Truck Parts and Service | Heavy Duty Trucking, Aftermarket, Service Info
Issue link: http://read.dmtmag.com/i/290319
18 can be identifi ed, and Savage says both situations can give distributors insight on whether inventory changes need to be made. "It allows you to optimize the produc- tivity of your business," Savage says. Listening to customer chatter also is valuable when considering adding product lines. Ford says loyal customers are usually vocal about the types of products they'd like a distributor to stock because they want to be able to buy them from said distributor. A customer won't request something it doesn't need, and when multiple cus- tomers start requesting the same product that's usually a good sign to start looking at adding it, he says. In these cases research can again come in handy, says Robert Siddall, product manager at Parts for Trucks. "If we get a request for something I'll check it out," he says. When checking on new product requests, Siddall notes it's important to contact a wide selection of custom- ers. Location, duty cycle and unit make and model all impact the likelihood a customer needs a new product. "We tend to look for items that a broad amount of customers would use on a regular basis," he says. Technology is another reason for distributors to consider adding product lines. With every passing year new advance- ments are integrated into heavy-duty trucks. And once an OEM spec's a new product, it's only a matter of time before it hits the aftermarket. Denise Reeves, vice president, aftermarket at Consolidated Metco, says her actively works with its distributors. Reeves says constant communication between ConMet and its distributors ensures both sides can work together to provide their end-user customers with the right product lines for their needs. Ford says Power Train appreciates that type of customer service from its suppliers. Hearing about new products from customers is great, but by the time cus- tomers start contacting distributors they already need the part. A heads up from a supplier can ensure a product is on a distributor's shelf when those customers start calling, he says. "It helps when [suppliers] communi- cate with us fi rst," Ford says. "When they let us know what's coming so we're ready T R U C K P A R T S & S E R V I C E | A p r i l 2 0 1 4 The ability to track product turns in real time is a major selling point for APEX Supply Chain Technologies' vending tools. Cover Story It helps when [suppliers] communicate with us fi rst. When they let us know what's coming so we're ready for the customers. – Brandon Ford, vice president of sales and marketing at The Power Train Companies.