What to Expect When Initiating Your Search for a New Flexographic Press

Vladimir Utovac, product manager, printing presses for W&H Corp in Lincoln, RI, sat for 10 hard-hitting, no-nonsense questions, put forth by FLEXO Magazine, that focused on constructing an accurate account of exactly what a printer/converter can expect when launching a search for a new press. Discussion entailed a collection of preliminary details on the plant and its requirements, and stretched through budget assembly, needs assessment, evaluation of options, ROI analysis, training requirements, positioning strategy and timeline for action.

1. I might want to look into buying a new press. Before I call any manufacturers, what info should I gather at the plant?

Vladimir Utovac: In order to begin, you have to determine which print repeats and widths are required for the particular project. This is a very basic starting point, but it will certainly help in narrowing down the press type, model and configuration.

One extremely important aspect in developing your selection criteria is to determine what some of the existing challenges are in the plant and how a potential new press supplier might be able to impact these challenges, based on available press models and options.

Printing presses have evolved and been refined over the years. Make sure you are taking advantage of all the new technology available on the market. Understanding the existing challenges in the plant will certainly promote your understanding of how the available solutions will be able to impact your business.

2. How can I, as a potential customer, help you make recommendations as to what I might need, etc.?

Utovac: It is crucial to understand customers’ requirements before we can really configure a press to their needs. Understanding the product mix and the challenges that come with running certain products helps us—as well as any other potential supplier—guide customers through all the available options and configurations.

In the end, we, like our converter customer, want to make sure the new machine is set up for maximum performance and efficiency. In order to do this, the more information a customer is able to share, the easier it will be to guide them through the selection process.

3. How much will you need to know about my business—location, volume, plant size, present press footprints, specialty applications, etc.?

Utovac: There are certainly some logistics that have to be worked out along the way. When we first get started discussing a press project with a potential customer, basic information like location is a formality. What is more important is that all the technical details are clarified and worked out, especially if there are specialty applications that are required.

That information is put to use by the manufacturer’s team of engineers and experts to work in tandem with the customer in customizing the exact solution that is right for that plant. The process is purposefully designed to ensure a smooth startup.

As we get closer to determining a machine configuration and finalizing a sale, our U.S.-based project management team gets involved. It will evaluate the plant layout and machine placement to confirm the press will fit inside the facility. Members will guide customers through all utility requirements. This helps everyone understand the necessary site preparations that have to be made before the press arrives and ensures we have a smooth machine startup.

4. Do I need to have a firm budget? Some idea of what I want to spend? Will you guide me through making appropriate allocations?

Utovac: I firmly believe having a firm or fixed budget can only limit the selection of available products and solutions. I understand that at times, in the real world you have to work with a budget. On the other hand, presses are becoming more efficient and there are tons of options available which can really make a positive impact.

Ultimately, here is what I consider the best way to approach the situation:

• Look at the entire package
• See what will make the biggest impact on your business
• Don’t miss out on opportunities by setting fixed spending limits

5. What should I expect to hear from the manufacturer?

Utovac: We have always looked at our business from a perspective that we are in it for the long haul. In order to continue to be a market leader in our industry, we have to be able to provide the best machines in the marketplace, as well as the highest level of service and support.

Ultimately, printers considering a press purchase want to hear from the supplier that they are willing to be a partner who will be able to provide the best machines, and the necessary service and support that is available 24/7.

6. Will you conduct a needs assessment? Training assessment? ROI benefits analysis?

Utovac: We can help in all of these areas. We have an entire team dedicated to working with our customers on identifying the press needs and evaluating ROI benefits. We also have an entire training department dedicated to working with our customers on training needs and training programs. The same can be said for our friendly competitors.

7. Can I get advice on a positioning strategy? Essential add-on componentry, etc.?

Utovac: Today, there are so many ways to configure a press and there are so many options available that you really need expert advice to guide you through this process. We have all the tools and resources to help a customer decide on a positioning strategy and go over all the essential add-on components.

8. How long should I expect the process to take—from issuing requests for a bid to evaluating options, identifying the solution, placing the order, manufacture, installation and training?

Utovac: The length of the selection process can vary and often will depend on the circumstances, but generally speaking you should plan on a three-month window for the selection process alone.
You want to give yourself enough time to be able to evaluate all the suppliers and technology that is available to be able to make the right decision. Something I would strongly recommend to anyone looking at a new press is to visit each supplier that is being considered and run trials on the equipment you are considering buying. Not only will this help you get more insight into the machine and performance that you might expect, it will also help you understand the type of company with whom you could potentially be working. This really gives you a baseline and enables you, as a buyer, to better evaluate and compare suppliers.

9. Once my decision is made and the order is cut, what happens?

Utovac: Once the order is placed, the steps are as follows: First, the processing and engineering are finalized. That is followed by the production and assembly phase. Once that is completed, the press is shipped and, when it arrives, the installation team heads to the facility to begin their work installing the press. Then it’s on to commissioning, acceptance and training.

10. Is there anything else I absolutely need to know?

Utovac: Investigating, buying, building, installing, setting up, operator training and bringing a press online is truly a time-consuming and all-encompassing process. Generally, it takes one year, or ever so slightly longer. The dividends it brings to the plant in the way of improved efficiencies, trimmed waste, maximized uptime and improved response windows all add up to true productivity enhancements. The best news is that these benefits continue to be delivered for decades. You win! Your customers win! The business and the bottom line win!

FLEXO Magazine’s 10th Annual Press Buyer’s Guide
Read more articles highlighting FTA members and their latest acquisitions.