Cover Story
The best of two Converting Worlds: KAMPF and Titan offer a joint portfolio in converting
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ince December 1, 2020, Atlas Converting Equipment Ltd. based in Bedford, UK has been integrated into the Jagenberg Group as part of Kampf Schneid- und Wickeltechnik GmbH & Co. KG. In the field of converting solutions - here mainly in the area of winders with winding shafts – both companies now provide customers with a combined portfolio. Converter spoke with KAMPF general sales manager converting, Oliver Conrad and ATLAS Converting sales diretor, Barrie Homewood about the first months together and the new marketing opportunities.
HOW HAVE THE FIRST MONTHS IN THE NEW COLLABORATION BEEN? Oliver: Well, I have to say I’m really positively impressed by the good cooperation. All colleagues have been very open about the new situation and we all see the benefits that the partnership brings. Barrie: Absolutely, I can only agree with that. It was exciting for the management team to see how all colleagues would deal with the new situation but, to date, we haven’t received any negative feedback on the decision. Many customers have congratulated us on the step and expressed that they are looking forward to the coming cooperation with both companies.
WERE THERE ANY CONCERNS? Barrie: Of course, questions came up; How independent would Atlas remain? Would the products be retained? What would happen at the global sites? I think everyone expects us to strive for synergies.
The goal is to offer the best and broadest range of solutions for our customers with a multi-brand concept utilising the individual strengths of both companies. To achieve this, there is now a common focus – especially on the product development level and combined service. Oliver: On an operational level – i.e. in all questions of day-to-day business, as well as future considerations – we have formed interdisciplinary teams that cover everything from sales and production to procurement. It is clear that we have agreed on a partnership of equals here and are living it. Our customers can get offers from both brands and form their own opinion on what is a better fit for production.
In the area of flexible packaging (converting), we have already compiled a joint portfolio from all available machines and can now offer this to our customers on a regional basis. The good thing about this is that our customers now only have one contact person and so the perfect solution can be found for the respective production.
HOW DOES THIS WORK IN PRACTICE? Barrie: Well, it’s relatively simple in practice. For example, a colleague from Atlas/Titan is responsible for the UK and handles all enquiries. The first step is to check which of the machines from the joint portfolio best suits the inquiry. Essentially, we concentrate on the technical differentiation because, although both manufacturers build slitters, the machines differ in terms of technical design and, as a rule, this always leads to different price levels.
DO YOU HAVE ANY SPECIFIC EXAMPLES? Barrie: The ER610 has combined unwinding and slitter section/rewinding and, thus, requires the smallest installation space (footprint) at an attractive entry-level price. If extended functions or automation are required, then customers are in good hands with the ConSlitter series from KAMPF or the SR800/SR9 series from Titan, for example. Oliver: We particularly focus on what the customer specifically needs for individual projects. Additional units, such as perforation, punching, lasering or inspection are often integrated into the slitters. Depending on the individual case, either an underfloor web path or a machine with web path overhead is suitable. And, here we now have a greater choice for our customers in the joint program. The widths of the machines and speeds are also slightly different with KAMPF and Titan - these are also technical differentiation criteria. So it always depends on the individual case.
HOW DOES IT LOOK IN THE SERVICE DEPARTMENT? ARE YOU AFFECTED BY CORONA? Barrie: Of course, we are also affected by restrictions in travel but, with good remote service solutions at both KAMPF and Atlas/ Titan, we’ve been able to manage the situation well so far. Oliver: In the UK, Atlas is currently supporting us with the installation of various KAMPF flexible film machines at a customer’s site, as we are unable to travel from Germany. We get great feedback from the customer here for the cooperation and, right now, a technician from KAMPF is on a Titan machine in Germany. Barrie: We will roll that out even further with a joint service approach. We will continue to develop the know-how of our technicians and expand training courses on machines of the other brand. So that customers can count on “service from a single source” in the future, even if that still means some preparation.
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atlasconverting.com u
kampf.de
8
April 2021
convertermag.com
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