A major national retailer had been using Polycell’s bubble to help protect large appliances as they were transported from its distribution centers to the stores. The retailer had been experiencing some problems with bubble “compression.” The seals were not consistently holding and product protection was being compromised.
Upon contacting IPS Packaging, the retailer spoke with a trained packaging specialist. The IPS specialist recommended using Astro-Bubble Green. Its sustainable attributes (up to 40% recycled content), performance and seal integrity differentiated it from other products.
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Seals not holding
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Product protection being compromised
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Poor quality product
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Small margin of product width options
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Not improving sustainability
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High quality product
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Reduction in product damage
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Sustainable-with up to 40% recycled content
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Large variety of product width options
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Excellent quality product
The retailer reacted positively to the product’s attributes and immediately decided to convert. (They are purchasing ½- inch bubble, 48- and 72-inch widths, 250 foot rolls.) Additionally, the ability for IPS to supply them with a wider, 72-inch option now allows the retailer to reduce their labor costs when wrapping large refrigerators. (The competitor only offered 48-inch widths.)
Since the conversion, another distributor approached the retailer with a different offering. The retailer has been so pleased with Astro-Bubble Green's performance that they rejected the other material even with a price cut. (The retailer loves the product’s quality. They have pointed out that they can “see and feel the difference.” Further, they have stated that IPS Packaging's service is superior to that of its competitors.)
This win is an excellent example of the importance of quality, performance, and how sustainable products help to secure business and grow relationships.
