As distributors continue to find ways to be competitive in our industry, the eco-friendly, or “green” movement, has created both headaches and opportunities for businesses everywhere. Changing everything from our corporate identity to our warehouse shelves, the green revolution has been powerful.
My name is Lyle Bass, co-owner of Indianapolis-based distributor Power Train Service. Recently named the 2009 Truck Parts & Service Distributor of the Year, Power Train was one of the first of its kind to adopt an environmental policy and become an eco-friendly distributor. While we had already taken extensive measures to reduce waste, we had many more opportunities to better ourselves.
Changing with your markets is a key factor to success. We knew that as our customers began demanding greener products, our focus better shift towards adding these products to our inventory. Our salesmen started selling on gallons per mile instead of price per unit and our product line expanded to products that were technologically more advanced.
We found opportunities in many product categories across the company. LED lighting slowly has taken over traditional incandescent lighting. Remanufacturing has evolved from a low-cost alternative to the first choice for many, as it reduces one’s carbon footprint. Products as simple as air hoses and washer fluid are all now “green” in some way.
As our customers demanded greener products, we added them to our inventory.
A completely new product Power Train added to its arsenal was emissions-control devices. With demand growing due to government emissions regulations and the high cost of new trucks, Power Train became experts in the diesel particulate filter industry.
Trapping particulates and burning them at high temperatures, diesel particulate filters (DPFs) are ideal solutions for fleets needing to emit cleaner air but not wanting to replace a whole exhaust system. With the ability to remove anywhere from 85 to 100 percent of exhaust particulates, these devices are fairly popular. While they do require yearly cleanings (see this month’s cover story on page 14), DPFs tend to last long and are reasonably priced.
A benefit to customers interested in becoming more eco-friendly through fleet upgrades such as DPFs have many resources at their service. Both national and state agencies offer grant money to fund environmental projects. The Environmental Protection Agency’s National Clean Diesel Campaign awarded $60 million in 2009 for fleet upgrades that reduced emissions.
To help support those customers who wanted to apply for funding, Power Train offered grant writing assistance in areas such as budgeting, fleet requirements and emissions data collection. The 2010 grants are set to be announced in March and are expected to reduce emissions an average of 90 percent where the money is used.
For now, we continue to remain competitive by staying focused on our customers’ needs and looking for opportunities to add value. Keeping up to date on technological advancements and streamlining communication with our customers have enabled Power Train to provide consistent, reliable customer service every day. n
Lyle Bass is president and co-owner of Power Train Service and the 2009 Truck Parts & Service Distributor of the Year.
Power Train Service is headquartered in Indianapolis and has nine locations throughout the Midwest.
