Graph Expo: Binding and Finishing -- Outperforming Expectations
“You can’t stick your head in the sand and pretend that everything’s OK,” Maurer said of the economic conditions. “We stick close to our customers and help them collectively. It’s part of a partnership.”
Muller Martini enjoyed a solid Sunday en route to a strong overall showing in Chicago. Werner Naegeli, president and CEO of Muller Martini, also witnessed the dichotomy between the aggressively active and wait-and-see approaches employed by decision makers.
Those who were there to do business, he remarked, sought technology that offered makeready reductions, less waste and equipment that required less manpower.
A primary offering from Muller Martini was the Primera line of saddlestitchers, with the E140 demonstrated live on the show floor. Here the company addressed the need for quicker job preparation with the enhanced Human Machine Interface (HMI) technology.
The company has redesigned its machines to create uniformity among different types of equipment and with an eye toward ergonomic considerations. With a new corporate theme of “Grow with us,” Muller Martini worked with researchers from the University of Stüttgart to enhance the ergonomics of the gear.
Standard Finishing Systems opted to take an aggressive approach toward Graph Expo by sticking to its game plan, recession or not, to help make things happen. Mark Hunt, director of marketing for Standard, believed the company is positioned to take advantage of some “disruption in the space.”
“We haven’t seen any letup in the intention to buy,” Hunt said. “Our group has been constantly buzzing with prearranged customer visits, along with some unexpected visits that have been highly fruitful.”
Hunt stressed the benefits of giving prospective clients product insight beyond what can be found on a brochure or Website. “We feel the value proposition we bring to market can only be appreciated when a prospect is in front of a machine. The power of the live demonstration is a driving force for our sales.”