Study Case
Arnott's — B2B HORECA Distribution
Building Arnott's B2B distribution channel across HORECA operators, hotels, and corporate buyers in major Indonesian cities.
About the Brand
Arnott’s is a global biscuit and snack brand, known for products like Tim Tam and Shapes, with a growing presence in Southeast Asia.
Challenge
Arnott’s needed to enter the B2B channel in Indonesia, reaching HORECA operators and corporate buyers while maintaining brand premium positioning.
Our Approach
RBiz developed a dedicated B2B sales team, built a HORECA buyer database, and created streamlined ordering and delivery processes specifically for business customers.
The Result
Arnott’s B2B revenue grew by 150% within 18 months, with active HORECA buyers in 6 major cities and a sustainable order frequency.
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