How do you view the changes happening in tyre retailing, and its future course into a digital world?

I was born and raised in the tyre industry. My dad had a wholesale company along with 13 retail locations so I had the opportunity to work on the wholesale and retail side. Retailers have always faced challenges, whether it be size proliferation where you look back 25 to 30 years ago where 80% of the market was dominated by 10 sizes while today 80% market is dominated by 250 plus sizes. That poses challenges that retailers have to manage because it’s not in their domain, it’s all about tyres and sizes and it’s their specialty. 

The biggest challenge that I see retailers being faced with now is the new digital age. It’s out of their comfort zone! They have to rely on marketing themselves through social media platforms and Geofencing. So now retailers have to sit down and think of how they can be different and how can they attract an audience and bring people through the door, rather than how it was before. This is an aspect of the business that is out of their comfort zone. Many do not understand it and have to rely on third party software’s or consultants. The market structure in the US is still predominately driven by independent tyre retailers, where over 65% of the industry is run by ‘Mom and Pop’ shops. Everybody wants to think about the large chains but the bulk of the business is by these independent operators, and they’re competing against these Giants that are trying to gain that customer base. 

What strategies does TGI adopt in the current changing business environment?  

Size proliferation is a big driver and one of the things that benefits companies such as us Tire Group International, is that we are a large wholesaler with large inventories & large warehouses. The reason for that is we have to stock a lot of tyres because retailers no longer have the luxury to stock tyres. They may have financial constraints, space constraints, etc , to be able to stock all the different sizes in order to service whatever car is coming through one of their doors. So, they have to rely on wholesalers like us to offer them a good solid product range. It all depends on the type of consumer coming in. Once that is satisfied then you have to meet the requirement of getting there on a timely manner to get them those tyres.

One of the things that we have been able to do is to increase the service side of our business. It's really been changing our business. It’s not about just providing tyre support. You have to have great customer service having a great relationship with your customers and being able to deliver to them more than three times a day in-order to offer what they call ‘Hot Shot’ delivery, where you get your tyres within 30 to 60 minutes to the retail location. They are heavily relying on that supply chain to be able to satisfy their retail customers.  So as a part of our strategy to bring that all together and meet the needs of today’s market, we have opened up additional smaller distribution centers so we can service regional locations as opposed to having to drive from our main hub to one of our farthest customers almost three hours away. Opening up a location closer to customers has now given us the opportunity to deliver a customer a 30 to 45-minute delivery window rather than having to wait almost a day for delivery. In Latin America which we have invested in, single shop operators and multi branded stores are very prevalent and they rely on fast service and getting tyres to customers in a timely manner and that is something that we will continue to push on.

How much has the pandemic and its impact forced you into bringing in new changes?

The pandemic has taught us many things. Most importantly is has taught us how to lean on our digital platforms and software systems that we’ve been developing over the years. Being forced to use them more and other digital platforms has taught us a lot. Video calling has been a great tool to showcase our product line to dealers from all across. It has definitely opened our eyes to the use of technology and how important it is to have the right technology in the workplace. We felt the first impact of the pandemic when I got a call from our VP of Sales asking if one of our dealers could get a 30-60 stay on his trade receivables as he was being forced to shut down due to having to adhere to CDC guidelines. That was the start. A lot of our customers were asking for more time to sort out and figure out what was really going to happen. The pandemic was affecting all of us and this solidarity came out from everyone. People were very accommodating and understood the situation.

Surprisingly consumer demand never dropped off. For most, if you had a job, you continued to have your revenue stream coming in, but you didn’t go out to eat 2-3 times a week, you weren’t spending money on gas, on a vacation, or going out. You had to stay at home, and this led to consumers having more spending power and wanting to travel locally. Rather than air travel, people started opting for more road trips and so tyre purchases which may have been a faraway thought, now became a front and center and customers had the discretionary income for it.

Manufacturing plants were shutting down but consumer demand never dropped. These plants tried to come back but with workers going back to their hometowns and not being able to travel back, there was suddenly this supply gap in the industry that started to drive the price up but demand kept increasing. Everyone thought that consumers were not going to buy tyres or spend much on them but it was the complete opposite. Even today demand is extremely strong and supply has not caught up with it. Over the last couple of years, we have seen retailers go thought a price decline, but with the market demand increasing they are going through a price incline which is good.

What is your take on online retailing? What are its advantages as well as disadvantages?

We divide our business into many units and the online retail sector is one that has taken off in the last 3-4 years. It is the wave of the future as more and more things become automated and we adopt a ‘buying everything online’ type of world. The challenge with tyres is, you cannot just click and get them to your house, but you have to get them installed. That creates the challenge which people are trying to meet, whereby coupling the service of buying online with mobile service via appointments to get the tyres fitted. These are the challenges faced in the online sector but it is by far the largest growing sector. The online space is the first place where customers go to find out when they should buy a new tyre, what size they need and see what their options are. The challenge is, how do you put your product in front of a consumer or how can you get that consumer into your virtual door. We service a lot of B2B platforms where customers can place their orders and we ship those orders directly to the consumer. We started doing this in 2017 and this has grown by over 400% year over year.

What are the challenges in retailing multi-brand products?

Back in the days there were only single branded tyre retailers because at that time there were only limited tyre sizes. But now with so many tyres sizes available in a particular spectrum, even if you wanted to be a single brand retailer, you wouldn’t have all the tyre sizes that you would need to be able to service every consumer’s needs. This forces you to become a multi brand outlet. It has its own challenges. No particular tyre can be branded as the best as it’s a subjective decision and so as a retailer it depends on how you are going to market it. We as a retailer need to understand what are our objectives. How we tier our products in our portfolio matter.

Which segment of tyres is more in demand than others?

In the US market, with the new import restrictions and import duties on tyres from certain countries, the biggest challenge has come in the passenger and light truck segment. Tyres which were imported and that were once available at a certain price point are now more expensive because of the cost of the duties to import them. It is estimated that with the new duties imposed on tyres imported from Taiwan alone, there is about two and a half percent of the market share of the US that is now priced out of the market. So now there is a tremendous supply gap in the passenger and light truck segment because of this new import law and the duties that have been imposed. This also works as an opportunity for those who have inventory to increase the price a bit. Passenger and light truck segment is where the demand is more but trying to secure product for that segment is now a challenge.

Do customers demand any specific features for the tyres they seek?

For the vast majority of our consumers, the main question in their mind is pricing. The second question is how good is your cheapest tyre. It’s always a mental game of price for quality. Most consumers don’t know a lot about tyres, and most of the time, the lower priced tyres are from brands that they’ve never heard off. Consumers put a lot of trust in the retailer as far as quality vs price go. From a retail side, bridging the gap from price to quality as in safety,is crucial. On the wholesale side, it’s very different. We wholesale and buy tyres on the open market and that’s where competition comes in. Profit margins and pricing plays a big part, bridging the gap between the cost, quality, exclusivity make a difference.

For the most part, general consumers don’t ask for specifics about a particular tyre, like the kind of grip or longevity it offers. But you get specific consumers who are performance oriented. An educated consumers will ask more questions about the benefits each tyre brings. Top US publications in the US ran a survey last year and about less than 20% of the consumers we get come in well informed and are looking for specific features. As per a survey done here in the USA, 80% of the time, a consumer walking in to a retail tyre shop, will buy a tyre that the counter person recommends. Customers also look at what tyre they have already on their car, and feel that those tyres served them well, but according to the survey, customers only left buying the same brand of tyres 30% of the time. 70% of the time, customers bought the tyre that the counter person recommended. So there’s a lot of power in what the counter person recommends.

What is your take on tyre manufacturers doing their own retailing? Does that affect your business?

The first here in the US to get into that was Michelin. They developed their own online platform and then Goodyear and a lot of the Tier1 manufacturers followed. But some have taken a step back. The channel disruption it was creating was more a drag on their business than a benefit. They did create a MAP pricing (Manufacturers Authorised Price). This way they wanted to make sure that their tyres were being sold at the same price across platforms and dealerships. But by setting a ceiling price on a tyre, you’re also setting a ceiling on how much a shop or tyre channel can make. Whereas if I’m selling an in-expensive brand of tyre, I can buy at my cost point and the retailer can sell it at their cost point where both make a profit margin.

There are a lot of dynamics at play. The younger the consumer becomes, when they start buying tyres, the more they’re going to look for online purchasing. The challenge is a retailer’s consumer is becoming younger and becoming more fleet driven with the likes of Uber, Lyft, etc. These fleet buisnesses are becoming more of our consumer base than an individual car owner. The old ways of going to a tyre shop and talking to the guy, having a cup of coffee and talking about tyres is over, the younger generation of buyers want to buy everything online. This is where online providers are trying to bridge the gap between product and service, as you need specialized service as far as tyres go. Automated tyre installation bays is being worked on and I think that will be the future. (TT)

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Hankook has confirmed its partnership for the 2026 Convoy Truck Shows, stepping in as an infield partner for the series, which runs in tandem with the British Truck Racing Championships (BTRC). These events offer a distinctive fusion of high-octane track action and the immersive atmosphere of a large-scale truck gathering. This renewed involvement deepens Hankook’s footprint at some of the most eagerly awaited dates on the UK motorsport and haulage calendar.

The season’s schedule commences with Convoy on the Plain on 16–17 May, followed by Convoy Cymru on 20–21 June. The flagship gathering, Convoy in the Park, will round off the summer season on 8–9 August. Attendees can look forward to a full agenda of British truck racing, breathtaking stunt performances, live entertainment and attractions for all ages, alongside a remarkable display of working vehicles, custom rigs and pristine show trucks. Mirroring its sponsorship of the Devon Truck Show, Hankook’s partnership with the Convoy series supports its wider mission to generate substantial donations for local charitable causes and community groups, positioning it as an event with purpose beyond spectacle.

At each of these shows, Hankook will spotlight its cutting-edge range of commercial and consumer tyres. Key exhibits will feature the SmartFlex AH51 for steer axles and the SmartFlex DH51 for drives, both engineered for long-haul and regional use and prized for superior traction and extended durability. Also on show will be the SmartFlex TH31 trailer tyre, the Vantra Transit summer tyre for commercial vans and several models from the Laufenn portfolio, such as the LZ22 all-weather drive tyre, the LF21 all-position tyre and the robust LF95 trailer tyre.

Rounding out the display are the Dynapro HP2 all-season SUV tyre and the iON evo SUV, a cutting-edge summer tyre purpose-built for electric vehicles, underlining Hankook’s forward-looking approach to sustainable mobility. Through its involvement in the Convoy Truck Shows, Hankook reinforces its dedication to the haulage industry by engaging directly with drivers, fleet operators and enthusiasts, showcasing tyre innovations focused on safety, efficiency and peak performance, all while actively contributing to valuable community initiatives.

Event Director Mike Quartley said, "We’re thrilled to have Hankook Tyre UK return as an official sponsor of the Convoy Truck Shows. After the success of last year’s collaboration, continuing the partnership was an easy decision for us. Hankook’s commitment to the industry and to our events adds real value across the board – from contributing to the scale and quality of the events to elevating the atmosphere and experience for our audience. We’re proud to be building on this relationship as the Convoy series continues to grow.”

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The tyre industry gathered to honour outstanding innovation and individual accomplishment over the past year during the Tire Technology Expo 2026 held in Hannover. The Tire Technology International Awards, spanning 13 categories, recognised both technological progress and the commitment to a more sustainable future within the tyre sector. Organised by the Tire Technology International magazine, the winners were selected by an independent panel of journalists and technical experts.

Sustainability was a dominant theme, highlighted by three distinct environmental awards. Bridgestone received the award for tyre design innovation, celebrated for developing a truck tyre composed of 70 percent recycled and renewable materials, a notable industry milestone. In manufacturing, Continental was acknowledged for its significant strides in reducing freshwater consumption during production with the Environmental Achievement of the Year – Manufacturing award. The Environmental Achievement – Industry Contribution award went to the BioButterfly project, a collaborative effort involving Michelin, IFP Energies Nouvelles and Axens. This initiative was praised for creating bio-based butadiene from bioethanol, presenting a credible substitute for fossil fuel-derived materials and demonstrating strong potential for immediate industrial application.

Further technical achievements were recognised across several categories. Flexsys earned the Chemicals and Compounding Innovation of the Year award for developing the first practical alternative to the antioxidant 6PPD after extensive research. Teijin Aramid was honoured with the Materials Innovation of the Year award for industrialisation of its high-performance Twaron Next para-aramid fibre. A collaborative R&D breakthrough by Goodyear and TNO, which integrates tyre intelligence directly into a vehicle's automatic emergency braking systems to enhance safety, won the R&D Breakthrough of the Year award. In manufacturing equipment, Comerio Ercole’s advanced modular calendering line, Zeus, won the Tire Manufacturing Innovation of the Year award. Uzer Makina, a long-time finalist, was finally named Tyre Industry Supplier of the Year.

The event also celebrated conceptual and product excellence. Michelin had a particularly successful evening, first winning the Tire Concept of the Year award for its Lunar Airless Wheel, designed to withstand the extreme conditions on the moon. The company then claimed the highly anticipated Tire of the Year award for its Primacy 5 Energy, a tyre noted by the jury for achieving top EU label ratings in most sizes while offering improved longevity and reduced emissions compared to its predecessor. In the final major category, Continental was named Tire Manufacturer of the Year for the second consecutive year and the fifth time overall, following a review of the top manufacturers' yearly contributions.

The awards also highlighted personal achievements within the field. The Young Scientist Prize for 2026 was presented to Max Dixey, a PhD student at Queen Mary University of London, for his compelling presentation on the effects of carbon black activators. Finally, a Lifetime Achievement Award was bestowed upon Michelin’s Pascal Prost. A veteran engineer, researcher and long-time contributor to both the conference and the awards jury, Prost was celebrated by peers and colleagues for his enduring and significant impact on the tyre industry.

Matt Ross, Chairman of the awards and Editor-in-Chief of Tire Technology International, said, “As is now becoming the norm, this year’s awards were incredibly close. Continental and Michelin have picked up multiple awards and should be highly commended, but I’m also happy to see such an array of winners across the whole range of categories. The level of innovation on display across the tyre sector is staggering, and I hope that this year’s awards have captured even a hint of the groundbreaking work taking place to move this industry forward.”

On Frost’s achievement, Ross said, “For as long as I have worked on Tire Technology International and these awards, Pascal has been a valued contributor, a hugely appreciated advisor – and a wonderful sounding board. I would like to join with his peers and friends from across the industry in celebrating his phenomenal contribution to the tyre business.”

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MRF has announced a significant move to expand its manufacturing footprint in southern India. The company revealed that it has signed a non-binding memorandum of understanding (MOU) with the Tamil Nadu Government, facilitated through the state’s nodal investment promotion agency, Guidance. This preliminary agreement outlines the company’s intent to establish a greenfield manufacturing unit dedicated to the production of automotive tyres and related ancillary products. The proposed facility is planned for location within the SIPCOT Industrial Park situated in the Sivaganga District of Tamil Nadu.

As the agreement is currently non-binding, its progression to a final commitment is contingent upon several conditions. These include the Tamil Nadu government’s sanction of a bespoke incentive package, the provision of necessary infrastructure, the allotment of land and the securing of all requisite statutory approvals in accordance with applicable state laws.

According to the official statement released by MRF, the project, upon receiving all clearances and moving forward, envisions a substantial capital outlay. The estimated investment for this venture is projected to be approximately INR 53 billion, with the capital expenditure to be phased over a 12-year period. Beyond the financial injection into the region’s economy, the initiative is also anticipated to be a major source of employment, with expectations of creating direct job opportunities for around 1,000 individuals.

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The second Sustainable Development (ESG) Industrial Ecosystem Innovation Competition for Chinese and Foreign Enterprises in Shanghai’s Pudong New Area recently concluded, with Sailun Group emerging as a distinguished honouree. Recognised for its collaborative ESG efforts with Vale, a global leader in metal and mining, Sailun received the prestigious ‘Innovative Model’ award, standing out as the sole tire company to achieve this recognition.

Organised jointly by the Shanghai Pudong Foreign-Invested Enterprises Association and the Shanghai Pudong Domestic-Funded Enterprises Association, the competition welcomed participation from companies registered and operating in the area, along with their partners. Invited by Vale Metals (Shanghai), Sailun took an active role by meticulously organising and presenting its innovative achievements in sustainable development. Through a structured application process highlighting solid practices and creative excellence, the company successfully secured the award.

Vale, one of the world’s foremost iron ore producers, maintains a longstanding strategic partnership with Sailun. Driven by a mutual dedication to sustainable supply chains, the two organisations have intensified collaboration, particularly in mining tyre supply. By integrating Sailun’s low-carbon tyre technologies, they inject environmental vitality into operations while enabling Vale to achieve refined efficiency through cutting-edge solutions. Their partnership exemplifies a synergistic model that harmonises efficiency, safety and low-carbon practices, serving as a standout case of ESG-driven empowerment across the industrial chain.

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