Our expertise across the entire packaging value chain
The packaging industry is as diverse as its applications: whether primary packaging in the pharmaceutical sector, secondary packaging for retail, technical blister solutions, or sustainable alternatives in the food industry – we understand the specific requirements and dynamics across the entire value chain.
Our project work spans from raw material processors and extruders to manufacturers of cartons, films, bottles, or cans, as well as machinery manufacturers for filling, closing, or end-of-line solutions. This breadth makes us one of the leading consulting partners for the entire world of packaging – across all stages:
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Material manufacturers & intermediate 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 technology, labeling machines, form-fill-seal machines, end-of-line packers
We understand the technical parameters of your products – and translate them into economically viable pricing, sales, and commercial models.
Current challenges in the packaging industry
The packaging industry operates in a highly dynamic environment. On the one hand: volatile raw material prices, energy costs, regulation, and high sustainability requirements. On the other hand: increasingly price-sensitive customers, tight margins, and intense competition.
Our clients regularly face the following challenges:
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Volatile input costs: Especially plastics or aluminum fluctuate significantly – pricing models must be able to respond flexibly
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Pressure on commercial terms systems: Discounts, bonuses, and rebates are often historically grown
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Commoditization: Many packaging solutions are barely differentiated from the customer’s perspective – differentiation takes place via price or service
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ESG requirements and circular economy: Sustainable solutions are in demand, but are not always cost-neutral or easy to monetize
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Global competition and customer power: Large buyers leverage their negotiating power – manufacturers are pushed into a reactive pricing role
What we deliver: structure, transparency, and levers – for prices that reflect your value and protect your margins.
Packaging manufacturers
Between mass market and specialization: many packaging manufacturers are under significant margin pressure. To succeed in the tension between raw material volatility, customer bargaining power, and ESG requirements, clarity in pricing and terms logic is essential. This 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 terms models that combine customer focus with effective commercial governance:
- Value pricing for differentiated solutions: systematically translating technical advantages and sustainability into willingness to pay
- Terms systems with clear control logic: targeted bonuses, discounts, and rebates—rather than historically grown structures
- Customer and product assortment segmentation: focus on contribution margin, not just revenue
- Raw material price pass-through & index models: actively managing volatility
- Sales enablement and tool development: sales arguments, quotation calculators, pricing guidelines
The result: fewer price discussions, greater price realization—and a strong sales organization that negotiates with clear guidelines
Packaging machinery manufacturers
Technologically leading, but under pressure on pricing: for machinery manufacturers, it is becoming increasingly important to price complex offerings in a systematic and scalable way. We support you in making your value creation more visible—and in successfully realizing it in the market.
Our services for machinery manufacturers in the packaging sector
Packaging machines are complex—and that is exactly what makes their pricing so demanding: between a wide range of variants, service offerings, and international customer structures, clear and controllable pricing models are essential. Many providers give away margins because pricing logic, quote structures, and negotiation tools have not evolved at the same pace.
We help you realign your pricing strategy—with a focus on value, scalability, and controllability:
- Modular pricing architectures: clear pricing for machines, options, spare parts, retrofits, services, and digital offerings
- Value-based quotation logic: arguments driven by customer value, not by machine bills of materials
- Lifecycle pricing: from initial sale to spare parts strategy—pricing logic across the entire product lifecycle
- Customer classifications & regional logics: international price management with clear guardrails
- Sales enablement & quotation tools: pricing guidelines, configurators, ROI-based value arguments
The result: stronger price realization for new machines, higher margins in after-sales—and a sales organization that convinces 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 represent your top performance convincingly in pricing and sales.
Our services for specialty packaging around pharma, food, and blister solutions.
In sensitive industries such as pharma, medical technology, cosmetics, or food, specific rules apply. Here, regulatory requirements, product safety, shelf life, and brand compliance determine packaging solutions – and place special demands on pricing and sales.
We support companies in specialty segments in making their technological and regulatory performance economically visible:
- B2B2C pricing and brand integration: pricing logic that unites customer needs and brand promises
- Targeted commercial terms management: segmentations by risk, relevance, and volume create transparency and differentiation
- Competitive in tenders: we provide sales tools, ROI logic, and benchmark arguments for technical procurement
- Managing complexity: differentiated pricing models for variants and product differentiation
The result: whether sensitive fill goods, sterile environments, or strict regulations – we turn your packaging into a high-performance solution even in pricing.
Why Prof. Roll & Pastuch?
At Prof. Roll & Pastuch, deep industry understanding meets excellent pricing and sales expertise. We know the typical mechanisms of the packaging industry: cost pressure from purchasing alliances, the tension between commodity products and technical differentiators, and the importance of scalable pricing and commercial terms logic – both nationally and internationally.
Whether packaging materials or machinery: we don’t develop concepts that sit on a shelf – we implement them together with you, practically, effectively, and measurably.
Learn more about pricing and sales measures in the packaging industry:
We are happy to assist with any questions or provide further information.
Gregor Buchwald
Gregor Buchwald ist Geschäftsführer von Prof. Roll & Pastuch. Er besitzt über 20 Jahre fachliche Branchenexpertise und Beratungserfahrung. Sein Fokus liegt im Bereich Strategie, Pricing und Vertrieb. Zu seinen Kunden gehören multi-nationale Unternehmen genauso, wie mittelständische Kunden aus dem B2B-Bereich. Darüber hinaus ist Herr Buchwald Autor von vielen Publikationen zu den Themen Strategie, Vertrieb und Pricing und Sprecher auf zahlreichen Veranstaltungen.
Steffen Kampmann
Steffen Kampmann ist Partner bei Prof. Roll & Pastuch und leitet die Bereiche Chemie, Kunststoffe und Rohstoffe. Er ist seit über 14 Jahren als Berater im internationalen Umfeld für multinationale Konzerne und mittelständische Unternehmen tätig. Herr Kampmann bringt umfangreiche Erfahrung aus einer Vielzahl an Strategie-, Pricing- und Vertriebsprojekten mit. Er publiziert außerdem Fachartikel und tritt regelmäßig als Moderator und Vortragsredner rund um die Themen Strategie, Pricing und Vertrieb auf.
