Inline Plastics Playbook v2 JUL-21

OBJECTION CATEGORY: PRICE/OVERKILL

OBJECTION

BEST ANSWER

Price

We do come across customers that feel the same way, and sometimes they decide to use the cheaper option. For minimal savings per container they chose to package their product in an inferior container, yet food manufactures invest in making the product inside the package reflect the value of the contents. This is where choice comes in. We cannot sell quality product to those who buy only on price, we can however educate these types of customers about what quality means to the consumer. Presentation at shelf/merchandising drives sales. If good food is presented in non appetizing way, they will choose something else. For a couple of pennies saved in packaging, they have lost the sale of $4.00-$15.00 item. Was it worth it? Or shorter: Packaging is an integral part of the product – it makes the product look good, appealing to customers. When it works well packaging drives sales, extends shelf life and brings significant value to the manufacturer, the retailer and the brand it is sold under.

• I understand your product is the, “Cadillac” of the tamper evident containers, but the “Kia” is working just fine for us.

S A L E S P L AY B O O K

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