Look at the world of packaging sales right now. Supply chain snafus, packaging material shortages, high resin prices, no printed cans, and now 12 month lead time for rigid bottles and buckets… What is a packaging reseller supposed to do? Well, first of all, don’t panic (like many of the calls we are fielding these days). You do have options, if only you know where to look.
Did you know there are biodegradable and compostable packaging materials many in the US have never seen before? Did you know flexible film can actually hold carbonated products like soda and beer, or even chemicals that outgas like pesticide and fertilizer?
The point I’m trying to make is…stop selling on “price,” which makes you “just another supplier,” and start selling on solving pain points — in other words, presenting options and solutions and alternatives for problems the customer is facing. The last thing you want is to be just another “me too” type of supplier who competes on price.
When you do this you get past Betty the Buyer (who is really just a clerk) and start talking with actual Decision Makers who have “skin in the game” and can not only authorize the sale but will gladly pay a higher price because you are solving a problem that is costing them way more than your solution.
PAIN = Sales and Profits!
Price…you are just another vendor.