drupa Consumables Preview |
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| 25.02.2004 |
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Consumables sales have become big business for Heidelberg, generating global sales of 195 million Euro last year and growing. It will be a sector heavily promoted at drupa because it is seen as an integral part of the company's solutions strategy.
As well as seeing products in action across Heidelberg's 7,800 square metre of space, there will be a dedicated display of products within hall 1 and 2. Heidelberg carries its own label products badged as Saphira, Cristala and Diamanta as well as third party brands where market recognition is deemed to be of value.
Offset plates account for 43 percent of sales, films 16 percent, pressroom chemicals 8 percent and the remainder from blankets, inks, proofing and flexo materials and related equipment such as plate processors and densitometers. After initially lauching on a global platform in 1999, Heidelberg quickly recognised that it was a more effective force if it operated globally but determined at national level what range of products best suited local market and performance needs.
Stephen Kyle, operations and consumables manager at Heidelberg UK, says: "At this Drupa we will see a further decline in film and more movement from conventional to CtP plates where we have extended the range to include thermal, visible light and polyester options. Environmental legislation is tightening globally and consumables must meet those criteria as well as enhancing performance, working reliably at all times.
"Customers are keen to come to Heidelberg because they know that the products we supply will have been tested on our equipment and that they will get full technical support from a team with a depth of knowledge, all at a fair price. Heidelberg tests at its central test facilities critical consumables such as plates, inks and press parts (blankets, rollers etc) and works with independent institutes in Germany to evaluate the performance of chemicals, including environmental and health and safety criteria. Other products are tested at local level.
"Many customers have also been attracted by our consumables deals, a means of buying capital equipment but repaying in relation to the volume of consumables you are using, a comfortable way of relating financial repayments to trading strength. About 70 percent of consumables sales in the UK have involved equipment purchases often in unrelated areas, for instance a guillotine, folder or press on the back of a plate supply contract."
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