I T & SOF TWARE
In uncertain times, you need a
new game plan
As the industry plans for recovery, Insight Data’s Jade Greenhow explains how
market intelligence can help companies make faster, better decisions
The coronavirus crisis has thrown the UK
into economic meltdown and as the
glazing industry turns to recovery, the
entire supply chain will be counting the
cost of the lock-down.
Sadly, not all companies will survive this
turbulent time, even with government support.
Indeed, our recent analysis of , fabricators
and installers showed a staggering , 8
companies with poor or very poor credit rating –
and that was before the Coronavirus struck.
It is likely to take months (maybe longer) for the
market to rebound fully and some of your existing
trade customers may see a drop in volume, so
suppliers may need to review their strategy to
regain revenue levels and minimise risk.
Having a clear view of the market can help
suppliers assess potential opportunities, pinpoint
new revenue streams and monitor customers and
competitors – and be in a position to move quickly
when it is the right time.
Insight Data’s online database, Salestracker,
provides the industry with in-depth market
intelligence on over , fabricators, installers
and trade counters. This includes information
such as products, suppliers, volumes and whether
they manufacture, install or distribute, as well as
financial data such as credit rating and net worth.
It enables marketing and sales teams to instantly
access and filter data using dozens of options and
target new customers in a much faster and more
efficient way, using the direct contact information
provided. This saves time and money, and avoids
chasing customers who have moved, gone bust or
pose a high credit risk.
The system is cloud-based and users can
access it from home, office or on the go. Behind
the scenes, a team of researchers continuously
update and validate information, while a number
of external data feeds enrich the information.
Optional features enable users to maximise
their time and results. This includes a CRM
module designed specifically for the industry so
that busy sales and marketing teams can keep
track of leads and prospects. Users can create and
"our recent analysis of , fabricators and installers
showed a staggering ,8 companies with poor or very poor
credit rating – and that was before the coronavirus struck"
send email campaigns from within the system and
follow-up leads with a telesales feature.
As a full remote-working platform, Salestracker
has built-in document storage ideal for quotes and
proposals so that users can access key information
at any time.
OPPORTUNITIES TO DIVERSIFY
For some companies, spreading the risk across
sectors may be a better option, or chasing
larger volume orders may be a more attractive
Insight Data gives suppliers the opportunity to
connect with thousands of new customers across
the building industry.
Over , local builders are refurbishing
properties, building extensions, or constructing
exclusive new-build properties and they are buying
materials from builders merchants, trade-counters
or directly from fabricators.
Meanwhile, larger house-builders, maincontractors
and national maintenance contractors
are working on larger-scale projects. Indeed,
according to the trade body ‘Builders Conference’
£8 billion of projects were awarded in March
and £. billion in April despite the Coronavirus
Insight Data provides the key business
information to help companies contact decision
makers directly across the building industry, while
the Insight architect’s database allows companies
to provide technical data and product information
to architects and specifiers via the Insight
Builders Merchants are another route to drive
product sales through the construction supply
chain and Insight provides detailed information
on both national chains and local independent
merchants. In fact, the Insight database gives users
access to over 6, trade and commercial
customers with 88, named decision-makers.
YOUR NEW GAME PLAN
As business leaders move to recover revenue
streams as quickly as possible there will inevitably
be winners and losers.
Insight Data gives you in-depth information and
technology to make informed decisions, minimise
credit risks and help you fight back and protect
your business. In short, it is a complete game-plan
ready to go. There’s no question that the next
few months are going to be challenging for every
sector of the economy, not just fenestration, but
taking a pro-active approach and partnering with
Insight Data could help you successfully navigate
these unchartered waters.