Identifying value proposition for growth opportunities
Plastics Packaging Vendor
BRIEF TO PACKFORA
A leading rigid plastics vendor engaged Packfora to understand and improve their equity with customers and their customer pitch process.
Gap in terms of understanding the requirements of key customers.
Not able to articulate their own strengths in context of customer needs.
Improve customer engagement process and further Institutionalize it internally.
Business image not in sync with industry leadership status as a supplier.
Designed a framework to understand customer needs in terms of innovation, supply chain efficiencies, agility and sustainability.
Helped in recognizing and focussing on newer technologies which may be of interest to specific customers.
Identified key manufacturing and process strengths which can be highlighted for business opportunities.
Developed a process to prioritize and improve the articulation of own strength while pitching to meet customer needs.
Value added coaching provided to the internal team while preparing and reviewing a pitch deck.
Overall Benefits to the Business
Improved value proposition and engagement with customers in growth opportunities.
Enhanced capability of the internal team to identify customer needs and pitch more effectively.
Highlighted capability and market relevant solutions in areas like PCR usage, innovative labelling and embellishments, local source of advanced pumps, etc.
Fresh communication with some large but dormant customers, increasing the share of spend.
Initial customer presentations led to select new offerings move towards pilot engagement stages.