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Invest in Your Most Valuable Asset, Your People

by Shane Murphy, Field Services Manager, OEC

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In 2017, Scott Traub had just taken leadership of Wholesale Parts Operations at North Carolina’s Modern Automotive Network. As he began to wrap his mind around the sheer size of the task in front of him, he knew instinctively that he had one serious competitive advantage.

His team.

“People are your most valuable asset,” Traub says.

He knew there was untapped potential in his parts department and needed to do something to get them there.

“To recognize an opportunity and do nothing would be irresponsible,” Traub says.

He decided to invest in more than 80 days of OEC Performance Coaching. This was a substantial investment, but it paid off in a big way.

“We realized that as a group we were deficient in our understanding of competitive pricing programs available through several OEMs. OEC was able to provide the education and the platform to start taking advantage of those program opportunities,” he says.

But while Traub knew it was important to embrace technology, he also knew that to win in this hyper-competitive space it takes top-down commitment to fight back against the aftermarket—and to do that, he needed to invest in the success of his people.

“It is rare that a dealership decides to invests their time and money into the parts department, but we find that the ones who do reap the benefits. Scott gave me the liberty to work with his team to help them be more confident on how to approach shops with OEM parts programs,” says OEC Performance Coach Vikki Vaeth. “He likes the role plays I initiate with each individual counter person.”


Randy Wood


“My performance before and after Vikki arrived is night and day,” says Randy Wood, one of the senior wholesale professionals at Modern. “I’ve learned a ton of information about how to approach customers with the use of OEC products.”

OEC and Modern Automotive are not the only ones to notice Wood’s improved sales performance, who has also received recognition from Nissan for catapulting himself to the top salesperson position in his region.

“Everybody has been very supportive during this process,” Wood says. “When Modern succeeds, I succeed. That not only benefits me, but the customer as well.”

Wood’s experience and growth has proven Modern’s investment to be more than just dollars and cents. With a renewed passion for his job, Wood is excited about the challenges each day brings. His sales have grown 10 percent during this process and he could not be happier about the results.

“OEC Performance Coaching restored my passion for sales. I am now a lot more aggressive with pricing,” Wood says. “The knowledge that I have gained has given me more confidence than ever before. I learned that communication is everything in the automotive industry. If you are passionate about your product your customer will sense that.”

In the increasingly complex collision parts space, it is now more important than ever to invest in your parts department, specifically in the people of your parts department.

Traub’s continued faith in his people was rewarded and his staff continues to evolve and improve.

And really, that’s leadership in a nutshell, isn’t it?

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