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Ideal Bathrooms

Ideal Bathrooms transforms its sales and customer account visibility in just one week with sales-i.


Building

Ideal Bathrooms shifts from unwieldy and costly paper-based sales intelligence to integrated sales and customer intelligence on mobile phones.

4,000 customers
120% sales increase
18 sales-i users

About Ideal Bathrooms

Ideal Bathrooms boasts a large portfolio of customers, approximately 4,000 trading accounts. So with 8 area managers keeping tabs on 500 accounts in their territory, it’s no wonder that the paper based sales and customer account system was becoming costly, unwieldy and ineffective.

There is a real buzz about sales-i in the team and I have the confidence and knowledge that sales visits are now much more productive for us and our customers.

The Challenge

Rob St Barbe, Ideal Bathroom’s Sales Director explains, “We were delivering top line information on customer accounts to our sales people in paper packs monthly, so you can imagine the quantity of paper being generated, posted and handled. Wading through that much information to unearth sales opportunities or changes in buying behavior was simply impossible and the information was out of date by the time the sales people received it. Tracking customer contact was also very difficult and different regions reported that contact in different ways.”

The Solution

Rob had had previous exposure to sales intelligence technology some 7 years earlier and came into contact with sales-i at a recent National Merchant Buying Society conference. “The technology had moved on so much, was available on mobile devices and offered integrated CRM and sales intelligence and was available on demand with no need for infrastructure or support investment in-house. I knew it was a ‘no brainer’ to introduce sales-i to my sales force and remove paper forever,” Rob adds. However, even Rob didn’t expect the transformation to be so immediate. Sales people were given sales-i on Blackberries and within days were receiving on demand leakage, gaps and revenue-driven alerts direct to their phones enabling them to respond immediately and close deals.

One of Rob’s newest recruits, a 60+ year old sales veteran, has been amongst the fastest to embrace the technology and thanks to sales-i on his Blackberry, has already exceeded his sales target by 120%!

In the first week of using sales-i over £25,000 of 100+ day outstanding debts were cleared. Rob St Barbe
Sales Director

Results

With sales-i, Ideal Bathrooms now have a full historic account pattern of every sales visit and outcome and sales intelligence, meaning there is little need to query sales people about their account activity while at the same time protecting the information if a sales person should leave.

sales-i is also flagging up when new accounts are set up and orders placed, so the sales team can thank them for their first order and check that terms and delivery are working as they should, all of which is directly improving customer service and keeping Ideal Bathrooms close and in tune with its customers.

The sales team is now equipped with information on the current payment history of each key account so they can see if the account has exceeded its credit limit, has outstanding balances etc. In the first week of using sales-i over £25,000 of 100+ day outstanding debts were cleared.

Ideal Bathrooms has 50 drivers in the field who are offered a bonus for identifying possible new accounts, or prospect spotting. This is now tracked automatically and entered into sales-i as a prospect and the driver is given a bonus for generating leads.

What's next?

With sales-i, Ideal Bathrooms now have a full historic account pattern of every sales visit and outcome and sales intelligence, meaning there is little need to query sales people about their account activity while at the same time protecting the information if a sales person should leave.

“We now have a weekly conference call and each account manager cites their ‘highlight of the week’, typically a significant new spend or increase in product line spend, all made possible because of sales-i. There is a real buzz about sales-i in the team and I have the confidence and knowledge that sales visits are now much more productive for us and our customers.”

Want to exceed your sales target by 120% like Ideal Bathrooms?

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