How Dayton Parts uses FlippingBook Salespal to make their sales team even more effective
Dayton Parts is in the Commercial Vehicle Truck Parts Distribution and Leaf Spring Manufacturing business. They use Salespal to provide their sales team with an easily accessible, always‑on‑hand library of marketing materials, brochures and catalogs and to simplify communications with partners and customers.
Why did you decide to adopt Salespal for your sales team?
I was a sales manager for 30 years before coming to Dayton to run their marketing department. We have over 26 product lines. Each product line we sell has its own catalog. These print catalogs had to be carried in our cars on sales calls so when customers had a question, we had the literature to answer it. I wanted a way to make it simple for my team, that is, equip them with a device such as an iPad or Android tablet with all the catalogs available there. I also wanted the catalogs to look exactly the same as the printed copies. The app FlippingBook programmed for us gave me this solution.
What were the main problems you wanted to solve with Salespal?
We were looking for these features:
- A way to better communicate our product offering to our customers
- A way to provide our catalogs, technical bulletins, new product information and sales tools in a format that allowed users (our salespeople and our distributors’ salespeople) to quickly identify a part in the catalog or answer a customer’s question by just looking it up in the app
- A way for our distributors’ sales teams to use our website during a face‑to‑-face meeting with a customer
- A way to keep our catalogs up to date (Print catalogs seem to go stale as soon as they are printed. Something always changes.)
Did you consider any other options while looking for a solution?
Yes, I looked at other programs and talked with many programmers to help develop the app, but they did not grasp what I needed. Nor did they understand I wanted something I could manage without involving my IT department.
I wanted to provide our customers with printed and online versions of the catalogs and make it easy to switch between them. Also, it seemed many other companies only had an online format, and I wanted the customers to be able to download an online catalog to their device and use it offline.
With FlippingBook, we were able to upload and update our catalogs inside the app without having to involve anyone outside the marketing department.
What were your most important reasons for choosing us?
I can name four key points:
- Being able to upload the content without getting IT involved
- Fast delivery of up‑to‑date catalogs and sales literature to our customers
- Users being able to download the catalogs to their devices and use offline
- The reduction in overall costs of our printed material
How does FlippingBook Salespal help you now?
Salespal has given Dayton Parts a competitive edge as we now have a new format for delivering content to our customers. They get the most up‑to‑date catalogs or product information at their fingertips at all times in one place. Even when the content goes stale in the printed version, users see all the updates on the app version of the catalog.
Salespal has changed the way we go to market with catalogs. There are some catalogs that are only available in digital versions now. So if one of our customers wants to purchase this product, the only way they can identify their needs is on the web or using the app catalog.
Who are the users?
We launched Salespal in August 2015, and we now have about 3,000 users. They are our salespeople and our distributors’ sales people, who visit customers and end users every day.
We have had really positive feedback. People said that this was something they have been looking for. One customer recently told us he couldn’t believe we have accomplished what we have, as this is exactly what he was looking for. The app made his job much easier in terms of helping sell our products in the markets he serves.
Was it easy for them to adopt Salepal?
Yes, it was very easy. It did not take any training to start using and moving within the app. That is the sign of a great product.
How do you distribute the app?
We distribute it by providing our customers a link that will identify the device being used as either an Apple or Android device and then install correctly. This gives us a little more control of who uses our app compared to making it available on the Apple or Google app stores.
Are you measuring ROI on FlippingBook Salespal?
We continue to monitor the acceptance of the app through our user community and get very positive feedback. People actually cannot wait to see what we do next with this medium. We have also reviewed cost savings for the catalogs we would have printed in the past versus deciding to only use Salespal. To date we have saved over $30,000 in catalog printing costs.