Q&A WITH JAMES DUNN — RIDING GROWTH WAVE
PI: In the sheetfed offset press arena, you enjoyed a 73 percent increase in 20” format press installations. Is this the result of devoting more sales and product development efforts toward small commercial and quick printers?
DUNN: There are several components to our success in sheetfed during the past fiscal year, including:
The breadth of Heidelberg’s offering, especially in the 20” market, where we offer everything from the entry-level Printmaster GTO to the Printmaster PM 52 and all the way up to the industry-leading Speedmaster SM 52;
Targeted programs and campaigns that provided special value to small printers, such as our recently introduced Printers Advantage Program, which is designed as a comprehensive resource to help small business owners succeed in today’s marketplace;
Heidelberg’s ability to go beyond the small-format press into other small-format-oriented areas, such as computer-to-plate, computer-to-polyester, workflow, color management, cutters and folders, etc.;
Heidelberg’s range of trade-in programs for older presses; and
The overall improvement of economic conditions and the return of confidence to small printers.
PI: For the 40” format press market, installs are up a reported 58 percent. What is driving Heidelberg USA’s success in the highly competitive 40” press market? Also, how is your new systemservice 36plus program being received?
DUNN: Our success in the 40” market is driven largely by the breadth and depth of Heidelberg’s 40” product portfolio and the fact that we have the right press for the right applications. Heidelberg’s three key offerings in the 40” market--the Speedmaster SM 102 perfecting press, the flexible Speedmaster CD 102 and our ultra-productive Speedmaster XL 105--are designed to meet the vast needs of this market.
As our newest press in this market, the Speedmaster XL 105 has been very well-received, with more than 16 installations to date across the United States. All of our presses are customizable to meet our customers’ specific business needs, provide greater flexibility and allow them to expand into new markets with technologies such as ultraviolet (UV) coating options.