CoolDrive Autoparts gives its sales team insights to drive results

CoolDrive Autoparts is Australia's largest family-owned importer and wholesaler of automotive aftermarket parts, with 100 sales reps operating across Australia and New Zealand. The automotive aftermarket industry is competitive and multiple businesses are constantly chasing the same customers. CoolDrive turned to Phocas to give their sales team deeper visibility into their runs, helping them analyse performance by brand, customer and product category, and identify where to focus their energy.

What started as a sales tool quickly extended across the business. The product team now uses Phocas insights to inform purchasing decisions, and the supply chain team applies the same data to stocking decisions giving the whole organisation a connected view of performance and opportunity. For COO Tim Blanchard, the strongest return on investment comes from identifying customers who have started to drift away, and using the detail Phocas surfaces to win those relationships back.