Report says plastics firms seeing solid growth

Published: February 5, 2013 1:02 pm ET
Updated: February 5, 2013 1:05 pm ET

Related to this story

Topics Financial, Executive Pay
Companies & Associations Manufacturers Association for Plastics Processors

INDIANAPOLIS -- Sales at plastics manufacturing companies have trended upward for over the last 18 months, with most experiencing solid growth, according to a new study from the Manufacturers Association for Plastics Processors (MAPP).

The study, called the 2013 Sales Management Report, attributes the growth to a rebound effect from the deep recession that started in 2008.

"MAPP's Sales Management Study generally revealed that discipline is lacking in the sales process; more specifically, in the tracking and pursuit of customer prospects. A sales management process that is deficient in the aggressive pursuit and the essential tracking of potential customers violates the basics of selling. Continuous planning for weak demand in the market place can greatly distinguish growth focused companies from the rest of the pack," said Troy Nix, executive director of Indianapolis-based MAPP, in a news release.

The study, which polled 120 participants, includes staffing tables, a view of commission rates for both internal and external sales professionals and the methods of compensation for sales managers on internal payroll.

"For companies with commission structures in place, 34 percent indicated that commission rates are adjusted and reduced accordingly when customers mandate annual cost reductions or givebacks," Nix said. "While 40 percent said there are no adjustments to commission rates based on cost downs with the remainder indicating it did not apply to their businesses."

For more information on the study contact MAPP at (317) 913-2440 or www.mappinc.com.


Comments

Report says plastics firms seeing solid growth

Published: February 5, 2013 1:02 pm ET
Updated: February 5, 2013 1:05 pm ET

Post Your Comments


Back to story


More stories

Image

Benchmark your government relationships

September 17, 2014 12:39 pm ET

Throughout our 19 year history, the Manufacturers Association of Plastics Processors (MAPP) has, for the most part, avoided being involved in...    More

Image

Number of women execs in plastics gradually increasing

September 12, 2014 1:49 pm ET

There are a lot of numbers that might jump out at you when first going over the numbers for this year's Plastics News ranking of the industry's top-...    More

Image

Executive pay driven by performance-based incentives

September 10, 2014 5:09 pm ET

The CEO of an automotive parts giant again tops the annual Plastics News list of highest-paid industry executives, and it's the cash and stock...    More

Image

CEO likeability is an unmeasured asset

September 9, 2014 12:01 pm ET

Would you want to work for Artie T.?    More

Market Reports

Plastics Caps & Closures Market Report

The annual recap of top trends and future outlook for the plastics caps & closures market features interviews with industry thought leaders and Bill Wood’s economic forecast of trends in growing end markets. You will also gain insight on trends in caps design, materials, machinery, molds & tooling and reviews of mergers & acquisitions.

Learn more

Shale Gas Market - Analysis of North American Region

This report highlights the impact of shale-based natural gas on the North American plastics market and features an in-depth analysis of production trends in the United States during 2013 and a forecast for 2014 and beyond.

Learn more

Thermoformed Packaging 2014 Market Review & Outlook – North America

This in-depth report analyzes economic and market trends, legislative/regulatory activity impacting supply and demand, business opportunities and threats, materials pricing, manufacturing technology, as well as growth strategies being implemented by thermoformed packaging companies.

Learn more

Upcoming Plastics News Events

January 14, 2015 - January 14, 2015Plastics in Automotive

February 4, 2015 - February 6, 2015Plastics News Executive Forum 2015

More Events