Insider - Altrom

The
IMP RTInsider
Vol 1. Issue 3: 10/10
SUCCESS STORIES FROM THE NAPA NATION’
Calling All Store Owners:
THE
HOT TOPICS: SAVING MONEY, TAKING COMPETITORS
SALES, NEW REVENUE STREAMS
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Comment Section
• Promotion Expires:
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What You Need,
When You Need it, Where?
...Right Across the Street
Recently, Tom Heidenfelder, a TSM
for the Stevens Point DC, was
calling on installers, and his first call
for the week was Hovlands, in
Wisconsin Dells, Wi. Tom
presented the Altrom line to the
shop manager, Phil, and explained
that the NAPA store across the
street, Morse Auto, now has the
ability to supply brand-name,
OE-style import parts to his shop.
Phil, after reviewing the complete
NAPA Import Auto Parts program,
along with the Lubro Moly, and
Pentosin chemical selections
responded that, “Altrom is like a
God-send.” He states, "I normally
have to wait, at least-- until the
next day for the car dealers to bring
me the parts. I also have to call
eight or nine different dealers,
depending on what I need." Phil
will now be buying his branded
import parts from NAPA, saving
himself both time and money.
#64 11 6 920 365
A $46 Part. A $47 Savings
from Dealership Price!
We Can Help You SAVE More
Than The Part Price
Julius Rono, NAPA Birmingham’s
IBS Manager for Donohoo Auto,
loves to save money when he finds
dealer perceived items from
Altrom. Previously, when buying
blower motor resistors to fit most
3 Series BMWs (model year 2000
to 2006), Julius was paying over
$94 from the local dealership. One
visit to www.napa.altrom.com and
the parts catalog allowed him to
interchange the O.E. part number
which crossed to an Altrom part
number: #64 11 6 920 365. NAPA’s
selling price was only $46.78-which is a savings of over $47!
Julius is now stocking these
resistors on his shelf and continues
to look to NAPA Import Auto Parts
before calling the dealerships.
Turn Over Every Rock
While in Boulder, Colorado, the
Altrom Sales Manager and the
store OSS planned to make calls on
import specialists with whom
relationships were being
developed. While driving by a
location that was obviously an
import service specialist, it was
noted that this shop was not
included on the OSS account list.
The shop had an account set up
with NAPA, but was not assigned
to any salesperson. Once inside,
the NAPA Import Auto Parts
Program was presented which
highlights all the ways the local
NAPA store could service their
business. They were not previously
aware of the NAPA Import Auto
Parts program and agreed that this
would help their business greatly.
Right on the spot, a quote for
transmission fluid led to a $2800
sale. Now, an immediate need for
transmission filter kits is being
discussed. This illustrates the
opportunity to turn over each rock
in your sales area-- you never know
what will result!
Welcome to the Party, Brighton!
Recently, the first Altrom part was
billed and shipped out of a new
NAPA store in Brighton,
Massachusetts. Entering this
Boston marketplace has proven to
be a smart decision, as they have
exceeded $100,000 in import sales
in the first three months alone! Altrom
is the #2 performing line in the store.
It is worth noting that this new
market-- one that has not had a
NAPA presence for almost a
decade-- received this comment
from a service writer, “We don’t
buy from NAPA because we
don’t work on domestics.” This
is a reminder to share the NAPA
Import Auto Parts program with all
of your accounts. You never know
the misconceptions that are
affecting your business!
Joplin, MO
The new owner of the NAPA store
in Joplin, MO aggressively
marketed his Altrom inventory and
one of his good customers,
AutoHaus of Joplin, went from
buying about $3000 per month
from WorldPac to almost nothing
last month. The owner is, "pleased
with the Altrom line." Stock the
right NAPA Import Auto Parts for
your region’s registration data, and
you will see similar successes with
your customers!
G R O U P
Opportunity
Sweet Success
FROM ALTROM HQ:
SACRAMENTO
AVAILABLE NOW:
Right Fit. Right Form.
“ Right Function.”
RETRACTABLE BANNER
Marketing Team
If you are looking for a
high-quality marketing piece
to highlight your available
selection of Import
Brand-Name parts- this new
retractable banner is for you. It
makes quite a statement sized
at a towering 90” tall and 36”
wide, but within seconds
retracts to just 3” high and zips
into a transportable carrying
case, when not in use.
A real success story...
from Sacramento DC!
In a conversation with the assistant
stockroom manager, Robert Dixon,
at the Sacramento DC, it was
commented that, “We cannot
keep Altrom on the shelves! We
struggle to keep it stocked when it
comes in." Sacramento DC is
co nti nu al l y pu ll i ng pr oduc t
immediately out of their stock
orders to fill jobber demand. Sales
there have exceeded $200,000 in
sales-out for seven straight months!
This goes to show that NAPA
Import Auto Parts are driving sales
at all levels of the NAPA Nation.
Dealer Perceived ItemsSave 80% and Gain Confidence
The Bradford, PA NAPA Manager
was able to take a sale from the
competition after a customer called
looking for a Honda Accord
stoplight switch. The competitor
was selling the switch for $54 and
NAPA Import Auto Parts offers the
same thing for under $10!
Considering the price difference,
Earl immediately verified it was the
correct part by using the pictures
on the www.napa.altrom.com
parts catalog. Since they are a
stocking store with over $20k in
inventory, he was also able to get
the part shipped from the NAPA
Import Auto Parts Indianapolis
facility via UPS ground, for free
using the Altrom Flat Rate Freight
Program!
Part Number: Display Banner
Price: $199.00 each
Give NAPA A Call—
We Even Surprise Ourselves!
While making sales calls in the
Jasper, GA area, Doug Burgess and the
Altrom Sales Manager stopped at
North Georgia Automotive, an
AutoCare Center. On a chance that
Doug could get them the right part
quickly, they ordered a Hyundai
Tiburon clutch kit. Not only was it
available in the Altrom line, Service
Auto Parts had one on the shelf.
Even Doug was amazed that it was
offered by Altrom and that this
specific part was included in his
initial inventory of NAPA Import
Auto Parts. Service Auto Parts has
since reordered the clutch kit in
anticipation of the next phone call
looking for what has normally been
a dealer-only import part. Now the
NAPA Jasper sales team is looking
for opportunities to supply
additional area service technicians
with Altrom product.
Sprinter Fleets:
New Revenue Streams
On a sales call in the eastern region,
four out of ten repair shops had
begun servicing customers who
recently purchased Sprinter vans
for fleet use. All of these shops
were looking to stock preventative
maintenance products for their
customer’s latest fleet vehicles but
were not sure where to find them.
The dealerships are heavily
encouraging servicing on these
vehicles due to the Mercedes diesel
engine on board. Fortunately,
NAPA offers all OE replacement
fluids and many OE filters and parts
through the NAPA Import Auto
Parts program, as well as
continuing coverage on items like
Bosch wiper blades, interior
convenience products and cleaning
supplies. Remember to ask your
customers if they service any
Sprinter vans.
Be sure to leave a Pentosin line card
and Lubro Moly application chart,
all available through Altrom. The
use of domestic oils and antifreeze
not approved by the manufacturer
can and will lead to engine
damage. Learn more about
S p r i n t e r s
a t
www.napa.altrom.com in the
Training/Did You Know? section.
Knocks
SALES
BUILDING
TIPS
SELLING ALTROM
EVERYDAY
When polling NAPA stores
throughout the nation, our
sales staff has been inquiring
about the frequency of Altrom
sales. Results show that stocking
stores, (those that achieve an
inventory level of $20k),have
Altrom as part of their regular
offering and it is selling on a
consistent basis.
To review your frequency of
NAPA Import Auto Parts sales,
run an SA12 report which will
show sales by line within a date
range. To really open your eyes
to the level of ATM sales,
change your date range to a
12-month period and see that
almost every business day has
demanded Altrom OE-style
import parts!
Even more interesting are the
repeat customers who have
begun purchasing more ATM
and AIC chemical products as
the availability has grown and
cataloging improvements have
taken effect. Locate your new
Benchmark Report 219, which
will show you customer sales by
line, by month. A review of
recent months sales will give
you an idea of the trends for
your most valuable customers.
QUICK TIPS FROM
THE FIELD
Looking for easy ways to
increase sales? Try these tips:
• Suggestive sell import
chemicals and/or dipstick
funnel tubes when filling
import oil filter orders.
• Print and staple Did You
Know? Flyers to invoices
supplying import parts.
www.napa.altrom.com
(Training/Did You Know
section)
• Show and Tell! Bring an Altrom
part along with you on your
next call. Seeing is Believing!
G R O U P
4401 D St NW Ste A
Auburn, WA 98001
800.828.1640 (p)
253.867.3502 (f)
www.napa.altrom.com