National Supplier of Stretch Film
Background:
The Company was established in 1985 focusing on the stretch film segment of the packaging industry. They are viewed as experts in this category, having completed close to 1,000 equipment installations across the country for companies like Mondolez, Pepsi, Purina and other heavy users of pallet wrapping equipment.
Challenge:
In 2015, the Company was acquired by an outside investor. While the Company had a history of profitability, the investor was concerned about 25% of sales being concentrated among two national accounts. Reducing that risk was a strategic priority but the sales team was burdened with maintaining their existing account base and had no consistent business development process.
Process:
The Company contracted with Capri Business Development in late 2015 to manage leads for new business. The Company also decided to focus sales efforts on their strength, multi-location, national accounts in the food and beverage industry. Capri created an approved list of prospects to target and called in to CFO, COO and Supply Chain contacts to talk about consolidation of the stretch film buy across all national locations to reduce operational cost.
Results:
The Company has renewed with Capri annually for nine years. Over $24M in new repeat business has been closed across the food and beverage, chemical processing, logistics, distribution and major retail verticals. Additional recent purchase orders will drive this number close to $30,00,000 by 2025.