Case · Commerce and B2B
Portobello uses B2B e-commerce as its strategy for the US market
Portobello America sells to approved resellers in the US through a closed B2B commerce site on Adobe Commerce, with catalogs and pricing by customer group and logistics for large volumes.
Closed B2B commerce on Adobe Commerce for US resellers, with catalog and pricing by customer group, high-volume logistics and quick ordering by SKU or spreadsheet.
- Client
- Portobello AmericaPortobello Grupo (PBG S.A.)
- Segment
- Industry and distributionCeramic tiles
- Challenge
- B2B commerce in the USA channel that complements the sales rep
- Adobe
- Adobe CommerceCloud (Adobe Commerce Cloud)
- Market
- United StatesApproved resellers
Results
A B2B channel that extends the sales team’s reach in the US.
- Closed catalogpricing and commercial terms only for approved resellers, after login.
- Shared Catalogsprice lists by customer group, with seasonality and regional pricing.
- Split shippingclosest distribution center identified for each item in the order.
- Quick Orderordering by SKU, item name or spreadsheet upload.
About the client
Portobello Grupo serves 75 countries, with two plants in Brazil, one in the United States, company-owned stores, franchises and distribution centers in both countries.
Challenge
Competing in a mature market with local business rules.
Expansion in the United States called for digital channels as the foundation of corporate sales, to gain market share against local and global players, with a B2B e-commerce that reflected the country’s business rules.
- Complementary toolSupport for the sales rep.
- High-volume logisticsCalculations suited to the market’s loads and deliveries.
- Browsing experienceDesigned for the reseller.
Solution
Closed B2B commerce, with logistics and purchasing designed for the reseller.
- 01
B2B implementation on Adobe Commerce
A closed B2B e-commerce on Adobe Commerce Cloud, integrated with Portobello’s internal catalog management system and built for the US B2B audience.
- 02
Restricted access and a closed catalog
Only approved resellers see pricing and terms after login. User management with permissions and multiple profiles per company, plus Shared Catalogs with price lists by customer group.
- 03
Logistics and order composition
Truck load capacity and fill status visible to the customer, pickup at the distribution center, sample purchases, split shipping, order splitting by inventory and custom freight rules.
- 04
High-volume purchasing
Quick Order by SKU, name or spreadsheet, automatic square meter calculation and checkout with invoiced boleto payment and automatic credit analysis.
Impacto
A B2B operation with the brand’s identity.
- Usability with the Portobello brandSimple navigation, with the technical information the market expects.
- Operational controlPricing and terms after login, with role-based permissions.
- Despacho eficienteShips from the nearest distribution center, with pickup or delivery.
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