WIRED MAY 2015_8

Peter Grech’s Region

R ecently the Suspension Team started a profiling campaign on coil springs and shock absorbs targeting Sachs and Anschler. They saw a correlation between sales pattern and branch performance on the Anschler brand and looked to increase branch profiles especially on aftermarket items. Last week they contacted Peter Grech’s region – 11 branches. They discussed, with Branch Managers and Sales Managers, about their campaign and main objectives to improve branch performance level looking at competitors’ brands and pricing, ultimately strengthening our understanding of the market. Branch Managers were pleased with our action and the feedback was positive. The most popular brand in the area was Sachs (81%) followed by Anschler (16%) and KYB

(2%). With a huge potential on Anschler, the team needed to improve branch profile on the aftermarket brand coupled with an aggressive promotion. The team has increased regional profile with: • 236 part numbers on Anschler coil springs, going from a profiled average of 51% to an average of 83% (31% increase) for 80% of business share coverage • 300 part numbers on Anschler shock absorbers, going from a profiled average of 44% of business share coverage • 206 part numbers on Sachs coil springs, going from a profiled average of 67% to an average of 86% (19% increase) for 60% of business share coverage • 325 part numbers on Sachs shock absorbers, going from a profiled average of 53% to an to an average of 83% (39% increase) for 80%

average of 88% (35% increase) for 60% of business share coverage. Another topic of discussion was enlarging the portfolio with a “3rd” brand. Most of the Branch Managers suggested that KYB would be a good brand to have in stock, directly competing against Andrew Page. We can benefit from discussions with Branch Managers, there are new things that we can learn and there are many things that we can help on. Our cataloguing is good, but there is room for improvement and our colleagues are eager to help. If you have any profiling requests for suspension, get your Branch Manager or Operations Manager to contact Alex Fagaras: alex.fagaras@eurocarparts.com Cisco: 7001 – 130