HDAW'16 EDUCATION PROGRAM
Tuesday, January 26 – Wednesday, January 27, 2016
Heavy Duty Aftermarket 2.0 – Upgrading Your Business

Sponsored by:   

        

 
Tuesday, January 26, 2016

General Session – 8:00 a.m. – 10:00 a.m.
It’s Not What You Say, It’s What People Hear
Speaker:  Dr. Frank Luntz, Luntz Global

What is behind winning campaign slogans and career-ending political blunders?  Why do some speeches and advertising campaigns resonate and endure while others are so quickly forgotten? The answer lies in the way words are used to influence and motivate, the way they connect thought and emotion.  In this engaging and humorous presentation, Dr. Frank Luntz shares his wisdom on how the words we choose can change the course of politics and of life in this country. He offers a behind-the-scenes look at how the tactical use of words and phrases affects what we buy, who we vote for and what we believe in.

 About Dr. Frank Luntz:

One of the most influential political pollsters in America, Dr. Luntz has written and supervised more than 400 surveys for political and corporate clients in ten countries since founding his company in 1992. He has been an advisor to numerous candidates in this country and abroad and is credited as being one of the strategic architects of the Republican landslide in 1994 that gave the Republicans control of the House of Representatives for the first time
in 40 years.  He the author of “Candidates, Consultants & Campaigns”, and is a guest on noted network programs.


 


10:30 a.m. – 11:30 a.m.
Technology Trends – How to Compete in Current and Future Conditions 
Speaker:  Scott Klososky, Future Point of View, LLC                           
 
Technology is simply a tool, but in the right hands, it can almost be magical in its ability to give us new capabilities.  For this reason, it is critical to understand how technology can be fully leveraged in order to drive top-line revenues, or lower bottom-line costs.  In this thought-provoking and practical session, Scott combines highlighting a few new trends that people might be aware of, and adds a few over the horizon trends that are completely new.  To this he adds the delivery of practical technology tools, or concepts that can be used as soon as attendees get back to the office.  In a fast-paced and entertaining session, Scott creates context for many of the words and concepts that they have heard about but cannot really apply just yet.  

About Scott Klososky:

Scott began his career hitting the ground fresh out of high school, where his job as a delivery boy was a springboard into the world of technology.  He became division head of a computer sales division then purchased it as his own company.  His next endeavor was as founder and CEO of Paragraph, Inc., a Soviet/American joint venture.  He then collaborated with H. R. Haldeman to publish a diary of his years as an aide to President Nixon, which became a best seller.  He also worked with Sony Interactive in the release of a companion CD-ROM.  He founded webcasts.com and became a turnaround CEO at Critical Technologies.


1:00 p.m. – 2:00 p.m.
The Importance of Merchandising
Speaker:  Butch Hill, Hill Diversified Group LLC

Merchandising is becoming an important, if not the most important, sales tool used in the heavy duty industry, allowing distributors to implement new market strategies via store layout and visual display applications.  Heavy duty distributors have discovered the importance of these strategies and opportunities, especially when learning the money they are leaving on the table. This session will help attendees understand merchandising concepts as well as effective product presentation to stimulate customers to spend more while simultaneously increasing profits for distributors.

Attendees will learn:

  • The importance of floor layout to enhance product awareness.
  • How point of sale and category management information can increase sales.
  • The steps needed to implement proper merchandising. 

About Butch Hill:

Butch began his career as an automotive technician.  Prior to founding his own marketing and advertising company in 1997, he worked for Borg-Warner, Tomco and Cooper/MOOG Automotive in sales or as manager of marketing and promotions.  Over the years he has worked with many companies, including NAPA, AutoZone and O’Reilly, learning their store merchandising needs.  In 1999, he created the industry’s first Heavy Duty Merchandising Seminar. He has visited heavy duty distributors across the country helping them with their store merchandising. Butch still maintains his ASE certifications.    

 

 


 Wednesday, January 27, 2016

1:00 p.m. – 2:00 p.m.
S
ession A: Thriving In the Age of Distraction
Speaker:  Curt Steinhorst, The Promentum Group

For the first time in history, we live in a world without any barriers to connection or communication.  This has fundamentally altered the way people work, engage, communicate, and relate to one another.  The same technology that simplifies processes compromises our focus and makes it ever more difficult to reach increasingly distracted customers.  Attention resources have never been more competed over, or more depleted.   We are asked to process four times the information that Americans dealt with in 1986, but with less space and time to actually think. Advertisements, alerts, emails, constant notifications—no wonder the average American struggles to make it three minutes without being interrupted! In this intensely practical session, Curt Steinhorst shares communication insights that help you rise above the noise and focus strategies that help you block it out.  

Attendees will learn:

  • How to create environments and processes that actually bolster your capacity for focus rather than harm it.
  • How to balance between staying informed on trends though connectivity and seeking to create the trends through focused ingenuity.
  • How to engage with emerging technology without letting it exploit you.
  • Communication strategies will help you reach a customer in constant distraction.
  • How to grab the attention of the right potential employees in a world with endless employment options.

About Curt Steinhorst:

Curt Steinhorst is the founder and president of The Promentum Group, a communications consultancy that crafts messages for today’s distracted audiences.  As its lead consultant, Curt has helped an impressive variety of companies and public figures — from preparing Johnny Manziel for his Heisman trophy acceptance speech (described by ESPN as "the greatest in history") to advising the largest record label in country music on its marketing to digital consumers. As a leading voice on strategic communications in the age of distraction, Curt has spoken across the globe to audiences that include Fortune 100 companies, global non-profits, national associations, and professional sports teams. Discovering a rare gift for capturing the attention of large audiences at an early age, Curt was elected President of his 10,000 member class at Texas A&M University, where he graduated Magna Cum Laude. His forthcoming book, tentatively titled E-mancipate, offers practical strategies for better managing today’s communication tools in the workforce. Curt's fascination with distraction is not simply professional.  Diagnosed with ADD as a child, he's worked tirelessly to overcome the unique distractions that today’s technology creates. 


1:00 p.m. – 2:00 p.m.
S
ession B: How Emerging Technologies Can Generate Aftermarket Opportunities
Speaker:  Derek Kaufman, Schwartz Advisors; President C3 Network, LLC

Marc Karon, Total Truck Parts, will provide a brief update on the Heavy Duty Right to Repair agreement and its significance to the industry’s ability to safely and properly repair commercial vehicles - what does the successful achievement of the Right to Repair Memorandum of Understanding (MOU) mean for the aftermarket distributor and independent service shops and how can they access the information they need to service all makes of vehicles.

Telematics and vehicle technologies, such as vehicle performance monitoring systems, fault code alerts, automated shop scheduling, lane departure sensing, collision-avoidance systems, platooning systems, component electrification, anti-idling systems and over-the-air-re-programming will change the way first and second vehicle owners manage and optimize uptime. Aftermarket parts and service providers who are prepared for these changes will see new revenue and earnings potential. The session will include valuable training information.

Attendees will learn:

  • A review of emerging telematics solutions and vehicle technologies and their aftermarket implications
  • The impact of these changes on first and second owners’ approach to service and the transfer of vehicle data
  • What your organization needs to do today to be prepared for this new technology future

About Derek Kaufman

For 40 years, Derek Kaufman has worked in the Transportation Industry with positions ranging from VP Marketing and Product Planning for Freightliner Trucks, SR VP of Sales, Marketing and Customer Support for Hino Trucks, President of Diesel Technology Co, a subsidiary of Penske Corporation, VP of Fixed Operations for Smart USA and CEO of Mission Motors Company. Derek is also an entrepreneur. He founded C3 Network, LLC in 1997 to help clients launch new products in the transportation industry. Today, Derek is a Managing Partner at Schwartz Advisors, LLC doing M&A support and company growth work in the auto aftermarket and continues his role as President of C3 Network. Derek serves on the boards of Vermeer Manufacturing, a producer of industrial and agricultural equipment in Pella, Iowa, Cascade Engineering, a manufacturer and marketer supporting multiple brands focused primarily on large part injection molding in Grand Rapids, MI, and Pridgeon and Clay, an auto parts manufacturing firm also in Grand Rapids.