Growth
Engineering solutions
How Larry Lanham grew Polymer Packaging Inc. by expanding the company’s reach
By Matt McClellan
Smart Business Akron/Canton | May 2007
Within every problem lies an opportunity. That’s the adage Larry Lanham keeps in mind so Polymer Packaging Inc. can stay ahead of
the competition.
“In this day and age where quality, service and price are almost a given — without which you’re probably not in business — sometimes how
you handle problems is what separates you from your competition,” he says. “Accepting this makes it easy to address problems as a challenge
to turn every problem into an opportunity and at the very least shine in the eyes of your customer.”
In fact, the North Canton-based flexible packaging company has several policies in place to ensure top-notch customer service. One is
the “It takes two to say no” policy, which means before any representative of the company says “no” to a customer about anything, he
or she must also have a “no” answer from a supervisor as well. Polymer Packaging strives to say yes on every occasion.
Providing superior customer service is very important, and Lanham says the company spends a lot of time recruiting employees who can provide it. PPI’s strategy is to play to each team members’ strengths. They work diligently to hire self-motivated individuals who will want to take
responsibility for their area of accountability. Then it’s a matter of fitting the right person in the right role.
“We don’t focus on ‘fixing’ what are perceived as individuals’ weaknesses, rather we focus on putting them in situations where they do what
they do best, and consequently enjoy doing, every day,” he says.
The time spent on recruiting and training shows that Lanham considers people to be his most valuable asset — specifically, the right
people. To maximize success, he hires self-motivated individuals and then empowers them to make decisions. He says mining solutions
from the closest employees to any given issue has benefited the company greatly.
PPI prides itself on being a local company with a national presence. Lanham, the founder, president and CEO of PPI, has grown the company from a one-man operation in 1986 to a 100-person operation with offices in nine states.
In 2006, PPI added 20 new employees and grew its revenue by more than 20 percent to about $50 million. The company is on track with
its plan to reach $100 million by 2010, Lanham says.
His growth strategy is based on branching out to do more for PPI’s customers. While most companies might focus on their core business and
consolidate toward being fewer things to fewer people, Lanham says that in today’s dynamic and ever-changing marketplace, PPI is trying to
be as many things to as many people as it can.
“I don’t want Polymer Packaging to be simply and solely known as a quality manufacturer of polyethylene flexible packaging materials,” he says. “Not at all. I want our customers to view PPI as their solutions provider to the multitude of flexible packaging challenges
existing in today’s demanding markets.”
To that end, many of the company’s employees are dubbed “Solutioneers” because of their capability to find solutions for new problems as
they arise.
Growth doesn’t come without expanded facilities, and PPI had plenty of that in 2006. The company spent more than $23 million in capital
investments, including the purchase of an 80,000-square-foot facility in Massillon and the construction of 14,000 square feet of office space.
Lanham expects more growth for PPI in the future, as the company delves into its three-phase, five-year plan. The plan calls for two building
expansions and substantial capital investments, and will create a significant amount of new jobs in Stark County.
He also plans to grow the company without compromising the core values that have sustained the company through its first 21 years
of business.
A large banner proclaiming “Whatever it takes” hangs from the rafters at PPI’s manufacturing facility. Lanham encourages his team to go that
extra mile, because it can make all the difference to a customer.
“Identify your competitive edge and never be less than 2 percent better in every way over your competition,” he says. “Being twice as good
may be unachievable but being 2 percent better is typically within reach and all that is normally needed to win.”
HOW TO REACH: Polymer Packaging Inc., (330) 649-6000 or www.polymerpkg.com
