By Lucas Deal, Editor
lucasdeal@randallreilly.com
Cover Story
Finding
Your
Target
W
hen you make a living in
the distribution business,
you know what it's like to
battle on price. Customers
are always looking for the best deal, and
if you only offer them the part they need,
you better be affordable.
Fortunately for heavy-duty aftermarket distributors, commercial trucking
fleets also appreciate value. While price
is important, most fleets are willing to
spend an extra dollar here and there
for quality customer service, industry
expertise and value added options from
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their distributors.
One way to wrap all of those characteristics together is to become a
specialist.
Specialization in the aftermarket
doesn't require abandoning one aspect
of your business for another; nor does it
require investing overwhelmingly in one
department at the expense of others.
In this industry, specialization is
simply the idea of finding something
your business is good at and expanding
your product offering and services in
that area.
It's all about finding your niche. The
one thing your business can do to stand
out.
The aftermarket is filled with businesses that have done just that. By
following their lead, maybe you too can
become a successful specialist.
TransAxle
Based in Cinnaminson, N.J., TransAxle
has spent the last 34 years working to
become one of the most respected transmission and differential distributors in
the Northeast.
June 2013
5/23/13 2:13 PM
