Case Study: New Beginnings
In this case, a large potential client had been engaged with another manufacturer in the development and production of a new personal care kit comprised of 4 skin care products. This would be the client’s first foray into the personal care market.
The deadline for the kit’s introduction into the market was fast approaching, and the client could see the order would not be delivered on time. The client mentioned their complications in a meeting with a mutual supplier in Salt Lake City. The supplier had worked with BPI for many years and was able to confidently make a recommendation. The client then called BPI’s president to assess BPI’s capabilities and discuss new development for personal care items.
…would be unable to deliver on 20% of the kits they were planning to introduce into the market! This is where the story takes an interesting turn.
Meanwhile, the client’s manufacturer had finally delivered their products, but with a 20% shortage in one of the items. The client would be unable to deliver on 20% of the kits they were planning to introduce into the market! This is where the story takes an interesting turn.
The item BPI’s client had been shorted was a hand wash. Our client’s marketing department, having just learned of the conversation their company had with BPI, called back to determine if BPI could quickly make up their 20% shortfall.
BPI Labs has created many hand washes and had some hand wash material in stock. After quickly qualifying the material, supplying a sample for approval, and receiving packaging for the job, BPI had the job filled, packaged, and delivered in under 2 weeks. BPI’s client was delighted with the response and was able to make a full introduction into the market on time.
Not long after this episode, BPI’s client decided to source all production of the kit items to BPI, and the client requested that BPI duplicate all the formulas for the kit. BPI was able to complete duplication work on 3 of the 4 items easily but recommended that the client seek to purchase the formula from their current supplier in order to maintain a continuous user experience with the fourth product.
BPI then consulted with their new client on how to acquire a formulation, including: processing instructions, exact weight on weight percentages, material specifications, and other oft-forgotten details. The formulation was eventually purchased, but with one troubling outcome. After the purchase, the previous manufacturer would not release the fragrance rights to the formulation!
Without the release, the fragrance supplier could not supply BPI with the necessary proprietary ingredient. BPI then turned to its supplier relationships to duplicate the fragrance, and a substitute was quickly identified as being identical to the one BPI’s client had to abandon. The customer’s foray into the market was not only on time but entirely successful. BPI now produces all four items for the kit, and many other personal care products for its client.
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