Founded in Akron, Ohio in 1914, Cooper Tire & Rubber Company provides replacement passenger car, van and motorcycle tires to the tire retail industry. Designing and manufacturing some of the world’s best tires, the company employs in excess of 9,200 people in a dozen countries.
The vision of the company was developed back in 1926 and dubbed the ‘Cooper Creed’: to provide “good merchandise, fair play and a square deal” and this mantra still flows through Cooper today.
"We had too many individual sales reports that needed to be requested from our IT department and manually interrogated."
As Cooper continued to pave the way in tire technology and innovation, selling time was becoming increasingly valuable. Brian Sprott, Sales Director of Western Europe explains: “We had too many individual sales reports that needed to be requested from our IT department and manually interrogated rather than our salespeople being able to generate these themselves.”
Cooper Tire & Rubber Company discovered sales-i back in 2013 and quickly recognized the value of the tool and its ability to deliver unrivalled visibility into the performance of their accounts, reps, dealers and products down to SKU.
“The speed at which we can access information in sales-i is empowering our entire sales team,” Brian says. The Sales vs Gaps enquiry has also been a real game changer, helping the team to swiftly identify any gaps in sales. “sales-i provides one single tool for the job and our sales team can readily access sales information, monitor trends and record activity,” Brian adds.
“We use sales-i to monitor customer performance by month compared to the previous year. By drilling down through our data we can identify which areas we need to be targeting for sales,” he continues. “We create and save a lot of our own searches too in order to monitor the sales of new tire sizes we have introduced to the market.”
As the team at Cooper enter their sixth year using sales-i, Brian is looking to ensure the continued success of sales-i within the business: “The sales team is actively using all aspects of the system to ensure we get the best sales opportunities with our customers. We use the CRM within sales-i to log our activity and the call reporting is a powerful tool when managing our salespeople.
“sales-i empowers our sales team and is an invaluable tool,” Brian concludes.