Performance & Hotrod Business - January '15

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28 n Performance & Hotrod Business n January 2015 PERFORMANCE to these factors by introducing a line of high-quality, affordable, high-flow elec- tric in-tank fuel pumps that are compat- ible with E100, M100 and all types of gasoline." Fickler, too, says different fuels are a trend to follow. "Ethanol levels continue to be a hot topic for vehicles operating on pump gas," he explains. "Recent evidence has shown that ethanol levels in pump gas vary considerably from advertised levels, and the resultant impact on fuel system components not rated for ethanol will negatively affect the operating life of those components." Plan of Attack Changing gears back to the showroom floor, what sales strategies can shops use to promote fuel pump sales? DeatschWerks' Mills lists a few: "Informing customers not to neglect the fuel system side of an engine build or forced-induction upgrade. Identifying when a build will need a larger capacity fuel pump. Ensuring the fuel pump capac- ity has at least 20 percent headroom over the maximum required amount of fuel flow of the engine." Fuelab's Paitz suggests brushing up on the finer points of upselling. "Any time someone is adding power is a good time to discuss the requirements the added power will create," he says. "Shops can use this opportunity to review the fuel requirements and upgrade pumps, lines, fittings, filtration and fuel pressure regula- tion, to name a few." Deane of TI Automotive reminds installers that one size doesn't fit all. "Fuel delivery is designed as a system and it is very important to have 'OEM quality and performance in the box' of the replacement part," he says. "A fuel pump has critical needs for sealing, pressure, flow, quiet operation at rotational speed and long-term reliability. A fuel pump is a highly engineered component and not a 'plug-and-play' device. The goal is not to just plug in a replacement that fits, but to select a replacement that will not have an engine stall or no start conditions." And Aeromotive's Fickler reminds us of the importance of showroom aids and information. "Our Aeromotive Power Planner is a great visual tool for the counterman to use when recommending components, and it specifies critical plumbing sizes and requirements," he notes. "Look beyond the pump to the entire fuel system to ensure the customer already has, or that you are recommending the proper filters, regula- tor, plumbing, and wiring. Think of it as a system, and educate your customer to think of it as a system." What's Available For our last question, we let our sources tell us about their hottest fuel pump prod- ucts heading into 2015. AEM's Concialdi talks versatility. "Our hottest fuel pump heading into 2015 is our high-flow, 380-lph, in-line fuel pump. It can be mounted inside or outside of a fuel tank and is conservatively rated to deliver 380 lph at 43 psi. It's really quiet when you compare it to comparable fuel pumps, and much more affordable." Mills points to "our new DW400 (400- plus lph) in-tank fuel pump, which offers the largest flow capacity for an in-tank fuel pump." Paitz also talks about in-tank applications. "Fuelab single pump, in-tank Power Increased use of forced induction systems, use of alternative fuels and increased avail- ability of inexpensive fuel pumps are all factors that have had a great impact on the market. (Photo courtesy AEM Performance Electronics) A fuel pump is a highly engi- neered component and not a 'plug-and-play' device. (Photo courtesy TI Automotive) (Photo courtesy Aeromotive Inc.)

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