Issuu

Jobber News MILLIONS OF PLUG-INS TO SOON HIT ROADS • NACE AUTOMECHANIKA WRAP-UP

SEPTEMBER 2017

Serving the Automotive Aftermarket Since 1931

How techno technology, parts complexity are impactin impacting design trends

SPECIAL REPORT

Vehicle Technology & Innovation

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Jobber News

contents | september 2017 » vol. 85 no. 07

Serving the Automotive Aftermarket Since 1931

news

COVER STORY

The Import Issue DESIGN TRENDS INFLUENCED BY GLOBAL WAVES

The consumer wants a more fuel-efficient vehicle. To get there, lighters materials – from aluminum to carbon fibre – are being combined with the growing complexity of parts. As these and other technologies become the norm, the aftermarket will soon need to know how to deal with the change.

TPMS |

Tapping into TPMS Tire pressure monitoring systems one of the fastestgrowing product categories, making it a potential boon for jobber profits. If you’re not tapping in, you may be missing out.

21-28

Solid growth expected

Automotive Aftermarket Suppliers Association and the Auto Care Association are predicting the aftermarket will see solid growth over the next three years, buoyed, in part, by lower gas prices.

11 in this issue

E-vehicles coming

Millions of plug-in electric vehicles will soon be on our roads, according to a recent report. In 2016, just a half-million plug-ins were sold, so growth will be fast. The challenge facing potential owners? Infrastructure.

Show report

NACE Automechanika was recently held in Chicago, where thousands of visitors visited hundred of exhibitors, taking in mechanical, business and professional development sessions. The Business Outlook Conference gave insights on challenges in Washington, D.C. affecting the industry.

35 (S1-S8) | SPECIAL REPORT

Vehicle Technology & Innovation A new automotive reality is approaching. Learn what’s around the corner so that you are prepared.

columns 5 36

Leading off What will be your strategy?

38 New products

BRAKE TECHNOLOGY |

The latest offerings

Brake parts essential to advancement

42 Social Media 101 LinkedIn – or missing out?

Legislation in the U.S. calls for a significant reduction of copper from friction materials by 2021. But that’s just one way brake parts are changing. As vehicle technology grows, brakes are being looked upon to lead the way.

44 Money & Management Hiring? Reference checks are critical

46 Business Management 42 Cover image: pagadesign,iStockphoto.com

Twitter: @JobberNews |

JOBBER NEWS / SEPTEMBER 2017 |www.autoserviceworld.com

Marketing path must be tailored for you

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FORD PARTS BUILD STRONG CUSTOMER RELATIONSHIPS. PARTS THAT WORK FOR YOU. Ford and Motorcraft® Parts will keep your customers coming back for more. They’re engineered for a precision ﬁt in all Ford vehicles, allowing you and your team to work more efficiently. Not only are they a great investment for your business, your customers will beneﬁt from smooth installations and long-term performance. That’s what we call a winning combination. Learn more at ford.ca/wholesale.

FORD PARTS

WARRANTY*

DISTANCE INCLUDES LABOUR

*24 months/unlimited-km limited warranty applies to most car and light truck Genuine Ford/Motorcraft® Parts and Ford Genuine Accessories, purchased from Ford or Ford Lincoln dealers, that are found to be defective in material or workmanship. Parts and labour (up to a maximum of $150) covered for wholesale parts/accessories. Part and/or accessory failure due to: abuse, misuse, neglect, alteration, accident, racing; improper lubrication, repair, or installation; use in applications for which they were either not designed, or functionally intended, or not approved by Ford Motor Company of Canada, Limited; cleaning, adjustment or replacement as a part of normal maintenance; or failures caused by non-Ford parts, are not covered under this warranty. See your local Ford Store for complete coverage details and limitations. ^36 months/unlimited-km limited warranty on New and Remanufactured Gas Engine Assemblies (6006, 6V012, SLGB, LGB) and Transmission Assemblies (7000, 7V000, 7002, 7003,TRM), purchased from Ford or Ford Lincoln dealers, that are found to be defective in material or workmanship. Parts and labour (up to a maximum of $150) covered for ‘over-the-counter’ parts/accessories; labour is covered for engines/transmission assemblies (max. of $150 does not apply). The warranty does not cover parts or accessories that fail due to abuse, misuse, neglect, alteration, accident or racing or which have been improperly lubricated or repaired, improperly installed, or used in applications for which they were either not designed, or functionally intended, or not approved by Ford Motor Company of Canada, Limited, or are cleaned, adjusted or replaced as a part of normal maintenance or failures caused by non-Ford parts. In the Province of Quebec, none of the following limitations and exclusions will exclude or restrict the warranty provided for in sections 37 and 38 of the Quebec Consumer Protection Act. To the extent allowed by law, loss of time, inconvenience, loss of use of the vehicle, commercial loss, or special or consequential damages are not covered. There is no other express warranty, agreement or representation on Ford-supplied replacement parts and accessories. Any implied warranty or condition as to merchantability or ﬁtness is limited to the duration of the written warranty. See your local Ford Store for complete coverage details and limitations. Motorcraft® is a registered trademark of Ford Motor Company. ©2017 Ford Motor Company of Canada, Limited. All rights reserved.

Jobber News

leading off |

with adam malik, editor » adam@newcom.ca

FOUNDED 1931

Jobber News is Canada’s longest-established publication serving the distribution segment of the Canadian automotive aftermarket. It is specifically directed to warehouse distributors, wholesalers, machine shops, and national accounts. Editor | Adam Malik (416) 510-6763 E-Mail: adam@newcom.ca Contributing Editor | Martha Uniacke Breen E-Mail: mubreen@sympatico.ca Contributing Writers | Mark Borkowski, Bob Greenwood, Geoff Kirbyson, Donalee Moulton Art Director | Barbara Burrows Managing Director, Auto Div. & National Sales Kathryn Swan (416) 510-5221 E-Mail: kathryn@newcom.ca National Sales | Juan Diez (416) 510-5203 E-Mail: juan@newcom.ca Quebec & Eastern Canada Sales Director Denis Arsenault, (514) 947-7228 E-Mail: denis@newcom.ca Advertising Production Manager, Print/Digital Alicia Lerma (416) 442-5600 ext. 3588 E-Mail: alicia@newcom.ca Print Production Manager | Phyllis Wright (416) 510-6786 Circulation Manager | Lilianna Kantor (416) 614-5815 E-Mail: lily@newcom.ca

Jobber News is published by Newcom Business Media Inc. All rights reserved. Printed in Canada. The contents of this publication may not be reproduced or transmitted in any form, either in part or full, including photocopying and recording, without the written consent of the copyright owner. Nor may any part of this publication be stored in a retrieval system of any nature without prior consent. Canada Post Canadian Publications Mail Sales Product Agreement No. 40063170 “Return Postage Guaranteed” Send change of address notices, undeliverable copies and subscription orders to: Circulation Dept., Jobber News, 80 Valleybrook Drive, Toronto, ON M3B 2S9 Jobber News Magazine (ISSN#0021-7050) is published monthly by Newcom Business Media Inc., 80 Valleybrook Drive, Toronto, ON M3B 2S9 From time to time we make our subscription list available to select companies and organizations whose product or service may interest you. If you do not wish your contact information to be made available, please contact us.

Chairman and Founder | Jim Glionna President | Joe Glionna Vice President, Operations | Melissa Summerfield $'0 | Peter Fryters Director of Circulation | Pat Glionna Corporate Offices Head Office 451 Attwell Dr., Toronto ON M9W 5C4 Phone: 416-614-2200 Fax: 416-614-8861

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JOBBER NEWS / SEPTEMBER 2017 |

ISSN 0021-7050 Online 1923-3477

WHAT WILL BE YOUR STRATEGY? ou can play defence, or you can go on the attack. Defence is, essentially, the status quo. Keep your perimeter safe; don’t let anyone or anything get through to upset the apple cart. Offence typically signals change. It means trying something new, changing the way you do things and taking risks. Are you playing offence or defence in your business? Many in the aftermarket are seemingly opting to protect their interests, which means playing defence. That may be fine for now, but are you holding on to old-school beliefs and Ask yourself, systems too tightly? You’ve had these in place for years and how often do things are going OK, so why change, you ask. It worked in you tirelessly such-and-such a way for the guy before you, and for the guy defend your before him. It’s these traditions that are holding the business processes? together, right? Maybe. But for how much longer? Mike Jones, a leadership development coach, spoke at the recent NACE Automechanika trade fair’s Business Outlook Conference in Chicago. “Traditions are the beliefs of the dead,” he said. If you don’t change, your business will soon have a tombstone. Let’s take online parts ordering as an example. eBay and Amazon are getting ready to take your lunch money. And maybe your dinner money, too. Soon enough, they’ll be after all of your money as they take your whole business. Anyone can go to these websites and buy a car part. eBay recently partnered up with a company to make it easier for service and repair shops to buy car parts through them with just a tap on their smartphone. Instead of going on the offensive and taking the tech giants on, too many are rationalizing why this won’t and can’t work. There is a laundry list of reasons: shop customers need the part in two hours, not two days; there is no guarantee that it’s the right part; there is no guarantee on quality; there is no warranty; and so on, and so on. eBay and Amazon, it can be safely assumed, have considered those potential roadblocks as well. Amazon has played with drone delivery for years now. And what’s to stop them from dealing directly with manufacturers? What’s stopping them from offering the same promises you make? Dismissal would be a colossal mistake. Instead, learn the failure of others. Microsoft’s former chief executive officer Steve Ballmer said the iPhone wouldn’t work out. He literally – and publicly – laughed at the prospect of it. Jim Balsillie, ex-Research in Motion CEO, did much the same, saying, “We’ll be fine” when the Apple device launched. Do you see a Microsoft phone on the market? Where’s Blackberry these days? Netflix tried to partner up with Blockbuster. The latter refused and eventually shut down while the former flourished. History is replete with examples of companies passing up opportunities to change with the times because their leaders thought people – their customers – wouldn’t stray from the norm. They played defence as they tried to protect their turf. The eBays of the world are playing offence. Ask yourself, how often do you tirelessly defend your processes? Are you going to be able to handle the amount change forced upon you in the next five years? Maybe less? Technology is ready to disrupt the way the automotive industry operates. The ripple effect will hit the aftermarket. How, when, and with what force are not yet known, but it’s going to happen. And when it does, how comfortable will you be with how you’ve positioned your business? JN

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over the counter | LORDCO DONATES TO B.C. WILDFIRE RELIEF EFFORTS Lordco is feeling the impact of the wildﬁres throughout British Columbia ﬁrst-hand.

A new report predicts that there will be more than seven million plug-in electric vehicles on the road in the U.S. in less than a decade. That would represent about three per cent of all vehicles expected to be on the road in 2025. In 2016, just over a half-million plug-ins were sold. To support this growth, five million charging ports will be needed, added the report, Plug-in Electric Vehicle Sales Forecast Through 2025 and the Charging Infrastructure Required. It was released recently by the Edison Electric Institute and the Institute for Electric Innovation. While the majority of plug-in vehicles are charged from home, consumers will expect to have the opportunity to charge their vehicles at work or in public places. Almost half of the needed charging ports,

2.2 million, will need to be developed as awayfrom-home charging stations. Currently, the report said, charging infrastructure is paid for by the site’s host – a commercial building, the homeowner and so on. Electric companies, it added, are well-positioned to support infrastructure growth. There are still issues to resolve, however. In August, the CBC reported an Ottawa-area woman was told she could not charge her plug-in at her condo. The plug was to be used for block heaters, not electric vehicles. She was told, according to the CBC, that it was against local bylaws to charge e-vehicles. And if she wants to be able to plug in her vehicle, she would have to foot a bill of about $5,000 for an electrician to build a separate charging station. JN

The province declared a state of emergency with more than 230 ﬁres burning and 14,000 evacuees ﬂeeing their homes and places of employment. JN

MAZDA TO LAUNCH COMPRESSION IGNITION ENGINE Mazda unveiled its plans for technological development with the first compression ignition gas

engine to go into mass production. Dubbed “Sustainable Zoom-Zoom 2030,” the new Skyactiv-X gas engines will prioritize boosting the efficiency of internal combustion engines. In a compression ignition engine, “the fuel-air mixture ignites spontaneously when compressed by the piston,” Mazda said. It added that the company has solved what has plagued the commercialization of such an engine by creating a combustion method that maximizes “the zone in which compression ignition is possible and achieving a seamless transition between compression ignition and spark ignition.” According to Mazda, combining a supercharger to the compression ignition will improve fuel economy and increase torque. This will become available in 2019 – the same year Mazda announced it will begin with electrification of its vehicles. The company will target its rollout to areas around the world with firm emission control standards. By 2030, the company aims to reduce carbon dioxide emissions by 50 percent of 2010 levels, and 90 per cent by the year 2050. JN JOBBER NEWS / SEPTEMBER 2017 |www.autoserviceworld.com

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more over the counter

news

check out

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Photo: wakila, iStockphoto.com

MILLIONS OF PLUG-INS TO HIT ROADS SOON

Its 100 Mile House and Cache Creek locations have been affected by the evacuation and the B.C.based automotive parts distributor and retailer is supporting its employees in those areas, and has made donations to help fund ﬁreﬁghting efforts. Lordco made a $25,000 contribution to the Canadian Red Cross, plus $10,000 to the Emergency Operations Centre to help fund supplies, safety equipment and required products to help aid relief efforts, it said in an announcement.

over the counter |

$ The United States announced that it would drop any plans for a border tax, one that caused tensions not only in Canada, but also for many in the U.S. across the automotive industry. Prime Minister Justin Trudeau and Foreign Affairs Minister Chrystia Freeland, among others

in Canada, had voiced concerns about the move ever since it was first hinted as a way to off-set tax cuts within the U.S. American officials said they’re “confident” this is no longer a concern. “We are very pleased with today’s announcement in favour of open trade and open borders,” said Freeland’s spokesperson Adam Austen. The Motor & Equipment Manufacturers Association (MEMA) was just one of the groups on the American side to oppose the move. The MEMA said such a move “could disrupt the integrated supply chain for many companies and cause a ripple effect throughout the U.S. economy by 1) increasing costs for vehicle manufacturers, 2) decreasing available capital for new product development, 3) increasing consumer prices, 4) lowering sales, and 5) potentially decreasing manufacturing jobs in America.” JN

AMERICAN AFTERMARKET EXPECTS SOLID GROWTH A study in the United States expects a 3.6 per cent

% growth

3.6

in the American aftermarket over the next 36 months

growth in the American aftermarket over the next 36 months. The 2017 Joint Channel Forecast Model produced jointly by the Automotive Aftermarket Suppliers Association (AASA) and the Auto Care Association predicts that total aftermarket sales will grow nearly $40 billion from 2016-2020 – from $277.1 billion to $316.4 billion. Behind these forecasts are a levelling off of gas prices and improved driver miles, conditions that are favourable for growth, said Bill Hanvey, Auto Care Association president and CEO. “Why? The average age of light vehicles, now up to 11.7 years, is the oldest ever, and the age mix of vehicles continues to favour older vehicles with

48.5 percent of total light vehicles in the 11 year and older category therefore creating a robust opportunity for service and repair.” Even though new car sales have slowed in the U.S., numbers remain strong, but it is outweighed by those factors, Hanvey noted. “The pattern of continued growth in the aftermarket bears out the optimism among our supplier members and their customers – all companies are anticipating growth in 2017 and beyond,” said Bill Long, president and chief operating officer at the AASA. “We are a large, steady and stable industry, but advanced technologies are challenging traditional assumptions and knowns regarding the aftermarket.” JN

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Photo: kuriputosu, iStock.com

U.S. DITCHES BORDER TAX PLAN

THOUSANDS ATTEND AUTOMECHANIKA The NACE Automechanika show was held in Chicago from July 26-29, complete with an exhibition and many training sessions. Held at McCormick Place West near the shores of Lake Michigan, thousands of attendees explored booths from suppliers and manufacturers. More than 400 companies showcased their latest and greatest products for more than 3,000 industry professional attendees. Attendees could also visit the OE Coliseum for training from carmakers and to see what their teams were developing for the future. Also on the show floor was the Innovation Zone product showcase, highlighted by Tool Alley. Sessions included various collision and mechanical training classes, as well as programs on leadership, business management and development. Attendees could also take in the Advanced Technology & Diagnostic Repair Forum that looked at topics like current and future laws and regulation that could impact the industry. The Business Outlook Conference examined concerns about happenings in Washington, as well as issues around telematics. The next NACE Automechanika event is scheduled for Atlanta in August 2018. JN

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SPECTRA JOINS CAPA PROGRAM Spectra Premium has joined the Certified Automotive Parts Association program as a full participant to certify their parts to the CAPA 601 Radiator Standard. The standard includes requirements for performance testing, material composition, dimensions, appearance, function, construction and retaining features, and fit. A key element in the CAPA 601 testing procedure is confirming that the radiator will perform the same as the original equipment manufacturer brand radiator over time. The Boucherville, Que., supplier of automotive, truck and heavy duty parts produces and distributes over 1,500 different radiators worldwide. “Supporting quality initiatives, such as the CAPA 601 Certification has always been a main driver of our ongoing

commitment to providing the aftermarket with the highest level of We are quality parts,” said extremely Jason Best, senior vice president, honored to aftermarket, at be awarded Spectra Premium. this first in “We are extremely the market honored to be certification. awarded this first JASON BEST, SENIOR in the market cerVICE PRESIDENT, AFTERtification for the MARKET, AT SPECTRA radiator category PREMIUM and thus better equipping our customers to support the needs of the collision market through a rigorous quality certification process.” JN

JOBBER NEWS / SEPTEMBER 2017 |www.autoserviceworld.com

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over the counter |

A recent study by INRIX Research has found that Americans trust technology giants like Apple and Google more than traditional carmakers when it comes to self-driving and connected vehicles. The Connected & Autonomous Vehicle (AV) Consumer Survey was conducted internationally and found three key themes: concerns around data privacy; the importance of road and vehicle safety; and the level of trust and confidence in the connected car and autonomous vehicles market. In the U.S., Silicon Valley is trusted slightly more than automakers, 27 per cent vs 23 per cent. Ride-sharing companies, meanwhile, were a distant third at 4 per cent. But in Germany, almost three times as many surveyed there trust traditional carmakers over technology giants. Similarly, though, less than 4 per cent trust ride-sharing companies.

This division will mean a heated race between the sides to win over customers. “A new battleground is emerging between automakers, tech companies and ridesharing companies in the race to develop connected and autonomous vehicles,” explained Bob Pishue, senior economist at INRIX. “With hundreds of millions of connected cars expected to be on the roads within the next 15 years, the market share will be owned by companies that can educate drivers and gain consumer trust.” The survey also found that 62 per cent of respondents believe autonomous vehicles will be on the road in the next decade. When it comes to actually buying selfdriving cars, 53 per cent of Baby Boomers in the U.S. won’t do so, even though three-quarters of those respondents and two-third of German respondents believe

it will improve access for the elderly. Of those who currently own a connected car, half would buy an autonomous vehicle, while only 19 per cent of non-connected car owners would. As for data ownership, Americans trust tech giants to safeguard their data. But more British drivers trust carmakers over the same Silicon Valley companies. Gen Xers and Millennials are most trusting of tech companies in the U.S., while half of Baby Boomers don’t trust anyone. In the U.K., 34 per cent of all respondents trust no one, while 29 per cent of American respondents feel the same. In terms of road safety, 71 per cent of U.S. respondents expect autonomous vehicles to be as safe or safer than today’s cars. Blind spot monitoring was the most desired new car feature for all respondents. JN

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Sign up for the twice weekly newsletter to be entered in the draw to win! www.autoserviceworld.com/jbnn/ Sign up for the newsletter between August 20th and November 30th and be entered for a chance to win an ipad. Chances to win depend on the number of submissions. The draw will take place on November 30, 2017 at 12:00 P.M. EST. The winner will be notified by e-mail and posted online.

HUNDREDS OF CARS ON DISPLAY AT CAPS ANNUAL SHOW CAPS Auto Parts & Tires held their annual Car Show at the Rideau Carleton Raceway in Ottawa on July 12. The popular community event, which has run since 2008, is free to car owners and spectators, bringing together crowds of car enthusiasts. “Community is top-of-mind at CAPS, as the show has supported numerous local charities over the years,” said CAPS owner Chuck Berthiaume. This year, the event raised funds for the Children’s Hospital of Eastern Ontario Mental Health Unit. The Car Show saw more than 400 cars on display with complimentary ice cream treats, photo opportunities and a number of door prizes and face painting for the younger participants. CAPS gift cards were awarded to the best in show category winners and helpful parts suppliers including Promax, MAS, AP Exhaust, Lisle, Macpek, NGK and Cardone were on hand to represent the automotive aftermarket and meet with attendees. JN

www.autoserviceworld.com | JOBBER NEWS / SEPTEMBER 2017

Photo: hakule, iStock.com

AUTONOMOUS TRUST DEPENDS ON WHERE YOU LIVE

| Automechanika

BY ADAM MALIK

POLITICAL WATER TO REMAIN MUDDY FOR AUTO INDUSTRY Don’t hold breath for clarity around autonomous cars, cybersecurity, warns ASA’s Redding

hile there has been some good, prepare for some frustration out of Washington, warned Bob Redding. The Automotive Service Association’s Washington, D.C. representative told attendees for the Business Outlook Conference at NACE Automechanika in Chicago at the end of July that, despite whatever the perception of the presidential administration, there are reasons for the automotive industry to be happy. Specifically, some of the names appointed to certain positions will be good for the aftermarket, such as Elaine Chao, secretary of the Department of Transportation and Gary Cohen, director of the National Economic Council. Chao, whose husband is Senate Majority Leader Mitch McConnell, “is a pro, she gets it. (She is) very balanced and fair in decision making. So she is a good choice,” Redding said. As for Cohen, Redding wants the aftermarket to keep an eye on him, as he will “have a direct impact on all things auto … Watch him. Because he is someone who will be in and out of trade, in and out of major auto policy for the aftermarket as well as the automakers.” But the positive vibes fizzle out after that. Despite the strong appointment of Chao, there’s little around her for support.

“Problem is, at the DOT, once you get past the very top people, there are a lot of empty offices,” Redding said. And it’s a problem throughout other government branches. “A lot of the agencies just don’t have senior political decision makers there. So that hurts a lot of the policy making.” In terms of policy, issues like telematics, cybersecurity, autonomous vehicles and the like, are on the industry’s mind. From the OEs to the aftermarket, leaders are looking for guidance throguht regulation and laws. While there are two bills on the table to handle some of the concerns, Redding warned that it may be some time until something happens. It’s getting late early, he said. By this time of year, unless a bill is critical, it’s going to be ignored. Come 2018, things will be worse with the mid-term Senate elections on the horizon. “These kinds of bills are second-tier bills. Once we get into January, February ’18, we’re in hardcore political Saigon” as Republicans and Democrats lineup candidates. And the election is expected to be “contentious,” Redding added. Furthermore, he had a Democrat senator’s chief of staff tell him that they’ve been told by consultants to oppose everything. “With that mentality, there’s

JOBBER NEWS / SEPTEMBER 2017 |www.autoserviceworld.com

Bob Redding, the Automotive Service Association’s Washington, D.C. representative, said any gudiance on cybersecurity or autonomous vehicles from the government likely won’t come until 2019.

not a lot that is going to get done,” Redding said. “This will probably get more uncomfortable.” Nonetheless, despite the lack of willingness for the political parties to work together, he reamined upbeat, telling the audience, “Relax, it’s going to be OK.” Over the course of history, he pointed out, political infighting and perceived instability has occurred often within the White House and between Democrats and Republicans. What we’re seeing today with U.S. President Donald Trump’s administration is merely a continuation of that. Once the “foolishness” dies down, Redding said, then Washingon can become more effective. JN 11

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TPMS |

BY DONALEE MOULTON

There is no mandate to fix the system. Demand in the aftermarket is not what everybody thought it would be.

”

– JOHN HERC, STANDARD MOTOR PRODUCTS INC.

TAPPING INTO THE VALUABLE

TPMS market

Sensors play important role in vehicle safety and jobber profits

obbers under pressure to enhance aftermarket sales may be missing out on a well-rounded opportunity: tire pressure monitoring systems. More than a decade ago, the United States passed legislation that required tire pressure monitoring systems (TPMS) to be included in all cars. While Canada has not followed suit, there are still more than 400 million sensors are on U.S. roads

today, noted John Herc, senior product manager with Standard Motor Products Inc., in Long Island City, N.Y. “Jobbers need to get out and talk to your service stations and find out where they are buying their tire pressure monitoring systems from. This business is worth millions.” In the wake of mandatory TPMS in the U.S., two factors initially dampened enthusiasm for promoting these systems.

JOBBER NEWS / SEPTEMBER 2017 |www.autoserviceworld.com

First, battery life is much longer than originally estimated, up to 10 years instead of five. Second, many car owners are ignoring the TPMS warning light when it comes on. “There is no mandate to fix the system. Demand in the aftermarket is not what everybody thought it would be,” noted Herc. The times are changing, however, and continues on page 14

TPMS |

“

So sto stocking and selling TPMS sensors, service kits and relat related accessories can be very profitable and rewarding. rewardin

”

today tire pressure monitoring systems are one of the fastest-growing product categories for jobbers, said Lindsay Smith, TPMS product manager with Continental Commercial Vehicles and Aftermarket in Allentown, Penn. “So stocking and selling TPMS sensors, service kits and related accessories can be very profitable and rewarding.” There are multiple opportunities for TPMS-related services. This includes replacing the sensor if it is damaged or has a dead battery, replacing the service kit hardware during regular tire service, installation of a second set of sensors with tire and wheel upgrades, and installing winter tire and wheel packages. “The sensor service kit for metal clamp-in sensors, which can include hex nuts, seals, washers, valve caps, and cores, needs to be replaced during every tire service. Doing so will prolong the life of the sensor and ensure proper sealing,” noted Smith. “During any tire service work, the rubber valve stems for snap-in sensors also need to be replaced.” To help repair centres help their customers, jobbers need to understand how TPMS works and the questions drivers are likely to ask. W. Rippetoe, North America team leader for global aftermarket technical support with Schrader Perfor-

mance Sensors Senso in Detroit, pointed out that the first step in diagnosing TPMS the system. “Doing a test is testing test before touch prior to pulling a befo car into the bay and printing c out the report to show to the driver prevents liability issues from pre-existing conditions.” c Conducting a system check of the t vehicle’s tire monitoring system will help determine if there is a system fault and what level of service may be needed, noted Smith. “[Centres] can also narrow down the issue by completing a bulb check and checking the sensors with a scan tool before breaking down the tire.” A system check not only reveals potential problems, it opens the door to discussing the importance of tire pressure monitoring systems with customers and educating them about their system. “Service stations need to walk customers through the process,” said Herc. Customers will want to understand what their TPMS does – and why they should care. It’s not about selling a sensor, stressed Rippetoe. “It should be sold as a safety feature that can potentially save lives. Airbags, seat belts, TPMS are all safety features that you don’t need until you do.” He noted that customers commonly have three key questions they want and need answered: Why should I keep my

system functioning if my car runs fine without it? Why should I replace all of my sensors at once if only one battery is dead? I check my air pressure all the time, why should I invest in TPMS? While the purpose of tire pressure monitoring systems is to alert drivers to low tire pressure, there are other vehicle benefits related to proper tire inflation that technicians can sell with regular system maintenance, Smith noted. These include improved fuel economy, longer tire life, improved handling and ride, reduced risk of hydroplaning and reduced stopping time. Schrader has prepared a fact sheet that highlights the best practices that jobbers can use. It starts by explaining what the indicator light can, well, indicate. A solid light signals that one or more tires are at least 25 per cent below the recommended placard pressure. Adding air will fix this issue. A flashing light indicates a system malfunction. In most cases, a flashing light, which will become solid after 30 to 90 seconds, points to a dead sensor battery, missing sensor, broken sensor or an incorrect sensor for the vehicle type. Customers may be inclined to ignore the light because they don’t feel anything is wrong with their car; it’s still driving as usual. “That’s where educating the customer comes in about what they should do,” said Herc. “Ignoring that light not only can be a safety issue, it can be a

“

It should be sold as a safety feature that can potentially save lives. Airbags, seat belts, TPMS are all safety features that you don’t need until you do.

”

– W. RIPPETOE, SCHRADER PERFORMANCE SENSORS

www.autoserviceworld.com | JOBBER NEWS / SEPTEMBER 2017

Photo: Edgar D Pons, iStockphoto.com

– LINDSAY LIN SMITH, CONTINENTAL COMMERCIAL VEHICLES AND AFTERMARKET

dangerous and costly issue.” There are generally two types of damage to TPMS: mechanical and electrical. Galvanic corrosion, for example, often occurs if the valve caps are missing. “The valve core can easily get damaged from salt, dirt and road grime, often causing slow air leaks in the valve,” said Rippetoe. A broken sensor, on the other hand, can occur when a tire hits a curb or other high impact and the sensor breaks off from the stem. Electrical damage can result from a missing or failed sensor, or one that has been incorrectly programmed or installed. Another major and common issue is not completing the relearn or not

performing it properly. The relearn is required to learn new sensor IDs, clear low pressure, malfunction and diagnostic trouble codes and confirm full-system functionality. If it is not done properly, it can prevent the new sensor from communicating to the vehicle as intended. “This will cause technicians to spend more time completing a service and potentially cause the customer to return to the shop with the light on,” Smith said. Canadian jobbers will find themselves in a different selling environment than those south of the border since TPMS is not a manufacturing requirement on new vehicles sold in Canada or on imported vehicles. Furthermore, there is no federal

regulation that prohibits disabling the TPMS system on vehicles, as vehicle use falls under provincial and territorial jurisdictions. This will put greater emphasis on jobbers to pass along valuable TPMS information and opportunities for additional training on to shops and repair technicians. “The more service centres know about TPMS,” Smith said, “the more confidence they will have relating the benefits of maintaining TPM systems to their customers.” And don’t assume clients are not interested in TPMS, cautioned Herc. “We find there is TPMS business going on right under the jobber’s nose.” JN

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cover feature | import design trends

www.autoserviceworld.com | JOBBER NEWS / SEPTEMBER 2017

BY GEOFF KIRBYSON

new

PARTS

greater COMPLEXITY I

mports are leading a tidal wave of change in automobiles and the aftermarket will increasingly see more technology, lighter materials and greater complexity in parts. This trifecta will gradually move from upscale to lower-end cars and trucks in the coming years as costs come down. The new parts, made out of materials such as aluminum, carbon fibre and magnesium, don’t easily lend themselves to repair so the body and collision repair business is going to see some “big changes,” said Peter Frise, a professor of automotive engineering at the University of Windsor. “You can’t belt these parts with a hammer to get them back in the right shape. They don’t bend, they crack, so you’re looking at a replacement part. The whole idea of repairing a car is going to change quite a bit. Jobbers and service providers are going to have to adapt to that,” he said. While new technologies continue to emerge annually, the transformation isn’t happening overnight. Frise notes the average age of a vehicle in North America is more than 11 years. continued on page 18

JOBBER NEWS / SEPTEMBER 2017 |www.autoserviceworld.com

Photo: Denis_prof, iStockphotos.com

Better fuel economy means lighter materials and ‘big changes’ to how vehicles are serviced and repaired.

The whole idea of repairing a car is going to change quite a bit. Jobbers and service providers are going to have to adapt to that.

There are a lot of things that can go wrong with a car that didn’t exist a few years ago

– PETER FRISE, UNIVERSITY OF WINDSOR

– DOUG TAYLOR, ARNOTT INDUSTRIES

“It takes a long time for these technologies to become prevalent in the fleet that’s on the road. The newest cars in a garage are three to five years old, if not a bit older. People get excited because the 2017s have this or that new feature on them. It doesn’t mean you ignore it. You’ve got a little time to adapt. You have to have new training,” he said. Better fuel economy is the name of the game as both foreign and domestic original manufacturers continue to find newer lightweight – and usually cheaper – materials. Even trucks that are generally associated with being heavy – such as the Ford F-150 – are now hundreds of pounds lighter than they used to be. “We’re starting to see high-stiffness polymers and plastics in parts that used to be steel or aluminum,” said Gord Paton, manager of technical services and field support at engineering company Mevotech. But by the time many vehicles are finished their warranty periods and have piled up significant mileage and usage, he finds some of the more fragile parts aren’t weathering the kind of rigour drivers are putting their vehicles – particularly trucks – through. So, Toronto-based Mevotech continues to re-engineer parts with a steel design for the aftermarket. “We feel we need to upgrade them to meet the needs of the consumer,” Paton said. “A lot of imports are going to multilink suspension. One control arm is now two control arms. You’re going to see some parts proliferation for the jobber.” Virtually every component of a vehicle is being continuously re-engineered to make them lighter, from heating, ventilation and air conditioning systems to lighting, wires, batteries, tires, alternators, engines and even carpeting. 18

Honda is the latest manufacturer to move away from the V6 engine, joining Chevrolet and Hyundai and others, as it announced recently that its new Accord model will only be offered with four cylinders or gas-electric hybrid engines when it’s released later this year, eliminating the six-cylinder option from under the hood. Only 14 per cent of buyers reportedly requested the V6 option in 2016 but the company will compensate by outfitting Accords with smaller, turbo-

As the cars come out, there are options for suspension systems, with or without lane departure systems so [jobbers] will have to provide two different parts. This will potentially create some confusion. – GORD PATON, MEVOTECH

charged engines to match V6 power. Driver-assisted technologies, such as adaptive cruise control and lane departure warning systems, could also have some jobbers scrambling to figure out how they work and how best to replace them. (The former activates a vehicle’s sensors to maintain a constant distance from the vehicle in front, accelerating and decelerating as it does, while the latter scans the paint on the roadway to determine the lanes and then warns the driver when he moves off course, while some advanced systems will automatically turn the steering wheel to adjust if the vehicle starts to drift.) “As the cars come out, there are options for suspension systems, with or without lane departure systems so [jobbers] will have to provide two different parts. This will potentially create some confusion,” Paton said. All of these new innovations will become common-place in the next few years, a trend that has been going on for decades and includes other once-radical features such as disc brakes, radial tires, stability control and even seat belts, which somehow didn’t become mandatory until the late 1960s. “This will happen with the self-driving features, too. It won’t take 20 years but it won’t take two or three years, either,” Frise said. Another growth area for higher-end vehicles is air suspension, which provides for a much smoother ride. Doug Taylor, director of marketing for Arnott Industries, a Merritt Island, Fla.-based manufacturer of replacement air suspension products for luxury cars, trucks and sport utility vehicles, said air suspension is currently continued on page 20

www.autoserviceworld.com | JOBBER NEWS / SEPTEMBER 2017

Photo: olm26250, StockFinland, iStockphotos.com

cover feature | import design trends

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I think we’re at the point where the market is driving the need for higher fueleconomy vehicles. It’s what the consumer is looking for and it’s a factor in purchasing one vehicle over another. – GORD PATON, MEVOTECH

an option with a number of Audi, Mercedes-Benz and Jaguar models. It can be a relatively pricey item to get fixed at a dealer, though – Taylor said it’s about $2,000 plus the installation costs – so it’s not surprising that drivers start looking around for better deals with replacement parts once their warranty

has expired. The problem is a lot of repair shops don’t have much experience working on air suspension systems because they’re so new and often aren’t eager to take them on. Taylor believes they need to get with the program. “As the popularity of air suspension grows, they’re going to see more oppor-

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tunities coming into their shops. If they can do a brake job, they can do air suspension. It’s a good profitable job and it’s fairly easy to do. Companies like ours make sure it’s fully assembled for an easy installation,” he said. One of the new-age features of air suspension is the ability to let some air out and lower the vehicle at highway speeds to improve aerodynamics and fuel efficiency. “There are a lot of things that can go wrong with a car that didn’t exist a few years ago,” Taylor said. With the amount of technological change looming, Frise believes it will spark an overhaul of the repair sector’s employee base. He expects to see a whole new generation of workers on the front lines in the not-too-distant future. “When there’s a technological revolution, a lot of people leave,” he said. “A lot of technicians are fairly senior and they’d have to take a lot of training to work on a 2017 car in five or six years. My guess is there will be a lot of retirements in the next six years because they don’t want to take the new courses.” That will open the door to bright and tech-savvy young people to fill the void who will slip easily into a culture of software and sensors that would seem right at home on “The Jetsons,” the futuristic cartoon of the 1960s. The University of Windsor professor also doesn’t see United States President Donald Trump’s announcement last spring that Washington would review fuel-efficiency standards put in place by the Obama administration will have much impact on the industry because it has been on its fuel-efficiency trajectory for more than a decade. “Many billions of dollars have been invested so far. They’re not going to walk away from those investments. The U.S. is just one market. None of the other countries are headed that way,” Frise said. Consumers are influencing the design changes and Paton thinks that will trump any legislative changes. “I think we’re at the point where the market is driving the need for higher fuel-economy vehicles. It’s what the consumer is looking for and it’s a factor in purchasing one vehicle over another,” he said. JN

www.autoserviceworld.com | JOBBER NEWS / SEPTEMBER 2017

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cover feature | import design trends

TECHNOLOGY & INNOVATION SUPPLEMENT TO JOBBER NEWS

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BY JEFF TAYLOR

FITTING THE PIECES TOGETHER T

he parts and pieces needed to create the autonomous vehicle are almost here. There are cars that can drive themselves through traffic and have an autopilot feature that will drive them on the highway. Cars can also stop and park by themselves and detect vehicles in blind spots that the driver can’t see. The issue is putting all the correct parts and pieces together with the correct software that will allow a full autonomous vehicle to drive in most situations. Self-driving vehicles are going to have a major impact on the business and operation of just about everyone in the automotive industry, or for that matter, anyone that drives. Techs doing repairs and the people supplying the parts are also

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going to feel the effects of the self-driving vehicle, and they will need to adapt quickly to the changes that are coming. The circumstance creating this sooner-than-youthink reality starts with sensors and powerful computers that are not only cheap but dependable. Other factors, like Google and Tesla’s progress in autonomous technology, has made the major car manufacturers take notice. You can look at just about every carmaker and see some level of technological partnership in the self-driving realm. Current predictions show that accidents could be reduced by 80 per cent by the year 2040 when all current and future technology is implemented. Blind spot detection, active braking, lane assist,

A look at some of the latest innovations, how they work, how they’re evolving, and what they mean to the aftermarket.

CONTINUED ON PAGE 4

VEHICLE TECHNOLOGY & INNOVATION

Our roads and infrastructure are going to need upgrading and will require signiﬁcant maintenance. The visual system that keeps the car in the correct lane relies on the lines or other markers being visible on the road under all conditions (rain, snow, darkness). lane keep, collision warning and many other technologies are taking the driver father out of the driving equation, and the results are safer vehicles. Many manufacturers are now advertising their brand, stressing the safety in their vehicle lines by pushing safety and features that incorporate new technology into their vehicles. These same technologies will be integral to the autonomous vehicle. The U.S. National Highway Traffic Safety Administration (NHTSA) has created a set of guidelines that layout and describe what they see as the five levels of autonomous driving: LEVEL 0: This is the basic car form the 1970’s. The driver is in complete control of the steering, brakes and throttle. LEVEL 1: This is a semi-autonomous level that

means the driver controls most driving functions but some can be done automatically. Adaptive cruise, parking assist, lane keep are all examples, but the driver must be ready to take control at a moment’s notice. LEVEL 2: This level requires at least two func-

tions be automated. Adaptive cruise and lane keep don’t require the driver to touch the throttle or brake, and no hands are required on the steering wheel, so at this point the driver is not physically operating the vehicle. Level 2 still requires that the driver be able and ready to take control of the vehicle if needed. LEVEL 3: The driver is still needed at this level,

but the vehicles operation is autonomous under certain conditions (highways). This means the driver does not have to pay attention as in the previous levels. The manufacturers want to skip this level as they don’t feel the driver will be paying enough attention to fix a situation if the vehicle decides to transfer control back to its human interface. LEVEL 4: This is the fully autonomous level. The

vehicle is designed to perform all the safety-critical driving operations, throttle, brakes, steering,

VEHICLE TECHNOLOGY & INNOVATION

for the entire trip. It must also monitor road conditions and not expect the driver to intervene or control the vehicle at any time. This level could include driverless vehicles, as they will be expected to do all the functions of normal driving, even parking. The SAE also has a Level 5, and at this level, the vehicle doesn’t have any steering wheel or pedals and so has no option for a driver to intervene. The next generation of vehicles is going to be loaded with sensors: forward radar sensors for short, long, medium and multi-range, dual forward-facing cameras creating a stereoscopic view, rear radar sensors from the corners and the middle, eight to 10 ultrasonic sensors to help with parking, as well as side and rear facing cameras. All of this technology will be linked to the systems on the vehicle. The powerful computing system will be able to apply the brakes harder and faster than a driver if someone steps off the curb, or backs out of a driveway. It will be able to detect a car that is slowing down in front of you in traffic far faster than you could and start to slow down. It will likely even be able to detect bumps in the road and adjust the suspension for a more comfortable ride. Blind spot and cross traffic intervention both forward and rear will be taken care of by the sensors output and the decisions that are made by the software and transmitted to the operating systems of the vehicle. But other changes are going to have to take place before we jump right into the self-driving car or truck. Our roads and infrastructure are going to need upgrading and will require significant maintenance. The visual system that keeps the car in the correct lane relies on the lines or other markers being visible on the road under all conditions (rain, snow, darkness). Lines may be replaced with Botts dots or Stimsonite markers (raised makers) that are snow plow resistant. The speed limit, and other road signs that the forward cameras detect need to be in good shape and at standard heights as well. Government regulation and co-operation on many levels is going to be required and the hackability of software and hardware security will have to be addressed. Despite all the technological advances, don’t expect the fully autonomous self-driving car to just become a reality overnight. Experts agree that it may take about 25 years, or one full generation, to transition to the fully autonomous driverless fleet of vehicles. This is going to take some time. JN

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Image: CreativaImages, iStockimages.com

BY JEFF TAYLOR

PUTTING THE BRAKES ON INJURIES A

number of recent studies have shown that nearly 50 per cent of all rear-end collisions occur without the application of any braking function in the trailing vehicle. That means there was no attempt prior to the collision to slow the vehicle down at all. In 70 per cent of the collisions, there was insufficient braking force applied to the trailing vehicle to bring it to a complete stop. It’s fair to say that we’ve found a significant weakness in human drivers. Their reaction time is too often slow – and sometimes non-existent – to avoid collisions! It is this weakness that Autonomous Emergency Braking (AEB) systems were designed to eliminate. The first AEB system was introduced on the

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2010 Volvo XC60, and the information garnered from it (and others since then) showed that AEBequipped vehicles can reduce accident rates by as much as 35 per cent. Vehicle manufacturers and governments were so taken by the results that by 2022, 99 per cent of all the vehicles sold in the U.S. will come standard with some form of AEB. How the system works

A number of headway sensors are used to gather information about what’s in front of the vehicle as it’s driven down the road. The headway sensors can include lasers, radar, multimode electronically scanning radar, and high-resolution forward-facing cameras.

Autonomous Emergency Braking systems are designed to help avoid collisions when human drivers are just too slow to react to dangerous situations on the road.

CONTINUED ON PAGE 6

VEHICLE TECHNOLOGY & INNOVATION

All of the base systems that are involved in AEB operation are going to have to be fully functional for the system to work as designed. That includes the entire braking system, brake parts, pads, rotors, and other components. All will have to be working properly for this system to work as designed. Sticky caliper, seized sliders, stuck pins, and poor-quality parts are all going to compromise the integrity of the system.

only come to a full stop when the vehicle is under a certain speed (the cut-off speed is somewhere between 30 and 50 km/h). Some apply only a portion of the braking force in order to mitigate damage and injury with less chance of causing it. In most cases the AEB will disconnect as soon as the driver touches the brake pedal. In most cases, the driver will benefit from the pre-charged pressure or braking force that the AEB launched. The system may also disconnect if the driver signals a lane change. The specific path to collision avoidance is very manufacturer specific. So, how are we going to repair them?

This information is interpreted by the AEB processor, which uses complex algorithms to categorize the objects and calculate the risk of a collision. If the AEB processor decides there’s a risk of a collision with another vehicle or a pedestrian, the driver will receive an audible, haptic, or visual warning. If the driver reacts to the situation by braking or steering safely around the object, great. But if the warning is ignored, the system will automatically apply the brakes to avoid a collision, or lessen the effects of one. If the vehicle is travelling at a high rate of speed, the system will launch a full ABS braking stage for maximum speed reduction. When a collision is imminent

Once the AEB unit has decided that a collision is about to happen, it will make a series of decisions based on the data and choose the appropriate strategy to lessen the collision or avoid it altogether. Depending on the speeds involved, closing rate, type of collision (another vehicle or a pedestrian), and other factors, the AEB can initiate a number of counter-measures. It can turn off the cruise control, pre-charge the braking system so that full brake power is available to the driver, activate the electric parking brakes (if so equipped), and pre-tension the seatbelts. Some high-end vehicles will adjust the passenger seat, adjust the head rests, close the sunroof and put up the windows to increase the driver and passengers’ safety in a collision. Vehicle manufacturers have very different ideas about what will happen and when during an AEB event. Some vehicles will go into full panic-stop mode, using ABS if necessary to stop the car. Others will

VEHICLE TECHNOLOGY & INNOVATION

These systems are pretty reliable right now. There are not a lot of concerns about frequent problems. But with AEB becoming standard on most models over the next couple of years, there’s a good chance we’ll start to see some problems arise. So far, the majority of the issues have been software related. Updates are the prescribed solution. Volvo and BMW have had issues with false braking, and the sensitivity was adjusted to address it. Acura has issued a recall to address a false activation and, again, found a software solution. For the independent aftermarket, diagnostics will require a compatible (or factory) scan tool, and latest service information. There are going to be times when the headway sensors will have to be replaced, reinstalled, or recalibrated. In those cases, proper service information will be absolutely key to success. The optical and laser headway sensors will and can get dirty – which will cause obvious issues. And simple things like bad wiper blades may affect the system’s operational characteristics. All of the base systems that are involved in AEB operation are going to have to be fully functional for the system to work as designed. That includes the entire braking system, brake parts, pads, rotors, and other components. All will have to be working properly for this system to work as designed. Sticky caliper, seized sliders, stuck pins, and poor-quality parts are all going to compromise the integrity of the system. The driver of the vehicle is going to have to fully understand what system they have and what it will actually do for them if a collision situation arises. They can’t just assume that the vehicle is going to fully stop by itself under all conditions. The systems actions will depend on many factors. In the aftermarket, we’ll have to be on our game to understand how the systems work and how we can make sure our customers’ vehicles are properly functioning to avoid collisions whenever possible. JN

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Trends in passenger car motor oils Evolving engine technology driving change BY DAVID LEE, PHD

hink about how much vehicles have changed in the past few years. What may come to mind are all the new electronics, smart sensors, assisted driving features and more, but what’s less noticeable are the significant changes taking place under the hood. Engine technology is evolving rapidly in response to three factors: 1. Legislated and social pressure to reduce carbon emissions 2. Consumers’ desire for lower fuel consumption which leads to cost savings 3. Demand for more engine power while still fulfilling numbers one and two. By 2025, U.S. federal mandates call for a Corporate Average Fuel Efficiency (CAFE) of 54.5 miles per gallon. That doesn’t mean every car has to meet that standard, but that every manufacturer must meet that as an average across their entire fleet, which may span a range of vehicles from large SUVs and pickups to small hybrids and electric cars. (For comparison, the average today is 35.5 mpg.) The necessity to achieve greater fuel economy has driven new engine technologies. Three technology trends in particular stand out:

Z Gasoline direct injection (GDI) – involves the high-pressure injection of fuel directly into cylinder combustion chambers rather than through intake valves. GDI is increasing in popularity and is expected to dominate the market within a few years. By

2021, GDI-equipped light vehicles are projected to account for 71 per cent of the production market in North America.

Z Turbochargers – used to be found exclusively in racing and high-performance sports cars, essentially, they recycle hot exhaust gasses to increase power. They are increasingly commonplace, appearing in 21 per cent of new vehicles as of 2015 and are expected to be in 80 per cent of new cars by 2025. Z Engine downsizing – some engines are going down as small as one litre (which is small enough to fit in a suitcase) in efforts to reduce mass and weight to improve fuel efficiency. What’s important though, is that these engines don’t sacrifice power. New six-cylinder engines are the horsepower equivalent of yesterday’s eightcylinder and the modern fourcylinder provide the power of what once took six. As with all new technology, there are often hiccups discovered along the way as the technology matures; this is true of evolving engines. In the course of trying to develop

more fuel-efficient engines without compromising power, manufacturers encountered something called LSPI (low speed pre-ignition) – this is unwanted and uncontrolled preignition in the combustion that can severely damage an engine over time. It is resulting in many warranty claims, and as you can imagine, a huge issue that OEMs globally have acknowledged and are working on alongside the American Petroleum Institute and major lubricant producers including Chevron. LSPI is largely a result of combining the major engine advancements into one package. This combination of technologies stresses the engine to a higher degree and leads to a need for improved motor oil to provide greater protection. The smaller, GDI and turbocharged engines run hotter, experience more stress and have a higher power density; meaning the oil has to work a lot harder to protect the parts. That is why we have been seeing major development in the types of oils that are required for newer engines. OEMs have been moving towards ever thinner viscosities because they produce less fluid friction or resistance and therefore deliver better fuel economy. Though a 5W-30 weight oil may be the most popular now, that is changing and in a big way. The industry is forecasting the 0W viscosity grades (now several per cent of total North America PCMO demand) to constitute approximately 35 per cent of total North America demand by 2025.

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