Screwfix finds 'missing link' with Vecta

Screwfix Direct has invested in Vecta Sales Intelligence software to enhance its sales performance on a day to day basis and grow key accounts.

Screwfix Direct, the UK's leading direct supplier of tools and materials for the trade, has invested in Vecta Sales Intelligence software to enhance its sales performance on a day to day basis and grow key accounts.

Vecta has initially been brought on board to provide much needed guidance for Screwfix's key accounts team.

Several thousand key trade and multi-site accounts contained in the company's huge active database are managed by this team, meaning they are a very profitable resource.

Martyn Sheppard key accounts operations manager, said: "Vecta is the missing link in the system's chain which directs our sales people to opportunities within the customer base.

Put simply, whereas before the guys that do outbound sales calls may have known that their customers were spending less, with Vecta they now know why".

Prior to installing Vecta, Screwfix Direct spent hours processing and analysing reports, which although allowing them to see customers whose overall spend was in decline, didn't provide the information in a meaningful way or deliver it to the sales force in a timely manner.

"In order to make sales calls more effective, Vecta Sales Intelligence directs our sales people to the customers they should call and identifies precisely what each of those customers should also be buying from us, allowing us to maximize the value of every single call," explained Sheppard.

Martin Mackay, chief executive officer at Vecta said: "As an extremely well respected supplier to the trade, and indeed a household name, Screwfix Direct has an unrivalled reputation and market position to maintain.

As such it has recognized the need to continue providing the outstanding levels of customer service it is known for whilst focusing on key revenue and margin opportunities, which is where sales intelligence comes in".

In addition to subscribing the Key Accounts Team to Vecta, Screwfix Direct have opted to subscribe a number of other personnel within the business.

"We have over a million active customers and over 13,000 products," explained Jeremy Maxwell, marketing director.

"Vecta will help us to respond quicker to our customers and changes in the market, without requiring extensive reporting or analysis.

If Vecta can achieve half of the things I believe it can it will make a significant impact on our business.".

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