INDUSTRIES
Automotive and aftermarket
Factory-fit and aftermarket are different sales. Most teams run one motion for both.
WHERE THIS USUALLY STARTS
The situations we recognize on the first call.
01
Your team runs one sales motion for factory-fit and aftermarket and loses both.
02
Your distributor in-country is a black box. No visibility, no forecast, no accountability.
03
You won the listing and cannot service it. No logistics, no local support, no training.
04
Your supply chain has one path and no fallback.
Depth in the category
01 / 05
OEM factory-fit programs
We represent manufacturers into OEM factory-fit programs, tire repair and mobility systems specified at the line, not the parts counter. The sale is engineering-led, with long qualification cycles and evidence requirements that aftermarket teams are not built for. We hold the relationship through the program's life, not just the launch.
02 / 05
Aftermarket distribution and retail
On the aftermarket side, we move product into retail shelf and planogram. The AutoZone 68-SKU four-foot planogram is one documented example: a full category presence built and maintained across stores in the United States and Mexico. We manage the vendor relationship, the planogram, and the reorder cycle.
03 / 05
Distributor structures across Latin America
Latin American distribution is not a single market. Each country has its own import regime, its own distributor relationships, and its own retail structure. We hold active working operations across the region, from Mexico through Central America, the Caribbean, and South America, and we know which distributor carries which line in which market.
04 / 05
Retail training and category management
A shelf set is only as good as the staff who maintain it. We train distributor and retail teams on category, placement, and sell-through. The Stanley Black & Decker EMEA transition, 14 countries, 100% of distributors and retailers transitioned in a seven-month window, is the standard. The transition held because the training held.
05 / 05
Global sourcing corridors
Since 2019 we have run a China-to-LATAM sourcing corridor for AutoZone, moving private-label product from Asian manufacturing into Latin American retail. The corridor is a logistics operation, a quality operation, and a relationship operation. It holds because every party knows the milestone, the owner, and the review date.
Our automotive work spans aftermarket distribution, representation in market, shelf and category strategy, and where our brands reach shelf. The evidence is documented, not claimed.
Our automotive dealership consulting and automotive aftermarket work covers both the dealer network and the independent channel, run as separate motions because the buyer, the evidence, and the timeline are different in each.
Documented work in this sector
The engagement
What the work involves
Automotive consulting at GLOWINT covers OEM factory fit programmes, aftermarket distribution and retail, distributor structures across Latin America, retail training and category management, and global sourcing corridors. We run OEM factory fit as a long cycle engineering sale and aftermarket distribution as a channel and shelf sale, because most teams run one motion for both and lose both.
How the work runs
We begin by separating the buyer, the cycle and the evidence for factory fit versus aftermarket, then place the distributor and retail network market by market. The documented work includes ITW tire repair into OEM factory fit, the 68 SKU AutoZone planogram, the 14 country Stanley Black and Decker EMEA transition, and DORMAN mass retail and OEM distribution. In steady state, the aftermarket shelf is set and serviced, the OEM position is qualified and held, and the distributor network is a managed channel.
What changes when it is working
The aftermarket shelf is set and serviced. The OEM position is qualified and held. And the distributor network is a managed channel, not a list of names on a contract. The two motions run as two motions, which is why both hold.
FAQ
Questions before you sign
We run OEM factory fit qualification as a long cycle engineering sale and aftermarket distribution as a channel and shelf sale. Most teams run one motion for both and lose both. We separate the buyer, the cycle and the evidence.
ITW tire repair into OEM factory fit, the 68 SKU AutoZone planogram, the 14 country Stanley Black and Decker EMEA transition, and DORMAN mass retail and OEM distribution. Each is dated and documented.
They differ by country, by channel and by who owns the shelf. We hold partner agents across the Andean region, the Caribbean, Central America, Mercosur and North America, so the structure fits the market rather than the other way around.
The aftermarket shelf is set and serviced. The OEM position is qualified and held. And the distributor network is a managed channel, not a list of names on a contract.
A decision under uncertainty
Stanley Black & Decker had to move an acquired automotive line out of legacy EMEA warehousing into a new distribution division across 14 countries. The trade-off was between speed and continuity. GLOWINT chose a seven-month window with 100% distributor and retailer transition. Five distribution centres closed. Not a single account was dropped. The transition held because the training held.
WHERE THIS GOES NEXT
Where this usually starts.
A two-week diagnostic, on site, with your internal and external stakeholders. You get a written view of where the constraint actually sits, what it would take to move it, and whether we are the right firm to help. If we are not, we will say so.
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