PAPCO
SUPPLY CHAIN supply for their business because the logistical infrastructure around their facilities is very constrained ? Or is it the price because they ’ re in a highly hypercompetitive market ?”
According to Rosenfeldt , upon identifying the risks and concerns customers have , a plan is created to alleviate said risks and / or constraints and then benchmark said plan .
“ We then sit down and say ‘ How has this worked over time ?’” said Rosenfeldt . “ We ’ re not just consultants where we throw something out there and say , ‘ You should do this .’ We always circle back to the customer and ask what worked , what didn ’ t work and how have things changed .”
Providing Value for the Customer Thanks to this customized solutions approach , every customer can be sure that they are obtaining product at a market-related price . But that ’ s not where the true value factors in .
The value comes from the why . “ It ’ s not just , ‘ Here ’ s your product , where ’ s your price ?’ and that ’ s the end of that ,” explained Rosenfeldt . “ It ’ s more about bringing information to the customers and that has a lot to do with the content that we provide our customer base to help them understand where they stand amongst the market and the logistical constraints that have popped up .”
By sharing the “ why ” and “ how ” with their customers , PAPCO is able to receive valuable feedback that allows them to create new strategies in their operations .
In short , PAPCO both watches and analyzes the market , allowing them to manage their own costs and supplies on behalf of their customers .
“ Answering the ‘ What should we do now ?’ is a pivotal moment in our relationship with our customers ,” said Daniels . “ It really defines us in making a strong recommendation based on the customer ’ s needs .”
“ We don ’ t tell the customers we know where the prices are going to be two weeks or two months from now , because no one knows that ,” added Rosenfeldt . “ What we do is share our knowledge base with them , and offer them substantive
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