Truck Parts and Service | Heavy Duty Trucking, Aftermarket, Service Info
Issue link: https://read.dmtmag.com/i/111733
HDAW News Execution should no longer be just a word to you. It should be your company mantra. That was the word out of the desert during the keynote address at the opening session of Heavy Duty Aftermarket Week 2013 on Jan. 22 in Las Vegas. Sam Geist, principal at Geist & Associates, delivered a rousing speech about the importance in executing sales plans in 2013. Information accessibility is growing rapidly these days, and Geist said the only way your company can grow and maintain its position in the market is to execute on its promises to customers. ���Expectations for companies from customers have changed, and they are just going to keep getting higher and higher,��� he said. ���The business model we have known for years is changing in front of our eyes.��� Geist said customers want a speci���c product from their suppliers and they know what that product is. They will go to the supplier they trust to provide them that product as effectively and stress-free as possible. He also warned aftermarket companies that execution doesn���t just mean following through on a guarantee today. Future Strong discussions highlight inaugural Heavy Duty Aftermarket Dialogue Distributors talk shop Everyday challenges and long-term issues were among the topics covered by the distributor panel at Heavy Duty Aftermarket Dialogue on Jan. 21 in Las Vegas. Speaking for more than an hour, the panel of John Bzeta, president and CEO at Fleet Brake, Lee Stockseth, president and COO at FleetPride and Duane Kyrish, president at International Trucks of Houston, agreed that one major challenge facing distributors now is the need to expand inventory. ���I think the greatest change [with inventory] is we are looking at it as more of an investment than a cost,��� said Bzeta. Kyrish agreed, stating inventory is the key to maintaining customers in emergency situations. Stockseth and Bzeta also addressed the struggles of acquiring parts from OE networks, and the added challenges they face compared to dealers. Looking into the future, the panel had mixed thoughts. Stockseth said FleetPride is conservatively projecting 2-3 percent growth in the coming years. Bzeta was considerably more optimistic, citing the economic struggles in Europe as a positive for North American business. 4 T R U C K PA R T S & S E R V I C E | TPS0313PG004-12_HDAW_Industry Focus.indd 4 Keynote speaker Sam Geist speaks to the crowd at HDAW. execution is equally important. ���Change is tough; not changing is terminal,��� he said. ���We have to learn to let go of yesterday.��� Geist was followed by Bill Strauss of the Federal Reserve. Strauss said the Fed is predicting slow but moderate growth for the United States��� economy in the coming years. He said the growth we are currently seeing is slower than past recoveries due to the size of the most recent recession. While the Fed doesn���t expect another recession in the coming years, Strauss warned the economy is still unpredictable. Photo by Ben Zimmerman/Southwest Photography HDAW keynote speaker stresses execution HDAW 2013 co-chairs Walt Sherbourne and Tom Stewart (far left and right) present plaques to 2012 co-chairs Mike Betts and Ken Duval during the opening session at HDAW in Las Vegas. Fleets break down maintenance Dealing with all aspects of the repair process highlighted the ���eet panel discussion at Heavy Duty Aftermarket Dialogue. During an engaging panel dialogue, Paul Higgins, director of ���eet maintenance at Prime, Inc., Roy Svehla, senior manager of ���eet maintenance at Republic Services, Inc. and Jon Cain, director of fuel services at Ahern Rentals discussed nearly everything affecting their ���eets. One of the most intriguing subjects was parts acquisition. Svehla said his company stocked its warehouses with 90 percent OE parts a decade ago, but now is purchasing nearly 40 percent of its components from independents. ���The aftermarket folks seem to be able to react quicker and introduce very innovative products,��� he said. Outsourcing maintenance and hiring technicians also was a highlight of the discussion. At Prime, Higgins said his ���eet performs most of its service. Thanks to a large technician pool, Prime has the ability to control its costs, quality and downtime, he says. Svehla said his company performs a majority of its maintenance as well, but bringing in new technicians to do the work can be a challenge. March 2013 2/20/13 9:27 AM