AM J/J 01 - Australian Automotive Aftermarket Magazine

THE OFFICIAL MAGAZINE OF THE AUSTRALIAN AUTOMOTIVE AFTERMARKET ASSOCIATIONJUNE/JULY 20012001 TRADE FAIRTHE SHOWTHE WINNERSTHE PRODUCTS

President’s & ExecutiveDirector’s Report...................4Calendar .............................56New Members....................56REGULARDEPARTMENTSNEWS ...................................5TRADE TALK .......................16RETAIL ...............................18PRODUCTS..........................22E-COMM ............................42PERFORMANCE...................46STANDARDS ......................50PEOPLE...............................53TRADE TALK ......................54BUSINESS OPPORTUNITIES.56MMPBRANDSEXPANDS 44 13JUNE/JULY 2001FEATURESDELPHILAUNCHES 10INTOAFTERMARKETCARPARTNERS“TOPPROGRAM” 1525TH AUTOMOTIVE TRADE FAIR27THE SHOWTHE STANDSTHE WINNERSTHE PRODUCTSCARRYBOY GOESNATIONALABOUT THE COVERLoctite Automotive is the professional automotive repairers range of world leading, Loctite adhesives,sealants, lubricants and other specialty products.Packaged in sizes and container types preferred for workshop use Loctite automotive delivers the productsthat have been tested by OEM engineers, specified by their designers and proven by millions of satisfied carowners around the world.41ACDELCO TOPHOENIXCONTENTSExecutive EditorKim ElliottEditorDerek Pickard,Tel 61 3 9889 4531Advertising ManagerJanene Gooding,Big Red Advertising,Tel 61 3 9397 3587Production & DesignBrigid Fraser,Tel 61 3 9596 2285The Australian Automotive Aftermarket magazineis the official publication of the AustralianAutomotive Aftermarket Association (AAAA).Published byThe Australian AutomotiveAftermarket AssociationSuite 11 622 Ferntree Gully RoadMulgrave Vic 3170ABN 23 002 271 454Telephone (03) 9561 7044Fax (03) 9561 7066email: info@aaaa.com.auweb: www.aaaa.com.auAll material appearing in Australian Automotive Aftermarketmagazine is copyright. Reproduction in whole or in part isstrictly forbidden without prior written consent. Contribution:Freelance contribution and submissions are welcomed by thismagazine. No responsibility is accepted for unsolicited manuscripts,photographs and transparencies. The opinionsexpressed by contributors are not necessarily those of theAAAA. All statements made, although based on informationbelieved to be reliable and accurate, cannot be guaranteedand no fault or liability can be accepted for error or omission.The publisher reserves the right to omit or alter anyadvertisement and the advertiser agrees to indemnify thepublisher for all damages or liabilities arising from the publishedmaterial.

hot gossipThe grumbles about LRP (LeadReplacement Petrol) allowing prematurevalve recession is growing. Accordingly,there is growth in the rebuilding work intocylinder head specialists and the way usersare being forced to buy any one of a dozendifferent petrol additives.Tenneco’s marketing of Monroe andLukey continues to grow with the expansionof the duties of the Total BrandManagement Group.The take-over of VDO’s parent companyby Siemens has been finalised. The worldwidename is now Siemens VDOAutomotive. Locally, the recently createdtrading divisions in Heidelberg go on andthey say everything else stays much thesame.Alfa Romeo has just signed to build aplant for making its 156 sedan in Thailand.You read that right - Alfas from Thailand.Marlow’s consumer site theride.com hasincreased its regularity of being updated.Those on the distribution list now receiveweekly transmissions with news of theprevious weekend’s motor sport.The Castalloy wheel company in SA hasbecome the sole supplier of wheels andhubs to the Harley Davidson motorcyclecompany in the US. (Nearly a quarter of amillion Harleys are made annually.)ProQuip’s new manufacturing plant isgoing to plan. It will be blow-molding bythe end of the year for AM and OE markets.Repco’s on-going store work has resultedin two Sydney sites being relocated and anew external look for the Thomastown(Vic) store. The Hobart store has also beenrelocated.The decision by UK ProDrive to buyTickford and turn it into a global businessspeaks heaps for the potential of theuprated Falcon V8.Mobil’s decision to market its petrolunder the name Synergy and step out ofthe normal auto imagery on TV has resultedin a reported boost in pump sales. Butindustry observers say such large advertisingdollars will always buy extra businessand the real sales test comes whenthe TV budget drops away.The Don Kyatt group is pushing the results ofa test on its Flashlube Valve Saver product.The event was run with a pre-1986 Holdensix cylinder as an economy test drive wherethe car was driven under the scrutiny of TheAustralian Record Breakers observation. Itwent from Melbourne to Albury and back toMelbourne. This was done twice over two successivedays with the 62 litre tank initiallyfilled with Shell Optimax petrol and thenMILLION DOLLAR SPENDCarPlan Car Care is set to maintain its leadingposition in the car care market withthe announcement from Tetrosyl Australiathat it has committed to another huge advertisingspend for the remainder of this year:“We built our dominating market share lastyear by supporting our product with massmediaadvertising and that will continue,” saysa Tetrosyl spokesman. ““CarPlan Car Care will have a huge July toDecember due to our increased advertising onTV. We’re committed to two peak periods:Windscreens O'Brien has now fitted itsthree millionth windscreen. The companyreached the major industry milestoneafter almost 80 years in business. Over thesame period the company has replaced anestimated 500,000 side and rear vehicle windows.It has also repaired more than 250,000cracks and chips in customers' windscreens.The 3,000,000th windscreen installationwas carried out for major customer CGUInsurance at the opening of WindscreensO'Brien's new flagship service centre atBrooklyn in Victoria. Insurance and fleetindustry leaders gathered at the centre,believed to be the largest in Australia, to markthe industry milestone.NewsINCENTIVE TO SHELL OUTShell Helix has joined AutoPartners asthe lubricants partner. The giant oilcompany’s Chris Jarvis says the move is anatural extension of the marketing strategyand strengthens the relationship with tradecustomers.(Shell claims to be Australia’s largestmarketer of oils with one of the biggest distributornetworks for service and sales.)FLASHLUBE PROMOTESRESULTSrepeated with the fuel receiving the Flashlubeadditive.The car was driven in normal highway conditionsand recorded:• 9.06 lts/100kms with straight petrol• 8.60 lts/100kms with the Flashlube additive.The improvement was 5.3% better economy.And this gain, the company says, is additionalto the way Flashlube will preserve valveseat life as well as cleaning and devarnishingthe interior of the cylinder head.Contact Don Kyatt on (03) 9329 8200.July/August and October/ November. In total,we’re spending nearly a million dollars againon TV, radio and magazines to ensure the bestresults.“Additionally, there’s the expanded distributionwith nearly all major auto retailers nowstocking CarPlan and from July 1, Kmart willbe stocking a big portion of our range as well.All this extra distribution in addition to theway our existing retail groups are now sellingmore CarPlan product means we go furtherahead,” the spokesman said.3 MILLIONWINDSCREENSCGU’s Tony MacRae and WindscreensO’Brien’s Ian Collison.8 AUTOMOTIVE AFTERMARKET JUNE/JULY 2001

RETAILER TRAININGPROGRAMSREPCO REVS NETWORK TENRepco has secured a national sponsorshipdeal with Network 10 for itscoverage of the 2001 Shell V8 SupercarSeries. This sponsorship will addstrength to the mix of motorsport sponsorshipactivities Repco already has inplace including the presence of theValvoline Cummins Repco race team,for which Repco became a major sponsorduring mid-2000.The company’s sponsorship will featureacknowledgements such as billboardsand pull-throughs on every racetelecast and will include a substantialSuper Cheap Auto says it has establisheditself as a “super employer ofthe retail industry with its quality, textbook-perfecttraining initiatives.”The company’s training programswere recognised by the Department ofEmployment, Training and IndustrialRelations in November 2000 with RTOaccreditation, and the retailer has sinceimplemented its own courses andlaunched the trademarked RetailTraining Institute (RTI).The Human Resources Manager, IainMartin-Blakey, says the RTO accreditationwas a unique achievement in theretail and automotive aftermarketindustries: “It has further strengthenedour leadership as a retailer and as anemployer.“RTO accreditation has consolidatedSuper Cheap Autos Human Resourcephilosophy to broaden and enhance theknowledge, skills and competencies ofall team members, and directly increasethe level of service we provide to shoppers.“As an accredited RTO, we can nowprovide team members with nationallyrecognised on-the-job training programsand through our RTI, tailor traininginitiatives to suit the changingneeds of our retail climate, and encouragethe transition from task knowledgeto the application and co-ordination ofwork processes.“Since gaining RTO status, we'vebuilt our fully accredited Certificate 2 inRetail Operations into orientationstrategies, and have provided managersand assistant managers with theopportunity to enhance their skills witha Certificate 3 in Retail Operations.“Super Cheap Autos RTI will also rolloutan adjunct management course,Certificate 4 in Assessment andWorkplace Training, to equip managerswith the skills and knowledge to trainand assess others in accordance withthe company's goals and objectives.“Our training programs are alignedwith the company's strategic directionof capital growth and expansion. Whichmeans as the company grows our teammembers benefit with increased careeropportunities and continuous upskilling.“Given our strategic vision to operatein excess of 100 stores by 2002, theimpetus for achievement stems fromthe efficiency and effectiveness of ourteam members, so a cohesivelydetailed training program is imperativeacross the board.“Our Retail Training Institute willultimately ensure our rapid growthdoesn’t compromise the high standardsof management, customer serviceand store operations.“The tailor-made RTI programs willbenefit our people and increase trainingcost effectiveness.” Iain Martin-Blakey said.Super Cheap Auto will expand thescope of its RTI courses and hopes toextend its RTO status interstate soon.The RTI is currently functioning fromthe company's main office in Lawnton,Brisbane.advertising schedule where Repco willtake the opportunity to showcase somenew creative. Continued page 20RETAILSIMPLYRETAILMichael HeadberryRetail Synergy GroupHow many of the three monkeys resideat or visit your store? You know theones: hear nothing, speak nothing and seenothing; or deaf, dumb and blind for short.Looking back to the times when I hadstores, I have to admit they were often present.I was too busy building the businessto notice. But for the last 15 years, I havebeen looking at other businesses bothlocal and overseas. Those monkeys arestill alive.The affliction of deafness can surelyplace a business in crisis; particularly inrelation to yapping dogs. You know theones: they sit on shelves for inordinateamounts of times often without moving.They merely yap “Look at me I’m a dog” ateveryone who enters the store. Customershear and see them but we store ownersdon't. Sometimes the yaps become giantwoofs as they feed on our dollars and eatup valuable real estate. Start listening towoofs - it’s your money.As for being dumb, many stores I visitrun great promotions but too few peopleget to know about them. Often theassumption is made that customers knowbecause the store does. Are you reallytelling potential customers why theyshould shop at your store rather than justtelling your competitors? Just being thereis not enough.We all know about store blindness andwhat customers actually see. Some yearsago after taking a group of retailersthrough a Chicago store and reviewingwhat we all saw, most of them quicklypicked the letter n in the word signElectronics as dangling. They put thatahead of the overall pristine condition ofthe entire store. This applies to storeswhich have had an expensive fitout buttheir brand image is destroyed by the doorto the backroom being left open showingthe inevitable grot.Everything about an organisation talks.Make sure yours is the one right message.AUTOMOTIVE AFTERMARKET JUNE/JULY 2001 19

HELLA AUSTRALIAHella Australia is a manufacturer ofautomotive lighting equipment andaccessories. The products ondisplay included new driving lights,worklamps, and the latest in LEDtechnologyfor automotivelighting.The largestever HellaAustralia2001/2002Automotiveand MarineCatalogue wasavailable for thefirst time on thestand.The company wonthree new productawards. Gold prize,accessories for theRallye 1000 FFXenon (pictured),Silver prize, accessoriesfor the Rallye1000 FF Halogenand bronze prize,parts for the AS200 Xenon GasDischarge work lamp.Contact: 1800 061 729INDEPENDENT BRAKE SUPPLIESIndependent Brake Supplies in the past 12months has consolidated its national warehouseand state distribution operations.The company is now concentrating on itsproduct range expansion and sales growth.The extensive range now covers Camelotsteering and suspension, re-sleevedhydraulic cylinders, hand tools, trailerbrake assemblies and brake boosters.The new products at the show included:Luk clutch components, IBS hose andcylinders. This is in addition to the establishedlines of clutch bearings, brakebleeders, brake drums, clutch kits, discpads, rotors, hand tools, hoses, cylinders,hydraulic parts, Camelot steering and suspensionparts and technical publications.Contact: (02) 9892 2166ask for Grant LeeKINGSLEY ENTERPRISESKingsley Enterprises is Australia’s leader inthe 4WD and Ute Accessories (SUV’s andpick ups) with Bushranger Auto Gear.Now with over 40 separate products in therange, Bushranger featured its “Beaut UteGear” at this years’ show.Featured products included Aero Ute Liners“the world’s best” - now with exclusivechromed tie down hooks, tailgate trim andAero paint protection tape.Ute Tonneau Covers - with unique fittingsystem to suit all utes, paint protectionflaps and the patented “Snatcher” tonneaustretch cord hook.UTE-RAK - the lightest, strongest ute loadrack system in Australia with “Kevlar” cornerbrackets.Integra steps - the best looking, best quality,best value, 4WD side steps around.All enquiries contact:02 9792 2566Fax: 02 9792 2382email@kingsleyenterprises.com.auLOCTITE AUSTRALIAThe company has the professionalrepairer’s range of world leading productssuch as adhesives, sealants,lubricants and other specialty items.Packaged in sizes and container typespreferred for workshop use, the companydelivers the products that have beentested by OEM engineers and specifiedby their designers.The products on display included:adhesives, car care products,conditioningadditives,degreasers,automotiveglues andsealants.Loctite is quick to point out the depthof the company’s service in that notonly does it sell what’s in the bottle,but also everything is backed by thelocal people behind the bottle - whichincludes full technical services.Contact: (02) 9525 83662001: AN AUTO ODYSSEY

PeopleTENNECO’S NZ REPTenneco Automotive has a new representativein New Zealand - David Leslie, theman behind the successful Autolign suspensionspecialist.Based in Auckland, he will act as a consultantassisting with sales and marketing initiatives.He will also work closely with the twomajor distributors in that country, Repco andAutolign.(Leslie's links with the modern Tennecogo back a long way. He was the New Zealandmanager for WH Wylie & Co before joiningRepco. In 1983, he started Autolign whichhas since grown to be the leading suspensionspecialist in New Zealand with a multi-milliondollar turnover. He sold his interest in thebusiness in 2000.)"The New Zealand market is dominatedby used vehicles imported from Asia, so it's avery fragmented car park when compared toAustralia," he says. "Because many of thesecars arrive with 50 to 60 thousand kilometresProfessor Walter W.J. Uhlenbruch hasretired from executive duties on the daywhen he completed forty-six years of servicewith Hella."Prof Uhlenbruch's long term commitmentto the Australian Automotive Industryis a rarity today in times of such mobilitywithin the workforce. A commitment toone organisation of almost a half a centurywill virtually be unheard of in the future," aHella spokesperson said.Uhlenbruch joined Hella Germany in1955. In 1961, he was charged with the taskof building Hella Australia, Hella's first internationalmanufacturing base. As its ChiefExecutive, and later also as CEO in chargeof Hella's operations in the Asia-PacificRegion, he represented the Hella Group as amember of many public and privateon the clock, there are opportunities for usto target the buyers of these vehicles forMonroe."Phil Mason, Tenneco Automotive'sDirector of Aftermarket Sales & Marketing,says the securing of David Leslie's serviceswas good for Tenneco: "We bumped intoDavid at this year's V8 Supercars event inAdelaide. As soon as we found out he was afree agent, we asked him to come on boardwith us in New Zealand.”CHANGES AT HELLAASIA PACIFICROADSAFE (VIC)David Berrill has joined Roadsafe in itsnew Doveton (Victoria) office as theMarketing Manager. He is ex-R&E Autosand Speco Thomas. His work at Roadsafeis to develop the business along its newbusiness plan and is an expansion of thecompany’s management. He is particularlyconfident about his company’s distributionexpansion of the range of KYBshocks.Associations and Committees in Australiaand Internationally. He served as NationalPresident of the Federation of AutomotiveProduct Manufacturers (FAPM), the Societyof Automotive Engineers Australasia (SAE-A), the Metal Trades Industry Association(now the Australian Industry Group), andthe Committee for Economic Developmentof Australia (CEDA). Uhlenbruch alsoserved as Governor of the SAE-AAutomotive Engineering, Science andTechnology Foundation, and as member ofthe Australian Manufacturing Council, theNational Investment Council, and InvestAustralia. For twenty-six years, he wasPresident of the Australian-German WelfareSociety.His personal commitment and outstandingservice to society has been recognised inboth Europe and Australia by beingbestowed with several International awards,such as the German Order of Merit as wellas being made a Member of the Order ofAustralia.Peter Doyle Managing Director of HellaAustralia, has succeeded Prof. Uhlenbruchas Chief Executive Officer of Hella AsiaPacific. He continues as Managing Directorof Hella Australia. Doyle joined Hella in1974 and he holds degrees in Accounting,Finance, Data Processing and SecretarialPractice.PBRMARKETINGPBR has announced the appointmentof Peter Culley as Director of Salesand Marketing, PBR Australia. He waspreviously Vice President -Aftermarket for PBR International andhas held a number of senior roles withthe Company. He has over 30 years'experience in the automotive industryand has extensive expertise in thedomestic and international OriginalEquipment and Aftermarket sectors.In his new role, Culley will beresponsible for developing PBRAustralia's original equipment andaftermarket sales, both domesticallyand in export markets. He will alsofocus on developing the PBR brand asbeing synonymous with patented,world-class technologies.(In 2000, PBR's total sales reached$763 million and it supplied automotivemanufacturers in Australia, NorthAmerica, Korea, Malaysia and Thailand.It also licenses its technologies to companiesin Japan, USA, China andKorea.)BELRON’S CEOBelron International, has appointed anew CEO to head its businesses inAustralia and New Zealand. IanCollinson will be responsible for O'BrienGlass Industries, including WindscreensO'Brien, O'Brien Glass, AustralianAutoglass, and Smith & Smith AutoglassNZ. He takes over from retiring CEOStan Robertson, who has headed thecompany since 1982. Collinson, a NewZealander, will report to Belron'sLondon-based Chief Executive OfficerGary Lubner.AUTOMOTIVE AFTERMARKET JUNE/JULY 2001 53