Industry is at the cutting edge of the future. Sam Cannon from sales enablement software provider, Sales-i, outlines why data technology will support building materials and hardware manufacturing and sales.
Fulfilling customer demand during a period of increasing prices is always a challenge but especially so when many materials are in short supply. From timber to plasterboard, specifiers have had to become accustomed to longer lead times on a variety of everyday construction items this year and with record shipping costs persisting and a shortage of HGV drivers internationally, this situation looks likely to persist over the coming months.
Comprehensive, fully digital access to historic customer buying patterns will help merchants and distributors / manufacturers make far more educated decisions about likely future stocking requirements and spot where the biggest pain points are likely to occur, and what alternative products customers might be interested in.
Technology provision has been essential in helping businesses to mitigate these issues, especially from a business development perspective where sales enablement software has helped teams to keep a strong grip on customer relationships.
With supply and demand variables in such a state of flux right now, the importance of forecasting has taken on an added dimension.
All too often building products sales are conducted on a ‘here and now’ transactional basis with less thought given to longer-term customer requirements and how these might be accommodated.
In today’s market, this could mean key customers going elsewhere potentially for good – if your business is unable to meet their future order demands.
Fractured supply chains are still recovering from the impact of the pandemic, so working collaboratively with customers to understand and plan for likely future demand is an absolute must.
By reviewing customer purchasing patterns quickly and easily, sales representatives can better advise their customers about likely future demand and plan to accommodate their needs for the longer term.
There will of course be winners and losers across the sector as the fallout from the pandemic continues, but for those at the forefront of technological adoption, the future rewards as the sector builds back to normal volumes promise to be considerable.
If you would like to find out more contact Sam Cannon at firstname.lastname@example.org