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FLEXO Magazine : March 2013
Mount-o -Matic Direct Drive For mounting flexo plates onto sleeves SLeeve- Mounter Pre-PreSS eQuiPMent FROM MODEST SYSTEMS TO THE MOST ADVANCED HIGH-TECH SOLUTIONS FOR ANY bUDGET Mount-o-Matic MK ii For mounting flexo plates on cylinders as well as on sleeves www.flexologic.nl innovation is the key to our success. Head office AV Flexologic B.V. P.O. Box 252, NL-2400 AG Alphen aan den Rijn The Netherlands • Tel. +31 (0)172 434221 Mail: email@example.com FaMM Fully Automatic Mounting Machine solutions. It is this climate that nurtures a healthy supply and demand for used presses and retrofits. IF YOU BUILD IT... Last June, flexo printing press manufacturer Mark Andy expanded its product offerings and services to include used equipment trade-ins and rebuilds. Although in the rebuild busi- ness for less than a year, the manufac- turer has already recognized trends within the program. The trade-in program has yielded older models, and Ken Daming, direc- tor of aftermarket sales for Mark Andy, estimates presses are averaging 20 years old. The most popular model is the industry workhorse, the Mark Andy model 2200 presses. Although no official data exists on the used press market, a recent analysis of used equipment dealer web sites reveals that there are about 400 presses for sale in the U.S. marketplace. Mark Andy currently has five in its inven- tory. The number is strategic, as the manufacturer does not simply turnover presses but invests energy and resourc- es into each one before it resells it. Each press accepted into the pro- gram follows a standard process. When the trade-in terms are agreed upon, Mark Andy breaks down the unit and ships it to its headquarters. From there, the press is exhaustively cleaned and inspected, new parts are ordered and then installed. Each rebuilt press will have a new tension system, gears and rollers and must pass a battery of tests to ensure it holds up to original equip- ment manufacturer (OEM) standards. “It’s like a new press at the end,” says Daming. “ We also offer a service to repaint it, but most don’t opt to purchase it. These buyers want performance, not appearance. They just want it clean.” The main reason converters choose a rebuilt press versus a new press is cost, says Daming, and the cost differential is considerable. “ It could be half or less than a new press,” he adds. Yet, while it’s an economical and practical choice for some converters, it isn’t a one-size- fits-all solution for everyone, he says. Daming maintains that despite the upgrades done during the rebuilding process, a new press will still offer converters performance advantages for long and short run jobs that simply can’t be reproduced with an older model. These include a quicker job changeover, faster run speed and reduced waste. Aftermarket Care & Conditioning The story of Mark Andy ’s program launch selling used presses originates from an unlikely source: the introduction of a new one. In 1946, Mark Andrews, Sr. launched a company that would—for more than 65 years—be known exclusively for its new equipment manufacturing. This is still its primary business. But last June, the flexo printing press manufacturer entered into a new segment, expanding its product offerings and services to include used equipment trade-ins and rebuilds of Mark Andy, Comco, Roto- flex and Arpeco equipment. Although in its infancy, the program has proven successful, posting better than $3 million in sales. According to Ken Daming, director of aftermarket sales for Mark Andy, one of the driving factors for the manufacturer to get into trade-ins and rebuilds was the launch of its new Performance Series in 2009. The new press offered customers a number of features that streamlined efficiency, including quick changeovers and auto registration. The press offering now includes three models — the P3, P5 , and P7 — each with its own niche, appealing to con- verters of all sizes and capabilities. Soon, executives at Mark Andy realized customers were replacing two or three presses with one of these models. “ T here were extra presses on the market and the vast majority wanted to sell them,” says Daming. “ T hen we discovered if we could rebuild trade-in presses, and also resell smaller equipment, there’s a demand for that.” www.flexography.org march 2013 FLEXO 37