How does Aptar’s technology currently add value to existing products in the market?

Since they don’t participate in larger markets, they would think that penetrating existing markets and gaining market share would be successful. Aptar aims NOT to compete with major product companies BUT to penetrate current market through already partners who already owne the market.

Example: They focus on baby care across all dispensing solutions as well as homecare wipes, so any way to get market share in those categories would be attractive. However, they also think that new markets/applications are a possibility. Bottom line: Ok to participate in flat growth markets if large enough.

2) How important is market growth if the technology provided by Aptar would be unique and successful to gain significant market share, even in a mature (and stagnating) market? Or in other words, do they want to pursue a new dispenser technology solely in order to develop new markets?

Having a piece of the pie is great. Solutions that can grow the pie are even better. If solely development within a no-growth market, it could be of interest but would have to be a compelling case (focus on large segments). Example, laundry care is a flat but multi-billion dollar industry so even a nominal percentage would be an attractive option. If the pie in the category is large enough interest would be there.

3) How does Aptar’s technology currently add value to existing products in the market?

Although B2B, products are for consumers. Aptar looks to develop strategies to engage consumer product firms in a mutually beneficial way.

Convenience is the top priority (i.e. spray sunscreens – worked with Merck/Coppertone to develop a twist to open/lock to support convenience and avoid the need for a cap). Formulations are driving packaging decisions from brand managers. Lots of products require protection from air/light (air for wipes), so what technologies can we develop to ensure the wipes do not dry out. P&G wants product that goes in is the exact same

Optimization/Sustainability: Smart packaging, smaller, lighter, easier to ship, smaller environmental footprint to drive sustainability.

4) What role does IP play in this process for Aptar? How can Aptar make sure that their product is protected against their customer and its product?

Intellectual Property {IP} is absolutely a concern. Aptar applies for patents regularly. Functional patents for design that add value to commoditized products. Not usually focusing on design patents as they’re not as enforceable internationally. Usually apply for patents in the nation it was designed in addition to the United States. When developing products, it is on the list of requirements. Ability to patent is required. Also looking for existing patent technology to acquire and leverage. 90% of tech is from own internal development. They do compete with customers sometimes so if a customer comes up with a patent on a product they could be a partner, but mostly they develop OEM and bring it to market and ensure they don’t conflict with customers.

5) Picking a preferred partner / customer:

What are Aptar’s top 3 clients by sales and by ease to work with?

Biggest Customers Sales (North America):

1) Unilever (hair care, body spray, food items [Helmans Mayo],

2) Mast Global (Limited Brands – Bath & Body Works/Victoria’s Secret) highly decorative product set & #1 in hand sanitizer quantities

3) Johnson & Johnson (skin care, aveeno, Lubriderm)

4) P&G (Mr. Clean, Old Spice)

5) Private Label

Biggest Distributors

1) Berlin Packaging: distributor makes bottles and packaging for more downstream (strong partnership)

Easy to work with: Berlin Packaging

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