25
MARKET APPROACH
Prysmian Group has perfected a market approach over the
years that puts the customer at the centre of its strategic,
organisational and business choices. Its commitment
to analysing customer expectations and their evolution
over time allows the Group to develop organisational and
operating models that translate into fast, efficient and
targeted responses to the markets concerned.
At the heart of this approach is “
Customer Centricity
”,
which expresses itself in the ability to anticipate and satisfy
customer needs through its constant presence, from product
design through to delivery, and provision of a level of service
that is monitored against specific, agreed parameters.
The Prysmian Group is able to develop solutions that
not only meet specific standards but also satisfy precise
customer needs. In particular, the Group is able to serve very
different segments and markets thanks to its ad hoc matrix
organisational structure that lets it have a local presence even
for major global projects.
This means that markets with high local specificity are served
by country commercial and development teams, and that
markets with global products and customers are followed
by integrated business unit teams, while other segments
requiring a local presence and cooperation between countries
draw on the matrix structure’s potential.
Customer centrality and satisfaction are a strategic approach
that is implemented by having a fast, smooth organisation
throughout the supply chain, capable of expediting decision-
making and time to market by adapting itself to the needs of
the various industries by continuously investing in innovation.
One of the ways of implementing customer centricity is
through “
Factory Reliability
”, a process that makes it
possible not only to improve the reliability of planning and
the execution of manufacturing output, in terms of both mix
and volumes in ever faster response times, but also to have
stricter control over inventory levels for every type of stock
(raw materials, intermediate and finished goods); this enables
the Group to deal effectively and efficiently with upswings
and downswings in sales volumes and consequent variation in
manufacturing output.
In addition to the Customer Centricity and Factory Reliability
propositions, Prysmian Group has also started “
Supply Chain
Integration
” projects with some of its most important global
customers with the goal of improving process effectiveness
and efficiency throughout the supply chain, from the
producers of raw materials and intermediate goods used in
manufacturing through to the end cable user.
