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Selling Has Nothing To Do With Selling
Selling Has Nothing To Do With Selling

November 17, 2010
'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...

Fighting Back: Regaining Market Share
Fighting Back: Regaining Market Share

August 16, 2010
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

Dealer Vs. Distributor: Panel Highlights Importance of Service Operations

May 6, 2010
OEM truck dealers and independent aftermarket distributors often have a love/hate relationship. So Stu MacKay, president of market research and consulting...

Fleet Parts Buying Looking Up For 2010
Fleet Parts Buying Looking Up For 2010

May 3, 2010
The recession has not been good for the parts and service business. Dealers and independent distributors alike report a downturn like they've never seen

Some Things to Consider in Your Business Planning

January 21, 2010
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

Great Customer Service
Great Customer Service

January 21, 2010
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...

Turn Technology Into Profits
Turn Technology Into Profits

January 20, 2010
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...

The Battle Over Access to Repair Information

January 19, 2010
Have you ever had a longtime customer buy new trucks and tell you he can't give you his parts and service business anymore

Parts By Number: VMRS Codes
Parts By Number: VMRS Codes

January 19, 2010
Back in the late '60s, some people in the trucking business got together and decided to come up with a system that used numbers to describe parts and...