Unsolicited Testimonials

The Aaron Thomas Company is a full service contract packager that has been offering award winning packaging services since 1973. As a packager, we are usually the last to touch your product before it goes to the marketplace. Why trust your brand image with just anyone?

Here are a few examples of the positive feedback we receive on a regular basis:

“On Monday, February 3, Fuji Photo Film was presented with an opportunity to ship a large amount of un-forecasted displays to a national account so long as we could promise delivery to stores around the country my February 13… despite the lack of lead time and the new parts, product was received at our warehouse in time to ship before our inventory shutdown on Thursday. Please extend the thanks and appreciation of the entire Fuji Supply Chain Group to all involved. Their efforts enabled us to say “YES!” to our customer.” — Fuji Photo Film, USA

“I want to take this opportunity on behalf of California Innovations, to express our extreme gratitude to Aaron Thomas Company and staff that works on our account, because it is the team effort of all involved that ensures the entire operation is efficiently executed from beginning to end. Aaron Thomas should be extremely proud of the dedicated and knowledgeable employees that manage the operation…” — California Innovations

“I am writing to let you know how pleased we’ve been with the work you did for us on the last project. Frankly, we were amazed at the friendliness, helpfulness and initiative that your staff had taken to help us see the project through, from the planning stage to the final product. Each member of your staff was willing and eager to help in any way they could.” — Sephra Fountains

“Maria Moreno and her team have consistently served our company with a high level of friendliness, professionalism, accuracy, usually under tight time line demands. Several people in our company have commented on Maria’s efforts and Aaron Thomas’ performance in general, wishing that all of our business relationships worked as smoothly.” — ACME Food Sales

“This was a package that was created less than one month before shipments needed to be made and due to Aaron Thomas’s cooperation the deliveries occurred on time.” — The Dial Corporation

“The completion of a 9,000,000 piece magnet job in the short lead time appropriated shows outstanding workmanship on everyone’s part. I have been pleased with all the areas of your company and staff. Everything has run very smoothly, from receiving shipments to customer service.” — Magnetic Attractions

“Special thanks to Joe Bednarski for all your attention to detail with respect to the startup of our account and all the logistical issues involved with coordinating information with all our suppliers as well as the documentation and communication of all transactions daily to us.” — California Innovations

“I am writing to let you know how pleased I am with the great service we received from your company. The packaging and pack out services you provided to us for my customer needed to be done in a very timely fashion in order to meet their yearend shipping goals.” — Castle Pacific

Packaging Is Our Friend

With all the flurry of activity around the plastic bag and water bottle bans at airports, I thought it was time to reiterate the positive role packaging plays in modern society. The role of the package has changed over the years from functioning as a simple container to becoming an integral part of our society. Yet most people aren’t aware of the package’s important aspects or don’t understand how it works. They just know that it exists especially when they perceive it as a problem.

I just participated in a discussion thread that came about from an article entitled “Common Ways to Waste Your Money.” Surprise, surprise. Packaging was on the list (bottled water too) of wasted money ventures. I’m not sure who came up with the list but it contained 19 different items ranked in no particular order. I couldn’t resist reading what people were saying about the “lowly” package.

The vast majority of the discussion thread on packaging revolved around all the bad things that packaging supposedly adds to the waste stream, over packaged and excess packaging materials, difficulty in opening and so on. One thing was clear; these people haven’t a clue about what packaging really does for us. The responses were almost comical as if the very products we use appeared magically at the store ready to be purchased, free of all encumbrances (the packaging) and pristine and pure in every regard.

These people need to get real! One person was ranting and raving about bacon and why it is packaged the way it is. I’m not sure how she expects to have bacon available for purchase without the packaging. Perhaps she lives on a farm where they butcher hogs and she can line up at the slaughter house each morning. But what about the other 95% of us that don’t? We shop at the market and expect it to supply what we want, when we need it.

I’m not going to expound in depth on all the “real” things packaging does, but think of the primary responsibilities of the package. On the “short” list: It protects, conveys or transports the product so that it arrives undamaged or unbroken. It educates or tells us what is inside and what to do with it. It sells or persuades us to buy it. It makes it easy for us to use or consume it. Remember, that’s just the short list.

Now let’s look at the issues that arise without the role the package has to play:

• Broken or damaged contents (smashed potato chips and broken crockery).
• How many servings are there?
• What temperature do I cook it?
• Where and how do I plug it in?
• How do I put it together?
• Will it color my gray, help me lose weight quickly, or attract the opposite sex?
• Can it be cooked in the microwave?
• What’s for dinner?
• iPod anyone?

Now who’s real? Sorry to say but there are some real idiots out there. Sure packaging contributes to the waste stream, and yes some things are over-packaged or hard to open but think through your day from the time you get up to your last bedtime snack. How many of those things could you use, do or accomplish without packaging?

So think before you rant. Understand before you condemn product packaging as the bane of your existence. You can’t have a product without a package. Most importantly, packaging is our friend.

About the Author:

JoAnn Hines is the Chief Executive Officer at J.R. Hines International, a firm providing consulting services in the packaging industry. For over 30 years, Ms. Hines has been engaged in packaging trends, forecasting, ideation/brainstorming and implementing innovative new packaging technologies.

Need insights on packaging trends that can impact your business? Get the Packaging Diva on your team. Visit PackagingUniversity.com to find out about the latest packaging innovations.

Packaging That Works

What products have you purchased lately that you really loved the packaging?

One that you have not complained that it’s over packaged but felt like the package really worked in conjunction with the product inside.

There have been lots of great new packaging innovations that have made our lives easier. There are also so many packaged products that we simply take for granted never understanding that the packaging make it possible. These are everyday items that we never consider how they got to us.

Would we have potato chips without a package? No way.

What about eggs? Did you know that every year there are dozens of egg drop competitions around the country creating new and unique product packaging for eggs? Have you popped any popcorn in the microwave lately? It’s the packaging that makes microwave popcorn possible. How about toothpaste? Are you making your own or are you like the majority of people that buy it prepackaged?

The list of packaging innovations that influence our daily lives is astounding.

I worked on a project a couple of years ago to list the most important packaging innovations in the last 50 years. There were so many choices that it was hard to select the top ten. Terms like microwaveable, juice box, shelf stable, home meal replacement are direct results of product packaging innovation.

Now we can’t all come up with packaging innovations that revolutionize a product category. But how can you integrate innovation concepts into YOUR product packaging?

Let me give you a few examples to start you thinking:

• Domino Foods took sugar out of a paper bag and put it into a resalable plastic canister.
• Sargento Cheese put a reclosable zipper on its shredded cheese packaging.
• Heinz Catsup not only created an upside down dispenser but shaped the bottle to fit inside the refrigerator door.
• Wishbone Salad Dressing developed a spritzable salad dressing instead of pourable.
• Clorox bleach pen that allows a bleaching application to be applied directly to the stain.

All of these packaging concepts had the consumer in mind when they developed alternative packaging methods. In some cases, they fulfilled an unmet consumer need, in other cases they made our lives easier.

So what can your product packaging do? How will it answer a consumer desire, want or need? If the package is integral to your product then you better start thinking of how you will answer that question. Here is a start to get those creative juices flowing.

• What can your package do that isn’t being done currently?
• Can you make it easier to use?
• Can you dispense the product in a different manner?
• Can you extend the life expectancy of a particular product?
• Can you offer it in different sizes or shapes than the current market?
• Can you use less packaging materials or environmentally responsible ones?
• Can you make it easier to store or handle?
• Can you make it easier to read or understand what is inside?

Even more revolutionary, can your product tell the consumer when the product is spoiled, bad or has been tampered with? Yes, that technology is out there. Look for it to be the coming wave of new package innovation.

Any package innovation that provides product security, integrity and ensures the product is uncontaminated is a winner. It is imperative that it fulfill a consumer need for product trust.

All of these above are consumer wants, desires, issues or needs. How can you provide them the product packaging that works in satisfying these (in many cases) unmet needs?

About the Author:

JoAnn Hines is the Chief Executive Officer at J.R. Hines International, a firm providing consulting services in the packaging industry. For over 30 years, Ms. Hines has been engaged in packaging trends, forecasting, ideation/brainstorming and implementing innovative new packaging technologies.

Need insights on packaging trends that can impact your business? Get the Packaging Diva on your team. Visit PackagingUniversity.com to find out about the latest packaging innovations.

Is Your Packaging Newsworthy?

I see hundreds of releases on product packaging every week. For the most part I read the headline and say to myself “who cares?” That in itself is very telling because I am a packaging junkie and I’ll read almost anything that has to do with packaging.

Recently, mainstream media coverage of the packaging industry has been more in-depth than usual. I see dozens of articles about packaging each week. Unfortunately, the vast majority of the news articles deal with negative perceptions of packaging and its influence on society. From bottle water to excess packaging the packaging industry is getting a bad wrap. You can help change all that by portraying your product packaging in a positive manner.

So how can you get your product seen by the media in a more favorable light? Make sure that your packaging is connected to one of the more popular news trends or consider what the media will be covering outside of the obvious “breaking” news items unless of course you have a product that can connect to the most current story.

Start thinking about your product and how it can connect with the media coverage. A few examples of topics the media will be covering in the future include:

• Any thing to do with diets, weight loss or healthy eating.

This topic perennially becomes newsworthy as the holiday season approaches. This topic also offers opportunities for coverage in niche publications too, such as woman-oriented or fitness publications.

• Products that are geared around breast cancer or the Fight For The Cure.

The media is giving more and more coverage to this topic every year. Pink packaging abounds. But even if your packaging isn’t pink you can still piggyback of the media spin.

• Products that are marketed to or designed for the 50+ generation.

The “boomers” topic is getting substantial media play in virtually every type of publication. If you are marketing in this space, contact a few publications and find out what they will be covering in the next issue.

• Look for media spin on anything to do with the environment, recycled materials and bio-based materials.

The environment is hot right now, so this topic is definitely worth getting excited about. I just judged a brand new packaging competition for the Produce Marketing Association and one of the biggest categories was sustainable or environmentally friendly materials. If I was the winner of that category I’d be all over the media with my product packaging.

• Seasonal holiday innovative packaging.

Not your old holiday standbys but something really unique and creative. I always recommend thinking about secondary uses for your product packaging. The holidays are a great time for “keepsake” product packaging

• Investigate a pitch less commonplace to the media.

For example, recently I read about deli labels featuring CBS’s new primetime lineup are the network’s latest attention grabbing marketing plan. What a great concept. I’d be using this idea for every holiday promotion.

By tying your product into a hot topic or trend, you can help counteract negative publicity about the industry such as the upcoming Consumer Reports “Oyster Awards” articles which condemn product packaging every Christmas holiday. So, keep your eyes on the look out for ways and opportunities that will paint your product packaging to the media in a favorable light and not portrayed as too much, excess or over packaged.

You can make your product packaging newsworthy with the right slant and the right message. All it takes is a little creativity and imagination.

About the Author:

JoAnn Hines is the Chief Executive Officer at J.R. Hines International, a firm providing consulting services in the packaging industry. For over 30 years, Ms. Hines has been engaged in packaging trends, forecasting, ideation/brainstorming and implementing innovative new packaging technologies.

Need insights on packaging trends that can impact your business? Get the Packaging Diva on your team. Visit PackagingUniversity.com to find out about the latest packaging innovations.

Prime Time Packaging

Are your packaged products ready for prime time? Here are a few insightful tips to help you out.

There are many packaging issues afloat in the minds of the consumer. We just came off the traditional “wrap rage” cycle that stirs everyone into a frenzy around the holidays. Be aware that it’s still an issue to contend with in the minds of the consumer. Clamshells, twist ties and difficult to open packages still get mileage in the media.

Packaging has many detractors. We are getting serious scrutiny from everyone in the realm of environmental sustainability, less packaging, more environmentally friendly packaging, save the earth packaging and so on. Every week I read about a new packaging crusade that is supposed to solve our environmental woes. But I have been researching for an upcoming presentation “Sustainable Packaging - From Green To Great”. The lack of new packaging innovation to solve the problem is quite distressing. Most of what I am seeing revolves around the same supplier using the same packaging materials. Unfortunately, a lot of it is smoke and mirrors that touts “green” but does not back it up with true sustainable documentation. There are a few good examples of innovation. In researching environmentally friendly lipstick tube examples, the results were woefully inadequate. “Cargo Plant Love Biodegradable Lipstick” was the only company I discover (with a great marketing story I might add).

So, I pose these questions to all product packaging developers. How green are you? Do you want to be? Do your consumers and your target demographic even care whether you are green or not? This is going to be one of the prime time packaging issues this year so you better make some serious strides in deciding what you want your product packaging to reflect.

Another key matter will be product security, integrity and product origination. Currently the “Made in China” tag is becoming a political hot button. One of the trends I am starting to see is a China backlash. Products made and packaged in China are coming back to the US. Some companies are using China Free on their product packaging as a marketing tool… and it’s helping sales.

People are reading labels and scrutinizing them. What it says on that label will influence whether they buy your product or not. I just read that cloned meat will be coming on the market in a few years. At present, the FDA won’t require food makers to label that their products came from cloned animals. I’d want to know from the product packaging and, I believe, so would most consumers. The point being is that any high profile package or product will be looked at thoroughly by consumers. What you tell them better be the right message and true.

Watchdog groups about and they are on the lookout for your product to make a mistake. Whether they deem you are marketing to an inappropriate market (an example would be Spykes marketing liquor to children) or that your packaging isn’t telling the whole truth (McDonald’s and all the other fast food companies and fat content), it’s sure to become newsworthy and in the worst case scenario could seriously impact your business.

Consumers are fickle. What is a hot issue today may be gone tomorrow. However, in the interim if you are not on target with the right packaging message you may alienate them or force them to buy a competitor’s product because your packaging is not sending the right packaging message.

So, before you embark on any new packaging campaign understand and incorporate into your product packaging what the consumer wants to know about the product. Be sure your packaging is ready for prime time to the right consumer with the right marketing message.

About the Author:

JoAnn Hines is the Chief Executive Officer at J.R. Hines International, a firm providing consulting services in the packaging industry. For over 30 years, Ms. Hines has been engaged in packaging trends, forecasting, ideation/brainstorming and implementing innovative new packaging technologies.

Need insights on packaging trends that can impact your business? Get the Packaging Diva on your team. Visit PackagingUniversity.com to find out about the latest packaging innovations.

When Bad Things Happen to Good Packaging

Last week, I got a call from Japan News reporting here in the US. They wanted to know what was happening regarding the use of the words “China Free” on product packaging and labeling. The plans were for a big expose of “contaminated” products coming out of China. I’m sure you have seen the news and are concerned about possible contaminates. But what about the consumers’ perspective? A negative ground swell of public opinion could dramatically influence your product sales if it’s coming out of China.

That’s a bad thing and it could happen to your product.

Consumers are taking an interest in product packaging, how much, how to dispose of it where it’s coming from and how much strain is it putting on the environment. It’s hard to anticipate the voice and power of the consumers. Once an issue becomes mainstream in the media it could be detrimental to your sales. The fact is that most consumers haven’t a clue as to the role packaging has to play in getting a product to the stores. All they know is the negative implications of “bad, bad” packaging.

Think about the holidays and all the spin over “wrap rage.” Reporters are still writing about it on a weekly basis. What if they pick your packaged product to rage about? Will you be prepared to face the onslaught?

Many times these packaging issues come out of the blue. Remember the aseptic ban on juice box packaging in Maine? It has since been repealed, but it came out of nowhere and was the result of consumer misinformation. Or what about the aerosol can ban in Chicago? I remember that one well as I had a client that manufactured spray paint at the time.

Bans can happen overnight taking the product manufacturers unaware with a serious impact on their business. Look at what is happening to plastic bags and the bans in various communities and the replacement of the t-shirt bag with reusable alternatives. I remember when the t-shirt bag was invented and the latest rage in the supermarkets, now its well on its way to becoming obsolete. Pity the plastic bag manufacturer.

Similar circumstances could happen to your product and its packaging. Another hotly contested issue is the use of plastic water bottles (by the way bottle water sales has outstripped that of soda). This battle is far from over. In fact, I will be addressing some of the packaging alternatives in my upcoming presentation Sustainable Packaging “From Green to Great” before the Wal-Mart crowd in two weeks.

The point is that sometimes you can’t ascertain what issue will stir the consumer into a frenzy about your packaging. You can, however, understand the issues that consumers are concerned about. In recent cases, it is mainly the environment. It’s hot and getting hotter. So, it’s imperative that you give some thought to your product and how it’s currently packaged. Is it likely to be an issue of contention? For example, if you are providing a natural or organic product is your packaging “natural” too? Sometimes there are no alternatives.

“Green” product packaging is in its infancy and there are some examples that aren’t really “green.” The bottom line is that it’s going to be all about the consumer perception and how well your “green” product packaging integrates with your brand. I have already learned of some examples where CPG companies thought they were solving the environmental issue only to be perceived by consumers as spouting “packaging greenwash.” You may think your packaging is “good” only to have it bashed by the consumer. It’s all in the eyes of the beholder. So in reality, bad things can happen to good packaging despite your best efforts.

About the Author:

JoAnn Hines is the Chief Executive Officer at J.R. Hines International, a firm providing consulting services in the packaging industry. For over 30 years, Ms. Hines has been engaged in packaging trends, forecasting, ideation/brainstorming and implementing innovative new packaging technologies.

Need insights on packaging trends that can impact your business? Get the Packaging Diva on your team. Visit PackagingUniversity.com to find out about the latest packaging innovations.

Fix My Packaging!

Perhaps the number one request that I get is: “Help me fix my packaging.” To which I always reply, “What exactly is the problem?” Surprisingly, very few people can actually answer why their product packaging isn’t working.

It seems simple on the surface but the true packaging problem might be caused by multiple reasons or a host of things that you have not done. I’ve created a short check list to help you determine what might create the problem. So, let’s think through a few potential problem areas that are easy to resolve.

1. Can you define your customer?

Well, let me give you a clue. It’s not everybody (which is a common answer by the way). You should have a target demographic in mind and you have to understand their wants and needs before you can package a product for them. Universal packaging that satisfies everyone. That’s a myth. You can’t be all things to all consumers. More importantly, your packaging needs to be on target to the right audience with the right message.

Drill down to your ultimate customer.

• Who is going to purchase your product and why?
• What is in it for them to purchase your product?
• Are you answers to those two questions evident on your product packaging?

Here are a few examples:

Is the product easy to use or simple to prepare? Are you telling them that on the packaging? Words like easy, simple, ready in X, no assembly needed are crucial to conveying your product’s attributes.

Does the consumer need a solution for a busy on the go lifestyle? What about your product packaging addresses that issue? Is it portable, or easily carried, is it a single serving or portion? Consider this specific example: Campbell’s® Soup at Hand® is a great way to eat right when you’re on the run. Our heat-and-go microwavable cups let you enjoy sippable soup. Campbell’s saw a problem and provided a packaging solution.

2. Why would someone pick up your product off the shelf?

Does it “speak” to your customer or is it tired and dull in comparison to the competition? Is it a different color, shape or does it have a unique feature that differentiates it from another product? Does it intrigue the consumer to take a closer look?

Here is a good example. I recently had occasion to look for some nonstick cooking spray. I went to get my old standby which is PAM. When I got to the shelf I was fascinated by a new entry, Mazola Pure. The uniquely shaped can had a soft subtle textured look that begged me to pick it up for a closer look. The package told me things in simple language: no alcohol, no silicone and fat free. Guess which product I bought?

3. What is your USP (unique selling proposition) about your package?

Are you a “me too” brand? Are you mimicking the competition’s product rather than branding your own message? There has been a plethora of look alike products trading on name brands. Is it working? I don’t think so. First, you may be infringing on someone else’s trademark with “copycat packaging.” Second, consumers are seeking out high quality non-branded products. Private label packaging is on the rise at the expense of branded products.

Think about what message you are conveying. Do you want to look like a cheap imitation or is your product packaging standing on its own merits?

4. How much competitive shopping have you done lately?

When was the last time you walked the store isles? I know we all have an ego trip looking at our product up on the shelf. But I want you to step back and get a fresh perspective. Are you really seeing it from a consumer’s eyes? Shop other categories too. Look for packaging innovations that can crossover into your product category.

Think about how a novel or unique product packaging approach can solve a consumer problem or issue. One of the best innovative packaging examples I saw recently was the introduction of Wish-Bone® Salad Spritzers. They took a prime target (women) addressed dietary and health issues (weight watching) and provided an innovative way to dispense the product (spritzing vs. pouring).

5. What’s new in the world of packaging that you can incorporate into your product packaging?

Does your package smell or talk or do a myriad of things that help differentiate your product from the competition? Does your packaging tell you when it will expire or offer a safe date to give the consumer peace of mind in using your product? Think product recall fears. How can your product packaging allay consumer’s nervousness about product contamination?

The consumer wants to buy your product. That’s why they are in the store. Make it easy for them to decide on your product vs. the competitor. Talk to them through your product packaging. Make it easy to understand, simple to use and allow it to satisfy a need.

Above all, step back and look at your product from a customer’s point of view. What aren’t you doing right that makes your packaging need help?

About the Author:

JoAnn Hines is the Chief Executive Officer at J.R. Hines International, a firm providing consulting services in the packaging industry. For over 30 years, Ms. Hines has been engaged in packaging trends, forecasting, ideation/brainstorming and implementing innovative new packaging technologies.

Need insights on packaging trends that can impact your business? Get the Packaging Diva on your team. Visit PackagingUniversity.com to find out about the latest packaging innovations.

Packaging Problems

What is your worst packaging experience?

A lot of people say it’s getting the toys out of the box at Christmas or getting those blankity-blank plastic clamshells open. It’s a fact that hard to open plastic clamshells have been so maligned that there is even terminology given to that product category: “Wrap Rage.”

There are lots of reasons why a plastic clamshell is a great solution to your product packaging, but plan to give it some thought before choosing this solution. Consumers hate clamshells, so consider that when developing your product packaging.

Have you done all of your homework and considered potential problems? Does the potential exist for something unexpected to come up and cause your packaging to become a problem?

Take “Fabuloso” for example. What looked like a great packaging concept with great bottles and terrific colors is in trouble. Why? Because consumers mistakenly think it’s a beverage since it looks so similar to sports drinks. Tragically, some consumers have actually drunk the cleaning product.

Or “Cocaine” the energy drink is under attack by anti drug campaigners because it claims to be the real thing even though it’s just a heavy jolt of caffeine.

The latest into the fray is SPYKES, a fruit flavored alcoholic beverage that is giving mothers of teenage children a fit. It is a great packaging concept, but it has problems because of who it’s marketed to.

Let’s go back to Tylenol in 1982. Seven people were poisoned by unsecured packaging and that incident spawned an entire new category of product packaging… tamper evident. See more on tamper evident in the packaging examples section.

You are not immune to product recalls either. How may product recalls have you read about lately that didn’t specify the right ingredients on the product packaging? That’s grounds for instant recall.

Remember the recall that hit Cadbury? Cadbury Schweppes was forced to recall over twenty of its core UK Easter products after failing to display nut allergy warnings on the packaging.

Many times you cannot predict what will happen even if you have done all your homework. I mentioned earlier the Wolfgang Puck’s exploding latte cans that had to be pulled off the shelf. Just remember to expect the unexpected with any new and untested package or a new package innovation.

Try to extrapolate any possible outcomes that could occur before committing your product to the marketplace. It’s a lot easier to correct a problem before it goes out the door. You save yourself the bad publicity that comes from a package that doesn’t work or doesn’t perform up to expectations.

About the Author:

JoAnn Hines is the Chief Executive Officer at J.R. Hines International, a firm providing consulting services in the packaging industry. For over 30 years, Ms. Hines has been engaged in packaging trends, forecasting, ideation/brainstorming and implementing innovative new packaging technologies.

Need insights on packaging trends that can impact your business? Get the Packaging Diva on your team. Visit PackagingUniversity.com to find out about the latest packaging innovations.

Ten Principles Of Marketing

There are four parts to a marketing system and they rest on ten cornerstones.

Marketing results are only as powerful as your marketing systems.

To build your marketing system you need to be able to do four things: attract, convert, leverage and retain. With these four accomplishments and the practice of the ten cornerstone principles of marketing, success will come.

Here are the 10 cornerstone principles to marketing success…

The Principle of Packaging—The way you package your product or service is a deal breaker. If you sell a product, it has everything to do with the packaging, the colors, the box, the container — everything. If you sell a service and offer just one service, there still needs to be packaging. Just a different time. Packaging for a service provider resides in their offer. If you offer one solution which most independent professionals do, like an hourly or day rate, then you don’t have a package. A package is a combination of items that create an offer that support the client in accomplishing their goal.

The Principle of Differentiation—You want to be the red crayon in the box of white crayons. You must know how you are different from your competitors and you must be able to convey that in all your messages in a way that your prospects pick it up simply. If you think you don’t have any competitors, you do. If you know you are different and don’t convey it, you lose. You must leverage your differences.

The Principle of Repeat Business—One-time buying is short-term revenue and requires ten times more work to find new clients. Keeping multiple, a lifelong paying client is your objective. If you offer a one-time event, you do not have a marketing process — you have a single sale. A marketing process sells to clients over and over again.

The Principle of Frequency—The number two reason businesses fail is because they don’t stay in touch with previous clients. Frequency builds trust and trust is a requirement for a sale.

The Principle of Multiple Streams—Having many ways for people to buy from you always provides the desired revenue results. This requires a combination of active sales (where you participate) and passive sales (that sells without your presence).

The Principle of Reciprocity—This principle, also considered an exchange, is about relationships and networks. If you want to be alone, then your battle is gong to be long, hard, and it will fail. Build your vendor team, your Research & Development team, your administrative team, your strategic alliances, your bartering team, and your attraction will multiple. This works on the principle: “you scratch my back and I will scratch yours.” It is not just about relationships, it is about the value of those relationships.

The Principle of Likeability—If people don’t know you, how can they like you? They need to like you before they will trust you and they must trust you before they buy from you.

The Principle of Communication—This is the most valuable asset you have. Communication is like your bank account: when you communicate correctly, you have a deposit, when you fail to communicate you will have a withdrawal. If, on balance they get “insufficient funds,” that client is gone. Always ask, “Am I providing value that creates a deposit?”

The Principle of Perception—Your client’s perception creates the sale. So many business owners think their service or product is absolutely great and they cannot understand why it is not selling. It is because they developed their product or service according to their perceptions and not their prospects’ needs. Perception begins with what your employees think of their job, so start with their job responsibilities and titles. If your receptionist is the main point of contact for your company, change her perception of her position and your client’s impression will alter. Call her the “Director of First Impressions.”

The Principle of Emotion—Eighty-five percent of the buying decision is made from emotions and then justified with logic. This means you must first connect with their emotions and then give them the logic to justify what they bought. You cannot do one without the other.

About the Author

Catherine Franz is a marketing and writing coach specializing in niches, product development, internet marketing, nonfiction writing and training. For more information visit AbundanceCenter.com.

The Psychology Of Packaging, Part III

In this final edition of our packaging series we’re going to look at some more marketing strategies of packaging where what you see on the outside is not necessarily what you get on the inside.

When you think about it, some of the most interesting packages are those that are actually part of the product itself.

Take deodorants.

There is one in particular that is so fancy looking you have to wonder if what’s inside is not only going to keep you from stinking like a pig but also cure your baldness and pop a genie out of a bottle. I’m referring to Caix Extreme. The cap is kind of a dome shape that looks like something out of “The Day The Earth Stood Still”, the lettering on the bottle itself is hard to describe but appears to be a combination of cartoon and south sea island font, and the colors are blue and pink on a brown bottle. Actually it looks more like something you’d pour in a glass.

Then there is the Caix For Girls. This is a pretty light blue color to the bottle with lettering that looks like something out of a Barbie Doll commercial. Plus there are some little flowers pasted on the bottle for good measure. This is definitely not something you would ever find a guy using. At least you wouldn’t think so.

Of course you’ve also got your fancy deodorants like Tommy Hilfiger. Plain black bottle with plan white lettering that runs from top to bottom instead of from left to right and tilted to the right. They probably think this kind of packaging lends an air of mystery to their product. Most likely what’s inside isn’t much different from your local Shop Rite store brand.

Then you’ve got your really exotic deodorants like Heno di Pravia. The yellow bottle has a shape not too different from a voluptuous female’s. It’s got a nice fancy lettering to it and a logo at the bottom that almost looks like a danger sign for radioactive waste. Thi s is one strange deodorant package.

And then you’ve got the deodorants that go to the absolute opposite end of the spectrum and as far away from commercial looking as possible. A perfect example of this is “The Self Health Resource Center” deodorant. The bottle is in the shape of a medicine prescription bottle and actually looks like a prescription drug with it’s straight laced lettering and formal instructions for use. This stuff better not only get you smelling good but cure your allergies besides. The funny thing about this deodorant is that there’s really no name to it. It just says Deodorant on the top of the label. The Health Resource Center is just who manufactures the deodorant. You’d at least think they’d give the thing a name.

Yes, deodorants have some very strange, exotic and downright puzzling packages that you never get to stop looking at because it’s part of the product itself. This has to further reinforce what you’re looking for the next time you run out to get your next supply. Packaging is an amazing psychological science and as long as we are able to understand what goes on inside the human brain there will always be packages to cater to that brain.

Now if only they’d make packages we could see through.

Oh wait! They already do.

About the Author

Michael Russell is the author of “Your Independent Guide to Packaging.” Read parts I and II of “The Psychology of Packaging” over the next few days!

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