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Handshake helps Childsmart keep sales reps and customers on the same page.June 26, 2015
Childsmart was looking for a way to unlock more sales while driving operational efficiencies in order processing.
A Decision to Change Yields Dramatic Results
For over a decade, Australian toy manufacturer and distributor Childsmart has been bringing a wide range of children’s toys to retail stores across Australia and New Zealand. They currently work with many global brands in the infant, toddler, and preschool toy and nursery markets, including Mamas and Papas, Crocodile Creek, and Brio, as well as nearly 1000 authorized retailers.
Up until a year ago, the company was still writing orders on paper. Sales reps would fax orders back to the head office, where they’d be manually entered into their system. For Mary Licandro, Childsmart’s Inventory Manager, the entire process needed a major upgrade.
A trade show in New York led the organization to Handshake, and since then, they’ve seen a marked increase in their business at trade shows, as well as a 20% increase in their average order size. Childsmart attributes these improvements to a few key factors.
Harnessing the Power of Digital Product Images
“In the past, we might have had nine different rocking horses in our catalog, but you wouldn’t really be able to see the differences between them,” says Licandro. “Obviously, sales reps can’t carry samples of every product, but we’ve found that when buyers are able to quickly see all the products and images in one digital interface, they tend to add more products to their order.”
Consolidating Multiple Brands Into One Interface
Before getting started with sales order management software, sales reps were slowed down by paper catalogs and price sheets for multiple lines. With all their brands in one mobile interface now, sales reps conduct faster store visits, seamlessly moving between brands and easily introducing new lines to their customers.
Giving Sales Reps Better Information Access
It was once extremely difficult for Childsmart to disseminate new product information to their sales reps, and for reps to gain access to important information (like stock availability) during a store visit. With Handshake, “Everyone’s on the same page now. They know they have everything they need to answer their customers’ questions,” says Licandro.
Bringing a More Flexible, Strategic Approach to the Sales Process
The flexibility of Handshake’s “on-the-fly” editing capabilities have enabled sales reps to get more creative with bundling multiple products and writing pre-season orders, leading to better deals for customers and larger orders.