Transportation leader drives down program overhead

The Client:

This is one of the world’s largest transportation service providers and a national leader in shipping industrial, commercial and retail goods. It is a holding company for multiple brands with a sales team of 500+ reps.

The Business Challenge:

In this highly competitive industry, sales reps have a constant need for updated materials to communicate changes in transport schedules, service maps, pricing, promotions and more. Each year, this client was spending more than $1 million on printed collateral but throwing away at least half of it when it became outdated.

Dealing with multiple brands, new acquisitions and changing personnel, the client needed a flexible solution to create customized solutions quickly with lower costs. They also needed quick turnarounds in a fast paced business where speed-to-market is critical in winning contracts.

The Solution:

Utilizing expertise in digital print-on-demand services and web-accessible print and fulfillment portals, HKM worked closely with the client’s in-house creative, marketing and programming teams to develop Sales Literature Centers for each of the company’s branded businesses.

These online centers were designed to provide sales reps with easy access to sales and marketing collateral developed by the client’s creative team, including both static and customized materials. Reps could access the Literature Center via the company intranet to order only quantities needed. Waste and warehousing costs were significantly reduced by using state-of-the-art digital printing equipment.

In addition to printed collateral, sales reps were given the capability to create personalized, electronic communications using branded email templates. The templates were designed so that links to industry and corporate websites as well as items in an electronic document library could be referenced.