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Packaging Career Highlights

An overview of what I believe has been some of my greatest accomplishments in solving problems and growing profitable sales throughout my Packaging career.

Jared Kohl (773) 717-9217 jaredkohl@hotmail.com

• Amcor Flexibles Healthcare • Berry Plastics Corporation Improving profitability • Value add & Operations • Global sales role projects • Price management . L.Packaging Career Highlights • Field Container Company.P.

P&G and Management Trainee Field Container Company.P. (now Graphic Packaging International) .Success Example #1: Perseco. L.

Involved with the new business and insufficient number of staff to service the plants business needs. etc…) various projects (Capital Expenditures. This ended up being 8 months. Field Container owned mature rotogravure plant was faced with a mix of over capacity & value added projects and an mature rotogravure plant was faced with a mix of over capacity & value added projects and an insufficient number of staff to service the plants business needs. set up QC standards. etc…) Reported directly to Exec VP of Sales (mentor) and Exec VP of Operations progress Reported directly to Exec VP of Sales (mentor) and Exec VP of Operations progress Result: Result: Completed projects Completed projects New job! Sales Representative and was given P&G as my account New job! Sales Representative and was given P&G as my account . set up QC standards. Involved with the new business and value add projects. etc…) From Operations and Engineering role -. Field Container owned Situation: While was in my management trainee development program.Perseco. was needed. IL and support the plant for however long was needed. etc…) French fry cartons (bought label equip. plant. Tasks: Tasks: Led team in completing production of the McDonalds “Monopoly Game” labeling program for Led team in completing production of the McDonalds “Monopoly Game” labeling program for French fry cartons (bought label equip. was asked to re-locate to Marsailles. customer contacts and various suppliers to complete various projects (Capital Expenditures. set up testing sites. set up testing sites. customer contacts and various suppliers to complete Worked with both plant personnel. P&G and Management Trainee Situation: While II was in my management trainee development program. Action: Action: Worked with both plant personnel. IL and support the plant for however long value add projects.brought in and coordinated all of P&G’s NA soap From Operations and Engineering role brought in and coordinated all of P&G’s NA soap carton business carton business Shadowed Exec VP of Operations in down time who was temporarily assigned to manage the Shadowed Exec VP of Operations in down time who was temporarily assigned to manage the plant. II was asked to re-locate to Marsailles. managed suppliers. This ended up being 8 months. managed suppliers.

1: Global Account Role – Development Project Amcor Flexibles Healthcare .Success example #2.

One of these customers maintained the 2nd largest R&D project developing an Ostomy film and One of these customers maintained the 2nd largest R&D project developing an Ostomy film and expected sales were to be $12MM/yr+. Coming into the situation. Position became available to work with Key Global Accounts including 3M. Action Action Initiated a MOU “Memo of understanding” with the customer in which we: Initiated a MOU “Memo of understanding” with the customer in which we: Identified best and worse case scenario’s of the project timeline and what was involved Identified best and worse case scenario’s of the project timeline and what was involved Assigned a monthly development fee + cost of trials. expected sales were to be $12MM/yr+.000 in PROFIT/unaccounted for Closed on MOU producing $500. the development work. Coloplast and Medtronic. profit was not defined. Coloplast and Medtronic. materials and associated services/resources Amcor would/would not be able offer services/resources Amcor would/would not be able offer Result Result Closed on MOU producing $500. Hollister. Coming into the situation.Global Account Role – Development Project Situation: Situation: Position became available to work with Key Global Accounts including 3M. profit was not defined.000 in development fees ($500. Task Task Take project from a existing R&D phase over to commercial sales. materials and associated Assigned a monthly development fee + cost of trials.000 in PROFIT/unaccounted for cash!!!) cash!!!) Identified/improved the expectations for project to both customers senior management group and Identified/improved the expectations for project to both customers senior management group and Amcor management group Amcor management group Successful Global Sales Experience! Successful Global Sales Experience! .000 in development fees ($500. current developed product was not sufficient for customer use and situation was to A) take on a current developed product was not sufficient for customer use and situation was to A) take on a round 2 of project or B) inform the customer that Amcor did not wish to continue to invest into round 2 of project or B) inform the customer that Amcor did not wish to continue to invest into the development work. Take project from a existing R&D phase over to commercial sales. Hollister. Hospira. Hospira.

Success example #2.2: Global Account Role – Existing high value customer w/ no history of new sales Amcor Flexibles Healthcare .

Fortune 500. Task Task Generate sales Generate sales Cancel auto renewal contract Cancel auto renewal contract Action Action Increased price 39% and use contentious pricing discussions to offer value solutions. Operations to Operations Set stage to cancel contract renewal Set stage to cancel contract renewal Motivated customer to visit 2 manufacturing sites in both Mundelein (Chicago) site and Sligo. based on objective reasoning and sell Amcor’s benefits and match to customers needs and global footprint.Global Account Role – Existing high value customer w/ no history of new sales Situation: Situation: Fortune 500. Operations to Operations Engineers to Engineers. Past 5 years there has been NO new business.000 Raised profit to over 20% PBIT + increased sales by $136.ppt that contained video’s to document and share the manufacturing investments and process Produced a .ppt that contained video’s to document and share the manufacturing investments and process made to specifically service this customer. Cardiology based medical device manufacture uses a header bag to package a drug coated stent.000/yr at 2-3% PBIT Past 5 years there has been NO new business. Ireland Motivated customer to visit 2 manufacturing sites in both Mundelein (Chicago) site and Sligo. support price increases Increased price 39% and use contentious pricing discussions to offer value solutions. Contract also defines quarterly business reviews to review growth. QC to QC.000 Strengthened and broadened relationships between 2 companies Strengthened and broadened relationships between 2 companies Engineers to Engineers. Produced a . Cardiology based medical device manufacture uses a header bag to package a drug coated stent. Account possesed an auto renewed contract that prevents non-material related price increase Account possesed an auto renewed contract that prevents non-material related price increase Contract also suggests year over year growth Contract also suggests year over year growth Contract also defines quarterly business reviews to review growth. Ireland .000/yr at 2-3% PBIT Balance of business is appx $500. QC to QC.000/yr on header bag packaging drug coated stent – (negative 11%PBIT) $350. support price increases based on objective reasoning and sell Amcor’s benefits and match to customers needs and global footprint. Sales with customer are appx: Sales with customer are appx: $350. made to specifically service this customer. Result Result Raised profit to over 20% PBIT + increased sales by $136.000/yr on header bag packaging drug coated stent – (negative 11%PBIT) Balance of business is appx $500.

Success example #2.3: Global Account Role – Close new product/improve profit Amcor Flexibles Healthcare .

field engineering support. Denmark was looking for cost savings solution with alternatives to 2FS Tyvek solution with alternatives to 2FS Tyvek Task Task Keep top web sales & transition from Tyvek to a coated paper Keep top web sales & transition from Tyvek to a coated paper Compete against China’s local supply and price Compete against China’s local supply and price Compete against other competitors (i. . Sealed Air and Perfecseal) Compete against other competitors (i. value added aspects of Amcor. identify that competition had a much lower cost.e.Global Account Role – Close new product/improve profit Situation: Situation: Global Account based in Copenhagen. field engineering support. Sealed Air and Perfecseal) Action Action Run trials on existing product (current paper supplier) and listened to customer Run trials on existing product (current paper supplier) and listened to customer identify that competition had a much lower cost. VMI and other Sold value of global supply from Amcor.e. Denmark was looking for cost savings Global Account based in Copenhagen. VMI and other value added aspects of Amcor. Developed a new product using a new lower cost medical grade reinforced paper Developed a new product using a new lower cost medical grade reinforced paper (new paper supplier) (new paper supplier) Result Result Saved customer 20% on $1MM/yr in spend Saved customer 20% on $1MM/yr in spend Increased PBIT from a 6% on coated Tyvek to 25% on the coated paper Increased PBIT from a 6% on coated Tyvek to 25% on the coated paper Sold value of global supply from Amcor.

4: Teach Sales Group on Value of CDI (Chemical Data Index) Amcor Flexibles Healthcare .Success example #2.

Assimilate this “teaching” to broader price management presentations via our Marketing Assimilate this “teaching” to broader price management presentations via our Marketing team. and other Supplier letters ala Dupont Supplier letters ala Dupont Identify contracted customers and non-contracted customers and how price is managed Identify contracted customers and non-contracted customers and how price is managed either 1) via immediate 30 day price notifications or 2) via defined contract either 1) via immediate 30 day price notifications or 2) via defined contract Result Result Created presentation. gave presentation. VP of Sales asked that give a presentation to the group on how CDI worked and how this resetting would effect the pricing on our products the group on how CDI worked and how this resetting would effect the pricing on our products Task Task Reverberate to sales team an educational outline as a sales tool to manage price. spend. With the Management of price has been key in the past few years (more than years prior). LME (London Metal Exchange). RISI and cost against energy. decrease managing increases vs. Learn other index’s i. Reverberate to sales team an educational outline as a sales tool to manage price. With the CDI resetting itself in January 2010. Q&A and ultimately provided this insight to the sales team as to how and why price makes such an impact not only in selling price but also sales team as to how and why price makes such an impact not only in selling price but also managing increases vs. the Exec. decrease . and other Learn other index’s i. VP of Sales asked that II give a presentation to CDI resetting itself in January 2010.Teach Sales Group on Value of CDI (Chemical Data Index) Situation: Situation: Management of price has been key in the past few years (more than years prior). gave presentation.e. Action Action Meet w/ various buyers and procurement managers to understand Amcor’s raw material Meet w/ various buyers and procurement managers to understand Amcor’s raw material spend. LME (London Metal Exchange). team. RISI and cost against energy. the Exec. Q&A and ultimately provided this insight to the Created presentation.e.

Success example #3: Improving Profits Berry Plastics Corporation .

Maintained price = $1.5MM/yr in sales at a 20% EBITA = $300.000/yr EBITA improvement $250.e.e. etc… resin).000/yr EBITA improvement $480. etc… Identified/anticipated customers reaction and response to a non-material related price increase Identified/anticipated customers reaction and response to a non-material related price increase Identified a “next generation” product to pursue a longer term value proposition for the Identified a “next generation” product to pursue a longer term value proposition for the customer..000/yr EBITA Result Result $480.000/yr EBITA 103” die.000/yr in annual EBITA improvements!!! .000/yr EBITA improvement $730.000/yr EBITA Transferred to new plant running combination orders including both 44” and 50” webs across a Transferred to new plant running combination orders including both 44” and 50” webs across a 103” die.5MM/yr in sales at 3% EBITA = $45. Existing plant ran a 44” and 50” web on a 70” die running $1. customer. i. i.5MM/yr in sales at 3% EBITA = Existing plant ran a 44” and 50” web on a 70” die running $1. customer’s competitors packaging design/costs.Improving Profits Situation Situation Medical customers did not meet the EBITA performance requirements that management was Medical customers did not meet the EBITA performance requirements that management was expecting expecting Task Task Evaluated customers business based on: Evaluated customers business based on: Customers impression of value the packaging created for them Customers impression of value the packaging created for them Researching existing and potential competitive threats.000/yr EBITA $45.000/yr in annual EBITA improvements!!! $730.. Action Action Implemented a 6% price increase on $8MM/yr in sales = $480. price point (price over Researching existing and potential competitive threats. competitors. resources to service the business.5MM/yr in sales at a 20% EBITA = $300.000 (annualized) improvement in profit Initiated a plant/manufacturing location change. Initiated a plant/manufacturing location change. price point (price over resin). resources to service the business. Maintained price = $1.000 (annualized) improvement in profit Implemented a 6% price increase on $8MM/yr in sales = $480. customer’s competitors packaging design/costs.000/yr EBITA improvement $250. competitors.

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