Truck Parts and Service | Heavy Duty Trucking, Aftermarket, Service Info
Issue link: http://read.dmtmag.com/i/821175
products into product categories that may have a limited number of depend- able solutions," says Henry Foxx, director of Remanufactured Products at Bendix. "Bendix entered the all-makes cat- egory to provide our distribution part- ners with a reliable offering for specifi c product categories from a single source. And, our customers have confi dence in our all-makes products because they've had a good experience with Genuine Bendix products." In particular, second- and third-vehi- cle owners are turning to all-makes parts due to pricing advantages. All-makes parts undergo many of the same rigorous lab tests that OE parts require, but gener- ally cost less. "As the vehicle ages, owners continue to look for cost-effective ways to main- tain desired performance," Foxx says. "[All-makes] parts give the customer a value-based product from a reputable manufacturer with a longstanding his- tory of providing quality and service. Customers can feel reassured that the product they've purchased met their budgetary needs without sacrifi cing quality or performance." Walt Sherbourne, vice president of marketing for Dayton Parts, says there is a market that demands all-makes parts. "There is a customer base for the third and fourth owners," Sherbourne says. "The second, third and, especially the fourth owners, don't really go back to the dealer anymore. Usually, they are looking for parts that are not quite as costly." Sherbourne credits the evolution of the all-makes product to the increased life cycle of today's vehicles. As trucks perform longer, more and more prod- ucts are needed to meet a fl eet's needs in keeping those vehicles on the road. The increased longevity and demands needed to service today's fl eets forces suppliers and distributors to add to their product offering. "You can't just have bits and pieces," Sherbourne says. "Distributors are look- ing to have everything that a tech needs to do a particular job. They need to be able to offer everything needed to com- plete that job, so all the parts can be purchased from a single source." Dayco's director of U.S. sales, Richard Crotzer, says providing all-makes prod- ucts that make the end user's job easier is a key component as well. Dayco has de- veloped a series of online tools and videos to help customers know when belts need to be replaced, while also of- fering all product line recommendations. "We want to help them fi nd the part they need and make it easier on them," Crotzer says. Sherbourne echoes those sentiments. "We received a great deal of feedback about the importance of making the in- stallation process easier for the installer," he says. "We have to make it easier for the end user so that it's not frustrating for the installer." Another key component in the growth of all-makes parts has been the expanded use of the internet to pur- chase parts. More fl eet operators have become comfortable with shopping and buying their parts on the internet and often go online to make comparisons. Whether looking for parts availability or learning and training tools, online information 22 Sales & Marketing T R U C K P A R T S & S E R V I C E | M a y 2 0 1 7 All-makes parts, such as these being produced at Dayton Parts, play a crucial role in the aftermarket as distributors look to meet the demands of customers looking for quality parts, often at lower pricing points. All-makes parts parts like these calipers have grown in popularity in recent years as the longevity of a truck's use has increased. plete that job, so all the parts can be purchased from a single source." Dayco's director of U.S. sales, Richard Crotzer, says providing all-makes prod- ucts that make the end user's job easier is a key component as well. online tools and videos to help customers know when belts need to be replaced, while also of- fering all product line their parts on the internet and often go online to make comparisons. Whether looking for parts availability or learning and training tools, online information All-makes parts parts like these calipers have grown in popularity in recent years as the longevity of a truck's use has increased.