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Editorial Thomas Vollmar, ADI President

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Edition: 05/2016

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12Nissens: Supplier of the Year 2015

Javier Rodrigo elected Aftermarket Professional 2016

ADI Summ!t at a glance

Telematics - connected vehicle: update

Mahle - Driven by Performance

AD Auto Total rolling out its services in Hungary

AD Finland: business must be done

in this issueNissens: Supplier of the Year 2015

Welcome AD Denmark

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Ladies and Gentlemen, dear Colleagues and Friends of ADI,

on behalf of all the team at ADI, I would like to welcome you warmly to this special venue, which is part of an old brewery in the historic town of Mechelen - between Brussels and Antwerp. This would have been the perfect place for us to simply relax and spend two days in productive meetings. Unfortunately, since 13 November 2015 and 22 March of this year – if not sooner - we can no longer feel relaxed when we travel to major cities like Paris and Brussels, or even London, Madrid and Berlin. ISIS has unleashed its terror on Europe. Assisted by blind fanatics, its cowardly attacks have claimed a total of 162 lives and caused many personal tragedies for those who were very severely injured or maimed as a result. We essentially know what prompted this reign of terror, which is based on highly complex interrelationships and has reached a scale that would previously have been considered impossible. This scale makes us aware that our lives, our freedom and our democracy will change, it will ultimately give strength to all the forces, which attack our hard-won values and would like to use fear, mistrust and isolation to drive a wedge through our European community. We can only respond to this attack on our values by remaining vigilant and acting decisively. I would therefore like to thank you all the more for accepting our invitation to travel to Brussels or Mechelen for the ADI summit – without doubt, despite feeling a little uneasy and uncomfortable at the prospect. This enables us to show, together with all our guests from Belgium, that

we will not be distracted from our plans by a few idiots and their acts of violence. Instead, we will continue to live and work as part of a community built on close relationships, which has been active on the car parts market for many decades. We can be very proud of this achievement.

Ladies and Gentlemen, dear friends, you will all look upon the financial year 2015 in different ways. Depending on which country, market, segment or brand you represent, you will speak in terms of positive developments or falling sales. The geopolitical influences are huge. For example, conditions for business are known to be extremely difficult in Russia, Ukraine, Greece and North Africa. And yet we managed to achieve total growth of 5.3% with our ADI suppliers and this pleases us greatly from the ADI point of view. Worldwide, the automobile industry anticipates a further 3% increase in car sales to almost 80 million units in 2016, of which 19 million vehicles will be sold in China, 17 million in the USA and 14 million in Europe. In the service and parts segment, we also anticipate similar growth

this year, even if there are no signs that the political framework conditions are becoming more relaxed. However, we will also be able to benefit from new partners and the cultivation of new markets, as well as organic growth. For example, only a few weeks ago, we became convinced of the efficiency of the THANSEN company in Denmark and rapidly signed its retroactive ADI membership agreement on 01.01.2016. With its impressive central warehouse and 70 branches, THANSEN meets the needs of the entire Danish automotive market and is already pushing ahead with its implementation of ADI concepts. I am delighted to welcome the owner and president of THANSEN, Mr Bent Jensen, and his advisor Jens Sörensen –

Thomas Vollmar - ADI President

President’s Address at the ADI Summ!t, 19 & 20 April 2016 at Lamot Conference Center in Mechelen

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Signing of the AD Denmark contract

Bent and Jens, welcome to our big community. It is nice that you can be with us today. In addition, since the start of the year, we have a new partner in Turkmenistan, while AD AUTO TOTAL has expanded greatly from Romania into Hungary, so that ADI can now provide ever better coverage in Eastern Europe.

I am now speaking to you at the ADI summit – as the president of both ADI and 1parts, especially as the one would be completely inconceivable without the other. Under the 1parts umbrella, ADI represents the European continent within the group, while the North American continent is represented by “The Group”, which was formed last year from the Pronto and Federated trading groups. I am very pleased that the co-CEO of 1parts and president of Pronto, Bill Maggs, is with us in Europe again today, accompanied by the two executive vice-presidents of The Group, Roy Kent and Mike Mohler, as well as Yvan Domingue who is member of the 1parts board of directors. A warm welcome to Bill, Mike, Roy and Yvan. This January, we introduced you to 1parts’ first six contract suppliers in the “Insight” magazine, who have already been joined by three more supplier partners. 1parts is gaining strength as each month passes and has created a strong network between North America and Europe, by means of various initiatives. At the same time, we are considering serious links in Asia, South America and South Africa, in order to develop a global trade network with the right partners. After a visit by 20 ADI colleagues to the USA, 25 American colleagues will be coming to Automechanika in Frankfurt and visiting various ADI partners in September. 1parts now plays a very important part in terms of opening up and developing markets for our contract suppliers. It therefore goes without saying that we will also enter into a wide range of discussions with our American supplier colleagues in the near future.

Technical training always was and remains the key to lasting success in our service sector. It is all the more worrying that most independent workshops have not yet paid sufficient attention to telematics or immediately say that they have nothing to say about the subject. And, make no mistake about it, this field is becoming increasingly important and ultimately poses the biggest ever threat to the independent aftermarket. We can play it down for one or two years, by saying that networked vehicles will only be on the roads after 2018 and vehicle fleets will only gradually switch over to the new technology. Unfortunately, the insurance sector alone has shown us, however, that we will not have this amount of time to calmly prepare for telematics. For example, only three weeks ago, the European insurance sector began to introduce an automatic emergency call system, which can be used in almost all cars – including new and used vehicles.

The “eCall” system detects collisions and automatically reports accidents to an emergency call centre. The key component of the emergency call system is an “eCall Plug”, which is inserted in the cigarette lighter in the car. Acceleration sensors in the plug detect any collision and the force of the impact. If the plug registers an accident, it transmits this information to an accident report app on the driver’s smartphone. The app reports the accident, the driver’s current location and the direction, in which he was travelling. In Germany alone, approx. half a million eCall Plugs are available to participating car insurance companies for introduction on the market. However, the eCall service helps car drivers not only if a serious accident occurs, but also in the event of car body or other minor damage. If the eCall Plug only registers a slight impact or the driver triggers a manual breakdown call, the relevant car insurance company records the accident and organises help. It is now high time that we ask ourselves how these vehicles can be handled by the independent aftermarket. This would even be in the interest of the insurance sector, but if we do not have the technology to influence repair

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decisions, damage of this nature will have to be handled by the manufacturer networks. In order to set up the eCall service, the insurance sector has worked closely with Bosch and IBM. Bosch developed the eCall Plug, while IBM programmed the accident report app and created the necessary IT and communications infrastructure. The eCall service cannot be used to draw conclusions concerning the quality of driving or produce motion profiles. On the other hand, the picture is very different when it comes to the new telematics rates charged by insurance companies – in this case, data concerning the driver’s behaviour is immediately recorded by smartphone, which is used to calculate the rate. In other words, in 2016 - and therefore two years before the e-call legislation comes into force - vehicle and driver data is already being recorded, transmitted and used for commercial purposes – all of us working in the independent aftermarket can only look on helplessly. This has now been worrying us for a long time.

When we look at this fundamental framework condition for our market, some national marketing decisions will almost appear straightforward. Some ADI partners are still being denied direct access to the ADI contract supplier brands based on historically established relationships and sales structures – for example, I must mention Bulgaria, Finland or Ireland at this point and hope that Denmark will not have to be mentioned in a similar way. My dear colleagues from the industry, these arguments date back to the last century

and are not compatible with our contracts or the principles of free competition. I can therefore only appeal to all the affected companies to lift all such blockades, in order to prevent any unnecessary conflicts at international level. In some cases, we were informed, when we put forward our criticisms, that our ADI colleagues would be supplied after all. However, if the conditions are extremely poor and not competitive, this will then represent, in practice, not only an alibi status and another blockade – it would also lead to further intolerable hypocrisy, on which basis no further cooperation within the group can be possible. This is not your style or that of ADI and we are therefore glad that only very few cases still exist, which now need to be resolved. We have entered into very valuable agreements with you, which are based on great mutual trust and clearly defined services. These agreements resulted in contracts, in which the rules, rights and obligations of each contractual party are also ultimately defined. The fact is that we generally have great mutual understanding and any problems affecting our relationship can be resolved very quickly. Above all, this is because we are working with real professionals on both sides. Once again this year, this raises the question concerning whom you consider to be the best professional – in other words, who will be Automotive Aftermarket Professional of the Year 2016? You all together have voted Mr Javier Rodrigo from TRW – Congratulations and thank you!

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Legal and technical backgroundThe eCall Regulation (EU 2015/758) requires new types of passenger cars and light commercial vehicles to have the ‘eCall’ emergency call technology installed as a standard (mandatory)

feature in all new vehicle type approvals from April 2018. eCall is an initiative by the European Commission and fully complies with the general principles of EU legislation, i.e. to safeguard and protect the lives of its citizens.

Technically, eCall requires an in-vehicle communication module using the mobile telephone networks to transmit data to an external infrastructure (internet servers). With eCall, the car will automatically call the European emergency number 112, transmitting a minimum set of data (MSD) to the emergency center in the event of an accident : location of the vehicle, nature/severity of the impact, condition of the passengers, …

The eCall technology however is expected to accelerate the deployment of connected car services as it supports a permanent transmission of ANY data present in the car (in-vehicle data), be it personal information of the driver, GPS data or data generated by the internal vehicle management systems (driving behavior, engine status, failure data, …).

Connected Vehicle : possible threat for the aftermarket and its independent operators (IOs)The vehicle manufacturers (VMs), following the IoT (Internet of Things) or IoE (Internet of Everything) trends driven by location technology, internet and wireless capabilities, will have a privileged position: their proprietary in-vehicle module will be connected “by default” to their own servers and the vehicle will “automatically” (*) send data into their systems.The technology providing the eCall function will be used for a full telematics system with various “value added” services to the motorist (who for the first time will have a direct relationship with

the vehicle manufacturer) in order to retain him in the vehicle manufacturers’ networks for all car related operations (periodic servicing, remote diagnostics, breakdown, roadside assistance, …).

This represents a clear risk for the independent operators, namely to be deprived from remotely accessing in-vehicle data and thus be LOCKED OUT OF THIS DEVELOPING MARKET.

(*) when a new vehicle is sold, the VM must ask for the owner’s authorization that in-vehicle data (including data on driving behavior that may be considered “private”, such as speed, fuel consumption, acceleration and deceleration) be sent to the VM’s cloud servers.

FIGIEFA representing (y)our interest in BrusselsThe European Commission has started working in close cooperation with all concerned stakeholders in the

framework of the newly created C-ITS (Cooperative Intelligent Transport Systems) forum, which includes FIGIEFA - the European federation and political representative in Brussels of the independent wholesalers and retailers - who also coordinate the other European Aftermarket Associations as the AFCAR Alliance (AFCAR = Alliance for the Freedom of Car Repair in the EU).FIGIEFA managed to secure the inclusion into the eCall Regulation of a mandate to the European Commission “to explore the requirements for an interoperable, standardized, secure and open-access platform”. This ‘interoperable telematics platform’ (ITP) would allow independent operators to remotely access in-vehicle data and thus provide services, under the same conditions enjoyed by vehicle manufacturers.

In the following paragraphs, we provide an overview of the TECHNICAL SOLUTIONS that are being discussed; bearing in mind two key features for the future of the aftermarket and its independent operators :

Telematics – Connected Vehicle : update

by Manuel Van Royen, ADI

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a) will the independent operators continue to have direct independent access to the vehicle when it is in the workshop? (VMs threaten to close or at least reduce the current OBD port to emissions data only)b) will it be possible for the VMs to monitor and profile our business (if the wireless communication is channeled through their systems and servers).

The VMs solution : “Extended Vehicle” (ExVe)(The “Big Brother” solution)

The ‘Extended Vehicle’ (‘ExVe’) concept is promoted by the VMs as their final solution. With ExVe, vehicle data is sent to a server controlled solely by the VM. The information is mainly processed at the server level to minimize in-vehicle requirements and support easier vehicle updating. Only the VM would have direct access to the vehicle data or be able to place applications on the vehicle. All other stakeholders would have to request access to the in-vehicle data via the VM controlled server, according to individual B2B contracts.The OBD port would be reduced to its legally mandated tasks (emission data).In this model, the VM controls all data and access, and can monitor and profile companies using its server.Furthermore, each VM has its own server design (although preliminary work has started on some elements of standardization) so applications may still have to be developed/modified for each vehicle brand/family and the in-vehicle data available would be pre-defined and pre-configured to the vehicle manufacturer’s own requirements.

This concept would mean total dependency of all independent operators on their main competitors - the vehicle manufacturers. It is clearly against the EC’s principles of free choice by the consumers and free competition and therefore UNACCEPTABLE.

The Interoperable Telematics Platform (ITP)The ITP is the final solution proposed by the AFCAR Alliance and allied organizations, including FIGIEFA.With the ITP, the vehicle hosts applications and the processing of data can, depending on the application design and needs, take place on the vehicle itself or on a 3rd party server. The telematics system on the vehicle would securely send data and information directly to whichever server the application identifies – i.e. vehicle data/information would go to the destination chosen by the vehicle owner/driver to provide the service they require, which could be a 3rd party server or the VM server.The ITP is a standardized system, meaning that applications only have to be written once for all car brands.

The ITP potentially ensures a level playing field for all, with equal access rights for IOs and VMs and freedom of choice for the consumer. Therefore this is the only acceptable solution.

Remark : as VMs currently use the abbreviation “OTP” (Open Telematics Platform), discussions are ongoing to choose a name for the Interoperable Telematics Platform which works well and is not close to what the VMs are using to describe their Extended Vehicle (“Big Brother”) solution. A suitable name could be “Telematics Hub for Independent Operators” (THIO) which describes the widest range of possible users, not just Aftermarket, but others like insurance, leasing companies, etc.

Intermediate solutions :(The “placebo-solutions”)As setting up an Interoperable Telematics Platform is likely to take some time FIGIEFA & AFCAR put forward a number of “interim solutions”. These are considered “placebo solutions” as they will still not provide fully equal conditions for both VMs and IOs.

Shared server

A ‘shared server’ model is where the vehicle data is sent wirelessly to a server that is controlled by a stakeholder consortium, including both the vehicle manufacturer and independent operators. It is run by a commonly accepted and independent third party (such as for example IBM or SAP). As the server is run by an independent third party, no one party has privileged access in any form, nor can the VM monitor the IAM. This solution however is not to be preferred because:• the setup cost is high• you will probably need at least 1 server per VM• the data available is still based on the VM’s own applications

– IOs can only replicate what the VM is doing.• the VM still controls all communication to/from the vehicle

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For the independent repairer the ITP/THIO means :• open access to a wide range of in-vehicle data, directly

and in real-time to support existing as well as new (remote) services

• non-monitoring of his business• no dependency on direct competitors (the VMs)

For the vehicle owner the ITP/THIO means : • the free choice of service providers for repair and

maintenance, remote diagnosis, breakdown assistance, etc, in a non-discriminatory way

• the free choice (1) to send data and (2) to decide which data will be sent and (3) to whom it will be sent, through compliance with legislative requirements on data privacy.

• the ability to select and control applications from certified service providers via the in-vehicle H2M (human to machine) interface (vehicle dashboard functions).

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OBD+

The OBD+ is a mandated port (connector) to the vehicle, or an in-vehicle standardized hardware interface. IOs would be able to physically connect to the plug-in telematics devices for the exchange of in-vehicle data. IOs would have access to real-time in-vehicle data, functionalities & ECUs, and so be able to develop custom telematics based services. Retrofitting (for instance smartphone solutions with dongle) are also possible. Although this solution is relatively easy to install and it offers a

choice to the motorist, it has an additional cost and has data/service limitations as compared to the in-vehicle platform.As the vehicle manufacturers wish to control access to in-vehicle data, the access through this physical connection may require pre-authorization from the vehicle manufacturer (verified via the vehicle telematics system to the VM who then authorizes access) or may be blocked while the vehicle is in motion to avoid any safety issues from unknown applications.

The Big Brother solution : Ex(tended)Ve(hicle), not acceptable to the Independent Aftermarket

• No direct real-time communication with the vehicle• Controlled and conditional access only through a main competitor, who can monitor the

complete Aftermarket value chain• VMs control access, latency, quality, functionality, content and form of the data• VMs able to control the access and management of the real-time in-vehicle data stream,

currently freely accessible over the standardized 16 pin OBD port.

The only acceptable final solution proposed by FIGIEFA and AFCAR: the Interoperable Telematics Platform (or Telematics Hub for Independent Operators)

• equal access conditions for IOs as for the VMs• free choice of the vehicle owner to whom and when data will be sent• unmonitored access• same ability to present services via the dashboard to the motorist.

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The humble start in November 2008, when AD Inter-national and Nissens started their partnership, has led us to the center stage of the AD International Summit in Mechelen in April 2016. 7½ years after Nissens became one of the highly branded suppliers to the multinational wholesaler co-operation group, Nissens was awarded its highest honor – Supplier of the Year. The award was accepted by an honored Nis-sens CEO, Mikkel Krogslund Andersen, and Nissens’ Sales Director, Anja Thomsen. ”We are extremely thankful to receive this award. AD International is one of our most important partners, and being acknowledged in such a way is a great honor. The excessive network of highly professional partners and distributors, as well as the world class automotive manufacturers supplying the network, both give a clear idea of what the group represents. This is the elite of the automotive aftermarket. Being selected as Supplier of the Year is a huge acknowl-edgement, and we want to thank the AD Interna-tional team in Kortenberg, as well as our loyal ADI customers,” Anja Thomsen says.

Dedication is paying offFrom the beginning as a Danish radiator repair shop in 1921, Nissens has grown to become one of the leading manufacturers within the AC and EC aftermarket. The company has experienced steady organic growth, which is based on a clear strategy and commitment, continuous work towards improving the product range, quality and logistics. Nissens’s tagline reads “Delivering the Difference”, which, according to Anja Thomsen, relates to all aspects of the business and is the foundation for future growth. “We have devised a strategy that does not simply focus on increasing sales, but also on becoming more efficient and on simplifying processes and increasing flexibility, thereby facilitating our partners’ work. At the same time, we have kept our focus on what we have always been good at – AC and EC solutions. We are dedicated to this field, and we are always pushing it to higher levels. It has been hard work, but

when you perform internally, the payoffs are passed down to your customers. This is the whole essence when we say that Nissens is “delivering the difference”, and why I believe that we are in the position we are in at the moment – being AD International’s Supplier of the Year” – Anja Thomsen explains.

Nissens is “Delivering the Difference” All Nissens products a developed to ensure trouble-free, quick and time-saving installation with a perfect finish of every detail such as connections, threads, bolts and mountings, while all spare parts are a 100% OE match. Emphasis is put on Plug & Play solutions through Nissens First Fit. This means that all additional parts are included in the product box, for a quick and efficient fitting. At the same time, long-lasting, reliable thermal products ensures extended and failure-free operation. Through advanced life and performance test, as well as pressure-, corrosion-, mechanical- and electrical tests, Nissens can deliver corrosion protected condensers that prolongs the lifespan considerably - especially in environments

Nissens: Supplier of the Year 2015

P r o d u c t s o f f e r e d b y N i s s e n s :

• Radiators: +2,750 Part numbers• Condensers: +1,150 Part numbers• Heaters: +350 Part numbers• Compressors: +425 Part numbers• Intercoolers: +425 Part numbers• Receiver Dryers: +290 Part numbers• Oil Coolers: +250 Part numbers• Blowers: +130 Part numbers• Fans: +500 Part numbers• Fan Clutches: +35 Part numbers• Evaporators: +110 Part numbers

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with frequent use of road salt. Furthermore, selected AC compressors are equipped with pre-filters to be installed in the suction line, preventing impurities from getting inside the system, while Nissens specially developed material mixture in blower carbon brushes ensures the component a long life and proven resistance to electrical peaks.

High quality at highest standards A Nissens unit undergoes extensive quality inspections during all development and production phases, while all spare parts are manufactured according to ISO 9001 / TS16949 and are 100% OE equivalent. They are all produced from the best raw materials and helium tested to eliminate leakages. In- and outlet connections are covered by tight closures, protecting against impurities and moist absorption, while the solid Nissens packing system is minimizing risks of transport and storage damages, optimizing logistics costs and protecting the environment. As a result of this, Nissens experience a low claim rate.The high quality standards are supported by an attractive climate product portfolio enabling an effective business even on the most demanding markets. Nissens covers one of the widest ranges, with more than 90% coverage of the European car park. To maintain this extensive coverage, we launch more than 500 product novelties to the range yearly - many as first-to-market. Nissens provide supreme product availability, which is adjusted to the most demanding market and seasonal requirements. With excellent logistics, through 17 subsidiaries and 22 central warehouses worldwide, Nissens guarantees quick deliveries within 24 hour in all of Europe.

“We want to be the best at what we do, and while we are extremely humble and honored, we are not done. Over the last year, our turnover towards ADI increased by 26%, and we see great possibilities in expanding the partnership with ADI even further. We are continuously working on creating a better, stronger and more agile Nissens.” Anja Thomsen explains and continues.

A supplier for the future“This is a milestone for us, but just as it is a recognition, it also puts an obligation on us, since we simply need to keep showing that we will continue to work hard to meet the expectations of our partners and customers and that we are committed to keeping on developing further”.When Mikkel Krogslund Andersen formally received the prize from ADI President, Thomas Vollmar, he specifically pointed out, when he thanked ADI for the prize and good customers for their loyalty, that Delivering the Difference is not just a tag line for Nissens Automotive: it is a commitment to keep developing and bringing value to the customers in the aftermarket.

About Nissens A/SSince 1921, Nissens has developed, manufactured, and supplied a wide range of air conditioning and engine cooling solutions for the independent automotive aftermarket all over the world. Today, Nissens employs more than 1,000 dedicated employees across the globe, deriving products and services from a desire to supply the optimum solution to any need.

from left to right: Mikkel Krogslund Andersen, Anja Thomsen

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Being awarded ADI’s ‘Aftermarket Professional of the Year’ is, without doubt, the proudest moment of my career within the independent aftermarket. It’s a really humbling experience to receive an award which is voted for entirely by my peers and customers and I’d like to take this opportunity to thank everyone who voted.

In accepting this award, I am doing so on behalf of the whole of TRW Aftermarket. This is a global business relationship, and as such, no one person is responsible for its growth and success. It’s a real collaboration. When several people bring their ideas to the table, you create a more powerful proposition. So, no matter how well thought of an individual is personally, it’s the team behind them; the team who makes things happen, it is this whole team that this honour is testament to.

Our relationship with ADI goes back almost 20 years, to 1997 and the days of Lucas, and given that I personally joined the company 23 years ago, I really have been there right from the beginning.

In 1997, our business portfolio consisted of brakes and electrical. Things have moved on a great deal. We now offer the full Corner Module of braking, steering & suspension parts and are owned by ZF, as its Active & Passive Safety Technology Division.

The combined company has a global workforce of around

138,300 at about 230 locations in some 40 countries and reported sales of €29.2 billion in 2015. ZF annually invests approximately 5 percent of its sales in Research & Development (€1.4 billion in 2015) ensuring continued success through the design and engineering of innovative technologies. ZF is one of the largest automotive suppliers worldwide.

Those of us who have been round for those 20 years have seen a great many changes; both within our own businesses, within the market and the industry and within the world at large.

Back then, business was conducted in a very different way and was carried out in a country specific way. In 20 years, we’ve witnessed mass globalisation, a good deal of collaboration with the strong partnering the strong to meet market needs. Essentially, we are now working in a world without geographical borders and with much greater transparency. A good example of this is the result of ADI and National Pronto Association (Pronto) announcing their decision to develop common automotive aftermarket activities in their global joint venture, “1Parts.”

There have been sweeping changes to the economy, rapid and widespread technological development and massive expansion of the global car parc.

Twenty years ago was a time before many people had even a dial-up modem to access the World Wide Web and send Electronic mail, let alone a dedicated broadband connection. Tim Berners-Lee launched the World Wide Web in a bid to better share information in 1989; but it wasn’t widely known until about 1994. In 1996, Hotmail was introduced; Wikipedia in 2001, Facebook arrived in 2004 and today, every minute, 100 hours of video are uploaded on YouTube by individual users. In line with all this, our business model has adapted to suit the changing needs of our customers. We’ve invested heavily in our digital capability and now offer amongst other things: an integrated catalogue and the TRW Partfinder App.

We realised long ago that to protect the integrity of the IAM, our garages would need access to the same technical

Javier Rodrigo: Aftermarket Professional of the year 2016

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information available to the main dealers. We’ve long advocated training and in 2014 introduced Tech Corner, a free, online technical resource, to assist installers when fitting TRW parts and systems. Always one step ahead, we take pride in being first to market. For example, we were the first aftermarket supplier in Europe to introduce a range of heavy metal free friction, and the first to offer an innovative brake pad coating which reduces braking distances following a pad change.

We were the founding member of an extremely successful, multi partner customer loyalty scheme for garages, Automotive Diamonds; winner of the 2015 global loyalty programme awards. We work extremely closely with the VMs and our OE colleagues to ensure that each and every one of our aftermarket parts is injected with our complete OE knowledge, skill and experience. In 20 years, the number and variety of vehicles on the roads have meant that the depth and breadth of our product ranges have intensified to keep up.

In 2008 we opened a new, high tech central European warehousing facility in Überherrn, Germany, to improve efficiency and streamline our logistics.After adding shock absorbers to the portfolio, we introduced the ‘Corner Module’ concept to the wider European aftermarket in 2011. Describing our specialist area of braking, steering & suspension and reflecting our OE engineering pedigree. It’s still a unique service proposition, and supports our central philosophy of ‘safety where you need it most.’

It’s also simplified business logistics for our customers. Enabling them to deal with just one supplier builds stronger and more inclusive relationships over time; as shown to great effect in our relationship with ADI.

Exactly a year ago, we launched the ‘True Original’ multi-media marketing campaign to take our Corner Module messages to market. It’s been a resounding success; with the first two phases of the campaign achieving more than half a million views on youtube and reaching in excess of one million people.

Our OE credentials are vast, with over half of the world’s vehicles equipped from new with the brand’s products. We devised the True Originals ‘theme’ as we felt that over time, the acronym ‘OE’ had become distorted, generic and overused. This campaign strikes new life into the term ‘Original’ by featuring TRW employees to refocus on its true meaning. So far we’ve covered Brake Pads, Shock Absorbers and Linkage & Suspension.

I’ve always had the utmost confidence in our products, our quality and our ability to adapt to meet the changing requirements of a rapidly changing market. And thanks to our place within the wider ZF family, I’m confident that we will be able to give our trading partners even better support in the future.

Thank you once again for this award. Together, I’m certain that we will rise to the challenges faced and seize the opportunities offered to secure another 20 years of business success with ADI.

Javier Rodrigo

from left to right: Javier Rodrigo receiving his reward from Thomas Vollmar

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The scene for this year’s ADI Summ!t was Mechelen, a small city situated halfway between Brussels and Antwerp. The venue was Lamot Congress Center, an industrial edifice elegantly transformed into a modern meeting facility. It was the perfect setting for various business encounters amongst the 23 ADI Partners and their Contract Suppliers, including the plenary President’s Address and the Summit Dinner.

Matt Ridley, author of provocative books on evolu-tion, genetics and society, and elected member of the House of Lords, shared with the automotive audience his views on the evolution of prosperity, innovation and technology.

All Summit participants were offered a copy of “The Evolution of Everything”, Matt Ridley’s latest book.

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Amongst the Summit guests: Mr. Hartmut Röhl, President of Figiefa and Mrs. Sylvia Gotzen, Figiefa Secretary General

As usual the ADI Summit offered plenty of networking opportunities during more than 300 organized meetings between ADI Partners and Suppliers.

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Denmark has over the recent years been known as the country in the entire world with the most happy people! Now another happiness has hit the country; the entrance into ADI with the NEW Autodivision named AD Denmark. The owner of The Thansen Group in Denmark, Bent Jensen, did seek for AD Partnership together with his Strategic Advisor Jens Sørensen already back during the autumn of 2015.

20. April 2016 the entry papers were then signed at the AD 2016 Summit in Mechelen.

Denmark has a very interesting car park. The average age of the car park is presently around 9.2 years. The outlook does also foresee a growing car park up to hit approx. 2.5 mio. passenger cars by 2019. The EXTRA interesting part is the big variation of cars on the roads. Nearly all types and models are running.

AD Denmark has built a brand new Business Plan for the upcoming 4 years (a socalled 2+2 years package) in order to end up as a Top Automotive Supplier in Denmark, the first provider under the headline: Universal Distributor. The idea is “no limitations” towards the market, and the introduction of new ways in terms of flexible distribution methods and trading forms.

Jens Sørensen

Jens Sørensen introducing AD Denmark DENMARK

T h e T H G / A D D e n m a r k G r o u p

• Turnover +140 M €. (*)• Approx. +750 employees (+150 in the HQ)• Outlets: +80• Top Modern Logistics• Constant Growth Orientation

(*) New record expected for 2016.

Jens Sørensen - Strategic Advisor

The headquarters in Middelfart/Denmark cover approx. 29.000 sqm. Additionally the owner Bent Jensen has aquired 145.000 sqm of land next to the HQ.

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For more information on the ADI Partners, visit www.ad-europe.com

ROMANIA ÉIRE

UK

23 partners 35 countries

ADI Footprint

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With an approach identical to their B2B business model that made them the leader in the Romanian IAM a highly skilled team of AD Auto Total started supplying parts to hungarian professionals from two hubs, one in Budapest (1020 m²) and one

in Debrecen (400 m²).

Over 20.000 SKU’s are available on stock for immediate supply with hourly departures. Overnight replenishment of stocks from Bucharest enables supply of slow movers next morning. In the months to come AD Auto Total will support its hungarian customers with training and hotline services through a local branch of its well established and higly respected Tech Academy.

AD Auto Total rolling out its services in Hungary

AUTO TOTAL

Celebrating 30 years of ADI membership in 2016, AD Finland definitely can be counted amongst the “ancient” ADI partners.During its existence the AD Finland Group has been continuously striving to consolidate and extend its footprint

in the “Land of a thousand lakes”.

One of the Group’s major achievements is the logistics center based in Hyvinkää, about 60 km straight north of the capital. The warehouse, officially called “BG Varasto Oy” (BG Warehouse Ltd), owned by the Broman Group (biggest shareholder and member of AD Finland) was inaugurated in 2011 and has meanwhile undergone several expansions to keep pace with the group’s development. The last expansion was completed during February of this year.

The numbers of BG Warehouse are impressive and illustrate the importance of efficient logistics in a vast country such as Finland. BG Warehouse has 330 000 m³

(33 000 m²) of storage space, contains an impressive 38 000 pallet sku’s and has a “small picking” area with 38 000 m of picking shelves!It is directed by Mr. Petri Nietula and employs 70 FTE, serving all AD Finland Group members from 7am till 7pm off season and from 6am till 10pm in high season.Its turnover in 2016 is estimated at roughly 100 M Euro (72 M Euro in 2015).

With 36 professional AD wholesale outlets, 23 Motonet (*) retail shops and a total turnover of nearly 300 M Euro, AD Finland is definitely leading the Finnish automotive aftermarket.

For information on AD Finland: Antti Valtavaara at antti.valtavaara@ad-finland.comFor information on BG Warehouse: Petri Nietula at bgvarasto@bromangroup.fior visit www.ad-finland.com.

(*) Motonet Oy is a member of the AD Finland Group and 100 % owned by Broman Group.

AD Finland – Business must be done!

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With its unique systems competence in the areas of Engine Systems, Turbochargers included, Filtration, Electrics/Mechatronics, and Thermal management, MAHLE ranks among the top three automotive systems suppliers worldwide.In the Original Equipment industry, MAHLE provides technologically innovative solutions for automotive, commercial vehicle, machinery, and other industrial applications.Thanks to our strong “Engine Expert” image, the Aftermarket Business Unit serves the worldwide independent spare parts market with MAHLE products in Original Equipment quality. The MAHLE Group has a local presence in all major markets. In 2015, 75,000 employees at approximately 170 production locations will generate sales of around €11,0 billion.

The MAHLE FoundationCompany founders Hermann and Ernst Mahle believed it was extremely important to take on social responsibility and share achievements with others. For this reason—and to protect their company—they transferred ownership of the company to a foundation in the 1960s, which promotes various social and cultural projects and still holds almost all of the MAHLE shares.

Pole PositionThe capabilities of MAHLE are demonstrated not least by its results under extreme conditions. “Whoever steps on the winner’s podium, MAHLE always wins!” is what we often say even before the starting gun.But research and development for “perfection at the cutting edge” is not driven by sporting ambitions alone. Ultimately, it is often the innovative technologies developed today for motorsport that are used tomorrow in series production.

The MAHLE Foundation serves charitable causes—by promoting health care, youth development and welfare, schooling, general adult education and vocational training, as well as organic farming. MAHLE services the entire palette of motorsport.

Filderklinik in Stuttgart (Germany)

Driven by Performance

On January 1st 2016, Mahle joins the ADI contract suppliers portfolio.Please read more information on the company Mahle, their focus and their aftermarket offer.

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Our product portfolio contains 5 Product Groups (Engine Parts including Gaskets, Turbochargers, Filters, Thermostats and Workshops Equipment) with Premium spare parts offers and a comprehensive service package

OE quality, optimum availability, winning serviceMAHLE Aftermarket has over 110,000 products in its portfolio. During production, each and every one of these must measure up to the very same strict quality standards set by MAHLE for series production for the major automobile manufacturers.

MAHLE Service SolutionsOur commitment is to provide repair shops with integrated solutions. With MAHLE Service Solutions, they get innovative service units along with a comprehensive range of services.

MAHLE Aftermarket: the independent Aftermarket Business Unit is present in all the continents with a dedicated organization including 25 facilities and sales offices and around 1,700 employees.

MAHLE Aftermarket GmbHwww.mahle-aftermarket.cominfo@mahle-aftermarket.com

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