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Solution
"Neopost was able to provide us with the insight we need and more. They helped us identify problem areas and re-think our decision making process for buying equipment," Radford explains. "Just by posing some basic but essential questions such as 'Why do you need this?' and 'Why are you spending so much money for that?' we were able to see where some of our purchases might not be paying off."

Neopost's National and Government Account Division Manager Alan Auerbach explains, "Our approach is to make our business more competitive by making our customer's business more competitive. In order to accomplish that, we have to serve our customer's real needs. And that's what we set out to do with JC Penney."

Commenting on the Neopost approach, Radford says, "A survey of 350 locations supported these observations. In many cases, JC Penney was, in fact, over-equipped. They actually found some equipment sitting on shelves because there was no real need for it."

To assess its needs in an operational environment, JC Penney placed selected Neopost equipment at 10 test sites for a 10-month trial period. "The whole program was a collaborative effort, with Neopost's management providing regular input. In some cases they advised us that certain equipment wasn't necessary," Radford points out. "I respected that because I didn't feel they were just out to sell us something. They were also very responsive and accessible."

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