Converters should consider suppliers as partners
The industry should respect local presence with strong service and spare parts support system, says Puneet Aggarwal, managing director of DGM Automation to Rahul Kumar
03 May 2023 | By Rahul Kumar
PrintWeek (PW): What are your sales numbers in the last 12 months?
Puneet Aggarwal (PA): The last financial year went well, but it could have been better. The last quarter was slow for our customers and many projects got delayed. However, we have invoiced 30% plus in terms of turnover in comparison to the last financial year. The best part was the repeat orders, as 50% of our sales came from our existing users.
PW: A little ahead, we have the big shows — Interpack, Labelexpo Europe 2023, Drupa 2024. Would your company be part of these shows?
PA: Yes. We will be at Drupa 2024 with many new launches.
PW: Run lengths have shrunk and capacities to have multi-product portfolios with quick changes are desired. Do these sentiments reflect in your interaction with converters?
PA: Yes. This is obvious now that run lengths have reduced with SKUs rising. Plus, the turnaround time has shrunk. Our machines are capable of handling such requirements.
PW: Also, technologically, have you been required to make any changes to your equipment to suit the changing packaging market demands?
PA: Yes. We will soon launch machines with more automation and higher speed.
PW: Producing good quality products is of the essence… could share some pointers for those looking to diversify?
PA: As per my experience, our customers need more capabilities these days. To provide training, we have a local demo centre and a local team for hands-on training for the customers’ crews.
PW: Most print-packaging companies that we meet say that it’s essential to keep the machines running with wafer-thin or no-margin jobs. Isn’t it a risky strategy?
PA: It is important for print-packaging companies to understand their real cost of production before entering into any bid. The business should be sustainable with appropriate margins to pay their vendors and staff well on time plus they must invest a portion to service support and R&D.
PW: The number of levels in a factory almost always directly correlates to more bottlenecks. One simple step that everyone should follow in their factory?
PA: We should make departments more transparent and oriented towards the common goal. The problem arises when different departments have different goals. So, setting up a common goal within the organisation is important.
PW: There’s a spike in the cost of spares. It has become a cause for concern. How would you explain these hikes?
PA: These costs should be reasonable and should be mutually discussed with customers for better understanding. Neither party should feel cheated or blackmailed.
PW: How is your company better placed than its competitors?
PA: Every company tries to prove that they are better than their competition, but we as a company like to hear it from our customers. I think it is a continuous process to become better and better.
PW: How should the print and packaging industry prepare itself for 2023 and the foreseeable future?
PA: The industry should respect local presence with strong service and spare parts support system. Also, converters should consider suppliers as partners and discuss the problem as a family for mutual benefit.