More than 50 AICC Members Answer ‘Now What?!!’

AICC, The Independent Packaging Association, brought 50 AICC members together with Sales Expert, Mark Allen Roberts, and a panel of AICC boxmaker and supplier members during the Converter Think Tank, titled Now What?!! on Friday, March 19.  

The coronavirus pandemic has altered the box business and the world. Now, as more and more vaccines are being administered, AICC members came together to answer, “Will we go back to the old days of 2019?”  “What will change?” “What will remain the same?”  

The video conference began with a discussion about market challenges and virtual sales data. A few interesting data points included information from a recent McKinsey citing that 77% of business to business decision makers now prefer video call over a phone call from suppliers, 42% of executives believe the pandemic weakened their competitive position, and 70% of B2B decision makers say they are open to new remote purchases up to $50,000 with 27% saying they are open to remote purchases up to $500,000.

Panelists, which included David Burgess, JB Machinery, Matt Davis, Packaging Express, Jerry Frisch, Wasatch Container, and Stuart Fenkel, McLean Packaging, and audience members then had a lively conversation about the statistics, digital sales tactics, and interesting or unexpected ways their companies have grown during the last year. 

Mark Allen Roberts, CEO, OTB Solutions, a popular AICC speaker, brings an impressive background of over 35 years of sales and marketing successes and leadership with manufacturers and distributors.

Roberts, joined by Ed Wallace, Managing Director, AchieveNEXT Relational Capital, will be presenting during the popular Sales Managers’ Forum, April 24-25, in conjunction with AICC’s Spring Meeting, in Amelia Island, FL. Participants can join these sales facilitators in a two-day, highly interactive workshop. It will help sales leaders refresh their approach and take their leadership to the next level. The Forum will allow the participants to apply the work to real opportunities and scenarios.

More information about the Sales Managers Forum can be found at

The next Converter Think Tank will be Friday, May 14. The Converter Think Tank series is free for AICC members, but registration is required. Register at

Questions about the Think Tank sessions, training, and the value a well-trained workforce brings to a company can be directed to Taryn Pyle, Director of Education & Leadership Development,, or Chelsea May, Education and Training Manager, or 703.836.2422.

About AICC, The Independent Packaging Association

We are a growing membership association which serves independent corrugated, folding carton, and rigid box manufacturers and suppliers with education and information in print, in person, and online. AICC membership is for the full company and employees at all locations have access to member benefits. AICC offers free online education to all members to help the individual maximize their potential, and the member company maximize its profit.