Digital Magazine

AICC 2019 Sales Compensation Report Released

AICC, The Independent Packaging Association, has released its 11th Sales Compensation Report. Based on a survey conducted over the last few months, it is the most comprehensive survey of key sales compensation salaries and benefits being paid by independent corrugator plants and sheets plants in the United States.

This report is based on data from 56 independent corrugator and sheet plants. These companies employ more than 5,600 full-time employees spread across all the U.S. In aggregate, and these plants sold approximately $2 billion of corrugated products in 2018.

“Benchmarking is a critical way for AICC member companies to ensure best practices and leadership,” said AICC President Mike D’Angelo. “Knowing where you stand is vital information in the competition for people, and especially vital when looking at the sales function.”

As of January 1, 2019, the mean base salary for sheet plant salespersons in the U.S. was $72,558, which is 19.0% higher than reported in 2017. This represents an increase substantially larger than that observed between 2015 and 2017 (3.3%), between 2015 and 2013 (1.5%), or between 2013 and 2011 (7.5%). Total compensation, which adds actual commission/bonus paid in 2018 with the 2019 base salary, averaged $141,517, a substantial increase (21.5%) from $116,482 in 2017.

The mean base salesperson salary at U.S. corrugator plants as of January 1, 2019, was $66,140, a decrease of 17.7% when compared to the average reported ($80,339) in 2017. Still, the 2019 mean base salesperson salary was higher than that reported in 2015 ($57,911) or 2013 ($64,405). Total compensation averaged $208,053 and showed an increase from the $164,908 reported in 2017 and was also higher than was reported in 2015 ($137,039), and 2013 ($123,953).

The Report offers detailed information on sales objectives, base salaries, bonus basis, CRM 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.

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

The full Report is available for electronic download for $210 for AICC Members. To order the full report visit www.AICCbox.org/store or contact Patrick Moore at This email address is being protected from spambots. You need JavaScript enabled to view it. or 703.836.2422.

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