Packaging Machinery Decision Making Research

A recent survey conducted by Packaging World magazine/Summit Media Group gives insight into the buying cycle and processes used by those needing packaging machinery. The survey brought light onto the timeline of when the buyers do their research (early, sometimes even before the need arises). It also noted where the buyers look for information.

Two-thirds of packaging machinery buyers research machinery on the internet. In the early stages of looking at machinery (often before it is even determined as a need), the buyers are looking at magazines, going to trade shows, reading trade media and newsletters, conferring with peers, and browsing the internet. In the later stage, when they know there truly is a project, their focus narrows to peer consultation, supplier websites, search engines, sales persons and trade shows.

It is imperative for the successful supplier to ‘be where your customer is looking’. Educate your potential customers about you and your products and services so that when the time comes for them to need your products, they know exactly where to look.

The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery 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.