Case Study: Childsmart wins back inactive customers and boosts online orders with Handshake Corporation (Handshake Direct)

Childsmart Increases Average Order Size with Handshake

Childsmart, a decade-old manufacturer and distributor of children’s products to nearly a thousand retailers across Australia and New Zealand, struggled to regularly reach many stores due to geographic limits—even after arming reps with Handshake’s mobile order app, which boosted average order value by 20%. Retailers were asking for a self-serve option, and several accounts had become dormant because reps couldn’t visit frequently.

Childsmart launched Handshake Direct, a 24/7 B2B eCommerce portal (with a 10% launch discount), to present the full catalog and drive promotions. Within two months 75% of customers were ordering online, 33% of those online accounts had been previously inactive, and many online orders exceeded rep-placed orders—reviving lost relationships and turning the portal into a core sales and marketing channel.

Childsmart

Mary Licandro

Inventory Manager