February 2025
Stay Humble, Stay Hungry, Stay Curious
Highlights from the Business Development Panel
At the WPA Annual Meeting, a panel of industry leaders shared their perspectives on sales and business development in the pallet industry. The panel featured Doug Gaier of Millwood, JR Vernon of 48forty Solutions, Nic Wilson of Big Sky Lumber Sales, and Kevan Grinwis of PalMate Group, with Glenn Meeks moderating the discussion. The conversation touched on key challenges, sales strategies, and the importance of building long-term customer relationships.
Competing on Value, Not Just Price
A recurring theme was the challenge of price-driven competition. JR Vernon noted that the industry often faces a "rush to the bottom" on pricing, making it crucial for businesses to differentiate themselves through value-added
services. "It's critical for us to figure out a way
The Labor Factor: Will Automation Replace Workers?
While automation and AI offer compelling benefits, Brindley acknowledged industry concerns about the impact on labor.
"I don’t think labor rates are going to get any cheaper," he remarked. "It’s not really a question of whether you’re going to automate—it’s what you’re going to automate and when."
Brindley pointed to automated dismantlers, board loaders, and robotic pallet sorting systems as examples of technologies that are already reducing manual labor demands. However, he emphasized that automation is not about eliminating jobs but reallocating human resources toward higher-value tasks.
Key Takeaways: What Should Pallet Companies Do Next?
Brindley wrapped up with a practical roadmap for industry leaders:
📋 Engage with customers to understand their
automation journey and pallet
requirements.
📋 Evaluate vision inspection systems to
improve quality control, inbound and
outbound.
📋 Consider adopting AI to streamline operations.
📋 Prepare for a shift in labor dynamics, as
automation offsets rising wages.
"You don’t have to do everything at once," Brindley reassured the audience. "But you need to figure out what works for you. The key is to take that first step."
He closed with an optimistic note. "We’re entering the golden era of technology in the pallet industry," he said. "There has been more innovation in the last five years than in the previous 20. It’s an exciting time—but you have to be ready to adapt."
For those looking to stay ahead, Brindley recommended following industry updates and discussions on LinkedIn and reading the latest issue of Pallet Enterprise Magazine.
WPM
Stay Humble, Stay Hungry, Stay Curious
Highlights from the Business Development Panel
At the WPA Annual Meeting, a panel of industry leaders shared their perspectives on sales and business development in the pallet industry. The panel featured Doug Gaier of Millwood, JR Vernon of 48forty Solutions, Nic Wilson of Big Sky Lumber Sales, and Kevan Grinwis of PalMate Group, with Glenn Meeks moderating the discussion. The conversation touched on key challenges, sales strategies, and the importance of building long-term customer relationships.
Competing on Value, Not Just Price
A recurring theme was the challenge of price-driven competition. JR Vernon noted that the industry often faces a "rush to the bottom" on pricing, making it crucial for businesses to differentiate themselves through value-added
services. "It's critical for us to figure out a way
The Labor Factor: Will Automation Replace Workers?
While automation and AI offer compelling benefits, Brindley acknowledged industry concerns about the impact on labor.
"I don’t think labor rates are going to get any cheaper," he remarked. "It’s not really a question of whether you’re going to automate—it’s what you’re going to automate and when."
Brindley pointed to automated dismantlers, board loaders, and robotic pallet sorting systems as examples of technologies that are already reducing manual labor demands. However, he emphasized that automation is not about eliminating jobs but reallocating human resources toward higher-value tasks.
Key Takeaways: What Should Pallet Companies Do Next?
Brindley wrapped up with a practical roadmap for industry leaders:
📋 Engage with customers to understand their
automation journey and pallet
requirements.
📋 Evaluate vision inspection systems to
improve quality control, inbound and
outbound.
📋 Consider adopting AI to streamline operations.
📋 Prepare for a shift in labor dynamics, as
automation offsets rising wages.
"You don’t have to do everything at once," Brindley reassured the audience. "But you need to figure out what works for you. The key is to take that first step."
He closed with an optimistic note. "We’re entering the golden era of technology in the pallet industry," he said. "There has been more innovation in the last five years than in the previous 20. It’s an exciting time—but you have to be ready to adapt."
For those looking to stay ahead, Brindley recommended following industry updates and discussions on LinkedIn and reading the latest issue of Pallet Enterprise Magazine.
WPM