can do to help<br />
installers. They need to get that vehicle<br />
fi xed and out <strong>the</strong> door.”<br />
Prefers brand name<br />
The majority of Dan’s customers have<br />
been with him a long time; he’s getting<br />
new ones daily—by word of mouth. At<br />
PAR, <strong>the</strong>y earn <strong>the</strong>ir customers’ trust and<br />
<strong>the</strong>y trust <strong>the</strong>ir customers—a great relationship.<br />
Dan prefers brand name products<br />
but, like his competition, he offers a<br />
good, better, best solution. The customer<br />
ultimately is <strong>the</strong> one who decides which<br />
product he wants. “By going with noname<br />
products, you don’t get <strong>the</strong> backup,<br />
<strong>the</strong> warranty, or <strong>the</strong> representative’s help,<br />
so I prefer brand name. We also have <strong>the</strong><br />
expertise to tell our customers about <strong>the</strong><br />
parts <strong>the</strong>y want,” Dan said.<br />
PAR Auto is a Uni-Select Prairie member.<br />
“We’ve been with Uni-Select since <strong>the</strong>y<br />
purchased Alpac about 1985! They’ve<br />
absolutely helped us grow. They give<br />
us a diverse line of products especially<br />
after <strong>the</strong>y joined forces with Acklands-<br />
Grainger—that opened up a big door<br />
for us. Belonging to a network like that<br />
PAR Auto owner Dan Feener<br />
shows our customers we’re not a little<br />
Ma and Pa store, we have national recognition<br />
and supply plus purchasing power,<br />
but we’re still running our store as an<br />
independent.<br />
Uni-Select support<br />
“Uni-Select supports us very well. They<br />
give us <strong>the</strong> option of <strong>the</strong> good, better,<br />
best scenario—<strong>the</strong>y’re <strong>the</strong> champion of<br />
name brand products for parts stores. We<br />
have access to Acklands’ industrial products;<br />
<strong>the</strong> new Beck/Arnley import line is<br />
going to help considerably; <strong>the</strong>y allow us<br />
accessibility to <strong>the</strong> warehouse for quick<br />
pick ups in addition to <strong>the</strong> stock orders<br />
and drop shipments we have. With all <strong>the</strong><br />
new parts now, <strong>the</strong> proliferation rate is<br />
way up, so by allowing us to pick up at<br />
<strong>the</strong> warehouse, we’re able to service our<br />
customers in a 2 to 2-1/2 hour time span.<br />
We’re starting to work with National
Accounts now that <strong>the</strong>y’ve come into our<br />
town because of Uni-Select,” Dan states.<br />
“Uni-Select has brought out quite a few<br />
programs over <strong>the</strong> years that have helped<br />
us and in turn, helped our customers. The<br />
IT part is really starting to take effect.<br />
The DAVE program for our customers is<br />
an online catalogue that allows our customers<br />
to be hooked up to our store, go<br />
to <strong>the</strong> catalogue, fi nd <strong>the</strong> part and order<br />
it—all online. Our customers also love<br />
<strong>the</strong> SAX program—<strong>the</strong>y can see how<br />
<strong>the</strong>ir purchases are going, see how many<br />
points <strong>the</strong>y’ve accumulated, see <strong>the</strong> latest<br />
updates from manufacturers, <strong>the</strong> latest<br />
sales, it’s a great service for <strong>the</strong>m.<br />
“Training is also offered—both for us as<br />
jobbers and for our installers. Over <strong>the</strong><br />
years, I’ve taken many of <strong>the</strong>ir management<br />
programs, as has some of my staff.<br />
Training for installers is a bit more diffi<br />
cult <strong>the</strong>se days because <strong>the</strong>y’re having<br />
a hard time keeping staff—due to today’s<br />
oil business. Those that do are hooked<br />
up with TechPro from Uni-Select. This<br />
program is working<br />
well; installers<br />
go to it for an evening<br />
or weekend.<br />
It’s good <strong>the</strong>y’re<br />
able to choose <strong>the</strong><br />
course <strong>the</strong>y want<br />
to go to—it’s a<br />
specialized course.<br />
We also provide<br />
a garage management<br />
program<br />
through Uni-Select.<br />
And quite a few of<br />
our installers have gone to this over <strong>the</strong><br />
years.”<br />
Change<br />
Dan says things have absolutely changed<br />
for <strong>the</strong> better over his years in business.<br />
“The more parts available for vehicles,<br />
<strong>the</strong> less chance <strong>the</strong> big box store can<br />
keep <strong>the</strong>m in stock! That means people<br />
come to us—we have access to all those<br />
parts through Uni-Select. I believe <strong>the</strong> future<br />
of our business is only going to get<br />
better for those who can quickly make<br />
a change. You need to belong to an organization<br />
like Uni-Select for your business<br />
to be better… you won’t be able to<br />
do it alone! And I can’t think of ano<strong>the</strong>r<br />
organization in <strong>the</strong> parts business that’s<br />
gone from Canada into <strong>the</strong> States, not <strong>the</strong><br />
o<strong>the</strong>r way around! This deserves a great<br />
deal of recognition.<br />
“The organization has had an Advisory<br />
Board in each Division, which I was part<br />
of. As owners, we volunteer for this, get<br />
toge<strong>the</strong>r with Uni-Select’s management<br />
team, and iron out diffi culties. We’d bring<br />
ADVERTORIAL<br />
up our concerns and management<br />
would try to work<br />
with <strong>the</strong>m. This showed<br />
that someone was looking<br />
at <strong>the</strong>m and said, ‘Yep, that<br />
can be done on both sides.’<br />
That’s made a big, big difference<br />
to <strong>the</strong> network.”<br />
Training is a must<br />
Dan feels that in order to<br />
help his service providers<br />
best, he needs a fully trained<br />
staff. His customers can look<br />
up <strong>the</strong> needed part on <strong>the</strong><br />
Internet and order it, but if<br />
that part isn’t in stock, <strong>the</strong>y call <strong>the</strong> store.<br />
“In that case, <strong>the</strong> customer needs to talk<br />
to a qualifi ed parts person. Then we fi nd<br />
<strong>the</strong> part and deliver it. Service providers<br />
don’t have time to phone around for<br />
<strong>the</strong> part. Technicians still need to go to<br />
training… we need our own specialists<br />
just like any o<strong>the</strong>r profession. We’re professionals<br />
and as an industry, we must<br />
portray that better! Our industry needs<br />
to get that message across to young people—<strong>the</strong>re<br />
are no more grease monkeys!<br />
The technicians of tomorrow must be<br />
highly skilled on <strong>the</strong> computer, with diagnostics<br />
skills and in repair. That’s what<br />
<strong>the</strong> future is all about—computers, modules,<br />
and sensors.”<br />
Well said! Dan Feener will take what<br />
he said and pass it on to area schools.<br />
Belonging to a great organization like<br />
Uni-Select, he can help o<strong>the</strong>rs see <strong>the</strong><br />
big picture along with what’s coming.<br />
July 2008 CASP 25
<strong>Join</strong> <strong>the</strong> <strong>Winning</strong> <strong>Team</strong>!<br />
We’re passionate about cars.<br />
Atlantic provinces<br />
Eastern Automotive. Warehousing<br />
Vaughan, David M.<br />
frontline@automachinery.ca<br />
Québec - Ontario<br />
Vast-Auto Distribution<br />
Cifelli, Mauro<br />
mcifelli@vastauto.com<br />
Nor<strong>the</strong>rn Ontario<br />
Maslack Supply Limited<br />
Vocaturo, Pino<br />
pinov@maslack.com<br />
Manitoba<br />
Piston Ring Service Supply<br />
Tennant, John<br />
jot@pistonringservice.com<br />
Saskatchewan<br />
Auto Electric Service<br />
Jaworski, Bob<br />
bob@autoelectricservice.com<br />
Alberta<br />
Central Auto Parts Dist. LTD<br />
Scrivens, Darrell<br />
darrell@centralautoparts.ca
ADVERTORIAL<br />
Tenneco Canada<br />
Capture Your Fair<br />
Tenneco’s Canadian sales force took<br />
on <strong>the</strong> challenge of taking legitimate<br />
shock and strut repair sales to <strong>the</strong><br />
next level. Doug Rockefeller, Tenneco’s<br />
director of Sales for Canada, is very excited<br />
about <strong>the</strong>ir exclusive ‘4 MORE’ nationwide<br />
training initiative—a program that<br />
has defi nitely helped automotive service<br />
professionals obtain signifi cant increases<br />
in ride control sales.<br />
“We’ve had phenomenal success with<br />
<strong>the</strong> ‘4 MORE’ training initiative, as have<br />
<strong>the</strong> numerous automotive sales professionals<br />
who participated in <strong>the</strong> program,”<br />
says Rockefeller. “We’ve received countless<br />
testimonials from shop owners about<br />
<strong>the</strong> financial benefit that <strong>the</strong> initiative<br />
has produced. Here are two examples:<br />
A Brampton store sold 12 units in 2007.<br />
They told <strong>the</strong>ir rep <strong>the</strong>y had zero confidence<br />
or focus in <strong>the</strong> program. Their<br />
representative worked with <strong>the</strong>m and<br />
<strong>the</strong>y’re now his biggest success story—<br />
since January 2008, <strong>the</strong>y’re approaching<br />
200 installed units in <strong>the</strong>ir bays! Here’s<br />
ano<strong>the</strong>r one: ‘Last year, we averaged only<br />
one four corner shock/strut job per<br />
month and ride control repair was a very<br />
small part of my overall business. After<br />
attending <strong>the</strong> ‘4 MORE’ meeting, my shop<br />
Shirley Brown<br />
sgbrown@xplornet.com<br />
Share…<strong>the</strong> Easy Way<br />
As automotive service professionals, you want to capture <strong>the</strong> sales<br />
benefi ts of legitimate repair opportunities. It’s not diffi cult to be successful…<br />
attend a Tenneco ride control ‘4 MORE’ training session.<br />
28 CASP July 2008<br />
At <strong>the</strong> Tiresmart location in Brampton, Rahim, Aneil, and<br />
Tazeem are very happy with <strong>the</strong> ‘4 MORE’ program.<br />
sold 24 four corner jobs. In summary, <strong>the</strong><br />
Tenneco representative provided us with<br />
a system that really helps us sell more<br />
ride control.’ These are only a small portion<br />
of <strong>the</strong> feedback we’ve had.”<br />
So how has a powerful brand like Monroe<br />
taken <strong>the</strong>ir success to <strong>the</strong> next level?<br />
Rockefeller continues, “We want to help<br />
<strong>the</strong> automotive service professional become<br />
more comfortable and confi dent in<br />
making legitimate shock/strut sales while<br />
having consumers receive improved<br />
safety benefits (steering, stopping, and<br />
stability) from Monroe products. Ride<br />
control is one of <strong>the</strong> highest underperformed<br />
maintenance repair categories.<br />
We wanted to instill a rejuvenated focus<br />
that supported shop activities to increase<br />
<strong>the</strong> frequency of ride control replacement<br />
recommendations. Increased vehicle<br />
inspections, and replacement recommendations,<br />
equal more sales. We quickly<br />
realized that this initiative was producing<br />
considerable sales improvement for <strong>the</strong><br />
entire supply chain, including <strong>the</strong> most<br />
important part—<strong>the</strong> automotive service<br />
professional. Let’s face it; selling ‘4 MORE’<br />
units per week is a realistic sales opportunity<br />
for any automotive service location.”<br />
Was <strong>the</strong>re any initial reluctance among<br />
customers?<br />
“Not really. The only challenge we continue<br />
to face is fi guring out how we can get<br />
more shops to attend <strong>the</strong> ‘4 MORE’ meetings—an<br />
event from which many shop<br />
owners could benefit. This year, we’ve<br />
asked our WD, jobber, and member business<br />
partners to truly endorse <strong>the</strong> initiative.<br />
Their endorsement of <strong>the</strong> program’s<br />
value will enhance <strong>the</strong> importance of <strong>the</strong><br />
meetings and ultimately increase sales<br />
throughout <strong>the</strong> supply chain.”<br />
What are <strong>the</strong> key elements that make <strong>the</strong><br />
program work?<br />
“The lifeblood of ‘4 MORE’ is <strong>the</strong> shops’<br />
ability to maximize <strong>the</strong> number of vehicle<br />
inspections and make repair recommendations<br />
100% of <strong>the</strong> time for qualified<br />
shock and strut replacement! The<br />
ASP must always report <strong>the</strong>ir findings<br />
to <strong>the</strong> consumer. But not all customers<br />
buy when fi rst asked. However, recommending<br />
<strong>the</strong> replacement need is critical.<br />
Most customers go back and purchase<br />
products from <strong>the</strong> fi rst location <strong>the</strong>y received<br />
a recommendation from. It’s also<br />
very important for <strong>the</strong> Tenneco sales representative<br />
to follow up with <strong>the</strong> shop<br />
60-90 days after <strong>the</strong> ‘4 MORE’ meeting to<br />
review process, progress and to reinforce<br />
<strong>the</strong> importance of properly working <strong>the</strong><br />
‘4 MORE’ system.”<br />
What are some of <strong>the</strong> metrics you’ve<br />
tracked?<br />
“In order to measure sales success, it is<br />
absolutely vital to establish before and<br />
after sales results for each shop that’s<br />
willing to implement <strong>the</strong> system. Shops<br />
prepared to use this information will,<br />
9 times out of 10, have much more immediate<br />
and sustained sales success. Shops<br />
across Canada have found true value in<br />
<strong>the</strong>se meetings—<strong>the</strong>y’re already asking<br />
our people when we’re going to conduct<br />
<strong>the</strong> next ‘4 MORE’ meeting in <strong>the</strong>ir area.”<br />
If you have not attended a Tenneco<br />
‘4 MORE’ meeting, contact your local<br />
Tenneco sales representative and let<br />
<strong>the</strong>m help you capture your fair share of<br />
this underperformed maintenance product<br />
category.
TRANSLATED FROM ITS ORIGINAL FRENCH BY MARC-ALAIN NANTEL.<br />
New or Rebuilt?<br />
François Charron<br />
technoserv@sympatico.ca<br />
Replacing <strong>the</strong> Water<br />
Pump<br />
Technically, <strong>the</strong> water pump has not evolved at <strong>the</strong> same<br />
pace as <strong>the</strong> rest of <strong>the</strong> engine components, except for<br />
<strong>the</strong> quality of <strong>the</strong> parts and <strong>the</strong> manufacturing precision.<br />
However, should it become defective, <strong>the</strong> repair cost can<br />
be a nightmare for <strong>the</strong> customer. How can you keep him<br />
from sleepless nights?<br />
The new and rebuilt water pump market, on <strong>the</strong> o<strong>the</strong>r<br />
hand, has evolved tremendously. The change of habits of<br />
service providers like you, and <strong>the</strong> options open to consumers,<br />
have recently tipped <strong>the</strong> scales towards an increase in <strong>the</strong> sale<br />
of new pumps, boosted by a price cut brought on by <strong>the</strong> competition<br />
from abroad, particularly from Asia!<br />
Adapting to change<br />
Promecanix had to adapt to <strong>the</strong>se new trends and apply strategy<br />
in its corporate decisions. Werner Baerlocher, its president,<br />
explains how things have changed drastically in a short period:<br />
“In 2001, we were selling 70% of rebuilt pumps to a meagre<br />
30% new, and <strong>the</strong> price gap between <strong>the</strong> two was <strong>the</strong> main reason.<br />
Today, with price cuts due to globalization and automated<br />
fabrication processes lowering production costs, <strong>the</strong>se fi gures<br />
are almost reversed: 80% of sales now originate from <strong>the</strong> new<br />
water pump sector.”<br />
Costly low-price products<br />
When ‘dollar-saving products’ from China overloaded <strong>the</strong> North-<br />
American market, Promecanix reacted like <strong>the</strong> majority in <strong>the</strong><br />
business community, only to deeply regret it: “Shortly <strong>the</strong>reafter,<br />
we had to refund <strong>the</strong> replacement cost of four engines because<br />
<strong>the</strong> water-pump hub broke and damaged <strong>the</strong> timing belt, resulting<br />
in desynchronized valve mechanism.”<br />
New pumps<br />
Company management quickly turned to Japan to fi nd reliable<br />
quality products at competitive prices: “We signed an agreement<br />
with a Japanese manufacturer who has factories in Asia<br />
and applies a quality control process as per Japanese standards.<br />
That proved to be an excellent decision for us, and our customers<br />
are still thanking us.”<br />
“Thanks to <strong>the</strong><br />
team effort of<br />
all its personnel,<br />
Promecanix has<br />
increased its sales<br />
fi vefold since<br />
2001,” states<br />
Werner Baerlocher,<br />
company manager<br />
and partner.<br />
Rebuilt pumps<br />
For <strong>the</strong> rebuilt pump market, <strong>the</strong> plant in Montreal provides<br />
<strong>the</strong> refurbishing service, using superior quality replacement<br />
parts. “Depending on <strong>the</strong> model, <strong>the</strong> price gap between new<br />
and rebuilt pumps is now only 5 to 20%. All our products, be<br />
it water pumps, calipers or windshield wiper motors, are available<br />
at many local suppliers who stock up at our Montreal<br />
plant, and <strong>the</strong>y’re backed by a one-year warranty.”<br />
www.promecanix.com<br />
July 2008 CASP 29
Because we’re in <strong>the</strong> automotive service<br />
business, we often take many<br />
things for granted. What seems mundane<br />
and obvious to us can be a total mystery<br />
to our customers. And that only makes<br />
sense—why would our customers come<br />
to us for help if <strong>the</strong>y knew how to take<br />
care of <strong>the</strong>ir own service issues and<br />
breakdowns?<br />
It’s important to keep this knowledge<br />
gap in mind when dealing with customers,<br />
because sometimes what <strong>the</strong>y think<br />
is true or what <strong>the</strong>y imagine is going on<br />
with <strong>the</strong>ir vehicles, could be completely<br />
wrong.<br />
Violets are red…<br />
Let me explain what I mean by telling<br />
you about a recent incident at our shop.<br />
One of our regular customers<br />
called complaining<br />
that her car was using<br />
a tremendous amount of<br />
oil. The vehicle, a fi fteenyear-old<br />
Toyota, had seen<br />
better days, however <strong>the</strong><br />
last time we saw it, <strong>the</strong> thing seemed to<br />
be running fi ne.<br />
We asked that <strong>the</strong> car be dropped off so<br />
that we could investigate. Our customer<br />
obliged and gave us specifi c instructions—if<br />
any major work was required,<br />
such as a new motor, we were to do<br />
nothing without her approval.<br />
30 CASP July 2008<br />
Garage Business<br />
Colour Blindness<br />
When <strong>the</strong> vehicle arrived we proceeded<br />
to inspect it. A check of <strong>the</strong> fluids revealed<br />
that <strong>the</strong> engine oil level was way<br />
over what it should have been. Someone<br />
had poured more oil into <strong>the</strong> engine than<br />
necessary—a serious issue since high oil<br />
levels will cause engine damage.<br />
The question was how could <strong>the</strong> level<br />
have gotten this high? Who or what was<br />
responsible? Internal leakage could have<br />
raised <strong>the</strong> level of <strong>the</strong> oil. Coolant and<br />
fuel are <strong>the</strong> usual suspects, but not in<br />
this case. The oil was free of any contaminants.<br />
We called <strong>the</strong> owner for more information<br />
and were told that she seems to<br />
check <strong>the</strong> oil level regularly. When <strong>the</strong><br />
oil level is too low, she adds a litre. And<br />
What seems mundane and obvious to us<br />
can be a total mystery to our customers.<br />
since <strong>the</strong> oil level is frequently too low,<br />
she told us she added quite a few extra<br />
litres.<br />
How could that be, we wondered. The<br />
owner’s opinion: The vehicle must be<br />
burning or using oil since no matter how<br />
much oil she adds, <strong>the</strong> level is low again<br />
<strong>the</strong> next time she checks.<br />
Customer complaints are rarely<br />
black and white. Instead, <strong>the</strong>y’re<br />
shades of grey, green, red…<br />
Mystery solved<br />
We drained <strong>the</strong> overfi ll, added <strong>the</strong> correct<br />
amount of oil, road tested <strong>the</strong> car,<br />
and called <strong>the</strong> owner. When <strong>the</strong> customer<br />
dropped by I asked her to check <strong>the</strong> oil.<br />
She proceeded to pull <strong>the</strong> dipstick, only<br />
it was <strong>the</strong> wrong one. It turns out that<br />
she and her male ‘advisors’ were checking<br />
<strong>the</strong> transmission level but adding oil<br />
to <strong>the</strong> engine.<br />
Mystery solved!<br />
Dave Redinger<br />
davidredinger@rogers.com<br />
So why did I tell you this story? Well,<br />
fluids are colour coded. Each fluid has<br />
a specifi c colour to identify its purpose.<br />
Antifreeze is usually green, however, it<br />
could be red. Transmission fluid is red.<br />
Then again, it could be clear. Engine oil<br />
should be clear, but dirty oil is usually<br />
black. Come to think of it, fl uids aren’t<br />
any specifi c colour any more, so unless<br />
your customers know what <strong>the</strong>y’re doing,<br />
<strong>the</strong>y might be <strong>the</strong> cause of <strong>the</strong>ir own<br />
problems.<br />
The moral of <strong>the</strong> story: Best to read <strong>the</strong><br />
manual before checking <strong>the</strong> oil, and best<br />
looking beyond what your customers<br />
tell you when things just don’t add up.<br />
Dave Redinger is a mechanic with over 40 years experience<br />
who owns and operates his own shop in <strong>the</strong> Toronto<br />
area. Dave hosts <strong>the</strong> Neighbourhood Mechanic show, heard<br />
on Chum 1050. The Neighbourhood Mechanic can be seen<br />
on Dave’s national television show on E Channel. Both<br />
shows deal with automotive issues.
Don’t miss sales<br />
Get your face, your name, your contact numbers<br />
in front of all <strong>the</strong> counterpeople you contact.<br />
Get in touch with<br />
our representatives:<br />
Luc Champagne 514-945-1299<br />
lucchampagne13@videotron.ca<br />
Garth Vogan 905-689-1963<br />
rgvogan@yahoo.com<br />
How? Be in<br />
<strong>the</strong> Canadian<br />
Directory.<br />
– be <strong>the</strong> fi rst one called! This is <strong>the</strong> way<br />
to be called fi rst,<br />
every time!<br />
Be at <strong>the</strong> counter staff’s fi ngertips<br />
—Be in <strong>the</strong> Canadian Directory!
Shirley Brown<br />
sgbrown@xplornet.com<br />
The 2008 event, ‘Shift Forward,’ was<br />
even bigger than last year’s with<br />
more than 430 attendees from across<br />
<strong>the</strong> U.S., Canada, Europe, Asia, Mexico,<br />
and more. Speakers came from <strong>the</strong> U.S.,<br />
Canada, China, and Germany.<br />
The keynote speaker for GAAS 2008 was<br />
William Strauss, senior economist and<br />
economic advisor at <strong>the</strong> Federal Reserve<br />
Bank of Chicago. His presentation We’re<br />
Not in a Recession... Yet was opened<br />
with <strong>the</strong> statement “Clearly we are in turbulent<br />
times.”<br />
Strauss feels optimistic that <strong>the</strong> U.S.<br />
economy is on <strong>the</strong> path to recovery and<br />
showed that U.S. manufacturing output<br />
has never been higher.<br />
“The outlook for <strong>the</strong> second half of this<br />
year and for <strong>the</strong> coming quarter is for<br />
growth to continue but we’re certainly<br />
skirting near a recession,” said Strauss.<br />
New markets<br />
Today, many N.A. companies are turning<br />
to globalization in order to draw on<br />
some powerful emerging markets. One<br />
of those markets is China and <strong>the</strong> next<br />
speaker, Steve Ganster, managing director<br />
of Technomic Asia based in Shanghai,<br />
spoke about The Delicate Process of<br />
32 CASP July 2008<br />
GAAS 2008, Truly Global<br />
Shift Forward<br />
Dave Caracci, chairman of <strong>the</strong> board of directors of <strong>the</strong> Global<br />
Automotive Aftermarket Symposium (GAAS), emphasized that<br />
<strong>the</strong> event is truly global—<strong>the</strong> axis around which <strong>the</strong> whole<br />
event revolves. The fi rst day’s presentations covered industry<br />
issues related to Europe, Asia, India, Canada and <strong>the</strong> U.S.<br />
Wooing New Markets. He proceeded to<br />
give <strong>the</strong> audience an insight into China’s<br />
aftermarket of today.<br />
The signifi cance of <strong>the</strong> China market is<br />
an opportunity for new growth. “Many<br />
of your customers are already doing<br />
business <strong>the</strong>re,” said Ganster. “It’s also an<br />
emerging market of new competition,<br />
and a market to proactively consider.”<br />
There are some challenges to entering<br />
an emerging market like China. Ganster<br />
suggests that companies carefully select<br />
its addressable market and focus its geographic<br />
coverage. That <strong>the</strong>y get <strong>the</strong>ir distribution<br />
model right, clarify <strong>the</strong>ir value<br />
proposition and price, and control counterfeiting,<br />
plus explore acquisition opportunities<br />
to accelerate localization, and<br />
remember, “strategy before structure.”<br />
Ano<strong>the</strong>r important topic came up when<br />
a panel said <strong>the</strong> Aftermarket Must<br />
Communicate with Service Technicians.<br />
Steve Handschuh, president/COO of<br />
AASA, and Ron Pyle, chief executive of<br />
<strong>the</strong> ASA, told attendees that <strong>the</strong> rapid increase<br />
in global sourcing of parts means<br />
that aftermarket manufacturers need<br />
to provide more information to service<br />
technicians. “The repair technician is<br />
confused about what’s in <strong>the</strong> box anymore,”<br />
Handschuh said. “We have <strong>the</strong> enduser<br />
who may have been forgotten or<br />
neglected.”<br />
“In program group distribution, we really<br />
relied on <strong>the</strong> information we got from<br />
<strong>the</strong> manufacturers. That has changed,”<br />
Pyle said. “Now with global sourcing, do<br />
you have feet on <strong>the</strong> ground while you’re<br />
purchasing <strong>the</strong>ir parts?” Suppliers should<br />
have someone visit plants and inspect<br />
<strong>the</strong>ir processes.<br />
“While <strong>the</strong> manufacturers are acquainted<br />
and comfortable with global sourcing,”<br />
Pyle said, “<strong>the</strong> customer is saying, ‘wait,<br />
I’m not comfortable with this change.’<br />
We’re not speaking <strong>the</strong> same language.”<br />
Pyle’s organization conducted a survey<br />
and what it revealed was disturbing, he<br />
said. “We heard about attitudes on aftermarket<br />
parts and OE,” he said. “The traditional<br />
perception of aftermarket parts<br />
among service providers has changed.”<br />
Service technicians are using OE as <strong>the</strong><br />
standard to which aftermarket parts are<br />
held. “That’s a serious thing that we have<br />
to pay attention to,” he said.<br />
“For years and years, we’ve said our parts<br />
are as good as OE,” Hanschuh said. “The<br />
PHOTOS: LUC CHAMPAGNE
important thing is to go out and talk<br />
about <strong>the</strong> quality of aftermarket parts<br />
that we’ve always been known for.”<br />
Preparing to Outfit and Service<br />
<strong>the</strong> Connected Car or ‘Do You<br />
Know About Telematics?’<br />
Wikipedia says telematics is defi ned as<br />
<strong>the</strong> science of sending, receiving, and<br />
storing information via telecommunication<br />
devices or, as author Dennis Foy<br />
states, “telematics is <strong>the</strong> transmission<br />
of useful information to and from <strong>the</strong><br />
vehicle” and he is quoted in <strong>the</strong> study.<br />
Visually, it’s <strong>the</strong> docked iPod, <strong>the</strong> GPS device<br />
on <strong>the</strong> dash, or <strong>the</strong> EZ Pass that gets<br />
drivers through toll booths non-stop. The<br />
vehicle is totally connected!<br />
Kathleen Schmatz, president/CEO of<br />
<strong>the</strong> Automotive Aftermarket Industry<br />
Association, said <strong>the</strong> opportunities and<br />
risks go way beyond that. AAIA and IMC<br />
funded a study on telematics that is currently<br />
available. Schmatz gave GAAS attendees<br />
some of <strong>the</strong> study’s fi ndings.<br />
The aftermarket’s agility to bring new<br />
products to market will serve well when<br />
it comes to tapping into telematics. But<br />
<strong>the</strong>re are some worries. Most concerning<br />
is <strong>the</strong> critical role Right to Repair legislation<br />
could play in telematics. While some<br />
OEMs may open <strong>the</strong>ir data to ASPs, many,<br />
AAIA predicts, will still encrypt <strong>the</strong>ir<br />
data, <strong>the</strong>reby posing a big challenge for<br />
<strong>the</strong> independent aftermarket.<br />
The shifting OE scene means challenges,<br />
opportunities for suppliers<br />
Right now, American OEMs are falling behind<br />
<strong>the</strong>ir overseas counterparts, meaning<br />
India and China, said Neil De Koker,<br />
president/CEO of <strong>the</strong> Original Equipment<br />
Suppliers Association (OESA), during his<br />
presentation at GAAS.<br />
“The shift is much broader than <strong>the</strong> shift<br />
from North America to Western Europe to<br />
Japan,” De Koker says. “Think about Chery<br />
and some o<strong>the</strong>r Chinese vehicle manufacturers—you’re<br />
going to see some very<br />
interesting things in <strong>the</strong> next few years.<br />
Think of India and Tata Motors and <strong>the</strong><br />
Nano. The automotive industry is shifting<br />
from Japan and Western Europe to become<br />
a truly global industry.”<br />
And this creates many challenges for suppliers,<br />
according to De Koker—“especially<br />
for those who run family businesses,<br />
and want to stay that way. You’ll never<br />
be tomorrow what you are today,” said<br />
De Koker. He added that this change will<br />
provide a great deal of opportunities for<br />
N.A. suppliers too.<br />
Realistically, suppliers today face increasing<br />
challenges in a tight market like <strong>the</strong><br />
rising costs of materials and <strong>the</strong> fact that<br />
many manufacturers want suppliers to absorb<br />
<strong>the</strong> cost of such increases so <strong>the</strong>ir<br />
bottom lines aren’t affected.<br />
The good news for <strong>the</strong> aftermarket is<br />
“OESA had a town hall meeting with<br />
Chrysler executives who announced<br />
<strong>the</strong>y’re interested in collaborating with<br />
suppliers to generate cost reductions<br />
without affecting supplier bottom lines,”<br />
he says. “To me, this is a positive example<br />
of <strong>the</strong> OEMs recognizing that it is critical<br />
for <strong>the</strong>m to communicate with suppliers<br />
if <strong>the</strong>y want to succeed in <strong>the</strong>se tough<br />
economic times.”<br />
Also troubling to many suppliers is <strong>the</strong><br />
outsourcing of manufacturing business to<br />
low cost countries. But De Koker calls <strong>the</strong><br />
idea of all manufacturing leaving North<br />
America “fear mongering,” and assures<br />
suppliers that <strong>the</strong>y can “use globalization<br />
to <strong>the</strong>ir advantage… but don’t turn your<br />
back on your current customers,” he said.<br />
“You can grow with <strong>the</strong> companies you<br />
supply globally.”<br />
Overall, De Koker says, <strong>the</strong>re is tremendous<br />
pressure on suppliers to survive in a<br />
volatile economy that faces changing customer<br />
needs and increasing governmental<br />
regulation. But <strong>the</strong> willingness of OEMs,<br />
like Chrysler, to listen to suppliers, vis-àvis<br />
organizations like OESA, brings hope<br />
to <strong>the</strong> industry and assures <strong>the</strong> survival of<br />
<strong>the</strong> aftermarket.<br />
There was so much more to GAAS that we<br />
would need to use many more pages. If we<br />
fi nd an<strong>the</strong>r topic that suits our readership<br />
and is something <strong>the</strong>y need to see, we will<br />
print that in our next issue.<br />
www.globalsymposium.org<br />
July 2008 CASP 33
PHOTO: MARIE-JOSÉE ROUSSEAU<br />
Larry Raymond has been employed<br />
by Blue Streak-Hygrade Motor<br />
Products since 1982. Currently<br />
he is manager, Special Markets for <strong>the</strong><br />
company. He’s seen a lot of changes in<br />
his years in <strong>the</strong> aftermarket and believes<br />
most of <strong>the</strong>m have been good. “I’ve seen<br />
technology move forward on vehicles as<br />
well as in our business practices. This has<br />
given us as a manufacturer a real challenge<br />
to keep ahead of competitors. And<br />
of course computers have taken us that<br />
much fur<strong>the</strong>r ahead. I can’t imagine how<br />
we survived without <strong>the</strong>m back <strong>the</strong>n,”<br />
states Raymond.<br />
Becoming involved with AIA<br />
We chatted about how Raymond became<br />
involved with AIA Canada and came to<br />
be chair. “When I was on <strong>the</strong> East coast,<br />
I was involved at <strong>the</strong> Division level as a<br />
volunteer, <strong>the</strong>n when I moved to Ontario,<br />
I joined <strong>the</strong> Central Ontario Division. AIA<br />
asked me to be on <strong>the</strong> Car Care Council<br />
which I eventually chaired, <strong>the</strong>n went<br />
on to chair <strong>the</strong> Task Force for Market<br />
34 CASP July 2008<br />
Larry Raymond<br />
AIA Chairperson<br />
As chair of AIA Canada, Larry Raymond has been very busy<br />
for <strong>the</strong> past year. But he loves it! He had some priorities<br />
going into <strong>the</strong> job and we’ll take a look at how everything<br />
has worked out.<br />
Research. I was asked to join <strong>the</strong><br />
Executive Committee (a 4-year<br />
commitment) and here I am! When<br />
I step out of <strong>the</strong> chair, I will have<br />
ano<strong>the</strong>r year left on that commitment.<br />
“When you’re on <strong>the</strong> Executive<br />
Committee, <strong>the</strong>re are many items being<br />
worked on by various people in <strong>the</strong> AIA<br />
organization. There are transitional years<br />
as you move up into <strong>the</strong> chair and so<br />
<strong>the</strong>re are things on <strong>the</strong> table that are being<br />
worked on throughout those years.<br />
When I moved into <strong>the</strong> chair, I didn’t<br />
have to make up a new mandate; I took<br />
on tasks in progress and tried to move<br />
those forward, i.e. Right to Repair as well<br />
as o<strong>the</strong>r government lobby issues. As an<br />
association, AIA is doing a lot with government<br />
at all levels like prompting <strong>the</strong><br />
government to take us, as an industry, into<br />
consideration when it’s making decisions;<br />
we need to make sure that we at least<br />
have a voice with <strong>the</strong> government and<br />
it’s listening. It needs to be made aware<br />
of what <strong>the</strong> consequences are going to<br />
be if it makes some decisions. I know<br />
this isn’t widely advertised throughout<br />
<strong>the</strong> industry, but AIA Canada is constantly<br />
working with <strong>the</strong> various government<br />
departments at various levels.<br />
Programs<br />
“For instance, we’re looking at an<br />
Emissions Control Program in Quebec<br />
as well as <strong>the</strong>ir winter tire issue. At AIA,<br />
we’re also doing some ‘White Papers’<br />
that we feel will help us make our case<br />
Shirley Brown sgbrown@xplornet.com<br />
with <strong>the</strong> government, particularly on<br />
<strong>the</strong> Right to Repair issue. We’ve commissioned<br />
someone to work on an Economic<br />
Impact Study because that’s what you<br />
have to do to for government; you have<br />
to make sure <strong>the</strong>y understand your issues.<br />
We want to give <strong>the</strong>m <strong>the</strong> tools to<br />
help <strong>the</strong>m make <strong>the</strong> correct decision.”<br />
Raymond went on to tell us that because<br />
of <strong>the</strong> changing of presidents at<br />
AIA Canada, he and new president, Marc<br />
Brazeau have been working on revamping<br />
<strong>the</strong> staff structure of <strong>the</strong> Association.<br />
They’ve recently added Steve Houle as<br />
Business Development manager and so<br />
put more focus on this important area.<br />
He also said that AIA is looking to do a<br />
restructuring of <strong>the</strong> board—a governance<br />
review which hasn’t been done for many<br />
years. They want to have a balanced<br />
board as to <strong>the</strong> level of expertise in all areas<br />
of <strong>the</strong> Board members. This will also<br />
bring into effect looking at <strong>the</strong> AIA mandate.<br />
Raymond states that this has been a<br />
very interesting task and whe<strong>the</strong>r changes<br />
need to be made remains to be seen.<br />
The year 2008 so far, has been quite different<br />
for AIA and Raymond. He says <strong>the</strong><br />
‘job’ has been a real learning experience<br />
and full of challenges and he has enjoyed<br />
both.<br />
It sounds like Larry Raymond has had a<br />
very interesting and challenging year as<br />
chairperson of AIA Canada… but he has<br />
relished every moment.
Shirley Brown<br />
sgbrown@xplornet.com David Vaughan, fi rst recipient of <strong>the</strong><br />
Young Executive of <strong>the</strong> Year Award<br />
YES Conference<br />
Web Usage, Memory<br />
Retention, <strong>Team</strong>work<br />
The YES Conference held recently in Gatineau, QC by AIA’s YES Council<br />
had some great speakers and a fi rst-time award!<br />
John MacDonald of Ideal Supply and<br />
chair of <strong>the</strong> YES Council welcomed<br />
everyone and got <strong>the</strong> program underway.<br />
Larry Csonka, a member of <strong>the</strong> Miami<br />
Dolphins and one of <strong>the</strong> great players in<br />
NFL history, took <strong>the</strong> stage to deliver a<br />
‘sports’ story, but one with a big impact<br />
on all ga<strong>the</strong>red in <strong>the</strong> hall. His motivational<br />
speech was laced with humour<br />
and dramatic personal experiences, both<br />
up and down. These stories told of sacrifices,<br />
commitment to excellence, and<br />
teamwork—all <strong>the</strong> attributes needed to<br />
function well at your position in <strong>the</strong> automotive<br />
aftermarket.<br />
Using <strong>the</strong> Web successfully<br />
The next speaker was Amber MacArthur,<br />
who answered all kinds of queries about<br />
<strong>the</strong> Web and Social Media in order to<br />
build community, loyalty, and sales. She<br />
told of companies like Target and Wal-<br />
Mart and <strong>the</strong>ir successes and failures with<br />
social networking sites such as Facebook.<br />
She went on to tell how to best incorporate<br />
blogs, videos, and o<strong>the</strong>r interactive<br />
content into marketing efforts. What you<br />
should provide and what you should never<br />
offer; what new technologies are fads,<br />
and which ones will have an impact on<br />
your business; and what your competitors<br />
are already doing and how you can<br />
surpass <strong>the</strong>m. Amber knew all aspects of<br />
<strong>the</strong> Web and showed how <strong>the</strong>y could be<br />
successfully used in your daily business.<br />
Untapped memory potential<br />
Next up was a pretty funny man who<br />
spoke about ‘Memory & <strong>the</strong> Turbocharged<br />
Brain.’ Bob Gray is a recognized authority<br />
on memory systems. He also had<br />
some o<strong>the</strong>r attributes that could come<br />
in handy somewhere! He could write<br />
upside down, backwards, and sideways<br />
simultaneously! Not sure how that could<br />
be used in business... What he did do was<br />
show us all how to improve our memory<br />
of something as simple as remembering<br />
people’s names that we had just met. He<br />
belives that a trained memory is a business<br />
asset attainable by all and went<br />
about to reveal <strong>the</strong> untapped potential<br />
in each of us.<br />
Young Executive of <strong>the</strong> Year<br />
Award<br />
The highlight of <strong>the</strong> YES Conference was<br />
<strong>the</strong> presentation of <strong>the</strong> fi rst ever Young<br />
Executive of <strong>the</strong> Year Award. The award<br />
recognizes an outstanding young professional<br />
who has demonstrated leadership<br />
in <strong>the</strong> automotive aftermarket industry<br />
or <strong>the</strong>ir organization. It was developed to<br />
highlight <strong>the</strong> importance of <strong>the</strong> younger<br />
generation of people within <strong>the</strong> aftermarket<br />
that are helping to build a strong future<br />
for <strong>the</strong> industry.<br />
That award winner was David Vaughan<br />
of Eastern Automotive Warehousing in<br />
New Brunswick. He works in sales and<br />
marketing at <strong>the</strong> fi rm and was instrumental<br />
in establishing 18 Auto Value Service<br />
Centres and 14 stores in <strong>the</strong> Atlantic<br />
Provinces. His internal focus has included<br />
introducing new computer systems and<br />
innovating to improve warehouse capacity<br />
along with stock handling.<br />
A strong community leader, David initiated<br />
<strong>the</strong> fi rst Charity Cars Event in Canada.<br />
To date, 20 women and <strong>the</strong>ir children in<br />
Fredericton and surrounding areas have<br />
benefi ted from this program. David is vice<br />
president of Capital City Connections, a<br />
young professionals group, treasurer of<br />
<strong>the</strong> AIA Atlantic Division and serves on<br />
<strong>the</strong> Auto Value Service Centre Committee<br />
with <strong>the</strong> Aftermarket Parts Alliance. His<br />
numerous sports activities help keep this<br />
well rounded young professional fi t and<br />
ready to take on new challenges.<br />
“The selection committee was extremely<br />
impressed by <strong>the</strong> strong determination<br />
that David shows. He’s committed to<br />
progress for his business, himself and his<br />
community. He sets an excellent example<br />
for his peers and represents a positive<br />
future for <strong>the</strong> aftermarket industry,” says<br />
MacDonald.<br />
July 2008 CASP 35
Off to <strong>the</strong> Races<br />
Uni-Select Treats Its Customers<br />
To create a fun atmosphere with an abundance of product and program information, Uni-Select chose Woodbine<br />
Raceway as its venue for ‘Off to <strong>the</strong> Races’ in order to thank some of its key customers and installer<br />
customers for <strong>the</strong>ir support.<br />
e wanted to thank our key<br />
“Wmembers and <strong>the</strong>ir customers<br />
and give <strong>the</strong>m a venue where <strong>the</strong>y could<br />
do some entertaining while sharing some<br />
knowledge about what <strong>the</strong> Uni-Select<br />
network can offer, <strong>the</strong> different marketing<br />
and manufacturers’ program that are<br />
available through us, new product offerings,<br />
new technologies, etc.,” remarks<br />
Michael Raven, director Major Accounts,<br />
Uni-Select.<br />
Food, beverages, and games were provided<br />
for all. Customers were given Pit<br />
1<br />
2<br />
Passes that allowed <strong>the</strong>m to visit manufacturers<br />
at <strong>the</strong>ir ‘booths’ and enter to<br />
win various prizes throughout <strong>the</strong> evening.<br />
F1 simulators were lined up and<br />
ready for ‘drivers’ to try <strong>the</strong>ir luck at racing<br />
F1 and also afforded those interested<br />
to win prizes.<br />
Horse races!<br />
Uni-Select was also a sponsor for one of<br />
<strong>the</strong> horse races that night. Everyone had<br />
a great time and <strong>the</strong> horse that won <strong>the</strong><br />
Uni-Select sponsored race was happy,<br />
too… she’s smiling in <strong>the</strong> photo!<br />
Shirley Brown<br />
sgbrown@xplornet.com<br />
“We wanted to bring <strong>the</strong> network toge<strong>the</strong>r<br />
and show our installer customers<br />
how much we appreciate <strong>the</strong>ir business<br />
and to be sure <strong>the</strong>y are aware of our full<br />
product offering and support programs<br />
like SAX available through <strong>the</strong> Uni-Select<br />
membership. We’d also sincerely like to<br />
thank <strong>the</strong> manufacturers who participated<br />
in <strong>the</strong> event as well. We look forward<br />
to making this a fun annual event,” concluded<br />
Raven.<br />
3 5<br />
[1] These FI Race simulators got a great workout during <strong>the</strong> evening. [2] There were lots of questions asked and answered during <strong>the</strong> Uni-Select evening from <strong>the</strong> many manufacturers<br />
showing products. [3] Uni-Select sponsored a race at Woodbine at <strong>the</strong>ir ‘Off to <strong>the</strong> Races’ night. Angel of <strong>the</strong> House won and sure looked happy! [4] Here’s <strong>the</strong> newest hot product lineup<br />
on <strong>the</strong> Uni-Select block—Beck/Arnley import parts. [5] Some contemplative faces here—likely wondering which horse to place a bet on in <strong>the</strong> next race.<br />
36 CASP July 2008<br />
4<br />
PHOTOS 1, 2, 4, 5 : LUC CHAMPAGNE
Continental Tire Ladies Car Care Clinics<br />
Women Helping Women<br />
to Understand Their Cars<br />
There is no question: an informed consumer is always <strong>the</strong> best consumer. That’s <strong>the</strong> thinking behind Continental<br />
Tire’s Ladies Car Care Clinics, which give women <strong>the</strong> opportunity to learn about how <strong>the</strong>ir cars work<br />
and what maintenance <strong>the</strong>ir vehicles can require. The clinics are taught by former race car driver Kelly<br />
Williams, spokesperson for <strong>the</strong> Be Car Care Aware <strong>Team</strong> of AIA Canada.<br />
he percentage of female driv-<br />
“Ters rose from four percent in<br />
1972 to 49 percent in 1996,” says Guy<br />
Hardiman, General Market manager<br />
for Continental Tire Canada. “Statistics<br />
Canada says that 65 percent of women<br />
currently take <strong>the</strong>ir own vehicles to a<br />
repair shop for service, and some sources<br />
say it may be as high as 80 percent. So<br />
we’ve got women driving half <strong>the</strong> cars<br />
on <strong>the</strong> road, and possibly as many as<br />
80 percent of <strong>the</strong>m are bringing <strong>the</strong>ir<br />
cars in <strong>the</strong>mselves for service. I don’t<br />
see anybody taking care of those women<br />
drivers. That’s why we teamed up with<br />
AIA and Kelly Williams to offer <strong>the</strong>se clinics,<br />
which are 100 percent for women.”<br />
Plans for expansion<br />
Continental held its fi rst clinic in October<br />
2007, and has held twenty since <strong>the</strong>n,<br />
through O.K. Tire stores. While <strong>the</strong> clinics<br />
have been held so far in stores in Ontario<br />
and British Columbia, <strong>the</strong> tire manufacturer<br />
plans to expand to o<strong>the</strong>r areas, starting<br />
with Quebec, where French-speaking<br />
racecar driver Valérie Limoges will tutor<br />
<strong>the</strong> class.<br />
The clinics are free for attendees and are<br />
held after shop hours. While some women<br />
are already customers of <strong>the</strong> tire shop,<br />
more come in through advertisements<br />
placed in local newspapers, which gives<br />
<strong>the</strong> shop a prime opportunity to expand<br />
its client base.<br />
All aspects of maintenance<br />
Williams teaches all aspects of vehicle<br />
maintenance, including how <strong>the</strong> car<br />
works, why maintenance is important,<br />
and various aspects of tire know-how,<br />
including proper inflation, <strong>the</strong> value<br />
of alignment and rotation, and how to<br />
check for wear.<br />
Having a woman teach o<strong>the</strong>r women<br />
is important, Hardiman says, because it<br />
helps <strong>the</strong> attendees feel at ease. “The<br />
point is in creating an atmosphere that<br />
is comfortable, and I believe that entails<br />
a woman instructor,” he says. “Women<br />
are more inclined to listen to <strong>the</strong>m, and<br />
women are more involved with detail by<br />
nature. They’re more thorough, which describes<br />
Kelly as an instructor.”<br />
Favourable feedback<br />
Feedback from both attendees and tire<br />
shops has been extremely favourable. “The<br />
advantage to <strong>the</strong> dealer is that it attracts<br />
new clientele, and one that typically would<br />
Jil McIntosh<br />
jil@ca.inter.net<br />
The sessions are held in <strong>the</strong> shop, where customers can get a<br />
close-up look at what it takes to keep a car running smoothly.<br />
not visit a tire centre,” Hardiman says. “These<br />
customers are now more informed to make<br />
quicker decisions, and <strong>the</strong> right decision,<br />
when it comes to maintaining <strong>the</strong>ir vehicles.<br />
“It’s better to explain <strong>the</strong> frequency and<br />
importance of an oil change, for example,<br />
than just to tell a customer that she needs<br />
one. And if <strong>the</strong>y are now checking <strong>the</strong>ir<br />
tires regularly, and know <strong>the</strong> importance<br />
of proper infl ation, <strong>the</strong>y’ll be receiving<br />
better fuel economy and fewer CO 2 gases<br />
in <strong>the</strong> environment, which is an informed<br />
decision that can affect our environment.<br />
That’s very important to women.<br />
“The dealer has a new base of clientele<br />
that <strong>the</strong>y may not have known existed.<br />
Those women are now informed customers,<br />
and that results in a clientele that becomes<br />
loyal to that dealership. It’s a win/<br />
win situation for everybody.”<br />
July 2008 CASP 37
Environmental Awareness<br />
What’s in Your Shop?<br />
Everyone generates waste and you’re<br />
no exception. In that light, you need<br />
to determine <strong>the</strong> type of wastes you create<br />
and determine that you are indeed<br />
complying with all <strong>the</strong> rules for handling<br />
those wastes. First establish what kind of<br />
wastes you may have. The most common<br />
are:<br />
• used oil/used oil fi lters<br />
• used antifreeze<br />
• used solvents, paints, coatings<br />
• used batteries<br />
• used tires<br />
• used rags/o<strong>the</strong>r absorbent materials<br />
• waste wash and rinse water<br />
Find out if your wastes are hazardous.<br />
Characteristic hazardous waste has any<br />
of <strong>the</strong> following characteristics: ignitability,<br />
corrosivity, reactivity, and toxicity.<br />
Used oil/oil filters<br />
It seems that used oil could be a hazardous<br />
waste if it’s mixed after its use with<br />
hazardous materials like gasoline or solvents.<br />
It is not considered a hazardous<br />
waste if it’s recycled on- or off-site. Today,<br />
used oil is often reused or recycled and is<br />
<strong>the</strong>refore dependent on it’s own management<br />
requirements. These can be found<br />
at www.ec.gc.ca where you can ‘search’<br />
for ‘used oil.’<br />
Used oil fi lters aren’t a hazardous waste<br />
if <strong>the</strong>y’re properly drained: hot drain and<br />
crush; dismantle and hot-drain; pierce <strong>the</strong><br />
fi lter anti-drain back valve or fi lter dome<br />
and hot drain for 12 hours, or use any<br />
hot draining method that’ll remove all<br />
<strong>the</strong> used oil in <strong>the</strong> fi lter. Then <strong>the</strong> fi lter<br />
can be safely recycled with o<strong>the</strong>r scrap<br />
metal. Take <strong>the</strong> oil you’ve removed from<br />
<strong>the</strong> filter and combine it with o<strong>the</strong>r<br />
used oil. Get more tips from <strong>the</strong> Filter<br />
Manufacturers Council, www.fi ltercouncil.org.<br />
Did you know that spilling or pouring<br />
one gallon/.220 litres of used oil<br />
on <strong>the</strong> ground can cause 1 million gallons/220,000<br />
litres of water to become<br />
undrinkable?<br />
Antifreeze, batteries, solvents<br />
Antifreeze is usually based on ethylene<br />
glycol and, over time, becomes contaminated<br />
with fuel, oil metals, and dirt. It<br />
also breaks down to form acids <strong>the</strong>refore<br />
coolant mixtures are periodically drained<br />
and replaced. Used antifreeze is dangerous<br />
as ethylene glycol is poisonous to<br />
small children and animals. Again, antifreeze<br />
is not considered hazardous waste<br />
if it is recycled in a closed loop system<br />
on-site.<br />
Lead-acid batteries should be disposed of<br />
properly as even small amounts of lead<br />
in <strong>the</strong> body can damage humans. Used<br />
batteries waiting to go to <strong>the</strong> recycling<br />
facility should be kept indoors in a noncorrosive<br />
container, stored upright or on<br />
a covered platform with a sealed surface<br />
where battery leaks can’t reach drains.<br />
You need to check often for leaks.<br />
Used solvents are considered hazardous<br />
when <strong>the</strong> fl ashpoint is under 140°F/60°C.<br />
Some solvents could be hazardous because<br />
of <strong>the</strong> characteristic of toxicity.<br />
These solvents (i.e. from a parts washer)<br />
should be segregated from o<strong>the</strong>r wastes<br />
in leak-free, tightly closed labeled containers.<br />
Shirley Brown<br />
sgbrown@xplornet.com<br />
Environmental issues are important today. If you haven’t taken a look around your shop lately to see what<br />
needs to be cleaned up/changed to be more more environmentally correct, correct, now’s <strong>the</strong> <strong>the</strong> time.<br />
38 CASP July 2008<br />
Shop rags, wash & rinse water<br />
Shop rags/absorbents could be considered<br />
hazardous depending on how<br />
<strong>the</strong>y’ve been used. If <strong>the</strong>y’ve been used<br />
with hazardous waste solvents, <strong>the</strong>y’re<br />
potentially a hazardous waste. In that<br />
case, don’t throw <strong>the</strong>m in <strong>the</strong> dumpster.<br />
Soiled shop towels<br />
should be kept in<br />
a closed container<br />
Did you know that<br />
and clearly marked.<br />
You should use an spilling or pouring<br />
industrial rag laun-<br />
one gallon/.220 litres<br />
dry service.<br />
of used oil on<br />
Wash water and<br />
<strong>the</strong> ground can<br />
rinse water from<br />
parts and washing cause 1 million<br />
down of engines gallons/220,000<br />
and dirty tools<br />
need to be properly<br />
litres of water<br />
treated as well. They<br />
to become<br />
could have become<br />
undrinkable?<br />
mixed with oil, antifreeze<br />
solutions,<br />
solvents, or o<strong>the</strong>r<br />
liquids. If you think <strong>the</strong> water could be<br />
hazardous, you should not empty into a<br />
storm sewer.<br />
There are many more elements to look<br />
out for at your shop—transmission filters,<br />
brake/carb cleaners, transmission<br />
fl uid, brake fl uid plus fl uorescent lamps,<br />
to name just a few more. And you likely<br />
noticed, we didn’t get into <strong>the</strong> used tire<br />
hazards! Remember, rules and regulations<br />
are different across <strong>the</strong> provinces. Be<br />
sure to check out <strong>the</strong> ones that apply to<br />
your shop.
TRANSLATED FROM ITS ORIGINAL FRENCH BY MARC-ALAIN NANTEL.<br />
François Charron<br />
technoserv@sympatico.ca<br />
More Than a Simple Pipe<br />
The Exhaust System<br />
A potential source of noise, pollution, and, at times, even harmful emissionssions<br />
that can be a health hazard, this system can also hinder engine<br />
performance if a routine check is is not duly performed.<br />
Aside from <strong>the</strong> usual main components<br />
such as <strong>the</strong> exhaust manifold,<br />
front, middle, and back hoses, catalytic<br />
converter, muffl er, clamps, and joints, <strong>the</strong><br />
exhaust system has accumulated o<strong>the</strong>r<br />
important accessories over time to better<br />
manage <strong>the</strong> engine’s performance<br />
and reduce toxic waste released into <strong>the</strong><br />
atmosphere.<br />
The oxygen sensor<br />
This sensor’s purpose is to detect <strong>the</strong><br />
presence of oxygen in <strong>the</strong> exhaust gas.<br />
We mainly use zirconia sensors, which<br />
emit a tension signal that varies according<br />
to <strong>the</strong> oxygen content, and titanium<br />
sensors, whose resistance fluctuates in<br />
<strong>the</strong> same way. In order to produce a useful<br />
signal, <strong>the</strong>se two types of sensors<br />
must reach an accurate operating temperature.<br />
New sensors<br />
With <strong>the</strong> advent of OBD-II on-board diagnostic<br />
systems as of 1996, manufacturers<br />
added various oxygen sensors in order<br />
to better control exhaust pollutant emissions<br />
by improving powerplant management.<br />
Their position varies as per <strong>the</strong>ir<br />
application. The sensor nearer <strong>the</strong> engine<br />
essentially allows <strong>the</strong> command module<br />
to adequately dose <strong>the</strong> air-fuel mix, and<br />
<strong>the</strong> ones located on ei<strong>the</strong>r side of <strong>the</strong><br />
catalytic converter see to its effi ciency.<br />
Life and efficiency<br />
With time, O sensors lose sensitivity and<br />
2<br />
precision, which slows <strong>the</strong> ECM response<br />
following changes in oxygen content,<br />
and consequently <strong>the</strong> air-fuel mix ratio.<br />
Moreover, <strong>the</strong>y may be contaminated by<br />
carbon or oil deposits. When this happens,<br />
<strong>the</strong> “Check Engine” light may turn<br />
on, showing that <strong>the</strong> sensor is defective.<br />
The scanner will allow you to detect <strong>the</strong><br />
pertinent error code.<br />
The EGR valve<br />
Triggered by a vacuum-pressured electrovalve<br />
controlled by <strong>the</strong> ECM, <strong>the</strong> exhaust<br />
gas recycling valve serves to lower <strong>the</strong><br />
combustion in order to curb NO produc-<br />
x<br />
tion. Upon deceleration, <strong>the</strong> valve opens<br />
to allow admission of exhaust gas into<br />
<strong>the</strong> intake manifold. As for <strong>the</strong> O sensors,<br />
2<br />
<strong>the</strong>y can jam and send a malfunction signal<br />
to <strong>the</strong> module.<br />
The catalytic converter<br />
As its name indicates, its function is to<br />
convert burned gases into ecological<br />
zero-emission components. Depending<br />
on one of <strong>the</strong> three types found on <strong>the</strong><br />
market, <strong>the</strong>y may contain platinum, palladium,<br />
and sometimes rhodium. When<br />
exhaust gases come into contact with<br />
one of <strong>the</strong>se components, a chemical reaction<br />
occurs, transforming <strong>the</strong> carbon<br />
monoxides, nitrogen oxides, and hydrocarbons<br />
into harmless by-products.<br />
Investigating malfunctions<br />
The proper operation of <strong>the</strong> three<br />
above-mentioned components could be<br />
hindered by oil or carbon deposits, an<br />
improper mixture of air-fuel, and dirty<br />
or used spark plugs bringing on an incomplete<br />
combustion. Using a vacuum<br />
gauge or pyrometer to measure operating<br />
temperatures will help you pinpoint<br />
<strong>the</strong> source of any malfunction. More than<br />
a simple pipe, isn’t it?<br />
July 2008 CASP 39
Fuel Saving Technologies<br />
Displacement on Demand<br />
GM pioneered <strong>the</strong> technology of deactivating cylinders with <strong>the</strong> 1981 Cadillac V8 engine (4.6 L). The system<br />
used electrical solenoids to disengage <strong>the</strong> rocker arm assemblies, having <strong>the</strong> engine operating on<br />
8 cylinder mode to accelerate, 6 cylinder mode on light accelerations, and 4 cylinder mode for cruising. It<br />
was very erratic and unreliable, and this is why it disappeared <strong>the</strong> year after.<br />
With modern technology and computers<br />
that outperform 100 times<br />
<strong>the</strong> ones of <strong>the</strong> ’80s, it’s a completely<br />
different game. Today’s DOD system provides<br />
seamless operation, thanks to engine<br />
management systems like throttle<br />
by wire systems and electronically controlled<br />
transmissions, to name a few.<br />
How it works<br />
The DOD system deactivates cylinders<br />
while <strong>the</strong> electronic throttle is adjusted<br />
to maintain <strong>the</strong> current torque levels and<br />
road speed. In some cases, an instrument<br />
warning light tells <strong>the</strong> driver that <strong>the</strong><br />
system is active, o<strong>the</strong>rwise it would go<br />
unnoticed. GM, Honda, and Chrysler are<br />
using it, and <strong>the</strong> terminology may vary<br />
from one manufacturer to ano<strong>the</strong>r. Of<br />
course, <strong>the</strong> direct benefi ts are better fuel<br />
economy (8 to 20%) available on large<br />
engines.<br />
Getting technical<br />
On pushrod engines, special valve lifters<br />
are used, while on overhead cam ones,<br />
<strong>the</strong> design of <strong>the</strong> rocker arms is modifi<br />
ed. In fact, <strong>the</strong> valve train modifi cation<br />
allows <strong>the</strong> valve action to be disengaged.<br />
In illustration 1, under normal conditions,<br />
<strong>the</strong> locking pins in red are spring loaded<br />
to lock <strong>the</strong> pin housing and <strong>the</strong> outer<br />
housing in blue toge<strong>the</strong>r, acting as a normal<br />
lifter. In illustration 2, when activat-<br />
40 CASP July 2008<br />
Source: AllData<br />
Illustration 1<br />
Illustration 2<br />
Illustration 3<br />
ed by an electric solenoid, oil pressure<br />
forces <strong>the</strong> locking pins into <strong>the</strong> centre of<br />
<strong>the</strong> pin housing and <strong>the</strong> outer housing<br />
follows <strong>the</strong> camshaft, but <strong>the</strong> pin housing<br />
and lifter don’t move. The top of <strong>the</strong><br />
pin housing holds a normal lash adjuster<br />
style lifter.<br />
In illustration 3, we have a partial view<br />
of <strong>the</strong> oil galleries and oil fl ow. On GM<br />
DOD systems, <strong>the</strong> fi ring order is different<br />
(1-8-7-2-6-5-4-3), and companion cylinders<br />
are deactivated one after <strong>the</strong> o<strong>the</strong>r (1,7)<br />
and (4,6) at very precise times.<br />
Deactivation mode<br />
Deactivation always occurs at <strong>the</strong> beginning<br />
of <strong>the</strong> compression stroke in order<br />
to trap a spent charge in <strong>the</strong> combustion<br />
chamber, thus reducing oil consumption.<br />
To accomplish this, both lifters are activated<br />
at <strong>the</strong> same time through <strong>the</strong> solenoid,<br />
but <strong>the</strong> valves are deactivated at different<br />
times mechanically when locking<br />
pins match toge<strong>the</strong>r.<br />
When <strong>the</strong> conditions are suitable, <strong>the</strong><br />
PCM will switch <strong>the</strong> engine over to V4<br />
mode, shutting off cylinders not as a<br />
group, but ra<strong>the</strong>r one at a time following<br />
<strong>the</strong> fi ring order. At <strong>the</strong> same time, <strong>the</strong> correspondent<br />
injector is turned off at <strong>the</strong><br />
intake stroke while <strong>the</strong> ignition system<br />
remains on.
Disabling DOD<br />
The DOD will be disabled under certain<br />
conditions and safety considerations. Low<br />
manifold vacuum, APP errors, low ignition<br />
voltage, oil temperature or pressure, or<br />
RPM out of range and many, many more.<br />
Critical maintenance<br />
Oil pressure and oil cleanliness are essential<br />
for correct system operation. For<br />
this reason, oil pressure to <strong>the</strong> intake oil<br />
manifold is monitored for pressure and<br />
aeration, and any fault is reported to <strong>the</strong><br />
PCM. This means that regular maintenance<br />
is critical for an appropriate system<br />
operation.<br />
Monitoring DOD systems<br />
The DOD system must be able to detect<br />
faults if deactivation or reactivation fails.<br />
In this case, both <strong>the</strong> misfi re and O mon- 2<br />
itors are used to determine if <strong>the</strong> system<br />
is working. The DOD is also monitored<br />
for electrical faults.<br />
Monitoring Misfi ring<br />
Illustration 4<br />
Here (illustration 4), we can compare<br />
graphics between a normal deflection<br />
(top) in <strong>the</strong> CKP signal and an engine<br />
with disabled cylinders (bottom).<br />
On illustration 5, we can see both front<br />
O 2 sensors. When <strong>the</strong> system goes active<br />
<strong>the</strong>re is a slight change in O 2 operation.<br />
Illustration 5<br />
The change only lasts for a second and<br />
<strong>the</strong>n <strong>the</strong> O sensors return to normal op-<br />
2<br />
eration.<br />
Diagnostics<br />
To test DOD circuits and trouble shoot<br />
any problem, we can use a combination<br />
of instruments according to <strong>the</strong> defect<br />
encountered. Multimeters are useful to<br />
check voltage and current values at different<br />
locations, and a good scope or<br />
engine analyser will help greatly to go<br />
deeper into mode cycling and patterns,<br />
retrieving code faults to guide you <strong>the</strong><br />
source of of <strong>the</strong> problem.<br />
Illustration 6<br />
The Control Module uses a comparator<br />
circuit to determine if <strong>the</strong>re is a circuit<br />
fault, and <strong>the</strong>n sets <strong>the</strong> appropriate code<br />
that can be read with <strong>the</strong> scan tool or<br />
analyser.<br />
Mechanical problems<br />
Mark Lemay<br />
markl@autoaide.ca<br />
The intake manifold on DOD systems has<br />
a special design, and if it is found defective<br />
or you need to remove it to access a<br />
bad lifter, carefully read <strong>the</strong> manufacturer’s<br />
manual fi rst. In many cases, special<br />
testers are needed also, and this also goes<br />
for any suspicious oil pressure problem.<br />
You should also consider regular training<br />
to get acquainted with <strong>the</strong>se systems, because<br />
<strong>the</strong>re are more on <strong>the</strong> way as you<br />
certainly know.<br />
ILLUSTRATIONS, EXCEPT WHERE NOTED, FROM AUTO AIDE.<br />
Regular maintenance<br />
is critical for<br />
an appropriate<br />
system operation.<br />
Mark Lemay is <strong>the</strong> owner and primary trainer for Auto Aide.<br />
He conducts technical training classes for many different<br />
organizations, including AARO, Uni–Select, and Auto-Sense.<br />
He also runs a diagnostic service trouble shooting problem<br />
vehicles and uses many of <strong>the</strong>se cars as case studies in<br />
his classes.<br />
July 2008 CASP 41
David O’Connell sits surrounded by Mitsubishi sketches and models.<br />
Lighting<br />
New Standards<br />
Creative tension<br />
n 2008, designers are lucky and<br />
“Ialso challenged, but, it’s a two<br />
sided challenge,” says O’Connell. “On one<br />
side are all <strong>the</strong> regulations we have to<br />
design around. On <strong>the</strong> o<strong>the</strong>r side is <strong>the</strong><br />
opportunity to create something totally<br />
fresh and new; designers can now start<br />
with a clean sheet of paper.”<br />
O’Connell takes pride in his work. He<br />
uses words like soul and fl avour to describe<br />
<strong>the</strong> affects of car lighting. In his<br />
opinion, lights don’t just illuminate <strong>the</strong><br />
road, <strong>the</strong>y have psychological impact.<br />
His offi ce is located in Cypress, Calif. The<br />
Golden State is an epicenter of car culture.<br />
“We’re very lucky in Sou<strong>the</strong>rn California,”<br />
says O’Connell. “Pull up next to a stop<br />
light somewhere and you can see a<br />
David Lipson<br />
lipson.david@gmail.com<br />
“For every car<br />
that comes out of<br />
production, <strong>the</strong>re<br />
are probably 20<br />
or 30 ideas that<br />
don’t make it.”<br />
David O’Connell, chief designer at Mitsubishi Motors R&D of America,<br />
has <strong>the</strong> gift of gab. His presentation inspired attendees at <strong>the</strong> fourth<br />
annual Automotive Lighting Design in Technologies Conference in<br />
Dearborn, MI on April 30, 2008<br />
42 CASP July 2008<br />
’63 Ferrari, a brand new Lamborghini<br />
Murcielago, a Jesse James chopper, all at<br />
<strong>the</strong> same light. And <strong>the</strong> funny thing is—<br />
no one is noticing. It’s just one of those<br />
things.”<br />
Individuality<br />
Mitsubishi stretches design boundaries<br />
with models such as <strong>the</strong> Concept RA.<br />
O’Connell says in <strong>the</strong> car industry, “everyone<br />
is trying to fi nd <strong>the</strong>ir DNA—<strong>the</strong>ir<br />
own individual look, so to speak.” He compares<br />
<strong>the</strong> front of an automobile to a human<br />
face; headlamps represent <strong>the</strong> eyes.<br />
Manufacturers strive to make unique cars.<br />
O’Connell says <strong>the</strong>re are 35 car brands in<br />
North America who make different headlamps<br />
and tail lamps.<br />
Inside <strong>the</strong> studio<br />
“For every car that comes out of production,<br />
<strong>the</strong>re are probably 20 or 30 ideas<br />
that don’t make it,” says O’Connell. Car<br />
designing often starts with a sketch. Scale<br />
models are <strong>the</strong>n created to get a more<br />
detailed perspective. Life size clay models<br />
<strong>the</strong>n take shape by <strong>the</strong> work of industrial<br />
sculptors. They are painted and taken<br />
outdoors to been seen in natural sunlight.<br />
Images are also created based on digital<br />
surface data using software such as Alias.<br />
Software enables designers to work closely<br />
with engineers. O’Connell calls this “a<br />
digital volleyball game,” where ideas can<br />
be instantly bounced back and forth.<br />
Regulations<br />
O’Connell’s shop is a creative environment<br />
where cubical walls are purposely<br />
low to spark conversation. Employees<br />
are encouraged to create, but <strong>the</strong>y must<br />
work within a budget.<br />
“It is a reality we have to deal with,” says<br />
O’Connell. “We can design beautiful advanced<br />
looking headlights, but if we cannot<br />
pay for <strong>the</strong>m somehow—what good<br />
are <strong>the</strong>y?”<br />
Designers must also work within government<br />
safety regulations. O’Connell<br />
says it is challenging to create one<br />
headlamp for five different markets.<br />
In Canada, lighting is regulated by <strong>the</strong><br />
Canada Motor Vehicle Safety Standard<br />
108 (CMVSS 108), which is administered<br />
by Transport Canada. In <strong>the</strong> United States,<br />
it is called Federal Motor Vehicle Safety<br />
Standard 108 (FMVSS 108), administered<br />
by <strong>the</strong> National Highway Traffic Safety<br />
Administration (NHTSA). The standards<br />
between <strong>the</strong> two countries are almost<br />
identical, but Canada requires <strong>the</strong> use of<br />
day time running lamps on all vehicles<br />
made after January 1, 1990.<br />
Regulations keep designers in check<br />
when <strong>the</strong>y approach a clean sheet of<br />
paper. But innovations are still <strong>the</strong> key<br />
to designing, “because you are only as<br />
good as your last sketch,” says O’Connell.<br />
CASP Magazine is a media partner to IQPC – International<br />
Quality and Productivity Center.
Around<br />
THE INDUSTRY<br />
New Manager for Wakefield<br />
Canada<br />
Natalee Best has been appointed Program<br />
and Promotions manager, Castrol Lubricants for<br />
Wakefi eld Canada.<br />
Best will be responsible<br />
for developing and coordinating<br />
business-to-business<br />
marketing activities for <strong>the</strong><br />
Castrol brand and product<br />
line for both <strong>the</strong> consumer<br />
(automotive) and heavy duty<br />
(commercial) channels and<br />
customer base. Her position<br />
includes working with Castrol<br />
retailers, distributors,<br />
and professional installers.<br />
Among her responsibilities,<br />
Best is responsible for pricing<br />
analysis as well as <strong>the</strong> development of signage<br />
and display elements.<br />
Best has a broad range of trade and retail<br />
marketing experience.<br />
ACDelco News<br />
ACDelco Canada released a new rotor line in<br />
addition to <strong>the</strong> DuraStop line and so compliments<br />
<strong>the</strong>ir entire brake line. There’s intense<br />
coverage for GM applications, and is competitively<br />
priced. The line has been engineered to<br />
ACDelco’s high quality standards and <strong>the</strong> rotors<br />
have <strong>the</strong> D3EA certifi cation. The new rotors will<br />
be released in two phases. Phase I, which is already<br />
started, provides coverage for GM applications.<br />
Phase II will follow this quarter and will<br />
extend into all makes coverage.<br />
Next, ACDelco has a new CV Drive Shaft line<br />
with All Makes/All Models coverage. 23 CV Shaft<br />
part numbers have recently been added in addition<br />
to <strong>the</strong> initial 212 part numbers added in <strong>the</strong><br />
spring. The 235 new SKUs cover 325 reman’d<br />
SKUs available from o<strong>the</strong>r suppliers. This product<br />
features Premium Neoprene Boots (Xtreme<br />
Temperature Rated), Stainless Steel Clamps, as<br />
well as Complete Installation Hardware (Nuts,<br />
Dust Boots, Slingers, Hanger Brackets and Bearings),<br />
and Premium High Performance Grease.<br />
All CV Driveshafts are QS9000 Certifi ed and are<br />
backed by a 24-month/40,000 km (whichever<br />
comes fi rst) warranty.<br />
Finally, just introduced is <strong>the</strong> new ACDelco<br />
branded 5W30 full-syn<strong>the</strong>tic motor oil. The new<br />
syn<strong>the</strong>tic meets <strong>the</strong> GM4718 specifi cation for<br />
syn<strong>the</strong>tic oil.<br />
See your ACDelco Distributor for more information.<br />
By 2010, China’s Auto<br />
Parts Industry Could Reach<br />
$115 Billion<br />
In 2007, China witnessed a new record high<br />
in both production and consumption of auto,<br />
with auto production and consumption reaching<br />
8.88 million units and 8.79 million units respectively.<br />
In turn, this provided a huge endeavour<br />
for <strong>the</strong> auto parts industry, which rapidly developed<br />
and grew.<br />
According to a report from Research and Markets,<br />
China now has about 1,000 parts manufacturers<br />
based in industrial parks across <strong>the</strong><br />
nation. The key regional clusters or development<br />
zones total 100 parks. That leaves many settings<br />
for export and in 2007 China’s auto parts<br />
export totaled about $20 billion.<br />
Ontario Municipal<br />
Household/Special Waste<br />
Diversion Plan Approved<br />
The Ontario MHSW program was approved<br />
February 19, 2008 and includes: used oil fi lters;<br />
oil containers 30L or less; used antifreeze and<br />
<strong>the</strong>ir containers 30L or less. Excluded is used<br />
oil.<br />
The plan was implemented July 1, and as of<br />
that date, stewards are obligated to begin tracking<br />
sales of designated products. The fi rst fi ling<br />
of fees will be due 30 days after <strong>the</strong> fi rst three<br />
National Vehicle Mercury<br />
Switch Recovery Program<br />
Launched<br />
Canada’s steel and auto industries are supporting<br />
and funding a national program designed<br />
to remove mercury-containing switches<br />
used in vehicles for convenience lights (under<br />
hood/in <strong>the</strong> trunk) and anti-lock braking systems<br />
from end-of-life scrapped vehicles before <strong>the</strong>y’re<br />
recycled into new steel. With this new funding,<br />
<strong>the</strong> Clean Air Foundation will expand Switch Out<br />
to all Canadian provinces/territories, providing<br />
<strong>the</strong> infrastructure for <strong>the</strong> collection, removal and<br />
management of <strong>the</strong> mercury-containing switches<br />
as well as practical educational materials to recyclers<br />
across <strong>the</strong> country.<br />
This program partnership is supported by<br />
Canadian automotive recyclers and dismantlers<br />
plus <strong>the</strong>ir respective associations—<strong>the</strong> Automotive<br />
Recyclers of Canada (ARC) and Canadian<br />
Association of Recycling Industries (CARI). Mark<br />
Nantais, president, Canadian Vehicle Manufacturers’<br />
Association stated, “This program will<br />
ensure that <strong>the</strong> mercury-containing switches in<br />
Since international auto giants have become<br />
more confident of <strong>the</strong> quality of parts <strong>the</strong> Chinese<br />
are manufacturing, sales revenues reached<br />
$58 billion in 2006, and now it is estimated that<br />
<strong>the</strong> value of <strong>the</strong> amount of auto parts produced<br />
will reach about $115 billion in 2010.<br />
The data in this report are <strong>the</strong> authoritative statistics<br />
from <strong>the</strong> China Association of Automobile<br />
Manufactures, <strong>the</strong> Machinery Industry Association,<br />
<strong>the</strong> China Automotive Technology and Research<br />
Center, <strong>the</strong> General Administration of Customs, <strong>the</strong><br />
State Information Center, and <strong>the</strong> National Bureau<br />
of Statistics. Data about some key auto parts producers<br />
are from <strong>the</strong>ir fi nancial reports.<br />
For more information visit<br />
www.researchandmarkets.com/reports/c93674.<br />
months of <strong>the</strong> plan between October 1 and 31,<br />
2008.<br />
Products are defi ned as consistent with used oil<br />
program for fi lters and oil containers 30L or less;<br />
note that antifreeze is new! There is also a wide<br />
definition of channel of use—meaning DIY and<br />
DIFM use of product is included.<br />
Stewardship Ontario is working with Dave<br />
Blundell, consultant, to prepare communications<br />
regarding compliance and obligation for <strong>the</strong> WD<br />
automotive channel, <strong>the</strong> ASP. AIA will also have<br />
<strong>the</strong> information needed to implement and carry<br />
out this plan.<br />
end-of-life vehicles are properly removed and managed<br />
so mercury is captured and prevented from<br />
entering <strong>the</strong> environment. As of January 1, 2003<br />
<strong>the</strong> use of mercury switches in new automobiles<br />
has been voluntarily and completely phased out.”<br />
Ron Watkins, president, Canadian Steel Producers<br />
Association, added, “Removing mercury-containing<br />
switches from end-of-life vehicles represents<br />
<strong>the</strong> most effective way to reduce mercury releases<br />
to <strong>the</strong> environment. Canada’s steel producers are<br />
committed to <strong>the</strong> continued success of <strong>the</strong> Switch<br />
Out program, and are pleased to be working with<br />
<strong>the</strong> auto industry and <strong>the</strong> Clean Air Foundation to<br />
expand it into a truly national program.”<br />
Steve Fletcher, managing director of <strong>the</strong> ARC<br />
said, “ARC supports <strong>the</strong> establishment of a national<br />
vehicle mercury switch recovery program. We’re<br />
committed to working in good faith as we’ve done<br />
in <strong>the</strong> past and even more now to ensure that <strong>the</strong><br />
mercury switches from all scrap vehicles are removed.”<br />
Leonard Shaw, executive director of <strong>the</strong> CARI<br />
commented, “As stewards of our environment, CARI<br />
looks forward to applying our industry expertise to<br />
help develop <strong>the</strong> national Switch Out program.”<br />
July 2008 CASP 43
Around<br />
THE INDUSTRY<br />
Eastern Catalytic Acquires<br />
Automotive Edge/Hermoff<br />
Eastern Manufacturing of Langhorn, PA purchased<br />
<strong>the</strong> assets of The Automotive Edge/Hermoff<br />
Manufacturing from Colmar, PA-based Dorman<br />
Products.<br />
Hermoff is a Hagersville, Ontario-based manufacturer<br />
and distributor of exhaust manifolds,<br />
catalytic converters, and components in Canada<br />
and <strong>the</strong> United States.<br />
George Schafer, president of Eastern Manufacturing,<br />
noted, “This acquisition is an excellent<br />
business and growth opportunity for Eastern,<br />
and will expand both our manufacturing and<br />
distribution capabilities. The Hermoff and Automotive<br />
Edge business units will not only increase<br />
sales volume and open new distribution channels<br />
in Canada, but also add some new units to<br />
<strong>the</strong> Eastern product line.”<br />
Eastern produces catalytic converters and<br />
catalytic converter components for both original<br />
equipment manufacturers and <strong>the</strong> aftermarket.<br />
Eastern offers a full line of Universal, Direct-Fit,<br />
High Performance, Diesel, and Heavy-Duty catalytic<br />
converters.<br />
For more information, contact: Henry Hippert,<br />
executive sales director, Eastern Manufacturing<br />
at 215-702-3600.<br />
Grote Personnel<br />
Appointments<br />
Grote Industries Canada has made some personnel<br />
changes to <strong>the</strong>ir organization. Dallas<br />
Senebald has been appointed Technical specialist,<br />
Saskatchewan and Manitoba. He’s been<br />
very active with <strong>the</strong> Manitoba Trucking Association<br />
since 2004 and has a solid industry background.<br />
Barry Duff has been appointed Central Region<br />
Sales manager and has been with Grote<br />
since January 2007 as Product manager, Safety<br />
Solutions.<br />
Roger Gagne is now National Account manager,<br />
Fleet. Roger has been with Grote for 10.5<br />
years and will now provide Grote technical guidance,<br />
product education and solutions for fl eets<br />
across Canada.<br />
Charlie Taylor has moved back to New Brunswick<br />
with his family and becomes Regional manager,<br />
Atlantic Region and National Account manager<br />
Specialty Markets. He was most recently<br />
Central Region Sales manager and has been<br />
with Grote for 16 years.<br />
44 CASP July 2008<br />
Uni-Select’s Tool &<br />
Equipment Showroom<br />
Uni-Select has developed a Tool and Equipment<br />
showroom with <strong>the</strong> help of <strong>the</strong>ir manufacturers<br />
in order to showcase product to members<br />
and installer network. This was done so those<br />
interested could see <strong>the</strong> tools in action, touch<br />
<strong>the</strong>m, fi nd out how <strong>the</strong>y worked before purchasing.<br />
It will also be used as a training room where<br />
members can learn how to use <strong>the</strong> equipment.<br />
The offi cial opening of this room took place<br />
recently at Uni-Select’s warehouse in Mississauga,<br />
Ontario. Arrangements can be made to see<br />
<strong>the</strong>se tool and equipment pieces through Uni-<br />
Select representatives.<br />
SKF’s Noga New ACC<br />
President<br />
Katie Noga, SKF’s manager of Marketing and<br />
Motorsports, recently assumed <strong>the</strong> position of<br />
president for <strong>the</strong> Automotive Communications<br />
Council (ACC). This is <strong>the</strong> beginning of her second<br />
term as ACC president. An active member<br />
of <strong>the</strong> ACC since 1985, Noga first served as<br />
president from 1991-92.<br />
“It’s rewarding to have Katie represent SKF as<br />
president of <strong>the</strong> Automotive Communications<br />
Council,” said Mike McGrath, president, SKF<br />
VSM North America. “SKF takes pride in its involvement<br />
in industry organizations. We fi nd importance<br />
in <strong>the</strong> activities and contributions <strong>the</strong><br />
ACC makes to our industry, and SKF is proud of<br />
<strong>the</strong> leadership role it plays in <strong>the</strong> organization.”<br />
Noga added: “I’m excited to begin my second<br />
term as ACC president. I look forward to leading<br />
<strong>the</strong> organization and continuing its growth over<br />
<strong>the</strong> next year.”<br />
The Automotive Communications Council is a<br />
national, non-profi t organization comprised of<br />
marketing professionals engaged in public relations,<br />
advertising, branding and o<strong>the</strong>r communication<br />
practices for automotive aftermarket<br />
companies. ACC provides a networking forum for<br />
<strong>the</strong> exchange of ideas, information and resources<br />
about issues, challenges and trends impacting<br />
companies and organizations throughout <strong>the</strong><br />
aftermarket industry.<br />
PKS Adds Mondial Brand<br />
Scissor Lifts<br />
The Mondial line of scissor lifts, manufactured<br />
in Italy, are now available from PKS Equipment<br />
and Engineering. PKS and Mondial have formed<br />
a joint venture to offer this line of products to all<br />
PKS distributors. Be sure to check your current<br />
PKS price list for prices.<br />
The Mondial lifts will be stocked at <strong>the</strong> PKS<br />
factory, where North American specifi cations will<br />
be added to make <strong>the</strong> product all compliant.<br />
Shipment, parts, service, and warranty are available<br />
from PKS for North America.<br />
Get in touch with stan@pkslifts.com, dennis@<br />
pkslifts.com, or tom@pkslifts.com.<br />
Weicon Acquisition<br />
Completed<br />
The Automotive Aftermarket Division of<br />
Bosch, with <strong>the</strong> acquisition of Weicon, is now in<br />
a great position to develop <strong>the</strong> Chinese diagnostics<br />
market and fur<strong>the</strong>r expand trade. This<br />
enables <strong>the</strong> Division to obtain its own development<br />
and production base for ECU scan tools<br />
and software and provide <strong>the</strong> ideal supplement<br />
to Bosch activities and products and <strong>the</strong>y can<br />
now expand <strong>the</strong> product range and streng<strong>the</strong>n<br />
<strong>the</strong> sales and service organization.<br />
This takeover permits AA-DG to round off <strong>the</strong><br />
product range for <strong>the</strong> diagnostics equipment in<br />
<strong>the</strong> mid-price range.<br />
DJ Kennington’s Car Gets<br />
Syntec Paint<br />
“We run with Castrol Syntec under <strong>the</strong> hood,<br />
now we have it on <strong>the</strong> hood,” explains NCATS<br />
driver DJ Kennington, showing off <strong>the</strong> new paint<br />
job on his oval track #17 car.<br />
This year, Kennington will reach for <strong>the</strong> points<br />
championship in <strong>the</strong><br />
NASCAR / Canadian Tire Series after fi nishing<br />
a solid second in 2007 with two wins and eight<br />
top-5 fi nishes. Castrol has sponsored Kennington<br />
since 1994!<br />
(photo: Rob Morton, Inside Track Motorsport News)
Popular Appointment to AIA<br />
Well known and well respected in <strong>the</strong> Canadian Automotive Aftermarket, Michel<br />
Maheux has been appointed to AIA.<br />
AIA Canada President Marc Brazeau was very pleased<br />
to announce that Maheux is joining AIA Canada as a senior<br />
consultant to <strong>the</strong> AIA Quebec Division. Maheux has<br />
44 years of experience in <strong>the</strong> automotive aftermarket industry.<br />
While working for UAP and Acklands, he gained an<br />
understanding of sales, marketing, and parts distribution.<br />
In 1988, he joined Uni-Select and became senior vice-president,<br />
Market Development for North America until 2006<br />
when he decided to retire.<br />
As AIA senior consultant, Quebec Div., Maheux will assume overall responsibility<br />
for <strong>the</strong> strategic direction of <strong>the</strong> association in <strong>the</strong> province of Quebec. He will provide<br />
high-level support and representation to AIA and its members on key industry<br />
and government relations issues, committees, events and projects.<br />
NAPA Appointment<br />
Robert Hattem, president and COO of UAP Inc., announced <strong>the</strong> promotion of<br />
Tom Hunt to vice president, Product Development.<br />
Hunt initially joined NAPA in 1987 as a Multi-Line sales representative covering<br />
B.C. and South Western Alberta. In 1990, he also served as a Product manager,<br />
based in Calgary. In 1993, he moved to Montreal and joined UAP’s Product<br />
<strong>Team</strong>. Over <strong>the</strong> years, he held various positions related to Marketing, Purchasing,<br />
Competitive Analysis, and Product Line Development.<br />
In 2006, he was named director of Purchasing. Tom will continue to report directly<br />
to Pat Nichol, vice president, Marketing and Product Development.<br />
Federal-Mogul Promotion<br />
As an automotive service provider, you will be able to earn rewards valued up to<br />
$60 by installing Moog, National, and/or Wagner premium undercar components<br />
from Federal-Mogul Corporation.<br />
Until July 31, 2008, if you participate in <strong>the</strong> Federal-Mogul “Brake & Front End”<br />
promotion, you will be able to earn up to three levels of rewards with qualifying<br />
installations of Wagner Edge and ThermoQuiet brake pads, National wheel hub assemblies,<br />
and Moog chassis parts.<br />
Participants may mix and match any qualifying product installation to reach <strong>the</strong>ir<br />
desired reward level. (Limit of three installations per vehicle invoice—one each of<br />
Wagner, National, and Moog products.)<br />
Technicians can request a promotional kit by calling 1-800-851-7052 or sending<br />
an email to moog@moogproblemsolver.com.<br />
SIRIUS Satellite Radio Adds F1<br />
SIRIUS Satellite Radio and Formula One Management have entered into an<br />
agreement that will make SIRIUS <strong>the</strong> exclusive North American radio broadcaster<br />
of all FORMULA 1 (F1) races. This marks <strong>the</strong> U.S. radio premiere of <strong>the</strong> highprofi<br />
le sport.<br />
SIRIUS’ F1 schedule kicked off with live coverage of <strong>the</strong> Monaco Grand Prix in<br />
Monte Carlo, one of <strong>the</strong> world’s most prestigious and challenging motor racing<br />
events, exclusively on SIRIUS channel 125. SIRIUS will broadcast <strong>the</strong> entire remainder<br />
of <strong>the</strong> 2008 calendar’s races live nationwide on SIRIUS 125, including <strong>the</strong> fi rstever<br />
F1 night race, being held in Singapore on September 28.<br />
SIRIUS is Canada’s number one choice for satellite radio with 110 full-time channels<br />
broadcast from studios in Vancouver, Toronto, Montreal, and New York.<br />
www.sirius.ca<br />
Advertisers Index<br />
www.aapexshow.com<br />
AAPEX 48<br />
www.auto-value.ca<br />
Auto Value 26, 27<br />
www.bestbuyautoparts.ca<br />
Bestbuy Auto Parts 13<br />
www.bluestreak.ca<br />
Blue Streak 3<br />
www.carquest.ca<br />
CARQUEST Canada 5<br />
www.curtisinsurance.ca<br />
Curtis Insurance 19<br />
www.mapcanada.org<br />
MAP Canada 7<br />
www.napaexcellence.ca<br />
NAPA Centre of Excellence 23<br />
www.promecanix.com<br />
Promecanix 29<br />
www.publicationsrousseau.com<br />
Publications Rousseau 31<br />
www.redlinedetection.com<br />
Redline Detection 8<br />
www.semashow.com<br />
SEMA 47<br />
www.spectrapremium.com<br />
Spectra Premium 2<br />
www.tenneco-automotive.com<br />
Tenneco 28<br />
www.uni-select.com<br />
Uni-Select 20, 21, 24, 25<br />
www.valvoline.com<br />
Valvoline 9<br />
www.wakefieldcanada.ca<br />
Wakefield Castrol 11<br />
July 2008 CASP 45
Carrus Technologies<br />
Moore has obviously had tires in<br />
his background for quite a few<br />
years and so acquiring Fairview Tire in<br />
2000 and <strong>the</strong>n Personal Auto in 2007<br />
seemed like a natural extension of his<br />
tire background. Fairview Tire encompasses<br />
4,900 sq. ft. with seven bays, while<br />
Personal Auto is 5,600 sq. ft. with five<br />
bays. At <strong>the</strong> Fairview location, <strong>the</strong>y do<br />
full service automotive and tires plus<br />
emission testing. At <strong>the</strong> Personal location<br />
on Brant St., <strong>the</strong>y do automotive service<br />
and tires plus custom exhaust.<br />
Finding a system<br />
Moore uses Carrus Technologies in his<br />
Personal Auto store. “I did some research<br />
on software for our store’s office segment.<br />
I read about Carrus in some trade<br />
magazines—both articles and ads—and I<br />
spent some time looking at a number of<br />
different software programs to suit our<br />
needs. I was looking for something that<br />
could fi rst be utilized at <strong>the</strong> Brant St. location<br />
and <strong>the</strong>n both so we could communicate<br />
over <strong>the</strong> network.<br />
“I brought Carrus into Personal Auto last<br />
October and of course, we went through<br />
some trials and tribulations at fi rst. We<br />
did start it at a good time though, just<br />
Shirley Brown sgbrown@xplornet.com<br />
Helping Companies Expand<br />
Don Moore is no stranger to tires. Before he became <strong>the</strong> owner of <strong>the</strong><br />
Fairview Tire (2000) and Personal Auto (2007) stores in Burlington,<br />
Ontario, he was National Sales manager for Bridgestone Firestone and<br />
before that National Marketing manager for Goodyear.<br />
46 CASP July 2008<br />
after our year-end started (September).<br />
We’ll get to <strong>the</strong> Fairview location a little<br />
later because we missed our window of<br />
opportunity regarding <strong>the</strong> year-end. This<br />
is a much busier store and we will need<br />
more time to get everything switched<br />
over, working properly, and get everyone<br />
well trained. We will use <strong>the</strong> Brant St. location<br />
to do <strong>the</strong> training.<br />
Training is a must<br />
“The training process is done over <strong>the</strong><br />
phone and because this was our busiest<br />
time of <strong>the</strong> year and <strong>the</strong> phones were<br />
constantly ringing, we had to do <strong>the</strong><br />
training in spurts. Training is done live<br />
with an operator who comes online with<br />
us as we go through <strong>the</strong> steps. They can<br />
show us items online. I found it more<br />
diffi cult to learn because you’re dealing<br />
with so many differences in <strong>the</strong> business<br />
throughout <strong>the</strong> day that you have to stop<br />
and say ‘what about this, and what about<br />
that?’ And this all takes time. If we hadn’t<br />
had interruptions, it would have been<br />
easier and faster.<br />
“When/if we run into trouble, we have<br />
an eight hundred number we can contact<br />
for help; if we have a serious problem<br />
Carrus will come online with us right<br />
away. This is a pretty simple process and<br />
we like that aspect.<br />
Great system<br />
“The Carrus system is functioning at<br />
80 percent for us right now for our needs.<br />
We have requested some more specific<br />
things for our business but for <strong>the</strong> most<br />
part, it’s a very functional unit at point-ofsale.<br />
The system is fairly easy to operate in<br />
terms of using buttons, but <strong>the</strong>re are some<br />
things that require a little extra knowledge<br />
in terms of key stroking and this is what<br />
<strong>the</strong>y are now working on for us. Carrus has<br />
updates on a regular basis.”<br />
Moore says <strong>the</strong> Carrus system has indeed<br />
helped his store expand <strong>the</strong> business and it<br />
will be even more so when <strong>the</strong> Fairview location<br />
is up and running fully as well. “It’ll<br />
be great <strong>the</strong>n. We’ll be able to check inventories<br />
without picking up <strong>the</strong> phone and<br />
save a lot of tie-up on <strong>the</strong> lines. That will<br />
grow our business even more.<br />
“We were attracted to Carrus because <strong>the</strong>y<br />
are fl exible and willing to work with us in<br />
terms of designing <strong>the</strong> system to suit our<br />
needs. The system is being used in a number<br />
of businesses similar to ours like auto<br />
glass, auto body, parts—but Carrus would<br />
design it to <strong>the</strong>ir specifi c business needs<br />
just like our specifi c needs. I believe <strong>the</strong>ir<br />
Accounting System is <strong>the</strong> best that I have<br />
seen.”<br />
Don Moore seems quite happy with <strong>the</strong><br />
Carrus system in his store and is looking<br />
forward to new releases and developments<br />
from this young company.
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Whe<strong>the</strong>r you are a distributor, jobber,<br />
retailer, online seller, service provider,<br />
chain or group, AAPEX is <strong>the</strong> place<br />
you can do it all. Meet, shop, learn,<br />
network and build your business.<br />
<strong>the</strong> products.<br />
<strong>the</strong> people.<br />
in one place.<br />
Tuesday - Thursday Nov. 4 - 6, 2008<br />
please enter a55 when registering online