Heidelberg managing director Andy Vels Jensen says, “This is both developing optimal internal efficiencies through optimal production equipment and processes – lean manufacturing – and developing their external sales, marketing and customer relations activities. Most printers are finding it difficult to raise prices, so lowering costs is the only other way to increase margins.”
Visitors to Heidelberg’s 1000sqm stand will be the first in Australia to see the n Inpress Control inline colour and register control, which will be on the Speedmaster XL75. Another first is the Speedmaster SM52 Anicolor press with Pantone and coating capability. In finishing a Stahlfolder KH82 combination folder will be seen for the first time.
Heidelberg is also pushing its Prinect Workflow Integration, with Vels Jensen and sales director Alastair Hadley believing that many more printers will come to realise the benefits of a fully integrated JDF enabled MIS and web to print compliant workflow.
The central point of the Heidelberg stand is actually the Saphira consumables café, reflecting the importance the company places on it. Already some 50 per cent of Heidelberg’s overhead is paid for by consumables, with Vels Jensen aiming for 70 per cent soon. Bill Wall, the Heidelberg consumables manager, announced a new loyalty programme at the show, with Saphira customers scoring points for every order, and then able to redeem them for either more consumables or personal products.
The show is costing Heidelberg $42,000 an hour, excluding wages, with the company needing to sell $300,000 worth of orders every hour to break even. However target figure for Heidelberg’s sales director, and sho chairman Alastair Hadley is $650,000 of orders an hour.
Vels Jensen is telling printers there has never actually been a better time to invest. He says, “With the exchange rate moving strongly back in favour of the Aussie dollar, interest rates for any well company at six per cent, and the tax break of between 30-50 per cent this is the best time to secure the future of your business.”
According to Heidelberg the printers it sees around the country that are busy are the ones that have invested in new kit in the last two to three years and are reaping the rewards of higher productivity and lower costs.
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