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The Partmaster
19th Edition
29th September 2017
Spring is here... A couple of weeks ago I sent out an email survey to all our clients to find out how Partmaster is performing. The outcome was positive, but also highlighted many opportunities for us. These opportunities are going to be our focus at our up-andcoming Partmaster conference 13th-15th October. The attendance for Branch Managers and Sales Reps is compulsory, so if you are unable to attend please let Richard Casey know as soon as possible. It will be a great opportunity to learn something new! Editor Karla Farrar | karla.farrar@partmaster.kiwi
The election is over! With spring in the air and the election now over it’s great to see some normality setting back in after the winter blues and the disruption of the election. I have really enjoyed getting out and seeing everyone around the branches lately, so thanks to all for your hospitality. I would also like to address a question often asked of me.......”Is Partmaster for sale or already been sold?” There is no truth to this rumour. I appreciate there has been a lot of consolidation in our market, so please be proud to be part of a kiwi owned and operated business and continue to promote this point of difference. We have more exciting things happening in the future, and once again thanks to everyone for their efforts and going the extra mile for our customers. Our smarter parts and our people are what makes us stand out from the competitors. Look forward to seeing many of you at conference in a few weeks.
John Cook CEO
Mike Arthur - Sales Rep Christchurch Branch
Steve Laus - BDM Trade
Capricorn South Island Show In early September Steve Laus - Business Development Manager and Mike Arthur - Sales Rep Christchurch, braved the cold and snow to attend the South Island Capricorn Trade Shows in Timaru, Christchurch and Nelson. All shows were a huge success with lots of interest in our Mounts (Febi, Tenacity, Mackay and Swag). The timing for enquiries of Mounts is perfect, as we have just launched our internal competition – WIN the Capricorn trip to Spain! If you need more product knowledge or information about any of these brands then please contact Steve Laus and he can organise this for you.
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The Partmaster September 2017
Why we have Policy and Procedures here at Partmaster? Partmaster Policy and Procedures
Branch Stock
Policies and procedures are an essential part of any organisation. Together, policies and procedures provide a road map for day-to-day operations. They ensure compliance with laws and regulations, give guidance for decision-making and streamline internal processes.
• If Sales Reps are taking items from the branch to show to clients, have they been approved and recorded by the manager prior to leaving the branch?
However, policies and procedures won’t do us any good if we as employees don’t follow them.
• Are you self-stocking?? – This should be a “No”. • Are you monitoring your TO/PO/SO documents daily as part of stock management? Health and Safety
Let’s face it, we don’t always like the idea of having to follow the rules. But as staff, we need to understand that policies and procedures are here for us all… To make a safer, easier and professional working environment for all to enjoy.
• Are you carrying out your branch daily tasks to keep your branch clean and tidy?
Simple policy or procedures that we have here at Partmaster are:
• Stock should all be on the shelf or in boxes of the floor to eliminate S.T.F.
• Are your battery testing station setup – PPE, signage, no chargers left ON overnight.
• If you are looking to allocate a staff member to a vehicle, you need to communicate this to your direct manager for approval.
If you need help in understanding a policy or procedure, please feel free to call me or discuss with your manager in the first instance. Or for more information please visit the Partmaster intranet.
• As Managers, are you conducting your weekly vehicle checks with staff as part of our H+S initiatives?
Savio Steves National Operations Manager
Company Vehicles
The Partmaster September 2017
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Street Fighters NZ, Taupo
From left : Will, Tom, Regan, Matt
Savio (driving) & Jamie (passenger)
On the 2nd September the Partmaster team attended the Street Fighters NZ Event at Bruce McLaren Motorsport Park in Taupo. The event was purely targeted towards owners of Mitsubishi Evo and Subaru WRX vehicles. The rivalry between these 2 manufacturers dates back to the world rally championship years when it was predominantly Evo vs. WRX. This seems to have filtered through to a street car level – hence the creation of Street Fighters NZ. The weekend was lots of fun and we
had our own Savio Steves (Operations Manager) enter the event, along with Jamie Engel (Product Manager) as his pit crew. Partmaster created a mini-store at the track for the duration of the day in preparation for assisting with any vehicles breaking down. The day was a huge success for getting the Partmaster brand name out there. We generated lots of awareness for our Taupo branch, not to mention we helped a few of the drivers get their vehicles going again with the parts
from our stand! A big thank you to Will (Branch Manager Grey Lynn), Regan (Branch Manager New Plymouth) and Tom (Driver North Shore) for helping me man the stand, and Matias (IT Systems Administrator) for taking lots of cool photos and making sure our mobile eftpos worked throughout the day. And a big thanks to Helen (Taupo Branch Manager) for coming to visit us on the day.
Karla Farrar Marketing Manager
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The Partmaster September 2017
Update from the product team It has been a busy period for us withlots of improvements happening behind the scenes. Most of the teething issues we faced with a new system and 3PL are behind us, and we are now seeing a steady flow of goods moving around the business. While there are still important improvements to be made, we recently compared our stocking position pre vs post NAV, the change in inventory when compared to E-parts is now +/- 1% and is optimised for your profitability – that’s great news! The new automated procurement system is working well, but we are still interested in any concerns so we can continue to hunt for bugs. We have a few key points for you to consider, to help optimise the system for your branch and keep you focussed on sales:
1 Self-stocking As NAV is now in a more reasonable state, please discontinue self-stocking and work with Fabian on any inventory concerns. If there are items you are worried about that are not on the shelf, by going through the correct channels there is a high chance of fixing any possible issues for the entire group, not just one branch. Unfortunately we are seeing examples of individuals purchasing 5 years’ worth of inventory, this does need to cease.
2 Lost Sales Report This is being reviewed monthly, thank you to all who are taking the time to keep this going. We do request you try to be realistic with the items that are being entered, as we are seeing a lot of contaminated data come through. Scenarios like not having clutch for a
Ford Edsel at branch is not really a lost sale, but if someone wants Corolla brake pads and you can’t supply, then this is a concern we want to know about. We are also seeing lost sales entered then the same item is sold to the client an hour later… please be careful of this.
3 Negative stock This was enabled on go-live to ease the transition to NAV, however negative inventory is generally considered poor practice is no longer viable to continue, we will be turning this function off – please tidy up your negative inventory asap, there is still a lot of it out there. To avoid negative inventory, the correct transactional procedure in NAV is as follows:
Special Order To order an Item/Items for a customer from a vendor that will be sent to the branch first. • On line Item Line (The part you want to order) select Purchasing code Special order. • You will then release the order. • Click Create Purchase Order ( This will prompt you with the Vendor 1 on that product and begin the marriage of the PO# & SO#) • Call the Vendor make sure they have the stock and get the price to add into the PO# If it needs adjusting. • You will the follow the standard company procedure of a Purchase Order. • You will not be able to tender the sales order until the PO# has been received into stock. • Once the PO# arrives follow standard Company procedure on receiving stock
in via PO# and then go ahead and Tender the SO#. Drop Shipment To order an Item/Items for a customer from a Vendor and have the Vendor ship them to the customer. • On line Item Line (The part you want to order) select Purchasing code Drop Shipment. • You will then release the order. • Click Create Purchase Order ( This will prompt you with the Vendor 1 on that product and begin the marriage of the PO# & SO#) • Call the Vendor make sure they have the stock and get the price to add into the PO# If it needs adjusting. • Let the Vendor know that you are going to email the order through and if they can send the item/items to the given address (Customers) Without Paperwork. You will also ask them to email or fax the Invoice to you asap. • You will the follow the standard company procedure of a Purchase Order. • You will not be able to tender the sales order until the PO# has been received into stock. • Once the invoice has been received via the communications you have asked for follow Company procedure on receiving stock in via PO# and then go ahead and Tender the SO# Please remember you need to make sure that price, freight, part numbers, qty’s are all the same before hitting the receive and tender button. Once this has been done it is very hard to reverse. Steve Thompson Group Product Manager
The Partmaster September 2017
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Beer Fest Costume Party
SALES INSPIRATION...
“Be so good they can’t ignore you!”
Beer Fest Costume Party
Partmaster Formal Awards
Dinner
Track & Drift Hot Laps
Go-Karting
v8 Ute Hot Laps x 8 to be WON
Friday Oct 13th - Sunday Oct 15th
Up-and-coming Partmaster Conference 2017 Not long now before the Partmaster 2017 Conference is being held at the Convention Centre, Hampton Downs Motorsport Park, Hampton Downs. Attendance will be for all Partmaster Branch Managers and Sales Reps. It is a great networking event to meet the team as well as meeting many of our overseas suppliers. Lots of new things will be covered! Suppliers coming this year include: Optibelt, Febi, Bosch, Schumacher, Woking, Mixtech, AA Auto Agencies, Royal Oil, Toptul, Exedy, Griffiths Equipment, Narva and Capricorn. Agenda outline includes: Friday 13th October - Day Overview from John Cook CEO, plenty of overseas presenters as well as speed-dating sessions with suppliers. We also have 2 exciting guest speakers from Sales Star to provide us with plenty of sales inspiration. We will also address the key issues from the customers feedback and establish a positive sales strategy for going forward.
Friday 13th October - Evening Social event = Beer Fest costume party with lots of pub grub! Saturday 14th October - Day In-house presentations and training from the management team. There will also be the big reveal of our new branding look - exciting! Plus the details for the new and improved Branch Of The Year Competition will be announced. Saturday 14th October - Afternoon Activities Include go-kart racing for all, plus 8 lucky people will WIN hot laps in professional v8 ute touring cars for their contribution throughout the conference, PLUS lots of other hot lap activities on track as well as drift cars courtesy of Savio Steves (Operations Manager). Saturday 14th October Awards Dinner Partmaster Awards. Formal dress event with buffet dinner, plus the winners announced for 2017. Karla Farrar Marketing Manager
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The Partmaster September 2017
They’re Here!
MIXTECH EMX BATTERIES
DISCOVER® innovative batteries are based in Canada, they began operating in 1997. They specialise in Lead-Acid and Advanced Energy Solutions. Their products work to eliminate user related issues, reduce maintenance costs, and provide measurable productivity and performance gains. Their aim is to meet the world demand for quality power with lower economic and environmental footprints.
KEY BENEFITS
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The #1 cause of battery failure is acid stratification. When a vehicle moves and vibrates, the acid settles to the bottom and destroys the plates. MIXTECH 360 degree electrolyte mixing technology eliminates stratification.
2
DISCOVER® MIXTECH uses the kinetic energy of the vehicle to continuously mix electrolyte inside the battery through 360 degrees resulting in uniform acid density, longer plate life, and higher sustained performance throughout the life of the battery.
3 4
In 2017 MIXTECH wins the prestigious Greentec award in the mobility category for innovation in sustainability and environmental protection, a first for an automotive battery.
MIXTECH EMX batteries are designed to last up to 2x longer than normal batteries, which provides the lowest total cost of ownership versus all other conventional batteries in the industry.
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The technology in MIXTECH batteries is the most significant improvement in a battery for 50 years.
MARKET LEADING 42 MONTH STANDARD WARRANTY
NEW PRODUCTS @ PARTMASTER
Schumacher Electric is a US owned manufacturer of Battery Chargers, Lithium Jump Packs, Worklights & Power Products. Schumacher dominates the US market and has 80% of the battery charger market share, and we are able to offer all of these products @ Partmaster.
Jump Starter
+ Fuel Pack + Back-Up Power Key Features: • Easy to use! •Q uickly starts vehicles in emergencies. Great for power sports, motorcycles and 4-6 cylinder cars. •C harge 12V DC devices when traveling. Save and protect your vehicle settings while switching out your battery. (Memory Saver sold serperately) •2 X Faster charging. Charge all USB devices, including smartphones, mp3 players and tablets. •S park-free protection against overcurrent, short-circuit, overload, overvoltage and overcharge.
harness which attaches either of the connectors in seconds, and reverse hook-up protection which helps prevent damage to the battery and charger. Key Features: • Charges Lithium ion (LiFePO4), AGM, Standard, and Gel cell batteries • Keeps stored batteries charged • Microprocessor controlled multi-stage charging for added precision, safety, and battery life • Float mode monitoring automatically maintains optimum battery charge • Scrolling digital messaging provides step-by-step instructions to properly charge your battery • Battery type button selects lead-acid or lithium ion • LED indicates charging status
• Energy efficient LED bulb. Use as a work light, or flash as a hazard signal.
• Reverse hook-up protection helps prevent damage to battery and charger
•L ithium Ion technology provides longer life, holds 70% of charge after 2 years. 5x more cycle life and 4x-5x more cranks than lead-acid battery jumpers. Automatic Power-off when not in use.
• Available in the following sizes: 1Amp, 2Amp,3Amp,6Amp,10Amp,15Amp & 90Amp Battery Chargers
Battery Chargers The Schumacher Automatic Battery Charger/Maintainer is ideal for power sport, car and boat batteries. It charges small batteries and keeps stored lead-acid batteries charged. It can fit AGM, standard and gel cell battery types. It’s microprocessor controlled and has multi-stage charging for added precision, safety and battery life, as well as float mode monitoring which automatically maintains optimum battery charge. It features auto-voltage detection for 6 or 12 volt batteries, quick-connect
Worklight High quality 2200mAh Lithium ion battery for longer life, no memory effect and a much slower discharge than traditional Ni-MH batteries. Unique and innovative 360° swivel and tilt function enables the light source to be positioned in any direction. Each lamp houses 8 super-bright SMD LEDs, providing up to 300 lumens output with 120° spread of light, illuminating the whole work area. • USB/Micro USB Charging Cable • Operating Time: 3.5/7 hrs (Main lights) 8hrs. (Torch)
The Partmaster September 2017
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NEW N I D E R E E N I G N E D DESIGNED AN . 7 4 9 1 E C N I S S E T A THE UNITED ST INTENANCE
A M Y R E T T A B IN E M A THE #1 N D. L R O W E H T D N U O R A AND CHARGERS WORKLIGHT JUMP STARTER BLACK 360° + FUEL PACK + MAGNETIC BACK-UP LED 150/300 LUMENS Part No. SL1
Part No. SL162BU
17995
$
8995
$
EX GST
EX GST
EACH
12V 15AMP 8 STAGE BATTERY CHARGER Part No. SPI15
EACH
UNDERHOOD WORKLIGHT LED 400/1000 LUMENS
Part No. SL176R
18995
$
EX GST
EACH
26500
$
EX GST
EACH
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The Partmaster September 2017
AUTO ELECTRICAL SPARES LTD
SPECIALISTS IN
starter + alternator APPLICATIONS
WE CUSTOM
engineer, re-engineer + repair
NEED IT NOW
we’ll get it to you in 1 or 2 hours!
11 locations nationwide WHANGAREI • HENDERSON • EAST TAMAKI • TAURANGA • HAMILTON
NEW PLYMOUTH • HASTINGS • WELLINGTON • NELSON • CHRISTCHURCH • DUNEDIN
0800 478 278
www.aespares.co.nz
The Partmaster September 2017
Fluffy (13 yrs) loves the rain & sleeps in the strangest places
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Electra (staffy), Jake (ginga), Fluffy
Pets of the month Hamilton branch meet Donna’s fur babies +2 yr old Hannah Hannah loves them all and they have been great to have around as she grows up. Jake (12 yrs) with Attitude
Thank you for sharing Donna
Hannah & Electra (3yr old Staffy) playing during summer. Electra loves fruit & will jump to pick it off the tree if the branch is low enough.
What our customers think about us...
76% are satisfied with Partmaster
73% said our product quality is above average 44% of our customers come to us because of Capricorn, only 22.5% because a Partmaster Sales Rep contacted me. Plenty of room to visit some new customers!!
68% said they would refer us to their friend or colleague
Our customers are also high users of social media, with Facebook being the most popular followed by Snapchat and Instagram.
74% of our customers have been with us 3+ years
The biggest opportunity comes from our customers ability to buy from us online. Only 24.5% of our customers use our online website. Many clients would like more training on how to place an order, so use this a key talking point to get more time in front of your customers.
78% of our customers know that we are 100% NZ Owned
Partmaster email survey Sept 2017
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The Partmaster September 2017
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Spain MAY 2018
The 2018 Capricorn Convention is set to take place in Salou, Spain. Better known as Spain’s “Gold Coast”, Salou has built a name as a popular destination for sun-starved tourists seeking refuge amongst the golden beaches and inviting, warm waters found there.
BRANCH COMPETITION
You and your offsider (Rep+Manager) could be off to Spain in May 2018!
PROMOTION TIMING
Sept 1 2017 – Dec 31 2017 (4 Months)
WHAT YOU NEED TO DO TO WIN
The winning branch will be the branch who grows their share of Filters, Brakes, Oil and Mounts the most.
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Capricorn to Spain. How do you win? Just sell as much as possible over the next 3 months from the following categories.
1. OIL 2. FILTERS 3. BRAKES 4. MOUNTS If you grow your share of company sales for these 4 x categories you will be Spain bound next May. The promotion runs from 1st Sept to 31st Dec 2017. We hope to see you in Spain next year.
Sales update The summer season is upon us, daylight saving is here. All the stars are lining up for a solid sales growth period ahead.
1. We attract more customers 2. Our customers buy more
Daily run rates are heading up and the Partmaster Sales Strategy is in full swing.
As the summer comes please ensure that you are working on both “Sales growth reasons”.
What is the Sales Strategy? The strategy is to sell in to every aftermarket workshop in your area. Yes every outlet, up and down the street and to sell them the Partmaster portfolio.
Get your new customers signed up. Visit every workshop in your region. Attack them “up and down the street”. Every outlet must be visited. Relationships need to be built and maintained with the entire industry.
The Partmaster portfolio is full of quality brands. Brands that resonate with our customers as having smarter technology such as – OE+, Bosch, Exedy, Febi, Tenacity, Mckay, Swag, Woking, Mixtech, Narva, Royal Oil, Optibelt, Toptul and Gunk to name just a few.
Buying more can be a matter of assessing what the customer buys elsewhere and making a recommendation regarding our offering. Consider all the tools you have at your disposal. Brands , Deals, Rebates etc. and where needed engage Steve, Glen or myself to cement the deal .
We probably have the best aftermarket portfolio in New Zealand and the best and hungriest sales team to make sure that our customers are served well.
We look forward to expanding on this at conference. Simple Strategy = Big Results.
Post the recent structural changes at Partmaster it is vital that sales growth is maintained. Sales grow for 2 reasons
Change your mindset to include “New Customers” and the results will come. Richard Casey National Sales Manager