Company overview
The company makes paper cups, food boxes and printed cartons for food and beverage brands, cafés and caterers.
The challenge
New accounts came mostly from referrals and exhibitions. By the time the team heard about a brand's new product line, a supplier had often been chosen.
Late to new projects
Expansion news reached sales weeks after it was published.
Competitors adding capacity
Investments by other converters changed prices in the region.
Regulation on food-contact materials
Labelling and material rules affected what customers asked for.
The solution
The company set its target size to small and mid-sized brands, added its products and competitors, and watched food and beverage topics. Opverio reads each signal through that profile: a large corporate buying elsewhere is context, a growing local brand is a sales signal.
Expansion signals with a reason
Each sales signal says which product it may relate to and why.
Competitor capacity
Investments and new machines of competing converters on their company pages.
Exhibitions and curation programmes
Events that fit the category, with registration deadlines.
Impact
| Impact highlight | Description |
|---|---|
| Earlier conversations | Sales reaches brands while packaging is still being planned. |
| Focus on the right size of customer | Signals fit the brands the company actually serves. |
| A clearer view of competitors | Capacity changes are visible before they reach prices. |
Conclusion
Instead of waiting for referrals, the sales team now works from a list of brands that are growing right now.