Okay, the ‘big’ show ended almost 4 weeks ago. Where are you now in the follow up process? Has every lead received a ‘Thank you for visiting our booth’ letter/e-mail? If not, they should have. What about phone calls? Has every lead been followed up with at least one phone call? Have you made appointments to visit every lead that you could contact? This is the part of the post show follow up that may be more challenging to accomplish, but will make the difference between having had a good show and a great show. The true determining factor of the show is how many sales the company receives as a result of being at the show. It is vital for the sales department to continue to follow up the leads not just right after the show, but for the entire next year.
The show allows your sales department to uncover potential customers and sales. They actually come to you at a trade show. But, just because they came to you, does not mean they will buy from you. Remember the old saying, “Salesmanship begins when the customer says ‘no’.” If the customer has a need for your machinery, it is your sale to lose. If you don’t continue to follow up and offer your assistance in helping your customers find the equipment they need, someone else will. So, keep dialing that phone, sending those e-mails, and knocking on those doors. It’s not really of case of “If you build it, they will come.” It’s more a case of “If you educate them, they will buy.”
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Monday, November 29, 2010
Tuesday, November 23, 2010
Happy Thanksgiving
We in the packaging machinery industry have much to be thankful for. We have chosen to work in an industry that has not been as badly effected by the great recession as many other industries. Our customers continue to produce consumable products at an increasing rate, invent new products, and change their packaging, all requiring new machinery.
We at New England Machinery are extremely grateful. We have the world's best customers, most dedicated employees, a fabulous work environment (we're based in Florida), and a bright outlook for the coming year. Everyone at NEM looks forward to continuing to support our customers needs.
We wish to say 'Thank You' to all of our wonderful customers for their patronage throughout the years, and wish everyone and their families a very Happy Thanksgiving!
We at New England Machinery are extremely grateful. We have the world's best customers, most dedicated employees, a fabulous work environment (we're based in Florida), and a bright outlook for the coming year. Everyone at NEM looks forward to continuing to support our customers needs.
We wish to say 'Thank You' to all of our wonderful customers for their patronage throughout the years, and wish everyone and their families a very Happy Thanksgiving!
Thursday, November 18, 2010
PMMI Reports on Trends & Advances in Food Packaging
PMMI recently released a report on changes anticipated for the food packaging industry. They researched and interviewed companies listed as one of the Top Feed Packaging Companies whose revenues represent 53% of the entire industry. Their research concludes that there are four major issues that will directly impact the future for food packaging. These are: a continuing rise in sustainable and innovative packaging; development of new food products; a growing trend toward consumer-ready packaging; and the continuing economic slump.
Many of the companies surveyed noted an interest or the implementation of moving to flexible packaging where possible. They are looking to save money on packaging weight and transportation, and hope the new packaging will be more sustainable. Some obstacles have arisen when the new packaging does not protect the product as well as the rigid packaging.
The also note that there appears to be a decline in the intent to purchase new equipment in 2011 over what was predicted for 2010. My personal opinion is that this will prove to be a false prediction. The world population continues to grow. Food is a necessary ingredient to sustain life and the need for packaged food to feed the masses will continue to grow as well. The key may be to determine the correct markets for the packaging machinery. I see continuing growth in China, India and Brazil. These emerging economies will continue to increase their need for food packaging production.
To read the entire report visit PMMI.org and look up the Executive Summary Trends and Advances in Food Packaging -2010.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Many of the companies surveyed noted an interest or the implementation of moving to flexible packaging where possible. They are looking to save money on packaging weight and transportation, and hope the new packaging will be more sustainable. Some obstacles have arisen when the new packaging does not protect the product as well as the rigid packaging.
The also note that there appears to be a decline in the intent to purchase new equipment in 2011 over what was predicted for 2010. My personal opinion is that this will prove to be a false prediction. The world population continues to grow. Food is a necessary ingredient to sustain life and the need for packaged food to feed the masses will continue to grow as well. The key may be to determine the correct markets for the packaging machinery. I see continuing growth in China, India and Brazil. These emerging economies will continue to increase their need for food packaging production.
To read the entire report visit PMMI.org and look up the Executive Summary Trends and Advances in Food Packaging -2010.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Monday, November 15, 2010
Customer Testimonials
Does your company use customer testimonials? If so, how do you use them? We use them in our newsletters, on our website and in our sales presentations. Are they effective? How can you measure their effectiveness? We have had potential new customers ask for references. Although they sometimes wish to speak with the reference, the testimonials are a good start in assisting the potential customer find the information they seek and to gauge your company's relationship with its customers.
Television infomercials are a great example of testimonials. The infomercials basically spend most of the 1/2 hour allotted to them with current customers raving about the product and the benefits they received from it. They are highly effective in convincing potential customers by hearing about others success in using the product or service.
Share your experiences with testimonials and how they have worked for your company.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Television infomercials are a great example of testimonials. The infomercials basically spend most of the 1/2 hour allotted to them with current customers raving about the product and the benefits they received from it. They are highly effective in convincing potential customers by hearing about others success in using the product or service.
Share your experiences with testimonials and how they have worked for your company.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Wednesday, November 10, 2010
Do You Partner?
A great way to expand your business is to ‘partner’ with other companies that sell complimentary products. For example, our company sells bottle unscramblers and bottle cappers. We do not sell filler machines or labeler machines. It makes great sense for us to ‘partner’ with a filler and/or label machinery manufacturer. We can exchange manufacturer’s reps/distributors, we can refer leads, we can offer recommendations for suppliers and vendors and much more.
The key to success of a good partnering program is to keep at it consistently and to remind others in the organization of the companies with which we are partnered. Communication to everyone is important in order for the entire workforce to assist in finding opportunities to exchange information that is valuable to your partners. Once your partners see the value of working with you, they will reciprocate and both companies will benefit significantly.
Partnering allows each company to grow from the synergy generated by the power of two (or more) great companies! Feel free to share your partnering experiences, ideas and suggestions.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at http://www.neminc.com/.
The key to success of a good partnering program is to keep at it consistently and to remind others in the organization of the companies with which we are partnered. Communication to everyone is important in order for the entire workforce to assist in finding opportunities to exchange information that is valuable to your partners. Once your partners see the value of working with you, they will reciprocate and both companies will benefit significantly.
Partnering allows each company to grow from the synergy generated by the power of two (or more) great companies! Feel free to share your partnering experiences, ideas and suggestions.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at http://www.neminc.com/.
Monday, November 8, 2010
It’s Holiday Time
What does your company do to celebrate the end of another year with your employees? NEM gives all employees their choice of a turkey, ham or grocery store gift certificate for Thanksgiving. It is a really nice gesture that says ‘Thank You’, not only to the employees, but by giving them food, it allows them to share the thank you with their family and loved ones. It helps to expand the ‘NEM family’ to include the people who support our employees at home.
We also have a ‘holiday party’ in December. The holiday party changes from year to year. Some years it is dinner and dancing at a banquet hall. Other years it is a hot sit-down luncheon for the employees. We are always looking for ideas that will include as many employees as possible. Let me know if you have any ideas that have been successful at your company. How does your company share the camaraderie of the holiday season with all its employees?
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
We also have a ‘holiday party’ in December. The holiday party changes from year to year. Some years it is dinner and dancing at a banquet hall. Other years it is a hot sit-down luncheon for the employees. We are always looking for ideas that will include as many employees as possible. Let me know if you have any ideas that have been successful at your company. How does your company share the camaraderie of the holiday season with all its employees?
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Wednesday, November 3, 2010
Closing Day at the Show
Today officially ends the Pack Expo International 2010 show. When the lights go out at 5:00 p.m. it is ‘pack up time’. The show was a great success for NEM and we look forward to working with all the companies that stopped by our booth with upcoming projects. We are excited about all the business that 2011 promises to bring.
Throughout the show we have made notes on what we want to change and/or add to our exhibits for future shows. We’ve gotten some really good ideas and want to make sure they aren’t forgotten when we start preparing for our next trade show. When we all return to the office, we’ll have a meeting to discuss the show and critique how well we did, but more importantly, what we could have done differently or better. I will also send out a short questionnaire to everyone who worked in our booth (including our outside Sales Reps) asking their opinions on what changes we can make. If we don’t ask, we’ll never improve.
So, as good as this year’s show was, we plan to make next year's show even better. Feel free to send me your ideas and suggestions for improving the trade show exhibit experience.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Throughout the show we have made notes on what we want to change and/or add to our exhibits for future shows. We’ve gotten some really good ideas and want to make sure they aren’t forgotten when we start preparing for our next trade show. When we all return to the office, we’ll have a meeting to discuss the show and critique how well we did, but more importantly, what we could have done differently or better. I will also send out a short questionnaire to everyone who worked in our booth (including our outside Sales Reps) asking their opinions on what changes we can make. If we don’t ask, we’ll never improve.
So, as good as this year’s show was, we plan to make next year's show even better. Feel free to send me your ideas and suggestions for improving the trade show exhibit experience.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Monday, November 1, 2010
Live From The Trade Show Floor
Today is the second day of Pack Expo International 2010. It is a great show so far! I’m sorry for anyone who had to miss it. There is a lot of energy in the building, crowds of visitors and hundreds of exhibits to see.
New England Machinery has a fantastic display this year featuring our NEHHLPE-72 unscrambler, SOE-3/690 orienter, NERCCE-3 rotary chuck capper, NEMIRS inspection-rejection system and NEDP gap transfer. Once again our yellow bottles are flying through the air! This year we have switched it up to show off our machinery’s versatility and created one large circulating display through all the equipment.
The updates we’ve made to our NERCC rotary chuck capper enhance both the performance of the capper as well as given it a stylish new look. The booth features wood flooring, attractive blinds instead of backdrop curtains and our helium-filled logo overhead. We have also added an end of day Happy Hour from 4:30 to 5:30 in the evening. It is a great opportunity to relax and unwind at the end of the show each day.
If you are reading this and are lucky enough to be in Chicago, you won’t want to miss stopping by our booth #S-2247. Hope to see you all here!!!
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
New England Machinery has a fantastic display this year featuring our NEHHLPE-72 unscrambler, SOE-3/690 orienter, NERCCE-3 rotary chuck capper, NEMIRS inspection-rejection system and NEDP gap transfer. Once again our yellow bottles are flying through the air! This year we have switched it up to show off our machinery’s versatility and created one large circulating display through all the equipment.
The updates we’ve made to our NERCC rotary chuck capper enhance both the performance of the capper as well as given it a stylish new look. The booth features wood flooring, attractive blinds instead of backdrop curtains and our helium-filled logo overhead. We have also added an end of day Happy Hour from 4:30 to 5:30 in the evening. It is a great opportunity to relax and unwind at the end of the show each day.
If you are reading this and are lucky enough to be in Chicago, you won’t want to miss stopping by our booth #S-2247. Hope to see you all here!!!
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
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