Topics Blogs

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 ...

The four rules of data

With so many new avenues to acquire data in today’s trucking industry, it is important aftermarket businesses don’t forget their best data asset— customer information. All customer interactions offer aftermarket businesses an opportunity to acquire knowledge. From basic stock orders to rush deliveries to vehicles down on the highway, each transaction helps paint the picture of ...

The white stuff: Turning a white paper into a salesperson

Companies spend truckloads of cash every year on marketing initiatives for which they don’t even know how to calculate their return on investment. Print and digital advertisements and social media campaigns are key components in an effective marketing strategy, but there is much more out there that compliment them. A ...

To Catch A Thief

I’m going to let this one speak for itself. Here’s a great story from Karmak on how one of its business systems was used to quickly identify and apprehend a parts thief. In reading this story, I can’t help but wonder: Without Karmak’s technology, how long would it have taken to ...

The second half

As we prepare for the upcoming long holiday weekend, it’s time to again look at what’s scheduled for Truck Parts & Service in the coming months. Our Distributor of the Year nomination period ended last Friday, and the finalists will be announced next week. After those businesses are announced, ...

Truck dealers jumping in used market head-first, and the aftermarket should follow

Used Class 8 tractors are selling for record prices – a fact that isn’t lost on some of the industry’s largest players. Recently, Penske and Rush Enterprises each announced plans to construct brick and mortar truck lots for used truck sales. Rush recently opened its first Rig Tough used truck ...

Distributor of the Year features to begin next month

Reaching June means we are now another month closer to announcing the 2014 Truck Parts & Service Distributor of the Year nominees. Our nomination process (which is still open, by the way) will conclude, Friday, June 27, and the 2014 finalists will be announced in July. We will follow ...

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 ...

More dates for our 2014 calendar

It’s amazing to think we’re already in May. It’s seems like just yesterday we were all walking around the trade show at HDAW. Time really does fly. Knowing that, below is a list of stories that will be quickly appearing in the pages of Truck Parts & Service. And remember, those ...

Parts customers show Internet, digital preferences

Suppliers looking to reach their truck driver customers will find them in increasing numbers on the Internet. According to a recent report published by Truck Parts & Service's sister publication, Overdrive, an overwhelming majority (53 percent) of truck owner-operators surveyed preferred to receive trucking industry information from printed magazines but on digital ...