How Auto-Wares managed to generate $8,500 from one sales call with support from sales-i
Auto-Wares Group of Companies experienced a period of rapid growth, meaning their sales team needed to expand with them.
They were struggling to provide each salesperson with up-to-date sales information that they could instantly, and from wherever they were located.
Since introducing sales-i to the business, Auto-Wares has seen an outstanding increase in sales wins, from both boosting sales to recovering slipping business.
sales-i offered them:- A mobile app that gives their reps access from wherever
- More time to spend selling
- Better knowledge of their sales data and actionable insights
How to stay two steps ahead
Shelly Miller, Director of Sales Development explained why it was important for their sales reps to have the right tools for the job: “We wanted to assist them in making their sales presentations to stay two steps ahead of our competition. We needed something that identified losses and opportunities while keeping our team connected to customer information around the clock.”
Making smarter decisions
Since implementing sales-i, their sales team has more time to focus on making productive calls with all of the information they need to make a smart decision.
Shelly explained: “It gives us everything we need to spot falling sales and new opportunities, to monitor trends and act fast on all of these insights before they have an adverse impact.”
Not to mention that both internal and external sales teams at Auto-Wares now have access to up-to-date information in an instant, rather than having to dig through Excel spreadsheets to find the data they need. sales-i helps us to be more productive with the time we are saving.”
Shelly shared that a member of her sales team “made a couple of face-to-face customer calls after drilling down into two of our customers’ buying habits”, she continues by adding the salesperson “made a presentation and left with sales worth over $8,500!”
Shelly also reports that a second salesperson in her team has managed to save a large account from switching their loyalties to the competition. “He used the Leakage report to find an account that was substantially down in a particular product group. A quick call and a small pricing adjustment saved the business and they are now back buying from us.”
“Overall, we have a happier, better run company with sales-i and our employees have more family time in the evenings away from doing their reporting at night.”
Auto-Wares already has a plan in place for the year ahead with sales-i: “We really want to lay out a calendar of promotions using the sales data and trends available in sales-i to coordinate them and track the results”, Shelly shares.
She plans to start using the system to design exclusive customer offers to gain sales and investigate any underperforming product lines.
“The team at sales-i have been exceptional; their ongoing support and training has been great and together, I see a long-term partnership unfolding. They constantly seek to improve their product and consistently deliver to meet our needs as a company.”
Who are Auto-Wares?
Auto-Wares is a family-owned automotive business operated across Ohio, Illinois, Indiana, Wisconsin and Michigan, with values focused on providing a full range of automotive aftermarket parts and delivering exceptional customer service.
Headquartered in Grand Rapids, with 175 company-owned retail store locations and 13 distribution centres, the independent, full-service parts distributor has earned many long-term customers who continue to support the business month after month, with customers, employees and vendors becoming true business partners and advocates of the company.