Building Aftermarket Success was the Primary Focus
From May 17th through May 20th, Utility dealer principals and dealer parts managers journeyed into the Sonoran Desert to attend Utility’s 2017 International Dealer Meeting. Themed Genuine Parts… Moving Forward, the event was held at the Sheraton Grand at Wild Horse Pass Resort — a spacious venue that embraces the Native American culture.
Attendees gathered together to hear about the state of the trailer/transportation industry, focus on growing their aftermarket parts business, celebrate successes, and enjoy the austere beauty of the desert environment.
“2016 was a great year for Utility, and it is continuing into 2017,” said Steve Bennett, Vice President for Utility. “We’ve introduced two new trailer models — the 4000D-X Composite® TBR (Tall Bottom Rail) and the 4000AE™ combo flatbed, hit manufacturing milestones, and are continuing to have strong output.”
“Since 2015, aftermarket has continued to grow as well,” added Mr. Bennett. “Our goal is to build on that success moving forward. Aftermarket is essential to a dealership’s future success.”
To accomplish the mission of growing aftermarket sales, key suppliers in partnership with Utility corporate and aftermarket are committed to improving training for dealer personnel. Online training programs will become a part of this emphasis. The goal is to provide dealers with the tools and skills needed to better serve their customers.
During the Dealer Meeting, three guest speakers provided attendees with their invaluable perspectives. Two were key suppliers for Utility and the other was an important customer. Berend Bracht, President and CEO of Bendix, and Gary Gerstenslager, President and CEO of Hendrickson provided overviews of their companies as well as the value of their technology. Mike Moynahan, Distribution Assets Design & Procurement for HEB was the Keynote Speaker. Mike provided attendees with insights into what the customer values.
Many dealers enjoyed great success in 2016. Several relocated, opened new facilities or expanded parts warehouses and showrooms. At the Awards Dinner, 16 dealers earned Round Table Awards, with Utility Trailer Sales Southeast Texas and North Central Utility achieving Platinum status.
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