Electrical and HVAC supplier improves data access across company to drive customer value and performance

Eckart Supply, a wholesale distributor of electrical supplies, lighting, HVAC, plumbing and tools across 20 American locations, implemented Phocas Analytics, Financial Statements and CRM alongside their Epicor Eclipse ERP to get faster, more accurate reporting. With databases built across sales, inventory, purchasing, accounts receivable and accounts payable, the company quickly discovered that Phocas delivered far more than improved reporting. The data visibility gives every level of the business, from managers to frontline sales reps, quick access to the performance data they need to make better decisions.

Sales reps use Phocas dashboards before customer visits to review accounts receivable, spot sales trends and identify product gaps, helping them walk into every meeting with  key areas to highlight. Managers gain visibility into branch performance across margins, sales and profitability, while the purchasing team monitors dead and overstocked inventory alongside demand and availability. Eckart measures Phocas ROI by how many at-risk customers their sales team can turn around through better-informed conversations. With Phocas CRM now added for the first time, adoption is expected to be quick given the sales team is already working in Phocas Analytics daily.