Minimizer announces investment partner | DeCarolis celebrating milestone
Beating the
rush HOW DISTRIBUTORS CAN SURVIVE FRANTIC RUSH PERIODS OCTOBER 2018 |
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A chat with GenNext’s 4 Under 40 Award 24 winners
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Volume 54 | Number 10 | October 2018
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Editorial
Editor: Lucas Deal Equipment Editor: Jason Cannon Online Associate Editor: Bill Grabarek editorial@truckpartsandservice.com
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Surviving the customer rush
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Features 17 How e-commerce is changing distribution 24 GenNext’s 4 Under 40 winners speak on their time in the aftermarket 30 Distributor of the Year finalist: First Call Truck Parts
Departments 1 2 6 11
Editorial Staff Editorials Industry Focus Tech Updates
31 Marketplace 39 Classified Ads 40 Advertisers’ Index
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WWW.TRUCKPARTSANDSERVICE.COM Truck Parts & Service (ISSN 0895-3856) is published monthly by Randall-Reilly, LLC, 3200 Rice Mine Road N.E., Tuscaloosa, AL 35406. Periodicals postage paid at Tuscaloosa, AL and additional offices. Subscriptions: $50 for one year, outside USA add $10. For change of address and other subscription inquiries, please contact: truckparts&service@halldata.com. POSTMASTER: Send all UAA to CFS. (See DMM 507.1.5.2); NON-POSTAL AND MILITARY FACILITIES: send address corrections to Truck Parts & Service 3200 Rice Mine Road N.E., Tuscaloosa, AL 35406.
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Product Categories Editorial | Lucas Deal
Remember the Platinum Rule By Lucas Deal, Editor lucasdeal@randallreilly.com
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or those who don’t know much about publishing — I assume that’s most of you — a large part of running a magazine is scheduling. Nearly everything we do is planned. Posted behind my computer on the wall in my office are three calendars. The first calendar is a reusable weekly calendar. Your basic Sunday-to-Saturday template. That’s where the meetings and appointments go. Then I have the 12-month calendar — like the ones they used to sell (and maybe still do?) in the kiosks at the mall. The events go there. Finally, there’s a spreadsheet. Our magazine production calendar. Every date I need to know to get this issue to you on time. I bring this up because this month I had to deviate from my calendar wall. I had to update our editorial schedule. I had to address Amazon. It makes sense. The e-commerce giant is growing by leaps and bounds and at every aftermarket event I attend, more people seem eager to discuss Amazon and its impact on our industry. It’s become too big of a story today to wait until tomorrow. So, we didn’t. This month’s feature on e-commerce was written with Amazon in mind. The sidebar is all Amazon. But before you bail on this piece and jump ahead to page 17, I need to tell you this: If you’re concerned about e-commerce you need to stop focusing on Amazon. Amazon alone isn’t going to put you
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out of business. It likely doesn’t even know you exist. The only way Amazon or any e-commerce distributor drives you out of business is if you permit it.
The only way Amazon or any e-commerce distributor drives you out of business is if you permit it. It’s true. It might happen unintentionally, but you have to consent to losing your customers to e-commerce. Here’s how it’s going to go down. Your customers will continue adopting e-commerce. (Yes, they’re already using it; don’t kid yourself.) They’ll start small. Shop supplies. Chemicals. That legacy part they called you about last week and you couldn’t find. Eventually they’re going to realize how easy it is and they’re going to want to do more of it, especially with the stock orders and the low-price,
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high-volume products. But those are products they’ve always bought from you so they’ll hold back at first. They’ll keep calling and ordering from you every week even though they know ordering online would be faster for both of you. They’ll keep the routine going. Then you’ll mess up. Hopefully it’s a small error. They’ll order 30 widgets and your counter person will hear “13” on the phone. You’ll fix your mistake promptly but that seed — already planted in their head — will start to germinate: “I wonder where I can buy these online?” The frustrating part here is the customer will be pulling for you. They know you stock everything they need and your same-day or next-day delivery is better than anything they can find online. They know your customer response is the best. But buying online is not about customer service. It’s not even really about price. It’s about convenience. Your customers are busy and online purchasing saves time they desperately need. They want to rely on you for that the same way they’ve relied on you for everything else over the years. But they won’t wait around forever for you to figure that out. Remember the Platinum Rule: Treat customers the way they want to be treated. If you can’t or won’t do that, eventually they’ll find someone else. They have to; their schedules are busier than mine.
TODAY’S FLEETS REQUIRE SMART TRANSMISSIONS. Introducing IntelliConnectTM Remote Diagnostics by Eaton, a powerful connected solution that uses the data being collected by your telematics provider to ensure your Eaton Cummins automated transmissions are performing at their optimal capability. As a fleet manager, you’re inundated with data. What you need is actionable information. That’s where IntelliConnect comes in. IntelliConnect monitors the vehicle’s fault codes, determines the ones that impact the driveline and ranks them by severity. Then we analyze the data, provide an easy to understand fault code action plan, and make it accessible through multiple channels. You decide next steps based on the fault code action plan. No other remote diagnostic service offers the combination of transmission expertise, easy to understand fault code analysis, and customizable delivery of the action plan. And it’s just one way we’re innovating Intelligent Power management. Learn more at www.eaton.com/intelliconnect
©2018 Eaton Corporation.
Editorial | MacKay & Company
Get it while the gettin’s good By John Blodgett MacKay & Company
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his morning (Oct. 1) I heard a sportscaster discuss the end of the first quarter of the NFL season. His point was NFL teams have completed four games of the 16-game season. On the calendar, we are done with three quarters (Do I need to tell you how many months?) of the year, so I thought I would provide an update on the heavy-duty aftermarket year-to-date. Regarding the economy, we are 112 months into an economic expansion, the second longest expansion since the end of WWII. The longest (in the 1990s) was 120 months, so we are not far from beating that record. Business and confidence are good and consumer confidence hit an 18-year high last month. When consumers and businesses feel good about economic conditions, things get bought and get moved on trucks, and trucks get bought and get used more. All good for most people reading this magazine. At MacKay & Company, our economist Bob Dieli has a short-term (nine months) outlook tool called Enhanced Aggregate Spread (EAS). Currently, this outlook tool indicates we may be moving into another phase of the economy called the boom phase in the first quarter of next year. The boom phase is the last phase before a recession. It is an economic expansion phase but with more
volatility. There is no defined period for the boom phase. If it does start next year, it could last a couple years. The employment numbers have been good and, although I don’t pretend to understand some of the tariff and trade war actions and discussions of this administration, as of writing this, it sounds like we have a replacement for NAFTA with Canada and Mexico, which should at least provide some stability on this continent.
There is no defined period for the boom phase. If it does start next year, it could last a couple years. At MacKay & Company, we have a report called TEA® (Truckable Economic Activity) which basically looks at a subset of GDP, the products and goods that can move by trucks, plus a portion of imports. TEA was up over 4 percent for each of the first two quarters this year, with indications for the third quarter to be as strong. So, the economy looks good. What have we seen in the aftermarket? Each month, we publish a report called DataPulse Plus which, in part, surveys
truck dealers and independent heavyduty parts distributors about their parts sales year to date (compared with last year). Through August of this year, we heard truck dealers were up 7.7 percent and heavy-duty distributors were up 3.9 percent. Both groups have been up every month this year so far. We have another monthly index of truck component manufacturers and their sales to distribution points. This group also has had a good year with the index up 6.2 percent through August. Finally, we also have a report that measures fleet utilization every quarter called DataPulse. The first two quarters have been strong with indications that the last half of the year should be at similar levels. Retail sales of trucks this year (Ward’s Automotive) have been strong and the forecast (FTR) for next year is very strong — both good indicators of the economy and future aftermarket demand. Here at MacKay & Company, our latest forecast for the medium- and heavyduty aftermarket is to be up 6.1 percent in 2018 and I believe our price factor might be low. So, my suggestion? Stay away from TV, Twitter and other news sources that will depress you these days and focus on grabbing as much of this good aftermarket as you can.
John Blodgett has worked for MacKay & Company for more than 20 years and is currently vice president of sales and marketing, responsible for client contact for single- and multi-client projects. He can be reached at john.blodgett@mackayco.com.
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When you order a Freightliner Cascadia Legacy or Next Gen, use the code 273-018 to spec a Horton DM Advantage On/Off Fan Drive. It’s lightweight and road-proven at the highest temperatures. With a longwearing friction liner and best-in-class bearings, it all adds up to reliability and a long life. Š 2018 Horton Inc. All rights reserved.
Industry Focus
Dealer News Penske Truck Leasing has opened new facilities in Ogden, Utah, and Bryan, Texas. Four Star Freightliner has opened a new 25,000 sq.-ft. facility in Valdosta, Ga.
Meritor expands Authorized Rebuilder axle program, rebuilds website Meritor has launched its North America Authorized Rebuilder Program for drive axle carriers, including the company’s 145, 14X and 160 products, in the United States. With five rebuilders in the U.S. joining four already serving the Canadian market, Meritor says that brings the total number of locations supplying wholesale distributors and dealers with genuine remanufactured Meritor carriers to 62. Meritor says its new authorized rebuilders in the U.S. are Drivetrain Service & Components Inc., Chicago; TransAxle and TRC, Cinnaminson, N.J.; Anderson Brothers Inc., Portland, Ore.; Truck Gears Inc., Los Alamitos, Calif.; General Truck Parts & Equipment, Apple Valley, Minn. “These exceptional rebuilders help fleets maximize uptime with 24-hour shipment of highly reliable reman carriers that meet original performance specifications,” says Brett Penzkofer, Meritor vice president, aftermarket, North America. “The program has been very successful in Canada and is generating considerable interest among fleets, dealer groups and OEMs.” Meritor also recently rebuilt its corporate website. The new website “is not a migration or a refresh, but a complete rebuild with a clean, modern design that reflects Meritor’s evolution as an advanced technology and solutions innovator in the commercial vehicle industry,” says Krista Sohm, Meritor vice president, marketing and communications.
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Sioux City Kenworth has moved to a new 44,000 sq.-ft. facility.
Seidel Diesel Group acquires California business The Seidel Diesel Group has acquired the assets of Associated Fuel Injection (AFI) of Modesto, Calif., and the business will continue to operate out of the current Modesto facility. The purchase brings SDG’s total number of fuel shops to 10. AFI has been serving customers in northern California since 1982, serving the heavy-duty, automotive, agricultural, industrial and marine markets. “This acquisition provides the Seidel Diesel Group with a great opportunity to serve customers in the northern California region,” says Paul Thoms, president. “We are excited to expand our presence on the West Coast.”
Donaldson introduces e-commerce site Donaldson Company has launched an e-commerce website, Shop.Donaldson.com. The site offers customers a convenient and fast online product search and buying experience for filters and parts. “Shop.Donaldson.com reduces the time spent placing orders and viewing invoices, so customers can focus on what they do best — running a great business and meeting the needs of customers who rely on them,” says Tom Scalf, senior vice president, Donaldson Engine Products.
Dickinson Fleet Services announces acquisition Dickinson Fleet Services (DFS) has acquired Truck PM Plus from Bridgestone Americas. With service locations in Florida, Texas, California and Illinois, Truck PM Plus is a premier truck and trailer maintenance provider offering mobile services, shop services and dedicated on-site services. “Truck PM Plus has a proven track record of providing excellent services in our industry,” says Ted Coltrain and Mike Dickinson, executive officers at DFS. “We couldn’t be more excited about the addition of Truck PM Plus to the DFS platform as it allows us to continue to add scale as we improve our support and service offerings to our customers.”
Industry Focus
TA sells convenience stores to focus more on truck service programs TravelCenters of America LLC has entered a definitive agreement for the sale of TA’s Minit Mart convenience store business for approximately $330.8 million to EG Group, subject to adjustments of final net working capital and certain prorations at closing. The portfolio TA has agreed to sell includes 225 standalone convenience stores and certain other related assets. “TA will exit the standalone convenience store business, allowing us to increase our focus on our core travel center operation, which we believe is a business where we have many competitive advantages,” says TravelCenters CEO Andy Rebholz. “We expect some of these growth initiatives may include expanding our industry-leading truck service program and growing our nationwide network of travel centers.”
UTI expands in tri-state area Universal Technical Institute (UTI) has opened a new 108,000 sq.-ft., state-of-theindustry campus in Bloomfield, N.J. The Bloomfield campus marks the company’s first location in the tri-state area and its 13th campus nationwide. As the region’s strong demand for skilled transportation service technicians continues to grow, UTI says the campus will train students to succeed in these high-tech, well-paying jobs, which offer ample opportunities to build rewarding, long-term careers. “Our employer and industry partners are telling us that they can’t find enough skilled technicians to meet their demand, especially in a transportation hub like the New York metropolitan area,” says UTI-Bloomfield campus President Steve McElfresh. “From a community perspective, these are fantastic career opportunities that allow graduates to support themselves and their families, and we are excited to provide their first few steps.”
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Custom Truck One Source acquires California business Custom Truck One Source (Custom Truck) has acquired Great Pacific Equipment, a distributor of construction and utility equipment serving the southwest region of the U.S. for 40 years. With offices in Fontana and Bakersfield, Calif., Great Pacific’s existing management will partner with Custom Truck’s management, continuing to provide the western United States with equipment and service while growing the business as part of Custom Truck One Source, the company says. “The addition of the Great Pacific team and its locations to the Custom Truck family is very exciting,” says Fred Ross, CEO at Custom Truck One Source. “We are now able to better serve our customers in the western U.S., continuing our commitment to the expansion of our footprint.”
People In The News Betts Truck Parts & Service has hired Kathryn Boren as its new marketing manager and Sara Cox as its procurement and logistics manager. Robert “Pete” Joy of Boren Phillips Industries has earned the President’s Award from CVSN. Stoneridge has appointed Laurent Borne as chief technology officer. Truck Master Warranty Borne has named Robert Davenport as its new president. APC Automotive Technologies has promoted Andy McIntosh to president of its AP Emissions McIntosh Technologies division. Jacobs Vehicle Systems has appointed Kristine Moore vice president of human resources. TitanX Engine Cooling has appointed Thomas Andersson CEO, effective Nov. 1, 2018. Redline Detection has hired David Merendino as senior account executive for
mobile and fixed op tool operations. JOST International has promoted Mike Jones to the new position of director of aftermarket business Jones development. David Giroux has been named chief communications officer at Navistar and has appointed Julie Ragland senior vice Ragland president and chief information officer. Mickey Truck Bodies announces David Perry has been promoted to director of purchasing and product costing; Larry Henson has been promoted to associate cost accounting manager; and Debra DiEdwardo has joined the company as a purchasing agent. Bridgestone Americas announces Eric Higgs has been named president, truck, bus and retread tires, U.S. and Canada, Bridgestone Americas Tire Operations (BATO). The company also announces Steve Sutherland will assume the role of vice president of marketing, commercial group, U.S. and Canada, BATO.
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Industry Focus
Dayton Parts acquires spring component business Dayton Parts has acquired Security Steel Supply Company, based in Kankakee, Ill. Security Steel Supply is a distributor of steel bars for the leaf spring industry. It is the only full-range distributor of spring steel in North America and serves not only the leaf spring industry, but also agricultural and other specialty manufacturers, Dayton Parts says. Security Steel Supply Company will continue to operate as a separate business under the ownership of Dayton Parts LLC. Dayton Parts states Dave Demers will remain president at Security Steel.
DeCarolis celebrates 80th anniversary DeCarolis Truck Rental is celebrating its 80th anniversary of being in business this year, says Chairman Paul DeCarolis. The company was founded in 1938 by Louis DeCarolis Sr. In the early years, DeCarolis specialized in heavy-duty trucking and outside repairs, sometimes renting out its own equipment to customers. Later, the company added a truck terminal and expanded into warehousing in the 1950s. It added its parts business in 1989. Today the business has locations in Rochester, Buffalo, Binghamton, Elmira, Geneva, Henrietta and Syracuse, N.Y. “We are proud to be part of the fabric of the communities in which we operate,” says Michael Margarone, president at DeCarolis Truck Rental. “We are grateful for the support and commitment that our customers, vendors and employees have demonstrated over the years.”
Purkeys extends corporate warranties Purkeys is now offering a three-year warranty on all of its products. The company previously offered a two-year warranty and states the extension of the warranty serves as a vote of confidence in the quality and reliability of its commodities. “We realize that our customers want to buy products that keep them on the road,” says Justin Purkey, CEO of Purkeys. “They want products to work as expected so they can focus on moving freight. Most products in this field have one- or two-year warranties. Going to a threeyear warranty sends the message that we are confident our products will help our customers.”
Accuride sells European-focused operation
Rotary Lift debuts shop design, planning service
Accuride Corporation has sold its interest in Gianetti Ruote, S.r.l., a European manufacturer of steel wheels, to a company of the international investment group Quantum Capital Partners (QCP), which is based in Munich. Accuride completed the sale of its interest in Gianetti pursuant to certain commitments it made to the European Commission to secure the commission’s approval of Accuride’s June 1, 2018, acquisition of mefro wheels, GmbH. Lincoln International acted as the exclusive financial advisor to Accuride on this transaction, and Gianni, Origoni, Cappelli & Partners served as Accuride’s primary legal advisor on the sale, the company says.
Rotary Lift has introduced its new assistPRO free professional facility planning assistance service that helps maximize shop efficiency and technician productivity, while avoiding costly mistakes during shop construction or renovation. “Failure to plan even the smallest detail prior to expanding your shop, moving into new buildings or just upgrading old equipment can result in a costly redesign or project delays,” says Larry Kendall, assistPRO technical information specialist — facility planner for Rotary Lift. “This free service allows customers to include the appropriate lifts in their shop layout from the beginning — before construction — to help avoid common shop design mistakes like not considering lighting placement, overhead clearance and door size.”
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Industry Focus
Stertil-Koni expands distribution network
FinditParts raising money to fight cancer FinditParts has pledged its commitment to the Prostate Cancer Foundation’s (PCF) community fundraising initiative, Many vs Cancer, to match 100 percent of donations made through its website to the foundation for the remainder of 2018. “After a very close friend of mine was diagnosed with advanced prostate cancer, I learned that the prevalence of the disease is similar to that of breast cancer, yet you just don’t hear much about it,” says David Seewack, founder and CEO, FinditParts. “I realized that I could make the greatest impact by starting a dialog where I have an audience and by raising the much needed funds to find a treatment for my friend.” The company is accepting donations through online orders and at https://www.finditparts.com/ prostate-cancer-foundation.
Stertil-Koni has expanded its network of exclusive distributors with the addition of Garage Equipment Solutions (GES), based in Rensselaer, N.Y. GES specializes in vehicle equipment and service to customers in eastern New York State, Vermont, western Massachusetts and western Connecticut. “While new to Stertil-Koni, the GES team has vast experience in the vehicle lift industry. GES President Leon Fiacco has a long and successful history in finance and business management,” says Dr. Jean DellAmore, president at Stertil-Koni USA. “We are delighted to welcome Garage Equipment Solutions into the Stertil-Koni family.”
Dayco announces updated websites Dayco has completely redesigned its corporate and aftermarket websites to more accurately reflect its position as a global manufacturer of OE and aftermarket components. The aftermarket site focuses on providing technical information and support to Dayco’s customers and to the technicians that install its OE components, the company says. This is done by incorporating videos and technical bulletins, as well as with a comprehensive parts catalog. Among its benefits, this resource features multiple search options to offer users a convenient route to locate the correct replacement item, the company adds.
Peerless Electronics to distribute new sensor product line
Minimizer announces investment partner Capital Partners has become a principal investor in Minimizer, the company announced last month. Minimizer says the two are joining forces to fast-track Minimizer’s growth strategy, with the goal to expand product lines and support the rapid growth of the company, including investing in people, equipment and the development of additional capabilities. “We are very excited about our new relationship with Capital Partners,” says Christopher Thorpe, Minimizer president and CEO. “Over the last six months, we conducted an exhaustive search for the right investor, one who shared our cultural beliefs and plans for growth over the next five years. Capital Partners is an ideal fit to help take Minimizer to the next level.”
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Former Minimizer CEO Craig Kruckeberg will remain invested in the company as a member of its management board. “This is the best of both worlds for me, personally. While I will remain very much involved with Minimizer, this partnership will allow me to pursue other interests, including the Bandit Big Rig Series,” Kruckeberg says. “As a second-generation owner, I wanted a firm that knew our industry and has a history of looking after the people, so I was very happy we could move forward with Capital Partners.”
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Peerless Electronics Inc. has agreed to distribute the line of encoder and sensor products from BEI Sensors. The BEI product line specializes in speed and position sensors for extreme applications within the industrial, military, aerospace and off-highway marketplaces. “By combining Peerless’ distribution reach and expertise with BEI’s broad product lines on the same team, end user customers will have a far easier route to finding the right high-quality sensors and encoders for their specific applications,” says Peerless Electronics President William Gallucci.
Tech Updates
SAFETY RECALLS Blue Bird Body Company is recalling certain 2019 Blue Bird All American and 2019-2020 Blue Bird Vision school buses equipped with certain NextGen School Bus seats with Integrated Child Restraint Systems. These seats may be missing a warning label on the lower restraint strap. As such, these vehicles fail to comply with the requirements of Federal Motor Vehicle Safety Standard (FMVSS) number 213, “Child Restraint Systems.” Without a warning label, the seat may be used improperly, increasing the risk of injury. Cummins is recalling certain 2015-2018 Power Generation trailers, models C60D6R, C150D6R, C80D6R, C100D6R, C200D6R, C300D6R, C150D2R3 and C200D2Re; 2016-2018 C275D2Re; and 2018 C70D2Re and C100D2Re. These generator sets may have incorrectly wired remote emergency stop and remote start connections causing the remote stop to not function and shut down the generator as intended. If the unit does not shut down as expected when the remote E-stop is activated, it can increase the risk of injury. Daimler Trucks North America (DTNA) is recalling certain 2017-2019 Freightliner Cascadia trucks. The ignition control unit may not perform the required bulb checks for the anti-lock brake system (ABS) or electronic stability control (ESC) if the ignition is turned from on to off to on too quickly. As such, these vehicles fail to comply with the requirements of FMVSS number 121, “Air Brake Systems,” and 136, “Electronic Stability Control Systems on Heavy Vehicles.” Without an ABS or ESC bulb check, the operator may be unaware that the warning light bulbs are not working. If the warning bulbs are not working, in the event of an ABS or ESC malfunction, the driver may not be notified, increasing the risk of a crash. DTNA is recalling certain 2017-2019 Thomas Built Buses Saf-T-Liner C2 school buses equipped with S3B 45 in. Restraint School Bus Seats. In the event of a crash, the seat’s foot may pull through the bolted joint at the bus floor. As such, these vehicles fail to comply with the requirements of FMVSS number 210, “Seat Belt Assembly Anchorages.” In the event of a crash, if the seat detaches from the floor, it can increase the risk of injury. DTNA is recalling certain 2018-2019 Freightliner Business Class M2 trucks. The steering shaft assembly may have been installed incorrectly, which can cause a loss of connection between the steering wheel and the front wheels. A loss
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The following are safety recalls issued by the National Highway Traffic Safety Administration:
of connection between the steering wheel and front wheels can cause a loss of vehicle control, increasing the risk of a crash. DTNA is recalling certain 2012-2015 Freightliner Cascadia, Coronado, Business Class M2, 114SD and Western Star 4900 trucks. In certain front axle, brake lining and brake spider combinations, braking may cause high vibrations, resulting in early failure of the tie-rod tube. A tie-rod failure would cause a disconnect between the front wheels, resulting in a loss of steering ability, thereby increasing the risk of a crash. DTNA is recalling certain 2018-2019 Freightliner 108SD, 114SD, 122SD, Cascadia, Columbia, Coronado and Business Class M2 vehicles. During manufacturing, the brake caliper mounting bolts may have been insufficiently tightened. Loose brake caliper mounting bolts can reduce brake effectiveness, increasing the risk of a crash. DTNA is recalling certain 2018-2019 Freightliner Cascadia vehicles. Over time, the pitman arms may crack and fracture. If the pitman arm fractures there would be a loss of steering control, increasing the risk of a crash. Daimler Vans USA is recalling certain 20172018 Mercedes-Benz Metris vehicles. The drive shaft securing bolts may loosen at the automatic transmission flange. If the bolts loosen and fall out, the driveshaft may separate causing a loss of drive, thereby increasing the risk of a crash. MAC Trailer is recalling certain 2019 dump and waste trailers. The wheel end nut locking device on these trailers may not be properly installed, allowing the wheel end to separate from the axle. If the wheel end separates from the axle, it can increase the risk of a crash. Mack Trucks is recalling certain 2019 Mack Anthem trucks equipped with JOST fifth wheel couplings. The fifth wheel may have an outboard slider bracket that is too narrow, possibly allowing the trailer to separate from the tractor. If the trailer separates from the tractor, it can increase the risk of a crash. Micro Bird is recalling certain 2015-2018 Micro Bird G5, MB II and T-Series school and transit buses. During manufacturing, the seat belt anchorage plate may not have been correctly attached to the wall, limiting the capacity of the shoulder belt to restrain a passenger in the event of a crash. If the belt anchorage plate detaches from the wall and cannot properly
restrain a passenger it can increase the risk of injury. Navistar is recalling 2015-2019 IC Bus CE school buses equipped with certain S-Series and K-Series Titanium Wheelchair Lifts, models K200, K201, K550, K551, S200, S2201, S550 and S551. The wheelchair lift positioning input cam may fail while the lift is in use, allowing the platform to travel higher than the vehicle’s floor height. If the wheelchair lift platform stops above the vehicle floor, the wheelchair user can tip inwards toward the vehicle when exiting the lift, increasing their risk of injury. Paccar is recalling certain 2016-2019 Kenworth C500, T660, T800 and W900 vehicles equipped with 1.9M ISX15 engines. The engine harnesses may have been manufactured without check engine light and stop engine light circuits, preventing the driver from being warned of a serious engine problem. If the driver is not warned of a serious engine problem, the engine may unexpectedly fail, increasing the risk of a crash. Spartan Motors USA is recalling certain 20182019 Spartan Specialty K2 vehicles. The park brake systems on these chassis may not be able to prevent the vehicles from moving unintentionally if parked on a grade. As such, these vehicles fail to comply with the requirements of FMVSS number 121, “Air Brake Systems.” If the vehicle moves unintentionally while parked on a grade, it could increase the risk of a crash. Thor Motor Coach is recalling certain 20172018 Thor Aria motorhomes and 2017-2019 Thor Venetian motorhomes. The brake caliper mounting bolts on these vehicles may be insufficiently tightened, allowing the bolts to loosen. If the brake caliper mounting bolts loosen, braking performance may be reduced, increasing the risk of a crash. Trail King Industries is recalling certain 20162018 Trail King Dolly trailers. The dolly frame channel may crack near the center cross members. If the frame channel cracks completely it can cause the frame rail to separate, increasing the risk of a crash. Volvo Trucks North America is recalling certain 2019 Volvo VNL and VNR trucks equipped with JOST fifth wheel couplings. The fifth wheel may have an outboard slider bracket that is too narrow, possibly allowing the trailer to separate from the tractor. If the trailer separates from the tractor, it can increase the risk of a crash.
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By Bill Grabarek, Online Associate Editor billgrabarek@randallreilly.com
Cover Story
Beating the
rush The aftermarket parts business can get crazy; but, there are ways to get through rush periods. 12
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I
f you ask aftermarket heavy-duty truck parts distributors and service providers how they handle their operations when they get really busy, many likely will tell you they’re always really busy. However, despite being busy all the time, these companies have rush periods — whether they come at certain times of day, week or year — when it seems like they have more business than they can handle. Several industry veterans share some strategies they use to beat the rush while ensuring that customer service doesn’t suffer.
Cover Story
When it’s going to be 105 degrees in the Central Valley, nobody wants to be running for parts in that weather, so we notice a very distinct difference in the pace of business in the cooler morning hours. — Vince Mathews, owner at Capitol Clutch & Brake
Cross-training employees Total Truck Parts’ business, which is primarily fleets, is seasonal because of the amount farming in its market, and its peak months are in the first and second quarter when crops are harvested, says President Marc Karon. The company has prepared itself for rush periods by training its staff to be able to work in various departments. “We do a lot of cross-training to
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permit warehouse people and drivers to come to the front counter if the activity is too high for the current staffing to handle,” Karon says. “Our biggest challenge comes around the lunch period. Many of the drivers are out delivering and others are at lunch, but there are always people here to help.” To best meet the demands of its clientele, Total Truck Parts has determined the best time to be open is 7:30 a.m. to 5 p.m., and a half day on Saturday in locations where it’s warranted. Karon says the company opted for the cross-training strategy versus extending store hours during the busy season because the latter would be detrimental to employees and the company. “We believe that having longer hours stresses the workforce and job satisfaction is important, especially in this tough employment economy. Increasing hours will require increasing staff and it is doubtful the generative profit will pay for the increased expenses,” he says. Ron Middleton, president at Middleton and Meads, says his company doesn’t have many rush periods because the work is almost always steady from midMarch until the end of December. That said, the company does encounter times when business is hopping more than usual, but it’s prepared. “We cross-train in our business. If one department has people available, we can move them to another department,” Middleton says. Not only is this strategy used in the
parts department where office staff can help out, the strategy works in the body and mechanical shops, too. “Let’s say I have some welding that might be considered mechanical, I can put that job in my body shop and get it done. And I also have some body shop techs who are capable of doing some mechanical work,” he adds. “There’s a fine line of having too much help and not enough help. We try to have the right amount of help so we’re making money when we’re steady and not losing money when we’re not,” Middleton says. “We try to walk that line.” Truck Supply Co. of South Carolina is another business that doesn’t have rush periods, says President Edward Neeley, because its staff is always busy — or as he puts it, “Our phones are ringin’ and our doors are swingin’.” He attributes the unceasing business to the nearly 40 months of continuous growth the company has been experiencing. For Truck Supply Co. of South Carolina, the rush takes the form of when large orders arrive, which then have to be unloaded, processed, stocked, then pulled and shipped out to customers. “We don’t know when the [supplier] trucks are going to arrive, so sometimes the receiving area gets slammed and we’ll have to send guys from shipping back there to help them get product in,” Neeley says. When the company receives large orders from customers, those orders
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Cover Story
For customers who want to beat the heat, avoid traffic or get an early start, Capitol Clutch & Brake opens before 6 a.m., even if the sign on the door says 6:30 a.m.
must be processed and the parts need to be pulled and ready for shipping, Neeley says. “Our pickers get slammed, so you have to bring some people back from
the counter, or wherever, to help. Our philosophy is: ‘Give the customers what they want when they want it, not when we want them to have it,’” he says.
Neeley says he’s moving staff around every day, adding that if he moves one person to a different department, “then I have to replace him with somebody and
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Cover Story
We cross-train in our business. If one department has people available, we can move them to another department. — Ron Middleton, president at Middleton and Meads
it becomes a game of musical chairs. It may take three moves to get everything covered.”
Staffing up For Owner Vince Mathews and Capitol Clutch & Brake, the time of day and season are huge factors in determining peak customer business because of its location. He says the West Sacramento, Calif.-based company is almost always busier before noon versus the rest of the day; and March, April and May are “pretty brisk” compared with late November through February. Mornings are busier, especially during the warmer weather. “When it’s going to be 105 degrees in the Central Valley, nobody wants to be running for parts in that weather, so we notice a very distinct difference in the pace of business in the
Dealing with rush periods is a part of doing business. Handling those periods correctly is a part of doing business well.
cooler morning hours versus the hot afternoon hours in the summertime here,” Mathews says. To accommodate customers who want to beat the heat, avoid traffic or just get an early start to their day, Capitol Clutch & Brake opens before 6 a.m., even if the sign on the door says 6:30 a.m. “We’ve always had the belief that we open when we get here,” Mathews says. Business picks up considerably when the weather improves in the spring because of the industries Capitol Clutch & Brake’s customers are in, such as
construction, and they “start working in earnest again — and with that comes beating up their vehicles and needing parts to repair and maintain them,” Mathews says. In meeting the demands of rush periods, Mathews holds the philosophy that it’s better to be overstaffed than understaffed. “When there is a rush period, we’re prepared,” he says. “Sure, the overhead might be significantly more, but we’re always ready. I don’t have to pull anybody from another department or schedule any extra people. Any time we’re open, we’re ready to go.”
Expect the unexpected Industry veterans generally know their peak business times. But, for reasons they’re not always entirely sure, sometimes companies get hit with a throng of customers needing parts and/or service. Dealing with rush periods is a part of doing business. Handling those periods correctly is a part of doing business well. Ron Middleton, president at Middleton and Meads, says it’s important the shop provides the same service during a rush period as it would during a typical day.
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“Don’t overlook things and don’t make mistakes. If there’s something you’re supposed to do when the work is steady, you have to do that when you’re busy, too. Also, always tell the truth and don’t overpromise. If it’s going to be a week before you can start on their vehicle, tell them,” Middleton says. “I’ve realized customers respect you when you tell them the truth. They’re not going to go away; this is a partnership.” Vince Mathews, owner of Capitol Clutch & Brake,
says with the ability to buy virtually anything on the Internet, the aftermarket industry needs to stress personal service, “such as voices on the phone instead of machines and greeting people when they come into your store.” He adds, “Personal service has more value than ever. My advice to [the industry] is to really work that to death. I think most distributors do, but there are probably some who don’t pay as much attention to personal service as they should.”
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By Lucas Deal, Editor lucasdeal@randallreilly.com
Operations
In the wake of
Amazon The online giant has changed the way Americans buy goods. But Amazon’s presence isn’t what’s driving the aftermarket’s shift to e-commerce. W W W . T R U C K PA R T S A N D S E R V I C E . C O M
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T
he evidence keeps mounting. In July, MAHLE Aftermarket announced an update to its online parts purchasing catalog. In August, SimpleTire introduced free shipping for every product it sells online. In September, Donaldson debuted an e-commerce site it said would “meet today’s digital demands and business expectations.” The medium- and heavy-duty aftermarket is diving into the e-commerce pool. Yet, while any e-commerce conversation in trucking seems to gravitate toward the big bad wolf named Amazon, those already active in trucking’s e-commerce aftermarket say the biggest online threat to conventional distribution isn’t Seattle’s monolith, it’s customers. Customer purchasing habits have changed — and they aren’t changing back. According to a survey published in January 2017 by MacKay & Company of 956 trucking companies, 55 percent of truck fleets already were buying parts online. Among the fleets who were not, nearly half said they planned to start using e-commerce in the future. High as those numbers may seem, when compared with other markets they’re actually low. A June 2018 survey by B2BecNews discovered 78.4 percent of corporate buyers are now using Amazon to research or purchase business-to-business (B2B) products. Customer acceptance of e-commerce in the independent aftermarket is only going to continue to rise. But why? Why has a market that for so long relied on conventional distribution partners for its equipment needs suddenly accepted this disruptive alternative? And, how far will it go? Is the independent aftermarket as we know it in jeopardy? Regarding the first two first questions,
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Distributors can use business-to-business and business-to-consumer interfaces to sell products online.
those in the know say the answer is as simple as it is obvious: e-commerce is easy.
Why customers prefer e-commerce In cases where customers know what they want and aren’t in a hurry to get it, e-commerce has eliminated many of the
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pitfalls found in conventional distribution. Online purchasing permits customers to place an order for any product at any time with a few simple keystrokes. Stock orders that used to require 15-minute phone calls are now 30-second assignments, freeing both customers and distributors to complete other tasks. These time savings should not be
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taken lightly, says Bill Wade, partner at Wade & Partners. He says success in distribution today isn’t about having the most SKUs, the lowest price or the fastest delivery in the marketplace. Those traits are mandatory. Wade says success in distribution today is about understanding customer preferences and servicing them the way they prefer. For many of them, he says they now prefer e-commerce. “You can’t keep doing what you’re doing today but saying you’re going to work harder. That’s not going to save you,” he says. “You have to change the model and the way you are doing business.” Wade’s words are harsh yet not unfounded. Others see those same customer trends in their operations. “Customers are getting used to
One reason customers value online ordering is it enables them to make a purchase anything and from anywhere, including a service bay.
transacting online in their everyday lives,” says Scott Gates, senior director at Ryder Fleet Products. “We are seeing a tremendous uptick in our number of [online] users.”
Customers are getting used to transacting online in their everyday lives. We are seeing a tremendous uptick in our number of [online] users. — Scott Gates, senior director at Ryder Fleet Products
Ryder has operated an e-commerce site since 1999. Gates says activity on the site was slow in the early years but has since exploded, with double-digit sales growth each year since 2012. The company attributes a lot of that growth to customer acceptance. In 1999 customers weren’t used to buying anything online. But once they started using the Internet for purchasing in their personal lives, Gates says using it to do the same at work no longer seemed unusual. MacKay & Company Vice President of Sales and Marketing John Blodgett says
What about Amazon? Many fear Amazon as an insatiable monster seeking to gobble up every market it enters. To some extent, that’s true. Though Amazon did not respond to requests to comment on this story, statements made by CEO Jeff Bezos and other publicly released documents by the company show the business does not enter markets haphazardly. Any commitment by Amazon to partner with medium- and heavy-duty aftermarket manufacturers and warehouse distributors is calculated. The company has yet to invest much time or resources in the aftermarket, but if (or when) it does, a market share goal will be in mind. “We can’t pretend they will go away or won’t be interested in us. That’s nuts. They are interested in everything,” says Bill Wade, partner at Wade & Partners.
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Wade, who has coined Amazon as the “greatest invention in business since the production line,” admits his concern regarding the e-tail giant is larger than most. He says a lot of the distributors he speaks to in today’s industry view the company as too large and diversified to provide the focused level of customer service found in the aftermarket, and that price benefits offered by Amazon are no match for the product expertise and delivery speeds found in the aftermarket channel. He says he agrees with some of that. But he also says Amazon’s goal when it enters a market isn’t 100 percent market share. The goal is to capture enough of the market to change customer purchasing habits —— to pull enough customers away from conventional distribution to make Amazon a viable option for the orders where product
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expertise, delivery speeds and other customer services are not as important. “They don’t stand around trying to grab the last percentage point of any market; they get as much as they can and then move to the next market,” Wade says. It also helps that unlike everyone else in the independent aftermarket, Amazon’s distribution business doesn’t have to make a profit. An April breakdown of Amazon’s first quarter earnings by The Street determined that despite earnings of $1.9 billion for the first quarter of 2018, when separating Amazon Web Services and Prime from its earnings Amazon lost “about $2 billion last quarter.” “You can’t sit back and think, ‘We don’t have to compete with that,’” Wade says.
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that much was clear in his company’s recent study. “I don’t think there were any huge surprises in those results so much as they confirmed what we felt was already going on, and that’s that the market is shifting,” he says. “More and more customers value that option.” Customers also value the research aspect of e-commerce. Whether comparing product specifications, performance expectations or price, Gates says today’s customers can uncover anything they want to know about a product in just a few minutes through a Google search. In the analog days, that same research would have taken a call or trip to a distributor, at least, and then an undetermined amount of time comparing the limited information found in an already out-of-date product catalog.
Why e-commerce will not eliminate distribution But e-commerce is not without its drawbacks, first and foremost being customer service. A Google search is no substitute for an experienced counter person when a part needs to be identified. Steve McEnany, vice president of marketing and technology at Midwest Wheel, says his company has been selling parts to customers via modems “since the early 1990s.” The company’s e-commerce website garnered an impressive 27 percent of total company sales volume in June, though McEnany says most of those purchases were inventory replenishment orders. When customers have a question, they still prefer to come to a store. “Our counter teams are problem solvers,” he says.
Operations
There are other customer service shortcomings as well. Many e-commerce websites include features that suggest related and/or similar parts to customers when they select a product. These tools are valuable but fixed, because their recommendations are made based on a limited amount of information. The customer isn’t sharing his needs with the website the way he would with a counter person or outside sales professional, McEnany says. Gates adds that the downside to online ordering isn’t an easy problem to solve. He says Ryder created a customer support technical call center to help alleviate customer trepidation when making difficult purchases online. He says the call center is “a great advantage” for Ryder and has helped reduce online order returns but adds there’s still no easy way to know what percentage of purchases customers do not even consider making online due to their concern about ordering the correct part. Delivery is another hindrance toward a full e-commerce revolution in the aftermarket. The two-hour delivery services Amazon currently offers in urban centers are for high-volume retail goods such as housewares and office supplies. Heavyduty brake drums are never going to be shipped at that rate. “People in the heavy-duty market still want and expect same-day service for a lot of parts orders and we’re never going to be able to provide that,” says FinditParts Founder and CEO David Seewack, whose company offers express two-day shipping for the most popular SKUs in many regions nationwide. As an online-only distributor, Seewack says FinditParts can succeed with two-day or longer shipping times because its inventory is so vast — the company has more than 9 million SKUs — that a lot of its sales are on unique components
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customers already have anticipated will take time to acquire. With common items, such as the aforementioned brake drum or an LED tail light or hydraulic hose,
Untitled-5 1
Seewack believes fleets will continue to expect and demand same-day delivery. “Their business depends on that immediate access [to parts],” he says.
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O c t o b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E
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9:36 AM
By Lucas Deal, Editor lucasdeal@randallreilly.com
GenNext 40 Under 40
GenNext brings new blood to aftermarket L
ast month GenNext presented its first ever 4 Under 40 Awards, sponsored by Truck Parts & Service. The awards were created to honor young aftermarket individuals for their personal growth, corporate achievements and industry contributions prior to age 40. Inaugural award winners were Steve Hansen, director of marketing at Minimizer; Ian Johnston, vice president and
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co-owner at Harman Heavy Vehicle Specialists; Nikki Paschall, marketing programs manager at HDA Truck Pride; and Nick Tosie, national accounts manager, aftermarket at BorgWarner. After the award presentation, Truck Parts & Service had the opportunity to speak with the four winners about their time in the aftermarket, and the future of the industry.
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How long have you worked in the heavy-duty aftermarket? Steve Hansen: 15 years, all with Minimizer. Ian Johnston: 24 years (when including part-time work), all with Harman HVS. Full time since 2006. Nikki Paschall: Six years, all with HDA Truck Pride. Nick Tosie: 14 years.
GenNext 40 Under 40
Why did you choose a career in the heavy-duty aftermarket?
From left: Truck Parts & Service Editor Lucas Deal and GenNext President Nick Seidel present the first 4 Under 40 Awards to Don Reimondo (accepting for Nikki Paschall), Ian Johnston, Steve Hansen and Nick Tosie. Photo courtesy Gene Ho.
What prior positions/roles have you held in the aftermarket? SH: Prior roles include sales, sales manager and national accounts manager before becoming director of marketing three years ago. IJ: Harman HVS is the only place where I’ve been employed and earned a paycheck. Having said that, I have done most of the jobs at our company, from shipping/receiving to delivery driving, health and safety, counter sales, marketing and now my full role as co-owner and vice president in charge of sales, operations and marketing. NP: Two years in the hospitality industry after graduating from Northwood University’s Automotive Marketing program. NT: Outside sales at MHC Kenworth, parts and service manager at Lonestar Truck Group, territory sales manager at Phillips Industries and regional sales manager at BorgWarner/Delco Remy.
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SH: At first glance it’s not the sexiest industry but there truly are a lot of great opportunities and great people. The tenure of the people in this industry proves that I’m not the only person that thinks this way. People tend to stay once they join. IJ: I think it chose me, to be honest. Being a third-generation family owner and the fourth generation of Harman ownership, I have spent the majority of my life living and working at Harman HVS. But the industry is a great industry, filled with amazing people and it gave me such an amazing opportunity in life I would have been foolish to not pursue it. NP: It chose me. I had made strong connections during my time at Northwood that ended up in a job opportunity with HDA Truck Pride. I thought it would be a great “summer job” while my husband and I relocated for his career. Little did I know I’d fall in love with the commercial vehicle industry and stay. NT: Being a car and truck enthusiast, anything with wheels and an engine excites me. I originally entered the industry on the automotive side out of high school as a technician and became ASE Master Certified (which I still hold today) and worked my way into service advising. I connected with MHC Kenworth later and liked the idea of working with bigger vehicles in a more business-to-business-based atmosphere. The manager I had at MHC noticed my knack for relationship selling and moved me into parts sales, much to my protest, since I had always been on the service side. It ended up being a natural fit. When I got a chance to work on the supplier side of the industry within the aftermarket I really found my home. I
enjoy the relationships formed in the aftermarket and the ability to impact not only our own business but our distributors’ businesses as well. I love what I do every day and cannot think of an industry I’d rather be in.
What did you know of the heavy-duty aftermarket before entering the industry? SH: Not much. I drove a truck a bit in high school over the summer for a local co-op. IJ: I’m sort of a “lifer” in the heavyduty industry. By no means was I an expert or a truck aficionado at the start, but I had been surrounded by the market my whole life having a father who owned a heavy-duty distribution business. The best knowledge I’ve learned came while working my way up through the various ranks of Harman HVS. NP: I’d worked briefly with each OEM during my educational career at Northwood, but that’s the extent. I didn’t understand the stark differences between retail automotive and retail aftermarket, let alone the complexities that the heavyduty aftermarket offered. NT: Growing up, my dad held various positions within truck dealerships and has worked for Meritor since the early 1990s, so I grew up around trucking. Additionally, my grandfather was a truck driver. I honestly cannot remember a time when I wasn’t around the industry.
What is your favorite part about working in the heavyduty aftermarket? SH: The people are great. IJ: The people, hands-down, are my favorite part. I have been so privileged to get to know, be mentored by and become friends with so many amazing people
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GenNext 40 Under 40
from all across the world that I would not have otherwise met if I had not joined this industry. I have always found the people of the aftermarket are so willing to help, offer advice and be there for you when you need them. It’s something I truly cherish about our industry and something that really separates us from a lot of other industries. We are still a throw-back industry where people buy and sell with people that they know and trust. NP: The people. You hear everyone talk about how much this industry is still driven by people but it’s 100 percent true. The strong relationships I’ve built in my six short years pale in comparison to the 40-plus-year relationships that my mentors have developed. In my role and responsibility, I get to sit in the middle of the supplier, distributor and end user. We are able to impact each segment of the market from production to consumption and build relationships through the process. NT: The relationships. Our industry is still relationship- and service-based. It’s not all about price. It’s a tight network of friends that are always willing to help if I need guidance.
What do you believe is the biggest challenge facing the heavy-duty aftermarket? SH: Competing with dealer groups. The all-makes programs are gaining real traction.
Nikki Paschall
Steve Hansen
GenNext allows younger industry talent to catapult their career by meeting other industry contacts. — Steve Hansen, director of marketing at Minimizer
IJ: There are a number of very large challenges facing the aftermarket. From consolidation to non-traditional entrants into the market place, new technologies and ultimately an everincreasing downward pressure on margin, all of these are making for a very competitive, dynamic and quickly changing marketplace in the heavy-duty aftermarket. NP: Finding the right people to drive the industry forward and the overall acceptance of technology in our marketplace. I use the word “acceptance” purposefully — I believe there’s an inherent aversion to change, good or bad, even when it’s going to continue to grow our industry. Finding the right people to propel our industry forward will be critical in the next decade. NT: Our biggest challenge today is bringing new and young people into the industry. We have a large number of our industry leaders and top performers starting to hit retirement age. Our industry, on the surface, isn’t sexy and isn’t something most of today’s young people are exposed to. Getting the word out there that this is an excellent industry and a lot of fun with some great rewards is going to be important as we move into the future.
How are you working to address that challenge? SH: We are heavily focused on training to sell the value of Minimizer versus a nonbrand product. We support this with 12 local territory managers and Distributor Training Expo (a joint event with GenNext and the Commercial Vehicle Solutions Network). IJ: Harman HVS is working to add new technologies, product lines and segments to meet our customers’ constantly changing needs. We also are working to constantly bolster our value proposition to our customers. We all move boxes in distribution but listening to your customers’ needs and trying to solve issues and pain points for them allows you to be a more trusted advisor with your customers, rather than just being another person selling to them. This adds value, which enables you to differentiate your boxes from everyone else’s. NP: Since the inception of GenNext, we’ve worked hard to create opportunities for students to witness the heavyduty aftermarket. I never knew this side of the world existed as a student, so we’ve made it a mission to bring as many students as possible to HDAW, to pair them with supplier and distributor
[GenNext] provides a creative outlet for the ‘next generation’ of leaders, an opportunity to network, bounce ideas off each other and lend advice on personal and professional issues. — Nikki Paschall, marketing programs manager at HDA Truck Pride
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GenNext 40 Under 40
Nick Tosie
GenNext addresses the need to not only attract new industry talent but also to help develop the young leaders already within the industry.
Why is GenNext important to the heavyduty aftermarket?
— Nick Tosie, national accounts manager, aftermarket at BorgWarner
partners, to open their eyes to a career opportunity they’ve never considered. It’s also important to recognize the young talent that’s currently in the heavy-duty aftermarket. The 4 Under 40 award is a great honor and brings strong appreciation to the efforts our generation is making. NT: I spend a lot of time letting contacts in other industries know about job openings and talking to friends about how much I love our industry, along with the benefits of working in the trucking industry. Getting the word out about GenNext is an important part of addressing this challenge. Anytime I meet someone young in our industry I ask them if they’re aware of GenNext.
Why did you become involved with GenNext? SH: I helped to invent it. But seriously, a group of us younger aftermarket professionals were discussing how to get more young people involved in the industry and eventually we turned that idea into a reality. IJ: I became involved very early, as myself and some other industry people saw a real need for youth, diversity and a new group of skills, ideas and perspectives in the heavy-duty aftermarket. Once
Ian Johnston
GenNext was established, it was about building an association and platform that would help draw the talent, help train and mentor new talent and retain them in our industry. Of all the industry boards and positions I have held in the aftermarket, GenNext has been the most rewarding and fulfilling by far. Giving back to the industry that has given my family so much over the past 80 years is a no-brainer to me. I firmly believe a more healthy and robust heavy-duty aftermarket will help all of the businesses and individuals in it. NP: We felt the industry needed a group where younger employees could network with each other, attend events together and learn from each other. It was a void. I jumped on the GenNext bandwagon very early on and have had the honor of sitting on the board of directors for the past couple years. I strongly believe in the purpose of GenNext. NT: I became involved because I believe the organization is working on one of the biggest challenges facing our industry and because it provides an opportunity to network with likeminded individuals in my age group as well as opens mentoring opportunities from our older industry leaders.
SH: GenNext allows younger industry talent to catapult their career by meeting other industry contacts. IJ: GenNext is the premier association for new executives and future leaders in our industry. It offers training, knowledge and mentoring, and gives individuals new to the aftermarket a real and meaningful place to get connected, get involved and help drive real results for their companies and the industry. GenNext in its partnership with the Commercial Vehicle Solutions Network (CVSN) is the place for the future leaders of the heavy-duty industry to become connected with the larger aftermarket as a whole and a place to show the industry what they are capable of. NP: It provides a creative outlet for the “next generation” of leaders, an opportunity to network, bounce ideas off each other and lend advice on personal and professional issues. It goes back to the industry being focused on people and the opportunity to strengthen relationships. NT: GenNext addresses the need to not only attract new industry talent but also to help develop the young leaders already within the industry. For all industries, having quality people is one of the largest challenges and GenNext works on this in multiple aspects.
[GenNext] offers training, knowledge and mentoring, and gives individuals new to the aftermarket a real and meaningful place to get connected, get involved and help drive real results for their companies and the industry. — Ian Johnston, vice president and co-owner at Harman Heavy Vehicle Specialists
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CONNECTING YOU WITH FUTURE PARTNERS
There’s only one way to meet all the right people, all in one place—at HDAW 2019, the year’s most important event for independent heavy-duty aftermarket distributors. This is your best opportunity to build relationships, stay current with the latest trends and make deals face to face. Plan for your future success—make the connections that’ll make a big difference for your sales and your bottom line.
Your Future Connections Are Here.
JANUARY 28-31, 2019 | LAS VEGAS REGISTER NOW www.hdaw.org
»
By Lucas Deal, Editor lucasdeal@randallreilly.com
First Call Truck Parts
J
oe Ward still remembers the days leading up to he and wife Margie’s decision to open First Call Truck Parts. Ward had been working for Transcom as manager at one of the company’s key facilities in Orlando, Fla. The company was struggling and would collapse into bankruptcy within months; but despite the unfavorable working conditions, Ward was gaining a reputation as one of the best parts men in the area. Customers were becoming increasingly reliant on his store and expertise, and suppliers had singled him out as a man who knew how to sell product and keep trucks on the road. When Transcom eventually closed, Ward says his initial reactions were concern and anxiety. But it also was during that period that Ward realized the opportunity placed in front of him, he says. He had gained a reputation as his customers’ first call for truck parts. Maybe he could use that. Maybe that reputation could be parlayed into something greater. “We decided we wanted to open our own business,” Ward says. “We made a business plan and went to our banker, and 90 days later we had opened First Call Truck Parts. To be honest, it was kind of a whirlwind.” It was a small operation at first. The Wards opened the business in 2001 in their native Tallahassee instead of Orlando and while suppliers and customers followed, most of Ward’s old colleagues did not. Excluding Joe and Margie, First Call Truck Parts opened with one employee.
First Call Truck Parts at a glance
Source: Google Maps, First Call Truck Parts
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“Quality parts, fast service and good people” defines the customer experience at First Call Truck Parts, says President and Owner Joe Ward.
It now has 19, and for the first time ever has been nominated as a Truck Parts & Service Distributor of the Year finalist in 2018. “I’m proud of how we’ve grown,” Ward says. “We’ve been a bit conservative, but I think when growing any business, you have to first build structure. We’ve done that.” He adds, “Our slogan is ‘quality parts, fast service and good people,’ and I think that’s true.” Ward describes First Call’s customer base as diverse. The Tallahassee location on I-10 provides access to occasional over the road fleets, but Ward says most First Call customers are smaller regional fleets, utility companies, municipalities and repair garages. They are companies that own trucks but aren’t truckers, he says, which has enabled First Call to position itself as a reliable parts and solutions provider. Ward says that’s a responsibility his team takes seriously. First Call is incredibly committed to training — for employees and customers alike — and tries to be an early adopter of any technology that may improve its efficiency or enhance its customer experience. “We changed our operating systems last year and one of the driving factors was so customers could order their own parts,” Ward says. He admits it was a challenge, but now that it’s done he says customer response has been incredibly positive. Online ordering makes life easier for his customers and his employees. As for the customers who aren’t going online? Ward says his team remains on hand to take their First Call. “We are going to continue doing what we can for our customers and the industry,” he says.
Marketplace
The Buzz The five hottest products as determined by readers of truckpartsandservice.com
Heavy-duty scan tool Bosch has released the HDS 250 heavy-duty scan tool kit designed to read, diagnose and clear heavy-duty standard trouble codes for Class 4-8 vehicles. Bosch says the tool works on 12-volt and 24-volt systems to cover most medium-duty and heavy-duty vehicles. The kit includes 16-pin J1962, 9-pin Deutsch and 6-pin Deutsch cables, and features Class 4-8 truck coverage with “Automatic Protocol Search.” The scan tool is updateable via the Internet for new and expanded vehicle coverage and offers English, Spanish and French options for on-screen text. The tool comes with a one-year warranty, the company says.
New electric APU Phillips & Temro Industries (PTI) has launched its Idle Free Series 5000 eAPU, a high capacity cooling electric auxiliary power unit. PTI developed the Idle Free Series 5000 using the latest, proven compressor technology, which when combined with a wall mounted evaporator that delivers over 300 cfm airflow, can maintain an average cabin temperature of 68°F in an ambient temperature over 100°F. The system is completed with proprietary automatic startstop technology that starts the engine when the APU batteries need to be charged, making a comfortable 34 reset period possible with an all-electric APU, the company says.
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Expanded air brake line Centric Parts says its air disc brake program features expanded pads, rotors and repair kits for all makes. The company says the pads are available in two grades of application-specific friction (106 Series: 23K and 306 Series: 26K) and in more than 20 FMSI shapes. Centric adds the rotor line features more than 25 SKUs of both coated and uncoated rotors that incorporate proprietary metallurgy and design enhancements for increased performance, service life and durability. The repair kits include guide pin kits, seals and tappet kits, the company says.
New ABS system hits market Dayton Parts introduces the availability of the GEN2-1031 4S/1M anti-lock braking system (ABS). The new system is designed to easily retrofit an existing 4S/2M system using all existing ports and sensors. The GEN2-1031 also can be mounted directly to the air tank and includes built-in Wi-Fi diagnostics as a standard feature, the company says. The product also is covered by the Dayton Parts standard one-year aftermarket warranty, the company adds.
Redesigned socket system Snap-on has released its new Flank Drive Xtra (FDX) socket system. The first redesigned Snap-on socket since the patented flank drive system was developed in 1965, the FDX offers more turning power, a more secure fastener engagement and greater efficiency, the company states. Snap-on adds the FDX provides up to 25 percent more strength than flank drive sockets and an angled contour that allows the socket wall to grip damaged fasteners more closely for 50 percent more turning power.
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The Successful Dealer Award is sponsored by: TM
Marketplace
Temperature sensing LED headlamps Maxxima introduces the MaxxHeat series of LED headlamps and stop/tail/ turn lights with a microprocessor that automatically initiates the lens heating system when the outside air temperature drops below 50°F (10°C). According to Maxxima, the MaxxHeat series is available on Maxxima Vionic
LED headlights in three sizes: 4 in. by 6 in., 5 in. by 7 in. and 7 in.-diameter. Available in high, low and dual-beam models, the company adds the six-diode
lights with the MaxxHeat lens are available in round (4.3 in.-diameter) and oval (6.4 in. by 2.2 in. by 1.7 in.) configurations.
keep on trucking Insist on genuine parts backed by Reyco Granning’s 90 years of American manufacturing to keep you on the road. Designed and tested with the same quality as original OE parts, with Reyco Granning genuine parts you can keep on trucking.
Expanded starter line The LoadHandler Power Products family of rotating electrical products now includes L39 gear-reduction and L42 direct-drive heavy-duty models. Each 100-percent new, no-core starter features application-specific technology to help ensure durability and performance in a wide array of operating environments, the company says.
Specialty machine oil
800-753-0050 • ReycoGranning.com/aftermarket
Manufacturing in the USA for over 90 Years
Penray introduces a specialty machine oil for the food transportation and processing industries. Penray’s new 4571 Machine Oil is for applications involved in transporting, processing and storing food products. Penray says its new machine oil is composed of liquid petrolatum USP and propellant, and is especially well-suited for use in food transport, processing and dairy equipment. It also fully complies with FDA regulations, CFR Title 21, paragraphs 172.878 and 178.3620.
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Marketplace
Off The Line Spotlighting a new OEM innovation Peterbilt updates SmartNav system Peterbilt Motors Company has enhanced its Peterbilt SmartNav system, available for order in November 2018. As part of the enhancements, Peterbilt will offer the PeopleNet app fully integrated into the SmartNav display, eliminating the need for PeopleNet users to wire and install a secondary device. The integration includes an ethernet connection for enhanced data security, the ability to use the app for electronic logging device functionality and integration of fleet management systems for Peterbilt customers, the company says. “Peterbilt commits a significant amount of time and resources to researching the driver environment,” says Kim Lawton, medium-duty and technology marketing manager, Peterbilt Motors Company. “Removing the need for a secondary device to handle fleet management and logging device functionality improves cab ergonomics and is a testament to Peterbilt’s dedication to the driver.”
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Portable stand lamp Milwaukee Tool has expanded its lighting solutions with the introduction of the M12 Rocket Dual Power Tower Light. The first stand light on the M12 system, the M12 Rocket delivers 1,400 lumens of output in a compact size and lightweight design. The lamp’s rotating light head can be extended over 5 ft. 8 in. and rotated 210 degrees vertically or pivoted 270 degrees horizontally to light overhead work or minimize shadows when casting light downward. Collapsible to a length of 2 ft. 7 in., the light is nearly half the size of Milwaukee’s M18 Rocket Tower Lights, the company says.
4/27/18 10:24 AM
Marketplace
Improved cargo ratchet strap cap Ancra Cargo has updated its OverDrive Ratchet Cap, providing an improved ratcheting mechanism resulting in a seamless overall experience.
Ancra says the ratchet winch operation reduces the tensioning time by 33 percent as well as the risk of winch bar rollover. Once the winch bar tip
is inserted into the winch cap, the winch can be fully tensioned without the need to repetitively remove and reposition the winch bar.
Fuel injection rail shield Heatshield says its new FR Shields are designed to wrap around the fuel-injector rails, deflecting engine heat and keeping the fuel rails and fuel inside them cooler. The shield kits fit both single- and dual-rail systems and are engineered to withstand up to 1,100°F of continuous heat and up to 2,000°F of intermittent heat. Custom lengths and diameters are available, the company says.
Light-duty steel rack Weather Guard introduces its compact steel truck rack, built to fit most compact trucks. Weather Guard says the rack is suited for carrying ladders or long materials to the jobsite and back. The 1,000-lb.rated rack is engineered for quick, secure installation to the bed rail in less than an hour with no drilling required; four different areas allow flexibility for additional tiedown points, the company says.
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Marketplace
Epoxy putty repair sticks New Pig has released High-Temp Epoxy Putty repair sticks that are designed for repairs to surfaces such as exhaust pipes and tanks that are exposed to extreme
Billet turn signals Shift Products introduces billet turn signals for multiple Kenworth truck models. According to Shift Products, the turn signals are equipped with two dual-function United Pacific LEDs. They are purchased individually and can be ordered with a few different LED options. They are available online and via phone from Shift Products, the company says.
temperatures. Composed of base and activator, the pre-measured epoxy can be kneaded by hand and applied quickly and is
formulated to resist temperatures as high as 500°F and as low as -40°F, the company says. It is designed to set in minutes and cure concrete-hard in an hour at room temperature and can be drilled, sanded or painted, the company says. Legal Notice
If You Bought a Parking Heater Indirectly or a Commercial Vehicle Containing a Parking Heater at Any Time From October 1, 2007 to December 31, 2012 You Could Get Money From $7.7 Million in Settlements There are Settlements in a class action lawsuit that claims Espar Inc., Espar Products Inc., and Eberspaecher Climate Control Systems International Beteiligungs-GmbH (“Espar”) and Webasto Products North America, Inc., Webasto Thermo & Comfort North America Inc., and Webasto Thermo and Comfort SE (“Webasto”) participated in a conspiracy to fix the price of Parking Heaters, which allegedly resulted in increased prices for individuals and businesses. Espar and Webasto deny the allegations in the lawsuit. Who is included in the Settlements? Parking Heaters include any type of parking heater sold for use in commercial vehicles (including certain trucks, agricultural and construction equipment, and buses) to keep the vehicle warm even if the vehicle’s engine is not operating. Individuals and businesses (including resellers) who indirectly purchased a Parking Heater anywhere in the U.S., from October 1, 2007, through December 31, 2012, are included in these indirect purchaser Settlements. You are included if you bought a Parking Heater indirectly or purchased a commercial vehicle that included a Parking Heater. Purchases made directly from Espar and Webasto are not included in the indirect purchaser Settlements but are the subject of separate settlements. You can learn more about the direct purchaser settlements at www.DirectParkingHeaterSettlement.com. What do the Settlements provide? The combined indirect purchaser Settlements provide a total of $7,700,000. The amount of money you will receive depends on the number of Parking Heaters you purchased and the total number of valid claims filed. Additional details are in the Settlement Agreements available on the indirect purchaser Settlements website: www.IndirectParkingHeaterSettlement.com.
Heavy-duty wheel balancer John Bean debuts the 9800 Heavy-Duty Wheel Balancing System. Capable of handling wheel ranges from 12 in. to heavy-duty sized wheels as large as 24.5 in., plus super-single tires, the John Bean 9800 has all the tooling included for cars through light trucks and heavy-duty trucks, the company says. Key features include a pneumatic wheel lift, semi-automatic data entry and self-calibration by operator, the company says.
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How can I get benefits? Submit a Claim Form online or by mail by February 1, 2019. What are my rights? If you don’t want a payment and you don’t want to be legally bound by the Court’s orders, you must exclude yourself from the indirect purchaser Settlement Class by December 1, 2018. If you do not exclude yourself, you will not be able to sue Espar and Webasto yourself for any claim relating to the lawsuits. The Court will hold a hearing on January 9, 2019 to consider whether to approve the indirect purchaser Settlements, a request for attorneys’ fees of up to one-third of the Settlement Funds, reimbursement of costs and expenses, and a payment to the Class Representatives. If you stay in the Settlement Class, you may object to one or both of the indirect purchaser Settlements, or the request for fees, costs, and class representative payments, by December 1, 2018. You or your own lawyer may appear and speak at the hearing at your own expense.
For More Information: 1-877-506-4033 www.IndirectParkingHeaterSettlement.com
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Marketplace
New brake tester Lite-Check introduces its nextgeneration heavy-duty vehicle brake timing tester, the Certifier 1000, which includes new features, electronics, software and hardware. According to Lite-Check, the Certifier 1000 is user friendly with simplified set-up, operation and wireless HUB technology. User customized programs remove operator guesswork and automatically collect all trailer operating system conditions, including electrical, air operation, ABS and 121 brake timing, the company says.
Water-based degreaser 701C LED 7” PAR 56 Round Headlight
UPGRADE TO PETERSON’S LED HEADLIGHT & MAKE YOUR WORKSTAR REALLY SHINE. Scan this QR code to view info online!
www.pmlights.com
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E-ZOIL introduces E-Z Gone, a new water-based degreaser. According to E-ZOIL, the new degreaser uses a highperformance formula to offer industrial grease removal for light- to medium-duty applications. E-Z Gone is available in 1-gallon, 5-gallon, 55-gallon and 275-gallon containers, and can be used on engines, parts, tools, floors, and is safe on all metal surfaces, the company says.
Expanded bearing product line NTN, the parent company of BCA Bearings, has announced the release of 23 product SKUs. The additional products cover BCA’s wheel hubs, bearings and seals product lines. The new products specifically fit medium-duty applications, the company says.
& S E R V I 9/22/17 C E | 8:43 O c tAM ober 2018
Power steering pumps for multiple applications PAI Industries has added eight power steering pumps to its heavy-duty product offering. PAI states three pumps fit assorted International applications; three pumps are for multiple Freightliner applications; and two pumps are for many Mack applications.
Short track axles for tire inflation systems Ridewell introduces its series of short track axles, engineered for easy configuration with automatic tire inflation systems. According to Ridewell, the shorter series axle comes with a wall thickness of 0.75 in. and track widths between 28 and 42 in., and expands the company’s axle offerings for heavy-haul and severe-duty applications, with track widths ranging from 28 to 112 in. Short track axles can be configured with WABCO’s Pan 17, Pan 19 and Pan 22 and Bendix’s ADB22X and ADB22X-LT air disc brakes, the company says.
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29827
30710
18536
17983
0
0
363
293
0
0
18899
18276
9940
10964
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0
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0
450
462
e. Total Nonrequested Distribution (Sum of 15d (1), (2), (3), (4))
10390
11426
f. Total Distribution (Sum of 15c and 15e)
29289
29702
Nonrequested Copies Distributed Outside the Mail (4) (include Pickup Stands, Trade Shows, Showrooms and Other Sources)
g. Copies not Distributed
539
1008
29828
30710
64.53 %
61.53 %
a. Requested and Paid Electronic Copies(Sum of 15c and 15e)
0
0
b. Total Requested and Paid Print Copies(Line 15c) + Requested/Paid Electronic Copies
0
0
Requested Copy Distribution(Line 15f)+ Requested/Paid c. Total Electronic Copies
0
0
0.00 %
0.00 %
h. Total (Sum of 15f and 15g) i. Percent Paid and/or Requested Circulation ((15c / 15f) times 100)
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Statement of Ownership
Midwest Truck & Auto Parts
reycogranning.com/aftermarket 33 rigdigbi.com
Eaton
Hunter Engineering Company
Page
TSI SSG Universal Group
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MORE Prospect Data | Market Share Data | New Prospects RigDig® has been helping truck equipment dealers increase their targeting and prospecting effectiveness with data insights on 1 million+ active trucking entities for nearly ten years: • Arming sales teams with invaluable prospect/client equipment data • Providing up-to-date market share data for your AOR • Identifying new prospect companies in your territories • Assessing growth trends/emerging markets • Guiding strategic planning
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