But a steady focus on opportunities, sales and success is nothing new to the aftermarket, says Richard Morgan, Aftermarket Automotive Parts Alliance president and CEO. "That's our job every day. Members are all out there working hard daily just keeping their businesses going," he says.
Program groups are keeping their memberships stable and growing in a time of stagnant spending and delayed repair by identifying new market segments, improving online product sales and availability and adjusting inventory to address parts proliferation and customer demands.
Members are also using the recession as a motivator to re-evaluate and for some, revamp, business practices, says Tim Odom, AAM president. "It is causing everyone to stop and look at their businesses and create a strategy. Day-to-day business can be filled with answering phones, helping customers. But you must assess your long-term business: Who am I? What services are essential? Who are my customers? What do I need to do to retain my customers? These things can be painful, but are needed to grow.
