MD Bradley Bate recalls that the initial goal was to establish a core range of expertly developed and built to globally approved specifications and standards machines – especially at entry level where older and slower multi-device systems could be replaced with more efficient single models – to suit African conditions in terms of performance and price.
He maintains that the value of the partnership between the Bobst Group and Eterna has been the manufacturing of top-quality machines that customers can trust to take their converting businesses to the next level across every market segment, application and budget. ‘Eterna was already widely recognised as a leading manufacturer with an impressive installed base globally, but having Bobst on board has taken this already proven technology to new heights – to the point where Eterna has become a household name among Africa’s mainstream folding carton and corrugated packaging converters.’
Supporting new commercial ventures
This growth has been supported by Eterna’s strategy for improving its market share by understanding and supporting customers’ needs through creating service hubs on each continent to offer a quicker and more proactive response to breakdowns through its ability to stock a comprehensive list of critical spare parts. Since 2019, it has been utilising the central hub in Johannesburg and using South Africa as a strategic gateway for growth into sub-Saharan Africa.
2019 also signified the start of the partners promoting the considerable potential for diversification into new market segments using this technology – particularly by taking advantage of digital and automation developments.
‘What we were demonstrating to those who hadn’t considered partnering with us prior to purchasing packaging converting equipment, is the value of choosing a strong alliance of manufacturer (Eterna), die-maker and high-speed tooling supplier (Laserpac), plus fully qualified local customer service, engineering and process support (Alliance Machinery),’ Bradley remarks.
He emphasises that this three-pronged alliance provides an ideal platform for printers to become highly efficient in a very short time as it offers comprehensive support from an installation, training, tooling and factory perspective.
‘From the time a printer requests a quote, we provide advice on the very best solution, based on the particular work mix, ensuring the supply of a correctly specified machine that runs at the optimal rate stipulated in the guidelines,’ Bradley explains.
‘This includes managing forward cover and providing a total delivered and installed cost of machinery, including customs clearance, rigging, delivery, installation and insurance. In addition to an initial training period by our locally-based, factory-trained and accredited mechanical and electrical engineers, who travel wherever needed, we offer follow-up training sessions for operators who need more assistance because they haven’t had prior experience in packaging printing and converting,’ he adds.
‘We pride ourselves in not having to rely at all on overseas technicians for this total turnkey support package because we’ve invested heavily in training local instructors and technicians to be 100% conversant in all operational and maintenance aspects,’ Bradley asserts.
Sub-Saharan African customers are now also being supported by Eterna Europe, which has invested significantly in establishing a training and demo centre for its carton converting equipment in Hertogenbosch, the Netherlands and for its corrugated converting equipment in Lonato, Italy. ‘Establishing world-class facilities in both countries means that our customers now have alternatives to travelling to the global production facility in Shanghai to witness demos or conduct product trials or tests on the die-cutters, folder-gluers and hot foil stamping machines – boosting the ease of doing business and customer satisfaction levels,’ Bradley enthuses.
Eterna’s product launches for 2022 include the j-LOAD semi-automatic feeder and the ECUT 1050 mirrored flatbed die-cutting station.
Bradley explains that the j-LOAD semi-automatic feeder can accommodate various types of materials, with a minimum sheet size of 650 x 450mm, maximum sheet size of 1 650 x 1 200mm and a maximum pile height of 2 000mm. It is designed to maximise the productivity of corrugated die-cutters and flexo printing presses.
He adds that the ECUT 1050 mirrored automatic flatbed die-cutter enables PSPs to place one die-cutting machine on the left and the other machine on the right so that both operating systems face each other, and the feeder and delivery system run in the same direction. ‘This setup allows the two machines to share a common platform (saving a minimum of 20m2 floorspace), converting tooling and a side chase loader,’ Bradley states. ‘This means one operator can run both machines at the same time because he/she can conduct job changeovers and observe the machine conditions from the common platform, resulting in productivity increases, as well as waste level and personnel optimisation.’
Reflecting on the past decade, Bradley highlights the unwavering trust and support of customers, which have enabled the business to grow and the regional Eterna install base to grow to over 70 machines. ‘Without our loyal customers, none of this would have been possible – thank you,’ he states. ‘We are especially grateful to Peter and Joan Meyer of Colour Magic, who were the first to sign an order for an Eterna-Brausse high-speed flatbed die-cutting and stripping machine in 2012 and subsequently a folder-gluer. They also always maintained an open door policy for us to bring other interested converters to view the machines in action in their Robertville-based facility.’
Looking ahead, he emphasises that the Alliance Machinery team looks forward to building further on the relationships created during the past 10 years, keeping customers abreast of the latest developments and continuously growing support levels to them. ‘By the end of the year, we will have 10 service technicians in the field and are examining the best ways of helping to address the huge skills shortages in the market by training customers’ staff,’ Bradley concludes.
Partnership with BW Papersystems
‘WE are proud that Alliance Machinery has been representing the BW Papersystems brand in South and sub-Saharan Africa over the past 10 years,’ says Frederic Duquenne, sales director for Europe and Africa.
‘We were one of the first OEMs to partner with Alliance Machinery because of its professionalism in the folding carton and speciality converting business. The company provides excellent local technical support with engineers able to react quickly in case of a breakdown, as well as spare parts support,’ Frederic reports.
He adds that with Alliance Machinery, BW Papersystems has become a well-known supplier of premium folio sheeters for board converting to folding carton plants and beer label converters in in sub-Saharan Africa, having successfully delivered folio sheeters in Botswana, Ghana, Ethiopia, Uganda
and South Africa.
‘We believe this partnership will last for a long time and contribute to establishing BW Papersystems as the leading go to partner in the paper/board converting business in this region,’ Frederic concludes.
Lasering in on die developments
ALLIANCE MACHINERY has offered die-making and die-cutting solutions such as CAD design software, rule benders, cutting and creasing rules; matrix cutters and bridgers; waste strippers; nick grinders, discs and chisels; plus ejection rubber for flat and rotary dies throughout its decade-long partnership with Johannesburg and Cape Town-based Laserpac.
From a local manufacturing perspective, the Laserpac teams offer laser cutting of flat and rotary dieboards; milling of steel cutting and creasing plates or phenolic creasing counters; processing of flat and rotary steel rules; customising of blades for cutting, scoring and tearing; as well as producing blanking, stripping, embossing/debossing and speciality tooling. ‘One of the main benefits is our ability to provide the correct start-up tooling according to each corrugated and carton converting machine’s requirements, which enables our customers to run them at maximum speed,’ Bradley notes.
‘The Laserpac partnership also allows us to assist with confidential carton design and development. Using the latest Cimpack and Arden CAD design systems, Laserpac’s designers can quickly and easily generate carton designs either from scratch or from their extensive libraries and mix and match features within the programmes,’ he explains. ‘They can also use this software to ensure that they manufacture the cutting dies and stripping tools according to the specifications of the final designs.’
Progressive partnerships
ALLIANCE MACHINERY has also forged strong partnerships with Bickers Germany and Lamina Systems Sweden. Bickers is a global leader in CNC gluing and taping plotters under the Gluejet and Tapejet tradenames, whereas Lamina specialises in the manufacture of laminating/mounting, gluing, taping and assembly systems for point-of-sale (POS) products and packaging.
Stephan Keimer, sales manager for Bickers reports that working with Alliance Machinery for the past 10 years has yielded good results in terms of new installations around South Africa. ‘It has also resulted in very good friendships and partnerships between us as the OEM, Alliance Machinery and our South African customers. Doing business with them is always a healthy balance of hard work and good fun, making every trip to South Africa one to remember and talk about in years to come.’
Per Fransson, sales manager for Lamina Systems, agrees: ‘South Africa is a great country for visiting and doing business. With well over 30 installations locally, Lamina is proud of its strong position in the market and very pleased with the new equipment sales and high degree of service offered by Alliance Machinery. This has helped build our success and placed us as the go to company for efficient converting and finishing solutions in the POS and packaging sectors in the region.’
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