Application-Based Selling Continued: How Equipment Fits The Operation

How Discovery Leads to the Right Packaging Equipment

Application-based selling starts with discovery. By asking open-ended questions, distributors can better understand an operation's needs and make more informed, strategic recommendations. In Part 1 of this application-based selling series, we explored how those conversations help define the appropriate level of product protection and identify the right packaging material.

The same principle applies to equipment. Just as the product drives the material, the operation drives the equipment. Before recommending a system, it is pivotal to understand how the operation runs day to day: its workflow, throughput, labor and space. Those answers help identify the solution best aligned with the operation's needs and its long-term goals.

That understanding becomes increasingly important as operations work to improve throughput, maximize labor efficiency, manage fluctuating demand and make the most of available warehouse space.

Questions to Guide the Equipment Recommendation

Better equipment decisions start with the right questions. The following are examples of questions that can help guide a more informed, strategic recommendation.

How does the packing operation flow?

This question helps determine whether packing is centralized or distributed across multiple stations, how work moves through the operation and how many operators the equipment must support.

Workflow influences more than equipment placement. It affects productivity, material movement and the efficiency of the entire packing process. A high-volume centralized operation may benefit from systems capable of supplying multiple operators, while a decentralized environment may require equipment positioned closer to individual workstations.

Evaluating workflow early helps ensure equipment supports the way the operation functions, rather than requiring the operation to adapt to the equipment.

What are the throughput and peak-volume demands?

There are two important metrics: typical volume and peak volume. Typical throughput requirements help establish the capacity an operation needs under normal conditions. Peak-volume periods provide additional insight into how much flexibility may be required during seasonal surges, promotional events or other demand fluctuations.

Operations with significant volume fluctuations may benefit from scalable solutions, including mobile equipment, material delivery systems or productivity-enhancing accessories that help maintain output during and peak periods.

Evaluating the full range of demand helps avoid under-capacity during busy periods while minimizing underutilized resources throughout the rest of the year.

Where are the bottlenecks and space constraints?

This question identifies where work slows or backs up and how much space is available for equipment, material storage and operator movement. The answer can reveal opportunities to improve layout and material flow, reduce storage requirements through on-demand material production and identify equipment options that fit the available space. For example, in space-constrained environments, a compact or tabletop system may be the best fit.

What labor or ergonomic challenges exist?

This question helps uncover training needs, repetitive motions, awkward reaching or bending and other aspects of the packing process that may affect operator comfort or efficiency. Understanding these challenges helps distributors evaluate equipment features that simplify operation, reduce manual handling and support a more consistent packing process. Examples include intuitive controls, visual packaging instructions, automated material dispensing and workstation configurations designed with operator ergonomics in mind.

A Portfolio Designed for Diverse Operational Needs

The insights gathered during discovery provide the foundation for the equipment recommendation. The Pregis On-Demand Systems portfolio offers solutions for a range of workflows, throughput requirements, space constraints and labor considerations.

For example, an operation using air void fill with limited available space may benefit from a compact system such as Pregis AirSpeed^® Smart. A high-volume operation that requires paper cushioning may be better suited to a high-speed system such as Pregis EasyPack^® Strata. For an operation using foam-in-place protection, the Pregis IntelliPack^® SmartBagger™ can help address training challenges and inconsistent packouts across operators and shifts.

The right recommendation comes from connecting system capabilities to the needs identified during discovery.

Better Questions, Smarter Equipment Decisions

When equipment is aligned with the application, the operation runs more efficiently, more consistently and with more room to flex when volume spikes. That is the payoff of application-based selling. Better questions lead to smarter equipment decisions, measurable improvements on the floor and partnerships that hold up over time.

Need support finding the right system for the operation? Connect with a Pregis representative.