sales-i transforms customer spend intelligence and product group targeting at Shropshire Building Supplies.
Shropshire Building Supplies, an established, family run independent building merchant, is enjoying increased customer buying behavior visibility, sales and improved business decision making, thanks to its recent decision to adopt sales-i to address its sales, product and customer know-how and gap analysis.
With more than 46,000 products in its building supplies range, Shropshire Building Supplies (SBS) is one of the most respected, independent supplies of building materials in its region. When SBS’ director, Ian Beaver, first came across sales-i a few months back, he couldn’t have known the impact it would have on his business.
"Sure, we already had the data but now that we have sales-i working with that data, we can identify in seconds who is buying what, which ranges are selling, which aren’t and from that gain huge understanding of the viability or weaknesses in our product groups and which to invest in."
“We were already storing our customer, sales and product range information electronically, but hand on heart, it wasn’t that easy to manipulate or access to find solid, verifiable information on who was buying what and who wasn’t,” Ian explains. “We came across sales-i through the NMBS and another merchant recommended we take a look at it as it was already delivering some very immediate and significant benefits to their business.”
Three months later and Ian is delighted with his decision to introduce sales-i at SBS. “You can’t miss what you have never had!” Ian comments. “Sure, we already had the data but now that we have sales-i working with that data, we can identify in seconds who is buying what, which ranges are selling, which aren’t and from that gain huge understanding of the viability or weaknesses in our product groups and which to invest in. sales-i has enabled us to do exactly this, but it is much more than simply helping with sales, which it has certainly done, it is also helping us to understand our business much better and that means better decision making and increase profitability.”
When it comes to sales, SBS can clearly justify its return on investment from sales-i on one customer account alone! When its branch manager, Chris Burgoyne recently completed some basic sales-i training, he quickly put his newfound skills into practice and produced a Snapshot Report of one of his key customer accounts. Armed with clear, concise facts that showed exactly what the customer had been buying and not, Chris met with the buyer to discuss their order history, products and ranges. This meeting alone secured orders in excess of £10,000!
“We are only scratching the surface with sales-i,” says Ian. “We now have informed, accurate meetings with our customers who themselves didn’t know what they were buying or not and we can address that with confidence because of the visibility that sales-i gives us. We have achieved a great deal already with sales-i and next on my list is to make use of the proactive sales-i alerts and start using the system on my mobile when out in the field.”
Kevin McGirl is sales-i’s co-founder and adds, “We are delighted with the very visible and fast progress that Shropshire Building Supplies has made with sales-i. They are now clearly more focused and better at targeting customer and therefore securing orders, but it is that broader business awareness that sales-i is delivering which enables them to tailor their stock range and invest in new product ranges that is a very worthwhile by-product of their investment and one that many other companies will be interested to learn.”