BECOMING A TRUSTED ADVISOR
xpedx (xpedx.com) was a North American leader in business to business distribution of packaging, facility, and printing supplies. From their storage solutions to trucks and customer service, they helped customers improve operational efficiency, streamline purchasing, and reduce their total costs. In 2014, they merged with Unisource Worldwide to create Veritiv (veritivcorp.com), which continues to serve customers across virtually every industry.
For over a decade (in a 30 year career), Marsha Herzog was a leader in their Price Management division. She served as Director of Price Management, Director of Business Process Redesign, Vice President of Sales Operations, and more.
(Full disclosure: Herzog is now an integral part of our Advanous team as Director of Client Services)
xpedx employed a sales force of 1,300 who were in need of pricing strategies and tools. As a supervisor, Herzog realized that "their judgement was as good as it gets." But they lacked the data and tools to analyze their competitors or to understand what would become a winning bid.
Herzog said, "EnterBridge and Advanous understood the market perspective to pricing. They approached us as a long-term project and became part of our business." For xpedx we established price guides, price management tools, and more, to give their entire sales team a perspective that wasn't there before.
"We found in EnterBridge a unique provider. They delivered technology that was focused on business results. And it wasn't just technology or analytics for the sake of data or supporting software. It was about results that drove our pricing conversations. More than a provider, they became a trusted advsior," said Herzog.