Roberts, Wallace To Help (CONT’D FROM PAGE 30)
Board Converting NEWS INTERNET DIRECTORY
market is saying that’s what I want, they will adjust to it. Florida State did a study recently where they surveyed a number of buyers and 85 percent of buyers clearly said, ‘I expect a sales person to speak to me and connect the dots between what they sell and how it impacts my bottom line.’ And at that time, only 15 percent of sales people were doing it. So if you really want to be unique and really want to make a difference, learn business acumen.
ADVANTZWARE www.advantzware.com
Advantzware provides a flexible and comprehensive sys- tem to address the business management needs of the in- dependent box business, as well as the ERP requirements of full scale packaging plants and integrated companies. With modules for estimating, scheduling, production, inven- tory and accounting, this scalable system supports packag- ing plants that produce corrugated boxes, folding cartons, point of purchase displays, assembled partitions, paper- board products, foam fabrication, as well as distribution of packaging supplies. Advantzware has been in operation for over 30 years and continually enhances our system to ad- dress the needs of the industry. AIR CONVEYING CORPORATION www.accfi lter.com Air Conveying Corporation has been designing, manufac- turing, and installing state of the art trim removal systems for the Corrugated, Folding Carton and Printing industries for more than 49 years. Contact us today.
What we are going to offer in this training is an intro- duction to it. I have a business acumen virtual course that takes a month. It has a business simulation where you ap- ply what you learn and you actually run a business with other team members. And it’s competitive; one of the groups wins. What you do is you see the impact of cutting your inventory and losing orders. You see the impact on cash flow if you give people longer terms or free freight. Those are the things that drive CEOs nuts. A CEO once said to me, Why can’t my people think like entrepreneurs? And I said, well, they can with training. BCN: Great message, particularly for the AICC. A com- plaint frequently heard in the corrugated/folding carton markets is from people on the plant floor, the manufac- turing side of the business, saying the salespeople make promises that cannot be kept because they do not un- derstand the manufacturing process. Roberts: So, what if, one of the crazy benefits of covid is sales people learn how to be more consultative? They learn how to sell based on value and not just price. They learn how their customers make money and they can speak the same language of their customers, which is in- come, cost and all those are impacted. At the moment, salespeople just don’t know what they don’t know. We need to teach them new skills. When I was doing one training program we showed them what hap- pens when you give a customer a five percent discount; here’s how many more units you are going to have to sell just to be even. That was an epiphany moment for most salespeople. They didn’t mean to do that, but nobody had ever shared that information with them. And the outcome, we hope, is that as consultants, as almost individual entrepreneurs for the markets they cov- er, their decisions are going to be smarter, better for both their customers and their company.
ALBANY INTERNATIONAL www.albint.com
Albany International has a corrugator belt for every appli- cation. Our reputation for durable performance is the trade- mark of the most dependable belts in service today.
AMERICAN CORRUGATED MACHINE www.acm-corp.com
For a wide variety of new and used equipment on today’s market, visit our website. You can e-mail us directly from the site for all your corrugated needs.
AMTECH SOFTWARE www.amtechsoftware.com
Amtech offers the industry’s most innovative and compre- hensive corrugated and packaging ERP, integrated sched- uling software, and engineered automation technology. For over 30 years, Amtech has remained at the backbone of successful businesses from the independent box makers to the largest integrateds. We keep our customers competitive in an ever-changing economy with options such as custom- er digital storefronts and workflows, business intelligence, automated scheduling for corrugators, converting and ship- ping, proactive roll stock and inventory management, and so much more in an integrated, single vendor environment. APEX INTERNATIONAL www.apex-groupofcompanies.com World’s largest Anilox and Glue & Metering roll manufac- turer, providing the widest selection of corrugated engrav- ings and complementary services. Anilox engraving options available from our North American manufacturing facility include elongated 75°, 60°, 45°, plus Apex’s patented GTT technology. Glue rolls are produced with Hardened Stain- less Steel and a max TIR of 10 µ for Single, Double Facers.
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October 26, 2020
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