Gears April 2016

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Sonnax is an Employee-Owned Company
Sonnax April 2016.indd 1
3/29/16 9:30 AM
GEARS
TABLE OF CONTENTS
FOR THE TRANSMISSION REBUILDING INDUSTRY
APRIL 2016
Pump
PHONE (805) 604-2000

Publisher
Managing Editor
Technical Director
Advertising
Senior Designer
Graphic Artist
Dennis Madden
Rodger Bland
Lance Wiggins
Frank Pasley
Jeanette Troub
Aurelio Pea
Two Seals
Tales From The Bench:

A Look Inside Subaru CVT
Generation 2
PumpPage
Drive Assembly
14and Cover
Keep Those Trannys Rolling:

6L90E: No Line Rise after a Rebuild
Page 4
Figure 1

Contributing Editors:

Steve Bodofsky

Alex Goldfayn

Scott Shotton

ATRA Technical Staff:
Rolando (Rolly) Alverez

Mike Brown

David Chalker

Pete Huscher

Shaun Velasquez
Seminars & Convention Mgr
SPECIAL INTEREST & TECHNICAL
Jim Cathcart
Art Landeck
Thom Tschetter
Bill Brayton
Keith Clark
Rob Faucett
Mike Souza
Jarad Warren
Vanessa Velasquez
The views expressed in this publication should not necessarily be interpreted

as the official policy of the Automatic Transmission Rebuilders Association (ATRA).
Publication of product information or any advertising does not imply recommendation by ATRA.
GEARS , a publication of ATRA, 2400 Latigo Avenue, Oxnard, CA 93030,
is published for the betterment of the transmission industry and is distributed
ten times per year. No part of this issue may be reproduced without prior written
permission of the publisher. GEARS is distributed to members of the transmission industry in the United States, Canada, ATRA Members in Mexico & Europe,
and related automotive industry firms and individually. Send changes of address
to GEARS in care of ATRA. Subscriptions are available by contacting GEARS in
care of ATRA.
Advertisers and advertising agencies assume full liability for all content of advertisements printed and also assume full responsibility for any claims arising therefrom against the publisher. The publisher reserves the unqualified right to reject any
advertising copy as it deems appropriate, with or without cause.
GEARS is designed to provide accurate and authoritative information in regard
to the subject matter covered. It is distributed with the understanding the publisher
is not engaged in rendering legal, accounting or other professional service. If legal
advice or other expert assistance, is required, the services of a competent professional person should be sought from a Declaration of Principles jointly adopted
by a Committee of the American Bar Association and Committee of Publishers.
GEARS also welcomes articles submitted by members of the industry. GEARS
considers all articles for publication that contribute positively to the welfare of the
transmission industry, and reserves the right to edit all articles it publishes. If you
would like to submit an article to GEARS, include background information about
the author and a telephone number where he/she may be reached. If you want
submissions returned, enclose a self-addressed, stamped envelope.
KEEP THOSE TRANNYS ROLLING: 6L90E: No Line Rise after a Rebuild
by Pete Huscher
10
When Science Meets the Transmission Bench
by Art Landeck
14
TALES FROM THE BENCH: A Look Inside Subaru CVT Generation 2
by Jarad Warren
24

THE WORD ON THE STREET: New but Familiar: Introducing

The Mercedes Benz 7G DCT
by Mike Souza
34
Dont Break Out the Shotgun for Those O2 Codes
by Scott Shotton
40
UP YOUR BUSINESS: Customer Acquisition to Retention Cost Ratio
by Thom Tschetter
44
Getting Your Props: Respect Is a Two-Way Street
by Jim Cathcart
46
WHATS WORKING: Whose Hands Are in Your Till?
by Steve Bodofsky
48
ATRA'S POWERTRAIN EXPO 2016, Plan Your Trip Now!
by ATRA Staff
52
THE REVENUE GROWTH HABIT: 9 Critical Attitudes for Sales Growth
by Alex Goldfayn
54

SHOP PROFILE: Transmission Technology:

Building Transmissions on an Active Volcano
Editorial and Business Offices
POSTMASTER: Send address changes to GEARS, P.O. Box 16118,

North Hollywood, CA 91615-6118
Publications Mail Agreement No. 40031403
Return Undeliverable Canadian Addresses to:
Station A, PO Box 54, Windsor, ON N9A 6J5
Email: [email protected]
Issue #203
1TOC-416-jt.indd 2
Printed in U.S.A.
Copyright ATRA 2016
by Steve Bodofsky
DEPARTMENTS
2400 Latigo Avenue,

Oxnard CA 93030
Phone (805) 604-2000
Fax (805) 604-2006
www.gearsmagazine.com
www.atra.com
The Word on the Street:

New but Familiar: Introducing
The Mercedes Benz 7G DCT
Page 24
FROM THE CEO:

Escape from Gilligans Island
by Dennis Madden
58
62
68
POWERTRAIN INDUSTRY NEWS

SHOPPERS AND CLASSIFIED
LIST OF ADVERTISERS
Featured on the cover:

The Crew at Transmission Technician,
page 54
3/30/16 11:08 AM
FROM THE CEO
by Dennis Madden
members.atra.com
ne of the most popular TV shows

of the mid-60s was Gilligans
Island. It was the epitome of a
show that was so bad it was good. It
told the story of seven very different
people who were thrust together on a
deserted island, isolated from the rest
of the world.
One of the funniest twists about
these castaways was that, even
though they were in a totally different
environment, they still did everything
exactly as they did when they were
living in the civilized world even if
it didnt make sense.
For example, they needed to clean
their clothes (which they seemed to
have way more of than they should
have needed for a 3-hour tour.) So
the professor built a pedal-powered
washing machine. Forget that it
was more work to use than simply
taking their cloths to the creek; they
needed clean clothes so they built a
washing machine.
Over the course of the show,
the professor came up with some
amazingly inventive ways of doing
things. Kind of made you wonder: If
he could build a radio out of a couple
coconuts, why couldnt he figure out a
way to patch a small hole in the side of
the boat?
It didnt occur to me until recently
just how much of a metaphor Gilligans
Island was for the transmission repair
business just a few years ago. Back
in the 80s, the business environment
began to change. Computers started
worming their way into everything, so
it wasnt unusual for a transmission
2
1frmceo 416.indd 2
problem to have nothing to do with

the transmission.
But most businesses were stuck
with an outdated model one that was
very successful back in the 60s and
70s. They were transmission shops
they rebuilt transmissions. If the
transmission wasnt operating right,
theyd sell the customer a new one.
If there was something else wrong,
theyd send him down the road.
This business model is one
we called commoditization; they
were treating transmissions like a
commodity instead of focusing on
the customers needs. Lets call it the
Gilligans Island business model:
restricting themselves to a strategy
they were familiar with, instead of
adapting to the new environment.
This was the mindset we began to
change when we introduced the Whats
Working program. Our goal was to
show shop owners that, to be successful
in todays business climate, you have
to serve the customer whatever that
means in each particular case.
I recently began an ongoing series
of meetings with some of the businesses
that serve the transmission industry;
from manufacturers to parts suppliers.
For years their business model was
simple: Sell parts to transmission shops.
It was their version of the Gilligans
Island approach: It worked before, so
lets keep on doing it.
But, just as shops have had to adapt
to the changing business environment,
so have the suppliers. Theyve realized
their goal has to change from simply
supplying parts, to helping shops
serve their customers whatever

that involves.
This wasnt just one companys
viewpoint, and it wasnt something
I had to convince them to consider.
Virtually every business I visited
shared the same message: If we dont
start thinking about our customers
businesses, it wont be long before we
dont have any customers left.
Great, but what did they have
in mind? And, just as before, they
all seemed to have the same basic
strategy: Partnering with ATRA.
Partnering how? To begin with,
by helping support ATRAs regional
training and webinar programs. They
recognize how valuable these programs
are for keeping their customers
on track.
But thats just the beginning:
Many had new ideas to share, and
were actively working with them to
find ways to develop these ideas into
new programs, to build a brighter,
more profitable future for all of us.
I have to tell you, I was a bit
overwhelmed: It was a refreshing
outlook for a business that spent so
many years languishing on a deserted
island. And that vote of confidence was
just what we need to reinvigorate our
approach as we take the next step in
discovering whats working for todays
transmission shops.
And who knows? Maybe by
partnering with ATRA, our industry
will finally figure out a way to patch
that damn boat!
GEARS April 2016
3/31/16 8:57 AM
KEEP THOSE TRANNYS ROLLING
6L90E:
No Line Rise
after a Rebuild
n this issue, were going to

look at a 2007 GMC K2500
equipped with a 6L90E that
had no line rise after being
rebuilt. But first were going to take a
brief look at what makes the 6L80/90E
transmission tick.
by Pete Huscher
members.atra.com
Getting to Know the

6L80/90E
The General Motors 6L80E and

6L90E 6-speed transmissions were
introduced in the late 2005 General
Motors truck line as a successor to the
4L60E and 4L80E. It features clutchto-clutch shifting.
UP DAT E
PLEASE NOTE CORRECTION:
THIS article indicates that you must
also replace the pump body assembly
with a new design pump body assembly
when replacing the torque converter
housing or you will create a no line rise
concern. However, the new updated torque
converter housing IS compatible with the
original fluid pump assembly. The no
line rise concern is actually caused by
a sticking pressure regulator valve, or
isolator valve, in the fluid pump assembly.

4
PLEASE
NOTE
UPDATE
GEARS April 2016
The 6L80/90E transmission consists

of five clutch sets (1234, 35R, 456, 26
and LR), a planetary set, and a low clutch
sprag, which provides six forward gears and
reverse.
The hydraulic system primarily consists
of a vane-type pump, two control valve
bodies, a converter housing, and a case.
The transmission is controlled by
its internal transmission control module
(TCM). The TCM commands shift solenoids
and variable bleed solenoids (located on the
valve body) to control shift timing and feel.
The TCM also controls apply and release of
the torque converter clutch, which provides
maximum fuel efficiency without sacrificing
performance.
Hydraulic system The 6L80/90E
transmission hydraulic system consists of
a vane type pump, which provides system
pressure; two control valve bodies, which
control application and release of the
individual clutches; the torque converter
housing, which houses the pump assembly;
and the case assembly.
Transmission Control The 6L80/90E
transmission is controlled by its internal TCM.
Figure 1: Pump Components
SEE UPDATE/CORRECTION FACING PAGE
GEARS April 2016
6L90E: No Line
Rise after a Rebuild
SEE
UPDATE/CORRECTION
FIRST PAGE (PG 4)
Figure 2: Line Pressure Control
The TCM receives signals from

throughout the vehicle. From those
signals, the TCM controls the operation
of the shift solenoids and variable bleed
solenoids to provide the best possible
shift timing and feel.
Problems in other onboard
computer systems can interfere with
transmission operation. Remember
to correct all existing codes in other
modules before attempting to diagnose
a transmission problem.
Pressure Controls The 6l80/90E
transmission hydraulic system uses a
vane type pump to supply line and boost
pressure to operate the transmission.
The pump assembly consists of the
pump cover, the rotor and vanes, a
slide, and the torque converter housing.
The pump cover houses the rotor
and vanes, the pump slide, the pressure
6
regulator and isolator valves, the TCC

control valve, and the converter feed
limit valve (figure 1). The pump cover
also includes a pressure relief valve and
spring to prevent overpressurizing the
hydraulic system.
The TCM controls line and boost
pressure by modulating voltage to the
pressure control solenoid (PCS). The
PCS applies pressure to the isolator
valve, which, in turn, forces the pressure
regulator valve to increase line or boost
pressure in response to vehicle load
(figure 2).
No Line Rise
Now that weve looked at how

the 6L80/90E transmission operates,
its time to tackle our problem vehicle
that had no line rise after a rebuild.
The technician working on the vehicle
said he rebuilt the transmission about

a month ago; it came back within a
couple of weeks with the fluid burnt.
He connected a pressure gauge:
line pressure was steady at about
65-70 PSI but there was no line rise
during acceleration. The technician
disconnected the transmission electrical
connector to try to force maximum line
rise; it wouldnt rise above 70 PSI,
indicating an internal problem.
Remove, Inspect,
Repair
The technician removed the

transmission and tore it down. With the
transmission on the bench, he removed
the valve body assembly and air
checked the clutch components at low
pressure. All the clutches air checked
good with 35 PSI.
GEARS April 2016
Original standards. Remanufactured.

Ford is your source for remanufactured gas engines. Each one
is built to original performance specs, including the latest Ford
engineering enhancements. And since every remanufactured
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every time. No guesswork. Thats the power of original.
S:10
Contact the Ford Powertrain Assistance Center

at 800-392-7946 or visit FordParts.com.
See dealer for warranty details.
Ford April 2016.indd 1
3/29/16 9:38 AM
SEE UPDATE/CORRECTION FIRST PAGE (PG 4)
6L90E: No Line Rise after a Rebuild
During disassembly, the technician

found the 1234, 35R, and 456 clutch
packs were burnt. He went over his
parts list from the previous rebuild
and found that the torque converter
housing had been replaced due to debris
damage, and the 1234 clutch piston and
35R clutch drum assembly were also
replaced.
Since the clutch circuits were
capable of holding pressure, the
technician knew that this problem was
something hed built into the unit.
Parts Interchange
Problem
The technician knew that the

only major component hed replaced
was the torque converter housing. He
disassembled the pump for inspection.
He checked the isolator valve, pressure
regulator valve (located in the pump
cover), and their bores for wear. The
pump cover looked okay.
Then he inspected the torque
converter housing and found that the
new, OEM torque converter housings
hydraulic passages near the pressure
regulator valve (figure 3) were different
than the original housings (figure 4).
Which begged the question, is the lack
of line rise a parts interchange problem?
I had the technician take pictures
of the original and the new OEM torque
converter housings hydraulic passages
and send them to ATRA for review.
From the pictures it was obvious there
was something different about the new
housing.
With pictures in hand, I contacted
our local GM dealership parts department
to discuss the situation. According to
our local parts guy, the torque converter
housing and pump body assembly had
just been updated to a new design and
werent interchangeable individually
(news of this update is just getting out).
Replacing the torque converter housing
would require replacing the pump body
assembly with the new design.
Boost Problem
Resolved
I contacted the technician and

explained that the torque converter
housing and pump body were updated
and would have to be replaced as a set.
The technician replaced the pump body
assembly with the new, updated version
8
Figure 3: New OEM Replacement Converter Housing Hyd Passages
Figure 4: Original Converter Housing Hyd Passages
and reassembled the transmission.

He installed the transmission and
checked the line and boost pressures.
Both were now within specification;
the line pressure was rising and falling
with throttle position. With the line
pressure responding properly, it was
time for a test drive.
During the test drive, transmission
worked great. The technician left
the pressure gauge connected to
the transmission so he could
monitor line pressure and rise.
They worked perfectly. With the
line rise problem resolved, it was
time to deliver the vehicle.

Well, there you have it: a brief look
at one of the many problems associated
with replacing component parts. Thats
why its so important to compare the
replacement parts with the originals, to
make sure theyre the same as the part
youre replacing.
If they arent identical, question
it: Make sure youre using the correct
replacement parts. With a little better
understanding of parts interchange, you
should have no problem keeping those
trannies rolling!
GEARS April 2016
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TransTec April 2016.indd 1
3/29/16 9:45 AM
When Science
Meets the
Transmission
Bench
by
deck
Art Lan
any of you are seeing a lot of

radiator issues in a variety
of car makes and models.
Theyre common on Nissans and
Mercedes vehicles.
But are you missing others
because you either dont hear about
them or dont see any signs when you
have the unit apart? Typically water
contamination causes flaked clutches,
rusty metal parts, swollen seals, and
wrinkled paper gaskets. But what
if theres just a tiny bit of water or
glycol; not enough to cause a problem
The important
thing to
remember about
this situation is
there wasnt a
single reason
to think this
unit had water
contamination
10
1 ArtLandeck 416.indd 10
now, but will rear its ugly head after

you rebuild the unit?
One way to check for water
contamination is with test strips.
Another test, one that Sonnax
recommends, is the spoon test: You
heat up a spoon and then put a drop or
two of transmission fluid in the spoon:
If you see bubbles or steam or hear a
sizzle, theres water present.
I like this test, but youll want to
keep it away from your customers
prying eyes, as it looks a lot like
youre using drug paraphernalia.

And if you get the spoon too hot, the
transmission fluid can ignite.
Here are a few other ways to
check for water in the ATF:
1. Get a centrifuge there are cheap
units on Ebay or you can make
your own using a drill. Youll need
some vials. The idea is to spin the
vial; the heavy liquid will be forced
to the outside of the spinning
vial, separating the oil and water
(figure 1).
Figure 1
GEARS April 2016
3/29/16 12:26 PM
Reason #343
Business is booming. The sun is shining.
And your builder just called in sick.
Whatever your reason, use ETE Reman.

6 National Warehouses
ETE R EM AN
ETE Reman April 2016.indd 1
Easy Core Returns
Convenient Online Catalog
Remanufactured Transmissions | 866.717.9800 etereman.com
3/29/16 9:42 AM
When Science Meets the Transmission Bench
2. Apply a vacuum to the fluid

vacuum works because
dropping the pressure also
lowers the boiling point.
Chances are you already have
a vacuum test unit; all you need
is a test tube. If you cant find
one, go to a cigar store and buy
a cigar in a glass tube. Enjoy
the cigar and then use the tube
to test your fluid:
Put the fluid in the tube.
Adjust the vacuum to the
highest vacuum levels itll
deliver; generally around
28-29 Hg.
If theres water in the fluid,
within 10-20 seconds youll
start to see bubbles (figures 2
and 3). The amount of time will
vary based on the percentage of
oil to water; the more water the
faster youll see bubbles.
Of course, if theres a lot of
water, you may be able to see
it without performing a test; on
the other hand, the test may be
necessary to prove the condition
to your customer.
Another worthwhile tool
would be to have a microscope
in your shop. They can be fairly
cheap and are worth having
around, and after the other tests,
a microscope makes it easy to see
the bubbles.
Keep in mind, it doesnt
take a lot of water in the ATF to
cause a problem, and often those
problems arent obvious. For
example, we recently had a 2001
BMW with a 5HP24 that was
slipping. We pulled the unit apart;
there were no signs of water or
glycol contamination.
I checked anyway: The vacuum
test revealed small amounts of water
or glycol, so its either the start of a
radiator failure or water somehow
entered the system. Im going to let
the customer know what we found and
recommend replacing the radiator.
The important thing to remember
about this situation is there wasnt a
single reason to think this unit had
water contamination but a simple
test revealed it did, while I still had the
transmission on the bench.
12
1 ArtLandeck 416.indd 12
Figure 2
Figure 3
Oil and water dont mix,

so finding even the smallest
amount of water contamination isnt all that difficult.
But it does require that
you make the effort to
look for it.
GEARS April 2016
3/29/16 12:27 PM
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Slauson April 2016.indd 1
3/29/16 9:43 AM
TALES FROM THE BENCH
by Jarad Warren
members.atra.com
n this article, were going to look

inside a Subaru 2nd generation
CVT. Well inspect the front of the
transmission, and look over the pump
and its drive components.
Then well cover the solenoid
locations and case passages for testing.
And well tear down the transfer case
clutch assembly and learn a testing tip
for reassembly.
Pump
PUMP
The pump is chain driven at a

ratio of 1.33:1 of engine speed, so the
pump turns faster than the engine.
This provides high pressure and
volume at low engine RPM.
The pump is under the front cover.
To access it, youll need to remove the
front cover that supports the pump
drive system. Remove the ten, 12mm
bolts that hold the cover on. Then pry
the front cover off to get access to the
pump (figure 1).
Check the pump shaft

and shaft bearings
for wear
and pitting
14
1jarad 4-16.indd 14
Two Seals
Pump Drive Assembly and Cover

Figure 1
GEARS April 2016
3/29/16 10:25 AM
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not getting the same old grind. As your
preferred supplier, going above and
beyond for you is what we do. Need
transmission or driveline solutions?
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from people you trust and same-day
or next-day delivery from our door
to yours.
Making your job easier is Transtars
#1 priority. That means youll actually
have time to take a coffee break.
Now that should perk you up.
Contact your local Transtar

sales rep or call 855-TRANSTAR
TRANSTAR1.COM
Transtar April 2016.indd 1
3/29/16 9:38 AM
A Look Inside Subaru CVT Generation 2; Part 1
There are three seals at the

front of the transmission. Two are
just like a normal transmission:
the front torque converter seal and
the input shaft seal for lockup
control. The other seal is at the
base of the stator shaft and seals
the inside of the converter hub.
This seals converter apply oil.
To remove the pump, remove
the four bolts with an 8MM Allen
wrench. There are two O-rings
and a gasket behind the pump: The
larger O-ring seals the suction side
of the pump and the smaller O-ring
seals the pump output (figure 2).
To disassemble the pump,
remove the four 10mm bolts and
separate the pump halves. Notice
that the ID marks on the pump
gears arent showing. The ID
marks go into the pump body first.
Check the pump shaft and shaft
bearings for wear and pitting
(figure 3).
Pump Pressure
Pump Suction
Figure 2
Figure 3
16
1jarad 4-16.indd 16
GEARS April 2016
3/29/16 10:26 AM
GearSpeed April 2016.indd 1
3/29/16 9:52 AM

Forward and Reverse Solenoid
(inside middle VB)
4-6 Ohms
AWD Solenoid
2-4.5 Ohms
Primary Down Solenoid

10-13.5 Ohms
Primary Up Solenoid
10-13.5 Ohms
Lock-up Duty Solenoid

10-13.5 Ohms
Fluid Temperature Sensor

2.5K Ohms @68F
Secondary Line Pressure Solenoid
(inside lower VB)
5-7 Ohms
Figure 4
VALVE BODY AND OIL

PASSAGES
On the Subaru Gen 2 CVT, the

valve body is under the top cover.
Remove the twelve, 10mm cover bolts
and pry up on the cover. Be careful;
you need to unplug the valve body
wire harness under it. To remove the
valve body from the case, just remove
the nine valve body-to-case bolts
(figure 4).
This valve body has six solenoids
(figure 5).
1. Secondary Line Pressure
2. Forward/Reverse
3. Lockup Duty
4. Primary Up
5. Primary Down
6. AWD (All Wheel Drive)
The temperature sensor is part of
the valve body wiring harness.
The case passages are under the
valve body (figure 6). To air test the
forward clutch, put the shifter in the
drive position and apply 40 PSI to the
manual valve port.
To test the reverse clutch, move
the shifter into the reverse position and
blow 40 PSI into the same port.
To air test the transfer case clutch,
blow 40 PSI into the transfer case
clutch port.
18
1jarad 4-16.indd 18
Figure 5
TCC Release
Lube
To Manual Valve
Primary Up/Down
To Cooler
TCC Apply
Main Line
Pulley Pressure
To Lube Filter
Return to Suction
From Cooler
Chain Lube
Transfer Case Clutch
Figure 6
GEARS April 2016
3/29/16 10:27 AM
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with each part clearly labeled, easy instructions and, very often, a
few extra parts you might need to get the repair done. Tech help is
always fast and free (with plenty of how-to videos on our website),
or contact our engineering manager Vinnie Soverio directly at
800 872-6649 x3022. Were here to help.
14 Todd Court Extension, Yaphank, NY 11980

(631) 567-2000 Fax (631) 567-2640
Toll Free: 800-872-6649
E-mail: [email protected]
www.transmissionkits.com
ISO 9001 Certified & 68,000 sq. ft. of inventory.

When you need it, were ready to ship.
Precision International April2016.indd 1
3/29/16 9:53 AM
BOTTOM PAN
Remove 2 Bolts
Remove Roll Pin
Figure 7
O-Ring
There isnt much in the lower pan

on this transmission; the valve bodys
on top. But there are still some key
items down there.
Remove the transmission pan and
the three filter bolts. Pull the filter off
and inspect the O-ring on the top of
the filter neck.
While you have the lower pan off,
youll need to get ready to remove the
main case. Remove the three, 12mm
bolts that hold the baffle to the case.
The baffle wont come out yet.
Next, remove the linkage and
manual valve. Remove the two 10mm
bolts and knock out the roll pin on the
shift rail shaft (figure 7). Then remove
the two bolts holding the range switch
to the case. Now you can remove the
range switch and shift rail together.
Remove the park rod and pull out the
manual valve.
The manual valve is different on
this unit than on most transmissions:
Its located in the front of the
transmission, not in the valve body. If
you dont remove the manual valve,
itll bend when you try to remove the
main case.
TRANSFER CASE CLUTCH
Secondary
Pressure Sensor
Shims
The transfer case clutch is in the

same location as all other Subaru
transmissions: under the tail housing.
Remove the thirteen, 12mm bolts and
remove the tail housing to reach the
transfer case clutch.
Youll find two sets of shims: one
for the output shaft and the other for
the transfer gears (figure 8). These
shims have different outside diameters
so you cant mix them up. Dont lose
the O-ring seal; this is the seal for the
transfer case clutch.
This is also a good time to remove
the secondary pressure sensor so it
doesnt get damaged.
1. Remove the park pawl, spring,
and shaft.
2. Pull the transfer case clutch drum
straight out.
3. Pull the transfer case clutch
hub out.
4. Pull the transfer shaft and gears
out. Theres no need to remove
the nut on the transfer gears.
Figure 8
20
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Transfer Gear
Transfer Case
Clutch Drum
Transfer Case
Clutch Hub
Transfer Case
Clutch Pack
Figure 9
The transfer case clutch has four

clutch plates (figure 9). The stack up
goes like this: apply plate first, then a
steel, clutch, steel, clutch, steel, clutch,
steel, clutch, pressure plate and then
the snap ring. The transfer clutch
clearance should be 0.0280.043
(0.7mm1.1mm).
When air testing the transfer case
clutches outside the tail housing,
assemble the drum and clutch hub, and
then put the whole assembly in a press
(figure 10). You dont have to put much
pressure on the shaft. The press just
holds it together; if you dont put the
assembly in the press, itll push the
clutch hub off and cut the seal ring.
In the next Tales from the Bench,
well finish pulling this unit apart and
inspecting the pulley system and the
forward and reverse clutch systems.
It can be difficult to keep up with
all the new transmissions coming out
each year but its also what makes
this business fun and exciting.
Press Down
Air Test
Figure 10
GEARS April 2016
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THE WORD ON THE STREET
Mercedes CLA Class

Figure 1
NEW BUT FAMILIAR:
by Mike Souza
members.atra.com
Introducing The Mercedes Benz

7G DCT
M
ercedes Benz technology is usually
a little ahead of its
time, so, when I heard Mercedes
was using a new direct shift
gearbox, I thought, well its
about time. Lets face it: DSG
transmissions have been out for
quite a while.
This new Mercedes DSG
(Figure 1) is designated the 7G
DCT (dual clutch transmission
724.0; (figure 2). Its a 7-speed,
front wheel drive transaxle
that replaces the 722.7 5-speed
front wheel drive, similar to a
Honda design (figure 3) and the
722.8 front wheel drive CVT
(figure 4).
Figure 2
24
1mikesouza416.indd 24
GEARS April 2016
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Figure 3
The reason you probably havent

heard of these two units is theyre
used in the A and B Class vehicles
sold in Europe. Unless one of our
service boys stationed overseas
were to bring one of these vehicles
stateside, you wouldnt have worked
on one. The new 7G DCT is found
in the 2011-on A and B Class sold
in Europe.
Figure 4
So what does this unit have to do

with us here in the States? Well, the
7G DCT is also found in the 2013-on
Mercedes Benz CLA vehicles, which
are sold on this side of the Atlantic.
So it isnt all that new. It wont
be too long before one of these
vehicles shows up in your shop. This
transmission can be found behind
several engine sizes and is available in

all wheel drive.
When you take a closer look,
this DSG is a little different: It has
a three-shaft layout without a fixed
reverse gear. Mercedes designed
this transmission without a separate
fixed reverse gear to create less drag
and noise.
RostraTRANSMISSION
GEARS April 2016
25
3/29/16 10:34 AM
New But Familiar: Introducing the Mercedes Benz 7G DCT
Theres one internal, hollow

shaft assembly and two separate
output shafts, each with a fixed gear
(figures 5 and 6). The internal shaft
is splined to the K1 outer clutch and
the hollow shaft is splined to the K2
inner clutch.
Figure 5
Figure 6
26
GEARS April 2016
3/29/16 10:35 AM
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Parts
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Complete Line of Miscellaneous parts
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Complete line of CVC Remanufactured

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Electrical Components
Version 5.0
2015
Digital Catalog
For quicker access & more info, including
our Tranny Guide, ask for our CD
Catalog. With clickable links to take you
from index, to complete photo layout, to
individual part descriptions instantly!
800-940-0197
www.wittrans.com
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A Engine Torque
1 Internal Shaft
2 Hollow Shaft
3 Output Shaft Fixed Gear 1
5 3rd Gear Idler Gear
6 Reverse Idler Gear
7 Internal Shaft Fixed Gear 3rd
8 Internal Shaft Fixed Gears 1st
9 Hollow Shaft Fixed Gear 2nd/Reverse
10 1st Gear Idler
11 2nd Gear Idler
12 Output Shaft Fixed Gear 1st
13 Differential Spur Pinion Gear
14 Right Drive Shaft
15 Left Drive Shaft
16 Sliding Sleeve (shift fork) 6th/Reverse Gear
17 Sliding Sleeve (shift fork) 1st/5th Gear
Figure 7
If you look at the power flow for

first and reverse, it works much like
any other DSG except for reverse. In
first gear engine torque is transferred
through the applied K1 (outer) clutch,
driving the internal shaft with a fixed
gear (1). The 1st/5th shift fork (sliding
sleeve) engages with the 1st gear
idler. The 1st gear idler drives output
shaft 1 with a fixed gear to turn the
differential pinion gear (figure 7).
In reverse, the K2 (inner) clutch

is applied and drives the hollow shaft
with its fixed gear (2), driving the
reverse/3rd idler gear. The dual, 6th/
reverse shift fork (sliding sleeve)
engages with the 3rd gear idler. The
3rd gear idler drives the internal shaft
with its fixed 1st gear, driving the first
gear idler.
The 1st/5th shift fork (sliding

sleeve) engages with the 1st gear
idler. The 1st gear idler drives output
shaft 1 with a fixed gear to turn the
differential pinion gear (figure 8).
A little different than your normal
reverse setup; I never said Mercedes
wasnt complicated.
A Engine Torque
1 Internal Shaft
2 Hollow Shaft
5 3rd Gear Idler Gear
6 Reverse Idler Gear
7 Internal Shaft Fixed Gear 3rd
8 Internal Shaft Fixed Gears 1st
9 Hollow Shaft Fixed Gear 2nd/Reverse
10 1st Gear Idler
11 2nd Gear Idler
12 Output Shaft Fixed Gear 1st
13 Differential Spur Pinion Gear
14 Right Drive Shaft
15 Left Drive Shaft
16 Sliding Sleeve (shift fork) 6th/Reverse Gear
17 Sliding Sleeve (shift fork) 1st/5th Gear
Figure 8
28
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Figure 9
Lets talk about the all wheel

drive that Mercedes refers to as
their new 4Matic system (figure 9).
Its somewhat different from what
Mercedes has used in their earlier
4Matic all wheel drive system, but not
very complicated and actually similar
to what were used to seeing in most
other vehicles. Its just new compared
the earlier 4Matic system.
The new 4Matic system uses

a typical power takeoff unit (PTU)
flanged to a driveshaft going to the
rear differential (figure 10). The new
4Matic system weighs 154 lbs (70
kg); 25% lighter than many other
manufacturers systems.
The PTU is more compact with
tapered bearings, and integrated into
the main transmission, which supplies
it with its own oil circuit. Other

systems branch off power via an addon PTO component.
Which takes us to the rear
differential. As mentioned before,
this new Mercedes torque-on-demand
rear differential is similar to what
other manufacturers have been
using for some time. It consists of an
electrohydraulic, multidisc clutch set
Figure 10
30
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Figure 2
In this case, all four DTCs refer to the

same two bulletins. Generally they say
that replacing the MAF sensor, oxygen
sensor, or PCM wont correct these
codes if you have a vacuum leak.
That scares me a little, because
if Ford issued these bulletins, it
means technicians have been trying to
correct these codes by replacing these
components. It suggests they didnt
perform a proper diagnosis; they used
the shotgun approach. According to
these bulletins, a better choice would be
to check for a vacuum leak.
The freeze frame data reveals
positive fuel trim values. Positive fuel
trim values could easily be the result
of a vacuum leak, but under what
conditions are vacuum leaks most
likely to affect fuel trim? Idle speeds
are when you can expect a vacuum leak
to have the greatest effect on fuel trim.
But the freeze frame data shows
engine RPM is 2160 and the engine
load is 48.6%, which suggests the
throttle is open and air is flowing. So
its probably safe to cross a vacuum
leak off the list.
So where should we look next?
Since fuel trim numbers are based on
oxygen sensor input, it only makes
sense to start by testing the oxygen
sensors. After all, we cant trust the
fuel trim numbers if we cant trust the
oxygen sensors. So how do we test
them?
36
1scottshotton416.indd 36
Its important to understand that

exhaust leaks can affect what an oxygen
sensor reports. Small holes or cracks in
an exhaust system can draw ambient
air in while the engine is running and
affect the sensors ability to operate
accurately. Although the test method
were going to use should work okay
with minor exhaust leaks, itd be a
good idea to inspect the exhaust before
proceeding.
Another concern is air injection:
If air is being injected into the exhaust
when it shouldnt be, it could skew the
oxygen sensor results. This vehicle isnt
equipped with a secondary air injection
system, so we can move forward.
Once youve inspected the exhaust,
testing oxygen sensors requires a few
tools. Although a scan tool or a digital
voltmeter can get us most of the way
there, a scope is the best tool for this
task.
Well also need a propane
enrichment tool. The test itself is
relatively simple and consists of three
parts:
How rich can the sensor report?
How lean can the sensor report?
How fast can it respond?
These are basically the same tests
the PCM should be performing, but
we have the advantage of forcing the
engine much richer or leaner to achieve
the desired result.
The first step is to see if the sensor

can report a rich condition. An oxygen
sensor causes a chemical reaction that
generates a voltage when conditions are
rich. As an oxygen sensor fails, it can
lose its ability to generate this voltage.
You can check this by watching the
sensor voltage on a scope while adding
propane or an alternate fuel source into
the intake manifold. The sensor voltage
should exceed 800 millivolts. If the
sensor voltage doesnt go high enough,
try adding more propane. If you add
enough propane to make the engine run
rough or stall, its safe to assume the
engine ran rich enough that the sensor
voltage should have reached 800mV.
IMPORTANT: You may have to
increase the propane several times
to get the system to run rich. Thats
because, every time you add propane,
the fuel injection system will try to
lean out to compensate. Youll need to
continue increasing the propane until
the injection system cant compensate
for it any more.
If the sensor voltage wont rise to
at least 800mV, the sensor is faulty. The
red arrow (figure 2) indicates where
propane was added while running
the engine at around 2000 RPM. The
oxygen sensor generates almost 1 volt;
well over the 800mV threshold.
The second step is to make sure the
voltage can drop low enough to indicate
when the engines running lean. If
the vehicle was in closed loop during
the first part of this test, shutting the
propane off is usually enough to drive
GEARS April 2016
3/31/16 12:38 PM
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Opens in Chicago
April 2016
G-COR April 2016.indd 1
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the sensor lean. The voltage should

drop below 175 millivolts, without
dropping below zero.
If turning the propane off doesnt
allow the system to drop lean enough,
you can try creating a vacuum leak,
such as pulling off the brake booster
vacuum hose. If the engine runs poorly
due to the extremely lean condition and
the voltage doesnt drop below 175mV,

the sensor fails step two. The red arrow
(figure 3) indicates where propane was
shut off and the oxygen sensor drops
to about 80mV; well below the 175mV
threshold.
IMPORTANT: The oxygen sensor
voltage should never drop below zero.
If you see oxygen sensor voltage below
Figure 3
zero for even a moment, the sensor

is faulty and needs to be replaced.
Many scan tools wont register negative
voltages, so you can only check this
with a scope or digital voltmeter.
The final step is to check the
response time of the sensor. While the
oxygen sensor is reading lean, add a
quick pulse of propane to the intake
while observing the scope. Sensor
voltage should switch from 300mV to
600mV in less than 100 milliseconds.
This part of the test isnt possible
with a scan tool or digital voltmeter
because their response times arent
quick enough. If the voltage transition
is too slow, the oxygen sensor fails.
In our test we marked the 300mV and
600mV levels (figure 4). The transition
between those levels was 19ms; again,
well below 100ms.
We performed an exhaust
inspection and all three oxygen sensor
tests on the Escape and it passed all of
them. In this case we were able to cross
the oxygen sensors off our suspect list.
If wed have replaced these oxygen
sensors thered have been no change,
the vehicle wouldnt be fixed, and wed
be back at ground zero.
Since we eliminate the oxygen
sensors as a possible problem, our
next step was to move on to lean code
diagnosis.
Further testing revealed a failed
mass airflow sensor, which was causing
the engine to run so lean the PCM
would set false oxygen sensor DTCs
along with the legitimate P0171 and
P0174 lean codes. After we replaced
the mass airflow sensor, cleared the
DTCs, and performed a test drive, fuel
trim numbers returned to normal and
the vehicle was fixed.
Taking a little extra time and
performing a few tests resulted in the
correct diagnosis and we didnt even
have to get our shotgun out!
Figure 4
38
1scottshotton416.indd 38
GEARS April 2016
3/31/16 12:38 PM
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UP YOUR BUSINESS
p Your Business is an exclusive

GEARS Magazine feature in
which I share stories, insights,
and reflections about real business and
life challenges.
Its likely that youre familiar with
the phrase customer acquisition cost.
But have you ever actually taken the
time to calculate what it costs you to
acquire a new customer? If not, you
should do it and do it now.
In this article Im going to discuss
the relative costs associated with
acquiring new customers, retaining
existing customers, and recovering
lost customers.
Some of you might think that
customer retention is less of an issue
for transmission-only shops because
transmission customers are often
one-time customers. If thats you,
I think youll feel differently after
reading this article.
A LESSON FROM SATELLITE TV
If youre a regular reader of this

column, youll recall my fathers
observation, Smart people learn from
their mistakes, but wise people learn
from other peoples mistakes. With
that in mind, heres a story about a
personal experience I had with two
satellite TV companies.
After hearing from a friend that
he recently received a deep discount
and upgraded service from the same
carrier I was using, I contacted them to
see about getting the same deal. They
responded that I didnt qualify for
that deal because I hadnt been using
their service long enough, but I could
qualify in about three months if they
still offered that promotion.
In the meantime I was approached
by a different carrier. They offered
40
1tschetter 416.indd 40
me essentially the same deal as my

friend if Id switch to their company. They even threw in a couple
extra incentives.
Now, I place a high value on
loyalty and tend to develop a relationship with companies I like. I truly
liked my provider and didnt want to
change. But the other companys offer
would save me about 35% with no
perceived difference in the service,
and I didnt have to wait to see if
theyd still be offering the promotion
in three months.
I decided to contact my carrier.
The conversation went something
like this: Im contacting you to give
you the opportunity to retain me as
a customer. Ive received an offer
from your competitor thatll save me
$xx each month for two years. Im
perfectly satisfied with your service
and Id prefer to not make a change.
Are you willing to match their offer?
The representative didnt even
hesitate replying that they could not
only match the deal, but theyd even
upgrade my DVR to the latest version
at no extra charge. The only catch
was that Id need to sign a new, 2-year
agreement that carried a cancellation
fee of $300 during year one and $150
during year two.
I told the rep that I was fine
with that because I had no other
reason to switch companies than
the monthly cost. He proceeded to
wrap up the transaction and arranged
an appointment to have the new
equipment installed. He said the new,
lower monthly service fee would
begin immediately.
Fast forward six months my
bill shows a significant price increase.
The new price is now higher than my
by Thom Tschetter
original service. I called to discuss
what I thought was just going to be
a billing error. I was informed that
the lower price was only good for six
months and that my increased bill
was correct.
Of course I was quick to point out
that I wouldnt have entered into a twoyear agreement that only provided me
with six months of savings. In essence,
their reply was sorry, but nothing
could be done.
I told them that unless they
honored our agreement and returned
my monthly service fee to the agreed
amount, I would switch to the other
company. They declined, stating that
they had the right to increase rates
after six months. And to add insult to
injury, they brought up that I would
face a $300 early cancellation charge!
In the end I did switch. I was able
to negotiate $100 off the cancellation
fee and the new company gave me a
$100 VISA gift card for switching to
their service, so the early cancellation
only cost me $100.
Im pleased with the new company
and my new deal is actually better
than I expected. They even sent me
an Xbox One, worth over $350, for
Christmas! They also send me weekly
email announcements about upcoming
shows that fit my interest profile. They
include tips for getting the most out of
their service and shortcuts for using
their DVR. They seem to be very
focused on keeping me happy and
retaining my business.
Since making the switch, the
original company has offered me the
moon to switch back to them. Theyve
GEARS April 2016
3/29/16 10:59 AM
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Customer Acquisition to Retention Cost Ratio
offered cash incentives, lower rates,

even more super high-tech equipment,
and more. If theyd just met my original request, Id still be their customer.
Its clear that these companies
are willing to invest lots of time and
money in acquiring new customers.
But only one of them has learned
the lesson that it costs so much less
to retain existing customers than to
recover lost ones.
CALCULATING THE COSTS
New Customer Acquisition Cost

(NCAC) is simply the amount of
money you invested to get a new
customer. To calculate your New Customer Acquisition Cost, choose a
period of time (month, quarter, or year)
then add up all the money you invested
in advertising, marketing, and your
sales staff.
Divide that by the number of new
customers you served for the time
covered. The result is your average
New Customer Acquisition Cost.
Youll probably be surprised at just
how much it is.
Lost Customer Recovery Cost
(LCRC) is a bit more difficult to
calculate and its somewhat subjective.
Its similar to acquiring a new customer in that you need to go through
the marketing process of re-attracting
them and ultimately selling them again
(reacquiring them).
But while recovering a lost
customer is similar, now you need
to remediate the issue that caused
you to lose the customer in the first
place. This likely means youll have
to spend money; how much can vary
significantly from case to case, based
on the severity of the circumstances.
So your average is more of a general
measure of how well you prevent,
mitigate, and resolve customer upsets.
Because its more of an intuitively
subjective number, I recommend that
you use it primarily for comparative
analysis of improvement or lack
of improvement in this area of
your business.
To calculate your Lost Customer
Recovery Cost, I suggest you
determine the average of the Unique
Segregated Costs (USC) associated
with resolving matters with lost
customers. For the subject period of
42
1tschetter 416.indd 42
time, divide the total of your Unique

Segregated Costs by the number of
lost customers youve recovered to
determine your average USC. Now
add the average Unique Segregated
Costs to your average New Customer
Acquisition Costs (NCAC + USC =
LCRC).
While your Lost Customer Acquisition Cost is somewhat artificially
high, it doesnt even include the
resulting cost of lost business, lost
referrals, and lost reputation. This
illustrates the importance of keeping
customers happy.
Customer Retention Cost (CRC)
is even more difficult to calculate. The
study of CRC has resulted in several
approaches to calculating the number.
The difficulties rest in the wide range
of variables you need to consider. A
short list of these variables includes:
Average purchase amounts
Frequency of repeat purchases
Impact of potential referrals
Loyalty factors affecting expected
life of customer relationships
Frequency of follow-up contacts
Costs for the follow-up methods
you use (phone, face-to-face, mail,
email, texts, Facebook, Twitter,
LinkedIn, etc.)
One school of thought is to think
in terms of Lifetime Customer Value.
The customers-for-life concept isnt
new, but trying to calculate an actual
average cost for customer retention
seems to be less important than the
generally accepted premise that it
costs substantially more to acquire
a new customer or recover a lost
customer than it does to retain an
existing customer.
Experts generally agree that it
makes sense to consider the ratio of
the acquisition costs to the average
amount spent on retention activities.
The average Customer Retention Cost
is simply the total invested in retention
activities divided by the total number
of all customers.
Usually the resulting ratio is
anywhere from 8:1 to 20:1. This means
it costs from 8 to 20 times more to
acquire a new customer than it does
to retain existing ones. The greater the
companys New Customer Acquisition
Cost and Lost Customer Recovery
Cost, the greater the ratio will be.
WHAT CAN WE LEARN?
Keeping customers happy keeps

customers should be your companys
mantra. If you arent investing in
customer retention staying in
contact with your customers, making
sure your customers are happy with
your company, and fixing it if they
arent youre missing the boat.
It shouldnt take much more time
to calculate your numbers than it
took to read this article. If you dont
think you have the time, assign it to
your bookkeeper.
At last years Expo, Alex
Goldfayn spoke on revenue growth.
Hes written a book called The
Revenue Growth Habit. His book is
packed with ideas and techniques to
grow revenue, but if you implement
Alexs simple techniques, youll be
well on your way to greater customer
retention too.
Be wise and learn from the mistakes
made by my Satellite TV experience.
Share Your Stories

If youve personally experienced a
weird or unusual customer dispute and
wouldnt mind sharing it to help your
industry, please contact me. You just tell
me the story and Ill do all the heavy
lifting to write it.
We can make it an article about
you, or you may remain anonymous. The
main thing is we want to share stories
that will help others avoid similar problems. Call me at 480-773-3131 or email
me at [email protected].
About the Author
Thom Tschetter has served our
industry for nearly four decades as a
management and sales educator. He
owned a chain of award-winning transmission centers in Washington State for
over 25 years.
He calls on over 20 years of
experience as a certified arbitrator for
topics for this feature column.
Thom is always eager to help
members of our industry and continues
to be proactive in pursuing ways to
improve your business and your life.
GEARS April 2016
3/29/16 10:59 AM
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1/7/16 1:53 PM
Getting
Your Props:
Respect is
a Two-Way
Street
W
hen you travel in a rough

neighborhood, the way you
show or earn respect is an
important ritual. As a young adult,
I worked in a warehouse on the east
side of Little Rock, Arkansas, and
I occasionally had to walk home at
night through a particularly rough
neighborhood.
There was more than one occasion
when I encountered a gang on the
street and had to talk my way past
them. The first moment was always a
non-verbal challenge that would often
determine where things went next.
You dissin me?
I learned to make eye contact,
show respect but not weakness,
and then move along. When I was
challenged openly I would mention
my friend who lived there and usually
that was enough. But I could easily
have gotten into trouble if I was more
44
1chatcart 4-16 v3.indd 44
concerned about how they regarded me

than about how I acknowledged them.
This same dynamic is present in
your day-to-day work. When customers come in with a problem, theyre
very aware of how you react to them.
If youre more interested in getting
them impressed with you and your
knowledge, then theyll probably have
just the opposite reaction from the one
you want.
So, if youre talking and telling,
you arent connecting and selling.
Make listening and observing your
first act. As author Stephen Covey
often said, Seek first to understand;
then to be understood.
You might say, But hey, what
about my props? Shouldnt people
show me more respect?
Well, no.
Business is about service and
compensation. Its how a society
by Jim Cathcart
makes life better for itself: One person
offers a product or service that the
other needs, and that person pays for
it. This is how we share without having
less as a result. It isnt about showing
how smart, good, or cool you are. Its
about helping the greatest number
of people you can and being paid for
that service.
So how do you get someones
respect? Well, of course you earn it;
but more important, you begin by
showing them respect. When we treat
a young adult or a single mom or a
person who knows nothing about cars
with respect, we earn their respect in
return. In fact, theyre often amazed
and pleased to be treated that way.
If you want to avoid price
resistance, show more respect to your
customer. Theyll appreciate you
for it and bonus! theyll trust
you more.
GEARS April 2016
3/29/16 11:00 AM
My father-in-law, Wesley Dugger,

recently passed away in Little Rock
and I attended his funeral. Since he
was an Army veteran, they placed U.S.
Army markings on the hearse for all
to see.
What truly struck me that day
was how people reacted to the funeral
procession. On the way from the
mortuary to the cemetery, we had
dozens of cars in line and mine was
directly behind the hearse. As we
drove through the streets of North
Little Rock, I saw something that
restored my faith in humanity.
As we slowly drove along, led
by the hearse, the oncoming traffic
and those on the side streets stopped
and pulled over. Many of them

turned off their engines and bowed
their heads in respect. Some saluted.
Men and women, young and old.
One motorcyclist stopped, took off
his helmet and placed his hand over
his heart.
I choked up. What a beautiful
gesture! These people didnt know
Wesley or any of us in the procession,
but they knew that one of their own
had passed. And they showed the
proper respect to this fallen warrior,
peaceful citizen, and loving father.
Our society needs more respect
like that. It isnt about being important
or powerful. Its about being valued as
a person.
The next time someone comes to

you for help, take a moment and think
about Wesleys funeral procession and
ask yourself: How can I show proper
respect to this person today?
Jim Cathcart is the author of 16

books including Relationship Selling, and
is a member of the International Sales &
Marketing Hall of Fame. As part of the
ATRA strategic team, hes a ready resource
and advisor for those of you growing your
businesses as owners and operators. See his
business tips on video at Thrive15.com/acorn.
He can be reached at www.Cathcart.com.
+44 (0)1323 848886

[email protected]
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GEARS April 2016
1chatcart 4-16 v3.indd 45
KIT
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www.sussexautos.com
45
3/29/16 11:00 AM
WHATS WORKING
by Steve Bodofsky
members.atra.com
WHOSE HANDS
ARE IN
YOUR TILL?
When I asked for his social security number,
he claimed hed left his wallet at home that day.
heres one problem that nearly

every repair shop has found
itself facing: finding good help.
More and more high-quality employees
are reaching retirement age, while
fewer young people are lining up to
take their places.
But no matter how difficult a
position is to fill, the last thing you want
to do is relax your standards for hiring.
Those employees are the face of your
company. Hiring the wrong ones can
quite literally put you out of business.
Think thats an overstatement?
Meet Bob (not his real name): a shop
owner who jumped in a little too
quickly and learned the hard way that
not everyone is who they claim to be.
This is a true story; Bob contacted us
and shared his tale of woe to help others
avoid making the same mistakes.
Bob owns a few shops in the
south central U.S. Having multiple
shops means he has to bounce around
between them, so he needs a manager at
each shop to keep them on track when
he isnt around. When one of his shop
managers left, he started looking locally
for a replacement. After he exhausted
the local talent, he began advertising
nationally.
46
whats working 416.indd 46
A young guy called me from

Florida, says Bob. He said his name
was Josh Wilson. He seemed cool,
calm, and very likeable; just the kind of
person I was looking for. So I asked him
for references.
He claimed hed worked for his
uncle for 13 years before going out on
his own for three years. But because
he was getting a divorce, he ended up
closing his shop. Thats why he was
looking for a job, and why he could
begin working right away.
I called and spoke with his uncle,
Joe Wilson, who owned a shop in North
Carolina. We talked for a while and his
uncle really spoke highly of Josh.
I didnt find out until later that
the name Wilson was an alias. And
Ive recently discovered that it isnt the
only one hes been using. In fact, Josh
and his uncle Joe have been accused
of operating under a wide range of
business names to cheat customers.
Theyve even been listed as off-limits
to military personnel in news briefs
from Fort Campbell and the Department
of the Army.
So how did this miscreant make his
way into Bobs shop? He had all the
right answers, explains Bob. He said
he could start right away because he and

his wife were getting divorced. And,
once he started, Josh did a terrific job
and sold a lot of work.
But there were red flags: When I
asked for his social security number, he
claimed hed left his wallet at home that
day. And, once hed finally played that
excuse to its limit, he claimed his car
had been stolen along with his wallet.
Anything to keep from revealing his
true identity.
How was Josh stealing from Bob?
Hed collect cash from the customer;
that went into his pocket. Then hed run
a stolen credit card number for the job
and submit that at the end of the day. I
have no idea where he got those credit
card numbers, says Bob.
It wasnt long after Josh stopped
showing up that Bob began receiving
fraud notices from the credit card
companies. They start coming two at a
time, and one in the middle of the week.
They all came within about two weeks.
Once they start coming they just roll in
every day.
I went to check the information and
the files were gone. And he erased those
customers records from the computer.
He even altered the customers phone
GEARS April 2016
3/31/16 8:02 AM
numbers so that Bob couldnt verify

what happened with them.
In the end, Josh stole about
$20,000 from Bob. That loss would be
bad enough, but now Bob is faced with
trying to rebuild a reputation damaged
by Josh cheating his customers.
Bob is quick to acknowledge that
he dropped the ball. I gave him too
much access; I never had anyone steal
from me before. Not completely
surprising: It isnt easy for an honest
person to imagine someone going to
such lengths to cheat them.
In her diary, Anne Frank famously
asserted, Its a wonder I havent
abandoned all my ideals, they seem so
absurd and impractical. Yet I cling to
them because I still believe, in spite of
everything, that people are truly good
at heart. Unfortunately there are a few
people who seem to want to prove her
and Bob wrong.
Background Checks
Chances are, if youve made

it this far, youve come to the
conclusion that what was needed was
a careful background check. Bob even
acknowledged that hed been pretty lax
on that score.
But how do you handle a
background check? Who do you call
and what do you ask? More important,
whats legal to ask and whats none of
your business? There are limits to what
you can ask for and what a previous
employer can tell you.
The good news is that all the
information you need is right at your
fingertips, and you dont even have
to know what to ask for: Just Google
employee background check services.

Youll find dozens of sites dedicated
exclusively to providing you with these
services. There are even a few links
right on the first page that review the
different screening companies.
Whats really impressive is how
inexpensive the service generally
is: Depending on which service you
choose, you should be able to get
a complete background check for
between $100 and $200. In some cases
that even includes a social media check.
Most offer different services on an
ala carte basis: You can pick the checks
you want, from basic criminal checks
to employment verification. There are
even a few that offer drug testing.
Keep in mind that one or two
negative results may not be enough to
disqualify a tentative hire. Lets face it:
Weve all done a few stupid things in
our lives. (Well, you guys did. Me? Im
a saint.)
If you come upon a discrepancy in
the background check, give the person
a chance to explain. You may find that
drug bust 15 years ago wasnt that big
a deal (because who hasnt sparked
up a doobie in the parking lot before
a Stones concert? Besides me, cause,
you know saint.)
On the other hand, if nothing
matches what youve been told and
theres an outstanding arrest warrant
for the guy on the other side of the
table, you might want to think about
continuing your search and calling
the cops.
the right person and made the hire, that

doesnt mean you should sit back and
relax. American humorist Finley Peter
Dunne said Trust everybody, but cut
the cards. Trust is important, but it
needs to be earned, especially when it
comes to new hires. Until theyve had
a chance to earn your trust, consider
adding video surveillance to your shop.
There are a number of systems
available today that wont break the
bank. In fact, several 8-camera systems
are available for about $300 to $400.
Think about that: You can keep an eye
on your entire shop for less than you
probably spent for your morning latte
for a couple months!
Some of those systems are wireless,
so installation and setup should be
fairly easy something you can do
yourself over a weekend. And a few are
accessible through your cell phone, so
you can check up on your business from
across town.
Bob suggests reserving one camera
to monitor your credit card machine.
Josh would take cash from the customer
and then punch in a stolen credit card
number to charge a second account for
the shop. If hed had a camera on the
credit card machine, Bob would have
seen the duplicate transactions taking
place.
So, before you hire your next
employee, think seriously about adding
a screening process to your hiring
procedure. Because you need to know
whose hands are reaching into your
shops till.
Video Surveillance
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GEARS April 2016
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3/25/16 1:14 PM
THE REVENUE GROWTH HABIT
CRITICAL
ATTITUDES
SALES
GROWTH
FOR
by Alex Goldfayn
CEO, Evangelist Marketing Institute
So much of sales has to do with

attitude and mindset.
Want to grow?
What do you believe about your
products and services? How do you
perceive your work? Are you selling
products or improving lives and
companies? Are you offering great
value to your customers when you call,
or do you fear bothering them?
When its time to follow up on
a quote or proposal, what are you
thinking? Are you expressing interest
or taking more of their valuable time?
When you need to inform your
customer that theres a lot more you
have to offer them, wheres your head?
Are you proud to help or worried about
overstepping?
Through my work with clients
who are almost always heads
of manufacturers and distributors
between $50 million and $500 million
in revenue Ive identified nine key
attitudes that impact revenue growth.
52
1AlexGoldfayn 416.indd 52
GEARS April 2016
3/29/16 11:07 AM
These are ways of thinking and

behaving, and, as such, they can be
learned. I can teach this and you can
adopt it into your daily process.
The following list represents
my most recent work and, to date,
Ive only shared it with clients in
workshops. It isnt in my latest
book, although it might become my
next book! Youre the first to read
about this.
Here are the 9 critical attitudes for
growing sales:
1. Focus on Your Value: When you
talk about your products and services, dont talk about your products
and services. Emphasize how your
customers are improved. You save
them time. Youre dependable,
which allows them to sleep at night.
You grow their businesses. You help
them look good to their customers,
which leads to retention and
referrals for them. You do this. Talk
about it. Its far more interesting
than your product specs.
2. Confidence: You arent lucky to
have your customers business;
theyre lucky to have you. If you
asked them, theyd tell you this.
You arent lucky they picked up the
phone, theyre lucky you decided to
call them over 100 others you could
be talking to. Be confident in your
value. The opposite is uncertainty,
doubt and fear, which is the default
position for many salespeople. Its
why salespeople quickly agree
to lower prices at the customers
first request: They fear losing the
business. Teach them to think
confidently and this stops. Its part
of nearly every project I do.
3. Boldness: Confidence informs our
thinking and boldness dictates our
behavior. If we think confidently,
we behave boldly. Boldness the
opposite of meekness leads
us to think less and take action
more. When were bold, we dont
hesitate to pick up the phone, or
schedule the meeting, or pivot to
the sale, or ask if our customer
GEARS April 2016
1AlexGoldfayn 416.indd 53
would like to buy other products

we offer. Bold salespeople dont
procrastinate. Bold salespeople ask
for the business. Bold salespeople
sell more. This can be taught and
learned. I teach this.
4. Optimism: There are countless
studies that show optimistic
people are more successful than
pessimistic ones. It makes sense,
right? If you believe youll get the
business before you pick up the
phone (confidence), youll behave
accordingly (boldly) and chances
are youre right. If, conversely, you
believe you wont get the business
(pessimism), chances are you wont.
Henry Ford said whether you think
you can, or you think you cant,
youre right. Might as well be
optimistic and think you can!
5. Gratitude: Too many people
starting with our politicians and the
media that covers them believe
that the country is broken. The
country isnt broken. America is
the greatest country in the world,
and, as such, the best country on the
planet in which to be in business.
Your company isnt broken; its
been around so long often
for generations! for a reason:
Because you provide massive value
to your customers. Be grateful
for where we get to live, where we
get to work, and the customers
we get to sell to. The opposite of
gratitude is cynicism, which is far
more common to find in business.
Be grateful and youll behave
accordingly. Youll sell more.
6. Perseverance: As Ive written previously in this space, we only need one
yes. A single yes obliterates 100 nos
that came before it. A no never means
no forever. It merely means not now.
So give people another opportunity
to say yes. In fact, a terrific revenue
growth technique, which I have my
clients implement, is to go back to
everyone who said no in the last year
and ask if you can help now that some
time has passed.
7. Uncommoditization: Focus on
your relationship and youll be
singular. Nobody else has the
relationship with their customers
that you have. The friendship, the
extra effort you put in, the trust, the
reliability. Thats yours alone. Focus
on it, rather than your products
and pricing.
8. Proactive Efforts: Strategic growth
demands proactivity. Get out of the
problem-solving circle: A customer
calls with a problem; you work to
resolve it. Then another problem
comes in and you solve that one.
This repeats until its 4PM and time
to go home. Block out 15 minutes
of proactive communication time
daily, and call customers and
prospects.
9. Action: Do stuff. Communicate.
Dont put it off. Dont procrastinate,
which is the core competence
of the unsuccessful. Make your
core competence action. Your
communication doesnt have to
be perfect and it doesnt have to
be 100% ready before you send it
out. It only needs to be helpful. So
take action.
I repeat: These nine critical
growth attitudes can be taught, and
they can be learned. If you want to
grow your sales, turn these attitudes
into culture inside your business.
Alex Goldfayn runs The Revenue Growth

Consultancy, a seven-figure consulting practice
which grows companies and creates positive
cultures by marinating customer-facing staff in
the glowing feedback of the customers. Email
Alex directly at [email protected] or visit
www.alexgoldfayn.com for more information.
53
3/29/16 11:07 AM
SHOP PROFILE
by Steve Bodofsky
members.atra.com
Transmission Technology:
Building Transmissions on an Active Volcano
magine you wake up one morning to discover your shop is on

an island cut off from the rest
of the world by an ocean. The only
way to get there is by boat or airplane.
Theres no bridge access, so your
entire market is limited to the islands
residents.
Its a big island: about 4000
square miles nearly four times the
size of Rhode Island, but only a fifth
its population. And the people are
spread thin, so many of those potential
customers could be almost two hours
away.
If that wasnt enough, the island
is an active volcano! Lava is spewing
from its gaping maw, redefining the
landscape moment by moment.
What do you do? How do you
build a business model under those
conditions?
Sound a bit farfetched? Maybe
even impossible? Not to Vic
Comesario, owner of Transmission
Technology on the Big Island of
Hawaii. Thats the business model
he wakes up to every morning, and,
to hear him tell it, things couldnt be
going better.
One of the ways Transmission
Technology sets itself apart from
other shops on the island is theyre
willing to repair transmissions; not
just rebuild them. Money doesnt
grow on trees; many of our customers
are struggling, so if the rest of the
transmission is okay, well give them
the option to repair it.
That difference has brought Vic
and his crew a lot of customers and
54
1shop profile416.indd 54
Kona Crew L to R: Row 1: Vic, Row 2: Gwen, Nesha, Sue, Row 3: Robert, Zion, Greg and Wayne
Hilo Crew L to R: Jason, Brysen, Zhymer and Corey
GEARS April 2016
3/31/16 8:10 AM
its one reason theyre more likely to

get a referral from other customers.
His first shop is in Kona. In 2006,
Vic opened a second shop on the other
side of the island in Hilo. Having
a second shop means Transmission
Technology is always close to its
customers, making it easier for everyone
to take advantage of their service.
The Hilo shop handles general
repair and transmission diagnosis.
But they dont rebuild transmissions.
When they sell a transmission job, they
remove it and take it to the Kona shop
to be rebuilt. Then they get it back and
install it.
This business model works well for
them, because there just arent enough
cars on the Big Island to support two
shops rebuilding transmissions. But
when added to the general repair model
and their terrific reputation, both shops
are doing extremely well.
What sets them apart from their
competition? Were focused on
customer retention, says Vic. To do
that, we have to provide the best service
possible. Customer service is number
one to us.
Vics wife Gwen agrees: When
we opened, we talked about how other
shops had treated us. Too many were
more interested in selling additional
work we said Were not going to do
that. Were going to be different. Were
going to treat them like family.
When a customer comes in, I ask
them about their family I try to get to
know them, explains Vic.
And he believes in taking the time
to understand the customers problem:
When a customer brings a car in, the
first step is always to get to know them
a little. That lets us learn more about the
customer and his problem. The service
becomes more personalized.
To top it off, Vic has a real talent
for remembering his customers.
When I see a customer on the road,
I vividly remember what we did to the
transmission. Ill think, That was a 604
GEARS April 2016
with a blown planet.

Ill talk to the customer and Ill
remember his sons name. Ill ask, Is
Jake still in college? It helps build a
solid rapport with that customer. They
know theyre important to me, and they
send their niece, their nephew, their
kids the next generation is coming to
us, and thats client retention.
Vic is also careful not to step on

anyones toes. In our complex we
have an engine specialist, a muffler and
brake shop, and an auto body shop. So,
even though we offer general repair,
when one of my customers needs brakes
or engine repair, Ill refer them to one
of those shops. And when they have
a car that needs major transmission
Shop Referrals
Transmission Technologys
best referrals come from other
shops. Vic works hard to build
relationships with those shops,
so when they have a transmission
problem, they send them to him.
Last week, one of the
local shop owners came by with
some seals and asked me what
they were, say Vic. I told him
theyre lockup seals; they let the
converter clutch apply. He asked
me if I had them, because the
dealer would only sell them the
kit, and that wouldve cost $620!
So I found the seals and he
asked How much? I told him,
You know what, brother? You
take em. One day I might need
your help. And he said, You can
count on me.
Vic Comesario, owner of Transmission Technology
Gwen Comesario at the office above left. On the right, she is beaming after the 2014
Red-Hot, Sizzlin' Summer Car Show took in over 1,200 pounds of donations for the Hawaii
Island Food Basket ~ filling up the Auto Body Hawaii "Little Red Wagon"!
55
3/31/16 8:11 AM
Transmission Technology
Corey from the Hilo crew!
repair, theyll send it to me.

Its that kind of relationship
building that has Vic getting referrals
from every shop on the island.
Sense of Community
One of the ways Vic gives back to

his community is through sponsorship
of local events, from high school
sports, to charity fund raisers and
quarterly car shows at Kailua Kona's
main shopping center - Lanihau Center.
But the biggest event that the shop
produces is the semi-annual Summer
Car Show at the Kona Ballpark.
But calling it a car show probably
doesnt do it justice: Sure, they have
cars racecars, sports cars, antiques,
4x4s, and more but they also show
motorcycles and trucks.
Transmission Technology is the
event host and Vic markets the program
and gets all the other businesses on
board to sponsor the event. For the
2014 show highlights, visit their web
page at transtechhawaii.com.
Their first car show drew a lot of
attention, with over 2000 spectators.
That show was to benefit a young boy
who was hurt in an accident. Half his
body was titanium, says Vic. The bill
was horrendous.
So we put on this car show and
it was a tremendous success. The
community came together and we
56
Above photo is Vic and below is Zhymer

and Jason from the Hilo crew!
Above photo is Wayne and below is Robert

from the Kona crew!
raised money to help him cover some

of his medical bills.
Since then, weve focused on one
non-profit organization, such as the
Hawaiian Island Food Basket. This
years is to help support the teachers
association.
The upcoming show will include
a tug-of-war between the local police
and the fire department and a fitness
competition for both men and women.
We do it for love. Im a believer
in karma; I believe what goes around
comes around. If hes right, Vic and
Gwen certainly deserve the best the
future has to offer.
I also became a columnist for

Hawaii Motorhead Magazine. I did the
monthly trans tips.
In addition, the local newspaper,
West Hawaii Today, voted us Best Auto
Repair Shop in 2007, 2008, 2009, and
2010. And were an accredited member
of the Better Business Bureau, rated
A+.
Of course, sometimes customers
have complaints; we cant satisfy
everyone. But we always try to rectify
problems before they get out of hand.
We want the customer to leave us on
a positive note. Its a smart move and
one thats served them well.
Marketing
History
Vics wasnt always well known

on the island. He had to get his name
out there just like anyone else. To
begin with he has a nice web site at
transtechhawaii.com.
Im a believer in advertising and I
know customers respond to repetition. I
made a deal with the local radio station:
I fixed the transmission in their van,
and we worked out the cost in air time.
I have a commercial that runs
four times a day at two different radio
stations. And I go in once in a while to
talk about our upcoming event. All my
ads include this tag line: Transmission
Technology: The Gear Master
Shifting Power for You!
Vic began working in Honolulu

repairing VW Bugs in 1985. In 1987
I moved to Seattle and took a job at a
transmission shop. I started as an R&R
guy; thats where I learned how to
rebuild transmissions.
Four years later, Vic went back
to Hawaii, where he met Gwen and
decided to remain there.
I didnt want to fix cars any more,
so I took a job selling knives for Cutco
Cutlery. I was part of their inter island
management expansion program. For
that, he moved to the Big Island to
expand their sales under their Vector
Marketing program.
As part of the program, I
GEARS April 2016
3/31/16 8:11 AM
Vic in front of the Kona location
attended a number of marketing and

motivational seminars. And I apply a
lot of what I learned there to my auto
repair business. I did pretty well; top 20
in the nation for sales and marketing.
But being a great salesperson in
a limited market created a problem:
By 1995 Id saturated the market.
Everyone had the knives so business
died out.
I was living in a small studio
about 300 square feet with my
wife and two small children. I was flat
broke; I was behind in my rent when
my landlord approached me and asked
what skills I had. I told him I knew
how to rebuild transmissions. He said,
Thats a rare talent; you dont find too
many mechanics who can do that.
He told me to check the other
shops in town. I discovered there
were only two guys who rebuilt
transmissions. I realized this could be
a great opportunity: The hills and the
heat are brutal for transmissions. And
I thought, What an awesome place to
start a transmission shop.
My landlord was having trouble
with his car. He needed a timing belt so
I replaced it. He was so happy with the
work he let me use my home to start a
mobile mechanic business. His work
area? Out back, under a Haden mango
tree. It was a 12 by 12 canopy tent,
says Vic. Sadly the tree is no longer

there.
Shops would pull the transmissions
and Id come by and rebuild them. Then
I started doing transmissions for the
local dealership; they had a bench all
ready for me.
So now Vic was doing transmissions
and general repair in his free time, and
working full time as a cook at the
Orchid at Mauna Lani hotel. Suddenly
he was a very busy guy. And, being one
of the only transmission repair guys on
the island, his business kept growing.
Finally he decided to open his shop
in Kona. In 2007, Vic opened a second
shop in Hilo. He added general repair
during the economic slump in 2008.
Why ATRA?
Since there really arent a lot of

other shops to compete with, you might
wonder why Transmission Technology
would be a full ATRA Member. Tech
support, sure, but whats the point of
the Golden Rule Warranty with no other
shops around?
While it isnt common, Vic has
had experience with the Golden Rule
Warranty. We rebuilt a transmission
for a customer in 2005. Later he shipped
the car to Nevada.
The transmission failed and
we referred the customer to Hoppys
Trans Tech also sponsors local racers like Arron Fujimoto's Fiat Altered
GEARS April 2016
Transmission Technology, Hilo shop
Transmission Factory, an ATRA Member

shop in Las Vegas. Hoppys took great
care of the customer; thats when I
became a true believer in ATRA!
Vic has also taken care of at least
one car for another ATRA Member.
The customer moved to the Big
Island from Southern California. The
transmission had a valve body problem,
so we replaced it and got the car back
on the road. The whole transaction was
quick and smooth.
Of course ATRA always provides
tremendous tech support and terrific
information through the ATRA web site.
Its been very beneficial to us; ATRAs
one of the key reasons we have so few
comebacks.
Sure, we have Aldata and other
technical resources. But when it comes
to transmissions, we rely on ATRA
for the latest technical training and
support.
Vics only complaint is that ATRA
doesnt offer technical seminars on the
Big Island. But since thatd pretty much
mean the seminar would be exclusively
for his techs, it may be a while before
ATRA plans a seminar there. But even
for a shop tucked away on an island,
theres still terrific value in being an
ATRA Member.
A successful auto repair business
operating on an active volcano in the
middle of an ocean.
For many of us, its
an
unbelievably
impossible situation.
For Vic and Gwen and
their staff at Transmission Technology,
its just another day in
paradise.
Vic's Charger
57
3/31/16 8:12 AM
POWER INDUSTRY NEWS
POWERTRAIN INDUSTRY NEWS

Goodbye to a Dear Friend
by Dennis Madden
GEARS does not endorse new products but makes this new information available
to readers. If you have a new product, please email the press release information
with applicable digital photo or drawing to [email protected] or send by mail to
GEARS, 2400 Latigo Avenue, Oxnard, CA 93030.
Alto Introduces PowerPacks

for Ford 6R140 Trans
P/N 206758
Brenda Warnke
It is with deep sorr ow to share the

news of the passing of a dear friend
and colleague, Brenda Warnke. I first
met Brenda in 1990 when her husband,
Bob Warnke began working at ATRA.
Brenda was one of those unique
individuals that was your friend from
the moment you met her.
Years later, I had the opportunity
to work with Brenda during my stint
with Sonnax in 2001. At the time, we
worked in a research facility in Illinois
with a total of five people. Brenda
was always bright, cheery and eager
to learn. Bob is well known for his
technical expertise and presentations
but it was Brendas work behind the
scenes that gave it the pizzazz. She was
also instrumental in the development of
the Sonnax TASC Force.
Brenda was an avid cook, camper
and loved the outdoors. What is less
known about Brenda is her volunteer
work for children and the less fortunate.
Her passion for helping others led her
to a mission to Nicaragua through
the NiCE Foundation, a childrens
organization.
During her recent trip to Nicaragua
she contracted a bronchial virus that
appeared to be a cold but ultimately
lead to heart failure and the cause of
her death on February 10, 2016. Her
love of God, and helping others was
Brendas purpose in life.
She is survived by her husband,
Bob and two boys, Nick and Jesse. Ill
be one of many wholl miss her smile
and charm at industry events.
58
1PINS 416.indd 58
Alto Products Corp now offers

three new high-performance G3
PowerPacks for the Ford 6R140
transmission
206756 Direct Clutch
206757 2-6 Clutch
206758 Overdrive Clutch
These high performance clutches
are manufactured with Altos new G3
diesel performance friction material.
All three are in stock and available
for immediate delivery.
Visit www.altousa.com for more
information on these PowerPacks and
other Alto products.
International Lubricants
Introduces New Synthetic
Power Steering Fluid
International Lubricants,
Inc., makers of LUBEGARD
branded products, is
pleased to introduce
a new synthetic
power steering
fluid in response to
customer demand.
LUBEGARD
Synthetic Power
Steering Fluid
was developed
in response to
customers
w h o wanted quality,
synthetic-based power steering fluid
to service the vast majority of power
steering systems.
LUBEGARD Synthetic Power
Steering Fluid is the high quality
solution for all European, North
American, and Asian vehicles (*Honda
fluid is recommended for Honda
vehicles). This fluid is formulated
with a superior base synthetic oil and

a proprietary additive package that
includes two patented technologies:
Synergol TMS and LXE. Together
these technologies provide the
most advanced anti-wear protection
available.
Synergol TMS is the first nonactive, phosphorous-free surface
molecule composed solely of carbon,
hydrogen, and oxygen.
LXE (Liquid Wax Ester) has
a molecular structure that allows
unsurpassed heat transfer making
LUBEGARD Synthetic Power
Steering Fluid the most heat stable
power steering product sold.
The combination of these two
technologies in a synthetic base
prolongs the life of the power steering
system and makes the operation
smoother. This PSF is effective in
a wider range of temperatures than
competition, providing excellent
hot and cold weather performance.
Its unique additive package protects
seals and hoses, reducing the risk of
power steering leaks and prolonging
component life.
For more information on
LUBEGARD, Inc., Call toll free (800)
333-5823 (LUBE) or visit the web site
at www.Lubegard.com.
Rostra Introduces New

On-Off Solenoids for
Aisin Seiki Transmission
Rostra is pleased to introduce new

on-off shift solenoids for the Dodge
truck AS68RC and NPR truck A465
6-Speed RWD/4WD Aisin Seiki
transmission.
Rostra product number 52-0593
replaces the S1, S2, S3, and S4 on/off
shift solenoids (four per unit):
Dodge P/N 68019702AA
Isuzu NPR P/N 8-98179-071-0
GEARS April 2016
3/28/16 10:52 AM
For more information about these

new solenoids, visit Rostra on line at
www.Rostra.com, or contact Tal Eidson
at (910) 291-2575; [email protected].
Transtar Now Offers

Dura-BondBushing Kits
cost-effectively with Sonnax solenoid

test manifold kit 95430-VTK.
This new kit allows for easy pass/
fail verification of the solenoids
internal sealing integrity, taking the
guess work out of replacing solenoids.
Note: Must be used with Sonnax
vacuum test stand VACTEST-01K.
Visit www.sonnax.com for more
details.
Portland Transmission
Warehouse - PTW 34th
Spring Classic Auto Exhibit
Enhanced Ford/ZF ZF6HP26 bushing kit, 2005-Up Part: 95030A
Transtar, the global leader in

transmissions and driveline solutions,
has developed a strong partnership
with Dura-Bond, the world leader in
cam bearings, bushings, valve seats
and hardware.
Thats because Dura-Bondparts
set the standard for the industry. They
meet or exceed OE specs. Transtar
stakes its reputation on these 100%
USA-made parts and you can, too. You
deserve the best and Transtar delivers
it with same-day or next-day delivery
nationwide.
Here are a few bushing kits
available through Transtar:
Enhanced Ford/ZF ZF6HP26,
2005-up;
P/N 95030A
Ford 6F50/6F55, GM 6T70/6T75,
2007-up;
P/N 124030A
GM 6L80/6L90,
2006-up;
P/N 104030A
For more information, visit Transtar
on line at www.Transtar1.com.
Sonnax ZF Solenoid Test

Manifold Kit
The inability to maintain an internal

mechanical seal is the leading cause
of solenoid failure in ZF6HP19/26/32
(Gen. 1) and ZF6HP21/28/34 (Gen.
2) units. Since it is not an electrical
failure, it can be difficult to evaluate
whether a solenoid is the cause of
a particular problem. Now you can
identify problem solenoids quickly and
GEARS April 2016
1PINS 416.indd 59
Saturday, May 7, 2016, 1000 plus

auto enthusiasts will gather at
Portland Transmission Warehouse,
S.E 11th and Clay Street, Portland,
Oregon for one the largest gatherings
of car people on the West Coast.
Venue: sharing stories and camaraderie
with 500 plus registered special interest
vehicles. All are greeted with special
caps, dash plaques, treats, hot dogs
and awards.
PTW and staff honors the
Northwest Automotive Community
with this annual event, attended
by many thousands of people over
34 years.
For more information: (503) 2334966 or visit www.portlandtrans.com.
Tri Component Introduces

New Ford Drive Plate
Tri Component announces development of its patented FX-23-78 converter drive plate for Ford 4R100 and
5R110W.
This new, time-saving, drop-in
part features a triple lining design, and
offers these improved characteristics:
Extended teeth overcome fretting of
front covers.
Extends service life indefinitely on
worn or new covers.
Eliminates noise and chatter.
Reduced componentand core costs.
For more, visit Tri Component on
line at www.tricomponent.com.
G-Cor to Open in Chicago

this April!
AJ Hill has
joined G-Cor
Automotive and
will be opening
a buying location
this coming April
in Elk Grove
Village, Illinois.
We are very
excited to have
the opportunity to have a presence
in the Chicago area. This will give
us even greater access to the cores
needed to supply our customers, said
Stanley Greenblott, president of G-Cor
Automotive.
AJ Hill will be bringing 34 years of
industry experience that includes the
buying and processing of automotive
cores that a typical, full-line core
supplier handles. AJ will also manage
G-Cors whole transmission core
sales program.
G-Cor is the leading transmission
hard parts supplier in the USA and
looks forwarding to building the whole
core program to the same status.
For more, visit G-Cor Automotive
at g-corautomotive.com.
WD-40 MULTI-USE
PRODUCT DELIVERY
SYSTEMS GIVE CONSUMERS
FIVE TASK-KICKING WAYS TO
GET THE JOB DONE
Power of Five Campaign Asks

End-Users to Share How They Use
Each Delivery System
While most consumers tend to
rely on one particular delivery system
of WD-40 Multi-Use Product, over
the last 60 years WD-40 Company
has continually innovated its variety
of delivery systems to include five
different options, dubbed the WD40 Power of Five, which provides
many ways to use the trusted formulas
power to get any job done right.
59
3/28/16 10:52 AM
POWER INDUSTRY NEWS

The WD-40 Multi-Use Product
line encompasses five task-kicking
ways for trade professionals and heavy
DIYers to solve challenges using a
pinpoint stream, flexible reach, precise
control, wide spray or soak. Over the
years, loyal WD-40 Multi-Use Product
users have shared thousands of ways
the formula and its delivery systems
have been used, and now WD-40
Company is asking them to share those
uses with others through the Power
of Five page on its website and using
#WD40PowerOf5 on social media.
To learn more about the five
different delivery systems, or to share
a photo or video of how you use your
favorite WD-40 Multi-Use Product,
visit WD40.com/Powerof5.
Kool-IT Evaporator &

Heater Foam Cleaner
International Lubricants, Inc.,

makers of LUBEGARD branded
products, reminds you to eliminate
the built up mold, mildew, bacteria,
and other contaminants in customers
HVAC as part of your spring service.
Kool-It Evaporator & Heater Foam
Cleaners unique scrubbing bubbles
action goes deep into the heater and
evaporator core and safely flushes out
and neutralizes pollutants leaving a
clean, fresh scent for up to six months.
This product requires no special tools
or drilling. Simply place the applicator
tip in the drain plug, dispense the
product, and wait for the foam to do its
job. One of the most effective solutions
for car odor- and the EASIEST!
For more information on
LUBEGARD, Inc., contact: ILI, 7930
Occidental South, Seattle, WA 98108.
Call Toll Free (800) 333-5823 (LUBE)
or visit www.Lubegard.com
60
1PINS 416.indd 60
New Evaporative Coolers

from Portacool Jetstream
The new Portacool Jetstream

series of portable evaporative coolers
feature designs engineered to generate
significant airflow and provide superior
cooling options for a variety of hot
working environments.
The Portacool Jetstream 240,
250, 260 and 270 are equipped with
KUUL Comfort evaporative media,
the highest-quality evaporative media
on the market made in the USA
exclusively for Portacool products to
provide maximum cooling comfort.
Available in four sizes, there is a
Jetstream portable evaporative cooler
option to cool your garage and shop
areas ranging from 1,125 to 5,625
square feet.
Learn more about these highperforming cooling solutions at
portacool.com.
Autologic Diagnostics
Appoints Seasoned Sales
Team to Drive Autologic
Assist Solution
Autologic Diagnostics, a worldwide

provider of an aftermarket automotive
diagnostics solution that enables repair
shops to identify faults and repair cars
faster, announced the formation of a
new sales force that includes several
new sales professionals as well as the
promotion of current employees. Each
sales professional is strategically based
in a different region of the country to
best serve the needs of Autologics
growing client base.
The new sales team, all of whom
will serve as regional sales managers
in newly created positions, includes
Michael Kevin Barrett, Donald
Landrum, Ty Snow, Eric Edberg, and
Bryan Gabbert.
Barrett, Landrum, and Snow join
Autologic immediately while Edberg
and Gabbert, current Autologic
employees, were promoted from

their roles as sales representatives.
Each will manage independent sales
representatives and distributors in their
respective regions.
We are excited to grow our
sales team and to expand our sales
efforts as we demonstrate the benefits
of our newly unveiled Autologic
Assistdiagnostics support solution,
said Kevin FitzPatrick, president of
Autologic North America.
The Assist is changing the way
automotive diagnostics are performed
and now, with our newly strengthened
sales force, we anticipate spreading the
word that much faster. We welcome
these new seasoned professionals
to our team and are also pleased to
promote Eric and Bryan after their
years of dedicated service and solid
performance
For more information, visitwww.
autologic.comor follow the company
on Twitter@autologicassistand
onLinkedIn.
Consolidated Vehicle
Converters Expands Fleet
Consolidated Vehicle Converters,

Inc. (CVC) recently added two
experienced, professional drivers
and one new tractor/trailer unit to
the company fleet. The additional
personnel and equipment will
allow CVC to further enhance its
commitment to superior customer
service and timely delivery of product,
which have been and continue to be the
cornerstones of the companys quest
for 100% customer satisfaction.
For more information on high
quality CVC Torque Converters please
visit: www.cvcconverters.com
GEARS April 2016
3/28/16 10:52 AM
WITH ATRA, MY
SMALL TRANSMISSION
SHOP IS A BIG DEAL.
ANDY LUNDSTED
CERTIFIED TRANSMISSION
AND TOTAL CAR CARE
AT ATRA, TRANSMISSIONS ARE ALL WE DO.

ATRA provides our shop with the technical support we need, and lets my little
business swim with the big boys by offering a nationwide warranty. Joining ATRA
was the best decision we ever made for our organization.
Andy Lundsted, Owner of Certified Transmission and Total Car Care
Stillwater, MN
JOIN TODAY
MEMBERS.ATRA.COM // 1-866-GO-4-ATRA
atra testimonial2.indd 2
3/28/16 10:18 AM
SHOPPER CLASSIFIED ADS
GEARS Shopper advertising costs $325.00 for a one time insertion ad, (2 1/4 X 3) 2.25 X 3. Larger ads can be placed
elsewhere in the magazine and are charged at comparable rates. Check or money order must accompany all orders.
For information on Shopper advertising in GEARS, contact GEARS, 2400 Latigo Avenue, Oxnard, CA 93030, or call
(805) 604-2000.
ERIKSSON INDUSTRIES
Division of Wentworth Engineering
1-800-388-4418
Authorized
Parts Distributor
Reman Trans 6HP - 5HP - 4HP

BMW - Audi - Jaguar - Range Rover
Valve Bodies & Torque Converters
MECHATRONICS - Programmed
Hard Parts: NEW / USED / REMANUFACTURED
Soft Parts / Friction Kits / Steel Kits / Repair Manuals
Lifetime Fluids / Rebuild Kits / Valvebody Kits
1-800-388-4418
Fax: (860) 395-0047
www.zftranspart.com
146B Elm St., Old Saybrook, CT 06475
COMPUTERS
ECM TCM PCM BCM

Foreign & Domestic
Computer Module Specialist
Off Vehicle Flash Programming
Engine Control Module (ECM)

Transmission Control Module (TCM)
A/C PARTS
A/C COMPRESSORS A/C Parts Specialist
Accept Major Credit Cards
One Year Warranty
AUTOCOMP
Technologies, Inc.
8515 North Freeway, Houston, TX 77037
888-217-4072
CASH for
Solenoid CORES
Aisin AW 5- & 6-Speed
Chrysler 45RFE/545RFE/68RFE
(early & late) & 62TE
*Ford 5R55N/W/S & E4OD/4R100
Honda 5-Speed Dual Linear
Visit www.sonnax.com
to start a core return online, or call
(800) 843-2600, Ext. 379
*OE & Remanufactured
62
1shoppers 416.indd 62
SPRINTER Transmissions
Remanufactured
Sprinter
722.6 Transmissions
Updated with latest Sonnax

performance parts
3-year/100,000-mile warranty
866-464-1871
www.sprintertransmission.net
GEARS April 2016
3/30/16 11:14 AM
Equipment Manufacturing Corp.
BMW Mercedes-Benz Audi
Remanufactured to
Perfection
$4,995.00
In Stock
Hundreds of Transmissions in-stock.

Immediate installation available.
2 year unlimited warranty.
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Remanufactured torque converter included.
Toll free 800 - 372 - TRANS

1331 Rollins Road Burlingame, CA 94010
tel 650 - 348 - 3990
fax 650 - 348 - 3019
888-833-9000
www.equipmentmanufacturing.com
www.trans-tool.com
1-800-531-5978
Why buy foreign,

When you can buy
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washers
At an
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Visit our website for more information,
or the links below for our Parts Washers:
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www.midipro.info
www.transmissionpartswashers.info
CORES
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Find vintage cores on Memory Lane
aamidwestcores.com
GEARS April 2016
63
3/30/16 11:14 AM
SHOPPER CLASSIFIED ADS
GEARS Shopper advertising costs $325.00 for a one time insertion ad, (2 1/4 X 3) 2.25 X 3. Larger ads can be placed
elsewhere in the magazine and are charged at comparable rates. Check or money order must accompany all orders.
For information on Shopper advertising in GEARS, contact GEARS, 2400 Latigo Avenue, Oxnard, CA 93030, or call
(805) 604-2000.
WE HAVE WHAT YOU NEED
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www.atiracing.com
1.877.888.5160
6747 Whitestone Road Baltimore, MD 21207
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"Using Atra's Tech support
gets work done faster."
12/1/13 7:18 PM
Donny Caccamise, Owner of

DMC Transmissions
Chrysler 948TE
Rebuild Procedures
HARD PARTS FOR

Domestic and Foreign
AUTOMATIC TRANSMISSIONS
Late and Early models
Automatic Transmission Rebuilders Assocation

2400 Latigo Avenue
Oxnard, CA 93030
805-604-2000
members.atra.com
2015 ATRA. All Rights Reserved. Printed in USA.

ATM-948TE
WE HAVE OVER 500,000 PARTS IN STOCK
CALL 602-971-0477
getithardparts.com
WE SHIP UPS DAILY
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Chrysler 948TE Rebuild Procedures
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NEED QUALITY
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By Bill Brayton
"When you understand how

the 948TE works and what
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to diagnose it. And when our
jobs are easier, we all have
Fun With Transmissions!"
Bill Brayton
*Pick up the Chrysler 948TE

Rebuild Procedures from our
Bookstore today!
(866) 464-2872 (805) 604-2000
members.atra.com
GEARS April 2016
3/30/16 11:14 AM
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TRANSMISSION
April
12/13
Reprogramming 2
April
26/27
Nissan CVT

Introduction
May
10/11
6R140 Internal
May
24/25
6F35N Internal
7/8
AS68RC Internal
June
June
21/22
Lineatronic Gen 1

& 2 Comparison
ATRA Webinars are presented every two
weeks from January to October.
Quality
Remanufactured
Torque Converters
Distributorships Available
2016
WEBINAR DATES
TRANSMISSION
January
February
February
March
March
March
April
April
May
May
June
June
July
July
August
August
August
September
September
October
6F35N Intro
AS68RC Intro
Lineartronic Gen 2 Introduction
6T40 Internal
Reprogramming 1
A5LF1 Internal
Reprogramming 2
Nissan CVT Introduction
6R140 Internal
6F35N Internal
AS68RC Internal
Lineartronic Gen 1 & 2 Comparison
6T40 & 6T70 comparison
Nissan CVT Internal
722.9 Internal
JF613 Internal
Installation 101
Hybrid Diagnostics & Safety
HOW TO PARTICIPATE:
Login at http://members.atra.com and
click on the webinar schedule under
the events menu. Once registered, you
will receive an email confirming your
registration along with the information
you need to join the webinar.
19/20
2/3
16/17
1/2
15/16
29/30
12/13
26/27
10/11
24/25
7/8
21/22
5/6
19/20
2/3
16/17
30/31
13/14
27/28
11/12
*Free for everyone on the day of the webinar.

ATRA Members have access to all pre-recorded
webinars. See page 41 for more details.
This and other technical webinars
are made possible by;
ATRA Webinars are presented every two weeks from January

to October.
Visit our website:
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HOW TO PARTICIPATE:
Login at http://members.atra.com and click on the webinar
schedule under the events menu. Once registered, you will
receive an email confirming your registration along with the
information you need to join the webinar.
*Free for everyone on the day of the webinar. ATRA Members have access to
all pre-recorded webinars
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GEARS April 2016
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3/30/16 11:14 AM
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April 2016
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Various manufacturer experience
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HELP WANTED: Transmission
Rebuilder wanted for Lake Havasu
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needed for Kingman, Arizona area.
Looking for experience mechanics
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66
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(928) 855-4691 or Joe at (928) 7574691.

ATRA Mbr
HELP WANTED: Illinois R&R
Technician wanted, guaranteed 51
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Contact Joe or Mike (847) 2281602 at Universal Transmission
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HELP WANTED: Experienced
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for established family owned
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in central Iowa. Busy 6 hoist shop
offering top salary plus weekly
bonuses, 401K, and insurance
benefits. Please contact James at
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ATRA Mbr
HELP WANTED: Automotive
Technicians (Middleton MA) Middleton Transmission and Auto
Repair is currently accepting
Applications for Full and Part Time
Employees with at least 5 years
experience, in Transmission, Auto
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must be able to work M-F 8:005:00, Saturdays 8:00-1:00PM.
Requirements to include own tools,
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Compensation: Paid Vacations,
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ATRA Mbr
HELP WANTED: We are looking
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Contact Walt at: (604) 2546288 or email a resume to:
[email protected].

ATRA Mbr
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GEARS April 2016
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Don't Miss the ATRA SEMINAR Near You!
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Apr 9 - Minneapolis, MN Apr 16 - St. Louis, MO
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800.428.8489
http://members.atra.com
MEMBERS.ATRA.COM
ATRA'S POWERTRAIN EXPO 2016 October 27th - 30th
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We have an excellent work
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Serving the transmission industry
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ADVERTISERS
Name
Page
Name
Page
ATRA ........................................................................................45, 61
members.atra.com
Power Pusher By Nu-Star, Inc. ......................................................47

www.powerpusher.com
ATRA Powertrain Expo .................................................48, 49, 50, 51

Precision European Inc. .................................................................67

www.PEIus.com
ATRA Seminars ..............................................................................43

members.atra.com
Precision International ....................................................................19

www.transmissionkits.com
ATRA Webinars ..............................................................................41

members.atra.com
ETE Reman .................................................................................... 11
www.etereman.com
EVT Parts ................................................................................... OBC
www.evtparts.com
Ford Customer Service Division.......................................................7
www.fordparts.com
G-Cor Automotive Corp. .................................................................37
www.g-corautomotive.com
GearSpeed .....................................................................................17
www.gearspeedpartsstore.com
Jasper Engines & Transmissions .................................................IBC
www.jasperengines.com
LUBEGARD, A Stellar Automotive Group Company ....................35
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Mid States Transmission Parts.......................................................31
mstp.net
Rostra Precision Controls Inc.........................................................25

www.rostratransmission.com
Seal Aftermarket Products................................................................3
www.sealaftermarketproducts.com
Slauson Transmission Parts ...........................................................13
www.slauson.com
Sonnax Industries......................................................................... IFC
www.sonnax.com
Superior Transmission Parts ....................................................22, 23
www.superior-transmission.com
Sussex Auto Parts Ltd. ...................................................................45
www.sussexautos.co.uk
SystemOne Technologies Inc. ........................................................39
www.systemonetechnologies.com
Transtar Industries, Inc. ..................................................................15
www.transtar1.com
TransTec By CORTECO...................................................................9
www.transtec.com
Smart Blend - PHILLIPS 66 Spectrum Corporation .......................29

www.smartblend.com
Whatever It Takes Transmission Parts, Inc. ...................................27

www.wittrans.com
2016
North American Powertrain Components .................................32, 33

www.napcltd.ca
ATRA Supplier Members

Reserve your free table top display for the
ATRA 2016 technical seminar series today!
Call (805) 604-2018
See ATRA Seminar Schedule

information on page 43 and at:
members.atra.com
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SONNAX 48RE

CONVERTED VALVE BODY

Part No. CHR135

Visit www.sonnax.com for details. 800-843-2600 802-463-9722

Sonnax April 2016.indd 1

FOR THE TRANSMISSION REBUILDING INDUSTRY

PHONE (805) 604-2000

Tales From The Bench:

Keep Those Trannys Rolling:

SPECIAL INTEREST & TECHNICAL

The views expressed in this publication should not necessarily be interpreted

KEEP THOSE TRANNYS ROLLING: 6L90E: No Line Rise after a Rebuild

When Science Meets the Transmission Bench

TALES FROM THE BENCH: A Look Inside Subaru CVT Generation 2

THE WORD ON THE STREET: New but Familiar: Introducing

Dont Break Out the Shotgun for Those O2 Codes

UP YOUR BUSINESS: Customer Acquisition to Retention Cost Ratio

Getting Your Props: Respect Is a Two-Way Street

WHATS WORKING: Whose Hands Are in Your Till?

ATRA'S POWERTRAIN EXPO 2016, Plan Your Trip Now!

THE REVENUE GROWTH HABIT: 9 Critical Attitudes for Sales Growth

SHOP PROFILE: Transmission Technology:

Editorial and Business Offices

POSTMASTER: Send address changes to GEARS, P.O. Box 16118,

Copyright ATRA 2016

2400 Latigo Avenue,

The Word on the Street:

FROM THE CEO:

POWERTRAIN INDUSTRY NEWS

Featured on the cover:

FROM THE CEO

ne of the most popular TV shows

problem to have nothing to do with

serve their customers whatever

GEARS April 2016

KEEP THOSE TRANNYS ROLLING

n this issue, were going to

Getting to Know the

The General Motors 6L80E and

isolator valve, in the fluid pump assembly.

GEARS April 2016

The 6L80/90E transmission consists

SEE UPDATE/CORRECTION FACING PAGE

GEARS April 2016

Figure 2: Line Pressure Control

The TCM receives signals from

regulator and isolator valves, the TCC

Now that weve looked at how

said he rebuilt the transmission about

The technician removed the

Original standards. Remanufactured.

Contact the Ford Powertrain Assistance Center

See dealer for warranty details.

Ford April 2016.indd 1

SEE UPDATE/CORRECTION FIRST PAGE (PG 4)

6L90E: No Line Rise after a Rebuild

During disassembly, the technician

The technician knew that the

I contacted the technician and

Figure 3: New OEM Replacement Converter Housing Hyd Passages