Vineland Packaging (CONT’D FROM PAGE 24)
which gave us the opportunity to show a lot more people the high level of service and quality we could provide.” Vineland Packaging does not have a corrugator, nor is it affiliated with a sheet feeder; the company has rela- tionships with both independents and integrateds for its containerboard. 65 employees work two shifts. In addition to ecommerce, pharma, and food service, many of its cus- tomers are in the glass industry, which is still prevalent in southern New Jersey. “You name it and we probably do it,” says Mike. “I see Vineland Packaging as your typical industrial mix sheet plant.” He also knows his company’s “lane” when he says, “We’re not going to do anything in bulk and we’ve never had a flexo larger than 50-inches, so we’re not going to need a jumbo. We have three 4-color machines but we don’t feel that that puts us in the POP space. I just think that in today’s corrugated market you have to walk that fine line of POP and brown box because everything is kind of blurred from the standpoint of display ready shippers.” Growth In Sales Force Expansion and new machinery investments also meant growth in Vineland’s sales staff. To help manage that criti- cal task, Mike D’Alessandro turned to Mark Neely of Mark Neely Seminars, a consulting organization dedicated to designing and presenting sales skills training to compa- nies of all sizes. “I attended a Sales Manager’s Conference at an AICC
investing in our operations. It was really the only way we were going to grow.” The Covid Spike Like other corrugated and sheet plants across the country, Vineland Packaging saw a spike during Covid, which included a lot of new ecommerce work for integrat- ed companies. “We went into it clear-eyed and took on
a lot of new business we knew wasn’t going to be here forever,” says Mike. “We knew that some of this business was going to go away but were fortunate in that a lot of it ended up sticking. Then new business began to trickle in from independent corrugators and other sheet plants, AG Stacker machinery occupies a prominent place in one of Vineland Packaging’s converting lines.
CONTINUED ON PAGE 30
Mark Neely Training and Consulting Services Over 20 years experience delivering Sales & Negotiation Training to the Corrugated Industry
Training Topics Include: • Prospecting • Trust Building and Differentiation • Sales Process Accountability • Negotiating Skills
Consulting Services Include: • Outsourced Sales Management • Building Cooperative and
Collaborative Teams • On-boarding of New Sales Reps
markneely5476@gmail.com 310-346-5476 www.markneelyseminars.com
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August 19, 2024
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