Performance Pure and Simple

Peter Tix (47), Head of Consumables at Heidelberg, has big plans for the future. "We want to be the world's biggest supplier of consumables," he says. In this interview, Tix explains how he plans to use the Saphira products to achieve this ambitious goal.

Mr. Tix, why is the consumables business so appealing to a press manufacturer?
Tix: A press is a major investment for every Heidelberg customer. However, some printers may not be aware that, over a period of eight years, they spend around two to three times more than the actual cost of the press on consumables - and this doesn't even include the cost of the paper! Inks, coatings and printing plates account for the lion's share of the remaining consumables. Added to this is the fact that, in difficult times like these, many customers may hold back from purchasing new machinery, but they do not stop print production. In other words, they still need consumables. As a result, the consumables market is less closely tied to economic cycles and offers stability. And that's what we want to benefit from.

How exactly? After all, as a consumer, I expect my personal preferences to be taken into account…
Tix: That's precisely why the consumables business at Heidelberg has traditionally been handled decentrally. The individual markets set the tone, enabling us to adapt our products and services to the requirements of each specific country. For example, customers in North America and Asia have different applications and therefore require different inks. Nevertheless, our regional companies are not left to fend for themselves in their local markets. Through our "Global plus Local" strategy, they receive all the support they need from the headquarters in Heidelberg.

What form does this support take in the individual countries and how does it benefit local customers?
Tix: The central division acts as a competence center. Specifically, this means we pass on our application and management know-how to the local markets. Here in Heidelberg, we have experts with between 20 and 30 years' experience in the consumables business. But this is a two-way process and there is always something new to learn from our top sales companies. For example, when a country implements a successful business model, we make sure that all the other markets hear about it. For instance, customers in some countries receive the InkLine automatic ink feed system free of charge when they agree to buy their ink exclusively from us for three years. Mutually beneficial ideas like these may also work in other countries. We then talk to the local representatives to see how they can implement such business ideas on their own markets.

So, the headquarters act primarily in a consulting capacity?
Tix: Not only that. We also handle negotiations with regional and global suppliers. In doing so, we deal in rather large purchasing volumes, thus enabling us to conclude more cost-effective agreements. We pass on the resulting cost benefit to our sales organizations. After all, we are aiming to offer our customers the best price/performance ratio in the industry. We also develop concepts in the area of supply chains and logistics that are designed to boost efficiency and work with the local markets to drive them forward. Our aim is to streamline the existing product portfolio and to optimize the process chain from the supplier to the end customer, while also ensuring the necessary flexibility vis-à-vis customers.

What products does the Saphira portfolio offer for print shops?
Tix: In principle, print shops can cover all their production needs from Heidelberg. However, due to the localized nature of the business, we do not offer a globally standardized Saphira portfolio. There are also differences in the scope of the products on offer. In some regions around the world, many countries are already offering the full range of products. Canada is one such country. The business that Jean-Francois Colpron and his colleagues have set up there - including a number of targeted acquisitions - is exemplary. Customers in Canada can choose from almost 90 product categories, taking in everything from blankets and adhesives to densitometers. We are currently working flat out to help the other markets follow this example. However, we have already reached an important milestone with Saphira - a standardized brand name for our consumables.

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