In business for over two decades, Paladone is a UK-based gift designer and distributor that represents some of the biggest brands and licenses in the world, including Marvel, Disney, and Nintendo.

Industry:

Gift & Homewares

Headquarters:

Shoreham-by-Sea, West Sussex, UK

We use Handshake not just because it’s convenient, but because it’s making a difference to our relationships with our customers.

Alex Ryan
Marketing Manager
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How Marketing Can Drive Sales in Manufacturing & Distribution

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THE CHALLENGE:

Helping sales reps sell more efficiently and effectively with all the content they need.

THE RESULTS:

Handshake has provided sales reps in the field with everything they need to make more sales, including an up-to-date product catalog, high resolution images, customer order history, reporting, and more.

Handshake’s clean, intuitive design has allowed Paladone to raise the bar on their customer experience.

Paladone can now easily keep their catalog updated and add all the content they need before reps head to trade shows and sales appointments.

THE STORY:

MARKETING’S KEY ROLE IN DRIVING REVENUE

From offices in the U.K., the U.S., and Hong Kong, Paladone distributes their affordable, innovative gifts and novelties wholesale to small independent retailers, online e-tailers, and major chain stores in 77 countries around the globe.

With a lineup of award-winning products, Paladone’s marketing team was looking to showcase them––and their brand at large––in their best light during appointments with buyers and licensors. Indeed, smart marketing teams today are taking on a greater role in driving sales enablement and shaping customer interactions with their brands.

Thus, while the search for sales and ordering software often originates in the Sales or IT departments, Marketing Manager Alex Ryan and Paladone’s marketing team took their own approach, leading the charge to look for a sales solution that would help reps present products and write orders while improving their customers’ overall experience. The result? Paladone has since adopted Handshake Rep, a mobile order writing app for iPad and iPhone that has transformed the way the organization communicates with potential buyers, customers, and licensors.

BECOMING A PARTNER TO SALES

While Paladone’s Marketing team takes on many of the functions traditional to their department, like managing the brand’s PR efforts, videos, blog, social media platforms, events, and printed collateral, they have also taken on a greater role when it comes to working directly with sales.

Paladone’s sales team is comprised of internal key account managers, as well as regional independent sales reps. At store visits and trade shows, these sales reps were previously writing orders using pen and paper or an outdated sales app that the company had invested in some years before. “There was very little functionality in that app,” says Alex. “It was like a forgotten piece of technology––no one did anything to further develop or improve it.”

This application made it extremely difficult for the Marketing team to give sales reps the information they needed, including new product additions. Each product and image had to be uploaded one at a time, requiring a huge time investment before every trade show to update the catalog. The company needed a new solution, for both their internal reps to place orders for key accounts and at trade shows.

THE BENEFITS OF HANDSHAKE FROM A MARKETING PERSPECTIVE

After doing research and vetting over fifteen other options, Paladone found Handshake Rep, a mobile order writing application that includes a digital catalog, customer information, and an order writing interface, allowing reps to quickly write orders from a tablet or mobile device.

For Alex, the key advantages of Handshake’s mobile order writing solution from a marketing perspective includeed, sales enablement, an improved overall customer experience and brand perception, and greater control over content.

Handshake has also helped change the way Paladone interacts with licensors. Alex routinely takes the app into meetings with corporations like Disney and Warner Bros, giving demonstrations of how Paladone’s sales reps will be presenting their brands and products.

“Just two weeks ago, I was talking to Warner Bros. about how our sales reps interact with retailers, and how their products will be showcased in Handshake. They were impressed. Ultimately, our reps are successful because we give them the best tools. It’s as simple as that.”

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