Keystone News

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

COVID-19: How we are responding, a message from our President

 

 

To our trusted suppliers and customers:

 

The unprecedented effects of COVID-19 (coronavirus) are having a tremendous impact on our lives and businesses. The health, safety and wellbeing of our employees, customers and vendors is our primary concern and we are continuing to take actions to mitigate the risks across all our facilities based upon guidance provided by the U.S. Center for Disease Control (CDC), the World Health Organization (WHO), the Occupational Safety & Health Administration (OSHA) and other public health authorities and resources. We continue to expect that all employees and drivers remain vigilant in maintaining proper hygiene habits in addition to social distancing. 

 

Our practices have been enhanced to include more frequent, regular cleaning and disinfecting of delivery vehicle surfaces such as interiors and steering wheels, remote controls on lifts, doorknobs and other areas of the vehicles that are frequently touched. We have also modified travel and in-person meeting policies appropriately and expect our employees stay home if they show symptoms or feel sick.

 

While we are actively monitoring the fluid developments of this situation, we also understand the importance of continuing to serve our customers and support the interests of our suppliers. Many of our customers and suppliers are small and medium-sized, independent businesses and as a vital component of the supply chain, we are remaining true to our mission in the attempt to mitigate the impact on these businesses and their communities.  In the furtherance of this objective, we continue to receive and process orders and maintain deliveries except where limited by government restrictions.

 

We understand the economic realities of this unprecedented situation and their potential impact on our industry and believe that in staying the course, we can limit the disruption to our business partners.  We are confident that this challenge will pass, and we will move forward together.

 

We wish you safety and health and thank you for your continued business.

 

Thank you,

Bill Rogers

eKey App Used by Over 1000 Jobbers
The eKey Mobile App launched early 2019. No more were Jobbers tied to a computer terminal. The app gave the flexibility to access eKeystone tools from anywhere they choose. In addition to Year/Make/Model and VIN barcode reader, Jobbers can use the Smart Search tool they are familiar with from the eKey website. It doesn’t stop there, once the parts are orders on the app, Jobbers can track the status of their delivery truck, ensuring that service schedules can be maintained. The app is available for download on the iTunes App Store and Google Play.
Keystone Automotive Launches Exclusive Interactive Garage Integration
Keystone Automotive Operations, distributor and marketer of automotive aftermarket products and services, has now exclusively integrated Interactive Garage, a virtual custom vehicle build visualizer, into its dealer transactional portal, eKeystone.com.

This new tool allows Trial and Premium subscribers to the eKeystone.com platform a visual sales tool to demonstrate to their customers exactly how their selected parts and accessories will appear on their vehicles prior to purchase and installation.

“It is important to us that we continue to develop enhancements to the eKeystone user experience for our jobbers while providing them with tools designed to assist the sales process and help them grow their businesses,” says Keystone vice president, category management, Larry Montante. “We believe that high-quality services such as Keystone Interactive Garage add significant value to our eKeystone Premium users with an easy-to-use tool that their customers will appreciate.”

Accessed via eKeystone.com, the Keystone Interactive Garage features 38 base vehicles sorted by year make and model, along with their corresponding color options and at launch, features more than 10,000 individual part variations from nearly 90 participating suppliers. Customized builds can be provided to in-store customers as a printout while the parts themselves can be added to the eKeystone cart with a single click.

“We developed Interactive Garage to be the perfect complimentary sales tool for jobbers, dealerships, and accessory manufacturers to provide the best user experience for the ultimate customer: the end consumer,” states Interactive Garage CEO and founder, Ryan Hagel. “Teaming up with Keystone provides our platform significant access into the marketplace that will aid in the acceleration of aftermarket product sales through visual vehicle personalization for users across the U.S. and Canada.”

This addition to the platform is now available and included with eKeystone Premium subscriptions. A customized version is also offered that delivers jobbers the ability to manage their retail pricing, customize the look and feel of the user interface, and incorporate the tool into their own websites.

“We’re receiving a tremendous response to Keystone Interactive Garage from our jobbers as well as our supplier partners,” added Montante. “With new parts being added daily, we will continue to expand the product offerings and with it, the variety of custom build options.”

2019 SEMA Show attendees will have the opportunity to learn more about the Keystone Interactive Garage when they visit the Keystone Booth #21249, while those who will not be attending the show are encouraged to speak to their Keystone representative for more information or visit: http://wwwsc.ekeystone.com/KIG.
Cap-it International partners with Keystone Automotive

EXETER, PA (September 10, 2019) - Today, Andrew Funk, President of Cap-it International, announces a partnership with Keystone Automotive Operations, Inc. as a Designated Supplier of Automotive parts and accessories to its 29 Cap-it Genuine Truckware locations across Canada and the United States.

Previously, Cap-it locations were serviced by Western Warehouse, a Wholesale Distributor of light truck accessories based in Western Canada owned by the Funk family.

“Since our beginning in 1977, Cap-it has been focused on providing an exceptional retail experience to our customers with a selection of light truck, adventure, and power sports accessories that is second to none. We believe this partnership will allow us to accelerate our efforts expanding the Cap-it Brand across North America. With Keystone’s exceptional service and inventory, they are the perfect partner to allow us to focus on growth while at the same time ensuring our franchisees and customers receive the best service possible.”

“We are excited to partner with the Cap-it team. Our mission and values match up nicely with theirs. Hank and Andrew have built an impressive business model focused on providing the best possible customer experience.” said Bill Rogers, President of Keystone Automotive Operations, “We have been servicing the Cap-it locations for many years and we are excited about the opportunity to significantly expand the partnership and enable their growth plans.”

Since 1990, Cap-it® Genuine TruckwareTM has established itself as a world-class retailer of quality truck accessories and camping products. Because Life’s an Adventure®, Cap-it’s 29 stores across North America provide customers and their vehicles lifestyle solutions for both work and recreation.

About Keystone Automotive Operations:

Keystone Automotive Operations 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.

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