Part 1 of our interview, Andy Tribute and Benny Landa explore the vendor partnerships Landa Corporation announced at drupa." />

Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     SGIA Expo     Graph Expo     European Coverage     Production Inkjet Analysis     Printing Industry Conditions Report

Landa Corporation Announces Major Vendor Partnerships

Published on May 3, 2012

Continuing from Part 1 of our interview, Andy Tribute and Benny Landa explore the vendor partnerships Landa Corporation announced at drupa.

Andy Tribute:  Hello, this is part 2 of the continuing interview with Benny Landa in which case he outlines strategy for how he’s going to go to market and where he sees the potential for the new Landa nanographic printing technology.  

Can I just go into your distribution strategy because you’ve been announcing for the last few days, agreements with three of the major offset suppliers.  

Benny Landa:  Yes.  

Andy Tribute:  With Komori, with manroland and then with Heidelberg.  

Benny Landa:  Correct.  

Andy Tribute:  The structure for that is, they will basically take this technology and build their own presses…

Benny Landa:  Yes.  

Andy Tribute:  … using that approach which should be allowing them to sort of capture the middle market rather than doing the high volume market do you know what I mean, which will still go for high volume offset.  

Benny Landa:  Yes.  

Andy Tribute:  But as, I think, as you asked before, this is not going to get you competing with them; you’re going to be partnering with them.  

Benny Landa:  Well, our strategy has three legs.  One, we will have our own Landa branded products, number two, our partners will have co-branded Heidelberg/Landa, Murray/Landa, etcetera, their products, and we will supply the consumables to our customers and to our partners to supply to their customers.  

Now, the reason we did this unusual strategy is we have unique technology, we will have very strong platforms, we could have had a monopoly.  But, monopolies don’t change industries.  Industries are changed when many vendors embrace the same technology.  Because, and I would say, especially in the printing industry, there’s a tremendous loyalty that the customers have to their vendors.  These are usually small family-owned businesses, and over the years they’ve developed this amazing trust and loyalty to their vendors.  They want to buy, Komori customers want to buy from Komori, Heidelberg customers want to buy from Heidelberg, and what we do is enable the customers to have the comfort of A) buying their Landa Nanographic presses from a supplier, a vendor or manufacturer they really trust, B) having a technology that now enables them to be profitable from businesses they already have, the shorter end of the high end printing, they still need offset for tens of thousands or hundreds of thousands of run lengths, but this enables them to go for that huge gap between offset and digital where nobody can play for big profitably.  

And the last thing is that enables the market to grow because by all the vendors or an industry-wide adoption of a single technology, now the customers are no longer afraid they’re going to make a mistake by listening to one vendor or another.  Hey, if they all said the same thing, everybody’s doing it; this must be the right thing.  We expect this to have a jump start back to the industry.  

Andy Tribute:  Now, we also have to wait from those other vendors as to what their plans are, but you were saying you anticipate that this should come to market within the next year to year-and-a-half?  

Benny Landa:  We expect for ourselves, we cannot speak for the them.  For ourselves, our first products will be in customer’s hands, the first shipments, in customer’s hands only at the end of next year.  

Andy Tribute:  And if any of our listeners want to be one of those customers, they’d better get over here quickly and sign up, pay a deposit and put it on the queue.  

Benny Landa:  Yes.  Yes.  We are taking Letters of Intent with customers today.  Every Letter of Intent comes with a deposit, of course it’s refundable because we can’t guarantee the performance, we can’t guarantee the delivery date.  But it enables us to separate the serious interest from the, the Sunday, you know, the people who are just curious and enables the customers to guarantee their place in line.  

Andy Tribute:  And if you want to know the price, you’ve got – you’ll tell them when they sign up with the deposit.  

Benny Landa:  That’s right.  And even then the price is only a range because we can’t be precise, but many, many customers have expressed the desire to get a place in line and therefore, we see a lot of interest in signing on the line and placing their deposits.  

Andy Tribute:  And, can I say, thank you very much, indeed.  It’s been an honor to talk to you about this and I think, as I said in the article a couple of days ago, I think this is not the inkjet drupa, it’s going to be the Landa drupa.  Thank you again.  

Benny Landa:  Andy, thank you so much.  

Andy Tribute:  I thank you.  

Benny Landa:  Thank you, thank you very much.  

Email Icon Email         

 

Discussion

By Dieter Slezak on May 04, 2012

We need to see samples to believe!

 

Post a Comment

To post a comment Log In or Become a Member, doing so is simple and free

 

 

Recent Videos

 

Video preview: Around the World with Frank: London Book Sale

Around the World with Frank: London Book Sale

Published: August 26, 2016

Frank always takes the long way to Drupa on a ship that goes around the world. From Israel to China and Antwerp to London, he files reports that we will run over the next few weeks. In this week's episode Frank is at a book sale in London.

 

Video preview: Esko: Helping Brand Owners and Converters Streamline the Packaging Supply Chain

Esko: Helping Brand Owners and Converters Streamline the Packaging Supply Chain

Published: August 25, 2016

Udo Panenka, Esko's President, talks about how the company is working to make the packaging supply chain more efficient, from brand owner to shelf. Esko Software Platform 16 and new platemaking capabilities are among new developments.

 

Video preview: Why Collective Intelligence Makes a Difference

Why Collective Intelligence Makes a Difference

Published: August 24, 2016

The trade association IDEAlliance operates Leading Indicators™, a survey-based summary of metrics, trends, and issues critical to print, mail, fulfillment, and marketing services providers. Printer Warren Werbitt is a regular contributor to and a firm believer in the Leading Indicators database, which he calls essential to making educated decisions about business strategy. He also talks about why he's "thrilled" to see Epicomm and IDEAlliance become one organization.

 

Video preview: New from PCMC: CI Flexography in a Compact Format

New from PCMC: CI Flexography in a Compact Format

Published: August 23, 2016

The Paper Converting Machine Company (PCMC) recently introduced its newest central impression (CI) flexographic packaging press, the Fusion C, in an open-house event at its factory in Green Bay, WI. PCMC’s Rodney J. Pennings talks about what makes the Fusion C unique and discusses the company’s commitment to lean manufacturing.

 

Video preview: Performance POP Sees Market Differentiation in 2D/3D Projects

Performance POP Sees Market Differentiation in 2D/3D Projects

Published: August 23, 2016

Taylor White, CEO of Performance POP in Dallas, recently invested in four HP large format printers to expand its POP business, which he saw as the future of the company. The company sells to retailers and retail brands, producing both 2D and 3D displays. Combined, these offer the company significant market differentiation. Performance POP also produces many hybrid digital/offset projects.

 

Video preview: One Canon: What does it mean?

One Canon: What does it mean?

Published: August 22, 2016

Francis McMahon, Vice President at Canon USA and Senior Vice President at Canon Solutions America, explains the One Canon approach to the market under the leadership of Toyo Kuwamura, moving the company from a product focused organization to a customer focused organization, the next logical step in the integration of the organization following Canon's acquisition of Oce.

 

View More Videos

 

Become a Member

Join the thousands of printing executives who are already part of the WhatTheyThink Community.

Copyright © 2016 WhatTheyThink. All Rights Reserved