The Challenge: This ½ billion dollar division of a public company was struggling to maintain its margins in the increasingly competitive and commoditizing plastic film business.

The Project: Case Strategy recognized the primary issue was the company’s lack of a clear reason why customers should do business with them versus their competitors.  Relying on competitive assessment, customer input, and a survey of internal capabilities, Case Strategy helped the company’s management craft a clear value proposition, and define the changes necessary to deliver against that offering.

Results: With a major focus on providing flawless operational performance, the company’s achievements included moving its on-time delivery percentages from the mid-eighties to the upper nineties, and transforming invoice accuracy – which had been a problem on nearly one-third of orders – into a legitimate selling point.   Having previously fallen from leadership to being tied with their nearest competitor, in less than a year the company succeeded in increasing its market share by 5 points, regaining the number one position, while reversing their margin slide.