One of BillerudKorsnäs product areas includes production of sack and Kraft paper as well as, via partners, production of paper sacks primarily for usage in the cement and building materials sector. In the cement sector, QuickFill Clean paper sacks have significant advantages compared to traditional plastics and paper solutions. Thanks to the sacks’ high porosity and strength, these sacks can be filled and distributed without leakage of cement. Furthermore, the sacks are environmentally friendly as they are made of paper and are compostable.
BillerudKorsnäs has now won its’ first big customer in Vietnam – the country’s largest private cement producer VISSAI, and discussions are ongoing with the country’s largest cement producer, state owned VICEM. BillerudKorsnäs used a structured process to reach the result:
Mikael Strömbäck, Business Segment Director (Sack Solutions) at BillerudKorsnäs explains: ”It’s very important to understand what drives the market and to build relations with the right decision makers. We started with mapping the cement industry in Vietnam, then we met with the key players to get insights in what sacks that are used now and what incentives that exist to drive change. We then worked closely with VISSAI to conduct pilot tests of our products and showcase the significant advantages they have. After that it became natural for VISSAI to start a transition from plastic sacks to QuickFill Clean paper sacks. After a workshop where the result from the pilot tests was discussed, state owned VICEM also showed interest in BillerudKorsnäs’ products.
Mikael Strömbäck thinks it was valuable to work with Business Sweden to drive the processes in Vietnam: ” Business Sweden’s contacts and deep market insights have been critical to our success in Vietnam”.
Björn Savlid, Country Manager at Business Sweden in Vietnam says that it’s been very exciting to work with the project: ”Vietnam has big ambitions to become more environmentally friendly, but cost levels are also very important. Sweden and Swedish products have a good reputation in Vietnam since many years, and we are happy to see that the Vietnamese cement industry now has realized the advantages with BillerudKorsnäs’ innovative products.