QBF

Selling the Total Package

In 2004, QBF was using vendor supplied websites to process many of their business card orders. This certainly was a big improvement over handling these types of orders manually. As business card orders are typically small and have a high potential for error, allowing the customers to order on line improved efficiency and offloaded the responsibility for proofing. However, today, QBF is doing more than saving time on the proofing process. "We are selling the total package," says Brian Selvig. "And the TopForm Variable Print Option to Web.ec is a big part of that."

In 2005, QBF implemented the TopForm Variable Print Option and today customers can go on line and order Business Cards, Name Tags, Letterhead, Postcards, Brochures, and much more, all in one single shopping experience. This makes it easier for the customer. The orders go to a preselected vendor who provides the best quality and price for that particular item. That's better for QBF and their bottom line.

The orders are automatically created in QBF's order management system. Therefore there is no redundant data entry. That's real efficiency for QBF and great for their CSR's. "Our CSR's love it because it saves them so much time", Brian said. "The CSR's don't have to touch these orders."

The CSR's particularly like the feature in TopForm where a message line is automatically added that identifies the name on the business card or the office for the Letterhead. These message lines print on the customer's invoices and update to order history. The customer can even search for order status online using this information.

More than a means to efficiency, QBF is landing new accounts because of their Variable Print Offering. Their salespeople are selling a package of Variable Print Items. "Besides making it easy for the customer and their affiliates, the Variable Print program is a great way to control branding." Brian went on to say that they are delivering real savings to their customers.

One example is a six panel brochure that they created. The two middle panels and one other panel contain variable data. When the buyer goes online they choose a state. Based upon their choice, a map of the state and a list of all the counties populate the middle panels of the brochure. They also see a complete list of services. They simply uncheck the ones that don't apply to their operation. The Variable Print engine takes over and formats the choices so that they are positioned properly on the panel. The end result is a customized brochure ready for proofing on line. The PDF and the Purchase Order email automatically to the vendor. Inventory for the base stock is committed. Brian said that they generally order about twenty-five thousand base stock at a time. As the buyers are usually only ordering two to four hundred at a time, the customer's locations are getting great value and fast turnaround time.

The customers also benefit from the fact that their reporting is consolidated. QBF is able to provide the data their customers need to charge their using locations in a variety of formats. QBF even populates the item files with the customer's unique GL codes and then provides this information to their customers in Excel format.

Since implementing the Variable Print Option of Web.ec, QBF has added over fifty customers to the program. In the month of April, 2007, those customers created over 900 variable print orders. With this program, they are providing real value to their customers while optimizing their internal efficiency. Their salespeople have a great new program to sell and their vendors give them high marks on the output and ease of delivery.