The recent MEMA Aftermarket Suppliers Technology Conference illuminated a significant challenge facing the automotive aftermarket: the necessity for high-quality data from suppliers to enhance the effectiveness of parts distributors. Industry leaders underscored that the success of distributors in selling aftermarket parts hinges largely on the completeness and accuracy of the data supplied, as poor data can severely hinder sales performance.
Scott Tompkins, senior product marketing manager at Epicor, articulated that the disparity in data quality is particularly stark within the heavy-duty segment of the market. Unlike light-duty aftermarket data, which has improved remarkably in recent years, heavy-duty manufacturers often lack standardized fitment information. This absence complicates distributors’ ability to identify and sell the right parts, leading to potential losses in both revenue and customer satisfaction. He emphasized the importance of data standards like the Aftermarket Catalog Exchange Standard (ACES) and Product Information Exchange Standard (PIES), which are designed to facilitate consistent and efficient data exchange across the supply chain.
Ingram, vice president at FinditParts, echoed Tompkins’ concerns, highlighting that although several manufacturers provide satisfactory ACES data and imagery, many in the commercial vehicle sector remain hesitant to convert their data into digital formats. Their reluctance often stems from fears surrounding the protection of intellectual property, which can delay progress toward more efficient data management.
Jim Naso, applications data manager at Continental ContiTech Power Transmission Group, drew attention to the frustration this causes distributors. He described the scenario where a distributor approaches a supplier expecting valuable data only to receive it in a PDF format — a method that hardly meets the digital expectations of today’s marketplace. This form of data transmission, often humorous but regrettably true, signals a disconnect between manufacturing capabilities and distributor needs.
The implications of inadequate data extend beyond logistics; they significantly affect the competitive landscape. Tompkins pointed out that when a distributor lacks high-quality, standardized data, it diminishes the perceived value of their products, regardless of the actual quality. The struggle for competitiveness in pricing and product desirability is exacerbated by such deficiencies in data management.
Furthermore, investing in PIES data and comprehensive product imagery emerged as critical differentiators in the commercial vehicle market. Ingram recounted experiences from his past roles, stressing that the provision of precise data had always been a requirement from the manufacturing community, which further highlights the growing expectations from end-users in a digital-first economy.
Manufacturers, according to Naso, must proactively collaborate with distributor partners to foster a culture of awareness and demand for electronic data formats. He posited that the industry as a whole must step up efforts, as individual organisations may lack the resources to invest adequately in these transitions. “Collectively, we need to drive some of these businesses because they’re not going to survive or put the investment in for one or two single-part types,” he stated, indicating a collective responsibility for improvement across the supply chain.
This emphasis on collaboration and shared standards echoes the necessity for data management frameworks that can adapt to the evolving needs of the automotive aftermarket. As highlighted by various industry discussions, adherence to ACES and PIES standards is paramount for ensuring operational efficiency and customer satisfaction, a sentiment that is increasingly resonating within the sector amidst rapid technological change.
The ongoing conversation about data quality and accessibility serves as a crucial reminder that in a digitally driven marketplace, the data supplied by manufacturers is not merely a technical specification; it is a foundational component of a distributor’s business strategy, capable of determining their ability to compete in a crowded field.
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Source: Noah Wire Services
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