10 cession, but also <strong>to</strong> steer the company in a new and better direction. “In 2008, when the economy began having a serious downturn, we started talking internally about what we need <strong>to</strong> do <strong>to</strong> prepare for the future,” Karen Shaffer said. “We asked ourselves, ‘We have so little control over so many things going on right now, but what can we have control over and what can we do?’ “When the economy began having a serious downturn, we started talking internally about what we need <strong>to</strong> do <strong>to</strong> prepare for the future. We asked ourselves, ‘We have so little control over so many things going on right now, but what can we have control over and what can we do?’” — Vice President Karen Doochin Shaffer “We knew we were going <strong>to</strong> be <strong>here</strong> when the economy turned around, and we knew we wanted <strong>to</strong> grow. We wanted <strong>to</strong> continue <strong>to</strong> service our cus<strong>to</strong>mers the way we always had, and we wanted <strong>to</strong> figure out what we were lacking foundationwise <strong>to</strong> be able <strong>to</strong> do that. For one thing, we all thought it was a good time <strong>to</strong> start investing in technology and building a new foundation for the future.” According <strong>to</strong> her colleagues, Shaffer <strong>to</strong>ok the lead role in spearheading AP&T’s concentrated effort <strong>to</strong> analyze and implement the technologies that would best take the company in<strong>to</strong> the future. Currently she oversees IT, operations and human resources at the company. Shaffer grew up working summers at AP&T answering the switchboard and working in cus<strong>to</strong>mer service. She earned a bachelor’s degree from The University of Georgia in 1992 Zephyr does what it takes <strong>to</strong> help you succeed. Zephyr is your single source for brooms, mops, brushes, dusters, squeegees and microfibers. When you choose Zephyr: • You avoid backorders with our 99% fill rate • You make good margins with our competitive, wholesale only pricing • Your questions are answered by friendly, trained professionals. Why go anyw<strong>here</strong> else when Zephyr Does It! and a Master of Social Work from the University of Kentucky in 1994. Following four years in the health care industry, she joined AP&T. AP&T’s management team spent 2008 searching for the best ERP (enterprise resource planning) computer technology system <strong>to</strong> meet the company’s needs. ERP is business management software that allows an organization <strong>to</strong> use a system of integrated applications <strong>to</strong> manage the business. ERP software typically integrates all facets of an operation, including development, manufacturing, sales and marketing. “In 2009, we selected our ERP, which is a system that is heavily geared <strong>to</strong>ward distribution and manufacturing,” Shaffer said. “We spent 2009 getting ready <strong>to</strong> implement our new ERP and in doing that, we had <strong>to</strong> evaluate every single process we had in place — some of which had probably been in place since my grandfather was <strong>here</strong>. “We analyzed the way we operated finances, purchasing, selling, marketing, cus<strong>to</strong>mer service, delivery, routing, warehousing — you name it. It was very difficult, but AP&T is so much better now because of this effort.” After spending 2009 getting everything ready, AP&T implemented the new ERP in 2010. As is typical when a company makes changes in a large way, the process doesn’t always go as smoothly as company offi- cials would like or envision. “Our CFO, David Morris, likes <strong>to</strong> say, ‘evolution not revolution,’” Shaffer said. “We tried <strong>to</strong> stick with the evolution side of things, but at a certain point, t<strong>here</strong> was a little bit of a revolution in 2010. Not intentionally, but it happened and it has made us stronger. It was painful, but it is worth it now. “We spent 2011 tweaking the system that we put in place in 2010 and now, in 2012, we are focusing on sales, marketing, purchasing and a new website. It has been a five-year evolution <strong>to</strong> move the company <strong>to</strong>ward the future, except for the one year that kind of seemed like a <strong>to</strong>tal revolution. “With everything getting tighter (margins, etc), we are always looking for more efficient ways <strong>to</strong> do things.” One of the major miles<strong>to</strong>nes in AP&T’s ongoing evolution is coming in the near future with the launching of the company’s new website. With the company’s new ERP technology in place, AP&T officials feel the new website will help in competing with some of the big box s<strong>to</strong>res that have been increasingly moving in<strong>to</strong> traditional jan/san markets. “When we started this project of upgrading our technology five years ago, we didn’t quite realize what we were up against on the Web with the big box s<strong>to</strong>res,” Shaffer said. According <strong>to</strong> Shaffer, it is the norm for big box companies <strong>to</strong> spend millions of dollars each year on Web content development. Shaffer related that she and Spivak had recently heard a Web expert who said the focus is currently on rich item content. Shaffer said, “The question is, ‘How good is your content on the Web?’ In other words, ‘How good is the data you provide on what you sell?’ The cus<strong>to</strong>mers of <strong>to</strong>day and <strong>to</strong>morrow want quality information at their fingertips. “Five years ago, we didn’t quite see the impact the big box s<strong>to</strong>res were having with on- ������������������������������ ������������������������ line sales. However, everything that we have gone through led us <strong>to</strong> the place w<strong>here</strong> we can �������������������������������������������������� now try <strong>to</strong> compete online. Now that our new foundation and back-end operating system is �������������������������������������������� in place, we are able <strong>to</strong> build a good cus<strong>to</strong>mer experience on the Web. Circle 60 Left <strong>to</strong> right are AP&T Ecommerce & Marketing Manager Lonnie Spivak, Vice President Karen Doochin Shaffer and Senior Vice President Mark Wright. “The big s<strong>to</strong>res have forced us <strong>to</strong> compete on the technology side. Now, we will force them <strong>to</strong> compete at the local level with expertise, relationships and better solutions — which is w<strong>here</strong> we thrive. If you are not investing in your business, you are not going <strong>to</strong> be in business very long.” — Senior Vice President Mark Wright
30% Growth + No Additional Sta� = What Could You Do? Leading Technology + Exceptional Service Increase your e� ciency, productivity, and bot<strong>to</strong>m line. See why jansan, paper and packaging distribu<strong>to</strong>rs choose DDI System. 877-599-4334 www.ddisys.com sales@ddisys.com Circle 12
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