CONTENTS. 3. 4. 5. 6. 7. 8. 10. 12 terry fox run. 2013 a little about. Paper Sacks.
CEO. Message. Strategic. Planning &. Decision. Making. Importance of.
Issue No. 38 1st Quarter 2014
Sheikh Abdullah Bin Humaid Al Qasimi Chairman
H.H. Sheikh Abdullah Bin Humaid Al Qasimi was born in the Emirate of Ras Al Khaimah – northern part of the United Arab Emirates, as a member of the Royal Family. He obtained his Bachelor's Degree in Finance from California State University of Long Beach, United States of America.
Sheikh Abdullah Bin Humaid Al Qasimi Considering
Chairman
his rich experience, expertise
and knowledge he was appointed as the Director of His Highness the Crown Prince & Deputy Ruler’s Office. And a year later became the Director of His Highness the Ruler’s Court.
With
his
knowledge,
guidance
and
unwavering support, we are certain that we will keep our long time approach of making “a difference” in the field of Printing & Packaging whilst maintaining the spirit of unity and
He was unanimously selected to become the new Chairman of the Board of Majan Printing & Packaging Company following the recently concluded Board of Directors Meeting.
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professionalism.
CEOmessage
“Major
accomplishments
were achieved, remarkable milestones were reached and we have concluded the year with great optimism. As we embark on the year 2014, our roadmap of the year ahead will stay on the top to serve better
the
increasing
demands of our partners as we
continue
to
think
differently!”
From left to right: Mr. Khaled Abdulla Yousef (CEO and BOD Member), Mr. Abdulla Khalfan (BOD Member) and Mr. Ahmed Essa Al Naeem (BOD Member).
2013 was indeed a great year for Majan Printing and Packaging. Major accomplishments were achieved, remarkable milestones were reached and we have concluded the year with great optimism as we have outstandingly attained our sales target for 2013. Moreover, it is with great pride to highlight that we have received the lowest complaints on quality and services last year, a task that the top Management highly monitors on a monthly basis. As we embark on the year 2014, Majan Printing and Packaging is set for a major plant expansion and construction of accommodation for our new staff to give an extra advantage to serve better the increasing demand of our partners. Along with great enthusiasm for our roadmap of the year ahead, Majan will stay on the top of innovation and provider of packaging solutions in the industry with unique services as we continue to think differently!
3
TOP
TRENDS AFFECTING
PACKAGING IN 2 0 1 4
Today’s economic uncertainty means companies are looking inward for new efficiencies and economies of structure with tactics including reorganizations , consolidations, lean manufacturing and sustainability strategies . They are also relying more heavily on performance metrics and looking more stringently at project proposals. “ Continuous improvement and clear returns on investment are paramount “ in the end the goal is profitability. Sustainability and Lean Manufacturing Processes : Be Lean Be Green
Lean manufacturing and sustainability are clear ways to manage costs .Implementing sustainability practices and reducing their carbon footprint is a corporate responsibility as well as good business practice .
“Sustainability and Machinery Purchasing lean operations also help end Processes users manage costs during production. Machinery purchases are capital Operational Reliability : Stay Efficient & investments and in a time when resources are tightly held, risk avoidance Reliable is typical. Companies need machineries to be Proposals are closely scrutinized, efficient, reliable and to keep the line packaging machinery creates a“ going without stoppages that reduce platform for market place differentiation plant performance. In a continuous “it also generates ongoing expenses . change environment, customers expect overall compressed lead times from Purchase to delivery, flexibility, speed and ease of cleaning, factory acceptance tests to minimize gaps in actual and anticipated performance, efficient, timely installation and start up procedures, technical support and training .
Regulations and Green Behaviours : It’s Getting Easier to Regulatory Compliance : be Green Complexity & Compliance
Green Products and packaging are moving away from the fringe of mainstream strategy toward becoming a best practice area for consumer goods packaging. Consumer understanding plays a vital role here, in some cases accompanied by the willingness to pay Materials and Packaging Innovation : more for a environmentally – friendlier New Ideas, New Designs, New product. Requirements. Packaging professionals emphasize Materials innovations are changing strong relationships with OEM’s, packaging and designs, lighter weight, preferred vendor lists, staying informed fewer materials altogether, changes in on issues associated with new costs and consumer behaviors. machinery, engaging other key Manufacturers must build machines that executives in the decision making can handle new materials and designs. process, and using upgrades and
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retrofits to prolong the life of machinery already on the floor.
Compliance with current or proposed regulations impacts product development, processing, packaging and distribution. Consumer packaged goods predict and increasing number of regulations and regulatory complexity of at National and local levels . As a result OEM’s are expected to be well versed with the local laws and also the impact it would have on machinery design and operations. Santosh Prabhu Manager Technical
Its important for the Packaging companies to strike an appropriate balance between packaging’s role in protecting goods and meeting market demands on the one hand whilst minimising environmental impacts in the other . Sustainable packaging should be considered as part of the solution and not part of the problem . The world’s population has more than doubled over the past 50 years . This growth has put a strain on our environment with impacts ranging from increased emissions of CO2 and harmful particles to the depletion of natural resources. As almost all goods require some kind of packaging , packaging is part of the environmental equation . Packaging makes an essential contribution to the sustainable production and consumption process by helping to reduce product waste and to protect resources. Even as technology and changing attitudes are continuously reducing packaging waste ,one look at our dustbins demonstrates that packaging still remains a key constituent of what we consume every day . The packaging value chain is increasingly complex . It consists of many actors , starting from the producers of the raw materials used in packaging
PACKAGING AND SUSTAINABILITY
Assuming that each actor shares some commitment to the goal of sustainability , they cannot simply look at the impact of their own actions to achieve the greatest sustainability gains , but must be seen in what way they can support other actors along the supply chain .
There are a variety of challenges and variables that all packaging decision makers face when determining what type , amount and design of packaging to use protect , preserve and market their particular product . What is clear is that none of these factors can be considered in isolation . Choices in one part of the value chain will inevitably affect another . Packaging design may depend on certain materials which may well impact supply or end of life decisions , improving transportability may have implications on reuseability or impact consumer acceptability . There is no panacea for addressing sustainability along the packaging value chain . Packaging decisions need to be made on a case to case basis with careful attention being paid to overall sustainability of the packaging value chain . In an effort to drive sustainability throughout the packaging value chain , continuous industry innovation is vital .
The onus on all players in the value chain , as they strive to arrive at the optimum pack design which drive sustainability and very often reduce costs , is to ensure that the packaging they use performs its function in the most sustainable way possible . Improving the sustainability of the consumption and production of packaging throughout its life cycle is a challenge . Packaging decision makers must weigh the demands of product protection to reduce wastage against the need to limit packaging volume while also ensuring that the packaging responds to consumer needs and product requirements. Packaging value chain should continue to invest in innovation to develop cost effective solutions that enable packaging to do its job in a more sustainable way . Technology , demographic and lifestyle changes provide the value chain with opportunities to transform the way products are delivered to the consumer. John Pavamani CPO
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Here are the 7 steps to branding success shared by brandsavvy.co.uk:
target them cost-effectively with little or no waste. Understand their needs, wants and desires, you will have a sound platform not just for building your brand, but for growing your entire business.
Step 1: Decide what to brand
Are you branding your company or Step 3: Define your offering something that your company offers – a Once you understand your customers– product or service? you should revisit your offering and start You can create one strong brand for your to lay the foundation for a brand that business, then extend that brand to accurately reflects the essence of what cover everything you offer. This your business stands for, how you increases brand equity and creates a operate, what you promise and who you serve. virtuous circle of recognition.
“ Brand is a “name,
The alternative is to build a business full of brands: this can be very expensive, time-consuming and confusing for your customers. However, sometimes it’s simply the best solution – and if that’s the case, we recommend you create a stand-alone profit centre for each new brand. term, sign, symbol or
Putting your brand into words’ will help focus and structure your thinking by taking you through the following exercises: • Creating your vision - Think of your vision as the picture of where you ultimately want to be.
• Establishing your mission - Think of your mission as the route you’ll follow to design, or a combination of them intended to Research is key to building achieve your vision. identify the goods and services of one seller or a successful brand. • Identifying your values - You need a set group of sellers and to differentiate them from those of When you truly know of principles and values that guide how your customers – you operate. other sellers” as defined by the American Marketing who they are, where they are, • Writing your business promise - Your Association. and what business promise is the pledge upon they want which you build your brand and stake – you your reputation. Brands are usually protected from use by others by securing a c a n • Understanding your character - Your trademark or service mark from an authorized agency, usually a brand character is the personality of your brand. government agency. Before applying for a trademark or service mark, you Step 2: Do your homework
need to establish that someone else hasn't already obtained one for your name.
Brands are often expressed in the form of logos , graphic representations of the
• Defining your brand - Your brand definition shrinks all your thoughts about your business mission, values, and promise into a concise statement.
• Inventing or confirming your name - If you already have a brand name, you can use Branding is the process of creating and disseminating the brand name. Branding can be this exercise to applied to the entire corporate identity as well as to individual product and service names. check if it truly reflects the attributes of your brand. To succeed in branding you must understand the needs and wants of your customers and prospects. Your If you brand should reside within the hearts and minds of customers, clients, and prospects. don’t have a Brand defines who you are, how you operate and how you are different from your competitors. Your brand is a brand.
promise to the consumer to deliver a desired experience that must be kept.
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“
7 Steps
Branding to Success
brand name, it’ll help you list the 3000 promotional messages every day. attributes that you want to reflect in your They only tune into messages that name. appeal to their wants and needs. They ignore messages for offerings they - It identifies the terms out of your brand already buy from a trusted supplier. announced as part of a identity statement that you most want Unless, the offering being presented is complete brand story. your name to convey, reflect, or support unique, attractive, different and better. To grab their attention – and win their Before you enlist the - It identifies the aspects of your brand custom – you need to be all of these understanding, interest, and promise that you would like your name things. To keep their custom you need to support of others, be sure you to advance deliver on your promise. Your promise know your story, chapter and verse. needs to match their desire and - It will help you identify words that You need to be clear about why you’re expectations. Create a face and voice define the character you want your name doing what you’re doing. for your brand that’s unique, simple to convey and strong representation of your Step 7: Keep your brand fresh and business. Step 4: Find your market position relevant The process of finding a place to build your brand in your market and in minds of customers is called Positioning. Positioning is the precise job of differentiating your offering, then slotting it into a free spot in the market to fulfill an unfilled need. Having completed your market research, you should know who your customers are, but more importantly you should know who is most likely to want what you’re selling. You should know their needs and desires, where they are, how to target them, what kind of messages will motivate them to buy from you, and what kind of customer experience will make them loyal to your brand. You’ve also put your brand into words and defined what’s unique about your offering, and it should be in your marketing and communication strategy.
It should reflect your brand character and embody your promise to your customers. It must be consistent in image and tone across all your communications. It marketing must be targeted in message and powerful enough to grab your customer’s attention – and win their custom.
OK – so changing the essence of your brand is officially A Bad Idea. It can create skepticism in your audience, and harm your credibility. Neither of which you want (unless you’re running some sort of complex tax scam). Then again, it’s absolutely vital that you keep your brand’s presentation looking fresh and relevant over the years. After all – markets and cultural reference points change.
“Brands are the single most important asset any manufacturer has in today’s selling environment. It is increasingly Whether you’re launching a new clear that manufacturer that invest in brand or revitalizing an existing one, their brands and cultivate their equity your brand identity needs to be will be here in the future. Those manufacturers that don’t, will not”. Step 6: Launch with a bang!
Akmal Hanafi CMO
Step 5: Create the right impression The average consumer faces an average
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MEASURING PURCHASING PERFORMANCE Purchasing Efficiency : Performance is related to how well the purchasing department is performing in the activities they are expected to perform against the budget that is in place for the department . If the department is using funds over and above the budget then the purchasing function is not efficient.
Purchasing Functionality : Purchasing performance can be measured against the functional requirements of the purchasing function. The primary function of the department is to provide the correct item at the required time at the lowest possible cost. The performance measurement can take into account these elements, but it does not take into account factors that may relate to the supplier stability, material quality issues and supplier discounts.
Measuring purchasing performance is important as the purchase department plays an ever increasing role in the supply chain in an economic downturm. A reduction in the cost of the raw material can allow companies to competitively market the price of their finished goods in order to win business. An obvious performance measure of the success of any purchasing department is the amount of money saved by the company. However there are a number of performance measurements that businesses can use when they measure purchasing performance.
Performance Measurements The performance of the purchasing function can be measured using a variety of measurements. These should ideally include: - Cost savings : If the purchasing department procures an item at a lower price than they did previously, then it is cost saving. This can occur when a new supplier is found, a less costly substitute item is used, a new contract has been signed with a vendor or the purchasing department has negotiated a lower price with the existing supplier. - Increased Quality : When an item has improved quality either by using a different supplier or by negotiating with the existing supplier, the improvement will be reflected in a reduction of waste or production resources.
uniform and will vary from industry to industry . In addition the importance of these measures to the overall effectiveness of a purchasing department will change over time and therefore need to be assessed and modified on a periodic basis. Gloria Acebo Purchase Assistant Manager
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- Purchasing improvements : Efficiencies in the method used in the purchasing department will increase effectiveness. These can include the introduction of EDI, E – procurement systems, vendor managed inventory. - Transportation Improvements : When a purchasing department negotiates with a carrier or number of carriers to reduce transportation items from the vendor to the production facilities, the unit cost of the item will be reduced. The cost saving can be used as a measurement of effectiveness. A number of studies have been carried out on purchasing performance and the results have noted that there is no one method that will cover every purchasing department . However there are a number of key measures that are found to be common in evaluating performance, namely cost saving, vendor quality, delivery metrics, price effectiveness and inventory flow. Although these key measures are common, the weight placed on these measures is by no means
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Things You Need To Know about
Packaging Design
In its overuse, most people dislike the phrase “thinking outside the box” and there are countless packaging companies using similarly un-inventive tag-lines. You don’t have to search too far to find a blog by a branding or design agency discussing the merits of “brand communication” and “consumer engagement”. Today, however, I wanted to pick out what I feel to be the important aspects of packaging design and how they relate to the real world of packaging manufacture…
1) Think about the contents. Whatever anyone tells you, and however “loose” the creative brief, the MOST important thing about a piece of packaging is what goes in it. Packaging in its most basic state is created to contain something, so in order to consider the design, we really need to understand the product which it has to contain. The contents will therefore determine for us, at least, the minimum size, weight and shape, and in turn the method of opening.
2) Establish the brand message. Once we’ve considered the product and its function, we should design our packaging in a way which helps to enhance the message which the brand intends to portray. By selectively choosing the materials, shape and images we can help to communicate the brand to the buyer both consciously and subconsciously. Every element of design from quality and texture through to the strength and complexity can augment our idea.
3) Be creative. Ultimately, what we’re really trying to do here is to come up with something unique that people are going to talk about, or be interested in. If it’s a product on a shelf or delivered via online shopping, we need to design our packaging with words like impact and outstanding in the forefront of our minds. The world is becoming busier and louder, so it’s our job to help our design stand out. Elavarasan Palanivel Graphic Designer
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The
World
H e a l t h Organization (WHO)
currently
estimates
the
global
trade in counterfeit drugs to
ing w o ns r t g billio re a cu is s in anie r. Se fake f a p e o g ch ly com dang atin ent cal p b p i g t m u l s ostin ts in com orce aceu a f c n in en rm uti , c ie ce rugs f pat ctor he pha a t d a t arm rfeit lth o nt f in tha h p te ea rta ed ure d. l o n a h lt s e lob cou the imp resu ake itat g m n m e i g m s a Th k fro ttin is ha to sily ris d pu ing This tion e ea an ckag ts. gisla ot b pa duc nt le cann pro inge ing str ckag pa
be worth £75 billion and will continue to grow at a staggering rate of 13% a year. Overt Technologies: Optically variable features such as holographic devices within the design and color shift inks are the most common and effective overt ( U V ) security features, enabling packaging to pigments,
be validated both quickly and easily.
microtext and Holography:
Easily
identifiable
holograms, showing the pharmaceutical manufacturer’s
logo
as
first
level
identification. Additional features, such as nanotext and hidden images, can be used
as
second
and
third
level
microscopic tagging are invisible c o nt i n u a l l y
and difficult to detect and
replicate
specialist
developing and new
without secure
detection
Overt, covert and forensic technologies Combining Technologies:
Overt
and
Covert
Security
print
Color-Shift Inks: Color-shift inks appear techniques using highly defined print as two or more distinct colors when lines to create complex designs that are viewed from differing viewing angles. difficult to originate and print are also Such features are easily verified by highly effective in the fight against tilting the item carrying the color-shift in counterfeiting. Sophisticated overt order that the different colors can be and covert security design seen. features, created using the latest Covert
Technologies:
The
level
of
packaging security can be further increased with the introduction of covert
software, can be built into each design, protecting pharmaceutical packaging from counterfeit.
and forensic features. Covert techniques Conclusion: such as infra red (IR) and ultra violet
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have
been developed to combat it.
equipment.
techniques for trained and equipped specialists.
techniques
Pharmaceutical
packaging counterfeiting threat is
are applied to ensure that packaging cannot be reused or misappropriated. Rishav Sinha Planning Clerk
The most common answer to this question is to "offer them a bucketful of money". This is in part true yet falls far short of a complete answer. Clearly, money is a motivator, but as we all learn either formally or via trial and error, money is not a satisfier, albeit, if equal treatment on m o n e t a r y considerations is practiced, it affects a lot on how to attract and retain a good work force.
segmentation, competitive analysis and customer demographics and satisfaction among others. Having the right sales tools in support of the sales effort is critical to sales success and the overall satisfaction and retention of the sales force.
How to Attract &
Retain an Effective
Sales people are outgoing and are driven to succeed - both monetarily and in their careers. Those big egos need to be fed often - they love recognition, they are also competitive. It is the management’s job to figure out how to feed and nurture these egos. This can work to your advantage in terms of creatively offering incentives that they will strive to achieve on a competitive basis with their sales peers. Incidentally, selling is an art and starts when a customer says “NO”. If the customer does not say "No" initially, then you are just an order taker. Equal treatment regardless of the nature of work and nationality of the workforce is very much important – this eliminates the barriers and boundaries between sales people, thus attracting a good working environment. Another thing to consider is the proper understanding of what motivates sales people that will attract the kind of sales team a company needs. After the company has hired a great team of “A” players that suits the market, products and services the company offers, motivating and retaining them comes with big challenge, importance and responsibility. Retention is made up of a myriad of factors including a great compensation plan, enlightened leadership, and cultural/environmental factors in the office and as earlier mentioned equality among others. Unlike other types of positions,
Sales Force by Jeric A. Panergo Sales Administration Officer
right
Generally, companies confirm that people / staffs are their “strongest asset” and others define theirs as the “backbone” of an organization. However, to make this statement more acceptable and would follow the process of attracting and retaining them, the below has to be considered: a) people
Finding
the
b) Giving them the training they need to succeed
company hires an individual in a sales role never thinking beyond the role that sales person will perform in meeting current and future sales targets. In many cases, a sales person wants to understand their growth path in the company (e.g. sales management, marketing, operations, customer service, etc.) and what milestones that individual must meet to be considered for other positions within the company and to determine a career path for each sales person with the help of a continuous training to broaden up and deepen their talents and growth opportunities. Individual sales person should have a career roadmap containing options, milestones, and time frames. All people belonging in a particular department should understand exactly what is required for each individual. Elevating their current position to a more challenging and a higher work responsibility will make the difference.
The last bullet defines how confident the company is for the ones it appoints. The fact that you have hired the best team possible and providing them with the best tools and training to perform their individual responsibilities, independently and unsupervised, it is better to let them strategize and work their own way. Just make it a point that internal guidelines and departmental procedures are carried-out. Soon after you let them be in the “battle field”, they will experience burdened with quotas not to mention the administrative / clerical / internal functions that they have to deal with on daily basis like activity reporting, call planning, weekly reports etc.
Relevant trainings for sales people is not only about the feature or function or even benefit of what it offers, but also it adds up to the principle of selling, increasing the consultative skills, sales leadership, marketing positioning &
Sales People are professionals thus they should be treated like one. You will also have created an environment and culture that will go a long way towards retaining that self-same winning sales team.
c) Giving them the tools they need to be successful d) And finally, letting them work their way
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Inside the
Newsletter
e l i Sm
Tips
Articles from the Each Department
CEOmessage
PG3
Top Trends Affecting.. PG4 Every time you smile at someone, it is an action of love, a gift to that person, a beautiful thing. ~ Mother Teresa
Packaging And Sus... PG5 7 Steps to Brand........ PG6 & PG7 Measuring Purcha..... PG8 3 Things You Need.... PG9
It takes 41 muscles to frown and 17 to smile. Smile, it's less work! ~ Jay Ewing
New Packaging.......... PG10 How to Attract............ PG11
Is a smile a question? Or is it the answer? ~Lee Smith
Tips ............................. PG12
A smile is a heart-to-heart communication: it emanates from your heart, radiates on your face, and lights up the hearts of others – Yip Pei Shan Too often we underestimate the power of a touch, a smile, a kind word, a listening ear, an honest compliment, or the smallest act of caring, all of which have the potential to turn a life around. ~ Leo Buscaglia
Today, give a stranger one of your smiles. It might be the only sunshine he sees all day. ~Quoted in P.S. I Love You, compiled by H. Jackson Brown, Jr. A smile is a curve that sets everything straight. ~ Dwight Evans
the editorial team khaled abdulla yousef team advisor
john pavamani content coordinator
ameena design coordinator
ponraj .k content & design
Be part of our newsletter. We will be glad to accept articles from our valued partners, customers and suppliers for our future issues. For more information, visit our website: www.majan.ae
