February 18, 2014
Wade & Partners has published a white paper highlighting the value of service portions for heavy-duty distributors.
According to the white paper, top-quality distributor service is a vital source of revenue, customer satisfaction and competitive differentiation.
“Finally heavy-duty truck parts distributors are recognizing the value of becoming service-led organizations, and are re-aligning their service operations with their overall business strategies,” says Bill Wade, white paper author.
The white paper can be downloaded HERE.
“While presenting existing product to existing customers is by far the best profit builder for distributors, heavy-duty distributor managers are looking to new customers for growth,” Wade says, “surprisingly, an increasing proportion of the general managers we’ve recently contacted view new customers as their most important source of revenue growth.”
Wade & Partners says the white paper offers a variety new service strategies to help distributors create differentiating customer service in their marketplace
According to Wade, the top three strategies are increasing the proportion of service revenue in the service/product mix, increasing revenue from preventive maintenance and using information technology to help analyze the common needs of customers. The paper also offers vehicle service options and the benefits each can provide.
For more on the white paper and Wade & Partners, check out www.wade-partners.com.