As Australia’s leading honeycomb cardboard manufacturer, Lite Corp has been supplying manufacturing businesses with sustainable alternatives to styrene and timber packaging since 2015. The company’s home-grown solution for advanced, protective packaging helps to prevent damage occurring to sensitive freight.
Standing out can be tough for this family business, even with its distinct offering, as it operates in an industry dominated by major players. “We don’t always have the same resources as our competitors, so we rely on networking and PR to break through,” explains Lite Corp Business Development Manager Jonathan Baker.
This is why working with ICN NSW has been beneficial. “ICN has been instrumental in making introductions to several key manufacturers across the eastern seaboard, which is where we predominantly supply to,” says Jonathan. “They have advised us about companies but also facilitated direct introductions, which has given us credibility when speaking to the end user.”
Having someone from ICN NSW introduce Lite Corp’s sustainable packaging material solution to a potential client makes a difference when reaching out independently and has helped Lite Corp to secure contracts.
One example is GPC Electronics, another ICN NSW member business that is based in Jamiesontown, near Penrith. David Norris, who is ICN NSW’s Regional Manager for the Central West, was in touch with both businesses and realised one could help the other because the products Lite Corp produces are relevant to GPC’s needs.
In this case, the supply arrangement did not come from a work package on ICN Gateway, but from a direct introduction. “GPC Electronics is a high spec, high requirement manufacturer. ICN NSW made the introduction and I followed up. As a result of that, we supplied several packaging orders. Having a name like GPC on our books is powerful for us to reach out to other companies,” says Jonathan.
Staying in touch
The benefit of ICN NSW comes from ongoing personal relationships and a proactive approach to the facilitation of new business connections.
Jonathan catches up regularly with David and has noticed how direct personal introductions can make a difference when it comes to acquiring new contracts, as opposed to submitting an EOI and waiting a long time for feedback.
David has personally visited Lite Corp and dedicated time on-site. Additionally, he contacts them by phone a few times each month to explore potential opportunities. He was also able to catch up with Jonathon at the recent Australian Manufacturing Week event in Sydney, where Lite Corp had a display on the NSW Government stand.
For a small business that only has a set amount of time to focus on customer outreach, having a connection with ICN NSW can make a big difference in building relationships.
As Jonathan explains, “I definitely recommend people get in touch with ICN. They have been a great resource and a great help for us, especially when it comes to introducing us to like-minded businesses. They seem to be everywhere and I applaud them for their willingness and diligence. It’s quite refreshing.”
While the Lite Corp team is highly mobile and will “go to the ends of the earth” when it comes to outreach and follow up, ICN NSW provides a direct line to new clients, helping by sharing opportunities and fast-tracking connections.
More about Lite Corp
Lite Corp is the leading honeycomb cardboard manufacturer and supplier in Australia.
Whether the required application is in the printing, packaging, display, warehousing, freight or construction industries, Lite Corp has a cost-effective and customisable honeycomb cardboard solution that is strong, lightweight, environmentally friendly and 100% recyclable.
Its passion for innovation and designing environmentally sustainable solutions across a broad range of industries has laid the foundation for its success. It is a proud Australian manufacturer and always seeking new partnerships with other driven and environmentally conscious organisations.
