Retailers set tight agenda for auto week '96: twin shows to offer more exhibits, new products - Automotive Aftermarket Industry Week '96

Discount Store News, Nov 4, 1996

LAS VEGAS --Chief Auto Parts, Dallas, is going to take an entirely different tack at Automotive Aftermarket Industry Week '96, the twin auto show that will be larger than ever: make few appointments to talk with key suppliers.

Instead, Chief Auto buyers are "just going to walk the show, looking at what else is out there and looking for new suppliers," said Brian Dean, senior product manager. "The more eyes out there, the better chances of finding what is available."

Compared to 40 appointments last year, Chief this year has made just a couple of them where "absolutely necessary for communication," Dean said.

Technology is catching up for DIY customers, and Dean will be looking for new diagnostic tools for those who repair their own cars.

In particular, Dean said he hopes to find a lower-cost competitor to Auto Xray, which makes a hand-held diagnostic tool that retails for $279.99, which does the same job as a $1,500 shop diagnostic machine. Ideally, Dean said he would like to find a unit that does as good a job as the Auto Xray for less than $200, if not this year then in '97.

Chief buyers will be seeking more application parts for both under hood and under body tasks.

CSK Auto buyers (formerly Northern Automotive), Phoenix, will be looking for opportunities to increase the number of skus, said Bob Short, vp, marketing and merchandising.

Because of parts proliferation, CSK wants to increase instore sku count, now about 15,000, "so customers can have the parts they need available instore."

Merchandisers from Auto Parts Club, San Diego, will be pulled two ways. President Steve Kirby said they need to meet with pricipals of major suppliers who can make decisions and still ferret out from the floor what's new.

"I like to play detective," Kirby said. "There's lots of stuff to be discovered."

But with the show larger than ever, with 8,300 booths in '96 against 8,000 last year, "it's a dash to cover the ground," he said.

Auto Parts Club buyers will be especially looking for new technology beyong halogen in lighting products, such as fog lights, that will fit the new smaller front ends of new cars.

The chain also is expanding in truck and sport-utility vehicle accessories and performance parts. "Everything for the sport-utility market--say for Explorers or Blazers--is hot," he said. Those include custom floor mats and lighting.

In contrast, buyers from Auto Palace, Avon, Mass., are going to the show with a defined mission: source promotional goods that will result in incremental sales gains.

In addition, they will be seeking new categories of business, ranging from cellular phones to crankshaft kits and rebuilt it transmissions, said Eric Priestly, vp of purchasing.

In the Northeast, Auto Palace has seen a resurgence in performance parts and truck, sport-utility and van accessories, Priestly said. "We expect to add to our accessory lines."

GrandPas's, St. Louis, Mo., also will be ssking promotional goods, said automotives buyer Steve Notheisen.

"I will spend more time shaking hands," Notheisen said, "than looking for new products or expansion of programmed categories."

Instead, he said he will be looking primarily for promotional goods such as wheel covers, snack trays and floor mats that will be less expensive than top-line brands, but offer the same quality.

Notheisen said he hopes to find other hit products, such as this year's Classic Jasco Spill Master adjustable cup holder and tray that sold well at $9.99, compared to $2 or $3 for the usual cup holder.

GrandPa's, with 14 stores, now offers 380 linear ft. of automotives, but expects to reduce that over the next two or three years, Notheisen said.

"We're getting killed by AutoZone," he said, "because they offer convenient, one-stop shopping for automotives."

As usual, AAIW '96 consists of two shows held simultaneously Nov. 5 to 8 to cover all aspects of the automotive aftermarket. The APAA/ASIA/MEMA Show will be held at the Sands Expo Center, and the SEMA/AI Show will be at the Las Vegas Convention Center.

Sponsoring associations include Automotive Parts and Accessories Association, Automotive, Service Industry Association, Motor & Equipment Manufacturers Association, Specialty Equipment Market Association and Auto International Association.

Both shows are sold out, and the number of booths increased 13% from last year. Exhibitors will be introducing more than 1,000 new products.

Pre-registration was running 7% ahead of last year's pace, and show management expects record attendance.

The APAA has posted the exhibitors and their booth numbers for the APAA/ ASLIA/MEMA Show on its Web site: www.apaa.org. A complete agenda of educational seminars also is available on its Web site. On Monday, Nov. 4, the day before the shows open, APAA will kick off its events with a REtail Management Symposium, which opens at the MGM Grand hotel at 7:30 a.m. That evening, APAA will join with ASIA and MEMA to present the first Industry Banquet at Balley's.