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Steve Ward

Business Development Manger

STOROpack

28th August

Sustainability pioneer, biodegradable, compostable, closed-loop recycling).

Comprehensive portfolio → can match solution to customer need, not force-fit.

Engineering-driven, customer-first → ergonomics, automation, tailored packaging design.

Global service network with local recycling initiatives.

Premium, reliable reputation → trusted by major multinationals.

Why STOROpack

Sustainability Leader

Offering biodegradable and compostable loose fill, made from renewable raw materials (like starch).
Strong recycling programs — e.g., their closed-loop approach for Styrofoam® loose fill.
Continuous innovation in reducing CO₂ footprint across production.

Comprehensive Portfolio

Unlike some competitors who specialise in only paper (Ranpak) or only air (Pregis, Sealed Air), Storopack covers:
Loose fill (EPS & plant-based)
Air cushions
Paper void fill
Foam-in-place
Thermal packaging
This "one-stop shop" approach means they can tailor the solution to the customer, not push a single material.

Global Manufacturing & Service Network

Strong presence in Europe, North America, and Asia → closer to customers, faster delivery.
Local recycling & take-back programs in multiple countries.

Customer-Centric Engineering

Don’t just sell products; STOROpack designs custom packaging concepts with in-house engineers.
Focus on ergonomics & automation in packaging lines — making packing faster, safer, and more efficient.

Brand Reputation & Reliability

Founded in 1959, privately-owned, with a long history of innovation and trust. With strong values.
Seen as a premium, quality-driven brand, not a commodity supplier.
Customers stay because Storopack products are consistent, durable, and backed by strong technical support.

Introduction

I am 48 and have two teenage children Bo and William who I'm extremely proud of.

I pride myself on being kind, humble and emotionally intelligent. I've been very lucky, to have enjoyed so many life experiences, that personally and professionally have made me a well rounded, decent human being.

I fully commit to everything I pursue; with tenacity and hard work I not only do I achieve my goals, but also set and maintain high standards while doing so.

Whether that’s trying to catch the biggest carp in my local lake, trying to break 80 on the golf course, scuba diving a new wreck, running a triathlon for charity, or of course succeeding professionally within any role that I'm entrusted with.

I love people, I love individuality, the intricates of a team, the attributes and experiences of people, that when bought together as one, with a common goal can achieve remarkable things.

Experience

Packaging
Print
Media
Contract Staffing
Manufacturing
Ecommerce
Workplace consumables

Proven Success

B2B new business
Field new business
Team management
Business ownership
Business development

Comprehensive understanding of all market sectors

Sales plan
Selling solutions
Specialist in new business

Sales Plan

Utilize the wealth of experience that James and Mark have.
Establish relationships with the 40+ resellers already on our books (ones in my territory), approach and onboard new ones.
Understand/ handle reseller objections.
Engage reseller teams with fresh product training.
Inspire resellers to think STOROpack when dealing with their client projects
Incentivise resellers, maybe with individual reward schemes for example
My own targeted campaigns into vertical markets
Main priority, focus on NB
Packaging audits for existing product lines.
New product lines, technical packaging solutions and demos.
Proactive with solutions, customers only know what they know. Inspire them.
Proactive not reactive innovation.
Sustainability and scope 3 emission reduction.
Consolidation of supply
Mid market opportunities- larger tenders
Competitive sector, work harder, smarter, be more proactive.

Dead lists/ lost business
STOROpack priority targets
Extensive cold calling
LinkedIn network and direct contact on premium
Appointment setting F2F
Incoming enquiries
Existing data cleansing
Email campaigns
Social campaigns
Trade shows
Pipeline Management/ CRM/ reporting
Digging for those bones, SOLUTIONS
Time and pressure, consistent application.
Like a jigsaw puzzle, concentrate on the process, one piece at a time and the whole picture becomes clear and complete.

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Timeline

Timeline for the first 12 month with STOROpack

Q1. 1 - 3 months

Q3. 6 - 9 months

Induction to STOROpack, departments and processes. Quickly set foundations. Engage with resellers. Identify target verticals and specific businesses, dead lists, STOROpack targets. CRM/ Pipeline creation. Contact any existing business. NB priority, CC, social, build PL.

Pipeline constantly being replenished to a minimum value of 2 million +. Targets and KPI’s being hit or exceeded

Q2. 3 - 6 months

Q4. 9 - 12 months

Active pipeline to 2 million + of “active” opportunities. F2F meetings increasing with resellers and direct NB. STOROpack targets and KPI’s to be actioned.

The aforementioned continues. Established member of the team, exceeding targets, everyone happy

Pipeline

Pipeline management and reporting.

Essential for success.

01.

Management

02.

Reporting and accountability

03.

Results

Track Opportunities. Monitor each potential customer (lead or prospect) as it progresses through the sales stages.
Nurture Leads. Move prospects along the pipeline, addressing their specific needs at each stage.
Identify Bottlenecks. Analyse the pipeline to pinpoint where leads are getting stuck, which allows for targeted improvements.
Monitor Metrics. Use key performance indicators (KPIs) such as conversion rates (percentage of leads that move from one stage to the next) and pipeline velocity (how quickly opportunities move through the system) to assess performance.
Forecast Revenues. Use pipeline data to predict future sales and revenue, which helps in strategic planning and resource allocation.
Define Pipeline Stages. Establish distinct stages that represent the customer's journey, from initial contact to closing the deal (e.g., Prospecting, Qualification, Discovery, Proposal, Closing).
Pipeline should have a minimum "worth" 2 Million + of opportunities that have surpassed the prospect stage.
Constant replenishment.
Keep a quality pipeline turning over and success WILL come.

Deal Stages: The current phase of each potential sale in the process.
Deal Value: The potential revenue represented by each deal.
Likelihood of Closing: The probability of a deal being won.
Expected Close Dates: The projected completion dates for deals.
Use a CRM System, like Sales Force.
List all potential leads and deals, their current stage, and estimated value.
Track Key Metrics. Monitor crucial data points like conversion rates between stages and the speed at which deals move through the pipeline.
Analyze for Insights. Regularly review the data to identify areas where deals are getting stalled, which strategies are effective.
Update Regularly. Keep the data current to ensure reports reflect the real-time status of your sales efforts.
Benefits of Pipeline Reporting. Improved Forecasting: accurate predictions of future revenue. Directing sales resources to the most promising opportunities, LOSE FAST. Enhanced Sales Performance: pinpointing weaknesses in the sales process and refining strategies as a team. Data-Driven Decision-Making: Empowering sales managers to make informed choices based on actual data.
Clear Communication: Providing a shared, real-time view of sales activity for the entire team.
Full accountability and transparency, no over egging the pipeline to peers and superiors.
Reporting on opportunities we have actively engaged with, prospects for show and are not part of the pipelines true "worth"

Viking 50 NB accounts, annual value. 2.5 mil. Another 1.5 mil active in PL
UKOS, 7 new accounts open annual value 900k 2.5 million active pipeline to date.
Datapol, NB, 150K month minimum contract value, often exceeded this.
PRTV, each campaign/ thought leader series, average 250K. Annual turnover 1 million +
FL global, 2 million T/O. B2B contracts and online advertising
SCA 100’s of accounts, cartons, POS displays, protective packaging, screen print cartons, DC, stitching etc

My Territory
The Midlands

Direct Verticals

Midlands is a diverse, innovative, and significant sector, powering the UK economy with strengths in automotive, aerospace, medical, advanced materials, and food production, among others. It is home to strong collaborative ecosystems, world-leading universities, and has a significant concentration of Catapult centres and R&D infrastructure, particularly in advanced manufacturing and net-zero technologies. The Midlands Engine initiative aims to drive further growth by focusing on opportunities in future food and drink, next-generation transport, medical and pharmaceuticals, low carbon goods, and advanced metals and materials.

Key Characteristics & Strengths

Leading UK Manufacturing Force:

The Midlands is considered the leading force of UK manufacturing, with a diverse and productive industrial base.
High Economic Contribution:

The sector generates substantial GVA for the UK economy, accounting for a significant proportion of England's manufacturing workforce and exports.
Diverse Product Range:

Manufacturing in the region spans from cars and pharmaceuticals to food, textiles, and agri-tech.
Advanced Manufacturing Hub:

The Midlands is a centre for advanced manufacturing, with particular strengths in electronics, photonics, and energy and environment technologies.
Innovation & Research:

The region boasts a strong environment of R&D, with world-leading universities and numerous Catapult centres driving innovation and linking concepts to commercialisation.

Combining the East and West Midlands, these two regions have an approximate total of over 60,000 manufacturing companies.

With 12,135 classed as manufacturing enterprises in the East Midlands alone.

Substantial market...We have work to do!

Overall packaging businesses UK and Midlands

IBISWorld estimates for 2024 put the number of "Packaging Services" businesses in the UK at 1,322.
A different IBISWorld figure for 2024 notes 1,289 businesses in the broader "Packaging Services" industry, which includes distributors.
Ensun.io lists 1,187 packaging manufacturers and 923 service providers in the UK as of 2025, suggesting that the total number of merchants is well over 1,000.
Directory searches suggest approx 250-300 packaging services/ resellers and merchant companies in the Midlands.

Qualify, engage and assist with everything Storopack

Resellers

WHY ME?

Elevate your new business sales

I will bring 30 years of solutions based, consultative sales experience to the STOROpack team.
I'm a new business specialist.
A strong understanding of the packaging sector and selling packaging solutions.
An insatiable determination to write new business.
A relentless determination to succeed.
A strong commercial understanding, appreciating the importance of adding value.
A strong work ethic, treating the business as if it was my own.
A willingness and desire to always learn and improve.
A professional, kind, respectful representation of STOROpack and its values at all times.
A proven track record of success obtaining new business.
Understanding that listening to the customer, selling as a service is critical to forge profitable and lasting relationships.
I'm easy to manage, respectful at all times.
Will be a true ambassador of your brand and company values.
Fresh blood, new ideas, enthusiasm
I will not fail, I don’t fail, and I won't let you down.

Thank you for listening to my presentation

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