Truck Parts and Service | Heavy Duty Trucking, Aftermarket, Service Info
Issue link: http://read.dmtmag.com/i/237360
Cover Story Figure 6 How would you rate your relationship with your suppliers in 2013? Our overall relationships have improved in 2013. Our overall relationships have remained stable in 2013. Our overall relationships have deteriorated in 2013. 34% 59% 7% Figure 7 How would you rate your relationship with your customers in 2013? Our overall relationships have improved in 2013. Our overall relationships have remained stable in 2013. Our overall relationships have deteriorated in 2013. 18 T R U C K PA R T S & S E R V I C E | 53% 41% 6% January 2014 aftermarket growth around 3.5 percent. Nearly 75 percent of responders to TP&S's reader survey have increased sales goals for 2014, but most view their growth as just "slightly higher" than last year. (See Figure 9) The aftermarket isn't showing signs of major expansion. To rapidly grow, businesses will be forced to rise to the top of a competitive marketplace. "It's going to be a challenging year for the whole industry," says Fabio Jurchaks, director of sales and engineering at TMD Friction. "The market is what it is right now. The economy isn't growing that fast." One area where independent distributors have an opportunity to grow is the service industry. An aging fleet population translates to less warranty service and more independent repair. Distributors selling parts to those businesses or offering service themselves could have a leg up in the marketplace, Reimondo says. "The single biggest business opportunity in the industry is parts installation," he says. "It's the advantage the OE has on the warranty side and it's a significant opportunity for the independent side." He adds, "In this industry, I truly believe the guy who throws the box away wins the game." Nolan says Power Brake & Spring made a "renewed commitment" to service last year and is already seeing the benefits. Sherbourne says the service opportunity is something even suppliers have focused on, which is why one of Meritor's aftermarket goals for 2014 is focused on eliminating parts delivery delays. "Time is money in this business," he says. Online sales also present a chance to grow, says Debbie Zehrer, vice president and marketing manager at 16 Ton Industries. Zehrer and her husband Jeff, a truck driver, use the Internet to promote and sell their aftermarket tractor toolbox products. Zehrer says the online world allows customers anywhere access to product information and the ability to make a quick purchase. As a supplier and end-user customer, Zehrer believes the Internet is the ultimate sales promotion tool. "If we see an ad somewhere and it has a [web] address, we're going there [to get more information]," she says. "That's a significant advantage in reaching customers." Servicing medium-duty customers appears to be another growth opportunity.