BoardConverting Serving the North American Corrugated and Folding Carton Industries for 39 years September 4, 2023 VOL. 39, NO. 36
Increase Profits By Taking The Right Steps After Trade Show BY PHILLIP M. PERRY Trade shows offer many opportunities for meeting new vendors, learn- ing from seminars and hobnobbing with colleagues. All those activities can pay off with a fatter bottom line. “A trade show is the best place to see everything that is happening in the industry, and to learn what companies have to offer,” says Alice Heiman, founder of her own sales consultancy in Reno, Nevada (alice- heiman.com).
CorrExpo Rocks Cleveland With Record Turnout TAPPI rocked another successful show with more than 1,100 people descending on Cleve- land, Ohio for the CorrExpo 2023 conference, where the top leaders of the corrugated in- dustry brought their innovations and met with their many friends and colleagues. Larry Montague, President & CEO of TAP- PI, was proud to say that attendance at Corr- Expo was even better than the last pre-Covid show held five years ago in Denver, Colorado. The conference was a fitting time to re- member those past, the TAPPI volunteers who work hard planning the show, the expe- rienced leaders of innovation, as well as the next-generation leders. “I get so jazzed up from our student sum- mits we have and also our young profession- als — there are a lot a lot of those guys here today — you keep the flame burning,” Mon- tague said. “These folks are ready to create their own footprint in this industry, and a lot of them have already done that and become the next leaders of this amazing industry.” There are many dedicated people who have been around long time and experienced the ups and downs of the industry, but equal-
“Your presence at a show brings you face to face with three groups of people: attendees, speakers, and exhibitors. You can learn from each.” Despite their attractions, though, trade shows can toss monkey wrenches into any organization’s operations. How can you spare the time and money required to send yourself and staff members to a show? And how can you maximize the return you get on all the time and money spent? The answer lies in smart follow-through when you return from the show. That means keeping the dialog going with vendors, passing along lessons learned with coworkers, and sharing the hottest industry trends with customers. Doing all that in a way that boosts profits is a constantly evolving skill: Like expert golfers working on their follow-through, successful trade show attendees are always improving the quality of their af- ter-show swing. CONTINUED ON PAGE 24
CONTINUED ON PAGE 3
WHAT’S INSIDE 5 AICC Announces Student Packaging Design Winners 12 FBA Technical Director Mary Alice Drain Retires 14 TAPPI Presents Awards, Scholarships At CorrExpo 36 ePS Showcases Software Solutions At CorrExpo
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TAPPI CorrExpo (CONT’D FROM PAGE 1)
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.
ly important is cultivating a newer generation, Montague said. “They will have new ideas — they already do — new perspectives and new questions that challenge our way of doing things for the better,” he said.
REGION E. Coast Midwest Southeast Southwest
42# Kraft liner $955.00-960.00 $970.00-980.00 $970.00-980.00 $ 970.00-980.00 $1000.00-1010.00 $973.00-983.00
26# Semi-Chem. Medium
Short Ton Del. Short Ton Del. Short Ton Del. Short Ton Del. Short Ton Del. Short Ton Del.
$ 890 .00-9 4 0.00 $9 0 5.00-9 2 5.00 $9 0 5.00-9 2 5.00 $9 0 5.00-9 2 5.00 $9 2 5.00-9 4 5.00 $9 0 8.00-9 2 8.00
West Coast U.S. Average
SHEET PRICES BY REGION (AVERAGE) Per 1MSF, local delivery included, 50MSF single item order, truckload delivery. Sheets
E. Coast Midwest South-SW S. CA N.CA/WA-OR US Aver.
200# 275#
$62.26
$72.05
$62.69 $82.80
$85.35 119.54
$73.13 101.29
97.32
99.89
90.86
113.65
OYSTER UP-CHARGE 8.34
8.34
8.34
8.34
8.34
8.34
275# DBL-WALL 350# DBL-WALL
107.46 118.45
114.69 129.32
116.54 137.25 117.82 145.56
141.08 148.46
122.76 131.80
CANADIAN SHEET PRICES (AVERAGE) In Canadian Dollars, per 1MSF, local delivery included, under 50MSF single item order, truckload delivery. 200# 275# Oyster UC 275#DW 350#DW $78.56 $99.18 $9.00 $96.32 $105.83 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.
Larry Montague, President & CEO, TAPPI
The awards and scholarship winners are on page 14 of this issue; watch for more coverage appearing in up- coming issues of Board Converting News . Meanwhile, there’s always another show and TAPPI is already behind the scenes working on the next one — SuperCorrExpo on September 8-12, 2024 in Orlando, Florida.
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AICC Announces Student Packaging Design Winners
AICC, The Independent Packaging Association, an- nounced the winners in the annual AICC Student Packag- ing Design Competition highlighting the talent and creativ- ity of students in the field of corrugated packaging design. Students demonstrated their prowess in structural design and graphic aesthetics in this year's competition being tasked with creating a "Hardware Shipper Box" that could safely transport assorted items while enduring the rigors of courier delivery. The winners will be recognized during the AICC Annual Meeting in Louisville, Kentucky, on September 18-20.
First Place: Dunwoody College of Technology
Structural Challenge Winners • First Place: Dunwoody College of Technology's “DI- YAY,” Xinh Beardmore, Cory Richard Williams, and Kris- tin Benusa • Second Place: Millersville University's “Ville Hardware,” Kaylena Travitz and Ben Troyano • Third Place (tie): Clemson University's “Penguin Hard- ware,” Marc Alvarado, Lindsey Diehl, Thomas Feaster, and Emory DeLoach • Third Place (tie): Appalachian State University's “Ryllex Hardware Shipping Box,” Rylee Woods and Lex Smith The Graphic Design category showcased the fusion of artistic vision and packaging functionality. Graphic Design Winners • First Place: University of Texas Arlington's “Tuff Hard- ware,” Edwin Barrera, Oliver Harris, Kit Corney, and Cassidy Victor
CONTINUED ON PAGE 6
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September 4, 2023
• Second Place: Cal Poly's “Handybox,” Tori Nardoni, Kate Perry, and Francisca Soherman • Third Place: Cal Poly's “Light Work,” Olivia Cooper, Ma- lia McCaig, Zoe Woomer, and Ashley Ho. Packaging Design Winners (CONT’D FROM PAGE 5)
Box Shipments ( U.S. Corrugated Product Shipments) Industry Shipments In Billions of Square Feet Month June 2023
Year
Actual
Percent Change Avg Week Percent Change
2023 2022
33.006 34.817
-5.2
7.501 7.913
-5.2
Industry Total
Year-to Date
June 2023
Year
Actual
Percent Change Avg Week Percent Change
2023 2022
189.149 206.082
-8.2
7.447 8.113
-8.2
Industry Total
Containerboard Consumption (Thousands of Tons)
Year
Month
Percent Change Year-to-Date Percent Change
2023 2022
2.7037 2.8541
-5.3
15.5017 16.9061
-8.3
Container Board Inventory - Corrugator Plants (Thousands of Tons)
First Place: University of Texas at Arlington
Corrugator Plants Only
Date
Percent Change Weeks of Supply
Percent Change
The competition offers students a unique platform to interact with industry professionals, display their talents, and envision the future of packaging. It not only celebrates the winners' achievements but also highlights the commit- ment of AICC to fostering the development of emerging talents within the packaging and display industry. Details about the upcoming 2024 competition will be announced soon. For more information, visit www.AIC- Cbox.org/StudentDesign .
June May
2.2422 2.3221
-3.4
3.6 3.9
-7.7
Shipping Days
Year
Month
Year-to-Date
2023 2022
22 22
127 127
SOURCE: Fibre Box Association
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Drain, FBA Technical Director, Announces Retirement
Producing Quality Leads
Mary Alice Drain, Fibre Box Association’s (FBA) Director of Technical Services, has announced her retirement effec- tive August 31, 2023.
“Mary’s expertise, profession- alism, and dedication have greatly helped FBA and the corrugated industry,” said FBA President/CEO Bob McIlvaine. “She will be missed by her coworkers and industry col- leagues who have worked closely with her over the years.”
Mary Alice Drain
Mary Alice significantly contributed to FBA’s success, serving the organization for two different time periods re- sulting in over 18 years with the association. She has active- ly led the technical department for the last five-and-a-half years and worked closely with FBA’s Technical Committee, Environmental Committee and Safety and Health Commit- tee throughout her years with the association. She was re- sponsible for recent research projects driving updates to the next edition of the Fibre Box Handbook. “I have enjoyed my time at FBA and the people it intro- duced me to,” said Drain. “I appreciate being able to serve the industry and to increase the accessibility of technical information about corrugated packaging.”
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. Making New Customers
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PPC Packaging Competition Spotlights Innovation, Sustainability Plastic need not apply, according to organizers of the event known to packaging experts as “the Oscars of the paperboard industry.” The competition that drew entries from across the nation and internationally was judged re- cently at the One Financial Plaza building in Springfield. “A lot of this is really art. What we have here is so re- newable and earth-friendly, and that’s our biggest story,” said Brian Westerlind, Director of Industry Affairs for the Paperboard Packaging Council. Drawing 130 entries from 35 companies large or small, the two-day 2023 North American Paperboard Packaging Competition spotlighted innovation, creativity and most of all, sustainability in product packaging.
“We’re really excited about all the creativity we have seen in the entries,” said Ben Markens, president of the Paperboard Packaging Council. According to Markens and judge Nona Woolbright, the Judges Lorrie Frear and Fred Foushee evaluate entries during the North American Paperboard Packaging Competition.
judges look for a combination of aspects: new and different approaches to packag- ing, whether they are visually appealing and perhaps most of all, whether they con- tribute to the elimination or reduction of plastics. Woolbright says that, contrary to the old adage that one “can’t judge a book by its cover,” much can be revealed about a com- pany’s packaging priorities. “In the five years I’ve been a judge, I’ve seen a reduction in use of plastics,” said Woolbright, a professor at Clemson Univer- sity in South Carolina who teaches courses in package and specialty printing. Woolbright said that to the average con- sumer, quality packaging is part of their lives — more than most ever stop to realize. “We interact every day with it, yet we almost never pay attention to it,” she said. The two-day competition at 1350 Main St. ended Tuesday. The vast majority of the 35 participating companies were from the United States, with a handful from Canada and one from Brazil. Entries were shipped to Springfield, each one accompanied by a written expla- nation of the concept behind it. It was a proposal of sorts, designed to identify the genesis of the entry and its pur- pose. “That’s really the most important part. Every box has a story,” Paperboard Pack- aging Council marketing manager Irene Costello said. In this industry-wide competition, all of the entries came from company sources, rather than through individuals. “Some of the country’s major corpora- tions are represented, but we also have
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family-owned or local companies like TigerPress here as well,” Markens said. PPC Packaging Competition (CONT’D FROM PAGE 10)
lems,” said Emily Leonczyk, Paperboard Packaging Coun- cil director of operations. One of the packaging industry’s biggest problems is how to reduce the use of plastics and other non-renew- able materials. Stories abound of whales and other ani- mals found dead from the consumption of large amounts of plastics. These reports tug at consumers’ heartstrings, but are only one example of a large industry challenge. Markens said the stories behind the creation of the entries go be- yond what can be visually seen. “How does a package work structurally? How is it kept together?” he asked rhetorically. The accompanying pro- posal gave the answer, he said. A concept as outwardly simple, and yet as original, as holding two, one-gallon jugs of oil together with one pa- perboard was worthy of attention, he said. The 2023 winners were selected this week in Spring- field, but will remain a secret until October, when they will be announced at the industry’s conference in San Diego, California. The 2023 conference will be held on the West Coast, but Springfield is home to the Paperboard Packag- ing Council. The council’s executive offices were moved from Virginia to the city’s downtown in 2008. The council employs nearly a dozen administrators who supervise a $10 billion industry. The competition is a highlight, but Markens said the organization’s activities stretch year-round.
TigerPress is a commercial printing company based in East Longmeadow. It was not a public spectacle. Judges and administrators studied dozens of packaging concepts, in search of category winners selected for displaying sus- tainability, innovation or other desirable traits. The products themselves ranged from food (which accounted for about half of the 17 product categories) to housewares, toys, hardware, recreation and cosmetics. “One question we ask is, what (problem) was the cus- tomer trying to solve? In this case, the customer is the brand, and here, they are trying to solve real-life prob- Ben Markens, President of the Paperboard Packaging Coun- cil, shows off last year's Package of the Year, Mentos Gum.
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TAPPI Presents Leadership & YP Awards, Student Scholarships At CorrExpo 2023 Industry professionals and young professionals were recognized and awarded for their outstanding leadership and contributions to the corru- gated and packaging industry during the esteemed TAPPI CorrExpo 2023. Additionally, five college students received scholarships to help support their continuing studies supporting packaging careers. Here are some of the highlights: Chris Krumm, David A. Carlson Leadership & Service Award: Krumm recently retired as Vice President of Production at Greif, Inc., after a long and productive career in the corrugated industry. From 1980 to 1996, he worked for the Langston Corporation Division of Molins Machinery in posi- tions ranging from Production Electrician and Electrical Supervisor to Man- ager of Engineering, and finally as Vice President and General Manager for William Staley Company, also a Division of Molins Machinery.
From 1996 –2002, he served as Vice President for Sales, and Marketing for BHS Corrugated and then from 2002 to his recent retirement from Greif as Vice President of Production. An active TAPPI member since 1990, Krumm has served on the Corru- gated Packaging Council (CPC) and the Supplier Advisory Council, as well as on the TAPPI Board of Directors. He was named a TAPPI Fellow in 2017. During his long and industrious career, Krumm has been awarded eight patents related to the manufacturing of corrugated board and has pub- lished nine articles related to the statistical analysis of corrugated board and the fundamentals of rotary die cutters. He received his A.S. in Electrical Engineering from Camden County Col- lege, his B.S. in Industrial Technology for Rowan University and his M.B.A. from Loyola University. Krumm said he was humbled and grateful to so many professionals he has worked with over the years. “I was really blessed at a young age to go, ‘If I don’t stay relevant, I won’t stay employed,'” he said. “This organization, this melting pot of wonderfully dedicated people, this is the greatest opportunity to understand those emerging technologies that are coming out.” CONTINUED ON PAGE 16 From left, Don Haag, TAPPI Chair; Chris Krumm; Kristi Ledbetter, retired cor- rugated packaging council facilitator, TAPPI; and Larry Montague, President & CEO, TAPPI.
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September 4, 2023
Awards, Scholarships (CONT’D FROM PAGE 14)
The Perfect Combo Get Peak Performance From Your Equipment with Matched Component Sets
Ed Stuczynski, TAPPI Outgoing Division Chair, Appre- ciation of Leadership of Corrugated Divison: Stuczyns- ki is the Director of Engineering at Menasha Packaging Company, LLC of Neenah, Wisconsin. He served as the Corrugated Division Chair from 2020 to 2023 just as the Covid pandemic was wreaking havoc all over the world and cancelling events across TAPPI. He worked tirelessly to ensure a successful corrugated division event resumed in August 2021 with a rescheduled SuperCorrExpo.
Nothing’s more rewarding
He also helped insure that last year’s Corrugated Week in San Antonio, Texas, brought together some of the in- dustry’s best corrugators with equally talented industry suppliers. Stuczynski has been a member of TAPPI since 2006 and an active member of Chicago TAPPI local section. He began his career at International Paper working at the Georgetown, South Carolina and Statesville, North Caro- lina facilities in a variety of manufacturing roles including process improvement, maintenance, engineering, and manufacturing management. In 2002, Stuczynski went to work for Dufrene Machin- ery/RAR Electric as a Project Manager. He spent that time working with the various equipment suppliers and box plants managing machinery installations. He joined Mena- sha Packaging in 2006 as the Corporate Engineer and has worked his way up to the Director level. At Menasha Pack- aging, he is responsible for capital planning and process improvement projects. Stuczynski is a 1992 graduate of the Ohio State Univer- sity. He has been a member of TAPPI since 2006 and is also currently on the Executive Committee of the Chicago TAPPI local section. Harrison Talton, Young Professional of the Year: Talton is an Associate Scientist in Research and Development, with a concentration in recycled fiber and sustainability at WestRock. In her current role, she assists WestRock mills in solving production issues at the wet end of the paper machine. From left, Don Haag, TAPPI Chair; Ed Stuczynski; Kristi Led- better, retired corrugated packaging council facilitator, TAPPI; and Larry Montague, President & CEO, TAPPI.
than a couple made for each other. That’s why the engineers at ARC International have focused their skills and talents on crafting perfect
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Awards, Scholarships (CONT’D FROM PAGE 16)
Talton is a graduate of Virginia Tech with a Bachelor of Science in Biology and joined WestRock in 2020. She joined TAPPI in 2020 as well. Alex Boyd, Mitsubishi Heavy Industries Scholarship and Terry S. Paulson Memorial Scholarship: Boyd is cur- rently a junior at Western Michigan University. He started his collegiate career in North Carolina State University’s Paper and Chemical Engineering Program before transfer-
She also helps with development, experimentation, and implementation of the increased use of recycled fiber into mill production.
ring to Western Michigan Universi- ty’s Paper and Chemical Engineer- ing Program in Spring 2021. Boyd has completed 16-months of internship with WestRock Battle Creek as a Process Engineer and a part-time Pipeshop/E&I Apprentice, a four-month Process Engineering co-op with New Indy Container-
Alex Boyd
board in Catawba, South Carolina, a three-month intern- ship with Industrial TurnAround Corporation, an engi- neering firm in Raleigh, North Carolina, and will also be completing an internship with Ursa Major Technologies, an aerospace propulsion system manufacturer, as a Manu- facturing Controls Engineer in their newly formed Controls Department. He will be running for President of WMU’s TAPPI stu- dent chapter board in the upcoming semester. Additionally, he is currently working to develop a two-
At WestRock, Talton is a co-lead to the Women of Sci- ence and Engineering group, promoting and supporting the advancement of women in R&D. She is also an active participant in the Behavior Based Safety group, learning how to make the everyday workplace safer for herself and her coworkers. From left, Don Haag, TAPPI Chair; Harrison Talton; and Larry Montague, President & CEO, TAPPI.
CONTINUED ON PAGE 20
18 September 4, 2023
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Awards, Scholarships (CONT’D FROM PAGE 18)
day, student-led paper manufacturing training for sales- persons in the paperboard industry without any paper en- gineering background. Weston Cregger, Joe Diffenbacher Engineering Me- morial Scholarship: Cregger is a fourth-year student pur- suing a dual degree in Paper Science and Engineering and Chemical Engineering at North Car- olina State University.
He is an active member of the university TAPPI and AICHE stu- dent chapters and is on track to graduate in May 2024. He has 17 month’s work experience in the pulp and paper industry with Kim- berly-Clark, WestRock, and New-In-
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dy Containerboard. This summer he worked with Suzano at their North America office in Ft. Lauderdale, Florida as a Technical Service Intern. In May, he travelled to Finland to learn about the paper industry abroad on NCSU's bi-annual Paper International Experience. Cregger currently serves as the TAPPI campus chapter intramural sports coordinator and a member of the AICHE competition jeopardy team. Abbi Mendius, Corrugated Division Scholarship: Men- dius, 17, plans to go to Dunwoody College of Technology
for Graphic Design and Produc- tion. She lives with her mom, older brother and three dogs. Mendius spends time working, serving, going to church, and play- ing sports, including volleyball and basketball. She lives in North Mis- sissippi and has gone to many dif- ferent schools while growing up.
Abbi Mendius
She graduated from Desoto Christian Academy with a GPA of 4.0. She says she currently spends most of her time either at church or at recovery meetings. Serving others is one of her passions. Katherine Bodenschatz, Suppliers Advisory Commit- tee Scholarship: Bodenschatz is a fourth-year student at the University of Cincinnati. She is studying industrial
design and is scheduled to gradu- ate in April 2025. She has coopt- ed twice at Packaging Corporation of America PCA for a total of eight months. Bodenschatz enjoys the corrugated industry’s structural design processes and will likely pursue a career in packaging fol- lowing graduation. She is very pas-
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CONTINUED ON PAGE 22
20 September 4, 2023
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FPE, AICC Announce Troll Scholarship Winners For Packaging Students The Foundation for Packaging Education and AICC, The Independent Packaging Association, announced the win- ners of the 2023-2024 Troll Scholarship. This scholarship program, established to honor the legacy of the late Mr. J. Richard Troll, recognizes outstanding students pursuing studies in packaging engineering or related packaging fields at the undergraduate and graduate levels. These scholarships support their academic endeavors and contribute to the advancement of the packaging in- dustry. The 2023-2024 recipients of the Troll Scholarship include: • Undergraduate Student Recipients: First Place, Bryan- na Thobe, Clemson University; Second Place, Nicole Kelly, Michigan State University; and Third Place, Rayna Farkas, California Polytechnic State University. • Graduate Student Recipients: First Place, Jack White, Western Michigan University; Second Place, Prudence Villanueva, Toronto Metropolitan University. Each of these individuals has demonstrated a strong commitment to the field of packaging engineering or re- lated packaging areas. Their academic achievements, ex- tracurricular involvement, and dedication have set them apart as deserving recipients of this prestigious award. For more information, visit www.AICCbox.org/Troll .
Awards, Scholarships (CONT’D FROM PAGE 20)
Kate Ross, John O. Telesca Engineering Scholarship: Ross is a junior majoring in Chemical Engineering with minors in Paper Engineering, Computer Science, and Pro- cess Control at Miami University.
She is an active member in Mi- ami’s TAPPI and AICHE chapters, where she serves as the current Social Outreach Chair and Secre- tary. She also participates and en- joys corrugated board research. Ross is also the Head Supplemen- tal Math instructor at Miami and has supported Differential Equations
Kate Ross
and Linear Algebra for the past four semesters, while also serving as TA for Thermodynamics for the past two semes- ters. Last summer, she worked an internship with WestRock at their Mahrt Mill in the recovery and powerhouse depart- ment and is looking forward to her second internship this summer. Her hope is to work in process control in the cor- rugated board industry in the future. The Corrugated Packaging Division is comprised of members who work for manufacturers, converters, sup- pliers, consulting companies and produces a number of events designed to further the technical and educational opportunities for all industry and allied professionals.
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Here are some tips for doing just that: Tip #1: Prepare To Win After The Show (CONT’D FROM PAGE 1)
allowed.) “Six to eight weeks in advance of the show, bring your people together to make your expectations known,” says Heiman. “Tell them how you expect them to dress and to conduct themselves. What kind of notes should they take and what reports will they be making? Suggest that they consider recording sessions and taking photos of the visu- als that speakers put on the screen, and that they pick up any interesting handouts that would help their team learn.” Bonus tip: Have experienced attendees brief novices on the best techniques for getting the most from a trade show. Tip #2: Set Specific Goals General goals are important. But translate them into specific actions. Define your game plan in detail and be able to answer the key question: What do you intend to achieve? “Develop specific answers in advance to critical ques- tions,” says Nancy Drapeau, Vice President of Research, Center for Exhibition Industry Research (ceir.org). “How many booths will you visit, and which ones? Are there spe- cific educational seminars you will attend? And how about networking events? How will you track your activities?” Plan your time in concrete terms. “Get an advance copy of the exhibitor list from the show sponsors,” says LoCas- cio. “List the products and services you are looking for and draw up a plan to visit the booths of the relevant exhibi-
The best follow-through begins before you leave the office. Each person attending the show must plan in ad- vance to take the right steps after returning. That means having an answer to the question: How will I maximize the contacts I make with show exhibitors and other individuals I meet? “Trade shows provide the chance to communicate with the entire industry under one roof,” says Peter LoCascio, a Salem, Oregon,-based consultant (tradeshowconsul- tants.com). “Each attendee should assume accountability for the time spent away from the workplace and for travel and hotel expenses. There needs to be a personal com- mitment to spending the money well by following through on new contacts.” Some organizations are cutting back on expenses by sending fewer people to each show, notes LoCascio. That makes it more important than ever for each person to get the most out of attendance. Every attendee needs to exercise the best techniques for maximizing their time. Maybe that means collecting business cards, having their badges scanned to receive product literature, scanning QRC codes in booths, or tak- ing smart phone photos of new and interesting products (but check the show rules to make sure photography is
CONTINUED ON PAGE 26
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After The Show (CONT’D FROM PAGE 24)
ridith Elliott Powell, sales and leadership strategist based in Asheville, NC. (meridithelliottpowell.com). “Decide in advance how the meeting will be structured and how you will debrief. It’s important to tell not only what happened, but also to share your leads. Whom did you talk to? What did you discuss? What will the next steps be? What topics were of interest to you?” When talking about vendors, says Powell, it’s important to go beyond a list of new goods and services, and explain how purchases will integrate into your current structure. What will it take to earn back your investment? Encourage attendees to present their findings in a way that engages their colleagues. That means more than just standing and reading their notes. “One approach is to present findings in the form of a quiz,” says Heiman. “Or engage the audience by repeatedly asking for ideas on how what has been learned from the show can be applied to current operations.” If the show has been particularly extensive, avoid over- whelming the audience with too much material. “Consider having each attendee pick two or three vital insights dis- covered at the show, then do a deep dive into each one— perhaps doing additional research on the topic before the presentation,” says Heiman. Bonus tip: Schedule the follow-up meeting within 48 hours of the time people return from the show, while mem- ories are still fresh.
tors. Avoid walking the aisles aimlessly.” Reaching specific goals will require effective network- ing skills. “If people don’t know how to network they will not know how to obtain valuable information,” says Hei- man. “Teach your staff how to start productive conversa- tions with strangers and how to keep people talking. Make sure they can answer the question ‘What do you do?’” Networking goals can also be specific. You might re- quire your staff to find 10 new people with whom they can develop continuing relationships. They can do this by attending various networking events, and by splitting up to sit with different people at lunch, dinner and cocktail hour. “The idea is to learn about the industry trends that will be affecting your company and your customers,” says Heiman. Bonus tip: If you are going to the show as a group, get more done by splitting up and pursuing individual goals. When the show’s over, have attendees share what they have learned with their coworkers. What were their impressions of the show? What did they learn from exhibi- tors about new products? From seminar speakers and col- leagues about critical trends in the industry? Don’t walk the show in a pack. Tip #3: Debrief Co-Workers “Set a date and time for a follow-up meeting before you go to the show, to make sure the job gets done,” says Me-
CONTINUED ON PAGE 30
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After The Show (CONT’D FROM PAGE 26)
Board Converting NEWS INTERNET DIRECTORY
Tip #4: Review Performance Good trade show follow-through includes reflections on how well the attendees utilized their time, and how they might improve their technique the next time around. “There should be a post-show discussion about how participants performed, including what worked and what didn’t,” says Orvel Ray Wilson, a speaker and coach on trade shows (GuerrillaGroup.com). “Which steps were ef- fective and which were not?”
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.
Consider what you were looking to achieve and assess whether you were successful. “If something worked, point it out and plan to repeat it in the future,” says Drapeau. “If something did not work, discuss the reason. Was the problem with the show or with your team’s performance?” Answer the tough questions such as: How could attend- ees have improved their use of time? Should the business send more or fewer people to the next show? Or perhaps not attend the show at all, because there are not enough potential contacts? Bonus tip: Have each attendee prepare a short report on three ways the business can improve its return on in- vestment in attending the next show. Tip #5: Follow Up With Vendors Once you’ve briefed your colleagues on the show, fol- low-up with the important vendors. Trying to reach out to everyone will seem overwhelming since you have your regular duties to attend to at the same time. So start with a few who have the most potential. Above all, say the experts: Make it personal. Remember that the most important reason to go to a show is to build relationships, not to get information. “Write hand-written notes,” suggests Heiman. “In an age of email these can be especially effective because no one does them anymore. Say things like ‘It was nice to meet you. I had so much fun discussing how the industry has changed over the years. I look forward to continuing our relationship and discussing business trends.’ And in- clude your business card.”
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CONTINUED ON PAGE 32
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After The Show (CONT’D FROM PAGE 30)
Board Converting NEWS INTERNET DIRECTORY
Social media can also personalize your feedback. “Are some vendors active on LinkedIn? If so, connect with them,” says Heiman. “And don’t just connect. Interact by ‘liking’ or sharing posts they have made that would be in- teresting to people who follow you.” In some cases, says Heiman, it is appropriate to sched- ule a phone call: Maybe the person has special knowledge and you want to know if he or she will present virtually to your company. Bonus tip: Never rely on vendors to follow through. “We have found that exhibitors fail to follow-up with 80 percent of their leads,” says Wilson. “Always take the initiative.” Tip #6: Share With Customers Maybe coworkers and vendors are the most obvious people for follow-up. But don’t overlook customers who could not attend the show and who will appreciate your thoughtfulness and expertise if you inform them of what you learned. “Communicating your show experience with custom- ers can be one of your best marketing tools,” says Powell. “You want to stay visible to your customers, and you want them to see that you are staying knowledgeable about the industry. Consider sharing the top three things you took away from the show, and explain how they will benefit your customers.” Bonus tip: Updating your customers in person is always preferable, but consider including some select information in your social media posts and your newsletter. Or cover the topic in a webinar or video you email to your custom- ers. The Big Picture As the comments in this article suggest, getting the biggest bang from the buck invested in attending a trade show depends on how you sweep up after the dust has settled and the glitter has faded. Smart trade show fol- low-through begins before you even leave for the show and continues long after you have returned to your work- place and debriefed your coworkers. Done right, the time and effort involved in attending a show can pay off in hap- pier customers and a fatter bottom line. “The convening of such a large audience at a trade show creates a profound and impactful experience for ev- eryone attending,” says Drapeau. “Face to face marketing remains very strong in today’s world, despite the explosion of digital communications such as social media. In fact, the two channels complement each other.”
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.
AMERICAN CORRUGATED MACHINE www.acm-corp.com
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. 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.
Phillip Perry is an award-winning freelance writer and a regular con- tributor to Board Converting News. His byline has appeared over 3,000 times in the nation's business press. Reach him at https://www.linkedin. com/in/phillipmperry/.
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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