Pikolinos, a beloved Spanish footwear brand, has perfected the art of crafting high-quality leather shoes by blending technology and incredible comfort. While the brand utilizes many sales channels, wholesale remains at their core. Elastic Suite was engaged to help manage, optimize and improve B2B wholesale operations as the brand quickly realized they had outgrown their homegrown solution, Pikolinos was looking to enhance their B2B customer experience by connecting and collaborating more effectively with their buyers. Their sales force required a solution that was easy to learn and accessible for everyone.
After exploring numerous B2B platforms, Pikolinos chose Elastic Suite for both its user-friendly design and outstanding customer service. Elastic’s intuitive interface made it easy for their team to fully adopt the platform. The support provided from the Elastic Suite account management team, from onboarding to training sessions and reoccurring check-ins, helped ensure a smooth transition and encouraged a continuous feedback loop, making the B2B partnership decision a very clear one.
The Elastic integrations team worked closely with Pikolino’s IT team to successfully integrate their ERP (SAP) and PIM systems in order to streamline internal processes, mitigate data-entry and human error, and to present the most up-to-date product information across sales channels. This integration provides powerful data insight for the brand and retailers, in addition to saved time and resources by eliminating manual efforts.
One of Elastic’s foundational features is the digital catalog tool. With a 0% paper policy, Pikolinos found Elastic’s solution to align perfectly with their corporate sustainability mission. With the tool, Pikolinos’ sales reps can create custom curated digital collections and catalogs to drive sales more effectively. They can tailor each asset to specific customers and regions, which allows them to effectively curate orders and avoid wasted production due to unfulfilled minimum order quantities (MOQ). The brand’s marketing and accounting teams have also benefited from Elastic, by consistently utilizing current marketing and branding assets.
“After partnering with Elastic, we have become more efficient. In our industry, avoiding small production runs is critical. With just a few clicks, we can adjust the catalog. With the Elastic platform, we are driving B2B sales in a better way,” says Micael Sanchez, Wholesale Director at Pikolinos.
Initially, some of Pikolinos’s retailers were hesitant to embrace a new (and modern) sales tool. However, the Elastic customer service team stepped in to teach and model how retailers could confidently utilize the platform’s tools and features. With consistent training and support, Pikolinos experienced steady growth in retailer adoption, resulting in year-over-year increase in order value and continuous improvement in key performance indicators month after month.
Pikolinos’s commitment to continuous improvement in their B2B wholesale operations. By partnering with Elastic, they continue to lead the way in their industry, providing buyers with a superior footwear product and an enhanced sales experience that will continue to evolve with them.
