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Bainbridge sailing QlikView ® into the future of selling
Technology Category
- Analytics & Modeling - Real Time Analytics
Applicable Industries
- Marine & Shipping
Applicable Functions
- Sales & Marketing
Services
- Data Science Services
- System Integration
The Challenge
Bainbridge International, a manufacturer and distributor of specialty products to marine, construction and recreational markets, was looking for ways to gain a competitive advantage over other companies in its industry. The company had previously utilized IT specialists Blue Rock Systems to stabilize and support its 50-user Microsoft DynamicsNAV (Navision) ERP installation. The success of that engagement led Bainbridge to approach Blue Rock Systems again about other ways to enhance its operations. Specifically, Bainbridge required a sales tool that would help the company track and increase customer spend and profit. They needed a 'finger on the pulse' solution that could provide valuable insights into customer behavior and product appeal.
About The Customer
Bainbridge International, established in 1917, is a manufacturer and distributor of specialty products to marine, construction and recreational markets. It is one of the longest established sailcloth manufacturers in the world, originally serving commercial sailing ships before focusing on the needs of the leisure sailing market and diversifying into non-marine markets. A leader in its field, the company has an unrivalled depth of knowledge on which to draw, and proven ability to apply its specialized knowledge of textile design and engineered products to a variety of different applications. By effectively leveraging its heritage of innovation as a springboard for invention, Bainbridge provides high quality, high performance products that meet the diverse needs of markets it serves in over a hundred countries around the world. The company currently markets more than 5,000 products to manufacturers, including sail makers, marine cover makers, ship and boat builders, flag and banner makers, architects, and chandlers.
The Solution
Blue Rock Systems, a Qlik business partner, proposed the use of QlikView to power its Blue Rock Console (BRC), a business intelligence solution designed to complement any back office system. The QlikView-powered BRC provides the capabilities to track, analyze and understand all aspects of the business, and can easily and quickly be adapted to fit a customer’s specific requirements. With the QlikView-powered BRC, any salesperson at the touch of a button can identify a customer’s 'drift', meaning the continuing purchase, declining purchase or non-purchase of products or product groups that they would traditionally buy. Additional functionality for sales teams includes suggested link products that should be needed by customers and the tracking of any expanded product line sales or potential sales.
Operational Impact
Quantitative Benefit
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