Optimizing B2B Operations 
at Atkins & Co. Ltd’s

• Tailored Pricing for Every Customer
  Atkins understands that one size doesn’t fit all when it comes to pricing. They tailor their pricing structures to suit the needs of each customer, whether it’s volume-based discounts or personalized rates. Making sure this information is easily accessible on their web shop ensures transparency and strengthens customer relationships.
• Building Partnerships through Custom Agreements
  Negotiating specific terms and conditions with their clients is more than just a formality for Atkins. They see it as an opportunity to build strong, lasting partnerships. By making these agreements readily available online, Atkins fosters trust and transparency, making it easier for clients to do business with them.
• Keeping Orders on Track with Streamlined Workflows
  Managing order confirmations and approvals across different customer tiers can be challenging, but Atkins has streamlined their workflows to ensure smooth operations. This not only speeds up the process but also enhances customer satisfaction by minimizing delays and ensuring orders are fulfilled promptly.
• Logistics Mastery with Multiple Warehouses
  Operating from multiple warehouse locations requires precise coordination, especially when it comes to meeting diverse shipping preferences and complex delivery schedules. Atkins’ focus on optimizing logistics ensures they maintain high service standards and deliver on their promises consistently.
• Simplifying Choices with Clear Product Information
  Selling spare parts for machinery introduces complexity, as Atkins strives to design a catalog that is easy to navigate and helps customers quickly find the right products. With a wide range of agricultural and grass machinery, they provide clear, detailed information about each product’s specifications and options, empowering customers to make informed decisions with confidence.

On our old system we were using Magento, and it was very cumbersome to go through because it wasn’t linked to our ERP. We had to constantly update the prices manually, and it was very time-consuming.

Tom Whelton, Parts Manager at Atkins

• Streamlined Order Processing and Reduced Returns
  With the transition to SCC, Atkins reports a remarkable decrease in return orders, now averaging only 1 return per 250 orders. This is a testament to the accuracy and satisfaction among their B2B customers, who are generally well-informed about the parts they need. The easy-to-use online return form has further simplified the process for the few returns they do receive.
• Increased Web Store Adoption and Order Value
  The adoption of the webstore has been a key success. Approximately 62-63% of B2B orders are now placed online, and customers tend to place higher-value orders online compared to phone orders. The average order value for online purchases is approximately €155, with customers ordering more frequently and exploring a wider range of products.
• Operational Efficiency and Time Savings
  Transitioning from 9.3.5 to SCC has significantly streamlined product and inventory management at Atkins. Previously, while managing products across multiple systems was possible, it was clunkier. Now, changes in inventory or product details are seamlessly reflected in the webstore, saving the team countless hours each week. Moreover, SCC’s enhanced page-building capabilities enable users like Tom & Milena to efficiently create and publish full pages—including product lists, product pages, and content pages—in just 4 minutes using the intuitive Sana Commerce Cloud Visual Designer. This improvement underscores SCC’s role in boosting efficiency and facilitating agile content management at Atkins.
• Enhanced Inventory Management
  The inventory management process is now fully automated and integrated with NAV, allowing for efficient stock monitoring and order processing. Custom back-order systems and automated purchase orders have streamlined operations, ensuring that stock levels are accurately maintained, and orders are fulfilled promptly. Customers can easily see their backorders in the system, reducing miscommunications and improving satisfaction.
• Improved Customer Engagement and Sales
  Atkins has also leveraged monthly promotional offers to boost sales. These promotions are highlighted through banners on the webstore and printed flyers included in shipments, encouraging customers to explore and purchase additional items. This strategy has proven effective in driving sales and increasing customer engagement.
• Faster and More Efficient Checkout
  The checkout process has been optimized, with load times for checkout steps significantly reduced. This enhancement ensures a smoother and more efficient purchasing experience for customers, aligning with Atkins’ commitment to providing excellent service.

Customers appreciate the ease of use and the quick ordering process for both parts and products. Once they start using it, they find it convenient and efficient, and they end up using it more and more.

Tom Whelton, Parts Manager at Atkins

Atkins has extensively utilized the web-only offers and online promotional management feature of Sana Commerce Cloud. This feature has been crucial in driving customer engagement and increasing the adoption rate of the web store. By providing exclusive promotions and discounts available only through their online platform, Atkins has successfully incentivized customers to place orders online, resulting in higher average order values and reduced phone orders.