By Business Need
The Handshake Difference
Delivering the definitive B2B Commerce Platform
Solving real business challenges
Linda Farrow was looking for a technology solution to transform their sales experience, both in-person and online.
High-fashion Eyewear, since 1970
Established in 1970, luxury eyewear brand Linda Farrow was built on a platform of innovation, pioneering many of the iconic shapes and styles still on trend today.
The brand continues to create its own cutting edge collections, while also collaborating with many of the world’s most acclaimed designers, including Dries Van Noten, 3.1 Phillip Lim and Matthew Williamson. Their stable of iconic lines has led them to placements in Nordstrom, Neiman Marcus, Shopbop, Selfridges, Harvey Nichols, Boutique 1, and Lane Crawford, among others.
The Importance of Both Offline & Online Ordering Drives Action
Previously, Linda Farrow had two major sales channels...trade show sales and field sales. Plaguing both of these areas were the daunting delays and inaccuracies associated with paper processes. They needed a solution that would help them serve their customers better.
With global B2B e-commerce sales expected to grow to $6.7 trillion by 2020, Linda Farrow was also moved to action by what they saw as a growing industry trend towards technology investment and multi-channel selling. “We could see that there was a revolution happening, and we didn’t want to miss it,” explains Senior Sales Administrator, Val Rucarean.
The company therefore decided to improve their customer-facing experience on several fronts, adopting both Handshake’s mobile sales application and Handshake Direct, a B2B eCommerce portal. “Handshake is very user-friendly, with a great interface. That was the key feature that really drew us in,” says Rucarean.
Crafting an Exceptional Customer Experience
For Linda Farrow, the future of sales is all about achieving the perfect balance between the power of in-person relationship selling and the convenience of B2B eCommerce ordering.
Road sales are critical to helping Linda Farrow maintain strong relationships with customers. Likewise, trade shows are enormously important for the brand, and their sales reps are at the core of that business, armed with Handshake on their iPads.
Ultimately, the company sees Handshake Direct as a way to strengthen those in-person relationships––both by freeing up sales reps’ time to have better conversations with retailers and by providing a modern experience that customers love.