HDAW '20 Education Presentations

Customer Workshop:
Missed Sales & Lost Revenue: Using Data to Change the Game
Presenter:  Lindsay Duran, Chief Marketing Officer, Zilliant

Heavy duty aftermarket parts distributors and dealers are facing an uphill battle in 2020 with economic uncertainty, the emergence of online competitors, an aging workforce and continued margin pressure. While sales people are doing the best they can to make the best possible commercial decisions, over discounting, customer churn and missed sales opportunities are further dragging down P&L performance. The good news is that the data you collect in the course of doing business holds a wealth of information and the keys to unlocking more profits and faster revenue growth. This session discusses how distributors – at all stages of data maturity – can put insights from their data to work to improve pricing decisions, increase margins, and grow and retain wallet-share with customers.

Key takeaways:

  • Common misconceptions about the value and usability of your data
  • How to begin mining your existing data for actionable sales opportunities
  • Tactics and data-driven approaches to address the most common sources of margin leakage
  • How to engage your sales team to drive sustained behavior change

Click here for the PDF version of Lindsay Duran's presentation.
Click here to view the video of Lindsay Duran's presentation.

About Lindsay Duran
As the leader of Zilliant's marketing organization, Lindsay Duran is responsible for accelerating growth strategies, demand generation, product marketing, corporate communications, sales enablement and market positioning. Before serving as CMO, Lindsay was a top-performing Zilliant sales director for three years, where she established a track record of success working with B2B company leaders to identify their unique pricing and sales challenges and remedy the most significant sources of revenue and margin leakage. Prior to that she spent three years as Zilliant's director of marketing.

Prior to joining Zilliant in 2012, Lindsay served as a senior consultant at Deloitte Consulting, & held product management and product marketing manager positions at Dun & Bradstreet. Lindsay holds a Bachelor of Science in Public Relations & a Master of Business Administration from the University of Texas at Austin. Lindsay is also a co-founder of Club Blue of the Austin Area, a non profit organization.

Products Workshop:

Delivering Efficient Solutions
Presenter:  Rich Ferguson, Managing Director, Ferguson Partners LLC

When considering and contemplating future business plans, there are many product trends, such as cameras, sensors, safety equipment and powertrain evolution, which need to be understood and considered. This session will explore historical and future trends in the commercial vehicle industry to provide insight into necessary educational, product or strategic business planning for aftermarket stakeholders. The goal is to provide insights and ideas to meet the customer needs and the ever-changing marketplace.  Attendees will walk away with:

  • An overview of product trends you will see today and tomorrow in your business
  • An understanding of how these trends will impact your business

Click here to view the PDF version of Rich Ferguson's presentation.
Click here for the video of Rich Ferguson's presentation.

About Rich Ferguson
Rich is a performance-driven executive with over 20 years of diverse business experience focusing on developing, deploying and controlling global strategic organic growth and acquisition plans to achieve key performance targets and EBITDA expansion. His extensive knowledge was acquired through senior executive positions in business unit management, sales, operations and strategic planning with Global Fortune 300 companies including the Volvo Group and Daimler AG. In recent years, Rich worked in the Heavy Truck and Commercial Vehicle business segments holding P&L accountability for revenue ranging from $350M to $1.6B in B2B and B2C environments. His roles included Senior Vice President for the Volvo Group where he directed the Mack and Volvo Trucks NAFTA aftermarket parts sales and customer support business unit. Previously, Rich worked for Daimler AG in executive leadership positions that included President of North American Commercial Bus Operations and President & GM of Daimler Trucks Remarketing. Moreover, he as significant M&A experience in identifying, negotiating and closing transactions in commercial vehicles, oil & gas refining & marketing and service industries such as telematics, security monitoring and cable TV.

Rich earned his MBA from the Olin School of Business at Washington University in St. Louis and his BSBA from the University of Missouri-Columbia.  He is a member of Financial Executives International (FEI), Alliance of Merger & Acquisition Advisors (AM&AA) and Association for Corporate Growth (ACG). He is also an advisory board member for Bergstrom, Inc., a thermal management provider for the transportation industry.

Technology Workshop:

What Connected Service Management Means for Your Customers?  
Presenter:  Rob Bradenham, Senior Vice President, Commercial Vehicles, Decisiv, Inc.

As more trucks and equipment are connected via telematics, fleets are inundated with more data than they can currently act on.  To take advantage of this data, fleets must connect to their entire service ecosystem: assets, components, service providers, digital solutions and different internal stakeholders. This means the new ‘connected’ service ecosystem world requires aftermarket players to think differently as to how they deliver value to customers. How are your customers using these new technologies? What do distributors need to think about to keep pace with the new demands of fleets? Join us for this session on connected service management and walk away with:

  • An understanding of what ‘connected’ service management and predictive maintenance mean to fleets and the aftermarket
  • How the aftermarket can begin to adjust to deliver greater value to customers in the connected environment

Click here to view the PDF version of Rob Bradenham's presentation.
Click here for the video of Rob Bradenham's presentation.

About Rob Bradenham
Rob Bradenham has significant technology and operations experience in the industrial and high-tech industries, as well as at McKinsey & Company and as a U.S. Navy officer. At Caterpillar, he led efforts to help equipment operators increase the ROI in their assets by using data analytics and advisory services to make better maintenance and operations decisions. Prior to that, Mr. Bradenham led growth at ESRG, resulting in its acquisition by Caterpillar. At Decisiv, he leads the Commercial Vehicles business, working with major OEMs, service providers, fleets, managed care providers, and other participants in the commercial vehicle service ecosystem. He also leads Decisiv's Data Services business, focused on leveraging the unique capability of the Decisiv platform to bring together data from all aspects of an asset throughout its lifecycle.


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