BoardConverting Serving the North American Corrugated and Folding Carton Industries for 39 years December 11, 2023 VOL. 39, NO. 50
The Ultimate Trust Buster: The Truth About BS BY YORAM SOLOMON
Inno-Pak Acquires Albany Packaging Of Ontario Delaware, Ohio based Inno-Pak, LLC, a port- folio company of Emerald Lake Capital Man- agement and a designer, manufacturer, im- porter, and supplier of eco-friendly packaging for prepared and takeout foods, announced that it has acquired Albany Packaging Inc. of Markham, Ontario. Albany specializes in the design and man- ufacture of custom and stock folding paper- board cartons, including bakery boxes and food packaging items such as trays and take- out boxes. Albany has a manufacturing facility in Ontario, Canada, which services customers across the food service, grocery, and conve- nience store channels. “We are excited to add Albany’s facilities, products and people to Inno-Pak as we strive to bring our world-class customers the best packaging available anywhere,” said Chris Sanzone, Chief Executive Officer of Inno-Pak. “This acquisition increases our North American integrated manufacturing capabili- ties and marks a crucial step in our manufac- turing expansion plan to create an even more resilient supply chain. Albany also deepens
The ongoing, ground-breaking Trust Premium ( yoramsolomon.com ) research shows that of all the behaviors that a financial advisor, or a professional in general, demonstrates that can affect the probability that a customer would hire their services or buy from them, the top one was the no-BS component, which received the highest score of 4.01 (on a scale of 1 to 5), with 65 percent of participants saying that they would definitely or much more likely hire the services of a professional who uses no BS in communicating with them.
CONTINUED ON PAGE 3
I don’t know about you, but I’m not surprised by this result. We are born with a sensitive BS detector, which improves over time. The sur- prising thing to me is that salespeople and other professionals believe they can BS their way to a deal, not realizing that BS causes them to lose it. This article will cover 28 of the NoBS behaviors that would cause people to trust you and contrast them against the opposite BS behav- iors that would cause you to lose people’s trust in you. The behaviors range across different types of relationships, person- al and professional, inside and outside organizations, whether you are trying to get your customers, spouse, constituents, peers, employees, boss, or anyone else. Some of them would not apply to specific rela- tionships, and some would apply more than others. Some of those behaviors are part of the Trust Premium study, and CONTINUED ON PAGE 26
WHAT’S INSIDE 5 Enrollment Open For AICC Leadership Advisory Group 10 Jeffrey Schwarz Of Schwarz Partners Passes Away At 52 12 Buckeye Corrugated Pledges $100K To ICPF 14 PPC Seeks Cartons, Scholars For Top Industry Awards
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Inno-Pak Acquires (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.
our ongoing investments in paper capacity as we continue to innovate to make packaging more eco-friendly.” Jon Sill, Chairman of Inno-Pak, added, “Inno-Pak stands at an important inflection point with several favorable trends in our end markets of the food service, grocery, convenience store and hospitality industries. “The acquisition of Albany enhances our ability to cap- italize on these positive trends with one of the most di- verse custom and stock folding carton programs. With our recent portfolio additions and our continued investments in innovation, we are better positioned to serve our cus- tomers.” “We are excited by Inno-Pak’s focus on innovative, sustainable, high-quality packaging, which is reflected in its vast product offering and differentiated ability to work across multiple substrates and product types to stay ahead of consumer preferences and trends,” said Stan En- gelberg, Owner of Albany. “We look forward to building on our success and taking our dedication and service to our customers and the envi- ronment to the next level together with Inno-Pak.” The transaction marks the third acquisition by Inno-Pak over the past two years, following the acquisitions of Stalk Market in February 2022 and Finishing Services Inc. in March 2023. Terms of the transaction were not disclosed.
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.
42# Kraft Liner 26#
Semi-Chem Medium
East West
$9 2 0.00 $ 96 5.00
$9 1 0.00 $9 4 5.00
3
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December 11, 2023
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4 December 11, 2023
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Enrollment Open For AICC Leadership Advisory Group
AICC, The Independent Packaging Association, has an- nounced open enrollment for the Production Leadership Advisory Group, an exclusive opportunity for operations and production managers from member companies to connect, collaborate, and elevate their leadership and management skills. In the fast-paced world of production and operations management, finding a trusted network for sharing ideas and receiving honest feedback can be challenging. The Production Leadership Advisory Group fills this gap. It pro- vides a platform for operations and production managers to confide in their peers, share best practices, and receive constructive feedback. “We understand the critical role that operations and production managers play in driving success and produc- tivity within their companies. By sharing experiences and learning from exemplary manufacturers, participants will gain valuable insights participants can implement in their plants,” said Taryn Pyle, Director of Education & Leader- ship Development at AICC. Key Highlights of the Production Leadership Advisory Group include: • Peer Collaboration — Engage with a network of opera- tions and production managers from member compa- nies, regardless of their location or market niche. • Mutual Trust — Foster an environment of mutual trust, where best practices are shared openly, and respectful disagreement is encouraged. • Professional Growth — Drive the advancement of member companies' success, productivity, and career development of group members. • Outcomes — Gain exposure to exemplary manufac- turers, learn leadership best practices for employee attraction and retention, acquire skills needed for en- hanced productivity, and receive coaching for goal achievement. The Group holds two in-person meetings, one sched- uled at AICC's Annual Meeting, often coinciding with Su- perCorrExpo, and the second at a participant's exemplary manufacturing facility. The Group also participates in eight online sessions throughout the year. Learn more at www.AICCbox.org/Advisory . Contact Taryn Pyle, Director of Education & Leadership Develop- ment, at tpyle@AICCbox.org or (703) 836-2422. In other news, AICC welcomes its newest members: Michael Browne, Director of Packaging Brands, Sappi North America; Mike Riegsecker, President of Menasha Packaging; John Stein, Corporate Sales Manager, Corru- gated Chemicals; Troy Hewgley, President, Sustainable Corrugated; Jeff Beyersdorfer, Managing Director, Franklin Mountain Packaging; Brandon Hugh, Director, AMG Pack- aging & Paper Co. Ltd; and Daniel Charboneau, Sales Spe- cialist, NorthGate.
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Board Converting News, Flexo Market News To Combine Forces Beginning in 2024, Board Converting News will be incor- porating its sister publication Flexo Market News into its weekly publication, combining their respective editorial, sales and management teams. The publications have served the corrugated, folding carton and flexo industries, respectively, for more than a combined 65 years. “We continue to grow and expand every year,” said Len Prazych, President/Publisher and Editor-in-Chief of NV Publications, parent company of BCN and FMN, “always searching for ways to bring increased awareness and val- ue to our customers. This is another exciting move for the company, adding additional levels of editorial coverage for our readers and market awareness for our sponsors.” “Board Converting News is the undisputed premiere publication serving the corrugated market,” said FMN Edi- tor Greg Kishbaugh. “Combining all the resources of FMN with those of an industry leader such as BCN opens up untold opportuni- ties for the future.” The new venture will begin with the January 1, 2024 is- sue. For questions and more information, contact Prazych at lprazych@nvpublications.com. Visit boardconvertingnews.com .
Box Shipments ( U.S. Corrugated Product Shipments) Industry Shipments In Billions of Square Feet Month September 2023
Year
Actual
Percent Change Avg Week Percent Change
2023 2022
3 0.911 3 2.734
-5. 6
7. 728 7. 794
- 0.8
Industry Total
September 2023
Year-to Date
Year
Actual
Percent Change Avg Week Percent Change
2023 2022
285.619 305.519
- 6.5
7. 556 7.998
- 5.5
Industry Total
Containerboard Consumption (Thousands of Tons)
Year
Month
Percent Change Year-to-Date Percent Change
2023 2022
2. 5387 2. 6314
- 3.5
23.3187 24.8978
- 6 .3
Container Board Inventory - Corrugator Plants (Thousands of Tons)
Corrugator Plants Only
Date
Percent Change Weeks of Supply
Percent Change
Sept. Aug.
2.2 15 2 2. 1606
2.5
3. 5 3. 6
- 2.8
Shipping Days
Year
Month
Year-to-Date
2023 2022
2 0 2 1
1 89 1 91
SOURCE: Fibre Box Association
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December 11, 2023
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AICC Podcast Available Featuring Cassi Malone And Josh Sobel AICC, The Independent Packaging Association, an- nounced the latest Breaking Down Boxes episode now available, “Be Engaged Be Engaging.” In it, hosts Gene Marino, President, Akers Packaging
Service Group, and Joe Morelli, Vice President of Sales & Market- ing, Huston Patterson Printers and Lewisburg Printing Co., speak with Cassi Malone, Director of Customer Experience, Corrugated Supplies Company, and Josh Sobel, Account Manager, Jamestown Container Companies. “It was great to have Cassi and
company, and trying to find his own path. Malone, a cur- rent EL, found her way into the industry by taking a leap after a chance encounter. “It’s fascinating to hear Cassie’s and Josh’s story of how
they got into the industry. Gene and Joe always do a great job in getting this engagement,” said AICC Presi- dent Mike D’Angelo. “Young people are the future of the world and of our industry. Cas- sie and Josh sharing their experi- ences in the AICC Emerging Lead- ers program and as young leaders in their respective companies is
Cassi Malone
Josh share their stories. They truly represent how the Emerging Leaders program can play an active role in tal- ent development within the industry,” said Marino. Both having served as AICC Emerging Leader (EL) Del- egates, the volunteer leaders of the Program, Josh and Cassi offer a different perspective on leadership, the in- dustry, and how to motivate younger employees. They share their EL experiences as well as their indus- try origin stories. Sobel, an EL graduate, discusses how the EL Program has grown, what it is like to leave a family
Josh Sobel
very entertaining and instructive.” Here the entire story on all major podcast players or at AICCbox.org/Boxes .
8 December 11, 2023
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Jeffrey Schwarz, General Partner Of Schwarz Partners, Passes Away At 52 Jeffrey Schwarz, General Partner of the family-owned Schwarz Partners, passed away peacefully at his Fishers,
ing not to die.” Jeff managed to fit a lifetime of memories and achievements into his 52 years of life. He will always be remembered for his ability to light up any room, exceptional sense of humor, humble care for others, and incredible work ethic. One might even consid- er Jeff the definition of “work hard, play hard.” To know Jeff was to love Jeff, and to know you are in for a good time. A graduate of Indiana University in 1994, Jeff continued his education at Miami of Ohio where he earned his MBA in business in 1996. After getting married to the love of his life, Jill (Har- ris) Schwarz, the couple moved to Cincinnati where Jeff worked for his father (Jack Schwarz)’s company, Trey Cor- rugated. Next, they moved to Boston where Jeff worked for a startup company, Performance Corrugated. After Jack Schwarz sold his company, Jack, Jeff, and Jeff’s brother, John, started Schwarz Partners in Carmel, Indiana.
Indiana home on November 26, 2023, following a yearlong battle with Glioblastoma, an aggressive brain cancer.
Jeff didn’t let his fight with can- cer prevent him from doing the things he loved most such as skiing, hiking, traveling, and spending time with friends and family. He never complained and always remained positive living by his new mantra, “don’t live like you're try- Jeffrey Schwarz
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Although the company grew larger than any of them could have imagined, it was al- ways more than just work to Jeff. He loved his work family and nurtured those relation- ships. If anyone were to ask Jeff about success of Schwarz Partners, he would give all the credit to his team. He always made a point to make the workplace fun and for people to not take everything so seriously. Jeff was frequently the ringleader of workplace pranks and spontaneous happy hours. Aside from working and spending time with his loved ones, giving back to his com- munity was one of Jeff's core aspirations. Jeff played a major role in creating the Schwarz Family Foundation, which gives scholarships to company employees and Hamilton Southeastern students. In addition, he began serving on the IU Simon Cancer Board in 2019. Jeff stands out in his charitable giving because of his humbleness. Jeff has profoundly impacted many lives during his time on earth. He will be missed and loved forever. A celebration of Jeff’s life will take place on Friday, January 26, 2024 from 5:00 to 8:00 p.m. at Daniel's Vineyard, 9061 N 700 W, McCordsville, Indiana. To honor Jeff’s goals of charitable giv- ing, his family would like donations to the Schwarz Family and Friends Simon Cancer Research fund in lieu of flowers. To learn more about the foundation and to make a donation, visit https://cancer. iu.edu/giving/focused/schwarz_family. html.
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Buckeye Corrugated Pledges Additional $100,000 To ICPF
services, while expanding their work to address other crit- ical needs. This has included creating a social media presence, building partnerships with the education community, be- ginning to expand student and faculty knowledge at trade schools and community colleges, and developing market- ing/communications tools to promote the many benefits of choosing a career in corrugated packaging. Through industry support, ICPF has placed over $12.5 million in corrugated equipment in colleges and universi- ties to educate students in concepts and skills to better prepare them for a career in the industry. In the past 12 years, it has jumpstarted, created or expanded 21 packag- ing design programs at US colleges and universities. “Something we understand very well at BCI is the im- portance of having exceptional people on our team,” said BCI SVP, General Counsel Jaime Kolligian.
The International Corrugated Packaging Foundation (ICPF) has announced that Buckeye Corrugated, Inc. (BCI), a longtime supporter, has pledged an additional $100,000 to support the foundation’s programs and services. “We are grateful to have BCI’s continued support,” said ICPF President Caitlin Salaverria. “In addition to the time and valuable input that BCI commits to the foundation through serving on our Board of Directors and Talent Acquisition Committee, we appre- ciate this pledge which will allow us to continue the foun- dation’s work to grow the labor force of the corrugated packaging industry.” ICPF is currently strengthening existing programs and
“They keep our business growing and thriving. BCI is proud to support ICPF in its efforts to educate and attract new talent to our industry because they are our future.” Buckeye Corrugated, Inc. is a private- ly held, employee-owned company with 11 corrugated manufacturing facilities and four sheet feeders, providing an extensive range of corrugated packaging products. Since its humble beginnings in 1958, BCI has grown both in size and in service. For more information, visit www.bcipkg. com and www.careersincorrugated.com . IP Names Hunter Morris Pensacola Mill Manager Memphis, Tennessee based International Paper has confirmed that Hunter Morris has been promoted to Mill Manager of its Pen- sacola Containerboard Mill. In his new position,
Morris will assume overall responsibility for safety, people en- gagement, commer- cial and operational excellence, and com- munity stewardship at the Pensacola Mill. Most recently,
Morris was the Operations Manager for the company’s Savannah, Georgia Mill. Morris joined International Paper in 2007 at the company’s Riegelwood, North Carolina mill. He has worked in several manufacturing and technical leadership roles of increasing responsibility throughout his career with the company. Hunter Morris
12 December 11, 2023
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PPC Seeks Cartons, Rising Stars For Award Competition, Woods Scholar Of The Year The Paperboard Packaging Council (PPC) is accepting entries and nomi- nations for two of its top industry honors in support of packaging educa- First is the J. Edwards Woods Scholar of the Year Award, recognizing passionate and innovative rising stars in the folding carton industry. Nom- inations are due by February 9, 2024, and the winner will be announced during the Spring Conference April 17-19, 2024. The late J. Edward Woods, who served as Chief Executive Officer of Gulf States Paper Corporation, was a generous and enthusiastic support- tion and innovations in carton design. J. Edward Woods Scholar Of The Year
er of PPC and the paperboard packaging industry as a whole. In addition to serving as PPC’s Board Chair and receiving the as- sociation’s lifetime achievement award, Ed was dedicated to engaging the next gener- ation of paperboard packaging professionals through training and outreach. In honor of Ed’s commitment and dedication, his family established the J. Edward Woods Scholar Award, which is given annually to a passion- ate and enthusiastic rising star in the folding carton industry. Winners receive a scholar- ship to attend Folding Carton Boot Camp, the
J. Edward Woods
PPC’s signature training on “all things” paperboard packaging. “It would take a person countless years of experience to be exposed to all the topics covered in Folding Carton Boot Camp. Regardless of one’s background, everyone in the industry can benefit from this all-en- compassing program,” said Doug Woods of Dixie Pulp & Paper. “My family and I are delighted to honor my father’s legacy by naming a Woods Schol- ar and empowering industry growth and next-generation learning through PPC’s Folding Carton Boot Camp.” All PPC Principal and Associate member companies in good standing
are eligible to nominate up to five employees per Boot Camp cycle for the award and scholarship. Nomi- nees that have already attended a Folding Carton Boot Camp session are not eligible for the award. The nomination form requires each PPC member company to iden- tify the candidate by name, title, con- tact information, as well as the length of time in the industry and with the company. The nominating party must confirm that the nominee has per- mission to travel to Springfield, Mas- sachusetts to participate in the up- coming Folding Carton Boot Camp.
WestRock was the winner of the Paperboard Package of the Year in 2023 for the WhistlePig Piggybank.
A panel of three judges from the PPC Board of Directors will select a winner and a runner-up based on the nominee’s commitment to learn- ing as well as their passion and interest in professional longevity in the folding carton industry. Judging will be blind, and the panel of judges will
CONTINUED ON PAGE 16
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December 11, 2023
Our long-awaited 2023 Packaging Playbook is finally here. We talk through all the challenges present in
our changing world of corrugated packaging and more importantly, how to solve them.
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Two Sides: The Consequences And The Cure For Greenwashing In our increasingly environmentally conscious world, it’s common for companies to tout their green initiatives and environmentally friendly practices, and that’s just good business. But all too often, companies claim benefits –
PPC Seeks (CONT’D FROM PAGE 14)
not know the identity of either the nominating party or the nominated individual. To nominate, visit paperbox.org . North American Paperboard Packaging Competition The Paperboard Packaging Council is also accept- ing submissions for the 81st North American Paperboard Packaging Competition. This is the PPC’s premier compe- tition for carton manufacturers involved in the concept, de- sign, print, performance, and shelf appeal of paperboard packaging. All entries, which includes a 200-word executive sum- mary must be submitted digitally submitted by a current PPC member company. Visit paperbox.org to read more about the rules and guidelines. Additionally, applicants should mail at least two assembled cartons (one with product if not perishable) and at least two flats of every size to the Paper Packaging Council, Attn: Kayla Brown-Frye, 1350 Main Street, Suite 1100, Springfield, MA 01103. All entries are considered in the general award catego- ry. Applicants may also select to compete in the innova- tion, sustainability, and digital application categories. Each entry is scored in three main areas: concept, design and user experience; converting; and distribution, fulfillment, and retail. To submit applications, visit paperbox.org . The dead- line is May 1, 2024, and the entry fee is $249 per package.
like the environmental superiority of “recyclable plastic” packaging or “going green” by switching from paper to electronic communications — as a way to cloak poor envi- ronmental performance or mask cost-cutting efforts. With no sound scientific evidence to back them up, these types of claims are textbook greenwashing. Some of the consequences of greenwashing are ob- vious. Clearly, unsubstantiated environmental claims mis- lead consumers, often causing them to take actions they would not otherwise consider. As reported by Two Sides
CONTINUED ON PAGE 18
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Greenwashing (CONT’D FROM PAGE 16)
of workers across the print, paper, paper-based packaging and mail sector. A recent study by the Envelope Manufacturers Associ- ation Foundation reported that this sector accounts for 7.9 million workers who make up 5 percent of the U.S. work- force and contribute nearly $2 trillion to the U.S. economy. From papermakers, printers and converting equipment operators to graphic designers, paper industry suppliers and mail management and distribution employees, green- washing creates economic vulnerabilities for many. The Greenwashing Cure: Accountability The way to eliminate paper-related greenwashing by corporations, media and producers of competing mate- rials is to hold them accountable for their bogus claims. Two Sides North America is the only industry organization doing just that. Two Sides directly challenges greenwash- ing companies to remove unsubstantiated environmen- tal claims in a non-confrontational way, educating CEOs and other senior management with facts from credible, third-party sources that clearly demonstrate the unique sustainability characteristics of paper products and the solid and continually improving environmental record of the North American paper industry. So far this year, TSNA has persuaded 24 more compa- nies and two state/provincial government agencies to re- move unsubstantiated environmental claims about paper, which translates to roughly 239 million consumers who
North America (TSNA), psychological research has shown that when people see and hear unsubstantiated claims over and over again, they start to believe them as true, and incorporate them into their decision making. A 2022 TSNA study confirmed this finding. The study showed that among Americans who had repeatedly seen “go green, go paperless” and similar claims from their banks, utility com- panies and other providers, 65 percent were influenced to switch from paper to electronic bills and statements. Greenwashing claims can also cause reputational harm, not only damaging the credibility of companies that make such claims, but also casting doubt over the valid claims of companies that are contributing to real environ- mental progress. The U.S. Federal Trade Commission’s “Green Guides” provide very specific guidance related to environmental claims, stating that “claims must be truthful, not misleading and supported by competent and reliable scientific evi- dence.” Unfortunately, this guidance is often ignored. Hidden Consequences One of the least discussed but most damaging conse- quences of paper-related greenwashing is economic in nature. When respected companies, media and produc- ers of competing materials make unsubstantiated environ- mental claims, they negatively influence consumers’ per- ceptions of paper products and put at risk the livelihoods
CONTINUED ON PAGE 20
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Greenwashing (CONT’D FROM PAGE 18)
UNFOLD THE POWER OF CONNECTION WITH THE
are no longer seeing anti-paper greenwashing claims from these service providers. Two Sides also defends the sustainability of paper and paper-based packaging in the media, most recently in our letters to the Wall Street Journal, the Washington Times and Office Products International (OPI) News. “Paper is one of the few products on earth that already has an environmentally sustainable, circular life cycle,” says TSNA President Kathi Rowzie. “North American pa- per is made from an infinitely renewable natural resource – trees that are purpose-grown, harvested and regrown in sustainably managed forests. It’s manufactured using mostly renewable, carbon neutral bioenergy in a process that uses a lot of water, but actually consumes very little of it. And paper products are recycled more than any oth- er material in the U.S. municipal solid waste stream. But many consumers believe paper is bad for the environment because corporations, the media and other organizations they trust are telling them so. The Two Sides Anti-green- washing Campaign is working hard to change that.” If you see greenwashing claims like “go green, go pa- perless” from companies you do business with, or media stories promoting alternative types of packaging as envi- ronmentally superior to paper, send a pdf or jpg snip of the claims or forward the email to the Two Sides North Ameri- ca Anti-Greenwashing Campaign at info@twosidesna.org.
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Huston Patterson, Lewisburg Printing Welcome Lisa Milborn To Their Team Decatur, Illinois based Huston Patterson and Lewisburg Printing Company, a leading provider of litho labels and top sheets in the corrugated industry, announced the new- est addition to their team, Lisa Milborn, who joins as an Account Executive. “We are thrilled to welcome Lisa to our HP and LPC fam- ily,” said Joseph Morelli, Executive Vice President of Sales & Marketing at Huston Patterson and Lewisburg Printing. “Her proven track record in the corrugated industry and her dedication to delivering top-notch client service align perfectly with our company’s values.” Milborn will be responsible for developing new ac- counts, nurturing relationships with the company’s existing clients and driving future strategic growth. “Lisa’s keen understanding of client needs, combined with her innovative approach to problem-solving, will un- doubtedly enhance our ability to meet and exceed our cli- ents’ expectations,” said Morelli. She brings 14 years of experience in offset and digital printing experience, offering a strong and consistent com- mitment to bringing value to her clients. Her appointment further strengthens Huston Patterson and Lewisburg Print- ing’s position as a leader in large format package print in- dustry.
“I am excited to join the Huston Patterson and Lewis- burg Printing family, companies that are both historically known for their commitment to excellence and client satis- faction,” Milborn said. “I look forward to leveraging my ex- pertise to contribute to the company’s growth and success while delivering exceptional service to our clients.” For more information, visit www.hustonpatterson.com or www.lpcink.com . Abbott Label Invests In HP Indigo 6K Digital Press Dallas, Texas based Abbott Label, a wholesale custom printing company since 2000, announced their acquisition of an HP Indigo 6K Digital Press. The company said that the efficiencies of the new press will help advance its production capabilities. Abbott Label offers a wide variety of products, including blank and print- ed stock labels, spot and four-color process custom, and flexo-form combinations. The company acquired the HP Indigo 6K Digital Press for its facility in Dallas with plans to create a full end-to-end experience. The company reports near 70 percent growth since the end of FY2020. “We’re beyond excited to continue to grow our relation- ship with HP and to expand the overall business. It has CONTINUED ON PAGE 24
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Abbott Label Invests (CONT’D FROM PAGE 22)
been incredible to watch our company evolve and change rapidly since implementing the digital press,” said John Abbott, Owner and President at Abbott Label.
“We only partner with premiere vendors in the industry whether press manufacturers, die makers, material manu- facturers or ink suppliers, and we can confidently say that HP is a key vendor that we partner with.” Abbott Label team members with the new HP Indigo 6K Digital Press.
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Truth Buster (CONT’D FROM PAGE 1)
others are drawn from The Book of TRUST. I’m sure you can think of more. All those behaviors fall into the “NoBS” component of my relative trust model, al- though they can stretch into other components such as empathy, personality compatibility, and even competence and symmetry. The NoBS and BS parts of the following list are the ex- treme ends of a range. You may not be exactly near one of those extremes, but you could be close enough (in case of NoBS behavior) or too close (in case of BS behavior) to one.
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The other person’s determination of the balance be- tween BS and NoBS of your behaviors is cumulative across all those ranges. Keep in mind that trust is relative. I’ve been saying this since I started my research on trust. The same behavior that would cause one person to trust you could cause an- other person to distrust you. Some behaviors listed here are more universal and absolute (such as telling the truth), while others are more “localized,” cultural, or even personal. My categorization of BS vs. NoBS here was done from my personal perspective and might not apply to every- one. You should determine which behavior is BS vs. NoBS through the eyes of the person you wish to be trusted by. Final note: bad is much stronger than good. One neg- ative BS behavior can wipe out the positive generated by many NoBS behaviors. Much like the Trust Habits process suggests, you have a much better chance of increasing the trust in you by eliminating one bad BS behavior than adding one good NoBS behavior. With that, here’s the list: 1. NoBS: Tell the truth, the whole truth, nothing but the truth. • BS: lie, tell only part of the truth, bundle truth with lies. 2. NoBS: Say exactly what you mean and what you feel. Tell people what they need to hear.
AIR CONVEYING CORPORATION PH: 901-454-5016 FAX: 901-324-7979 e-mail: sales@accfilter.com • www.accfilter.com
CONTINUED ON PAGE 28
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Holidays HAPPY TO YOU AND YOURS
May you and your family enjoy a holiday filled with warmth and cheer, and a happy, safe, and prosperous New Year.
Warmest Holiday wishes from all of us at the Geo. M. Martin Company.
GEO. M. MARTIN COMPANY – SINCE 1929 ROTARY DIE CUTTER STACKERS & PERIPHERALS
Truth Buster (CONT’D FROM PAGE 26)
• BS: Being overly formal, cordial, and unfriendly. 10. NoBS: Be open to challenging the status quo (see the next one, though). • BS: Stick to the “this is how things are done around here.”
• BS: say what you think the other person wants to hear instead of what you really feel and mean. 3. NoBS: Be driven by good intentions. • BS: Be driven by hidden agendas that have nothing to do with good intentions. Manipulate others. 4. NoBS: Use common sense, keep an open mind, and seek rationale and logic over ideology. • BS: accept (and use) things without using better judg- ment or common sense, even when they don’t make sense. 5. NoBS: Get to the point quickly. Be direct (not a synonym for being blunt or disrespectful) • BS: Beat around the bush without saying the actual words you should say. 6. NoBS: Take responsibility and admit to your mistakes. • BS: deflect responsibility, blame others. 7. NoBS: Be genuine. Do things for the right reasons. Not for others to see. • BS: Posturing, doing things for others to see rather than because they are right. 8. NoBS: Be very clear in what you say. Use the proper and correct words. • BS: Using symbols, labels, metaphors, and analogies instead of using the actual words. 9. NoBS: Be as informal and friendly as possible in the sit- uation.
11. NoBS: Don’t be afraid to take fences down, but only after you understand why they were put there in the first place. • BS: taking down fences while completely disregarding why they were put there in the first place. 12. NoBS: Don’t avoid addressing “the elephant in the room.”
CONTINUED ON PAGE 30
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Truth Buster (CONT’D FROM PAGE 28)
Board Converting NEWS INTERNET DIRECTORY
• BS: avoiding controversy. 13. NoBS: Use inspiration and motivation (not to mention solid data and common sense) to convince others. • BS: use your authority to control others and bend them to your will. 14. NoBS: Use data and knowledge and ask questions. • BS: making assumptions not based on actual data or knowledge, avoiding asking questions. 15. NoBS: Be unbiased, come with an open mind, present facts you know even when they disagree with your initial conclusions, and be willing to change your mind. • BS: Using confirmation bias, being selective in present- ing only facts that support your agenda, focusing on convincing rather than reaching the proper conclusion and outcome.
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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.
16. NoBS: Be rational, matter-of-fact, and even passion- ate—attack ideas, not people. • BS: Be emotional and personal. Attack people instead of ideas. 17. NoBS: Do it right, don’t hurt anyone, and don’t focus on people but instead on behaviors. • BS: The end justifies the means. Everything is fair. Ig- noring who you hurt in the process. 18. NoBS: Use humor and sarcasm, as they tend to improve discussion. However, use them appropriately. The level of humor and sarcasm you can use must depend on the level of trust that already exists. • BS: using inappropriate humor or sarcasm at the wrong time or place, well beyond the level supported by the existing level of preexisting trust. 19. NoBS: As Peter Drucker said, you should listen while seeking to understand, not respond. • BS: See to respond, make your point, label things, or label people. 20. NoBS: Seek consensus. Don’t misinterpret consen- sus, and try to get everyone to agree. Consensus means letting everyone get heard and their opinions genuinely
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CONTINUED ON PAGE 32
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