A hArd-hitting - Plantin

not the entire process chain. What’s more, they lack our technical
application know-how.
How do you check which materials achieve the best results
on Heidelberg machines?
Tix: We put a lot of effort into testing all the materials as
thoroughly as possible – both in our own laboratories and in
cooperation with our field test customers around the world. The
important thing here is that, when specific materials interact, e.g.
ink, dampening solution and blanket, we test them together. This
is the only way to determine whether they interact effectively in
production. In other words, our consumables don’t just fit perfectly
with our machines – they also gel with one another. What’s more,
to develop the best possible products, we also work closely with
manufacturers.
Can you give us an example?
Tix: We showcased one such joint development at drupa
last year – a UV ink that remains free from misting even at a speed
of 18,000 sheets an hour. This problem never occurred with machines
that produced 15,000 sheets an hour, only when production
was upped to 18,000 sheets. We finally got a grip on the problem
after conducting joint tests with ink manufacturer Siegwerk. And
this cooperation is even reflected in the product name – “Saphira
engineered by Siegwerk.”
So, Saphira consumables adapt to match increases in
machine performance?
Tix: Yes, this is essential because we want pressrooms to
be able to harness the enormous potential offered by our machines.
Customers in more and more countries can even benefit
from our “performance kits,” which are geared towards specific
applications and technologies. These kits combine various consumables
that boost production capacity considerably when used together.
For example, we offer performance kits for “Anicolor”
and “Hi-speed UV.” Depending on the market, we also offer tailormade
“starter kits” to ensure the smooth installation of different
machine types. Printing plates, ink, dampening solution, and
blankets are just some of the products included in these kits. As a
result, standardizations in line with the regulations of the Offset
Printing Process Standard or certifications to ISO 12647-2 are no
longer a problem. Of course, Saphira consumables can also get the
best out of older machines.
Does all this automatically ensure a high print quality?
Tix (laughs): Saphira goes a long way to achieving this at the
very least. For example, we guarantee that our washing fluid is ideal
for cleaning Heidelberg rollers, while the composition of other
washing fluids may be unsuitable, which may cause the rollers to
swell. With our own consumables, production runs as reliably as
possible, and downtime is reduced to a minimum. What’s more, all
Saphira products meet the industry’s latest environmental standards.
Does Heidelberg only sell products under the name Saphira?
Tix: No. In fact, quite the opposite is true. In a number of
countries, some products bear the name of the respective manufacturer.
The only prerequisite for this is that the manufacturer must
grant us exclusive sales rights for the products. After all, we’ve set
ourselves the goal of becoming the world’s biggest consumables
provider – not the biggest consumables manufacturer! We cannot
achieve this goal by selling only premium Saphira products at
fair prices. Nevertheless, all the other consumables that we sell
are also tested on our equipment and meet our high quality and
performance requirements.
Assuming I’m completely satisfied with the quality and
performance of my current consumables, why should I switch to
Saphira or Heidelberg?
Tix: Because it’s more straightforward and greatly simplifies
the print shop’s internal processes. Who wants to have to order the
wide range of consumables required by a print shop from a large
number of different suppliers? Suppliers who may even supply me
with volumes that in no way meet my day-to-day requirements?
And who wants to have to deal with dozens of invoices from different
manufacturers each month? Wouldn’t you prefer “just-in-time”
delivery, clear purchasing conditions, professional consulting services
for the product selection and just one invoice? And when this
one supplier also disposes of your residual inks and coatings –
then so much the better! This is precisely the service we offer our
customers. We supply everything from a single source – and that’s
not something that all suppliers can do.
And is this “all-inclusive, worry-free package” really available
all over the world?
Tix: OK, there are a few areas on the map that we don’t have
covered yet. Since all of our sales offices do not yet have a complete
consumables portfolio, we are focusing a great deal of attention on
education and training in order to get the local teams up to speed
with the technical application know-how so we can further improve
our access to these markets. In the short term, we are looking
to expand our provision of inks and coatings. We have already
achieved a strong position for printing plates.
Are Saphira products also suitable for customers who use
third-party machines?
Tix: Absolutely. We are already successfully selling our
consumables to print shops that work with machines from our
competitors. The word is out that Saphira is an excellent product. n
Further information
for details about saphira products available in our online shops, see the
“shop around the clock” article in the Heidelberg online e-mail-newsletter
at: www.heidelberg.com/hd_online/en/edition5/shop_around_the_clock.
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