Register now for new ACC webinar -- Feb. 20 | webinar announced | On the Road with Kathleen: 3 big reasons to attend Aftermarket eForum
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February 7, 2013
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News for Automotive Aftermarket Professionals

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BB&T Weekly Aftermarket Intelligence Update
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 visually graphics on such topics as current 12-month automotive aftermarket stock performance, recent quarter sales growth, miles drive and price per gallon of gasoline and commentary regarding “What We are Hearing from the Road.”
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Industry Update
Register now for new ACC webinar -- Feb. 20
Join ACC for the latest in its successful webinar series for "The New Aftermarket: We Have an App for That," by Derek Kaufman, C3 Network. The webinar is scheduled for Wednesday, Feb. 20, from 3 to 4 p.m. Mobility is the future of business -- more business is conducted in real time and between graphically dispersed situations than ever before. Mobile applications that can address specific business needs -- such as sales force automation, logistics and customer service -- can generate revenue and facilitate reaching potential customers, partners and suppliers. ACC members and non-members are welcome -- register now.
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AAIA News webinar announced
The Automotive Aftermarket Suppliers Association and the Automotive Aftermarket Industry Association have announced a free webinar Wednesday, Feb. 20, at 11 a.m. EST for those seeking to implement the e-commerce matching service. The webinar will include a brief overview of the benefits of registering with the website and how to get started. A demonstration of the functionality will explain how either a supplier or retailer/distributor can post their capabilities or requirements for such industry standards as the Aftermarket Catalog Enhanced Standard, the Product Information Exchange Standard or Internet Parts Ordering. There is no fee to attend, but advance registration is required. Register online. For more information, visit the AASA website or the AAIA website.
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On the Road with Kathleen: 3 big reasons to attend Aftermarket eForum
The Aftemarket eForum promises to be the best day and a half in the industry this year, featuring visionary speakers discussing logistics, supply chain management, telematics, online retailers, virtual distributors and more. In her latest blog post, AAIA president and CEO Kathleen Schmatz explains why if it matters, it’s at eForum, May 22 and 23 at the Hyatt Regency O’Hare in Rosemont, Ill. Register online.
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Save the date for the 2013 PBES Conference
Get ready for "Tackling Tomorrow's Trends Today" at the 2013 Paint, Body and Equipment Specialists Conference, scheduled for May 14 to 16 at the Embassy Suites Phoenix-Scottsdale in Phoenix. Meeting and hotel registration information will be available soon.
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Car Care Council News
Pin it to win it: The Car Care Council's Pinterest contest
You love your car, so show it. The Car Care Council is asking consumers to get involved with their vehicle maintenance via Pinterest and show some love for car care. By posting photos of their car and following the Car Care Council's tips, contestants are entered for a chance to win a $100 gas card. The contest asks followers to create a board to which they add a photo of their car and one or more of their favorite tips from While fun, this contest also spreads important car care information through the Car Care Council's followers to new networks. The winner of the $100 gas card will be announced on the Car Care Council social platforms on Valentine’s Day. Get full contest information, and find and follow the Car Care Council on Pinterest.
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Business Strategies
A better approach for inside sales reps
Too many inside sales representatives are focused on getting answers to certain questions rather than engaging in two-way conversations with prospects, writes Craig Ferrara. "When your teleprospecting team is more focused on the prospect's pains or needs, you are likely to find a higher percentage of those opportunities moving down the sales pipeline," he writes. Sales Prospecting Perspectives blog (2/5)
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5 tips for coaching your team
Sales managers can get better at coaching their representatives by communicating clearly, focusing on accountability and raising the performance standards, writes Anthony Cole. "Starting today -- or as soon as you begin setting goals for your next fiscal year -- eliminate the minimal acceptable standards of performance and embrace a new approach of extraordinary standards of performance," he recommends. Eyes On Sales (2/5)
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How to make your sales forecasts more accurate
Creating accurate sales forecasts can be tricky, but it's easier if you create clear definitions for the stages of the sales process, according to this blog post. Make sure your representatives are asking prospects the right questions, and do your research to understand the procurement process your buyers are using. (2/5)
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Boredom is the feeling that everything is a waste of time; serenity, that nothing is.
Thomas Szasz,
Hungarian psychiatrist and academic
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