The importance of motor factors staying equipped
In this latest insight from Veloris, the battery distributor’s group marketing and product manager, Andy Waite, emphasises the importance of equipping motor factors with the tools they need to meet customer demands – and how it achieves it so 12V opportunities can be realised.
The 12V battery remains a high-volume aftermarket component, but with the increasing adoption of hybrid and electric vehicles, some question whether it will remain so.
Addressing this question head-on, the answer is yes – but it’s important to understand why and what that means, to best exploit the ongoing business opportunities they provide.
Technology primary driver of change
The 12V battery follows this model, with the introduction of AGM and then EFB batteries, to cater for the requirements of vehicles fitted with a start/stop system.
Sales data over the past decade confirms the shift. This change has seen the starter/lights/ignition (SLI) technology, once almost exclusively a replacement option in 2016, now split almost evenly 50/50 with AGM/EFB batteries.
Although the rate of change in the early years was relatively slow, over the last five years it’s been much faster, which has prompted the fear that when these inherently longer-lasting batteries become the dominant technology, sales will take a significant downturn with profits following suit.
However, although the number of batteries that need to be replaced over the next decade may drop, because AGM/EFB batteries are more expensive, the profit that both factors and workshops enjoy from battery replacement is likely to be protected.
When it comes to the battery types that make up the bestsellers, we can confirm from our VARTA sales data, the familiar 096 remain at the top; however, reflecting the technology change previously mentioned, it’s the AGM version that is the biggest seller, with the EFB variant in fourth and the SLI in fifth. In second and third places are the 115AGM and 019AGM respectively.
Another factor that is likely to influence the expected downturn in battery sales is the hybrid and EV market, which, at first glance, may look to exacerbate the trend but, on further analysis, could slow it down.
Although hybrids and EVs have tended to stay with the VM dealer networks for service and repair, because the majority have been purchased by fleet providers to businesses, rather than to private buyers, many are now close to or at the end of their contract period, so there will be a big increase in private owners, who historically favour independents.
Lasting the distance?
As previously highlighted, irrespective of whether they are hybrid or electric, each of these vehicles has a 12V battery and data has revealed that, for several reasons, these batteries typically do not last as long as the AGM/EFB batteries fitted to purely combustion-engined vehicles.
Endorsing this position, some VMs now class 12V auxiliary batteries as a three-year replacement item, although many fail even before reaching that date. So, there are many positives to take away from a market that at first glance looks like it’s in decline.
How to capitalise on opportunities
Whether it’s the factor supplying or the independent workshop putting in the order, making sure the correct part for the application is delivered and fitted is crucial to both.
Although not as complex as many components, the same principle still applies to replacement batteries, particularly as modern vehicles place such a high electrical demand on them.
To ensure that both parties get what they need, we are continuing to update our Lucas and Numax references on MAM Autocat, so factors receive accurate reference information.
Using the registration look-up option through our website not only confirms the vehicle’s details, but it also reveals the options for Lucas, Numax, Exide, VARTA, and Bosch. In addition to information, like the part number and date range, it provides further useful descriptions like whether it’s a start/stop battery, its Ah capacity, and an image, to allow for a visual check.
Furthermore, we’re confident our branded catalogue underlines how the company stands out. In our vibrant green branding, there is no missing it! The first to be produced under our new European-wide branding and comprising 184 pages, there is no shortage of battery storage-related information. It also showcases the charging solutions and solar products.
Product range and supply
The practical support we provide includes coverage of the 12V batteries required for electric and hybrid vehicles, from familiar Tesla, Hyundai/Kia, and VAG applications to the emerging Chinese brands in the market.
Many modern vehicles now rely on dual battery systems. In models such as the Land Rover Discovery and Discovery Sport, both batteries contribute to correct start/stop operation — meaning both need testing and, when required, replacement.
As the primary supply partner for Exide, we ensure reliable access to OE-spec products, like the EK151, used across multiple Jaguar and Land Rover applications. We also stock a range of auxiliary batteries, allowing a like-for-like swap during servicing.
By providing depth market knowledge and support, we’re confident that we are demonstrating our objectives of delivering energy with certainty, connecting manufacturers to end customers, and providing the best advice and access to new innovations.
