Introduction
By Alex Smith, Head of Group Parts Operations
 
Following a month of steady growth in November, we are looking forward to a very merry end to a year of great achievement.
Our daily Christmas Specials promotion started on 30th November and runs daily through to 21st December. The first Balanced Scorecards have been published (congratulations to Wolverhampton TPS and Slough TPS who led the field in September and October respectively). And with 56 Centres now fully operational, we enjoyed a record sales day on Tuesday 27th November
with a network turnover of £400,957. As always, if you have any feedback please email TPS Marketing Support at tpsmarketingsupport@rlagroup.co.uk
 
 

First Balanced Scorecards now available
We have developed our own Balanced Scorecard method to ensure that the measurement of performance will be balanced and fair across the TPS Network.
The TPS Balanced Scorecards for September and October have now been issued. The top three TPS Centres for each month, with their scores, are shown below. Please click on the relevant month to view the whole scorecard. The TPS Centre which reaches the top of the Scorecard at any given time will have succeeded because they have performed consistently well over a range of measures. This approach also forms the core of our new TPS Heroes staff incentive programme.
September 2007
TPS Centre Sales V’s Target % Average Discount Sales Per Vehicle Parc Returns as % of Turnover Mystery Shop Total Score Rank
Wolverhampton 2 8 4 9 13 36 1
Yeovil 1 30 11 14 8 64 2
Guildford 5 23 2 15 20 65 3
October 2007
TPS Centre Sales V’s Target % Average Discount Sales Per Vehicle Parc Returns as % of Turnover Mystery Shop Total Score Rank
Slough 5 14 5 7 4 35 1
Norwich 12 13 10 8 9 52 2
London N 7 28 14 14 6 69 3

Here are the explanations of each of the scores and how they were calculated:
• Sales V’s Target Sales as a percentage of target achieved for month
(highest percentage achieved - score of 1)
• Average Discount The total difference between total RRP value and Total Invoice Value (lowest percentage discount given - score of 1)
• Sales Per Vehicle Parc Total sales divided by Total Segment 2 Car Parc to give £ per vehicle value (highest £ per vehicle – score of 1)
• Returns as % of Turnover Total Credit Invoice value divided by Total Invoice value (lowest percentage value – score of 1)
• Mystery Shop Total score from Mystery Shop, points awarded for number of rings to answer; 0-3 rings scores 1 point, up to 12+ rings equaling 15 points. Greeting given as “XXXX TPS” = 1 point, other greeting = 3 points

Friday Special takes a seasonal break
Friday Specials continue to produce excellent results but will now take a break until the New Year whilst the Christmas Specials are in place.
Sales achieved by the last two Friday Specials

2,705 sold
802 sold in same
period previous week
by TPS Centres

1,456 sold
417 sold in same
period previous week
by TPS Centres

Glow and
Spark Plugs

Fuel Filters

Week 11
Friday 16th November

Week 12
Friday 23rd November
Key:
Blue = One-day* Friday Special sales out to TPS customers.
Orange = Comparative sales.
November and December Quantum Oil promotion achieving strong results
Now over the half-way mark, this promotion is generating strong sales. Customers can benefit from two multi-buy offers:
• Buy 3 x 5 litres of Quantum PD or LongLife III oil and get 1 x 5 litres of the same oil free, and
• Buy 9 x 1 litre of Quantum PD or LongLife III oil and get 3 x 1 litres of the same oil free.
Newcastle TPS and Northern Ireland TPS lead the sales league for the 5-litre offer, while Swindon TPS leads the sales league for 1-litre offer. Overall TPS network sales achieved to 30th November are:
• 6318 x 5-litre packs of Quantum PD and LongLife III, with a sales value of £121,798.35.
• 296 x 1-litre packs of Quantum PD and LongLife III, with a sales value of £1616.23
  19 days of Christmas Specials
To boost year-end sales, the Christmas Specials series of promotions was launched last week. The promotions run from 30th November to 21st
December inclusive.
• The 19 one-day offers include 10% extra discount off a whole range of parts and also Winter Safety, Audio and Oil Days.
• Each day those customers purchasing £10 or more worth of parts are entered into a prize draw for a case of Champagne.
Update: Semi-synthetic Oil and Brake and Clutch Cleaner promotion
This promotion has produced great results. Final sales to 30th November are as follows:
• 714 x 208-litre barrels of Quantum Semi-synthetic oil, with a sales value of £127,614.50
• 1,458 x 5-litre bottles of Quantum Brake and Clutch cleaner, with a sales value of £9,208.75
There were no promotional
prices for customers, just an incentive for the TPS sales teams through the new TPS Heroes incentive programme.
New National Accounts Opened
The TPS National Accounts team continues to open accounts that will feed business into local TPS Centres. The following new accounts have been opened in October and November:
• Just Car Clinic’s – 20 body shops
• Ryder Truck – 12 Workshops
• Burntree – 10 Workshops
 
 
TPS Daily Sales – November 2007

Key points
• Performance continues to improve consistently
•

On 27th November daily sales exceeded £400,000 for the first time, our highest daily sales to date with 91.8% of target achievement.
 
       
Cumulative Sales – November 2007
Key point
• Total network sales to month end have exceeded £8m for the fist time.
 

TPS National Performance YTD – November 2007

  

Key point
• Region 5 held firm in first place, achieving 82.9% of target
• Region 6 moves up to second place with 79.0% of target
• Region 7 moves into third place, having achieved 75.1% of target.