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C A N A D I A N AU T O R E PA I R & S E R V I C E M AG A Z I N E
Exhausting
Understanding
aftertreatment systems
diesels
Common counter problems
What every service advisor should avoid
Should ours be a ‘mandatory’ trade?
How Covid-19 accelerated change
Eye Spy: More brake catastrophes
Canada Post Publications Mail Agreement No. 43734062 JULY / AUGUST 2020
Boost
Your Shop
CONTENTS Profits
July / August 2020 • Volume 6, No. 4
23
Features Columns
SELLING Service Notes Get this
19 5
Watch out for these
‘five deadly sins’
We’re looking for high performing
shops and jobbers.
complete Shop
Service advisor trainer Jeremy O’Neal Management
identifies service-counter errors that can cost
you time, profits, and customers. 15
It’s Your Turn
Auto repair should be a mandatory
Software
trade everywhere! • User friendly invoicing
Greenwood’s Garage • Full accounting module
TECH FEATURE
23 16 How Covid-19 has accelerated change
Do diesels • Free updates & support
exhaust you? in our industry.
• Customer Retention Module (CRM)
Powerful modern diesels with complex
exhaust aftertreatment systems are • Much, much more!
flooding into the aftermarket.
Are you up to date?
13
Departments
7 Letters
8 In the News
12 By the Numbers Call us for a
26 Baywatch FREE
tryout at
29 Advertiser Index
1-800-268-4044
30 Eye Spy
www.vlcom.com
SERVICE NOTES
Publisher | Peter Bulmer
HERE’S TO YOUR JOBBER
We want to recognize suppliers who truly
(416) 605-5346
peterb@newcom.ca
contribute to your success.
Editor | Allan Janssen
(416) 578-1586
allan@newcom.ca By Allan Janssen
E
Contributing Writers
| David Bry,
Bob Greenwood, Allan Haberman
Creative Director | Dave Escuadro
very great business needs great suppliers.
Without the products, services, and training they offer, most enterprises
Video / Audio Engineer | Paul Willson would be hard pressed to keep their customers satisfied.
Sales |
And nowhere is that more true than in the just-in-time world of auto repair.
Peter Bulmer, (416) 605-5346 Your customers expect you to diagnose their vehicle problems efficiently, get
peterb@newcom.ca your hands on the right replacement parts quickly, and get the job done before day’s
Delon Rashid, (416) 459-0063 end. Given the complexity of modern vehicles, that’s a tall order indeed. And without
delon@newcom.ca
good suppliers, it’s unlikely to happen.
Given your suppliers’ potential impact on your success, let me ask you a question: Do
Production and Circulation |
Delon Rashid, (416) 459-0063
you reward a particular store with the bulk of your parts purchases? Or do you deal with
delon@newcom.ca three or four different jobbers in equal measure?
Industry watchers tell us that splitting the pie equally doesn’t make as much sense as
CARS magazine is published by Turnkey Media
developing a strong relationship with a particular supplier, one that understands your
Solutions Inc. All rights reserved. Printed in circumstances, knows you and your staff, and is willing to work hard for the lion’s share
Canada. The contents of this publication may of your business.
not be reproduced or transmitted in any form,
either in part or full, including photocopying
Those of you who give 80% of your parts purchases to a first-call jobber know exactly
and recording, without the written consent of what I’m talking about. You’re creating a productive and symbiotic bond that drives
the copyright owner. Nor may any part of this success for both of you.
publication be stored in a retrieval system of any
nature without prior consent. Let me further suggest that if you have that kind of special relationship, you might
Canada Post Canadian Publications Mail Sales
want to let them know how much you appreciate them. Here’s an idea: Nominate them
Product Agreement No. 43734062 as the Jobber of the Year.
“Return Postage Guaranteed” Send change Each year we recognize a jobber that goes above and beyond the call of duty, that has
of address notices, undeliverable copies and made significant and positive changes in the last 12 months, and that deserves a shout
subscription orders to: Circulation Dept.,
CARS magazine, 48 Lumsden Crescent, Whitby,
out for their contributions to the betterment of our industry.
ON, L1R 1G5 As a trade publication, we share your passion for the industry. We’re always
CARS magazine (ISSN# 2368-9129) is published looking for good stories to tell – stories about companies that have
six times per year by Turnkey Media Solutions Inc., implemented new work systems, improved productivity, delivered
48 Lumsden Crescent, Whitby, ON, L1R 1G5
high levels of customer satisfaction, won surprising victories, and
From time to time we make our subscription list overcome real-world challenges.
available to select companies and organizations
whose product or service may interest you. If you These stories will fill our year-end issue, as we name the jobber
do not wish your contact information to be made of the year, as well as an auto repair shop of the year. (And yes,
available, please contact us.
you could nominate yourself for that too if you’ve have also made
significant changes in the last 12 months.)
We need your help in finding the business successes that move
our industry forward.
We’ve opened nominations for the 2020 Shop of the
Year, and the 2020 Jobber of the Year. The form is on our
website. If you know a business that is trying something
new to build customer loyalty, please take a moment to
President & Managing Partner | Delon Rashid let us know about it.
Head of Sales & Managing Partner | Peter Bulmer We all know that some businesses are running
on autopilot. We’re hoping stories about the most
Corporate Office
48 Lumsden Crescent, Whitby, ON, L1R 1G5
progressive companies out there will wake them up
and give them a vision of what is truly possible in this
wonderful industry.
ISSN 2368-9129 Nominate your choice at:
Online 2368-9137 www.autoserviceworld.com/jobber-of-the-year-2020 and www.autoserviceworld.com/shop-of-the-year-2020
w w w. a u t o s e r v i c e w o r l d . c o m J U LY / A U G U S T 2 0 2 0 5
LETTERS
What’s on your mind?
We want to hear from you about anything you read in
CARS magazine. Send your email to allan@newcom.ca
IS THE TIMING MIGHT FOR CONSUMERS DESERVE TO RECEIVE
AT-HOME AUTO REPAIRS? THE VEHICLE DATA
RE: Daimler backs new at-home maintenance service. RE: New report finds driver confusion about vehicle data.
During this time of pandemic, the idea of an at-home auto Vehicle owners have the right to more education about the data
repair service sounds great. It is a scary world out there their vehicles produce. The better the information they have,
and sometimes we just feel safer at home. We seem to like the better the decisions they will make about maintenance. They
everything else brought to us. Why not auto repair? have the right to take their vehicles anywhere they want. I would
Mike Shifflet say that leased vehicles are different because the manufacturer
Shifflet Auto Care, Columbus, Ohio owns the vehicle throughout the lease term. Nonetheless, auto
repair shops should have access to the data vehicles produce in
CONDITIONS ARE NOT GREAT order to service them.
FOR VEHICLE SALES Bob Ward
The Auto Guys, St. Thomas, Ont.
RE: Vehicle sales recovery likely won't come until 2021:
DesRosiers.
No matter how many new models and factory incentives EVERY ‘ISM’ IS A REMINDER OF
the manufacturers throw at the consumer, vehicle sales OUR TRIBAL TENDENCIES
won’t take off if there’s 15 percent unemployment. That, RE: Ageism is getting old
and the growing number of people who are working from Every “ism” is old. They serve only to fuel tribalism.
home, and the recent long-term financing trends for auto They do not encourage individual responsibility.
purchases in 2018 and 2019 (up to 84 months!) leaves me
Mike Friesen
doubtful that we’ll see a return to “normal” auto sales any 815 Mechanical, Clive, Alta.
time soon. Service departments will be the main source of
dealership revenue, and the number of franchised dealers,
and independent used car dealers will likely be significantly
reduced. Hang on, everybody!
Bill Morgan
WE SHOULDN’T BE CHARGED
EXTRA FOR WORKING SAFELY! Got a memory you’d like to share?
Send a high-res scan to allan@newcom.ca
Like so many shops during this pandemic, we’re doing
invoices over the phone, charging to people’s credit cards.
Our customers are understanding and complying. My
complaint is that credit card companies charge extra when
the card is not physically present at the terminal. At a time
like this, they shouldn’t be charging us extra for working
smart and safe. I’m curious to know if any other shops or
businesses have concerns about this.
Mike De Simone
MRD Auto, Concorde, Ont.
WHY AREN’T MORE MILLENNIALS
EAGER TO WORK?
RE: Ageism is getting old
You claim that millennials are hard working, and I would
Mike Mario, owner of Regina Auto Body in Saskatchewan,
agree that some are. But why is there a shortage of workers
has lots of old pictures like this –many dating back to the
for farms when there are so many of that demographic out
1930s – in his reception area and halls. Customers love them.
of work? I hear the same lament from 95% of employers
“They are quite the conversation pieces,” he writes. Mike’s
about the entitled generation. Yes, ageism is alive and well
father worked there through the 1950s and bought into the
but, remember, they’re the ones that coined “OK Boomer”
business in 1965.
hashtag as a derogatory term.
Paul Russo
w w w. a u t o s e r v i c e w o r l d . c o m J U LY / A U G U S T 2 0 2 0 7
NEWS
AIA OPTIMISTIC ABOUT MANDATORY
CERTIFICATION IN ONTARIO
THOSE WORKING to bring mandatory certification to precedent in Ontario, where industries like electrical
collision shops in Ontario say there are promising signs on contracting and real estate already require government
the horizon, and similar regulations for mechanical shops certification. He believes there are reasons to certify
might not be far behind. mechanical shops as well, and other provinces are already
“There has been a lot of activity over the last two years. considering it.
Covid-19 hit and put us on the back-burner. But it looks like “We are seeing movement in this direction in the other
it is coming back,” said Steve Leal, president and CEO of Fix provinces, and it is only a matter of time, I believe, before we
Network World and a director of the Automotive Industries see an open call for certification,” he said.
Association of Canada. “I think it’s one of the top priorities of Although there could be costs to shops, he said it would be
the Ontario government and we’re hoping that in the fourth nominal compared to the routine business expense associated
quarter we’ll be able to continue progressing the issue, and get with keeping up with vehicle technology, and he believes service
it over the finish line.” providers would welcome “a level playing field” where proper
Speaking on an AIA webcast, Leal said a lot of work has still to equipment and training are simply the cost of entry.
be done and details must be ironed out, but he believes mandatory “How will we ensure that mechanical shops are properly
certification could be a reality for collision shops by 2021. equipped, trained, and credentialed to access sensitive data
AIA president J.F. Champagne said it wouldn’t be a in a secure way? Certification provides a pathway,” he said.
CANADIAN ENTREPRENEUR DEVELOPS
NEW UNDERCOATING SYSTEM
A SUDBURY, ONT. ENTREPRENEUR
has devised a “business in a box” for
auto repair shops looking to expand into
undercoating services.
Wade Hein, a former miner who
developed a unique approach to
undercoating vehicles, says Pass It On
Undercoating Inc. is designed as a stand-
alone service, and would complement
existing repair businesses that have
available facilities nearby or unused
capacity in their shops.
Hein has treated thousands of cars in
his hometown, and over the past several
years has developed the tools, marketing Wade Hein and Sue Demore at the
materials, and a business model that he Pass It On Undercoating Inc. head
office in Sudbury, Ont..
says would work for others. (Photo courtesy Sudbury Star)
The key ingredient in the operation is
Fluid Film, a 77-year-old unique lanolin- as it protects surfaces from salt, calcium, without drilling any holes, and a suite of
based lubricant and corrosion prevention chloride and other chemicals. It is also marketing materials will help build repeat
that can be applied year-round and offers non-conductive, so safe for use around and referral business.
lubrication and protection for exposed sensitive electronics and sensors. “This is undercoating in an eco-
metal, chrome, aluminium, and brass. A kit of special wands and tools friendlier way,” he says. “I think of it as
He says it won’t harm paint finishes ensures easy application in about an hour using an old product in a new way.”
8 J U LY / A U G U S T 2 0 2 0 w w w. a u t o s e r v i c e w o r l d . c o m 
SELF-DRIVING
VEHICLES MAY NOT
ELIMINATE MOST
CRASHES
SELF-DRIVING VEHICLES might prevent
only around a third of all crashes if
automated systems drive too much like
people, according to a new study from
the Insurance Institute for Highway
Safety (IIHS).
IIHS found that eliminating driver error
won’t be enough to eliminate most crashes.
“It’s likely that fully self-driving cars
will eventually identify hazards better than
people, but we found that this alone would
not prevent the bulk of crashes,” says Jessica
Cicchino, IIHS vice president for research
and a coauthor of the study.
The Institute’s analysis suggests that
only about a third of driver-error crashes
were the result of mistakes that automated
vehicles could avoid simply because they
are more accurate and aren’t vulnerable
to incapacitation. To avoid the other two-
thirds, they would need to be specifically
programmed to prioritize safety over speed
and convenience.
Researchers also determined that some
crashes are unavoidable, such as those
caused by a sudden vehicle failure like a
blowout or broken axle.
Crashes due to sensing and perceiving
errors alone accounted for 24 percent of
the total crashes studied. Incapacitation
accounted for 10 percent. Those crashes
might be avoided if all vehicles on the road
were self-driving — though it would require
sensors that worked perfectly and systems
that never malfunctioned.
“Our analysis shows that it will be
crucial for designers to prioritize safety
over rider preferences if autonomous
vehicles are to live up to their promise to
be safer than human drivers,” said IIHS
research scientist Alexandra Mueller, lead
author of the study.
“Building self-driving cars that drive as
well as people do is a big challenge in itself.
But they’d actually need to be better than
that to deliver on the promises we’ve all
heard,” she said.
w w w. a u t o s e r v i c e w o r l d . c o m J U LY / A U G U S T 2 0 2 0 9
NEWS
CANADIAN BLACK BOOK EXPECTS AT LEAST FIRST BRANDS
25% DROP IN NEW CAR SALES IN 2020 GROUP ACQUIRES
RAYBESTOS AND
ANALYSTS at vehicle valuation company Canadian Black Book say they expect
new car retail sales to end the year down 25% from 2019 levels. More than halfway LUBERFINER BRANDS
through 2020, sales were 34% lower than at the same time in 2019. The company FIRST BRANDS GROUP, the global
says disruption of new-car supply will remain a key story for the balance of 2020 and automotive parts manufacturer
new sales volumes should return to pre-COVID-19 levels within five years. formerly known as Trico Group,
has acquired Brake Parts Inc., which
manufactures and markets brake
products including the full line of
Raybestos brake parts.
It has also acquired Champion
Laboratories Inc., a full-line filtration
manufacturer with LuberFiner as a
leading brand.
“We are excited to add Raybestos
and Luberfiner comprehensive product
lines to our market-leading portfolio
of aftermarket brands,” said Guy
Andrysick, chief marketing officer at
First Brands Group. “Both Raybestos
and LuberFiner are important and
natural complements to our current
vehicle maintenance and vehicle repair
product solutions.”
CIVIC, F-SERIES
TRUCKS STILL TOP
SELLERS IN CANADA
HONDA CIVIC AND FORD F-SERIES
trucks are still the number-one sellers
in Canada, in their respective
categories, DesRosiers Automotive
Consultants report.
Analysts at DesRosiers say the two
vehicles have consistently come out
on top in terms of overall sales volume
among passenger cars and light trucks
in Canada – and the unusual summer
selling season did nothing to
change that.
“Both models noted significant sales
declines but still outperformed their
markets with Civic sales down 49.7% in
Q2 and 43.8% in the first half, alongside
F-Series sales which were down 37.6%
in Q2 and 24.6% in the first half,” a
company release notes.
10 J U LY / A U G U S T 2 0 2 0 w w w. a u t o s e r v i c e w o r l d . c o m AAPEX 2020 TO BE CONTINENTAL INTRODUCES
VIRTUAL EXPERIENCE TWO NEW TPMS TOOLS
DESPITE HERCULEAN EFFORTS to CONTINENTAL has introduced two new Tire Pressure Monitoring System (TPMS)
hold Automotive Aftermarket Industry tools designed to help shops optimize their investment in TPMS and tire service.
Week in Las Vegas this fall, uncertainty Autodiagnos TPMS D reads and diagnoses 100% of the OE and 20 aftermarket
surrounding public gatherings has forced TPMS sensor brands on the market, while Autodiagnos TPMS SE works with 100%
the cancelation of the industry’s two of OE sensors and aftermarket sensors from REDI Sensor and EZ-sensor.
biggest trade shows.
Organizing associations have announced
that the Specialty Equipment Manufacturers
Show (SEMA) and the Automotive
Aftermarket Parts Exhibition (AAPEX) will
not be held as in-person events.
The Auto Care Association and the
Automotive Aftermarket Suppliers
Association – co-owners of AAPEX
– blamed the cancelation on the Covid-
19 pandemic and related government
restrictions on public gatherings.
“Given the State of Nevada’s recently
announced long-term mitigation strategy
for the COVID-19 pandemic, which
has indefinitely prohibited events with
more than 50 participants, and the severe
limitations on international and domestic
travel imposed in connection with the
pandemic, unfortunately, the traditional
in-person event cannot proceed,” a press
release from the associations states.
Instead, the show will be redrafted as a
virtual event in early November.
“While we had hoped to meet in
person, we are excited to use technology
to bring together the supply chain of
essential services to conduct business,”
said Auto Care Association president
and CEO Bill Hanvey.
The Specialty Equipment Market
Association canceled its show – the larger
of the two – due to concerns that event
facilities and services will be unavailable.
“While both event organizers and
industry members have been working
tirelessly to deliver an outstanding SEMA
Show in November, mounting uncertainty
has rendered continuing with the event
inadvisable,” the association said.
“SEMA expects the decision will bring
much needed clarity to an uncertain
picture and will help exhibitors, attendees
and partners plan accordingly.”
w w w. a u t o s e r v i c e w o r l d . c o m J U LY / A U G U S T 2 0 2 0 11BROUGHT TO YOU BY
BytheNumbers
Stats that put the North American
automotive aftermarket into perspective.
THE ORIGINAL EQUIPMENT CONNECTION
Top 10 Percentage of Canadians who
strongly agree with the statement,
VEHICLE PLATFORMS “Given the economy and my
48 % personal finances, I have to be
1. Volkswagen’s PQ35 (A5) 32,675,765 units (2.6%) very careful how I spend my
2. Nissan/Renault’s B Platform 24,152,170 units (1.9%) money.” Approximately one in four
strongly agrees that “My income
3. Volkswagen’s NQB 14,420,969 units (1.2%)
has been negatively impacted by
4. Volkswagen’s PQ24 (A04) Platform 13,197,432 units (1.1%) the current pandemic.”
5. Peugeot’s PF1 12,832,679 units (1.0%)
McKinsey & Company, Canada Consumer Pulse Survey
Ranked by Global 2019 VIO data 6. Toyota’s IMV 12,677,590 units (1.0%)
7. Nissan/Renault’s C Platform 12,530,211 units (1.0%)
8. Ford’s C1 Platform 11,580,531 units (0.9%)
1 in 5
9. GM’s Delta II 11,472,413 units (0.9%) The number of times consumers specifically ask
6.1
for OE replacement parts, according to a survey
10. Toyota’s K Platform 11,274,013 units (0.9%)
of independent repair facilities across the U.S.
years
Carlisle & Company, Selling OE Genuine Parts into the IRF Channel
23
Average age of trade-in
vehicles in Canada during
June 2020 – a statistic that
has been edging up in
per cent
recent months. Rise in carshare bookings in July throughout
Canada (year-on-year), suggesting a dramatic
J.D. Power, Canadian New Vehicle Retail:
The June 2020 Landscape rise in car-based travel. Carsharing company Turo
48 1,436,000
per cent Anticipated number of new light-vehicle sales in Canada in 2020 if the
economic downturn remains fairly mild – a drop of 25% from 2019’s total.
The percentage of Canadians who say Covid-19 will not
delay them in buying a new vehicle if they need one.
kijiji Autos
1,149,000 Anticipated number of new light-vehicle sales in Canada in 2020
if the economic recession cuts deeper – a 40% drop. Canadian Black Book
US
$123.68 US
$513.8 billion Forecast size of the global automotive
The average labour cost for OBD-II related check-engine light repairs in the aftermarket by 2027, registering a compounded
state of Vermont – the lowest of any U.S. state in an analysis of more than 15
annual growth rate of 4.0%. Current value:
million OBD-II related repairs. It is the fourth consecutive year Vermont had the
approximately US $418 billion.
lowest labour cost. Mississippi had the highest labour cost for OBD-II related
repairs (US $160.45). CarMD.com Corporation, State Ranking of Car Repair Costs Grand View Research, Inc.
12 J U LY / A U G U S T 2 0 2 0 w w w. a u t o s e r v i c e w o r l d . c o m IT’S YOUR TURN Got an opinion?
We’ll happily give you a page to get it off your chest!
Send your rant to allan@newcom.ca
passion for cars. There isn’t a system on a
modern automobile that doesn’t involve
some form of electronics. Even a simple
oil and filter service will likely require a
maintenance reminder reset procedure.
Some of these resets may even require
the use of a scan tool – not an easy tool to
master without adequate training.
Diagnosing most problems on
today’s vehicles also requires access to
an information system with complex
wiring diagrams and system operation
descriptions. Without this information
and the proper equipment, solving even
simple problems is next to impossible.
Technicians must have a working
knowledge of electrical systems and
electronic theory. Without this base of
knowledge and above-average reading
comprehension skills, diagnosing a
system fault can become a guessing game.
Can we all agree that throwing parts
THE CASE FOR at a problem has never been an acceptable
repair procedure? This destroys consumer
MANDATORY
confidence in the repair industry.
In the United States, a voluntary testing
CERTIFICATION
and certification system is available through
the National Institute for Automotive
Service Excellence (ASE). The general
The auto service trade is constantly evolving. consensus is that this system, while not
Certification should be the price of entry. nearly as comprehensive as the Canadian
apprenticeship program, offers consumers
By Allan Haberman some assurance of technician skill.
Perhaps the provinces that haven’t
I
designated auto service as a compulsory
t’s hard to believe that some provinces Ontario, and Alberta, auto service is a trade should adopt this system. At the
still do not require automotive service compulsory trade, meaning technicians very least, a well-recognized logo would
technicians to be certified. require a certificate of qualification or give consumers some confidence in their
Despite the growing complexity registration in an apprenticeship program service providers.
of modern vehicles and the potential for in order to work in the trade. Today’s technicians need to
road carnage due to poor maintenance, This is as it should be. constantly upgrade their skills to keep
some provinces, like B.C., Manitoba, Unfortunately, it is not the case right up with the rapid change in vehicle
and Saskatchewan, have not mandated across Canada. Perhaps some provincial technology. As vehicles become more
certification for service technicians. governments are loath to introduce any electronic than mechanical with
They have deemed auto repair to be career roadblocks that would discourage each passing year, the people who
a “voluntary” trade, where a certificate people from entering a trade that already service them will also have to change.
of qualification is available but is not suffers from a shortage of qualified Certification would be a good start.
required to work in the trade. Aspiring technicians. But with something as
technicians can complete a series of tests important to public safety as vehicle
to prove their competence… but they maintenance, is it wise to eliminate trade Allan Haberman
don’t have to. standards altogether? An automotive trainer based
in Winnipeg, Man.
In other Canadian provinces, including Servicing today’s vehicles requires
P.E.I., Nova Scotia, New Brunswick, more than a mechanical aptitude and a
w w w. a u t o s e r v i c e w o r l d . c o m J U LY / A U G U S T 2 0 2 0 15GREENWOOD’S GARAGE
JUST THE LATEST
In the past few months, we’ve seen
a complete redesign of the consumer
CHALLENGE
experience at repair and service shops:
• Touchless drop-off of vehicles;
• In some cases, vehicle pick-up
and drop-off at client homes and
Vehicle technology and evolving consumer habits were businesses;
slowly impacting the aftermarket when Covid-19 came • Fewer chances to chat with clients
along and upended everything! face to face;
• The complete sanitization of keys and
By Bob Greenwood, AMAM
vehicles before they come into the bay;
• A second sanitization before these are
returned to the client;
E
• Complete rearrangement of the shop
veryone is aware that vehicle Technological advances will interior to ensure physical distancing;
technology and business continue to change the dynamics, • Extensive use of personal protective
trends are moving forward at look, and day-to-day operation of equipment by staff;
a constant pace. Things are aftermarket businesses. To succeed, • Thorough and frequent cleaning of
changing so fast, in fact, that many repair shops and parts stores alike public areas, surfaces, and hands;
automotive repair shops have had to must have a plan for adapting to the • Potential deterioration in staff
devise strategies to help them keep up. latest developments. morale as employees try to maintain
The same can be said for the jobber But no one anticipated the kind of productivity while being distracted
business, where electrification, alternate rapid and revolutionary changes that a by concerns for their own families;
fuels, and vehicle automation are global pandemic would bring. Covid-19 and, looming over everything,
causing incredible parts proliferation, forced overnight changes at the shop • The consequences to the shop if
forcing stores to rethink their and jobber level – prompting a complete even one staff member is infected
approaches to inventory management realignment of business priorities faster with Covid 19.
and customer service. than new technology ever could. These issues are stressing out shop
16 J U LY / A U G U S T 2 0 2 0 w w w. a u t o s e r v i c e w o r l d . c o m No one anticipated the kind of rapid and revolutionary
changes that a global pandemic would bring."
• Keeping counter teams safe and informed about
Covid 19 transmission;
• Maintaining the trust of wholesale clients when
low-grade paranoia about health safety infects every
personal interaction.
Covid-19 has brought an incredible level of complexity
to routine transactions.
As stress levels rise, let’s all take a deep breath,
acknowledge what an unusual situation we find ourselves
in, and calmly consider the best path forward.
Jobbers might want to ask themselves what they offer
their best customers that other jobbers don’t or simply can’t
offer. Understanding their clients’ businesses, of course,
is key to meeting needs. Do they fully grasp each shop’s
circumstances and vision? Can they offer competitive
advantages to help client businesses grow profitably?
Meanwhile, shops need to redefine the added value they
bring to their clients. What makes them the best service
outlet for their customers’ vehicles?
Professional shops and jobber businesses want to do
business that offers clear profitability, not just volume sales.
That is true today, and will probably be even more true
tomorrow. Our industry is getting too complicated to rely
on low-margin sales. This only creates volume, not profit.
Everyone ends up working too hard for very little money.
In repair shops and jobber stores alike, we want to work
smarter. Relying on the way things have always been done
owners right across the country. Given the situation, it in the past is a recipe to failure.
would be understandable if relations with suppliers are Covid-19 has shown all of us how fast business
occasionally strained or tempers occasionally flare. Shops conditions can change. Look at the fantastic response
have had to start working in ‘emergency mode.’ you’ve done of negotiating these difficult times. Now apply
Managers and owners should bear in mind, however, the same kind of ambition and innovation to the other
that jobbers are also facing market uncertainties, and challenges in our industry.
have had to retrain their staff and reassess their protocols Change is not an option. Today’s entrepreneurship and
in order to meet the needs of their clients. leadership will help you capture tomorrow’s business.
Among the challenges they’ve faced in recent months: Failure to change is not an alternative.
• Shops that insist parts be dropped off outside the shop,
in a secure but touchless way;
• Confirming that all deliveries are made to the client’s Bob Greenwood, AMAM
satisfaction with minimal face-to-face contact; An Accredited Master Automotive Manager (AMAM) who offers
personal business coaching and ongoing management training for
• Operating a staff that still has to venture out into the field aftermarket shops, focusing on building net income. He can be
reached at 1-800-267-5497 or greenwood@aaec.ca.
for sales and detailing visits in a time of social distancing;
w w w. a u t o s e r v i c e w o r l d . c o m J U LY / A U G U S T 2 0 2 0 17Tune into the
newest podcast for
Canada’s automotive
aftermarket
Auto Service World: Conversations is Turnkey Media’s
newest offering to our audience. Join us weekly for
insightful industry conversations with your peers,
suppliers, and customers, to get a well-rounded and
entertaining understanding of trends, problems,
solutions... and sometimes just the lighter side.
You can subscribe to Auto Service World: Conversations
on iTunes and Soundcloud to keep up to date on our
podcast releases. If you like us, be sure to like and
subscribe! It’s quick and easy for you, and makes a
world of difference for us.
www.tinyurl.com/ASW-conversations
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SPONSORED BYSELLING
Five deadly sins Some of the most common
ways service advisors sabotage
their own performance.
at the service counter By Allan Janssen
T
here are plenty of ways to lose money in a repair shop. Avoiding the pitfalls in 1. Not taking care of your personal health
the bays, the manager’s office and at the front counter is what defines success The coronavirus pandemic has thrown
in this business. a lot of people’s life regimens off kilter –
When it comes to the front counter, the start- and end-point for all some for better, others for worse.
of your client interactions, there is definitely some dangerous ground. It takes a “Right now, more than ever, you
skilled and focused service advisor to negotiate the terrain and make the most of have got to put your personal health
every job. ahead of literally almost everything.
Jeremy O’Neal, president of management consulting firm AdvisorFix, and the Your body is all you have,” he said.
owner of Freedom Auto Repair in Hesperia, Calif., has built a reputation training O’Neal said the auto repair industry
service advisors. As the featured speaker in a recent training session produced by can be tough, with a lot of long hours
the Midwest Auto Care Association (MWACA), he outlined five deadly sins that and high stress.
service advisors can fall prey to. “It’s too easy to let business take
He drew on his own experiences at the counter to identify the most common over our lives, and we get our priorities
ones, and offered strategies to avoid falling into them. in the wrong order, he said. “To operate
“Things go south pretty quickly when I drop the ball,” he said. “When I don’t do at peak performance during work
things the way they should be done – like I take in a car that I never should have hours, you really have to really manage
taken in, or I tell a customer that we won’t charge anything to take a look – that’s your health.”
when the problems start.” He encouraged webinar participants
w w w. a u t o s e r v i c e w o r l d . c o m J U LY / A U G U S T 2 0 2 0 19Jeremy O’Neal spoke about his “Golden Hour of Power’
on our Auto Service World: Conversations podcast. Check As a service advisor, you
it out at www.tinyurl.com/asw-conversations-017
As part of his golden hour of power, he reviews all
control an immense amount
appointments for the day, checking the service history, of workflow. The way you set
ensuring all estimates are ready to go and parts have been
ordered. He also reviews the shop’s recent performance
yourself up in the morning, sets
and determines whether it is on track to meet weekly and Jeremy O’Neal, AdvisorFix you up for success or failure."
monthly goals.
“It’s discouraging to see how many people fail
to write out their goals and get caught up in
activity-based work,” he said. “You’re busy, busy, 4. Emotional discounting
busy but you really haven’t defined what you With so many people out of work or under-employed, this
want to achieve. You have to know what you
is especially timely advice, he said.
want to achieve.”
Finally, he takes a few minutes to read “This economic downturn is unlike anything we’ve seen
motivational, inspirational, or instructional books. before,” he said. “Given the emotional distress that people
“Even if it’s only for five minutes, this is self- are under, they are going to attack you for discounts.”
development stuff that expands your thinking,” he said. He believes shops should build their estimates fairly and
then stick to them.
“It takes a lot of money to draw profit in an independent
repair shop. We have some of the lowest net profits of
any small business in North America. Your job as a
to consider the one thing they really need to give up. service advisor is to protect the profit,” he said. “So, when
“Now’s the time to do it!” he said customers ask you if that’s your best price, you have to say,
‘Yes, it is. When we build our estimates, we include every
2. Arriving to work late and not having a game plan for the day discount we can. We shop our competition every single
“As a service advisor, you control an immense amount of month to ensure our pricing is fair. This is a fair price for
workflow,” he said. “The way you set yourself up in the the job. Do you want me to take care of it for you?’ You
morning, sets you up for success or failure.” have to stand by your price, not in an egotistical or bullying
O’Neal advocated what he calls observing a ‘golden hour way. But when you get challenged, you’re going to be able to
of power’ before the doors open in the morning, in which you answer their questions.”
set goals for the day, get your thoughts straight, and organize
your paperwork. 5. Lack of practice
“When the doors open it’s game time. I’m there to serve,” Like many trainers, O’Neal is a big advocate of practicing
he said. “I don’t care about administration, or reconciling the scripts that service advisors are called upon to recite
parts bills, or doing anything except serving the customers so often – from sales pitches, to technical explanations, to
and helping my business achieve what it needs to achieve. responses to common objections.
Everything else goes out the window.” This is best done on a daily basis, in front of coworkers
who can offer constructive feedback.
3. Rushing through estimates “Stop practicing on your customers,” he said. “If you
Speed of service is key, but take the time to properly estimate don’t have dedicated role-playing time in your week, I
the job. guarantee you you’re regurgitating the same habits over
Ironically, he said, this is less of a danger for beginning and over and you’re building a rut for yourself. Consumers
advisors who tend to be overly cautious when building estimates. are changing. Set aside practice time.”
“Let me warn you, as you gain experience, and your ego He said customers are changing and they’re more
starts to grow, you start to think, ‘I’ve seen this before. I’ve comfortable challenging assumptions and prices than ever
got this.’ And you start to rush through your quotes. Be very before. Practice is needed so your responses come
careful. Don’t take anything for granted,” he said. “You can out naturally and clearly.
cost yourself hundreds of dollars if you fail to take important Just as there are many ways to over-deliver to customers,
steps into consideration.” there are many ways to drop a sale, lose revenue, or destroy
O’Neal said once you give the customer an estimate, that’s profit.
what they expect to pay. O’Neal believes service advisors play a critical role in the
“Anything that is added on later is painful and negative,” business and they’d be doing themselves a favour if they
he said. avoid the most common pitfalls.
20 J U LY / A U G U S T 2 0 2 0 w w w. a u t o s e r v i c e w o r l d . c o m We’re looking for the best!
Do you know a business that has innovated within the last year?
Programs that deliver exceptional results | Marketing efforts that set it apart from the crowd
New computer systems that increase productivity | Facility upgrades that enhance the image of the industry
Business milestones that celebrate longevity and success
TheThe
2020
2020
of of
thethe
Year
Year
Shop
Shop
of of
thethe
Year
Year
The 2020 Jobber of the Year The 2020 Shop of the Year
A parts store that has distinguished itself with An auto repair shop that has captured the
personalized service, highly knowledgeable imagination of the community with its unique
staff, unique programs that help its wholesale approach to customer service, dedication to
customers thrive, and a commitment to excellence, training, and improving the image
offering quality training. of our industry.
We can’t wait to hear from you!
Jobber of the Year and Shop of the Year are peer-to-peer
awards. We’re looking for nominations from within in the
industry. We want to hear from jobbers, shop owners, their
employees, family members, and suppliers. And while we love
your enthusiasm, please submit only ONE nomination per shop.
It is only the first step in the process. Prospective winners will be www.autoserviceworld.com/jobber-of-the-year-2020
interviewed by phone to determine their eligibility for the award. www.autoserviceworld.com/shop-of-the-year2020TECH FEATURE
Do diesels
EXHAUST you?
Understanding diesel exhaust
aftertreatment systems will help you
keep your light-truck customers happy.
By David Bry
D
iesels have long had an image problem. They were known to be smelly, slow, catalysts on gas-powered cars of the mid-
and dirty. 1970s. (Starting in the 1980s, gasoline
But that picture is very much out of date. Diesels don’t stink like they used vehicles employed a three-way catalyst
to. Many are extremely powerful. And they’re remarkably clean compared to that also lowered NOx emissions.)
the old days. In the modern diesel exhaust
Cleaning up diesel’s act took some work. The breakthrough came with the aftertreatment system, diesel exhaust fluid
development of diesel exhaust aftertreatment systems. (DEF) solution is injected into the exhaust
All internal combustion engines produce pollutants such as CO2, CO, HC, and stream in a spray of tiny droplets. The
oxides of nitrogen (NOx). Diesel exhaust, when untreated, also contains significant diameter of these droplets range from 100 to
amounts of particulate matter (PM). Regulations enacted
worldwide required significant reduction in all diesel Diesel Exhaust
pollutant levels beginning in the mid-2000s. DOC Fluid
For the U.S. market, the major emission reductions Diesel Oxidizing SCR DPF
Catalyst Selective Catalytic Diesel Particulate
were implemented during the 2007 model year, on all Straight Diesel Reduction Filter
Treated Diesel
Exhaust Exhaust
diesel engines built after Jan. 1, 2007. Thanks to newly
developed diesel exhaust aftertreatment systems,
particulate matter was dramatically reduced.
Now that these systems are common and are making Hydro Carbons Diesel Exhaust Chemical Particulate
& Carbon Fluid droplets reaction Matter filtered
their way from dealerships to auto technicians everywhere, Monoxide both injected reduces oxides out
it would be good to review the basics of how these diesel reduced
exhaust aftertreatment systems work, how they can fail,
and the effects of failures. 200 µm. (For reference, a human hair ranges
They are not preventive systems like exhaust gas recirculation (EGR) which reduces from about 25 to 181 μm in diameter.)
the formation of pollutants during the combustion process, or crankcase ventilation From there, the exhaust works its way
systems which prevent crankcase vapours from reaching the environment. Instead, through the selective catalytic reduction
diesel exhaust aftertreatment systems reduce pollutants after they have been produced. (SCR) catalyst, which uses the DEF to
The exhaust enters the diesel oxidizing catalyst (DOC) where HC and CO emission create a chemical reaction to reduce
levels are reduced. This oxidizing process is similar to what occurred in the two-way NOx emissions.
w w w. a u t o s e r v i c e w o r l d . c o m J U LY / A U G U S T 2 0 2 0 23Finally, the diesel particulate filter (DPF) traps PM to prevent it from entering The DEF
the atmosphere. solution spray
Throughout, the system is chock-full of sensors to confirm and regulate vaporizes and
proper operation. decomposes to
form ammonia
Exhaust components and carbon
While the DOC is not much different from the two-way catalyst on a 1977 Chevy dioxide. When
Impala V8, the SCR is very different in construction and function from a typical the ammonia
catalytic converter. The SCR only reduces NOx and it cannot perform that function vapour is
without the Diesel Exhaust Fluid (DEF) spray at the inlet side of the SCR. introduced to
the NOx gas, it
converts it to
nitrogen and
water – a harmless byproduct.
DEF is the reactant necessary for the
functionality of the SCR system. It is a
carefully blended aqueous urea solution of
32.5% high purity urea and 67.5% deionized
water. (The DEF fluid is from the same
family as urea fertilizer and bovine urine.
But don’t try to collect your own fluid to
save money. It won’t be of the proper purity
or concentration. That’s no bull!)
DEF needs to be properly stored in a
cool, dry, well-ventilated area, out of direct
sunlight. At room temperature, DEF can be
stored for two years. Keep it between -12°C
and 32°C and it will last at least a year.
Let that temperature rise above 32°C and
the DEF shelf-life drops. So don’t buy a
two-year supply at Costco and then store
it in a greenhouse!
Clogged injector
To keep someone from putting diesel in the
DEF tank, the standard nozzle diameter
for dispensing DEF has been designed at
19mm versus the standard diesel fuel nozzle
diameter of 22mm. In addition, the cap for
the DEF tank is blue to further differentiate
it from the diesel tank.
However, as you might expect, some
people have made the mistake of dropping
DEF into the diesel tank. This will result in a
stalled engine and a very expensive repair bill.
Problem areas of the DEF system include
the DEF reductant pump, the tank heaters
(DEF won’t flow if it freezes – and it will
freeze at -11°C), and the spray nozzle which
can clog up with crystalline DEF. Either
issue will cause DTCs and continued
driving with DEF issues can put the vehicle
into several levels of reduced power; the
final level of reduced power will result in a
top speed of about 8 km-h.
24 J U LY / A U G U S T 2 0 2 0 w w w. a u t o s e r v i c e w o r l d . c o m So tell your clients to keep that DEF tank parked outside the facility and away systems have been a reality for more than
full of fresh DEF and they won’t get into a from flammable materials, vegetation, a decade. With the information above and
‘DEF jam.’ other vehicles, and buildings, due to the vehicle-specific procedures contained in
high exhaust gas temperature at the tail Alldata’s OEM-level service information,
The last stop pipe (around 315°C). you’ll be well on your way to servicing
PM reduction – which most people think of The service regeneration can be today’s diesel cars and trucks.
as ‘soot’ – is probably the most visible part terminated by applying the brake
of the current diesel emission standards. pedal, turning it off using the scan David Bry
Some of the particulates are reduced by tool, or by simply disconnecting the An ASE Master automotive technician for
21 years and spent 14 years as an
precise control of fuel mixture, injection scan tool from the vehicle. automotive educator before joining
Alldata in 2016. This article originally
timing, and exhaust temperature. But any Diesel exhaust aftertreatment appeared in Alldata News.
PM that makes it past everything else hits
the diesel particulate filter (DPF).
That amazing piece of engineering
can remove more than 90% of particulate
matter carried in the exhaust gases. It uses
a filter substrate consisting of thousands
of porous cells to trap the bad stuff. And
it keeps on being amazing right up until it
gets plugged.
To prevent plugging – and the trouble
codes and power loss associated with that
– the system will automatically go through
regeneration to “burn-off” the soot loading
in the DPF.
The ECM/PCM monitors the amount
of soot trapped in the DPF. Too much soot
plugs the exhaust, triggers DTCs. If allowed
to degrade too much, it will cause the vehicle
to go into reduced power ‘limp’ mode.
On a scan tool you can see this soot
accumulation expressed as either grams
or percentage. When the number gets too
high for the good of the system, the ECM/
PCM will raise the temperature of the DPF.
It will inject extra fuel into the exhaust
stream via an extra injector. Or it will alter
the injection timing. In some stationary-
engine cases, it will employ electric
heating elements. Either way, the elevated
temperature will burn away the excess soot.
The automatic regeneration process
typically happens with little fanfare.
The driver may be totally unaware it
is occurring. But if it doesn’t happen
normally (engines that idle a long time or
operate at low-power levels won’t be able
to successfully perform a regeneration,
resulting in high soot accumulation and
DTCs), then you need to force regeneration
via a manual “service regeneration.”
A scan tool is required for service
regeneration. Commanding a service
regeneration is accomplished using the output
control function. The vehicle will need to be
w w w. a u t o s e r v i c e w o r l d . c o m J U LY / A U G U S T 2 0 2 0 25BAYWATCH
Vehicle lifts
Launch Tech USA has recently reintroduced
its hoists to the Canadian market through the
leadership team at Canada Auto Solutions
(CAS). CAS is the partner of choice for
selling, installing, and maintaining Launch
products in the Canadian market. Launch says the authorization is testimony to
CAS’s competency in designing, operating and expanding its sustainable, technically
viable and locally available technical support system.
www.canadaautosolutions.com
Ratchet and socket sets
Milwaukee Tool now offers three ratchet and socket sets in Packout Low-
Profile Organizers; fully compatible with the Packout Modular Storage
System for easy storage. The sockets feature the versatile Four-Flat-Sides,
which are anti-roll and wrench-ready. All sockets are engraved with
sizing for lasting readability. The ratchet in all of Milwaukee’s
ratchet and socket sets is designed with a slim profile head and
90 teeth delivering 4 degrees of arc swing for better access in
tight spaces.
www.milwaukeetool.ca
Flexible fuel lines
Dorman says it has made replacing corroded fuel lines easier
with its Dorman OE FIX lines made of flexible stainless steel,
cut to the full length of the original on specific vehicles, and
with all the connectors needed for the easiest possible installation.
Upgraded materials include high-strength, corrosion-resistant, braided stainless
steel to protect the nylon hose. Reduced box size and SKU consolidation maximizes
revenue per square foot of inventory space.
www.dormanproducts.com
Galvanized brakes
With new galvanized brake pads designed for
the best in BMW driving dynamics, NRS Brakes
has expanded its line of premium pads to include
the 2020 BMW M240i, a sporty and smaller
alternative that is part of the luxury brand’s
2-series. This new addition, along 2020 BMW 2-series, will represent approximately
102,000 vehicles in production globally. NRS says its products are widely recognized
as the world’s longest lasting brake pads and offer advanced noise-canceling piston
cushions and shims with best-in-class friction.
www.nrsbrakes.com
Brake parts
Hella Pagid Brake Systems has expanded
its brake caliper portfolio by 987 vehicle
applications, with the total vehicle stock
exceeding 19 million. The range of brake
pads has also been further extended,
with 757 additional vehicle applications
for a worldwide stock of more than 8.5 million vehicles. And the brake disc portfolio
has been extended by 299 vehicle applications with a stock of over seven million
vehicles worldwide, so that the total range of brake discs now exceeds 2,600 items.
www.partcat.com/hellaValve cover kit Engine adapter plates
Dorman Products has developed a OTC has released a series of four new specialty
complete kit for replacing the valve in products to provide even more compatibility on
the intake manifold of the 1.4L Ecotec every engine repair. Now available throughout
engine. The kit offers a complete repair North America, the released adapter plates
of all damaged components, include the new 1750-4649 Engine Adapter Plate,
with a redesigned OE Fix the 1750-47022 Engine Adapter Plate, 1750-
manifold to prevent future 4789 Engine Adapter Plate, and the 1750-4940 Engine Adapter Plate.
intake manifold and valve Engineered and developed using high-end materials and engineering to
cover failure. It also includes a provide maximum durability, these products allow technicians to safely
PCV tube assembly, because this and securely remove and hold heavy-duty engines using the 1750A
part frequently breaks during removal. The included intake manifold Revolver Diesel Engine Stand from OTC.
is redesigned to correct a frequent PCV valve failure in the original www.OTCTools.com
equipment design.
www.dormanproducts.com
Parts Catalogues
Mitchell 1 recently enhanced its shop management software, Manager
SE, with new parts catalogues to help automotive repair shops
Lift supports streamline parts ordering, a critical task that contributes to a shop’s
StrongArm has introduced an innovative addition to its family of lift overall efficiency and profits. The new catalogues build on the industry’s
supports. New StrongArm ProGlide Tailgate Assist is engineered for largest selection of integrated parts catalogues available in a shop
safe and convenient tailgate operation. ProGlide is a special damping management system. The comprehensive collection of aftermarket parts
strut that replaces the need for manual tailgate lowering. The result is catalogues in Manager SE includes specialty parts and tires, allowing
the extended life of tailgate cables and hardware. Only one ProGlide service writers to quickly check warehouse inventory and order parts
Tailgate Assist is needed, and the no-drill installation is fast and easy. with up-to-the-minute pricing directly from the management system.
www.trico-group.com www.mitchell1.com
w w w. a u t o s e r v i c e w o r l d . c o m J U LY / A U G U S T 2 0 2 0 27BAYWATCH
Timing system components Driveshafts
During the first half of 2020, timing system Dana Incorporated has designed its Spicer driveshafts to
components manufacturer Cloyes added be drop-in replacements for Mercedes-Benz/RAM Promaster
product line coverage for more than 23 Sprinter vans that eliminate technician assembly time so repairs can be
million vehicles-in-operation (VIO) in completed quickly and these important last-mile vehicles can get back
North America. The growth in VIO coverage on the road. Spicer driveshafts for Mercedes-Benz/RAM Sprinter vans
is due to the addition of 76 timing drive system kit and component part are designed, engineered, and manufactured to meet global aftermarket
numbers to its catalogue. The newly released part numbers include a driveshaft requirements and provide the top performance, reliability,
wide range of kits and stand-alone components, including variable valve and durability of original equipment (OE) products.
timing components, timing chain tensioners, guides, sprockets, and www.spicerparts.com
chains as well as timing chain kits, timing chain water pump kits, and
variable valve timing chain kits. Automatic tire
www.cloyes.com recommendations
Hunter Engineering and Dealer Tire LLC
Acura brakes have partnered to bring dealerships an
NRS Brakes now offers the latest in brake pads easier and faster way to increase tire revenue
specifically designed for the 2020 Acura RLX, through Hunter’s autonomous inspection
including the popular hybrid model. Despite system. A vehicle simply drives through Hunter’s unmanned inspection
the growing popularity of hybrids, many system. In seconds, the advisor is able to present tire recommendations to
manufacturers have been slow to adapt products for regenerative braking. the customer, making the process seamless and convenient for everyone.
NRS Brakes, however, has engineered its new brake pads to account for The new, automated tire recommendation requires Hunter’s latest
reduced moisture dissipation and increased corrosion risk typical of hybrid WinAlign 16.2 software which measures rim diameter. All Hunter Quick
brake pads. NRS galvanized brake pads for the Acura RLX also fit the TLX Check Drive and Quick Tread Edge inspections systems are fully capable of
and represent approximately 329,260 vehicles in operation globally. running this newest software version.
www.nrsbrakes.com www.hunter.com
Demand and supply
know-how
Car professionals are rigorous people. They demand the best price possible.
They demand access to the best brands and they demand good service and
expert advice. NAPA Auto Parts supplies all that, and a lot more.
NAPA Auto Parts. Ready to deliver. napacanada.com
28 J U LY / A U G U S T 2 0 2 0 w w w. a u t o s e r v i c e w o r l d . c o m Steering kit Lighting line
Elgin Industries has introduced an Lumileds has launched a new innovative line
extensive range of original equipment- of Philips MasterDuty headlight bulbs made
quality front-end steering system especially for medium and heavy-duty Class 2-8
repair kits covering classic muscle cars truck applications. Specially designed to handle
from General Motors and Ford. Each rough terrain and damaged roadways while
Elgin front-end steering kit includes the high-quality replacement providing the ultimate protection against mechanical shock, Philips
components needed to help restore safe, precise steering and handling. MasterDuty bulbs also deliver a long-lasting runtime of up to 550
Elgin also offers complete front-end rebuild kits and bushing kits hours. The Philips MasterDuty headlight programs features eight
covering 1960s and ’70s era muscle cars from Ford, GM and Mopar. SKUs offering coverage for H1, H7, H11, 9003, 9005, 9006, H13 9008,
www.elginind.com and HIR2 9012 forward lighting applications.
www.lumileds.com
ADVERTISER INDEX Classic car parts
AIA Canada In order to boost the visibility of its classic
www.aiacanada.com/asap.html
nicraftTM parts for all non-Ford makes . . . . . . . . . . . . . . .. 22
and models. With this newest..addition and muscle car products in the U.S. and Canada,
ich includes Ford and an expanded Motorcraft® parts offering for Ford vehicles, Spectra Premium has introduced a category for
Brake Parts Inc. – Raybestos
ne-stop-shop for quality parts – with a competitive warranty at a great
www.raybestos.com.. . . . . . . . . . . . . . . . . . . . . . . . . . . . .... 6 undercar parts ranging from the 1960s to the 1980s. The new Classic
you can spend less time looking, and more time getting things done. Car Parts category encompasses over 500 existing products spread
CRP or
mation, contact your local Ford Dealer Automotive
visit ford.ca/wholesale. across four main product lines: classic injection tanks, fuel tanks,
www.aaesteering.com.. . . . . . . . . . . . . . . . . . . . . . . . . .. 27
sending units, and body panels. The classic injection tanks are fuel tank
Ford assemblies that combine the fuel tank following original specifications
www.ford.ca/wholesale.. . . . . . . . . . . . . . . . . . . . . . . . ... 31
with their respective pre-installed sending unit. All the components of
Liqui Moly this classic tank assembly are available separately.
www.liqui-moly.us. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .... 4 www.spectrapremium.com
ft is a registered trademark of Ford Motor Company. OmnicraftTM is a trademark of Ford Motor Company.
®
ord Motor Company of Canada, Limited. All rights reserved.
Mechaniq
www.www.mechaniq.ca/partners.. . . . . . . . . . . . . .. 25
Mitchell1
www.mitchell1.com. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ... 11
x10.75.indd 1 2020-02-06 3:49 PM
Mopar
www.mopar.com.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ... 14
PRODUCTION:
LIVE: 7” x 10” COLOURS: 4C Leslie Miller DATE INITIAL
NAPA CREATIVE:
. . . . . . . . . . . . . . . . . . . . 28, 30
None
www.napacanada.com
Cyan
TRIM: 8.125” x 10.75”
Magenta ACCOUNT EXEC: .. .STUDIO
None
Yellow
PROJECT MANAGER:
BLEED: 8.375” x 11” Black
NGK Spark NA Plugs
PRODUCTION
ngksparkplugs.ca
STUDIO:
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. 26
Lane, Jennifer
0.75.indd FOLDED: None CREATIVE
PREV. USER:
NRS Brakes
Lalousis, John
www.nrsbrakes.com.. . . . . . . . . . . . . . . . . . . . . . . . . . . . .... 2
DIELINE: NA WRITER
CAR
OEC
PROOFREADER
91898
. . . . . . . . . . . . . . . . . . . . . . ... 12
www.oeconnection.com..ACCOUNT
Pass It On Undercoating Inc.
. . . . . . .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. 24
ectronic mechanical are owned (“Y&R Proprietary Fonts”) and/or licensed (“Y&R Licensed Fonts”) by The Young & Rubicam Group of Companies ULC.
es, and are to be used only for the execution and the completion of this job order. You are authorized to use the Y&R Proprietary Fonts in the execution
prietary Fonts shall be deleted from your systems and destroyed upon completion of this job order. You warrant and represent that you have secured
er to execute our job order and will abide by the terms thereof.
Turnkey Media Inc.
www.autoserviceworld.com.. . . . . . . . . . . . . . . . . . 18, 21
Uline
www.uline.ca.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. 29
Valvoline
www.valvoline.com.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . ... 13
VL Communications
www.vlcom.com.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .... 3
Wakefield Canada
www.wakefieldcanada.ca.. . . . . . . . . . . . . . . . . . . . . . .... 9
Worldpac
www.worldpac.ca/quality.. . . . . . . . . . . . . . . . . . . . . . .. 32
Wurth
shop.wurth.ca.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ... 10
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