Keystone News

2016 NTP-STAG Show - Bigger Than Ever

  • 3/7/2016 12:00:00 AM
  • Bradley Worrell and Jesse Sidlauskas

The first show since NTP, Stag-Parkway and Coast Distribution all combined offered one large buying venue for dealers.

NEW ORLEANS – More than 2,500 people turned out for NTP-STAG’s distributor show, dubbed The Expo, to shop from nearly 200 exhibitors.

This year’s show, at the Ernest N. Morial Convention Center, marked the first time that formerly separate distributors NTP, STAG and Coast Distribution were all together under one roof as a combined company. And while show officials didn’t release numbers, the expectation was that it would be the largest RV distributor show ever in terms of dealer turnout and sales.

“We don’t have the numbers in yet, but we’ve definitely exceeded any show we’ve done before, so we’re real pleased,” said Bill Rogers, NTP-STAG vice president and general manager. “I’m sure the numbers will exceed anything we’ve done in the past.”

For their part, vendors remarked positively on the volume of traffic and commerce throughout the two-day show.

“It’s gone very well,” Chase Healy, Furrion director of specialty vehicle sales, said late in the closing day of the two-day event. “We’ve sold a lot of product.”

“Sales-wise, it was huge for us,” said Bob Brammer, president of Stromberg Carlson, who noted the company saw particularly strong orders for its jacks. The NTP-STAG show “exceeded our expectations,” he added.

“It went well; we moved a lot of systems – even better than we expected going in,” said Erik Guldager, national sales manager, mobile products, for Winegard. The supplier launched three major products at the NTP- STAG show and got “an incredibly good response on our new, low-cost Dish Playmaker satellite product. Dealer feedback on that product was wonderful,” he said.

Valterra CEO George Grengs commented favorably on the “excellent dealer attendance,” noting that “it looked to be the largest show on record for the RV aftermarket.” Valterra reported that its best sellers at the show included its Dominator Sewer Kits and its Pure Power and Odorlos Tank Treatments.

Debuting New Ordering Technology

The busy opening afternoon led to a shortage of order forms as dealers stopped by on the opening day to pick up forms as part of a shopping process. Still, by the next day, the buyers’ demand for order forms appeared met, leaving vendors to collect purchases throughout much of the day.

In future years, the need for a paper supply could become a contingency, as NTP-STAG tested an electronic ordering system on 49 iPads at the show. That system operates like many online shopping carts, allowing buyers to search through the NTP-STAG parts catalog for stock keeping units (SKUs) from NTP, Stag and Coast. Totals are given in either Canadian or U.S. dollars, based on preference.

NTP-STAG’s parent company, Keystone Automotive, first tested the idea with a smaller batch of iPads at an automotive show in Canada in July. The distributor used the NTP-STAG show to debut a larger rollout of the technology.

Patrick Stevenson, who oversees information technology for NTP-STAG, said that the idea is to eventually replace the paper shopping and ordering system with a more advanced version of the electronic system being tested.

“The engine is just a search, and it differs from VIA as a value to suppliers,” he said. “It’s a cross- reference search for parts, so you’re not going to look by part type to find (for example) a hitch, but if I know my part type – whether its NTP, Stag, Coast or manufacturer part number – the results start to narrow down.”

As he punched a number into the search bar, a dropdown list populated and began to narrow product options as he reached the end of the SKU, before finally offering options of products.

The electronic system has some advantages over the paper standard, Stevenson said. Most notably, a full electronic rollout – which the company hopes to achieve in the coming years – would minimize the amount of paper used at the shows.

“The amount of paper that is used at a combined event like this is monumental,” Stevenson said. “We brought more paper to this show than we did all four automotive big shows in the spring, and the demand has been overwhelming.”

Still, it is unlikely that the paper system will ever become entirely obsolete, according to Stevenson, who noted that it will likely play a role as a backup to the electronic system in the future.

“You always want to have a Plan B because you’re subject to connectivity challenges,” he said. “So we’ll always have a Plan B in the form of paper, but the goal is to go into the electronic era full steam ahead, and then maybe in conjunction with some combination of devices at booths and/or devices within the customer’s hands.”

Terry Trailer Auction Garners Money for Hall of Fame

At the close of the show on Jan. 20, NTP-STAG officials named the winner of a silent auction for a fully restored 1978 Terry travel trailer, with all proceeds being donated to the RV/MH Hall of Fame.

Urs Buechin, owner of Heidi’s RV Superstore in Hawkestone, Ontario, won the auction, with a winning bid of $20,300.

“NTP-STAG believes in the RV Hall of Fame mission, and we are happy to offer up the Project Terry Trailer as a fundraising tool to help the Hall of Fame continue its good work,” John Spaulding, NTP-STAG marketing director, RV said. “All the proceeds of the silent auction, plus a $5,000 contribution by NTP-STAG will go the the RV Hall of Fame.”

The trailer was restored with new brakes, bearings, hubs, tires and wheels, as well as siding, an awning, a new roof, vents and graphics. On the interior, new lights, toilet, sinks, tanks, furnace, air conditioning, refrigerator, range, water heater, furniture, counters, floors and woodwork were installed.

Project Terry sponsors include Carefree of Colorado, Coleman-Mach, Dicor, Husky Towing Products, JR Products, Norcold, Powerhouse Products, Suburban, Thetford, Valterra, Ventline by Dexter and Winegard.

 

Recent Articles

Keystone Automotive Announces 2019 RAM Project: The TerraRAM

Exeter, PA – Keystone Automotive Operations announced during its BIG Show at the Gaylord Texan in Grapevine, TX, plans to build a customized 2019 RAM 1500 show vehicle – the TerraRAM.  Modeled to be the Ultimate Overland Adventure Vehicle, the TerraRam will be a fully self-contained, on- and off-road explorer that combines rugged good looks with the latest technology and performance improvement products available in the aftermarket.

 

“We wanted this project to be a collaborative one where we have a chance to showcase the products and brands going into the build along with our customers that will be instrumental in putting the whole thing together,” says Larry Montante, VP of Category Management. Playing off the BIG Show theme, “The Ultimate Road Trip”, TerraRAM will be taken on a year-long odyssey that will feature Keystone customers contributing to the build along the way. Larry adds, “We think it will be a terrific way to build a community around the project and shine a bright light on the suppliers and installers that help make it happen.”

 

Shrouded under a cover on the exhibit hall floor during BIG Show, the TerraRAM drew a lot of attention and questions from attendees and exhibitors. “The show is a great platform to create some excitement for the project. We have a clear vision about the features we want to build into the truck and look forward to flushing out the finer details over the next 30 days as we sift through the proposals we received from suppliers that want to be part of the project,” says Larry. “Suffice it to say, the TerraRAM will embody the spirit of travel wherever the road leads.”

 

Plans for the TerraRAM include featuring the latest in solar and satellite technology to improve off-grid connectivity. Additionally, extensive suspension improvements, exterior and interior upgrades, performance enhancements and a few surprises from Keystone’s RV supplier partners will help make the vehicle a home on the road. The company’s goal is to deliver a comfortable, self-sustained earth traveler that can thrive in the most remote locations and harshest conditions. 

 

The truck will be equipped for boondocking, rock-hopping and interstate travel (but only as a last resort) and have an extensive array of technology and performance products provided by the distributor’s supplier partners. “Through terraRAM we hope to illustrate the value aftermarket products have in helping enthusiasts realize their vision for how they want their vehicles to look and be used,” commented Harneet Kaur, Directory of Marketing at Keystone.

 

According to Kaur, this TerraRAM is more than a typical truck build project. “While our intention is to create a vehicle capable of far reaching journeys, we also intend to follow the journey that makes it capable,” she says.  By documenting the build and following the vehicle across the country as it goes from stock to the TerraRAM, the company hopes the product and installer profiles they produce and promote on social media and other select media outlets, creates awareness and interest for the sponsors’ products and the vehicle itself.

 

Keystone invites the industry and enthusiasts everywhere to take part in the TerraRAM’s journey in 2019 by following the project on Keystone Social Media Channels, TheEngineBlock.com and selected media outlets.  

 

Keystone is the leading distributor and marketer of automotive aftermarket products and services, uniquely positioned to offer customers and suppliers substantial scale, the most comprehensive inventory selection in the industry, high levels of customer service, and innovative marketing support. Keystone is committed to expanding its offerings to meet the ever-growing needs of its customer base, providing them what they need, when they need it.


70 New Suppliers to Exhibit at BIG Show

EXETER, PA – Keystone Automotive Operations’ BIG Show is adding a lot of new features… and exhibitors to its event March 8-9 at the Gaylord Texan in Grapevine, Texas.  In addition to a Warn sponsored keynote by Ken Schmidt, a double-header concert featuring Tim Montana and Karen Waldrup and casino night presented by WeatherGard, the BIG show is attracting new suppliers as exhibitors like never before.

“We have more than 70 suppliers exhibiting this year that weren’t at our 2018 event,” says John Spaulding, Director of Events for Keystone Automotive Operations. “The interest in BIG Show as a way for suppliers to connect with jobbers, dealers, installers and retailers continues to grow. Our show platform is becoming the premier destination for introducing new products, selling to new customers and engaging with the market in ways that most of us can’t in our day-to-day roles. It’s a vital part of our business and we know our customers and suppliers look forward to it every year.”

New items are essential to the aftermarket and its more than just model year changeover that’s driving new product development. Innovative solutions for improving vehicle performance, whether it’s suspension, exhaust, engine, tires and wheels or accessories that enhance the overall functionality, are creating sales opportunities for aftermarket product resellers and installers. Events like BIG Show play a pivotal role in showcasing these opportunities and connecting all the supply chain players in an effort to grow sales for everyone.

“The show experience has been designed to focus on new products,” says Spaulding. “We have a New Products Showcase with more than 180 new items on display. In addition, 36 companies are exhibiting new Point-of-Purchase tools that give our attendees ideas about how to merchandise and sell new products in their stores.” New suppliers will be highlighted on the BIG Show floor map and will be prominently featured throughout the event.

Brand new suppliers to Keystone will be showcased in a special sales promotion at BIG Show. Golden tickets representing extra bonus discounts will be given to every attendee. The tickets can be used for purchases from the 40 exhibitors at the event that are new to Keystone.

“Our sales initiatives and on-the-floor activity are all about helping our customers grow their business,” states Vice President of Sales for Keystone Automotive Operations, Fred Petrivelli. “We know that these new product and new lines can have an incredible impact on their sales and profits and want to make sure they are aware of the opportunities so they can make informed decisions about the best way to serve their customers and their businesses in the future,” he adds.

The Keystone BIG Show is the industry’s largest distributor event in North America drawing thousands of attendees from Canada and the United States. Host to more than 200 exhibiting companies, nearly 100 show vehicles and an agenda packed with special events and networking opportunities, the BIG Show is the place to be March 8-9 in Grapevine, TX.

Keystone is the leading distributor and marketer of automotive aftermarket products and services, uniquely positioned to offer customers and suppliers substantial scale, the most comprehensive inventory selection in the industry, high levels of customer service, and innovative marketing support. Keystone is committed to expanding its offerings to meet the ever-growing needs of its customer base, providing them what they need, when they need it most.

Keystone’s Parts Via Program to add Broader e-Commerce Reach and Loyalty Benefits for Its Members

Exeter, PA - In 2017, Keystone Automotive Operations launched Parts Via, an innovative sales network that linked organic site traffic at its brand  partner’s websites to local brick and mortar business via a “Buy Now” button. The profits from the online transactions are shared among the participating supplier partners and dealers while the free, ship-to-store delivery option served as a catalyst for driving consumer traffic to the local business. This new, incremental business stimulated add-on sales, installation revenue and service opportunities, furthering the value of the Parts Via Program to its membership.

The company announced that it is launching Phase II of Parts Via to the automotive aftermarket during its annual BIG Show March 8-9, 2019 at the Gaylord Texan in Grapevine, TX. This phase includes program enhancements that expand e-commerce reach through a consumer facing website and marketplace store. In addition, Parts Via members will be part of a new customer Parts Via loyalty program.

“Our development roadmap for Parts Via has always included growing the network though enhanced tools and participation,” stated Bill Rogers, President of Keystone. “We recognized early on that a consumer’s path to purchase is one with many forks and the decisions made by them along their journey impact where the final purchase is made. We wanted to build a program that put our partners in the best competitive position to capture the sale regardless of where and when a consumer chooses to buy something, whether it is in a store or online.” He concludes.

Keystone will be previewing its new consumer website www.partsvia.com during the BIG Show as part of the Phase II rollout. The site will complement the “Buy Now” functionality on partner sites and have the added benefit of hosting all the Parts Via partner products in one location. The new site will include a robust parts look-up tool, fresh content and ship-to-store / ship-to-home options. “This will further expand the opportunity for our brick and mortar Network Dealers to participate in an on-line sale that may have otherwise gone around them.”  Also, a new appointment scheduling feature that will allow Parts Via Network Dealers to promote available installation times will be added soon.

Understanding the sheer volume of business generated through online marketplaces that brick and mortar businesses are not participating in, prompted the company to look for a solution that allows their customers to claw back some of that lost revenue. Keystone has launched its Parts Via Amazon Marketplace store. This storefront will sell products under the Parts Via banner and generate similar benefits for the member Network Dealers. The storefront’s current 2,661 SKUS are made up of high-volume MAP brands that help maintain margins throughout the supply chain.

“As we thought about the introduction of Parts Via Phase II, we wanted to leverage some of the unique capabilities we are providing our customers and wrap them into a loyalty program,” said Larry Montante, VP Category Management. “We are introducing the Parts Via Loyalty program in conjunction with the Phase II launch.” The new loyalty program employs a tiered approach to participation that makes getting involved easy and scalable for future growth regardless of a business’s size, focus or markets served. As a Parts Via Network Dealer’s participation and engagement with Keystone grows so to do the benefits of being in the Parts Via Loyalty Program.

The dealer’s benefits will be determined by their status within the Silver, Gold and Platinum levels of the program. Some examples of the benefits include dealer web locator placement and positioning, Parts Via profit share, installation network inclusion, marketing support, BIG Show benefits, preferred product access, exclusive promotional opportunities, unique travel and event incentives, and Keystone services incentives.

“Just like airline mileage programs, we intend to award points and member benefits based on sales and other goals,” says Montante. He adds, “We will be using an online rewards tracking program that will allow our customers to monitor their status in real time and redeem their points on a variety of member rewards.” The availability of these new tools and services will allow Keystone to expand the Parts Via value proposition to its Brand Partners and Network Dealers driving more business back into local businesses.   

Keystone is the leading distributor and marketer of automotive aftermarket products and services, uniquely positioned to offer customers and suppliers substantial scale, the most comprehensive inventory selection in the industry, high levels of customer service, and innovative marketing support. Keystone is committed to expanding its offerings to meet the ever-growing needs of its customer base, providing them what they need, when they need it.

Keystone Now Offers Black Horse Off Road

Keystone Automotive Operations Inc. has added Black Horse Off Road to its stable of truck and off-road product offerings.

Long Island-based Black Horse Off Road has grown from a small wholesaler of accessories to a nationally-recognized brand during the past 15 years, according to Keystone. The company offers grille guards, bull bars, brush guards, safari bars, hard tonneau covers, no-drill side step systems and running boards, bumper guards, lighting solutions, and electric winches.

The company’s latest offering, the Black Horse Armour Bull Bar, is constructed of heavy-duty stainless steel in an aggressive and modern angular design, available for a variety of makes and models.

Black Horse Off Road recently announced a partnership with American Luxury Coach (ALC), which debuted a limited-edition Black Horse Series 2019 Chevy Silverado 1500 at SEMA 2018.

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