CORNERING THE SHEETFED MARKET

Sheetfed offset press manufacturers key in on efficiency, larger formats, and specialty needs, and wave off flexo competition.

by Susan Friedman, Editor

One of the best competitive edges carton converters can develop these days is the capability to get product out the door faster than the other guys. "Our customers are focusing strictly on productivity," says Bob McKinney, director of marketing for KBA North America, Sheetfed Division. "Converters want to increase margins through efficiency."

Sheetfed offset press manufacturers are well aware of this fact, and each is ready with a game plan. "With run length continuing to drop, faster, more accurate makeready with less waste is the priority goal of every customer," states Jerry Manzi, packaging sales manager at MAN Roland. "To address this issue we not only supply presses with enhanced automation, but have installed numerous PECOM networks which introduce computer-integrated manufacturing into the pressroom. By preparing the job data prior to production, and entering operating parameters along with CIP3 data, we effectively allow every new job to run with the ease of a previously run job."

At Heidelberg, Achim Schmidt, sales/marketing manager for the packaging and label industry, reports a similiar emphasis—highlighting faster press speeds and digital tie-ins for shorter makeready and better process control.

Schmidt sees converters tying networking, controlling, and profiling functions together in a digital form, "so that everything works the way it's supposed to work." He says more business administration functions are also joining the digital workflow. Heidelberg's Prinect workflow uses an array of function-specific modules to connect and synchronize all management, prepress, press, and postpress operations.

Hot areas of activity

Carton converters with older equipment may be faced with a necessary investment in new technology in order to reach optimum levels of carton production efficiency. "There's a big gap between the capabilities of five-year-old presses and today's presses," McKinney notes. "That gap—in terms of automation and speed—can't be bridged through upgrades."

"Upgrading sheetfed presses today is really impossible," Schmidt agrees. "A new press is needed to really move up to the next level."

Manzi cites new presses' ability to outproduce two to three older presses with less labor and waste, and higher quality as a definitive sales driver—but he also links the continued strength of the POP (point of purchase)/display market and growth of direct offset printing on corrugated with an increase in large format press purchases. In response to the uptick, MAN Roland is currently developing presses to go beyond the 64˝-wide machines currently available.

McKinney also forecasts strong large format press sales for 2002. "The downsizing trend to 40˝ formats has come to a screeching halt," he relates. "Makeready is now the same on larger and smaller formats because of automation; crew sizes are now the same because of automation; and converters can realize double the productivity—but not at double the cost. KBA is selling 64˝ presses today like I never imagined 5 years ago."

As carton converters continue to bolster value-added services in the ongoing fight against commoditization, sales of auxiliary equipment for the production of specialty packaging may rise. "The more services a converter can provide, the healthier the operation," says Schmidt. Heidelberg has positioned itself to better provide such equipment by assuming distributorship for the Steuer Foil-Jet rotary hot foil stamping and embossing press line in its North and South American markets. The stand-alone units can achieve speeds of 12,000 sph.

Fending off flexo

Sheetfed offset press manufacturers acknowledge the competitive strengths of flexo and the need to keep a close eye on its progression. But their collective viewpoints imply flexo's inroads are akin to a pesky insect that needs to be repeatedly waved away from the picnic table.

"Flexo presses have come a long way in improving quality, and certainly have created more competition to traditional offset than in years past," confirms Manzi.

"We see a little more each year from the flexo process," says McKinney. "We can mitigate this competitor with higher run speeds, and faster makeready times." But maximizing offset's benefits can require implementing the appropriate balance of new technology. McKinney cautions converters can hit a point of diminishing returns if too much expense is put into automating every aspect of their operation.

Schmidt contends 80 percent to 85 percent of the folding carton printing contingent is firmly committed to the sheetfed offset process. "Familiarity with the sheetfed offset process continues to win out [over flexo]," he states, citing still-lingering issues with flexo quality and digital flexo platemaking.

Carton converters remain loyal to the 30-minute makereadies that have become standard for offset, Schmidt adds, pointing out that start-to-finish, the flexo process may actually require a longer make-ready than offset, and typically requires more expensive rotary dies. A 15,000 sph offset press can produce 60,000 cartons four-up on a sheet in an hour (plus makeready time), and send dry sheets off the press straight to the diecutter, he emphasizes.