Published:
Jun 02, 2025
Category:
Salesforce Commerce Cloud
Client location:
United States
Client Overview:
A regional industrial supply distributor with $25M in annual revenue served over 850 contractors and small manufacturers across four states through a traditional catalog and phone-order model. Operating from three warehouses with 45 employees, the company specialized in construction tools, safety equipment, and industrial supplies. This transformation was made possible by leveraging B2B Commerce for industrial supply modernization.
With customers turning to online competitors, the business faced inefficiencies like manual inventory tracking, complex tiered pricing, and order delays due to phone/fax-based processing. The client aimed to modernize its ordering experience, improve operational efficiency, and extend market reach through a scalable e-commerce platform.
“Transform legacy industrial supply operations into a self-service digital commerce experience, expanding reach and reducing operational friction.”
– Business Needs
Technical Contribution :
Implemented Salesforce B2B Commerce Cloud to digitize and streamline the end-to-end ordering and fulfillment experience. Key solutions delivered include:
- Online Storefront Setup: Created two distinct storefronts for contractors and manufacturers with role-based access. Integrated real-time inventory from all three warehouse management systems and built a 12,000+ SKU product catalog with technical and safety documentation.
- Automated Pricing & Ordering: Configured dynamic pricing tiers and volume-based discounts. Enabled bulk ordering via CSV upload and quick reorder features, and introduced order approval workflows and credit management.
- Customer Self-Service Portal: Provided 24/7 access to order history, tracking, and account details. Developed a mobile-responsive storefront for field technicians and enabled custom quote requests for project-based procurement.
Benefits Delivered:
The implementation drove significant sales growth, resulting in an $8.5M revenue increase within 18 months. New customer acquisition expanded by 35%, reaching beyond the original service territory. Additionally, average order value rose by 28%, fueled by effective product recommendations and bulk pricing strategies.
