End Users Want Partners - Not Just Tire Suppliers

Mike Manges
Posted on March 2, 2020

What do customers want from their tire dealers, more than anything else? A true business partnership, representatives from two OTR tire end users said during the recent Tire Industry Association OTR Tire Conference.

"The guy who is selling the tire makes a big impact," said Martin Marietta's David Winn (far right), with Lonnie Sullivan from Vulcan Materials (center) and MTD Publisher Greg Smith.
"The guy who is selling the tire makes a big impact," said Martin Marietta's David Winn (far right), with Lonnie Sullivan from Vulcan Materials (center) and MTD Publisher Greg Smith.

During a panel discussion moderated by MTD Publisher Greg Smith, Lonnie Sullivan, strategic sourcing manager, mobile equipment, for Vulcan Materials Co., said the tire dealers who service his employer “know what our expectations are.”

Vulcan, which bills itself as the United States’ largest producer of construction aggregates, evaluates its dealers “on their ability to serve our plants, plus their financial strength, pricing and performance,” he noted.

Working closely with its dealers, the company established a comprehensive tire program that includes OTR tire data collection and performance tracking, tire maintenance best practices, site reviews and other functions designed to reduce operating costs.

“The biggest piece is making sure our dealers work with the managers and other people at our plants,” said Sullivan. “We make sure we give our dealers access to our equipment when they need it.”

Panelist David Winn told attendees that his employer, Martin Marietta, which supplies aggregates, cement, asphalt and other materials, relies on its tire dealers “to make sure our tire investment is where it needs to be.”

This includes quarterly fleet inspections and other preventive maintenance services.

“Our dealers come out to our site and look at the roads” leading into and out of the locations, plus “all the other things that play into tire life.”

Dealers also provide training at Martin Marietta sites. “Last year, a dealer (staged) a class on what took look at during (an equipment) walk-around,” says Winn. “Anything a dealer can do to shut down a potential (tire) failure before our equipment shuts down is a plus for us.”

“When I look at a tire dealer, I want support,” he added. “When I call them, I don’t want the run-around. The guy who is selling the tire makes a big impact.”

Sullivan agreed that candor is important. “We want someone who will give us the bad news, when there’s bad news, and not worry about losing the business,” he told attendees – sound advice for  dealers in all segments.




Related Topics: 2020 TIA OTR Tire Conference, OTR tires, Tire Industry Association

Mike Manges Editor
Comments ( 0 )
More Stories

Cooper Extends Shutdown in U.S. and Mexico

Cooper Tire & Rubber Co. will keep its tire manufacturing plants in the U.S. and Mexico closed for at least another two weeks. Cooper's plans in Europe also remain shut down.  


Hankook Tires Win Red Dot 2020 Award

Hankook Tire Co. Ltd. has been recognized by one of the world’s most prestigious design awards, the Red Dot Award 2020, for its Hankook Dynapro AT2, Hankook Dynapro MT2 and Hankook i*pike RS2 products.

Monro Inc., which is in the process of converting some of its stores to a more tire-oriented format, is taking measures to strengthen its cash position as the COVID-19 crisis evolves.

Monro Expects to Experience Sales Decrease

Monro Inc. estimates it will experience a sales decrease for the fourth quarter of its fiscal year, ended March 28, “largely driven by a substantial decrease in traffic since mid-March” due, in part, to the COVID-19 crisis.

Be the First to Know

Get the latest news and most popular articles from MTD delivered straight to your inbox. Stay on top of the tire industry and don't miss a thing!

We respect your data and privacy.
By clicking the submit button below, you are agreeing with Bobit Business Media’s Privacy Policy and this outlined level of consent.