Vecta helps Orbital Fasteners increase market share

Orbital Fasteners implemented Vecta to improve the operational effectiveness of its sales team and deliver a substantial return on investment - a compelling proposition and a tough challenge!

The Company

With nearly 30 years’ experience in product, application know-how and customer service, Orbital Fasteners, based in Watford, Hertfordshire, is a leading online and telesales distributor of fixings, fasteners, tools and power tools with a product range that continues to expand, its portfolio now comprises over 27,000 products from 300 different manufacturers.

To continue improvement in the operational effectiveness of its sales team and to support its ongoing successful growth, Orbital Fasteners has recently upgraded to Version 7 of the Vecta Sales Analytics & CRM solution. The use of sales intelligence enables the sales team to see customer and sales information and log calls on their mobile devices, as well as on laptop or PC.

Intelligence Sells

Vecta is a web-based sales intelligence solution that analyses historical sales data in order to help companies increase their share of customer spend by highlighting sales opportunities. The software can identify potential problems with lost or drifting customers and generate detailed information on customer buying patterns prompting users to sell more proactively.

Orbital Fasteners is a good example of a business using technology effectively in order to improve productivity and this latest project will facilitate controlled sales growth and customer retention through the current uncertain economic climate. Whilst the business is constantly seeking improved processing efficiencies, it demands that I.T. projects demonstrably deliver the required results. As users of the EDP Group’s CHARISMA application software for many years, Orbital works closely with EDP to ensure that their technology solutions are optimised. The objective, to ensure stability through proven, reliable and cost effective systems, leveraging new technology solutions only at the appropriate time.

Orbital also elected to move their I.T. systems to EDP’s hosted service, reducing exposure and overheads whilst enabling the business to focus its resources on core competencies.

In common with many competitors, having a comprehensive range of products and a substantial customer base makes the process of identifying market trends and customer buying patterns a constant challenge. Although any business will recognise such changes in time, the need to be responsive and agile means Orbital places a high priority on their I.T. solutions, particularly in the area of sales and marketing.

Many businesses find that obtaining the necessary information to guide sales activity is time consuming and therefore does not happen effectively. The result of this is that sales people rely on ‘gut feeling’ and the feedback of customers and as a consequence, are significantly disadvantaged during sales conversations. Orbital recognised the impact of this approach and in order to improve the productivity of their sales team, elected to adopt Vecta.