“Vecta helped increase sales and improve productivity. Payback of the entire investment was easily over achieved within 5 months” Nigel McCullough – Lynas Foodservice
Established in 1972 Lynas Foodservice is one of the largest distributors in Northern Ireland distributing over 3000 products lines, chilled, ambient and non-food products (including cleaning and packaging goods) to thousands of customers spanning a range of catering establishments.
Staying alert to changes in customer spending habits is vital.
“Whilst having a long established sales team that was always on the ball, when it came to detecting if or when a customer’s spend habits changed or core product spend decreased, it was always a very time consuming and manual exercise checking out exactly what products weren’t being bought or that they had stopped buying. We quickly realised that opportunities were being missed and started to look for a solution that would provide us with a more efficient way of managing the sales operation. Key to this was better visibility of buying trends, spend changes and product sales by sales person, customer category and customer type as well as by individual customer.
When looking for the perfect solution we looked at various options but invariably most packages still required regular input from the IT team and the generation of lots of reports – something we wanted to avoid. We selected Vecta for the flexibility, speed and ease of use it offered to our team. We have been delighted with the results, we have seen our sales team call productivity increase by 20% and each call is more effective as the team are highly prepared for each call which makes them more proactive when talking to our customers. We have also seen a positive result in terms of customer relationships with the customers remarking on and appreciating the level of knowledge and information provided by the Lynas team.
One of the most noticeable benefits of Vecta has been the immediate productivity of new members of the sales team. They are able to see customer history, sales trends and alerts relating to ‘add on’ product opportunities to help them get to know the territory quickly and we have seen a 30% increase in the territory performance”.
To read the full Lynas Case Study visit: www.bit.ly/VectaWebsite