Paper360 - March/April 2018 - 16

Fig. 1: Swing machines have significant hidden capacity, expanding the
market definition. *Business intelligence contained in FisherSolve, a product
of Fisher International, Inc.

Case Study 2: Supply chain optimization
A major consumer goods company buying
hundreds of millions of dollars of corrugated
boxes believed significant savings should be
available through radical changes to its supply
chain. An optimization model of the supply
chain found an optimal selection of containerboard mills and box plants which, when
implemented, saved tens of millions of dollars
in production, logistics, and capital costs. The
consumer goods company and its suppliers
made the changes and shared the savings.
While the consumer goods company had
good data on its procurement needs, the key
missing piece was business intelligence detailing the production rates and costs of every containerboard machine and corrugator (Figure 2).
The cost of the business intelligence support,
including both the data and the optimization
model, was four-tenths of a percent (0.4 percent) of one year of the savings achieved.

Case Study 3: Sales management's
resource allocation
The head of sales of a major automation supplier wanted more sales without hiring more
salespeople. He believed his people could sell
more if they selected more productive targets,
but didn't have a basis on which to challenge
the selections his salespeople had been making.
The head of sales' experience told him what
characteristics to look for in good prospects.
For example, mills with multiple DCS suppliers,
older systems, operational complexity, competitive market positions, and growing grade segments were more likely to upgrade automation
systems. His business intelligence resource had
all this data and he used it to rank the attractiveness of every mill, directing his sales people to
the optimal collection of prospects (Figure 3).
The cost of business intelligence for the project
was less than 0.2 percent of one year of the new
volume the company was able to pursue.

Fig. 3: Number of lines operated by each prospect that should find the
supplier's offering most attractive. *Business intelligence contained in
FisherSolve, a product of Fisher International, Inc.

16

Paper360º

MARCH/APRIL 2018

Fig. 2: Reliable data on third-party producers used in a supply chain
optimization model produced millions in savings. *Business intelligence
contained in FisherSolve, a product of Fisher International, Inc.

Case Study 4: New product
development analysis
A large supplier to the paper industry developed a new material with advanced heat-transfer
properties. The pulp industry represented a
potential market. To decide whether or not to
invest further in application development, the
supplier wanted certainty that the market would
be attractive, i.e., not just in terms of the total
potential, but also of the value it could potentially
deliver to each customer.
Business intelligence defined the size of the
potential market using detail on the capacity
and design of every evaporator worldwide.
Interviews with a sampling of people, also pulled
from the business intelligence system, defined
the value of this material compared to conventional materials. Then the business intelligence
system extrapolated the value to all other mills
based on the system's cost-of-production model
for every mill (Figure 4). The cost of business

Fig. 4: Volume of potential in each type of evaporator and concentrator
worldwide. *Business intelligence contained in FisherSolve, a product of
Fisher International, Inc.

www.tappi.org


http://www.tappi.org

Table of Contents for the Digital Edition of Paper360 - March/April 2018

Setpoint
Over the Wire
The Importance of Safety Training
Data & Decision Making
RISI European CEO of the Year: DS Smith’s Miles Roberts
Buckman’s Junai Maharaj on ‘The Art of the Possible’
Fapajal Tissue: Old, New & Customer-Centric
Progroup Turns 25
PIMA, Paper360° Co-Host Executive Panel
Creating a Lignin Culture
Benefits of Drive-Through Design
Sustainability as Business Leverage
CIPTE Show Highlights Innovation and Sustainability
TAPPI Journal Summaries
Leadership in Maintenance: Where Do We Start?
As a New Reliability Engineer, Are you Confused About Your Role?
R&M Tips
Paper and Board Have Key Roles in the Future of Packaging
Global Paper and Paperboard Demand Growing Despite Declines in Graphic Paper
PPI Awards Showcase Industry Excellence
TAPPI News
ASPI News
Index of Advertisers
Paper360 - March/April 2018 - intro
Paper360 - March/April 2018 - ebelly1
Paper360 - March/April 2018 - ebelly2
Paper360 - March/April 2018 - cover1
Paper360 - March/April 2018 - cover2
Paper360 - March/April 2018 - 3
Paper360 - March/April 2018 - 4
Paper360 - March/April 2018 - 5
Paper360 - March/April 2018 - Setpoint
Paper360 - March/April 2018 - 7
Paper360 - March/April 2018 - 8
Paper360 - March/April 2018 - Over the Wire
Paper360 - March/April 2018 - 10
Paper360 - March/April 2018 - 11
Paper360 - March/April 2018 - The Importance of Safety Training
Paper360 - March/April 2018 - 13
Paper360 - March/April 2018 - Data & Decision Making
Paper360 - March/April 2018 - 15
Paper360 - March/April 2018 - 16
Paper360 - March/April 2018 - 17
Paper360 - March/April 2018 - 18
Paper360 - March/April 2018 - 19
Paper360 - March/April 2018 - 20
Paper360 - March/April 2018 - 21
Paper360 - March/April 2018 - 22
Paper360 - March/April 2018 - 23
Paper360 - March/April 2018 - 24
Paper360 - March/April 2018 - 25
Paper360 - March/April 2018 - 26
Paper360 - March/April 2018 - 27
Paper360 - March/April 2018 - 28
Paper360 - March/April 2018 - 29
Paper360 - March/April 2018 - 30
Paper360 - March/April 2018 - 31
Paper360 - March/April 2018 - RISI European CEO of the Year: DS Smith’s Miles Roberts
Paper360 - March/April 2018 - 33
Paper360 - March/April 2018 - 34
Paper360 - March/April 2018 - 35
Paper360 - March/April 2018 - Buckman’s Junai Maharaj on ‘The Art of the Possible’
Paper360 - March/April 2018 - 37
Paper360 - March/April 2018 - 38
Paper360 - March/April 2018 - 39
Paper360 - March/April 2018 - Fapajal Tissue: Old, New & Customer-Centric
Paper360 - March/April 2018 - 41
Paper360 - March/April 2018 - 42
Paper360 - March/April 2018 - 43
Paper360 - March/April 2018 - Progroup Turns 25
Paper360 - March/April 2018 - 45
Paper360 - March/April 2018 - 46
Paper360 - March/April 2018 - 47
Paper360 - March/April 2018 - PIMA, Paper360° Co-Host Executive Panel
Paper360 - March/April 2018 - 49
Paper360 - March/April 2018 - Creating a Lignin Culture
Paper360 - March/April 2018 - 51
Paper360 - March/April 2018 - 52
Paper360 - March/April 2018 - 53
Paper360 - March/April 2018 - Benefits of Drive-Through Design
Paper360 - March/April 2018 - 55
Paper360 - March/April 2018 - Sustainability as Business Leverage
Paper360 - March/April 2018 - 57
Paper360 - March/April 2018 - CIPTE Show Highlights Innovation and Sustainability
Paper360 - March/April 2018 - 59
Paper360 - March/April 2018 - TAPPI Journal Summaries
Paper360 - March/April 2018 - 61
Paper360 - March/April 2018 - 62
Paper360 - March/April 2018 - 63
Paper360 - March/April 2018 - 64
Paper360 - March/April 2018 - Leadership in Maintenance: Where Do We Start?
Paper360 - March/April 2018 - As a New Reliability Engineer, Are you Confused About Your Role?
Paper360 - March/April 2018 - R&M Tips
Paper360 - March/April 2018 - Paper and Board Have Key Roles in the Future of Packaging
Paper360 - March/April 2018 - 69
Paper360 - March/April 2018 - Global Paper and Paperboard Demand Growing Despite Declines in Graphic Paper
Paper360 - March/April 2018 - 71
Paper360 - March/April 2018 - PPI Awards Showcase Industry Excellence
Paper360 - March/April 2018 - 73
Paper360 - March/April 2018 - 74
Paper360 - March/April 2018 - 75
Paper360 - March/April 2018 - 76
Paper360 - March/April 2018 - 77
Paper360 - March/April 2018 - 78
Paper360 - March/April 2018 - TAPPI News
Paper360 - March/April 2018 - 80
Paper360 - March/April 2018 - ASPI News
Paper360 - March/April 2018 - Index of Advertisers
Paper360 - March/April 2018 - cover3
Paper360 - March/April 2018 - cover4
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