Tag: risk mitigation

Removing Risk from Package Testing

Written on by frain-sales

It’s said that “variety is the spice of life.”  Variety is something with which we’re also all too familiar in the CPG industry.  Acquiring, retaining and expanding product usage can be achieved with new ways to deliver the same product and sometimes deliver extraordinary results thru new packaging.

Daisy Brand sour cream is a great example of a change up in packaging.  It used to be that only a parent or older sibling could be in charge of serving up sour cream, but a different sour cream package changed all that and successfully increased usage and sales for Daisy Brand.

By moving to flexible packaging, Daisy introduced a whole new set of power users, kids, now that the product was so user-friendly in its new squeezable packaging.

Mars is an example of someone we’ve worked with to increase brand revenue through changes in packaging to flexible packaging.  By introducing a new non-traditional method of packaging Starburst, Mars was able to maximize product usage in strategic consumer segments.

Previously, the confection had been individually wrapped in an accommodating foil.  By, packaging the same product in a flexible, zip package – they not only reduced their scrap rate- but also catered to a specific market behavior while keeping the product fresh in the eyes of their consumers.

 

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We receive calls daily and hear new ideas from new and established brands that will soon be introduced to the market in hopes of breaking through the clutter to boost sales.  From round bottles moving to square bottles, rigid packages moving to flexible, or durable pouches moving to plastic containers – we’ve heard of tens of thousands of new variety approaches over the years.

Many customers contacting us also realize the variety of machinery we carry and store spans hundreds of categories and manufacturers.  Our expert engineers can offer a broader view of the options based on each customer’s specific needs, requirements, financial situation, etc.

Frain offers owners, engineers, plant managers, and operation supervisors the ability to test new packaging without purchasing the equipment and instead allowing them to rent it.

Not only can we get machinery or entire packaging lines our customers fast – we remove risk with rental terms that allow our customers to take new packaging ideas to market for a fraction of the cost.

Many companies will want to purchase equipment anyway for proven packaging, products.  However, if testing new packaging or new product launches is something you plan to do in the next three to six months – it’s well worth five minutes of your time to discuss your next project with Frain.

 

due dil•i•gence

Written on by frain-sales

After explaining our process to a prospective customer, they simply stated or punctuated a phrase that explains Frain very well:

“That’s definitely due diligence.”

Here’s what our sales person explained to this equipment customer and what certainly makes Frain uniquely due diligent in the packaging and processing equipment industry:

Every machine we sell, lease or rent:

  • Goes through our shop of over 40 technicians who completely check for warn, broken or missing components to be replaced
  • Is fully addressed pneumatically, mechanically, electrically, and cosmetically – nothing leaves our building “as is” or as it was when we acquired it
  • Is set to size with your actual product samples and backed by six month warranty
  • Has to be seen and accepted by the customer running the customers product before it ships
  • Includes our guarantee and two week right of return by the customer if they’re not 100% satisfied

To all of this the prospective customer also replied, “Okay that’s cool.  I like to hear that.”

At Frain, we like to hear that we’re discussing projects with people that appreciate what we do and think its cool too!

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Creating Space

Written on by frain-sales

Creating space is a concept often used in sports.  Athletes can score points, gain yardage, etc. by creating space between themselves and a defender.

This concept, which is true for many sports including football, basketball, and soccer, is also true in business.

With decisiveness, speed, and agility – businesses can create more time and space between themselves and competition where they can increase margins, intelligence, market share and revenue.

profit-i-like-itThe amount revenue gained by our customers depends on how quickly they can get to market, prove a concept successful, and dial up or down production as it makes sense.

Beyond buying and selling equipment and complete packaging lines, Frain recognized our inherent ability to deliver competitive space and time with brands like Clorox, Mars, and Kellogg’s.  What we ultimately offer our customers is well beyond equipment.

We offer manpower.  We offer speed to market.  We offer peace of mind.  Frain helps its customers get to market sooner – creating opportunities for them to surpass their competition maximize gap opportunities in the CPG marketplace.

In addition to an inventory of approximately 9,000 processing and packaging machines, we staff well over 40 technicians.  We purchase like new and used equipment and expedite machinery for our customers, completely set to size specifications, guarantee quality, warranty replacement parts, and offer additional field services.  With rental and lease options our customers gain payment flexibility and the opportunity to keep or return the equipment as needed.

Customers often ask what year the machine is.  They’re all 2017’s when they leave the building as far as we’re concerned – fully addressed with new electrical, pneumatic, cosmetic, and mechanical upgrades.  Machines and packaging lines do not leave our building until the customer sees the machine running themselves and with their team as appropriate.

In short, our customers gain speed to market, flexibility of borrowing / returning machinery, and incremental revenue in the extra space and time we create for them.

Don’t Strike Out Looking

Written on by frain-sales

It may be too early to talk baseball with the MLB season approximately 80 days away, but a baseball analogy can be made to the CPG industry at any time.  And, that is that brand owners should not strike out looking.

Watching opportunities pass you bye in the CPG industry and seizing market share on new ideas is the difference between wins and losses.  There’s nothing worse than getting shelled on defense, while you watch the competing team run up the scoreboard.

Does your current equipment provider give you the flexibility to switch-up your machinery or complete packaging lines on the fly.  Like a manager going to his bullpen, you should be able to close out winners and mitigate damage on losing projects.

Frain’s rental terms on a vast inventory of quality machinery enables our customers to maximize revenue on good ideas by getting to market sooner and limit losses on ideas by limiting investments and shutting down faster as well.

We see this a lot in CPG (consumer packaged goods) manufacturing. Companies try new products and they fail. Over 80% of them by some reports.

But those stats shouldn’t paralyze your ability to swing at good pitches.  They should encourage you to swing more often and put the bat on the ball.