Agenciauto gets a boost with IBS Enterprise

Customer Story

Sales in the Colombian automotive market have nearly tripled in the past three years and Renault dealer Agenciauto is capitalizing on all opportunities with help from IBS Enterprise.

Thanks to integrated reporting tools such as IBS Analyzer, Agenciauto S.A., located in Medellín, Colombia, can make better decisions and develop its customer relations more easily. “This tool examines and interprets data so we can be sure of what direction to take, why, and with whom,” says Ignacio Amariles, President of Agenciauto in Medellín, which has been a Renault dealer ever since the French brand entered the Colombian market in 1969.

The company currently holds 35% of the local Renault market and a 7% share of the national one, and it is optimizing its organization and processes to enhance its market position further. “Many programs offer data processing for generating account reports, but we need reports on a daily basis – online and in real-time – that can indicate even the slightest variations, both positive and negative, so we can promptly address any areas needing attention,” says Amariles, with reference to IBS Analyzer and a recent system upgrade to IBS Enterprise. “We rely on a wealth of information to make medium and long-term decisions.”

One of the reasons why Agenciauto, which has been an IBS customer since 1998, prefers IBS software is that it offers tools to help employees maintain excellent relations with current and prospective customers, he adds.

Better overview

By implementing the IBS Planner View module, Agenciauto was able to integrate all of its service activities into the system, monitoring lead times and consumption of materials. This ensures that it can maintain adequate rotation and keep on schedule to meet customer expectations. The company uses the module to control stock, schedules, and customer commitments in the sale of new or used cars, parts and accessories. “We can now monitor customer history, helping us develop long-term relationships through data projections, visits and activities. The ability to promptly make an appointment for maintenance work on a customer’s vehicle, and to schedule their next appointment right away, is a key step towards total customer satisfaction,” Amariles remarks.

The most popular Renault models are the Megane II, Twingo, Clio and Logan, assembled in Colombia for both the local market and for export to other Andean countries (Bolivia, Ecuador, Chile and Peru). Fewer than 100,000 new units were sold on the Colombian market in 2005, but the company estimates that the figure will soar to 250,000 units by the end of 2008. With a ratio of one vehicle to every 12 inhabitants (a figure well below the 1-6 ratio in Brazil and 1-8 ratio in Chile), there is tremendous room for growth. “The outlook is very promising, as the country is increasing its GDP, boosting foreign investment and exporting to new markets,” Amariles notes.

Getting staff on board

Ángela María Pérez, Agenciauto’s Information Systems Director, headed the system upgrade and staff training process, supporting the company’s efforts to capitalize on the market opportunities. “We put a lot of effort into training,” says a satisfied Pérez. “IBS software has enabled us to integrate functions and set parameters specifically for our operations. Our knowledge of the system is continuously expanding and broadening as we add new users and functions.”

Agenciauto employs approximately 250 people and has a network of 143 service centers. All areas, and most of the personnel, use IBS Enterprise every day. “It’s difficult to get an entire workforce using
a single it solution, so for staff to be a part of our organization, they need to be familiar with basic computer tools and be able to understand and easily utilize the menus for each specific task. Our philosophy is that IBS software should serve users and optimize their tasks, making their work easier, more efficient and more dynamic,” Pérez says.

President Ignacio Amariles has seen how useful IBS Analyzer and IBS Enterprise can be when planning the opening of new satellite points of sale or services, where information is available in real time. “One requirement when opening new offices is that we implement IBS Enterprise because all of our products, information and transactions go hand in hand with this software. People may request better hardware or faster communications, but no one requests an alternative to the IBS software we have now.”

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