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Retired_4/24/2015

David Newcorn, VP/Digital
by

PMMI Media Group

on 10 June 2015

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Transcript of Retired_4/24/2015

Discovery

Time-consuming to collect all the information required


Challenging to keep up with which suppliers are doing what


Information spread out over multiple sources


Too many Web results & suppliers, yet difficult to narrow the
field of possibilities


Difficulty in knowing whether one has cast a wide enough net

“How to balance reliability and predictability of older, established suppliers without missing opportunities presented by new and upcoming suppliers.”

Internal Friction

Difficult to collect information necessary to justify an investment or calculate a payback period


Difficult to get new suppliers added to the approved vendors list


Insufficient time allotted to the packaging supplier research during the new product development process


Tough to recall what you saw at PACK EXPO months later when you need it for a project


Pressure from Purchasing department to go with the lowest cost regardless of quality

“With fewer people, just having time to research is
a major hurdle.”


Vetting + Comparing

Difficulty in obtaining clear and accurate information without heavy sales pitches


Not evident what a given supplier is best at (core competencies) and how they are better than their competitors


Difficulty in discerning true breakthroughs from minor improvements


Challenging to validate performance claims made by suppliers


Difficulty in knowing the true reliability of the product


Vetting + Comparing

Long turnaround times in receiving information requested


Difficulty in obtaining honest, accurate feedback from referrals on supplier performance and after-the-sale reliability


Difficult to aggregate information from multiple vendors to make meaningful, “apples-to-apples” comparisons


“It takes lots of time and effort just to get to the point of quoting a machine, and if the price is too high for the projected ROI all the work done up to that point is wasted.”


Missing Info

Price or price range


Lead time (trials for materials, manufacturing for machinery)


How the product can save money over what’s currently
being used


Sufficient technical detail of the product


The extent to which third parties are involved in the manufacturing process

Missing Info

Number of customers


Clear explanation of the benefit of a new product


Post-sale support and service, number of technicians/tech
support people



Supplier Websites

In general, good. The exceptions:


Web site navigation problems


Product information is not detailed enough


Specs are not presented in an easy-to-read format


Lack of videos


Videos are poor quality or lack sound,


Videos do not clearly show how the equipment operates


Videos produced under ideal circumstances that may not reflect real-world conditions



Supplier Websites

Lack of good-quality photographs with high enough resolution for printing or enlarging


Capabilities and supplier capacity information missing


Web sites not updated with newest products

“I hate supplier Web sites that don’t have much information besides “Call us”. Most of the time I won’t call!”

“It seems that the larger the company, the harder it is to overcome the barriers they create in their websites, and the harder it is to obtain results while searching."


Supplier Sales Process

No response to inquiries made on supplier Web site


Lack of urgency in responding to a request for information


Sales people lack sufficient product knowledge or technical expertise


Turnaround time for quotes is too long


Lack of internal supplier process to correctly understand customer requirements



Lack of understanding regional nuances and regulations (Asia, Latin America)


Lack of understanding of food safety compliance regulations

“We quickly get moved to a more technical person after initial contact with a sales person, never to have the sale person contact again. Because of that, I don’t like dealing with sales people anymore; it seems a waste of time, ultimately.”

Supplier Sales Process
Packagers start researching long before the project is funded or a sales person is contacted.
Suppliers have to be where the buyers are...
...with content buyers can find and that answers their questions.
To download the complete study, visit
pwgo.to/buy-cycle
Methodology

Audience:

Packaging World
&
Healthcare Packaging
e-mail database

Two separate surveys
conducted Dec. 2013 – Jan. 2014 by e-mail

568 respondents to the end-user survey
(suppliers filtered out)

223 respondents to the supplier survey
(manufacturers only—distributors filtered out)

Methodology

Industry:
41% food & bev. • 25% healthcare • 18% CPG • 16% other

Buying power:
88% have bought machinery or materials in the last 12 months

Age:
38% are 45 or younger • 62% are older than 45

Gender:
79% male • 21% female

Job duties:
24% operations • 12% machinery eng. • 21% pkg dev. eng.
13% marketing • 8% procurement • 5% supply chain • 17% other

Company size:
41% 249 or fewer employees • 17% 250 – 999
41% 1000+ or more


• By the time a project is funded, it's too late
• Marketing must start much earlier
• If you're not visible to people in stage 1, you'll be invisible in stage 2
Conclusion
• Good content informs and educates; incomplete content is off-putting
Vetting + Comparing
Challenges in comparing packaging machinery


Difficulty in sifting through the wide range of prices for a given machine type and assessing whether value justifies the price


Lack of standardized terminology to describe specific functions or options of each piece of machinery







Vetting + Comparing
Challenges in comparing packaging materials


Difficulty in getting packaging samples quickly, in sufficient quantities for shelf life testing and production line trials


Difficult to understand the performance of a new material versus the current one


Lack of standardized terminology can make comparisons difficult (“Delta bottom” and “inverted gusseted stand up pouch”)





Missing Info
Packaging machinery

• Speed

• Change part requirements

• Changeover time

• Flexibility for use in multiple scenarios

• Footprint

• Utility requirements (power, air)

• General layout




• Standard and optional controls packages

• Communication protocols

• Ease of operation

• Safety and guarding approaches

• Lead times for replacing critical components from secondary suppliers




Missing Info


• Maintenance requirements

• Repair info

• Supporting data that proves machinery performance

• OEE information from real applications

• How the FAT is conducted





• Cost savings (through scrap reduction, thinner materials, energy savings, etc., doing the work of 2 machines, etc.)

• Distinction between standard and customized machinery, and flexibility to customize

• How the machine actually operates





Missing Info
Packaging materials

• Sustainability information (feedstocks, end of life, etc.)

• IQ/OQ/PQ information

• Capacity and constraints of supplier

• Performance data in real applications










• Shelf life studies

• Minimum order quantities

• Shipping origination

• Product compatibility data (e.g., for chemical packaging)




Full transcript