AAPEX By the Numbers
The Automotive Aftermarket Products Expo (AAPEX) will be held Tuesday, Nov. 1, through Thursday, Nov. 3, at the Sands Expo in Las Vegas, with AAPEXedu (educational) sessions starting on Monday, Oct. 31.
The global event represents the $356 billion global aftermarket auto care industry. It is expected to feature more than 2,200 exhibitors and 45,000 targeted buyers.
AAPEX is part of the Automotive Aftermarket Industry Week (AAIW) held from Nov. 1 to Nov. 4, which also features the Specialty Equipment Market Association (SEMA) Show including the Tire Industry Association’s (TIA) Global Tire Expo (see our September issue for more information). AAPEX is co-owned by the Auto Care Association and the Automotive Aftermarket Suppliers Association (AASA), the light vehicle aftermarket division of the Motor & Equipment Manufacturers Association (MEMA).
Approximately 160,000 automotive aftermarket professionals from more than 140 countries are projected to be in Las Vegas during AAIW.
AAPEX educational tracks
While AAPEX exhibits are open Tuesday, Nov. 1, to Friday, Nov. 3, the AAPEXedu program starts on Monday, Oct. 31, and runs through Friday.
All educational sessions are accredited by the University of the Aftermarket toward the Automotive Aftermarket Professional (AAP) and Master Automotive Aftermarket Professional (MAAP) designations.
There will be six AAPEXedu tracks at the show: Industry Trends; Connected Car Opportunities; Sales and Purchasing; Marketing, Branding and Customer Relationships; a Service Professionals Program; and a Young Professional Program. There will be a total of 42 sessions within the six tracks.
In addition to the AAPEXedu sessions, this year’s Service Professionals Program will include Automotive Video Inc. (AVI) technical training and the Automotive Service Association (ASA) management training on Oct. 31 and Nov. 1. There is a separate registration fee to attend these training programs.
Here is a partial list of the conferences and educational sessions to be presented. All will be held at The Venetian. For the full schedule of sessions, see www.aapexshow.com.
Monday, Oct. 31
10 a.m. – 4 p.m.
2 p.m. – 3 p.m.
Strategies for Global Expansion
This session is for those who are trying to expand their businesses internationally. Participants will learn key steps and create a strategy to take their business abroad or to continue to enter new markets.
The presenter will show how to navigate and negotiate new international markets, acquire clients globally and build strong, long-term international partnerships.
3:30 p.m. to 4:30 p.m.
Consolidation of China’s Aftermarket: Opportunities and Challenges
This session will examine China’s light vehicle aftermarket in terms of size, vehicle make-up, distribution and growth trends. It will compare China’s development to that of the U.S. to look for clues as to how China’s market will evolve and consolidate. Areas of opportunity and challenge will be highlighted as well as some principles of success.
Tuesday, Nov. 1
7:30 a.m. to 8:30 a.m.
2017 Aftermarket Outlook
At this year’s Aftermarket Outlook, NPD’s Director of Industry Analysis Nathan Shipley will reveal how sales in 2016 measured up to expectations, share insights into consumer attitudes that will shape the coming year, and provide his outlook on sales for 2017.
Insights and analysis will be derived from examining economic trends, consumer research and product sales data, including the 2017 Consumer Outlook Survey.
This session is also offered Wednesday, Nov. 2, at 2 p.m.
Selling Value: The Key to Better Sales Negotiation Outcomes
This fast-paced program will show you how to leverage your added value to negotiate the best deal possible in any sales negotiation situation. Attendees will learn how to get inside the buyer’s head to understand which value propositions are really important to them and how much they are truly willing to pay for them; how to uncover unique asymmetrical trades that allow you to create value that no competitor can match; and how to negotiate effectively.
7:30 a.m. to 8:40 a.m.
Selling Parts for Imports: Have You Ever Tried Listening to Your Customers?
This seminar will allow all facets of the industry to learn what the end user of their product wants. Technicians will be asked what they want and expect in terms of product quality, importance of service and counter-person knowledge. Whether it is the products you sell, the services you provide or incentives that you offer, learn how important these factors are to the people who choose the companies they want to buy from and the brands they desire.
9 a.m. to 10 a.m.
Is Vertical Integration in the Aftermarket Going to Redefine the Competitive Landscape?
A potential trend seems to be forming toward vertical consolidation among channel players (including installers/retailers, wholesalers/distributors and now, manufacturers) resulting in a potential shift in the competitive landscape. The session will outline the implications of trends in the North American aftermarket and their impact on aftermarket players.
Next Generation Marketing: Successfully Positioning a Brand or Service with the Millennial Buyer
Attendees will learn the truths about marketing to millennials, practical to-do’s to strategically position your brand or service with millennials, and hear an inspiring story about how to manage change successfully.
3:30 p.m. to 4:30 p.m.
Commercial Vehicle Overview: Inside the Numbers
Hear the details about the changes taking place in the commercial vehicle market and how these changes will shape the future market. This session is designed to highlight major trends gleaned from AAPEX’s commercial vehicle profile. This profile can identify trends in who is buying commercial vehicles, what they are using them for, and where the market is going on a regional and fleet-size basis.
Wednesday, Nov. 2
9 a.m. to 10 a.m.
Content Marketing: Story Telling. Bigger Revenues. Less Selling
Johnson will teach five secrets to telling stories that entice people to buy based on changing attitudes and behaviors about the products you sell that should drive big revenue. Attendees will learn how to tell stories that make buyers clamor to hear more, how to turn stories into leads, and how to turn leads into loyal customers.11 a.m. to noon
Building Your Brand in the Digital Age
Learn how to use data and advanced tools and tactics to reach niche B2B and B2C audiences. Case histories of programs targeted to repair professionals, repair shop owners and niche consumer audiences will be presented. Attendees will learn how to reach repair shop owners and technicians, including specialists, in a completely new way, how to target niche consumer audiences, performance, classic car buffs, off-road enthusiasts, and how to leverage new, hyper-precise geo targeting to engage when the audience is ready to buy.
1 p.m. to 1:45 p.m.
Network Brilliantly for Business and Professional Growth
It’s time to stop the excuses and turn on a new networking program to light up your business and help grow your career. A national columnist called the “queen of networking” will deliver a clear process, filled with actions you can take at your dealership this same day. Learn tons of tips and tricks and common bloopers to avoid.
Attendees will learn how to start developing your networking plan now, even if you don’t have one today, how to avoid the common excuses that prevent you from relationship-building success, and practical, actionable tips and examples of pitfalls to avoid.
Thursday, Nov. 3
8 a.m. to 9 a.m.
Induction System Diagnosis and Repair
Case studies will demonstrate field diagnostics and fixes on both gasoline and diesel engines. Attendees will learn turbocharger control systems and failure diagnosis; repair and replacement techniques to diagnose manifold tuning controls; and how to improve your induction troubleshooting skills.
9:30 a.m. to 10:30 a.m.
15 Seconds to Yes!
What do you do when a customer says “no” to a sale? Many times the first “no” is just a test from the customer. However, many service advisors don’t know how to get beyond the first “no” without putting undo pressure on the customer to buy. You’ll leave with a complete system to help you move beyond the first “no” in a non-threatening way that will assist you in closing more sales.
Attendees will learn how preparation is the key to success; what to say when a customer says “no,” and how to create a customer-centric process such that customers want to buy.
Achieving Service Excellence in Today’s TPMS Market
This session will teach you three very important but often overlooked actions to take to service TPMS properly. Learn directly from a TIA Certified instructor the correct steps to take each and every time you service TPMS, and how to ensure you are protecting yourself, your company and your customer.
Attendees will learn the standard operating procedures; about service pack replacement; and about sensor identification.
11 a.m. to noon
Attention to Details: Make Brake Service More Efficient and Profitable
Topics such as choosing the right brake friction and rotors for various vehicle applications to prevent problems down the road will be covered. Attendees are also welcome to bring their own brake concerns and topics to discuss.
Attendees will learn how attention to details can help maximize profitability on brake service; why certain brake pads may be the wrong choice for your application; and how to prevent the top two brake issues: noise and pedal pulsation.
Synthetic Oils: Rejuvenate Your Maintenance Service Business
The number of higher-quality motor oils on the market today has extended manufacturers’ recommended oil change intervals well beyond the 3,000-mile mark. While this might seem like a blow to your business, incorporating higher-quality oils with a scheduled maintenance package for your customers can take your business to new heights. Attendees will learn the composition of synthetic oil and what it can do for engine performance and longevity; how repair shop owners and managers can market synthetic oil to their customers; and how to better establish your stop as the “go-to” synthetic oil specialist, thereby boosting your bottom line in this key service category.
Retired four-star General Michael Hayden will speak at the AAPEX general session on Wednesday, Nov. 2, from 8 a.m. to 8:50 a.m. at the Venetian in Las Vegas. It is free to all AAPEX attendees and no pre-registration is required.
Hayden is former director of the Central Intelligence Agency (CIA) and National Security Agency (NSA). During his address, Hayden will dissect political situations in hot spots around the world, analyzing the global environment and offering an insider’s look at what it all means for America and America’s interests.
He will speak on the need to adapt to the ever-changing informational landscape and the dangers, risks, and potential rewards of America’s cyber security situation.
Hayden is the author of the upcoming book Playing to the Edge: American Intelligence in the Age of Terror.
All AAPEXedu sessions are offered at no cost to AAPEX attendees. Attendees are asked to register to reserve a seat in the classes they plan to attend as many sessions will fill up quickly. To register, visit www.aapexshow.com/newse.
AAPEX also features a variety of receptions for networking and making connections with professionals from all areas of the automotive industry.
See the complete AAPEX schedule at www.aapexshow.com.