Business Development

Oliver Smith
24. March 2026

Global uncertainty is growing: How the Iran conflict is affecting the packaging industry

The escalating conflict between the U.S., Israel, and Iran is exacerbating a trend that many industries have been feeling for some time: increasing geopolitical uncertainty and volatile markets. Since approximately 20% of the world’s oil and LNG supply is transported through the Strait of Hormuz, tensions in the region quickly impact energy prices, raw material […]

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Oliver Smith

New business with a system: Six strategic process building blocks for your success

Acquiring new customers and generating new business are among the top pain points in the packaging industry. Yet efforts rarely fail due to a lack of will or a poor product. What is missing is the logic of a systematic process and the lack of integration of strategic building blocks. In the second part of […]

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Oliver Smith

Systematic new business development: Five pitfalls to avoid

Acquiring new customers and generating new business are among the top pain points in the packaging industry. Yet these efforts rarely fail due to a lack of will or a poor product. What is missing is the logic of a systematic process and the lack of integration of strategic building blocks. In the first part […]

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Oliver Smith
15. December 2025

The top 10 applications in the European beverage market

The European beverage market reached a total volume of around 323 billion units in 2024. The ten largest categories cover around 91 percent of the market. Despite clear leading markets such as Germany, the UK, and Russia, many categories have their own regional focuses. There are also significant differences in packaging systems. We present the […]

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Oliver Smith

Review and outlook: The packaging industry in 2025/2026

What we already observed at the end of 2024 remains true: uncertainty, limited growth momentum, and structural shifts are shaping the European packaging industry. But even if the overall picture remains challenging, there are segments that are sending out slightly positive signals. In our review and outlook, we look not only at the uncertainties, but […]

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Oliver Smith
17. September 2025

Impact of US tariffs on the European packaging industry

The new US tariff policy under Trump is placing a considerable strain on the European packaging industry. This applies to almost all material fractions and, in particular, to the packaging machinery sector. We provide you with a concrete overview for the EU, Switzerland, and the UK as well as illustrate the quantitative effects. We also […]

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Oliver Smith

The top 10 applications in the European food packaging market

The majority of all packaging in Europe is food packaging. We have investigated which applications dominate the primary packaging sector. Our latest study shows you which product segments dominate in terms of unit numbers, which packaging systems are leading the way, and which brand manufacturers play a decisive role in the respective segments. It is […]

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Oliver Smith

Systematically acquiring new customers: Practical levers for business development, sales, and marketing

In our last issue, we already addressed the topic of acquiring new customers. While we focused on the “why” then, now it’s all about the “how.” Using ten practical methods and digital tools, we provide you with the means and leverage to realign your business development and make it fit for the future.   In […]

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Oliver Smith
07. June 2025

Success factors for acquiring new customers: from farmer to hunter

The established growth model of the packaging industry relies on nurturing existing customers. However, the “farmer” model has passed its zenith. The current situation requires a ‘hunter’ who can attract new customers. The transition is not easy, but it is necessary – and possible. We will show you the three key success factors, which questions […]

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Oliver Smith

Stagnation. Uncertainty. Expired growth model.

For many years, the growth of many companies in the packaging industry was based on one central principle: growing with existing key customers. But the age of predictable growth is over. New times have dawned. They are characterised by uncertainty and stagnation. The rules of the game are changing accordingly. Before we look at the […]

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