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B2B2C eCommerce Case Study: Volvo Construction Equipment

Volvo Construction Equipment teamed with the Click Commerce/Accenture alliance to develop a business-to-business-to-consumer website.

Volvo Construction Equipment (Volvo CE) is a leading manufacturer of construction equipment and has a broad base of dealerships that sell, maintain and rent more than 100 equipment models. Volvo CE wanted to create a website that would provide robust functionality for both dealerships and end-users, with tools necessary to handle leads, pricing and configuration of products, product specifications, as well as generate demand for the product line.

Volvo CE enlisted the Click Commerce/Accenture alliance team to help them "connect" with their base of dealerships and customers by developing this business-to-business-to-consumer site. Click Commerce provides robust Internet-based, business-to-business Enterprise Channel Management software that complements Accenture's uCommerce capabilities. The initial site designed was a pilot that will, in the future, enable Volvo CE's dealers to better support their customer base, market directly to customers and increase brand awareness.

According to Bryan Smith, senior advisor of eCommerce for Volvo CE, "The Click Commerce, Accenture, Volvo CE combination was essential for the strategy and implementation of the pilot website and will—undoubtedly—be critical for launching the permanent site and future dealer capabilities."