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Salesforce B2B Commerce: Boosting Sales and Efficiency for Racing Product Manufacturer

Founded in Italy in 1963, our client is a global leader in manufacturing professional racing products. With involvement in top racing organizations worldwide, like Formula 1 and MotoGP, they pioneered the most advanced and innovative technical equipment for the world racing’s top athletes. Currently, the company employs about 700 staff worldwide.

The Challenge

Our client required a new eCommerce platform for the B2B market that offered the easiest way for end users (Store/Dealer Managers, Customers, and Customer Service Agents) to order or reorder products, ensuring the best experience and support. 
The main challenges faced were ensuring an intuitive ordering process for end users, aligning product information with core values and a high-value proposition, while maintaining consistency with the client's brand identity.
Additionally, the platform needed to support different order types, including Regular Orders (Replenishment Orders) for current season/collection products, In Season Campaign Orders (Replenishment Orders within a special campaign) with specific price lists, and Clearance Orders for residual items in selected warehouses, each sold at a different price.
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The Approach

Together with the client, Avvale identified the best solution to address their challenges as Salesforce B2B Commerce. Our approach aimed to accelerate and simplify the adoption process by minimizing the need for custom or non-standard developments and maximizing the utilization of standard features within the Salesforce platform. During the implementation phases, we directly involved the business process owners, key users, and IT staff in the project activities. This collaborative approach ensured that the proposed solution aligned with their specific needs and requirements, boosting acceptance and usage of the platform.
To ensure data consistency and avoid redundancy, the client's ERP system was integrated with the Salesforce B2B solution, replicating crucial information such as accounts, products, price lists, discounts, and stock onto the Salesforce B2B standard data model. The duplicated data was made readily available and usable within the solution without any further transformations, elaborations, or calculations.
Avvale stood out for its comprehensive approach, combining industry best practices, stakeholder engagement, and efficient integration with existing systems. The result is a tailor-made solution that meets the client's specific needs, accelerates adoption, and maximizes benefits.

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The Impact

Salesforce B2B Commerce revolutionized the ordering experience for B2B customers, providing seamless and user-friendly processes that ensured exceptional support and satisfaction. The streamlined ordering process and improved customer experience directly contributed to boosting sales. Additionally, by minimizing manual processes and optimizing operations, our client successfully reduced associated costs and increased profitability. The solution empowered data-driven decisions in sales, merchandising, and campaigns. Through insightful analysis of customer behavior and market trends, the client optimized strategies and efficiently allocated resources, promoting circularity and sustainability within their business operations. By adopting this solution, the client simplified B2B commerce operations, making the sales process more efficient and effective while promoting a more circular use of resources.

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