Oriental Trading Company Case Study

INTEGRATED for SUCCESS: ORIENTAL TRADING Co. ORIENTAL TRADING Co. PARTNERED WITH PUNCHOUT2GO TO RETAIN KEY CLIENTS, ACCELERATE SALES CYCLES, AND GROW EXISTING ACCOUNTS

CLIENT: Oriental Trading Co. INDUSTRY: Crafts, Education Supplies, and Party Decor CHALLENGE: Retaining clients due to changing eCommerce trends PunchOut2Go SOLUTIONS: PunchOut Capability, Purchase Order and Invoice Automation

EXECUTIVE SUMMARY Oriental Trading Company, a worldwide leader in home crafts, party supplies, and educational materials for over 87 years, retains key customers and expands their B2B sales capabilities by utilizing PunchOut2Go’s cloud-based gateway to enable PunchOut Catalog funtionality and order-to-invoice automation. These integrations have helped Oriental Trading Co. achieve the following results: Double and even triple digit growth across integrated accounts with respect to volume of goods sold and total revenue Reduced man-hours spent verifying orders manually

In business for 87 years Over 40,000 products cataloged 2,000+ employees

Quick onboarding and implementation time for maximum client satisfaction and retention A reduction in billing errors as a result of the streamlined and automated processes

A Berkshire Hathaway company Distributes products worldwide

ORIENTAL TRADING COMPANY: LEADING THE WAY FOR FUN Oriental Trading Company has been a leader in the party supply and home crafts industry since its inception 87 years ago. In that time, Oriental Trading Co. has seen numerous trends come and go in the eCommerce space: from the early days of catalog and mail marketing, through the rise of the internet where they have had a large web presence for multiple decades. In 2012 the company was acquired by Berkshire Hathaway, and has spent the last several years further modernizing their business practices to grow with the ever-changing world of eCommerce. They sell over 40,000 products in countries across the globe and integrate with other businesses in a wide variety of jurisdictions.

... We wanted to support how our clients buy along with what they buy...

Jerry Venner, Director of Sales and New Business Development

CHALLENGE Keeping Up With the Changing World of eCommerce Many B2B retailers are facing increased competition with regards to the technology they use.

Oriental Trading Company found themselves in this situation when several of their larger clients started requesting to purchase using PunchOut catalogs over the past several years.

SOLUTION

Multiple clients made PunchOut and automated purchase orders and invoicing a hard requirement in order to maintain the business partnership.

With over 40,000 SKUs in their inventory combined with highly seasonal buying patterns, a new technological platform was needed to help automate and streamline their B2B sales.

After researching the available PunchOut and B2B automated solutions available, Oriental Trading saw how this technology could be applied throughout their entire business to streamline orders, reduce input errors, and grow sales across all of their industry niches.

PunchOut2Go for Magento Integrations The end solution was to migrate the Oriental Trading Company website to the Magento eCommerce platform while simultaneously working with PunchOut2Go to integrate directly with buyers on a variety of procurement systems. This resulted in a busy transition period with “many cooks in the kitchen” between the Oriental Trading Co. team, PunchOut2Go’s integration specialists, SI developers and client stakeholders.

RESULTS

Despite the tall task, the Magento-specific technical expertise of the PunchOut2Go team kept the process moving along and resulted in a smooth final transition. It took less than 2 weeks after the new Magento store launched to have PunchOut catalogs enabled and fully functioning. PunchOut2Go was able to integrate the new eCommerce store with various procurement platforms including Coupa, Workday, Verian, Adaco, Infor Lawson, and Prodigo.

Jerry Venner Director of Sales and New Business Development

Double to Triple Digit Growth Across Business Sectors

Since implementing PunchOut2Go’s solutions in early 2018, Oriental Trading has generated some impressive results. Oriental Trading’s integrated accounts have seen double digit growth, with some experiencing triple digit growth in terms of both the number of items purchased and total revenue.

Furthermore, PunchOut2Go’s integrations have been critical to retaining several key clients. This is a common trend in the modern B2B eCommerce landscape; B2B buyers are demanding their suppliers use the latest technology to reduce

procurement costs, provide a better shopping experience, and eliminate manual data entry and the resulting errors.

The data gained from using PunchOut catalogs has also allowed Oriental Trading Company to be more proactive in how they sell to their customers. By leveraging the PunchOut2Go portal and their client purchasing data, they have been able to better anticipate seasonal needs and make proactive suggestions which not only increases sales - it also makes for happier clients.

“Knowing what we know now, would we do it again?

The answer is a resounding yes.”

Jerry Venner, Director of Sales and New Business Development

www.PunchOut2Go.com