Valvoline Embraces New Growth Model, Fueled by MapAnything Geo-Productivity

For more than 150 years Valvoline™ has been on the leading edge of motor oil technology and is a worldwide producer and distributor of premium branded automotive, commercial and industrial lubricants, and automotive chemicals. Valvoline ranks as the #2 quick-lube chain by number of stores and #3 passenger car motor oil brand in the DIY market by volume in the United States.

Operating close to 1,100 different stores across the United States, with a sales team upwards of 40 individuals in differing territories, Valvoline's leadership needed to answer a critical growth question: What is our business landscape?

They needed to ensure they were selling new accounts and expanding current product lines with existing customers in order to continue growing at a set pace. They needed to gain more visibility into the Quick Lube landscape in the United States. Knowing where those stores were located, what the primary competitors were in each market, who owns them, and how they relate geographically to stores that Valvoline currently owns was critical to balancing territories, knowing how to position products and services, and maintaining a positive customer experience.

“With MapAnything I can plot every opportunity or account I want. And then I can say 'Ok, based on the number of opportunities and the number of accounts in a given zone, how many sales people will it take to effectively cover that'? Our territories are getting optimized simply because of our visibility into what's there is increasing. It's made us much more efficient.”
- Les Reed, Director of Quick Lube Sales 

Key Areas in Which Valvoline uses #GeoProductivity to excel:

  • Prospecting and Lead Generation
  • Existing Account Management
  • Competitive Landscape Insights

 

Why Vavoline Is Better with #GeoProductivity in Their Arsenal:
  • Seen a 60% improvement in sales effectiveness
  • Increased their daily call volume from 10 to 12
  • Maintains a 98% license adoption rate

 

For the full story, please watch their success story video above, or access the complete written success story here.

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Jill Koskosky
By: Jill Koskosky

Product Marketing Manager at MapAnything