How to Win the Business You Really Want
Case Study
Background
After months of interviews and rounds of presentations following a Request for Proposal from a nationally known food service organization, our distributor, a print broker, was awarded the business. However, it was a hard-fought win, and the heavy lifting was just starting.
The Challenge
From the beginning, the print broker team had consulted with their Stouse account rep to educate themselves on:
- The details and mechanics of the type of products the client needed.
- Newer products or innovations they could present that might not be on their radar.
- How they could convince the client that they were more than capable of meeting their high standards within the specified time frame.
Print Partners
Our account rep guided the broker through the process, provided many samples and coordinated across internal teams to ensure we could meet the client’s aggressive in-hands date. The broker went into meeting after meeting with the client presenting capabilities, answering detailed questions and showing samples of all relevant products.
Working closely with our account rep had paid off, and they were awarded the business from what became their largest client to date. However, due to the extensive sales process, deadlines were now looming for the project and the client had no intention of changing them. This was possibly the largest job they had ever done, and there were many steps to complete in a short amount of time.
Perfect Timing
The clock was ticking and the print broker still had to obtain artwork for every product, including roll labels, window clings, yard signs, drive-thru signage, and banners. We also had to run production samples of all items for the broker to ensure the client was happy with the quality. As with any business-changing project, if this project veered off course at any point, many people would be impacted.
We were keenly aware of this and were prepared for nearly any scenario. For example, we keep an inventory of raw materials on site. This is done for two reasons, to pass savings on to our distributors as a result of cost reductions obtained from volume buying discounts; and, most importantly, to cut down on the time needed to get orders produced. This ensured the samples were ready in record time.
The Solution
Once the client approved the samples, the products would need to be printed, kitted and on trucks shipping to multiple locations in less time than anyone would have preferred. Once again, Stouse got creative and came up with another time-saving idea.
Our rep developed a plan to print and ship to the furthest delivery areas first and then ship the nearest delivery areas last – that way everything would arrive on time. And it worked.
The Results
The client was so pleased with the results that they decided to do an unplanned supplemental rollout. The broker not only landed the largest project they had ever done, but they doubled the potential business because of the quality of the work and the on-time delivery.
Success Formula Recap:
The end result is a high-quality product, completed in the desired time-frame, and at the right price. Stouse exceeded expectations by providing print expertise and guidance every step of the way. You can count on Stouse!
1.
Consultation with a Stouse account rep from the beginning – we’re your partner and problem-solver.
2.
Take high-end product samples to your meetings and explain why they’re the best products for the job.
3.
Follow up with your Stouse account rep to help identify future opportunities.
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