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Management Side
Two Quotes to Apply to Creating Customers
Two Quotes to Apply to Creating Customers

I'm a fanatic when it comes to consuming quotes and memes. My Photos library is full of those that I tuck away through my surfing habits on the web. If I read something that strikes me as fundamental or sound or pithy - something that strikes "a chord" for me - it's an automatic screen capture and highlighter tool. This obsession preceded these modern tools of cataloguing my finds.

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Difficult times are relative to what you're going through
Difficult times are relative to what you're going through

As a jack-leg millwright, I had quite a few difficult days at the mill. just like everyone else that's ever walked through the front gate...

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Portfolio Effect: Best of Breed or Single Provider?
Portfolio Effect: Best of Breed or Single Provider?

Reading Jim Thompson's column on "the package deal" a month or two ago got me thinking. I've had the privilege of working for some amazing companies offering outstanding products and services to paper manufacturers and consumer products brands. They were the best in the business, for the most part. One of the most difficult challenges for me in those massive companies on the commercial side (i.e. selling) was how broad the portfolios of products and services are that I need to represent with any given customer.

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Crashing the wrong party
Crashing the wrong party

When I was located in Pasadena, TX as a Manager of 5 paper machines, I had a very good friend working maintenance to pass away. I remember him with good thoughts of the past. One such recall occurred on his birthday in 1990. I accepted an invitation to a surprise BD party at his sister's house.

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Interview from the Top - Part II
Interview from the Top - Part II

If you read my last column, you heard about how a Chief Purchasing Officer of a global, Fortune 50 manufacturing company views categories of spend, risks, contracts, and global suppliers. I did not have enough space to cover all my questions and answers from the interview, so we will pick right up where we left off.

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The time I cheated death at the mill
The time I cheated death at the mill

All paper machines operating before OSHA 1974 enactment had potential of mangling or death to the employee who worked without caution. For example: Nip guards at winder, Calendar Stacks, Press Section, Conveyor belts, ETC. were NOT equipped with personnel safety devices.

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Interview from the Top - Part I
Interview from the Top - Part I

Have you noticed how many "chiefs" there are now in large corporations? Historically, there was always the Chief Executive Officer. The head honcho. The person reporting to the Board of Directors of public companies or directly to owners in a privately held company. Even that role didn't come about until well into the 1920's. Henry Ford was only the President at Ford Motor Company. Then, along came the Chief Operating Officer, leader of all operational assets and people, then the Chief Financial Officer, leader of the capital structure and investor base. In modern times, over the last couple decades, you can add in Chief Information Officer, Chief Marketing Officer, and even a Chief Diversity Officer. Lots of chiefs these days are needed to manage a vast and sprawling organization to meet the goals set forth by the Board of Directors.

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Asymmetric Information: I'll show you mine if you show me yours
Asymmetric Information: I'll show you mine if you show me yours

There are many examples of transaction costs I could get into (e.g. brand promises, goodwill on balance sheets), but let's just focus the meat of the column on how this may apply to commercial relationships between buyers and sellers.

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Working with the bullgang
Working with the bullgang

The year was 1962, and a 19-year-old future papermaker decided to "audition" for a spot on the bullgang at a small one-machine operation at Pine Bluff, Arkansas. (Dierks Paper Company)

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Becoming Big(ger)
Becoming Big(ger)

What's better for society, culture, or an economy - thousands of local retail shops owned and operated by individuals and families or large corporate stores? Personally, I used to love to visit my now-defunct community hardware store for that screw I needed or a better plunger since gallons-per-flush on modern toilets has been governed. Now I feel helpless and soulless walking through a massive hardware retail chain taking too much time to find what I need while being barraged with opportunities to buy more things than I need. Is a more apt comparison for Nip Impression readers a small, family-run paper mill (usually multi-generational) versus the corporate mill?

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True Grit: Case Studies in Fight or Flight Scenarios
True Grit: Case Studies in Fight or Flight Scenarios

It takes grit to keep moving forward for those looking to impact change and innovate. True grit. I find these opportunities in solution selling, but you can find it in whatever field or role you find yourself in.

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Death of a Salesman (Or Salesperson if you will)
Death of a Salesman (Or Salesperson if you will)

With a blank sheet of paper staring at me, I sit and wonder, "what is it that I do for my employers, for my customers?" That line of thinking kindled a much bigger flame of what is the role of a person in "Sales". I think it is very nuanced and influenced much by semantics. What does sales mean?

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Thoughts on Sustainability in the Pulp & Paper Industry
Thoughts on Sustainability in the Pulp & Paper Industry

Those of us in the industry know how sustainable our materials and substrates are that we produce. Forest growth happens naturally while removing carbon dioxide from the atmosphere. Paper-based products bio-degrade readily. Paper-based products are quite easy to recycle once collected and sorted. The public is not fully aware how natural and organic our industry really is due to intense environmental lobbies and propaganda.

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