Manufacturing Case Studies
Bemis is a 100-year old, worldwide adhesives and specialty films company—trusted by the world’s greatest technical, performance, luxury, and lifestyle brands. The company focuses on close collaboration with designers, developers, and factories to devise solutions that help make products higher performing, lower profile, and more engineered to fit.
Bemis has been highly respected and successful in the adhesives business for more than 100 years. Fast-paced and ever-evolving, the company has grown rapidly, with a sales force that has been expanded by 20 percent in the last year alone. The company’s business model is unique and complex, built upon market innovation and strong relationships with a handful of the world’s most recognized brands. In fact, 80 percent of sales efforts are focused on those brands. What adds complexity to the model are two factors:
Significant increase in global competition prompted Bemis to evaluate every aspect of operations, making improvements to keep their strong competitive position. The evaluation resulted in a list of challenges and goals, centered primarily around processes and outdated tools that affected visibility and communication:
One source of data
With complete data visibility to everyone around the world, plus improved processes for tracking relationships and business development, teams work together more cohesively and efficiently.
Sales and Development see the same data, so the sales process is more effective. Bemis is continuing to work on a mobile initiative and a customer portal.
Bemis needed a globally-available CRM application to manage a centralized client master and track rela-tionships between the sales and development organizations, the brands, and the factories those brands use. They needed a central repository for sales and development activities, enabling disparate business units to share intelligence, cross-sell, and connect for more comprehensive penetration into the market.
After assessing solutions including Salesforce and OnContact, Bemis selected Microsoft Dynamics 365 Sales, which offered:
Bemis engaged HSO to work with their internal IT team to design a new solution and manage the implementation. Bemis Process Manager Tracy Bourgoine would lead the team not only in implementing Dynamics, but also in addressing process improvements and taking advantage of every efficiency offered by the product. The team concentrated on re-engineering and optimizing processes that addressed their challenges and goals:
The two most significant benefits of the Dynamics implementation are improved global transparency and collaboration:
With complete data visibility to everyone around the world, plus improved processes for tracking relationships and business development, teams work together more cohesively and efficiently. Sales and Development see the same data, so the sales process is more effective. Bemis is continuing to work on a mobile initiative and a customer portal.
Manufacturing Case Studies