Customer

• Client: Toyota Central Europe, LLC
• Department: Aftersales Department
• Interviewee: Artur Przewoźniczuk

The Challenge

• We need to estimate the number of companies that might be interested in Toyota's original parts and accessories,

  
  
• determining the extent of this potential by region in Poland,

  
  
• to determine whether the distribution of potential customers correlates with the distribution of Toyota and Lexus vehicle registrations,

  
  
• developing stronger business cases in discussions with the dealer network and better targeting sales efforts.

Result

• a well-organized understanding of the market potential in the analyzed area,

  
  
• the ability to integrate data with internal analytics and reporting systems,

  
  
• support for planning sales activities and assessing the potential of individual regions,

  
  
• a stronger foundation for developing business cases and negotiating with authorized dealers.

Team and Scope of Operations

Are you the only person who uses MGBI data, or are there other users as well?

What exactly does your department do?

I am the leader of the Business Intelligence team. We operate within the Toyota After Sales division, which means we provide after-sales support to customers as well as to the dealer network.

After-sales service encompasses everything that happens after the sale of a new car: maintenance, sales of accessories to customers at the service center, sales of parts through the store and over the counter, wholesale sales, warranties, insurance, and additional warranty products, such as extended warranties.

The need and the decision to buy

What led to the need to purchase external data? What problem were you trying to solve?

We needed to determine the number of registered companies with a specific business profile that might theoretically be interested in purchasing genuine parts and accessories from a Toyota distributor or dealership network.

That was the main goal: to assess the potential—that is, to estimate how many such companies might be interested in the offer. Both in total and broken down by region in Poland, to see whether this distribution is concentrated in large cities and metropolitan areas like Warsaw, or whether it is spread out across the entire country.

We also wanted to see if the data correlated in any way with the distribution and location of Toyota and Lexus vehicle registrations in Poland.

This could later be used to show dealers the potential—that they could, for example, find 100 or 200 such customers in their immediate region, whereas currently they are tapping into only 5 or 10 percent of that potential.

Has this type of analysis ever been conducted before?

It was a new, pilot initiative. We hadn't done this before.

Why did Toyota choose MGBI?

Implementation

How would you assess the implementation process?

On your end, it’s no problem at all. It’s on our end that implementations are difficult, because we’re required to follow various internal and external procedures. We have to verify vendors, register them, and then the payments are verified.

It's more that we have a lot of internal and external factors that are prolonging the entire process. I think that if it weren't for them, the process would be faster.

I didn't notice any problems on your end. Everything went smoothly.

The practical application of data

How is this data actually used in practice—in what tools and processes?

Reporting in Excel or via email with small summaries is one thing. Another is reporting in the Power BI environment and in internal reporting systems. A third aspect is data aggregation using tools such as SQL, Python, or Access.

How often do you refer to this information? Is it an ongoing process?

The analysis itself is a one-time process. We receive the material from you, analyze it—let’s say it takes a week—and then the results of that analysis are published and, from that point on, are available to inform further decisions.

We publish this as a static report in Power BI. It is used later as needed: either in a conversation with a specific dealer or in response to a request from management, the board of directors, or anyone else.

From a technical standpoint, we use this data once, and then we simply use our tools to answer the questions we receive.

Results and benefits

What improvements did the MGBI data bring about? What was the greatest benefit here?

What are the two or three main benefits you would point out?

Access to information, as well as a point to make in a business discussion with a dealer or business partner.

If you had to recommend the MGBI product in one sentence, what would you say?

Data that builds a competitive advantage.