Case study: Marketing knowledge system creates millions of dollars in sales for furniture dealers.

HOLLAND, Mich.--(BUSINESS WIRE)--March 21, 1997--The successful deployment of SourceBook(TM), a ReSource Technology(TM)-based Marketing Knowledge System (MKS) is responsible for significant increases in sales according to dealers for Haworth Inc., the world's second largest furniture manufacturer.

Two early dealer adopters, Kayhan International Limited and Gorman's Business Environment Solutions have increased sales by $2-4 million since employing SourceBook for sales presentations and bid proposals.

Haworth utilizes SourceBook, a stand-alone comprehensive object-based MKS, to distribute more than 2,000 brochures, videos, advertisements, and documents, including a 650-page "Tools of the Trade" collection that contains selling tips, PowerPoint presentations, and sales letters. Customized icons, screen images, and sophisticated search capabilities allow sales staff, dealers and key individuals to quickly identify and access marketing information and to create presentations on the fly.

Gorman's recently used SourceBook to put together a bid presentation for a $4 million hospital facility office design and furniture contract. According to Carla Gottschald, Gorman's COO, the Southfield, Mich., company won the contract, the second-largest ever in the Detroit area because, "The client told us that our proposal was significantly the best in terms of presentation."

Dan Hellriegel, COO of Kayhan, a $30 million international office design and installation company, loaded SourceBook onto the company's Novell network. Everybody has access to it -- including design, sales and installation staff. "Every time our installation people have a technical question, they access SourceBook for details," he said. Hellriegel also estimates that SourceBook helped net Kayhan at least $2 million in new sales. "SourceBook allows us to accomplish more with less," Hellriegel maintains.

Since deploying ReSource Technology, Haworth has reported reductions in reprint and samples costs of up to 40%, lower distribution channel and dealer costs, and increased sales staff productivity. "SourceBook is revolutionizing the way we do business," said John Berrett, vice president of corporate communications. Jim Hook, manager of sales technology, added, "We have increased sales and decreased the effort to get it." SourceBook also helps Haworth establish a corporate image with consistent graphic standards.

In an era where most sales force automation (SFA) initiatives fail, interest is growing in next-generation marketing encyclopedia systems such as ReSource. Visionary Logic Inc., the Holland, Mich., company which created ReSource Technology, specializes in software which maximizes information utilization and delivery with a focus on the sales and marketing process.

"Companies are beginning to demand a direct and immediate impact on sales from their SFA programs," said J. Michael Ellis, president of Visionary Logic. "An MKS is one of the few automated selling tools that captures the interest of sales staff. It's easy to use, and adds to their competitive value."

CONTACT: Visionary Logic Inc.

Matt Stegenga, 616/355-7000 ext. 26

or

Kimberli and Co.

Kimberli Munkres, 707/578-0377

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