Board Converting News, June 2, 2025

BoardConverting Serving the North American Corrugated and Folding Carton Industries for 40 years June 2, 2025 VOL. 41, NO. 22

Three Things You Must Know About Selling To Younger Buyers BY TROY HARRISON Salespeople are getting older. Buyers are getting younger. You have a disconnect. In raw terms, the average age of a professional B2B salesperson in the United States is 47.1 years old. Fifteen years ago, that number was 42, so the sales profession is graying. Meanwhile, the average age of a B2B purchasing agent right now is 36 years old. In fact, according to a 2024 survey, Millennials (aged 29 to 44) make up to 73 percent of B2B buying decisions.

PPC Next: Leadership Summit Returns To Frisco, TX Back by popular demand, the Paperboard Packaging Council announced that the PPC Next: Leadership Summit will return for its second annual meeting July 30-August 1. This exclusive, interactive meeting will dig deeper to unite, ignite, and build the most promising leaders in the paperboard packaging industry. The interactive workshops will encourage professionals to build long-lasting careers within their companies. PPC Next fosters community, sharpens management skills, and addresses pressing issues facing profession- als in today’s workforce. The event will deliver engaging discussions, collaborative sessions, and opportunities for deep-rooted connec- tion. Participants will dive into key issues af- fecting our industry while learning tactics and tools for navigating workplace dynamics. Designed for Leaders at Every Level, the 2025 program will include a combination of content and tracks to engage professionals at every stage of their leadership journey. From operators to marketers, salespeople to designers, all attendees will leave with tan- gible skills to make their organization better, equipped to compete in the marketplace, and CONTINUED ON PAGE 3

While an eleven-year age gap doesn’t sound like much, it can be a chasm as wide as the Grand Canyon. Society underwent significant cultural and technological changes between the tail end of Generation X and the leading edge of the Millennial generation, and those chang- es greatly impact what Millennials want and expect from salespeople and from the companies that employ them. Generation Z, which is com- ing behind the Millennials, have the same tendencies — just amplified. In this case, “younger buyers” refer primarily to Millennials and Zs. This doesn’t mean that you have to age-match; Millennials and Zs will certainly engage with, and buy from, more seasoned salespeople. What it does mean is that you have to style-match. In other words, you need to sell the way they want to buy. While this seems intuitive — and it is — it means that some salespeople who were acculturated to different methods of selling and different buyer expectations have to CONTINUED ON PAGE 24

WHAT’S INSIDE

6 x x 8 x x 12 x x 26 x x 10 FBA Board Of Directors Elects 2025-26 Officers 12 PPC Details Spring Folding Carton Boot Camp Takeaways 16 MHIA CMD Announces New President, Sales Leadership 20 A.G. Stacker To Showcase New Equipment At CorrExpo 2025

EVERYTHING CORRUGATED UNDER

Quality. Precision. Efficiency. Adaptability.

Versor Engineering’s Transformative Solutions Now Available in United States and Canada

SUN Automation Group® is now your exclusive North American representative for all Versor machinery, parts, and services, including specialty folder gluers and tape applicators.

300+ INSTALLATIONS ACROSS EUROPE, INCLUDING MULTIPLE MACHINE INSTALLATIONS IN INTEGRATED BOX PLANTS

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Versor’s extensive portfolio includes 3-point and 4-point folder-gluers, all handling complex tasks with ease.

Vario Tape Applicator

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EVERYTHING CORRUGATED UNDER

Machinery and Handling for the Corrugated Board Industry Machinery and Handling for the Corrugated Board Industry

SUN IS THE OFFICIAL REPRESENTATIVE FOR TAIWAN-BASED LATITUDE MACHINERY CORPORATION, ITALY-BASED PARA, ISRAEL-BASED HIGHCON, SPAIN-BASED AL-GAR, USA-BASED EPS AND POLAND-BASED VERSOR.

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accommodations for Tuesday. The venue will be the Omni Frisco Hotel in Frisco, Texas. Rooms will be allocated on a first-come, first-served basis. Reservations will be accept- ed at the discounted group rate until the room block is full or the cutoff date on July 9 (whichever comes first). After that, reservations will be honored based on availability at regular hotel rates.

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

PPC Next (CONT’D FROM PAGE 1)

a strong network of peers for camaraderie, best practice sharing, and friendship. The Leadership Summit will be guided by pro-compet- itive and anti-trust guidelines. It is intended for member companies to nurture tenure within their organizations. For owners/CEOs, this is an opportunity to invest in your people and create a talent pipeline in your compa- nies, and leaders at all levels will have the opportunity to access deeper connections, friendships, and learning. The event officially begins on Wednesday with an eve- ning welcome reception. There are no scheduled activities earlier in the day, so there is no need to arrange travel or

Business casual is the requested attire for committee meetings and general sessions. Jackets/ties are suggest- ed for men and dressy attire for women at Wednesday’s award dinner. Casual for Thursday night. Late July tem- peratures in Dallas are usually high-90°F during the day and around mid-70°F in the evening. For more info and to register, visit paperbox.org .

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June 2, 2025

Smurfit Westrock Closing Two Mills In US, Two In Germany

Play it Safe

Smurfit Westrock recently confirmed it will permanent- ly close its coated recycled board (CRB) mill in St. Paul, Minnesota and will discontinue production at its contain- erboard mill in Forney, Texas. The specialty coating facility at Forney will not be impacted. As a result, the compa- ny’s containerboard and CRB capacity is expected to be reduced by over 500,000 tons. Smurfit Westrock has also initiated consultations with local works councils in Germany with plans to permanently close two converting facilities there. “Approximately 650 employees in the US and Germany will be impacted as a result of these closures,” said the company in a statement. “We recognize the impact this has on our employees and the communities involved. We will provide support to employees during this transition in- cluding career transition assistance and relocation oppor- tunities where possible.” “While closing facilities is never an easy decision, it is based on a realistic expectation of current and future ca- pacity needs, operating costs and an unrelenting focus on improving our business,” said Tony Smurfit, President & Group Chief Executive Officer, Smurfit Westrock. “We are grateful for the contributions made by the teams at these locations over the years.”

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June 2, 2025

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AF&PA Details US Paper Production And Capacity Trends In New Survey The American Forest & Paper Association (AF&PA) re- leased the 65th Paper Industry Annual Capacity and Fiber Consumption Survey. The report provides detailed data on US paper industry capacity and production compiled by the AF&PA statistics team. The industry utilized its assets more effectively with total paper and paperboard operating rate reaching 87.5 percent in 2024, a nearly four percentage point increase from 2023. US paper and paperboard production increased 3.2 percent last year, with increases in all categories, led by strong growth in containerboard. U.S. paper and paper- board capacity declined by 2.0 percent in 2024, to 78.1

million tons. By comparison, the average annual rate of decline since 2015 was 0.9 percent. The industry continues to invest in new machines and machine conversions, particularly in the packaging and tis- sue sectors. Four machines came online in 2023 produc- ing containerboard, one boxboard machine came online this month, and another will start up later this year. One new tissue machine is planned for startup in the second half. However, more capacity has been removed across all sectors resulting from investments in mill system modern- ization and streamlining of businesses for efficiency and competitiveness. US Paper-Based Packaging Capacity Containerboard capacity declined 0.9 percent in 2024. Despite three consecutive declines in 2022 through 2024, containerboard capacity continues to account for more than 50 percent of total US capacity to produce paper and paperboard.

Packaging paper capacity increased 4.6 percent on the heels of a strong 4.8 per- cent growth rate in 2023. For the second year, all the growth came in unbleached packaging papers while bleached packag- ing papers has now declined for six con- secutive years. Meanwhile, boxboard capacity de- clined 3.3 percent in 2024. One bleached boxboard machine came online this month following conversion from printing-writ- ing and a recycled boxboard machine is scheduled to come online in the fourth quarter of this year as part of a new mill. US Printing-Writing and Tissue Capacity Printing-writing capacity fell 6.9 per- cent in 2024, the steepest decline since the pandemic-induced drop of 14.9 per- cent in 2021. After printing-writing capac- ity dropped below 10 million tons for the first time in 2023, the level is now below 9 million tons. Printing-Writing accounted for just 12 percent of total US paper and paperboard capacity in 2024, the same as in 2023. Tissue capacity declined 1.7 percent in 2024. In spite of the three recent consec- utive year-over-year declines, the tissue share of total US paper and paperboard capacity has grown steadily compared to other grades over time, from 7.2 percent to 11.3 percent since the year 2000. AF&PA data represent about 89 percent of US paper and paperboard industry ca- pacity, with estimates completing the data set. The survey is available for purchase at afandpa.org or contact statistics_publica- tions@afandpa.org or call (202) 463-4716 for this report and other industry reports.

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June 2, 2025

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

• Sizes up to 256” – the largest in the world

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• Siemens controls and motors for maximum performance and energy savings

Ready to jumbo size your operation? Contact Haire Group. sales.converting@engico.com | engico.com

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June 2, 2025

Engico Jumbo Flexo Folder Gluer. Built to last. When you need corrugated boxes for automotive and heavy industry, the choice is clear. With one machine for sizes up to 99” x 256”, Engico has redefined the jumbo container market. All Engico machines are equipped with remote access, allowing real-time, remote service from Engico engineers. And, with replacement parts coming from Haire Group’s facility right outside of Chicago, extended downtime is a thing of the past.

• “Direct Drive” technology with independent brushless motors allowing for precise function in gearless mode.

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• 3.600 sheets/hour (up to 6.000 with double feed)

Fibre Box Association Board Announces 2025-26 Officers

UW-Stout Tours Green Bay Packaging Plant

The Fibre Box Association (FBA) announced that its Board of Directors re-elected Tim Bergwall, Senior Vice Presi- dent and Chief Commercial Officer at Greif, as the associ- ation’s 2025-26 chairman during their meeting held May 4 in Naples, Florida. Additional officer elections include first vice chairman Mike Riegsecker, Menasha; second vice chairman Jack Fiterman, Liberty Diversified; immediate past chairman Bryan Hollenbach, Green Bay Packaging Inc.; staff presi- dent Bob McIlvaine; executive vice president Cory Martin; and senior vice president Rachel Kenyon. New or re-elected board members approved by vote of all members include Greg Arvanigian, Arvco Containers; Alan Clark, Hood Container Corporation; Bruce Freder- ick, Georgia Pacific; Lisa Hirsh, Accurate Box; Ray Shirley, Packaging Corporation of America; Dale Sommer, Buck- eye Corrugated, Inc.; Don Sparaco, Smurfit Westrock; and Keith Townsend, International Paper who will each serve a three-year term from 2025-2028. FBA recognized and thanked directors whose terms ended this year, including Charles Malo, Cascades; Kim Nelson, Royal Containers, Ltd.; and Steven Rose, DS Smith NAPP. FBA is grateful for their time and dedication to its Board of Directors.

Green Bay, Wisconsin based Green Bay Packaging an- nounced that its Green Bay Mill Division and flagship box plant, Green Bay Shipping Container, recently hosted over 35 enthusiastic packaging students from the University of Wisconsin-Stout Packaging Program for an exclusive tour of their state-of-the-art paper mill and converting facility.

“This event provided students with the opportunity to connect with GBP alumni from the University of Wiscon- sin-Stout,” the company said on LinkedIn. “These experi- enced professionals shared valuable insights and advice on navigating career paths in the packaging industry, help- ing to empower the next generation of leaders in this dy- namic field.”

www.boardconvertingnews.com

June 2, 2025

Inside PPC’s Folding Carton Boot Camp: Two Days Of Immersive Learning And Expertise BY THE PAPERBOARD PACKAGING COUNCIL On May 20-21, PPC welcomed professionals from across North America to our Spring 2025 Folding Carton Boot Camp — a two-day, hands-on training event designed to unbox the entire folding carton process, from fiber sourcing to final packaging. Held at PPC’s Springfield, MA headquarters, the program brought to- gether new hires, rising leaders, and non-plant personnel eager to build fluency in paperboard packaging. Over the course of two packed days, attendees engaged with subject matter experts, observed real-world demonstrations, and took a deep dive into every major step of the folding carton production lifecycle. “Boot Camp is more than training — it’s a launching pad,” said Ben Markens, President of PPC. “In just two days, attendees gain a compre- hensive perspective of our industry’s ecosystem, equipping them to com- municate more effectively with clients, collaborate across departments, and return to their roles with renewed confidence about where they fit into the bigger picture.”

• 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

» no shutdown required • Filter media advantages - high dust collection efficiency

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

A Step-By-Step Look At The Folding Carton Journey The experience kicked off with a state-of-the-industry overview from Ben Markens, followed by Steve Rote of Metsä Board Americas Corpo- ration, who unpacked the environmental leadership of virgin fiber. Quinn Garber of Integrity Fiber gave attendees a practical understanding of recovered fiber and the complexities of the North American recycling system. Rich Machovina and Jen Lechlitner of Graphic Packaging Internation- al expanded on this foundation with a detailed look at recycled board and substrate characteristics. Markens then returned to walk through converting formats and sheeting operations, highlighting distinctions be- tween web and sheet-fed workflows. After a networking lunch, Susie Stitzel of Esko laid the groundwork for effective prepress with a comprehensive session on structural design, workflow optimization, and color theory. Joe Lyons of Wikoff Color Corporation followed with insights on inks and coatings, while Eric Frank of diamond sponsor Koenig & Bauer (US/ CA) Inc. wrapped up day one with a compelling overview of printing pro- cesses, cold foil, and rotary die cutting. From Digital Printing To Rigid Box Construction Day two began with Harold Leete of Bobst North America, Inc., guid- CONTINUED ON PAGE 14

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

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www.boardconvertingnews.com

June 2, 2025

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

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PPC Folding Carton (CONT’D FROM PAGE 12)

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

ing attendees through digital printing advancements. Leete explored laminating methods and continued with sessions on sheetfed die cutting, embossing, hot foil, and blanking techniques. Tooling experts Fernando Pires and Miles Guessford of Marbach Americas, Inc. offered best practices for rule and die design. Leete returned for a review of digital die cutting systems before Markens introduced air hammer stripping. Kirsty Drury of Henkel followed with a session on adhesives and gluing techniques specific to folding carton production. Later in the day, Gayle Harrop of Tamarack Products Inc. demystified the windowing process, covering machin- ery, film types, and sealing. Bill Rice of Heidelberg rounded out the technical sessions with a thorough presentation on

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.

carton styles and folder gluer operations, from lock-bot- toms to 6-corner designs and everything in between. “Boot Camp moves quickly, and that’s part of the value — it’s a concentrated opportunity to learn alongside indus- try peers and get curious about the parts of the packag- ing process that likely impact your job, even if they aren’t part of your day-to-day,” said Emily Leonczyk, PPC’s Exec- utive Director and VP. “You’re not just hearing how things work—you’re seeing them, asking questions of industry experts, and building not only a clearer understanding of the ‘why’ behind each step, but also a deeper respect for the complexity and craftsmanship involved.” Celebrating Achievement Spring Boot Camp concluded with a graduation cere- mony and a virtual keynote address from Graphic Packag- ing International CEO Mike Doss, who encouraged attend- ees to lead with innovation, collaboration, and purpose. PPC extends sincere thanks to all presenters: Steve Rote (Metsä Board Americas Corporation), Quinn Garber (Integrity Fiber), Rich Machovina & Jen Lechlitner (Graph- ic Packaging International), Susie Stitzel (Esko), Joe Lyons (Wikoff Color Corporation), Eric Frank (Koenig & Bauer (US/ CA) Inc.), Harold Leete (Bobst North America, Inc.), Fernan- do Pires & Miles Guessford (Marbach Americas, Inc.), Kirsty Drury (Henkel Corporation), Gayle Harrop (Tamarack Prod- ucts Inc.), Bill Rice (Heidelberg).

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June 2, 2025

Double Your Production with the Twin Box Slitter ®

Mid-size Flexo Folder Gluer runs two-up boxes

Twin Box Slitter slits into two smaller boxes

Celebrating 30 years on the Market – 1993-2023

sales@bwpapersystems.com • bwpapersystems.com

MHIA CMD Announces New President, Sales Leadership

Division in Mihara, contributing deep expertise in strate- gic account development and a strong customer-centric mindset. His collaborative approach and insight into the corrugated packaging industry will guide MHIA’s efforts to further grow market share and support box makers with tailored solutions and expert support. “MHIA has built an incredible reputation for quality, partnership, and innovation,” said Yoshida. “I’m excited to join this dynamic team and support our customers with solutions that help them grow stronger every day.” “These appointments mark an exciting new chapter for

Hunt Valley, Maryland based Mitsubishi Heavy Industries America (MHIA) Corrugating Machinery Division (CMD) announced two key leadership transitions supporting the company’s vision for continued growth and innovation across North America. Daisuke Oda has been appointed President of MHIA CMD from the Service Division of Mitsubishi Heavy In-

dustries in Mihara, Japan. Oda steps into the role with a clear fo- cus: to drive continued innovation, strengthen cross-functional collab- oration, and deliver long-term value to MHIA’s customers across North America. Oda succeeds Hiroyuki Kikumo- to, whose tenure as President was marked by steady growth, service

our organization,” said Kikumoto. “It’s been an honor to lead MHIA and work alongside such a dedicat- ed team. I’m excited to return to Ja- pan, and I do so with full confidence in our new leadership to continue building on MHIA’s success.” Both leaders are now based at MHIA’s headquarters in Hunt Val- ley, Maryland.

Daisuke Oda

Masato Yoshida

expansion, and strengthened industry relationships. “It’s a privilege to step into this role and build on the strong foundation laid by Kikumoto-san,” said Oda. “I look forward to continuing MHIA’s trajectory of growth and driv- ing meaningful results for our partners and customers.” MHIA also welcomes Masato Yoshida as the new Vice President of Sales. Yoshida joins the team from MHI’s Sales

The Mitsubishi Heavy Industries America Corrugating Machinery Division serves the growing, dynamic packag- ing industry with leading edge equipment systems, sales, parts, technical and field support, making it one of the most respected suppliers to converters in North and Cen- tral America. For more information, visit mhi.com/group/mhiacorr .

Zero Defects. More Sales.

ClearVision’s camera inspection is a safeguard against downtime, waste, and is proven to eliminate customer complaints.

scan to learn more.

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June 2, 2025

Real-Time Insights into Your Business with Amtech Visual Analytics

Visibility Into: • Customer profitability • Machine efficiency and throughput • Financial health and risk

“Amtech’s Visual Analytics has been a gamechanger for our business. It has provided us with the insights we need to make data driven decisions and improve our overall performance” —Scott Sumner, Vice President, Complete Design & Packaging

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Utah Paperbox, Warneke Paper Box Join Independent Carton Group The Independent Carton Group (ICG), a consortium of 22 independently owned and operated folding carton man- ufacturers, announced the addition of two new member companies, Utah Paperbox and Warneke Paper Box. “Due to the increasing trend of private equity groups acquiring independent manufacturers, those indepen- dents wishing to remain independent are finding increas- ing value in aligning themselves through our collective programs,” said Jay Willie, ICG Executive Director. “Some companies wish to preserve their multi-generational lega- cy, while others appreciate the notion of passing owner- ship to their key employees, whom they trust. The ICG is well-positioned to accommodate both strategies.”

ICG Board Member and Co-Owner of Sonderen Pack- aging, Keva Sonderen says, “I’m especially excited to wel- come Warneke and UPB into the ICG family, bringing fresh energy to our West Coast presence. These companies also embody a powerful and growing legacy within our industry—generational women leaders who have stepped into ownership, many as daughters continuing the vision of their fathers and grandfathers. Nearly half of ICG mem- ber companies are now woman-owned, a testament to the evolving leadership shaping the future of packaging.” Utah Paper Box, based in Salt Lake City, Utah, is a fifth-generation, family-owned packaging company estab- lished in 1914. It was initially called Union Label but was re- named Utah Paper Box in 1922. A custom packaging com- pany that produces rigid boxes and folding cartons, Utah Paper Box predominantly manufactures folding cartons. Operating out of a 250,000-square-foot LEED Gold-cer-

tified facility, Utah Paper Box is committed to sustainability, sourcing paperboard from sustainable forests, recycling 90 per- cent of their waste, and deriving 20 per- cent of their energy from solar. They were the first Utah business to own an electric semi-truck. Madison Keyser, Director of Corporate Development at Utah Paper Box, said she was looking forward to joining ICG: “ICG offers us a way to stay nimble and inde- pendent while tapping into the strength of collaboration. It’s an investment in our future that honors our legacy.” Denver, Colorado based Warneke Pa- per Box has been a trusted name in pack- aging since 1907 and is currently in its 4th generation of family ownership. As one of the nation’s leading custom manufacturers of folding cartons and rigid/set-up boxes, Warneke is known for delivering excep- tional quality, fast turnaround times, com- petitive pricing, and outstanding customer service. Warneke uses responsibly sourced ma- terials and eco-friendly production practic- es to reduce waste and conserve resourc- es. The company continues to invest in energy-efficient technologies and part- ners with clients to develop packaging that meets their environmental goals—without compromising on design or performance. More than just a box supplier, Warneke Paper Box offers full-service support and proudly stands by its motto: “Dedicated to Exceeding Customer Expectations.” “Membership in the Independent Car- ton Group is a significant milestone for our company,” said Stacy Warneke, President of Warneke Paper Box.

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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June 2, 2025

Gluing on Specialty Folder Gluers is Our Specialty

Sustainability initiatives are changing the packaging landscape and Baumer hhs is ready to help you meet those challenges. Our PX1000 cold glue applicator coupled with the new ULT 400 XL are the pair to get it done. The PX1000 runs the widest ranges of non-contact cold glues and the ULT 400 XL verifies the glue dot or bead is in the right place without the aid of UV tracers, no matter the variety of board or thicknesses. Get your corrugated board onboard with Baumer hhs and let us show you how special you are to us.

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A.G. Stacker To Showcase New Equipment At CorrExpo 2025

automatic load former. These exact digital replicas allow attendees to operate equipment in a simulated environ- ment, with the eXT system showcasing additional digital shadow capabilities—blending physical operations with real-time data tracking. In addition to equipment twins, A.G. will highlight col- laborative tools designed to enhance communication, planning, customization on the production floor, and much more. The GO AG digital application and SIMCORRA plan- ning software will be on full display, enabling visitors to test factory layouts, run simulations, and explore data-driv- en platforms tailored to today’s corrugated operations. Featured Patented Technologies include: eXT Front End System – Built for speeds up to 20,000 kph, this high-performance system offers exception- al scrap control, a modular design, and is part of A.G.’s all-electric eSERIES. eZFa Automatic Load Former – Powered by LayerCraft and integrated with Yaskawa Motoman cobots, this sys- tem streamlines bundle handling and connects seamlessly across the eSERIES. eBREAK Bundle Breaker – Handles variable, straight, nested, and offset breaks within a single log, boosting throughput and flexibility. Sample Quality Rejection System (SQR) – Operates at full speed with manual or automatic board rejection and is fully integrated with Valco Melton’s PrintChek for real-time CONTINUED ON PAGE 22

Weyers Cave, Virginia based A.G. Stacker Inc., manufac- turer and innovator of corrugated material handling equip- ment and technology, will be exhibiting at CorrExpo 2025. Attendees are invited to visit Booth #407 to explore A.G.’s latest innovations in machinery, simulation software,

and digital technologies. CorrExpo is a premier trade ex- hibition serving the corrugated industry in North America. Hosted by TAPPI, the event will take place in Savannah, Georgia, October 20-22. At the show, A.G. will feature its DUO digital twin tech- nology, offering an interactive, HMI-driven experience for three of its patented flagship systems: the eXT front end system, eBREAK bundle breaker, and the new eZFa

REVOLUTIONIZE YOUR LINE.

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A.G. TAKES BUNDLE BREAKING TO A NEW LEVEL Meet the eBREAK™ Bundle Breaker , where variable, straight, nested, and offset breaks can all be executed within the same bundle log — automatically and efficiently. Increase your throughput and reduce your waste with unmatched versatility. Box plants can now run difficult or previously impossible orders with ease — opening the door to greater efficiency and higher profits.

REVOLUTIONIZE YOUR LINE. VISIT WWW.AGSTACKER.COM

30 Packaging Dr. #104 Weyers Cave, VA 24486 | 540-234-6012 | email@agstacker.com

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June 2, 2025

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A.G. Stacker To Showcase (CONT’D FROM PAGE 20)

defect detection and rejection without slowing production. “A.G. is committed to pushing the limits of what’s pos- sible in corrugated,” says Joe Wunder, President of A.G. Stacker. “From our DUO digital twin systems to planning tools like SIMCORRA, we’re delivering not just machinery, but meaningful innovation that gives converters the power to plan, produce, and perform at the next level.” Visitors to Booth #407 can expect DUO Digital Twin in- teractive machine stations, a digital shadow, factory simu- lations, and a fully open bar for converter attendees. A.G.’s sales, service, and engineering teams will be on- site to answer questions and showcase how their integrat- ed systems support future-focused operations. Experience hands-on innovation, immersive tech, and industry-leading service with A.G. at CorrExpo 2025— where performance meets the future. Founded in 1996 and located in Weyers Cave, Virginia, A.G. Stacker is a leader in the design and manufacturing of custom material handling equipment for the corrugated in- dustry. With a strong focus on innovation, automation, and customer collaboration, A.G. Stacker continues to drive the future of boxmaking with patented technologies and modular, scalable solutions. For info, visit agstacker.com/events/correxpo-2025/ . Welch Packaging Chicago Crew Sets New Box Making Record Elkhart, Indiana based Welch Packaging announced that its Chicago crew broke their own record on May 22 by producing 204,013 boxes on an 8-hour shift.

Suppliers: Leverage Our Reach

Board Converting News is read by more independent AND integrated decision-makers than any other industry publication.

“This was made possible by an outstanding crew and good planning,” the company said on Linkedin. “In the box business, safety, quality and through-put are key to serving customers. This crew shows how it’s done. Our new LMC servo-controlled flexo-folder-gluer is the only one in North America and gives us unmatched capabilities to serve our customers.” Congratulations Welch Packaging-Chicago team! Welch Packaging is a family-owned and led company. For more information, visit welchpkg.com .

Advertise in BCN in print and/or online to leverage our expansive reach!

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

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June 2, 2025

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Selling To Younger Buyers (CONT’D FROM PAGE 1)

do some serious adapting to stay relevant. Here are three things that you must know about style-matching in order to sell to younger buyers: 1. Younger buyers flip the relationship-building script. The conventional way to build a relationship with a buyer was pretty simple. You’d walk into the office, look around for family pictures, hobby pictures, college diplomas, or other clues as to the buyer’s personal life, and then you’d start a conversation based upon those interests. This approach has become so hackneyed that it has a name: “Fish on the wall” selling. “Hey, you like to fish? I like to fish, too! Let’s talk about fishing and then I know you’re going to want to buy from me.” It sounds a little disingenuous because it is. Salespeo- ple have, for generations, been starting conversations about personal issues that they didn’t really care about.

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That’s because, for generations, you had to find the per- sonal connection first, bond over it, and then you had earned the right to talk business. Younger buyers flip that script completely. Younger buyers are business-first. They aren’t going to schedule an appointment to talk football for 30 minutes. Instead, you get the appointment by telling them how you can help them do their jobs better. Then, when you get in the door, you get to the point with great business-focused questions and showing them that you can help them do business better. If you are able to actually solve their business needs, then they are open to lunch, drinks, golf, or personal conversations. For sales- people used to the old ways, this is a significant but very important shift — but it’s one that you must make in order to succeed. 2. Younger buyers demand versatility in communication. “All these younger buyers want to do is text! They don’t want to have phone calls!” That’s a common complaint from older buyers. The solution? Get good at texting. Learn how to send a persuasive, grammatically correct (yep, that’s im- portant) message in 240 characters or less. That’s hard for salespeople who are used to lengthy phone conversa-

Consumers expect online product purchases to arrive in pristine condition. Retailers and E-tailers need to minimize costly returns. Shipping in corrugated boxes makes everyone happy. Corrugated

packaging combines structural rigidity with wavy flutes to cushion and protect contents from damage. Perfect for stacking, cubing,and meeting the needs of omni- channel distribution to delight consumers with joyful unboxing experiences. When it comes to protecting goods, corrugated delivers.

LEARN MORE

CONTINUED ON PAGE 26

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June 2, 2025

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Selling To Younger Buyers (CONT’D FROM PAGE 24)

Board Converting NEWS INTERNET DIRECTORY

tions or meetings, or for that matter, who write long emails. The good news is that tools are available to help you with this. AI apps like ChatGPT or Claude.ai are very good at distilling longer communications down to their essence while retaining persuasive ability. You just have to be able to write good AI prompts and edit when necessary. Texting isn’t the complete solution, however. Younger buyers have a variety of preferred platforms, and what works well for one might not work well for another. Video conferencing ability is mandatory — and not just one plat- form. Become conversant with Zoom, Teams, and Google Meet. And other tech is on the way. If your buyer says, “I want to talk on WhatsApp,” don’t be the salesperson who

ADVANTZWARE www.advantzware.com

Advantzware provides a comprehensive system to address the business management needs of the independent box business, as well as the ERP requirements of full scale pack- aging plants and integrated companies. With modules for estimating, scheduling, production, inventory and account- ing, this scalable system supports companies that produce corrugated boxes, folding cartons, point of purchase dis- plays, assembled partitions, and paperboard products. AIR CONVEYING CORPORATION www.accfilter.com Air Conveying Corporation is a leader in the industry of Pneumatic Conveying Systems and has been in business since 1968. As an equipment manufacturer rather than sim- ply a sales organization, we have complete control over the quality of material and products which make up your pro- posed system. Our equipment is found in printing, folding carton and corrugated plants throughout the world. We've been designing, manufacturing and engineering pneumatic conveying systems since 1984. We partner with our customers to ensure they operate efficiently and guar- antee our systems meet or exceed their specifications. ASDI specializes in full pull-through systems trim separators, and NFPA compliant systems with full electronic controls. AMTECH SOFTWARE www.amtechsoftware.com AIR SYSTEMS DESIGN, INC. www.airsystemsdesign.com Amtech offers the industry’s most innovative and com- prehensive corrugated and packaging ERP, integrated scheduling software, and engineered automation technol- ogy. For over 30 years, Amtech has kept our customers competitive in an ever-changing economy with customer digital storefronts and workflows, business intelligence, automated scheduling for corrugators, converting and shipping, proactive roll stock and inventory management. APEX INTERNATIONAL www.apexinternational.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.

has to say, “What’s that?” Younger buyers respect adapt- ability, especially when it’s coupled with experience and expertise. 3. Younger buyers are social media savvy — you had bet- ter be, too. Buyers today have a variety of ways of learning about you and your company, and social media is one of their primary tools. If you leave a prospecting message for a younger buyer, be aware that there is about a 1 in 3 chance that the buyer will look you up on LinkedIn before that buyer thinks about calling you back. And if you don’t look legitimate on LinkedIn, you’re not going to get that call (or email or text). “Looking legitimate” is more than just having a profile on LinkedIn. You need a good professional head shot, “about me” verbiage, a complete professional history, and some activity (i.e. posting and engagement). Recommen- dations and a strong network are a definite plus. If you aren’t using LinkedIn as a professional tool, you won’t be taken seriously. LinkedIn isn’t enough. You also need to be aware of other ways buyers can research you. Do you know what your company’s Google reviews say? Your buyer probably will — and you’d better have explanations for recent bad reviews. Here’s the exception to the “younger buyers” rule: Many older buyers are learning from, and copying, habits of younger buyers. That means that you can’t just stereo-

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.

CONTINUED ON PAGE 28

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June 2, 2025

Selling To Younger Buyers (CONT’D FROM PAGE 26)

Board Converting NEWS INTERNET DIRECTORY

type by age — you have to be versatile, smart, and adapt- able to buyer needs, no matter what age they are.

If you don’t keep pace with changes in buyers, you’re just go- ing to be the old guy yelling, “Get off my lawn!” Nobody buys from that guy anymore. Troy Harrison is the Sales Naviga- tor, a speaker, and the author of “Sell Like You Mean It” and “The Pocket Sales Manager.” He has trained salespeople from 23 differ-

ARC INTERNATIONAL www.ARCInternational.com

ARC International is a world leader in the manufacturing of roller products for flexography. The latest nano-technology laser engraving in our NC and NV manufacturing facilities ensures superior quality and consistency in anilox rollers.

AES (ADVANCED EQUIPMENT SALES) www.aesales.net

Troy Harrison

AES is a leading full-service provider of integrated convey- ance systems specializing in scrap, trim, and dust. AES en- gineers custom scrap systems and works as a partner in process improvement to help businesses achieve greater profitability, productivity, and sustainability. Products include balers, shredders/hoggers, core shredders, filters, fans, and specialized dust control and collection systems. AES is the ex- clusive distributor for the AirShark Rotary Material Separator. For a wide variety of new and used equipment on to- day’s market, visit our website at www.acm-corp.com. BAUMER HHS CORPORATION www.baumerhhs.com hhs is a global leader in advanced gluing, camera verifica- tion and quality assurance systems for the packaging indus- try. Zero-defect quality and elevated production speeds are key parameters in the manufacturing of corrugated boxes. With hhs Xcam Box Monitoring and non-contact flap gluing of corrugated board, hhs offers every option for quality as- surance in the production of boxes with flexo folder gluers. AMERICAN CORRUGATED MACHINE www.acm-corp.com BLOWER APPLICATION COMPANY (BLOAPCO) www.BloApCo.com BloApCo has served the corrugated industry since 1933 with a variety of scrap handling solutions, including Hori- zontal Floor Shredders, Trim Cutters, and Material Handling Fans and Conveying Systems. BloApCo Shredders allow for continuous shredding and pneumatic removal of sheet waste stacks of all sizes, roll slab, cores, and carton scrap.

ent countries who live on three continents and has spoken all over North America and Europe. For more information, visit www.TroyHarrison.com/ssr.

Georgia-Pacific To Close Cedar Springs Containerboard Mill

Georgia-Pacific plans to permanently close the Cedar Springs containerboard mill in Georgia later this year. Most positions will be concluded by August 1. All jobs at the Ce- dar Springs mill will eventually be impacted. “Ultimately, we do not believe that the mill can compet- itively serve our customers in the long term. This decision has nothing to do with the quality of work of Georgia-Pa- cific’s employees at the Cedar Springs mill,” said the com- pany in a statement. Approximately 535 jobs will be impacted by this clo- sure. Production will continue for a limited time as the site works to fulfill customer commitments. “Georgia-Pacific’s focus in the coming weeks and months is to continue to safely operate while supporting our employees during the transition,” concluded the com- pany in its statement.

Registration Open For PPC Safety Roundtable

The Paperboard Packaging Council (PPC) announced open registration for the virtual Safety Roundtable: Talking Near Misses & Best Practices set for June 18 at 2:00 p.m. EDT. The live, interactive discussion is exclusively for plant operators and safety managers. The session is designed to influence positive safety strategies and foster a proactive, solutions-driven cul- ture—one that prioritizes collaboration, prevention, and continuous improvement. No slides, no formal presenta- tions—just an open forum to share experiences, discuss challenges, and exchange best practices with industry colleagues. Participants will have an opportunity to learn from peers about near-miss incidents, prevention strate- gies, and safety solutions. To register, visit paperbox.org .

CORRUGATED MACHINERY SPECIALISTS www.cmsretrofits.com

Leading manufacturer and installer of quality retrofits, up- grades and replacement parts for S&S and Prime Flexo Folder Gluers. Specialists in reconditioning of S&S Flexo Folder Gluers, including ink, air and electrical systems.

CORRUGATOR BELT SERVICE LLC www.corrugator.com

Serving the corrugated box industry since 1991, Chicago- based Corrugator Belt Service LLC maintains corru- gator belts for peak board quality and performance.

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June 2, 2025

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