Board Converting News, January 19, 2026

January 19, 2026

VOL. 42 NO. 3

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

The LinkedIn Poll That Perfectly Captured Sales’ Identity Crisis BY TROY HARRISON A LinkedIn poll caught attention recently with this question: “Who makes better B2B salespeople?” The options were: • Former athletes – They live for competition & teamwork • Theater kids – Natural performers who command attention

Annual AICC Golf Tourney To Be Held At Omni La Costa The AICC Spring Meeting is approaching, and with it comes a familiar favorite on the sched- ule: the 12th Annual Independents’ Cup Golf Tournament. The tournament will take place Tuesday, April 14, from 12:30 p.m. to 5:30 p.m. at the Omni La Costa Resort Golf Club in Carlsbad, California. The scramble-style event will be played across both the North and South Courses at Omni La Costa. This format offers participants more networking opportunities and gener- ates an atmosphere of fun, while raising mon- ey for great causes. An outdoor networking reception, open to all meeting attendees, will follow the tournament. The greatest names in golf history have come to the southern California golf resort at Omni La Costa Resort & Spa, and now it is time to add your name to the illustrious list of players. Each course offers a distinct set of thrilling challenges to test even the most experienced golfer, but don’t forget to stop and take in the beautiful surroundings. The tournament will begin at the North Course. Redesigned by Gil Hanse and home

• Engineers – They speak the customer’s language • Career salespeople – Nothing beats pure sales DNA

Within hours, hundreds of sales professionals were debating the merits of each option, sharing stories about their backgrounds, and defending their favorite candidate types. Here’s the problem: This entire conversation reveals everything wrong with how most salespeople think about their role in the buying process, and it exposes the identity crisis in sales. The Backwards Focus Problem The poll focuses entirely on what the salesperson brings to the table – their competitiveness, their performance skills, their technical knowl- edge, or their supposed “sales DNA.” What it completely ignores is what actually matters: the customer and what they need from a sales- person. This backwards thinking explains why so many talented people from impressive backgrounds struggle in sales while others with no “obvious” sales traits consistently crush their numbers. The reality? Success in sales isn’t about what you say or how well you say it. It’s what you ask and how well you listen to the answers. CONTINUED ON PAGE 20

CONTINUED ON PAGE 3

WHAT’S INSIDE

6 x x 8 x x 12 x x 26 x x 10 ICPF Opens First Corrugated Industry Workforce Survey 10 Mesirow Advises Wertheimer Box On Sale To SupplyOne 14 CDP Installs Koenig & Bauer Folder Gluer 18 Domtar Forms Sustainability Advisory Committee

EVERYTHING CORRUGATED UNDER

Next-Level Productivity & Reliability Heavy-Duty Rotary Die Cutter Re-imagined to Perform in the Most Demanding Conditions

The SUN625 HD delivers even more production volume without compromising container quality. These enhancements ensure consistent output while reducing the need for downtime — all contributing to a more reliable and efficient operation.

Numbers at a Glance: Reduction of DC

60% 300% 500%

Deflection Under Load

Increase in DC Load Capacity

Improvement in DC Fatigue Resistance

The SUN625 HD retains the fixed-frame, vertically opening design that made the original a success. With structural upgrades, increased load capacity, enhanced speed, and reduced wear, the SUN625 HD redefines productivity and durability in high-volume production environments.

EVERYTHING CORRUGATED UNDER

Machinery and Handling for the Corrugated Board Industry

SUN IS THE OFFICIAL REPRESENTATIVE FOR TAIWAN-BASED LATITUDE MACHINERY CORPORATION, ITALY-BASED PARA, AND GERMANY-BASED KOLBUS.

sunautomation.com

1-410-472-2900

Are You Using AI In Your Box Plant? If So, BCN Wants To Hear About It! Let’s be honest, there’s no way around it anymore. If you’re running a box plant and trying to stay competitive, you’ve probably had at least one conversation about AI, if not many more. Whether it’s curiosity, skepticism, or cautious experimentation, AI has officially entered the chat. Across the industry, AI is being increasingly integrated into processes and tasks like scheduling, maintenance, data organization, customer service, and admin. The plac- es that quietly eat up time and energy. We want to hear how box makers are actually utiliz- ing this technology. What inefficiences were you trying to solve first? Is AI helping, or still more talk than action? How has adoption gone internally? Have you seen real results, or are you still figuring out where it fits? How do you think AI fits in the long-term vision for your company? We’re compiling your AI experiences to tell a broader story about how this technology is taking hold in the in- dependent corrugated and folding carton industries. The beauty of our industry is that even when we compete, we still learn from one another. This feature is about sharing ideas, not giving away secrets. If you’re interested in being part of the conversation, please reach out to Ashley Prazych at aprazych@nvpub- lications.com.

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

Golf Tourney (CONT’D FROM PAGE 1)

to the NCAA Division I Championship, the course has been restored to its original glory and offers six sets of tees creating flexibility to play from 4,500 to 7,500 yards. Then, ready the clubs for another day of exciting golf at the South Course; This course offers guests all-new chal- lenges while preserving the legacy that made the course popular in the first place. For those interested in additional rounds outside the tournament, Omni La Costa is offering discounted greens fees to Spring Meeting attendees. Just be sure to mention the AICC Spring Meeting when booking tee times or show your meeting badge at the golf shop.

A RECYCLING EQUIPMENT INC COMPANY

Ideal for Paper, Corrugated, Nonwovens & More Delivering an air handling capacity of up to 64,000 CFM in a compact design, the AirShark ™ is the perfect alternative to traditional screen separators and bulky cyclones. Its fully sealed V-apex rotor design provides superior durability, versatility, and efficiency. Meet the AES AirShark ™

CAPACITIES TO 64,000 CFM

INSTALL ABOVE OR BELOW ROOF

LOW ENERGY CONSUMPTION

LONG SERVICE LIFE

535 HAGEY ROAD, SOUDERTON, PA 18964 (800) 572-9998 | SALES@AESALES.NET WWW.AESALES.NET |   CONVEY WITH CONFIDENCE ™

January 19, 2026 3

www.boardconvertingnews.com

FOLDING SECTION UPGRADES THAT MOVE THE INDUSTRY FORWARD

WWW.SAUERSYSTEM.COM/UPGRADES

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 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 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: 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: 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. 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 hauler is changing out the container. Problem: No budget for a new system.

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

Calling Profero Systems just another equipment supplier is like calling the Tour just a bike ride. Profero Systems

Proven unsurpassed customer service over the long run, commitment to our customers is second to none!

Add value to your Corrugating Process, be the go-to Company for your customers.

DON’T GET LEFT BEHIND!

www.ProferoSystems.com

704-923-0990

PO BOX 950 DALLAS, NC 28034

We provide customized solutions for your entire plant. Whether you're equipping a new plant, upgrading an existing facility, or looking for automation equipment for specific machinery, WSA-USA delivers comprehensive solutions.

WSAUSA.COM INFOWSAUSA.COM

www.boardconvertingnews.com

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

• 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

Safety-Driven Design

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

www.engineeredrecycling.com

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.

info@engineeredrecycling.com

Bill Sweeney, Former Corrugated Executive At PCA, Passes Away William (Bill) J. Sweeney former Executive Vice President of Corrugated Products at Packaging Corporation of America (PCA), has passed away on January 8 at age 85. Bill began his career in the corrugated packaging in- dustry in 1966, bringing decades of expertise and vision

Quality Leads = New Customers

to every role he held. After joining PCA in 1990, he quickly became a driving force behind the com- pany’s growth and reputation for excellence. He was widely recog- nized for his expertise, achieve- ments and contributions to both PCA and the industry and was also honored by the International

Corrugated Packaging Foundation in 2006 as one of the first inductees into its Circle of Distinguished Leaders. His outstanding leadership and strategic insight were instrumental in successfully establishing PCA as a stand- alone company following the Tenneco transition. Through- out his tenure, Bill earned recognition for his many contri- butions, but most importantly, he helped shape a culture rooted in integrity, empowerment and excellence. He left a lasting mark on the company’s future, and concluded his remarkable career with PCA upon his retirement in 2009. Bill Sweeney

Read the articles in Board Converting News every week to learn about the people, places and machinery that will open the doors to new or repeat business.

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

Nebula’s advanced closed-loop technology scans for moisture, temperature, and planarity —correcting variations in real-time with its patented moisture control system.

NOZZLES ACTIVATE SEPARATELY Nebula has 16 to 18 moisture management points according to the application width, and each can be activated separately.

WATER FLOW RATE REGULATION The ratio of air and heated water is automatically set to maximize moisture received by the board’s fibers and reduce overstarching.

Watch Video

770-425-3353 www.cstsystems.net CST Systems is the exclusive distributor for Renova in North America*, Central America and the Caribbean. * Excluding Mexico

8 January 19, 2026

www.boardconvertingnews.com

WE MAKE PEAK EFFICIENCY AND PRODUCTIVITY EASY AND AFFORDABLE

VERTICAL HIGH PRESSURE RECEIVERS MANUFACTURED TO SURPASS ASME STANDARDS CUSTOM TAILORED TRIM PACKAGES FOR YOUR SPECIFIC INSTALLATION HEAT TREATED FOR STRESS RELIEF AND X RAYED MAIN TANK WELDS VARIABLE CONTROL PACKAGES

Whether you need to design and build a new corrugator steam system or a perfectly matched retrofit, turn to Boiler & Steam Performance for the most efficient process and reliable solution. We also offer specialized expertise to solve complex challenges and practical support to help you maintain peak performance. BACKED BY A 30 YEAR HERITAGE OF QUALITY AND PERFORMANCE.

706.453.2050 | www.BSPsteam.com/vessels

ICPF Opens Inaugural Corrugated Industry Workforce Index Survey The International Corrugated Packaging Foundation (ICPF) is requesting your participation in our inaugural Corrugat- ed Industry Workforce Index Survey. The survey, devel- oped with the help of ICPF’s Talent Acquisition Committee, a group of industry hiring and human resources leaders, looks to collect valuable information on industry trends in hiring, recruitment and retention. The Corrugated Industry Workforce Index Survey will provide industry-specific insights on hiring, skills gaps, and workforce development priorities. Participating companies will gain actionable benchmarking information to guide tal- ent strategies and support workforce planning. Your par- ticipation will also allow ICPF to track industry trends on an

annual basis to identify emerging challenges, adopt best practices, and target future initiatives. Survey results will be de-identified and only available to participating companies. Use this survey to better bench- mark your hiring and recruitment efforts and monitor hiring successes and weaknesses for the industry at large. See your inbox to begin compiling data using ICPF’s formatted excel spreadsheet and submit your responses to surveys@icpfbox.org. Data must be submitted by February 16, 2026, and data must be provided for all your corrugators, sheet plants, and sheet feeders. ICPF is not currently collecting informa- tion on any additional plant types. If you have any questions or have not received an invi- tation to complete the survey via email, please reach out to Caitlin Salaverria at csalaverria@icpfbox.org. Thank you in advance for your participation in this valuable report. Mesirow Advises Wertheimer Box On Its Sale To SupplyOne

Chicago, Illinois based Mesirow an- nounced it acted as the exclusive financial advisor to Wertheimer Box on its recent sale to SupplyOne, Inc. Wertheimer Box is a Chicago-area cor- rugated packaging provider known for custom shipping boxes, branded pack- aging, e-commerce mailers and specialty point-of-purchase retail displays. Founded in 1939 and based in McCook, Illinois, Wertheimer Box has grown into one of the largest independent corrugated packaging providers in the region, combin- ing decades of experience with strong de- sign, printing and manufacturing capabili- ties to serve an impressive customer base. Doug Wertheimer, Owner and Presi- dent of Wertheimer Box, said, “Mesirow’s sector knowledge and deep industry re- lationships were invaluable in identifying SupplyOne as an ideal partner. Joining SupplyOne enables us to tap into national resources and logistics, while preserving the close-knit culture and dedicated cus- tomer service that our clients have come to expect. We’re excited for what this part- nership means for our customers and to build on an 85+ year legacy our employ- ees have created in the market.” Mesirow is one of the most active ad- visors in the packaging industry, having completed more than 220 transactions in the last 25 years.

10 January 19, 2026

www.boardconvertingnews.com

MACHINERY SHOWROOM TRAINING CENTER AND

Complete Design & Packaging Adds Koenig & Bauer Folder Gluer Concord, North Carolina based Complete Design & Pack- aging (CDP), a manufacturer of custom corrugated pack- aging and point-of-purchase displays, has announced the installation of its newest Koenig & Bauer Allpro 145 folder gluer. When printers seek to invest in a new piece of equip- ment, there’s usually a specific reason why. It could be to expand their operations, enter a new market, or solve a specific challenge. CDP notes that the Allpro 145 has helped them achieve all three goals. “Since operating the Allpro 145, we’ve dramatically increased our speed to market, attained much higher ef- ficiency, eliminated bottlenecks, and allowing our sales team to add high-volume jobs,” says Keith Furr, general manager at CDP. The new high speed Allpro 145 folder gluer began op- eration earlier this year at the firm’s Concord, NC 110,000 sq ft manufacturing site joining an existing Koenig & Bauer folder gluer. Having both machines operating in tandem allows CDP to provide new capacity and bring in addition- al new customers. “With both folder gluers in operation, we’ve been able to shorten our lead times by running the same item on both machines, if need be,” says Bryan Allman, CDP’s plant

manager. “We’ve also been able to gain much more ver- satility and flexibility on the most complex range of carton styles including both infold and outfold trays due to the machine’s modular design. E and B flutes are the most common substrates.”

Internally, the Allpro 145 has provided better efficiency and relieved bottlenecks and allowed for faster job turn- around times. The workload balance between the new Allpro 145 and the older Koenig & Bauer folder gluer have improved efficiencies by allowing operators to produce The Complete Design & Packaging team, from left: Vicky Lo- pez, Allpro 145 Operator; Laura Ortiz, Finishing Supervisor; and Bryan Allman, Plant Manager.

CONTINUED ON PAGE 16

Our innovative turnkey material- handling solutions help you maximize production, safeguard equipment and improve workplace safety.

4598 State Road 37 | Mitchell, IN 47446 MATERIAL & SCRAP HANDLING SOLUTIONS

Tel 812-558-7965 Fax 812-954-0648 www. INNOVEYANCE .com

www.boardconvertingnews.com

January 19, 2025

Koenig & Bauer (CONT’D FROM PAGE 14)

auto bottom jobs on one and straight line on the other, says Allman. He is also pleased to have eliminated the bottleneck in the post press department by adding more production hours with the new folder gluer and reduce the potential for overtime. One of the new surprising capabilities that CDP achieved on the Allpro 145 is the outfold tray, a specialized component used to produce certain types of packaging, particularly multi-panel or Z-fold boxes. The specific part may be described as a backfold or folding hook assembly, which is integrated with the machine’s unique backfolding and folding sections. Complete Design & Packaging counts itself as one of several high-profile manufacturers in this central North Carolina area. Its sprawling site includes a 110,000 sq ft manufacturing plant and new 85,000 sq ft distribution center along with a 100,000 sq ft fulfilment center, which are home to millions of dollars of technology and machin- ery investments, all of which significantly expands the company’s operational capacity to meet growing demand. “Our company continues to enjoy strong growth due to our innovation and staying on the cutting edge with new equipment. The new Koenig & Bauer Allpro 145 is giving us an outstanding return on our investment based on our current needs, our customers’ needs, and future growth plans,” says Allman. TAPPI PRESS Kicks Off 2026 With Discounts On Exclusive Resources As the calendar flips to January, TAPPI PRESS is kicking off the year with its New Year’s Sale, offering 26 percent off all TAPPI PRESS books and e-books for the month of January. If learning is part of your game plan for the year ahead, this is an easy win. The promotion is a chance to revisit the technical fun- damentals that support day-to-day operations, as well as explore new ideas shaping pulp, paper, packaging, tissue and related segments. TAPPI PRESS publications are writ- ten by industry experts and are designed to be practical resources, whether that means refreshing a well-used ref- erence, expanding a technical library or planning for the year ahead. Already a TAPPI member? Even better. The New Year’s Sale can be applied on top of existing member discounts, providing additional savings on individual titles. The sale runs from January 1 through January 31. To redeem the offer, visit www.tappi.org , browse the expan- sive library of industry resources, and use promo code CHEERS2026 at checkout. The discount applies to indi- vidual books and e-books only; bundles are excluded. With a new year underway and plenty of challenges and opportunities ahead, the promotion offers access trusted technical resources at a reduced cost.

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

16 January 19, 2026

www.boardconvertingnews.com

An RDC for every need A solution for every budget!

ChromaCUT High Tech

ChromaCUT X Pro superior graphics fast set-up

ChromaCUT Smart high-definition print fast ROI

inside-outside print fast set-up

Max Speed: 9,000 s/h

Max Speed: 12,000 s/h

Max Speed: 10,000 s/h

Available Sizes (max sheet): 2,100 / 82” (82 x 62.99”) 2,400 / 94” (94.5 x 62.99”) 2,800 / 110” (110.24 x 62.99”)

Available Sizes: 2,800 (110”)

Available Sizes (max sheet): 2,100 / 82” (82 x 62.99”) 2,400 / 94” (94.5 x 62.99”) 2,800 / 110” (110.24 x 62.99”) Features: • 3 minute auto job change • Setup while running • Preset print • Inside/Outside Print • Print and die cut inspection • Anilox Roll Changing System (Automatic: 2+1)

Max Sheet Width: 110.24 “ Max Sheet Length: 60.24” Min/Max Caliper: .039/.354” Features: • 3 minute auto job change • Setup while running • Preset print and die cut

Features: • Inside/Outside print

• Print and die cut inspection • Anilox Roll Changing System (Automatic: 2+1)

• Print and die cut inspection • Anilox Roll Changing System (Full Automatic: 3+1)

For full features and specifications, visit koenig-bauer-celmacch.com Or contact Kevin Erbe at kevin.erbe@koenig-bauer.com, 303.718.0023

Domtar Forms External Sustainability Advisory Committee Fort Mill, South Carolina based Domtar has announced that it has established a new external sustainability advi- sory committee (ESAC), bringing independent experts to- gether to inform its future governance efforts. “Sustainability governance is not only key to managing risks and opportunities, but also vital to building a com- pany’s reputation, supporting long-term business growth, earning customer trust and inspiring employee loyalty,” says Lauren Fisher, the company’s newly promoted man- ager of strategic communications. Each ESAC meeting focuses on specific sustainability topics. It includes leaders from academia, Indigenous re- lations, and a global manufacturing organization who are tasked with providing strategic advice to strengthen Dom- tar’s sustainability efforts. The Domtar ESAC: • Offers independent guidance on our 2030 Sustainabil- ity Strategy and regular assessments of our sustainabil- ity progress • Helps us meet internal and external expectations • Shares insights on best practices and emerging trends • Identifies risks and opportunities, and suggests ways to address them • Recommends innovations from their respective fields

Members of the ESAC include: • Hélène V. Gagnon, Chief People and Sustainability Of- ficer for CAE • Jean Paul (JP) Gladu, Principal of Mokwateh • Tensie Whelan, distinguished Professor of Practice at the New York University (NYU) Stern School of Busi- ness.

“As we look ahead, we are motivated by ambition, rigour and transparency,” says Sabrina de Branco, Domtar’s glob- al Chief Sustainability Officer. “Having robust governance structures in place is crucial to our success and longevity.” Domtar’s progress on its commitments to sustainability and governance is outlined in its latest sustainability re- port. It highlights long-standing and deeply rooted com- mitments from across the company’s operations to invest in innovation and performance improvement.

18 January 19, 2026

www.boardconvertingnews.com

Partnering for Your Success Domtar’s 100% recycled portfolio of performance liner and performance medium delivers exceptional strength with less fiber, helping you build a packaging story that’s both performance-driven and planet-friendly. Domtar is dedicated to partnering with independent corrugated converters, strengthening your business and driving success.

domtar.com/packaging

LinkedIn Poll (CONT’D FROM PAGE 1)

The One Trait That Actually Drives Sales Success The best salespeople, regardless of their background, share one crucial characteristic: intellectual curiosity. This is the trait that makes you want to know more about your prospect’s situation, ask better questions about their challenges, and dig deeper into their world. When you do,

What Buyers Actually Want Here’s what the poll should have asked: “What do B2B buyers actually want from salespeople?” The answer isn’t someone who can out-compete them, entertain them, or speak technical jargon at them. Buyers want salespeople who understand their world, ask intel- ligent questions about their challenges, and provide in- sights they haven’t considered. They want someone who’s more interested in solving their problems than showcasing their own skills. This is where the poll’s options fall short: Former athletes bring competitiveness, but buyers ar- en’t looking for someone to beat them – they’re looking for someone to help them win. Theater kids know how to command attention, but modern buyers are overwhelmed with people trying to get their attention. They’re more likely to value someone who gives them attention instead. Engineers might speak technical language, but only when selling to other engineers. More importantly, tech- nical knowledge without business acumen often leads to feature-focused presentations that miss the buyer’s real concerns. Career salespeople might have experience, but if that experience consists of outdated techniques and seller-fo- cused approaches, it’s actually counterproductive.

you discover needs, uncover pain points, and identify op- portunities that your less curious competitors miss entirely – which means that you really don’t have competitors on that particular Buyer’s Journey. Intellectual curiosity isn’t just nice to have – it’s the foundation of everything that works in modern selling. Think about it: 80 percent of your chance to win or lose the sale is determined by the time you ask your last CONTINUED ON PAGE 22

20 January 19, 2026

www.boardconvertingnews.com

We’ve got our customers cov ered... TM

...with our fiberglass backed, boltless, full double-wide blankets and an extensive inventory of corrugated parts needed by virtually every box plant in the country. We are proud to be an official distributor of Policart and Rodicut anvil covers. Stafford is the industry’s go-to source for everything corrugated.

www.go2stafford.com • 800.282.5787 PROUD DISTRIBUTOR OF POLICART AND RODICUT ANVIL COVERS

LinkedIn Poll (CONT’D FROM PAGE 20)

buyers – especially Millennials and Gen-Z decision makers – have already done their research before they talk to you. They’ve read your website, checked out your com- petitors, and probably know as much about your product features as you do. What they can’t get from Google is someone who asks thoughtful questions about their spe- cific situation and helps them think through implications they haven’t considered.

question. The salespeople who understand this – who are naturally driven to keep asking – are the ones who consis- tently outperform their peers. How Curiosity Changes Everything When you approach selling with genuine intellectual curi- osity, everything changes: Your prospecting improves because you’re research- ing prospects to understand their world, not just to find contact information. Your conversations get deeper because you’re asking follow-up questions instead of jumping to your next talking point. Your presentations become relevant because you ac- tually understand what matters to this specific prospect. Your proposals address real needs because you’ve un- covered the problems that keep your prospects awake at night. Your follow-up creates value because you’re sharing insights and resources, not just checking in. None of this requires being a former athlete, a natu- ral performer, or a technical expert. It just requires being genuinely interested in understanding your prospect’s sit- uation. The Generational Reality Check This focus on curiosity becomes even more critical when you consider today’s buying environment. Modern B2B

The old-school approach of launching into a polished presentation is going to lose every time to the curious salesperson who helps them discover new angles on their challenges. The Questions That Actually Matter Intellectually curious salespeople ask different questions:

CONTINUED ON PAGE 24

22 January 19, 2026

www.boardconvertingnews.com

Process Automation for Optimized Performance & Profitability

JB MACHINERY

Each JB product optimizes the performance of your operation. But when combined they maximize the performance and profitability of the entire process!

Fully automated drying and power management

2023 FEFCO Silver Award/Best Innovation energy savings and resource optimization

Fully automated ink management with temperature, pH & viscosity control

Fully automated plate washing system

2021 AICC Innovator of the Year

Combine for maximized benefit!

Productivity — Quality — Profitability

JB Machinery Inc. | +1-203-544-0101 | jbmachinery.com

LinkedIn Poll (CONT’D FROM PAGE 22)

Instead of “What’s your budget?” they ask “What happens if you don’t solve this problem?” Instead of “When are you looking to make a decision?” they ask “What would success look like six months after implementation?” Instead of “Who else are you looking at?” they ask “What criteria are most important in your evaluation pro- cess?” These aren’t clever techniques or manipulative tactics. They’re the natural questions that come from genuine cu- In an age where buyers can research solutions online, compare vendors through reviews, and even make pur- chases without talking to salespeople, the value you bring isn’t product knowledge or presentation skills. Your value is your ability to help prospects think through their situation more thoroughly than they would on their own. That requires understanding their world well enough to ask questions they haven’t thought of and provide per- spectives they haven’t considered. You can’t do that by performing, competing, or recit- ing technical specifications. You can only do it by being genuinely curious about their challenges and invested in helping them succeed. riosity about the prospect’s situation. Why This Matters More Than Ever

Follow Board Converting News on LinkedIn and Facebook to get the most current news and information for the corrugated and folding carton industries.

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

CONTINUED ON PAGE 26

MARK NEELY Training and Consulting Services

■ Mark has over 25 years experience delivering Sales and Negotiation Training to the Corrugated Packaging Industry ■ Using a 360º approach to developing both External as well as Internal relationships, Mark will help your whole team work together to expand your customer base, create closer ties between departments and build profits ■ Mark specializes in Customized Training Programs and Consulting Services that are created by matching your company’s capabilities to the goals you have set

■ Prospecting and Leads Generation ■ Trust Building and Di erentiation ■ Sales Results Measurement TRAINING TOPIC EXAMPLES

■ Sales Management ■ Building Cooperative and Collaborative Teams ■ On-boarding of New Sales Reps CONSULTING SERVICES

and Accountability ■ Negotiating Skills

310-346-5476 markneely5476@gmail.com ■ www.markneelyseminars.com

24 January 19, 2026

www.boardconvertingnews.com

PRECISION IN MOTION.

SHINKO

VELOCITY ROTARY DIE CUTTER

MAXIMUM OUTPUT. 12,000 S P H

MINIMAL DOWNTIME. R J-C T

LASTING RELIABILITY. F P F S

847-949-5900 800-621-4343 www.boxmachine.com

LinkedIn Poll (CONT’D FROM PAGE 24)

Board Converting NEWS INTERNET DIRECTORY

The Bottom Line for Salespeople Forget the LinkedIn poll categories. Forget worrying about whether you have the “right” background for sales. Focus on developing the one trait that actually drives success: intellectual curiosity about your prospects and their chal- lenges. Ask better questions. Listen more carefully to the an- swers. Dig deeper into their situation. Connect dots they haven’t connected. Do that consistently, and your back- ground won’t matter. Your prospects will see you as the salesperson who actually understands their world – and that’s the only credential that really counts. The next time someone asks what makes a great sales- person, the answer should be simple: Someone curious enough to ask the right questions and smart enough to act on what they learn. Everything else is just noise. Troy Harrison is the Sales Navigator and the author of “Sell Like You Mean It” and “The Pocket Sales Manager.” He helps companies navigate the Elements of Sales on their journey to suc- cess. He offers a free 45-minute Sales Strategy Review. To sched- ule, call 913-645-3603 or e-mail Troy@TroyHarrison.com. Metsä Board Only Nordic Company To Achieve CDP Triple A Rating Norwalk, Connecticut based Metsä Board has announced its achievement of a Triple A rating from CDP. CDP, a glob- al environmental non-profit firm, has published its annu- al A Lists, recognizing companies for leadership in envi- ronmental transparency and performance. Out of nearly 20,000 companies scored globally, only 23 achieved the highest rating, Triple A. Metsä Board was the only Nordic company on the Triple A list. CDP scores companies on Climate Change, Forests, and Water Security, with an ‘A’ marking the highest level of achievement. Securing a Triple A rating places Metsä Board among global leaders, demonstrating comprehen- sive disclosure, advanced/mature environmental gover- nance, and meaningful progress toward environmental resilience. “Many of our customers have ambitious sustainability targets, and they also participate in CDP disclosure. By doing our part, we strengthen value chain cooperation and are proud to support them in reaching their goals. Our systematic work toward fossil-free production helps lower our customers’ Scope 3 emissions. Our water-use reduc- tion target and operations in low water-risk areas in Fin- land and Sweden support water security. In addition, we

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.

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

www.boardconvertingnews.com

26 January 19, 2026

Metsä Board (CONT’D FROM PAGE 26)

Board Converting NEWS INTERNET DIRECTORY

promote the growth, biodiversity, and resilience of Finnish forests through regenerative forestry practices,” says Esa Kaikkonen, CEO of Metsä Board. CDP’s annual disclosure and scoring process is widely recognized as the leading global standard for corporate environmental transparency. The full list of companies on this year’s A Lists is available on CDP’s website: www.cdp. net/en/data/scores . FSEA Launches Initiative To Attract Young Talent To Print Industry The Foil & Specialty Effects Association (FSEA), based out of Topeka, Kansas, is proud to announce the formation of the NextGen Leaders Society, a new initiative designed to attract, engage and empower young professionals within the print and specialty effects industry. Created in response to the growing need for fresh per- spectives and long-term talent development, the NextGen Leaders Society will serve as a dedicated community for emerging leaders looking to build careers in print, foil, coatings, embossing, diecutting and other specialty em- bellishment technologies. The group will provide oppor- tunities for networking, education, mentorship and lead- ership development while fostering deeper engagement with FSEA and the industry as a whole. “The NextGen Leaders Society represents an import- ant investment in the future of our industry,” said Bryce Poremba, Elite Print Finishing and Chairman of the Next- Gen Leaders Society. “By creating a space specifically for young professionals, we are helping to ensure that innova- tion, collaboration and leadership continue to thrive within print and specialty effects for years to come.” The Society will focus on: • Connecting young professionals with peers and indus- try veterans • Providing educational resources and professional de- velopment opportunities • Encouraging participation in FSEA events, committees and initiatives • Promoting awareness of career paths within the print and embellishment industry Programming for the NextGen Leaders Society will in- clude virtual networking events, educational sessions and leadership-focused initiatives aligned with FSEA confer- ences and activities. More information on the NextGen Leaders Society and how to join will be available over the coming months at www.fsea.com . FSEA is an international trade association dedicated to the promotion, education and growth of specialty print embellishments. FSEA serves converters, printers, suppli- ers and designers through education, networking and in- dustry advocacy.

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

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.

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.

28 January 19, 2026

www.boardconvertingnews.com

‘No Hire, No Fire’ Manufacturing Labor Market Persists, NAM Reports According to the National Association of Manufacturers (NAM), manufacturing employment remained under pres- sure at the end of the year, reinforcing a labor market pat- tern that has become familiar across much of the sector. In December, manufacturing employment declined by 8,000 jobs, marking the eighth consecutive month of losses, fol- lowing a drop of 2,000 jobs in November. By comparison, total nonfarm payroll employment edged up by 50,000 in December after a 56,000-job increase the prior month. Following the government shutdown, overall employment remains down by 67,000 jobs from September levels. Despite the continued softness, the unemployment rate ticked down slightly, falling 0.1 percentage point to 4.4 per- cent in December. The labor force participation rate also dipped by 0.1 percentage point to 62.4 percent. Excluding the impact of the government shutdown, private payrolls have risen by a cumulative 88,000 jobs since September. Over that same period, manufacturing employment has declined by 19,000 jobs, underscoring the uneven nature of the labor market and the impact on manufacturing. Job openings data further reflects the cautious ap- proach many manufacturers continue to take. Manufactur- ing job openings fell by 11,000 to 403,000 in November. The manufacturing job openings rate declined to 3.1 per- cent, down from 3.2 percent in October and 3.4 percent one year earlier. Hiring activity also slowed, with the hires rate slipping 0.2 percentage points to 2.3 percent. Mean- while, the separations rate, which includes quits, layoffs, and discharges, held steady at 2.5 percent. Together, these figures point to a labor market defined less by layoffs and more by restraint. Job openings re- main well below the roughly 500,000 level that averaged through much of 2024, yet turnover remains low. Most manufacturers appear focused on holding onto their ex- isting workforce while limiting new hiring. The continued decline in the hires rate, now approaching its 10-year low of 2.1 percent, suggests that employment levels are being reduced primarily through attrition rather than active work- force cuts. Manufacturing activity data paints a similarly mixed pic- ture. The ISM Manufacturing PMI contracted for the tenth consecutive month in December, falling to 47.9 percent from 48.2 percent in November and remaining below the 50 percent threshold that signals expansion. While over- all activity weakened, several demand-related indicators showed improvement. The New Orders Index rose to 47.7 percent, New Export Orders increased to 46.8 percent, and the Backlog of Orders Index climbed to 45.8 percent. While the improvement in demand indicators offers some encouragement, activity remains firmly in contrac- tion territory. For now, the data suggests manufacturers continue to operate in a cautious environment, balancing workforce stability with subdued activity and limited hiring.

Board Converting NEWS INTERNET DIRECTORY

CORRUGATED REPLACEMENTS, INC. www.corrugatedparts.com

Corrugated Replacements, Inc. is a production powerhouse that manufactures high quality machine parts and replace- ment parts for the corrugated and paperboard converting industries. CRI can redesign, engineer, and manufacture any part while providing a rapid turn-around rate, keeping machines running at their peak performance and limiting down time.

C.U.E., INC. www.AnvilCovers.com

Makers of single and dual-width Timesaver® Anvil Covers, the premier urethane anvil cover for corrugated die cutting. Timesaver® covers feature construction of solid steel back- ing and solid steel locking components to ensure a precise fit every time. C.U.E., Inc. also offers Dura-Latch and Cor- Lock anvil covers, and urethane Lead Edge Feed Wheels.

EMBA www.embausa.com

The EMBA group supports a complete line of corrugated converting machinery for the worldwide market. EMBA’s Quick Set technology enables the highest productivity across a broad range of converting equipment, from mini to super jumbo. EMBA also includes the McKinley jumbo line of flexo folder gluers and rotary die cutters as well as ser- vice, rebuilds and upgrades for both EMBA and McKinley.

EAGLEWOOD TECHNOLOGIES, LLC www.eaglewoodtech.com

Eaglewood Technologies offers trusted cleaning technolo- gies for the world’s best printers and converters. Solutions include the award winning Sitexco+ Anilox Laser System, the Nanovis Parts Washing System, the Sitexco L10 Label System, the innovative Sanilox™ System or Alphasonics solutions. We also offer Xpress™ mobile cleaning service at your facility or ours. ESKO www.esko.com ArtiosCAD and Kongsberg are the most trusted names in CAD/CAM solutions. Esko’s ArtiosCAD is the most widely used CAD software in the world. Esko’s Kongsberg series of tables brings you reliable, outstanding quality for sample- making and short run production.

DOMINO www.dominodigitalprinting.com

Domino is a leading manufacturer and distributor of digital printing and product identification solutions. Celebrating its 44th year, Domino is headquartered in the UK and North America headquarters are Illinois. Domino has 25 subsid- iaries, representation in over 120 countries, and over 2,900 employees worldwide .

www.boardconvertingnews.com

30 January 19, 2026

Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28 Page 29 Page 30 Page 31 Page 32 Page 33 Page 34 Page 35 Page 36 Page 37 Page 38 Page 39 Page 40 Page 41 Page 42 Page 43 Page 44

Made with FlippingBook - professional solution for displaying marketing and sales documents online