If I woke up one morning to find that I suddenly inherited an auto parts store, my first initiative would be to have my entire salesforce certified as ASE (The National Institute for Automotive Service Excellence) Parts Specialists. Why? Because havi
How badly is the dismal Seattle economy affecting the city?s auto parts business? ?Short of putting naked dancers in the street, there?s not much you can do...,? says Tim Phillips, president and CEO of B&B Auto Parts, a seven-store chain just outside
There are countless buying philosophies we could discuss, but there really are only two to discuss from a practical standpoint. The first suggests success is predicated on one powerful and productive first-call relationship, while the second suggest
I realized recently that in my 20-year career one of the few constants in the local auto repair scene is the jobber store. I can count on one hand existing customers who were around ?way back then.? This got me to wondering what makes a business pros
Cooperating with the enemy is a very unnatural business behavior. Buyers and sellers can rarely agree on what is in their mutual best interests. Yet, one of the business words in vogue today is collaboration yyyyy} it usually refers to business partn
I realize the OEMs use the 7,500-mile oil change as a marketing ploy for new car buyers, but it astounds me that they don?t recognize the benefit of sticking with the tried-and-true 3,000-mile oil change. And we have a fair number of people (who shou
More and more technicians are becoming certified, so all other things being equal where?s the difference between Jim?s Service and Joe?s Service down the street? Have we reached the point as an industry where we are taking ASE certification for gran
I?ve never been much of a list maker, at least not until recently. However, as the crush of modern life intensifies, the need for lists of all kinds has become increasingly clear. There are too many things that can fall through the cracks.
Eight months ago most of you had not heard of Pay-On-Scan (POS). Eight months from now POS could well be on its way to becoming the new way of doing business in the aftermarket. There are two reasons why. First, AutoZone, the country?s largest automo
Soothsayer, I’m not. But it’s January and if I’m going to make some predictions now is the time. But before I stick my neck out, I’d like to provide you with some guarantees –– our editorial offerings for 2004.
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