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Owens Corning is an innovator of glass fiber technologies. The $6 billion firm operates in 26 countries on six continents with 20,000 employees. Its well-known brand and full line of PINK insulating products have made Owens Corning a leader in home-building products. But the company was struggling to use marketing materials effectively.
Owens Corning faced several challenges, including the need to:
- improve the marketing materials delivery process so the sales force receives collaterals when needed
- cut the time required to fulfill collateral orders and improve satisfaction among the sales force
- increase dealer loyalty, grow market share in key segments, and increase direct mail response rates
- increase employee engagement and global brand consistency.
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To meet Owens Corning's challenges, Xerox devised a strategy to:
- use Lean Six Sigma methodology to assess the state of Owens Corning's document processes
- establish digital print-on-demand capability to produce high-quality, cost-effective documents in smaller quantities and allow personalisation and customisation of every piece
- transform documents into high-value sales and marketing tools
- consolidate 30+ vendors into one global partner while increasing quality, consistency of message, and global branding.
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The Xerox solution produced the following benefits for Owens Corning:
- increased fulfillment rate for marketing materials from 56% to 98%
- saved 30+ workers per year in man-hours and reduced order fulfillment time from thirty days to two days
- reduced operating cost for document supply by 50%
- reduced costs for collateral inventory by 90% and cut $1.5 million (US) in waste annually
- increased response rate from 2% to 19% on a homeowner direct marketing campaign, resulting in increased revenue opportunities
- reduced language service costs by 60%
- improved channel loyalty with customised service offerings for dealers.
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