Would they want to work with a company that is already one of their customers? Depends. Can work with certain firms faster (i.e. Reckitt) than others (i.e. a P&G). Could it be one of Aptar customers’ competitors? Not a concern. Do they want to work with the market leader in a specific segment?
What role does IP play in this process for Aptar? How can Aptar make sure that their product is protected against their customer and its product?
Intellectual Property {IP} is absolutely a concern. Aptar applies for patents regularly. Functional patents for design that add value to commoditized products. Not usually focusing on design patents as they’re not as enforceable internationally. Usually apply for patents in the nation it was designed in addition to the United States. When developing products, it is on the list of requirements. Ability to patent is required. Also looking for existing patent technology to acquire and leverage. 90% of tech is from own internal development. They do compete with customers sometimes so if a customer comes up with a patent on a product they could be a partner, but mostly they develop OEM and bring it to market and ensure they don’t conflict with customers.
5) Picking a preferred partner / customer:
What are Aptar’s top 3 clients by sales and by ease to work with?
Biggest Customers Sales (North America):
1) Unilever (hair care, body spray, food items [Helmans Mayo],
2) Mast Global (Limited Brands – Bath & Body Works/Victoria’s Secret) highly decorative product set & #1 in hand sanitizer quantities
3) Johnson & Johnson (skin care, aveeno, Lubriderm)
4) P&G (Mr. Clean, Old Spice)
5) Private Label
Biggest Distributors
1) Berlin Packaging: distributor makes bottles and packaging for more downstream (strong partnership)
Easy to work with: Berlin Packaging
Would they want to work with a company that is already one of their customers? Depends. Can work with certain firms faster (i.e. Reckitt) than others (i.e. a P&G).
Could it be one of Aptar customers’ competitors? Not a concern.
Do they want to work with the market leader in a specific segment?
6) Other questions: Market data (Euromonitor vs. Freedonia research references), …
• Euromonitor is more historic as oppose to forecasting.
• From concept to production a fully new design it could be 2 years to bring the solution to market. 2020 is right on the money.
CAPABILITIES NEEDED FOR ABOVE WRITE UP
Market research – Analysis Consumer needs & B2B research {knowledge of consumer survey is desirable.
Strategic management – Analysis of key supply chain participants and their market positioning. Include Porter’s Five Forces, SWOT analysis and other appropriate analysis.
Technology – Ability to understand the basic wipes technology, dispensing technology & industrial design thinking.
Futurist – Ability to project future scenerios gathered data {2016 – 2020}.
Business planning – Experience with creation of business plan to drive growth in new and underdeveloped market spaces i.e. Canada and Mexico
1. This write-up has to be more qualitative than quantitative {backed with tabulated numerical data i.e. pie charts, bar charts and graphs. This article write up has to be more data driven data tabulations, graphs, pie charts and bar charts.
2. There has to be adequate collation of data from USA, Canada & Mexico
3. IMPORTANTLY, the Decision tree has to be specifically detailed to Aptar business venture into 1) Technology, 2) Geography {Canada, USA, Mexico) & 3) Partnerships/ Joint ventures {Proctor & Gamble, Private label, Berlin Packaging etc.
Decision tree should be diagrammatically exhibited at all, thus, for the final 6 sigma based recommendations to delve into the business. This provides sharp teeth for this research conclusions.
4. Finally, this research has to be more quantitatively data for a MULTI-DIMENSIONAL ANALYSIS —-> driven with tabulations, graph, pie charts and bar charts.
REFERENCES TO UTILIZE FOR THIS RESEARCH WRITE UP
2 of the best references to use for the write up should from:
1. References provided
2. Freedonia
3. Euromonitor
4. Any other resources that has solid data’s that are relevant