Success Story: Arvco Container and Athena SWC Partner to Expand Market Reach for Food Packaging Sales
Client Profile
Arvco Container is a leading corrugated packaging manufacturer providing innovative solutions for industrial and food applications. Family-owned and operated since 1971, Arvco is known for exceptional customer support, advanced design capabilities, and custom printing expertise, serving customers nationwide with high-quality, tailored packaging solutions.
Business Situation
As market dynamics shifted during the pandemic, Arvco Container recognized the need to adapt its approach to align with evolving customer engagement preferences. Bob Ford, Vice President of Sales, and Brian Oviatt, Trade Sales Manager, saw an opportunity to further strengthen the company’s market presence—particularly in expanding connections with large, national accounts, and driving growth in food packaging sales.
Brian, a long-time member of the Packaging Alliance Network (PAN), recalled discussions with Larry Hudson of Jamestown Container Companies (JCC), a long-time Athena SWC client. JCC’s success in expanding high-value relationships through Athena’s coordinated sales and marketing support sparked interest at Arvco.
“After learning more about Athena’s process and infrastructure, it became clear this was a partnership that could accelerate our efforts,” said Bob. “Their follow-up and persistence have complemented our team and strengthened our ability to connect with decision-makers.”
Strategic Approach To Food Packaging Sales
Arvco serves two primary markets—industrial packaging and food packaging—each requiring a tailored sales approach. Industrial packaging focuses on regional, customized solutions, while food packaging targets national accounts such as stadiums and large food service providers.
While Arvco had a strong presence in both sectors, penetrating the largest national food service chains required additional resources. Athena’s outbound calling program provided an efficient way to secure conversations with key decision-makers in these high-value accounts, while Arvco’s team focused on building and nurturing those relationships. This collaboration has created opportunities for Arvco to expand its food packaging sales footprint with some of the most recognizable names in the industry.
Over the first 16 months of partnership, Athena secured 30 qualified meetings—including one-third in the challenging national food sector—laying the groundwork for significant future opportunities in food packaging sales.
Expanding Digital Presence
Recognizing the value of integrating digital marketing with outbound efforts, Arvco transitioned its website and inbound marketing program to Athena. The new approach streamlined lead capture, enhanced online visibility, and delivered measurable results:
- Over 300 web form and Chabot submissions, with 24% converted to meetings.
- 95% increase in impressions and 62% of website traffic now from organic search.
- Increased engagement, with clicks up by 22%.
“Athena checked all the boxes for what we wanted to accomplish,” said Bob. “Their team has helped us position our brand more effectively online, while Brian’s leadership has driven the program forward.”
The Value of Partnership
Athena’s integrated program combines outbound prospecting, inbound marketing, and targeted digital strategies—allowing Arvco’s sales team to focus on relationship-building and closing opportunities.
“They bring both marketing expertise and a deep understanding of our industry,” Brian noted. “This partnership has introduced us to more high-potential accounts than we could have reached on our own.”
Looking Ahead
With a strong pipeline and new relationships in place, Arvco and Athena are continuing to work together to drive long-term growth. “We’re not just looking for short-term wins,” Bob concluded. “We’re building connections that will deliver value for years to come.”
The Results
44 Qualified Meetingswith target accounts
11 Meetingswith companies over $1 Billion in revenue
$4.7M+added to the sales pipeline
Significant Inroadsinto national food service and other new markets
Through a combination of inbound and outbound efforts, 44 meetings have been scheduled with companies that match Arvco Container’s target criteria—including 11 with large corporations generating over $1 billion in revenue. They’ve also made meaningful inroads into the into national food service and other new markets.