Auto Motivation - Issue 3

TOMORROW’S TRADE NEWS, TODAY! FROM UKPA Summer 2009

BIRTHDAY CELEBRATIONSWe celebrate our 10th anniversary– see page 15

P…P…P Pick up

CELEBRITY COMMENTThis issue’s comments by actor Ricky Tomlinson – see page 34 …AND LOTS MORE!

FLEET FACTORSWelcoming Fleet Factors to the UKPA!– find out more on page 18

inside:editor’s comment latest news holiday checklist supplier profilesa day in the life air conditioning feature + brain teasers!

MOTIVATION

our air conditioning special issue!

NEW UKPA MEMBER HAPPYBIRTHDAY TO US!

GETTING TO KNOW

YOU!

Get theDEFRAapproved air concertificate for 2010see page 10 for details

CELEBRITY COMMME

TTT

Folds in money.

Money in folds.

Extended service intervals mean that many UK vehicles require servicing less

than once a year, reducing filter change opportunities and hence your revenue.

So, it makes economic sense to ensure that cabin and fuel fi lters in particular, are changed

appropriately while vehicles are accessible.

MANN-FILTER is vital for the protection of engine components, the vehicle occupants

and to enhance performance and economy during the entire service interval.

The additional benefi ts of OE matching quality, outstanding availability and service make

MANN-FILTER a very profi table preference… money in folds!

www.mann-fi lter.com

FOR MORE DETAILS CONTACT UKPACALL: 0870 242 4278

TOMORROW’S TRADE NEWS, TODAY! FROM UKPAMOTIVATION

3General enquiries call 0870 242 4278 log on www.automotivation.info or email [email protected] Summer 2009

Welcome to the third edition

of Automotivation magazine.

With summer holidays just around the corner,

we take a look at a car’s air conditioning

system, and the opportunities it can offer any

independent workshop today.

In the past many garage owners stayed clear

of air conditioning, and called in a man in a

van. So why should workshops simply give

money away? The latest diagnostic machines

are extremely easy to use, are cheap to buy,

and deliver good returns. But it is essential

to have the right training to get the most out

that equipment, and we take a look at that too.

And holidays mean using the car, and we

look at checks any garage should be doing

before customers take their cars on holiday.

By offering this check you can ensure your

customers get their summer breaks off

to a good start, rather than sitting on the

motorway hard shoulder should something

go wrong.

This jam-packed issue also profiles recently-

joined UKPA member Fleet Factors and pays

a visit to Alliance Autocentre TSG.

Enjoy the magazine, UKPA

Unit 4, Rabone Park, Rabone Lane, Smethwick, West Midlands B66 2NNTel: 0121 565 6100 Fax: 0121 565 6101Email: [email protected] Website: www.ukpa.net

TOMORROW’S TRADE NEWS, TODAY! FROM UKPA Summer 2009

BIRTHDAY CELEBRATIONSWe celebrate our 10th year anniversary– see page 15

P…P…P Pick up

CELEBRITY COMMENTThis issues comments by actor Ricky Tomlinson– see page 34 …AND LOTS MORE!

FLEET FACTORSWe welcome Fleet Factors to the UKPA!– fi nd out more on page 18

inside:editor’s comment latest news holiday checklist supplier profi lesa day in the life air conditioning feature + brain teasers!

MOTIVATION

our air conditioning special issue!

NEW UKPA MEMBER HAPPYBIRTHDAY TO US!

GETTINGTO KNOW

YOU!

GetDEFRAapproved air concertifi cate for2010see page 10 for details

The latest news to affect our industry

NEWS PAGES 04

The impending legislation on aircon handling makes training all the more important

AIR CON TRAINING 10

Details of the popular SUPERCOOL products and the appropriate training available

SUPERCOOL 12

Air conditioning servicing – an all year round opportunity for garages

THE CHILL FACTOR 08

Advice from industry experts Texa and Bosch in picking the right air con equipment

P…P…PICK UP AIR CON 14

The UKPA celebrate a combined service of 300 years to the aftermarket!

HAPPY BIRTHDAY TO US! 15

Autodata discuss the effects of the incompetent DIY’er on the industry

THE DANGERS OF DIY 18

In this issue actor Ricky Tomlinson talks about the people behind the workshop counter

CELEBRITY CHAT 16

A day in the life of parts advisor Pino D’Angeli

A DAY IN THE LIFE 20

The latest factor group to join the UKPA

FLEET FACTORS PROFILE 22

The top 10 reasons for breakdown call-outs

BREAKDOWN STATISTICS 26

Mill Autoquip’s successful ‘Survive & Thrive’ day

SURVIVE & THRIVE 32

Beat the holiday blues with our comprehensive checklist for a summer service

HOLIDAY CHECKLIST 34

This issue’s catch up with sprinter Jamie Baulch

FINISHING LINE 37

©2009 UK Parts Alliance All material published in Automotivation is copyright and unauthorised reproduction is forbidden. Automotivation is published on a controlled circulation basis. Whilst due care is taken to ensure the content of Automotivation is accurate, the publishers and printers cannot accept liability for errors or omissions.

WELCOME

The boring legal stuff …

Inside this issue …

Profile of Alliance Autocentre’s TSG garage

TSG PROFILE 30

Grab yourself a cuppa and try this issue’s challenging motor quiz!

TEA BREAK 36

There’s a revolution going on – Delphi talk about advances in vehicle electronics

VEHICLE ELECTRONICS 06

With rising motorbike sales, you can trust the members of the UKPA to find the part you need

GET ON YER BIKE! 17

The popular Cholmondley Pageant of Power is back for a second time in July this year

GREAT DAYS OUT 24

The cabin filter can offer a great income stream for garages

A BREATH OF FRESH AIR 28

Yet more industry news…

NEWS PAGES 33


Summer 2009 General enquiries call 0870 242 4278 log on www.automotivation.info or email [email protected]

NEWS PAGES

Protecting a technician’s hands with

a cost-effective defence that meets

HSE guidelines.

A technician’s hands are some of the most

valuable tools in the workshop, because without

them almost no task can be performed.

So it’s important that any technician looks

after his or her hands, no matter how small

or minor the task they’re doing. Walk into any

workshop these days and you’ll find technicians

wearing gloves as a matter of course – there’s

nothing ‘poncey’ about looking after your

hands, after all.

Alba offers a range of gloves from Microflex

– these are the USA’s top-selling gloves and

are available in latex and non-latex types. The

non-latex gloves, sold under the ‘Midknight’

name, are the first black gloves on the market.

According to the Health & Safety Executive

(HSE) “Choose non-latex gloves unless there

are no alternatives that give the protection

needed. If you must use latex, choose

low-protein, powder-free gloves”

The Midknight non-latex gloves are joined by

the Diamond Grip offering, which features

powder-free, low-latex material – according

to Alba, Diamond Grip’s 30mcg/g contrasts

greatly with rival products that contain as

much as 400mcg/g.

Midknight and Diamond Grip gloves, which

come in boxes of 100, feature three tear

zones and beaded cuffs (where they’ve proved

to be 50 percent stronger than their rivals)

and are ambidextrous. Tensile strength is said

to be 33 percent higher than other gloves on

the market.

“Motor vehicle repair is listed as one of the high

risk occupations for work-related skin problems

by the (HSE) Gloves are therefore vital,”

says Alba marketing director Elizabeth Reid.

http://www.hse.gov.uk/latex/law.htm

Like it or not, workshops need more engine

oils than they did just a few years ago – car

makers are insisting on oils meeting their

own specifications – and in turn that sees

oil becoming a part number, rather than

just a lubricant. That can create stocking

headaches for workshops, but help is

at hand.

Comma’s oil dispensing stand incorporates

three 20-litre oil packs. It’s a quick-assembly

unit that features staggered shelving to

stop oil drips onto products below, as well

as a built-in drip tray, and offers rugged,

stable construction.

Stands can be bolted together to maximize

workshop floorspace and Comma says

20-litre packs are exempt from barrel-

related storage regulations. The application

guide can be attached to the shelves.

“The inescapable reality is that workshops

now need day-to-day access to a full range

of engine-specific oils which conform

to vehicle manufacturers’ demanding

requirements, especially if they aim to

take full advantage of EU Block Exemption

opportunities,” says Comma marketing and

sales director, Mike Bewsey. “By using our

new 20-litre stand, they give themselves

a great profit opportunity to sell more of

the right oils for their customers’ vehicles

by stocking a wider range of grades

in easily managed, ‘smaller than

barrel’ quantities.

Barrel of laughs!

…like a glove

Alba is selling a third product line –

Supreno powder-free synthetic gloves,

which provide strength and protection

with long-lasting grip. They come in five

sizes, are ambidextrous design and

have externally textured facings.

SPECIAL OFFER

£5.99 Plus VAT

20lt Selection

5w30

Semi Synthetic

5w30 longlife

Fully Synthetic

5w40

Fully Synthetic

5w40 PD

Fully Synthetic

10w40

Semi Synthetic

15w40 Mineral

Petrol or Deisel

Buy a selection of 4 x 20lt Comma oils and get a

FREEstand c/w taps and drip tray

Comma’s performance motor oils fulfil this demand, meeting the latest requirements of: Peugeot, Citroën, Audi, Volkswagon, Seat, Skoda, BMW, Mercedes-Benz, Ford & Vauxhall.

We stand behind every single product in the Application Guide with a fi rst class written performance guarantee.

Our Application Guide also helps you select the correctcoolant, gear oil, brake fluid, grease and hydraulic fluidfor vehicles dating back more than 30 years.

Over 60% of vehicles listed in the Comma Workshop Application Guide now need to be servicedwith a manufacturer specific oil.




VEHICLE ELECTRONICS WITH DELPHI

The integration of electronics into

today’s vehicles continues to escalate

with most industry analysts predicting

content levels will represent up to

40% of the cost of an average car by

2010 with traditional mechanical parts

being replaced by electronic controllers,

sensors, actuators and electric motors.

Two of the key drivers that have

contributed to this vehicle electronics

explosion within our cars are

environmental considerations (European

Emissions Regulations) and fuel economy.

Delphi is an OE manufacturer of Engine

Management System (EMS) components

with one of

the widest

product

portfolios in

the market,

including

lambda

sensors,

EGR valves,

ignition

coils and

sensors,

idle air

control

valves,

throttle

body with throttle position sensors, air

and water temperature sensors, manifold

pressure sensors, fuel pumps and injectors.

Delphi is helping its aftermarket customers

take advantage of the opportunities presented

by this vehicle electronics revolution, with a

full range of OE engine and fuel management

parts available now for the aftermarket.

To support this, Delphi recently launched

an updated EMS catalogue to meet rising

demand for its OE-quality replacement EMS

components. The new catalogue features

over 600 part numbers, including 319 new

to range, providing extensive coverage of

the European vehicle parc. The catalogue

includes sixteen product lines covering

all the functions of engine management

(Emission and Ignition), Lambda Sensors and

Fuel Management.

Delphi Service Solutions

In addition to the changes in parts, the

increasing complexity of today’s vehicles

means that the ability to service these

vehicles now involves more than just the

ability to change the part.

Vehicle system knowledge and understanding

of the diagnostic process are absolutely

essential in making an accurate and profitable

repair. Delphi offers complete service

solutions for the customer to embrace the

opportunity and requirements of Vehicles

Electronics as a professional.

The Delphi DS range of diagnostic tools

is built on the company’s OE expertise and

in-depth understanding of vehicle service

requirements. This comprehensive range of

tools is used to efficiently identify and resolve

problems with vehicle systems and includes

essential functionality such as read and erase

of fault codes, live data reading, component

activation, settings adjustments and ECU

recoding. In addition, the DS range provides

customers with access to a comprehensive

database of technical vehicle data. The

diagnostic database enables the tools to be

used on more than 27,000 vehicle systems

from 45 different car manufacturers.

Delphi feels it is important for an aftermarket

garage to select a diagnostics solution which

will integrate perfectly with their business and

give them the exact level of capability they

require. They have worked closely with their

customers in the design of their diagnostic

tools to offer not only stand alone solutions

but also software solutions for garages that

already have their own PC and require an

all-makes diagnostic tool, without the additional

expense of another PC. These software

packages include a vehicle communication

wit

the

por

the

i

s

EEGR

c

s

Vehicle Electronics

i l ti f th t t b th

there’s a

revolution

going on!



interface (VCI) which is connected to the

car, an auto-install CD-ROM and a Bluetooth®

dongle meaning that its extensive diagnostic

capability can be accessed through the user’s

existing workshop PC. Users have access to a

complete Delphi serial diagnostic database.

Industry Firsts: Delphi EGR Valves

One of the most important product lines in the

Delphi EMS range is EGR Valves. Delphi was

the first to develop the electrical EGR valve in

the 1990’s and today over 80% of GM cars

are fitted with Delphi Electrical EGR valves.

Exhaust Gas Recirculation (EGR) is a

process that lowers combustion chamber

temperatures for the purpose of reducing

NOx (oxides of nitrogen) emissions. The

process involves diluting the air/fuel charge

with small amounts of exhaust gas. Since

exhaust gas contains very little oxygen,

it does not support combustion. Consequently,

a diluted mixture burns more slowly, resulting

in a nearly 150°C reduction in the combustion

chamber temperature.

The EGR valve controls the flow of combustion

gases from the exhaust system to the intake

manifold. On some vehicles, the EGR valve is

activated by engine vacuum, while on others,

the valve is a sealed electromechanical

device operated directly by the ECM (Engine

Control Module).

Because NOx emissions normally increase

during acceleration and part-throttle cruise,

the EGR valve is designed to open under these

conditions. However, to ensure that the flow

of exhaust gas is sufficient to reduce NOx

without affecting driveability, most vehicles use

a control system to manage valve operation.

Vacuum-Operated or Back

Pressure EGR Valves

• Single Diaphragm

• Single Diaphragm

with Remote

Backpressure Transducer

• Positive Back pressure

• Negative Back pressure

Electro-Mechanical or

Electric EGR Valves

• Linear

• Digital

• Stepper Motor

EGR Failure Symptoms

The EGR valve allows a small amount

of exhaust gas to dilute the air/fuel

charge. Under normal conditions, EGR

flow will have no adverse effect on engine

performance. However, if the volume of

gas flow is incorrect, a wide range of

symptoms can occur including:

Insufficient EGR Flow

• Spark knock / “Pinking”

• High NOx emissions

• Illuminated MIL

• Internal engine damage

Excessive EGR Flow

• Non-start • Stalling • Rough idle

• High HC emissions

• Off-idle hesitation • Surge

• Illuminated MIL

Diagnostic Troubleshooting

Considering the differences in EGR valves

and the diversity in control systems, it is

always best to follow the troubleshooting

procedures outlined in

the appropriate service

manual. However, if

you are diagnosing

a “non-code” problem

associated with EGR

flow, and there is

no other diagnostic

information available,

check for the following

conditions before

replacing the EGR valve.

Insufficient EGR Flow

• Weak vacuum signal

• Improper vacuum line routing

• Clogged EGR passages

• Defective remote back pressure

transducer

• Faulty wiring

Excessive EGR Flow

• Improper vacuum line routing

• Faulty wiring

• Carbon build-up between pintle and seat

Diagnostic Tips

To help isolate the cause of an EGR-related

problem with the valve, passages,

or control system, follow the

recommended procedures below:

• Test conditions: Warm engine,

closed throttle, park or neutral

(parking-brake applied)

• Procedure: Apply 10" of vacuum

directly to the EGR valve with a hand

vacuum pump for a back pressure EGR

Valve or command the valve to open using

a bi-directional scan tool for an electrical

EGR Valve.

• Normal result: The engine will idle

rough or stall.

• Abnormal result: There is little

or no change in engine idle quality.

If normal results were obtained, the

EGR-related problem is being caused

by a malfunctioning control system

(vacuum-operated valves only).

For electro-mechanical valves, a normal

result indicates that the EGR-related

concern is intermittent. Check for stored

fault codes with diagnostic equipment.

If there is no change in idle quality, then

either the EGR valve is inoperative or the

EGR passages are completely restricted.

A slight change in idle quality is indicative

of partially clogged passages.

Comprehensive Technical Notes

on EGR Valves are available from

Delphi on request.

EGR Valves Fault Diagnosis

VEHICLE ELECTRONICS WITH DELPHI



In the past two decades air-conditioning

has gone from a luxury high-cost option

to a must-have for all modern motorists.

Once fitted only in luxury saloons,

technology has managed to shrink the

size of an air conditioning system so it can

be fitted in pint-sized, sub-1000cc cars.

Air conditioning’s automotive rise was during

the 1950s, when American car makers tried

to face each other down with convenience

and comfort fittings. American businessmen

didn’t want to be getting hot and sweaty as

they drove from Los Angeles to Las Vegas,

or around New York, and car makers like

Cadillac rose to the challenge. But they in

turn were developing a product first seen

some time before – American top peoples’

car maker Packard fitted an air conditioning

unit in 1939.

Today almost every new car comes with air

conditioning, and that in turn means there

are plenty of earning opportunities from

this segment. Both air conditioning and

climate control require regular checks and

re-gassing, and sometimes repairs.

From July 2010 all automotive technicians

who work on air conditioning systems must

have a refrigerant gas handling qualification

approved by DEFRA.

In the UK it’s true most drivers understand

the benefit of air conditioning – in the

summer. But many fail to realize it’s equally

useful in the winter, keeping windows clear

with its de-misting properties.

Richard Barnett



But like many parts of a car, air conditioning

needs regular servicing – re-gassing is

required at certain intervals to maintain

an air conditioning system’s properties,

but pumps and condensers can fail over

time, and will require replacing. Some figures

suggest more than 10 million vehicles fitted

with air conditioning will need servicing this

year, which means further revenue-generating

potential for any switched-on workshop.

Although most motorists will think about

having their car’s air conditioning checked

and possibly repaired during the spring and

summer, there are all-year-round earning

opportunities from air conditioning. And as

service intervals are further extended and

components become increasingly reliable,

workshops need to look at other parts of

a car to find a way of making more money.

Fortunately, with plenty of air conditioning

diagnostic equipment available, workshops

are being offered a first-rate revenue

stream. In the past it was a case of calling

a mobile technician to re-gas and repair an air

conditioning system, but the latest equipment

is extremely easy to use and requires very

little input from a technician. With re-gassing

it’s usually a case of ‘plug and play’, allowing

the technician to get on with other jobs.

“As we move into warmer weather it makes

sense that drivers start to think about the

performance of their vehicle’s air-conditioning

system and as such, this does result in the

creation of some seasonal work for garages.

A lot of garages use this as an opportunity to

promote their services to the public at a time

when they are most receptive or engaged

with the idea of getting their air-conditioning

serviced,” says Bosch training manager

Grant Taylor-Smith.

Taylor-Smith also says air conditioning

offers a first-rate revenue stream – as long

as workshops have the correct diagnostic

equipment: “The majority of new cars these

days are fitted with air-conditioning systems

and this means that air-conditioning servicing

and repair work can potentially be big

business for garages that choose to offer this

service,” he says. “As always, it’s important

that garages have the right diagnostic

equipment in order to carry out this work but

this also needs to be accompanied with the

technical capability; therefore attendance on

an air-conditioning specific training course

is required.”

There’s no denying the importance of air

conditioning as an income stream generator,

and one that can bring in extra revenue all-year

round. However, it’s important that workshop

staff talk to motorists, and explaining the role

of using a car’s air conditioning throughout

the year. Guiding drivers through that will

not only benefit them, it will also mean fewer

customer queries when they’re presented

with the car’s service bill.

AIR CONDITIONING THE CHILL FACTOR

“…there are all-year-round earning opportunities from air conditioning.”

“There’s no denying the importance of air conditioning as an income stream…”

Helping your car keep extremely cool this summer

Help is at hand with Bosch’s diagnostic equipment



AIR CONDITIONING TRAINING

Air conditioning offers a superb all-year

round earner for workshops, but drivers’

attention always turns to it during

the summer.

Any aircon work requires some form of

diagnostic equipment, but that equipment can

only perform to the standard of a technician’s

competence, and that in turn means training

can be highly benefi cial. Air conditioning

diagnostic suppliers usually offer training,

and taking training can pay dividends when

it comes to a workshop’s bottom line.

However, training’s not just about getting to

grips with the latest diagnostic equipment

– it’s also about health and safety, as Bosch

training manager Grant Taylor-Smith explains:

“The majority of new cars these days are

fi tted with air conditioning systems, and this

means that air conditioning servicing and

repair work can potentially be big business

for garages that choose to offer this service,”

he says. “However, any work carried out on

automotive air conditioning units has to meet

the stringent standards specifi ed by EU law.”

Kevin Kelly, Delphi businessline manager for

service operations, says there has been

a rapid take-up in air conditioning courses in

the last two months, with 200 technicians

receiving training. “The number of cars

fi tted with air conditioning that are falling

out of the main dealer network is increasing,

but we’ve also had a good spring and there’s

the impending legislation, which comes

in next year,” he says.

The changes to handling laws mean that

from next year only appropriately-trained

technicians, that is, those who have been

on an ATA course, will be able to handle air

conditioning gases. “But that compliance is

like the laws covering waste oil: the profi t

is clear, and it shouldn’t mean a return

to workshops using the man in a van,”

Kelly says.

But as Bosch’s Taylor-Smith explains, having

the equipment is one thing, but being able to

operate it effi ciently and within the dictates of

green-driven legislation makes training more

of a ‘must-have’ than a ‘nice-to-have.’ He

says: “As always, it’s important that garages

have the right diagnostic equipment in order

to carry out this work but this also needs to

be accompanied with the technical capability;

therefore attendance on an air conditioning

specifi c training course is required.

“Air conditioning training courses are available

through Bosch and are currently being

updated to meet the latest in EU standards,

and we have also recently launched our latest

technology in air conditioning diagnostic

machines the ACS 600 and ACS 650. Both

of these offerings ensure we are providing

garages with the right tools and knowledge to

break into this potentially lucrative market.”

Kevin Kelly points out that while legislation

changes will have forced many workshop

owners’ hands when it comes to training, the

march of technology also means a training

course is a wise investment. “The biggest

change is with compressors, which are more

effi cient than their predecessors. It’s useful

for those businesses that want to keep ahead

of the competition: air conditioning systems

need proper maintenance – after all, if a

car’s engine is losing oil you don’t merely keep

topping it up,” Kelly says. “We’re working

well with our factor partners to deliver the

message to workshops.”

Getting up to scratchwith air conditioning

• Air conditioning isn’t a ‘fi t and forget’ option

• There’s more to it than re-gassing

• Impending legislation means training becomes more important

• Opportunity to take on (and beat) "Fast-Fits"

IN BRIEF:

Get theDEFRA

approved air concertifi cate for 2010Call the UKPA on0870 242 4278for advice

Tomorrow’s technology today.

DENSO: Working to achieve world-class environmental effi ciency.


Improved ignition; 5% fuel saving; less noise

Increased power output under all driving conditions

Increased acceleration performance

All delivered by the world’s smallest diameter

centre electrode – only 0.4mm

!



The nine UK Parts Alliance members

make up one of the largest providers

of air-conditioning products to the

UK independent garage trade: With a

comprehensive package of OE-quality

replacement parts, refrigerant handling

equipment, specialist tools, consumable

service product, refrigerant gas, training

solutions, not to mention experience, the

UKPA has got the lot!

As the main importer and distributor in

the UK of the highly-regarded SUPERCOOL

chemical and consumable product range,

UKPA members are able to provide their

customers with world-leading products direct

from the manufacturer in the USA. These

are products that not only benefi t the vehicle

system’s life and effi ciency, but also provide

a major profi t opportunity to the workshop.

In late March a series of free product

appreciation and training sessions were

organised for sales staff and customer

technicians at the Allparts training and

conference centre in Hayes, Middlesex;

the CES UK Automotive Training Centre in

Chester; and at the headquarters of Dingbro

in Aberdeen.

Phil Eggen, the vice president of SUPERCOOL,

travelled from his Florida base to deliver a

series of sessions of service product training

in conjunction with members of the Delphi,

Allparts and CES technical training teams.

The sessions were designed to provide

additional knowledge on this product sector

and contained a mixed audience of sales

staff from Allparts, Camberley Auto Factors,

SC Motor Factors, CES and Dingbro, as well

as their customers.

CES (UK) Ltd ran their fi rst aircon evening

at their Automotive Training Centre, based at

their head offi ce. This event took a similar

format to the Allparts version, with Phil

Eggen and SUPERCOOL taking centre stage.

After such a successful evening, the format

was modifi ed to include the “complete aircon

package” and rolled out to two key regional

Keeping SUPERCOOLthis summer

UKPA

“Our aim is to provide full support to our customers with air conditioning service and repair”

AIR CONDITIONING WITH SUPERCOOL



• Allparts Technical Centre

01494 470018

www.allpartsatc.co.uk

• CAFTEC (Camberley Auto Factors)

01252 518536

• Central Auto Supplies

01933 226688

• CES (UK) Ltd

Technical Sales 01244 391551

DEFRA approved ATA

assessments 01244 391466

• Dingbro Ltd

01224 682000

• Fleet Factors

01642 770660

• GMF Motor Factors Ltd

0845 362 3222

• Mill Autoquip

01726 73063

• SC Motor Factors

020 8308 8164

sites CES promoting their component and

equipment range as well as their DEFRA

approved assessments. “Our aim is to

provide full support to our customers with air

conditioning service and repair”, stated Steve

McCann, CES Trading Director. “Some of our

customers already offer aircon servicing and

we are actively encouraging other customers

to join this profi table revenue stream and

get ahead of the competition with DEFRA

approved training for 2010 onwards,”

confi rmed Steve.

Laurie Derx, Allparts Customer Service

Manager said: “Air conditioning service is

a relatively new and rapidly growing area of

business for independent workshops, and is

far more than just ‘re-gassing the system’:

we feel it is important that we provide both

our own customer service staff as well as our

customers’ technicians with the knowledge

they need to develop this profi table new area

of their business.”

The product appreciation training covered the

exciting range of SUPERCOOL consumable

and air-con repair products, and linked them

into the broader aspect of the ‘Aircon Service’

as a whole.

“We found that attending this training

seminar opened our eyes to the bigger

picture of providing a complete package

of air conditioning service,” said Shane

Ferguson, manager of High Wycombe’s

Coles and Blackwell. “Our technicians have

all received professional air-con training but

we had not anticipated the benefi t of using

SUPERCOOL products both for preventative

maintenance and to speed the process of

the job. We pride ourselves on giving our

customers the very best of service and these

products will defi nitely support that, as well

as bringing our business additional effi ciency

and thus profi t.”

The seminars also covered technical training

for air-con technicians and the forthcoming

DEFRA refrigerant handling accreditation.

By July 2010 all automotive technicians who

work on air conditioning systems must have

achieved, as a minimum requirement, a

refrigerant gas handling qualifi cation approved

by DEFRA. UKPA members have organised

Delphi-backed facilities to train and assess

technicians, resulting in a DEFRA approved ATA.

CES (UK) Ltd are able to run these DEFRA

approved assessments at their own training

centre, and demand so far has been very

high. This centre was opened by rallying

ace Paddy Hopkirk, and after much acclaim

has now been extended to include a new

training suite. Log onto www.cesuk.com for

more details.

For more information about the SUPERCOOL

product range, air conditioning service and

diagnostic training or how to take advantage

of ATA Refrigerant Gas Handling accreditation,

please see the distributor contact list below

or call the UKPA contact line on 0870 242

4278 and ask to be connected to your local

distributor member

“Air conditioning service is a relatively new and rapidly growing area of business…”

Allparts training and conference centre in Hayes, Middlesex

AIR CONDITIONING WITH SUPERCOOL

A training session in progress at the CES training centre



AIR CONDITIONING WITH TEXA/BOSCH

While plenty of workshops have woken up

to the value of offering air conditioning

service and repairs, others might still be

considering taking the plunge. But whether

they’re buying equipment for the fi rst time

or updating what they’ve already got,

it can be diffi cult to make a choice.

Recently, temptingly low-priced equipment

has made some inroads into workshops, but

many industry pundits are suggesting such

purchases are a case of ‘buy in haste, repent

at leisure.’ With little technical and spares

support these cheap products can create

a lot of hassle, with workshops missing out

on work as machines lie idle, unable to be

repaired because of a lack of spares.

Well-established diagnostics suppliers such

as Bosch and Texa offer high-quality

equipment that’s properly supported, which

in turn gives workshops confi dence to offer

an air conditioning service.

“From a workshop perspective there is now

a new opportunity to equip themselves with

the right equipment to perform the regular

maintenance of these systems, and to be

able to recover and recharge the refrigerant

from these systems where they need to

be dismantled during other maintenance

operations,” Texa says.

The Texa air conditioning diagnostics range

makes any job simpler and reduces time

taken, while also recovering, storing and

recharging refrigerant when needed. Just

six steps are needed to service a car’s air

conditioning system once it’s connected up

(see box on the right).

“With the range of KONFORT machines from

Texa, the whole procedure has been simplifi ed

by the use of simple step-by-step instructions,

and the inclusion of a comprehensive vehicle

database,” the company says.

Bosch has introduced its new ACS600/650

service unit. Both units are fully automatic

and don’t require manual shut-off valves.

“Once the unit is connected to the vehicle’s

air conditioning unit, every step of the service

is fully automated from start to fi nish,

including refrigerant extraction and recycling,

used oil drainage, evacuation and leak

testing, fresh oil and UV additive injection,

as well as precise refrigerant recharging.

A detailed vehicle database is integrated into

the units for accurate vehicle identifi cation,”

Bosch says.

P…P…P Pick upan air conditioning system!

SIX STEPS 1 The equipment is connected

to the car’s air conditioning

system

2 The technician selects the

correct volume of refrigerant

3 The equipment removes any

moisture from the system

4 Lubricating oil and UV tracer

is added to the system

5 Refrigerant is added

6 The technician runs the air

conditioning system to ensure

it is working correctly



CONGRATULATIONS UKPA BIRTHDAY

HAPPY BIRTHDAY TO US!The UK Parts Alliance celebrates

10 years as a business group whose

members together have delivered nigh

on 300 years service to the automotive

aftermarket.

The group was formed back in 1999

under the leadership of Steve Fulford,

then Managing Director of Allparts

Automotive. Steve has managed the UK

Parts Alliance in partnership with 9 of

Britain’s leading automotive distributors:

Dingbro in Scotland, Fleet Factors in

the North of England, CES (UK) in the

North West, Central Auto Supplies in

the Midlands, GMF in South Wales and

Gloucestershire, Allparts and Camberley

Auto Factors in South, SC Motor Factors in

the South East and Mill Auto Supplies in the

South West.

Together this impressive group operate

to their mission of “Local service,

national strength.” This is refl ected in

their statistics: £300m annual sales,

135 locations, 5,000 employees, 1,500

delivery vehicles, over £75m stock. As a

group that is managed on a daily basis

by the owners of each business, their

commitment to the service and support of

their customers is impossible to surpass.

Over these 10 years, the UK Parts Alliance

has built many customer support services

around the distribution of car parts,

consumables, tools and equipment. They

have created a unique electronic cataloguing

system that is continually updated, run

their fl eets with the latest innovations in

logistical support and hold technical events

to support their customer’s

knowledge of technological

developments in their ever

expanding parts portfolio. They also run

many ATA accredited training courses. All

of which supports the business development

of their workshop customers.

Today’s busy workshop needs access to

these services but there are also many

other areas of their business that the UK

Parts Alliance is uniquely positioned to

help: Health & Safety, legal services, good

business practice, access to technical

information, marketing and general

business services.

The partnership between distributor and

the workshop has become increasingly

important when faced with the challenges

of the credit crisis, block exemption,

green technology and the recently

introduced car scrappage scheme.

The UK Parts Alliance have fought hard

on behalf of their workshops to produce

initiatives that maximise service and

repair opportunities and secure access

to technical and support knowledge,

by working hand in hand with their

premium brand supplier partners.

The group is also proud to congratulate

its individual members who have

some very signifi cant anniversaries

in 2009. These key players in our industry

have shown resilience through all types

of economic trend, proving the strength

and success of their own businesses and

demonstrating continuous support for their

customers throughout almost 300 years

of combined service to the automotive

aftermarket.

The UKPA celebrate their 10th year

Central Auto Supplies

42 years service

Mill AutoQuip

38 years service

Dingbro36 years service

Allparts Automotive

35 years service

CES UK Limited

25 years service

SC Motor Factors

25 years service

Fleet Factors

24 years service

GMF Motor Factors

20 years service

Camberley

Auto Factors

45 years service



CELEBRITY CHAT WITH RICKY TOMLINSON

I reckon they try ironing out the personalities

of the service receptionists at a main

dealer – there’s no opportunity for a laugh,

a joke, or a bit of banter: you’re just another

faceless character handing over their bit of

plastic to pay for an overpriced few tasks

carried out on your motor.

Now, on the other hand, an independent

garage’s manager and technicians aren’t

as likely to be like that. Of course there

are a few miserable buggers about, but on

the whole they’re a decent bunch of hard-

working blokes doing their bit to keep a

motorist’s bills down, and make a living at

the same time.

And when it seems every member of the

House of Commons has their nose in the

trough, it’s reassuring to see there are

people out there trying to look after their

customers. For people like Harry it’s not just

about working on a customer’s car: there’s

all the environmental and employment laws

to cope with, not to mention the evil spectre

of Health and Safety legislation too.

It’s a tough task, and sometimes you’ve got

to wonder why garage owners put up with

it. But the strength of character that keeps

a workshop owner going is also the strength

behind the decent bloke drivers talk to every

time they drop their car off.

When you’re facing the

public – either on stage or

from behind the counter at

a garage – people remember

someone with a bit of character.

I see plenty of real characters, as well

as ‘characters’ (if you get my drift) as

I travel up and down the country.

In my last piece I talked about how an

independent garage (like Royle Motors,

which I own with business partner Harry

Walsh) can be every bit as good as a main

dealer, but cheaper too. And, on top of that,

customers are far more likely to be dealing

with a real person at an independent.

Getting to know you!

Ricky Tomlinson talks exclusively to Automotivation about the real people

behind the workshop counter



Rising fuel costs and a pretty ropey public

transport system in many areas makes

owning a motorcycle or scooter a pretty

tempting proposition. Cheap to buy,

cheap to run and extremely reliable, two-

wheeler sales have continued to rise over

the past few years.

And that expanding two-wheeler parc

means there’s a greater demand for service

components: two major suppliers to UKPA are

NGK and Yuasa, who both offer an extensive

range of motorcycle-only replacement parts.

So it’s worth looking at, and seriously

considering, ‘bikes as an extra revenue

stream. Through UKPA members you’ll be

able to source OE-specifi cation service parts

quickly and at competitive prices. And with

that ever-expanding motorcycle parc, profi t

potential is defi nitely there!

Motorcycle spark plugs are different from

those used in cars – they have to suit a

wide range of engine types, ranging from

traditional two-stroke single cylinders up to

multi-cylindered high-powered screamers,

which use plugs that owe more to Formula

One technology than that in current cars.

“The NGK motorcycle spark plug offering

covers a whole range of technology, including

the latest high-powered, low emission engines,

which require a double electrode plug,” says

NGK technical services manager Tim Howes.

“Other engines, including some Hondas

and Moto Guzzis, use a twin-spark set-up,

where there are two plugs per cylinder, but

of different sizes.”

Other engines use two plugs of different

heat ranges per cylinder – one combination

is a double platinum plug and a standard

nickel type, the double platinum plug having

a longer life (and usually being more diffi cult

to get to).

More motorcycle plugs are being offered as

‘bike engines are becoming, like cars, more

plug-specifi c. “Until recently one plug might

have fi tted 150 different engine types, but

now we’re seeing on the Yamaha R1 for

example, a spark plug specifi c to that bike’s

engine,” Tim Howes says.

Meanwhile Yuasa’s range of motorcycle

batteries offers extensive coverage, from

scooters up to high-speed superbikes. Various

battery types are available – Maintenance

Free High Performance; Maintenance Free

VRLA; YuMicron CX; and, YUMicron.

Maintenance Free batteries have the features

of a standard maintenance free unit, but

with up to 30 percent more cranking amps.

Maintenance Free VRLA types feature a spill-

proof design and a longer life – up to three

times longer than conventional batteries.

YuMicron CX is the fi rst motorcycle battery

to use lead-calcium technology and has

a high cranking power for bigger engines,

while YuMicron offers up to 30 percent more

power than conventional batteries, as well

as vibration resistance.

MOTORBIKES WE’VE GOT IT COVERED

There’s an Extensive range of motorcycle parts available through the UKPA

Get on yer bike…we’ve got it covered



THE DANGERS OF DIY FROM AUTODATA

• DIY’ers still out there

• Can bring you plenty of trouble!

• Rectifying their efforts can be interesting and challenging…

Clowning aroundthe dangers of the DIYer!

It’s a fact of life that there are many car

owners whose confi dence far outstrips

their skills. Even without a workshop

manual they feel they can tackle most

jobs on their car because a mate down

the pub told them it was easy – but the

results can be far from satisfactory,

and while sometimes they might just

end up causing a car to run roughly,

in some instances that DIYing can be

downright dangerous.

And in many instances it’s down to the

workshop to put that car right. But it’s not

just rectifying fair wear-and-tear that occurs

between services, it’s putting right the bodges

the incompetent DIYer has caused.

Tony Swiatek, managing director of

Autodata, says while some car owners go

the DIY route with the best intentions, it’s

not always a good idea to do so. “While

Autodata understands many enthusiasts

in the UK enjoy repairing and maintaining

their vehicles, we would always encourage

individuals to take their vehicle to a trusted

workshop in the fi rst instance, where

a professional workshop technician can

undertake any necessary work,” he says.

“We often hear reports from workshops

we supply concerning DIY maintenance;

unfortunately, good intentions don’t always

translate into a job well done and attempts

at fi xing a vehicle often mean more hassle in

the long run.”

Swiatek says it’s not just a case of having the

right tools to do a job, it’s having the correct

technical information. Without that, a job that

was done to save a few pounds could end up

being much more expensive. “In the worst

case, potentially dangerous mistakes could

be made, and this is easy to do, particularly if

all the necessary tools and vehicle information

isn’t to hand,” he says. “Even professional

mechanics need the latest information at

their disposal to guard against mistakes.

A seemingly simple task such as tightening

the wheel nuts to the correct torque setting

can impact on a car’s safety. Manufacturers

are frequently amending such information.

“Whilst we understand that, in these trying

economic times, motorists are keen to

cut costs where possible, unless you have

access to exactly the right information, it can

be a false economy attempting to do some

jobs yourself.”

IN BRIEF:

“…it can be a false economy attempting to do some jobs yourself”

We guarantee to offer you:-

– Availability– Range– Choice– Knowledge

For any requirement on exhaust and cats contact the UK Parts Alliance:

No one single range of exhausts and cats is good enough to cover the demands of the UK car parc

Unit 4, Rabone Park, Rabone Lane,Smethwick, West Midlands B66 2NNTel: 0121 565 6100 Fax: 0121 565 6101Email: [email protected]: www.ukpa.net

Exhausts that cover the nation



A DAY IN THE LIFE OF A PARTS ADVISOR

Parts, gloriousparts!GMF parts advisor Pino D’Angeli talks to Automotivation about his love of the job

GMF’s Llanelli branch has been running

for 12 years, and it’s based on an

industrial estate on the edge of the

town, close to a major shopping area.

Parts advisor Pino D’Angeli has worked for

GMF for seven years and last year he moved

from the Neath branch to Llanelli. With

11 staff and six vans supplying around 300

workshops, life’s busy behind the counter,

and the wheel.

Before joining GMF Pino spent four years

with a national factor chain and also spent

fi ve years at a franchised BMW dealership.

“I like cars, and it’s always interesting

when garage technicians call and tell me

what parts they need for a car they’re

working on,” Pino says. “If I’ve got the time

I like to know what the symptoms are,

so I’ll talk to them to fi nd out how they’ve

diagnosed the fault. Working on newer cars

can be interesting, as well as confusing

and frustrating!”

The Llanelli branch’s opening hours are

8.30am to 5.30pm Monday to Friday, and

8.30am to 1pm on Saturdays. Pino likes

to be on site

by 7.15/7.30am to

catch up with paperwork and deal

with any returns brought back

the day before. Besides which, he

doesn’t like being late: “The phones

can start ringing by 7.45 because

some workshop staff know we’re

already here, but getting in early

means we’re ready to deal with the

calls as soon as they start coming

in,” Pino says. “By 8.30am we’re

ready for the day.”

One of the Llanelli branch’s

runs is down along the coast as far as

Haverfordwest and takes three hours.

It’s done twice a day, at 10am and 2pm, and

it’s vitally important the right parts are on

board. By clearing the paperwork before the

phones start humming, Pino can make sure

the right stock is loaded on the delivery van.

“We’ve got some very loyal customers on that

run“ he says. Llanelli also operates a shorter

but more frequent run up to Ammanford,

leaving at 9am, 11am, 1pm and 3pm.

The phones continue ringing throughout the

day, but there are plenty of customers who

call in and pick up the parts they want.

“If we get a call late in the day the drivers

might drop the parts off on their way home

– they’ll often do that on Saturdays as well,”

Pino says.

Around 5pm Pino starts going through

the credits, which are collected the same

evening. “We’ll usually work through lunch

too, but if there’s time we’ll pop out for

a sandwich. On Saturdays we’ll meet for

breakfast before starting, and after a busy

week it’s a great way of fi nishing off. There’s

a great team working here and everyone

gets on well.”

£1,349+VAT

£439+VAT

£289+VAT

£159+VAT

Allparts Automotive LtdMickfield Road, High WycombeBuckinghamshireHP13 7EJ01494 [email protected]

Unit 4, Rabone Park, Rabone Lane,Smethwick, West Midlands B66 2NNTel: 0870 242 4278Email: [email protected]: www.ukpa.net

Central Auto Supplies

Mill AutoQuip

Dingbro

Allparts Automotive

CES UK Limited

SC Motor Factors

Fleet Factors

GMF Motor Factors

Camberley Auto Factors



With a far-reaching expertise in the

CV sector, coupled with an increasing

involvement in car parts, Fleet Factors

brings added strength to the UKPA

Founded in late 1975, Fleet Factors originally

operated from a single-branch in Teeside,

on the North East coast. With many large

businesses operating fl eets of HGV’s based

nearby, Fleet, which was founded by Mike

Hunter, was in a strong position. In 1985

he opened a branch in Sunderland, and fi ve

years later one in Leeds, strengthening its

presence in the north of England.

“Fleet Factors brings outstanding benefi ts to

the UKPA – not just with its CV expertise,

but with its support to workshop customers,”

a UKPA spokesman says. “With the

commitment to increasing car-related stock,

Fleet Factors is able to comfortably supply

independent and national accounts.”

“We now have an annual turnover of

around £30m, and that’s because we

don’t just offer hard parts, but paint

and IT programmes as well,” says Joe

Hunter. “We’re still a strong family

business but we’re good because of

the people working for us. It’s true to

say they are our biggest asset.”

As part of UKPA, Fleet Factors strengthens

coverage in the North, but alongside that

has the investment commitment, along

with technical knowledge, that puts UKPA

workshop customers ahead of their rivals.

“They aren’t just selling parts, they’re

supporting workshops: Fleet’s staff-implanting

helps workshops cope with the increase in

trade that we’re seeing all across the country,

and that customer support is invaluable.

Fleet Factors has a strong positive reputation,

and one that’s well-deserved. They’re investing

heavily in car parts and their commitment to

the trade is strong.”

Fleet’s founder, Mike Hunter, was working

for Cape Industries, and the philosophy he

brought to Fleet Factors still applies. As

he explains: “The philosophy from the start

was to make it simple, but innovative. With

customer service we were looking at a 24/7

approach, and we carried exchange truck and

trailer brake shoes, which are now common

place, but which were revolutionary back in

the late ‘70s,” he says. “Commitment and

loyalty to suppliers, customers and staff has

always been a key aspect of our approach,

and this has enabled many long-lasting

and robust relationships to strengthen our

position in the market.”

Mike Hunter’s approach to business has not

been to do a job merely to make a living, but

to enjoy what he does – which has long-term

benefi ts for the company and all the staff:

“I wanted to run a business rather than the

business be an income provider, and that

has encouraged inward investment over the

years, as well as enabling imaginative and

committed staff to develop their careers

and meet their own expectations,” he says.

“We have many people in the business who

started their working life with Fleet Factors

and they are now important to the current

performance and future of the business.”

• New UKPA factor group

• Founded in 1975 by Mike Hunter

• Annual turnover of £30million

• Covering the North of England and into Southern Scotland

IN BRIEF:

R• P

RO

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FACTOR PROFILE: FLEET FACTORS

Mike Hunter on Fleet Factors’ customer perception

“I suspect we are taken for granted because we need to be seamless in their workplace. Where we have Stores Management sites and we interface directly with the customers’ operation, from workshop staff to IT and management, we try hard to anticipate the customers’ needs and because we have Fleet IT (our in-house computer software business) we effectively become an extension of the customer’s business.

“Quality, Service, Value are three headings we used to assist our focus, and then Marks and Sparks started to use it! It still holds strong almost 30 years later.”

IL

PEO

EFP




GREAT DAYS OUT CHOLMONDLEY PAGEANT OF POWER

Dubbed ‘The Goodwood of the North” the

Cholmondley Pageant of Power, which is

being held for the second time, is proving

a major success with car enthusiasts

across the UK.

But it’s not just cars – bikes, powerboats and

helicopters are also part of this high-octane

landmark event, which has Bugatti as its

chosen theme this year. The Cholmondley

family, in whose Cheshire Castle grounds

the event is held, has pre-war links with

the prestige French car maker’s founder

Ettore Bugatti, and several examples of the

luscious French sports car will be on show.

And among those exciting machines UKPA

member CES is entertaining its staff and

their families as part of the factor’s 25th

birthday celebrations. With the Pageant

of Power on the CES doorstep, plenty

of celebrations are planned.

“The Pageant of Power is right in the middle

of the CES (UK) branch network, so it is a

perfect event for us to support. We went

along last year and were very impressed

with the cars on the track and in the

paddock. The powerboat racing was pretty

exciting too. There was even a fun fair and

pretty good shopping. So, we think it will

be much more than the ‘Goodwood of the

North’ as some have called it. The dancing

JCB’s will be a sight to behold! We have

16 branches and our 420 staff, along with

their families, are all keen to be involved and

go along. We’ve got a trade stand where

our customers can come and check us out

and say hello.”

Local car maker Bentley is promising

a mammoth display of its cars, from the

highly-regarded pre-war models through to

the Speed 8 which won the 2003 Le Mans

24 Hours.

“The action was so spectacular, at times it

was diffi cult to know where to look. This year,

Bugatti is the chosen theme, owing to the

historic connections with the marque and

the Cholmondley family. The Fifth Marquess

and Marchioness were friends with Ettore

Bugatti between the wars and shared a

love of horses as well - the familiar Bugatti

radiator is a horseshoe after all,” says event

director James Hall.

Pageant of PowerCES celebrate their 25th anniversary at this popular event

More information from www.pageantofpower.com or telephone 01829 772433Ticket details:Paddock Tickets: £25 access all areas Park Tickets: £15 adult – access to the general park area – excludes the paddock area which includes the start, car and bike pitsChild: £5 (ages 4-15)

SHOW DATES

18th & 19th

July 2009For more details

see website below



STATISTICS TOP TEN BREAKDOWNS

We all know that cars are becoming more reliable than ever before – extended service intervals mean workshops simply don’t see cars with the frequency they used to.

And at the same time components are lasting longer: it’s not uncommon for a clutch to easily last longer than 100,000 miles, and exhaust systems have a lifespan that wouldn’t have been thought possible a decade ago.

Having said that, breakdowns still occur, but the fault is usually through driver neglect rather than a component wearing out or breaking. Figures from leading breakdown organisation the AA make for interesting reading, and its Top ten throws up some parts that might not be regarded as troublesome. It’s worth comparing the Top Six from another breakdown organization,

Green Flag.

“Cooling problems are lower down the list because there’s no need to top up coolant, but we fi nd people

might be topping up with water during the summer, and then during the fi rst cold snap an

engine will seize,” an AA spokesman says. “There’s

very little the motorist can do under the

bonnet these days, other than

regular checks, but more

than half the breakdowns we attend could be prevented

by regular servicing and checks.”

Getting the lowdown on breakdowns

AA call-outs

1. Batteries (one in seven breakdowns,

or more than 400,000 per year)

2. Tyres – generally worn or punctured (one in 10 breakdowns,

or more than 280,000 per year)

3. Keys – locked in car, broken or lost (three percent of breakdowns,

or nearly 90,000 per year)

4. Engines – mainly serious faults

5. Spark plugs – usually fl ooded

6. Alternators – usually broken

7. Starter motors – usually wiring faults

8. Head gaskets9. Clutches

10. Immobilisers

Green Flag

call-outs1. Non-starts

– including fl at batteries

2. Accidents3. Problems with tyres

– such as punctures

4. Locking keys in the car5. Running out of fuel

Most breakdowns are down to driver neglect

“There’s very little the motorist can do under the bonnet these days, other than regular checks…”



A BREATH OF FRESH AIR WITH MANN & HUMMELL

• The average garage sees at least 12 cars a week fi tted with cabin fi lters

• With average profi t of £5 per cabin fi lter, that equals annual profi t of £3,200

A breath of fresh airWith today’s reduced fi tting times the cabin fi lter can provide a fi rst-rate revenue stream

Since they were introduced in the early-

1990s cabin fi lters have been well-received

by motorists and their passengers. While

they were originally designed to trap

contaminants like pollen and soot, their

more sophisticated design means they

can now prevent gases and odours getting

into the passenger compartment.

But like air and oil fi lters, cabin fi lters require

regular changing – some suppliers suggest

every 12,000 miles or so. Over time, as they

trap pollutants, they become less effective,

and that presents the workshop with

a challenge: to persuade motorists the cabin

fi lter needs changing. A major selling point

is the safety aspect – one supplier says

a sneezing fi t “could have a motorist driving

blind for 25 metres”, and that pollutant levels

“inside a car can be up to six times higher

than at the roadside.”

More than a decade after they were

introduced, cabin fi lters offer an

extra income stream for independent

workshops, and fi tting times have greatly

shortened. On earlier models changing

a fi lter could be complex and time

consuming, but times have changed –

and for the better….

Figures from Mann Filters suggest the

average replacement time is just 16.6

minutes, the shortest time being 11.4

minutes and the longest 25.2 minutes.

Such times dispel the myths still fl oating

around workshops that cabin fi lter changing

is a prohibitively long job.

With replacement times getting shorter

(thanks to better car design) cabin fi lters offer

a fi rst-rate revenue stream for workshops,

and one that can generate regular work, as

Mann Filters product and marketing manager

Ken Read explains: “It’s a fallacy to say cabin

fi lters can’t be found – fi tting times have been

coming down over the last 10 years and

they’ll continue to come down.”

Read points to the Peugeot 405 being a

perfect example of a car that in many cases

didn’t have its cabin fi lters changed: “Probably

around 70 percent didn’t ever have the cabin

fi lter changed – it was the same with the

early Mondeo, where the fi lters, which were

mounted under the windscreen scuttle, would

get soaked.”

Times have changed and today there’s

a fantastic opportunity to be made from

cabin fi lters. The Mann cabin fi lter catalogue

explains where the fi lter is located, as well as

the time taken to do the job. “We need to get

information to the technician, because if they

think the job takes a long time they might be

turning work away.”

And as Ken Read says, extended service

periods mean workshops have fewer

opportunities to work on a car. “In the recent

past a car would need around 23 oil fi lters

over 100,000 miles, but that’s now down to

just fi ve. However, cabin fi lters need changing

once every 12 months or every 12,000

miles, so sales per unit should be greater

than for oil fi lters.”

IN BRIEF:

“It’s a fallacy to say cabin fi lters can’t be found…”

www.ms-motor-service.com

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NAME: TSG

LOCATION: Slough

PROPRIETORS: Tony and Lynette Shoard

FOUNDED: 1987

OFFERS: Servicing and repairs; exhausts

NUMBER OF STAFF: Five (all technicians

ATA-accredited)

NUMBER OF RAMPS: Four

“There are two rules we have here: the

first is never say something to a customer

you wouldn’t want to hear yourself, and

the second is never fit something to

a customer’s car you wouldn’t fit to your

own,” says TSG proprietor Tony Shoard.

TSG was one of the first factors to join

the Alliance Autocentre programme and

is based in Chalvey – once a small village,

it’s been absorbed into Slough, but it

maintains a village atmosphere. And that

has helped give TSG its identity, although

many of its customers come from beyond

the Slough area, thanks to a delivery and

collection service.

Like many workshop owners, Tony believes

the economy, in its present parlous state,

will benefit independent garages like his.

The location helps, as he explains: “Being

right in the middle of Slough would be a

waste of time. We used to be based a short

distance away and when we moved here

I thought we’d lose business, but instead

people were finding us. Around here you see

more chimneys, which means more houses,

but where we used to be people were coming

straight off the M4 and their cars had faults

they wanted fixing right away.”

From the outside TSG’s premises looks pretty

small, but Tony’s used the space available

wisely, with four ramps working 10 hours a

day Monday to Friday and half-day Saturdays:

the booking system, which was designed

especially for the workshop, ensures flexibility

– including the delivery and collection service,

which is well thought-of among local (and not

quite-so-local) office workers.

And like any on-the-ball workshop owner,

Tony’s keen to develop good working

relationships with his customers – and has

family customers who’ve been coming for

several generations. “We have customers

who used to come in here as babies and their

parents would sit them on the counter when

they paid the bill: now those children have

grown up and they bring their cars here, and

they sit their children on the counter when

they pay the bill,” he says.

Having personal contact with customers

often means sorting out a repair is achieved

more quickly than the driver dropping the car

off and saying ‘there’s a clunk coming from

somewhere at the front’. “By talking to our

customers we can get some information

from them, and that helps us get the job

done right the first time,” Tony says. “It might

not be what the customer thinks it is, but

I like the customer to do the talking. Ultimately

it’s a case of us treating the customer in the

way we want to be treated.”

Talking to customers means the TSG team get

to know a their car, and what work it might

require. Some cars cover very few miles a

year, but the owners insist on a full service:

Tony explains to them that in many cases an

interim service is all that’s required. “Unlike

a sports shop, where all the customers are

sports fanatics, not everyone who brings

their car here is interested in their car. We

did, however, once have a fanatical owner

who Tippexed everything – such as the oil

filter and dust caps – and we re-did that

when we finished,” Tony says “He’s a regular

customer now.”

With such a wide customer base, TSG

sees a variety of cars, from older smaller

hatchbacks used on the school run, up to

nearly-new Range Rovers and M5 BMWs.

“What interests me is the latest technology,

and how things work. Recently we had the

friend of a customer asking us if we could

service a Ferrari 430, and we said that

would be possible, but he wouldn’t have the

Ferrari agent’s stamp in the book. He then

asked us if we’d be able to service his Bentley

Continental GT!”

Of course not all the cars TSG looks after are

quite as exotic, but Tony’s approach to both

looking after customers and their cars puts

him streets ahead of the competition.

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FACT FILE

Check our website www.allianceautocentre.com for more details

The Alliance Autocentre a Partnership in Developing & Growing Your Business

D R I V I N G S E R V I C E & R E P A I R F O R W A R D

• 100% New Units

• Manufactured to OE specification

• 2 Year warranty

• All units load tested

• Premium Quality

• Full Technical Support

The Importance of PerformanceNow Available a NEW Rotating Electrics range



MILL AUTOQUIP SURVIVE AND THRIVE DAY

UKPA’s West Country member Mill

AutoQuip is helping its customers buck

the recession with its ‘Survive and

Thrive’ day. Aimed at workshop owners

and technicians, the day, held at Truro’s

Alverton Manor, saw key industry

speakers looking at ways independents

can successfully fight off the threat from

main dealers.

More than 150 people attended the Truro

day, and the five key speakers (see box-out)

covered an array of subjects, ranging from

the Motor Industry Code of Practice to the

way labour should be sold more effectively.

“I’m really pleased with the way it went, and

it proved to be a good way of getting industry

speakers together,” says Mill’s director Mike

Stevenson. “I’m very pleased because it

exceeded my expectations, but there’s now

a lot of follow-up work to do.”

With the search on for further speakers and

subjects, two further ‘Survive and Thrive’

days are planned, with one being held in

Devon and another in Somerset. Stevenson

says the days help workshop owners, who

are often too busy working on customer

cars, by looking at the business itself, and

how both internally and externally (such as

through signing up to the Motor Industry

Code of Practice) will make a workshop

busier and more profitable.

“A lot of workshop owners are very good

technicians, but we need to help make them

more efficient, and make them a high-quality

alternative to a franchised dealer. They’re in

a strong position, but we need to help them

in the long-term,” Stevenson says. “From Mill

Autoquip’s point of view we’re not just selling

parts, we’re helping protect our customer

base and strengthening the supply chain.”

The day-long event was closed by Mill’s

founder and managing director, Alan

Johnson, who pledged his company’s support

to independent garages.

by

UKPA’s Autoquip event exceeds expectationsSurvive & Thrive!

SURVIVE AND THRIVE SPEAKERS Peter Creasey, SMMT: The Motor Industry Code of Practice and why they need independent workshops to participate

Jonas Zambakides, IGA: How to improve profitability by selling labour more efficiently, which in turn provides funds to re-invest in training and equipment

Brian Spratt, ADF: The short-sightedness of independents dealing with VM trade clubs

Jon Douglass, IMI : What support is available to workshops on train to gain and the ATA scheme

Mike Owen, RMI: The Right to Repair Campaign – what it means to independents, and why they need to support it

For further details contactMill Autoquip by calling 01726 73063Next conference: 16th June 2009at the Riviera International Conference Centre in Torquay



NEWS BULLETIN

Steve Tranter UK Parts Alliance Product

Manager for Catalytic Converters, is

based at the UK’s leading emissions

specialist, CES (UK) Ltd in Chester. Here

he talks about why the market leaders are

undertaking such research and preparation

for Type Approval.

After many, many years of confusion and

delay, new rules regarding the sale of catalytic

converters are all set to hit the UK aftermarket.

“It is still hard to believe that there remains

a lack of awareness, in some parts of our

industry about what these new rules will mean

to those at the sharp end”, says Steve Tranter,

Product Manager for catalytic converters

for the UKPA.

The new rules will have an impact for all of our

customers. The UKPA has been working away

at this onerous subject for the best part of two

years, and Steve Tranter is confident that when

the implementation date is finally announced

all of the UKPA members will be ready, and

therefore so will their customers. The UKPA

has the range, the stock, the cataloguing and

most importantly, the people who have been

monitoring the progress of the legislation

through parliament and so understand the

requirements of the new regulations.

So, what is Type Approval, what vehicles does

it apply to and what does it mean to UKPA

installer customers?

“We need to supply Type Approved catalytic

converters to make sure that the vast majority

of cars and LCVs will be able to meet the

strict emissions levels set by the EU. It’s all

about reducing the air pollution caused by

motor vehicles, and the part that they have

in harming our environment. Most petrol and

diesel vehicles registered in or after January

2001 will have to have a Type Approved cat

fitted. For the installer this is going to mean

a better quality of replacement catalyst that

will be easier to fit than before, and will reduce

the number of Malfunction Indicator Light

issues occurring, after a replacement cat

has been fitted. The bad news is that all of

this will mean all of us having to pay more for

a Type Approved catalyst. There are two main

reasons for this, first is the significant cost

of the sample part going through the Type

Approval testing process, and the second

is the cost of the additional precious metals

used in the coating of the cat internals.

“When the law comes into effect installers will

need to be sure that they are aware of when

a Type Approved cat is needed for a particular

vehicle, therefore what type of cat they are

offering to the customer. Remember, a vehicle

manufactured from 01/01/01 onwards

means that you must fit an approved cat.

You run the risk of a hefty fine if you don’t fit

a part that complies with the new rules.

“All of the applications in the Exhaust and

Cat sections on the UKPA Allicat and on-line

catalogue systems have been split to show the

new year break, making it easier to work out

what type of part needs to be fitted.

“This change is a good opportunity for all of us;

the prices are going to be higher, but in return

we gain the quality and reassurance that Type

Approval gives to cat product”, says Steve.

“The implications for the aftermarket are

that we can compete with the dealers.

They won’t be offering non-approved cats, and

will charge accordingly. Why can’t the

aftermarket do the same? This is an

opportunity, not a stumbling block.”

Are your Cats approved?

Customers of UK Parts Alliance members are!

The current dates for the introduction of Euro 5 and Euro 6 are:

January 2011 and September 2015 respectively.

TYPE APPROVAL



Summer’s just around the corner and

many people will be using their cars to

take them on holiday. Now’s the time to

be promoting a holiday check, so that

people will be off on their holidays safe

in the knowledge their car’s going to get

them there safely and reliably.

It’s also a good way of promoting your business

– these checks need not take long, and not

charging for them is a good marketing ploy.

After all, no-one wants to start their holiday

sitting on the motorway’s hard shoulder,

or having an accident. A few minutes checking

the engine bay and the underneath could be

the difference between your customer having

a relaxing break or facing a holiday

nightmare…

Here’s the sort of thing you should

be examining – at the end of the

check give the motorists a ticked-

off sheet so they know you’ve

checked those parts of their car.

Additional sales opportunity:Why not get a holiday pack

together? Customers will

appreciate the thought and

it’s another potential sales

success. Include a first

aid kit, torch, warning

triangle, fire extinguisher,

blanket, high-vis jacket

and petrol can

Follow our tips for a summer service and keep moving!

Beat the holiday blues

HOLIDAY CHECKLIST SUMMER SERVICE

BREAKDOWN FACTS AND FIGURES There are 20,000 vehicle breakdowns each day: That’s well over seven million per annum, and one million of these happen on the motorway. Every breakdown is stressful for driver and passengers, but you can remove this stress from your customers with a Holiday Health Check, while enhancing your sales and profit lines. This can form a strong promotion for your business, and enhance customer service and retention.

Richard Barnett

motivation.info

ROM UKPA

holiday

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ar.



HOLIDAY CHECKLIST SUMMER SERVICE

MOTIVATION

33333355General enquiries call 0870 242 4278 log on www.automotivation.infoff oror emamaemaemaililililiillillil enenenenenenen enen iiiiiiiquiquiquiquiquiquiquiquiquiquiquiquiqui iiiiiiirieierierierierierierierierierierierierierie @@@@s@as@as@as@as@as@as@as@as@as@as@a@as@as@as@as@as@as@a@as@ tutoutoutototutoutoutoutoutoutoutoutoutoutoutoutoutoutoutouutuu ttmotmotmotmotmotmotmotmotmotmotmotmotmotmotmotmotmotmotmotmommo ivaivaivaivaivaivaivaivaivaivavivaaivaivavaivaivaivaivaiva iitiotiotiotiotiotiotiotiotiotiootiotiotiotiotit n in in in inn.inn in.in.in.in.n. nfonfonfonfonfonfonfonfonfnn SumSumSummer 2009 9 9

TOMORROW’S TRADE NEWS, TODAY!AA FROM UKPA

HOLIDAY CHECKLIST MMMMMMMMM SSSSSSSSSSSSSSSSSSSSSEEEEEEERVICE

BatteryOffer a battery test: it secures peace of mind for your customer, but could well lead to another sale if it’s low on chargeFluid levels (top up and advise if low)Offer a complete levels check, including, brake fluid, screenwash (see below), power steering, coolant and mixture levels Tyres The majority of breakdowns are caused by tyres and battery failures. Checks on pressure, tread, scuffs and bulges will generate

additional revenues for your business, and don’t forget the spare. It may be hidden, but could come in useful in an emergency, so make sure

it’s ready to use. Also check the wheel brace, and with alloy wheels, check with customers that the locking wheel nut is to hand and where

it can be safely and securely stored in the vehicle. Without it your customer has more than a flat tyre to deal with!Rad hoses Check for cracking and perishing

Fan belt – check conditionCheck for cracking and perishingUnderside: exhaust – blowing or hanging lowCheck the exhaust and catalytic system is secure and functioning efficiently. Recommend replacement before the long trip rather

than during it if components don’t meet emission standards or look likely to fail in the near futureLighting (offer a replacement bulb kit)A full lighting check is recommended with the opportunity to replace faulty bulbs, (many of which are missed in normal servicing).

Also offer a bulb kit, especially if customers are travelling abroad. You can also offer beam deflectors for mainland European travel.

These are expensive when purchased at the last minute, i.e., at the ferry port, so help your customer stay legal and save moneyWiper blades / Washer fluid level

Check washer level and all wipers: additional sales can be generated from selling a five-litre premix, especially for longer journeys.

There are further sales opportunities from checking and replacing faulty wipers and selling glass cleanerSuspensionGiven the poor state of today’s roads, a fast-growing replacement parts segment is coil springs,

so this could present another profit opportunityCheck seatbelts

Check all seatbelts are functionalCheck doors, bonnet and bootlid are workingAnother confidence-boosting check for your customers, as faulty bonnets and doors have blown open,

causing, in the worst cases, fatalities

Check oilOne in four cars is low on oil, so offer this as part of your health check. Consult your local UKPA parts adviser or use Shells

Lubematch to ensure the correct grade of oil is used when topping up: given the complexity of the modern engine this will enhance

the performance and fuel efficiency, while giving long term protection to the engine. It’s a great way to top up your profits

✓

✓

✓

✓

✓

✓

✓

✓

✓

✓✓

✓

For a downloadable interactive checklist visit

www.automotivation.info/checklist



TEA BREAK MOTORING QUIZ

We want AutoMotivation to be the best magazine out there and in order to achieve this we are asking for your thoughts and suggestions. Simply complete the questionnaire below and return to: AutoMotivation, 2 New Street, Warwick, Warwickshire CV34 4RX.

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FEEDBACK

✁

MaMake yyourself f a aaa a coocofffffff ee,, pup t t yoyoururu f ffeeeet t upup aandnd e njoy tthihis s isissuesesses puzzles, enjoy!

Q1. What famous small British car celebrates its

50th birthday this year?

Q2. Name the small Ford with fins that was also

launched 50 years ago, and became a Harry

Potter star

Q3. Who owns the garage in TV soap

‘Coronation Street’?

Q4. James Bond author Ian Fleming created what

famous on-screen car?

Q5. What British sports car was driven in the opening

credits of cult series ‘The Prisoner’?

Q6. American salt flats where many land-speed

records are broken

Q7. Inspector Blake was a character in which

‘70s sitcom?

Q8. Citroen’s Saxo predecessor

Q9. Former Formula One team owner turned

BBC1 racing pundit

Q10. Which Ford was advertised as ‘The Car

You Always Promised Yourself’?

Q11. Birmingham gun-maker that once owned

Daimler and also made motorcycles

Q12. French tyre maker and guide book publisher

Q13. British Grand Prix racing driver who won

1962 World Championship

Q14. Luxury US car maker of the Escalade SUV

Q15. ‘70s Radio 1 DJ and some-time drag racer

Q16. What model of Reliant did DelBoy drive?

See answers below…

ANSWERS: BRAIN TEASERS: Q1 Mini Q2 Anglia Q3 Kevin Webster Q4 Chitty Chitty Bang Bang Q5 Lotus 7 Q6 Bonneville Q7 On the Buses Q8 AX Q9 Eddie Jordan Q10 Capri Q11 BSA Q12 Michelin Q13 Graham Hill Q14 Cadillac Q15 Dave Lee Travis Q16 Regal Supervan

BRAIN TEASERSHow good’s your motoring knowledge?

Try our Automotivation A-Z classic motoring quiz, put together by the editor.



THE LAST WORD WITH JAMIE BAULCH

We use our cars differently

throughout the year: in the

winter it’s a case of going to

work or dropping the kids off

at school, but in the summer

a car becomes an important

part of our social lives. Cars

take us to see friends and

family, and on holiday.

And as we head towards summer the days

are getting warmer – thank goodness for air

conditioning! It makes travelling much more

comfortable, and a comfortable driver is a

safer one.

But air conditioning does require maintenance

and, sometimes, repair, and that’s where

your role in the workshop is important: you

need to tell motorists just how important

air conditioning is, and why it’s important

to replace a car’s pollen filters on a regular

basis – otherwise who knows how much muck

driver and passengers will be breathing in!

Having said that, air conditioning is a good

income generator and at the end of the day,

why hand that work over to the fast-fits?

You’d be mad if you did…

We’ve got used to air conditioning in offices

and shops, and it’s a useful fitting on any

car. It’s also important that the gases used

are handled properly, and the new legislation

that’s coming in next year means technicians

must have had the right training. As I said

last time, training is important for athletes,

but it’s also important for vehicle technicians.

Enjoy the sunshine!

Jamie Baulch

We

thr

win

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at s

a ca

part

JJJJJaJJ

Jamie Baulch – Olympic Sprint Athlete and Sports Personality

CONTACT UKPACALL: 0870 242 4278

Auto Motivation - Issue 3

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