Page 11 - BOSS Today Issue 19

Special Report - Binding and laminating

Narrowing price differentials Heading for the top double digit growth currently.” “Real margin
- and the wider availability of As for the future, Brunt is Indeed, the key requirement
A3 inkjet printers - have fuelled optimistic: “This is still a that leads to product selection opportunities
a trend towards A3 laminators reasonably-sized market, and by users remains punch and
in the consumer channels. As Fellowes are putting investment bind capacity, and it is reported remain
a result, the market is now split into the higher end, where the that around half of the UK
50% A3 and 50% A4 in value added value opportunities lie for binders market is now at the for dealers
terms, but in unit terms the both vendors and dealers. For premium end (commercial
share is 30% A3 and 70% A4. those dealers that do it properly machines with a punch selling
there’s some good margins to capability of 20+ pages), with machines at
Fast & safe be made on machine sales, plus most of the remainder being
In addition to the initiatives there’s an ongoing consumables mid-range product (12-17 the higher
aimed at inspiring end-users market to serve.” pages). The rest is accounted for
to use lamination more widely, However, Brunt emphasises by entry level products, with a end of the
machine manufacturers that, for resellers, the effective punch capability of 4-8 pages.
have invested significantly selling of laminators requires a Furthermore, this trend market.”
in innovation in recent years, thorough understanding of both upmarket has tended to choke
focussing especially on the customer and the product: off any penetration by private
improving speed/productivity “It is important that OP resellers label products, which reportedly
and quality, such as: establish how their customers have an insignificant share, even
are using laminators (eg if at the low end.
n A move to four roller they are laminating frequently,
and six roller machines, which investing in a product which is No shift in technology
provide a smoother finish. quick and can handle multiple The dominant technology used
n ‘AutoLam’: a unique sheets is more prudent, as a by binding machines in the
Automatic system (eg cheaper laminator will not stand UK remains the comb method,
Fellowes’ ‘AutoLam’) that up to this level of usage). When which accounts for c60-70% of
detects the pouch thickness competing against unbranded the market, followed by wire
and automatically adjusts or private label products, they binding, which is regarded as
everything. All the user has to need to stress the speed, quality, more durable, but still only has a
do is insert the pouch and let finish and warranty protection share of about 20%. Most of the
the laminator do the rest! offered by branded machines”. rest of the market is accounted
n A reduction in warm up times, for by thermal and coil binding
even in automatic mode. BINDERS machines. It’s no surprise that
n ‘HeatGuard’: Fellowes’ nearly all binding machines are
revolutionary patented Small but potent A4 size.
heat protection system While these two product sectors In terms of innovation, there
that reduces the surface are often considered in tandem, have been some efforts to find a
temperature by up to 50%, the UK market for binders is very way of clearing punch holes so
ensuring that the laminator different to that of laminators. they do not jam the machines,
is always safe to touch. For a start, it’s much smaller, since manufacturers report that
Some private label products at around £1.6m at UBP, with the consumer’s prime focus for
have been known to sales of binder consumables these products continues to
catch fire! accounting for another one and be on simplicity, reliability and
a half to two times this value productivity.
These developments give (some £2.4-3.2m). Overall, Brunt expects the best
consumers the confidence Market value is reported to future prospects for the market to
to use laminating creatively be growing slightly, assisted by lie at the added value premium
without the worry of jamming, a shift towards larger, higher commercial sector: “Real margin
an issue which was previously a capacity machines, as Brunt opportunities remain for dealers
key inhibitor to market growth. explains: “Companies are more selling machines at the higher
In addition, improved machine likely to want to bind quite large end of the market.”
reliability and durability means documents nowadays, and as a
that the machines are in place result, at least 50% of the market Martin Wilde is Managing Director
and functioning for longer is now products that are priced of OP market research specialists
- maintaining demand for at more than £150, and these Martin Wilde Associates Ltd
consumables. more expensive items are seeing (www.martinwildeassociates.com)

October 2013 | BOSS TODAY 11

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