1. business and industrial

SAFETY PERCEPTION IMPACTS
RISK TAKING
THE ULTIMATE SALES APPROACH
HOW TO BUILD THE MOST
COST EFFECTIVE EDGE CRUSH
COMBINED BOARDS
PRESORTED
STANDARD
U.S. POSTAGE
PAID
PITTSBURGH, PA
PERMIT NO. 35
A PUBLICATION OF THE
ASSOCIATION OF INDEPENDENT
CORRUGATED CONVERTERS
OFFICERS
Chairman: Kim Nelson, Royal Containers, Ltd.
First Vice Chairman: Gene Marino, Innerpac, Inc.
Vice Chairman: Dave Urquhart, New England Wooden Ware
Vice Chairman: Andrew Pierson, Mid-Atlantic Packaging
Vice Chairman: Chuck Fienning, Sumter Packaging
Volume 14, No. 4
July / August 2010
The Association of Independent Corrugated Converters is an international trade
association representing a majority of independent North America manufacturers
of corrugated packaging products and the suppliers to the industry. AICC has
714 boxmaking members and 359 supplier members and offers both segments
a full array of membership services, programs and benefits.
Contents:
5 Chairman’s Message
9 Safety Perception Impacts Risk Taking
Your Cost Manual–Using Setup Factors
13 Shaping
When Allocating Selling Costs
DIRECTORS-AT-LARGE
Greg Tucker, Bay Cities Container Corp.
Marty Englander, Englander Container & Display
Warren Pearce, PearceWellwood Inc.
John Bolender, Niagara Sheets
Tony Schleich, American Packaging Corporation
REGIONAL DIRECTORS
Region 1:Tyler Howland, Sound Packaging
Region 2: Joseph Beers, Crown Packaging, LTD.
Region 3: Mark Mathes, Vanguard Packaging
Region 4: Ryan Chappell, Louisiana Corrugated
Region 5: Pat Haddon, Packaging Atlanta
Region 6: Guy Ockerland, Ox Box
Region 7: Brad Albright, Hendricks Box
Region 8: Vacant
Region 9: Mike Sutherland, Sutherland Packaging
Region 10: Samuel Abbott, Abbott-Action
Region 11/12: John Franciosa, Packaging Technologies, Inc.
Region 14: Marco Ferrara, Cajas De Carton Sultana, S.A. DE C.V.
Overseas: James Haglund, Central Container Corp.
15 You’ve Heard This One Before!
PRESIDENT
A. Steven Young, AICC
Me By The Hand— The Audacity of
19 Take
Authentic Customer Service
IMMEDIATE PAST CHAIRMAN
Jerry Frisch, Wasatch Container
23 AICC and BCN: Call for Entries in the
2010 Innovator of the Year
24 The Ultimate Sales Approach: A Revolutionary
Technique to Get and Close More Sales
How To Build the Most Cost Effective
25 Edge Crush Combined Boards
27 Can Technology Save Money? RFID versus DFID™
in the Corrugated Environment
31 Cost Vs. Price
Regions Host Meetings, Golf Tourneys and
33 AICC
‘Boxmaking 101’
37 International Corrugated Packaging Foundation
41 Members in the News . . .
43 New Members
45 THE FINAL SCORE
PAST PRESIDENT COUNCIL
Brad Morphy, Morphy Containers
ASSOCIATE MEMBER DIRECTORS
Chairman: Steve Warll, Dicar
Vice Chairman: Lance Head, Hycorr Machinery
Immediate Past Chairman: John Bird, JB Machinery
EDITOR
Taryn Pyle, [email protected]
Director of Marketing and Communications
DESIGN
Cover by Nick Griffin, Griffin Communications, Inc.
CONTRIBUTORS
A. Steven Young, President
[email protected]
John Bacot, Vice President of Operations
[email protected]
Cindy Guarino, Director of Meetings
[email protected]
Maria Frustaci, Director of Latin America [email protected]
Richard M. Flaherty, ICPF President
[email protected]
Laressa Gaitan, Manager, Member Services
[email protected]
SEND NEWS / LETTERS TO:
AICC  PO Box 25708  Alexandria, VA 22313
Phone (703) 836-2422  Toll-Free (877) 836-2422
Fax (703) 836-2795  [email protected]
Website: http://www.aiccbox.org
FOR ADVERTISING INFORMATION CONTACT:
Howard Neft, InTheKnow, Inc.
(847) 899-7104
BOXSCORE
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4
BOXSCORE
CHAIRMAN’S
MESSAGE
Audacity Moves
Mountains
Kim Nelson
When I woke up on the morning of the
leadership and will share with us the 10
day I was to travel to AICC Region 5’s
most important things every executive
meeting in Hilton Head, SC, I had no
needs to know to: “Stand Up and Move
idea what kind of day I was in for. At
Up while your competition fails” and
noon, I realized it was going to be a true
how to “Turbo charge your business with
test of my character. By 4pm, I had lost
relentless focus on 12 key strategies” Not
my passport, arranged for an emergency
just your management team will benefit
passport which required a lawyer, an
from these sessions, so too will your sales
accountant and two character witnesses,
force.
re-booked two cancelled flights, stood
in a customs line for nearly two hours,
experienced the worst customer service
ever, and boarded and de-boarded a
plane that never left the tarmac! I have
talked a lot about Authenticity, but today
it is about having the Audacity to see
something through when the odds are
stacked against you!
This issue will focus on the roles of
executive management. In addition to
the articles written here, when you arrive
about Authenticity,
Lately our path seems to be paved with
containerboard price increases! Not since
1974, have we experienced the tight
supply numbers we are reading about
but today it is about
having the Audacity
to see something
today. Despite the market statistics, I am
through when the
hearing from members that business is
odds are stacked
improving. In my region the recovery is
against you!
slow but we are definitely headed in the
right direction.
From our management team at Royal
Containers, we continue to focus on
in Baltimore this fall, you will hear from
Having a vision & celebrating it often
two very prominent executives, each
— one thing business owners have in
who has experienced first hand; the
common is their ability to “see” the end
journey towards success is paved with
results, but do all your employees see it?
many obstacles. Having the Audacity
They need clarity and articulation when
to overcome the challenges is part
it comes to vision; they need to know
of the game. Scott McKain and Chet
when and how they are contributing to it.
Holmes both know a thing or two about
“
I have talked a lot
”
continued on page 7
BOXSCORE
5
CHAIRMAN’S MESSAGE: Audacity Moves Mountains
continued from page 5
Don’t just delegate . . . Lead —
become great leaders. “There are
engagement, your customers will
one of the greatest things about
no titles in leadership”
notice too.
leadership is that anyone can
Empower & Inspire — your em-
Focus on Results — when more
do it! You don’t need to be the
ployees want to accept respon-
time is spent discussing solutions,
CEO of the company, challenge
sibility and accountability for
and less time on the “storytell-
yourself to find who among your
the desired results. Not only will
ing” we avoid the potential for
employees has the potential to
you see an increase in employee
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• T-Buck, Inc. also specializes in service, repair, maintenance and
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drama! Our employees have the
solutions to our customer’s needs,
talk about those areas and avoid
the rest.
Have a learning attitude; an
interesting fact is that only 10% of
employees have a learning mind,
they love to learn new ideas,
read books, research, etc, while
90% see those things as a waste
of time. I believe our future is
dependent upon growing the leadership talent of our people – and
that starts with individuals who
love to learn.
I recommend picking up the
recent issue of MOTIVATED
Magazine or the book “Lead
without Titles” by Robin Sharma.
Recommended by AICC member,
David Diroll, Jamil Pkg: Zappo’s
“Delivering Happiness by Tony
Sheish.
Regards,
Kim Nelson
GM Royal Containers Ltd.
CEO Morphy Containers
BOXSCORE
7
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Safety Perception Impacts
Risk Taking
By John Kiefner, CSP, ARM,Vice President, Risk Control
Client Resource Services, Johnson, Kendall & Johnson
Safety professionals address most
hazards in a sequential order of thinking as
follows:
1.
Engineer Out The Hazard
(get rid of hazard altogether)
2.
Administrative Controls
(minimize the hazard through
improved job process)
3.
Personal Protective Equipment
(protect from the hazard)
Safety guards, interlocks, and other safety
devices are often used to engineer out the
hazard so that there is no longer danger
present. Almost all machinery in industry
has some level of safety built into it through
various safety devices. Variations of industry safety devices have also made their
way into our home and are used on a daily
basis.
When do the safety devices that protect
us become a hazard? Problems begin to
surface when we rely on safety devices to
protect. Have you heard the saying “People
compensate for increases in perceived
safety by taking more risk”? When we feel
safe, we tend to take more risk.
Picture yourself driving with and without a
seatbelt. Without the seatbelt, most people
feel vulnerable. However, most people do
not have that same sense of vulnerability
when driving 75mph with a seatbelt on. We
have convinced ourselves that we are safe
with the seatbelt, yet injuries from a 75mph
accident could be significant.
A furniture factory I once worked with used
an edge-bander to cut the edges off tables.
A large guard was on a timed delay that
allowed the operator to open it 30 seconds
after the machine was shut off, allowing
saw blades to come to a complete stop. The
operator would tug each day on the guard
after the machine was shut off and wait until it opened. The operator did this for years
without incident. One afternoon, maintenance was performed on the machine,
affecting the delayed timer. The next day,
the guard released at 25 seconds, rather
than 30 seconds, and the operator instinctively reached into the machine. The blades
had not yet come to rest and amputated a
few of the employees’ fingers. Although the
guard may have prevented many previous
injuries, it contributed to the employee’s
complacency and sense of perceived safety.
Other examples of safety devices include:
interlocked machine guarding, personal
protective equipment (backbelts, fall protection harness, etc.), automatic shutoff of
machinery (often triggered by temperature
or time), audible and visual warning
devices, smoke and heat detection, and
much more.
Please take a moment, with the help of
your employees, to identify safety devices
throughout your company. Explain the
importance of these devices along with the
consequences of by-passing safety devices.
In closing, remind your employees that
these devices are in place to help protect,
but should not be relied upon. Safe decision-making prevents far more accidents
than safety devices.
“
. . . remind your
employees that
these devices are
in place to help
protect, but should
not be relied upon.
Safe decisionmaking prevents
far more accidents
than safety devices.
”
Johnson, Kendall and Johnson, Inc. are
new members of AICC. Mr. Kiefner can be
reached at (215) 579-6455. 
BOXSCORE
9
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Shaping Your Cost Manual–
Using Setup Factors When
Allocating Selling Costs
By Jan Rohde, President of Jan Rohde Consulting, Inc.
This is the 1st of two articles
which deals with the allocation of overhead
costs and how different allocation methods
can affect the way that you perceive your
costs.
Quite frequently, I am told by a box plant
manager that the cost manual doesn’t
“charge” enough for small quantities.
Conversely, I am sometimes told that the
cost system has too much cost on small
quantities. You can alleviate either of these
situations by including or excluding setup
costs.
Everyone agrees that machines have both
setup times and run times. These, in
turn, generate setup and run costs. But,
there are many other expenses that may
qualify as having setup components. A
myriad of such costs are incorporated into
a company’s selling costs (in some plants
they are part of the company’s G&A costs).
There are many different ways to allocate
selling costs.
I will use the following cost structure for
my examples [see CHART A].
Let’s focus on the three elements of selling
costs other than the Commissions. These
fixed costs, design costs, and customer
service costs total $785,000.
In some cost manuals, these costs are
allocated as a percentage of all material
costs. To calculate the percentage, you
would take 785,000 divided by $8,645,000
(board and other materials). Every $ of
material would pick up 9.08% of selling
costs. This would not have a significant
CHART A
Board
8,000,000
Other Materials
646,000
Direct Labor
500,000
Direct Overhead
350,000
Delivery
500,000
Total Direct
9,995,000
Fixed Mfg Overhead
2,275,000
Selling – Commissions
190,000
Selling – Fixed
500,000
Selling – Design
65,000
Selling – Customer Service
G&A (Cost Center Specific)
G&A
Total Full Cost
220,000
225,000
1,265,000
14,735,000
impact on small quantities which have a
small amount of material, but would add a
lot of cost to more board-intensive items.
Another popular way of allocating selling
costs is to allocate them as a percentage
of all direct costs. To calculate this
percentage, you would divide the 785,000
by 9,995,000. Every $ of direct cost
would pick up 7.85% of selling costs. The
vast majority of these costs would be
allocated against materials, some against
delivery, and some against direct labor
and overhead (which have a small setup
component). This, too, would not charge a
lot for small quantities, but adds more for
larger quantities.
“
The lack of
inspection
technology in
corrugated is
rare in a modern
manufacturing
process,
particularly one
done at high
speeds containing
hundreds of
variables that
produce defects.
”
continued on page 14
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13
Shaping Your Cost Manual–Using Setup Factors When Allocating Selling Costs
continued from page 13
Suppose you find that your cost
manual does not have enough
costs on small quantities (you feel
that you can charge the customer
more), but inhibits your ability
to look competitive on volume
business. Consider allocating
more costs as setup costs. In the
following example, I have allocated
some of the selling costs as follows
[see CHART B]:
MSF breaks. Also, fixed plant costs
and G&A costs are excluded from
this example.
As you can see from this example,
increasing the selling setup cost
significantly increases the total cost
per M, though it is not that much
when you extend the cost. On the
other hand, a lower cost per M is
reflected on the higher quantity.
CHART B
Category
Design
Customer Service – order costs
Customer Service – release costs
Amount
• For example A, enough volume
to cover all of the materials used.
• For example B, enough volume
to cover all of your direct costs.
13.00
121,000 No. of Orders:
5,000
24.20
8,000
12.38
99,000 No. of Releases:
Let’s look at the following example
of an estimate [see CHART C]. I’ll
emulate a plant with a corrugator
so that board costs do not vary with
It doesn’t matter what techniques
you use to recover your selling
costs AS LONG AS YOU SATISFY
ALL OF THE ASSUMPTIONS THAT
WENT INTO THE COST MANUAL.
In this case, these assumptions
include:
Unit Cost
5,000
With this set of allocations, every
order would get a $37.20 setup
cost (to cover the design and
customer service order costs).
Every inventory release would
get a $12.38 setup cost. But, just
as importantly, $285,000 of the
$785,000 in selling costs would
be removed from the “blanket”
allocation approach described
earlier, leaving only $500,000 for
such an allocation.
BOXSCORE
Qty
65,000 No. of Orders:
The thought process behind the
customer order charge is that
every order has the same amount
of processing and follow up time –
whether it is an order for 100 pads
or a truckload of RSCs. Design costs
can be allocated many different
ways, but one could argue that they
are an extension of the order (and
quoting) process.
14
Allocation
The same technique can be used
to generate setup costs for the
plant (scheduling and purchasing
personnel) and administrative
costs.
You can control the amount of costs
that you want to classify as setup
costs. If you don’t want to allocate
as much of your costs to setup
charges, you can make the design
costs part of the earlier selling
absorption. Conversely, if you want
to allocate more costs to orders,
you can include any or all of your
design expenses, office expenses,
stationery, postage, etc.
• For example C, enough orders
and enough volume to cover your
direct costs.
The 2nd article in this series will
describe different ways to allocate
administrative (G&A) costs. 
Jan Rohde is the President of Jan Rohde
Consulting, Inc. and specializes in building
cost estimating systems with accurate costs
and a synergy with your pricing strategy. Any
questions should be directed to
[email protected] or phone (949) 521-2544.
CHART C
Setup $
Run $/M
5.00
800.00
Dir Labor & OH
35.00
40.00
Delivery
10.00
35.00
Total Direct Costs
50.00
875.00
Materials
Qty 250
Qty 5000
Costs per M below
Selling Ex: A
0.45
72.64
1149.44
957.73
Selling Ex: B
3.93
68.69
1159.41
954.48
Selling Ex: C
39.70
43.75
1277.55
936.69
You’ve Heard This One Before!
By John Bacot, AICC Vice President of Operations
“When the going gets tough,
the tough get going.”
There, I’ve said it. And yes, you’ve heard
that one before. And you’ve even probably
tried to do it once or twice.
But what does it really mean? How do we
really know when “the going” has gotten
rough? What characterizes the change and
even more to the point, how do we spot
it before it happens? Are there “signs”?
And then once we set about “getting
tough,”what characterizes that?
A few years ago, I experienced one of the
those “life-events” we all go through, we
all have happen to us, or are in some way
are affected by. I didn’t know it was going
to occur, but in looking back, there were
plenty of “signs” something was going to
happen. But never having anything like
that happen to me before, the signs didn’t
appear as signs. In fact they never even
caught my attention, much less raised any
heightened level of awareness as a result of
them.
It was what happened after the event that
I like to look at as really the “event.”The
initial, precipitating activities didn’t even
have anything to do with what happened
next. The “next” part was what was the
most challenging to deal with. I had to
figure out what to do, and then get it done.
And there wasn’t a whole like of time for
either part to take place. Both had to be
sooner than now.
So the going got tough, and I knew I had
to get tough and get going as well. So I
decided to invest some quality time to
decide on a plan to handle this “new”
normal.
The first place I thought I should start,
was to begin with the development of a
“Goal,”a place, state of mind, or some
reality, that had written characteristics. A
GPS, so I would know where I had initially
set off to go, and could realize while I
was going there if I was either on track,
off, track, or at least could know when I
needed to change my track as the hands
of time passed through my hour glass on
my way through the process of being the
“tough getting going.”
I found the ability to characterize what I
wanted the new normal to look like to be a
bit daunting, frustrating, and delusional all
at the same time. Was I simply dreaming
that this new reality could come about, was
I just fooling myself, or could “planning”
and goal setting really effect a change in
my life and outlook on it?
I wasn’t very optimistic, but I thought
I really had nothing to lose because I
didn’t like where I was and if you’re going
through Hell, the best thing, I’ve been told,
is to keep on going.
“
The key to this
commitment,
understanding, and
even mantra is NOT
the “taking” part;
it’s the “willing”
part. You truly have
to be ready to,
“willing to,”even
excited to do,
“whatever” it takes.
”
In my research I found that goal setting,
or rather goal accomplishments, is made
up of a set items none of which can be
continued on page 17
BOXSCORE
15
You’ve Heard This One Before!
continued from page 15
eliminated, diminished, ignored, or
the plan will never have any chance
of coming to fruition. And the
first item, which is sometimes the
hardest one to grasp, internalize,
and commit to is this: you must be
willing to do whatever it takes to
achieve your goal.
action will pale in comparison to
this first test.
So, food for thought, if you find the
going gets “tough,”it just might be
due to the tasks and challenges you
are not “willing” to do. After all, if
you were willing to do them, how
could the going get tougher? If the
going gets tough, it’s those that are
willing that get tough and the going
will get easier. 
The key to this commitment,
understanding, and even mantra
is NOT the “taking” part; it’s the
“willing” part. You truly have to be
ready to, “willing to,”even excited
to do, “whatever” it takes. If it
takes moving to Iceland to achieve
your goal for some reason, and any
reason, whether you agree with it
or not, you must be willing to do
it. It’s the “willingness” part that is
essential.
Here’s the test everyone must take:
think of your goal. Think of the one
thing you would NOT do if you had
to do it, that you might need to do
to accomplish your goal. If you can
think of just one thing you would
not do, truly not do; something
even as simple as sell your car and
get a different one, then whoosh,
there goes your goal. You can
almost hear it vanish.
And what’s really interesting about
this one thing, is that if there really
is one thing you wouldn’t do, it
most likely will show up in your
list of items to do very quickly, and
whoosh there goes your goal.
The other elements of goal setting:
the objective (which is how to
measure when and to what extent
you’ve achieved your goal), the
methodology (which is the plan
through which you are going to
accomplish your goal), and your
BOXSCORE
17
Take Me By The Hand—
The Audacity of Authentic
Customer Service
By Taryn Pyle
Many months ago I had an issue with
one of our vendors. A service was delayed
and valuable membership information
was held up by the post office through no
fault of the printer. In my eyes, as a long
time customer, it was time for the Printer
to step up to the plate and offer as much
hand holding and support as possible. I was
outraged. I was not calm and I wanted the
professional printer I do business with to
get some answers for me.
I trusted them and over the years I had
become “invested” as the Customer.
During this crisis, I expected them to rally
to my aid, to do all within their power to
get this mailing delivered to my customer.
I expected them to be a partner in solving
the problem.
I was so frustrated that I am not quite sure
what would have made it better. But I do
know what made it worse. I was not getting
any movement from the Printer. No action.
No answers. So, I asked for the Printer to
reprint the full piece at their expense and
pay to have it mailed. I asked this after a
stream of emails had gone back and forth
where the Printer (in my mind the expert)
could not assuage my concern.
It wasn’t until I asked for a credit by way
of a reprint, that management got involved
because that involved an expense to their
company. I was now hearing from the
President of the Company. It was then
that a polite stream of politically correct
emails began regarding their rights and
obligations as a printer. They only saw how
it would affect their bottom line.
If they had taken the time to assess the
situation, and do something as simple as
picking up the phone and talking to me,
I think it would have been okay. But, they
dismissed me.
Overall, where the Printer fell short was in
how they responded to my problem. The
account rep did his best, the customer
service team tried but they really did not
have the resources nor the power to get
answers. They simply did not have any
processes in place for a problem they had
never dealt with before.
It seems they forgot who the customer was
and they lost sight of meeting my needs.
“
How an owner
handles a crisis
situation gives me
a clear indication of
what I can expect
from the company.
”
Looking back, I realize that my request
may have been over the top, and certainly
continued on page 21
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20
BOXSCORE
Take Me By The Hand—The Audacity of Authentic Customer Service
continued from page 19
not one that a successful company
would have agreed to make. After
all, it was the post office that had
made the mistake and could not
find the piece. I just wanted them
to hold my hand.
expect from the company. It was
clear that this was not a company
I wanted to do business with. I was
however not surprised to see them
beating down my door to make the
sale. The Vice President did his
best to try and rectify the situation.
I continued to use them for printing But the damage had already been
on a month to month basis getting
done.
quotes from different printers and
making sure they were competitive. Printers are like Corrugated Box
However, I no longer was “invested” Plants handling multiple jobs and
in the company. I was no longer a
working with numerous customers
loyal customer.
as well as vendors which can affect
the service they provide. How does
Last week, the Account
your box plant measure up when
Representative left that Printer. I
dealt a difficult situation, perhaps
received two phone calls from the
even a panicked customer?
Printer that week, and then on my
first day back from vacation the
Here are some things I learned
Vice President of Sales came to our about Customer Service &
office without an appointment to
Leadership:
see about maintaining our printing
1) A customer never forgets.
business. It seems printers are
The Printer didn’t know it,
having a tough time finding new
but they were on borrowed
business.
time. I would take my business
I said no. You see, I had no desire
elsewhere when the timing was
to do business with a company that
right.
could not pick up the phone and
2) The boss who has strong
talk to a customer when a crisis
leadership abilities can
is taking place. How an owner
play an integral part
handles a crisis situation gives me
in the outcome of a
a clear indication of what I can
situation. It doesn’t hurt to
get the Boss involved. It shows
that the company is invested in
its people and its customers.
3) Never be afraid to pick up
the phone and just listen.
Many times, you can’t solve the
problem, but you can show that
you care.
4) Sometimes a simple
gesture can go a long way
in maintaining customer
satisfaction. Would it have
been too costly to waive a fee on
my next printing job, or give a
10% discount?
4
5) Have a process in place
for crisis management.
Come up with a plan for how
a customer crisis gets handled
to ensure that the issue gets
resolved satisfactorily.
6) Never assume you have
to give the customer
everything they are
asking for in order to
keep their business.
Usually, when they start making
demands it’s because they have
lost trust in you. You can gain it
back.
7) The customer isn’t always
right, but you don’t
have to be either. Think
about that. It’s when we think
we have to be right, that we
begin creating our “Case,”our
ARGUMENT. Yet, if we just
listen, review the facts, hear
what they have to say, we may
find a way together to create a
solution that works for us all.
Lesson I learned: If it feels like a
crisis to the customer, then at that
moment, it’s a crisis. Do what you
can to share in their misery and be
a partner that works at coming up
with reasonable solutions. If you
have to, just hold their hand, and
tell them you understand. 
BOXSCORE
21
The Association of Independent Corrugated Converters (AICC)
and Board Converting News (BCN)
Announce Call for Entries in the
2010 Innovator of the Year
“Non-Machinery” Competition
The Association of Independent
Corrugated Converters (AICC)
and Board Converting News
(BCN) are proud to announce
the Call for Entries in the
2010 Innovator of the Year –
Non-Machinery Competition.
The Innovator of the Year
Competition will be held in
conjunction with the AICC 2010
Annual Meeting, October 6-8,
2010 at the Hilton Baltimore in
Baltimore, MD.
overall, serve as a solution
to a specific production or
management problem.
Since its inception in 1988,
the competition has evolved
to include AICC’s Boxmaker
members as well as Associate
members in Machinery, NonMachinery and Information
Technology & Training
categories.
Competition entry brochure,
entry form and criteria is
available on AICC’s website at
www.aiccbox.org/innovator
For questions or additional
information please contact
Cindy Guarino at 877-836-2422
or [email protected]. 
This year’s competition
seeks innovations from AICC
associate (supplier) member
that want to showcase
innovations they have
developed since October 2006.
These innovations include, but
are not limited to computer
systems, software, consulting,
linerboards and new substrates,
quality and management
controls, administrative support,
financial services and more.
In other words, innovations
that add value to the board, or
the plant’s operations, without
coming into direct contact with
the board during production.
Cosponsored by AICC and
Board Converting News, the
annual Innovator of the Year
Competition provides an outlet
for AICC members to showcase
innovations they’ve developed
to increase plant productivity,
improve plant efficiency, and
BOXSCORE
23
Chet Holmes will present a 3 hour in-depth session on “How to grow a company from zero to
$100 million and beyond” on Friday, October 8 at the AICC 2010 Annual Meeting.
This is a MUST attend session for sales managers and employees!
For more information visit www.aiccbox.org/meeting
24
BOXSCORE
THERE’S ALWAYS MORE IN BaltiMORE
MORE
TO LEARN
MORE
TO SEE
This fall we focus on ways to create distinction,
stand out and move your company ahead
of the competition. On Thursday, October 7,
business leader and best selling business author
Scott McKain (Collapse of Distinction,
What Customers Really Want) will conduct
a three-hour workshop session and
provide a roadmap for driving your
business to a higher level. Mr. McKain
will present innovative theories, the
conceptual framework and the tools
necessary to deliver, “Stand Out &
Move Up” ahead of the competition.
The AICC/TAPPI 2010 Corrugated
Week table top supplier trade fair
will feature over 100 exhibits
highlighting supplier innovations
for the corrugated industry.
Production managers, boxplant
owners, engineers, technical
service personnel, and
production personnel
will all benefit from
networking, training and
information opportunities
on Wednesday & Thursday,
October 6 & 7.
Friday, October 8, the general session
features an in-depth three hour session
by Chet Holmes, acclaimed corporate
trainer, business growth expert and
best-selling author. (The Ultimate Sales
Machine). His presentation will focus
on “How to Grow your Company
from 0-$100 Million and Beyond”
A BaltiMORE bonus, Chet Holmes will
offer a complimentary pre-meeting
teleconference on August 4 at 3:00 pm
(EST) on the Four Fastest Ways to
Double Your Sales. More details at
www.aiccbox.org. A valuable “can’t miss”
opportunity for all SALES professionals.
AICC will offer a new course –
Lean Plant Assessment in conjunction
with the meeting. The Lean Plant
Assessment course will give an overview
of 11 categories of Lean production of
goods and services. Participants will learn
to rate any plant and use the results
to target increased speed and accuracy.
Mark/Trece Inc. and
MarquipWardUnited both
located in the Baltimore region
invite AICC meeting attendees
to tour their facilities on
Wednesday, October 6.
MORE
TO DO
AICC will host an evening
reception at the renowned
Oriole Park at Camden Yards
on Thursday, October 7. The
outdoor reception will be held
in the “bullpen” overlooking
the unique pitching warm-up
area. Attendees can take guided
tours of the field and dugout,
test their baseball skills in the
“Fastest Pitch” and “Home Run
Derby” games, or pose for a
picture with the “The Bird”.
BaltiMORE...
Accessible, Affordable Location & “Charming” Destination
Baltimore has been nicknamed “Charm City” for its many attractions and friendly residents.
One of America’s oldest cities, Baltimore is known for its rich ethnic and maritime heritage,
sense of history and fine food. From the beautiful waterfront that showcases the fabulous
downtown attractions, to world-class museums and historic sites, to the delightful
neighborhoods and authentic Chesapeake Bay cuisine, Baltimore has something for
everyone. The City’s shining crown jewel, the Inner Harbor is lined with attractions,
restaurants and is right in the heart of downtown.
2O1O
Annual Meeting
Authenticity Through Leadership,
Stand Out, Grow, Spice Up Your Sales!
OCTOBER 6 –8, 2O1O
Spouses and Guests are encouraged to attend this meeting, as Baltimore is a city full of
history, culture and charm, and alive with adventures and excitement around every corner.
Baltimore is America’s first major seaport located on the Chesapeake Bay and is famous
for Fort McHenry, the “Star Spangled Banner,” the Maryland Blue Crab and many
“firsts” in industry. Easy to get around, you’re just two feet from everything!
Inner Harbor visitors can explore world-famous attractions such as Harborplace and
The Gallery and enjoy shopping, dining or strolling along the waterfront promenade,
the National Aquarium, Maryland Science Center, Mount Vernon Cultural District,
the maritime history of Fell’s Point and so much more!
Accommodations
The AICC host hotel is the newly opened Hilton Baltimore, located in the exciting
Inner Harbor downtown district. It is within walking distance to over 13O attractions
from education and history to entertainment and fine dining. AICC has secured the
following discounted rates at the Hilton Baltimore for all AICC meeting attendees:
$219.OO single/double room (rates are exclusive of taxes currently 15.5% per night.)
Call 1-888-243-9694 (reference AICC) for hotel reservations. Please make your reservations
before the group cut-off date of Monday, September 13, 2O1O. Hotel reservations
can be made online directly into the group block at www.aiccbox.org/meeting.
Meeting Registration Options & Fees
For full meeting information and registration options, as well as online registration, visit: www.aiccbox.org/meeting.
2O1O
Association of Independent Corrugated Converters
Post Office Box 25708 • Alexandria, VA 22313, USA • Toll-Free: 877- 836 -2422
Fax: 703 -836-2795 • Email: [email protected] • http://www.aiccbox.org
Annual Meeting
TAPPI 2O1O Corrugated Packaging Division Conference
The AICC 2O1O Annual Meeting is being co-located with the TAPPI 2O1O Corrugated Packaging Division Conference.
The TAPPI conference will be held Tuesday, October 5 and Wednesday, October 6 at the Hyatt Regency Hotel in Baltimore.
The conference sessions will focus on the industry hot-buttons of sustainability, renewability, color consistency, quality
and safety. Corrugated Week 2O1O is revealing a new face on the What’s New Technology Showcase session this year.
The session will be called “Innovations.” All AICC meeting attendees can register to attend the TAPPI conference through
the AICC registration site at discounted rates. For more information on the TAPPI 2O1O Corrugated Packaging Division
Conference visit: www.corrugatedweek.org.
Co-located with the TAPPI 2O1O Corrugated Packaging Division Conference
and held in conjunction with AICC/TAPPI Corrugated Week 2O1O
THERE’S MORE IN
BaltiMORE
Hilton Baltimore • Baltimore, Maryland
Meeting Speakers
Schedule of Events
Scott McKain Business Leader & Best Selling Author
Creating Distinction for Your Company: Stand Out & Move Up!
Mr. McKain’s presentation “Creating Distinction for Your Company:
Stand Out and Move Up!” will provide a roadmap to take your
business to a higher level. Some of the topics he will address include:
• How can customers tell the difference between you and your
competition? (If “price” is the only answer, you may be in trouble!).
• What are you doing to ensure loyalty from your clients
and employees?
• Innovative theories, conceptual framework and the tools to
deliver, “Stand Out & Move Up” ahead of the competition.
BaltiMORE
Bonuses!
Attendees will recieve a complimentary
download of Scott McKain’s latest
book, “Collapse of Distinction”.
Chet Holmes offers a complimentary
pre-meeting teleconference August 4
at 3:00 pm (EST) on the Four
Fastest Ways to Double Your Sales.
To register visit www.aiccbox.org.
McKAIN
He is co-founder of the Value Added Institute, a “think tank” exploring
the role of customer experiences in creating enhanced client loyalty and
revenue for visionary organizations. Scott is the author of three #1 business bestsellers, including
his latest: “Collapse of Distinction; Stand Out & Move Up While Your Competition Fails” —
as well as “ALL Business is Show Business” and “What Customers REALLY Want.”
Chet Holmes Acclaimed Corporate Trainer,
Strategic Mastermind and Business Growth Expert
AICC Corrugated Industry Fly-In*
7:30 am – 5:30 pm
Wednesday, October 6
AICC Plant Tours (departures from Hilton Lobby)
8:30 am – 12:30 pm
Mark/Trece, Inc. or MarquipWardUnited
AICC Board of Directors
Luncheon Meeting
12:45 pm - 3:15 pm
AICC/TAPPI Corrugated Week
Table Top Supplier Trade Fair
1:00 pm – 5:00 pm
AICC Associate Member Meeting
5:30 pm – 6:00 pm
AICC New Member & First Timer
Orientation & Reception
6:00 pm – 6:30 pm
HOLMES
How to Grow Your Company from 0-$100 Million in Sales and Beyond
Chet Holmes is an acclaimed corporate trainer, business growth expert and best selling author. His most recent book, The Ultimate Sales
Machine — a New York Times extended list bestseller, helps managers turbo charge their business by relentlessly focusing on twelve key strategies.
As Chet says, “Becoming a master is not about doing four thousand different things; it’s about doing twelve things, four thousand times each.”
Chet is also the author of the “Business Growth Masters Series” with Jay Abraham. Industry Week named him “one of the top change experts
in the country.” Success magazine said, “Chet Holmes breaks sales records wherever he goes.” He has also been written about in The Wall Street
Journal, The New York Times, San Francisco Chronicle, and more than fifty other publications.
Eye Opener Sessions
Tuesday, October 5
AICC Opening Night Reception
& Awards Dinner
AICC/Paperboard Packaging
Hall of Fame Award and
AICC Richard Troll Scholarship
Foundation Presentation
6:30 pm – 9:30 pm
EVENT KEY:
AICC events in blue
Joint AICC/TAPPI Events in Green
Additional Events
Friday, October 8
AICC Optional Spouse & Guest Event
AICC Continental Breakfast
7:00 am – 9:00 am
AICC Continental Breakfast
7:00 am – 9:00 am
Taste of Little Italy: Pasta Making, Lunch,
Wine & Dessert Tasting Tour
AICC Eye Opener Session I
How Health Care Reform will Affect
You and Your Business
7:00 am – 8:15 am
AICC Lean Plant Assessment Training*
8:00 am – 12:00 pm
Thursday, October 7
AICC Eye Opener Session II
“FIRST” 4.0 - Paving the Way
for Flexographic Excellence
7:00 am – 8:15 am
AICC Lean Plant Assessment Training*
8:30 am – 12:30 pm
AICC General Session I
8:30 am – 12:30 pm
AICC General Session II
8:00 am – 12:00 pm
AICC/BCN 2010 Innovator of the Year
Winners Announced
Keynote Presentation: Chet Holmes,
“How to Grow Your Company from
0-100 Million in Sales and Beyond”
8:55 am – 11:55 am
Hilton Baltimore:
AICC 11th Annual Student Design
Competition Winners Presentation
AICC/BCN 2010 Innovator of the Year
Video Preview & Vote
Keynote Presentation: Scott McKain,
“Creating Distinction for Your Company:
Stand Out and Move Ahead!”
9:35 am – 12:25 pm
AICC/TAPPI Corrugated Week
Table Top Supplier Trade Fair
1:00 pm – 5:00 pm
AICC Optional Off-Site Afternoon Event
AICC Host Hotel and location
of 2O1O AICC/TAPPI
Corrugated Week
Table Top Supplier Trade Fair
(All AICC events take place at the
Hilton Baltimore unless otherwise noted.)
Hyatt Regency:
TAPPI Host Hotel
(All TAPPI events take place at the Hyatt
Regency unless otherwise noted.)
*Separate registration required
Schedule of events is preliminary;
Events, times and locations are subject to change.
(departures from Hilton Lobby)
Taste of Little Italy: Pasta Making
& Lunch, Wine & Dessert Tasting Tour
11:30 am – 3:30 pm
AICC Off-Site Evening Reception:
Oriole Park at Camden Yards
(located across the street from the Hilton)
Thursday, October 7 • 7:OO am – 8:15 am
How Health Care Reform Will Affect You
and Your Business: A look at how the new
health care legislation will affect small companies
Gene Marks, columnist, author, and business owner
Business owners have many questions about how health care reform will affect their
business financially. The session will address significant issues that owners need to
consider when projecting health care expenditures and offer recommendations for
the future. A must attend for all owners, CFOs, COOs and HR professionals.
ABOUT THE SPEAKER Gene Marks, writes monthly online management and
technology columns for both Forbes and Business Week as well as a bi-weekly column
that appears nationally in American City Business Journals. He is a regular guest on
numerous radio and TV talk shows including the FOX Business Channel, MSNBC.
Marks’ newest book, In God We Trust, Everyone Else Pays Cash –
Simple Lessons From Smart Business Owners was released in the Spring of 2010.
“FIRST”4.0 – Paving the Way
for Flexographic Excellence
FIRST 4.0 (Flexographic Image Reproduction
Specifications & Tolerances) is a set of specifications
that facilitate producing a predictable, consistent result
every time. FIRST seeks to understand customers’
graphic requirements and translate those aesthetic
requirements into specifications for each phase of the
flexographic workflow. It creates a common set of
guidelines, tutorials and data to be used as communication and production tools. For over a decade
flexographers have used FIRST to produce consistent
repeatable products. This presentation provides an
overview of FIRST and a look at how workflow
communication can enhance overall product quality.
A must attend for production professionals.
6:00 pm – 7:30 pm
Prime Time Networking Opportunities
AICC Opening Night Reception & Awards Dinner
Wednesday, October 6 • 6:3O pm – 9:3O pm – Hilton Baltimore
The AICC 2010 Annual Meeting will officially kick-off with
an opening night reception and awards dinner at the Hilton
Baltimore. Join other attendees to witness the induction of another
outstanding individual into the AICC & Paperboard Packaging –
Hall of Fame and the AICC J. Richard Troll Scholarship Foundation.
EVENING SCHEDULE OF EVENTS:
Cocktail Reception: 6:3O pm – 7:3O pm
Buffet Dinner: 7:3O pm – 8:3O pm
Award Presentations: 8:3O pm – 9:3O pm
AICC Thursday Evening Reception: Oriole Park
at Camden Yards (located across the street from Hilton Baltimore)
Thursday, October 7 • 6:OO pm – 7:3O pm
AICC will host an evening reception at the renowned Oriole Park at
Camden Yards, the beautiful baseball-only facility in downtown. The
outdoor reception will be held in the “bullpen” overlooking Camden
Yards’ unique pitching warm-up area. Guided tours of the field and
dugout will offer a real ballpark experience. Attendees can test their
baseball skills in the “Fastest Pitch” and “Home Run Derby” games,
or pose for pictures with the “The Bird”, the infamous Orioles baseball
team mascot. Baseball season might be over, but the game day spirit
will be felt throughout the night at this home run event for all.
Thursday, October 7 • 11:3O am – 3:3O pm
The day will begin with a short guided driving tour of the beautiful and historic neighborhoods of Baltimore including Federal Hill, Mt. Vernon,
Fells Point and finally, Little Italy. The Italian inspired afternoon will begin at Germano’s Trattoria, a favorite destination for those searching for
an “authentic Italian” touch, with a pasta-making demonstration which offers historical and cultural insight to the area as well as an opportunity
to get ‘hands-on’ with the pasta process. You will enjoy a fine Italian lunch which you helped to create. Then off to La Scala, another Little Italy
favorite for a sampling of Italian dessert favorites and dessert wines.
AICC & TAPPI 2O1O Corrugated Week:
Table Top Trade Fair
TRADE SHOW HOURS AND LOCATION:
Hilton Baltimore
Wednesday, October 6 • 1:OO pm – 5:OO pm
Thursday, October 7 • 1:OO pm – 5:OO pm
The AICC & TAPPI 2010 Corrugated Week table top trade fair will feature over
100 exhibitors highlighting their innovations for the corrugated industry. Production
managers, boxplant owners, engineers, technical service and production professionals
will all find something of benefit from the networking, training and information
gathering opportunities. Likewise, exhibitors will experience unsurpassed access
to key decision-makers from integrated and independent corrugated converters.
For more information visit www.corrugatedweek.org.
AICC Corrugated Industry – Capitol Hill Fly-In
Tuesday, October 5
7:3O am – 5:3O pm
SHOW YOUR SUPPORT FOR THE INDUSTRY BY TAKING A UNITED MESSAGE TO CAPITOL HILL: ONE INDUSTRY, WITH ONE VOICE, FOR ONE CAUSE.
Plan to participate in the AICC 2010 Corrugated Industry Fly-In to show your support for legislation that benefits the domestic manufacturing
base and improves the competitive climate in North America. With the upcoming election in November, this is an excellent opportunity to voice
your views and express our pro-industry and pro-manufacturing message. You can “add on” the Corrugated Industry Fly-In to your AICC Annual
Meeting registration. Once registered, additional information will be provided on the events and scheduling appointments with representatives.
The Lean Plant Assessment course will
give an overview of 11 categories of
Lean production of goods and services.
Participants will learn to rate any plant (their own or a supplier’s) and to use the results to target increased speed and accuracy of information
and material flow. Use limited resources for maximum impact using the Lean Plant Assessment results as a guide. Presented by: Scott Ellis and
Scott Heilmann of P2. A multi-disciplined improvement team with expertise in engineering, business management, and organizational psychology,
P2 ’s approach is to address the policies, procedures and personalities that support the organization.
AICC Lean Plant Assessment Training Course
Thursday, October 7 • 8:3O am – 12:3O pm
Hilton Baltimore
Friday, October 8 • 8:OO am – 12:OO pm
Atlas Container (transportation provided from Hilton Baltimore)
Two of AICC’s local associate members, Mark/Trece Inc. and
MarquipWardUnited will open their facilities to meeting attendees
on Wednesday, October 6 from 8:30 am – 12:30 pm.
Tours take place simultaneously. Attendees may only participate in one tour. AICC will provide round-trip transportation.
AICC Plant Tours
Mark/Trece Inc., an industry leader since 1962, has partnered with numerous suppliers to further the advancement of the flexographic and point
of purchase display industry. The latest in prepress, digital plates for award winning displays, laser burned and water jet manufacturing for steel rule
dies and digital printing for sales, marketing and short run orders will be displayed all under one roof, in the true spirit of education.
MarquipWardUnited, a Barry-Wehmiller company is an international market leader in high-speed corrugating, finishing and sheeting machinery
for the corrugated box and paper converting industries. They manufacture rotary die cutters, flexo folder-gluers; rebuild pre-owned equipment
and aftermarket upgrades to existing equipment. Approximately 330 team members at the Hunt Valley facility provide complete engineering,
manufacturing and technical support services for MarquipWardUnited finishing products.
How To Build
the Most Cost Effective
Edge Crush Combined Boards
By Ralph Young, AICC Technical Director
Just last month an AICC
member contacted ASK Ralph!
regarding a box failure at a new customer. The converter had secured
the account with both an understanding and promise that a new
corrugated board combination utilizing a high strength 47# linerboard
could replace the 52# linerboard in
the original construction.
simple principal that basis weights
by themselves are very poor predicators of ECT, BCT and performance of the package through the
distribution system.
this design principal just the fibre
cost savings alone over conventional
models can be substantial.
Knowing the minimum ring crush
levels in the containerboards we
Any medium must proceed through need to achieve a minimum ECT,
one can begin to source the right
the corrugating labyrinth and
containerboards as raw materials
there are more than 15-20 physifor the corrugated box. Along with
cal properties to describe its ability
the raw materials we need to know
to be fluted successfully. The most
While this is a possibility it is not
important criteria have been caliper, the efficiency levels of the corrugaby any means certain without a
tor to combine these elements and
MD tensile, MD stretch, and coefcomplete knowledge of the competi- ficient of friction. If you are buying
also the degradation factors of each
tor’s box, the user’s real needs and
piece of converting equipment that
the medium, caliper is usually the
testing of the new and old corruwe use to process the sheets.
only one of these four properties
gated design. Let’s take a look at the you will receive.
Both historical data and recent studelements in this case.
While the unique attributes of semi- ies by the AICC have demonstrated
Our needs as an industry to reduce
that corrugators can vary by almost
chemical or recycled or one ply, or
waste, fibre, labor, energy, environ40% in their ability to maximize
two ply mediums are not discussed
mental dangers, costs, work place
here, there are differences. Combin- ECT from the containerboards. And
risks, and equipment inefficiencies
ing and converting efficiencies vary we have also seen that converting
has never been heavier upon our
plants can destroy up to 35% of the
and therefore there are differences
shoulders. Therefore, having a more in the ECT outputs. One needs
ECT strength in the corrugated
comprehensive knowledge of the
structure because of process variato weigh carefully the real cost of
user’s supply chain, our converting
tions.
the achieved ECT in light of the
efficiencies, the combined board
containerboard costs, corrugator
strength at the end of the corrugator efficiencies and converting degrada- Predicting ECT targets or values
from the strength of the compoand the characteristics of the contion factors.
nents by using CD ring crush or
tainerboard being converted have
STFI can be determined with long
With the research that was done
never been more critical.
though Owens Illinois in the 70’s we standing and proven formulas.
In this case, I have never experi(Contact me outside of this article
learned that under the best condienced a 47# linerboard that has
for more details.) These formulas
tions the vertical compressive load
the same ring crush strength as a
should be used to provide your own
sharing in the corrugated structure
52-56# linerboard. And both the
set of Expected Values when you
should be 50% supported by the
US mill offerings of 26# mediums
mediums and 50% supported by the know the corrugator efficiency and
and 23# mediums vary by 67% in
liners. This is not the way we gener- the degradation factors in your own
their Cross Direction Ring Crush
ally combine or design our sheets
strengths. It all comes back to the
continued on page 26
of boxes today. When engineered to
BOXSCORE
25
How To Build The Most Cost Effective Edge Crush Combined Boards
continued from page 25
operations. This should be part of
any quality, sustainability, or lean
manufacturing program.
To achieve any given minimum ECT
value we need to select the linerboard and mediums that will deliver
the needed outcome in the most
cost effective manner. To design to
a minimum 32 ECT requires 150#
of total ring crush from the two liners and the fluted medium. From a
theoretical point of view this could
lead us in the direction of selecting
liners with a minimum of 38# of CD
ring crush each and a medium with
53# of CD ring crush. This is not
the way we build this very common
Your package has only three
to six seconds
to grab the
consumer’s
attention...
CRI inks speed up
the process.
Now you can achieve vibrant,
true-to-life colors for corrugated and
folding cartons and printed store displays.
CRI can custom formulate flexographic inks
and coatings with brilliant high-gloss colors and
a durable scratch and rub-resistant finish. Combined
with CRI’s unique TrueColorBalance™ color management
system for superior process control, your attention grabbing
package will keep your customers coming back for more.
Best of all, CRI water-based
inks are among the most
earth-friendly, with extremely
low VOC’s and minimal
environment impact. Contact
a CRI specialist for fast
response to your ink and
color application questions.
800.346.8570
www.colorresolutions.com
26
BOXSCORE
structure today in the US. But you
might find this type of combination
in Europe.
We will share more on this subject
with the next issue.
You are always welcome to contact
me at anytime to discuss any
technical concerns at ASKRalph@
aiccbox.org or thru my consulting
company, Alternative Paper
solutions, at youngralph1@
bellsouth.net. 
SAVE THE DATE!
AICC
2010 Annual Meeting
October 6-8, 2010
The Hilton Baltimore
Baltimore, MD
The AICC 2010 Annual
Meeting is being held in
conjunction with AICC/
TAPPI Corrugated Week
October 4-8
Co-located with the
TAPPI 2010 Corrugated
Packaging Division
Conference at the
Hyatt Regency Baltimore.
www.corrugatedweek.org
Can Technology Save Money?
RFID versus DFID™ in the
Corrugated Environment
By Kenneth Schoening
Corrugated manufacturers
have long desired a more cost effective way to monitor the paper/containerboard supply chain throughout the manufacturing process.
In recent years, there have been
several attempts to use RFID technology to achieve this, but no one
has succeeded for 2 reasons:
Roll Storage
Roll details are displayed on the
Clamp Truck terminal when the
driver scans the barcode. This information is then associated with the
DFID™ tag for the life of the roll.
When the roll is transferred to the
1. The inability of RFID technology
to transmit signals through the
paper roll and,
Corrugator Roll
Verification & Traceability
When a roll is scanned onto a
Rollstand, the paper details are
displayed on a touch screen located
warehouse the system suggest a
location and the driver would accept as shown.
or reject that location, or in manual
A quote from one company execucontinued on page 30
tive says it all: “The cost of the RFID systems, the driver enters the roll
location manually via the touch
system and tags were absolutely
screen terminal.
insignificant compared to the savings we were able to achieve. The
Roll Locating
problem was we couldn’t get continuous reads from the tags and the
Hardware kept breaking down…so
we scraped the program.”
2. For the Hardware to withstand
the rigors of the corrugated environment.
DFID™, a technology used for over
4 years in Europe, uses a Dual
Frequency Identification (DFID)
System that sends high powered/
low frequency Dual Signals on Dual
Channels through Dual Antennas. The carrier signal then wakes
up the chip in the DFID tag and it
responds at a very high speed for
instantaneous reads. By providing
greater signal penetration through
roll goods and providing readability
at greater distances, DFID™ can
easily read rolls with 126” diameter
(or 3.2 Meters).
Screen showing roll location detail
prompt on Clamp Truck terminal.
The layout of the Warehouse will be
displayed on the system. Selecting a
specific area will then result in the
system zooming into that area to
show the details of the rolls. Hence
very quick locating of rolls will be
enabled.
Rollstand operator touch screen.
Operator screen shows running & ready
rolls with the respective details. The touch
screen can also be used to manually enter
roll details if required.
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27
Can Technology Save Money? RFID versus DFID™ in the Corrugated Environment
continued from page 27
•
Track usage/consumption
•
Verify Yield versus what was
delivered
•
Monitor upgrades “Real-Time”
•
Better able to accurately understand what is left on “butt” rolls.
This allows operations to better
manage “Butt” rolls to operational requirements and eliminate
waste.
The system checks to ensure the correct roll
is loaded for the production schedule and
prompts the operator to enter the reason
code if an error is detected.
Reporting & Traceability
Reporting provides traceability of
roll usage and details all upgrades
with the reason codes displayed.
Analysis of the actual paper consumed compared to what is planned
is now possible giving the potential
to minimise un-necessary upgrades
and mistakes with the loading of
incorrect grades.
Standard reports include:
•
Upgrade report with cost of
upgrades
•
Stock levels by paper type,
supplier, width, remaining length
•
Individual roll history from
delivery to full consumption
•
Quarantine history
•
Aging reports
•
Delivery times
•
Clamp truck utilization
•
Paper yield (Consumed
compared to delivered)
With the ability to now read accurately & consistently through
large paper rolls, in “Real-Time,”the
DFID™ Paper control system has
shown to reduce costs over 2%
(based on the cost of paper) by
utilizing the “Real-Time” information to:
•
30
Automatically track inventory
BOXSCORE
•
Reduce labor looking for
inventory
•
Reduce forklifts
•
Monitors Quarantined material
•
Reduce downtime and overtime
caused by searching for paper or
shortages.
•
Provides “guaranteed traceability” for Customers Requiring
Environmental/FSC/SFI Commitment from Suppliers
A “White Paper” has shown significant savings using DFID™.
A video of the DFID™ process being
used “Live” in a corrugated facility
can be viewed when you visit
http://web29.streamhoster.com/
ms1video/a1%20packaging%20
revised%20approved.wmv.
For more information, or a copy of a
DFID™ White Paper, please contact:
Ken Schoening
A-1 Packaging Solutions, Inc.
(630) 587-0660 
Cost vs. Price
By Steve Warll, Chairman of AICC’s Association Members
and Vice President of International Sales for Dicar
Not long ago I had a few things to do that
required a hammer and a pair of pliers. It was
late at night, and the local hardware store was
closed, so I went to a 99 cent store nearby. This
is a store where everything costs a dollar, or
99 cents to be exact. As luck had it, they had
a hammer and the pliers. What a deal! I was
happy, at the low price, because my projects
were simple. After all I was not a carpenter.
The price was good, but was it actually a good
value?
I soon arrived home to put my new tools to
use. The first project was to hang four picture
frames on the wall. The first strike of a nail
resulted in the head of the hammer falling off
the handle where it was welded to the handle.
I eventually got the pictures hung on the wall
by using the heel of a shoe. After all, it wasn’t
a demanding project; however, I did take a
divot out of my shoe heel. Days later, I had
a similar experience with the pliers. When I
applied a little pressure the rivet popped out
leaving me with two useless pieces. Strangely,
I left the broken hammer and pliers in my tool
box for sometime, probably because they had
a perceived value, because they resembled real
tools.
As with most of the economy today, price is a
big issue in the corrugated packaging industry.
It’s driven by consumers and comes down
stream to all of us. We all face the pressures of
offering low competitive prices. It is important
to be competitive and find a good value. The
problem is when price becomes the focus over
true cost or value. Often a low price will result
in a higher cost. My example of the 99 cent
hammer could be an example of this. I pretty
much got no value from the hammer, and you
could argue that the chunk taken out of my
shoe heel was an added cost.
A die maker from Europe recently explained
this to me. His market had a demand for
cutting dies for short run work. The customer
frequently changed the box design, so longevity
of the die was not important. He could use
inexpensive die components that performed
well for a short period of time, but would not
last a long time. This was an example of a good
value. The problem was that many customers
saw the good performance of the inexpensive
dies and started to use them across the board.
For more demanding orders, the dies had high
costs of repairs and failure. Rubber would stop
stripping, leaving scrap and causing jam ups
in the stacker. As a result, anvil covers would
be replaced more frequently to compensate
for the poor stripping. Box quality decreased,
and the machine ran at slower speeds. This is
an example of poor value, where saving a few
dollars leads to higher operating costs.
The die maker who explained this to me put
direct numbers to the example, where he
demonstrated how the cheaper die resulted
in the machine running at 500 sheets less per
hour. It was eye opening when dollars were put
to these 500 sheets. These numbers did not
reflect all the hidden costs, but they clearly
showed that the value was not there. The added
operating costs clearly outweighed the savings
on buying a cheaper cutting die.
“
We all face the
pressures of
offering low
competitive prices.
It is important to
be competitive and
find a good value.
”
I finally took the useless hammer and pliers out
of my tool box, and bought some moderately
priced tools. It’s important for consumers to
look at true value of products or cost vs. price.
For box makers this means looking at the
hidden results of cheap products and weighing
if they actually meet the demand. 
BOXSCORE
31
BOXSCORE
AICC Regions Host Meetings,
Golf Tourneys and
‘Boxmaking 101’
Back to back Regional Meetings
were the highlight of AICC member
activities earlier this summer.
AICC Region Five — covering
the Southeastern States from the
Carolinas to Florida and west to
Mississippi, hosted a meeting June
10-11 at the Westin Hotel in Hilton
Head, South Carolina. More than 65
members and guests attended the
two day event, which began with an
opening reception on the evening
of Thursday, June 10. On Friday,
June 11, Pat Haddon, President of
Packaging Atlanta, Canton, Ga., and
Regional Director for AICC Region
Five, welcomed the members to the
four-hour business meeting which
featured on a broad based look at
the current state of the containerboard and corrugated industry and
in-depth examinations of plant operating efficiency and costing systems.
Special guest at the meeting was
Kim Nelson, CEO of Royal Containers Ltd., Brampton, Ontario, and
current Chairman of AICC, who
presented her vision of “authentic
customer service” based on open
communication and employee
involvement. She demonstrated
Royal Containers’ customer order
web portal which allows customers
to receive instant pricing based on
specifications which they provide.
Nelson said “being easy to do business with” is a core value for Royal
Containers, and it encourages customer loyalty.
Mike Harwood, Deputy CEO of
Pratt Industries USA, spoke on the
current state of the containerboard
and corrugated market in North
Ryan Chappell, President of Louisiana Corrugated Products and Regional Director for
AICC Region Four, makes a point from an owner’s perspective as part of the Boxmaking
101 seminar.
America and globally. His hour-long
keynote presentation outlined the
facts of the containerboard market,
including capacity, inventories and
current supply situation. He also
discussed trends in basis-weight
use in North American corrugated
market, saying that converters may
be missing opportunities to help
their customers reduce the weight
of their packaging while preserving
performance. He cited trends showing North American basis weights
trending upward after declines in
the early 2000s.
and ink, and he suggested that a
single person be in charge of staging
orders for each machine.
Jan Rohde, president of Jan Rohde
Consulting, finished the morning’s
program with an analysis of plant
costing systems. Rohde, who spent
his early corrugated industry years
in box plants and later as an associate at Harry Rohde Management
Systems, presented an intricate
analysis of how costs should be allocated between plant operations,
office support and sales, general and
administrative. He advocated that
After the macro look at the industry, costing systems should have a built
the program shifted to plant effiin profit percentage based for each
ciencies, with Scott Heilmann of P2. machine center so that members
Heilmann’s presentation showed ex- do not “give away gains” made by
amples of lean plant operations and efficiency improvements.
challenged members to take a fresh
AICC President Steve Young also
look at their processes for running
spoke, giving an update on new and
orders at various machine centers.
upcoming programs, including the
He said machine operators should
be running machines, not chasing
continued on page 34
after cutting dies, printing plates
BOXSCORE
33
AICC Regions Host Meetings, Golf Tourneys and ‘Boxmaking 101’
continued from page 33
Again, he advised members to build
in profit to their estimating system
just as they would their direct and
indirect operating expenses.
Ralph Young leads a discussion on containerboard manufacturing at the Boxmaking 101
seminar held Tuesday, June 15, in Mesquite, Texas, during the AICC Region Four meeting.
AICC Annual Meeting, October 6-8,
in Baltimore, Maryland.
TexCoat, the CSI’s coating facility
located adjacent to the mill. Chris
Blockhaus, GM of TexCoat, led the
tours at TexCoat. Following the
tours, the group met at the Hamtpon Inn in Mesquite for a cocktail
reception.
Paul Teten, Director of Fixed
Income Portfolio Management for
Capital One, gave an overview of
current economic conditions. He
said that he expects the economy
to be on a modest growth mode for
the next few years, but said that
he has concern about the level of
government debt beginning in 2015.
He said we are in a “square root
shaped” recovery – sharp decline,
followed by rebound in building
depleted inventories, followed by
sluggish growth.
Jim Smith, principal of The Mesa
Group, a Dallas-based business and
Members enjoyed a golf tournainformation technology consultment at the Port Royal Golf Course.
ing firm, who discussed “Business
The meeting was sponsored by:
Continuity Planning: a cost effective
Pratt Industries; Stafford Cutting
approach.” He told AICC members
Dies; CEL Chemical and Supplies;
that they must consider what would
Mitsubishi Heavy Industries (MHI); The business meeting, held Tuesday, happen to their business in the
Sun Automation; Color ResoluJune 15, featured presentations on
event of a major disruption or ditions; People’s Capital and Leascosting systems, business continusaster. He cited Hurricaines Katrina
ing Corp.; A.G. Machine Inc/A.G.
ation, insurance needs for indepen- and Rita and the current oil spill
Stacker; Fosber America; Royal
dent manufacturers and an ecoin the Gulf as examples. Following
Containers Ltd.; MarquipWardUnit- nomic forecast. Members also heard Smith, Stan Rorison of Eustis Insured; Bobst Group; Poteet Printing
about new programs from AICC as
ance Inc., presented an overview of
Systems; Southeastern Packaging
well as an overview of the recently
various kinds of business insurance
Co.; and American Corrugated
completed corrugated industry Lify options outside of normal property
Machine Corp.
Cycle Assessment. In addition, the
casualty and workers compensation.
program featured a separate educa- He discussed the need for crime
AICC’s Region Four – the states
tional seminar, “Boxmaking 101,”
insurance, to protect against interof Arkansas, Louisiana, Mississippi,
designed specifically for new-hires
nal crimes such as employee theft;
New Mexico, Oklahoma and Texas
and other employees in the industry employment practices liability,
– held its annual regional meeting
wanting to know more about the
for coverage against employment
June 14-15 in Mesquite, Texas, with
corrugated industry.
claims; and directors and officers
60 members in attendance. The
coverage. All these forms of insurmeeting began on Monday, June 14, Ryan Chappell, President of Louiance are becoming more important
with a tour of Corrugated Services
siana Corrugated Products, Monto small businesses, he said.
Inc., a 100% recycled linerboard and roe, La., and Regional Director for
medium mill in Forney, Texas. Bill
Region Four, welcomed members
AICC President Steve Young was
Baker, VP of CSI, welcomed more
and introduced Jan Rohde, who
also on the program, giving an
than 30 members for the afternoon
gave a reprise of the presentation he
continued on page 35
tours, which also included a visit to presented in Hilton Head last week.
34
BOXSCORE
AICC Regions Host Meetings, Golf Tourneys and ‘Boxmaking 101’
continued from page 34
overview of AICC services such as
on-site training programs. He also
discussed the recently completed
corrugated industry life cycle assessment (LCA) and AICC’s pilot
program to establish an independent
containerboard price index.
Following the morning program,
AICC presented an educational
seminar titled “Boxmaking 101.”
The four-hour course, attended by
21 corrugated industry employees,
took a close look at all the aspects of
corrugated converting, from paper
making and costing systems, to
sustainability. The “faculty” for the
program consisted of AICC Technical Advisor Ralph Young, Jan Rohde of Jan Rohde Consulting, Roger
Poteet of Poteet Printing Systems,
and Ryan Chappell of Louisiana
Corrugated.
Sponsors for the Region Four meeting included: Brian Thomas Display
and Packaging; Simpson Tacoma
Kraft; Innerpac; Corrugated Roll
Corporation; Interstate Resources;
Poteet Printing; Louisiana Corrugated; Bobst Group North America;
PRI Technologies; Poteet Printing
Systems; Georgia-Pacific Corporation; A.G Machine; Supply One;
MarquipWardUnited; Leaman Container (Also printed the signs); and
Sonoco Products Company. 
This combo rocks.
Now a complete short-run production solution from one company—Gerber Innovations.
Made in America, it’s the ultimate corrugated print-to-cut solution for under $200k.
Solara ionTM Wide Format Printer
M Series Digital Cutting System
This is the ideal—and affordable—corrugated printer.
It features low temperature UV-curing so boards won’t
curl and vibrant GerberCatTM ink which is highly flexible
and won’t crack on scores.
The industry’s newest and most versatile cutting system
features M-vision for automatic registration of printed
sheets, T3 tool head with a complete range of tools, heavy
duty construction and complete substrate compatibility.
260 J Fordham Road
Wilmington, MA 01887
800-331-5797
www.gerberinnovations.com
BOXSCORE
MADE IN
A M ERI CA
27
34
BOXSCORE
International Corrugated
Packaging Foundation
Lewis-Clark State to Launch
Corrugated Curriculum to Serve
Operations In Northwest
Richard M. Flaherty
International Corrugated
Packaging Foundation
President
“
Co-Chairs George
and Michelle
Sickinger invite
ICPF Partners
and other ICPF
supporters and
their spouses to
gather for ICPF’s
Holiday Weekend
in New York on
Friday and Saturday,
December 10 & 11,
2010.
”
Working with ICPF, the Division of
Graphic Design/Print Technology at LewisClark State College (LCSC) in Lewiston,
Idaho, announced plans this summer to
incorporate corrugated packaging classes
into its curriculum beginning in the fall
semester of 2010.
Associate Professor Diane Driskill and
Assistant Professor Brian Kolstad started
looking into the possibility of offering
LCSC students experience in corrugated
packaging two years ago (in 2007). “We
want to create the preeminent graphic
design and print technology program
in the Northwest,” Kolstad says. LCSC
recently designed and installed a twentystation Mac lab integrated with an
Apple X-Serve server. After reviewing
ICPF’s online corrugated curricula and
participating in the Careers in Corrugated
Teleconference this past February, LCSC
took ICPF up on a standing offer to help
seek a discount on design software and
a CAD table, which would enable LCSC
to make the purchase with funds from a
one time grant from the State of Idaho.
At the request of ICPF, both EskoArtwork
and Gerber Innovations provided heavily
discounted proposals. Both companies
have partnered with ICPF in the past
to place CAD tables and software for
college corrugated curriculum programs
around the country. LCSC selected the
EskoArtwork proposal that offered a new
table at a 66% discount and a donation of
Artios software.
world production experience in corrugated
packaging and display. Nobody else in the
region will be able to offer as much. The
closest place is probably San Jose State,
900 miles south of here.”
With a campus location literally on
the Washington State border, the new
LCSC program will generate graduates
who should become a special source
of recruitment for the concentration
of industry operations in the Pacific
Northwest.
If you are interested in providing
speakers, mentors or faculty advisors for
the new corrugated program at Lewis
Clark State College, please contact ICPF
at (703) 549-8580.
Co-Chairs Announced for
Third Annual Holiday Weekend in
New York
December 10 & 11, 2010
ICPF Vice Chairman George and
Michelle Sickinger (Color Resolutions
International) have been announced
as this year’s Co-Chairs of ICPF’s 2010
Holiday Weekend in New York fundraiser.
In its third year, the New York event was
designed as an annual fundraiser where
executives and their spouses can support
the International Corrugated Packaging
Foundation educational mission while
socializing, networking, and enjoying the
best of New York City during the holiday
season!
Co-Chairs George and Michelle invite ICPF
Partners and other ICPF supporters and
their spouses to gather for ICPF’s Holiday
Weekend in New York on Friday and
Saturday, December 10 & 11, 2010. This
Next fall the twenty work stations will
year’s participants will begin with a Friday
each have a copy of EskoArwork’s software evening reception hosted by Anthony
package (ArtiosCAD) for use with the CAD Pratt and Mike Harwood in Mr. Pratt’s
table. “It’s a complete package,” Kolstad
penthouse home at the Sherry-Netherland
says, “one that will provide our students
continued on page 39
in graphic and structural design with real
BOXSCORE
37
ICPF Update
continued from page 37
overlooking Central Park. A sold
out matinee performance of the
Tony Award winning, “Best New
Musical of the Year,”Memphis,
and a reception and dinner at a
renowned New York restaurant,
Sardi’s, are scheduled for Saturday.
Free time on Friday, Saturday
morning and Sunday will allow for
a Friday dinner with spouses and
clients, leisurely brunches, holiday
shopping, site seeing and museums.
and a registration form, contact
ICPF at 703.549.8580, rflaherty@
icpfbox.org, or visit www.
careersincorrugated.org
American Packaging
Corporation Provides
Testimony on ICPF Referrals
Tony Schleich, COO of American
Packaging Corporation, is an
executive of one of the many
firms that benefited this past
In addition to participating in
year from ICPF’s placement of
the event, George and Michelle
recent packaging and graphic
are asking industry executives to
communication graduates. While
invite clients, suppliers, potential
his story is not unique, his
ICPF Partners, and to also consider enthusiasm in telling it during the
rewarding additional key employees ICPF presentation at the AICC/
from their companies with this
FBA 2010 spring meetings in San
special weekend holiday function.
Diego has led to dozens of firms
asking for the opportunity to meet
Advanced registration is required
with students and recent grads this
and early registration encouraged.
spring and summer. I would like to
ICPF already has received over 60
share his comments with you here
verbal or other firm commitments
as well.
from executives and their spouses.
Registration is $2,800 (spouse
“When American Packaging
is free) with a large portion of
committed to a long-term
the registration supporting ICPF
contribution to the ICPF, we did so
operations and tax deductible.
primarily to assist the Foundation’s
Additional expenses may be
mission to generate a stream of
deductible as business expense,
increasingly qualified students
check with your company’s tax
to enter the corrugated industry,
advisor. Group rates for rooms
now and into the future. In all
for participants are available at
honesty, given our location in the
ICPF’s host hotel, the W New
middle of Kansas, we did not focus
York at Times Square until the
necessarily on directly benefiting
block is sold. Hotel rooms are
from the qualified students that the
in demand during this special
ICPF supports.
time of the season, so executives
In August of 2009, I took a call
are encouraged to make their
from ICPF, as many of you have,
reservation through ICPF as soon
about a recent Michigan State
as possible.
School of Packaging graduate
Pratt Industries, Inc., Color
who actually lived in Kansas. I
Resolutions and Sumter
am not certain about all of you,
Packaging are the initial sponsors
but in 2009, I was not exactly in
of this year’s event. Additional
the “hiring mood.” However, I
sponsorship opportunities
reluctantly said “yes” to meeting
with her when Richard indicated
currently are available, including
the hosting of Saturday’s reception that there was no obligation to hire,
but meeting with her would help in
in the name of the sponsoring
promoting a corrugated packaging
company. For more information
career and help the student with
networking in her job search.
I was extremely pleased when I
met with Apoorva Rastogi and
found that she had graduated
with an extensive knowledge not
only in corrugated packaging but
in many other materials as well.
With her impressive outlook on
our industry coupled with her
straight-forwardness with how
she could positively impact our
company, I knew that I needed
to hire her. I was unable to bring
Apoorva along with me, .but I
would like to play a short video
that she put together for us that
will provide some perspective from
Apoorva. (Video can be viewed
at https://msupackaging.site-ym.
com/?page=PlacementSuccess)
One quick success story that I
would like to share with you is
one of the first sales calls that
Apoorva went on with one of
my salespeople. After the initial
meeting with the prospect, she
determined that there was an
opportunity not only to redesign
their current packaging, but she
designed new graphics for them
based on her observations within
the customer’s facility. Ultimately,
she branded the company to the
point where the new logo is now
present on all of their printed
materials. This is truly something
we’ve never had before!
In closing, I would strongly
encourage those that are not a
contributing partner to contact and
consider becoming an ICPF partner
in order to support the mission
of recruiting the next generation
of managers and leaders in our
industry.
If you are an ICPF partner, I would
implore you to utilize the ICPF
resources and let them know that
continued on page 40
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39
ICPF Update
continued from page 39
you have job openings for interns
or new graduates. Perhaps you
would even consider mentoring
one of the new graduates. As in my
case, you may not be thinking of
hiring anyone, but I would strongly
encourage you to visit with the very
bright talent coming from a number
of fine packaging schools.
The support of ICPF and outreach
by individual firms will not only
contribute to the future of the
industry, it can certainly have a
positive affect on your bottom line.
We ask you to let ICPF know if you
are interested in hiring a recent
grad or offering an internship this
year.”
Jack Cooper Inducted
Into the ICPF’s Circle of
Distinguished Leaders
During a ceremony at the past
2010 spring meetings of AICC, FBA
and the International Corrugated
Packaging Foundation (ICPF), Jack
C. Cooper was inducted into the
International Corrugated Packaging
Foundation’s prestigious Circle
of Distinguished Leaders. The
special designation as a member
of ICPF’s Circle of Distinguished
Leaders recognizes and honors
those exceptional few whose vision,
energy, and creative and technical
talents have combined to move the
corrugated industry forward into a
new dimension of accomplishment.
Jack served as General Counsel to
the Fibre Box Association for 35
years, the Corrugated Packaging
Alliance and its predecessor
organization for 16 years, the
International Corrugated Case
Association for 12 years and as
co-counsel for the International
Corrugated Packaging Foundation
for 19 years. His nomination was
through nomination contributions
to ICPF made in late 2009 and
40
BOXSCORE
early 2010 by a large group within
the industry that includes:
Firms:
AICC
FBA
American Packaging
Bates Container
Brian Thomas Display
Central Container
Corrugated Packaging Alliance
Great Lakes Packaging
Green Bay (George Kress
Foundation)
ICCA
Kelly Box & Packaging
Landaal Packaging
Liberty Diversified
Packaging Express
Packaging Services of MD
Rengo
Richard Storat & Associates
Smurfit/Kappa
Smurfit Stone
York Container
Individuals:
Dwight Schmidt
Mike and Renie Harwood
Tom & Lynn Herlihy
Jim Keller
David Simon
All the FBA Staff
In submitting his name for
nomination consideration, FBA
President and ICPF Director
Dwight Schmidt said that “over the
years Jack participated in literally
every meeting (easily well over a
thousand) of FBA, ICCA and CPA.
When he rarely couldn’t be there
in person, he would participate via
conference call, even if it was in
the middle of the night where he
was traveling.”
During the April 15th ceremony
in Coronado, CA, Jack was
recognized by ICPF Chairman, Jim
Akers (Akers Packaging Service
Group), for his “dedication to the
advancement of the corrugated
industry both domestically and
internationally through his work
with the CPA, FBA, ICCA and
ICPF”.
This twelfth inductee joined a
small, exclusive list of leaders who
have been inducted after being
nominated by firms and individuals
from the industry.
Those previously honored include
Mr. H. G.. Craddock - Founder of
Triad Packaging Inc. of Conover,
North Carolina; Mr. Ben Fiterman
- former CEO and Chairman of
Liberty Diversified Industries;
Mr. Thomas C. Landaal - former
President of Landaal Packaging
Systems; Mr. Laurence C.
Schiffenhaus - former Co-Chairman
of Schiffenhaus Industries,
Inc.; Jack D. Grollman - former
President and owner of Triangle
Container Corp.; Bruce Benson
-former President of FBA and ICCA:
James McKinney - former Vice
President and General Manager,
Lewisburg Container: William J.
Sweeney - former Senior Executive
of Packaging Corporation of
America; William I. Flinn - former
CEO of Scope Packaging;
J. Richard Troll - Founder and
former President of ICPF and AICC;
and Ronald Warll - Founder and
CEO of Dicar, Inc.
ICPF invites family, friends and
business colleagues to honor and
nominate an additional outstanding
individual for induction into ICPF’s
Circle of Distinguished Leaders
during the next AICC spring
meeting in Ft. Lauderdale in 2011.
Visit www.careersincorrugated.
org or contact rflaherty@icpfbox.
org to learn how you can make a
nomination. 
Members in the News . . .
Gerber Innovations Announces Sun Automation Group
Move to Tolland, Connecticut
Celebrates 25th Anniversary
Gerber Innovations announced today
that it is relocating its Wilmington,
Massachusetts operations to
Tolland, Connecticut this summer.
The transition is expected to be
completed by September 30, 2010.
Stafford Cutting Dies, Inc. recently
installed another combo laser
manufactured by Gerber Innovations
of Wilmington MA.
President Clint Medlock stated “The
addition of this equipment will bring
Gerber Innovations is North
a total of three rotary lasers and
America’s only full-line manufacturer two flat lasers under one roof. The
of automated cutting hardware for
Gerber RQL system (rotary quick
the design, die making and shortlock) mounting system will definitely
run production segments of the
streamline our rotary manufacturing
packaging industry. Gerber Scientific, process and adding the Fast Track
Inc., Gerber Innovations’ parent
flat laser system will more than
company, has a 230,000 square foot
double our capacity in platen
design and manufacturing facility
diemaking.
located in Tolland where it produces
Due to the demand of TopMatrix and
a wide variety of Gerber products
such as cutting systems, plotters and TrimSaver, we needed the additional
printers. Gerber Innovations will
manufacturing capacity. We are well
positioned to take advantage of the
be joining them at this location; 24
demand for these products in our
Industrial Park Road West, Tolland,
Connecticut 06084 USA.
newly expanded market area.”
Gerber Innovations service functions
will be integrated into the global
Gerber Service organization as
part of this relocation process.
This will increase the scale and
range of services available to
Gerber Innovations customers on a
worldwide basis. Gerber Innovations
President Steven Gore notes; “This
move will allow Gerber Innovations
to take full advantage of the
significant resources available as a
Gerber Scientific business. These
advantages will include greater
engineering and manufacturing
capabilities, enabling us to get the
latest technology to our customers
more efficiently.”
Gerber Innovations customers can
expect their high level of service to
continue uninterrupted, and may
continue to use the same contact
number at 1-800-400-3458. They can
also reach Gerber Innovations
by calling 1-800-331-5797 or
visiting their website at
www.gerberinnovations.com.
years in various box plant production
management positions. Ernie is
active in both TAPPI and AICC and is
former Chicago TAPPI Chairman.
“We are pleased to have a veteran of
Ernie’s caliper on our team. With his
box plant operations, and printing
experience, he further strengthens
our overall knowledge of the industry
we serve, ’’ states Ron Rauschart,
Dicar’s V.P. Marketing & Sales.
Ernie can be reached by email to
[email protected] and by phone at
(708) 738-2933.
Total Impact! 2010 Announced
The First Ever North American
User Meeting for Impact CAD
Software
October 24 - 27, 2010
Nestled in the mountains of Park
City, Utah, just 30 minutes from Salt
Lake City airport, the first user group
Stafford Cutting Dies, Inc. is a
meeting for Arden’s Impact CAD
supplier of rotary, flat and auto platen and WEBcnx software will be held
steel rule dies for the corrugated
this fall. Scheduled at The Newpark
container industry.
Resort for October 24–27, 2010, the
meeting will cover all aspects of the
Additional information about Stafford software in addition to providing
Cutting Dies can be obtained by
a look into the future of CAD for
calling (704) 821-6330 or visiting
continued on page 43
their web site at www.gostafford.com.
Ernie Moon
Ernie Moon Joins Dicar
Industry veteran Ernie Moon has
joined The Dicar Group’s growing
sales team. Ernie has over 43 years
of experience in the corrugated
container industry. He spent 31 years
in the printing ink industry and 12
BOXSCORE
41
44
BOXSCORE
Please join AICC in welcoming its new members
Jeffrey Moness
Canadian Paper Connection
Inc.
1600 Steeles Avenue West,
Suite 322
Concord, ON L4K 4M2,
CANADA
[email protected]
(905) 669-2222
Israel I. Garcia
Microcart S A De CV
Av. Universidad No. 1001, Piso
15
Col. Bosque Del Prado Norte
20127 AGUASCALIENTES AGS,
MEXICO
[email protected]
+52 (449) 914-1435
Prakticaja, S.A. De C.V.
Jose Del Bosque Olvera
Av. Americas No. 702
Col. Americas
67130 GUADALUPE NLE,
MEXICO
[email protected]
+52 (81) 8334-7905
Javier Melano M.
Agroindustrias Avicolas SA
De CV
Km. 28.4 Carr. Tototlan
47600 TEPATITLAN JAL,
MEXICO
[email protected]
+52 (378) 7010 103
Eduardo Arroyo M.
ASC Packaging Sde RL
Carlos Rousseau 300
66634 APODACA NLE, MEXICO
eduardo.arroyo@ascdemexico.
com
+52 (81) 8321-0838
Ana Paulina Xacur
Empaques Nova, S.A. De C.V.
Km. 8 Carretera Merida-Uman
S/N
Ciudad Industrial
97288 MERIDA YUC, MEXICO
[email protected]
+52 (999) 919-0305
Jorge E. Diaz
Todipak, S.A. De C.V.
Av. Castillo De Chapultepec N0.
23
Col. Revolucion
62390 CUERNAVACA MOR,
MEXICO
[email protected]
+52 (777) 320-4866
Ruperto Fernandez Linares
Linfer Impresores, S.A.
F. Castillo Puerto No. 1003
76120 QUERETATO QRO,
MEXICO
[email protected]
+52 (442) 217-0783
Douglas J. Friel, Vice President
Johnson Kendall and
Johnson, Inc.
109 Pheasant Run
Newtown, PA 18940
www.jkj.com
(215) 579-6439
Email: [email protected] 
Members in the News
continued from page 41
the packaging and manufacturing
industries. The three day training
and forward-looking event plus
welcome reception and special event/
dinner will guide attendees through
the depth of features and provide
hands-on, in depth instruction as
well as offering numerous “tips,
tricks and shortcuts” for maximizing
productivity.
“Having just recently passed the
1,200 users mark here in North
America, we believe this fall will
be the ideal time for an intensive,
advanced user group session for our
Impact CAD and WEBcnx software,”
stated Jim Silianoff, President of
Arden North America. This first User
Group conference for Impact will
coincide with the release of Impact
2010. This will allow existing users to
get up to speed with the new software
and give all users the ability to focus
on specific aspects of the software.
All key personnel from Arden’s global
offices will attend and the user will
have the opportunity to determine
the future course of Impact.
According to Silianoff, “there’s
nothing quite like the depth
provided by a user group setting to
sharpen skills and open eyes to new
techniques.”
Topics covered during Total Impact!
2010 will include:
• Advanced 3D Design and
Animation classes
• Workflow and Database
Management
• Machine settings and
optimization.
• Manufacturing Classes covering
every aspect of die making
• Tips, Tricks & Shortcuts
• All aspect of the structural
design process.
For more information and to register
today, visit the Upcoming Events
section at www.ardensoftware.com,
e-mail [email protected]
or call 435-709-3100. Additional
information about the hotel can be
found at www.newparkrsort.com. 
BOXSCORE
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46
BOXSCORE
THE FINAL SCORE
3rd C’board Increase Puts the
Integrity of Our Industry
on the Line
Steve Young, AICC President
AICC released the following editorial during the week of July 12, 2010,
commenting on the August 1 containerboard price increases.
Weeks of Wall Street’s tightmarket cheerleading have
moved nearly all the major
suppliers to announce a third
increase this year in the price
of containerboard. While the
Association of Independent
Corrugated Converters (AICC)
acknowledges the current
market conditions, we also
believe that a third increase
in a six-month span is an
unnecessary burden both on
independent purchasers of
containerboard and sheets and
the customer base we serve.
This action calls into question
the integrity of our industry.
Recognizing that capacity
cuts of more than 3.0
million tons since 2008
have removed imbalances in
the containerboard supply
system, we also note that
our member companies are
not reporting the situation
to be unmanageable. In a
poll of more than 100 AICC
members in the last week in
June and first week of July,
a majority of those surveyed
reported “no trouble” in
getting linerboard, medium
or sheets. Among corrugator
plant owners, 61% said they
are having “no trouble” getting
linerboard.1 Those who do
report anomalies say that
longer lead times are the only
issue. Among sheet plants, 92%
say they are having no trouble
getting sheets. The small
percentage who are reporting
“trouble” say suppliers are
stretching out delivery time
from overnight to 1-2 days.2
What’s more a June 18 report
in Pulp and Paper Week seems
to contradict the predictions
of continued tight market
conditions saying, “U.S.
containerboard supply is
expected to gradually improve
moving into the summer
period,” citing sunnier weather
in the South that has allowed
more harvesting of wood chips.
Downward movement of
containerboard inputs is also
in our view discrediting the
need for this third increase.
Cost drivers such as OCC,
wood chips and pulp have or
are declining from their late
winter peaks. According to
recent trade industry reports,
June spot-market pulp prices
dropped $35/ton. What’s more,
the June Institute of Supply
Management Index (formerly
PMI) indicates that the
manufacturing economy
is slowing, from 59.7 in
May to 56.2 in June, a drop
of 3.5 percentage points
(www.ism.ws). Even leading
stock analysts, who have been
predicting a relatively easy
implementation, say “hike
#3 may be tougher-thanexpected.”3
We also challenge assertions
in industry reports suggesting
that this increase is justified
continued on page 46
BOXSCORE
45
The Final Score
continued from page 45
because previous price
increases occurring in
January and April have been
passed through to the box
market “with relative ease.”
According to the June Forest
Products Monthly published
by Equity Research Associates,
linerboard prices have
increased at a far greater rate
than national average box
prices, suggesting that this
is not a case of the end-use
market being easily able to
absorb these increases.4
This third increase is rightfully
calling into question the
pricing activities of the major
companies. During the years
1994-1995, six price increases
in the span of 18 months
pushed containerboard to
a then-unheard-of peak of
$525-535/ton. These actions
rightfully caused corrugated
users to seek alternative
packaging and reduce
their corrugated purchases
– witness the growth of
returnable plastic container
use in the mid-1990s. A far
more serious result was an
inventory collusion allegation
and subsequent class action
lawsuit brought by the
corrugated industry’s customer
base that cost containerboard
makers over $210 million in
settlements. 5
46
BOXSCORE
The corrugated and
containerboard industries
have recently invested heavily
in the successful telling of the
sustainable corrugated box,
documenting its life cycle
and proving again that it is an
environmentally sustainable
packaging choice – something
we have all known and are
proud to tell.
It is therefore unfortunate
that the integrated producers,
with their capacity control and
pricing actions, are negating
this good message and once
again putting the integrity
of our corrugated packaging
business on the line.
Steve Young
President
AICC
AICC Market Conditions Survey, June 2010
1
2
Ibid.
Mark Wilde, Deutsche Bank, Dr. Paper’s Pulse
on Paper, Tuesday, July 6, 2010
3
4
Equity Research Associates, Gibsons, BC,
Canada, Forest Products Monthly, June 2010
5
United States District Court for the Eastern
District of Pennsylvania, as reported in
Official Board Markets, September 14, 2002.
717-898-2549,