Call briefing · VC-1273 · North West

Company AN

Warrington · Paul Quinn · prepared 9 November

Fictitious example · real build

Who they are

Company AN is a trade-only installer based in Warrington, North West, trading with Long Lever Supply since 27 May 2020 through a single branch, with the buying relationship held by Paul Quinn, Technical director. The account has fallen to a health score of 46 and is flagged as both declining and cross-sell. Sales over the last twelve months stand at £392,475.74, down 14.03% on the prior year's £456,508.93, built on 54 orders at an average order value of £7,268.07. They normally order roughly every 6.76 days but it has now been 13 days since their last order, and they sit in good credit standing with £26,569 used of a £74,000 limit (35.9%).

How they buy

Sales LTM £392,475.74 against prior year £456,508.93, a fall of 14.03%.
54 orders in the last 12 months at an average order value of £7,268.07.
Typical gap between orders is 6.76 days; it has now been 13 days since the last order.
Credit used £26,569 of a £74,000 limit (35.9%), credit status good standing, returns rate 2.47%.

What has changed

CCTV down 13.25% to £204,673.58, margin down 0.88 points to 21.7%.
Fire down 13.91% to £75,309.91, margin down 0.82 points to 27.21%.
Intruder down 16.59% to £51,021.70, margin down 0.64 points to 26.32%.
Door entry down 66.57% to £21 and Access hardware down 83.14% to £20.

What they have done on the trade site

Searches, quotes and baskets that never reach the ERP.

not enough data

Where the spend is going elsewhere

Company AN spends almost nothing on Access hardware (£20.41) and Door entry (£21.22), against peer medians of £8,541.61 and £5,559.63 respectively, leaving a combined gap of £14,059.61 that is likely going to another supplier. This is inference based on the peer comparison, not a confirmed competitor sale.

Offer: Offer an 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 AN: orders are 13 days late against their usual 7-day rhythm, worth £32,706.31 per month, owned by H. Naylor, due Thu 12 Nov.

How previous actions went

not enough data

Work coming up in their area

The platform currently tracks no installers within 25 miles and records no hiring activity in this specific area view, so there is nothing to report from that dataset. In a live version this section would also list tenders and planning applications near their postcode.

Raise these three

Point 1

Spend down 14.03% year on year and orders now 13 days overdue against their usual 6.76-day rhythm, worth £32,706.31 per month.

“I noticed your orders are running about 13 days later than usual, and that's against a drop of 14.03% in your spend with us this year, so I wanted to check in.”

Point 2

Basket gap of £14,059.61 in Access hardware and Door entry versus peer medians.

“Looking at similar installers your size, most are spending around £8,541.61 on access hardware where you're at £20.41, so I think there's an easy bundle opportunity with the cameras you already take from us.”

Point 3

Installer 84 in Liverpool is growing and hiring while not supplied by Long Lever Supply, against a local spend share of 88% across tracked installers.

“We're seeing a competitor installer growing fast nearby, and I wanted to make sure we're doing everything we can to keep your account strong against that.”

Watch out

Their Google reviews have slipped to 3.6 over six months, with comments about slow call-outs, which could make this a sensitive moment to push additional volume.

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