Packaging 202: How MNCs Buy Packaging
- Details
- Published on Sunday, 22 November 2009 20:51
| 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 |
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Who Should Attend?
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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: |
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Understand your Customer
Understand your Market and Competition
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The Approval Process
Finalising the deal
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| 202.2: How MNCs Buy Packaging | |
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Level: Intermediate |
Duration: 1 Day |
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Who Should Attend?
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Objective: To learn buyers likes and dislikes. Matching your product against the competition and the MNC expectation |
Outcomes How to ensure quotes are well presented, and how to avoid common pitfalls |
| Course Content: |
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Understand your Customer
Understand your Market & Competition
The Quotation Process
Commercial Approval
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Technical Approval
What Buyers Like and Loath
Finalising the deal
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| 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 |
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| 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
Capacity and (Shared?) Investments
The Quotation Process
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Technical Approval
What Buyers Like and Dislike
Case Studies Examples of success and failures in real life situations.
Fine tune selling skills in a role play situation |
