Contract and Expand (Contract Converters)

August 2001

multipage

Contract converters' outsourcing arm helps printers branch out.

by Kate Tomlinson, Assistant Editor

THE COMPLEXITY OF PRINT JOBS is increasing right along with the pressure to meet shorter turn-around times. Contract converters offer an abundance of services to help printers ease the deadline crush, and avoid unnecessary production expenses.

How do printers know when it's time to put out the call for converting assistance? "Any company that asks themselves, 'Do I need the services of a contract converter?' has already answered their own question," says Dan Weiss, VP, A.H. Weiss Co.

But with hundreds of potential converting partners to choose from, how can printers pick the most fitting complement to their operations? Weiss suggests assessing level of expertise; willingness to work closely on difficult substrates or prototypes; and versatility to deliver both big and small orders. Below, more converters offer tips on narrowing the field of eligibles.

Consideration #1: How extensive are contract converters' services?

• "Match equipment capability to your project. Finding a vendor that has experience with your project or a similar project reduces the learning curve and minimizes start-up problems. Look for full-service vendors. Vendors that can turn-key your project will eliminate the freight costs of moving product from one location to another and keep the responsibility all within one company."

—Lisa Boyd, director, sales/marketing, Graphic Converting

• "Finding a contract converter takes more than assessing capabilities; it requires finding a service fit. Companies are seeking partnerships with converters autonomous enough to make decisions on behalf of the account, and nimble enough to pay close attention to turn-around and service. Most converters have similar technologies. The value-added link is flexibility to respond to change and a company-wide service commitment."

—Lori Davis, VP, Contract Converting

• "Check into the types of services each company offers. If you are looking for someone to help with a unique job, don't stop searching until you find exactly what you want."

—Peter Canavarro, VP, Varo Technical Services

• "To find the best converter, you must consider capabilities, converting knowledge, turnaround times, skid shipment handling, product stacking and protection, and most important, cut off length variance."

—Mike Schwab, CEO, Schwab Paper

Consideration #2: Can you get specific about services required?

• "Know the answers to the questions the converter will be asking you: What's the material, gauge, and width you need processed? What services do you need? Coating, slitting, sheeting, laminating? Know any special considerations of the material? Is it photosensitive, dusty, large diameter, fibrous? Do you know what kind of chemistries are involved? Is it water-based, solvent, UV-cured? What price are you willing to pay: commodity, medical grade, or retail?"

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• CONVERTING