EH Smith choose Vecta Sales Intelligence software

EH Smith, one of the largest independent builders' merchants in the UK, has chosen Vecta's Sales Intelligence software to help streamline its sales process and overcome barriers to business growth.

EH Smith, one of the largest independent builders' merchants in the UK, has chosen Vecta's Sales Intelligence software to help streamline its sales process and overcome barriers to business growth.

"We have always been aware of lost sales opportunities but have never had the ability to look at the overall effect of those lost sales and the cost to the company," explains Dean Pinner, commercial manager at EH Smith.

"Vecta has now provided us with that crucial information".

The company is deploying Vecta's software across all of its nine trading locations throughout the East and West Midlands, and South East.

It plans to use the solution to examine its approach to customers and maximize its sales potential.

"We have a great sales team who delivered a record £96m last year; but we cannot ignore the softening within the market at this time and we needed a way to stay ahead of our competition," says Pinner.

"We chose Vecta because we have not seen any other product that is engineered specifically for driving sales across such a broad range of products to a wide customer base".

EH Smith had previously been disappointed with other technology solutions that are aimed at the sales and marketing department such as customer relationship management (CRM) solutions, which when trialed, tended to present only 'soft' data on existing customers.

Vecta acts as a dual purpose tool, offering not only soft data but also insight into current and historical sales data which can be acted on quickly by the sales team.

"For builders' merchants, the need to add value in the supply chain has never been greater and effective selling is dependant upon knowledge about customers' buying preferences, product needs and their businesses as a whole," said Martin Mackay, CEO at Vecta.

"EH Smith has recognised that it is this knowledge, delivered to the right people at the right time, which will provide competitive advantage - enhancing customer retention through loyalty and increasing average spends".

Traditionally EH Smith has always specialised in heavyside materials, although in more recent years the company has explored more diverse markets, and expects Vecta to be at the heart of this growth.

"It is early days for the implementation of Vecta, but already we are encouraged by the detailed analysis of our customers and their activities," concludes Pinner.

"We are confident our return on investment will be comfortably met.".

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