Johnny Cram

Veritiv vs Stephen Gould: Battle of the Packaging Titans Two leaders in the packaging industry—Veritiv Corporation and Stephen Gould—bring distinct strengths to the table. Here’s how they stack up: Veritiv Corporation • 💼 5,000 employees, $6.9B annual sales (2021) • 🌍 Strengths: Diverse product offerings and 95 global distribution centers ensure broad reach and efficient service. • ⚠️ Weaknesses: High debt levels and limited proprietary patents may hinder financial flexibility and innovation. Stephen Gould • 💼 960 employees, $940M annual sales (2021) • 🌍 Strengths: Renowned for customized, innovative solutions and a personalized approach, even on a global scale. • ⚠️ Weaknesses: As a private company, accessing capital can be a challenge, and scaling personalized service may strain resources. What Sets Them Apart? Veritiv thrives on scale, offering diverse solutions to multiple industries, while Stephen Gould focuses on innovation and tailored designs for niche markets. Future Opportunities: • Veritiv: Invest in proprietary technologies to reduce reliance on commodity products. • Stephen Gould: Expand into emerging markets using design expertise to tackle unique challenges. Both companies can dominate by enhancing specialized packaging departments, leading to higher profits, stronger customer loyalty, and a sharper competitive edge. ‼️Stay tuned for a detailed comparison on Monday to uncover the secrets of these companies. See you soon! Veritiv Corporation, Stephen Gould

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🌟 𝗔𝗹𝗲𝗿𝘁 𝗣𝗮𝗰𝗸𝗮𝗴𝗶𝗻𝗴 𝗥𝗲𝘀𝗲𝗹𝗹𝗲𝗿𝘀𝗅 𝗧𝗵𝗲 𝗣𝗼𝘄𝗲𝗿 𝗼𝗳 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 𝗶𝗻 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗻𝗴 𝗣𝗿𝗶𝗰𝗲 𝗔𝗿𝗲 𝘆𝗼𝘂 𝗾𝘂𝗼𝘁𝗶𝗻𝗴—𝗼𝗿 𝗮𝗿𝗲 𝘆𝗼𝘂 𝘀𝗲𝘁𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 𝘁𝗮𝗯𝗹𝗲 𝗳𝗼𝗿 𝘀𝘂𝗰𝗰𝗲𝘀𝘀? Here’s the truth: The strength of your customer relationships determines whether you’re earning 5% margins or 35%. Today’s packaging resellers are too focused on quoting prices without laying the groundwork to position the sale as a win-win for both sides. But here’s the problem with a “quote-and-hope” approach: ❌ You’re competing solely on price, leaving your value out of the equation. ❌ You’re missing the opportunity to position yourself as a trusted advisor. ❌ You’re stuck in the commodity trap, offering the same products at the lowest possible price. Strong customer relationships are the key to escaping the price war and negotiating higher margins. Here’s why: ✅ Trust Leads to Influence A solid relationship means the customer trusts you and values your input. That trust allows you to steer the conversation toward value instead of price. ✅ Solutions, Not Discounts When your customers see you as a partner, they’re more interested in how you solve their problems—not how low your price can go. ✅ Position the Sale Setting the table before negotiating ensures that both parties see the deal as a win-win. It’s not about squeezing pennies but delivering value that benefits both sides. ✅ Long-Term Loyalty Strong relationships lead to repeat business, higher margins, and a loyal customer base that isn’t shopping around for the cheapest quote. 𝗛𝗼𝘄 𝘁𝗼 𝗦𝗲𝘁 𝘁𝗵𝗲 𝗧𝗮𝗯𝗹𝗲 𝗳𝗼𝗿 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 1️⃣ Focus on the Customer’s Pain Points Before you start, please understand their challenges. How can your specialized packaging solutions solve problems they didn’t even know they had? 2️⃣ Articulate Your Value Show how your expertise, innovative solutions, and reliable service go beyond the product and directly impact their success. 3️⃣ Negotiate From a Position of Strength A trusted relationship gives you the confidence to stand tall on pricing—because the customer sees your value. 4️⃣ Make It a Partnership Position every sale as a mutual win. Highlight how your specialized packaging solutions create efficiency, reduce costs, and increase value for them—while delivering profitability for you. 💡 𝗔 𝗤𝘂𝗼𝘁𝗲 𝗜𝘀 𝗝𝘂𝘀𝘁 𝗮 𝗡𝘂𝗺𝗯𝗲𝗿—𝗔 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽 𝗜𝘀 𝘁𝗵𝗲 𝗗𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝗰𝗲 𝗕𝗲𝘁𝘄𝗲𝗲𝗻 5% 𝗮𝗻𝗱 35%. Leadership of Packaging Resellers: Are your reps focused on building relationships that set the table for success, or are they stuck quoting without strategy? The answer could be costing your business millions in lost margins. 📩 Let’s discuss how a Specialized Packaging Department can transform your approach, equip your team with value-driven solutions, and help you negotiate from a position of confidence and strength.

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Does your product have Shelf-Ready Packaging (SRP)? If not, then you 𝐧𝐞𝐞𝐝 to keep reading 👇 Take a look at a few reasons why you should make the switch to SRP below.

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Have you submitted your product packaging data to Scrapp so that consumers will know if your packaging is recyclable wherever they are? This is Mikey Pasciuto and he is a co-founder of this great business and they are doing amazing things. Check out this latest episode of Sustainable Packaging Podcast with Cory Connors #sustainablepackaging

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Part 2: Charting a New Course Where Should They Focus Instead? 1. Developing a Specialized Packaging Strategy Managers need to prioritize high-margin, specialized packaging solutions. This includes custom designs, sustainable options, and niche products tailored to specific industries. By equipping their teams to sell these solutions, they can significantly increase profitability. 2. Investing in Sales Training Comprehensive training programs can transform sales teams from order-takers to consultative sellers. Teach them how to identify customer pain points, pitch solutions, and close deals that deliver real value. 3. Building Long-Term Relationships Shift the focus from transactional sales to building partnerships. Encourage your team to invest time in understanding customer needs and positioning your company as a trusted advisor. 4. Leveraging Technology and Data Use CRM tools, sales analytics, and market research to identify trends, track performance, and guide strategy. Data-driven decisions lead to more effective sales efforts and better customer targeting. 5. Empowering Sales Teams to Take Risks Foster a culture of innovation by encouraging your team to explore new opportunities, pitch bold ideas, and step out of their comfort zones. How Can Managers Improve and Chart a New Course? 1. Rethink Success Metrics Focus on profit margins, customer retention, and market expansion—not just revenue targets. 2. Align Incentives with Strategy Reward sales reps for selling high-margin products and building long-term relationships, not just for closing deals. 3. Create a Specialized Packaging Department Establish a dedicated team to develop and sell customized solutions. This can open new revenue streams and differentiate your company from competitors. 4. Stay Ahead of Trends Keep up with industry innovations like sustainable materials, automation, and e-commerce packaging needs. Leading the market means adapting before competitors do. The Opportunity for Leadership Packaging reseller management and sales managers have the power to transform their businesses. By moving beyond outdated practices and embracing specialized solutions, training, and data-driven strategies, they can grow sales, skyrocket profit margins, and set their companies on a path to long-term success. The question is: Will today’s leaders step up and embrace change, or will they continue down the path of mediocrity? #PackagingSales #Leadership #SalesManagement #SpecializedPackaging #Profitability #BusinessGrowth #Innovation

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I feel the need, the need for speed! It's an old quote, at this point, but if you work in the world of fast-moving consumer goods, it is more important than ever. At Admiral Packaging, we have a mission. Our job is to help our clients outperform their competition, by allowing them to react quickly to the opportunities that the market presents. When that big-box retailer says that you need to get me product in weeks, can your supply chain react? At Admiral, everything we do is set up around a desire to say yes! If the need for speed is important to you, if you are looking for a real wing man, and if you want to outperform your competition with your ability to say yes, we should be talking. #FlexiblePackaging #Service #Quality #Solutions

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‼️ Part 2: How Packaging Salespeople Can Turn It Around What Should They Be Doing Instead? 1. Shift Focus to Specialized Packaging Specialized packaging—like custom designs, sustainable solutions, and industry-specific products—commands higher margins and creates stronger customer loyalty. Salespeople should prioritize identifying opportunities for these products and presenting them as solutions to customer problems. 2. Be Proactive Stop waiting for customers to come to you. Research industries, identify potential pain points, and reach out to prospects with tailored solutions demonstrating your value. 3. Sell Solutions, Not Products Customers want partners who understand their challenges and offer creative solutions. Spend time learning about your clients’ operations and propose packaging options that save them money, improve efficiency, or enhance their brand. 4. Value Over Price Shift the conversation away from price by emphasizing the value your packaging solutions bring. Higher performance, sustainability, or custom designs justify higher costs and lead to better margins. 5. Invest in Education Stay ahead of the curve by learning about new packaging technologies, materials, and trends. A well-informed salesperson is better equipped to sell high-margin, specialized products and stand out. How Can They Improve and Skyrocket Sales and Margins? 1. Build Relationships, Not Transactions Focus on creating long-term client partnerships by consistently solving their problems and adding value. 2. Leverage Technology Use CRM tools, data analytics, and digital platforms to identify opportunities, track performance, and stay organized. 3. Develop a Niche Expertise Become the go-to expert in a specific packaging area, such as sustainable solutions, temperature-controlled packaging, or custom designs. 4. Stay Curious and Creative Don’t be afraid to ask questions, explore new ideas, and propose bold solutions. Customers appreciate salespeople who think outside the box. The Path to Success Packaging sales doesn’t have to be a grind. By shifting their focus to specialized solutions, becoming proactive problem-solvers, and prioritizing value over price, salespeople can grow their sales, skyrocket their profit margins, and create a more fulfilling career. The packaging industry is full of untapped opportunities. The question is: Will today’s salespeople step up to seize them? #PackagingSales #SpecializedPackaging #SalesGrowth #PackagingIndustry #HighMargins #SalesSuccess #Innovation

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Part 2: How to Improve Company Performance in 2025 What Aren’t They Doing That They Should Be? 1. Embracing Specialized Packaging Resellers need to shift focus to high-margin, value-added packaging solutions that solve specific customer problems. This includes custom designs, eco-friendly options, and niche products tailored to unique industries. 2. Investing in Sales Training (Packaging Industry Specific Sales Training) Equip sales teams with the tools and knowledge to identify opportunities, position themselves as problem-solvers, and confidently sell specialized solutions. 3. Building Supplier Relationships Partner with top-tier, specialized packaging manufacturers to offer superior quality and innovative products that competitors can’t match. 4. Proactively Identifying Customer Pain Points Engage customers in meaningful conversations to uncover hidden challenges and offer tailored solutions—not just products. 5. Leveraging Technology Adopt modern CRM systems, analytics tools, and digital platforms to streamline operations, enhance customer experience, and gain a competitive edge. How Can Packaging Resellers Improve in 2025? The path to success requires a fundamental shift in mindset: • Focus on Value, Not Price: Stop competing solely on cost and offer solutions that justify premium pricing. • Create a Specialized Packaging Department: This will allow resellers to diversify, attract new customers, and generate higher margins. • Commit to Sustainability: Customers increasingly demand eco-friendly packaging. Make it a priority to offer sustainable options that align with market trends. • Train, Train, Train: Invest in your team to ensure they can sell consultatively and understand the complexities of specialized packaging. • Innovate Continuously: Stay ahead by exploring emerging packaging technologies and solutions that set your business apart. The Time to Change Is Now 2025 is the year for packaging resellers to step up. By embracing specialized packaging, investing in their teams, and prioritizing value over price, they can break free from the commodity trap and build a thriving, sustainable business. The question is: Are you ready to adapt and grow, or will you keep struggling to survive? #PackagingResellers #SpecializedPackaging #SalesGrowth #PackagingIndustry #Leadership #Sustainability #BusinessInnovation

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Part 1: What’s Wrong with Today’s Packaging Reseller Companies? The packaging industry is evolving quickly, but many packaging reseller companies struggle to keep up. Stagnant sales, razor-thin margins, and a growing reliance on commodity products have left countless resellers wondering why they can’t seem to grow or compete effectively. The truth? The packaging reseller model is broken—and it’s time to change. 1. Over-reliance on Commodity Packaging Most packaging resellers focus heavily on selling commodities like corrugated boxes, tape, and bubble wrap. While these products are essential, they are also highly commoditized, leading to relentless price wars. Customers shop around for the cheapest supplier, eroding margins and leaving resellers stuck in a never-ending race to the bottom. 2. Lack of Differentiation Many resellers fail to stand out in a crowded market. They offer the same products, the same service levels, and the same approach as everyone else. This lack of uniqueness makes building long-term customer loyalty or command premium pricing nearly impossible. 3. No Investment in Specialized Packaging Specialized, high-margin packaging solutions like custom designs, temperature-controlled packaging, and sustainable options are in high demand. Yet, many resellers lack the expertise, supplier relationships, or courage to venture into this space. As a result, they miss out on lucrative opportunities. 4. Failure to Solve Customer Problems Resellers often operate as order-takers rather than solution-providers. They react to customer needs instead of proactively identifying pain points and offering innovative solutions. This mindset limits growth and keeps them stuck in transactional relationships. 5. Poor Training and Support for Sales Teams Many sales teams are ill-equipped to sell anything beyond essential products. They struggle to differentiate themselves and close high-margin deals without proper training in consultative selling or specialized packaging. Why Are Packaging Resellers Struggling? • Market Saturation: The packaging industry is flooded with resellers offering the same products at increasingly lower prices. • Customer Expectations: Buyers now demand customized, sustainable, and innovative solutions that many resellers are unprepared to deliver. • Technology Gaps: Resellers relying on outdated processes and technologies are falling behind competitors who invest in digital tools and automation. Thank you for reading Part 1! In Part 2, we’ll share actionable strategies for 2025: embracing specialized packaging, driving innovation, training teams, and prioritizing sustainability. Stay tuned – practical solutions are coming in a few days!

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As a brand owner, it is critical that you can respond to the opportunities that the market creates quickly. Having a co-man and a primary packaging supplier that can quickly react to those opportunities is the difference between you getting that shelf space, or your competitor getting it. At Admiral Packaging, we operate with a very clear mission: to help our clients win in the marketplace. We do this through the fastest, most flexible, and responsive go to market capabilities in the flexible packaging industry. Everything we do is set up to say yes to the market's ever-changing needs. If your flexible packaging supplier is a bottleneck, or if speed to market is vital to your success, give us a call. Let's have a conversation! It's not just what we do; it is who we are! #speedtomarket #flexiblepackaging #service #quality #solutions

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🎉 𝗛𝗮𝗽𝗽𝘆 𝗡𝗲𝘄 𝗬𝗲𝗮𝗿! It's the perfect time to reintroduce myself. I'm David Marinac, and my journey in packaging has been anything but ordinary. Starting as a struggling packaging reseller without training, I discovered my passion for solving packaging pain points to stand out and be taken seriously. I've been in more factories looking at leaking oil belts or high-temperature parts washers, even chocolate factories and a company making ready-to-eat bacon for all Wendy's restaurants. 24 hours a day, cooking and packaging bacon....uggh. My breakthrough came when I tackled an "impossible" challenge at The Hoover Company, creating a solution that saved their vacuum cleaners and transformed my career. From a no-name "packaging guy" to selling Hoover over $5,000,000 in specialized packaging in a 2-year span, this experience taught me the power of: 🔴 Getting past gatekeepers 🔴 Finding the real decision-makers 🔴 Uncovering packaging pain points 🔴 Flushing out how much the problem was costing the customer (𝗸𝗲𝘆) 🔴 Asking pertinent questions (like what have you tried before) 🔴 Building partnerships with suppliers (not being a jerk like many resellers) 🔴 Finding specialized, high-margin solutions 🔴 Never giving up, regardless of how "impossible" it was Over 25 years, I’ve mastered identifying packaging problems and partnering with global suppliers to deliver unmatched solutions. This approach has helped companies like Koehler, Nestlé, and Xerox while I've eliminated competition with other packaging companies with much deeper pockets. Today's packaging reseller is ill-equipped to locate and find packaging pain points. Ownership and leadership of packaging resellers have neglected their reps for years and now find themselves fighting with every other packaging reseller over the same commodity packaging because they never specialized; they don't know how to find superior suppliers and how to position the solution to maximize profit margin while genuinely helping the customer (win/win). As a result, countless opportunities go untapped with pkg reps walking right past them at existing customers! Yikes! My mission is to reignite the purpose and passion of today's packaging resellers by teaching them how to uncover and solve real problems, create value, and build lasting partnerships. Regardless of the material structure or style, it's about helping the customer (not paper vs plastic or plastic vs aluminum, etc). Through specialized training and outsourced solutions, I’m helping packaging resellers redefine their businesses for long-term success. Let’s connect and reshape the future of packaging together! 💡 #packagingresellers #specializedpackaging #packagingpain

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How do peel and reseal labels benefit your packaging? Portability, ease of use, and microwavable adhesive offering are just the start! Check out more about peel and reseal labels at Inland Packaging by following here https://lnkd.in/gngNqxSa #Inland #labels #packaging #peel #reseal

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This is a great article with real world examples of how our integration sets TransPak apart and why it's so important!

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New labeling rules are coming out and will be enforced in about 18 months. Now is the time for companies to make sure their labels are meeting the requirements to be compliant. Labels need to share a lot of information, and that’s a heavy lift for this valuable real estate on your product. If you have a product that has new labeling requirements and you’re stuck about how to include all that information, reach out to PrintFlex. We work with extended labels regularly to make sure the right information can be shared. #PrintFlex #Labels #LabelRequirements #CompliantLabels

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Excited to share our latest blog post about the fascinating journey of folding carton manufacturing! Discover how innovative design and efficient processes come together to create the perfect packaging solution. From die-lines to die-cutting, learn all about the steps that transform a concept into a tangible product. Read more about the process and the unique advantages of folding cartons below! #Packaging #Secondarypackaging #Design #Innovation #Sustainability #FoldingCartons #JohnsByrne

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2024 wasn't just another year. It was a testament to what happens when you get radically honest - with yourself, your customers, and your calling. At Associated Packaging, Inc. I discovered something profound: the best sales strategy is authenticity. Every automation project, every customer relationship, every "WIN THE DAY" moment traced back to one fundamental truth - genuine connections matter more than any sales technique. My top moments: ▪️Rediscovering Myself: 60 Months Sober "I had to rediscover who I was. I'm still discovering who I am today. 43,800 HRS - 1,825 Days - 60 months sober." https://lnkd.in/gdQ8Nbs8 ▪️365 Days Transforming Packaging Solutions "I wake up every single day full of energy. I get to do what I'm passionate about: solving problems, improving processes, helping customers." https://lnkd.in/gqYKrRSa ▪️Faith as My Foundation "Our Creator had this story written long before we knew what would be on the pages." https://lnkd.in/gF3S_jPg Last year, I learned that success isn't about the deals you close - it's about the lives you impact. Whether helping businesses optimize packaging or supporting someone through their #sobriety journey, every interaction is a chance to serve. 2025 isn't just another year. It's another opportunity to prove that when you lead with authenticity, faith, and relentless commitment, extraordinary things happen. To my Associated Packaging, Inc. team, my customers, and everyone fighting their own battles: keep showing up. Keep pushing forward. Your breakthrough is closer than you think. DO THE WORK. #SalesPro #Packaging #sales #discipline #habits #coaching #Transformation #LinkedInRewind #Coauthor #2024wrapped #WorkHardPlayHardwicks #WINTHEDAY

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