In February, I rounded out a 49-plus year career in sales. That’s a long time to do any one thing, and you would hope that length of time would produce some insight into the nature of the whole selling process.

Actually, all those 18,000 days did was to confirm something my dad, also a lifetime salesman, told me before I even began my career.

My dad offered the advice that to keep your sanity in that not always noble profession, you must remember one fact: It’s very hard to sell anything, but it’s not that hard to help people buy things. These two approaches may sound the same, but the difference is immense.

Think of it in this way. There are salespeople, there are good salespeople, there are great salespeople and there are peddlers, in the order of their success. Now, great salespeople sell a lot of stuff, and peddlers don’t, but people buy so much stuff from peddlers that in the end, they outperform even the best salesperson.

A salesperson makes a proposition that he tries to get the customer to buy into. A peddler determines what the customer’s needs and wants are, then tailors his approach to fit them.

Over dinner the other evening, I heard a classic example of that concept from an old friend who very recently retired as general manager of one of the world’s finest resorts.

Fred was sitting in his office one afternoon when his phone rang. On the other end was his resident manager who reported that the four-time all star pro football player staying in their most prestigious suite was sitting by the pool, drunk and in a booming voice was using language not even fit for a locker room. He was terrifying the other guests and the employees were too afraid of his 290-lb. all-muscle body to try to make him go to his room.

Upon entering the pool area, Fred verified the problem, and was in the process of trying to decide what to do next, when the unruly jock asked him what the hell he was staring at. Fred’s response was to ask him if he had been in the Army, as had Fred.

To the response of “why,” he replied he had a buddy in the service that looked just like him, but realizing he wasn’t the buddy, was trying to figure out if he might be his brother. The response was, no not the Army, but the Marine Corps.

Having broken the ice-no ex-Marine can avoid further discussing the corps when it comes up-Fred then sat down with the now subdued giant, and began to chat. It turned out that it was Valentine’s Day, and that at lunch, the guest had gotten so drunk that his new wife had left him in disgust, went back to their room and locked the door. He had no idea what to do next and so lashed out at everyone around him.

After a brief chat about the fact that men had to bend a bit to women, particularly on Valentine’s Day, Fred got him to send flowers to his room with a card of apology, then wait 30 minutes, and finally, to go to his room, and gently knock on the door and ask for admission. The next morning, Fred saw the happy couple walking hand in hand to breakfast.

When the Peddlers Hall Of Fame chooses its first inductees, I suspect that Fred will be among the enshrinees, just as was his hotel guest, who was selected to the NFL Hall Of Fame in Canton on the very first ballot.

I wonder what would have happened on that day long ago if Fred had tried to sell something. It would not have been a pretty picture.

People In The News
Following are some personnel changes that recently occurred in the heavy-duty trucking industry.

• Bendix Commercial Vehicle Systems LLC promoted Bob Johnson to aftermarket sales regional director for the Southern region.

• MacKay & Company announced the addition of Mark Linton as manager, single client services. Prior to coming to MacKay & Company, Mark was with BorgWarner as director, fleet and aftermarket sales, thermal systems.
• Al Miller will be working in the newly-created position of national sales manager for Johnson Truck Bodies. Additional new hires for the company include: Donald Breault and Donna Cherry, buyers in the purchasing department; James Wallin, safety specialist; and Shanna Smith, human resource generalist.
• Truck Bodies and Equipment International, Inc. (TBEI) announced the realignment of its sales management team to reflect evolving needs of the market and its customers. Joe Paulson will assume the new position of vice president of distributor sales; Doug Hauck will assume the position of vice president of national accounts; Bob Miller will assume the new position of vice president of business development and sales administration; and Casey Hardee will lead the new TBEI Parts And Accessories group as vice president.
• Joe Panella has been appointed vice president, North American sales, for Haldex Commercial Vehicle Systems Division.

Northwood Gift
Affinia Group, Inc. has provided a major gift in support of the new Sloan Family Building for Aftermarket Studies at Northwood University, Midland, MI.

In recognition of the gift, the building’s 3600 sq.-ft. atrium lobby, which includes large and small group meeting space and an interactive kiosk, will be named in Affinia’s honor.

Eaton Showcases Hybrid Technology Expertise
Eaton demonstrated its hybrid power technology within the commercial truck industry by hosting a seven-vehicle ride-and-drive event at the National Truck Equipment Association Convention and Work Truck Show.

The demonstration vehicles included chassis from International Truck And Engine Corporation, Peterbilt and Freightliner, each equipped with an Eaton hybrid electric system.

At the event, Eaton announced that its hybrid systems will be commercially available this year on the assembly lines of most North American OEMs.

Eaton employs a parallel-type diesel-electric hybrid system with the company’s Fuller UltraShift automated transmission. It incorporates an electric motor/generator between the output of an automated clutch and input of the transmission. The system recovers the energy normally lost during braking and stores it in batteries.

When electric torque is blended with engine torque, the stored energy is used to improve fuel economy and vehicle performance for a given speed, or to operate with electric power only. The system also provides energy for use during engine-off worksite operations.

Michelin Updates Web Site
An updated version of the Michelin Americas’ Truck Tires web site, www.michelintruck.com, is now online. The site features information on each of the 65 tire treads available, including the company’s X One wide-based single tires.

In addition to complete product information, the web site includes a tire selector, which helps customers determine the tire tread best suited for their application. News, event schedules, service manuals and technical documents are available, as well as Michelin’s OnCall emergency road service.

A video library contains video clips on topics from maintenance and training to the retread inspection process to X One tires, said the company.

Merger Agreement Reached
Bridgestone Americas Holding, Inc. and Bandag, Inc., jointly announced that they have entered into a merger agreement pursuant to which Bridgestone Americas will acquire the outstanding shares of each class of stock of Bandag.

The two companies have a multi-decade business relationship. Bandag’s board of directors unanimously approved the agreement, which will close in the first or second quarter of the year.

Training Clinic
The American Council Of Frame And Alignment Specialists will be holding training at the Bendix Commercial Vehicle Systems training facility in Huntington, IN on May 2nd and 3rd.

The focus of the clinic will be the antilock braking system (ABS), ABS 6 driver assist module and the electronic stability programming. To register log on to www.acofas.com.

Bendix Spicer Foundation Brake Engineer Honored By TMC
John Hawker, a service engineer with Bendix Spicer Foundation Brake LLC, was honored as a recognized associate of the Technology & Maintenance Council (TMC) of the American Trucking Associations, Inc.

Hawker was one of three individuals honored with the title given to those who have made outstanding contributions to the improvement of equipment, its maintenance and maintenance management, said TMC.

Hawker has contributed to the development of numerous brake-related TMC recommended practices. He joined Bendix Spicer Foundation Brake as a service engineer when the company was formed in 2004.

Redesigned Web Site
VIPAR Heavy Duty has redesigned its web site, www.vipar.com, to allow users to access information more quickly.

The site features a distributor locator, which will search up to a 250-mile radius of the zip code or postal code that was entered in the search field.

Freightliner Announces New Manufacturing Plant
Freightliner LLC plans to construct a new $300 million truck manufacturing plant in Saltillo, Coahuila, in northern Mexico.

The company plans to produce up to 30,000 Freightliner and Sterling trucks annually and employ 1600 people in this new facility. Production is scheduled to start in 2009.

Modine To Open New Facility In China
Modine Manufacturing Company’s board of directors approved funding for a new manufacturing facility in China. The company will invest more than $16 million in the facility, which is expected to be operational early in 2008 and will service its global customers in the region.

The board also voted to fully fund $20 million for the company’s new facility in Nuevo Laredo, Mexico, to be completed in April 2008.

PACCAR Contributes To Global Education Funding
PACCAR is donating $2 million to Gonzaga University for the construction of the new PACCAR Center for Applied Science. Gonzaga University President Father Robert Spitzer, S.J., commented, “PACCAR’s leadership in supporting academic excellence, through its generous donation to Gonzaga, will have an immediate, positive impact on the technology capability of the region.

“Our students will be better prepared for today’s fast-paced world and will enhance the future growth of the organizations they join globally.”

During the past three years, PACCAR has provided more than $14 million in educational grants and donations. PACCAR was honored by the Independent Colleges of Washington (ICW) for being a leading contributor for 50 years.

Anthony Liftgates Offers Lifetime Bushings Warranty
Anthony Liftgates Inc. now is including a lifetime warranty on all bushings used in the company’s Tuckunder series liftgates.

The pivot point bushings are warranted against wear failure for the life of the liftgate to the original purchaser, including parts and labor, which will be based upon the company’s flat rate schedule.

Predicted Economic Growth
For the work truck and trailer industry, there will be a short recession this year with an upturn in 2008, said Stephen Latin-Kasper, National Truck Equipment Association (NTEA) market data and research director at NTEA’s 2007 Business And Market Planning Summit.

Other forecasts made at the summit included that U.S. retail sales of Class 8 trucks and tractors will range between 187,000 to 205,000 for 2007.

Also predicted is that state and local government end-use markets will do well because of increased tax revenues and funds for internal service that will lead to more truck purchases from state fleets and that truck and truck equipment companies that sell to highway and street contractors should have a good year, while demand for trucks from most other end-use markets will be down next year.

Supplier Of The Year Honor Awarded
The Automotive Distribution Federation (ADF) honored WABCO as the Commercial Vehicle Supplier Of The Year for 2006 to 2007.

The decision to choose WABCO as the recipient of the award followed intensive tests of the service quality provided by its distributors, sales desks and technical desks conducted through mystery shoppers, said ADF.

Acquisition Announced
SuperFlow Technologies Group has acquired the assets of Schaffer Test Products, Inc. Under the terms of the agreement, SuperFlow assumes the manufacturing, marketing and sales operations of all Schaffer products and will relocate its Lakeland, FL, operation to SuperFlow’s Des Moines, IA, facility.

Larry Schaffer, president, Schaffer Test Products, continues to serve his company’s existing customer base and develop new transmission testing products for SuperFlow.

Study Reveals Trucking Concerns
A study by GE Capital Solutions showed that fuel costs, driver shortages and excessive regulation are the top concerns of transportation executives in the United States, Canada, the United Kingdom and France.

The international survey of 1200 industry leaders showed that almost 70% of trucking business leaders believe that fuel prices are putting business at risk. The study also showed that 69% of participants believe that driver shortages are a top threat and 40% cited excessive regulation as a business performance deterrent.

According to the survey, the concerns are compelling the vast majority of fleet managers to explore new methods for achieving efficiencies and additional cost savings for their companies.

Cam Tube Service Kit Installation
Hendrickson released guidelines for installing the cam tube service kit on compatible axle/beam weldments.

The cam tube service kit can be installed on compatible suspensions from the inboard side of the wheel. It’s not necessary to remove the hub, tire/wheel assembly or brake drum.

If necessary, remove the brake adjuster from the camshaft and remove the existing cam tube. Using #2EP NLGI chassis lube, lightly lubricate the internal seals and bushings on both ends of the new cam tube assembly.

From the inboard side of the suspension beam, slide the new cam tube assembly into the camshaft through the mounting hole in the suspension beam and into the spider. (See Figure 1.) Make sure the end of the cam tube without the decal goes onto the camshaft first. Rotate the cam tube so the grease fitting is accessible (either pointing downward or to the rear) when the drums are installed.

It’s important not to weld or otherwise fasten the cam tube assembly to the spider. The assembly simply slip fits into the spider, according to the company.

Next, arrange the two cam tube brackets back to back and slide them onto the end of the cam tube assembly. Make sure to slide the cam tube brackets onto the cam tube until they contact the suspension beam.

Rotate the cam tube bracket so its holes align with the holes or slots in the suspension beam. If necessary, rotate the cam tube so the grease fitting is accessible when the drums are installed.

Install the four nuts and bolts and tighten them to 35 ft.-lbs. to 45 ft.-lbs. of torque. Now slide the S-cam journal washer onto the camshaft and seat it against the cam tube assembly.

Using retaining ring pliers, hold open the retaining ring and slide it on the end of the camshaft. Lock the retaining ring into the groove on the camshaft. Slide the second S-cam journal washer onto the camshaft and seat it against the retaining ring.

Lubricate the single, centrally-located grease fitting with approximately 4 oz. of #2EP NLGI chassis lube. Add grease until it purges from the cam tube inboard seal. Wipe away excess grease purged from joints to help prevent contaminants from being attracted to the lube points and grease from getting on the brake linings.

Finally, complete the process by installing the brake adjuster, spline inner washers and spline retaining ring.

Transmission Fluids
Effective December 31, 2006, General Motors Corp. no longer licensed Dexron III automatic transmission fluid. Allison currently is working with the oil and additive industry to develop Dexron VI fluids and also has created a new automatic transmission fluid specification, Schedule 1 TES-389, as a direct replacement for Dextron III fluids.

This new fluid specification provides end users with another choice of transmission fluids along with Castrol TranSynd and Allison specification TES-295.

Dexron VI fluids are not a direct replacement for Dexron III fluids. Seals and O-ring materials used in Allison 1000, 2000, 3000 and 4000 series transmissions are being changed for compatibility with Dexron VI fluids.

Improved Regulator
A revised water temperature regulator has been developed to improve the functionality of the cooling system on Caterpillar C7 model (Serial No. KAL1-99999, SAP1-99999 and WAX1-50709) on-highway engines.

The revised water temperature regulator also improves the heating capabilities in the cab of on-highway trucks.

It also has a reduction in the amount of zinc in the water temperature regulator, which minimizes the chance of corrosion. Corrosion can cause the water temperature regulator to crack.

If your customer is experiencing low heat in the cab, check the operation of the water temperature regulator. Replace the water temperature regulator (Part No. 115-4223) with the same part number.

The new water temperature regulator was effective on August 1, 2006 with serial number WAX50710-Up. SAP1-Up, KAL1-Up and WAX1-50709 on-highway truck engines should replace the old water temperature regulator with the new one for improved heating capabilities and the functionality of the cooling system.

Engine Brake Slave Lash Specification Changed
Effective with the introduction of the Mack 757GB59B and 757GB59C engine brakes, the engine brake slave piston lash specification was changed from .017″ to .021″ for all J-Tech Engine brakes with the newer reset screws (Part No. 4559-032053[A][B]).

According to the company, the .021″ slave lash specification also must be used for engines manufactured prior to the production implementation of the latest J-Tech engine brakes that were field-updated to the newer components.

Improved Rings
An improved top ring has been released for Caterpillar C-15 (Serial No. 9NZ1-Up) and C-15 (Serial No. BXS1-Up, MXS1-Up and NXS1-Up) engines that are used in high load applications.

The improved top piston ring is made from stronger materials. The stronger materials have a proven robustness in order to withstand fatigue from high cycles, according to Caterpillar.

For the stated engines, replace the 237-0194 top piston ring with the 247-6130 top piston ring on the piston prior to assembly. High load applications include coal and logging applications with a gross vehicle weight rating greater than 140,000 lbs.

Bussed Electrical Center
With the introduction of the V-Mac IV system in CXP and CTP models, the new electrical system architecture for Mack vehicles uses a bussed electrical center (BEC) and engine power distribution module (EPDM). When diagnosing an electrical system malfunction, you must use the J 35616-4 purple male test lead adapter on the BEC and EPDM terminals.

Do not use a test light or multimeter probe to perform voltage or continuity tests. Doing so will spread the contacts to the point where they will not grip the fuse or relay terminals tightly enough, resulting in additional electrical problems.

If the contacts are spread apart, you will need to replace the BEC and EPDM units. (See Figure 2.)

If the terminals are spread apart as a result of the use of improper test adapters, replacement of the BEC and EPDM units will not be covered under warranty.

Interference Between Driveline Yoke & Crossmember
In certain applications, the input yoke of the front-rear drive axle may contact the front-of-suspension crossmember on Mack CXU, CXP, CXN and CHN models equipped with either the MaxLite 20/40 or MaxLite 20/40 EZ suspension.

If you encounter this condition, a service replacement crossmember (Part No. 48QL432M10), which provides adequate clearance between the input yoke and the bottom of the crossmember is available, according to the company.

The service replacement crossmember, which is designed to be assembled in chassis, is supplied with body bound bolts, and the center section and end gussets are reamed to fit.

When assembling the crossmember, the center section and end gusset mounting bolts are to be tightened to 138 lb.-ft. Huck-Spin frame fasteners must be used to secure the crossmember to the frame rail. The original length fasteners can be used.

Any air system valves, stand-off brackets, etc., which were mounted on the original crossmember can be remounted to the replacement crossmember in the same positions.

Improved Oil Cooler Core
Caterpillar 3126 (Serial No. 1ED1-Up), 3126B (Serial No. 6PZ1-Up and 7JZ1-Up), 3126E (Serial No. LEF1-Up) and C7 (Serial No. FML1-Up and FMM1-Up) engines contain an improved oil cooler.

Teardrop-shaped spacers and cleats for the center support were added between the cooler plates in order to improve the integrity of the oil cooler.

Copper plating also has been added to the spacer in order to ensure that adequate brazing occurs.

Interruption Of Daytime Running Light Operation
Mack warned that on its CXP and CTP model chassis, it’s possible that operation of the daytime running lights (DRL) could be interrupted by certain CB radio frequencies.

In order to eliminate this problem, the company has developed a revised DRL module (Part No. 116MO39A). Replace the current DRL module with the new part number. (See Figure 4.)

When it comes to lighting system, terminology do you feel like you’re in the dark? Has the advent of light-emitting diodes (LEDs) left you confused and unsure of which acronym stands for which component?

Rest assured: Truck Parts & Service has talked to the industry’s lighting system experts, and they have cleared things up. The following glossary is designed to give you a clear picture of what comprises your customer’s lighting system, as well as to provide you with the appropriate methods of measuring power and current.

Alternating Current
Current that continuously reverses direction

American Wire Gauge (AWG)
A U.S. standard set of non-ferrous wire conductor sizes

Ampere (Amp)
A standard measure of electrical current

Base
Provides a foundation for the rest of the lamp, holds the socket and provides the mounting points

Boot
The end of a pigtail that attaches to a lighting device

Braided Cable
A flat cable made from bare woven wire, typically used as a ground cable for the lighting system

Bullet Connector
Rounded-end connector that fits into matching female socket for easy connecting and disconnecting

Butt Connector
Allows an end-to-end connection between
two conductors

Cable Ties
Flexible devices designed to hold groups of wire in bundles that employ a ratchet action to secure the tie at the correct diameter

Complete Circuit
A circuit that has a power source, a load such as a light or motor to power and a ground point

Conductor
Typically metal that forms the core of a wire or cable that carries an electrical current

Crimp
The process of inserting a conductor in the tubular portion of a connector and using a special tool to squeeze the tube until it grips the conductor and creates a strong mechanical and electrical connection

Current
The flow of electrons through a conductor

Dielectric
A material that is a poor conductor of electrical current, typically used as insulation for wire and cable and often applied as a coating to protect connections from moisture and corrosion

Diodes
Part of the alternator that converts the AC current from the alternator into DC current usable by the battery and other on-board devices

Direct Current
A current that flows in only one direction, typically used in electrical systems
Factory Sealed Refers to the type of lighting device that is sealed, is not accessible in the field and must be replaced if it fails

The Federal Highway Administration (FHWA)
Issues Federal Motor Carrier Safety Regulations dealing with vehicle lighting and wiring

Fiber Loom
A device made with asphalt for moisture protection, used to organize and protect wires

Field Replaceable
Refers to the type of lighting device that has a replaceable bulb that can be accessed in the field

Filament
The part of an incandescent bulb that glows providing light

The Federal Motor Vehicle Safety Standard (FMVSS) 108
In 1966, the U.S. Congress enacted the National Traffic And Motor Vehicle Safety Act, which authorized the Department Of Transportation to establish uniform safety standards for new vehicles.

These standards regulate such products as brakes, seat belts, steering wheels, gas tanks, etc. FMVSS108 regulates head lamps, tail lamps, stop lamps, reflectors, marker lamps, turn signals, ID lamps, etc.

Forward Lighting
Typically headlights and forward-facing utility lighting

Gauge
Designates the size of a conductor, typically the larger the number the smaller the diameter of the conductor

Ground
An electrical ground in effect drains away unwanted electrons after they have completed a task, such as creating light in a bulb. It can be literally the earth or large masses of metal, such as a truck frame.

Grounded Circuit
A type of short circuit where an accidentally bared conductor makes contact with a ground without completing the designed circuit

Halogen Bulbs
A filament type bulb with halogen gas for a whiter, longer lasting light; tungsten particles from the filament continually are redeposited back on the filament rather than on the bulb’s interior as is the case with incandescent bulbs

Heat Shrink Tubing
Tubing designed to protect a connection from moisture and damage by shrinking to a fraction of its initial size upon the application of heat

Hook Terminal
A type of connector similar to a ring terminal that has a slot cut out of it giving it a hook-like appearance

Incandescent Bulb
Typically a base with electrical contacts, glass enclosure and a filament that glows as current passes through, which produces light; the two basic incandescent bulb styles used most frequently in general lighting products are the bayonet base, a traditional widely used metal-based bulb, and the wedge base, a non-indexed bulb without a metal-based bulb

Insulation
Material which is essential and not conductive used to protect the conductor from accidentally being grounded

Jumper
A connector that bridges the space between the pigtail and the wiring harness

Lens
Typically the most visible part of the lighting device, adds the required color in many situations, protects the bulb and is engineered for best visibility

Light-Emitting Diode (LED)
Creates light when electrons pass from one plate to another and a photon is created; light is created with almost no heat or invisible light as byproducts

Linear Weld
A method of welding two similar plastic materials together by vibrating one part horizontally at a controlled rate against the other, producing heat and a hermetically-sealed bond

Loom
A device for organizing vehicle wiring, typically tubular, made to contain and control wires and to protect them from damage

Mounting Ties
Cable ties that have a hole for a screw or bolt to help secure the cable tie and wire bundle to the vehicle

The National Highway Traffic Safety Administration (NHTSA)
Publishes FMVSS 108 and regulates lighting requirements for most over-the-road vehicles

Ohm
A unit of measure of electrical resistance, it takes one volt to push one amp of current through one ohm of resistance

Ohm’s Law
Formulas that quantify the relationship between voltage, amperage and ohms

One-wire System
A circuit design that uses a nearby vehicle frame member for a grounding point rather than routing the ground wire back to the power source

Open Circuit
A circuit that has been interrupted, typically because of wire breaks and wires that have become detached from devices

Parallel Connection
A method of connecting lamps or other devices to a battery where each device has separate wires connected to the battery terminals, this maintains a constant voltage across each device, and if one device fails, the others still will function

Photometry
The calculation and measurement of quantities of light, such as luminous intensity, usually measured in candela or candlepower

Pigtails
Relatively short connecting cables that connect lights and jumpers

Potting
An operation of completely sealing the LED circuit board from moisture, contamination and damage

Resistance
Slowing the flow of electrons through a conductor

Ring Terminals
A type of connector that is shaped like an “O,” which fits over a stud making a secure connection

Sealed Beam
This type of lighting unit is essentially an incandescent bulb filament sealed inside a heavier, amiable glass enclosure

Series Connection
A method of connecting lamps or other devices to a battery where each load is connected along a single circuit of wire; this maintains a constant current to each device, and if one of the devices fails, the circuit will be broken and none of the devices connected to it will function

Short Circuit
A condition created when two bared conductors come in contact causing the current from one to be grounded before achieving the designed task

Sill Harness
A special type of wiring harness used in the rear of trailers to provide power to the lights in the rear

Socket
The part of a lighting device that holds a bulb and provides electrical contact

Submersible
A light that allows water into the unit when submerged; the bulb and socket are protected by an air pocket formed by the belljar principle, which permits only a certain amount of water to enter, not allowing water to come in contact with the bulb

Terminals
Fittings for use with wires and cables to connect them with other conductors and devices

VAT
Voltage/Amperage Tester

Volt
A measure of force which causes one amp of current to flow through a conductor with one ohm of resistance

Wiring Harness
A set of unitized wires, typically color coded that form the backbone of vehicle lighting systems

Xenon
A bulb type commonly used in emergency warning lights; it refers to an additive in the gas sealed inside the headlights and serves as a starter in order to accelerate the start up process of high-intensity discharge headlights

Editor’s Note: Truck Parts & Service would like to thank Grote Industries, Peterson Manufacturing Co., Phillips Industries and Truck-Lite Co., Inc. for providing information used in this article.

Fog vs. Driving Lights
There has been some confusion about how to differentiate a fog light from a driving light. In order to alleviate misunderstandings, Peterson Manufacturing Co. has defined a fog light beam pattern and a driving light beam pattern.

A fog beam provides a low, wide pattern to greatly increase short-range visibility, and is ideal for added driving safety in rain, snow or fog.

A driving beam produces a long-range, pencil-shaped light pattern, and is said to greatly increases nighttime visibility at highway speeds.

For More Information
For more information on the lighting system, you may contact the following companies directly. Other companies offering information on lighting systems can be found in the Truck Parts & Service Aftermarket Buyers’ Guide & Directory as well as in the Buyers’ Guide section on our Internet web site at www.truckpartsandservice.com.

Federal-Mogul Corp.
Wagner Lighting
Southfield, MI
248-354-7700
www.federal-mogul.com

Grote Industries, Inc.
Madison, IN
812-273-2121
www.grote.com

Peterson Manufacturing Co.
Grandview, MO
816-765-2000
www.pmlights.com

Phillips Industries
Santa Fe, CA
800-423-4512
www.phillipsind.com

Truck-Lite Co. Inc.
Falconer, NY
800-562-5012
www.truck-lite.com

Almost everyone has heard someone quip that modern trucks are computers on wheels. Increasingly, technicians are keeping their hands clean as they work on circuitry and electronic diagnostics.

The changing maintenance and repair landscape also is reshaping a technician’s toolbox to include the necessary tools for efficient, quality electrical system diagnostics and repairs.

“Products inside the tool boxes are changing,” said Travis Hopkey, director of marketing, Phillips Industries. “Digital multimeters, battery testers, terminal crimping tools and heat guns or torches now are very common. These tools help technicians get to the root of the problem instead of simply masking it or guessing.

“Gone are the days that a good technician could diagnose a problem just by listening to a component,” he continued. “Because advanced technology is so prevalent on new trucks, the industry is becoming more familiar with diagnostic equipment and how to use it. The technicians need to understand things like voltage drop, amp draw and how to make the best wire connections.”

The first step toward having a well-equipped electrical shop is to staff it with well-trained technicians who are up to date on the latest trends.

The fact that the industry no longer refers to service technicians as mechanics points to the market demand for savvy individuals who can confront today’s electrical problems.

In this sometimes complicated repair field, it’s best to start simple when training. “The basic rule is to make sure you’re using the right tools for the job and master a few easy techniques to make connections and repairs as waterproof as possible,” according to Chris Cammack, brand manager, Grote Industries.

“Having the proper tools to do the job is something every technician should take pride in. Crimpers, cutters and diagnostic equipment are essential for doing the job right,” he said.

For example, probing wires no longer is a common practice. “People still do it, but most good shops are using the right electrical testing equipment,” said Hopkey.

Technicians wishing to gain electrical repair knowledge can look to manufacturers for assistance. “Many truck manufacturers have troubleshooting books that they create for a specific truck, including electrical troubleshooting,” said John Nolan, western region corporate fleet training manager, Grote Industries.

Nolan also recommended that you establish a mentorship for technicians who are learning electrical repair. Not only will this ensure that today’s diagnostic tools are being used correctly and effectively, but it can be a key safety asset as well, since electrical work has the potential to be hazardous.

“For example,” Nolan explained, “The fan on the motor can hurt someone severely, so technicians need to understand how it works.”

Other safety equipment needed in the electrical shop includes safety glasses and ladders. “Ladder safety often is overlooked,” said Cammack. “Make sure that you are using the correct height ladder and that it is on stable ground. Do not overreach.”

Once you have safety mechanisms in place, see that the tools you are using to complete repairs are right for the delicate nature of the electrical system. “Vehicle electronics are very sensitive,” said Hopkey. “Voltage spikes and heat can kill much of the onboard electrical components.

“From digital voltmeters to battery testers and electronic trailer diagnostic equipment, shops need the right tools to help them solve their customers’ problems and gain their trust.”

Electrical components also are sensitive to bad seals and contamination, so keep things protected. “It is more important than ever to make a proper electrical repair, and this means a sealed connection with the lowest resistance possible,” said Nolan. “Quality matters here.”

The increasing presence of road chemicals and the prevalence of electronic technology mandates properly-executed connections.

It’s important to have access to the right tools and to keep your knowledge fresh and your repair work efficient.

Since today’s electric systems are becoming increasingly complex and sensitive, it behooves you to make the investment in quality electrical tools and training now so you can establish yourself early as your customers’ go-to for electrical work.

The trucking industry is known for its versatility. The sundry functions a truck performs keeps things interesting when it comes to vehicle maintenance, but sometimes power take-offs (PTO), the very devices that enable truck versatility, require diligent maintenance or repair.

PTOs are devices that connect a vehicle’s drivetrain to a piece of auxiliary equipment, such as a winch or a crane. They make possible the use of a variety of equipment from cranes to emergency vehicle apparatus. Without them, trucks would be confined to providing the most basic transport functions.

Before addressing a PTO maintenance problem, make sure the correct unit is being used for the job. Improperly-speced PTOs are trouble waiting to happen; they can cause major damage and pose immediate safety threats.

Talk to your customers to learn the primary use of their PTOs, then check to see that they’re using correctly-speced PTOs.

This will save them from longer downtime and all the expenses associated with that occurrence. According to John Hylton, application engineering, Allison Transmission, “The PTO gears are in constant mesh with the transmission gears after installation. If the gears do not mesh at installation, the wrong PTO has been installed.”

Don’t assume that a PTO intended for a specific purpose will suffice for another. With PTOs, obtaining the correct gear meshing from the start is crucial.

If a driver reports PTO noise, it’s likely the PTO’s gears are not merging properly. A complaint of a rattling noise likely means that the gears are too loose, which creates a wear pattern at the tip of the teeth. Whining indicates an overly-tight gear fitting, confirmed by a wear pattern found at the root of the teeth.

Note, however, that a rattle also could result from torsional vibration from the engine. When a certain resonance is reached, the vibration can cause wear on the PTO’s spline shaft and teeth. If the rattle doesn’t change when the engine’s rpm is increased, you can bet that the rattling problem is indeed backlash related.

“When PTO gears do not mesh with those of the transmission, you have the wrong PTO for the application,” said Arnie Slutsky, product manager, S&S Truck Parts Inc. “The gears must mesh properly or the PTO will fail and the transmission also will not operate properly,” he explained.

Dave Douglass, director of training, Muncie Power Products, agreed about the need for absolute accuracy when matching PTO gears to those of the transmission. “If they don’t match, damage can result to the PTO housing and PTO and transmission gears if proper backlash is not established when the PTO is installed,” he explained.

Backlash, the amount of play that results from a loose connection between gears, determines how well the PTO gears will mesh with the transmission gears. The proper setting should be between .006″ and .012″. If this interval isn’t maintained, the gear teeth will cease to fit together correctly and premature wear will occur.

“The correct backlash is achieved by installing a combination of gaskets/shims that are provided with the PTO,” said Douglass.

“We recommend the use of a dial indicator to ensure proper backlash. Tight mounting also may result in physical damage to the PTO input gear and, in extreme cases, cause the PTO housing to crack,” he warned.

Once the correct PTO is speced and installed, make sure it’s attached with the proper amount of support. According to Douglass, “Direct coupled hydraulic pumps weighing more than 40 lbs.-the combined weight of the pump, hoses and fittings-must be installed with a support bracket attaching the rear of the pump to the transmission housing.

“The support bracket should be a four-point mount; two to the pump and two to the transmission. Failure to properly support a pump properly can result in a fracture of the PTO housing.” Housing damage also can occur when a truck runs over a large obstacle off road.

Slutsky concurred. “Flange bolts break when support brackets are not used on direct-mounted pumps that are excessively heavy.”

With the increasing use of automatic transmissions, it’s prudent to note the differences between automatic transmissions and manual ones when it comes time for PTO maintenance.

“The primary difference is in the type of PTO that’s commonly installed and it relates to how the PTO is engaged,” said Douglass. “Manual transmissions generally are equipped with mechanically-shifted PTOs that require the vehicle to come to a complete stop before the PTO is engaged.

“Clutch shift-type PTOs, commonly found on newer automatic transmissions, can be activated safely with the vehicle in motion as long as the engine speed is kept below 1000 rpm. This is common on residential refuse collection vehicles,” said Douglass.

The type of transmission also plays a role in PTO lubrication issues. If a driver complains of squealing emanating from the PTO, it could be caused by insufficient lubrication, which makes bearings squeeze.

“If proper lubrication is not maintained, the gears, bearings and bushings will seize,” said Slutsky. This will result in significant downtime for your customer.

On manual transmissions, PTOs often are attached in a manner that encourages easy bearing lubrication.

Automatic transmissions are not as easily lubricated, however. Sometimes the angle at which the PTO is attached to an automatic transmission makes bearing lubrication difficult if a pressure lube idler shaft is not employed. “Automatic transmissions provide lubrication to the PTO through a pressure lubrication hose that is supplied with the PTO and attached to a specific port on the transmission,” said Douglass.

“With manual transmissions, the PTO aperture is below the transmission fluid level and the PTO case is flooded. PTO installers should use about a quart of additional lubricant when refilling the transmission after installing a PTO,” he said. The experts also recommended checking for oil leakage at the end covers.

In addition to backlash and lubrication issues, another common PTO maintenance issue ties into the shifting mechanisms used. Manual transmission PTOs commonly make use of either an air-shift system or a cable-shift system. When your customer comes in with a shift problem, make sure he is using proper shifting practices.

“For a manual transmission with a mechanically-shifted PTO, bring the vehicle to a complete stop and set the brakes, then place the transmission in neutral,” explained Douglass.

“Next, fully depress the clutch and wait a few seconds for the transmission gears to stop. Engage the PTO and then slowly release the clutch for PTO operation. To disengage the PTO, depress the clutch, disengage the PTO and release the brakes.

“For automatic transmissions with clutch shift-type PTOs, first bring the vehicle to a complete stop and set the brakes. Place the transmission in neutral and activate the PTO rocker switch for engagement. Reverse the procedure to disengage,” Douglass explained.

When servicing a PTO, “Check for cable control wear or air cylinder leaks,” said Slutsky. “Check the air lines and air controls for the PTO or pump.”

If a customer complains that an air-shift system PTO is becoming difficult to put into gear, it could mean that not enough air pressure is available. If you don’t find any impediments along the air line, examine the truck’s air system. If it’s hard to shift an air system PTO out of gear, there could be a problem with the spring used to disengage.

Cable-shift systems should be inspected to see that a shift cable doesn’t have inappropriate bends, which also will impede system functioning.

There has been some concern in the marketplace about PTO placement and size in the new 2007 trucks with larger engines. “Concerns about exhaust routing do exist, mostly for right hand side PTOs, but most OEMs appear to be trying to keep enough clearance to allow for PTO installations,” said Hylton.

“Like today, there always will be some PTO installations that will not fit, just as there were in pre-2007 engine vehicles. Left-side PTO installations typically are open, but some interference can occur as well. Any given engine and chassis combination has to be evaluated by the PTO installer,” he said.

There is a truck for every task, but an array of their uses depend upon proper PTO function. Stress the importance of correct PTO usage to your customers and don’t cut corners with maintenance and repair.

For More Information
For more information on power take-offs (PTOs), you may contact the following companies directly. Other companies offering information on PTOs can be found in the Truck Parts & Service Aftermarket Buyers’ Guide & Directory as well as in the Buyers’ Guide section on our web site at www.truckpartsandservice.com.

Allison Transmission
Indianapolis, IN
800-252-5283
www.allisontransmission.com

American Powertrain
Ocala, FL
888-409-GEAR
www.americanpowertrain.net

Metaris Hydraulics
Toronto, ON
888-477-2737
www.metaris.com

Muncie Power Products, Inc.
Muncie, IN
800-367-7867
www.munciepower.com

Proheat/Telflex
Richmond, BC
604-270-6899
www.proheat.com

S&S Truck Parts Inc.
Newstar Parts Component Group
Schaumburg, IL
800-621-1558
www.sandstruck.com

ZF Sales & Service
North America
Vernon Hills, IL
800-660-9631
www.zflife2.com

Remanufactured brake shoes can save your customers money and therefore many truck owners find them a viable alternative to new shoes.

In order to be the brake expert for your customer, you need to understand what is involved in the remanufacturing of a heavy-duty brake shoe.

Truck Parts & Service spoke with Doug Wolma, general manager of ArvinMeritor’s Remanufacturing Business. Wolma walked us through the step-by-step process used to remanufacture a brake shoe to ensure it will safely stop a vehicle.

Once a technician takes a brake shoe off a truck, he sends it to a remanufacturing center where it undergoes an initial visual inspection.

“There are criteria we use to evaluate whether the shoe is recoverable or not,” Wolma said. The main reason a shoe is rejected is if the cam or anchor pin end has become mushroomed.

“That means it is deformed and it can’t be brought back into shape by coining it,” he explained. In addition, if the webbing on the bottom of the shoe that holds the pin in place is cracked along the weld, the shoe will be rejected.

Once a shoe has been accepted, it is washed to remove grease and other buildup. Then the shoes are delined, a process by which the friction material is pulled off the brake shoe.

“What you are left with is the steel shoe, which then goes through a shot blast process,” Wolma explained.

Steel shot is thrown at the shoe to remove rust, grime and paint. “When the shoe is out of the shot blast process it actually is virgin metal,” according to Wolma.

The next process is to make the curve of the shoe exactly the way it was when it was originally manufactured. “The shoe is placed in a coining press, which reforms the shoe over the top of a die so that it comes out with the exact same contours as the shoe had originally.”

The shoe is then inspected and gauged to make sure it meets all of the critical dimensions and is in spec. (See sidebar on page 23 for a list of what gets inspected.)

The last step in the process is painting the shoe so that it does not rust.

“After the painting is complete, the shoe is sent to the assembly line just like a new shoe, where the friction material is riveted onto it,” Wolma said.

In addition to the cost savings provided by a remanufactured shoe, there are environmental benefits as well. “If you did not remanufacture, you’d have all the steel hitting scrap hoppers and you’d have to figure out how to dispose of it,” he said.

Truck Parts & Service wondered about the quality of remanufactured brake shoes. “If someone remanufactures a product, it is as good as new,” Wolma said.

“And speaking frankly, my position always has been that I believe a remanufactured product is better than new because we make the remanufactured product to all of the original OEM specs.

“But we also inspect everything 100% of the time. Every piece part gets inspected for critical characteristics 100% of the time,” he said.

In addition, the remanufactured parts also take away initial mortality problems.

“When something is cast or forged and it has some sort of inclusion or small crack, it will fail very early in its life. However, it is impossible to detect some of these problems.

“With remanufacturing, you have a part that has gone through field testing and has passed. Therefore if you recover it and bring it back to the critical dimensional characteristics, you have a product that is even better than it was in its early life,” Wolma said.

Remanufacturing vs. Rebuilding
Although remanufacturing and rebuilding involve reusing parts, there are significant differences. According to Doug Wolma, general manager of Arvin-Meritor’s Remanufacturing Business, “A rebuild is when you take a component-a transmission, an axle, an engine or a brake shoe-pull it apart and put it back together using the same parts.

“Remanufacturing is taking all of these components in large quantities and then having a department that pulls everything apart and a department that does all the refurbishment and inspection and then puts everything back together.”

He used the example of a transmission. There are 20 to 50 gears on a transmission. “A rebuilder will take the transmission apart to a certain degree. He may leave the main shaft assembled but will pull down the countershaft. He will replace seals and bearings and then put it back together.”

In remanufacturing, every piece of the transmission gets completely disassembled and then each piece gets inspected to ensure that the parts are reusable.

“Then all those pieces are stored on a shelf just like new parts would be in a manufacturing plant and now those parts can be used to build a remanufactured transmission,” Wolma explained.

“In remanufacturing, you use gears and parts from a multitude of different core transmissions instead of using all the same parts to rebuild the same product.”

Remanufacturing Inspection
According to Doug Wolma, general manager of ArvinMeritor’s Remanufacturing Business, the following items always are inspected as part of the company’s brake shoe remanufacturing process.

Refurbishing Criteria

• Corrosion

• Bad welds
• Bad cam-anchor spread
• Double holes
• Oversized holes
• Table thickness
• Bent tables
• Missing spring pin
• Can wear/mushrooming
• Deformed/broken web
• Worn anchor-pin or spring-pin holes

Riveting Criteria

• Rivet clench, curl

• Lining/table gap
• Lining grade

The trucking industry often has had to adapt to change over the past few years, and one such area in which change has occurred is lighting.

Gradually, the industry has moved toward using light-emitting diodes (LEDs) in place of the traditional incandescent lights that were commonly used.

According to the Technology & Maintenance Council (TMC), LEDs have proven to be superior to incandescent bulbs because they offer durability and brightness, improved safety and ensure sufficient voltage is available for proper antilock braking system operation.

A single LED is a solid-state electronic component, and when current flows through the semiconductor compounds, light is emitted.

Because there is no evaporation of components, and because it is a solid state component, LED service life is significantly longer than that of incandescent bulbs, according to TMC.
An individual LED remains an effective light source for approximately 100,000 hours, or about six times that of an average incandescent light bulb.

According to Peterson Manufacturing Co., unlike traditional incandescent lights that use bulbs, LED lamps do not use delicate wire filaments that stretch, weaken and eventually fail. Therefore, LED lamps may last longer because they withstand road vibration and shock much more effectively than bulbs.

Besides offering longevity, LED lamps consume significantly less power than incandescent lights. The amp draw of an LED can be as low as one-tenth that of an incandescent light, which means more power for other critical electrical needs, according to Peterson.

Brad Van Riper, senior vice president and chief of technology, Truck-Lite Co., said that LEDs draw about 75% less current (amperage) than incandescent lamps performing the same function.

“This is a real advantage in most areas because of the power savings, with the exception of maintaining the circuit in a corrosive environment. The higher current draw actually can scrub through corrosion and maintain the circuit,” he explained.

“Corrosion in this case will become the winner as dissimilar metals in the presence of an electrical current, salt and water eventually will cause a failure.”

As with most other vehicle components, corrosion can be detrimental to the lighting system.

Mark Assenmacher, director of marketing, Peterson Manufacturing Co., said that it’s important to look at the lenses regularly to ensure they are not cracked. “A cracked LED lens is similar to a cracked television screen; it will function, but still must be replaced or repaired. Also, check for physical lamp damage from debris or rocks that may have been kicked up from the road,” he said.

Van Riper said that during a pre-trip inspection, your customer can make sure that snow and ice, for example, are removed from blocking the lighting system to achieve maximum visibility and safety.

“I would suggest that an occasional cleaning of the lenses with soapy water or detergent may be necessary if your customer has been in a particularly dirty environment,” he added.

Not only can corrosion harm the lamps, but it affects the wiring and connections as well.

Chris Cammack, brand manager, Grote Industries, said that preventive maintenance of the harness and connections is key to long lighting life.

“The technician must avoid splicing into the harness, and if he is using the male pin system, he should use his ice pick tester only at the connection point and not directly into the harness. The pin point holes would allow for water intrusion and corrosion soon after the test is complete,” he explained.

Although the light source is different between LEDs and incadescent lamps, connection problems really are the same for all lighting systems, Cammack said.

“It’s important to have enough voltage available as well as a good ground. In order to get the full benefit of the long-life light source, use a high quality dielectric grease at installation and during maintenance cycles, and be sure that all wiring is secure and not worn by abrasion or that there is too tight a radius wire channel,” he explained.

Van Riper added, “In an LED device, take care selecting the connector. Because the life of an LED lamp assembly is so much longer, the connector may become the new weak link in the system.”

He continued, “The chain is only as strong as its weakest link, so in order to get the full life expectancy from the LED technology, you need to ensure that all of the components of the wiring harness system are as robust as the LED.”

Van Riper talked about two topics he believes are influencing the use of LEDs today. “The two hot topics relative to LEDs and heavy-duty vehicles are the focus on reduced idling and the advancement of white LED technology,” he explained.

“Many OEMs are looking at ways to reduce the current loads on their vehicles as a result of the anti-idling legislation. One quick and easy way to reduce the current draw is to switch the interior lighting packages to all LED products,” he said.

“Since the amperage draw reduction can be more than 50% by switching to LED interior lighting, this is forcing many truck and trailer OEMs to take a careful look at a new interior lighting strategy,” Van Riper said.

With the continued advances in white LED performance improvements, new frontiers are being considered for the use of white LED technology. Van Riper said, “For example, my company has made available a lamp that produces comparable light output to the incandescent technology, but that is far more shock resistant and draws less current.” He predicted that white LED fog, driving and headlamps would begin to enter the marketplace before 2010.

Perhaps the number one reason why LEDs are becoming increasingly popular has to do with the safety issues these lamps provide. According to Peterson, when a vehicle’s brake lights are applied, LEDs respond instantaneously and provide a brighter, more focused illumination, whereas incandescent lights take about a quarter of a second to get to 90% of their full brightness.

Peterson’s web site cited a study by the University Of Michigan’s Transportation Research Institute, which found that LED lamps respond on an average two-tenths of a second faster than standard incandescent lamps. Test results at 65 mph showed that LEDs improved reaction time and decreased braking distance by 16′.

When the lighting system is installed properly, the technician and the driver will need to do very little to prevent future problems.

It’s important that the technician check for any buildup of debris or signs of corrosion, both on the lamp as well as within the connectors and harnesses.

Performing this quick inspection of the lamps will ensure that your customers don’t come back to your shop because of their lighting system problems.

A Challenge
When asked if are there any challenges that LEDs present that prior lighting sources did not, Brad Van Riper, senior vice president and chief of technology, Truck-Lite Co., responded, “The wide variety of uses for LED lighting can produce some challenges, and the most consistent challenge is the effect of LEDs on flasher modules.

“Because they pull such a small amount of amperage, sometimes you see a lamp out indicator even when everything is in good working order,” he said.

“This can be overcome by using an LED flasher which retrofits into the standard location and knows what to look for in terms of low amp pull.”

Van Riper added that this often occurs in day cabs and straight trucks and not typically in Class 8 vehicles. “While LEDs are certainly a different light source, the function is the same and maintenance and proper installation still is important,” he said.

For More Information
For more information on the lighting system, you may contact the following companies directly. Other companies offering information on lighting can be found in the Truck Parts & Service Aftermarket Buyers’ Guide & Directory as well as in Buyers’ Guide section on our web site at www.truckpartsandservice.com.

Federal-Mogul Corp.
Wagner Lighting
Southfield, MI
248-354-7700
www.federal-mogul.com

Grote Industries, Inc.
Madison, IN
812-273-2121
www.grote.com

Peterson Manufacturing Co.
Grandview, MO
816-765-2000
www.pmlights.com

Phillips Industries
Santa Fe Springs, CA
800-423-4512
www.phillipsind.com

Truck-Lite Co., Inc.
Falconer, NY
800-562-5012
www.truck-lite.com

Although The Commercial Vehicle Solutions Network (CVSN) is a young association, that has not stopped its members-independent aftermarket distributors-from reaching their goals. Since the association’s inception, the members have met their main objective of reducing the number of industry meetings, and they continue to grow their membership base.

The incoming CVSN president is Ken Duval, president, Canadian Wheel Industries Ltd., Edmonton, Alberta, Canada. His two-year term will begin in Baltimore, where he will be sworn in at the association’s annual meeting, taking place September 16th to 20th.

Unlike many in the industry, Duval’s career didn’t begin in the back of a shop or under a truck. He was a chartered accountant in public practice for 14 years when he came across the opportunity to buy Canadian Wheel Industries in 1992.

“Most of the staff knew me because of my role as the auditor, and I think that created anxiety for them; they thought of me as just a numbers cruncher. But it didn’t take long for them to realize I was less of a numbers cruncher and more of a guy who is not afraid to work,” Duval said.

“On the flip side, it didn’t take me long to realize that I couldn’t help my employees do their jobs better or know what to expect from them unless I knew exactly what they did everyday.

“So I worked the counter, I helped in the warehouse and I went out on the road with the salespeople and met our customers. I found out what was necessary to help this business function, while also learning as much about the industry as I could,” he said.

Duval was slated to be president of the National Wheel And Rim Association before the merger with the Council Of Fleet Specialists took place, so instead, “I took a two-year hiatus to function as treasurer of CVSN.”

He explained, “The merger was precipitated by the need to create a strong distributor-based association and to decrease the number of industry meetings. We’ve stayed true to that. We’re up to about 90 distributor members and we’ve taken two meetings out of the industry-we’ve gotten there.”

The next objective, Duval said, was to create a new association. “We’re starting to redevelop who we are. Robin Spitzke-Kent (of Fort Garry Industries), CVSN’s current president, was an excellent choice for our first president because she had fresh, exciting ideas, and she had the support of both the distributor and manufacturer sides. She was able to get everyone together and make it work.”

When asked what he plans to do once he takes the reigns as president, Duval said that he wants to focus on improving the relationship between the distributors and the manufacturers.

“When you get down to it, this is a people business. Over the years I’ve met people who have been in trucking for more than 30 years and they would talk about where the industry has gone and what it’s done, how it’s evolved and where it’s headed-you just can’t read that in a book,” he said.

It’s the same with our manufacturers, he added. “We’re a distributor-based association, but we need the support of our suppliers; they are our greatest source for product education.”

Duval went on to say that sharing ideas and practices often is a concern. “Everyone wants to hold their cards close, but there’s a lot of common ground between us that we can build on to become a strong, collective group as well as become stronger individual businesses,” he said.

Over the next year, Duval said that CVSN must weld the bond between the manufacturers and distributors. “As long as we’re willing to talk to one another, we all will benefit and learn,” he said.

The thing to remember when diagnosing lighting system problems is that the lamp may not be the culprit. Never automatically assume that because it seems as though the lamp has failed, it’s the lamp’s fault-you must determine the root cause of the problem so that more serious lighting system problems don’t occur.

Brad Van Riper, senior vice president and chief of technology, Truck-Lite Co., said that the natural inclination has long been to assume that the light has failed when it no longer functions.

“People have been conditioned to this approach with home lighting and passenger car lighting by automatically replacing the bulb when they see a failure, but in the heavy-duty lighting market, this may not be the right thing to do,” he said.

Therefore, it’s vital that you find the root cause of the lighting system problem promptly while not assuming it is the lamp that caused the failure.

When troubleshooting the lighting outage, use a multimeter to analyze the system. “Check first for the presence of a ground at the lamp assembly, then look for the voltage at the lamp connection. The last step is to check the lamp assembly,” he explained.

You then should be able to isolate whether you have a ground, power or a filament issue.
“This simple troubleshooting process could decrease your customer’s lighting cost by as much as 40%, if he has a typical application,” Van Riper added.

Because keeping costs down for your customer should be one of your top priorities, you want to make sure that you service his vehicle right the first time he brings it in to your shop.

If your customer brings his vehicle in for what he believes is a lamp failure, there are a few things you can look for to determine if, in fact, the lamp is at fault, and the problem is not with the connections.

According to Grote Industries, you should inspect be sure to inspect all lamps on the heavy-duty vehicle for the following signs of failure.

• A lamp with stretched or broken filaments typically has been subjected to heavy vibration.

• A yellowish, bluish or white haze on the inside of the lamp indicates that the lamp’s glass envelope has developed a leak.
• A dark, metallic finish on the inside of the lamp indicates an old age failure.
• Black, sooty deposits on the inside indicate a voltage surge that has burned out the filament.

  Once you’ve determined that the lamp is not the component that failed, you then can continue investigating the problem. If you’re aware of common lighting system failures, it will be easier to prevent those problems from recurring and causing even further damage to your customer’s vehicle.

• Corrosion is a major contributor to lighting system failure. As with most other components on the vehicle, corrosion in the lighting system can be caused by dirt, debris or water. To protect against corrosion, all the electrical wiring connections should be sealed against moisture with a non-conductive grease.

  Mark Assenmacher, director of marketing, Peterson Manufacturing Co., explained that it’s vital that the connections are not subjected to a harsh environment, and that it’s up to the lighting manufacturer, the driver and the technician to make sure they help protect all the connections.

• Shock, vibration and burnout can occur when the vehicle experiences constant road pounding when traveling down the highway. This causes the filaments in the bulb to break prematurely.

  According to Van Riper, shock can be caused by factors other than vibration, such as loading a container chassis on to a truck chassis, dump truck loading or tailgate banging, loose mounting of cargo hardware, unloading operations and impact with stationary objects such as poles or loading docks.

  To protect against vibration, install a lamp designed with shock-mounted mechanisms to cradle the bulb and absorb the effects of shock and vibration.

  Advanced technology can assist you in preventing the damage caused by vibration. Baseless bulbs are available which are suspended and able to endure heavy-duty applications much more than the traditional S-8 non-shock-mounted bulb units or the standard J-slot bulb socket.

  Technology also has introduced light-emitting diodes (LEDs), rated at 100,000 hours of operation. You may want to suggest your customer consider switching his lighting to LEDs because they are solid state and are much less susceptible to shock and vibration. Also, the electronics are sealed in epoxy, Van Riper explained.

• Inadequate wiring and cable can cause further damage. Cutting and splicing, or the merging of varying harnesses and wiring systems that are not designed to work together may break the system’s modularity, according to Grote.

  Suitable wiring can have a positive effect on product life and can reduce costs. The size of the wire or gauge is important as the use of a wire gauged too small can lead to dim or intermittent operation, excessive voltage drop and a possible fire hazard. A larger gauge wire than required can be used in any circuit for minimal additional cost, and it will offer reliable results, Van Riper said.

  The quality of the wire is very important. Stranded copper wire has a higher current-carrying capacity than aluminum wire of the same size, and it’s more flexible and less likely to break. Copper wire also resists heat better than aluminum wire in the case of short circuits, reducing the possibility of fire.

• Excessive voltage presents a problem for the bulb’s life. Failures caused by voltage occur as a result of load dumps, such as starting the engine with the lights on. Other sources of excessive voltage include heavy draw electrical devices such as lift gates or welders, according to Van Riper.

  Tell your customer to avoid starting his vehicle or using heavy draw accessories when the lights are on. Make sure to check voltage regularly to ensure the vehicle is operating within a safe range. Only one volt beyond the designed voltage will reduce the expected life of a bulb filament by more than 50%.

• Poor grounding can damage your customer’s lighting system. Therefore, installing a lighting product and harness system that uses an internal ground will help assure an absolute ground forever because it does not depend solely on the chassis ground, Van Riper said.

  This internal ground also helps eliminate rust and corrosion associated with chassis grounds.

• Loss of bulb contact may occur in your customer’s vehicle. In the traditional S-8 non-shock-mounted bulb units and the standard J-slot bulb socket, this is caused by corrosion or loss of spring tension.

  However, with the inception of the sealed baseless bulb lamp and soldered connections, product life is further enhanced, he added.

  Moving to LED technology also will prevent loss of bulb contact as it has no bulbs, no filaments, no internal wiring connections, and is completely sealed.

• Physical damage to the components of the lighting system occurs when there is no lamp protection in an open area, or when there is heat generation with no way to dissipate the heat.

  In order to prevent physical damage from ruining your customer’s lighting system, ensure that the housing or lenses are made of quality high-impact plastic.

  According to Van Riper, both lenses and lamp housings should be manufactured from a space-age plastic. Using recessed mounts and branch deflector designs further protect lamps from impact damage.

  He said that the best remedy for lighting system failures starts with a sound design from an experienced lighting manufacturer, followed by proper installation and application engineering from an OEM or installer. “With a good start, it is possible to achieve a ‘fit and forget’ lighting system,” he added.

For More Information
For more information on the lighting system, you may contact the following companies directly. Other companies offering information on lighting can be found in the Truck Parts & Service Aftermarket Buyers’ Guide & Directory as well as in Buyers’ Guide section on our Internet web site at www.truckpartsandservice.com.

Federal-Mogul Corp.
Wagner Lighting
Southfield, MI
248-354-7700
www.federal-mogul.com

Grote Industries, Inc.
Madison, IN
812-273-2121
www.grote.com

Peterson Manufacturing Co.
Grandview, MO
816-765-2000
www.pmlights.com

Phillips Industries
Santa Fe Springs, CA
800-423-4512
www.phillipsind.com

Truck-Lite Co., Inc.
Falconer, NY
800-562-5012
www.truck-lite.com