"We’re having a very efficient time with the buyer. We can get them pricing on the spot, and we can get an order in at the show. It’s a tremendous increase in efficiency."

"We can let the customers shop as we’re sitting with them. It shows how we custom-cut products."

"I want my sales reps to be perceived as professional trusted advisors that are there for each and every opportunity to assist in growing their accounts business."

"We were shocked when we didn’t see people waiting around in the booth to place orders but it turned out to be because we really were working faster. We pulled up the daily sales reports, and found out that we’d had our biggest show ever."

"We try to do what we can to honor our relationships with retailers by not selling to a store right down the street. If someone’s supporting us, we want to support them. Now we just ask any potential customer for their zip code, enter it into our iPads, and immediately …

"We put every single order through Handshake, and that order goes straight into Xero––and out to the warehouse for shipping. No one has to waste time keying in the order."

"We have an internal philosophy that we’re not going to be the sales reps of old. The business has changed so much that you can’t just be a catalog and price sheet guy anymore. That world no longer exists."

“They see that I have an iPad out, and I’m taking photos of sections of the store. I can see if any inventory is low and help them place quick filling orders. All I have to do is email the order from the app.”

"Some people just prefer to order this way. They don’t have to dig through their email to find a past order. B2B eCommerce is way more effective than anything else."

"After joining Cooper-Booth, my vision for ordering was to be more order process agnostic. I would love to say, we just want your orders. If you want to use the web, that’s OK. If you want to have a sales rep write your order, that’s OK. If you want to …

"Our vision for the customer experience is to have the most hands-free, easy-to-operate order system, because the task of ordering is difficult when it’s repetitive. We want the customer to say, ‘I ordered efficiently. I received a great confirmation. Everything was in stock, and it arrived on time. It was …

"In order to take advantage of these growing expectations we were seeing in B2B, we needed to provide a reliable, user-friendly tool that would allow us to promote more self-service buying."

"We had a particular customer who was ordering more from a competitor even though our pricing was significantly better. Since we switched to Handshake, though, our ordering experience is so much better that they’ve given us the majority of their business."

"Our independent retailers are passionate about providing the highest quality products to their customers’ pets. They are experts on pet nutrition and pet health and really passionate about what they do, but not always as focused on efficiency and streamlining process."

"I started this business from home with a bunch of shipping containers. It’s growing nicely, but, you know, you don’t start off at the top. [Handshake] definitely elevates my status as a serious wholesaler."