Tissue360 - Fall/Winter 2017 - 23
Adapting to a Changing World
According to its CEO, Fabio Perini lives off building close
relationships with its customers
"We live on that!" Stefano Di Santo,
CEO of Fabio Perini, exclaims when asked
about the interplay between suppliers, producers/converters, and the end customers
in meeting the demands of an increasingly
sophisticated tissue market.
In fact, he adds, "Perini has a rare co-existence between technology trend setters and
To succeed, a "strong handshake" is needed
with its customers from the beginning. "We
want partnerships with customers who can
give us an edge. We do joint engineering every
year with select customers."
One of Perini's most successful developments, the Constellation series, was born
through collaborative effort.
Di Santo explains that this type of development and collaboration "allows us to fail. This
is the difference between being a technology
leader and a market leader."
He has an interesting take on the modern
trends in converting. "The biggest concern is
that tissue rolls are difficult to sell, not produce."
The recent growth in the tissue market led
to many new brands and new players. "We sell
our technology by trying to help our customers sell their products."
He cited Industry 4.0 as an example. "We
digitize everything we can. We can sell a complete line, from converting to palletizing, in a
Di Santo goes back to the 2008-09 world
economic crisis as one reason for this evolution toward digitalization. The crisis led to a
"massive retraction in employment." As many
senior personnel left, this had the effect of
reducing workmanship quality. "Therefore,
we needed more user-friendly machines,"
he says. "Our approach takes into account
the driver (technology) and the environment
Di Santo says Digital Tissue™ is the
extension of Industry 4.0 applied to tissue.
"Digitalization is everything in the tissue
production process: converting, invoicing,
Tissue360º FALL/WINTER 2017