Featured speakers announced for Heavy Duty Aftermarket Week ’08

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The Heavy Duty Aftermarket Week ’08’s educational program, Business & Technical Theater, will feature a number of speakers addressing important issues for the independent heavy-duty aftermarket. HDAW ’08 is slated for Jan. 21-24 at The Mirage in Las Vegas, Nev.

“One important feature of the 2008 HDAW Business & Technical Theater is the enhanced scheduling of events,” says Jerry Weis, HDAW ’08 chairman. “Thanks to valuable feedback from attendees in 2007, we have made changes – such as separate time periods for the Business & Technical Theater programs and the Product Expo, allowing HDAW attendees to participate in all the week’s events.”

“The 2008 program also will include presentations from two speakers from past HDAW conferences – Tom Easton, Essential Action Group, and Dr. Clint Longenecker, the College of Business Administration, University of Toledo,” says Gene Damron, HDAW education committee co-chairman.

On Jan. 23, Easton will update his “Value-Added Selling” presentation from last year with “Improving Sales Call Proficiency: The Recipe.” This session offers participants a better understanding of both the buying and selling process found in the multibillion-dollar commercial vehicle replacement parts market. “Value-Added Selling” will include:

  • The latest research on the size and scope of the heavy-duty aftermarket;
  • What impacts sales call efficiency;
  • How the buying environment is changing;
  • What the 2008 sales drivers will be;
  • Who is buying what and who is not; and
  • The salesperson’s changing role as knowledge provider.
  • Longenecker will present “The Two-Minute Drill: Lessons for Rapid Organizational Improvement from America’s Greatest Game,” drawn from his book written with Greg Papp, president of Cube Culture Corp., and Timothy Stansfield, Ph.D., president of IET Inc., both leaders on rapid organizational improvement. Longenecker will discuss the game plan outlined in “The Two-Minute Drill,” explaining how leaders can apply the same disciplined practices that work so well in football to win the organizational improvement game. This tested business strategy has been used by hundreds of organizations to:

  • Accelerate sales growth;
  • Implement lean process initiatives;
  • Speed up cost-reduction programs;
  • Roll out improved customer-relations management processes; and
  • Implement all types of performance improvement faster and with greater effect.
  • Other presentations scheduled for HDAW ’08 will include:

  • “Access To Repair Information: An Industry Perspective” – A panel discussion with a wide range of stakeholders in the issue;
  • “Branded Vs. Non-Branded: Who Is Taking The Risk?” – A panel discussion on the relevance of branding; and
  • “Why People Buy” – A fleet panel discussion with executive representatives from Schneider National, Pepsi-Cola and a local for-hire carrier.
  • More details on these presentations and other HDAW ’08 information is available online at www.hdaw.org.

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