NAVIGATING YOUR PATH TO THE FUTURE - ADS INTERNATIONAL CONVENTION & TRADESHOW
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POST CONVENTION 2017
NEWS FROM THE ASSOCIATION OF DIESEL SPECIALISTS
ADS INTERNATIONAL CONVENTION & TRADESHOW
NAVIGATING YOUR
PATH TO THE FUTURE
Looking for Specialized Training? ADS offers focused training necessary for diesel fuel injection and turbocharger industry professionals of all levels who are looking to build their business. The courses enable individuals to tackle new vehicle applications and improve their understanding of the diesel industry. ADS is constantly adding courses and also offers customized training for companies looking to learn about one or more subjects. Current courses can be found on the ADS website under “Events”. Check back regularly for updates and new courses. Interested in sponsoring a course? Contact ADS Headquarters for more information at info@diesel.org.
POST CONVENTION 2017 Table of Contents
NEWS FROM THE ASSOCIATION OF DIESEL SPECIALISTS
12 Navigating Your Path
to the Future
Another successful ADS International
Convention & Tradeshow has come to a
close. Relive the moments from the yearly
event or see what you missed. Make plans
now to be at the 2018 ADS International
Convention & Tradeshow, August 7-10 in
San Diego, Calif.
ADS Happenings | 04
Departments
From the President | 07
From the Executive Director | 09
Forerunners Forum | 11
20 Area Diesel Service, Inc. 24 MARKETING: From Matches to Mobile
Diesel in the News | 18 Area Diesel Service started business In a world where nothing stays the
in 1973 in Carlinville, Ill. More than 40 same, marketing your business is
Advertising Index | 33 year later they have now expanded no exception. Danny Sanchez of
to three locations, 50 employees, Autoshop Solutions discusses how
Swap & Shop | 34 and offer a wide array of services you can expand your reach in the
for diesel vehicles. Through it all marketplace through your website
they have remained focused on one and other online solutions.
principle, “Treat people right and
reinvest in the business. Do that and
everything else will fall into place.”
ADS publishes Nozzle Chatter with the belief that all
the information set forth is true and accurate, but the
Association disclaims any liability to the reader or third
persons for any injury or damages which result from
any inaccuracies. The information is for use of ADS
members. Any distribution, reproduction or sale of this
material or the contents hereof without the consent of
ADS is expressly prohibited.
Find us on:
WWW.DIESEL.ORG 3
ADS Happenings
The ADS Online Forum:
Log On and Get Connected
The ADS Online Forum community continues to grow. Every day, members log
on to the Forum to interact with others for diagnostic advice, training tips and to
discuss the latest news and trends within the industry. Here is a real discussion
directly from the ADS Online Forum:
Case: 07.5 Chevy LMM, Injector return flow test
July 27
I cannot find the procedure on ALLDATA. I am trying to determine which way is correct. I am trying to
diagnose a P0087. What is the proper return flow test on the LMM? I looked at a couple different sites and
got different answers. Is it cranking or engine running? If it is cranking, how do I disable the engine from
starting and keep the ECM powered up?
July 27
Here is the procedure we use.
Enhanced Injector Return Flow Test- GM has come up with a test for use on the later
Duramax engines. The test steps are listed below-
A. Engine at normal operating temperature, 181-189 deg. F.
B. Remove return hoses from one bank of injectors.
C. Use adapters to run hoses off of injector returns in to individual graduated containers.
D. Run engine until fuel flows from all four injector return hoses. Then with the engine
at idle, command rail pressure to 17,400 PSI with the scan tool. Place the hoses in the
graduated containers for 30 seconds.
E. Turn off ignition and record measurements.
F. Repeat above steps on the other bank of injectors.
G. Add up all recorded measurements to determine total injector return volume. If the
return volume is less than 144 ml for all 8 injectors, refer to the high pressure pump test.
If the return volume is greater than 72 ml per bank, replace any individual injector with
return volume greater than 18 ml.
We usually check one bank at a time by unhooking the return rail hose from the fitting on
the engine and measuring return for that bank. If it exceeds the per bank spec (72 ml in 30
seconds) we either isolate them on the engine or remove and test.
July 27
Thank you! Turns out we have high return on both sides.
4 POST CONVENTION 2017
ADS Happenings
Case: 02 5.9l Cummins, intermittent dying and loss of communication
July 25
We have been fighting this truck. The complaint is intermittent dying after the engine warms up, roughly 3 miles
worth of driving. We have verified the concern, and when it happens the ECM loses communication. It will
happen continuously when the engine is hot. It will start, run for 5-30 seconds, then die. It may start right back up,
or it may take a minute or two for it to “reset” and start. The only code that sets is a P1694 Loss of communication
with the ECM. This code sets in the PCM when the engine dies.
I have diagnosed the ECM powers and grounds, both by proving
them out with a head lamp bulb and back probing to monitor voltage
ADS Parts Forum:
and ground when the problem occurs. No problem was found there. Finding the parts
I diagnosed the bus wires per the Chrysler “no communication”
diagnostic. No problems were found. I unplugged all the 5-volt you need
sensors I could with the engine running and the problem still Make sure you are connected to the
occurred. I replaced the cam sensor and it did not fix the issue. So, I ADS Parts Forum so you can find
then replaced the ECM, and the problem still occurs. those parts you need to finish the job.
To sign up email
At this point I am at a loss where to go. If anybody has experienced
lea.ann.reed@diesel.org.
this issue I would be grateful for some information.
ADS/Industry
Calendar
July 26
I just got done fighting one. I was having issues with
the key on power for the ECM. It (the ECM) would For more information on these
have all the needed voltages and grounds it required and other events, visit
while key on. I back probed the ECM key on power and diesel.org/events
cranked it. It would go from B+ to 3 volts. I determined Diesel Master Course
it had a bad spot in the wire from the fuse box inside September 18-22, 2017
North Las Vegas, NV
CONTINUED ON PAGE 28 Dodge Cummins 5.9L and 6.7L
October 6-9, 2017
North Las Vegas, NV
ADS Welcomes New Members Diesel Master Course
October 16-21, 2017
Allied Equipment Diesel Engine Service Gamma Diesel S.r.l. North Las Vegas, NV
Members Diesel Injection Services Franco Delbarba
Dana Incorporated Miguel Sanchez Coccaglio, Brescia Italy AAPEX
Tom Collins Santo Domingo, Ecuador 030.772.2648 October 31- November 2, 2017
Lisle, IL 59.3993414331 www.gammadiesel.it Las Vegas, NV
630.271.4848 www.sd-ec.webs.com Service Members
www.dana.com HDAW
Replacement Parts Diesel Exhaust & Emissions January 22-25, 2018
Basic Software Systems Jeramy Ostrander
America Engine Parts Las Vegas, NV
Ed Archambo Santa Fe Springs, CA
Distribution
Texarkana, TX 562.944.6314 Diesel Master Course
David Masso Martinez
800.346.8340
Zapopan, Jalisco Mexico Double R Diesel Inc. November 6-10, 2017
www.basic-software.com
5233.18120575 Eric Rash North Las Vegas, NV
Associate www.americaengineparts. Grand Junction, CO
Rodrigo Alvarez com 970.243.7777 Diesel Master Course
Bloomington, CA Auto Parts Direct
doublerdieselinc.com December 11-15, 2017
909.874.3220 Stacy Jones Technical Training North Las Vegas, NV
Holland, MI TTI-Global/Motorcraft 2018 ADS International
269.751.2508 Russell Ferguson
www.autopartsdirectmi.com Convention & Tradeshow
Ann Arbor, MI August 7-10, 2018
734.223.8591 San Diego, CA
WWW.DIESEL.ORG 5
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From the President
Convention Highlights
2017-2018
ADS Leadership
OFFICERS
Carl Fergueson
Include Seminars and Panels
ADS President
The Taylor Diesel Group
Carl Fergueson
Laura Rountree
The Taylor
ADS Vice President Diesel Group
Industrial Diesel Inc. Nashville, Tenn.
Al Roberts
O
ADS Treasurer
ur Association recently finished our Along with the manufacturer based
Turbo Diesel & Electric
61st Annual International Convention presentations, we had two ADS member
Paul Thoms & Tradeshow in Las Vegas. Our focus panel discussions. One panel led by service
ADS Secretary
for this year was Navigating Your members, Andy Girres, Mike Perkins, and
Midwest Fuel Injection
Service Corporation Path to the Future and how our Gord Reid discussed “How to Remain
businesses navigate that path. We started Completive in the Drive-In Service World”.
BOARD MEMBERS the Convention with a one-day training
class on the Duramax engine. This class The second panel discussion was “Sales:
Ricardo Berrueta
Berrueta Diesel Parts, S.A. de C.V. was instructed by one of the best What, How and the Money” covering
trainers in our industry, Tony service dealers outside sales personnel.
Adolfo Dittborn
Servicio Lucas Diesel S.A. Salas, and was free to all It discussed everything concerning
registered convention hiring, training, pay and motivation.
Saul Goldfarb
attendees. It was very The ADS member panelists were
Goldfarb & Assoc.
well attended. Warren Stewart, Jeff Richman,
Sue Haven and myself.
Oregon Fuel Injection Inc.
Last year most of the
John Hughes survey feedback we
Cummins Inc. received from our
Al Johnston
Thompson Diesel Inc.
members requested
more technical
“I feel like we are returning
Von Leefers
Area Diesel Service
information. More
information that our service
to our roots as an association.
Bryan Menke
R&R Engine & Machine
members can take home with them, to help
them run their businesses. This year we
We are focusing on supporting
Chuck Oliveros
Williams Diesel Service Inc.
had twelve seminars devoted to product
information and education. and helping each other.”
Tracie Parker
Honeywell Turbo Technologies Personally, that I now know more about
diesel exhaust aftertreatment systems One of the main reasons this Association
Christian Roth
than I ever knew before! I was very was founded was for service members
BD Diesel Performance
proud to see one of our own service to help other service members. I am very
Mike Ruffing
members, Michael Oliveros from Williams proud to see this foundation is still taking
Central Motive Power
Diesel in Ocala, Florida, give a very place at the Convention. The mission of
Ilidio Serra informative presentation, “Diesel Exhaust our Association is to provide programs,
Robert Bosch LLC
Aftertreatment Systems Explained”. training and services to its members, which
Michael went into specific detail about will assist them in achieving success in
every part of aftertreatment systems and operation of their businesses in the diesel
into servicing these new systems. Cleaning industry throughout the world.
and servicing these systems is one option
for our service members. Going along with I feel like we are in a time of returning to our
this education, Delphi had a complete roots as an association. We are focusing on
cleaning system on display. So, in a matter supporting and helping each other. That is
of a few days we were educated on the what our ADS is all about!
technology, and the need for service on
Carl Fergueson
these items, and the opportunity to see first-
hand the equipment working.
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© 2017 Alliant Power
From the Executive Director
Training, Training and More
POST CONVENTION 2017
Training
NEWS FROM THE ASSOCIATION OF DIESEL SPECIALISTS
David Fehling
ADS Executive
Volume 59 Issue 4 Director
Executive Director
David Fehling
david@diesel.org
A
fter returning from the 2017 ADS the best part of the program, especially the
Director of Operations &
Forerunners Liaison International Convention & Tradeshow Q&A interactive session.
Lea Ann Reed and reflecting on the events that took
lea.ann.reed@diesel.org place, it always reminds me that it is the The exhibit hall appeared to be active
mission of ADS and the planning committee everyday with many conversations, demos
Advertising
Meredith Carr to produce an event that is interesting, and transactions taking place. NEW this
meredith.carr@diesel.org informative, educational and specifically year we introduced the “ADS Showtime
Director of Meetings unique to our industry. Corner” an area set aside for you to hear
Rosemary Hall from several exhibitor speakers on a variety
meetings@diesel.org As you will read on throughout this of industry subjects. This year’s presenters
Membership Coordinator publication you will see the main focus for were Melett, AMBAC and Diesel Progress
Mary Cirese this year’s Convention was training, training Magazine. This smaller intimate setting
info@diesel.org and more training. From before the start of allowed for some interactive discussions after
Mexico City Office the Convention, an entire days training class the presentations. Due to its overwhelming
Administrative Manager was offered free of charge and with great success we will be continuing this feature
Virginia Morett
participation. Our keynote speaker Rich next year with even more industry speakers
virginia@adslatinoamericana.com
Ferguson emphasized repeatedly the fact of as well as having a microphone.
Association of Diesel
Specialists Headquarters
how important training is to our industry.
After that, virtually every presenter focused As I stated recently: whether you were a
400 Admiral Blvd. first-timer or a loyal decades-long ADS
Kansas City, MO 64106 and emphasized the importance of training,
not only technical but for every aspect of convention attendee, the ADS International
Phone: 816.285.0810
Fax: 847.770.4952 your business. Convention & Tradeshow was the place
E-mail: info@diesel.org to be. Sure you can go to certain meetings
Website: www.diesel.org This year we wanted to create a Convention where you will find some of your suppliers
Executive Director’s Office schedule that gave ADS Members the but why not come to a meeting where you
PO Box 26487 opportunity to have as many “learning” will find ALL of your suppliers.
Overland Park, KS opportunities as possible in a “real-world”
66225-6487 environment. As the organizers of the On behalf of the ADS Board or Directors,
Phone: 913.345.0288 Convention stated during the development the Convention Planning Committee and
Fax: 913.345.0299
of the convention program, “we need to Staff I would like to thank all of you who
Mexico City Office bring a program which goes back to the supported, contributed, exhibited and
Av. Adolfo Lopez Mateos original reason ADS was formed more than participated in this year’s Convention. We
No. 8-3 60 years ago which was Members helping look forward to seeing you next year at
Col. Santa Cruz del Monte
other Members.” We achieved this goal by a location which has been requested by
53110 Naucalpan, everyone. The 2018 ADS International
EDO Mexico asking ADS Members to participate in this
year’s program and share their experiences. Convention & Tradeshow will be August
Phone: 52.55.55.72.38.11
Fax: 52.55.55.72.37.28 We had two Service Member Panels, one 7 – 10, 2018 at the Manchester Grand Hyatt
on drive-in service, the other on sales. In in San Diego, California. Please save the date
Nozzle Chatter is the official
publication of the Association of addition, we had a training seminar on the and plan to attend.
Diesel Specialists. subject of diesel exhaust after treatment
systems. All of these ADS Member Presenters Sure you can go to certain meetings where you will
shared their experience with us. This part of find some of your suppliers but why not come to a
the program was so informative and had so meeting where you will find most of your suppliers.
many takeaways; it could have possibly been
WWW.DIESEL.ORG 9
lternative
Like No Other
SPACO DIESEL
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Web: www.spacodiesel.com / www.rased.itForerunners Forum
Effective Training to
Build Your Business
Brad Taylor
Forerunners is the young Taylor Diesel of
leadership group of the Jackson, Inc.
Jackson, Tenn.
ADS. Its activities include an
annual meeting /networking
W
event, held during the ADS
International Convention hen I was fifteen, I had the honor of coming leadership and soon to be players
& Tradeshow, presentations listening to Lou Holtz, the former in our industry, because we have the
during the Convention and great coach of Notre Dame; speak at a control to make this training available.
cooperative efforts with other scholarship banquet at my university.
committees and subgroups His speech that day was about leadership Management is another crucial level of
within ADS. and teamwork, and I vividly remember personnel to consider providing effective
In addition, membership taking away one valuable piece of training for. These are the people we are
in the ADS Forerunners information from his speech: as a team, you trusting to deal directly with customers
provides an opportunity to are only as good as the person that leads and employees on a daily basis. They
develop peer relationships you. Now as a leader/manager, I can attest need to be well versed on how to talk to
with individuals from other to this and see the level of training and customers on the phone, customers over
member companies. If you are the counter, how to deal with problems
leadership you provide to your employees
employed by, in partnership internally and externally of the business,
with, in ownership of a will directly affect your bottom-line. If your
people are well prepared for whatever and ultimately make the business money.
concern that is a member of
ADS, perform in a managerial they may run across in their day-to-day This training also starts with us, the
or executive capacity and activities, you will see a change not only in future. Take a week or two from your busy
you are 39 years old or your customer base and sales, but you will schedule, stay in the shop, and be the front
younger, you are eligible also see a difference in your employee’s man for a couple of weeks. Show them how
for membership in the productivity and self-worth. it is suppose to be done. Take all the phone
ADS Forerunners. calls, deal with each customer individually
Membership in Forerunners In the diesel industry, as well as any other, and handle any issue that may arise both
is free. Contact ADS leadership and training are essential to with the customer, as well as your other
Headquarters at running a strong, successsful fuel shop. employees. If you are an effective leader,
816.285.0810 or e-mail There are several tiers of people to consider you will make a difference in how your
lea.ann.reed@diesel.org. when trying to effectively train your staff, management helps run your company.
Forerunners and I firmly believe if you do not have
2017–2018 Officers a strong foundation, you will not run a
profitable fuel shop. The foundation, in my
Chair
Brad Taylor opinion, is our mechanics and day-to-day
employees. From secretaries to mechanics,
“In the diesel industry, as well
Taylor Diesel of Jackson Inc.
Vice Chair they are the backbone of our industry
and keep us running every day. Whether
as any other, leadership and
Justin Greenberg
DieselCore it is pumps or paperwork, we need to
realize that we have to spend more time,
training are essential to running
Secretary
Logan Perkins
Diesel Plus
and sometimes more money, training our
people to do their job correctly. Schools are
a strong, successful fuel shop.”
offered almost monthly for mechanics to
Past Chair
Michael Oliveros go and advance their knowledge on new
product lines, easier more cost-effective Many of us have either started, or at some
Williams Diesel Service Inc.
ways to rebuild units and sometimes just point been involved in sales, and we
Staff Liaison know sales positions are definitely not to
to brush up on older applications that they
Lea Ann Reed be overlooked. If most of your business
ADS Headquarters may not have seen in a while. As I am sure
most of you are aware, a well skilled, hard comes from outside your city, as I’m sure
working diesel mechanic is hard to come is the case with most of us, your sales
by, and the better versed they are, the more representatives are the eyes, ears and face
of an asset to the company they become. of your company. Your local customers,
The great thing is it starts with us, up and CONTINUED ON PAGE 28
WWW.DIESEL.ORG 11ADS INTERNATIONAL CONVENTION & TRADESHOW
NAVIGATING YOUR
PATH TO THE FUTURE
By Lea Ann Reed
12 POST CONVENTION 2017A
nother ADS International Convention &
Tradeshow has come and gone. Members learned
valuable information, networked with peers, and
saw the latest in diesel technology. Each year this
event aims to give those in the diesel industry the tools
to better their business. This year’s increased focus on
technical and training topics as well as the continued
time to network and visit the Tradeshow have given those
in attendance this decided advantage.
On Tuesday, Tony Salas of Powertrain Training taught a
six-hour class on the newer Duramax Diesels. During the
session, more than 50 attendees received educational
training on the Duramax Diesels used on the Silverado,
GMC Sierra and the Top-Kick and Kodiak GM Diesel 6.6L;
an in-depth overview of the engine - including real world
case studies and examples eclipsing textbook only classes.
The Board of Directors and ADS Committees also met
on Tuesday. At the conclusion of the Board of Directors
meeting, Ted Hess of H.G. Makelim Company and Ken
Batton of Southeast Power Systems of Orlando Inc.
completed their terms as members of the board and
newly elected members Sue Haven of Oregon Fuel
Injection Inc. and Bryan Menke of R&R Engine & Machine
were welcomed. The Board and Committees discussed
association business and ways to help members get the
most out of their involvement. If you are interested in
being on a committee, the mainstays of the association,
please contact Lea Ann Reed at lea.ann.reed@diesel.org.
WWW.DIESEL.ORG 13ADS INTERNATIONAL CONVENTION & TRADESHOW
NAVIGATING YOUR PATH TO THE FUTURE
The annual Ribbon Cutting Ceremony
opened the Tradeshow on Tuesday
evening and kicked off the Get-
Acquainted reception. Everyone enjoyed
seeing old friends and meeting news ones
in the reception.
Educational and general sessions began
on Wednesday morning, and concluded
with a full afternoon in the Tradeshow
and many networking events in the
early evening. Warm welcomes from
ADS Executive Director David Fehling
and ADS President Carl Fergueson
opened the General Session. Keynote
speaker, Rich Ferguson, spoke about
how the many changes in today’s diesel
marketplace have affected the industry.
requirements are impacting the release dates of the new
Shifts in the market including parts distribution, DPF and
BMW and Mercedes diesel models. FCA is also back with
AMT have changed how the diesel industry does business.
diesel versions of the Ram and Jeep Grand Cherokee.
Rapid changes in technology and regulations have impacted
both OEMs and shops. Ferguson also emphasized Uptime Alliant Power’s Nate Breunig presented information on the
and Telematics, and how they are providing opportunities new partnership with PurePower Technologies and new
for shops to expand services to customers. product offerings. They have also taken the first step into the
Class 8 market with the Detroit Diesel Series 60.
Ezra Finkin, Policy Director with Diesel Technology Forum,
discussed how global challenges and fallout of the VW Bob Pattengale from Robert Bosch, LLC wrapped up the
scandal have impacted the diesel marketplace. Sales of diesel morning sessions prior to the ADS Business Meeting with
vehicles in Europe have declined with the growing negative a discussion on “Why Do New Parts Fail”. He reviewed
perceptions and many major European cities promising to common issues that would cause parts in common rail to fail
ban diesel and gas vehicles in the future. The spillover from including batteries and fuel contaminants.
Europe has had less of an impact in the U.S. where only 3%
of passenger vehicles are diesel. In the U.S., growth in 2016 The Annual Business Meeting & Presentation of Awards
had 280,000 more diesel passenger vehicles on the road. concluded the morning’s sessions. Bryan Menke and Sue
New models are also coming to the U.S. market, including Haven were formally inducted as new board members.
the second-generation Chevy Cruze diesel, the Mazda Charles Oliveros of Williams Diesel Service received the Joe
CX-5 and the new Ford F-150 diesel. New EPA testing Callahan Memorial Appreciation Award presented by the
Replacement Parts Committee. Plaques were also presented
to Tradeshow exhibitors for their commitment to the ADS
Convention & Tradeshow.
2017 ADS AWARDS
5 YEAR AWARDS 20 YEAR AWARD
Diesel Core Combustión Diesel de
Herm-Archer Monterrey S.A.
KDiesel S.R.L. 35 YEAR AWARD
15 YEAR AWARD ProDiesel
Alliant Power 45 YEAR AWARDS
Cummins Delphi Diesel Aftermarket
Goldfarb & Associates Inc. (see photo to the left)
14 POST CONVENTION 2017ADS INTERNATIONAL CONVENTION & TRADESHOW
NAVIGATING YOUR PATH TO THE FUTURE
Attendees then enjoyed a networking luncheon after the and compensating sales personnel. They also fielded
morning sessions and had the afternoon to visit the booths in questions from attendees about these topics. Following the
the Tradeshow. presentation, attendees enjoyed lunch on their own and had
the afternoon in the Tradeshow.
After the Tradeshow the first Owner’s Collaboration Meeting,
sponsored by the Business Management Committee, gave 50 The final day of the Convention and Tradeshow started with
service member owners time to talk about opportunities and breakfast in the Tradeshow and one final chance to finish
challenges faced in their business. The annual Forerunners up business with exhibitors. Some took advantage of show
Networking event also gave attendees 40 years old and specials offered by some companies as well as making follow-
under a chance to network with their peers and determine up appointments to continue business. After lunch, Danny
how they can be a part of the association to help better their Sanchez of Autoshop Solutions talked about the opportunity
business and careers. e-commerce provides companies. His presentation included
tips on how easy it is to set up an e-commerce site, how to
On Thursday morning attendees received loads of information promote it, and the most common site fails.
from training seminars and service member panels. Michael
Oliveros from Williams Diesel Service, started the morning The afternoon sessions continued with presentations
with an in-depth discussion on diesel exhaust aftertreatment by PurePower Technologies, Cummins Inc., and Delphi
systems. He covered the contents of diesel exhaust, gave a brief Diesel Aftermarket. The conclusion of the sessions was the
history on emissions and then explained all the components of popular Turbocharger Presentation with BorgWarner Turbo
the exhaust system. Finally, he covered common issues causing Technologies, Cummins Turbo Technologies, and Honeywell
failures and gave tips on troubleshooting and maintenance Transportation Solutions. The Turbo Booster Award was also
suggestions. This relatively new topic garnered 30 minutes’ presented to Kenny Taylor of Melett.
worth of questions from those in the audience.
The evening concluded with a final networking opportunity,
Following Oliveros, Mike Cleary of ATSS/Cleary Automotive the Wild Shirt Event. Attendees wore a wide variety of
gave real world tech tips covering many Powerstroke engines crazy and “out there” shirts while visiting and cementing
including the 6.7L, 7.3L, 6.0L, and 6.4L. He discussed common connections for the next year.
codes received on these engines and possible issues and fixes
associated with them. During the Convention, registered companions were not idle.
On Wednesday afternoon, they gathered at the Twisted Tea
After the break, Andy Girres, Diesel Specialties Inc., Mike hosted by Sandra Fergueson, wife of Carl Fergueson, ADS
Perkins, Diesel Plus, LLC, and Gord Reid, N.W. Fuel Injection, President. They enjoyed mingling and making plans for the
discussed their experiences starting their drive-in service shops. week as well as getting to know those new to the Convention.
There were great questions from the audience prompting Thursday morning 20 companions loaded on a bus and set off
discussion of many aspects of the drive-in business. Topics for the Pahrump Valley Winery where they enjoyed a tour, a
included how technician time was allocated, diagnostic billing wine tasting and lunch in the Symphony Restaurant on the
or non-billing, and advertising and promotion of services. property. Companions also enjoyed the Tradeshow and the
other networking opportunities at the Convention.
The next panel focused on sales. Carl Fergueson, Taylor
Diesel of Nashville, Warren Stewart, Industrial Diesel Mark your calendars for August 7-10, 2018 when the ADS
Inc., and Jeff Richman, Midwest Fuel Injection Service International Convention & Tradeshow returns to San
Corporation presented information on hiring, training Diego!
16 POST CONVENTION 2017Diesel in the News
Calibrated for Change Bosch Introduces the HDS
Malabon Diesel Celebrates 50th Anniversary
200 Heavy-Duty Scan Tool
Manila, Philippines, April 17, “The milestone signifies a new in North America
2017 – On its golden anniversary, beginning -- a great opportunity
Malabon Diesel acknowledges to become a good steward. We are Bosch announced the new HDS 200 heavy-
the importance of sustainability on our 50th year, and we plan to duty scan tool, offering an easy-to-use, cost-
and employing environmental strongly stay for another 50 years.” effective solution for technicians working
practices throughout its operation. Roberto said. “And now is the time on Class 4-8 trucks. HDS 200 is a solution
Embracing a new business to start implementing significant for aftermarket repair shops that sometimes
principle that helps guard its ability sustainable initiatives.” service heavy- and medium-duty trucks.
to deliver excellence, ensures The tool also is beneficial for heavy-duty
our social and environmental The first sustainable action is the shops that need a second triage tool or need
responsibility, and gives stability to reduction of at least 50 percent of to equip their mobile repair trucks, says the
future generations. our environmental impact in the company.
next three to five years. This is
Founded on April 17, 1967 by structured around three priority To better assist technicians in diagnosis and
the father and son team of Mario focus areas which, taken together, repair, the tool displays and graphs live
and Roberto Bernardo, Malabon help define what sustainability data from SAE standard MIDS/PIDS along
Diesel has grown from a small one means to Malabon Diesel. with on-screen definitions of diagnostic
diesel test stand operation to three Specifically: trouble codes and is HD-OBD compatible.
workshops directly employing 40 Users have the option of recording data to
• continuity of clean diesel
people and dealing in parts and playback information. The tool offers Global
technology
equipment sales. The company’s OBD II Quick Test for gasoline and diesel
year-over-year investment in • environmental stewardship engines. For seamless integration into the
facility upgrades is testament to its • community sustainability shop, a demo mode allows the opportunity
commitment to service excellence. engagement for technician training.
18 POST CONVENTION 2017Shop Profile
Area Diesel Service, Inc.
By Mallory M. Kahl
E
astward Expansion was how Area Diesel Service, Inc. “I’m often tasked with leading the nickel tour of our Illinois
entered into 2017. The company that was founded in facilities for new customers and suppliers,” Owens continues,
1973 in Illinois, and then expanded into Iowa in 1984, “it’s one of my favorite responsibilities. We are nestled in the
opened a branch location in Indianapolis, Indiana in middle of the bread basket and literally surrounded by corn
January of 2017. fields, new faces enter our facility through the original doors
“We have spent 2017 offering Area Diesel’s services while in the original building that Val built in 1973. Short of that,
distributing turbochargers and fuel injection components there isn’t much left that is the same.”
to a growing customer base throughout Indiana and A building that has seen expansions, remodels, even walls
beyond,” states Indiana Branch Manager Dave Keiner. taken out to put in testing and machining equipment - and
The Indiana branch offers counter sales, as well as acting as most importantly - hundreds and thousands of products
a warehouse and distribution center. Allowing Area Diesel sold, manufactured, remanufactured, warrantied, repaired,
to increase their coverage and improve logistics, so products and tested for thousands of customers in the United States
get to customers as fast and cost-effective as possible. and all over the world.
Area Diesel’s President Val Leefers founded the
company, specializing in diesel fuel systems, in 1973. Area Diesel Service, Inc.
Leefers is still involved with daily operations. His Year Company Started: 1973
original vision, along with the humble building that
was home to Area Diesel from day one is still present Year you joined ADS: 1973
on North University Street in Carlinville. Number of Employees: 50 (All Locations)
Parts Manager for Area Diesel, Curtis Owens, often Location: Carlinville, IL; Pleasant Hill, IA; Indianapolis, IN
heads formal and informal tours of the facility. Website: www.areadieselservice.com
20 POST CONVENTION 2017Shop Profile
town. One facility is for specialized testing,
manufacturing and quality systems, while
the other acts as the core return facility, with
the sales and marketing offices. The main
retail sales, corporate offices, service facilities,
warehouse and distribution center for Illinois
remains on the original property.
Purchased in 1984, the original Iowa facility had
necessary updates over the subsequent years,
but there was always a need for more space.
In 2011, the building underwent a complete
renovation. The facility tripled in size, and
offered enhanced areas to facilitate the services
“It doesn’t take long for someone who hasn’t been here to offered. The renovation was a reflection of the growth of the
realize we’re serious about what we do in Illinois - and at all business and the needs of Area Diesel’s Iowa market.
our branches,” Owens states, “The investments in technology
Corey Stallings wears a few hats for Area Diesel, most
and modern equipment are vast. From a state of the art, fully importantly as their Iowa Branch Manager and Website
CNC-controlled machine shop to the scientific laboratory- Coordinator.
style common rail remanufacturing facility.”
“It’s not enough to supply quality parts to the public
Over the last few years, the Carlinville, Illinois branch has anymore,” Stallings stresses, “Diesel engines are becoming
grown beyond the walls of the ever-expanding headquarters.
The company occupies
Nozzle Chatter two 9/11/2014
Ad.pdf additional1:37:26
facilities
PM in the small CONTINUED ON PAGE 23
C
M
Y
CM
MY
CY
CMY
K
WWW.DIESEL.ORG 21Diesel in the News
Porsche May Ditch Diesel Engines
Porsche will decide at the end of the their strategies. Volkswagen’s diesel cars over the next 10-15 years and
decade whether its latest generation emissions litigations have cast a would decide at the end of the decade
of diesel engines will be its last, CEO shadow over its Porsche division whether diesel had a future at Porsche.
Oliver Blume told Reuters. Diesel’s and the sports car brand, which first German prosecutors last month
image has been badly tarnished by introduced diesel in its Cayenne SUV started investigating Porsche staff
the emissions scandal and revelations in 2009, is considering its options. to see whether they were involved
that some engines pump dangerously Blume said Porsche would offer a mix in designing illicit engine-control
high levels of NOx into the air, of combustion engines, plug-in hybrid software and regulators are examining
prompting many carmakers to review vehicles and purely battery-powered whether the Cayenne was fitted with
such a device. To tap into growing
demand for electric cars, Porsche is
spending a billion euros ($1.2B) to
overhaul its main Stuttgart plant and
build its first battery-only model - the
The
TheComplete
Complete DPF
DPF Service
CleaningSolution
Solution four-door Mission E saloon which is
Extend your diesel particulate filter life due on the market in 2019. Counting
with the DPF 300 Master Series on growing demand for high-end
electric cars, Porsche may spawn
another zero-emission model off the
Mission E platform, for which it plans
an initial capacity of about 20,000 cars
at its Zuffenhausen factory, Blume
said. An electrified version of the top-
selling Macan SUV is also possible.
NEW FROM
HARTRIDGE!
BorgWarner Enters
Into Agreement to
Acquire Sevcon
Visual detection
of failed DPF cells. BorgWarner announced that
it has entered into a definitive
agreement to acquire Sevcon,
Inc., a global player in
electrification technologies.
Sevcon complements
BorgWarner’s power electronics
capabilities utilized to provide
electrified propulsion solutions.
BorgWarner said the acquisition
supports existing strategy to
supply leading technology
Why clean diesel particulate filters? for all types of propulsion
• Cut running cost • Increase DPF service life systems; combustion, hybrid
• Improve fuel consumption • Avoid secondary damage due to and electric. The expected value
• Reduce vehicle downtime failed DPF’s of the transaction at closing
is approximately $200M and
is expected to close in the
fourth quarter of 2017 subject
delphiautoparts.com to the satisfaction of closing
hartridge.com
conditions.
222017_DPSS_DPF_SERVICE_FLYER_NE_EN_5X7.5_PRINT
POST CONVENTION 2017 (2).indd 1 7/28/2017 1:06:44 PMShop Profile
CONTINUED FROM PAGE 21
increasingly more complicated to work on,
to the point the average owner can’t justify
the investment in the proper tooling to
work on them. Vehicle owners need a repair
shop they can trust. That’s why we doubled
down on our drive-in service commitments
during the remodel.
And that’s why we
continue to invest in
the proper tooling
and diagnostic
equipment to be
a leader in diesel
vehicle service and
repair in Central found on various social networks, engaging
Iowa.” with customers and offering special
In modern times, promotions through those platforms.
not all expansions “With the rise in mobile usage it is
and renovations for important that a website be built with
business result in newer or bigger buildings. Area Diesel responsive technology to better adapt itself to the wide
has embraced the way technology frames business and range of devices that customers are using to access it,”
commerce with their online presence. The company can be
Nozzle chatter 200916.qxp_Layout 1 20/09/2016 18:32 Page 1 CONTINUED ON PAGE 30
Only quality repair
parts give quality
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By using Melett parts for your turbo repairs you can
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WWW.DIESEL.ORG 23MARKETING:
From Matches to Mobile
By Danny Sanchez
I
f you’ve been in business long Got something to sell? Somewhere, together to achieve the desired
enough, you might remember a somebody is looking for it. It is result. Just a few of the most popular
time when marketing was incredibly amazing what sells on the internet. programming languages are Javascript,
simple. I remember those days - our The most obscure parts, the silliest PHP, C#, Ruby on Rails, and there
marketing plan consisted of what accessories - there doesn’t seem to be are much more. It isn’t about picking
was sitting on the front counter, a a limit on consumer demand for the the best one, it’s about picking the
stack of business cards and a box of most inane, even if it provides only a best one for the application. Some are
matchbooks with our logo on it. I brief moment of entertainment from better at handling database integration,
remember what a big deal it was the normal life. When it comes to the and some are better at creating more
day we got an order of key chains vehicles we drive, there are few drivers engaging user experiences. Most
with our logo on it. It was like our that aren’t interested in hearing about developers will choose to work with
world had just expanded, and we had the latest expensive upgrade to add a the languages they are most familiar
a global reach with our branded key few horsepower to their pavement or with in order to produce the best
chains in hand. dirt pounding machines. For the online results.
retailer, the question becomes, “How
Nothing stays the same, certainly not do I connect with that person?” Google and other search engines
in marketing, but especially in business. only know what you tell them about
Parts and service companies have Your Website is Your Anchor yourself via your website. It doesn’t
embraced change by looking for new Beyond the pictures you have carefully matter that you have been in business
streams of revenue and new sources selected to display on the front page for over 60 years to Google. What
of clients using digital technology to of your website, there are hundreds, matters is how long you have had an
expand their market reach. Delivery sometimes thousands, of lines of code active website with unique content on
is a day away in almost any part of and protocols that make a website it. It doesn’t matter to Google that you
the United States and just a few days show on the screen so quickly, and have the best parts and/or service on
for many countries nearby. Many hopefully professionally. All websites the North American continent. Google
companies have recognized the are not built in the same language. In can only see what other people say
national and global possibilities of fact, most websites are a cocktail of about your business on the internet.
e-commerce. programming languages combined
CONTINUED ON PAGE 26
24 POST CONVENTION 2017S1000
CODING
All Makes Coding Solution
A unique, cost effective solution to generate correction codes for
DENSO/DELPHI injectors on your existing test bench - Easy set up -
Test Plan files supplied by Merlin - Compatible with Merlin S4000
MK2 / S8000, CRI-PC, AVM2-PC, Bosch 708/815
paul.sherburn@merlindiesel.com│www.merlindiesel.com│+44(0)1772 694185
WWW.DIESEL.ORG 25MARKETING: From Matches to Mobile
CONTINUED FROM PAGE 24
For that reason creating unique, well- your website rising in the search pages. There is no silver bullet for a successful
written content, and pairing that with Sounds simple, but it isn’t. Unlike online campaign - it takes a mix of
well-built technology is paramount for being a Hollywood star, the motto internet tools to add strength and
online success. “even bad press is good press” doesn’t longevity to a revenue-generating
apply to online profiles. Only positive stream. Pay-per-click, or PPC, is one of
Most often, your website is your first activity where people are liking you the most popular ways to drive leads
impression, and with mobile devices for the right reasons, and only great to your retail site or website. Amazon
now dominating the internet, you content that people appreciate and has its own internal version of PPC,
can’t afford to have a less-than-useful “like” and “share” can help you reach but Google is the dominant supplier
experience when someone tries to the top of the search pages. of PPC with its product called Google
use your website on a mobile device. Adwords. I wish we had this tool
Mobile responsive websites have available 25 years ago, as it would have
become the standard building practice
of responsible agencies, and for the “. . . creating unique, well- made getting new business in the door
so much easier! PPC is considered the
more advanced, building websites
with a “mobile first” mentality means written content, and pairing highest return on investment generator
because it can be hyper-targeted to
building for the growing demands
of mobile computing. Google has that with a well-built exactly the right person at the time
of need. That being said, it can also
placed a tremendous amount of its
search algorithm into making sure that
technology is paramount for be the largest waste of cash when it
is done wrong. Remember I talked
websites that are mobile-friendly and
that have excellent mobile usability are
online success.” about having a well-written, mobile-
friendly, professionally-programmed
found easier than websites that are not. website? Here is where it can pay off.
I remember climbing stacks of tires in Google uses the quality of your website
Social Media and Your Website our warehouse in our shop in California. to determine the relevancy of your
By now, there is a pretty good chance A little kid with his head sticking out solutions to the individual searching
that you have heard the saying, “Every of a tire stack would have made for a the internet. The higher the relevancy
business should have a website!” viral opportunity on social media back of your internet presence, the better
Unfortunately, it was a saying based then. Today, you would have moms chance you have of paying less in
on the worldwide web prior to the from every corner of the country and PPC and ranking higher in the search
volume of competition that exists in social workers banging on your door for engines. Basically, the better you do
today’s digital marketplace. Now, the allowing a child to be at risk for all those for your customer, the more Google
saying should read, “Every business tires crushing him. Be thoughtful on rewards you.
should have a professional, constantly what you post online. Yes, kids, kittens,
evolving internet presence.” Your and puppies are social media gold, but There is a pretty good chance that
website is the anchor to all your make sure they are in a safe place when while you are reading this article, you
marketing, including digital and you snap a picture! are in the same room that you have
traditional marketing, but it is not the access to a desktop computer. There
limit of your digital presence. Social Driving E-Commerce is an even better chance that your
media sites like Facebook, Twitter, and How many people are already selling mobile phone is either on your person
Instagram have become more than just the same part you would like to build or well within reach without getting
a place to share a picture of last night’s a website around? That is the question up. Wondering what the score of last
dinner. Search engines like Google use you have to ask for every item you night’s game was? It’s only a few taps
your activity on social media platforms, want to spend money on to market away. Did you forget to order flowers
like Facebook, as “signals” that your online. Every website and every online for your anniversary? Also, tap, tap,
business is active online and worthy retailer that sells the same part is a done. Want to research which company
of additional attention. Just as you competitor. The good news is that not has the best deal on replacement fuel
would assume, the more attention you all competitors do a good job at selling injectors for your weekend toy hauler?
can garner through social media, the their products online, and there is Well, that’s only a tap away too.
more opportunity you have to find always room for improvement.
26 POST CONVENTION 2017Diesel in the News
Cummins Positioned for Growth Forrunners Forum
& Leadership in Emerging CONTINUED FROM PAGE 11
Technologies on typical bases, deal directly
with management because it is
Cummins announced plans on how it will continue to position itself as a more convenient. However, out
of town customers rely mainly on
leader in current and future technologies, such as the use of electrification and
your sales force for service, and it
alternative fuels. The company said it is prepared to provide a range of power
is imperative they have adequate
technologies from diesel and natural gas to fully electric and hybrid powertrains training on product lines, prices,
to ensure they always have the best solution for their application. Cummins establishing relationships and,
continues to focus on its core business segments - engine, power systems, most of all, communication. I was
components and distribution. Examples of success in this business include lucky enough to have two well-
products like the company’s largest engine platform to date, the QSK95; the established sales representatives,
latest X15 engines, which offer class-leading fuel economy and maintenance Carl Ferguson and Charlie
costs, leveraging proprietary components technology like the innovative single Walker, train me effectively on
module aftertreatment, which is 60% smaller and 40% lighter. how to build a customer base for
our company. Again, set a few
Cummins is exploring potentially partnering with others to ensure development weeks aside and travel with your
of leading technology in energy storage, power electronics, traction motor sales force until you cover your
systems and component control for commercial applications. Cummins will complete territory. Teach them
begin electrified powertrain delivery in 2019, including battery electric and how to take notice of the little
plug-in hybrids. Today, Cummins delivers zero emissions natural gas engine things in your customer’s office.
systems addressing air quality issues and requirements. Today’s natural gas Use them as an icebreaker to start
engines and fuel systems have a much longer range, and increased fueling a conversation and establish a
station availability which lead to significantly improved uptime and total cost personal relationship with each
of ownership for fleets. Longer term, the company’s Research and Technology customer. Another component in
Dept. continues to investigate the viability of alternatives like bio-fuels, synthetic training a rep is product visibility.
They need to carry a different
fuels and hydrogen. Cummins has also invested in exploratory projects focused
product into your customer’s
on Proton Exchange Membrane and Solid Oxide Fuel Cell technologies - both
establishment each time they
with increasing potential to offer superior power density over the traditional stop in. Make sure the customer
internal combustion engine. can see, touch and experience the
product. With this approach, you
have a much better chance of them
relating to the product and making
Daimler Continues To Bet On Diesel the sale.
Daimler said its new four-cylinder OM 654 engine, first introduced in
In short, each one of our
its new E-Class in 2016, will be offered across its entire model portfolio.
employees plays a vital role
Daimler said it spent €3B to develop the new engine. Daimler’s Board of
in establishing a successful
Management has approved a comprehensive plan for diesel engines and business. You have to have a solid
is convinced that diesel engines will continue to be a fixed element of the foundation, and without our
drive system mix. day-to-day employee’s, sales staff
and management being equipped
with proper training, leadership
is worthless. Be a strong leader,
provide guidance and daily
Mercedes-Benz Debuts X-Class Pickup direction in order to keep your
As pickup truck sales continue on a healthy climb upward, even team on top of the game. Always
Mercedes-Benz- a brand more identified with premium luxury and top- remember what Holtz said, “as a
dollar sport - is getting in on the action. The MB pickup aims to be tough team, you are only as good as the
— “a reliable workhorse and companion out in the field, on the prairie, person that leads you.” Combine
it all and your possibilities to grow
at construction sites and anywhere else,” Zetsche noted, while offering
are endless.
passenger car comfort, refinement and advanced technology.
28 POST CONVENTION 2017Since
1983,
RIMSS
has
developed
and
implemented
custom
soYware
Aus$n
Fuel
Injec$on
solu%ons
for
agriculture,
truck,
construc%on,
bus,
and
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&
Performance
Center
parts
and
service
businesses.
Each
unique
system
integrates
mul%ple
Aus%n,
Texas
areas
of
a
company’s
organiza%on
into
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framework,
thus
facilita%ng
Mr.
Mike
Schultz
faster
sales,
accurate
inventories,
expedi%ous
accoun%ng,
and
more
-‐
(512)
385-‐4890
all
at
the
touch
of
your
finger%ps.
Madsen
Diesel
&
Turbine
RIMSS’
technology
offers
companies
a
%me-‐saving
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St.
John’s,
Newfoundland
but
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as
important,
it’s
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34
years
of
commitment
to
Mr.
Geoff
Pearcey
unparalleled
customer
service.
The
team
at
RIMSS
considers
each
(709)
726-‐6774
client
a
partner
and
con%nually
strives
to
enhance
our
products
and
NW
Fuel
Injec$on
Service
LTD
services
as
clients’
businesses
evolve
and
grow.
Surrey,
Bri%sh
Columbia
Rela%onships
are
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Mr.
Gord
Reid
accessibility,
and
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communica%on,
which
not
only
(604)
882-‐3835
differen%ates
RIMSS
from
its
compe%tors,
but
also
ins%lls
loyalty
and
Taber
Diesel
Services
LTD
respect.
Taber,
Alberta
Mr.
Cam
Mandel
(403)
223-‐9636
Thompson
Diesel
Inc
Tulsa
/
Oklahoma
City,
Oklahoma
Mr.
Al
Johnston
/
Ms.
Linda
Stacy
(918)
250-‐2535
/
(405)
943-‐8536
A
Few
of
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Customers Our
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RIMSS’
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