Canadian Packaging Machinery Market Research Report - PMMI

5. Key Factors in Purchase Decisions:
Factor Ranking
(1 = Most
Important)
Equipment Characteristics & Features (e.g. flexibility, 1
speed, capacity, unique features, etc.)
Price 2
Quality/Reliability/Durability 3
Previous Experience with the Supplier/Brand 4
6. Attitudes Toward Suppliers:
The company’s attitude depends upon specific experience with individual companies.
They have had positive experiences with United States and Australian packaging
machinery producers.
a. Perception of Machinery by Country:
Country Overall Quality Up-to-date
Technology
Service
Australia Just installed but positive experience
Japan Good Good Good Good (deals with
an independent
representative)
United States Good Good Good Good (deals with
an independent
representative)
b. Perception of Pricing by Country:
Country Price
Australia Somewhat
Expensive
United States Average
7. Purchasing Policies and Financial Arrangements:
The company tends to buy direct although, depending on circumstances, they will
purchase in a variety of ways.
For simple vertical form, fill and seal machines Humpty Dumpty will do its own
installation. For more complex items they tend to look to turnkey situations and have
the manufacturer undertake the installation. Especially for high-speed applications,
they would like turkey installations as the integration of the weigh scale and the
bagger is critical.
The purchasing process is quite regionalized. The company is divided into four
regions and the operations managers from each area participate in machinery
decision-making for their area.
SMG/Columbia Consulting Group Page 73