Folding Cartons: Fighting on Several Fronts

Focus on the customer

Faced with the challenges from within and abroad, projections for the folding carton packaging segment show a future of relatively stagnant demand. At times like this, companies need to be focused on being an indispensable part of their customers’ supply chain.

“We encourage our member companies to see themselves in the eyes of customers and develop the ability to quantify the customer-value proposition,” says Van de Water. “The more progressive converters have a firm grip on delivered value and what their product/service offering means to key accounts. These are the folks who are regularly hitting the sweet spot of profit and growth.” n