Introduction: Fewston Heating Supplies

Lewis, I'd like you to meet Michael Dinsdale, Managing Director at Fewston Heating Supplies. We got talking at the merchants' dinner in Harrogate and he's got the very same problem we had: his installer accounts are seen one way by the branches, another way by credit, and a third way by whoever picks up the phone. Let me tell you what my lads found. Once everybody could see the orders, the deliveries, the calls and the credit position in one place, the arguments about what a customer was really like mostly stopped. Good merchants know their customers, and that's what it did for us. I'll leave the detail to you and Michael. I'd only say Michael is smaller than us and will want to know it fits a business his size, which is fair enough. Michael, Lewis looks after us at BG-Demo and he's straight with people. I'll put you in touch properly and then get out of the way. Richard

Dear Richard, dear Michael, Thank you for the introduction, Richard, much appreciated. Michael, nice to meet you by email. To start, I would like to understand what you want to solve and by when, rather than lead with a product. From what Richard says, the issue is that your installer accounts look different depending on who is looking: branch, credit or sales. If that is right, a short conversation about how your teams work today would let me see whether B-Viz is a fit for a business of your size. If it is not, I will say so. I would suggest a call early next week, around forty minutes, with whoever in your team knows the installer accounts best. After that, if it makes sense, I can put together a demonstration using a sample of your own data, so you see your own accounts rather than a slide. Any pricing would be sent in writing, with the VAT position stated clearly, and only after we have agreed what you actually need. Could you let me know a couple of times that would suit you? I'll send the invite over today once I hear back. Kind regards, Lewis Lewis Kerr Account Executive, BG-Demo

Lewis, That sounds right to me. Keep it practical for Michael, he'll want to see how it works for a smaller outfit, and he'll tell you straight if it doesn't. One thing: I'm happy to tell Michael what it's done for my teams, but anything on contract or price is a matter for you and him, and for Fiona on our side if it ever comes to it. I'll stick to what I've seen. Michael, if it helps to hear it from one of my people, Neil Craven runs trade customers here and he'll give you the branch view without any polish. Just say the word and I'll put you in touch. Richard