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Business Building For The Ages

Pros Weigh In On Growth Opportunities At SEMA Show 2016

Where else can you spend four days wowed by outrageous custom vehicles and celebrity appearances, as well as rub shoulders with more than 2,400 exhibiting manufacturers and 60,000-plus domestic and international buyers? The SEMA Show, of course!

As the premier automotive specialty products trade event in the world, SEMA provides retailers and restylers with the convenience of having many industry influencers under one roof and the freedom to explore those brands without an obligation to purchase on site.

Aftermarket manufacturers and OEMs are eager to woo attendees with vehicles and products that showcase excellence in engineering, fabrication, and design, and they spare no expense unveiling the next generation of innovative concepts. In fact, more than 2,500 newly introduced parts, tools and components will be on display in the New Products Showcase this year. These benefits lie at the feet of attendees as means to bolster sales, profit, diversification and relationship-building opportunities throughout the year.

So it goes without saying that a retailer or restyler’s attendance offers many benefits that far exceed a few days on the Show floor. Ron DiVincenzo, general manager of Cap World in Melrose, Mass., urges people to attend the SEMA Show with a sense of purpose. “Be ready to engage. Otherwise, you will wander the Show floor aimlessly in awe of everything you see. Vegas is a fun town, but don’t forget why you are there. Use this as a time to network with your peers, and be a sponge, soaking up everything you possibly can,” he said.

Keystone Automotive Operations -- the leading and largest wholesale distributor of specialty aftermarket parts and equipment in North America -- is a proud SEMA member and Show exhibitor for more than 20 years. To provide retailers and restylers with some veteran guidance and words of wisdom while attending the SEMA Show, Keystone teamed up with a few seasoned industry professionals. Here’s what they had to say.

 

Speaking From Experience

Kathryn Reinhardt, MagnaFlow marketing manager and 2015 SEMA Person of the Year

- The New Products Showcase is a great place to start. This is where all the manufacturers dream of winning the best new product of the year and hope to impress buyers with the next best thing.

- Attend the manufacturers’ press conferences, which are no longer just for press. Get the inside scoop, witness car unveilings and hear about new products and new partnerships.

- Consider going to the LTAA media day on Monday, Oct. 31, (open to registered media only) to see some of the top manufacturers’ products before the show even begins. It’s an ideal time to have those one-on-one talks that sometimes can’t happen on the Show floor.

- Attend after-hours events! Tuesday, Nov. 1 is the YEN reception, Wednesday is the LTAA reception and Thursday is the SEMA Banquet. All are sponsored by SEMA with drinks and food, and all are prime places to meet rising stars in the industry.

 

Ryan Herman, executive VP, Extang, TruXedo, Advantage Truck Accessories, Retrax and BAK

- Each retailer and restyler should take stock in his or her business and be perceptive of new opportunities to grow. What areas are doing well? What areas could use help? Are there any new trends to consider?

- Once pen is to paper and there is a set plan for attending, then make sure to review the itinerary carefully. Really consider the companies that are most important to visit and be sure to allow enough time to talk to the right people.

- Pack a snack when taking time to visit the New Products Showcase -- there are an awful lot of great products to see!

- Consider bringing an empty suitcase to hold all of the materials gathered during the Show, or bring some pre-printed FedEx or UPS forms and envelopes to ship the materials home/to the store each evening.

- Bring plenty of business cards and be sure to collect just as many from those you meet along the way!

 

Maximizing Your Show Experience

George Lathouris, director of U.S. sales, Keystone Automotive Operations

- Get on the SEMA Show website and make sure to identify who is an absolute must, to connect with and where the companies are located. Then schedule appointments accordingly by hall to ensure face-to-face time with those most important to your business. This approach avoids wasting precious time walking back and forth between North, South and Central Halls.

- Spend time at the OE manufacturers’ booths to see what platforms they are focusing on and how that affects the aftermarket and a shop’s future business.

- Swipe the SEMA Show (buyer) card to have manufacturers send catalogs after the Show -- carrying all those books can slow anyone down.

 

Kevin Krieg, owner, S&K Speed Racing Equipment, Lindenhurst, NY

- Think about the business goals for attending the Show and stick to the priorities.

- Consider taking a few people, so everyone can spread out and cover as much ground as possible individually. Assign specific tasks to everyone attending within the group and don’t stay at one place too long.

- Plan to be at the Show from day one through the very end -- from the time the doors open until closing in order to maximize the exposure.

- Avoid the Vegas temptation of late nights and drinking at the casinos. Everyone is here to do business -- be ready to strike early, meet up with current vendors to put names with faces, and be open to new things, new lines and new people (to help grow your business).

 

Charlie Card, owner, Vehicle Accessories Inc., Flint, Mich.

- Map out all appointments via the SEMA Show floor plan or the app to maximize time spent on the floor and minimize the time spent walking -- wear good walking shoes!

- Go to the receptions that match up to your business (LTAA, PRO, WTC, etc.). Get involved and meet people who know the industry.

- Don't discount the importance of training classes and seminars.

- Failing to consider crossover products will cost any shop additional business. Being open to diversification doesn’t mean changing one’s core competency -- just complement it!

 

Additional Facts

According to SEMA:

80% of attendees are primarily interested in seeing new products.

78% of attendees want to ignite ideas.

72% of attendees are set on keeping up with trends.

60 percent and 65 percent of attendees respectively want to connect with existing customers or seek new vendor partnerships.

 

What Keystone Is Up To At SEMA

Visit the Keystone team and its affiliate booths for a chance to win a prize!

Keystone Automotive Operations: Central Hall, Booth 21249

FX Products: South Hall, Booth 34091

FX Vehicle: Outside South Hall, Space 542

Coast to Coast: South Hall, Booth 33091

 

Recent Articles

LKQ finalized deal to acquire Warn Industries

Chicago, IL (November 1, 2017) - LKQ Corporation (Nasdaq: LKQ) today announced that it has finalized the acquisition of Warn Industries, Inc. (“Warn”) a leading designer, manufacturer and marketer of high performance aftermarket equipment and accessories. Warn was previously owned by Dover Corporation (NYSE: DOV). Warn will be a part of LKQ’s Specialty Segment, Keystone Automotive Operations, Inc. (‘Keystone”)

“Finding new and better ways to serve the needs of our customers is a priority for Keystone. We are excited about the value and capabilities Warn brings to our customer centric approach to service,” said Bill Rogers, Vice President and General Manager of Keystone. “Their leadership position in the market and premium iconic brand give us the ability to drive our long-term strategy of growing share in our core markets and developing viable points of entry into adjacent spaces that show promise.”

Warn offers a broad product line of premium winches, hoists, locking hubs and bumpers and serve specialty retailers and distributors globally. Warn has a long history and reputation of developing the highest quality most technologically advanced products in the industry. The red W logo is omnipresent where rugged dependable products are required. From mountaintops to worksites and deserts to disaster areas, Warn is the product enthusiasts and professionals depend on.

“The team at Warn is very excited to be part of LKQ / Keystone,” said Eric Banks, Warn Vice President of Operations. “Our approach to customers and market opportunities are very similar. We believe that by serving our customers best we serve the needs of the entire supply chain better. They know our market space and have been leaders in it for many years. Being supported by a company that can bring new and critical resources to us means that our customers and all of our channel partners will benefit,” added Banks.

Warn will be run in an autonomous way within LKQ’s Specialty Products Group and maintain its operational presence in Oregon. “It is fantastic to have a very capable management team and experienced workforce in place there. Their infusion of talent to our organization will contribute significantly to all our working groups,” said Kyle Shiminski, Vice President of Keystone’s Specialty Products Group. “Their passion for their products and customers will help ensure that we continue to provide the highest quality products and service experiences people have come to expect,” he concluded.

“The collective team will be focused on maintaining the highest level of customer focus and driving the growth initiatives the organization has already developed,” said Rogers.

About LKQ Corporation
LKQ Corporation (www.lkqcorp.com) is a leading provider of alternative and specialty parts to repair and accessorize automobiles and other vehicles. LKQ has operations in North America, Europe and Taiwan. LKQ offers its customers a broad range of replacement systems, components, equipment and parts to repair and accessorize automobiles, trucks, and recreational and performance vehicles.

About Keystone Automotive Operations
Keystone is the leading distributor and marketer of aftermarket automotive 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 Automotive Operations Showcases Parts VIA at SEMA

EXETER, PA (October 23, 1017) – Parts Via is a new jobber friendly eCommerce solution developed by Keystone Automotive Operations that connects brands, through a unique network, to retail outlets and consumers. It is a web-based solution which creates a seamless transaction environment built over a supply chain network and infrastructure that can deliver anything from light bulbs and exhaust systems to tow bars and truck bed products to just about anywhere in North America next day.

According to Eric Fairchild, at Keystone. “Parts Via gives consumers the convenience of purchasing authentic branded products online with the choice to have them shipped to one of Keystone’s many qualified network retailers and installers. Parts Via provides consumers with unparalleled access to local services, technical expertise and installation support that traditional online purchases do not provide.”

Parts Via creates a strategic alliance between brands, retail outlets and consumers using Keystone’s technology, inventory, warehouses and fleet to enhance the shopping experience for consumers while growing sales for the Parts Via partner and dealer network. It enables and helps businesses capture sales where and how consumers shop in the fastest growing sales channel, always pulling the local retail outlet into the transaction.

“How we make it work is simple,” says Fairchild. “A consumer purchases an authentic branded product from their favorite branded website. We give them the choice to ship their purchase to their home or pick it up at a local network dealer’s location, gaining access to installation and service.” In either case the local establishment participates.

Keystone’s supplier partner’s website serves as the point of consumer engagement and Parts Via coordinates efforts to secure the sale and channel post-transaction activity (pick up in store and installation) with local merchants (network dealers). Parts Via bridges the customer engagement gap that leaves local brick and mortar retail outlets disconnected in most e-commerce transactions.

On behalf of the supplier partner and the retailer (network dealer), Parts Via develops the eCommerce components, runs transactions, manages distribution and oversees customer support. “This type of coordinated network partnership is unique and made possible only through Parts Via,” says Fairchild. “After a year’s worth of testing with very positive results and a ton of data and testimonials, we look forward to expanding our network with new suppliers and network dealers in the coming months,” he concludes.

Suppliers and retailers, dealers, installers and jobbers interested in learning more about Parts Via can visit www.partsvia.com.

LKQ Corporation to Acquire Aftermarket Business of Warn Industries, Inc.

Chicago, IL (October 23, 2017) - LKQ Corporation (Nasdaq: LKQ) today announced that its Specialty Segment, Keystone Automotive Operations, Inc. (‘Keystone”), agreed to acquire the aftermarket business of Warn Industries, Inc., a leading designer, manufacturer and marketer of high performance vehicle equipment and accessories. Warn is a wholly owned subsidiary of Dover Corporation (NYSE: DOV).

Established in 1948, Warn’s aftermarket business offers a broad product line of winches, hoists, locking hubs and bumpers, with over 350 employees serving specialty retailers and distributors globally. Holding over 130 patents, Warn has a long history of developing the highest quality, most technologically advanced products in the industry.

“Warn’s leadership position and premium iconic brand offer our Specialty Products Group the ability to drive our long-term strategy of growing our core markets and developing viable points of entry into adjacent markets,” said Bill Rogers, Vice President and General Manager of Keystone. “LKQ and Warn will be committed to continuing delivery of great value to our customers and to growing our combined businesses to higher levels.”

The transaction is expected to close in the fourth quarter, subject to customary closing conditions.

About LKQ Corporation

LKQ Corporation (www.lkqcorp.com) is a leading provider of alternative and specialty parts to repair and accessorize automobiles and other vehicles. LKQ has operations in North America, Europe and Taiwan. LKQ offers its customers a broad range of replacement systems, components, equipment and parts to repair and accessorize automobiles, trucks, and recreational and performance vehicles.

Keystone Automotive Operations acquires Topline Systems, Inc.

 

Exeter, PA. Keystone Automotive Operations has announced the acquisition of Topline Systems, Inc., a dealer and retail software development company that specializes in dealership/shop management and point of sales products that include comprehensive sales, service and parts management modules. “Our interest in looking at software as a solution for our customers began when we tried to think of new and improved customer support strategies and ways we could help our customers grow. What are the challenges our customers face that we can help them overcome?” states Keystone Business Leader, Bill Rogers.

“After hundreds of customer visits in the markets we serve we determined that inventory management, procurement, sales processes, and fundamental reporting and analytics were areas that many of our customers struggle with. The options available to them are either complicated and expensive, or too simplistic and ineffective. We felt a robust and easy to use alternative was needed and found Topline’s suite of products a perfect fit,” adds Rogers.

Keystone and Topline have a long history of working together, collaborating on a variety of projects. “We are excited about continuing our work with Keystone in a much more significant way,” comments Topline president, Steve Karafas. “The availability of capital and other resources they bring to the relationship will result in expanded features and benefits for existing users and help our emerging presence supporting customers in new markets as well.”

The foundation of Topline’s software is firmly rooted in the owner-manager-doer mindset. It was developed at a dealership with a retail store and a service/installation shop - for that business, by that owner. The same daily decision making process used to run the business was engineered into the software and has application well beyond the market it was initially intended to serve. This thoughtful - “I’ve actually done this work before” - approach has resulted in a feature-rich software solution that is affordable, easy to install, and easy to use.

“There are hundreds of dealers in North America using the Topline program today and we intend to keep things business as usual for them. They will experience no interruption in services or be required to work any differently than they have in the past. In fact, our intention is to operate Topline independently to maintain the existing securities and confidentiality that all of Topline’s customers and business partners have enjoyed,” commented Rogers. “We are looking forward to expanding on the foundational programming solutions that Topline has developed and applying them to businesses in other markets with similar needs, including the automotive aftermarket where we see a significant opportunity.”

Keystone intends to infuse capital and resources into the company to help it continue developing customer satisfaction solutions in the markets they serve. “For over 50 years, Keystone / NTP-STAG has been committed to partnering with our customers to not only provide them the broadest and deepest inventory selection and world class fulfillment capability, but also helping them continue to grow and succeed by offering end-to-end marketing solutions and innovative e-commerce solutions,” says Rogers. He adds, “The addition of Topline allows us to continue to offer new ways to help our customers grow and succeed by providing value based, high quality, state of the art business solutions, including Dealership Management, Point of Sale, Service, and Parts Management.”

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