Keeping Up With the Competition

More and more package printers are turning to contract converters.

A LONG-TIME customer approaches you with an idea for a cool new package. Everything is going perfectly—until you notice the whole project hinges on the use of a corona treated substrate. Too bad you don't have corona treating capabilities. So your mind starts racing through all the possibilities … Your first instinct is to turn down the job, but why risk losing a customer? You can shell out the money for a new system—you'll definitely use it again—but that takes valuable time and capital. You can recommend the use of a different type of material. However, that introduces a whole new set of variables and possible problems. That's when it hits you—make a few calls to find a company that will take care of the corona treating process, ship back the substrate, and allow you to work your own magic.

Offering everything from off-the wall services, to basic necessities, contract converters are available for most facets of the printing process. So why take advantage of these companies? In the end, it can save time, money, and resources. But most importantly, it lowers the risk of losing a vital customer to the competition that can do the job onsite.

What's hot and what's not

This year, packagePRINTING set out to discover what's really going on in contract converting shops. Among the findings: slitting is the most common service available, as almost 80 percent of the companies surveyed have the capabilities. In a distant three-way tie for second place, coating, laminating, and sheeting equipment can be found in about 57 percent of the shops. However, the trick here is to be sure your converter of choice can meet the job's size requirements. Coming in on the tail end, only 14 percent of converters have reinforcing capabilities.

According to the survey, when looking for a company to help with slitting, sheeting, and unwind/ rewind needs, there are a few vital stats to obtain before signing the dotted line. Kristin Manteufel, a sales representative for Walden Paper Services mentioned the company recently invested in a new high-speed slitter. She pointed out that the equipment has a 1˝ minimum by 30˝ maximum outer diameter (OD). Of this year's respondents, 62 percent have narrow-web slitting capabilities (up to 24˝), and an overwhelming 90 percent can handle wide-web jobs (25˝ and larger). Fifty-two percent have equipment to cover both wide- and narrow-web projects.

Finding the perfect match

So how do you pick the perfect converting partner? When asked the most important criteria a package printer should consider when choosing, the resounding response was quality. Ken Lyons, vice president of EMTEC/Northeast, adds that looking into turnaround time, price, and location are key. Tony Nobile, manager of sales and purchasing at Emballages Quebec, believes that where "capacity, service, and price in summary meet, you've found the best value." And The Weiss Company's Vice President Dan Weiss, recommends searching out a business with strong problem solving skills, experience in using your particular materials, reliability, confidentiality, and a reputation for quality workmanship.

Keeping up with the latest technology is vital for contract converters. Here's a run down on some of the new toys survey respondents report purchasing within the last year:

• Jakob Schulthess, president and CEO at JCS Industries, reports adding new coating, laminating, and folding capabilities.

• Nobile (of Emballages Quebec) now offers custom and stock placemat printing, services for distributors, packaging services, imports and exports, paper salvage, and food packaging products and papers.

• Joe Mausar, marketing and sales manager, Chemsultants International, reports gaining Class 10,000 clean room coating.

• Daniel Ott, director of corporate sales at Web Converting, says the company recently invested in new slitting capabilities for the Atlanta plant, along with a brand new, expanded plant in New England.