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Call briefing · VC-1399 · Wales

Company BF

Newport · Emma Hutchings · prepared 9 November

Fictitious example · real build

Who they are

Company BF is a trade-only installer based in Newport, Wales, operating 4 branches and buying from Long Lever Supply since 17 May 2017, with Emma Hutchings, managing director, as the main contact among the 4 held on file. Spend has fallen sharply, down 65.71% year on year to £132,903.89 from £387,583.62 the prior year, and the account now carries a health score of 15 with declining and at_risk flags. Historically the account ordered roughly every 19.2 days, 1.58 orders a month, but no order has been placed in 189 days. The account is currently on credit hold, with 79.55% of a £22,000 limit in use.

How they buy

  • 19 orders in the last 12 months, averaging £6,994.94 each, at a gross margin of 29.93% (£39,779.75 gross profit).
  • Typical rhythm was 1.58 orders a month, every 19.2 days, with orders placed in only 6 of the last 12 months.
  • 189 days have passed since the last order, against that 19.2-day typical gap.
  • Credit status is credit hold, with 79.55% of a £22,000 limit in use (£17,502 drawn).

What has changed

  • CCTV spend down 66.44% to £51,497.76, the largest category by value.
  • Cameras, the top product family, down 68.5% to £27,770.20.
  • Emergency Lighting margin down 2.61 points to 28.51%, from 31.12% a year ago.
  • Intruder margin down 2.22 points to 26.1%, from 28.32% a year ago.

What they have done on the trade site

Searches, quotes and baskets that never reach the ERP.

  • Searched not bought: Brand 27 Camera Mounting Bracket, valued at £3,314.40, 3 days ago.
  • Searched not bought: Brand 26 Weatherproof Junction Box, valued at £838.09, 2 days ago.

Where the spend is going elsewhere

Company BF is spending £71,959.91 less than peers of the same size band across three product families, with the largest single gap in Cameras at £28,737.38 against a peer median of £56,507.58. Further gaps sit in Detectors, £23,865.78 below the peer median, and Sounders and beacons, £19,356.75 below the peer median, which is inferred to mean this spend is going to other suppliers.

Offer: Cameras + Recorders, led by Brand 3 Thermal Imaging Camera, attached to the Recorders they already buy.

Open actions on this account

  • Call Company BF: orders are 189 days late against their usual 19-day rhythm, worth £11,075.32 per month, owner A. Baxter, due tomorrow.
  • Call Company BF about the Brand 27 Camera Mounting Bracket priced on the website, £3,314.40 at stake, owner A. Baxter, due tomorrow.

How previous actions went

  • not enough data

Work coming up in their area

  • No installers are currently tracked within 25 miles and no hiring activity has been recorded against this account's area. In a live version this section would also list tenders and planning applications near their postcode.

Raise these three

Point 1

Order rhythm has lapsed: 189 days since the last order against a typical 19.2-day gap, worth £11,075.32 a month.

“I noticed it's been 189 days since your last order with us, when you'd normally be ordering every 19 days or so, is everything alright on the supply side?”

Point 2

Website interest in the Brand 27 Camera Mounting Bracket, valued at £3,314.40, not yet converted to an order.

“I saw you'd been looking at the Brand 27 Camera Mounting Bracket on the site, worth around £3,314.40, shall I get a quote over to you today?”

Point 3

Cameras spend is £28,737.38 below the peer median, a Cameras and Recorders bundle led by Brand 3 Thermal Imaging Camera could close part of this gap.

“Compared to similar installers, you're spending around £28,737 less on cameras than the typical peer, can I talk you through a cameras and recorders bundle built around the Brand 3 Thermal Imaging Camera?”

Watch out

The account is on credit hold with 79.55% of its £22,000 limit in use, which is likely to block any new order regardless of interest raised on 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 · Fictitious example, real build. A demonstration of a platform we’ve built, shown with entirely fictional sample data under the Long Lever name. Every company, person, brand and figure is invented: customers are shown as Company A, Company B and so on, and no real business’s details have been used. No live data is read from any ERP, trade website or integration layer.