Our expertise across the entire packaging value chain
The packaging industry is as diverse as the applications it serves. Whether primary packaging for pharmaceuticals, secondary packaging for retail, technical blister solutions, or sustainable alternatives for the food industry, we understand the specific requirements and market dynamics across the entire value chain.
Our project work ranges from raw material processors and extruders to manufacturers of cartons, films, bottles, and cans, as well as machinery companies for filling, sealing, and end-of-line packaging systems. This breadth makes us one of the leading consulting partners for the packaging industry as a whole and across every stage of the value chain:
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Material manufacturers & upstream products: e.g. extrusion, injection molding, carton board reels
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Packaging producers: e.g. bottles, blisters, cans, pouches, tubes, folding cartons
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Packaging machinery manufacturers: e.g. filling systems, labelers, form-fill-seal machines, end-of-line packaging equipment
We understand the technical parameters of your products and translate them into commercially sustainable pricing, sales, and commercial terms models.
Current challenges in the packaging industry
The packaging industry operates in a highly dynamic environment. On the one hand, companies are facing volatile raw material prices, rising energy costs, increasing regulation, and growing sustainability requirements. On the other hand, they are dealing with increasingly price-sensitive customers, tight margins, and intense competition.
Our clients regularly face challenges such as:
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Volatile input costs: Materials such as plastic and aluminum are particularly subject to strong price fluctuations, which means pricing models must be flexible enough to respond.
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Pressure on conditions systems: Discounts, bonuses, and rebates are often the result of historically grown structures.
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Commoditization: Many packaging solutions are barely differentiated in the eyes of customers, so competition shifts toward price or service.
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ESG requirements and circular economy: Sustainable solutions are in demand, but they are not always cost-neutral or easy to commercialize.
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Global competition and customer power: Large buyers make full use of their negotiating power, pushing manufacturers into a reactive pricing position.
What we deliver: structure, transparency, and actionable levers — for prices that reflect the value of your offering and protect your margins.
Packaging manufacturers
Caught between the mass market and specialization, many packaging manufacturers are under significant margin pressure. Companies that want to succeed in the tension between raw material volatility, customer power, and ESG requirements need clarity in their pricing and commercial terms logic. That is exactly where we come in.
Our services for packaging manufacturers
Packaging manufacturers operate in a market caught between commodities and technical specialization. Price wars, volatile raw material prices, and growing sustainability commitments make it difficult to secure stable margins.
We help you develop pricing and conditions systems that combine customer focus with effective commercial governance:
- Value pricing for differentiated solutions: systematically translating technical advantages and sustainability into willingness to pay
- Commercial terms systems with clear steering logic: targeted bonuses, discounts, and rebates instead of historically grown structures
- Customer and portfolio segmentation: focusing on contribution margin rather than revenue alone
- Raw material price pass-through & index models: actively managing volatility
- Sales enablement and tool development: value argumentation, offer calculators, and pricing guidelines
The result: fewer pricing disputes, stronger pricing power, and a sales organization that negotiates with clear direction
Packaging machinery manufacturers
Technologically advanced, but increasingly under pressure on pricing: for machinery manufacturers, systematic and scalable pricing of complex offers is becoming a critical success factor. We help you make your value creation more transparent and turn it into stronger market performance.
Our services for packaging machinery manufacturers
Packaging machinery is highly complex — and that is precisely what makes pricing so demanding. With growing product variety, service offerings, and international customer structures, companies need pricing models that are clear, scalable, and commercially steerable. Many providers lose margin because pricing logic, offer structure, and negotiation tools have not kept pace with business complexity.
We help you realign your pricing strategy with a clear focus on value, scalability, and control:
- Modular pricing architectures: clear pricing for machines, options, spare parts, retrofits, services, and digital offerings
- Value-based offer logic: value argumentation build around customer benefit rather than the bill of materials
- Lifecycle pricing: consistent pricing logic across the full product lifecycle, from initial sale to spare parts strategy
- Customer classifications & regional logic: international pricing steering with clear guardrails
- Sales enablement & quotation tools: pricing guidelines, configurators, and ROI-based value argumentation
The result: stronger pricing power for new machines, higher margins in after-sales, and a sales organization that performs convincingly at every stage of the cycle.
Manufacturers of specialty packaging
Pharma, medical technology, cosmetics, or food – we know the rules of sensitive industries. We help you reflect that excellence convincingly in your pricing and sales approach.
Our services for specialty packaging in pharma, food, and blister solutions.
Sensitive industries such as pharmaceuticals, medical technology, cosmetics, and food come with their own rules. Regulatory requirements, product safety, shelf life, and brand consistency all shape choices about packaging solutions and place special demands on pricing and sales.
We support companies in specialty segments translate their technological and regulatory performance into commercial value:
- B2B2C pricing and brand integration: pricing models that combine customer needs with brand promise
- Targeted conditions steering: segmentation by risk, relevance, and volume creates transparency and differentiation
- Competitive tender support: we provide sales tools, ROI models, and benchmark arguments for technically driven bids
- Managing complexity: differentiated pricing models for variants and product differentiation
The result: whether sensitive fill goods, sterile environments, or strict regulatory environments – we make sure your packaging also performs at its best in pricing.
Why choose Prof. Roll & Pastuch?
At Prof. Roll & Pastuch, deep industry understanding meets outstanding pricing and sales expertise. We understand the typical mechanisms of the packaging industry: cost pressure driven by purchasing alliances, the tension between commodity products and technical differentiation, and the importance of scalable pricing and commercial terms logic – both nationally and internationally.
Whether in packaging materials or machinery, we do not create concepts for the drawer. We work side by side with you to implement solutions that are practical, effective, and measurable.
Wie das in der Praxis aussieht? Das sagen unsere Kunden dazu:
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In times of volatile raw materials markets and rising inflation, price management is particularly critical to the profitability of WEIG Karton. Following a selection process, we commissioned Prof. Roll & Pastuch to analyze our pricing processes. The objective of the pricing audit was to examine our entire price management approach, from strategy through to price implementation in the market, and to identify the pricing levers most relevant to our business model.
The consultants at Prof. Roll & Pastuch impressed us with both their technical expertise and methodological competence. We were able to implement recommended measures to improve earnings within the Pricing Initiative projects in a timely manner. We will continue to rely on the expertise of Roll & Pastuch in the future.
Many thanks for the excellent collaboration!
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“Over the past few weeks, con-pearl hosted consultants from Prof. Roll & Pastuch for an in-house pricing audit. We are extremely satisfied with the results and the collaboration. Clear potential at the pricing and sales level was identified, and a practical roadmap was developed, including concrete measures for optimization. We particularly appreciate that the requirements of our business units were considered and that concrete action areas and quick wins were identified using a BI system.
What impressed us most is how R&P operates: they do not live in a purely consulting world but bring practical industry examples grounded in reality. Their language is authentic and understandable, fostering open dialogue – not only at the management level but across all hierarchies. Problems were quickly recognized and addressed directly, greatly increasing the efficiency of our collaboration.
Collaboration was excellent both personally and professionally. We look forward to continuing to work with Prof. Roll & Pastuch in the future and gladly give a recommendation.”
Learn more about pricing and sales measures for the packaging industry:
We are happy to answer your questions and provide further information.
Gregor Buchwald
Gregor Buchwald is Managing Partner of Prof. Roll & Pastuch. He has over 20 years’ specialist industry knowledge and consulting experience. His focus is on the areas of strategy, pricing and sales. His customers include multi-national companies as well as medium-sized B2B customers. Mr Buchwald has also written numerous publications about strategy, sales and pricing and speaks at numerous events.
Steffen Kampmann
Steffen Kampmann is Partner at Prof. Roll & Pastuch and heads the Chemicals, Plastics and Raw Materials divisions. He has been working as a consultant in the international environment for multinational corporations and medium-sized companies for more than 13 years. Mr. Kampmann brings extensive experience from a variety of strategy, pricing and sales projects. He also publishes professional articles and regularly appears as a moderator and speaker on the topics of strategy, pricing and sales.
