By Truck Parts & Service Staff
FLEET BRAKE
answers by John Bzeta
WHY DID YOU START THE BUSINESS?
The business was started in 1978 by my father, George Bzeta. He brought on my existing partner Fred Lack that same year. I got into the business 12 years ago after working briefly as a lawyer. I had always wanted to be in the industrial distribution business and, with a little nepotism, I entered the business sooner than I expected.
WHAT HAS BEEN YOUR TOUGHEST BUSINESS DECISION?
Walking away from great business expansion opportunities. The average age of people in our industry combined with ongoing consolidations continually presents expansion opportunities for Fleet Brake. I have learned it is dangerous not having adequate people and procedures in place to facilitate rapid growth. I am desperately creating and improving systems within my business to ensure healthy expansion. We have walked away from several great opportunities because we weren’t ready. That was tough.
WHAT WAS YOUR BEST BUSINESS DECISION?
Surrounding myself with the best people in the industry. Without them Fleet Brake would be nothing. As our company grew with many systems not in place, this put extreme pressure on our best people. I am fortunate to have a great team who carried us through this exciting but often frustrating growth. Second, being part of a great buying group like TruckPride and our trade association CVSN (Commercial Vehicle Solutions Network) has allowed me to learn from the best people in the industry. Some of whom I consider mentors, many I consider friends. Many of my peers see no value going to meetings like CVSN or HDAW (Heavy Duty Aftermarket Week). I honestly believe that being part of those meetings are critical to my current and future success.
WHAT WAS YOUR WORST BUSINESS DECISION?
I still make mistakes everyday. The worst decision is still allowing some of our customers to devalue what we do by making us sell them only on price. Fighting for the business of a customer who jumps back and forth between suppliers for pennies is a mistake I have made many times. Allowing the customer to do this not only destroys the value proposition our company represents but also our industry’s value proposition. Shame on the customer – but more importantly, shame on me.
WHAT IS THE BEST WAY TO KEEP A COMPETITIVE EDGE?
Fleet Brake’s main competitive edge is our people and specifically the service they provide. We must ensure our people don’t become complacent with the business we enjoy but rather push the limit to keep the edge on the competition. Never underestimate the greed and determination of your competitors. Train, learn, build relationships, get up running and work hard. This is and always will be a people-based industry. We try and make sure we are proud of what we did when we go home at night.
WHAT IS YOUR FIVE-YEAR VISION?
As Warren Buffet says, “Be greedy when others are fearful.” The doom and gloom of the last year may seem detrimental. I believe this recession represents the greatest opportunity I have had in my career. Challenging times bring out the best in a company and many lessons will be learned and opportunities are great. Tough decisions and innovative solutions, combined with a healthy effort by our management and staff, will ensure our goal to be the premier fleet specialist in Canada.
WHAT IS YOUR BUSINESS PHILOSOPHY?
Our business philosophy has always been to provide the best quality parts and service while being the easiest to deal with. This focus represents our commitment to our customers. The best way to lose a customer is making them feel you don’t care. We strive to never forget who feeds our families.
WHAT IS THE BIGGEST CHALLENGE FACING THE AFTERMARKET?
OEMs, OES and national retailers are continually developing systems ensuring their customers feel a national presence. The inability of the heavy-duty aftermarket to work together is allowing the supplier community and these competitors to “divide and conquer,” leaving our channel to fall behind. Egos, bureaucracy and the failure to recognize who our real competitors are will be our downfall unless this issue is addressed.
HOW DO YOU SEE THAT CHALLENGE BEING RESOLVED?
Resolution will entail courage, determination and hard work. Using industry vehicles like CVSN and HDAW, all HD aftermarket distributors need to work together to create supply chain systems and initiatives to eliminate the only real advantage our competitors have. Segmented groups like TruckPride, HDA, VIPAR, Power HD and large independents need to consolidate resources to provide services aimed at establishing a “true” national footprint. In addition, commingled purchasing programs, national warranty programs, true business to end user electronic ordering systems and other initiatives can be done far more effectively together than independently. We have the opportunity to take the lead in all these areas and let the former “big guys” chase us for a while. Who among us want to make this happen? Or rather, who doesn’t?
DURING YOUR TIME IN THE INDUSTRY, WHAT HAS BEEN THE MOST SIGNIFICANT CHANGE?
I got into the business right before the roll-ups in the 90s. At that time, there was a fear and concern about the industry as several large players exited the marketplace. Our industry had to adapt to the change and we succeeded as we witnessed the consolidators fail. The change this time is that the consolidators have learned their lesson while we are struggling to innovate and stay ahead of the curve. The good news is that they are still struggling which gives the independent aftermarket a chance to take the lead.
WHAT ADVICE WOULD YOU GIVE A YOUNG PERSON CONSIDERING A CAREER IN THE AFTERMARKET?
This business is not unlike any other. There is vast potential for excitement, wealth and challenge in the aftermarket; but like any other business, you will not be successful just by being in the industry. Commitment, hard work, self training and motivation will allow you to shine and leave the people who don’t utilize these techniques, and complain about not getting ahead, in the dust.
HOW DOES YOUR BUSINESS CONTRIBUTE TO THE COMMUNITY?
Other than the jobs we create and the ridiculous taxes we pay, Fleet Brake also contributes to multiple community projects. Often this contribution channels through organizations and charities that our staff and customers are involved in. We attempt to support the most we can which is difficult when so many great charities are constantly approaching us for support.
WHAT DO YOU KNOW NOW THAT YOU WISH YOU KNEW WHEN YOU FIRST GOT INTO THIS BUSINESS?
Don’t give into fear and intimidation by suppliers or competitors. When you work harder and take better care of your customers, everything falls into place. A supplier who is willing to work and support you is far more valuable than one with a brand. I know now to stop worrying about all the stupid things we as business owners think about and focus on what our customers want, and then delivering that.
WHAT MOTIVATES YOU EVERY DAY?
The flexibility and challenge of being an independent distributor is exciting and extremely rewarding. Watching our people develop their stores and earn business is fun to watch and keeps me jumping out of bed in the morning. I like the fact that myself and my people have no one to blame but ourselves. That is true freedom.
