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LISA HUNT

Breaking Through Barriers for Women in Manufacturing PG 24 MANAGEMENT:

OEM Partnerships That Will Propel Business PG 32 TECHNOLOGY:

IIoT Retrofits for Legacy Equipment PG 37 ECONOMIC FORECAST:

Learn What Lies Ahead for the Industry PG 43 PACK EXPO East Exhibitor Info PG 44

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WINTER 2021

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CONTENTS

CONNECT WITH US:

OEMmagazine.org facebook.com/OEMmagazine @OEMmagazine

VOLUME 4 • ISSUE 4

24

DEPARTMENTS EMERGIN G LEA D ERS

09 MEET PMMI’S EMERGING LEADERS ON THE RISE

As a way to recognize young talent making their mark on the packaging and processing industries, PMMI set out to find 10 rising stars.

IN D UST RY N EWS

17 PACK EXPO LAS VEGAS A HUGE SUCCESS

The packaging and processing community came together in September for perhaps the most important PACK EXPO Las Vegas and Healthcare Packaging EXPO in its history.

MA RKET IN G FOCUS

17 2022 MARKETING TRENDS FOR OEMS

Focus on these four marketing techniques to reach new customers in the new year.

SA LES FOCUS

22 FOUR WAYS TO DRIVE CRM ADOPTION AND ACCOUNTABILITY

If your company is struggling to drive consistent usage of the customer relationship management system, try these approaches.

AS S OCIAT ION N EWS

FEATURES

41 HOW TO GET YOUR COMPANY IN THE LEADING DIRECTORY OF SUPPLIERS

O E M P ROFI L E

24 LISA HUNT STEERS PLEXPACK’S NEXT STEPS

Appointed CEO in January 2021, Hunt has already implemented changes that will prepare the OEM for product and global expansion, while staying true to its roots as a diverse solutions-oriented company with an entrepreneurial spirit.

M A N AG EME NT

32 PARTNERSHIPS CREATE NEW POSSIBILITIES

Get up to speed on PMMI’s new ProSource platform, and learn about the newest Business Intelligence reports just released by PMMI. A N N UA L MEET IN G RECA P

43 AN OPTIMISTIC OUTLOOK FOR THE FUTURE OF PACKAGING

During PMMI’s Annual Meeting in Detroit, economists predicted smooth sailing for packaging and processing late in the pandemic.

EXHIBITOR’S CORN ER

44 CALLING ALL PACK EXPO EAST 2022 EXHIBITORS

It’s time to begin preparations for the return of PACK EXPO East.

From optimizing the supply chain to launching new business models, these OEM, supplier alliances are delivering unique solutions to address industry problems.

WORKFORCE D EVELOPMEN T

T E CH N OLOGY

45 USHERING IN THE NEXT GENERATIONS OF ENGINEERS

37 IIoT RETROFITS FOR LEGACY EQUIPMENT This is how to digitize and plan for strategic retrofits to existing equipment.

32

37

Belden partners with Glenbrook South High School, donating equipment, time, and expertise to provide real world manufacturing experience to budding STEM students.

VOICE OF T HE CUSTOMER

47 WOMEN, E-COMM, AND COLLABORATIVE TECH SHAPE A NEW WAY OF WORKING

During PACK EXPO Las Vegas, an expert panel at the Packaging & Processing Women’s Leadership Network dove into workforce issues around women and remote work, as well as struggles and solutions in adapting to pandemic-era consumer buying trends.

N EW PROD UCTS

59 MACHINE COMPONENT INNOVATIONS

Be the first to see the latest in controls, components, and robotics.

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We kick acid.

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The official publication of PMMI OEMMAGAZINE.ORG

EDI TORI AL Stephanie Neil Editor-in-Chief sneil@OEMmagazine.org / 781 378 1652 Natalie Craig Senior Managing Editor ncraig@OEMmagazine.org / 312 205 7917 Sean Riley Senior Director, Media and Industry Communications sriley@pmmi.org / 571 266 4419 ART & PRODU CTI ON Jonathan Fleming Associate Art Director David Bacho Creative Director George Shurtleff Advertising Production Manager PU B LI SHI N G Jim Chrzan Publisher/VP Brand Development Kim Overstreet Senior Content Strategist, Alignment Sharon Taylor Director of Marketing Amber Miller Senior Marketing Manager Janet Fabiano Financial Services Manager

PMMI Media Group

401 N. Michigan Ave., Suite 1700, Chicago, IL 60611 Phone: 312 222 1010 | Fax: 312 222 1310

www.pmmimediagroup.com Joe Angel President David Newcorn Executive Vice President Kelly Greeby Sr. Director, Client Success & Media Operations Elizabeth Kachoris Senior Director of Digital Infrastructure Jen Krepelka Director, Websites + UX/UI

PMMI, The Association for Packaging and Processing Technologies 12930 Worldgate Dr., Suite 200, Herndon VA, 20170 Phone: 571 612 3200 | Fax: 703 243 8556

www.pmmi.org Jim Pittas President and CEO Glen Long Senior VP Tracy Stout VP, Marketing and Communications Laura Thompson VP, Trade Shows Andrew Dougherty Senior Director, Membership SU B SCRI PTI ON S

To subscribe to OEM visit:

www.OEMmagazine.org/subscribe

To change or modify a subscription, please contact circulation@OEMmagazine.org

OEM EDI TORI AL ADVI SORY B OARD Lisa Hunt CEO, Plexpack Tom Ivy, President, F.R. Drake Greg Berguig VP, Sales and Marketing, PAC Machinery Jeff Bigger President-CEO, Massman Automation Designs Rick Fox III Director, Engineering Services, Fox IV Technology Brian Ormanic Lead Applications Engineer, ARPAC Martin Prakken CEO-Owner, BluePrint Automation Colin Warnes Director Sales Engineering & Project Management, ADCO Manufacturing

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WINTER 2021

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FOR OPENERS

STEPHANIE NEIL EDITOR-IN-CHIEF

Women Making a Difference in Manufacturing You’ve probably noticed that for the first time, OEM has a person on the cover of the magazine.

We’ve featured Lisa Hunt, CEO of Plexpack, because she exemplifies the many sides of manufacturing at the moment.

Specifically, there’s a need for unwavering leadership during unpredictable times. There’s a need to experiment with new technology for competitive advantage. A need to grow business globally while honoring sustainability efforts. And a need to embrace diversity, equity, and inclusion within an organization. Appointed as CEO in January of 2021, Hunt is a role model in all of these areas, especially the latter, as the industry seeks to attract more women and minorities to careers in manufacturing.

To that end, Hunt serves on the executive council of PMMI’s Packaging & Processing Women’s Leadership Network (PPWLN). And as PPWLN expands its mission to empower and inspire the next generation of women, we are

also discovering new efforts underway to reduce inequalities in manufacturing.

I recently interviewed Jill Miller, president of Below the Line, an organization focused on narrowing the racial wealth gap in this industry by acquiring closely-held or family-owned food and beverage equipment suppliers, and through a responsible exit model, advising them on how to convert the organization to employee ownership.

Lisa and Jill are taking actionable steps toward changing the foundation of manufacturing and I was honored to interview both. Turn to page 24 to learn the path that Plexpack is now on. I also encourage you to tune into my interview with Jill on the UnPACKed podcast with OEM, which you can find here: oemgo.to/ep71 A big round of applause for these trailblazing women.

Stephanie Neil is Editor-in-Chief of OEM Magazine.

She can be reached at sneil@oemmagazine.org or linkedin.com/in/stephaniesneil

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WINTER 2021

07

FOR THE RECORD

NATALIE CRAIG SENIOR MANAGING EDITOR

Who Runs the World?

Having Lisa Hunt, the CEO of Plexpack, featured on our cover speaks volumes to me, and it makes me reflect on my time at OEM Magazine as I write my last column.

When I came to this industry six years ago, I noticed the lack of women in leadership roles.

I hoped this would change—not because men aren’t great leaders—but because this industry suffers greatly from its inability to reflect who the workforce is today.

In school, I was never encouraged to study STEM programs and I didn’t see myself working in packaging, processing, or manufacturing. Not because I wasn’t open to it, but I hadn’t seen anyone who looked like me in these industries or in leadership roles.

However, I see that changing now. Young girls are becoming excited about programming and engineering and OEM teams are becoming more diverse and well-rounded.

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Women are such a huge asset to this industry and they provide tremendous value with the different perspectives, talents, and solutions that they can deliver. And when you propel and uplift women to create leadership teams that give everyone a seat at the table, the world starts to see itself reflected in your company. I’m not saying this will completely solve all of the workforce issues we have, but it could be a start.

I’m thankful for all of the leaders, mentors, and people I have met during my time at OEM Magazine—both men and women. But I am especially grateful for Editor-in-Chief Stephanie Neil who is an incredible leader and force. I can’t wait to see her continue to take OEM to new heights.

As for me, I will see you in Packaging World!

Natalie Craig is the Senior Managing Editor of OEM Magazine.

She may be reached at ncraig@pmmimediagroup.com or at www.linkedin.com/in/nataliedcraig

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EMERGING LEADERS

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EMERGING LEADERS

Meet PMMI’s Emerging Leaders On the Rise Natalie Craig, Senior Managing Editor

A

s a way to recognize young talent making their mark on the packaging and processing industries, PMMI set out to find 10 rising stars. OEM Magazine spoke with each On the Rise Award winner to learn about the challenges they have faced and overcome, as well as where they see the packaging and processing industries heading in the near future.

Visit: oemgo.to/OTR21 to read Q&As from each winner

Xavier Gonzalez

Quality Manager, Formers International Throughout his time at Formers International, Xavier Gonzalez has had the opportunity to lead special projects that have developed new products, gained new customers, and adopted new processes. Most recently, he oversaw the company’s process of obtaining an ISO 9001:2015 certification, which is an international standard for a quality management system. Creating and preparing the required documentation, implementation of employee training, and establishing departmental procedures were just a few things he has contributed to in the process of receiving the certification.

“Obtaining this certification has and will greatly impact the internal and external success for our business,” Gonzalez says. “This process is something I am very proud to say I am a part of.”

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Meredith Perry

Vice President of Business Operations, Spec Engineering Meredith Perry has grown and evolved alongside Spec Engineering. When she started at the company in 2011, Spec was a very small company, working to grow in the industry.

Her role shifted from administrative support to sales and marketing management, and now, to vice president of business operations. She has had the chance to learn all sides of the business and help Spec grow from five employees to 100.

“I help my company innovate by actively challenging colleagues and senior leadership to question why we do things the way we do and not to get complacent,” Perry says.

“From a marketing perspective, I take pride in supporting our team to keep up with trends in the market and bringing that perspective to the rest of the company.”

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WINTER 2021

EMERGING LEADERS

Anthony Zapata

Marketing & Sales Specialist, Hiperbaric Anthony Zapata says his time at Hiperbaric has been valuable and purposeful. Through collaborative work with the company’s marketing team in Spain, Zapata has helped to rebrand Hiperbaric and launch a new website, while enhancing sales operations, data analysis, and lead management practices. Zapata’s team has also introduced new marketing initiatives aimed at establishing Hiperbaric as an industry thought leader, including successfully executing its first virtual conference, HPP Innovation Week 2021.

“I’m always keeping up with the fast pace of the marketing industry and learning about new tools that can help meet our marketing goals and make our strategies more efficient,” Zapata says. “Being in such a niche industry, brand awareness and thought leadership are critical in the success formula of our marketing plan. Over the course of two years, we’ve executed on a strong content marketing plan that has served as a resource to educate and nurture our leads.”

Shannon Leiter

Manufacturing Coordinator, Kolinahr Systems, Inc. Since Shannon Leiter joined Kolinahr Systems, her role has been ever expanding. She began working in assembly and then was given responsibilities in purchasing, spare parts, and then, orders and shipping.

Kolinahr is currently transitioning from old technology into the new era of robotics in end-of-line packaging and production volume. Through this transformation Leiter has pushed for innovations in standardization of parts and practices and Lean techniques while keeping her eye on the recent trends toward sustainability, predictive maintenance, and the augmented reality service calls.

“Every young female engineer has had to face not being taken seriously in a male-dominated field,” Leiter says.

“Lack of confidence is a major hurdle that you have to overcome. Through their professional guidance and faith in my abilities, mentors, like my dad, have helped to develop that confidence to keep me moving forward in my career.”

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Aum Patel

Mechanical Engineer, Polypack, Inc. Being a mechanical engineer, Aum Patel is at the forefront of the innovation process at Polypack. He gets to design and innovate new solutions by developing new engineering concepts and simplifying assemblies that advance the industry toward a more efficient and sustainable process, which is very important to Polypack.

“I started as an intern at Polypack in 2018,” Patel says.

“After my initial internship working with the engineering department, I was brought back for a second round as a part of the controls department with the objective of advancing the integration between the engineering and controls departments. At the end of this internship, I was offered a full-time position as a mechanical engineer initially working with the controls department programming the packaging machines. Then, I transitioned to the engineering department designing the machines. As a mechanical engineer, you don’t get many opportunities to learn about the controls and programming aspect of packaging machinery. But I am glad I was given this opportunity to learn about the controls side of the machines, which made me a better mechanical engineer.”

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EMERGING LEADERS

Stacie Eberly

Senior Marketing Specialist, Ossid LLC, a ProMach brand As the senior marketing specialist, no two days are the same for Stacie Eberly, which she loves. Eberly’s role is to plan, promote, and execute Ossid’s presence at industry tradeshows and events. Another major element of her role is creating content for the company’s website, social media, email marketing, collateral development, advertising, editorial content, and blog posts. She is focused on completing her MBA degree and she hopes to bring Ossid’s marketing maturity to a new level of sophistication, providing a customer-focused experience, and expanding the company’s reach into new markets.

“Prior to working within the packaging industry, I worked for a reputable manufacturer, but there were mixed feelings about the importance of marketing, and the value a young female could bring to the organization,” Eberly says. “At Ossid, I’ve been incredibly fortunate to work with a supportive and encouraging supervisor. She’s created an environment where we can freely bounce around ideas, test out new tactics and bring those successes and lessons learned into each new project with the goal of getting better as we go. The leadership of Ossid and ProMach as a whole, understand the value marketing can bring to the organization.”

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Kevin Fortier

Production Engineer, Bevco Kevin Fortier is involved in projects from the very beginning planning stages through the final installation and startup of the production line, and he wears many hats. He designs conveyors and equipment, generates drawings and parts lists for the production shop, performs safety and quality control inspections, coordinates with OEMs, and transfers information between the engineering department and production shop, while also working as a project manager.

“I love many aspects of my job, but by far the most fascinating part for me is starting up a brewery canning line for the first time,” Fortier says. “There is always a feeling of excitement for this moment from everyone involved in the project. Hours, months, and sometimes years of planning, coordinating, manufacturing, installing, and troubleshooting have led up to this moment. Everyone looks forward to seeing those first cans sweep off the palletizer, along the conveyor and through the filler. The cherry on top is seeing the product on the shelf at a local beer store, taking it home, and cracking it open to have a taste of the ice-cold beer from a brewery where I helped make canning their product possible.”

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WINTER 2021

EMERGING LEADERS

Alexandra Francis

Aftermarket Lead, BluePrint Automation Alexandra Francis is responsible for BluePrint Automation’s aftermarket growth as the company’s aftermarket lead. With the help of her team, Francis improved BluePrint Automation’s aftermarket business and revenue.

During the height of the pandemic, the company couldn’t travel as much, which propelled Francis to develop an online training program that they could use to continue to support customers even when they were unable to be on site. She also created a revenue pipeline tool specifically for aftermarket, which is used to provide visibility on sales opportunities for service, spare parts, and to upgrade business monthly.

“Have you seen some of the robotics that go along with our equipment?” Francis says. “Watching these machines pick and place the products at the speeds that they do is extremely impressive. The ability of our engineers to design customized equipment and watch it come to life is fascinating. I recently went to a customer’s site whose machine was built over 20 years ago and to know that we build machines that are that durable and sustainable has made me appreciate the automation side of the industry. I am excited to continue to grow within the company.”

Alicia Swayze

Account Manager, Intralox Alicia Swayze has been at Intralox for the last two years, and most recently, started a new position as an account manager. She is responsible for discovering new projects, developing client relationships, and turning connections into true partnerships for the company’s beverage account, specifically the brew segment.

“My advice to other emerging leaders would be to follow your passion,” Swayze says. “You can always learn the technology, which does take time and initiative, but don’t ever let your fear of not being an expert impede where you want to go. If you have a passion and are willing to put in the time to learn, nothing should stop you.”

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Seth Licke

Aftermarket Sales and Service Manager/ Project Manager, Morrison Container Handling Solutions Seth Licke joined Morrison Container Handling Solutions as an inside sales manager, and within six months, was promoted to the aftermarket sales and service manager.

During that time, Morrison experienced a 663% increase in sales from the previous year. Most recently, Licke accepted the challenge of project manager and was instrumental in Morrison’s Thermo Fisher COVID-19 Test Kit Project success. Thermo Fisher initially requested 16 lines to increase their production of COVID-19 test kits. This request was quickly followed by another 15 lines bringing the total to 31. Under normal circumstances, 16 lines would take years to deliver. Licke, along with the team, worked around the clock to begin delivering the first 16 requested lines within three months. Thermo Fisher’s production of test kits increased 20,000%—providing ability to produce 5.3 million kits every day.

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11/19/21 PMPM 3/18/213:02 5:48

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MANAGEMENT | SALES & MARKETING

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INDUSTRY NEWS

PACK EXPO Las Vegas and Healthcare Packaging EXPO, A Huge Success The industry reunites for a comprehensive packaging and processing event.

Sean Riley, Senior Director, Media and Industry Communications, PMMI

T

he packaging and processing community came together in September for perhaps the most important PACK EXPO Las Vegas and Healthcare Packaging EXPO in its history, according to show producer PMMI. More than 23,000 attendees, eager to find solutions to current challenges, engaged with more than 1,500 exhibitors across four halls and more than 740,000 sq. ft. of exhibit space at the Las Vegas Convention Center. It serves as the largest trade show in the U.S. in 2021 so far.

“In a word, PACK EXPO Las Vegas and Healthcare Packaging EXPO was a success,” said Jim Pittas, president and CEO, PMMI. “Exhibitors and attendees alike were energized by the number of people who attended and more importantly the business conducted from the moment we opened the doors on Monday.”

As PMMI’s State of the Industry report highlights, 2020 was a record year for packaging machinery, with the total size of the market in the U.S. increasing to $12.3 billion, growing 14.4%. In the case of domestic shipments, 14.7% growth reached $9.4 billion, reported Jorge Izquierdo, PMMI’s vice president of market development during a media briefing at the event. This record year led to the industry’s readiness to come together to see the latest innovations in person.

Matt Jones, vice president of sales for Dorner, could not have been more pleased with the traffic and leads that he found in his booth, indicating pent-up demand from the industry.

“We had a lead goal for all of day one that we achieved by the mid-point of that day, and by late morning of day two, we were already past our expected lead total for the entire show,” Jones said. “Just a great all-around event for Dorner.”

Jonathon Titterton, CEO of Coesia Americas and R.A Jones, was also eager to put his stamp of approval on this year’s event as one of the best he could recall.

“Coesia had even more leads at this show and more

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all-around quality engagement with attendees than the last PACK EXPO Las Vegas in 2019,” Titterton said.

While attendees buying machinery right off the show floor is not an everyday occurrence, it happens at trade shows, and PACK EXPO Las Vegas reported multiple examples of attendees eager to take the equipment home with them. Spee-Dee Packaging reported a bidding war over a piece of their machinery among multiple attendees.

President and CEO, Dave Navin, left Las Vegas pleased with the event.

“Speaking for Spee-Dee, we had a great PACK EXPO Las Vegas. Everyone who visited our booth was looking for an actual solution or machine rather than just gathering information,” Navin said.

Jake Garvey, director of OEM sales from Garvey Corporation, has attended PACK EXPO shows almost since birth for the family-run conveyor company. In all his years attending the show, he thought he had seen it all, but PACK EXPO Las Vegas and Healthcare Packaging EXPO provided a first time experience.

“We will need to bring a new display machine to PACK EXPO East. For the first time that I can recall, we sold our machine directly off the show floor,” Garvey said.

Rocky Marquis, president and CEO of Marq Packaging, noted that the show exceeded his expectations. He counted PACK EXPO Las Vegas and Healthcare Packaging EXPO as one of the better shows among the dozens he has exhibited at.

“It was obvious from the traffic in the aisles that this was a well-attended show, but what stood out to me from day one was the number of people who came into our booths with projects they already had ready to go,” Marquis said.

Attendees were also pleased to see all the solutions on display at PACK EXPO Las Vegas and Healthcare Packaging EXPO, with Nathan Heidrick from Amy’s Kitchen coming as a first-timer looking for automation solutions.

“We came here to see what equipment is out there right

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MANAGEMENT | SALES & MARKETING

now,” Heidrick said. “We currently do a lot of manual packaging, and due to labor shortages, we [are happy] to [find solutions] to now automate our end of line systems.”

Other attendees appreciated the innovations, and the opportunity to network with peers.

“PACK EXPO Las Vegas is the show that I heard I could find all types of packaging solutions for products, and it delivered,” said John Murphy, facilities engineer, Fello Cannabis. “It has been great to discover new innovations, the latest trends, and networking opportunities in such a comprehensive packaging event.”

The most outstanding innovations on the show floor received Technology Excellence Awards, voted on by show attendees. The winners of the 2021 awards were Canovation in the Food and Beverage and Personal Care/Pharmaceuticals category for its CanReseal; P.E. Labellers in General Packaging for Simpl-Cut, and Hiperbaric for General Processing for its HPP In-Bulk Technology.

Kevin Christiansen from Café Barnabas tea company noted that the First Timer’s attendee lounge provided a perfect blueprint for his week.

“I have never seen a show like this before; what a wonderful experience,” Christiansen said. “The First Timer’s Lounge was like a mentor program for anyone who has

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never been to the show before. It really helped me in particular with a plan to attack the show.”

Daniel Finnegan, senior packaging engineer from TFH Petcare/Nylabone, was very pleased with the sustainable solutions he was able to find at PACK EXPO Las Vegas. “I came here looking for two things: one being more sustainable packaging for our preform bags, and secondly looking for new stretch wrappers and palletizers,” he said.

Chance Chaffin, production coordinator, Heritage Distilling Co. came to PACK EXPO Las Vegas looking for packaging machinery but was surprised and overcome with all the additional opportunities the show provided.

“I came to PACK EXPO Las Vegas to find new packaging machinery for my distillery company and what I encountered was so much more. Between PACK to the Future, Innovation Stage sessions, and networking, I learned much more than I expected in a way you can’t do online,” noted Chaffin. “With such a massive show, there’s nothing you can’t find at PACK EXPO.” As Chaffin indicates, PACK EXPO Las Vegas and Healthcare Packaging EXPO was more than just a packaging and processing equipment show, with more than 80 free educational sessions. Hungry for new information, attendees took advantage of the opportunities at the Forum, PACK to

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cational sessions. Hungry for new information, attendees took advantage of the opportunities at the Forum, PACK to the Future, and Innovation Stages throughout the show floor. Many accessed digital showrooms and select show content online via PACK EXPO Xpress, which debuted this year to extend the show’s reach beyond the convention center walls.

Check out PACK EXPO Xpress at: oemgo.to/xpress The return of The Processing Zone was particularly well received by attendees and exhibitors.

“We saw great foot traffic over the course of the show with most attendees being qualified candidates with decision making power,” said Roberto Peregrina, director, Hiparbaric USA. “Those who traveled to be here came prepared and conducted research beforehand in order to be intentional with their time spent at the show.”

Thousands of attendees flocked to the North Hall to take a journey through the evolution of packaging and processing at PACK to the Future. The curated exhibit included 26 historic packaging machines dating from the late 1890s. The machinery was surrounded by imagery supplied by CPGs, museums, and others such as CocaCola, General Mills, Kellogg, Hormel, Anheuser-Busch, and Merck.

A highlight of the show’s second day came early when nearly 500 industry professionals gathered for the Packaging and Processing Women’s Leadership Network (PPWLN) breakfast. Keynote speaker Tracey Noonan, co-founder and CEO of Wicked Good Cupcakes, reflected on her experience scaling an e-commerce business and managing a growing workforce. Then she was joined by Yolanda Malone, vice president of global RD Foods and Packaging at PepsiCo, and PPWLN co-chairs Jan Tharp, president and CEO, Bumble Bee Seafood Company, and Sharron Gilbert, president and CEO of Septimatech Group Inc., for a candid conversation about the new world of work and what it means to the future of manufacturing.

“We would like to thank PMMI’s Board of Directors, our membership, exhibitors and all attendees who supported PACK EXPO Las Vegas and Healthcare Packaging EXPO and made this show a success,” said Laura Thompson, vice president of trade shows at PMMI. PMMI heads east for the next event in the PACK EXPO portfolio of trade shows, with registration officially open for PACK EXPO East (March 21-23, 2022; Pennsylvania Convention Center). Now in its fifth edition, the threeday event returns to Philadelphia after a record-breaking PACK EXPO East 2020 that featured 7,100-plus attendees and its largest show floor to date.

For more information, visit: packexpoeast.com, and for all show related information visit: packexpo.com.

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MARKETING INSIGHTS

2022 Marketing Trends: Four Areas to Center Your Focus Sharon Taylor, Director of Marketing, PMMI Media Group

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’m a sucker for marketing trend and prediction articles.

The problem I find with these articles is they often don’t provide insight into how to put the trend into action for my business. Moreover, many articles focus on emerging consumer trends that aren’t always immediately applicable in B2B. So, I’m going to outline some areas specific to B2B marketers that will help you navigate the new year.

While not every tactic listed below may apply to you, the four focus areas of privacy, customer experience (CX), simplification, and humanization are absolutely trends you can and should incorporate into your 2022 marketing strategy.

Privacy

Although privacy regulations are continuously evolving, new restrictions announced by Apple and Google are driving an increased focus on privacy. These restrictions include Apple’s introduction of an opt-in requirement for app tracking and Apple Mail Privacy Protection which prevents email senders from obtaining device, location, or email open activity data for recipients who access email via the mail app on their iOS device. Additionally, Google announced that coming in 2023, it will eliminate third-party cookie tracking through the Chrome browser.

Privacy restrictions are a response to consumer desires and restrictions are only going to increase over time. Consider how and when you ask for customer data. Content you gate behind a registration form should be valuable enough to the end user to warrant the exchange of information.

Particularly with Apple Mail, tracking open rates as a key performance indicator (KPI) will become less meaningful since the data is not accurately reported. This offers an opportunity to focus on more intent-based metrics such as clicks and conversions.

And while the 2023 elimination of third-party cookie tracking is still more than a year out, it has drawn attention to the importance of first-party data. Keep in mind that while your first-party data is the information you gather from your customers, PMMI Media Group’s first-party data comprises reader and attendee data across all of our brands and channels, and we make this available to OEMs

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to target prospects across channels including digital ads.

Customer Experience (CX)

The best marketers always design their strategy with a customer experience (CX) focus at the center. So how should we be thinking about CX differently for 2022? To start, think about the challenges customers face and the tools available to us to help solve these challenges.

According to a Gartner study, the typical buying group for a complex B2B solution involves six to 10 decision makers all of whom independently gather information that must be shared across the group. The same study found that when considering a purchase, B2B buyers spend only 17% of that time meeting with potential suppliers.

When you start to understand this, you see that although sales and marketing teams want to swiftly engage qualified buyers, the buyer often wants access to more information as part of the discovery phase.

Luckily, as marketers, we have access to tools to help buyers gather their information while at the same time providing intent data back to our teams to help determine the right time for engagement. Tools such as chatbots make it easier for buyers to get real-time answers to their questions through AI-supported bots, live agents, or both.

While pricing is a key data point for buyers, suppliers often do not want to share this information publicly. However, that doesn’t have to mean pricing can only be shared through a salesperson. Online calculators can provide limited pricing detail through broad ranges, and configuration tools can require registration to access results.

Similarly to pricing, suppliers may not want to share detailed product information publicly. We recently introduced a new product to capture 3D machine tours which is available with the addition of Permission Builder, a tool to verify visitors and only grant access to qualified buyers.

For more on PMMI Media Group’s Permission Builder visit: oemgo.to/permission

Simplification

While simplicity never really goes out of style, there are

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times when there’s a greater desire to simplify. In 2022, simplicity is a response to our collective exhaustion after wading through a global pandemic. When messaging and design is stripped down to its basic elements, it clears away the clutter and gives our brains a moment of rest.

In web design, we’ll see simplicity in the form of streamlined navigation menus and lots of whitespace. Look for email to limit content and include more focused calls-toaction. Video content has been moving toward a less-produced, more informal style which will continue into 2022.

Truly, all you need is a phone to create great video content.

If you’re new to creating video or just looking for more support, PMMI Media Group offers video content creation services where you simply download a mobile app and our team remotely assists you with production.

With a conscious focus on simplicity, you’ll find plenty of other opportunities to apply it to your marketing strategy across content, design, and process.

For more on PMMI Media Group’s video content creation services visit: oemgo.to/content

Humanization

As with simplicity, the humanization trend is also a reaction to the pandemic experience. We’ve been limited in our ability to connect with others and with the recent return to

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live events, it’s clear the in-person energy can’t be replicated online. I attended PACK EXPO Las Vegas in September and was excited to witness what a positive experience it was for so many attendees and exhibitors.

In 2022, look for an increased focus on smaller events that allow for more intimate connections. This may take the form of regional roundtables or hosted buyer events.

Another area to invest in is Account Based Marketing (ABM). Though not a new concept, in relation to humanization, ABM offers a chance to get closer to your customers by taking time to understand their needs, tailor outreach, and connect directly. Investing more of your time and budget in fewer, more targeted prospects can lead to greater payoff.

There’s also an opportunity to humanize your organization for the customer. Showcase your employees on your website, in videos, and through email. Our team has found text-only emails sent on behalf of our account team members have greater engagement than branded emails.

At PMMI Media Group, I’m excited to incorporate these four focus areas into our marketing strategy for 2022. Visit us at pmmimediagroup.com to see what we’ve already implemented and what’s new.

Easily share this article with your peers: oemgo. to/2022marketing

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MANAGEMENT | SALES & MARKETING

SALES FOCUS

Four Ways to Drive CRM Adoption and Accountability Jay Spielvogel, Founder and CEO, Venator Sales Group

O

ne of the most common complaints we hear from sales leadership teams is about the challenge with driving consistent usage of the company’s customer relationship management system (CRM). No matter the size of the organization, sales managers from across the globe share the same frustration.

“Our salespeople are treating the company CRM as a glorified rolodex.”

“We have invested in expensive technology and our salespeople still aren’t using it properly!”

Does this sound familiar?

At Venator, we have a saying, “You can’t coach what you can’t see, and you can’t manage what you don’t look at.” If we are going to encourage the sales team to use the CRM, first, we must drive management to use it as a coaching tool. All too often, we see companies attempt to make up for their lack of coaching culture by investing in CRM applications—thinking the more money they spend on administrators and consultants to customize reports and dashboards, the more they will optimize the sales team’s use of CRM. Although these intentions are good, it only causes confusion and frustration and creates a minimalist approach to entering data. At best, salespeople are inconsistent in their use and at worst, they refuse to use it altogether.

Most companies are learning that technology does not fix foundational management issues. For sales management to show their commitment to the technology, it will require going far beyond reviewing activity dashboards, revenue reports, and exported pipeline spreadsheets. If sales managers are not engaged and reviewing weekly call notes, opportunities at all stages of the pipeline—as well as behavior patterns related to hunting and closing—then the organization would be better tracking opportunities in spreadsheets and paper call logs. A company CRM should be a tool for improving management coaching, not a bandaid for lack of it.

Here are four ways management can leverage CRM systems: Communication is key – If we are going to solve the problem, we must evaluate how we are communicating with our sales team. For example, consider the typical email a manager sends to their team about their CRM usage. For most, the focus is on keeping the opportunity pipeline current—asking the team members to update their opportunities by the weekend so the manager can compile their reports. What message is this sending about the value of the CRM beyond opportunity tracking?

What if instead the email suggested that they update all meeting and call notes and new contacts found, as well as their opportunity pipeline with next steps in preparation for the weekly coaching session? The key to driving adoption of the CRM is to transform it from being a reporting technology to becoming a communication tool.

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Repurpose your CRM – Instead of limiting the CRM to just a reporting tool, take a two-pronged approach to repurposing the CRM and turning it into a coaching, reviewing, and mentoring platform.

Fuse the sales process and CRM – Drive all the communication into the company CRM by integrating coaching tools into the system. You can use the ability in most applications to create custom forms, commonly referred to as CRM objects. These custom objects can include precall plans, deal debrief forms, account expansion plans, weekly sales plans, and large account targeting tools. These custom objects drive CRM engagement and adoption of the company sales process by adding structure to the communication between managers and their salespeople.

It is critical that these tools are not viewed as busy work.

They are meant to help managers work with salespeople during team meetings and coaching sessions. By rolling up their sleeves and coming alongside their salespeople, management is leading by example and driving change from the top-down.

Taking the time to review the data – The second prong in repurposing the CRM is to use a scorecard when offering feedback and guidance. We see too many companies trying to drive compliance using a fear-based approach, reducing commission if the deal is not in the CRM. This

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tactic rarely works. Salespeople will carelessly add information at the last minute, simply to avoid penalty. When a manager is willing to take the time to fully review a salesperson’s account and contact activity, pipeline details, and all call notes from the week, it completely changes their level of engagement with their reps. Using a scorecard to give feedback on detailed information added to the CRM goes beyond glancing at the summary data generated by a report.

A manager can use a scorecard to offer feedback for three categories: • Compliance – Did the salesperson do what was expected and asked of them?

• Accountability – Did the salesperson do what they said they would do?

• Critical thinking – Did they use the company sales process and think through each step?

This approach will create a culture shift that significantly changes the function of the company CRM. If we want our salespeople to stop minimizing what they put into the CRM, we need to maximize what we get out of it, and ultimately, how we use it.

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OEM PROFILE

Lisa Hunt Steers Plexpack’s Next Steps Appointed CEO in January 2021, Hunt has already implemented changes that will prepare the OEM for product and global expansion, while staying true to its roots as a diverse solutions-oriented company with an entrepreneurial spirit.

Stephanie Neil, Editor-in-Chief

I

t’s a significant moment for any professional when they are given the title of CEO for the first time in their career. Well, not given—earned. Rising through the corporate ranks is an achievement that is the culmination of years of preparation, from education to the experiences that ultimately land the individual in the corner office.

But truly nothing can prepare any newly appointed CEO for how to handle “business as usual” during a pandemic. Yet, that’s exactly what Lisa Hunt had to do.

In January of 2021, as the world was still reeling from the chaos created by COVID-19, Hunt took the CEO seat at Plexpack Corp., a Toronto-based maker of flexible bag sealing, vacuum and gas flush sealing equipment, and shrink and bundling systems. Hunt has been at the company for 24 years, working in a variety of areas of the organization including marketing, sales, trade shows, human resources, purchasing, scheduling, IT, inventory management, and even on the production floor managing the fabrication and assembly shops. Her ability to be flexible in situations and understand the dynamics of the room (something that stems from her degrees in psychology and business), eventually elevated her, in 2003, to the executive team with the titles of VP of Operations and COO. Paul Irvine, who was the CEO of Plexpack since 2000, recognized Hunt’s unique skillset early on, which is why he moved her into different roles throughout the years. And, as a result, Hunt’s cross-functional knowledge directly influenced company growth, Irvine says. So, when Irvine made the decision to step away from his day-to-day duties as CEO while remaining on as owner and chair, he and the shareholders officially passed the company reins to Hunt on January 5, 2021.

“Lisa has demonstrated a deep understanding of the business, as well as an

Photography by Shay Markowitz

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Plexpack Corp.

Location: Toronto, Ontario (HQ) and Carson, Calif.

Established: 1973 Leadership: Paul Irvine, Owner and Chair; Lisa Hunt, CEO; Kelly Irvine, COO; Adrian Hermosillo, Sales Director; Ian McIntyre, Director of Engineering; Jackie Irvine, Sales Manager, West; Natalie Irvine, Marketing Manager Revenue: $10-$20 million Employees: 50 Field service personnel: 2 Facility: 35,000 sq. ft. facility in Toronto with 10,000 , sq. ft. expansion plans, and Carson, Calif. facility, 3,000 sq ft.

Markets served: Global Industries: Food, beverage, medical, corrugate, construction, cannabis, coffee Product range: Manual to automated bag sealing equipment, vacuum gas flush sealing, impulse bag sealing, semiand fully-automated shrink wrap, and bundling systems.

Standard controls platform: B&R Industrial Automation

From left to right: Kelly Irvine (VP Manufacturing Operations), Lisa Hunt (CEO), Rachael Whale (Executive Assistant to the CEO), and Natalie Irvine (Marketing Manager).

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analytic and strategic ability that are foundations for this role,” Irvine said in a statement. “She has also been loyal and dedicated and someone I can rely on at all times. I’m confident her sense of dedication and accountability will continue to drive her to perform in the best interest of the company and its stakeholders.”

Her main mandate moving forward: Growth. And she’s off to a good start.

In her first year as CEO, Hunt has overseen a number of initiatives aimed toward strategic expansion, including launching several product development projects, upgrading the company’s ERP system, expanding Plexpack’s presence in the U.S., and building out two new websites, one for sales and the other for aftermarket customer support.

“I’m looking at different avenues to grow the organization,” Hunt says, noting that technology investments, a focus on the aftermarket side of the business, expanding the global footprint, and people—be it employees, partners, or customers—are at the top of her priority list.

And growth is already happening.

While Plexpack is still dealing with pandemic issues as it relates to work policies, the company has seen a 60% increase in output this past year as it worked with end users producing personal protective equipment (PPE) and COVID-19 test kits. The company also spent more time with food processors and food related manufacturers helping them implement new solutions to deal with increasing consumer demands.

“Everyone in the organization is aware of what we are building and where our equipment is installed, so there is a connection to the work being done to the benefit of the end users,” Hunt says. “We are very proud to have been an essential part of the supply chain needs during COVID, knowing that our equipment was used for direct medical purposes to package PPE, COVID-19 kits and to also meet higher demands generated

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As a global company, over 25 languages are spoken across Plexpack facilities.

Plexpack Owner and Chair Paul Irvine served as CEO for 20 years and continues to focus on product research and development.

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in other segments such as food and supplies.”

Plexpack is able to deliver equipment quickly, because they stock equipment and sub-assemblies in-house in addition to catering to more customized needs via a consultative engineer-to-order service.

If a customer needs equipment that Plexpack has in stock, they will get it right away. If it’s not in stock but is a standard piece of equipment, it will take two-to-four weeks to deliver.

And a high-end custom order usually takes 20-to-24 weeks.

More and more, manufacturers are demanding shorter lead times for equipment delivery. Plexpack responds to that pressure by working with local suppliers around the world in order to create faster turnaround times. “One thing I’ve learned from the pandemic is that in this market, if you’ve got it, you win the order,” Hunt says.

As a result of the growth over the past year, and in an anticipation of future growth, Plexpack is currently planning an expansion of its existing plant space at the Toronto facility to provide more physical manufacturing and warehousing capacity. Plexpack is also adding to current fabrication capabilities with the installation of a new laser cutter and laser welder to the production department. Further investment in capital equipment is planned for the next fiscal period.

The Plexpack story

Before getting into where Plexpack is going as a company, it’s good to understand where it’s been. Here’s a brief history: It is rooted in 1951 as Toronto Plastics (TPL). In 1988, two friends from the University of Toronto School of Engineering, Peter Irvine and Wilf Lewitt, purchased TPL along with a company that makes bag and pouch sealing systems, called Emplex.

Together they lead the expansion of both companies, by leveraging their synergies. Where TPL was an injection molding company to local mar-

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kets, Emplex as an OEM of bag sealing equipment focused on distribution growth across North America and further branched into Latin America and the UK. In 2002, two years after Paul Irvine succeeded his father, the late Peter Irvine, as CEO, the acquisition of Damark Packaging happened, adding shrink wrap and bundling systems to the company portfolio.

Emplex Systems Inc., was then renamed Plexpack Corp. to encapsulate both Emplex and Damark brands.

From that point, further Plexpack innovations ensued, including (but not limited to) the implementation of lean workflows, automated bagging system, an IP66 washdown machine, and development of the first gas flush and vacuum system for pouch and bag-in-box applications. In 2017, Plexpack introduced a third brand, VacPack, as its line of modified atmosphere vacuum and gas flush packaging systems.

In 2019, Plexpack incorporated in the U.S., and in 2020 it opened a small regional sales office in Southern California.

In January of 2021, under Hunt’s leadership, Plexpack relocated and opened a new, larger capacity office and warehouse in Carson, Calif. to serve customers and partners in the U.S. and western Canada. Jackie Irvine was named Manager of Sales, West and heads this facility which is used as a sales demonstration center for customers and distributors. It also holds some inventory and services as a service hub and provisioning center.

“As a company with a broad customer base across North America, it was an essential step for Plexpack to have exposure and accessibility on both the west and east coasts. Hunt says. “With a Canadian HQ in Toronto and a U.S. based corporation in California, we have set the framework for both locally made equipment while offering more accessible provision of sales consultations, demonstrations, technical service, and simplified transport of equipment to our customers.”

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11/23/21 1:31 PM

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According to Hunt, cross border complexities came to light during COVID-19, specifically as it related to the movement of personnel across borders. Barriers to entry during the pandemic had the potential to disrupt service delivery. However, having the companies in Canada and the U.S. mitigated the problem while providing a foundation for more organic development in the states including hiring employees in sales and service, preparing for further developments in warehousing and new manufacturing capabilities, and supporting distributor and reseller relationships.

The Plexpack people

Hunt says that it is important to be part of their communities, whether locally, within the industry, or across key markets, and she emphasizes that investment in people is key.

“We have employees who have been with Plexpack for over 35 years.

We are proudly a diverse, friendly, and supportive group, and we thrive in an environment of accountability and flexibility. We support education, training, and development, and engage our people as part of the entire team.”

In the past six months, Hunt has doubled the engineering team. And she recently hired a field service technician based in California who she found on a job site for former military personnel.

To that end, beyond reaching out to local universities and colleges to find people in mechatronics programs, Plexpack actively recruits past military personnel. This is mostly due to shortages in engineering and technical talent, but it is also a way to bring a range of personalities onto the team.

According to Hunt, “We try to look beyond direct experience and focus on transferrable and teachable skill sets in people that demonstrate aptitude, motivation, dedication, and interest. This approach has allowed us to bring in great people with diverse perspectives that serve to broaden

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our own internal culture and business insights.”

To that end, employee diversity is an important part of Plexpack’s principles, especially since the aim of this medium-sized company with an entrepreneurial spirit is to be highly competitive in the global market. Many of the Plexpack employees are multilingual. “All told we have over 25 languages spoken in the plant and office, with a great staff of people who are more than willing to provide aid in translation with customers or other stakeholders,” Hunt says.

Adrian Hermosillo, Plexpack’s sales manager who recently relocated from Mexico to Toronto, agrees that the cultural diversity is a big part of the company’s competitive advantage. “We hire people from different backgrounds and cultures which makes it easy to sell machines all over the world,” Hermosillo says.

In addition, Hunt is dedicated to being a role model for women in manufacturing to help them understand the opportunities in this industry. Bringing awareness, developing and supporting women in STEM is vital, but there are also many opportunities that exist at various levels and in various functions within manufacturing. As an executive council member of PMMI’s Packaging & Processing Women’s Leadership Network (PPWLN), a member of the Canadian Manufacturers & Exporters (CME) Women in Manufacturing group, as well as a member of the Women Presidents’ Organization (WPO), Hunt is networking out to local technical schools and provincial programs like Skills Ontario, to support the next generation of workers into manufacturing. Hunt is actively participating in a movement that could change what the future workforce looks like. Still, she’s pragmatic about the obstacles that exist for women in manufacturing.

“I’ve spent the majority of my professional life in this traditionally male-dominated industry. The barriers are real, the work is demanding, and the dedication required to succeed is immense. You must have perseverance,” she says. “I spent too many years with a sense of inferiority compared to other leaders of companies in our space. Now, I know I have earned the right to be here and to lead. In industries like ours, women need to own their confidence.”

Under her leadership, gender parity—at least at Plexpack—is becoming a reality. “I am proud to say that Plexpack is on par with gender diversity in the management team, with women in key roles such as VP of Manufacturing Operations, Production Supervisor, Marketing Manager, and West Coast Sales Manager,” Hunt says.

Where to grow next?

Moving forward there are a few things that Hunt is pursuing. First, adding automation, which is key to modernizing equipment across the company brands.

Second, sustainability, which ranges from using biodegradable films with its systems or reducing the company’s own carbon footprint in production processes. Programs

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are being built out around corporate social responsibility and how to interact with local, global, and industrial communities.

Third, aftermarket services. The “great resignation” brought on by the pandemic impacts customers’ ability to retain maintenance staffs, so they are looking for more technical support from OEMs. The company’s new support website, branded as Plexpack Certain Assist, includes FAQs, an interactive chat, troubleshooting articles, how-to videos for common questions, answers for preventative and general operational maintenance, as well as many ways to reach the Plexpack team. Aftermarket service could also mean delivering machine-as-a-service (MaaS) models, remote management, or other proactive ways to optimize the Plexpack equipment or the entire line, Hunt says.

Expansion is also happening in industry segments.

“An advantage we have is that our machines are modular,” Hermosillo says. “You can buy something now and scale it to something else in the future. We are focusing the next year or so on specializing in industries we want to grow, such as cannabis or coffee. So there will be sales people dedicated to different niches.”

Lessons learned

Just a year into her CEO role, Hunt plans to continue her own education and personal development. “I have always believed that, continued involvement in networking across industry segments is essential in leadership development as it brings a richness to one’s perspectives. I have also learned in this short timeframe the importance of self-care, allowing time for reflection, and not biting off more than you can chew. The real challenge is selecting and focusing on those key outcomes to avoid being overwhelmed and gain real traction.”

From a leadership perspective, Hunt admits that she has a very different style than Irvine. “Paul is a very demonstrative, charismatic leader with strong sales-focus. It has been to my great benefit to have had Paul as my mentor all these years.” Hunt says. “I am highly customer and service focused but tend to approach things from an introspective and analytical angle, where I see my role largely to facilitate and guide our talent group toward attainment of goals, values, and strategy. Personally, I am a driven, tenacious, roll up your sleeves executive who sets high bars for myself and my team.”

To that end, transparency and communication are crucial to her efforts going forward. “I strive to be a thoughtful, collaborative, and an emotionally intelligent listener. And I know that our people are the key to our success,” she says.

“I am honored for the opportunity to lead and look forward to an exciting future.”

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New Partnerships Propel OEMs Into Innovation, Differentiation From optimizing the supply chain to launching lucrative new business models, these OEM, supplier alliances are delivering unique solutions to address critical industry problems.

Natalie Craig, Senior Managing Editor EVERY THING AS WE KNOW IT IS ABOUT TO CHANGE . As the industry faces unprecedented labor shortages and supply chain issues, OEMs need to make strategic moves and plans to differentiate their offerings, meet evolving end-user demands, and diversify their business model.

But they don’t need to go the route of innovation alone.

Having a strategic partner can help OEMs bridge technology gaps, create new revenue streams, and develop solutions that meet the dire needs of the industry.

At PMMI’s annual Top to Top Summit, where end users and OEMs gathered to discuss the state of the industry and key challenges that lie ahead, the main pain point for everyone in the room was the ability to grow their company amid a labor shortage. And the top priorities for the next 12 months were found to be workforce, automation, productivity, and supply chain, in that order.

Access the full report from PMMI’s Top to Top meeting called Key Challenges for Packaging and Processing Operations by visiting: oemgo.to/keychallenges

In the report, there was also a large emphasis put on partnerships between OEMs, end users, and technology suppliers. The overall consensus: “OEMs should bring suggestions to the table and be better partners.”

OEM Magazine spoke to OEMs and their strategic partners about how they are teaming up to create lucrative partnerships that move the industry forward while also addresses the key challenges and needs that Top to Top meeting found critical. Here’s what we found.

zation will manifest in the coming years.

“As you digitize, the speed of the computer chip now defines the pace of innovation within the industry,” Carroll said. “What happens when an industry becomes a technology industry? What happens when an industry becomes a software industry? The processing power of a computer chip doubles every 18 months while the cost cuts in half and that’s what’s happening with packaging machinery.

Your customers are going to demand the latest, greatest capabilities and sophistication.”

The digitization of manufacturing is creating new ways in which equipment is designed, maintained, and operated.

It brings manufacturers and the industry one step closer to the Industrial Internet of Things (IoT), which aims to make information and communication between components, equipment, and manufacturers more accessible and seamless.

As OEMs embark on their digital transformation journey—from digitizing their operations to the machinery and equipment they produce—OEMs will need to rely on strategic partners, if not several, Wagner says.

“End users are looking for more insights into the machine, artificial intelligence, and self-diagnosing machines that can readjust themselves and can make improvements on the fly,” Wagner says. “But OEMs don’t have data scien-

The digital transformation is happening The last big technology shift in the packaging machinery space was when OEMs adopted servo technology, according to Mike Wagner, global OEM business manager, Rockwell Automation. And many years later, OEMs are experiencing the next wave of innovation through digitization.

During a presentation at PMMI’s Annual Meeting called “Future Insights Pummeled by the Pandemic,” Jim Carroll, a global futurist and innovation expert, spoke to how digiti-

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tists on call. So, they need a partner to help them define the architectures of the machines, the hardware architectures, and software, and then help them develop and take their knowledge and put that into a format that can be served up as the end users start connecting that equipment within the plant.”

Realizing the need for equipment that uses smart, connected controls, an open automation platform, and incorporates IoT devices, Harpak-ULMA partnered with Rockwell Automation and computer software company PTC to digitize its equipment.

The OEM is currently working with Rockwell to collect the data and use machine learning and artificial intelligence to conduct predictive maintenance and predictive analytics.

Learn more about Harpak-ULMA’s digital transformation journey by visiting: oemgo.to/harpakulma “Some of these digital transformations started three years ago, and these companies are reinventing themselves,” Wagner says. “But the pandemic has accelerated everything.”

The pandemic has created a big demand for machinery like Harpak-ULMA’s that is performing predictive maintenance and churning out analytics. However, Rockwell’s Wagner says there are still concerns around intellectual property (IP) protection as companies digitize.

“OEMs want to protect what they develop, but the end user really sees themselves as owning any of the data around their production,” Wagner says. “There’s been an entire wave of development around how to segregate and protect data. So that’s the piece that we’re knocking down now. And we’re finding that the benefit of accessing data outweighs the risks. And there is new security technology that Rockwell is bringing into its partnerships with OEMs and end users.”

Over the past few years, Rockwell Automation has been acquiring several digital companies and cloud-based technologies to create a one-stop-shop for OEM partners to start their digital transformation. The most recent acquisitions range from Fiix, Inc., an AI-enabled computerized maintenance management system company, to Plex Systems, a cloud-based manufacturing platform, as well as cybersecurity companies like Oylo and Avnet and adding Claroty to their Encompass Partner network.

“The first thing we work through is the security side, making sure that operations are secure,” Wagner says. “We all know of the security breaches and shutdowns that have occurred. And that’s why Rockwell has purchased cybersecurity companies that pair well with our relationships with other companies like PTC to connect IT and OT.” Bridging information technology (IT) with operation technology (OT) will be critical as OEMs develop and discover new service opportunities, and ways to access their equipment data remotely, Wagner says.

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Inside the new OEM business model In recent years, OEMs have explored different business models when it comes to how they sell and service equipment, including the Machine-as-a-Service (MaaS) model.

The MaaS model allows OEMs to lease equipment to end-user customers for a specified time and collect payment based on the machine’s output and agreed upon targets. When it comes time for maintenance and services, OEMs charge their customers a subscription fee. While this means that OEMs aren’t collecting payment in full for their equipment as they deliver it to the end user, it is still an appealing business model to OEMs because it provides them with consistent cash flow through automated payments and the added revenue of the service subscription fees.

Another benefit is that OEMs still own the machine and the equipment data, which can be used for R&D and predictive maintenance to be able to improve equipment.

One of the platforms that has allowed companies to deploy standardized MaaS business models is SteamChain. io. The company’s automated process engine uses IoT and blockchain, an immutable digital ledger, to access the data from equipment, which is then used to create and send financial transactions back to the OEM. Michael Cromheecke, CEO and founder of SteamChain. io, started the company in 2017 after he spent 17 years at Rockwell Automation. Cromheecke founded the platform when he realized that the MaaS model was a more efficient way to deploy advanced, automated technology into end user facilities that not only make it easier for CPGs to take advantage of automation, but also creates a better environment for OEMs to support machine performance.

“SteamChain.io acts as a third party to monitor the performance of the assets to ensure that everything is achieving the performance goals that are defined between the OEM and end user,” Cromheecke says. “Then, our technology clears those transactions in an automated manner. So, we don’t add in any bureaucratic workload to either party because as the machine runs and as the SteamChain.io platform collects the operational data, we convert that into financial data for OEMs, and then help them clear those transactions. It truly reflects a pay for performance.”

SteamChain.io currently has the largest install base of MaaS equipment—since it was first to market with the technology—and the company has partnered with many packaging OEMs. Most recently, it teamed up with Ohio-based Arnold Machine to help the OEM adopt the MaaS model.

“The OEM business model, as it exists today, is a difficult one,” Cromheecke says. “There is a desire by the market to not just profit from the next order or capital project, which causes you to constantly refill the funnel, but really to build a better relationship with customers and create recurring revenue. And, in Arnold’s case, they were able to offer full support of the machine and repairs and guarantee uptime, removing the risk on the end user’s side of purchasing automated machinery.”

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When it comes to adopting the MaaS business model, Cromheecke says that OEMs with machines that have a lot of technology and automation embedded, which need a lot of support, would benefit from this shift.

“You’re not just selling your customers a machine and wishing them good luck, you’re actually baking in the post-sale service and the support that all the end-users want,” Cromheecke says. “There really isn’t a good model to charge them for service and support today. But with this, you’re effectively setting up a recurring revenue model for yourself so that you’re generating the cash flow necessary to provide the support that your customers need.”

And while end users may have previously been closed off to allowing OEMs to access and own data, Cromheecke says the industry is at an inflection point where end users are becoming open to not only allowing OEMs to own and analyze machine data, but the MaaS model as a whole.

“When CPGs are looking at the return-on-investment calculation, it’s hard to determine what the ROI is on a $2 million machine,” Cromheecke says “But if they can just put a single price on a per unit basis, knowing that the OEM has a support plan for ensuring the performance of the machine, it’s a value proposition for them. Even if they’re paying more for the machine over time, if the machine is producing more and requiring less support, we’re starting to see acknowledgement that a total cost of ownership approach drives clear benefit amongst the mid-market and the large, global producers.”

Robotics get a human hand RŌBEX, an industrial robot system integrator, sells a lot of its equipment into distribution centers where a variety of package shapes and sizes are handled, which can potentially provide many obstacles for the robot and require more oversight from operators.

Today, end users are looking for equipment that is highly automated and needs as little operator involvement as possible due to the extreme labor shortage. With this demand in mind, RŌBEX has partnered with AI-powered vision software manufacturer Plus One Robotics to improve robotic eye-hand coordination, boosting productivity capabilities in warehouses and distribution centers.

“We’ve always been a big believer that partnerships are what drives success,” says Craig Francisco, RŌBEX’s president. “With Plus One and learning more about artificial intelligence there is so much that’s happening on the vision side of automation, and it is a game changer.”

To that end, RŌBEX is leveraging Plus One Robotics’ Yonder product, which is a remote supervisor software suite that leverages live remote support and bridges the technology and skills gap. It accomplishes this by allowing robots to ask for help—via the software’s human-in-theloop feature—when the robot encounters a package format that it isn’t sure how to pick, place, or palletize. A “Crew Chief” can then instantly see what the robot sees and in-

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struct it on how to handle the package. The robot resumes its operation and the AI in the software teaches the robot how to adapt to similar scenarios in the future.

“By being able to put a robot cell into a facility that you could eventually have a lights out operation where there’s no one there having to watch it, but you’ve got the capabilities of a human interacting from afar, it’s remarkable,” Francisco says. “If a robot gets stuck and doesn’t know what to pick next, the human can then get in there and tell the robot what to do, which then builds that AI overtime. And then, the robot will ask less and less what needs to be done for situations like this. It’s just taken us into a different space and opened our eyes to what’s possible.”

And the supervised autonomy afforded by Plus One’s Yonder software also allows remote management of the robot 24/7.

“I talk to a lot of end-user CEOs on a weekly basis, and it doesn’t matter the industry that they are in, the labor shortage has affected everybody,” Francisco says. “It’s real, and it’s not going away. If companies have not already fully automated, they’re really focusing to understand what to do next in terms of deciding what technology is out there to help them be successful. The relationship that we’ve built between [robot supplier] FANUC and Plus One Robotics, and the integrated systems we have done together, can do some pretty amazing things for companies.”

Making the supply chain work for you A strained supply chain puts OEMs in an incredibly tough spot as access to raw materials can be hindered due to shortages, causing longer lead times for end users.

During PMMI’s Top to Top meeting, one OEM cited serious supply chain issues as the main reason for extended lead times.

In response, a CPG suggested OEMs need to be more creative with machine design and that they should use alternative components when supply chain issues cause delays.

Looking at margins and operational productivity will never go away, according to Matthew Addley, a senior director of product and industry market strategy at Infor, an ERP and supply chain management solutions provider. But the next level capabilities of optimizing the supply chain are here, he says. And while the pandemic may have accelerated this push, the industry is also facing the global shortage of semiconductors and transport constraints, further straining the supply chain. So, how do OEMs focus on doing what their good at—designing machines and solutions— while also becoming supply chain experts?

Infor suggests digitalizing end-to-end supply chain processes so that they can have real-time visibility to make those decisions that could positively impact lead times or improve transparency when supply chain issues arise.

“The key is having a platform that provides greater visibility into the supply chain,” Addley says “Depending where supplies are coming from can have a real impact on

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business. If there is the delay, for example, with the Evergreen ship stuck in the Suez Canal, that’s not a model that you can predict the consequential delays of.

But at the same time, you can use similar insights so that you can start managing customer expectations early.”

A partner that Infor now works with came to the company after it wasn’t being notified and given time to adapt to delays, which meant they were scrambling to adjust at the last minute.

“With our CloudSuite Industrial Enterprise, partners have the ability to deliberately multi-source,” Addley says. “OEMs can have their low-cost country provider that they use to improve margin, but at the same time, they can have a secondary source—perhaps more locally or more reliably—who may ask a premium for that same part. But at the same time, you want to keep both on stream so that you can then use both and potentially expedite and adapt.”

And while having the right resource planning technology and tools is an important aspect of securing and streamlining the supply chain, taking action and being able to scenario execute plays a big role, too.

“Using integrated business planning or sales and operations planning, OEMs can use their MRP engine to identify if suppliers fail to meet their requirements and delivery times,” Addley says. “You need to look at predicted lead times as they were entered and compare them to the supplier agreement and run an analysis against actuals. If you reveal a difference in delivery time, you need to decide whether they want to overwrite that initial lead time in a controlled way with approvals and workflows—you don’t want to just overwrite data because it may be a one-off. But it’s good to revise that information so that you’re actually using real world data to drive your next decision.”

Once OEMs are working with real world data within their resource planning systems, it will allow them to forecast and plan more precisely.

“If manufacturing organizations can share earlier what they think their needs would be, and then firm it up in a realistic timeframe, suppliers can engineer for that,” Addley says. “Our PLM Discrete solution has been rearchitected to be cloud native and offer continuous improvement. It works hand in hand with ERP and looks at events across the board, whether that’s production issues or supply chain constraints and delays, to help OEMs look at those events and drive to resolution so they’re dealt with in a controlled way. It’s really all about making sure that you’ve got a holistic approach across your own enterprise, but then also recognizing how much of your business activity relies on that extended supply chain.”

The time is now After two years of unprecedented obstacles, the industry is ready to move forward, and fast. End users will be relying on OEM partners to help them automate and weather the labor shortage while also expecting quick lead times.

If your company is looking to add new automation and technology capabilities to equipment, or you want to find a way to optimize your business and facility, the time is now. Consider tapping into a partner to get the job done and differentiate your company.

“We are now in a situation where companies that do not yet exist will build products not yet conceived using materials not yet invented with methodologies that have not yet been designed,” Carroll said during PMMI’s Annual Meeting. “Are you ready for your world of disruption and acceleration? Are you ready for a world in which the future belongs to those who are faster?”

Easily share this article with your peers: oemgo.to/newpartnerships

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IIoT Retrofits for Legacy Equipment If you’re like most manufacturers, you’re not operating a greenfield site with the latest internet-ready equipment. However, you’re likely facing numerous digitalization initiatives. Here’s how you can do it via strategic retrofits to existing equipment.

James R. Koelsch, Contributing Editor, Automation World

DON ’ T CRY OVER SPILLE D MILK , beer, or anything else for that matter. Why? Because there’s no longer any need to put up with spillage and other forms of waste just because your installed base of equipment is too old. You can solve many of these problems by retrofitting your legacy equipment to give you the connectivity and visibility promised by the Industrial Internet of Things (IIoT) to reduce waste.

Just ask Joe Vogelbacher, CEO and co-founder of the Sugar Creek Brewing Co., a craft brewery in Charlotte, N.C. Retrofitting a bottling line there with IIoT technology has allowed operators to control foaming as beer moves from tank to tank. Even slight variations in pressure and temperature can generate foam, which translates into enough spillage to cost the brewery $30,000 a month in lost revenue.

Operators can now interact with the process in real time from anywhere in the brewery, thanks to help from Bosch Rexroth Corp.

“Together with Sugar Creek, we mapped the value stream and began to analyze specific pain points,” says Armando Gonzalez, Industry 4.0 business leader at Bosch Rexroth. “From there, we were able to determine the amount of waste and how that translated in terms of value.”

Bosch Rexroth engineers then helped the brewery’s staff understand how IIoT technology could help them achieve some quick success.

The retrofit team added not only IIoT sensors to the beer tanks, but also Rexroth’s IIoT Gateway to report fill levels and temperature. Once analyzed, these data points are available to operators on their laptops, tablets, or mobile phones. With information easily accessible and the ability to adjust setpoints remotely, Sugar Creek Brewing Co. saved $120,000 in 2019 alone.

single sensor that someone wants to install,” he advises.

These purposes usually include some benefit for such things as cost, safety, quality, and throughput. “Look at where your biggest problems are,” suggests Dave Eifert, senior business development manager for IIoT at Phoenix Contact USA. “Look at one of these aspects in a very granular way and imagine what it would take to eliminate that one problem.” If more data and information about the process will help you to understand and solve the problem, then it could be a good application for IIoT. Automation experts warn beginners to be selective when deciding what data to collect. “The influx of too much data can create analysis paralysis,” explains Trevor Diehl, vice president of research and development at DelmiaWorks, a supplier of enterprise resource planning software. To avoid this problem, he suggests working with quality professionals to identify three to five signals to start with—and certainly no more than eight.

IIoT with existing controllers

Once the goals and benefits are established, the next step for planning is to weigh them against the value and cost of the technology available. The good news is that adding IIoT devices usually does not require replacing the existing controller. One reason is that IIoT is no longer limited

Planning is crucial

Like any other technology, successful IIoT implementation requires a plan that makes good business sense. Developing such a plan helps avoid over-retrofitting, the most common mistake that users make, according to Manish Chawla, general manager for the industrial sector at IBM Corp. “There needs to be a business purpose for every

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The slightest change in temperature and pressure can cause foaming on the bottling line at Sugar Creek Brewing. To control this form of waste, the brewery turned to Bosch Rexroth to retrofit its line with IIoT technology. Source: Bosch Rexroth Corp.

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to adding discrete sensors decoupled from the traditional control hierarchy. It can now include distributing data already available through PLCs. “The controls world has been rapidly assimilating more IIoT technology,” explains Diehl. He points to the ability of technology like Rockwell Automation’s FactoryTalk View to connect to an OPC server, which is a common IIoT aggregator of data from a PLC. “So, it’s very possible to get relevant IIoT information from your existing equipment once it’s hooked into the right aggregator.”

“Many older controllers have some way of communicating valuable data, even if it’s over older protocols such as serial or DeviceNet,” adds Daymon Thompson, U.S. software product manager at Beckhoff Automation. Consequently, IIoT and other digitalization technologies can usually read data from these legacy controllers and then transmit it via an IIoT communication standard like MQTT, HTTP, and REST. “However, doing this requires adding a device to the system as a communications gateway.”

These gateways work alongside existing PLCs to send selected data to an on-premises or cloud-based system for the application of analytics. Eifert at Phoenix Contact recommends starting by leaving the existing control system in place and applying edge gateways in parallel. Then, you can weigh the benefits of replacing the PLCs as it makes sense during subsequent upgrade cycles. To permit this option, Eifert suggests using IIoT technology that can be applied incrementally. An example is Phoenix Contact’s PLCnext, which can serve as both an edge gateway and a PLC. It can be applied incrementally alongside an existing PLC, communicating locally with the PLC via such protocols as Modbus TCP, EtherNet/IP, or even Modbus RTU. Its Linux-based operating system allows using open-source programming tools like Node-Red as a link to the IIoT world.

Most IIoT upgrades involving Beckhoff Automation’s PC-based controls have entailed updating software to add functionality and communications in the controller. “In cases with very old equipment, it is straightforward to add a small gateway device and use our Data Agent software to read data from the existing controller and then map it to IoT communications protocols,” Thompson says.

Such hardware can typically do much more than that, though. “A local IoT gateway can also do some of the computing at the edge before sending any information to the enterprise level or to the cloud,” says Thompson. Processing information at the edge can reduce network traffic and minimize the data being sent to higher-level systems.

An application requiring high-speed data will mostly likely need on-premises or edge computing. “These datasets often also need to roll up into an overarching corporate or enterprise view to assess holistic impact,” notes Chawla at IBM. “So, you need a well-defined architecture that specifies where data needs to be processed.”

Here, a common mistake is to take a strictly linear approach of processing the data either on-premises or in the

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cloud. “This can limit the value you’re able to gain from the data,” says Chawla. To avoid such limitations, he urges users to consider an open, hybrid architecture to process data on-premises for speed and agility, as well as to reap the benefits of access to the cloud.

A tale of two constraints

Two constraints for planning an IIoT retrofit are whether the equipment is instrumented and designed to communicate externally. “An application consisting of multiple connected, instrumented systems using controllers capable of communicating with industrial protocols is going to be a lot more straightforward,” notes Josh Eastburn, director of technical marketing at Opto 22. “You just need some good gateways or a single edge controller to bridge those different automation networks, and then pipe that information to where you want it to go.”

He adds, however, that establishing connectivity has been more difficult for un-instrumented equipment not designed to communicate externally. The low-cost option was to add the necessary instrumentation, send the data to a datalogger, and manually transfer the collected data to a spreadsheet. A more expensive option was to invest in a continuous logger, RTU, or PLC—which was pricey for just one piece of equipment and didn’t scale well for multiple machines. A Raspberry Pi was cheaper, but it tended not to work well with industrial I/O signals.

For simplicity and scalability, Eastburn suggests an edge-oriented approach, such as that used in a predictivemaintenance program developed for a CNC mill by Enginuity Inc., an engineering firm in Halifax, Nova Scotia.

Because CNC machines are usually not designed to collect or publish all of the necessary information for overall equipment efficiency (OEE) tracking, Enginuity’s engineers added sensors for measuring vibration, temperature, and current. They then wired the signals into Opto 22’s groovRIO edge I/O module. The module’s embedded NodeRed IoT engine collected signal data, created a real-time

Technicians at Sugar Creek Brewing receive data from the bottling process via IIoT sensors and a Bosch Rexroth IIoT Gateway. Source: Bosch Rexroth Corp.

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mobile dashboard, and pushed data to OSIsoft PI (analytics system) using REST calls.

When either the existing controller is closed or the machine is old enough to be controlled via relay logic, Beckhoff’s Thompson says an IoT coupler is another option for reading sensor and motor data directly. Beckhoff’s EK9160 IoT Coupler can write sensor or electrical-input data to higher-level systems in the cloud or on premises using OPC UA or MQTT.

On-machine IIoT

IIoT devices are often added at the I/O level, but another important place for retrofitting is at the machine level, the same level as an HMI in the control hierarchy, according to Alexander Bergner, director, IIoT product management at TTTech Industrial Automation. This is where TTTech’s Nerve edge computing platform runs.

By operating just above the PLC, the platform is able to draw upon much more computing power than is typically available at the I/O level. And by operating below the SCADA level, the algorithms are still close enough to the operation itself that the data are received in real time. Consequently, Nerve can support predictive maintenance and other analytics at the edge.

Because the platform has a virtualization function, it can run new applications and services alongside existing infrastructure. This ability captured the attention of the engineering staff at Fill Gesellschaft, a builder of CNC machine tools based in Gurten, Austria. Nerve now hosts the company’s Cybernetics smart factory software.

Running on edge devices built into each of Fill’s machines, Nerve collects data from the machines and sends it to the Cybernetics applications. Fill processes the data on its software at the edge before sending information to the cloud.

Fill is also using global datasets to check wear on components across its fleet of machines and offers the results to its customers as a service. The builder expects as much as 12% of its revenue to come from such services in a few years.

This article originally appeared in the October 2021 issue of Automation World.

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ASSOCIATION NEWS Sean Riley Senior Director, Media and Industry Communications, PMMI

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The Business Intelligence Webinar Library is a great resource for the most comprehensive, timely and accurate information on the industry. 2021 webinars include Beverage Trends – Packaging Innovation Driving Change, Cybersecurity, Packaging and Predictive Maintenance, and End-Of-Line Equipment. Members can access all the webinars for free. Know the latest industry trends and make informed business decisions by checking out the webinar library.

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Learn more about custom research for the packaging and processing industry! pmmimediagroup.com/custom-research Questions? Contact:

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2/22/21 10:30 AM

PMMI MEMBERS

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ANNUAL MEETING RECAP

PMMI Annual Meeting Offers Optimistic Outlook Economist predicts smooth sailing for packaging and processing late in the pandemic.

Sean Riley, Senior Director, Media and Industry Communications, PMMI

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he PMMI Annual Meeting hosted more than 300 members from 146 member companies, including nearly 90 first-timers in Detroit. The three-day event included business sessions on navigating a COVID-influenced world, breakout sessions on workforce, cybersecurity, and digital marketing strategy, as well as an in-depth tour of the world-renowned Ford River Rouge Plant. There were also multiple networking opportunities to reconnect old business and create new partnerships.

Chairperson Emmanuel Cerf, vice president, Polypack Inc., kicked off the business portion of the program with a Chairman’s Update. Cerf welcomed 36 new PMMI members, bringing the total PMMI Membership to 961. He announced that he, along with the current Executive Committee (Mark Anderson, Pro Mach, Inc., Patty Andersen, Delkor Systems, Inc., Jim Pittas, PMMI), was re-elected to another term.

Timothy Hudson, Honeywell Intelligrated, Matt Jones, Dorner, and Bruce Larson, BW Packaging Systems, were reappointed to the Board of Directors. Kevin Mauger, NCC Automated Systems, Kevin Roach, Harpak-Ulma Packaging, and Tom Sioui, Slideways, became new board members.

During every PMMI Annual Meeting an economic forecast is provided by ITR Economics. As he did before COVID-19 shut down much of the globe, Alan Beaulieu, president of ITR Economics, remained highly optimistic about the U.S.’s near and long-term economic future, particularly as it pertains to the packaging and processing industry.

“Manufacturing is strong and vibrant,” said Beaulieu.

“We are seeing manufacturing continue to grow and forecast record levels of output in about a year.”

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That being said, he also understands that current inflation in the U.S. is jarring to businesses, particularly those made up of an increasingly younger workforce of Generation Z and Millennials. In his opinion, the U.S. has been fortunate to avoid the double-digit interest rates of the 1970s and 1980s, something Baby Boomers remember all too well. A deep breath is in order. “[Us baby boomers have] been there so many times, and we have survived each one,” he said. “Prices come down on the other side, and it’s just business as usual.”

He further pointed out some of the biggest myths around the supply chain and the bottlenecks with container ships at U.S. ports. Because of government stimulus and consumer spending, the supply chain issue is not a result of companies falling behind in the production of goods.

Instead, consumers bought more and continue to buy more than in previous years. As the stimulus and unemployment checks dry up, the supply chain will stabilize.

“This is a demand problem, not a supply chain problem,” he explained. “As demand eases, you see the supply chain delivering more, then the situation works its way out, and prices will reflect that [with lowering inflation].”

For now, packaging and processing companies need to take advantage of what he still feels are low-interest rates by investing in innovation and processes that drive efficiency. Internally, determine ways to combat supply chain issues by reshoring and embracing automation to handle the workforce issues. What he implores all companies not to do is spend cash on hand. Therefore, borrow right up until the interest rates begin to climb.

“Acquire as much as you possibly can until your banker worries about your health, he said. “Save your cash for when interest rates are higher.”

Workforce issues will not let up based on his data for the simple reason that the biggest issue is an aging population.

The best defense for companies, in addition to increasing automation, training, and apprenticeships, is higher than traditional salary starting points for younger employees.

“The first thing you want to do when you hire a millennial is to pay them well. Not just enough, but well,” Beaulieu explained, adding ITR has incorporated higher salaries into its own hiring practice. “You want to pay them well because they’re going to jump ship for something else if not.”

He noted that not paying well to start creates a two-fold problem. The company still faces a workforce issue and needs to spend additional capital on starting all over with training and onboarding a new employee.

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PMMI MEMBERS

EXHIBITOR’S CORNER

Calling all PACK EXPO East 2022 Exhibitors

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here is no better time than the present to begin preparations for the return of the premier regional packaging and processing event in the Northeast, PACK EXPO East 2022 (March 21-23, 2022; Pennsylvania Convention Center). Preparing your booth and promoting your presence ahead of time are key to a successful exhibiting experience.

PMMI wants to make preparations as easy as possible for you and has localized all information and planning resources in our online Exhibitor Resource Center (packexpoeast.com/erc) and through the mailed Exhibitor Success Guide.

Key exhibitor dates & deadlines are as follows: • Monday, Dec. 6, 2021: Exhibitor service manual and customer invite program launch.

• Friday, Jan. 7, 2022: Early bird lead retrieval discount deadline.

• Monday, Feb. 7, 2022: PACK EXPO services advanced ordering discount deadline. Place and pay for orders by this date to save up to 30% off most items.

• Friday, Feb.11, 2022: Printed show directory deadline.

All exhibitors should review, edit, and update company contact information in their Exhibitor Dashboard and approve company data for the printed show directory.

• Friday, Feb.18, 2022: Complimentary exhibitor badge registration deadline. Register your booth personnel by this date to avoid badge fees.

• Monday, Feb. 21, 2022: Hotel room reservation deadline. The official hotel reservation office, Expovision, has secured the guaranteed lowest rates at hotels within walking distance of the Pennsylvania Convention Center.

• Monday, March 21–Wednesday, March 23, 2022: PACK EXPO East.

Visit the Exhibitor Resource Center online at packexpoeast.com/erc for all planning tools, promotional opportunities, and how-to guides for a successful event.

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Five Reasons to Exhibit at PACK EXPO East 2022 in Philadelphia

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eep up the momentum from PACK EXPO Las Vegas 2021 and showcase your packaging and processing solutions to the CPG-rich Northeast Corridor of the U.S. 72% of attendees come from Pennsylvania and surrounding states, representing top CPG and life sciences companies.

Here are five reasons it is a competitive advantage to be at PACK EXPO East: • Meet decision-makers: 76% of attendees have final buying power or significant influence, and 91% participate in purchasing decisions.

• Develop solid leads: 44% of attendees are CEOs, GMs, or senior management, and more than 20% are in engineering, allowing direct access to the machinery users.

• Quality one-on-one time: Exhibitors benefit from ample time to discuss specific applications with prospects.

• New audiences: Nearly half of attendees from PACK EXPO East 2020 were completely new to PACK EXPO, never having attended a previous PACK EXPO event.

• New markets: Tap into new markets with diverse attendees from food, beverage, life sciences, cosmetics, personal care, industrial, chemical, and more. Develop connections on the East Coast or expand into new market sectors—you can do it all at one show.

Have questions, or ready to reserve a booth? Contact Wendy Moore, trade show sales manager, PMMI, at wmoore@pmmi.org.

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11/23/21 1:25 PM

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WORKFORCE DEVELOPMENT

Ushering in the Next Generation of Engineers Belden partners with Glenbrook South High School, donating equipment, time, and expertise to provide real world manufacturing experience to budding STEM students.

Stephanie Neil, Editor-In-Chief

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his year at PACK EXPO Las Vegas and Healthcare Packaging Expo, Belden showed off more than just its cable and connector products. It also displayed a machine that laminates a business card— which, on the surface does not seem that compelling—until you talk to the person who built the machine, who is still in high school.

Costa Aralis, a senior at Glenbrook South High School in Glenview, IL, was part of a team that designed, engineered, and built the machine which includes a robotic arm, sensors, pneumatics, camera, conveyor, I/O, and more. Together with several other students, Aralis and team started working from the ground-up, designing everything, including cutting aluminum extrusion, designing Justin Zummo, an engineering instructor at Glenbrook South High School, 3D-printed gripper fingers, and proworking with students on an industrial-strength robot application. gramming the robotic arm in order to create a machine that could execute will help me in college and my future career endeavors,” a task, just as if it were on a production or packaging line. he said, noting he plans to pursue a career in electrical The team was then expanded to include the digital elecengineering. tronics class where students divided into groups to further The high school team, which started working on this develop the design, which included a graphics team, a over the summer, was led by Justin Zummo, an engineerspace planning team, and a media team. ing teacher at Glenbrook South and Chris Noble, Belden’s “Between the robot, the industrial networking, all the global director of solutions, CPG, with help from Raymond firewalls, and all the sensors, I’ve never had an opportunity DiVirgilio, a senior solution services engineer at Belden. to apply all those things at once until now,” Aralis said while Noble initiated the workforce development project as part demonstrating the machine at the Belden booth at PACK of Belden’s Outreach Program, which encourages employEXPO Las Vegas. “Jumping in headfirst and learning by ees to give back to the community, along with support from doing is a skill that I’ve been developing in my [engineering the PMMI U Skills Fund, which provides PMMI members classes] at Glenbrook South. This real-world experience

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with a financial contribution for workforce training.

Noble wanted to provide factory floor experience to students that goes beyond what they learn in the classroom or even at robotic competitions. “Real machine building includes deadlines and critical thinking, figuring out how to divert and come at it from a different angle when something is not working,” Noble said. “I gave the kids the autonomy to go about the design and the concept.”

Glenbrook South has about 250 students in its engineering program which is based on a national curriculum from Project Lead the Way, a nonprofit that develops a pre-engineering curriculum focused mostly at the high school level.

But the Glenbrook South teachers and students are finding ways to extend the STEM (science, technology, engineering, and math) experience down to the elementary school level. “It is for any student to access and we make sure it is inclusive,” said Dawn Hall, instructional supervisor for Glenbrook South’s career and technical education department, noting they continuously work to improve the gender balance.

For example, one female student, who is now enrolled in an engineering program in college, recognized that young girls needed to see role models that looked like them in order to pursue engineering as an interest. So, once a month, she would create a lesson plan and teach middle school students different STEM topics. This experiment is now part of the high school program “It’s about exposing middle school students to 3D printing and rocketry early on and giving them mentors that they can look up to so that they don’t deselect this before they even get to high school,” said Glenbrook engineering teacher Mike Sinde.

According to Belden’s Noble, it all starts with the process, teaching students to exit out of the tunnel vision that often derails a project. “There’s always a plan b or plan c,” he said.

“The biggest thing Mr. Noble taught us is the real-world application for the projects we built,” Aralis said. “The

Chris Noble and Raymond DiVirgilio of Belden with Glenbook South student Costa Aralis at PACK EXPO Las Vegas.

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things we build usually get put into a storage room, and everything we built [in this project] could be used in the industrial world.”

It’s an experience meant to usher in the next generation of engineers by helping them realize that failure is sometimes just a step in the overall success of a project.

“It was an honor to work with Chris and the manufacturing industry,” Zummo said. “We can take all of that information and feed it back to the students. Overall, they’ve learned so much and it will help influence our curriculum moving forward.”

Hall agreed that the experience was one of the best to give the students because it taught skills while strengthening their mindset. “They have the opportunity to fail and retry and do it again to make it better,” she said. “They’ll tell you what went well, what didn’t, and what to do next.

They become comfortable knowing that failure is a step in the process. We’re able to strengthen their mentality a little, as authentic experiences like this project in engineering design and problem solving builds resilience.”

Belden’s DiVirgilio, who worked with the students on the electrical and mechanical redesign of the robotic arm, was impressed with Glenbrook South’s proactive approach to STEM education, noting that in his 30+ years of working in the industry, he has seen these types of classes in technical schools, but never at the high school level. “I would like to see more of this type of class included in the school’s curriculum and allow Belden and other manufacturers to CoOp with these schools,” DiVirgilio said. “I believe it would provide more interest in the next generation, [especially] as we move closer to cloud-based solutions in the manufacturing environment. This hands-on approach of working together with students definitely provides interest and experience.”

Noble added: “This collaborative outreach and mentorship opportunity was personally very rewarding. We as professionals all have an obligation and opportunity to influence the next generation. Someone, somewhere in our early career mentored and influenced us. Now’s the time to pay-it-forward. The food, beverage, and packaging segments are exciting high-tech industries to work in that can be very rewarding both professionally and monetarily.

We need to start earlier in the process with students to help them develop a vision.”

For Aralis, his participation in the program may have already paid off. “Belden plans on interviewing Costa for an internship and our Early Career Leadership Program as he progresses,” Noble said. “This is a three year program that would give Costa the chance to work for Belden in a number of areas including sales and engineering. The program is designed to groom gifted prospects for early leadership potential.”

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11/23/21 1:24 PM

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VOICE OF THE CUSTOMER

Women, E-comm, and Collaborative Tech Shape a New Way of Working During PACK EXPO Las Vegas, an expert panel at the Packaging & Processing Women’s Leadership Network dove into workforce issues around women and remote work, as well as struggles and solutions in adapting to pandemic-era consumer buying trends.

Melissa Griffen, Contributing Editor

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he panel at the Packaging & Processing Women’s Leadership Network (PPWLN) networking breakfast included: Tracey Noonan, CEO, Wicked Good Cupcakes; Sharron Gilbert, President and CEO, Septimatech Group; Jan Tharp, President and CEO, Bumble Bee Seafood Company; Yolanda Malone, VP Global RD, Foods and Packaging, PepsiCo; and was moderated by Stephanie Neil, Editor-in-Chief, OEM Magazine. Here’s just a little bit of that conversation.

Stephanie Neil: Amidst the current skills crisis, a recent study by the Society for Human Resources Management, showed that 69% of women who had lost their jobs or stopped working due to the pandemic and who identify

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as the primary caregivers to children under the age of 18 don’t plan to return to work. How can companies incentivize women to come back to the workplace?

Jan Tharp: If you look at pre-COVID and manufacturing, it was all about customization and finding products that were individualistic. Take that thinking and move it over to human resources to become customized in how you go out attracting talent.

You look at it and say, “Okay, this person has children. They may need a different work environment. They may need different work times.” You can be flexible with that. I hope that if anything comes out of COVID it is that we realize there is no such thing as one size fits all.

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Stephanie Neil: If somebody decides to live and work remotely, are they giving up opportunities at the company?

Jan Tharp: During COVID, we have hired several people at executive levels and most of them are not required to move to San Diego, where we are based. It’s actually opened up a whole new world of talent for us. We’ve been able to attract rockstar talent into our company by being a little more open with respect to where people work. Is that going to prevent them from getting opportunities? No. I think that leads into another discussion of ‘how are you effective in this new world of work?’ If you’re not in the boardroom anymore and you’re on a computer, it’s a different toolbox.

This puts a bit more pressure on the team member to say, “If you want to live in Antarctica, and you’ve got an internet connection, and you can still be as effective, then I’m going to embrace that.”

Stephanie Neil: How do you shift as an organization, as a manufacturer, to accommodate for the e-commerce presence?

Jan Tharp: You look at what happened in COVID, and all the channels of distribution increased. But e-commerce

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increased the most. It went up 58%, compared to general retail. It has slipped down just a little bit, but it’s still significantly higher than any other channel of distribution with respect to grocery.

So, it did force us to look into it. Our main product for tuna is a 48 count case. Most people don’t want 48 cans of tuna.

Your offerings, your assortment online, ends up being a little bit different. And then you’ve got to think about the cost dynamics of it. A can of tuna retails for about a dollar, then you look at the cost of freight to get that can of tuna to your house, it’s an investment we’re making.

We don’t make any money on e-commerce. We lose money.

But the idea is to try to get out there and eventually figure out how we can turn that into a profitable business. And lots of CPGs are faced with this challenge.

Yolanda Malone: Our primary business is chips. And potato chips break when you put them in the bag. So for us, we have to put a lot around packaging, how to ship, if they’re going in combination with cans of tuna, or dish detergent.

And really structuring that to Jan’s point, profitably.

And adhering to even some of the companies like Amazon that have specific ways to ship our products, making sure that we do the testing and that our team is set up. And so they’re also understanding what testing needs to be done to be qualified. Because we also saw significant growth during COVID, with people ordering online. And our team was challenged to be more efficient, to reduce cost, so that we could get it out faster and supply consumers.

Stephanie Neil: People are buying differently now through e-commerce. Tracey, was your experience over the past year with online buying part of the success of the organization?

Tracey Noonan: My husband developed a platform called Pronto, which was really to help companies who wanted to do something for their employees—whether it was virtual parties, or sending birthday gifts. And to make it easy, all people needed to order was an email address.

And it was brilliant because I don’t know about you, but I don’t know anyone’s street address. I don’t know if they’re going on a vacation and I don’t know if they have food allergies. So in order to send what we call the gift card on steroids, all you needed was their email address. You sent them the gift card. And everyone could go in, pick their delivery date, what flavors they wanted, and put their own home address in. And it had to be easily navigable so people would go in and buy, not just go in and get lost. This really facilitated shopping online for people.

Stephanie Neil: Tracey, in your work with contract manufacturers, is it difficult to manage relationships during the pandemic?

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Tracey Noonan: We found that being supportive of our contract manufacturers, and empathetic towards what they were going through, was the key to keeping a good working relationship. We needed to have really good communication, and understand if something was going to be delayed, and if there needed to be an extended time period to receive product.

Stephanie Neil: Sharron, how do you manage collaboration and maintain productivity, especially in a work environment where you have to be hands-on, in spite of the pandemic?

Sharron Gilbert: We had to really rely on different tools and technologies. The adoption of Microsoft Teams really moved us forward into that collaboration—not just internal, among employees, but also with our customers.

When we’re having discussions about projects, and design reviews, and then installation reviews, and that whole process there has to be a really good connection with our customers. So, we’ve been ramping up our online presence, for our people working remotely as well.

We’re noticing delays with our customers in terms of their projects. It’s meant that we have to be really dialed into our customers, to still help them do their product launches, and collaborate with them. We’re doing pre-order releases in terms of getting materials in. We’re taking a look at our inventories and focusing on those materials we use a lot of, and getting rid of some of the other ones.

Stephanie Neil: How do you lead the global team, Yolanda, when you’re working remotely?

Yolanda Malone: It’s a lot of Zooms. The one thing I do miss is seeing my team face to face around the world. But as a leader, understanding where they’re at and being available is one of the most important items that I set up for myself. If I’m talking to my team in China, I’m going to be on their time zone. So it might be nine o’clock at night for me, but it’s their day.

To know that their leader cares about how they’re doing, and reaching out and having those one on ones—not even necessarily talking about the projects, or the work, but just how the team’s doing, and to see everyone, and see all the faces is also important.

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force because they don’t get to learn by being with people like I did when I started in CPG 30 years ago. You went to meetings and watched how people address difficult questions. It’s a different skill that people will have to learn. I’m confident in our younger generation that they will certainly figure that out.

What we’ve done inside our company is try to do coffee and conversations for people who are not in the corporate office. We’ve also been pretty flexible, even in the corporate office where we will go for walks on the beach or sit on the pier and have a meeting. There’s a brewery that has all outside seating and we’ve done a lot of meetings sitting at the bar at the brewery. You have to be creative and think about those types of things.

It’s a different toolbox for leaders as well. We need to do a lot more, what I call watching and listening. I am not about setting back-to-work policies. You don’t build sidewalks until you see where people are walking. It’s too early, in my opinion, to really know where things are going. So if we could just take a step back and watch, listen to our team members, then we will figure out how we move on.

The conversation reflected here is a short excerpt of an in-depth, 40-minute conversation. Watch or listen to the whole panel at: oemgo.to/PPWLN21

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BETTER THAN A LOAD CELL FAST WEIGHT CAPTURES EASY INTEGRATION Weigh cells deliver faster weight captures with a higher accuracy. Our extensive weigh kit portfolio with numerous infeed, outfeed, and weighing conveyor options simplifies integration into your machine and controls.

Stephanie Neil: Do your leadership skills have to change?

Jan Tharp: I do think there will be a new toolbox as we come out of this and the constituency that I think is going to be maybe a little more challenged are the new people coming into the work-

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ANNUAL PRODUCT REFERENCE GUIDE This handy reference guide contains the latest automation components carefully selected for packaging and processing machine applications, covering the following categories: CONVEYING............................................................................ 52-53 SPAN TECH CONVEYORS .......................................52 SEW EURODRIVE ...................................................53 DRIVES & MOTORS ............................................................... 53-54 SEW EURODRIVE ...................................................53 VDG (VAN DER GRAAF) ..........................................53-54 MACHINE COMPONENTS .................................................... 54-55 NOVANTA ..............................................................54-55 MACHINE CONTROL ............................................................. 55 SEW EURODRIVE ...................................................55 ROBOTICS............................................................................... 55 SEW EURODRIVE ...................................................55 SENSORS & VISION .............................................................. 55-57 PEPPERL+FUCHS ..................................................55-56 IPRO .....................................................................56-57 2021 PRODUCT REFERENCE GUIDE COMPANY DIRECTORY: PAGES 57-58

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CONVEYING Speed Up Your Changeover Times EZGUIDE Eliminate safety concerns and decrease changeover times with EZGUIDE Adjustable Guide Rail. | Span Tech Conveyors

CONVEYING Tackle Tricky Angles & Elevation Change.

Topper Lift • Incline/Decline With a combination of high-friction and conventional chain types the Topper Lift can incline and decline products with ease in a very small footprint.. | Span Tech Conveyors

CONVEYING Perfect for Proofing Cooling

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Outrunner Spiral • Incline/Decline Capable of handling a wide range of products without any adjustments. The Outrunner Spiral gives you the capacity to move several product types without taking up valuable oor space. Span Tech Conveyors

CONVEYING Divide Product lo

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High Speed Switch • Sorting & Merging Move your products 24 hours a day. The High Speed Switch divides your products effectively, while maintaining product pitch. Span Tech Conveyors

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CONVEYING All-in-one Mechatronic Drive System MOVIGEAR MOVIGEAR® is an all-in-one mechatronic drive solution for horizontal material handling. It combines the gear unit, motor, and electronics in one highly efficient and hygienically designed unit. MOVIGEAR reduces start-up and operating costs by as much as 50%. | SEW-EURODRIVE

DRIVES & MOTORS Wide Range of Applications and Sizes and Known for Reliability and Flexibility Gearmotors from SEW-EURODRIVE SEW-EURODRIVE offers wide range of gearmotors in right angle and parallelshaft designs, available in millions of configurations. Our gearmotor products are recognized globally for reliability and robustness. | SEW-EURODRIVE

DRIVES & MOTORS One-Component Conveyor Drive VDG Drum Motors • No External Drive Parts With all drive components enclosed inside the drum, the VDG Drum Motor eliminates maintenance intervals associated with e ternal conveyor drives, increases efficiency, operator safety, and optimi es space utili ation. Designed for , hrs. of operation before maintenance, reduces operating costs. | VDG (Van der Graaf)

DRIVES & MOTORS Robust Lagging for VDG Drum Motors VDG patented IronGrip™ Lagging • Extend Lifespan of the Conveyor System The IronGrip agging, composed of steel bars welded symmetrically on the drive drum with sectional lagging panel inserts, eliminates uneven wear of the belt and lagging, improves belt tracking and traction by . This lagging e tends the lifespan of the lagging, belt, and overall conveyor system. | VDG (Van der Graaf)

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DRIVES & MOTORS Hygienic Drum Motor for Sanitary Belt Conveyors SSV Sanitary Series Drum Motors • Reduce Water and Time Required for Washdown Process The SSV Drum Motor features IP69K sealing system and withstands 3,000 psi washdown pressure. It drives modular, wire mesh, and monolithic conveyor belts without using sprockets, eliminates crevices that trap food byproducts and prone to harbor bacteria, reduces washdown time and water usage by 50%. | VDG (Van der Graaf)

DRIVES & MOTORS Permanent Magnet Drum Motor IntelliDrive™ PM Drum Motor • Real-time Monitoring The IntelliDrive™ drum motor encloses all drive components including the permanent magnet motor coupled in-line with the gear reducer inside the drum, delivers increased energy efficiency, and performance. It provides data feedback, simplifies belt speed selection without loss of torque. VDG (Van der Graaf)

MACHINE COMPONENTS Zero Contact Digital Processing Application Specific Laser Solutions Uniquely configured, application-specific solutions that include laser source, beam delivery systems, controllers, and software to improve the customer's process performance. | Novanta

MACHINE COMPONENTS High Performance Lasers CO2, Solid-State CW, and Ultrafast Lasers Compact, reliable CO2, solid-state continuous wave, and ultrafast laser sources engineered for faster, easier integration into machines and systems for a wide range of zero-contact processing, precision measurement, and inspection applications. | Novanta

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MACHINE COMPONENTS High Precision Beam Steering Components and Solutions XY Galvanometer Sets, Modular Scan Heads, Enclosed Scan Heads High precision beam steering components and solutions engineered to deliver consistent reliability, speed, and accuracy to meet the needs of our OEM and system architect partners. | Novanta

MACHINE CONTROL The Modular Automation System that Makes Even the Most Complex Tasks Simple.

MOVI-C Modular Automation System MOVI-C modular automation system is a one-software, one-hardware, automation platform that combines fully integrated components, control electronics and software. MOVI-C provides simple to advanced automation control without advanced programming. | SEW-EURODRIVE

ROBOTICS Perform Complex Automation Tasks Without the Complex Programming MOVI-C Automation Software Modules MOVI-C automation software modules make even the most complex automation tasks simple. Using robotics, AGVs, palletizers, or conveyors? No problem. We have a module for those... and more. MOVI-C makes complex automation simple. | SEW-EURODRIVE

SENSORS & VISION Fail-Safe Detection in Filling Machines UC18GS Ultrasonic Sensor Reliable presence detection is key, and the UC18GS has it covered. Instead of taking a point-by-point measurement, a sound beam hits the surface of the container over a wide area. This ensures detection even with varying contours and position deviations and makes the color and texture of the container surfaces irrelevant. The output configuration as well as the sound beam radius can be set with push buttons on the device. | Pepperl+Fuchs ANNUAL PRODUCT REFERENCE GUIDE

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SENSORS & VISION Dancer Control Ensures Continuous Material Feed PMI F90 Positioning System The I positioning system monitors the guide roller during unwinding and winding of foils and fabrics in packaging machines. To prevent material cracks and tears, the system automatically adapts the speed. Reliable functionality of the positioning system is guaranteed even under harsh conditions: Since it is independent of the distance, exact measurements are achieved within the tolerance range—even under strong vibrations. | Pepperl+Fuchs

SENSORS & VISION Accurate Detection and Distance Measurement of the Smallest Objects R10x Photoelectric Sensor Series On automated conveyor systems, every object needs to be positioned correctly, and every defective object has to be sorted out. Based on the powerful DuraBeam laser technology, the R10x series photoelectric sensors detect even the smallest objects and their features. | Pepperl+Fuchs

SENSORS & VISION Continuous Material Flow in Packaging Machines F77 Series Ultrasonic Sensor Ultra-compact UC-F77 ultrasonic sensors are ideal for space-restricted applications and retrofitting e isting machines. They deliver reliable measurement of roll diameter and detection of material breaks, regardless of the material size, color, or surface. Automatic synchronization prevents cross-talk and ensures reliable measurements. IO- ink simplifies parameteri ation and enhances sensor communication. | Pepperl+Fuchs

SENSORS & VISION 1/3-inch Sensor Micro Camera with 1000TVL Resolution 2K3MOS (UH332) The micro camera head provides high sensitivity at l . With a small image sensor, the micro camera head can easily be integrated into a variety of applications.

• Medical Electrical Standard IEC60601 • Excellent color reproduction • HDMI & HD-SDI video outputs • TV lines. i-PRO ANNUAL PRODUCT REFERENCE GUIDE

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SENSORS & VISION 4K Ultra HD OEM Micro Camera System 4K4MOS(UH832) i- RO s OS remote camera head has sensors and is equipped with an image sensor dedicated to ear Infrared IR in addition to RG . pplying prism spectroscopy technology and adhesion technology cultivated in D OS, this camera enables simultaneous shooting of visible light and IR light. i-PRO

SENSORS & VISION 4K 3MOS ULTRA HD Micro Camera 4K3MOS (UH532) One of the smallest on the market, this micro camera head features a image sensor enabling accurate color separation of the primary colors of light Red, Green and lue . speciali ed sensor processes each color resulting in e traordinary color reproduction. n OE module is also available. i-PRO

2021 PRODUCT REFERENCE GUIDE COMPANY DIRECTORY Pepperl+Fuchs rom reliable detection to safe identification to e act positioning and measuring Our automation technology enables smooth processes in a wide range of packaging industry applications. Pepperl+Fuchs is a world leader in the design, manufacture, and application of high-quality factory and process automation products and services. epperl uchs pioneered the development of pro imity sensors years ago, and continues to set the standard for innovation and quality today. epperl uchs has established itself as a partner for globally active operators of automation technology and offers the broadest portfolio of proven components for the requirements of factory and process automation. www.pepperl-fuchs.com/ | Twinsburg, OH | 330-425-3555 Contact: sales@us.pepperl-fuchs.com

Panasonic i-PRO Sensing Solutions Corporation of America i-PRO was established as an independent company to provide comprehensive Security Surveillance, ublic Safety and edical Imaging solutions. i- RO delivers innovative technologies that e tend human senses to capture, analy e and preserve underlying truths. Our goal is to be your trusted partner to deliver a safe, healthy and peaceful world. https://i-pro.com/us/en/medicalimaging/ | Rolling Meadows, IL | 800-513-5417 Contact: Nobuhiro (Nobu) Tsuchihashi • nobuhiro.tsuchihashi@us.panasonic.com ANNUAL PRODUCT REFERENCE GUIDE

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2021 PRODUCT REFERENCE GUIDE COMPANY DIRECTORY (CONTINUED) Span Tech Conveyors Span Tech is recognized as a global leader in developing unique, customizable technical solutions for processing applications in core industries that include: Food & Beverage production, Manufacturing, Packaging, Distribution, Cosmetics, Pharmaceuticals, and E-Commerce. www.spantechconveyors.com | Glasgow, KY | 270-651-9166 Contact: cary_bolinger@spantechllc.com

Novanta Novanta is a trusted technology partner to industrial and medical OEMs with deep proprietary expertise in photonics, vision and precision motion technologies. We engineer mission-critical digitally controlled core components and sub-systems that deliver extreme precision and performance to improve productivity and achieve breakthrough performance.. www.novanta.com/ | Bedford, MA | 781-266-5700 Contact: rick.elento@novanta.com

SEW-EURODRIVE As a world leader in drive technology and a pioneer in drive-based automation, SEW-EURODRIVE has established a reputation for quickly solving the most difficult power transmission and motion control challenges. SEW-EURODRIVE offers much more than just components. They provide a complete solution from start to finish, including design expertise, project planning, software, commissioning, and worldwide support. Their team of automation experts can solve even the most complex motion control challenges. seweurodrive.com | Lyman, SC | 864-439-8792 Contact: cslyman@seweurodrive.com

VDG (Van der Graaf) Manufacturing drum motors for belt conveyor applications since 1985, using cutting-edge production technology, automation, and in-house R&D, VDG ensures product quality, fast delivery, and customer support. With a strong focus on reliability and longevity, VDG delivers robust and efficient conveyor drive solutions to a wide customer base. www.vandergraaf.com | Shelby Township, MI | 888-326-1476 Contact: Wan Lin, Inside Sales Manager, wlin@vandergraaf.com

ANNUAL PRODUCT REFERENCE GUIDE

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NEW PRODUCTS

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Hygienic Servomotors Siemens, siemens.com Siemens’ servomotors are offered in a variety of power ratings, from 0.45–2kW (0.60–2.68 hp) with torque from 3.1–14 Nm (2.28–10.32 ft-lbs.).

Crafted with housings of 1.4404 (AISI 316/316L) stainless steel, EPDM seals and bearing grease with NSF H1 approval, these servomotors are highly resistant to corrosion and acidic chemicals found in the process industries. This extremely high degree of protection is in accordance with IP66/67 standards on the entire motor, with IP69k (30-bar) protection provided on the motor housing. High dynamics due to low inherent inertia plus high overload capacity for use in pick-and-place applications, plus precise movement of heavy loads, are added features.

One cable connection is provided for easy installation and cleaning.

Heat-Sealing Controllers Toss, tossheatseal.com TOSS PIREG heat seal temperature controllers are designed specifically for controlling heat-sealing operations. These controllers utilize digital technology and are universally adaptable to almost every heat-sealing application. The models PIREG-C2 & C2 EtherNet/IP are designed for “in cabinet” mounting to protect the controller from such hazards as untrained personnel and chemical washdown. The PIREG-545 is panel mounted for easy access and visibility.

AD INDEX

COMPANY

PAGE #

AirTAC USA Corporaton Eam-Mosca Corporation Eriez Magnetics Galco Industrial Electronics

C-2, 1 35 7 C-3

COMPANY

PAGE #

PACK EXPO East 2022

16

PACK EXPO International 2022

36

PMMI Business Intelligence

50

PMMI Custom Research

42

Kollmorgen

15

PMMI Podcast

40

Lubriplate Lubricants

12

PMMI ProSource

29

mk North America, Inc

23

SEW Eurodrive, Inc.

3

Novanta

5

Slideways, Inc.

39

Novanta

21

Span Tech LLC

C-4

VDG (Van der Graaf)

C-1

Panasonic i-PRO Sensing Solutions Corporation of America PATLITE (U.S.A.) Corporation Pepperl + Fuchs

8 19 6

Wipotec North America

49

Zero Max

11

OEM Magazine (ISSN# 2377-293X) is a trademark application of PMMI, The Association for Packaging and Processing Technologies. OEM Magazine is published four times annually by PMMI with its publishing office, PMMI Media Group, located at 401 N. Michigan Ave., Suite 300, Chicago, IL 60611; 312.222.1010; Fax: 312.222.1310. Periodicals postage paid at Chicago, IL, and additional mailing offices. Copyright 2021 by PMMI. All rights reserved. Materials in this publication must not be reproduced in any form without written permission of the publisher.

Applications for a free subscription may be made online at www.oemmagazine.org/subscribe. Paid subscription rates per year are $80 in the U.S., $125 Canada and Mexico by surface mail; $200 Europe, $400 Far East and Australia by air mail. Single copy price in U.S. is $20. To subscribe or manage your subscription to OEM Magazine, visit www.oemmagazine.org/subscribe.

Free digital edition available to qualified individuals outside the United States. POSTMASTER; Send address changes to OEM Magazine, 401 N. Michigan Ave., Suite 300, Chicago, IL 606113789. PRINTED IN USA by Quad Graphics. The opinions expressed in articles are those of the authors and not necessarily those of PMMI. Comments, questions and letters to the editor are welcome and can be sent to: support@oemmagazine.org. Mailing List: We make a portion of our mailing list available to reputable firms. If you would prefer that we don’t include your name, please write us at the Chicago, IL address. Volume 4, Number 4.

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FINAL THOUGHTS

JIM PITTAS PRESIDENT & CEO, PMMI

Setting the Pace in 2021 With An Eye Toward 2022 The packaging and processing industry faced new operational challenges, increased workforce shortages, and unprecedented demands for products and services in the past year, and our members responded with more innovations and solutions than ever to keep the packaging and processing industry moving forward. I’m proud to say PMMI was right alongside, supporting you as needs changed and the industry continued to deal with operational challenges, supply chain disruptions and more.

As someone who earned my stripes in trade shows, the highlight for me was PACK EXPO Las Vegas and Healthcare Packaging EXPO. The industry showed up in force, making it the largest trade show in the U.S. in 2021 and the second largest tradeshow since March of 2020, with over 23,000 attendees and more than 1,500 exhibitors. As with all events in the PACK EXPO portfolio of trade shows, attendees ranked among the most important for securing future business, with 42% identifying as CEO or senior management and 74% holding significant or final purchasing power.

And in June, we reunited the Latin America market with Enlace EXPO PACK, bringing together more than 120 exhibitors, including 22 PMMI members, and more than 7,500 attendees for the only comprehensive online event for packaging and processing in Latin America.

As members, we hope you recognize that PMMI is much more than just trade shows, though. Our PMMI Annual Meeting returned in person in November, with Detroit hosting more than 300 members from 146 member companies, including nearly 90 first-timers. The three-day event was the second largest annual meeting in our history. It included business sessions on navigating a COVID-influenced world, breakout sessions on workforce, cybersecurity, and digital marketing, an in-depth tour of the world-renowned Ford River Rouge Plant, and multiple networking opportunities to reconnect old business and create new partnerships. Our Board of Directors welcomed 36 new members during the meeting, bringing our member rolls to 970.

Other highlights in 2021 included: • The launch of PMMI ProSource, a one-of-a-kind searchable database designed to connect the buyers of machinery with suppliers and make it easy for customers to find our members.

• Our PMMI Business Intelligence released 16 reports

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and white papers and conducted 11 quickie surveys.

The industry downloaded these reports more than 10,000 times.

• Building on the success of the OpX Leadership Network, PMMI introduced MAX, a brand-new forum for providing free best practice solutions to help members improve businesses.

• PMMI U continued to raise awareness of the industry and provide opportunities, events, and training for the workforce. After a year without them, our staff contributed to six manufacturing summer camps in 2021.

• PMMI members utilized the Skills Fund to invest in current employees and build the future workforce.

With $125,000 allotted for members’ multi-training employee corporate training initiatives and over $250,000 allocated to support the future workforce’s educational programs in North America. The future of the packaging and processing workforce was also supported with $124,000 in scholarships via the PMMI Foundation.

• The UnPACKed with PMMI podcast continued to showcase the latest packaging and processing news, insights and technologies, with 21 episodes this year and 20,000 downloads to date.

• In addition to its best-in-class publications, PMMI Media Group remained on the cutting-edge of technology advancements, offering 3D Machine Tours that put customers in front of your machinery and in your facility. PMG’s Permission Builder refined who can access your digital content, blocking competitors and granting only validated end users access.

As we head into 2022, we are ready to keep the momentum going, heading to Philadelphia for PACK EXPO East 2022 (March 21-23, Pennsylvania Convention Center). Expectations are high after our record-breaking 2019 show, and we project 400 exhibitors showcasing solutions over 100,000 net square feet of exhibit space, with 7,000 attendees from 40+ vertical markets. June will mark our return to Mexico City for EXPO PACK México 2022 (June 14-17, Expo Santa Fe). Next fall’s highlight will once again be PACK EXPO International 2022 (Oct. 23-26, McCormick Place, Chicago). And we are planning for a full calendar of in-person meetings and events.

We look forward to seeing you in 2022.

Jim Pittas is the President & CEO of PMMI. He may be reached at jpittas@pmmi.org or at linkedin.com/in/jim-pittas-162ab79/.

11/30/21 3:18 PM

REPAIR PARTS

LEVEL, PRESSURE & FLOW

ELECTRICAL

MILLIONS OF PRODUCTS. THOUSANDS OF APPLICATIONS. ONE SOURCE.

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EZGUIDE

™

ADJUSTABLE GUIDE RAIL The most notable feature of the EZGUIDE™ system is it does not have any protruding brackets or shafts which could be a major safety hazard. The EZGUIDE™ system does not have any mechanical components which protrude from the sides of the conveyor during adjustment. All the mechanics are done without the need to protrude past the conveyor, keeping everything safe for those walking close by.

Another feature of EZGUIDE™ is it is designed to remain adjustable through curves. That is, the radius of the guides can change as the guide width is increased/decreased in the curve. While there are many traditional guide rail systems which can be made to adjust their width in straight sections, there are very few that can truly be adjustable through a curved portion of conveyor. The reason is because changing the radius of a section is difficult – the guides must bend, and the length of the guide has to increase/ decrease as the radius is changed. The EZGUIDE™ system handles both of those problems with its unique design.

SEE EZGUIDE IN ACTION

WWW.SPANTECHCONVEYORS.COM | 270.651.9166

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