The document summarizes Harris DeLoach's remarks at a food packaging technologies summit. Some of the key challenges facing the packaging industry include regulatory changes focusing on food safety and sustainability, as well as demands from retailers and consumers for innovation and value. DeLoach believes these challenges provide opportunities for the industry. He then discusses Sonoco, the packaging company he represents, highlighting its diverse businesses and strategy of focusing on consumer packaging. DeLoach outlines several trends, like packaging format changes and sustainability, that will drive packaging innovation.

1. Harris DeLoach Remarks
Food Packaging Technologies Summit
Chicago, Ill.
May 8, 2012
Clearly the packaging industry continues to be challenged to change.
Those challenges are coming from many fronts. Regulatory changes are focused on improving
food safety and security while retailers, led by Walmart, are demanding more sustainable
packaging, and consumer product companies are demanding innovation, speed to market and
improved shelf presence.
Of course, consumers want all of the above. But most importantly they are looking for value.
Some might look at these challenges and believe the packaging industry may be facing a crisis.
I’m more optimistic. I believe these challenges actually provide our industry with opportunities
unlike we’ve ever seen before.
Before I get into a discussion about the trends I see in packaging technology, I do want to talk a
little bit about my favorite subject – Sonoco.
If you’ve ever popped open a composite can of Pringles or grabbed a couple of Oreos from that
resealable package, washed your hair from an assortment of plastic bottles, or taken home an
appliance or consumer electronics … then you know Sonoco.
We were founded in Hartsville, S.C., 113 years ago. Today, we’re a $4.5 billion dollar global
packaging company with approximately 20,000 employees working in nearly 350 operations in
34 countries.
I’ll tell you right up front – we’re a unique packaging company. This graphic shows our diverse
mix of businesses, including our complete line of consumer packaging, display and packaging
supply chain services, paper and industrial packaging, and finally, our newest growth business –
protective packaging.
For the past several years, we’ve diversified Sonoco’s business mix.
Through acquisitions and new business development we’ve grown our consumer-focused
packaging and services businesses to account for approximately 54 percent of the Company’s
sales and 58 percent of operating profits.
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2. We’ve pursued this strategy because our consumer businesses tend to be more recession resistant
than our industrial-related businesses.
With the recent acquisition of Tegrant Holding Company, our new protective packaging segment
is expected to generate approximately $560 million in sales, which will represent about 11
percent of our net sales in 2012.
This new business is not only complementary to our existing consumer and industrial businesses,
but provides strong growth prospects in both domestic and international markets.
Our growing consumer-focused businesses are unique when compared to our packaging peers.
We are focused on providing packaging and retail services options for our customers versus only
supplying them with a single solution. Our businesses include:
1. Rigid paper and closures – which accounts for about 40 percent of our consumer-related sales and
where we are the global leader in composite cans;
2. Rigid plastics – which is our fastest growing consumer packaging business;
3. Flexible packaging – which accounts for 15 percent of consumer sales; and
4. Global packaging services – where we provide “one-stop” retail merchandising
solutions, including point-of-purchase displays, fulfillment and fee-based supply chain
management.
The cornerstone of our strategy has been to position ourselves as the industry’s only “total
solutions” provider for consumer packaging.
Our unique offering starts with innovative packaging designs selected from our complete line of
paper, plastic and film based packaging products.
Then, we are able to provide point-of-purchase displays, as well as supply chain services and
retail fulfillment.
And finally, we offer the industry’s most complete sustainability services.
Developing “intimacy” with our customers by better understanding their needs is the only way we
can create relationships that ensure we can grow as our customers grow.
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3. We have developed a “corporate customer” program, where we place “one face” of senior
account leadership before our seven largest customers.
We believe we can win more business by working in collaboration with these customers to grow
their brands.
Since starting this “corporate customer” program in 2005, we have grown sales at a compound
rate of about 5 percent to nearly $1.1 billion or about 25 percent of the Company’s total sales.
Consumer spending makes up about 70 percent of our GDP. The environment for consumer
staples has remained muted over the past year. Consumer consumption has grown about 1.4
percent and is below year-ago levels. Since the first half of 2011, consumer spending has been
decelerating due to higher food and fuel costs.
If you look at the retail data, consumer consumption has been soft, with volume down across the
top 25 consumable categories. From a cost perspective, the news is mixed.
Recent data indicates that consumer packaged goods costs increased by 4.4 percent year-to-date,
although year-over-year inflationary pressure is trending lower since peaking in the third quarter
of last year.
I personally believe that the pressure of inflation is subsiding and consumer spending may
actually grow in the second half of the year. Clearly, that would be a positive to consumer
products and packaging companies.
Longer term, it’s my opinion that there are three hard realities impacting economic growth in the
U.S. – (1) the depressed housing market, (2) excessive government borrowing and (3) lingering
high unemployment.
Housing starts are about 60 percent below their 2005 peak. While there are some indications of
recovery, most economists are forecasting painfully slow growth over the next several years.
Federal deficits as a percent of GDP are at the highest levels since World War II.
And, as we all know, unemployment is not rebounding as strongly when compared with the past
several recessions.
As a result, consumers’ spending habits are changing as they look for value in every purchase
they make.
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4. Our customers are reacting to this change by driving for innovative, less-expensive packaging
formats.
Retailers also are attacking shrinking consumer spending by rolling out more private-label
offerings and other retail-ready solutions.
In the face of this economic backdrop, we believe there are several market trends that will drive
packaging technology innovations.
These include:
1) Packaging format changes – By this I mean that consumers’ desire for new packaging is
driving material substitution.
2) Product safety and security - Much of this emphasis is being driven by new science, supply
chain problems and, in some cases – by emotions.
3) Sustainability - Depending upon your point of view this is either one of the most important or
least important trends in packaging today.
4) The clear bifurcation that is occurring in consumer spending due to economic pressures.
5) Continued desire for consumer convenience and, directly linked to that, is the impact our
aging population has on packaging.
6) Continued desire for improved packaging shelf presence.
7) The Internet changing consumer buying habits. No longer does the consumer have the
patience to go to a retail location and comparison shop. They can do that online. However,
this trend is changing requirements for both primary and secondary packaging as products are
shipped directly to the consumer.
8) Finally, all of these changes are driving more packaging customization and the way products
are merchandised.
Let’s take some time to explore each of these trends.
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5. Changing a packaging format is not really new. It’s why Dustin Hoffman was given advice as
“The Graduate” to look into “plastics.”
That said, packaging formats continue to change. I like to use our experience with powdered
infant formula (PIF) as a case study.
For decades, PIF was exclusively “canned” in metal cans. However, tinplate prices tend to
fluctuate and infant formula producers began looking at converting to paper-based composite
cans.
About five years ago, the majority of producers converted from metal to composites in North
America and parts of Europe.
But consumers started looking for new designs and shapes and plastic containers were introduced.
Next, as material science improved, flexible packaging began to move into the market.
Today, Sonoco is producing PIF containers using composite cans, plastic containers and flexible
packaging. Metal containers continue to have shelf presence, particularly in emerging markets.
But like North America, those consumers will also want new packaging formats and we expect to
be producing similar containers around the world.
Our experience with powdered infant formula has provided us with experience regarding issues
of product safety and security.
We could debate for hours whether Bisphenol A, or BPA, poses a health hazard in certain plastic
and metal containers. The FDA recently said no. But the State of Connecticut says yes. Who’s
right?
You know it really doesn’t matter. We believe that BPA will likely be phased-out of all food
packaging through time. Today, our customers are asking for BPA-free packaging and we’re
meeting those needs.
One thing is clear, regulatory scrutiny over food safety is increasing. The most recent case
involving lean finely textured beef and boneless beef trimmings is a case in point.
This product was given the unfortunate name of “pink slime” and that effectively killed the
product and a business without any scientific research or fact.
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6. That is why the work of the global food safety initiative is so important. This business-driven
initiative to improve food safety management systems throughout the supply chain is the only
defense against future “pink slime” episodes.
As for Sonoco, we’re focused on new packaging technologies that promote freshness and
extended shelf life.
For example, we are developing clear plastic packaging that minimizes light-induced oxidation
and oxidation inhibitors incorporated in flexible film and rigid plastic containers.
In addition to eating “safe” food, consumers are trying to improve their eating habits. According
to a recent survey, 87 percent of consumers are trying to eat healthier.
This is spurring products and packaging innovations to meet consumer trends. Portion-control
food packaging, including dosing for multi-serve products or dosing to deliver product freshness,
is a trend we are seeing in our thermoforming, rigid plastics and flexibles businesses.
This slide shows a few examples of packaged foods marketed for health and wellness in several
of our packaging formats.
In just a few years, sustainability has evolved from being a “bolt on” trend for responsible
companies to being integrated into everything we do at Sonoco.
To improve the sustainability of our packaging, we introduced a computerized design model that
takes interconnected design variables to improve functionality and reduce cost while minimizing
environmental impact. We call this system – design for the environment.
We view a sustainable package as having these key advantages over existing or other packaging,
including:
1) Source reduction;
2) Using more sustainable materials;
3) Utilizing production processes that use less energy, water or raw materials and finally;
4) We believe that any sustainable package must be verified through either a life-cycle analysis
or third-party certification.
Let me show you some new packaging that fits these criteria.
Here are two products that were launched within the past several months that have less material.
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7. Utilizing finite element analysis, we were able to redesign Wishbone’s salad dressing bottle and
eliminate resin weight by 20 percent. This met Unilever’s goal of obtaining a higher performance
container with less material.
Likewise, Kraft’s Planters Peanuts was looking for a more sustainable package to align with its
business strategies.
Utilizing our design for the environment program, our design and material specialists created a
light-weight, high-gloss plastic option that weighed 84 percent less than the original glass
container.
This reduction in packaging material led to a 25 percent reduction in the number of trucks
required to transport the product to market – thus providing savings in material use and in
transportation costs.
We continue to look at renewable feedstocks for plastic containers. It’s our opinion that
renewable materials should come from non-food sources, such as agricultural wastes.
In addition, for recyclability, we believe that alternative resins should act the same as fossil-fuel
based plastics so not to contaminate the recycling stream. A prime example is Coca Cola’s plant
bottle.
And finally, for compostable solutions, degradable bio-based plastics or repulpable all-recycled
content paper-based cans also offer good solutions.
Sonoco is one of only a few packaging companies in North America that has a fully integrated
business focused on recycling paper, plastic, metal and glass packaging.
In addition to providing recovered paper for our uncoated recycled paperboard mills, we have
successfully grown collections to nearly 2 million tons annually in North America. Much of this
recent growth has come from expanding our residential material recovery facilities (MRFs) in the
Southeast.
Late last year we developed new MRFs in Charleston, S.C. and in Onslow County in eastern
North Carolina. We also completed an acquisition of an existing MRF in Greenville, S.C.
Overall, we now serve all major metropolitan areas in North and South Carolina and over 150
municipalities throughout the Southeast.
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8. Our efforts in sustainability continue to be recognized. I’m proud to say that we were listed for
the third year in a row to the Dow Jones Sustainability World Index. We received the highest
ranking of any global packaging company and were honored with a gold class ranking by
Sustainability Asset Management, which assesses the nearly 2,500 companies participating in the
index ranking.
On the heels of that recognition, Sonoco was ranked as the top packaging company in
Newsweek’s 2011 Green Rankings.
And, I’m pleased to announce that we were selected last week as South Carolina’s most
sustainable company by Southeastern Corporate Sustainability rankings; and were recognized as
the top packaging company in Corporate Responsibility Magazine’s “100 Best Corporate
Citizens” for 2012.
We don’t go out of our way to receive these external recognitions. However, they confirm that
our actions and performance are at the highest level with our peers and with the best companies in
the world.
With median household incomes declining, there is a clear bifurcation occurring in consumer
spending.
Citigroup has developed an “hourglass” index which charts 25 high-end, name-brand products
and private-label products for discount merchandisers.
This hourglass index has shown sales growth of 57 percent since the end of 2009. This means
that high-end brands and private-label products are performing well.
It’s estimated that private-label unit sales in the United States have grown to approximately 22
percent of all products sold at retail, which represents about 19 percent of all retail sales.
However, I’ll remind you that this is only half the percent of private label product sales in
Europe.
Sonoco generated approximately $165 million in private-label packaging sales in 2011,
representing about 10 percent of our North American consumer packaging revenues.
This chart shows where we are producing private-label packaging. Composite cans are our largest
contributor with sales reaching approximately $100 million or 15 percent of our North American
can sales.
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9. One of our biggest success stories has been the conversion of several private-label coffee brands,
including Kroger, Mother Parkers, Reily Foods, Melitta USA and Pan American. Overall, we
increased coffee can unit volume by 35 percent in 2011.
The U.S. population continues to grow, age and diversify. No household type can be neatly
described anymore.
For instance, the standard married-with-children segment now accounts for only 22 percent of
households.
By 2015, baby boomers are forecast to own 60 percent of the nation’s wealth and account for 40
percent of spending.
With mature shoppers dominating retail spending, successful marketers cannot overlook
developing packaging features that attract and retain these important consumers.
That is why we are working on age-friendly packaging that has easy-open and reclose systems.
For instance, our precision die-cutting technology, which provides an easy open and reclose
feature for Nabisco cookies, has been successfully integrated into a cream cheese product in
Mexico.
We also have expanded use of this technology into confectionery products.
Traditionally, foil has been used as the barrier lidding to allow each piece of gum to be dispensed
by pushing the gum through the foil wall. Our solution has been to replace the foil with precision
die-cut plastic film which resulted in material cost savings and a 7 percent reduction in the weight
of the blister pack’s lidding.
We’re also testing this technology for a second generation steamer vent for microwavable frozen
foods.
As you are all aware, there is a never-ending need to develop packaging differentiation and shelf
impact due to increased competition for retail space.
In addition to new packaging innovations, we are spending more efforts researching shopper
interaction to better understand consumer preferences.
Because of our “total solutions” approach, we are able to improve shelf presence from several
directions. For example, in our flexible packaging business we have a global graphic design and
management capability along with flexographic plate and gravure engraving.
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10. As a result, we’re able to quickly test new visual and material solutions for our customers. For
instance, we were able to develop a metallic ink technology which uses a single layer of gold
pigment to give Jelly Belly brand candy packaging a smooth, mirror-like appearance.
Through our packaging services business we are also able to develop point-of-purchase displays
and then provide fulfillment of shelf-ready packaging to reduce operating costs.
Consumers are no longer loyal to a limited few retailers and are shopping different stores and
channels.
Recent estimates of U.S. retail spending found that online purchases grew to about $40 billion
last quarter, which was up 13 percent year over year.
This growth is presenting a need for different supply-chain friendly packaging solutions as more
products are shipped through e-retailers.
As a leader in protective packaging, we are able to provide not only primary packaging, but also
secondary packaging to preserve products, particularly those requiring temperature-assurance.
Our ThermoSafe cold chain solutions business is able to develop custom-engineered packaging to
safely transport medicines, vaccines, as well as food.
Our Greenbox thermal management system provides the pharmaceutical industry with a reusable
and recyclable temperature-controlled closed-loop distribution system.
As an example, Greenbox worked with Bristol-Myers Squibb to develop a cold chain logistics
system within its operations. The packaging (shown on the right) can be reused up to 20 times,
significantly reducing packaging costs.
Increased customization to meet the needs of diverse consumers is also driving companies to
become more flexible.
Lego is a prime example of a customer that we work with that is developing solutions for a
diverse global customer.
Shown here on the left is what we call “pickers” who work in our service centers in Strykow,
Poland.
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11. This employee is putting together components that were custom-ordered by a young consumer
over the Internet.
In addition, we recently put together a “total solution” for Lego for the launch of its new “Hero”
toy line.
Our flexible packaging team designed and produced the colorful flexible stand-up pouches you
see on the right. Then our fulfillment services team, operating for Lego in Monterrey, Mexico
and Poland, packaged this new product for distribution in North America and Europe.
Let me conclude with some final thoughts.
I believe that consumers in emerging markets will likely be the key to driving even more changes
in packaging innovation in the next five to 10 years.
As the food supply chain becomes increasingly global, there will be a much stronger requirement
for improved quality, security and safety of packaging.
The days of food being sold loose by street vendors is quickly evolving into packaged processed
food. In addition, cold chain improvements in these markets will also simulate the demand for
chilled and frozen foods.
All these trends provide challenges and opportunities for consumer packaging companies.
Opportunities that we believe will drive our growth in the future.
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