Ahead of the Curve...
Columns From the Aftermarket Business Series ‘Ahead of the Curve’
Aug 1, 2008
By: Bob Moore
China - Let the games begin
Jul 1, 2008
By: Bob Moore
The global supply chain continues to make for "interesting times" in the aftermarket. Last year I noted
that while China held one-fifth of the earth's population, it consumed a third of the world's steel, half of the
world's concrete and was fast becoming the world's second largest purchaser of goods. That voracious
appetite for raw material to feed its industrial revolution now is driving up costs on every front. The most
recent reports out of China show that material costs from pig iron (up 150 percent) to coke (up 130 percent)
are impacting production, especially for high steel-content auto parts. And we now see a rise in labor rates,
May 1, 2008
By: Bob Moore
In January, I wrote a column wherein I observed that the mega trends of globalization and technology
seemed to be increasing the number of ethical quandaries we are facing. To get a more detailed look at how
these trends affect aftermarket business behavior, I invited readers to share examples of ethical quandaries
they had encountered. Well, in a classic example of be careful what you wish for, I was inundated with
Apr 1, 2008
By: Bob Moore
I was driving home the other night in my pickup when I noticed that switching on my left turn indicator
caused both lamps to flash. The next morning, I called my friend "Don," who runs a repair garage. He told
Mar 1, 2008
By: Bob Moore
I have a good friend who runs a medium-sized family auto parts distributorship. It was started by his father,
who built a solid business and sold it to him. My friend took the business to another level, growing its sales
exponentially and adding a host of company-owned stores to complement a base of independent jobbers. I
recently was talking with him about his business and how he is waging war against his competitors. As a mid-
sized independent WD, he is under pressure from the retail chains, big program groups and OE service
Feb 1, 2008
By: Bob Moore
I recently encountered a longtime associate, a salesman in the Willie Loman tradition. He is a parts peddler
who has seen it all, from the birth of program groups and "muffler wars," to the demise of Sears as an
automotive powerhouse. When I asked him how things were going, he gave me a forlorn look and said, "Bob,
Jan 1, 2008
By: Bob Moore
I'm not sure why, but ethical quandaries are appearing more frequently than ever before in my 30 years in the
automotive aftermarket. And although I have always considered myself to be fair-minded, these issues are
becoming more difficult to resolve. This seems to be true for others around me as well. This train of thought
has helped me identify two "mega-trends" that are linked to the increasing frequency of ethical dilemmas:
Five years goes by and it's still all about the data
Data synchronization continues to be key to improved market efficiencies.
Dec 1, 2007
By: Bob Moore
Turning a deaf ear to our customers' needs, again
Technicians want the technology, not the hassle.
Sep 1, 2007
By: Bob Moore
When products kill: a lesson in product liability
Possibility of lawsuits should be sobering food for thought for all in the aftermarket.
Aug 1, 2007
By: Bob Moore
An open letter to aftermarket 'C types'
Plain talk about a very real problem most aftermarket executives probably don't even realize they may have — and what others may be saying behind their backs.
Jun 1, 2007
By: Bob Moore
Simply forcing your paper catalog data into standards doesn't cut it.
Data standards gamble worth it for risk-takers
Are SEMA folks better equipped to deal with technology than their replacement counterparts?
May 1, 2007
By: Bob Moore
SEMA folks are inherently greater risk-takers because of their businesses' nature.
Putting things in historical perspective
As the market shifts, keep the true customer in mind.
May 1, 2007
By: Bob Moore
As program groups emerged, no longer did distributors grovel for the privilege of selling a product line.
Could globalization be happening in dog years?
As more countries enter the automotive market, the global economy is not a fad we can simply wait out.
Apr 1, 2007
By: Bob Moore
We can't limit our view of globalization as just the phenomenon of China alone.
Europe's path to data standards parallels ours
The European data group TecDoc can teach the U.S. aftermarket about collaboration.
Mar 1, 2007
By: Bob Moore
We are doing things right, but we can learn a lot from the European model.
We can't afford to pitch the baby out with the bathwater
Is the resistance to category management a justified response, or is all this cynicism unwarranted?
Jan 1, 2007
By: Bob Moore
I have this fantasy where I do an aftermarket version of "Jay-Walking." It's exactly like the popular segment on "The Tonight Show," where Jay Leno walks up to people on the street and asks them seemingly simple questions and gets some of the most outrageous answers imaginable. Leno might say, "Tell me what you know about Condoleezza Rice," and he gets a response like, "Isn't that the casserole with broccoli and cheese?"
Category management moves beyond fuzzy dice
Demystifying this issue may be a difficult task for aftermarket decision-makers.
Dec 1, 2006
By: Bob Moore
Understanding the end-user's perspective on consumption epitomizes category management.
Repair accessibility issues heard loud and clear
Nov 1, 2006
By: Bob Moore
What action is required by the aftermarket to keep our shops in the repair business?
Do we have a blurred image of our customers?
Maybe nurturing a 'channel partner' approach can change the way we think.
Oct 1, 2006
By: Bob Moore
We should view the aftermarket as a supply chain with a single common customer.
Defying all logic with aftermarket pricing
In our industry, is the term 'aftermarket pricing strategy' just an oxymoron?
Sep 1, 2006
By: Bob Moore
The aftermarket's pricing methods are at least a half century old.
Globalization is an inevitable force of nature
North American manufacturers must view their business in a global perspective to survive.
Aug 1, 2006
By: Bob Moore
When my editor sent me an outline of the content that was slated to appear in this issue, one item jumped out at me. It read, "An analysis on India, and how the country will increase its impact on the worldwide stage due to its outsourcing capabilities, as well as its large youth population."
It's piracy that's the problem, matey
The industry should blame the bootleggers, not the technology, for stolen data.
Jul 1, 2006
By: Bob Moore
OEM dealers will continue to steal our market share unless the industry gets over its petty concerns.
What a long, strange 'trip' it's been
Jun 1, 2006
By: Bob Moore
Call it what you want, but paranoia runs deep on the issue of aftermarket data sharing.
Infected with 'the shrinking candy bar' syndrome
May 1, 2006
By: Bob Moore
Margin erosion is stifling growth...and leaving the aftermarket with a recipe for disaster.
Are we prisoners to published pricing?
Apr 1, 2006
By: Bob Moore
Does our industry suffer from low self-esteem? It seems the aftermarket has always thought of itself as second-class, especially when compared to the OEs. And that attitude manifests itself into our pricing.
Shaking the foundation of our supply chain
Mar 1, 2006
By: Bob Moore
Will 'disorigination' redefine the roles trading partners have had for nearly 100 years?
In globalization game, parts makers must suit up
Feb 1, 2006
By: Bob Moore
There are few rules, and the concept of fairness is replaced by a harsh reality of what will be.
Low-cost parts create far-reaching ripple effect
Jan 1, 2006
By: Bob Moore
Much more than price is at stake when dealing with suppliers in low-cost countries.
The 'matching game' isn't adding up for some
Nov 1, 2005
By: Bob Moore
Synchronization of product attribute data could save millions, but few seem to understand.
'Cocktail conversations' reveal true misconceptions
Oct 1, 2005
By: Bob Moore
Event discussions prove that people have not changed, though technology has.
Do we consistently overlook our best partner?
Sep 1, 2005
By: Bob Moore
The technician?s needs and opinions may often be ignored in too much of what we do.
Techs may not be forthright about price
Aug 1, 2005
By: Bob Moore
Are technicians not being straight shooters, or are we pushing them toward value lines?
Challenges quickly stacking up for aftermarket
Jul 8, 2005
By: Bob Moore
The aftermarket is facing unprecedented challenges that must be addressed forthwith if we are to continue to be a viable market channel.
A revolution is needed at the parts counter
Jun 6, 2005
By: Bob Moore
Internet Parts Ordering expedites orders and can lead to profound savings.
Industry's technology stuck in the Stone Age
May 1, 2005
By: Bob Moore
Many aftermarket practitioners, especially distributors, are still using technology tools that are little more than "stone knives and bearskins."
Supply chain management: Conceptual fluff or real grist?
Mar 31, 2005
By: Bob Moore
Columnist Bob Moore talks about our industry's antiquated business practices.
This industry is faced with a puzzling problem
Mar 1, 2005
By: Bob Moore
The aftermarket's blind pursuit of OE form, fit and function has me going off on a rant.
Are we tipping the scale in the OE's direction?
Feb 1, 2005
By: Bob Moore
The steady migration to 'value lines' may be helping OEMs get back in the parts business.
Success against OEMs is a matter of 'trust'
Jan 1, 2005
By: Bob Moore
An Aftermarket Data Trust could be a formidable force against OEM competition.
Staid CARQUEST makes bold acquisition
Dec 1, 2004
By: Bob Moore
Worldpac purchase may be a brilliant strategic move to consolidate with service technicians.
His accent is entertaining; his message...blunt
Oct 29, 2004
By: Bob Moore
Scotsman Dave McCann says not everyone is enamored with technology.
A state of perpetual data synchronization
Oct 1, 2004
By: Bob Moore
TEST program strives to "prove concept" of technology cost-savings.
Aug 1, 2004
By: Bob Moore
The coming green flag of economic recovery will provide tech & data savvy companies with disproportionate reward.
This industry got what it needed: plain speak
Jul 27, 2004
By: Bob Moore
Aftermarket executive speaks his mind on supply chain technology at Global Symposium.
The data "haves: and "have-nots"
What is the consequence of proprietary eCats?
May 11, 2004
By: Bob Moore
Generally speaking, the automotive aftermarket has little regard for data. Perhaps it is because we never stop to think that around 85 percent of the time an auto part is sold in this aftermarket, it is looked up electronically. And computers are only as good as the source data loaded into them. Old adages like “content is king” and “garbage in, garbage out” really do apply to computer data. And all too often, we are loading bad data into our systems. And bad data results in lost sales.
"Well, if I were you, I'd go to the dealer"
Is the slow delivery of data costing the aftermarket more than $5 billion annually?
Mar 10, 2004
By: Bob Moore
Something happened to me the other day that was not only disturbingly disappointing, but managed to boost my blood pressure by about 20 points. And like so many things do, it caused me to stop and consider some of the real problems we face in the automotive aftermarket.
Data certification moves from concept to reality
The market just might be catching up with Bob’s optimistic quest for supply chain automation
Jan 13, 2004
By: Bob Moore
Columnist Bob Moore is guardedly optimistic that the time has come for adoption of supply chain technology. Walking the aisles at the AAPEX show, he was awestruck by the industry’s changing attitude. Suddenly the hot topics weren’t just who was buying whom, or what big chain was banging on vendors for concessions.
Industry data is way out of sync
The data gap between buyers and sellers is causing big financial and supply chain problems
Oct 31, 2003
By: Bob Moore
There was one presentation made at the most recent Aftermarket eForum that may have slipped by many of those in attendance. Nevertheless, some, myself included, might argue that it was the most significant presentation of the eForum.
Exclusive Interview: CCITRIAD alters its name and its course
Oct 17, 2003
By: Larry Silvey, Michael Willins, Bob Moore
CCITRIAD Inc. was recently renamed Activant Solutions Inc. Senior Vice President and General Manager of the Automotive Group Hoon Chung says the change is more than symbolic as the company moves from being product-centric to customer-centric. Ultimately, Activant wants to lead the industry to a new level of efficiency and profitability.
Discounts off blue have always been a hook
The blue price sheet sets up the “deal,” which can always be beat by a “better deal.”
Oct 1, 2003
By: Bob Moore
“Why do we continue to use the antiquated system of ‘manufacturer suggested jobber price’?” as the basis for all pricing in the aftermarket? Isn’t a system that assumes a part should be sold for the same price without regard for local conditions pretty outmoded?
Building a new business model won’t be easy
Excess inventory is our greatest challenge; no doubt technology will play a key role to fix it
Aug 25, 2003
By: Bob Moore
One element of why supply chain technology is so critical to the future of the aftermarket relates to the very way that we are currently doing business and the challenge we must face to transform our business model if we are to remain viable. That sounds a touch foreboding, and maybe it is.
Trust will help you bridge the collaboration gap
Jun 6, 2003
By: Bob Moore
Columnist Bob Moore says it's now time for us to tackle the messy business of trust and collaboration –– two commodities as rare as double-digit profits in the aftermarket. The aftermarket has reached a point where suppliers and customers no longer can work independently and expect to effectively address their complex problems.
A mature market doesn’t have to be decrepit
Mar 26, 2003
By: Bob Moore
I was making a presentation the other day, and I got “one of those questions.” "I just have to ask, why? Why is all this ‘techie’ stuff necessary?" At first, it seemed innocent enough, but in reality it was bone jarring.
The transformation of the industry is at hand
Perhaps surprisingly, information technology leads the way
Feb 1, 2003
By: Bob Moore
Here we are at the gateway of a new and equally trend-setting change like the one we witnessed with the convergence of sales and marketing in the 1970s and 1980s. This time the convergence will be between marketing and information technology (IT).
Moore For Your Money:
The race to start over
Aug 1, 2002
By: Bob Moore
The yellow flag has been waved, giving new life to the pursuit of an effective supply chain.
Moore for your money:
It's the data, stupid
Jun 1, 2002
By: Bob Moore
Have we as an industry spurned the technology that has enabled other industries to make quantum leaps in efficiencies because we didn’t understand it, feared the investment or thought what we were doing was “good enough?” Are we guilty, like Kmart of neglecting that which can help us? I’ve decided the short answer is “Yes.”
You can run, but you cannot hide
Feb 1, 2002
By: Bob Moore
Many aftermarket business executives were quick to rejoice in the failure of the so-called dot-coms as evidence of their own instincts to dismiss e-commerce and the significance of its need in their business. But the reality is the failure of clueless techies to sell auto parts directly to car owners over the Internet, and the real and pressing need for you to automate the rote and repetitive task in the resupply function of your business, have nothing whatsoever to do with one another.
“Ahead of the Curve” is a monthly column authored by Bob Moore in Aftermarket Business Magazine.