Counterman

Earlier this month, AutoZone reported stellar results for its fiscal 2022 second quarter. DIFM sales set the pace. For the quarter, which ended Feb. 12, AutoZone reported a 32.1% year-over-year increase in domestic commercial sales. The domestic DIFM sales total of $844 million was a second-quarter record for the company. Weekly domestic commercial sales per store were $13,500 – another second-quarter record – up from $10,500 in the fiscal 2021 second quarter. Overall, AutoZone’s fiscal 2022 second-quarter net sales were up nearly 16% to $3.4 billion. Domestic commercial sales accounted for 25% of that total – yet another company record – up from 21.9% of total net sales in the second quarter of FY 2021. Perhaps the most impressive stat: On a two-year basis, domestic commercial sales are up a whopping 46%. During the company’s March 1 conference call, AutoZone CEO Bill Rhodes noted that that the company doesn’t have good visibility into industry data that would quantify how much AutoZone has grown its DIFM market share in recent years. However, he acknowledged that “we are quite comfortable that we’re growing share exponentially” versus the overall aftermarket. On several occasions, Rhodes made a point to emphasize that AutoZone’s recent price cuts have not been the primary catalyst for its accelerated growth in DIFM sales. “They are an element, not the element of our growth,” Rhodes said. “About four years ago, we embarked on a new strategy in commercial, and we looked at all elements of our offerings. We changed the assortment methodology in every store in the United States. Every store has a different product assortment that leans further into the commercial business today than it did four years ago. “We also said, ‘How are we going to get significant increase in local-market availability? And we came up with this concept called a megahub store.” AutoZone’s megahub stores typically stock around 100,000 SKUs, “and drive tremendous sales lift inside the store box as well as serve as an expanded assortment source for other stores,” CFO Jamere Jackson explained during the call. As of the end of its fiscal second quarter, AutoZone had 64 megahub stores, and Jackson said the company plans to open 14 more megahub locations throughout the rest of its fiscal 2022. “The expansion of coverage and parts availability continues to deliver a meaningful sales lift to both our commercial and DIY business,” Jackson said. “And we are testing greater density of megahubs to drive even stronger sales results. What we’re learning is that not only are these assets performing well individually, but the fulfillment capability for the surrounding AutoZone stores gives our customers access to thousands of additional parts and lifts the entire network.” AutoZone executives have stated publicly that the goal is to establish at least 110 meghahub locations, but Rhodes said that number could end up being closer to 200. “One of the things about the mega hubs: Every time we measure them, they do better than our projections – period. Every single time,” Rhodes added. Regarding the DIFM sales growth, Rhodes also pointed to improvements in the effectiveness of AutoZone’s front-line sales personnel and delivery drivers, and technology upgrades that make AutoZone “easier to do business with.” “We’ve taken our sales force – which was relatively immature and, frankly, brand new a decade ago – and as they mature and develop tenure, they’re getting more professional and better at their sales techniques. “We’ve deployed the single-largest technology endeavor of the company’s history in the commercial business. We’ve enhanced how we interact with our customers digitally. We’ve also rolled out handheld devices to all stores and all drivers, so that when they’re picking the products, we make sure we have the right products, and when we deliver the products, we can understand delivery times. We’re driving our delivery times down about 15% so far, and that’s nowhere near our goal. So we’re improving our service on that front.” He also pointed to the Duralast battery brand, “which continues to become stronger and stronger across the board.” Regarding the pricing element of the company’s DIFM strategy, Rhodes noted that AutoZone traditionally has been “premium-priced” compared to its competitors, “because our service offering is “premium-priced.” “I’d like to address the subject of pricing, and if AutoZone’s pricing disciplines or philosophies have changed from past practices,” Rhodes said during his prepared remarks. “The short answer is a resounding ‘no.’ “While we initiated a retail pricing adjustment last year in Q1, and further adjusted some commercial pricing in quarters 2 through 4, these moves were done to be price-competitive, but with other channels – not with our direct competitors. Specifically, in the retail business, we reduced our premiums to mass, particularly on highly visible commodity products. “Regarding the more significant change in commercial. Our prices have always, always been meaningfully higher than our WD competitors, as our service level is superior. Our pricing changes over the last year or so have been to narrow – I emphasize narrow – but not eliminate that gap.” Rhodes asserted that AutoZone’s pricing adjustments have “narrowed that premium by roughly half.” “While this has created some consternation in the investment community, we think our results have shown that this was a prudent and productive decision,” Rhodes said. “We continue to see our industry as very rational when it comes to pricing strategies. And I want to be clear – crystal clear. I don’t want anyone to conclude that our growth in commercial is solely due to pricing.” The post Rhodes: Pricing Isn’t Only Driver Of AutoZone’s DIFM Growth appeared first on Counterman Magazine. 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Continental has launched a redesigned website for its REDI-Sensor multi-application TPMS-sensor program. The new website at REDI-Sensor.com, features a wide range of TPMS training and educational resources for professional technicians and shops. It also introduces and showcases the next generation of REDI-Sensor TPMS sensors, which can replace more than 290 different OE sensors and provide coverage for more than 150 million VIO with only four sensors. A key feature of the new REDI-Sensor site is the “Training Central” section, which houses a portfolio of training resources aimed at educating professional technicians on the latest TPMS knowledge and service techniques. The section includes signups for live webinars hosted by Continental’s own TIA-certified instructors and allows visitors to access previously held webinars on-demand. Upcoming Webinars Continental is hosting two upcoming live webinars on April 20 and April 27, which will focus on the new generation of REDI-Sensor TPMS sensors. The training webinars are open to all service pros and Training Central offers easy way to sign and participate at https://www.redi-sensor.com/trainingcentral/. In addition to webinars, the section features a video series on TPMS Tech Tips, service tips for professionals, a TPMS FAQ section and information on the complete REDI-Sensor multi-application TPMS line. The REDI-Sensor website provides an exceptional application lookup that makes it easier for technicians to quickly identify the right product for their TPMS needs. It uses a year/make/model search function to help determine the correct TPMS-sensor and service parts needed, while also providing the latest sensor installation and relearn instructions, service tips and how-to videos. A “Where to Buy” feature has been added to help shops find the best location to purchase the REDI-Sensor TPMS sensor and service parts they need. The site also features a section for drivers that includes some everyday FAQs on TPMS, information on the importance of TPMS for driving safety and a blog with articles on TPMS, tire service and safety tips. The site was built with a responsive-first design template, allowing it to be easily accessed and navigated on mobile devices as well as laptop and desktop computers. For more information visit: redi-sensor.com or contact [email protected]. The post Continental Retools REDI-Sensor Website To Deliver More Robust Education appeared first on Counterman Magazine. View the full article

Counterman’s “Guess the Car” contest challenges our readers to solve an automotive riddle, for a chance to win $100. And each month, we receive hundreds of responses from aftermarket professionals trying to guess the model of the vehicle depicted. The correct answer for the February/March contest is the Toyota Tundra. The winner is Greg Rogers, inside sales and axle & suspension sales at Potter Webster Co. in Portland, Oregon. Now, let’s get to know the “Guess the Car” champion. CM: How long have you been working in the auto parts business? GR: I started in the auto parts business in 1976 and also have worked in engine remanufacturing and high-performance engine sales. I am currently in a heavy-duty truck parts distributor managing their axle and suspension sales to OEM semi-trailer manufacturers, but I still get calls for fleet-shop pickup parts and all the auto parts for our employees. CM: What do you like most about your job? GR: I like being able to custom-engineer something that hasn’t been done before. Doesn’t happen often, but it can be rewarding. CM: What’s the strangest question a customer has asked you? GR: I had a young woman once ask if I had any wiper blades to fit her Chevrolet Mustang. CM: What’s the coolest car you’ve ever owned or worked on? GR: I’ve spec’d valvetrains for NASCARs and for record-breaking dragsters. The most challenging project was converting an alcohol-burning, turbocharged Corvair to Weber side-draft carburetors and jetting them properly. CM: Do you have any interesting hobbies? What do you do for fun? GR: I am currently writing a trilogy screenplay about “The Adventures of Major Tom.” For fun, I have a killer stereo, and I like to barbeque. CM: What’s your dream car? GR: I have a 1986 Dodge Conquest TSI, but I think that I would rather have a 1972 Mach 1 Mustang. The post Meet The ‘Guess The Car’ Champ: Greg Rogers appeared first on Counterman Magazine. View the full article

Stage 8 has introduced locking header-bolt kits designed specifically for side-by-side recreational vehicles using 8-millimeter bolts. Off-roading in a side-by-side in remote locations is no time to experience equipment failure. Stage 8 is the only fastener company that can claim that its fasteners, including header bolt kits, have never failed, according to the company. The new header-bolt kits, SBS-101 and SBS-102, are available now for purchase. Part No. SBS-101 is an 18-piece kit, retailing for $38.40. It includes: Six M8 x 1.25 x 30 mm DHH (dual hex head) Grade 8 grooved Stage 8 locking boltsSix locking retainersSix clips Part No. SBS-102 is a 24-piece kit, retailing for $49.85. It includes: Eight M8 x 1.25 x 30 mm DHH (dual hex head) Grade 8 grooved Stage 8 locking boltsEight locking retainersEight clips “Stage 8 header-bolt kits are an excellent way to protect your investment and ensure rides are not interrupted with equipment failure,” the company said in a news release. “Easily removable, Stage 8 locking-bolt kits are the world’s standard for performance lockdown technology that absolutely eliminates loose bolts even under the most extreme use on- or off-road.” For more information about Stage 8 products, visit Stage8.com, email [email protected], or call (800) 843-7836. The post Stage 8 Introduces Locking Header-Bolt Kits For Side-By-Sides appeared first on Counterman Magazine. View the full article

In celebration of its 50th anniversary, the National Institute for Automotive Service Excellence (ASE) has made available free downloadable communications materials and creative assets to help industry organizations take part in ASE’s yearlong celebration. Designed as a one-stop web portal, the online ASE toolkit gives repair shops, parts suppliers and industry organizations access to ASE marketing assets for use in their own communications. The web-based toolkit features a special 50th-anniversary section that includes logos, email and press-release templates, social media and infographics, plus posters, handouts and other digital assets. To view the ASE 50th-anniversary toolkit, visit https://asetoolkit.com/toolkit/50. For questions or additional information, email [email protected]. The post ASE Adds 50th-Anniversary Materials To Online Toolkit appeared first on Counterman Magazine. View the full article

First Brands Group has introduced new part numbers to its premium-quality Raybestos line in the categories of brake friction, rotors, calipers, master cylinders and brake cables. More than 100 new Raybestos part numbers are now available for domestic and international nameplate late-model and luxury vehicles, including 2020, 2021 and 2022 coverage for Buick, Ford, Honda, Hyundai, Jaguar, Jeep, Mazda, Mercedes-Benz, Nissan, Ram, Scion and Toyota. The just-released parts include Raybestos Police brake-pad coverage for 2021 and 2022 Ford Explorer and Police Interceptor utility vehicles, as well as new coated-rotor numbers for popular 2022 truck, SUV and passenger-car applications, including Ford F-150, Nissan Sentra and Honda CR-V. “We are always proud to introduce new part numbers and this time is no exception,” said Kristin Grons, director of marketing, First Brands Group. “With the introduction of specialty brake pads for in-demand police vehicles, coated-rotor coverage for newer passenger vehicles, and a wide range of carry-up coverage, our customers will have the Raybestos parts they need for more late-model vehicle repairs.” The complete family of Raybestos brake products include disc pads and shoes, drums and rotors, master cylinders, wheel cylinders, calipers, hubs, hoses, and hardware. To learn more about new part numbers and their applications, customers should contact their First Brands Group representative. The post First Brands Adds Raybestos Coverage For Late-Model Vehicles appeared first on Counterman Magazine. View the full article

When I hear good and bad in the same sentence, I think of the classic Clint Eastwood movie, “The Good, the Bad and the Ugly.” This isn’t the Old West, but I can draw a perfect parallel between the title and the fight we sometimes have with alternators. When they’re good, they’re good. When they’re bad, they’re bad. So, what’s the ugly? That’s when they’re good, but we think they’re bad because there’s an electrical problem that prevents them from working properly. It gets even uglier when the problem is hard to find, and probably the ugliest when a good alternator is called bad. What an alternator does is simple, or at least we’ll keep it that way for now. It outputs direct current (DC) to power vehicle electrical systems and maintain and recharge the vehicle battery. An alternator is aptly named because it generates an alternating current (AC), which is, in turn, converted to DC. We can divide the alternator into two different systems: the mechanical and the electrical. On the electrical side, you have the components that are responsible for generating and managing the electrical current, which include the rotor, stator, regulator and rectifier. The rotor and stator are the main components that generate electricity, based on fundamental electromagnetic principals. The regulator is what controls the output of the alternator, and the rectifier is what converts AC to DC. The Good When an alternator is good, alternating current is being generated by the rotor and stator, the rectifier is converting it to direct current and the regulator is controlling the output. If a problem develops with one of these, the result is either no voltage, too much voltage or an AC-voltage output. Any of those are bad. If this seems too simple, it is on purpose. We can get much deeper into it, which will make it more difficult, but the way we do things today has changed the process of diagnosing the charging system. Things were different years ago. We used to take alternators apart. We’d check the windings of the rotor and stator. Then we’d check the diodes in the rectifier, and finally check the regulator. As a matter of fact, regulators used to be separate from the alternator and they were mechanical devices compared to solid-state electronics. We’d take everything apart, check it all, determine what was bad and replace only what was needed. We don’t do that anymore. Alternators have been self-contained for many years. Regulators are built in. If an alternator isn’t working, we replace it. That’s it. We don’t think about why, nor do we even toy with the idea of taking it apart. Just send me a new one. On the mechanical side, you have the bearings that support the rotor, and the pulley that’s driven by the belt. If the bearings are bad, they’re loose or noisy. Pulleys used to be fixed chunks of metal. Now we see overrunning alternator pulleys (OAP) or overrunning alternator decouplers (OAD). When these go bad, they’re often noisy, or they may not spin the alternator. The brushes in an alternator are another mechanical part of it. They’re made of conductive materials that physically contact and rub against the slip rings. This is how the electrical current from the regulator flows into the rotor. But we don’t replace brushes anymore, nor do we replace bearings. We don’t even think about taking the alternator apart. We just replace it. The pulleys are the only parts we may replace separately. The Ugly When an alternator needs replaced, the process usually isn’t too difficult, but that’s when it can get ugly. As counter professionals, you deal with technicians, and you deal with do-it-yourselfers. Either way, when they ask for an alternator, you’re hoping the diagnosis is correct. The last thing you want is an alternator return. You might ask a few questions to see if they’ve done some basic diagnosis, but you’re in a tough spot. You don’t want to show disrespect, but you don’t want the original coming back covered in grease, because they found the “real” problem after they replaced it and it didn’t fix the problem. Do DIYers make mistakes? You bet. Do professional technicians make mistakes? We sure do. It’s not always easy, and diagnosis can be difficult. Any time electrical diagnosis is involved, the potential for mistakes can be greater, and charging systems are no exception. One problem is that alternator failure isn’t uncommon, and if the charging-system indicator is illuminated, that’s likely the problem. It’s easy to see the warning light, and even maybe check battery voltage with the engine running. If the battery voltage is at or below 12.6 volts, the alternator must be bad, right? After all, we would normally see 13.5 to 14.5 volts. This is what I like to call a reactive diagnosis. We react based on what we know is common and think that what we initially see tells the story. Sure, it’s possible that the alternator may be bad, but only possible. A fact of electrical diagnosis is that the majority of all electrical problems are caused by higher-than-normal resistance – in other words, a poor connection. Diagnostic Tips How, as technicians do we keep from making this mistake? We have to remember that electrical systems are far more complicated than they have been for years, and they require correct system voltage in order for all of the computers and electronics to work properly. Battery condition is critical, and a weak battery can prevent an alternator from properly charging. It’s also not unheard of to get a vehicle in that has both a bad alternator and a bad battery. It does happen. When diagnosing charging systems, an important detail not to overlook is performing a voltage-drop test on the battery and alternator cables. It’s safe to say that higher than normal resistance is responsible for the good majority of misdiagnosis and comebacks. The traditional tools we use for battery and charging-system diagnosis are a digital battery tester, a multimeter, a load tester and an amp clamp. However, for modern charging-system diagnosis, a scan tool has become a must-have. Modern charging systems are no longer stand-alone systems, with the vehicle ECM playing a large part in their control and operation. A power-management system is a more accurate name than charging system, and it includes the alternator, battery and ECM. These systems have been developed to improve fuel economy, battery life and alternator operation, and not only do they monitor battery condition, but some systems also can estimate battery condition as well. They control and adjust charging output and they also can perform diagnostics and set diagnostic trouble codes. Good alternators can go bad, but if you’re faced with answering questions and giving advice to your customers at the counter, make sure they’re covering all the bases of diagnosis, so a good alternator doesn’t turn ugly. The post When Good Alternators Go Bad appeared first on Counterman Magazine. View the full article

FRAM announced that it has finalized a sponsorship agreement with Superstar Racing Experience (SRX) for the 2022 season. This is the second year that FRAM will participate in SRX as a sponsor. “We are excited to continue our relationship with FRAM in the 2022 season,” said Reid Mobley, chief revenue officer of SRX. “FRAM was an integral part of our season one success, and we look forward to seeing them in victory lane this season.” SRX kicks off its schedule June 18 in Pensacola, Florida. The 2022 season will feature six races at tracks across the United States: June 18 – Five Flags Speedway, Pensacola, FloridaJune 25 – South Boston Speedway, South Boston, VirginiaJuly 2 – Stafford Motor Speedway, Stafford Springs, ConnecticutJuly 9 – Nashville Fairgrounds, NashvilleJuly 16 – I-55 Raceway, Pevely, MissouriJuly 23 – Sharon Speedway, Hartford, Ohio The FRAM logo will be prominantly featured on Marco Andretti’s car as he competes against a star-studded lineup that includes: Tony Stewart, Tony Kanaan, Ryan Newman, Matt Kenseth, Hailie Deegan, Paul Tracy, Helio Castroneves, Bobby Labonte, Ernie Francis Jr. and Michael Waltrip. “It is very special to have FRAM on board with me this season for all six SRX races,” said Andretti, driver of the No. 98 car in SRX. “I am honored to carry their colors and hope to get them some wins.” “FRAM is excited to once again partner with SRX Racing,” said Patrick Reyes, marketing manager for FRAM. “Last year’s relationship was a great platform to relaunch the FRAM brand and we hope to see continued success for SRX and victories for FRAM on the track.” FRAM provides a full set of filtration products to keep contaminants under control in critical spaces. Oil flow, engine air filtration and clean cabin air can all be protected with FRAM filters. Stay up-to-date with FRAM on Facebook and Instagram, and follow SRX on Facebook and Instagram. Learn more about FRAM filtration products at fram.com. The post FRAM Renews Sponsorship With SRX Racing For 2022 Season appeared first on Counterman Magazine. View the full article

Mevotech recently announced the expansion of its Supreme product line to include wheel-hub assemblies. According to the company, features include: Roll form lockdown design – to ensure bearing preload for reduced vibrationPremium seals – with a three-point or four-point seal designReinforced ABS sensor – enhanced wiring harness with integrated strain reliefsPremium lithium synthetic grease – resistant to wear, high temperature and extreme pressureIncreased flange thickness – with 20% more material to reduce flex while the hub is turningMaximized contact angle – for improved resistance to radial loadsOptimized axial play – to ensure negative clearance fully loaded, reducing vibrationPremium materials – featuring high-precision rolling elements encapsulated in a fiber reinforced cage Plus, there’s no wasting bay time and money sourcing the right mounting hardware or looking up torque specs. Supreme hubs come with “labor-saver” additions to make the professional technician’s job faster and easier, so all mounting hardware and precise torque specs are included in the box for a complete install, according to Mevotech. “As part of the Supreme Hubs launch, we are introducing 27 new upgraded SKUs for the most popular applications. They feature engineered enhancements based on key failure points to prevent costly comebacks and keep vehicles performing strongly,” said Richard Stothers, vice president engineering & research. Designed with application-specific upgrades, Mevotech Supreme parts are engineered to provide increased strength, durability and service life for high-usage passenger cars, CUVs, SUVs and fleet vehicles. Joining Supreme ball joints, control arms, tie-rod ends and stabilizer links, this fifth core product offering means the professional technician now can choose engineered steering, suspension and wheel-end replacement components for a complete repair solution, the company noted. For more information, visit the Mevotech website. The post Mevotech Adds Wheel Hubs To Supreme Product Line appeared first on Counterman Magazine. View the full article

When Brian Norko, senior vice president – commercial business operations, NGK Spark Plugs (U.S.A.) Inc., interviewed for the management trainee program at Federal-Mogul, he says he “didn’t know anything about manufacturing and … wasn’t a car enthusiast.” That didn’t slow him down when it came to carving out an incredibly successful career in automotive. Now with roughly 35 years under his belt, Norko says he still lives by the guidance he was given by the mentors he had while just starting out. “Fortunately, I had an angel in Southfield, Michigan, who was keeping his eye out for me,” said Norko. “His name was Don Thorpe, God rest his soul. He was the national sales manager for the sales division that called on NAPA and every time I would come back to Southfield, he would always look me up and we’d have lunch or have dinner. He wanted me in the sales group. He got his wish and I went into to NAPA sales for Federal-Mogul. I spent some time there and then I went into heavy-duty sales, and then into distribution. Then, they brought me back to be in finance. So, the first eight years, I really got a good dose of being a management trainee in different functional areas from sales to distribution and finance.” Norko credits another important mentor in his career for helping him learn the key to being a successful sales professional. “Another strong mentor was Bob Show, God rest his soul as well,” said Norko. “Bob was the national sales manager of heavy-duty sales at Federal-Mogul and really taught [me] the foundation that I still use with my group. The first thing he said to me when I took the job up in Minnesota in heavy-duty sales was, ‘You know, Brian, I really don’t care about writing big orders here. The next three or four months, what I care about is you get to know your customers and establishing a very good relationship with your customers. When I come back up in four months, I’m going to talk to some people and see if they know you,’ and he did.” The experience Norko gained while working in a variety of roles in the Federal-Mogul management trainee program made him a firm believer in the value not only of relationships, but in having a wide variety of skills as an aftermarket executive. When speaking to students about potential career paths in the aftermarket, this is something Norko is passionate about. “When I speak to classes or I speak to students, the one thing they ask me is how can they find that type of job, and why is it important? And what I always come back to as I deal with this today at NGK is an organization can’t have all specialists. They can, but it may make the process of strategy or problem-solving a little bit more cumbersome or time-consuming than having maybe 30-40% of your population that has spent time in sales, marketing, manufacturing, distribution, finance, etc. By having that background, those people are able to help others understand who the customer is and, and maybe some of the problems or challenges they have with the organization. “I mentioned Bob Show earlier. Bob always said there’s really two functions of a company from his viewpoint. His two focuses of a company were to get a customer – which if you work for a company like NGK or a company that has a lot of strong brands and high market share, that’s pretty easy to do because people want your product. Sometimes the more difficult thing to do is to keep a customer,” Norko says. “When you’re trying to keep a customer and you have people working in your team who are just not sales people, but also come from the distribution side, the manufacturing side, the finance side, they’re able to bring solutions to help you keep that customer. So, I think it’s really important to have some generalists within your team and not all specialists. That’s a message I share here at NGK all the time as I try to get people to move around within the organization just to become stronger. And really it makes the career more interesting. I’ve loved my career for the last 30-plus years. I wouldn’t change it for anything with the experience that I had and and the people that I’ve met.” In this episode, Bill and Brian also dive into: 8:29 Mentors;10:45 Identify the need and provide the solution;12:10 The value of brands and quality products; 12:15 The value of strong brands in making life easier in sales;14:35 The technician shortage;20:30 AMN Drivetime’s NEW “Lightning Round” “AMN Drivetime” is sponsored by Litens. Watch the episode Listen to the podcast The post NGK’s Brian Norko On ‘AMN Drivetime’ (Video) appeared first on Counterman Magazine. View the full article

When Brian Norko, senior vice president – commercial business operations, NGK Spark Plugs (U.S.A.) Inc., interviewed for the management trainee program at Federal-Mogul, he says he “didn’t know anything about manufacturing and … wasn’t a car enthusiast.” That didn’t slow him down when it came to carving out an incredibly successful career in automotive. Now with roughly 35 years under his belt, Norko says he still lives by the guidance he was given by the mentors he had while just starting out. “Fortunately, I had an angel in Southfield, Michigan, who was keeping his eye out for me,” said Norko. “His name was Don Thorpe, God rest his soul. He was the national sales manager for the sales division that called on NAPA and every time I would come back to Southfield, he would always look me up and we’d have lunch or have dinner. He wanted me in the sales group. He got his wish and I went into to NAPA sales for Federal-Mogul. I spent some time there and then I went into heavy-duty sales, and then into distribution. Then, they brought me back to be in finance. So, the first eight years, I really got a good dose of being a management trainee in different functional areas from sales to distribution and finance.” Norko credits another important mentor in his career for helping him learn the key to being a successful sales professional. “Another strong mentor was Bob Show, God rest his soul as well,” said Norko. “Bob was the national sales manager of heavy-duty sales at Federal-Mogul and really taught [me] the foundation that I still use with my group. The first thing he said to me when I took the job up in Minnesota in heavy-duty sales was, ‘You know, Brian, I really don’t care about writing big orders here. The next three or four months, what I care about is you get to know your customers and establishing a very good relationship with your customers. When I come back up in four months, I’m going to talk to some people and see if they know you,’ and he did.” The experience Norko gained while working in a variety of roles in the Federal-Mogul management trainee program made him a firm believer in the value not only of relationships, but in having a wide variety of skills as an aftermarket executive. When speaking to students about potential career paths in the aftermarket, this is something Norko is passionate about. “When I speak to classes or I speak to students, the one thing they ask me is how can they find that type of job, and why is it important? And what I always come back to as I deal with this today at NGK is an organization can’t have all specialists. They can, but it may make the process of strategy or problem-solving a little bit more cumbersome or time-consuming than having maybe 30-40% of your population that has spent time in sales, marketing, manufacturing, distribution, finance, etc. By having that background, those people are able to help others understand who the customer is and, and maybe some of the problems or challenges they have with the organization. “I mentioned Bob Show earlier. Bob always said there’s really two functions of a company from his viewpoint. His two focuses of a company were to get a customer – which if you work for a company like NGK or a company that has a lot of strong brands and high market share, that’s pretty easy to do because people want your product. Sometimes the more difficult thing to do is to keep a customer,” Norko says. “When you’re trying to keep a customer and you have people working in your team who are just not sales people, but also come from the distribution side, the manufacturing side, the finance side, they’re able to bring solutions to help you keep that customer. So, I think it’s really important to have some generalists within your team and not all specialists. That’s a message I share here at NGK all the time as I try to get people to move around within the organization just to become stronger. And really it makes the career more interesting. I’ve loved my career for the last 30-plus years. I wouldn’t change it for anything with the experience that I had and and the people that I’ve met.” In this episode, Bill and Brian also dive into: 8:29 Mentors;10:45 Identify the need and provide the solution;12:10 The value of brands and quality products; 12:15 The value of strong brands in making life easier in sales;14:35 The technician shortage;20:30 AMN Drivetime’s NEW “Lightning Round” “AMN Drivetime” is sponsored by Litens. Watch the episode Listen to the podcast The post NGK’s Brian Norko On ‘AMN Drivetime’ (Video) appeared first on Counterman Magazine. View the full article

When Brian Norko, senior vice president – commercial business operations, NGK Spark Plugs (U.S.A.) Inc., interviewed for the management trainee program at Federal-Mogul, he says he “didn’t know anything about manufacturing and … wasn’t a car enthusiast.” That didn’t slow him down when it came to carving out an incredibly successful career in automotive. Now with roughly 35 years under his belt, Norko says he still lives by the guidance he was given by the mentors he had while just starting out. “Fortunately, I had an angel in Southfield, Michigan, who was keeping his eye out for me,” said Norko. “His name was Don Thorpe, God rest his soul. He was the national sales manager for the sales division that called on NAPA and every time I would come back to Southfield, he would always look me up and we’d have lunch or have dinner. He wanted me in the sales group. He got his wish and I went into to NAPA sales for Federal-Mogul. I spent some time there and then I went into heavy-duty sales, and then into distribution. Then, they brought me back to be in finance. So, the first eight years, I really got a good dose of being a management trainee in different functional areas from sales to distribution and finance.” Norko credits another important mentor in his career for helping him learn the key to being a successful sales professional. “Another strong mentor was Bob Show, God rest his soul as well,” said Norko. “Bob was the national sales manager of heavy-duty sales at Federal-Mogul and really taught [me] the foundation that I still use with my group. The first thing he said to me when I took the job up in Minnesota in heavy-duty sales was, ‘You know, Brian, I really don’t care about writing big orders here. The next three or four months, what I care about is you get to know your customers and establishing a very good relationship with your customers. When I come back up in four months, I’m going to talk to some people and see if they know you,’ and he did.” The experience Norko gained while working in a variety of roles in the Federal-Mogul management trainee program made him a firm believer in the value not only of relationships, but in having a wide variety of skills as an aftermarket executive. When speaking to students about potential career paths in the aftermarket, this is something Norko is passionate about. “When I speak to classes or I speak to students, the one thing they ask me is how can they find that type of job, and why is it important? And what I always come back to as I deal with this today at NGK is an organization can’t have all specialists. They can, but it may make the process of strategy or problem-solving a little bit more cumbersome or time-consuming than having maybe 30-40% of your population that has spent time in sales, marketing, manufacturing, distribution, finance, etc. By having that background, those people are able to help others understand who the customer is and, and maybe some of the problems or challenges they have with the organization. “I mentioned Bob Show earlier. Bob always said there’s really two functions of a company from his viewpoint. His two focuses of a company were to get a customer – which if you work for a company like NGK or a company that has a lot of strong brands and high market share, that’s pretty easy to do because people want your product. Sometimes the more difficult thing to do is to keep a customer,” Norko says. “When you’re trying to keep a customer and you have people working in your team who are just not sales people, but also come from the distribution side, the manufacturing side, the finance side, they’re able to bring solutions to help you keep that customer. So, I think it’s really important to have some generalists within your team and not all specialists. That’s a message I share here at NGK all the time as I try to get people to move around within the organization just to become stronger. And really it makes the career more interesting. I’ve loved my career for the last 30-plus years. I wouldn’t change it for anything with the experience that I had and and the people that I’ve met.” In this episode, Bill and Brian also dive into: 8:29 Mentors;10:45 Identify the need and provide the solution;12:10 The value of brands and quality products; 12:15 The value of strong brands in making life easier in sales;14:35 The technician shortage;20:30 AMN Drivetime’s NEW “Lightning Round” “AMN Drivetime” is sponsored by Litens. Watch the episode Listen to the podcast The post NGK’s Brian Norko On ‘AMN Drivetime’ (Video) appeared first on Counterman Magazine. View the full article

When Brian Norko, senior vice president – commercial business operations, NGK Spark Plugs (U.S.A.) Inc., interviewed for the management trainee program at Federal-Mogul, he says he “didn’t know anything about manufacturing and … wasn’t a car enthusiast.” That didn’t slow him down when it came to carving out an incredibly successful career in automotive. Now with roughly 35 years under his belt, Norko says he still lives by the guidance he was given by the mentors he had while just starting out. “Fortunately, I had an angel in Southfield, Michigan, who was keeping his eye out for me,” said Norko. “His name was Don Thorpe, God rest his soul. He was the national sales manager for the sales division that called on NAPA and every time I would come back to Southfield, he would always look me up and we’d have lunch or have dinner. He wanted me in the sales group. He got his wish and I went into to NAPA sales for Federal-Mogul. I spent some time there and then I went into heavy-duty sales, and then into distribution. Then, they brought me back to be in finance. So, the first eight years, I really got a good dose of being a management trainee in different functional areas from sales to distribution and finance.” Norko credits another important mentor in his career for helping him learn the key to being a successful sales professional. “Another strong mentor was Bob Show, God rest his soul as well,” said Norko. “Bob was the national sales manager of heavy-duty sales at Federal-Mogul and really taught [me] the foundation that I still use with my group. The first thing he said to me when I took the job up in Minnesota in heavy-duty sales was, ‘You know, Brian, I really don’t care about writing big orders here. The next three or four months, what I care about is you get to know your customers and establishing a very good relationship with your customers. When I come back up in four months, I’m going to talk to some people and see if they know you,’ and he did.” The experience Norko gained while working in a variety of roles in the Federal-Mogul management trainee program made him a firm believer in the value not only of relationships, but in having a wide variety of skills as an aftermarket executive. When speaking to students about potential career paths in the aftermarket, this is something Norko is passionate about. “When I speak to classes or I speak to students, the one thing they ask me is how can they find that type of job, and why is it important? And what I always come back to as I deal with this today at NGK is an organization can’t have all specialists. They can, but it may make the process of strategy or problem-solving a little bit more cumbersome or time-consuming than having maybe 30-40% of your population that has spent time in sales, marketing, manufacturing, distribution, finance, etc. By having that background, those people are able to help others understand who the customer is and, and maybe some of the problems or challenges they have with the organization. “I mentioned Bob Show earlier. Bob always said there’s really two functions of a company from his viewpoint. His two focuses of a company were to get a customer – which if you work for a company like NGK or a company that has a lot of strong brands and high market share, that’s pretty easy to do because people want your product. Sometimes the more difficult thing to do is to keep a customer,” Norko says. “When you’re trying to keep a customer and you have people working in your team who are just not sales people, but also come from the distribution side, the manufacturing side, the finance side, they’re able to bring solutions to help you keep that customer. So, I think it’s really important to have some generalists within your team and not all specialists. That’s a message I share here at NGK all the time as I try to get people to move around within the organization just to become stronger. And really it makes the career more interesting. I’ve loved my career for the last 30-plus years. I wouldn’t change it for anything with the experience that I had and and the people that I’ve met.” In this episode, Bill and Brian also dive into: 8:29 Mentors;10:45 Identify the need and provide the solution;12:10 The value of brands and quality products; 12:15 The value of strong brands in making life easier in sales;14:35 The technician shortage;20:30 AMN Drivetime’s NEW “Lightning Round” “AMN Drivetime” is sponsored by Litens. Watch the episode Listen to the podcast The post NGK’s Brian Norko On ‘AMN Drivetime’ (Video) appeared first on Counterman Magazine. View the full article

MAHLE Motorsport announced plans to sponsor all classes of Southeast Gassers Association (SEGA) racing for 2022. SEGA is one of the fastest-growing forms of drag racing in the United States, with its ‘60s-era-style vintage vehicles competing with many of the original gasser rules and styles – 105 four-speed gassers, super stocks and A/FX race cars. MAHLE Motorsport, a longtime supporter, is now sponsoring all six race classes: A/Gas, B/Gas, C/Gas and SEGA Super Stock, H/Gas and A/FX. With grassroots participation limited to the look of a 1967-era drag car, rules are carefully constructed to ensure that the body, wheels/tires, chassis/suspension and engine compartment are in line with what was prevalent during this exciting era of drag racing, so no automatic transmissions are allowed. SEGA will host 11 events in 2022. The season starts March 11 at the Silver Dollar Raceway in Reynolds, Georgia, and concludes the weekend of Nov. 4 at the Shady Side Dragway in Shelby, North Carolina. All races can be watched live at www.southeastgassers.tv, or viewed uploads can be found on YouTube and on Facebook. SEGA’s two exhibition classes are H/Gas and A/FX. “Anyone that has had the opportunity to attend a SEGA event walks away with a smile on their face,” MAHLE Motorsport Marketing Manager Joe Maylish said. “These are just fun events for the entire family where mostly stock vehicles compete. The rules keep it authentic to the era – no special fuels or additives, old school tachs and gear jamming old-school transmissions – even the body styles are true to gasser racing of the ‘60s. MAHLE Motorsport is excited to become a full sponsor and we look forward to an exciting season of wheels-up racing.” Rocky Platt, SEGA VP and director of operations, added: “Southeast Gassers Association has brought back old-school racing like the pioneers of the sport and Hall of Famers such as my Dad and Uncle Huston and Hubert Platt and many others that made drag racing what it is today – except SEGA keeps it just like the ‘60s and families love it.” For more information about the Southeast Gassers Association including rules, visit www.southeastgassers.com. For more information about MAHLE Motorsport high-performance PowerPak piston kits, company sponsorships and news, visit www.mahlemotorsports.com, or call MAHLE Motorsport toll free at 888-255-1942. The post MAHLE Motorsport To Sponsor All SEGA Classes For 2022 appeared first on Counterman Magazine. View the full article

For 2019 Counter Professional of the Year Pete Chapman, the key to his success at Car Parts Warehouse (CPW) boils down to one principle: If you want to grow your business, you have to “grow your relationships.” Cultivating customer relationships is more of an art than a science. It starts with outstanding customer service, of course. But it’s also about the little things – like making sure customers know that you value their business. And Chapman could teach a course on customer appreciation. Chapman, who has been the manager of CPW’s Warrensville Heights, Ohio, facility since it opened in 2012, goes out to dinner with customers, and invites them to his home when he and his wife, Laura, are hosting a get-together. During the holidays, he sends dozens of Christmas cards to his customers, and delivers personalized gifts to his top accounts. Over the years, he has hosted a Christmas Eve fish fry at CPW’s Warrensville Heights facility, where he and Laura cook 40 to 50 pounds of catfish for his commercial and DIY customers. Saying “thank you” to customers is a familiar practice for Chapman. His father, Elvin, owned a repair shop in Fort Wayne, Indiana. Growing up, Chapman remembers how parts suppliers would send gifts to his dad – ranging from confections to Indy 500 tickets. “And I just saw the way that the different parts stores and vendors took care of him,” Chapman says. “They weren’t buying him. They were telling him ‘thanks.’” For Tony Wiederhoeft, an outside salesperson for the Auto Value stores in Mankato and Waseca, Minnesota, customer appreciation comes naturally. Like Chapman, Wiederhoeft attributes his success to the relationships he’s developed since joining Auto Value in 2019. In March 2021, Automotive Parts Headquarters (APH) recognized Wiederhoeft as the 2020 Auto Value Salesperson of the Year. “Once you build a relationship with [your customers], everything just kind of clicks,” Wiederhoeft says. Depending on the day, Wiederhoeft might visit a handful of shops or he might make it to 15 or more shops. No matter how many calls he makes, Wiederhoeft has embedded customer appreciation into his routine. “Sometimes, if they need a car pushed in, I’ll end up helping push a car in,” Wiederhoeft says. “Or if it’s a one-man shop and they need somebody to bleed the brakes, I might sit in the car and bleed the brakes. “The way I look at it, I work for them and I work for Auto Value. … They’re more than customers – they’re friends, they’re family. I’m not there just to sell them something. I’m there for them.” Wiederhoeft credits his employer, APH, for fostering the family atmosphere. On any given day in a normal summer, you’ll find one of APH’s events trailers setting up shop in one of its markets, grilling hot dogs and hamburgers for the local technicians. In the smaller communities where APH does business, “word gets around and we pretty much feed the community,” adds Jim Pascale, APH’s vice president of store operations. On especially hot summer days, APH delivery drivers bring ice-cold bottled water and even ice-cream treats to its professional customers. Saint Cloud, Minnesota-based APH celebrated its 100th anniversary in 2020. To commemorate its centennial, APH had planned a number of customer-appreciation events throughout the year. The centerpiece of the yearlong celebration was going to be its 1952 International Metro delivery truck, which was completely restored and ready to deliver 100,000 ice cream treats to customers across APH’s six-state market. While the pandemic forced APH to scale back its in-person events in 2020, the Metro delivery truck hit the road the following summer. In September 2021, Wiederhoeft got behind the wheel of the vintage delivery truck to delight some of his customers. Of course, he made a point to visit his top accounts. But he also swung by a few shops “that I don’t do a lot of business with.” “I drove that ice-cream truck all day,” Wiederhoeft recalls. “We put some serious miles on it. I was in five towns in one day, and they loved it. “ … We opened up the side panel and everybody from the shop would come out. Some of them are looking at the vehicle, some are enjoying the ice cream, some are signing up for prizes. But I didn’t have anybody say, ‘I don’t have time for that.’ Every single one of them came out to check it out.” Getting Personal How do you build strong relationships with your customers? It’s not complicated. You have to spend time with them and get to know them, Wiederhoeft explains. “They tend to open up more to you when you open up to them,” Wiederhoeft says. “So I’ll buy them pizza or donuts or whatever, and sit down and just hang out with them.” By spending time with his customers, Wiederhoeft gets a good feel for their hobbies and interests. He takes some of his shops hunting and fishing. In August, he took some of his customers to the Lucas Oil NHRA Nationals drag races at Brainerd International Raceway, after receiving tickets for being the 2020 Auto Value Salesperson of the Year. “Instead of just taking my family, I also took a couple of my customers,” Wiederhoeft says. “They had the best time of their life, and we’re going to go back no matter what this year.” For one of his top customers, the event was his first drag race. “He was like, ‘Dude, we have to go back.’ He wants to bring a couple other people and make a whole weekend out of it this year. It’s the little things like that, I think, that make a world of difference.” The post Saying ‘Thanks’ To Your Customers appeared first on Counterman Magazine. View the full article

Continental offers the Autodiagnos TPMS SE service tool as an ideal solution for multiple-bay shops that want to increase their TPMS-service capabilities and profits. Designed to work with 100% of OE sensors and aftermarket sensors from REDI Sensor and EZ-sensor, Autodiagnos TPMS SE can perform relearns on over 95% of domestic, Asian and European models, according to the company. The Autodiagnos TPMS SE was developed for multi-bay shops that require more than one TPMS tool in service at a time. It provides direct (OBD, auto, manual) and indirect TPMS relearn procedures and displays sensor ID, pressure, temperature and battery status in a matter of seconds. The tool also utilizes a cabled connection to perform OBD II mode relearns. “Diagnostic tools can offer great service opportunities for shops, but often come with a hefty price tag. The Autodiagnos TPMS SE tool is an affordable option that allows larger shops to provide critical TPMS service to multiple customers simultaneously,” said Christopher Bahlman, head of diagnostics and services for Continental. “Plus, the tool is backed by Continental’s TPMS and OEM expertise, giving technicians peace of mind when servicing this critical safety system.” In addition to the Autodiagnos TPMS SE, Continental also offers the Autodiagnos TPMS D tool as a solution for shops that only need a single tool for their service and diagnostic needs. This tool reads and clears TPMS codes and has a built-in VIN scanner for faster make/model/year lookups. It also can program sensors from historical data and features an OBD II mode that streamlines relearns for all of a vehicle’s sensors in under two minutes. The TPMS D works with 100% of OE and aftermarket sensors from REDI Sensor and EZ-sensor, according to Continental. Continental Diagnostics & Services (D&S) was founded nearly 10 years ago to address the needs of service providers for advanced diagnostics, service information, connected services and specialty solutions, such as PTI (periodic technical inspection). D&S has developed diagnostics and service solutions for North America under the Autodiagnos brand. Key product offerings include professional aftermarket scan tools, TPMS diagnostic and service tools and a connected-vehicle data platform. For more information, visit www.autodiagnosTPMS.com or contact [email protected]. The post Autodiagnos TPMS SE Works With 100% Of OE, Aftermarket Sensors appeared first on Counterman Magazine. View the full article

Nineteen sixty-five was a unique year for the Chevrolet Corvette. It was the first year for disc brakes, and they came on all four wheels. The odd part about it was you still could order four-wheel drum brakes as an option, and receive a substitution credit since they were less expensive than disc brakes. Most people were ecstatic about the change, but there were some who stuck with old faithful: the drum brake. Drum brakes work very well – for many reasons – but there’s one overriding factor that led to the popularity of disc brakes: heat dissipation. All brakes are nothing more than a way to convert mechanical energy into heat energy. When the brakes are applied, the friction of the pads or shoes slows the vehicle down and generates heat in the rotor or drum as that mechanical energy is transferred to heat energy through friction. The challenge with all braking is what to do with that heat. When too much heat builds up in either the fluid, the friction material (pads or shoes) or the rotors or drums, there’s a loss of braking force, which is known as brake fade. The goal with all braking systems is to remove the heat. The more heat that’s removed, the more you can put back in. Disc brakes do this very well – especially those with vented rotors. They have a constant airflow passing over them and through them, allowing them to dissipate heat rapidly. Heat retention is the only real drawback to drum brakes. Even though most of the larger drums have cooling fins cast into them, it’s still inherent to their design that the heat is trapped inside the drum and simply takes longer to dissipate. Early on, no one had problems with drum brakes. Over time, as cars got faster and auto racing became popular, the weak point of drum brakes became more evident. But I still like drum brakes, and one of my favorite historical points of interest is that prior to 1965, the top (drum) brake option for the Corvette included heavy-duty metallic linings, special drums and forced-draft ventilation. The design and ultimate use of the disc-brake equipment required considerable research and engineering because the performance drum brakes worked so well that it was questioned whether they could match that performance with a disc brake. It’s for this reason that the very first disc-brake design on the Corvette featured four-piston calipers at all four wheels – a design that would outperform the current drum brakes. Drum brakes still are commonly used as rear brakes, especially on trucks. It’s true that drum brakes are less expensive – and some will cite that as one of the main reasons – but that’s really only a small factor related to their use. Advantages of Drum Brakes Operationally, drum brakes have many advantages over their disc-brake counterparts. One is that they are self-energizing. What this means is that as the brakes are applied, rotation of the drum will draw the shoes into it, effectively applying additional pressure to the brakes without additional effort from the driver. If you’ve ever driven an old vehicle with four-wheel drum brakes – even one without power assist – they stop very well without a great amount of effort. The self-energizing feature of drum brakes contributes to this, but it’s important to note that the self-energizing feature of drum brakes makes brake modulation difficult, which is another reason that disc brakes are preferred for performance driving. Brake modulation is the ability to precisely control the desired amount of braking force. Have you ever wondered why drum brakes seem to last so long? Quite often when you perform an inspection of drum brakes, they’re still in good condition, even when you’ve already replaced the front brakes on the same vehicle two or even three times. This is because the surface area of the shoes is much greater than that of disc pads, so the brakes can perform the same amount of work with less effort. Even though front brakes are responsible for the majority of braking, if you have two comparable vehicles – one with four-wheel disc and one with front disc and rear drum – you still will replace rear disc brakes at least twice, if not more, compared to how often the drum brakes would need service. Another advantage of drum brakes on the rear is the parking brake. The levers and mechanisms that make the parking brake work are of basic mechanical design, and are easily and inexpensively incorporated into the drum brake. In addition, the self-energizing property of drum brakes not only works in either direction, but also adds to their gripping power, so the parking brake is very effective for heavier or loaded vehicles, as well as forward or backward (meaning parking on a hill is no problem). The effective nature of a drum brake as a parking brake is why most trucks that have four-wheel disc brakes have a small brake drum machined in the center of the rear rotors, and a complete set of drum brakes (cable-operated only) that are there for the sole purpose of a parking brake. Oh yeah, and the 1965 Corvette had the same setup for parking brakes. How They Work Now that we’ve gone over the basic theory and some of the pros and cons, let’s look at how a typical drum brake works. I use the term “typical” here, because there are many different functional drum-brake designs. But overall, the theory behind them is the same. The brake shoes are mounted onto a backing plate, held in place by springs that allow them to move and pivot as required during use. The shoes rest against the backing plate on multiple contact points. In between the shoes, usually located at the top, is the hydraulic actuator, referred to as a wheel cylinder. There also is a brake adjuster between the shoes, and a number of springs that aid the return of the shoes to their normal rest position after braking. Most drum brakes also contain a self-adjusting mechanism. As the shoes wear, it keeps them adjusted close to the drum, so they contact it right away under braking. Drum-brake shoes need spring assist to return during non-braking, so they don’t continue to self-energize. For these reasons (unlike disc brakes, which are self-adjusting by design), drum brakes must be adjusted on a regular basis. They’ve always had adjusters, but it was a manual process and a normal maintenance requirement. The self-adjusting mechanism eliminated regular maintenance. When the brake pedal is depressed, brake fluid is forced into the wheel cylinder, and the pistons in the wheel cylinder are then forced out, applying pressure to the brake shoes. The shoes are pushed into the drums and the self-energizing effect takes place, increasing the braking force. When the pedal is released, the springs between the shoes draw them back in and the fluid returns to the master cylinder. Service Life What makes drum brakes wear out? Naturally, the brake shoes can wear out, and the drums as well. All brake drums have a wear limit for the inner diameter. In many cases, the drums can be resurfaced on a brake lathe. However, if they’re outside of their wear limit, they must be replaced. Since the shoes typically last a long time due to their surface area, the lining itself is often OK. Some of the most common problems include leaking or seized wheel cylinders; rusted or broken springs and hardware; leaking axle seals, which allows differential oil to contaminate the brake linings; and seized parking-brake mechanisms and cables. Rust also can take its toll on the backing plates as well. Some brake shoes are made with the lining riveted to the shoe; on others, the lining is bonded to the shoe. In some cases – primarily related to age – the bonding will begin to fail, and the lining will separate from the shoe. When it comes to service, it’s not uncommon to find drum brakes that are in good condition, but the wheel cylinders have begun to seep fluid. It’s acceptable in these cases to replace only the wheel cylinder (as long as fluid has not gotten on the linings), clean the hardware and lubricate the brake-shoe contact points. On the flip side, if the shoes are worn out or contaminated or if hardware is rusty and old, it only makes sense to replace shoes, hardware and wheel cylinders at the same time. Even if the wheel cylinder isn’t leaking, if you don’t know its age, you’re better off replacing it. It’s not worth risking a leak a short time down the road. When replacing brake shoes, a common practice is to do one side at a time, so you always have one side assembled for comparison. This is always a good idea. Even if you think you’ll remember where everything goes, when you start to put drum brakes back together, the pile of springs and hardware can begin to look more like a Rubik’s cube than anything else. One of the most important details is the cleaning and preparation of the backing plates. Commonly overlooked are the contact points between the shoe and the backing plate. These often get grooved where the shoe rests, and/or rust builds up around the spot, creating the same affect. These contact points should be cleaned or sanded until they’re smooth, so the action of the brake shoe isn’t restricted. If the contact points cannot be smoothed out or if the backing plate is rusty and disintegrating, it should be replaced. A DIFM Shopping List While the standard brake-drum repair includes shoes, drums, wheel cylinders and hardware kits, there’s a lot more that you can recommend. Brake fluid, of course, is on the list, but here’s a complete list of items to turn it into a professional job: 1. Standard hardware kits. Standard hardware kits include return springs; hold-down springs, pins and cups; and adjustment window plugs. There usually are a few extra parts since the kits are designed to fit multiple different applications. It’s important to note that the standard kits don’t include specific parking-brake adjusters or hardware. 2. Parking-brake adjusters and hardware. Parking-brake adjusters and hardware are not part of most hardware kits, but they are an essential part of brake operation. Even if the original adjusters look OK, close examination usually will show that there’s enough wear on the self-adjusting mechanisms to prevent them from working properly. 3. Brake lubricant. It can handle the heat of brakes, it’s designed to stay in place and not wash away and it’s designed not to damage any of the rubber seals and components it comes in contact with. Use it sparingly on the contact points of the shoe to backing plate and brake-shoe pivot points. 4. Parking-brake cables. If there’s any question about cable condition, this is the time to replace them. They should operate smoothly and freely. 5. Backing plates. Often ignored but readily available, if backing plates are severely rusted or grooved deeply where the shoes rest, they should be replaced. Once the brakes are disassembled, it’s usually not much extra work. 6. Since the majority of drum brakes are on the back of trucks or vans, it’s not uncommon to have an axle-seal leak. If this gear oil contacts the brake linings, it will ruin them. At minimum, axle seals will need to be replaced, and sometimes there are worn bearings or axles that are the culprit as well. This opens a lot of doors for additional sales for rear-axle service. 7. Special tools. You may be able to get by without, but there are several special tools for drum brakes that make the job go much easier. Hold-down and return-spring tools save a lot of time, and brake-adjusting tools also are very useful. Final brake adjustment always is performed with the drum on, and brake-adjusting “spoons” work a lot better than screwdrivers. 8. Brake/parts cleaner. A must for drum-brake jobs. Tips for DIYers A do-it-yourselfer might have a lot of questions about drum brakes. Replacing drum brakes generally isn’t hard, but it’s important to take your time. Here are a few pointers that could help your DIY customers get the job done right: 1. Primary vs secondary shoes. When you look at a set of brake shoes, you’ll see that the linings are different lengths. These are referred to as the primary and secondary shoes. During braking, the rotation of the drum moving in a forward direction will draw the front (primary) shoe into the drum. That motion then is transferred into the rear (secondary) shoe. This, again, is the self-energizing effect. Because it initiates with the front shoe, the front shoe provides a greater braking force. So, in order to balance the force of the two shoes, the rear shoe has a greater surface area of lining. I will cautiously say this is always true. But, this highlights the importance of doing one side at a time. As mentioned before, there are many different functional drum-brake designs, and it’s possible that there’s an application where this could differ. So, always advise on the side of what you know is true the majority of the time. But, if someone is working on an oddball application, make sure they research it. 2. The balance of the brake drum is very important. Just like a wheel that’s out of balance, a brake drum can cause severe vibration for the same reason. Most of them have weights welded on the outside when they’re balanced during production. These weights can interfere with some aftermarket wheels. If that’s the case, the drums will have to be balanced in a different manner. Don’t just grind away or break off the weight. 3. You’ll see a lot of vehicles with rear drum brakes, but very few with front. They’re out there, however, and they will appear from time to time. On vehicles with four-wheel drum brakes, the front brakes are larger in size from the drums to the shoes, so the parts will be different. 4. If drums brakes aren’t properly adjusted, it will result in a low brake pedal and uneven wear, and the vehicle can pull to one side during braking. When it comes to adjusting them, the best procedure is to adjust them by hand until they’re close to the drum, but so you can still slide the drum on and off easily. Once you reach that point, with the drum installed, seat the brakes by depressing the brake pedal multiple times. If wheel cylinders have been replaced, they’ll need bled at this point. The brake pedal should feel good if the initial adjustment is close. Finish up the adjustment with the drum installed, using a brake-adjusting spoon through one of the access holes in the backing plate or on the drum itself. Adjust the shoes outward until the drum begins to drag moderately, then back off the adjuster until the wheel spins freely. This usually takes three to four clicks of the adjuster. Very slight drag on the drum is acceptable. Experience is the best teacher. 5. Last but not least, clean, clean, clean, and prepare the backing plates so the shoe contact points are smooth. Replace the backing plates if necessary, and all hardware. Armed with these tips, you should be able to get your customers everything they need for successful drum-brake replacement and answer their questions. So, all that remains is what do you want on your classic Corvette? The post Drum Brakes: The Beat Goes On appeared first on Counterman Magazine. View the full article

AutoZone reported net sales of $3.4 billion for its second quarter, an increase of 15.8% from the second quarter of fiscal 2021. Domestic same-store sales for the quarter, which ended Feb. 12, increased 13.8%. “Our second quarter’s results are a reflection of our AutoZoners’ continued commitment to delivering exceptional service to our customers during these unique times,” CEO Bill Rhodes said. “Our retail and commercial sales performance remained strong this quarter. While our commercial sales growth continued to be elevated at 32.1%, our retail sales growth also remained healthy with over 10% growth against a tough comparison from a year ago. We believe the initiatives we have in place position us well for the remainder of our fiscal year.” Gross profit as a percentage of sales was 53.0%, a decrease of 59 basis points versus fiscal second-quarter 2021. AutoZone attributed the decrease in gross margin to initiatives aiming to accelerate commercial growth. Operating profit increased 30.1% to $626.7 million. Diluted earnings per share increased 49.4% to $22.30. The company’s inventory increased 6.2% compared to its fiscal second quarter of 2021, driven by new stores, hubs and megahubs, with the remaining growth primarily due to inflation, according to the company. “As we continue to focus on the health and well-being of our customers and AutoZoners, we remain committed to providing the best and safest place to shop for everyone’s automotive needs,” Rhodes said. “During these unique and challenging times, we strive to deliver the best customer service possible. As we continue to prudently invest capital in our business, we remain focused on returns on capital. We are committed to our long-term approach of increasing operating earnings and free cash flows while utilizing our balance sheet effectively.” During the quarter, AutoZone opened 26 new stores and closed one in the United States, opened three stores in Mexico and two stores in Brazil. As of Feb. 12, the company had 6,091 stores in the United States, 669 in Mexico and 55 in Brazil for a total store count of 6,815. The post AutoZone Fiscal Q2 Sales Up 15.8% appeared first on Counterman Magazine. View the full article

PRT has added 64 complete strut assemblies for cars, trucks and SUVs, the company announced. The portfolio additions represent more than 10 million vehicles in new coverage. Coverage includes the Ford Edge, Subaru Outback, Ram ProMaster 1500, in addition to brand-new applications such as the Honda HR-V 2020, Chevrolet Equinox 2020 and Toyota RAV4 2020, among others. “We also supply the OE market, and we offer the same quality and technology for our aftermarket products in North America,” said Bruno Bello, director of global category and marketing at PRT. “These new items are in stock and ready to ship.” PRT is a brand of the ADD USA group, one of the world’s largest manufacturers of complete strut assemblies. PRT products are manufactured under the strictest OE-quality processes required by the major automakers. For more information, call 770-238-1611 or visit www.prtautoparts.com. The post PRT Adds 64 Complete Strut Assemblies To Portfolio appeared first on Counterman Magazine. View the full article

Mighty Auto Parts recently announced three new hires to support its continued growth servicing the automotive aftermarket. Mighty’s newest team members, Sunny Muehlberger, Elvia Vega and Kyle Brown, further strengthen the company’s service offerings. The recent hires, employed for their diverse talents and skills, will work at Mighty’s home office in Peachtree Corners, Georgia. “We’re very excited to welcome Sunny, Elvia and Kyle to the Mighty team,” said Josh D’Agostino, president and CEO. “Each of our new hires brings innovative ideas, great experience and a fresh original approach to their respective roles. I’m looking forward to their contributions as we continue to grow the Mighty System.” Sunny Muelberger joins Mighty as a senior product manager. She brings more than 22 years of experience in automotive aftermarket with Genuine Parts Co. While at GPC, Muelberger held responsibilities in IT with barcode quality assurance, sales as a district manager, managing commercial markets in operations, and product management. Her extensive product management experience includes managing NAPA’s filter program, batteries, electrical, heavy-duty lines and the Dorman program.  At Mighty, Muelberger will have product responsibility for filtration, batteries and wiper blades. Elvia Vega joins the marketing department as a marketing coordinator. She has more than five years of marketing experience in industries ranging from med spas to finance. In her role, Vega will be responsible for overseeing the strategic digital initiatives and representing the Mighty brand across various social media channels. Vega currently is pursuing a Bachelor of Business Administration degree from the University of Georgia. Kyle Brown joins the marketing team as a marketing specialist. In his role, he also supports all strategic digital initiatives as well as in-house video production. Brown currently is a senior at Georgia State University, pursuing a Bachelor of Arts degree in Film & Media. The post Mighty Auto Parts Announces New Hires To Support Growth appeared first on Counterman Magazine. View the full article

Genuine Parts Co. (GPC) reported 2021 sales of $18.9 billion, a 14.1% increase over 2020. Full-year sales for GPC’s Automotive Parts Group were $12.5 billion, up from $10.9 billion in 2021. GPC closed the year on a high note. Fourth-quarter sales were up 13% year-over-year to $4.8 billion. GPC attributed the fourth-quarter performance to an 11.3% increase in comparable sales and a 1.9% benefit from acquisitions, partially offset by a slightly unfavorable impact of foreign currency and other. Fourth-quarter sales for the Automotive Parts Group were $3.2 billion, up 13.1% from 2020 and representing 66% of total company revenues. “The GPC team finished the year with a strong fourth quarter, further building on the positive momentum of the first nine months of 2021,” said Paul Donahue, chairman and CEO of GPC. “We are proud of our progress through the year and thankful to our 52,000 teammates for their hard work and ongoing commitment to excellence. “Strong sales growth combined with ongoing initiatives to improve gross margin and control expenses in an inflationary environment drove an 18% increase in adjusted earnings per share, which, along with our continued focus on working capital improvement, helped us to deliver strong cash flow. Our capital-allocation priorities remain investing for enhanced productivity and growth, while also returning capital to shareholders via the dividend and share repurchases.” For 2022, GPC offered guidance that included year-over-year sales growth between 9% and 11%. The company expects sales in the Automotive Parts Group to increase between 4% and 6%, and sales in the Industrial Parts Group to increase between 20% and 22%. “Looking ahead, we remain confident in our plans for accelerated growth and profitability as we build on the underlying momentum in our automotive and industrial operations and begin to realize the benefits from our recent industrial acquisition of Kaman Distribution Group,” Donahue said in a news release. The post NAPA Parent GPC Reports 14.1% Increase In 2021 Sales appeared first on Counterman Magazine. View the full article

In our 2022 Distribution Preview in the January issue of AMN/Counterman, aftermarket leaders talk about some of the key issues affecting the industry, and discuss their plans, goals and expectations for the year ahead. This year, we added several fun “Lightning Round” questions that you won’t want to miss. Here’s our Q&A with Tina Hubbard, president of HDA Truck Pride. AMN/CM: What did your organization accomplish in 2021 that you are most proud of? TH: We are most proud of assisting our membership in navigating and becoming stronger during the perfect storm of the past 18 months. Negotiating additional supplier opportunities, educational advancements, increasing legislative awareness and a double-down on technological enhancements have been our focus areas. Through the challenges of 2021, we have seen our membership embrace new technologies and product-growth opportunities. Change often appears more difficult than it is really. We don’t always realize that change has become a constant in our lives. We are stronger and more adaptable than ever before. AMN/CM: Does your organization currently participate in any programs to help combat the tech-shortage issue? If so, tell us about it. TH: One of our key initiatives is education. HDA Truck Pride has recently expanded that scope to include industry awareness, retention and recruitment. The commercial-vehicle industry has the opportunity to create a positive, professional image of our industry and all that it has to offer, including technicians. We work in collaboration with the ASE Education Foundation, WyoTech, TMC and other associations, but our approach to addressing the technician shortage is all-encompassing, [focusing on] awareness, education and retention. You’ll hear more about our very intense focus on this as the new year unfolds. AMN/CM: What do you feel is the greatest opportunity in the automotive aftermarket right now? TH: Focused on the commercial-vehicle side of the aftermarket, the greatest opportunity facing our industry is enabling technologies. This includes, or perhaps assumes, that 2022 is the year that all suppliers will embrace the industry data standards. Members are eager to seek new avenues for business growth while driving efficiency, and adopting data standards is a great place to start! Working as a cohesive network, 2022 is the just the beginning of endless opportunities for HDA Truck Pride to adopt these technologies and the growth opportunities they present for our members. AMN/CM: What was your first job? TH: Babysitting was my first “under-the-table” job. My first legitimate job was at McDonald’s, working the drive-thru, where I would frequently serenade the customers, along with working children’s birthday parties. AMN/CM: What’s the best piece of advice you ever received? TH: Do what’s right, not what’s easy. AMN/CM: What is your favorite food? TH: This is no secret – chocolate. AMN/CM: What’s the first thing you do when you get to work each day? TH: Say “good morning” to everyone. The post HDA’s Hubbard: ‘Greatest Opportunity Is Enabling Technologies’ appeared first on Counterman Magazine. View the full article

Modulus, a new brand of CARDONE Industries Inc., has announced its debut as “the absolute solution for premium power-steering replacement products.” Offering precisely engineered, brand-new components in custom packaging, Modulus represents a new approach to meet the changing demands of the steering aftermarket, the company said. “As automotive technology evolves, the complexities within each system become more pronounced,” said Mark Mooberry, vice president, product management & business development. “In the case of power steering, we set out to blend job-in-a-box efficiency with a premium, brand-new product that simplifies the replacement process and offers peace of mind over the long haul.” During research and development, Modulus engineers focused on streamlining the installation process by developing high-performance products that include the critical components needed to complete the job. From pre-installed pulleys, pipes and reservoirs to application-specific inline filters, Modulus premium steering products save time and money versus sourcing components individually or reusing worn components. As for the components themselves, specific attention is taken to determine whether it’s best to pre-install them on the unit or simply include them in the box, according to CARDONE. This is all decided at the application level, so product configurations are based on the specific make, model and year of the vehicle the part is designed to fit. “As a former shop owner, I am really excited about Modulus,” said Joseph End, manager, customer experience & tech services. “In addition to providing critical installation components, the inline filters we supply are guaranteed to fit each application without any modifications needed. Whether it’s a professional technician or DIYer installing our product, their time is just as important to us as it is to them.” Modulus offers new power-steering pumps, rack-and-pinion units and power-steering gears with a 10-year, 100,000-mile warranty. It also offers a technical service hotline manned by experienced ASE-certified technicians. For more information on Modulus products, visit modulusparts.com. The post CARDONE Launches Modulus Premium Steering Solutions appeared first on Counterman Magazine. View the full article

NBC 5 in Chicago recently aired a segment on the struggles that repair shops are experiencing in their day-to-day searches for replacement parts. “Experts blame supply shortages and a loss of workers,” NBC 5’s Allison Rosati says in the news segment. An NBC 5 correspondent interviewed Janessa Wagner, owner of Itasca Automotive Repair, who said she sometimes spends hours trying to find parts. “I have to use multiple stores to get one car finished, instead of getting everything from one place,” Wagner told NBC 5. “Sometimes it takes a couple of days, even when I’m using the dealer to get parts.” Automotive Aftermarket Suppliers Association CEO Paul McCarthy appears in the segment, offering his perspective on the challenging environment. “You may be lucky and your particular part and component, it’s in stock and the local distributor has that part and the repair person can get it on your vehicle, or you may have the fact that they just can’t get your part and it may be a long delay,” McCarthy told NBC 5. To view the video, go to the NBC 5 website or watch below. The post Chicago Newscast Airs Segment On Auto Parts Supply Crunch appeared first on Counterman Magazine. View the full article

As part of its 50th-anniversary celebration, the National Institute for Automotive Service Excellence (ASE) is featuring ASE-certified professionals through a series of profiles showcased in ASE communications, including its website and social media platforms. To submit a profile, ASE-certified professionals interested in sharing their story should visit ASE.com/ASE-Spotlight, complete the online form, upload their photo and click “submit.” ASE plans to recognize and honor ASE-certified professionals throughout the year, including during Automotive Service Professionals Month in June. Established in 1972 as a non-profit organization, ASE is a driving force in the transportation industry. As an independent third party, ASE upholds and promotes high standards of service and repair through the assessment, certification and credentialing of current and future industry professionals, and the prestigious ASE Blue Seal logo identifies professionals who possess the essential knowledge and skills to perform with excellence. Today, there are approximately 220,000 ASE-certified professionals at work in dealerships, independent shops, collision repair shops, auto parts stores, fleets, schools and colleges throughout the country. For more information about ASE, visit www.ase.com. The post Call For ASE-Certified Professionals: Share Your Story appeared first on Counterman Magazine. View the full article