MAST makes BIG changes: Aptly named Alliance program changes relationships

By: Bob Ulrich

“I like the fact that you can get tires through other people and get credit for it now,” said Noah Furrow (right), co-owner of Express Tire & Lube in Scottsville, Ky., with his father, Greg (pictured at left).

On Jan. 1, independent retailers who buy Michelin, BFGoodrich and Uniroyal consumer tires from MAST (Michelin Americas Small Tires) will begin purchasing the tires under MAST’s new Alliance Associate Dealer (AAD) program. Michelin calls the new program a “fundamental shift” in the way it will do business with its dealers.

If AAD performs as advertised, MAST officials say dealers will see increased profit margins on MAST products, and wholesale distributors will gain the loyalty of its MAST dealers -- and the added sales that come with it.

Michelin scheduled 40 meetings in 15 days in major markets throughout the United States to introduce the program to more than 3,000 of its dealers. Modern Tire Dealer attended the meeting in Nashville to hear about the changes first-hand -- and dealers’ reactions to them.

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