SIX MONTHS WITH STOROPACK

Q1 sales meeting 2026

This presentation is broken down into three sections to cover my first six months with the business

VALUE

RESULTS

ACTION

The First Three Months...

Introduction to the business
Understand Storopack’s value proposition, market positioning, and how the organisation supports customers across multiple industries and through multiple channels

Understanding the culture
Understand Storopack’s culture. Collaboration, trust, and a clear focus on customer value and sustainable growth.

Learning the processes
Developed a solid grasp of internal processes, systems, and ways of working, enabling me to operate efficiently, aligning my approach with the wider business.

Product training
Product training to fully understand Storopack’s solutions, applications, and differentiators, providing a foundation for credible, consultative conversations with prospects.

Finding my own way, my own "style" to deliver value
Most importantly, a focus on finding my own approach, to demonstrate value quickly, when hunting new business. Especially on first contact with prospects. Or you will never get the hook in.

VALUE

add VALUE quickly, to set the hook

time for ACTION

ACTION

Q1 Activity

Cold Calls
New prospects to open conversations, qualify opportunities, and lead with value from the very first interaction.

LinkedIn Posts & InMails
Built visibility and credibility through insightfull LinkedIn posts, supported by targeted InMails to engage key decision-makers.

Face-to-Face Meetings
Prioritised in-person meetings to strengthen relationships, gain deeper insight into customer operations, and position Storopack solutions effectively.

Pack Analysis as a thought process during discovery, its a hook tool as much as a closing tool.
Think pack analysis all the while, to assess existing packaging methods, identify inefficiencies, uncover opportunities for cost savings, performance improvements, and sustainability gains. By thinking this way, keep dropping in value.

Product Trials
Implemented product trials to allow customers to experience solutions in real operating conditions, building confidence and accelerating decision-making.

Virtual Streamed Demos from the Showroom/ Discovery
Delivered live, virtual demonstrations directly from the showroom, enabling prospects to see products in action remotely, high-impact, interactive experience.

Logistics

Every call, every appointment, every virtual meeting, think Packaging Logistics

Personal KPIs/ pipeline replenishment

Cold Calls
X5 decision maker pitches a day

LinkedIn Posts & InMails
x5 relevant Inmails a day, strategic/ cant get hold of someone, response to a post etc

SAP CRM leads
X5 integrations a day, this includes cleansing, discovery and pitches

Virtual Streamed Demos from the Showroom
Minimum of x3 a month, then as required used as a tool as part of the cycle

Cold Calls

Acknowledge time
" Morning Richard, Its Steven from Storopack, look, straight off the bat, I'm not here to be a pest, I appreciate I'm calling you out of the blue, I just need some assistance, could you help me please?" then SILENCE. They will say yes!!!! "Oh thank you, appreciated, I not here to waste your time, this will only take a moment. Acknowledge you’re calling out of the blue, ask for help or assistance (MOST people are wired to be helpful) reassurance that this will only take a moment, These cues lower resistance.

RRU.. Reason, Relevance and Urgency... QUICKLY!! you have 30 seconds
Initiative, campaign, their competitors, LinkedIn post
Time limits, limited spaces, etc.
A reason is NOT "high I want to to consider buying my shit" Walls up immediately!
Then finish "Look I've kept you long enough, I have meetings I need to attend but great talking with you" My time is precious too! perception that they where special, considered, and they are not my 50th call of the day!! lol
Simple questions, engaging questions
We are not selling, this is discovery. How do you? What do you? How many do you?

End with a clear next step
Second call, F2F Meeting, Virtual demo on Webex, email info, LinkedIn connection

We are simply laying the foundations, planting seeds Deals are RARELY done in under 5 meaningful interactions.

Done right, IMHO still the very best ND tool

Showroom Camera/ Virtual meetings and LinkedIn content

Advantages
Better discovery.
Machines demonstrations. Packaging techniques, to demonstrate protection and aesthetics.
Additional "trust layer" if F2F resistance initially.
Can fill that gap between initial contact and F2F discovery/ or trials etc.
Great for LinkedIn content, which James and I are working on. For example a "top 10 questions", series, which can be broadcast on socials or even emailed as part of introduction/ follow up emails etc.
Transparency

Outcomes to date
x2 discovery calls, that lead to a discission, by me, to NOT, visit the customer, saving approx £200 on fuel, but more importantly saving 2 days of my time.
x2 discovery calls that are part of the sales cycle, and still live.
x1 discovery call, with the outcome being machines sent in advance of the first F2F meeting, as during the virtual meeting, requirements where established, between the client and I. A trial is subsequently underway as a direct result of the camera.

Monday

Leads and Pipeline

Leads
Lead sources for me at the moment are still Lusha, Ensun, Aero Leads and LinkedIn.

With regards to LinkedIn, the conventional searches are a given, however, some good results are coming from post engagement, getting replies or likes to comments and then sending InMail or calling them.

Cold InMail also casts a net as per my KPIs send x5 a day. I get responses.

I prefer to work in vertical sectors, this helps with executing RRU which I mentioned above Benefit to this, is I can reference other businesses that I'm talking with, similar requirements and pain points, create urgency as per RRU

I am in the process of trailing an additional lead gen system, which is the Monday.com AI agent. Specific search parameters, a designated number of results at a specified time of day on any chosen day. This is based on a pre paid credit system. Example in my Monday Pipeline.

SAP CRM Storopack system. Now working together with Italy, we will fine tune the search parameters, with the intention of improving the quality of leads over time.

Pipeline
Pipeline is strong (see Monday.com) over Q2 my intention is to now include a minimum of two additional verticals, Q1 has been very Ecom and 3PL/ Fulfilment Centre focused

SAP CRM

Packaging Logistics

Identify opps/ inspire the customer
Always talking with the customers about improvements. Streamlining workflow at the packing stations, reducing manual steps (T and M), ensuring consistency, optimising space, increasing output, automation etc

I have been on several site visits now where my "in" was core product, but left with not just a core product enquiry or trial, but also various enquires for benches, pick trollies and other potential automation and integration opportunities.

Won

Online Fulfilment/ Track 8-10k

PD5

Intersend/ Track/ AIR/ x2 benches with Track integration/ picking trollies/ Core 10-12k/ 5-10k LOG

Farfill/ Papillon/ x8 benches with Papillon integration/ pricking trollies/ 10k Core/ 15k LOG

Swift Ecommerce/ Track/ 18k CORE

PD4

Codestorm/ Papillon/ DragonFly/ 25-30k Core

Net World Sports/ Track/ Dragon Fly/ AIRplus wrap/ 20K- 40k core (depending on sports side onboard)

PD3

x11 companies ready for trial with x3 of these imminent.

x79 business in active/ live conversations/ with decision makers

Distribution Channel

SEJ group

Midlands Packaging

Packaging Express

Globe Packaging

Meeting immenent

RESULTS