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NAPA - Walker Auto and Truck.

NAPA - Walker Auto and Truck uses sales-i to identify new sales opportunities.

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How NAPA Walker Auto and Truck secure 100% of customers’ business using sales-i

NAPA Walker Auto and Truck were struggling to get a full overview of sales data and activity relying on emails to track call notes. Since putting sales-i to work, they can access all of their customer's reports at the desk or on the road, and easily find the insights they need.

With their sales team frequently on the road, it was essential they had a tool that could keep up from anywhere and enabled reps to easily access sales insights and activity from the tap of their phone

sales-i offered them:

- One place to view all data-backed sales information
- Better communication across sales teams and customers
- Faster sales reporting function

We caught up with Phillip Liles, Sales Support Manager at Walker Auto and Truck to find out just how important it was to have all of their customer sales data in one place, and for their whole to be able to easily use it.

The benefits of sales enablement and CRM software?

Philip explained why everyone is able to access the sales figures made a huge difference: “Previously, our sales team didn’t know the numbers when they were making calls.”

“They couldn’t see sales drops in specific lines or products. And importantly for maintaining relationships, they couldn't thank a customer for having a sales increase or speak knowledgeably when a customer's sales were decreasing.”

With only two people in the business able to access the reports they were limited in who could make the most of the sales data, and the reports could only be run by product line, parts, stores, or accounts.

Each report had to run separately and was time-consuming. When using their original reporting software, Crystal, they would send reports at best once a week, but most of the time, they would only be run twice a month.

With better customer relations come better sales

Now, anyone in NAPA - Walker Auto and Truck with access to sales-i can now run sales reports at any time. This allows them to see sales trends and notice if a customer has stopped purchasing specific product lines.

“The most common comment I get,” Philip said,“ when we lose a customer is, 'it seems nobody cares about my business because they didn't call to ask why my spend has stopped.' Before sales-i, we couldn't tell, so it was a valid statement.”

“But now, we have gained business because we are able to see specific lines and have conversations around them. Also, anyone in our company can view call notes about customers. This really helps if our management team visits customers, they can pull up history, so they are not blindsided with issues or can discuss previous call notes.”

Philip Liles

Choosing the best CRM platform

When NAPA - Walker Auto and Truck reviewed which customer relationship management platform (CRM) to use, they looked at two possible choices. sales-i was the best option for three reasons.

1. It puts all reporting into NAPA - Walker Auto and Truck’s employees’ hands, giving them the tools to get the job done.

2. NAPA, their parent organization was already using sales-i, so it integrated into their existing software nicely.

3. They use emails for call notes and sales-i tracks them extremely well

Who is NAPA - Walker Auto and Truck?

NAPA - Walker Auto and Truck is a third-generation family-owned and operated parts supplier, founded by Harry Walker Jr. in 1985.

In 2009, they became NAPA-affiliated and now have 69 locations spanning through central and eastern North Carolina.

There are more than 750 employees, with 122 sales-i users across the business.

“We believe in doing business differently – with better parts and the most knowledgeable staff in the industry. sales-I fits our company values perfectly, serving customer needs and offering a fully personalized support service,” said Philip Liles.

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