Ipex Exhibitor Speak: Add variety, sell more, say Umang Singhal, HV Sheth, Stephen Lamb

Umang Singhal, HCL Infosystems

We strongly feel that the print industry will continue to grow in India. With the surge in infrastructural investment, it will lead to corporatisation of many traditional organisation thereby attracting more expectations from India. This will result in the availability of latest technology at affordable cost.

The availability of technology has increased toplines for most of the players and also extended an opportunity for new players to enter the market. That said, if industrial growth drives toplines, it can at times be a detractor. However, improved productivity reduces cost per unit, which can result in quicker turnaround time and faster return on investment.

From a performance point of view, HCL has had a very assuring year. The confidence shown by the market towards HCL has resulted in around 150-unit installations. We have offered new Konica Minolta (KM) products and technologies to the market in the past. At Ipex, we are showcasing the flagship KM Bizhub press C8000 in the mid-production segment and C70hc, newly launched kit.

In spite of the hike in raw material costs, the print industry continues to grow. In fact, this must be among the few industries, wherein despite the input cost moving north, customer offering is diving south. This has been achieved through the adoption of more professional practises and optimising the resources for much higher productivity.

Go green is the latest buzz word all around. Everyone is trying to do their bit towards it. HCL is strongly committed to this and most of our products are known both for their product as well energy efficiency standards so as to optimise the resources.

Growth should sustain and five years down the line, India should be the hub for affordable printing at globally accepted quality standards while adhering to the international business practises.



HV Sheth, Sheth Printograph

Printers in India have been investing, but most do not understand the importance of investing in automation of finishing machines by Indian manufacturers. Printers still opt for low-cost hand-fed machine.

No doubt, with volumes, toplines increase. However, bottomlines too are shrinking due to increasing overheads and cost of expectation. But with proper planning and execution, one can achieve low cost per unit. The key to productivity is manpower.

The cost of raw material has been increasing by up to 25%, increasing the conversion cost. Labour, power and other overheads are adding to the cost. Also rising is the discount percentage expectation. Where does a manufacturer go and how does he compensate for that? No one compares an apple to apple but determines the cost of production with others’ cost.

No one understands the concept of green, but there are few printers who adhere to the right mantras of printing. I can name Repro India, Mumbai; Light Publications, Vadodara; and Pragati Offset, Hyderabad. Then there is the Vasai-based Classic Stripes’ clean and dust-free environment on the print shop floor, which is impressive.

Offset, digital, flexo, wide-format, each has its own application and advantage. A technology can be obsolete only if innovation/upgradations are in same league. Like lamination, varnish and UV all three are existing for a number of years and none of them can replace the other.

In my opinion, wedding photo albums, customised stationery, personalised prints with short runs are the potential growth segments.



Stephen Lamb, Atlas Machinery

It true that the number of closures of print shops and binding plants in UK and Europe are still high, however, this is not driving the demand from India. We are still seeing an increased demand for better and later technology equipment of well-known branded models from the Indian market as their customers seek better quality print and finish of European built machinery.

The demand for offset and post-press machinery is high. Price is still critical with up to ten-year old machinery fetching at least a third of the new price.

Direct dealing is preferable only with a reputable company with premises, stock and their own technicians. And alternatively through a reputable local dealer as they only work on low commission levels.

Yes, online dealing can be risky, deposits will be lost if deals are cancelled. Also, like in any auction of a company closure, the buyer has no idea of the complete working condition of the machinery so it’s far better that a reputable dealer has checked and tested the machinery prior to shipment.

There’s also another type of on-line buying where some spurious dealers advertise a machine that does not exist at a very low price purely to receive many deposits from different buyers, who of course lose their money.

It is advised that engineers' reports are sought for all machines imported into India. For a pre-inspection report there are very few experts on all facets of the industry so these are difficult to obtain. This where it is worthwhile dealing with an experienced, established dealer either in India or Europe.

One advise, always get good photos of the equipment initially and agree to a price subject to final inspection or a running demonstration. It is then worthwhile paying a small holding deposit to secure the machine for the inspection.




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