How Geckobrands Grew Sales With Smarter Data

The Company

Geckobrands, based in Grandville, MI, designs innovative gear for outdoor enthusiasts, including backpacks, coolers, and waterproof accessories. A Cavallo customer since 2014, the company focuses on smart product development and demand generation across its growing retail network.

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.”

Turning Insights into Action

O’Connell says that the biggest advantage they gain from SalesPad is its capacity for analytics. Because they serve over 1,400 customers, quick access to analytics is essential for identifying sales gaps. “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.” By leveraging SalesPad’s data, geckobrands sells more—and helps customers capture sales they might otherwise miss.

Driving Growth Through Workflow

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 grew its customer base by 25% using Cavallo to prioritize key information and close sales opportunities. Through the power of analytics in SalesPad, geckobrands made their data work for them, rather than letting it collect dust.

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