Point 1
Sales are down 13.88% year on year, from £579,243.76 to £498,818.02.
“I noticed your spend with us has dropped by about 13.88% over the last year, down to £498,818.02, and I wanted to check what's changed.”
Back to the account
Call briefing · VC-1336 · South West
Company AW
Bath · Vikram Ellison · prepared 9 November
Fictitious example · real build
Who they are
Company AW (VC-1336) is a five-branch trade installer in Bath, South West, run by operations director Vikram Ellison, and has been a Long Lever Supply account since 24 December 2018. Sales over the last twelve months stand at £498,818.02, down 13.88% on the prior year's £579,243.76. They order frequently, placing 117 orders in the last 12 months at an average order value of £4,263.40, with a typical gap of 3.12 days between orders, and their credit account is on Monitor status with 80.3% of a £152,000 limit in use.
How they buy
- Sales LTM of £498,818.02 against £579,243.76 prior year, a yoy change of -13.88%.
- 117 orders in the last 12 months at an average order value of £4,263.40.
- Orders per month averaging 9.75, with the last order placed 2 days ago.
- Credit used is £122,054 of a £152,000 limit, 80.3%, status Monitor.
What has changed
- CCTV spend down 17.49% to £245,690.27.
- Intruder spend down 13.63% to £52,256.14.
- Emergency Lighting down 14.83% to £41,306.63, with margin down 0.19 points.
- Networking down 56.08% to £690, and Access hardware down 81.18% to £22.
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
The largest identified gap is in Access hardware, where spend is £21.80 against a peer median of £38,918.59, a gap of £38,896.79. Across Access hardware, Door entry and Networking the total identified gap is £77,427.42.
Offer: Access hardware + Cameras, led by the Brand 21 Turnstile Gate Controller, attached to the Cameras they already buy.
Open actions on this account
- not enough data
How previous actions went
- not enough data
Work coming up in their area
- Local competition data names Installer 30, an Exeter access control installer that is hiring and growing and not currently supplied by Long Lever Supply, as a threat to this account. Beyond this, the platform notes that in a live version this section would also list tenders and planning applications near their postcode, which is not available here.
Raise these three
Point 2
Access hardware spend is £21.80 against a peer median of £38,918.59, a gap of £38,896.79.
“Looking at what similar installers buy, there's a gap of around £38,896.79 in access hardware compared to your peers, would it help if I put together a bundle with the cameras you already order?”
Point 3
Credit used is 80.3% of a £152,000 limit, with account status Monitor.
“I can see your credit account is sitting at around 80.3% of your £152,000 limit, I wanted to check in on that before it becomes a constraint on your ordering.”
Watch out
Credit status is Monitor with 80.3% of a £152,000 limit in use, alongside slipping Google reviews averaging 3.7 with comments about slow call-outs, either of which could derail 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.