Case Study: Eclipse Colour


Background

As one of the UK’s largest commercial print, direct mail and cross media providers, Eclipse Colour offer the highest levels of service to its clients. In order to maintain an advantage in a highly competitive market, Eclipse has invested in the most advanced manufacturing capabilities, committed to be environmentally responsible and continue to raise standards of customer service that has enabled the company to build an enviable client list.

In order to continue to deliver the highest levels of service to clients such as John Lewis, Tesco, EDF Energy, Sky, Boden, National Trust and Top Shop, Eclipse operates sophisticated ERP software, deployed across the entire group to streamline job costing, production, delivery and invoicing processes. Despite this, estimating remains a complex and time consuming process, requiring considerable manual intervention from expert estimators. Management has recognised that quick quote response times are critical to maintaining client satisfaction and that the highly manual estimating process is simply not satisfactory for the majority of jobs.

Historically, Eclipse estimators could process a customer quote every 15 – 30 minutes. This estimating time is both time consuming and costly, especially as Eclipse typically convert only 1 in 10 quotes into an actual order. Put another way, 90% of the estimates they provide for customers do not generate a ROI for the company.

Solution

The company required a more efficient solution for its estimating requirements. They found it in PDQ Sales Hub from Haybrooke. In spite of the heavy investment in company-wide ERP, Eclipse nevertheless use PDQ  to process all customer estimates. PDQ makes it easy to accurately capture client specifications and automatically calculates every potential production process, optimum machine operating speeds, the most efficient packing and distribution methodology in order to produce a commercial quotation in just a few seconds.

The process is so quick, that sales and client facing account managers can respond to customers during a phone call or meeting – giving them the opportunity to explore multiple variants and options to meet the clients needs and win the order.

Benefits

Eclipse has reduced its response times to clients and, as a direct result, increased revenues by winning more orders. The PDQ platform has helped Eclipse differentiate its offering in a highly competitive market with a resultant increase in new business wins. Not only that, Eclipse has reduced selling costs to increase margins and found that client retention has increased due to its exemplary responses to quoting.

The bottom line

Simon Hartlett, Commercial Director, Eclipse Colour

“PDQ is vital to our business. We simply couldn’t operate efficiently and deliver the highest service levels profitably without it.”