Business

21  -  40  of  73

December 18, 2012

A Different Way to Sell

'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

December 12, 2012

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

November 27, 2012

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

November 14, 2012

Are equipment prices the new diesel fuel?

When it comes to the potential to drive carriers out of the industry, equipment is becoming the new diesel fuel, says Bob Costello, the chief economist of the American Trucking Associations

November 7, 2012

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.

October 2, 2012

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

September 16, 2012

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

September 16, 2012

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

July 3, 2012

Owner-Operator Learns Keys to Fuel Efficiency -- and Profitability

Here's a tale that, if it were from any other industry, might inspire a feel-good feature film. It's about a struggling rookie lease-operator who, as he is driving back to the terminal to hand back the keys, decides to try something different

June 4, 2012

Branching Out Into New 
Markets

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

May 31, 2012

Near-Term Aftermarket Outlook a Double-Edged Sword

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

May 31, 2012

Superior Distributors Celebrates 50-Year Milestone

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.

May 22, 2012

CSA Data Suggests More Drivers Becoming Independents

Federal safety data indicates that carrier registrations jumped by 7.5% during the past 14 months, possibly reflecting a move by drivers to go into business for themselves, according to an analysis by QualifiedCarriers, which provides risk management services to shippers

May 14, 2012

Optimize Routes Using Spot Freight and a Higher-Paying Third Leg

Many owner-operators turn to the spot freight market -- a load board -- when they need a backhaul, sometimes taking a low rate just to get home. As a result, it's easy to think of load boards and backhauls as "cheap freight.

May 9, 2012

It Takes a Good Attitude to Make a Successful Owner Operator

Peter Pekala is an owner-operator with an attitude. His attitude is, find business partners who do right by you and do the same for them

April 26, 2012

The successful salesperson

Is selling in the trucking industry nothing more than pricing

April 13, 2012

Owner-Operators: Selecting for Success

When we caught up with Miles Verhoef, he'd spent the day in Fargo, N.D., looking for - and not finding - the right load for his drop-deck flatbed

April 13, 2012

Owner-Operators: Empty Nesters

Bob and Linda Caffee were living a comfortable life in southwest Kansas. They had a nice house on a 7-acre spread. He was a diesel mechanic, and she worked in administration at the local courthouse.

April 13, 2012

Owner-Operators: Ready for Business

Tony Huttenstine misses his big, beautiful, tricked-out Kenworth W900 - but he doesn't miss the fuel economy

February 2, 2012

What trucking can learn from the airlines

For-hire trucking could learn a few things from the airlines, because they have finally figured out how to make money in a deregulated environment

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