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Bainbridge International

Bainbridge sailing QlikView into the future of selling

Bedrijfsprofiel

Regio: United Kingdom
Omzet: <$100M
Bedrijfstak: Mill Products
Functie: Sales

“Deploying the QlikView-powered solution across the web has more far-reaching benefits than we initially expected. Never before have we had so much detailed information on customers and sales at our fingertips so effortlessly.” Nick Irvine, IT Manager, Bainbridge International

Background

  •  Manufacturer and distributor of products to marine, construction, and recreational markets
  •  Established in 1917, one of world‘s oldest sailcloth manufacturers
  • More than 5,000 products marketed in more than 100 countries to sail makers, marine cover makers, ship and boat builders, flag and banner makers, architects and chandlers
  • Headquartered in Southampton, UK

Challenges

  • Track and identify customer “drift”, spend and profit
  • Support salesforce efforts to cross-sell products to current customers
  • Increase competitive advantage by improving customer relationships

Solution

  • Deployed QlikView to 40 users initially in internal sales support in the UK and soon to be expanded to include field sales reps:
  • Sales Analysis: Analyze sales, profits and margins by customers and products; customer profiling for additional sales opportunities
  • Rapid implementation in just a few weeks
  • Leveraged QlikView Server to aggregate data from primarily Microsoft Dynamics (Navision) ERP system handling a high volume of customer data records

Benefits

  • Enabled cross-selling to existing customers by providing valuable customer data such as spend history and buying habits
  • Reduced customer “drift” by empowering sales team to complete the sale in a timely manner
  • Increased sales opportunities by making suggestive product offerings available to the salesperson at the click of a mouse
  • Created a more successful salesforce with detailed customer insights and intelligence available remotely
  • Predicted payback period < 6 months

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