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 21 Articles for Truck Parts & Service

Real Penetration: 5 x 5 Service

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 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 the U.S.! Beyond ...

Planning is not Simply Multiplying the Past

The parts business is a collection of micro-bursts — regionally, vocationally, technologically. Volumes and profitability turn on a dime, with nothing to blame but the essential aftermarket cop-out: the weather. Business cycles appear as a chimera — often definable only in hindsight. Learn from history, sure. But wallow in it ...

Improving Supplier Relations Increases Profits

Results of a new study released show major automakers – in fact, most manufacturing companies – could significantly improve their profits simply by improving their supplier relations. According to the study, Chrysler, for instance, which went through a decade of turbulent ownership changes from 2000-2012 (that included the worst ...

A VST May Be Worth As Much As an MBA

The Internet, mobile everything, sensors down to torque on key nuts and bolts, GPS, smartphones, electronic vehicle and driver tracking, social media, miniature electronics, instantaneous vehicle condition data transfers, RFID, remote diagnostics … these e-updates combine to fundamentally change the way trucks and fleets operate. Three recent CCJ stories ...

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 ...

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 ...

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 ...