february2021 - 8

UPTIME

FROM THE EDITORS

Will your independent parts
distributor become obsolete?
Heavy duty parts identification and fulfillment will change drastically over the next decade.

By Erica
Schueller
Editorial
Director

@CV_ESchueller

Finding the right replacement part is imperative to a smooth and streamlined service event.
Historically, a fleet has relied on the relationship with its independent parts distributor's
sales account manager to help identify those
used parts and assist with sharing insight on
the appropriate replacement.
Today, 49 percent of parts are purchased over
the phone, Jamie Irvine, host of the podcast
series The Heavy-Duty Parts Report, notes.
That will inevitably continue on a downward
trend as buying habits continue to shift to more
online purchasing through ecommerce - only
expedited further in the wake of the COVID-19
pandemic. While the heavy duty parts industry
isn't there yet, Irvine believes a monumental
shift will occur over the next decade.

In October 2020, Diesel Laptops launched
Diesel Parts, which combined the functionality of its truck parts lookup tool and parts
cross reference tool, along with other various
features. If a fleet doesn't know the part and
needs to find more information, the platform
can assist with IDing the part through various
key features.
" Clients can easily follow the image and
directions to find the exact part number they
need, and then instantly cross it to other
brands, " advised Robertson of the " by measurement " feature, launched in mid-January. " We've
done this for over 13 types of parts, from starters and alternators to brake shoes and drums
to U-joints. We plan to release at least 20 additional modules this year. "

Demographics and technology

Parts fulfillment

What happens when those industry experts
behind the parts counter with decades of
experience begin to retire? Well, that shift has
already begun, and there is a lack of incoming
new recruits to take over those jobs.
This demographic shift is driven by the
retirement of baby boomers who hold vast
amounts of institutional knowledge about
the industry and parts identification, and the
influx of a younger generation, who grew up
with technology, taking on leadership roles in
the fleet industry. These leaders want to utilize
technology in their own shops to streamline
processes, which will also address the shortage
of potential employees entering the shop.
The value proposition an independent parts
distributor offers is two-fold: they can help the
fleet identify the part, and they can get it to the
fleet in a timely manner. But what if technology
could go far enough to help meet both needs,
without having a physical retail location?
" The goal of everybody on the technology
side is 'let's take away the power from the parts
guy and give it to the end user,' " Irvine says.
" Not because we want to take it from them, but
because they're all leaving and there are so few
good parts people, knowledgeable parts people. "

A step into the future

" People need to be able to look up their own
parts, " said Tyler Robertson, founder and
president of Diesel Laptops, during a Heavy
Duty Aftermarket Dialogue panel discussion.
" We're investing heavily in that area to try to
facilitate that. "

8 Fleet Maintenance | February 2021

Even after identifying the right part - whether
that's through a parts account manager or an
online portal - it is critical that the necessary
part arrives at the shop in a timely manner.
The regular replenishment of standard parts
and products can more readily be ordered
online, and that adoption looks to continue.
But presently, independent parts suppliers are
still critical to ensure quick delivery of unexpectedly needed parts.

Other challenges

Two critical areas will have an impact on
the future of independent parts distribution:
Vertical integration by truck manufacturers,
and the industry-wide standardization for
parts identification.
Vertical integration will drive parts development and distribution. The parts supplier
we know today will either become very niche
or work to be irreplaceable as a partner with
an OE.
The independent light duty aftermarket
has more readily adopted standardization
practices through the Auto Care Association's
aftermarket catalog exchange standards
(ACES) and product information exchange
standards (PIES). The heavy duty aftermarket
is still working to set these standards, let alone
widely implement them.
There will certainly be change to the industry; it's just a matter of finding the catalyst to
establish the new way of doing things. Irvine
says to expect things to be drastically different
in the next 10 years.
" The traditional distribution channels need
to adapt, and quickly, because their value
proposition to the marketplace is diminishing every day as these technologies rapidly
improve, " Irvine says. " Between parts identification technology, ACES and PIES data

" There's this growing separation
between the buying habits of society
in general and the way the heavy duty
parts distribution channel works. "
Jamie Irvine, host of the podcast series The Heav y-Duty Parts Report

The catalyst may well be when more of
the industry realizes downsizing, rather
than the continued expansion of brick and
mortar retail locations, is the solution. Or, as
Irvine suggests, converting those retail sites
into distribution centers with a network of
delivery vehicles that can easily pick up and
distribute parts.
True disruption of ecommerce in the heavy
duty parts industry has yet to occur. But, once it
does, it could mean the eventual demise of independent parts distributors as we know them.

standardization, and OE truck manufacturers
vertically integrating, aftermarket parts
distributors with their brick and mortar retail
stores and aging parts technicians are in a
fight for their very survival. "
" There's a big problem there that I think technology can solve, " Robertson added. " That's
putting parts, repair information, diagnostic
tools all together into one seamless system.
Allowing people to click buttons and having
parts show up at their doorsteps is a huge benefit to our entire industry. "

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february2021

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