Chemical distribution is a complex business where data can make all the difference. This is proven by Vivochem, a Dutch chemical distributor that processes 10 tankers into daily deliveries to 2,500 customers in the Benelux. With 450 products and an annual turnover of €75 million, the company knew there was more to get out of their data. Their search for a solution led them to Trendskout.
Throughout the Benelux
Are part of their sales team
Towards scalable and futurproof way of work
"As a relatively small player, we are growing by 5 to 10% annually. This means we have to constantly look for opportunities to further expand our market share," says Odin van Dael, Sales Manager Benelux & Export at Vivochem. "This is why everyone in our organisation is steeped in the LEAN strategy: continuously looking to improve business processes."
With a team of six field and five inside sales representatives, Vivochem serves customers ranging from beer brewers to server farms. This broad scope of customers, each with their own needs, makes the process complex. In addition, regional differences create additional challenges. This leads to a jumble of data spread across numerous parameters, which was difficult to analyse manually.
For a long time, Vivochem worked with Excel sheets and relied on salespeople's memory. "We have about 450 products and 2,500 customers in the system. I would like to be able to see connections without having to deal with them all day," Van Dael explains. "Moreover, our process was highly reactive: we took action when something was spotted."
The implementation of Trendskout immediately brought structure to this complexity. The system analyses order patterns and sends weekly targeted notifications about potentially missed orders. This enabled Vivochem to act proactively. The result? A drop in missed orders from 47% to 20%.
The investment in Trendskout quickly proved profitable. "With just two extra orders per month, the investment has already paid for itself," Van Dael says. With their transparent and competitive pricing, Trendskout makes advanced predictive analytics accessible to medium-sized distributors, among others.
"The system is simple and pleasant to use. That makes it fun to work with," says Van Dael. The weekly e-mails with up-to-date insights are actively used by both inside and outside sales staff. As a result, customer visits have become much more effective.
Its success in the Netherlands has led to expansion into its German parent company, BÜFA. With group sales of €350 million, this offers new opportunities for Trendskout. Although sales processes are structured differently in Germany, Vivochem expects the simplicity and effectiveness of the system to prove its worth there too. "We may be relatively small, but what we do we want to do very well. Data helps us understand what we are doing and where we can improve," Van Dael concludes.
Then it is high time to schedule a meeting. We'll discover hidden opportunities for your sales.
