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Articles by Bill Grabarek
Distributor of the Year finalist: Point Spring & Driveshaft
Achieving the rarified air of being named a 2020 finalist for the Trucks, Parts, Service Distributor of the Year Award is nothing new to Point Spring & Driveshaft. After all, the company was a finalist in 2003, 2012 and 2013 and won top honors in 2005. That kind of consistency of excellence in providing parts and service says a lot about the distributor, which has eight locations throughout Pennsylvania, Ohio and West Virginia.
Cook Brothers Truck Parts wins Distributor of the Year 2020
The COVID-19 virus resulted in one of the strangest years in recent history and challenged everyone in the trucking industry. Despite the seemingly endless hurdles that had to be cleared because of the pandemic, Cook Brothers Truck Parts has been named winner of the Trucks, Parts, Service Distributor of the Year Award for 2020. The Distributor of the Year Award was announced at Heavy Duty Aftermarket Week’s (HDAW) virtual event this morning.
SOLD session: Reading the right metrics the right way
Click to enlarge images. What do you get when you combine the TV show Mad Men and the movie Moneyball with shop management? You get a presentation by Jacob Findlay, CEO & Founder, Fullbay, explaining how to look at the right metrics and interpret them correctly. Findlay explained how in Mad Men, the main characters made decisions from the gut, using qualitative information, while in Moneyball Oakland A’s General Manager Billy Beane used myriad statistics to build his team using quantitative data.
Goodyear, ConMet to offer combined tire, wheel hub analytics solution
The Goodyear Tire & Rubber Company and ConMet announced their strategic collaboration to create combined digital solutions that will better connect commercial truck fleets to the health of their tires and wheel ends. Both companies will use their combined expertise in connected mobility and their existing data resources to provide fleets with holistic insights on tire and wheel end performance.
SOLD session provides introduction to entrepreneurial operating system
Click to enlarge. Attendees were given a crash course Tuesday on the Entrepreneurial Operating System (EOS) as part of the Service Opportunities Learning Day (SOLD), an event held in conjunction with Heavy Duty Aftermarket Week (HDAW). “Welcome to the Entrepreneurial Operating System, a powerful, practical and simple system for running your business.
SOLD session: Reading the right metrics the right way
What do you get when you combine the TV show Mad Men and the movie Moneyball with shop management? You get a presentation by Jacob Findlay, CEO & Founder, Fullbay, explaining how to look at the right metrics and interpret them correctly. Findlay explained how in Mad Men, the main characters made decisions from the gut, using qualitative information, while in Moneyball Oakland A’s General Manager Billy Beane used myriad statistics to build his team using quantitative data.
ACT Research confirms strong close to 2020 for used truck space
Both used Class 8 same dealer sales pricing and volume rose last month, ACT Research reported this week in its State of the Industry: U.S. Classes 3-8 Used Trucks report. The company says volumes were up 13 percent month over month, while price was up 3 percent. Average age also improved by 1 percent in December compared to November. Overall, the company says same dealer sales volumes were up 22 percent year-to-date against full-year 2019.
Dana expands electric motor, inverter product line
Dana Incorporated has unveiled an expanded family of Dana TM4 SUMO HP electric motors and inverters, including the HV1000 and HV2500. According to Dana, the TM4 SUMO family is specifically designed for battery-electric, range-extended, and fuel-cell vehicles. These high-performance motors and inverters are engineered to offer maximum flexibility, enabling direct-drive, series-hybrid, or parallel-hybrid applications.
Live from virtual HDAW: How COVID-19 is ‘reinventing business’ and the understanding the ‘science of B2B sales’
Steven Bryan, former Vigillo CEO, and David Seewack, CEO at FinditParts, during Tuesday’s keynote presentation at virtual Heavy Duty Aftermarket Week. If you desperately miss travel and events like Heavy Duty Aftermarket Week (HDAW), former Vigillo CEO Steven Bryan says he believes good times will come for you again. Eventually.
Marc Karon named to Heavy Duty Aftermarket Hall of Fame
Marc Karon, president and CEO, Total Trucks Parts, was announced as the 15th inductee to the Heavy Duty Aftermarket Industry Hall of Fame during virtual Heavy Duty Aftermarket Week (HDAW) Tuesday. Karon entered the trucking business in the 1970s as an engineer for Bendix. Based in Ohio, Karon earned two patents during his time with supplier before moving to Florida to open a distribution business in 1979.
HDAD: Applications to dictate electrification adoption
Interest in electric trucks is growing faster than some industry stakeholders expected according to a panel during the virtual Heavy Duty Aftermarket Dialogue (HDAD) Monday. While leading a panel discussion on “The Real-World View,” Chris Patterson, retired CEO of Daimler Trucks North America and an independent director, asked the panel how quickly electrification is going to convert fleets from combustion engines to electric.
HDAD: Government policies related to COVID and their effect on the U.S. economy
As part of Economist and Emory University Professor Jeff Rosensweig’s presentation, “The Global Economic Overview” at the virtual Heavy Duty Aftermarket Dialogue (HDAD) conference on Tuesday, he provided insights into the current business environment. The news was a mixed bag of challenging and promising short- and long-term forecasts for the U.S. economy.
Cook Brothers Truck Parts wins Distributor of the Year Award
A family affair: Bob Seyerlein, current vice president (left to right); Henry Cook Jr., current president; Charles Cook, then vice president; and Henry Cook Sr., then president. The COVID-19 virus resulted in one of the strangest years in recent history and challenged everyone in the trucking industry.
HD Aftermarket Dialogue explores initial days of COVID pandemic, how companies responded
Leaders from a cross-section of the industry weighed in on how their companies dealt with the beginning of COVID-19 as well as lessons learned and efficiencies developed during the ongoing pandemic while speaking at the virtual Heavy Duty Aftermarket Dialogue (HDAD) Monday. “It was quite dramatic from our perspective as an OEM manufacturer. The very first thing we needed to consider was the health and safety of our people.
Procede announces partnership, integration with MOTOR Information Systems
Procede Software this week announced an integration of MOTOR Information Systems’ FleetCross heavy-duty parts cross reference tool into its Excede v10.1 dealer management system. The integration will enable MOTOR’s powerful real-time parts search solution from within the Excede DMS workflow. With this integration, Procede says dealer parts staff can save time and reduce steps searching for parts information, all within Excede.
J.D. Power reports steady prices in used retail segment, price increase in auction channel last month
Used Class 8 auction prices were up nearly across the board last month while retail prices remained steady despite upticks in volume in both segments, J.D. Power reported Tuesday in its January 2021 Commercial Truck Guidelines industry report. The rise in volume in the auction space last month was not unexpected, J.D. Power reports, and the complementary increase in pricing speaks to the strength of the used truck demand at the moment.
Conway Beam Truck Group to open dealership in New York
Conway Beam Truck Group recently invested $16.2 million to open a new Mack and Volvo dealership near Buffalo in West Seneca, New York. Built from the ground up, the new 75,000 sq.-ft. facility features 51 service bays, including three dedicated CNG bays, separate washing bay and an overhead crane. Resting on 25 acres off Interstate-90 and State Route 400, the site at 1500 North America Drive offers access and numerous customer amenities.
How to effectively allocate your marketing spend (Part 2 of 2)
Launching marketing programs can work well for your business, but you will never truly know how much unless you can measure the success of the money allocated. At Utility Keystone, the company’s “marketing funnel” starts with four core KPIs: impressions, which turn into website sessions, into leads and finalize in deals or equipment sold, Marketing Coordinator Quint Eno says.
HDAW 2021 Preview: Trio to tackle service shop challenges at SOLD
Leveraging data and technology to drive efficiency and productivity into service shop operations will be the focus of three educational sessions at the upcoming Service Opportunities Learning Day (SOLD) during virtual Heavy Duty Aftermarket Week (HDAW) on Tuesday, Jan. 26. Introduced in 2013 as an independently run, service-centric training event and compendium to the parts-heavy agendas of HDAW, SOLD was brought under the HDAW umbrella last year when the event transitioned its venue.
Pluss Software expands payment processing capabilities
Pluss Software, a leading software solutions provider for the heavy-duty aftermarket industry, has expanded its payment processing offerings by adding mobile payments with their new PlussPay Mobile payment processing solution for Android mobile devices. “We’re excited to offer mobile payment solutions to our customers.
Four metrics for measuring marketing success for dealers
Launching marketing programs can work well for your business, but you will never truly know how much unless you can measure the success of the money allocated. At Utility Keystone, the company’s “marketing funnel” starts with four core KPIs: impressions, which turn into website sessions, into leads and finalize in deals or equipment sold, Marketing Coordinator Quint Eno says.
STEMCO updates wheel end warranties
STEMCO has announced expanded coverage to its aftermarket and OEM warranties for their wheel end products. Most notably, STEMCO says it is now including labor warranty on the five-year Platinum Performance System aftermarket package (PPS+) for truck and trailer on-highway applications.
Navistar to sell production campus in Illinois
Navistar International Corporation announced it plans to sell its Melrose Park, Ill., facility to a developer who has an actionable plan to redevelop the parcel into a state-of-the-art industrial business park. Navistar expects to cease operations at the Melrose Park campus by November 2021. The company estimates half of the facility’s current workforce will be transferred to other facilities.
Weekly new product roundup
Here’s a glimpse at the new products introduced to the trucking industry last week (Jan. 11-17, 2021). For more on each product, please click the company names below. Bar’s Leaks introduced its Gear Repair treatment additive designed to extend differential/gear system life. CM Truck Beds introduced its new Gen 2 SB Service Body. Dorman HD Solutions added three new products to its former heavy-duty product line. Geotab introduced its new GO9+ telematics solution, which now includes Wi-Fi connectivity.
HDMA webinar: Despite positive signs, 2021 still mostly a mystery
Dr. Bob Dieli, economist, MacKay & Company, during Heavy Duty Manufacturers Association’s (HDMA) recent webinar, used Talking Heads lyrics from the song “Life During Wartime,” to explain industry challenges as it conducts business while the COVID-19 pandemic continues to worsen.
How to effectively allocate your marketing spend (Part 1 of 2)
In the competitive truck and trailer sales business, companies always need to be looking for ways to market their companies. Even more important is to have a strategy in place to determine how successful the marketing efforts are and know how to measure that success. What’s more, COVID-19 has forced a lot of companies to rethink how they spend their marketing dollars.
Dorman HD Solutions adds to heavy-duty product lines
Dorman HD Solutions has added three new products to its former heavy-duty product line. Among the new products is an OEFix electronic throttle body for 2010 to 2018 Cummins ISX/ISL and CNG engines. Dorman says the part features a non-contact Hall effect sensor and Sensor Shield shaft seal to prevent future failures. The company’s other new parts include a wheel lug stud and wheel nut — both line extensions to company’s existing product category.
Recall report: Unexpected movement when PTO engaged forces large International recall
The following safety recalls were issued Monday by the National Highway Traffic Safety Administration (NHTSA): Daimler Trucks North America (DTNA) is recalling certain 2022 Thomas Built Saf-T-Liner C2 school buses. The hydraulic caliper tie bar support fasteners on the steer axles may not have been properly tightened or the tie bar may have not been installed in some cases.
News makers: Don’t miss the most popular industry news stories of 2020
As many in the heavy truck industry hope for a better 2021 — can it possibly be worse than 2020? — Trucks, Parts, Service (TPS) is counting down the most popular TPS news stories of 2020.
Recall report: Sprinters recalled for brake fluid leak, Engine cover heating issue plagues Ford E-vehicles
The following safety recalls were issued Monday by the National Highway Traffic Safety Administration (NHTSA): Daimler Trucks North America is recalling certain 2021 Thomas Built Saf-T-Liner C2 Jouley electric school buses. If the service brake pedal is pressed and then released while the parking brake is engaged, the parking brake may release unexpectedly.
Tech schools are passing the test on COVID-19
When the COVID-19 pandemic hit hard in the U.S., many companies in the trucking industry were deemed essential and allowed to stay open, provided certain safety precautions were met. Those not so lucky were the schools for medium- and heavy-duty diesel technicians, which were forced to temporarily shut down on-site learning.
Recall report: Seat belts for GM recall; Volvo Trucks called back for leak issue
The following safety recalls were issued Monday by the National Highway Traffic Safety Administration (NHTSA): Ford Motor Company is recalling certain 2020 EcoSport and 2019-2020 Transit Connect vehicles. Depending on the model, either the driver side or passenger side frontal air bag modules are missing the first-stage booster propellant and sleeve.
Identifying customers and their purchase potential
Equipment inquiries on used trucks and trailers, be it in person, by phone or email, are always good news for dealers. That said, being able to determine which potential customers are ready to buy now versus those just “kicking the tires” enables sales reps to handle the interactions in different ways. While serious buyers should always be prioritized, dealers must be careful to not overlook new prospects, so as to remain potential partners when those customers are ready to buy.
Used equipment: How to identify serious customers and their purchase potential
Equipment inquiries on used trucks and trailers, be it in person, by phone or email, are always good news for dealers. That said, being able to determine which potential customers are ready to buy now versus those just “kicking the tires,” enable sales reps to handle the interactions in different ways. While serious buyers should always be prioritized, dealers must be careful to not overlook new prospects, so as to remain potential partners when those customers are ready to buy.
NACFE guidance on heavy-duty hydrogen fuel cell trucks
The North American Council for Freight Efficiency (NACFE) released its latest guidance report on “Making Sense of Heavy-Duty Hydrogen Fuel Cell Tractors.” NACFE presented the report during a webinar this week. NACFE Executive Director Mike Roeth says the industry made a ton of progress this year, despite the COVID-19 pandemic.
2020 Distributor of the Year finalist: Sadler Power Train
Sadler Power Train is a seasoned veteran when it comes to being named a finalist for the TPS Distributor of the Year award. Before winning the award in 2015, the company was a finalist in 2013 and 2014. Sadler Power Train was founded in 1974 and has four locations — Cedar Rapids, Davenport, Dubuque and Waterloo, Iowa — serving customers in Iowa, western Illinois and southwest Wisconsin.
Meeting our 2020 Distributor of the Year finalists: Sadler Power Train
Sadler Power Train is a seasoned veteran when it comes to being named a finalist for the TPS Distributor of the Year award. Before winning the award in 2015, the company was a finalist in 2013 and 2014. Sadler Power Train was founded in 1974 and has four locations — Cedar Rapids, Davenport, Dubuque and Waterloo, Iowa — serving customers in Iowa, western Illinois and southwest Wisconsin.
HDA Truck Pride announces 2021 meeting plans
HDA Truck Pride announced Tuesday it hopes to hold its 2021 Annual Membership Meeting from July 12-16, 2021, at the Gaylord Texan in Dallas. The organization’s 2020 meeting was postponed then shifted to a virtual format earlier this year due to the COVID-19 pandemic. HDA Truck Pride President and CEO Tina Hubbard says the organization anxiously awaits the opportunity for its members, suppliers, staff and guests to return to face to face networking and interaction.
MacKay & Company to provide deep dive into aftermarket business at HD Aftermarket Dialogue
MacKay & Company and the Heavy Duty Manufacturers Association (HDMA) have released more information about next year’s virtual Heavy Duty Aftermarket Dialogue, set for Jan. 25, 2021. During the upcoming event, MacKay & Company will present a session on the Aftermarket Industry Economy & Outlook. The session will feature MacKay & Company’s John Blodgett, vice president, sales and marketing, and Dr. Bob Dieli, economist.
Aftermarket sales index shows market resurgence after strong October
Commercial Motor Vehicle Consulting (CMVC) announced Tuesday its Parts Aftermarket Sales Leading Indicator (PLI) recently increased 0.4 percent in October. This was the third consecutive monthly increase for the PLI, which increased by 0.3 percent in September. The index had previously decreased for eight consecutive months.
Meeting our 2020 Distributor of the Year finalists: Point Spring & Driveshaft
Achieving the rarified air of being named a 2020 finalist for the Trucks, Parts, Service Distributor of the Year Award is nothing new to Point Spring & Driveshaft. After all, the company was a finalist in 2003, 2012 and 2013 and won top honors in 2005. That kind of consistency of excellence in providing parts and service says a lot about the distributor, which has eight locations throughout Pennsylvania, Ohio and West Virginia.
Who’s in the news: Our weekly trucking employment report
The following employment changes were announced to the trucking industry last week (Nov. 23-29, 2020): To submit an employment announcement, please contact us here. Keith Barnes, president of Barnes Transportation Services, was elected chairman of the North Carolina Trucking Association. David Brinkman, who served as general manager of Goodyear Air Springs for EnPro, has been named CEO of Infinity Engineered Products.
Weekly new product roundup
Here’s a glimpse at the new products introduced to the trucking industry last week (Nov. 23-29, 2020). For more on each product, please click the company names below. Snap-on released the CJ2500 heavy-duty and CJ2400 light-duty manual interchangeable master puller sets. Winter Equipment improved the wear bar on its Razor XL Carbide Snowplow Cutting Edge System. Don’t Miss A Story! Get the TPS Daily newsletter.
COVID-19 effects: A roundup of how the industry is coping with a pandemic
The independent aftermarket and heavy-duty truck dealers have had to make significant changes to how their businesses’ operate since COVID-19 came to the U.S. While many companies in the industry were deemed “essential” and allowed to stay open as the pandemic blanketed the country, they certainly have had to operate differently.
Volvo, Mack dealer group expands Missouri operation
Tri-State Truck Center, a Mack and Volvo dealer, has completed a $3.7 million major rebuild and expansion of its location in Springfield, Mo. Featuring a new sales lobby and offices, expanded parts department, new service areas and increased warehouse space, the facility’s redesign is intended to improve efficiencies while enhancing the user experience for customers and employees. The dealership is located at 2527 N. Eastgate Ave., which is easily accessed off I-44.
Weekly new product roundup
Here’s a glimpse at the new products introduced to the trucking industry last week (Nov. 16-23, 2020). For more on each product, please click the company names below. Optronics International has introduced eight new LED utility and work lights. Socket Roll has introduced two new products: Socket Roll Metric Pro and Socket Roll SAE Pro. TBC Brands has launched a new medium radial truck tire brand, Prinx Tires. Don’t Miss A Story! Get the TPS Daily newsletter.
NACFE regions report update includes Canada
The North American Council for Freight Efficiency (NACFE) just released an update to its report, High Potential Regions for Electric Truck Deployments. The revised version of the report now includes information on regions in Canada that make sense for electric truck deployment. NACFE used the same three-part framework, looking at technology, need and support, from the original report to perform its analysis and find the hot spots for electrification in Canada.
Optronics introduces eight new versatile lamps
Optronics International announced it has introduced eight new LED utility and work lights, expanding its total category offering by 40 percent and its packaged line by 50 percent. The eight new LED lamps come in a variety of shapes and sizes and are all available in retail packages and in bulk. The new lamps range from utility and work lights to scene lights, and even include a freestanding, rechargeable, cordless, multifunctional LED lamp.
Successful Dealer Award goes to Advantage Truck Group
Advantage Truck Group co-founders Kevin Holmes and Kevin McDevitt pose in front of a future Advantage Truck Group facility in Massachusetts. Advantage Truck Group (ATG) was named the winner of the 2020 Successful Dealer Award during a virtual award presentation Thursday.
Rebate management program for maximum benefits
Buying groups offer myriad benefits to their members. One such service that shouldn’t be overlooked is rebate management. Removing this task from a parts providers’ plate will save them time and keep them from making costly mistakes. “There’s a core group of benefits we bring to our members that are extremely valuable. Rebate management is clearly one of them,” says Clint Carter, chief commercial officer, HDA Truck Pride (HDATP).
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