I am writing this article coming out of the Spring Meeting and celebrating our 50 years as an Association. I hope all of you came back energized by the spirit in the room, connecting with old friends, making new friends, and coming back to your business recharged and wanting to make your business just a little bit better.
It is always healthy to get away from your business for a few days and work on your business instead of just in your business. Our closing speaker at the meeting was Henry Winkler, who is most famously known as “The Fonz” from the hit TV series Happy Days. Winkler’s career struck me as relevant to the box industry because he too has had to continuously reinvent himself and bring new life to new characters over the span of 50 years. As Winkler shared, he lives by two words: tenacity and gratitude. These tenets have allowed him to say yes to new roles and new opportunities.
When I think about the “independent advantage,” I think about how we are the decision-makers and how we can always find the best solutions for our customers. We can say yes and have the ability to pivot nimbly. Of course, the decision-making always needs to reflect the bottom line, but our unique position allows us to keep doors open and say yes. Saying no can open a door for your competition. As independents, we can always find ways to reinvent ourselves and say yes.
Jerry Frisch, owner of Wasatch Container, said it best when asked by one of his largest customers if they have a wood department to make crates. He said, “Why, yes, we do, but we are eight to 12 weeks out.” That is the independent advantage. He recognized a need for his customer that is profitable, and he jumped at the opportunity.
In our business, we like it when customers push us outside of our comfort zone. When we find ways to say yes, sometimes we learn we can do things we never imagined possible, and that can lead to opening new lines of business. Finding ways to say yes is part of the entrepreneurial spirit that drives our companies. The next time a customer challenges you with an opportunity that is slightly outside of your scope, push yourself to find a yes that adds value to your customer and ultimately your bottom line.
Matthew M. Davis
President, Packaging Express
AICC Chairman
