Fisher Paper Industry Database



A supplier to the paper industry wanted to know how to best reposition and reallocate his sales force due to downturns in the US economy. Through the use of Fisher Paper Industry Database, the director of sales and marketing was able to shift focus to more profitable products and realign the sales territories to support their new focus.

"Fisher Paper Industry Database is the only customer information system that has shown us significant ROI.—CFO of a major instrumentation company


New Product and Market Development



A technology provider to the paper industry wanted information on the current needs for a proposed new software solution for the paper industry. More than 50 interviews were conducted with prospective users around the world. The results showed dissatisfaction with current solutions and a willingness to switch to a new vendor or platform. The study also showed areas in which the vendor could enhance and improve their solution to better fit the desires of their market.

"The report contained all the information we were looking for. The format is great. It really helped for our presentation to internal stakeholders, to get the buy-in we needed. There's a lot of information in there that we will turn into recommendations [for our organization]. "—Marketing Manager


Custom Research and Reporting



A prominent chemical company retained Fisher International to review their won and lost sales deals over a period of a few months. Through interviews with the targeted company contacts, we learned that the majority of losses could be attributed to the ineffective presentation of value. This company was able to get an objective view of their sales force's selling tactics that they never would have received through their sales chain.

"With Fisher International and the data they deliver us, I can confidently approach a sales rep and ask, "Wouldn't you like to know where you are losing opportunities?"—Business Development Manager


Supplier Scorecarding



A major integrated pulp and paper company wanted to reduce the time and effort spent company-wide to source, qualify, and continuously evaluate the performance of new suppliers. They also wanted to work with their existing suppliers to ensure alignment with corporate goals and objectives.

Fisher International worked with the client to develop a supplier qualification protocol, a supplier performance measurement tool, and a usable reporting standard. The new program enabled the client to reward the achievement of established objectives and fairly penalize non-performance. With it, our client's purchasing department was able to better manage their suppliers' relationships and align corporate objectives with what the supplier promised and delivered.

"We were able to significantly reduce the time it took us to qualify a supplier, and lessen the work it took to manage existing suppliers."—Purchasing Director


Benchmarking Study



Fisher International recently studied, analyzed and profiled five primary competitors for our client, a leader in the spare parts distribution industry.

The study revealed that the client's product and market share were well regarded, but their service was insufficient to meet their customers' expectations.

With this information, the client was able to justify the expenditure associated with a proposed new service program and additional technology, to make sure their partners and customers got the service they needed to support continued company growth.

"The information we received was very useful"—Manager of Sales Development


Information Synthesis and Application



A consulting firm wanted to combine their collected field data with Fisher Paper Industry Database, to deliver a single market-relevant knowledgebase to their sales, marketing, and planning personnel. Through the use of Integrator , the customer's database was seamlessly integrated with Fisher Paper Industry Database to create an intuitive and user-friendly solution that incorporated Fisher's complete analytical toolset.

"Fisher's Integrator gave us a single dashboard to access the information we need to craft and execute our strategic plans"—Sr. VP Marketing and Planning


Knowledge and Information Management



A leading equipment and service provider to the paper industry needed to improve their ability to retrieve relevant insight from their vast pool of customer and account information. Leveraging Fisher's expertise in database development and management, the client received specialized, industry-specific guidance in creating a powerful and proprietary tool, enabling them to really use all the information they had amassed.

"Improving our database structure allowed us to finally access our intellectual property effectively, thereby increasing our competitive advantage"—Sr. VP Field Operations


Sales, Marketing and Planning



An Australian-based organization contracted with Fisher International to analyze their potential for expansion into the European market. Fisher returned to the client a summary of the European market's readiness for their product, including factors that would help differentiate them from local competitors, key sales targets, and the intent of those targets to buy a similar solution in the near future. The findings were pivotal to the company's decisions to allocate sales and marketing resources, and gave them some concrete basis for forecasting. This client has since used Fisher for strategic planning in its core markets as well.

"We were able to focus on delivering our solution to the highly targeted audience that had a need for it, and used those successes to generate references for further business expansion"—Sr. VP European Operations

Corporate Headquarters: 50 Water Street, South Norwalk, CT 06854 USA, Phone +1-203-854-5390, Fax +1-203-854-5070
European Office: Hochdorfer Str. 30, 72294 Grömbach, Germany, Phone: +49-(0) 7453-95 9494, Fax: +49-(0) 7453-95 94 91
South American Office: Rua Herculano de Freitas, 237-98 São Paulo, SP 01308-020 Brazil, Phone: +55 (11) 2157 2961
© Copyright 1998-2010 Fisher International, Inc. All Rights Reserved. Terms of Use | Privacy Statement
design & technology by Blenderbox, Inc.