BoardConverting Serving the North American Corrugated and Folding Carton Industries for 38 years February 7, 2022 VOL. 38. NO. 6
Consumer Insights Crucial To Closing Complex Sales BY JILL J. JOHNSON
WestRock To Build New Corrugated Plant In WA
WHAT’S INSIDE 5 AICC To Launch First Podcast: Breaking Down Boxes 6 FBA: Shipments Drop In December 2021 10 NAM: Manufacturing Salaries, Wages Rise 4.1 Percent In Q4 24 Supplier Reports: Part 1 The new plant will serve all industry seg- ments and markets in the Pacific Northwest. When completed, the plant will replace the company’s existing corrugated operations in Longview. The new plant will be co-located with the Longview paper mill and will increase the integration of the mill’s containerboard. WestRock has more than 50,000 employ- ees at more than 320 manufacturing facilities, design centers, research labs, and sales offic- es around the world. Atlanta, Georgia based WestRock last week announced plans to build a new corrugated box plant in Longview, Washington, to meet the growing demand from WestRock’s region- al customers in the Pacific Northwest. “WestRock’s corrugated packaging busi- ness in the Pacific Northwest continues to perform well, with strong relationships with customers in attractive growth markets,” said David B. Sewell, chief executive officer, West- Rock. “Our new corrugated packaging plant will enable our team in this region to serve these customers even better in the future, with a state-of-the-art manufacturing facility that will provide new capabilities and efficien- cies for our customers.”
As sale is classified as complex when it involves a high degree of risk and uncertainty, as well as when it involves a larger number of people in the process than just the final consumer. As more people are in- volved in a sales decision, the more complex the sale becomes. Complex sales also do not resolve in one single interaction. When there are multiple decision points, the real goal is to keep the conver- sation moving forward toward the next decision. Recognize there are
competing goals at play too. Your goal is to make the sale; their goal is to make the right decision based on their wants, needs and budget. Your prospect also might be considering competitive offerings, so keep the conversations on going with you and what you offer. Psychographics Drive Buying Behavior In target marketing, there are eight different major variables you can use to define your target audience. When you are looking at a complex sale, the most critical component to understand is the psychological make-up of your prospect. This is referred to as the psychographics of your customer. What drives them and their buying behaviors? To effectively handle a complex sales situation, a deeper consum- er understanding that is matched to decision triggers and promotional strategies is required. These sales situations involve an intricate blend of matching your unique offerings with the competing concerns of mul- tiple decision influencers and stakeholders your prospect brings to the table. CONTINUED ON PAGE 14
2 February 7, 2022
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 E. Coast Midwest Southeast Southwest
42# Kraft liner
26# Semi-Chem. Medium
$1005.00-1010.00 $1020.00-1030.00 $1020.00-1030.00 $1020.00-1030.00 $1050.00-1060.00 $1023.00-1032.00
Short Ton Del. Short Ton Del. Short Ton Del. Short Ton Del. Short Ton Del. Short Ton Del.
$940.00-990.00 $955.00-975.00 $955.00-975.00 $955.00-975.00 $975.00-995.00 $958.00-978.00
West Coast U.S. Average
The Price is Right
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
More box makers and brokers are relying on the containerboard pricing in Board Converting News to negotiate their contracts with end users.
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.
SEE THE CURRENT PRICES IN PRINT OR ONLINE AT WWW.BOARDCONVERTINGNEWS.COM.
Len Prazych at 518-366-9017 lprazych@nvpublications.com
42# Kraft Liner 26#
Semi-Chem Medium
East West
$970.00
$960.00 $995.00
$1,015.00
3
www.boardconvertingnews.com
February 7, 2022
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
4 February 7, 2022
www.boardconvertingnews.com
AICC To Launch First Podcast: Breaking Down Boxes
AICC, The Independent Packaging Association, with hosts Gene Marino, Executive Vice President, Akers Packaging Service Group and AICC Board Chair, and Joe Morelli, Vice President of Sales & Marketing, Huston Patterson Printers and AICC Associate Board Chair is launching the Associa- tion’s first podcast, Breaking Down Boxes. During the podcast, Marino and Morelli will interview key individuals in the independent paper and board pack- aging space. Michael M. D’Angelo, AICC President, said “AICC members have so many compelling stories to share and with them lessons to embrace. The Independent ex- perience is fascinating and relatable on so many levels. Breaking Down Boxes with Gene and Joe is the best way to share these stories. Listen anytime. There is something of value in each one.”
Marino and Morelli share an interest in leadership and understanding the story behind the successes and failures of those in the independent packaging space. “AICC’s membership is full of people who have such powerful stories of growth, success and even failure,” said Morelli. “Gene and I have been fortunate over the years to hear first-hand what their experiences have been like and ultimately a lot of it has helped shape our own careers. We are both really excited to help share their valuable insight!” A podcast trailer is currently available online. A bonus episode that offers background and insights into the lives of the hosts will be released Monday, February 14. New episodes will be released the first Monday of ev- ery month. The first episode, available March 7, features an interview with Greg Tucker, Chairman and CEO, Bay Cities. The second episode, available Monday, April 4, will fea- ture John Bird, Chairman and CEO, JB Machinery. “Joe and I are excited to deliver to the membership sto- ries and advice from successful industry entrepreneurs. We have been fortunate enough to enjoy similar stories over the years and feel that sharing to a broader audience provides insights into being a better leader,” said Marino. Subscribe to Breaking Down Boxes on all major pod- cast platforms or visit www.AICCbox.org/boxes . Gene Marino, left, and Joe Morelli during a recording of AICC’s new podcast, Breaking Down Boxes.
5
www.boardconvertingnews.com
February 7, 2022
FBA: Shipments Drop In December 2021
Box Shipments ( U.S. Corrugated Product Shipments) Industry Shipments In Billions of Square Feet Month December 2021
According to statistics recently released by the Fibre Box Association (FBA), industry shipments of corrugated prod- ucts decreased 2.1 percent, from 34.916 bsf in December of 2020 to 34.195 bsf in December of 2021. Average-week shipments also decreased 2.1 percent, from 8.729 bsf in 2020 to 8.549 bsf in 2021. Shipments rose 2.8 percent year-to-date over 2020’s rate. Containerboard consumption decreased 1.3 percent, from 2.7727 million tons in December of 2020 to 2.7372 million tons in December of 2021. Consumption, howev- er, increased 2.3 percent year-to-date over 2020, from 33.0739 million tons to 33.8477 million tons. Container- board inventory at corrugator plants increased 2.4 percent from November to December 2021. Weeks of supply re- mained at 3.3, or zero percent. “U.S. retail sales dropped in December by the most in 10 months, suggesting the fastest inflation is taking a toll on consumers just as the nation confronts more coronavirus infections,” noted Dick Storat in his Scoring Boxes newslet- ter. “Retail sales declined by 1.9 percent last month, as 10 of 13 major markets and sales channels declined.” Manufacturing activity continues to expand across all industrial sectors and it appears there is evidence that supply chain issues are being resolved, Storat wrote.
Year
Actual
Percent Change Avg Week Percent Change
2021 2020
34.195 34.916
-2.1
8.549 8.729
-2.1
Industry Total
Year-to Date
December 2021
Year
Actual
Percent Change Avg Week Percent Change
2021 2020
416.338 406.776
2.4
8.294 8.071
2.8
Industry Total
Containerboard Consumption (Thousands of Tons)
Year
Month
Percent Change Year-to-Date Percent Change
2021 2020
2.7372 2.7727
-1.3
33.8477 33.0739
2.3
Container Board Inventory - Corrugator Plants (Thousands of Tons)
Corrugator Plants Only
Date
Percent Change Weeks of Supply
Percent Change
Dec. Nov.
2.256 2.203
2.4
3.3 3.3
0
Shipping Days
Year
Month
Year-to-Date
2021 2020
20 20
251 252
SOURCE: Fibre Box Association
www.boardconvertingnews.com 1/30/22 3:56 PM
6 February 7, 2022 BCN ad_JSBOT RDC.indd 2
40 ft of paper travel from preheater to hot plates 3 seconds of heat, glue and bonding 1 chance to get it right! the ZONE
Design & Production
Chicago Electric offers 10 technology solutions to control ‘the Zone’ CORRUGATOR Sectoral preheating plate
Our sectoral preheating plates provide direct heat by means of a double steam circuit, allowing for efficient heating in hard-to-access locations, as well as to act as a steam shower to open the paper’s fibre, making it receptive to absorbing the heat and the glue.
This translates into increased speed and improved quality of the cardboard sheet finish.
The system’s main advantages are as follows:
• The plate may only be used to heat, only to humidify, or both options at the same time. • The plate is sectored, which allows for applying humidity to the sections. • It provides temperature in previously inaccessible locations and near the location needed. • It compensates the loss of temperature dissipated due to distance, speed or limitations of the exiting preheaters. • Quick transferring of heat to the paper. • The combination of the hot plate and steam shower allows for providing heat even to the hardest papers to heat. • Does not dry out the paper. • Possibility of operating as a humidifier and pre-conditioner. • Maintains and improves the fibre’s elasticity. • Acts according to the operator’s needs. • Facilitates the paper’s hygroscopy to absorb the glue and improve rubberising.
CONTROLLABILITY
1. Wrap Arm - Position & Temperature 2. Preheater Direct Drive
DOUBLEBACKER IMPROVEMENT
3. Steam Plate 4. Contact Roll 5. Glue Machine Direct Drive Touch Productivity Issue—Glue Unit Many glue units run with a rider roll or a guiding bar system. The rider roll with paper gap allows a precise glue application, but requires frequent Contact Roll
PRODUCTIVITY
C/ Orfeó Català 13-15 · 08440 Cardedeu (Barcelona) telf: +34 93 846 01 06 · comercial@al-gar.com WWW.AL-GAR.COM
DOUBLEBACKER IMPROVEMENT
calibrations and settings. Bar systems avoid this, but compensate this with the risk of exces- sive glue application. The system contains many wearing parts. Solution The contact roll combines the ad antage of both systems and ensures minimum contact between board and applicator roll. The system uses small pneumatic cylinders in order to achieve a “soft touch.”
6. Gap Control 7. Curved Plate 8. Roller Shoe Press When it comes to a short-term increas of web tension, spring loaded systems with shoes or airpressure activated system have problems in compensating these. The system is lifted for a short time. This may result in de-lamination and in the ‘double kiss’ effect. Solution For a defined and exact bonding point of the web fiv weight rollers will be installed usually over the first flat hotplate of the heating section. The rolls are mounted into a frame, which is actuated by means of two pneumatic cylinders. P oductivity Issu —Double Kiss Bonding
PRODUCTIVITY
PRODUCTIVITY
DOUBLEBACKER IMPROVEMENT
Roller Shoe
DOUBLEBACKER IMPROVEMENT
9. Thin Wall Hot Plates 10. Pressure System Benefits —Exact glue application due to defined contact of applicator roll to web. Web is in contact to less flute tips compared to bar systems. • High precision glue application • Less moisture applied to web —No wear of shoes and springs —No adjustment of shoes or paper gap —Uniform glue application over entire w orking width for all flutes by use of pneumatic cylinders instead of springs — Less contamination by paper dust and glue remains —No jam of board because of web breaks caused by splice joints going through 630-784-0800 Benefits —Rollers secure exact defined first point of contact of liner and single-faced board - No double kiss —Frame design avoids unintended lifting of roller shoe (compared to spring or air loaded systems) - No double kiss —Pressure can be increased or released for special grades or products 490 Tower Blvd., Carol Stream, IL Contact Chicago Electric to GET IT RIGHT 630-784-0800 info@chicagoelectric.com chicagoelectric.com Solution The ProPress system ensures an optimum heat transfer to the board. It offers a wide range of set- tings. The loadi g pressure can be varied, the number of shoes can be lifted in accordance t the line speed. The outer shoes can be lifted in accordance to the paper width. The shoe bars will be delivered pre-assembled for a short installation time. —Liftable for easy paper infeed and for cleaning of the machine —Position adjustable in paper direction to avoid grooves in hotplate Press Productivity Issue—Poor Heat Transfer Rollers are usually limiting the heat transfer, since they often have contact mainly on the edges of the plates due to wear or bent plates. They also cause often loss of caliper and bearing need to be replaced frequently. Airpressure actuated systems can only supply a limited pressure and have com- pared to shoe systems a closed surface. Pressure Shoe
Plate vity Issue—Poor Heat Control l hotplates are slow to react to pressure due to high steam volume and massive y also have high heat radiation and heat profile. Worn plates can damage crease edge crush.
Thin-Wall Hot Plates
t by peripheral drilled hot plates. anufactured out of special wear and nt steel, through which a continuous is drilled, with one inlet and one outlet. ecured by a massive steel frame.
CORR24usa.com
ance from steam to paper surface results in fast heat flow
Greif Announces CEO Transition, Introduces New Leadership Team Delaware, Ohio based Greif announced last week that Ole Rosgaard has assumed the role of President and CEO, consistent with the company’s previously announced suc- cession plan. Rosgaard succeeds Pete Watson, who will become Executive Chairman of Greif’s Board of Directors. Rosgaard has also been nominated to serve on Greif’s Board of Directors. In addition, Greif announced a new executive leader- ship team effective February 1, 2022 that will lead ongo- ing growth and continuous improvement opportunities to drive additional shareholder value: • Executive VP, Chief Financial Officer, Larry Hilsheimer • Executive VP, General Counsel and Secy., Gary Martz • Executive VP, Chief Human Resources Officer, Bala V. Sathyanarayanan • Senior VP, Chief Supply Chain Officer, Tina Schoner • Senior VP, Global Operations, Kimberly Kellermann • Senior VP, Group President, Paper Packaging and So- terra LLC, Tim Bergwall • Senior VP, Group President, Global Industrial Packag- ing, Patrick Mullaney • VP, Chief Technology Officer, Doug Lingrel • Vice President, Chief Marketing and Sustainability Offi- cer, Matt Eichmann (effective March 1, 2022)
“I am pleased to announce our new executive leader- ship team,” said Rosgaard. “Their diverse set of skills, and backgrounds, along with proven records of performance, will drive even greater success at Greif in the future.” USDA Appoints Three To P+PB The Paper and Packaging Board (P+PB) has announced three new board members appointed by USDA Secretary Tom Vilsack. Scott Light, Georgia-Pacific; Beth Cormier, Sappi; and Richard Bennett, Pactiv Evergreen, will begin their three-year appointment immediately. An eight-mem- ber Board of Directors oversees the paper and packaging sectors’ national promotion program. 2022 officers are: • Chair, Scott Light, Executive VP, Packaging & Cellulose, Georgia-Pacific LLC • Vice-Chair, Jonathan Kraft, President, The Kraft Group • Secretary/Treasurer, Fred Towler, Chief Diversity Officer & VP Global Talent Management, International Paper. • At-Large Member, Rob Melton, VP and General Manag- er, Paper, Domtar • Beth Cormier, VP of Research, Development and Sus- tainability, Sappi • Richard Bennett, VP of Paperboard Sales & Marketing, Pactiv Evergreen • James Harrell, VP, Industrial Americas, Sonoco One seat remains to be filled.
8 February 7, 2022
www.boardconvertingnews.com
TAKE CONTROL OF YOUR ENTIRE SYSTEM
The BSP Express Link control system is designed specifically for the corrugated industry to measure the performance of key components with complete accuracy. It allows remote monitoring from anywhere, alarming you if any systems are not operating within parameters.
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/control-systems
©2019 Boiler & Steam Performance, Inc. All rights reserved.
NAM: Manufacturing Salaries, Wages Rise 4.1 Percent In Q4
decreased 4.1 percent and 1.7 percent, respectively. More encouragingly, personal spending has jumped 13.3 per- cent over the past 12 months. With spending lower, the personal saving rate in- creased from 7.2 percent in November to 7.9 percent in December. The saving rate averaged 11.9 percent in 2021, down from 16.3 percent in 2020 but up from 7.6 percent in both 2018 and 2019. The PCE deflator rose 0.4 percent in December. Over- all, the PCE deflator has risen 5.8 percent year-over-year, the greatest increase since July 1982. Core inflation has increased 4.9 percent since December 2020, the fastest pace of inflation since September 1983. Core inflation is likely to remain elevated, even if the first half of 2022 brings some stabilization. The current forecast is for the core PCE deflator to be roughly 2.8 percent year-over- year by the end of 2022. For its part, the Federal Reserve will wind down its asset
Private manufacturing wages and salaries rose 1.0 per- cent in the fourth quarter, an increase that translates into 4.1 percent growth over the past 12 months, the fastest pace in the history of the data series, which dates to the beginning of 2001, according to Chad Moutray, Ph.D. and Chief Economist at the National Association of Manufac- turers (NAM). For all private-sector employees, wages and salaries increased 1.2 percent in the fourth quarter, with a record 5.0 percent growth year-over-year. Personal income rose 0.3 percent in December, with 7.3 percent growth over the past 12 months. At the same time, personal consumption expenditures fell 0.6 percent in December, declining for the first time since February. In December, spending on durable and nondurable goods
purchases, with quantitative easing ending in early March. The FOMC is also likely to increase short-term interest rates as soon as the March 15–16 meeting, with three or four rate hikes expected this year. Worries about inflation, as well as the spread of the omicron variant, dampened measures of consumer confidence, includ- ing those from both the Conference Board and the University of Michigan. In January, the latter index fell to the lowest point since November 2011. The U.S. economy jumped 6.9 percent at the annual rate in the fourth quarter. Real GDP growth was buoyed by very strong in- creases in spending on business invento- ries and services. The data also show neg- ative impacts from ongoing supply chain disruptions and the spread of the omicron virus, with weaker-than-desired spending on consumer goods and business invest- ment. Overall, the U.S. economy rebounded very strongly in 2021, with real GDP soaring 5.7 percent following the 3.4 percent de- cline seen in 2020. The current forecast for 2022 is for 4.3 percent growth. New orders for durable goods fell 0.9 percent from a record $270.1 billion in No- vember to $267.6 billion in December. Siz- able decreases occurred for aircraft and parts orders, which can be highly volatile from month to month. Excluding transporta- tion equipment, new durable goods orders increased 0.4 percent in December. New orders have jumped 12.7 percent over the past 12 months, or 11.9 percent with trans- portation equipment excluded. Visit www.nam.org for more information.
BALEMASTER: 75 YEARS STRONG — 1946 - 2021 —
Wired. Proven auto-tie technology outputs tighter bales, faster . Our approach to auto-tie technology is a combination of an electro/mechanical process, operator-tested automation, and built-to-last construction and design principles. So, until wireless baling is invented, there’s nothing easier, more reliable or faster than a Balemaster auto-tie baler.
(219) 663-4525 | www.balemaster.com MAKING YOUR BALING PROCESS MORE PROFITABLE.
10 February 7, 2022
www.boardconvertingnews.com
FBA Opens Registration To 2022 In-Person Annual Meeting In CA Fibre Box Association’s (FBA) has announced that regis- tration has opened for its in-person Annual Meeting to be held April 10-12, 2022 at The Montage in Laguna Beach California. With two years of disruptions behind us, the as- sociation is happy to get back to its time-honored tradition of annually bringing members together. Not only does the event put FBA back on track for meeting in person, but it also gives the Association an op- portunity to celebrate with its members what it believes is “The Year of the Box.” With strong shipments and a drive toward more sus- tainable packaging, the time is now for corrugated boxes and packaging. The pandemic lit a spark that has set off fireworks of opportunities for the corrugated industry. Box- es are the hero of the pandemic, the economy, and the new normal. Where will they take us in 2022? Find out with presentations on the top-of-mind topics impacting the corrugated industry this year and beyond. The event takes place the week after AICC – the In- dependent Packaging Association’s Spring Meeting in Desert Springs, California, and allows attendees of both events to travel once and enjoy a weekend in the sun be- tween events. Visit www.fibrebox.org for more information.
Board Converting News is read by more independent and integrated decision-makers in the corrugated and folding carton industries than any other weekly publication. LEVERAGE YOUR REACH. Expansive Reach
Len Prazych at 518-366-9017 prazych@nvpublications.com
12 February 7, 2022
www.boardconvertingnews.com
Consumer Insights (CONT’D FROM PAGE 1 )
Prospects who involve many other people in their decisions are always looking through a different filter. One of the ways they do this is by creating multiple interactions or involving multiple other people. Sometimes these buyers believe they need buy-in or support for their decision from other stakeholders. These stakeholders can be both internal or external to the enterprise. Other times they use other people as a way to more carefully evaluate or vet their decision. Sometimes they will seek approve from oth-
Cosmo DeNicola Chairman, Amtech Software
Packaging ERP Algorithmic Scheduling Web-Based Access Online Customer Portals
ers to confirm their decision is the best option. These people can be your best sales allies, or they can be a roadblock to prevent you from achieving the sale and adding them to your long-term customer list. Decision Triggers Move Sales Decisions After you gain a foundational understanding of the characteristics of your consumer, during a complex sales process, you need to find out what will trigger your consumer to make the final decision to purchase your product or service. It might be a budget issue, a family member or co-work- er. Sometimes it will be the involvement or approval of an outside advisor or board of directors. It might be circumstances in the future causing their concern or hesitation. Whatever decision triggers might influence your prospect, be sure you address them in your sales presentation. You need to understand what drives your consumer. Also make sure you engage with anyone who is a decision influencer in your consumer’s life. The most effective way to gain this insight is to ask deep probing ques- tions that go beyond the basics on the surface. Think carefully about the questions you ask your prospects. You need to ask questions that provide you with a thorough understanding of the psychological drivers of your prospect. You also need to understand the psychological drivers and deci- sion barriers of the others who influence them who may be involved in the sales process, even if only behind the scenes. Use the psychographic profile of your typical customer to adjust your sales pitch to leverage the consumer’s emotional responses. Then stra- tegically influence the multiple decision points that you have with your prospect to better leverage the knowledge you gained through the use of probing questions. This process makes your sales effort more professional and effective. Prospects Make Many Decisions In A Complex Sale If you are engaged in a complex sale, keep in mind that your prospects are making many decisions during the buying process. The first decision
Paperless Workflows Mobile Sales Systems Digital Signage Production Monitoring Mobile Logistics Management Analytics & Reporting Cloud Hosting IT Management Services Cyber Security Management
600 + Plants 60,000 Users North America Latin America
CONTINUED ON PAGE 16
14
www.boardconvertingnews.com
February 7, 2022
STOP GUESSING.
WE KNOW THE ANSWERS TO THESE QUESTIONS...
WHAT IF?
Get Answers-Be Proactive. • There’s a board increase or decrease? • My volume goes up or down? • I lost my largest customer? • My MIX changed ? • I bought a new machine? • I sold more sheets? • My labor costs go up 5%? • I added OT or another shift?
With Amtech’s NEW AUTOMATED PERFORMANCE COSTING To Learn More or Schedule a Demo Darren Artillio: dartillio@amtechsoftware.com 215.639.9540 www.amtechsoftware.com/accurate-costing
Consumer Insights (CONT’D FROM PAGE 14)
is to talk to you via telephone or email. The next decision would be to come in and meet with you. The third decision might be to bring other people into the discussion with you. The next decision might be that they have to bring the rest of their work team or their spouse. They might need to talk with their internal financial advisors or to their professional advisors such as a banker, accountant or at- torney. An additional decision might be to narrow down their competitive alternatives. In sales, your role is to guide them through each of these decision points to give them comfort in moving their next decision toward buying from you. Your goal is to re- main the present and focused advisor guiding throughout the sales process. Make sure you provide them with the right information they need as they move through their sales cycle. Recognize you may not be the right fit for
them. You need to stay in play long enough to help your customer understand clearly what you offer, so they can make an effective decision that is right for their needs and circumstances. Final Thoughts
Combine decision making triggers with your understanding of your consumer’s psychographics to create a marketing mes- sage that will give you the strongest plat- form for successfully completing the sale. The more consumer insight you have, the better your message. The better your mes- sage, the greater chance you have of com- pleting the sale. Once you gain the consumer insight to understand what influence internal psycho- logical factors have on your customer, you will have the foundation to excel at mar- keting and selling to them. The more you know about what makes your prospect tick, what’s important to them and what they value, the better able you’ll be to incorpo- rate this insight into making your sales pitch more effective. A strong grasp on the psychological drivers of your target market is the best way to develop your sales strategy. This consumer insight will reduce the amount of time it takes you to go from a cold lead to a closed deal. Jill J. Johnson, MBA, President and Founder of Johnson Consulting Services, is a man- agement consultant, speaker, and Busi- ness Hall of Fame inductee. Her con- sulting work has im- pacted over $4 billion worth of decisions. She has a proven track record of dealing with complex busi- ness issues Visit www.jcs-usa.com. Jill J. Johnson
The Measure of Quality.
COMBINATION SOLID AND SCREEN PRINTING PROVEN FASTER & EASIER CLEAN-UP PATENTED OPEN- CHANNEL ENGRAVING
NEXT-GEN ANILOX ROLLS
CUSTOM OR CONVENTIONAL ENGRAVINGS UPGRADED SOLID, LINE & CMYK PRINTABILITY
CONVENTIONAL ANILOX ENGRAVINGS
Apex anilox rolls let youprint your best on corrugated. Don’t let your anilox rolls hold you back fromfiner screens, stronger solids, & sharper lines.Treat your customers to top print qualitywith GTT CORR and UltraCell anilox engravings. Let legendaryApex precision&durability reduce your printability andproductionproblems — andboost your profits.
GTT CORR “L”
GTT
CORR “L”
Conventional 250 LPI Anilox Engraving
SOLIDS & SCREENS ON ONE INK STATION Full solid and screenwith one print plate onwhite B-flute.
ACHIEVE YOUR FINEST DETAIL GTT CORR delivers finer screens, stronger solids, and sharper edges.
Get on boardwith Apex apexinternational.com/industry/corrugated Glue it. Print it. Profit.
Get onboardwithhigher print quality. Contact us for your next anilox quote .
16 February 7, 2022
www.boardconvertingnews.com
BCN 4.5x7.indd 1
12/28/21 4:34 PM
EXPERIENCE THE POWER
And Boost Your Uptime!
Increase efficiency by up to 30% in 30 days! * *Actual results may vary
Automated Production Monitoring Real-Time Business Intelligence Motivating Digital Signage
Live & Historical Timeline •Web-based (PC, mobile, tablets) •Accurate capture of setup, run, and downtime
Bring Your Own TV Works with any large format TV
SCOREKEEPER sales@amtechautomation.com | 215-639-9540
Crossmark Graphics Invests In Koenig & Bauer Die Cutter
The Perfect Combo Get Peak Performance From Your Equipment with Matched Component Sets
James Dobrzynski Sr., founder of Berlin, Wisconsin based Crossmark Graphics, has a favorite philosophy: “Bet- ter is possible, good is not enough.” Ensuring that each and every customer is treated with respect and held in high esteem has built the commercial printer into a pow- erhouse leader that draws repeat loyal customers to its 65,000-square-foot facility. During the past 18 months, as the firm’s sales force gained more work, it found it need- ed to add post press capacity in its bindery. Dobrzynski turned to Koenig & Bauer. In mid-2021, Koenig & Bauer de- livered two new pieces of post press bindery equipment: an Optima 106 die cutter and an Allpro 110 folder gluer. “Our press department led by our multiple Koenig & Bauer Rapida 106 machines was outputting so much vol- ume at breakneck speeds that the bindery was becoming a bottleneck,” explains Dobrzynski. “These two new piec- es of post press bindery equipment elevate our firm’s po-
Nothing’s more rewarding
than a couple made for each other. That’s why the engineers at ARC International have focused their skills and talents on crafting perfect
matches between the components that must work in tandem on your exo folder gluers and die-cutters: • Anilox Rollers and Ink Chambers • Anilox andWiper Rollers • Feed and Pull Rollers • Glue andMeter Rollers You can achieve the press speeds and print quality you need to ll your most demanding orders by pairing your team with The ARChitects of Flexo. Contact ARC today to learn how these engineered matches of exo folder gluer and die-cutter components (new or
sition and deliver the much needed capacity for our cus- tomers. We’re operating each of them 18-24 hours per day, five to six days a week. They join our three cutters, three regular folders, and a saddle stitching system to bolster an essential department within our company.” Since its installation, the Koenig & Bauer Optima 106 flatbed die cutter has proven to be an industrial machine. It is not only rugged in its overall construction, but highly ef- ficient with its quick makeready features, and then, when in production, provides high running speeds. Dobrzynski says that initially it is already more than 15 percent pro- ductive than their previous machines. He knows this will further increase as his operators become more acclimated to its use. A recent job called for Crossmark to print one million 24 pt board sheets on its Koenig & Bauer Rapida press and then be die cut on the Koenig & Bauer Optima 106 and folded and glued on the Koenig & Bauer Allpro 110 for cus- tomer delivery. All went according to plan and the project was delivered on time as promised. At left, Jay Dobrzynski, Crossmark’s VP of Operations, with Tom Fitzgerald, Koenig & Bauer’s Director of Post-Press.
reconditioned) can help you achieve a more perfect union of production and pro ts.
The ARChitects of exo
ARCInternational.com 800-526-4569
CONTINUED ON PAGE 20
18 February 7, 2022
www.boardconvertingnews.com
ARC.5pBCN_AnlxChmbr.indd 1
3/31/21 6:09 PM
Crossmark Graphics (CONT’D FROM PAGE 18)
“We treat all of our jobs as high-end that demand quick makereadies and fast running speeds,” says Dobrzynski. “The new Koenig & Bauer Optima 106 die cutter has in- creased our productivity and output with excellent results.” One of the most advantageous features of the Koenig & Bauer-Iberica Optima 106 flatbed die cutter is its grip edge removal system, according to Dobrzynski. This unique system features pneumatic clamps that fix the wooden templates for optimal and secure positioning and reduc- es makeready time. Effective removal of grip edge trim is achieved on each job so there are less downstream steps on each job, which saves time and related labor expenses. He is also pleased with the Koenig & Bauer Optima 106’s complete automation system, a step-up from his previous non-Koenig & Bauer die cutter. The new die cutter pro- vides Crossmark operators with less touch points. Like the Koenig & Bauer Optima 106, the Koenig & Bauer Allpro 110 folder gluer has proven to increase Crossmark’s capacity for its growing job demand. Dobrzynski specified the folder gluer in a unique configuration to provide 4-cor- ner, 6-corner, and back folding as well as the ability to fold and glue lightweight paper, sometimes with runs as long as five to 10 million at a time. The Allpro 110 has delivered at 400 meters per minute with better technology, more au- tomation, and ease-of-use for Crossmark’s operators with touchscreen control panels and memory settings.
Convey with Confidence ™ AES is a leading provider of integrated turnkey systems for scrap collection, baling, and dust control, with custom-built solutions designed to meet the unique challenges of your industry.
SCRAP COLLECTION & BALING SYSTEMS
NFPA-COMPLIANT DUST CONTROL SOLUTIONS
YOUR PARTNER IN PROCESS IMPROVEMENT
NEW & USED EQUIPMENT | VIRTUAL SITE VISITS | 24/7 EMERGENCY SERVICE
535 HAGEY ROAD, SOUDERTON, PA 18964 (800) 572-9998 | SALES@AESALES.NET | WWW.AESALES.NET CONVEY WI TH CONF IDENCE ™
20 February 7, 2022
www.boardconvertingnews.com
S-ATRS-6 SoniXs ® The Leading Speciality Folder Gluer Strapping Solution
Increased Machine Reliability and Performance With SoniXs ® Sealing Technlogy and EAM-Mosca Strapping. PP & PET available in widths of 5mm-12mm. Simple and Easy Operation Operator Cycled, Straps at the touch of a button. Improved Product Handling Included air table helps the operator easily square bundle to be strapped.
Scan to find out more
www.eammosca.com | info@eammosca.com | 844-859-6968
Jansen Reliance To Represent Sauer System In Western U.S.
St. Louis, Missouri based Sauer System reported that it has entered into an agreement with Jansen Reliance to rep- resent them in the West Coast Territory, which consists of Alaska, Arizona, California, Colorado, Hawaii, Idaho, Mon-
tana, Nevada, New Mexico, Oregon, Utah, and Washington. The agree- ment was effective January 1, 2022. “As Sauer System’s line of tooling solutions and mechanical upgrades for flexo folder-gluers, printer-slot- ters, corrugators and floor slitters has grown, it has become clear that
SPECIALTY FOLDER GLUERS • OPERATOR TRAINING • REBUILDS & RELOCATIONS • RECONDITIONING in Kenosha • PARTS & MACHINE REVIEWS • GUARANTEED IMPROVEMENT TOROSIANTECH SERVICES INC. Training and Reconditioning Center 930 Tenth Street • Racine, WI 53403 (800) 555-5876 (U.S. only) Phone: (262) 633-5133 • Fax: (262) 633-5176
Ryan Jansen
expanding our representation in North American makes sense,” said Peter Sauer of Sauer System. “Ryan Jansen of Jansen Reliance is our perfect choice for the West Coast.” Sauer System manufactures high-performance tooling and mechanical upgrades for the corrugated box industry. Over 90 years after its first order for corrugator scorers, Sauer System continues to set the industry standard for performance, quality, and innovation. Jansen Reliance is also the exclusive West Coast rep- resentative for Muhlen Sohn corrugator belts and JKSP. Ryan Jansen can be reached at ryanjansen@jansenreli- ance.com
22 February 7, 2022
www.boardconvertingnews.com
SUPPLIER REPORTS 2022 (PART 1)
The iCorr® product line with on-line monitoring, data col- lection, remote diagnostics and troubleshooting brings an unprecedented level of technology and support to the box plant at your finger tips 24/7. The iCorr platform and its line of support products are a key contributor to the BHS vision of Box Plant 2025. As we enter 2022, we will be expand- ing the Digital and Logistics install base in North America with the start-up of additional iMotion systems. (You can learn more about BHS Intralogistics and the family of BHS iMotion product offerings at www.bhs-world.com ) “Following the blueprint for Box Plant 2025, the BHS digital printer RSR® (Roll to printed sheet in real time) con- tinues its path forward. Keep your eye open for announce- ments throughout 2022, it will be an exciting year for the BHS RSR®. To learn more about BHS iCorr®, iMotion, RSR® (Roll to printed sheet in real time) and how Box Plant 2025 can transform your business, contact your local sales rep.. “In 2021 we continued with multiple corrugator installa- tions which included the full range of corrugator products offered by BHS; from multiple 110-inch 1500 FPM corruga- tors, 132-inch corrugators, dry ends, wet ends, etc. With the growth the corrugated industry has seen in recent times we are fortunate to enter the year with a significant CONTINUED ON PAGE 26
BHS CORRUGATED Baltimore, Maryland: Greg Grdinich reports, “First and foremost, we would like to wish ev- eryone a healthy and happy new year as we enter 2022. As we all experienced, 2021 proved to be an- other year with many challenges but also showed the tremendous role the corrugated market plays in our economy. We enter this year with a very positive outlook for BHS Corrugated, as well as the corrugated industry in general. “As we witnessed in 2020 and again in 2021, our busi- nesses had to make some quick shifts to adapt to an ever- changing world. As mentioned in last year’s report, BHS Digital and Logistics was prepared for the changing dy- namics of the world and our industry. Our iCorr® products were utilized at a rapid pace to support our customers and employees worldwide in 2020 and the positive experi- ences from our customers further fueled the growth of the iCorr® product line in 2021. “The use of iCorr® and iCorr® Assist Glasses allows BHS to bring the technical expertise to site remotely; cov- ering all areas from a service visit to a corrugator start-up. Greg Grdinich
24 February 7, 2022
www.boardconvertingnews.com
ZENITH 185S South Korean Made Diecutters. Globally Acclaimed Performance. FLATBED DIECUTTER
• Run speeds up to 6,000 SPH • Automated make-ready technology for short-run efficiency • Substrate size options: 72.83" x 44.09" or 72.83” x 51.15” • Full stripping with integrated gripper edge removal • Swiss die compatibility • U.S.-based parts and service SPEED UP PRODUCTION & COST SAVINGS
sales@youngshinusa.com youngshinusa.com 1320 Tower Road, Suite 111 Schaumburg, IL 60173
NORTH AMERICAN SALES & SERVICE (847) 598-3611
Supplier Reports, Part 1 (CONT’D FROM PAGE 24)
AIR CONVEYING CORPORATION is a recognized leader in the industry of Pneumatic Conveying Systems and has been in business since 1968. As an equipment manufacturer rather than simply a sales organization, we have complete control over the quality of material and products which make up your proposed system. Our equipment is found in Printing, Folding Carton and Corrugated plants throughout the country and the world.
backlog not only for 2022 but also beyond. The installa- tions in 2022 will once again span the entire portfolio of products. BHS Robotic offering upgrade solutions for non- BHS corrugators, as well as robotic solutions in the box plant and beyond is prepared for the future. “The year 2021 brought about major changes as BHS Robotics moved into a new facility with expanded capac- ity to keep up with the growing demand. BHS Robotics is just another example of our commitment to the corrugator and beyond. Continuing the development of our ‘Life Cy- cle’ philosophy and product offerings we are poised for growth in this area in 2022. From full maintenance pro- grams (M2P) to programs designed around scheduled visits and customer demands (PEM), we have the right solution to fit your requirements. As with our machinery growth, so has the M2P product grown. “BHS Corrugating Rolls continues to set the industry standard; consistent quality to industry leading profile de- signs, BHS Corrugating Rolls is positioned to help you in every capacity. BHS continues to be the leader in corru- gating rolls in North America and worldwide by produc- ing the most corrugating rolls with shortest lead times and most importantly, at the highest quality. The BHS product offering NICE Rolls® (Not Including Capital Expenditure) roll programs, as well as our C.A.R.E (Corrugating Roll Cart
AIR CONVEYING CORPORATION PH: 901-454-5016 FAX: 901-324-7979 e-mail: sales@accfilter.com • www.accfilter.com
CONTINUED ON PAGE 28
#1 in set-up control system replacement retrofits
a NEW Pacesetter 3.0 64Bit OS hardware release a Designs for 31 types of OEM FFG’s, RDC’s and PS’s
a Non-proprietary / non-PLC design a Lowest maintenance cost design a Simple to use operator interface
a Lowest priced set-up control system on the market a IMC Experience - set-up controls are ALL we do
Call for a free upgrade quote and user reference list
423 Commerce Lane - Unit 6 | West Berlin, New Jersey 08091 | Tel. (800) 462-8660 | www.imcbox.com | cschipke@imcbox.com
26 February 7, 2022
www.boardconvertingnews.com
automatic platewashing
Go with theWinner!
X 2021 SuperCorrExpo Innovator of the Year! X All plates washed in less than 4 minutes X Print defects removed in less than 1.5 seconds X Eliminate manual washing X Maximize uptime
®
Productivity — Quality — Profitability
JB MACHINERY
©2021 JB Machinery Inc. | +1-203-544-0101 | jbmachinery.com
Supplier Reports, Part 1 (CONT’D FROM PAGE 26)
strap-to-strap distance of adjoining bundles. This unique design allows it to strap two bundles simultaneously with- out separating the bundle after slitting. By simultaneously strapping, the MAX-Q increases bundle throughputs by 50 percent from 32 per minute in the current SQ4A Tandem System to 48 per minute. “In addition, the MAX-Q features an innovative, pat- ent-pending variable-length roller conveyor that enables a 48 percent reduction in line space compared to the SQ4A Tandem System, from 160.8-inches to only 83.6-inches. The space-saving shorter footprint simplifies the high- speed conveying of unstable small box bundles that com- plicates conventional bundling systems. “EAM-Mosca’s next generation of bundling systems en- ables box makers to take full advantage of faster flexos and bundle splitters in response to increased demand for small boxes. “Also introduced in 2021 is the five headed CTV-So- niXs®. An all-electric unitizer designed to allow high throughput when strapping units requiring closer strap spacing, a higher number of straps per unit or more units per hour. The CTV combines the speed, reliability and longevity of prior EAM-Mosca SoniXs® unitizers with a narrower version of the SoniXs® strapping head that al- lows strap spacings as close as nine-inches with up to five heads per unitizer. “Heads and tracks may be placed at spacings of 9, 9,
Exchange) continue to grow. Not only do they alleviate the need for upfront capital investment but they also take away the burden of corrugating roll planning and execution. The NICE product grew in popularity throughout 2020 and 2021 keeping pace with the increase in corrugated output in the market. Allow us to review your corrugating rolls and together develop a solution allowing you to optimize pro- duction while BHS cares for your corrugating roll needs.” Call (410) 574-1550. E-mail ggridinich@bhs-world.com. EAM-MOSCA Hazle Township, Pennsylvania: Randy Wright reports: EAM-Mosca Corporation has had a busy 2021 and is excit-
ed to announce the introduction of their two newest strapping systems, the MAX-Q SoniXs squaring bundler, and the CTV SoniXs unitizer. “Well known for the highly suc- cessful SQ4A Tandem System, EAM-Mosca’s new MAX-Q reinvents the conventional Tandem System
Randy Wright
for squaring and strapping bundles by combining proven technologies with new designs and product handling. “The new system, which is designed to be used behind a box slitter, integrates two strappers whose position can be varied inside a fixed-length chassis to align with the
CONTINUED ON PAGE 30
YOUR PARTNER OF CHOICE CONVEYOR SAFEWALK Increase Safety and Reduce Injuries • Reduce or eliminate roller related injuries • Compatible with all conveyors • Simple, adaptable controls package
• Push button for safe walk pause/resume • 48"/60"/72"/84"/96" widths available • Steps with handrail optional
WWW.INSPIREAUTOMATION.COM │ 800.578.1755
28 February 7, 2022
www.boardconvertingnews.com
DOUBLE THE OUTPUT OF YOUR EXISTING DIE CUTTER
ASK US HOW.
GEO. M. Martin Company • 1250 67th Street Emeryville, California 94608, United States 510.652.2200 • Fax 510.652.6447 • email info@geomartin.com
The Martin logo and the word Scrubber are Registered Trademarks of the Geo. M. Martin Company.
ROTARY DIE CUTTER STACKERS & PERIPHERALS
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 44Made with FlippingBook - Online Brochure Maker