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Software Technology Increases Sales
2004-03-15 12:12  ???:1722
　　Central Graphics & Container lands its biggest customer from the strength of its software system.

　　In the packaging industry, major corporations are not looking to train their suppliers on how to meet their needs. They are looking for companies that already operate in the realm of technology-driven design and delivery, and offer solution-oriented service and optimal value based on cost, cost-savings and productivity. Basically, they want real answers to their questions, real solutions to their problems, and additional ways to save money. If your product or service doesn't accomplish those things, you're already out of the game.

　　Last year, Innovative Systems Group (ISG), a packaging industry systems and software development company in Raleigh, N.C., sold its signature SoftPack-WorkFlow product to Central Graphics and Container Group, a Mississauga, Ontario-based corrugated converter. After adding SoftPack-WorkFlow to its platform, Central Graphics landed the second largest single block of business in the company's history - based largely on the strength of its software system.

　　The company landed a contract with a multinational consumer products company looking for suppliers that could address its need for improved internal project and product management.

　　"Our software is one of the best sales tools we have," says Colin Bales, vice president of finance at Central Graphics. "It allows us to manage our business better, and then gives us the ability to pass those efficiencies and cost savings on to our customers. The software helps reduce the time for new product development and increases productivity and quality control."

　　Craig Holmes, regional sales manager at Central Graphics, adds, "We now have tools that our competition does not and we are using our technology to add value and drive out cost for our customers."

　　The purchasing manager for Central Graphic's corporate client says, "the SoftPack-WorkFlow software was one of the primary reasons for our decision to place the business with Central. This is a tool that Central Graphics had in place to help them manage our business. Everyone talks about superior customer service, but Central Graphics showed us they really had the tools to deliver it."

　　ISG's SoftPack-WorkFlow system includes sales automation, design interface, customer relationship management, estimating and order entry, production planning and scheduling, shop floor data collection, accounting, and warehouse management for the corrugated packaging industry. The benefits include:

  • High user visibility and project tracking;
  • Real-time project tracking;
  • Less paperwork;
  • Integrated estimating;
  • Design review and approval before going to estimating;
  • Secure remote access for continual workflow; and
  • Software becomes an essential sales and marketing tool.

　　Business workflow software has been proven to decrease production cycle times by 20 to 25 percent and reduce the turnaround time between the initial sales call to closing by an additional 25 to 30 percent.

　　By introducing software and technology into the packaging equation, companies can potentially reduce the amount of time from new product development to production by 70 percent, further increasing the quality and level of customer responsiveness, customer satisfaction and the overall sales process.

　　For Central Graphics, its client's greatest need was managing the process of bringing goods and services to the marketplace in a streamlined and well-coordinated approach. Like any business, cost was the primary concern, but overall value is the greatest need - providing and receiving quality goods and service while positively impacting the bottom line.

　　ISG's SoftPack-WorkFlow is a fully-customizable system designed to automate common business practices and systems within any organization. Requiring no hardware or software installation, the system uses existing e-mail and Internet access to automate, track and document project management and communication between all parties involved. All project-related information is contained in a database, making it easy to track active projects and verify relevant information about the project.

　　To be competitive in the new global marketplace, businesses must offer the best product, the best price and the best level of customer service throughout the entire sales and delivery process in order to stay afloat. In this scenario, the customer was looking for more than 'just the lowest price.' The customer needed solution providers instead of product suppliers, and was seeking a holistic solution that addressed the entire sales and management process.

　　The client sought a software solution that incorporated its primary need to bring a product to the marketplace, including packaging, engineering, service, information, transportation, and project coordination.

　　Every successful company is driven by processes and workflows whether they exist on paper or not. Technology impacts the bottom line by automating and streamlining those processes and operations, consequently resulting in significant time savings, enhanced communication, improved project management and increased sales - all of which impact the bottom line."