The Heavy Duty Aftermarket Week (HDAW) education program will feature a number of speakers addressing important issues for the independent heavy-duty aftermarket. HDAW'08 is slated for Monday, Jan. 21, through Thursday, Jan. 24,
at The Mirage in Las Vegas.
"One important feature of the 2008 HDAW education program is the enhanced scheduling of events," said Jerry Weis, HDAW '08 chairman "Thanks to valuable feedback from attendees in 2007, we have made changes - such as separate time periods for the educational programs and the Product Expo, allowing HDAW attendees to participate in all the week's events."
"The 2008 program also will include presentations from two top-ranked speakers from past HDAW conferences: Tom Easton of Essential Action Group and Dr. Clint Longenecker, the College of Business Administration, University of Toledo," said Gene Damron, the HDAW education committee co-chairman.
Easton will update his popular "Value-Added Selling" presentation from 2007 on Wednesday, Jan. 23, "Improving Sales Call Proficiency: The Recipe." This session offers participants a better understanding of both the buying and selling processes found in the multibillion dollar commercial vehicle replacement parts market.
During this interactive session, attendees will learn:
• The latest research on the size and scope of the HD aftermarket.
• What impacts sales call efficiency.
• How the buying environment is changing.
• What the 2008 sales drivers will be.
• Who is buying what and not.
• The salesperson's changing role as knowledge provider.
Longenecker will present, "The Two-Minute Drill: Lessons for Rapid Organizational Improvement from America's Greatest Game," drawn from his book written with Greg Papp, president of Cube Culture Corp., and Timothy Stansfield, Ph.D., president of IET Inc., both leaders on rapid organizational improvement.
In his presentation, Longenecker will discuss the game plan outlined in "The Two-Minute Drill," explaining how leaders can apply the same disciplined practices that work so well in football to win the organizational improvement game. This tested business strategy that has been used by hundreds of organizations to:
• Accelerate sales growth.
• Implement lean process initiatives.
• Speed-up a cost-reduction programs.
• Roll-out an improved customer-relations management processes.
• Implement all types of performance improvement faster and with greater effect.
Other presentations scheduled for HDAW '08 will include:
• "Access to Repair Information: An Industry Perspective." - A panel discussion with a wide range of stakeholders in the issue.
• "Branded versus Non-Branded: Who is taking the risk?" - A panel discussion on the relevance of branding.
• "Why People Buy" - A fleet panel discussion with executive representatives from Schneider National, Pepsi-Cola and a local for-hire carrier.
More details on these presentations and other HDAW '08 information are available online at
HDAW is presented by a joint operating committee comprised of industry leaders from American Council of Frame and Alignment Specialists (ACOFAS), Commercial Vehicle Solutions Network (CVSN), Heavy Duty America (HDA), Heavy Duty Distribution Association (HDDA), Heavy Duty Manufacturers Association (HDMA), Heavy Duty Remanufacturing Group (HDRG), International Truck Parts Association (ITPA), Overseas Automotive Council (OAC), Power Heavy Duty, Service Specialists Association (SSA), Truck Pride and Vipar HD Parts.