A Process-Driven Solution That Yielded a Unique Business Relationship
Summary
Company Overview
Corporate Express Document & Print Management (CEDPM) is a leading provider of document and print management, and forms, labels and direct mail solutions.
Eight manufacturing plants and more than 50 sales offices.
Recipient of a 2006 Supplier of Excellence Award from Hospira.
Challenges
CEDPM wanted to create a process to simplify print sourcing and procurement.
At the same time, the company was searching for a software provider to help “drive the solution.”
It needed a solution that would be easy for both buyers and suppliers to use.
Solutions
CEDPM immediately liked the flexible functionality of the Cross-Wind solution.
Whether users are Internet-savvy or inexperienced, Cross-Wind was quick and easy to learn.
CEDPM was able to modify the product templates to suit its own business requirements.
Results
CEDPM and Cross-Wind have a mutually beneficial relationship where CEDPM has input on future enhancements.
By using Cross-Wind, CEDPM increased their volume of outsourced product by 25%. They reduced their supply base, while increasing the volume to strategic suppliers. They also decreased the response time of their suppliers.
Both companies are working on the next phase – testing the client role and processing orders online.
Corporate Express Document & Print Management Case Study
Vertical:
Document and print management
Software Application:
Cross-Wind Ò Solution
Client Overview:
Corporate Express Document & Print Management (http://www.cexp.com/document_print.html)
Corporate Express Document & Print Management (CEDPM) is a leading provider of document and print management, and business forms, labels, direct mail, and fulfillment solutions. With eight manufacturing plants and more than 50 sales offices, CEDPM will manage a company’s supply chain, consolidate print production, coordinate distribution, and centralize inventory reporting and accounting.
Target Market
A subsidiary of Corporate Express N.V. (NYSE: CXP), Corporate Express US, Inc., is one of the world’s largest business suppliers in the office products industry. It is currently the only B2B office products company with a true one-company global capacity. Corporate Express US services approximately 90 percent of the Fortune 500 companies.
Challenge
“Create a Process”
CEDPM had more than 20 buyers sourcing print and other custom products from approximately 1,500 suppliers. Each buyer had his or her own way of sourcing, procuring and quoting, typically via phone call, fax, and/or e-mail. With each buyer purchasing print individually, it was difficult for CEDPM to analyze and consolidate their spend volumes with suppliers for the wide variety of products being outsourced.
Maggie Witt, director of e-procurement and outsourcing, recognized a need for change: “We wanted to standardize our sourcing and procurement processes, and leverage our purchasing power with our best quality suppliers. To support these efforts, we began searching for an on-line tool and software provider that would enable the process.”
Wish List for a Change
Because CEDPM had buyers and suppliers with varying degrees of technical experience, it wanted a system that everyone could learn easily and use to manage their daily quoting, ordering and sourcing efforts. Also, to save money, CEDPM reduced their supply base by creating a strategic supplier network, which would streamline the print procurement process.
Solutions
Current Business Relationship Leads to New Business Solution
James Tower, a full-service Internet marketing company, had an existing relationship with CEDPM, and was already familiar with the company’s needs. When the James Tower team heard of CEDPM’s desire for a change, it recommended its Cross-Wind solution, a complete procurement and vendor management system that streamlines the print procurement process.
“We immediately liked the tool because of its flexibility and functionality,” said Ms. Witt. “It was very easy to use and learn, and that is essential when you have a broad range of users across the enterprise, both employees and suppliers. Since this was going to be something the buyers would use all day, every day, I wanted something they could quickly adapt to with minimal instruction. All the same, it needed to be a powerful tool to support the wide and ever-increasing variety of products we provide for our customers.”
Testing, Training, and Teamwork
As much as Witt and CEDPM liked the Cross-Wind solution, they still needed to get the suppliers on board. CEDPM tested Cross-Wind for six months, finding ways to improve the current system. Several new elements were added to the tool, including specialized log-in and registration pages. Representatives from James Tower even trained CEDPM’s suppliers.
“Other systems were more restrictive,” said Ms. Witt. “[They] didn’t offer the flexibility or customization of Cross-Wind. We source such a wide variety of customized products and needed the ability to manage our specification-gathering tools.
“In addition, we performed a ‘click analysis’ to compare other systems with Cross-Wind. As we walked through simple quote and order process flows with each system, we soon determined that Cross-Wind took the fewest mouse-clicks to accomplish the most basic tasks.”
Over the coming months, the relationship that grew between the two companies initiated more changes and enhancements that benefit both Cross-Wind and CEDPM.
Results
CEDPM is pleased with Cross-Wind’s customization. From the initial installment, Cross-Wind has changed specifications; for instance, there are customized templates that provide better functionality and more relevant responses from suppliers. These changes and recommendations have enabled James Tower to continue to enhance the Cross-Wind offering.
“We like the relationship we have with the James Tower group,” said Ms. Witt. “We have input into future enhancements.”
Together, CEDPM and Cross-Wind are working on the next phase – testing the client role and processing orders online. And as both companies continue their strong business relationship, it should continue to yield new opportunities and ideas for both the Cross-Wind solution and CEDPM’s needs.
Facts and Figures
URL: http://www.cexp.com/document_print.html
Savings potential: By using Cross-Wind, CEDPM increased their volume of outsourced product by 25%. They reduced their supply base, while increasing the volume to strategic suppliers. They also decreased the response time of their suppliers.
Due to the ever-increasing variety of products and services requested by CEDPM’s customers, outsourcing has grown from relatively small volumes to becoming a measurable portion of the company’s business. “Our outsourcing strategy complements our broad manufacturing capabilities,” explains Witt, “allowing CEDPM to focus its internal resources on our core business, and still satisfy a broad range of customer needs.”
Project duration: Ongoing
CEDPM’s relationship with Cross-Wind: “We drove a culture and process change in our company, and Cross-Wind was a key element in supporting that change. Since we know where Cross-Wind is driving, we can provide feedback to ensure it meets our needs.” – Maggie Witt, director of e-procurement and outsourcing.
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