HEAVY Duty Aftermarket Week ’15, the 10th anniversary version, was held at The Mirage in Las Vegas January 26-29.

It featured over 300 exhibitors, over 100,000 square feet of exhibitor space, eight networking events, and numerous educational presentations and seminars. A full state of speakers provided their insight:

•  Tony Alessandra, president of the Assessment Business Center and a founding partner in the Platinum Rule Group, turned The Golden Rule (“Do unto others as you would have them do unto you”) upside down, saying that when it comes to one-on-one communication and interpersonal communication, it often backfires.

He believes we need to sell to people the way they are comfortable buying, not necessarily the way we are comfortable selling.

Don Hutson, CEO of US Learning LLC, said in his presentation, “Elevate Your Sales with the High-Performance Edge,” that motivation makes the difference. He said Henry David Thoreau really nailed the concept of motivation when he called it “the pull of anticipation and the push of discipline.”

•  In his presentation, “Leadership Best Practices for the New Supply Chain,” Dirk Beveridge said that old business models will not work in the “age of disruption.”

•  Randy MacLean believes that executives who shed the limiting beliefs that hamper growth can lead their companies to permanent profit levels that are double or triple the previous records within one year.

• In his presentation, “Elevating Sales Systems Using Analytics & CRM (Customer Relationship Management),” MacLean, president of WayPoint Analytics, said his clients have seen growth of 300% or more. ♦

Find the Heavy Duty Aftermarket Week Report archive with articles from 2012 to present