Barry-Wehmiller — Account Dossier

Why This Company

Fit:

• $3.6B private manufacturer, 260+ facilities across 30 countries, 150+ acquisitions (barrywehmiller.com; LEADERS Magazine; IndustryWeek) — no identified procurement software, no centralized procurement function until April 2024 (BW press release)

Pain:

• Fragmented spend data locked across SAP, Epicor, Infor, and D365 in 260+ facilities with no consolidated visibility. Documented: Afinitas division relied on manual data extraction and email-based reporting in Excel and PDF formats — staff described their process as "manual, time consuming and error prone" — pattern almost certainly repeats across other divisions (Diacto case study)
• Procurement function being built from zero: as of late 2025, BW was actively hiring multiple procurement roles across separate divisions (Strategic Sourcing Leader at BW Papersystems, Strategic Procurement Director at Design Group, Sr. Procurement Manager at Design Group Atlanta), all describing manual work without procurement tools — some roles may now be filled, confirming the build-out is underway (BW Careers)

Timing:

• Global D365 F&O ERP rollout underway with dedicated roles being hired (Technical Consultant, Solution Architect, Director of D365 Customer Enablement) under O'Neill's transformation mandate (BW Leadership), new CEO Kyle Chapman (Sept 2025) committed to being "a top-quartile performer" (Automation.com), and three of six platforms merged divisions in 2.5 years — VP Supply Chain George Berg has been building procurement policies for ~22 months without tools, and the complexity increases with each consolidation and acquisition (BW Press Release — Packaging consolidation)

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Decision Makers

George Berg — VP, Global Supply Chain

Primary Contact / Champion

• LinkedIn: https://www.linkedin.com/in/georgegberg/
• Email: george.berg@barrywehmiller.com (inferred from first.last@ pattern — RocketReach)
• Cares about:
  • Establishing global procurement policies and preferred supplier programs — his mandate: "establish formal guidelines that govern business transactions with Barry-Wehmiller and outline clear expectations for suppliers" (BW press release)
  • Spend visibility across fragmented ERPs (D365, SAP, Epicor, Infor) — he needs consolidated data across 260+ facilities to execute his preferred supplier program and has no analytics tool (Diacto case study)
• Why they matter: Berg is building the exact function Simfoni serves, from scratch, with an explicit mandate and no tools. His 27 years at Robert Bosch (VP Logistics & Supply Chain, $1.6B division) means he knows what enterprise procurement looks like and recognizes the gap. CPM certified by ISM. (Packaging World)

Connection Vectors:

• ISM Network: Berg holds a CPM from the Institute for Supply Management. Mike Mohr (Simfoni VP Sales, if still at Simfoni) spoke at ISM World Feb 2024. Shared professional community — only actionable if Mohr remains at Simfoni. (Packaging World)

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Carol O'Neill — Chief Transformation Officer

Executive Sponsor

• LinkedIn: https://www.linkedin.com/in/carolleeoneill/
• Email: carol.oneill@barrywehmiller.com (inferred — RocketReach)
• Cares about:
  • Digital transformation and ERP infrastructure — directly stewards the global D365 F&O rollout, BW's largest technology initiative (BW Leadership)
  • Supply chain modernization — announced Berg's appointment, calling it "a pivotal change for Barry-Wehmiller as the company continues to strengthen and streamline its global supply chain operations" (Packaging World)
• Why they matter: Owns both the supply chain transformation (where procurement tools fit) and the ERP infrastructure (which Simfoni integrates with). Her CIO background at Sealed Air (11 years) means she evaluates technology investments as a practitioner, not in the abstract. (BW Leadership; ZoomInfo)

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James Logan — SVP, Operations & Supply Chain

Senior Decision Maker (Relationship to Berg Unknown)

• LinkedIn: https://www.linkedin.com/in/jim-logan-b2b3b5a/
• Email: jim.logan@barrywehmiller.com (inferred — ZoomInfo shows j**@barrywehmiller.com — ZoomInfo)*
• Cares about:
  • Operations and supply chain performance — Danaher background (famous for the Danaher Business System) signals strong operational discipline (ZoomInfo)
  • Manufacturing operations leadership — previously President, Protein (North America) at JBT Corporation; also held roles at Rexnord and FMC Technologies (ZoomInfo)
• Why they matter: Holds an SVP title senior to Berg's VP. Could be Berg's superior, a parallel leader, or platform-specific. Not listed on BW's official leadership page (same as Berg — the supply chain function is still being established organizationally). The sales team must understand this relationship before outreach. (BW Leadership; ZoomInfo)

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Kyle Chapman — President & CEO

Ultimate Decision Maker

• LinkedIn: https://www.linkedin.com/in/kyle-chapman-205b35191/
• Email: kyle.chapman@barrywehmiller.com (inferred — ZoomInfo)
• Cares about:
  • Being "a top-quartile performer" — his explicit commitment as new CEO (Sept 2025), PE-style cost-discipline language (Automation.com)
  • M&A integration at scale — 150+ acquisitions to date (LEADERS Magazine), ongoing (Systec Conveyors, Automatan in 2025); co-founded BW Forsyth Partners ($850M, 40 acquisitions) (BW Acquisitions; BW Forsyth)
• Why they matter: Family CEO of a private $3.6B company — ultimate approval for enterprise-wide deployment. PE background means he understands procurement ROI intuitively. Won't be the first conversation, but his buy-in is required. (BW Leadership)

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Frank Lanuto — Chief Information Officer

Technical Evaluator

• LinkedIn: https://www.linkedin.com/in/frank-lanuto-8828b72/
• Email: frank.lanuto@barrywehmiller.com (inferred — ZoomInfo)
• Cares about:
  • D365 F&O global rollout — BW's largest technology initiative, with multiple dedicated roles (Technical Consultant, Solution Analyst, Solutions Architect) under IT (BW Leadership)
  • Multi-ERP data consolidation — oversaw the Diacto/Domo analytics implementation that unified SAP, Epicor, and Infor data for Afinitas division, achieving 95% reduction in manual efforts (Diacto case study)
• Why they matter: Technical gatekeeper for any new enterprise software. Simfoni's D365 integration (and legacy ERP connections during migration) will be evaluated by his team. His Diacto/Domo track record proves he champions data consolidation projects. (BW Leadership)

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Doug Neal — VP, Continuous Improvement

Influencer

• LinkedIn: https://www.linkedin.com/in/douglas-neal-1b9a877/
• Email: doug.neal@barrywehmiller.com (inferred — ZoomInfo)
• Cares about:
  • Building a repeatable CI playbook — launching 6 model sites across major divisions, targeting a "well-vetted playbook" within 5-6 months (IndustryWeek)
  • Institutionalizing operational gains — BW's previous CI efforts produced "uneven gains" and when skilled leaders left, "there was no bench strength to keep that up" (IndustryWeek)
• Why they matter: CI programs in manufacturing routinely surface procurement waste (maverick spend, redundant suppliers, manual processes). If his model site work reveals procurement inefficiency — likely, given the manual nature of current procurement — he becomes an internal advocate.

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Entry Strategy

Recommended Entry Point: George Berg

Berg is building enterprise procurement from zero across 260+ facilities with no tools. He has the mandate, the organizational position, and the operational need. His 27 years at Bosch mean he's accustomed to enterprise procurement tools and recognizes their absence. Every day without spend visibility makes his job harder — and three platform consolidations in 2.5 years are compounding the complexity he must manage. (BW press release; Packaging World)

Key unknown: James Logan (SVP Operations & Supply Chain) holds a title senior to Berg's. Their relationship — reporting line, parallel scope, or platform-specific vs. enterprise — is unclear. Investigate early in discovery to map the power structure. (ZoomInfo)

Potential Champion: George Berg

The operational champion and primary contact are the same person. Berg has the need, mandate, and credibility (Bosch tenure + CPM) to champion internally. Once he sees value, the path is: Berg → O'Neill (executive sponsor, owns supply chain + ERP) → Chapman (CEO, PE mindset, "top-quartile" commitment). (Packaging World; Automation.com)

Note: No warm introduction path exists. The only connection vector is a shared ISM professional community between Berg and Mike Mohr, contingent on Mohr remaining at Simfoni. This approach must win on intelligence quality.

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Key Context

• CFO departing: Michael Monarchi (20+ years GE, VP Finance at Eaton's $2.5B division) is leaving BW to join United Natural Foods (NYSE: UNFI) as President & CFO, effective mid-April 2026; no BW successor announced. The PAYS model's zero-upfront-cost structure sidesteps budget approval friction during the transition. An incoming CFO will need spend visibility to understand BW's financial operations. (BW Leadership; Textile World)
• Platform consolidation accelerating: BW Converting (2023, 6 brands merged), BW Design Group (Nov 2024), BW Packaging (Oct 2025, 3 divisions into one, 20+ brands, 2,000+ employees). Each consolidation merges previously independent procurement processes. Berg is trying to standardize while the organizational structure keeps shifting. (BW Press Releases; PKN Packaging News; bwconverting.com)
• Snowflake probable but unconfirmed: Technology profiles indicate BW utilizes Snowflake, and analytics partner Diacto is a Snowflake Select Partner, but the documented BW implementation used Domo. The Snowflake-native Strategic Spend Hub is a potential deployment path — use as a discovery question with Berg or Lanuto. (Diacto; LeadIQ)

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Quick Reference

All emails inferred from dominant first.last@barrywehmiller.com pattern (RocketReach, LeadIQ). Verify before outreach.

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