Case Study: BAT Industrial Products improves sales insights and reduces at-risk customers with Phocas

BAT Industrial Products reduces at-risk customers with Phocas

BAT Industrial Products, a distributor of industrial and hydraulic components, faced challenges in tracking customer purchasing habits and identifying at-risk accounts with their previous, non-user-friendly business intelligence tool. This lack of insight meant they were losing customers without timely awareness. The company turned to Phocas software to gain the necessary visibility.

By implementing Phocas, BAT Industrial Products armed its sales representatives with immediate access to customer behavior data, enabling them to ask targeted questions and conduct research on the spot. The solution included dashboards displayed on a large TV screen for real-time sales tracking. As a result, the vendor Phocas helped BAT quickly reduce the number of at-risk customers and begin targeting underperforming categories, with sales reps actively using the tool daily to drive improvements.

BAT Industrial Products