The largest North American heavy-duty industry event, Heavy Duty Aftermarket Week ‘20, pulls in to North Texas in two weeks. It’s hosted by the industry’s top trade associations and attended by distributors, suppliers and service providers representing every aspect of the heavy-duty universe.
The timing and theme – “Conquer Change” – are both prescient as the industry greets a brand-new decade with the knowledge that the path to success requires an evolution. Companies must evolve their data practices, technology, business models, pricing strategies and more in an era of rapid business cycles.
I have the honor of leading a workshop at this year’s event, on Tuesday, January 28, to illustrate how heavy-duty industry leaders can and must use data to their advantage in 2020 and beyond. Easier said than done, I concede. But there are concrete steps companies can take now to make real gains, using the pricing and transaction data they already possess within their four walls.
Too often B2B organizations feel helpless because they think they don’t have enough data, or it’s too disorganized or incomplete, to embark on any kind of transformational project. Since their IT systems aren’t perfect, they think it’s impossible to begin using what they have until they improve those systems.
In my workshop, I will frame my recommendations in terms of what companies are capable of taking on right now, based on personal experience working with heavy-duty companies that have become industry leaders by reimagining how they approach pricing and sales. Much of it comes down to being open to new ways of working and resisting the pull of “this is the way it’s always been done.”
- 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
I hope to see you there! You can still register here.
There are two chances to catch Lindsay’s breakout session on Jan. 28 at HDAW, first at 9:30 a.m. CT and again at 10:30 a.m. CT.
Interested in learning more about Zilliant’s reimagined approach to the heavy-duty industry? Reach out today!