A parts distributor's reps on daily workshop rounds

The situation

Aftermarket parts are sold on a round. Each rep calls on the same workshops and traders every week or two. The owner is under a car or behind a counter. He asks about brake pads and goes back to work. Few have a business card.

Before

Enquiries went into a notebook and numbers into the rep’s own phone. The office heard of a workshop only when it phoned in an order. When a rep left, his area went quiet, because the contacts were his.

Setting up

There is no CRM, so the manager exports leads as a spreadsheet. The admin loads a catalogue for each range and writes the WhatsApp message in English and Arabic. The company asks for Field Presence, the check-in add-on. It reads the location only when a rep taps check-in or check-out, never in between, and it does not plan the round.

On the round

The rep checks in for the day at his first stop. At each workshop he starts a visit, choosing the workshop from his leads, and ends it when he leaves.

A new owner asks about oil filters for light trucks. The rep types a quick lead: a name, a number and a line of text. He chooses Daily sales visit, taps Filters and Within 30 days, and opens WhatsApp from the lead. The message and the catalogue link are already written. He taps send at the counter.

The order is still phoned in to the office.

What the manager sees

The team view tells the manager who is on shift and who is on a visit, at which workshop and since when. The Overview counts leads by person, what was asked about by range, and the median time from capture to first follow-up. When a rep leaves, his leads are handed to whoever takes the area.