Scott Hawaii B2B eCommerce Implementation Case Study

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Scott Hawaii B2B eCommerce Implementation Case Study

Case study showing how Scott Hawaii replaced independent reps and manual order processes with a B2B portal to reduce order errors and speed up mainland sales.

Published

June 4, 2026

Read time

3 min read

Source

Scott Hawaii transitioned from independent sales reps and phone/email ordering to Handshake Direct, a B2B eCommerce platform. The portal allowed retailers to view customized catalogs, pricing, and terms, while integration with ERP systems eliminated manual data entry. The change addressed timezone-related communication delays and improved order accuracy for the footwear brand expanding beyond Hawaii.

Key takeaways

Replacing independent reps with a self-service B2B portal reduced order confirmation delays caused by timezone gaps.

Customized pricing and payment terms per account were configured directly in the portal without additional staff.

ERP integration removed duplicate data entry and lowered order processing costs.

Retail buyers adopted the platform quickly despite prior reliance on fax and email ordering.

75% of B2B buyers are more likely to reorder from suppliers offering strong omnichannel capabilities.

Market overview

SCR methodology note

Vendor landscape

Leaders

Implementation considerations

Important consideration

Original Source

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