Heavy Duty Aftermarket Week ’08 set for Jan. 21-24

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Heavy Duty Aftermarket Week ’08 is set for Jan. 21-24 at The Mirage in Las Vegas, Nev. Dee Kapur, president of Navistar’s International Truck and Engine Corp.’s Truck Group, will be the keynote luncheon speaker at this year’s Heavy Duty Dialogue ’08, which precedes HDAW ’08 on Monday, Jan. 21.

The theme of this year’s HD Dialogue ’08 — which offers a lineup of analysts and industry leaders forecasting the future of the global commercial vehicle industry — is “Insight: The Future of the Global Commercial Vehicle Industry.” Kapur’s remarks will reflect the conference theme and the relevance to his company’s global strategy.

Kapur will discuss how he and his team have focused on revitalizing International’s truck product line, brand, global presence and profitability. International says this “bold goals” strategy has enabled the Truck Group to achieve impressive record levels of profitable performance, while establishing a number of strategic initiatives for the future.

On Wednesday, Jan. 23, HDAW ’08’s educational program, Business & Technical Theater, will feature a number of speakers addressing important issues for the independent heavy-duty aftermarket.

Tom Easton, Essential Action Group, 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.
  • Dr. Clint Longenecker, the College of Business Administration, University of Toledo, 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.
  • For more information on HD Dialogue ’08, go to www.hdma.org. More details on HDAW ’08 are available at www.hdaw.org.

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