Gaining Seven New Multi-Million Dollar B2B Customers
Shapco, a Printing Impressions 400-listed large commercial printer, has been serving more than 40 years from the U.S. It specializes in premium-quality printing and mailing services, with its major focus on corporate clients and franchisee chains. Shapco has gained national recognition for winning more than 1,000 awards in its four decades of service.
Shapco lost one of its multi-million dollar accounts to its competitor, as they could not match the new ordering platform and process in their existing online Web-to-print (W2P).
The customer, a key corporate account, was an 800-restaurant chain, and was looking to simplify and automate the entire print ordering process, with a multiple order approval process, rule-based product personalization, and investment in a high-end secured system integrated with its existing ERP and databases.
Their biggest challenge was to create a demo store within two months, as the customer had agreed for a demo. While Shapco was managing the account for years, they had evolved multiple solutions to process the orders at the back-end. The challenge started, as now a customer wanted online ordering, which could be managed by their team, but needed a unique portal that would fit to their business and integrate it with their internal processes.
Shapco’s existing W2P could not meet the customers’ needs. They evaluated and invested in multiple systems, but none had the complete flexibility to achieve the needed results, and they ultimately lost the client.
Research states that in the United States, 40% of print providers have more than one W2P system, and 15% have more than five to seven W2Ps.
Shapco still wanted to get the account back, as they came to know that their competitor’s platform was also struggling.