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Packaging 202: How MNCs Buy Packaging

Multi National Corporations have distinct commercial advantages when they come to buy packaging. Understanding how the MNCs approach their packaging procurement can assist local brands and package suppliers compete in the marketplace.
How do MNCs make package buying decisions? Who makes the decision?
How do they negotiate? How do they expect quotes to be drafted
What do buyers like & dislike
What are the deal makers & breakers?
What will be in the contract? How to extend & expand the deal?

How MNCs Buy Packaging, targets the Packaging Supplier and the Asian regional Brand Owner who need to understand the operations of the MCC and gives an insider’s insight into how to do business with Multi Nationals. Identifying the key decision-makers, what they like and dislike about suppliers, how to quote (and crucially what not to put in a quote). It also covers areas such as; who (typically) pays for samples, trial materials, line trials, testing , and storage. And once the deal is signed sealed and delivered, what the supplier can do to extend and expand the deal. This Unit is available as three module levels: a short half-day Foundation level, a one-day Intermediate level, or a one and a half day Advanced level

An essential guide for both local Brand Owners & Packaging Suppliers to getting in the door, winning the contract, keeping the contract & building a long term business.

These  modules are designed for Executive Decision-makers  at Brand Owners & Package Producers and are delivered at Foundation,   Intermediate & Advanced levels

202.1: How MNCs Buy Packaging
Level: Foundation
Duration: 1/2 Day

Who Should Attend?

  • Packaging Suppliers who have to sell to MNCs

  • Asian Brand Owners who need to incorporate MNC procurement techniques into their business practices

Objective:

To give an understanding of the Customer requirements (MNC); how to quote as required, understand buying decisions in MNCs

Outcomes:

Students will gain an appreciation of the buying process in an MNC, & how to ensure the best chance of success

Course Content:
Understand your Customer
  • Market, size, products, future plans
  • Who are the contacts & decision makers ?
  • Capacity and (Shared?) Investments

Understand your Market and Competition

  • Who are your Compeditors
  • Competitive Edge - Price Quality Service?
  • Feedstock Availability, Cost movements
  • Selling your strengths
The quotation Process
  • Format

  • Punctuality
  • Additional information - what is needed?
  • What not to put in your quote
The Approval Process
  • Commercial Requirements
  • Cost Clarity
    Technical requirements
  • Samples
  • Trial materials
  • Testing & Line trials

Finalising the deal

  • When is a deal done ?
  • What clinches the deal ?
  • How to extend the deal to new dimensions
202.2: How MNCs Buy Packaging

Level: Intermediate

Duration: 1 Day

Who Should Attend?

  • Brand Owner & Packaging Supplier
  • Marketing, Production & Design Executives with regular Customer Contact

Objective:
To give an understanding of how decisions are made within MNC’s.

To learn buyers likes and dislikes. Matching your product against the competition and the MNC expectation

Outcomes
Students will gain a full understanding of the Buying Process within an MNC.

How to ensure quotes are well presented, and how to avoid common pitfalls

Course Content:

Understand your Customer

  • Market, size, products, future plans
  • Who are the contacts & decision makers ?
  • Capacity and (Shared?) Investments

Understand your Market & Competition

  • Who are your Compeditors
  • Competitive Edge
  • Price Quality Service?
  • Feedstock Availability
  • Cost movements
  • Selling your strengths

The Quotation Process

  • Format & Punctuality
  • Additional information, what is needed?
  • What not to put in your quote

Commercial Approval

  • Key Contact for negotiations
  • Commitment by suppliers
  • Investment capability
  • Clarity
  • Key Contractual Components

Technical Approval

  • Samples
  • Trial materials
  • Storage
  • Testing
  • Line trials
    Quality Approval
  • Certification
  • Future technical developments

What Buyers Like and Loath

  • Global & Regional Supply
  • Technical support
  • Commercial Transparency
  • Innovation Capability
  • The hidden dangers

Finalising the deal

  • When is a deal done ?
  • What clinches the deal ?
  • How to extend the deal to new dimensions

202.3: How MNCs Buy Packaging
Level: Advanced
Duration: 1 1/2 days
Who Should Attend?
Senior Executives of Packaging Suppliers, Packaging Design Directors & Asian Brand Owners, Sales, Technical & Marketing staff
Objectives
To gain an in-depth understanding of the mindset of an MNC buyer, and his requirements. Locating the decision makers, and ensuring your strengths are known.
Outcomes
Students will get an in depth understanding
of the how to present the best case to an MNC
customer, both commercial and technical.

Understand your Customer
  • Market, size, products, future plans
  • Who are the contacts & decision makers

Capacity and (Shared?) Investments

  • Understand your Market and Competition
  • Who is the competition?
  • Competition/ Competitive Edge
  • Price Quality Service?
  • Feedstock Availability
  • Cost movements
  • Selling your strengths

The Quotation Process

  • Format / Punctuality
  • Additional information - what is needed?
  • What not to put in your quote
  • Commercial Approval
  • Key Contact for negotiations
  • Commitment by suppliers/
    Investment capability
  • Clarity
  • Key Contractual Components

Technical Approval

  • Samples
  • Trial materials
  • Storage
  • Testing, Line trials
  • Quality Approval
  • Certification
  • Technical developments

What Buyers Like and Dislike

  • Global & Regional Supply
  • Technical support
  • Commercial Transparency
  • Innovation Capability
  • The hidden dangers
  • Finalising the deal
  • When is a deal done?
  • What clinches the deal ?
  • How to extend the deal to new dimensions

Case Studies

Examples of success and failures in real life situations.


Role Play

Fine tune selling skills in a role play situation