Case study

B2B strategy for a specialist paper producer

As one of the world's leading manufacturers of specialty paper, used for labeling and packaging FMCG, food and other products, this company offered leading-edge functions to customers through its Web site, and had recently completed a review of strategic options. The key question now was whether to proceed with a number of further initiatives, and how to ensure that any new services were both beneficial to customers and cost-effective.   
     
PA first researched and analyzed likely trends in the business-to-business market, particularly the major FMCG and retail sector trading exchanges being developed. An important conclusion agreed with the client was that these had little bearing on the specialist supplier role of the company. PA then assessed competitor activity and IT developments in the label sector in particular.

Several workshops were held to identify and evaluate alternative scenarios for developing its own private Internet marketplace - an extranet - offering different levels of functionality and sophistication. PA met leading printers across Europe - some of the company's major customers - to present ideas and gain their feedback. Finally, PA prepared plans for implementing the chosen solution

PA applied IT, B2B and sector expertise to deliver an objective and balanced view of the real value that could be achieved through enhanced on-line services for customers. Our work concluded that some of the options previously recommended were too far ahead of the market, and would therefore be costly to develop, with little benefit to be gained. We brought together senior management to reach agreement on the best way forward, and the final report and implementation plan provided clearly defined next steps.