Expert Details
Automotive OEMs Fixed Operations and Aftermarket Parts & Service Growth Strategies
ID: 734254
Michigan, USA
Core Competencies:
Automotive OEM and Aftermarket Sales and Service
Strategic Planning and Channel Management
Cross-Functional Teams – Passionate Engagement
Win-win Supplier-OEM Partnerships
Parts eCommerce and Software Technology incl. SaaS
Business Development and Retention | Project Mgmt.
Transformational Representation and Leadership
Competitive Market Data Focused to Drive Priorities
Exemplary Reputation | Integrity
Aftermarket | Aftersales Wholesale Parts
Fixed Operations Subject Matter Expert
Innovative Marketing Strategies | Ecommerce
P&L Responsibility and Senior Executive Mentoring
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1991 | Degree: MBA | Subject: Business and Marketing | Institution: Denver |
| Year: 1983 | Degree: BS, AA | Subject: Business, Marketing and Economics | Institution: Big Rapids, MI |
| Year: 2004 | Degree: U of M Ross School of Business, Executive Education Center | Subject: MBA Update, Corporate Strategy | Institution: Ann Arbor, MI |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2018 to Present | Employer: Undisclosed | Title: OEM Automotive Industry Consultant | Department: |
Responsibilities:- Managing ongoing projects, including for former employer via Tier 1 supplier/s on a contractual basis.- Supporting ongoing consulting engagements in collaboration with private investment firms (i.e. Pincus-Warburg) and business consulting companies. - Providing auto industry environmental insights and guidance. |
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| Years | Employer | Title | Department |
| Years: 2015 to 2017 | Employer: Ford Motor Company | Title: Service Excellence Manager, Global Markets | Department: |
Responsibilities:Developed and led the company’s ambitious, OEM-benchmark “Service Excellence” program, which solved for a critical lack of dealer repair shop capacity in support of world-wide Ford fleets and Ford-Lincoln retail customers. |
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| Years | Employer | Title | Department |
| Years: 2013 to 2014 | Employer: Ford Motor Company | Title: Global Parts and Service Strategy Manager | Department: Ford Export Markets |
Responsibilities:- Responsible for efficiently supporting international marketing, sales, and service teams located in the field offices in our developing markets (i.e., Asia Pacific, Middle East and Africa, Caribbean/Central America).- Successfully developed, communicated and executed key, progressive marketing and functional programs in support of Dealers and Regional Ford employees. - - Responsible for budgeting/ROI forecasts, team building (Ford and supplier) and all aspects of operating the business. |
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| Years | Employer | Title | Department |
| Years: 2000 to 2012 | Employer: Ford Motor Company | Title: Wholesale Parts Marketing Strategy & Ecommerce Manager | Department: |
Responsibilities:- Led the entire concept, design, launch, and sustainment of Ford’s U.S. wholesale parts program that remains the OEM industry benchmark. Exploded the sales and market share of Genuine Ford and Motorcraft wholesale (aftersales) mechanical and collision repair parts, with the Tier-1 supplier teams.- Developed breakthrough Dealer/Ford employee product and sales training, effective marketing campaigns with innovative C&I programs. Hired and trained Ford’s national wholesale parts field team. Launched the best in industry fleet parts conquest and retention tools, facilitated creative performance recognition events; and co-developed advanced market analytics to measure progress, gaps, trends, etc. for continuous improvement. - Responsible for sales forecasting, product branding, live Dealer/Field broadcasts, and promoting the continuous improvement/flow of ideas from Dealers and field reps. - Success increased wholesale parts sales nearly 300% from $764M to $3.3B. Ecommerce Mgr. – Conceived, developed/named and successfully deployed FordParts.com – the industry’s first OEM ecommerce website to facilitate franchised Dealer points as independent sales points. Targeted both B2C customers, and the highly demanding and process sensitive B2B segment, including IRFs and fleet customers - Identified and overcame significant technology, process and Dealer organizational adversity using inventive approaches. - Presented the prestigious Automotive News PACE Award for FordParts.com’s advanced innovation and contributions to advancing OEM Dealers in the automotive parts industry. Parts Product Category Mgr. – Responsible for all P&L aspects of the Ford and Motorcraft aftermarket parts portfolio. Achieved record sales and market penetration objectives each year, against falling vehicle market share, using clever and creative new approaches. - Developed detailed annual business growth plans, C&I, campaigns, product training, website, supplier performance, product planning, pricing, dealer/field recognition award programs, communications, product and marketing innovation, engineering testing and sign-off, competitive research, inventing and deploying innovative new business conquest tools, pricing algorithms, and performance measurement and management tools. - Accepted invitations (3x) as Ford’s NADA meeting keynote presenter, and OEM/Aftermarket industry roundtable discussion leader, both with Ford-Lincoln Dealers and separately with OEM peers. Strategy Manager, Ford Customer Service Division. – Responsible for positioning Ford and it’s Dealer’s at the forefront of OEM and competitive aftermarket fixed operations. Boldly and continuously reinvented and progressively refined ideas and strategies. - Projects included the first re-design in decades of company-to-Dealer Terms and Conditions to enable and incentivize Dealer fixed operations excellence. - Responsible for authoring and maintaining Ford’s fixed ops-related Dealer terms & conditions, and division policies & procedures. - Drove unprecedented dealer/company process efficiency and wholesale (aftermarket) parts sales and Ford-Lincoln Dealer service shop competitiveness. - Achieved annual company cost savings of $30M vs. assigned $10M objective and developed the foundation that nearly tripled the company’s parts revenue, while increasing Ford’s parts aftermarket share. |
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International Experience
| Years | Country / Region | Summary |
|---|---|---|
| Years: 1995 to 1998 | Country / Region: Europe, US | Summary: Ford - Lincoln Accessories Product Planning Mgr. Led the conception, forward planning, benchmarking/research, and quarterbacked the cross-functional team interface with Ford-Lincoln Designers, vehicle product marketing mgr., new program management, brand management, supplier selection and supervision, purchasing, finance, engineering, Dealer relations and accessories marketing/vehicle marketing inclusion. Had dotted line responsiblity with Jaguar counterparts in Coventry, UK. |
| Years: 1998 to 1999 | Country / Region: Europe, US | Summary: Managed (P&L responsibility) the Ford "Rotunda" Dealer equipment and special service tools department - team interfaced with Ford (US and Warley, UK), Mazda (Irvine, CA) and Jaguar (Coventry) vehicle engineering and product development mgt. and marketed approved items to Ford and Lincoln Mercury Dealers. Coordinated efforts of primary suppliers, including Snap On Corp., SPX (now Bosch), etc. |
| Years: 1999 to 2004 | Country / Region: Europe, North America | Summary: Coordinated 2-way exchange of best practices/strategies with focus on several key elements of the US aftermarket parts program that demonstrated a positive impact on revenue and profitability, and was asked to exchange 2-way best practices with European (Germany, France and UK) and North American (Mexico, Canada) counterparts to improve the collective programs and leverage global investments and scale. Had primary responsibility for Ford's US Dealer parts terms & conditions, aftermarket incentive programs, and Dealer parts, policies and procedures, aligning globally according to franchise laws, company policies, etc. |
| Years: 2004 to 2007 | Country / Region: North America | Summary: As the Ford Parts Product Marketing and Program Manager I had responsibility for directly supporting my Ford of Mexico, and Ford of Canada counterparts with their similar efforts requiring coordinated information exchange, benchmarking, and leveraging scale economies. Had full responsibility for key parts product line management from concept to launch, maintenance and P&L responsibility for $600M product line (brake, steering and chassis product lines) |
| Years: 2012 to 2016 | Country / Region: Middle East and Africa, Asia Pacific (non-China), and Caribbean & Central America | Summary: Parts & Service Growth Strategy Mgr. for Ford's emerging markets export department. Led small team in almost daily interaction with the global field sales & service offices. Responsibilities included all (100%) support functions to help the regional sales teams with programs, incentives and tools to help their Dealers achieve their growth and customer experience improvement objectives. Achieved significant successes, particularly in the Middle East Markets. |
Career Accomplishments
| Awards / Recognition |
|---|
| Automotive News PACE Award Finalist for industry leading Dealer parts ecommerce website |
| Publications and Patents Summary |
|---|
| Completed first stage of patent development for innovations with the Ford Wholesale (Aftermarket) Parts Program. Interviewed for several automotive trade publications, including Parts & People (regional trade pub), Automotive News, Babcox Publishing, etc. |
Additional Experience
| Expert Witness Experience |
|---|
| 1. US Federal Case, Patent infringement allegation. Testified for Code Alarm, a Ford supplier partner. 2. US District Case - Eagle claimed that Ford's refusal to accept responsibility for warranty claims (NVH, alignment, irregular tire wear) on vehicles with any make of aftermarket wheel harmed their competitiveness at Ford Dealers. 3.) Small Claims Court - Denver/Boulder |
| Training / Seminars |
|---|
| Attended and facilitated hundreds of training seminars on fixed operations (automotive parts and service); and, subscribe to countless automotive industry trade journals to actively maintain current information. |
| Vendor Selection |
|---|
| Led the project design specs, SOW development, and sourcing decision on dozens (100%) of the key supplier partners chosen for assigned marketing, sales & service programs. |
| Marketing Experience |
|---|
| Extensive marketing responsibility in all aspects of Dealer fixed operations, parts & service, and accessories - including competitive benchmarking, customer needs, point of sale, tier 1, 2 and 3 advertising strategies, Dealer advertising funds/co-op, and marketing budget investments. |
| Other Relevant Experience |
|---|
| ADDITIONAL HANDS-ON EXPERIENCE - Global Rotunda Department Manager– youngest mgr. of a Ford global business unit - $186M Dealer Tools and Equipment Sales - Genuine Ford Accessories Product Planning Manager – Responsible for all current and future accts. and critical Job 1 availability. Worked collaboratively with Ford and Lincoln vehicle brand management, and upstream product engineering. Part of Ford’s first, highly successful cross-functional organizational team (supervising engineers, finance, purchasing, marketing and sales). Tripled Ford accessories sales to $276M with industry-leading products and technology. Championed the first OEM industry introduction of remote start, sonic reverse sensing/warning and other innovations that placed Ford-Lincoln years ahead of all other OEM and aftermarket competitors. - Ford Customer Assistance Center Group Leader – Supervised the top (of 13) performing and highest morale Ford CSR team - Ford Sales Division, and Parts and Service Zone Manager assignments, Ford Denver Regional Office, Englewood, CO - Norwest Bank (Wells Fargo) – Credit Mgr./Loan Officer. Branch Mgr. Development Candidate, Riverside, CA |
Language Skills
| Language | Proficiency |
|---|---|
| English | Fluent |