Packaging Career Highlights

An overview of what I believe has been

some of my greatest accomplishments in
solving problems and growing profitable
sales throughout my Packaging career.

Jared Kohl
(773) 717-9217
jaredkohl@hotmail.com
Packaging Career Highlights

• Field Container Company, L.P.

• Value add & Operations
• Amcor Flexibles Healthcare
• Global sales role projects
• Price management
• Berry Plastics Corporation



Improving profitability
Success Example #1:
Perseco, P&G and Management Trainee

Field Container Company, L.P.

(now Graphic Packaging International)
Perseco, P&G and Management Trainee


 Situation:
Situation: While
While II was
was inin my
my management
management trainee
trainee development
development program,
program, Field
Field Container
Container owned
owned
mature
mature rotogravure
rotogravure plant
plant was
was faced
faced with
with aa mix
mix ofof over
over capacity
capacity & & value
value added
added projects
projects and
and an
an
insufficient
insufficient number of staff to service the plants business needs. Involved with the new business and
number of staff to service the plants business needs. Involved with the new business and
value
value add
add projects,
projects, II was
was asked
asked to
to re-locate
re-locate toto Marsailles,
Marsailles, IL
IL and
and support
support the
the plant
plant for
for however
however long
long
was
was needed.
needed. This
This ended
ended up up being
being 88 months.
months.

 Tasks:
Tasks:



Led
Led team
team in in completing
completing production
production of of the
the McDonalds
McDonalds “Monopoly
“Monopoly Game”
Game” labeling
labeling program
program for
for
French fry cartons (bought label equip, set up QC standards,
French fry cartons (bought label equip, set up QC standards, etc…) etc…)



From
From Operations
Operations and and Engineering
Engineering role
role -- brought
brought inin and
and coordinated
coordinated all
all of
of P&G’s
P&G’s NANA soap
soap
carton business
carton business



Shadowed
Shadowed Exec Exec VP
VP ofof Operations
Operations inin down
down timetime who
who was
was temporarily
temporarily assigned
assigned to to manage
manage the
the
plant.
plant.

 Action:
Action:



Worked
Worked with
with both
both plant
plant personnel,
personnel, customer
customer contacts
contacts and
and various
various suppliers
suppliers toto complete
complete
various
various projects (Capital Expenditures, managed suppliers, set up testing sites, etc…)
projects (Capital Expenditures, managed suppliers, set up testing sites, etc…)



Reported
Reported directly
directly toto Exec
Exec VP
VP of
of Sales
Sales (mentor)
(mentor) and and Exec
Exec VPVP of
of Operations
Operations progress
progress

 Result:
Result:



Completed
Completed projects
projects



New
New job!
job! Sales
Sales Representative
Representative and and was
was given
given P&G
P&G asas my
my account
account
Success example #2.1:
Global Account Role – Development Project

Amcor Flexibles Healthcare

Global Account Role – Development Project


 Situation:
Situation:


Position
Position became
became available
available to
to work
work with
with Key
Key Global
Global Accounts
Accounts including
including 3M,
3M, Hospira,
Hospira, Hollister,
Hollister,
Coloplast
Coloplast and
and Medtronic.
Medtronic.
 One
 One ofof these
these customers
customers maintained
maintained thethe 22nd
nd largest
largest R&D
R&D project
project developing
developing anan Ostomy
Ostomy filmfilm and
and
expected
expected sales
sales were
were to
to be
be $12MM/yr+.
$12MM/yr+. ComingComing into into the
the situation,
situation, profit
profit was
was not
not defined,
defined,
current
current developed
developed product
product waswas not
not sufficient
sufficient for for customer
customer use use and
and situation
situation was
was to
to A)
A) take
take onon aa
round
round 22 ofof project
project or
or B)
B) inform
inform the
the customer
customer that that Amcor
Amcor did did not
not wish
wish to
to continue
continue toto invest
invest into
into
the
the development
development work.work.

 Task
Task


Take
Take project
project from
from aa existing
existing R&D
R&D phase
phase over
over toto commercial
commercial sales. sales.

 Action
Action


Initiated
Initiated aa MOU
MOU “Memo
“Memo of of understanding”
understanding” with with the
the customer
customer in in which
which we:
we:
 Identified
 Identified best
best and
and worse
worse case
case scenario’s
scenario’s of of the
the project
project timeline
timeline and
and what
what was
was involved
involved
Assigned a monthly development fee + cost of trials, materials
 Assigned a monthly development fee + cost of trials, materials and associated
 and associated
services/resources
services/resources Amcor
Amcor would/would
would/would not not be be able
able offer
offer

 Result
Result


Closed
Closed onon MOU
MOU producing
producing $500,000
$500,000 inin development
development fees fees ($500,000
($500,000 in in PROFIT/unaccounted
PROFIT/unaccounted for for
cash!!!)
cash!!!)


Identified/improved
Identified/improved the the expectations
expectations forfor project
project toto both
both customers
customers senior
senior management
management groupgroup andand
Amcor
Amcor management
management group group


Successful
Successful Global
Global Sales
Sales Experience!
Experience!
Success example #2.2:
Global Account Role – Existing high value customer w/ no history of
new sales

Amcor Flexibles Healthcare

Global Account Role – Existing high value customer w/ no history of
new sales


 Situation:
Situation:


Fortune
Fortune 500,
500, Cardiology
Cardiology based
basedmedical
medical device
device manufacture
manufacture uses uses aa header
header bag
bagtoto package
package aa drug
drug coated
coated stent.
stent.
Sales
Sales with
withcustomer
customer are are appx:
appx:
 $350,000/yr
 $350,000/yr on on header
header bag bagpackaging
packagingdrugdrug coated
coated stent
stent –– (negative
(negative 11%PBIT)
11%PBIT)

 Balance of business is appx $500,000/yr at
Balance of business is appx $500,000/yr at 2-3% PBIT 2-3% PBIT
 Past
 Past 55 years
years there
there has
has been
beenNONO new
new business.
business.

 Account
Account possesed an auto renewed contract that
possesed an auto renewed contract that prevents
prevents non-material
non-material related
related price
price increase
increase


Contract also suggests year over year
Contract also suggests year over year growth growth


Contract
Contract also
also defines
defines quarterly
quarterly business
business reviews
reviews toto review
review growth.
growth.

 Task
Task


Generate
Generate sales
sales


Cancel
Cancel auto
auto renewal
renewal contract
contract

 Action
Action


Increased
Increased price
price 39%
39% andand use
use contentious
contentious pricing
pricing discussions
discussions to to offer
offer value
value solutions,
solutions, support
support price
price increases
increases
based
basedononobjective
objective reasoning
reasoning and andsell
sell Amcor’s
Amcor’s benefits
benefits andandmatch
matchto to customers
customers needs
needs and
and global
global footprint.
footprint.


Produced
Produced aa .ppt
.ppt that
that contained
contained video’s
video’s to
to document
document and and share
share the
themanufacturing
manufacturing investments
investments and and process
process
made
made toto specifically
specifically service
service this
this customer.
customer.

 Result
Result


Raised
Raisedprofit
profit to
to over
over 20%
20%PBITPBIT ++ increased
increasedsales
sales by
by $136,000
$136,000


Strengthened
Strengthened and andbroadened
broadened relationships
relationships between
between22 companies
companies

 Engineers
Engineers to Engineers, QC to QC, Operations to Operations
to Engineers, QC to QC, Operations to Operations


Set
Set stage to
stage to cancel
cancel contract
contract renewal
renewal


Motivated
Motivated customer
customer to to visit
visit 22 manufacturing
manufacturingsitessites in
inboth
bothMundelein
Mundelein (Chicago)
(Chicago) site
site and
and Sligo,
Sligo, Ireland
Ireland
Success example #2.3:
Global Account Role – Close new product/improve profit

Amcor Flexibles Healthcare

Global Account Role – Close new product/improve profit


 Situation:
Situation:

Global

Global Account
Account based
based in
in Copenhagen,
Copenhagen, Denmark
Denmark was was looking
looking for
for cost
cost savings
savings
solution
solution with
with alternatives
alternatives toto 2FS
2FS Tyvek
Tyvek

 Task
Task

Keep

Keep top
top web
web sales
sales &
& transition
transition from
from Tyvek
Tyvek to to aa coated
coated paper
paper

Compete

Compete against
against China’s
China’s local
local supply
supply and
and price
price

Compete

Compete against
against other
other competitors
competitors (i.e.
(i.e. Sealed
Sealed AirAir and
and Perfecseal)
Perfecseal)

 Action
Action

Run

Run trials
trials on
on existing
existing product
product (current
(current paper
paper supplier)
supplier) and
and listened
listened toto customer
customer
identify that competition had a much lower
identify that competition had a much lower cost. cost.

Developed

Developed aa newnew product
product using
using aa new
new lower
lower cost
cost medical
medical grade
grade reinforced
reinforced paper
paper
(new paper supplier)
(new paper supplier)

 Result
Result

Saved

Saved customer
customer 20% 20% on
on $1MM/yr
$1MM/yr in in spend
spend

Increased

Increased PBIT
PBIT from
from aa 6%
6% onon coated
coated Tyvek
Tyvek to to 25%
25% onon the
the coated
coated paper
paper

Sold

Sold value
value ofof global
global supply
supply from
from Amcor,
Amcor, field
field engineering
engineering support,
support, VMI
VMI and
and other
other
value added aspects of Amcor.
value added aspects of Amcor.
Success example #2.4:
Teach Sales Group on Value of CDI (Chemical Data Index)

Amcor Flexibles Healthcare

Teach Sales Group on Value of CDI (Chemical Data Index)


 Situation:
Situation:



Management
Management of of price
price has
has been
been key
key in
in the
the past
past few
few years
years (more
(more than
than years
years prior).
prior). With
With the
the
CDI
CDI resetting itself in January 2010, the Exec. VP of Sales asked that I give a presentation to
resetting itself in January 2010, the Exec. VP of Sales asked that I give a presentation to
the
the group
group on on how
how CDI
CDI worked
worked andand how
how this
this resetting
resetting would
would effect
effect the
the pricing
pricing onon our
our products
products

 Task
Task



Reverberate
Reverberate to to sales
sales team
team an an educational
educational outline
outline as
as aa sales
sales tool
tool to
to manage
manage price.price.



Assimilate
Assimilate this “teaching” to broader price management presentations via our Marketing
this “teaching” to broader price management presentations via our Marketing
team.
team.

 Action
Action



Meet
Meet w/w/ various
various buyers
buyers and
and procurement
procurement managers
managers to to understand
understand Amcor’s
Amcor’s raw raw material
material
spend.
spend.



Learn
Learn other
other index’s
index’s i.e.
i.e. RISI
RISI and
and cost
cost against
against energy,
energy, LME
LME (London
(London Metal
Metal Exchange),
Exchange), andand other
other
Supplier letters ala Dupont
Supplier letters ala Dupont



Identify
Identify contracted
contracted customers
customers and and non-contracted
non-contracted customers
customers and and how
how price
price isis managed
managed
either 1) via immediate 30 day price notifications or 2) via defined
either 1) via immediate 30 day price notifications or 2) via defined contract contract

 Result
Result



Created
Created presentation,
presentation, gave gave presentation,
presentation, Q&A
Q&A andand ultimately
ultimately provided
provided thisthis insight
insight to
to the
the
sales
sales team as to how and why price makes such an impact not only in selling price but also
team as to how and why price makes such an impact not only in selling price but also
managing
managing increases
increases vs. vs. decrease
decrease
Success example #3:
Improving Profits

Berry Plastics Corporation

Improving Profits


 Situation
Situation


Medical
Medical customers
customers did did not
not meet
meet the
the EBITA
EBITA performance
performance requirements
requirements that that management
management was was
expecting
expecting

 Task
Task


Evaluated
Evaluated customers
customers business
business based
based on:
on:
 Customers
 Customers impression
impression of of value
value the
the packaging
packaging created
created for
for them
them
 Researching existing and potential competitive threats. i.e.; competitors,
 Researching existing and potential competitive threats. i.e.; competitors, price
price point
point (price
(price over
over
resin),
resin), customer’s competitors packaging design/costs, resources to service the business, etc…
customer’s competitors packaging design/costs, resources to service the business, etc…
 Identified/anticipated
 Identified/anticipated customers
customers reaction
reaction and
and response
response to to aa non-material
non-material related
related price
price increase
increase
Identified a “next generation” product to pursue a longer term value
 Identified a “next generation” product to pursue a longer term value proposition for the
 proposition for the
customer.
customer.

 Action
Action


Implemented
Implemented aa 6% 6% price
price increase
increase onon $8MM/yr
$8MM/yr in in sales
sales == $480,000
$480,000 (annualized)
(annualized) improvement
improvement in in profit
profit


Initiated a plant/manufacturing location
Initiated a plant/manufacturing location change. change.
 Existing
 Existing plant
plant ran
ran aa 44”
44” and
and 50”
50” web
web on
on aa 70”
70” die
die running
running $1.5MM/yr
$1.5MM/yr in in sales
sales at
at 3%
3% EBITA
EBITA ==
$45,000/yr
$45,000/yr EBITA
EBITA
 Transferred
 Transferred to to new
new plant
plant running
running combination
combination orders
orders including
including both
both 44”
44” and
and 50”
50” webs
webs across
across aa
103” die. Maintained price = $1.5MM/yr in sales at a 20% EBITA =
103” die. Maintained price = $1.5MM/yr in sales at a 20% EBITA = $300,000/yr EBITA $300,000/yr EBITA

 Result
Result


$480,000/yr
$480,000/yr EBITA
EBITA improvement
improvement


$250,000/yr
$250,000/yr EBITA
EBITA improvement
improvement
$730,000/yr
$730,000/yr in annual EBITA
in annual EBITA improvements!!!
improvements!!!
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