Established in 1971, Burson Auto Parts is Australia’s largest trade-focused supplier of automotive aftermarket parts, accessories and workshop equipment.

It’s a common problem for many businesses.  Sales reps visit customers, complete paper order forms, and then have to return to the office to enter the stock order into the internal system.

The Situation

Burson Auto Parts realised it could better service its customers and improve workflow processes, by putting mobile tablet devices in the hands of sales representatives, and implementing the MomentumPro Enterprise Mobility solution provided by Markinson Business Solutions.

Craig Magill, Burson Auto Part’s General Manager of Sales and Marketing, said

"We wanted a solution where sales representatives could access prices for individual accounts, and search for products and place orders direct from a customer’s premises."

The Solution

Having already used Markinson’s MomentumPro ERP system for over 10 years, Burson added the Enterprise Mobility module, which is designed to work on any tablet device, and has the ability to access the live system anywhere anytime.

The Enterprise Mobility solution has proven very user-friendly for Burson Auto Parts.  Burson’s Rob Watts, Project Manager of the Enterprise Mobility implementation explained "The reps all say the same thing – that it’s just so easy to use.  That’s really come back strongly.  I had feedback from one rep who started using it and he said ‘it’s so simple and straightforward to use.  It’s just going to be a great tool for everyone."

Importantly, Burson is able to better service its customers.  Products are now picked as soon as the order is taken at the customer’s premises, and delivered on the next run.

"One of our customers told a rep that his last order was delivered within an hour of the rep leaving the premises", said Mr Watts. "They told our rep ‘that’s just fantastic service; we’ve never seen anyone be able to deliver that to us so quickly before."

The Benefits

Electronically-enabling sales reps has had unexpected benefits for Burson and its customers.

Mr Watts said a sales rep was unaware that certain products were sold by Burson. "He was visiting a customer who asked for the products, so he searched for them on the system while with the customer. He was able to make a sale on these products that he didn’t even know we had."

Another customer had a faulty product, and the sales rep was able to take a photo of it with his tablet and email it directly to the supplier on the spot.  Mr Watts explained

"It’s a lot simpler just to have one tablet device to do all this, rather than multiple devices the reps were previously using."

Markinson’s CEO, Ian Whiting said Enterprise Mobility will become the standard for all businesses in the coming years. "Businesses without the ability to work outside of their office will be increasingly left behind, as their competitors become more flexible and efficient with improved work processes that allow for better servicing of customers."