Packaging Details GPS1+Presentation.pptx

packaging, the technology and art of preparing a commodity for convenient transport, storage, and sale. packaging. Related Topics: canning wrapping vacuum packaging container modified-atmosphere packaging.Packaging is the science, art and technology of enclosing or protecting products for distribution, storage, sale, and use. Packaging also refers to the process of design

1. Strategy Target Components Target Customers Packaging Solution Competition for returnable Existing Business & Pipeline Organizational

2. Complex Sales Process for Returnable Packaging A sale has a long sales cycle with multiple decision makers (Multiple stakeholders/groups contributing to the sale ). Buyer & Seller both has multiple options Many levels are involved Buying organization's decision-making process is complex

3. Why Sostener Solutions To Reduce Sales Cycles To Improve Close Ratios More Repeat Business To drive to Win/Win Our Framework: To help clients uncover sales performance and sales force productivity issues; and To define, prioritize and track improvement initiatives.

4. Joint Sales Approach Joint Selling is a process that begins with: Understanding the Buying Influence’s Concept Presenting your product, service, or solution as it relates to the Concept

5. 5 India is a Multi-Hub Market* Auto Advantage+ Centres Tier 1 OEM 27% 28% 45% 55% 27% 20% Flows from south Flows from west Flows from north * Our Focus initially be on Western Region Clients only

6. P l a y e r Mark e t Sh a re Ke y S ucc e s s F a c t or Comment GOODPACK (MB5 & Co.) V ery l o w Increased Sea-Container Utilization Ease of handling Sustainability reduction in disposal Cost savings vs other returnable solutions Damage prevention Metal returnable only in China and SA active contracts, lost business in Europe C ORR U G AT ED BO X WITH WOODEN PALLET H ig h Lower cost cbm (dimensional utilization) Disposable, player like Triwall, DS Smith and many others JAPANESE OEM OWNED FLEET High within Japanese Tier 1 Customized, Container pooling integrated, Cost- saving Metal returnable racks, container and structure Assumed 30% of global market Japanese OEM and 60% of affiliated Tier1 using pooling (Toyota Tsusho, Honda, Nissan, Mitsubishi) CHEP (IcoQube) H ig h Increased Sea-Container Utilization Ease of handling, no repacking, directly lineside Sustainability reduction in disposal Was the first to convert from disposable to returnable (pilot and now partnership) Plastic returnable very dominant in Europe, India, Available in APAC and China but not dominant, Americas is smallest market) Partnerships with Tenneco global (26,000 container per month at 20 USD each = 6.2 M USD), and Eberspaecher preferred solution O th e rs NA Regional presence, other preferences like Orbis (Tenneco Standard), Schoeller Alibert, Loscam, Nefab, Gitterboxes, Wooden Boxes, including Tier1 owned returnable packaging, Alsco

7. Existing Customers Renewal Benteler SA, Jinhua Oulun & Baolong China Key Regions China, South Africa, Europe and Japan Components ARP solution: Converter and Muffler Standard deck: Pipes and Manifolds Key Customers Tenneco, Faurecia, Benteler Eberspaecher and Japanese Tier 1 Target Q1 9800x container volume contracted Organizational Engage new segment structure, use communication channels, documentation and reporting discipline 17 Potential Target Customers