An interview with Sylwia Stępień-Angerman, Business Development Manager at Aerosol Service.

The PLMA trade show in Amsterdam is coming up—a very practical, business-focused event. In your opinion, how does it differ from other trade shows, and what’s the best way to prepare for these kinds of meetings?

PLMA is a trade show focused primarily on the private-label business, but our many years of experience show that it is also attended by companies developing their own brands and seeking manufacturing partners.

On the one hand, it’s a great opportunity to meet with current business partners, and on the other, to build relationships with new clients.

PLMA is a massive networking event, so whether we’re talking to existing customers or new companies, the preparation of our sales team and support departments is always very thorough and based on experience. Our years of participation in the trade show help us conduct conversations more effectively and better understand the needs of our various customers.

We can offer a full range of manufacturing capabilities—from formulation development and packaging selection, through technical and quality control, to operational and logistical support. For many customers, it is important that they can manage the entire product development and implementation process with a single partner.

Clients visiting PLMA often already have specific needs. What does the initial conversation look like when there’s such a “ready-made brief,” and what factors determine whether a project ends up with AS?

The first conversation is primarily aboutgaining the best possible understanding of the client’s needs—both in terms of the product or service itself and any additional expectations, the scale of the potential business, and the timeline.

This allows us to assess whether both parties are on the same page regarding further discussions and the development of a concrete plan for cooperation. Even at this stage, it is also important to evaluate technological capabilities, implementation timelines, and the potential for further development of the project or business.

In the contract manufacturing industry, there’s a lot of talk these days about partnership. What, in practice, makes a relationship with a client last for years rather than end after a single project?

Above all, it is a matter of corporate strategy, and at AS, our strategy is clear: we focus on long-term partnerships with our clients, based on mutual understanding, trust, and a responsible approach to the projects we undertake.

In practice, this means flexibility, effective communication, and the ability to adapt to changing market conditions. Ultimately, this results in projects completed on time and a stable working relationship.

People are key here—a team that can effectively coordinate processes, take responsibility for fulfilling commitments, and collaborate across departments. In contract manufacturing, technology alone is not enough—organizational predictability and the quality of collaboration are just as important.

How can you build trust and relationships when you’re facing significant cost and time pressures?

As mentioned above, the team, its commitment, and its ability to respond quickly are of paramount importance. The current market situation is highly volatile and further complicated by geopolitical uncertainty, which affects both costs and the availability of raw materials, as well as delivery times.

Our recent investments in process automation and modern production lines have been a great help to us, as they allow us to limit the rise in operating costs while maintaining a high level of production flexibility.

A strong team responsible for the supply chain and the diversification of supply sources is an added advantage. In practice, this means greater stability in project execution and a faster response to changes in the market and among suppliers.

Quick decision-making and efficient problem-solving help build customer trust.

Aerosol Service regularly wins awards for innovation—such as the PURO award this year (at ADF in Paris and during Cosmoprof in Bologna). In your opinion, do customers actually pay attention to this, or is it all just “hard business”?

This is certainly an added value and a feature that customers recognize. Customers want to stand out, which is why they are eager to consider new, innovative solutions—provided, of course, that the business operates at an appropriate scale. Today, innovation increasingly refers not only to the product itself, but also to process efficiency, environmental considerations, and user safety.

If you had to list the key advantages of Aerosol Service over other contract manufacturers in a few points, what would they be?

Technological diversity and a state-of-the-art machine park, flexibility and quick decision-making, competitive pricing, team commitment, and innovative and customized solutions.

Another major advantage is our ability to manage projects from start to finish—from the formulation and selection of components through to production, logistics, and operational support.

And when a customer asks point-blank, “Why Aerosol Service?”—what’s your answer?

“Why not? :-)”

But seriously—the trust our current clients have placed in us, our ever-growing partnership, and the recommendations and referrals we receive are the best proof that AS is a stable and responsible business partner.

It’s about building a business together based on understanding, commitment, and integrity. In both life and business, it pays to act with integrity—even if it isn’t always the easiest path. Long-term relationships are built above all on consistency, transparency, and accountability for the decisions we make.

There are many products manufactured by Aerosol Service on store shelves, but you often can’t talk about them publicly. What’s the reason for this confidentiality, and how does it affect the company’s brand-building efforts?

That is what contract manufacturing is all about—confidentiality clauses are standard in commercial contracts, and we take them very seriously and consistently adhere to them.

Our clients entrust us with the development and production of their brands, which is why trust and business security are of fundamental importance to us.

Our work and the quality of our collaboration lead to further business growth, new projects, and referrals. In this industry, reputation is built primarily on the quality of our work and the stability of our partnerships.

Do clients ever find themselves surprised by the scale of your operations precisely because most of your projects remain "out of sight"?

I think that what is even more surprising than the sheer scale of our operations is the technological diversity and the breadth of our expertise.

Despite our name, “Aerosol Service,” we don’t just manufacture aerosols; we also offer a range of other products, including bottles with various closures, jars, tubes, and custom solutions. Our in-house production of aluminum packaging provides us with greater process consistency and helps shorten the supply chain, which is highly valued by discerning customers.

We handle projects ranging from cosmetics to household cleaning products, from small 5-ml containers to 10-liter products—and that’s not our limit. For many clients, it’s also important that we can combine production flexibility with a comprehensive approach to product development.

When negotiating with retail chains, speed is often a key factor. What does your decision-making process look like, and is that one of your competitive advantages?

Today, time and the speed of decision-making matter more than ever. At the same time, such decisions must be based on actual operational capabilities, not merely on statements.

That is why we act quickly, while at the same time clearly communicating any potential risks or limitations. This helps us build transparent, partnership-based relationships with our clients.

Of course, there are situations that require a high degree of organizational flexibility and a non-standard approach. In such moments, the team’s experience, effective communication between departments, and efficient decision-making processes are crucial. This often makes it possible to complete projects within very tight deadlines.

What changes in customer inquiries do you see most often these days?

Recently, we have been receiving many inquiries from large-scale and complex businesses that require a holistic approach and a significant amount of work right from the start.

On the other hand, some customers expect ready-made, “off-the-shelf” solutions with an emphasis on sustainability—solutions that can not only be quickly priced but also efficiently implemented.

The topic of interpersonal relationships comes up frequently in the posts on our blog. How important is the “human factor” in your day-to-day work?

As I’ve mentioned several times before, people and the team are crucial—both in my day-to-day work and to the company’s overall performance.

Automation, standardization, and the use of artificial intelligence certainly help, but without people and human interaction, it’s all for naught.

Contract manufacturing requires excellent interdepartmental cooperation, rapid information exchange, and mutual trust. Technology alone cannot replace these elements.

Finally, what would you say to companies that are planning to visit PLMA but aren’t yet familiar with Aerosol Service?

If you’d like to speak with people who take a responsible and practical approach to business partnerships, and you’re looking for an expert approach to contract manufacturing, we invite you to meet with us at the PLMA trade show.

This is a good opportunity to discuss not only the product itself, but also technological possibilities, new trends, and long-term cooperation.

We look forward to seeing you at our booth,12.E55.