PFFC - March 2008 - (Page 16)

WEB LINES Buyers & Suppliers: Can We Dance? uying equipment is a partnership between toward modular equipment that can be mixed the equipment buyers and equipment sup- and matched to create unique processes from pliers. The dance begins when a buyer has catalog components. a need (and hopefully the money) for new equipment. Eventually a dance partner is found, B. The converter shares product recipes and the two must find a way to work together. Will with the equipment supplier. things turn out to each Option B, sharing party’s satisfaction? product recipes, is the The equipment supmost trusting relationSome equipment plier, who knows “the ship but should pay off nuts and bolts,” provides in less surprises (i.e., suppliers have moved By Timothy J. Walker the knowledge to build lower risk). By providContributing Editor the equipment. The best ing a clear recipe, the toward equipment suppliers go converter may request a little further. After production performance that can be years of working with guarantees. smart converters, a smart The equipment supplier, mixed & matched to create supplier’s equipment will seeing the recipes and inchange and reflect what tentions of the buyerprocesses works and what doesn’t. converter, must decide The buyer-converter what performance levels he from catalog components. is willing to guarantee. In defines the process and a recipe-sharing approach, equipment specifications. the converter is likely to The converter knows his materials and, hopefully, his process—how the share a more generic recipe, knowing that if the equipmaterial interacts with the equipment. Though the ment can make one product, it will be more likely to supplier may have some general process knowledge, make the secret recipe products successfully. he will never know as much as the experienced conC. The converter translates recipes verter (much like knowing how to build a race car into equipment specifications. doesn’t make you a great race car driver). Beyond process knowledge, the converter has the Option C is common when the converter will be the integrator, such as when purchasing coating, drying, additional responsibilities to hire and train a staff of management, engineering, operators, and main- and web handling equipment from different supplitenance. The converter is responsible for providing ers. The converter assumes more responsibility in exchange for holding on to proprietary knowledge. and preparing the facilities to support the equipMaybe it’s the type of projects I’ve worked on, ment and the production quality plan. but I’ve found most converters opt for plan C and How should a buyer-converter work with an keep their product recipes secret. This puts more equipment supplier? Depending on how much the responsibility on the converter, requiring that their converter knows or wants to share with the equiprecipes be translated into process specifications, ment supplier, there are at least three options: such as driven roller speeds, roller widths, coating A. The converter orders standard viscosity and thickness, oven heating transfer coefequipment from a catalog. ficient, and oven lengths. Option A is more common when your The experienced converter knows if the equipcompetitive advantage is in your ment has the desired performance capabilities, he chemistry or business savvy rather will be able to manufacture the intended product at than your process. Many converters the intended speed. are making a one-of-a-kind product Once the equipment is installed and the supplier THE requiring one-of-a-kind equipment. is paid, the dance is over. Was it a success? If you RIGHT Some equipment suppliers, especially choose the same partner for the next dance, probWEB GUIDE in narrow web printing, laminating, ably so. Otherwise, you will be looking around for and die-cutting processes, have moved someone new with whom to face the music. B modular equipment unique COMING NEXT MONTH Web handling expert Tim Walker, president of TJWalker+Assoc., has 20+ years of experience in web processes, education, development, and production problem solving. Contact him at 651-686-5400; tjwalker@tjwa.com; www.webhandling.com. 16 | MARCH 2008 WWW.PFFC-ONLINE.COM http://www.webhandling.com http://www.webhandling.com http://WWW.PFFC-ONLINE.COM

Table of Contents Feed for the Digital Edition of PFFC - March 2008

PFFC - March 2008 Table of Contents First Glance Calendar of Events From the Editor Web Lines Process Management News Clips Narrow Web & Label Reporter Narrow Web & Label What's New Products Label Converting Sleeves Cover Story - Plasma Treating Top 10 Lamination Metallizing Flex-Pack What's New Products Services Directory Classified Marketplace Equipment Buyers & Sellers Advertisers Index Experience Speaks Buyers Guide Buyers Guide Contents Product Classifications Index Basic Materials Services & Supplies Equipment, Accessories & Machinery Advertisers Index Manufacturers & Suppliers Index Free Information/Reader Service US & International Associations Hang On Insert

PFFC - March 2008

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