Bill WadeCommentaryChanging sales force utilizationTry building in changes upfront in your annual business planning process.July 29, 2014CommentaryCustomers (not competitors nor technology) are the real forces of changeThe 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…May 14, 2014Commentary‘Best Practices’ a lame goalA number of years ago, I had the good fortune to hear a lecture by the organization and quality guru W. Edwards Deming. It was plenty strange, because the talk was being delivered at a…April 18, 2014CommentaryDollars Off or Discount Percent: How promotional pricing impacts long-term buying expectationsAlthough offering deep price promotions may increase selection of a particular brand at the time of the promotion, such discounts may come with a heavy downside and baggage, because they can reduce post promotion value recognition.March 24, 2014CommentaryThe role of the heavy-duty sales function is shrinking, and being redefinedBill Wade and Bruce Merrifield offer tips on remaining competitive in the ever-changing aftermarket landscape.March 17, 2014CommentaryPatriots do more than an occasional flag waveTime to Look at Real Solutions for Wounded Warriors As I write this, it happens to be Veterans’ Day (Armistice Day to those of my age). Certainly one does not have to go far to…November 14, 2013CommentaryMore tips on integrating service as a competitive weapon(This is part two Bill Wade’s two-part educational feature on service. For part one, CLICK HERE.) Making GP Increases into ROI or EBITDA Increases Growing profitability is a challenge requiring thorough understanding of distributor and…November 1, 2013CommentaryIntegrating 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…October 30, 2013CommentaryWither 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…October 2, 2013HomeLong-range planning? A 20/20 (or 2020) view of the futureAnnual Plan … three-year outlook … LRP… August starts the planning season. While it is hard to guess even how 2013 ends, looking further out (forward and back) can be helpful. Business cycles are funny…August 6, 2013Previous PagePage 4 of 5Next PageTop StoriesOutlook and BenchmarkingACT's Ken Vieth gives trailer market forecastThe external pressures driving new equipment purchases downward appear more likely to impact truck orders than trailers in 2026 and beyond, and even tariff relief could be right around the corner.Technician trainingPartnering for Progress: ‘Illuminating the future’Used trucksPrices drop as selectivity rises among used truck buyersSuccessful Dealer AwardWATCH: TLG wins 2025 Successful Dealer AwardClass 7-8Trucking industry businesses weigh in on new truck tariffs
