Print Solutions Provider
Technical Specialty Paper
A Midwest-based printer serving a specialty niche market.
CUSTOMER CHALLENGE
Running a very lean operation, this customer didn’t have the expertise or manpower to handle buying specialty paper. They turned to Bulkley Dunton, given our extensive experience in this space, hoping to leverage our knowledge to secure the right products.
THE BD EDGE
• Paper trials and testing
• Long-standing mill relationships
• Global supply base
• Confidence to expand business offering
SOLUTION
We dove into our customer’s business operations and specific paper needs to develop a strategy. Through our global network of mill partners we identified those able to manufacture to our customer’s specifica- tions. With a handful of suppliers identified, we executed paper trials to ensure the paper ran smoothly on this customer’s packaging lines.
RESULTS
For seven years, we have worked with this customer to grow their business by expanding their offerings. After identifying key growth markets, they turned to us to source the paper that would enable them to enter those markets. To meet their growing needs, we have formed new relationships with paper mills.
We continue to run paper trials and develop new products they can offer to their customers. This relationship has grown from sourcing one product to supplying eight different types of paper across ten product lines.
Paper Converting Company
Technical Specialty Paper
A specialized paper converting company located in the Midwest.
CUSTOMER CHALLENGE
As a niche player, this customer was underserved by the mills and needed a higher level of service to effectively run their business. They were familiar with Bulkley Dunton’s positive reputation and mill relationships and reached out for help.
THE BD EDGE
• Customer advocacy
• Long-standing mill relationships
• Specialty paper expertise
SOLUTION
We became their advocate. With our experience in specialty papers, we gave them a voice at the mills and ultimately provided them with a wider range of options to meet their unique requirements.
RESULTS
We are eight years into our partnership, which has evolved from supplier to supplier and customer. We are both enjoying business growth, as they refer opportunities to us and we continue to help them expand their offering and diversify their supplier base.
Packaging & Printing Company
A growing packaging and printing company focusing on converting paper and paperboard into products used in the food and frozen dessert industries.
CUSTOMER CHALLENGE
With its rapid growth, this customer needed to quickly understand its available supply options. Historically they worked directly with the mills to source their paper. Given the uniqueness of the product they now needed to source, they could only find a limited number of mills who could meet their product specifications. When one of their primary suppliers abruptly shut down, the customer was left scrambling to find new supply partners.
THE BD EDGE
• Global supply base
• Confidence to grow rapidly
• Price advantages through greater volume
SOLUTION
They turned to Bulkley Dunton for a solution. By leveraging our mill relationships and knowledge of the global paper supply market, we were able to provide new and unique sourcing options. We presented cost-saving solutions that met quality expectations and industry requirements.
RESULTS
We are their trusted go-to paper supplier and our relationship continues to strengthen. We have been working together for four years and have increased sourcing volume tenfold during this time. Our partnership and supply platform has enabled them to confidently pursue new growth opportunities, offering assurance that growth can be achieved smoothly and cost-effectively.
Lifestyle Books & Magazine Publisher
A company focusing on publishing lifestyle books and magazines.
CUSTOMER CHALLENGE
This organization originally reached out to Bulkley Dunton for assistance in managing the service programs supporting their book publishing business. They had been working directly with mills, but were short staffed and lacked the time and expertise to conduct research and testing necessary to select new papers. They needed guidance on paper strategy, paper selections and identifying areas where they could save money.
THE BD EDGE
• Customer advocacy
• Price advantages through greater volume
• Understanding of postal regulations and distribution optimization
SOLUTION
First we identified the best-fit mill partners, then offered paper recommenda- tions and shared our proficiency to procure various products by consolidating paper used. In doing this, we were able to achieve economies of scale and improved internal efficiency when buying their paper. Ultimately, we assumed supply relationships with the mills and sourced competitively priced products that offered savings without sacrificing quality. We also provided advice on postal savings and distribution optimization.
RESULTS
Our decade-long relationship continues to expand as a result of our expertise, excellent customer service and continued cost savings. We’ve expanded from the book publishing side of their business, to the magazine publishing side, seamlessly managing multiple titles. In 2015, we helped them secure a long-term supply contract with measurable cost-savings.
Furniture Retailer
A fast-growing regional furniture retailer with a dual-channel focus of catalog sales and retail stores.
CUSTOMER CHALLENGE
With the ongoing production of multiple catalogs, distributed to millions of potential customers each year, and a robust retail insert strategy, this customer struggled to manage their paper program. They wanted to pursue a more aggressive catalog program and find appropriate supply options.
THE BD EDGE
• Paper program design and management
• Price advantages through greater volume
• Understanding of retail and catalog industries
SOLUTION
The retailer turned to Bulkley Dunton because of our expertise designing and managing paper programs and our knowledge of the paper, retail and catalog industries. They counted on us to cost-effectively source their paper and manage all aspects of the program – providing relief of those time-sensitive and time-intensive tasks.
RESULTS
We have been working together for two years and continue to earn their trust. They immediately felt the efficiency gained through a paper program, and have since realized significant cost savings. That savings has been reinvested into incremental advertising. Now they are able to focus solely on growing their business, not the strategic and tactical aspects of a paper program.