PSPs moving on

How do you take your business forward in the current market? Here two print service providers outline their strategic thinking.

Ithink it’s safe to say that most print businesses were adversely affected during the pandemic, so it is no surprise that growing turnover and/or profitability back to pre-pandemic levels is high on the agenda at our monthly board meetings here at KGK Genix, where we’re focusing on strategies to achieve just that,” outlines KGK Genix group managing director Graham Pitts.

“Let’s start with employee retention - after all, your staff is your greatest asset.

Recognition is essential to retaining and engaging employees - they all want to feel that they belong in the workplace.

Our monthly newsletter features a ‘Get to

Know Your Colleague’ article, provides employee feedback channels and allows for the nomination of an ‘Employee of the

Month’ who receives a monetary reward in

recognition for being selected.

“Then there’s our focus on sustainability - no longer a ‘buzz word’ without intent or meaning. Companies large and small are concentrating on how they can be kinder to the environment by minimising waste, reducing CO2 footprint and multiple use of their previously ‘single use’ display items. It is for this very reason that we used the available time we had during the pandemic to forge new relationships with suppliers and actively seek a replacement for many of our ‘core materials’ to ensure we had sustainable alternatives. This is certainly impacting sales in a positive way, with companies increasingly insisting on being as ‘green’ as possible. By being able to offer a sustainable alternative in most scenarios, we are finding ourselves able to develop our extensive client base.

“However, we have asked ourselves, do we really need more clients? Hand in hand with that we’ve asked whether we’re offering all of our services to all of our existing clients? At KGK Genix we strive to keep abreast of innovation in our particular area of the printing industry and regularly pass on new ideas to our existing clients so that they remain up to date and informed of any new process/strategy that we are able to provide.

“Internally we’re always looking at sales development. During our regular sales meetings we identify prospective clients and then look to support the ‘pitch’ depending on the opportunity. It could be some conceptual ideas or samples. However, we are finding that clients don’t just want to be presented with a sample box containing a vast array of different materials - they want more than just a print solution, preferring to engage a creative company that can deliver everything they need with minimal ‘touchpoints’ and different suppliers. KGK Genix works hard on being able to provide the complete solution from concept through to production and installation.

“We’ve all learned from the pandemic that we need to think on our feet in times of peril. Considering ways to use existing machinery to produce something different and break into a new market whilst still offering and servicing your standard industries is always beneficial. This is something that KGK Genix has managed to achieve, resulting in an increase in our client portfolio.

“We realise that keeping on top of the latest technological advancements is vital to the success and continuance of the business. KGK Genix has recently invested in a Vutek H5, which not only speeds up our production but also offers the option of multilayer, tactile prints. This is a service we haven’t previously been able to offer and is a great discussion point with existing and new clients alike.

“We have also continued to invest in our marketing strategy by engaging the services of an experienced marketer specific to our sector, which has resulted in the company securing projects in areas we may not otherwise have ventured into.

“Let’s also accept that we need to look at reducing costs, difficult to achieve given that inflation is rising. With a mixture of Brexit, Covid lockdowns slowing production and the problems in Eastern Europe, a considerable amount of the materials we buy are in short supply and increasing in price. However, by switching to alternative materials, minimising waste, changing to LED lighting and shifting to electric vehicles we have managed to reduce costs and thereby slightly increase profitability.

“At KGK Genix we are excited for the future and look forward to embracing new technology and initiatives to take us forward.”

By switching to alternative materials, minimising waste, changing to LED lighting and shifting to electric vehicles we have managed to reduce costs and thereby slightly increase profitability

Graham Pitts,

Group MD, KGK Genix

At the end of May 2022, Swedish group Mindelon AB secured the acquisition of Astley, enabling what is one of the UK’s leading signage, print and graphic companies - with clients such as Sainsbury’s, The Co-op, Phillips 66 and Greggs - to move forward in terms of growth and development.

To set the scene - Mindelon’s strategy is to acquire high-quality companies with a professional management in place and, preferably, with an already strong position in a distinct and interesting market niche. The group sees itself as an ‘eternal’ owner with a long-term investment horizon and, as such, entrusts the companies it has acquired to manage their own operations. Securing businesses like Astley means adding new products and suppliers, broadening the customer base, opening up new market niches and, not least, bringing in new skills and energy.

Mindelon’s decentralised business model puts considerable weight on maintaining the entrepreneurial spirit and decision-making strengths in the companies it buys. At the same time, as a financially stable, committed, long-term owner, it is able to offer a broad international network, structural support and skills and tools for continued business development.

For Astley, the acquisition means its operations in the UK remain as they were pre-acquisition, with two manufacturing facilities - Gateshead and Kettering - and a further two distribution sites in Glasgow and Leeds. But over the next few years, the company has big plans to move forward, with the introduction of more innovative, creative and sustainable solutions.

Managing director Gavin Redhead says: “Our industry is in a constant state of flux at the moment, responding not only to the pandemic and now the situation in Ukraine, but also the massive changes on the high street. It isn’t about us simply installing branded aluminium panels on shopfronts anymore, it’s about creating environments and spaces that brands communicate through with their customers.

“As part of a wider retail group now, we can look at the next few years as an exciting period of development - identifying areas for potential collaboration but with the autonomy to still carve our own future. We’re confident that our own strategy for growth into new markets will take us where we believe we should be, leading the way in our sector.

“As part of Mindelon we also now have an enhanced purchasing power which means we can look to secure the best costs from our supply chain which will ultimately benefit our clients and ensure we are competitive when tendering for work. It’s a very competitive market and we have to support clients by working as efficiently as possible, but we also believe that our clients understand the value of our accreditations, VE expertise and our investment in health and safety.

“The new support from Mindelon means that we can invest in expanding our current offer, enhancing our provision and potentially look at new ways to respond to the latest trends too. We lead the way in our sector with our creative production service for example, that supports designers, brand agencies and

architects with the translation of their concepts into physical spaces using a range of mixed media. It’s a niche service but one that really compliments our core signage and print capabilities.

“Sustainable print and production solutions - as demonstrated in the latest Co-op ‘eco’ concept stores - is also a huge focus for us. We continue to be seen as the ‘go to’ supplier for the implementation of more environmentally friendly schemes, and through our excellent supplier relationships and now enhanced purchasing power as part of a wider group, we believe clients have access to industry-leading solutions on sustainable brand implementation.

“In summary, it’s an incredibly exciting time for Astley and we’re all looking forward to seeing the company develop over the next few years.”

Gavin Redhead,

MD, Astley

As part of a wider retail group now, we can look at the next few years as an exciting period of development - identifying areas for potential collaboration but with the autonomy to still carve our own future

Finding new solutions to new challenges – Antalis is here to support

The large format digital inkjet print market offers opportunities as new demands, trends and, increasingly, new sectors look to take advantage of the capabilities of this technology. The growth is being aided by new media as more sustainable options become available. New sectors, personalisation and end uses are providing further opportunities for large format print businesses.

Chris Green, Director of Visual Communications at Antalis looks at the issues the industry is facing and how Antalis is providing real solutions.

NEW SUSTAINABLE OPTIONS FROM ANTALIS

At Antalis, we have been rapidly growing our range of digitally printable display substrates that form part of our Green Star System™, a framework that considers how each printable material and substrate is produced and how easily it can be recycled to meet the growing demand from the display sector and other industries.

In 2021, Antalis outlined its sustainability commitment that aims for 75% of all visual communications products sold to be rated Green Star 3 or higher by 2030. Antalis’ Green Star System™ makes it easy to identify sustainable products and helps clients to move towards easier-to-recycle and ultimately recycled materials. The system considers two key factors – raw materials used, and recyclability at end of life, attributing a rating from zero to the most sustainable options achieving five stars.

The ‘raw material’ element of the framework categorises products by their origin into either fossil fuels (hydrocarbons that are not derived from plant sources) at the lower end of the scale, to renewable and biosourced materials (plant-based), through to recycled materials at the top end of the framework. The ‘life cycle’ axis then classifies whether products are unable to be recycled due to their composition, through to products that have high recyclability such as paper-based and single material polymers like polypropylene.

This year Antalis has increased its portfolio of PVC-free materials to help our customers use visual communication products that are kinder to the environment. New PVC-free alternative products with a Green Star rating of 3, or higher, recently added to our digital range include:

Exten Opaque Polypropylene (Green Star rating: 3) is a PVC-free alternative that is 35% lighter than PVC equivalents, it is 100% recyclable and at end of life can be burnt without risk of toxic emissions. The products are coated in a unique primer that extends shelf life beyond that of standard corona treated polypropylene; it also offers significantly greater opacity, making it suitable for two-sided digital printing.

Mondo PET-GAG (Green Star rating: 4) is a range of high quality, clear polyester sheets, that offer an environmentally

friendly alternative to thin-gauge PVC. The sheet is made up of three layers: two G-PET outer layers and an 85% post-consumer waste recycled PET inner layer. It is 100% recyclable and chemically inert. The premium surface of Mondo PET-GAG is ideal for digital printing, die-cutting and finishing.

Coala Paper Stick (Green Star rating: 3) is an eco-friendly self-adhesive for shortterm, indoor applications that is an ideal alterative to PVC vinyl and plastic alternatives made from PP and other polyolefins. It’s actually made from FSC® certified paper and also features a water-based acrylic repositionable adhesive, available in permanent and removable options.

Taking sustainability further through carbon offsetting. We can also support businesses wanting to take further steps towards sustainable practices by carbon offsetting the unavoidable carbon dioxide emissions generated in manufacture. ALL Antalis’ products purchased from across our visual communications ranges can be carbon offset with credits purchased helping to fund projects with our leading partners in the UK and worldwide.

Waste management is one of the biggest challenges at ‘end of life’. At Antalis we are keen to support companies interested in improving their waste hierarchy practices. We work alongside a leading waste management services provider, to help businesses understand and work through some of the challenges around recycling volumes and segregation of materials.

THE RISE IN INTERIOR DÉCOR

There is no doubt of an increase in the use of materials for internal décor as offices, business, retail and increasingly consumers, look to refresh, update and revitalise interior spaces. Antalis is further helping to support this sector and encouraging the use of films to ‘upcycle’ tired surfaces, without the need to refit or replace existing assets.

The Coala range of films, is a specialist brand for large format print that celebrated its 10th anniversary this year! Coala has a catalogue of approximately 200 products including papers, films, adhesives and textiles, offering a comprehensive range which is renowned for quality throughout Europe. The Coala portfolio offers interior decoration which perfectly meets the needs of architects and interior designers. These include Coala Interior Film, a range of self-adhesives with aesthetic effects that are available in more than 450 finishes for covering walls, doors and furniture.

Launched this year is the new Coala Windows Décor, a range of decorative films for glass – this market is certainly on the up as designers look to add creativity to glass and/ or to create a decorative privacy screen.

WHAT’S NEXT FOR ANTALIS? – NEW TRAINING OPPORTUNITIES FOR OUR CUSTOMERS

New and refreshed training courses including vehicle wrapping are planned for later this year in the new and updated Antalis Academy.

Antalis has recently invested in the car wrapping market by enhancing our product offering in this area. Antalis announced its exclusive sponsorship of the Global Car Wrapper Awards 2022 (GCWA) earlier this year which is a live global showcase of wrap installers’ work, offering the perfect opportunity for vehicle wrappers to show, and share, their expertise without limitations of distance, time zones or years of experience.

Our new training courses and commitment to contributing to a vibrant print and installation community can help customers to further strengthen and extend their own knowledge and offering to their end clients.