HBP Inc. — Bundling Communications Solutions

The upgrade and expansion of the fulfillment area has allowed the firm to increase the speed-to-market of many of its customers’ products. Automated shipping and inventory management tools allow clients to better manage their forms and direct mail materials. The company has also amplified its promotional products services to include on-demand ordering and customization of hundreds of items.

According to Snyder, acquisitions are another avenue of company growth. In the early ’90s, HBP purchased Oak Printing, a small operation that functions autonomously from within the Hagerstown facility. Supplying everything from business cards and letterhead to sales brochures and office forms, Oak fills client demand by performing short-run jobs with rapid turnaround.

Charter Printing Services, in Alexandria, VA, was purchased by HBP last year. According to Snyder, this acquisition was not only positive for company growth, but provided lessons for future acquisitions. Thanks to the assistance of the previous owners, the transition process allowed operations to continue seamlessly, while gradually introducing HBP’s array of value-added services to Charter’s existing customer base. HBP also retained the former Charter Printing sales staff—their knowledge of the Washington, DC, printing market has been invaluable.

The company’s business model seems to be working. Sales have jumped from $12 million in 2003 to $18 million in 2005. Though Snyder credits a portion of the increase to the acquisition of Charter, there is no denying that value-added services have achieved the elusive customer lock-in. Bundling communications solutions from design to fulfillment leads to customer satisfaction and loyalty—the true measurement of HBP’s success. PI