Reasons Why Packaging Designs Fail – Structure

25 Tuesday Jun 2013

Posted by Brian Pankratz in Marketing, Packaging Design, Product Development

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This is the second post in this 3 part series on why packaging designs fail. Don’t forget to sign-up to have each post sent directly to your inbox. You can subscribe at http://www.brianpankratz.com.

Let’s Review
In the last post we talked about three areas to consider when packaging designs fail; design, structure, and marketing. Last week we focused on design, this week we are reviewing structure. To read the first weeks post on design, click here.

Define Structure
We all need to be on the same page when talking about “Structure”. Structure is defined as the materials, construction, and shape of the packaging used to package the product.

So, how can the structure contribute to packaging that fails? The list below are some examples…

1. Damaged Packaging: Nothing says, “Don’t buy me,” more than a damaged package. I am not talking about the consumer inflicted damage by ripping open a package after purchasing it and then returning it to the store. I’m talking about the packaging not being able to withstand the shipping and handling process involved with getting the product to the retailer. Choosing the right materials when packaging a product is critical. Whether it’s deciding the type or thickness of either plastic or paper board, the wrong materials can affect the sale of a product. Choosing the wrong materials can result in damaged packaging or in some cases, damaged product. Everyone wants to save on costs, but when packaging doesn’t maintain integrity, the sales of the product suffer.

2. Over Packaged Product: Not only is not protecting a product bad, but over packaging products are also costly. I remember walking down the aisle in my local big box retailer, and seeing a product the size of my fist packaged in a sealed clamshell that was about twelves inches square in size. The product was grossly over-packaged and not sustainable in the least bit.

Note: How can the first two be resolved without issue? Packaging testing! Know the specifications needed for your packaging and do testing to ensure the product and packaging will arrive without issue.

3. Poor Security of the Packaging: One of the main responsibilities of packaging is to protect the product from theft. Failure to do this can result in huge losses for the retailer and result in higher theft rates of the product and may jeopardize the products ability to be sold at the retail level. On the other hand, food containers that have tamper-resistant features provide added security. I was working with a new client, and they informed me that before working with us, nine out of 10 of the products they sent to the retailer were stolen. The retailer had a clear message for their product that sold for $25 ea., “Get new packaging, or I’ll get new product!”

4. Shelf Presence: When designing packaging, one of the questions we ask is, “Does this package need to hang, stand, or both?” It is amazing how many out there seem to skip that question. Once we understand this question, we now need to find a way for the packaging that we design to POP. Gaining the attention of the consumer can be done several ways; shapes, colors, graphics, etc. Determine what would gain command on the shelf and then create something unique.

5. Poor Usability: Usability refers to packaging that facilitates the use of the product. Whether it is the perforations of a chip board carton to allow easy dispensing of the product or locking features on a clamshell, it all provides either a positive or negative experience for the consumer. The key is to create functional packaging that properly assist the consumer with the use of the product. Creating a positive experience for the consumer shouldn’t end after the purchase is made.

When packaging is designed with the proper structure, it can attract consumers, properly protect, and even prolong the shelf life of the product. The idea is to create packaging designs that do all of the above. Create an experience for the consumer that makes them appreciate you for how you have decided to package your product.

To get more information on creating packaging that sells without failing, contact Brian Pankratz at Mercury Plastics, Inc., bpankratz@mercuryplasticsinc.com.

The 4 steps to every consumer purchase – Week 4

19 Friday Apr 2013

Posted by Brian Pankratz in Consumer Satisfaction, Marketing, Packaging Design, Product Development

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This week we are wrapping up our series with The 4 Steps To Every Consumer Purchase. If you missed any of the previous weeks, you can find them here…Week 1 – Scanning, Week 2 – Price, Week 3 – Comparison.

Step 4: The Final Step
Making a purchase is an emotional process. Manufacturers need to offer products that help the consumer confirm that they are making the right decision. The last and final step is the Confirmation step.

The Confirmation Step
In this step the product is in the hands of the consumer. They have reviewed the benefits, features, and price point. We now have to win the emotional connection with the consumer. Most consumers have had problems with products they purchased in the past and want to ensure this doesn’t happen again. They are asking the following questions:

Will I have to return this product later?
Will this product be easy to use?
How long will the product last?
Most importantly…do I “feel good” about this purchase?

Feeling Good – Emotional Connection
Yes, it’s true. Consumers need to feel good as they make the walk to the register with your product in hand. Have you ever purchased a product and shortly after leaving the store felt regret about your purchase? This is called “buyer’s remorse” and it is a very real emotional response in the buying process. If, through your packaging you have answered the price (value) and comparison questions, then the potential for a negative emotional response is reduced greatly. Packaging has the ability to generate excitement about the purchase as well as an eager expectation when the product is removed from the packaging. When all of these steps are in line, you have a successful package. The way your product is packaged matters. Consumers respond when products are packaged with them in mind. They receive the needed confirmation that the product is exactly what they are looking for, this is successful packaging.

When the consumer confirms that you have the best product and they have a sense of security with their purchase, loyalty is built. Can you think of any products that have a loyal following? If so, care was put into the way that product was packaged. Packaging does matter, and those who take the time to understand how to package their product to communicate all 4 steps will have a better chance of building their customer base.

For more information on creating packaging that captures all 4 steps and helps to build customer loyalty, contact Brian Pankratz, bpankratz@mercuryplasticsinc.com.

Don’t miss a week! To get the next post in this series sent directly to your email, subscribe at, www.brianpankratz.com.

The 4 steps to every consumer purchase – Week 2

12 Tuesday Mar 2013

Posted by Brian Pankratz in Consumer Satisfaction, Marketing, Packaging Design

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Welcome to Week 2 of “The 4 steps to every consumer purchase”. If you missed week 1, you can find it here.

Recap
When consumers shop they follow four steps before they make their purchase. Understanding the pattern and focusing on how this relates to packaging can help to sell more product, while increasing profits. In week one we talked about the first step, scanning. Consumers start the purchasing cycle by letting their eyes scan the products until one specific product wins their attention.

Step 2:
The consumer has now found a product they like, what do they do next? They look at the price. Seems pretty straight forward, right? Well it is…but the important thing in this step is to understand what questions the consumer asks after they see the price.

The Questions:
After the consumer views the price of the product, they ask themselves the following questions:

Is the price what I expected to pay for the product?
Am I getting the best product for the money?

Before the consumer looks at the price, they have an idea of what the cost should be. So, how does packaging play a role in this step? Simple, more affordable packaging can reduce the overall cost of the product. The cost of your packaging can help you to be more competitive and win more sales.

There are some simple ways to get cost of out your products packaging without sacrificing quality or overall design. Reducing the product to package ratio and using alternative recycled materials are good places to start, but there are many other ways to reduce cost. New designs that can attract more consumers should be considered as well.

The goal is to improve each step of the process. Creating a new design that is more attractive along with reduced costs in packaging is a great combination that will help to win the sale.

Join us next week as we learn what happens when the consumer isn’t satisfied with the price point of your product.

Don’t miss a week! To get the next post in this series sent directly to your email, subscribe at, www.brianpankratz.com.

To learn more about creating packaging designs that save you money and increase profit, contact Brian Pankratz, bpankratz@mercuryplasticsinc.com.

The 4 steps to every consumer purchase – Week 1

16 Saturday Feb 2013

Posted by Brian Pankratz in Marketing, Packaging Design, Product Development

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So, how exactly do products get from the store shelf to the checkout? Understanding the steps of what happens when a consumer enters the store until they reach the check out may help you to sell more product.

Over the next four weeks, I am going to break down the four steps that the average consumer takes before they make their purchase. With every consumer there is a sequence of events that takes place before a purchase is made. Understanding what they are and how to capitalize on them will be key if you want to sell more product.

To Clarify
There are three types of purchases: impulse, wants and needs, and predetermined. I will be covering these later in future posts, but for now we are talking about purchases that may be impulse or wants and needs.

Week 1: Step 1 – Scanning:

The first thing consumers do when they look for product is scan. They stand in front of the available products and their eyes scan across all of the choices they have.

During the scanning step, the consumer has an idea of what they are looking for. The consumers eyes scan until the attention of the consumer is attracted to one product. Unless you can get the attention of the consumer, you will most likely miss the sale.

To help get your product discovered, you must…

Design packaging in a way that demands the attention from the consumer and that can be easily spotted or recognized.
Create features in your packaging that are unique.
Add interactive features that draw the consumer to pick up the packaging to further inspect the product.
Have a clean and clear message that relates to the consumer.

The reality is, if the consumer doesn’t notice your product, they won’t be able to buy it. Uniqueness and creativeness need to drive your packaging design. When a consumer sees something that is new or different from what they expect to find, their attention is captured.

When consumers scan, the packaging design needs to be the connection to help them discover your product. Creating a packaging design that helps the consumer to find your product is the first step in getting your product to the check out. Stay tuned for Week 2: Pricing.

Don’t miss a week! To get the next post in this series sent directly to your email, subscribe at, www.brianpankratz.com.

To learn more on packaging your product so that it can be found, contact Brian Pankratz, bpankratz@mercuryplasticsinc.com.

About the SuperBowl Commercials…

04 Monday Feb 2013

Posted by Brian Pankratz in Consumer Satisfaction, Cost Savings, Marketing, Packaging Design, Product Development, Sustainability

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Do you know anyone who watches the Superbowl for the commercials?

Did you find yourself waiting to be amused when a new commercial came on?

Ask yourself this question…if companies can produce commercials during the Superbowl that draw our attention and get us laughing and talking for days , then why aren’t commercials like that all year-long? Have we been programmed to just settle the rest of the year and only expect greatness in advertising while watching the Superbowl?

Now about packaging
Since we’re talking about packaging, I’ll ask another question…why do some companies settle when packaging their products? If packaging helps to sell the product, then why would anyone want to settle for packaging that doesn’t “WOW” the consumer?

It’s your call
The fact is…new packaging designs take time and resources. I completely understand that our schedules make it tough to fit in additional projects. But, what if I told you that I can evaluate your current packaging and offer honest feedback at no costs? Offering designs that could leap-frog your product ahead of your competitors? Would you be interested? What do new packaging designs offer?

Here are a few benefits that earlier redesigns have resulted in:

1. Reduced cost for packaging resulting in increased profit.
2. Packaging design awards.
3. The use of more sustainable materials.
4. Smaller carbon footprint in manufacture process.
5. Reduction in packaging components used.
6. Increased satisfaction among retailers and consumers.

So now what?
If you have products that you are responsible for and want to find out if there are better ways to packaging them, contact me and let’s talk. Step one is to have a quick discussion to decide if there is a fit for us to work together. If there is a fit…we continue, if there isn’t a fit…we don’t. Pretty simple and shouldn’t take more than 15 minutes.

Don’t let your packaging turn into every other design. Make it unique and “WOW” the consumer with every product you have!

For more information on creating new packaging designs, contact Brian Pankratz. bpankratz@mercuryplasticsinc.com.

5 Reasons You Must Shop Your Own Product

23 Wednesday Jan 2013

Posted by Brian Pankratz in Consumer Satisfaction, Marketing, Packaging Design, Product Development

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Have you ever been in a store and shopped the product you manufacture? Not only shopped your product, but also shopped your competitor’s product?

If so, what did you learn?

Maybe a better question is…what can you learn by shopping your own product and why would you want to do this?

Here are five reasons why you should shop your own product…

1. Know what the retailer is saying about your product: Sales associates help consumers make decisions on what products they should buy. They offer their opinion and in most cases, their opinion will sway consumers to purchase certain products. Understand what the retailers are saying about your products.

2. Understand what your competition is doing: It is always a good idea to stand in the aisle where your product is offered to see how it compares to your competition. For example: if your competition is packaging all of their product in clamshells and you have made the decision to use bags, your presentation may lose the sale.

3. Shelf placement: Does shelf placement matter on how you package your product? The answer is…Yes. This will help determine how you show your product in the packaging. It’s not easy to always know where your product will be placed, but some items are commonly placed in certain areas. Whether in a bulk bin, end cap, or stand alone in-aisle display matters. Maximize your products visibility by using packaging that helps show your product better from all angles.

4. Product presentation: This one is easy…walk up to your product as if you were the consumer and determine if your packaging has something that grabs your attention. Features can be added in the packaging design that spark curiosity and draw the consumer in. Also look for anything that takes away from your product, such as a glare on the plastic that makes it tough to see your product. Make sure your packaging, “POPS”!

5. Knowledge of your product: This one may not be for everyone, however, if your product requires the sales associate to know certain features that will help them to sell your product better, make sure they are offered information with supplemental training to inform them. This can be as easy as inserting an extra instruction sheet into your master carton with your product that is titled, “What you need to know,” or a customer care phone number to call and get more information. At the least, put all major selling points in your graphics so the consumer can be made aware of your products benefits.

There is a lot to learn when going shopping, do not take this environment for granted. When designing packaging, we personally use this practice to determine how to create packaging that makes an impact on the store shelf. After going shopping, answer the most important question of all, “with the many choices of products similar to yours, would you buy your own product?”

If you would like to learn more on creating better packaging designs for your product, contact Brian Pankratz, bpankratz@mercuryplasticsinc.com.

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– Week 3: How Important is Profit? Plan-Plan-Plan!

09 Wednesday Jan 2013

Posted by Brian Pankratz in Cost Savings, Packaging Design, Product Development

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2013 goals, advertising, brian pankratz, brianjpankratz, co-packing, cost reduction, cost savings, Design, designs, Display Pack, Innovation, Marketing, maximize profit, New packaging designs, new product, packaging, packaging and containers, packaging assembly, packaging companies, packaging design, Packaging solutions, packaging supplier, pankratz, printing, product development, Product Packaging, profit, Profitability, reduce costs, single source, Supplier, sustainability, thermoforming

Welcome to week three of, “How to cut costs and maximize profit in the New Year.” Let’s start with a question: How important is profit to your company? The ability to keep the doors open depends on your ability to create profit. Not only is being profitable important, it allows organizations options to produce additional growth. Investing in new equipment and launching new products is dependent on the ability to create profit.

A quick look back…
To summarize where we have been in this series…in week one, we reviewed ways to design your packaging to increase profits. In week two, we covered how being sustainable can increase profits. This week we are going to focus on how planning can either increase or take away profit.

Plan-Plan-Plan
Regardless of what industry you are in, the same goes for all…poor planning will contribute to increased costs. The better planner you are, the more you can eliminate added costs. How orders are placed, how packaging is designed, and how much time is allowed to complete projects are all examples of areas planning is important.

Example:

In the year 2013, company ABC plans on launching five new products. They are similar in size and shape, but do have features that make them different. The method of packaging will be a clamshell with an insert card.

Poor planning: Create five different clamshells to custom fit each product.

Good planning: Create one clamshell that can hold all five different products. (If needed, create a smaller insert tray to better hold the product in place.)

Result: The “Good planning” example will have the same packaging for all five parts. Since the packaging is similar for all five, the quantities will be more, which will allow for better pricing and will result in one part number being used over five parts. The insert cards will be a common die line which will result in better pricing for printing. Also, it will reduce the chance for obsolescence packaging costs.

There are several examples similar to the one above that can lead to increased costs due to poor planning. The goal is to work with suppliers that can identify these areas and help reduce your costs resulting in increased profits. Sometimes, identifying these areas can be difficult, so it is important to partner with those who have a track record of reducing costs while increasing the value of your packaging. Create profit in 2013 and do it by being good planners!

For questions or for more information on how you can increase profits in the coming year, contact Brian Pankratz at Mercury Plastics, Inc. bpankratz@mercuryplasticsinc.com.

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– Week 2: How to cut costs and maximize profit in the new year!

29 Saturday Dec 2012

Posted by Brian Pankratz in Cost Savings, Marketing, Packaging Design, Sustainability

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Week 2: Sustainability increases profits!

Yes, the title is right…packaging your product in a way that communicates your companies care for the environment can help profitability. Why? The reason is…consumers like manufacturers that care about the environment.

A common problem
If a company cares about the environment, but doesn’t relay that message out to the consumer, how are they to know? Another question…if you package your product with 100% recycled materials, do you think it helps to say this on your packaging, or should you just have your customer guess if you have made the
decision to be sustainable? You guessed it, if you are taking a position to use recycled materials, tell the consumer. For some consumers it may be the deciding factor with two like products at equal price points.

Some areas to focus on
There are easy ways to package your products to promote sustainability. The raw materials you use, the use of certified materials or paper boards, keeping a low product to package ratio, possible down-gauging thermoformed plastics, and the best way is to actually tell the consumer verbally on your packaging. Use easy to recognize symbols and verbiage that tell the consumer that you are focused on the environment.

Consumers desire products from companies that they know are doing their part to help the environment. My advice is…be sustainable and communicate clearly how you are helping the environment with the way you are packaging your products.

For more information on how to cut costs and maximize profit with your products, contact Brian Pankratz at Mercury Plastics, Inc, bpankratz@mercuryplasticsinc.com.

– Week 1 – How to cut costs and maximize profit in the new year!

17 Monday Dec 2012

Posted by Brian Pankratz in Cost Savings, Packaging Design, Product Development

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It’s that time of year again…executives around the globe are finalizing departmental budgets and are in the process of communicating next year’s cost savings targets. Over the next three weeks, I want to offer areas to help find these savings since many years of eliminating waste can make it difficult to find additional savings.

Please Remember!
The first thing to remember is, just because you reduce the cost of the packaging does not mean you sacrifice quality or create a less desirable package. Both cost reductions and better overall packaging can be achieved together.

Also, if you already haven’t, I want to invite you to subscribe to this blog to receive future updates in this series. If you know others that need this information, pass it along. If you have questions or need more help, reach out to me for help. Here we go…Week 1: New Designs That Save.

Week 1: New Designs That Save:
One of the best ways to reduce the cost of your packaging is through creating new designs. Many different objectives can be met by creating new packaging designs. The use of more cost effective materials, using less materials, creating designs that are easier to assemble, etc., are all areas to focus.

Why is design the best?
The reason I believe this to be the best method of reducing cost is because of the added benefits that will follow. Do you think that reducing the cost of your packaging along with increased sales would benefit your company? Of course, and that should be the main focus when you create new designs.

What else?
Other areas to review are your graphics. Using spot colors adds cost, are they really needed? Understand what is involved to assemble your packaging. Look for ways to reduce labor costs in the assembly operation (number of total pcs.). Look for ways to create added value with innovative or captivating features. Understand the value that each change can offer whether it is reducing costs or adding more value!

Adding these all together can bring huge costs savings while also increasing additional sales. Don’t just alter existing designs when a fresh new look is what your brand needs.

Need help?
The task of designing new packaging can be overwhelming, don’t do it without the proper consultation. For more information on getting the most out of your packaging, don’t hesitate to get others involved. I have been a part of this process in the past and records speak for themselves. Winning the Ameristar Award 5 out of the last 6 years was not easy, but we are proud of the work we were able to do for our customers.

For questions or for more information on new packaging designs, contact Brian Pankratz at Mercury Plastics, Inc., bpankratz@mercuryplasticsinc.com.

What Others Are Saying About Packaging

04 Tuesday Dec 2012

Posted by Brian Pankratz in Packaging Design, Product Development, Sustainability

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brian pankratz, brianjpankratz, cost reduction, Design, designs, Display Pack, environment, holiday packaging, Holiday packaging ideas, Innovation, Marketing, New packaging designs, new product, packaging, packaging and containers, packaging assembly, packaging companies, packaging design, Packaging solutions, packaging supplier, pankratz, printing, product development, Product Packaging, Quality, single source, sustainability, thermoforming

A recent article was sent out by State Farm Insurance. It was titled, “11 Tips for an Eco-Friendly Holiday.” It stated an amazing, yet alarming statistic from the Environmental Protection Agency that between Thanksgiving and New Year’s Day, the amount of U.S. household waste increases 25 percent (1 million tons).

What they said…
The article by State Farm covered a variety of areas to be more eco-friendly, from replanting your Christmas tree, to giving away your left-overs (my favorite). The suggestion that got my attention was #6, “Pay Attention To Packaging- Try to purchase gifts with the least amount of packaging.”

Plain and simple
Is it just this simple? The way to be more eco-friendly is to just buy smaller packaging? Is this even good advice? Although we know that there is much more than size that makes packaging eco-friendly, none of that was discussed. Either way, it is good to note what the message was that was communicated. We need to be aware of the messages that are being sent by those not in the industry that may influence the consumers purchasing decisions.

Capitalize
How do you get the attention of those who want to be more eco-friendly by what they purchase? The answer is through communicating this with your packaging. Although size of packaging is one area, consumers are looking for those companies who communicate through their look, verbiage, or graphics, etc. that they are concerned about the environment.

Going forward
This statistic is good for us to know and should push us to create more eco-friendly packaging designs. We need to be aware corporately and personally on what we are doing that contributes to the increased levels of waste, and make changes where it makes sense.

Need Help?
The environment is a serious issue. My advice would be to make yourself aware of ways that you can improve your product’s packaging to be more sustainable. If you need help, there are many manufacturers that stay current on new materials and process that can help. Whether you contact me or someone else…doesn’t matter, just make the effort and do your part to help the environment.

Read State Farms full article here.

For more information on creating Eco-Friendly packaging designs, contact Brian Pankratz at Mercury Plastics, Inc., bpankratz@mercuryplasticsinc.com.

What’s Your Problem?

18 Sunday Nov 2012

Posted by Brian Pankratz in Marketing, Packaging Design, Product Development

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As product “XYZ” sits on the shelf collecting dust, the marketing and design team for the unpopular product go to work creating new packaging designs to replace their recent failed attempt. Excitement flares with each new design that gets passed around, but wait…did anyone ask, “What’s the problem?” Is there a reason product lingers on the shelf and attracts zero attention?

Identification
Before any new design is produced, research needs to be conducted on why the current packaging is not performing. Many factors contribute to the success or demise of a product; including: cost, shelf visibility, quality of raw materials, graphics, colors, etc. Before a new design is created, research should be conducted to determine what the problem is.

Example
A lot can be learned from visiting your product in the retail environment. If you walked up to your product on the shelf to find all of your packaging slightly damaged or dented, you may have just found some answers on why your product isn’t selling. Maybe the right materials were not specified creating packaging that is deteriorating prior to purchase. Knowing this information would certainly be helpful when creating new designs.

Know Your Variables
There are different variables that need to be acknowledged when creating new packaging. Variables such as visibility of product, “try me” features, benefits included, etc. Know what type of information the consumer is looking for and then provide those features or options.

Packaging design should never detract from the product, it should always add value. Prior to creating a new design, know why your current packaging is not performing. Always start with identifying the issues of your current packaging so that those same issues can be avoided in future designs and you know what your problem is!

Need help with your designs? Don’t hesitate to contact Brian Pankratz – bpankratz@mercuryplasticsinc.com.

Your Packaging Thinks You’re a “!@#$%^!”

03 Saturday Nov 2012

Posted by Brian Pankratz in Marketing, Packaging Design, Product Development

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advertising, assembly, brian pankratz, brianjpankratz, cost reduction, cost savings, Design, designs, Display Pack, Emotional Marketing, Innovation, Marketing, maximize profit, New packaging designs, new product, packaging, packaging and containers, packaging assembly, packaging companies, packaging design, Packaging solutions, packaging supplier, pankratz, printing, product development, Product Packaging, purchasing, Quality, single source, Supplier, sustainability, technology, thermoforming

If your packaging could talk…what would it say? What would it say about both you and your company? Some of us are thinking to ourselves that we’re very happy our packaging can’t actually talk. A smaller percentage of us wonder what would actually be said. Regardless of the side that you take with wanting your packaging to talk, there is a sobering truth that lingers.

The Truth
The truth is…packaging does talk. How we package our products tells a lot about us. This is consistent with many things in our lives…how we dress, the car we drive, the words we use, etc., all tell a little bit about who we are. This goes the same for how you package your product.

Write the Script
Determine what you want your package to say. Certain colors, textures, fonts, and shapes all communicate different messages. Being unique and creative is essential and will help your packaging to speak loud and clear.

Details
Great manufacturers understand that every detail matters. If you want to be regarded as a top innovator, your packaging should be as innovative as the product inside. Doing this gains confidence with the consumer that attention has been given to every detail, even the packaging. Do consumers notice this? Absolutely!

Your packaging is talking…did you tell it what to say or is it telling everyone that you are a !@#$%^!

If you would like more information about ways to create packaging that speaks a clear message, contact Brian – bpankratz@mercuryplasticsinc.com.

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Don’t Waste a Holiday! Holiday Packaging Ideas

28 Sunday Oct 2012

Posted by Brian Pankratz in Marketing, Packaging Design, Product Development

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As the 2012 holiday season approaches, shoppers prepare to rush the stores in search of gifts for family and friends. A survey conducted by BIGinsight reported that the average holiday consumer will spend approximately $750/person on gifts, décor, greeting cards and more this holiday season. According to the National Retail Federation, holiday sales are projected to increase this year 4.1 percent to $586.1 billion.

Do Not Waste!
With such a huge market for products to thrive in, manufacturers cannot afford to waste a holiday! Each manufacturer needs to understand how they can package their products to reach the holiday consumer. I understand that some products do not lend themselves to a holiday market, but for those who do, capitalize on the opportunity.

My Surprise
I was recently discussing packaging ideas with an established candy manufacturer for one of their everyday items. When I asked what they do for the holiday season, they answered, “nothing.” To my surprise, I couldn’t figure out why they would let the holidays go by without some sort of offering. They have so many different great products, a holiday variety package including some of their best sellers could be a huge hit. Unfortunately, no thought was given to creating a product offering for their faithful following.

Time for Ideas
Start planning now for ways your product can capitalize on the 2013 holiday consumer market. Be creative…there are many different segments of the holiday market that need good gift solutions for those “hard to buy for” people!

Whether your product can be packaged for corporate gifts or stocking stuffers, find the packaging that offers a great gift idea. Generate cost effective ways that you can help others make shopping this holiday season easier.

If you would like more information about ways to create holiday packaging ideas, contact Brian – bpankratz@mercuryplasticsinc.com.

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Series Finale “Buyers Guide to Packaging” – Week 9: Are You Impressionable?

14 Sunday Oct 2012

Posted by Brian Pankratz in Info for Buyers, Packaging Design, Quality

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If you have been following the “Buyers Guide to Packaging” series from the beginning, I hope you have learned some valuable information that will help you be more successful. I invite you to continue to follow along each week as I continue to uncover new subjects that help you to understand the packaging industry. Don’t forget to subscribe at www.brianpankratz, to have each week sent directly to your inbox.

One of My Favorites:
One of my favorite movies is “Good Will Hunting.” There is a scene in this movie that’s absolutely awesome. In a previous scene, Will Hunting (Matt Damon) talks bad about a painting that his psychiatrist, Sean Maguire (Robin Williams) painted. Later in the movie, Robin Williams meets Matt Damon on a park bench and Robin Williams returns the favor speaking directly into the heart of Matt Damon.

Although Matt Damon is considered a genius on many levels, Robin Williams asks him if he has ever been inside the Sistine Chapel, or knows what it smells like when you walk in the door, or what it’s like to stand and look up at the magnificent painting with your own eyes. He then continues to ask him if he knows what it’s like to wake up next to a woman and feel true happiness.

Although Matt Damon understands what he has read and been told, he lacks the first-hand knowledge that you can only get by actually being somewhere. This specifically goes for your suppliers as well. In order to get a true understanding of your supply base, you need to take the time and make the visit.

What Can You Learn?
Yes, we are all busy, however, by taking the time to visit your suppliers, you can learn a great deal about them. If you are new to the industry, it is good to spend time with your suppliers to get an understanding of how each manufacturing process works. If you have been in industry a while, then put your experience to work to determine if your supplier is operating to meet or exceed your expectations.

Tips for Your Visit
I want to equip you with some questions to answer during your visit. The answers to these questions will help determine how effective the supplier is:

– What capabilities does the supplier have?
It is good to use suppliers that can be utilized for many different disciplines. Suppliers that have more capabilities can cut down on the number of suppliers needed.

– Who else does the supplier currently work with? How long?
It is important to know who the supplier’s customer base is and how long they have been working together. It is also important to know who the supplier worked with previously and why they are not working with them any more. Good suppliers should have reputable sources that they work with. My company creates packaging solutions for nine out of the top 20 companies on the Fortune 500 list. We couldn’t do that if our organization was riddled with quality issues and a lack of ability to perform!

– What Strengths and Weaknesses Are Visible?
Cleanliness, lighting, clutter, clear labels on materials, good work/product flow, etc., are all areas to look for. One of my favorite questions to ask someone who is manufacturing product is…“how do you know you are making acceptable product?” If the operator cannot answer this question…beware!

– Ask Questions!
When I give tours of our facility, I don’t expect our customers to understand all the details of what we do. I would rather them ask questions so they can gain a full understanding of our operation. Don’t be afraid to ask a lot of questions. It is the ability to understand the operation that will give you the knowledge to be a better buyer.

Yes, visiting suppliers takes time, energy, and money for travel. Ensure that you are working with good suppliers, not by hearing about them, but by visiting them. Walk the floor and create a learning experience to enhance your knowledge on how to better serve your company and your products.

If you would like more information about Mercury Plastics new products or are someone looking for packaging solutions and want to learn more about the packaging industry, contact Brian – bpankratz@mercuryplasticsinc.com.

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“Buyers Guide to Packaging” – Week 8: Biggest Mistakes Buyers Make

07 Sunday Oct 2012

Posted by Brian Pankratz in Info for Buyers, Packaging Design

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brian pankratz, brianjpankratz, buyer, buyers, Buyers Guide, cost reduction, cost savings, Design, Display Pack, Innovation, Marketing, New packaging designs, new product, packaging, packaging and containers, packaging companies, Packaging solutions, packaging supplier, pankratz, single source, thermoforming

Have you ever made a mistake? Wait…don’t answer…I’ll answer for you, the answer is undoubtedly, “Yes.” Whether you want to admit it or not, we have all made mistakes. Mistakes are an unavoidable occurrence in life, something we have all experienced regardless of our profession or position. It’s hard at times to admit when we make mistakes, but the sooner we acknowledge them, the sooner we can learn and move on. But what if we don’t even know that were making them, how then can we learn and move on? I want to offer an outside perspective on, “What are the biggest mistakes that buyers make?”

Honesty First:
If there is one thing I have learned after spending nearly 20 years in manufacturing, it’s be honest with those around you. I strongly believe that honesty is the key to fostering great relationships. Share things you have learned and help others to be successful. The information contained in this article is meant to do just that, help others. Now let’s take a look at some areas of concern…

Big Mistakes:
Since buyers deal with money, the result when a buyer makes a mistake usually means a loss of money or profit. You guessed it…the bigger the mistake, the bigger the financial loss. Let’s take a look at some simple things to keep that from happening.

1. Lack of information:
How many times has a supplier asked questions after receiving a request for quotation? Every answer to each question will determine if the price goes up or down. When you aren’t sure…or don’t have the right information, the supplier may be safe and quote a higher price. Also, ensure to tell the supplier about the intended use for the packaging so they can offer suggestions that can save money.

Personal example: I recently had a customer ask me to quote a clamshell package for their electronics product. After having a short conversation and asking the right questions, I was able to learn that there are 5 other clamshells that are very similar to this one. We were able to create a tool that allowed for the change out of inserts in the mold and saved $25,000+ in tooling and also allowed him more flexibility for ordering his product.

2. Not being open or staying current to new ideas:
The manufacturing industry is quite similar to the computer industry. New breakthroughs continue to emerge that can save companies money and help them to reduce costs. When is the last time you invited a new supplier in to see what they can offer?

3. Price is important, but…
Buying based on price alone is one way to get in trouble. Although price is usually the key driver in selecting a supplier, look at other areas as well. Quality, product offerings, innovation, delivery costs, on-time delivery, etc. can become costly if ignored. For example, you can get a great price on packaging components, but it will take 8-12 weeks to get them. If your customer demands you ship them in 4-6 weeks, you may need to pay a little more to get the quicker turn around for your product.

A buyer’s job is very demanding. Getting the right people involved can make a huge difference. Yes, mistakes are going to be made, but learn from them and seek advice when needed.

If you would like more information on new ideas or new products the packaging industry has to offer, don’t hesitate to contact Brian – bpankratz@mercuryplasticsinc.com.

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“Buyers Guide to Packaging” – Week 7: The Glass Slipper!

29 Saturday Sep 2012

Posted by Brian Pankratz in Info for Buyers, Marketing, Packaging Design

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I was very blessed to have a daughter over nine years ago. When she was born I immediately realized that one of my responsibilities as a father would be to sit through “girly” movies with her. I remember taking her to the movie Cinderella, sitting next to her and watching her different facial expressions as she watched the movie. She scowled as the mean step-sister tried to force a fit by stuffing her oversized foot in the glass slipper. Later, as Cinderella slid her size three foot into the glass slipper creating a perfect fit, my daughter smiled with her head slightly tilted.

Find that Fit!
As a buyer, it is equally important to find the right fit with your suppliers. Different packaging companies have different capabilities and strengths that can help their customers to be successful. Certain packaging companies are great at coming up with new and innovative packaging solutions, while others are not. The important thing is to do your research; suppliers should be able to tell you what their strengths are.

The Dangers of Not Listening:
I respect and appreciate those in business who always lend an ear to listen to a new opportunity. Good business people understand the need to constantly search for new ideas. The danger lies with those who close themselves off from ever hearing from others on how to improve what they are currently doing. I understand the busyness that our jobs bring, but also realize that there is an extremely competitive market out there, so, if you’re not moving forward, you’re going backwards.

You Can’t Force a Fit:
There are usually consequences when suppliers try to force a fit. The consequences include: poor quality, not being able to deliver on time, increased costs, unmet expectations, etc. Good Suppliers will make sure to tell you when the fit is not there and buyers need to respect that. This is why it is also important for buyers to understand the supplier’s capabilities before projects come up so you know who to turn to.

To be highly successful, create a list of suppliers and their strengths, if you have a need that your current supply base can’t fulfill, seek out suppliers who can. Don’t limit the success of your product by the limitations of your supply base.

For more information or to learn more on what capabilities I can offer, contact: Brian Pankratz. bpankratz@mercuryplasticsinc.com

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“Buyers Guide to Packaging” – Week 4: Eliminate the Spaghetti Dinner – Order Single Source Solutions®

08 Saturday Sep 2012

Posted by Brian Pankratz in Info for Buyers, Packaging Design, Product Development

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If you were to create a flow diagram of the tasks in a buyer’s work day, it would resemble a spaghetti dinner (see Figure 1). A buyer’s day is filled with getting quotes from multiple suppliers, issuing purchase orders, handling design issues, traveling to multiple companies for meetings, setting up deliveries, and the list goes on. For some buyers, this spaghetti dinner can be hard to digest.

Simplify for savings:
Thankfully, there’s more on the menu than spaghetti . This past week, Packaging Digest released an article about the how using a packaging supplier who has the capability to be a single source solutions provider can result in major benefits, major benefits that save money and help to reduce the many steps of dealing with multiple suppliers.

There is a list of both benefits and cost reductions associated with working with a supplier who can provide single source packaging solutions.

Cost reductions include:
– Reduced freight costs
– Decreased administrative responsibilities, such as; PO’s, setting up delivery appointments, etc.
– Engineering and design costs reduced

Benefits include:
– Increased speed to market
– More focus to products and profitability for manufacturer
– Less on-hand inventory to manage

A new diagram
Working with a supplier that can provide single source solutions results in a new diagram (see Figure 2), allowing buyers the opportunity to reverse the pattern of having to do more with less, being effective and taking unneeded steps out of their day.

Single source solution suppliers can be the missing link to help manufacturers be successful and profitable in a growing and competitive market. Utilize the resources of key suppliers and grow your brand and your profit margin.

Don’t miss a week! Sign-up today at http://www.brianpankratz.com to get week 5 of “Buyers Guide to Packaging” sent directly to your email.

For more information or for any questions, please contact: Brian Pankratz. bpankratz@mercuryplasticsinc.com

“Buyers Guide to Packaging” – Week 3: Never Assume!!!

01 Saturday Sep 2012

Posted by Brian Pankratz in Info for Buyers, Marketing, Packaging Design

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One word that I have really grown to dislike over the years is the word “Assume.” When I started out in my career, I have to admit that I used the word occasionally. Unfortunately for me, every time I used the word, I made the wrong “assumption”. According to dictionary.com, the definition of the word, “assume,” means: “to take for granted; accept without proof; suppose.” Who wants to be known as someone who takes things for granted? Certain professions work with “just the facts”, without proof, there is nothing to talk about. However, when we quote packaging solutions, we may need to include assumptions for a number of different reasons.

What’s the Big Deal?
There are two issues that exist when something is assumed. One issue comes from the customer when requesting a quote and the other comes from the supplier when quoting back to their customer. First, let’s take the side of the customer.

Customer Assumptions
When requesting a quote, understand what information is needed to avoid getting a long list of assumptions. Without the proper information, suppliers make assumptions that you may or may not agree with. Understand the assumptions and how they affect the overall cost of your packaging. Some assumptions will offer a lower price that will later be increased with additional information and other assumptions will drive costs up unnecessarily giving you numbers that are higher than what will be needed. There are many variables, understand the key variables that affect cost.

Supplier Assumptions
Second, let’s take a look at the side of the supplier. What do suppliers do when specifics are unknown? That’s right…they assume. Good suppliers will be back asking questions to get additional details to give more accurate pricing. An example would be…Customer XYZ requests a red thermoformed blister. In this case, “red” isn’t clear enough. Knowing that two similar shades of red can have completely different costs due to the amount of certain pigments is important to understand before proceeding. Helping define what reds are less expensive will help the customers overall cost.

It’s always better to provide the information up front and have costs that are reliable. To do this, understand what the requirements are for pricing to be firm. If the information isn’t provided, an assumption was made. The question is…will it make the price go up or down when more information is provided?

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For more information or for any questions, please contact: Brian Pankratz. bpankratz@mercuryplasticsinc.com

“Buyers Guide to Packaging” – Week 1: Don’t Ask – Don’t Tell

18 Saturday Aug 2012

Posted by Brian Pankratz in Info for Buyers, Packaging Design, Product Development

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This week launches us into a new weekly series titled, “Buyers Guide to Packaging.” The information I will be offering in this series will make it a “must read” for every buyer in the packaging industry. If you are a buyer, then you understand fully the continued pressure to drive out waste and cut cost.

Not knowing how to do this could be frustrating at all levels. My goal in this series is to inform buyers and give them the tools needed to maximize their buy while driving cost out of their operation without sacrificing the integrity of the brand.

Always Ask
This week I am going to give you a simple question that you can ask your packaging suppliers. The simplicity of this question should not be confused with the results it can yield. Your suppliers know what materials run better than others, what sizes layout better on their equipment, and ways to optimize design features for smooth manufacturing. The problem is, some buyers never ask…and some suppliers never tell.

Why Don’t Suppliers Say Anything?
So, why is it if suppliers know how to save their customer money, they don’t say anything? There are a few reasons why this may happen…some customers aren’t open for change, some suppliers think designs are set in stone and can’t be changed, the other reason is…buyers don’t ask.

Set Yourself Up For Success
As a buyer, it helps to know what materials are more cost effective, how certain designs dictate costs (specifically what features add cost), and the specifications of your suppliers equipment. For example, if your supplier has an offset printer that can print up to 6 colors on the front side and 1 color on the back and you send over artwork consisting of 4 color process with 3 spot colors on the front, you just bought yourself 2 passes. There are many examples like this, I think you see what I am talking about.

Remember that every detail matters! Working together with your suppliers in the initial stages of projects is the best time to have these types of discussions. Let your supplier help find ways where costs can be cut and profits can increase. If you don’t ask the simple question, you may never get the simple answer.

Don’t miss a week, sign-up today at http://www.brianpankratz.com and get week 2 of “Buyers Guide To Packaging” sent directly to your email.

For questions or comments, please contact Brian Pankratz, bpankratz@mercuryplasticsinc.com.

– Who Defines Quality For Your Product –

06 Friday Jul 2012

Posted by Brian Pankratz in Consumer Satisfaction, Marketing, Packaging Design, Product Development, Quality

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What does it mean to have good quality?

The answer to this question will be different depending on who you ask, but whose opinion really matters anyways? And why is it important to define quality for each individual part or product you manufacture?

Before I go further, I want to make it clear that the customer defines the word, “Quality.”

Know the Expectations:
The quality specifications should be clear in the initial quote phase and should carry through to production. Knowing what the customer’s expectations are for their packaging is important. Using a higher grade material when not needed can cost the customer significantly more money than expected. Don’t assume!

Know Your Materials and Process:
Knowing the capabilities of your materials and process is key to understanding what specifications need to be defined with the customer. Since there is a clarity difference between utility grade RPET and virgin PET, which one do they need? What type of quality is being requested? Is a spot color being expected for their company logo and you are running 4 color process in your printing operation? Know what your materials and processes are capable of and define the variables that exist.

Agree on the Criteria:
Once the variables are identified, agreed upon standards need to be set. For printing, it is important to get light/dark standards. For thermoforming, it is important to agree upon how many imperfections are allowed in the plastic. For contract packaging, you need to agree on the appearance of the finished product.

Unfortunately, many companies have scrapped acceptable parts and have also sent inferior product to the customer only to find out that their views of “Quality”, didn’t match.

For further information on creating quality packaging, contact Brian Pankratz at Mercury Plastics, Inc. (bpankratz@mercuryplasticsinc.com)

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The Forgotten Cost in Packaging Design – Don’t Let It Happen To You

29 Friday Jun 2012

Posted by Brian Pankratz in Marketing, Packaging Design, Product Development, Sustainability

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There are many costs associated with packaging a product. While the raw materials of the packaging are mainly concentrated on in the beginning stages of development, an equal amount of emphasis should be put on the labor to assemble.

We’ve all been there; right…someone emails a great packaging concept to us for review. While reviewing the concept on your computer screen, you count 3 different insert cards, a plastic tray which goes inside of a plastic clamshell, an instruction sheet and then let’s not forget about the actual product we are trying to sell along with individual attachments to our product. You view the quote sheet and it lists all of the components, but where are the labor costs to assemble this masterpiece?

Sound familiar?

Being a designer, printer, thermoformer, and co-packer of packaging components, we place a high emphasis on the cost associated with the assembly of the packaging we design. Labor costs continue to increase; being able to design packaging that is easy to assemble is a key ingredient to the profitability of a product.

Don’t let it happen to you; be aware of the costs to assemble and seek guidance on any improvements that can be made to take the cost of assembly out.

For further information on if you can remove unneeded costs associated with packaging assembly, contact Brian Pankratz at Mercury Plastics, Inc. (bpankratz@mercuryplasticsinc.com)

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Brian Pankratz

~ Let's Talk Packaging

Tag Archives: cost reduction

Reasons Why Packaging Designs Fail – Structure

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The 4 steps to every consumer purchase – Week 2

The 4 steps to every consumer purchase – Week 1

About the SuperBowl Commercials…

5 Reasons You Must Shop Your Own Product

– Week 3: How Important is Profit? Plan-Plan-Plan!

– Week 2: How to cut costs and maximize profit in the new year!

– Week 1 – How to cut costs and maximize profit in the new year!

What Others Are Saying About Packaging

What’s Your Problem?

Your Packaging Thinks You’re a “!@#$%^!”

Don’t Waste a Holiday! Holiday Packaging Ideas

Series Finale “Buyers Guide to Packaging” – Week 9: Are You Impressionable?

“Buyers Guide to Packaging” – Week 8: Biggest Mistakes Buyers Make

“Buyers Guide to Packaging” – Week 7: The Glass Slipper!

“Buyers Guide to Packaging” – Week 4: Eliminate the Spaghetti Dinner – Order Single Source Solutions®

“Buyers Guide to Packaging” – Week 3: Never Assume!!!

“Buyers Guide to Packaging” – Week 1: Don’t Ask – Don’t Tell

– Who Defines Quality For Your Product –

The Forgotten Cost in Packaging Design – Don’t Let It Happen To You