Bill Wade

Articles by Bill Wade

Bill Wade is a partner at Wade & Partners and a heavy-duty aftermarket veteran. He is the author of Aftermarket Innovations. He can be reached at bwade@wade-partners.com.

Bill Wade has posted 17 Articles for Truck Parts & Service

Changing sales force utilization

Annual plan; three-year outlook, LRP … August starts the planning season. About this time every year, distributors and suppliers engage in the time-consuming ritual of setting sales goals and profit expectations. Later, when they miss these targets, many revert to the traditional approaches to improving sales performance: changing the compensation plan, investing in the latest CRM ...

Customers (not competitors nor technology) are the real forces of change

The National Association of Wholesalers recently published the most recent installment in their Facing the Forces of Change series of research studies This series remains the only major research study to analyze the future of wholesale distribution within multiple lines of trade, and provides insights about the overall future ...

‘Best Practices’ a lame goal

A number of years ago, I had the good fortune to hear a lecture by the organization and quality guru W. Edwards Deming. It was plenty strange, because the talk was being delivered at a seminar presented by the Japanese Union of Scientists and Engineers, in Tokyo, because no Americans would listen back in ...

Dollars Off or Discount Percent: How promotional pricing impacts long-term buying expectations

Three highly respected professors from Miami of Ohio and Indiana University have released studies of the ongoing effects of price cutting on future price expectations — the dreaded “Shadow Effect” that restricts the ability to rebuild price levels after a promotion (or sales panic). Especially at the end of ...

The role of the heavy-duty sales function is shrinking, and being redefined

As people costs continue to rise, jobs in which there is no offsetting productivity or value improvement are replaced by more efficient service options. Old-fashion service is nice, most of just don’t want to pay for it. Live symphony orchestras are, for example, great to listen to, but ...

Patriots do more than an occasional flag wave

Time to Look at Real Solutions for Wounded Warriors As I write this, it happens to be Veterans’ Day (Armistice Day to those of my age). Certainly one does not have to go far to see most media wane patriotic (some overnight), and that is fine as far as ...

More tips on integrating service as a competitive weapon

(This is part two Bill Wade’s two-part educational feature on service. For part one, CLICK HERE.) Making GP Increases into ROI or EBITDA Increases Growing profitability is a challenge requiring thorough understanding of distributor and customer costs in the supply chain, cost of equipment ownership, employee costs and others. Cost-cutting ...

Integrating service as a competitive weapon …

… In heavy-duty truck parts and equipment distribution. (This is part one Bill Wade’s two-part educational feature on service. Be sure to check www.truckpartsandservice.com again Friday for part two of the article.) For distributors, especially those in the heavy-duty truck parts business, service is a vital source of revenue, customer satisfaction ...

Wither the yellow brick road?

Why do the same names show up time after time in things like the Distributor of the Year program? What do the Ryans, Pardos, Stones and Maclamores, Minors, Bass, Leffels, Betts, Burkes, Settles, Franklins or Ogburns know that we don’t? (I know I missed some, but you get the ...

Long-range planning? A 20/20 (or 2020) view of the future

Annual Plan … three-year outlook … LRP… August starts the planning season. While it is hard to guess even how 2013 ends, looking further out (forward and back) can be helpful. Business cycles are funny things. Some just appear (usually recognizable only after the fact) and patterns emerge. An ...