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

Envision Models Beyond Pick-Pack-and Ship

May 17, 2016

What is a business vision? It's not as mystical or out there as it sounds. A vision, quite simply, is a picture of what success will be at a particular time in the future. The ‘future state’ sought in Lean training. It encompasses answers to an array of questions: What does our organization look like to our customers and prospects? How big is it, and is ...

A planned approach for a sales conversation

April 13, 2016

When pulling your sales pitch together, here's a quick refresher: Who, What and Why, Dollars, How, Close. 1. Who Who are you and whom do you represent? Don’t assume customers know you! 2. What Your mission is to find out what you are up against. Don't assume that because the prospect is buying one line that you know everything there is to know about his deal. What lines, products, and/or ...

No guarantees just because you’ve made it this far

March 10, 2016

Some of my thoughts following both HDAW and the recent Technology & Maintenance Council (TMC) annual meeting. I guess it is OK to subtly cheer the recent relatively flat trend in the heavy-duty truck parts and service business. What is not OK is the idea that now ‘everything will return to normal.’ News flash! This is normal. Coupled with the prospect of stagnant oil prices, bank tightening of small business terms, ...

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