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


Great Customer Service

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

Telematics has moved beyond satellite solutions. (Photo by STF)


It's Time For Telematics

'Aftermarket companies will be the primary drivers of many all-new product and service opportunities for both the consumer and commercial-vehicle industries," predicted the Automotive Aftermarket Industry Association in a detailed report published late last year

Don't adopt technology for technology's sake, but so you can better serve your customers. (Photo by Jim Park)


Turn Technology Into Profits

It's easy to get excited by all the possibilities technology offers us today. It's also easy to be intimidated and concerned about the challenges increasing technology in trucks poses to the independent distributor and service provider


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


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


Partnerships Key During Challenging Times

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

Diesel particulate filters may offer distributors a service opportunity. (Photo by STF)


DPF Maintenance

Every truck manufactured with a 2007 and later diesel engine is equipped with a diesel particulate filter. Many bus fleets started using them in 2005. There are something like 2 million DPFs, as they're called, in North America already


Network Your Way To Success

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


Why Do Fleets Buy?

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


HDAW '08 Report - Aftermarket: Where it's been, where it's going

Heavy duty distributors and product specialists have lost market share over the last 15 years, especially to independent garages, but there are opportunities for growth in several areas


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