CTD Spring 2016 - FINAL

Sales & Ops: Finding New Clients p4
HR Update: What’s the Score on New Overtime Rules? p10
Distributor Profile: The BoxMaker p14
A Quarterly Publication for AFFLINK
Members and Suppliers
Spring 2016
What’s Missing?
Supply Chain Planning in 2016

1spring 2016
What’s Inside
New Suppliers/Members . . . . . . . . . . . . . . . . . . . . . . . . 2
Sales & Operations: The Value of Attending Summit . . 3
HR Update: Overtime Rule Changes? . . . . . . . . . . . . 10
Cover Story: What’s Missing? . . . . . . . . . . . . . . . . . . . . 12
Distributor Profile: The BoxMaker . . . . . . . . . . . . . . . . 14
Supply Chain . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
Supplier Profile: ID Images . . . . . . . . . . . . . . . . . . . . . . 20
Emerging Executives . . . . . . . . . . . . . . . . . . . . . . . . . . 22
Preferred Service Providers . . . . . . . . . . . . . . . . . . . . . 26
Member Brands . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30
AFFLINK Academy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31
Sustainability . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32
Awards, Accolades & Anniversaries . . . . . . . . . . . . . . 34
Meetings & Events . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36
Community Involvement . . . . . . . . . . . . . . . . . . . . . . . 38
Connect . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Back Cover
From the Corner Office…
A
s an organization, our vision is to create
programs and services that make us essential
to the success of our stakeholders. “Linking”
each of these together is how we accomplish this
goal on a daily basis, and consequently, how we drive
value in the supply chain.
At no time in our history has this phenomenon
been more apparent than right now. As many of you
saw at the National Planning Meetings in January,
in 2016 we will be “bridging many gaps” in order to
make our stakeholders successful. We believe this
theme is particularly apropos this year, because that’s
exactly what we’re doing!
Think about ELEVATE, and how we’re attempting
to bridge the gap between the way new Millennial
shoppers are procuring products and the way our
Members and Suppliers are trying to reach them.
This is something that we will work to improve as
we continue to push ELEVATE forward in the
marketplace this year.
In addition, we’ll be
doing more to connect the
generations of our businesses
with the Emerging Executives
committee and sparking
dialogue with our key Supplier
partners at Summit and the
Board meetings to share expectations and create
stronger relationships together as well.
It’s already shaping up to be a fantastic year,
and we are excited to see where 2016 takes us as
a group. One thing’s for sure – you can always count
on AFFLINK to never sit still and lead the way to
help grow and differentiate our Members’ and
Suppliers’ businesses.
I hope 2016 is off to a great start for each of
you, and I look forward to catching up with you
personally either in Ireland at New Latitudes 11
or at Summit in Toronto!
‘Linking’ each of
these together is
how we accomplish
this goal on a
daily basis…
Sincerely,
Dennis
Dennis Riffer
President

connecting the dots2
New Suppliers
ECORR IP, LLC., DBA “ECORRCRATE"
FORDIS, a Division of Unisource Canada
Malpack Corp.
Minigrip LLC., DBA “FANTAPAK”
QSPAC
Dreumex, USA Inc.
(Formerly National Towelette)
New Members
AmeriSource Industrial Supply
AMW Packaging
Inlander Brothers, Inc.
Myers-Cox Company
New Suppliers
Members
Associate Updates
New Associates
Shannon Mitchell
Meredith Toflinski
Josh Williams
AFFLINK Employee
of the Quarter
BO HINES • Customer Care
Bo consistently provides
exemplary customer service to
our Member Brands customers.
Bo does many things outside
of his primary job duties in
Customer Care, such as take on
the responsibility of our Member
Brands Shopfront platform to
ensure its readiness for the
membership. Bo’s can-do attitude and work ethic
make him such a pleasure to work with. He is truly an
asset to AFFLINK.
Our interactive presence
starts with a handshake
At RDA Advantage, we believe the latest technology is important, but it’s not the backbone of your
success. Through personalized attention and service, proactive communication and a complete
understanding of your needs, you can be certain that our member companies are providing you
with the best products at the best prices every day. You can’t get that from a website. And anyone
who says you can isn’t taking your business as seriously as we do.
Are you working with an RDA Advantage member?
Visit www.rdaadvantage.com/members to find one in your area, today.

3spring 2016
Sales & Operations
Summit is the time to work ON your business.
There is a disproportionate amount of time spent working
IN business these days. Consumed by the details and tasks
of our businesses, from finance to personnel, inventory issues,
sales presentations, follow-ups and the endless human resource
and insurance discussions, the ‘blocking and tackling’ duties of
our business days leave little time for working ON our businesses.
Decisions that once were handed off to subordinates now
command the CEO/Executive for input, leaving little time
for big thoughts, creative ideas and blue skies.
The ON our business is strategy sessions. The ON our business
is networking with peers and discussing the ‘what if’ scenarios.
The ON our business is the time spent away from daily duties
and taking a look forward to where we want our businesses to
be in years to come. The ON our business is strategizing with
suppliers and AFFLINK Vertical and business leaders to develop
next generation plans. The ON our business is discussing ways
to take better care of our customers and be better partners
with them.
Summit is the place to work ON your business. We fill our
event with senior executives from the supplier and distributor
communities. We create an atmosphere to build strategy for
the years to come.
Summit sequesters the best minds in manufacturing and
distribution industries. Team AFFLINK, I.T., Vertical Leaders,
Member Development Managers, Business Development Managers,
Marketing and Executive Staff, is on hand to facilitate those
discussions that can take your business to the next level and
support building stronger partnerships with our customers.
Over these next few weeks, Team AFFLINK will be reaching
out to discuss your objectives for Summit. We are excited to be
of service and look forward to working with you and your team
members to create programs that will focus ON your business.
The time that you invest in Summit will pay dividends for many
years to come. We look forward to hosting you this June in Toronto
and working ON business together.
The Value of
Attending Summit
By MARK BOZICH
Vice President Business Development, AFFLINK
Supplier Experts
First Class Speakers
Your AFFLINK Team

Sales & Operations
Knock on more doors. Make more phone
calls. Sell more. Increase your margins.
Sales managers everywhere are asking sales
people to work harder in today’s difficult
environment. There are more companies with
deeper pockets getting into our business. We
expect our sales team to maintain or grow
sales with the same selling skills that made
them successful in the past. I have news for
you - times have changed. The doors don't
open anymore when you knock. The phones
don’t answer, and sales and margins aren't
growing. Do you help teach your sales force
how to change this or do you just say, "go
hunt and bring back kill".
Thirteen years ago I began attending classes
at a National Sales training organization, which
has drastically changed my approach to sales.
I had heard for years in these classes about
referrals and introductions. I never paid much
attention and just decided to work harder the
old fashion way by knocking on more doors
and making more phone calls.
Last year, during a training class, the idea of
asking for introductions caught my attention,
so I began to dig deeper into it. I listened to
the recordings on it, read articles, and started
to try it when I was out in the field. What I
found blew me away and has changed the
way my entire team prospects. I didn't create
what I am about to share about introductions
(David H. Sandler did), but I have fully
embraced the concept and have seen its
power. It’s uncomfortable at first, but it works!
It’s time to start working smarter, not harder.
WHO TO ASK
The idea of a referral or introduction starts with
approaching someone you know who values
what you do. This may be a current client, a
friend, a family member, your accountant, or
even a prospect that told you to hit the road.
This person understands the value you can
provide to a client like them even if he/she
doesn’t feel it is a fit for them. The conversation
goes something like this (current client):
HOW TO ASK
ME: "Jim, we have known each other for
several years. How are we doing for you?"
JIM: "Wonderful. Your company is the best
supplier I deal with. You bring real value to
my company."
ME: "Thanks Jim. I really appreciate that. You
and your company are true partners. Jim, one
thing I’ve struggled to do in the past, and I’m
really working on this year is to ask my clients
that value what I do if they know anyone in
their circle of influence that could benefit
from what I have done for them. Can you
think of anyone?"
JIM: "Hmm. Let me think."
ME: "Jim, before you think too hard, let me
help you by explaining the type of clients we
have been able to help. They are decision
makers like yourself. They are usually at
schools, healthcare facilities, or manufacturing
Finding New Clients is Easy…
If You Make Yourself Uncomfortable
By MICHAEL WEISS

5spring 2016
Sales & Operations
facilities and struggle with budgets, are
frustrated with lack of communication from
suppliers, or are seeking new ways to make
their lives easier."
JIM: "Actually my brother Bob works over at
The Smith Company and could probably use
some help. Why don't you give him a call?"
ME: "Great. I will definitely do that and
appreciate you mentioning him. Jim, what I
have found that is really helpful is that when
someone like yourself refers me to someone
like you brother, Bob, is if you would either
give your brother a call or the next time you
see him mention my name. Tell him how we
work together and how my company has
helped yours. I have found that when this
happens, the person is much more likely to
take my call."
JIM: "Well that makes sense. I will actually
see him tonight at dinner. I’d be happy to
have that conversation with him. You have
been very helpful to me over the years and
I would be honored to help you grow your
network of clients."
ME: "Thanks Jim. Would it be ok if I gave you
a call, say next Monday, to see what Bob said
and if he would be willing to take my call?"
JIM: “Monday sounds good. Talk to you then."
ME: "Thanks Jim. I really appreciate your help
and our partnership."
And that’s it. You now have a client who
values what you do, out opening doors
for you.
There are a few things I should point out
about this role-play before we continue:
1. People like to help people and that is
why the struggle in the beginning is so
important. Explain to them this has been
hard to do and you have made it a goal.
2. Don't just take a name and number (level
2). You need them to make the introduction
for you (level 3) or introduce you in person
(level 4).
3. People will have a hard time coming up with
someone if you don't help them by painting
the picture of who you are looking for.
4. If they can’t think of anyone tell them it’s ok.
Ask if you can revisit this request sometime
down the road. They may just call you back
with a reference once they had time to think.
5. Help your person with what to say to the
prospect when they call. Give them the
script so the correct information is relayed.
6. Set a date to call the client back and see
what the prospect said. Is the prospect ok
with you calling?
LEVELS OF REFERRALS/INTRODUCTIONS:
Now that we know how to ask for an
introduction, let’s look at the 4 levels of
referrals & introductions:
1. Cold Referral – "My brother, Bob, works at
the Smith Company. You should call him."
Your chance of landing the business with a
cold referral is 10%.
2. Warm Referral – "My brother, Bob,
works at The Smith Company. Call him at
555.676.8765 and tell him you know me."
The close rate is 30%.
3. Introduction – Person makes a call or talks
about what you do in person with prospect.
Asks them if they will take your call." (This is
the example above). The close rate is 50%

Sales & Operations
4. Warm Introduction – Jim: "Actually my
brother, Bob, works downstairs in shipping.
Let’s walk down there and I’ll introduce you
and tell him what we have done together."
This is the ultimate introduction and gives
you a 90% chance of closing.
You should only accept level 3 and 4
referrals/introductions. Offer to write the email
that they will send to the prospect if they don’t
feel comfortable doing it themselves. They can
either forward on or make changes.
HOW TO MAKE THE CALL
Once you have called your client back and you
have the green light to call the prospect, here is
what you say:
ME: "Hello Bob, this is Michael from Weiss Bros.
I’m not sure if my name rings a bell, but your
brother, Jim, suggested I give you a call."
BOB: "Hey Michael. Yes, last week Jim
mentioned you work with him and have been
very helpful. He said you would be calling."
ME: "I really appreciate Jim mentioning me.
We have worked together for several years
and we have a great partnership. He said that
you may have some challenges and thought I
might be able to help. The purpose in calling is
to see if you would invite me in for a 30-minute
conversation to see if I can help in any way."
BOB: "Absolutely. I am having some issues
right now and I’d love the help if you can
provide it. How does next Tuesday around
11am work?"
And that’s it. That’s how you make the
introduction phone call to the prospect. Does
that look like a cold call to you? Does it look
a whole lot easier than walking into a building
and asking the gatekeeper if you can talk to
the decision maker for shipping supplies?
WATER THE TREE
It is very important to "Water the Tree" after
you have met with the prospect. You must do
one of the following: send a hand written note,
send an email, or make a call to the client that
introduced you. Thank them and tell them how
the call went. If it went well, let them know the
two of you are moving forward. If it wasn't the
right fit and the answer was no, thank them for
the introduction. They will want to know and
they may just try to find another introduction
for you.
HOW TO ASK A CLIENT WHO JUST TOLD
YOU “NO, YOU’RE NOT A FIT”, FOR AN
INTRODUCTION.
DAVE: "Jim, I appreciate your time but we just
aren't the right fit."
ME: "Dave, I appreciate you sharing that with
me. We aren't a fit for everyone and I’m good
with that. I appreciate you being honest with
me. Before I leave, can I ask you a favor?"
DAVE: "Sure. Fire away."
ME: "Dave, one thing I’ve struggled to do in the
past, and I’m really working on this year, is to
ask people I meet if they know anyone in their
circle of influence who could benefit from what
I have done for them. Now that you know what
we do, can you think of anyone?"
And you continue the conversation just like
we did above with Jim. Just because you got
a no from the prospect doesn't mean the call
is dead. Try to get something out of it and you
may just surprise yourself with an introduction.
INTRODUCTIONS CAN COME FROM A LOT
OF PLACES
A few weeks ago I received an e-mail from a
lady who is a fellow chamber member. She
asked if we could meet so she could share with
me what she does (IT Consulting). I didn't think I
would ever need her services, but I invited her in.
We had a nice conversation and learned about
each other's businesses. During the conversation
she mentioned she had worked in IT at a large
manufacturing plant I had been trying to meet.
A few days later, I emailed her and asked if
she would introduce me to the decision maker
for what we offer. She knew what we did so
I figured asking could not hurt. She said she
would be happy to make the introduction and
continued on page 9

7spring 2016
Enhanced User Experience
• New interface is intuitive, consistent, and modern
• Shopfront is your “knowledge portal” for all things Member Brands
Find Anything
• Completely redesigned search provides more relevant results faster
• Cross Reference Tools and Cost Calculators Available
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• Everything is priced on Shopfront
online ordering platform is now available!
PMS 200 C
Visit my.AFFLINK.com today to learn more about YOUR Member Brands!
MemberBrands@afflink.com| 888.395.2206

9spring 2016
Sales & Operations
reach out to them to see if they would invite
me in. The next day she e-mailed that I should
call Jason Smith at 555-876-9876. I made the
call, Jason was expecting my call and we have a
meeting set up next week. This example shows
there are introduction opportunities everywhere.
I even received one from our accountant to
a local car dealership. I didn't even know he
worked with them.
Money Does Grow On Trees
If you Google “Rule 11 Money Does Grow On
Trees”, you can watch a short video explaining
this concept. Draw a vertical line down the
middle of a piece of paper. Next, draw a
horizontal branch off of the vertical line and
under it write the name of someone who
gave you an introduction. Connect a second
horizontal branch to the first branch and write
the name of the prospect. If that prospect
gave you an introduction draw another branch
off of the last one and write the name of that
prospect. You get the idea. Before you know
it, you will be growing an introduction tree
of your own. I like to draw mine with a black
marker and anytime I land a new client from an
introduction, I make that branch and company
name green.
REAPING THE REWARDS
Let’s assume we ask for and receive one
introduction a week. This is 52 per year. Above,
we determined that a level 3 introduction (the
minimum we should be asking for) closes 50%
of the time. Let’s assume that our average
client buys $20,000 in product each year
at a 25% margin. If we close 26 accounts
X $20,000, we just generated $520,000 in
sales or $130,000 in gross profit for the year.
If you don't believe the 50% (I certainly do),
let’s make it 25% which is 13 new accounts,
generating $260,000 in sales, and $65,000 in
gross profit. I bet if your sales team brought in
these numbers for new business, they would
shatter their sales goal for the year.
SEEING IS BELIEVING
Fellow AFFLINK members, the world is
changing quickly. The days of knocking on
cold doors and making cold phone calls is over.
People have less time and more responsibility.
They aren't interested in meeting with a sales
guy who showed up at the door unannounced
and wants to product dump. The sales tactics
and techniques that worked 10 years ago don't
work anymore. I share this information on
introductions because I have seen it work on
calls I have made, and have watched my sales
team have success using these techniques. You
and your reps should ask for introductions from
every customer you have. They want to help
you, and they value what you do.
LOOKING FOR INTRODUCTIONS?
LinkedIn is a great source for introductions.
• Search your connections and find people
who have second connections. They may
be a good source for introductions.
• Once you find one, email the person
you know and ask them if they know
the prospect you would like to meet.
• If they say yes, ask them if they will
introduce you to them. Would they
call or email the prospect, explaining
who you are and what you do?
• Follow up with your contact in a week
and see if the prospect is open to having
a conversation. If the connection is really
busy, you can even write the email for
them. Ask them to either forward it to the
prospect, or make changes as they see fit.
Michael Weiss is the Vice President of
Weiss Brothers, a long-standing AFFLINK
Member based in Hagerstown, MD. Michael
has volunteered his time to be part of
AFFLINK’s Emerging Executives and is
currently holding the role of Recruitment
Chair for that committee.

HR Need to Know
What Has Happened
to The Changes in The
New Overtime Rules???
I
n a previous edition of Connecting the
Dots I wrote about upcoming changes in
the laws governing the way we classify
jobs as exempt or non-exempt and the
resulting ways we had to handle overtime
pay for those considered to be non-exempt.
We said at that time we expected these new
rules to become effective early in 2016. That
obviously has not happened and we have not
been given a clear indication of when the rule
changes will take effect. We hear rumblings
of an announcement in July, but nothing
is certain at this time. Once the final rule
changes are issued they normally take effect
within 60 — 120 days. This means it could be
late 2016 or even early 2017 before we see
these changes implemented.
While we don’t have an exact date for the
new rules to become effective, there are
several things we do know. First, changes
are coming and they will be significant! The
minimum salary threshold to be classified
as non-exempt will rise dramatically. The
current salary threshold an employee must
reach to be overtime-exempt is $23,660.
The proposed rule seeks to increase that
level to $50,440. Based on the uproar from
employers during the comment period for
the new rules, the Department of Labor could
reconsider going that high. However, even if
they don’t raise the threshold to that level,
we can expect a dramatic increase. Next,
we know that these threshold increases will
automatically increase in the future. Moving
forward, the salary threshold will be tied to
an automatic escalator, to allow it to keep up
with inflationary forces. This is a first for the
overtime rules and eliminates the necessity
for lawmakers to get involved to increase the
limits. Finally, the timetable for implementing
this change could be impacted by the
upcoming presidential election. One can only
guess how strongly the current administration
will push such a controversial set of rules this
close to the election day. While employers,
business groups, and many legislators have
openly and vocally opposed the rule changes,
many legislators view the changes as
beneficial and a high profile issue to give their
campaigns a boost.
In the face of this uncertainty, what should
you, as an employer, be doing to prepare for
the inevitable changes? There are several
things you can do now to prepare for these
new rules.
DETERMINE HOW BIG THE ISSUE WILL BE
FOR YOUR COMPANY
The first thing to do is determine how many
of your employees have an annual salary of
less than $50,440. You also need to know
how many hours they are working now. You
shouldn’t assume that they only work 40
hours per week. If you don’t know, you might
consider tracking their time for a few weeks.

11spring 2016
MAKE PLANS FOR CONVERTING EMPLOYEES
FROM EXEMPT TO NON-EXEMPT
How will you determine the hourly rate of
pay for employees moving from exempt
to non-exempt? Can you simply take their
current annual salary and divide by 2080 (the
number of work hours in a normal year). Or
do you need to take into account the number
of hours in excess of 40 per week they were
working before? You will need to decide if you
plan for them to work a certain number of
overtime hours moving forward and take all
this into consideration when setting an hourly
pay rate. If you don’t plan on an individual
working overtime, you may need to reassign
tasks or even hire additional staff. You will
also need to review your benefit plans. Many
companies offer different benefits to exempt
and non-exempt employees. If this is the case
in your company, you need to determine
the impact that it will have on the affected
employees and any changes you want to
make to account for this.
KEEP YOUR EMPLOYEES INFORMED
You can assume your employees already
know about the upcoming changes, so don’t
be afraid to talk with them about it. Those
employees who will likely be reclassified
are probably anxious about the proposed
changes. It is not unusual for them to feel that
they are being demoted. Let them know that
the rules are not finalized yet and reassure
them that you will keep them informed.
Once we get word on the final rule
changes and the implementation dates,
I will be passing that information along.
In the interim, if you have questions, or
would like help preparing for the upcoming
changes, please contact me. The AFFLINK
HR department can help minimize the stress
and disruption of these changes by helping
you prepare. Also, watch for upcoming
webinars which will address this and other
pertinent employee issues.
HR Need to Know
Jack has worked for over thirty years in Human
Resources and Labor Relations, in both plant
manufacturing and corporate administrative positions
and in union and union-free environments. He has
experience with multi-location organizations, working
with facilities nationwide. Success throughout
his career is attributed to his belief in open
communications, fair treatment of all employees,
and treating all involved with dignity and respect.
Jack holds a Bachelor’s degree in Manpower,
Industrial Relations, and Organizational Behavior
from The University of Alabama. He is certified as a
Senior Professional in Human Resources (SPHR) and
a Society for Human Resource Management Senior
Certified Professional (SHRM-SCP).
Jack Trimm, Director of Human Resources
jtrimm@afflink.com • 800.222.5521, ext. 4108Jack Trimm

By MICHAEL WILSON
As seen in the latest issue of Supply Chain World Magazine.
Cover Story
2015is in the rear view mirror
and it’s time to look
ahead. While you certainly
want your supply chain planning to be
as detailed as possible, it probably won’t
contain everything and there will inevitably
be some things you didn’t see coming. So it’s
important to focus your efforts on the areas
that are most likely to have a big impact on
your business. Everybody’s talking about big
data and sustainability, but what else should
be on your 2016 supply chain plan?
1. STRATEGIC ALIGNMENT
Plenty of smart companies understand
that supply chain optimization is seen as a
competitive advantage, but some go even
further, incorporating supply chain leaders in
the strategic planning process. Rather than
reacting to strategic initiatives, and telling
executive management whether or how
something can be done, supply chains are
helping guide strategic planning from the
beginning.
2. TALENT DEVELOPMENT
Supply chain management is undergoing
rapid change. Talent development is going to
have to catch up. Tomorrow’s supply chain
leaders need to be strategic thinkers with
a strong understanding of technology and
analytics.
However, they also need to be supply chain
experts with the background to be able to
put mounds of data into context and derive
all of the relevant insights from it. One of the
What’s Missing?
3.
2.
1.
Share these tips with your customers in 2016.

13spring 2016
most important skill sets to have will be the
ability to sort through all of the big data and
to be able to identify what’s important and
what’s not, rather than getting distracted by
findings that are interesting but don’t drive
the business.
3. COLLABORATION
Many industry experts believe the supply chain
of the future will be built on collaboration, not
just with your own suppliers and distributors,
but horizontally, as well. This collaborative
model goes hand-in-hand with sustainability.
Strategically located collaborative warehouse
space – in other words, regional consolidation
centers – that are shared by multiple
manufacturers, for example, could reduce
both emissions and urban traffic congestion.
In rural areas, that collaboration could reduce
the incidence of roads filled with under-utilized
trucks. Instead of following your competitor’s
half-empty truck down the highway, you might
collaborate and share a truck. Collaboration
on that level would also require sharing of
information throughout the value chain.
4. DEMAND FLUCTUATION
MANAGEMENT
Predictive analysis is critical to strategic
sourcing, but it’s not enough. Your 2016 plan
needs to address business flexibility – your
capacity to adapt on the fly to changing
customer demands and business conditions.
If you’re forward-thinking and engaged
with your industry, your 2016 supply chain
planning undoubtedly covers all of that, and
more. But it’s equally important not to throw
the proverbial baby out with the bathwater.
Some “old-fashioned” metrics on strategic
sourcing are just as important as they ever
were: on-shelf availability, forecasting,
sourcing alternative suppliers, expanding
to accommodate new markets or products,
production capacity, distribution capacity,
lead times, contingency planning – and, of
course, cost control.
Cost control is one of those metrics that’s
been around forever, but it’s an area that’s
still rich with unexploited opportunities.
Most companies, from necessity, have done
a great job of getting their arms around
their direct costs, like raw materials and
capital expenditures. Few, however, have
given adequate attention to indirect costs.
From rent to pencils to health care to toilet
paper, those can add up. And because
those expenses tend to have such restricted
visibility, it can be tough to find and target
them for cost reductions. To make this year’s
supply chain planning process easier, try using
a strategic sourcing software like ELEVATE
that helps identify those hidden costs and
minimize your everyday spend.
Michael Wilson is AFFLINK'S Vice President of
Marketing and Communications. He has been
with the organization since 2005 and provides
strategic marketing programs that drive
business for AFFLINK Members and Suppliers.
Michael enjoys working with the Black Warrior
Riverkeepers Association, fly-fishing and
improving his cooking skills.

Distributor Profile
The BoxMaker is celebrating 35 years
of business this year, and business
for The BoxMaker means doing
something different: going above and beyond
not only as a packaging provider, but as a
partner to each and every client, from design
until fulfillment and final delivery.
A FOUNDATION OF INNOVATION
From the beginning, The BoxMaker was
poised for growth, and central to that was
a strong foundation of innovation. In 1981,
production began in a 12,000-sq.ft. Rent-
on, Washington box plant, and the team did
exactly what they said: they made boxes. By
1989, The BoxMaker was using every inch of
their current 67,000-msf facility in Kent, and
had acquired a packaging distribution with
locations in Oregon, making The BoxMaker
a multi-state packaging provider. Later
acquisitions included a flexo label business, a
foam fabrication business and more distribu-
tion locations in Washington State. Greenfield
expansion brought two more distribution
locations in the Pacific NW, and the newest
production division — Fulfillment Services.
Today, The BoxMaker’s five divisions come
together as the ultimate one-stop packaging
solution: corrugated — their original specialty
— foam, labels, fulfillment, and distributed
packaging/industrial supplies. They do
far more than just make boxes, and aren’t
stopping now. An integral force behind their
present day innovation has been expanding
digital capabilities by investing in state-of-the-
art digital packaging and printing equipment,
as well as implementing web-based processes
to improve efficiency for themselves and
their clients.
Aside from implementing lean best practices
in their own facilities, they began working
with AFFLINK to gain some footing on the
lean frontline and provide even greater value
to their clients moving forward in this digital,
web-based age.
ELEVATE
The BoxMaker team has made leaps and
bounds on the lean front for The BoxMaker
and their clients by integrating the ELEVATE
process. ELEVATE is a unique, web-based
process developed to help evaluate and
improve clients’ business processes. The
BoxMaker has set an example for their
clients, and many inquire as to how they can
streamline their own systems and reduce
costs. The BoxMaker utilizes the ELEVATE
process and their team of lean experts to help
clients implement packaging redesign, reduce
labor hours, eliminate excess equipment and
inventory, reorganize their supply chain, and
streamline overall throughput.
35 Years of Doing Something Different

Distributor Profile
FANTASTAPACK
As industry trends point to ecommerce
and web orders being a significant growth
opportunity, The BoxMaker didn’t stop at
ELEVATE. In 2015, The BoxMaker rolled out
a brand-new, fully-digital online packaging
experience — Fantastapack. Each Fantastapack
customer is given full freedom to create,
thanks to this revolutionary digital system.
Users can customize the size and shape of
their packaging, upload their own artwork,
pick their colors, and Fantastapack will ship
their final packaging, within 10 days of ordering,
guaranteed. Quantities start as low as 1 finished
unit and scale up to full box plant production.
Startup entrepreneurs and big brand owners
alike now have a single platform to test and
scale their big ideas. Innovation runs through
the veins of Fantastapack, where new products
are launched continuously. Recently, digital
labels were launched on the Fantastapack
website to compete with the big players.
The distinct advantage is being able to order
boxes and labels in one place with few clicks.
Simplicity reigns supreme in the Web2Print
market space.
THE BOXMAKER LEGACY
When it comes down to it, The BoxMaker is a
people-centered business, and they strive to
provide the best client and coworker expe-
riences alike. As a distributor, The BoxMaker
believes that creating meaningful and effec-
tive client experiences through innovation and
integration will continually provide value for
both partners and clients. Through ELEVATE
and the kick-start of Fantastapack, The Box-
Maker is leading the packaging industry into
the digital world to better serve clients and
inspire partners to do the same for 35 more
years, and then some.
To find out what The BoxMaker and
ELEVATE can do for your bottom line, visit
their website or contact them today:
www.boxmaker.com
info@boxmaker.com
425.251.5428
For high-quality, quick-turn customizable packaging, visit
www.fantastapack.com! For a limited time, Fantastapack
is showing some love to Connecting the Dots readers. Type
in AFFLINK at check-out to receive 10% off your next
custom packaging order!
15spring 2016

17spring 2016
We have now completed four very
successful Advanced Packaging/CPC
training programs. So far, we have trained 62
sales professionals, representing AFFLINK and
eleven of its Members. Of these participants,
46 have attained Certified Packaging
Consultant status.
The Advanced Packaging/CPC Training is
an application based sales training program
conducted by Mark Matthews of NuVision
Strategies. The curriculum covers the five major
product groups in Industrial Packaging Sales
(Corrugated, Stretch, Shrink, Protective Packaging/
Cushioning, and Tape), and includes hands-on
learning sessions, as well as sales role-play
opportunities. Each product module concludes
with an exam to assess comprehension of the
subject matter. Participants successfully
completing the exams in all segments are
conferred the designation of Certified Packaging
Consultant (CPC). This certification replaces
our previous designation as Certified Packaging
Specialist. The CPC certification exemplifies an
individual’s mastery of the body of knowledge
required of an experienced sales professional in
the Packaging marketplace.
Randy Foss, AFFLINK
Jesie White, AFFLINK
Derek Arnold, American Paper & Packaging
Andrea Islas, American Paper & Packaging
Leah Jones, American Paper & Packaging
Rick Loberger, American Paper & Packaging
Tina Verdin, American Paper & Packaging
Dave Heinemeyer, Carpenter Paper Co.
Kevin Nash, Carpenter Paper Co.
Jerry Biggs, Desantis Janitor Supply
Steve Kish, Desantis Janitor Supply
Rita Bagnall, Flex-Pac Inc.
Dusty Brown, Flex-Pac Inc.
Kindra Callahan, Flex-Pac Inc.
Dennis Chen, Flex-Pac Inc.
Bill Fisher, Flex-Pac Inc.
Mike Houser, Flex-Pac Inc.
Lori Knapp, Flex-Pac Inc.
Steve Pohorecki, Flex-Pac Inc.
Jeremy Bright, General Paper Goods Co. Inc.
Daniel Florence, General Paper Goods Co. Inc.
Kyle Florence, General Paper Goods Co. Inc.
Nate Tutas, Harder Corporation
Kevin Mcguire, Hartman Independent Co.
Nicole Anderson, Kyana Packaging & Industrial Supply
Richard Beile, Kyana Packaging & Industrial Supply
Chase Farrow, Kyana Packaging & Industrial Supply
Dan Brummel, Massco Inc.
Grover Cobb, Massco Inc.
Tim Marrs, Massco Inc.
Jason Sandy, Massco Inc.
Kristin Mason, R.V. Evans Co.
Shawn Beattie, SupplyOne
David Berger, SupplyOne
Jim Diel, SupplyOne
Chadd Ettline, SupplyOne
Andrew Glass, SupplyOne
Paul Goble, SupplyOne
Rick Hoffer, SupplyOne
Califf Lewis, SupplyOne
Milee Ramazinni, SupplyOne
Jeff Steiner, SupplyOne
Frank Thomas, SupplyOne
Stephen Webber, SupplyOne
Thomas Wegman, SupplyOne
Zach Ethridge, Thornton Brothers Inc.
Recognizing Associates
Who Have Received
Their CPC Certification
For more information on upcoming Advanced Packaging Training and Certified Packaging
Consultant Program, please contact Jack Trimm at (205) 344-4108 or by email at
jtrimm@afflink.com.
We Congratulate Each Of These Individuals Who Have Achieved CPC Status And
Look Forward To Great Success From Them In Their Packaging Sales Careers!

4 Game-Changing Supply Chain
Solutions You Absolutely Need
By RADHIKA DELAIRE
Not too many years ago, anyone who
wanted to know where a shipment
was had to pick up the phone and
call someone. It was a manual process with
limited visibility. Technology — from online
ordering to automated notifications —
changed all of that. Knowing where a shipment
is, when it will arrive, and whether there are
any problems is a given; it’s just the price of
entry. But there are plenty of supply chain
solutions that are pushing the envelope and
promising to be almost as revolutionary as the
Internet itself. Here are a few of the ones that
your supply chain should be considering.
Transportation Management
Systems (TMS)
Transportation Management Systems help
businesses plan and implement the best way
to get their goods — whether raw materials or
finished products — from one place to another
with the greatest efficiency and lowest cost.
A TMS goes far beyond route planning,
incorporating variables like changing fuel
costs, strikes, business closures, carrier
contracts, and even demand sensing. The
most sophisticated TMS supply chain solutions
offer embedded analytics along with more
traditional functions like integration with
payroll and scheduling systems.
TMS is a technology that is rapidly proving
its worth. In one survey of businesses using
the technology, 40% of respondents said that
freight costs would rise by 5-10% if they had to
give up their TMS, and 23% said costs would
increase by over 10%.
Machine Learning
Machine Learning is the next evolutionary
step in the realm of advanced analytics. Here’s
the key difference: In advanced analytics,
computer engineers design algorithms to
extract specific conclusions from the data
entered. With machine learning, algorithms
provide the framework, but the computers
figure out the “how” and “what” themselves.
(Think of the old analogy of giving a man a
fish vs. teaching him how to fish.) A good
example of how machine learning can provide
meaningful insights in a supply chain setting
is programming computers to scour big data
sets to find unexpected — and previously
unidentified — correlations that predict
demand and, therefore, aid in forecasting.
Advanced analytics supported by machine
learning is expected to become a benchmark
practice in the near future. In one survey
conducted by IBM, 92% of supply chain
executives reported that they plan to be using
the technology to inform decision making
within the next two to five years, vs. only 16%
who said they do so today.
The Internet of Things (IoT)
There’s a lot of buzz about the IoT on the
consumer end of things, focusing on every-
thing from smart cars to refrigerators that
manage your grocery list. But the impact may
be greatest in what’s being called the “indus-
trial internet” — in other words, the IoT has
the potential to provide supply chain solutions
that will revolutionize the manufacturing and
supply chain industries.
Distributor Profile

19spring 2016
The manufacturing and supply chain sectors
already understand and capitalize on the primary
benefit of the IoT: real-time visibility. The IoT,
however, with its network of connected
devices and sensors, will provide that visibility
even more quickly and, with minimal human
input, less risk of error. From the location of
materials to battery life to machine performance
and energy usage, the IoT will make visibility
seamless and automatic. It will also aid in
problem prevention and resolution. For
example, materials that require climate control
could be tagged with sensors that send out
alerts when the temperature nears the edges
of the optimal range. And one of those “alerts”
could even be to schedule maintenance for
the climate control equipment.
Strategic Sourcing Optimization Software
Technology that tracks and manages your
processes have been around for a while.
What’s new is technology that optimizes your
processes by analyzing your company’s habits,
trends, and business priorities to find waste,
highlight opportunities, and identify the supply
chain solutions that are most appropriate for
your particular facility. Think of this technology
as your college guidance counselor. It takes
an in-depth look at your operation, integrates
information you provide as to your busi-
ness practices and priorities, shows you your
strengths and weaknesses, and points you in
the right direction for achieving your procure-
ment goals.
Supply chain management is at a tipping
point. Technology is not only providing supply
chain solutions that are incredibly advanced,
those solutions are being rapidly adopted
throughout the industry. Increasingly, businesses
that don’t adopt these critical technologies will
be at risk for being left behind.
Scratched Floor?
No More!
Become one of our valued distributors
offering total floor care solutions to
your clients.
Flexi-Felt®
is trusted by thousands of
schools, hospitals, restaurants, universities
and churches. The government as well
as the US Armed Forces trust Flexi-Felt.
Stanley®
Black & Decker®
included
Flexi-Felt as a top quality product in
their new floor protection line.
Pierre Desmarais, VP-Sales
info@flexifelt.com • c. 613.796.4341
Innovation Engineering Group
42832 State Route12
Alexandria Bay, NY 13607
t. 877.353.9433 (877.FLEXI.FELT)
f. 877.FLEXI.FAX
Radhika DeLaire is the Vice President of
Technology for AFFLINK and has more than 15
years experience in technology strategy and
technology management. She is passionate
about creating innovative technology solutions
for supply chain optimization. When she’s off
the grid, Radhika enjoys listening to live music,
volunteering, and international travel.

I.D.
Images LLC, is a leading
label manufacturer providing
thermal transfer, direct
thermal, laser, integrated, custom, and linerless
labels, as well as thermal transfer ribbons,
forms, envelopes, laminated cards and thermal
transfer and ink jet printers to distributors
across the country.
Packaging distributors choose I.D. Images
because they provide label solutions. They
have a customer-centric approach to finding
these solutions, which means that they take
the time to find out a customers individual
needs before determining the best product
for their applications. They will assist in every
aspect of label sales, from the initial label
training to joint end-user sales calls and
product marketing. They not only provide
the products, but also provide the tools to
help distributors grow their label business.
I.D. Images has served a variety of markets
through distributors for over 20 years. Our
markets are broad and include Transportation
and Logistics, Food and Beverage, Consumer
Durables and Healthcare to name a few.
I.D. Image continues to invest in the people
and equipment to make it easy to do business
with us and provide the
tools to grow
your business.
With facilities
in Cleveland,
Cincinnati, Chicago, Charlotte, California and
Tennessee, we are able to cover the country
with timely products.
I.D. Images sells only through Distributors.
Supplier Profile
Delivering Label Solutions
ID Images is one of the easiest
companies I have ever worked with.
Everything is done quickly from
acknowledgements to shipments.
Any dealings I’ve had, whether
questions on pricing or getting
an order out quickly, their response
is immediate. Definitely a vendor
we will always use!
—Andrea Philbrick, Amherst Label
To find out what I.D. Images and ELEVATE
can do for your bottom line, visit their website
or contact them today:
www.idimages.com
customerservice@idimages
866.516.7300

Before I began selling I held every job
in the business. I was a delivery driver,
warehouse personnel, swept floors,
installed soap dispensers… you name it. I’m
not complaining at all, actually the opposite. I
loved every minute of it, and I am grateful for
the perspective it has given me. It helped me
understand something my father has always
said: “Never ask someone to do something
you are not willing to do yourself.” I took that
philosophy to college with me and I apply it to
every relationship in my life. I hope to be able
to provide similar life experiences for my two
boys, Presley (6) and Elliott (3).
I hope to teach my two boys some of the
great lessons I was so fortunate to have learned
from my father and grandfather. I would like
to teach them that life isn’t just about work
and money. Enjoying things you love is even
more important. I share the things I love to do
with them: turkey hunting, golf, playing guitar,
football, grilling with friends, and the occasional
win over Alabama (had to throw that in).
One thing I can say that is very special at
Lann Chemical is that we know the importance
of family and doing what we love. So at Lann,
we make sure our employees feel like family.
We encourage them to put their family before
work and enjoy life. We want our employees
to be able to leave work early to watch their
kid’s ball game. It’s a trickle down effect to
our customers. We want our customers to feel
like they are family, too, and that they matter.
Our customers know that we care about their
needs, and we will work with them to achieve
their goals. I believe that is something that is
falling to the wayside with today’s influx of
big box movers in the industry. We can adjust
to compete with their selling process or their
approach to go-to-market, but the one thing I
believe they can not create that we have is the
sense of family.
Jason Gaskin — Sales Manager
Lann Chemical
Meet Our Recruitment Champion: Jason Gaskin

23spring 2016
The Honor in Family Owned.
“I never had an interest in the family business
or returning to Hagerstown, Maryland,” says
Michael Weiss, 3rd generation at Weiss Bros.
His father gave him 5 years after college to
make a decision to return and it took him
10. It was after 10 years in sales outside of
the family business and meeting his wife in
Charlotte, NC, that Michael decided the time
had come. “It took me a while to realize there
wasn’t a difference between selling Phar-
maceuticals (5 years after college) or selling
toilet paper. Selling is the same regardless of
the industry. I had the opportunity to own my
family's company and realized not everyone
gets that honor. ”
Focused on the Future.
Today Michael, alongside his father Richard
who has been at Weiss Bros. 45 years, lead
the company into the future. “We focus
heavily on sales and sales process. Our Sales
Consultants and Coordinators all attend
Sandler Sales Training. We believe
the way we approach
our clients and how we
go to market is what
separates us from the
competition.” We just
rebranded our company
and created the tagline
“Focused on You.” We
believe it’s about the
client’s agenda, not ours.”
True Family Life.
Outside of Weiss Bros. Michael spends time
with his wife Jen, daughter Charlotte (3), and
son Graham (1). He enjoys playing golf, guitar,
working around the house and watching
sports. Just before this article was written he
finished a serious game of duck, duck goose
with his family.
“My Father always says “I was born into
this business, what’s your excuse?” I sure
am grateful I was, and that today I have the
chance to work in such an exciting industry.
Who says selling hand wipes and butt wipes
can’t be exciting?”
Michael Weiss — Vice President
Weiss Bros.
Meet Our Recruitment Champion: Michael Weiss

25spring 2016
MASSCO is pleased to announce its
recent acquisition of Shawnee, OK
based Select Janitor Supply.
Select Janitor Supply has been serving
clients in the Oklahoma region with facility
supplies since 1988. The company has earned
a solid reputation of integrity and customer
service. Tracy Dilliner, Select’s founder, will
continue in his role helping to build the
organization with expanded offerings.
“I am very excited about the additional
resources we will have to benefit both our
clients and our team members. Becoming
a part of MASSCO will bring about greater
opportunities for us all,” says Dilliner.
This acquisition solidifies MASSCO’s
commitment to expanding its presence
in the state of Oklahoma. MASSCO has
operated its Oklahoma City branch since
1991, and recently opened doors to a new
location three years ago in Tulsa. “Oklahoma
has been a strong market for MASSCO.
We are thrilled with the partnership we
have made with Select Janitor Supply
and excited about the additional strength
that will be collectively gained,” says Tony
Savaiano, President of MASSCO.
MASSCO has distribution centers in
Kansas, Missouri and Oklahoma and is
celebrating 34 years in business.
MASSCO Acquires Select Janitor Supply

Preferred Service Providers
American Promo is able to provide your company with nearly any promotional product desired
from more than 500,000 products including customer giveaways, apparel, employee awards, and
much more. They build partnerships and provide superb customer service. Please reach out to see
how American Promo can help you leave a lasting impression on your next marketing project!
CONTACT: American Promo • AmericanPromo.net • 205.325.8130
DDI System’s Inform ERP is the leading software for AFFLINK members. Stay current with today’s
evolving marketplace. Connect to major online sales channels, manage your ecommerce storefront
and run your daily operations in inventory, accounting and more – all with a single ERP solution.
Increase productivity and improve profitability!
CONTACT: DDI System – DDISystem.com • 877.599.4334
If you have a Shopfront site powered by AFFLINK, expand your product
offering by adding the R.V. Evans’ Fastening Extended Catalog to your
Shopfront. R.V. Evans’ Fastening catalog includes over 575 industrial &
construction fastening items. Some restrictions apply.
CONTACT: rvevans.com • Eve Clark at eclark@rvevans.com or Ed Moss at emoss@rvevans.com
Shopfront: http://members.afflink.com/rvevans • 800.489.1107
Connect Your Business
Do you accept business-to-business (B2B) transactions inclusive of corporate, purchase, and
government cards? If the answer is yes, then you owe it to your company’s bottom line to ensure
that you are processing these commercial cards at the best interchange levels possible.
Purchase card acceptance with Global Payments can literally transform and simplify the accounts
receivable process at your company into quick and reliable funds availability, while at the same
time reducing risk. No more purchase orders! No more invoices! No more statements! No more
past-due follow-up!
Global Payments Can Improve Your
Business-To-Business Credit Card Processing

27spring 2016
Preferred Service Providers
Afflink Member Employees receive 15% discount from Sprint. Please visit www.sprint.com/verify
and use the code NAFOO_ZDS_ZZA to sign up! Afflink Member Businesses receive 18% discount
using code NAFOO_ZDS_AFF. Please contact Paul Hunt to receive your member discount!
CONTACT: Paul Hunt • Paul.hunt@sprint.com • 757.435.1741
Andy Cavanaugh • Andrew.cavanaugh@sprint.com • 703.592.3216
Sprint Discount Program for
Afflink Members and Employees
Sterling B2B Group specializes in providing cutting edge electronic payment processing services
and solutions to business-to-business (B2B) merchants and corporations throughout the United
States. Sterling B2B Group revolutionized the payment industry with its trademarked Interchange
Management Program that manages transactions automatically to achieve Level 2 and Level 3
Savings. Sterling boasts a client retention rate of 96, nearly 25% higher than the industry average.
CONTACT: Sterling Technologies B2B Group • 888.564.9564 x3025
https://sterlingb2bgroup.leadpages.co/afflink-page
The Experts in B2B
Payment Processing
AFFLINK is proud to announce that our five year strategic partnership with Southern Logistics
Group (SLG) has worked significantly well for our Members looking to reduce their Less Than
Truckload (LTL) costs.
SLG is a logistics technology consulting company (not a broker) that focuses on cost reduction
for its customers by leveraging millions of dollars of its customers' combined LTL freight. In
order to provide a specialized service to smaller AFFLINK Members, SLG has formed a strategic
partnership with another large logistics company. This partnership allows SLG to provide
immediate LTL pricing for our Members that want to reduce their LTL cost, but because of their
smaller size or operational practices would prefer a transactional shipment by shipment payment
arrangement rather than SLG’s normal Gain-Share/Contingency savings model.
If you are interested in receiving a Free LTL quote, please sign into the AFFLINK website and
click on the “Request Your Free LTL Quote Today” button on the left and follow the prompts or
contact SLG directly at 888.579.5445.
SLG is a Certified Veteran Owned Company

29spring 2016
AFFLINK Summit 2016 | June 26-29, 2016
Intercontinental Toronto Centre | Metro Toronto Convention Centre
*Be sure to have a valid passport that does not expire at least 6 Months after your return date.
Registration Coming Soon!

Shopfront is a “knowledge portal” for all things Member Brands
Pricing, Cross Reference Tools and Cost Calculators available on Shopfront
Cleaning Supplies
Chemicals • Pads • Odor Control
Janitorial Supplies
Liners • Skin Care • Tissue & Towel
Facility Maintenance
Abrasives • Batteries • Ice Melt
Food Service
Catering • Cutlery • Napkins
Packaging Supplies
Stretch Film • Tape & Dispensers
Safety Supplies
Foot Protection • Gloves*
*availability coming soon
Quality you can count on at an everyday value price

31spring 2016
AFFLINK Academy
Don’t let your competitors pass you by!
Make sure your Sales Professionals have
all the tools they need to compete successfully
with others in your markets.
By educating your sales professionals through
Sales Hunter in supply chain and the evolving
marketplace, you are able to rest assured that
they are out doing what they should be doing —
communicating your value proposition and
growing your bottom line.
Led by industry guru, Dave Frank, President of
AICS, the Sales Hunter program provides a four-
day training and development curriculum that will
take your sales professionals through a rigorous
agenda. With more than 30 years of experience,
Dave Frank is the leading authority in the industry,
serving facility service providers, distributors and
manufacturers. Attendees will leave this session
feeling encouraged and motivated to adapt to our
ever changing challenges.
Facilities Maintenance Training
For more information on upcoming AFFLINK Academy Courses, please
contact Jack Trimm at 205.344.4108 or by email at jtrimm@afflink.com.
AFFLINK is proud to offer a new course
designed to help current and emerging
leaders within your organizations to become
better by improving their leadership skills.
Combining more than 25 years of executive
leadership experience with current business
theories from Xavier University’s Executive
MBA program, Mark Matthews, President
of NuVision Strategies, LLC, has created a
course designed to teach current and emerging
leaders the skills necessary to run a successful
distribution business.
The Executive Leadership Program (ELP) is a
two part course that covers all functional areas
of a distribution business:
• ELP 1 is a two day session which prepares leaders
with the tools required to develop their team’s
abilities in strategic planning and execution. Areas
of concentration: market overview, selling
skills (STAR Process©
), meaningful marketing
strategies, and developing winning “go to
market” customer strategies. The skills learned
in this session will help leaders manage their
teams to become business partners to key
accounts, rather than simply suppliers.
• ELP 2, also a two day session, focuses on
company culture, organizational health, talent
management, economics of the business, and
executive time management. ELP 2 links these
major areas of concentration together so leaders
can maximize company performance when they
return home.
We look forward to helping you develop the next
generation of leaders within your company.
Executive Leadership Program
AFFLINK Webinars
AFFLINK has begun a series of webinars designed to address
issues faced by our Members. We will be conducting these
webinars on a monthly basis. Watch AFFLINK.com, News & Views,
and periodic e-mail notifications for the dates, topics, and additional
information about these sessions. Also, if you have topics you would
like to see covered in this series, please contact Jack Trimm.
It’s value added when AFFLINK
offers such Webinars to its interested
members. This was just right; the
amount of time it took and the pace
the content was delivered.
— Howard Millhauser, CEO,
Broward Paper & Packaging, Inc.

Seventy years after it was founded, Akron-based
GOJO Industries is right back where it started
— trying to reduce the number of chemicals
that people expose themselves to, especially when
they’re trying to get their hands clean. It has, after all,
proved good for business in the past.
At the end of 2015, GOJO vowed to cut its
chemical footprint in half by 2020 — which will
mean replacing chemicals that are now derived from
industrial processes with more natural alternatives
and reformulating some products into new natural
iterations. GOJO also will cut its use of packaging
materials, increase its recycling efforts and achieve
more third-party certifications for the sustainability
and chemical content of its products.
“They’re the first to come out and publicly say
they would do it,” said Mark Rossi, executive director
of Massachusetts-based Clean Production Action,
a nonprofit focused on convincing companies to
disclose more of their chemical usage and reduce
it when they can eliminate toxic or environmentally
hazardous materials.
WHAT'S IN A NAME?
Originally, the company was going to be called
“GoJer” after Goldie and Jerry Lippman, the couple
who founded it. But after finding out the name was
taken — and that buying it would cost $500 — Jerry
Lippman reportedly decided that GOJO was, well,
the way to go.
Rossi, who holds a doctorate in environmental
policy, said he’s talking to businesses all over the
country and about 25 have responded and are being
scored for their responsible chemical policies and
practices. But only GOJO has taken the major step of
publicly announcing it would make large and specific
reductions in its “chemical footprint,” as measured by
a group of business and environmental organizations
in a coalition called BizNGo, which Rossi also
founded.
It will require real effort on GOJO’s part to meet its
goal, Rossi said.
“I’ve lauded them because they’re the first company
that came out and said they would reduce their
chemical footprint … it’s a significant amount of work,”
he said. “We’re asking them to understand what’s in
all their products, evaluate them and then produce a
program where you commit to reducing it.”
BIG PLAYERS
Rossi’s not just a guy with a winning smile and
good intentions either. Clean Production Action
is a coalition of more than 50 signatories —
investment firms, big health care firms such as Kaiser
Permanente. They’re asking the companies in which
they invest to provide more information about their
chemical use and, if possible, to reduce their chemical
footprints.
If Rossi has his way, “chemical footprint” might
become a common term, the way “carbon footprint”
has entered the lexicon. His groups are working with
Sweden’s ChemSec — a nongovernmental agency
focused on chemical-harm reduction — to define the
term and promote its use.
GOJO Sustainability Story and 2020 Goals
Featured in Crain's Cleveland Business
By DAN SHINGLER
Sustainability

33spring 2016
“It’s a new term, and we’re at the forefront of
defining what a chemical footprint is,” said Rossi.
In a nutshell, it means scoring chemicals based
on how hazardous they are to people or the
environment. The higher the score, the worse,
generally, the chemical is — so a company with a
lower score is using less of and fewer dangerous
chemicals than a company with a higher score.
“Chemicals, per se, are not bad — everything
around us is made of chemicals,” Rossi said. “We’re
focusing for the chemical footprint on things like
carcinogens and neurotoxins or lead.”
For GOJO, the philosophy of reducing its chemical
footprint might make sense on several levels. Not
only is it good public relations and a win with
investors like those working with Rossi, but it’s also a
marketing opportunity. Consumers actually do want
products with fewer harsh chemicals and artificial
ingredients that might score higher than natural
alternatives in terms of a chemical footprint analysis,
said Nicole Koharik, GOJO’s global sustainability
marketing director.
Already, she said, the company is unveiling “natural”
product lines by doing things like using natural
sources for the alcohol in its popular Purell hand
sanitizers.
COMPANY'S ROOTS
Which brings us back to GOJO’s beginnings, and
the connection between the company’s founding 70
years ago and its current chemical footprint initiative.
“Our founders, Goldie and Jerry Lippman, really
built this company with some similar principles of
sustainability … In fact, the company was founded on
a safer way to clean hands,” Koharik said.
Back in the 1940s, the Lippman's saw mechanics,
machinists and a host of other industrial workers
using several caustic agents — like kerosene and
gasoline — to remove dirt, grease and sometimes
other dangerous chemicals from their hands. Many
workers, especially women, wanted a better solution
that would at least be gentler to their skin — before
most folks even knew that exposure to dangerous
chemicals could cause cancer or other illnesses.
When GOJO introduced its safe-but-still-effective
alternative hand cleaner, it was so successful that
one of the company’s next products was a dispenser
— because buyers complained that workers liked
the cleaner so much, they not only used too much,
they snuck some away to take home, said GOJO
spokeswoman Kelly McGlumphy.
And GOJO is not exactly new to the green-sustain-
ability game either. In recent years, the company has
been focused on getting more products formulated
so they can get third-party certifications and has
found that doing so boosts sales, McGlumphy said.
About a quarter of the company’s products now have
some sort of “green” certification, Koharik said.
And, along the way, GOJO is finding new ways to
make products for people with skin conditions or
sensitive skin — also selling points.
“We want to leverage sustainability to drive
innovation,” Koharik said.
When GOJO introduced its hand cleaner, it was so
successful that one of the company's next products
was a dispenser.
Dan Shingler is a native of Akron, where
he attended the University of Akron
before beginning his journalism career.
He currently covers shale gas and oil,
manufacturing, and general assignments
for Crain's Cleveland Business. He also edits
Crain's Shale Magazine.

Congratulations to… Awards
Accolades
Anniversaries
Sunburst Chemicals
was presented with
the Vendor of the
Year Award by Chudy
Paper Company.
Spartan Chemicals
was awarded Supplier
of the Year by Weiss
Bros.
Aluf Plastics widened its national
footprint with the opening of
a modern manufacturing and
blown-film extrusion plant in
Sulphur Springs, TX.
Lawrence Environmental Group was
recognized by Spartan Chemical for
exceeding more than $1 million in
purchases for 2015.
Cascades Tissue Group
and Green Seal celebrate
the 10th anniversary of
their partnership.
Nexstep Commercial Products
named Modern Sales their Sales
Rep Agency of the Year for 2015. In
addition, Nancy Pailes and Harrison
Waldman were named their Top
Performers for 2015.
Laminations wins Supplier
of the Year award at S&S
Packaging.
Handi-Foil of America
received 2015 Supplier
of the Year Award
from The Russell Hall
Company, Inc.
Piedmont National Corporation (PNC) is excited
and proud to announce completion of major
renovations at its Atlanta, GA headquarters with a
15,000 square-foot expansion and implementation
of smart technology conference spaces, adding
to the creation of an inspiring, collaborative work
environment.

35spring 2016
Van Paper Company is celebrating
its 100th year in business.
Sabert Corporation announced
that it has entered into a definitive
agreement to acquire Kalman
Packaging Inc.
ACS Industries, Inc. achieved UL
Environment Claim Validation.
Celebrating 70 Years of
Health and Well-Being
Carroll Company proudly
received the Milestone Award for
60 years of ISSA membership.
Awards
Accolades
Anniversaries
Congratulations to…
AMMEX enjoyed an exclusive feature in the 2016 Winter edition
of Wholesale Distribution International, reaching almost 400,000
industry leaders in the distribution space.
C & C Janitorial Supplies
is proud to announce
salesperson Ryan Schultz has
been named one of Sanitary
Maintenance Magazine's 2015
Sales Leaders.
Janitized
celebrates
10 years.
Lawrence Environmental Group celebrates
their 72nd Anniversary this year.
Congratulations to these AFFLINK Members who received the President’s
2015 Distributor Sales Performance Award from Elkay®
Plastics:
American Packaging; The Boxmaker; Chudy Paper Company.
Betco Corporation will move their
world headquarters and manufacturing
facilities from Toledo to Bowling Green,
Ohio. The new building encompasses
500,000 square feet and utilizes the latest
manufacturing technologies to assure the
best quality, innovation and efficiency.

JuneSummit 2016, June 26-29, 2016
TORONTO INTERCONTINENTAL CENTRE
Toronto, ON
JanuaryNational Planning Meeting: January 23-26, 2017
SANIBEL HARBOUR MARRIOTT RESORT & SPA
Fort Meyers, FL
OctoberHealthcare Symposium: October 10-11, 2016
KANSAS CITY MARRIOTT COUNTRY CLUB PLAZA
Kansas City, MO
Steering Committee Meetings: October 12-13, 2016
KANSAS CITY MARRIOTT COUNTRY CLUB PLAZA
Kansas City, MO
2016 Meetings
Events& 2017
For more information on upcoming AFFLINK events, login to
my.AFFLINK.com

37spring 2016
TO HAVE FUN
TO BE WOWED
May 9-16, 2016
WHATEVER YOUR INSPIRATION.
NEW LATITUDES WILL BE UNFORGETTABLE.
TO NETWORK
TO TOUR
UNINHABITED PLACES
WHY I NEW LATITUDES
WITH AFFLINK
TO BE WOWED
TO BE DIFFERENT
TO START FRIENDSHIPS
TO EXPERIENCE NEW
ADVENTURES
TO EXPLORE
THE WORLD

community involvement
The AFFLINK Community Outreach Committee supported
Myrtlewood Elementary in Fosters, AL this quarter by supplying
individual hygiene kits for students (toothbrushes, toothpaste, lotion,
wet wipes, facial tissue, soap, combs, etc.).
AFFLINK employees showed their appreciation to the teachers and
staff members by sending them all Valentine's candy, as well.
On their lunch breaks, AFFLINK employees supported Read Across
America Week (February 29–March 4), by reading to the students.
Myrtlewood Elementary is home to Holly Tanner, counselor at the
school and the spouse of one of our very own employees, Rob Tanner.
Myrtlewood Elementary Receives Support
from Adopt-A-School Program
& Read Across America

Connect With Us on Social Media
AFFLINK provides a variety of content on different social media channels. You don’t want to
miss out on pertinent information regarding our fast-paced industry.
On AFFLINK’s Facebook page you’ll find articles to keep you up to date on news and trends
in our industry. We also provide updates on AFFLINK events and supplier promotions to
keep you in the know.
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We’re LinkedIn! Follow us to see the best news and information on the business topics
that affect your company.
AFFLINK’s YouTube Channel provides keynote and training clips from our conventions as
well as previews of the New Latitudes program rewards trip!
1400 AFFLINK Place
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CTD Spring 2016 - FINAL

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