Patrick Hicks talks to Matt Hawkins, Head of SME Data Sales at TwentyCi, about his background - and how the company has developed its product.

Patrick Hicks: How did you first became involved in the removals and storage industry?

Matt Hawkins: Like most people, I didn’t grow up thinking I’d work with housing data and home movers! I spent nearly six years as an estate agent, then worked in delivery and recruitment before joining TwentyCi in 2011. I originally did a mix of sales and client support and soon found myself working with removal companies and then storage operators. I genuinely liked the people: direct, straight-talking business owners who care deeply about what they do.

Patrick Hicks: What is the role and service TwentyCi offers the industry?

Matt Hawkins: In short, we help removals companies, storage operators, estate agents and related businesses find their next customer. We track the home-moving journey of almost every property across the UK - sales and lettings - and use that insight to help our clients target real movers at the right moment.

Patrick Hicks: How has TwentyCi evolved since you joined?

Matt Hawkins: When I started, the business was much more basic. The data was always strong, but we didn’t have the tools and services we now offer. We used to print address labels in-house and send them to clients to stick on their flyers. Today, we manage fulfilment end-to-end, making life much easier for customers. Over the years, we’ve built strong relationships across the industry and helped companies move away from blanket leaflet drops toward targeted campaigns that deliver real ROI.

Patrick Hicks: What are the biggest changes you’ve seen across the removals and storage industry during your time at TwentyCi?

Matt Hawkins: The biggest shift has been how much more tech-savvy the removals industry has become. Ten years ago, maybe one in ten used CRM systems properly - now it’s closer to eight in ten. Online bookings, digital surveys and better customer communication are becoming standard. The storage sector has also grown massively and feels more visible. Storage is increasingly seen as a normal part of life rather than an emergency option.

Marketing has changed too. Early on, many companies relied heavily on leaflet drops. While they still have a place - especially around key-release hotspots - businesses now use far more strategic, data-led marketing. The industry has become much savvier overall ...

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