Whitepaper
From phone orders to self-service: how wholesalers move dealer ordering online
A practical look at what changes when dealers order themselves: order intake, campaigns and field sales, without a software project.
What you will learn
12 min read, PDF
- How self-service ordering replaces phone orders, not your field sales team
- How campaigns reach every dealer at next login
- What to measure in the first months: usage, online share and time to first order
- A staged, two-week friendly-customer launch plan
Step 1 of 2
Why dealers call, and what it costs
Every phone order needs two people: one who takes it and one who enters it. Questions about status, prices and credit come on top. The paper shows how to measure this before anything changes: orders by channel, calls per order and the time from order to confirmation.
What a shop must be able to do in tire wholesale
A generic shop system has no tire knowledge. The paper lists what wholesalers need and what they would otherwise build and maintain themselves:
- Tire search by width, aspect ratio, rim, segment, load and speed index
- EU label, OE markings and DOT data, kept up to date
- Call-off orders from stock that dealers bought in advance
- Cheque and credit exposure shown to the dealer
- Promotions by brand, customer group and quantity
Campaigns without a field visit
A promotion is set up in five steps. It is limited to brands, customer groups and quantities, and the cost is shown before it starts. It reaches every dealer at the next login, instead of being told by twenty reps one after another.
Keeping field sales in the picture
Dealers stay assigned to their rep and online revenue counts for the rep. Routine orders move online. The analytics show what a dealer searched for but did not buy, which is a clear reason for the next call.
What to measure in the first months
- Dealer accounts created and their share of the customer base
- Time to the first order
- Weekly active dealers
- Online share compared with phone and e-mail orders