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What Are Some Benefits in Using Torque Handfilm

Posted by Jerad Dowler on Mon, Aug 12, 2013

We love hearing and seeing stories about our products.  This is a blog article written by Dennis Salazar of Salazar Packaging.

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Tags: stretch film, on pallet stretch, shrink film, damage resistant film, hand film, testing stretch film, stretch film gauge, value added film, stretch film lead times, stretch film tests

Paragon Films Realizes Customer Retention is Critical

Posted by Jerad Dowler on Tue, Jun 25, 2013

 At Paragon we know it's a fact, without customers, we wouldn't be where we are today!  I want to share this recent article I read in PlasticsNews.  To me, it was a reminder that we cannot over look the simple things.  Whether it's selling stretch film or shopping at your favorite retail store, customer service and retention is vital to your company's success.

 

We all know it’s easier to retain a customer than to find a new one. However, many manufacturers continue to pour millions of dollars into new business development while neglecting simple customer-retention strategies.

 

In a global economy with competitors at every corner, customer satisfaction is imperative to maintain and grow your bottom line. It is said that it is easier for great service to overcome a second-rate product than it is for a great product to overcome second-rate service. We’ve all been on one side or the other of this coin. When I asked a group of executives recently, they unanimously agreed that they would rather go up against a rival with second-rate service any day.

 

As sales managers, we must  realize that customer retention is every bit as important as new business development, and it can be achieved at a fraction of the cost of finding new customers.

 

In manufacturing, we rely on standards such as ISO 9001, which sets protocol for continuous improvement. ISO 9001 understands that each manufacturer is different and allows us to set our own objectives.

 

Ironically, customers actually know more about your products and services than you do. Customers know:

* What it’s like to buy your product and deal with customer service and technical support.

* What it’s like when a delivery is late, damaged, or incorrect, and whether you honor your return policy.

* Whether you return phone calls.

* Whether your product provides value.

 

In most cases, an unsatisfied customer can be retained with just one short phone call by a manager or sales rep. However, too many companies take customers for granted and then must invest thousands of dollars to replace them.

 

 

 

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Rappaport is director of sales and marketing for Business Answers International, a Palm Beach Gardens, Fla., industrial consulting firm.


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Tags: stretch film, load containment, shrink film, machine films, damage resistant film, testing stretch film, torque machine film, stretch film lead times, shrink film tests, stretch film tests

Optimizing Pallet Wrapping Efficiencies

Posted by Jerad Dowler on Tue, May 14, 2013

 By Pat Reynolds, VP/Editor at Packaging World

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Tags: stretch film, stretch film equipment, on pallet stretch, shrink film, machine films, damage resistant film, hand film, shrink film customer service, testing stretch film, shrink wrap tests, value added film, torque machine film, stretch film lead times, stretch film customer service, stretch wrap customer service, shrink film tests, stretch film tests

Stretch Film Information Within the Palm of Your Hand

Posted by Jerad Dowler on Tue, May 07, 2013

When we want to research a product or find an answer to some questions, the majority of us pull out our phones and find our answers. Having the ability to find the answers with a few taps on our phone is easier, more convenient and frankly, the “now” thing to do.  

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Tags: stretch film, stretch film equipment, load containment, on pallet stretch, shrink film, machine films, damage resistant film, hand film, shrink film customer service, testing stretch film, shrink wrap tests, value added film, torque machine film, stretch film lead times, stretch film customer service, stretch wrap customer service, shrink film tests, stretch film tests

Import Stretch Films-Risk vs Reward

Posted by Jerad Dowler on Tue, Apr 30, 2013

In the stretch film industry, doing business on the West coast has always had its challenges.  There is an over abundance of distributors, countless end users, several local manufacturers, and of course the "import market" that make for a competitive landscape.  Import Films seem to ebb and flow based on the current economic condition of the stretch film market.  The domestic and overseas resin markets appear to operate inversely.  Thus, creating opportunities for overseas manufacturers to penetrate the US marketplace.  Over the past several years we have witnessed a number of attempts to gain a foothold on the West Coast, but they cannot seem to maintain position.  Why?

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Tags: stretch film, stretch film equipment, load containment, on pallet stretch, shrink film, machine films, damage resistant film, hand film, shrink film customer service, testing stretch film, shrink wrap tests, value added film, torque machine film, stretch film lead times, stretch film customer service, stretch wrap customer service, shrink film tests, stretch film tests

Stretch Film vs. Shrink Film, What’s the Difference?

Posted by Shaun Pirtle on Tue, Apr 23, 2013

It's a common misconception that people believe stretch film and shrink film are the same thing.  It's true that both shrink and stretch films are designed to unitize products onto pallets and both are generally made from polyethylene resins.  Shrink films are produced on blown film lines and stretch films can be produced on either blown or cast film lines.  Outside of those similarities, the two packaging systems don’t have a lot of other common characteristics.

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Tags: stretch film, stretch film equipment, on pallet stretch, shrink film, machine films, damage resistant film, hand film, testing stretch film, shrink wrap tests, value added film, torque machine film, stretch film lead times, stretch wrap customer service, shrink film tests, stretch film tests

Is Your Stretch Film Up To the Test?

Posted by Patrick Smith on Tue, Apr 16, 2013

As gas prices continue to climb, consumers are becoming more mindful of how many miles per gallon their car can yield.  It is important for the buyer to understand the value of each gallon of gas AND the value of each individual mile.  Say that unleaded gas is $3.00 per gallon and diesel fuel is $3.50 per gallon.  In cars that use unleaded fuel, you can get 27 mpg, with each mile costing the driver .11 cents.  In cars that use diesel fuel, you can get 47 mpg, costing the driver only .07 cents per mile.  Despite the higher initial cost, consumers in this scenario accrue significant savings in the long run by using diesel fuel.  This concept can also be applicable to the stretch film industry.  Although stretch film testing may cost money up front, it can save the buyer money over time.  Stretch film testing is crucial in helping clients calculate how to make significant savings.

 

In parallel with price per gallon, consumers purchase stretch film based on cost per skid wrapped.  Skids are broken down into price per roll and then price per pound.  The goal of stretch film testing is to find the best cost per single wrapped pallet.  Film testing is a practical way for Paragon to compare its stretch film to the stretch films produced by market competitors.  The different tests also show current and potential buyers how different films compare with respect to stretch, strength, and unit cost.  Recently, Paragon Reps were directly involved in Torque Machine Film testing.  The goal of this testing was to show clients that Paragon’s thinner gauge films are efficient and effective.  The thinner films have a comparable amount of strength and quality of containment when compared to thicker gauge products, which are ultimately more cost effective.

 

The first step in stretch film testing is the stretch test.  This test is conducted by first marking the film as it unwinds and is stretched through a machine.  Next, the distance between marks on the wrapped pallet is measured.  This test shows how far the film can be stretched in comparison to a competitor’s film.  The next step is the force to load test. In this test, we determine the strength of the stretch film’s containment force.  This is measured by stretching the film onto a pallet after it is wrapped.  The force to load test allows the user to see if the integrity of the load has been compromised.  The last step involves the cut and weight test. With this test, the stretch film is cut off of the individual pallet and weighed.


In several of the tests conducted, Paragon’s thinner gauge stretch film not only stretched farther than competitors’ films, it also retained a higher force to load when applied properly.  The cut and weigh test is also a vital step in proving to users that Paragon’s films use less material while simultaneously yielding better results.  We were able to prove that users can enjoy a lower unit cost by purchasing Paragon’s patented products.  We also realized the importance of having properly working machines that are capable of wrapping pallets consistently!

 

In summary, these tests are vital to Paragon’s business.  They show the clients, step-by-step, the immediate results and benefits gained from using Paragon’s high quality stretch films.  The clients are able watch each of Paragon’s skilled Sales Reps perform stretch tests with precision and consistency.  The results of film testing are a testament to the true value of Paragon products.   Just as we compare unleaded fuel with diesel fuel to calculate cost per mile, we use stretch film testing to calculate cost per skid wrapped.  These key tests determine which stretch film products will enable clients to maintain excellent load integrity at the absolute lowest cost per unit. 

 

 This blog was written by Patrick Smith and Allison Smith.

About the authors:

Patrick Smith
Patrick is the Sales Coordinator for Paragon Films.  He has a passion for his role at Paragon and is always willing to learn from others.  When he isn’t working, you’ll find Patrick fishing at the nearest lake or watching one of his favorite shows, Duck Dynasty.  

 

 

 

 

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Tags: stretch film, stretch film equipment, load containment, on pallet stretch, shrink film, machine films, damage resistant film, hand film, shrink film customer service, testing stretch film, shrink wrap tests, value added film, torque machine film, stretch film lead times, stretch film customer service, stretch wrap customer service, shrink film tests, stretch film tests

Selling Stretch Film Over the Border

Posted by Alejandro (Alex) Zepeda on Tue, Apr 09, 2013

It is easy to assume that regardless of where a sale is taking place, the process is the same.  However, this is not the case.  Selling stretch film in Mexico, for example, is much different than selling stretch film within the United States.

I have personally worked with customers at the border, and the sales experience was much different than I had originally anticipated.  I was required to approach the sale with a global understanding, using different methodology than I was accustomed to.  In the U.S., a sale requires more direct interaction with the distributor.  For instance, a lot of effort is spent quoting the majority of the end users individually.  Of course, plants are bigger in the U.S. than they are in Mexico.  Therefore, they are worthy of the extra investment.  However, in Mexico, you are able to utilize the price given by a certain distributor and work around their volume.  This allows for possible growth and development.  Due to the difficulty of this task, training and international proficiency are imperative to success.

Although sales over the border are possible, they can pose many challenges.  For example, the likelihood of obtaining a trial roll or skid in Mexico is minimal.  Hence, it is vital to stay with the distributor's rep consistently over a prolonged period of time.  Only then will he or she be prepared to tackle a big end user without assistance.

Secondly, the negotiations of a sell can be quite difficult.  This stage is considered the most arduous part of the job.  Once you are able to successfully test the stretch film, you will need to present the results in a practical way.  Basically, you must prove that your stretch film can fit into the buyer’s existing system.  Sometimes, the buyer does not recognize the economical benefits regardless of the 10 to 30% savings per month that you may be offering.  Cost per unit is the key, but you must consider the fact that approximately 90% of Mexican companies still have a price per pound mentality.  With this mentality, regardless of the film gauge or footage you are offering, the buyer may not be convinced.  In addition to the previously mentioned challenges, there are also extra costs that Mexican distributors must consider.  For example: Import tax, additional freight, storage, etc.

At this point, you may have some questions.  How do you manage to sell a US film in Mexico? What is the best way to deal with the challenges discussed above?  Unfortunately, there are no specific answers.  Every customer you encounter will have different preferences and demands when buying.  These preferences are based on the specific systems each buyer already employs.  These consumers may typically purchase by pound, by roll, by footage, by gauge, by number of skids or even by how many pallets they can wrap.

From the above information, it may seem impossible to sell stretch film in Mexico, but it’s not.  If the distributor is fairly competent, you can sell added value products and keep the brand name in good shape.  There truly are endless business opportunities across the border.  In addition to the commitment and dedication necessary for this kind of transaction, Paragon Sales Representatives also uphold strong ethical principles.  Loyalty and consistency are an important part of the sales process.  Above all, Paragon Sales Reps continuously strive to satisfy the customer.  These characteristics are vital for successful sales domestically and abroad. 

 

About the author:

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Tags: stretch film, stretch film equipment, load containment, on pallet stretch, shrink film, machine films, damage resistant film, hand film, shrink film customer service, testing stretch film, shrink wrap tests, value added film, torque machine film, stretch film lead times, stretch wrap customer service, shrink film tests, stretch film tests

Relationships In the Stretch Film Industry

Posted by Tara Vanderslice on Fri, Apr 05, 2013

"If you believe business is built on relationships, make building them your business."

What’s the most valued thing a customer can get from a salesperson that no one else can provide? It’s the most valued thing in life: TIME

 

A customer can find 9 different suppliers that sell what you sell. Features and benefits are plastered all over the internet.. Everyone claims to have a differentiator that makes them the right choice. What’s the only differentiator that really makes a difference? 

 

It’s the relationship between buyer and seller. 
The TIME spent between these two individuals provides real value to both the buyer and sellers business. Yet there is no line on a balance sheet that shows what this asset is worth. What each individual knows, and how they communicate that knowledge is what adds value to that asset.

 

Acting as a resource to each other, the buyer and seller must be genuine about who they are and what they know. Truly knowing what your products and services are worth, creates the confidence to honestly communicate both the strengths and limitations of your offer. If something regarding the product or service is unknown, admit it and make a pledge to quickly find out and advise on its status.

 

Time and experience adds many insights to issues that buyer and sellers deal with on a continual basis. Adding insight to a conversation automatically creates credibility and many times serves as a catalyst towards a solution that otherwise might not have been previously considered. 

 

Spend TIME listening. There is a good reason we have two ears and only one mouth.  People who have credibility don’t feel the need to “prove it” all the time. Clearly acknowledge each others concerns. This ensures that both parites are focusing on the same thing. Carefully explore and consider the issue at hand. Nothing says, “I’m insecure and insincere” quicker than spouting pat answers to questions that haven’t been asked. Make your response after careful consideration, adding a brief history or past experience that might be helpful in resolving a concern.

 

Help the buyer become the hero. Credibility comes from your ability to CRYSTALLIZE PROBLEMS AND SOLUTION. Even a detailed list of requirements can be helpful if the buyer and seller spend TIME  together to create a clear understanding of what the needs are and how best to meet them.

 

 

 

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About the author: 

Tara Vanderslice
Tara's job has never been just about “selling products.”   She has made many great friends through out the industry, not only because of her professional success, but because she sincerely wants to participate in helping others meet their own goals.  Tara treats every customer like a friend and seeks to simply “make everyone’s life easier."  Tara has added so much to the Paragon family and makes such an impact on all of the clients she meets.

 

 

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Tags: stretch film, stretch film equipment, load containment, on pallet stretch, shrink film, machine films, damage resistant film, hand film, shrink film customer service, value added film, torque machine film, stretch film lead times, stretch film customer service, stretch wrap customer service

Mutual Success In the Stretch Film Industry

Posted by John Steinhaus on Mon, Apr 01, 2013

In life, and in sports, success is often defined in various ways.  Vince Lombardi once said,

Winning isn’t everything, its the only thing.”  Others say, Do your best and you have truly won.”  Some believe that success is directly related to the score of a game, whereas others believe it’s all about respect amongst teammates.  Basically, success has a different meaning to each and every person.  Whichever way a person chooses to define success is truly up to them.  Personally, I live by one rule, If you can't measure it, you can't improve it!


As both a Paragon Sales Representative and a youth sports coach, I have learned that mutual success is truly a hard thing to measure.  In both of these positions I teach, train, and help guide people to success.  However, I am not the one directly “playing in the game” so to speak.  As a Sales Rep, I am a crucial part of the Paragon team.  It is my job to help our company achieve mutual success by collaborating with fellow representatives.  My role enables me to assist other Reps as they make important business calls to important customers.  My partners are the people executing the plays, and I am just helping in the process.  The same can be said with coaching.  Although a coach may not participate on the field, his or her knowledge is imperative to the team’s success.


In my opinion, mutual success in both business and sports is based on measurement.  For stretch film businesses, true success is based on more skids sold with more pounds.  However, guiding distribution to sell correct products into specific markets that create annuity is the true measure of success.  Because the distributor is not reselling customers each month, they have genuinely contributed to mutual success.  These Reps help customers to save money while simultaneously earning higher margins due to cost savings.  In this case, we see how a mutually beneficial business transaction leads to mutual success. Everyone wins.  The customer saves money, the Rep earns annuity of non-replaceable product, and manufacturing wins by selling higher performance products.  Mutual success is a daily struggle.  Finding common ground that leads both buyer and seller to satisfaction is a crucial part of the sales process. 

 

 

About the author:

John Steinhaus
John is always up for a little competition.  Whether it be in the plastics business, on the softball field or even a little vacuum competition with his wife, it is one thing that really motivates him.  His competitive nature is what has kept him continually looking for the best products and new technologies over his past 20 years in the plastics industry.  John’s desire to provide his customer’s with quality products that can increase efficiency, while decreasing over all cost is what keeps him “loving plastics”



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Tags: stretch film, stretch film equipment, load containment, on pallet stretch, shrink film, machine films, damage resistant film, hand film, shrink film customer service, value added film, torque machine film, stretch film lead times, stretch film customer service, stretch wrap customer service

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