nir-vana innovation network

The German SME is a manufacturer of special-purpose machinery. It is specialized in manufacturing from single blister machines up to complex and sophisticated packaging lines for the medical market (contact lenses, syringes, vials, inhalers, etc.) and the non-food Fast Moving Consumer Goods (FMCG) market (personal care, household, stationery, etc.). Until the 90s the company focused on plastic blister packaging, but since then also develops paper board solutions which are now, due to the “new plastic economy”, highly demanded.
The packaging development proceeds in close collaboration with the customer. Subsequently, highly qualified engineers develop a customized machine concept.
The company is internationally active, but intends to extend to the Southern European markets, Italy, Spain and Portugal in particular. Therefore, collaboration with experienced local sales representatives is desired. The particular main tasks will be discussed individually, but a long-term partnership is preferred. As type of cooperation the SME suggests commercial agency agreements.
Most importantly, the partners should have several years of work experience in selling technical equipment and machines. Ideally, they also have experience in the field of packaging machinery. Further details are explained in the section ‘Type and Role of Partner Sought’.

Advantages & innovations

The company’s Unique Selling Points: 1. Bespoke solutions with focus on customer requirements 2. Packaging specific configuration of the packaging machine/line 3. “One face to the customer”: individual customer support along the entire process from packaging development to after sales by one sales manager. Moreover, the SME is offering paper board solutions instead of plastic blister packaging and has long-standing experience of more than 5 decades.

Stage of development

Already on the market

Partner sought

The German company looks for experienced and highly motivated sales partners in order to strengthen their business in the Southern European Regions, especially Spain, Portugal and Italy. The formalisation of the collaboration may be discussed and set up individually. Generally, commercial agency agreements are foreseen. ▪ Essential: Due to the complexity of the packaging solutions, the sales process demands intense consulting efforts from the sales managers in cooperation with the team at the headquarter. Several years of work experience in sales of technical equipment and machines therefore is a key requirement. ▪ Preferred: Professional experience in the field of packaging machinery. ▪ Ideally: Knowledge of upstream or downstream processes (feeding systems, cartoners, palletizers, automation, etc.). Potential to provide also with local service. ▪ Business contacts to potential customers, but also companies of up- and downstream industries such as material suppliers (foil, paper, cartoners’ manufacturers) are appreciated.