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Hammermill Product-Line Expansion

Supplier expansion
Philadelphia
2006

Overview

At the Northeastern Mid-Market Office Supply Convention, Michael Scott secured a relationship that allowed Dunder Mifflin to distribute Hammermill paper. The agreement expanded the branch’s product options and broke a supplier relationship that had previously favored a major competitor.

Challenge

Dunder Mifflin needed stronger product breadth to compete with national chains that could offer customers more choice and scale.

Scope

Open a relationship with Hammermill

A defined part of the initiative.

Add Hammermill paper to the sellable range

A defined part of the initiative.

Brief branch salespeople on the new line

A defined part of the initiative.

Identify customers suited to the products

A defined part of the initiative.

Coordinate pricing and availability

A defined part of the initiative.

Use the new supplier relationship in competitive selling

A defined part of the initiative.

Project gallery

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Results

Key outcomes from the Dunder Mifflin story.

Hammermill added as a sellable supplier line
0
major competitor exclusivity challenged
More product choice for Dunder Mifflin customers
Michael proved that relationship selling works on suppliers too

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