The Tricks of the Trade
The words I most fear (OK, maybe fear is a bit strong) on the telephone are,"I have a really good customer who…" Never have these words begun a sentence that ended with "wanted to compliment you on being a good supplier" or "appreciates the quality and service of the products you deliver." For a supplier,
New Markets in the Aftermarket
These products are flying off the shelves. Is your store taking advantage of this growing market?
Technical Sales Seminar
Make The Sale! This month, Counterman presents one of its more popular annual Features: Counterman’s Technical Sales Seminars. As in past years, we again present technical and sales information written to help parts professionals better understand what they are selling and ways to be better at selling them. The Technical Sales Seminars are full of
‘Pay On Scan’ Poses Hurdles for Suppliers
‘Pay on Scan’ (POS) is AutoZone’s newly proposed payment system that is causing ripples throughout the company’s supplier base.
Mastering the Art of Service Advisor Communication
Learn the who, the what, the when, the where and the why of selling to service writers.
Ignite Your Sales
It should be obvious that the internal combustion engine and the starting, charging and ignition parts that make it go will be around for a long time to come. Your grandchildren may be zipping around in high-tech vehicles propelled by electric motors, fuel cells and hydrogen gas, but for the next 20 years or so,
Visibility: Helping Your Customers See and Be Seen
Visibility-enhancing products such as wipers and lighting are one of the most neglected of automotive maintenance items. However, for optimum performance and driving visibility, blades should be replaced every six months.
The Science of Fuel Delivery
One of the first things you have to learn abouot fuel delivery is the role of the air/fuel mixture on combustion, emissions and performance. To better understand what’s going on, you need a short lesson in the chemistry of combustion. Chemistry is a pain – but if there’s no pain, there’s no gain, and you
Top 10 Distribution Influences
A variety of factors – both positive and negative – impact aftermarket distribution. For the sixth year, Counterman editors present their view of the top 10 influences that impact the industry.
Industry Report: The Chassis Market
Mike Smith of Dana/Spicer blames the decline of steering and suspension parts on the increased sales of new vehicles, improved durability of OEM parts and market shifts in the vehicle population. "It’s not unusual to see a lot of import cars go to the scrapyard without ever having any significant chassis parts replaced," said Smith.