Mass appeal: Ross Controls builds customers for life with mass customization

Article Abstract:

Ross Controls was able to reverse its downward spiral by embracing the concept of mass customization. This approach involves the combined use of one-to-one marketing and computer-aided manufacturing to allow the mass production of products demanded by customers in units as small as one. Through mass customization, engineers at Ross Controls are able to partner with customers to get the product they need. The company was also able to reduce the time required to make customized valves.

Industrial Valve Manufacturing, Valves and pipe fittings, not elsewhere classified, Pneumatic Control Valves, Machinery industry, Customer relations, Ross Controls

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Brand strength lures corporations

Article Abstract:

A number of high-profile consumer product companies are actively targeting the business-to-business market by banking on their reputation for quality and their selection of merchandise. These marketers include L.L. Bean, Lands' End, Hallmark Cards and Starbucks Coffee. This trend is being predicted to result in significant changes in the specialty merchandising sector, which is estimated to be worth $8 billion per year.

Evaluation, Marketing management, Business-to-business market, Business to business market

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Armstrong's ongoing aim

Article Abstract:

The Armstrong Cork Co. has become one of the major home products industry in 1997. The company, which began as a two-man operation supplying hand-cut corks in 1860, has diversified into products ranging from linoleum to ceiling tiles. Armstrong Business Development VP David Freight attributes the company's success to its commitment to quality and effective marketing strategies.

Nonmetallic Mineral Product Manufacturing, STONE, CLAY, AND GLASS PRODUCTS, Construction Materials, Marketing, Building materials, Home furnishings industry, Armstrong Cork Co.

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