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‘The core is the bloodline’

AlsoCommon defi nitions: What’s in a name?Remanufacturer of the Year 2016The Big Interview: Jens Uhl, ZF Services

www.ReMaTec.com

REMANUFACTURING INTERNATIONAL

Up close with Bendix

Big R/

ReMaTe

cUSA

PREV

IEW

INSID

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October 2016

EDITORIAL

ReMaTecNews 03 Email your comments and stories to [email protected]

‘Welcome to the future: let us know what you think’

As former Remanufacturer of the Year Jack Stack once wrote: “Remanufacturing is a tough, loud,

dirty business.” Yet, as he knows as well as anyone, it is also an industry where complex software and cutting-edge techniques are increasingly important.

Exciting developments come in different shapes and sizes: in this issue of ReMaTecNews we discuss robots, for example – but we are just as enthusiastic about the

common defi nitions for reman which have

been agreed by six different trade organisations. We applaud their efforts and look forward to

seeing the fruits of that hard work.

Two of those bodies, APRA and FIRM,

also want you to tell them your priorities so that they can convince politicians of reman’s importance. And they are not alone: asking for help is a theme of this issue of ReMaTecNews. We too want to take advantage of your expertise in reman. You may notice a new look and feel to the magazine, which builds on the tradition and success of the last 15 years, but also looks ahead to a bright future for reman. We want to be a big part of it. We hope you will fi nd a lot to enjoy in this issue - from a detailed preview of Big R/ReMaTecUSA to an in-depth chat with ZF Services’ Jens Uhl.

We have also asked readers to tell us what they see as the major challenges for reman – and, most importantly, what is required to overcome them. We will be asking similar things in every issue – please suggest more topics that we might cover. Having mentioned our Remanufacturer of the Year award, you can fi nd this year’s nominees in this issue of the magazine. Why isn’t your name there? Get involved and perhaps it will be in 2017.

For the next edition of ReMaTecNews we want to fi nd out what you and your company are doing: please email details of your news, including people moves and new hires, product launches and innovations, deals and joint ventures to [email protected] (in English please). Above all, we want to learn how best to help you: we want ReMaTecNews to connect readers with one another, to continue help fostering a sense of community in the reman sector and to provide practical information and inspiration. I am looking forward to our dialogue.

Published byRAI Amsterdam B.V.P.O. Box 77777,1070 MS AmsterdamThe Netherlands

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EditorAdam [email protected]: +44 (0)7931 502947

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Contributors in this issuePankaj Arora, Carsten Bücker,David Fitzsimons, Steve McQueen,Mike Rayne, Denise Rondini,Mary Sands, Volker Schittenhelm,Ramesh Subramoniam

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CirculationApprox.13,500 readers per edition. The magazine is delivered on a controlled circulation basis to recipients in Western Europe, Eastern Europe, Africa, North America, South America and Asia.

Adam HillEditor

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CONTENTS

ReMaTecNews 05Email your comments and stories to [email protected]

26

NewsABN AMRO makes reman prediction at Automechanika Frankfurt, while LKQ buys Andrew Page and Eaton appoints Drivetrain

Vox PopWe asked, you answered: what are the biggest challenges facing reman and how can the industry overcome them?

Viewpoint‘Why can’t reman growth match recycling?’ David Fitzsimons offers his personal thoughts on the way forward

Q&AAPRA chairman Carsten Bücker reveals his concerns for the future - and why reman was part of breakfast in his house

PeopleThe latest company hires, promotions and expanded roles: catch up with reman’s movers and shakers

Common Defi nitionsAs six reman trade associations agree on what terms to use for basic industry concepts, we consider why this is so important

PartnershipsTake a look at how hunting together is going to be the best way to secure reman’s place in an uncertain marketplace

ProductsA new name for Knorr-Bremse’s reman brand, Rolls-Royce wins Transdev deal and Gates extends engine warranties

14The Big InterviewJens Uhl at ZF Services on the importance of core returns - and reman’s sense of responsibility to future generations

18Big R/ReMaTecUSA PreviewProducts, exhibitors and conference sessions: we give you the lowdown on exactly what to look out for in Las Vegas

Remanufacturer of the Year 2016 Who will take reman’s most prestigious award? The nominees are revealed at rematecnews.com

COVER STORY‘The core is the bloodline’Henry Foxx at Bendix talks about theimportance of experience, and thedanger from clones and knock-offs

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06 www.ReMaTec.com Email your comments and stories to [email protected]

NEWS

In a previous issue of ReMaTecNews, apicture on the APRA page was incorrectlycaptioned. Rather than Malcolm Morris, it should have been Alan Smart, ATP chairman. The correct version is below.

ATP Industries Group secures The Queen’s Award for Enterprise – Innovation Category. Amanda Milling, MP for Cannock Chase, congratulates Alan Smart, ATP chairman, at the gala dinner of the APRA European Remanufacturing Symposium in Birmingham.

Remanufacturing is set to be one of the key circular strategies which automotive manufacturers will have to adopt if they want to meet future changes in customer demand. That was the message from David Kemps

of ABN AMRO, speaking at a workshop hosted by the European Remanufacturing Network (ERN) during Automechanika Frankfurt. ABN AMRO’s report On the Road to the Circular Car, published in collaboration

with Circle Economy, predicts that reman will play a major role as OEMs rethink production processes. Consumer trends towards wanting access to cars rather than owning them will mean that business models will

need to change. The ‘reman bootcamp’ workshop also identified some of the main barriers that prevent reman from taking place on a large scale. These were:

• Mindset of OEMs• Benefits of reman are not understood and accepted• Reman firms are not visible• Market simply demands cheaper products and parts • Gaining access to cores is difficult• Trade barriers• Companies need to reverse engineer as suppliers do not share engineering info about products

Reman will form part of a new standard of circular strategies, which also include modular design, use of used and recyclable materials, life-time extension, smart take-back schemes, and high value recycling, said Thijs Jasink of car electronic component remanufacturer ACtronics.

Reman key to circular strategy

David Kemps, ABN AMRO

Reman leaders are hopeful that the agreement by six trade associations to find common definitions for basic industry terms - ‘remanufacturing process’ and ‘core’ - will help increase awareness of remanufactured products. “The increased use of remanufactured products around the world is accelerating an international drive towards a circular economy,” says John Chalifoux, president and

chief operating officer of MERA. The common definitions will “further help the industry communicate the quality, value and sustainability benefits of remanufactured goods”. The fact that they have been agreed across borders is particularly significant, according to Salvador Munoz Zarate, general manager of WABCO Reman Solutions and delegate of CLEPA to the Basel Convention: “It’s a giant step forward for a global and ever-growing industry.” Peter Bartel, vice chairman of the APRA Europe Board, insists that remanufacturing is more and more on the agenda of governments, adding that the decision “will enable us to speak with one voice, enabling us to better present our views and solutions around sustainability to our customers, relevant organisations, policymakers and governments around the globe”.● See What’s in a name? p35

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NEWS

NSL AUTOMOTIVE EXPANDS

UK reman firm NSL Automotive Components has announced plans for further investment at its Coventry, West Midlands, base following a series of contract wins. NSL specialises in remanufacturing power steering racks, pumps, boxes and brake calipers for the automotive and light commercial motor trade, but plans to grow its product range. The company says it is currently developing the processes to allow the remanufacturing of electrical steering columns.

ACE AWARD LAUNCH

The Remanufacturing Industries Council (RIC) is to launch a new awards scheme at APRA’s Big R/ReMaTec Remanufacturer of the Year Award reception in Las Vegas. The first annual RIC Remanufacturing ACE Award will consider nominees in three categories across all reman sectors. The categories are: Advocate (which looks for the promotion of reman in business, government or education); Collaborate (for those which work with other companies, regulatory bodies or law makers to promote reman); and Educate (which will be won by someone with “a passion toward educating others about the many benefits of remanufacturing”).● See Big R/ReMaTecUSA preview, p18

Remanufacturing can lead to a 25% reduction in demand for new lithium-ion batteries used in electric vehicles, according to research by the US-based Mineta National Transit Research Consortium. “This is a great achievement, keeping in mind the environmental impact of the manufacturing process for new batteries,” says Mineta’s Dr Charles R. Standridge. The researchers suggest that use of lithium-ion batteries in vehicles is growing in order to support electrification and meet increasing average gas-mileage targets and to decrease greenhouse gas emissions. The report, Advances in Repurposing and Recycling of Post-Vehicle-Application Lithium-Ion Batteries, identifies reman as one of three

methods to improve the post-vehicle-application use of electric vehicle batteries. The other two are repurposing for non-vehicle, stationary storage applications, and recycling - extracting the precious metals, chemicals and other by-products. The report says that recycling capacity needed by 2030, regardless of the percentage of post-vehicle-application batteries

selected for reman, will be approximately 85% of the combined repurposing-remanufacturing capacity. “The need for recycling becomes significant for the first time between 2022 and 2024, growing steadily over time thereafter,” the report says. It will be important to build capacity that is flexible between repurposing and remanufacturing tasks, it concludes.

Reman cuts new battery demand

The Center for Remanufacturing and Resources Recovery (C3R) at Rochester Institute of Technology in the US is restoring

legacy components using Optomec’s LENS 3D hybrid vertical milling center (VMC) system. C3R is employing the LENS 3D Hybrid VMC as a way to remanufacture complex components for industry and government equipment. The hybrid system at C3R utilises LENS 3D printing technology integrated within a conventional CNC vertical mill providing additive and subtractive capabilities in a single machine tool. The LENS process can either fully build 3D metal parts, when replacement parts are no longer available, or selectively and precisely add materials onto an existing metal component of almost any three-dimensional shape – making it suitable to perform reman operations. Leveraging LENS Directed Energy Deposition technology, the process, combined with a traditional mill, allows parts to have damaged material removed, surface prepared, structure restored and function machined back into the part, all within a single set-up.

C3R focuses on Optomec LENS


NEWS

TREADWRIGHT GETS GREEN AWARD

TreadWright Tires has been given an environmental award to mark its reman work. The US group has won Business Intelligence Group’s BIG Award for Business: Green Company of the Year 2016. “Sustainability has always been a key element to TreadWright’s business strategy,” says Anthony Showen, CEO of TreadWright. The award was given “for its efforts in providing durable, sustainable, remanufactured

tyres at an affordable price, minimising the environmental impact of the millions of tyres and tyre compounds thrown out each year in the US”, the fi rm says. Production is at the company’s facility in Houston, Texas. TreadWright uses the same mould cure process as traditional manufacturers of OEM tires. “Modern companies are now relying on their customers for inspiration and direction to improve and launch new products,” says Russ Fordyce, MD of Business Intelligence. The awards are judged by business executives using a scoring system which seeks to measure performance across a range of business areas.

US group LKQ Corporation, the owner of Euro Car Parts in the UK, has bought UK auto parts distributor Andrew Page. LKQ is acquiring most of the assets and operations of Andrew Page, other than seven of the Leeds fi rm’s 109 branches. Robert L. Wagman, LKQ president and CEO, insists that “customers will benefi t from an extended range of products”. Jim Sumner, chairman of Andrew Page, says: “We are pleased at the completion of the sale, which brings the business and its employees into a global group with more than $8 billion in sales.” Sumner will stand down after the transaction

is completed. Andrew Page had sales of £192 million last year and has over 2,000 full-time and part-time staff. Chief executive Mark Saunder adds: “This is a great deal for Andrew Page and its employees and puts us in a strong position for the future. We are looking forward to working with LKQ at an exciting time for the motor parts sector, which is undergoing consolidation throughout Europe.” Andrew Page’s interest in the reman sector includes deals earlier this year to become a supplier of TRW single shock absorbers and Hoffman turbochargers through Autocharge UK.

LKQ buys Andrew Page

Power management company Eaton has added Drivetrain Service & Components to its Authorized Rebuilder programme. Eaton launched its scheme in 2013 to ensure that locally-built remanufactured transmissions include genuine Eaton components. Based in Bensenville, Illinois – near Chicago’s O’Hare Airport – Drivetrain “has a long-standing and well-regarded reputation as a premier rebuilder in the greater Chicago area”, says Bill Fouch, NAFTA aftermarket manager at Eaton. “This new partnership with Eaton verifi es our commitment to always providing the very best

in quality products,” said Drivetrain president Paresh Patel. Other companies signed up to the scheme include PowerTrain in Indianapolis, New Jersey-based TransAxle, and Pacifi c Truck in Edmonton, Alberta. To be part of the programme

they need to complete Eaton’s technical and sales training and meet Eaton’s reman criteria. Eaton had sales of $20.9 billion in 2015. Founded in 1980, Drivetrain has 30 employees and a 40,000-square-foot offi ce, warehouse and shop facility.

Eaton appoints Drivetrain

Eaton’s Authorized Rebuilder programme has been running since 2013

Trend for reman mergers continues with LKQ’s acquisition of Andrew Page

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Before After

Before

After

REMANUFACTURER OF THE YEAR


The pursuit of excellence

ReMaTecNews’ Remanufacturer of the Year award is the most prestigious honour in the remanufacturing

industry. Founded in 2005 and now in its 12th year, the prize is given to a person or business that has served the remanufacturing industry with particular distinction. Within the industry it is considered a major accolade and, over its lifetime, the award has celebrated the achievements of some of the reman industry’s most important and best-known names.

Fittingly, at a time when we are all increasingly aware of our responsibilities to future generations, the award is intended to highlight the huge commercial and environmental benefi ts of remanufacturing.

The winner of the trophy – whether a company or an individual - will stand head and shoulders above their peers and will have served the reman sector with particular distinction.

For example, it could be that a fi rm

has, in some way, made a special contribution to the remanufacturing industry. Equally, it may be given to a person who has shown a continually excellent performance in their work or whose efforts have been proven to make a real difference to the industry. Either way, candidates are evaluated on a number of stringent criteria, which include technical excellence, commitment to quality, impact on the remanufacturing industry and customer service.

Winning is hard: in 2015 the honour went to Søren Toft-Jensen, founder and owner of Denmark-based Borg Automotive, Europe’s largest independent remanufacturing company. He received the award for outstanding entrepreneurship in the fi eld of reman over the best part of 40 years. During this time he has transformed a modest electrical repair shop in a small town in Denmark into a European heavyweight with around 900 employees and signifi cant operations in the UK, Poland and Belgium.

The list of Remanufacturer of the Year Award winners from previous years reads like a Who’s Who of the reman sector:

2015: Søren Toft-Jensen, Borg Automotive (pictured left)2014: Jack Stack, SRC Holdings2013: Alan Smart, ATP2012: Doug Wolma, Dana Corporation2011: Philippe James, Remy Automotive Europe2010: Francois Augnet, TRW2009: Carsten Bücker, BU Drive Group2008: Johan van Gerven, MRT Engines2007: Martin Detzen, MD Rebuilt2006: Alexander Schäfer, MS Motor Service Int2005: Jens Lindholm, Holger Christiansen

The nominees for ReMaTecNews’ prestigious Remanufacturer of the Year 2016 award have been announced – now the judges have to decide which company or individual has done enough to lift the trophy at the BigR / ReMaTecUSA later this month

Following in famous footsteps

For a full list of nominees, go torematecnews.com

THE BIG INTERVIEW


Jens Uhl has an eye on the future. As a boy, he did not dream of a career in reman – but the head of remanufacturing & repair at

ZF Services is glad that this is where he landed fi ve years ago. “It excites and motivates me to work in a business which covers in combination three aspects: to deliver requested products for the market, to secure jobs with the continuously growing business and to take care for our environmental protection for our next generation,” he says. He has been with ZF for nearly a quarter of a century now, in a variety of different functions in several international locations. Uhl got to know ZF during a voluntary half-year internship in the US, where he was studying production engineering. He even did some work at the edges of reman all that time ago, making an academic study of the recycling and disassembly of washing machines “It was a great opportunity to start with ZF’s international trainee programme because I could rotate through several business areas,” he recalls now.

Social responsibilityBefore moving into the aftermarket, he was responsible for the industrialisation of hydraulic pumps and electric motors for steering pumps and was leading volume production, making more than

four million units per year. This set him thinking. “When you have children and, with that, take over additional social responsibility for another generation, you start to think more and more about sustainable management and growth,” he says. This explains why Uhl is so proud of his company’s efforts to preserve resources for future generations. “This commitment to sustainable environmental protection is anchored in ZF’s Corporate Principles and is the basis for our work,” he explains. “We design our processes and products to be as energy- and resource-effi cient as possible. We reduce our environmental impacts - such as CO2 emissions – continuously by improving our standards and with that being a role model when it comes to environmental protection.” Non-profi t projects, under the ‘ZF hilft’ banner, are also a big part of ZF’s mission, supporting numerous national and global projects on education, social affairs, culture, environmental protection and sport.

Environmental protectionBut reman itself is a really good example of industry doing its best to be ‘green’, he goes on: “With remanufactured components, manufacturers and users

Taking care of

the futureFor Jens Uhl, reman is a fi ne source of revenue and job creation – but perhaps most importantly, it helps conserve resources for the generations which follow us. Adam Hill fi nds out more

THE BIG INTERVIEW


can contribute to better environmental protection. The impact is even stronger than that of recycling, although the proportion of recyclable materials in new ZF products amounts to around 95%. When remanufacturing a used unit, 50-90% less material is required in comparison to the manufacturing of a new product.” These are the sort of fi gures which should be more widely known by the public. He also points to initiatives within the European Union to reduce CO2 emissions and ensure sustainability, such as the commitment by G7 members at their summit in 2015 to support the circular economy and remanufacturing. “China for example has integrated remanufacturing as part of their fi ve-year plan,” he adds. There are still challenges to meet, he acknowledges, with trade barriers in countries such as Brazil, Turkey, Russia and China, for instance. “The local authorities and markets are not experienced to deal with core deposit systems and ownership of cores,” Uhl goes on. “In addition transboundary restrictions of these countries still handicap dealing with cores or remanufactured products across the borders. Here we need support by the governments via our associations.”

“I’m not a loud manager: the business and the customer’s satisfaction are what’s important…the best possible result counts, not who made it”

Pushing ahead: ZF Services looks to reduce its environmental impact

➤

THE BIG INTERVIEW


Signifi cant businessHowever, all in all, the concept of the circular economy – and reman’s part in it – has become better understood in recent years, with the lobbying efforts of associations doing great work in pushing the reman sector’s contribution. “But of course, the whole sector needs even more advancement,” he says. At present, remanufactured components - mainly transmissions, axles, steering systems and clutches - form a tiny percentage of ZF’s sales but Uhl expects this to grow. “We have already in some product lines a signifi cant business with remanufactured products,” he says. “We assume that, due to technical reasons but also due to reasons of future legislation, the demand will grow. For transmissions or axles - particularly for CVs, buses or off-highway vehicles - reman complements our repair service in our worldwide service network perfectly, depending on individual customer demands.” As products become smarter and more complex in the future – for example, by integrating mechatronic components together with tricky software – this need will increase. Of course, the rise in the proportion of electrical components in vehicle systems seems to present a real challenge for reman companies. “For us, as Tier 1 supplier, it is an opportunity,” he confi rms. “The more we step into our own production of mechatronics in the future, the easier it is for us to set up our own suitable reman processes.” ZF itself has undergone a signifi cant change recently, with the TRW transaction and creation of one ZF Aftermarket organisation. “With TRW we enlarge our product portfolio in general with the target to be a one-stop shop for our customers as well as we also extend our

product portfolio for remanufactured calipers and steerings,” he explains. It also increases the global footprint of ZF’s reman production locations. “TRW is very advanced in remanufacturing for calipers and steerings in Europe,” he says. “And we can improve core management together by using one enhanced system for commodities, which will simplify the process for our customers.”

Supportive managementPutting these things in place is made a great deal easier if companies’ top management is supportive, and Uhl has been lucky in this regard: he speaks with some fondness about his mentors. “Alois Ludwig, the former CEO of ZF Services, and Hans-Peter Bach, in the ZF Services Board once responsible for reman globally, supported me by giving me the scope to form our worldwide reman approach and activities, including core management,” he says. “For such a strategic approach you need support, the power and the network too for getting strategic decisions quickly.” And what about Uhls himself? He sounds like the sort of senior executive who supports his staff and enjoys giving them the credit wherever he can. “I’m not a loud manager,” he laughs. “The business and the customer’s satisfaction are what’s important, and it is my job to bring that alive. The best possible result counts, not who made it.”

➤

‘We still need to improve the core return’

The idea of the core is one to which Jens Uhl of ZF Services returns more than once: it is one of his frustrations that the core is not taken seriously enough. For commodity parts, ZF uses the core collection network CoremanNet of Circular Economy Solutions, “to provide the customers a system as simple as possible for them”. Reman-friendly design is also important in the early stage of product design, he adds. “We still need to improve the core return,” he says fi rmly. “There has to be an understanding that, without core return, there is no reman. Everybody in the whole distribution channel down to the workshop and consumer needs to understand that the core is the basis and a value that needs to be returned as we all have learned in principle to do with bottles – and still money drives to return an unbroken bottle, to refi ll it again in this circular economy. Everybody has to be aware about it and fi nally to support this requirement. Of course, this needs an additional effort, the acceptance to deal with deposits or core surcharges via the entire distribution channel and also the right systems.”

Bright future: ZF expects reman demand to grow

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: at the core of remanufacturing

BigR/ReMaTecUSA PREVIEW


Las Vegas has cemented a reputation as a grown-up playground - but for one weekend this month (29-30

October) it will be a magnet for anyone in the remanufacturing industry.

While Kanye West and Elton John are both playing elsewhere in the city, reman professionals will be doing business at the BigR/ReMaTecUSA event as their main attraction.

Big name suppliers from various industry segments will host exhibits from noon until 5pm both days of the show. A total of 90 companies will display products and services including alternators, starters, remanufacturing equipment, electronic components, engine parts, turbochargers, testing/diagnostic equipment, brake components, cleaning equipment, air conditioning/cooling components, transmission parts, steering system components, lighting, powertrains and more.

As a bonus, on Saturday 29 October, BigR/ReMaTecUSA shares one large exhibition fl oor with the Automatic

Transmission Rebuilders Association’s (ATRA) Powertrain EXPO. In addition to the exhibition there will be speakers and educational seminars. Keynoting the event is Bogi Lateiner, a master mechanic and star of All Girls Garage on the Velocity Channel. Lateiner’s session is titled Remanufacturing Your Brand: How to Maximize Sales & Profi ts by Overcoming Negative Perceptions. She will explore the perceptions remanufacturers have to compete with, what the end-user is demanding of replacement parts and how to position your company to maximize sales and profi ts.

A writer, speaker, teacher and recognized industry spokesperson, Lateiner will provide answers to the following questions:• Who is your customer and what are

they looking for in a replacement part?• What are the challenges facing the

reman industry?• What is the perception of reman parts

and how to overcome it?• How can you differentiate your

company from the competition?

• How can we all work together to overcome obstacles facing the automotive industry as a whole to rebuild a stronger future?Mike Rayne, managing director of

FTI Consulting, is giving the Sunday 30 October breakfast presentation titled Remanufacturing Industry Disruption: Trends and Opportunities. Rayne will review the automotive industry in the context of new and emerging technologies along with the reman implications.

His presentation will focus on short-, medium- and long-term risks and opportunities. Rayne is an industry veteran with more than 35 years’ experience in the automotive industry and served in global executive roles for Delphi and TRW.

Last year 1,400 attendees from 60 countries took part in the show and took advantage of the opportunities the BigR/ReMaTecUSA provided to grow their network inside and outside the US. For full details please visit the website: www.rematec.com/usa

BigR/ReMaTecUSA: open for businessNetworking opportunities and educational sessions plus product and services exhibits: Denise Rondini looks at what visitors can expect from the BigR/ReMaTecUSA event in Las Vegas

BigR/ReMaTecUSA PREVIEW


At a glance: BigR/ReMaTecUSA seminar programmeThe show also features a seminar programme covering a variety of topics. Mohammad Sammii, president and owner of Sammy’s Auto Electric Service in Champaign, Illinois, will provide an update on newer charging and starting systems including those from Chrysler, Honda, Toyota and various LIN alternators. He will also give a brief introduction to vehicle communication systems and data-bus operation.

Additive Manufacturing and 3D Printing — Hype or the Future of Reman? is the title of a presentation by Michael Haselkorn, from the Golisano Institute for Sustainability at the Rochester Institute of Technology. Haselkorn will review both additive manufacturing and 3D printing and will use case studies to show the ways these technologies are being used in reman. He will also speak about growth opportunities for these technologies in the industry.

Bob Jeffries, manager of fl eet services at Delco Remy, a Borg Warner Company, will focus on batteries in his session AGM Batteries: The Good, The Bad and The Ugly. He will explain what AGM batteries are, their advantages and disadvantages and also give tips on how to speak with customers to avoid misapplication of these batteries.

Advanced Test Methods for Starters & Alternators and their Components will be presented by Phillip Falk, of StrAuCon International. He will look at how dynamic test methods can improve warranty testing and give information about the condition of the alternator prior to disassembly. Falk will also show how an oscilloscope can quickly indicate which components are faulty, and will address starter and alternator brush technology.

Bob German, engineer and business development manager for Flight Systems Automotive Group will focus his presentation on strategies and practices for reman mechatronics.

The growth of modules like ECMs, throttle bodies, EGR modules, instrument clusters, actuators and infotainment systems present new opportunities to remanufacturers and for independent aftermarket companies to collaborate with Tier 1 and automotive OEMs. The session will discuss the size and scope of the market and the capabilities needed to reman these components. There will also be a discussion about the future of this segment of the reman market.

Hybrid Parts are Inter-Connected to Everything is a presentation by Craig Van Batenburg, CEO of ACDC. He will explain how the connectedness of hybrid systems impacts your job as a remanufacturer. The session will focus on hybrid cars. Batenburg will also present additional sessions titled Plugin Cars are Connected to the Power Grid and The Connected Future Cars.

Omar Cueto and Dennis Jacinto will co-present a session on e-commerce titled E-Commerce: Grow Your Reman Business One Click at a Time. They will explain how using Amazon, Alibaba and similar sites can connect you to potential customers all over the world.

There will also be a panel discussion on parts cleaning technology – since no reman operation is complete without a cleaning operation. The discussion will center around the types of cleaning currently being done, as well as the latest cleaning technology developments.

Remanufacturer of the Year Award

The Remanufacturer of the Year award will be presented on October 29 during the BigR/ReMaTecUSA reception. Since 2005 ReMaTecNews has awarded the automotive and commercial vehicle remanufacturing industry’s most coveted award to an individual or a company that has served the sector with particular distinction.

Companies and individuals nominated candidates for the award. It seeks to honor those who have made a special contribution to the remanufacturing industry, an individual who has shown a continuous excellent performance or whose efforts have been proven to make a real difference to the industry.

Candidates are evaluated on a number of criteria such as technical excellence, commitment to quality, impact on the remanufacturing industry and customer service.

Visit us at Automechanika FrankfurtSeptember 13–17, 2016Hall 5.1, Booth B20

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Big R/ReMaTecUSA EXHIBITOR LIST


Company Booth

3Dvangelist 209

A

APRA - Automotive Parts Remanufacturers Association 701.802

Accumax Auto Parts. Inc 634

Aftermarket International 519

Armec S.N.C. 202

ARMEX™ 409

AT Hidraulic 539

B

BPS Cores, Inc. 400

C

Circular Economy Solutions GmbH 606

CRP Automotive 401

D

D&D Instruments 618

D&V Electronics Ltd. 605

DACTEM Technologies 628

DAH KEE Co., Ltd. 806

DC Tricore Inc. 525

Diesel Parts of America 624

Dieselcore 210

Dorman Products 527

DS USA Ltd. 717

Duncan Recycling and Refining LLC 629

E

E&E Turbo 619

F

Flying Usa 608

G

G2 Diesel Products 601

Globo-SA Inc 614

Gobbi Spare Parts S.p.A 632

Goldfarb & Associates Inc. 708

Company Booth

H

Hangzhou Autosalon Exhibiton Co., Ltd. 610

HART BROS CORE CO LLC 501

HC-Cargo 700

Hebei Changli Auto Parts Co., Ltd. 810

Hebei Jiang Lun Electrical CO.,LTD 709

Hejian Jiu Jiu Mechanical Electrical CO.,LTD 816

Hejian Xinglin Vehicle Accessories Factory 809

Hejian Zhongli Auto Parts Co., Ltd. 808

Herm-Archer Turbochargers 603

Houghton International Inc. 506A

Huichang Company 720

I

International Automotive Trading, Inc. 625

J

Jada USA, Llc. 626

Jiangsu Easyland Automotive Corporation 515

JJ Cores International Inc. 506

K

K. Wilson 627

Kotek America, Inc. 704

L

L R Miller Company, Inc. 710

Lester Catalog Company 505

Level Seven 310

Litens Aftermarket Network 703

M

MCI Cores 533

Melett North America Inc 716

MSG 638

Mylex International Inc. 309

N

NSK 528

Company Booth

H

Paul Automobiles 722

Phoenix Automotive Cores 715

Picopulse (ChangShu) Auto Motor Company Limited. 711

Pollution Control Products Co. 725

Pos Service Holland 611

Power Test, Inc. 600

R

RAS Rebuilders Automotive Supply 301

Romaine Electric Corporation 529

Ruian Mingzhou (Sinomz) Auto Parts Co., Ltd 602

S

SDA Import-Export B.V. 718

T

Taizhou Proch Auto-Parts Co., Ltd. 828

The Recycler Core Company Inc. 201

TRANSBITE/Allen Woods & Associates 824

Turbo International 604

U

Unlimited Packaging & Supplies, Inc. 622

V

Vensel Enterprises 804

W

Wagner Alternators & Supplies, Inc. 700

Wah Seng Industry Sdn. Bhd. 702

WAIglobal - Wetherill Associates Inc. 505

Y

YOTA Enterprise 630

YouTech Group LLC 701.802

Z

Zhangjiagang Loubuv Remanufacturing Technology Co., Ltd. 814

Big R/ReMaTecUSA FLOORPLAN


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Theater

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201

608

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ATRA Powertrain EXPO

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804

100

710

715

209

708

614

301

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810

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704

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Volker Schittenhelm, reman specialist, Schaeffl er Automotive Aftermarket

ChallengeAll reman associations and stakeholders must set up a ‘wish list’ for politicians so that they can support the reman industry to increase knowledge about, and acceptance of, reman parts in the markets. There are tax issues, such as tax reduction and the common treatment of core taxes within the European Union and globally. Within the next fi ve years I expect reman quotas for end-of-life vehicles (ELVs): car manufacturers then must fulfi ll these quotas. For that, they need their suppliers with reman businesses - so every reman executive should be prepared for that additional demand.

SolutionThe automotive reman industry should promote the just-released reman defi nitions for a) reman product b) reman process and c) core. They must set up a promotion package to explain to people the difference between reman and material recycling. I also believe the ‘push’ market (where we all have to inform the market about reman) will change to a ‘pull’ market (which exists in the US already, where the customers ask for reman fi rst).

Reman today:ReMaTecNews asked the reman industry two questions: what are the challenges that should be front of mind for executives right now – and how can we overcome them? The answers are not exactly what you might expect

Timo Flettner, head of sales, TransTec Europe, Middle East and Pacifi c Rim

ChallengeRemanufacturing competes with new parts and technologies. There are also new repair techniques and product innovations, plus the complexity of integrated components and range coverage to consider. The frequency of repairs is overall lower - and increases later - than for the total aftermarket: so it is a challenge to plan the launch of new products or to put the right products in place at the right time. Parts availability has a signifi cant impact on success and customer satisfaction. There is a threat from new, cheap parts produced in low-cost countries, and growing environmental consciousness in emerging markets. In general, the market trend is for longer life-time of original units and single parts (parts are getting better and better) combined to achieve reduction in fuel consumption and CO2 emissions. The technology of parts and units gets more complex, requires more

knowledge and technical education of rebuilders - which is time- and cost-intensive - also for test equipment (for example, electric power steering). Full range coverage is required to offer a one-stop-shop solution, which requires effort in range development and parts availability. Economic crisis and political instability in some European regions changes customers’ buying behaviour. More cheap, acceptable quality products are being traded and offered from competitors in low-cost regions (for example, India and Far East) and enter the EU market, which ends in a price war.

SolutionIncrease the offer of technical products, services and support to explain your product value against new or cheap parts produced in low-cost countries. Adapt your business to technology changes. Offer a full parts portfolio, especially in mature and growing markets with sustainable products and services. Find ways to compete against low-price new parts. Adaption of the parts offer to new technologies and fi nding ways to compete against low-price parts - combined with high support and services - are the key elements for success.

Michael Kelly, sales and marketing manager, D & V Electronics

ChallengeSurviving the down market: 2008 to 2010 were very bad years for car sales worldwide, and now we are experiencing what low OEM car sales mean to the aftermarket. Technology changes: we are in the electrical area - starters, alternators, electric motors, inverters. The technology at the OEM level is

uncertain, so in a few years it will be equally uncertain in the aftermarket. Electric motors cost thousands of dollars and the equipment will be correspondingly more expensive and complicated. Do remanufacturers have the knowledge?

SolutionWe saw the slowdown coming: are you ready for the leap to 18 million vehicle sales from eight million? Training and preparation is the key.

Join the conversation!

the big challenges – and solutions

And for the next issue, give us your opinion on this statement: China is an opportunity for reman - not a threat!

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COMPANY PROFILE


‘The core is the

US group Bendix Commercial Vehicle Systems has been involvedin the commercial vehicle industry since 1927: Henry Foxx,head of the group’s remanufacturing business, tells Adam Hill where things are now – and where they might go in the future

bloodline’

There is no substitute for experience. The history of Bendix Commercial Vehicle Systems goes back to the 1920s,

which is quite some lineage. Now based in Elyria, Ohio, Bendix can draw upon a wealth of knowledge in its role as a Tier 1 supplier of comprehensive air brake systems and components along with leading edge active vehicle safety and driver assistance systems.

Remanufacturing is high on its agenda too: compressors, air dryers and brake shoes account for the majority of the company’s reman revenue, while valves and electronics currently make up the rest. Foxx predicts that this will grow. “As we move forward, we expect to see an increase in electronics,” he says.

Foxx is a nominee in ReMaTecNews’ prestigious Remanufacturer of the Year competition. He is also a thoughtful interviewee, weighing up questions carefully before giving full, considered answers. For example, asked if he thinks reman is recession-proof he thinks for a few seconds in silence. “It’s more stable,” he says fi nally. “If the economy started to decline, then reman wouldn’t decline as much. You wouldn’t see those wild swings.”

Leveraging expertiseThere is a similar care in what Bendix is doing in reman. “We can leverage our proven OE expertise,” Foxx continues. “For example, we use the same kind of tests in reman as we do in OE production. If we didn’t have that expertise it would be more diffi cult. The majority of our reman products are the same as those we provide from an OE perspective. As we move forward we’re looking at those which will still service the commercial vehicle marketplace. As we’ve grown in reman, we’ve launched an all-makes product line. Putting out a competitive reman compressor, for instance, is an example of how we’re complementing our base portfolio.” The company’s synergies in the commercial vehicle marketplace will help this growth, Foxx believes.

Relations between Bendix and its Munich-based parent company, the Knorr-Bremse Group, are more than cordial, Foxx insists: “Our parent also has a reman group and we work together very closely from a manufacturing and testing viewpoint. We’re very well integrated in reman, with a lot of the same processes being utilised.”

Across its North American manufacturing campuses Bendix has four

Bendix reman shoes are riveted according to the same quality standards as OE shoes

COMPANY PROFILE


facilities dedicated to reman: two in the US and two in Mexico. The former, located within the manufacturing operations in Huntington, Indiana, are focused on remanufacturing shoes and compressors. “We’ve been remanufacturing compressors in Huntington for over two decades, so that strong footprint was already there, but we’ve gone into other areas as well,” Foxx says. These newer ventures include looking at electronics. Meanwhile, two plants within the company’s campus in Acuña, Mexico, have production lines focused on the reman of air dryers and valves.

Extending lifeBendix favours process-oriented operations, based on Six-Sigma practices, but is keen to see new techniques coming down the track. “We’re always looking at how to extend the useful life of the core,” he suggests. “The core is the

bloodline of remanufacturing.” To that end – and along with many others in the industry - additive manufacturing is one avenue of interest at the moment. Foxx muses enthusiastically about the possible applications of 3D printing: “Is there an opportunity there in remanufacturing? How do you utilise it? We’re still at the investigation stage. As with any new process, initially there are cost concerns but these will come down. We’re still looking at the business case.”

One thing that is clear is Bendix’s desire to expand its reman footprint. “We’re transitioning other processes over from OE, so it’s a matter of time before

these are integrated,” Foxx continues. “The timeframe depends on the product.”

When asked about how competitors might view Bendix, he answers initially with his own thoughts on the company’s place in the reman industry. “Bendix is currently one of the premier remanufacturers,” he says. ➤

“Rebuilt is not reman: there are knock-offs and clones being thrown out by someone posing as a remanufacturer”

Bendix brake shoes cool down following the application of the advanced coating and oven curing process

COMPANY PROFILE


“Look at our history: the ability to apply our experience and expertise at OE manufacturing and apply that – similar processes and testing – and use them in the reman arena, that separates us from the rest.”

Bendix’s breadth is also impressive, he believes. “From reman shoes to electronics – it’s a broader array than most,” Foxx continues. “But it’s not just about products, we have a voice in the industry itself. The Bendix name and technological depth is recognised. Through an ongoing and highly interactive dialogue, we understand the voice of the customer and we are always in search of delivering a good value proposition.”

‘Knock-offs and clones’This voice is important. Foxx is conscious of the challenges posed by less scrupulous companies, which do not offer the benefi ts of fully-remanufactured products. “Rebuilt is not reman: there are knock-offs and clones being thrown out by someone posing as a remanufacturer,”

➤

Before (above) and after (right): used dryers await evaluation...while remanufactured AD-9s are ready to be boxed and shipped

he says. “It is incumbent on us as industry leaders to aid in building awareness and confi dence in the marketplace to demonstrate the benefi ts of reman. It is important that customers should not be wary: it is important to us, being a remanufacturer, to make the market more aware of the quality and performance of reman products versus rebuilt or used products. One thing is clear: other options are sometimes linked to reman but don’t provide the quality or performance.”

He warms to his theme. “We disassemble, inspect and test components, then replace components, assemble and fully test them to current OE spec before providing it to the market – but others don’t do the same due diligence: in some cases they don’t replace components, so they are putting a product out there that just works for a period of time.”

This will not hamper Bendix’s growth

in reman, he says. “As we launch a new OE product we’re already looking for a reman version of that product. We’ll also be searching for products to complement the existing portfolio.”

Despite the competitiveness of the sector, he sets great store by sharing knowledge. “We’re in an industry that’s still growing,” he says. “It’s important that, as issues come up which affect us all, players in the reman market have forums where we can share best practice.”

This will keep the sector moving in the right direction, he believes. “Continuous improvement is imperative,” Foxx concludes. “We have an unwavering focus on the customer in all that we do. The key is identifying customer needs and developing products which meet those needs.”

Put like that, it sounds simple: but truly, there really is no substitute for experience.

BENDIX: COMPANY HISTORY

1869: Westinghouse Air Brake Company established in Wilmerding, Pennsylvania to manufacture air brakes1927: Bendix Corporation formed by automotive engineer Vincent Bendix 1930: Bendix-Westinghouse Automotive Air Brake Company established following merger of Bendix and Westinghouse 1973: Bendix-Westinghouse becomes Bendix Heavy Vehicle Systems Group 1980: Company establishes worldwide parts distribution centre and remanufacturing operation in Huntington, Indiana 1982: Bendix Corporation merges with Allied Corporation: over next seven years AlliedSignal becomes parent of Bendix Heavy Vehicle Systems Group-Europe and truck air brake operation of Magneti Marelli is acquired1999: AlliedSignal merges with Honeywell International, continuing to offer Bendix brand name air brake and control systems and components in joint venture with German group Knorr-Bremse 2002: Knorr-Bremse takes over Honeywell Commercial Vehicle Systems, changing its name to Bendix Commercial Vehicle Systems

Foxx: ‘It’s not just about products, we have a voice in the industry itself’

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The three drivers of reman

The main drivers for companies to engage in remanufacturing are not the lure of environmental savings and economic incentives or the fear of legislation: the security of cores, future spare parts supply and brand protection are the underlying reasons.

Firstly, OES/VMs want to control the cores market and not let an independent aftermarket remanufacturer take advantage of the design knowledge, material and energy inputs invested by them. Secondly, they have to support their vehicles for 10-15 years and, after some time, remanufactured parts are the only way to supply the spare parts. Finally, OES/VMs want to protect their brand image and that translates to keeping control over providing the highest quality product possible. OEMs/VMs who do not remanufacture open themselves up to competition from their own branded cores in the aftermarket. There is a risk of cheap, poor quality OEM-branded products entering the market. As such, competition in the aftermarket can be a driver in reman decisions.• Go to www.rematec.com/blogs for more

ReMaTecNews 31Got a viewpoint to share with us? Email [email protected]

NOTES & COMMENT

VIEWPOINT

'Why can't reman growth match recycling?' David Fitzsimons

How could annual sales growth in remanufactured

products begin to match that seen in recycled materials over the past 20 years? And if this is to be done, which public policy instruments will make that growth possible? Thanks to the recent leadership of the Ellen MacArthur Foundation in combination with the long-term commitment from individual leaders such as Rolf Steinhilper, Walter Stahl, Binshi Xu, Nabil Nasr, Bob Lund, Henrique Rozenfeld, Mitsutaka Matsumoto and Bin Song, it looks now as if policy thinkers at the United Nations, Organisation for Economic Co-operation and Development, European Union and within some governments are going to answer these two questions. If a consensus emerges around the best combination of policies, this work could create a period of new business opportunities for OEMs and specialist third parties. Above all, if investors start to have confi dence in the policy prescriptions and come to believe that remanufacturing could follow a similar growth path to that witnessed in materials recycling – then expect to see many more mergers and acquisitions in the sector. Right now such prospects seem remote. Commodity prices continue to fall and over-production in

the Chinese linear economy churns out products at prices that sometimes undermine core collection systems. The tensions between possible longer-term benefi ts from the circular economy and the short-term need to sell today’s output, will not go away anytime soon. These tensions are just as evident in China’s 13th fi ve-year plan as they are in management meetings at many product-based businesses. But the potential prizes in terms of jobs, growth and improved resource effi ciency warrant our renewed support for those who are working on the policy proposals: the specialist staff and associated academics at the UN, OECD, EU and in governments. They will need to understand value chains in the sectors where remanufacturing already exists i.e. automotive, rail, aviation, HDOR,

marine, IT, medical devices, defence, as well as in those where it could yet be developed. The Brussels-based Remanufacturing Council (Conseil Européen de Remanufacture) – created as part of the European Remanufacturing Network project - will be supporting these global efforts to design an improved economic framework favourable to remanufacturers. Business leaders with operations in any part of Europe who want to shape these reforms are invited to get in touch.

the BlogBest of

“Over-production in the Chinese linear economy churns out products at prices that sometimes undermine core collection systems”

David Fitzsimons, managing director, Oakdene Hollins

NOTES & COMMENT


Robots have long since left the pages of science fi ction novels and are no longer only seen in Hollywood fi lms. Their

presence has enhanced manufacturing assembly lines all over the world - and they could be particularly well-suited to reman too, according to scientists at the A*STAR Advanced Remanufacturing and Technology Centre in Singapore.

Tijo Thayil, section manager for robotics development at A*STAR, thinks that robots will act as assistants to human workers in the future – rather than replacing humans altogether.

“We still need the intelligence and perception of the human to identify the appropriate tasks, and if the task is something that is repeated, it can be taken up by the robot,” he suggests. As technology has advanced, it has become possible for robots to carry out more varied tasks than ever. “When you produce a new part, we have the Computer Aided Design or CAD fi le and we know the shape exactly, everything is defi ned - you can move the tool according to the CAD fi le,” says Thayil. But this is not the case with a core, of course. “When it comes out

of service we don’t know how it will look,” he continues. “And now, with advancements in robotics, combined with the latest technologies such as vision modules and 3-D scanning systems, robots can be tuned to respond according to the variations in input condition.”

The ability of modern robots to handle smaller, less uniform batches could help smaller manufacturers – but also opens the way for this new technology to take a greater role in reman than has been possible before.

Rise of the reman robots

Carsten BÜcker Chairman, APRA Europe

Q What is your main role?A To get APRA Europe prepared for the future. The market is changing and the participants are changing through mergers, for example. It’s a big issue globally: the same thing will happen in the US, Europe, China and Asia. As an association, we must be a proactive part of the reman industry.

Q What do you love about reman?A I’ve been involved in the industry for 15 years through my father – growing up, the business was part of breakfast every day! I love that people working in reman are passionate: they are excited about what they do. This is what has made us the backbone of the circular economy.Q And what frustrates you about the industry?A With my APRA glasses on, we have a very, very fragmented market with

thousands of SMEs and several large OEs. Therefore it is very diffi cult to create one voice for reman because there are wide and sometimes different interests and different business demands.Q What companies do you admire?A Many companies. It is impossible to pick one. There is no way to compare Caterpillar or Cummins with a family-owned business, but there are many examples of companies which have developed their business

successfully over the last 10-15 years. One of those is Borg Automotive from Denmark – an incredibly successful story.

Robots have taken their place in a variety of manufacturing industries, including automotive: now they could be heading for a major role in reman too, according to artifi cial intelligence experts

Could robots have a bigger place in reman?

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PEOPLE


Automotive aftermarket veteran Ray Ingraham has been appointed by gasoline and diesel fuel injector specialist GB Remanufacturing as its central regional sales manager. During 44 years in the industry, Ingraham has held a number of management positions in both the distribution and vendor segments of the business. “We are pleased to have Ray join the GB family,” says Russ Barker, director of sales and marketing for GB. “Ray has a long history of working with his customers to grow their business. He has a common sense approach that will be benefi cial as we continue to work with our distributors to grow the very successful GB gasoline and diesel fuel injection programme.” Based in St. Louis, Missouri, Ingraham currently sits on the manufacturer’s advisory council for the Automotive Warehouse Distributors Association.

ATP Industries Group, the remanufacturer of transmission, powertrain and electronic products for OEM and aftermarket sectors,

has promoted Steve Steadman to the post of group fi nancial director. He joined the business in 1994

and is now responsible for all aspects of fi nancial

management and reporting of all ATP Group companies. His remit covers the purchasing and inventory teams,

as well as overseeing IT outsourcing. ATP

managing director Tony Peck says: “His experience and knowledge of the business makes him a valuable asset to the organisation, as we are looking at strengthening our market position globally.” ATP specialises in the reman and testing of complex automatic, CVT and dual clutch transmissions for the automotive and off-highway sectors, with clients including Ford, JCB, Volvo, Chrysler and Jaguar Land Rover in both the UK and China. The group is based near Birmingham, UK, and also has companies in Michigan, US and Guangzhou, China.

Steadman handles ATP fi nance

Veteran Ingraham joins GB Remanufacturing

New execs for UMC ReTech

US remanufacturer UMC ReTech has announced new executive appointments to its leadership team, which will report to UMC ReTech president Darryl L. Anderson. Ken Kraus becomes director of sales, leading the strategic planning of sales and service functions, including responsibility for the leadership and management of UMC ReTech’s internal and external sales teams, category managers and outside representative agencies. Chris Howd, director of product marketing, will lead the fi rm’s product development, supply chain management, marketing and cataloguing functions. Meanwhile Andrew Ross will be director of operations, overseeing the company’s continuous improvement processes, and Sid Fox takes the newly-created role of inventory manager. Anderson says the company is “leveraging its workforce expertise and product knowledge”.

Denso puts Peng in chargeDenso Products and Services Americas has created a new position to oversee its reman business. Yijun ‘Henry’ Peng, previously at Cummins, has been made general manager of operations in Murrieta and Long Beach, California. Peng will be responsible for all aspects of Denso’s existing reman business - as well what the company calls “its major expansion initiatives to meet

growing market demand for top quality reman products in North America”. The Murrieta plant deals with the reman of starters, alternators and diesel products and has recently added a new supply pump product line and expanded its fuel injector performance bench test capabilities. Peng was general manager of Cummins’ reman activities in China

where he oversaw business development, operations and long-term strategy. Most recently, he was operations leader for advancing Cummins’ next generation of high-effi ciency reman operations in the Americas. Peng has 15 years’ experience in the automotive and fi nancial industries: prior to Cummins, he was a senior consultant at both PwC and Deloitte.

COMMON DEFINITIONS


What’s in a name?

Remanufacturing processA standardized industrial process* by which cores are returned to same-as-new, or better, condition and performance. The process is in line with specifi c technical specifi cations, including engineering, quality and testing standards. The process yields fully warranted products.

*An established process, which is fully documented and capable to fulfi l the requirements established by the remanufacturer

Core A previously sold, worn or non-functional product or part, intended for the remanufacturing process. During reverse logistics, a core is protected, handled and identifi ed for remanufacturing to avoid damage and to preserve its value. A core is not waste or scrap and is not intended to be reused before remanufacturing.

The industry should be applauding the six trade associations which have come together to work out the common defi nitions of basic reman terms: their hard work will make everyone’s lives easier

Being able to put a name to something means you can identify it: being able to do that leads to understanding

of it – and if you can understand what something is then you can begin to accept its importance. This is why it is so heartening that six leading reman associations with members in the automotive sector have reached common defi nitions of basic reman terms.

It represents a tremendous leap for the industry when it comes to raising awareness of, and confi dence in, remanufactured products.

The European Association of Automotive Suppliers (CLEPA), Motor & Equipment Remanufacturers Association (MERA), Automotive Parts Remanufacturers Association (APRA), Automotive Parts Remanufacturers National Association (ANRAP), International Federation of Engine Remanufacturers and Rebuilders (FIRM) and Remanufacture Committee of China Association of Automobile Manufactures (CPRA) are to be congratulated in putting their heads together in this sensible way. “For many years, the lack of a common understanding within the sector has led to vigorous debate, misunderstandings

and lack of a unifi ed movement,” believes CLEPA president Roberto Vavassori. That should not be a problem from now on: if everyone in the industry uses these terms going forward, then the people who make the decisions which infl uence and affect reman – politicians and policymakers across the world – will have no excuse for not knowing what reman is and why it is so important to the economy.

Everyone who is worried about competition from the ‘spray and pray’ side of the market should embrace these defi nitions wholeheartedly. John Chalifoux, president and chief operating offi cer of MERA, talked of how these will “further help the industry communicate the quality, value and sustainability benefi ts of remanufactured goods”. That can only be a good thing. To fi nish, it is worth thinking about one of the defi nitions of the word ‘defi nition’ itself: it means ‘distinctness in outline’. Following the work of the reman associations, we will all be able to see more clearly.

Get the meaning: those two new reman defi nitions in full European trade associations have already agreed the following:

Remanufactured partIt fulfi ls a function which is at least equivalent compared to the original part. It is restored from an existing part (core), using standardised industrial processes in line with specifi c technical specifi cations. A remanufactured part is given the same warranty as a new part and it clearly identifi es the part as a remanufactured part and states the remanufacturer.

PARTNERSHIPS


For most of its history, the automotive remanufacturing space operated as a largely unacknowledged and unofficial

parallel process among OEMs and independent remanufacturers. As the OEMs worked to design and build new and better vehicles, independent remanufacturers and distributors developed the capabilities to work with the OEM cores. This effort resulted in long-lasting relationships with second- and third-tier vehicle owners who brought their used, out-of-warranty vehicles to independent remanufacturers to keep them on the road with remanufactured parts estimated to be up to 40% cheaper to consumers than new ones. This made remanufacturing a recession-proof industry. For example, according to the US International Trade Commission, during the economic crisis of 2009-2011, remanufacturing posted 15% revenue growth and 8% job growth even as auto sales hit a 30-year low. The industry employed half as many people in 2009 as it did in 2000. Today, however, that de facto understanding between OEMs and independents is beginning to fray.

The technology that goes into cars and trucks (sophisticated electronic systems,

designed by OEMs with proprietary and well-guarded intellectual property) has changed the nature of the vehicles we drive. It has also made reverse engineering them problematic (if not impossible) for the independents, of which there are approximately 2,000-3,000 in the US.

This means the independent remanufacturer’s basic business model is being challenged by technological innovation and is at risk. At the same time, automotive OEMs see enormous growth opportunities in the estimated annual $240 billion automotive aftermarket parts market, and remanufacturing is a fundamental component of this growth strategy.

Tier 1 OEMs are moving aggressively into the remanufacturing space. As they do, independent remanufacturers are being squeezed. They have the OEMs on the one hand, and the grey market and counterfeiters (especially in emerging economies) on the other. Indeed, a US Department of Commerce report estimated that auto suppliers lost as much as $45 billion worldwide in 2011 to counterfeiting, $3 billion in the US). However, as OEMs attempt to move into the remanufacturing space, leveraging their new proprietary technologies and

their brand power, to capture a greater part of the aftermarket and generate needed new revenues and growth, they confront significant barriers.

‘How can we hunt together?’To date, there is little evidence that OEMs can successfully capture those second- and third-tier vehicle owners, design products to be remanufactured easily, or develop the returns forecasting models that make for efficient remanufacturing processes.

Moreover, for fear of diluting their brand’s value with customers who might wonder why one OEM would be providing another OEM’s parts, OEMs have long resisted the all-makes-and-models remanufacturing standard that is part of what has made the independent remanufacturing business model so successful.

Hunting together for successOEMs and independents must get together and use their combined capabilities to address customer needs faster, more efficiently and more effectively, suggest Ramesh Subramoniam and Mike Rayne

PARTNERSHIPS


Both OEMs and independents are facing challenges and opportunities. The OEM’s challenge is to take advantage of the remanufacturing opportunity, reaching out to out-of-warranty vehicle owners who have long avoided dealerships and gone instead to independent suppliers for parts, and independent garages for repairs. Meanwhile, independents must learn to survive in this new environment.

If the OEMs eliminate the independents, the grey market will take over the aftermarket, providing no benefit to the OEMs, or to consumers who would have no reliable guarantors of quality as a result. And if the independents cannot work with the OEMs to access their new technologies, they will be consigned to a future product portfolio of lower-margin, lower-growth cores, such as brakes and shocks. The solution for both OEMs and independents pursuing growth is clear. As the president of an automotive OEM remanufacturer recently put it, the question to ask is: ‘How can we hunt together?’ OEMs and independents must acknowledge their interdependencies, and use their combined capabilities to address customer needs faster, more efficiently and more effectively.

To do so, OEMs and independents need to join in partnerships, joint ventures or mergers, because both have what the other needs to thrive. OEMs, however, must identify the right remanufacturing partners. That means performing due diligence that goes beyond the classic examination of financials to include the target remanufacturer’s:• Brand reputation• Distribution channels’ depth and

breadth, product range and customer base

• Margins and cost structures• Reverse logistics capabilities and core

management team• Ability to work with new technologies

that help companies track products, product defects, schedule work, and respond to customersIn the remanufacturing world, this

work has begun.

The barriers for OEMsAfter years of focusing on selling new products, OEMs lack a general understanding of remanufacturing, the aftermarket and what they both entail. Often, OEMs attempting to enter the aftermarket encounter push-back from their dealers who believe that a

partnership between their parent and an independent remanufacturer would erode their market share and revenues. In reality, those dealers do not have the market they fear losing.

Second- and third-tier vehicle owners, for example, do not go to dealerships for replacement or remanufactured parts. They go to convenient local independent distributors with whom, in many cases, they have had long and positive relationships. OEMs, frequently, are also concerned about diluting their brand by getting into the all-makes-and-models programme required to support the broad array of remanufactured products that will attract customers.

Again, in reality, the all-makes strategy already has moved from an exclusively independent aftermarket offering into the mainstream of OEMs, and quite successfully. For example, according to Transport Topics, Navistar’s Fleetrite brand, encompassing brands from Ford to Mercedes, has grown from $10 million to $150 million over the last six years.

Moreover, Tier 1 component manufacturers have learned to reverse engineer other OEM products. They can now remanufacture products they did not design or develop to the same quality specifications as their own using the same factories. Tier 1 OEMs that have ventured into the all-makes-and-models sphere, have increased market share without damaging their brand value.

The barriers for independentsToday, with the increasing electronic sophistication of almost all vehicles, customers need technical support as much, if not more, than parts. To provide that support, independents require access to proprietary technologies ➤

PARTNERSHIPS


and information, and access to special tooling, not to mention training in both. Without that access, independents may be doomed to a low-tech, low-margin future.

This looming reality should trump the independents’ fear of losing their identity by being swallowed up by large OEMs. If they wait too long to fi nd an OEM partner, independents may fi nd their competitors have already made their peace with them, leaving the laggards on the outside, looking in. That’s a dangerous place to be. The lower-technology remanufactured products those independents may be left with are under extreme price pressure.

Increasingly, this product category is being led by the grey market and, for some product families, by foreign OEMs offering low-cost new units which are further collapsing the independents’ margins and eating away their market share.

A classic case of disruptionWhile technology has created challenges and disruption within the remanufacturing industry, it has also brought opportunities and real growth potential. By leveraging their combined strengths, market access, and capabilities, OEMs and independents will fully realise the potential that the automotive market offers. With new automobile and light truck sales only recently returning to what they were 12 years ago, both OEMs and independent remanufacturers seeking growth need to adjust their business models accordingly.

That means joining forces, each contributing their particular strengths and expertise, to collaboratively address

business challenges strategically and holistically. There is valuable – but dispersed – knowledge in the supply chain, relating to distribution and product characteristics, that needs to be captured and integrated into remanufacturing processes and go-to-market strategies. This will ensure continued success and growth for both OEMs and independent remanufacturers.

The recipe for achieving this success is a well-defi ned partnership between an OEM and an independent. However, those alliances must begin with a comprehensive, well-defi ned due diligence process that looks to optimise the strengths of the prospective partners while minimising the risk of a poor strategic or cultural fi t.

It goes without saying that there are signifi cant opportunities in remanufacturing for companies, investors, and, most importantly, for society – and not just in the automotive sector. Recycling, reuse, and remanufacture, according to a 2014 Ellen MacArthur Foundation report, Towards a Circular Economy, could generate more than $1 trillion for the global economy by 2025, and create 100,000 new jobs in the next fi ve years. At the same time, remanufacturing can help preserve a global environment

and biosphere increasingly suffering from the depredations of the old linear manufacturing model, characterised by high energy usage, waste, and pollution. In the automotive sector, reaping the benefi ts of remanufacturing will take time, effort and a reordering of mindsets. But it will be well worth it.

A carefully crafted merger or acquisition, partnership or joint operating agreement, with the strategic intent clearly defi ned for both parties, can provide stronger solutions, more quickly, to the remanufacturing industry. This will generate enhanced revenue and profi ts for all stakeholders, and provide value throughout the supply chain.

➤

“There are signifi cant opportunities in remanufacturing for companies, investors, and, most importantly, for society” Ramesh Subramoniam (immediately below)

and Mike Rayne are both MD, corporate fi nance/performance improvement, FTI Consulting

• A version of this article appeared in FTI Journal (www.ftijournal.com)

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CIRCULAR ECONOMY


The concept of the circular economy has gained traction in industry and policy as a pathway to deliver resource

efficiency. While not a new concept, its widespread appeal has never been greater. Sharon Prendeville and Nancy Bocken, both affiliated with TU Delft, have written a paper showing the interplay between business models and design strategy in the context of remanufacturing, illustrating how both are interdependent and complementary. The paper aims to build understanding of design for remanufacturing activities through a real-world example of a business seeking to transition to remanufacturing.

One driver for the interest in circularity is the increasing awareness of resource scarcity as a key risk to business competitiveness and the potential impact this may have on businesses in the long-term. In the UK alone, market value of remanufacturing activities is estimated to be worth up to £5.4 billion, excluding the economic benefits of jobs created. Reman offers a means to retain control of products and materials throughout the product life cycle and therein, through remanufacturing, businesses can insulate against material price shocks and future material scarcity issues. Reman has therefore been identified as a ’sleeping giant’ whose potential,

once tapped, can fast-track companies to increased profits, while in parallel, realising circular practices within industrial systems.

A real-world pilotThe real-world example described in the paper came from a company with clear goals about what it wanted to achieve from the application of remanufacturing. The pilot study focused on an office task chair, typically sold to corporate clients on the European market since 1999. In particular, the pilot activity identified the following three needs: pre-assessment of products at the customer’s site to control the quantity of returning products, a product evaluation framework to support the remanufacturing team with on-site evaluations, and a definition of end-of-life-strategies for components that are replaced. The high-end office task chair was chosen because it has high residual value, a resilient design, easily replaceable parts, good supply and good demand.

The driving seatDesign can unlock the sleeping giant of profit for automotive reman: four key areas from a chair assembly pilot study explain how

“It became clear that, typically, three of the 12 components would need replacing: in most cases, these were the same three”

CIRCULAR ECONOMY


Four key areasThe selected chair was not originally designed for remanufacturing but had been identified as suitable by the company – it was also in part chosen because of the availability of thousands of office task chairs that had been returned by a customer.

The four key areas of the pilot study were:

• product evaluation

• environmental assessment

• commercial research

• product take-back activity

Once returned, the various components of the chairs were evaluated using a visual and mechanical inspection. Every component of the product was then described or given a ‘pass’ or ‘fail’. Through these tests, it became clear that, typically, three of the 12 components would need replacing: in most cases, these were the same three components. Only on very rare occasions would another component need to be addressed.

Reducing environmental impactsThe company set out to achieve a four-fold reduction of environmental impacts through remanufacturing the product. The findings of the assessment indicated that minimising the material cost of remanufacturing

means avoiding the replacement of as many parts as possible - and particularly any large components. Using polypropylene in place of polyamide in key parts lowers the overall impact of the product, and maximising recycled content in all parts - but particularly in any steel parts - would be beneficial. The secondary market value of the product was identified through an analysis of resale of similar products through channels such as eBay and second-hand dealers. The findings were positive and the company proposed that the price could be increased due to brand value associated with being sold by the original equipment manufacturer.

Identifying key barriersPrendeville and Bocken’s paper offers a multi-strategy approach which includes a supportive environmental analysis of the product, in combination with an exploration of design and business model strategies.

It provides a simple but structured framework of questions to investigate remanufacturing.

For example, one barrier to reman for a company might be the fear of future legal and financial costs, such as the risk of accounting for longer warranties – but the case company overcame this by more resilient product design through the development of durable products and

the evaluation of returned products. For companies interested in the possibilities of reman – in whatever sector - and who want to learn how to identify key barriers, this paper is a useful tool. • The complete text can be found at: http://www.io.tudelft.nl /fileadmin/Faculteit/IO/Actueel/Agenda /2015/50/Springer _Template_Prendevill_2015.pdf

The benefits of - and barriers to - eco-design

Remanufacturing is often talked about in the same breath as eco-design. Eco-design is a strategic approach to designing products to reduce environmental impacts across the whole product life cycle. In doing so, layers of waste can be identified but also layers of value. Prendeville and Bocken’s literature review shows that eco-design also has barriers: typical examples of these are cost and lack of resources and knowledge. Some authors propose that cultural aspects such as poor management commitment, lack of supply chain integration, supply chain relationships and employee attitudes as well as limited demand-side pull are key factors in determining why companies fail to act.

PRODUCTS


Gates warranty covers more engine partsGates has identified engine remanufacturers in both the passenger car and the heavy-duty markets as installers likely to benefit from extensions to its range of all-in-one drive belt solutions in single boxes. “Reputable reman specialists always fit new belts and tensioners on the auxiliary belt drive systems (ABDS) and synchronous belt drive systems (SBDS), but some of our latest all-in-one solutions for passenger cars also include belts, water pumps and thermostats,” says the company. It believes the packages are ideal for engine remanufacturers because the warranty that covers the belts and the tensioners extends to every part in the Gates box. This means the kits

provide additional assurance over a wider range of engine parts from a single supplier, as well as making it easier to order the correct parts for

the relevant engines every time. The company believes other key benefits are further credibility to the quality of the reman engine, as well as

additional assurance to the customer who could save a lot of inspection downtime in the event of a subsequent issue with the engine.

Rolls-Royce wins Transdev reman dealRolls-Royce has announced one of the biggest deals in its history to remanufacture around 400 MTU PowerPacks for Transdev Group, the largest private local transport operator in the German rail and bus network. The deal runs from 2017 to 2021. “The remanufactured PowerPacks are not just more affordable than new ones,” said Denise Kurtulus, director of sales services at MTU. “The ability to get fast delivery of exchange PowerPacks also means we can keep our customers’ vehicle downtime extremely low.” After the reman process, MTU said the PowerPacks are in an as-new condition, capable

of 18,000 hours (approximately 720,000 km) of operation. For some series, MTU is able to provide exchange PowerPacks (so-called swing units) before the drive systems are removed, thereby enabling the railcars to go back into service more quickly. Transdev uses the MTU Series 183 and 1800 PowerPacks in its Alstom Lint and Bombardier Talent vehicles.

NEW NAME FOR KNORR-BREMSE

Knorr-Bremse has changed the name of its reman brand. Launched at Automechanika Frankfurt, the name ‘EconX‘ replaces the previous term ‘Genuine Remanufactured Exchange Parts’. The company says this sums up the products’ qualities: “Original, value-based and sustainable.” The company revealed the latest additions to the EconX portfolio, including an electronic clutch servo. “As the world’s biggest trade fair for the automotive aftermarket, Automechanika is an appropriate venue for the launch of our new brand,” said Wolfgang Krinner, member of the management board of Knorr-Bremse Commercial Vehicle Systems. “Knorr-Bremse TruckServices understands customers’ needs and can deliver a wide range of reliable, economical aftermarket products and services. As well as the usual Knorr-Bremse OEM products, we also supply many remanufactured ones for value-based repair of older vehicles.” Reman products will have “a life expectancy appropriate for the age of the vehicle concerned”, the company added.


Facing future challenges

Back in April, at the APRA European Remanufacturing Symposium in Birmingham, discussions focused on the status of the European remanufacturing industry as well as future challenges to market participants and to APRA itself. That some of these discussions were extremely contentious is testimony to the fact that the entire reman industry - as well as the association - is in a transitional phase.

The European reman market is changing. On the one hand, corporate successors, acquisitions, mergers and investments are changing the face of the industry – and with it the member structure of the APRA. On the other hand, technology developments will defi ne the qualifi cation profi le of employees in remanufacturing and service in a new way and will demand increasing and short-term investments.

This can be seen as an opportunity as well as a potential threat. Those market participants who can meet these requirements and implement appropriate solutions can substantially increase their market share - not only in the automotive business, but in particular also in the

off-highway and the capital goods sector. On the political decision-making level, the ‘circular economy’ is being promoted, specifi cations are being drawn up and legislative initiatives are being submitted.

Our association must actively be engaged in political lobbying - not only to specify political orientation, but also to prevent incorrect decisions on policy which would have disastrous effects on the international reman business.

At the same time, all APRA board members agree that the top priority must be to put the interests of small and medium-sized enterprise (SME) members stronger in the foreground: these member companies (mainly managed by their owners) represent the broad base of APRA and are the backbone of the entire industry. The needs and expectations of SMEs have been neglected in the past and will in the future see much more consideration.

New goals for APRA In Birmingham it was decided to defi ne the goals for APRA Europe in the next 12-18 months. The critical success factors to reach this goal have to be identifi ed, the strategic basis for the alignment

of APRA Europe Division on the future political, technological and economic challenges must be developed and fi nally a detailed implementation plan must be put together.

All APRA board members work voluntarily and their fi rst priority, of course, is to their own businesses. That means the entire board requires the active support of all association members – for example, in press activities, attracting new members, participation in events, transmission of market and technology information or participation in projects.

One thing is certain: together APRA Europe has an excellent chance to establish itself as the European remanufacturing association and to ensure continued positive development of the remanufacturing industry in Europe.

Changing faces

Peter Bartel, chairman of APRA Europe for more than four years, has transformed the association to a widely-recognized remanufacturing specialist and an important partner of the major automobile associations through countless successful projects on the European political scene. Increased management responsibilities mean that he has no longer the necessary time to dedicate to APRA Europe and therefore he has vacated the chairman position. However, he will continue to work actively as a member of the board on current projects.

Reman remains at the centre of the circular economy

“The entire board requires the active support of all association members”

The remanufacturing industry is in transition – and so is APRA itself. But reman’s place at the centre of the circular economy remains vital and smaller companies need more consideration, explains APRA Europe chairman Carsten Bücker

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Tell us what you want

FIRM has become a trade association member of the European Remanufacturing Council (Conseil Européen de Remanufacture, or CER), Volker Schittenhelm writes. It is matter of record that, with the intense participation and contribution of FIRM, automotive reman - and with it engine remanufacturing – is now fi rmly on the political agenda. For proof of this we need only look at the fi nal documents of the last G7 Summit, the sustainability report of the German federal government and - last but not least – the work of CER itself. CER supports reman ‘as the backbone of the circular economy’.

First, some background: Horizon 2020, the fi nancial instrument and fl agship initiative from the European Union, is aimed at positioning the EU to secure Europe’s global competitiveness with regard to environmental protection and resource effi ciency. (https://ec.europa.eu/programmes/horizon2020/). Within that framework, the Center of Remanufacturing and Reuse (www.remanufacturing.org.uk/) received the order to establish a European Remanufacturing Network (ERN) - in which FIRM is already participating – and, perhaps more importantly, the CER.

As part of the general political will to support and develop the circular economy, it is the task of all of us to promote engine remanufacturing as an integral part of that economy. With our participation in the CER, we have made a giant step forward in that direction. It means that we now will have a voice in a comprehensive forum to represent our members, who are involved in the remanufacturing of combustion engines of all applications

(passenger cars, commercial vehicles, heavy duty, off-road, marine, agricultural, construction equipment, stationary equipment). And please bear in mind that we will not just speak about the service of remanufacturing or the sale

of remanufactured engines themselves - but also the legal aspects impacting our business: core collection, branding rules, repair and maintenance information, tax issues and so on.

Speaking with one voice: that can only work, if the representatives of FIRM in the CER have holistic knowledge of the needs, requirements and vision which the engine remanufacturers in Europe have.

Therefore we need your help: bottom-up communication is a must, an indispensable precondition in order to represent your business.

After the politicians have become aware of the automotive reman

business and discover its environmental protection

benefi ts, they will next ask us about our ‘wish list’, about our targets and about the means to support us. Is it fi nancial support and legal relief? Or shall we go for

tax issues, such as the unique additional tax in case of sales of a remanufactured product? Or shall we focus on tax reduction in general for

remanufactured products? The kick-off of this council will

be in Brussels and takes place in the fourth quarter of 2016. After

that, FIRM must come up with your wish list, with your ideas for the future,

in a package that we can present. Now it’s up to you to make trade

association democracy work: ask your national members, collect and classify what they want and send them to communication@fi rm-org.eu or to secretary@fi rm-org.eu. All your statements, demands and comments are needed - and they are highly welcome. www.FIRM-org.euwww.remanufacturing.org.uk/www.remancouncil.eu/

FIRM has signed up with the CER – but now it’s over to you, the members. The association needs to know what you think, and what you want going forward so that legislators can help the reman industry. We must be able to give Europe’s politicians our reman ‘wish list’, explains FIRM’s Volker Schittenhelm

“Now it’s up to you to make trade association democracy work”

FIRM must understand the vision of Europe’s engine remanufacturers

EVENTS DIARY


October 2016

29.Oct - 30.OctBig R/ReMaTecUSA 2016Las Vegas, USA

November 2016

01.Nov - 03.NovAUTOCOMPLEX / Int’l Trade Fair for Filling Stations and Equipment, Car Equipment and Maintenance, Garage and Parking Moscow, Russia

01.Nov - 03.Nov AAPEXAutomotive Aftermarket Products Expo (AAPEX) is the premier global event representing the $356 billion global aftermarket auto care industry 01.Nov - 04.NovSEMA SHOWThe SEMA Show is the premier automotive specialty products trade event in the world Las Vegas, USA

09.Nov - 12.NovAUTOMECHANIKA ARGENTINAInt’l Automotive Trade Fair from Design to Maintenance and Recycling Buenos Aires, Argentina

09.Nov - 12.NovAGRI-TRADE EQUIPMENT EXPORed Deer, Canada

09.Nov - 13.NovEIMA INTERNATIONALInternational Agricultural andGardening Machinery ExhibitionBologna, Italy

15.Nov - 16.NovMETSTRADE The world’s largest marine equipment trade showAmsterdam, Netherlands

09.Nov - 20.NovSALÓN INTERNACIONAL DE AUTOMÓVILInt’l Automobile Fair Bogota, Colombia

10.Nov - 20.NovSALAO DO AUTOMOVELInt’l Automobile Trade Show Sao Paulo, Brazil

15.Nov - 27.NovLA AUTO SHOWLos Angeles Auto Show Los Angeles, USA

18.Nov - 19.NovAUTOKORJAAMOAutomotive repair tools, maintenance and accessories Helsinki, Finland

18.Nov - 20.NovAUTOInt’l Car Industry Fair Helsinki, Finland

18.Nov - 20.NovWARSAW MOTO SHOWAutomotive Trade Fair Warsaw, Poland

22.Nov - 22.NovFLEET MARKET FAIRInt’l Exhibition for the Automotive and Fleet Business Warsaw, Poland

22.Nov - 24.NovTRANSPORT EXPOTruck / Van / Bus Prague, Czech Republic

November/December 2016

30.Nov - 02.DecINAPA SURABAYAThe Eastern Indonesia Int’l Auto Parts, Accessories and Equip Exhibition Surabaya, Indonesia

30.Nov - 03.DecAUTOMECHANIKA SHANGHAIShanghai Int’l Trade Fair for Automotive Parts, Equipment and Service Suppliers Shanghai, China

October 2016

29.Oct - 30.OctBig R/ReMaTecUSA 2016Las Vegas, USA

28.Oct - 29.OctATRALas Vegas, USA

November 2016

1.Nov - 4.NovMERA/AAPEX/SEMALas Vegas, USA

9.Nov - 13.NovEIMA INTERNATIONALBologna, Italy

15.Nov - 16.NovMETSTRADEAmsterdam, Netherlands

November/December 2016

30.Nov - 03.DecAUTOMECHANIKA SHANGHAIShanghai, China

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MARKETPLACE

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Cores

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Cores (continued)

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Flowing Machines

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