UK and European hot product trends
In a wide-ranging interview with BM Catalysts Commercial Director, Mark Blinston, he describes the difference between the UK and the rest of Europe when it comes to hot-end product expectations, patterns in the market, the likely impact of Euro VII, and even AI!
Q. Mark, what market trends are BM Cats currently seeing?
A. We’re noticing a clear shift away from instant-demand requests towards scheduled deliveries. Factors now hold fewer SKUs, relying more on timed or overnight services. Garages are diagnosing faults more thoroughly before ordering, meaning the work is planned rather than rushed – this aligns with patterns we’ve long seen in Europe, where 65 percent of our business is.
Q. Does the UK always follow European trends?
A. Broadly yes. Europe has historically been more quality-focused, while the UK has been price-driven – but mechanics here are increasingly demanding better products. We’re investing heavily in education, so they understand the difference between compliant, high-quality parts and low-cost alternatives.
Q. With distributors in the middle, how does BM Cats balance reaching technicians without bypassing customers?
A. Our distributors are experts in logistics and relationships. We let them focus on that, while we take more control of technical messaging – installation guidance, upsell opportunities, and product education. The goal is to create pull from technicians, so they actively ask for our products and the associated components.
Q. What other market shifts are the company observing?
A. There’s an appetite for aftermarket solutions where previously technicians would default to dealer parts. We’re also seeing fewer warranty-related refits because diagnostic practices have improved, which is good for everyone.
Q. Euro VII emissions rules are looming – 29 November 2026 they will come into effect – how will they affect business strategy?
A. As currently written, Euro VII is very challenging for the aftermarket, introducing complex requirements around emissions, anti-tamper measures, and cybersecurity. We thrive in tough conditions because we invest in expertise and innovation, but the playing field must remain fair. Legislation like this is always a major consideration in our long-term planning.
Q. Tell us about the new warehouse investment.
A. By 2027, we’ll have a fully repurposed, twice-sized, high-tech warehouse in the UK. It’s a major step in our journey, supporting efficiency, logistics, and future growth in hot-end products – even as EV adoption grows. Combustion engines will remain in play for decades yet, and the products will become more complex and higher value.
Q. How important is being a UK manufacturer in this climate?
A. Very. ‘Made in the UK’ still carries a quality stamp, particularly in Europe. But it’s increasingly difficult due to high energy costs and new steel tariffs, which raise costs for producers without affecting overseas competitors. We absorb what we can, but some costs inevitably flow down the chain.
Q. In a recent article, BM Cats mentioned the rise of “invisible failures” – what does that mean?
A. Around 50 percent of returns are actually vehicle-related, not product faults. Diagnosis must come first; fit a DPF to a car with an underlying fault, and it’ll fail again. Education is vital; these are high-value, precision products, and price alone is a dangerous guide.
Q. Recruitment and AI – how are they shaping the business?
A. Recruiting bright people is challenging, particularly younger talent. We focus on attitude first, skills second. AI is boosting efficiency internally, and I can see a future where it enhances garage experiences, like live installation guidance through smart devices. It’s about creating new roles, not replacing people.
Q. Finally, one piece of advice for motor factors looking to grow their hot-end business?
A. Work with us (laughing)! Embrace technology, prepare for stricter emissions, and focus on selling compliant products with the associated components that improve installer experience.
Automechanika Frankfurt beckons for BM Cats
BM Cats is set to return to Automechanika Frankfurt 2026 – taking place between 8 and 12 September.
The company aims to use the international trade fair as a platform to “further strengthen relationships” with partners across Europe, while showcasing its product portfolio.
Visitors can find BM Cats in Hall 3, Stand E30, where a brand-new exhibition stand will be on display. The “fresh, modern-looking stand” is equipped with a new layout, flow, and gamification that the company says is in keeping with its ambition to set the standard within the aftermarket.
The stand, therefore, is seen as the ideal environment to highlight the latest product developments, as well as discuss BM Cats’ continued commitment to supporting the European aftermarket.
A major focus for BM Cats throughout the five-day exhibition will be DPFs within the European aftermarket. Since the introduction of particulate number (PN) emissions testing requirements across the continent, the company says the demand for DPF replacement units has continued to increase, as vehicle owners seek to maintain compliance with increasingly stringent regulations.
Mark said: “Automechanika Frankfurt remains one of the most important events in the aftermarket calendar, providing us with a fantastic opportunity to meet with partners from across Europe.”
“As we move to continue expansion with the region, we’re looking forward to strengthening existing relationships and developing new partnerships that support our long-term commitment to the European market.”
