In maturing markets Stora Enso needs to strengthen its SEAM (Stora Enso Account Management) approach globally to move closer to the customer in the value chain. SEAM helps Stora Enso gain real customer insight and use this insight in formulating the product area’s strategy. The Paper product area is running pilot SEAM projects with key accounts to develop unique offerings. The SEAM approach is progressing rapidly within Stora Enso Paper. Key accounts have been defined and all key account managers and their support teams appointed.

Papyrus

As a customer interface for the Group, Stora Enso’s merchant business Papyrus is an important component of Stora Enso’s value chain and takes the Group one step closer to the customer. It is vital to the development of the business to understand the end-user.

Papyrus’s strategic aim is to become a significant local player in the European merchant business. In 2004 it acquired the Dutch paper merchant Scaldia Papier B.V. to strengthen its presence in the rapidly changing European paper merchant market and achieve synergies with its present operations.