Screwfix seeks sales boost from higher intelligence

Screwfix Direct, supplier of trade tools, accessories and hardware products, is to install Vecta’s Sales Intelligence software with the aim of improving management information and boosting sales.

Screwfix Direct, supplier of trade tools, accessories and hardware products, is to install Vecta’s Sales Intelligence software with the aim of improving management information and boosting sales. The company expects the software to pay for itself within 12 months.

Sales Intelligence will be used by Screwfix Direct’s key accounts team, which handles several thousand customer accounts and a range of 13,000 products. It will replace the company’s existing system, which was built in-house on a
Sybase platform.

Key accounts operations manager, Martyn Sheppard, said the software would improve intelligence about customers’ ordering patterns.

“One of the problems my [sales] staff have when they are speaking to a customer, is that [up until now] I have been able to provide reports that say this customer has not spent as much as last year – but that has been about it.

“We were looking for a way of making user-friendly details about the customer and their ordering patterns available to staff.
“What Vecta offers is the ability to call up a customer record and within two clicks you can see not just the order pattern compared with last year, but also which products they have stopped buying.

“Vecta gives the people on the end of the phone easy access to all of that information.”

Sheppard said Screwfix was looking for the Sales Intelligence software to pay for itself within a year of installation.

Screwfix is planning to install the new software on its existing key accounts server – a dual core Xeon machine running Windows

2000 and SQL 2000. It will be fed data held on the company’s Alterian marketing system.

Sheppard added that information generated by Sales Intelligence would also be used to make strategic business decisions and to run targeted sales campaigns where there appeared to be an opening.

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