Canadian Packaging Machinery Market Research Report - PMMI

The types of machinery for which demand is likely to increase in the coming years
are:
• Form, fill and seal machines
• Automated case packing and palletizing equipment
• Faster, automated palletizers
• Blister pack equipment
• Faster, more reliable inspection equipment
• Faster and more sensitive printing, marking, and labeling equipment
• Faster cartoning equipment
v. Factors that Influence Purchasing Decisions
The four most important factors that influence the purchase decision of packaging
machinery are:
• Quality/reliability/durability
• Potential operating cost savings/added value
• Operating reliability/accuracy
• Equipment characteristics and features
vi. Strategies for United States Companies to Succeed in Canada
Based on the market research findings, the study suggests that the following
strategies could be used to maintain and build the dominant market share enjoyed by
U.S. packaging machinery:
• Understand and provide for Canadian customers’ need for short run, fast
changeover equipment;
• Build upon the competitive advantage provided in Canada by the belief that U.S.
manufacturers’ have superior service networks.
• Utilize the U.S.’s close proximity to Canada to develop a quick response
capability.
• Use to advantage the improved price competitiveness provided by the more
favorable U.S.-Canadian dollar exchange rate.
• Do not assume the Canada market is exactly like the U.S.; gather market
intelligence to better understand the market.
• Build on Canadian package machinery buyers’ perception that U.S. suppliers are
‘solid citizens’
• Adhere to international standards to enhance market perception of U.S. products.
• Provide flexible, high-speed packaging equipment but, to the extent possible,
incorporate scalability.
SMG/Columbia Consulting Group Page 2