B2B Wholesale and distribution companies turn to Commerce Vision for world class eCommerce solutions. Whether providing mobile rep applications, order automation, or functionally rich, integrated eCommerce sites, the Commerce Vision team draw on our 20 years of experience in the true B2B space. To learn more, visit us at https://www.commercevision.com.au/

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CONTENTS
1. OVERVIEW.......................................................................................................................................................................................................................................................................................................................3
2. STRATEGIC IMPERATIVES IN WHOLESALE DISTRIBUTION...........................................................................................................................................................................................................4
3. HOW COMMERCE VISION PROVIDES VALUE ........................................................................................................................................................................................................................................5
4. WHY DO WHOLESALERS CHOOSE COMMERCE VISION?...........................................................................................................................................................................................................10
5. NEXT STEPS.................................................................................................................................................................................................................................................................................................................. 12

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1. OVERVIEW
The global Distribution landscape is complex and seemingly in constant flux. Facing an increasing demand for locally sourced products, shorter
lead times, tighter margins, and more sophisticated digitisation, wholesalers and distributors are embarking on strategic projects in greater
numbers than ever before.
Where some businesses have begun their digital journey and already put technology solutions in place, others are now scrambling to catch up as
it becomes apparent that eCommerce is not just a channel for retail, but is also the new normal and expected across all industry sectors.
Commerce Vision is uniquely positioned to support wholesalers and distributors in achieving their strategic goals, due to our extensive experience
in the sector, as well as our unmatched B2B pedigree.
Did you know….
• Commerce Vision supports $2bn in transactions through our platform every year.
Did you know….
• Commerce Vision specialise in functionally rich, integrated eCommerce solutions designed especially for B2B.
Did you know….
• 70% of Commerce Vision customers are Wholesalers or Distributors.

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2. STRATEGIC IMPERATIVES IN WHOLESALE DISTRIBUTION
At Commerce Vision, we understand the value of partnership – it’s part of our culture to treat our customer’s business like our own. The following
are what our customers have told us are key business objectives and challenges for wholesale and distribution businesses today.
KEY BUSINESS OBJECTIVES
Objective Requirements
Drive Profitability  Reduce cost to serve
 Decrease order-to-cash cycle time
Protect Market Share  Deliver uncompromising service
 Personalise the customer experience
 Provide fast and accurate order fulfillment
Increase Operational Efficiency  Achieve end-to-end eCommerce system integration
 Automate manual processes where possible
KEY CHALLENGES
Pain Points Observations
Disintermediation  Manufacturers are increasingly going direct to consumer (D2C), bypassing the wholesale
distribution network.
 Wholesalers viewed as ‘middlemen’ who don’t always add value to the supply chain.
 As manufacturers increase prices to offset rising operational costs, retailers try to
negotiate lower prices for bulk orders to keep up with consumer demand / protect
margins. This places an obvious squeeze on wholesalers’ operating margins.

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Pain Points Observations
Rapid Digital Shift  B2B buyers are also B2C consumers, and digital natives are demanding more
sophisticated eCommerce capability from B2B suppliers at work.
 Content is king. Rich product information needs to be at the customer’s fingertips.
 Competitors have already implemented eCommerce to stay ahead of the curve.
Operational Inefficiency  Disconnected processes
 Order errors and inaccuracy
 Data silos
3. HOW COMMERCE VISION PROVIDES VALUE
Disintermediation & Digitisation
Technology has been the great enabler of disintermediation. Disruptive retailers today contact manufacturers directly, bypassing the
wholesaler and attempting to shorten the supply chain.
However, technology is also your solution to this problem.
As a wholesale distributor, you provide your customers value that a manufacture can’t or won’t – using your logistical expertise to save the
retailer time and money, as well as delivering service at a level above the manufacturer’s focus.
By providing a personalised eCommerce experience - including rich product information such as size guides, safety data sheets, and
descriptive images, across multiple manufacturers’ ranges - you offer a range of content that a single manufacturer is unable to.

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This, in addition to the ability for your customers to self-serve at any time in terms of invoice reprints, account payments, and reorder
templates, sets you apart.
As competition across marketplaces intensifies, DIFOT principles become increasingly important. As margins tighten and order accuracy
becomes paramount, your digital offering will allow you to display product availability (reducing backorders), offer differentiated shipping
options, and take orders 24/7.
Operational Efficiency
With so many moving parts in the Wholesale supply chain, inventory and data management can be complex. Silos are common and business
process can be disconnected.
Hence, an integrated eCommerce solution is critical. A truly integrated platform speaks to your ERP without you as the translator. Stock levels,
pricing, and CRM information flows seamlessly in both directions.
Automation is another boon to productivity and efficiency. For those orders that are emailed to you as PDF, Commerce Vision’s automated
sales order application – Lucy – diverts the manual, time-consuming task of order entry away from customer-facing staff, who can be
reallocated to engage in more value-adding work elsewhere. Lucy is the perfect solution where EDI may be too costly, and ensures order
processing occurs around the clock and without errors.

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Commerce Vision Point of View
Whilst every Wholesale Distribution business has its own unique objectives and challenges, there are some universal truths experienced by
the sector at large. With our strong ERP pedigree and comprehensive suite of solutions, Commerce Vision are uniquely positioned to partner
with B2B Wholesalers on their eCommerce journey.
Customer Self
Service eCom
Platform
Lucy Order
Automation
Mobile Sales
Commerce Vision
Solutions
Automation
eCommerce
Data Integration
Strategic
Initiatives
Rapid Consumer
Shift to Digital
Disintermediation
Disconnected
Systems
Data Silos
Challenges
Drive Profitability
Protect & Increase
Marketshare
Boost Operational
Efficiency
Business Objectives

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 Henry Schein Halas, Australian (and global) leader in dental supplies, have grown their digital channels year on year with online
revenue increasing by 800% since implementing Commerce Vision’s eCommerce platform over 10 years ago.
 Industrial pump and tool wholesaler White International leverage a combination of Commerce Vision applications across their
business. Our eCommerce, Mobile Sales and Lucy applications currently process 60% of White International’s total order value.
 Since turning to Commerce Vision’s eCommerce platform, BAT Industrial’s phone traffic has plummeted as customers order online
and self-serve for business interactions which used to require a phone call. Sales staff now spend more time engaging with
customers in value adding activities.
 Leading tool wholesaler Kincrome have augmented existing EDI and eCommerce channels with Commerce Vision’s Lucy order
automation application. Lucy handles over 20% of all Kincrome sales orders, taking over manual data entry work previously done by
Kincrome’s customer service team.
 Royal Foods - gourmet food supplier to the foodservice and independent retail sectors – used Lucy to relieve a key Customer Service
rep of 3 overtime hours every week. Lucy now processes weekend and late-night customer POs, enabling warehouse staff to pick,
pack and despatch orders as soon as their shift starts at 5am Monday morning.
With Lucy handling well over 50% of Royal's 30,000 monthly order lines, the Customer Service team also report spending far less
time managing errors and returns.
Proof Points

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Who turns to Commerce Vision
Customer Self Service is the leading eCommerce application in Australia for medium and large businesses in the distribution sector. We are a
particularly valued and trusted partner to leading companies across industries such as office supplies, audio visual, personal protective equipment,
food and hospitality, and industrial equipment.
The following brand logos highlight just some of these partnerships.

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4. WHY DO WHOLESALERS and DISTRIBUTORS CHOOSE COMMERCE VISION?
Companies trust us as their eCommerce partner because of our:
Platform
Functionally rich and extremely flexible. In most cases our customers do not need to undertake expensive customisation as our solution can be
configured to support your business and its processes. Since 2001, we’ve been incorporating our customers’ requirements into the standard
platform - meaning you can take advantage of nearly 20 years of our (and our customers’) research and development.
People
Our team of 40+ is fully focussed on eCommerce and effectively supporting your business. We combine the latest technical skills with experience,
business acumen and a deep understanding of manufacturing, distribution and retail environments. In particular the whole supply chain - from
demand through to fulfilment and self-service of customers.
Results
Companies turn to Commerce Vision because our platform and our people yield results. Our high level of customer satisfaction and retention is
testament to that. Many of our customers have been with us for 15 years or more. We work closely with them to understand their business and
help them deliver exceptional outcomes in eCommerce, for both themselves and their customers. We invite you to speak with our customers to
find out what it’s like to work with us.

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What Our Customers Say
“The Commerce Vision platform has allowed us to transact with our customers in a manner that sets us apart. None of our
competitors can offer or do what we can do. Quite simply, Commerce Vision make us look good.”
Sean Toms - CIO, Henry Schein Halas
“I’ve never been as excited about the business as I am now. Commerce Vision has taken 40 years’ worth of our hard work, and
put it out in front of the world.”
Scott Hudson - Managing Director, BAT Industrial
“We’d be lost without your eCommerce site. We’re a wholesaler but our B2C sales are now starting to outgrow our B2B...”
Wroxton Inness – Managing Director, Saddlery Trading Company

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5. NEXT STEPS
Get in touch!
We’d love to learn more about your business’s digital maturity and journey to date. Let’s discuss the specific challenges your organisation is
facing.
Choose the method that suits you best:
 Email our Business Development Manager, Wade McIntyre – wade.mcintyre@commercevision.com.au
 Book a time for a discovery phone call - https://www.commercevision.com.au/meetings/wade-mcintyre
 Phone Wade on 0411 729 022