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AAIA/BB&T Weekly Automotive Aftermarket Intelligence Update; January AAIA Industry Indicators Report; business confidence grows among aftermarket leaders; coaching workers through periods of lacklustre performance; and how to cut the fat from your sales pipeline
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 report provides 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.”
The AAPEXedu Webinar Series is off to a solid start with 218 registrants participating in the first attendee webinar, “Prospect to Customer: How to Use Micro-Conversions to Build Your Business”. The first exhibitor webinar, “The Exhibitor Report Card from AAPEX 2013”, drew 114 registrants. The webinars are offered to ensure attendees and exhibitors increase their businesses at the 2014 Automotive Aftermarket Products Expo, slated for Tuesday, 4 Nov., through Thursday, 6 Nov., at the Sands Expo Centre in Las Vegas. AAPEX provides the monthly webinars at no cost to exhibitors and attendees. The second exhibitor webinar in the series is scheduled for 4 p.m. EST, Tuesday, 11 March, while the next attendee webinar is set for 11 a.m., EST, Thursday, 13 March. Both will focus on “Social Media for B2B”. AAPEX is jointly sponsored by the Automotive Aftermarket Industry Association and the Automotive Aftermarket Suppliers Association. For more information, please visit the show website or send an e-mail.
The Industry Indicators Report is a statistical compilation of key economic variables that are released each month by a variety of business and government sources. The monthly Industry Indicators Report is an AAIA member-only benefit. Reports and commentary are posted in the Knowledge Centre on the AAIA website and are accessible through AAIA username and password. For questions regarding this report, e-mail Ron Rossi or go online for more information on AAIA membership. If you need assistance with your username and password, contact the AAIA membership department at 301-654-6664.
Results of the joint Business Confidence Index for December 2013 show that aftermarket business leaders had a more confident outlook on the economy and the automotive aftermarket over the next 12 months, reports AAIA and Northwood University. AAIA members completed the 36th monthly index survey and, according to the data, the overall AAIA/Northwood University Automotive Aftermarket Business Confidence Index for December was 30.83, up from the November reading of 8.11, placing aftermarket leaders in the upper-range of the “slightly more confident” category. The overall AAIA/Northwood University Automotive Aftermarket Economic Confidence Index for December was up to 20 from the November reading of -6.76, placing aftermarket business leaders on the median side of “slightly more confident” in the economy as a whole in December. The 37th monthly instalment of the survey was sent to members on 10 Feb. Results will be calculated monthly and reported in AAIA SmartBrief. Member responses will be used solely in the aggregate and for the purpose of providing empirical information. For more information, contact AAIA market intelligence at 301-654-6664 or Timothy G. Nash, Northwood University, at 989-837-4323.
Workers who slow down or slack off during periods of change need coaching to help them get back up to peak levels, consultant Belinda Summers writes. She shares tips, starting with explaining the changes you are making and the reasons for them. B2C Marketing Insider (2/14)
Next time you’re avoiding an important project, think about what could go wrong if you don’t get started, Heidi Grant Halvorson writes. Also, try using an “if, then” planning strategy. “Do yourself a favour, and embrace the fact that your willpower is limited,” she writes. Harvard Business Review online/HBR Blog Network (2/14)
It might be time to clear dead deals out of your sales funnel if your forecast accuracy is poor or if your salespeople don’t have enough time to spend on finding new customers, writes Chris Lytle, founder of Sparque. A key step in rejuvenating your pipeline is to begin keeping track of how many prospects have follow-up meetings scheduled with your representatives. “The number of scheduled meetings with high-value prospects is the leading indicator of the health of your company’s sales pipelines,” he notes. Radio Ink (2/14)
“What they call ‘talent’ is nothing but the capacity for doing continuous work in the right way.” – Winslow Homer, American painter