Our small projects business is flourishing, with the field sales team rising to the challenge to bring more of this income during 2020.
Developing small projects – those under £10,000 and transacting in the next few months – was identified as a key focus this year, with an overall opportunity of around £3m annually which we had previously not pursued as a company.
Immediately after launch, a new approach to turning quotes around quickly was already resulting in project wins and building relationships with two types of important gatekeeper – estimators at merchants and contractors.
However, the current environment is creating new challenges, which the team are meeting head on, having built pipeline business totalling nearly £1m.
Trade Channel Director Jo Edwards said: “The guys are creating opportunities and within a new area to our business, which is contractors, building the pipeline while maintaining existing relationships.
“The key thing is that they are finding different ways to communicate with them. They would normally be face to face. They have had to be versatile in their role.
“We were planning to develop this in the team anyway but they have had to learn very quickly and work from home, and they are doing a great job of it. They are always trying to find new ways of doing things.
“They are developing new relationships in ways they have never had to communicate before and they are being successful.”
The drive to increase small projects business kicked off in February, with a second burst in July and now a full drive from September.
It is supported by a campaign to incentivise estimators, who will receive a £200 Amazon voucher if they sell £60,000 of our products, and contractors, who receive a gift for their first order.