Recently I met with an automotive-aftermarket service company, a rather large business with thousands of North American locations. I'm told that the near simultaneous closing of 2000 automotive dealerships and the recession - where penny-pinching drivers have held onto their vehicles longer - had a dramatic effect on this business segment. Nearly $7 billion in business opportunities have been shifted away from dealership parts and service bays to be grabbed up by independent parts and service aftermarket companies. These companies were challenged to quickly capitalize on this tremendous opportunity. Simply opening new franchise locations and throwing more workers into the fray could result in a revenue spike. However, considering the investment required, these aftermarket-service companies had to determine whether the initial revenue load could be sustained, and whether the deluge of new, first-time customers could be converted into loyal repeat customers.
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