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By AICC Staff

September 13, 2023

Sales compensation rises in 2023, says AICC survey

AICC has released its 13th Independent Corrugated Converter Sales Compensation Report. Based on a survey conducted this spring, it is the most comprehensive look at key sales compensation salaries and benefits being paid by independent corrugator plants and sheet plants in the United States.

This report received data from 75 independent corrugators and sheet plants. These companies employ nearly 8,300 full-time employees spread across the United States. In aggregate, these plants sold approximately $2.1 billion of corrugated products in 2022.

“AICC’s biennial sales compensation survey is the only one of its kind in our industry,” remarks AICC President Michael D’Angelo. “We know this survey will be helpful to AICC members in reviewing their sales compensation policies and procedures. It is a critical way for AICC member companies to ensure best practices and leadership.”

As of January 1, the mean base salary for sheet plant salespersons in the U.S. was $80,365, which is 4.8% higher than reported in 2021. This represents an increase slightly smaller than that observed between 2019 and 2021 (5.6%). Total compensation, which adds actual commission or bonus paid in 2022 with the January 1 base salary, averaged $186,872, which is a substantial 32% higher than that reported in 2021 ($141,517).

The mean base salesperson salary at responding U.S. corrugator plants as of January 1 was $89,443, which is a 2.6% increase over the average reported in 2021 ($87,101). Total compensation averaged $241,728, which is an increase of 13.2% over the average reported in 2021 ($213,475). Both figures are much higher than reported in previous years.

The report offers information on sales objectives, base salaries, bonus basis, customer relationship management usage, social media activity, and more, both as a national and regional view to allow independent sheet plants and corrugator plants to benchmark their companies.

The report also reveals the responses to COVID-19-related questions about vaccination requirements, travel restrictions, and more. While these responses represent a snapshot in time, they still provide valuable insight into the sentiments of the industry.

All responses to this survey were collected and compiled by Association Research Inc. in Gaithersburg, Maryland, and have been held in strictest confidence. None of the data received has been seen by any AICC member or staff member.

All survey participants received a complimentary copy of the report. The full report is available for electronic download for $225 for AICC members and $415 for nonmembers.

For questions about the 13th Independent Corrugated Converter Sales Compensation Report, contact AICC Membership Services Manager Patrick Moore at or 703-836-2422.

To order the full report, scan the QR code below, visit, or contact Moore.

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