Napa Auto keeps its sales team sharp with daily insights into product category performance

Matt Dyer, Trade and Reseller Channel Partner at Napa Auto, manages sales reps across Victoria and Tasmania for a leading supplier of automotive electrical, industrial, mining and mechanical parts. Matt uses Phocas Analytics daily to monitor sales rep performance, identify which categories are trending up or down and build sales plans around that data. The ability to drill into customer-level detail and see exactly where spend is declining, which part categories are affected and down to specific part numbers gives him the confidence to make changes and address any situation.

Napa Auto is confident in how the business is holding up in the current tough economic conditions, crediting data analytics as a key reason why. Phocas helps the team pinpoint pain points, close gaps in the field and surface new opportunities. It also drives sales team accountability, with KPIs measured and benchmarked against prior years, other territories and category performance. Matt uses these benchmarks to develop sales plans for moving ahead.