Newsletter

Distributor Highlight

Distributor Highlight

Getting to know Royal Truck and Trailer  

 

Adam Pigeon, COO at Royal Truck and Trailer

 

Please briefly describe the history of your business (a quick summary is fine).

Royal Truck and Trailer is a third-generation family owned trailer dealership that was founded by Roy Bumgardner in 1970.

 

Please briefly describe your company’s distribution structure: What do you sell, who are your vendors, who are your customers, etc.?

We sell trailers, truck bodies and liftgates, which we also have full repair services and parts departments for. We are partnered with Great Dane Trailer, MAC Trailer, Talbert Manufacturing, Morgan Truck Bodies and VIPAR Heavy Duty.

 

What separates your business from competitors in its marketplace?

We put our employees and customers above all else which has allowed us to build a business that no single competitor can compete with in terms of knowledge, capacity or diversity.

 

How do you believe customers perceive your business?

Best resource in the market to help keep their equipment on the road.

 

How and why have your customers stayed loyal to your business?

Standing behind our products and work brings the customers back, but our great staff that go the extra mile for the customer creates the loyalty.

 

What is one thing most customers/suppliers don’t know about your company that would surprise/impress them? (i.e., tell us something about your company we don’t know)

We have a plan to triple in size over the next ten years.

 

What makes your business a great place to work?

We encourage everyone on the team to share their ideas on how we can make the company better.

 

How vital is it to have quality employees entering your business from younger generations, and how are you trying to recruit these younger professionals?

Recruiting is a top priority but we also have had good luck recruiting friends and family of our current employees.

 

Do you feel your business is in the position to change with the times? If so how?

Yes. Our team is creative and our ownership is willing to invest in that creativity.

 

Do you have any advice for the next generation, as they work in this industry?

If you want to be successful in the future you can’t treat your current position like it’s just another job.

 

What are your goals for the long-term future of your company?

We would like to hit $1 billion in sales before the fourth generation takes over of the company.

 

Why did your company join GenNext? How can GenNext help your employees?

We joined for the training and networking. Help vendors come up with better on-site training programs.

 

What are the three most pivotal moments in your career that you either learned from and/or that got you where you are?

I was fortunate to have experienced implementing a new computer system and opening new branches through both acquisition and a greenfield facility.

 

Are there any industry leaders that have influenced you/mentored you? Who were they and how has their knowledge assisted you?

The ownership and managers at Royal Truck and Trailer have all been great mentors to me. Each one of them helped shape my career path and continue to make me better.



Supplier Highlight

Supplier Highlight

Getting to know Tectran

 

Amber Warden, Sales & Marketing Specialist at Tectran

 

Please briefly describe the history of your company.

Tectran is a manufacturer and marketer of air, hydraulic and electrical components and systems for the transportation equipment industry. For nearly 50 years, our primary focus remains on the heavy truck, trailer and bus industries.  Selling through an extensive network of professional parts marketers, Tectran produces high quality, U.S. made products that offer maintenance, operating, safety, and security solutions to equipment operators throughout North America.

 

Tectran actively participates in major industry technical specification groups, and our commitment to quality and durability assure leading edge product designs and superior performance. We hold several patents, and closely listening to the needs of the end user to meet their demanding market applications.

 

Quite simply, we keep trucks moving.

 

Please briefly describe your company’s sales structure: What do you sell, who are your customers, etc.?

Tectran sells and markets its products through a direct sales force, located within their territories across North America. Our sales team works closely with our aftermarket distribution partners, creating pull-through sales from the fleets and end users looking better parts.

 

What separates your business from competitors in its marketplace?

The constant pursuit of better is clearly what drives Tectran. Better design, better materials, better performing products, better service, better systems, better relationships. “Good enough” is clearly not good enough for Tectran. This pursuit of better is what has always made Tectran an innovator in the industry. We’re constantly improving. It’s what separates us from the other guys. It’s why people buy from us.

 

How do you believe customers perceive your business?

We survey our customers regularly and ask what they think of Tectran. And while Tectran customers generally agree that we offer high quality products, they don’t always understand why parts from Tectran are superior to alternative sources. But we are working on getting that message out. That along with our commitment to delivery, pricing and service makes Tectran a preferred supplier.

 

How and why do your customers stay loyal to your business?

First, it’s our people. Our salespeople, service staff and leadership team have genuine relationships with our customers. Many of these friendships span decades, and generations.  We enjoy that style of business. Second, it’s our products. In today’s world of mass production and cheap offshore knock-offs, Tectran is the industry innovator and problem solver, always seeking to make things better for the driver behind the wheel, the mechanic in the shop and the distributor behind the counter.

 

What is one thing most customers/suppliers don’t know about your company that would surprise/impress them? (i.e., tell us something about your company we don’t know)

Our core products are made right here in the USA. It doesn’t matter whether you drive on a rural stretch of highway or a crowded expressway at rush hour, the performance of the smallest part matters. Simply put, better parts made in the USA make a difference.

 

What makes your company a great place to work?

The constant pursuit of “better” is clearly what drives Tectran. Better design, better materials, better performing products, better service, better systems, better relationships. “Good enough” is clearly not good enough for Tectran. This pursuit of better is what has always made Tectran an innovator in the industry. We’re also constantly improving. It’s what separates us from the other guys. It’s our ‘why?’ and it’s a big reason why our staff comes to work each day.

 

How vital is it to have quality employees entering your business from younger generations, and how are you trying to recruit these younger professionals?

It’s critical to health of the business now and for the future. We actively recruit with this in mind. Tectran offers opportunity that many other businesses choose not to offer. While experience is nice to have, we look at energy and enthusiasm as real differentiators.  Many members of our key staff received their subject matter experience at Tectran.

 

Does your business feel it is in the position to change with the times? If so how?

Change is constant, and often required to achieve desired results. We recognize new technology is out there and will impact our current business in some way. We regularly ask ourselves, ‘What new opportunities will arise? How can Tectran participate? How will this make Tectran better?’ We then deploy resources — some existing, some acquired, to take on that challenge and position our product lines and business for the future.

 

Why did your company join GenNext? How can GenNext help your employees?

GenNext is a great way to contribute to the growth of the heavy-duty aftermarket industry and keep up with advances in our field, as well as an excellent opportunity for key members of the Tectran to learn from others who may have more experience or new ideas. They then bring those ideas back to their teams to generate new thinking and active projects at Tectran.

 

 



Organizational Update

Organizational Update

Nomination period open for our 4 Under 40 Awards

GenNext would like to encourage all of its members to nominate a friend or colleague for our second annual 4 Under 40 Award, sponsored by TPS magazine.

We introduced our 4 Under 40 Award program last year to recognize younger individuals for their outstanding commitment to the heavy-duty aftermarket industry. All industry professionals are welcome to nominate someone for the 4 Under 40 award — young men and women who are demonstrating involvement, innovation and commitment within the aftermarket.

The criteria for the 4 Under 40 Award are as follows: nominees must be under the age of 40 as of Sept. 1, 2019; must be currently employed in the heavy-duty aftermarket industry, must demonstrate leadership qualities; and strive to propel the industry forward through involvement and innovation.

“In the heavy-duty industry we have some of the most inspirational, brightest and best leaders to have left their impressions before us. The next generation of leaders has some very big shoes to fill, to say the least,” says GenNext President Nick Seidel of Action Truck Parts. “The 4 Under 40 Award is way to recognize those individuals who are young and passionate about our industry. Those individuals already leaving an imprint and beginning to fill the shoes of our predecessors.”

The four young professionals chosen from the list of nominees will represent the best of the industry and will be honored at the 2019 Commercial Vehicle Solutions Network (CVSN) Aftermarket Distribution Summit in September in Banff, Alberta, Canada. Last year’s winners were Steve Hansen (Minimizer), Ian Johnston (Harman HVS), Nikki Paschall (HDA Truck Pride), and Nick Tosie (BorgWarner).

The awards are free to enter and self-nominations are encouraged as well. Distributor, supplier, marketing group, media and association management employees are eligible for the award. The nomination form is available at https://gennexthd.com/4-under-40/.

Committee updates

In other news, GenNext’s Recruitment committee, in addition to its 4 Under 40 responsibilities, is developing an industry job board. The committee is working on a recruitment video for the industry with the HD Group that will be used to promote the job board and aftermarket industry when the former is released later in 2019.

The Recruitment committee also was instrumental in April’s industry panel discussion at the 2019 HDA Truck Pride Annual Meeting in Orlando. Featuring John Bzeta, president, Fleet Brake; Dominic Grote, president and CEO, Grote Industries; Paige Petroni, executive vice president, Fontaine Fifth Wheel; and Tina Hubbard, vice president of marketing and program management, HDA Truck Pride; the panel focused primarily on what led these successful professionals into the aftermarket and the reasons why they remain engaged.

For a complete recap of the panel discussion, please see https://www.truckpartsandservice.com/feature-autoscroller/hda-truck-pride-annual-meeting-kicks-off-with-gennext-panel-discussion-on-hiring-employment/

Work on a future GenNext podcast series has been started by the Education committee. Like the job board, the committee says the podcast is on track for a late 2019 introduction.

GenNext’s second-quarter webinar, “How to Kill a Turbo,” was led by Turbo Solutions’ Ty Hagy and John Ferry and addressed the causes of and how to prevent turbocharger failure.

During the webinar, the duo showcased how a failing turbocharger has a significant impact on a customer’s vehicle. It can cause a loss of power, increased noise, wheel rub on housings, damaged turbine or compressor blades, oil leaks and engine damage. May’s webinar also outlined several possible reasons for turbocharger failure, among them are poor quality oil or oil contamination, dirt or foreign object damage and improperly maintained aftertreatment systems.

For a complete recap of last month’s webinar, please see https://www.truckpartsandservice.com/semi-truck-repair-service/gennext-webinar-addresses-turbocharger-failure/.

Additionally, the Education committee is working to schedule a third-quarter webinar in July. The committee says the webinar will provide an overview of the GenNext HD organization for new members. Future webinars also are in development for September and December and will be announced when confirmed. The committee says it is open to any webinar suggestions, and requests members submit their webinar ideas at info@gennexthd.com.

Finally, GenNext is thrilled by the success of its fourth annual Distributor Training Expo (DTE), held with CVSN in April. The event was attended by 200 distributor sales associates and featured high-value product training from more than two dozen industry suppliers, as well as keynote presentation regarding distribution pricing by Dr. Al Bates.

A post-event survey revealed 94 percent of attendees approved of the experience (58 percent were very satisfied and 36 percent were somewhat satisfied).

More information regarding this year’s event can be found at https://www.truckpartsandservice.com/aftermarket-truck-parts-service-news/high-event-satisfaction-support-for-growth-key-message-during-another-successful-distributor-training-expo/.



Supplier Highlight

Supplier Highlight

Getting to know BorgWarner and the Delco Remy® brand

 Nick Tosie, national accounts manager


Please briefly describe the history of your company? Please briefly describe your company’s sales structure: What do you sell, who are your customers, etc.?

BorgWarner Inc. is a global product leader in clean and efficient technology solutions for combustion, hybrid and electric vehicles for the light, medium- and heavy-duty markets. BorgWarner Corporation, the predecessor to BorgWarner Inc., was formed in 1928. Founding companies include Borg & Beck, Marvel-Schebler, Warner Gear, and Mechanics Universal Joint. Today’s company, BorgWarner Inc. is a result of Borg-Warner Automotive spinning off from the Borg-Warner Security Corporation in 1993 and becoming an independent company in 1993.

The Delco Remy brand became a part of the BorgWarner family in 2015 when the company acquired Remy International. Today, BorgWarner’s produces and sells Delco Remy starters and alternators for the commercial vehicle aftermarket as well as major truck OEMs. In addition to the Delco Remy brand products, BorgWarner also manufactures and sells fan clutches and fans for medium and heavy duty commercial vehicles. The company sells original equipment (OE) products to both commercial vehicle original equipment manufacturers (OEMs) as well as aftermarket sales through a network of independent warehouse distributors, buying groups, national wide aftermarket companies and OES truck dealers. The company also manufactures products for the transit bus, coach, school bus, and off highway markets.

BorgWarner’s customers are local and national truck fleets, owner-operators and other end users.

With manufacturing and technical facilities in 66 locations in 18 countries, the company employs approximately 29,000 worldwide.

 

What separates your business from competitors in its marketplace?

The quality of our products and our coverage in the marketplace. As an OE supplier, all of our products are the same quality as the OE products. They are designed and engineered to OE standards, with the OEs. We work with all the major OEs and we have coverage for 100 percent of Class 7 and 8 vehicles and significant coverage for Class 5 and 6 vehicles. When it comes to mounting configurations, power, service parts, etc. none of our current OE competitors offer the complete line that we do, BorgWarner and the Delco Remy brand offer the most complete coverage in the industry.

 

How do you believe customers perceive your business?

BorgWarner and Delco Remy brand genuine products are known for offering quality components and product leadership in the heavy-duty industry for the products we design, engineer, and manufacturer.

 

How and why do your customers stay loyal to your business?

Customer stay loyal to our business because of our product leadership, which was established due to the quality of our products and coverage for the heavy-duty industry. Since we are an OE provider to all major OEMs we have coverage for all Class 7 and 8 vehicles which allows a distributor to stock one brand and cover all of their needs; additionally, the after sales support we provide through product training, our industry leading cross reference tools, literature, and other marketing support is second to none. We also have an entire sales team of experienced, direct sales people covering the U.S. coast to coast that have formed lasting relationships with our customers both at the fleet and distributor level.

 

What is one thing most customers/suppliers don’t know about your company that would surprise/impress them? (i.e., tell us something about your company we don’t know) What makes your company a great place to work?

Many people in the heavy-duty aftermarket are surprised to learn BorgWarner is now the parent company for Delco Remy. It’s important to understand Delco Remy has really been a brand and not a company for decades now and that Remy was acquired by BorgWarner to expand our electrification capabilities.

The automotive world is in the process of making a major shift to electric and hybrid vehicles and that is a space BorgWarner is a major player in. That technology is coming to the heavy-duty field with more and more components becoming electrified on the truck which makes our components that much more important. 48-volt systems are on the horizon so more components on the truck can be electrified and hybrid or full electric trucks are not that far off either. For these reasons, it makes us a great strategic partner for the heavy-duty aftermarket, we supply todays needs and are in position for our trusted brands to supply the future needs as well.

Many people are surprised at all of the technologies BorgWarner offers. If you own a passenger car, truck, or heavy duty vehicle, there is likely BorgWarner content on it. So, don’t just think of us for Delco Remy starters and alternators or BorgWarner K series fan drives, we offer much, much more. A great overview of all of our products can be found here: https://www.borgwarner.com/aftermarket.

Last, BorgWarner is a great place to work for several reasons. As a young person, I appreciate that we are not just involved in legacy technology (combustion) but that we are also heavily invested into the emerging technologies of the future (hybrid and full electric); with BorgWarner being involved in these technologies whichever propulsion platform takes off we will be positioned for continued growth. On a personal level BorgWarner is a great place to work because of our amazing health and retirement benefits, the employee focus, and the continuous investments in technology.

 

How vital is it to have quality employees entering your business from younger generations, and how are you trying to recruit these younger professionals?

Without fresh, quality talent we would lack fresh ideas and new perspectives and thus we would slowly start to become irrelevant and uncompetitive. Bringing in the younger generation is key to long term sustained success for any business and is especially important in the heavy-duty aftermarket due to the large number of industry veterans that will be aging out of the industry in the coming years. We work to recruit these younger professionals through industry associations, such as GenNext, as well as through career days and various colleges and related events. We also offer a lot of co-op and intern positions around the globe. Additionally, we have a heavy social media presence for BorgWarner globally to highlight our industry leading innovations, the cutting-edge technology we develop and work with for our business and the culture of our company. It helps people get to know our company.

 

Does your business feel it is in the position to change with the times? If so how?

Absolutely. Our focus at BorgWarner is to be the industry leader in propulsion- whether it be combustion, hybrid, or full electric. We are positioned to play in all of these fields so that wherever the future takes us based on varying regulations, customer demands, and industry requirements we can be a dominant player. The most exciting thing about that is our growth will continue to be sustainable and these solutions support a cleaner, energy-efficient world.

 

Do you have any advice for the next generation, as they work in this industry?

There’s a lot of technology in the heavy-duty industry that makes it an exciting field to be in but there’s also still many old-school trends that remain and are worth embracing. Most important of those is that relationships still matter. So, take the time to meet people and further your connections and contacts through organizations such as GenNext. People buy from people and the best careers start with a connection, not just a post on a website or an email.

The other thing I will share is don’t be afraid to speak up and suggest or help make a change when you see an opportunity. Our industry is full of history and tradition but that doesn’t mean we should be set in our ways. As a young person in the industry you have a different viewpoint and it is important to be knowledgeable of and respect the traditions, but also to suggest areas for improvement and innovation.

 

Why did your company join GenNext? How can GenNext help your employees?

BorgWarner joined GenNext because it offers a unique opportunity to interact with the young talent within the industry for ideas and strategies that we might not otherwise hear about. It also offers us an organization where we can expose our young leaders to mentorship opportunities as well as to offer the expertise of our seasoned, industry veterans to be mentors to those who are new to the industry.

 

What are the three most pivotal moments in your career that you either learned from and/or that got you where you are?

  1. When my branch manager at MHC Kenworth in Dallas, Lynn Harris, pushed me into outside sales. My background was in service as a tech and a service advisor. I admittedly wasn’t a parts person and didn’t think of myself as a sales person either. Lynn forced me to change and experience the best position in the dealership- outside sales. I’m glad he did, otherwise I wouldn’t be doing what I’m doing today. I learned to keep an open mind, try new things, and listen to those that have more experience; all of which are worthwhile lessons for not only work but life. So, don’t be afraid to say “yes” to an opportunity you never thought about.
  2. When I went to work for Phillips Industries as a territory sales manager. This took me from working from a distributor/dealer and to working for an OE manufacturer. This position was so valuable because it gave me my start working for a manufacturer in a traveling sales role. Phillips provided a great deal of support and training which really accelerated my growth. Additionally, I learned the importance of selling a quality, top tier, name brand component and how to couple that with building relationships for maximum sales growth.
  3. A few years ago I started shadowing Craven Mabrey to begin training me to transition into my national account manager role as he prepared for retirement. The connections were obviously priceless, but the other big thing Craven provided was the history of how the aftermarket developed and how our company and products developed along with it. This insight is important in looking at where we’ve been and where we are headed.

 

Are there any industry leaders that have influenced you/mentored you? Who were they and how has their knowledge assisted you?

I don’t like to do lists because I couldn’t possibly name everyone that’s mentored me during my career but I’ll name a handful as the list overall is long. I’ve had the great fortune to work with a ton of really awesome people. Terry Tosie (my dad), Lynn Harris, Randy Andis, Craven Mabrey, John Minor, Pete Joy, Randy Walker, John Nugent and Bob Phillips. All of them have taught me the importance of hard work, doing the right thing, following through, loyalty, and the importance of relationships among many other things. I wouldn’t be where I am today without their support and mentoring. The best thing about the heavy-duty industry is the willingness to show a new comer the ropes and to develop relationships, regardless of your role or position.