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Heidelberger Druckmaschinen AG presents “Prediticive Monitoring”. Watch the video as well!

 

Graphic Repro On-line News Review to Friday 22 April 2016

Welcome to another roundup of news highlights for the past week, together with Laurel Brunner’s Verdigris Blog on Friday, which this week asks a question about ISO14001. There are also three new additions in Online Fetures Chapters 02 and 04. In Chapter 02 the article from EFI at ISA this past week highlights four new machines, each described in detail and illustrated, which were launched at the show in Orlando. Chapter 04 includes two new articles from Esko with Flexo at Uniprint in Durban; South Africa, and also Toray with waterless for CDs, DVDs and more at Cinram in Aachen, Germany.

In our drupa Newsroom you can really have a field-day. There’s another extensive interview in the drupa ante portas section with BW Papersystems’ Patrick Walczak, by Andreas Weber; this is accompanied by 19 new additions to our Exhibitor section led by Manroland Sheetfed, together with ContiTech, DW Renzmann, Baumer, Siegwerk, Steinemann, Muller and Kern-ICM; FUTEC, EyeC, Theurer, Xitron, BST Eltromat, Muller Martini, Leonhard Kurz, Mimaki, KAMA, Creative Edge, Massivit 3D, and Hunkeler Systeme. You will find lots of exciting new kit to be launched at the show among most of them.

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These latest additions now bring news from exhibitors for the upcoming event to 138, plus a further 55 from Messe Düsseldorf, as well as 10 specialist features from key industry journalists; and of course a further 7 in the drupa ante portas section. 210 in total, and with more to come in the 35 days left before this year’s biggest event for the industry opens its doors in Düsseldorf, from 31 May until 10 June.

News leaders from Monday to Friday this week were Leonard Kurz with a new technology to be shown and demonstrated at drupa for precisely positioning holographic single-image designs; then from Sappi Europe, as it strengthens its Packaging and Speciality Papers business in Alfeld, Germany; Agfa Graphics with its latest award; EFI with record First Quarter revenue; and lastly Manroland Sheetfed with its trailblazer line-up for drupa. Another key announcement also came from the Ghent Workgroup on Thursday, but there are just too many other important items to list all of them, so please scroll down carefully and find them for yourself. You’ll discover a number of exciting new software releases as well.

You will, as usual, find a number of key sales and installations successes again this week, with the biggest from Kraft-Schloetels, a member of WKS Druckholding in Germany, on Tuesday, which has ordered a second 160-page high volume Lithoman web offset press from Manroland Web Systems. On Wednesday from Heidelberg, as Villanti in Vermont installs a new Heidelberg XL 106-6+L with Prinect Image Control Next Generation; amd at Sign & Digital UK, when The Handsome Prints Company signed for a Mimaki JFX200-2513UV wide-format flatbed on the first day of the show.

Thursday saw Hybrid Software celebrating the installation of the 400th seat of PACKZ at Z Due in Italy; while Friday turned out to be a fitting end to a busy week with Philtone Litho in the UK set upgrade one of its presses to a Heidelberg Speedmaster XL 106-5+L in July, to match an existing XL 106-4+L; then we have Glossop Cartons which has just installed the world’s first Highcon Beam digital cutting and creasing machine; and these were followed by Gallus, which announced two more sales of the new Gallus Labelfire digital label printing system in Switzerland and in Europe, although it failed to identify the customers.

The tailender this week goes to Bytes Document Systems and Xerox, which announced the launch of the iGen 5 in South Africa, on Tuesday. 

That’s it until next time. I hope you find lots more of interest among the links below.
With my best regards, 

Mike Hilton 

 

Our e-News comprises:  Headline News – Online Feature Articles – the Verdigris initiative from Digital Dots. Our Drupa and FESPA Newsrooms can be accessed from the Index on our Home Page, as well as News in Review, which provides a weekly overview and listing of all news added to the site.



Headline News
Over 28,000 news items have now gone online since we launched our Website in September 2001. News for the past 24 months can still be accessed via the Home Page and its continuation news pages

Mon 18 April…   Kurz: Single images in cold foil transfer at drupa
New module for precisely positioning holographic single-image designs; to be shown with live demonstrations at drupa in Hall 3…

Heidelberg Business Consulting: Optimise your full potential
Heidelberg’s Business Consulting drives profitability with a comprehensive approach, tailored to your needs…

Sawgrass at Sign & Digital UK this week
Sawgrass to present award-winning Sawgrass VJ 628 8-Colour System at Sign & Digital UK 2016 from 19 – 21 April…

Kodak customers report economic and environmental benefits
Kodak’s Sonora Process Free Plates see 50% rise in volume as industry demand for sustainable printing solutions grows…

Agfa Graphics releases Arziro Design 2.0
Arziro Design to launch a complete end-to-end ecosystem workflow for the general security printing market…

SA International to launch FlexiLIVE Tour 2016
SAi demonstrates commitment to education and training as FlexiLIVE Tour 2016 is officially launched at ISA Sign 2016…

Tue 19 Apr…   Sappi reinforces its release liner business
Investment in enhanced product lines and a long-term sustainable supply deliver all round results…

Xerox to launch new iGen 5 press in South Africa
The new iGen 5 digital press is fully customisable to meet page volume, application type and colour needs…

WKS orders a second 160-page Lithoman press
Kraft-Schloetels, a member of WKS Druckholding, has ordered a second high volume press from Manroland Web Systems…

KAMA world premiere at the drupa trade fair
Mega trend ‘short runs’: KAMA to stage a world premiere launch of its new comprehensive finishing solution at drupa 2016…

Look to the Future with Muller Martini and Finishing 4.0
Muller Martini to demonstrate how variable magazines and books can be produced using a fully connected, automated machine line-up…

Mimaki: A full product portfolio lineup for drupa 2016
Mimaki’s full range of solvent and UV solutions to start or grow your business will be exhibited and demonstrated in Hall 09…

Wed 20 Apr…   European Logistics Association awards Agfa Graphics
Agfa Graphics’ circular economy model for printing plates receives ELA Award for best presentation 2016…

BW Papersystems’ strong brands at drupa 2016
drupa ante portas: Exclusive interview at the VDMA event in Frankfurt with BW Papersystems’ Patrick Walczak by Andreas Weber…

Enfocus announces Connect ALL 13 update 2
This important release transforms the job submission process and extends automation to the customer’s desktop…

Duplo announces new 600 PRO Digital Booklet System
Duplo targets high volume environments with new Digital Booklet System equipped with greater sheet feeding capacity…

Villanti to double production speeds with new Speedmaster XL 106
The largest sheetfed printer in Vermont set to install new Heidelberg XL 106-6+L with Prinect Image Control Next Generation…

Handsome Prints to add Mimaki JFX200-2513UV Flatbed
The Handsome Prints Company signs with CMYUK for a Mimaki JFX200-2513UV Flatbed on the first day of Sign & Digital UK…

Thu 21 Apr…   EFI reports record First Quarter revenue of $234M, up 20%
Electronics For Imaging has announced its results, for the first quarter of 2016, as it prepares for drupa with entirely new platforms…

Ghent Workgroup releases milestone 2015 PDF Specification
GWG announces new PDF Specification for Packaging based on ISO PDF/X-4 for print production across the supply chain…

Hybrid Software installs 400th seat of PACKZ
Hybrid celebrates the installation of the 400th seat of PACKZ, its professional PDF editor for packaging and label workflows…

Antalis Packaging at Multimodal 2016
Automation and adaptability – key messages for Antalis Packaging at Multimodal 2016, from 10 – 12 May, NEC Birmingham…

Colorware launches MeasureColor 16
End-to-end easy to use and device independent colour management for print & packaging professionals…

New stretchable ink from Mimaki expands wide-format
LUS-350 ink stretches up to 350% for high quality, durable thermo- formed applications with great adhesion and no cracking…

Fri 22 Apr…   

Manroland Sheetfed to showcase trailblazer at drupa 2016
To experience Manroland Sheetfed’s cutting edge print technologies at this year’s drupa show, visit Hall 14, stand C21…

EFI Sign Expo exhibit offers customers greater innovation
EFI at ISA International Sign Expo with four new printers and new MIS software for signage production…

Uniprint sees tremendous quality improvement with HD Flexo
Esko technologies help South Africa’s Uniprint enhance image quality, improve productivity and win industry recognition…

Philtone invests in further Speedmaster XL 106 technology
Philtone Litho set to upgrade its Speedmaster CX 102-5+L to a Speedmaster XL 106-5+L in July to match its XL 106-4+L.

Glossop Cartons first with installation of Highcon Beam
Glossop Cartons has just installed the world’s first Highcon Beam digital cutting and creasing machine…

Gallus’ commitment to digital showing strong results
Gallus has announced two more sales of the new Gallus Labelfire digital label printing system…

Last lead articles from previous update… 

Last Friday’s leads…   ‘Add more KBA to your day’ at drupa
Innovations in digital, flexo, offset and new services with KBA 4.0. at drupa 2016 in Hall 16 from 31 May to 10 June…

QuadTech new products and Speaker Series at drupa
QuadTech to unveil four new products and host ‘all-star’ Print Performance Speaker Series with industry experts throughout drupa…

GraphicRepro.Net e-News  (ISSN 1814-2923) is sponsored and made possible by:

Heidelberger Druckmaschinen AG  (Heidelberg), The world’s largest printing press manufacturer for the industry worldwide. Heidelberg customers enjoy the most comprehensive and extensive sales and service network in the industry for JDF compliant workflow, computer-to-plate, sheetfed offset, Web-to-print, digital printing, digital inkjet for labels and packaging, packaging and finishing, all with complementary consumables. Heidelberg has offices in around 170 countries. Visit the Heidelberg Website for more information.

drupa 2016 (drupa), the international flagship fair of the printing and media industry, responds to the challenges of the changing market and provides pioneering solutions for the future. This is highlighted by the new marketing and communication strategy where drupa claims its position as ‘No.1 for Print & Crossmedia Solutions’ with the slogan ‘touch the future’. The issues of ‘package printing’, ‘multichannel’, ‘green printing’, ‘3D printing’, and ‘functional printing’ will become increasingly important to the overall communication strategy. To find out more, visit the drupa 2016 Website.

Online Feature articles 2014 – 2016
There were again well over 90 last year, including nine downloads, as well as 92 articles in 2013 which can still be accessed via the Index on the Home Page, with prior years’ via Search Archives (option 2) on the Website.

Technology-related Chapter 02

EFI Sign Expo exhibit offers customers greater innovation
EFI at ISA International Sign Expo with four new printers and new MIS software for signage production…

Online Features Mar/Apr Chapter 04

Uniprint sees tremendous quality improvement with HD Flexo
Esko technologies help South African printer enhance image quality, improve productivity and win industry recognition…

Waterless Offset for Optical Storage Devices
CINRAM in Aachen, Germany trusts Toray’s waterless offset plates for flawless, environmentally friendly disc decoration…

Previous…   Esko features Green Ox Pallet Technology efficiencies
New modelling capabilities featured in Esko’s Cape Pack and Cape Truckfill Software for Green Ox Pallets…

Zund introduces: Room for New Ideas
Flexible, foldable, sturdy, affordable, and recyclable; these innovative standing desks from New Zealand are garnering a growing fan base…

Verdigris – Environmental Initiative

Laurel Brunner’s weekly Verdigris Blogs 2016

Do We Need More than ISO 14001?
The weekly Verdigris blog by Laurel Brunner – Fri 22 Apr

Previous…   Sustainability at drupa
The weekly Verdigris blog by Laurel Brunner – Fri 15 Apr

Colour Me Rainbow
The weekly Verdigris blog by Laurel Brunner – Mon 11 Apr

Drupa Newsroom
Our Drupa Newsroom with news from Messe Düsseldorf and for Drupa 2016 can be found in the Index, as well as via the special Newsroom button on the right of the Home Page near the top. It is divided into the following Chapters for your convenience and ease of use… but you do have to scroll down to view each of the Chapters

drupa ante portas Blogs 2016

BW Papersystems’ strong brands at drupa 2016
drupa ante portas: Interview with BW Papersystems’ Patrick Walczak, who relies completely on customer orientation and individual solutions! By Andreas Weber…

Previous…   VDMA pre-drupa 2016: Welcome to the ‘Haus des Buches’
drupa ante portas – automation, flexibilization, and digitization make print a top growth market! Frankfurt 4 April, in preparation for drupa 2016…

drupa 2016 News from Exhibitors
Latest additions can now be accessed in our drupa Newsroom.

Manroland Sheetfed to showcase trailblazer at drupa
To experience Manroland Sheetfed’s cutting edge print technologies at this year’s drupa show, visit Hall 14, stand C21…

ContiTech Highlights at drupa 2016
Printing blanket specialist ContiTech is expanding its range of flexographic printing products, as well as introducing new Conti-Air and Phoenix Xtra blankets at drupa…

DWR: Sustainable cleaning saves time and money
DW Renzmann’s drupa focus will be on powerful cleaning and distillation systems that combine eco-friendliness and efficiency…

Baumer provides ‘drupa Extended’ at drupa 2016
drupa EXtended – Baumer hhs invites drupa visitors from around the world to its hhs solution-centre in nearby Krefeld, throughout the eleven days of the event…

Siegwerk colours the future at drupa in Hall 3
With the motto ‘We color the future’, the ink manufacturer will demonstrate its products and services portfolio at drupa 2016…

Steinemann to launch two new digital UV models at drupa
Steinemann Technology to present two new digital varnishing machines from the dmax family for smaller sheet formats in Hall 1…

Müller and KICM at drupa: The 150-metre-class grows further
Müller and Kern-ICM launch new high-performance inserting system in the 150-metre class with debut at drupa in Hall 6…

FUTEC to launch new automated web inspection systems
Global preview of improved web inspection for flexo and launch of Smart Camera systems for flaw detection to take centre stage…

EyeC: 100% conformity for high-quality packaging
EyeC will showcase the latest advances for quality assurance this year, at drupa 2016…

New for drupa: theurer.com C3 ERP/MIS software
Theurer.com will present several new innovations in ERP/MIS software theurer.com C3, for printing and packaging production at drupa…

Xitron to focus on partnerships, new interfaces
Exhibiting in 15 stands throughout the show, as well as its own in the USA Pavilion in Hall 15 C54-4…

‘BST eltromat Drives Your Improvement’ at drupa
Innovations from BST eltromat at drupa 2016 offer new options for quality assurance and automation in web-oriented production processes…

Muller Martini: Look to the Future with Finishing 4.0
With Finishing 4.0, Muller Martini will demonstrate in Hall 2 how variable magazines and books can be produced using a fully connected, highly automated machine line-up consisting of sheetfed offset, web offset and digital printing elements…

Kurz: Single images in cold foil transfer
New module for precisely positioning holographic single-image designs; to be shown live in action at drupa in Hall 3…

Mimaki: Full product portfolio for drupa 2016
Mimaki’s full range of solvent and UV solutions to start or grow your business will be exhibited and demonstrated in Hall 09…

KAMA at the drupa trade fair in Hall 2
Mega trend ‘short runs’: KAMA to launch a new comprehensive finishing solution for short-run folding cartons at drupa 2016…

Creative Edge iC3D v4 application to run live in Hall 7
Creative Edge Software reaches out to packaging designers at drupa 2016 with new photorealistic 3D technology…

Massivit 3D at drupa in Hall 7a stand B40
Massivit 3D Printing Technologies to use drupa 2016 for premier of ground-breaking 3D printing solution for visual communication applications…

Hunkeler Systeme AG at drupa in Hall 2
Hunkeler Systeme disposal logistics offer a complete system for waste extraction, shredding and compacting…

Previous…   ‘Add more KBA to your day’ at drupa
Innovations in digital, flexo, offset and new services with KBA 4.0. at drupa 2016 in Hall 16 from 31 May to 10 June…

Stora Enso at drupa 2016: What a tree can do
The renewable materials company Stora Enso will participate in drupa with the company stand in Hall 1…

Kolbus: What’s new at drupa?
Once again, Kolbus will host one of the biggest exhibits at this show, with a 1,400 square metre stand packed with innovations for industrial scale finishing…

QuadTech new products and Speaker Series at drupa
QuadTech to unveil four new products and host ‘all-star’ Print Performance Speaker Series with industry experts to speak on print quality and colour science topics…

Flint Group: ‘Let’s colour the world together’
Flint Group to mark its position as global leader in print consumables at drupa 2016…

KBA expands half-format with new Rapida 75 PRO
Premiere at drupa as a five-colour press with coater and LED-UV curing…

Watkiss adds new PowerSquare 160 booklet maker
Watkiss Automation targets mid-volume digital printers with new PowerSquare 160 booklet maker to debut at drupa in Hall 6…

Goss to highlight the value of partnerships
Goss will demonstrate its visionary approach to partnerships at drupa 2016 under the theme ‘Achieving more together’…

CRON launches high-value flexo CTP solutions
High performance flexo CTP will take centre stage on the CRON stand in Hall 5 at drupe…

Tecnau at drupa 2016 in Hall 8a
Tecnau to exhibit new finishing solutions for books and commercial print at drupe…

Kurz: New varieties of holographic designs at drupa
Intentional colour minimisation and innovative light refraction pat-terns create surprising effects, to be highlighted at drupa 2016…

Tecnau CutReady for HP Indigo heads for drupa
Tecnau exhibits cost-effective CutReady solution at HP Indigo Dscoop event is Israel, before heading for drupa 2016…

Scodix press for folding carton market to debut at drupa
Scodix unlocks new enhancement and profit-generating opportunities for the folding carton market with Scodix E106 press launch…

Highcon to launch new product portfolio at drupa
Highcon to launch a new dimension in finishing with a portfolio of products at drupa this year…

Konica Minolta aims to drive future growth at drupa
KM to demonstrate real-value business opportunities in several business zones on its massive 2400 sq/m stand in Hall 8B…

FFEI to showcase digital inkjet integration
Expanding the application of digital inkjet technology end-to-end digital inkjet consultancy services at drupa in Hall 10…

GMG to share colour management expertise
GMG will showcase its latest software, a clever Photoshop plug-in, new proofing media, and its extended range of services…

GSE Dispensing to exhibit ink logistics solutions at drupa
GSE Dispensing’s integrated ink logistics provides ‘roadmap’ for waste-free, safe, package-print workflows and colour perfection at drupa 2016…

Zünd to launch ultra high-performance cutting system
High-performance digital cutting solutions and intelligent automation will be the focus of Zünd’s exhibit at drupa 2016…

VITS International at drupa 2016
VITS International to run two web near line at drupa, intermixing inkjet and web offset in Hall 16 D59…

Asahi: Blending proven solutions with innovative new options
Asahi Photoproducts set to bring extreme quality to flexo printing at drupa 2016…

CRON increases stand space in Hall 5 at drupa 2016
CRON to show several new products with live demonstrations as it continues to expand its portfolio from its original CTP-centric foundations…

Scodix’ new print enhancement technology at drupa
Scodix to demonstrate its comprehensive product portfolio, including a new digital enhancement platform and additional applications, at drupa 2016…

MPS to host Open House during drupa
MPS to host an Open House at its company headquarters in Arnhem, The Netherlands during drupa 2016…

Dalim ES seamless integration to be shown at drupa
Dalim Software partners with Chili Publisher to provide access to online editing from a web browser, directly from Dalim ES…

drupa 2016 Expert Article Series and more
Can be found in our Drupa Newsroom via the Index on the Home Page.

Final article in the series…   Digital versus traditional packaging print
Touch the future. Drupa Expert Article No 8 by Michael Seidl, publisher and editor-in-chief of various specialist publications in Central and Eastern Europe including Print & Publishing, Packaging and Visual Communication….

drupa 2016 News from Messe Düsseldorf

Most recent…   3rd drupa Global Trends Report: Optimism for growth in 2016
With just weeks to go before drupa 2016 opens, the results of the third drupa Global Trends report have now been published…

FESPA Newsroom
The dedicated FESPA Newsroom can be found via the Index on our Home Page.

FESPA Federation News in 2016

Previous…   FESPA’s Regional events in 2016
FESPA’S worldwide regional events reinforce the central Profit For Purpose philosophy which drives FESPA…

The Graphic Repro On-line Website is supported and sponsored by: 

Antalis South Africa, Canon SA, Screen Europe,  Drupa 2016,  EFI, Esko,  FESPA. Goss International Inc,  Heidelberger Druckmaschinen AG,  HP Graphic Solutions,  Koenig + Bauer AG,  Kemtek Imaging Systems,  Krause-Biagosch,  Leonhard Kurz Stiftung,   Manroland Web Systems GmbH, Muller Martini AG,  POLAR-Mohr, QuadTech Inc,  Quark Inc,  Ricoh Europe,  Sappi LimitedThunderbolt Solutions, and UPM -Kymmene.

If you would like to send news for consideration for the Graphic Repro On-line Website (ISSN 1814-2915) or to submit comments, please e-mail Mike Hilton at: graphicrepro.za@gmail.com.

Our Website urls are:

http://www.graphicrepro.co.za
http://www.graphicrepro.net

GraphicRepro.Net e-News (ISSN 1814-2923)  provides weekly updates from the Graphic Repro On-line Website and is  compiled and published by Mike Hilton, graphicrepro.netPO Box 10 Peterburgskoe Shosse 13/1, 196605 Pushkin 5, St. Petersburg, Russia.  e-mail graphicrepro.za@gmail.com

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ValuePublishing ValueDialog BW Papersystems.001

German version available

It is fantastic that the topic of paper and paper processing has (finally!) become the focus at the drupa. This is an important sector and it has more to offer than ever even though it has been previously seen as secondary because all spectacular innovations had come from the printing press industry. During the course of digitalization with networking and automation of all processes (keyword Industry 4.0), paper and processing specialists have updated their business from the ground up. This was specifically evident during the business press conference of the VDMA on 04 April 2016 in the Frankfurter “Haus des Buches” — and it received excellent feedback.

As paper specialist, BW Papersystems takes on the global lead, through its innovative company structure with customer-orientated solutions in line with the market conditions. This is reason enough to talk to one of the top managers, who is close to the customer on a global scale. As Vice President Global Mill Sales, Patrick Walczak is responsible for the global sales activities at BW Papersystems. 

Patrick Walczak’s key messages: Customer orientation

  • “Our top priority: We focus on individual customer desires.”
  • “We communicate with suppliers and partners of our customers about all processes over the entire value chain.”
  • “We are more than just a supplier of individual technological components. For our customers and their customers, we become more and more the problem-solver by offering innovative and successful solutions. This will be even more intensified by drupa 2016.”

Patrick Walczak’s  key issue: Added value for customers

“To generate added value for our customers, it is not enough to offer innovative and good products. Three things are essential for us:

  1. Listening.
  2. Flexibility.
  3. Act with the solution in mind. Always to look beyond the rim of your tea cup!”

 

 

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Interview by Andreas Weber | German version

The name of the trade fair drupa stands for the abbreviation of the German words for print and paper, i.e. “Druck und Papier”. Both offer the platform for a new business model of BW Papersystems. What has happened to this day?

Patrick Walczak: Only today, new technologies are truly accepted in the printing industry. The trend of promising a dynamic growth has long been anticipated. However, its effects are only seen today. Our special challenge: Thus far, processing paper was so to speak an “unwanted stepchild”. As necessary evil, we were somewhat isolated. We were stuck in this dilemma. Therefore, we have changed many things. Finally, we were able to expand our world of ideas. Business units of the Körber Group such as Will and Pemco went to the Barry Wehmiller Group and they were combined with other companies, even acquisitions. Many changes happened at the structural and cultural level. Now, we are able to look beyond the rim of the teacup…

… in other words, you underwent a pretty strong financial crisis?

Patrick Walczak: Yes. The period following the drupa 2012 was very tough for us. Our former market activities were unilateral. At the same time, the demand decreased. The business in Asia failed. Investments in North America dropped. We were searching and we did find a new home, which became a very good home. The Barry Wehmiller Group [in short: BW Group] is listed on the stock exchange. It consists of 80 companies in machine and system engineering, which are divided into four platforms. Now, we have a solid financial structure and our product structure is positioned more broadly; and the paper division of Bielomatik, WillPemco’s strongest competitor became part of the BW Group. In addition, there were changes in the environment: Today, digital printing is ever more influential than before. All participants in the entire print production value chain communicate with one another and collaborate intensively. — from the manufacturer of technology and paper to the paper dealer and end customer.

What are the effects of this fresh start in the paper industry?

Patrick Walczak: Delivery times in near real times are the standard in the paper business. At least smaller quantities are ordered and delivered within 24 hours. This creates new challenges, with which we are dealing. Our business model changed completely: We are more than just a supplier of individual technological components. For our customers and their customers, we become more and more the problem solver by offering innovative and successful solutions. This will be even more intensified by drupa 2016. There will be joint appearances with paper suppliers, dealers, and users. We focus on close cooperation and perfect teamwork. We communicate with suppliers and partners of our customers about all processes over the entire value chain.

What makes your new business model consistent with the changes in the marketplace?

Patrick Walczak: Globally seen, the use of paper does not decrease to the degree that printing of paper decreases specifically for consumer purposes. With our new business model, we facilitate and master a market environment that is in the midst of change. This is not anything new when seen in the historical context. There have always been changes; however, the speed by which things happen has increased significantly. Accordingly, our communication and collaboration skills have to fulfil completely different requirements. Top priority: We focus on individual customer desires.

 

Bildschirmfoto 2016-04-15 um 09.41.27.png

 

Can you give me one example?

Patrick Walczak: Just look at the booming market of digitally printed photo albums. It requires mastering strong seasonal fluctuations with regard to formats and types of paper. Accordingly, our processes such as cutting and binding solutions are optimized and in line with customer needs. In the course of our new strategy, we have not only consolidated us but we have advanced proactively. In our Corporation, we call it customer trust and customer care initiative. This allows us to focus with competent teams in the market ‘beyond sales’ namely precisely on the customer and the customer’s specific requirements. Therefore, the achievement of customer satisfaction is not the final objective. Rather it is relevant to build permanent trust. To me it is very important: Can our customer be assured, if we are the partner or as the saying goes “are we game for anything”? This is how we are in the end able to develop and realize joint visions.

What effect does this have on the corporate culture?

Patrick Walczak: Our customer orientation to create trust and sustainable partnerships should not simply be the introductory paragraph in an image brochure but it should guide day-in and day-out the thoughts of each employee. All of our customers must feel it each day, each hour. The spectrum of our customers ranges from five employees in a family business to global players with tens of thousands of employees worldwide. This is what unifies us: In the end, what counts are personal connections and perfect customer relationships. Our Chairman & CEO Bob Chapman (personal information about him: http://www.barrywehmiller.com/our-business/leadership-team/bob-chapman) wants to know each month where exactly we stand. The good and the bad. Therefore, all processes are continuously evaluated and perfectly aligned with the customer’s needs. This includes costs and machines/solutions.

em-cover book Bob Chapman
Bob Chapman hat die Unternehmenskultur der BW Gruppe durch ein lesenswertes Buch manifestiert.

 

In this context, what added values do your customers or new customers expect and which ones do you wish to achieve?

Patrick Walczak: To generate added value for our customers, it is not enough to offer innovative and good products. Three things that are essential for us:

  1. Listening.
  2. Flexibility.
  3. Act with the solution in mind. Always look beyond the rim of your teacup!

Just the machine technology has so to speak a secondary effect; in the end, it must ultimately create something else and something greater for customers. We must move something in business and in society, something that is fun. The motto of our Company is: Building a better world through business.

What advantages do you see for BW Papersystems?

Patrick Walczak: We serve on a global level various industry dealing with paper, cardboard, and print. Suitable products and solutions are the result of our comprehensive trend observations and trend shaping. For example, the customer specific modification of a machine can be the solution. Our global perspective permits us to serve large markets and niche markets alike; in any case, it is important to recognize global accentuations to be able to respond swiftly to heterogeneous market requirements. Cultural closeness is important. We assure it through local contact persons. Our infrastructure has grown significantly since we are part of the BW Group. Therefore, we are well equipped to satisfy best customer desires.

Are there any cross-sectorial role models, which you use? 

Patrick Walczak: We do see the automotive sector including the supplier market as role model. Specifically, with regard to the industry 4.0 standards, which were already achieved. The following counts in machine and system engineering: Machines must fulfil their purpose; they must run smoothly and they must support customers in their work perfectly. The expectation of dependability increased beyond physical framework conditions. Therefore, it is extremely important – even if we are talking special machinery – to have spare parts available locally along with local service technicians. As I have mentioned, our guiding principle in the business of our customers, who have deliver to their customers within 24 hours.

 

Bildschirmfoto 2016-04-15 um 09.41.44.png

 

What characterizes the technical services at BW Papersystems?

Patrick Walczak: We are the leader in remote maintenance. We recently relaunched our ‘ExpertOnline’ system, which had been established for the past 8 years. With our own software, we now have a significantly improved access to analyse machine data, particularly to diagnose errors. Initially, we use a remote service to start up new installations more quickly. Now, we can offer customers for flat rate novel services, which reduce the required maintenance or repair times of 30 to 40 hours to 3 to 4 hours.

Paper manufacturers are rather conservative and they do not like to let someone else handle sensitive issues. How do you deal with it?

Patrick Walczak: Of course, you have to remove barriers. Our approach with ExpertOnline is for the majority of this conservative sector such as paper mills unusual. Therefore, we need new forms to communicate this new system. In addition, it requires a strong trust in us because the customer does give a lot out of the hand. Therefore, we expected a flat start-up curve but some started immediately and they were highly satisfied. Important is: New functions are added such as production optimizations and quality improvements. A wealth of production data is created. We can process them in a structured manner and we can analyse them intelligently.

 

ExpertOnline Diagramm

What do those quite complicated new approaches look like in terms of the discussed benefit and added value?

Patrick Walczak: On the one hand: We rely on social media communication and for example, we have an explanatory video uploaded to YouTube. On the other hand, we use kiosk systems at the drupa 2016. These deal with the topics in a structured manner, whereby one deals with ExpertOnline. These multimedia contents are supported by consultations and meetings, including statements of users/customers. Authentic customer evaluations and dialogues are important for us. This provides entirely new ideas to show additional opinions and get new input through social media (via forums, blogs, etc.). This applies to the products and specifically to services, remote maintenance or spare parts, etc. According to our customers, these open and informative communications lead to benefits and effects to make purchase decisions transparent for business decision-makers or even controllers.

 

 

What makes it particularly worthwhile to visit BW Papersystems at the drupa 2016?

Patrick Walczak: I believe the primary incentive is to meet people: Customers and employees/experts all communicate with one another. Business is conducted through relationships by people as acting persons. Therefore, the concept of the remote maintenance ExpertOnline also encourages the ExpertPersonal experience. — Second: Trust is created by expertise, dependability, and personal contacts. Drupa offers the best opportunities for it. Through meetings/consultation, we demonstrate a very well structured mixture of an in-depth expertise (keyword: “Meet the Expert”) and personal perspective, e.g. through selected exhibits and process sections for cutting and packaging of paper and we also consider small investments into niche markets. In addition, we show that our solutions are highly flexible and rapidly available. Today, we only need 6 to 8 weeks to deliver and 1 week for the installation instead of the previous delivery term of 8 to 9 months and 6 weeks for the installation.

Who can benefit particularly from the offer of BW Papersystems or rather which impulses are created for the market in the medium-term and in the long-term?

Patrick Walczak: This is clearly the result of our large portfolio of solutions, which caters to print shops and specifically to digital print users, paper mills and the paper shops as well as the packaging industry. In addition, we address professionals, which deal with special topics such as office supplies/stationary, note pads, copybooks, digital books and specialty segments such as banknotes, security documents, etc.

Last but not least: What is your personal motivation in your job and what does drupa mean for you?

Patrick Walczak: My professional and personal motivation in a nutshell: Days such as these. Interaction with different people. The exchange, meeting, at wonderful places on special occasions. My job as global head of sales provides me with an excellent mirror image of what our customers and we will expect to find at the drupa 2016 — a global, intercultural, linguistically divers meeting. The trade fair grounds and the city of Düsseldorf as location provide a dynamic while offering ONE place for all to meet. The drupa is so to speak a kind of home turf for the paper industry during a specific temporal rhythm. To be better equipped for new challenges. I still remember vividly the experiences I made in 2012. Through various personal meetings and in-depth discussions, we were have been able to transform a situation of “ignoring one another” for many years into an excellent business friendship, which led to new joint appearances at congresses on the topic of value-chain and value-innovation in niche markets in addition to a high investment. Anyone who wants to find out particulars can talk to me personally at our drupa stand!

—Thank you for this extensive and interesting interview!

 

 

Patrick Walczak

About the person

Patrick Walczak is Vice President Global Mill Sales — responsible for the global sales activities at BW Papersystems. His team covers all-important regions in North America, South America, EMEA, and Asia. This is what he says about his responsibilities: “It is fascinating to work in an internationally orientated team and to have responsibilities within an important global corporation, which focuses customer oriented on new solutions that are sustainable in the future.”

Education and professional experience: Patrick Walczak has a Bachelor Degree in business administration, controlling, marketing, and human resources management. He has been working as Vice President Sales & Marketing for five years. He has previously worked for 16 years as Marketing Director and Sales Manager for the Körber Group in Hamburg. Before this position, he has worked for six years as Sales Director and Commercial Director at the Thyssen Krupp affiliate Harburg-Freudenberger Maschinenbau GmbH (business sector of edible oil industry).

 

 

Bildschirmfoto 2016-04-15 um 11.01.20

 

About the Company

BW Papersystems, is a division of Barry-Wehmiller. It combines under one roof strong brand names, innovative technologies and many years of experience in cutting and packaging of paper and cardboard, the processing of stationary as well as corrugated cardboard.

About BW PAPERSYSTEMS

BW Papersystems unites the five strongest brands of the paper industry: WillPemcoBiolematik, MarquipWardUnited, SHM, Wrapmatic, Kugler-Womako, BW Bielomatik, and JAG Synchro. According to Company information, it offers market-leading solutions for cutting and packaging of paper, cardboard and other materials in the large format, small format and digital format sector as well as solutions for the stationary sector, the production of passports and special paper processing applications. Customers in the corrugated cardboard production and processing industry are supported by the well-known brands MarquipWardUnited, Curioni, and VortX. A global service network and “ExpertOnline” for remote maintenance reduce maintenance and repair times drastically and they provide new analysis methods to optimize production and quality.

About BARRY-WEHMILLER

Barry-Wehmiller is a global provider of comprehensive engineering services and production technologies for the packaging, corrugated cardboard and paper processing industries. An employee orientated management style and operative strategies combined with sustainable growth led Barry-Wehmiller to become a Company, which today generates more than USD 2.4 billion in sales. Its 11,000 employees have one joint vision: To create a pleasant togetherness through respectful conduct. Building a Better World through Business. For more information, go to barry-wehmiller.com.

Further links to the Company: 

Website: http://www.bwpapersystems.com
Facebook: https://www.facebook.com/BW-Papersystems-745846972142305/?fref=ts
LinkedIn: https://www.linkedin.com/company/bw-papersystems?trk=top_nav_home
XING: https://www.xing.com/companies/bwpapersystems
Twitter: https://twitter.com/

 

 

msd_banner_257_drupa2016_48_619x180_us-static1

 

About the presentation at the drupa 2016

BW Papersystems unites for the first time leading brands for stationary and digital print processing machines and large format cross cutters.

Hall 10, Stand D 20

 

Bild PR_2016-03-02_BW_Papersystems_at_drupa_2016_graphic

One highlight of BW Papersystems will be the presentation of an eCon large format cutter. This eCon format cutter, which was developed with the latest construction methods, offers the high cutting quality of a dual rotary cross-cutter. Due to the attractive price, the investment should become profitable for print shops and cardboard manufacturers in a short time, while reducing inventory, making pile turners are thing of the past, reducing material costs and increasing the efficiency of the print machines.

In addition, we will show at our stand an automatic Wrapmatic GREC, a huge wrapping machine for large format materials. This machine is designed for an average production rate. It is the perfect flexible solution for paper processors and smaller paper mills with the desire to produce the highest quality of packaged reams. It uses as wrapping material traditionally coated papers that protect against moisture or wrapping paper. Due to the rapid format change options, the GREC is ideal for processing small order quantities efficiently.

Furthermore, visitors of the stand can discover the significantly expanded product portfolio of WillPemcoBielomatik, BW Bielomatik and Kugler-Womako for the processing of stationary, digital print and digitally printed books, the binding of books as well as for RFID applications. For the first time, the best technologies of the former E.C.H. Will and the paper-processing sector of Bielomatik and Kugler-Womako are combined. Now, customers can choose between ideal machine solution for simple or for highly automated production requirements. The product portfolio includes solutions for the production of notebooks, for glued products or for products bound with plastic, wire or even paper.

For the rapidly growing digital print market, BW Papersystems offers flexible cutting systems for digital paper formats, book-on-demand binding solutions for the very small book editions as well as innovative systems based on single sheets to process large volumes of digitally printed books. Systems for speciality applications such as the processing of RFID technology and the production of passports compliment the impressive range of products.

ValuePublishing ValueDialog BW Papersystems.001

Click for English Version


Das Thema Papier und Papierweiterverarbeitung rückt (endlich!) auf einer drupa wieder fulminant ins Blickfeld. Denn dieser wichtige Sektor, ehedem immer als Appendix angesehen, da die spektakulären Neuheiten stets aus dem Druckmaschinen-Bereich stammten, hat mehr zu bieten denn je. Im Zuge der Digitalisierung mit Vernetzung und Automatisierung aller Prozesse (Stichwort Industrie 4.0) haben die Papier- und Weiterverarbeitungs-Spezialisten ihr Geschäft grundlegend erneuert. Das zeigte sich vor allem bei der Wirtschaftspressekonferenz des VDMA am 4. April 2016 im Frankfurter „Haus des Buches“ — und fand exzellenten Anklang
.

BW Papersystems übernimmt hier als Papierspezialist eine globale Vorreiterrolle durch eine innovative, marktgerechte Firmenstruktur mit kundenorientierten Lösungsangeboten. Grund genug, sich mit einem der Top-Manager, der nahe am Kunden und weltweit aktiv ist, zu unterhalten. Patrick Walczak verantwortet als Vice President Global Mill Sales die globalen Verkaufsaktivitäten bei BW Papersystems. 

Die Kernaussagen von Patrick Walczak: Kundenorientierung

  • „Oberste Priorität hat: Wir gehen auf individuelle Kundenwünsche ein.“
  • „Wir sprechen entlang der gesamten Wertschöpfungskette mit Lieferanten und Partnern unserer Kunden über sämtliche Prozesse.“
  • „Wir sind mehr als nur Techniklieferant für einzelne Komponenten, wir werden immer stärker Problemlöser für Kunden und deren Kunden durch innovative, erfolgreiche Lösungsangebote. Die drupa 2016 wird das noch intensivieren.“

Der Kernpunkt von Patrick Walczak: Mehrwerte für Kunden

Um Mehrwerte für unsere Kunden zu erzielen, genügt es nicht nur, innovative oder gute Produkte zu bieten. Für uns sind drei Maßgaben wesentlich:

  1. Zuhören.
  2. Flexibel sein.
  3. Lösungsorientiert handeln, immer über den Tellerrand hinaus blickend!“

 

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Interview von Andreas Weber

Der Messename drupa steht für Druck und Papier. Beides bietet die Plattform für einen neuen Geschäftsansatz von BW Papersystems. Was hat sich bis dato getan?

Patrick Walczak: Neue Technologien im Drucksektor greifen erst jetzt richtig. Denn die sich lange anbahnenden Trends, die dynamisches Wachstum versprachen, wirken sich erst heutzutage richtig aus. Unsere spezielle Herausforderung: Bislang war das Verarbeiten von Papier sozusagen „ungeliebtes Stiefkind“. Wir waren das notwendige Übel, etwas isoliert. Aus diesem Dilemma heraus haben wir vieles bei uns verändert, letztlich konnten wir unsere Gedankenwelt ausweiten. Aus der Körber Gruppe gingen Unternehmensteile wie Will und Pemco an die Barry Wehmiller Gruppe über und wurden mit anderen Firmen, auch Zukäufen zusammengefasst. Es hat sich strukturell und kulturell viel bei uns getan, so dass wir nunmehr über den Tellerrand hinausschauen können…

… sprich, Sie durchliefen eine heftige wirtschaftliche Krise?

Patrick Walczak: Ja. Die Zeit nach der drupa 2012 brachte zunächst sehr harte Jahre für uns. Unsere damaligen Marktaktivitäten waren zu einseitig, gleichzeitig ließ die Nachfrage nach. Das Asien-Geschäft brach weg, in Nord-Amerika erfolgte ein starker Investitions-Rückgang. Wir suchten und fanden eine neue Heimat, die zu einer sehr guten Heimat wurde. In der börsennotierten Barry Wehmiller Gruppe [kurz: BW Gruppe] sind mit uns rund 80 Firmen aus dem Maschinen- und Anlagenbau beherbergt, die sich in vier Plattformen versammeln. Wir sind jetzt viel solider in der Finanzstruktur und breiter aufgestellt in der Produktstruktur; und die Papiersparte des für WillPemco stärksten Wettbewerbers Bielomatik wurde Teil der BW Gruppe. Hinzu kommen die Änderungen im Umfeld: Der Digitaldruck übt viel mehr Einfluss aus auf uns alle als früher. Alle Teilnehmer der gesamten Print-Herstellung-Wertschöpfungskette reden miteinander und arbeiten intensiver miteinander. — vom Hersteller für Technik und Papier über Anwender bis zum Papierhändler und Endkunden.

Wie wirkt sich dieser Neuanfang im Papiersektor konkret aus?

Patrick Walczak: Lieferzeiten fast in Echtzeit sind Standard im Papiergeschäft. Es werden zumeist kleinere Mengen in 24 Stunden bestellt und geliefert. Das schafft neue Herausforderungen, die wir angenommen haben. Unser Geschäftsmodell hat sich komplett geändert: Wir sind mehr als nur Techniklieferant für einzelne Komponenten, wir werden immer stärker Problemlöser für Kunden und deren Kunden durch innovative, maßgeschneiderte Lösungsangebote. Die drupa 2016 wird das noch intensivieren. Es wird gemeinsame Auftritte mit Papierlieferanten, Händlern und Anwendern geben. Die Maßgabe sind enge Kooperationen und perfektes Teamwork. Wir sprechen entlang der gesamten Wertschöpfungskette mit Lieferanten und Partnern unserer Kunden über sämtliche Prozesse.

Wie deckt sich Ihr neues Geschäftsmodell mit Marktveränderungen?

Patrick Walczak: Der Gebrauch von Papier nimmt global gesehen nicht in dem Maße ab wie das Bedrucken von Papier für Konsumzwecke im Speziellen. Wir stellen und meistern durch unser neues Geschäftsmodell ein sich in Veränderung befindliches Marktumfeld. Das ist eigentlich historisch gesehen nichts neues; Änderungen gab es immer, aber die Geschwindigkeit, in der das geschieht, hat sich wesentlich erhöht.

Wir haben entsprechend ganz andere Anforderungen an unsere Kommunikations- und Kollaborations-Fähigkeiten zu erfüllen. Oberste Priorität hat: Wir gehen auf individuelle Kundenwünsche ein.

 

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Können Sie ein Beispiel nennen?

Patrick Walczak: Nehmen Sie den Boom-Markt der digital gedruckten Fotobücher. Hier müssen starke saisonale Schwankungen gemeistert werden, bei Formaten oder Papiersorten. Entsprechend sind unsere Prozesse z. B. bei Schneide- und Bindelösungen optimiert und am Kunden ausgerichtet. Im Zuge unserer neuen Strategie haben wir uns entsprechend nicht nur konsolidiert, sondern uns proaktiv nach vorne entwickelt. Im Konzern nennen wir das Customer Trust- und Customer Care-Initiative. Dadurch ist es uns möglich, mit kompetenten Teams im Markt ‚beyond sales‘ den Fokus nachhaltig exakt auf den Kunden und seine spezifischen Anforderungen zu legen. Das Ziel endet also nicht bei Erreichen der Kundenzufriedenheit; relevant ist, dass sich dauerhaft Vertrauen aufbaut. Für mich ist dabei entscheidend: Kann unser Kunde mit uns als Partner sicher gehen, wie man so schön sagt, „Pferde zu stehlen“? So schaffen wir es, im Ergebnis gemeinsame Visionen zu entwickeln und zu verwirklichen.

Wie wirkt sich das auf die Unternehmenskultur aus?

Patrick Walczak: Unsere Kundenorientierung zur Schaffung von Vertrauen und nachhaltigen Partnerschaften soll nicht einfach als Präambel in einer Image-Broschüre stehen, sondern in der täglichen Arbeit die Gedanken eines jeden Mitarbeiters leiten. Jeden Tag, jede Stunde muss das für alle Kunden spürbar sein. Die Bandbreite bei unseren Kunden reicht von fünf Mitarbeitern im Familienbetrieb bis zu globalen Playern mit zehntausenden Mitarbeiten rund um die Welt. Was uns eint: Am Ende zählen persönliche Bindungen und optimale Kundenbeziehungen. Unser Chairman & CEO Bob Chapman  will jeden Monat ganz genau wissen, wo wir stehen. Gutes wie Schlechtes. Alle Prozesse werden daher konsistent bewertet und optimal auf den Kunden ausgerichtet. Das bezieht Kosten wie auch Maschinen/Lösungen ein.

 

 

Welche Mehrwerte erwarten in diesem Kontext Ihre Kunde resp. Neukunden, die sie erreichen wollen?

Patrick Walczak: Um Mehrwerte für unsere Kunden zu erzielen, genügt es nicht nur, innovative oder gute Produkte zu bieten. Für uns sind drei Maßgaben wesentlich:

  1. Zuhören.
  2. Flexibel sein.
  3. Lösungsorientiert handeln, immer über den Tellerrand hinaus blickend!

Die pure Maschinentechnik wirkt so gesehen sekundär; am Ende muss sich zeigen, dass für Kunden wie für uns etwas Anderes und Größeres entsteht, das wir in der Wirtschaft wie auch in der Gesellschaft etwas bewegen, das Freude bereitet. Das Motto unseres Konzern lautet: Building a better world through business.

Welche Vorteile sehen Sie für BW Papersystems als gegeben?

Patrick Walczak: Wir bedienen wie gesagt auf globaler Ebene  verschiedenste Industrien rund um Papier, Karton und Druck. Aus unseren übergreifenden Trendbeobachtungen und Trendgestaltungen entstehen dann die passenden Produkte und Lösungen. So kann beispielsweise die kundenspezifische Modifikation einer Maschine eine Lösung darstellen. Unsere globale Sichtweise erlaubt große Märkte wie auch Nischen zu bedienen; wichtig ist es in jedem Fall, das man global Akzentuierungen erkennen kann, um rasch auf heterogene Marktanforderungen reagieren zu können. Kulturelle Nähe ist entscheidend und dies stellen wir sicher durch Ansprechpartner vor Ort. Denn durch die Zugehörigkeit zur BW Gruppe hat sich unsere Infrastruktur erheblich erweitert, um Kundenwünsche bestmöglich zu erfüllen.

Gibt es industrieübergreifend Vorbilder auf die sie zugreifen? 

Patrick Walczak: Wir sehen durchaus den Automobilsektor inkl. dem Zuliefermarkt als Vorbild. Vor allem in Bezug auf schon erreichte Industry 4.0-Standards. Im Maschinen- und Anlagenbau zählt: Maschinen müssen ihren Zweck erfüllen, sie müssen reibungslos laufen und Kunden in ihrer Arbeit perfekt unterstützen. Die Erwartungshaltung für Verlässlichkeit ist gestiegen, über physikalische Rahmenbedingungen hinaus. Daher sind auch bei Spezialmaschinen regionale Ersatzteillager sowie Service-Techniker vor Ort unheimlich wichtig. Wie gesagt, unsere Richtschnur ist das Geschäft unserer Kunden, die zumeist in 24 Stunden ihre Kunden beliefern müssen.

 

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Was zeichnet die technischen Services bei BW Papersystems aus?

Patrick Walczak: Bei Fernwartung sind wir führend. Wir haben unser seit 8 Jahren etabliertes ‚ExpertOnline‘-System gerade einem Relaunch unterzogen. Jetzt bietet sich per eigener Software ein erheblich verbesserter Zugriff auf Auswertungen von Maschinendaten, insbesondere zur Fehlerdiagnose. Anfangs setzen wir Remote-Service ein, um Neuinstallation schneller zum Laufen zu bekommen. Nunmehr können wir per Flatfee den Kunden neuartige Services anbieten, die notwendige Wartungs- oder Reparaturzeiten von 30 bis 40 Stunden auf bis zu 3 bis 4 Stunden reduzieren.

Gerade Papierhersteller sind eher konservativ und geben nicht gerne senible Dinge aus der Hand. Wie gehen sie damit um?

Patrick Walczak: Klar, man muss Barrieren ausräumen. Denn unsere Vorgehensweise mit ExpertOnline ist für eine in Summe konservative Branche wie Papierfabriken ungewöhnlich und darum erfordert es neue Formen von uns, das zu kommunizieren. Das setzt zudem starkes Vertrauen in uns voraus, da der Kunden einiges aus der Hand gibt. Wir haben daher eine flache Anlaufkurve erwartet, einige sind aber sofort angesprungen und waren hochzufrieden. Wesentlich ist: Neue Funktionen kommen hinzu, wie Produktionsoptimierungen oder Qualitätsverbesserungen. Denn es entstehen eine Fülle von Produktionsdaten, die wir strukturiert aufbereiten und die klug analysiert werden können.

ExpertOnline Diagramm

Wie stellen Sie diese doch recht komplexen neuen Ansätze mit dem angesprochen Nutzen und Mehrwert dar?

Patrick Walczak: Zum einen: Wir setzen einerseits gezielt auf Social Media-Kommunikation und haben z. B. zu ExpertOnline ein Erklärungsvideo auf YouTube eingestellt. Zum anderen kommen auf der drupa 2016 Kiosksysteme zum Einsatz, die Themen gezielt abhandeln, eines davon für ExpertOnline. Diese multimedialen Inhalte werden von Beratungen und Gesprächen flankiert werden, inklusive Statements von Nutzern/Kunden. Authentische Kundenbewertungen und Dialoge sind uns wichtig. Das gibt ganz neue Ideen, um über für Social Media (via Foren, Blogs etc.) zusätzlich Meinungen darzustellen und neue Anregungen zu erfahren. Das gilt für Produkte, aber insbesondere für Services, Fernwartung oder Ersatzteile etc. Laut unseren Kunden ergeben sich bereits durch diese offene und informative Kommunikation Vorteile und Effekte, um Kaufentscheidungen gegenüber kaufmännischen Entscheidern oder sogar Controllern transparent zu machen.

 

 

Was macht einen Besuch bei BW Papersystems auf der drupa 2016 besonders lohnenswert?

Patrick Walczak: Primär lohnt sich aus meiner Sicht das Zusammentreffen der Menschen: Kunden, und Mitarbeiter/Experten werden ins Gespräch gebracht. Das Geschäft wird von Menschen als handelnde Personen durch Beziehungen gemacht. Insofern fördert das Konzept der ExpertOnline-Fernwartung dann auch das ExpertPersonal-Erlebnis. — Zum Zweiten: Vertrauen entsteht durch Expertise, Zuverlässigkeit und persönliche Kontakte. Dafür bietet die drupa beste Möglichkeiten. Wir zeigen einen sehr gut strukturierten Mix aus hoher Expertise durch Gespräche/Beratung (Stichwort: „Meet the Expert“) sowie persönlicher Anschauung z. B. durch ausgewählte Exponate sowie Prozessstrecken für Schneiden und Verpacken von Papier und berücksichtigen auch kleine Invests für Nischenmärkte. Wir zeigen zudem, dass unsere Lösungen hochflexibel und schnell verfügbar sind. Statt wie früher 8 bis 9 Monate Lieferzeit und 6 Wochen Installation benötigen wir heute für einige Produkte lediglich 6 bis 8 Wochen Lieferzeit und 1 Woche Installation.

Wer kann vom BW Papersystems-Angebot besonders profitieren resp. welche Impulse entstehen mittel- und langfristig für den Markt?

Patrick Walczak: Das ergibt sich ganz klar aus der großen Bandbreite unseres Lösungsangebots, das sich an Druckereien und speziell Digitaldruck-Anwender richtet, an die Papierhersteller und den Papier-Fachhandel sowie an die Verpackungsbranche. Daneben sprechen wir Fachleute an, die sich mit Spezialthemen wie Schreibwaren/Stationery, Blocks, Schreibhefte, digitale Bücher sowie Spezialbereiche wie Banknoten, Sicherheitsdokumente usw. befassen.

Last but not least: Was motiviert Sie persönlich in Ihrem Job und welche Bedeutung hat die drupa für Sie?

Patrick Walczak: Meine Motivation beruflich wie privat auf den Punkt gebracht lautet: Tage wie diese. Interaktion mit unterschiedlichen Menschen. Austausch, Zusammentreffen, an schönen Orten zu besonderen Anlässen. Mein Job als globaler Vertriebschef liefert ein tolles Spiegelbild dessen, was unsere Kunden und uns selbst auf der drupa 2016 erwartet — eine globale Zusammenkunft, interkulturell, sprachlich vielfältig. Das Messegelände und die Stadt Düsseldorf als Location schaffen Dynamik und bieten gleichzeitig EINEN Ort, wo wir alle zusammentreffen. Die drupa stellt sozusagen ein Stück Heimat dar für die Papierindustrie in einem bestimmten Zeitrhythmus. Gemeinsam für neue Herausforderungen wappnen. Meine Erfahrungen sind da glänzend und frisch in Erinnerung aus dem Jahr 2012. Hier konnte durch verschiedene persönliche Treffen und intensive Gespräche eine jahrelang andauernde Situation des „Sich-Ignorierens” in eine exzellente Geschäftsfreundschaft verwandelt werden, die neben hohen Investitionen zu einem neuen gemeinschaftlichen Auftreten bei Fachkongressen zum Thema Value-Chain und Value-Innovation in Nischenmärkten führte. Wer Details wissen möchte, kann das von mir selbst auf unserem drupa-Stand erfahren!

—Vielen Dank für das umfassende und aufschlussreiche Gespräch!

 

 

Patrick Walczak

Zur Person

Patrick Walczak ist Vice President Global Mill Sales — verantwortlich für die globalen Verkaufsaktivitäten bei BW Papersystems. Sein Team deckt alle wichtigen Regionen ab, in Nord- und Süd-Amerika, EMEA und Asien. Er selbst sagt über seine Aufgaben: „Es ist faszinierend mit einem international ausgerichteten Team zu arbeiten und Verantwortung zu tragen innerhalb eines wichtigen globalen Konzerns, der sich kundenorientiert neuen und zukunftssicheren Lösungen widmet.“

Ausbildung und Berufserfahrung: Patrick Walczak erwarb den Universitätsabschluss Bachelors Degree in Business Administration, Controlling, Marketing und Human Resources Management. Fünf Jahre arbeitete er für Pemco als Vice President Sales & Marketing. Insgesamt war er 16 Jahre bei der Hamburger Körber Gruppe als Marketing Director und Sales Manager, zuvor sechs Jahre als Sales Director und Commercial Director bei der Thyssen Krupp-Tochter Harburg-Freudenberger Maschinenbau GmbH tätig (Geschäftsfeld Edible Oil Industry).

 

Bildschirmfoto 2016-04-15 um 11.01.20

Zum Unternehmen

BW Papersystems, eine Division von Barry-Wehmiller, fasst starke Markennamen, innovative Technologien und jahrelange Erfahrung für das Schneiden und Verpacken von Papier und Karton, die Verarbeitung von Schreibwaren sowie von Wellpappe unter einem Dach zusammen.

Über BW PAPERSYSTEMS

BW Papersystems vereint fünf der stärksten Marken der Papierindustrie: WillPemcoBielomatik, MarquipWardUnited, SHM, Wrapmatic, Kugler-Womako, BW Bielomatik und JAG Synchro. Geboten werden nach eigener Auskunft marktführende Lösungen für das Schneiden und Verpacken von Papier, Karton und anderen Materialien im Großformat-, Kleinformat- und Digitalformat-Bereich, sowie Lösungen für die Schreibwarenindustrie, die Herstellung von Reisepässen und spezielle Papierverarbeitungsanwendungen. Kunden der Wellpappenherstellung und -verarbeitungsindustrie stützen sich auf die bekannten Marken MarquipWardUnited, Curioni und VortX. Ein globales Servicenetzwerk sowie „ExpertOnline“ zur Fernwartung reduzieren Wartungs- und Reparturzeiten drastisch und schaffen neue Analyseansätze zur Produktions- und Qualitätsoptimierung.

Über BARRY-WEHMILLER

Barry-Wehmiller Barry-Wehmiller ist ein breitgefächerter globaler Anbieter von Ingenieursdienstleistungen und Fertigungstechnologien für die Verpackungs-, Wellpappen- und Papierverarbeitungsindustrien. Die Kombination eines mitarbeiterorientierten Führungsstils mit operativen Strategien und nachhaltigem Wachstum ließ Barry-Wehmiller zu einem Unternehmen werden, das heute einen Umsatz von 2,4 Milliarden USD generiert und dessen 11.000 Mitarbeiter eine gemeinsame Vision verbindet: Durch rücksichtsvolles Verhalten einen angenehmen Umgang miteinander zu schaffen. Building a Better World through Business. Mehr Informationen unter barry-wehmiller.com.

Weitere Links zum Unternehmen: 

Website: http://www.bwpapersystems.com
Facebook: https://www.facebook.com/BW-Papersystems-745846972142305/?fref=ts
LinkedIn: https://www.linkedin.com/company/bw-papersystems?trk=top_nav_home
XING: https://www.xing.com/companies/bwpapersystems
Twitter: https://twitter.com/BWPapersystems Zum Angebot auf der drupa 2016

 

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Zum Messeauftritt auf der drupa 2016

BW Papersystems vereint erstmalig führende Marken für Schreibwaren- und Digitaldruckverarbeitungsmaschinen und Großformatquerschneider.

Halle 10, Stand D 20

 

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Ein Highlight des Auftritts von BW Papersystems wird die Vorführung eines eCon Großformatschneiders sein. Der eCon Formatschneider, der mittels moderner Konstruktionsmethoden entwickelt wurde, bietet die hohe Schnittqualität eines Dual-Rotary-Querschneiders. Durch das attraktive Preisniveau soll sich die Investition für Druckereien und Faltkartonhersteller in kürzester Zeit rentieren, während gleichzeitig Lagerbestände reduziert, Stapelwender abgeschafft, Materialkosten reduziert und die Effizienz der Druckmaschinen erhöht werden können.

Darüber hinaus wird auf dem Stand eine automatische Wrapmatic GREC Rieseinschlagmaschine für großformatige Materialien zu sehen sein. Diese Maschine für eine mittlere Produktionsleistung ist die perfekte flexible Lösung für Papierverarbeiter und kleinere Papierhersteller die verpackte Riese in höchster Qualität produzieren wollen. Dabei kommen als Einschlagmaterial traditionell beschichtete Papiere die gegen Feuchtigkeit schützen oder Packpapier zum Einsatz. Schnelle Formatverstellungsmöglichkeiten machen die GREC ideal für das effiziente Verarbeiten von kleinen Auftragsgrößen.

Die Besucher des Stands können des Weiteren das bedeutend erweiterte Produktspektrum von WillPemcoBielomatik, BW Bielomatik und Kugler-Womako für die Verarbeitung von Schreibwaren, Digitaldruck und digital gedruckten Büchern, das Binden von Büchern sowie für RFID-Anwendungen entdecken. Zum ersten Mal sind die besten Technologien von ehemals E.C.H. Will und der Papierverarbeitungssparte von Bielomatik sowie von Kugler-Womako kombiniert. Kunden können jetzt die ideale Maschinenlösung für einfache oder auch höchst automatisierte Produktionsanforderungen wählen. Das Angebot umfasst Lösungen für die Produktion von Schulheften, für geleimte oder für plastik-, draht- oder sogar Papier gebundene Produkte.

Für den schnell wachsenden Digitaldruckmarkt bietet BW Papersystems flexible Schneideanlagen für digitale Papierformate, Book-on-Demand Bindelösungen für kleinste Buchauflagen sowie eine innovative Anlage auf Einzelblattbasis für die Verarbeitung von großen Volumina digital gedruckter Bücher. Anlagen für Spezialanwendungen wie die Verarbeitung von RFID-Technologie und die Herstellung von Reisepässen vervollständigen die beeindruckende Produktpalette.

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