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OE influenceOne of the aftermarket''s biggest foes continues to be progress itself. Vehicles and their respective parts are being built much better than they used to, and, therefore, are on the road a lot longer. This phenomenon (if you want to call it that) is affecting the vehicle manufacturers themselves, as recent reports point to sagging sales among the "Big Three," a major revenue source for some aftermarket suppliers.According to media reports, suppliers like Visteon and Delphi have received lowered earning estimates from Wall Street in the wake of disappointing August sales and announcements from such giants as General Motors and Ford Motor Co. that they are drastically reducing North American production.
"Our biggest opportunity is to get our operating margin closer to our competitors," said Sheila Stuewe, director of media relations. "Our profit margin this year is anticipated to be about 8.2%"That of course impacts earnings, which grew from $11.4 million in 2001 to $65 million last year. Comparable earnings per diluted share (excluding integration expenses and one-time items) more than doubled to $2.68.Category management has been a major catalyst in the margin improvement. This year, Advance completed detailed line reviews on about half of its merchandise categories, which combined yielded 70% of sales. The category management initiative that kicked off last year involves working closely with suppliers to analyze productivity of each category and refine the mix accordingly. As a result, market share gains were made for each category reviewed, according to the retailer''s last annual report.
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