New Members
On page 12 of this issue you’ll notice that there are 22 new members that have joined APRA recently. This is quite a large number and I believe it is an indication that we are “on the right track” in providing some very concrete and useful services to the industry. Many people are realizing that some of these services provide a return to their company which is many times the amount of their dues.

Isn’t it about time that you joined and started to participate in the association from which you make your livelihood?

The EPA is the Industry’s “Best Friend”
That’s what marketing expert Bruce Plaxton told the ITPA Fall Meeting that I attended in San Antonio, Texas. “The Environmental Protection Agency drives vehicle technology,” he said. “Truck builders are providing their own engines. These proprietary engines are in 70% to 85% of DAF, Mack, Volvo, International, and Mercedes models. Truck owners must wait 48-96 hours for service of these proprietary engines.”

Dealers who concentrate on the engine business are leaving “below the rail” business to independents, he noted. Below the rail are distributors, brakes, steering, suspension and some electrical components. He warned that increases in service capacity will not keep up with demand for service. He pointed out engines are not going as far without overhauls. “In 1998, engines went 850,000 to a million miles before overhauls. The 2002 engines went 650,000 to 750,000 miles, and who knows how far the 2007 engines will go.”

Plaxton concluded that if dealers try to balance their service business with non-engine work, independents will be able to pick up engine business they may have lost because of the increased use of proprietary units.

Bruce Plaxton always does a great job showing people in the heavy duty market where the business is going and where the future opportunities exist.

D. J. Harington
At the International Truck Parts Association (ITPA) Fall meeting in San Antonio I had the pleasure of meeting D. J. Harrington who was one of the speakers. D. J. writes columns that you see in a variety of publications. They are always upbeat and fun columns to read. During his presentation I wrote down a few comments that really hit me:
• Most sales people never ask for the sale…WOW
• Everyone should read “Seven Habits of Highly Successful People” by Stephen Covey
• Only 15% of employees can identify the goals of their company
• Your “front line” produces your “bottom line”
• Open a “new account” every day
• Every missed opportunity is money lost
• Association membership really shortens your learning curve

The funniest one was about the Dr. Seuss book Green Eggs & Ham. There are 12 opportunities for closing the sale. (I didn’t know that, and I read it to all three of my kids many, many times!)

APRA’s Freight Program
I recently reviewed a summary of the activity APRA members have with Roadway Express. I was amazed at the individual savings that APRA member companies are experiencing by shipping with Roadway. Some of the companies are saving as much as $31,943, $27,303, $19,592. Small users with 1 or 2 shipments were saving $243 up to $548. This is just some random sampling of the data but in all five of the above situations the savings more than paid for their APRA dues.

Isn’t it time you checked this program out? Contact Meridian One at 1-888-636-2377 and tell them you want to sign up for APRA’s Roadway Discount Freight Program.

Car Care One Financing Program
This great financing program continues to grow and help APRA members sell more remanufactured units to the end customer by providing 90 day, 180 day, and 365 day zero percent financing. In November there were 78 sales totaling $107,598.20. Many of these sales would not have been made. But, they were made because the financing pain was eased.

If you’re not participating in the Car Care One program which is run by GE Capital, contact me at 703-968-2772 ext 103 or gager@buyreman.com.

One company really works hard at marketing this program—they had 15 sales averaging $1700 each.

SBA Ombudsman
The National Ombudsman and SBA’s Regional Regulatory Fairness Boards were established by Congress through the Small Business Regulatory Enforcement Fairness Act.

They receive comments from small businesses regarding compliance or enforcement actions taken by Federal agencies. If you believe you have experienced unfair Federal regulatory enforcement or compliance actions, you may submit your comments to their office. They will request that the particular Federal Agency review the specific issues and respond within a specific time period. In many instances the Federal Agency has reduced or waived particular penalties and/or compliance actions. At a minimum, the Agencies direct a high-level review of the enforcement action to ensure fairness.

You many contact Nicholas N. Owens, National Ombudsman, at 202-205-2417 or Nicholas.owens@sba.gov.

New Engine Technology Doesn’t Come Cheap
Writing in Heavy Duty Trucking, Steve Sturgess estimates the improvements required by new Federal engine regulations will cost $6,000 - $11,000 per truck. He feels it would be “fiscally irresponsible” not to purchase now to avoid the higher costs involved in meeting regulations due in 2010. The rules then may require some engines to emit cleaner air than they pull in, Sturgess forecasts.

Check it Out
Get a tax deduction for cutting your business’s energy use…Up to $1.80 per square foot of space for the cost of improvements that cut overall energy use by 50% or more. For lesser energy savings…16.67% to 50%. The maximum write-off is 60 cents per square foot of space. The Energy Department will issue guidelines telling businesses how they must calculate the energy savings to qualify for the write-off. Qualifying improvements include energy-efficient HVAC systems, boilers, lighting, windows, etc. Improvements must be made before Dec. 31, 2007.

Thank You to our Advertisers
During the course of the year we have a great deal of support from those who advertise in the GLOBAL CONNECTION with us. Through their advertising dollars we are able to bring you the finest publication in the remanufacturing industry and to mail it each month to over 12,000 readers. My personal thanks and that of our Officers and Directors to the following companies for their advertising support during 2006:

AAPEX / A.S.E. Industries, Inc. / ATSG / Accumax Auto Parts / A-1 Automotive Core Supplier Andre Niermann / Applied Systems Research / B & C Truck Electric / BPS Bates Abrasives, Inc. / C.C. Battery Co., Inc. / Corco West / Corteco / Cycletronics / DuBois Marketing Inc. / Ecology Auto Parts / Elreg Distributors / GAAS / Gershow Recycling Corp. / Grafe Auction Co. / International Automotive Trading / International Expo Consults / J & N Auto Electric, Inc. / Kotek America, Inc. Lester Catalog / MCI Cores / Metro Auto Industrial, Inc. IPM - NRG / Peer Bearing, Inc. / Penntex Industries, Inc. Power Brake Sales, Inc. / Precision Bearing of America RCP, Inc. / ReMaTec / Rebuilders Automotive Supply Regitar U.S.A., Inc. / Remy International, Inc. / Romaine Electric Corp. / SOS Surplus, Inc. / St. Marys Carbon Co. Sonnax Industries, Inc. / SunAir Products, Inc. / SuperFlow Technologies Group / Taditel Automotive Electronics / Universal Underwriters Group / Vensel Enterprises / Vertical Systems, Inc. / Westport Machine Works / Zen SA


APRA Global Connection / January 2007

Additional APRA Supported Websites

AutoElectricPro.com
 

Heavy Duty Remanufacturers Group

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