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Jewson

One of the UK’s largest chains of builders’ merchants becomes more successful and profitable with powerful sales analytics.


Building

Jewson, part of the Saint-Gobain group which is one of the largest construction businesses in the world, has been supplying the UK building and construction industry with materials for almost 200 years.

250+ SALES-I USERS
183 YEARS IN BUSINESS
600+ BRANCHES NATIONWIDE

About Jewson

Priding itself on extensive market knowledge and outstanding customer service, the company operates branches across Great Britain from the Scottish Isles to Land’s End.

“It’s not about being Big Brother and micro-managing activity. It really is about putting our salespeople in a much better position to sell more to our customers.”

The Challenge

With a sales team operating across the UK, Jewson Sector Sales and Marketing Director, John O’Sullivan was seeking to empower his team with a tool that would deliver the visibility they needed into the performance of their customers and products.

Further, John was looking for a solution that would also act as guidance for the personal development of his team and management, while fostering deeper relationships both internally within the business and externally with customers.

The Solution

Having used sales-i at a previous company, John introduced Jewson to sales-i soon after taking up the position within the company: “It is a really important tool that supports our salespeople in the tasks that they fulfil in the business.

“It’s not about being Big Brother and micro-managing activity. It really is about putting our salespeople in a much better position to sell more to our customers.”

sales-i is making us an even more successful and professional sales organisation. We are reaping the rewards in our sales and our margin. John O'Sullivan
Sector Sales & Marketing Director

Results

John has been an advocate of sales-i for a number of years: “sales-i gives us the opportunity to analyse and examine the spending behaviour of our customers so we can identify what they are no longer buying from us. With this, we can have some really meaningful and insightful conversations with our customers. We challenge their purchasing activity and understand why they might have shifted their purchasing away from Jewson and then understand what it is that we can do to try and recover and regain that business.

“We know much more about our customers, their spend and trends in purchasing behaviour. Our sales team manage themselves, their customers and their portfolios so sales-i is helping them to log and reflect back on their discussions and previous meetings with their customers. If they inherit a new customer or new portfolio, they will already know what’s been discussed and agreed from past meetings recorded in sales-i.”

What's next?

As the team at Jewson enter their fourth year using sales-i, John is looking to ensure the consistent engagement from his team with the system and exploit every feature of the system. His focus on empowering his salespeople with the insight they need into their performance has made a remarkable change to the culture within Jewson.

“sales-i is making us an even more successful and professional sales organisation. We are reaping the rewards in our sales and our margin,” he concludes.

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