Ariel Loza on continuing education during times of Covid-19, tariffs

"I view sales curriculum as a method of practicum for continual improvement," says Loza.

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In its continuing series, Aftermarket Intel asks automotive aftermarket professionals from around the world how they best do their job. Today, we pose three questions to Ariel Loza, national business development manager at US Motor Works.

Continuing education is vital in the aftermarket. How do you go about creating a sales curriculum for your sales force (obviously, without giving away secrets!)?

I view sales curriculum as a method of practicum for continual improvement; I take a lot of the general knowledge I can find in self-help, entrepreneurship courses and experience on the road and create a fluid base of parameters to operate around. I then flex as the company or sales direction changes to remain affluent with the market conditions especially in dire times, like now with Section 301 Tariffs decimating a prime share of the market and Covid-19 blunting a lot of the efforts companies invested in last year. This has proven key to a successful year thus far, and I personally have had my share of increase in sales demand through challenging times.

What’s one or two of the most important travel tips you can offer someone who is working in the automotive aftermarket these days? Is it a tip about flights, bags to fly with, how to avoid connections, what to do if you miss a flight and can’t get to that important meeting?

Accept becoming a road warrior, too, many industry professionals accept a sense of being casual with travel; I forecast based on weather trends east to west coast, north to south in the USA. I  utilize and absolutely abuse Google Flights. I believe one of the most underutilized times on the road, is well; being on the road so I maximize work that can be completed in static situations such as flying, being in a cab, or waiting for a flight. 

Do you have a single tool to stay on top of all the things you need to do? If so, what is it?

I utilize an hourly logging tool. I set goals for certain criteria of productivity that is important to me and work my hardest to achieve it daily, logging it while on the road it helps me help myself, therefore making me a sharper element of sales for my company to convert with. The great mentor Earl Shoaff puts it best, “Learn to work harder on yourself than you do on your job.”

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