Board Converting News, March 9, 2026

March 9, 2026

VOL. 42, NO.10

BoardConverting Serving the North American Corrugated and Folding Carton Industries Since 1985

Sales Predictions For 2026: Adaptation Is Non-Negotiable BY TROY HARRISON We are well into a new year, and if you’re a salesperson or sales man- ager reading this, I have good news and bad news. The bad news? The rapid changes reshaping our profession aren’t slowing down. They’re accelerating.

IP To Close Washington Containerboard Facility

Memphis, Tennessee based International Pa- per recently filed a worker adjustment and retraining notification (WARN) in the state of Washington revealing plans to close its Yaki- ma Box container facility in Union Gap. The facility is scheduled to permanent- ly cease operations by April, eliminating 102 jobs. “The Yakima facility, and all of its team members, have been a valuable part of In- ternational Paper Company for a number of years, and we regret the news we must share today,” Katie Donelan, a human resources business partner, says in the WARN filing. The Union Gap site provided packaging and recycling products and services and, ac- cording to Yakima County records, the 10.5- acre property has been the site of a light in- dustrial building since the mid-1960s. International Paper has four remaining sites in Washington, including two packaging facilities and a recycling facility. In November 2025, IP announced plans to close packaging facilities in Compton, Califor- nia, and Louisville, Kentucky. The sites were expected to cease operations by January, im-

The good news? If you’re willing to adapt, you’re going to have a massive competitive advantage over the salespeople who are still pre- tending it’s 2015. Here are my predictions for what’s going to separate winners from losers in sales this year. Adding Value Will No Longer Be Optional It’s not enough anymore to just ask questions, make presentations, and sell product. Customers can do all of that without you – and they know it. The vital skill for 2026 will be your ability to become an exper- tise provider for your customers. Here’s the question you need to ask yourself after every sales call: When you ended that call, how was the customer better? Did you provide expertise that helped them, even if they don’t buy from you? Customers can buy things without ever talking to a salesperson. They can research products online, compare prices, read reviews, and click “purchase” – all without your intervention. You need to give them a reason to do otherwise. And it’s not your ability to talk football for 30 minutes. That reason is the expertise, perspective, and insights you bring that they can’t get from a Google search. CONTINUED ON PAGE 22

CONTINUED ON PAGE 3

WHAT’S INSIDE

6 x x 8 x x 12 x x 26 x x 4 John Bacot Of MHIA To Retire 8 Fiercely Independent: PPC Visits Sonderen Packaging 16 AICC To Host Sales Forum Ahead Of Spring Meeting 18 AES Delivers Scrap, Dust Collection Upgrade At TAVO

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AVERAGE CONTAINERBOARD PRICES The average prices reported are tabulated from prices PAID by various sources throughout the United States the week previous to issue. Prices in some areas of the country may be higher or lower than the tabulated average. The prices tabulated here are intended only for purposes of reference. They do not connote any commitment to sell any material at the indicated average. Transactions may be completed at any time at a price agreed upon by seller and purchaser. REGION 42# Kraft liner 26# Semi-Chem. Medium $ 900.00-925. 00 $ 825. 00 -$850.00 U.S. Average CANADIAN LINERBOARD & MEDIUM The average prices reported are tabulated from prices PAID by various sources throughout Canada. Prices may be higher or lower in various areas of the country. The prices tabulated here are intended only for purposes of reference. They do not connote any commitment to sell any material at the indicated average. Transactions may be completed at any time at a price agreed upon by seller and purchaser. Prices are Canadian $ and per metric ton. 42# Kraft Liner 26# Semi-Chem Medium East $970.00 $960.00 West $1,015.00 $995.00 REGION

Industry Articles ( May be hiding in plain view )

If spotted in your organization, approach with extreme excitement and report to BCN immediately!

IP To Close Plant (CONT’D FROM PAGE 1)

Share the story of your company’s success with an ARTICLE in Board Converting News. The corrugated and folding carton industries are waiting! Brand Owners, Converters & Decision-Makers READ BCN Don’t keep it a secret! Articles generate leads for converters and suppliers!

pacting 125 employees in Compton and 93 in Louisville. The November announcement followed a string of an- nouncements throughout last year that saw International Paper attempt to streamline its operations as it integrated with London-based packaging company DS Smith, which it acquired in early 2025. The moves included the closure or sale of four con- tainerboard mills in North America (three in the United States and one in Mexico), four recycling facilities (two in the United States and two in Mexico) and three packaging facilities.

Len Prazych at 518-366-9017 lprazych@nvpublications.com

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John Bacot Of MHIA To Retire There are people in the corrugated industry who witness its evolution. And then there are those who have lived it and helped interpret it. John Bacot is both. As he prepares

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to retire at the end of March, after nearly a decade with Mitsubishi Heavy Industries America (MHIA) Corrugating Machinery Division (CMD) and a career that touched nearly every corner of the industry, his legacy is less about any single machine or title and more about how he approached the work.

John Bacot

Over time, Bacot gravitated toward work that blended systems thinking with human connection, from running a homemade snowball stand built by his engineer father to studying computer science and eventually joining IBM. It was at IBM, in the early 1980s, that he was first introduced to the corrugated industry, working directly with box plants and paper mills to help install one of the industry’s first integrated accounting and pricing systems. The same focus on systems, data, and economics lat- er extended beyond the industry itself. For more than 20 years, Bacot taught finance at Johns Hopkins University, an experience he considers one of the most meaningful chapters of his career. The connection was also personal:

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SIMPLE DESIGN, SOPHISTICATED TECHNOLOGY & EASE OF MAINTENANCE Engineered Recycling Systems takes decades of engineering experience and integration expertise to provide turnkey solutions. We design, service and install world-class recycling trim removal and dust control systems. By providing our customers with equipment and system designs that deliver unprecedented levels of quality and craftsmanship, our solutions increase efficiency and cut labor costs.

STATE-OF-THE-ART, HIGHLY-ADVANCED DUST COLLECTION SYSTEM Safety-Driven Design

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The value of quick change.

Today’s short-order fast turn-around markets require the agility to quickly respond to your customers’ ever changing needs. We believe our customers deserve the same. Just ask an owner!

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John Bacot (CONT’D FROM PAGE 4)

a die cutter stop mid-conversation. Grossbard told him to pause. After about a minute of silence, the machine start- ed again. “Every thump you didn’t hear,” Grossbard told him, “we lost five cents.” The insight wasn’t about speed alone. It was about the cost of lost opportunity. That understanding of indepen- dent operations would later shape Bacot’s leadership at the Association of Independent Corrugated Converters (AICC), where he served as Vice President of Operations beginning in 2007. Working directly with independent con- verters across the country, Bacot focused on the practical realities of plant economics, sales strategy, and long-term planning—helping operators connect investment deci- sions to day-to-day performance. Bacot credits much of his professional growth during this period to mentors who helped shape his thinking and approach. Among them was Steve Young, with whom Ba-

both his father and maternal grandfather were graduates of Johns Hopkins. Back inside plants like PCA Liverpool, Southern Con- tainer, and what is now Smurfit WestRock, Bacot began to understand corrugated as a business. It wasn’t just about machines and materials, but decisions made minute by minute on the plant floor. He learned how downtime trans- lated directly to dollars, long before “OEE” became com- mon language. That understanding crystallized years later in a moment Bacot still recounts vividly. While working with Ward Ma- chinery in the late 1990s, he was interviewing indepen- dent box plant owners to better understand their opera- tions. Sitting across from Marvin Grossbard, Bacot heard

cot shared countless conversations about leadership, integrity, and responsibility in a close-knit industry. That background made Bacot a natural fit when MHIA began looking to expand its presence in the independent market, partic- ularly in the Northeast. The company need- ed someone who understood not just the technology, but the mindset of independent owners. Paul Aliprando recognized that fit and recruited Bacot to MHIA in 2016. Alipran- do understood that selling EVOLs into the independent market required more than product knowledge—it required credibility with owners who lived and breathed their operations. Bacot’s experience at Ward and HyCorr, his time with Sonoco, and his lead- ership at AICC all aligned directly with that mission. At MHIA, Bacot helped secure early in- dependent EVOL installations, including the landmark Rand Whitney project that opened doors across the region. From there, interest spread. “That’s why Paul hired me,” Bacot said. “He knew I understood that market.” As he steps into retirement on March 31, just two days after his 10-year anniver- sary with MHIA, Bacot is looking forward to something simple: “freedom from obli- gation. Unless it’s tee time,” he joked. His license plate reads “GOLF NUT,” and he in- tends to live up to it. Bacot’s guidance to the next generation is straightforward: ask better questions, un- derstand the full picture, and think beyond today’s needs. “My goal has always been simple: make the future happen,” Bacot said. “When decisions are made with that perspective, progress follows.”

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Turn Trim Waste into Revenue One Size Never Fits All G.F. Puhl Designs Scrap Systems to Meet YOUR Needs

Our customers have various needs for scrap and dust collection systems based on several factors including building layout, available space for the equipment, distance conveyed, local codes for noise and height as well as air permitting and available operating and maintenance staff. Change the game with a custom-designed system by G.F. Puhl. It can make all the difference. When it comes to trim collection systems, there’s virtually no problem we haven’t solved.

Problem: No room for a scrap system inside the building. Solution: If your building footprint won’t support additional trim waste equipment, go outdoors. Exterior systems like an above-roof or ground-level concentrator will boost your capacity. Problem: No way to monitor the system unless you’re on site. Solution: G.F. Puhl leads the pack with proprietary technology that makes it possible to monitor the system from wherever you are. Request PLC touch screen controls with real-time pressure balancing and real-time remote via your smart phone or computer. G.F. Puhl’s expert engineering team has more than 50 years of combined experience designing, fabricating installing, and commissioning trim and dust collection systems of every kind, including outdoor systems with dual compactors, above roof systems with single or multiple cyclones and balers and below roof screen separator systems. If you’re looking for a vendor that can help you solve the scrap collection puzzle once and for all, contact G.F. Puhl today. 615.230.9500 or sales@gfpuhl.com

Problem: No space for a baler room. No budget for baler room staff. Solution: Try outdoor auger compactors requiring minimal operator interaction. Auger compactors achieve higher compaction than conventional ram compactors with less maintenance and no hydraulic fluid. Dual compactor systems allow continuous running while the waste hauler is changing out the container. Problem: No budget for a new system. Solution: Request a custom system with remanufactured equipment. G.F. Puhl sells remanufactured balers, blowers, separators, filters, and more. The savings can be significant and the warranty adds peace of mind. Problem: Your existing system doesn’t meet codes and the inspector has notified you of a problem with the existing system. Solution: G.F. Puhl’s NFPA trained engineering team designs NFPA and OSHA compliant systems that are as safe as they are durable. Problem: Dust is out of control. Solution: G.F. Puhl systems are designed to minimize the hazards created by ambient dust. Dust briquetters, certified explosion isolation valves, flame front diverters, and other safety features maximize safety.

Balers • Shredders • Trim Collection Systems • Dust Collection Systems • Cyclones • Trim Separators Spiral Duct • Used Equipment • Filters • Briquetters

PPC Team Visits ‘Fiercely Independent’ Sonderen Packaging BY EMILY LEONCYZK Walking into Sonderen Packaging, you quickly sense that legacy runs deeper than the walls. It shows up in the way the plant and its people operate. My recent visit to PPC Member Sonderen Packaging in Spokane, Washington was exactly that. Founded in 1963, Sonderen began with eight employees working out of a 2,000-square-foot basement shop. Today, the company has grown to more than 125 employees operating in a 130,000-square-foot facility. That kind of growth is intentional and happens through grit, vision, reinvestment, resilience, and an unwaver- ing commitment to people.

• Only standard hand tools are required for all maintenance • Direct drive with no chains or sprockets • No tools for media change required » just zip it up » media change out in minutes • Filter is accessible for visual inspection during operation, Significant Advantages Over Conventional Dust Filtration Technology

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In 1998, a massive fire nearly destroyed the entire operation. It could have been the end. Instead, it became a defining chapter. With the help of a dedicated workforce, loyal customers, trusted suppliers, and even a few friendly competitors, Sonderen rebuilt quickly. Remarkably, they retained 100 percent of their customers and did not lay off a single em- ployee. That tells you everything you need to know about this company’s character and the strength of the relationships it has built over decades At the helm today are third-generation siblings Matt and Keva Son- deren. They walked me through every phase of their operation. From production to finishing, from design to shipping, the operation was in motion. Sonderen serves a diverse mix of markets. “If it is made out of paperboard, we can design and manufacture it,” they say. The confi- dence behind that statement comes from decades of investment, crafts- manship and strategic growth. Matt joined the company in 1998, starting on the production floor and learning the business from the ground up. Today, as a third-genera- tion co-owner, he focuses on operations and long-term investment. He showed me the location where their next major capability, hot foil stamp- ing, will soon be installed. As he put it, “We’re here to stay competitive and solve our customers’ needs.” That mindset is evident throughout the facility. Equipment investments are strategic. Layout decisions are inten- tional. The future is always in view. CONTINUED ON PAGE 10 From left, Ben Markens, Former President, PPC; Mark Sonderen, past Owner and Chairman of the Board, Sonderen Packaging; Keva Sonderen, Co-Owner, Sonderen Packaging; Matt Sonderen, Co-Owner, Sonderen Packaging; and Emily Leoncyzk, President, PPC.

- low pressure loss due to constant deep cleaning of the filter media in minutes - long service life

• No pressure fluctuations within the system • No compressed air required to clean the filter media

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CCM ® OCT Filter STATE-OF-THE-ART, HIGHLY ADVANCED DUST COLLECTION SYSTEM

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Sonderen Packaging (CONT’D FROM PAGE 8)

Our conversation about industry trends was candid and thoughtful. We discussed pre- and post-COVID shifts, evolving consumer expectations, supply chain recalibra- tions, and the ongoing demand for speed, customization, and sustainability. The paperboard packaging industry has evolved rapidly in recent years, and Sonderen has evolved with it, not by chasing every trend, but by staying close to customers and grounded in operational excellence. Keva brings that same intentionality to culture and brand. In addition to serving as a third-generation co-own- er, she leads marketing and champions a deeply fam- ily-oriented culture. She shared a 2025 achievements poster that highlights the power of putting people first. Their culture initiatives are practical and visible and are reflected in how team members interact, the pride they take in their work, and the way leadership speaks about their workforce. In a rare and meaningful moment, Mark Sonderen, a retired second-generation past owner and Chairman of the Board, walked the floor with us. Hearing him reflect on the growth, the rebuild, and the resolve it required added depth to everything I was seeing. He was asking thought- ful questions, offering perspective, and doing what great leaders do at that stage of their careers: providing steady guidance while empowering the next generation to lead. A banner hanging proudly in the facility honors their

60-year legacy. It serves as a powerful reminder that suc- cess is built over time and across generations through steady growth and unexpected adversity. Their focus is clear: invest in technology, invest in peo- ple, stay competitive, exceed customer expectations, and advance sustainability, all while loving what they do. That is how they remain fiercely independent. Sonderen Packaging embodies what is possible when family leadership, operational excellence, and people-first values come together. Thank you to the Sonderen family for welcoming me so warmly. Our industry is stronger be- cause of leaders like you who are committed to reinvest- ment, resilience, and ready for whatever comes next. That is the power of fiercely independent leadership.

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FOLDING SECTION UPGRADES THAT MOVE THE INDUSTRY FORWARD

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Apex Announces Global Launch Of New Protective Anilox Sleeves Donora, Pennsylvania based Apex International has an- nounced the global launch of Anilox Armor, its new line of premium protective covers engineered to safeguard an- ilox sleeves during storage, transport, and handling. This product will be available worldwide through Apex and its regional partners beginning March 2026.

Precision Anilox & Glue Roll Technology

Anilox sleeves are precision-engineered components that play a critical role in delivering consistent ink and coating transfer across flexographic, coating, and other advanced printing processes. The unique end-ring col- or identification adds significant value by allowing anilox sleeves to be quickly and accurately identified, handled, and stored, ensuring seamless recognition across all op- erators and shifts. In addition, effective protection is vital. Damage sus- tained during storage or handling can compromise the en- graved surface and lead to print defects, downtime, and higher operating costs. Anilox Armor covers are specifi- cally designed to address these risks, safeguarding your anilox sleeves and extending the lifespan of anilox assets. Nick Harvey, Technical Director at Apex International says, “We listened to what pressrooms say causes the most costly damage, and we engineered a solution that protects these critical components from impact, abrasion, and environmental stress.” Anilox Armor protective covers combine impact-resis- tant composite materials with a precision-fit, air-cushioned interior that absorbs shock and prevents contact damage to critical engraved surfaces. The covers are engineered specifically for Apex sleeves and rolls, ensuring a secure, non-slip fit that resists inks, solvents, and cleaning agents “In many facilities, damage happens during routine movement and storage,” added Nick. “Anilox Armor helps address that risk proactively, so presses stay running, and high-quality print standards are maintained.” Anilox Armor is stocked in standard sizes to fit com- monly used sleeve and roll diameters, with custom sizes available upon request to match specific applications.

apexinternational.com

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BLINK...

AND YOU MIGHT MISS IT.

The Encore HGL RDC 1628/1632 is designed for speed, lightning-fast production, and setup that keep you miles ahead. With up to 200 sheets per minute and seamless set-up-while-run capabilities, this machine is built to maximize your efficiency without missing a beat. From high-quality prints to quick-change die-cutting, every aspect of the Encore HGL RDC 1628/1632 is engineered to deliver speed without sacrificing quality. Don’t just keep up with demand. Outpace it.

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CompanyBox Installs BOBST Flat-Bed Die-Cutter, Strengthens Capabilities Charlotte, North Carolina based CompanyBox is expand- ing its production capabilities with the installation of a new BOBST EXPERTCUT 1.6 PR flat-bed die-cutter and inline bundle breaker, a strategic addition that enhances effi- ciency, accuracy, and throughput across its operation.

The Perfect Combo Get Peak Performance From Your Equipment with Matched Component Sets

The BOBST EXPERTCUT integrates with two upgrad- ed HP C500 digital presses, delivering exceptionally ac- curate print-to-cut registration, reduced waste, and faster changeovers. When paired with CompanyBox’s new Ko- bus 3-color rotary, the upgrade significantly expands the specialty sheet plant’s capabilities, allowing the team to support customers with more specialized structural, print- ing, and high-volume requirements. “This installation represents a major leap forward for supporting our specialty sheet plant,” said Kyle DeJesus, President of CompanyBox. “Marrying the EXPERTCUT with our Kolbus rotary and C500 presses expands our ca- pabilities and strengthens our ability to serve customers with specialized needs. The entire CompanyBox team is extremely happy about this installation and what it means for our future.” The investment aligns with CompanyBox’s ongoing growth across e-commerce packaging, retail displays, in- dustrial packaging, subscription boxes, and fulfillment ser- vices. The expanded equipment platform enables faster lead times, greater flexibility, and a stronger ability to de- liver innovative, high-quality solutions. John McQueary, Area Sales Manager at BOBST, add- ed: “We’re delighted to support CompanyBox’s growth with the EXPERTCUT 1.6 PR installation. This equipment represents the latest in precision die-cutting technology, and when integrated with digital printing capabilities, it un- locks new possibilities for specialty packaging production. CompanyBox’s investment demonstrates its commitment to delivering exceptional quality and service to customers, and we look forward to seeing how they leverage this en- hanced capability.” With this installation, CompanyBox continues to solidify itself as a national leader in digitally printed and specialty corrugated packaging. The CompanyBox team, from left: Kyle DeJesus, President; Pat O’hara, Converting/Finishing Manager; Will Dailey, Bobst Op- erator; Justin Simpson, Bobst Operator; and Sabrina Gooden, VP of Operations.

Nothing’s more rewarding than a couple made for each other.

That’s why the engineers at ARC International have focused their skills and talents on crafting perfect matches between the components that must work in tandem on your flexo folder gluers and die-cutters: • Anilox Rollers and Ink Chambers • Anilox and Wiper Rollers • Feed and Pull Rollers • Glue and Meter Rollers You can achieve the press speeds and print quality you need to fill your most demanding orders by pairing your team with The ARChitects of Flexo . Contact ARC today to learn how these engineered matches of flexo folder gluer and die-cutter components (new or reconditioned) can help you achieve a more perfect union of production and profits.

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Your source for complete corrugators

Customized corrugators to meet your plant’s production goal

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AICC To Host In-Person Sales Forum Ahead Of Spring Meeting In Carlsbad AICC will host its Sales Forum on Sunday, April 12, from 1:00 to 5:00 p.m. at the Omni La Costa Resort in Carlsbad,

principles, can be applied directly to sales. Whether or not a company is ISO 9001 certified, attendees will learn how to build a structured, repeatable sales process that improves forecasting, strengthens pipeline visibility, and drives more consistent results. Participants will walk away with practical tools to iden- tify and correct gaps in their current approach, establish meaningful KPIs, and create a scalable system that helps their team win more opportunities. Register at aiccbox.org . AICC Spring Meeting Offers Optional Activities, Excursions For Attendees Attendees of the upcoming AICC Spring Meeting in Carls- bad and their families will also have several optional ac-

California. This focused, half-day session–held the day before the AICC Spring Meeting begins–is de- signed for sales leaders and teams who want to bring greater disci- pline, consistency, and predictabil- ity to their sales process, much like the systems that drive their manu- facturing operations.

Led by Todd Zielinski, CEO of Athena SWC, the inter- active forum will explore how quality management system Todd Zielinski

tivities to enjoy the beauty and culture of Southern California, with both onsite and offsite experiences available throughout the week, including: • Pickleball Tournament (Onsite at Omni La Costa): Participants will begin this two-hour program with coaching from pickleball pro- fessionals before moving into a round-rob- in tournament format that allows players to compete with and against different partners. • San Diego Safari Park Excursion: This guided adventure includes transportation to the world-renowned San Diego Safari Park, where participants will ride through expan- sive savanna habitats on a private open-air safari truck led by an expert guide. • Bernardo Winery Tour, Tasting & Lunch: The historic Bernardo Winery is one of Cal- ifornia’s oldest continuously operating win- eries. The excursion includes a winery tour, tasting, and lunch while learning about the winery’s long family-owned tradition. • Shopping Shuttle to Carlsbad Village: Complimentary transportation will run be- tween the Omni La Costa Resort and Carls- bad Village, a coastal district known for its beaches, restaurants, boutiques, and local shops. • Kids in Corrugated: Children aged 5-10 can participate in a hands-on corrugated project followed by outdoor activities led by the Omni’s Little Sprouts Kids Camp. • Spouse & Guest Social: Reserved fam- ily pool cabanas will be available by the resort’s family pool, with light snacks and non-alcoholic beverages available in a ca- sual, relaxed setting. Space is limited for some events. To see rates and register for excursions and activi- ties, visit aiccbox.org .

DESIGNS THAT INCREASE PRODUCTION

ASDI offers: • 40 years of experience with separators, cyclones, conveyors and more • Sequential, Zero-Defect and various types of Scrap Systems • Each system is guaranteed to meet customer specifications • T urnkey Systems-handling all grades of paper and paperboard • In ground and overhead return conveyor systems direct to balers • Replace your undersized or aging cyclone over a two or three-day weekend • Representing a complete line of shredders, wet scrubbers and filters • NF PA compliant systems, ISN Network

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Easyfold

Waterscoring sets new standards in corrugated production

Elimination of fishtailing

No fold cracking

Precise application

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AES Delivers Scrap, Dust Collection Upgrade At TAVO Packaging When folding carton manufacturers invest in faster con- verting equipment and increased production capacity, scrap and dust-handling systems are often pushed be- yond their original design limits. If those systems are not addressed proactively, they can quickly become a bottle- neck that limits throughput, affects plant conditions, and drives up operating costs. That was the situation facing TAVO Packaging, a cus- tom folding carton manufacturer located in Fairless Hills, Pennsylvania. Serving large-volume customers across food service, refrigerated and frozen foods, bakery prod- ucts, and quick-serve restaurant markets, TAVO is known for consistent quality, responsiveness, and reliability.

As part of a facility-wide expansion, TAVO needed to ensure its infrastructure could support higher production volumes without compromising efficiency, safety, or long- term scalability. Central to that effort was a comprehensive upgrade to the facility’s scrap and dust collection system. Challenges Of An Outdated Scrap System As new high-speed converting equipment was added to the manufacturing floor, TAVO’s existing scrap system began to show its limits. Several key challenges were identified: • Outdated rooftop cyclones created an unattractive ex- terior appearance and no longer aligned with the facil- ity’s modernization efforts • An undersized scrap collection system restricted bal- ing flexibility, limiting production to only two grades of scrap paper bales • Cyclones exhausting to atmosphere generated a nega- tive air pressure environment inside the plant, resulting in energy inefficiencies and lost conditioned air • A centrally located baling room increased internal scrap travel distances, adding unnecessary material handling steps and reducing overall efficiency While TAVO’s operation continued to perform, it was clear that the scrap and dust collection system needed to evolve with the rest of the facility to support future growth. The AirShark™ separators played a critical role by increasing conveyance volume and efficiency while improving both interi- or plant conditions and exterior facility aesthetics.

Suppliers Leverage Our Reach!

Board Converting News is read by more independent AND integrated decision-makers than any other industry publication. Advertise in BCN in print and/or online to leverage our expansive reach!

Len Prazych at 518-366-9017 lprazych@nvpublications.com

CONTINUED ON PAGE 20

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AES Delivers (CONT’D FROM PAGE 18)

speed die cutters on the manufacturing floor. The integrated system now supports: • Higher scrap volumes without restricting production • Cleaner, safer plant conditions • Improved energy efficiency through the elimination of negative pressure • Reduced material handling and simplified scrap flow • A more modern exterior appearance aligned with facil- ity upgrades Just as important, the system was engineered with scalability in mind, allowing TAVO to continue growing without outgrowing its scrap infrastructure. Beyond Scrap Handling The project’s impact went beyond scrap collection alone. By addressing scrap and dust handling as part of a broader facility expansion, TAVO improved overall oper- ational efficiency while positioning the plant for long-term success. The results included: • Increased product throughput • Improved plant cleanliness and safety • Reduced energy inefficiencies • Streamlined bale handling and logistics • A future-ready scrap system designed to support con- tinued growth AES creates solutions for productivity, safety, and profit- ability across the entire operation, designing systems that align with current demands and future expansion plans.

A Strategic Approach To Scrap And Dust Handling AES partnered with TAVO to design and install a cus- tom-engineered scrap and dust handling system aligned with the company’s expansion goals and day-to-day oper- ating realities. Rather than simply replacing individual components, AES took a system-level approach, focusing on material flow, equipment placement, and long-term performance. Key elements of the solution included: • Relocating the scrap system adjacent to the loading docks, significantly reducing internal scrap movement and improving overall material flow • Installing a new dust collector to eliminate negative pressure issues, improve plant cleanliness, and reduce energy loss • Constructing a new baling room near the docks, streamlining bale handling, staging, and transport for storage and shipment • Integrating AES AirShark™ rotary separators beneath the roof, delivering high air-handling capacity in a com- pact footprint while eliminating the need for large, un- sightly rooftop cyclones Higher Throughput Without Compromising Efficiency With the upgraded system in place, TAVO gained a scrap and dust-handling solution designed to keep pace with increased production demands driven by new high-

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Sales Predictions (CONT’D FROM PAGE 1)

If you’re not making your customers smarter and better informed through your interactions, you’re not adding val- ue. And if you’re not adding value, you’re irrelevant. AI Is Changing How Customers Research You While skepticism about AI-generated content will con- tinue to increase – and rightfully so – the use of AI for re- search is exploding. More and more customers are using tools like Claude and Perplexity (my favorite AI tools, FYI) to research you, your company, and your products before they ever talk to you. They’re finding sources, reading re- views, and gathering information faster and more compre- hensively than ever before.

Here’s what that means for you: Salespeople should regularly research themselves, their companies, and their products to see what AI is saying about them. Go into Claude or Perplexity right now and ask what it knows about your company. Ask about your products. Ask about common complaints or issues. See what comes up. Be- cause I guarantee your prospects are doing exactly that before they agree to meet. Customer Expectations About Pre-Call Prep Once upon a time, salespeople could walk into a call fat, dumb, and happy, knowing almost nothing about the customer and still succeed. You could ask incredibly ba- sic questions like “What do you do here?” and customers would patiently explain their business to you. Those days are over. Research is too easy now. Information is too ac- cessible. Customers expect you to have done your home- work before you waste their time. This doesn’t mean you stop asking questions – Inves- tigation is still where 80 percent of the sale is won or lost. But here’s the shift: Use research for the basics and con- firm, then shift into “asking to learn” mode for the specifics. Instead of asking, “What are the biggest trends you see in your industry?” try this: “I did some research, and here are the trends I found in your industry. How close did I get, and how are those affecting you specifically?” This approach demonstrates both knowledge and curiosity. It shows you cared enough to do research, and you’re smart enough to know that research only gets you so far – you still need their specific insights.

Quality Leads = New Customers

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CONTINUED ON PAGE 24

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Sales Predictions (CONT’D FROM PAGE 22)

for authenticity is so important now that a voicemail from a real human being launches a relationship. And I advocate giving multiple points of contact in that voicemail, includ- ing “look me up on LinkedIn.” When prospects hear your voice, you become real. When they look you up on Linke- dIn and see you’re actively sharing valuable content and engaging professionally, you become credible. Smart salespeople will stay on top of these evolving trends and read and react to what their customers are do- ing. I fully expect that the prospecting I’m teaching at the end of 2026 might be tweaked or modified from what I’m teaching now – it’s evolving that fast. Generic Email Prospecting Will Finally Die (We Hope) I’ve been predicting the death of cold email for years, and 2026 might finally be the year it happens – at least for the smart salespeople. Spam filters are getting better. AI detection is getting smarter. And most importantly, pros- pects are getting more ruthless about ignoring anything that looks like mass outreach. If you’re still sending ge- neric email blasts hoping for a response, you’re not pros- pecting – you’re just annoying people and damaging your brand reputation. Video Communication Will Become Table Stakes Video isn’t new, but its importance in sales communi- cation will increase dramatically in 2026. Whether it’s per- sonalized video messages to prospects, video proposals, or simply being comfortable and professional on Zoom

Make good use of the customer’s time. Demonstrate that you care enough to prepare. Then use your questions to get specific about their company needs, buyer motiva- tion, and unique situation. LinkedIn’s Role in Prospecting Will Become Critical Prospecting continues to get more challenging, and the role of LinkedIn in filling the sales funnel will increase throughout 2026. Yes, there are still a handful of industries where old-style door knocking works. But for most indus-

tries, modern security concerns and time management have made that obsolete. Decreasing contact ratios are harming the effective- ness of phone prospecting. But here’s the interesting twist: Phone prospecting can be an excellent setup to LinkedIn prospecting, rather than vice versa. The search

CONTINUED ON PAGE 26

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Sales Predictions (CONT’D FROM PAGE 24)

Board Converting NEWS INTERNET DIRECTORY

calls, salespeople who can’t communicate effectively on video are going to struggle. Younger buyers especially ex- pect comfort with video. If you’re still treating video calls like an awkward necessity rather than a normal communi- cation channel, you’re behind. One tip here: Forget the digital backgrounds on Zoom calls. It slows down the streaming and can make you pix- elate or break up. Instead, sit or stand in front of an actual background that makes sense and doesn’t look bad. The Gap Between Adapters And Non-Adapters Will Be- come A Canyon This might be the most important prediction of all. The salespeople who embrace these changes – who invest in learning, who adapt their approaches, who stay current with how buyers are evolving – are going to absolutely crush it in 2026. The salespeople who cling to “tried and true” methods that stopped being true five years ago? They’re going to struggle more every month. This gap has been growing for years, but 2026 is when it becomes undeniable. The winners and losers won’t be separated by talent or personality – they’ll be separated by willingness to adapt. Sales Managers: You Need to Stay Ahead If you’re a sales manager, staying ahead of these trends in order to coach your salespeople effectively is non-nego- tiable. That requires time in the field with your salespeople – two days a week minimum. You can’t coach what you’re not seeing, and you can’t see from behind your desk. Here’s the critical thing: Be very careful before dismiss- ing sales challenges as “excuses.” What might have been an excuse a couple of years ago could be a very real barri- er now. The sales landscape is changing so fast that legit- imate challenges emerge almost monthly. Your salespeople have to be smart and versatile to keep current. You have to be a touch ahead of your salespeo- ple to be effective. That means you’re constantly learning, constantly adapting, and constantly challenging your own assumptions about what works. The Bottom Line 2026 is going to separate the salespeople who are committed to staying relevant from those who are riding the train until the track ends. The changes aren’t slowing down. You can either complain about how much hard- er sales has become, or you can adapt and thrive while your competitors are still wondering what happened. Your choice. But choose quickly – 2026 won’t wait for anyone. Troy Harrison is the Sales Navigator and the author of

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