Call briefing · VC-1000 · South West

Company A

Plymouth · Claire Rowntree · prepared 9 November

Fictitious example · real build

Who they are

Company A (VC-1000) is a South West trade installer based in Plymouth, operating from 4 branches and buying through purchasing manager Claire Rowntree, a customer of Long Lever Supply since 15 January 2018. Over the last 12 months they have spent £757,240.42 with us, up 21.31% on the prior year's £624,216.49, and they order in a tight rhythm, averaging 8.67 orders a month at roughly every 3.51 days, having placed an order in all 12 of the last 12 months. They are currently in good standing on credit, using £130,444 of their £180,000 limit (72.47%), and their last order was 22 days ago, longer than their usual gap.

How they buy

104 orders in the last 12 months, averaging £7,281.16 per order.
Gross profit of £212,748.53 at a 28.1% margin over the last 12 months.
Typical gap between orders is 3.51 days, with an order placed in every one of the last 12 months.
Credit used stands at £130,444 of a £180,000 limit (72.47%), in good standing.

What has changed

Access hardware spend down 76.85%, now at £48.
Door entry spend down 75.41%, now at £29.
Emergency Lighting margin fell to 31.13% from 32.42% a year ago.
Accessories margin fell to 41.71% from 43.3% a year ago.

What they have done on the trade site

Searches, quotes and baskets that never reach the ERP.

Repeat product view: Brand 13 Dual Technology Detector viewed on 3 separate days, worth £1,422.93, 12 days ago.

Where the spend is going elsewhere

Peer accounts of the same size typically spend £38,918.59 on Access hardware and £25,499.90 on Door entry, against Company A's £47.51 and £29.18, a combined gap of £64,341.80. This spend is most likely going to another supplier, representing an opportunity to recover it through Long Lever Supply.

Offer: Access hardware + Detectors, led by Brand 21 Turnstile Gate Controller, attached to the Detectors they already buy.

Open actions on this account

Lapsing account: orders are 22 days late against their usual 4-day rhythm, worth £63,103.37 per month, due Thu 12 Nov.
Website signal: repeated views of Brand 13 Dual Technology Detector without ordering, £1,422.93 at stake, due tomorrow.

How previous actions went

not enough data

Work coming up in their area

No installers or hiring activity are currently tracked within 25 miles of this account. In a live version this section would also list tenders and planning applications near their postcode.

Raise these three

Point 1

Order rhythm has slipped, with 22 days since the last order against a usual gap of 3.51 days, worth £63,103.37 per month.

“I noticed it's been 22 days since your last order with us, which is longer than your usual rhythm, is everything running smoothly on your side?”

Point 2

Repeated views of Brand 13 Dual Technology Detector without an order, worth £1,422.93.

“I saw you've looked at the Brand 13 Dual Technology Detector three times recently, would it help if I got a quote over to you today?”

Point 3

A combined basket gap of £64,341.80 in Access hardware and Door entry against peer spend.

“Given how much you're already buying from us in Detectors, have you considered letting us quote your Access hardware and Door entry lines too, there's a bundle I think could work well for you?”

Watch out

With 18 support enquiries logged in the last 90 days, there may be unresolved service issues that could surface during the call.

Written from the account’s order history, product mix, trade-site activity and action log. Every figure was calculated by the platform before it was written up. Fictional demonstration data.

Long Lever Intelligence 360