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Resellers look to improve upon a good year

Friday, February 14, 2014 - 09:00
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Resellers said they had a good year in 2013 and most expect to do even better in 2014, according to the Aftermarket Business World reseller product study.

While 34 percent of respondents said sales were about the same in 2013 as they were in 2012, 56 percent said sales improved. Of those, 22 percent said sales increased 1 to 5 percent, 14 percent said sales increased 6 to 10 percent and 9 percent said sales increased 11 to 15 percent. Only 10 percent said their sales dropped in 2013.

Resellers surveyed are optimistic about 2014 sales as 65 percent expect to sell more products in 2014.  Some 29 percent expect 2014 sales to be flat and 6 percent expect sales to decrease this year.

Quality is the most important attribute of resellers’ professional customers, followed by OEM form, fit and function, availability and price. For their DIY customers, price was the most important attribute, according to 55 percent of respondents.

Some 61 percent said they make none of their sales online, while 4 percent said they sell more than 20 percent of their products online.

Resellers’ favorite sources of product information and news are industry publications (26 percent), manufacturers (23 percent), and WDs or jobbers (19 percent).

Methodology: The Reseller Product Study was fielded to readers of Aftermarket Business World via email. Survey results are intended to show general market trends, not statistical certainties, as results were garnered from a small sample audience.

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