04 · Ideal customer profile: who to pursue, who to avoid, and the limits
Drafted 22 September 2026 from the public record (search snippets collected in
research/) plus an owner-run extraction of halaman.com pages
(research/owner-supplied-page-extraction.md). Halaman's references page shows twelve
customer logos; the full customer list and the revenue split are still not public, so the
profile is inferred from those references, products, machines, certifications, export
markets and buyer-side evidence. Figures marked "estimate" are ours, not the companies'.
The owner's real customer list (doc 03, doc 09 question B1) will re-weight it.
Özet (TR)
Kanıtlanmış ideal müşteri, Türkiye'den tedarik eden AB/BK moda, iç giyim, çorap ve spor giyim markaları ile kendi markalı giyim veya kozmetik satan perakendecilerdir: halaman.com referans sayfasındaki 12 logo (Lacoste, Benetton, Etam, Salomon, Under Armour, H&M, Hugo Boss, Le Bourget; Tesco, Monoprix, Boots; Burger King) bunu gösterir; 12'nin 5'i Fransız, hiçbiri Türk değil.
Hacim yolu, bu markalara üreten Türk çorap, iç giyim, ev tekstili ve hazır giyim ihracatçılarıdır (marka nominasyonuyla askı kartı, kâğıt askı, banderol); Primark, M&S, Decathlon, Tchibo, bonprix, Calzedonia gibi plastikten kâğıda geçen markalar ise benzer (lookalike) hedeflerdir.
İkinci sırada kozmetik gelir: Türkiye'deki ihracatçı markalar ve fason üreticiler ile Almanya, Avusturya, İsviçre, Benelüks, İskandinavya, Fransa ve İtalya'daki FSC şartı koyan markalar (katlanır kutu, lüks kutu, HP Indigo ile kısa tiraj).
Üçüncü halka: premium gıda ve çay, ilaç/OTC (ISO 15378 eksik, önce nitelendir), mücevher ve mum gibi hediye ürünleri, DACH bölgesindeki D2C markaları.
Coğrafya sınırı: üretim yeri Türkiye veya merkez AB/BK; Fransa (referansların 5/12'si), Almanya (Hamburg ofisi), Birleşik Krallık, İtalya ve Slovakya öncelikli. ABD ve Uzak Doğu merkezli firmalar ancak Türkiye'de üretiyor veya AB mağazaları için alıyorsa girer.
Büyüklük sınırı: 100 ile 5.000 çalışan, 20 milyon ile 1 milyar euro ciro tatlı nokta; 20 çalışan veya 2 milyon euro cironun altı elenir; devler (Inditex, H&M) yalnızca nominasyon yoluyla.
Ürün sınırı: yalnızca baskılı karton (askı kartı, kâğıt askı, banderol, katlanır kutu, özel kutu). Oluklu koli, esnek ambalaj ve plastik isteyenler kapsam dışı.
Sipariş sınırı: yıllık ambalaj harcaması 250 bin ile 10 milyon euro arası ideal; 50 bin euronun altı yalnızca dijital kısa tiraj projesi olarak.
Uyum sınırı: FSC, BRCGS (gıda teması), ISO 12647-2 renk, SMETA/BSCI sosyal denetim ve PPWR uygunluk beyanı isteyen alıcılar lehimize (belgeler halaman.com'da); yalnızca ISO 15378 isteyen ilaç alıcıları için önce belge tamamlanmalı.
Kanal sınırı: Almanya ve Avusturya'da izinsiz soğuk e-posta yasak (UWG §7); LinkedIn, fuar, tavsiye ve telefon kullanılır. Rakip ambalajcılar, konkordato halindeki firmalar ve yalnızca plastik isteyenler kesin elenir.
1. What we know about the current customer base
Search engines index no customer name: 135 queries over four angles and about 180 brand
co-occurrence tests found none (research/customers.md, doc 03). The references page is a
logo wall that only a browser can read. An owner-run extraction on 22 September 2026 read
it (research/owner-supplied-page-extraction.md, data/halaman_customer_candidates.csv).
1.1 The twelve references on halaman.com (claimed by Halaman, logo only)
#
Brand
Sector
HQ
Reading for the profile
1
Lacoste
fashion, sportswear
FR
apparel brand with Turkish suppliers on its factory list
2
United Colors of Benetton
fashion
IT
apparel brand; 2024 supplier list names Turkish factories
3
Etam
lingerie
FR
lingerie group with a sourcing office in Türkiye
4
Burger King
quick-service food
US, EU franchise
food-service paper packaging (a side door, not a tier)
5
Salomon
sports, outdoor
FR
sportswear and outdoor
6
Under Armour
sportswear
US
sportswear buying for EU stores
7
H&M
fashion retail
SE
Türkiye a top-3 sourcing country
8
BOSS / Hugo Boss
fashion
DE
Izmir plant; FSC paper for socks and bodywear
9
Tesco
grocery and clothing retail (F&F)
GB
retailer own-brand clothing
10
Monoprix
department and grocery retail
FR
retailer own-brand clothing and beauty
11
Boots
pharmacy and beauty retail
GB
retailer own-brand beauty
12
Le Bourget Paris 1924
hosiery
FR
hosiery brand
Page wording: "Here are some of our references. For more detailed reference information
please contact us." The nature, products and dates of each relationship are not stated and
no brand has confirmed it. Eight of twelve are apparel, lingerie, hosiery or sportswear
brands; three are retailers with own-brand clothing or beauty; one is quick-service food.
Five are French, two British, one each German, Italian and Swedish, two American; none is
Turkish. Six of the twelve (H&M, Hugo Boss, Tesco, Etam, Benetton, Lacoste) also appear in
the prospect files and belong in an existing-account expansion list in doc 05, not in cold
prospecting.
1.2 Other public statements
Fact
Source
"the global nominated supplier of large groups and brands"
"folding cartons of all kinds, product hangers, banderoles and special packaging for major international brands, particularly in the textile and cosmetics sectors"
What this implies: the proven customer is an EU/UK brand or retailer that sources garments
in Türkiye and nominates Halaman for the packaging; the invoice often goes to a Turkish
factory; France leads the reference list as it leads the export list; textile is the core,
cosmetics and food are second legs (Boots, Burger King); the Hamburg GmbH is the EU-facing
entity. Slovakia is unexplained; the best hypothesis is Slovak sock brands that source in
Istanbul (research/customers.md section 6).
The real list must still come from the owner. The logos say who, not how much. Doc 09
question B1 asks for the top 20 customers by revenue with country, sector, products and
revenue band; doc 03 section 3 gives the 12-column template (data/customers_owner.csv).
Section 4.3 below explains how that file re-weights this profile. Until then the weights
are hypotheses built from the references and public data.
2. The profile: segment tiers
Tier 1 is one system. The EU/UK brand or retailer nominates the packaging (proven by eleven
of the twelve references); its Turkish sock, underwear, apparel and home-textile suppliers
place the orders and carry the volume. Cosmetics is the second leg.
Tier
Segment
Scorer code
Segment credit
Why this rank
1c, proven anchor
EU/UK fashion, lingerie, hosiery, sportswear brands and retailers with Turkish sourcing, or converting to paper hangers
fashion-brand-eu
1.00
Eleven of twelve public references; they own the nomination; PPWR and plastic pledges force re-tenders
1a, volume route
Turkish sock, hosiery, underwear, homewear makers exporting to EU retailers
hosiery-underwear
1.00
Core products (header cards, paper hangers, banderoles); cluster next door; the factories that order under the nominations
1b, volume route
Turkish apparel and home-textile exporters with named EU brand customers
textile-manufacturer-exporter, home-textile
0.95, 0.85
Hangtags, banderoles, boxes; brand nominations flow through them
1d, second leg
Cosmetics brands and contract manufacturers, Türkiye and DACH/Benelux/Nordics/FR/IT
cosmetics-brand, cosmetics-contract-manufacturer
0.90, 0.80
Folding cartons, luxury boxes; HP Indigo and Scodix fit; Cosmopack presence; Boots and Monoprix own-brand beauty as references
2
Premium food, confectionery, tea
food-premium
0.70
BRC/IoP fits; FSC-locked buyers; price-driven
2
Pharma and OTC
pharma-otc
0.55
ISO 15378 and Braille not evidenced; qualify first
Header cards with Euro hole, paper hooks and banderoles are Halaman's named products (KAMA article); Le Bourget (hosiery) and Etam (lingerie) are public references. Offset runs of hundreds of thousands per SKU family fit the B1 Heidelberg CX 102 and CD 102 presses and the B2 CX 75; seasonal artwork changes and multi-language versions fit the HP Indigo 35K HD. FSC, SMETA, BSCI and ISO 12647-2 colour are what the retailer audits ask for.
Market size
Türkiye is the second-largest sock exporter after China; 2025 sock exports USD 1.156 bn, 6.2% of apparel exports (İHKİB). 1,034 firms, about 90,000 staff, 78% of them in Istanbul. Top destinations 2025: Germany USD 218 m, UK 198 m, France 134 m (İHKİB figures via research/market-textile.md).
Named examples in the data
Alpin and Gelal (İHKİB 2025 Platin tier, exports above USD 50 m); Beks (110 m pairs/yr, 98% exported, Çerkezköy); Şimşek (35 m pairs/yr, 100% exported, Akçaburgaz, same neighbourhood as Halaman); Bony (100 m pairs/yr, customers H&M, Zara, Benetton, Tesco, C&A); Penti/OGUK (supplies M&S, Tesco, Primark); Bross, Altın İplik, Atlas, Naci, NBG, Bolero, Delta Alfa, Eren/Aytuğ.
Typical products
Header cards (bag toppers) 300 to 350 g/m2 board, paper sock hooks, colour-coded briefs hooks, banderoles for multipacks, gift boxes for 3-packs.
Order pattern
Seasonal, produced one season ahead of winter sales; repeat programmes per retailer; retailer peg-hole spec fixed. Volume per programme is millions of cards a year (M&S 5.5 to 20 m units, Decathlon 16 m hangers).
Buyer titles
"Aksesuar Satın Alma Sorumlusu/Uzmanı", satın alma müdürü, ihracat müşteri temsilcisi; on the retailer side the packaging technologist who nominates.
Decision triggers
A retailer switches a range from plastic hook to paper (Primark, M&S, Decathlon); PPWR applies to hangers and hangtags since 12 Aug 2026; a BSCI/Sedex audit cycle; a new private-label programme.
Competitors to displace
Mainetti Türkiye (Beylikdüzü; Paperform paper hangers; customers Tesco F&F, Gap, Old Navy, Decathlon); Trimco Group Turkey (Başakşehir; FSC paper hangers with RFID and QR); Kağıt Ustaları, Eco Hangers, Fer Matbaa, ARD Ofset (price tier); Chinese hanger exporters (price floor).
2.2 Tier 1b, volume route: Turkish apparel and home-textile exporters with named EU brand customers
Item
Detail
Why it fits
Hangtags, banderoles, folding boxes for shirts, knitwear, towels and bed linen; brand-nominated artwork with strict colour (ISO 12647); short lead times because the factory ships to the EU in days.
Named examples in the data
Örma (Esenyurt, largest customer H&M, group exports about EUR 110 m); Yeşim (Nike partner, Gap, Zara, Hugo Boss); Sun Tekstil (Inditex, H&M, M&S, Next); Eroğlu (H&M, Zara, Tommy Hilfiger); Taypa (Levi's, PVH, Inditex); Bilsar (3 m shirts/yr, 90% to EU/US brands); Kardem (largest supplier of Gina Tricot); Kipaş; Şahinler; Denizli home-textile: Zorluteks/Taç (exports to more than 60 countries), Ozanteks, Menderes.
Typical products
Hangtags and swing tickets, banderoles for folded towels and knitwear, shirt boxes, duvet-set boxes, e-commerce inserts.
Order pattern
Season-based drops per brand; many SKUs at 1,000 to 20,000 pieces; artwork changes every season (digital fit); banderoles in offset runs.
Buyer titles
Aksesuar satın alma uzmanı, trim sourcing, satın alma müdürü; brand side: trims and packaging nomination team in the Istanbul sourcing office.
Decision triggers
New brand nomination; a brand's packaging spec change (FSC, recycled content, Digital Product Passport QR); supplier-list disclosure that brings audits.
Competitors to displace
Trim groups with Istanbul offices (Avery Dennison, SML, Checkpoint, Nilörn, r-pac, Trimco) that bundle labels, RFID and packaging; Omaks (Arnavutköy, "cardboard packaging solutions to world-leading textile brands").
2.3 Tier 1c, proven anchor: EU/UK fashion, lingerie, hosiery and sportswear brands and retailers sourcing in Türkiye (nominated-supplier route via Hamburg)
Item
Detail
Why it fits
Eleven of Halaman's twelve public references sit here: Lacoste, Benetton, Etam, Salomon, Under Armour, H&M, Hugo Boss and Le Bourget (brands), Tesco, Monoprix and Boots (retailer own brands). These companies own the packaging decision and nominate converters for their Turkish factories. Halaman Packaging GmbH gives them a German contract partner, EUR invoicing and an EU importer; five references are French, so a French-speaking contact or agent is the next question for the owner (doc 09 B4). FSC, SMETA, BSCI, ClimatePartner data and ISO 12647-2 answer their packaging and social-audit questionnaires.
Lookalikes of the references
Hosiery and lingerie: DIM Brands International, Groupe Chantelle, Wolford, Hunkemöller, Calzedonia Group, Triumph/sloggi. Sportswear and outdoor: Decathlon, adidas, PUMA. Fashion brands with Turkish factory lists: Marc O'Polo, s.Oliver, Gerry Weber, Bestseller, Mango, OVS, Superdry, boohoo. Retailer own brands: Primark, M&S, Sainsbury's Tu, Asda George, Next, Kiabi, C&A, Tchibo, bonprix, Ernsting's family, Zeeman, HEMA, Kappahl.
Named examples in the data
Primark (cardboard hangers for lingerie and swimwear by end-2025, colour-coded paper hooks, an approved carton supplier list); M&S (FSC paper packs with paper hooks for men's socks, pyjamas, 40% of underwear; Turkey sourcing office); Decathlon (16 m plastic hangers replaced by cardboard; 99% FSC/PEFC by 2026); Calzedonia Group (no disposable plastic in B2C packaging by 2025, B2B by 2030); Tchibo (plastic-free textile pack with cardboard hanger insert since 2020, about 30 m packs a year, Hamburg); bonprix and Otto Group (Hamburg; 100% sustainable packaging target; published factory list with Turkish suppliers); Inditex, H&M, Bestseller (45-person Istanbul sourcing office), Hugo Boss (Izmir plant, about 4,000 staff), Ernsting's family (17 factories in Türkiye), C&A (2028 plastic target; C&A Sourcing Turkey office in Şişli), Peek & Cloppenburg Hamburg (12.5% of exclusive brands from Türkiye), Etam (no single-use plastic in B2C by 2025 and B2B by 2030; sourcing office in Türkiye), boohoo (205 factories in Türkiye; a nominated global packaging supplier), Superdry (paper hangers for swimwear), Zeeman, Kappahl, JBC, Hunkemöller, Falke, SNOCKS, Happy Socks (Istanbul production office).
Typical products
Paper hangers and hooks, header cards, banderoles, FSC hangtags, folding boxes for multipacks, e-commerce inserts.
Order pattern
Programme tenders every 1 to 3 years; call-offs by the factories; volumes from hundreds of thousands to tens of millions of units per programme.
Buyer titles
Packaging technologist / Packaging and Labelling Manager in Primark's Packaging Centre of Expertise (Dublin), packaging developer (H&M, Kappahl), Verpackungsentwicklung Non Food (Tchibo), Packaging Specialist (bonprix), packaging and trims sourcing manager (Hunkemöller), Global Packaging Procurement (Inditex), Packaging Manager (M&S), a 20-person packaging engineering team (Decathlon, Lille).
Decision triggers
A public plastic-free date (2025, 2026, 2028); a hanger nomination round (Primark's "Plastic Hanger Nomination Program" for AW26 was run with Mainetti; single snippet, verify); PPWR declaration of conformity per packaging item since 12 Aug 2026; only 15% of Fashion Pact members have moved hangers and B2B packaging off plastic, so most programmes are still open; a competitor's price increase; a new Istanbul sourcing office; an EU-based supplier requirement.
Competitors to displace
Mainetti (global hanger frame agreements), Braiform/Tam Hangers (Matalan, Peacocks, Debenhams, Weekday), Nexgen Packaging and Britannia Packaging (Primark partners), Klingele (camano's climate-neutral sock packaging), Trimco/Nilörn (bundled trims and DPP data).
2.4 Tier 1d, second leg: Cosmetics brands and contract manufacturers
Item
Detail
Why it fits
Folding cartons on GC1 board with foil, embossing, soft-touch and spot UV are Halaman's Cosmopack offer. HP Indigo 35K HD serves launches, limited editions and multi-language SKUs; Scodix adds digital foil and spot UV without tooling. FSC at the printer is a hard requirement for corporate accounts (Beiersdorf policy). BRC/IoP covers hygiene questionnaires.
Market size
Europe retail sales EUR 110 bn in 2025 (Germany EUR 18.0 bn, UK 14.7 bn, France 14.5 bn, Italy 12.8 bn). Türkiye cosmetics and personal-care exports USD 3.0 bn in 2024; about 3,600 licensed production sites.
Named examples in the data
Türkiye: Golden Rose/Erkul (exports to more than 90 countries, own plastic packaging but no board plant), Flormar (Gebze, more than 50 m units a year), Farmasi, Gabrini (Esenyurt, 15,000 m2), Sora/Morfose, Hunca (credit-risk flag: konkordato reported), Atelier Rebul, Nishane, Sinoz (German hub company), Eyüp Sabri Tuncer; OEMs MKN, Kazes, Mert-Koz, EPS Fragrances (Cosmopack 2026). Europe: Beiersdorf, Babor, WALA/Dr. Hauschka, Laverana, Börlind, Kneipp, cosnova, Sebapharma (Türkiye a major market), Mäurer & Wirtz, ARTDECO, Ringana, Weleda, Rituals, Lumene, Oriflame, Groupe Rocher, L'Occitane, Davines, L'Erbolario; fillers Dalli, Mann & Schröder, Tunap, Intercos, Fareva.
Typical products
Straight and reverse tuck cartons 250 to 350 g/m2, sleeves, gift-set boxes, rigid perfume boxes, leaflets, labels.
Order pattern
Core SKUs in offset repeats of 10,000 to 200,000; launches and seasonal sets of 500 to 5,000 on digital; artwork approval cycles with brand packaging development.
Buyer titles
Packaging Development Manager/Engineer, Verpackungsentwicklung, Einkauf Packmittel / Strategic Buyer Packaging, Responsable achats packaging, Ambalaj Geliştirme Uzmanı, Satın Alma Müdürü; founder or product manager at indie brands.
Decision triggers
FSC or recycled-fibre policy; PPWR minimisation of oversize cartons (sales packaging from 12 Feb 2028); reshoring away from Asian print; a German converter cutting capacity (Edelmann Heidenheim, about 100 jobs, 2025); Cosmopack, CosmeticBusiness Munich (10 to 11 Jun 2026), Luxe Pack Monaco (28 to 30 Sep 2026).
Competitors to displace
Edelmann (clients Nivea, Hugo Boss, YSL, Chanel), rlc packaging, Karl Knauer, Duran Doğan/LGR (Istanbul, France office), KBC (Istanbul, 3 to 5 days to DE/FR/NL), Omaks, MR Cartonnage Numérique (France, HP Indigo reference).
Premium food, confectionery, tea (TR and DACH/Benelux)
BRC/IoP and FSC are the entry tickets; fresh-fibre board helps with MOSH/MOAH rules. Price-driven and FSC-locked in DACH. Turkish exporters sit within 30 km (Elit in Esenyurt, Koska in Avcılar).
Folding cartons, banderoles, gift boxes; offset repeats of 20,000 to 500,000; seasonal gift sets on digital
Large carton volumes (Deva capacity 578 m boxes a year) but buyers audit to ISO 15378, require Braille (EN 15823) and tamper evidence (EN 16679). Halaman publishes no ISO 15378. Nutraceutical and OTC brands are the softer entry.
Luxury gift: jewellery, watches, candles, home fragrance
Scodix foil and embossing suit outer cartons, sleeves, certificates and mailers. Velvet rigid boxes are a specialist market (Tam Kutu, Kutu Fabrikası).
Luxury boxes, sleeves, gift cartons; runs of 500 to 20,000; Q4 peak
Satınalma Müdürü, brand manager; founder at D2C
Jewellery exports USD 6.73 bn Jan to Oct 2025; Zen Pırlanta offices in Antwerp and Düsseldorf; Atelier Rebul 20,000 m2 Çerkezköy plant; Luxe Pack Monaco
Tam Kutu, Entina, HD Kutu, Paksis, Artaş, Pusterla 1880, Autajon
Plastic-free, FSC, short runs and frequent artwork changes fit HP Indigo; the Hamburg office can serve them in German. Spend is small; many buy "made in Germany" packaging.
Folding cartons, mailers, inserts; runs of 500 to 10,000; monthly
Head of Supply Chain, founder, packaging manager
SNOCKS (EUR 110 m, produces in Türkiye, 100% paper), air up (EUR 200 m, 100% recycled cardboard), Purelei, Kapten & Son, Cluse (FSC cardboard boxes), waterdrop, everdrop
Local DE/PL converters; Lilienthal-type "100% made in Germany" packaging claims
Only when the company produces in Türkiye or buys for EU stores
3.2 Company size
Measure
Hard floor (disqualify)
Acceptable
Sweet spot
Upper zone
Employees
below 20
20 to 100
100 to 5,000
above 5,000 only through a nomination or a plant in Türkiye; above 200,000 scored 0
Company revenue
below EUR 2 m
EUR 2 m to 20 m
EUR 20 m to 1 bn
EUR 1 bn to 50 bn with falling credit; giants (Inditex, H&M) are nomination targets, not direct accounts
Reasoning (estimate): Halaman has about 200 staff and third-party revenue estimates of
USD 13.8 m (low confidence). A customer worth more than EUR 3 m a year would exceed 20% of
revenue, so mid-size brands with EUR 250 k to 3 m of packaging spend give growth without
dependency; a few programme accounts above that are welcome but must be diversified.
3.3 Minimum packaging spend and order volumes
Threshold
Value
Basis
Annual packaging spend, floor
EUR 50 k (below this only as a digital short-run pilot)
Estimate from run economics below
Annual packaging spend, sweet spot
EUR 250 k to 10 m
Estimate; matches programme sizes of retailer conversions and mid-size cosmetics brands
Economic minimum by press (estimate, to be replaced by the owner's answer to doc 09 B3):
offset on the B1 Heidelberg CX 102 and CD 102 or the B2 CX 75 carries plates, make-ready,
die and colour set-up, so a job below about 5,000 cartons or 10,000 header cards rarely
covers its fixed cost; the HP Indigo
35K HD has no plates and a B2 die-cut with "50% of dies cost, 50% of setup time" versus B1,
so runs from a few hundred to a few thousand sheets are economic and 1.7 m clicks were
printed in one month (https://www.printindustry.news/story/37492/the-hp-indigo-35k-the-digital-press-dedicated-to-folding-carton ;
https://www.matbaahaber.com/2026/03/04/serisinin-ilk-ticari-makinesi-olan-hp-indigo-35k-hd-ile-halaman-matbaaciliktan-bir-dunya-rekoru/).
A prospect therefore qualifies if it has either one programme above roughly 50,000 units a
year (offset) or many SKUs with frequent artwork changes (digital), and disqualifies if it
needs a one-off run of 500 pieces at online-printer prices.
3.4 Product fit
In scope
Out of scope
Printed folding cartons (GC1/GC2, 210 to 400 g/m2), header cards, paper hangers and hooks, banderoles and wrappers, envelopes and pouches, sleeves, special and luxury boxes, labels, displays and inserts, leaflets
Corrugated transit cases, litho-laminated corrugated in volume, flexible film, plastic hangers or blisters, glass and metal primary packs, plastic-only briefs
Rows whose packaging_products reads "corrugated only", "flexible only", "plastic only"
or "transit only" are disqualified.
3.5 Quality and compliance demands
Demand
Halaman status (public)
Who asks
Effect in the scorer
ISO 12647-2 colour, Mellow Colour
Held (named on the halaman.com certifications page)
Brands with strict brand colours (textile, cosmetics, luxury)
positive fit
FSC chain of custody
Held (certificate download on halaman.com)
Beiersdorf, Calzedonia, Decathlon, Teekanne, most DACH brands
positive fit; required for tier 1c and 1d
BRC/IoP and BRCGS Packaging Materials
Held (BRCGS certificate download on halaman.com); Issue 7 audit date to verify
Food contact, cosmetics and retailer questionnaires (Tesco, Boots)
positive fit for food, cosmetics and retailer own brands
ISO 14001, Zero Waste (Sıfır Atık), ClimatePartner climate-neutral certificate, solar share
Held; "climate neutral" wording banned in the EU from 27 Sep 2026
CSRD and LkSG supplier programmes
positive fit; wording must change
PPWR declaration of conformity and technical file per packaging item
Applies since 12 Aug 2026; templates in doc 07
Every EU importer
required; a buyer asking for it is a good sign
SMETA and Amfori BSCI social audits
Held (certificate downloads on halaman.com); EcoVadis not public
UK and DACH retailers and brands (Tesco, H&M, Primark, Zeeman, Omaks lists Sedex)
positive fit; matches nominated-supplier audits
ISO 15378, Braille, EN 16679 tamper evidence
Not public
Pharma buyers
pharma-otc credit capped at 0.55
3.6 Sustainability signal, language and channel
A published plastic-free, FSC, recycled-content or PPWR statement raises the score (sustainability_signal true, plus keyword credit). No signal is not a disqualifier.
Languages: Turkish for factories, German through the Hamburg GmbH, English for the rest; French and Italian buyers exist and need written material in their language.
Germany and Austria: unsolicited advertising e-mail to a company needs prior express consent under UWG § 7 Abs. 2 Nr. 2; cold calls need at least presumed consent (§ 7 Abs. 2 Nr. 1). First contact goes through LinkedIn, fairs, referrals or a phone call with a concrete B2B reason; e-mail only with documented consent or an existing relationship (tools/n8n/README.md). Rest of EU and UK: LinkedIn first; e-mail only with a documented legitimate interest (GDPR Art. 6(1)(f), UK PECR).
min 50 k, sweet 250 k to 10 m, max 50 m (empty in all public rows; for the owner's list)
exports_to_eu_or_eu_based
eu_market
bool
7
true 1.0, false 0.4
sustainability_signal
sustainability_signal
bool
6
true 1.0, false 0.5
evidence_in_notes
notes
keywords
20
base 0.10; credits: named customer +0.35, brand supplier-list disclosure +0.20, generic "for global brands" claim +0.12, export award or rank +0.15, Türkiye sourcing link +0.20, proximity to the plant or to Hamburg +0.15, paper or plastic-free pledge +0.25, quantified facts +0.10, buyer title +0.05, audits +0.10, a named link to one of the twelve reference brands +0.10; penalties: thin evidence (directory-level, unverified, not evidenced) -0.35, estimated figures -0.15, financial distress -0.60, weak fit (distributor, public tenders) -0.25; clamped 0 to 1
source_quality
source
keywords
6
base 0.6; official or sustainability page +0.4; trade press +0.15; wiki, LinkedIn, data brokers -0.15; directories and marketplaces -0.35
Empty cells get 0.35 credit (unknown_credit), down from 0.5 in v1, so a row without
revenue and headcount cannot reach band A on segment and country alone. Bands: A (pursue
now) 78 and above; B (qualify) 70 to 77.9; C (nurture) 62 to 69.9; D (ignore) below 62;
X for disqualified rows. The data_completeness_pct column shows how much of the weight
rested on known values; the score_detail column lists the matched keyword groups.
4.2 How the CSV columns map
The prospect files use the header from research/CONTEXT.md:
company,website,country,segment,packaging_products,revenue_eur,employees,eu_market,sustainability_signal,packaging_spend_eur,is_competitor,source,notes.
Segment codes are the scorer's tier keys; packaging_products is a ";"-list and the best
value counts; numbers accept "45M" or "800k"; booleans accept true/false, evet/hayır, ja/nein.
An optional source_file column (added when files are concatenated) gives band counts per
file in the Markdown output.
4.3 How to use the owner's real customer list
Convert data/customers_owner.csv (doc 03 section 3) to the scorer header: customer to company, sector to segment, products to packaging_products, revenue_band_eur lower bound to packaging_spend_eur, audits containing FSC, ClimatePartner or Sedex to sustainability_signal true, country as is; put nominating_brand, how_won and typical_run into notes.
Run python3 tools/icp_scoring/score_prospects.py --input data/customers_owner_scored_input.csv. Real top-20 customers should land in A or B. Any real customer in C or D shows a wrong weight or tier, not a bad customer.
Re-weight: set each segment tier to 0.5 + 0.5 × (segment revenue share ÷ largest share), floor 0.2; set country tiers the same way with floor 0.3; raise packaging_need tiers for product families that carry revenue; set the packaging-spend sweet spot from the median band of the top 10 (doc 03 section 4.2).
Add criteria the list reveals: for example a keyword group for the nominating brands (their other factories are lookalikes), or a print_route membership rule if digital accounts behave differently from offset accounts.
Re-run on data/prospects_*.csv, compare the two rankings, and keep the prospects that moved up because a real customer looks like them. Search lookalikes by the same nomination, the same fair lists, the same cluster and the same audits (doc 03 section 4.3).
5. Buyer personas
Persona
Typical titles
Cares about
Objections
Proof points Halaman can offer
The retailer packaging technologist (tier 1c)
Packaging technologist, packaging innovation manager, Verpackungsentwicklung Non Food, packaging developer
A plastic-free date met on time; peg-hole and board spec; FSC and recyclability grade; a PPWR declaration of conformity per item; a supplier list that passes audit
"We already have a hanger frame agreement"; "We need an EU-based contract partner"; "Turkish inflation will hit prices"
Public references on halaman.com (H&M, Hugo Boss, Tesco, Etam, Lacoste, Benetton, Le Bourget) as peer proof; FSC board, SMETA and BSCI audits, camera inspection, ISO 12647-2 colour across offset and digital; Hamburg GmbH as contract party and importer; DoC and technical file templates (doc 07); climate data per order
The Turkish accessories buyer (tiers 1a, 1b)
Aksesuar satın alma sorumlusu/uzmanı, satın alma müdürü, ihracat müşteri temsilcisi
Price per thousand, delivery within days, samples that pass the brand's approval, no line stops in season
"Our brand nominates the printer"; "The trim group bundles everything"; "Chinese hooks are cheaper"
Same-day sampling from Esenyurt; brand-approved colour; HP Indigo for last-minute artwork changes; a reference kit to send to the brand's packaging team
FSC at the printer, recycled or grass-paper board options, foil and soft-touch quality, launch speed, small runs per language
"Our carton supplier is in Germany"; "We need ISO 22716-style hygiene evidence"; "Digital cannot match our offset colour"
HP Indigo 35K HD (world-first HD unit) plus Scodix for foil without tooling; BRC/IoP; Cosmopack samples; 3 to 5 day delivery to DE/FR/NL by road (peer benchmark)
The D2C founder or supply-chain head (tier 2)
Founder, Head of Supply Chain, packaging manager
Unboxing quality, plastic-free, low MOQ, fast reorders, a German-speaking contact
"Too small for you"; "We want made in Germany"; "Cold e-mail is not welcome"
Digital short runs from a few hundred sheets; Hamburg office; LinkedIn or fair first contact; FSC and PPWR paperwork done for them
6. Signals to watch
Signal
Where to see it
Action
A brand or retailer publishes a plastic-free or paper-hanger date (2025 to 2028 pledges; C&A 2028; Calzedonia B2B 2030)
Ask for the packaging spec and the tender calendar
PPWR milestones: 12 Aug 2026 DoC; 12 Feb 2028 sales-packaging minimisation; 12 Aug 2028 harmonised labels at the earliest; 2030 recyclability grades
doc 07; Commission guidance of 30 Mar 2026
Offer the DoC and technical file as part of the quote
A new sourcing office or production office in Istanbul (Bestseller 45 staff; M&S; Happy Socks; H&M; Inditex)
Company news, LinkedIn office pages
Visit the office; ask who nominates packaging
Fair exhibitor and visitor lists: Cosmopack Bologna 18 to 21 Mar 2027, CosmeticBusiness Munich 10 to 11 Jun 2026, Luxe Pack Monaco 28 to 30 Sep 2026, ISM Manufacturing Cologne 31 Jan to 3 Feb 2027, FachPack, BeautyEurasia Istanbul 2 to 4 Sep 2026
8. Calibration result (scorer v2, 22 September 2026)
Method: the five prospect files as of 22 September 2026 (about 14:30 UTC) were concatenated
(541 rows, duplicates kept, a source_file column added) and scored with
tools/icp_scoring/score_prospects.py and the v2 icp_config.json. The v1 config, run on an
earlier 492-row snapshot, had put 443 rows (90%) into band A with rows carrying estimated
figures at the top. Target for v2: 15 to 25% in A, 30 to 40% in B. The band cut-offs were
chosen by a grid over A 77 to 80 and B 69 to 72; A at 78 and B at 70 came closest to 20% and
33%. After the reference-driven tier changes (fashion-brand-eu, France and the UK at 1.00,
plus a small credit for a named link to one of the twelve reference brands) the same cut-offs
give 22% and 31%. The deduplicated data/prospects_master.csv (built by merge_prospects.py)
was scored with the same config as a check.
Source file
Rows
A
B
C
D
X
prospects_chatgpt.csv
120
33
61
26
0
0
prospects_cosmetics.csv
118
14
32
50
18
4
prospects_fashion_eu.csv
92
42
23
23
4
0
prospects_other.csv
115
8
22
62
19
4
prospects_textile.csv
96
22
28
40
1
5
All five files
541
119 (22%)
166 (31%)
201 (37%)
42 (8%)
13 (2%)
prospects_master.csv (deduplicated)
502
104 (21%)
153 (30%)
190 (38%)
42 (8%)
13 (3%)
Top 15 overall (raw, duplicates kept; the final fashion file carries revenue, headcount and
Türkiye-sourcing notes for most rows, which is why it leads):
#
Company
Country
Segment
Score
File
1
JBC NV
BE
fashion-brand-eu
92.2
fashion_eu
2
Superdry
GB
fashion-brand-eu
92.0
fashion_eu
3
Marc O'Polo
DE
fashion-brand-eu
92.0
fashion_eu
4
Ernsting's family
DE
fashion-brand-eu
91.9
fashion_eu
5
Örma Tekstil (Delta Yatırım Holding)
TR
textile-manufacturer-exporter
91.7
textile
6
Tchibo
DE
fashion-brand-eu
90.8
chatgpt
7
HEMA
NL
fashion-brand-eu
90.6
fashion_eu
8
Tchibo GmbH (duplicate of 6)
DE
fashion-brand-eu
90.4
fashion_eu
9
Gina Tricot
SE
fashion-brand-eu
90.2
fashion_eu
10
SNOCKS GmbH
DE
hosiery-underwear
90.0
fashion_eu
11
Groupe Etam (Etam, Undiz, Livy)
FR
hosiery-underwear
89.7
fashion_eu
12
HUGO BOSS
DE
fashion-brand-eu
89.6
chatgpt
13
Bestseller A/S (Jack & Jones, Vero Moda)
DK
fashion-brand-eu
89.0
fashion_eu
14
Hunkemöller
NL
hosiery-underwear
88.4
fashion_eu
15
ARMEDANGELS
DE
fashion-brand-eu
88.0
fashion_eu
The deduplicated master file gives the same names without the Tchibo duplicate, then
boohoo (87.9) and Zeeman (87.8). Next in line across both views: Marimekko 87.0, Wolford
86.8 (its ChatGPT duplicate scores 76.8 because the merge kept the "figures est." row),
Bony Tekstil 86.7, Decathlon 86.7, Erkul Cosmetics / Golden Rose 86.2, WALA Heilmittel
86.2, Groupe Rocher 86.0, Gelal Çorap 85.4, Lacoste 84.8. Two of the reference brands
(Etam 89.7, Hugo Boss 89.6) and four more (Lacoste, Benetton, H&M, Tesco F&F, 71 to 85)
are in the files; doc 05 should move all six to an existing-account list.
Checks: no note-flagged thin row reaches A; eight sit in B (Pepco 76.9, JBS Textile 76.1,
Tom Tailor 76.0, Takko 74.8, CBR 73.4, Benetton Group 71.3, Hasdağ 70.5, LPP 70.4), all
with size data but "TR sourcing not evidenced" or "pledge not found", which is what
"qualify" means. Tier 1a anchors are in A (Bony 86.7, Gelal 85.4, Beks 79.8, Alpin 79.3,
Şimşek 78.9). Retailer duplicates score consistently (Primark 82.2 and 79.3; M&S 81.9 and
79.5; Decathlon 86.7 and 83.3). Tier 2 lands in B or C by design (Abdi İbrahim 70.3, Şölen
69.2, Elit 65.2). The reference-brand keyword fires on 15 rows (Turkish suppliers that name
H&M, Tesco, Hugo Boss, Benetton or Etam as customers). Directory-level rows
sit at the bottom of C (Volina Socks 62.6); distributors and tender buyers fall to D
(Solgar Türkiye 51.2, Çaykur 59.0); the 13 competitor rows (Edelmann, rlc, Karl Knauer,
Duran Doğan, LGR, KBC, Tam Kutu, Kutu Fabrikası, Mainetti, Tam Plastik, Kağıt Ustaları,
Ecohangers, Fer Matbaa) are X. Duplicates across files (55 names) are kept on purpose in
the combined run; merge_prospects.py keeps the most-filled row, which can be the
estimate-laden one, so doc 05 should merge on the highest fit score instead. Known limits:
packaging_spend_eur is empty in every public row; rows with "figures est." still gain
from filled revenue and headcount (a -0.15 penalty is applied); brand-map micro-factories
(Primark's Esenyurt suppliers) reach A on proximity and disclosure although the packaging
decision sits with Primark; keyword scoring reads English, Turkish and German terms only.
The owner's list will settle these weights.