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RUSSIA

2021O/ № 2 NEWS
WORKINGGRTOGETHEROFOR EVERYONE’SUPSUCCESS!AUT
MAHLE:

«We want to be
the number one
supplier»

Bosch:

How to choose wipers
and why it matters

KYB:

«The main advantage
is customer trust»

NGK Spark Plug:

The benefits
of standardizing NTK’s
line of oxygen sensors

Philips:

Daylight on the night road?
Yes, Philips motor light lamps
can do that



Koji Takase,
General Director,
KYB Eurasia

Although the times have
changed and the living
environment has changed
significantly, the connection
between people is still
the most important. KYB
attaches great importance
to communication with
customers and wants
to contribute
to the happiness
of everyone by providing
KYB's excellent products
to all.

Dear colleagues, partners, friends,

The pandemic has not yet been defeated, but the automotive business has already successfully
recovered - the premium segment of the Russian aftermarket is showing record growth in the first half
of the last decade. The shortage of replacement parts on the market is the finest proof of this fact:
many automotive component suppliers were unprepared for this demand and did not have the time to
supply it. We expect the upward market trend to continue, as the factors that fueled it in the previous
year remain in place: rising average mileage and the growing popularity of car tourism. Meanwhile,
the market is under pressure from inflation, electronic component shortages, and a sharp increase
in the cost of raw materials and container transportation, implying that spare parts will be scarce
for quite some time to come.

Premium component suppliers, of course, are more confident than other market players in
this economic environment. They have long-term contracts with car manufacturers, and premium
segment companies' technological, financial, production, and storage resources are not comparable
to low-cost manufacturers'. As a consequence, we are seeing a rise in the share of quality parts on
the market, and this is good news. Everyone wins: distribution companies sell more, service stations
install premium quality parts, the average bill rises which means there is an opportunity to invest more in
the business. Finally, car owners get a reliable car that will provide them with comfort and safety, resulting
in increased customer satisfaction and trust in the service station.

The GROUPAUTO Russia team will continue to support market players' growth. We continue to run
the Group Academy, as well as special programs with our distributor partners, conferences, and training
seminars for service stations. The market is shifting in favor of high-quality products and technologies,
and now is not the time to miss out.

Eduard Aramyan
CEO of GROUPAUTO Russia

2 I GROUPAUTO RUSSIA I № 2 I 2021

GROUP 24 СОДЕРЖАНИЕ
NEWS
Daylight on the night road? GROUP
4 Yes, Philips motor light lamps can do that PARTNERS

"The Best Service Station – 2021” competition 28 52

Suren Pereverzev: “Auto-Trust”:
"In the toughest of time, we delivered "Professional independent service stations
customer orders in full" will only keep growing in demand"

52 MARKET ANALYTICS

GROUPAUTO Russia presents
EVERYCAR project

56

In expectation of an ideal client

FOREIGN EXPERIENCE

GROUP 30 60
SUPPLIERS
NRF: GROUPAUTO UK & Ireland:
10 We guarantee the production quality “Independent services stations
benefit from
Bosch: Clean, quiet, safe: how to choose 32 ourcooperation”
wipers and why it matters
NTN-SNR: SERVICE STATION
14 "Developing sales MANAGER CLUB
and encouraging the sales channel through
Maxim Legushev: "We want to be service stations is our company's priority" 68
the number one supplier"
36 Andrey Garmash:
18 "A team must work as a coherent mechanism,
Delphi Technologies recommendations then it achieves the maximum economic effect"
Alexey Scherbak: "The main advantage for replacing suspension parts
is customer trust"
40
22
Elring – Das Original in 2020:
The benefits of standardizing NTK's line Response to the Challenge
of oxygen sensors
42

MANN+HUMMEL:
80 years of success and excellence

44

TMD Friction:
“We always find a way to accommodate our
customer needs”

Журнал GROUPAUTO NEWS © GROUPAUTO RUSSIA
Издатель: ООО «ГРУПАВТО РУС» Все права защищены. Воспроизведение или распространение ука-
117246, г. Москва, Научный пр-д, д. 17, оф. 8-30 занных материалов в любой форме может производиться только
Тел.: +7 (495) 858-52-99 с письменного разрешения правообладателя.
E-mail: [email protected] Тираж: 10 000 экземпляров
www.groupautorus.ru Отпечатано в типографии «Вива Стар»

НАД НОМЕРОМ РАБОТАЛИ: Петр Левицкий, Михаил Калинин,
Григорий Мерлин, Алина Соколова, Ксения Винниченко

2021 I № 2 I GROUPAUTO RUSSIA I 3

GROUP NEWS

GROUPAUTO Russia:
"The best car service-2021"
competition

GROUPAUTO Russia keeps on with its large-scale projects:
it has launched the fourth season of the National Competition
"The Best Service Station – 2021" this summer, the annual professional
competition among the post-warranty car service stations.
Six regional finals have already taken place in six Russian regions,
and the National Final Competition, which will be held offline
for the first time since the coronavirus pandemic began,
is now being planned.

4 I GROUPAUTO RUSSIA I № 2 I 2021

2021 I № 2 I GROUPAUTO RUSSIA I 5

GROUP NEWS

BOSCH became the general partner of the competition LESJOFORS held an online draw for mechanics and gave
in 2021. away a JBL Charge portable speaker system in each region.

Official partners are BARDAHL, bilstein group, DRIVE, GATES has set up a draw for its branded gifts, Xiaomi
Garage GURUS, GATES, KYB, LESJOFORS, MAHLE, fitness bracelets and power banks, as well as Mijia thermoses
NGK Spark Plugs, PHILIPS, VALEO. for a competition amongst master consultants.

Official sponsors are LYNX, NRF, NTN-SNR, SKF. The GROUPAUTO Russia team also arranged an additional
Regional finals were broadcast live over the internet on draw among the service station managers. The winners
a platform designed specifically for the competition. Siberia received a discount for the purchase of GROUPAUTO
and the Far East, the Urals, the South, the Volga Region, My team partner program from the Group. GROUPAUTO
the North-West, and the Center have already chosen their My team is a program for service station managers developed
best teams; on August 23, they will meet in Moscow to by GROUPAUTO Russia call center specialists to assess
hear the names of the best Russian professionals and the customer loyalty index (NPS) of service station customers.
service stations. The final will take place as part of the MIMS
Automechanika 2021 international exhibition. Find more details about the competition at:
As a reminder, there are nine categories in this year's www.bestcto.ru
competition. More than 3,500,000 service station
professionals from all over Russia have already taken part in Bosch Auto Service "Hobby Auto", Vyborg, North-West region
the competition. Most of the winners have already received "The Best Network Car Service", 1st place
diplomas and valuable gifts which they will now put to good Ekaterina Fedotova, "The Best Master Consultant of a Network Service Station",
use in their work. 1st place
Anton Stasyuk, "The Best Manager of a Network Service Station", 2nd place
Team categories
"The Best Network Car Service" Bosch Auto Service, "Car Center on Mirnaya", Krasnoufimsk, Ural region
"The Best Independent Car Service" "The Best Car Service", 3rd place
"The Best Mini Service Station" Rustam Gamaliyev, "The Best Manager", 3rd place

Personal categories
"The Best Manager of a Network Service Station"
"The Best Manager of an Independent Service
Station"
"The Best Master Consultant of a Network Service
Station"
"The Best Master Consultant of an Independent
Service Station"
"The Best Mechanic"
"The Best Diagnostician"
Major League
Winners who took 1st, 2nd or 3rd place in the
regional rounds and in the finals of "The Best Service
Station 2018-2020" competition in the categories:
"The Best Mini Service Station", "The Best Service
Station", ¬"The Best Network Service Station",
"The Best Manager", "The Best Master Consultant",
"The Best Mechanic".

It's also worth noting that prize-winning teams and
individuals, as well as those who place in the top ten in their
region, are automatically qualified for the national finals and
are eligible to compete for the title of best in Russia.

GROUPAUTO Russia's partners, the automotive parts
manufacturers - Group suppliers - give broad support to
the competition each year. Besides prizes from the Group,
winners and runners-up receive many prizes and gifts from
Partners and Sponsors of the competition

The winners of the "Best Diagnostician" category received
not only prizes from GROUPAUTO Russia, but also gifts from
BOSCH: GSR 1 2V-35 NH cordless screwdrivers and C7.A
battery chargers.

6 I GROUPAUTO RUSSIA I № 2 I 2021

2021 I № 2 I GROUPAUTO RUSSIA I 7

GROUP NEWS

Alexander Khokhlov,
Bosch Auto Service,
"The Best Mechanic",
1st place
Kemerovo,
Siberia and the Far East region

"AIM-Service", "SITCOM", Yekaterinburg, Ural region
Novorossiysk, South region Igor Kazakov, "The Best Manager", 1st place
Mark Oleynik, "The Best Mechanic", "The Best Car Service", 1st place
1st place Konstantin Sorokin, "The Best Master Consultant", 2nd place
Nikita Sadnin, "The Best Sergey Nishanov, "The Best Mechanic", 3rd place
Master Consultant", 1st place
Ivan Loginov, "The Best "Toylex",
Master Consultant", 2nd place Sochi, South region
Kirill Drozhzhin, "The Best "The Best Mini Service Station",
Master Consultant", 3rd place 1st place
Alexander Zubkovsky, Alexey Dyomin,
"The Best Diagnostician", 2nd place "The Best Manager",
3rd place

"TECHCENTER WEST," Krasnoyarsk, Siberia and the Far East region "WILDRIVE", Chelyabinsk, Ural region
Nikolay Galakhov, "The Best Master Consultant", 1st place "The Best Car Service", 2nd place
Valery Provalinsky, "The Best Master Consultant", 2nd place Evgeny Martynov, "The Best Master Consultant", 1st place
Stepan Shapovalov, "The Best Master Consultant", 3rd place Sergey Kolesnik, "The Best Manager", 1st place

"ABTODOM: Yuzhny, Tomsk, Siberia and the Far East region Stanislav Popadeikin, "Auto City",
"The Best Mini Car Service Station", 1st place Khabarovsk,
Evgeny Azorabekov, "The Best Master Consultant", 1st place Siberia and the Far East region
"The Best Diagnostician",
8 I GROUPAUTO RUSSIA I № 2 I 2021 3rd place,
Winner of the quiz from LESJOFORS

Oleg Volfrets, Avtotest74,
Chelyabinsk, Ural region
"The Best Diagnostician",
1st place

Mikhail Shcheglov,
"12 Volts" Workshop,
Kemerovo,
Siberia and the Far East region,
"The Best Diagnostician",
1st place

2021 I № 2 I GROUPAUTO RUSSIA I 9

GROUP SUPPLIERS

Clean, quiet, safe:
How to choose wipers
and why it matters

At first look, car wipers appear to be a minor element that has little bearing
on the vehicle's performance. After the first downpour on the road, however,
any driver recognizes the fallacy of such a statement.
For good reason, traffic rules ban participation
in road traffic if wiper blades
are faulty.

10 I GROUPAUTO RUSSIA I № 2 I 2021

Check the wipers: Is it time for a change?
Wiper blades should be checked every six months.

The average replacement interval is once a year. Good
quality wiper blades can last up to two years if used correctly.
Anyways, you should not rely on the calendar but rather
on objective symptoms indicating when it is necessary
to replace the wiper blades:
• wipers produce a squeaking sound when driving;
• poorly cleaned and visibility imparing areas, stains
and streaks appear on the glass

These signs indicate that the wipers are in poor contact
with the windscreen or rear window surface or that
the rubber is damaged or has lost its elasticity.

When visually inspecting the wiper blades, pay attention
to the points as follows.

1. Frame: metal shows no corrosion especially at the
joints and fastenings.

2. Rubber edge: no cracks, tears, or other flaws. Even
if the rubber appears to be in good condition, it should
be thoroughly inspected to ensure that the edges are not
rubbed. Friction may cause the edges to be rounded,
reducing the wiper blade's contact with the windscreen
and compromising the quality of cleaning.

3. Brush fits uniformly: if worn or damaged,
a windscreen wiper is no longer able to repeat the shape
of the windscreen, which leaves uncleared areas.

4. Arms: wiper blades must be securely fastened
to the wiper arms. If they are loose, it's another reason
to buy new ones.

Which one to choose: types of wiper blades
Wiper blades come in three design groups:

• frame brushes (classic brushes with a rocker arm system
that allows a resilient metal plate with a cleaning rubber strip
attached to it to fit onto the glass);
• frameless (a slim plastic housing that hides a curved guide
plate with a cleaning rubber strip);

2021 I № 2 I GROUPAUTO RUSSIA I 11

GROUP SUPPLIERS

• hybrid (such wipers have a rocker arm frame that is hidden and not make any major operating errors. By doing so,
by a plastic cover). you will not only extend their service life but also help ensure
maximum visibility. Here are some tips for you to keep
Theoretically, you can fit any system on your car as long as in mind.
you can find the suitable mounts. It's important to remember
which wiper blade mounts your vehicle uses. You can use • Clean the windshield and wiper blades on a regular basis.
a wiper fitting service to match your car model to your wiper, A clean windscreen is especially important during periods
such as the Bosch Wiper app, where you can select wipers of high pollution, such as winter and the off-season. Cleaning
for cars, trucks and buses, as well as a wealth of additional the windows doesn't hurt either during the warmer months,
information from user ratings to mounting instructions especially if you drive a lot on dusty roads (e.g. in the
for various wipers. countryside).
• Use a good quality windscreen washer and check
Proper maintenance: how to extend the life of the windscreen wiper fluid level regularly.
your windscreen wipers • Do not operate the wipers until the window is free of leaves
and coarse dirt.
To ensure that your wipers last as long as possible after • Do not allow the wipers to run dry. Friction between
replacement, it is important to maintain them regularly the rubber and the windscreen adds significant resistance
to the drive unit, increasing wear and tear while also eroding
the working edges of the rubbers. Adapt the operation
of the windscreen wipers to the intensity of the rain, and
turn on the windscreen washer system if you need to clean
the windscreen in good weather.
• In winter, never use the windscreen wipers to remove ice
or frost from the windscreen. Use a windscreen scraper
or heaters instead to melt snow and ice.
• After replacing the windscreen, the contact pressure and
contact angle must be checked and adjusted to ensure that
the brushes operate properly.

Not just rubber: what matters when it comes to
the quality performance of your wipers?

The quality of cleaning depends to a large extent
on the cleaning element, the rubber. That's why the world's
largest manufacturers are constantly working to improve
rubber properties. Bosch, which has been manufacturing
wiper blades since 1926, is one of them. Naturally,
the manufacturer has accumulated a lot of experience and
many innovative ideas, including rubber composition, over
the years.

Wiper blades from Bosch were made of natural rubber
until 1990. Since then, they have been produced entirely
in synthetic rubber. Why? Natural rubber retains its qualities
well in cold weather, but is quite susceptible to high
temperatures: its structure breaks down quickly in the sun,
which lowers the cleaning performance.

Since 1994, Bosch engineers came up with a new
technology, a two-component synthetic rubber (now used
in Bosch Aerotwin windshield wipers). The idea of this
innovation was to combine two different rigid materials
in one product. The flexible backing of the wiper element
made of soft and elastic rubber ensures quiet cleaning,
while the harder rubber of the micro-edge ensures a longer
service life.

Another know-how since 2013 was the use
of a polymer coating, Power Protection Plus, on the surface
of the rubber belt for particularly smooth gliding of the brushes on
the glass. The special coating helped not only to reduce
friction forces, but also to provide better resistance to high

12 I GROUPAUTO RUSSIA I № 2 I 2021

In 2017-2018, Bosch took another important step forward in the evolution of rubber
for wiper blades. This time, the emphasis is not only on the composition, but also

on the profile geometry of the Bosch Aerotwin wiper blade range.

and low temperatures and fluctuations in these. As a result, 1) visual inspection of how the brushes clean (no streaks
the quality of cleaning is more stable and the service life or smears) in accordance with the international glass cleaning
of the brushes is longer. quality assessment table;

Hands-on experience will show: testing as a way 2) assessment of the noise they produce, which can
to improve be heard in the vehicle interior, using a special device
to measure sound frequencies.
In 2017-2018, Bosch took another important step forward
in the evolution of rubber for wiper blades. This time, They recorded the initial parameters and checked them
the emphasis is not only on the composition, but also on every month and a half or two months thereafter after every
the profile geometry of the Bosch Aerotwin wiper blade inspection.The measurements were made both indoors
range. The company ran extensive field tests on four different and outdoors, including during the cold February weather
rubber profiles using its own employees driving office which reached -17°C that year. The test data was sent
and private cars. The Moscow region was the base for the to Tienen for further analysis, and the results were used
study. Two engineers from the company's main wiper blade to develop new models of the Aerotwin brushes.
factory in Tienen, Belgium, oversaw the process.
The study, in particular, aided in improving the resistance
The wiper arm parameters were measured during the initial of the Bosch Aerotwin brushes to harsh environmental
installation of the wiper blades: the pressure of the wiper arm influences and reducing rubber wear and tear. The brushes
and the angle of the wiper arm to the glass in two positions, in this line last on average 20% longer than comparable
horizontal and vertical. These have an immediate impact on products on the market, contribute to lower interior noise
the performance of the wiper blades. levels through quiet operation, and, most importantly,
perform exceptionally well over the entire service life of the
After the brushes were installed, their performance was brushes.
checked for certain stable parameters:

2021 I № 2 I GROUPAUTO RUSSIA I 13

GROUP SUPPLIERS

Maxim Legushev:
“We strive to be the number one
supplier”

MAHLE is continuously developing new prospective lines of business, both
in automotive component manufacture and in support of partners and customers,
while keeping its leadership in traditional engine production.
This is what Maxim Legushev,
CEO of MAHLE Rus, tells us about.

14 I GROUPAUTO RUSSIA I № 2 I 2021

– What development strategy is the company
pursuing? Has the 2020 coronavirus affected your
business?

– The pandemic has not changed our plans. MAHLE
continues to consistently implement its dual development
strategy, i.e. while remaining in the segment and developing
internal combustion engine technologies, we are growing
ahead in the product groups of filtration, engine components,
turbochargers, thermal management, mechatronics and
electronics. Although we, like many others, experienced
difficulties due to supply chain delays, the MAHLE Russian
business unit made it through 2020 with no major disruptions
in customer service. In 2020 we supported our partners,
despite the fact that we ourselves were very seriously
affected by the pandemic: commercial terms were changed
for many partners, we also reinforced support for end
consumers - independent service stations - with MAHLE
PLUS loyalty program.

– What are the advantages for independent service
stations to use your products? How much coverage
do you have with your current fleet? How often do you
update items?

– The benefits of doing business with our products are
obvious: MAHLE is the world's leading developer and
manufacturer of automotive components for automobile
manufacturers.

2021 I № 2 I GROUPAUTO RUSSIA I 15

GROUP SUPPLIERS

For service stations and spare parts outlets,
we have an MAHLE PLUS loyalty program that works.

Customers can use this program
to obtain technical information
and to test their understanding

of technical aspects
of our products.

Our customers are practically all renowned vehicle – Our company has an extensive ongoing training program.
and special equipment manufacturers. When you choose We hold online webinars at least twice a week, we practice
MAHLE products, you receive not only high-quality parts face-to-face seminars and master classes, although
and components, but also all our engineering expertise, the focus has shifted to online training since last year.
production know-how and quality control system. Our technical department holds consultations on the
issues that come both by phone and through feedback
The product range includes 9500 items available from in the MAHLE PLUS program, via our website and
MAHLE RUS's Russian warehouse and over 170,000 items social networks - we develop the maximum number
available for order through our partner distributors. We offer of communication channels with our customers and partners.
a one-year warranty on all parts from the date of installation,
and we take full responsibility for our work. – What marketing support do you provide for service
stations?
Our inventory of parts is constantly growing,
and we expect to add around 2,000 new items this year – When it comes to service stations and stores, we offer
alone. The thermal management and engine parts group them the most important thing: quality spare parts for the
has the largest number of new items. repair and regular maintenance of vehicles and special
equipment. As I've already mentioned, for service stations
– How do you train service station employees and and spare parts outlets, we have an MAHLE PLUS loyalty
how can people contact you with questions about program that works. Customers can use this program
your products?

16 I GROUPAUTO RUSSIA I № 2 I 2021

to obtain technical information and to test their understanding
of technical aspects of our products, or they can order
professional tools, protective equipment and printing aids,
promotional materials or a wide range of other high quality
branded products through this program.

We do not yet have an authorization program as such,
but several times we held contests for the best) service
station among our loyal partners: the tasks are based
on the principles of correct presentation of our products,
mechanics'

knowledge, taking tests and availability of all technical
information about our products at the service stations.
Today we have more than 15 thousand registered stations
and stores in our program which of course enables us
to support distributor partners quite effectively while
implementing our market development strategy. Moreover,
MAHLE PLUS platform is a powerful tool and conductor
of the latest information about our products, new products,
technical bulletins and promotional activities intended to
make the consumer demand higher.

We will begin direct support of car owners as end users
of our products in the near future: our loyalty program
MAHLE PLUS will implement algorithms that take into account
the interests of all participants in the trade chain "distributor –
service station – car owner." Our plans also include launching
"Where to Buy?" service in cooperation with the largest
operator of Runet with MAHLE PLUS integration.

At MAHLE, we strive to be the number one supplier for
our partners, whether distributors or service stations.
We value our customers' time and name.

2021 I № 2 I GROUPAUTO RUSSIA I 17

GROUP SUPPLIERS

Alexey Shcherbak:
"Customer trust
is the key advantage"

A characteristic of a market leader is the ability to turn even adversity
into an opportunity for the company to grow. This is exactly what KYB
did in the crisis year 2020, and the results were not long in coming.
Alexey Shcherbak, Sales Director of KYB Russia,
shares the details.

18 I GROUPAUTO RUSSIA I № 2 I 2021

– The year 2020 was marked by the Covid-19 KYB's most trendy shock absorber line.
pandemic which goes on in 2021. Can you tell us how
your company handled this challenge? could go down the drain without special support of our
partners. That is why, we launched a package of anti-crisis
– Indeed, 2020, like 2021, is a new, challenging, and often measures in late April 2020 to keep our client businesses
tragic period. The pandemic affected first of all people's afloat. This included increased payment deferrals for both
health and lives, and life is a fundamental value. Therefore, previously delivered and newly dispatched goods, higher
on behalf of all of our employees and myself, I wish everyone credit limits and greater number of free delivery destinations,
GOOD HEALTH! Stay healthy, take care of yourself and besides we changed the format and mechanism of incentive
those you love! payouts. We did not discontinue the KYB PROMO loyalty
program. We kept on moving forward. We have done
When it comes to KYB and how we managed to survive a tremendous work for launching new product groups: more
in this time... I guess we have done the same as everyone than 800 steering links and tie rods, stabilizer links, and ball
else in the market: we tried to work without any breaks, joints.
tried to keep our and our partners' business running.
Our office and warehouses have not been shut down for – To what extent do your products satisfy the needs
a single day, but I can't say the same about the plants. The of the current fleet? How often do you refresh your
global slowdown also affected our production facilities (we product range?
have 38 plants around the world); on average, plants were
shut down for two to six months in 2020. Even now, they – Our shock absorbers and springs cover the needs of the
close from time to time as the pandemic is, sad to say, current fleet in the Customs Union to over 95%. Plus a good
far from over. We saw the effects of the global lockdown number of tuning series – from a small change in damping
at the beginning of last autumn: we had problems with
components, personnel, logistics... What saved us were
sufficient stock reserves, after all we were preparing for
the high spring season of 2020. Therefore, our distributors
did not experience any significant shortage of goods as they
had their own as well. Yes, availability in our warehouses
(we have three of them: two in Russia, Moscow and
Vladivostok, and one in Riga) fell to 65% from time to time, but
the warehouse stocks made up for the shortfall. All these
factors helped our partners complete the fiscal year 2020
without losses for the KYB brand and even with a substantial
growth in sales for many KYB product groups.

We had no idea what to do in the early stages
of the pandemic; firms kept closing their operations, stop
production, and all procurement processes from our
warehouses were halted. We knew that the entire business

2021 I № 2 I GROUPAUTO RUSSIA I 19

GROUP SUPPLIERS

properties to a fully sports suspension. Technically, a shock – What advice would you give to an independent
absorber consisting of KYB parts can be installed on 80% garage: how to avoid buying a counterfeit, how
of the vehicles in our market, and you can still enjoy the to check for authenticity, how can garages best react
warranty as specified in the KYD warranty card. if they get into such situation?

Every year, we launch around 200 new products to the – If you wish to be protected from counterfeiting you
market, and with suspension and steering parts accounting should buy the products from an official KYB distributor
even more. A product range for popular European car only. They have all the relevant documents proving the
brands and local LADA vehicles is e.g. coming soon. product's authenticity. All distributor information is available
on our website: kyb.ru, section "Where to buy". If a retailer
We offer the uniform quality and the highest standards at or service has doubts about the originality of the products,
all production sites: We are, after all, an "original equipment they can always call or write to us.
manufacturer" and we maintain uniform standards both for
deliveries to assembly lines and the after-sales service market. If you have found a counterfeit, please let us know
Scarce complaints are also testimony to this fact. Even with in any way convenient to you. Every time such situation
a generous warranty period of up to three years, the defect arises, we act quickly to resolve it. It’s fair to say, the
rate has hardly changed for 15 years, doesn’t exceed 0.15 %. number of counterfeited KYD labeled products has been
reduced to the lowest levels over the past ten years,
– What is your warranty policy? How do you handle if we leave out outright counterfeits of consideration. They
refunds? Do you reimburse the independent garages are quite easy to identify both in terms of workmanship
for service expenses incurred? (paint, welds) and names: KYD, WKYB etc. – the logos
very much resemble KYB in terms of colour and shape,
– The KYB warranty policy strives to delegate authorities but they are not KYB.
as much as possible to authorized garages, KYB Service
project participants, both in terms of granting an extended – KYB has been running one of Russia's strongest
warranty and making decisions on customer complaints. authorization and promotion programs for authorized
Garages also render after-sales services as long as the dealerships for many years. How is the project
warranty period lasts. All expenses claimed by authorized progressing?
garages are reimbursed by our distributors that involve
garages in the project (a special non-profit agreement – Yes, the KYB Service is by far one of our oldest projects –
is signed). To date, we have more than 1,500 authorized we've been rolling it out since 2006. The project now aims
partners across the Customs Union. to provide quality KYB parts and service to customers

KYB launches new products on the market

20 I GROUPAUTO RUSSIA I № 2 I 2021

and offer expertise in handling KYB shock absorbers Example of a fake under KVB
and springs to project participants.
parts will perform without losing any qualities. Customers
We have created specific criteria for shops and garages are increasingly aware nowadays that the actual part's cost
so that distributors and KYB can make decisions about is not the same as its listed price. The cost is determined
whether or not an applicant is qualified for the project. You by the service life. And the product quality is a determining
can find all the information you need in the "Partners" section factor for how long the product will be used. It's very simple:
on our website. Every outlet that passed certification joins the the quality of KYB products is proven due to a long-running
KYB Service project and receives a significant competitive cooperation with car manufacturers as every fifth vehicle
edge over their competitors. All the project partners, garages worldwide that rolls off the production line is equipped with
and shops are e.g. published on KYB's website, in the "Where KYB shock absorbers.
to Buy" interactive map. A particular partner benefits greatly
from being listed on the manufacturer's website. Another, Salespeople at retail outlets and garages must be able
not less important advantage is provision of a promotional to communicate the advantages to customers. This task
package that consists both of visualisation components and is very easy to accomplish with our products as the benefits
working clothes. It’s important to say that the KYB Service are clear.
is a non-profit project. However, the greatest benefit of the
KYB Service project for participating shops and garages
is the trust of their consumers.

– How does the car owner benefit directly from your
products?

– The direct benefit to the car owner from using KYB
products is lower repair costs and improved active vehicle
safety. KYB's extended warranty of up to 3 years and
chain of authorized partners serve as direct confirmationof
the high quality of products. Lower repair expenses are
especially obvious over time: in contrast to a genuine part,
a poor quality part will need to be replaced twice on a
distance of let’s say 80,000 kilometers, whereas KYB quality

2021 I № 2 I GROUPAUTO RUSSIA I 21

GROUP SUPPLIERS

ADVANTAGES OF STANDARDIZATION
OF THE NTK OXYGEN
SENSOR LINE

КИСЛОРОДНЫЕ ДАТЧИКИ:
СТАНДАРТИЗАЦИЯ

All rights reserved

24 years after the debut of its first NTK-branded sensor,
NGK SPARK PLUG, a global manufacturer of ignition systems and sensors,
has announced the standardization of its range of oxygen sensors
for automobiles. Consolidation will optimize stock levels and the number
of articles kept as stock. Besides, adding sensors
for American and Japanese cars to the range will expand
automobile fleet coverage
and enhance competitiveness.

22 I GROUPAUTO RUSSIA I № 2 I 2021

NGK SPARK PLUG is the world's leading manufacturer this product line by optimizing the stock and improving sales
and supplier of oxygen sensors on the OE market efficiency."
and enjoys the trust of all major automakers. Oxygen
sensors optimize the exhaust gas neutralization process For a seamless transition, the updated line of oxygen
in the catalytic converter, thus achieving lower emissions sensors will be available in special packaging with green
from internal combustion engines. Covering 37% markings. It will come with four cable ties and installation
of the original equipment market, NTK oxygen sensors are instructions. Besides, a video on how to install the sensors
recommended for use in both gasoline and diesel vehicles will appear on the company's official YouTube channel. Also,
that are facing ever-higher emissions requirements. the new line of standardized sensors is now listed in TecDoc
The sensors produced for automakers are required and the e-catalog.
to meet preset specifications and have a cable length that
fits ideally with each particular engine. It is the experience NTK's ever-expanding range of automotive electronics
of supplying sensors to automakers' assembly lines that brand offers the aftermarket a versatile line of quality sensors
ensures the highest quality of the company's products and is the market leader in diagnostic and regulating lambda
for the automotive aftermarket. probes. Along with oxygen sensors, NTK products include
IDA and MAE sensors, exhaust gas temperature sensors,
Standardization will consolidate 626 zirconia sensors nitrous oxide sensors, engine speed and shaft position
(also called binary sensors), cutting the number of items sensors.
on the market from 927 to just 260. Designed to the same
standards as the original equipment market counterparts,
these sensors are fully consistent in quality and performance
with the originals. There will be six phases to standardize the
line, the first of which began in January 2021.

To achieve such reduction, the entire line of automotive
oxygen sensors was reviewed and the items that could
be combined were identified. Cable length was taken as
the basis for combining, with particular attention paid
to the various sensing elements, connectors,
and heat resistance. The new consolidated items base
on the maximum cable length that can be made shorter with

a cable tie when installing. All sensors with an identical
sensing element, connector and heater resistance will come
grouped under one item number.

The NGK SPARK PLUG's decision to standardize
reinforces its commitment to expand its automotive fleet
coverage and service capabilities. Xavier Pesca, Head
of Category Management for EMEA (Europe, Middle East and
Africa), puts it this way: "We are the world's leading supplier
of automotive oxygen sensors in the original equipment
market. We channel our expertise and experience into
the development of products for the aftermarket segment.
Standardizing most of our oxygen sensors will much improve

2021 I № 2 I GROUPAUTO RUSSIA I 23

GROUP SUPPLIERS

Daylight on the night road?
Yes, Philips motor light lamps
can do that

As the autumn season approaches and the days grow shorter,
we return to thinking about the necessity for high-quality,
high-performance car lighting. Last autumn, Lumileds Eurasia unveiled
a slew of new Philips automotive lamps. These lamps have proven
themselves from the best side throughout the years,
and we would want buyers and dealers
to pay attention to them once more.
Let's get started.

24 I GROUPAUTO RUSSIA I № 2 I 2021

LED lamps Ultinon Pro3000
Ultinon Pro5000
Moving into the professional league Ultinon Pro9000
Top-of-the-line diode chips, compact housings, integrated

electronics, improved cooling, guaranteed lifetime and
the prefix Pro- in the name. With its new range of LED
head and beacon lamps, Philips has proven its superiority
in the market once again. No bravado. The brand new
components and technology used in these lamps allow
them to compete with conventional LED headlights in terms
of brightness, color temperature and light distribution.

So, a new line of LED lamps now consists of two models:
medium-priced Philips Ultinon Pro5000 LED and premium
line of Philips Ultinon Pro9000 LED. To avoid confusing
sellers and buyers, we have omitted the color identification
of the lamps of different lines.

The medium-priced segment lamps are packaged in light
green boxes, as before, and premium lamps are packaged
in a blue color palette, as before. The resemblance to
the old lines, however, may end here. Both series of lamps
employ entirely new LED chips, as well as a new method
of connecting them to the circuit board. Philips Ultinon
Pro5000 LED lamps, for example, use Lumileds OEM grade
LED chips, whereas premium lamps emit light from the
latest Lumileds TopContact chips, the same chips found in
the OEM optics of the latest premium cars.

The way the chip is attached to the circuit board differs
between the former and the latter. The LED chips are no
longer mounted on the board, but are instead connected
to it via a pair of contacts. This type of attachment aids in
the efficient dissipation of heat. New light sources exhibit
superior uniformity of roadway illumination, and the color
temperature 5800K, as well as the spectrum of the emitted
light, now exactly meet the requirements of ECE R128
(European standard for LED headlights of the primary
market).

When size matters
As previously stated, the new lamps are much more

compact: all of the electronics is now built into the body,
including not only the driver but also the integrated canbus,
which prevents the LEDs from flashing (to level out the on-
board network error, as before, you must use the matching
blocks canbus). Because the lamps' size has been reduced,
they are now compatible with the vast majority of car
headlights. The installation of the lighting in the headlights is
also easier now. You no longer need to unscrew the cooling
radiator (which, incidentally, is now one piece with the lamp
housing). To install the lamp in the headlight, first remove
the fixing flange (central ring), lock it with the headlamp's
fixing parts, and then insert and secure the lamp in it.

The new AirBoost system "commands" the heat dissipation
process, which removes heat from the light sources via an
active fan and a passive radiator. Effectively, the engineers
have combined the two cooling systems to achieve an
entirely steady lifetime of 5,000 hours for both lines. Besides,
the new lamps are entirely com patible with both reflector
and lensed optics and may be used on both passenger and

2021 I № 2 I GROUPAUTO RUSSIA I 25

GROUP SUPPLIERS

Racing Vision GT200 be installed in almost any headlight. The service life of Philips
LED warning lights is as much as 3,000 hours.
X-treme Vision Pro150
Halogen lamps
White Vision Ultra
Lighting power like that of sports-racing cars
commercial vehicles. You think that's all? Well, no. The range Just as cars in the GT sports-racing class in
of warning LED lamps has also been expanded with a new
line of Philips Ultinon Pro3000 LED. The new line meets ECE the automotive industry are technically advanced
R37 lighting standards and offers excellent brightness and examples of automotive engineering, our new Philips
performance. LED light sources are as close as possible Racing Vision GT200 halogen lamps are likely the most
to the dimensions of incandescent lamps, so they can advanced lamps available today. Why? We developed
the highest-performance lamps on the market, which
are up to 200% brighter than the minimum standard.
The asymmetric light beam with a 3500K color temperature
is now up to 80 meters longer, allowing for much better
curb control and earlier recognition of road signs.
These advancements are due to the bulb's unique gas
composition, the most recent gradient and screen printing
of the glass coating for maximum light transmission, and
the bulb's unique Diamond Precision technology, which
results in a phenomenal light transmission ratio.

The Philips Racing Vision GT200 halogen lamps now
have a life of 400 hours for the H4 and 250 hours for
the H7. Racing Vision GT 200 lamps have been tested
сertified and are safe to use on public roads.

Philips X-treme Vision Pro150: The best blend of
brightness and durability

The engineers did not overlook our legendary X-tremeVision
series bulb as well. The Prefix Pro150 indicates that
this source of light can now boast up to 150 percent
higher brightness, without losing any of its 450-hour life.
The innovations that enabled such nearly exceptional
performance were as follows: specially selected gas
composition in the light, new glass manufacturing technology
and the most precise filament light projection. As a result,
the light beam is now up to 70 meters longer and provides
excellent conditions for safe driving. The color temperature of
the light sources (3400K) gives strong contrast, outstanding
visibility, and allows the driver to react faster to changes in
traffic circumstances.

Philips White Vision ultra: The brightest "white"
lamp on the market

The third lamp that has undergone major changes
is our "white" halogen Philips White Vision ultra. As we
know, the cold color temperature of halogen light sources
is attributable to a specific coating of the glass bulb. In most
cases, this coating makes the color temperature of the light
source cooler, but decreases the brightness. This is not
an issue with our new lamps. The new coating not only
provides a color temperature of up to 4200K, but also allows
the lamps to emit light up to 60% brighter than the minimal
standard. The lifetime of Philips White Vision ultra bulbs
is now 350 hours for H7 lamps and 540 hours for H4 lamps.
The halogen light sources, like the LED lights, have got
completely redesigned packaging and will not go overlooked
when compared to the other lamp models.

26 I GROUPAUTO RUSSIA I № 2 I 2021

2021 I № 2 I GROUPAUTO RUSSIA I 27

GROUP SUPPLIERS

Suren Pereverzev:
"In the toughest of time,
we delivered customer
orders in full"

Expanding our portfolio of products and services, helping our partners and
distributors – even amid a crisis that is turning into new possibilities,
believes Suren Pereverzev,
Director of the LYNXauto representative office in Russia

28 I GROUPAUTO RUSSIA I № 2 I 2021

– They say now that last year, 2020, was a very Head of LYNXauto representative office in Russia Suren Pereverzev
difficult year for the Russian car business. How did
your company survive the quarantine restrictions? In the Russian Federation and CIS countries, the LYNXauto
portfolio now includes over 1200 authorized sales outlets
– Last year was an exciting one! Our government imposed and 1500 service stations. The programs are evolving, and
new limitations and regulations nearly on a daily basis, more partners are joining on a daily basis.
and in different locations - in different ways. As a result,
we had to quickly adapt business processes within – Do you help technicians of independent service
the company, as well as interactions with partners and stations raise their skills? Also, how can stations keep
production. The majority of the office personnel worked from their production from counterfeiting?
home, while the warehouse and logistics worked around
the clock. Many production locations were shut down and – Our information resources, http://www.lynxauto.ru and
supply networks were affected as a result of the lockdowns. http://www.lynxauto.info, contain all technical information
We did not minimize or postpone orders and were able on LYNXauto products. Regular webinars and in-person
to produce a sufficient supply of products for the 2020 trainings on LYNXauto products are held, followed by
spring season prior to the production process shutdown. testing.
Besides, the lockdown allowed us to free up some human
resources to rethink the range and enabled us to develop For information support we have created a special section
five new product groups! As a result, we brought spark on our information resources which is called as follows: "Ask
plugs, fans, fuel pumps, suspension springs, and gas a question", or you can just send a letter with a question
struts to the Russian market while everyone was at home. to the e-mail: [email protected]. Information support service
Parallel to this, we developed existing product groups and promptly responds to all questions of our customers.
added about 3,000 new items to the current range.
You should contact official LYNXauto outlets to reduce the
– Professional technicians know the LYNXauto brand risk of purchasing a counterfeit item. You can get information
quite well, but competition in the market is growing. about official outlets on our website:
How do independent service stations benefit from
using your products? http://www.lynxauto.info - in section "Where to buy".
Please send a request to [email protected] if you suspect
– First of all, LYNXauto implements the "one-stop-shop" a counterfeit.
concept, which enables service stations to have all necessary
parts and consumables for almost every vehicle in the active
fleet. More than 18 thousand items of LYNXauto assortment
allow us to cover demand for spare parts when repairing
and servicing vehicles of all brands - both with considerable
service life and brand new models. Our warranty policy
is also very transparent and simple. All LYNXauto products
get a 24-month warranty without mileage limitation when
the parts are installed at service stations. To return a part
under warranty, just report the fault to the supplier and
receive reimbursement. Some product groups (such as
timing and clutch systems) have an extended warranty
that covers not only the part but also the replacement
work, as well as compensation for related parts that
have failed. The "LYNXauto Warranty Service Station"
program offers certification to independent service stations.
The program allows you to work directly with a LYNXauto
distributor, make your own warranty decisions, and receive
a work refund for any LYNXauto part that is replaced under
warranty.

We have two programs:
1) LYNXauto authorized sales outlet - a store or an online
store can get a certificate and placement on our information
resources;
2) LYNXauto warranty service station - a service station
that meets certain criteria can receive a certificate, be
listed in the information resources, and receive a number
of benefits, including warranty repair reimbursement,
technical support and training, and autonomy in determining
warranty cases.

2021 I № 2 I GROUPAUTO RUSSIA I 29

GROUP SUPPLIERS

NRF:
we guarantee the production
quality

Humanity has been actively campaigning against global warming in recent years.
The result has been a tightening of exhaust emission standards
in the automotive market, as well as the use of a more efficient
refrigerant circuit with less energy loss
in air conditioning systems..

30 I GROUPAUTO RUSSIA I № 2 I 2021

Photo 1. Air chamber in the production of NRF Photo 2. Part of the NRF compressor Photo 3. Mitutoyo coordinate measuring machines
compressors |production line in NRF compressor production

This necessitates the use of variable-capacity compressors Photo 5. Quality test of NRF compressors after production (NRF tools).
with a low coefficient of friction. These compressors are
extremely precise in their design, with distances between
mating parts often measured in tens of microns. The human
eye can only see objects as small as 0.1 mm for a visual
representation of precision (100 microns). This fact leads us to
the conclusion that microscopic dirt that enters a compressor
during assembly will degrade its quality, whereas metal swarf,
sand, and other impurities can damage the compressor. As a
result, NRF compressors are made in enclosed spaces with
a small overpressure above atmospheric pressure to prevent
dirt from entering the clean room. The only way to get into the
compressor assembly area is through an airlock (photo 1).

It is of the utmost importance that the production area
and the clothing of the assembly line personnel are clean
(photo 2).

High-quality parts with precise dimensions are needed to
assemble a high-performance NRF compressor. Because
of this, each batch of parts is inspected for quality and
dimensional accuracy. For dimensional control on the NRF
compressor production line, Mitutoyo coordinate measuring
machines are used (photo 3).

All compressors are tested as early as the assembly line,
where they are picked at random from the production process.
Compressors are bench tested to verify performance,
durability, noise levels under load and also calorimeter tested
(photo 4).

At NRF, we place a high value on inspecting the quality
of the compressors we manufacture and sell. As a result,
the technical centers in Spain and Poland inspect all of the
compressor's parts, allowing for strict production control.

Photo 4. Testing NRF compressors after production (NRF benches)

2021 I № 2 I GROUPAUTO RUSSIA I 31

GROUP SUPPLIERS

NTN-SNR:
"Developing
sales and supporting
the sales channel
through garages
our company's
priority

NTN-SNR's Regional Sales Manager Andrey Lapushkin,
and Technical Specialist of NTN-SNR Russia Anton Tatarsky,
believe that automotive component manufacturers and independent garages
should continue to work together more closely. The Company makes a deliberate
effort to ensure that such interaction is powerful, prompt, and of maximum benefit
to both parties.

32 I GROUPAUTO RUSSIA I № 2 I 2021

– In 2020, the industry faced a coronavirus crisis that Andrey Lapushkin, Regional Sales Manager
has not been overcome yet. What is your company
doing to tackle this issue?

Andrey Lapushkin: Indeed, 2020 was not an easy year.
Restrictions and lockdowns have been in place in many cities
and regions worldwide, also in Europe which is the main
manufacturing region for NTN-SNR products destined for
markets in Eurasia. Therefore we experienced some short-
term setbacks in deliveries of our parts. Luckily, we acted
fast to realign operations and managed to achieve fairly good
results at the end of the year. We ship all our products from
France; NTN-SNR has still no own warehouse in Russia.
The Russian office largely is in charge for general coordination
of the distributors' operations in terms of sales and promotion
of NTN-SNR products, and provides information, technical
and marketing support, including for end users (garages).
That said, the employees did not suspend their operations
and gave our partners and end customers a helping hand
when needed, even though they were telecommuting from
home for much of the time.

NTN-SNR has not cut back on marketing expenditure
but rather has been very supportive of all the incentives
that our distributors and partner garages have put forward.

NTN-SNR has not cut back on marketing expenditure but rather
has been very supportive of all the incentives that our distributors

and partner garages have put forward.

2021 I № 2 I GROUPAUTO RUSSIA I 33

GROUP SUPPLIERS These included sales and product advertising, brand
recognition, and measures to enhance awareness of
Anton Tatarsky – technical specialist the quality and reliability of the products we deliver from
a technical point of view. We've also put a lot of effort into
34 I GROUPAUTO RUSSIA I № 2 I 2021 remote promotion and technical support, hosted more
than 30 workshops and webinars, refined and improved
the content on Instagram: d@ntn snr.

– Can you give more detail about the marketing
support an independent garage can receive from the
company?

Andrey Lapushkin: Efforts to boost sales and support
the sales channel through garages is our company's priority.
Therefore, we have given our best support and continue
to do so both directly to garages and through our distributors.
Well, we held around 20 marketing events with prizes
and presents. We also ran a MEGABONUS promo for
the federal Fit-Service chain and participated in round-table
conferences where garage experts could ask us direct
questions as a production company.. Also, we handed out
lots of souvenirs, promotional and information technology
products that can be used, among other things, as
a visual aid e.g. manuals on how to identify the causes
of bearing faults. Similarly, we also maintain online information
resources such as Instagram: @ntn_snr, the TECHSCAN'R
V4 app, the online catalog: https://eshop.ntn-snr.com/ru for
those wishing to find and download technical specification
for a specific part and how to install it.

When we are talking about car owners, they can use not
just the above mentioned online resources, they also have
access to visual information: we usually ask garages to place
useful and interesting information for clients in the garage’s
customer area. Besides, we regularly publish interesting
information in specialized magazines.

– The market is fiercely competitive. Why should
independent garages choose exactly your products?
What sales strategies do you pursue? To be specific,
what does your warranty policy offer?

Anton Tatarsky: The main advantage is the high quality of
our components which are as good as genuine spare parts.
At that, the large production volume (more than 2,000,000
units a day!) keeps costs down and prices competitive.
Another unique feature of NTN-SNR is combination of
an extensive experience accumulated by Japanese and
French experts and its product line covering around 90% of
the European and Japanese car fleets. New products
appear 3 to 4 times a year.

We offer a 1-year unlimited mileage warranty. The warranty
starts from the date of products’s purchase. Our distribution
partners handle warranty cases directly and afterwards pass
all information on to us. A decision on reimbursement of cost
of work is made on a case-by-case basis and is subject
to all the circumstances of the claim.

– Training for garage professionals is a vital part
of their professional growth. How does the company
help garages in this respect?

We offer a 1-year unlimited mileage warranty.
The warranty starts

from the date of products’s purchase.

Anton Tatarsky: ДFirst of all, we have posted a whole certification. To accomplish this, we are planning to deliver
library of technical brochures, so-called TechInfos, on offline training to people. Car mechanic training and skills
our website translated into Russian. They describe in all testing requires them to attend in person.
the details the installation process and contain diagnostic
and installation guidance. What we advocate is strict A feedback form is available on our website. My colleagues
adherence to the car manufacturer's recommendations – and I will be happy to advise you on products you wish
a truism we keep repeating over and over again. Meanwhile, to choose, how to use it, give tips on how to install and
the modern vehicles are complex products composed of use special tools, and help you check the products
a lot of units and components. There a lot of finer points for authenticity.
which are not described in the factory manuals, however
you can find them in our knowledge base. – Do you have some training and incentive programs
for your sales staff, service advisors, etc.?
Sanitary restrictions have not stood in the way of how
we communicate with our partners. We have hosted and Andrey Lapushkin: Yes, we offer training programs for all
continue to host a lot of webinars, both introductory and levels of garage workers and distribution companies. You
in-depth, in which we share a wealth of insights into the can apply for such training programs by sending an email to
diagnostics and assembly of our components. The next step our technical trainer Anton.Tatarskiy:
is to create a full-featured program of specialist and garage
[email protected] - or by posting personal
messages on Instagram: @ntn_snr.

2021 I № 2 I GROUPAUTO RUSSIA I 35

GROUP SUPPLIERS

Delphi Technologies
recommendations
for replacing
suspension parts

Delphi Technologies offers a comprehensive range
of high-quality automotive servicing components,
including suspension parts, on the market.
Delphi Technologies suspension parts are manufactured according
to OEM standards and specifications.
This ensures their
high quality and long life.

36 I GROUPAUTO RUSSIA I № 2 I 2021

Each component is subjected to strict quality controls, as Replacements are based on the condition of the suspension
well as endurance and performance tests within a temperature components diagnosed using a special test bench or by hand.
range of -40 °C to 120 °C. Besides this, salt spray tests are Such diagnosis occurs either as part of a comprehensive
performed for 720 hours to prove reliability and corrosion package (so-called active acceptance) or when the vehicle
resistance. The catophoresis coating is applied to the parts owner complains of a knocking noise in the suspension
to provide long-lasting corrosion protection and an excellent (knocking usually occurs when driving on small bumps),
look. steering, or discomfort while driving.

Replacing suspension components is among the most It is therefore important to remember at all times that
common and highly responsible (due to its direct impact the ageing and failure of suspension components can lead to
on road safety) work types that service stations perform. the most unpleasant consequences, not only deterioration,
The suspension arms, anti-roll bar linkages and steering ends but also the complete loss of vehicle driveability. The car stops
are replaced as they wear out. No standard regulation exists obeying the driver and moves where it thinks it should move.
as to how often they should be replaced. We hope we don't need to explain the risks of this. To prevent

2021 I № 2 I GROUPAUTO RUSSIA I 37

GROUP SUPPLIERS

this from happening, you should apply special care to the state Delphi Technologies supplies complete suspension arms
of the suspension components. with the silent blocks and ball joints pre-installed. The company
also offers a range of individual ball joints.
Be sure to communicate this need to your customers
by offering them regular diagnostic measures (on a paid, free We install the levers. This is one of the most common
or bonus basis according to the marketing policy of the and routine suspension maintenance procedures. It seems
company and suppliers) that enable a fairly accurate assessment to be perfectly known. Yet there are certain peculiarities to
of component wear and tear and depreciation at least as part consider. Old bolts can only be used if they are not visibly
of systematic maintenance routines commonly performed once damaged. It is advisable to grease the threaded joint for easy
or twice a year. disassembly later. The point is that the sub-frame uses cage
nuts. If a bolt gets corroded, it will require a lot of extra effort to
Before you begin, dismantle the old components. Remove remove it.
the ball joints using pullers. Extracting the ball stud by tapping
on the stub axle is a very bad practice which may cause critical The front silent block bolt is finally secured under load when
damage and render quality replacement impossible. the vehicle is standing with all four wheels on the surface,

38 I GROUPAUTO RUSSIA I № 2 I 2021

either over a pit or on a 4-rack hoist. Sometimes, to make the time of manufacture. For this reason, it is strictly forbidden
job easier and shorten the time it takes, the load is simulated to add grease to a ball joint. Otherwise, the part can fail very
"by feel" using some kind of support for the wheel such as quickly.
a transmission rack. This solution is totally unacceptable as
it prevents the suspension from receiving the entire load. This Again, all threaded joints need lubrication before fitting. Apply
causes the silent block to fail quickly due to its tensed (twisted) a small quantity of normal grease.
position all the time.
Drive the car to final tighten the front silent block bolt on
Use a torque wrench to finish tightening all bolts to the the front lever and perform wheel alignment checks and
specified torque. Read more about the value of the regulated adjustments. These procedures are a must when servicing
torque in the reference books. Or you can tell the torques by suspension parts influencing wheel setting angles. In this
the bolt diameter, thread pitch and material. The relevant tables case, it is the replacement of the lower arm and the steering
are in the public domain. tips.

Dismantle and fit the anti-roll bars. Once the vehicle has been checked and adjusted, it is ready
The new Delphi Technologies bars feature protective covers for delivery to the customer.
to ensure that the rubber dust covers of the components stay
intact when transported. Remember to remove them when
fitting the parts to the car.
The main mistake when mounting the anti-roll bars is the
improper use of a nut runner, giving rise to lots of complaints.
Applying too much force will cause the threaded joint to be
pulled out during assembly and either break immediately when
tightened, or come loose after a very short time.
There is always room on all bars to hold a pin. Here, these are
the pin splines, sometimes there may be a hexagon in the center.
Delphi Technologies steering tips come with shipping covers
as well. Includes nut with nylon insert. The steering tips are
strictly differentiated by installation side. R and L are engraved
on the case: right is capitalized R and left is capitalized L,
i.e. right and left. Try to confuse the two in no way, though you
can hardly do that.
Delphi Technologies parts are shipped completely ready to
install, with the appropriate amount of grease applied at the

2021 I № 2 I GROUPAUTO RUSSIA I 39

GROUP SUPPLIERS

Elring – Das Original in 2020:
Response to the Challenge

The coronavirus year 2020 has changed our everyday lives in many ways.
ElringKlinger AG was no exception. The quarantine year affected its activities
as well, but the company took swift action to adapt its business processes
to the new situation, and the spare parts business was even rewarded globally
with a 6 % increase in sales. The company prioritises a personal,
customer-oriented approach, and this has always been the case.
The crisis has not affected product availability or logistics.
Product development, production, and sales managers
have made extensive use of this time, adding hundreds
of gaskets to the range, resulting in a market coverage
that now exceeds 90% and includes
over 15,000 products.

40 I GROUPAUTO RUSSIA I № 2 I 2021

Excellent product quality the technical knowledge and documents in the library first,
Elring - the Das Original brand benefits more than any then re-answer the questions. You will receive a certificate
of expertise in sealing technology if you complete all of
other gasket manufacturer in the world from parent company the modules.
ElringKlinger's market position. All products supplied to
the assembly line are also included in the Elring aftermarket The Elring - Das Original channel on Youtube has been
product range. The excellent quality of each individual around for years. Since the advent of the pandemic, the
gasket benefits the customer. Elring also provides a variety number of video views on the channel has increased greatly.
of services to ensure that the parts are properly installed: The Elring experts clearly demonstrate what to do, where
the cylinder-head gaskets include tightening instructions as and how, and which sequence to follow when installing or
well as the part numbers for the appropriate set of cylinder- replacing gaskets and seals. To ensure that you don't miss
head bolts. out on new videos, subscribe to the channel or newsletter.

The piston overhang and cylinder-head gasket thickness Does all this work well?
for diesel engines can be found in the Elring online catalog. Even if the job is done carefully, leaks might occur following
Almost all individual gaskets and gasket kits are also shown
in high-resolution images in this catalog. These images are a partial or major engine repair or gasket replacement. In this
especially useful when the original engine manufacturer situation, the technician must first answer two questions:
has not specified the recommended parts for replacing the Are the other parts on which the gasket was fitted compliant
gasket kits. Elring's product development, production, and with the specifications and tolerances? Is everything done
sales managers design proprietary automotive component with the utmost care? The service station has the right to
kits that allow a workshop technician to complete submit a warranty claim to Elring via its spare parts dealer
the necessary work in a single step because all of if the protocol has been followed and the defect is, in
the essential parts are available. The images depict the judgment of the technician, attributable to the gasket.
the gaskets and seals included with each kit. The claim will be processed as soon as possible, and
the inspection results will be conveyed to the consumer.
Technical training We can always find a solution if we work together.
Elring offers technical training courses on demand to help
Counterfeiting concern
enhance professionalism and impart sealing technology Elring - Das Original counterfeits appear on the market
knowledge. Due to the pandemic and the resulting
restrictions on international travel, it has been impossible to time and again. As a result, Elring provides several options
hold training courses locally in 2020. However, the company for safeguarding service stations. To begin, complete gasket
offers a 10-module online training program that covers all kits, cylinder-head gasket kits, crankcase gasket kits, and
aspects of sealing technology, from cylinder-head gaskets to cylinder-head gaskets should all be packaged with the so-
oil seals and plastic valve covers. Customer-specific training called nano-gram, which differs from the more common
is also available upon request. hologram in that it is extremely difficult to counterfeit.

Elring has increased its employees to strengthen its Secondly, using a smartphone to scan the QR code or
position as the market recovers from the coronavirus EAN barcode written on the product label, you can quickly,
pandemic: starting in the second half of 2021, a technical conveniently, and very reliably authenticate the part. Both
trainer from Moscow will support the international Elring – results must have the same Elring article number as well as
Das Original team of trainers in Russia. the same article number that corresponds to the number on the
label affixed. This verification can be done on the customer's
For those who do not want to wait till travel is once again website or on the Elring homepage. Thirdly, if in doubt, photos
unrestricted, Elring now provides an online training course. of the part in question can be sent to the Elring experts, who
After completing a quick sign-up process, you can check will issue an authenticity report. Elring is able to actively combat
your skill level by taking a challenging quiz. If you don't think counterfeiting thanks to these three measures.
you're ready, you'll be given the chance to look through

Cylinder-head kit 458.730 A large range of spares

2021 I № 2 I GROUPAUTO RUSSIA I 41

GROUP SUPPLIERS

MANN+HUMMEL:
80 years of success and excellence

In 2021, MANN+HUMMEL celebrates its 80th anniversary.
Adolf Mann and Dr. Erich Hummel founded MANN+HUMMEL
in Ludwigsburg, a small town on the outskirts of Stuttgart.
It has remained a private firm run
by two German families ever since.

42 I GROUPAUTO RUSSIA I № 2 I 2021

Over time, MANN+HUMMEL has grown from just also complete filter assemblies: plastic housings for air
a few employees at first into a huge international group filters, oil and fuel units, inlet manifolds, etc. It brings
of companies employing over 20,000 people on all five the same filters, however without the¬ car manufacturer's
continents of the globe. logo and in a MANN-FILTER box to the aftermarket for sale
in car dealerships and service stations. This is why it is fair
Just a few figures can also emphasize the scale to say that MANN-FILTER filters are "native" to almost every
of changes that MANN+HUMMEL has seen: more than vehicle, i.e. they are tailor-made to meet all the requirements
80 subsidiaries worldwide, plants in more than 30 countries, placed by engineers building a particular vehicle.
and the annual production of 691.92 million filters (statistics
in 2020). In terms of this value, MANN+HUMMEL has This is what makes MANN-FILTER stand out from
proven to be the world's largest filter manufacturer as the cheaper products. As materials make up more than 75%
a study by Freedonia, an independent US research institute and personnel costs are e.g. less than 2-3% of the product
revealed! price, the only way to save money for budget brands is to
use simpler materials and technology, less filter material,
For a better understanding of the production scale, stop using the monitoring system, etc. The most important
we can convert the annual output into more comprehensible characteristic of a low-cost product is its appearance, let alone
figures: in 2020 e.g. 22 filters were leaving the company's the consumers who are unable to understand from the outside
workshops every second! whether and how the filter will perform. MANN-FILTER's
purpose is to deliver 100% compliance with the automaker's
Such extensive production volumes cut down technical requirements and specifications for filters.
the overhead costs to the lowest possible level due to
the optimized use of materials and components for Therefore, MANN-FILTER is the optimum solution even
the production of filters. Besides, such scale of output justifies though it is more expensive than low-priced brands.
the creation of a comprehensive multi-stage product quality MANN-FILTER filters keep operating costs to a minimum,
control system, extensive investment in innovation, state- save fuel and retain all the life and design capabilities
of-the-art laboratories, and the research and development inherent in the vehicle.
of new filter materials and assembly technologies.
It is noteworthy to point out that this year is a special
Nearly all the world's leading car manufacturers anniversary year for the MANN-FILTER brand: 70 years ago,
saw the true value of all these advantages offered by in August 1951, it was registered as a trademark.
MANN+HUMMEL many decades ago. For them,
MANN+HUMMEL develops, produces, and delivers original That is why, despite all the hurdles and constrains caused
filters with the car manufacturer's logo to the assembly by the coronavirus pandemic, MANN+HUMMEL with its
line or for sale through the dealer network. Notably, flagship brand MANN-FILTER remains optimistic about
the company develops and produces not just filters but the future!

2021 I № 2 I GROUPAUTO RUSSIA I 43

GROUP SUPPLIERS

TMD Friction:
"We always find a way
to accommodate our customer needs"

Andrey Melnikov Evgeny Sushilin

Even amid a crisis, solid outcomes and business upscaling are feasible.
Andrey Melnikov,гCEO of TMD Friction Eurasia LLC,
and Evgeny Sushilin, Head of Marketing at TMD Friction Eurasia LLC,
share the insights on this subject.v

44 I GROUPAUTO RUSSIA I № 2 I 2021

– Many automotive component suppliers faced garages in Russia held by Autobusiness News magazine,
a crisis last year back in 2020: production halts, stock our training program for independent garages was ranked
shortages, supply restrictions, etc. How did your best , indicating a weighty appreciation of TMD Friction by
company survive this period? our most important clients.

Andrey Melnikov: Despite the challenging We are also developing online services. On our websites
epidemiological situation in many European countries, TMD and social media pages, users can quickly find news about
Friction's ¬management has opted to continue operations. our products, get installation and operation tips, and ask us
Even at the height of the pandemic, plants and the central questions directly. Brakebook.com, our online catalogue,
storage in Germany remained operational, with all required provides the most comprehensive search options and
precautions in place. Although the office was closed detailed information on every item. Brakebook is also
during the harsh lockdown restrictions in Moscow, all staff available as an Apple and Android mobile app.
continued to work from home. These measures helped us
avoid any disruptions in the supply chain. Moreover, we – For many garages, warranty policy and the risk of
were able to boost our sales by more than 40% (!) vs. 2019. buying counterfeits are important topics. What help
As other European and Asian suppliers were experiencing can your company provide in solving these issues?
problems with production or deliveries we were in a position
to provide availability of goods for all brands by more than Evgeny Sushilin: ОThe majority of warranty cases are
90%. Plus, we launched a partner support program to handled by distributors: the car dealer or spare parts shop
offer increased lending limits, payment deferrals, and other submits a claim to them, and the distributor can either
incentives, all of which contributed to strong sales for us resolve the issue on their own or seek our assistance
and profits for our brand distributors. in more complicated cases. The distribution chain's
warranty is one year for Textar, Mintex, and Don brands,
– How did you train your technicians during and two years for Nisshinbo. The warranty for the end
the quarantine period? user, the private owner of the vehicle, is one year or
40,000 kilometers from the date of purchase. However,
Evgeny Sushilin: The majority of the training has moved the warranty period will be extended to 2 years if the part
online for obvious reasons but we have not cut back on was installed by an appropriately specialized garage having
the number of training sessions. And, more to the point, a license to conduct repair of the braking system.
TMD Friction also provides independent garages with
a comprehensive technical support, it is fair to say. We are We also take a lot of efforts to prevent counterfeiting.
eager to organize training on request from our partners: Since the end of 2020, we place a PROriginal
distributors most often request it, but we are also open safety sticker on the packaging of Textar brake pads
to requests from independent garages, either to arrange for passenger cars and, from 2021, also on Textar
a specific training for them, or a suitable training for them out brake pads for trucks, which has proved to be a very
of the ones we have already planned. In 2020, more than powerful safety tool. With the PROriginal "warranty seal",
500 professionals attended our training programs, from the customer can quickly verify the authenticity of
whom 300 passed the test and were awarded certifications the Textar product. Just peel the sticker carefully off
as a proof of their knowledge. the product packaging and enter the 12-digit code
on the back of the sticker at www.fightingthefakes.
The training programs we offer are highly regarded com. The code is unique and assigned to each Textar
across Europe. For example, the British Institute of the product at the time of manufacture. You can also scan
Motor Industry (IMI) has accredited the training program for the QR code from the sticker using any suitable mobile
TMD Friction technicians. This means that the quality of our app. If an error occurs, the verification system will
training as the world's leading maker of friction materials quickly respond, indicating whether the code is valid or
and our adherence to ¬high industry standards have someone has scanned it before. Report a counterfeit to
now received an official accreditation from a high-profile TMD Friction using the special form on the official website
international organisation. or by calling the hotline: +7 (499) 703-01-18.

For over five years, the company has been providing We have recently completed all the necessary procedures,
product training for all brands in the TMD Friction portfolio – and the Textar and DON-branded products for which we
Textar, Nisshinbo, Mintex and Don n Russia and the have registered a widespread counterfeiting in the market
Customs Union – using the materials developed by the are now on the Russian and Belarusian Customs Lists
TMD Friction's headquarters in Germany. And this job won of Intellectual Property. This is a measure that will enable
the recognition: according to a survey of independent us to work with law enforcement agencies to prosecute
counterfeiter producers and sellers.

2021 I № 2 I GROUPAUTO RUSSIA I 45