Wild Game Australia is a small distributor of hunting, shooting, and archery products owned by a married duo.

Industry:

Outdoor Sporting Goods

Headquarters:

Junortoun, Victoria, Australia

I started this business from home with a bunch of shipping containers. It’s growing nicely, but, you know, you don’t start off at the top. [Handshake] definitely elevates my status as a serious wholesaler.

Heatha Nicholas
Owner
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Projecting a Bigger Image: The Power of B2B eCommerce for Small Businesses

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THE CHALLENGE:

Wild Game Australia wanted to position themselves in the best possible light to potential customers with a robust B2B selling solution.

THE RESULTS:

Wild Game Australia’s customers were so impressed that some of them asked to have their own internal reps outfitted with Handshake, as well.

Customers have told Wild Game Australia that their B2B eCommerce portal is “far superior” to their competitors’ systems.

Handshake Direct has allowed Wild Game Australia to serve a greater portion of their customer base.

THE STORY:

THE FIRST STEP TOWARDS DIGITAL: AN ORDERING APP FOR SALES REPS

Owner Heatha Nicholas had two main requirements for a B2B selling solution. First, it had to be able to represent multiple manufacturers. Frequently used by independent rep agencies and distribution companies, Handshake’s technology was built to accommodate the multi-brand use case she required. Second, because her husband was generally resistant to using technology, she knew he wouldn’t embrace Handshake unless it was easy to use. Nicholas says of Handshake, “I could see that it wouldn't take much time, that it was a really user-friendly interface, and that it was going to do exactly what we needed it to do.”

THE HANDSHAKE SET-UP & A SURPRISE CONSULTING GIG

After getting buy-in from her husband, Nicholas got to work with Handshake, setting up the mobile app with product catalogs and customer-specific pricing for the 7 brands they represented. The first manufacturer she put in place was so impressed by Handshake that they requested she set up the rest of their internal sales reps with their own accounts. Before she knew it, Nicholas was a consultant for several Australian outdoor brands who wanted their sales teams outfitted with Handshake.

THE DECISION TO IMPLEMENT ONLINE ORDERING

Excited to take her business to the next level, Nicholas realized that the B2B market was changing, and that more buyers were placing orders online. She knew that to stay relevant as her customers’ expectations evolved, she needed to implement B2B eCommerce. Nicholas’ biggest reason for implementing B2B eCommerce, however, was the fact that a modern B2B eCommerce portal would up her professional image, making her business look larger than it is. After her first attempt at B2B eCommerce, a custom-built website, failed, Nicholas realized that Handshake Direct was exactly what she was looking for. She could easily flip the solution on and be up and running very quickly, since Handshake Rep and Handshake Direct share a common backend.

Nicholas has been thrilled with the results since since rolling out Handshake Direct to her customers, often hearing that “her system is far superior to anything that anyone in the industry is running.” She attributes this to Handshake’s easy-to-use buyer interface.

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Wild Game Australia
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