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Locking in on key customers

Published Wednesday, October 01, 2008

Fontaine Trailer Company had been in business for over 60 years and had become the largest flatbed trailer manufacturer in the world. But it had never really tried to focus on aftermarket parts, instead selling parts from each of its manufacturing plants with part-time personnel. “It was really a fractured effort,” Ed Wentz says. “We had a bunch of heroes trying to do the right thing, but we didn't have the right resources or tools to do the job correctly. Dealers and fleet customers indicated a strong need for us to simplify the process and focus on parts.” ...

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