Dedicated Truck Division tour vehicle

Due to the merge of the febi and Blue Print sales teams back in 2012 two bespoke vans were designed and kitted out with the latest parts from both product ranges including associated tools and perceived ‘dealer only parts’.

The product range on display in the van includes electrical components, fluids, engine components, braking and steering and suspension. The most popular parts on the van raising attention with technicians are generally products that make their job easier or are perceived dealer only product (i.e febi ProKits / Mercedes Conductor Plates…).

This awareness scheme ensures that factors and workshops are familiarised with the extensive product range on offer in the aftermarket. Ultimately, this means increasing sales of higher margin products and gaining ground on the dealer. Motor factors of the future will not be able to survive on service parts and consumables, but will need to compete with the main dealers – not only on quality of the parts supplied, but also on the product range available to their customers. Likewise, independent garages will need to professionalise their quality of service and parts – and providing the correct part from a high quality aftermarket supplier will enable them to do just that without having to buy dealer parts.

The workshop workouts are arranged with febi/Blue Print distributors, and also include product training for the sales staff at the branches prior to visiting the garages. By demonstrating to the telesales staff in the branches part by part, which profit opportunities they miss out on by saying no to their customers, motor factors significantly reduce their lost sales.

Gary Taylor, UK Sales Manager at febi, is proud of the success: “At first people are reluctant to take the time out and look at what we have got to offer, but afterwards they all find it a positive educational experience.” On average, the van visits six workshops per day, where staff has the opportunity to see and feel a selection of both the febi and Blue Print range. The tour vehicle is a perfect medium to keep factors and their customers up-to-date in a fast moving market.

The initiative is well received and very popular. In view of the success so far, a third tour vehicle was purchased in 2013 to be able to fulfil the greater demand from customers and allow for a dedicated Truck Division tour vehicle.

Marketing have packed them full with leaflets, technical information and screens to display and demonstrate Blue Prints Auto Vista, their online workshops package. These vans are an invaluable way of showing technicians what’s available in the convenience of their own workplace.