Advanced vehicle routing technology from Navman Wireless has helped a waste management company to scoop one of the UK's leading sales awards – and improve productivity by 28%.
Designed to showcase best practice in the professional sales industry, the National Sales Awards Programme presented Neales Waste Management with the prestigious 'best use of technology' title for its innovative use of the Navman tracking system to improve sales performance.
The company uses the technology to help its sales department to target new sales areas more efficiently and to price jobs more accurately using management information provided by the tracking reporting.
Better route planning means that 28% more jobs are now being completed by the fleet of 25 waste management vehicles every day – despite the introduction of the Working Time Directive. By improving productivity and freeing up staff up to handle more new sales activity, the technology has helped Neales to increase its sales turnover by £1.02M last year.
Sales representatives each receive a detailed monthly report on the individual profitability of customer accounts, helping them to monitor activities that could lead to extra sales. Neil Martin, Systems Analyst for Neales Waste Management explains: “The Navman OnLineAVL software package provides us with a goldmine of useful information which we can action to drive efficiency.
For example, if we can see that one particular customer is operating at a high cost ratio because they are geographically out on a limb for us, we can target sales efforts into winning new business in the same area to spread our running costs.
“It also pinpoints the very real costs involved, allowing us to pitch our prices at a more realistic and profitable level.
The difference between how long a job should take on paper and how long it takes in reality can be enormous – we might always collect during times of heavy traffic delays, or have to extend the route to avoid low bridges or roads with weight restrictions. With Navman, we can still target new business with competitive prices, but armed with the right management information, we can also be confident that our pricing structure is sustainable.”
“The system allows us to offer our customers a genuine added-value service, which undoubtedly boosts sales,” says Neil. “We can provide our customers with detailed reports on our driver performance and real time updates pinpointing where vehicles are and what time they are expected to arrive.”
The award success builds on the results Neales has already enjoyed using Navman satellite tracking technology. The company has made annual savings of £60,000 on fuel costs since it introduced the technology in 2003 and eliminated unauthorised vehicle use.
Neil comments: “We're constantly on the look out for ways in which we can use the information the Navman system gives us to effect real change and benefits to the bottom line. We're keen to build on this success and develop its use even further.”
Tony Neill, Vice President Europe, Middle East and Africa at Navman Wireless UK Limited added: “We're proud to have worked with Neales on this highly innovative application for vehicle monitoring. It's an excellent example of how satellite tracking can unearth a wealth of information which can be used in a very practical way to increase sales and reduce costs.”
For more information on Navman solutions, contact Navman Wireless UK Ltd on 01782 557950 or visit the website at www.navmanwireless.co.uk