Client: Marat Group
Case study
B2B/B2C sales automation for manufacturers
and distributor of industrial goods:
How did the Marat Group gain a market advantage thanks to the digital transformation of the organization?
Range
Sellin implementation, eCommerce consulting, pre-implementation analysis, Magento integration with ERP, PIM integration with Magento, data modeling, back-end development, integration with Comarch XL.
The Marat Group – a manufacturer and distributor of bearings, power transmission systems, and industrial chemicals – was using a pre-built system that required manual management of complex B2B processes. To eliminate this problem, we implemented solutions (including Sellina , the Price Application, and ERP integration ) that facilitate the management of individual pricing policies and automate order logistics.
As a result, the company gained the e-marat.pl platform, which seamlessly connects trade with production, relieves salespeople and allows for rapid sales in various languages and currencies.
Project goals
How to shorten the purchasing process and integrate Comarch XL with modern eCommerce?
The main task was to create the e-marat.pl platform , which would combine B2B and B2C sales, implementing four key pillars:
Advanced integration with ERP Comarch XL
Including a full exchange of documents and commercial terms.
Building a proprietary pricing management system
Cen Application – a key link in the entire implementation.
Integration with Ergonode PIM
Ensuring consistency of product data.
Customer migration
From the current system.
Pre-implementation analysis and additional integration analysis in BPMN notation
How did we avoid blowing our budget?
Pre-implementation analysis and the preparation of an additional ERP integration analysis, along with process flowcharts in BPMN notation, enabled us to make important business decisions. Process visualization allowed us to critically assess the planned scope of integration.
As a result, together with the client, we decided to eliminate a process branch with lower business significance and high implementation costs (e.g., automatic order cancellation processing). This approach allowed us to focus the budget on key features and deliver the MVP without unnecessary technological risk.
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Price App
Price App: How to manage thousands of discounts for B2B customers in real time?
Instead of using standard modules, which are inefficient when processing large amounts of data, we implemented a dedicated pricing management application. It allows for precise sales control through:
Advanced pricing and discount definition
Tailored to the individual trading conditions of each B2B client, with a central place to view these conditions for the entire team.
Central place to view trading conditions
The system offers a complete customer record, serving as the single source of truth for business relationships. Employees can view all terms and conditions assigned to a given customer in one place, eliminating the need to verify data across multiple systems.
Advanced permissions system
The application allows for precise pricing access restrictions. It is also possible to assign editing or viewing permissions to individual fields in the system, ensuring complete control over the company's commercial data.
Integration with Comarch XL
How to ensure smooth data exchange between ERP and B2B store?
To ensure the system operates efficiently, we utilize advanced integration with the ERP system. This allows for:
Automatic exchange of orders and documents.
Synchronization of inventory levels and data from external suppliers integrated with ERP.
Customer database synchronization, ensuring consistency of address and contact data.
Logistics data exchange, i.e. sending key information about shipments, dimensions and delivery status, which allows for precise order tracking.
The implementation required a precise division of roles between Cognize and the external ERP system maintainer. We were fully responsible for the integration architecture on the Magento side and for implementing the intermediary database , which serves as a buffer to protect system performance.
We also prepared the technical assumptions and managed the collaboration with the third-party company that implemented the integration on Comarch XL's behalf. This allows all sales systems to seamlessly exchange data without burdening the ERP engine.
Are you looking for a partner who can handle the complex integration of a B2B (+ B2C) eCommerce system with ERP?
Dedicated solutions
What functionalities does Sellina support Marat's business?
As part of the implementation, we implemented a number of tools to optimize customer service.
Organization management
Possibility to manage multiple users within one company account.
Logistics and transportation
Handling of transport complaints, individual transport to selected regions and a calendar with the option to select a delivery date.
Set support
The ability to sell completed products, which is crucial in the technical industry.
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Business results
Why is a system combining B2B and B2C sales a future-proof solution for technical equipment distributors?
Thanks to the implementation, the Marat Group gained:
Full control over margin
The pricing application eliminates human errors in pricing.
Marketing performance
Possibility to create advanced product landing pages (such as the SKF TLGB 21 battery-powered lubricator ) that position the company as an expert.
Security (no Vendor-Lock)
The client received complete freedom in developing the system thanks to the use of popular technologies – Magento and Next.js.
For the Marat Group, this is a completely new sales channel and the opening of e-marat.pl has allowed the acquisition of a new group of customers, whose service is now fully automated, without the involvement of traditional sales resources.
Strategic Partnership and B2B eCommerce Consulting
Why is simply implementing technology not enough today?
Implementing a B2B and B2C eCommerce system is only half the battle—the organization must also be able to utilize it. Therefore, our role in the Marat Group project extended far beyond development. As B2B eCommerce advisors, we took responsibility for key implementation-related processes.
01
Customer onboarding strategy
We have developed a specific plan and operational guidelines for seamlessly transitioning existing B2B customers to the digital channel, ensuring smooth adoption of the new system.
02
Sales department education
We developed an internal communications plan. We wanted salespeople to immediately understand that the new platform is a tool that relieves them of repetitive tasks, not another system designed to complicate their daily work.
03
Building a team on the client side
We developed a map of competencies necessary for effective platform management on the Marat Group side and prepared recruitment guidelines that helped fill the missing skills.
04
Risk Sharing (Success Fee)
We're confident in the technology we deliver, which is why a portion of our compensation is directly linked to the platform's sales results. This is the ultimate proof that we take full responsibility for delivering business results.
Development prospects
How has Sellina's architecture prepared the Marat Group for further growth?
The chosen architecture provides the flexibility necessary to efficiently scale the platform – both in terms of product range and subsequent stages of business development.
Thanks to integration with Ergonode's PIM, managing product data for thousands of specific technical products has been minimized. Adding new language versions or expanding the catalog is a matter of days, not months. The system provides a ready-made foundation that allows for rapid response to new market opportunities.
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