Interview with Christian Schwär in Neue Verpackung
Interview with Christian Schwär, Sales Manager of OEM Packaging for German-speaking Countries at Nordson Deutschland GmbH, Erkrath
'OEMs are becoming more and more global'
As a technology market leader in packaging applications with hot melts—for example, in end-of-line applications--US-based Nordson Corporation is headquartered in Westlake, Ohio and active worldwide within many different industries. The adhesive technology specialist not only cooperates closely with numerous manufacturers of various consumer goods, but also maintains a comprehensive dialog with manufacturers of end-of-line packaging machines. This collaborative work and current development efforts in hot melt application systems are described by Christian Schwär, sales manager of OEM packaging for German-speaking countries at Nordson Deutschland GmbH in Erkrath.
Question: Mr Schwär, how is your department organized and how large is your customer base currently?
Christian Schwär: We are a team consisting of four people supporting about 150 Original Equipment Manufacturers (OEMs) with blanket coverage of Germany, Austria and Switzerland. There is also a colleague who is temporarily responsible for providing key support for specific OEMs or is involved in a major project – a 'wild card,' you could say. Of course there is a certain emphasis on the German domestic market. The clientele includes the top tier of German manufacturers of packaging machines.
We deliver not only to well-known market leaders with whom we have maintained close relationships for many years, but also, of course, to medium-size and smaller manufacturers, to whom we also offer the same high level of service. Standard machines certainly account for the lion's share of our sales, but there is also a high percentage of special machines in our delivery portfolio.
Question: Are your activities restricted to end-of line packaging systems only?
Christian Schwär: Without a doubt, hot melt systems for sealing primary and secondary packaging at the end of the production line represent the emphasis of our department. But we actually equip all conceivable packaging systems: top or side loaders, tray or wrap-around packers and even folding box gluing machines. But roll-fed labelling applications in the beverage industry as well as application of other labels, banderoles and straws, etc. are also interesting assignments, as are tamper-evident solutions in the pharmaceutical industry.
Question: You mentioned folder gluers just now. How high is your share of cold glue systems?
Christian Schwär: In the packaging division we have focused on hot melt adhesive systems. Cold glue units make up about ten percent of our sales.
Question: To what extent do you become involved with machine manufacturers' systems already in the planning stage?
Christian Schwär: Usually the OEMs already have very clear ideas regarding the machine layout. However, we can make constructive suggestions, such as the optimum positioning of application devices. Our systems are very flexible in that way. Choosing the right dispensing applicators is also crucial.
It is interesting to note that German packaging machine manufacturers, already very successful internationally, are becoming ever more global. We offer many advantages in this context with our close-knit worldwide network. Nordson is represented almost everywhere with more than 30 of our own branch offices and numerous service centers. So we are a reliable and competent partner not only in delivering devices, units and replacement parts, but also in providing services like maintenance and repairs. This is especially important for the OEMs.
Question: You must certainly receive many suggestions through your extensive dialog with your customers. What wishes do the OEMs express?
Christian Schwär: Currently at the very top of the wishlist is integrating the melter into the control unit of the parent machine. But smooth fieldbus communication may require high programming overhead. Because of this, we have recently begun offering starter kits available for download at no cost that can be used to cut down considerably on the time required for PLC programming. The software allows customers to create their own individual and intuitive control panel for each device on the HMI of the parent machine, including the melter.
Question: What trends can be seen currently in hot melt adhesive application systems?
Christian Schwär: Trends include the general concern for energy efficiency, saving material, and work health and safety. We are able to meet these requirements specifically with our recent innovations, the Freedom and ProBlue Liberty systems, which are compact and automatically fillable.
The essential technical feature of these enclosed systems is that they have no need for a conventional tank. That makes them very compact and also more flexible to mount. They are comparable with an instantaneous water heater, providing only the amount of adhesive actually needed. Melting only what is actually required allows for significantly shorter startup and heat-through times, thereby minimizing total operating energy needs and adhesive consumption. And automatic filling practically eliminates the possibility of burn injuries.
Question: What other new Nordson developments are of interest for the OEM market?
Christian Schwär: A topic for the future is a customer-specific provisioning option for the hot melt granulate. By purchasing the appropriate individual Nordson components, leading OEMs will first build their own storage containers, position them within the system and even be able to implement multi-feed supply for up to four melters. Then, a sequencer will control the order in which the adhesive is delivered.
This innovation was developed in response to the increasing demand for automatic filling systems, and it shows just how closely we cooperate with the engineers of OEM customers in detailed questions. The best possible customer support and comprehensive service have always been top priority with us and still are.
Another trend in the market is the topic of process reliability and monitoring. In that context we will be offering a melter in the near future with an integrated adhesive flow meter. The adhesive tracking system (ATS) precisely measures the adhesive usage per product, thereby increasing process reliability for hot melt applications.
(The interview was conducted by Bernd Neumann, freelance journalist, in July 2016)
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