Case Study: B&H Photo Video achieves 300% sales growth and a 75% faster sales cycle with SAP Ariba

How Can an Intelligent Business Network Help an Independent Retailer Boost Growth

B&H Photo Video, a 40‑year‑old independent retailer in New York with a superstore that draws over 5,000 daily visitors and a website with 12 million monthly visits, sells more than 750,000 products across 5,500 brands. Despite a loyal customer base of pros and hobbyists, the company’s lead‑generation efforts were resource‑intensive and failed to deliver enough qualified buyers, so B&H sought growth by connecting to an intelligent business network.

By adopting SAP Ariba solutions (Ariba Network, SAP Ariba Discovery, and Spot Buy Catalog), B&H improved buyer collaboration, reached new customers and boosted cross‑selling: sales grew 300% in three years and the company gained 8,000 orders from new customers. The platform also cut online sales cycle time by 75%, reduced payment cycles by 20–30 days, increased buyer response rates by 15% (responding to qualified leads within 15 minutes), and enabled a 750,000‑item catalog update in 20 minutes.

B&H Photo

Barry Eisenberg

Business Development Contracts & e-Procurement