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)

Eurogrip Tyres, the leading tyre manufacturer in India, showcased its premium two-wheeler tyres at the 17th edition of Feria 2 Ruedas (F2R) International Motorcycle exhibition held at Plaza Mayor, Medellin, Colombia. The dates of this high-profile business event in South America's two-wheeler sector are 15–18 May 2025.

For more than 17 years, the Feria de las 2 Ruedas (F2R) has been the leading motorcycle industry event in Latin America. The expo, which takes place every year in Medellín, Colombia, is a vibrant venue for commerce, innovation and growth in the motorcycling sector. Additionally, it gives aficionados the chance to investigate the most recent developments and trends in the industry. The company showcased its premium lineup at exhibit N24 in the Tented Pavillion, which included a range of sport touring, off-road and trail tyres. High-performance versions including the Roadhound, Protorq Extreme, Trailhound STR, Climber, Bee Connect, Terrabite DB+ and Badhshah LX were on display.

P Madhavan, Executive Vice-President – Marketing & Sales, TVS Srichakra Ltd, said, “Eurogrip is focused to deliver innovative products for the global markets. Latin America is a priority market for us, and F2R Expo is a promising platform to engage with our target audience. We are looking forward to interesting business opportunities arising from this expo. Such specialised industry tradeshows add exceptional value to our quest in becoming a leading global tyre brand delivering world class tyre technology.”

Denka Company Limited announced it would record an extraordinary loss of approximately 16.1 billion yen (£85.8 million) as an impairment on manufacturing facilities at its US subsidiary. It will indefinitely suspend chloroprene rubber production at the Louisiana plant.

The Japanese chemical manufacturer, which holds a 70 percent stake in Denka Performance Elastomer LLC (DPE), cited mounting operational challenges, including unexpectedly high costs for pollution control equipment and declining production volumes at the American facility.

“DPE has faced significant cost, production and other challenges at its facility in the United States,” the company said in a statement. “Rising costs are attributable to, among other factors, identification, design, purchase, installation, and operation of pollution control equipment to reduce chloroprene emissions that DPE did not anticipate being required when it acquired the facility from E.I. DuPont de Nemours and Company.”

The subsidiary was established in December 2014 and acquired the chloroprene rubber business from DuPont in November 2015. The Louisiana facility was intended to serve as a second manufacturing site in North America, complementing Denka’s Omi Plant in Itoigawa, Niigata, Japan.

However, according to the company statement, DPE has struggled with multiple operational issues, including “rising energy costs and a shortage of qualified staff necessary to operate new pollution control equipment and implement other emission reduction measures. “

Production volumes have declined partly due to “operational restrictions arising from the pollution reduction measures and unscheduled plant outages associated with supply chain disruptions and severe weather events,” Denka said.

The company noted that these challenges, combined with changes in the global economic environment for chloroprene rubber, have pressured profitability, making near-term improvement difficult.

Denka confirmed that DPE employs 250 people as of December 2024 and will not restart its chloroprene rubber manufacturing facilities following a regular maintenance shutdown. Instead, “all options for the business, including a potential sale of the business or its assets, will be considered,” the statement said.

The company emphasised that “no decision regarding a permanent closure of the facility has been made at this time.”

Customers will continue to be supplied from current inventories and production at the company’s Omi Plant in Japan.

DPE is 70 percent owned by Denka USA LLC, a wholly owned subsidiary of Denka Company Limited, and 30 percent by Diana Elastomers, Inc., a subsidiary of Mitsui & Co., Ltd.

Yokohama Rubber reported a 56.9 percent year-on-year decline in profit attributable to owners for the first quarter of 2025, despite posting a 9.0 percent increase in sales revenue.

The Japanese tyre maker recorded a profit of 8.53 billion yen for the three months ended 31 March, down from 19.8 billion yen in the same period last year. Business profit fell 3.2 percent to 24.07 billion yen, while sales revenue rose to 275.12 billion yen.

The company maintained its full-year forecast, projecting an 11.4 percent increase in sales revenue to 1.22 trillion yen and an 8.8 percent rise in profit to 81.5 billion yen for the fiscal year ending 31 December 2025.

Yokohama Rubber attributed the profit decline to one-time costs related to its February acquisition of Goodyear’s off-the-road (OTR) tyre business, which it purchased for approximately 143 billion yen.

“Profit from existing businesses was strong,” the company said in its earnings statement. “In addition to increased sales volume for the company’s consumer tyres, mainly in overseas markets, and continued expansion of sales of high-value-added ADVAN, GEOLANDAR, and Winter tyres as well as high-inch tyres, profit was boosted by the MB segment’s MIX improvements and structural reforms.”

The tyre segment, which accounts for 91percent of the group’s consolidated sales revenue, saw a 10.4 percent increase in sales to 250.32 billion yen. Original equipment tyre sales were higher year-on-year, driven by “strong sales in Japan of vehicle models equipped with YOKOHAMA tyres and expansion of shipments for Chinese automakers’ new energy vehicles,” the company said.

Replacement tyre sales also increased, supported by higher sales of summer and winter tyres in Japan, increased sales of high-inch tyres in Europe, and stepped-up sales efforts in Asia.

The MB (Multiple Businesses) segment, which represents 8.4 percent of total sales, experienced a 3.2 percent revenue decline to 23.02 billion yen. This was attributed to lower demand from construction machinery makers in Japan and automakers in North America.

The company described an “upbeat” business sentiment in Japan for the quarter, noting that “a steady recovery in inbound demand and increasing orders for construction and logistics projects compensated for weak consumption by domestic households curbing spending in response to rising prices of consumer goods.”

Overseas, the company observed rising inflation concerns weighing on consumer spending in the United States, while in Europe, “manufacturing industries are rebounding and corporate business sentiment is improving.” In China, personal consumption was boosted by the Spring Festival holiday, but high US tariffs “reduced China’s exports and created uncertainty about the future that is weakening industrial activity.”

Swedish speciality chemicals firm Nynas reported solid financial results for 2024, posting an Adjusted EBITDA of 1,333 million Swedish kronor, marginally higher than the 1,316 million kronor recorded in 2023.

The company, which specialises in naphthenic speciality oils and bitumen products, attributed its performance to operational efficiency and commercial success in its niche markets.

“We are delighted with the progress made during 2024, evidencing our right-sized cost base and a more targeted commercial and manufacturing footprint. We have redefined our strategic direction, positioning Nynas as a speciality chemicals company, enabling the energy transition and setting our course for 2035,” Nynas CEO Eric Gosse said in a statement.

The firm highlighted strong cash generation from operations, which it said would support planned investments and longer-term growth initiatives. Nynas also mentioned the ongoing transformation of its Harburg site with plans to monetise the asset eventually.

All three of the company’s production facilities maintained high operational reliability between 95 percent and 99 percent. The Nynäshamn refinery achieved a notable milestone: in May 2024, it set a new monthly production record for naphthenic speciality oils at 42,000 tonnes.

Strategic pivot towards sustainability

Nynas outlined a strategic shift focused on higher-margin speciality materials with sustainable characteristics. The company aims to strengthen its position in European markets through innovation and sustainability initiatives.

“Nynas is uniquely positioned to contribute to the energy transition. Our strategy reflects our purpose to advance a more sustainable society, and our product development pipeline is fully aligned with this goal," Gosse added.

In 2024, the company received an EcoVadis Gold rating, placing it in the top 5 percent of globally rated businesses for sustainability performance.

With consecutive years of strong financial performance, Nynas indicated it continues to monitor debt capital markets to optimise its capital structure “at the appropriate time potentially”.

The Swedish chemicals producer noted that, having ceased operations in the United States in 2022, it remains largely insulated from recent global trade tensions surrounding US import tariffs. The company imports only minimal feedstock from America, shielding it from potential cross-border trade disputes.