The Challenge
On-site marketing is a strategic category for our client. They were not unhappy with their current provider but they realized it had been years since a proper market scan had been conducted to find out what other suppliers were out there, what they had to offer, how strong their contracts were and what innovation was occurring in the market.
Our client was utilizing one primary supplier along with one backup supplier. The contracts were supplier advantageous and lacked service levels with penalties. Risk was assumed almost exclusively by our client.
The Contrax Approach
Contrax was asked to help and engaged to conduct a current market scan of the category.The ultimate goal was to validate whether their current supplier was their right long term choice and to identify areas of improvement that our client could negotiate with the vendor.
Contrax applied its standard assessment methodology and utilized its depth of procurement and category knowledge.
Contrax conducted a rapid RFI of numerous on-site marketing suppliers in the market, conducted in depth research with buyers, sellers and participants in the industry to understand several key category dynamics and create a benchmark of these:
We then put our clients current vendor through the same rigorous process and then placed their results in the overall market snapshot.
This comparison yielded numerous opportunities for improvement, which we then developed into specific recommendations categorized as short, mid and long term opportunities. Adding in the investment in resources, capital and other requirements creates an ROI for the client allowing them to prioritize them properly.
The Result
The Contrax team, developed a final report on the results which was provided to our client and then presented to their executive leadership. The result was a surprise to their executive team – their current provider was a laggard in their field. Our client was able to then use this information to work with its current provider and give them valuable to help them improve their service and overall contractual relationship with our client.
Intelcom Express
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Contrax
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Conexis VMS
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