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Title : Unilever
Number : 0001
Date Week : 47
 
                                                                       
CASE STUDY  
 
 
Roleski produces goods for Unilever that are exported to Finland. They had problems with CIJ overprins because after travelling from Poland to Finland through the Baltic Sea the overprint was easily removed. We suggested to change from CIJ to Laser, which is ideal for this application. At the beginning we had problems with the thickness of the paint (not stable overprinter), but we solved the problem with a manufacturer of tubes from Sweden.

Lasers are installed into carousels. One application is MOTF, because in the carousel there are two tubes on one form/support. Two other applications are static. because there is only one tube on a support.

We visited this customer at the beginning of 2009. Our first visit was very unpleasant; they treated us vey coldly, because they were in love with Videojet. they only used inkjet printers. They had really good relations with Videojet (low prices for inkjet printers, for consumables such as solvent, ink, etc.). They said that we did not have any chance to go into - to sell some lasers because they did not need them.

                   After some months we just sent a newsletter about iCON. They contacted us (!) and asked for an offer. We visited time this customer for the second and tried to convince them that lasers are the future (with success!). After this visit, everythings has changed. The customer started talking to us friendly. We fixed and made a demo the beginning (with the thickness of a paint on tubes, with difficute installation, etc.) but finally we sold 3 x K1010 PLUS.

We are very very happy that we sold lasers to Roleski and threw Videojet out !. So our transaction was only because a very nice newsletter we sent to potential customers without taking into account how our first visit was.

The second point is that we belived that Videojet is still concentrate on CIJ business. If Videojet cooperates with some customers for very long time (it means many inkjet printers sold) they do not try to show and sell lasers. There is a contradiction - if you have sold many printers to a customer, it is not confortable to suggest lasers, because no more maintenance and consumables.



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