JensonUSA Plays Matchmaker to Boost Sales
So in March, JensonUSA took its price match feature a step further by offering the reported lower prices to any customer coming to its Web site, and across all channels. "When a customer submits a price match, we look at the CommercialWare database to see if there are any other identical matches. If there are, it automatically approves it," instantaneously lowering the price across all channels, explains Cachat. "If there aren't [matches], it comes into our customer relations department where they review and verify the information. At that point, a decision is made on whether or not that price is to be offered to everyone else."
Since JensonUSA implemented this strategy, sales have rebounded. "By the end of April, our business had returned to the prior year's levels," says Cachat. "It's made us more competitive."
Instrumental to that process has been the analytics, as well as the real-time product, order status and inventory information, and the real-time transfer of that information between JensonUSA's customers, employees and vendors. Cachat says, "Since we're able to see everything that's going on, we can make decisions quicker and change with the marketplace."