Point 1
Open quote VC-Q4399 for 13 x Brand 3 Network Video Encoder worth £11,037.26 still not converted.
“I see you've got a quote open for 13 Brand 3 Network Video Encoders worth £11,037.26, shall we get that moving for you?”
Back to the account
Call briefing · VC-1406 · Yorkshire & North East
Company BG
Sheffield · Yusuf Rowntree · prepared 9 November
Fictitious example · real build
Who they are
Company BG is a two-branch trade installer in Sheffield, in the Yorkshire & North East region, and a Long Lever Supply account since 14 June 2018, handled by technical director Yusuf Rowntree. Sales over the last twelve months stand at £124,177.56 against £369,456.73 the prior year, a fall of 66.39%, with gross profit of £36,738.55 at a 29.59% margin across 31 orders. Their buying rhythm has typically been 2.58 orders a month, 11.77 days apart, with an order in 6 of the last 12 months, but it is now 190 days since their last order. They remain in good standing on credit, using £9,254 of a £22,000 limit (42.06%), with a returns rate of 1.32%.
How they buy
- 31 orders in the last 12 months at an average order value of £4,005.73.
- Typical rhythm of 2.58 orders per month, 11.77 days apart; last order was 190 days ago.
- Strongest month was December 2025: £24,123.55 across 6 orders.
- Credit used £9,254 of £22,000 (42.06%), returns rate 1.32%, 1 support enquiry in the last 90 days.
What has changed
- CCTV spend down 65.53% to £48,833.98.
- Intruder spend down 67.67% to £22,163.38, with margin falling to 25.66% from 28.15% a year ago, a drop of 2.49 points.
- Emergency Lighting spend down 66.91% to £9,564.08, with margin falling to 29.17% from 31.1%, a drop of 1.93 points.
- Cameras spend down 63.14% to £29,019.93 and Recorders down 61.18% to £21,819.67.
What they have done on the trade site
Searches, quotes and baskets that never reach the ERP.
- Quote not converted: VC-Q4399 for 13 x Brand 3 Network Video Encoder, worth £11,037.26, still open.
- Repeat product view: Brand 5 Thermal Imaging Camera viewed on 3 separate days, valued at £530.10.
Where the spend is going elsewhere
Peer installers in the same size band spend more across Cameras, Detectors and Recorders, leaving a total gap of £59,698.93 against this account's actual spend. The largest single gap is in Cameras, where spend of £29,019.93 compares with a peer median of £56,507.58, a shortfall of £27,487.65.
Offer: Offer a Cameras and Recorders bundle, led by Brand 3 Thermal Imaging Camera, attached to the Recorders they already buy.
Open actions on this account
- Chase the open quote worth £11,037.26, at stake, owner H. Naylor, due tomorrow.
- Call Company BG on orders 190 days late against their usual 12-day rhythm, worth £10,348.13 per month, owner H. Naylor, 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, so there is not enough data on live project work in their area. In a live version this section would also list tenders and planning applications near their postcode.
Raise these three
Point 2
190 days since the last order against a typical 11.77-day rhythm, equivalent to £10,348.13 a month.
“It's been 190 days since your last order with us, which is well outside your usual rhythm, is everything alright on the supply side?”
Point 3
Cameras spend gap of £27,487.65 against the peer median, addressed by a Cameras and Recorders bundle led by Brand 3 Thermal Imaging Camera.
“Peers your size are spending £27,487.65 more on cameras than you, can I put together a cameras and recorders bundle to close that gap?”
Watch out
Their Google rating has slipped to 2.9 over six months, with recent comments about slow call-outs, which may indicate operational strain behind the 190 day gap in ordering and is worth probing carefully before pushing for new 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.