How Orica Cleaned Up with Showcase.

This case study is issued by Showcase Software Limited and may not be reproduced in whole or in part without prior written consent from Showcase. The information contained in this case study is correct at time of publication. The details may be subject to change without notification. Orica and the Orica logo are the property of Orica Limited, Australia. Showcase Software Limited 2015. www.showcaseworkshop.com

Less cluttered collateral means more convenience and a smoother sales process, all wrapped up in a simple and slick interface.

With hundreds of different product information sheets and test procedure manuals, Craig Ayres, Market Manager - Food and Beverage for Orica Chemicals New Zealand, never knew which materials he should bring to a sales meeting. Customers could ask anything from

‘Which chemicals should I use for our meat processing facility’ to ‘Why should I consider buying your latest piece of chemical dosing equipment?’

Preparing for the Unknown

“You just never knew what questions the prospect would ask,” explains Ayres.

Keeping printed materials for Orica’s entire line of products on hand was impossible. So, when a client asked for a specific brochure, they would have to wait until Ayres could return to his office (sometimes up to three days later) to locate, print and mail the material.

“That delay in the sales cycle always caused a bit of anxiety,” he recalls. “While they were waiting, they could change their mind, or they could speak to a competitor.”

What materials he did bring to sales presentations could get wet, left behind accidentally, or could just be the wrong materials for the prospect’s needs. In short, Ayres had to devote a portion of his mental bandwidth to managing documents, rather than making sales.

A Deceptively Simple Solution

When he found Showcase, Ayres recognized immediately how it could help him be more efficient. He has all his materials with him at all times, so he can answer prospects’ questions immediately; “Now, I can email prospects any materials they request, without interrupting our meeting, or having to remember later.” That convenience underscore’s Ayres’s experience with Showcase; “It was really easy for us to move all of the materials Orica provides onto our Showcase workshop’s content library.”

“As soon as we saw Showcase, we knew that we needed it, and we signed up.”

Faster, More Creative Launch

To get started even faster, Ayres used Showcase’s sister-service, Stun, which delivers integrated presentation design on demand. “I’m not a designer, so I was glad to have Stun’s support creating our Showcase. They made the whole process simple. We told them what we wanted, and they gave us the final presentation in less than a week. I was quite impressed by how quickly they turned it around. Most importantly, their work complements our professional, organized image which is essential to making a good impression.”

So far, Ayres and his team have been pleased with Showcase. They don’t have to lug around a bunch of sales materials, they can spend more time meeting with clients, and they can ensure that their clients always have the materials that they request. “No one calls asking for a second copy of a brochure any more.”

Ayres has shown Showcase to his peers in other departments of Orica. “They’re impressed with what they’ve seen,” he says. “We’re a small part of Orica, a ‘trial market’ for the app. Based on our early success, there’s potential for introducing Showcase to other parts of the business.”

This case study is issued by Showcase Software Limited and may not be reproduced in whole or in part without prior written consent from Showcase. The information contained in this case study is correct at time of publication. The details may be subject to change without notification. Orica and the Orica logo are the property of Orica Limited, Australia. Showcase Software Limited 2015. www.showcaseworkshop.com