Childsmart Revives Inactive Customers Using B2B eCommerce Platform
Case study shows how Childsmart added Handshake Direct to its mobile OMS, achieving 75% online ordering adoption and reactivating 33% of previously dormant accounts within four months.
Childsmart, a children's product distributor serving nearly 1,000 retailers across Australia and New Zealand, layered Handshake Direct B2B eCommerce onto its existing mobile order writing solution. The portal addressed geographic coverage gaps and direct customer requests for self-service ordering. Within four months, 75% of active accounts placed orders online and 33% of new online accounts had been inactive for years. Average order values increased beyond rep-assisted orders as customers browsed the full catalog and responded to promotions without waiting for sales visits.
B2B portal adoption reached 75% of active customers in four months
33% of online ordering accounts were previously inactive
Average order value rose after adding self-service alongside mobile OMS
Customers cited long-standing demand for 24/7 online ordering capability
Email launch plus first-month discount drove rapid signup within one week
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