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03 · Current customers: what is public, what the owner must supply

Drafted 22 September 2026 from public web sources only (search snippets; the company's own site, LinkedIn and trade-data hosts could not be opened from this environment). Every statement carries its source. No customer name appears in this chapter because none is public. The example rows in section 4 are fictional placeholders. The owner should correct anything that is wrong.

Özet (TR) Kamuya açık kaynaklarda Halaman'ın hiçbir müşterisinin adı geçmiyor. 135 arama, dört açı (kendi siteleri, sosyal medya, basın ve tedarikçiler, alıcı tarafı ve ticaret verisi) ve yaklaşık 180 marka adıyla yapılan eşleşme testleri sıfır isim verdi. Kamu kaydının söylediği: Halaman "büyük grupların ve markaların nominasyonlu küresel tedarikçisi"; Dünya Bankası blogu "Avrupa'nın en tanınmış bazı markaları için ambalaj basan aile şirketi" diyor; KAMA "başta tekstil ve kozmetik olmak üzere büyük uluslararası markalar" yazıyor; DQS belge kapsamı gıda, ev kimyasalı, kozmetik, ilaç ve tekstil sektörlerini sayıyor. Müşterilerin yaklaşık %70'i sertifika soruyor; ihracat Fransa, İtalya, Birleşik Krallık, Almanya, Slovakya ve toplam 30'dan fazla ülkeye gidiyor. Slovakya'nın nedeni kamuya açık verilerle açıklanamıyor. Referanslar sayfası bir logo duvarı ve arama motorları onu dizinlemiyor. Bu yüzden müşteri tabanının gerçek yapısı (yoğunlaşma, sektör, ülke, ürün, kazanım kanalı) yalnızca sahibinin listesiyle görülebilir. İstenen: ilk 20-30 müşteri için 12 sütunlu bir tablo, data/customers_owner.csv olarak kaydedilecek. Kişi adı, e-posta veya telefon istenmiyor; yalnızca şirket düzeyinde bilgi. Liste ile yapılacaklar: ilk 10 müşterinin ciro payı, sektör ve ülke karışımı, ürün karışımı, kazanım kanalı; ardından ideal müşteri profili (ICP) puanlayıcısının ağırlıkları gerçek müşterilere göre yeniden ayarlanacak ve benzer firma (lookalike) aramaları kurulacak. Veri koruma: liste özel depoda kalır, puanlama betiği internete çıkmaz, kişisel veri içeren sütun yoktur; KVKK ve GDPR notu 6. bölümde.

Update, 22 September 2026, after this chapter was drafted. The references page was read directly by the owner's family with a browsing tool (the page is not indexed by search engines and could not be fetched from the research environment). It shows twelve customer logos: Lacoste, United Colors of Benetton, Etam, Burger King, Salomon, Under Armour, H&M, Hugo Boss, Tesco, Monoprix, Boots and Le Bourget Paris 1924, under the words "Here are some of our references. For more detailed reference information please contact us." These are claims by Halaman (logo only, no dates or products), recorded in data/halaman_customer_candidates.csv and research/owner-supplied-page-extraction.md.

What the twelve say: eight are apparel, lingerie, hosiery or sportswear brands (Lacoste, Benetton, Etam, Salomon, Under Armour, H&M, Hugo Boss, Le Bourget), three are retailers with own-brand clothing or beauty (Tesco, Monoprix, Boots), one is quick-service food (Burger King, which fits the BRC/BRCGS food-contact certificate). Five of twelve are French, which explains France leading the export list; the UK (Tesco, Boots), Sweden (H&M), Italy (Benetton) and Germany (Hugo Boss) follow. No Turkish brand is shown. The sections below, written before this update, remain valid for method; read "no name found by search" as "no name findable by search".

1. What the public record shows

1.1 Every public statement about Halaman's client base

# Statement (quoted from the snippet) Source Date What it tells us
1 "the global nominated supplier of large groups and brands" https://www.halaman.com/printing-house/history undated page, read 2026-09-22 Customers are brands and groups that nominate suppliers
2 "innovative solutions for textile, cosmetic, and specialty brands worldwide" https://halaman.com/ read 2026-09-22 Sector order: textile first
3 "presents bespoke packaging concepts for clients in cosmetics, food, nutraceutical, and luxury sectors" (engine paraphrase) https://www.halaman.com/ read 2026-09-22 Second sector group
4 "innovative packaging solutions for textile, cosmetic, and private brands" https://www.halaman.com/tr (home) read 2026-09-22 "Private brands" = retailer own labels
5 "About 70% of Halaman's customers inquire about various certifications." https://www.halaman.com/de/blog-nachrichten/importance-of-certifications.html undated blog Audit-driven buyers
6 "Halaman carries out its clients' message to the world by adding value to their products." https://www.halaman.com/printing-house/references read 2026-09-22 References page exists; logo wall not indexed
7 "welcomed clients and business partners ... textile, cosmetic, food and other products" (All4Pack Paris stand) https://www.halaman.com/blog-news/thank-you-for-visiting-our-stand.html 2019-01-08 Fairs are a client-contact channel
8 Cosmopack Bologna 2025 booth: "luxury cosmetic packaging with premium embellishment techniques"; 2026 stand in Hall 20 "to meet inspiring brands" https://www.halaman.com/blog-news/halaman-at-cosmopack-bologna-2025.html ; https://www.halaman.com/tr/tag/cosmopack-tr 2025-03; post 2026-04-07 Cosmetics is actively prospected in Italy
9 FachPack 2025 (Nuremberg) presence via the GmbH; "Future of Sustainable Paper" video https://www.halaman.com/blog-news/halaman-at-fachpack-2025.html ; https://www.youtube.com/watch?v=2m4DzM6GZ28 fair 2025-09-23/25; blog 2025-10-09 German-market prospecting
10 "Halaman Printing and Packaging, which exports to over 30 countries, attracted the attention of global institutions like the World Bank." https://www.halaman.com/de/blog-nachrichten/weltbank-besuch-bei-halaman.html 2025-07-06 Wider export base than the five named countries
11 "a family-owned printer of packaging for some of Europe's best-known brands" https://blogs.worldbank.org/en/voices/guarantees-empower-the-private-sector-to-finance-development-in-turkiye 2025 Third-party confirmation of brand customers, no names
12 "produces folding cartons of all kinds, product hangers, banderoles and special packaging for major international brands, particularly in the textile and cosmetics sectors" (KAMA, quoting CEO Barlas Yılmaz) https://www.kama.info/en/company/news/top-packaging-for-brands/ 2025 Products by sector
13 "specializes today especially in the manufacture of textile, cosmetic and specialty packaging for many international brands"; GmbH "established in Germany in 2018 ... to meet the needs of European customers" https://www.fachpack.de/en/exhibitors/halaman-packaging-gmbh-2414752 2025 Hamburg office serves EU customers
14 DQS certificate scope: "primary and secondary packaging for food, household chemical, cosmetics, pharmaceutical and textile products" https://www.dqsglobal.com/intl/customer-database/halaman-matbaacilik-ve-ambalaj-san.a.s undated, read 2026-09-22 Five audited sectors
15 "specialized in manufacturing textile, cosmetic, food and specialty packagings for international brands ... exports the majority of its products primarily to France, Italy, United Kingdom, Germany, Slovakia and other European countries" https://tr.linkedin.com/company/halaman-printing-and-packaging read 2026-09-22 The only named export list
16 "producing printing and packaging solutions for many domestic and foreign customer groups for over 35 years ... textile, cosmetics, food, and pharmaceutical sectors" https://www.kariyer.net/firma-profil/halaman-matbaacilik-ve-ambalaj-san-a-s-35012-27487 job ad 2024-05-14 Domestic customers exist too
17 "conducting its operations primarily through export" with about 130 employees https://www.matbaahaber.com/2016/04/01/basim-sektoru-bir-degerini-daha-kaybetti-cemal-halaman/ 2016-04-01 Export focus is at least ten years old
18 "customers can individually select the climate protection project" (climate-neutral printing since March 2012) https://www.pressebox.de/pressemitteilung/climatepartner-deutschland-gmbh/Als-erstes-tuerkisches-Druck-und-Verpackungsunternehmen-bietet-Halaman-Printing-and-Packaging-Ltd-klimaneutralen-Druck-an-in-Zusammenarbeit-mit-ClimatePartner/boxid/490452 2012 Sustainability is customer-facing
19 HP Indigo 35K "serves as a demo and reference center for international customers at Halaman Printing's Future Zone" (engine paraphrase) https://tr.linkedin.com/in/ozgur-halaman-64003911 2026 Customers visit the plant

Named organisations that do appear next to Halaman are not customers: World Bank Group / MIGA and Türk Eximbank (finance), Matset, HP Indigo, Scodix, KAMA, Heidelberg, Billerud and ClimatePartner (suppliers), AHK Türkiye (membership). See research/customers.md section 7.

1.2 How the search was done, so nobody repeats it

Consolidated run of 2026-09-22 (research/customers.md, 135 WebSearch queries in EN, TR and DE; WebFetch blocked for every relevant host). Earlier partial runs added 22 executed queries before the shared search budget ran out (customers-own-web.md: 14; customers-social.md: 8; press and buyer-side runs: 0 executed, 26 GitHub code searches).

Angle Queries What was covered Result
1. Halaman's own web 26 halaman.com (EN/TR/DE), luxurypackagings.com, references page, blog tags, YouTube, TikTok, archive.org Generic wording only; logo wall not indexed
2. Social media and people 20 LinkedIn company and staff, Matset posts, Instagram, Facebook, X, Behance, Slovak profile Machine and recruiting posts; no brand tags
3. Press and suppliers 36 KAMA, Matbaa Haber (incl. e-dergi PDFs), HP, Scodix, Heidelberg, board mills, ClimatePartner, awards, DE trade press, registries Machines, finance, generic client wording
4. Buyer side and trade data 53 Volza, Eximpedia, Panjiva, Open Supply Hub, Sedex, BRCGS, FSC, brand supplier lists, Kompass, Slovak/Czech registers, 22 brand co-occurrence batches (about 180 names) plus one Slovak-buyer batch No consignee, no supplier-list entry, no co-mention

Result: zero named customers. data/halaman_customer_candidates.csv holds only its header row, by design. Every brand tested is "refuted (no public evidence)", which proves absence of public evidence only, not absence of a relationship. Public search will not yield names; the owner's list (section 3) or a browser view of the references page is the only route.

1.3 The Slovakia question

Slovakia is the odd entry in the export list (statement 15). Evidence chain, all from research/customers.md section 6:

2. What this implies

Brand-nominated and audit-driven. "Nominated supplier" means the brand or retailer pre-approves the packaging converter and instructs its garment or filling factories to buy from it (research/market-textile.md section 3.1). Halaman's own wording (statement 1), the "70% ask about certifications" figure (statement 5) and the five-sector DQS scope (statement 14) fit that model: the buyer is often a brand's packaging or sourcing team, the invoice often goes to a factory, and the audit (FSC, BRC, brand code of conduct) is the entry ticket. Revenue per nomination can be large and long-lived, but the nomination can also be lost in one sourcing review.

Export mix. The majority of output is exported (statements 15 and 17). Five countries are named (FR, IT, GB, DE, SK); the total is "over 30" (statement 10). Fairs match the list: Paris (All4Pack), Bologna (Cosmopack), Nuremberg (FachPack). Domestic customers exist (statement 16) but are not described.

Sectors. Textile and apparel first (hangers, header cards, banderoles); cosmetics second (folding cartons, rigid and luxury boxes, perfume boxes); food, pharma and household chemical are certified (DQS, BRC) but appear less in marketing. Nutraceutical and luxury appear once each.

The Hamburg office. Halaman Packaging GmbH (2018) exists "to meet the needs of European customers" (statement 13): a German-language sales and invoicing entity, a FachPack exhibitor, and the likely importer of record for EU deliveries. It gives Halaman a DE address for brands that require an EU supplier and is the natural owner of DE/AT/CH prospecting.

Consequences for prospecting. Because no name is public, lookalikes cannot be found by "who else buys from Halaman". They must be inferred from what is public: the sectors, the products and machines (hangers on offset, short-run cartons on HP Indigo, embellished boxes on Scodix), the certifications customers audit, the export countries and the fairs. That is how the ICP scorer in tools/icp_scoring/ was built. The owner's list is what turns that inference into evidence.

3. The owner's customer list: what to provide

Please fill one row per invoicing customer for the top 20 to 30 customers by revenue (last full year). An ERP or MIS "sales by customer" export is the ideal starting point (doc 09, A1 and B1). Company-level data only: no contact names, e-mails or phone numbers.

Column What to enter Allowed values / example
customer Legal or trading name of the invoiced company; add the group in brackets if several entities belong together "Company X (group: Y)"
country Country of the invoiced entity, ISO-2 TR, DE, FR, IT, GB, SK
sector One code from the ICP scorer, so the row maps directly textile-manufacturer-exporter; hosiery-underwear; home-textile; fashion-brand-eu; cosmetics-brand; cosmetics-contract-manufacturer; food-premium; pharma-otc; luxury-gift; d2c-ecommerce; other
products Product families bought, separated by ";" folding cartons; paper hangers; header cards; banderoles; hangtags; rigid boxes; luxury boxes; e-commerce mailers; labels; envelopes; displays; commercial print
revenue_band_eur Halaman's annual sales to this customer <50k; 50k-150k; 150k-500k; 500k-1M; 1M-3M; >3M
years Years as a customer (whole number) 7
how_won How the account was won nomination; fair; referral; agent; inbound-web; outbound; legacy
nominating_brand The brand or retailer that nominated Halaman, if any; otherwise empty real brand name (stays private)
audits Certifications or audits this customer checks, separated by ";" FSC; BRC; ISO9001; ISO14001; ClimatePartner; Sedex; brand-own; none
order_frequency Typical ordering rhythm weekly; monthly; quarterly; seasonal; one-off
typical_run Typical units per order <1k; 1k-5k; 5k-20k; 20k-100k; >100k
print_route Which presses usually run this customer's work offset; digital; both

Save the table as data/customers_owner.csv, UTF-8, comma-separated, with exactly this header line:

customer,country,sector,products,revenue_band_eur,years,how_won,nominating_brand,audits,order_frequency,typical_run,print_route

Quote any field that contains a comma. Leave a field empty rather than guessing. If exact revenue figures are easier than bands, add a 13th column revenue_eur; the analysis will use it when present. Optional extras that improve the scoring: the customer's own revenue and headcount, and whether the account is growing, flat or shrinking.

4. How the list will be analysed

4.1 Descriptive analysis

Metric How it is computed Why it matters
Concentration Band midpoints (25k, 100k, 325k, 750k, 2M, 4M) summed; share of top 1, top 3, top 10 in total Dependency risk; which accounts justify a key-account plan
Sector mix Rows and revenue per sector code Confirms or corrects the textile-first assumption
Country mix Rows and revenue per country; TR vs EU vs other Sizes the Hamburg office's role and the Slovakia entry
Revenue per customer band Histogram of bands Shows whether growth comes from few large or many mid-size accounts
Product mix Revenue per product family Which families carry the business; where digital runs cluster
Win channel Revenue per how_won; revenue per nominating_brand Tells whether nominations, fairs or referrals pay; names the brands to protect
Tenure years vs revenue band Whether large accounts are old; churn exposure of young ones
Audit demand Frequency of each audit Which certifications are commercially load-bearing
Route and run print_route and typical_run per sector Feeds the job-ganging and quoting use cases in doc 02

4.2 Re-weighting the ICP scorer

tools/icp_scoring/score_prospects.py reads a prospects CSV and icp_config.json, scores each prospect 0-100 from weighted criteria (segment 25, country 15, revenue 12, employees 8, packaging need 20, EU market 8, sustainability 6, packaging spend 6), applies disqualifiers and assigns bands A to D. Criteria are numeric ranges, category tiers, booleans or, since v2, keyword groups scored on free-text columns such as notes (credits may be negative); disqualifiers can also match free text, and --group-by reports band counts per source file. Empty fields get partial credit (0.35 in the calibrated v2 config). The current weights and tiers are calibrated on public data. The owner's list replaces them with observed values:

Owner column Scorer column Transformation
sector segment direct (same codes); tier = 0.5 + 0.5 × (sector revenue share ÷ largest sector share), floor 0.2
country country direct; tier = 0.6 + 0.4 × (country revenue share ÷ largest country share); default stays 0.3
products packaging_products direct; tiers raised for families with real revenue, lowered for families with none
revenue_band_eur packaging_spend_eur lower bound of the prospect's spend; sweet spot set from the median band of the top 10
audits sustainability_signal true if FSC, ClimatePartner or Sedex appears; weight raised if most large accounts audit
country or nominating_brand in EU eu_market true when either is EU
customer's own revenue and headcount (optional) revenue_eur, employees from the optional columns or from public enrichment; floors adjusted if real customers fall below 50 staff
nominating_brand, how_won, typical_run, print_route (new criteria) added to the config as membership rules, or as keyword groups on the prospects' notes column, if they separate large accounts from small ones

The re-weighted icp_config.json is then run over the existing prospect files (data/prospects_*.csv) and the ranking compared with the old one. A prospect that moves from band C to A because a real customer looks like it is the intended result.

4.3 Lookalike searches

4.4 Worked example (fictional placeholders, not Halaman customers)

The five rows below are invented to show the mechanics. "EXAMPLE-BRAND-1" is a placeholder.

customer country sector products revenue_band_eur years how_won nominating_brand audits order_frequency typical_run print_route
EXAMPLE-A (placeholder) DE hosiery-underwear paper hangers; header cards 1M-3M 12 nomination EXAMPLE-BRAND-1 FSC; BRC; brand-own monthly 20k-100k offset
EXAMPLE-B (placeholder) TR textile-manufacturer-exporter header cards; banderoles 500k-1M 8 referral EXAMPLE-BRAND-1 FSC seasonal 5k-20k both
EXAMPLE-C (placeholder) FR cosmetics-brand folding cartons; rigid boxes 150k-500k 3 fair FSC; ISO9001 quarterly 1k-5k digital
EXAMPLE-D (placeholder) IT fashion-brand-eu hangtags; folding cartons 50k-150k 2 agent none seasonal 5k-20k offset
EXAMPLE-E (placeholder) SK d2c-ecommerce paper hangers; e-commerce mailers <50k 1 inbound-web FSC monthly <1k digital

What the analysis would report on these rows (midpoints 2M, 750k, 325k, 100k, 25k; total 3.2M):

Finding Value Action
Top 1 / top 3 share 63% / 96% Key-account plan for EXAMPLE-A; second nomination is the growth lever
Revenue tied to EXAMPLE-BRAND-1 86% (A + B) Protect the nomination; search the brand's other factories as lookalikes
Sector mix by revenue textile 89%, cosmetics 10%, D2C 1% Keep hosiery-underwear at tier 1.0; cosmetics stays 0.9 but flagged "digital route"
Country mix DE 63%, TR 23%, FR 10%, IT 3%, SK 1% DE tier 1.0 confirmed; add SK at 0.7 (now default 0.3)
Win channel nomination 63%, referral 23%, fair 10%, agent 3%, web 1% Fairs produce mid-size cosmetics accounts; web produces small digital accounts
Route offset carries 66% of revenue; digital accounts are young and small Digital is the acquisition route, offset the retention route

5. Data protection note

6. Sources