Topics Blogs

Integrating service as a competitive weapon …

… In heavy-duty truck parts and equipment distribution. (This is part one Bill Wade’s two-part educational feature on service. Be sure to check www.truckpartsandservice.com again Friday for part two of the article.) For distributors, especially those in the heavy-duty truck parts business, service is a vital source of revenue, customer satisfaction ...

Train now, execute later

We (well, technically I) write a lot about how advanced the technology in Class 8 trucks have become. Today’s new trucks on dealer lots are filled with so many computers you half expect to see a line of twenty somethings in front of the store waiting to buy one. While this technology has undoubtedly made ...

Some tips for pulling in new service business

Next month’s issue of Truck Parts & Service features an article on how offering value-added services (i.e. data tracking and analytics) with preventive maintenance work can provide service facilities a selling point in today’s marketplace. There is evidence in today’s market that fleets are willing to outsource maintenance to ...

Start working now to fill your future openings

Just this week, NationaLease announced a partnership with Universal Technical Institute (UTI) to help fill its service network with graduates from the technical school. NationaLease forecasts’ its 600 service locations nationwide could lose up to a third of its technicians to retirement in the coming years. With that shortage ...

Crisis averted

Let’s start with the obvious. No business ever wants a crisis. Whether it’s an operational or financial snafu, a natural disaster or a serious injury, a crisis is always bad news. But unwanted as they are, no business is immune to crises. The best you can do is work hard ...

Wither the yellow brick road?

Why do the same names show up time after time in things like the Distributor of the Year program? What do the Ryans, Pardos, Stones and Maclamores, Minors, Bass, Leffels, Betts, Burkes, Settles, Franklins or Ogburns know that we don’t? (I know I missed some, but you get the ...

At the tipping point

General Motors’ U.S. retail sales were up 23 percent in July year over year.  Ford enjoyed its best July for U.S. retail sales since 2005 on the strength of a 19 percent increase. Chrysler’s U.S. sales were its best for a July since 2006, and Toyota’s U.S. sales ...

How consistent is your sales approach?

Every business aspires to have a strong sales team, but it takes evolution and adaptability to sales processes to make that dream a reality, says Jim Pancero, professional sales consultant. Presenting for the second straight year Monday in Santa Rosa, Calif. at CVSN’s Aftermarket Distribution Summit, Pancero stressed suppliers ...

The people business

Over the last month, I’ve done interviews with a lot of different sources in the aftermarket on a multitude of topics. I’ve talked to distributors, service providers, dealer principals, suppliers, aftermarket advisors. I’ve talked to managers, company presidents, sales and marketing managers. We’ve discussed business management techniques, day-to-day operations ...

A rolling tribute to 9/11 victims aided by trucking

You'll hardly find a more patriotic population base than the trucking industry. And when a worthwhile, good 'ole America project needs some attention, you can bet the first group to ride the rescue will have 18 wheels underneath them. The Remembrance Rescue Project is a not-for-profit created by firefighters ...