The document summarizes the key benefits and considerations for converters when selecting and working with ink suppliers. It notes that regardless of ink spend size, maintaining good relationships and communication with suppliers can increase profitability, efficiency and knowledge through technical support, information on new products and regulations, and assistance with issues. The summary also highlights how larger converters often negotiate preferential supply contracts due to higher ink spends, while smaller converters may find access to affordable, high-value supply more limited.

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Dec/Jan 2007
Volume 28 Issue 6
The wider world of narrow web
Labelexpo
Putting you in hands you
Part two of our extensive can trust with every turn.
Labelexpo Americas 2006
technology review
Labels and Labeling
Analysis
Cutting difficult materials
and flexible die trends
examined in this feature
Sleeves
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Dec|Jan 2007
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A world leader in precision rotary tooling www.rotometrics.com
www.labelsandlabeling.com | www.labelexpo.com

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4. 0 7 1
Ink matters
Regardless of the size of a converter in terms of ink spend, there
are certain procedures that, if managed correctly, will increase
profitability, efficiency and knowledge, argues industry consultant
Mark McNulty
Achieving value through knowledge
Crucial to the success of any converter is the quality of product,
“Providing you give enough
support and information that it receives from its ink supplier. In
an ever more competitive and complex environment (what
notice and clear objectives,
substances are allowed and at what amounts – benzene and ITX
for example), providing sustainable added value to the end-user
regular contact can often
necessitates a strong relationship with the ink manufacturer. lower the risk of
With the choice of supplier seemingly diminishing day by day -
more acquisitions and mergers seem inevitable given the unnecessary downtime
current climate – it is the smaller converter that will find their
access to affordable and high value supply most marginalized. and wastage”
The ‘big boys’ with ink spends of $500K+ always have, and
always will, negotiate and command preferential supply Technical support and advice
contracts. At the other end of the spectrum small/specialised Ink manufactures have a wealth of experience and information
converters with ink spends of less than $100K will find it that can save you both time and money. Although the availability
increasingly difficult to ‘shop around’. of resource on the ground - ink support technicians and
Regardless of the size of a company in terms of ink spend, managers - is mainly aimed at ‘key accounts’, you should be able
there are certain procedures that, if managed correctly, will to call on your supplier for technical support and advice on new
increase the profitability, efficiency and knowledge of all or existing projects. Providing you give enough notice and clear
converters alike. objectives, regular contact can often lower the risk of
unnecessary downtime and wastage. Can work be done in the
HSE/environmental issues laboratory beforehand to eliminate the guesswork on press?
More than ever the packaging sector has to conform with
increasingly complex and restrictive legislation. Migration, odor “Finding a reliable ink supplier is often key to providing
and toxicity concerns in the UV sector make planning for the superb customer service. It can make the difference between
future a tricky business. You should keep in regular contact with hitting customer deadlines or missing them. Reliable
your supplier and ask that you be informed of any likely changes technical support for an ink supplier on the end of the phone
to the products that they manufacture. Make sure that they have is often invaluable when you are working with new
a clear understanding of your business and the markets that it substrates or just lacking in in-house expertise.”
competes in – household, beverage, food etc. Request that you Dr Adrian Steele
are kept informed of all changes, and, more importantly, potential Mercian Labels Ltd, UK
changes to legislation that could impact upon your business. This
should be done on a monthly basis. Some ink manufacturers are It goes without saying that the more you spend with an
quite happy to add you to a mailing list, regardless of your size, individual supplier, the more contact you will have with them
that will deal with these issues specifically. and the greater access to support and advice you will receive
in return.
New products/R&D It is hard to find a major converter – by this I mean one with
Of equal importance is being kept aware of new developments, an annual ink spend exceeding $500K - that doesn’t have some
innovations and trends. It is vital that all converters keep abreast sort of consignment agreement with at least one ink
of new and/or improved technologies. Again, request that you are manufacturer. The likes of CCL and Skanem actively seek global
kept informed on a regular basis either by inclusion on a mailing deals so as to further reduce costs and inventory. Often, where
list or through regular meetings with the ink supplier. work can be transferred from one country to another it helps if

5. 0 7 2 December|January 2007
both sites are using the same products to maintain color
consistency – one less variable in the production chain.
In return for offering the ‘lion’s share’ of the business to one Labelexpo News Extra
individual supplier, the converter will demand that the on-site
responsibility for ink supply is managed by the supplier. This is G Laser die cutting/finishing continues to make progress in
normally done through an in-plant; color matching, stock control terms of cutting speed and resolution, and this show marked
and technical support on-press being the key functions. some new developments for US converters.
This benefits both supplier and converter in a number of ways. Spartanics showcased its Laser Cutting System. Operating
The converter places the emphasis for stock control and at speeds up to 30 m/minute, the laser features a wide array
availability with the supplier. Levels are set for each stock item of options for scrap removal, and can be configured for sheet-
and replenished automatically by the supplier when a re-order fed or roll-fed operations.
level has been reached: one less headache for the converter. Spartanics’ Bill Knotts comments, ‘The way in which the
The converter also benefits from the on-site presence of either Spartanics Laser Cutting System synchronizes the powering
an ink technician or in-plant manager to support trials and deal on and off of laser pulses to the part or label geometry is what
with any application/product issues that may arise. The supplier distinguishes it. The Spartanics system can handle small
benefits from having an agreement in place that allows for a radii angles with no problem, and the type of burn-through
more focused presence on-site as well as being able to respond pinholes that some think are inherent in laser cutting just
to stock and application issues as and when they arise. don’t happen.’
However, in the current economic climate ink manufacturers Cartes presented its Dual Laser 350/200W+200W laser
are seeking more cost-effective methods of supporting and die cutter, capable of cut, die-cut, kiss-cut and engraving at
managing large accounts that eliminate the need for a high speed, as well as a single laser version integrated with
permanent on-site presence. un-winder and re-winder. Cartes also showed one-pass label
In a heavily cost-driven environment, it is sometimes difficult finishing machines which can combine hot-stamping,
to find the right balance between the price of the ink and its cost overprinting, numbering, hologram application, lamination,
to your business. Because an ink from supplier A is 10 per cent traditional die-cutting, kiss-cutting, scoring, embossing, silk
cheaper than an ink from supplier B, will this cost saving be screen printing and Laser die-cut.
proven justified throughout the whole production cycle? Will you
have to carry more ink – thus leading to cure/drying problems G Provident showed an interesting measuring product, the
and reduced press speed? You need a thorough technical Troika FlexoCAM and AniCAM systems. The PC-based
appraisal of the product. camera/microscope automatically measures dot sizes on
film/masks, plates and print. 3D dot profiling creates a close-
‘Currently there is a great deal of short -term thinking up view of the dot shape including shoulder thickness, angle
influencing ink purchasing strategy, this on the part, and and relief. AniCAM automatically measures anilox cell
more frequently driven by, the larger print businesses. One of openings, wall thickness and cell volume.
the basic rules of purchasing relates to ‘Total lowest life cost’.
As printers we often ignore this rule and go straight for the
lowest cost per KG, while extolling for the benefit of our blue waste reduction through dispensing and supply chain
chip customers that we are adopting lean principles. management etc. Perhaps it’s high time for some fresh
‘Total life cost’ in lean terms means allowing the ink thinking amongst the larger print businesses lest they go the
supplier to assist with lean work such as set up reduction, way of many of their now defunct ink suppliers. To survive,
color management, simplification of pass on press work, ink both need to make a return on sales. In a successful
relationship this happens through lean.’
Profile Dale Town
Mark McNulty has worked in the narrow web/labeling Director DAT Performance Consulting LTD
industry for 25 years, with positions including Press Manager Former Supply Chain and Process Improvement
(Labels), applications manager (Ink) and UV Consultant. He Manager CCL Label
spent six years working for AGM in Argentina, two years for
Berry's of Westport (now Field Boxmore) and four years for It is impossible to estimate the overall cost to any converter of
Sicpa UK. Specializing in UV processes and applications, ignorance, bad practice and waste. As the unit cost of ink in
Mark operates his own consultancy in the UK. More terms of price per kilo is set to continue rising for the foreseeable
information from mark@mjmconsulting.co.uk future, it is vital that value is achieved through best-practice and
working with your ink suppliers to obtain lasting value. I
www.labelsandlabeling.com

7. Complete rotary screen solutions
for precision and productive printing
in high-value industrial printing niches
Rotary screen printing is ideal for a host of high-value industrial applications -
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