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Industrial growth audit · Packaging
Packaging

We detect where your company is leaking growth.

We audit the 9 phases of the commercial engine of B2B packaging manufacturers using the ARENA 414 methodology. In 15 minutes, receive a preliminary diagnosis and a first signal on your main growth leak.

Preliminary diagnosis at no cost → Industrial growth audit
15 questions Result in 15 minutes No cost
379
Manufacturers audited
12
Industrial sectors
9
Phases of the commercial engine
20
Detectable archetypes
The ARENA 414 model

Your commercial engine has three zones.
Growth leaks in one of them.

Industrial growth does not leak at random. ARENA 414 orders it across 9 phases and 3 zones: before, during and after conversion. BARRO audits all 9 to locate where the growth leaks are — in packaging, between brand owner and procurement.

BEFORE ZONE · 4 phases

Build judgement with the brand owner.

F1. From ghost to visible
F2. When the pain stings
F3. Owner of the category
F4. When the project calls

Exist on the packaging lead's shortlist before the RFP. Put a name to the technical problem (monomaterial, ecodesign, SUP). Be a serious default option. Enter when the category is being renewed.

44%
of the impact
on the Score
CONVERSION ZONE · 1 phase

Close a healthy and executable yes.

F5. The battle of the yes

The moment when what was built before is confirmed or lost. If the yes is poorly closed (MOQ under pressure, impossible lead time), everything that follows gets complicated.

14%
of the impact
on the Score
AFTER ZONE · 4 phases

Capture SKU inside a key account.

F6. The moment of truth
F7. From option to habit
F8. The expansion machine
F9. Evangelisation

Technical validation in the brand owner's plant without incidents. Awarded SKU as key account with annual renewal. New references on variants and redesigns. Brand owner who specifies you again.

42%
of the impact
on the Score

A model in three layers of depth.

First, a no-cost preliminary diagnosis identifies the main leak signal in 15 minutes. Then, a 7-week Full ARENA Audit contrasts the diagnosis with management interviews, internal documentation, operational evidence and specialist auditors. Finally, the continuous audit turns the analysis into monthly governance: own platform, recurring opinion, dedicated auditor and growth plans.

Level 1 · First Reading
Score ARENA Express
15 minutes · Preliminary Diagnosis
  • Main growth leak signal identified
  • 15 questions calibrated by sector and revenue band
  • No integrations or prior documentation
  • Preliminary ARENA Score 0–100
  • Indicative structural archetype
Preliminary reading at no cost →
Level 2 · Growth Audit
ARENA 414 Audit
7 weeks · Specialist audit team
  • Three leaks validated with figures and closing plan
  • Full review of all 9 ARENA 414 phases
  • Interviews with management, sales, marketing and operations
  • External voices: clients, former clients and lost opportunities
  • Cross-referenced with CRM, GA4 and key internal sources
  • ARENA Score validated and signed by the audit team
  • Comparison against 379-manufacturer benchmark
  • Main restriction confirmed with documented evidence
  • 6-month roadmap with owners and timelines
Request a meeting →
Level 3 · Continuous Governance
Growth Governance

A monthly system to govern growth with the BARRO audit team working permanently alongside management and internal teams. Each month the Score is updated, a signed opinion is issued and active leaks, real progress, setbacks and pending decisions are reviewed.

The work converts each leak into an execution agenda: what needs correcting, who must do it, with what priority, what capability is missing and what evidence will demonstrate the gap is closing. When the company needs external support, BARRO activates, coordinates and supervises specialist partners to ensure the solution is executed with rigour.

The BARRO HUB platform supports the monitoring with monthly Score, sector benchmark, Client Voice, What If scenarios and a live roadmap. It is not a one-off recommendation or a recurring report: it is a governance cadence to measure, correct and accelerate growth every month.

Learn about CONTINUOUS GOVERNANCE →

How the Score ARENA Express works.

A first reading to orient growth priorities. In under 15 minutes, ARENA 414 calibrates responses by sector and revenue band to identify a first leak signal — no integrations, no meetings, no commitment.

01

Access the online questionnaire

No prior registration. Enter the company, select sector and revenue band, and start the 15 questions.

02

Responses calibrated by sector

Each answer feeds the ARENA 414 engine, calibrated by sector and revenue band. The system applies the same analytical framework as the Full Audit, in preliminary form.

03

Analysis and leak detection

The engine processes the answers against the ARENA model and generates scores per phase. It identifies the main leak, the structural archetype and the maturity level of the growth system.

04

Result in under 15 minutes

You receive your ARENA Score, the detected archetype and the main leak with a permanent URL. If it makes sense to continue, we propose the signed Full Audit with the 3 leaks and closing plan.

The ARENA 414 system.

ARENA 414 is BARRO's proprietary framework for auditing and governing industrial growth. It structures the commercial engine of B2B manufacturers across 9 phases in 3 zones, under a 4-1-4 logic: four phases before conversion, one conversion phase and four subsequent phases. It evaluates 45 sub-dimensions, identifies 20 leak archetypes and connects the diagnosis with over 700 prescriptive actions, calibrated against 379 manufacturers in 12 sectors. Each phase has its own scoring, sector threshold and specific battery of actions — in packaging, calibrated to the brand owner and SKU capture.

4-1-4
Structure of the model
45
Sub-dimensions evaluated
700+
Prescriptive actions
7
Interviews in full audit
Audited cases

Three CEOs who went from operating blind to operating with a monthly opinion.

Case 01 · Anonymised

Recovered share in FMCG key accounts after detecting late entry into the technical brief.

RFP inclusion+29%
Average closing discount−14%
Co-development accounts+31%
Timeframe22 months
Case 02 · Anonymised

Reduced unrewarded pre-sales hours and lifted the validation rate on recyclable monomaterial.

Validation rate+21%
Unrewarded pre-sales hours−26%
Orders ahead of redesign+13%
Timeframe15 months
Case 03 · Anonymised

Captured range inside the same key account and lifted annual SKU renewal.

Annual SKU renewal+36%
Key account churn−27%
Range cross-sell+24%
Timeframe18 months
For whom

Industry only.

BARRO is designed for B2B industrial manufacturers between 5 and 80 million euros. Only companies where growth depends on technical sales, industrial cycles and productive capacity.

01Automation and roboticsScope creep in integration projects: margin can drift from 47% initial to 18% final. 02Electrical material and constructionThe buyer often reaches the first meeting with much of the decision already made. 03Logistics and transportThe handoff between sales and operations often becomes the bottleneck blocking repeat business. 04Public works and miningThe tender is the finish line, not the start: the opportunity may be decided during engineering. 05HVAC and climate controlAftermarket often emerges as a second business: a margin engine many manufacturers fail to capture. 06Metal industryBids can be lost before price even comes up. Win rate often drops to ~20% without prior diagnosis. 07Plastic industrySilent churn: deterioration can accumulate for months before showing up in the report.
08PackagingMediocre technical content can weigh more than publishing nothing. Authority is often decided on the manufacturer's website.
09AgroindustrySmall retention points can be worth far more than large acquisition campaigns. The leak appears in repeat business, not new sales. 10Automotive and aviation componentsExtensive buying committee: the internal sponsor may decide before the technical evaluator. 11Windows and enclosuresA poor delivery can cost the next contract. After-sales acts as the new pre-sales. 12Food industryClosing discounts can cost several times more in EBIT than negotiating a non-price term.

Why BARRO and not a consultancy, an agency or a dashboard.

Consultancies leave with the PowerPoint.

They run a one-off project, present to the board, get paid and disappear. Two years later the problem is still there with no verification of whether the recommendations were executed.

Agencies optimise levers. Not the whole system.

They optimise digital campaigns, set up a CRM, build a new site. In packaging, no one audits from outside the presence with the brand owner, the entry into the technical brief, or the range capture inside a key account.

Dashboards give data without diagnosis.

Knowing the data is not knowing what to do with it. BARRO signs a monthly opinion with human interpretation by a senior auditor, not just another radar with metrics without reading.

What is worth clarifying before moving forward

How is the sustainability and ecodesign proposition measured as a commercial lever?
Three combined metrics: rate of RFPs in which the brand enters as a recyclable monomaterial proposition rather than a price-only response, ratio of active SKUs with FSC/PEFC/EU Ecolabel certification over the total catalogue, and weight of the recyclability argument in the award rationale according to the brand owner's voice. Phase 2 evaluates whether the sustainability pain is activated in the commercial discourse or still treated as regulatory obligation. The difference shows up in margin, not in volume.
How is retailer private label pressure managed without conceding structural margin?
Phase 5 audits the close. When retail pushes private label references with high MOQ and a closed price, the risk is not losing the deal; it is signing with an MOQ and a lead time that poison the after zone. The opinion identifies whether the sales team is confusing volume with key account, and prescribes actions to reposition the negotiation: value-added range, category exclusivity, price review windows indexed to raw materials.
How is the transition to monomaterial handled when the client still asks for multilayer?
By auditing phase 3 (category authority) with brand owners. The transition to monomaterial is a 12–24-month process per account and requires building criteria before the client opens the next brief. The opinion identifies whether the brand appears in the ecodesign conversation as a reference or as a follower, and whether the plant has demonstrable capacity to produce monomaterial without falling into the usual issues of barrier, sealability and real recyclability.
How does the commercial engine prepare for SUP regulation and the European Green Deal?
SUP regulation, the PPWR (Packaging and Packaging Waste Regulation) and the Green Deal are not a risk; they are a capture window. Phase 1 (editorial presence) and phase 2 (pain activation) are calibrated so that the brand is recalled when the brand owner's packaging lead begins preparing the compliance roadmap. If the company is on the shortlist at that moment, it enters the technical brief with an advantage. If it appears later, it competes on price.
Why does validating a new account take 6–12 months and how is it accelerated?
The brand owner validation cycle combines barrier, seal and migration tests, certification, packaging line validation and regulatory approval. It cannot be accelerated by skipping phases; it is accelerated by entering earlier. The typical leak is not in validation, it is in phase 4: the brand reaches the technical brief with the shortlist already closed by two competitors that entered six months earlier. The continuous audit measures how many briefs are received in open phase versus closed phase.
How is a new account captured inside a category that looks saturated?
Saturated categories produce new accounts every year for three reasons: brand identity redesign, variant launch, and the entry of a brand owner competitor that forces portfolio repositioning. Phase 3 audits whether the brand appears in any of those moments. Phase 8 audits whether, once inside an account, the company is capturing range or remains stuck on a single SKU. Range capture is the most profitable growth mechanic in the sector and the most under-exploited.
What weight does the opinion carry with a board, a bank or a potential acquirer?
The opinion is signed by the assigned senior auditor and backed by the ARENA 414 methodology. It serves as an independent document for board meetings, financing processes and data rooms in sale transactions. In packaging, where sector consolidation is active and the strategic acquirer examines the key account portfolio and dependence on the top 5–10 before setting a multiple, having continuous traceability across 12–24 months has direct impact on valuation when due diligence arrives.
Start with your Score Express

Fifteen questions. Fifteen minutes.
No cost.
And you will have your main leak detected.

It is the fastest and most honest way to know where your commercial engine is leaking growth. If afterwards the full audit with the 3 leaks and closing plan makes sense, we talk. If not, you keep a useful Score.

Preliminary diagnosis at no cost. Industrial growth audit
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