Team Leadership

• Leadership will provide organizational improvement and help grow profitable business successfully in today’s business environments.

• Our goal is to be number one in position and value in the markets we serve.

• Our leadership will provide our team members, vendor partners, and our clients, a business model built on sound business principles utilizing “Best Practices” in our daily working environment approach and “Best in Class” products and services value for our partners.

Agenda

• Global Packaging Market

• Leadership and the SCM Social Change Model

• 21 Irrefutable Laws Of Leadership- John Maxwell

• First Things First

• Team Building And Training Process

• Recruiting

• Geography

• Vendor Base

• Existing Customer Account Development

• Target Pipeline Development

• Competition

• Success

Global Packaging Market

Source: Smithers Pira

Global Packaging

• The global packaging industry will swell to almost $820 billion by 2016 predicts Smithers Pira in a new market forecast. Driven mainly by increasing demand for packaging in emerging and transitional economies, a 3% per annum growth rate will focus on board products and rigid plastics, with $40 billion and $33 billion in cumulative predicted growth respectively to 2016.

Global Packaging

• According to the Smithers Pira, the US was the largest consumer for packaging in 2010 with a demand of $137 billion; China was close behind at $80 billion. China is anticipated to surpass the US by 2017, and India will enter the top ten packaging countries with its demand set to almost double in the next five years to $24 billion.

SCM Social Change Model

• The 7 C’s

• Citizenship

• Collaboration

• Common Purpose

• Controversy And Civility

• Consciousness of Self

• Congruence

• Commitment

Citizenship

• cit·i·zen·ship

• noun \ˈsi-tə-zən-ˌship\

• Definition of CITIZENSHIP

• 1: the status of being a citizen

• 2a: membership in a community (as a college) b: the quality of an individual's response to membership in a community

Collaboration

• col·lab·o·rate

• vi \kə-ˈla-bə-ˌrāt\

• col·lab·o·rat·edcol·lab·o·rat·ing

• Definition of COLLABORATE

• 1: to work jointly with others or together especially in an intellectual endeavor

Common Purpose

• 1com·mon

• adj \ˈkä-mən\

• Definition of COMMON

• 1a: of or relating to a community at large : public <work for the commongood>

•

• 1pur·pose

• noun \ˈpər-pəs\• Definition of PURPOSE• 1a: something set up as an object or end to be attained : intention b:

resolution, determination• 2: a subject under discussion or an action in course of execution — on

purpose : by intent : intentionally

Controversy And Civility

• con·tro·ver·sy noun\ˈkän-trə-ˌvər-sē, British also kən-ˈträ-vər-sē\

• pluralcon·tro·ver·sies

• Definition of CONTROVERSY

• 1: a discussion marked especially by the expression of opposing views : dispute

• 2: quarrel, strife

• ci·vil·i·ty noun \sə-ˈvi-lə-tē\

• pluralci·vil·i·ties

• Definition of CIVILITY

• 1archaic: training in the humanities

• 2a: civilized conduct; especially: courtesy, politeness b: a polite act or expression

Consciousness of Self

• con·scious·ness noun \-nəs\

• Definition of CONSCIOUSNESS

• 1a: the quality or state of being aware especially of something within oneself b: the state or fact of being conscious of an external object, state, or fact c: awareness; especially: concern for some social or political cause

• 2: the state of being characterized by sensation, emotion, volition, and thought : mind

• 3: the totality of conscious states of an individual

• 4: the normal state of conscious life <regained consciousness>

• self noun pluralselves \ˈselvz, Southern also ˈsevz

• Definition of SELF

• 1a: the entire person of an individual b: the realization or embodiment of an abstraction

• 2a (1): an individual's typical character or behavior <her true self was revealed> (2): an individual's temporary behavior or character <his better self> b: a person in prime condition <feel like my old selftoday>

• 3: the union of elements (as body, emotions, thoughts, and sensations) that constitute the individuality and identity of a person

Congruence

• con·gru·ence noun\kən-ˈgrü-ən(t)s, ˈkäŋ-grü-ən(t)s\

• Definition of CONGRUENCE

• 1: the quality or state of agreeing, coinciding, or being congruent

Commitment

• com·mit·ment noun \kə-ˈmit-mənt\

• Definition of COMMITMENT

• 2 a: an agreement or pledge to do something in the future; especially: an engagement to assume a financial obligation at a future date b: something pledged c: the state or an instance of being obligated or emotionally impelled <a commitment to a cause>

21 IRREFUTABLE LAWS OF LEADERSHIP-John Maxwell

• 1. THE LAW OF THE LID-Leadership Ability Determines a Person’s Level of Effectiveness

• 2. THE LAW OF INFLUENCE- The True Measure of Leadership Is Influence

• 3. THE LAW IF PROCESS-Leadership Develops Daily- Not in A Day

• 4. THE LAW OF NAVIGATION-Anyone Can Steer The Ship, but It Takes a Leader to Chart The Course

• 5. THE LAW OF ADDITION-Leaders Add Value by Serving Others

• 6. THE LAW OF SOLID GROUND- Trust Is The Foundation Of Leadership

• 7. THE LAW OF RESPECT- People Naturally Follow Leaders Stronger Than Themselves

• 8. THE LAW OF INTUITION-Leaders Evaluate Everything with a Leadership Bias

• 9. THE LAW OF MAGNETISM-Who You Are is Who you Attract

• 10. THE LAW OF CONNECTION- Leaders Touch A Heart Before They Ask For A Hand

21 IRREFUTABLE LAWS OF LEADERSHIP-John Maxwell

• 11. THE LAW OF INNER CIRCLE- A Leader’s Potential Is Determined by Those Closest to Him

• 12. THE LAW OF EMPOWERMENT- Only Secure Leaders Give Power To Others

• 13. THE LAW OF THE PICTURE- People Do What People See

• 14. THE LAW OF THE BUY-IN- People Buy Into the Leader, Then the Vision

• 15. THE LAW OF VICTORY- Leaders Find a Way For The Team to Win

• 16. THE LAW OF THE BIG MO- Momentum Is a Leaders Best Friend

• 17. THE LAW OF PRIORITIES- Leaders Understand That Activity Is Not Necessarily Accomplishment

• 18. THE LAW OF SACRIFICE- A Leader Must Give Up to Go Up

• 19. THE LAW O TIMING- When To Lead is As Important As What To Do and Where To Go

• 20. THE LAW OF EXPLOSIVE GROWTH- To Add Growth, Lead Followers---To Multiply, Lead Leaders

• 21. THE LAW OF LEGACY- A Leader’s Lasting Value is Measured by Succession

First Things First

• Review Corporate Goals and get agreement

• Develop implementation plan to successfully accomplish these goals

• Get to know the individuals on the sales team

• Identify each team members strengths and what they bring to the table

• Review team member support needed for improvement

• Recruiting considerations

Team Building

• Work with existing team to review capabilities and needs

• Work individually to determine growth and support opportunity requirements

• Determine top 10 training needs from each in the group

• Develop training sessions provide improvements

• On site and retreat programs

• Increasing communication

• Create team alignment

• Stimulate strategic thinking

• Creative thinking when dealing with change

• Build team spirit

• Providing physical through fun competition

Successful Recruiting

• Choose the Best in the Market- Industry Network

• Improve Candidate Pool - University, Recruiters, Executive Search

• Hire the Sure Thing- Choose candidates with exact industry experience

• In House Candidates

• Be Known As a Great Place To Work

• Involve Employees in Process

• Offer Better Pay Package- Attracts best candidates

• Use Benefits as Recruiting Advantage

• Hire The Smartest People You Can Find

• Use The Web For Recruiting

• Check References

Team Training

• Review Leadership Business Principles and develop ongoing sales training program for sales organizational improvement

• Work with vendor base and develop “Best In Class” application and product training program for packaging systems and materials

• Schedule monthly and quarterly sales training with top vendors for materials and equipment

• Setup machine demo program with vendors at major account opportunity

• Value Added Solution Model

• Focus on equipment placement to generate consumable sales growth

• Set goals and expectation for program growth.

• Set product training for those areas agreed upon for improvement.

• Review incentive opportunity with vendor partners

Customer Development

• Maximize growth with existing customer base

• Detailed review of existing customer group to encourage added product groups

• Provide Value Added Solutions based on “Best in Class” to automate, reduce cost, maximize profit

• Corrugated, Flexible, Tapes, Films, Strapping, Equipment Systems

• Develop contribution savings analysis for adding products for top 10 accounts for each rep

Target Pipeline Development

• Build pipeline and quoting process to improve performance results

• Reps should have 25 to 50 active targets ABCD level accounts in the process of qualifying

• Plan 15 to 20 contacts per day , 50% time on new business

• Continual meetings with prospects

• Plan prospecting times

• Weekly planning and activity review

Competition

• Competitive Impact In Market

• Veritive

• Omni Packaging

• Mack Pack

• Pratt

• Supply One

• Rock Tenn

• Southern Missouri Container

• Rusco Packaging

• Craig Box

• International Paper

• Alpha Packaging

• Arkansas Packaging

• Victory Packaging

• Green Bay Packaging

• Budget Box

• Master Packaging

• Crown Packaging

• PCA

• Carlson Systems

Success

• Following the previous pages will provide successful growth model for business environment. Providing profitability and growth strategy that will provide long term success.