Case Study: BAT Industrial Products achieves fewer at-risk customers and increased sales with Phocas

Phocas makes quick impression at BAT Industrial Products

BAT Industrial Products, a Blacktown-based manufacturer, importer and distributor of industrial and hydraulic hoses, valves and fittings serving more than 60 distributors with some 25,000 line items, was losing customers across specific categories. Their existing BI tool was difficult to use and generating the reports needed to spot where customers were dropping off was slow and laborious, leaving sales reps without timely insight to act.

After deploying Phocas BI, sales reps gained fast, on-the-spot visibility—used in weekly meetings and on a main-floor dashboard—to identify at-risk customers and target declining categories. Early adoption has delivered quicker access to sales results, reduced the number of at-risk customers, and given the team the confidence to expand Phocas into accounts, CRM, inventory and purchasing to drive further sales growth.

BAT Industrial Products

Scott Hudson

Managing Director