Parts Director
Arabian Auto Agency
مجموع سنوات الخبرة :36 years, 8 أشهر
Full budgetary responsibility for a multimillion US$ parts business, managing a cross functional Parts team across a 15 branch network, developing all aspects of the Parts Division for a multi franchise On Highway, Off Highway and Agricultural equipment distributor. Major franchises include Kawasaki Heavy Industries, Sumitomo Construction, New Holland Agricultural and Construction, Navistar International Buses and Trucks, Elgin Sweeper, Wacker, Fleetguard/Cummins Filtration and Magneti Marelli.
•Leadership: Overhauled all aspects of the parts operation, enabling a much more disciplined and structured approach to customer service, sales management, purchasing, inventory management and subsequently increasing service availability, sales and profit.
•Financial: Introduced a regionally organised commission based sales team, creating and maintaining a detailed fleet database for franchise and non franchise customers, significant improvements in systems and processes in logistics, establishing forecast models, inventory/lead time parameters, stock distribution, negotiating scheduled order turn around with manufacturing principals' and establishing a dedicated team of material control specialists with measurable customer service standards.
•Technology & Profitability: Utilising the extensive customer database I have launched and successfully established a fleet truck parts business targeting all manufacturers of European commercial vehicles in the market. This has included negotiating exclusive distribution and pricing initiatives with major suppliers including Cummins On Highway Filtration (Fleetguard), Eaton Clutch (Europe), Magneti Marelli, Dayco, Lipe and Allied Nippon amongst others
•Franchise Development: improved Parts retention through the introduction of loyalty programs. The Fleet Truck Parts business is now a major contributor to parts profitability and is a platform for significant future growth and diversification complementing and strengthening the ongoing O.E.M franchise parts business
Management of a multimillion GBP parts operation encompassing sales, marketing, financial and budgetary responsibilities, procurement, warehousing and distribution. Major franchises managed were Komatsu Construction Machinery, Moxy Trucks and Furukawa Rock Drills.
•Sales and Marketing: Reversed downward sales trend and significantly improved corporate image associated with the parts and service profile. Successfully achieving consistent sales growth within a two year period gained through targeted marketing programs, improved availability and the development of a more focused sales team. Attaining Premier Partner status with Komatsu Europe for consistently achieving strict KPI criteria.
•Cost Management: Profit margins increased by 6% due to savings in operating costs through head count reduction, introduction of a centralised distribution operation, inventory rationalisation and price negotiation with key franchise suppliers and third party logistics providers.
Following the acquisition of Fermec by Case International, I was promoted to the Case (New Holland) European Headquarters. This position was a two fold responsibility incorporating Project Management for the successful integration of the Fermec parts operation into the Case worldwide parts distribution network within a specific timeframe.
•Purchasing: Ongoing responsibilities to manage a £20 million commodity range with specific emphasis on establishing a cross product attachments range. This was successfully achieved with a 7% increase in market share for key commodities, generating an annualised increase in sales of £1.5 million with a further potential of £3 million over the following 2 years
•Strategic Business Development: Integration of supplier and market rationalisation, identification and achievement of common product profit opportunities, computer and operational systems assimilation
•Market Research and Product Launch: Key actions included; direct liaison with suppliers to create ‘own brand' product ranges; focused market research through a pan-European distribution network to establish market requirements; price positioning and maximising profit margins; creating and maintaining a market-lead promotions calendar and establishing product appreciation and sales training
During my tenure I progressed from Procurement Manager to Business Development Manager. Tasked with the creation of a business division to establish and develop incremental sales of attachments and accessories associated with Off Highway equipment.
•Project Management: Introduced a range of own brand products ranging from excavator buckets, hydraulic implements and in-cab air conditioning units. Generated incremental sales in excess of £1.5 million per annum with a forecast growth of £2.2 million. Project Management responsibility for procurement, engineering approval, sales and marketing.
•Contract Negotiation: A 12% reduction in distribution costs was achieved through re-negotiation with existing logistics partners. Improved stock turn by implementing a more strict obsolescence disposal program and a more focused stock profile targeting the top 20% moving parts
•Operations Management: Achieved a saving of £200k on third party warehouse costs. Reduced warehouse operating costs by introducing flexible working patterns and headcount reduction. Centralised purchasing of parts for all European operations and established on-line computer links for pan-European distribution via French and German satellite warehouses
•Direct Marketing: Successful introduction of a telephone sales initiative for the customer service team generated 15% increase in sales for competitive consumable parts, i.e. own brand lubrications, batteries, and associated products
Professional Stage Qualification
in Business Studies