Salon Service Group

About the client

Founded in 1987 by Gina Bardo, Salon Service Group is a privately owned distributor of professional wholesale salon beauty products. The company serves cosmetologists with products across color, smoothing treatments, hair extensions, hair care, and face and body care. Its website supports online shopping, education, consultation services, and professional growth for salon partners.

Challenge

Salon Service Group wanted to expand its customer base, improve self-service, increase order sizes, and raise customer satisfaction. The company needed a cost-effective digital commerce transformation on an aggressive timeline. It also needed to support complex wholesale commerce needs, including customer-specific pricing, product eligibility, store fulfillment, taxation rules, and integrations across stores, warehouse operations, and legacy systems.

Solution

XCentium partnered with Salon Service Group to implement Salesforce Experience Cloud, Salesforce B2B Commerce, Salesforce Marketing Cloud, Salesforce Data Cloud, and MuleSoft. Together, these platforms supported a new e-commerce website for professional salon customers.

The solution included custom order management capabilities for Buy Online, Pick Up In-Store, store fulfillment, and the full order-to-invoice lifecycle. It also supported advanced product eligibility and discount rules, including customer-specific entitlements, tiered pricing, coupon logic, and controls that restrict combining negotiated pricing with promotional offers.

XCentium also helped deliver a mobile e-commerce app for iOS and Android. Customers can shop the full catalog, use Face ID login, access app-exclusive offers, and receive shipping notifications for orders placed online or in the app. The team also added one-time password login through verified email or text, group ordering for multiple stylists within one salon, and specialized tax handling for retail and backbar products.

The commerce experience was supported by more than 30 integrations with third-party and legacy systems. These integrations enabled hourly inventory sync across 67 store locations and the warehouse, hourly account and pricing sync, daily product and base price updates, payment processing, tax calculations, delivery solutions, and BOPIS.

XCentium also helped Salon Service Group use Salesforce Einstein product recommendations. Customer activity from the experience site and marketing messages was combined with purchasing data from all channels through an integration with Salon Service Group’s enterprise resource planning system. Salesforce Einstein used that data to support product and content suggestions in Salesforce Marketing Cloud campaigns.

Outcomes

In the first month after launch, Salon Service Group generated more than half a million dollars in new business sales through the mobile app. The sales team also gained a self-service tool to put directly in customers’ hands.

Customers can now place orders themselves, which shifts order entry away from the sales team. This gives sales representatives more time to plan, strategize, and focus on business development with their customers.