May/ June 2015 AICC BoxScore

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S I M P LY A C U T A B O V E

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A PUBLICATION OF AICC—THE INDEPENDENT PACKAGING ASSOCIATION

2015 MEMBER BENEFIT ISSUE!

May/June 2015 Volume 19, No. 3

Voices

From the

Future AICC members weigh in on the future of packaging

ALSO INSIDE AICC Associate Members: Strong Partners From the Start Folding Carton/Rigid Box: Profitable Partnerships

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BOXSCORE May/June 2015

TABLE OF CONTENTS May/June 2015

•

Volume 19, Issue 3

COLUMNS

38 38

VOICES FROM THE FUTURE From technology to mergers to the economic climate, AICC members weigh in on what they believe the future of packaging holds.

48

40 YEARS OF AICC AICC Associate Members: Strong Partners From the Start

52

48

SPECIAL SECTION: FOLDING CARTON AND RIGID BOX Profitable Partnerships: Future growth may require new approaches to sales and marketing.

52

3

CHAIRMAN’S MESSAGE

4

SCORING BOXES

10

LEGISLATIVE REPORT

15

ASK RALPH

16

THE HIDDEN FACTORY

18

SELLING TODAY

20

A VIEW FROM THE FLOOR

22

LEADERSHIP

24

SUSTAINABILITY

56

ASSOCIATE ADVANTAGE

58

FINANCIAL CORNER

62

THE FINAL SCORE

DEPARTMENTS

8

MEMBERS IN THE NEWS

27

GOOD FOR BUSINESS

34

MEMBER PROFILE

60

ICPF UPDATE M

IN THIS ISSUE:

EM BEN BER EFIT

This is our annual Member Benefit issue! Look for this seal throughout the book that calls out each of your exclusive AICC member benefits.

BoxScore is published bimonthly by AICC—The Independent Packaging Association, PO Box 25708, Alexandria, VA 22313, USA. Rates for reprints and permissions of articles printed are available upon request. AICC is an international trade association representing a majority of independent North American manufacturers of packaging products and the suppliers to the industry. AICC members are represented by 538 boxmaking locations and 482 supplier locations, both segments of which are offered a full array of membership services, programs, and benefits. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of AICC. The publisher reserves the right to accept or reject any editorial or advertising matter at its discretion. The publisher is not responsible for claims made by advertisers. POSTMASTER: Send change of address to BoxScore, AICC, PO Box 25708, Alexandria, VA 22313, USA. ©2015 AICC. All rights reserved.

BOXSCORE www.aiccbox.org

1

OFFICERS Chairman: Greg Tucker, Bay Cities Container Corp.

First Vice Chairman: Tyler Howland, Sound Packaging LLC Vice Chairman: Mark Williams, Richmond Corrugated Vice Chairman: Al Hoodwin, Michigan City Paper Box DIRECTORS-AT-LARGE Brad Albright, Touchpoint Packaging Jay Carman, Stand Fast Packaging Products Joseph Palmeri, Jamestown Container Companies Marco Ferrara, Cajas de Cartón Sultana Jana Harris, Harris Packaging Corp./American Carton REGIONAL DIRECTORS Region 1: Don Simmons, Empire Container & Display Region 2: Matt Davis, Packaging Express Region 3: Kevin Ausburn, SMC Packaging Group Region 4: Eric Elgin, Oklahoma Interpak Region 5: Jeff Ramsey, Central Florida Box Region 6: Clay Shaw, Batavia Container Inc. Region 7: Finn MacDonald, Independent II Region 8: John Forrey, Specialty Industries Inc. Region 9: Vacant Region 10: Peter Hamilton, Rand-Whitney Corporation Region 11-12: John Franciosa, Coyle Packaging Group Region 14: Yair Caballero, CorrEmpaques Overseas: Kim Nelson, Royal Containers Ltd. President: A. Steven Young, AICC Headquarters Immediate Past Chairman: Mark Mathes, Vanguard Companies Chairman, Past Chairmen’s Council: Chuck Fienning, Sumter Packaging Corp.

Secretary/General Counsel: David P. Goch, Webster, Chamberlain, and Bean Counsel Emeritus: Paul H. Vishny, Esq. ASSOCIATE MEMBER DIRECTORS Chairman: Brian Kentopp, Bobst Vice Chairman: Keith Umlauf, Haire Group Secretary: Jeff Pallini, Fosber America Director: Ed Gargiulo, Equipment Finance Corp.

Immediate Past Chairman: Kevin Widder, Automatän ADVISERS TO THE CHAIRMAN Kim Nelson, Royal Containers Ltd. Jerry Frisch, Wasatch Container PUBLICATION STAFF Publisher: A. Steven Young, syoung@aiccbox.org Editor: Taryn Pyle, tpyle@aiccbox.org EDITORIAL/DESIGN SERVICES The YGS Group • www.theYGSgroup.com Executive Editor: Kelly Crane Winkler Managing Editor: Ashley Reid Copy Editor: Steve Kennedy Editorial Coordinator: Jordan Kell VP, Marketing Services: Jack Davidson Graphic Designer: Zon Buckley Account Manager: Kali Eskew SUBMIT EDITORIAL IDEAS, NEWS, AND LETTERS TO: BoxScore@theYGSgroup.com CONTRIBUTORS Director, Meetings: Cindy Guarino, cguarino@aiccbox.org Director, Latin America: Maria Frustaci, mfrustaci@aiccbox.org Director, Membership: Virginia Humphrey, vhumphrey@aiccbox.org Administrative Assistant: Chelsea May, cmay@aiccbox.org President, ICPF: Richard M. Flaherty, rflaherty@icpfbox.org ADVERTISING Information: Taryn Pyle, tpyle@aiccbox.org Opportunities: Howard Neft, InTheKnow Inc. 847-899-7104 • thneft@aol.com Folding Carton and Rigid Box Advertising: Taryn Pyle 703-535-1391 • tpyle@aiccbox.org AICC PO Box 25708 • Alexandria, VA 22313 Phone 703-836-2422 • Toll-free 877-836-2422 • Fax 703-836-2795 BOXSCORE www.aiccbox.org

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May/June 2015

WHETHER YOU NEED A RIGHTY OR LEFTY TO HIT ONE OUT OF THE PARK FOR YOU . . .

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Chairman’s Message

THE VALUE IN EMPLOYEE INVESTMENT

S

o here we are, halfway through the year. Summer is right around the corner, and vacation season has begun. This is a great time to sharpen the saw. We at Bay Cities actually start our year on July 1, so we just came off our strategic planning session where we budgeted the next year, reviewed our destination models, and added to them for this next year. This is extremely important to us, as it sets up and runs our whole communication system throughout the enterprise. This process builds everything along the lines of accountability, as it is our performance-measuring tool that reaches all the way up and down the company chain. If you attended AICC’s 2015 Spring Meeting in Naples, Florida, you heard Holly Green of The Human Element address strategic planning. This process makes reviews easy and mostly drives everyone’s performance toward their goals and the goals of the company.

Today, as we aspire to be a professional company, we have set up an all-encompassing management system that actually reaches every nook and cranny. I have always relished the day when the culture of our company chases the noncontributor out with a machete—that becomes the most powerful HR department one could wish for. Our culture is very close to that realization.

Seriously, the management of a company is all about the “C word.” You can have the best equipment, clients, and people on the planet, but if you don’t master the communication aspect, you are doomed. Let’s face it: There are only three things that make up a company.

If you are not on track for developing a management team, a healthy EBIDTA,

and forward cash flow, you are stuck in the mud. Our system works like this: We build a plan, we communicate the plan, we set up incentives to help foster the plan, then we drive the plan utilizing our destination models and scorecards with an overabundant communication culture. It isn’t perfect, but it works for us at the Bay. Our leadership meets every Wednesday at 6:30 a.m. We rotate the agenda as well as the leader and focus on all of the company matrices and the topic of the leader’s particular expertise. We communicate downstream with one-toone monthly meetings with all direct reports. This is a full communication session where we work on the individual destination models and scorecards. It is as close to a monthly performance review as we can get. When we do have performance evaluations, there are very few surprises, as everyone knows where they are all the time. We communicate the progress at our monthly State of the Bay meetings, where we deliver our financial performance and progress toward our corporate goals. Good and bad news is delivered, and there is nothing hidden with this process. I did say we celebrate great things at this meeting, right?

This brings me to where we find ourselves. We are a 100 percent employee-​ owned company—what’s commonly called an ESOP, or employee stock owner­ ship plan. This allows us to take what we would normally give to the federal government and instead invest that money into every contributor in the company.

I plan on walking you through the ESOP process with a few of our resources.

There are more than 15,000 ESOP companies in the United States. What scares everyone is that nobody knows

anything about them; thus they are seen as an expensive add-on to the professional services line on the P&L. If you learn about these wonderful plans, you will quickly find that they aren’t too much trouble to maintain. Put it this way: If I can figure them out, they can’t all be that hard to master.

It’s very fortunate that AICC has allowed me the time and energy as your chairman to help teach all of you the importance of a professionally managed company and how to leverage a tax code that can enable you to transition your company tax-free to the people who really deserve to own it. There will be much more to come on this subject, so once again … stay tuned!

Greg Tucker Chairman/CEO, Bay Cities Chairman, AICC

BOXSCORE www.aiccbox.org

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Scoring Boxes

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DIVING INTO CONTAINERBOARD INVENTORIES

BY DICK STORAT

I

ndependent corrugated converters need to keep a keen eye on containerboard statistics, since they provide valuable information on market conditions for the commodity that is almost always the largest single cost item in producing corrugated products for their customers. Containerboard data available to independent converters and to the public include corrugated shipments, corrugator consumption, and corrugated plants’ inventories of containerboard.

Monthly containerboard statistics for U.S. containerboard mills are also available for purchase. General members of AICC also receive Scoring Boxes™, a monthly analysis of current containerboard and corrugated market conditions, which I publish using publicly available information.

The statistic most important to market watchers is usually containerboard inventory because it shows the balance between supply of and demand for containerboard.

Lower than average inventory conditions indicate a tight market which, over time, can lead to price increases. Conversely, a sustained excess of inventory signals that more containerboard is available for purchase than is warranted by corrugated demand, leading to price declines.

American Forest & Paper Assocation (AF&PA) statistics report the inventory stored at mill and mill warehouse locations.

It is believed that the reported monthly data accounts for some 90 percent of all mill inventories, and AF&PA scales its statistics to industry level. At a similarly high rate of participation, the Fibre Box Association (FBA) collects monthly data from almost all corrugated converters and scales those data to industry levels.

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BOXSCORE May/June 2015

However, despite these comprehensive mill and box plant data, not all containerboard inventories are included in the AF&PA and FBA statistics.

Containerboard that has left the mill and its warehouses but has not been received into inventory at box plants by month’s end is called “in-transit” inventory. It is not reported by either mills or box plants and, thus, is not captured in the month-end containerboard statistics.

Depending upon transportation consider­ ations, this may amount to about a week of supply. So long as this inventory component remains constant over time, it has little bearing on market conditions.

However, a surge or significant decline in the amount of in-transit inventory will, in a subsequent reporting period, show up as more or less containerboard at corrugated converter plants.

Similarly, production that mills produce for export markets that has left the mill or its warehouses but is in temporary storage before being exported is not included in the

containerboard inventory totals. As market conditions change, it is possible that some of this containerboard may be redirected into domestic markets or some in-transit or corrugated plant inventory may be rerouted for shipment overseas. While in-transit inventory or pre-export stock surges can be important for short-term market assessments, they are less influential on long-term trends, since the ups and downs will cancel each other out over time.

Chart 1 below shows month-end total U.S. mill and corrugated plant inventories for the past 20 years. A few noteworthy trends are obvious. First, inventories have declined over the past two decades, with the linear least-squares fit trend line decreasing from 2.9 million tons to 2.3 million tons, or by about 1 percent per year, on average. Improvements in inventory management and other mill and plant efficiency improvements lie behind this long-term improvement.

The other noticeable trend is the seasonality of inventory levels. Almost

CHART 1

U.S Containerboard Inventories 000 Tons 7

3,000

6.5 6

2,500

5.5

2,000

5 4.5

1,500

4

1,000

3.5 3

500

2.5

0

2

J96

J98

J00

J02

J04

J06

J08

J10

Inventory – Left Axis

Weeks of Supply – Right Axis

Linear (Inventory – Left Axis)

Linear (Weeks of Supply – Right Axis)

J12

J14 Source: AF&PA, FBA

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HP T400 Simplex Inkjet Web Press

Scoring Boxes

CHART 2

U.S. Containerboard Inventories 000 Tons

7

3,000

6.5 6

2,500

5.5

2,000

5 4.5

1,500

4

1,000

3.5 3

500 0

2.5 2

J10

J11

J12

J14

Inventory – Left Axis

Weeks of Supply – Right Axis

Linear (Inventory – Left Axis)

Linear (Weeks of Supply – Right Axis)

without fail over the past two decades, inventories have increased in January, regardless of the absolute inventory levels at the end of the preceding year, followed by reductions over the subsequent months. In part, this has been related to winter corrugated demand slowdown and to traditional mill maintenance outages taken over the holiday season by many mills, especially in the South.

It is also influenced by the difference between mill and box plant shipping days in December and January. Typically, converting plants operate on a five-day workweek, excluding holidays, while mills run pretty much every day, except for infrequently scheduled maintenance outages.

The difference between mill and box plant shipping days typically peaks in December because of the Christmas and New Year’s Day holidays, then returns to more seasonal levels in January. Last year, the difference between mill and box plant shipping days declined from 11 in December to nine days in January. Last year’s average daily containerboard production rate was 95,000 tons per day, providing the potential for an additional 190,000 tons of production to go into inventory, demand and other factors remaining constant.

Looking back over the past five years, however, one sees a different picture than described above. Chart 2 confirms that mill

6

J13

BOXSCORE May/June 2015

J15

Source: AF&PA, FBA

and box plant containerboard inventories have been increasing since January 2010.

Over the past 60 months, end-of-month inventories on average, measured by a linear least squares fit, have risen by 8.1 percent, from 2.22 to 2.4 million tons, or at a 1.6 percent compound average annual rate.

In part, this increase can be explained by the decreasing rail transportation options available to containerboard mills.

What can we learn about current market conditions from this approach to analyzing containerboard inventories? First, as Chart 3 shows, industry inventories rose during January 2015 (the latest data available), increasing by the largest amount in any

month of January since the turn of the century—221,000 tons. This puts the January containerboard inventories increase at 50 percent over the past 10-year average 146,000-ton gain.

Secondly, inventories are higher than the trend line for the past five years. At the end of January, containerboard inventories at mills and box plants stood at 2.562 million tons—162,000 tons, or 6.8 percent, higher than trend.

So, it’s natural to conclude that inventories were abnormally high at the end of January, even after considering a typical January inventory rise. However, 2014 year-end inventories were about as far below trend as January’s month-end stocks were above it, so stay tuned to learn how inventories trend over the next few months before concluding that high inventories signal near-term weakness in containerboard markets. This information should help you to make better assessments about inventory levels and containerboard market conditions.

Richard Storat is president of Richard Storat & Associates. He can be reached at 610-282-6033 or storatre@aol.com.

CHART 3 January Box Plant & Mill Containerboard Inventory Changes 000 Tons

400

377

350 306

300

Average January increase past 10 years = 146,000 tons.

262

250 200 150

166

168

160

221

203

202

196 176

163

120

166

119

100

80

60

50 0

(50)

8

-57

(100) 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 Source: AF&PA, FBA

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Anne Lander

Pamarco’s David Parr leads a group discussion at the company’s annual sales meeting.

Photo courtesy of Bobst North America

Zach Root

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Photo courtesy of Katie Graham, Pamarco

Members in the News

Photos courtesy of W.H. Leary

From left: Rob McCann, Brian Moritz, Martin Jobe, and Matthew Michna

Pamarco Global Graphics Pamarco Global Graphics held its annual sales and strategy meeting in January in Atlanta. The four-day event featured advanced training on current industry topics, as well as a review of the recent product developments within the company.

In addition, Anne Lander and Zach Root have joined the sales team. Lander is responsible for Central and South America and works directly with Pamarco’s existing agent network. Root represents Pamarco in Southern California, Arizona, and New Mexico as a technical sales representative.

Separately, Pamarco exhibited at INFO*FLEX 2015, held in Nashville, Tennessee, May 4–5.

Bobst North America Announces New Process Optimization Team Bobst North America has assembled a new process optimization team. This group is now available to customers to assess current work processes and environments to develop a strategy and customized action plan that ensures all production targets are achieved and maintained from all work centers in a plant. The team consists of industry specialists with more than 100 years of combined experience.

Rob McCann, process optimization manager who is leading the team, adds, “Using varying combinations of these services along with our team’s experience, we have helped some of our customers reduce their setup times as much as 50 percent. We look forward to working with all of our customers to increase their productivity and profitability.”

Leary and Robatech: Working Together for a Stronger Bond at CCE International W.H. Leary and Robatech AG together presented precision application devices and quality assurance technologies for the paper converting industry at CCE International, March 10–12 in Munich. The latest technologies were on display, and experts spoke on reducing setup times and improving quality and overall efficiency on finishing lines.

In addition, Leary discussed how “Accurate Glue Application Is Critical for Best Box Performance” in a technical seminar on March 12.

Leary’s Monet™ Operating System

Robert Nielsen joins APPI Energy Independent consulting firm APPI Energy has announced the hiring of Robert D. Nielsen, senior energy consultant. In his new role, Nielsen will develop and manage electricity, natural gas, and demand response customer relationships.

Robert Nielsen

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BOXSCORE May/June 2015

BOXSCORE www.aiccbox.org

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Legislative Report

AICC’S GOVERNMENT RELATIONS ACTIVITY: A ROBUST BEGINNING

BY JOHN FORREY

I

’m pleased to be the new Chairman of AICC’s Government Affairs Committee whose previous chairs, Lee Shillito of Triad Design and Display (now Pratt Industries) and Mark Williams of Richmond Corrugated, served so honorably and ably to guide AICC’s government relations work.

Some may think that this area is new for AICC—that it is a function of our recent efforts to help bolster the manufacturing climate in North America through positive legislative action. This is true enough, since

sessions in that year: March 8, March 23, March 30, and April 25. It is a testament to the fervor felt over this issue at that time that so many hearing days were devoted to this proposed legislation.

The written testimony and background information provided by AICC’s panel of five member representatives appearing before the subcommittee spans 26 pages in the hearing record, and its principal focus is that the independent sector of the corrugated industry is under increasing pressure

Today, AICC’s independent members, as independent businesses, face challenges from our government that, to me, are more insidious than the level of concentration in our own industry. we started our annual Washington Fly-in back in 2003. But did you know that AICC was founded on the principle of actively engaging government for the protection and benefit of independent converters?

As part of AICC’s 40th anniversary celebration, we have been combing AICC’s “attic” in Alexandria, Virginia, for artifacts from the Association’s early years. One of the pieces in this collection is a dog-eared copy of an official Hearing Record from the Subcommittee on Antitrust, Monopoly, and Business Rights of the U.S. Senate Judiciary Committee. The year is 1979. The issue before the subcommittee is “S. 600, The Small and Independent Business Protection Act of 1979,” and the hearings on this bill spanned a remarkable four

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BOXSCORE May/June 2015

as it attempts to remain profitable and in business. The testimony submitted shows a series of mergers and consolidations that had taken place in the 20-year period leading up to the hearing. The major concern expressed by AICC’s representatives on that day was the increasingly perilous state of the containerboard industry, which they saw as ultimately hostile to its independent customers. The independents who appeared before the senate subcommittee feared they could be “cut off” at any time if the containerboard producers’ own plants needed the board more.

It is easy today, in an era when our industry analysts are talking about increasing inventories and new capacity being added by smaller mills, to think that AICC’s early leaders were a bit paranoid about the state

of their industry—that they were running to the government for help when they should have been more concerned about how they were running their businesses.

Today, AICC’s independent members, as independent businesses, face challenges from our government that, to me, are more insidious than the level of concentration in our own industry. The independent sector of the industry has fared well, in spite of industry consolidation and mergers.

The bigger concern that we have as independents is an attitude on the part of government that the business community is somehow corrupt, environmentally dangerous, and abusive of its workers. This is the reason that AICC’s Government Affairs Committee exists today—to present our case as business owners that we are innovative, job-creating, benefits-providing, and tax-paying enterprises that should be nurtured, not discouraged, in our quest to grow our businesses.

As you read this article, AICC’s 2015 Washington Fly-in has just concluded, and this is the message we took to our representatives on Capitol Hill. Please join us in this effort—become involved in our shared mission to help protect AICC members today, just as our Founding Fathers did when AICC was born 40 years ago.

John Forrey is president of Specialty Industries and NuPak Printing in Red Lion, Pennsylvania, and is chairman of AICC’s Government Affairs Committee. He can be reached at 717-246-4301 or jforrey@ specialtyindustries.com.

AICC 2015 Annual Meeting

and Independent Packaging Design Competition

Save the date and ‘round up your posse’!

September 28-30, 2015, at the Omni Fort Worth, Fort Worth, Texas

REWARD

– Educational Workshops & General Sessions – Extensive Networking Opportunities – Designers’ Lab – 2015 Independent Packaging Design Competition – Innovator of the Year Award – Local Plant Tours

Details and registration available Summer 2015.

P.O. BOX 25708 Alexandria, VA 22313 phone: 877- 836-2422 www.aiccbox.org

New Members

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WELCOME AICC’S NEW MEMBERS AIR SYSTEMS DESIGN INC. ROBERT ZACARY JR. President/Owner 50 East Court Mandeville, LA 70471 Phone: 985-875-7777 Fax: 985-875-7778 bobjr@airsystemsdesign.com www.airsystemsdesign.com

BENEFITS EXCHANGE ALLIANCE MICHAEL HAND Senior Vice President and General Manager, Los Angeles 100 Corporate Pointe #210 Culver City, CA 90230 Phone: 310-251-8436 Fax: 949-600-8692 mhand@bxall.com www.bxall.com

IGI LATAM, S. DE R.L. DE C.V. JESUS COLLANTES ZAVALA Director of Latin America Paseo de la Reforma 2360 México, DF 11930 Phone: +52 55-5950-2360 jcollantes@igiwax.com www.igiwax.com

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BOXSCORE May/June 2015

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Ask Ralph

BOX PERFORMANCE ESTIMATOR — A MOBILE-ENABLED APP

BY RALPH YOUNG

T

his Association strives to be sensitive to every growing and changing need of its members, associates, and visitors, so several years ago it established the position of technical adviser. AICC had the foresight to appoint someone who would publish relevant communications about the foundational elements of corrugated and potential opportunities based on developing national and international trends. The person would attend national and regional meetings, network with other technical groups, produce webinars, brochures, and DVDs, and generally be available to members 24/7 through what would become AskRalph.

“This app is intended to provide better estimates and eliminate waste.”

There has always been a transparency for all to access resources and inquire, even though these services were intended to be an exclusive member benefit. Although some resources are now password-protected, knowledge has been openly shared.

So, in the continuing effort to provide excellent ongoing offerings and resources, a Box Compression Estimator is being developed as a mobile-enabled application. Using many known linerboard and medium grades to build ECT and therefore initial box compression, these software programs have allowed users to factor in various compression loss factors—such as pallet stacking patterns, storage times,

relative humidity, total weight on the bottom box, and pallet designs. As a supplement, visit the National Wooden Pallet & Container Association website, www.palletcentral.com, for best practices in specifying a pallet.

We are thankful to R.C. Mckee, Thomas Urbanik, John W. Koning, Robert K. Stern, Keith Q. Kellicutt, and William J. Whitsitt of the USDA’s Forest Service Forest Products Labs and the Institute of Paper Chemistry. This corrugated research was funded by taxpayers and large corporations during the 1960s, ’70s, and ’80s. The research lives on today as the fundamental findings into the corrugated structure and its long-term performance.

A user begins by inputting known linerboard and medium grades onto Page 1.

High and low ECT values per combination are reported through a formula from Page 2, where the high and low range of cross direction ring crush or STFI values per grade are stored. After inserting box dimensions, a range in initial box compression values will appear.

The quality of the containerboards or sheets then becomes a concern.

Opportunities exist to compare real output strengths through combining and converting processes against the industry’s highest and lowest predictions.

Additional input variables require a selection of corrugator efficiencies and deterioration factors from each piece of converting equipment that touches the box. Ultimately, this is a fantastic external visual tool to have in front of the customer and to use internally to drive waste and inefficiencies out of operations.

Dave Vollick, retiring senior technical services representative for RockTenn,

reminded attendees at the most recent AICC/CCCA Canada Winter Meeting and Table Top Fair that initial topto-bottom box compression is not complete box performance through the supply chain. Because we have not completely understood the end user’s distribution environment, historically we used safety factor multipliers, which led to overpackaging. This app is intended to provide better estimates and eliminate waste.

However, estimates of vibration analysis and duration will still be missing. No one has been able to put his or her hands around that variable yet. Neither can we model drop tests, flat and incline plane impacts, and over-the-road conditions in a universal app, nor will the app be able to separate the dynamics of small parcel from pallet load shipments.

What makes this app more comprehensive than others is the inputs, twice-a-year updating of raw materials, adding new grades, and eventually incorporating torsional stiffness for all those who have bought or are considering purchasing a Chalmers Dynamic Stiffness Tester. The expanded development will include grades not commonly known here in North America, such as European lightweights, giving users a glimpse into what is occurring elsewhere.

Ralph Young is principal of Alternative Paper Solutions and AICC’s technical adviser. Contact Ralph directly any time about any technical issues that impact our industry at askralph@aiccbox.org.

BOXSCORE www.aiccbox.org

15

The Hidden Factory

ORPHAN PALLETS

BY LES PICKERING

D

uring some recent training at an FFG (flexo folder gluer), a group was learning about a new discipline called “observations circles.” The team in training was observing the actions of the third team member assigned to the load former. In particular, the team was learning about a common problem termed the “orphan pallet,” in which the final pallet is incomplete.

For example, a customer requires an order of 3,500 boxes. The order is to be palletized in 600 to suit their cube for either trucking or warehouse requirements. Six pallets are required for the order. Using industry standards of ±10 percent, the order delivery range will be 3,150–3,850. Usually the corrugator supplies the order at +12 percent; therefore, the number of sheets delivered will be 3,920.

At the bottom of the range (3,150), the customer will receive six pallets—five complete and the orphan pallet, which will have 150 boxes, one quarter the height of the other five. At the top of the range (3,850), the customer will receive seven pallets—six complete and the orphan pallet, which will have 250 boxes—almost half the height of the standard pallet.

Now, let’s think like a sophisticated customer. This type of customer sees the loss of cube and calculates how it affects logistics in the warehouse, where racking is becoming the norm. In our example, the lowest-range orphan pallet has lost 75 percent of the cube; the highest-range orphan pallet loses 58 percent.

Customers insisting on ±5 percent will soon become the industry standard.

However, it is important to understand that reducing the range has not done anything to help the box manufacturer.

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BOXSCORE May/June 2015

Let’s return to the example. Customer requirement is now 3,500, ±5 percent, which means the new range is 3,500– 3,675. Let’s say the corrugator delivers +7 percent, resulting in delivering sheets of 3,745.

This has reduced the amount of sheets required to make the order, but it has not helped when it comes to palletization. The minimum of 3,500 creates five pallets, with the balance on the orphan pallet of 500 sheets and a loss of cube of 16.6 percent. Six pallets are created at 3,675 with the balance on the orphan pallet of 75 sheets and a loss of cube of 87.5 percent.

Here comes a problem for the box plant. The team member on the FFG needs to do something with the remaining 75 boxes. Either they are distributed evenly on the final pallet, resulting in the pallet exceeding the maximum height, or the orphan pallet has so few boxes that it cannot be strapped automatically because it is below the minimum height. Handstrapping increases cost on the order.

Another cost factor is load tags and team member resources. Due to the FFG not knowing the final count of the order, the load tag is usually generated at a local printer. This results in every finishing machine having a printer with toner cartridges, paper management, and T1 lines for data, resulting in infrastructure cost.

How can these problems be resolved?

When the order is placed on system, the palletizing must be divisible by the total number of the order—the number required by the customer. This provides an opportunity for operations to get things right. In our example, the customer order will be six pallets of 600, delivering 3,600 within the range of 3,500–3,675 boxes.

Now we must ensure customer service has completed all the necessary fields on the order card. Too often the palletization details are empty, and the team member is expected to work it out. Some companies have people managing all the orphan pallets on spreadsheets. These are expensive ways to work. If orphan pallets can be removed, then other costs can be reduced from operations.

This is an opportunity, until the competition catches up, to charge more for boxes. Sophisticated buyers know that having exact order counts saves them money. Therefore, until it becomes the norm, you may be able to charge more for exact order counts than your competition who is stuck on ±5 percent.

The future has no magic wand; it’s a series of numerous small improvements that will increase profitability. Better to improve 100 things by 1 percent than one thing by 100 percent.

Les Pickering is co-founder of Quadrant 5 Consulting, based in San Francisco. Les can be reached at 415-988-0000 or leslie.pickering@ quadrant5c.com. Follow him and Quadrant 5 on Twitter at @Q5cLP.

Selling Today

THE FUTURE OF PACKAGING SALES

BY KIM BROWN

T

he Information Age is dead. The existing B2B selling process is obsolete.

The unprecedented access to data combined with continual inundation of marketing messages has left fatigue. Today’s buyers are overwhelmed with the information surrounding them. The introductory stage in B2B selling was often a persistent attempt to breed familairity by being in front of a buyer’s eyes. Submission of more “me too” marketing materials now results in irritation and full trashcans. The method of introduction must capture their attention by disrupting the pattern of being just another interchangeable box guy.

The overwhelming amount of data at our fingertips has created a shift. This accessibility altered the adage that “information is power.” The power shifted to the hands of those who are able to use the information in actionable ways. As the amount of available data continues to expand, we lose the ability to decipher what’s important.

The Information Age has transitioned from consumption of more into less, but better. This new era requires the ability to view data differently, to cut through the noise, eliminate the clutter, and cultivate what’s important in relevant ways. Called

the hottest job of 2015, analysts state there are 4.4 million people worldwide employed in these data mining positions and 70 percent of companies have a data strategy in place or are actively planning one. The facts are in, the question is, how do you leverage this?

In the introductory stage of sales, today’s distracted and overwhelmed buyers view the typical “look how great we are” company brochure as another irritating source of more useless data. To rise above the competition and warrant their attention, a much deeper understanding of a buyer’s industry and their company is required. These buyers seek suppliers with a different level of expertise—one that is not, by their old definitions, product focused or even service driven.

The specific information used and how you make it relevant will vary by company and by market. The sales strategy is broader in scope with an aerial view to align a new set of dots. Segment your market, define the target audience, and conduct research, addressing issues not previously associated with packaging, but those at the forefront of the buyer’s agenda.

EMERGING LEADER “The biggest growth will likely result from niche market opportunities, especially in the digital display packaging and high-value custom-sized brown box arenas. The confidence is there to invest in the state-of-the art machinery to streamline production processes and ultimately improve service to the market.”

— Rob Garvey, vice president, British Converting Solutions – North America

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BOXSCORE May/June 2015

To outline this more clearly, one example is the regulatory changes surrounding GHS, or Globally Harmonized System of Classification. In the U.S., chemicals are a $450 billion dollar industry and OSHA estimates these changes will impact more than 5 million workplaces.

Gain a thorough understanding of these new regulations, details of compliance, and deadlines they face allowing new discussions to emerge. Develop a program outlining in detail how you assist in addressing areas such as print or label changes, associated tooling costs, and obsolete inventory. This clearly defined and thorough program becomes your means of introduction and sales strategy specific to prospects in this market segment.

This informed, personalized, and distinctive method of introduction garners the buyer’s attention and an invitation to continue the discussion. This level of expertise creates a foundation of credibility and establishes a sustainable advantage as it is directly tied to your company’s detailed program and the necessary knowledge and expertise to carry it out. These things are not easily duplicated.

The future is not already written.

We write it through our decisions and behaviors. Don’t let fear paralyze you into preserving the status quo while you watch the numbers decline and buyer loyalty fade.

You will never create market distinction by playing follow the leader. Achieving different results requires the courage to take a different direction.

Kim Brown is the founder of Corrugated Strategies. She may be reached at 317-​506-465 or kbrown@​ corrugatedstrategies.com.

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A View From the Floor

SKILL SETS FOR THE 21ST-CENTURY WORKFORCE

BY DEAN MITCHELL

M

uch has been written and debated about the loss of manufacturing in the United States and the role robotics, computer technology, information, and data will play in making us a manufacturing giant on the world stage once again. However, little has been discussed on the importance of a workforce with the skill set to get the most out of the latest technology.

This assertion begs the questions: What are the specific skills and knowledge required to be a 21st-century box plant operator and crew? Who will provide the necessary training to attain these skills and knowledge? Why should you and your company make this a priority? How do you hire the right people and retrain existing personnel?

Let’s begin with new hires. Make a list of skills required. Get assistance in developing this list from suppliers, companies that currently have the equipment, AICC sources, outside consultants, or in-house committees.

We should be hiring people with excellent grades who have taken high school or community college courses such as robotics, information technology, business/economics, creative writing, or public speaking.

As part of the interview process, give candidates a problem to test their computer competencies and analytical skills. Have the

applicant present their solution and how they would implement it. Yes, it takes time, but remember how much you spent on the new technology and how much you will have invested in your new employee.

How about existing employees? You have loyal and productive workers, and a good employer should identify the skill sets necessary for them to continue as valued contributors. Inventory their current skills; provide some exercises to test their capabilities and aptitudes. Make a list of their strengths and weaknesses, and use it to provide the training necessary to operate the 21st-century technology.

Computer skills and knowledge have become the new value. The new manufacturing workforce requires competencies in: • Basic understanding of robotics and computers.

• Data collection, interpretation, and analysis.

• Process and solution development.

• Interpersonal and team-building skills.

Where can we find opportunities for training these key employees? First, check courses offered at the local community college. The company from which you purchased the new machinery and management information system (MIS) should also provide skills training. It is in the best interest of your supplier to make certain

EMERGING LEADER “With a younger workforce making its way into the industry, I predict older machinery [processes] will be replaced with a more user-friendly (video game) way of getting things done.” — Sean Peickert, Sales, Haire Group

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the crew operating the technology is competent and capable of delivering all of the productivity they promised. Check on training and seminars offered by AICC. I believe the Packaging University offered by the association has great potential, and I would encourage you to advance this idea with your time, expertise, and financial support.

The success of your company will require a workforce with the skill sets for 21st-century technology. Do your due diligence when it comes to capital and human assets. Over the next few months I will search for a good method of determining whether your new hires and existing employees have a good foundation for operating successfully in this new age of data and information. Please feel free to contact me, and I will send you the status of my search and the method(s) when I find them.

You purchased the best machinery and technology and found the right personnel to operate it. There are more things you will want to consider. In my next articles I would like to look at some of these other components, such as the processes and organization necessary for your crew to gain the full benefit from your major capital investment—an investment made for the future that allows your company to compete and succeed in a global economy.

Dean Mitchell is the president of The Mitchell Group. If you have a question or comments about doing business on a global scale, email Dean at tde55@aol.com.

Leadership

M

EM BEN BER EFIT

IS PEER ADVISORY FOR YOU?

BY SCOTT ELLIS, ED.D.

A

s I look around the table I see people of vast and varied experience. A former museum curator talks with a marathoner and an inner city mentor about personnel issues. The Olympic sailing race coordinator listens intently to the wisdom of a third-generation boxmaker. The integrated district manager turned entrepreneur and a past design manager compare notes about growing fulfillment business. Their experience is diverse, and their commitment and value to one another are growing because they share the common challenges of leading a packaging company. They are leaders who, because of their membership in AICC,

there just isn’t an opening in our schedule, but that’s like skipping a trip to the gas station in order to save time on a long road trip. Finally, there are some who believe that there is nothing to be learned from a group like this; unfortunately, that attitude renders them correct.

I recently contacted Kim Nelson, CEO of Royal Containers and member of an Advisory Group for the past seven years.

She exemplifies the lifelong learner and faces more scheduling challenges than most in her pursuits as CEO, mother, industry association leader, and triathlete. Nelson attributes both personal and professional growth to her experience with this group. She summarizes

“There is an incredible amount of value in having a forum for like-minded people— those who truly understand your work life.” have access to joining a CEO Advisory Group. They will tell you that their investment of time and money has paid great dividends in operational advantage. Yet, the groups are relatively few in number.

Those I have interviewed tell me that any initial concerns they may have had were either unfounded or worth the small risk involved. Among areas of perceived risk were confidentiality, competitors in the group, and the potential value to be gained in ratio to the investment of time and travel. Let me speak to those right now: The groups are constructed so as to place leaders of like-size manufacturers with companies from noncompeting areas around North America. In addition, the group’s rules of engagement include commitments to confidentiality. Regarding the time commitment, it’s very easy to say

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the benefits: “There is an incredible amount of value in having a forum for like-minded people—those who truly understand your work life. The meeting allows opportunity to bounce ideas around a group of successful business people. Because they have faced similar challenges, I am comfortable exploring options and venting frustrations without fear of judgment. I’ve certainly been exposed to a great deal of information and alternative ways of doing things that I can’t imagine learning elsewhere. I have learned some things I would expect to find in a CEO group, like a deeper understanding of financial analysis, succession planning, lean practices, and better cost controls. What is somewhat surprising is that I have also become a better leader. These people have helped me become more empathetic and open-minded. My day-to-day management

has been enhanced as much by my growth as a person as it has by the skills I’ve gained in data analysis, goal setting, and strategy.”

To create the atmosphere in which one can experience the type of value that has become part of Kim Nelson’s story, AICC provides a facilitator to coordinate meeting content and safeguard members from discussion that might be construed as a violation of antitrust issues. Members are matched based on criteria including geographic location, type of facility, and product mix.

Groups are assembled to be noncompetitive.

Each member hosts the gathering in turn and receives in-depth peer analysis of fundamental business strategies. In each two-day session, members produce an action plan and offer a support network to help with execution. Commitment to confidentiality is paramount, as members are free to share business information and personal concerns.

This is particularly freeing for members in the lonely business environment, where everyone reports to them. Some have even gone so far as to treat the CEO Advisory Group as their personal board.

Access to participation in an AICC CEO Advisory Group is a benefit of membership that has exceeded the value of more heterogeneous professional groups for many. Members learn from other packaging leaders’ experience and stay current with market and industry innovation. A network of group members is an invaluable resource that can be called upon as a sounding board or as advisers.

Scott Ellis, Ed.D., is a partner in P-Squared (P 2).

He can be reached at 425-985-85054 or scottellis@psquaredusa.com.

One man can assemble over 100,000 pallets per year per shift.

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Lifdek licenses its corrugated pallet technology to corrugated Lifdek assembly videos at www.lifdek.com converters worldwide. Call 407-358-8393 to learn more.

Sustainability

CORRUGATED INDUSTRY STANDS SOLID ON NEW PACKAGE CLEANLINESS RESEARCH

BY DENNIS COLLEY

T

oday, an estimated 90 percent of all products manufactured in the United States ship in a corrugated box. Yet the cost-effective, protective, retail-ready, sustainable, clean corrugated box tends to be taken for granted.

In the produce industry, package cleanliness has gained recent attention. For most stakeholders, food safety is essential and always top of mind, but what about the cleanliness of containers used to ship produce? Is bacteria present on the inside surfaces of boxes?

To answer this question, the corrugated industry recently commissioned third-party testing and analysis by the University of California–Davis and toxicology experts Haley & Aldrich. The research confirmed 100 percent of tested corrugated containers met acceptable sanitation levels.

Experts examined 720 swab samples taken from containers produced by six different corrugated manufacturers at grower-shipper locations in three different U.S. regions: the Northwest, California, and Florida.

Samples were tested using the cleanliness threshold of 1,000 colony-forming units (CFU) as defined by Dr. Keith Warriner from the University of Guelph, Canada; the Food Safety Authority of Ireland; and the New South Wales Food Authority, Australia. The U.S. Food and Drug Administration does not have guidelines for bacterial levels in packaging.

One hundred percent of the evaluated samples were below 1,000 CFU per swab, confirming that corrugated containers provided for food packaging meet acceptable sanitation criteria at the point of use.

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Typical corrugated manufacturing practices are responsible for the low levels of bacteria. Corrugated containers are engineered for single use, specifically for the product they contain. They’re designed to cushion and protect products while optimizing fiber usage and reducing weight, and are air-shipped, leading to fewer loads. After use, there’s nothing to wash. The corrugated box is returned to the paper mill, where the recycling process greatly reduces bacterial loading.

Nearly 90 percent of corrugated shipping containers produced in the United States are recovered for recycling through strong commercial and residential collection programs. Most retailers have backroom balers that bale corrugated, which is then sold to generate revenue and improve store profitability.

This continuous cycle of using boxes, recycling them, and then creating new boxes not only translates into package cleanliness, it also contributes to the sustainability of the corrugated industry.

The corrugated industry has a long history of responsible environmental stewardship. Like produce growers and shippers, paper and paper-based packaging manufacturers recognize a responsibility to the land that supports their crop. Corrugated containers are made from a renewable resource—trees.

Today, one-third of the U.S. land mass, 751 million acres, is forest land, and 504 million acres are classified as timberlands. That’s a greater number of trees today than when the first Earth Day was celebrated in the U.S. more than 40 years ago. In addition, 3.2 million seedlings are planted each

day—that’s 1.2 billion a year. Trees absorb carbon dioxide and offset 10 percent of our nation’s emissions.

Further, the corrugated industry remains committed to improving its overall carbon footprint. The first-ever industrywide life cycle assessment was published in 2010 and updated last summer, showing reductions in 10 impact categories, including a 32 percent reduction in global warming potential.

All of this, along with a lot of innovation along the way, contributes to making corrugated boxes unsung heroes.

In partnership with produce growers, shippers, and packers, corrugated manufacturers will continue to seek optimal performance in the delivery of produce from field to table. These corrugated study results are the latest example of the corrugated industry’s commitment to delivering packaging that meets acceptable sanitation levels to contain, protect, and transport produce.

Dennis Colley is the executive director of the Corrugated Packaging Alliance and president of the Fibre Box Association.

He can be reached at 847-364-9600 or dcolley@fibrebox.org.

For more information about the corrugated industry, visit www.corrugated.org.

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BOXSCORE May/June 2015

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Being an AICC Member is..

GOOD FOR BUSINESS

PROFESSIONAL DEVELOPMENT

27

MEETINGS

30

PROFESSIONAL RESOURCES

30

ON COMMUNICATION

32

BOXSCORE TIPS, TRICKS, AND SOLUTIONS TO BETTER BUSINESS

BER MEM EFIT

PROFESSIONAL DEVELOPMENT

BEN

Answering the Questions You Didn’t Know You Had

By Virginia Humphrey In a recent member survey, 97 percent of respondents said that they placed high or very high value on professional development for their employees. You—or your boss—want the employees in your company to thrive. However, sometimes it’s hard to know what they need to be their best selves. So, here comes the shameless plug before the really good information: Make sure all of your employees receive our weekly e-newsletter, inBox, and read all of the articles and check out all of the upcoming events so they can come to you with the courses they’d like to take and areas where they think they need growth.

You can take the lead on developing professional growth goals for your employees, and AICC can help. We have put together a cadre of speakers this year to cover everything from customer service to machine performance to leadership. You will see them at seminars across the country, during the Spring Meeting in Naples, and online through the Packaging University. Learn

more about a few of our speakers in this article, and see all of our upcoming events at www.aiccbox.org/calendar.

AICC/ FBA Industry Fly-in AICC and the Fibre Box Association (FBA) are joining forces to bring a pro-industry, pro-manufacturing message to an election-minded Congress and administration every June.

FirstPak By aligning themselves with other AICC members, independents can better serve multilocation customers, target multilocation accounts, and compete for the business now controlled mainly by some of the largest corrugated products companies.

FirstPak provides an easier way for end users to identify and utilize independents for all their paperboard packaging needs.

In short, the FirstPak alliance will enable independents to become better partners with their fellow independents and better suppliers to their customers. You have to work your membership and FirstPak to make it work for you.

EMERGING LEADER

“I think the trend for our business is developing talent that stimulates innovation. Together we are driving mobile computing that visually analyzes data in realtime. Also, revamping our daily thinking with design concepts paralleling plant automation will propel economic advantages for our customers.”

— Jeremy Rodery, materials manager/ production scheduler, Vanguard Packaging

BOXSCORE www.aiccbox.org

27

Good for Business

PROFESSIONAL DEVELOPMENT AskRalph If you have a question, AskRalph.

AICC Technical Adviser Ralph Young has spent his entire corporate career in the forest products industry, investing the last 25 years in the paper and packaging sector. He has worked in woodlands, primary manufacturing, sales and sales management, marketing, business planning and communications, and three different assignments in product development. His expertise is available to you both through his blog and in one-on-one conversations as an AICC member.

New AICCbox.org AICC has a new website with a greater depth of information and resources. At www.aiccbox.org you can: • View your membership benefits.

You have access to discounts on energy, background checks, and much more.

• See all upcoming events. Find crisp educational programs and meetings especially for the independent on a variety of topics around the country and online.

• Renew your membership. Every June, your company’s primary contact can easily renew your company membership online. Remember, with a company membership, all of your employees at all locations have access to AICC member benefits.

• Update your profile. Keep your company’s contact information up to date in the iDirectory to make it easier for your peers to find you and tap into peer learning opportunities with AICC. Your primary contact can also update your company’s roster to make sure the

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BOXSCORE May/June 2015

right people are getting the information they need to thrive.

Specialty Groups While the independent spirit brings all members together, different companies have different needs. To meet those needs we have developed several different groups, available as an exclusive member benefit. If you have interest in being a part of any of these groups, contact us at 703-836-2422.

• CEO Advisory Groups: AICC’s CEO Advisory Groups were formed as a resource for box manufacturing plant CEOs. Group members focus on realworld experience, best practices, and the pitfalls to avoid. Communicating with other executives can help a CEO better identify opportunities and see how to improve all aspects of the business.

Groups discuss changes that can positively impact the bottom line.

• Smaller Manufacturers Advisory Group (SMAC): AICC calls on members that are small in size, not in stature, to ensure that the voices of the majority of general members—who are under $15M in sales—are heard.

• Emerging Leaders: This group of Emerging Leaders, which are defined as roughly 35 years of age or younger, meet regularly at AICC’s national meetings in sessions specific to their needs. They participate in active industry training programs and provide valuable input to the future direction of AICC and of our corrugated, folding carton, and rigid box industries. Each board committee has Emerging Leader representatives, and they often provide articles for Corrugated Today and BoxScore.

Publications We offer a range of publications, in a variety of formats, to help you run your company well. Topics include safety, sales and industry, benchmarks on sales and compensation, and much more. You can find them all in the new online store.

Industry Data Scoring Boxes™ Available as a free member benefit for all general members, Scoring Boxes is a monthly newsletter on conditions in the U.S. containerboard and corrugated industry.

Census of the Independent A review of production, sales, and product mix data for independent fullline corru­gator plants, sheet plants, and sheet feeders provides a comprehensive picture of the independent marketplace.

Salary, Hourly Wage, and Benefit Report The salary and benefit report of AICC’s general members represents the only comprehensive report of the key employee salaries and benefits being paid by independent corrugated converters in the United States and Canada.

Sales Compensation Report Based on a comprehensive survey of U.S. and Canadian members, the survey details sales compensation programs in place at independent plants around the country. The report covers types of programs, payment basis, and the perquisites provided for a range of industry sales representatives.

ONE OF THE TOP TEN REASONS TO JOIN AICC

STRENGTH 1. YOU BUILD A BETTER BOX,

WE’LL HELP YOU BUILD A BETTER COMPANY AICC represents a majority of the independent packaging manufacturers and their suppliers. We are dedicated to strengthening the independent’s position in the marketplace, empowering our members to compete successfully in a rapidly changing industry and an increasingly competitive and global business environment.

10.

5. KING WOR

GROWTH

NET onnect witrhs to

2.

PARTNERSHIPd

C embe m t o her row your g ess. busin

Manufacturers ang suppliers sharin 4. information and COMMUNICAT IO knowledge.

Be part of a cultu N that allows you tore ask questions an d share ideas.

3.

DEVELOPMENT Learn how to inspire and motivate the next generation of leaders.

Grow your business with best practices and strategic planning.

9.

7.

INFORMATION

6.

Gain the practical know-how to grow and prosper.

KNOWLEDGeE Stay competitiv with industry information and benchmarking surveys.

N EDUCATcaItiOon you

Get the eduere and need wh ed it: e when you n iversity, n U Packaging d industry n seminars, a ngs. ti e e m

LEADE8.

RSHIP Join a

C Group EO Advisory to your op maximize excelle erational nc profitab e and ility.

To learn more about AICC or getting the most out of your membership, visit AICCbox.org or contact Virginia Humphrey, Director of Membership at vhumphrey@AICCbox.org or call 703.836.2422.

113 S. West Street • P.O. Box 25798 • Alexandria, VA 22313 • Phone +1.703.836.2422 • www.aiccbox.org

Good for Business BER MEM EFIT

Top Reasons to Join AICC

BEN

1. Strength. AICC is dedicated to strengthening the independent’s position in the marketplace, empowering our members to compete successfully in a rapidly changing industry and an increasingly competitive and global business environment.

2. Partnership. Within the Association, all facets of the industry work together, sharing knowledge and information to help each other succeed. AICC members understand that with collaboration and cooperation, they can go further than trying to go it alone.

3. Development. Companies always need innovative ideas and new employees to come into their ranks. Foster your up-and-comers with professional development opportunities, like the Emerging Leaders Group, available through AICC. 4. Communication. AICC facilitates communication with your peers, helping you learn how others implement solutions to the problems you face every day.

5. Networking. AICC provides you the connections you need to work on your company—not just in it. Contacts formed through membership and programs give you opportunities to grow and improve your business.

6. Information. As an AICC member, you have access to exclusive industry info, including multiyear forecasts, quarterly statistics, and benchmarking data specific to the independent.

7. Education. A good employee and a good company are always learning.

With AICC, you can find all of the educational opportunities you need to stay on top of the latest industry innovations and best practices.

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BOXSCORE May/June 2015

MEETINGS The Importance of Coming Together

By Cindy Guarino-Huber The AICC national conventions are one of the top benefits to member companies.

We know this is a commitment for you to be away from your business, so we want to make these events chock-full of education, easily accessible, and enjoyable for all attending. In its site selection process, AICC includes cities and locations that are easy to fly in and out of as well as affordable, thus encouraging companies to send multiple members. “Each selected city has its own attributes and will surely be a huge success with AICC members,” says Steve Young, president.

AICC is dedicated to meeting members where they are and accommodating their needs by: • Offering more in-depth training and content.

• Restructuring prices for corrugated, folding carton, and rigid box members.

• Increasing the use of technology via social media, QR code meeting

BER MEM EFIT

BEN

registration, and streaming of live webcasts of national meetings.

One of the most valuable functions of a national meeting is providing the opportunity for members to come together to network and share ideas with fellow members. In all our meeting evaluations, the same theme occurs again and again—that networking is the real value that members get when they attend.

Looking to the Future Not sure when the next meeting will take place? AICC has you covered!

The association has announced the dates and locations for the spring and fall conventions through 2017 here: www.aiccbox.org/calendar. Take full advantage of these premier educational, training, and networking opportunities by planning to attend.

PROFESSIONAL RESOURCES

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New AICC Capital Equipment Justification Guide Available

By Taryn Pyle Making the correct and best selection of new or used capital equipment begins with a well-informed understanding of your company’s needs and the technology available to meet those needs.

AICC’s Capital Equipment Justification Guide provides you with a formula to determine need and value when considering the purchase of capital equipment, as well as a checklist that can be used to evaluate and compare different options. In addition, a list of critical questions is included—the questions we most often forget to ask before the equipment arrives.

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ON COMMUNICATION AICC Membership: Now, There’s an App for That!

By Virginia Humphrey AICC launched a membership app last April to allow members to connect and gain information with the tap of a screen.

The app is available for both iOS and Android devices.

A must-have for AICC members and event attendees, this free app allows users to view meeting schedules, sessions, networking events, and maps of the meeting location. The app also gives users the ability to create personal schedules, so AICC members are sure to catch each and every event they deem important. Further,

users can read speaker information, view hand­outs, and complete evaluations. The meeting utility of the app was used during the Spring Meeting and 40th Anniversary Celebration in Naples, Florida, and further functionality will continue to be added over the next few months.

As of June, the app allows users to search for independent converters and suppliers, chat with other members, view meeting information, read industry articles, and see the latest announcements for the independent corrugated, folding carton, and rigid box industries.

The app will also serve as a new way to update contact information and renew

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BOXSCORE May/June 2015

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GULF PACKAGING: BIGGER ISN’T ALWAYS BETTER

BY TARYN PYLE

COMPANY: Gulf Packaging Inc. ESTABLISHED: August 1990

Photo courtesy of Gulf Packaging

JOINED AICC: July 24, 1995

The 37" Flexo Folder Gluer is one of six converting machines used at Gulf Packaging.

G

ulf Packaging Inc. has been filling small orders for 25 years now, a market segment Larry Taylor set out to fill when he started the company in 1990.

“Small orders are our niche,” Taylor said. “We don’t go after volume business.

We try to do a better job than anyone else with small orders.”

He discovered this niche when he started working for International Paper Co. in 1970.

“I worked for them for 20 years, then I decided I wanted to be in business for myself,” Taylor says. “I was trained by them in product design as well as sales and got a good background. I have nothing but good things to say about the International Paper Co.” It was while in sales he realized there was a need for all of the small orders that the big companies couldn’t do.

He found himself telling people he

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BOXSCORE May/June 2015

couldn’t fulfill their order because it was too small.

“I decided to try it on my own,” Taylor says. “I was middle-aged crazy, and we didn’t have a chance of being successful, but we did it.”

Now they have two plants, and they fulfill orders in Alabama, the Florida Panhandle, Georgia, Mississippi, and Louisiana. They have no minimum quantity for their orders and will do long runs, short runs, and anything in between.

“We’re what they would call a brown box company,” Taylor says. “We do a little bit of graphics, but not a lot.”

However, they design all their boxes to exact customer specifications regardless of size, look, and structure. In addition to boxes, Gulf Packaging can assemble sets, apply labels, build displays, supply 100 percent recycled products, supply foam products, and give customized service and fulfillment.

PHONE: 251-937-4333 WEBSITE: www.gulfpkg.com LOCATION: Headquarters: Bay Minette, Alabama Satellite Warehouse: Tallahassee, Alabama

“We don’t try to compete with the International Papers or RockTenns,” Taylor says. “We run around and pick up small customers, the ones that don’t fit their business model. We’re behind-thescenes kind of people. We want to be a good citizen in our company. We’re going to do what we say we’re going to do. That’s our promise to our customers.”

They have two locations—their main one in Bay Minette, Alabama, and a satellite warehouse in Tallassee, Alabama.

Gulf Packaging limits its business to a 200-mile radius of their plants so it can provide just-in-time warehousing and next-day delivery for its customers. This is accomplished partially by delivering all products on company-owned trucks. It allows for control over the delivery times, truck packaging, and damage control.

Taylor says he and his company are big fans of AICC and have been using them for years.

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“Because we’re a small company, we don’t have access to a lot of technical data,” Taylor says. “We go to [AICC] meetings and conventions, and they’re always top-notch. There are professional speakers, and you meet other people in the same business we’re in and visit other plants across the country you’re not competing with. You learn how other people solve the problems you’ve got. Even though we may be competitors, we’re friendly competitors. We all focus on certain segments of the marketplace, and that helps us be successful. We get in our place and stay there. If we get out of it, we’re not going to be successful.”

Taylor’s secret to growing his company from “a tiny little thing” to a fairly busy

business with 70 employees has been to treat his employees well and to commit to continuous improvement.

“We’re always trying to get better at what we’re doing,” Taylor says. “The main thing I want to do is treat people well. Our employees are our most important [asset].

If we have happy employees, they’ll make our customers happy. I treat them right and pay them well.”

Taylor likes to see his employees get the same kind of opportunities he had as a young person with International Paper.

“I’ve been around a long time,” he says.

“I’m pleased to see young people grow within our organization and be successful.”

Keeping employees happy extends to the boss. Taylor says he’s as committed

as ever and finds fulfillment in what he does.

“I’m an oddball, in that this is not work to me. This is what I do every day. I belong to a country club, but I don’t play much golf. I get the most enjoyment out of coming to work every day. This is what I do. It’s fun. It’s still a challenge. It’s never easy. I haven’t been able to kick up my heels on the desk yet.”

Taryn Pyle is the director of marketing and communications for AICC—The Independent Packaging Association. She can be reached at 703-535-1391 or tpyle@aicc.org.

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Voices

From the

Future

AICC members weigh in on what they believe the future of packaging holds

BY LIN GRENSING-POPHAL

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BOXSCORE May/June 2015

Technology, mergers, the economic climate, and shifting consumer demands—including growing concerns about the environment and sustainability—are fueling rampant change across a variety of industries, and packaging is no exception. For those in the industry, these impacts mean both opportunities and challenges as they attempt to navigate the related demands of in-store and online shopping, finding packaging solutions that balance cost, environmental concerns, and brand support. Even online merchants must be cognizant about how their packaging stacks up against the competition and ensure that it supports what’s inside. Apple’s “opening of the box” experience is just one notable example of a retailer that goes the extra mile to provide a tactilely pleasing experience for consumers.

A slowly burgeoning economy means increased consumer demand for services—and goods. More disposable income will drive consumers to value higher-quality purchasing experiences. Plain brown boxes just may not cut it in a world of digital and 3-D printing. But, regardless of the shape, size, or color of the box, or what is printed on it, those goods must be packaged, whether on the shelf, in a shipping container, or in a mailbox.

Emerging leaders in the packaging industry have a range of perspectives about these issues and opportunities, and they are eager to ply their trade in navigating the tricky terrain of packaging. Here they weigh in on a variety of issues, including the future of packaging, technology, the impact of mergers and consolidation, sustainability, customization, cost savings, and the economic climate.

Technology: The Game Changer No industry is immune to the impact of technology, but the printing industry may be more impacted—in both positive and challenging ways—than most. In the future, say those in the know, technology will help boost efficiencies, cut costs, and introduce new potential in terms of packaging design.

“I predict that digital printing and 3-D printing will completely change our industry. Imagine a consumer printing their own goods rather than having it shipped to them—that would be a huge game changer in certain markets! With the advent of 3-D printing, this is a real possibility.” — Rob Callif, vice president, BCM Inks

BOXSCORE www.aiccbox.org

39

“In regard to corrugated packaging, I would hope any discussion of the future would address technology and its inherent ability to reduce costs, improve efficiencies, and attract talented individuals to the corrugated industry. Within [SMC Packaging Group’s] operations departments, our short-term goal is the implementation of workflow management software designed to streamline interdepartmental communication and increase speed to market.

This technology has proven valuable in several areas, including product design, account management, planning, and customer delivery.” — Matthew Massey, operations manager, SMC Packaging Group

“The future of the industry will focus on investing in technology in terms of increasing efficiencies and decreasing costs.

With presidential elections next year and the future of the economy unknown, companies need to be prepared for whatever comes. Whether it is investing in new state-of-the-art equipment, training existing employees, or recruiting young, fresh talent—keeping costs low and margins profitable will be [just] as important.”

— Shari Saeger, regional sales manager, Automatän

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“As technology in the United States continues to blossom in our industry, and as the global environment remains competitive, the ability to create innovative products that provide value, generate cost-savings, and create brand awareness will allow for long-term growth for independents. Lighter-weight paper has the potential to be a differentiator in the marketplace by providing independents an opportunity to find niche product offerings that yield cost-savings for customers and margin enhancement opportunities for box plants.

Digital printing and point-of-purchase display work will continue to offer customers cost-effective branding opportunities in either large- or small-quantity runs.

Lastly, the ability to vertically integrate and control supply will enable independents to maintain their customer focus, higher margin levels, and solution offerings within their respective marketplace. The disciplined will survive.” — Brock Welch, field sales manager, Welch Packaging Group Inc.

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Customization: The Importance of Flexibility Consumers are becoming used to customization. The days of mass production are being replaced by increasing demands from big brands to develop packaging that stands out in a traditional “brown box” space. The future, though, may require further customization—right down to the individual consumer level.

“As this industry continues to integrate, boxmakers seem to be more and more concerned about paper prices and plummeting margins on brown box orders. I believe that rather than ruin good box plants, these concerns will create a shortage of high graphics, displays, and other unique packaging opportunities. It is my hope that this vacuum will allow quality independent converters to set themselves apart from the rest of the industry through innovation, flexibility, and a desire to create the highest-​ quality packaging within their market.” — Danny Lopez, territory manager, Alliance Machine Systems International LLC

“There are a few things I see continuing to grow this year in our industry. First, customers are [increasingly] looking for suppliers that can offer a variety of packaging products, so the retail end of the business is really picking up steam.

To be competitive, packaging suppliers are attempting to expand their product offerings, bringing value to retail-ready packaging and the ever-evolving digital print aspect of the business, including litho lamination, labeling, and direct print.” — Josh Sobel, account manager, Jamestown Container Companies

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BOXSCORE May/June 2015

“With retailers and brands demanding customized products/graphics at faster turn times and higher quality, I think flexibility will be crucial for independent corrugated companies in the next five to 10 years.

Continuing to improve our processes, printing capabilities, and creativity will keep us relevant and successful against our larger competitors.” — Katherine Armstrong, marketing director, Englander dZignPak “The next couple of years are an exciting time to be an independent. With a good economy, the demand for boxes is increasing and shifting from a plain brown box to adding more color—making branded and cost-​ effective packaging is as important as ever.

We have to provide new value-added products to customers through graphics, structural design, and specialty equipment.”

— Jess Negus, account manager, Wisconsin Packaging Corp.

“Packaging is the last unsolicited advertising medium that the customer is presented with when making a purchase. Whether it’s purchased online or at a physical store, most products come delivered in a package—and the future is bright. In today’s world with online purchasing on the rise, we must find a way to brand our boxes with high-impact graphics and tactile coatings so we gain product identification and keep customers coming back.”

— Mitch Webb, account executive, Meredith-Webb Printing Co. Inc.

Mergers and Consolidation: A Do-More-With-Less Mindset As the printing industry continues to seek ways to drive costs out of production and distribution processes, mergers and consolidations are a natural outcome. Experts see the trend toward consolidation changing the face of the industry in the short term as technology provides options to do more with less. Still, some say, the future may hold new opportunities for smaller producers that can fill niche market needs.

“I continue to see cost as the main component that impacts customer decision priority. We are always looking to invest in production machinery that allows for a more efficient way of doing business. Cost-saving techniques are viewed in our plant as a whole, rather than each order only impacting one customer. Better technology has allowed us to run multiple orders in the time it used to take to fulfill one customer. These price breaks are allocated throughout our customer base as we become a more efficient plant.” — Jared Mathes, marketing and brand development, Vanguard Packaging

“I believe we will continue to see consolidation in the industry both with corporate acquisitions and internal downsizing. The production capabilities of the new machines are now far exceeding [those of ] their predecessors. Additionally, technology is allowing them to operate with less manpower and less energy. All of these factors are contributing to greater, more efficient production out of existing facilities.”

— Chris Weaver, northeast regional sales manager, BHS Corrugated

“Our industry has experienced a lot of consolidation over the past few years, resulting in a surplus of used machines in the U.S. market. While mergers and acquisitions will always be a part of business, I do feel supply will begin to tighten as the pace of consolidation slows down.” — Justin Farrell, project manager, Global Boxmachine LLC

“One consequence of consolidation in the corrugated industry is the imperative to do more with less going forward. This means identifying waste in manufacturing processes [and] stripping out inefficiencies in all facets of the corrugated operation.” — Graham Saunders, vice president, business development, Container Graphics Corp.

“I think that over the next several years the trend of consolidations and mergers among the integrated producers will continue. This will impact independent converters by squeezing them out of larger runs and larger markets. They will begin to enter new markets that the integrateds can’t, such as very short runs with quick turnaround times.” — Bob Hershfeld, lead engineer, digital printing, Sun Automation Group

BOXSCORE www.aiccbox.org

43

Sustainability: Preparation for Tomorrow, Today As concerns about the environment grow, issues of sustainability are top of mind, particularly for those in the packaging industry.

New options mean not only opportunities to drive waste out of the production process, but innovation in packaging that serves a dual role in transportation and display. One ongoing challenge: minimizing waste without driving up costs.

“As a recycling junkie, I’m always interested in new ways to go greener. Therefore, I’m most interested in any technologies that will help reduce our carbon footprint. I’m also interested in grooving machines that can help us achieve sharp corners like on the iPhone box. Gluing machines that apply very thin coats of glue to eliminate any spaces between materials are of interest to me, too. I predict that there will be much positive growth in our industry over the next several years. As younger generations begin to take over the business world, I expect there will be an escalating demand for ecofriendly and American-made packaging.” — Maggie Beach, sales executive, Elegant Packaging

“As consumer purchasing decisions change, the corrugated industry continues to evolve, and suppliers must adapt alongside box manufacturers to deliver solutions that are multifaceted. While cost plays a role in the decision-making process, more of our customers are becoming increasingly conscious of the holistic impact [our] products have on their production environment. As an example, the reduction of material consumption as it relates to the manufacturing process plays a significant role in satisfying many objectives for business owners, including environmental impact, inventory management, and bottom-line profitability.” — Jeffrey Dietz, vice president of sales, North America, Apex International

Economic Climate: A Forward Look at Growth There’s a sense of optimism in the industry when it comes to the impact of the economy on demand for product—not only in terms of quantity, but quality as well. As disposable income rises, consumers will turn to higher-end products, and one element that impacts that perception of quality is packaging.

“I believe packaging will always be an essential part of a successful business practice regardless of changes in the economy. An economic decline may result in customers being more price-sensitive.

Recent changes to dimensional shipping costs cause challenges, but there are a multitude of cost-effective solutions with rigid boxes available to suit any customer’s needs.” — Cassie Bechinske, account manager, Michigan City Paper Box Co.

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“Increasingly, manufacturing is coming back from overseas, and environmental opinions— and in some cases legislation— continue to put pressure on packaging materials.

Products need [to be packed] in ever more imaginative and demanding ways, whether that is driven [by] brand owners or by other influences, such as having to ship products more efficiently.” — Rob Garvey, vice president, British Converting Solutions – North America

“The improvement of the overall economy these last few years has increased consumer spending, which definitely helps the industry as a whole. Almost all segments of the industry have seen an uptick in sales due to an increase in both online and in-store shopping. A lot of people say, and I agree, that the packaging industry is a great indicator of how the economy is. … While the industry is continuing to consolidate, it’s still highly competitive at the packaging distribution and manufacturing level.

And because there are so many suppliers, especially in the middle market, in the near term I don’t foresee that Washington will place any restrictions on its continued consolidation at the packaging supply level. However, many suppliers with enough capital are attempting to become vertically integrated to improve their cost structure and profit margins, but there are fewer players, which in turn will continue to drive up the cost of packaging.” — Josh Sobel, account manager, Jamestown Container Companies

Continued on Page 46

Big Design Roundup

Save the date! Start saving your samples!

Categories for Corrugated, Folding Carton, & Rigid Box Members

The AICC 2015 Independent Packaging Design Competition

“Big Design Roundup” is being held September 28-30, 2015 in conjunction with the AICC 2015 Annual Meeting, taking place in Fort Worth, Texas.

Since 1981, AICC has been proud to distinguish, showcase, and reward those independents’ who have met and exceeded their customers’ expectations of their packaging designs and displays. There is a category for everyone to compete in, as well as to receive the recognition they deserve for creating and manufacturing global packaging solutions. As always, competition will be close for the Industry’s People’s Choice Award and the prestigious Judges’ Choice Award.

Three Reasons Why You Should Enter!

Show Off your company’s creativity, innovation, and excellence in package design & production capabilities!

Recognize the people behind the scenes who help to manufacture your best packaging designs including your employees, customers, and suppliers!

Enhance the independent box plant manufacturers’ level of professionalism in the industry!

Visit www.aiccbox.org/pdc for more information.

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Continuted from Page 44 “The minute you take outsiders into a corrugated box plant, it is clear to them that our industry is heavily dependent on both financial and human capital. The Federal Reserve’s accommodative monetary policy of recent years has provided corrugated converters access to capital at historically low interest rates, which has enabled them to invest in new technology that improves productivity and produces a superior product. While low rates will not continue in perpetuity, box manufacturers must continue to assess long-term capital plans and be mindful of interest rate changes. For businesses that have robust balance sheets and strong banking relationships, now is a great time evaluate new equipment needs.

Unemployment continues to moderate to a sustainable level that balances the natural turnover between those entering the workforce, those changing jobs, and those retiring. In the next several years, box manufacturers will experience a wave of retirements. Those poised to succeed already have action plans in place on how to address those leaving the workforce.” — Matt Ausburn, director of finance, Southern Missouri Containers Inc.

“The growing economy will have a positive impact on our industry. In times of recession, aesthetics become less important, and cost efficiency takes the highest priority. Now that the economy is improving, companies are starting to look for better ways to capture the customer’s attention and beat out the competition. We in the packaging industry all know that one of the most effective ways to do this is to make the product’s packaging more appealing. … Consumers will be more influenced to buy American-made products now that our economy is bouncing back.

This will help the U.S. continue to prosper, as companies will be looking to American packaging manufacturers more than ever to package their products, too! — Maggie Beach, sales executive, Elegant Packaging

From who is making the boxes to what is printed on them and how they’re being transported from Point A to Point B, there are a wide range of considerations—and opportunities—for today’s packaging manufacturers. Plain, brown boxes are giving way to increasingly creative options in terms of both structural design and graphics as retailers attempt to stand out from the crowd—both on-shelf and off.

Technology offers the opportunity for packaging professionals to decrease costs while exploring new solutions to both new and age-old packaging needs. New, state-ofthe-art machinery and options such as digital and 3-D printing promise to be game changers.

With so many options, pack­ agers who think outside of the box—pun intended—and are able to bring various creative solutions to their clients will have an edge.

It’s not an industry for those who aren’t energized by new technology, new consumer demands, and new opportunities— in the packaging industry there’s plenty of all of the above to go around. The good news: There is no shortage of opportunity for those new to the industry to make their mark as an uncertain future continues to unfold.

Lin Grensing-Pophal is a freelance writer based in Wisconsin. She is a frequent contributor to BoxScore.

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Robyn Smith of Paperboard Packaging, a member of AICC’s associate member committee in 1992, congratulates outgoing Chairman Cos DeNicola of Amtech at AICC’s 1992 Annual Meeting in Seattle. Smith would serve as chairman of the associates three years later, in 1994–1995. (Photos courtesy of AICC)

AICC Associate Members:

Strong Partners From the Start

BY STEVE YOUNG

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BOXSCORE May/June 2015

I

n the January 1977 issue of Boxboard Containers magazine, Editor Richard Porter wrote that AICC, in its first two years of existence, had seen its “membership swell from 30 companies to 215, not including 65 vendor and supplier firms who hold associate membership.” Porter’s comment about associate members indicates that suppliers to the industry have always found a home in AICC, even from the start.

Unlike other industry organizations at that time, AICC, on its founding in 1974, made room for suppliers as members, and as Porter noted in the previous quote, 65 companies had signed on in those early years. “AICC opened their doors to suppliers when other groups didn’t,” said Paul Vishny, Esq., who served as AICC’s founding general counsel and now holds the title of counsel emeritus. “It was important to that group of independents that suppliers be invited in, primarily so members could learn from them,” he said.

From the beginning, AICC’s membership has always included a category of members whose business “bears a reasonable and beneficial relationship to the independent converting industry”—words from AICC’s bylaws defining the eligibility for associate members.

The relationship with suppliers was formalized by way of a seat on AICC’s board of directors. The chairman of the associate member committee holds this seat; the officers of the associate members are nominated and elected by the associate members themselves. This election is affirmed by the membership at each annual meeting of the Association, when the election of officers and directors takes place. More recently, the chairman of the associate members has been appointed as one of three nonvoting advisers to AICC’s chairman, a position that comes with a seat on AICC’s executive committee.

The associate member committee consists of five members: the seated chairman, immediate past chairman, vice chairman, secretary, and an additional member.

Nominations for the committee are conducted every summer, and the associate members vote via mail ballot in time for the Annual Meeting, held each fall.

Innovation and Inclusion AICC’s associate members have contributed to the welfare of the members since the start of the Association. Principal contributions have been in bringing

Associate member panel, from left: Rich Perkins, Paperboard Packaging, and Howard Neft, NV Publications, pause with unidentified members of an associate member workshop panel at an AICC national meeting. AICC’s associate members are frequent panelists and speakers at AICC’s national and regional events.

new technologies and practices to AICC members by making noncommercial presentations at national and regional meetings on a number of technical and operational subject areas. Kevin Hartney, president of People’s Capital, served as chairman of AICC’s associate members in 1988–1989, when he was a vice president with Phoenixcor, an equipment financing and leasing company.

“As I look back, there are a couple of things that stand out,” Hartney said of his service on the associate member committee. “I was fortunate to have been asked to speak about equipment financing at regional and national meetings. This gave me an opportunity, in a noncommercial setting, to discuss the pros and cons of the various kinds of financing that are available.”

Hartney said that in those days, boxmakers didn’t have access to a lot of alternative funding other than what he called “plain vanilla” loans with 10 percent down and 5–7 percent interest, with personal guarantees and blanket liens.

“By bringing new lending alternatives and flexibility to the marketplace, we made one aspect of the equipment purchasing process a little simpler and less expensive,” he said, referring not only to his company, but also to others in the equipment leasing and financing field. “It also encouraged the local banks to be more competitive along the way. Understanding the box business, the equipment, and being able to ‘talk shop’ helped our segment of the industry deal more easily with AICC members.”

John Bird, president of JB Machinery, who served as chairman of AICC’s associate

members in 2009–2010, concurred, saying, “I believe the inclusion, at arm’s length, of associate members is what separates AICC from other associations, bringing added value to the members through the introduction of the latest technological and manufacturing techniques.”

‘Innovator of the Year’ Kicks Off Under Associate Member Hartney also shared his experience in working with then–AICC President Jim DeLine in creating the Innovator of the Year award.

“Jim knew that I traveled around the country meeting with boxmakers anyway, so he asked me and a guy from the Haire Group if we would mind videotaping the first entries,” Hartney said. “It was a blast meeting with the very first contestants and having them proudly share their ideas.”

Hartney added that the final video was a hit at the national meeting, and the Innovator program has now extended to associate members as well as boxmakers. It has become an annual award given by AICC. For David Callif of BCM Inks, who served as chairman of the associate members in 2010–2011, it is the Association’s inclusiveness that impressed him the most.

“AICC is one of the most inclusive industry associations,” he said. “Suppliers are welcome and encouraged to participate.

This is one of the many reasons to which I attribute AICC’s success [over] the past 40 years.”

Friendships and the Drive for Members A common theme shared by many of the associate members has been the relationships created through their

BOXSCORE www.aiccbox.org

49

involvement in AICC—particularly “enduring friendships.” Hartney, for his part, recalls that his experience with the Innovator of the Year award “resulted in my establishing a long friendship and business relationship with one of the all-time AICC greats, Jim DeLine.” He adds, “I have made many enduring friendships along the way. I have also been fortunate to count many of [AICC’s] members as loyal clients, initially in my role as director of sales and marketing at Ward and, for the past 29 years, as a provider of equipment financing.”

Robyn Smith of Board Converting News served as chairman of the associate members in the mid-1990s, when she was with Paperboard Packaging magazine, and her assessment reflects that of many of her colleagues. “My experience serving on the associates board and ultimately becoming chairman afforded me the opportunity to work with and build relationships with leaders in our industry,” she said. “The AICC

environment encouraged the development of friendships with converters, suppliers, and even competitors, and the opportunity to renew those friendships with each meeting.”

Perhaps Kevin Hartney sums up the industry supplier experience best when he says, “The nice thing about AICC is that it treats associate members as equals and not just ‘necessary evils,’ as is the case with [some] other associations. It’s been a privilege to have participated and contributed over the years, but truth be told, I have gotten much more back than I have put in,” he said, adding that he put his four children through college through his work in the industry. “I am forever grateful for the opportunity,” he said.

Steve Young is president of AICC, based in Alexandria, Virginia. He can be reached at 703-535-1381 or at syoung@aiccbox.org.

Peter Keady, left, president of Viking Container Co., San Jose, California, accepts the 1993 Innovator of the Year Award from then–AICC President Tom Skinner of Phoenix Packaging, Winston-​Salem, North Carolina. AICC’s Innovator of the Year award was championed

by Jim DeLine of DeLine Box Co., but it was successfully launched only with the help of AICC’s associate members, particularly Kevin Hartney of Phoenixcor.

Kevin Hartney of Phoenixcor and Becky Schaller of JT Financial put an imaginative spin on their AICC eye-opener session on equipment financing options at AICC’s 1996 Annual Meeting in Chicago. Their session, dubbed the AICC Morning Business Network, mimicked a CNBC-style business talk show.

Know-how makes your business, our business.

Providing equipment financing to the corrugated industry for over 15 years.

At People’s Capital and Leasing Corp., we offer: • Capital access for new/used equipment • Corrugated industry expertise • Comprehensive financial resources Our industry knowledge and understanding of your business can give you an edge in the marketplace.

ContaCt me today.

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©2012 People’s United Bank | Member FDIC | Equal Opportunity Lender

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BOXSCORE May/June 2015

AICC’s Associate Member Leadership

1979–2015 1979–1980 Toby Dew L.E. Sauer

1991–1992 Cosmo T. DeNicola Amtech

2003–2004 Stuart Sutley Capstone Partners LLC

1980–1981 Dick Holden Langston Corp.

1992–1993 Thomas C. Davis Ward Machinery Co.

2004–2005 Howard Neft In the Know Inc.

1981–1982 William B. Seymour Bobst Group

1993–1994 John C. Wallace American Capital Inc.

2005–2006 Larry Tillis Tillis and Associates

1982–1983 Les Germann Staley Equipment Co.

1994–1995 Robyn Smith Paperboard Packaging

2006–2007 Ted Hartka Sun Automation

1983–1984 Michael Clary Prime Technology

1995–1996 Thomas Vilardi NV Business Publications

2007–2008 Jeff DeVries Sauer System

1984–1985 Howard Neft Board Converting News

1996–1997 Jack Rogers Dicar Inc.

2008–2009 John Bird JB Machinery

1985–1986 Ronald T. Warll Dicar Inc.

1997–1998 Eli Kwartler Kwartler Associates

2009–2010 Steve Warll Dicar Inc.

1986–1987 Dan Zacharias Haire Group

1998–1999 Fred Harrison Hycorr Machine Corp.

2010–2011 Lance Head Hycorr Machine

1987–1988 Richard C. Perkins Paperboard Packaging

1999–2000 Ron Rauschart Dicar Inc.

2011–2012 David Callif BCM Inks

1988–1989 Penny Schiffman Field Global Equipment Ltd.

2000–2001 Richard Grey Hycorr Machine Corp.

2011–2013 Tom Kowa Huston Patterson Printers

1989–1990 J. Kevin Hartney Phoenixcor Inc.

2001–2002 Glynn Wilson Workhorse Industries

2013–2014 Kevin Widder Automatän

1990–1991 Norman Bogar United Container Machinery Inc.

2002–2003 Tom Phillips Bobst Group

2014–2015 Brian Kentopp Bobst Group

Folding Carton/Rigid Box

PROFITABLE PARTNERSHIPS FUTURE GROWTH MAY REQUIRE NEW APPROACHES TO SALES AND MARKETING

BY ROBERT BITTNER

G

rowth is coming. That is the word from a February ResearchMoz global report predicting a compound annual growth rate of 4.23 percent from 2014 to 2019 for the North American folding carton industry. While fairly modest, any growth is a good thing. And it doesn’t apply only to folding carton manufacturers. Thanks to the more than 700 million iPhones sold globally, there also is renewed focus on the desirability of premium-quality rigid boxes.

Turning all of that potential into actual profits hinges on successful sales and marketing. But the strategies that worked just 10 years ago may not be so effective in the years ahead.

A Solid Foundation One aspect of sales never changes: Building a viable sales strategy begins with making sure current accounts are not only satisfied, they’re committed. “A company like Utah Paperbox, which has been around for 100 years, has a lot of legacy accounts,” notes Sharon Eucce, an independent industry consultant and Utah Paperbox sales and marketing representative, selling both folding carton and rigid box.

“These accounts have been with us for 35 years. And even though they’ve grown, they remain with UPB because they’re addicted to the service and the family we’ve created here. We treat those customers as our family, as well. If a legacy customer decides to leave,

then it’s ‘all hands on deck’ to persuade them not to leave.”

John Ray, owner and president of folding carton/rigid box company Ray Products, adds, “People recognize when someone is doing a good job for them. The astute buyer recognizes the long-term value of a personal relationship, so they’re not likely to change vendors just to save five percent. Even so,” he warns, “you can’t be complacent. You have to continue to build on your existing relationships and continue to build new ones at the same time.”

The Changing Face of Sales Developing those new relationships brings its own challenges.

“It’s tougher to get in front of a buyer than it has been in the past,” Ray says. “It’s even sometimes difficult to get people on the phone in today’s world, as texting and email become more commonplace.”

For Eucce, the dominance of electronic communication led to a more personal approach.

“I don’t cold-call,” she says. “I try to get face time with people,” attending conferences devoted to the industries she knows best.

“At conferences, I focus mostly on networking and learning about and understanding their business concerns, successes, future plans, etc. I’m looking for the gaps and hoping to fill them.” She

EMERGING LEADERS “I see shelf-ready packaging and digital printing continuing to play a bigger role in the display business with our customers.”

— David W. Saraney, regional sales manager, Jamestown Container Companies

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BOXSCORE May/June 2015

arranges informal, private meetings before and after events and schedules meet-ups for subsequent conferences.

When Eucce does have the chance to sit down and talk, her approach is to think like a consulting partner. “UPB is never going to be the low-cost leader because of the investments we’ve made in high-tech equipment. There are plenty of salespeople and companies that can deliver based on price, but I want to be more involved with the client. I want to be a partner rather than a vendor.” She evaluates how well a potential client’s current packaging fits their branding and their product. Next, she considers the creative ways UPB can help clients realize their vision for new packaging that is on budget, producible, and effective as a marketing tool.

To excel in these areas, “you have to have an educated sales force,” Ray says. “Never in the history of rigid box have we had so many options to choose from. If your salespeople are not up to speed on what the latest and the greatest is—if they don’t have examples—​ it’s tough to sell.”

For Ray, true partners also deliver superior customer service. “I’m kind of old school,” he admits. “I believe that being able to do what you say you’ll do, when you say you’re going to do it, is 90 percent of being successful. In today’s world, you’ve got to deliver. When we win business, I think it’s because the other guy just isn’t doing it.”

Facing the Challenges Continuing to grow means successfully managing marketplace challenges as well.

“We’ve seen some products that have gone from folding carton to pouches,” Eucce points out. “There’s also been some consolidation in the marketplace, where the

TAP INTO THE POTENTIAL OF YOUR AICC MEMBERSHIP ON OUR NEW WEBSITE:

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Folding Carton/Rigid Box

company that makes paperboard also has a sales force and production plant producing folding cartons. So it can be pretty tough to compete against the larger companies.

But this is what AICC is all about,” she adds, pointing out that the organization exists to help independents succeed. In fact, she says, the upside is that “independents can be a lot more nimble” than larger integrateds. “For example, we can get involved with some of the up-and-coming craft beer and craft foods companies.”

But what about the challenge of when your craft beer client gets bought by Anheuser-Busch, say, and the business shifts to a much larger operation?

“There is a handoff when your little craft beer turns into the biggest thing in the market,” Eucce says. “You need to be prepared to lose that business to one of the integrateds. But then you can move on to

the next craft brand and say, ‘Remember this Brand X? I started with them. I can help to bring you to that level.’ ” Looking Ahead When it comes to selling folding carton and rigid box in the future, Eucce suggests that it’s just as important to understand a client’s customer as it is to understand the client.

“I’m seeing a growing desire for truth, simplicity, and craft in packaging. People are leaning toward the authentic, the natural. A lot of people are checking labels more. I’m also seeing more interest in anti-counterfeiting technology.”

These elements may not be at the top of a client’s list for their proposed packaging; they will depend on their box suppliers to highlight the marketing angles they have overlooked.

For Ray, future sales are going to depend increasingly on the Internet. “People who make buying decisions are going to new areas to search for products. Who would have thought people would go to Facebook to find their box manufacturer? The chal­lenge is figuring out how to reach out to people and make yourself relevant in the digital age.

“I would also say you have to keep on the forefront of technology with regard to your production equipment. You’ve got to be able to offer people what they require. And, these days, that’s everything under the sun.”

Robert Bittner is a Michigan-based author and freelance writer. He is a frequent contributor to BoxScore.

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The Associate Advantage

M

EM BEN BER EFIT

BENEFITS OF A TRADE ASSOCIATION BRIAN KENTOPP BOBST NORTH AMERICA INC. CHAIRMAN BRIAN.KENTOPP@BOBST.COM

KEITH R. UMLAUF THE HAIRE GROUP VICE CHAIRMAN KUMLAUF@HAIREGROUP.COM

JEFF PALLINI FOSBER AMERICA SECRETARY PALLINIJ@FOSBER.COM

ED GARGIULO EQUIPMENT FINANCE CORP. FIRST ALTERNATE EGARGIULO@EFC-FINANCE.COM

KEVIN WIDDER AUTOMATÄN IMMEDIATE PAST CHAIRMAN KWIDDER@AUTOMATAN.COM

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BOXSCORE May/June 2015

S

ome business owners might say their schedule, or their key management schedules, are fully consuming, and the thought of adding one more commitment is unfathomable. So, why should they even consider adding involvement in a trade association such as AICC? The answer lies in the many benefits membership offers to keep owners and their companies on top of trends, important issues, and legislation within their industry. However, among the many benefits to joining a trade association, many proponents believe the single greatest benefit is the networking and camaraderie that takes place among the members.

Here are four ways to grow and enhance your business by joining a trade organization: Networking and Making Personal Connections. Most trade organizations such as AICC offer both regional and national meetings. This allows member involvement to be minimal or sizeable, depending on the networking benefit best suited to your company. At trade association gatherings, important business relationships can emerge. For example, in the case of regional businesses, it is not unusual for like-minded businesses to exchange opportunities to work in collaboration to provide service for a customer over a large geographic area. This can translate into not only opportunities that emerge at an association event, but also subsequent referrals and other opportunities that come along months after the meeting has ended. The exchange of ideas from peers and friendships formed often result in valuable connections that can turn into lifelong friendships.

Gain Political Clout and Expertise.

Trade associations bring members

together, turning one small voice into a persuasive, collective shout. This can be particularly helpful when independent businesses need to react quickly and collectively to opposition or legislation that might affect the industry. Many trade associations such as AICC have legal expertise familiar with the industry to offer advice and counsel, should potential threats to the industry arise.

Enhance Your Reputation. Trade association involvement boosts the reputation of all the group’s members. In addition, it projects a positive image of your firm to your customers and shows your company’s initiative—its engagement in your industry and commitments to staying current in developments of your marketplace.

Education. Most trade associations such as AICC offer various educational tools or training. These can range from online webinars to classes to hands-on learning in a production environment.

These educational programs are available to reach and teach the entire scope of your business, including leadership, sales, production, and accounting.

Again, one of the biggest advantages of association membership is the networking and camaraderie that take place among members. However, to benefit from this, you must participate and be an active member within your association. Paying your annual dues isn’t enough to reap the benefits of association membership. You must also make an investment of time and effort in association activities and become involved. Simply put, what you get out of association membership is directly related to what you put in.

This article was written by Keith Umlauf.

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5303 E Desmet Avenue Spokane, Washington 99212 BOXSCORE 509 535-0356 www.aiccbox.org 57 info@alliancellc.net

Financial Corner

IT’S ABOUT TIME AND OTHER DIMENSIONS

BY MITCHELL KLINGHER

A

n Italian monk by the name of Luca Pacioli is credited with inventing double-entry accounting in 1494. This system of recording transactions was a quantum leap forward from single-entry accounting in that it added a second dimension to the process, and this forced the books to be balanced. If cash was received, then revenue or a reduction in accounts receivable was recorded. If funds were disbursed, then an expense or the reduction of a liability was recorded.

Thus, every transaction could be looked at from two dimensions instead of one, and more meaningful information could be generated. This system of accounting is

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BOXSCORE May/June 2015

still the basis of all general ledger systems more than 500 years later.

Josiah Wedgwood of the famous Wedgwood pottery company is credited with inventing cost accounting during the depression of 1772. Demand dropped, inventories rose, and prices were cut.

Could he cut costs enough to avoid bankruptcy? His answer involved understanding cost accounting in enough detail to make informed decisions. Wedgwood was able to determine costs for materials and labor for each manufacturing step for each product. An attempt was made to allocate such overhead costs as breakage and interest, in addition to transportation

costs. He could charge less for lower-cost items and was able to modify his production costs based upon the demand in the marketplace.

The champion of what is called “absorption costing” was a 19th-century accountant by the name of Alexander Hamilton Church. He developed the machine-hour method of allocating and applying fixed costs such as power, land, and building fees. If most BoxScore readers take a look at their costing systems, they will see that this is their fundamental logic to this day. This line of thinking has evolved to become full-absorption costing.

These systems take the two-dimensional

Take a bite out of your costs

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accounting structure invented by Pacioli and the basic costing analysis of material labor and overhead proposed by Wedgwood, and allocate it to machine centers and orders based upon a planned level of activity, as suggested by Church.

These three systems are still the backbone of almost every accounting and costing system in use today. They are logical and practical and reconcilable, but do they lend themselves to the realities of how you run your business? Can using these “antique” systems help you make sound business decisions? If not, what can be done to improve or change them?

A while back I wrote an article about delivery, in which I suggested it was impossible to calculate exactly how much to charge without knowing how much time it actually took to deliver to a specific customer.

I’ve dedicated an awful lot of space in BoxScore over the past few years to variable costing and naming contribution as the key statistic on which all other statistics might be based. More recently I’ve been discussing the time (machine hours) it takes to generate these contribution

dollars and have offered the thought that a high contribution percentage (of the sale) doesn’t matter as much as high contribution dollars per hour.

In companies that do a lot of labor-​ intensive work—assembly, fulfillment, hand gluing, etc.—the relationship between the hours that the workforce is paid versus the hours billed to the customer is key.

Many companies devote large percentages of their valuable real estate to storing goods for their customers. The amount of space that a pallet occupies is calculable, and one may even be able to calculate a cost of the goods per square foot occupied.

But without knowing how much time the goods will occupy that space, it is impossible to come up with a fair charge to the customer.

Yet where is time recorded in your accounting system? You all make a lot of off-to-the-side analyses based upon time, but why isn’t it a fundamental part of your accounting records? What about speed? Activity? Capacity? Efficiency?

Productivity? Defect? Shouldn’t these and

a whole host of other data be part of your accounting records? Shouldn’t they be recorded consistently and objectively every day/week/month/year? Shouldn’t they appear on your statements?

It’s time for us two-dimensional general accountants and three-dimensional cost accountants to add additional dimensions to the books and records that we keep and analyze. We need to help lead the charge for our future business leaders in this multi­ dimensional world where Moore’s Law that technology doubles every two years is itself obsolete. If we start by adding objective time measurements to our books every month and demonstrating how this information can be used to make better decisions, we will be well on our way to the kind of multidimensional reporting that a fast-paced, ever-evolving business world requires.

Mitchell Klingher is a partner of Klingher Nadler LLP. He can be reached at 201-731-3025 or mitch@ klinghernadler.com.

BOXSCORE www.aiccbox.org

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International Corrugated Packaging Foundation

M

EM BEN BER EFIT

AMTECH’S COSMO DENICOLA PLEDGES $250,000

Richard M. Flaherty is president of the International Corrugated Packaging Foundation. He can be reached at 703549-8580 or rflaherty@icpfbox.org. For more information about the International Corrugated Packaging Foundation, visit www.careersincorrugated.org.

I N T E R N AT I O N A L

PACKAGING

CORRUGATED

F O U N D AT I O N

Andy Pierson of Mid-Atlantic Packaging and Mary Donohue, honorary 2015 NY co-chairs, have participated in the past six ICPF Holiday Weekends in New York. Here they are at the FireBird reception in December 2013.

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BOXSCORE May/June 2015

Amtech Software has committed to an ICPF partnership pledge of $250,000 to support ICPF’s education initiatives.

In his announcement of the contribution to ICPF, Amtech software owner Cosmo DeNicola stated, “Amtech is excited to become an ICPF corporate partner, and we are looking forward to supporting ICPF initiatives. As I celebrate my 40th year in the packaging industry, I fully understand the importance of giving back, especially to a program that plays such a large role in developing the future of our industry. The DeNicola family looks forward to contributing to the industry and ICPF for decades to come.”

As a leading provider of business software to the corrugated packaging industry, Amtech has a unique opportunity to contribute to education among ICPF’s college and university partners. Since its establishment in 1981, Amtech has been installed in more than 1,000 packaging facilities.

The firm’s investment at the Guarantor level further supports ICPF’s work to enhance corrugated curricula at colleges and universities and attract the most qualified students to the corrugated packaging and display industry. Amtech’s donation serves as another example of the special spirit many suppliers have in supporting the corrugated packaging and display industry, and in stepping up with their assistance to ensure its bright future.

SPECIAL SCENIC VENUES FOR HOLIDAY WEEKEND IN NEW YORK — SIGN UP TODAY! ICPF’s annual New York holiday event has been sold out as early as mid-August in previous years. So, make your reservations today for the Eighth Annual Holiday Weekend in New York, Friday through Sunday, December 11–13. Bring your spouse or a companion for holiday shopping, touring, dining, and Broadway plays, and enjoy New York’s holiday season—all while supporting ICPF’s educational mission. This year’s event will begin with a Friday evening reception at The Broadway Lounge, where participants will socialize while overlooking Times Square from eight stories above holiday revelers.

The opening reception is sponsored by Mike and Renie Harwood, Anthony Pratt, and Pratt Industries. ICPF guests will view a Saturday presentation of the renowned and ever-changing Christmas Spectacular, featuring the Rockettes during their 90th anniversary. The Saturday presentation at the famous Radio City Music Hall is co-sponsored by Equipment Finance Corp. and Kiwiplan. Saturday night participants will be treated to a reception and dinner at 45 Rockefeller Plaza looking out at the special holiday scene of the Rockefeller Center ice skating rink and nine-story Christmas tree, a worldwide symbol of the holiday season in New York City. Saturday’s reception and dinner are sponsored by Bobst North America. Registrants also will receive a surprise holiday gift, sponsored by Gerber Innovations and MarquipWardUnited.

Visit www.careersincorrugated.org or email rflaherty@icpfbox.org for more information and a Holiday Weekend in New York registration form. Andy Pierson (Mid-Atlantic Packaging) & Mary Donohue will serve as honorary Co-Chairs of this year’s Holiday Weekend in New York.

i

Thank you for supporting AiCC.

A.G. Stacker, Inc., Weyers Cave, VA • Abbott-Action, Inc., Pawtucket, RI • Absolute Engineering Limited, West Yorkshire, UK • Accu-Bond Corporation, Downingtown, PA • Acme Corrugated Box Company, Inc., Hatboro, PA • ACTEGA Kelstar, Inc., Delran, NJ • Action Box Company Inc., Houston, TX • ADD Ink / Atlantic Decorated & Display, Toronto, ON • Adhesive Products, Inc., Albany, CA • Advance Packaging Corporation, Grand Rapids, MI • Advance Packaging Corporation, Jackson, MI • Advanced Design & Packaging, Atlanta, GA • Advanced Die Supplies, Inc., Santa Fe Springs, CA • AFP Corrugated, Pflugerville, TX • Age Empaques De Mexico, S.A. De C.V., Monterrey, NLE • AGE Industries Incorporated, San Benito, TX • AGE Industries Incorporated, El Paso, TX • AGE Industries Ltd., Belton, TX • AGE Industries Ltd., Cibolo, TX • AGE Industries Ltd., Cleburne, TX • AGE Industries Ltd., Houston, TX • AGE Industries Ltd., Conway, AR • AICC, Alexandria, VA • AICC Canada, Toronto, ON • AIM Corrugated Container Corp., Lancaster, NY • Air Conveying Corp., Memphis, TN • Air Systems Design Inc., Mandeville, LA • Akers Packaging Service Inc., Middletown, OH • The ALC Group, Kansas City, MO • The ALC Group, Phoenix, AZ • Alfa Desarrollos Industriales, S.A. De C.V., Ecatepec, MEX • ALHU Internacional De Mexico, S.A. De C.V., Tlalnepantla, MEX • ALHU International Inc., El Paso, TX • All-Size Corrugated Products, a BCI Company, Lancaster, PA • Allan Company, Baldwin Park, CA • Allan Company Baldwin Park, Baldwin Park, CA • Allan Company Commerce Warehouse, Commerce, CA • Allan Company Fresno (Chestnut Ave), Fresno, CA • Allan Company Fresno (Sunland Ave), Fresno, CA • Allan Company Fresno (Woodward Ave), Fresno, CA • Allan Company Glendale Recycling, Glendale, CA • Allan Company Palmdale, Palmdale, CA • Allan Company Roll Division, Pomona, CA • Allan Company San Diego (Consolidated Way), San Diego, CA • Allan Company San Diego (Convoy St), San Diego, CA • Allan Company Santa Ana, Santa Ana, CA • Allan Company Santa Monica Division, Santa Monica, CA • Alliance Machine Systems Europe, , • Alliance Machine Systems International, LLC, Spokane, WA • Allpak Container, Renton, WA • Alma Container Corp., Alma, MI • Alpha Packaging Corporation, Centerport, PA • Alpha Packaging Inc., Greenwood, AR • Alpine Corrugated Machinery, Inc., Ridgefield Park, NJ • ALTEX Packaging, Inc., Anniston, AL • American Box Co., Shawnee Mission, KS • American Carton Company, Mansfield, TX • American Corrugated, Lebanon, TN • American Corrugated Machine Corp., Indian Trail, NC • American Corrugated Products Inc., Columbus, OH • American Ink and Coatings, Sheridan, AR • American Packaging Corp., Hutchinson, KS • Amsterdam - KapStone Container Corporation, Amsterdam, NY • Amtech, Fort Washington, PA • Anilox Roll Cleaning Systems, Hatfield, PA • Annan & Bird Lithographers, Mississauga, ON • Annan & Bird Lithographers Ltd., Toronto, ON • Apex Group of Companies, Goch, Germany • Apex North America LLC, Donora, PA • Apex Paper Box Co., Cleveland, OH • APPI - Affiliated Power Purchasers International, LLC, Salisbury, MD • Applied Adhesives, Santa Fe Springs, CA • ARC International, Charlotte, NC • ARCH Inc., Heber City, UT • Archbold Container Corp., Archbold, OH • Arden Software North America, Park City, UT • Arrow Box Company, Saint Louis, MO • Arrowhead Containers, Inc. SMC Packaging Group, Kansas City, MO • Artistic Carton Company, Elgin, IL • Arvco Container Corp., Cadillac, MI • Arvco Container Corp. Specialty Packaging Division, Kalamazoo, MI • Arvco Container Corporation, Kalamazoo, MI • Arvco Container Corporation, Kalamazoo, MI • Associated Packaging Inc., Greer, SC • Astral Adhesives & Coatings, Inc., Seal Beach, CA • Atlanta Box Plant - KapStone Container Corporation, College Park, GA • Atlanta Sheet Feeder -KapStone Container Corporation, Atlanta, GA • Atlanta Sheet Plant - KapStone Container Corporation, Atlanta, GA • Atlantic Packaging Products Ltd., Brampton, ON • Atlantic Packaging Products Ltd., Mississauga, ON • Atlantic Packaging Products Ltd., Mississauga, ON • Atlas Container Corp., Severn, MD • Aurora Sheet Plant - KapStone Container Corporation, Aurora, IL • Automatan, Plover, WI • Automated Conveyor Systems Inc., Lynchburg, VA • Avista Solutions International (Alliance Technical Services, Inc.), Eden Prairie, MN • Axis Corrugated Container, Butner, NC • B & B Box Company Inc., Perrysburg, OH • Badger Packaging Corp., West Bend, WI • Bahmueller Technologies, Inc., Charlotte, NC • Batavia Container Inc., Batavia, IL • Bates Container LTD - Fort Worth, North Richland Hills, TX • Bates Container LTD - Longview, Longview, TX • Bates Container LTD - San Antonio, Von Ormy, TX • Baumer Hhs Corporation, Dayton, OH • Bay Cities, Pico Rivera, CA • Bay Corrugated Container, Inc., Monroe, MI • Baysek Machines Inc., Amherst, WI • BCI Graphics & Display, Kenosha, WI • BCI, Buckeye Corrugated Inc., Fairlawn, OH • BCM Inks U.S.A. Inc., Cincinnati, OH • Bell Container Corp., Newark, NJ • Bell Containers, Cuddy, PA • Benefits Exchange Alliance, Culver City, CA • Bennett Packaging of K.C. Inc., Lees Summit, MO • Berenz Packaging Corp., Menomonee Falls, WI • BGM - Bahmuller Gopfert, Wiesentheid, • BHS Corrugated - North America, Inc., Baltimore, MD • Bio-PAPPEL International, Dallas, TX • Bio-PAPPEL International, Prewitt, NM • Bio-PAPPEL S.A.B. De C.V., Mexico City, DIF • Bird Packaging Limited, Guelph, ON • Blue Box Inc., Columbus, OH • Blue Ridge Packaging Corp., Martinsville, VA • Board Converting News, Avon By The Sea, NJ • Bobst Latinoamerica Norte SA De CV, Mexico, DIF • Bobst North America Inc., Roseland, NJ • Borinquen Container Corporation, Hatillo, PR • Bowling Green - KapStone Container Corporation, Bowling Green, KY • Box-Board Products Inc., Greensboro, NC • Boxes Inc., Saint Louis, MO • The Boxmaker, Kent, WA • Boxmaster, New Westminster, BC • Boxtec, Indianapolis, IN • Braden Sutphin Ink Company (Flexographic Division), Milwaukee, WI • Bradford Company, Holland, MI • Brausse Group, Richmond, BC • Brausse Group USA, Grand Prairie, TX • Brian Thomas Display & Packaging, Houston, TX • British Converting Solutions North America, LLC, Clarendon Hills, IL • Brown Packaging, Burlington, ON • Buckeye Boxes, Columbus, OH • Buckeye Boxes Inc., Columbus, OH • Buckeye Container, a BCI Company, Wooster, OH • C & B Display Packaging Inc., Mississauga, ON • C & M Conveyor, Inc., Mitchell, IN • C.U.E., Inc., Cranberry Twp, PA • Cajas De Carton Sultana, S.A. DE C.V., Santa Catarina, NLE • Cajas Y Empaques Modernos, Mexico, DIF • Cal Plate, Artesia, CA • Cal Sheets LLC, Stockton, CA • California Box II, Rancho Cucamonga, CA • California Paperboard Corp. A Co. of the Newark Group, Santa Clara, CA • Cameo Container, Chicago, IL • Cano Container Corp., Aurora, IL • Canon Solutions America, Inc., Itasca, IL • Capital Corrugated & Carton, Sacramento, CA • Capitol Carton Co., Chicago, IL • Capitol City Container Corp., Indianapolis, IN • CardConnect, Overland Park, KS • Carlisle Container Co., Carlisle, PA • Carolina Container Co., High Point, NC • Carolina Container Co., High Point, NC • Carolina Container Co. (Columbia, SC), Columbia, SC • Casco, Inc., Pointe Claire, Montreal, QC • Cedar City Sheet Plant- KapStone Container Corporation, Cedar City, UT • Cedar Rapids - KapStone Container Corporation, Cedar Rapids, IA • CEL Chemical & Supplies, Inc., Piedmont, SC • Cell-Pak, Bridgeport, CT • CellMark Packaging, San Rafael, CA • Central California Sheets, Kingsburg, CA • Central Florida Box Corp., Lake Mary, FL • The Central Group, Mississauga, ON • Central National - Gottesman Inc., Purchase, NY • Central Package & Display, Minneapolis, MN • Century Sunshine Paper (USA) Inc., West Covina, CA • Champion Container Corporation, Wood Dale, IL • Chief Container Company, Inc., Acworth, GA • Classic Corrugated, Denton, TX • ClearVision, North Vancouver, BC • Coastal Container Corp., Holland, MI • Coastal Corrugated Inc., Charleston, SC • Coleman Containers Ltd., Etobicoke, ON • Colmar Inks, Toronto, ON • Color Box Container, Atlanta, GA • Color Pak, Mechanicsville, VA • Color Resolutions International LLC, Fairfield, OH • Columbia Container Corp., Baltimore, MD • Combined Containerboard Inc., Cincinnati, OH • Commencement Bay Corrugated, Orting, WA • Commercial-Wagner Inc., Baltimore, MD • Commonwealth Packaging Corp., Chicopee, MA • Compak Inc & Webcor Packaging Corp., Burton, MI • Compass Packaging, Mantua, OH • Complete Design and Packaging, Concord, NC • Complete Packaging Limited, Windsor, ON • Complete Packaging, LLC, San Angelo, TX • Concord Specialty Corrugated, a BCI Company, Batesville, AR • Conductor Systems, Inc., Atlanta, GA • Connecticut Container Corp./ Unicorr Packaging Group, North Haven, CT • Container Graphics Corp., Pineville, NC • Container Graphics Corp., Toledo, OH • Container Graphics Corp., Modesto, CA • Container Graphics Corp., Denver, CO • Container Graphics Corp., Irving, TX • Container Graphics Corp., Cary, NC • Container Graphics Corp. (Schaumburg, IL), Schaumburg, IL • Container Graphics Corp. (White Bear, MN), White Bear Lake, MN • Container Graphics Ltd., Weston, Ontario • Container Service Corp., South Bend, IN • Container Service Corp., Ringgold, GA • Copar Corp., Burbank, IL • Copar Corp., Burbank, IL • Copar Corp., Burbank, IL • Corn Products Stockton Mfg., Stockton, CA • Corr-A-Box Packaging Limited, Rexdale, ON • Corr-Pak Corporation, McCook, IL • Corru Kraft, Buena Park, CA • Corruempaques, S. A. De C.V., Col. Casa Blanca, QRO • Corrugated Chemicals, Inc., Cincinnati, OH • Corrugated Container Corp., Roanoke, VA • Corrugated Container Corp. of NC, Holly Springs, NC • Corrugated Container Corp. of Tennessee, Piney Flats, TN • Corrugated Gear & Services Inc., Alpharetta, GA • Corrugated Paper Group, Milford, NJ • Corrugated Supplies Co., LLC, Chicago, IL • Corrugated Synergies International LLC, Renton, WA • Corrugated Technologies Inc., San Diego, CA • Corrugated Today, Cleveland, OH • Coyle Packaging Group, Scarborough, ON • Cra-Wal Container, a BCI Company, Indianapolis, IN • Creative Packaging Inc., Garden City, GA • Cross Container Corporation, Carpentersville, IL • Crown Creative Group, New Westminister, BC • Crown Packaging, Richmond, BC • Crown Packaging Ltd., Richmond, BC • CST Systems, Inc, Marietta, GA • CSW, Inc., Sylvania, OH • CSW, Inc., Rochester, NY • CSW, Inc., Ludlow, MA • Custom Corrugated Box Corporation, East Providence, RI • Custom Corrugated Containers Inc., Charlotte, NC • Custom Packaging Inc., Lebanon, TN • Cyecsa S.A. De C.V., Guadalajara, JAL • Dakota Corrugated Box Co., Sioux Falls, SD • Dallas Sheet Feeder - KapStone Container Corporation, Fort Worth, TX • Danbury Square Box Co. Inc., Danbury, CT • Danhil Container II, Ltd., Brownwood, TX • DanHil Containers II, Ltd., Temple, TX • Danhil De Mexico S.A. De C.V., Reynosa, TAM • DanHil De Mexico, S.A. De C.V., Juarez, CH • DanHil De Mexico, S.A. De C.V., Apodaca, NLE • DeLine Box Co., Denver, CO • Delta Containers Division, Bay City, MI • Delta Packaging, Inc., York, PA • Dicar Inc., Pine Brook, NJ • Dismas Distribution Services, Columbus, OH • Dixon Container Company, Inc., Boise, ID • The Drake Company, Houston, TX • DuPont Packaging Graphics, Wilmington, DE • Dusobox Corporation, Orlando, FL • Dynamic Dies, Inc., Holland, OH • Eaglewood Technologies, Minneapolis, MN • EAM-MOSCA Corp., Hazle Township, PA • EAM-MOSCA De Mexico S. De RL De C.V., Monterrey, NLE • Elegant Packaging, Cicero, IL • Elof Hansson, Bensalem, PA • EMBA Machinery Inc., Westlake, OH • Emmeci USA, LLC, East Providence, RI • Empaques De Carton United (Grupo Gondi), D.F., MEX • Empaques Del Norte, S.A. De C.V., San Nicolas De Los Garza, NLE • Empaques Modernos De Guadalajara, S.A., El Salto, JAL • Empaques Plegadizos Modernos S.A. De C.V., La Paz, MEX • Empaques Rio Grande, S.A. De C.V., Matamoros, TAM • Empire Packaging & Displays, Carson, CA • Empire State Container, Inc., a BCI Company, Syracuse, NY • Englander DZignPack, LLC, Waco, TX • Englander DZignPak, LLC, Carrollton, TX • Englander DzignPak, LLC, Rogers, AR • Epicor Software Worldwide Headquarters, Vancouver, BC • Epicor Software Worldwide Headquarters, Dublin, CA • Equipment Finance Corporation, Alpharetta, GA • Erdie Industries, Inc., Lorain, OH • Erhardt & Leimer Inc., Duncan, SC • Escada Systems, Inc., Decatur, GA • ESKO, Miamisburg, OH • Evergreen Fibres, Inc., Branford, CT • Ferguson Containers, Phillipsburg, NJ • Ferguson Supply and Box Manufacturing Company, Charlotte, NC • Fibre-Tec Partitions, LLC, Chicago, IL • FibreCorr Ltd, Ajax, ON • Fisher Paper Box, Minneapolis, MN • Fitzpatrick Container Co., Allentown, PA • Five Star Sheets, LLC, New Carlisle, IN • Fleetwood-Fibre Packaging and Graphics, City of Industry, CA • Flexo Concepts, Plymouth, MA • Flutes, Inc., Indianapolis, IN • Forest Packaging Corp., Elk Grove Village, IL • Fosber America Inc., Green Bay, WI • Fruit Growers Supply Co., Van Nuys, CA • Fruit Growers Supply Co., Ontario, CA • The Garvey Group, Niles, IL • Gemini Corrugated, Birmingham, AL • General Container Corp., Buena Park, CA • General Packaging Corp., Richardson, TX • Geo. M. Martin Co., Emeryville, CA • GeorgiaPacific, West Chester, OH • Georgia-Pacific, West Chester, OH • Georgia-Pacific, West Chester, OH • Georgia-Pacific, Albert Lea, MN • Georgia-Pacific Corp., Lake Zurich, IL • Georgia-Pacific Corp., Spartanburg, SC • Georgia-Pacific Corp., Easton, PA • Georgia-Pacific Corp., Atlanta, GA • Georgia-Pacific Corp. (Atlanta, GA), Atlanta, GA • Georgia-Pacific Corp. (Atlanta, GA), Atlanta, GA • Georgia-Pacific Corp. (Mt. Olive, IL), Mt. Olive, IL • Gerber Innovations, Tolland, CT • Gerrity Corrugated Paper Products Ltd., Concord, ON • GF Puhl, Gallatin, TN • Global Equipment USA, Limited, Vernon Hills, IL • Global Printing Solutions, Acworth, GA • Global Sourcing Solutions, Fort Collins, CO • Global Sourcing Solutions, Hurst, TX • GLT Packaging, Kentwood, MI • GM Training & Consulting Group, Amherst, NY • Go Packaging, Lombard, IL • Golden Kraft, La Mirada, CA • Grand Forks Sheet Plant -Kapstone Container Corporation, Grand Forks, ND • Grand Traverse Container, Inc., Traverse City, MI • Graphic West Packaging Machinery, LLC, Manchester, CT • Great American Paper, Inc., Inman, SC • Great American Paper, Inc., Ciudad Juarez, Chihuahua • Great Lakes Packaging Corp./ Green Bay, Germantown, WI • Great Little Box Company Ltd., Richmond, BC • Great Northern Corporation, Appleton, WI • Great Northern Corporation, Racine, WI • Great Northern Corporation, Chippewa Falls, WI • Great Northern Corporation, Minneapolis, MN • Great Southern Industries, Jackson, MS • Green Bay Packaging Inc., Tulsa, OK • Green Bay Packaging Inc., Kalamazoo, MI • Green Bay Packaging Inc., Chickasha, OK • Green Bay Packaging Inc., Hunt Valley, MD • Green Bay Packaging Inc., Wausau, WI • Green Bay Packaging Inc., Franklin Park, IL • Green Bay Packaging Inc., Morrilton, AR • Green Bay Packaging Inc., Coon Rapids, MN • Green Bay Packaging Inc., Green Bay, WI • Green Bay Packaging Inc., Green Bay, WI • Green Bay Packaging, Inc., Fremont, OH • Green Bay Packaging, Inc., Green Bay, WI • Green Bay Packaging, Inc., Lebanon, OH • Green Bay Packaging, Inc., Green Bay, WI • Green Bay Packaging, Inc., Fort Worth, TX • Greene House Group, Brea, CA • Greif Inc., Delaware, OH • Greif Inc., Amherst, VA • Griffin Communications, Inc., Towson, MD • Grupo Gondi, DIF, MEX • Grupo Gondi - EMSP, Tlalnepantla, MEX • Gulf Packaging, Inc., Bay Minette, AL • H. P. Neun Co. Inc., Lyons, NY • Haire Group, Merrillville, IN • Hampden Papers, Inc., Holyoke, MA • Hansol America, Inc., Fort Lee, NJ • Harbor Packaging Inc., Poway, CA • Harper/Love Adhesives Corp., Charlotte, NC • Harris Packaging Corp., Haltom City, TX • Hartford City Paper, Hartford City, IN • Hawk Converting LLC, Lewisburg, TN • Henkel Corporation, Nashville, TN • Heritage Packaging LLC, Lincoln, IL • Heritage Paper, Livermore, CA • Highland Containers Inc., Jamestown, NC • Hitek Equipment, Inc., Kenosha, WI • Hood Container Corporation, Lakeway, TX • Hoosier Container Inc., Richmond, IN • HP., Alpharetta, GA • HRMS, Inc., Lombard, IL • Hughes Decorr Design and Display, Concord, ON • Huston Patterson Printers, Decatur, IL • Hycorr, LLC., Cleveland, OH • Ibox Packaging Ltd., Delta, BC • IC Industries, Hialeah, FL • ICASA, Monterrey, NLE • IDEAL, Chicago, IL • Ideon Packaging Ltd., Richmond, BC • Illinois Valley Container, Peru, IL • Impress Packaging, Emmaus, PA • Independent Corrugator Inc., Mississauga, ON • Independent II, LLC, Louisville, KY • Indiana Box Co., Greenfield, IN • Indiana Corrugated Inc., Marion, IN • Induspac / Estapack, S.A. De C.V., Tlaquepaque, JAL • Ingredion Canada Incorporated, Mississauga, ON • Ingredion Mexico, S.A. De C.V., Guadalajara, JAL • Ingredion Mexico, S.A. De C.V., Tlalnepantla, MEX • Innerpak of Wisconsin, Watertown, WI • Innovative Fiber, Delafield, WI • Innovative Packaging Inc., Huntington, IN • Innovative Packaging Solutions, York, PA • Integrity Fiber Supply, Indianapolis, IN • Inter-Continental Corp., Newton, NC • Inter-Papier Handelsgesellschaft MbH, Hamburg, DE • Intercontinental Celulosa De Mexico, S.A. De C.V., Mexico, MEX • Interstate Container Brunswick, LLC, North Brunswick, NJ • Interstate Corrpack LLC, Cambridge, MD • Interstate Paper LLC, Riceboro, GA • Interstate Resources Inc., Arlington, VA • Isowa America Inc., Erie, CO • J.M. Fry, Port Vue, PA • J.S. Machine, Hunt Valley, MD • Jacob Corrugated Services, Califon, NJ • Jamestown Container Companies, Falconer, NY • Jamestown Container Companies, Rochester, NY • Jamestown Container Companies, Macedonia, OH • Jamestown Container Specialty Products, Buffalo, NY • Jamil Packaging Corp., Mishawaka, IN • Jan Rohde Consulting, Inc., Tustin, CA • Jaycox Consulting, LLC, Saint Louis, MO • Jayhawk Boxes, Inc., Fremont, NE • JB Machinery Inc., Weston, CT • Jessup Paper Box, Brookston, IN • Jet Container Co., Columbus, OH • Jet Corr Inc., Conyers, GA • Johnson Kendall and Johnson, Inc., Newtown, PA • K & G Box Co., Jacksonville, FL • K & H Corrugated / Unicorr Packaging Group, Walden, NY • K.B. REITER, LLC, Vernon Hills, IL • Kadant Johnson Systems Division, Knoxville, TN • Kampack Inc. (HQ), Newark, NJ • Kampack Inc. (Newark), Newark, NJ • KapStone Container Corporation, Charleston, SC • KBA North America, Brentwood, TN • KBA North America, Inc., Dallas, TX • Kelly Box & Packaging Corp., Fort Wayne, IN • Kemi Art U.S., Inc., Mount Pleasant, SC • Key Container Corp., Pawtucket, RI • Kiwiplan Inc., Cincinnati, OH • Klingher Nadler LLP, Englewood Cliffs, NJ • Koch Container, a BCI Company, Victor, NY • Kodiak LLC, Chicago, IL • Kohler Coating, Uniontown, OH • KPAQ Industries, LLC, St Francisville, LA • Krafcor Industries, Baltimore, MD • Krupack Packaging - a Division of Kruger Inc., Montreal, QC • Krupack Packaging - a Division of Kruger Inc., LaSalle, QC • Kubin Nicholson, Milwaukee, WI • L & M Corrugated Container Corp., Platteville, WI • L & M Corrugated Container Corp., Platteville, WI • L.D. Davis Industries, Inc., Jenkintown, PA • Lakeside Container Corp., Plattsburgh, NY • Lanco York, Inc., Commack, NY • Lanco York, Inc., Paterson, NJ • Landaal Packaging Systems, Flint, MI • Las Vegas Container, Chandler, AZ • Latitude Machinery USA, LLC, Kalamazoo, MI • The Lawrence Paper Company, Lawrence, KS • Lawrenceburg Sheet Plant - KapStone Container Corporation, Lawrenceburg, KY • LBP Manufacturing, Cicero, IL • Leaman Container Inc., Fort Worth, TX • LeFleur Paper, Richland, MS • Lewisburg Container, Lewisburg, OH • Lewisburg Printing Company, Lewisburg, TN • Liberty Carton North, Brooklyn Park, MN • Liberty Carton Packaging, Calexico, CA • Liberty Diversified International, Minneapolis, MN • Liberty Paper, Inc., Becker, MN • Litho Press Inc, Indianapolis, IN • Lithotech-Division of Norampac, Scarborough, ON • Lone Star Corrugated Container Corp., Irving, TX • Longreach International, LLC, Riner, VA • Longview Box Plant- KapStone Container Corporation, Longview, WA • Longview Fibre Paper and Packaging, Inc., Longview, WA • Longview Fibre Paper and Packaging, Inc., Yakima, WA • Louisiana Corrugated Products, Monroe, LA • Love Box Company -Pratt Industries, Wichita, KS • Love Box Company/Independence, Independence, MO • LPM Global Inc., Miami, FL • Majic Corrugated, Batavia, NY • Mall City Containers Inc., Kalamazoo, MI • Manufactured Packaging Products (Brea), Brea, CA • Manufactured Packaging Products (LA), Alhambra, CA • Manufactured Packaging Products (Union City), Union City, CA • Manufactured Packaging Products (San Diego), San Marcos, CA • Manufactured Packaging Products (Sycamore), Sycamore, IL • Maquinaria Boix Mexico S.A. De C.V., Leon, GTO • Maritime Paper, Dartmouth, NS • Mark Trece, Inc., Joppa, MD • MarquipWardUnited, Monterrey, NLE • MarquipWardUnited, Phillips, WI • Marshall & Bruce Company, Inc., Nashville, TN • Martin Partitions, Inc., Carroll, OH • Maschinenbau Prazisionswerkzeuge GmbH Wilheim Bahmueller GmbH, Pluderhausen, • Massachusetts Container Corp. / Unicorr Packaging Group, Marlborough, MA • Master Packaging, Dieppe, NB • MAXCO Supply Inc., Parlier, CA • MaxPak Inc., Lakeland, FL • McElroy Packaging Inc., Wooster, OH • McLean Packaging Corp., Pennsauken, NJ • McLean Packaging Corp.- Folding Carton Division, Moorestown, NJ • McLeish Containers/Coyle Packaging Group, Rexdale, ON • Menasha Packaging - Brooklyn Park Plant, Lakeville, MN • Menasha Packaging - Fanfold Coloma Plant, Coloma, MI • Menasha Packaging - Green Lake Plant, Green Lake, WI • Menasha Packaging - Hartford Plant, Hartford, WI • Menasha Packaging - Latrobe Plant, Latrobe, PA • Menasha Packaging - Muscatine Plant, Muscatine, IA • Menasha Packaging - Neenah Plant, Neenah, WI • Menasha Packaging - Philadelphia Contract Packaging, Philadelphia, PA • Menasha Packaging - Philadelphia Plant, Philadelphia, PA • Menasha Packaging - St. Cloud Plant, St. Cloud, MN • Menasha Packaging Company, LLC, Neenah, WI • Menasha PrePrint, Neenah, WI • MeredithWebb Printing Company, Burlington, NC • Merrill Industries LLC, Ellington, CT • Mesquite (Dallas) - KapStone Container Corporation, Mesquite, TX • Metsä Board - Canada, Montreal, QC • Metsa Board Americas Corporation, Norwalk, CT • Metsä Board Mexico, S.A. De C.V., Col. Napoles, DIF • Metsa Board OYJ, FI-02100 Metsa, • Miami Valley Packaging Solutions Inc., Dayton, OH • Michcor Container, Grand Rapids, MI • Michelman Inc., Cincinnati, OH • Michiana Corrugated Products Co., Sturgis, MI • Michigan Box Co., Detroit, MI • Michigan City Paper Box Co., Michigan City, IN • Michigan Packaging (Mason, MI), Mason, MI • Micon Packaging, Inc., Oldsmar, FL • Microchoice, Cincinnati, OH • Mid-Atlantic Packaging Inc., Montgomeryville, PA • Mid-North Containers Ltd., New Liskeard, ON • Mid-States Packaging Inc., Lewistown, OH • Midland Packaging and Display, Franksville, WI • Midwest Container Corporation, Fairfield, OH • Miller Container Corp., Milan, IL • Minneapolis - KapStone Container Corporation, Fridley, MN • Mitsubishi Heavy Industries, Hunt Valley, MD • Moonlight Packaging, Oil City, PA • Moore Packaging Corporation, Barrie, ON • Mount Tom Box Co. Inc., West Springfield, MA • Multicorr Corp., Louisville, KY • My Press Needs, LLC, Tampa, FL • National Fiber Supply Company, Fayetteville, GA • Nelson Container Corp., Germantown, WI • New Direction Partners, LLC, Southport, NC • New England Sheets, Devens, MA • New England Wooden Ware Corp., Gardner, MA • New-Tech Packaging Inc., Memphis, TN • Newark America, Fitchburg, MA • The Newark Group, Inc., Wheeling, WV • Newark Pacific Paperboard Corp., Los Angeles, CA • NewCorr Packaging Ltd., Northborough, MA • Newfoundland Containers Limited, St. John’s, NF • Newman & Co. Inc., Philadelphia, PA • NewPage Corporation, Schaumburg, IL • Newport Timber LLC, Riceboro, GA • Niagara Sheets, LLC, North Tonawanda, NY • Norampac Avot-Vallee S.A.S., Blendecques, France • Norampac Inc., St. Marys, ON • Norampac Inc., Saint-Bruno, QC • Norampac Inc., Schenectady, NY • Norampac Inc., Art and Die Division, Etobicoke, ON • Norampac Inc., Art and Die Division, Etobicoke, ON • Norampac Inc., Belleville Division, Belleville, ON • Norampac Inc., Cabano Division, St-Louis-du-Ha-Ha, QC • Norampac Inc., Calgary Division, Calgary, AB • Norampac Inc., Drumondville Division, Drummondville, QC • Norampac Inc., Jellco Division, Barrie, ON • Norampac Inc., Kingsey Falls Division, Kingsley Falls, QC • Norampac Inc., Mississauga Division, Mississauga, ON • Norampac Inc., Moncton Division, Moncton, NB • Norampac Inc., Monterrey Division, S.A. De C.V, Guadalupe, NLE • Norampac Inc., New York City Division, Maspeth, NY • Norampac Inc., North York Division, North York, ON • Norampac Inc., Quebec Division, Quebec, QC • Norampac Inc., Richmond Division, Richmond, BC • Norampac Inc., Saskatoon Division, Saskatoon, SK • Norampac Inc., Technical & Development Centre, Mississauga, ON • Norampac Inc., Trenton Division, Trenton, ON • Norampac Inc., Vaudreuil Division, Vaudreuil, QC • Norampac Inc., Vaughan Division, Vaughan, ON • Norampac Inc., Victoriaville Division, Victoriaville, QC • Norampac Inc., Winnipeg Division, Winnipeg, MB • Norampac Industries Inc., Niagara Falls Division, Niagara Falls, NY • Norampac Thompson, Inc., Thompson, CT • Northeast Box Co., Ashtabula, OH • Northern Sheets, Mcclellan, CA • Northwest Packaging Inc., Saint Paul, MN • Northwest Paper Box Mfrs. Inc., Portland, OR • NuPak Printing, LLC, Red Lion, PA • Nutmeg Container Corp./ Unicorr Packaging Group, Putnam, CT • Oakland Box Plant- KapStone Container Corporation, Oakland, CA • Ohio Blow Pipe Co., Cleveland, OH • Ohio Packaging Corp., Massillon, OH • Ohio Paperboard Corporation, Baltimore, OH • Oklahoma Interpak, Muskogee, OK • OM Partners, USA, Atlanta, GA • Omaha Box Company, Omaha, NE • Orora North America, Buena Park, CA • Ox Box, Addison, IL • P2, Kirkland, WA • Pacific Container Corp., Tacoma, WA • Pacific Quality Packaging Corp., Brea, CA • Pacific Southwest Container LLC, Visalia, Visalia, CA • Pacific Southwest Container LLC, Modesto, CA • Pacific Western Container, Santa Ana, CA • Package Crafters, Inc., High Point, NC • Packagex, Inc, Encino, CA • Packaging and Pads-R-Us, LLC, Milan, OH • Packaging Atlanta Corp., Alpharetta, GA • Packaging Design Corp., Burr Ridge, IL • Packaging Express, Colorado Springs, CO • Packaging Innovators Corp., Livermore, CA • Packaging Logic Inc., Laporte, IN • Packaging Services, Greeneville, TN • Packaging Services of Maryland Inc., Williamsport, MD • Packaging Specialties Inc., Warren, MI • Packaging Technologies Inc., Concord, ON • Packland, L.L.C., Miami, FL • Packrite LLC, High Point, NC • Paige Packaging, Inc., Elmwood Park, NJ • Palmetto Packaging Corp., Florence, SC • Pamarco Global Graphics, Atlanta, GA • Pamarco/Bingham, Batavia, IL • Paper Alliance, LLC, Emerson, NJ • Paragon Acquisitions, LLC, Girard, PA • Parry Machine Company, Inc., Palmyra, NY • Pax Corrugated Products Inc., Lebanon, OH • Peachtree Packaging, Lawrenceville, GA • PearceWellwood Inc., Brampton, ON • People’s Capital and Leasing Corp., Waterbury, CT • PhilCorr LLC, Vineland, NJ • Philpac Corp., Buffalo, NY • Phoenix Packaging Inc., Winston Salem, NC • Pinnacle Corrugated, LLC, Landis, NC • Pinto-Packaging Limited, London, ON • Planet Paper Box Inc., Concord, ON • Plymouth Packaging Inc., Battle Creek, MI • Plymouth Packaging, Inc., Plymouth, MI • Poteet Printing Systems, Charlotte, NC • Pragati Pack India PVT., Ltd., Andhra, Pradesh • Pratt Industries - New Orleans, Harahan, LA • Pratt Industries De Monterrey, Guadalupe, NLE • Pratt Industries USA, Oklahoma City, OK • Pratt Industries USA Converting Division (Greenville), Simpsonville, SC • Pratt Industries USA Converting Division (Richmond), Ashland, VA • Pratt Industries USA Converting Division (Plymouth), Livonia, MI • Pratt Industries USA Converting Division (Albany), Albany, GA • Pratt Industries USA Converting Division (Birmingham), Bessemer, AL • Pratt Industries USA Converting Division (Ocala), Ocala, FL • Pratt Industries USA Converting Division (New Orleans), Harahan, LA • Pratt Industries USA Converting Division (Atlanta), Atlanta, GA • Pratt Industries USA Converting Division (Raleigh), Raleigh, NC • Pratt Industries USA Corporate Office (Conyers), Conyers, GA • Pratt Industries USA Corrugating Division (Conyers), Conyers, GA • Pratt Industries USA Corrugating Division (Springfield), Springfield, OH • Pratt Industries USA Corrugating Division (Statesville), Statesville, NC • Pratt Industries USA Corrugating Division (Dundee), Dundee, FL • Pratt Industries USA Corrugating Division (Conyers - Sigman Rd.), Conyers, GA • Pratt Industries USA Corrugating Division (Moultrie), Moultrie, GA • Pratt Industries USA Corrugating Division (Grand Rapids), Grand Rapids, MI • Pratt Industries USA Corrugating Division (Humboldt), Humboldt, TN • Pratt Industries USA Corrugating Division (Valparaiso), Valparaiso, IN • Pratt Industries USA Display Division (Conyers - West), Conyers, GA • Pratt Industries USA Mill Division (New York), Staten Island, NY • Pratt Industries USA Mill Division (Conyers), Conyers, GA • Premier Corrugated, Albion, MI • President Container Inc., Wood Ridge, NJ • PRI Technologies, Dallas, TX • Prime Converting Corporation, Rancho Cucamonga, CA • Printron, Neenah, WI • Prisco Digital, Newark, NJ • Pro-Pak Industries, Maumee, OH • Profero Systems, Lexington, KY • Profero Systems, Inc, Dallas, NC • Progress Container & Display, Winder, GA • PSI Container, Inc., McAdoo, PA • PSI Packaging Services, Connellsville, PA • QB De Mexico, S.A. De C.V., Mexico, DIF • Qualitek Solutions, Tucker, GA • Quest Graphics LLC, Maryland Heights, MO • Quest7, Inc, Machesney Park, IL • Questcor, Bedford Park, IL • R & R Corrugated Container Corp., Bristol, CT • Rand-Whitney Group LLC, Lancaster, MA • Rand-Whitney Group LLC, Newtown, CT • Rand-Whitney Group LLC, Worcester, MA • Rand-Whitney Group LLC - Northeast LLC, Portsmouth, NH • Rand-Whitney Group LLC- Southeast LLC, Pawtucket, RI • Rapid Bond / LTI, Mexico City, MX • Rapid Bond / LTI, Chula Vista, CA • Ray Products, Inc., Parsons, KS • Register Print Group, Clifton, NJ • Reliable Container Corp., Santa Fe Springs, CA • Reliable Container Inc., Addison, IL • Revicart Srl, 20037 PADERNO DUGNANO, Milan • Rex Carton Co. Inc., Chicago, IL • Rexdale Container Corporation, Brampton, ON • RFC Container Corp., Vineland, NJ • Richmond Corrugated Box Company, Sandston, VA • Richmond Corrugated Inc., Sandston, VA • rightPAQ, Santa Ana, CA • Rios Corrugadora, S. A DE C. V, Escobedo, NLE • Riverdale Packaging Corp., Hazelwood, MO • Roberds Converting Co., Inc., Loveland, OH • Robert Mann Packaging Inc., Salinas, CA • Rock Tenn- Cullman, AL, Cullman, AL • Rock Tenn- Simpson Tacoma Kraft Co, LLC, Tacoma, WA • RockTenn, Norcross, GA • RockTenn - Gallatin, Gallatin, TN • RockTenn, Sheet Feeder, Milwaukee, WI • RockTenn-Athens, Athens, GA • RockTenn-Camillus, Camillus, NY • RockTenn-Deer Park, Deer Park, NY • RockTenn-Devens, Devens, MA • RockTenn-Graphcorr, Dayton, NJ • RockTenn-Hebron, Hebron, KY • RockTennLancaster, Lancaster, PA • RockTenn-Mooresville, Mooresville, NC • RockTenn-Norcross, Norcross, GA • RockTenn-Olive Branch, MS, Olive Branch, MS • RockTenn-Solvay Mill, Syracuse, NY • RockTenn-Spartanburg, Spartanburg, SC • RockTenn-St. Paul Mill, St. Paul, MN • RockTennStockton, Stockton, CA • Romanow Container, Westwood, MA • Royal Containers Ltd., Brampton, ON • Royal Containers Ltd. (London,Ontario), London, ON • The Royal Group, Cicero, IL • The Royal Group - Addison, Addison, IL • The Royal Group -Halls, Halls, TN • RTS Packaging, LLC, Hillside, IL • RUSCORR, Cullman, AL • Rusken Packaging Inc., Cullman, AL • S.E. MO. Box Co., Cape Girardeau, MO • Samuel Strapping Systems, Woodridge, IL • Sanchez, S.A. De C.V., Mexico City, DIF • Sauer System, Saint Louis, MO • SC Environmental, LLC, Addison, IL • Schwarz Partners, LLC, Indianapolis, IN • Scope Packaging, Inc., Orange, CA • Scotland Container Inc., Laurinburg, NC • Seattle Box Plant- KapStone Container Corporation, Seattle, WA • Semper/Exeter Paper Company, LLC, Crestview, KY • Serenity Packaging Corporation, Saint Charles, IL • Seward Sheet Plant - KapStone Container Corporation, Seward, NE • Shamrock Specialty & Packaging - Juarez, Juarez, Chihuahua • Shamrock Specialty & Packaging, Elgin, IL • Sharp International • Friese Corrugating Rolls, Chesapeake, VA • Shillington Box Co., LLC, Saint Louis, MO • Shipmaster Containers Limited, Markham, ON • Shipping Container Corp., Redford, MI • Signode Industry Packaging Systems, Chesterfield, MS • Simon Miller Paper & Packaging, Franklin, VA • Skybox Packaging LLC, Mansfield, OH • Smith Induspac Limited, Ottawa, ON • Smith Induspac Packaging Mississauga, Mississauga, ON • Smurfit Kappa, Forney, TX • SOLPACK SA De CV, Monterrey, NLE • Somerset Sheet Plant - KapStone Container Corporation, Somerset, KY • Sonoco Products Company, Hartsville, SC • Sooner Packaging, Inc., Tucsa, OK • Sound Packaging, LLC, Chandler, AZ • SouthCorr Packaging LLC, Greeneville, TN • Southeastern Packaging Co., Harrisburg, NC • Southern Carton Company, Inc., Lewisburg, TN • Southern Missouri Containers, Inc. • SMC Packaging Group, Springfield, MO • Southland Box Co., Vernon, CA • SP Fiber Technologies, LLC, Dublin, GA • Spanish Fork Box Plant- KapStone Container Corporation, Spanish Fork, UT • SPB Canada, Division of Norampac, Montreal, QC • Specialty Adhesives and Coatings, Inc., Memphis, TN • Specialty Industries Inc., Red Lion, PA • Spectrum Packaging, Evansville, IN • Spring Cove Container, Roaring Spring, PA • Springfield - KapStone Container Corporation, West Springfield, MA • St. Catharines Corrugated Containers, Allanburg, ON • St. Clair Packaging Inc., Marysville, MI • Stafford Corrugated Products Inc., Indian Trail, NC • Stafford Cutting Dies, Inc., Indian Trail, NC • Stand Fast Packaging Products Inc., Addison, IL • Standard Printing Company of Canton, Canton, OH • Sterling Coatings West, Fresno, CA • Stickle Steam Specialties Co., Inc., Indianapolis, IN • Stone Container Corp., Columbus, IN • Strapack, Inc., Hayward, CA • Strategic Link Consulting, Inc., West Chester, PA • Stronghaven Containers Inc., Matthews, NC • Stronghaven, Inc., Austell, GA • Sumter Packaging Corp., Sumter, SC • SUN Automation Group-UK Office, Bristol, • Sun Source 1 LLC, Sparks, MD • Suntek SA De CV, Mexico, DIF • Superior Lithographics, Los Angeles, CA • SupplyOne, Clearwater, FL • SupplyOne, Oklahoma City, OK • SupplyOne, Rockwell, NC • SupplyOne Albuquerque, Albuquerque, NM • SupplyOne Albuquerque, Albuquerque, NM • SupplyOne Carolina, Rockwell, NC • SupplyOne Tulsa, Tulsa, OK • SupplyOne Weyers Cave, Weyers Cave, VA • SupplyOne Wisconsin, Jackson, WI • SupplyOne, Inc., Devon, PA • Sustainable Corrugated, Sylva, NC • Sutherland Packaging Inc., Andover, NJ • Systec Conveyors, Indianapolis, IN • Tarmac International, Inc., Lees Summit, MO • Tavens Packaging & Display Solutions, Bedford Heights, OH • Technoflex, Inc., Hiram, GA • Tecumseh Corrugated Box Co., Tecumseh, MI • Tecumseh Packaging Solutions - Van Wert Division, Van Wert, OH • TenCorr Packaging Inc., Brampton, ON • Tennessee Packaging, a BCI Company, Loudon, TN • Terrace Paper, Cicero, IL • Thacker Industrial, Fort Worth, TX • That Box Design, LLC, Fort Mill, SC • Tilsner Carton Co., Saint Paul, MN • TimBar Packaging & Display Headquarters, Hanover, PA • TimBar Packaging and Display - Tampa Division, Tampa, FL • TimBar Packaging and Display -Miami Division, Miami, FL • TimBar Packaging and Display - Gallatin Division, Gallatin, TN • TimBar Packaging and Display - Spartanburg Division, Spartanburg, SC • TimBar Packaging and Display - Oxford Division, New Oxford, PA • TimBar Packaging and Display - Valley Forge Division, Collegeville, PA • TimBar Point of Purchase Packaging and Display Group, New Oxford, PA • Touchpoint Packaging, Seymour, IN • Tri-State Container, Bensalem, PA • Triad Packaging Design & Display, Inc., Bristol, TN • Triad Packaging Design & Display, Inc., Bristol, TN • Triple A Containers Inc., Cerritos, CA • Trojan Litho, Renton, WA • Troqueles Rotativos De Precision S. De R.L. De C.V., Zapopan, Jalisco • Twin Falls Box Plant- KapStone Container Corporation, Twin Falls, ID • Tyoga Container Co., Tioga, PA • U.S. Specialty Packaging, Aurora, IL • UK Office - W. H. Leary Co., Inc., Basildon, Essex • United Corrstack LLC, Reading, PA • Universal Container Corp., Ferndale, MI • US Corrugated, Coal Center, PA • US Corrugated, Coal Center, PA • US Corrugated (Bethesda), Bethesda, OH • US Corrugated (Lancaster), Lancaster, OH • US Display Group (Kampack), Tullahoma, TN • US Display Group (Kampack), Newark, NJ • Utah Paperbox, Salt Lake City, UT • Vail Industries, Navarre, OH • Valco Melton, Inc, Cincinnati, OH • Valley Container Inc., Bridgeport, CT • Valley Packaging Corporation, Pulaski, TN • Vanguard Packaging, Kansas City, MO • Vermont Container, Bennington, VT • Viking Industries Inc., New Paltz, NY • Viking Paper Corp., Toledo, OH • Viking Paper Corporation, Plymouth, IN • Vineland Packaging, Vineland, NJ • Vision Packaging and Graphics, Kalamazoo, MI • Vista Corrugated, Santa Teresa, NM • Volk Packaging Corp., Biddeford, ME • Volunteer Box, LLC, Gallatin, TN • VT Graphics, Inc., Yeadon, PA • W.H. Leary Co., Inc., Tinley Park, IL • Wasatch Container, North Salt Lake, UT • Washington Box, S De RL De C.V., Garza Garcia, NLE • Watertown Box Corp., Watertown, SD • Weber Display & Packaging, Philadelphia, PA • Webster West Packaging, Inc., North Vernon, IN • Welch Packaging Group - Chicago Division, Countryside, IL • Welch Packaging Group - Cleveland Division, Valley View, OH • Welch Packaging Group - Columbus Division, Columbus, OH • Welch Packaging Group - Indianapolis Division, Indianapolis, IN • Welch Packaging Group - Toledo Division, Toledo, OH • Welch Packaging Group, Inc., Elkhart, IN • Welch Packaging Group, Inc., Elkhart, IN • Welch Packaging Marion DBA Nova Packaging Inc., Marion, IN • Wertheimer Box Corporation, McCook, IL • Wes-Pak Inc., Alexander, AR • Western Computer, Oxnard, CA • Western Corrugated Design, Santa Fe Springs, CA • Western Industries Corp., Austin, TX • Western Industries Corp., Austin, TX • Wilmington Box Company, Burgaw, NC • Wisconsin Packaging Corp., Fort Atkinson, WI • Wisconsin Paperboard Corporation, Milwaukee, WI • Wonder State Box Company, Inc. SMC Packaging Group, Conway, AR • Wright Brothers Paper Box Company Inc., Fond du Lac, WI • WSA USA, LLC, Cincinnati, OH • Wunderlich Fibre Box Company, Saint Louis, MO • Xante Corporation, Mobile, AL • Yakima Box Plant- KapStone Container Corporation, Yakima, WA • York Container Co., York, PA • Young Shin, USA Limited, Schaumburg, IL • Zeres, Inc., Bowling Green, OH

The Final Score

FROM THE START, IT WAS ‘ROLL UP YOUR SLEEVES’ AICC IS STILL A MEMBER-RUN ORGANIZATION

D

uring this 40th-anniversary year we have been spending a lot of time in AICC’s “attic,” going through boxes of pictures, slides (remember those?), and old videos in an effort to document and retell AICC’s story.

I found some clips taken at a previous anniversary—I think it was the 20th—of Dick Troll, founder, past president, and former executive vice president. With his usual flair for the dramatic, Dick described those first meetings of AICC’s as being something out of a Mickey Rooney/Judy Garland movie—a sort of “I have a barn, you have a piano; we’ll put on a show to save the widow’s house!” He wasn’t far from wrong, for in those first days it was a volunteer effort on all fronts, including planning the meetings, recruiting the members, and running the day-to-day affairs of the new startup group.

Today, while we have long had the benefit of a professional staff and headquarters, AICC’s “roll-up-your-sleeves,” can-do attitude still exists among its members. As well it should, for anytime I meet a new member or invite someone to join the Association, I remind them it’s your association. It’s not the board of directors’, it doesn’t belong to any particular company or any particular person—it’s yours. And what does this mean?

First, it means that the all work done by the Association is for the benefit of the members, meaning all our programs are developed with an end goal of serving a particular need in our member companies.

Second, it means that you, the members, identify what you need and what programs we should pursue. Earlier this year, we surveyed the membership to help us target priorities for our next three-year plan. More than 200 of you responded to this survey, indicating to me a very high level of engagement on your part in what the Association is doing.

Third, the Association’s committees, boards, task forces, and various other governing bodies are made up of volunteer members who have a stake in the Association and its success in our industry. The board of directors is made up entirely of volunteers who are elected by the members, and it acts on their behalf.

So, does this sound like a Mickey Rooney/Judy Garland movie? Perhaps not. But there’s still plenty of enthusiastic song and dance on the part of the members to make the Association a success.

Thank you for your support!

Steve Young President, AICC

62

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