By Susan Stansbury, Converting Influence, www.convertinginfluence.com

Sometimes those of us in the converting world need to re-visit the basic starting points in communicating with product developers. Frequently, they are bringing a product idea to us and don't really know where to start. They do not realize how specialized our businesses can be. Some converters only handle certain sizes, may or may not offer printing add-ons, may or may not be able to fold the product, offer only certain package options?and so on.
      Just this month I was talking with a company seeking a second product trial of disposable towelette products. They could not understand why the converter who ran the first trial (where many units were in each pack) would not be able to run just one per pack for sampling. I explained that processing single-unit sample packs is generally only done by specialty companies like American FlexPack. In that world, certain companies have expertise in EPA surface wiping products and others may also be able to offer FDA regulated skin contact products.
      Even in the basic areas such as rewinding-slitting, certain companies such as American Custom Converting, Contract Converting, K&L Services and U.S. Paper Converters have their wide-ranging and specialty capabilities too. For example, some specialize in lightweight or heavyweight papers, or cut-size papers, or even nonwoven materials.
      Wading through converters' capabilities can be a challenge. Converters who communicate well, have a good list of capabilities on line and take a proactive approach to supporting new projects can capture the attention of product developers best. Attending meetings like those of Converting Influence (next, in Green Bay, Sept. 10) or expos like CMM International 2009 provides developers another way of talking with suppliers and asking questions prior to narrowing their options. It also affords converters the opportunity to network and learn where the market is headed.

Mon Aug 18 22:44:00 CDT 2008