July 31, 2007

News for the commercial vehicle aftermarket distributor

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Industry News

Idling engines may become thing of the past
State regulations, companies' concern for the environment and the high cost of gas are all leading to a cutback in the amount of time truck drivers are allowed to idle their engines. Long-haul tractor-trailers each idle an average of 1,830 hours per year, reports the U.S. Department of Energy's Clean Cities program, leading to nearly $3 billion in wasted fuel. "Reducing idling makes great business sense. I'm not sure why we've done it all these years," says Jim O'Neal, president of O&S Trucking. DC Velocity (7/2007)

Value-added services add to the bottom line
With attempts at price increases not working for most wholesaler-distributors, a better approach is to develop value-added products and services that target unique segments with specific offers. That means educating yourself on the nature of your market niches and targeting markets from the high-end to the low-end, instead of taking a one-size-fits-all approach. W-Ds need to stop giving away value-added services as perks and start utilizing them as chargeable benefits, the authors of this article advise. Modern Distribution Management (7/25)

Helping employees trim fat helps company's bottom line, too
The realization that there is little left to prune from corporate health insurance policies has led to a booming industry for wellness advisers. Employers are finding that engaging their employees in an effort to lose weight and improve their health is also cheaper in the long run. The Washington Post/Associated Press (6/29)

Business Strategy

Balance perks to make them productive
Offering flexible perks to workers can help build morale and loyalty, but such perks need to be implemented in a way that truly addresses employees' work and life issues. Some tips for striking that balance include ensuring that the offerings are not selective or discriminatory, keeping opportunities flexible, and making sure the perks work for the employer as well as the employees. Manage Smarter (7/20)

Sales & Marketing Tips

Playbooks lay groundwork for sales team
A sales playbook can be a useful tool to help salespeople handle various selling situations. Playbooks should include a collection of strategies and methods that describe the positions and responsibilities for each member of the sales team and how they can fulfill their goals. MarketingProfs (free registration) (7/17)

Stand out to be a more successful seller
The story of a Cambodian tuk-tuk driver who stood out amid a throng of rivals with his unique presentation is a lesson for any business looking to win clients and build loyalty. An expert relays four "essential acts" for customer retention: teaching staff to predict and prioritize changing customer needs; repeating success, rather than just promoting it; tuning in to customer problems; and empowering workers to serve customers. Inc.com (7/1)

Management Style

Look to the past to guide your business's future
Entrepreneurs and managers frequently will be confronted with having to make decisions or take actions that could take the company into uncharted, and perhaps perilous, territory. Look to past experiences or perhaps case studies when the time comes to make a tough decision that has many unknowns. "At the very least," says journalist Chris Penttila, "always ponder the worst-case scenario and whether your company could handle it." Entrepreneur (7/2007)

Focused objectives essential in motivating workers
Leadership that provides a strong vision, statement and clear sense of purpose and objectives will inspire employees. Also essential, however, is sustaining the motivation beyond the initial burst of enthusiasm. FastCompany.com (7/10)

Small Business Operations

Ten key ways small businesses can compete
Small businesses can take advantage of certain benefits in order to compete with larger organizations. A list of 10 recommendations includes having a firm grasp on what you do and being the best at it; thinking outside the box in terms of marketing; giving customers a memorable experience and keeping them satisfied, so they'll return. Manage Smarter (7/18)

Association News

CVSN offers top-notch business program in Baltimore
The time has come to sign up for the CVSN Annual Business Forum. This year's forum will be held in Baltimore, Sept. 16 to 20. Be sure to check out the CVSN Web site for the latest on meeting highlights, speakers, registration forms and general forum information.

Learn more about CVSN ->

Membership | Meetings | CVSN News

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