The Industry’s Backbone
A healthy supplier base is essential to the survival of both the OEs and the aftermarket.
Communication is the Key
What percentage of parts are sourced from the OE dealer? To the aftermarket, the percentage is high – too high.
A More Focused Installer
Sears Canadas recent decision to exit the repair market signals a trend that impacts the industry on both sides of the border.
Who Will Be the First?
Pricing pressures are putting the market in an uneasy position, one that creates unrealistic expectations in the customers mind.
A Distribution Rebirth
The rebirth of the Authorized Jobber has forever changed the dynamics of the distributors role in the aftermarket.
Who’s Buying Whom?
Who owns the suppliers of today? New owners include leveraged buyout firms, putting a new spin on the old consolidation trend.
Troubling Trends
The markets inefficiencies are posing serious hurdles for many suppliers. Much of the problem is of our own doing.
Is It the Real Mccoy?
When it comes to counterfeit products, its all bad stuff. So, be careful. Its one thing to impress your friends with a knock-off Rolex, and its another thing entirely to sell fake friction.
It’s Not a Dealer Item…It’s Yours!
Forget about four-letter words. There’s a far more damaging four-word phrase each of you should eliminate from your sales vocabulary.
The Numbers Game
The aftermarket is very much a numbers game. Knowing what the numbers mean is the first step in developing a winning strategy.
Cuts at Whose Expense?
The latest developments in OE and supplier consolidation should neither surprise us, nor scare us.
The Perfect Training Tool
For just a moment, I would like both programmed distribution and retail groups alike to focus on a common goal.