Driving Early Engagement: Brett Martin Daylight Systems’ Success with Barbour ABI

“Utilising Barbour ABI is so easy, it feels like cheating.”

– Josh Martin – National Specification & Strategic Partnerships Manager for Brett Martin Daylight Systems

About Brett Martin Daylight Systems

Brett Martin Daylight Systems offer a vast array of manufacturing solutions for the roofing and panel glazing markets – each one designed to enhance the working or living environment.  They are proud to be a family-owned business with 60 years of experience, 1050 staff members, and exporting globally to over 70 countries. They’ve been a client of Barbour ABI since 2021.

The National Specification Manager for the Daylight Systems division, Josh Martin, kindly sat down to discuss their success with Barbour ABI and how we help them win more work.

The Challenge

Josh explained that they do business differently. As manufacturers, they start their outreach at the very beginning of projects and have an education-based, consultative approach.

Their challenge lies with finding the opportunity to provide this support to architects at stage 2, a notoriously difficult thing to do as a manufacturer.

It’s crucial that they have the tools to help them get in front of the right people with accurate contact and project data.

The Solution

Brett Martin Daylight Systems utilises our Construction Project Leads Platform to secure more work across their target regions and sectors.

Project and Company Search:

The ability to search for both projects and companies within their target regions and sectors allows Josh to populate his diary & CRM with new pipeline. The team will start with known leads and expand to new projects and companies within the same area to double down on their regional efforts.

When searching for companies specifically, he’ll navigate to view how many projects they are working on to gauge real activity and how many projects they could possibly target.

When speaking to those working on the projects, the platform gives Brett Martin Daylight Systems the edge to contextualise their conversations with the most advanced planning data in the industry.

Live Researchers:

Whenever Josh requires more information on projects and companies, he uses our Project Enquiry function to speak to our UK-based researchers.

“I can ask for whatever and you guys come back with a human response within a day, rather than a 3-5 day wait for a response from a bot.”

Click here to view our Project Enquiry feature in action.

Proving ROI with Barbour ABI:

“The ROI is there. The platform shows us our pipeline opportunities; we can’t do that without Barbour ABI.”

Brett Martin wants a direct view of their pipeline so they can see from where their future sales are coming.

Every day Josh fills his CRM with projects he finds on Barbour ABI. From there Josh tracks these projects with specific ID’s so he can refer to them on the platform anytime he needs. This sets his pipeline up well into the future and helps the company visualise the value of Barbour ABI data.

Client Support

“At the beginning and being new to Barbour ABI, any unfamiliarity was extinguished through people like Gary, our account manager, who worked alongside us, helped us, explained shortcuts, and provided training whenever we asked for it.”

Brett Martin Daylight Systems heard from an industry friend that they use Barbour ABI to send mass invites for their CPDs – a key tool to educate the industry on their products. Josh reached out to his account manager to learn how he can do this, and his request was answered immediately with a meeting booked into his diary to review the process in real time. A testament to how having an expert on hand can take their outreach to the next level with the platform’s data.

Alternative Solutions

Josh had mentioned he experienced another provider in the past. He noted that though the company claims larger project numbers with more details and contacts, the data simply wasn’t there.

With Barbour ABI, Josh confirmed that there’s far more more information on our platform. He also noted that due to our team of 45 UK researchers, we’re always on hand to find more information on projects within a day. As opposed to our competitors, none of whom have research teams in the UK the size of ours.

Testimonial

“Barbour ABI doesn’t feel like a service that is being sold – it’s something that people actually want. The service outweighs the sell.”