Name:
Wilf Lewis
What does it say on your business card?
What does it say on your business card?
Wilf Lewis, managing director ,Dezrez
Where are you based?
Where are you based?
We work out of our head office in Swansea in South Wales – close to the beach!
What does your firm actually do?
What does your firm actually do?
Dezrez is a software solution for sales and lettings agents. We have created a solution for agents that want to give their clients the best service. We work with new and existing agents and bring them on to our platform from both paper-based and competitor packages. We help agents get value for money from their software supplier, something our new clients are rarely familiar with. We have teams in support, and proactive support, helping agents improve on a continuous basis. Dezrez also have a division which supplies HIPs to our clients and we have recently started our own legal practice to provide conveyancing focused around client and agent requirements.
How many people do you employ?
How many people do you employ?
There are 38 people in the team.
Are you a good boss?
Are you a good boss?
Yes. I would like to think so. If a good boss gets the most from his team and creates a good environment in which to work, I think I am succeeding.
So, how’s the recession been and did you lose many customers?
So, how’s the recession been and did you lose many customers?
The recession has affected everyone in our industry (except maybe debt collectors). We have of course lost a few agents, as the larger chains shrank and closed weaker branches. We also lost a small number of agents that could no longer afford to trade. This was hard for us as we had worked with many since their inception as start-up companies. (We are already seeing some of these individuals re-emerge!) Whilst losing branches, we did actually continue to take on a number of agents. Some smart agents realised that it’s much cheaper to have a piece of software to do the menial tasks than it is to have a staff member in the office. In the long run, I think a recession will strengthen our industry as tough times force businesses to progress and become stronger. The end of the recession will result in agents that are tougher, smarter and more resilient.
What is the market doing now and where do you think it’s heading?
We have certainly seen a rapid improvement over the last three to four months. We are seeing, through our live statistics, vendors becoming more realistic with pricing and offers. There are a tough few months ahead for agents. We anticipate shallow growth up until Christmas but our agents on the whole are now positive. We foresee a genuine improvement in the market place in 2010. Growth of our product remains strong; we are now working with nearly as many new customers per month as we were prior to the recession. As I mentioned earlier, as growth increases, agents are more reluctant to employ a new staff member and more likely to investigate the software channel. An example has been agents opting for our phone system plug-in so they can better manage incoming calls and ensure no leads are missed.
What do you think is the greatest challenge facing agents?
Credit is a short-term challenge. A lack of buyers, especially first-time buyers that are able to get credit for their purchases. Only when the money market becomes more relaxed will the genuine desire to purchase property manifest itself in sales. In the long term, agents are challenged with changing their perception to the general public. At dezrez, we believe the agent can become integral to the whole sales process, offering a more rounded service from start to finish, building relationships and creating repeat business through trust and good service. These in turn help to fuel multiple revenue streams. Our software system is based around these principles and goes some way to helping the agent put these into practice.
What do you think of ‘virtual’ agents and are you seeing more of them?
We have seen a variety of different business model types including the ‘virtual’ agent. We currently have a number of these customers using our system. There are always some vendors prepared to try an alternative agent in return for a smaller bill. I think there is certainly a place for the virtual agent, but I haven’t seen a solid model yet to replace the high street agent.
Do you think it is possible to have too much IT and be too reliant on it?
Do you think it is possible to have too much IT and be too reliant on it?
I don’t think that you can be too reliant on software – after all, you use it to a level to service your business and assist, not supersede, the core values of what you are trying to achieve. The software should match your business requirements and where possible the software could be used to help improve work practices. It’s about finding a balance that’s right for you and your business, and a supplier that won’t supply something you won’t need.
I think it is possible to have too much IT infrastructure! We come across this all the time. One of our frustrations is dealing with IT companies that have sold technology on to agencies that don’t need it. We come across agents that have technologies that are just not necessary. We always try to be frank with agents about what they should do and give them an opinion on their set-up. It’s difficult for agents – they are being told a number of things by a number of parties!
What’s your secret talent?
I am the stig! (Don’t tell anyone.)
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