Vecta delivers in depth sales intelligence to KRM
“We have Vecta open on our desktops all day and every day. I think we sometimes forget how dependent we are on it. Without Vecta we would feel like we’d had our right arm cut off!”
Rachel Carter, Business Development Manager, KRM Building Supplies Ltd
KRM is an independent, family-run builders’ merchant serving Nottinghamshire and Derbyshire. The Ilkeston-based company supplies a wide range of building products including timber and landscaping materials.
There are 28 staff employed at KRM and customers range from local builders and ground workers to DIY enthusiasts. The experienced team at KRM also offers a brick-matching service and materials quantity estimating.
Vecta combines world-class integrated sales analysis with CRM using up-to-date transactional data from a company’s ERP system alongside contact history, diary, and more. A fully mobile, browser-based solution, Vecta is accessible 24/7 from a desktop, tablet, or smartphone.
Vecta provides the ‘granular’ sales analysis that Business Development Manager, Rachel Carter, was looking to achieve. She explained, “We’re quite different as a company in the way we look at sales. We don’t just want to see that we’ve won the sale, we also want to know if we lost it and, if so, why and who to. We like to look at this information in depth and really slice it and dice it.”
Rachel said she needed a system that would allow her to monitor lost quotes and then work out a conversion rate of what they were winning and losing at the product line level. “I wanted to see more than just how many quotes we were losing by product group. I wanted to see the losses by individual product line, the competitor’s name we lost out to, and the reason we lost it – such as the discount the competitor was offering.”
Rachel and her colleagues had looked at other sales analysis systems but none gave them the sophisticated functionality of Vecta. She said, “When the Vecta sales team came to see us they immediately showed a good understanding of our type of business and were also able to tailor the system further to provide everything we wanted.”
Results
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- Granular sales analysis provided for the KRM team
- Lost quotes monitored and analysed in depth
- Effective diary and call management with link to Outlook
- System tailored to suit KRM’s needs
- Sales team able to review performance and customer status
- Opportunities and issues highlighted via alerts
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