Opportunity study - Films

Client Discovery
During the client discovery process, SALT developed a clear understanding of the client’s capabilities, product offerings, and target markets. The client is a global provider of specialized industrial packaging and material solutions serving high-volume manufacturers and distributors. Their niche lies in delivering compliant, performance-driven alternatives to traditional materials, particularly for large-scale operations seeking durability, sustainability, and supply chain efficiency.4

List Building
Based on the information gathered throughout the discovery phase, SALT compiled a strategic list of 743 companies that aligned with the client’s material solutions and large-scale supply capabilities. These companies were identified as organizations with significant packaging demands that could benefit from alternatives to conventional PVC film products. The list was then filtered to include only highly applicable targets whose production scale, compliance requirements, and procurement structures matched the client’s strengths.

 
Account Qualification
SALT worked systematically through the list of 743 accounts, evaluating and scoring each opportunity based on projected fit, purchasing volume, and alignment with the client’s specialty in alternative film solutions. Amazon ranked as an “A” account due to its large-scale packaging requirements and its potential need for compliant alternatives to PVC film within its supply chain.

 
Contact Verification
SALT developed a verified contact list within Amazon and identified key decision-makers involved in packaging and materials procurement. Outreach led to engagement, and a case was submitted requesting an alternative to PVC film. The prospect demonstrated an immediate interest in exploring options, prompting direct communication and follow-up with the appropriate contact.

 
Nurture
Since Amazon expressed an immediate need for an alternative material solution, SALT did not need to implement a long-term nurture sequence. The opportunity progressed directly into the discussion and evaluation stages.

Opportunity Identified
The opportunity centered around Amazon’s request for an alternative to PVC film, positioning the client as a viable solution provider. While the project was ultimately suspended and not secured, SALT successfully penetrated the account, established contact with decision-makers, and positioned the client within Amazon’s vendor consideration set, creating a foundation for future opportunities.

 
As of today, SALT has identified 212 opportunities for this client, valuing $3.2M in potential value.
SALT will still nurture this relationship with Amazon, allowing for future potential for this client.

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Large Buyers Are Looking for Better Material Solutions
Organizations with large packaging requirements often seek alternatives that improve cost, durability, or compliance. If your company manufactures industrial film or material solutions, SALT may be able to introduce your capabilities to buyers evaluating new suppliers.