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To Create Value, Execute

January 22, 2013
LAS VEGAS -- "The biggest problem in business today is execution we talk but we don't do," said Sam Geist, author of "Execute or Be Executed: 18 Ways to...

Accuride Says it's Nearly Done Fixing; Ready to Grow
Accuride Says it's Nearly Done Fixing; Ready to Grow

January 21, 2013
LAS VEGAS -- Rick Dauch, president and CEO of Accuride, has fielded a lot of questions -- or perhaps accusations would be a better word -- from distributors...

A Different Way to Sell
A Different Way to Sell

December 18, 2012
'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...

Diagnosing Your Aftermarket Sales Force
Diagnosing Your Aftermarket Sales Force

October 2, 2012
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,...

Branching Out Into New 
Markets

June 4, 2012
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...

Are You Planning For Succession?
Are You Planning For Succession?

January 17, 2012
Last year, Midwest Wheel celebrated its 100th anniversary under a fourth-generation owner. Betts Spring is in its sixth generation and just promoted a...

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...

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...

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...