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HELSINKI 2003
Paper - People - Partnerships
Shaping the Future Together
May 21 - 23, 2003
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Against industry trends, PRIMA´s 34th annual conference held in Helsinki, 21-23 May 2003, attracted an increased number of delegates - up 12% on last year´s event. The highlight was the mix of speakers and delegates from along the supply chain. In three separate sessions throughout the first day, customer requirements were the subject of lively presentations and debate.
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The process was started by Sarah Longstaffe of TUI AG, the pan-European tour operator, Mike Thomas of Procter & Gamble and Bob Latham of Robert Horne. Papermakers were represented by Nils Grafström of Stora Enso, Korbinian Kohler of Büttenpapierfabrik Gmund, Jyrki Ovaska of UPM-Kymmene and Franz Rappold of Mayr-Melnhof Karton. A panel discussion and open debate chaired by Roman Hohol of AMEC Forest Industry Consulting followed with input from Kirsten Lange, The Boston Consulting Group and Marcus Gillioen of Map Merchant Group.
What became clear is that customers are not going to accept the ´status quo´. More accurately, the paper industry´s customers´ customers are driving change. Both TUI and Procter & Gamble have become active paper buyers in recent times. They are looking for many improvements which they aim to achieve through closer working relationships with fewer suppliers. Innovation is a high priority covering systems, channels and products. Cost reduction is a natural target. Price stability or predictability is another priority. But the over-riding message is a desire for partnerships in which papermakers sharpen their responses to customer requirements and the market. From the following discussions, papermakers clearly recognise what needs to be done. Their declared strategies are in line with customers wishes. However, there appears to be a failure in delivery - too little and too slow.
PRIMA 2003 succeeded in raising customer relations and requirements to the top of the agenda. Some of the paper industry´s top executives can be in little doubt that they must concentrate more resources on meeting customers needs and less time on mergers and acquisitions. The message from Mike Thomas is that fibre based packaging competes with other materials and he expects paper producers to come forward with ideas to win a greater share of Procter & Gamble´s packaging spend. Ditto Sarah Longstaffe and the promotion of holidays. All customers agreed that there is a bright future for paper but only if producers are sufficiently innovative and enterprising.
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