Overview Distributors & Jobbers Service Markets

Activant Cover-to-Cover Delivers a Competitive Advantage to San Pedro Auto Parts

Located in San Pedro California, near Long Beach, San Pedro Auto Parts enjoys a robust business catering to local installers and retail walk-in customers. In an area where residents enjoy restoring older cars, San Pedro differentiates itself from chains with the ability to obtain nearly any part. In fact, two of the local chains are among San Pedro's best customers because San Pedro provides parts unavailable through the chains' warehouses. For more than a decade, San Pedro has been using Activant solutions asserting that Activant PartExpert® e-Catalog and Activant AConneX® provide a competitive edge. The recent addition of Activant Cover-to-Cover™ (C-to-C) delivered immediate revenue and differentiation in a crowded market.

Cover-to-Cover Delivers a Competitive Advantage

After using Cover-to-Cover for just a short while, San Pedro immediately recognized the benefit of having on-screen pictures of parts. It was a matter of minutes for C-to-C to become indispensable to the counter. "C-to-C is one of the most beneficial tools we have in the store," asserts Carlos Fernandez, manager, San Pedro Auto Parts. Carlos recalls a recent instance when a customer came to San Pedro looking for a particular air conditioning hose after having received the wrong hose at two other stores. Carlos opened C-to-C, compared pictures to the customer's hose, found an exact match and the customer left with the correct part. "It really felt good to meet the customer's need the first try. I know he'll come to our store first from now on," states Carlos.

San Pedro believes that technology, and C-to-C in particular, provides an advantage over competitors. "C-to-C provides capabilities and information that none of our competitors have," asserts Carlos. "I'm confident that every image I've pulled up on C-to-C has resulted in a sale, that in many cases we wouldn't have made."

Counter Productivity Increases With Cover-to-Cover

For a single order, as many as 15 minutes previously spent pouring through paper catalogs is now saved by quickly pulling up pictures on the screen with C-to-C. "When looking for an uncommon part before C-to-C, I'd look up the product manufacturer and part number with PartExpert®, then look through catalogs to find an illustration or picture, assess that it's the correct part, and finally place the order," explains Carlos. "Now with C-to-C, I click directly from the PartExpert screen to pictures, illustrations and other useful specification information.

Last week I sold a $300 distributor simply by showing the customer the C-to-C part image from three different angles. The customer had unsuccessfully tried to find the part at other locations. I was able to give him information that no one else in town could give him. He'll be back to our store."

C-to-C is so fast that customers aren't even put on hold while countermen research part information. "I've had customers be very surprised at how quickly I give them detailed part information. Once or twice, a customer has expressed disbelief that I'm giving them correct information. They think I'm too fast to be accurate. So I explain how C-to-C works and I can tell they are impressed with our technology," continues Carlos.

Fewer Returns Improve Inventory Accuracy and Reduce Administration

By correctly meeting customer needs the first time, there are fewer returns from customers and fewer returns from San Pedro to its suppliers. "Returns have been dramatically reduced. By sending correct parts to customers we are minimizing returns and credit memos both with our customers and suppliers," says Carlos. "In addition, with fewer parts going back and forth, we're seeing less instances of parts in the wrong boxes. It's good for everyone."

Robust Sales and Inventory Information Guides Decisions

San Pedro relies on its Activant business management system to provide sales, inventory and reporting. By tracking sales by part, Carlos knows what's selling and what's not. This information gives San Pedro the ability to work with suppliers on reorders and to determine whether entire lines are worth carrying or not. Equally important is the ability to carry reasonable inventory of both slow and fast-moving parts.

"By having the right business management reports, we see our inventory levels for every part and keep fewer slow moving items on our shelves. Instead, we'll order it from our distributor and have it sent over as needed. That way we don't have as much cash tied up in inventory that doesn't sell," explains Carlos.

Another key technology to San Pedro's business operation is using Activant AConneX® to link to its main supplier. With a simple internet connection, Carlos can look up inventory levels at the supplier's warehouse and place orders any time of day or night. "The ability to place orders after the close of business and have that part delivered by 9 a.m. the next morning is important to our business," states Carlos. "Technology solutions like PartExpert e-Catalog, C-to-C and AConneX are part of our standard business practices. Activant gives us a competitive edge."