Aftermarket

Business

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April 2013, TruckingInfo.com - WebXclusive

Five Key Facts About Selling A Transportation Company

By Mark Dyer, Allegiance Capital Corp.

Today, succession planning is not just about having a plan in place for your eventual retirement, or in case you unexpectedly kick the bucket. You may end up selling your company. Here are five key things to keep in mind.

Tags: Mergers & Acquisitions, Business

January 2013, TruckingInfo.com - Feature

Accuride Says it's Nearly Done Fixing; Ready to Grow

Accuride has doubled its aluminum wheel production capacity.

By Deborah Lockridge, Editor in Chief

LAS VEGAS -- Rick Dauch, president and CEO of Accuride, has fielded a lot of questions -- or perhaps accusations would be a better word -- from distributors who want to know why his promises to support the aftermarket are any different from those of a string of executives befor

Tags: Business, Aftermarket, Wheels, Accuride

January 2013, TruckingInfo.com - Feature

Special Coverage of HDAW '13

As HDT's editors cover Heavy Duty Aftermarket Week 2013 in Las Vegas this week, watch for a special HDAW issue of the Aftermarket Journal newsletter, as well as coverage on Twitter and Facebook

Tags: Business, HDAW, Aftermarket

January 2013, TruckingInfo.com - Feature

Record Breaking Attendance Reported for Heavy Duty Aftermarket Week13

Heavy Duty Aftermarket Week 2013, being held this week in Las Vegas, has yielded record-breaking exhibitor and distributor registration numbers, as well as a larger-than-expected group of registrants for the new SOLD! (Service Opportunities and Learning Day) program, marking an overall growth of 10% in the size of the conference over last year

Tags: Business, HDAW, Aftermarket

December 2012, TruckingInfo.com - Feature

A Different Way to Sell

By Deborah Lockridge, Editor in Chief

'People continue to sell as if they were in a quaint Norman Rockwell painting. That no longer works like it used to." Instead, says Rich Farrell, president of Tangent Knowledge Systems and author of the book "Selling has Nothing to do with Selling," a salesperson should play the role of a "change agent" rather than the more typical product-centric transactional approach

Tags: Business, Sales, Aftermarket

December 2012, TruckingInfo.com - Feature

Supplier Panel Announced for Heavy Duty Aftermarket Dialogue

The Heavy Duty Manufacturers Association and MacKay & Company have announced the participants for the Heavy Duty Supplier panel, one of the three Industry Expert Discussion Panels to take place as part of the Heavy Duty Aftermarket Dialogue conference

Tags: Business, HDMA, Aftermarket

November 2012, TruckingInfo.com - Feature

Investcorp Completes Sale of FleetPride

Aftermarket truck and trailer parts distributor FleetPride has been sold to U.S.-based TPG Capital, one of the largest private equity investment firms globally, for more than $1 billion

Tags: Business, Aftermarket, FleetPride, Parts

November 2012, TruckingInfo.com - Feature

TARA Chooses Wade & Partners as New Association Manager

The Truck Frame and Axle Repair Association has decided to make Wade & Partners the management team to lead the association, effective immediately.

Tags: Business, TARA, Associations

October 2012, TruckingInfo.com - Feature

Diagnosing Your Aftermarket Sales Force

By Deborah Lockridge, Editor in Chief

What are some of the most common weaknesses of aftermarket parts sales staff, and how can you work to correct them? Find out in this Q&A with Chuck Udell, senior partner of Essential Action Design Group, Leawood, Kan., management consultants specializing in heavy-duty and automotive aftermarket operations

Tags: Business

September 2012, TruckingInfo.com - Feature

Developing your Green Marketing Strategy

By Gary McCoy, Guest Columnist

Everybody talks about being "green" in their business practices, and consumers often say they want to buy "green" products. But the disparity between talk and action is often wide

Tags: Business

September 2012, TruckingInfo.com - Feature

Competing through Relationships

By Commentary Deborah Lockridge, Editor in Chief

At a time when the independent parts and service provider is faced with increasing competition from industry consolidation, cheap overseas parts and online ordering, how do you compete

Tags: Business

June 2012, TruckingInfo.com - Feature

Branching Out Into New 
Markets

By Deborah Lockridge, Editor in Chief

The heavy-duty aftermarket's been a busy place the past year as customers played catch-up on purchasing and maintenance after delaying both during the recession. That growth is slowing, however, which may make it a perfect time to consider branching out into new markets, new product lines and new endeavors

Tags: Business

May 2012, TruckingInfo.com - Feature

Near-Term Aftermarket Outlook a Double-Edged Sword

The burgeoning retrofit market offers opportunities for aftermarket sales as well as service and cleaning.

By Jim Park, Contributing Editor

The recession has been good for some aftermarket parts and service providers, but others took a bit of a thrashing between 2008 and 2011. Many cash-strapped fleets decided to keep trucks in service longer, which meant an increase in parts sales and service opportunities

Tags: Business

May 2012, TruckingInfo.com - Feature

Superior Distributors Celebrates 50-Year Milestone

Superior Distributors Founder Howard Klein sits in his office in the 1970s. Below, Klein with his granddaughter Dana Klein, chief information officer, and son Rick Klein, vice president.

By Genevieve Conti, Assistant Editor

Superior Distributors in Elmwood Park, N.J., has come a long way since its start in the trunk of founder Howard Klein's '62 Falcon station wagon in 1962.

Tags: Business

January 2012, TruckingInfo.com - Feature

Are You Planning For Succession?

Lack of planning could mean the end of your business.

By Deborah Lockridge, Editor in Chief

Last year, Midwest Wheel celebrated its 100th anniversary under a fourth-generation owner. Betts Spring is in its sixth generation and just promoted a sixth-generation Betts family member to vice president. But many more small businesses peris

Tags: Business

October 2011, TruckingInfo.com - Feature

Smart Business: How You Can Use Brain-Boosting Strategies to Build Your Business

Deborah Lockridge, Editor

By Commentary Deborah Lockridge, Editor

I was reading an article in Newsweek about ways to boost brain performance, and it occurred to me that a number of key points could be applied to boosting business performanc

Tags: Business

October 2011, TruckingInfo.com - Feature

Service Sells

Deborah Lockridge, Editor in Chief

By Commentary Deborah Lockridge, Editor in Chief

I recently needed a new pair of athletic shoes. Not that I'm particularly athletic, but I took a spill last year and my orthopedist said I need to wear good, supportive shoes to avoid continued knee and ankle problems. My 5-year-old New Balances weren't cutting it anymore

Tags: Business

October 2011, TruckingInfo.com - Feature

Why Distributors Might Want to Look into an Employee Ownership Plan

Employee stock ownership plans, known as ESOPs, are gaining in popularity. There even was federal legislation introduced earlier this year to expand their use

Tags: Business

October 2011, TruckingInfo.com - Feature

Incorporation Options: What's the Best Fit for Your Company?

The IRS requires S-Corp owners to be paid

When you started your business, chances are there weren't quite as many options for how to organize it as there are now

Tags: Business

October 2011, TruckingInfo.com - Feature

HDAW 2012 Preview: Corporate Culture

Corporate culture is the theme for Heavy Duty Aftermarket Week 2012.

What do online shoe sales and heavy-duty parts sales have in common? They both can succeed with the help of the right kind of corporate culture

Tags: Business

October 2011, TruckingInfo.com - Feature

Winning Corporate Culture

Corporate culture is often cited as a factor in the success of companies such as Google, Disney and Southwest Airlines.

By Commentary Deborah Lockridge, Editor in Chief

When Tobin Cassels first told me about his philosophy of "servant leadership" at Southeastern Freight Lines, I must admit I mentally rolled my eyes a bit. I'm sure that, like me, in your personal or professional lif

Tags: Business

November 2010, TruckingInfo.com - Feature

Selling Has Nothing To Do With Selling

By Deborah Lockridge, Editor

'People continue to sell as if they were in a quaint Norman Rockwell painting. That no longer works like it used to," said Rich Farrell, president of Tangent Knowledge Systems, during a presentation at Heavy Duty Aftermarket Week earlier this year

Tags: Business

August 2010, TruckingInfo.com - Feature

Talking to the Competition

By Editorial Deborah Lockridge, Editor

Bob Nuss has truck parts in his blood. His dad was a truck mechanic in Rockford, Ill., while he was growing up, and eventually became a Mack distributor in 1959

Tags: Business

August 2010, TruckingInfo.com - Feature

Make Training and Education Pay

By Chuck Udell, Guest Contributor

To be successful in today's heavy-duty aftermarket, you must have a clear competitive edge over your competitors

Tags: Business

May 2010, TruckingInfo.com - Feature

Dealer Vs. Distributor: Panel Highlights Importance of Service Operations

By Deborah Lockridge, Editor

OEM truck dealers and independent aftermarket distributors often have a love/hate relationship. So Stu MacKay, president of market research and consulting firm MacKay & Co., got a dealer and a distributor on stage at HDAW for a panel discussio

Tags: Business

May 2010, TruckingInfo.com - Feature

Four Ways to Find Cash in Your Business

Jason Bader tells distributors at HDAW how to find cash in their businesses.

By Steve Sturgess, Executive Editor

A fundamental understanding of what constitutes the cash in your business is key to making the most of it. That was the message from Jason Bader, consultant from The Business Team, in one of the best business sessions - Finding Cash in Your Busines

Tags: Business

May 2010, TruckingInfo.com - Feature

Lip Service Just Doesn't Get It Done

By Commentary Stu MacKay, MacKay & Co.

How many times have you attempted to make a point to someone, perhaps repeatedly, and heard something like, "Yeah, yeah, I understand, I'll get to it"? This is a response I get from a handful of business school classmates when I make my annual call to ask for money

Tags: Business

May 2010, TruckingInfo.com - Feature

Stand Out From the Crowd: Building a Brand Is More Than a Logo

By Craig Fry, Guest Contributor

People often talk about the value of a brand. But have you ever wondered how much your brand is really worth

Tags: Business

January 2010, TruckingInfo.com - Feature

Spare Parts

Help fleets prepare for unpredictable repairs on the road.

By Tom Berg, Senior Editor

For years, savvy fleet managers have been able to predict how long parts and components will last based on experience, and scheduled maintenance and replacement accordingly

Tags: Business

January 2010, TruckingInfo.com - Feature

Some Things to Consider in Your Business Planning

By Deborah Lockridge, Editor

In the heavy-duty distribution business, a long-term plan is about 18 months, according to a survey done in advance of Heavy Duty Aftermarket Week '09

Tags: Business

January 2010, TruckingInfo.com - Feature

Eight Steps to Success

By Gene Ely, Contributing Editor

It's the question on everyone's mind: "What's the best heavy-duty truck parts and service strategy for our company to take during these interesting times?

Tags: Business

January 2010, TruckingInfo.com - Feature

Great Customer Service

Being customer-focused helps win the pricing battle. (Photo by Jim Park)

By Deborah Lockridge, Editor

What do your customers value? A survey of HDAW attendees said availability/delivery of a product was the top thing, followed by the product knowledge of your sales staff, and third by customer service/ease of doing business

Tags: Business

January 2010, TruckingInfo.com - Feature

MEMA Financial Services - Because no news isn't always good news

In this uncertain economic and financial environment, you may want to keep your company's finances and credit information to yourself

Tags: Business

January 2010, TruckingInfo.com - Feature

Getting To Know You - Everyone wants to know why fleets buy, but the reasons behind those decisions can be as individual as the people who make them

With slowing freight volumes and high fuel costs squeezing fleet profits, your customers may be looking to trim costs wherever they can, including in their parts purchases

Tags: Business

January 2010, TruckingInfo.com - Feature

Partnerships Key During Challenging Times

By Guest column Joe McAleese

Relationships - whether among family members, friends, colleagues, or business associates - enrich our life experiences. And they are never more needed, more appreciated, or more important than during challenging times

Tags: Business

January 2010, TruckingInfo.com - Feature

Network Your Way To Success

By Guest column Marc Karon

I had a call recently from a young distributor looking for a part. I had met him at Heavy Duty Aftermarket Week this year. After taking care of his part need, we discussed the upcoming HDAW '09 event

Tags: Business

January 2010, TruckingInfo.com - Feature

Why Do Fleets Buy?

Every day, millions of replacement parts are purchased in North America for commercial trucks

Tags: Business

January 2010, TruckingInfo.com - Feature

Putting a Price on Value

You get product into your customers' hands faster than your competitors. Is that what the customer really wants? For some, that will add value. For others, it won't. (Photo by Jim Park)

By Jim Park, Contributing Editor

Twenty-eight bucks for a windshield wiper? I was driving through Maine on one of those oppressive gray days when moisture permeated the air

Tags: Business

January 2010, TruckingInfo.com - Feature

Building a Better Salesperson

Most sales reps are stuck in a sales model that emphasizes features and benefits, but leaves the customer guessing about the bottom-line impact of products on their business.

By Steve Rose, Guest Contributor

The commercial vehicle industry is facing one of its most difficult periods in decades, thanks to economic and EPA regulatory issues

Tags: Business

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