By Business Need
The Handshake Difference
Delivering the definitive B2B Commerce Platform
Solving real business challenges
As a wholesaler of an incredibly broad range of products, Roylind’s reps needed a way to store all their products in a digital catalog and leave their paper catalogs and samples behind.
An Interview with Roylind
Read on to hear from Kerry Pearce from Roylind, an Australian jewelry, gifts and promotional products company that only sells via the wholesale channel, and how he’s been able to gain a competitive edge using Handshake.
HS - What territory/region do you cover? In what cycle?
KP - North Brisbane to Gladstone Southeastern Queensland on an 8 week cycle.
HS - What’s your biggest challenge as a field sales person?
KP - The need to use and maintain a paper catalog due to the number of products we need to show a customer.
HS - What’s a typical day like for you on the road?
KP - I could have as many as 16 appointments a day and cover between 1000 to 3000 km a week.
HS - How does Handshake make your job easier?
KP - The main benefits are ease of use and the added feature of being able to show all my products in their categories. I also refer to my customer’s previous orders to produce new ones and to ensure I’m not forgetting anything. It also keeps me from having to post orders at the end of the day, because they’re already at the office ready to go.
HS - People can buy from others. Why do they buy from you?
KP - Listening to customer’s needs and following up on them, and always looking at what will provide my customer with a better experience buying from me vs. my competitors. Handshake provides me with customer history, and I’ve had customers say that they won’t buy from anyone else for this single reason––they get sick of having to call my competitors when they forget something. Handshake means it’s impossible to miss a sale of previously purchased items.