Join the Winning Team! - Autosphere

PM 40014105
SCHMIDT & SHAW, BARRIE, ONTARIO
They’re There as a Team!
Ted Shaw and Mike Schmidt
www.caspmagazine.com
July 2008
Volume 6, Number 5
$5.95

YOUR RIDE
DESERVES
THE BEST
1 888 910 8888
www.spectrapremium.com
Forming the Future

COVER PAGE
FEATURES
12 AIA Canada
The ACE in Your Pocket
14 Schmidt & Shaw, Barrie, ON
They’re There as a Team!
16 CARSability
Targeted Training
17 Lordco Trade Show 2008
Treasures of the Nile
18 Green Design
Green Lighting Means Go
19 Ideal Supply
Successful Show
20 Atlas Auto, Sault Ste. Marie
They Like Challenges!
22 Antifreeze
Just a Simple Solution?
23 Exclusive to NAPA Customers
Where the Best Connect
24 PAR Auto, Airdrie, AB
Anything for the Customer
2008 EVENTS CALENDAR
July 14-16
Aftermarket eForum
Hyatt Regency O’Hare
Chicago, IL
Ü Barbara Clark
barbara.clark@aftermarket.org
& 301-654-6664
Ü www.aftermarketeforum.com
14 17 18
32 36 39
28 Tenneco Canada
Capture Your Fair
Share…the Easy Way
29 New or Rebuilt?
Water Pumps
30 Garage Business
Colour Blindness
32 GAAS 2008, Truly Global
Shift Forward
34 Larry Raymond
AIA Chairperson
35 YES Conference
Web Usage, Memory
Retention, Teamwork
36 Off to the Races
Uni-Select Treats Its
Customers
37 Car Care Clinics
Women Helping Women
38 Environmental Awareness
What’s in Your Shop? Parts for import vehicles
September 3
AIA Canada – Manitoba
Division Fall Classic Golf
Tournament
LaSalle, MB
Ü www.aiacanada.com
September 16-17
AIA Western Regional Conference
Coast al Capri Hotel, Kelowna, BC
Ü Therese Santostefano
therese.santostefano@aiacanada.com
& 1-800-808-2920, ext. 225
Ü www.aiacanada.com
IN EVERY ISSUE...
4 Editorial
Required or Suggested?
6, 8, 43, 44, 45
Around the Industry
10, 11
New Products
45 Advertisers
We’d like to share one We’d of the like world’s to share best one kept of the secrets. world’s best kept secrets.
[ Blue Streak Import Parts ]
Contents July 2008
39 More Than a Simple Pipe
The Exhaust System
40 Fuel Saving Technologies
Displacement
on Demand
Parts for import vehicles
September 19-21
Georgian College Auto Show
Canadian Automotive Institute
Barrie, ON
& 705-722-5161
Ü autoshow@georgianc.on.ca
[ Blue Streak Import Parts ]
42 Lighting
New Standards
46 Carrus Technologies
Helping Companies
Expand
September 23-25
AutoRomania
InterContinental
Bucharest, Romania
Ü www.wbresearch.com/autoromania/
July 2008 CASP 3

EDITORIAL
Required or Suggested?
Two Little Words
That Are Very Important Today!
As an automotive service provider, you’ve seen your business change
drastically over the years. People put their vehicles in your capable hands
to care for them.
The name of today’s service game is different:
it’s a fi xed maintenance schedule—preventive
maintenance! Your customers
rely on you to tell them what has to be
done for their vehicle now and what can
wait a little longer. You are their guru, the
person in the know.
To do this, you regularly schedule clients’ vehicles
for an inspection—sort of like going
to the dentist, who has you on a recurring
timetable to come in for a checkup.
Required
You’re in the same type of business. As a
good service provider, you make appointments
for your clients to bring in their vehicles
for a routine inspection. When they
do this, you are performing preventive maintenance.
This is the time when you check
the vehicle over thoroughly and see if any
maintenance is required right away.
You check out all the safety items—handling,
brakes, suspension and steering, even
tires as well as the lighting system, windshield
wipers, and exhaust system. So, if any
of them need to be put in tip-top shape, you
ask your clients to make an appointment
soon, as this is a required repair. You need to
advise your clients that this repair is needed
so they won’t have a major breakdown or
an accident.
4 CASP July 2008
Suggested
You’ve also noticed some other items that
should be looked after as well, but they can
wait for a later date. This is a suggested maintenance
problem.
With the price of fuel today and the emissions’
regulations becoming even stronger, people
are looking to have their vehicles last much
longer. This is good for your business. You have
the advantage of being able to schedule your
clients’ vehicles for preventive maintenance
appointments all year long, keeping you and
your technicians busy as well as having the
satisfaction of knowing your clients’ vehicles
are in tip-top running condition, with all safety
aspects performing well.
When you carry out this type of service,
you’re showing your customers you care
about their safety—you’ve pointed out what
is ‘required’ as a repair now, and ‘suggested’
what can wait. Customers will feel much better
about your service and trust your word,
knowing you have their safety in mind.
These are the people who will return time
and again and spread the word about your
facility. Those two little words—required and
suggested—can make a big difference to your
bottom line! They can add up to outstanding
service on your part as well as showing your
customers you care.
Rémy L. Rousseau
remyrousseau@p-rousseau.com
Publisher & Editor Rémy L. Rousseau
Associate Publisher Shirley Brown
Contributing Editors
Pierre Bissonnette
François Charron
Mark Lemay
David Lipson
Jil McIntosh
Dave Redinger
Production Management
Valérie St-Cyr vstcyr@p-rousseau.com
Graphic Design
Monique Desbiens 100cDesign@videotron.ca
Revision Shirley Brown
Administration
Wendy Allain wallain@p-rousseau.com
Nancy Belleville nbelleville@p-rousseau.com
Circulation Management
Sylvain Gendron masdata@videotron.ca
Printer Solisco
Sales
Luc Champagne lucchampagne13@videotron.ca
514-945-1299
Nathalie Plouffe tirenews@rogers.com
1-866-925-5665
Réjean A. Rousseau r.a.rousseau@videotron.ca
450-649-9007
Garth Vogan rgvogan@yahoo.com
905-689-1963
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Published by
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CASP Magazine is dedicated to serving the business interests
of the maintenance and repair industry. It is published
eight times a year by Publications Rousseau & Associés
Inc., a member of AIA Canada. Material in CASP may not
be reproduced in any form without written consent from
the publisher. The publisher reserves the right to refuse any
advertising and disclaims all responsibilities for claims or
statements made by its advertisers or independent columnists.
All facts, opinions and statements appearing within
this publication are those of the writers and editors themselves,
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OUR MOST IMPORTANT
STOP OF THE DAY.
You need the parts to complete the job NOW! We understand. We also understand that our trucks travel
the same streets as your spouse or your child’s school bus. Our professional Delivery Representatives
are committed to getting you the parts as quickly and safely as possible.
We deliver what our customers need: quality parts, competitive prices, knowledgeable people.
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Around
THE INDUSTRY
BAARA News
Recently, under the guidance of president
Ed Jagt, the Barrie Area Automotive Repair
Association met to hear trainer Kelly Bennett
speak. Proceeds from the evening’s event went
to AIA Canada’s fi ght for Right to Repair.
Bennett is an excellent speaker, mixing scenes
with his words. He had a very interesting tape
of his accident in Las Vegas and what transpired
with his business because of it.
His presentation “Running on Empty” told
those present not to get burned out by trying
to do everything yourself because that’s when
diffi cult things start to happen. Remember, “to
the world you may be one person, but to one
person, you may be the world.” Work smarter.
Kelly Bennett and Ed Jagt at the end of Kelly’s
“Running on Empty” presentation
News from Uni-Select
Prairies
Sean Corcelli, Uni-Select general manager
Prairies, has indicated that they have a new computers
system for their DCs. Brad Freysteinson
will be responsible for representing Distribution
as a “Team Leader” in the selection and the
implementation of their future ERP (Enterprise
Resource Planning). He brings a solid experience
in Distribution as an Operations manager
of the Prairies Division.
Further, Ken Glen will assume the responsibility
of Operations manager for both Pacific
and Prairies regions. He is currently responsible
for the Pacific Operations and has also been
Operations manager for the Prairie Division in
the recent past.
6 CASP July 2008
CARQUEST Corporation’s
New President
Quite recently, Todd Hack was promoted to
senior vice president of product management
for General Parts/CARQUEST and president
of CARQUEST Corp. He replaces the retiring
Robert Blair as CARQUEST Corp. president and
is responsible for management of the product
store support centre.
Being with CARQUEST for 18 years, Hack has
managed a CARQUEST Auto Parts store and
worked in sales and distribution. In 1992, he
moved to CARQUEST Corp. as marketing coordinator.
He has held the positions of product
manager, director of product marketing
and vice president. He became executive VP of
CARQUEST headquarters and vice president of
marketing at GPI in 2001. Most recently, he was
general manager of CARQUEST Products.
Federal-Mogul & Philips
Automotive Lighting Bring
Full Category Offering to
the Aftermarket
Federal-Mogul Corp. and Philips Automotive
Lighting N.A. announced a collaborative arrangement
to bring a “Total Category” lighting
offering to the North American Aftermarket. This
unique relationship leverages Federal-Mogul’s
sales, marketing and distribution leadership with
Original Equipment innovations from Philips
Lighting.
“We’re presenting the aftermarket with a
powerful category solution,” said Jay Burkhart,
senior VP, Global Aftermarket, Federal-Mogul.
“Customers trust the Wagner Lighting brand,
now offered together with innovative new products
from Philips to provide the industry’s most
complete premium lighting line-up.”
Warehouse Services News
Warehouse Services (WSI) gathered its ALP+
(Appreciated Loyalty Program) members and
announced new program additions. “We’re constantly
looking to enhance our business program,”
stated Scott Scherr owner of WSI. “ALP+
is already recognized as the most comprehensive
program for ASP’s, including rebates, labor
protection, training, and business tools.”
This year, new tools were added, including
a group benefi ts program that ASP’s can use.
Laura Dear presented many examples of how
dealerships use benefi ts to attract and retain
employees, and offered competitive options for
ALP+ members to do the same. Luke Kushner,
MechanicNet California, showcased their customer
retention tools and Cascadia Motivations
launched WSI’s 2009 Los Cabos incentive trip.
Bob Greenwood was the keynote speaker making
sure APS’s were preparing for the changes
taking place in the marketplace.
WSI also announced the recent winners of the
NAIT “Highest Overall Achievement Award” for
Second Year Automotive Apprentices. This award
recognizes the hard work of the second year automotive
apprentices enrolled in the NAIT program.
The recent term winners included Justin
Grynke (Fountain Tire Barrhead) in February
and May’s winner was Nicholus Monaghan (Don
Wheaton Chevrolet). Both winners receive a certifi
cate of achievement, award plaque and tool
set presented from Warehouse Services.
Tenneco Gets Toyota
Emission Control Business
Expanding its relationship with Toyota Motor
Engineering & Manufacturing N.A., Tenneco has
been awarded the emission control business on
the 2008 Toyota Sequoia,
Tenneco is supplying the full exhaust system
for the now-in-production Sequoia and also announced
that the company won $200 million in
new business with fi ve Japanese vehicle manufacturers
in 2007.
Ford Canada Chooses Wells as ‘Top Performer’
Wells Manufacturing L.P. was recently honoured by Ford of Canada as a “Top Performer” in supplier
delivery. Wells is a manufacturer of original equipment and replacement engine management
products and related components. It achieved 100% accuracy and timeliness on behalf of the Ford of
Canada OE service business in 2007.
The Top Performer designation is based on the company’s Supplier Delivery Performance Rating,
which measures compliance under two broad scoring categories: Ford Supplier Communications
System and Up-to-Date Shipping Performance.
The Ford of Canada OES business utilizes a variety of Wells products, and a supplier since 2001.

Around
THE INDUSTRY
Uni-Select Acquires Beck/Arnley
The acquisition of Beck/Arnley Worldparts Corp. and its Canadian subsidiary
is an important one for Uni-Select. The company is building a new
division aimed at servicing the needs of the foreign nameplate aftermarket
and this acquisition is the cornerstone of its strategic initiative in order to
better service the growing import business in North America.
This development will add annual sales of US $29 million to Uni-Select.
Beck/Arnley operates one master distribution centre in Smyrna, TN and
has two other satellite warehouses.
“Beck/Arnley’s high quality product offering, its strong brand image at
the jobber and installer levels, its catalogue, and its capabilities in the areas
of product sourcing and logistics provides us with a great opportunity
to support and improve the capabilities of the company. We intend to grow
the business by expanding its geographical reach and its product offering.
In addition, we’ll deliver the quality product the customer wants, where
and when he wants it and at a competitive price,” said Richard G. Roy, Uni-
Select’s president and CEO.
“These developments are exciting news for our customers and employees.
Uni-Select’s support will allow us to more effectively develop and rebuild
our capabilities to better serve our customers by delivering the quality
products we’ve been working so hard to provide. In Uni-Select, we’ve
found the right partner as their vision, culture, values, and business model,
including Redline_casp_ad_v5 support of the independent 9/24/07 jobber, 11:50 coincide AM so Page closely 1with
ours,”
commented Max Dull, Beck/Arnley president.
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8 CASP July 2008
Save A Squirrel
Tenneco’s brand of Monroe shocks and struts has come up
with a decidedly different advertising campaign. The company
is reminding consumers that replacing worn ride control components
could help improve vehicle steering, stopping and stability—and
just might save the life of an innocent squirrel darting
across the road!
Monroe’s “Save a Squirrel” campaign urges consumers to change their
shocks at 80,000 km. In an emergency situation, drivers need their tires
planted fi rmly on the road to avoid an accident—a big part of what shocks
and struts do.
The “Save A Squirrel” campaign advises consumers that vehicle steering,
stopping, and stability characteristics depend on the “Safety Triangle” undercar
system of shock absorbers, struts, brakes, and related parts. When
shocks and struts are worn out, they could lose their ability to hold the
tires against the road surface, potentially degrading steering and stopping
performance. Shocks/struts also play an important role in vehicle stability
by helping to control weight transfer in hard-stopping situations and tight
turns. www.monroesavethesquirrels.com
Spectra’s New Tool
Spectra Premium Industries have launched a brand new web based
Product Training System online accessible to everyone. The electronic
training centre includes lessons and tests to assess knowledge acquired.
The training module has been designed to enhance product and technical
knowledge for all levels of automotive technicians and DIY enthusiasts.
It’s an easy way to learn!
You can access the e-learning system through Spectra Premium’s website
at www.spectrapremium.com or contact a sales team member for
more information at 450-641-3656.

VALVOLINE’s HISTORY
HAS A PROVEN
TRACK RECORD
Motor Oil? We invented it in 1866.
Racing? We’ve been there since the beginning: J. Frank Duryea
won the first American auto race using Valvoline ® .
We use this experience to win championships and develop
the best possible engine protection for your customers.
Valvoline’s commitment to quality and innovation carries through
to today where we offer you a range of high quality products
that meet your customer’s needs. Together with industry leading
marketing programs, Valvoline can help provide the solutions
you need to maximize your sales and profits.
To learn more, call Valvoline 1-800-286-4292

ent in the system, it will quickly solidify
in the test test cartridge and cause the fl ow
meter meter to show “no fl ow.” ow.” Except for the
low-cost test cartridges, cartridges, which are disposable,
all of the QuickDetect componentsponents
are reusable. Replacement
cartridges are available separateseparately in a 25-piece package/
The kit works with both
R-134A and R-12 systems and
comes with everything needed for
a quick and easy test.
Contact Peter Coll at Neutronics
Neutronics,
toll-free 1-800-378-2287 or info@refrigerantid.com.
Hybrid Multimeter
New from Bosch is the MMD
540H Hybrid Multimeter. You can
get peak, min/max readings as
fast as 1 millesecond—really fast
info. It also provides higher amperage
test ranges up to 20 amps and
has a CAT 111 10000v safety
rating for hybrid vehicle circircuits. There are additional fused
test leads for safe troubleshooting,
K-Type thermocouple
for temperature
measurement, and a large
LCO display with backlighting
and auto shutdown.
Get in touch with your Bosch representative.
Mobil Super 1000 & Super 2000
Mobil Super 1000 is engineered for newer vehicles or older vehicles in
good condition. It exceeds the most stringent North American standards
ever set for engine oils. Mobil Super 1000 has been formulated with
highly effective anti-wear additives, can help make an engine more fueleffi
cient while controlling potentially harmful deposits, delivers excellent
low-temperature wear protection and helps protect exhaust catalysts. For
optimal engine performance, Mobil Super 1000
is recommended for daily driving under normal
conditions.
Mobil Super 2000 is recommended
for high mileage vehicles with over
120,000 km. It offers guaranteed oil drain
protection for an impressive 10,000 km
or 6 months. Containing a blend of conventional
and synthetic base stocks, seal
conditioning agents, effective anti-wear
additives, and additional detergent, Mobil
Super 2000 is a premium vehicle lubricant
that is E85 Flex-Fuel compatible.
Be sure to contact your Mobil Oil salesperson.
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July 2008 CASP 11

Dr. John Izzo reappeared throughout
the day with “The Five Secrets
You Must Discover Before You Die”—a
very thoughtful and insightful presentation,
one that challenged attendees to
rediscover and rethink their values. Izzo
inspired listeners to greater vision and
left them with some deliberating to do!
Oh—the Five Secrets:
• Be true to yourself
• Leave no regrets
• Become love
• Live the moment
• Give more than you take
Ralph Klein, former Premier of Alberta
from 1992-2006 and Calgary Mayor,
where he oversaw the 1988 Olympic
Winter Games, was the next speaker. His
topic was “The Canadian Outlook” and
he gave the audience some insights as
he proceeded to speak about the way
he did things while in offi ce. Currently
he is a fellow of the Fraser Institute and
a Senior Business advisor with Borden
Ladner Gervais LLP in the Calgary offi ce.
A Canadian Forces Leader
We were treated to a very dynamic
speaker in the form of Lieutenant-General
Walter J. Natynczyk of the Canadian
Armed Forces. He brought some very
special people with him—men from the
Navy, Air Force, and Army who had done
stints in Afghanistan. The General spoke
about what the Canadian Forces do and
told how they have taught leaders to use
discretionary judgment and thus be different
from a bureaucracy—you see a
situation, you make a call! Their challenges
are demanding and the leaders must
constantly be refreshed just like business
12 CASP July 2008
The ACE in Your Pocket
The recent ACE Conference in Gatineau, QC proved to have some
very high-level speakers from different sectors of industry and life.
AIA Canada brought a wealth of knowledge to the conference.
leaders need to be. Lt.-General Natynczyk
is indeed a leader and so his topic was
right down his own alley—“Leading Your
Forces”—and his words certainly suited
the aftermarket industry as well. Key
leaders need to hone their skills, but they
also need to be healthy and fi t with balance
in their lives.
Global economy…
Peter Hall of Export Development Canada
has years of experience in domestic and
international economic analysis and forecasting.
He focused on “Is the Global
Economy Out of Gas?” He said that an
economic slowdown has descended
worldwide. There is slower global growth
now and he doesn’t believe the U.S. will
recovery quickly so the rest of the world
will feel the weakness. The good news
was that opportunities still exist.
Mark Jefferies is an advisor and communications
consultant to many global
blue chip corporations, law firms,
etc. He showed how to use “Strategic
Communication to Retain Your Best
People.” He sees what the true message
is: how image and presentation skills can
be fi ne-tuned, improved and managed to
create the ideal ‘communication’ in business
situations.
AIA Distinguished Service Award
This award was presented during the
Conference and the recipient was Dan
Bell of the CARS Council and president of
CARS since 1995. The Award is presented
in recognition of notable service and outstanding
leadership given to the growth
and development of Canada’s automotive
aftermarket industry. It is the high-
Shirley Brown
sgbrown@xplornet.com
est award presented by the Automotive
Industries Association of Canada to
an outstanding individual within the
Association membership.
Dan has been instrumental in building
links between industry, its employees,
educational institutions, and private trainers
to ensure the highest quality training
in all areas of the automotive repair and
service industry. Bell is a certifi ed automotive
machinist and service technician
and been in the industry for over 45 years.
His lifelong commitment to education and
training has built CARS into one of the
most respected sector councils in Canada.
“Dan has dedicated an incredible amount
of energy to ensuring that our industry
has access to cost effective training and
education, which is imperative to the
growth and prosperity of the automotive
aftermarket in Canada. This makes him an
ideal candidate for the aftermarket industry’s
most prestigious award,” concluded
Larry Raymond, AIA Chair.

A NEW Sales Team -
We have CANADA covered.
Distribution Points
Manager
Business Development
Western Region
Charlie Pickard
Tel: 780.504.1444
Email:
charlie.p@bestbuyautoparts.ca
Vice President
Sales, Marketing & Product
Development
Marc Alary
Manager
Business Development
Eastern Region
Bernard Lefebvre
Tel: 514.916.5169
Email:
bernard.l@bestbuyautoparts.ca
Our new sales team will cover new shareholder recruitment and the selling of our
new associate program to non shareholder members.
Contact either Bernard or Charlie to learn more about the BEST opportunities in our industry.
www.bestbuyautoparts.ca
Bestbuy Distributors Ltd. has been servicing the needs of independent Canadian automotive jobbers since 1955.

PROFILE
With their apprenticeship training
courses fi nished and now being
licensed technicians, both Ted and Mike
went to work for the same auto dealership
in Toronto. After a couple of years
commuting to Toronto, Ted was ready for
a change. Many meetings and site inspections
later, Ted and Mike took over a four
bay B.P. gas station in Barrie, Ontario and
successfully built up their business—
Schmidt & Shaw Auto Sales & Service.
“Ted and I worked in the shop along
with one of the original owners and two
other employees,” states Mike. “We kept
getting busier and busier, so we hired
more people. With customers continually
asking our advice on where to buy,
what to buy, or bringing a car in for an
inspection prior to purchase, we decided
to start selling cars. In 1996, we added
the sales to our business and as we continued
to grow, we did away with the gas
pumps in 2002. Our service bays were
full and totally booked every day.
Expansion on the horizon
“We kept looking to expand as our halfacre
lot became fully mired in vehicles
and there just wasn’t any room to expand
at that location. Ted and I found a new location
just a block away and in November
2005—exactly twenty-fi ve years after we
had purchased our fi rst site—we moved
into our new facility here at 445 Blake St.
Now we have a total of ten bays which
includes emission testing, wheel align-
Shirley Brown
sgbrown@xplornet.com
Schmidt & Shaw, Barrie, Ontario
They’re There as a Team!
Mike Schmidt and Ted Shaw
met at Centennial College while
taking courses that would see
the two of them eventually
become licensed technicians.
14 CASP July 2008
ment, and auto detailing to service our
clients’ vehicles, as well as the fi fty plus
vehicles we have in sales inventory.”
Schmidt & Shaw Auto Sales & Service
employs twelve full time people and six
part-timers, including sales staff for the
used cars, at their 10,000 sq. ft. facility.
They have four licensed techs in addition
to themselves and two apprentices. Both
Ted and Mike have taken management
courses and from what we can see, their
venture has turned out to be a very successful
corporation.
Area endeavours
Mike continues, “We like to think we’re
successful because we treat our clients
the way we would like to be treated.
Some don’t even walk in the door—they
pull up outside and beckon us over to
their car to talk to us. Whatever it takes,
we’ll do. Many of our clients have been
with us a long time and that means a lot
to us. We do several local sponsorships
and help with fund-raising projects in
the area schools, such as free oil changes,
wheel balancing, or car cleanup packages
to hopefully attract new clientele.
We just fi nished a promotion from the
sales side that raised $5,600 for the Royal
Victoria Hospital Cancer Unit. We are also
very proud of the fact that we donated a
vehicle to the OPP (decked out in their
signature black and white) to be used for
Community Services in our area.”
Mike went on to say that they keep in
touch with their clients—they send them
notices that an oil change is due; tell

them before the repair what is needed,
how much it will cost, and when it should
be done, thus alleviating a lot of challenges
at the end of the day. They have maintenance
cards sent out to remind people of
their required or suggested repairs. They
also do maintenance on new clients’ new
cars in order for them to maintain their
warranty with the manufacturers.
Skilled techs, up-to-date
information
“Our technicians are very skilled and consistently
update their courses. They do
what’s needed to keep ahead and be in
the know. There are times when we have
a bit of trouble getting the required information,
but knowing people at dealerships
helps us. We have two great systems
in place for information—Mitchell and
AllData. We’re also on board with NAPAFix,
which helps us immensely.
“Ideal Supply has been a respected supplier
of parts to us for 28-1/2 years and
most of the parts we order are from their
store although we do deal with others locally.
Mark LaFrance is our representative
and he’s in here every week, he’s on top
of the business and new programs at all
times. We also have a great rapport with all
the parts people on the counter and the
parts drivers as well. We are connected
to their PROLink Catalogue System,
which works great and
is very user friendly.
We also take advan-
tage of the NAPA Rewards program.”
Helping to grow
Mike and Ted agree that Ideal Supply
has contributed to their growth over the
years. Ideal’s parts supply seems endless
and their delivery is very prompt.
With Ideal Supply being part of a larger
corporation, Mike says it seems to be
a great fi t. There is also no limit to the
parts available and there’s no limit to
the equipment and equipment servicing
available—invaluable to a service facility.
The hoists at Schmidt & Shaw Auto Sales
& Service are Rotary Lift and every year
arrangements are made through Ideal
Supply to have them certifi ed.
“Ted and I are certainly planning to be
here for a great number of years yet. We
are very confi dent and proud of our staff.
We defi nitely could not have come this
far without good help—they are certainly
our best assets! We work as a team and
we work with them. That’s what makes
us successful. “
Ted Shaw and Mike Schmidt do seem to
have it all together. As they said, “it’s a
team effort” and the whole team works
together for success.
PROFILE
SNAPSHOT...
BUSINESS Schmidt & Shaw Auto Sales &
Service
) 445 Blake St., Barrie, Ontario
L4M 1L1
& 705-726-5151
FAX 705-726-6845
WEB PAGE www.schmidtandshaw.com
EMPLOYEES 12 full-time—6 licensed technicians
including Ted and Mike, 2 apprentices,
service manager, sales manager,
offi ce staff. They also employ 6 parttime
people mostly in sales for the
used car sector of their business.
TYPE OF
BUSINESS
HOURS OF
BUSINESS
General automotive repair service
and used car sales
BAYS 10 bays including ample spacing for
emission testing, wheel alignment,
and auto detailing to service clients’
vehicles, as well as the 50+ vehicles
on their used car lot.
SIZE 10,000 sq. ft., plus a lot full of
cars, trucks, vans and SUVs—both
domestic and import—and a brightly
lit showroom
Service—Monday to Friday, 7:30 am
to 5 pm
Sales—Monday to Thursday, 9 am to
8 pm; Friday, 9 am to 6 pm; Saturday,
9 am to 4 pm
PHOTOS: JACK KAZMIERSKI
Here’s the staff
at Schmidt and
Shaw: (back) Brett
Palamar, Chris Green,
Wayne Pendleton,
Mark Riley. (next row)
Steve Weston, Larry
Watson, Darrin Harvey,
Craig Ortwein, Terry
Bujold. (next row) Mark
Mayo, Nathan Passfi eld,
Sarah Clarkson and in
front Mike Schmidt and
Ted shaw.
July 2008 CASP 15

CARS Council www.cars-council.ca
Shop owners and managers who fi nd
themselves too pre-occupied with
the day-to-day shop issues, or those who
only see the cost side of the equation,
need to take a
closer look at
the ‘cost’ of not
training. “Shops
that ‘forget’ to
keep their technicians
up to
date with the latest
technology
will suffer,” says
Watt, because
“their front line
counter staff will
frustrate customers
if they aren’t
able to satisfy
the customer needs.” These shops end up
giving away time, or charging too much
time, Watt adds, “if technicians struggle
to fix problems they aren’t trained to
handle, or forced to use equipment they
haven’t been trained on.”
Actively seeking out training
Bill Gray, considers himself a lucky man,
because the staff at his Halifax repair and
service shop actively seeks out training.
“Basically, everybody wants to learn more.
We’re not past that yet,” he jokes, “not too
old for training, and not so young that
we think we know it all.” Gray’s team
averages 20 years in the trade. They get
Targeted Training
Helps the Bottom Line
Shop owners cite many reasons for shying away from employee training, including lack of time and money
for, as well as access to effective, relevant training. John Watt, manager Certigard and Automotive,
counters this with a very strong argument for industry employers to engage in pro-active employee management
that includes training. “Targeted training absolutely helps the bottom line. Having well trained
employees, allows a shop to handle more vehicle issues, which means more repairs per day, and more
repairs per transaction.”
John Watt of Certigard is
a strong supporter of training.
16 CASP July 2008
a good sense of the additional training
they need from “what we see coming in
the door, what training is being offered”
and constantly appraising themselves.
CARSability is a tool they have tried, and
is something that they would use for further
skills gap analysis.
With technology changing as quickly as
it is, Gray muses that “we can use all the
help we can get” to keep up. At Gray’s,
technicians look to CARSability, CARS
OnDemand, NAPA, and ProShop training
to keep them current. Gray is pleased
with CARS OnDemand for a variety of
reasons, the biggest being the 24/7 availability
and the fl exibility it offers. Not one
to wait, he tends to jump right in and start
with the test that assesses the knowledge
participants have acquired. If he fi nds he
has opportunity to improve his skills, he
will watch the video, or turn to the learning
guide, to fi ll his knowledge gaps. Gray
recommends that for technicians who are
not at ease with computer-based training
“just sitting down with them, taking
the time to walk them through the site,
giving them a little more help,” will help
raise the comfort level with OnDemand’s
online training delivery.
An essential component
Gray’s proactive training approach is
aligned with Watt’s suggestion to costconscious
employers. “The cost of keeping
employees happy is far less than the
direct costs associated with losing them.
Training needs to be viewed as an essential
component of employee well being
and people management,” he suggests.
Training, benefi ts, motivational incentives,
and team spirit are all factors contributing
to happy employees.
Certigard recommends to its franchise
owners and managers that they build
training into their business plan and
block out a certain number of training
days per year for each employee. This approach
takes into consideration the revenue
not generated during training, but
also factors in projections for higher productivity
and effi ciency on the hundreds
of days they do come to work… that’s a
pretty good deal!
And this is where CARSability comes
into play, supporting pro-active employee
management through targeted,
well-planned training. “Certigard sees
tremendous value in CARSability,” says
Watt, “CARSability gets us down to the
level of where the rubber hits the road.”
Certigard, which contributed front-line
expertise to the development of the
CARSability self-assessment tool, has begun
it’s rollout with select franchisees
within the organization.
Find out how you can measure your
own performance at www.carsability.ca

Lordco Trade
Show 2008
Shirley Brown
sgbrown@xplornet.com
Treasures
of the Nile
As an independent, I believe Lordco
Auto Parts of British Columbia has
the largest trade show for the automotive
aftermarket in Canada. From
all the reports, their 2008 Show was
even bigger than other years!
Sarah Durant answered some of our questions
about the 2008 show and told us
that the Egyptian theme—Treasures of the
Nile—corresponded with Lordco’s bi-annual
cruise promotion. The show must have been
very exciting and colourful.
Over 350 exhibitors fi lled the show venue—
the Pacific Coliseum in Vancouver, British
Columbia. Over the two days the show
reigned at the Coliseum, more than 20,000
people went through the aisles looking at all
the products and specials offered by the suppliers.
Sarah said that this was the highest
attendance to date for their Show.
Many promotions and giveaways were
the norm and far too many to list here.
Celebrities were on hand as well. John Force,
NHRA drag racer and 15 time POWERade
Funny Car champion, was in attendance at
the Castrol Wakefi eld booth on the second
day of the show and signed a multitude of autographs
for fans and well-wishers.
PHOTOS: LUC CHAMPAGNE
July 2008 CASP 17

GREEN DESIGN
Green Lighting Means Go
Green design was a big topic at the IQPC fourth annual Automotive Lighting Design and Technologies conference,
which took place in Dearborn, MI on April 29-30. Much of the talk was centred on Light Emitting
Diodes (LEDs). They are energy effi cient, but their use in headlights currently drains more electricity than
incandescent bulbs, says David Hulick, global project manager for OSRAM’s automotive LED systems. Can
these trendy bulbs be the industry’s power saviour?
ED headlights are high cost style
L statements in an elite group of
vehicles—but increased consumer interest
could lead to advanced performance
features, and eventually, energy effi ciency.
“Think of it as progression,” says Hulick.
“Up until now, they have not been used
for primary forward lighting for headlights
because the white LEDs haven’t
had enough punch. As the white LEDs
begin to generate the power required,
we’re beginning to see people experiment
with them for ways to integrate
them into their programs.”
LED front headlights are available in
the 2008 Lexus LS 600h L, optional in
the Audi R8, and will be available in the
Cadillac Escalade Platinum. “No one is going
to tell you that the R8 is a mass market
headlamp; it is a complicated, highly
sophisticated technological achievement,”
says Hulick. “As we go down the road
5, 10, 15 years and LEDs become more
powerful and less expensive, you will
The futuristic Aptera, which means “wingless” in Greek.
CASP Magazine is a media partner to IQPC – International Quality and Productivity Center.
18 CASP July 2008
see them begin to fi lter down into other
classes of cars.”
Smart systems and green lighting
As LEDs evolve, smart systems will be introduced—what
Hulick calls “application
fl exibility.” These multiple light sources
will be able to improve vision and defl
ect glare.
Improved LED technology will be more
environmentally friendly. “The less electricity
you use, the more effi cient the car
is going to be,” says Hulick. “And if you reduce
the amount of electricity required,
you can reduce the gauge of the wires,
you can reduce the size of the alternator,
and you can take some weight out of the
car.”
OSRAM has introduced their Joule LED
signal lighting system that does not use
mercury, lead, or cadmium. The company
says it uses 85% less energy than
traditional incandescent lighting signals,
which can save 5.1 gallons of fuel annually
per car. “I’m not going to tell you
that one of our Joule systems in the back
of a car is going to save the world,” says
Hulick. “But when we want to fi nd big
things to change to make a huge difference—that’s
fi ne—but there are a ton of
things any of us can do to incrementally
reduce our reliance on energy.” Hulick
says the automotive industry is committed
to reducing its ecological footprint.
David Lipson lipson.david@gmail.com
The Future
Students at the Art Center College of
Design in Pasadena, Calif. have a green
mentality. “There is a major backlash of the
younger generation on larger vehicles—
they don’t think they are cool,” says car
designer Jason Hill. He is an instructor at
the college and considered a vanguard in
automotive green design.
He says people use cars to communicate
their values. Eco oriented people are looking
for the newest innovations in green
design, including lighting. “LED is the hot
thing,” says Hill. “It’s gone from concept to
reality.”
Hill and his firm ‘eleven’ designed the
Aptera—a three-wheeled composite body
vehicle that looks straight out of the
Jetsons. It will be offered as both an all
electric and a plug-in electric hybrid.
Hill talks about the Aptera’s lighting: “From
the start of the project, using the lowest
amount of energy to a specific job has
been the top priority. Therefore, all lighting
aspects are incorporating the best technology
and lowest energy using units we
could specify. For example, the entire tail
lamp assembly is a collection of LED, including
the reverse lamp. The interior lighting
is also using LED units to better control
the effect that was desired. The front signal
lamps (3 per side) are all LED lights. All
together, we beat our energy budget on total
usage for the
vehicle, thereby
improving its effi
ciency even that little
bit more.”

Elvis was
indeed in the
building—at
Rotary Lift.
Ideal Supply
Another Successful Show
Shirley Brown
sgbrown@xplornet.com
Ideal Supply, based in Listowel, Ontario, sure knows how to put a successful
trade show together… after all, they’ve been doing this now for
eighteen years. Quaker State had representatives to answer
questions and TVs to show their product’s attributes.
Ideal’s show takes up just over 25,000 sq. ft. This houses over 160 booths occupied by
130 exhibitors with lots to see, tell about, and try out. Over 1,950 customers walked
through the two-day show. The theme this year was the ’60s and sure enough, Elvis was
on hand to entertain everyone. Ideal Supply catered free hamburgers, hot dogs, and
French fries to all the vendors and customers.
The prizes were based on Ideal Bucks, so the customers could pick up their prize at the
end of the show as every booth gave the customer bucks relevant to their purchases. In
addition, every customer received a ’60s themed gift for attending the show.
Tool booths are always busy and
the Makita one was no different.
Mike Marchese and Jeff Leroux were
quite busy at the Grote booth.
Larry Raymond was on hand to help
customers with their “fl ash” problems.
July 2008 CASP 19

ADVERTORIAL Shirley Brown sgbrown@xplornet.com
Atlas Auto, Sault Ste. Marie
They Like Challenges!
These days, it’s really great to see a son follow his father into the jobber business.
Such is the case at Atlas Auto of Sault Ste. Marie, Ontario. Barry Bailey has taken over
from his Dad in the family business.
his has pretty much been the
“Tonly job I’ve ever had. I started
in the store sweeping floors, driving
trucks, warehouse, worked the counter,
then outside sales,” says Barry.
“My Dad, Barry, started in the business in
1969 as an Atlas agent for Imperial Oil.
In 1985, the business was made into a
franchise and that’s when Dad bought
Atlas Auto. The original location was
about 3,500 sq. ft. and six people were
employed at that time. Our current location
is about 8,500 sq. ft. in a high traffi c
area and now employs 13 people,” Barry
says proudly.
“Over the years we’ve been successful
because I’ve surrounded myself with
great employees and excellent customers…
some of whom have been with us
for many years, and are second genera-
20 CASP July 2008
tion. One of our employees, Reg Orchard,
has been employed here for 33 years. I
feel our customers keep coming back to
us because we try to treat them the best
we can, we want them to stay with us—
after all they’re the lifeblood of our business!
Joined Uni-Select
“We got involved with Uni-Select because
of Randy Jones. He was a sales rep with
another supplier and called on us. When
he started working for Uni-Select, he
brought us in as members. We’ve never
looked back since. They’ve given us many
tools and programs that in turn have
helped us grow and prosper. We can now
compete better in today’s business world.
The real beauty of it is Uni-Select has a
diverse program that allows us to choose
what we think is best for Atlas… We can
pick our manufacturers either through
the marketing
lines or through
the warehouse to
represent whichever
brand best
fits our customers.
This makes it
easy for us to fi nd
quality product with good representation
from the manufacturers.
“Uni-Select treats us very well, I fi nd them
very fair to deal with—they’ll do whatever
it takes to get the business. Their marketing
programs are excellent—the SAX
Program is great—in fact it’s the best program
available anywhere for installers.”
Management programs
Barry went on to say that Uni-Select
has some very good management programs
for jobbers and staff members,

Current owner, Barry
took over Atlas
from his Dad and
as he says “I’m still
learning from him!”
such as ‘Feet on the Street’ and Inventory
Management. All the tools are provided for
proper training. “I’ve taken advantage of
many courses in order to run the business
the best way possible, whether it’s
through Uni-Select, PPG, or any of the industry
sponsored suppliers, it’s very simple,
if we can learn something new or advantageous
for our business, we’re there.
“At this point, we’re continuing to grow
the business with the support of Uni-
Select and our suppliers. We also have excellent
delivery service from Uni-Select—
Atlas Auto has a big job to do
and as you can see, the staff is
large and very, very capable.
one-day service to us up here in the Sault.
Business is getting tougher and your feet
are held to the fi re every day to improve
your services because things are getting
so competitive. It’s an ongoing challenge,
and we like challenges!
“Technology has defi nitely made us a lot
more effi cient by using programs such as
the AIM inventory analysis. Information is
now instantaneous, which makes it better
for everyone. Parts people have a lot
to absorb these days, as do owners as do
sales people. But don’t forget, this is still
a people business—customers still like to
talk to our parts people on the counter.
Training for their customers
“As I said before, we strive to take good
care of our customers. We provide them
with technical training locally with a trainer
who comes up from southern Ontario.
As far as business training for our installers,
which is as important as technical
training, I have a business background to
help them with their bay effi ciency and
profitablity. The service providers who
have embraced this really appreciate the
help and we’re partnering with them. You
know, we learn from each other—they
know things I don’t and vice versa.”
ADVERTORIAL
Barry mentions that he helps his customers
survive and grow by giving them fair
pricing, the correct parts the fi rst time
with fast deliveries. This is in addition to
the help he and his staff provide them
for tech training and business management.
“In our business, we have to constantly
strive to improve relationships and understand
each other’s business, we are
partners. It will be tougher going forward
to fi nd competent counter people
and technicians; we’re no different than
the rest of the country. We need to get
more young people into our industry.
Technicians are not just people who
repair our vehicles—they bring a lot of
knowledge and skills, and need to understand
business if they want to be successful
in today’s business.
The preventive maintenance route
“I think the aftermarket has its challenges
going forward! We need to get information
and that’s going to get more diffi -
cult, I believe. The aftermarket also needs
to fully embrace the preventive maintenance
philosophy. The ‘if it ain’t broke,
don’t fi x it’ way of thinking doesn’t add
up any more. Preventive maintenance is
the way to go today and the garages need
to take a much closer look at that way of
doing business. That’s when they’ll survive
and prosper. If they go the preventive
maintenance route, they’ll continue
to increase revenues and grow their business.
In this way, the customers will learn
to trust their service providers. This is
what we’re trying to show customers and
Uni-Select has some good programs and
great point of sale materials that helps as
well,” Barry concludes.
It looks as if Barry Bailey and his shop,
Atlas Auto Parts, certainly have a most
defi nite ‘help our customers to succeed
and prosper’ attitude. They certainly seem
to be trying hard to lend a hand and
they have Uni-Select to back them up.
July 2008 CASP 21

Antifreeze
Just a Simple Solution,
Isn’t It?
Antifreeze is just antifreeze, isn’t it? Well, not really… there are different
antifreeze solutions for different vehicles. You must be careful
with them as the incorrect one could cause a lot of damage.
When putting antifreeze in a customer’s
vehicle, the manufacturer’s
(car makers) recommendations need
to be followed. In fact, they advise the vehicle
owner to change the antifreeze every
two years—something hardly anyone
does. Different antifreeze solutions are
used for different automotive brands—it
could be blue, yellow, green, orange, red.
Depending on most engine parts today—like
aluminum alloys—some need
phosphate, some don’t, some need other
additives, so it’s important to use only
the OE recommended antifreeze for that
particular vehicle! Remember, antifreeze
is used to cool off the engine, it should
not harm the aluminum alloy parts—
make sure it complies with the written
OE recommendation.
22 CASP July 2008
Pressure and the radiator cap
The purpose of antifreeze is to boil to a
high temperature, so you should make
sure the thermostat is working properly.
This part doesn’t last for 20 years, so it
should be checked out after two to three
years. The radiator cap is an important
feature as well when it comes to temperature
and cooling down the engine.
Remember, water boils at 212°F and if
you use a cap that—for instance—holds
15 lbs. pressure, it adds 45 degrees and
brings the temperature up to 257°F (depending
on the vehicle). You want this
to run very hot as it makes the gas burn
better. Again, watch the recommendations
for the amount of rad cap pressure.
At 192 degrees, the thermostat opens and
everything runs with the temperaturecooling
sensor. This temperature sensor
Pierre Bissonnette
Pierre.Bissonnette@federalmogul.com
tells the computer the engine is warm,
that everything is fi ne, so shut the gas
down—go lean.
Liquid coolant?
It also seems that foreign nameplate manufacturers
are more concerned with the
correct antifreeze being put into their
vehicles than are the domestic automakers.
Most people believe that antifreeze
will not freeze—but it will. I believe it
should be labeled differently to say more
like ‘Liquid Coolant’ or some variant like
that. Every vehicle should have antifreeze
in it that is good to -40°. You also need
to read the directions on the antifreeze
jug… pure antifreeze doesn’t do the job;
it must be mixed with water.
Other important parts
The water pump is also a very important
item in the system for temperature control
or, as I like to call it, the liquid coolant
recirculation pump. Another item is
the electric fan and if you have A/C, there
are two fans, one of which works all the
time the A/C is on and the other comes
on when the temperature gets too high.
In a normal (not high end) vehicle, the
electric fan starts up at various temperatures.
When you start the A/C, the fan
starts up right away.
All of these items are very important to
the temperature of the engine and must
be maintained properly. Read the manufacturer’s
recommendations about the
temperature, the proper antifreeze for
that specifi c vehicle and the maintenance
of the water pump and fans. The vehicle
will last much longer if those recommendations
are followed.
Pierre Bissonnette is the technical instructor for Federal-
Mogul and holds a teaching certifi cate in andragogy – which
is the art and science of helping adults, whose general
education has been cut short, in their learning process.

TRANSLATED FROM ITS ORIGINAL FRENCH BY MARC-ALAIN NANTEL.
ADVERTORIAL
Guy O’Bomsawin
gobomsawin@videotron.ca
Exclusive to NAPA Customers
Where the Best Connect
With regards to ongoing training, NAPA has implemented a major solution—the NAPA Centre of Excellence
which, coupled with strong technical support, manages a revolutionary training service.
From individual evaluation of each
candidate to the distribution of
official certificates attesting to proper
knowledge of each subject, which includes
comprehensive organization of
the courses and their follow-up, nothing
is left to chance at the NAPA Centre of
Excellence.
When Jacynthe Pigeon and the entire
team of regional Champions launched the
NAPA Centre of Excellence last fall, they
ensured that all NAPA personnel and clientele
have access to the best tools in
order to eliminate the main training obstacles.
Immediately accessible
To traditional classroom and workshop
training, they added the one offered by
CARS online 24 hours a day, thus getting
rid of availability and logistic problems
caused by travel and hard-to-manage
schedules.
To immediately enjoy this service, at
clearly exceptional rates, service providers
need only mention it to their NAPA
Auto Parts wholesaler’s representative,
Jacynthe Pigeon is Marketing and Training
coordinator at the NAPA Centre of Excellence.
and sign an agreement to that effect.
Once approved, the service providers
will quickly receive codes to access, via
Internet, the NAPA Centre of Excellence
training portal, where they’ll fi nd a list
of some 400 technical and management
courses as well as the free CARSability
self-evaluation service, also very useful
for employee recruitment.
Hybrids and others > NAPA’s Centre of Excellence offer encompasses everything, including the most pressing needs
brought on by market developments. On that note, hybrid technology, air conditioning, health and safety,
and standards pertaining to halocarbons are particularly addressed.
Personal and flexible
Training acquired at one’s own rhythm,
in the workplace or at home without the
slightest time restriction, is the outstanding
advantage of connectivity since it can
be accessed anywhere and a session may
be interrupted at will.
As to the value of knowledge thus acquired,
it is equally unquestionable. Each
user has an access code and exclusive
fi le where all exams are kept, showing
only that person’s progress.
Training being paid by the employer according
to pertinent business objectives,
it’s obvious that service providers have
supervisory power to optimize their personnel’s
qualifications as well as to be
even more competitive.
www.napaexcellence.ca
Nearly 4,000 technicians already benefi
t from the NAPA Centre of Excellence
online training program. If you haven’t
already joined, you can learn more by
consulting www.napaexcellence.ca.
July 2008 CASP 23

ADVERTORIAL
Shirley Brown sgbrown@xplornet.com
PAR Auto, Airdrie, AB
Anything for
the Customer
Current owner Dan Feener has been
with PAR Auto since 1980, started
from the bottom and worked his way
up riding out storms along the way!
AR stands for Pat and Ron, who
“Pstarted this business in 1979
in Airdrie, Alberta, a town about 20 km
north of Calgary. In 1980, I started on the
lowest rung of the PAR ladder. The business
grew to four stores but the oil boom
disappeared in 1986; three stores were
lost and the partners separated. Ron kept
this location and, in 1998, I purchased it,”
states Dan.
The business grew out of the 3,700 sq.
ft. building and moved to their current
9,400 sq. ft. location in 2004. “As well as
stocking auto parts, we do hydraulic hose
assemblies. We service a lot of industrial/
agricultural accounts as well as automotive,
so we’re always busy. We’ve done
this since about 1988, when as store
manager, I brought these accounts into
the business,” Dan continued.
Dan employs eight people, including
drivers. “We’re successful because of our
knowledge and knowing our customers.
Remember, I grew with the business, so I
know all my customers. And so does my
staff. I treat my employees well and with
the same respect I treat my customers.
The staff does the same. My employees
are my number one asset. We all work
together and do anything for a customer.
We go to Calgary three times a day for
24 CASP July 2008
parts. We’ll pick up anything our client
wants and get it to them. We give them
quick service three times a day and I
think that’s probably the most important
thing a parts business can do to help
installers. They need to get that vehicle
fi xed and out the door.”
Prefers brand name
The majority of Dan’s customers have
been with him a long time; he’s getting
new ones daily—by word of mouth. At
PAR, they earn their customers’ trust and
they trust their customers—a great relationship.
Dan prefers brand name products
but, like his competition, he offers a
good, better, best solution. The customer
ultimately is the one who decides which
product he wants. “By going with noname
products, you don’t get the backup,
the warranty, or the representative’s help,
so I prefer brand name. We also have the
expertise to tell our customers about the
parts they want,” Dan said.
PAR Auto is a Uni-Select Prairie member.
“We’ve been with Uni-Select since they
purchased Alpac about 1985! They’ve
absolutely helped us grow. They give
us a diverse line of products especially
after they joined forces with Acklands-
Grainger—that opened up a big door
for us. Belonging to a network like that
PAR Auto owner Dan Feener
shows our customers we’re not a little
Ma and Pa store, we have national recognition
and supply plus purchasing power,
but we’re still running our store as an
independent.
Uni-Select support
“Uni-Select supports us very well. They
give us the option of the good, better,
best scenario—they’re the champion of
name brand products for parts stores. We
have access to Acklands’ industrial products;
the new Beck/Arnley import line is
going to help considerably; they allow us
accessibility to the warehouse for quick
pick ups in addition to the stock orders
and drop shipments we have. With all the
new parts now, the proliferation rate is
way up, so by allowing us to pick up at
the warehouse, we’re able to service our
customers in a 2 to 2-1/2 hour time span.
We’re starting to work with National

Accounts now that they’ve come into our
town because of Uni-Select,” Dan states.
“Uni-Select has brought out quite a few
programs over the years that have helped
us and in turn, helped our customers. The
IT part is really starting to take effect.
The DAVE program for our customers is
an online catalogue that allows our customers
to be hooked up to our store, go
to the catalogue, fi nd the part and order
it—all online. Our customers also love
the SAX program—they can see how
their purchases are going, see how many
points they’ve accumulated, see the latest
updates from manufacturers, the latest
sales, it’s a great service for them.
“Training is also offered—both for us as
jobbers and for our installers. Over the
years, I’ve taken many of their management
programs, as has some of my staff.
Training for installers is a bit more diffi
cult these days because they’re having
a hard time keeping staff—due to today’s
oil business. Those that do are hooked
up with TechPro from Uni-Select. This
program is working
well; installers
go to it for an evening
or weekend.
It’s good they’re
able to choose the
course they want
to go to—it’s a
specialized course.
We also provide
a garage management
program
through Uni-Select.
And quite a few of
our installers have gone to this over the
years.”
Change
Dan says things have absolutely changed
for the better over his years in business.
“The more parts available for vehicles,
the less chance the big box store can
keep them in stock! That means people
come to us—we have access to all those
parts through Uni-Select. I believe the future
of our business is only going to get
better for those who can quickly make
a change. You need to belong to an organization
like Uni-Select for your business
to be better… you won’t be able to
do it alone! And I can’t think of another
organization in the parts business that’s
gone from Canada into the States, not the
other way around! This deserves a great
deal of recognition.
“The organization has had an Advisory
Board in each Division, which I was part
of. As owners, we volunteer for this, get
together with Uni-Select’s management
team, and iron out diffi culties. We’d bring
ADVERTORIAL
up our concerns and management
would try to work
with them. This showed
that someone was looking
at them and said, ‘Yep, that
can be done on both sides.’
That’s made a big, big difference
to the network.”
Training is a must
Dan feels that in order to
help his service providers
best, he needs a fully trained
staff. His customers can look
up the needed part on the
Internet and order it, but if
that part isn’t in stock, they call the store.
“In that case, the customer needs to talk
to a qualifi ed parts person. Then we fi nd
the part and deliver it. Service providers
don’t have time to phone around for
the part. Technicians still need to go to
training… we need our own specialists
just like any other profession. We’re professionals
and as an industry, we must
portray that better! Our industry needs
to get that message across to young people—there
are no more grease monkeys!
The technicians of tomorrow must be
highly skilled on the computer, with diagnostics
skills and in repair. That’s what
the future is all about—computers, modules,
and sensors.”
Well said! Dan Feener will take what
he said and pass it on to area schools.
Belonging to a great organization like
Uni-Select, he can help others see the
big picture along with what’s coming.
July 2008 CASP 25

Join the Winning Team!
We’re passionate about cars.
Atlantic provinces
Eastern Automotive. Warehousing
Vaughan, David M.
frontline@automachinery.ca
Québec - Ontario
Vast-Auto Distribution
Cifelli, Mauro
mcifelli@vastauto.com
Northern Ontario
Maslack Supply Limited
Vocaturo, Pino
pinov@maslack.com
Manitoba
Piston Ring Service Supply
Tennant, John
jot@pistonringservice.com
Saskatchewan
Auto Electric Service
Jaworski, Bob
bob@autoelectricservice.com
Alberta
Central Auto Parts Dist. LTD
Scrivens, Darrell
darrell@centralautoparts.ca

ADVERTORIAL
Tenneco Canada
Capture Your Fair
Tenneco’s Canadian sales force took
on the challenge of taking legitimate
shock and strut repair sales to the
next level. Doug Rockefeller, Tenneco’s
director of Sales for Canada, is very excited
about their exclusive ‘4 MORE’ nationwide
training initiative—a program that
has defi nitely helped automotive service
professionals obtain signifi cant increases
in ride control sales.
“We’ve had phenomenal success with
the ‘4 MORE’ training initiative, as have
the numerous automotive sales professionals
who participated in the program,”
says Rockefeller. “We’ve received countless
testimonials from shop owners about
the financial benefit that the initiative
has produced. Here are two examples:
A Brampton store sold 12 units in 2007.
They told their rep they had zero confidence
or focus in the program. Their
representative worked with them and
they’re now his biggest success story—
since January 2008, they’re approaching
200 installed units in their bays! Here’s
another one: ‘Last year, we averaged only
one four corner shock/strut job per
month and ride control repair was a very
small part of my overall business. After
attending the ‘4 MORE’ meeting, my shop
Shirley Brown
sgbrown@xplornet.com
Share…the Easy Way
As automotive service professionals, you want to capture the sales
benefi ts of legitimate repair opportunities. It’s not diffi cult to be successful…
attend a Tenneco ride control ‘4 MORE’ training session.
28 CASP July 2008
At the Tiresmart location in Brampton, Rahim, Aneil, and
Tazeem are very happy with the ‘4 MORE’ program.
sold 24 four corner jobs. In summary, the
Tenneco representative provided us with
a system that really helps us sell more
ride control.’ These are only a small portion
of the feedback we’ve had.”
So how has a powerful brand like Monroe
taken their success to the next level?
Rockefeller continues, “We want to help
the automotive service professional become
more comfortable and confi dent in
making legitimate shock/strut sales while
having consumers receive improved
safety benefits (steering, stopping, and
stability) from Monroe products. Ride
control is one of the highest underperformed
maintenance repair categories.
We wanted to instill a rejuvenated focus
that supported shop activities to increase
the frequency of ride control replacement
recommendations. Increased vehicle
inspections, and replacement recommendations,
equal more sales. We quickly
realized that this initiative was producing
considerable sales improvement for the
entire supply chain, including the most
important part—the automotive service
professional. Let’s face it; selling ‘4 MORE’
units per week is a realistic sales opportunity
for any automotive service location.”
Was there any initial reluctance among
customers?
“Not really. The only challenge we continue
to face is fi guring out how we can get
more shops to attend the ‘4 MORE’ meetings—an
event from which many shop
owners could benefit. This year, we’ve
asked our WD, jobber, and member business
partners to truly endorse the initiative.
Their endorsement of the program’s
value will enhance the importance of the
meetings and ultimately increase sales
throughout the supply chain.”
What are the key elements that make the
program work?
“The lifeblood of ‘4 MORE’ is the shops’
ability to maximize the number of vehicle
inspections and make repair recommendations
100% of the time for qualified
shock and strut replacement! The
ASP must always report their findings
to the consumer. But not all customers
buy when fi rst asked. However, recommending
the replacement need is critical.
Most customers go back and purchase
products from the fi rst location they received
a recommendation from. It’s also
very important for the Tenneco sales representative
to follow up with the shop
60-90 days after the ‘4 MORE’ meeting to
review process, progress and to reinforce
the importance of properly working the
‘4 MORE’ system.”
What are some of the metrics you’ve
tracked?
“In order to measure sales success, it is
absolutely vital to establish before and
after sales results for each shop that’s
willing to implement the system. Shops
prepared to use this information will,
9 times out of 10, have much more immediate
and sustained sales success. Shops
across Canada have found true value in
these meetings—they’re already asking
our people when we’re going to conduct
the next ‘4 MORE’ meeting in their area.”
If you have not attended a Tenneco
‘4 MORE’ meeting, contact your local
Tenneco sales representative and let
them help you capture your fair share of
this underperformed maintenance product
category.

TRANSLATED FROM ITS ORIGINAL FRENCH BY MARC-ALAIN NANTEL.
New or Rebuilt?
François Charron
technoserv@sympatico.ca
Replacing the Water
Pump
Technically, the water pump has not evolved at the same
pace as the rest of the engine components, except for
the quality of the parts and the manufacturing precision.
However, should it become defective, the repair cost can
be a nightmare for the customer. How can you keep him
from sleepless nights?
The new and rebuilt water pump market, on the other
hand, has evolved tremendously. The change of habits of
service providers like you, and the options open to consumers,
have recently tipped the scales towards an increase in the sale
of new pumps, boosted by a price cut brought on by the competition
from abroad, particularly from Asia!
Adapting to change
Promecanix had to adapt to these new trends and apply strategy
in its corporate decisions. Werner Baerlocher, its president,
explains how things have changed drastically in a short period:
“In 2001, we were selling 70% of rebuilt pumps to a meagre
30% new, and the price gap between the two was the main reason.
Today, with price cuts due to globalization and automated
fabrication processes lowering production costs, these fi gures
are almost reversed: 80% of sales now originate from the new
water pump sector.”
Costly low-price products
When ‘dollar-saving products’ from China overloaded the North-
American market, Promecanix reacted like the majority in the
business community, only to deeply regret it: “Shortly thereafter,
we had to refund the replacement cost of four engines because
the water-pump hub broke and damaged the timing belt, resulting
in desynchronized valve mechanism.”
New pumps
Company management quickly turned to Japan to fi nd reliable
quality products at competitive prices: “We signed an agreement
with a Japanese manufacturer who has factories in Asia
and applies a quality control process as per Japanese standards.
That proved to be an excellent decision for us, and our customers
are still thanking us.”
“Thanks to the
team effort of
all its personnel,
Promecanix has
increased its sales
fi vefold since
2001,” states
Werner Baerlocher,
company manager
and partner.
Rebuilt pumps
For the rebuilt pump market, the plant in Montreal provides
the refurbishing service, using superior quality replacement
parts. “Depending on the model, the price gap between new
and rebuilt pumps is now only 5 to 20%. All our products, be
it water pumps, calipers or windshield wiper motors, are available
at many local suppliers who stock up at our Montreal
plant, and they’re backed by a one-year warranty.”
www.promecanix.com
July 2008 CASP 29

Because we’re in the automotive service
business, we often take many
things for granted. What seems mundane
and obvious to us can be a total mystery
to our customers. And that only makes
sense—why would our customers come
to us for help if they knew how to take
care of their own service issues and
breakdowns?
It’s important to keep this knowledge
gap in mind when dealing with customers,
because sometimes what they think
is true or what they imagine is going on
with their vehicles, could be completely
wrong.
Violets are red…
Let me explain what I mean by telling
you about a recent incident at our shop.
One of our regular customers
called complaining
that her car was using
a tremendous amount of
oil. The vehicle, a fi fteenyear-old
Toyota, had seen
better days, however the
last time we saw it, the thing seemed to
be running fi ne.
We asked that the car be dropped off so
that we could investigate. Our customer
obliged and gave us specifi c instructions—if
any major work was required,
such as a new motor, we were to do
nothing without her approval.
30 CASP July 2008
Garage Business
Colour Blindness
When the vehicle arrived we proceeded
to inspect it. A check of the fluids revealed
that the engine oil level was way
over what it should have been. Someone
had poured more oil into the engine than
necessary—a serious issue since high oil
levels will cause engine damage.
The question was how could the level
have gotten this high? Who or what was
responsible? Internal leakage could have
raised the level of the oil. Coolant and
fuel are the usual suspects, but not in
this case. The oil was free of any contaminants.
We called the owner for more information
and were told that she seems to
check the oil level regularly. When the
oil level is too low, she adds a litre. And
What seems mundane and obvious to us
can be a total mystery to our customers.
since the oil level is frequently too low,
she told us she added quite a few extra
litres.
How could that be, we wondered. The
owner’s opinion: The vehicle must be
burning or using oil since no matter how
much oil she adds, the level is low again
the next time she checks.
Customer complaints are rarely
black and white. Instead, they’re
shades of grey, green, red…
Mystery solved
We drained the overfi ll, added the correct
amount of oil, road tested the car,
and called the owner. When the customer
dropped by I asked her to check the oil.
She proceeded to pull the dipstick, only
it was the wrong one. It turns out that
she and her male ‘advisors’ were checking
the transmission level but adding oil
to the engine.
Mystery solved!
Dave Redinger
davidredinger@rogers.com
So why did I tell you this story? Well,
fluids are colour coded. Each fluid has
a specifi c colour to identify its purpose.
Antifreeze is usually green, however, it
could be red. Transmission fluid is red.
Then again, it could be clear. Engine oil
should be clear, but dirty oil is usually
black. Come to think of it, fl uids aren’t
any specifi c colour any more, so unless
your customers know what they’re doing,
they might be the cause of their own
problems.
The moral of the story: Best to read the
manual before checking the oil, and best
looking beyond what your customers
tell you when things just don’t add up.
Dave Redinger is a mechanic with over 40 years experience
who owns and operates his own shop in the Toronto
area. Dave hosts the Neighbourhood Mechanic show, heard
on Chum 1050. The Neighbourhood Mechanic can be seen
on Dave’s national television show on E Channel. Both
shows deal with automotive issues.

Don’t miss sales
Get your face, your name, your contact numbers
in front of all the counterpeople you contact.
Get in touch with
our representatives:
Luc Champagne 514-945-1299
lucchampagne13@videotron.ca
Garth Vogan 905-689-1963
rgvogan@yahoo.com
How? Be in
the Canadian
Directory.
– be the fi rst one called! This is the way
to be called fi rst,
every time!
Be at the counter staff’s fi ngertips
—Be in the Canadian Directory!

Shirley Brown
sgbrown@xplornet.com
The 2008 event, ‘Shift Forward,’ was
even bigger than last year’s with
more than 430 attendees from across
the U.S., Canada, Europe, Asia, Mexico,
and more. Speakers came from the U.S.,
Canada, China, and Germany.
The keynote speaker for GAAS 2008 was
William Strauss, senior economist and
economic advisor at the Federal Reserve
Bank of Chicago. His presentation We’re
Not in a Recession... Yet was opened
with the statement “Clearly we are in turbulent
times.”
Strauss feels optimistic that the U.S.
economy is on the path to recovery and
showed that U.S. manufacturing output
has never been higher.
“The outlook for the second half of this
year and for the coming quarter is for
growth to continue but we’re certainly
skirting near a recession,” said Strauss.
New markets
Today, many N.A. companies are turning
to globalization in order to draw on
some powerful emerging markets. One
of those markets is China and the next
speaker, Steve Ganster, managing director
of Technomic Asia based in Shanghai,
spoke about The Delicate Process of
32 CASP July 2008
GAAS 2008, Truly Global
Shift Forward
Dave Caracci, chairman of the board of directors of the Global
Automotive Aftermarket Symposium (GAAS), emphasized that
the event is truly global—the axis around which the whole
event revolves. The fi rst day’s presentations covered industry
issues related to Europe, Asia, India, Canada and the U.S.
Wooing New Markets. He proceeded to
give the audience an insight into China’s
aftermarket of today.
The signifi cance of the China market is
an opportunity for new growth. “Many
of your customers are already doing
business there,” said Ganster. “It’s also an
emerging market of new competition,
and a market to proactively consider.”
There are some challenges to entering
an emerging market like China. Ganster
suggests that companies carefully select
its addressable market and focus its geographic
coverage. That they get their distribution
model right, clarify their value
proposition and price, and control counterfeiting,
plus explore acquisition opportunities
to accelerate localization, and
remember, “strategy before structure.”
Another important topic came up when
a panel said the Aftermarket Must
Communicate with Service Technicians.
Steve Handschuh, president/COO of
AASA, and Ron Pyle, chief executive of
the ASA, told attendees that the rapid increase
in global sourcing of parts means
that aftermarket manufacturers need
to provide more information to service
technicians. “The repair technician is
confused about what’s in the box anymore,”
Handschuh said. “We have the enduser
who may have been forgotten or
neglected.”
“In program group distribution, we really
relied on the information we got from
the manufacturers. That has changed,”
Pyle said. “Now with global sourcing, do
you have feet on the ground while you’re
purchasing their parts?” Suppliers should
have someone visit plants and inspect
their processes.
“While the manufacturers are acquainted
and comfortable with global sourcing,”
Pyle said, “the customer is saying, ‘wait,
I’m not comfortable with this change.’
We’re not speaking the same language.”
Pyle’s organization conducted a survey
and what it revealed was disturbing, he
said. “We heard about attitudes on aftermarket
parts and OE,” he said. “The traditional
perception of aftermarket parts
among service providers has changed.”
Service technicians are using OE as the
standard to which aftermarket parts are
held. “That’s a serious thing that we have
to pay attention to,” he said.
“For years and years, we’ve said our parts
are as good as OE,” Hanschuh said. “The
PHOTOS: LUC CHAMPAGNE

important thing is to go out and talk
about the quality of aftermarket parts
that we’ve always been known for.”
Preparing to Outfit and Service
the Connected Car or ‘Do You
Know About Telematics?’
Wikipedia says telematics is defi ned as
the science of sending, receiving, and
storing information via telecommunication
devices or, as author Dennis Foy
states, “telematics is the transmission
of useful information to and from the
vehicle” and he is quoted in the study.
Visually, it’s the docked iPod, the GPS device
on the dash, or the EZ Pass that gets
drivers through toll booths non-stop. The
vehicle is totally connected!
Kathleen Schmatz, president/CEO of
the Automotive Aftermarket Industry
Association, said the opportunities and
risks go way beyond that. AAIA and IMC
funded a study on telematics that is currently
available. Schmatz gave GAAS attendees
some of the study’s fi ndings.
The aftermarket’s agility to bring new
products to market will serve well when
it comes to tapping into telematics. But
there are some worries. Most concerning
is the critical role Right to Repair legislation
could play in telematics. While some
OEMs may open their data to ASPs, many,
AAIA predicts, will still encrypt their
data, thereby posing a big challenge for
the independent aftermarket.
The shifting OE scene means challenges,
opportunities for suppliers
Right now, American OEMs are falling behind
their overseas counterparts, meaning
India and China, said Neil De Koker,
president/CEO of the Original Equipment
Suppliers Association (OESA), during his
presentation at GAAS.
“The shift is much broader than the shift
from North America to Western Europe to
Japan,” De Koker says. “Think about Chery
and some other Chinese vehicle manufacturers—you’re
going to see some very
interesting things in the next few years.
Think of India and Tata Motors and the
Nano. The automotive industry is shifting
from Japan and Western Europe to become
a truly global industry.”
And this creates many challenges for suppliers,
according to De Koker—“especially
for those who run family businesses,
and want to stay that way. You’ll never
be tomorrow what you are today,” said
De Koker. He added that this change will
provide a great deal of opportunities for
N.A. suppliers too.
Realistically, suppliers today face increasing
challenges in a tight market like the
rising costs of materials and the fact that
many manufacturers want suppliers to absorb
the cost of such increases so their
bottom lines aren’t affected.
The good news for the aftermarket is
“OESA had a town hall meeting with
Chrysler executives who announced
they’re interested in collaborating with
suppliers to generate cost reductions
without affecting supplier bottom lines,”
he says. “To me, this is a positive example
of the OEMs recognizing that it is critical
for them to communicate with suppliers
if they want to succeed in these tough
economic times.”
Also troubling to many suppliers is the
outsourcing of manufacturing business to
low cost countries. But De Koker calls the
idea of all manufacturing leaving North
America “fear mongering,” and assures
suppliers that they can “use globalization
to their advantage… but don’t turn your
back on your current customers,” he said.
“You can grow with the companies you
supply globally.”
Overall, De Koker says, there is tremendous
pressure on suppliers to survive in a
volatile economy that faces changing customer
needs and increasing governmental
regulation. But the willingness of OEMs,
like Chrysler, to listen to suppliers, vis-àvis
organizations like OESA, brings hope
to the industry and assures the survival of
the aftermarket.
There was so much more to GAAS that we
would need to use many more pages. If we
fi nd anther topic that suits our readership
and is something they need to see, we will
print that in our next issue.
www.globalsymposium.org
July 2008 CASP 33

PHOTO: MARIE-JOSÉE ROUSSEAU
Larry Raymond has been employed
by Blue Streak-Hygrade Motor
Products since 1982. Currently
he is manager, Special Markets for the
company. He’s seen a lot of changes in
his years in the aftermarket and believes
most of them have been good. “I’ve seen
technology move forward on vehicles as
well as in our business practices. This has
given us as a manufacturer a real challenge
to keep ahead of competitors. And
of course computers have taken us that
much further ahead. I can’t imagine how
we survived without them back then,”
states Raymond.
Becoming involved with AIA
We chatted about how Raymond became
involved with AIA Canada and came to
be chair. “When I was on the East coast,
I was involved at the Division level as a
volunteer, then when I moved to Ontario,
I joined the Central Ontario Division. AIA
asked me to be on the Car Care Council
which I eventually chaired, then went
on to chair the Task Force for Market
34 CASP July 2008
Larry Raymond
AIA Chairperson
As chair of AIA Canada, Larry Raymond has been very busy
for the past year. But he loves it! He had some priorities
going into the job and we’ll take a look at how everything
has worked out.
Research. I was asked to join the
Executive Committee (a 4-year
commitment) and here I am! When
I step out of the chair, I will have
another year left on that commitment.
“When you’re on the Executive
Committee, there are many items being
worked on by various people in the AIA
organization. There are transitional years
as you move up into the chair and so
there are things on the table that are being
worked on throughout those years.
When I moved into the chair, I didn’t
have to make up a new mandate; I took
on tasks in progress and tried to move
those forward, i.e. Right to Repair as well
as other government lobby issues. As an
association, AIA is doing a lot with government
at all levels like prompting the
government to take us, as an industry, into
consideration when it’s making decisions;
we need to make sure that we at least
have a voice with the government and
it’s listening. It needs to be made aware
of what the consequences are going to
be if it makes some decisions. I know
this isn’t widely advertised throughout
the industry, but AIA Canada is constantly
working with the various government
departments at various levels.
Programs
“For instance, we’re looking at an
Emissions Control Program in Quebec
as well as their winter tire issue. At AIA,
we’re also doing some ‘White Papers’
that we feel will help us make our case
Shirley Brown sgbrown@xplornet.com
with the government, particularly on
the Right to Repair issue. We’ve commissioned
someone to work on an Economic
Impact Study because that’s what you
have to do to for government; you have
to make sure they understand your issues.
We want to give them the tools to
help them make the correct decision.”
Raymond went on to tell us that because
of the changing of presidents at
AIA Canada, he and new president, Marc
Brazeau have been working on revamping
the staff structure of the Association.
They’ve recently added Steve Houle as
Business Development manager and so
put more focus on this important area.
He also said that AIA is looking to do a
restructuring of the board—a governance
review which hasn’t been done for many
years. They want to have a balanced
board as to the level of expertise in all areas
of the Board members. This will also
bring into effect looking at the AIA mandate.
Raymond states that this has been a
very interesting task and whether changes
need to be made remains to be seen.
The year 2008 so far, has been quite different
for AIA and Raymond. He says the
‘job’ has been a real learning experience
and full of challenges and he has enjoyed
both.
It sounds like Larry Raymond has had a
very interesting and challenging year as
chairperson of AIA Canada… but he has
relished every moment.

Shirley Brown
sgbrown@xplornet.com David Vaughan, fi rst recipient of the
Young Executive of the Year Award
YES Conference
Web Usage, Memory
Retention, Teamwork
The YES Conference held recently in Gatineau, QC by AIA’s YES Council
had some great speakers and a fi rst-time award!
John MacDonald of Ideal Supply and
chair of the YES Council welcomed
everyone and got the program underway.
Larry Csonka, a member of the Miami
Dolphins and one of the great players in
NFL history, took the stage to deliver a
‘sports’ story, but one with a big impact
on all gathered in the hall. His motivational
speech was laced with humour
and dramatic personal experiences, both
up and down. These stories told of sacrifices,
commitment to excellence, and
teamwork—all the attributes needed to
function well at your position in the automotive
aftermarket.
Using the Web successfully
The next speaker was Amber MacArthur,
who answered all kinds of queries about
the Web and Social Media in order to
build community, loyalty, and sales. She
told of companies like Target and Wal-
Mart and their successes and failures with
social networking sites such as Facebook.
She went on to tell how to best incorporate
blogs, videos, and other interactive
content into marketing efforts. What you
should provide and what you should never
offer; what new technologies are fads,
and which ones will have an impact on
your business; and what your competitors
are already doing and how you can
surpass them. Amber knew all aspects of
the Web and showed how they could be
successfully used in your daily business.
Untapped memory potential
Next up was a pretty funny man who
spoke about ‘Memory & the Turbocharged
Brain.’ Bob Gray is a recognized authority
on memory systems. He also had
some other attributes that could come
in handy somewhere! He could write
upside down, backwards, and sideways
simultaneously! Not sure how that could
be used in business... What he did do was
show us all how to improve our memory
of something as simple as remembering
people’s names that we had just met. He
belives that a trained memory is a business
asset attainable by all and went
about to reveal the untapped potential
in each of us.
Young Executive of the Year
Award
The highlight of the YES Conference was
the presentation of the fi rst ever Young
Executive of the Year Award. The award
recognizes an outstanding young professional
who has demonstrated leadership
in the automotive aftermarket industry
or their organization. It was developed to
highlight the importance of the younger
generation of people within the aftermarket
that are helping to build a strong future
for the industry.
That award winner was David Vaughan
of Eastern Automotive Warehousing in
New Brunswick. He works in sales and
marketing at the fi rm and was instrumental
in establishing 18 Auto Value Service
Centres and 14 stores in the Atlantic
Provinces. His internal focus has included
introducing new computer systems and
innovating to improve warehouse capacity
along with stock handling.
A strong community leader, David initiated
the fi rst Charity Cars Event in Canada.
To date, 20 women and their children in
Fredericton and surrounding areas have
benefi ted from this program. David is vice
president of Capital City Connections, a
young professionals group, treasurer of
the AIA Atlantic Division and serves on
the Auto Value Service Centre Committee
with the Aftermarket Parts Alliance. His
numerous sports activities help keep this
well rounded young professional fi t and
ready to take on new challenges.
“The selection committee was extremely
impressed by the strong determination
that David shows. He’s committed to
progress for his business, himself and his
community. He sets an excellent example
for his peers and represents a positive
future for the aftermarket industry,” says
MacDonald.
July 2008 CASP 35

Off to the Races
Uni-Select Treats Its Customers
To create a fun atmosphere with an abundance of product and program information, Uni-Select chose Woodbine
Raceway as its venue for ‘Off to the Races’ in order to thank some of its key customers and installer
customers for their support.
e wanted to thank our key
“Wmembers and their customers
and give them a venue where they could
do some entertaining while sharing some
knowledge about what the Uni-Select
network can offer, the different marketing
and manufacturers’ program that are
available through us, new product offerings,
new technologies, etc.,” remarks
Michael Raven, director Major Accounts,
Uni-Select.
Food, beverages, and games were provided
for all. Customers were given Pit
1
2
Passes that allowed them to visit manufacturers
at their ‘booths’ and enter to
win various prizes throughout the evening.
F1 simulators were lined up and
ready for ‘drivers’ to try their luck at racing
F1 and also afforded those interested
to win prizes.
Horse races!
Uni-Select was also a sponsor for one of
the horse races that night. Everyone had
a great time and the horse that won the
Uni-Select sponsored race was happy,
too… she’s smiling in the photo!
Shirley Brown
sgbrown@xplornet.com
“We wanted to bring the network together
and show our installer customers
how much we appreciate their business
and to be sure they are aware of our full
product offering and support programs
like SAX available through the Uni-Select
membership. We’d also sincerely like to
thank the manufacturers who participated
in the event as well. We look forward
to making this a fun annual event,” concluded
Raven.
3 5
[1] These FI Race simulators got a great workout during the evening. [2] There were lots of questions asked and answered during the Uni-Select evening from the many manufacturers
showing products. [3] Uni-Select sponsored a race at Woodbine at their ‘Off to the Races’ night. Angel of the House won and sure looked happy! [4] Here’s the newest hot product lineup
on the Uni-Select block—Beck/Arnley import parts. [5] Some contemplative faces here—likely wondering which horse to place a bet on in the next race.
36 CASP July 2008
4
PHOTOS 1, 2, 4, 5 : LUC CHAMPAGNE

Continental Tire Ladies Car Care Clinics
Women Helping Women
to Understand Their Cars
There is no question: an informed consumer is always the best consumer. That’s the thinking behind Continental
Tire’s Ladies Car Care Clinics, which give women the opportunity to learn about how their cars work
and what maintenance their vehicles can require. The clinics are taught by former race car driver Kelly
Williams, spokesperson for the Be Car Care Aware Team of AIA Canada.
he percentage of female driv-
“Ters rose from four percent in
1972 to 49 percent in 1996,” says Guy
Hardiman, General Market manager
for Continental Tire Canada. “Statistics
Canada says that 65 percent of women
currently take their own vehicles to a
repair shop for service, and some sources
say it may be as high as 80 percent. So
we’ve got women driving half the cars
on the road, and possibly as many as
80 percent of them are bringing their
cars in themselves for service. I don’t
see anybody taking care of those women
drivers. That’s why we teamed up with
AIA and Kelly Williams to offer these clinics,
which are 100 percent for women.”
Plans for expansion
Continental held its fi rst clinic in October
2007, and has held twenty since then,
through O.K. Tire stores. While the clinics
have been held so far in stores in Ontario
and British Columbia, the tire manufacturer
plans to expand to other areas, starting
with Quebec, where French-speaking
racecar driver Valérie Limoges will tutor
the class.
The clinics are free for attendees and are
held after shop hours. While some women
are already customers of the tire shop,
more come in through advertisements
placed in local newspapers, which gives
the shop a prime opportunity to expand
its client base.
All aspects of maintenance
Williams teaches all aspects of vehicle
maintenance, including how the car
works, why maintenance is important,
and various aspects of tire know-how,
including proper inflation, the value
of alignment and rotation, and how to
check for wear.
Having a woman teach other women
is important, Hardiman says, because it
helps the attendees feel at ease. “The
point is in creating an atmosphere that
is comfortable, and I believe that entails
a woman instructor,” he says. “Women
are more inclined to listen to them, and
women are more involved with detail by
nature. They’re more thorough, which describes
Kelly as an instructor.”
Favourable feedback
Feedback from both attendees and tire
shops has been extremely favourable. “The
advantage to the dealer is that it attracts
new clientele, and one that typically would
Jil McIntosh
jil@ca.inter.net
The sessions are held in the shop, where customers can get a
close-up look at what it takes to keep a car running smoothly.
not visit a tire centre,” Hardiman says. “These
customers are now more informed to make
quicker decisions, and the right decision,
when it comes to maintaining their vehicles.
“It’s better to explain the frequency and
importance of an oil change, for example,
than just to tell a customer that she needs
one. And if they are now checking their
tires regularly, and know the importance
of proper infl ation, they’ll be receiving
better fuel economy and fewer CO 2 gases
in the environment, which is an informed
decision that can affect our environment.
That’s very important to women.
“The dealer has a new base of clientele
that they may not have known existed.
Those women are now informed customers,
and that results in a clientele that becomes
loyal to that dealership. It’s a win/
win situation for everybody.”
July 2008 CASP 37

Environmental Awareness
What’s in Your Shop?
Everyone generates waste and you’re
no exception. In that light, you need
to determine the type of wastes you create
and determine that you are indeed
complying with all the rules for handling
those wastes. First establish what kind of
wastes you may have. The most common
are:
• used oil/used oil fi lters
• used antifreeze
• used solvents, paints, coatings
• used batteries
• used tires
• used rags/other absorbent materials
• waste wash and rinse water
Find out if your wastes are hazardous.
Characteristic hazardous waste has any
of the following characteristics: ignitability,
corrosivity, reactivity, and toxicity.
Used oil/oil filters
It seems that used oil could be a hazardous
waste if it’s mixed after its use with
hazardous materials like gasoline or solvents.
It is not considered a hazardous
waste if it’s recycled on- or off-site. Today,
used oil is often reused or recycled and is
therefore dependent on it’s own management
requirements. These can be found
at www.ec.gc.ca where you can ‘search’
for ‘used oil.’
Used oil fi lters aren’t a hazardous waste
if they’re properly drained: hot drain and
crush; dismantle and hot-drain; pierce the
fi lter anti-drain back valve or fi lter dome
and hot drain for 12 hours, or use any
hot draining method that’ll remove all
the used oil in the fi lter. Then the fi lter
can be safely recycled with other scrap
metal. Take the oil you’ve removed from
the filter and combine it with other
used oil. Get more tips from the Filter
Manufacturers Council, www.fi ltercouncil.org.
Did you know that spilling or pouring
one gallon/.220 litres of used oil
on the ground can cause 1 million gallons/220,000
litres of water to become
undrinkable?
Antifreeze, batteries, solvents
Antifreeze is usually based on ethylene
glycol and, over time, becomes contaminated
with fuel, oil metals, and dirt. It
also breaks down to form acids therefore
coolant mixtures are periodically drained
and replaced. Used antifreeze is dangerous
as ethylene glycol is poisonous to
small children and animals. Again, antifreeze
is not considered hazardous waste
if it is recycled in a closed loop system
on-site.
Lead-acid batteries should be disposed of
properly as even small amounts of lead
in the body can damage humans. Used
batteries waiting to go to the recycling
facility should be kept indoors in a noncorrosive
container, stored upright or on
a covered platform with a sealed surface
where battery leaks can’t reach drains.
You need to check often for leaks.
Used solvents are considered hazardous
when the fl ashpoint is under 140°F/60°C.
Some solvents could be hazardous because
of the characteristic of toxicity.
These solvents (i.e. from a parts washer)
should be segregated from other wastes
in leak-free, tightly closed labeled containers.
Shirley Brown
sgbrown@xplornet.com
Environmental issues are important today. If you haven’t taken a look around your shop lately to see what
needs to be cleaned up/changed to be more more environmentally correct, correct, now’s the the time.
38 CASP July 2008
Shop rags, wash & rinse water
Shop rags/absorbents could be considered
hazardous depending on how
they’ve been used. If they’ve been used
with hazardous waste solvents, they’re
potentially a hazardous waste. In that
case, don’t throw them in the dumpster.
Soiled shop towels
should be kept in
a closed container
Did you know that
and clearly marked.
You should use an spilling or pouring
industrial rag laun-
one gallon/.220 litres
dry service.
of used oil on
Wash water and
the ground can
rinse water from
parts and washing cause 1 million
down of engines gallons/220,000
and dirty tools
need to be properly
litres of water
treated as well. They
to become
could have become
undrinkable?
mixed with oil, antifreeze
solutions,
solvents, or other
liquids. If you think the water could be
hazardous, you should not empty into a
storm sewer.
There are many more elements to look
out for at your shop—transmission filters,
brake/carb cleaners, transmission
fl uid, brake fl uid plus fl uorescent lamps,
to name just a few more. And you likely
noticed, we didn’t get into the used tire
hazards! Remember, rules and regulations
are different across the provinces. Be
sure to check out the ones that apply to
your shop.

TRANSLATED FROM ITS ORIGINAL FRENCH BY MARC-ALAIN NANTEL.
François Charron
technoserv@sympatico.ca
More Than a Simple Pipe
The Exhaust System
A potential source of noise, pollution, and, at times, even harmful emissionssions
that can be a health hazard, this system can also hinder engine
performance if a routine check is is not duly performed.
Aside from the usual main components
such as the exhaust manifold,
front, middle, and back hoses, catalytic
converter, muffl er, clamps, and joints, the
exhaust system has accumulated other
important accessories over time to better
manage the engine’s performance
and reduce toxic waste released into the
atmosphere.
The oxygen sensor
This sensor’s purpose is to detect the
presence of oxygen in the exhaust gas.
We mainly use zirconia sensors, which
emit a tension signal that varies according
to the oxygen content, and titanium
sensors, whose resistance fluctuates in
the same way. In order to produce a useful
signal, these two types of sensors
must reach an accurate operating temperature.
New sensors
With the advent of OBD-II on-board diagnostic
systems as of 1996, manufacturers
added various oxygen sensors in order
to better control exhaust pollutant emissions
by improving powerplant management.
Their position varies as per their
application. The sensor nearer the engine
essentially allows the command module
to adequately dose the air-fuel mix, and
the ones located on either side of the
catalytic converter see to its effi ciency.
Life and efficiency
With time, O sensors lose sensitivity and
2
precision, which slows the ECM response
following changes in oxygen content,
and consequently the air-fuel mix ratio.
Moreover, they may be contaminated by
carbon or oil deposits. When this happens,
the “Check Engine” light may turn
on, showing that the sensor is defective.
The scanner will allow you to detect the
pertinent error code.
The EGR valve
Triggered by a vacuum-pressured electrovalve
controlled by the ECM, the exhaust
gas recycling valve serves to lower the
combustion in order to curb NO produc-
x
tion. Upon deceleration, the valve opens
to allow admission of exhaust gas into
the intake manifold. As for the O sensors,
2
they can jam and send a malfunction signal
to the module.
The catalytic converter
As its name indicates, its function is to
convert burned gases into ecological
zero-emission components. Depending
on one of the three types found on the
market, they may contain platinum, palladium,
and sometimes rhodium. When
exhaust gases come into contact with
one of these components, a chemical reaction
occurs, transforming the carbon
monoxides, nitrogen oxides, and hydrocarbons
into harmless by-products.
Investigating malfunctions
The proper operation of the three
above-mentioned components could be
hindered by oil or carbon deposits, an
improper mixture of air-fuel, and dirty
or used spark plugs bringing on an incomplete
combustion. Using a vacuum
gauge or pyrometer to measure operating
temperatures will help you pinpoint
the source of any malfunction. More than
a simple pipe, isn’t it?
July 2008 CASP 39

Fuel Saving Technologies
Displacement on Demand
GM pioneered the technology of deactivating cylinders with the 1981 Cadillac V8 engine (4.6 L). The system
used electrical solenoids to disengage the rocker arm assemblies, having the engine operating on
8 cylinder mode to accelerate, 6 cylinder mode on light accelerations, and 4 cylinder mode for cruising. It
was very erratic and unreliable, and this is why it disappeared the year after.
With modern technology and computers
that outperform 100 times
the ones of the ’80s, it’s a completely
different game. Today’s DOD system provides
seamless operation, thanks to engine
management systems like throttle
by wire systems and electronically controlled
transmissions, to name a few.
How it works
The DOD system deactivates cylinders
while the electronic throttle is adjusted
to maintain the current torque levels and
road speed. In some cases, an instrument
warning light tells the driver that the
system is active, otherwise it would go
unnoticed. GM, Honda, and Chrysler are
using it, and the terminology may vary
from one manufacturer to another. Of
course, the direct benefi ts are better fuel
economy (8 to 20%) available on large
engines.
Getting technical
On pushrod engines, special valve lifters
are used, while on overhead cam ones,
the design of the rocker arms is modifi
ed. In fact, the valve train modifi cation
allows the valve action to be disengaged.
In illustration 1, under normal conditions,
the locking pins in red are spring loaded
to lock the pin housing and the outer
housing in blue together, acting as a normal
lifter. In illustration 2, when activat-
40 CASP July 2008
Source: AllData
Illustration 1
Illustration 2
Illustration 3
ed by an electric solenoid, oil pressure
forces the locking pins into the centre of
the pin housing and the outer housing
follows the camshaft, but the pin housing
and lifter don’t move. The top of the
pin housing holds a normal lash adjuster
style lifter.
In illustration 3, we have a partial view
of the oil galleries and oil fl ow. On GM
DOD systems, the fi ring order is different
(1-8-7-2-6-5-4-3), and companion cylinders
are deactivated one after the other (1,7)
and (4,6) at very precise times.
Deactivation mode
Deactivation always occurs at the beginning
of the compression stroke in order
to trap a spent charge in the combustion
chamber, thus reducing oil consumption.
To accomplish this, both lifters are activated
at the same time through the solenoid,
but the valves are deactivated at different
times mechanically when locking
pins match together.
When the conditions are suitable, the
PCM will switch the engine over to V4
mode, shutting off cylinders not as a
group, but rather one at a time following
the fi ring order. At the same time, the correspondent
injector is turned off at the
intake stroke while the ignition system
remains on.

Disabling DOD
The DOD will be disabled under certain
conditions and safety considerations. Low
manifold vacuum, APP errors, low ignition
voltage, oil temperature or pressure, or
RPM out of range and many, many more.
Critical maintenance
Oil pressure and oil cleanliness are essential
for correct system operation. For
this reason, oil pressure to the intake oil
manifold is monitored for pressure and
aeration, and any fault is reported to the
PCM. This means that regular maintenance
is critical for an appropriate system
operation.
Monitoring DOD systems
The DOD system must be able to detect
faults if deactivation or reactivation fails.
In this case, both the misfi re and O mon- 2
itors are used to determine if the system
is working. The DOD is also monitored
for electrical faults.
Monitoring Misfi ring
Illustration 4
Here (illustration 4), we can compare
graphics between a normal deflection
(top) in the CKP signal and an engine
with disabled cylinders (bottom).
On illustration 5, we can see both front
O 2 sensors. When the system goes active
there is a slight change in O 2 operation.
Illustration 5
The change only lasts for a second and
then the O sensors return to normal op-
2
eration.
Diagnostics
To test DOD circuits and trouble shoot
any problem, we can use a combination
of instruments according to the defect
encountered. Multimeters are useful to
check voltage and current values at different
locations, and a good scope or
engine analyser will help greatly to go
deeper into mode cycling and patterns,
retrieving code faults to guide you the
source of of the problem.
Illustration 6
The Control Module uses a comparator
circuit to determine if there is a circuit
fault, and then sets the appropriate code
that can be read with the scan tool or
analyser.
Mechanical problems
Mark Lemay
markl@autoaide.ca
The intake manifold on DOD systems has
a special design, and if it is found defective
or you need to remove it to access a
bad lifter, carefully read the manufacturer’s
manual fi rst. In many cases, special
testers are needed also, and this also goes
for any suspicious oil pressure problem.
You should also consider regular training
to get acquainted with these systems, because
there are more on the way as you
certainly know.
ILLUSTRATIONS, EXCEPT WHERE NOTED, FROM AUTO AIDE.
Regular maintenance
is critical for
an appropriate
system operation.
Mark Lemay is the owner and primary trainer for Auto Aide.
He conducts technical training classes for many different
organizations, including AARO, Uni–Select, and Auto-Sense.
He also runs a diagnostic service trouble shooting problem
vehicles and uses many of these cars as case studies in
his classes.
July 2008 CASP 41

David O’Connell sits surrounded by Mitsubishi sketches and models.
Lighting
New Standards
Creative tension
n 2008, designers are lucky and
“Ialso challenged, but, it’s a two
sided challenge,” says O’Connell. “On one
side are all the regulations we have to
design around. On the other side is the
opportunity to create something totally
fresh and new; designers can now start
with a clean sheet of paper.”
O’Connell takes pride in his work. He
uses words like soul and fl avour to describe
the affects of car lighting. In his
opinion, lights don’t just illuminate the
road, they have psychological impact.
His offi ce is located in Cypress, Calif. The
Golden State is an epicenter of car culture.
“We’re very lucky in Southern California,”
says O’Connell. “Pull up next to a stop
light somewhere and you can see a
David Lipson
lipson.david@gmail.com
“For every car
that comes out of
production, there
are probably 20
or 30 ideas that
don’t make it.”
David O’Connell, chief designer at Mitsubishi Motors R&D of America,
has the gift of gab. His presentation inspired attendees at the fourth
annual Automotive Lighting Design in Technologies Conference in
Dearborn, MI on April 30, 2008
42 CASP July 2008
’63 Ferrari, a brand new Lamborghini
Murcielago, a Jesse James chopper, all at
the same light. And the funny thing is—
no one is noticing. It’s just one of those
things.”
Individuality
Mitsubishi stretches design boundaries
with models such as the Concept RA.
O’Connell says in the car industry, “everyone
is trying to fi nd their DNA—their
own individual look, so to speak.” He compares
the front of an automobile to a human
face; headlamps represent the eyes.
Manufacturers strive to make unique cars.
O’Connell says there are 35 car brands in
North America who make different headlamps
and tail lamps.
Inside the studio
“For every car that comes out of production,
there are probably 20 or 30 ideas
that don’t make it,” says O’Connell. Car
designing often starts with a sketch. Scale
models are then created to get a more
detailed perspective. Life size clay models
then take shape by the work of industrial
sculptors. They are painted and taken
outdoors to been seen in natural sunlight.
Images are also created based on digital
surface data using software such as Alias.
Software enables designers to work closely
with engineers. O’Connell calls this “a
digital volleyball game,” where ideas can
be instantly bounced back and forth.
Regulations
O’Connell’s shop is a creative environment
where cubical walls are purposely
low to spark conversation. Employees
are encouraged to create, but they must
work within a budget.
“It is a reality we have to deal with,” says
O’Connell. “We can design beautiful advanced
looking headlights, but if we cannot
pay for them somehow—what good
are they?”
Designers must also work within government
safety regulations. O’Connell
says it is challenging to create one
headlamp for five different markets.
In Canada, lighting is regulated by the
Canada Motor Vehicle Safety Standard
108 (CMVSS 108), which is administered
by Transport Canada. In the United States,
it is called Federal Motor Vehicle Safety
Standard 108 (FMVSS 108), administered
by the National Highway Traffic Safety
Administration (NHTSA). The standards
between the two countries are almost
identical, but Canada requires the use of
day time running lamps on all vehicles
made after January 1, 1990.
Regulations keep designers in check
when they approach a clean sheet of
paper. But innovations are still the key
to designing, “because you are only as
good as your last sketch,” says O’Connell.
CASP Magazine is a media partner to IQPC – International
Quality and Productivity Center.

Around
THE INDUSTRY
New Manager for Wakefield
Canada
Natalee Best has been appointed Program
and Promotions manager, Castrol Lubricants for
Wakefi eld Canada.
Best will be responsible
for developing and coordinating
business-to-business
marketing activities for the
Castrol brand and product
line for both the consumer
(automotive) and heavy duty
(commercial) channels and
customer base. Her position
includes working with Castrol
retailers, distributors,
and professional installers.
Among her responsibilities,
Best is responsible for pricing
analysis as well as the development of signage
and display elements.
Best has a broad range of trade and retail
marketing experience.
ACDelco News
ACDelco Canada released a new rotor line in
addition to the DuraStop line and so compliments
their entire brake line. There’s intense
coverage for GM applications, and is competitively
priced. The line has been engineered to
ACDelco’s high quality standards and the rotors
have the D3EA certifi cation. The new rotors will
be released in two phases. Phase I, which is already
started, provides coverage for GM applications.
Phase II will follow this quarter and will
extend into all makes coverage.
Next, ACDelco has a new CV Drive Shaft line
with All Makes/All Models coverage. 23 CV Shaft
part numbers have recently been added in addition
to the initial 212 part numbers added in the
spring. The 235 new SKUs cover 325 reman’d
SKUs available from other suppliers. This product
features Premium Neoprene Boots (Xtreme
Temperature Rated), Stainless Steel Clamps, as
well as Complete Installation Hardware (Nuts,
Dust Boots, Slingers, Hanger Brackets and Bearings),
and Premium High Performance Grease.
All CV Driveshafts are QS9000 Certifi ed and are
backed by a 24-month/40,000 km (whichever
comes fi rst) warranty.
Finally, just introduced is the new ACDelco
branded 5W30 full-synthetic motor oil. The new
synthetic meets the GM4718 specifi cation for
synthetic oil.
See your ACDelco Distributor for more information.
By 2010, China’s Auto
Parts Industry Could Reach
$115 Billion
In 2007, China witnessed a new record high
in both production and consumption of auto,
with auto production and consumption reaching
8.88 million units and 8.79 million units respectively.
In turn, this provided a huge endeavour
for the auto parts industry, which rapidly developed
and grew.
According to a report from Research and Markets,
China now has about 1,000 parts manufacturers
based in industrial parks across the
nation. The key regional clusters or development
zones total 100 parks. That leaves many settings
for export and in 2007 China’s auto parts
export totaled about $20 billion.
Ontario Municipal
Household/Special Waste
Diversion Plan Approved
The Ontario MHSW program was approved
February 19, 2008 and includes: used oil fi lters;
oil containers 30L or less; used antifreeze and
their containers 30L or less. Excluded is used
oil.
The plan was implemented July 1, and as of
that date, stewards are obligated to begin tracking
sales of designated products. The fi rst fi ling
of fees will be due 30 days after the fi rst three
National Vehicle Mercury
Switch Recovery Program
Launched
Canada’s steel and auto industries are supporting
and funding a national program designed
to remove mercury-containing switches
used in vehicles for convenience lights (under
hood/in the trunk) and anti-lock braking systems
from end-of-life scrapped vehicles before they’re
recycled into new steel. With this new funding,
the Clean Air Foundation will expand Switch Out
to all Canadian provinces/territories, providing
the infrastructure for the collection, removal and
management of the mercury-containing switches
as well as practical educational materials to recyclers
across the country.
This program partnership is supported by
Canadian automotive recyclers and dismantlers
plus their respective associations—the Automotive
Recyclers of Canada (ARC) and Canadian
Association of Recycling Industries (CARI). Mark
Nantais, president, Canadian Vehicle Manufacturers’
Association stated, “This program will
ensure that the mercury-containing switches in
Since international auto giants have become
more confident of the quality of parts the Chinese
are manufacturing, sales revenues reached
$58 billion in 2006, and now it is estimated that
the value of the amount of auto parts produced
will reach about $115 billion in 2010.
The data in this report are the authoritative statistics
from the China Association of Automobile
Manufactures, the Machinery Industry Association,
the China Automotive Technology and Research
Center, the General Administration of Customs, the
State Information Center, and the National Bureau
of Statistics. Data about some key auto parts producers
are from their fi nancial reports.
For more information visit
www.researchandmarkets.com/reports/c93674.
months of the plan between October 1 and 31,
2008.
Products are defi ned as consistent with used oil
program for fi lters and oil containers 30L or less;
note that antifreeze is new! There is also a wide
definition of channel of use—meaning DIY and
DIFM use of product is included.
Stewardship Ontario is working with Dave
Blundell, consultant, to prepare communications
regarding compliance and obligation for the WD
automotive channel, the ASP. AIA will also have
the information needed to implement and carry
out this plan.
end-of-life vehicles are properly removed and managed
so mercury is captured and prevented from
entering the environment. As of January 1, 2003
the use of mercury switches in new automobiles
has been voluntarily and completely phased out.”
Ron Watkins, president, Canadian Steel Producers
Association, added, “Removing mercury-containing
switches from end-of-life vehicles represents
the most effective way to reduce mercury releases
to the environment. Canada’s steel producers are
committed to the continued success of the Switch
Out program, and are pleased to be working with
the auto industry and the Clean Air Foundation to
expand it into a truly national program.”
Steve Fletcher, managing director of the ARC
said, “ARC supports the establishment of a national
vehicle mercury switch recovery program. We’re
committed to working in good faith as we’ve done
in the past and even more now to ensure that the
mercury switches from all scrap vehicles are removed.”
Leonard Shaw, executive director of the CARI
commented, “As stewards of our environment, CARI
looks forward to applying our industry expertise to
help develop the national Switch Out program.”
July 2008 CASP 43

Around
THE INDUSTRY
Eastern Catalytic Acquires
Automotive Edge/Hermoff
Eastern Manufacturing of Langhorn, PA purchased
the assets of The Automotive Edge/Hermoff
Manufacturing from Colmar, PA-based Dorman
Products.
Hermoff is a Hagersville, Ontario-based manufacturer
and distributor of exhaust manifolds,
catalytic converters, and components in Canada
and the United States.
George Schafer, president of Eastern Manufacturing,
noted, “This acquisition is an excellent
business and growth opportunity for Eastern,
and will expand both our manufacturing and
distribution capabilities. The Hermoff and Automotive
Edge business units will not only increase
sales volume and open new distribution channels
in Canada, but also add some new units to
the Eastern product line.”
Eastern produces catalytic converters and
catalytic converter components for both original
equipment manufacturers and the aftermarket.
Eastern offers a full line of Universal, Direct-Fit,
High Performance, Diesel, and Heavy-Duty catalytic
converters.
For more information, contact: Henry Hippert,
executive sales director, Eastern Manufacturing
at 215-702-3600.
Grote Personnel
Appointments
Grote Industries Canada has made some personnel
changes to their organization. Dallas
Senebald has been appointed Technical specialist,
Saskatchewan and Manitoba. He’s been
very active with the Manitoba Trucking Association
since 2004 and has a solid industry background.
Barry Duff has been appointed Central Region
Sales manager and has been with Grote
since January 2007 as Product manager, Safety
Solutions.
Roger Gagne is now National Account manager,
Fleet. Roger has been with Grote for 10.5
years and will now provide Grote technical guidance,
product education and solutions for fl eets
across Canada.
Charlie Taylor has moved back to New Brunswick
with his family and becomes Regional manager,
Atlantic Region and National Account manager
Specialty Markets. He was most recently
Central Region Sales manager and has been
with Grote for 16 years.
44 CASP July 2008
Uni-Select’s Tool &
Equipment Showroom
Uni-Select has developed a Tool and Equipment
showroom with the help of their manufacturers
in order to showcase product to members
and installer network. This was done so those
interested could see the tools in action, touch
them, fi nd out how they worked before purchasing.
It will also be used as a training room where
members can learn how to use the equipment.
The offi cial opening of this room took place
recently at Uni-Select’s warehouse in Mississauga,
Ontario. Arrangements can be made to see
these tool and equipment pieces through Uni-
Select representatives.
SKF’s Noga New ACC
President
Katie Noga, SKF’s manager of Marketing and
Motorsports, recently assumed the position of
president for the Automotive Communications
Council (ACC). This is the beginning of her second
term as ACC president. An active member
of the ACC since 1985, Noga first served as
president from 1991-92.
“It’s rewarding to have Katie represent SKF as
president of the Automotive Communications
Council,” said Mike McGrath, president, SKF
VSM North America. “SKF takes pride in its involvement
in industry organizations. We fi nd importance
in the activities and contributions the
ACC makes to our industry, and SKF is proud of
the leadership role it plays in the organization.”
Noga added: “I’m excited to begin my second
term as ACC president. I look forward to leading
the organization and continuing its growth over
the next year.”
The Automotive Communications Council is a
national, non-profi t organization comprised of
marketing professionals engaged in public relations,
advertising, branding and other communication
practices for automotive aftermarket
companies. ACC provides a networking forum for
the exchange of ideas, information and resources
about issues, challenges and trends impacting
companies and organizations throughout the
aftermarket industry.
PKS Adds Mondial Brand
Scissor Lifts
The Mondial line of scissor lifts, manufactured
in Italy, are now available from PKS Equipment
and Engineering. PKS and Mondial have formed
a joint venture to offer this line of products to all
PKS distributors. Be sure to check your current
PKS price list for prices.
The Mondial lifts will be stocked at the PKS
factory, where North American specifi cations will
be added to make the product all compliant.
Shipment, parts, service, and warranty are available
from PKS for North America.
Get in touch with stan@pkslifts.com, dennis@
pkslifts.com, or tom@pkslifts.com.
Weicon Acquisition
Completed
The Automotive Aftermarket Division of
Bosch, with the acquisition of Weicon, is now in
a great position to develop the Chinese diagnostics
market and further expand trade. This
enables the Division to obtain its own development
and production base for ECU scan tools
and software and provide the ideal supplement
to Bosch activities and products and they can
now expand the product range and strengthen
the sales and service organization.
This takeover permits AA-DG to round off the
product range for the diagnostics equipment in
the mid-price range.
DJ Kennington’s Car Gets
Syntec Paint
“We run with Castrol Syntec under the hood,
now we have it on the hood,” explains NCATS
driver DJ Kennington, showing off the new paint
job on his oval track #17 car.
This year, Kennington will reach for the points
championship in the
NASCAR / Canadian Tire Series after fi nishing
a solid second in 2007 with two wins and eight
top-5 fi nishes. Castrol has sponsored Kennington
since 1994!
(photo: Rob Morton, Inside Track Motorsport News)

Popular Appointment to AIA
Well known and well respected in the Canadian Automotive Aftermarket, Michel
Maheux has been appointed to AIA.
AIA Canada President Marc Brazeau was very pleased
to announce that Maheux is joining AIA Canada as a senior
consultant to the AIA Quebec Division. Maheux has
44 years of experience in the automotive aftermarket industry.
While working for UAP and Acklands, he gained an
understanding of sales, marketing, and parts distribution.
In 1988, he joined Uni-Select and became senior vice-president,
Market Development for North America until 2006
when he decided to retire.
As AIA senior consultant, Quebec Div., Maheux will assume overall responsibility
for the strategic direction of the association in the province of Quebec. He will provide
high-level support and representation to AIA and its members on key industry
and government relations issues, committees, events and projects.
NAPA Appointment
Robert Hattem, president and COO of UAP Inc., announced the promotion of
Tom Hunt to vice president, Product Development.
Hunt initially joined NAPA in 1987 as a Multi-Line sales representative covering
B.C. and South Western Alberta. In 1990, he also served as a Product manager,
based in Calgary. In 1993, he moved to Montreal and joined UAP’s Product
Team. Over the years, he held various positions related to Marketing, Purchasing,
Competitive Analysis, and Product Line Development.
In 2006, he was named director of Purchasing. Tom will continue to report directly
to Pat Nichol, vice president, Marketing and Product Development.
Federal-Mogul Promotion
As an automotive service provider, you will be able to earn rewards valued up to
$60 by installing Moog, National, and/or Wagner premium undercar components
from Federal-Mogul Corporation.
Until July 31, 2008, if you participate in the Federal-Mogul “Brake & Front End”
promotion, you will be able to earn up to three levels of rewards with qualifying
installations of Wagner Edge and ThermoQuiet brake pads, National wheel hub assemblies,
and Moog chassis parts.
Participants may mix and match any qualifying product installation to reach their
desired reward level. (Limit of three installations per vehicle invoice—one each of
Wagner, National, and Moog products.)
Technicians can request a promotional kit by calling 1-800-851-7052 or sending
an email to moog@moogproblemsolver.com.
SIRIUS Satellite Radio Adds F1
SIRIUS Satellite Radio and Formula One Management have entered into an
agreement that will make SIRIUS the exclusive North American radio broadcaster
of all FORMULA 1 (F1) races. This marks the U.S. radio premiere of the highprofi
le sport.
SIRIUS’ F1 schedule kicked off with live coverage of the Monaco Grand Prix in
Monte Carlo, one of the world’s most prestigious and challenging motor racing
events, exclusively on SIRIUS channel 125. SIRIUS will broadcast the entire remainder
of the 2008 calendar’s races live nationwide on SIRIUS 125, including the fi rstever
F1 night race, being held in Singapore on September 28.
SIRIUS is Canada’s number one choice for satellite radio with 110 full-time channels
broadcast from studios in Vancouver, Toronto, Montreal, and New York.
www.sirius.ca
Advertisers Index
www.aapexshow.com
AAPEX 48
www.auto-value.ca
Auto Value 26, 27
www.bestbuyautoparts.ca
Bestbuy Auto Parts 13
www.bluestreak.ca
Blue Streak 3
www.carquest.ca
CARQUEST Canada 5
www.curtisinsurance.ca
Curtis Insurance 19
www.mapcanada.org
MAP Canada 7
www.napaexcellence.ca
NAPA Centre of Excellence 23
www.promecanix.com
Promecanix 29
www.publicationsrousseau.com
Publications Rousseau 31
www.redlinedetection.com
Redline Detection 8
www.semashow.com
SEMA 47
www.spectrapremium.com
Spectra Premium 2
www.tenneco-automotive.com
Tenneco 28
www.uni-select.com
Uni-Select 20, 21, 24, 25
www.valvoline.com
Valvoline 9
www.wakefieldcanada.ca
Wakefield Castrol 11
July 2008 CASP 45

Carrus Technologies
Moore has obviously had tires in
his background for quite a few
years and so acquiring Fairview Tire in
2000 and then Personal Auto in 2007
seemed like a natural extension of his
tire background. Fairview Tire encompasses
4,900 sq. ft. with seven bays, while
Personal Auto is 5,600 sq. ft. with five
bays. At the Fairview location, they do
full service automotive and tires plus
emission testing. At the Personal location
on Brant St., they do automotive service
and tires plus custom exhaust.
Finding a system
Moore uses Carrus Technologies in his
Personal Auto store. “I did some research
on software for our store’s office segment.
I read about Carrus in some trade
magazines—both articles and ads—and I
spent some time looking at a number of
different software programs to suit our
needs. I was looking for something that
could fi rst be utilized at the Brant St. location
and then both so we could communicate
over the network.
“I brought Carrus into Personal Auto last
October and of course, we went through
some trials and tribulations at fi rst. We
did start it at a good time though, just
Shirley Brown sgbrown@xplornet.com
Helping Companies Expand
Don Moore is no stranger to tires. Before he became the owner of the
Fairview Tire (2000) and Personal Auto (2007) stores in Burlington,
Ontario, he was National Sales manager for Bridgestone Firestone and
before that National Marketing manager for Goodyear.
46 CASP July 2008
after our year-end started (September).
We’ll get to the Fairview location a little
later because we missed our window of
opportunity regarding the year-end. This
is a much busier store and we will need
more time to get everything switched
over, working properly, and get everyone
well trained. We will use the Brant St. location
to do the training.
Training is a must
“The training process is done over the
phone and because this was our busiest
time of the year and the phones were
constantly ringing, we had to do the
training in spurts. Training is done live
with an operator who comes online with
us as we go through the steps. They can
show us items online. I found it more
diffi cult to learn because you’re dealing
with so many differences in the business
throughout the day that you have to stop
and say ‘what about this, and what about
that?’ And this all takes time. If we hadn’t
had interruptions, it would have been
easier and faster.
“When/if we run into trouble, we have
an eight hundred number we can contact
for help; if we have a serious problem
Carrus will come online with us right
away. This is a pretty simple process and
we like that aspect.
Great system
“The Carrus system is functioning at
80 percent for us right now for our needs.
We have requested some more specific
things for our business but for the most
part, it’s a very functional unit at point-ofsale.
The system is fairly easy to operate in
terms of using buttons, but there are some
things that require a little extra knowledge
in terms of key stroking and this is what
they are now working on for us. Carrus has
updates on a regular basis.”
Moore says the Carrus system has indeed
helped his store expand the business and it
will be even more so when the Fairview location
is up and running fully as well. “It’ll
be great then. We’ll be able to check inventories
without picking up the phone and
save a lot of tie-up on the lines. That will
grow our business even more.
“We were attracted to Carrus because they
are fl exible and willing to work with us in
terms of designing the system to suit our
needs. The system is being used in a number
of businesses similar to ours like auto
glass, auto body, parts—but Carrus would
design it to their specifi c business needs
just like our specifi c needs. I believe their
Accounting System is the best that I have
seen.”
Don Moore seems quite happy with the
Carrus system in his store and is looking
forward to new releases and developments
from this young company.

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Whether you are a distributor, jobber,
retailer, online seller, service provider,
chain or group, AAPEX is the place
you can do it all. Meet, shop, learn,
network and build your business.
the products.
the people.
in one place.
Tuesday - Thursday Nov. 4 - 6, 2008
please enter a55 when registering online