Modernizing B2B Commerce for a Global Battery Leader: Achieved 30% Lower Sales Costs and USD 400M Online Revenue

Market trends in battery and consumer goods distribution

The global battery and portable power market is experiencing steady growth amid intensifying competition and shifting consumer expectations. Manufacturers are navigating currency fluctuations, tariff pressures, and cautious demand while responding to industry trends such as the push for longer-lasting, sustainable products and the rapid adoption of digital sales channels.

Consolidation through acquisitions and strategic sourcing reshapes the market landscape, with leaders investing in digital transformation to enhance operational resilience and customer engagement. The move toward seamless online ordering, personalized pricing, and integrated brand experiences has become essential for driving profitable growth and maintaining competitive advantage.

Business Challenges

• Manual, fragmented sales processes: Reliance on electronic data interchange (EDI), phone, fax, and brokers for B2B orders led to delays, high error rates, and increased regional operational costs.
• Limited digital customer experience: The absence of a unified online platform prevented customers from self-serving, accessing real-time inventory, or customizing orders, resulting in lost sales opportunities and lower satisfaction.
• Challenges integrating new brands post-acquisition: Onboarding acquired brands and their product catalogs was slow and complex, restricting the company’s ability to capitalize on new market opportunities quickly.
• Inconsistent pricing and contract management: Managing customer-specific pricing, promotions, and contracts across diverse geographies created inefficiencies and risked revenue leakage.

LTM’s Solution

LTM partnered with the client to deliver a modern B2B commerce platform, accelerating digital transformation and operational efficiency across regions.

• Deployed SAP Commerce for unified digital sales

Implemented a scalable e-commerce platform that consolidated B2B sales channels, enabling customers to self-serve, track orders in real time, and access personalized pricing and promotions.

• Enabled rapid onboarding of acquired brands

Leveraged a Product Fitment Framework to simplify integration of new brands and product catalogs, allowing the company to capitalize on acquisitions and expand its portfolio online quickly.

• Streamlined pricing and contract management

Automated customer-specific pricing, contracts, and promotion workflows, reducing manual effort and minimizing revenue leakage across diverse markets.

• Optimized for global reach and major clients

Designed the solution to support multi-country operations and high-volume transactions with large enterprise customers, including direct integration for strategic retail partners and OEMs.

Business Benefits

• Achieved USD 400M in online B2B revenue

The new platform rapidly accelerated digital sales, with nearly half of total B2B revenue now processed online.

• Reduced direct sales costs by 30%

Automation and self-service features lowered operational overhead and improved profitability across sales channels.

• Increased average order value and upsell

Personalized recommendations and promotions led to a 15% rise in basket size and a 20% increase in cross-sell and upsell sales.

• Cut new brand onboarding effort by 35%

Streamlined digital integration enabled faster go-to-market for acquisitions and expanded product offerings.

• Enhanced customer experience and loyalty

Real-time order tracking, contract-specific pricing, and a unified interface improved satisfaction for enterprise customers and retail partners.