Aftermarket

Articles

What HD Distributors Should Know About Cloud Computing

Cloud computing has been getting a lot of attention in the information technology space. Before you put your head in the cloud, though, there are some things you should understand about the concept of cloud computing

Articles

Diagnosing Your Aftermarket Sales Force

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

Articles

Understanding Wheels and Torque

What do a pregnant woman from Maryland, a 48-year-old man from Ontario, and a driver in Seattle have in common? They are all victims of truck wheel-off incidents - a truck wheel flew off on the highway and struck their vehicles, in one case fatally

Articles

Aftermarket: Today's Trucks Demand More from Filters

If you have customers who think a filter's a filter, you've got an opportunity to educate them about why today's high-tech engines need a correspondingly sophisticated filtration system. For instance, take the plunger out of a fuel injector from one of today's diesel engines and hold it in your hand. The warmth of your hand will make the metal expand so you can't get the plunger back inside the barrel

Articles

Developing your Green Marketing Strategy

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

Articles

Using Technology to Smooth the Repair Order Process

When a driver pulls a truck into a service shop for a repair, scheduled or not, a service writer must bring together a lot of information before a work order can be generated. At the bare minimum,

Articles

Vehicle Electronics: How Have They Changed the Aftermarket Business?

As sophisticated electronics move from the engine to other parts of the truck, such as multiplexed dashboards, antilock brakes, stability and traction control and transmissions that talk to the engine, it becomes an ever more challenging tas

Articles

Competing through Relationships

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

Articles

Customers: Give 'em What they Want

A few three-martini lunches and a hunting trip won't hurt your chances of keeping a good customer, but it will take more than a few perks to keep today's fleets coming back

Articles

How Technology is Changing the Way Fleets Buy Parts

A decade ago, selling truck parts was mostly a face-to-face (or least voice-to-voice) business. Distributors used outside salespeople to call on fleets, independent repair shops or other service providers to build typical sales relationships

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