What’s Lenco Motor Spares’ take on seasonal trends?
Continuing with our multi-part article on effective stock inventory management, we connected with Jane Galea from Lenco Motor Spares, based in Royal Tunbridge Wells and a PDP member.
Like Steve, Jane has featured in the magazine before – but when she made her appearance in 2023, she was wearing a different uniform! Onto pastures new but still the same bubbly Jane, she offered a contrasting approach to inventory management and supplier collaboration.
Jane has managed stock and relationships in the automotive aftermarket for over two decades, so she was well-placed to share some seasoned perspectives on optimising inventory and adapting to market demands.
When asked about Lenco’s approach to overstock, Jane noted that, unlike Auto Spares Wales, her team takes a more flexible approach without strict monthly returns.
She explained: “We rely on longstanding relationships with suppliers to manage any excess, but we don’t automatically return stock each month. Instead, we do a thorough quarterly audit. This lets us observe real sales trends before deciding which products might need adjusting or returning.”
Jane noted that this approach, while perhaps less regimented, has worked well given the trust Lenco has cultivated with suppliers.
She continued: “Our suppliers understand our rhythm and give us room to try out different inventory levels. This way, we avoid prematurely returning items that may have had a slower month but could pick up later in the season.”
On seasonal trends, Jane was quick to confirm that some seasonal variances remain evident, but she also echoed Steve’s sentiment that the shifts are less predictable than they once were.
Jane confirmed: “Batteries and antifreeze still sell better in winter, but we’re seeing that customers’ buying habits can fluctuate unexpectedly. We keep a close eye on data from the previous years and adjust for local demands. For instance, we might stock more brake pads leading up to summer, as we notice drivers often prepare their vehicles for holiday trips.”
Where Steve at Auto Spares Wales sees some significant demand variations by branch, Jane feels the localities Lenco serves are consistent in product demand but are heavily influenced by brand preferences and customer loyalty. She said: “In our area, we serve a lot of repeat customers who expect certain brands, especially for items like filters and lubricants. As a result, we’ve streamlined our offerings to match those expectations, minimising excess stock while keeping our customers happy.”
Jane also shared that Lenco’s strategy of building solid relationships over the years helps the business navigate both competition and demand without constantly adjusting inventory: “If we continue to offer reliability and quality, we find our customers are less swayed by competitor promotions. It’s about consistent service, and our inventory choices reflect that.”
