VTEX Streamlines B2B Buyer and Seller Collaboration
How Stanley Black & Decker tailored the buyer journey and increased seller productivity.
A global leader in engineered fastening, the company ranks first in the tools and storage segment and second in security services.
Stanley Black & Decker consistently invests in innovation and digital excellence across all their business units, which is why they selected VTEX as the perfect partner for their commerce transformation journey.
Results
1
Improved Sales Performance
With customer insight, the ability
to place orders on behalf of customers and a dashboard for each sales representative.
2
Enhanced Business Control
By efficiently managing promotions, Stanley Black & Decker has more control over bottom-line results.
3
Multi-Level Price Management
Enables the creation of unique prices for each customer.
4
Lower TCO
With a single platform for online self-service, field sales app and order management.
Going Digital

Thinking about the business in such a holistic way enabled them to go through their whole sales process and spot key points where they could use technology to streamline buying and selling processes. The company viewed this as an opportunity to go beyond selling tools: they’re delivering value in an ecosystem where their brand reputation and the bonds they create with their customers makes them unstoppable.
— Orlando Gadea Ros, Business Innovation Director at Stanley Black & Decker
Empowering Sales Reps

The answer they found is to use technology to assist both their customers and their sales team. While customers can get the latest information about Stanley Black & Decker products and services, and recommendations for which products are right for them, sales representatives can transition from order taking to become the trusted advisor that really helps clients be successful.
— Orlando Gadea Ros, Business Innovation Director at Stanley Black & Decker
Leveraging VTEX Commerce Cloud as a headless commerce platform, Stanley Black & Decker built a custom field sales application that gives each sales rep their own dashboard with customer insights. In regions with many customers, they now have visibility of customer behavior and preferences, order history, and additional insights that help them remain close and provide personalized service to each customer.
In the past, Stanley Black & Decker sales representatives spent a considerable amount of time placing, reviewing, and changing orders instead of supporting their existing clients or bringing new businesses to the company. To improve efficiency, VTEX Commerce Cloud enables the sales rep to submit bulk orders with dozens or even hundreds of line items and add them to the shopping cart on behalf of their customers in a single step.
With VTEX Commerce Cloud, 52% of Stanley Black & Decker’s orders are now made through the bulk order feature. Saving sales reps countless hours of line-by-line order entry and eliminating the potential for incorrect orders due to human error. Another notable feature is the ability for a sales rep to configure orders and submit them to the customer as a quote. Once the quote is approved by the customer, the sales rep can move ahead and place the order on the customer’s behalf.
Simplifying B2B Complexity

One of the project’s main deliverables was to have more control over their sales margins and the ability to adapt business rules as their priorities change. Stanley Black & Decker’s digital transformation roadmap includes implementing online B2B stores and field sales applications in all 50 countries where they operate, starting with emerging markets.
— Lorianna Egozcue, eCommerce Channel Marketing Manager at Stanley Black & Decker
Although 70% of sales are focused on a smaller mix of best-selling products, each client has its own negotiated set of benefits. Before placing the order, the sales rep can capture key information like Order Type, Operation Nature, Payment Conditions, Quotation Approval Number, and more.
Unlike B2C, most B2B purchases are not paid for with credit cards but instead with promissory notes to be fulfilled in the near future. These lines of credit are controlled by the seller with credit analysis and are made in many different ways, from paper invoices to complex EDI payment systems. With VTEX Commerce Cloud, Stanley Black & Decker can automatically check if a client has available credit before accepting the order.
Promotions Effectiveness

For Stanley Black & Decker, VTEX Commerce Cloud’s powerful promotion engine gives them a centralized system for managing promotions for all channels. It ensures consistency for customers and gives the business control over discounting and margins.
— Lorianna Egozcue, eCommerce Channel Marketing Manager at Stanley Black & Decker
The opportunities for upselling, cross-selling and delivering personalized promotions are endless and have had a huge impact on their sales.
Total Cost of Ownership

Energy consumption, technological overhead and human resource need to be considered. Businesses around the world struggle under the weight of platform management and maintenance.
— Orlando Gadea Ros, Business Innovation Director at Stanley Black & Decker
With VTEX Commerce Cloud, it is much cheaper and faster for Stanley Black & Decker to roll out B2B stores for different geographies. Essential integrations are already built and their business rules are preset. It is almost like pressing a start button.
Request a Consultation Today