Selling Has Nothing To Do With Selling

'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


21st Century Technicians

My 15-year-old daughter's life goal, since she was 6 years old, has been to be a pediatrician. This year, she was able to attend a National Youth Leadership Internship in Medicine


Fighting Back: Regaining Market Share

In undercarriage components, independents have seen their share drop from 46 percent to 35 percent, while dealers have risen from 32 percent to 43 percent


Talking to the Competition

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

A cut here, a splice there: Today's complex electrical systems won't tolerate jury-rigged repair jobs. There are fewer and fewer user-serviceable systems on trucks. (Photo by Jim Park)


Wired For Profit: Today's Electrical Systems

The more things change, the more they stay the same. Nowhere better does that expression resonate than with heavy truck electrical systems

Technology can be used to streamline communications and make customers happy. (Photo by W. W. Williams)


Five Tips For High-Tech Communication

Before W.W. Williams adopted a customized version of the Decisiv Service Management Platform, the Detroit Diesel and Allison Transmission distributor would keep repair quotes in an Excel file or on a Post-it note


Make Training and Education Pay

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


Hybrids Explained: HDAW Looks at the Technology

Diesel-electric hybrids are increasingly popular in vocations such as utility trucks and pickup and delivery


Dealer Vs. Distributor: Panel Highlights Importance of Service Operations

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

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


Four Ways to Find Cash in Your Business

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


We offer e-newsletters that deliver targeted news and information for the entire fleet industry.


ELDs and Telematics

sponsored by
sponsor logo

Scott Sutarik from Geotab will answer your questions and challenges

View All

Sleeper Cab Power

Steve Carlson from Xantrex will answer your questions and challenges

View All