How improving Sales Effectiveness
can dramatically boost profits for packaging companies!
You hardly need us to tell you that the competitive pressures
on the packaging industry have never been greater.
Continued consolidation among major retailers, consumer goods
manufacturers and pharmaceutical companies mean that packaging
companies increasingly find themselves squeezed between large-scale
raw materials suppliers and multi-national or global customers.
The consequences of these pressures were starkly demonstrated
by the climbing price of oil during 2005 which impacted both directly
and indirectly on converter raw materials costs. Faced with rising
overheads and unit costs, packaging companies have often found
that they are unable to pass these costs on to their customers
either because of weak bargaining positions resulting from customer
scale, or due to restrictive supply agreements.
This has led to packaging companies both large and small being
exposed to considerable business risk.
We at Meridian believe that this risk can often be minimised
through improvements in sales and commercial effectiveness at
all levels, from senior managers through to account managers and
local sales teams. Our experience is that this can be achieved
through the introduction of effective tailored sales tools and
processes, and developing the capability of the commercial teams
in the use of these tools.
For example, we can show you how you can use these tools to ensure
that;
• Materials cost increases are passed on based on specified
thresholds and timescales
• Volume targets are clear and specific
• Prices reflect changing supply volumes
• Bought-in materials risk is minimised
• Unexpected or unplanned costs are avoided
• Business risk is managed
Meridian is a sales effectiveness consultancy. For the past 13
years we have been helping our clients to improve sales and commercial
operations performance. Our approach begins with a full “commercial
audit” to highlight and quantify the scale of the improvement.
We then develop a practical implementation programme backed up
with tools and measurement systems which reflect your specific
issues and organisational idiosyncrasies.
If the above issues are impacting on your business we’d
welcome the opportunity to meet you to explain why we believe
we can help you too. Call Ron Temperley or Carl Davies now on
0207 849 6030 or email
us or click here to
Request a meeting.
