Business Networking Lessons Learned: Supply Chain Management at Riverwood International

In 1996 the management of Riverwood International (RWI), an integrated paperboard and packaging supplier with head quarters in Atlanta, GA, USA, set out to create a new level of customer service within the industry. RWI wanted to enhance its competitive position by improving the flow of information to and from the customer. This information flow will be determined by the uniqueness of the commercial relationships between each customer, and in some cases each ‘ship to’ location of each customer. RWI has developed capabilities that enable small customers to process orders, inquire into order status, and monitor global inventory position with direct access to RWI’s information system via an Internet based solution. In the case of large customers, RWI is implementing new global materials management strategies, negotiated delivery and production schedules and shared sales and purchasing forecasts. Implementing these strategies, RWI and their customers will realize the benefits in the areas of inventory reductions, lower process costs, and greater flexibility for retail market response.1