A local sales network is at the core of Kotkamills’ strategy, as its new consumer board machine is to start production later this summer in Kotka, Finland.
The network allows Kotkamills to be present where the customers are and to provide a local service.
“We have carefully chosen our sales representatives for our main market, where we are entering with our new FBB and barrier boards,” says Pirjo Eteläinen, Director of Kotkamills Consumer Boards.
According to Eteläinen, the key is to offer excellent local service to all customers, especially those who demand a quick and reliable service.
“It is crucial that our sales agents understand our product as well as the needs of our customers. We need to have proficient representatives to be able to communicate our new product range and to serve our customers in the best ways possible. We believe we have succeeded in building the right team.”
Many of the sales representatives are already familiar with Kotkamills’ paper customers. In the UK and Ireland markets, for example, Kotkamills Consumer Boards has now teamed up with Crossleys, with whom Kotkamills has cooperated since 2011.
Kotkamills is investing over Euro 150 million to convert its printing paper machine into consumer boards’ production. The new machine, starting production in the end of June, is a first of its kind. It will bring to the market board with dispersion barrier coating applied online with board production. This brings a fully recyclable, renewable and repulpable alternative to PE coated board.
