You have a nice business. You started as a small successful repair shop and expanded into parts distribution. Maybe you started as a parts distributor and expanded into a service provider. If you are either a service provider growing into parts distribution or parts distributor growing into a service provider, we all face the same problems. As successful as we are, are we happy with what we created? Have we created something that has locked in all of our time, and kept us on edge most of our days?
Thank you to our SOLD! Sponsors
We all have the same problems:
- Who is going to help me operate my ever expanding business?
- Where am I going to find qualified management personel?
- How do I find people to manage my purchasing and inventory?
- How do I find well trained technicians?
- Should I consider sending employees for technician training?
- How do I find training for my technicians to keep them current?
- Is expansion of the business in the future?
- How will I finance any future expansion?
- How do I know how to compensate my people?
- What benefits do you offer your employees?
- Is an exit plan in your future?
- Could the exit plan be part of the Employee Compensation?
- Do you have a plan for OSHA safety in your business? If you are only a service shop or only a distributor or your both OSHA safety requirements are a team effort.
- Amazon is entering the heavy duty parts distribution. How will you use Amazon to help make your business grow?
- What effect will Amazon have on your business?
- How can Amazon have an effect on your bottom line?
These questions (and more!) will be answered during the Service Opportunities & Learning Day (SOLD!) program at HDAW ’19!
Held Monday, January 28, 2019 from 8:00 am- 11:00 am and Thursday, January 31, 2019 8:00 am- 11:30 am during Heavy Duty Aftermarket Week 2019, SOLD! is an education program targeting the owners and managers of service operations, and independent distributors offering service.
Monday, January 28, 2019
8:00 am- 9:45 am
David Saline, Vice President of Sales at DRIVE and a multi-shop owner of 2nd-to-None Service in New Mexico will discuss common management problems and offer proven results-driven solutions that address the issues we all face when running a small business.
About David Saline
David Saline has more than 20 years of experience in the automotive industry, holding 40+ certifications. He is an ASE Medium/Heavy Duty Truck Master Technician, ASE Advanced Level Specialist, ASE Master Automobile Technician and ASE Master School Bus Technician. David ranked in the Top 30 Diesel Technicians at the Technology and Maintenance Council (TMC) SuperTech competition, which tests trucking industry technicians for written and hands–on tech skills. He first began with DRIVE, formerly known as Management Success, as a client in 2011. David is now the company’s Vice President of Sales, while continuing to run his two shops, 2nd-to-None Service in Moriarty and Albuquerque, New Mexico, with his wife, Lynnetta.
10:00 am- 11:00 am
Tim Spurlock, President of American Diesel Training Centers will discuss a new and dynamic way of finding, training, and retaining technicians.
About Tim Spurlock
Tim co-founded American Diesel Training Centers in Columbus, Ohio because he couldn’t take the status quo anymore. After years of working with slow moving, bureaucratized, over-priced educational institutions around the world, Tim saw a huge opportunity to change lives, help people and fill a huge need in the transportation industry.
Thursday, January 31, 2019
8:00 am – 9:00 am
William (Bill) Wade, Managing Partner, Wade & Partners, will present a session focusing on the Amazon Effect. Bill has published several articles and spoken at many business meetings regarding the Amazon effect.
Immediately following Bill’s session will be a panel discussion moderated by John Blodgett, Vice President Sales and Marketing of MacKay & Company and will include:
- Mike Betts, CEO, Betts Enterprises/Betts Truck Parts & Service
- David McCleave, Director of Marketing and Aftermarket, Hendrickson
- Carl Mesker, Vice President of Sales Americas, SAF-HOLLAND
- Brett Penzkofer, Vice President, North America Aftermarket, Meritor Inc.
- Vince Roth, Vice President of Sales & Marketing, Triangle Suspension Systems, Inc.
- Walt Sherbourne, Vice President of Marketing/Product Management/Communication, Dayton Parts
- Annik Smith, President, The Universal Group LLC
About Bill Wade
Bill Wade is the managing partner of Wade & Partners, a consulting firm that specializes in worldwide vehicle parts & service aftermarket & Industrial distribution.
Prior to starting this firm, Bill was CEO of leading manufacturing companies, including Durakon Industries, FAG Bearings & CR Services/SKF. He also held senior managemen positions with Stant (Gates) Corporation and Parker Hannifin Automotive.
He is the founder of FleetPride Corporation, the largest independent distributor of heavy truck parts & service in the world, and is well known as an expert in the economics of distribution & family business.
Bill also has provided leadership for various industry education initiatives, includingthe Global Automotive Aftermarket Scholarship program and the University of the Aftermarket Northwood University.
He has authored numerous publications and articles, including The Power of One, Introduction to the Heavy Duty Aftermarket & Aspects: Economics of Heavy Duty Truck & Service Marketing distributor training programs. He is a frequent speaker to both manufacturer & distributor groups in North & South America, as well as in Europe.
He has been actively involved with various industry associations, having served on the board for the Motor & Equipment Manufacturers Association (MEMA), the Automotive Warehouse Distributors Association (AWDA), the Council of Fleet Specialists (CFS), the Bearing Specialists Association and the Automotive Sales Council (ASC).
Bill is a graduate of the University of Notre Dame and holds a Master of Management degree from Northwestern University. He is an adjunct professor at Northwood University.
About John Blodgett
John Blodgett started working for MacKay & Company in 1994 as project manager overseeing single & multi-client research projects. Today, Blodgett is Vice President, Sales & Marketing, responsible for client contact for single & multi-client projects. Prior to MacKay & Company, Blodgett worked for John Fluke Manufacturing, Gould Electronics & Syracuse Supply Company (Caterpillar Dealer) in a variety of sales positions.
Blodgett received his BS in Interdisciplinary Engineering & Management from Clarkson University & a MBA from Pepperdine University Graziadio School of Business and Management. Blodgett has served as Vice President of the M.P.S.A. (Midwest Parts & Service Association) & is a member of TMC (Technology & Maintenance Council), AEM (Association of Equipment Manufacturers) & IAC (Intermodal Association of Chicago).
About Mike Betts
Mike Betts is the Chairman & CEO of Betts Company a sixth generation California corporation founded in 1868. Betts Company is one of the five oldest businesses in the State of California with sustained, uninterrupted family ownership. Now celebrating 42 years at Betts, Mike has held numerous positions in sales, marketing & leadership, serving as President & now Chairman & CEO since 1995.
Mike is honored to serve as the new President of the Fresno Business Council & has a passion helping improve “CTE” Career Technical Education programs & increase options for our youth & adults in the USA. He serves as the past Chairman of the Board of “CART” the Center for Advanced Research & Technology, a model joint venture Career Technical Education High School between Fresno & Clovis Unified School districts. He also serves on two Advisory Boards at the California State University Fresno in their business & engineering schools.
Recently, Mike championed the building of the new San Joaquin Valley Manufacturing Alliance where over 150 Fresno & Madera County Manufacturers & over 650 community partners have come together to align & focus on issues facing our manufacturers & to further build upon the already high quality Career & Technical Education pathways we value in our region. Mike serves as the past Chair of the SJVMA.
Mike serves on several industry Boards & is the past President of the “SMI” Spring Manufacturers Institute & is also past Chairman of the “SRI” Spring Research Institute where both organizations share synergies closely aligned to the markets of Betts Company.
About David McCleave
David McCleave serves as the Director, Global Aftermarket for Hendrickson. He leads their aftermarket strategy & corporate integration & has been part of the heavy-duty industry for over 18 years.
David has worked extensively with both the OES & Independent channels of distribution developing strong skill sets in the areas of sales, marketing, distribution, warehouse operations, & other back end business functions serving the parts business. Prior to the Director of Global Aftermarket, David’s previous role was Director of Marketing & OEM Sales for Hendrickson Truck Division where he was responsible for product marketing strategies & long-term production growth plans at the various truck manufactures.
David holds a bachelor’s degree in Marketing from St. Ambrose University and a master’s degree from DePaul University in Chicago, IL.
About Carl Mesker
Carl Mesker is Vice President of Sales for SAF-HOLLAND Inc., a tier one manufacturer of fifth wheels, landing gear, truck & trailer suspensions, pintle hooks, couplers, & king pins. Holland began producing couplers for horse draw plows in 1910 and moved to Holland Michigan to start producing couplers for the transportation industry in the 1920s. In 2007, SAF from Germany, the leading European trailer axle and suspension supplier, merged with The Holland Hitch company and became the SAFHOLLAND Inc, we know today.
Carl is responsible for the OEM, National Fleet, Aftermarket Sales & Service for all of the Americas. He has over 38 years of experience in the trucking industry & while working for SAF-HOLLAND Carl has held positions of Vice President of Aftermarket, Director of Product planning, OEM Account Manager, Regional Manager, Plant Manager & Sales Manager. Prior to working for SAF-HOLLAND, Carl worked for a warehouse distributor & held positions of Branch Manager, Outside Sale Representative, Counterman & began his career as a mechanic.
He holds a Bachelor’s degree in Marketing from Tiffin University, an Accounting degree & a degree in Auto Diesel Technology from the University of Northwestern Ohio.
About Brett Penzkofer
Brett Penzkofer is Vice President, North America Aftermarket for Meritor, Inc. He assumed this position in June 2016.
In this position, Penzkofer has responsibility for the Aftermarket business in North America. He provides direction for the planning, organization & implementation of all sales, business & operations strategies for Meritor’s North America Aftermarket.
Previously, Penzkofer served as Vice President & General Manager, Trailer, since 2015. Prior to that, he was Executive Vice President at Transtar Holding Co., responsible for Transtar Autobody Technologies, King-O-Matic & Nickels Performance. He was also Chief Financial Officer at Transtar Holding Co.
Before Transtar, Penzkofer served in various executive & management positions at Meritor, including Vice President & Controller; Senior Director, Finance; General Manager, Global Product Strategy; & Head of Investor Relations. He joined Meritor in 2006 as Director, Financial Planning & Analysis.
Penzkofer began his career at Chrysler & DaimlerChrysler, working in positions of increasing responsibility in manufacturing and finance.
He earned a Bachelor of Arts degree in social science from Michigan State University & a Master of Business Administration in Finance & Accounting from Wayne State University.
About Vince Roth
Vince Roth is the Vice President of Sales & Marketing for Triangle Suspension Systems, Inc headquartered in Du Bois, PA. Since 1919, the Triangle name has been synonymous with steel leaf springs. In 1969, Triangle was acquired by The Marmon Group, Inc. Triangle Air Springs were added in 1991 to complete the undercarriage suspension product offering. In March 2008, Berkshire Hathaway Inc. acquired majority interest in The Marmon Group of companies. Vince is responsible for overseeing all sales & marketing departments for Triangle Suspension including sales representatives, customer service department, & product managers.
Triangle's strength lies in unparalleled manufacturing & distribution of product focused primarily on the aftermarket. Triangle products are known for quality & value through industry respected brand names such as Triangle Springs, Flagg Suspension Parts & Triangle Air Spring.
With over 25 years in the heavy duty industry, Vince has held numerous positions including Territory Manager, Sales Manager, Regional Manager, Dealer Development Manager, Division Manager, National Account Manager, Key Account Manager & Director of Sales.
Vince has been employed at Triangle Suspension for 12 years. Prior to joining Triangle, he spent 15 years with Champion Laboratories, Inc., promoting Luber-finer filters to the heavy duty aftermarket in various capacities. His background & experience lies solely in the heavy duty aftermarket, where he has been invited to speak & has conducted presentations at industry related events.
About Walt Sherbourne
Walt Sherbourne is Vice President of Marketing & Partner for Dayton Parts, LLC, & directs all aspects of marketing, product management, & customer service. Sherbourne utilizes his successful history of leading both national & international sales & marketing teams to optimize business performance & sustain profitability.
A 34-year veteran of the commercial vehicle industry, Sherbourne has enjoyed a dynamic career, including numerous executive positions with key industry organizations. Prior to joining Dayton Parts in 2014, he spent 20 years with Meritor, Inc. There, Sherbourne served in numerous leadership roles, including Senior Director of Sales North America for the company’s aftermarket business. In this role, Sherbourne was responsible for leading effective distribution channel partnerships to drive significant & sustained sales volume growth.
In addition to his role at Dayton Parts, Sherbourne currently serves on several industry boards, including the Heavy Duty Manufacturer Sales Forum & the VIPAR Supplier Board. He has also served on the boards of the Commercial Vehicle Solutions Network (CVSN) & Spring Service Association (SSA), & was a senior adviser for GenNext HD. Sherbourne was also the 2013 co-chair of Heavy Duty Aftermarket Week, & is a regular speaker at trucking industry events & various business leadership forums.
Sherbourne holds a Bachelor of Science in Business Administration from West Chester University in West Chester, PA, as well as an MBA from the University of Phoenix, Phoenix, AZ
About Annik Smith
Annik Smith is the President & Chief Executive Officer at The Universal Group, LLC, a nationwide distributor of aftermarket truck & trailer components. Based in Pennsauken, NJ, and with a second location in Arlington, TX, the company has its roots in the leaf spring business, but has expanded over the years into a wide array of suspension parts, as well as steering & brake components.
Annik holds a Master of Business Administration - MBA from The Fuqua School of Business at Duke University, & a Bachelor of Science – BS from Brown University in Applied Mathematics and Economics. She has been present at The Universal Group, LLC since 1990.
Annik often sums up her business and leadership approach as follows: “Our philosophy at The Universal Group, LLC is to do the right thing. This applies to how we select products, how we go to market, how we treat our employees, & how we treat our customers & suppliers.”
There is no additional cost to attend SOLD!, however, pre-registration is requested. Click here to register. Please note that you must be registered for HDAW ’19 to attend SOLD!
If you have already registered for HDAW, and wish to attend SOLD!, please contact HDAW Conference Management.