WIRED MAY 2015_8

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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%
to an average of 83%
(39% increase) for 80%
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
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:
Cisco: 7001 – 130