March '13

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Truck Upfitter Back to basics For Sines, Line-X is still and will likely continue to be his bread-and-butter product line. Everything else, he says, is still add-ons and upsells. "There is always Line-X work, usually applied to new trucks," he says. "And that drives and opens doors for selling others' products and also brings in the fleet work like lift gates, emergency lighting, caps and tonneau covers and all the rest." Sines estimates that retail sales provide about 50% of his annual sales, with another 35% originating from a strong network of local truck dealerships and a final 15% from commercial fleet work for state and local municipalities. "We have very tight relationships with our dealerships, and that's a very important piece of our success," he says. "With a product like Line-X, you can earn their trust with a reliable, predictable result, and that opens the doors to all kinds of other work. Dealerships as a whole are our biggest customers." Similarly, Global Truck Outfitters' 15% The bright, open and inviting showroom helps guide customers to products they'd want for their trucks. of fleet work has proven to be a valuable edge on its competition. "Our fleet accounts are growing slightly, but have been very consistent," he notes. "I wouldn't say it has been easy to get to that point; you have to prove yourself. But when we've gotten those opportunities, we go above and beyond to build that relationship." Owner Mike Sines says his people "are professional, friendly, hard-working men who will go above and beyond. That's been the key to our success, without a doubt." Your ultimate online resource Industry Headlines Breaking news, video clips, hot new products and much more! Feature Articles A searchable collection of some of Restyling's best feature stories. Products & Suppliers Our online directory of top manufacturers, distributors and service providers. Digital Back Issues Browse past issues of Restyling in our free digital edition library. Essential business information for aftermarket professionals. 32 Restyling | March 2013 RE-March-2013.indd 32 2/8/13 3:56 PM E T v f c h a a d

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