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Parts Manager Sept 15, 2009
Clearing the air on phase-in criteria A real, working definition of “Lost Sales” has to be the most-disputed topic among parts managers but “phase-in criteria” runs a very close second. Why should this be? It seems simple doesn’t it? If there is increased or decreased demand for certain parts the dealership should increase or decrease the number of those items in inventory.
Who cares how one manufacturer or the other measures stock order performance. At the dealer level it is better to measure purchase efficiency, which tells the parts manager and dealer how the parts department is REALLY spending money. A manufacturer only knows that a dealer buys from them, which may be substantial, but misses two other sources: