Case Study: FineCal achieves increased orders from lapsed customers with sales-i

FineCal increase orders from lapsed customers thanks to sales-i

FineCal, a leading industrial consumables supplier since 1967 (supplying packaging and technical tapes & adhesives), struggled to turn the customer data held in their Great Plains ERP into meaningful sales reports. They needed analytics to identify declining spend and lapsed customers, so FineCal turned to sales-i — evaluating its ability to pull data from Great Plains and embed insights directly into Salesforce or use as a stand‑alone tool.

sales-i implemented its Campaign Manager and Salesforce integration plus mobile “customer snapshot” reporting, giving the sales team clear, usable account views. A campaign targeting customers who hadn’t purchased in 2017 returned 94 results; on day one, contacting 30 of those led to 7 orders and 4 further opportunities. sales-i’s reports and in‑CRM visibility reduced navigation time, increased orders from lapsed accounts, and enabled FineCal to present instant, data‑rich snapshots to customers.

FineCal

Nick Searle

Sales Manager