Dillon_Supply_Case_Study

1. ORDER AUTOMATION & ONE-STEP PROCUREMENT CLIENT: Dillon Supply EXECUTIVE SUMMARY INDUSTRY: Wholesale Dillon Supply is a distributor of Industrial, Safety and Steel products, catering to several verticals including Manufacturing, Construction, Metal Fabrication, Utilities, Healthcare, and more. Looking to provide a better purchasing experience, Dillon Supply contracted customer experience agency Verndale to redesign the experience it offered to B2B buyers, including for sales via eProcurement. CHALLENGE: Create a streamlined purchasing experience for Dillon Supply customers. PunchOut2Go SOLUTIONS: PunchOut2Go for InsiteCommerce, Sales order automation Verndale wanted to create an integrated eProcurement sales process for Dillon Supply that included the ability to offer PunchOut catalogs and purchase order automation for buyers. Verndale and Dillon Supply chose PunchOut2Go as the only company capable of connecting Dillon Supply’s InsiteCommerce store with buyers using a vast range of eProcurement, spend management, and enterprise resource planning (ERP) platforms. The PunchOut2Go iPaaS and support from PunchOut2Go’s integration specialists empowered Dillon Supply to: Founded in 1914 26 Locations in the US 260 Employees $100M in Annual Revenue www.DillonSupply.com Enable any buyer with PunchOut catalogs, purchase order automation, and electronic invoicing. Build a streamlined, user-friendly, and efficient eProcurement sales process. Win new business and retain existing buyers with a superior eCommerce experience. www.PunchOut2Go.com

2. VERNDALE & DILLON SUPPLY Founded in 1914, Dillon Supply sells a large selection of metal products, safety and personal protective equipment (P.P.E.), metalworking and construction tools, manufacturing supplies, and related equipment and services. Dillon Supply is based in Raleigh, North Carolina, and serves diverse customers and industries through its digital channels, which include eCommerce, Electronic Document Interchange (E.D.I.), and mobile. The company’s eCommerce store is built on InsiteCommerce backed by the Epicor Prophet 21 ERP and integrated with other platforms for channel sales, marketing, and logistics. Verndale is a customer experience agency focused on B2B business growth strategy, customer experience design, and technology enablement. Verndale offers services from technology and infrastructure implementation to customer journey mapping to data science and beyond. The company designs and implements enhanced digital customer experiences for Dillon Supply to build closer and longer-lasting relationships with new and existing customers.

3. One-Size-Fits-All Is Not an Option CHALLENGE Dillon Supply’s digital sales channels include both an InsiteCommerce-based eCommerce store and legacy E.D.I. connections to customer platforms. The company’s E.D.I.-based channel posed numerous challenges: Integrating new customers was time-consuming and expensive. Catalog management and the buying experience were inferior to the company’s eCommerce store. E.D.I. does not provide the flexibility, personalization, and user-experience that modern buyers expect. Recognizing the growing value of selling via eProcurement, Dillon Supply and Verndale intended to leverage the existing InsiteCommerce store to provide a streamlined buyer journey with PunchOut catalogs and purchase order automation. The goal was a “one-step” purchasing process with automated data transfer between Dillon Supply and buyer eProcurement platforms, eliminating duplicate order entry and manual data entry. Both Dillon Supply and Verndale wanted a solution with hands-on support. They sought an integration provider that understands B2B eCommerce and the technical and customer enablement issues facing B2B suppliers with buyers of varying expectations, technical proficiency, and operating models. “Our technology stack had evolved over many years, and we were looking for a solution that would offer a modern, integrated buyer experience built on our existing eCommerce store, but without the cost and time investment of custom integrations for each buyer.” Arnaud Le Chatelier, Director Sales & Marketing, Dillon Supply The solution had to be adaptable enough to support the different needs of Dillon Supply’s buyers while providing a frictionless path to enable buyers using any of 160+ different eProcurement, spend management, and enterprise resource planning platforms.

4. Scalable Low-Cost eProcurement Integration SOLUTION Dillon Supply selected PunchOut2Go as the only B2B integration and automation platform that could fulfill their requirements. PunchOut2Go provides a managed cloud Integration Platform as a Service (iPaaS) with connectors for many including InsiteCommerce, eProcurement platforms. The iPaaS translates data as it moves between seller eCommerce stores and buyer eProcurement platforms, enabling transparent communication of data for PunchOut catalogs, requisition and purchase orders, electronic notifications, and more. “We knew that we were in safe hands with PunchOut2Go. Their technology and support are second to none. Dillon Supply distributes supplies to hundreds of businesses with very different requirements, and no other company has the breadth of eProcurement platform support.” Arnaud Le Chatelier, Director Sales & Marketing, Dillon Supply eCommerce stores, many and invoices, shipping The team at PunchOut2Go and Verndale worked with Dillon Supply to connect their InsiteCommerce store to the PunchOut2Go iPaaS. Once connected to PunchOut2Go, Dillon Supply could enable buyers to use any eProcurement platform with PunchOut catalogs and purchase order automation. PunchOut2Go allowed Dillon Supply to achieve their goal of “one-step” procurement. Buyers can access Dillon Supply’s eCommerce Previously, Dillon Supply customers were store from within their eProcurement platform. forced to enter orders into their eProcurement PunchOut2Go automatically transfers order platforms manually. PunchOut2Go eliminates data from Dillon Supply to the buyer’s this manual dual-entry. Buyers leverage the full platform. Once the purchasing organization functionality of InsiteCommerce and their approves the requisition order, order data is eProcurement platform with real-time data communicated back to Dillon Supply via transfer between buyer and seller. PunchOut2Go.

5. RESULTS PunchOut Catalogs and Order Automation for Any eProcurement Platform With PunchOut2Go, Dillon Supply can provide a simplified and enhanced purchasing experience to buyers: Dillon Supply can enable any buyer with PunchOut catalogs and purchase order automation with average lead times of less than four weeks. Via their InsiteCommerce store, Dillon Supply retains complete control of the customer experience for the eProcurement channel. Dillon Supply can transition away from its legacy EDI system with minimal disruption to buyer relationships. The ability to offer superior eProcurement integration and streamlined purchasing gives Dillon Supply a competitive marketing advantage. Many current and potential buyers recognize the benefits of eProcurement-based purchasing. Dillon Supply can offer fast and inexpensive “We plan to market our new PunchOut capabilities proactively. It’s a key differentiator for our business and brings significant cost savings and efficiency gains. But many of our customers aren’t aware of quite how straightforward and inexpensive it is to connect their eProcurement platform with our store.” – Arnaud Le Chatelier, Director Sales & Marketing, Dillon Supply integration and automation to buyers using SAP Ariba, Coupa, Jaggaer, Oracle, and many other eProcurement platforms. Because purchase orders and other B2B documents are synced with their eCommerce store, the documents can be easily communicated to the company’s Epicor P21 ERP platform via Insite’s P21 Connector, integrating end-to-end order management, stock management, and fulfillment.

6. WIN/WIN : Benefits of Integration with PunchOut2Go For Customers: For Dillon Supply: Increased sales reach Enhanced shopping experience Streamlined ordering and approval Real-time product and pricing availability with personalized catalogs Reduced cycle times Lower procurement costs Faster payment turnaround due to expedited invoicing Increased order accuracy Increased customer retention and satisfaction Additionally, PunchOut2Go provides comprehensive metrics and analytics for Dillon Supply’s eProcurement sales channel via the PunchOut2Go Portal. Because all procurement data flows through PunchOut2Go, Dillon Supply can use the Portal to monitor customer buying patterns and behavior. Sales teams can use the data to ensure that customers are using the integration to its full potential, providing targeted guidance and support. In partnership with Verndale and PunchOut2Go, Dillon Supply has achieved scalable buyer integrations and offers a superior procurement experience for their customers. With PunchOut2Go, Dillon Supply reduces procurement costs, increases buyer retention, and builds robust and durable B2B relationships. For more information, visit www.PunchOut2Go.com