The expectation at this year’s Ipex may have been dented slightly by the state of the economy; despite signs of recovery, it’s unlikely that there will be as many big-money spends as in previous years. As a result, the spotlight shines more brightly on the paper and consumables sector.

At first glance, some the sector’s bigger players seem conspicuous by their absence; the likes of Sun Chemical and Stehlin Hostag don’t have their own stands at this year’s event – and that may suggest economic recovery still has some way to go. However, many of the top manufacturers will be present, it’s just that they will be buddying up on stands with kit manufacturers or specialist distributors.

Stehlin Hostag, the Huber Group-owned ink manufacturer, exhibited at Ipex for the first time in 2006. Four years on it is following a different path. It’s very difficult to demonstrate a tin of ink on a stand – inks on the press are what people want to see. That speaks louder, explains Stehlin Hostag managing director David Ward. It’s about proving the product and our service. We know our customers already and we would rather invest that money in customer services.

That’s not to say that the company will not have a presence at the show. It will be partnering with an, as yet, unnamed press manufacturer to demonstrate its range of products, including the recently launched NewV. In addition, the company will partner with blanket supplier Tyref.


Higher profile

In general, the market does appear to be paying more attention to the sector as printers aim to enhance their existing presses and equipment to avoid making costly investments in the short term.

Paper merchant Paperlinx raised the most eyebrows in the industry when it decided to expand into consumables; it’s Total Print Supplies (TPS) division will stock Agfa’s Azura and Lithostar plates, Rollin blankets from Trelleborg and inks from Sun Chemical.

TPS will be on Paperlinx’s stand at Ipex. Paperlinx business development director Steve Brading says that exhibiting at Ipex is a move to demonstrate the division’s full capabilities and to reassure visitors. If you have any pre-conceived ideas about a paper merchant stocking printing consumables then come to the TPS stand and find out for yourself, he says.

Other merchants have decided not to follow suit and go down what is effectively a one-stop shop road. But it does indicate that Ipex will demonstrate that consumables have a greater part to play in the efficient running of a business. The signs are that the message is beginning to get through.

You have to work hard to make printers understand and listen, explains Ward. They need to look at the total package. Our i-check product allows printers to monitor their performance and measure what we can do. It’s tangible.

Böttcher managing director Stephen Hannon also notes that having an added-value service is vital for a supplier. The German manufacturer will be exhibiting a raft of new products, from cleaning solutions to new rubber compounds for offset presses. But in addition the company has had an enthusiastic response to its Tec-Direct training programme. There’s also the company’s Eco-pack initiative, which assists print firms to dispose of their packaging waste.

This is helping us to grow our chemical business because it becomes a closed-loop service, adds Hannon. This is an area that’s gathering momentum as an increasing number of printers want ISO 14001. They aren’t about just collecting t badges and certificates. And from our perspective, it’s about offering a premium product and adding value.

In his view, the current market conditions have helped printers to consider how carefully they need to look after their presses and how being greener can boost business. It’s not just an area that the bigger players are pushing – more niche products are also benefiting from green thinking.

Coatings specialist Bekaert has come up with a product for bookbinding wire. Called Ecobind, the wire is coated with a green polymer derived from natural sources (see Star Product, p23). It’s very rewarding to come up with a renewable, environmentally friendly alternative to polymers derived from petrochemical products, explains Marcelo Xavier, global segment manager for book binding wires at Bekaert.

The smaller players in the paper and consumables market have a captive audience at Ipex and innovative products may stand out. However, there is some caution in the air. There is optimism in the market, says Stehlin Hostag’s Ward. But Ipex will be a mixed show. My gut feeling is that it will be quite a bit reserved – the jury is out. Any change is gradual. I hope some real optimism comes out of Ipex.

It is not a buyers’ market for presses at the moment, adds Böttcher’s Hannon. I don’t think that the financial horizon suggests that there will be a high spend on capital equipment. And in terms of doing deals, Ipex isn’t the right environment. It’s about furthering your message to the market. The attendance has to be right, but there seems to be a subdued feel from printers about what they will be seeing at Ipex – there just isn’t the same crackle in the market.

If that is the case then it could be a downbeat Ipex for the kit manufacturers. However, for the paper and consumables market, it could be a boon. If printers aren’t spending big then the chances are that they are sticking with their existing presses and aiming to boost their offering. With an increasing number of printers having to churn out better quality from older machines, this could just be a golden opportunity for this sector to show that it doesn’t cost the earth to maintain your business and get back on the road to profitability.