New Mark Andy CEO Kevin Wilken Shares His Perspective on the Packaging Market

pP: What about the technologies they will be working with?

KW: There are about half a dozen flexographic press suppliers, various offset suppliers and some digital press suppliers. They all do certain things and there's no one-size fits all solution, so the successful converter really needs both digital and flexo systems. For example, a CPG (consumer package goods) company coming to a shop using a digital press might say, "Run these prototype brand labels for me." And the shop proofs them and does some small lots with the pricing based on the short runs. But then the CPG comes back and says, "OK now we need 500,000." They are expecting the discounts that come with high volume, but the converter can be stuck being unable to deliver at those volumes and price points if they are relying solely on digital equipment.