Call briefing · VC-1021 · Scotland

Company D

Edinburgh · Laura Hutchings · prepared 9 November

Fictitious example · real build

Who they are

Company D (VC-1021) is a 4-branch trade installer based in Edinburgh, an account since 30 August 2017, buying through Operations director Laura Hutchings. Sales over the last twelve months reached £1,079,546.70, up 14.9% on the prior year's £939,522.93. They order roughly every 1.11 days on average, with 27.42 orders placed per month across 12 of the last 12 months, and sit in good credit standing with 55.21% of their £216,000 limit in use.

How they buy

Sales LTM £1,079,546.70, up 14.9% year on year from £939,522.93.
329 orders placed in the last 12 months at an average order value of £3,281.30.
Typical gap between orders is 1.11 days, with 27.42 orders per month across all 12 months.
Credit used £119,264 of a £216,000 limit (55.21%), credit status Good standing.

What has changed

Fire margin has moved to 28.76% against 29.85% a year ago, a fall of 1.09 points.
Accessories margin has moved to 40.96% against 42.09% a year ago, a fall of 1.13 points.
Cabling spend is down 51.52%, now at £2,906.
Networking spend is down 36.35%, now at £2,554.

What they have done on the trade site

Searches, quotes and baskets that never reach the ERP.

Zero result search for "mifare access control reader" on 2026-11-08 (2 days ago).
Zero result search for "aspirating smoke detection unit" on 2026-11-05 (5 days ago).

Where the spend is going elsewhere

Across the families tracked, £113,519.38 of spend is going elsewhere against peers of the same size band. The largest single gaps are Access hardware (£57,316.87 against a peer median of £57,399.74) and Door entry (£35,941.52 against a peer median of £36,027.17).

Offer: Offer a Access hardware and Cameras bundle, led by Brand 21 Turnstile Gate Controller, attached to the Cameras they already buy.

Open actions on this account

Call Company D: orders are 24 days late against their usual 1-day rhythm, worth £89,962.23 per month, owner A. Baxter, due Thu 12 Nov.

How previous actions went

not enough data

Work coming up in their area

No installers are currently tracked within 25 miles for hiring or expansion signals (0 tracked, 0 hiring). Locally, Installer 135, an Aberdeen CCTV installer not supplied by Long Lever Supply, is hiring and growing; in a live version this section would also list tenders and planning applications near their postcode.

Raise these three

Point 1

Orders are 24 days late against a typical gap of 1.11 days, worth £89,962.23 per month.

“I noticed your last order was 24 days ago, which is well outside your usual pattern of ordering roughly every day, so I wanted to check everything's running smoothly.”

Point 2

Access hardware spend is £82.87 against a peer median of £57,399.74, a gap of £57,316.87.

“You're spending very little with us on access hardware compared with similar installers, so let's talk about bundling the Brand 21 Turnstile Gate Controller in with the cameras you already buy from us.”

Point 3

Two zero result searches on the trade site in the last week, for a mifare access control reader and an aspirating smoke detection unit.

“I saw you searched our site for a mifare access control reader and an aspirating smoke detection unit but didn't get a result, so let's get those sorted for you.”

Watch out

Returns are running at 3.13% against a 2.1% trade average, and the recent zero-result searches show catalogue gaps that could push this growing account towards a competitor.

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