Issuu

SIDE

INSIDE EDITION 25 • NOVEMBER 2021

INSIGHTS FROM THE AFTERMARKET WORLD AND BEYOND

EDITORIAL NOTE  WELCOME FROM THE CEO  INSIGHTS FROM NEXUS COMMUNITY  ABOUT NEXUS

SIDE

SUMMARY  ALREADY DIGITAL ALEXANDER GRUZDEV GRUZDEV-ANALYZE

 THE ONLINE REVOLUTION IN THE AUTOMOTIVE AFTERMARKET

 THE RACE OF AUTOMOTIVE ELECTRIFICATION AND THE AFTERMARKET

SEBASTIAN KEMPF & JONAS HOFMANN MCKINSEY & COMPANY, INC

IDAN KATZ PARTNER & CTO, MOBILION VENTURE

 SIMPLIFYING EVERYDAY WORK ROUTINES FOR GARAGES, DESPITE ALL THE COMPLEXITY INSIDE EDITION 25 • NOVEMBER 2021

JENS SCHÜLER SCHAEFFLER AUTOMOTIVE AFTERMARKET

 AUTOMOTIVE PARTS SUPPLIERS ARE GEARING UP FOR E-COMMERCE

58 MALCOM PERRIE MOTUS

 ZF AFTERMARKET MAKES ITS INTERNET PORTAL AN ESSENTIAL TOOL FOR WORKSHOPS

 DIGITIZATION SETS THE AFTERMARKET ON TRACK TO GO CLEANER, BETTER, FURTHER

JEAN-FRANCOIS BOUVEYRON DELPHI TECHNOLOGIES

KNORN ALEXANDER ZF

 DIGITIZATION REQUIRES A FOCUSED AND INNOVATIVE APPROACH

74 ARJEN VAN ECK NRF

VOLUME 7 | INSIDE 24 | JULY 2021 NEXUS IN!SIDE MAGAZINE is published by NEXUS Automotive International, Geneva, Switzerland.

NEXUS Automotive International SA Chemin du Château-Bloch 11 1219 Le Lignon | Geneva | Switzerland T +41 22 306 49 50 www.nexusautomotiveinternational.eu

ON-SITE ENGINEERING STATE-OF-THE-ART PRODUCTION TECHNOLOGY

QUALITY

COMPONENTS APPLICATION-SPECIFIC DESIGN EXTENSIVELY TESTED

arnotteurope.com +44 203 3186124 AIR SPRINGS

STRUTS

SHOCKS

COMPRESSORS

COIL CONVERSION KITS

SUMMARY EDITORIAL NOTE Bas Donders, NEXUS WELCOME FROM THE CEO Gael Escribe, NEXUS

06 08 14

INSIGHTS FROM THE AFTERMARKET WORLD AND BEYOND • Already digital, Alexander Gruzdev, Gruzdevanalyze, CEO • The Race of Automotive Electrification and the Aftermarket, Idan Katz, Partner & CTO, Mobilion Venture • The Online Revolution in The Automotive Aftermarket, Sebastian Kempf & Jonas Hofmann, McKinsey • Inteliam: From project to reality - supporting sustainable growth and profitability, Antoine Soulier Inteliam, CEO • New selling channels just a few clicks away, Amandine Robin La Spina, Marketparts, CMO • ‘Old meets new’ as the world of Classic Car spare parts goes digital, Benjamin Abitbol, Renovation, CEO

INSIGHT FROM NEXUS COMMUNITY • Simplifying everyday work routines for garages, despite all the complexity, Jens Schüler, President Global Key Account Management, Global Sales & Marketing Schaeffler Automotive Aftermarket • Digital is at the heart of Valeo’s approach to customer care, Valeo • ZF Aftermarket makes its Internet portal an essential tool for workshops, Knorn Alexander, Head of Digital & E-Commerce at ZF Aftermarket • Digital revolution on the aftermarket, Tomasz Bęben, Managing Director

NEXUSAUTO Poland • Automotive parts suppliers are gearing up for e-commerce, Malcom Perrie, Motus CEO • Digital transformation brings bapcor to the forefront of business technology and efficiency, Darryl Abotomey, Chief Executive Officer & Managing Director Bapcor • Osram interview Michael Pleuser, VP Sales Digitalization, Michael Pleuser, VP Sales Digitalization at OSRAM Automotive • Digitization requires a focused and innovative approach, Arjen van Eck Online Channel Manager, NRF • Digital training and tools for Gates, Gates • Digitization sets the aftermarket on track to go cleaner, better, further, Jean-Francois Bouveyron, Vice President & General Manager, Aftermarket EMEA, Delphi Technologies • Digitalization in the automotive aftermarket trainings, Florian Precigout, N! Service and Concept Director

SIDE

DIGITIZATION OF THE AFTERMARKET

INSIDE EDITION 25 • NOVEMBER 2021

Welcome to this exciting edition of IN!SIDE. This 25th edition of the magazine rotates around the topic of “Digitization of the aftermarket”. Even though we all had the feeling that the past 18 months or so were standing still, the world has actually been disrupted by a digital transformation which has affected our daily life and business.

The automotive aftermarket has seen new business models, new digital services and new ways of generating revenue. Every process, from production to distribution, from suppliers to workshops and finally consumer engagement, has seen a radical change.

automotive aftermarket players about the process of digitalization in their business activity and country.

We have asked our Community how their processes have evolved and how they lead this change in their business. In this edition, we will talk with some of the most influential

Kind regards,

We hope that you will enjoy reading the magazine and that it will inspire you.

Bas Donders NEXUS B&C Director

SIDE

WELCOME INSPIRE CHANGE IN THE AUTOMOTIVE AFTERMARKET

INSIDE EDITION 25 • NOVEMBER 2021

Dear Reader, The NEXUS Community is innovative and entrepreneurial. Over the years many positive changes have been developed and introduced by our members and suppliers.

Today, we have achieved a successful momentum such that our community is able to inspire change in the automotive aftermarket. Digitalization of services and production innovations are driving the industry towards a new era. All to build a better world, for future generations in the market and beyond.

Through insight, energy and ingenuity, we are preparing NEXUS and its Community for this new era, ready to lead from the front. We do that by investing, acting and innovating. We are ready for the transformation, and you? Kind regards, Gaël Escribe NEXUS CEO

Good Vibes Only

with febi Flexible Discs & Exhaust Mountings febi as the privileged partner of SGF in the Independent Aftermarket, offers in its range flexible discs and a selection of high-quality exhaust mountings for premium vehicles applications. Flexible Discs SGF Standard Line for a maximum comfort for common vehicles and SGF Power Line for high-performance engines. This offer comprises perfect solutions and an increased service life for any vehicle type.

Exhaust Mountings The SGF-isolator with cord reinforcement provides outstanding durability and strong noise, vibration & harshness capabilities. In addition, it also keeps the exhaust system in position due to its excellent stiffness characteristics.

Benefits at a Glance Extensive Range – covering the most popular vehicle types in Europe, febi provides more than 100 flexible discs and continuously adds new products into its range. In addition, febi flexible discs are also available as ProKit. Perfect Partnership – SGF is the perfect partner for febi. As an original equipment supplier, SGF offers 70 years of experience in cord and bonding technology to fulfil the highest requirements of the automotive industry. High Quality – all exhaust mountings and febi flexible discs are subject to a fixed 3-stage approval process to ensure that they meet the high quality standards of the bilstein group. Premium Content – febi offers flexible discs and a selection of exhaust mountings from German production; exclusively in the proven SGF quality. Superior Technology – flexible discs from SGF and febi use Tenpu® thread technology - allowing for compact, narrower and lighter drive joint disc dimensions. As a result, vibrations are effectively minimised and optimal transmission is ensured. Your No.1 for Good Vibes Only

SOLUTIONS MADE IN GERMANY

www.febi.com

Scan the QR code to watch the febi animation about Flexible Disc or watch it at: youtube.com/ferdinandbilstein

Bosch spark plugs Everything starts with Bosch

boschaftermarket.com Spark Plugs for passenger cars and even for small engine and industrial applications - Bosch offers comprehensive range, high quality and innovative technologies for long service life of your engine. Almost 120 years of experience in the development of spark plugs provide a European market coverage of approx. 90%.

S OUR R E

A L L D RI

E V

M A KI N

A L L D RI

EVERY CAR DESERVES BREMBO Champion safety

MAK I N

R O ITY I R

R O I I TY R

R O I I TY R IS

O S UR R

bremboparts.com

Drive like a champion, in optimum comfort, thanks to the Xtra brake pads, and drilled or grooved discs. Our brake pads adapt perfectly to Xtra and Max discs to guarantee the best braking performance for everyday driving. Choose from our complete range of ECE R90 certified components.

Dayco Improves Customer Service with Mobile Catalog App Update 7.0 San Bernardo d’Ivrea – To further improve its up-to-date product and application information, Dayco, a leading engine products and drive systems supplier for the automotive, industrial and aftermarket industries, has released the latest update to its “multi-award-winner” mobile catalog app. Version 7.0 of the catalog app, which contains technical information and details about Dayco replacement parts for passenger car, light and heavy trucks, buses, snowmobiles, all-terrainvehicles, powersports, agricultural equipment and off-highway applications, is now available in the App Store (iOS) and Google Play (Android). The app, which allows customers anywhere in the world to search more than 40,000 Dayco SKUs, includes features such as make and model search, interchanges, technical information, installation instructions and product spec data, as well as graphic design enhancements. In addition, it also provides direct links to Dayco social media pages.

Version 7.0 has also been updated with a new design to showcase the strength of the Dayco brand and the latest technology, which improves performance and functionality, making it easier than ever for customers to access product information and the most relevant vehicle data, such as pictures, routings and layouts, technical instructions, videos, and allows users to save their own searches and filter products by categories.

“We completely rebuilt and revamped the app with a new framework with the objective to provide the same user experience and performance on both the most recent, and oldest devices, and this version makes it easier than ever for our customers to access product information and the most relevant vehicle data and technical information. As customer satisfaction is our top priority, it also gives us the opportunity to add more innovative features in the future,” said Enzo Rabante, Senior IT Manager - Global Digital Solutions, for Dayco. More info here: https://www.daycoaftermarket.com/en/dayco-app/

SIDE

THE RACE OF AUTOMOTIVE ELECTRIFICATION AND THE AFTERMARKET

IDAN KATZ, Partner & CTO Mobilion

The world of electrification in the automotive industry is changing at an extremely fastpace. Specifically, battery technology has matured enough to be price competitive and replace the combustion engine power with electric power. In order to accomplish this, batteries have had to overcome several barriers over time. These include the ability to store a large amount of energy, provide the ability to draw high currents and to charge at a quicker rate. The batteries need to achieved all of this with a given (small) volume.

INSIDE EDITION 25 • NOVEMBER 2021

In the current market, lithium-Ion batteries are by far the most popular technology due to their relative high energy density which is accomplished at a viable price point. WHAT DOES HIGH ENERGY DENSITY MEAN? Practically speaking, high energy density means that we, as a consumer, would like more range on our battery without needing to change the given volume of the battery. Therefore, to equate it in simple mathematical terms, high energy divided by volume yields high energy density. However, the consumer expectation is that these parameters will also maintain the same price point or lower. As customers, our motivation is to grow the energy density; in contrast, we seek to obtain this improvements for a flat or lower price. This conflict introduces a new compromise which creates a compromise in safety. We see this in action by mass recalls of EV cars, Hyundai Cona, Chevrolet Spark and more. One of the biggest safety hazards of Li-Ion batteries is the situation of ‘thermal runaway’, in which the battery “burns” due to an internal short. During the event of thermal runaway, an extreme amount of heat is released at a very high speed, with temperatures reaching as high as 900 °C. Another safety issue with Li-Ion is when these batteries “burn”, the extreme heat releases some oxidizers in the cathode, which, in turn, react with anode material, resulting in the battery “burning out”. It is therefore clear that the supply for burning material and oxidizers are internally supplied and there is no need for external oxygen to continue the burning process. This explains why, in accidents, when thermal runaway occurs and Li-Ion batteries burn, fireman cannot extinct the fire through the regular method of avoiding oxygen. The only option to remedy the situation is to try and cool the temperature of the battery, thus hoping to shorten the reaction by letting it burn out.

THIS IS A MAJOR SAFETY CONCERN TODAY. Avoiding a thermal runaway is a highly-required safety feature, but the regular symptoms of gas released (causing swelling of the pack) or temperature increase, are all usually very late symptoms. New technologies, which monitor the battery ongoing performance and safety, try to find new parameters which provide alert of thermal runaway hours or even days in advance. This in turn, opens the possibility to avoid and limit the battery, i.e. limiting the maximum charge current. So, in the experience of a minor accident with our EV, we may want to enter a workshop to fix the damaged parts like we do with our combustion engine car. However, given the fear of thermal runway, it not clear whether the EV will be safe to enter the workshop or for personnel to handle it. This very vivid example demonstrates the need for new innovative aftermarket products reporting battery safety - either in the car or externally as a separate piece of equipment validating a given car’s safety. Another field of aftermarket innovation is the competition between fast-charging batteries versus battery swapping. The technology of battery swapping utilizes robotic operation along with a matching system component. Typically, this kind of installation would be an aftermarket installation placed in the lower part off the car. There are several advantages to the replacement process, including the speed, which is actually estimated to be faster than actually charging the battery. Additionally, the replacement process helps to save the battery performance over time. This is because fast-charging reduces the effective life span of the battery. Automotive aftermarket key players are actively seeking to introduce such charging retrofits in cars which would become a vital

SIDE part in the business of charging EVs. The new charging service, along with the challenge of laying out such charging facilities, is being evaluated by many companies, including utility companies. Such services are aiming to provide customers with the value of “battery as a service”.

THE RACE OF AUTOMOTIVE ELECTRIFICATION AND THE AFTERMARKET

INSIDE EDITION 25 • NOVEMBER 2021

On the other hand, charging technology is also rapidly evolving. The time taken to charge an electric car can be as low as 30 minutes or as much as 12 hours, depending on the size of the battery and the speed of the charging point. A typical EV with a 60kWh battery takes just under 8 hours to charge from empty-to-full with a 7kW charging point. EV charging technology is now being evaluated by businesses with large numbers of people like, for instance, shopping malls, as a new service. One of the challenges incurred by providing charging services is the energy capacity required to charge several cars. Solutions for the required capacity include energy storage systems and grid challenges. In both cases, in the future we will see a dramatic change in the infrastructure of supporting the electrical car and allowing for the consumption of the necessary energy for EVs to charge and run. 

Water pumps Electric water pumps Auxiliary water pumps Thermostats Timing Belt Kits Timing Chain Kits

...y es we

РемонТ Тны Тны ныЙ Й компле ккТ Т Цеп Ц И ГР ń ГГРМ РМ ą

your safety choice manufacturing since 1934

SIDE

ALEXANDER GRUZDEV Gruzdev-Analyze, CEO

DIGITAL IS ALREADY HERE

Now, many people are talking about the digitalization of the markets in general and the automotive market in particular. Obviously, it is happening, and digitalization is here - in all such different countries like the USA, Germany, France, or Russia, almost 100% of drivers already have access and regularly use the Internet. So naturally, such Internet penetration leads to a change in the behavior of drivers worldwide. For market professionals, this means that they will have to change and evolve. Here are just a few examples of statistical data to understand the scale of the changes. More than half of drivers in the US would like to book service providers online. In Russia, the share of drivers who would like to do the same has increased from 12% to 35% in just two years (2019 to 2021).

INSIDE EDITION 25 • NOVEMBER 2021

At the professional level, digitalization also does not standstill. Already, only 24% of the order of spare parts by independent automotive workshops in the United States on average occurs using a phone; the rest somehow occur using various online tools. DIGITAL IS ALREADY HERE 1. With the help of the Internet, both drivers and professionals have the opportunity to easily and quickly compare prices and choose the best offer. This, obviously, reduces the possibility of price competition and makes it much more challenging to focus on the price/value ratio, putting all other non-price aspects of competition at the forefront. 2. Word of mouth marketing or recommendations has always had great importance for customers when choosing products or service providers. But, at the moment, review aggregators and, of course, the most powerful platforms like Google or Yelp have raised reviews to a new height. For example, in the United States, more than 80% of drivers said that they were guided by the reviews and recommendations of friends, acquaintances, or online when they first chose a service provider. In addition, more than 60% of them searched for reviews online. Moreover, 24% called the reviews online the most trustworthy source of information about service providers. 3. On the other hand, there is one non-obvious effect of digitalization. In some countries, including the United States, Russia, or France, DIY operations have increased. Especially for accessories and simple operations. The main reason for that is YouTube. Now, you can easily find videos on how to change the engine oil, filters, or brake pads on almost any car, and there will be a considerable number of such videos for mass brands and models. Just check it, and you will be surprised with hundreds of

thousands and, in some cases, millions of views of such videos. For accessories manufacturers, it has already become mandatory to have video instructions and availability of such video in many cases already essential criteria of choice. 4. For professionals, for example, for mechanics, there are opportunities for training that have never been seen before. For example, now it is possible to find instructions for car maintenance with augmented reality. The mechanic only needs to point the phone at the engine, and the augmented reality will show step by step what and even how needs to be done. Similarly, there are already services that offer digital mentors-highly experienced mechanics help service providers worldwide to diagnose and solve complicated cases. These are just a few aspects of digitalization that already exist and already affect the market. And we have not yet touched on the effect of online sales, marketplaces that are already changing and potentially can completely change the existing distribution chain soon. Digital is already here, already affecting the automotive world, and its influence is hard to overestimate. 

SIDE

SEBASTIAN KEMPF

JONAS HOFMANN

Partner McKinsey & Company

Engagement Manager McKinsey & Company

Upheaval is coming to Europe’s automotive aftermarket. Let’s have a look at the drivers behind this online revolution. Online channels are becoming increasingly important as their role throughout the aftermarket grows. Today, only 10 percent of parts sales take place online. But this relatively small share increased significantly in the past years – fueled in part by the pandemic – and will continue to grow in the future. This trend is apparent for not only the B2C segment, where the online share has historically been higher, but also DIFM e-tailing and IIFM online business (Exhibit 1).

INSIDE EDITION 25 • NOVEMBER 2021

What’s more, price structures in traditional, offline distribution lack transparency; here price comparison has long played just a minor role. Comparing products is onerous as well as cost- and time-intensive. However, e-commerce has upended such expectations. Online players attract customers with product-comparison tools and competitive prices. As a result, workshops now see online shops like Amazon, eBay, AUTODOC, kfzteile24, and Oscaro as alternative sources for certain replacement parts – and the boundaries between B2B and B2C are becoming increasingly blurred. MORE COMPETITION DUE TO NEW (DIGITAL) PLAYERS Changes in distribution channels and the rise in online sales demand a strategic response from existing aftermarket participants. Traditional structures have remained strong especially in the B2B parts business, but now successful online

B2C providers are expanding into the automotive aftermarket with purely digital strategies. They challenge established aftermarket players on their home turf. To protect their market share, suppliers and traditional distributors have begun building their own e-commerce platforms or investing in existing ones. As a result, they have played a key part in driving the shift to online channels in recent years. The good news for these incumbents: the potential of this business model for further scale and growth is far from exhausted. Exhibit 2 shows the level of awareness that online providers specialized in car parts and accessories command today. When asked to provide the main reasons for buying online, customers sent a clear message: they turn to online providers because of competitive prices. In the wholesale business, in contrast, product availability and customer service matter the most.

SIDE

INSIDE EDITION 25 • NOVEMBER 2021

CHANGES IN BUYING BEHAVIOR AND PURCHASE DECISIONS A player’s success depends on the experience it provides and the extent to which it satisfies customers. Customer satisfaction, in turn, is mostly driven by how well the purchase criteria are met, so any future distribution model must keep these requirements in mind. And as we have seen, B2B customers look to wholesalers for product availability and customer service. But when they buy from online players, customers primarily care about price – and by a long way. If online players succeed in better meeting customer needs, they would add significant value and attract a higher market share. Specifically, if online distributors can provide not only lower prices but also shorter delivery times, better product availability, and improved customer service with personal advice, about 30 to 40 percent of B2B customers in the countries surveyed would be ready to order more parts online. IN SHORT: THE ONLINE AFTERMARKET REVOLUTION IS ALREADY UNDERWAY – WHO’S JOINING IN? All signs point to a rapid increase in online players’ share of the automotive aftermarket business. In addition, the pace of digitization has picked up significantly. While the trend toward online in the B2C segment has been unstoppable in recent years, the B2B segment is also logging in aboveaverage growth in online business today. This means that all market players need to take a hard look at their business models and make needed changes fast. Traditional B2B supply chains could break apart soon if workshops chose to take advantage of online providers’ price advantages. At the same time, success isn’t guaranteed for online players either. Despite their inroads so far,

workshops will continue to demand the service they are used to, since meeting deadlines and obtaining needed parts are central to serving their customers. In the future, successful distribution models will combine the strengths of traditional approaches with those of online sales: strong focus on customers with targeted, personalized offers; competitive prices; fast, reliable delivery; simple, user-friendly customer journey; and good customer service. Every market player needs to actively make these changes today and position itself at the forefront of this digital revolution. 

EL PA R TS

Combination rearlight set with integrated control unit from Herth+Buss Easy conversion from bulbs to LED lighting

When installing LED combination rearlights, an external control unit is often required so that the vehicle recognizes the light as

bayonet plug-in connectors. Thanks to the plug-and-play function, existing trailers can be easily retroﬁtted to our solution, as a 13-pin

such and error messages can be avoided. Since the control unit must be purchased separately, additional costs are incurred. Herth+Buss LED combination rearlights, supplied within a combination rearlight set, provide a solution to this problem. Each of

plug is installed on the vehicle side. The system is designed for the 12-volt trailer range.

the multi-function combination rearlights from Herth+Buss has an integrated control unit designed for all lighting functions.

which means that the lights are dust-tight and withstand water for a certain time. Electromagnetic compatibility has been conﬁrmed

Workshops therefore have a major advantage as an external control unit is no longer required for the conversion from bulbs to LED lighting. Accordingly, the integrated control unit eliminates

with ECE-R10 approval.

one work step and workshops can save valuable time and costs.

of the combination rearlight set, see the following YouTube tutorial from parts specialist Herth+Buss:

Thanks to their wide range of advantages, lighting with LEDs is becoming increasingly important. LEDs not only save energy, but also have a much longer service life. They do not contain toxic

The combination rearlight set complies with protection rating IP67,

For more information on the beneﬁts and installation

Combination Rearlight Set Article number: 83830003

chemicals and are therefore also more environmentally friendly. Combination Rearlight The two combination rearlights for the right and left-hand installation side and the harness are included in the scope of supply of the set. All components of the set are also available individually. Both

Article number: 83830300, -301

the combination rearlights and the harness are ﬁtted with 8-pin

Article number: 51276209

herthundbuss.com

Harness, combination rearlight

Exide Online Battery Finder now with Battery Replacement Instructions Finding the Right Battery is just Half the Battle Exide enhances the power of its online Battery Finder. As well as providing market-leading ﬁtment information across a broad range of vehicle types and models, the advanced Exide Battery Finder tool helps guide mechanics through the replacement process for passenger cars of the European car parc, including hybrid and electric, and light commercial vehicles. Once the correct battery for the selected vehicle has been identiﬁed by model, VIN or by using country codes/license plates, Exide offers accessible and detailed instructions on: ●

●

Battery location: from now on, no need to consult the vehicle handbook to ﬁnd the battery location for your model Approximate labour time: the approximate labour time (directly communicated by car makers) allows mechanics to estimate the complexity and cost of repair in advance How to exchange the battery: mechanics are shown how to connect and disconnect the vehicle’s battery, as well as set-up its related functions, such as initialization of window lifters and gearbox settings, meaning they are able to use the tool from start-to-ﬁnish

●

Exide Battery Finder

Information regarding validation, and how to register this into the vehicle’s battery management system: in order to prevent damage to car’s electrical system and the battery itself, it is vital to register correctly the battery using a professional diagnostic tool

The new Battery Replacement Instructions are available in 24 languages, and covers 87% of the existing European car parc*. Exide’s dedicated team regularly updates the database in order to cover the European car parc in the most comprehensive manner. The enhanced Battery Finder with the new Battery Replacement Instructions can be accessed on your desktop computer or as an App on your mobile device – no registration required and completely free of charge. Visit now www.exidegroup.com/eu/en/battery-ﬁnder or download the app on Apple Store or Play Store

*Car parc = number of vehicles registered in EU (378M), data 2020, source: TecAlliance

SIDE

ANTOINE SOULIER CEO of Inteliam

FROM PROJECT TO REALITY

INTELIAM: FROM PROJECT TO REALITY - SUPPORTING SUSTAINABLE GROWTH AND PROFITABILITY In an interview with NEXUS, Antoine Soulier, CEO of Inteliam, explains how the fresh, new business assessment tool can help companies set their strategic plans.

INSIDE EDITION 25 • NOVEMBER 2021

At the last Virtual Days event you were with NEXUS presenting the Inteliam project. We are almost 6 months later, where do you stand now? We have been very busy in the past 6 months, and we are proud to announce that Inteliam is no longer a ‘project’ but has become a reality, as we went live on 1st October. The team is in action, the technology has been tested, and we are fully operational. As a matter of fact, we have produced our first evaluations together with Nexus distributors.

Inteliam will support players by producing an assessment that is benchmarked to international standards, as well as industry best practices. By working with Inteliam, you can understand as a distribution company how you position yourself towards these challenges. For instance, when we talk about sustainability we try to understand how distributors are organised to address activities like waste management, energy management and/or the Circular Economy developments and requirements.

That is great news! So, what is it that Inteliam will provide to the automotive aftermarket stakeholders? Inteliam is a business and sustainability rating service and solution, both for manufacturers and distributors in the automotive aftermarket.

Inteliam also benefits companies in various ways: helping distributors and suppliers establish new business relationships, understand customers and partners better, simplify and optimise internal evaluation processes, or mutualize resources across industry. All to directly answer and approach current challenges in the market.

We evaluate players in the automotive aftermarket distribution chain. Our evaluation is based on 4 important dimensions: sustainability, internal corporate processes, business expertise, and financials. These “dimensions” are important for the long-term profitability and sustainable growth of the industry in general. Inteliam provides the evaluated company with an up-to-date snapshot of its strengths and level of maturity along those four dimensions, and against recognized industry standards and best practices. Inteliam evaluation framework was designed and supported by industry experts; our evaluation questionnaire adjusts automatically to geography and company size, to ensure that the evaluation process and results are relevant and useful. The industry is facing many challenges, short and long term. How will you help it address these?

Will you tell distributors what to improve? Or will you create an action plan? We evaluate. As an evaluation company, we need to remain neutral and objective, which means that we avoid helping directly companies/distributors with implementation and projects. But clearly, continuous improvement and progress is at the core of the evaluation questionnaire and of our rating methodology. For example, support and examples of good practices, and the meaning of the different parameters, are shared throughout the questionnaire. Once the evaluation is done, we will provide support to better understand the data and explain the meaning of the different parameters in order for the companies to under-stand what action needs to be taken. A specific module called “Collaborative Improvement Plan” will be included in the platform early next year, helping companies frame and design their improvement plan. Last but not least, scorecards are updated yearly, and progress will be recognised and rewarded.

SIDE What is the ambition? My goal is to work with our users and partners to help them progress and improve. We have built this solution with the help of experts, so our assessment is relevant and customized for our industry, therefore is much more specific for the automotive aftermarket. Does Inteliam help the digitalization process in a company? Clearly, Inteliam also meets the need for digitalization both in internal and external processes. For instance, the tool will help simplify reporting tasks and it will facilitate the sharing and processing of financial information between distributors and suppliers. Also, some advanced collaborative functionalities in the platform will prove useful in the communication between distributors and suppliers.

FROM PROJECT TO REALITY

INSIDE EDITION 25 • NOVEMBER 2021

The tool is extremely advanced in terms of technology and will help to ease the digitization process of our industry. 

Innovation for autonomous driving

HELLA 77 GHz radar sensors go into series production

The lighting and electronics expert HELLA has been one of the lea ding suppliers in the field of automotive radar technology for many years and has played a significant role in driving forward develop ment with numerous product innovations. To date, HELLA has al ready produced more than 90 million 24 GHz sensors, which ensure greater safety and driving comfort in vehicles all over the world. The latest HELLA highlight: the start of series production of sophistica ted 77 GHz radar sensors. In modern driver assistance systems, radar technology is combined or networked with cameras, ultrasound and other sensors to obtain a wealth of information about a vehicle’s surroundings. In order to meet the increasing demands for ever more detailed and compre hensive information, HELLA relies on the innovative 77 GHz radar sensors developed inhouse in the field of radar technology. These offer significantly more possibilities than previous 24 GHz sensors. The reason is that sweep bandwidth is up to 4 GHz for 77 GHz sen sors, meaning that it is significantly higher than the 200 MHz of the previous 24 GHz technology. This enables an enormous increase in accuracy, speed and scope of data acquisition, a basic prerequisite for reliable autonomous driving. HELLA 77 GHz sensors are now long out of the initial development phase and are firmly established on the market. For example, series

HELLA 77 GHz sensors are core components for autonomous driving

production for an international automotive manufacturer has now started at the electronics plant in Hamm/Westphalia. The advanced technology was used in series production for the first time in the truck sector last spring. Numerous other large orders acquired in the passenger car sector, including one from a German premium manufacturer, and in the commercial vehicle sector ensure that series production will be significantly expanded in the near future. Regardless of the series production now under way, HELLA en gineers are working tirelessly on further developing the 77 GHz technology and continuously improving its performance. Therefore, the second generation 77 GHz is characterised in particular by the use of new antenna and chip technologies. This further increases the measurement range, extends the field of view and further im proves the measuring capability at close range. Objects can be de tected more accurately and tracked even more reliably. This makes it easier for driver assistance systems to “make decisions”, for exam ple when initiating lane changes, parking or performing automated braking. HELLA and 77 GHz technology: a real recipe for success made in Germany!

SIDE

NEW SELLING CHANNELS JUST A FEW CLICKS AWAY

AMANDINE ROBIN LA SPINA CMO of Marketparts.com

Amandine Robin La Spina, CMO of Marketparts.com, discusses how digitalization in the aftermarket has made it business easier. What do you think about the digitalization process of the aftermarket business? The need for a more digitalized way of making business exploded in the past years. Travel restrictions and all the difficulties linked to the pandemic situation in the world triggered many different initiatives. Digitalization brings new powerful tools that facilitated and boosted the development of this trend in the automotive aftermarket. INSIDE EDITION 25 • NOVEMBER 2021

We, at Marketparts, are there to facilitate buying and selling on a local level as well as global. It can be an alternative to sourcing problems, for example due to the current shortages through a fully digitalized solution for both manufacturers and distributors. How do you think digitalization is affecting the future of this business sector? The digitalization process is needed to lessen the complexity of business operations and to make access to a global approach easier. Anyone can benefit from this new digitalized way of doing business. For instance, on Marketparts finding new customers and providers has never been so easy. For sellers, pushing a catalog online can be done in a few minutes. As regards buyers, in just a few clicks they can find providers for thousands of references simultaneously and match with the right sellers depending on their location, prices, availability, etc. Also, we offer the opportunity to ‘deep dive’ into market’s needs and then help manufacturers to better target their commercial strategies and opportunities. They caneasily benchmark offers on a worldwide level , get access to market intelligence analysis and find new selling channels. Finally, when the concern is about confidentiality and privacy, our platform is built in order to keep safe and confidential the data of every user. Both distributors and manufacturers can easily try new strategies on different regions, while avoiding big commercial investment. The effort in terms of investment is small and controlled. What is your vision/strategy? Also, we offer the opportunity to ‘deep dive’ into market’s needs and then help manufacturers to

better target their commercial strategies and opportunities. They caneasily benchmark offers on a worldwide level , get access to market intelligence analysis and find new selling channels. Finally, when the concern is about confidentiality and privacy, our platform is built in order to keep safe and confidential the data of every user. What is your vision/strategy? Our mission is to help distributors and manufacturers in their daily business activity, to focus on their commercial strategies by saving time and money. Digital is at the heart of our company, and we will keep developing our catalog, features and services to always provide new possibilities for distributors, both buyers or sellers, and for the manufacturers. We are constantly in move and research, focusing our efforts on key offers: we want to provide the widest and strongest database, perfectly organized for references and crossreferences, to to be able to offer to our users them the biggest choice and the best price for spare parts. We are proud to guarantee the best digital offer for spare parts to our almost 10,000 users around the world. 

SIDE

INSIDE EDITION 25 • NOVEMBER 2021

WOLF IN YOUR POCKET Upgrade the efficiency of your sales teams and workshop customers by downloading the

WOLF LUBRICANT FINDER Complete the vehicle details

Make your choice in the database

Discover a wide range of applications and fluids

Right answer at your fingertips! Scan the QR code or download the Wolf Lubricant Finder on the App Store and Google Play. AVAILABLE IN THE

www.wolflubes.com

AVAILABLE FOR

SIDE

OLD MEETS NEW

BENJAMIN ABITBOL CEO of Renovatio

The Classic Car spare parts market is renowned for being niche and fragmented. But the entrepreneurial team at Renovatio has brought it together in the online marketplace, Bakelit.eu. How digitalized is the Classic Car spare parts business? Overall, this business is still under-digitalised, compared to the rest of the spare parts business. It’s a niche and specialised market, players being midsize companies, operating mainly via traditional channels, classic car shows, specialised press, and word of mouth. INSIDE EDITION 25 • NOVEMBER 2021

However, this is changing fast, mainly driven by the end user, the car enthusiast. Indeed, the average age of the end users is falling, 35% are less than 45-years-old. Obviously, it drives a high demand for digitalisation, especially when searching for their parts, their dream cars or connecting to other enthusiasts. How do you think digitalization is affecting the future of this business sector? This market is fragmented, parts are everywhere but in fact nowhere. Yes, they are on the shelves of some distributors, workshops or at the back of any owner’s garage, but clearly these parts are not visible and are not easily accessible for the classic car owner that needs them. It results in a market of shortages and spot opportunities. Bridging people to parts, parts to workshops and workshops to people, is clearly the aim of this digitalisation, for an overall benefit, a better efficiency, speed in maintaining, restoring and repairing classic cars, hence more classic cars on the road and a great dynamic for the sector. Digitalisation will also allow quicker access to circular economy parts, also 3D printing batches. We see multiple initiatives in these fields, and we distribute such parts already. Lastly, there is a clear lack of a consolidator with a master catalogue, full of classic car data, supporting any supplier and vendor in highlighting and promoting their parts towards the market. What is your vision/strategy? Our vision is to be the leading operator for classic car parts in Europe, offering data, parts, and services to the classic car community, professionals and individuals.

Our strategy consists of creating all business initiatives and digital innovation tools to support this market transformation, connecting all stakeholders of this business, i.e. suppliers, distributors, workshops, clubs and owners. This has been realised as our digital marketplace bakelit.eu, which is already live and with a new version due soon. Renovatio’s team is always ready to support the Nexus community in expanding its presence in this profitable and growing business. 

Valve Covers by Elring – Das Original

The ElringKlinger OE-competence from the series – now available for the independent aftermarket. Check out our references for the most popular BMW, Mini, Peugeot and Citroën applications. Our components are ready to install including gasket and bolts in proven Elring quality!

Trust the Original and benefit from advantages like • • • •

ElringKlinger AG | Aftermarket Division Max-Eyth-Straße 2 | D-72581 Dettingen/Erms Fon +49 7123 724-799 | Fax +49 7123 724-798 service@elring.de | www.elring.com

OE-Quality First Class Service Broad Product Range Over 140 years of Experience

GKN Driveline Service Only we provide patented OE joint technology to the automotive aftermarket!

GKN Automotive SX joints High performance in the smallest possible size and weight The OE deflection angle of up to 52° can only be reached with patented GKN technology Preservation of all OE characteristics even after repair: identical steering geometry, max steering angle and performance with the same joint dimensions

No alternative! GKN TPE boots TPE boots ex factory and rubber boots for repair? A clear NO to compromise! If TPE boots are installed on the original shaft then only TPE boots (by GKN Automotive) may be used for repair.

Ballspline – The technology for extreme conditions Extreme displacement length of 70mm and more, independent of deflection angle High accuracy and stability, even at high speeds and high acceleration or deceleration

No compromise on safety and comfort – Complete propshafts for all vehicle categories Minimum levels of Noise Vibration Harshness (NVH) Crash-optimised shafts to OE specification

Only GKN TPE boots guarantee firm, durable fit on the profile shaft High operating temperatures up to 140 °C High impact resistance and rotational stability

max. 47°

max. 52°

max. 47°

max. 52°

www.gknautomotive.com

Replacement joint: changed characteristics – lower steering angle GKN SX joint: unchanged driving characteristics

Digitalization of the a ermarket HELLA TECH WORLD and HELLA PARTNER WORLD for your all-round service Today, independent workshops are confronted with an increasing number of brands, vehicle models and technical innovations. In addition, the proportion of electronic components in the vehicle is constantly increasing. This presents workshops with special challenges. Because in order to be able to repair and service vehicles, automotive mechanics increasingly need to have know-how in the field of electronics as well as diagnostics in addition to manual skills. Also, workshop customers want more information, more inno-vation and are savvier – so that they can make more informed choices, and all of it delivered yesterday. This creates additional pressure on workshops for more transparency and faster turnaround times. In order to get the car back on the road quickly, continuous expansion of knowledge and expertise in the fields of lighting, electronics as well as diagnostics is therefore crucial in addition to cra smanship. The lighting and electronics specialist HELLA accompanies workshops as “the workshop’s friend” along the entire repair process - from vehicle acceptance and diagnosis to a comprehensive electronics portfolio, online repair assistance and technical advice. Jörg Harjes, Head of Marketing Independent A ermarket at HELLA says: “We want to support our customers even more along the entire repair process so that they become faster and more profitable. That’s why we offer them electronics knowledge in a double pack: in addition to our original equipment, we support them with professional diagnostic expertise”.

That’s why lighting and electronics expert HELLA has been offering car mechanics comprehensive expert knowledge via HELLA TECH WORLD, their website offering more than 1,400 vehicle-specific diagnostic and repair tips, as well as technical information, assembly instructions and technical videos on the topics of lighting, electronics, electrics, diagnostics and brakes. Because of the increasing number of fully electric and hybrid vehicles, that also need maintenance and repair, workshops are facing additional challenges for service. That’s why HELLA launched a new digital offering of online webinars, which cover topics such as modern lighting technologies and the electronics of the future, keeping mechanics up to date with the latest technology and equipped for the future. Over the past year, HELLA has continued to expand its digital communication channels in particular. “The past year was very challenging for both our customers and us due to the effects of the Corona pandemic,” says Jörg Harjes. “Through digital video communication, technical information, relevant product information, installation videos or webinars via our online portals, our digital offerings have kept us in touch with our customers on the HELLA TECH WORLD. In addition, we have also created real added value for them with a wide variety of services.”

HELLA Tech World The comprehensive knowledge base for workshops

„Our goal is to make the workshop‘s business faster and more profitable.“ Jörg Harjes

Head of Marketing Independent A ermarket at HELLA

Also Wholesalers are facing the growing technical complexity of vehicles and demands placed by technology in the parts market. HELLA is a “partner to the wholesaler”, supporting wholesalers by making their business easier and more efficient with first-class data management and flexible logistics services. In addition, wholesalers can find all the relevant information for their daily business in the HELLA PARTNER WORLD free online portal 24/7, 365 days a year. Already in the openly accessible area of PARTNER WORLD, users have access to a wide range of information about the HELLA product range. This includes product overviews, comprehensive information on new products, online catalogues, product brochures, vehicle applications and assembly instructions. For detailed customer information, the portal offers a closed registration area, which can be requested via the free registration function of HELLA PARTNER WORLD. This digital offering displays key business information in a personalised dashboard, which provides users with a complete overview of their customer-specific data. With just a few clicks, wholesalers can find out product availability and estimated delivery times of products and can see their order and invoice overview, which alleviates pressure on precious internal resources.

HELLA PARTNER WORLD The multifunctional portal for wholesalers

In addition to this, comprehensive sales support data, including relevant information for all products, as well as the latest campaigns and marketing material is available, and can be easily transferred to the wholesaler’s merchandise system. HELLA PARTNER WORLD is committed to continuously increasing their digital offer and is currently launching a new warranty status functionality, which will further support wholesalers by making their business easier and more efficient.

SIDE

BEING COMMERCIALLY SUCCESSFUL

INSIDE EDITION 25 • NOVEMBER 2021

JENS SCHUELER President Global Key Account Management, Global Sales & Marketing Schaeffler Automotive Aftermarket

SIMPLIFYING EVERYDAY WORK ROUTINES FOR GARAGES, DESPITE ALL THE COMPLEXITY Cars are continuing to evolve, becoming more powerful, environmentally friendly, more comfortable, and safer. At the same time, they are becoming more complex, and with every innovation, independent garages have to familiarize themselves with new technologies. That is why it’s a good thing to have a partner like Schaeffler Automotive Aftermarket by their side. Because the company’s objective is to make things easier for garages and their customers, despite all the complexity involved. The key word here is “convenience”. It is the main tenet of Schaeffler Automotive Aftermarket’s strategy designed to shape the future of the independent aftermarket. But is convenience really possible? At a time when cars and their spare parts are becoming steadily more complicated? And when digitalization and electric mobility are gaining ground? In which a growing number of repairs and servicing activities require particular expertise or even special tools, and in which the pressure on garages to work profitably and efficiently is constantly growing?

It is a challenge, but one that can be overcome with system expertise and market knowledge, explains Jens Schüler, President GKAM, Global Sales & Marketing Schaeffler Automotive Aftermarket: “Schaeffler is an acknowledged specialist and innovator in the powertrain, engine and chassis segments, and a leading global development partner for vehicle manufacturers. Moreover, our Automotive Aftermarket division is a longstanding and reliable partner that provides support and inspiration to the independent aftermarket and independent garages. There is no-one better

SIDE placed than we are to provide the right answers to important questions about the car service of the future.”

ELECTRIC MOBILITY INDUSTRY 4.0

SCHAEFFLER PUTS THE FOCUS ON “CONVENIENCE” The Schaeffler division aims to ensure convenience in three areas: customer convenience, repair convenience and commercial convenience are set to be of central importance in the future. Customer convenience describes the aim of considering every development and service, and every offer, from the perspective of the garage. Schaeffler Automotive Aftermarket therefore puts the garage and its needs in focus and seeks ways to offer added value. This is why, for example, the company has joined forces with the data platform CARUSO to promote free access to vehicle data and why it also worked with other companies to launch the online appointment booking system Repdate that can be easily integrated into garage systems. Repair convenience means always putting together the best possible package for a repair and thinking beyond the mere spare part as such. For example, Schaeffler’s product range contains a lot of repair kits, which provide invaluable help when it comes

INSIDE EDITION 25 • NOVEMBER 2021

to dealing with the growing complexity of modern vehicles and spare parts. Because often it is no longer sufficient just to replace the part with obvious wear. Instead, the entire system has to be considered, because it is possible that other parts are also suffering from wear. And that is precisely why in addition to the replacement part, the repair kits also include all necessary accessories, special tools and information for professional and system-compatible disassembly and installation. This guarantees that everything needed for the repair can be provided with just one order and one delivery. That is a major advantage for garages, because they can satisfy their customers with just one visit to the garage, in what is known as “fixed first visit”. After all, the customer expects the problem to be fixed permanently with just one visit and without the need for follow-up appointments. BEING COMMERCIALLY SUCCESSFUL But Schaeffler’s Automotive Aftermarket division doesn’t just want to help garages deliver outstanding results. The issue of commercial convenience, making garages commercially more successful, is equally important. Here too, repair kits play a crucial role. They generate more turnover because they contain more parts. And this is entirely in the interests of the car owner who will also be keen to have a system repair that sustainably prevents wear or avoids consequential damage. And on the subject of being commercially more successful, Schaeffler is also doing something to help garages more efficient and profitable when it comes to the parts ordering process. Since 2020 the company has been collaborating with the startup Auteon, which runs a platform of the same name, where garages can quickly identify spare parts, compare their availability and costs from selected dealers, and then place an order.

ELECTRIC MOBILITY, INDUSTRY 4.0, AND DIGITALIZATION AS OPPORTUNITIES Tapping into new trends and preparing for them in advance are essential for the long-term success of a garage. Schaeffler is therefore working on solutions that allow garages to participate in new trends. For example, by helping shape the process of digitalization: “We consider digitalization to be an opportunity to support complex repair procedures on site and intensify the dialog with our customers worldwide,” says Schüler. In this conjunction, REPXPERT will increasingly play an important role. The Schaeffler service brand provides garage professionals with the appropriate special tools and repair support, not just via traditional channels like personal trainings or hotlines, but increasingly with the help of digital formats like virtual installation instructions and training sessions. At the same time, Schaeffler is helping to ensure that the independent garages do not lose out on the electric mobility business. For example, the company has its sights set firmly on the independent aftermarket as it develops its e-axles and hybrid modules for electric vehicle manufacturers all over the world. When electric vehicles become relevant for the independent aftermarket, Schaeffler will be ready with an aligned portfolio of repair solutions and services to support garages. Solutions that make it easy for garages to benefit from the increasing prevalence of electric vehicles and tap into this new segment themselves for a secure and profitable future. 

SIDE

DIGITAL IS AT THE HEART OF VALEO’S APPROACH TO CUSTOMER CARE

INSIDE EDITION 25 • NOVEMBER 2021

Valeo is proud to present the group's new aftermarket website, designed to provide the very best in online tools and information to automotive maintenance and repair professionals when they need them, and where they need them.

version), Vehicle Identification Number (VIN code) and even by plate number (in some countries).

One site, 18 country-speciﬁc versions

Valeo offers access to more than 5,000 always up-to-date documents and assets including fitting instructions, technical bulletins, safety data sheets, product photos, videos, and tutorials. Access is available 24/7 via smartphone, tablet or personal computer. The database is permanently maintained by Valeo’s TechCare experts, who, based on their analysis of hotline calls, continuously create new technical content so that the most frequently asked questions find their answers.

June 2021 marked the simultaneous release of 19 new websites, including 18 country-specific versions* as well as an international version**. Optimised for ease of use, Valeo's new site provides fast access to a broad range of information. This new user interface also offers a personalised navigation experience calibrated to the user's profile, be it for workshops, distributors or drivers.

Free access to Valeo’s comprehensive technical documentation library

Tech@ssist: Valeo’s online technical service With Tech@ssist, professionals can save time and avoid mistakes when searching for technical information and installation instructions, all at no cost, and without registration. In order to optimise this innovative platform, Valeo interviewed 600 distributors and workshops in 5 different countries. Their feedback enabled Valeo to identify which online services would most help professionals in their daily work. A quick and intuitive search engine for easy identiﬁcation of replacement parts With Tech@ssist’s replacement part database, a professional can easily find all the relevant details for over 45,000 product references, including 14 product lines for passenger cars and 11 product lines for commercial vehicles. Users can search by product reference, vehicle type (brand, model or

An online training platform: 450 training modules are only a few clicks away To stay up to date, professionals need ongoing training, but training takes time, which, when working, can be hard to spare. This is why Valeo offers free access to its online training modules, which are available as live sessions, or on replay. Today, over 450 webinars are available on the Tech@ssist training platform, and the numbers tell the story of just how helpful they really are: in 2020, close to 60,000 people viewed those online training modules worldwide.

SIDE Valeo Specialist Club: A 100% online reward program Valeo’s reward program for maintenance and repair professionals, offering rewards on passenger and commercial vehicle parts, is a simple and effective digital solution easily accessible via the Valeo app or the Valeo Service website. With no forms to fill in, nothing to mail, and no paperwork of any kind, the program was designed for ease of use. It only takes a couple of minutes to create and activate an account. Workshops can then start scanning Valeo products and see reward points accumulate in real time. These points can easily be redeemed for a wide range of useful gifts which may be found in the online catalogue. 

VALEO’S ONLINE TECHNICAL SERVICE

Discover Valeo’s brand new websites: * 8 sites in the European Union (Belgium, France, Germany, Italy, The Netherlands, Poland, Portugal, Spain) and 10 more worldwide (Argentina, Brazil, China, India, Mexico, Russia, Thailand, Turkey, The United Kingdom, USA-Canada). ** International site: www.valeoservice.com/en-com

INSIDE EDITION 25 • NOVEMBER 2021

High performance and reliable turbocharging

PC / LCV ENGINE EFFICIENCY

Performance and reliability are the key qualities for a turbocharger. That is why our turbos are designed for excellence and to perfectly match the needs of the aftermarket. Genuine Nissens Quality means that in the production of our turbos, we only use the industry’s highest-rated materials. The inner components are manufactured to the correct tolerances and each turbo is precisely calibrated and comprehensively tested, which ensures high-quality, trouble-free, long-life turbocharging of the engine. Boost your business with Nissens turbos. NEW! TURBO OIL FEED PIPES AVAILABLE TO ENSURE CORRECT TURBO INSTALLATION

THE DIFFERENCE

nissens.com/TURBO

COMPLETE, FACTORY NEW TURBOCHARGER UNITS

FULL COMPATIBILITY WITH THE VEHICLE

PROPER EXHAUST EMISSIONS

NO SURCHARGES, NO RETURN OF OLD UNITS.

EXCELLENT ENGINE PERFORMANCE

EASY INSTALLATION, IMPORTANT PARTS INCLUDED (FIRST FIT)

FULL WARRANTY. HIGHLY COMPETITVE TURBO REPLACEMENT.

MATCHING FUEL ECONOMY

ENGINE’S LIFE-SPAN DURABILITY

SIDE

INFORMATION PLATFORM FOR MANY OTHER PLAYERS

INSIDE EDITION 25 • NOVEMBER 2021

ALEXANDER KNORN Head of Digital & E-Commerce ZF Aftermarket

ZF AFTERMARKET MAKES ITS INTERNET PORTAL AN ESSENTIAL TOOL FOR WORKSHOPS ZF has completely revised its aftermarket portal and added numerous new functions. The website aftermarket.zf.com is used to make contact with all market participants from automotive workshops to wholesalers and ZF's own service network. In their personal login area, users can access numerous technical information and other relevant services. All market participants in the automotive spare parts market depend on up-to-date technical information. Those who still reach for paper catalogues and printed installation instructions not only waste valuable working time, but also run the risk of using outdated information or ordering the wrong parts. ZF therefore provides parts dealers and workshop operators, but also many other interested parties, with all the information they need for their daily work on the Internet. The company has recently further optimised its Aftermarket Portal in a user-oriented manner and added numerous new functions. Incidentally, a number of these functions are available to all visi-

tors of the website. For registered users, the depth of information increases. Those who register on the Aftermarket Portal gain access to a personal partner area with an integrated communication platform for the exchange of know-how, data and information with ZF. Partners of the ZF [pro]Tech workshop concept benefit from full access to the portal and their personal contact: They can view installation instructions and repair information and receive notifications on the service campaigns and recalls of the car manufacturers - for all parts on the vehicle, not just ZF products. This information is the prerequisite for independent workshops to be able to offer inspec-

SIDE tions and maintenance according to manufacturer specifications and to maintain the vehicle's warranty. Under the heading "Technical Information", the user can find video instructions for assembly, interesting facts about material or design changes, technical support for the installation and removal of spare parts, product information (for example, occupational safety data sheets or lubricant lists), support for vehicle diagnostics, tips for avoiding product damage and much more. This information is accessible after a free registration.

INFORMATION PLATFORM FOR MANY OTHER PLAYERS

The ZF Aftermarket Portal becomes a complete database for all aspects of the workshop business thanks to its many other functions that complement the technology area. These include, for example: • registration for the partner program ZF [pro]Points • ability to book training courses • search facility for parts dealers and service partners in the region, • a newsletter, a blog and other information formats, • shop for marketing products (for ZF INSIDE EDITION 25 • NOVEMBER 2021

[pro]Tech partners) NEW CATALOGUE WITH EXTENSIVE SEARCH FUNCTIONS The new intelligent online catalogue is open to all users. It makes it possible to search by part number or by the vehicle's manufacturer and type plate number. In the online catalogue, the user not only finds the part they are looking for, but also the EAN number, the OE part number and other comparison numbers, they see photos of the part and can find out in which other vehicles the spare part can be installed. Where necessary, the catalogue also provides information on special tools needed for installation. Furthermore, installation instructions can be downloaded for all ZF, Lemförder, Sachs and TRW spare parts. INFORMATION PLATFORM FOR MANY OTHER PLAYERS IN THE AFTERMARKET The new ZF Aftermarket Portal is not only used for communication with the automotive workshops, but also provides each user group with its own individual database with coordinated content and functions. For direct customers, for example, ZF has integrated an online shop that makes ordering products much easier.

The ZF service locations and service partners - a network of 650 Group-owned and contracted operations around the world specialising in the repair and reconditioning of ZF products - also receive their information via the portal. In addition, operators of fleets and vehicle fleets will find the link to connectivity solutions here.

The website adapts to all digital end devices and can be operated just as conveniently on a smartphone as on a PC. In addition, each user gets to see a personalised view of the portal depending on their registration and partner status – tailored with the information and modules that are important to them. With its optimised aftermarket portal, ZF has created a digital information platform for daily use by automotive businesses, which is not designed solely for ZF [pro]Tech partners and ZF service partners, but for all automotive businesses – which will allow it to become an indispensable working tool for all. 

MEYLE Academy: Expanded digital training offer with innovative e-learning format Under the name MEYLE Academy, the Hamburg-based manufacturer MEYLE is offering a wide range of (digital) training courses with highly topical content for free. As one of the first on the market, MEYLE presents an innovative e-learning course on highvoltage vehicles for German-speaking countries since this year, with certification in accordance with German DGUV* regulations. As of now, the module is also available in English to ensure safe handling of highvoltage vehicles for English-speaking countries. In addition to the topic of high-voltage, MEYLE also offers training on many other current topics, including braking systems and steering/suspension intelligent repair solutions or oil changes for automatic transmissions. With its diverse range of digital technical training courses, MEYLE ensures – even during challenging times – that automotive mechanics are brought directly up to date with the latest knowledge by digital means and can thus cope with any customer request. In addition to the digital training offer, the MEYLE Academy provides customized training with qualified trainers on-site at the customer‘s premises or also at MEYLE’s own training workshop, in compliance with the current hygiene concept. Live training sessions can be

held flexibly and at any location with specially created exhibits for practical use. For more information on the trainings visit: www.meyle.com/en/trainings/

Digital first! For MEYLE, innovation is the key element of the company’s DNA. Aside from MEYLE’s

exhibition Hamburg 2021

longterm business strategy, especially in 2020 the COVID-19 challenges accelerated MEYLE’s digital transformation process. Building on the success on the MEYLExperience 2020, where MEYLE has successfully accompanied customers with individual digital offers for the canceled Automechanika, MEYLE has also offered its MEYLE Exhibition Hamburg in September 2021. Customers and partners were able to arrange individual meetings to learn about current topics, new products and solutions, while also being able to exchange views with MEYLE experts.

*The training in the form of e-learning was created on the basis of DGUV Information 200-005, Chapter V No. 1, Germany. This e-learning module was created according to German law and describes the situation in Germany. The international requirements may vary per country. Please inform yourself about the specific regulations in your country.

Learn more at www.meyle.com

A GREAT PLACE TO GO

tekniwiki.com

‘TEKNIWIKI’ IS AN EASY ACCESS WEBSITE FOR TECHNICAL INFORMATION Easy access to technical information and practical tips and tricks to install NGK and NTK products – ‘TekniWiki’ is the place to go. Since its introduction, it has been used by workshop personnel, teachers and educational institutions to access NGK SPARK PLUG’s popular e-learning platform, technical videos and other technical information. The design and layout of ‘TekniWiki’ have now been optimised. Two to three clicks is all it takes to get you where you want to go. The update also ensures easy access from any internet capable device. The site has four easy to use sections: the ‘Technical Know-how’ area is for the e-learning applications, with interactive courses on spark plugs, glow plugs, oxygen sensors, ignition leads, ignition coils and MAF sensors. The technical videos featured on the YouTube channel can be accessed without leaving the platform by going to the ‘TekniWiki’ videos section. The ‘Download’ area has all the company catalogues and brochures and the ‘News’ section offers up to date information from the world of the NGK Ignition Parts and NTK Vehicle Electronics brands. ‘TekniWiki’ is available in 15 languages at www.tekniwiki.com on desktop, tablet and smartphone.

stock.adobe.com © ronstik

You don’t have to know everything, you just have to know where to find it. When it comes to technical information on ignition parts and sensors it’s easy because NGK SPARK PLUG has everything you need.

SIDE

BETTER AVAILABILITY, FASTER DELIVERY

INSIDE EDITION 25 • NOVEMBER 2021

TOMASZ B BEN Managing Director Association of Automotive Parts Distributors and Producers

DIGITAL REVOLUTION ON THE AFTERMARKET Flourishing digitisation is more and more encompassing all areas of life, defining the future of the economy. Cyberrevolution has also affected the aftermarket, bringing new opportunities, challenges, but also threats.

Digitisation and its impact on the aftermarket shall be considered through three aspects: modern IT solutions improving the logistic processes of automotive parts distributors, Internet sale and the spreading Telematics.

are provided with the maximum availability of products and fast deliveries, where the risk of an error is almost none. Advanced automated sorting systems for delivery tracking and advanced IT tools for warehouse management are a standard now.

BETTER AVAILABILITY, FASTER DELIVERY The automotive spare parts market is defined by the multitude of assortment. Independent parts distributors create large product catalogues, and yearly millions of products leave their storage warehouses. Efficient logistics is the key to success on this very competitive market. Companies introduce better IT solutions owing to which customers

„Z” GENERATION IS APPROACHING Internet purchasing stands for a small percentage of all purchases on the spare parts market. Their value is however systematically increasing and the research shows that B2C transactions on automotive spare parts and components, which now stand for 10% of the European market, will grow up to 30% in the coming years.

SIDE The most prominent pros of e-purchasing is the possibility to purchase at any moment and place, saving time, better assortment and, what’s quite important, the possibility to compare the prices. However, we should not compare the purchase of clothes, books, household appliances or electronics to the purchase of automotive spare parts. Due to the difficulties in the proper choice of a spare part most of drivers still prefer to leave the choice of buying and assembling of a part to a professional repairer. Thus, the customers don’t risk choosing a wrong part, which will have to be returned or exchanged. In the second case the responsibility in the event of a possible complaint on the assembled spare part lies on the repairer. Nonetheless, the experts predict that e-commerce of automotive spare parts will be growing since the “Z” generation is entering the market – the generation of people born in the late 90s. and later, who are just starting their employment careers. They’ve been growing in the digitised society and are used to do almost all transactions via Internet. Spare parts distributors are aware of that and are already preparing themselves to face these new challenges. The largest market players are already creating in their structures special departments for e-commerce management. THE THREATS OF TELEMATICS The other aspect of the impact of digitisation on the aftermarket is the development of Telematics solutions. 5G technology is entering the automotive sector. Owing to this the network bandwidth will increase so dramatically that cars will be able to send and receive gigantic data streams. INSIDE EDITION 25 • NOVEMBER 2021

On the one hand, this will increase the safety and comfort of driving, but on the other hand, Telematics will also start to be used for commercial purposes. The driver will be treated as a potential customer belonging to the target group in various marketing campaigns. So, if access to Telematic platforms is monopolized by vehicle manufacturers, the position of independent operators, i.e. workshops, distributors and manufacturers of parts, will be greatly weakened. This will mean a radical restriction of free competition and an increase in the prices of parts and services. The sCall system bears the potential of commercial use – the system enables the offering of additional maintenance services and remote diagnostics. The on-board data is constantly sent to the operator's server, so that he can, for example, remotely check various parameters in the vehicle and recommend a service if necessary. If only vehicle manufacturers can make such offers to the drivers, they will benefit from unjustified preferential treatment at the expense of independent market players. That is why the shape of future regulations that will regulate access to Telematics platforms is so important. Digitization creates not only new opportunities for the development of the aftermarket, but also may bring many threats. One thing is certain - there is no escape from it and every company operating on the independent automotive market sector must prepare for new the challenges if they want to maintain their position. 

SALERI ANNOUNCES THE ACQUISITION OF RUVILLE TRADEMARK RIGHTS AND C.D.C. S.r.l. COMPANY Lumezzane, Italy, 25 August, 2021 - Industrie Saleri Italo S.p.A. announces the acquisition of the global trademark rights of the brand Ruville, a property of its business partner Schaeffler. This is coupled with the acquisition of C.D.C. S.r.l., an Italian company of engine and chassis auto parts operating in the automotive Aftermarket and based in Florence. Founded in 1942, Industrie Saleri Italo S.p.A. is now heading a wider and more global organization, with the “Saleri Group” a leader in the development of Thermal Management solutions. The Group is structured to satisfy the demand for lighter and fuelefficient vehicles and its objective is to quickly become the main supplier for Thermal Management technologies in zero-emission vehicles. The Group operates as a Tier 1 supplier in the Original Equipment segment and has a long presence in the Independent Aftermarket division. Basilio Saleri, President of Industrie Saleri Italo S.p.A. comments on the double acquisition: “These operations well represent our commitment and strategy for the Aftermarket business. These two investments complement and complete each other. The Ruville brand provides wide international recognition thanks to its extensive product portfolio, while C.D.C. ensures the industrial know-how and the operational agility to supply this multi-product offer to the market.” With these strategic acquisitions, the Saleri Group relaunches itself into the Aftermarket business, securing the operational excellence the market requires through a strong integration between decision-making, industrialization, purchasing and sales. “The trademark Ruville will further strengthen the perception of Saleri as a reliable and sound partner at global level,” adds Matteo Cosmi, Managing Director at Industrie Saleri Italo S.p.A. “In addition, C.D.C. has been chosen for its significant track record, its consolidated sourcing chain, and its scalable logistic platform. This - together with its management expertise – make it the perfect base for the Saleri Aftermarket Business Unit.” Aste Magherini and Francesco Giubbolini, former owners of C.D.C., have been appointed respectively as the new CEO and Procurement Director of Saleri Aftermarket Business Unit: “Joining Saleri is a great opportunity to scale up C.D.C.'s successful operating model by exploiting the potential of the Saleri and Ruville brands in the IAM segment,” says Magherini. The coming months will be dedicated to completing the integration, which has already started. The new Business Unit will be fully operative by the beginning of 2022.

PUBLIC

SIDE

AUTOCAT NEW ELECTRONIC CATALOGUE

INSIDE EDITION 25 • NOVEMBER 2021

MALCOM PIERRE MOTUS, Ceo

AUTOMOTIVE PARTS SUPPLIERS ARE GEARING UP FOR E-COMMERCE Often, the bigger the industry, the harder it is to adjust to fast moving tech trends. The automotive industry falls into this category. The Automotive Aftermarket is expected to reach $486.4 billion by 2025 according to Grand View Research Inc. The biggest benefactor of this upward surge is bound to be the e-commerce channel.

With replacement part categories like tyres, batteries, brake parts, filters, body parts, lighting and electronic components, wheels, exhaust components and turbochargers, it’s obvious that it is a massive challenge for parts distributors to manage their product catalogues, product offerings and product inventory due to the vast number of different vehicle types and year models on the roads. So how does the Automotive distributor, wholesaler and supplier solve the problem of becoming digitally savvy, and what benefits does it hold?

INTEGRATED CATALOGUE The importance of having a catalogue integrated into a dynamic ERP (Enterprise Resource Management) system is critical. This allows the distributor to manage inventory across multiple sales channels and allows the Automotive Parts Distributor to have a truly Omni-channel approach (when implemented correctly). Omni-channel commerce strategies strive to give the customer a seamless experience with one company whether they order online, in-store or on the phone.

SIDE INTERACTIVE ELECTRONIC CATALOGUE It’s a big challenge for especially wholesalers and distributors, as suppliers are still providing conventional paperback catalogues. Most category managers do not have the time to manually create electronic catalogues. However, the first key to digital success for Automotive parts distributors, is to have an interactive electronic catalogue that can be managed in single-source publication format. This will allow distributors and wholesalers to easily manage versions and updates as and when needed.

AUTOCAT NEW ELECTRONIC CATALOGUE

AUTOCAT NEW ELECTRONIC CATALOGUE Motus Aftermarket Parts (MAP) industry-leading information system; AUTOCAT, will now benefit from greatly enhanced images. AUTOCAT already benefits from the use of TecDoc data which comes directly from the manufacturer which in most cases contains multiple images and in some instances 360 views. Motus Aftermarket Parts has recently made a significant investment in imaging technology and has installed an ORBITVU XL PRO capable of producing high quality flat and 360 views in a matter of minutes. All Motus Aftermarket Parts house brands will now begin to benefit from being selected for multiple flat or 360 views images. Parts that will benefit the most from 360 views will be complex products such as, Alternators, Starter Motors, and Turbo's. The enhanced product images will assist in the correct identification of the product which in turn improves customer service and reduces unwanted returns. With Autocat fast approaching 1000 users, the benefits will be clear to those on the counter. The ease of user of the system to view

INSIDE EDITION 25 • NOVEMBER 2021

images from multiple angles cannot be understated. A picture tells a thousand words! The AUTOCAT information system has a Comprehensive vehicle listing with over 124,000 parts across 1000 product groups which now features an easy-to-use basket that allows you to place orders directly with MAP wholesale and retail businesses. The CIS (customer information system) will enable you to view information relating to your account, such as past orders, outstanding orders, invoices, and high-level historical purchases. With functionality being released quarterly and regular product updates, we believe you will find the most up to date information and functionality in the Automotive Aftermarket today. Autocat the digital agent for your business meeting tomorrows needs today. DYNAMIC SEARCH AND VERIFICATION (E-COMMERCE SITE) With the interactive catalogue comes the ability to have a dynamic search and verification feature. Customers could enjoy the same type of search features as they would find on some of the world’s best e-commerce websites, where search can provide predictive text options, thumbnail displays, on-promo items, searching categories as well as SKUs. Furthermore, voice search also becomes possible. Another element of importance is verification. The better verification mechanism an Automotive distributor can supply to the customer, the more sales they would get. Distributors need to find a way to give customers peace of mind that they are buying the right part for their vehicle to ensure customer satisfaction and less returns.

SWITCH ON AUTOMOTIVE E-COMMERCE ORDERING Still a very contentious matter among manufacturers, distributors, and wholesalers, however e-commerce takes on many forms in the B2B world. EDI has been around for a while and has changed the way retail and distribution orders parts in the Automotive industry. EDI (Electronic Data Interchange) and e-commerce is in essence the same thing, however, having an interactive catalogue with dynamic features like search, verification, brochure on demand, quoting features, live chat, chat bots, pricing levels, shipping options, part-payment options and more, it makes sense to take that extra step to become e-commerce efficient. This is applicable to both the distributor/re-seller that sells to B2B and B2C. In conclusion, the Automotive Industry is gearing up for autonomous vehicles, predictive maintenance, and a lot of other very disruptive tech trends when it comes to vehicles. The only way for the Aftermarket segment to keep up would be to optimise their business processes and get closer to the customers. 

SIDE

CLICK AND COLLECT

INSIDE EDITION 25 • NOVEMBER 2021

Darryl Abotomey Chief Executive Officer & Managing Director, Bapcor

DIGITAL TRANSFORMATION BRINGS BAPCOR TO THE FOREFRONT OF BUSINESS TECHNOLOGY AND EFFICIENCY Australasia’s largest automotive aftermarket specialist company, Bapcor Limited, is undergoing a complete digital transformation of its customer facing and back-end business systems. This highly detailed project was instigated to introduce innovative business technology systems to best suit the retail, trade, wholesale and inventory management requirements of the country’s best known and respected automotive aftermarket companies. Modern automotive service and repair businesses survive and grow through improved efficiency and profitability. Bapcor has identified the key areas for automotive business efficiency improvements through industry dialogue, developing a total automotive parts sourcing, ordering and quoting system for Burson Auto Parts (Australia and Thailand) and BNT (NZ) trade customers. One of Bapcor’s most significant customer facing technology projects has been the upgrading of EZYParts – Bapcor’s online parts ordering system for workshop customers. Bapcor’s trade customers across Australia, New Zealand and Thailand

can use their computers, mobile phones or tablet devices to gain immediate access to pricing, stock/ inventory levels and the location of the parts they need to ensure faster and more accurate part identification through the input of a vehicle registration or VIN number. Bapcor will continue to invest in this trade online customer ordering system to constantly develop, update and improve it for use by its workshop customers. Bapcor has also introduced a new and exciting business generating digital platform to support Australia’s independent automotive workshops. The company has developed its own online vehicle

SIDE service booking platform known as ENJI. Accessible now at www.enji.com.au, this is a website that consumers can use for the sourcing of quotations and booking for automotive service and repair work. Whether it is log book servicing or parts or consumable component replacements, this unique online platform provides consumers with quotations for the work required from vehicle workshops in their area. The application enables the customer to see the time required to complete the work and they can schedule a date and time, all without picking up a telephone.

CLICK AND COLLECT

Best of all, workshop listings on enji.com.au are available free of charge to all automotive workshops nationwide regardless of network or franchise affiliation. This online platform delivers customers to automotive workshops, taking away most of the cumbersome and often time-consuming office administration work associated with explaining, quoting and scheduling bookings. The next step in the development is the integration of Enji with the EZYParts system. This will ensure that Burson’s workshop customers will have the parts that they need for every enji.com.au originated service or repair booking, and remove the manual process of figuring out the parts necessary and ordering them. Also, a convenient online payment service, along with UBER integration for the customer’s ride to work or home while their car is being serviced will be available soon. No stone has been left unturned in the planning for ENJI, a unique Bapcor customer support online platform that enables automotive service and repair businesses to benefit from the current and future generation of E-Commerce systems. Alongside this company’s leading automotive trade business Bapcor is also a major player in the Australian automotive aftermarket retail sector through its highly successful Autobarn and Autopro store networks – with over 200 locations.

INSIDE EDITION 25 • NOVEMBER 2021

A new, responsive, highly detailed and user-friendly Business to Customer E-Commerce solution has also been developed for the retail store network. This makes the online sourcing of vehicle tools, accessories and parts faster and easier for consumers. Mobile phone access was a key design consideration of this online resource as this has proven to be the preferred search tool for retail customers. When purchasing products, the customer has the option to choose either “click and collect” or delivery. The new retail online eCommerce system compliments the revamped Autobarn and Autopro store format, enhancing the overall customer experience. Major technological advances have also been made by Bapcor with the opening of the company’s state of the art 50,000 square metre Victorian Distribution Centre in Tullamarine. Together with Schafer, one of the world’s leading Goods to Person technology innovators, Bapcor companies are now enjoying the benefits of this custom designed semi-automated product picking system which represents a technological first for the Australian automotive aftermarket industry. The new Bapcor Goods to Person system accommodates no fewer than 85,000 totes, with the ability to pick 600 lines per person per hour. Along with major improvements in Warehouse Management System (WMS) efficiency, significant environmental benefits are also being achieved including reductions in energy and resource usage in lighting, water, packaging and transport. Bapcor will save an estimated $10 million per year in operating costs though this new facilities technology. According to Bapcor Chief Executive Officer and Managing Director Darryl Abotomey, this proactive Australian automotive aftermarket industry leader is committed to constantly developing its digital transformation projects. “The past two years have seen an unprecedented level of digital transformation for Bapcor across all of our business operations. We have embarked on a process of constant technological and online development to ensure that we are staying at the forefront of the game whether it is in the functions of our trade or retail businesses, or how we best manage our warehousing operations and supply chain,” Mr Abotomey said. “Along with all of these developments, several additional projects including our Digital Safety Reporting System, ERP Upgrades and Consolidations, a modern retail Point of Sale system, Inventory

SIDE Forecasting and Management, Expanded Data Warehouse and a new CRM System have all been completed or are being delivered shortly,” Mr Abotomey added. 

CLICK AND COLLECT

INSIDE EDITION 25 • NOVEMBER 2021

Car care by LIQUI MOLY More than just oils and additives – 50+ products designed to take care of a vehicle’s appearance and value retention LIQUI MOLY is known primarily for its oils and additives, but offers much more. Car care is an important part of its range of around 4,000 automotive chemical products. And this isn’t just two or three polishes, but more than 50 products: for interior and exterior use, for cleaning as well as for care and protection. This allows retailers to easily and simply expand their product range and so generate additional sales. Not only does LIQUI MOLY provide car care products, but also a lot of sales promotion and marketing materials too. Such a complete package is easy for specialist retailers and retail outlets to integrate into their own product ranges. Professionals also appreciate this. For example, the readers of the German trade magazine “Werkstatt aktuell”, which is aimed at commercial vehicle workshops, recently voted LIQUI MOLY the best care brand in addition to the best oil brand. Appearance and value retention Car care not only serves to maintain the appearance of the vehicle, but also to preserve its value. Not every car driver is aware of this. If this is explained to them when they visit the garage, there is a high probability that they will take action and stock up on the corresponding products. For taking care of paintwork, the right products are available for all the steps in the process, from car wash shampoo to hard wax. The new detailer is great for quick interim care as is the grinding paste that is suitable for the advanced user. For windows, there are, among other things, insect removers, windscreen wiper system cleaners and window de-icer. In addition, there are products for rims and tires, for convertible soft tops, for the care of rubber and chrome, and a wide range of products for reconditioning vehicle interiors. The product range is rounded off with accessories such as sponges, leathers and polishing cloths. Many benefits for retailers and garages This product variety provides a number of benefits. Firstly, the products are coordinated with each other and so combine well to deliver excellent results. Secondly, they are suitable for cars as well as motorcycles and commercial vehicles, expanding the circle of potential customers. Thirdly, procurement is much easier if everything can be obtained from a single source. Fourthly, garages can find everything they need for preparing a vehicle, be it as an additional service when a vehicle is there for inspection anyway, or as a standalone service. Finally, the wide range of products makes it possible to put together tailor-made packages that are individually adapted to the customer’s needs, for example interior cleaning, paint protection for new vehicles or paint preparation for older vehicles.

Hard wax seals the paint

These benefits enable retailers and garages to tap into new sources of revenue easily and without much effort. And car care is just one example of LIQUI MOLY’s extensive range of automotive chemicals. With around 4,000 products, there are many more opportunities for additional business.

SIDE MICHAEL PLEUSER VP Sales Digitalization OSRAM Automotive OSRAM has been turning night into day for over 110 years. With a history of pioneering technology and a future full of gamechanging innovations, you can rely on proven performance from the OSRAM family of products. For the third edition of this year’s IN!SIDE magazine, we talked to Michael Pleuser from OSRAM Automotive about digitalization in the aftermarket. Michael has been working for OSRAM for more than three decades. During his time with the lighting manufacturer, he collected a vast range of expertise through various roles in global sales, marketing and general management. In addition, he also spent over three years in Japan. In his current function Michael is the Head of Sales Digitalization for OSRAM Automotive and leads the company’s transformation project, called Next Generation Sales (NGS). What impact does digitalization have on the automotive aftermarket business and how did it affect your business at OSRAM Automotive? Michael Pleuser: At OSRAM Automotive we do not talk about digitization, but about digital transformation. About three years ago we started our digital transformation activities. Those pointed in two directions: internally, the goal was to increase efficiency; externally, we wanted to achieve business growth together with our partners. The starting point was a project called “Next Generation Sales” (NGS) where we built the complete customer journey – digitally. Starting with the product search, through to the purchasing process all the way to aftersales services. Consequently, we adjusted our processes according to the customer needs, taking the different requirements of our stakeholders into account: OEM, ITG, wholesalers, garages and end-user. Also in the B2B world expectations are high: our customers expect the same INSIDE EDITION 25 • NOVEMBER 2021

buying experience as they are used to in their private lives. How does OSRAM Automotive respond to the advancing digitalization of the aftermarket? Michael Pleuser: We have now introduced four cloud-based products from Salesforce, all interconnected and seamlessly supporting our customer activities. One of the key elements is our new B2B web shop, called OSRAM Xchange. The name is self-explanatory: not only do we provide a web shop to buy products but offer an interactive platform to our customers where they can exchange information. This represents our mindset to be open and prepared for future ideas on the road ahead. In parallel we offer EDI, TecCom and API-reader solutions so the customer has the choice. However, as a result of this, we do not process manual orders anymore. The industry has changed and so have we.

Did your organizational structure change to welcome new roles and positions? Michael Pleuser: In the beginning of the project, we had to convince our colleagues that NGS is not just another restructuring program with the target of reducing headcounts. In fact, the overall number of employees remains the same. Nevertheless, we still needed to realize a shift within this group. On one end, we could reduce headcounts due to automized processes, but on the other end we had to introduce new functions and capabilities, which in many cases did not exist within OSRAM Automotive. Let’s only think in the direction of advanced digital analytics, master-data scientists or process experts, to just mention a few. But also, the OSRAM Xchange manager and my own role are both visible examples for the structural changes. Having completed the project, everyone now has a clear understanding about the advantages and is happy about a decreasing workload with having more transparency for all functional customer interfaces. Do you collaborate with innovative start-ups for the development of new products and services? Michael Pleuser: Indeed, one of the necessary changes in mindset – not only in our industry – is collaboration and transparency. Even the big automotive manufacturers are finally realizing that competing with the Big Five of the global tech giants (GAFAM) makes no sense. Let me give you three examples for how we at OSRAM Automotive have approached this instead: Together with CARUSO - a platform providing access to in-vehicle data - we did a Connected Vehicle Field Test (CVFT) in close cooperation with sixteen partners (Tier 1 suppliers, diagnostic specialists and distributors and data specialists) – sharing the OEM in vehicle generated data increasing the benefit for all participants. Here we were investigating on use cases like predictive maintenance or workshop service.

Another example is our collaboration with Connected Cars A/S in Denmark, an auto-tech company offering an ecosystem for mobility innovation through data collection and sharing. Throughout this project we performed field tests to individually address the drivers and inform them about upcoming headlight failures. This represents quite a big topic in Scandinavia with a very long dark season and high fines for broken car lights. Since the garages are also connected via this dongle solution, they receive real-time car specific data in parallel to the driver. Hence, it was a win-win-win situation. Finally, there is our cooperation with TecAlliance. Here we are actively driving myITG, for example, to realize a more efficient organisation and execution of the “virtual days”. How did OSRAM’s service offer change due to this disruptive trend? Michael Pleuser: If we look in the past, OSRAM Automotive has always been a pure component (lamp) supplier. Even though our product portfolio has already changed a lot – just looking at our innovations in the field of LED retrofits, XLS technology or our automotive care & equipment portfolio (incl. our OSRAM AirZing Mini air purifier for cars) – our future activities and ideas are going further. As already mentioned, we want to offer useful services to our customers, which make their life easier and safer. For this we intensify our activities to collaborate with other suppliers, take part in digital data platforms and support the TecAlliance myITG initiative to be able to provide our partners with the most useful and customer friendly solutions possible. In addition, there is a lot more in the pipeline.  If you want to find out more about the latest innovations and projects from OSRAM in the meantime, look at www. osram.com/am .

SIDE

WHAT NEXT?

INSIDE EDITION 25 • NOVEMBER 2021

Florian Precigout Service and Concept director NEXUS Automotive International

FULL DIGITAL SOLUTION BRIDGES THE TRAINING GAP From executive to technician, the NEXUS Academy provides a full digitalized solution to training and bridges the gap between traditional methods and new technologies. It is part of the NEXUS approach to digitalization, to offer innovative services and solutions tools to better prepare distributors and workshop for the challenges of tomorrow. Florian Precigout, N! Service and Concept Director, explains. You were appointed Director of Concepts and Services about one year ago, what can you tell us about the Academy project? The Academy project is a comprehensive concept aimed at training N! Members’ teams at all levels. From executives to middle management, from technical coordinators to workshop technicians. The aim is to support N! members to face the challenges and evolution of the market by offering trainings developed in collaboration with selected N! Suppliers. The challenge for NEXUS is firstly to find the right approach and then stimulate the community to join the program, and also to find new solutions for our global audience.

The pandemic made everything more difﬁcult. How did you face this problem? I started my new role in NEXUS when all the world was still locked at home. Absolutely, we had to re-think our way of doing training and to keep providing accessible resources to all our members. We did that by organizing live webinars on the most common used platform but also beginning to develop tools and solutions to make this experience unique for our community. That sounds in line with the digital transformation we are undergoing in the aftermarket. Can you tell us more about this?

SIDE We combined the need for trainings with the need to adapt to market challenges. We developed a global program that also reflects new trends, such as electric vehicles and new mobility. At the same time, we built tailor-made platforms for the NEXUS Community. One is the NEXUS Academy digital platform, a learning management system that allows our members to choose among multiple types of content, delivered by N! Selected suppliers. Members can decide where and when they want to take part in the trainings, and they have the opportunity to interact with other trainees. We believe that socializing, sharing information and networking is also an important part of the training process.

WHAT NEXT

INSIDE EDITION 25 • NOVEMBER 2021

What next? This platform is already a great digital tool, accessible by any role-level person inside the company. At the same time, while we hope we can go back to ‘face to face’ training, especially for workshop technicians, we are developing some new digital tools to make access to resources and materials for all our members around the globe easier. The next step is to give a 360° training platform to the distributor to autonomously choose among the different solutions, from a virtual classroom to self-learning, local and global trainings. 

CLEAN COMPANY. CLEAN BUSINESS. Everything in life centers on performance. Performance makes the difference, that inspires others. In garages it is the difference in service and accuracy. For the cleaning tasks in garages it is the Kärcher system of machines, accessories and cleaning agents. www.kaercher.com

SIDE

DIGITIZATION IN THE AFTERMARKET

INSIDE EDITION 25 • NOVEMBER 2021

Arjen van Eck Online Channel Manager NRF

NRF: DIGITIZATION REQUIRES A FOCUSED AND INNOVATIVE APPROACH As garages and consumers buy more and more car parts via the internet, players in the aftermarket, from manufacturers to pure e-tailers, are searching for strategies to benefit from the growing importance of e-commerce. In the e-commerce aftermarket, NRF sees above industry average annual growth. In addition to the annual growth, we see that the e-commerce market as a whole is moving to the next phase. Some players continue to grow, others withdraw or are taken over and niche players are created, such as target group specialists (old and young timers, body parts shops) and product specialists (tow bars, tires, brake parts). B2B service platforms for workshops, with shopping cart optimization, multi-catalog integration, and process integration, as well as B2C platforms who sell complete MRO (Maintenance, Repair and Overhaul) jobs, including replacement of the parts. These online developments made NRF decide a few years ago to set up an Online Channel Expertise Center. Together with the NRF sales team, the

Online Channel experts challenge topics such as: where to position?, How to get there? and How to organize online business development within the NRF organization? NRF ensures that the organization is able to provide the specific services that e-tailers need, in terms of logistics requirements, IT requirements, data support, etc. NRF uses new types of tools to monitor their and their competitors' online presence, on marketplaces, e-commerce stores and more. CERTIFIED PRODUCT DATA NRF works according to a 2023 roadmap, including deliverables such as improving our product data, resulting in a TecDoc Certified Data Supplier in September 2021. The certificate confirms that the NRF data meets the high standards of TecAlliance.

SIDE This data includes general data, measurement and technical data and vehicle linkage (including OE/ cross references). NRF has invested in their own photo studio to create 360° product images of their complete product range. The biggest benefit is that people can zoom in on product details to make sure they are buying the right aftermarket part. This results in a better buying experience and fewer returns. Furthermore, the NRF product data is available in more than 25 languages. The simple reason behind these investments is that product data has become the efficient and effective “sales representative”. It promotes NRF products 24 hours a day, 7 days a week. SENSORS Next to improvements which increase the daily business, NRF is increasing its focus on the technical developments in the vehicle. This has made NRF decide to go beyond the current engine cooling and air conditioning offerings. In September 2021, NRF launched their newest product group; Exhaust Gas Temperature Sensors. The number of sensors per vehicle is increasing to monitor the vehicle condition and enable the connected vehicle. A single car can have up to 9 Exhaust Gas Temperature Sensors. By expanding their offer, NRF moves in line with market demand. NRF wants to be a onestop supplier by offering a complete range. Exhaust Gas Temperature sensors are a perfect addition. INTENSIFY CUSTOMER RELATIONS Another important aspect of the digitization of NRF is the intensification of customer relationships INSIDE EDITION 25 • NOVEMBER 2021

via digital routes. In 2020, within a few weeks after the Corona lockdown started, NRF introduced a total webinar offer. NRF offered short and interesting 30-minute technical and commercial webinars. This turned out to be successful. In 2020, more than 9.500 people of 39 countries participated in these webinars. Now, NRF has included the training sessions as a fixed part in their program. In September 2021, NRF launched a virtual booth as a replacement of Automechanika Frankfurt. NRF was the first Aftermarket supplier to come up with this creative aftermarket approach. During one week NRF had more than 500 online meetings with customers from all over the world. In the virtual booth, people could explore new products and USPs in an interactive way. THE BUBBLE: CONNECTING AN ONLINE AND LIVE EVENT! The most recent example is the event, named The Bubble. During this event NRF brought online and real life together. A team of 50 NRF sales, product management, technical support and marketing people came together in Valencia, Spain. Here NRF organized more than 450 online meetings with “a life feeling”. NRF streamed the event live from a dedicated website (nrf.eu/thebubble). In addition, 32 live technical webinars were organized. During these webinars, NRF presented interesting topics, such as the maintenance of electric vehicles. Besides the customer focused part, NRF organized loads of internal workshop and presentations. As you can see, digitization requires a focused and innovative approach. NRF is developing in various areas, from online positioning to online customer events and webinars. Digitization it's an ongoing and expanding topic. 

LEAGUE OF

TRUE MECHANICS

ACCESS THE NEW DENSO TECHNICAL PORTAL Register on www.denso-technic.com Get technical know-how and tips on DENSO products Improve your technical knowledge Take the online courses & prove your skills through tests

For more information and terms and conditions, please visit www.denso-technic.com

Get D-coins and official personalised certificates Join the League of True Mechanics, reach the TOP 10 and get rewarded

Scan the QR code to register

SIDE

DIGITALIZATION FROM GATES AT ITS BEST

INSIDE EDITION 25 • NOVEMBER 2021

DIGITIZATION FROM GATES AT ITS BEST The first Gates webinar, in April 2017, was about accessory belt drive systems (ABDS) diagnostics and was broadcast in Russian to a few hundred mechanics. By the time the first national pandemic lockdowns were imposed at the beginning of 2020, Gates was already leading the way in terms of online technical support, with thousands of mechanics across the EMEA region regularly attending webinars from Gates - offered in nine different languages.

As restrictions to face-to-face training in the workplace took hold, this particular digital platform was immediately expanded to meet the needs of new and expanded professional automotive audiences. The Gates Pan-European team of technical experts currently hosts webinars in English, Spanish, German, Russian, Dutch, French, Italian, Polish and Hungarian. More than 8,000 automotive professionals each year attend webinars that cover water pump installations and problem diagnosis, modular hoses, cooling systems, coolant condition and evolution, Gates Stretch Fit® belts and, of course, SBDS and synchronous belt drive systems and ABDS. Content and topics may vary take into account the different regional installation challenges presented by vehicle-specific car parcs. Gates has pioneered the use of digital technology in the workplace and used it to help eliminate

common fitting errors and reduce the number of comebacks at garages. More jobs are error-free, while fewer claims are being processed by distributors. These are real savings in time and money. Digitalization has also allowed mechanics to keep their fitting skills up-to-date more easily. For example, those who signed up to receive technical tips by email some years ago, were among the first to be introduced to a new digital resource (www. gatestechzone.com), when it was launched in 2017. Today, the resource provides installation guidelines, troubleshooting hints, technical bulletins and warranty information, as well as details about the most appropriate installation tools. A variety of training videos provide installers with more detailed explanations and a kit calculator is available to assess the added value from fitting kits rather than individual belts. From here, visitors can also access the

SIDE Gates online digital catalogue (www.gatesautocat.com). The Gates portfolio includes other digital tools for mechanics. Digital instructions for Gates PowerGrip® Timing Belt Kits provide data and technical solutions in a variety of situations, allowing mechanics to access information by smartphone via wi-fi both in the workshop and while out on a vehicle rescue in order to get vehicles moving. After scanning the QR product code with their mobile phones and selecting the appropriate vehicle, mechanics can access OE-based engine-specific fitting instructions. Clear drawings guide installers through the entire process. The data even includes belt routing and torque settings. If special tools are required, they are listed and pictured. Moreover, these digital instructions are available in 27 different languages.

DIGITALIZATION FROM GATES AT ITS BEST

INSIDE EDITION 25 • NOVEMBER 2021

Finally, the latest digital tool from Gates is the Automotive Catalogue App for tablets and mobile phones. It provides an even wider range of features and benefits relating to parts for passenger cars, trucks and buses. Moreover, it features tools that both mechanics and distributors can use to help improve their efficiency. Mechanics can find the parts they need fast, searching by belt size, make, model or OE number. Simply use the App to scan the barcode on a Gates product and gain access to parts images, application data and technical tips. There’s even a select and compare tool that lists similar products, side-by-side and user can access recent search history to find details about popular models more easily. That’s digitalization from Gates at its best. 

SKF Electrical Water Pumps A premium solution for every car model

For technical support and insights, visit: vehicleaftermarket.skf.com ® SKF is a registered trademark of the SKF Group. | © SKF Group 2021

SIDE

CLEANER, BETTER, FURTHER

INSIDE EDITION 25 • NOVEMBER 2021

JEAN-FRANCOIS BOUVEYRON Vice President & General Manager, Aftermarket EMEA Delphi Technologies

DIGITIZATION SETS THE AFTERMARKET ON TRACK TO GO CLEANER, BETTER, FURTHER More data is created and processed across the internet every day than there was in the whole of the 1990s. It was only a matter of time until mobility contributed to this vast body of information. The digitization developing in the field of the aftermarket specifically, and not just in cars, presents challenges for workshops and garages to take part without having to become ‘big data’ processing experts. Digitization may be in its infancy today, but the vehicle is evolving to facilitate this and we can identify emerging opportunities for businesses.

SIDE

VEHICLE DATA | SAFETY INTELLIGENCE Vehicle data provides the aftermarket with safety & performance intelligence. The vehicle is adapting with telematics functions and increased onboard service & fault notifications. The expanding range of faults monitored and sophistication of the warning messages means we have a smarter vehicle and a more informed vehicle owner. However, there is still some way to go because analysis of roadworthiness test failure data shows that vehicle owners are still not maintaining things like brakes and tyres to a sufficient standard. Aftermarket businesses can continue the education of vehicle owners, improve preventative maintenance rates, and play a vital role in the effective reporting of vehicle data. REPAIR DATA | BUSINESS INTELLIGENCE It has frequently been joked that the car is now just a ‘big computer’ on wheels. This statement simplifies the enhancements we now have to vehicle servicing, but also insinuates that the hard work of a technician is not the same as it used to be. Conversely, technician training is more sophisticated and fast moving to keep up with advances in the vehicle. Repair data represents transformative business intelligence helping workshops to tailor services for their customers, increase technician’s productivity, and even predict future needs. Aftermarket repair information helps workshops work smarter and help the vehicle to go further in its lifetime.

INSIDE EDITION 25 • NOVEMBER 2021

DELPHI TECHNOLOGIES INTELLIGENCE “Digitizing the aftermarket is shining a light on trends previously difficult to identify, and their application reveals a new kind of intelligent aftermarket just under the surface.” Observes JeanFrancois Bouveyron, VP EMEA Aftermarket. “Delphi Technologies has had ‘cleaner, better, further’ as our vision for the aftermarket for years, meaning our pioneering engineering is ahead of the curve and perfectly placed to serve the digitization now coming to the forefront in workshops and garages”. Diagnostic tools which can grow with the latest instructions and vehicle systems, like the Delphi Technologies BlueTech VCI, are an effective tool to move into future digitization with the workshop. Training with blended online components, like Delphi Technologies Academy launched in the UK, mean the technician can tap into training while the vehicle is on the ramp maximising productivity; especially with increased frequency of new systems and new faults. Digitization is here to stay and Delphi Technologies can equip aftermarket businesses with effective tools to engage with digitization and take advantage of the opportunities ahead. 

COMPACT. VERSATILE. REVOLUTIONARY

220

C -2

BE SMART. IN ANY CASE. HAZET-WERK Hermann Zerver GmbH & Co. KG · Güldenwerther Bahnhofstraße 25 – 29 · 42857 Remscheid · Germany · www.hazet.de

VARTA® Partner Portal gives you the right tools to Find, Test, Sell and Fit standard and advanced technology batteries. Join the VARTA® Partner Portal and get the power to become a Battery Expert! VARTA® PARTNER PORTAL

It all starts with

TecAlliance and its industry partners take catalogue data quality to a higher level Eleven percent of TecDoc brands have achieved Premier Data Supplier status

TecAlliance, the leading data management specialist in the independent automotive parts market, is continuously running a data quality initiative to optimise data quality in the TecDoc Catalogue. A new, more demanding set of rules with additional validations and key performance indicators (KPIs) supports parts manufacturers in improving their product data. Since June 2021, each brand that fulfils these higher content-related requirements has been certified as a Premier Data Supplier (PDS). As of the latest September evaluation, 11 percent of the more than 800 supplier brands have already achieved this superior status. Andreas Assmann, Director Data Quality Management at TecAlliance, emphasises: “With our new KPIs, we support our industry partners in raising the quality of their data in the TecDoc Catalogue to a new level. Our measures are aimed at enhancing the reliability of the catalogue systems in the independent automotive aftermarket, thus increasing customer satisfaction at the point of service. Only accurate and complete data enables the user to quickly identify the correct replacement part.” “At TecDoc, we are driven to provide benchmark data to our customers. We are always working on standardisation and data optimisation. The new Premier Data

Supplier status is a seal of quality for the highest level of precision and accuracy in every respect”, says Jürgen Weiland, Product Lead Data Solutions at TecAlliance. “We greatly appreciate our TecDoc suppliers’ continuous efforts to improve their data quality and would like to thank and congratulate all Premier Data Suppliers for their outstanding performance!” Since its founding more than 25 years ago, TecAlliance has been committed to improving data quality and establishing uniform industry standards such as the TecDoc Standard.

Currently, the TecDoc Catalogue database contains 9.8 million part numbers from more than 800 supplier brands and over 414 million product/vehicle applications. The PDS supplier evaluation is carried out quarterly. TecAlliance is committed to fully supporting all data suppliers to achieve the Premier Data Supplier status to meet point-of-service (PoS) information requirements with their product data. More information about TecAlliance’s Data Quality Management initiative is available at www.tec.al/DQM.

DIGITAL SOLUTION BY TMD FRICTION

DIGITAL SOLUTION BY TMD FRICTION OPENS ADDITIONAL OPPORTUNITIES FOR INDEPENDENT GARAGES GOING FORWARD Digitalisation and the mobility revolution pose major challenges for the operators of independent garages. While digital tools have been used for vehicle fault diagnosis for years, work processes are still largely documented using paper-based methods. There is therefore still plenty of digitalisation potential. The shared mobility trend is also changing the customer structure in independent garages. As the proportion of private customers decreases, fleet operators are becoming a vital target group for independent garages. However, garages that want to impress fleet operators with high standards need transparent workflows and digital documentation and billing tools on a par with authorised garages. Software solution from the garage for the garage With GaraShield, TMD Friction has developed a robust tool that is suitable for garages and enables the control and documentation of repair and maintenance workflows via tablet. GaraShield also takes communication with the customer, whether a private customer or fleet manager, to an up-to-date digital level. GaraShield can be used directly on the vehicle, supports the individual work steps digitally and offers highly intuitive operation.

Photos or videos of vehicle parts in need of repair can, for example, be shared online with the customer in real time. Ordering processes can be initiated and billing automated via an interface to existing systems. GaraShield accelerates coordination and work processes and increases transparency and trust, which in turn boosts competitiveness. “Pay-per-use” paves the way into the future-proof garage British garage owner David Poole developed GaraShield on the basis of his longstanding experience and in-depth knowledge of everyday working life in a garage. “The mechanic working on the lifting platform decides whether a system is good or not,” he says. “If they are impressed by the processes and the handling, then they will be happy to use it,” says David Poole. Numerous garages in Great Britain have already made successful use of Gara Shield since autumn 2020 - a launch in further countries and regions is in preparation.

The software can be integrated into an existing garage IT system by an expert in around two hours and operated from tablets and PCs. The work profiles can be shared between tablets via drag and drop. All process steps are intuitive and easy for the mechanic to use. Expensive staff training sessions are not necessary. To find the most cost-effective software licence solution possible for the garages, TMD Friction has decided to go for a pay-per-use model. Apart from a setup fee, the garage incurs no other fixed costs. New opportunities for independent garages in the fleet business To ensure enough business in the future too, the independent garages must do more to win over fleets. This requires a focus on the specific quality assurance requirements of fleet operators.

Grow your battery business

Upgrade to Yuasa

Why settle for good when you can have the best? Upgrade to:

 A global leader  Complete support  The highest OE quality  A winning team  The widest range  The best online tools The world’s leading battery manufacturer

Discover more at www.yuasa.com

JAPANESE OE manufacturer FOR OVER 100 YEARS

Wiper Motors in the Digital Age WAI's LIN2 Smart Wiper Motors have been designed to deal with common faults and failures of wiper motors, and through replacement, have shown to reduce replacement comebacks, by simplifying a complex and often difficult part replacement. The LIN2 wireless protocol offers the latest in intelligent control and ensures accuracy and compatibility to all vehicles that use it. With built in diagnostics, the Smart wiper motor will automatically align to the vehicle settings for wiper speed and matches the number of speed increments required by the vehicle. The WAI LIN2 Wiper motor carries the latest in technological advancements. Our electronics smart center features Transpo intelligent design, its in our DNA. The electronics ecosystem is a rock solid foundation that reliably and accurately adapts and controls all functionality in real time. No matter the environmental circumstances - available built in rain sensors will ensure that driver comfort is a seamless experience.

Lightening Fast.

PLUG & PLAY

• LIN2 technology modulator will automatically adapt to vehicle communication protocol. • Ready to install - 100% All new construction. • Contains pulse boards, mounting grommets & crank arm where required. • Optional rain sensor & steering column control module.

100%

EWN AllNSN TIO TRUC CO

WAI, A USA COMPANY

WWW.WAIGLOBAL.COM

The most important tool is digital. Scan the QR code and get article info on your smartphone instantly. It’s easy with the PIC. The Product Information Center (PIC) offers mechanics fitting instructions and tips, plus a wealth of practical information on the articles they’re looking for. It’s free, easy to use and available in 16 languages. www.continental-ep.com/pic

ContiTech Antriebssysteme GmbH www.continental-engineparts.com

Efficient battery business: Continental opens new battery warehouse One way or another, the automotive industry is run on batteries. Accordingly, suppliers and manufacturers have been continually expanding their product range in order to meet customer demands. Continental, too, has significantly strengthened its battery portfolio to include a complete range of start-stop and starter batteries. But the technology company has even gone one step further and has opened its own battery warehouse. Parts dealers now benefit from more efficient order and delivery processes, allowing them to act quickly and precisely according to need. Full battery portfolio from one source With its range of batteries for the automotive aftermarket, Continental now covers 86 percent of the European car pool. Dealers benefit from a full-range product portfolio of 19 different battery types in OEM quality, allowing them to purchase everything they need from a single source. Moreover, all start-stop batteries in Continental’s portfolio are equipped with Enhanced Flooded Battery (EFB) or Absorbent Glass Mat (AGM) technologies, which have achieved the best test scores in a technical comparison. EFB and lead acid batteries are now also 5 percent lighter than before. Smaller order quantities, faster delivery times In an ever-changing market environment, flexibility is key. For this reason, Continental has made it easier for parts dealers to place and receive battery orders. Since product stocks are now

being kept in the new warehouse, delivery times are shorter and dealers are able to place their orders more flexibly. In addition, they now also benefit from smaller minimum order quantities. With the new battery warehouse, delivery per pallet layer is possible, which allows dealers to order exactly as needed – when needed. With their order, customers can also receive a free product display to showcase the batteries. Strong growth, strong brand With the new battery warehouse, Continental once again shows its commitment to its customers. Says Peter Wagner, head of the Independent Aftermarket business segment at Continental: “It’s always been our goal to be a strong partner to our customers. 2020 was a good year for us in the battery market and 2021 is looking to be a repeat. We have a strong brand that allows us to offer our customers solutions that are tailored to their specific needs. Opening our battery warehouse is part of that strategy.”

ATE Ceramic brake pads take first place in ADAC test (07/2021) ATE Ceramic brake pads offer a perfect balance of safety and durability. They are designed for low wear, which means they generate less dust and keep your wheel rims shining like new – a difference you can see! www.ate-brakes.com

All winter tyres are the same. Until the streets turn white. The new WinterContact™ TS 870. German engineered safety to master any kind of winter. Keep cool and enjoy perfect control on snowy and icy roads. Stay in lane with outstanding wet braking and aquaplaning resistance. Cover longer distances with extra-low fuel consumption.

Diverse and innovative filters – also for electric vehicles. S S S

S S S S S S

The largest filter range for maximum workshop performance. Our filters protect not only the engines, but also the people in the vehicle. With our comprehensive filter range in uncompromising quality and with maximum market coverage, we ensure that the right product is available for every requirement to keep dirt, abrasion and the finest particles away from the powertrain and the occupants. With MAHLE, your workshop delivers 100% performance, today and tomorrow. www.mahle-aftermarket.com

24032020_FI_A4_EN.indd 1

24.03.2020 14:04:04

Dinex The Only Store You Need All You Need from Turbo to Tailpipe

Technical Support & Training Learn about functionality of diesel oxidation catalysts, diesel particulate filters & selective catalytic reduction catalysts. Diagnosing typical failure modes and route causes for catalysts, NOx and temperature sensors, pipes and much more. Attend our trainings & online seminars and get a Dinex Certificate!

Check out our Technical Support section at dinex.net/downloads/technical-support or scan the QR code with your smartphone

Instructional videos If you experience having problems on how to install exhaust parts you will be able to find our new step-by-step guides and video tutorials on our homepage.

Place your order through our webshop and benefit from all the advantages. • Available 24/7/365 • Time saving • Live stock levels • Warehouse status • Pricing and Availability • CSV import

Visit the new Dinex webshop at dinex.net/webshop or scan QR code with your smartphone

• Responsive on ALL devices • Detailed descriptions and pictures

Dinex.net

COMPETITION

MOOG SOLUTION

LIMITED DURABILITY & EXPENSIVE REPAIR

BETTER DURABILITY & VALUE FOR MONEY REPAIR

OE design also widely used in the aftermarket

MOOG patented* problem solving design

Damage may be caused by the pressing operation due to metal to metal contact, highly sensitive to incorrect installation

Consist of an inner and outer ring with a plastic bearing. Installation damage caused by metal to metal contact is eliminated

Sealing performance may cause corrosion and premature failure

Triple lip sealing dust boot guarentees an improved sealing performance

Competition is recommending full replacement of the knuckle including wheel hub and bearing

No replacement of the full knuckle A perfect fit, function and maximum durability

PE-BJ-3322

LOWER BALL JOINT ACTS AS A PIVOT ENABLING AXIAL ROTATION.

*Patent Application Pending

70 years of MANN-FILTER: Proud of every wrinkle The premium filtration brand celebrates its round birthday, looks back with pride on a successful history of development and sets the course for a promising future with great confidence. How it all began: Adolf Mann and Dr. Erich Hummel established “Filterwerk Mann + Hummel” back in 1941 in Ludwigsburg as it was called back in the day. Today, eight decades later, MANN+HUMMEL has grown to become the world‘s leading filtration expert, employing more than 21,000 people at over 80 locations, with sales totaling 3.8 billion euros (in 2020). MANN-FILTER was there from the very beginning and is still part of the company today as a globally valued brand. MANN-FILTER: Then and now 70 years ago, on August 16, 1951, MANN-FILTER was first registered as a trademark. What started as a small national brand in Ludwigsburg also gained international popularity starting in the 1960s. Today, the premium brand is an undisputed force in filtration technology for the automotive and industrial sectors worldwide. Their filters combine the entire know-how and experience of the MANN+HUMMEL Group in a comprehensive product portfolio – and in 100 percent OE quality for the aftermarket around the globe. “We look back with pride on the very successful 70-year history of our premium brand, which we continue to write every day,” affirms Simon Frick, Vice President Sales IAM Europe at MANN+HUMMEL. “We are taking the anniversary as an opportunity to thank our customers around the world – for their many years of loyalty and for good and successful collaboration. This development would not have been possible without our customers,” adds Frick. As one of the few brands in the automotive aftermarket, MANN-FILTER has managed to become an icon with cult status over the years with its striking yellow-green color scheme. For a few years now, they‘ve been enjoying the same success in motorsports as well. Here, it is the yellow-green mamba that is generating a lot of excitement among its growing fan base.

Award-winning worldwide MANN-FILTER is a big hit. This is certainly evident from the many awards received worldwide. The fact that customers independently choose their favorites further reinforces this. “Our numerous awards make clear how much our customers appreciate MANN-FILTER. We are very proud and happy about every single one, such as the “Best Brand” award from ETM Verlag in cooperation with the Automechanika trade show,” says Frick. “To receive this award for the tenth time in a row on our 70th anniversary is a great gift and a great honor. It motivates us to continue developing innovative products for vehicles and machines while offering comprehensive service packages.”

A glimpse into the future “Seven decades of successful brand history also means we bear a great responsibility for the future. And it goes without saying that we want to live up to this obligation. To meet the challenges ahead, we are developing the filters of tomorrow in the vehicles and machines of today. After all, we want to still make the same promise to our customers in the future: MANN-FILTER – Perfect parts. Perfect service.”

SIDE NEXUS Automotive International SA Chemin du Château-Bloch 11 1219 Le Lignon | Geneva | Switzerland T +41 22 306 49 50 www.nexusautomotiveinternational.eu

A Progres Automoti Comm A Progressive Automotive Community

INSIDE EDITION 25 • NOVEMBER 2021