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 26 Articles for Truck Parts & Service

Semper Fi, Jack

Below are Bill's thoughts on the passing of his friend and aftermarket veteran Jack Creamer. Ronald Reagan once said, "Some people spend an entire lifetime wondering if they made a difference in the world. Marines don't have that problem." The Great Man theory is a 19th-century idea according to which history can be largely explained by ...

Are We Missing the Point by Calling Every Group a Team?

The word 'team' has come to be used almost automatically for groups ranging from two to thousands of members. In some cases, the 'team members' may never meet each other, much less work together. It seems 'team' is being used to bestow the aura of performance and pride to ...

CASH: There is no substitute

Distributor Cash Flow Is A Major Determinate of Growth   Count this as a lesson everyone knows, but a random reminder won’t hurt anyone. At its simplest, cash flow management means delaying outlays of cash as long as possible while encouraging anyone who owes you money to pay it as rapidly as possible. Prepare cash flow projections ...

Service Integration as a Competitive Weapon

For many distributors, service has become a vital source of revenue, customer satisfaction and competitive differentiation. Whether driveline bench service, mobile maintenance or on-vehicle, many companies recognize the value of becoming a service-led organization and are re-aligning their service operations with their overall business strategies. Why? Distributors are looking to new ...

Is a Private Equity Partner Right for You?

Exploring all options is a healthy exercise, especially as part of a yearly planning process. Thinking it may be time to partner up? Maybe take some chips off the table? Don’t feel like the Lone Ranger. Deloitte polled more than 500 middle market executives and found that nearly 60 percent ...

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 ...

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 ...

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