Case Study: Mack Trucks boosts dealer confidence in genuine radiators with Ten Pound Hammer

Mack Trucks wins 98% dealer approval with Ten Pound Hammer

Mack Trucks faced a challenge where its dealers were hesitant to recommend Mack Genuine Radiators due to past issues with parts availability, choosing instead to use alternative suppliers. This eroded trust was leading customers to prioritize price over value, which hurt the OEM's position. The vendor, Ten Pound Hammer, was tasked with repairing these critical dealer relationships.

Ten Pound Hammer's solution centered on rebuilding dealer confidence through a training program that provided clear communication tools. Instead of corporate messaging, dealers received practical assets like infographics and conversation frameworks to articulate the total cost of ownership and handle price objections. The results were significant, with 98% of dealers approving the program and reporting a shift in their ability to confidently explain the financial benefits of genuine parts to customers.

Mack Trucks