Fulfillment Services -- Delivering Value-added

No Bundling

"We definitely came into fulfillment with the strategy of keeping our printing presses going," Plunkett states. "In retrospect, that strategy didn't work very well. Back in the 1994 to 1996 period, people who controlled fulfillment had nothing to do with the procurement of print. So when you tried to tie it all together, the (print buyers) really didn't want to consider the benefits of sourcing fulfillment and direct mail along with printing. K/P made many attempts to present a more holistic, overall cost approach, which included printing, and ended up losing opportunities. Clients wanted a company that was 100 percent focused on fulfillment; they believed those suppliers would do a better job for them."