Business Modeling
Flexographers pondering any press purchase should begin by asking a series of relatively simple questions, according to Matthias Marx, head of corporate communications, Gallus Ferd Rüesch AG. Doing so will assist in constructing a business model. First of all, ask, “Who are my clients?” Then, “What must I do to satisfy them?” and “What machinery/presses do I need to make it happen?”
He insists, “The press has to be operated with minimal training. A highly intuitive operating philosophy and automated pre-setting functions are supporting the operator for short setup times and low waste levels.
“Print results that exhibit consistent quality are the all-important differentiator in printing,” he exclaims. “Process flexibility is critical, as is perfect register behavior, irrespective of speed and an optimized ink chamber design.”
His complete list of essentials:
- A business model
- Future focus
- Automation
- Control
- Process flexibility—it should be possible to add flexibility, e.g. choice of printing and embellishment processes (flexo, screen, offset, cold foil, hot foil, etc.) and the degree of automation, on each station to fulfill printers’ requirements
- Profitability—short web path, fast setup and makeready times, low waste levels with high speed printing, combined with a perfect register, from the first print on, and low amounts of ink
- Quick change
- Simplicity—manipulations should be located in the focus of the operator, thus offering still-faster setup and makeready times
- Reliable service—a worldwide service network means quick, locally provided services on site, plus short response times from help desk and fast on-site service. Original parts available with quick delivery times and a consumables range fitting to the machine system are key
It comes down to, “Precision being the all-important difference,” according to Matthias. He predicts, “With direct servo drives, gearless printing cylinders and anilox rolls, customers will print faster than ever with the best printing quality.”
Holistic Production
“Equipment should not be purchased in a vacuum. Printers must keenly address how it will affect the infrastructure of the entire organization,” cautions Mary Sullivan, regional sales manager, Mark Andy and FTA Board chair. “The investment should be part of a holistic approach to production and market/organizational needs. An example of updating flexographic technology may significantly be affected by the crossover run-lengths when identifying flexo over digital.”
She adds, “A deep understanding of operational costs and ROI calculations are a must when looking at today’s higher price point machines. ROI comparison to existing equipment should not overlook how current work would be impacted by new machinery, plus any new work to be added to its capacity.”
Acknowledging one of the largest challenges facing converters in 2017, Mary says, “With the largest numbers of skilled workforces retiring over the next 20 years in our history, and the transition from mechanical machinery to very high-tech electronic platforms, new presses must be easy to learn and operate without an IT degree. These automated, easy-to-operate presses drive a whole new level of consistency and higher print quality than ever before. Plus, higher tech platforms open up a career path for a larger group of young employees entering the workforce.”
She continues, “As demand changes quickly, so does the need for a machine to be as flexible as possible. A press that is flexible and modular for future adaptability will lengthen the life of the asset.” Elaborating on the point, Mary notes, “Some of the automation features key to delivering more high-quality finished goods include pre-registration, re-registration, impression settings, print tolerances, web tension control, drying/curing, ink management and more. Also, highly automated presses are constantly accessing and collecting data which can be used to analyze many more steps in the process and to drive continuous improvement.”
Her list of 10 essential considerations:
- Goals and objectives—does the device support and drive to the specific marketing goals and objectives of the organization, while meeting competitive pressures, and future technology needs? The converter must consider whether the press can do current work, as well as produce for any new markets it targets in the next six months to two years
- Cost justification and ROI—does the capital expenditure meet the requirement for profitability, additional capacity and have the capability to produce product with low total overall cost?
- Productivity features critical in today’s competitive marketplaces globally can have a substantial impact when it comes to profit margins and speed of delivery. Do not underestimate how the reduction of all kinds of waste can impact a print operation. Margins can be enhanced greatly just by focusing on waste reduction—setup time, changeover time and waste reduction/waste management in terms of both material and ink
- Operator-friendly ease of operation with automated functions are key for new equipment
- Automation and data collection—features that will allow a converter to drive a higher degree of finished throughput with a more consistent print quality throughout every job
- Flexibility—with the high cost of new high-tech platforms, the ability for the equipment to easily run a broader range of substrates and various applications is needed
- Accessories and add-on capability—a press that has been designed to accept as many third-party additions and possibilities is a forward-thinking platform
- Engineering capabilities—a solid foundation of engineering expertise and application knowledge is a key aspect in choosing an inline press
- Service and support—needed to keep the investment optimized and continuing the plan for production and profitability. What is the reach of the supplier? Are parts and technical service supported locally? There’s no point buying a machine that can’t be supported
- Maintenance—cost and availability. Newer high-tech servo presses, with automation and precision components, are excellent tools, but must be cared for to run optimally and produce most efficiently
Mary advises flexographers to network with their press building partners and stresses, “A robust set of subject matter experts provides the technology design of the press, as well as a deep understanding of how to adapt and evolve the machine, providing future additions that enhance the business and win new customers.”
Other observations she issues reiterate her position. “Presses are advantaged when they can be upgraded easily to meet the ever-changing dynamics of consumer product companies (CPCs) and the evolution of package components. Presses that are designed for easy and open access, and that allow for simple and quick routine maintenance, will reduce downtime and increase uptime and throughput.”
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