Why Kent Chose Elastic Suite: Inspired by Success in Snow Sports

The journey with Elastic Suite began when Kent Outdoors brought on Arbor Snowboards, a well-established brand in snow sports, which had a positive experience onboarding the platform as well as wide adoption in the snow sports industry. Arbor’s seamless transition highlighted the potential for streamlining operations across Kent’s entire watersports division. Seeing the success of this initial implementation, Kent’s team recognized that Elastic Suite was the right choice to support all their watersports brands, ensuring consistency and ease for their retail partners.

By joining Elastic Suite, Kent Watersports aimed to streamline its wholesale processes and create a seamless experience across its diverse lineup. Elastic’s multi-brand dashboard now enables Kent to manage everything from Hyperlite to Liquid Force in one place, delivering an efficient ordering process that makes it easier than ever for retailers to place orders and access inventory.

The Path to Implementation and Training

Kent Watersports embarked on a phased rollout of Elastic, with a focus on training to ensure each brand felt comfortable and capable with the platform. So far, five of their seven brands have successfully gone live, and Elastic has been there every step of the way, supporting the team to hit critical milestones, even reaching go-live goals on New Years Day.

Elastic’s flexibility with flat-file integration and support for Microsoft D365 individual instances has allowed Kent to customize the platform for each brand’s unique needs. Throughout this process, Elastic’s account manager Brad, a former rep himself, provided invaluable support, with additional training and support, bridging the gap between technology and real-world sales challenges.

Supporting Reps and Retailers with a Streamlined Ordering Process

For Kent’s reps, especially those handling HO and Hyperlite, adoption has come quickly. Many of their specialty retailers already had experience using Elastic, making the transition easier. With Elastic, ordering is faster and more accurate; reps can place orders, add products to shipments, and finalize orders over a quick video call, eliminating much of the back-and-forth that plagued the old, manual process.

Kent’s retailers now experience a streamlined process that not only saves time but also boosts accuracy. Elastic’s digital catalog has helped reduce the need for printed materials—a process that Kent hopes to fully transition to digital in the coming years. With more retailers adapting to this modern approach, Kent can focus on delivering exceptional customer service with a better and more rounded ordering process.

Growth & Retailer Commitment

Since adopting Elastic Suite, Kent has seen meaningful growth in retailer engagement and order volume. With tools designed to streamline the ordering process—like real-time inventory updates and the option to add products to existing shipments—Kent’s sales reps can process orders faster and more accurately, benefiting both retailers and the business.

Building Towards the Future of Customer Support

Looking ahead, Kent Watersports is planning to expand its customer support team, further enhancing retailer support with Elastic Suite’s advanced tools. With this partnership, Kent is more than just a brand—they’re a dedicated ally to retailers, committed to shared success.

Through Elastic Suite, Kent Watersports is giving back to its retailer base, delivering a technology-driven wholesale experience that meets today’s needs and builds toward tomorrow’s goals.

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In the competitive landscape of B2B sales, companies must leverage innovative tools to stay ahead. Optic Nerve is an independently owned leading provider of optical products such as sunglasses, snow goggles, and premium lenses. They’re proud to be Colorado based, supporting athletes and providing the best glasses for biking, running, fishing, skiing, and lifestyle enthusiasts.

The B2C eCommerce side of the business did great, but the company faced significant challenges in their B2B sales processes, resulting in missed sales and inefficiencies. This case study explores how Optic Nerve transformed their B2B sales operations using Elastic Suite, an advanced wholesale eCommerce solution.

The Challenge

Optic Nerve was experiencing a slowdown in sales growth, hampered by:

• Inefficient Sales Processes: Their existing systems were disjointed, leading to delays in order processing and fulfillment. There was a time lag between data entry in the old Excel-based order system and NetSuite.
• Limited Visibility: Sales teams struggled with accessing real-time data, making it difficult to identify trends and customer needs.
• Customer Experience Issues: The purchasing process was cumbersome for clients, affecting satisfaction and repeat business. Customers as well as reps struggled with the tool and this caused a negative customer experience.

Recognizing the need for a comprehensive solution, Optic Nerve turned to Racette Consulting to provide guidance on how to implement a better tool. Elastic Suite was the recommendation given their expertise and experience in the sporting goods industry and relevant presence in the state of Colorado.

The Solution: Elastic Suite Implementation

Optic Nerve partnered with a Racette Consulting to implement Elastic Suite, focusing on several key areas:

1. Seamless Integration: Elastic Suite uses Celigo to integrate with their existing NetSuite ERP system, ensuring a unified platform for sales, inventory, and customer data.
2. Enhanced User Experience: The implementation focused on creating a user-friendly interface for customers, enabling easier navigation and streamlined purchasing processes.
3. Real-Time Inventory: With Elastic Suite’s robust integration features, Optic Nerve gained access to real-time analytics, helping their sales teams and partners see real-time availability of products.
4. Enhanced Catalog Creation: The ability to create current and future catalogs in NetSuite using the Catalog custom record structure allows Optic Nerve to plan ahead for future seasons, allowing future orders for the next season of products.

The Process: Racette Consulting Implementation

Racette Consulting focused on the following stages of the implementation to deliver a successful, on budget and on-time project:

1. Project Sponsorship: Optic Nerve President Bill Cotton was a phenomenal sponsor for this project, ensuring the company’s resources and efforts were prioritized and available for the successful implementation of the tool. Internal sponsorship is extremely important, stressing the importance of the project for the entire organization.
2. NetSuite Configuration: A B2B tool relies on data from NetSuite to show to the customers and partners. Items, Customers, Sales Order form, and contacts must all contain accurate information. A thorough review of all records was completed to ensure that the appropriate information would show on the Elastic Suite front end.
3. Elastic Suite Record Configuration: Elastic Suite relies on custom records created in NetSuite: the Catalog, the Catalog Permissions, Mapping Sort record, and a few more. These must be created accurately for the integration to function and show data on the Elastic Suite site. Elastic Suite relies on NetSuite data.
4. Testing: We conducted thorough testing with the Optic Nerve team to ensure that all applicable sales scenarios were tested and worked correctly. We held meetings with end users to ensure that orders would come across from Elastic Suite into NetSuite, with accurate item information, pricing, customer reference, and all other applicable fields.
5. Training: A major influence on the project success, we take training very seriously. We ensure that end users know where to go, what to do and how to review transactions and records to ensure a proper adoption of the tool. We conduct training sessions before launching the tool live, and also continue to deliver onboarding training for any new users.

Results

The implementation of Elastic Suite yielded impressive results for Optic Nerve:

• Increased Sales Efficiency: The streamlined processes reduced order processing time, allowing the sales team to focus more on customer relationships rather than administrative tasks such as simple order entry.
• Improved Customer Satisfaction: Enhanced navigation and faster checkout times led to an increase in customer satisfaction and a notable rise in repeat purchases.
• Data-Driven Insights: The sales team leveraged real-time analytics to identify high-demand products, leading to the ability to execute sales promotions and incentives to drive revenue.
• Item Visibility: The advanced Whiteboarding tool in Elastic Suite allows reps and retailers to view item data and all different colors, size, lenses variations in a visually appealing way that drives product knowledge, and ultimately sales.
• Revenue Growth: The self-serve aspect of Elastic Suite allows Optic Nerve to focus on product development, marketing, and value-added sales growth opportunities, leveraging technology to integrate real-time inventory data that converts to seamless sales. All sales orders are pushed into NetSuite and allow for real-time visibility into sales numbers.

Conclusion

Optic Nerve’s journey with Elastic Suite illustrates the transformative power of advanced eCommerce solutions in the B2B landscape. By addressing their challenges head-on and leveraging the capabilities of Elastic Suite, they not only revitalized their sales processes but also enhanced customer relationships, setting the stage for sustained, long term growth.

If your company is facing similar challenges in B2B sales, consider exploring how Elastic Suite can help you achieve similar goals. Contact Racette Consulting today to learn more about this type of implementation project!

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While leading the way in the outdoor market, they were also among the first to innovate in the B2B space. Long before digital transformation became a buzzword, the Jack Wolfskin team was exploring ways to make wholesale business more efficient.

Since the early 2000’s, Jack Wolfskin experimented with an in-house B2B portal to streamline sales processes…but, as the brand expanded, so did the complex nature of their orders and wholesale business. Managing both pre-book and in-season orders was becoming increasingly difficult. Additionally, the brand expanded globally into Europe, leading them to the need for a trusted solution capable of managing the complexity and scale of their operations—one that was already trusted and recognized in the industry. Enter Elastic.

A Seamless Transformation with Elastic

Jack Wolfskin confidently partnered with Elastic Suite, primarily due to the platform’s widespread adoption and strong reputation among their teams, reps, and buyers—and the results did not disappoint.

One of the biggest advantages of the Elastic solution was how smoothly the platform could integrate with the brand’s existing ERP system (SAP). The result? A dramatic reduction in the time it took for customer service teams to key in orders, significantly improving both accuracy and speed. Additionally, Elastic’s digital catalog and collection features resulted in savings on agency costs for creating seasonal workbooks, which had previously been expensive and time-consuming to produce. Now digital assets could be created and customized by reps, all managed effortlessly through Elastic.

Empowering Sales Teams with Elastic’s Tools

The Jack Wolfskin sales team quickly adopted Elastic’s tools, with the whiteboard being a feature favorite. The platform’s whiteboard enables sales reps to build and customize beautifully curated collections for meetings and presentations, utilizing product imagery and compelling visuals.

“The sales team loves the whiteboard tool,” says Kai Wenz, Director of Sales Operations. “This feature allows them to curate and show collections with ease, creating a more dynamic experience for our wholesale partners.”

Today, 65% of Jack Wolfskin’s pre-book orders—5,000-7,000 orders per season—are processed through Elastic, in addition to the brand’s in-season (at-once) orders. Elastic has proven to be a valuable and effective tool for buyers, from small shops to large retailers across Europe, appreciating its ease of use and opportunity for collaboration to help build stronger relationships with Jack Wolfskin and their current and prospective retail buyers.

Driving Efficiencies Across the Board

The benefits of Elastic extended beyond sales, creating efficiencies across customer service, marketing, and operations. Customer service became more agile, accounting more accurate, and managing digital assets in marketing became easier.

One of the most significant changes was the elimination of printed catalogs and workbooks. With a fully digital approach, the speed of creating digital catalogs and custom collections dramatically improved, transforming day-to-day operations, all while reducing the associated print costs.

A Strong Partnership for the Future

Throughout the entire journey, Elastic’s support team has been there every step of the way. “Elastic’s customer service has been excellent,” says Kai. “Whenever we’ve had concerns or requests for improvements, they’ve responded quickly and helped us utilize the platform to better meet our unique needs.”

While Elastic continues to manage and optimize day-to-day B2B operations, Jack Wolfskin is primed to focus on ongoing sales growth and success. By delivering an exceptional service and experience to their wholesale partners, they’ve both strengthened relationships and streamlined processes, all while staying ahead in digital innovation. As the brand continues to push boundaries in the outdoor industry, their commitment to efficiency and sustainability ensures they’ll continue striving for what’s next—just like the adventurers who rely on their products to explore the natural world.

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The Need for Change: From Custom Solutions to Elastic Suite

Before partnering with Elastic, Dainese relied on a custom-built B2B platform that no longer matched their global growth. Wholesale alone, which makes up 65% of their sales, needed a better, more efficient solution to scale. With 40% of their wholesale revenue coming from B2B orders, streamlining this process was crucial for future success. “Elastic offered us exactly what we were looking for—industry relevance, robust functionality, and a scalable platform,” Luca explains. After evaluating several options, Dainese chose Elastic for its ability to not only meet immediate needs but also support future growth.   

Enhancing the Sales Process

For a global brand like Dainese, with a diverse salesforce made up of direct reps, agents, and distributors, Elastic has become an invaluable tool. The platform allows salespeople to handle orders on behalf of clients, particularly smaller retailers who appreciate the hands-on approach. Elastic’s offline order form, which mirrors the Excel experience, has been a hit with both salespeople and clients.

Larger retailers, while sometimes leaning on EDI solutions, still find value in Elastic, especially as it improves visibility into product information, order history, and availability. These efficiencies have allowed Dainese to reduce time spent on manual processes and focus on more strategic initiatives.

Another significant milestone for Dainese was the shift from printed to digital catalogs. By equipping their sales team with iPads pre-loaded with Elastic’s digital catalogs, Dainese eliminated the need for paper assets and made order collection more dynamic and interactive. This shift not only streamlined the ordering process but also aligned with Dainese’s broader goal of modernizing their operations and offering clients a more seamless experience.

A Platform for Future Growth

Dainese’s partnership with Elastic has delivered significant benefits, including a standardized and streamlined order collection process and greater operational efficiency. With features like downloadable product images and comprehensive product information, Elastic has transformed how Dainese manages its B2B operations.

As Dainese looks to the future, Elastic Suite will continue to be an integral partner, helping the brand push boundaries and deliver top-tier experiences for their clients worldwide.

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After exploring numerous B2B platforms, Pikolinos chose Elastic Suite for both its user-friendly design and outstanding customer service. Elastic’s intuitive interface made it easy for their team to fully adopt the platform. The support provided from the Elastic Suite account management team, from onboarding to training sessions and reoccurring check-ins, helped ensure a smooth transition and encouraged a continuous feedback loop, making the B2B partnership decision a very clear one.  

The Elastic integrations team worked closely with Pikolino’s IT team to successfully integrate their ERP (SAP) and PIM systems in order to streamline internal processes, mitigate data-entry and human error, and to present the most up-to-date product information across sales channels. This integration provides powerful data insight for the brand and retailers, in addition to saved time and resources by eliminating manual efforts.  

One of Elastic’s foundational features is the digital catalog tool. With a 0% paper policy, Pikolinos found Elastic’s solution to align perfectly with their corporate sustainability mission. With the tool, Pikolinos’ sales reps can create custom curated digital collections and catalogs to drive sales more effectively. They can tailor each asset to specific customers and regions, which allows them to effectively curate orders and avoid wasted production due to unfulfilled minimum order quantities (MOQ). The brand’s marketing and accounting teams have also benefited from Elastic, by consistently utilizing current marketing and branding assets.  

“After partnering with Elastic, we have become more efficient. In our industry, avoiding small production runs is critical. With just a few clicks, we can adjust the catalog. With the Elastic platform, we are driving B2B sales in a better way,” says Micael Sanchez, Wholesale Director at Pikolinos.  

Initially, some of Pikolinos’s retailers were hesitant to embrace a new (and modern) sales tool. However, the Elastic customer service team stepped in to teach and model how retailers could confidently utilize the platform’s tools and features. With consistent training and support, Pikolinos experienced steady growth in retailer adoption, resulting in year-over-year increase in order value and continuous improvement in key performance indicators month after month. 

Pikolinos’s commitment to continuous improvement in their B2B wholesale operations. By partnering with Elastic, they continue to lead the way in their industry, providing buyers with a superior footwear product and an enhanced sales experience that will continue to evolve with them. 

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“We’ve been looking forward to this day,” says CJ Vlahovich, President of Watersports Division “to reinforce our commitment to retail partners and provide the best in B2B commerce & customer support.”

Elastic has three core pillars that serve as a benefit to dealers: cost savings, boosting sales, & enabling sustainability via digital catalogs. Combined, these initiatives provide an enhanced e-commerce experience for both brands and retailers.

“Elastic also provides valuable insights on behavior & trends, allowing us to make informed decisions that benefit our customers.” Says O’Brien SVP, General Manager, Pete Surrette.

Elastic provides quick search by SKU, product name or category with full access to inventory, place orders with just a few clicks. Order history, status and tracking are easily accessible, creating orders from historical data and past buys can improve sell through and ROI.

HO Sports General Manager, Tom Curtin adds “Harnessing the power of the Elastic Suite offers our dealers 24/7 inventory access, small & large order capability, at once & prebook orders, drop ships, & multiple ship dates.”

About Kent Watersports Division

Kent’s Watersports Division is a collection of industry leading brands defining the edge of product innovation while emphasizing safety at every step. With a sharp focus on serving our worldwide customer network with industry-leading technologies, this collection of brands is exceptionally positioned to take on the ever-changing and fast-paced watersports marketplace. Divisional brands include the following, Hyperlite, HO Sports, Syndicate Skis, O’Brien, Connelly, FatSac, Aquaglide, & Barefoot International.

About Elastic Suite

Elastic Suite is a next-generation B2B wholesale ecommerce platform with more than 20 years of experience and iteration. Elastic works with hundreds of brands, including The North Face, New Balance and PMI Stanley, to streamline buying, increase sales, reduce costs associated with paper B2B marketing materials, and organize digital merchandising assets in one place. Designed to help brands and retailers connect, transact and grow revenue, Elastic is optimizing every step of the wholesale process. B2B ecommerce is taken from transactional to transformational by bringing together ERP and backend data, sales reps, retailers, and distributors.

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This dynamic brand adopts a diverse B2B wholesale strategy, powered by Elastic Suite. DUER connects with specialty retail stores and local shops to ensure accessibility and personalized experiences for a broad customer base. With a global distribution network, DUER faces the challenge of operating in multiple regions and languages. In Europe, the brand has established a distributor model to efficiently navigate these diverse markets. 

Elastic Suite’s collaborative platform is an essential tool for the DUER’s sales force as sales reps (both in-house and independent) require the ability to tailor their assortment plans and order proposals for a range of diverse buyers with both geographical and specialty retail variations. Additionally, the Elastic platform enables the team to efficiently manage global currencies and tariffs, which is essential for their international retail partners. 

Elastic Suite is integrated with the brand’s wholesale marketing strategy, emphasizing sales enablement and dedicated service to key accounts. DUER’s wholesale marketing team tailors assets to meet the specific needs of individual stores, with custom Point of Purchase (POP) packages built directly in the Elastic platform. Additionally, the team at DUER has developed fully customized collections with marketing assets and builds assortments designed to enhance the presentation of DUER’s products in retail spaces. 

One of Elastic’s foundational features, the whiteboard, is one of DUER’s favorite tools to help develop an effective merchandising strategy. The tool allows sales reps to create assortments in real time and work collaboratively with buyers. Amy Faire, DUER’s Senior Sales Manager, praises this feature, stating, “Elastic’s whiteboarding tool allows me to create an assortment and work with my buyers while they’re laying things up on a grid. I export a PDF and share it with them before they leave the appointment. That’s my favorite feature because it’s a more curated and visual version of a standard catalog or order proposal.” 

It’s no secret that DUER is driven to support sustainability with their mission to use 100% plant-based and recycled materials to create their apparel. Additionally, the brand has eliminated printed catalogs for Fall 2024, standing by their commitment to reducing environmental impact. Print elimination was made possible with the use of Elastic’s Custom Collection Builder and the ability to create a customized catalog layout that meets their exact design needs. By eliminating printed catalogs, DUER will eliminate over 1500 catalogs from being printed annually. In addition to saving over $30,000 annually, the environmental savings are immeasurable.

• 45.9 BTUs of energy

• 6.29 tons of wood

• 35,500 pounds of CO2

• 43,600 gallons of water

• 2,230 pounds of solid waste

DUER’s creative and strategic approach to wholesale sales is a key factor in the success of their omnichannel sales approach. With their commitment to sustainability and personalized buying and selling experiences, DUER continues to lead the way in the world of comfortable and conscious fashion. 

The post Crafting the World’s Most Comfortable Pants with an Innovative Sales Approach appeared first on Elastic Suite.

Curated sales processes lead to better experience for both buyers & sellers

In the B2B landscape, businesses grapple with an overwhelming amount of product information and marketing collateral. Navigating this data can be daunting, overcomplicating the sales process for both the buyer and the seller. ZLINE recognized this challenge and sought Elastic Suite, an innovative B2B sales enablement platform, to empower its sales teams and deliver a superior customer experience.

“Our partnership with Elastic allows us to continue to revolutionize the Kitchen and Bath industry. We want to demonstrate to our customers that we are committed to providing elevated, best-in-class experiences throughout the customer lifecycle. Our sales and marketing teams are now able to customize and digitize best-in-class sales materials with Elastic’s Digital Catalog and Custom Collection Builder tools, ultimately leading to higher margins and better customer satisfaction.”

-Michael Milstein, Director of Business Development, ZLINE Kitchen and Bath

Elastic Suite’s intuitive platform enables ZLINE Kitchen to curate, manage, and distribute sales materials and marketing assets efficiently. With this platform, the sales teams at ZLINE Kitchen can access and customize a unified, up-to-date repository of product information, images, videos, brochures, and other relevant content, tailored to specific customer needs. This curated approach ensures that sales professionals can quickly and confidently answer customer inquiries and provide them with the most relevant, impactful materials.

Elastic is paving the way for Kitchen & Bath industry revolution

“By empowering the sales team with innovative technology, ZLINE is proving to their customers that not only are they committed to their improving their path-to-purchase, but also to creating an end-to-end customer experience that empowers buyers, sellers, designers, builders, distributors, and ultimately, the end customer.”

-Josh Reddin, Founder & EVP, Elastic Suite

ZLINE Kitchen’s customers will directly benefit from this partnership as Elastic will enable ZLINE to respond more quickly and efficiently to customer requests and provide a personalized path to purchase. Whether it’s a designer outfitting a custom kitchen or a distributor seeking the perfect product mix, ZLINE Kitchen can offer a tailored commerce experience. In an increasingly competitive market, this collaboration demonstrates that customer-centricity and innovation are essential for staying ahead in B2B sales.

To learn more about how you can bring greater synergy to your sales & marketing teams with Elastic Suite, check out how we’re bringing our 20 years of experience to the kitchen and bath industry, or schedule a discovery with our sales team.

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“Our mission is to empower our retailers to make buying decisions aligned with their values and cultivate trust in our brand by demonstrating our commitment to their best interests in the business decision we make.We harness the power of the Elastic B2B tool not only as a sales gateway but also as a robust platform for product education, ensuring our customers are not just buyers but well-informed advocates of our offerings and the NEMO brand.”

-Anne Miltenberger, Sr. Manager of Dealer Services, NEMO Equipment

Elastic Suite: The B2B Standard

The traditional B2B wholesale purchasing process has often been plagued with inefficiencies, complexities, and a lack of transparency. NEMO’s Wholesale and Dealer Services team recognized that it was time to reinvent their approach to better serve their business customers. Improving the retailer experience was the catalyst for this transformation, and Elastic emerged as the preferred B2B platform by retail buyers.

Tailored Catalogs for Business Clients

One of Elastic’s standout features is its ability to create personalized product catalogs. Since each of NEMO’s retail doors had unique requirements and preferences, their independent sales reps could use Elastic to curate assortments specific to specific buyers, showcasing the products that best align with their wants and needs.

This personalization allows NEMO reps to present their retail partners with a more focused and relevant product selection, saving time and effort for building order proposals. This tailored approach not only strengthens retail relationships but also increases sales conversion rates.

Effortless Ordering and Reordering

One of the most important aspects of NEMO’s focus on customer experience was a more intuitive and streamlined ordering process for retailers. Elastic Suite standardizes the ordering process for retail buyers by being the industry-preferred solution for outdoor and action sports brands. With over 20 years of experience working with hundreds of hard and soft good manufacturers and action sports brands, Elastic is the most ubiquitous commerce tool for outdoor specialty retail.

Real-time Inventory Visibility

One of the major pain points in B2B wholesale operations is the lack of transparency surrounding product availability. The dealer services team at NEMO recognized that their customers needed real-time information about available stock to make informed purchasing decisions. Elastic Suite’s real-time inventory module addresses this issue.

Now buyers can check the availability of products instantly, reducing the risk of backorders and ensuring that orders were fulfilled promptly. This real-time data ensures confidence for both retailers and brands, from back-office management to sales reps, minimizing reorder disruptions and maximizing inventory accuracy.

Data-Driven Insights for Informed Decisions

“Having insight into our customers’ behavior is a game-changer. It allows us to be proactive in meeting their needs.” said Miltenberger. Data is an invaluable tool in wholesale sales and Elastic provides NEMO and their retail partners with a variety of actionable insights. Reps can track customer preferences, monitor inventory conversion rates, and analyze sales trends. Armed with this data, reps and buyers can make informed decisions based on inventory seasonality, pricing strategies, and product promotions.

Enhanced Customer Support

“We needed a tool that could supplement the service we’re able to provide during the week.  By implementing Elastic’s efficiencies, we’ve been able dedicate more time and energy to personally supporting our retailer partnerships.”

-Anne Miltenberger, Sr. Manager of Dealer Services, NEMO Equipment

Future-Proofing with Elastic Suite

Adoption of Elastic is a key factor in NEMO’s digital transformation. The platform not only addressed their immediate pain points but also helps to future-proof their business operations. As B2B commerce continues to rapidly evolve, NEMO trusts Elastic’s flexibility and scalability, ensuring that the brand will continue to adapt to changing market dynamics and customer expectations.

NEMO’s B2B partnership with Elastic Suite highlights the transformative power of building exceptional customer experiences in B2B commerce. Through personalized catalogs, real-time inventory visibility, and data-driven insights, NEMO enhances the buying experience for their ever-important retail partners. This transformation has not only boosted customer satisfaction but also positions them as leaders in their industry. In the fast-paced world of B2B ecommerce, Elastic Suite remains the trusted B2B solution for enterprise and hyper-growth brands on the journey to continued success.

To learn more about how your brand can elevate your retail relationships, schedule a discovery session with our sales team.

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Elastic Suite and Free Fly have partnered since 2019 to bring a superior B2B ecommerce experience to brand sales reps and retailers alike. By improving order entry processes and using integrated marketing tools, Free Fly has seen a significant increase in numerous wholesale business intelligence metrics since launching with Elastic in 2019.

Improved Sales Processes Allow for a Better Customer Experience 

Elastic Suite is designed to improve the entire B2B sales ordering process by creating cross-functional efficiencies. The Wholesale Sales team at Free Fly has optimized their processes so that more time is spent connecting with customers rather than manual order entry.  

Meeting customer demands starts before preseason sell-in begins. Free Fly’s Wholesale team works directly with their marketing team to create B2B-specific assets for their custom collections and digital catalogs. By planning the design and marketing materials for Elastic’s Custom Collection Builder, the Wholesale team does not have to use valuable Marketing resources with catalog design requests. Instead, the Wholesale team and their sales reps can create pixel-perfect digital workbooks within Elastic. Reps can even customize for on-site meetings, events, and trade shows.  

During the sell-in season, sales reps meet with their retail partners and present curated proposals for prebook orders. For at-once orders, available inventory is listed directly within the platform, so reps and retailers can work together to create orders based on what the stores need right away. There is no back-and-forth with customer success or warehouse managers to calculate available inventory. Orders are placed instantly, which saves time and resources for both customer success teams and buyers.   

Integrated Email Campaigns Streamline Ordering for Retailers 

Elastic Suite is elevating the B2B buying experience by including traditional ecommerce features that shoppers have become accustomed to, including email marketing.  

Free Fly was an early adopter of Elastic’s integrated email campaigns, which led to quick success by putting product details and ordering information directly into the inboxes of retail buyers.  For pre-season orders, sales reps created campaigns to announce new products and remind buyers of order deadlines.

By streamlining communication and ordering all within Elastic, the entire wholesale process was quicker and more efficient for all users. 

For Fall ‘23, Free Fly developed a series of email campaigns reminding buyers of upcoming order deadlines. With an average open rate of nearly 60% (almost 5X the industry standard), Free Fly’s direct marketing approach resulted in 10% larger orders placed ahead of deadlines. Combining the sales presentation and ordering process into just a few clicks, buyers are more likely to place larger orders on time.  

With the remaining seasonal inventory ready-to-ship, Free Fly’s marketing team worked with reps to create campaigns announcing the product and pricing. These landed directly in the buyer’s inboxes with just a few clicks from email to order. This process closely mirrors a D2C shopping experience, but instant access to products and inventory is new to the B2B process.  

“The Elastic campaigns are very easy to use and are helping our team streamline communication with retailers. The templates save marketing resources and give the sales reps the ability to tailor the messaging to their accounts. In combination with Custom Collections, campaigns provide retailers with a curated experience, leading to higher sales. “ 

-Tish Hoekstra, B2B Manager, Free Fly 

To learn more about how your brand can curate your sales presentations and B2B ecommerce with Collections and Campaigns, reach out to our sales team.  

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