Board Converting News, August 8, 2022

BoardConverting Serving the North American Corrugated and Folding Carton Industries for 38 years August 8, 2022 VOL. 38. NO. 32

Reframing & Reconsidering The Value Of Your Business BY LISA APOLINSKI

TAPPI/AICC Announces Early Bird Rates For CorrWeek Corrugated Week 2022, jointly hosted by TAPPI and AICC, runs from September 19–21 at the Henry B. González Convention Cen- ter in San Antonio, Texas. The conference features more than 14 exclusive networking events, top-rated educational opportunities and programming led by some of the indus- try’s most knowledgeable thought leaders. TAPPI/AICC announced that registrations completed before August 19 will also receive the discounted Early-Bird Conference rate for Corrugated Week 2022, which includes: • Corrugated Classic Golf Tournament, known to quickly sell out, at The Quarry Golf Course on September 19 • Compelling keynote speakers, including industry veteran Steve York and the inspi- ration for the movie “Black Hawk Down,” Michael Durant • A Texas-sized experience at a private, au- thentic rodeo with professional bull riding, barrel racing, roping and line dancing, along with dinner and a full bar on Tuesday evening, September 20 • Highly anticipated program sessions on topics including Supply Chair Disruptions,

As your business matures and grows, you may start to think about how you plan on moving towards a significant end goal: selling your com- pany. Whether you are in products or services, every business has to decide on an exit strategy. Will you sell your business to a family mem- ber so the business can continue to grow? Will you bring in investment capital to expand? Will you sell to a competitor as part of a merger and

acquisition? Or will you someday simply close the shutters and turn off the lights? Many companies will only look at the revenue goals and inventory or client list. There is a misconception that only companies with inven- tory are worth purchasing. There is an even broader misconception that, if you are in the services industry and do not have a tangible asset, you do not have something worth buying. Regardless of whether your company sells boxes or ideas, you may already have business value - you just have not yet recognized it as having worth. Regardless of your current situation, here are ways to reframe your business value. Processes make your company efficient: A scientific process, with documentation that can be accurately followed, is a repeatable pro- cess. Processes that are repeatable, and allow a company to achieve consistent results, take the guesswork out of efficiency and growth. When you have a formula, you can take out chance and become more effective at repeating the formula for success. CONTINUED ON PAGE 24


WHAT’S INSIDE 6 ISM: Production, Backlogs Keep Growing In July 10 BCN Appoints Susan Riley New Associate Editor 16 WestRock To Acquire Remaining Interest In Grupo Gondi 44 PMMI Announces New Features To PACK EXPO Event


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Machinery and Handling for the Corrugated Board Industry

2 August 8, 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.

Tools and tooling – Education or employee incentive programs – Employee retention programs – Efficiency, productivity and safety innovations , and more. Share your innovative ideas! Boxmakers! Entry deadline - Friday, August 19, 2022 Open to all AICC Boxmaker members It’s easy to enter!

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

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#



$62.69 $82.80

$85.35 119.54

$73.13 101.29












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.

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August 8, 2022

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Employee Recruitment/Retention, AI/Robotics/Automa- tion, Digital Print Panel and Doing More with Less • First-hand experiences of the latest industry develop- ments and innovations with the attendee favorite seg- ment What’s New sessions • Powerful learning opportunities through multiple cours- es, including the dynamic pre-conference course “Ef- fective Methods to Maximize Diecutting Productivity” on September 18 Don’t wait. Make your plans now and register today at .

S.Walter Packaging Announces Two Acquisitions In Minnesota

Trevose, Pennsylvania based S. Walter Packaging has an- nounced an agreement to expand its market presence in the retail packaging industry with the acquisition of two di- visions of Minneapolis based Deluxe Corporation, Whole- Style Packaging and Bags and Bows Online. The announcement comes as individual and small to midsize businesses leverage the ease and cost efficien- cies of sourcing their packaging needs online, coupled with the increased awareness of the important role pack- aging plays in communicating a brand’s image and per- sonality and its ability to enhance marketing efforts. “This is an exciting development for our company as it accelerates our ability to provide a more robust and turn- key e-commerce platform for our broad base of custom- ers,” said Kurt Koloseike, President and CEO of S. Walter Packaging Group. “For almost 120 years, S. Walter has earned a reputation as the premier provider of custom packaging solutions and we are always looking for oppor- tunities that will help achieve and exceed our customer’s brand experience goals,” he added. “Whether you are a bricks-and-mortar retailer, an e-commerce business, or both. Whether you have one lo- cation or hundreds across North America, there is no de- nying the power of packaging to tell your brand story,” not- ed Gordon Summerfield, Senior Vice President of Sales and Marketing at S.W Packaging. “We look forward to ex- panding our team of retail sales representatives across the U.S. with the WholeStyle Packaging acquisition to further serve our customers with thousands of in-stock and cus- tom products.“ Both WholeStyle Packaging and Bags and Bows Online are now part of S. Walter Packaging, the retail packaging division of S.Walter Packaging Group. Bags and Bows On- line customers will continue to source its products via the same URL, Founded in 1904, S. Walter Packaging employs over 100 in a 300,000-square-foot facility. The company serves the needs of over 23,000 large and small customers worldwide.


August 8, 2022

ISM: Production, Backlogs Keep Growing In July

Box Shipments ( U.S. Corrugated Product Shipments) Industry Shipments In Billions of Square Feet Month June 2022

Economic activity in the manufacturing sector grew in July, with the overall economy achieving a 26th consecutive month of growth, say the nation’s supply executives in the latest Manufacturing ISM Report On Business. The report was issued last week by Timothy R. Fiore, CPSM, C.P.M., Chair of the Institute for Supply Manage- ment (ISM) Manufacturing Business Survey Committee: “The July Manufacturing PMI registered 52.8 percent, down 0.2 percentage point from the reading of 53 per- cent in June. This figure indicates expansion in the overall economy for the 26th month in a row after a contraction in April and May 2020. This is the lowest Manufacturing PMI figure since June 2020, when it registered 52.4 percent. The New Orders Index registered 48 percent, 1.2 percent- age points lower than the 49.2 percent recorded in June. “The Production Index reading of 53.5 percent is a 1.4 percentage point decrease compared to June’s figure of 54.9 percent. The Prices Index registered 60 percent, down 18.5 percentage points compared to the June figure of 78.5 percent; this is the index’s lowest reading since August 2020 (59.5 percent). The Backlog of Orders Index registered 51.3 percent, 1.9 percentage points below the June reading of 53.2 percent. CONTINUED ON PAGE 8



Percent Change Avg Week Percent Change

2022 2021

34.771 35.948


7.903 8.170


Industry Total

Year-to Date

June 2022



Percent Change Avg Week Percent Change

2022 2021

205.855 208.569


8.019 8.170


Industry Total

Containerboard Consumption (Thousands of Tons)



Percent Change Year-to-Date Percent Change

2022 2021

2.8451 2.9436


16.8851 17.0466


Container Board Inventory - Corrugator Plants (Thousands of Tons)

Corrugator Plants Only


Percent Change Weeks of Supply

Percent Change

Jun. May

2.4415 2.3469


3.8 3.6


Shipping Days




2022 2021

22 22

127 126

SOURCE: Fibre Box Association

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ISM: Backlogs Growing (CONT’D FROM PAGE 6)

inventory in the supply chain. Demand dropped, with the (1) New Orders Index contracting again, (2) Customers’ In- ventories Index remaining at a low level but approaching 40 percent and (3) Backlog of Orders Index decreasing but still in growth territory. Consumption (measured by the Production and Employment indexes) was mixed during the period. “The Employment Index contracted for the third month in a row after expanding for eight straight months (Sep- tember 2021 through April), but panelists again indicated month-over-month improvement in hiring ability in July. Challenges with turnover (quits and retirements) and re- sulting backfilling continue to plague efforts to adequately staff organizations. Inputs — expressed as supplier deliv- eries, inventories and imports — continued to constrain production expansion, but to a significantly lesser extent compared to June. “Manufacturing performed well for the 26th straight month. There are signs of new order rates softening — cited in 16 percent of general comments, compared to 17 percent in June — as panelists are increasingly concerned about excessive inventories and continuing record-high lead times. Employment activity remained strongly posi- tive in spite of the uncertainty with new order rates.” Eleven manufacturing industries reported growth in July, among them Printing & Related Support Activities, Computer & Electronic Products, Machinery, and Electrical Equipment, Appliances & Components.

“The Employment Index contracted for a third straight month at 49.9 percent, 2.6 percentage points higher than the 47.3 percent recorded in June. The Supplier Deliver- ies Index reading of 55.2 percent is 2.1 percentage points lower than the June figure of 57.3 percent. The Inventories Index registered 57.3 percent, 1.3 percentage points high- er than the June reading of 56 percent. The New Export Orders Index reading of 52.6 percent is up 1.9 percentage points compared to June’s figure of 50.7 percent. The Im- ports Index grew again in July, up 3.7 percentage points to 54.4 percent from 50.7 percent in June. “The U.S. manufacturing sector continues expanding — though slightly less so in July — as new order rates con- tinue to contract, supplier deliveries improve and prices soften to acceptable levels. According to Business Survey Committee respondents’ comments, companies continue to hire at strong rates, with few indications of layoffs, hiring freezes or headcount reduction through attrition. Panelists reported higher rates of quits, reversing June’s positive trend. Prices expansion eased dramatically in July, but in- stability in global energy markets continues. “Sentiment remained optimistic regarding demand, with six positive growth comments for every cautious com- ment. Panelists are now expressing concern about a soft- ening in the economy, as new order rates contracted for the second month amid developing anxiety about excess

8 August 8, 2022



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BCN Appoints Susan Riley New Associate Editor

She later ventured into the business world as a public relations specialist for McElroy, a Tulsa, Oklahoma based pipe fusion machine manufacturer, where she wrote for marketing campaigns as well as articles that were pub- lished in various trade journals covering the infrastruc- ture industry. Among her other duties, Riley successfully pitched stories, provided content for company and cus- tomer newsletters, and promoted the organization on its social media channels. “It is exciting to be on the team at BCN and humbling to have the opportunity to contribute to the publication’s con- tinued success into the future,” she said. “I am fortunate to be working closely with Len Prazych, whose leadership is an inspiration and I look forward to meeting our many part- ners in the corrugated and folding carton industries.” “Susan is a most welcomed and critical addition to the BCN team, especially as we continue the countdown to Corrugated Week and beyond,” said Prazych. “We look

Board Converting News has announced that Susan Riley has joined the publication as the Associate Editor. As a skilled content creator with a strong background in jour-

nalism, public relations and market- ing, she brings more than 25 years of experience in the newspaper and manufacturing industries. Riley began her career in the news business as a copy editor/fea- tures reporter and spent 16 years at the Tulsa World, where she was

Susan Riley

an award-winning reporter for the government and state teams, as well as the business section covering the oil and gas industry.

forward to sharing her deep knowledge and excellent writing skills with our loyal readers and advertisers.” Riley received her B.A. in English from Missouri Southern State University and is based in Tulsa, OK. Reach her at (918) 706- 9899 or AF&PA Promotes Topps To VP, GC, Corporate Secretary The American Forest & Paper Association (AF&PA) has announced the promotion of Andrew Topps as the next Vice President, General Counsel and Corporate Secretary, effective September 1, 2022. He assumes the role following the retirement of Jan Pol- ing, Vice President, General Counsel and Corporate Secretary. “Jan has been an incredible leader throughout her 15 years of service to AF&- PA. We congratulate her on a remarkable career and wish her the very best in this next chapter,” said AF&PA President and CEO Heidi Brock. “Andrew is an excellent choice to continue leading AF&PA’s legal team, while we collectively advance our in- dustry’s sustainability story. His skills, expe- rience and leadership make him the person best suited to take on this important role.” In his new role, Topps will be responsible for the association’s legal affairs and gov- ernance issues and providing overall direc- tion of the association as a member of the Senior Leadership Team. He holds a Bach- elor of Arts from the University of Virginia and a Juris Doctorate from the Georgetown University Law Center.


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AICC Opens Registration For 2022 Northeast Summit

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AICC has opened registration for its 2022 Northeast Sum- mit & Golf Tournament, which takes place on August 24-25 at The Water Club at Borgata Hotel & Casino in Atlantic City, New Jersey. Bill Leith, CEO and President of Supply- One, will lead an industry discussion and answer one-on- one questions with attendees. Leith is known for his vision and believed that if he built an operating platform around a customer’s needs rather than manufacturing capabili- ties, the results would be game-changing. Register online at through August 24. For more information, contact Laura Mihalick,

ARC International Announces Addition To Sales/Service Team

Charlotte, North Carolina based ARC International has announced that Stephanie Banister has joined the ARC customer service team. “Stephanie brings an extensive background in customer service and we’re certain that she’ll be an excellent addition to the number one team in our industry,” said Steve Woodard, ARC’s Vice-President of Sales & Corporates Services. Stephanie can be reached at

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Brand Owners, Converters & Decision-makers Read BCN

Share the story of your company’s success with an ARTICLE in Board Converting News. The corrugated and folding carton industries are waiting!

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ARC.5pAnlxChmb1BCN.CWk.indd 1

6/20/22 2:28 PM

NAM’s Emergency Response Committee Provides Manufacturing Resources To Ukraine The National Association of Manufacturers (NAM) Emergency Response Committee, a volunteer NAM staff-led committee working to provide manufacturing leaders resources and real-time information before, during and after a crisis, is providing specific information and resources about the unfolding crisis in Ukraine. The NAM team is getting real-time up- dates on humanitarian activities and needs on the ground as they evolve.

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Project HOPE, an international health care and disaster relief orga- nization that the NAM has increasingly engaged in recent months on how manufacturers can respond to international disasters, has mobilized emergency response teams in both Ukraine and in neighboring coun- tries, focused on providing health and humanitarian assistance to both internally displaced persons and refugees. Project HOPE has identified a list of key health supplies urgently needed on the ground: • Primary health care supplies • Trauma and wound care supplies • Hygiene kits • Personal protective equipment The NAM’s domestic emergency response partner, Good360, work- ing in the region with additional global partners, has identified further supplies needed to support relief efforts: sleeping bags, tents, nonper- ishable foods, relief mattresses, blankets, toiletries and generators. Additional Organizations that are helping to provide support include: • U.S. Agency for International Development • Center for Disaster Philanthropy • American Red Cross • Save the Children • United Help Ukraine • Hope for Ukraine • World Central Kitchen Assisting With Refugee Resettlement Refugee resettlement in the United States is coordinated among mul- tiple agencies and groups, including U.S. government officials from mul- tiple agencies, state officials and agencies, nongovernmental organiza- tions at the national and local level and other actors. Visit to see the website of the United Nations High Com- missioner for Refugees and its page on U.S. Resettlement Partners, as well as a link to resettlement agencies and organizations in your specific area. Further assistance and information can be found through UNHCR. 14 August 8, 2022

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WestRock To Acquire Remaining Interest In Grupo Gondi Atlanta, Georgia based WestRock Company recently an- nounced that it has entered into an agreement to acquire the remaining interest in Grupo Gondi for $970 million, plus the assumption of debt, representing an estimated implied enterprise value of $1.763 billion. Upon completion of this transaction, WestRock will further enhance its leading position in the growing Latin American containerboard, paperboard and consumer and corrugated packaging markets. Grupo Gondi operates four paper mills, nine corrugated packaging plants and six high graphic plants throughout Mexico, producing sus- tainable packaging for a wide range of end markets in the region. The tuck-in acquisition will provide WestRock fur- ther geographic and end market diversification as well as

position the Company to continue to grow in the attractive Latin American market. “Acquiring the remaining interest in Grupo Gondi is the next strategic step in our broader North American paper and packaging expansion strategy,” said David B. Sewell, Chief Executive Officer of WestRock. “As onshoring contin- ues to grow in the region, WestRock will be well positioned to meet this growing demand with fully integrated opera- tions in Mexico. We will also have expanded capabilities to serve customers across many geographies, driving addi- tional productivity and cost savings.” “WestRock and Grupo Gondi have been great joint venture partners over the past six years, working togeth- er to provide outstanding service and innovation for our customers,” said Alejandro González Cimadevilla, Grupo Gondi’s President and Chairman of the Board. “Becoming part of WestRock, with its scale, geographic footprint, and customer-focused solutions, will enhance our ability to provide complete packaging solutions for our customers.”

“When we complete this transaction, Grupo Gondi will continue to excel as part of WestRock, said Eduardo Posada, CEO of Grupo Gondi. “I look forward to joining the WestRock team and serving our customers with the expanded capabilities and reach of WestRock.” WestRock currently owns 32.3 percent of Grupo Gondi, and this transaction will secure the remaining 67.7 percent. This acquisition is expected to be immediately accretive to earnings, subject to purchase accounting adjustments. Grupo Gondi’s calendar year 2022 EBITDA is estimated to be approximately $200 to $210 million. WestRock expects to achieve an incremen- tal $60 million in annual synergies by year three following the closing. The transaction aligns with WestRock’s capital allocation and acquisition frame- work, providing significant strategic and fi- nancial benefits. The company expects the transaction to achieve a return on invested capital greater than 10 percent by year three following the closing and for WestRock to remain within its targeted net leverage range of 1.75x to 2.25x debt to EBITDA. The acquisition, which is subject to a number of customary closing conditions, including approval by regulatory authorities in Mexico, is expected to close by the end of the calendar year 2022, after which the company would consolidate Grupo Gondi into its financial statements. WestRock has the ability to fund the purchase with existing liquidity. Visit for more information.

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Professional Anxiety BY ROY OBERG

ing voiced from both sides of the aisle. The disagreements and arguments concerning global warming and the threat of new COVID variants are not going away either. And my beloved Dallas Stars cannot make it out of the first round of the NHL playoffs. Have I missed anything, anything? When I take a mental assessment of the external fac- tors that both impact and influence my business, one word comes to mind. Relax! Take a deep breath and exercise the control each of us has over our anxieties and emo- tions. To ignore the realities in front of your eyes would certainly be foolish. But that doesn’t mean these realities should overwhelm you or your goals. As a point of reference, I’m sure many of you remember the collapse of the housing and stock market in late 2008. Perhaps you remember that crude oil peaked at around $147 a barrel in August 2008, before dropping to $27 a barrel the following year. Do you remember the unemployment rates? If you are like me, you remember the sleepless nights that winter. Those were some legitimately scary times for me, and I’m sure, for many of you. Do you remember what came after 2008? The year 2009 came and so did 2010. We all tight- ened our belts, worked hard, and recovered. The stock market got a little better and then got a little better again. I remember cutting expenses at my company and along with my staff, working harder than ever on delivering val- ue to the clients that still needed us. Looking back at that

Here we are! The summer of 2022. Let the good times roll! To be accurate, I would say the good times have been rolling. For the last 5+ years or so, the corrugated industry has been rolling along in pretty good shape.

While the COVID pandemic had horrible consequences for much of the economy, our industry was deemed essential. As such, the cor- rugated market soared. Many com- panies in our space experienced re- cord production and profit. It was not an easy market as labor was scarce,

Roy Oberg

but money was cheap, and the industry flourished. But wait, that has not been the case for most of 2022, has it? Most plants have seen a diminished demand for their packaging. Money has become much more expensive. In- flation has gone from “transitory” in January, to “holy crap” in July. The dreaded “R” word (recession) has settled into our collective minds. The stock market has shed a signif- icant amount of its value. There is an ongoing war being fought in Europe, with the potential to escalate and mi- grate to other participants. Our country is as politically polarized as I have ever seen it, as a lack of trust in our federal government is be-


18 August 8, 2022

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Professional Anxiety (CONT’D FROM PAGE 18)

experience, I know it made me a better manager and a better person. Remember that pressure and time turn coal into a dia- mond. You can turn your anxiety into motivation. Anxiety gets you out of bed early. It can be a great catalyst that provides clarity of vision. It can get you out of your comfort zone and allow you to try new things that you would never have tried otherwise. It can motivate you to humble your- self and ask for help. These troubling times can force you to exercise creative muscles you never knew you had. I am certainly not suggesting that you move forward fearlessly, BUT don’t be fearful either. You and your company survived 2008. That was 14 years ago. You’re so much wiser and more capable now. You have developed a mindset that allows you to see a fu- ture full of opportunities and achievement. Lean into your goals, believe in yourself and your abilities, and maintain confidence that you’ve been through tough times in the past and will prosper through the tough times yet to come. Roy Oberg, Oberg and Associates company leader, au- thors the “Outside the Box” recruiting newsletter for the corrugated packaging industry. Located in Dallas, Texas, Oberg opened his doors on June 1, 1996, and quickly es- tablished his company as a dominant recruiting resource for the North American corrugated packaging industry.

Len Prazych at 518-366-9017 Board Converting News is read by more independent AND integrated decision-makers than any other industry publication. Advertise in BCN – in print and/or online – to leverage our expansive reach!

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WestRock Elects Stockton To Board Of Directors

He became a Vice President of GE Company in 2005 and Senior Vice President in 2008. In 2011, Stockton re- turned to the U.S., spending five years as Chairman, Pres- ident, and CEO of GE Asset Management, a $120 billion global asset management company. Stockton is a member of the board of directors for Tar- get Corporation, Ryder System, and Deere & Company. He graduated magna cum laude with a Bachelor of Science in accounting from North Carolina A&T University in 1986.

Atlanta, Georgia based WestRock Company announced that Dmitri L. Stockton, retired Chairman, President and Chief Executive Officer of GE Asset Management, has been elected to the company’s Board of Directors. “We are pleased to welcome Dmitri to our board of directors,” said David B. Sewell, CEO of WestRock. “His vast experience has honed a business perspective that will ben- efit WestRock significantly as we continue advancing toward our goal of becoming the best paper and packaging company in the industry.” “I am excited to join the WestRock board of directors to help further the company’s objectives of delivering value for our shareholders and serving our customers with lead- ing edge, sustainable products,” said Stockton. Stockton spent 30 years with GE Company, beginning with leadership assignments throughout the United States and progressing to executive leadership roles, including a decade abroad with appointments as CEO of GE Capital Bank in Switzerland, President and CEO of GE Consumer Finance in Central and Eastern Europe, and President and CEO of GE Capital Global Banking. Dmitri Stockton

AF&PA Releases Q2 2022 Boxboard Monthly Report

AF&PA has released its Q2 2022 Boxboard report. Total Boxboard production in Q2 increased one percent com- pared to Q2 2021. It was up two percent when compared to the same six months of 2021. The boxboard operating rate was 95.3 percent, down 1.2 points from Q2 and es- sentially flat (+0.3 pts.) year-to-date. Domestic production increased eight percent com- pared to Q2 2021 and was up 11 percent when compared to the same six months of 2021. Production of coated recy- cled boxboard increased 13 percent compared to Q2 2021 and was up 11 percent when compared to the same six months of 2021; and uncoated recycled unmade orders were essentially flat compared to the previous month and decreased one percent compared to June 2021.

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Reframing Value (CONT’D FROM PAGE 1)

People | Knowledge | Software | Services

There are things you most likely do for your company every day that you consider SOP and obvious. For most new entrepreneurs, some of these pieces of common knowledge are not always so common. No matter how small the process, take the time to set up a process docu- ment that catalogs what you do, how you measure it, and what your standard results are. When it comes to value, having a proprietary process that demonstrates easily re- peatability is gold for a potential buyer. Contacts make your company known: If you go beyond sales and revenue in your company, the next best source of income and business are your company contacts. By having a large pool of contacts (different from purchased lists), you have a community of individuals who know and respect you as well as your company. This list goes be- yond a B2B engagement. Each individual can provide in- troductions, be a champion for work, and give your organi- zation a foot in the door of a potential client. Many companies forget their community and the way in which those contacts within their business provide assis- tance, new project work, and reputation building every day for those companies. The contacts can bring in consistent sales through referrals. These contacts become champi- ons for your company’s growth, and growth equates to revenue. Increased revenue is a clear value-add.

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Front Office  Enterprise Sales Processing  Costing and Pricing  Messaging and Portals Business Intelligence  Data Warehouse  Dashboards and Analysis Tools Manufacturing  Corrugator Scheduling  Automated Scheduling Corrugator and Converting  Production Control and Shop Floor  Quality Management

Talent makes your company resource-rich: Whether you have employees, subcontractors or freelancers, that talent pool of team members can go through a rubric and be evaluated at the end of each project to make sure they are bringing value to your company and your clients. Companies today can also leverage talent across the globe, so that your team members can include some of the best and brightest minds from anywhere they are locat- ed. You may need reminders that if you want to see value in that talent pool, you have to remove yourself from that pool. Your job, on top of running day-to-day operations, is to grow your company and bring in amazing talent to do the work. This is the hardest idea to implement, but the real value lies in the team you build to serve your clients. CONTINUED ON PAGE 26

 Intelligent Machinery Connectivity  Productivity/Performance Displays  WIP and FGS Load Tags Inventory and Logistics  Supply Chain Management  Roll Stock Management and Sourcing  WIP and FGS Tracking  Material Management  Procurement and Inventory Control  Truck/Transport Scheduling

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Reframing Value (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.

Leadership makes your company progress: One of the ways a member of the executive team can increase the company’s value is by being a thought leader and ex- pert in their respective industry. A leadership role can be demonstrated in different ways, including providing expert advice, mentorship of up-and-coming individuals, teaching

or lecturing at an industry event, and volunteering for a board position with an industry panel or association. For example, are there voluntary board positions in your industry associations or in universities in your area where you can help mentor and guide the next group of CONTINUED ON PAGE 28

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Reframing Value (CONT’D FROM PAGE 26)

Assemblymember Laura Friedman’s (D) AB 2026 would require online retailers to reduce plastic packaging materi- als by weight and number from 2023 levels by 2030. The reduction amount hasn’t been determined yet but will be set when lawmakers meet in August. “We have a real problem and e-shipping is one of the low-hanging fruits of plastic pollution,” Friedman said. “The plastic that is used to ship products is all single-use plastic — it has no other use. As soon as it’s used, it’s discarded.” The bill died in the Assembly last year but was ad- vanced by the chamber this year in a vote of 41-26. It now awaits a vote in the Senate Appropriations Committee. If approved by the committee and full Senate, Gov. Gavin Newsom (D) would have until Aug. 31 to sign it. California already took a big step in plastics reduction after enacting SB 54 in June. That law requires producers to reduce single-use plastics packaging by at least 25 per- cent, by both weight and height, by 2032. Sponsors of AB 2026 say the bill could advance SB 54 by requiring online producers to lead the reduction. But opponents say enacting another plastic bill is unnec- essary. If successful, AB 2026 would make California the first in the nation to limit e-commerce plastic packaging for items shipped into and throughout the state, except food and medication products. The bill applies to e-com- merce shippers that have an annual gross sale greater than $15 million in or into the state and more than 100 full-time-equivalent employees.

professionals entering the industry? This experience of working with rising talent will help you become a better leader and more in tune with emerging issues. Leaders can also prompt discussions around these issues, leading to the industry doing better in the long run. Take stock in the non-monetary value that you already have put into your company. Your organization is more than just your bottom line – it includes intangible assets that have made your company what it is today. All the ex- perience and relationships you bring to the equation are unique to you and your company, and more valuable than you may think. Lisa Apolinski is an international speaker, digital strat- egist, author and founder of 3 Dog Write. She works with companies to develop and share their message using dig- ital assets. Visit for more. Amazon, E-Commerce Companies Targeted In California Plastic Bill According to an article in , bubble wrap, air pillows, Styrofoam peanuts, and other single-use plastics placed in e-commerce packages would have to be reduced throughout California under a bill pending in the legislature.

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