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Analysing Car Sales Using Web Map Part 2

Last week I blogged about analysing your car sales (picking an industry at random) from a dealership on a map. I looked at comparing sales between reps by looking at where the clients lived on a map.

The concept is that we have a rich amount of data about our customers, especially when it is large ticket items and their are warranty and other ongoing commitments, not to mention the desire for repeat business. I used examples such as gender, personal or business use, age group, whether there was a trade in and so on. There is of course a lot more information available and there are also of course KPI’s. Please note that in order to do the things I’m talking about, you do not need expensive GIS software or specialist engineers. You already have the people you need, although in some cases an external consultant may help you see things from a fresh perspective.

Selling high ticket items like cars, real estate, quality furniture and furnishings is a tough business, especially in New Zealand and Australia. It’s competitive and the industries also have high staff turnover meaning that personal relationships are likely to be lost. This means that business intelligence and the ability to data mine becomes a lot more important. But at the risk of playing a broken record, finding useful information from your CRM or accounting software other than basic information is difficult. Now most companies in these industries have done business a certain way for many years and often the sales people go from one company to the next, staying in the industry and reinforce the concepts that this is the way the industry does it and we know the industry.

Our focus takes a different tack. These industries have leaders who swim against the current and use whatever technology or new ideas they can find. Are the over achievers or sales champions working harder? I would argue that most of them are working smarter rather than harder. The difference is that they look for ways to work smarter, whereas the other 95% plus use what they are given. The fact that you are reading this blog puts you in the top 10%. I’ve been told that in the industries I’m writing about here, the Pareto Principle is actually way out. They say that the best business is actually done by less than 5% of the sales people.

So what can you do as a company to improve your odds? How about trying something different? Let us help you find the low hanging fruit that has been eluding you. Lets use some business intelligence and move on. Now ideally what I am talking about would start at Head Office with the Sales Manager, Marketing Manager, Financial Controller or perhaps all of the above. Who is motivated to increase your profitability and productivity? How can you make it easy for your branches or dealerships to improve their performance?

In the last blog we talked about measuring performance at the dealership level, by the dealership. I’ve been in those offices and seen sales people going through the accounting system looking for people or companies whose leases are about to expire, or who last made a purchase 3-5 years ago and making prospecting phone calls. I’ve seen them cold calling using Yellow Pages or other directories. I’ve attended some of the sales meetings as a guest and seen the white board which shows the branch budget by model, the sales to date for the month and the stressed looks on the faces of all involved whose income and livelihood depend on achieving those targets. It’s very seat of the pants and very reactive.

Imagine if at head office, you could provide the dealerships with business intelligence that increased branch sales nationally. If you could give them information that allowed them to increase productivity and profitability and at the same time increase your brand market share. Wouldn’t it be nice to achieve the KPI’s you or the manufacturers are setting? Selling the cars (or whatever your product is) that have the higher margins, or perhaps more accessories which carry that extra margin.

How? I’m sorry but I’m going to tease you here. Have a look through the previous blogs here because a lot of the information I have to share works across multiple industries. Bookmark this page because I am going to write Part 3 of Analysing Car Sales Using Web Map some time in the next few days and give you some specific examples. Where are your potential low hanging fruit? Do you want to pick them? Jump on the school bus and drive through the opposition.

Drive through the opposition

Of course you can also contact us and discuss how we can help you or ask for a demonstration. You can also email me directly. We would also like to hear from business and franchise consultants looking to add tools to their toolbox.

Also please feel free to leave a comment or ask any questions here on the blog, we welcome your feedback.

January 26, 2011 Posted by | Auckland, Australia, Australia Maps, Business Analytics, Business Intelligence, Car Sales, competition, Data Mining, Distribution, geosmart, GIS, location based services, map tools, Mapping Applications, maps, Marketing, new zealand, new zealand maps, Real Estate, ROI, SaaS, sales territory, software, territory management, Uncategorized, Web Map, web maps | , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , | Leave a comment

Anyone Can Use Route Optimisation with Route2GO Lite, it’s Easy!

Over the last couple of weeks, I have written about Route2GO Lite, which is a web based application which allows you to calculate the most cost effective order to make customer visits on the road. I talked about Furniture Stores and how they and other bulky goods retailers can get an immediate payback. I gave examples of added value things you can do such as creating a reverse order loading list for the truck and how to use a spreadsheet to calculate other factors such as estimated time on site for deliveries.

What is perhaps a little harder to get across is that this application is really simple to use. Large freight and distribution companies and service companies employ fleet controllers, dispatchers and other management staff and possibly highly skilled IT workers, who deal with things like route optimisation.

In New Zealand, most companies have very small fleets, ranging from 1 to 5 vehicles. They can’t afford to employ technical people and just want to get on with the job. The drivers will have key skills, for example a furniture delivery driver will know how to get in and out of tight spots, they’ll know how to carry furniture without damaging it or the house it is going into. They probably have good social skills and develop good relationships with customers. The problem though is that costs are going up and customers are expecting more for less. We have clients at the top end who have taken over smaller companies who can’t compete, those who don’t have an IT Department.

We have great news! You don’t need an IT Department. You don’t need to buy any software. All you need is access to a  PC connected to the Internet and a browser, such as Firefox. That’s it, no special skills (correct spelling is helpful but we have some fuzzy logic), just a desire to improve efficiency, save some time and money and perhaps provide a better standard of service to your customers.

If you’re business is in New Zealand we invite you to give us a try. The best thing to do would be to give us a few lists of routes that have previously been driven, in the order they were done. That way we can give you the ability to evaluate the route based on the order we recommend. If you can put a dollar cost per driven km, you can calculate the immediate Return On Investment. Of course as per the previous links above, there are many more ways you can benefit from this product.

So here’s our offer: We will run up to 5 routes (Up to a maximum of 25  addresses per trip) for FREE. Our preference is for ones you have already driven so we can give you a real comparison. No risk or commitment required. If you are as excited about the result as we think you will be, we will invite you to set up an account with us. You can use it as often or as little as you like. There are no up front costs and no license fees. You only pay for what you use. In effect it is Software as a Service.

Why have we done this? The way I see it is that it is about working smarter rather than harder. You are good at what you do and we are good at our speciality which is mapping and everything to do with Location Based Services.We are a New Zealand owned company. We understand New Zealand business and New Zealand roads. We want to help New Zealand businesses achieve their goals by providing simple solutions that make a difference.

So why would you take us up on our free trial? I don’t know. I could think of lots of possible reasons, such as:

  • Reduce costs and be more profitable
  • Reduce stress by being able to deliver to your promise
  • Be able to compete with bigger companies
  • Have happy customers who keep coming back and buying or using more of your services
  • Be able to do more jobs without increasing resources
  • Not lose sales or work because you don’t have the ability to deliver quickly
  • Work smarter rather than harder, rely on science instead of guesswork
  • Find out if it is as easy as I say it is
  • Have happier staff who know they can achieve what is expected of them
  • Have customers who recommend you to their peers

I don’t know why you are in business. It could be to get rich, it might be so you can be your own boss, it could be for lifestyle. Whatever it is, we want to help. Why not contact us today on 09 966 8730 or email info@geosmart.co.nz.

October 21, 2010 Posted by | Auckland, channel partner, Delivery, Distribution, driving, Freight, Furniture Delivery, geosmart, GIS, lbs, location based services, map tools, Mapping Applications, maps, new zealand, new zealand maps, optmisation, petrol, Retail Profit, ROI, route optimisation, Route2GO, SaaS, Sales, sales territory, software, systems integrator, territory management, Uncategorized, Web Map | , , , , , , , , , , , , , , , , , , , , , , , , , , , , | Leave a comment