Bunzl Case Study

Selling Organization: Bunzl Processor Division

  • offer high quality products designed specifically to meet the needs of meat processing industries

  • Annual revenues of $14.5 Billion

Buying Organization: Smithfield Foods

  • American food company

  • worlds leading protein company

  • located in Indiana

  • not currently an account of BPD

Sales Scenario:

Me: Account manager at Bunzl Processor Division

Identify cost-saving opportunities while promoting company initiatives

Product Being Sold: Dunlop Boot

Facts about the Dunlop Boot:

  1. Passes the SRC Slip Rating Test on both steel and tile

    • only boot made for the Food Processing Industry

      • open sole which allows fats and grease to escape making it easier to clean

  2. Lightweight

    • 35% lighter in weight than Neoprene

    • Orthopedic insole-reduces strain on the employees back by an average of 550 lbs of weight daily

    • removable insole useful for employee turnover

  3. Durable

    • lasts 2-3 times longer than Neoprene

    • 1 year manufacturers warranty

Customer Value Points:

  1. Employee Safety

    • passes SRC Test on both tile and steel

    • only boot designed specifically for meat processing industries

    • open sole allowing grease to escape which makes it easier to clean

  2. Longevity

    • lasts 2-3 times longer than the neoprene

    • 1 year warranty

  3. Employee Satisfaction

    • 35% lighter than the Neoprene

    • orthopedic insole- reduces strain on workers back by 550 pounds of weight daily

      • insole is removable