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By Counterman
The more time I spent behind the counter, the more I noticed the diversity of customers coming into the store from one day to the next. My theory is that cars are a uniting force in our world. Put simply, they may be the one thing we all share in common. To some of us, cars are simply a way to “get from point A to point B.” Then there are the enthusiasts who look at their car not only as transportation, but also as an extension of their passions, and sometimes, their personalities.
I’d say that I fall into the second category. I love cars for a number of reasons. The snarling sound of a European V-8 compared to the rumble of an American V-8 – both are music to my ears! I also tend to make at least some sort of modification to every vehicle I own. It may not be a big upgrade, but something to either add a bit of my own style, or a touch of added convenience.
I’m not the type of person who is only interested in horsepower, but I know when a car feels like it’s lacking in that department. However, there are customers out there who want to boost horsepower as much as possible, and they’re willing to shell out some serious cash to make it happen! It’s probably safe to say that you’ve had at least one experience with a customer who is looking to boost their car’s horsepower, even just a little bit.
Let’s take a look at what sort of parts this type of customer could be interested in, and what you can do to make the sale.
Air Intake
High-flow performance filters are a common upgrade. These filters come in a variety of colors. The color is from a dyed oil that’s soaked into the element. The elements typically are a cotton weave, held in place by a wire mesh. The weave is looser than a standard paper air filter, which allows a greater volume of air to pass through. Since the loose weave can’t filter out the smaller particles, it’s soaked in oil, and the particles will, in turn, stick to the oil. Dye is used in the oil so there’s an easily noticeable contrast between the oil and the element, allowing you to ensure that all areas are saturated.
These types of filters can flow more air, and drivers may be able to feel a small change in performance. But they do require regular cleaning and re-oiling to maintain their level of performance. You can be confident about selling them and touting the increased flow, but I do warn people that when they clean and oil them, be sure to heed the instructions, and don’t over-oil them. There always have been “rumors” of these types of filters damaging mass airflow sensors, but they’re largely unfounded, and over-oiling them is the only thing that could possibly contribute to this.
At the higher end, the customer may choose to install a new intake system. An intake system swaps out the factory air box for a heat shield, or a redesigned air box for better air flow.
Power-Adders
This next category steps things up a notch. Power-adders are upgrades that are designed to add horsepower, or possibly free up ponies that are being lost along the way.
Thanks to the widespread use of turbocharging in modern-day engines, there are plenty of tuning possibilities with these forced-induction engines. Bigger, more efficient intercoolers will help to keep those intake-air temps low. Cooler intake air is denser air, and this means better power and efficiency.
There are plenty of opportunities to maximize airflow and efficiency in a turbocharged application. Small gains can be seen by upgrading the charge pipes that carry the charge air from the turbocharger to the intercooler, then from the intercooler to the intake manifold. The small, restrictive stock turbo inlet pipe can be swapped out for an upgraded cast aluminum for better air flow. These may be small gains, but they will start to add up. For the best possible power gains, they may want to consider having the ECU tuned by an aftermarket tuner.
High-End Upgrades or Retrofits
Our final category comes in at the highest price point, but some of them can bring tremendous power gains.
The exhaust system is responsible for carrying away exhaust gases after combustion. The real problem – at least in a car enthusiast’s eyes – is that stock exhausts are quiet. An upgraded downpipe can make a huge sound difference on a turbocharged engine. Aftermarket headers can have a similar effect on naturally aspirated engines. And a cat-back exhaust system (from the catalytic converter back) can benefit any vehicle with a livelier exhaust note. But it’s wise to urge your customers to always adhere to local ordinances and emissions regulations.
We already talked about modern engines that are turbocharged from the factory, but what if their vehicle isn’t turbocharged? Well, it’s possible, of course, to retrofit a turbocharger or supercharger onto a naturally aspirated engine, but that brings a whole new level of complication and cost.
And let’s not forget our customers with supercharged engines, such as the Pontiac Grand Prix GTP, Audi S4 and Mercedes-Benz E55 AMG. There are a number of vehicles out there with supercharged engines. One of the easiest ways to gain power in these applications would be by installing a new supercharger pulley. This smaller-diameter pulley causes the supercharger to spin faster, increasing the amount of boost it can generate. After this, the crankshaft pulley can be replaced with a larger one, increasing the amount of overdrive to the supercharger. Speaking from experience, with both of these pulleys and the required ECU tune on a 2013 Audi S4, the difference is night and day! The car went from being quick to snapping your head back into the headrest.
These are just a few examples of upgrades that can be used to boost horsepower. I would urge you to spend some time looking through your catalogs and familiarizing yourself with the offerings inside. Chances are you’ll have an opportunity to sell upgraded parts to a customer soon!
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By Dorman Products
Reliable replacements and upgrades for active, semi-active and adaptive suspension systems
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By Dorman Products
Replacements and upgrades for active, semi-active and adaptive suspension systems
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By Counterman
Following a successful first year, Continental’s “Make Power Smart” app is announcing a new version of the app that will include updates and enhancements for the user.
The app also will be available for download in Europe for Android and iOS.
Updates and improvements include:
User registration – Allows users to sign up and manage drive systems properly for a better customer experience Multiple languages – The app now is available in English, German, French, Spanish and Italian. Belt ID –Allows forselection of the belt category and access to the product specification page for an easy identification and application Drive calculation – Easily calculate and select a belt for a two-pulley system. This latest version of the app provides a more complete product range of V-belts and timing belts for North America(previously it was only possible to calculate drives based on the Synchrochain Carbon). Tension2Go –The ability tomeasure the tension value of a drive system in a very fast, easy and intuitive way Pulley-center distance – The ability to measure the diameter of the pulley, the center distance and the wrapping angle from a picture “At Continental, we are always looking for new and improved ways to provide value to our customers,” said Jenelle Ogburn, head of Americas Industrial Distribution, Power Transmission Group. “The Make Power Smart app has been a successful step of launching into the digital age to help our customers do work easily and effectively, and we’re excited to enhance the user experience and grow the app outside of the North American market.”
The app allows users to get a digital and interactive analysis of a belt with just a few clicks on their smartphone. It also provides important data on the drive condition, enabling users to improve the belt drives themselves on the site – with all of the tools needed on one easily accessible app.
The Make Power Smart app originally was conceived as part of Continental’s internal innovation competition and later was chosen as the winner. It originally launched in summer 2021 and has consistently received positive reviews from customers.
The app is available for download in the AppStore and Playstore. In case you already have the app installed on your mobile device, please update it to the latest version that’s available now.
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By Counterman
I swore for years that I would never buy a brand-new car. I didn’t even want to make a car payment. You see, I’ve always owned cheap (read “broken”) cars. The way I see it, you either make a monthly payment to the bank, or to the parts store. Since I’ve been working on cars for most of my adult life, it made more sense to keep driving cheap cars and doing the work myself.
That all changed when my 2003 Nissan Altima left me stranded on the side of the highway on my way to pick up my daughter from daycare. I was so thankful she wasn’t in the car with me yet; it was icy, snowy and just downright dangerous.
I started looking for a new (to me) car that night. I couldn’t justify driving half-busted cars any longer, and I certainly didn’t want to put my then-3-year-old daughter in danger.
Thanks, COVID …
Fast forward a month or two, and it’s March 2020. Ohio shuts down, and there’s a lot of uncertainty. I was still searching for a newer car to buy at this point, and I was leaning toward a gently used VW Golf Alltrack. Then, in April 2020, VW offered 0% financing on its new cars.
When I did the math, the payment on a new one was the same as the payment on a used one. So, I hurried up and scooped up a brand-new 2019 Alltrack, and it’s been my primary vehicle ever since. Mind you, this is the first nice car I’ve ever owned, and I was pretty excited to drive something that was still covered under warranty. But my inner car guy has a lot of influence, and before long I started to make some upgrades.
Upgrades
It started out slow. First, a set of WeatherTech floor mats. Then, I picked up some protective film for the headlights, taillights and fog lights. Next, I bought an auto-dimming rearview mirror with built-in HomeLink garage-door-opener functionality. I bought an entire arsenal of car-cleaning products, from microfiber towels to a DIY ceramic coating kit. This was the first nice vehicle I’d ever owned, and I wanted to protect my investment!
Then the “real” upgrades started. Bigger front and rear sway bars helped to keep the body roll in check, and completely transformed the way the car drove around a corner. Aluminum skid plates underneath for added protection from whatever the roads in Ohio could throw at me. A set of projector headlights with HID lighting gave me unparalleled nighttime visibility. Then, I got the opportunity to test out a prototype 1.25-inch lift kit. Sure, it’s not much, but a touch of added ground clearance is always nice. It also brings the car up to the height that it should have been from the factory, in my opinion at least.
The truth is, I simply can’t leave a vehicle alone. I have to make it my own, one way or another. But I enjoy the process, and it’s satisfying to watch it slowly evolve into exactly what I want it to be. I share this to help you get inside the minds of some of your more passionate DIY customers.
Growing Opportunity
I can’t help but look for things to change, upgrade or improve whenever I buy a vehicle. Doing this might not make sense to everyone, but it’s how I make my vehicles better for me. However, I suspect that I’m not alone in this mindset.
With new-vehicle prices skyrocketing, it makes sense that someone might choose to repair or upgrade their current vehicle instead of trading it in for something else. And that’s a huge opportunity for the automotive aftermarket.
According to the 2022 SEMA Market Report, U.S. consumers spent a whopping $50.9 billion on accessorizing and modifying their vehicles last year – an all-time high for specialty-equipment sales. Trucks are a major driving force behind this sales trend, accounting for nearly one-third of those sales.
Considering that the Ford F-150 has been the best-selling vehicle in the United States for many years – and the top three best-selling vehicles in 2021 were pickup trucks – this should come as no surprise. According to the SEMA report, sales of “utility accessories” such as truck bedliners, truck caps, racks, truck-bed covers and trailer and towing products are expected to grow from $3.79 billion in 2021 to $3.87 billion this year. If you’re not stocking truck accessories, you might want to give this category another look.
Here’s the bottom line: Every time somebody buys a new or used vehicle, there’s an opportunity for us as counter pros to help them find the accessories they need. The question is, what are you doing to capitalize on this exciting category?
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