FEBRUARY 2024 AFTERMARKET 57 www.aftermarketonline.net Tina then looked at the rate of customers taking a service and MOT across the business’s three sites. “This showed that retired customers with only one or two cars per household were our best customers. This allowed us to market more effectively” She then moved onto adding margins plus a fitting fee to tyres. “It’s all the data collated together that makes a difference.” In general, a higher invoice value is a good thing to have, but there are lots of other factors you need to take into consideration.” Tina added: “We look at parts margin. An obvious one is oils and consumables, which has a much higher value than clutches. We look at what we are winning and what we are losing, The numbers from your database are unique. Know what they are, know what they are doing and know how you can influence them.” In the run-up to lunch, Jack Wilson, Head of of Automotive Business Development at eBay took to the stage. He explained the eBay offering. “81% of items are new, which surprises some people. Also, 88% of items are sold at fixed price. We are the second biggest ecommerce website in the UK.” He explained how the marketplace works. “ A car part sells every second. We have a lot of businesses buying for trade, and a lot of consumers buying for their own vehicle. We sell a tyre every two seconds.” He then went onto cover the My Garage Parts Finder feature. First on after lunch was keynote speaker Nick Leeson, infamous Rogue Trader, discussing risk and reward in the context of the spectacular collapse of Bearings Bank in 1995, which he caused. He was followed by a panel on staying cybersafe in the automotive aftermarket, with Laurence Abbott from Autotech Connect, Joe Howard from Boswell Insurance and Francis West from WestTek. This was a fun interactive session with a QR code poll of the audience that quizzed their cybersecurity strategies, and pointed out gaps that criminals look to exploit. This was followed by another panel, this one covering gender balance in the automotive aftermarket. This featured Neil Grant from Hella, Laura Hall from Maverick Diagnostics, Annick Jourdenais from LKQ Euro Car Parts, with chairing from Julia Muir from the Automotive 30% Club. “Despite what you see on stage, due to the nature of the industry, the vast majority of members are men, but they recognise that the industry is missing out on talent. To exclude anyone with competence and ability is illogical, but the fact we have such an under-representation of women in the sector shows that we are excluding women. There really isn’t an option to not take action in this space, as everybody else will be doing it.” The panel provided a well-rounded discussion on the challenges and benefits of increasing female representation in the sector, to the benefit of all. Annual Dinner Following the conference that evening was the IAAF Annual Dinner and Awards. The results were as follows: Car Distributor of the Year (Sponsored by WAI): Winner – LKQ Euro Car Parts Highly Commended – Rays Garage Supplies CV Distributor of the Year (Sponsored by Fras-Le): Winner – HGV Direct Highly Commended – CV Component Car Supplier of the Year (Sponsored by Elcome): Winner – Bilstein Group Highly Commended – Juratek CV Supplier of the Year (Sponsored by Boswell Insurance): Winner – GS Yuasa Battery Sales UK Highly Commended – Exol Service Supplier of the Year (Sponsored by GSF Car Parts): Winner – Boswell Insurance Highly Commended – TechMan Outstanding Garage Contribution of the Year (Sponsored by Automechanika): Winner – Louise Baker of Womanic Product of the Year (Sponsored by Arnold Clark Autoparts): Winner – SMP Europe for EGR Valves Highly Commended – Ring Automotive for RTC4000/ Cordless Rechargeable Tyre Inflator Outstanding Achievement: Nick Hayes of TMD Friction UK Reflecting on the event, Mark Field concluded: "The event was a resounding success and I’m delighted that we could bring the industry together in such a way. The Federation is on a journey with its members and our events are a key part of this success. 2024 promises even greater strides with a new website, consumer campaigns, more events and a new motor factor training program.” Above: The gender balance in the automotive aftermarket was discussed by the panel Right: Quentin Le Hetet
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