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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Bridgestone’s Potenza Sport EVO has earned two independent test accolades, strengthening the tyre maker’s standing in the ultra-high-performance segment. The double success spans a victory in What Car?’s summer tyre test and a Recommended award from evo.

In What Car?’s evaluation of 11 summer tyres, the Potenza Sport EVO ranked first. Fitted to a Volvo XC60, it drew praise for predictable handling and secure performance in wet and dry conditions, along with communicative steering suited to a premium performance tyre.

The What Car? results also underscored tyre choice’s safety implications. In wet braking, the Bridgestone stopped 7.3 metres shorter than the Goodride competitor. The publication concluded that the Potenza Sport EVO justified its higher price, highlighting the value of investing in quality tyres.

The evo test delivered further recognition. The Potenza Sport EVO finished second overall but secured the Recommended award and was arguably the standout performer across individual disciplines, taking five first-place finishes. It earned top subjective ratings for polished, effortless behaviour, excelled in wet grip, traction and stability and set the fastest handling-course time, becoming the only tyre to break 51 seconds.

Drew Chapman, Consumer Sales Director, Bridgestone UK, said, "To achieve such outstanding results in two highly respected independent tyre tests is a fantastic endorsement of the Potenza Sport EVO and the engineering that has gone into its development. Winning the What Car? test against 10 other competitors, while also securing evo's Recommended Award and five individual test victories, demonstrates the tyre's exceptional breadth of capability. These results reflect exactly what we set out to achieve with the Potenza Sport EVO; delivering outstanding performance, control and confidence in a wide range of driving conditions. It's hugely rewarding to see that recognised by independent experts."

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Citira, a Sweden-based company specialising in circular tyre management, has expanded its UK commercial service network by acquiring G & S Tyres Ltd, a move that also brings a modern retreading facility in the London metropolitan area into the group. The deal advances Citira's push towards a national UK footprint, building on its recent purchase of Redpath Tyres in Scotland and its entry into UK market earlier this year via Tyrefix Group.

G&S's local knowledge, solid reputation and retreading strengths align closely with Citira's circular tyre management model, which covers retreading, rim refurbishment and fleet logistics and is already well established across the Nordics and Poland. The East London site is strategically positioned and employs around 45 people.

A two-generation family firm with more than four decades of service to UK customers, G&S will keep trading under its own name with its existing team. Gary, James and Billy Short will stay involved in the business and take shareholdings in the Citira Group.

Oliver Johnson, Head of UK at Citira, said, “G&S Tyres has earned a strong reputation across the UK through its reliability, service quality and close relationships with the fleets and customers it supports. That reputation provides an excellent foundation for the next stage of growth. Following our acquisition of Redpath Tyres in Scotland, G&S is a further step in our ambition to build a national commercial tyre service network with the best people and businesses in the UK.”

Gary Short, speaking on behalf of the Short family, said, “We are very happy to join a group whose ambitions for the UK align so well with our own. Citira is a great home for G&S and gives us the right platform to support the next generation, spearheaded by James and Billy, as they continue to grow and improve the business.”

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Hankook Tyre UK will exhibit on Stand B40 at RTX Scotland, which returns to Glasgow's SEC on 18–19 November 2026 after a successful 2025 debut. The two-day event brings the road transport industry together for innovation, expertise and networking, and Hankook will showcase its extensive portfolio of Hankook and Laufenn commercial vehicle tyres, designed to meet the evolving demands of today's transport operators.

Bigger than last year, the Glasgow show completes a three-market line-up alongside RTX's flagship Stoneleigh event and its Irish show, bringing the same truck-focused approach to audiences across the UK and Ireland. More than 80 exhibitors, from major truck manufacturers and trailer producers to tyre specialists and workshop suppliers, will take part, with over 7,000 visitors expected to explore developments, attend expert-led seminars, workshops and tech talks, and connect with key professionals.

At the heart of the stand, the SmartFlex range addresses regional and long-distance transport. The AL51 for steering and all-position duties and the DL51 for drive axles deliver up to 20 percent lower rolling resistance on long-haul routes than their predecessors, with consistent performance throughout service life, while the AH51 and DH51 offer dependable grip and braking for regional haulage. All can be regrooved and retreaded to maximise tyre life and cost efficiency. Hankook will also present the 315/80R22.5 Smart Work AM11+ for on- and off-road front-steer operations, the AM15+ all-position tyre, the TH31 all-season trailer tyre, the TH51 with Hidden Groove technology and the Vantra ST AS2 van tyre.

Laufenn, Hankook's associated brand, will display its growing commercial vehicle portfolio, including the Laufenn365 initiative, the LR01 and LR02 for on- and off-road applications, the LR53 drive tyre and the X Fit Van 4S. Drawing on Hankook's development expertise, Laufenn combines value, performance and full retreadability to help cost-conscious fleets manage operating costs and environmental impact. With solutions spanning heavy-duty regional haulage, long-distance transport, mixed-service operations and light commercial vehicles, Hankook's presence lets visitors explore products tailored to their needs and connect directly with the team.

James Misselbrook, UK Truck & Bus National Sales Manager, Hankook Tyre UK, said, “RTX Scotland provides an excellent opportunity to connect with fleets, operators and industry partners, and we're excited to be returning for a second year. The event comes at a significant time for Hankook, as we showcase some of the first 385/65R22.5 trailer tyres produced at our new European TBR manufacturing facility in Rácalmás, Hungary. This major investment underlines our long-term commitment to the European market and reinforces our ability to deliver innovative, high-performance tyre solutions that help fleets maximise efficiency and profitability."

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Pirelli is all set for the winter season with its winter tyre range that is renewed over the past two years. The newly launched Scorpion Winter 3 joins the P Zero Winter 2 for high-performance cars and the Cinturato Winter 3 for saloons and crossovers. The range is available with Pirelli Elect technology for electric vehicles. Independent tests by European organisations have placed Pirelli winter tyres at the front in safety-related areas, while the Cinturato All Season SF3 has recorded four victories and six additional podium finishes.

Winter tyres or suitable equipment are required from 15 November to 15 April. Most winter driving occurs on dry and wet roads. Below 7°C, winter compounds offer more grip than summer compounds, and the tread pattern helps counter aquaplaning and generate traction on snow. Sidewall markings indicate capability: M+S identifies a product for challenging surfaces, while 3PMSF certifies testing in harsh conditions. An appropriate winter driving style includes increased safety distance, avoiding sudden acceleration and reducing brake use in favour of engine braking.

The Cinturato Winter 3 took first place in the 2026 ADAC winter tyre test in size 225/50 R17 against 16 models, earning a highly recommended rating with the best wet score and the highest assessment for driving safety. It won the AvD test in size 225/45 R17 against 15 tyres with a very good rating. It also finished first in the Auto Bild comparison in size 205/55 R16 on a Volkswagen Golf against 14 tyres with an exemplary rating. Podium finishes followed in tests by Auto Express, Auto Bild Allrad and Tyre Reviews, giving six podium finishes in seven tests, including three victories.

The Scorpion Winter 3 debuted with a victory in the alVolante comparison in size 235/60 R18 on an Alfa Romeo Stelvio, ranking first among six winter tyres. Its wet performance, shortest braking distance, fastest lap time and progressive reactions set it apart. It was judged consistent and predictable on snow and balanced on dry roads.

In the annual Auto Bild super comparative test, the P Zero Winter 2 finished on the podium with an exemplary rating, thanks to precise driving behaviour in wet and dry conditions and braking performance on both surfaces. The Cinturato Winter 3, Scorpion Winter 3 and P Zero Winter 2 are available with Pirelli Elect technology on dedicated fitments for Europe's electric vehicle fleet. Elect addresses low rolling resistance for range, acoustic comfort, longer tyre life, grip for immediate torque and a reinforced structure for battery weight.

All-season tyres suit drivers mainly in urban areas covering up to 20,000 km per year without frequent heavy snowfall. Higher mileage, regular mountain travel or high-performance cars generally call for winter tyres. The Cinturato All Season SF3 carries the 3PMSF marking and has four victories in comparisons by Auto Zeitung, Reifentester, Auto Express and Que Choisir, plus six additional podium finishes. The new Scorpion All Season SF3 extends the approach to SUVs.

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