Board Converting News, October 27, 2025

October 27, 2025

VOL. 41, NO. 43

BoardConverting Serving the North American Corrugated and Folding Carton Industries for 40 years

AICC Roundtable Looks Toward Powerful Digital Future BY GREG KISHBAUGH At the recent AICC Fall Meeting in Chicago, Illinois, a round table of converters was gathered to discuss digital printing in corrugated facil- ities and the ways in which the technology has opened up new path- ways to innovation and growth.

Welch Packaging Merges With Phoenix/Packaging Elkhart, Indiana based Welch Packaging Group, Inc., a family-owned and operated manufacturer of custom corrugated products, has announced its merger with Phoenix/Pack- aging of Mount Joy, PA. Since its founding in 1983, Phoenix/Pack- aging has set the standard to be “apart from the competition, not part of it”. Every day, Phoenix/Packaging strives to be innovative and utilize best industry practices to ensure its current and future customers are consis- tently satisfied and confident in their products and services. “We are excited to expand our presence in this region and welcome John, Bill and Deb along with their family to our management team, ” stated Scott Welch, President and CEO of Welch Packaging. “This is a highly strategic acquisition for us as it adds capabilities and capacity to our IPS business in nearby York, Pennsylvania.” “Combining our two companies will create new opportunities for customers, vendors, and associates. Partnering with Phoenix/ Packaging reflects our desire to join forces with outstanding independent packaging

Moderated by Greg Jones of SUN Automation, the panel (and their digital assets) consisted of: Chad Wagner, Peachtree Packaging (Bar- beran Jetmaster); Jake Sutherland, Sutherland Packaging (HP); and George Perreira, Moyy (Nozomi). Jones: There was a great deal of buzz around digital for years, which seemed to be stifled when COVID hit in 2020. Do you anticipate interest to again gain more interest? Perreira: Back in 2018, 2019, there was a lot of machines placed. I had one supplier tell me they sold 15 single-pass units between 2018 and 2019. Since then, those numbers have definitely come down quite a bit. But to think about where we’re going to go: I’m optimistic. I’m op- timistic because I think there’s a lot of great people investing a lot of time into new digital technology. What will that look like in the coming years? I can only envision and CONTINUED ON PAGE 22 From left: Greg Jones, Chad Wagner, Jake Sutherland, and George Perreira.

CONTINUED ON PAGE 3

WHAT’S INSIDE

6 x x 8 x x 12 x x 26 x x TAPPI CorrExpo Kicks Off With Recognition And Community 10 Fosber Exceeds Expectations At Monday Night Event In GA Jim Fox, Former Langston Corp. Exec, Passes Away 20 Harris Packaging Installs Fourth BW Papersystems Machine

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Scott Welch continued, “Our goal has always been to provide an umbrella for independent family businesses to join our network of companies in order to preserve their legacy while offering additional opportunities for growth. Typically, these companies have deep ties to their associ- ates, customers and communities. It is important to us that we continue these relationships.”

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

Welch Packaging (CONT’D FROM PAGE 1)

companies led by strong leaders. We’re proud to welcome Phoenix/Packaging into our family of companies while pre- serving the legacy they’ve built,” said Welch. Commenting on the new relationship, John Davidson said on behalf of his family, “At first, we expected to work with a private equity firm to sell Phoenix/Packaging. But after speaking with another local company that had been acquired by Welch and hearing about their outstanding experience, we decided to reach out to Scott and explore the opportunity to join forces. Once we got to know each other, it became clear that partnering with Welch was the best decision for our customers and our associates.”

“This is a very exciting time for Phoenix/Packaging, our customers and our associates. We are delighted to join Welch Packaging and look forward to expanding our ser- vices with enhanced products and technology for our cus- tomers while affording greater opportunities and purpose for our team,” stated Bill Davidson on behalf of his family. From left: John Davidson, Phoenix; Scott Welch, Welch Pack- aging; Bill Davidson, Phoenix; and Deb Jessup, Phoenix.

www.boardconvertingnews.com

October 27, 2025

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October 27, 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 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.

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TAPPI Kicks Off CorrExpo 2025 In Savannah With Recognition, Community, And Gratitude There's just something about a 7:30 a.m. start that makes coffee taste a little better, especially when surrounded by colleagues and friends who share the same passion for corrugated. That was the energy as attendees gathered for the opening session of TAPPI CorrExpo 2025, led by Larry Montague, President and CEO of TAPPI, and John Semen- ske of BW Papersystems. Montague reported the positive numbers about the event: 1,100 at- tendees, 153 exhibitors, and 38 sponsors. Then, he invited a moment of silence to remember colleagues and friends who have passed since the last TAPPI meeting. With that, the tone shifted to one of celebration. Montague, who has been with TAPPI for 19 years, greeted the crowd with his familiar mix of humor and warmth. “I can say with confidence we have some of the best people, best members in the world,” he said. “We have mem- bers in 65 countries, so I can actually say that!” Investing In The Next Generation From the floor of the general session, Montague emphasized one of TAPPI’s core missions: nurturing the next generation of industry pro- fessionals. Scholarship recipients were recognized for their academic excellence and commitment to the corrugated field. “The development of future leaders and innovators is an important mission for TAPPI,” Montague said. “We invest in the next generation through our student chapters, our Student Summit, and scholarships made possible by our loyal supplier companies. These young men and women represent the future of our industry.” Honoring Larry Montague The morning’s biggest surprise came when Semenske announced the recipient of the David Carlson Leadership and Service Award — none other than Larry Montague himself.

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“We were discussing who would get the leadership award this year,” Semenske said, “and it was a unanimous and a quick decision to give Larry this award.” He spoke about Montague’s influence on TAPPI and the broader industry. “Great leaders often work to put things in place so their orga- nization, and the people they care for, are in a better place than when it started. Our collective futures are bright as a result of Larry’s great leadership.” Montague was visibly moved as he accepted the award. “I’m hon- ored beyond words,” he said. “Everyone here means the world to me.” CONTINUED ON PAGE 8 Semenske, left, presents Montague with the Leadership Service Award.

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October 27, 2025

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TAPPI Kicks Off (CONT’D FROM PAGE 6)

Recognizing Service And Leadership Several more leaders were honored for their commit- ment to TAPPI and the corrugated packaging communi- ty. Montague acknowledged the Corrugated Packaging Council (CPC), the governing body of the division, and its members who help guide the association’s work. He recognized Jerry Sebalis, outgoing CORBOTECH Chair; Michael Klear, outgoing Supplier Advisory Commit- tee Chair; and Lena Decker, outgoing Young Profession- als Representative. As new chapters begin, Montague welcomed four new members to the CPC: David Crouch with Atlantic Packaging, Mike Kohler with Kohler Coating, Joe Slattery with Fosber America, and Sara Young with PCA. Passing The Gavel Before closing, Semenske reflected on his term as chair. “It’s been an honor and a privilege to serve as the Corrugated Division Chair,” he said, thanking Montague and Young for their hard work and leadership. He then introduced Greg Arvanigian of Arvco Contain- er Corp. as the new Corrugated Packaging Division Chair. “If I had to think of one word to describe Greg, it’s authen- tic, which is why I think we all love Greg.” Arvanigian took the stage with characteristic humor, opening his speech with the first words of the Gettysburg Address and drawing laughter from the room. He shared

that his father took him to his first TAPPI CorrExpo years ago and reflected on the friendships and lessons that have come from being part of the organization. “The things that I learned and the friendships that I made in this group are priceless,” he said. “It's been a great expe- rience, and it means a lot to me.” Looking Ahead Montague closed the morning by thanking TAPPI’s vol- unteers, staff, and sponsors, giving appreciative nods to Alliance Machine Systems International, Platinum Sponsor; Mitsubishi Heavy Industries, Gold Sponsor; and AG Stacker, Martin, and SUN Automation as Bronze Sponsors. Montague left the crowd with an upbeat sendoff: “Let’s get this thing done and make it a great show!" John Semenske, left, passes the gavel to Greg Arvanigian.

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October 27, 2025

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Fosber Again Exceeds Expectations At Monday Night Event In Savannah Green Bay, Wisconsin based Fosber America once again exceeded expectations with its annual tradition of host- ing its Monday Night Customer Appreciation Event during TAPPI CorrExpo in Savannah, Georgia. More than 150 customers, friends, invited guests and employees enjoyed the private event at Churchill’s Pub, a British-run tavern serving English draft beers, plus tra- ditional and creative “pub grub,” and on this celebratory night, a carving station, where a talented chef sliced and served 10 massive loins of perfectly cooked prime rib to hungry guests, who clustered from cozy corners of the restaurant to the open air roof-top setting to enjoy the view of Savannah and the company of friends.

Jeff Pallini, President of Fosber America, used the op- portunity to present TAPPI President & CEO, Larry Mon- tague, with special recognition and a gift—an Atlanta Braves Hank Aaron jersey—as a way of thanking him for The Fosber America team was on hand to welcome more than 150 customers, friends, and invited guests to Churchill's Pub.

his decades of friendship and service to the industry. Montague announced his re- tirement earlier this year and will end his tenure with TAPPI at the end of 2025.

Adding to the magic of the evening were not one but two Monday Night Foot- ball games—the Detroit Lions defeated the Tampa Bay Buccaneers, 24-9, and the Se- attle Seahawks beat the Houston Texans, 27-19—were broadcast to the multiple tele- visions throughout the pub. Jeff Pallini, President of Fosber America, rec- ognized Larry Montague and thanked him for his years of industry service.

And of course, the annual photo of the Fosber team, above, displaying their col- orful personalities demonstrated why the company has perhaps the highest morale in the corrugated industry.

www.boardconvertingnews.com

October 27, 2025

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AICC Introduces Four-Part Continuous Improvement Webinar AICC, The Independent Packaging Association, has an- nounced the launch of a four-part Continuous Improve- ment (CI) Webinar Series, free to AICC members in good

Jim Fox, Former Langston Corp. Executive Passes Away Jim Fox, former executive with Langston Corp passed away recently at age 88. A memorial service for Jim was held on October 10 in New Jersey. Jim began his career in the in-

standing. Designed to provide practical tools, proven strategies, and industry-specific insights, this series will help independent packaging companies strengthen their culture of Continuous Im- provement and achieve lasting operational success. The series will be led by Sán- dor Wolkensperg, Vice President

dustry as the Product Marketing Manager with Langston for what was to become full commercial- ization of a then new concept- straight line flexo-folder-gluers. Jim prodded and poked the pro- totype growing pains of what then became the foundation stone of the Langston Saturn 1 series on to

critical mass and customer acceptance. Jim then was moved up to become Langston Parts Manager during the 70’s and later in the 80’s was Parts and Service Manager for Langston before being asked to join the Langston executive ranks as Director of Marketing towards the mid-90’s. Jim also was the interim National Sales Director during the British owner Molins' desire to run the company direct- ly prior to the sale to Banc Boston in 1998. Jim was an avid golfer and enjoyed every chance he was able to have on a course.

of Operations at Royal Containers, a recognized expert in Lean Manufacturing and Continuous Improvement. With decades of experience leading operational excellence in corrugated and packaging, Sándor will deliver actionable lessons that participants can apply immediately to their own plants.

Session 1: Building a Lean Culture that Lasts Thursday, December 4, 2025 | 2:00 pm ET

This opening session introduces the principles of Con- tinuous Improvement and Lean Manufacturing, emphasiz- CONTINUED ON PAGE 14

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October 27, 2025

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AICC Webinars (CONT’D FROM PAGE 12)

Session 3: From Theory to Plant Floor Thursday, March 12, 2026 | 2:00 pm ET

ing the importance of leadership and culture in sustain- ing change. Learning Highlights: • Understand the history and principles of Lean and CI. • Recognize the 8 wastes and their impact on opera- tions. • Identify cultural challenges to Lean adoption. • Explore how leadership and engagement shape CI outcomes. Session 2: Eliminating Waste, Maximizing Flow, Lean Tools Thursday, January 15, 2026 | 2:00 pm ET The second session dives into the core Lean tools that every plant can use to drive measurable improve- ments. From analyzing material flow to reducing change- over times, attendees will discover methods that directly impact productivity and cost savings. Learning Highlights: • Apply Value Stream Mapping (VSM) to visualize mate- rial and information flows. • Implement 5S workplace organization in tooling, ink stations, and die storage. • Use SMED (Single-Minute Exchange of Die) tech- niques to reduce setup/changeover times. • Leverage standardized work as the foundation for consistent quality and operator training.

Building on the concepts introduced earlier in the se- ries, this session bridges Lean theory to practical applica- tion in corrugated. Learning Highlights: • Review corrugated-specific Lean projects that im- proved throughput, reduced defects, and shortened lead times. • Apply root cause analysis tools • Learn how to engage teams in Kaizen events to foster a culture of collaborative problem-solving. • Translate Lean tools into day-to-day plant practices for measurable improvements. The final session focuses on sustaining and expanding Continuous Improvement efforts across an organization. Identify key operational KPIs for corrugated converting. Learning Highlights: • Use visual management systems and Gemba walks to sustain improvements. • Create CI governance structures for leadership ac- countability. • Expand CI efforts beyond single projects into enter- prise-wide initiatives. Session 4: Driving Long-Term Success Thursday, May 14, 2026 | 2:00 pm ET Register at www.AICCbox.org/Calendar . Contact Re- becca Rendon, at rrendon@aiccbox.org with questions.

www.boardconvertingnews.com

October 27, 2025

Mesirow Advises Eastern Business Forms, LLC On Sale To Ahlstrom Chicago, Illinois based Mesirow, an independent, employ- ee-owned financial services firm, today announced it act- ed as the exclusive financial advisor to Eastern Business Forms, LLC (“EBF” or the “Company”), a portfolio company of Gen Cap America (“GCA”) on its sale to Ahlstrom Oyj (“Ahlstrom”). EBF is now part of Ahlstrom's Filtration and Life Sciences business and key to Ahlstrom’s lab and life sciences growth strategy. Barney Byrd, President & CEO of Gen Cap America, said, “We are excited to complete this transaction with Ahl- strom and to have the opportunity to work with Mesirow. Mesirow’s team prepared and guided our management team, provided great counsel throughout the process and delivered a successful outcome. We would welcome the opportunity to work with them again.” Brad Nelson, President and CEO of EBF commented, “Mesirow’s relationships and invaluable support during this transaction proved essential. Their extensive net- work, thoughtful execution, and trusted guidance led to an exceptional outcome for EBF.” Chris Yike, Director at Mesirow Investment Banking, said, “We were honored to represent EBF and GCA in this process and are confident that Ahlstrom’s partnership will further accelerate the growth and scale of EBF’s opera- tions.” The sale of EBF marks another successful transaction completed by Mesirow Investment Banking. In recent years, the firm has completed more than 350 transac- tions across its verticals. With deep industry expertise, long-standing client relationships, and a commitment to delivering tailored solutions, Mesirow continues to build a proven track record of highly successful transactions. Energy, Ideas, and Community Power AICC Fall 2025 Annual Meeting Independent packaging leaders gathered October 6–8 at the Sheraton Grand Riverwalk in Chicago for the AICC 2025 Annual Meeting. With 600 attendees, the event brought together converters, suppliers, and partners for three days of inspiration, education, and connection. The meeting opened with Gene Marks, CPA, author, and columnist, who helped members prepare for the road ahead in his keynote, “Navigating 2025 and Beyond.” Marks emphasized data-driven strategies and practical steps to manage shifting economic and technology land- scapes. The keynote presentation by John O’Leary, bestselling author of On Fire, quickly became one of the most talk- ed-about moments of the meeting. Blending humor, heart- felt storytelling, and even a surprise piano performance, CONTINUED ON PAGE 18

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October 27, 2025

Modernize your Packaging Business. Optimize your Operations for the Future.

Discover how to stay ahead. In our latest guide, Modernizing the Corrugated and Folding Carton Packaging Industry: A Strategic Imperative for Sustainable Growth, we explore: • Why modernization is critical • Analyst insights from Smithers, PMMI, and McKinsey • Key technologies required for modernizing: MES, APS, AI, and more • Real-world examples of companies boosting efficiency and quality • A clear implementation roadmap to sustainable, future-ready operations

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AICC Meeting (CONT’D FROM PAGE 16)

O’Leary inspired members to approach both business and life with gratitude, courage, and a renewed sense of pur- pose. Chad Pregracke, founder of Living Lands & Waters and CNN Hero of the Year, shared how one person’s action can spark wide-reaching change. His keynote challenged members to turn challenges into opportunities in their businesses and communities. The event concluded with a dynamic closing keynote by Sam Richter, Hall of Fame Speaker and bestselling author, titled "Generative AI and Your Future." Richter en- gaged the audience with an eye-opening and accessible look at how generative AI is reshaping industries, work- places, and everyday life, urging professionals to adapt and leverage this transformative technology for success in an increasingly digital world. Richter will offer a deep-dive demo on using the Packing Industry Intel Engine to grow your business during Generative AI and Your Future, a free webinar for AICC members on November 13. Over a dozen attendees came to Chicago early to par- ticipate in Unlock Financial & Operational Synergy, a two- day seminar led by Mitch Klingher, Klingher Nadler LLP. Klingher also offered guidance on business planning fol- lowing the passage of the Build Back Better Act during the Focus Session. Shoshana Micon, AF&PA, also pro- vided essential updates on containerboard markets and sustainability policies, and Ryan Fox of Green Markets, a Bloomberg company, examined containerboard industry shifts, from acquisitions to capacity changes. The Supplier Panel Discussion: Latest Developments and Innovations in Digital Print brought together a power- house lineup of experts representing leading technology providers — Matthew Condon, Domino; Steve Shannon, HP; Liz Logue, EFI; Chuck Slingerland, Barberan; John Kel- ley, Kento; and Tom Green, Durst — moderated by Greg Tucker of Bay Cities. Panelists discussed the latest ad- vancements in digital printing, from automation and col- or management to hybrid workflows and customization. Their insights gave converters a clear look at where digital print technology is heading — and how it is reshaping both productivity and customer expectations. In his session, “Working on the Business: Gap Analysis and Strategic Planning to Protect While You Grow,” Chris Santomassimo, Partner at Outside General Counsel, OGC Solutions, guided attendees through practical approaches to balancing growth with risk management. In addition to enjoying views of the Chicago River and skyline, attendees got to network via the Women in Pack- aging Social, Emerging Leaders Networking Event, and plant tours at StandFast Group, Blackhawk Corrugated, Digital Print Partners, and The Royal Group. The 2025 Annual Meeting proved that the independent spirit is strong, adaptable, and future-focused. Attendees returned home with fresh strategies, new connections, and renewed energy to lead their companies forward.

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October 27, 2025

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Geo. M. Martin Appoints Ramzi Araj Northeast Regional Sales Manager The Emeryville, California based Geo. M. Martin Compa- ny, a leading supplier of rotary die cutter stackers and advanced material handling systems, has announced

Harris Packaging Installs Fourth BW Papersystems Machine Phillips, Wisconsin based BW Papersystems has an- nounced that Harris Packaging Corporation has expanded its converting capacity with the installation of a G-Grafix five-color mid-line flexo folder-gluer, marking the fourth BWP machine in the Harris fleet.

the appointment of Ramzi Araj as Northeast Regional Sales Manager. In this role, Ramzi will support existing customers while driving new business development across Martin’s Northeast territory, which includes the Mid-Atlantic and New England states, Illinois, Wisconsin,

and the Canadian provinces of Ontario and Quebec. Araj holds a B.S. in Mechanical Engineering from the University of Illinois Chicago and brings extensive expe- rience in industrial automation, mechanical engineering, and equipment sales. Most recently, he served with the Hilti Group, where he specialized in sales engineering for industrial solutions. “We’re excited to welcome Ramzi to our technical sales team,” Jason Smith, Vice President of Sales at Geo. M. Mar- tin said. “His expertise will make him a valued resource to our customers and an important part of our future growth." Araj can be reached at (312) 639-6625 or via email at raraj@geomartin.com.

A standout feature of the machine is its single-pass inside-the-box printing capability, allowing brands to en- hance the unboxing experience, a key driver in today’s With the global e-commerce market projected to reach $80 billion, Harris Packaging’s new G-Grafix is well-posi- tioned to meet the demands of this growing segment.

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October 27, 2025

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CREATIVE SYSTEMS & SOLUTIONS SINCE 1929

AICC Roundtable (CONT’D FROM PAGE 1)

printing machine. And the next printing machine ended up being the Barbaeran. And it’s just opened up more markets for us. It’s taking us across the country. We have conver- sations with many, many large consumer products companies that we wouldn’t be able to talk to in the past. Everybody’s interested in the technology. Ev- erybody wants to learn. It doesn’t mean that they buy from us right away, but it’s definitely a hot and heavy conversation. The market wants to talk about digital. The market wants to use digital. It’s a good thing for us. It’s a challenge, but it’s a good thing for us. It’s defi- nitely helped us grow, and I can see where it will con- tinue to help us grow. Jones: George, how about you guys? How’s it evolved? Perreira: Our business has evolved. We were pri- marily just a brown box plant. We didn’t know what we were doing at all when we took a dive into digital Since we’ve done that, it took us a little bit, but we’re probably almost 30 percent now of our busi- ness is now digital versus what we were doing before. What we’re seeing now, what we didn’t have be- fore, is a lot more excitement. Our sales staff has re- ally started to enjoy selling something beyond just a brown box, which I still enjoy selling, by the way. But, that’s been a big change for us. It’s is just to see the salespeople embrace new challenges and new opportunities and look at something beyond what they’ve always been accustomed to selling. So our business has changed. Jones: You’ve also shared that you have other dig- ital makers that you meet with from time to time. How have the tariff impacted your decisionmaking? I know Canada is a little different than the United States, but how’s that impacting you? Perreira: To speak from my perspective, obvious- ly any increase in cost makes people pause for a moment and they need to make sure that it’s still a sound decision. Our government in Canada, has pro- grams. Now, it’s not tariff-related, but our government is incentivizing businesses to invest in manufacturing. There’s quite a lot of credits that we could use to sup- plement the cost or entry into more manufacturing. I would assume, but if you’re looking to invest in your business and grow, I’m sure there’s a lot of opportu- nity and investments through banks or government funding or grants to help offset some of the added cost. But at the end of the day, if you’re business is grow- ing and you need to buy a new asset to grow your business, then it’s the cost of doing business. You just have to consider it and make the investment. Jones: Chad, do you have any comments on the terrace and how it’s impacting your decision-making? Wagner: The used equipment market has got to be

dream of what that looks like. But I’m excited because even the equipment that I bought today has been sur- passed with a lot more updates and new, faster, quicker, better print heads. It’s evolving very, very quickly. As that happens, I think people will continue to invest. I’m not sure we’ll see 15 units placed in one year, but I definitely think there’s going to be an uptick in the coming years as the innovation improves. Jones: What role is digital playing within your organi- zation? Sutherland: It’s really been the growth engine of our business over the past decade. We’ve seen close to 50 percent of our business now in 2025 move away from conventional print to digital print, and that is part of the strategic plan of the business with this investment.

A lot of that isn’t necessarily net new growth; it can also be conversion from conventional. But we have seen a tangible amount of net new growth on the digital side. For us, 10 years ago, we were a relatively small converting operation. We’re still not big by any means, but digital has allowed us to go after a larger market segment than we were able to capture before. And besides being the growth engine and the point of focus now for the future of the business, it’s also a point of pride for us at Sutherland. Digital for us is a perfect hand- in-glove fit for our brand. Jones: How has your business evolved with the use of digital? Wagner: It’s been a slow but steady churn of more and more print every year that goes by. We put a four-color press in, a flexo press, in 1996. We were doing a ton of litho laminating. We were doing a little bit of printing on that press. And then in 2017, we bought the Göpfert Flexo press and continued to grow our print, and kept trying to get to figure out what we were going to do for our next 22 October 27, 2025

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AICC Roundtable (CONT’D FROM PAGE 22)

digital print. It’s part of a selling proposition. This thing can turn jobs quickly. But that means the rest of the organization has to keep up with the speed of digital print. That was a learning pro- cess, making sure that the people we had were in the right roles and had the right tools and SOPs at their disposal to work at the speed of digital. Perreira: To add on to that, what we didn’t know when we first ran digital is that if we are printing 100 sheets, we need 100 sheets. If we are printing 1,000 sheets, we need 1,000. But what we didn’t consider at the time, because we were new and young, is when it gets passed through the digital printer and we have to convert it on the other side of production, it needs to keep up with what we’re doing. And when it gets to the die cutter, we didn’t account for a little bit of waste that happens when we’re die cut- ting. We didn’t account for waste that happens when we’re folding and gluing. We didn’t account for this and that, ba- sically everything that follows the digital asset. That was a bit of a learning curve, but we’re four or five years in now, so we’re not perfect, but we’ve definitely made some ad- vances there. Jones: What’s been the most positive outcome that you weren’t expecting, that was unforeseen? Perreira: When we first bought our Nozomi digital press, the first thing was we planned to go after pre-ex- isting multi-pass business. People that have multi-pass,

hot and heavy these days, I would imagine. Machines are already uber-expensive. Now we’re going to put 15, 20, 30 percent more on top of that. I’m glad we’re organized the way we are at the mo- ment. We don’t need to buy anything at the moment. We’ll see how that changes over time. It seems like all that is cyclical and will change. But, it’s got to be difficult. I haven’t talked to many of the machine suppliers here this week, but I’m sure they’re crying the blues a little bit. Jones: Jake, let's take a shift more to operations. Does digital present any operating challenges for Sutherland that you didn’t expect? Sutherland: Plenty. I think one of the biggest things with digital is the software component. Generally, this equip- ment is internet-connected. It is heavily software-based, at least for us. That presented a bit of a staffing challenge in finding employees who could troubleshoot, operate, and maintain the machines, both from the hardware and the software side. That’s involved on the pre-press side as well. The color management software works hand-in-hand with the press, so it plays into our QC processes and our validations be- fore we even go to print. I think the other challenge or opportunity for digital print is the speed at which you’re allowed to operate with digital print and that customers expect you to operate with

CONTINUED ON PAGE 26

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AICC Roundtable (CONT’D FROM PAGE 24)

Board Converting NEWS INTERNET DIRECTORY

we’ve got a single pass, we can do it faster and quicker. The ink is less expensive, so maybe that’ll be an advan- tage. Or there’s opportunities to displace maybe some litho work, specifically large format litho, because we have a large machine. But the unexpected thing that happened for us was that one of our biggest customers, we con- verted from flexo to digital. The reason why we were able to do that is they have 30 different versions, and so the amount of print plates that we were storing for them and running, and the set up times, was huge. But we didn’t un- derstand how beneficial it was going to be to switch them over to digital. And that’s been going really well. So that’s the unexpected surprise as we were able to convert what was a traditional flexo piece of business and turn that into a digital piece of business. Jones: Chad, some of the box makers here may want to know more about production numbers. Do you mind shar- ing your insights, what you’ve experienced? Wagner: To make it relative, we’ll compare it to tradi- tional flexographic printing and graphics in flexographic. When we’re running four- or five-color work on our Göp- fert, we probably average 30 MSF an hour. When we’re running well on the single pass machine, we’re probably running 20 MSF an hour. It’s slightly slower than what we do in the flexo space, but not that much. The fall off isn’t that much. The ink costs, of course, are significant. I would say the digital ink is probably 5X the flexo ink. I think the waste is higher on a single pass machine than it is on a traditional five-, six-color flexo press. That’s something we learned. I was shocked by that, but the waste numbers are a little bit higher. Jones: Is that cost of the ink or is that per job? Wagner: If you just take a graphics job on the flexo and you take a graphics job on the digital, it’s about 5X on the ink cost. It’s considerably expensive, but so are print plates. If you can avoid the plates and it’s the right volume and the art is volatile, then digital is the right solution. The speed is there for the industry. The cost, I think, still have a big opportunity to come down. I don’t think the ink needs to be 5X. I think it’ll probably come down eventual- ly, which will help everybody, and will help this part of the business grow further. Jones: Jake, have your selling strategies changed due to the digital capability? Sutherland: Yes, they have. George mentioned going after the litho work, going after litho buyers, going after maybe traditional flexo buyers. For us, the jump up in im- age quality and going to a current generation high-speed single-pass digital put us on different ground competitive- ly compared to where we were prior. We started actually seeing success with cosmetic buy- ers, with pharmaceutical buyers, buyers who really value

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