Packaging - Films

SALT Marketing has been supporting businesses producing films suited for food packaging for nearly 7 years. The client we support specializes in direct contact printed and non-printed films, typically used in the meat processing industry. The client also provides forming and non-forming films, trays and lids utilized in the packaging process.

As a dedicated hunting team, SALT understands the complexity and lengthy sales cycles involved in selling films and trays in the food industry. In order to be successful, we aim to work with the best suppliers who win when we get to the closing table. SALT is seeking clients with Operational Maturity who close the deals that we bring in. While relationships take time to develop, SALT has a proven process that involves exchanging information of value over time to build trust. Ultimately, SALT is looking to work with clients with a proven process and scalability.

“We've been working with SALT Marketing since 2015 and they've consistently been able to bring quality quoting opportunities for us. Every time the market has shifted and we've put a focus on new products, SALT has been able to create the right introductions to make it fruitful for us. SALT isn't just a company we've hired at this point, they've become more like a part of our team and we're happy to recommend them to anyone who is looking to hire them.”

- Sales Director - Packaging Material Supplier

Client Capabilities

• Food Packaging Films - Direct Contact
• Forming and Non-Forming
• Meat and Produce Wrapping Films
• Food Packaging Bags
• Vacuum Bags
• Modified Atmosphere Packaging (MAP)
• Trays and Lids
• Packaging Machinery
• BOPA, BOPP, CPP Films

Frequently Asked Questions

We want to sell nationally, is this possible?

Due to the regional nature of the industry (due to shipping costs, transit times, etc) we typically only work for suppliers of packaging material regionally. We also do not allow for regions to overlap to avoid conflicts of interest between our customers.

What is your experience in selling packaging films?

The Founder of SALT Marketing worked for a regional digital/flexo printer of pressure sensitive labels, flexible packaging and shrink sleeves for several years prior to founding SALT. One of our longest client relationships is with a Packaging Films Supplier in the Meat Industry.

We don’t have a target list. Can SALT help us to identify ideal customers to call on?

Yes, SALT subscribes to industry leading data sources and has an internal database of 6 million contacts. We build our target lists based on industry, geography, size, and other factors determined in onboarding.

Who owns the contacts and the data as a result of the engagement?

As the client, you hire SALT for time, talent and process. We work on your behalf using your brand name to gain entry to new customers. While we track and have access to the data through the engagement, you own everything we gather on your behalf.

We have an existing internal sales team, can SALT still help us?

As we dig deeper into internal sales teams we often find they are fairly technical staff - sometimes former engineers. These teams frequently work within the existing book of business and lack the personality and process for prospecting. SALT would argue that we have the time and process to serve as the dedicated hunting team. You benefit from the specialization of tasks by keeping your technical sales staff focused on higher value activities.

Examples of Success

• Opportunities Identified
• Typical Process
• Success Story

Client Discovery

SALT hold a series of on-boarding calls to become a seamless extension of your team—to accurately represent your business.

List Building

Qualified, dedicated humans at SALT use their expertise and knowledge of world class tools to create a custom prospect list.

Account Qualification

Leads are qualified based on how good of a match they are for you.

Contact Verification

SALT finds the right people—the decision makers. We obtain contacts, email addresses, and phone numbers.

Nurturing Relationship

We nurture the contacts, building trust using your brand over time. Regardless of interest, we nurture relationships within qualified accounts.

Opportunity Identification

Hand-off takes the form of a call, face-to-face meeting or webinar. During this, we set up the QFTA - Qualified First Time Appointment.

The SALT Marketing process begins with our team learning the capabilities of the client and defining ideal account characteristics. With one client, SALT worked to identify meat processing facilities on the east coast. SALT was able to find publicly available certifications for any facility processing meat, which gave us a perfect picture of the market. As SALT hunts to identify quoting opportunities, the team works to establish relationships with decision makers over time - building up the client’s brand in their mind. We consistently hand off 3-5 relationships each month to our client in this industry.

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