GECKOBRANDS
To encourage their customers to carry additional products, geckobrands needed to prove that unexpected products or styles were top sellers for many customers. Learn how Cavallo helped them leverage their existing data to drive sales.
Introduction
Since 2012, geckobrands has been creating superior products for outdoor enthusiasts. Geckobrands prides itself on product development and generating demand for its backpacks, coolers, and other outdoor gear. The company has been a SalesPad by Cavallo® customer since 2014.
The Challenge
Outdoor retailer geckobrands wanted to encourage more customers to carry specific products and styles that were successful for other customers. As CEO Bryan O’Connell described, “A lot of customers don’t want to pick up a product we sell in pink, for example.” Particular colors, designs, and styles can be less appealing to certain customers and discourage them from carrying those products, despite their success with other sellers.
The Solution
The team at geckobrands utilizes the sales analytics provided by SalesPad to encourage their customers to stock styles and products that they previously declined. O’Connell explained how he could show customers the real-time data in SalesPad and persuade them to carry new styles.
“I will go into the Sales Analysis report to show them in real-time that pink is our number one selling color in a specific product.” After customers see the data, it’s easier to convince them that it’s worth it to carry the often disregarded colors or styles. O’Connell continued, “We’ve had a lot of customers add specific colors by showing them the color trends in SalesPad.”
O’Connell says that the biggest advantage they gain from SalesPad is its capacity for analytics. With over 1400 customers, it’s essential that they can easily access sales analytics to review which customers aren’t leveraging particular parts of their business.
“For example,” O’Connell said, “we have waterproof phone cases and waterproof phone totes, and every customer that carries one should carry the other. The sales analysis lets us look at all 1400 customers and see that 400 customers haven’t bought one of those two categories. We can actually quantify what that sales opportunity is.”
Using the data made visible by SalesPad, geckobrands can move more of their products, and their customers don’t miss out on unexpected sales.
Bryan O'Connell CEO of geckobrandsWe've been able to add a lot of products and a lot of customers by using the sales analytics that is available in SalesPad."
With SalesPad, geckobrands can focus on driving growth instead of managing the business day-to-day, as Gabe Miller, executive VP of sales, described. He went on, “Because of the seamless workflow and clear accountability, the process runs very efficiently and we can ensure we’re driving our business and leveraging the process that’s in place.”
Geckobrands has grown its customer base by over 25% using the toolkit provided by Cavallo to identify and prioritize the information needed to close sales opportunities. Through the power of analytics in SalesPad, geckobrands made their data work for them, rather than letting it collect dust.