Screwfix Direct seeks sales intelligence

Tool supplier adds information technology to boost sales performance

Screwfix Direct, a direct supplier of tools for the building trade, has invested in sales intelligence software to enhance day-to-day performance.

The company has selected Vecta Sales Intelligenceto provide much-needed guidance for the key accounts team and to grow those accounts.

Previously, Screwfix Direct staff spent hours processing and analysing reports that allowed them to see when customer's overall spend was dropping but did not provide information in a meaningful or timely way.

‘Before, staff that do outbound sales calls may have known that their customers were spending less, but did not know why,’ said key accounts operations manager Martyn Sheppard.

‘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.’

The software allows sales staff to easily interpret information about existing customers and identify and act intelligently on opportunities for increased sales.

Several thousand key trade and multi-site accounts are contained in the company's active database and managed by key accounts, meaning it is a profitable resource.

Screwfix has also opted to provide the sales intelligence tool to other personnel.

‘Vecta will help us to respond quicker to our customers and changes in the market, without requiring extensive reporting or analysis,’ said marketing director Jeremy Maxwell. ‘If Vecta can achieve half of the things I believe it can it will make a significant impact on our business.’

What do you think? Email us at [email protected]

Further reading:

IP staff shortfall leads Screwfix to outsourceElcom aims to grow turn over