Six Steps (CONT’D FROM PAGE 38)
Board Converting NEWS INTERNET DIRECTORY
wasn't any. He spent a week in the warehouse and was sent out to sell. He never had a chance. Build an onboarding program of 90 days or less that covers your company, products, market, and competitors before reps start selling. Hold a weekly accountability meeting to ensure they retain what they need to know. For existing reps, ask one question: knowing what you know now, would you hire this person today? If the answer is no, remember that every paycheck is a decision to re- John didn't need to work harder. He needed a system that didn't depend on him. Once he built it, his team car- ried the sales, the company kept growing, and he got back to his daughter's recitals. hire them for two more weeks. From Ceiling to Foundation You built your operations so they run without you. Your sales organization deserves the same discipline. Start with step one this week. Mike Huey is the founder of Scalable Sales Solutions and author of Make Your Company Scalable and Sale- able. A former infantry officer and Certified Exit Planning
EMBA www.embausa.com
The EMBA group supports a complete line of corrugated converting machinery for the worldwide market. EMBA’s Quick Set technology enables the highest productivity across a broad range of converting equipment, from mini to super jumbo. EMBA also includes the McKinley jumbo line of flexo folder gluers and rotary die cutters as well as ser- vice, rebuilds and upgrades for both EMBA and McKinley.
DOMINO www.dominodigitalprinting.com
Domino is a leading manufacturer and distributor of digital printing and product identification solutions. Celebrating its 44th year, Domino is headquartered in the UK and North America headquarters are Illinois. Domino has 25 subsid- iaries, representation in over 120 countries, and over 2,900 employees worldwide .
Advisor, he helps business owners build sales systems that drive growth today and increase company value at exit. To consider Mike for an exciting keynote or breakout session, and to discuss your company's growth, visit www.ScalableSalesSolutions.com.
THE HAIRE GROUP www.hairegroup.com
Haire Group is the premier provider of new machinery for the corrugated industry. From the Apstar line of flexo folder gluers and rotary die cutters, the Encore line of flexo folder gluers and rotary die cutters, and the Engico flexo folder glu- er, Haire is able to pair clients with the best machinery solu- tions for the best value to meet their needs. Haire Group’s service department helps its customers maximize uptime and profitability through superior 24/7 service and support, a pre-install training center, and over a million dollars’ worth of spare parts at their offices just outside of Chicago. Haire Group has been the industry’s #1 pre-owned machinery bro- ker and plant equipment appraiser since 1976. HarperLove is the leading provider of specialty adhesives, performance additives, and wet-strength resins to corru- gated packaging manufacturers. With the largest and most experienced field service and technical support team posi- tioned throughout the U.S. and Latin America, HarperLove has a reputation for outstanding service and delivering de- monstrable performance improvements. HarperLove’s ser- vices include innovative product development and custom product formulation, machine and process assessments, adhesive formula adjustments, machine tuning, and more. HARPERLOVE www.HarperLove.com
NAM: Manufacturing Output Improves In September
According to a report by the National Association of Man- ufacturers (NAM), industrial production rose 0.7 percent in September, while manufacturing output stepped up 0.3 percent after ticking down 0.2 percent in August. At 98.4 percent of its 2017 average, manufacturing pro- duction increased 1.1 percent from September 2025. Ca- pacity utilization for manufacturing was 75.9 percent, up 0.1 percentage point from August and 1.0 percent over the past year. Capacity utilization for manufacturing remained 2.3 percentage points below its long-run average from 1972 to 2025. In September, production for all but one of the major market groups posted gains. Consumer goods produc- tion rose 0.7 percent, while business equipment stayed the same. The 1.5 percent decline in consumer durables was driven by a 2.8 percent drop in automotive products output. Meanwhile, the index for consumer nondurables increased 1.2 percent, led by a 1.4 percent gain in chem- ical products. Among business equipment, a 1.3 percent gain in industrial and other equipment output offset loss- es in transit equipment (down 1.7 percent) and information
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40 October 26, 2026
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