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AAIA/BB&T Weekly Automotive Aftermarket Intelligence Update, global aftermarket solutions platform launched by Polk, reminder to check vehicle’s cabin air filter, setting realistic sales targets, lessons from great mentors, and how to become a successful sales coach.
AAIA and BB&T Capital Markets have teamed up to provide a unique report available through AAIA. This report, AAIA/BB&T Weekly Automotive Aftermarket Intelligence Update, is published every week in AAIA SmartBrief and provides a comprehensive and timely report including trends about the aftermarket and the relative performance of companies serving the industry, including manufacturers/suppliers; distributors; retailers; service and repair; and collision. The recently upgraded report format provides more visual graphics on such topics as current 12-month automotive aftermarket stock performance, recent quarter sales growth, miles driven and price per gallon of gasoline and commentary regarding “What We are Hearing from the Road.”
To address the needs of the expanding dynamic global automotive aftermarket, Polk has announced it has launched the world’s largest and most complete resource for vehicles in operation and original equipment parts intelligence. Polk’s WorldView, the industry’s first comprehensive solution of this nature, integrates several previously independent products from Polk into one global solution. It is now available to customers in the commercial and light vehicle aftermarket, providing comprehensive global business planning support. Polk is already showcasing this new solution to its customers through private meetings with extremely positive response and will highlight its new capabilities during its participation at the Automotive Aftermarket Products Expo in Las Vegas, Nov. 5 to 7, in exhibit #4634. For additional information, visit the website.
The Automotive Aftermarket Industry Association is hosting a complimentary, 30-minute, members-only webinar, “How to Determine Full-Time Equivalents and Full-Time Employees,” on Thursday, Oct. 17, at 11 a.m. EDT. This is the third in a series of five webinars being hosted by AAIA this fall on different aspects of the Affordable Care Act. The webinar will be presented by Anita Baker, managing partner, employee benefit plans, CliftonLarsonAllen LLP. The two September webinars in the series covered state/federal exchanges, subsidies and cost sharing reductions, and ACA’s impact on small employers. In addition to video archives of these webinars, AAIA members have access to more exclusive information on health care reform, and can register for a discounted health insurance and penalty report specific to their company via the AAIA website. Registration for the Oct. 17 webinar is now available. For more information, contact the AAIA education department at 301-654-6664.
Nominations are being accepted for AAIA standing committees for a three-year term commencing January 2014. These committees primarily meet two times a year in conjunction with AAIA Leadership Days in the spring and fall, throughout the U.S., to provide direction and develop plans for the association. Some committees may meet an additional time and/or schedule various conference calls/webinars. There is a limited number of openings for each committee. Criteria, goals and missions for each committee are listed online. If your job responsibility coincides with any of the committees mentioned and you are interested in becoming more involved in AAIA, please complete a nomination form, and include your relevant experience and qualifications. E-mail the form, along with an updated bio. The deadline to submit nominations is Nov. 15.
Car Care Council News
Before winter sets in is a good time to check your cabin air filter, after it’s been working hard all spring, summer and fall. Cabin air filters clean the incoming air and remove allergens, and according to the Car Care Council, should be replaced every 12,000 to 15,000 miles, or per the owner’s manual. The cabin air filter helps trap pollen, bacteria, dust and exhaust gases that may find their way into a vehicle’s air conditioning and heating and ventilation systems. The filter also prevents leaves, bugs and other debris from entering the heating, ventilating and air-conditioning system. “Many people don’t even know they have a cabin air filter in their vehicle and most others aren’t aware of the health benefits of changing it,” said Rich White, executive director, Car Care Council. “Checking the cabin air filter is a simple preventive maintenance step that goes a long way toward protecting passengers, as well as the vehicle’s HVAC system.”
Sales representatives are sometimes saddled with unattainable sales quotas, writes Joel McCabe. It’s critical to understand that quotas are often selected as a result of both top-down and bottom-up processes, he writes. A top-down perspective will account for factors such as previous performance, whereas a bottom-up approach will focus on territory potential in addition to other metrics. Sales Benchmark Index/Sales & Marketing Effectiveness Blog (10/4)
Chester Elton has had several great mentors and says the lessons they taught him remain a constant part of his leadership and working life. The impact can last years beyond the initial intensity of mentoring. “Great mentors find ways to let you know they’re still out there cheering for you, even years later,” Elton writes. LinkedIn (10/6)
As a sales manager, it’s important to cut ties with poor performers and avoid interfering in the sales process, writes Hal Becker. “Coaches don’t make plays,” he writes. “They now are supposed to observe their salesperson’s talent.” Also, make your employees’ well-being a priority, and ask questions to help salespeople uncover valuable insights. American City Business Journals/Kansas City, Mo. (10/4)
“Nobility without virtue is a fine setting without a gem.”– Jane Porter, Scottish writer