WITH SALES OF MORE THAN 7.2 MILLION EURO IN 2007, FARAL IS ONE OF THE MOST SUCCESSFUL INDEPENDENT FRENCH COMPANIES IN THE FIELD OF THE STANDARD EXCHANGE OF ENGINES, CYLINDER HEADS, TURBO CHARGERS AND GEARBOXES. ERIC HUNAUT, THE MANAGING DIRECTOR OF FARAL HAS ANSWERED OUR QUESTIONS ABOUT THE SUCCESS AND PHILOSOPHY OF THE COMPANY.

Eric Hunaut, General Manager of the engine repairer

MAHLE Aftermarket news: To begin with, a fundamental question that will surely be of interest to our international readers: how do you define the term “standard exchange” in the French motor vehicle components sector?

Eric Hunaut: This is indeed a technical term that is exactly defined in the French regulation 80-709 from 5 September 1980 regarding fraud and counterfeiting. In its publication in the French official gazette it can be looked up that the term “standard exchange” does not describe the repair, but the complex and complete reconditioning of engine components by means of replacement or repair. This means that the used engine is completely replaced by a reconditioned engine. The English equivalent would be a complete overhaul.

MAHLE Aftermarket news: And what is involved in such a standard exchange?

Eric Hunaut: When a standard exchange item is purchased, the customer pays first the price for the actual engine, then a deposit on the packaging frame and also a deposit for the used part. The first deposit is reimbursed to the customer when the frame is returned, the second deposit when the used engine has been received by us. The second deposit makes it attractive for the customer to return the used part – which is for us the starting material for our work. The parts that can be reconditioned are repaired according to the dimensional specifications of the manufacturers, others are replaced with new parts. At the end we have the finished exchange item, which offers a service life equivalent to 85 % of that of the new item. In order to offer 3 reconditioned engines, we require the parts of about 4 used engines. We buy therefore used parts from recycling yards all the time.

MAHLE Aftermarket news: Among the French manufacturers of reconditioned engines and cylinder heads on the independent market, you occupy the front position. What is your explanation for this leading market position?

Eric Hunaut: Well, FARAL is a company with strict principles that we have been following for 75 years. In first place stands the quality of our products, secured by literal compliance with very strict specifications for the reconditioning. This is complemented by the quality of our commercial and technical services as well as the high quality of our customer service, which is organised so that every time 2 specialists take care of the complete handling of an order. Finally, we maintain a consistent distribution channel: FARAL sells its products only through wholesalers, engine repairers and diesel engine specialists. Thanks to these principles, we have sold more than 40,000 engines during the past 10 years.

MAHLE Aftermarket news: You have mentioned the quality of your products in first place. This quality depends also on the quality of the parts you use …

Eric Hunaut: Definitely! This is the prerequisite and this is why we trust fully in the engine components from MAHLE, in other words the brands MAHLE Original and Perfect Circle as well as Knecht Filter. Know-how on its own achieves nothing if the quality of the parts is not right. We maintain a true bond of trust with the representatives of these brands.

MAHLE Aftermarket news: What do you especially value about MAHLE?

Eric Hunaut: In order to respond quickly and reliably to the demands of the market, with its many different product programmes that are under permanent development, we require high-quality products and services. Thanks to the original equipment expertise of MAHLE, we have this certainty, which is also the basis for our mutual success in future.

MAHLE Aftermarket news: The technology of engines is becoming more and more sophisticated. How is FARAL adapting to this development?

Eric Hunaut: By always being one step ahead of this development. For example, let’s take the cylinder head, the Achilles’ heel of the reconditioned engine. It is susceptible to water leaks, one of the main reasons for breakdown. FARAL has confronted this problem about 10 years ago with the development of a meanwhile patented method* for the complete reconditioning of the cooling circuit. Internal damage is stopped by fitting a sealing insert and leakproofness is increased by impregnation with polymerised resin. This is only one example of our permanent search for new solutions. The future lies in innovation and know-how.

MAHLE Aftermarket news: What other trends have you noticed in the market?

Eric Hunaut: The increasing presence of diesel engines in vehicles for which standard replacement is of particular interest – such as delivery vans or commercial vehicles with very high annual mileage. And the growing demands resulting from this: we offer today more than 300 items, which cover 85 % of the entire vehicle population. Of course, this requires appropriate production planning.

MAHLE Aftermarket news: You link your activities closely to environmental protection. What are your motives?

Eric Hunaut: The precision work that is required for the standard exchange is low in consumption – and compared with manufacturing new parts it is not necessary to acquire raw materials such as cast iron, steel or aluminium. We do therefore not use the enormous energy resources that are required for their production. Also for other vehicle components such as generators, starting motors, injection pumps and turbo chargers, the standard exchange is of interest and allows significant savings. However, there is one more environment- friendly aspect: the pollutant emissions due to road traffic. These are mainly produced by old vehicles – and can often be significantly reduced by a professional standard exchange. An official certificate could verify that the emission values are equivalent to those of a well adjusted, intact engine of the same type. Another good approach would be a tax incentive for the certified reconditioned engine with low-emissions. To that extent, we think that we make a tangible contribution to environmental protection, due to the reduction in energy consumption and pollutant emission.

MAHLE Aftermarket news: Many thanks for the interesting insight into your knowledge, your convictions and your expectations regarding the sector.

*INPI Registration no. 03 14575/Publication no. 2.863.517