Sales Opportunity (CONT’D FROM PAGE 54)
Either on your own or at your next Sales Meeting, take the initiative to form a team to discuss, with three or four others within your plant, what costs the customer incurs when their supplier is non-compliant in any of the above-mentioned ways. Include someone from Customer Service as well as someone from Production. For a work- sheet that helps organize this process, contact Mark Neely It’s important to get to a level of understanding that will make it natural for you to discuss this issue with your pros- pects. During a sales call, try to ask the question, “Have you ever had to deal with <insert one of the above-men- tioned issues of non-compliance>? If so, ask, “Does this cause any problems with others in your facility?” “What sorts of complaints do they bring to you?” If you can get into this discussion, make sure to listen carefully and show concern. at markneely5476@gmail.com. Communicating With Prospects
succeed in lowering their packaging costs. To do this, stop selling on price (everyone does this – be different) and demonstrate that you are a professional. Start by un- derstanding the cost to the customer for a box vendor’s non-compliance. The Usual Suspects Below is a list of some of the common problems a cus- tomer deals with when their box supplier fails to produce the box they ordered as they ordered it, did not deliver it when promised, nor responded to the situation in a timely and effective manner. Such non-compliance creates prob- lems for the customer on many levels and with many peo- ple, including, at times, with their customer if there were delays for the customer in getting their product to their customers. • Late delivery • Box failure • Printing problems • Incorrect load tag • Incorrect billing • Short count • Over shipment • Incomplete shipment • Split shipment without prior notification • Lack of a quick and effective response to the problems created by the vendor
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When the prospect has shared their points, follow with, “I want you to know that we are dedicated to helping our customers reduce the hassles and costs associated with such problems. We have procedures and team dis- cussions that reinforce our goal of reducing the risks of non-compliance. A big part of my job is to help manage the process and make sure my customers are well taken care of. I would like to have the opportunity to help your company reduce its packaging costs – not just in the area of material cost (the price of the box) but in other areas that often put a strain on companies that rely on getting the boxes they want, when they want them and have a ded- icated supplier that is easy to communicate with. I would like to show you our facility so you can see, first-hand how we do things. Would you be able to come by in the next week or so? I know our owner and Production team would be delighted to show you around.” The issue of non-compliance is a sensitive one. In my experience, only the best companies are willing to explore this subject in depth. Those that don’t are missing a tre- mendous opportunity to capture new business without competing strictly on the price of the boxes they make. Get your own house in order then show that your com- pany is focused on helping its customers to succeed. With understanding and dedication, you will make a big differ- ence.
Industry Articles ( May be hiding in plain view )
If spotted in your organization, approach with extreme excitement and report to BCN immediately!
Share the story of your company’s success with an ARTICLE in Board Converting News. The corrugated and folding carton industries are waiting! Brand Owners, Converters & Decision-Makers READ BCN Don’t keep it a secret! Articles generate leads for converters and suppliers!
Len Prazych at 518-366-9017 lprazych@nvpublications.com
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April 13, 2026
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