Can large brands outsource an entire process to Vetipak? Absolutely! We then join forces with the customer to develop the packaging material, and take over the purchasing process. Naturally, we also ensure that the packages are filled when they go out the door – with sweets, for example. That was our brief recently when we were approached by a top chocolate and confectionery brand.
On the sense and nonsense of tenders
The article was an excellent opportunity for Mark to share his thoughts on tenders, because he has some strong opinions on the subject. As he said at the beginning of the interview:
“When we participate in a tender process, we always request all of the data: what does the client want, and under which conditions? We always take a close look at those details, and in the end we frequently decide not to participate. Why? Most companies look mainly at the costs, and quality is a secondary concern. I prefer not to take that approach.”
The price isn’t what makes a difference
Good tenders with a realistic assignment, complete information and the challenge of growing together are the type we like to participate in. Mark doesn’t believe in competition based solely on price, because price is never Vetipak’s main sales pitch. We’d rather make the difference together, just like our slogan promises.
As Mark explained in the interview: “We can earn much more for the client if we look for ways to improve products and processes together”.
“We’re all about the long term”
The benefit of a durable, long-term relationship is a recurring theme in the article. While Pim Ketelaars is excited about participating in tenders as a way to stay sharp and innovative, Mark prefers customer intimacy and experiencing a good learning curve together to achieve mutual benefit.
“We’ve worked with many of our clients for years, and we’ve built up a high degree of customer intimacy. In those cases, we’d rather sit down together regularly to see how things are going, what we can improve, and where we can cut costs, than participate in a tender once every two or three years. The short-term focus that’s often implied in a tender encourages people to mainly concentrate on the price.”
Mark continues: “I don’t even participate in a lot of tenders, because I know that during the first year I’ll only be clearing the rubble left behind by my predecessors. And that’s not how it should be. We’re all about the long term.”
In the article, Mark also talks about the frequency of tenders and about issuing calls for tenders ourselves. If you’re interested in his thoughts on the matter, then click on the link below:
‘De zin en onzin van tenders’ (The Sense and Nonsense of Tenders, in Dutch (pdf))
Have you already read this?
The latest news.
This is what the future of sales looks like
The occupation of sales professional had already been undergoing change for some time, but the COVID-19 pandemic of the past year has accelerated these changes. What does this mean on a day-to-day basis for companies, sales professionals, and customers? We share five insights gleaned from six insiders.
Rens van de Rakt guest at Sustainable Packaging Day
For the second year in a row, HAS students collaborated with the municipality of Oss to organize the Sustainable Packaging Day. This online knowledge event was attended by more than 200 interested parties. One of the guests in the pop-up studio was Vetipak packaging technologist Rens van de Rakt. He reports on the event.