Braking over a fifth of CES (UK) parts sales
CES (UK) representatives say the parts distributor has seen “a significant increase” in its braking business over the past 5 years, now accounting for over a fifth of its parts related sales. It offers a three tier range, comprising: original equipment, original equipment matching quality and a value range. The company says that brakes’ centrality to motoring safety means that motorists generally seek the reassurance of original equipment matching quality parts, which it says is reflected in its sales. Another factor that has become important to the distributor in driving sales is its emphasis on training, and information evenings.
CES marketing manger Simon Moore explains: “By offering training, we’re helping our customers keep pace with the latest technological developments. For instance, by holding courses on braking technology, such as ESP, we’re providing the skills and training that will enable independent garages to accept jobs, which they may have otherwise been forced to turn away.
“Last year we held a series of Technical Evenings, focusing upon the technological advancements in Chassis Safety (braking, suspension and steering). These were held in the evening and were free to attend. By providing knowledge and information, we’re helping garages future proof their business. Obviously the core aim is to increase braking sales. Taking this approach is mutually beneficial. Garages are better positioned to accept more braking related repairs. Equally, we’d like to think such initiatives result in them choosing CES as their first choice supplier for braking parts.”
Moore explains that the increased technological development of braking systems has made up to date knowledge of different braking systems crucial to garages in holding onto and increasing business. While the basic braking function may fundamentally be the same – with a calliper applying a brake pad to a brake disc to stop the car – how it’s all actuated has become increasingly sophisticated, coming a long way from 1960s drum brakes. For the technician, fault finding was simple, whilst drivers were used to components requiring regular replacement, but with the near-ubiquity of anti-lock braking systems, technicians need to be familiar with a whole host of acronym sub-systems, such as traction control and electronic stability programmes.
Where previously a braking problem could be easily attributed to a worn disc or pad, there’s now a need to interrogate the cars ECU as the fault could lie in any part of the system. It means garages need access to advanced diagnostics equipment and training.
Advanced braking systems have also had an impact on parts distributors, CES (UK) managing director Steve McCann explains: “The continual development of braking systems means we have to stock an ever more diverse range of components. A typical ABS system will include an ABS actuator, warning light, check connector and a number of different sensors. Consider the number of different cars and you get some idea of just how many additional components distributors need to now stock.”
In addition to sourcing and holding an ever growing range of components, CES (UK) has a Garage Equipment Team, which advises garages about the diagnostic equipment they need for accurate fault finding. In 2007 the distributor opened its own Training Centre and regularly runs courses covering Fault Diagnosis, to help garages understand the latest technology.
“Naturally we stock Original Equipment brake disc and pads, which will continue to be the mainstay of our braking related business,” continues McCann. “However to provide the support our customers need, we’re now offering equipment, training and even everyday consumables. It’s simply what distributors need to do to help independent garages keep pace with the changes in braking.”
Brake systems will continue to evolve and there are a number of technologic developments that will be present in the next generation of cars. Hill Decent Control has become popular within 4 x4 vehicles. This can be used to help a descend using the ABS brake system to control each of the wheel’s speeds. The introduction of electro-mechanical braking systems will negate the need for brake fluid. These “brake-by-wire” systems will have faster brake response times, resulting in shorter braking distances and without hydraulic fluids, be more environmentally friendly. Many manufacturers are developing forward collision warning systems using radar and sometimes laser sensors; more parts that garages will need to know the ins and outs of to provide the service their customers demand. CES (UK) believes its training will help its customers to navigate these changes and secure future business for both garage and parts supplier.
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