Heavy-duty supplier survey reveals best sales practices

WASHINGTON — A new study released by the Heavy Duty Manufacturers Association provides a blue print for how commercial vehicle parts suppliers can address severe economic challenges in the North American commercial vehicle industry.

The study — titled "Sales Best Practices among Commercial Vehicle Parts Suppliers — found that suppliers’ sales and negotiation efforts vary widely, both in terms of the practices they follow, and their success at defending price.

While most respondents said they won price premiums on less than 25 percent of their recent bid wins, more than a third reported they’re winning premiums on most orders. "These best-practice suppliers regularly win business without having to match the lowest bidder," the reports states.

"This report offers all commercial vehicle component suppliers — from Tier I’s to raw materials suppliers — a prescription of actionable best practices that they can adapt their business practices to and implement immediately," said Tim Kraus, President and COO of HDMA.

The study, conducted by the Kotler Marketing Group, Kotler Marketing Group polled senior executives and sales professionals from nearly 70 HDMA member companies provided input on more than 30 different business metrics and sales practices.