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Spotlight
SOLUTIONIST
Stays Top-of-Mind with Insights & Access
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In this issue, a LOT takes you across the globe for a conversation with two colleagues from Go-Pak member of SCGP: Mr. Alan Sterrey, Global Brands Manager based in the United Kingdom, and Ms. Louise Connolly, Global Export Manager based in the United States. Both share their perspectives and experiences on being “Solutionists” or partners who anticipate customers’ and consumers’ needs, help with value creation, and transform traditional “buyer-seller” relationships into “long-term partners”.
“Cross-selling, from a brand perspective, is about showing that we understand customers’ needs beyond a single product. It also positions Go-Pak as a strategic partner. We’re currently engaged in several cross-functional projects for branded customers. One standout is our collaboration with Subway, where we’re developing a premium fibre-based packaging and delivery solution for a product that’s prone to leakage during transit. This solution not only meets but exceeds the customer’s functional requirements.
“To me, being a solutionist is about proactively identifying challenges before they become problems and creating brand-led strategies that address them head-on. It’s about blending creativity with technical knowledge, understanding the customer’s world, and delivering not just a product but a full secure supply chain service experience that makes their business run more smoothly.
“I address this listening to customer feedback, and adapting our offering where necessary, without losing sight of the core brand values.
“Strong collaboration is key. I regularly engage with various teams to ensure we’re all aligned and pay attention to the voice of customers. Importantly, we must ensure the brand promise matches the real-world solution we can deliver.”
Alan Sterrey
Global Brands Manager,
Go-Pak member of SCGP
“Global groups appreciate working with global manufacturers. They appreciate the stability and product ranges offered by large groups, such as SCGP. Global Foodservice and Retail groups often deal with large accounts and brands; therefore, they want reassurance that a credible ethical business is behind the production. For this reason, I have found cross-selling via SCGP to be beneficial to Go-Pak as the group is seen as a one-stop shop. I have been successful in offering Imperial Dade, one of the largest Foodservice providers, a one-stop solution by offering molded fibre via TPC, hot cups, soup pots, and clutches via Go-Pak Papers. The group was impressed by the overall offering that the SCGP group could offer. This showed our strengths in the fibrous department.
“The key to a solutionist is to listen and understand why the customer is looking for an alternative supply. Understand their demand and present to them the value of our business. Match their concerns with our offering and how we can help.
“To always keep going, keep a strong pipeline and learn about your competitors. This is the key, keep close so that you know when they have weaknesses and new innovations. Keep in contact with all leads that have not committed, you never know when they may need us.”
Louise Connolly
Global Export Manager,
Go-Pak member of SCGP
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