The topic of Laminators and UV Coaters is under debate in our industry and following is an article from Dealer Communicator magazine. You may be interested to know we’re quoted in the article, (that’s not too self serving is it??) To find more on this subject, you can find the DC magazine at their .com address on the web. Hope this helps you understand differences, here it is:
As a dealer that understands consultative selling, the most important thing that your print shop customers must understand is this: Lamination equipment is not a huge capital expense. Lamination can be a huge source of revenue for your customers by cutting their production time and outsourcing costs.
Ronelle Ingram of Stevens Enterprise (North Tustin, CA) discovered lamination pretty much by accident. “We bought a small pouch laminator for our own use and thought it a good idea to bring it to a business show to offer attendees a free laminated business card. We found there was more interest in the laminator than the wide format products that we were there to sell. With that, we began offering laminators as a convenience or add-on sale.”
No longer merely a trade show novelty or specialty item, laminators have come a long way showing up at printing companies as labor-saving finishing technology. Today there are much larger roll-fed laminators that can run without constant intervention.
Dealers that help their customers add laminators to their services enable them to add value to just about any print job. Lamination protects menus from food stains and fingerprints, protects outdoor signs from the weather, protects sales presentations from spills and creases, protects instructional and training materials from unwanted writing, and protects factory tags from dirt, grease, and solvents. And the list goes on.
Bill Gaspelin, General Manager of DryLam (Shawnee, KS), a manufacturer of lamination equipment and supplies made this comment: “Selling the machine is only the beginning of a dealer’s income. Printing customers will spend a lot more on supplies in the long run. Changes in the industry” adds Gaspelin “are driven by the digital print revolutions which in turn are opportunities for distributors. As little as 10 years ago, the market was very different.”
Because there are so many choices, technologies, and parameters to consider, the printer and dealer must both do their research to find the right equipment. Sean Solomon of Time Graphic Arts
(Cinnaminson, NJ) tells of his research. “Our goal is to fine a new line of laminators, designed for the digital or on demand market, with an easy set up for low volume, but still with automatic feeding, and a film cut off. We see several features of various brands that we like, but we are still searching for what we see as the right fit for our customers. Value for the dollar is a huge driving force, as a small print shop will take longer to get a return on investment, compared to the larger production run binderies and commercial print shops we work with.”
“Many customers simply do not understand the value of applying laminate to an inkjet print” says Ike Harris of Daige (Albertson, NY), a manufacturer of adhesive and laminating systems. “The biggest benefit is abrasion and dirt resistance. The laminate keeps the print looking new over a long period of time. It also enhances the colors of the print.”
Printing customers should understand that there is a wide selection of laminators as well as UV Coatings.
What About Lamination Versus UV Coating?
Is ultraviolet (UV) coating providing competition for laminating? The consensus is no, for varied reasons.
Printing Customers may not know the difference between lamination and UV coating. As our publisher commented, “dealers that are at the pinnacle of success are those that know the products they sell.” Therefore manufacturers make the equipment, train you to understand the technology and you, the dealer, are expected to help your printing customers make the right choice.
Let’s face it; there are pros and cons to making choices. Following are some observations from distributors and manufacturers.
“Each technology has its benefits” explains Gaspelin (DryLam). “The UV process is liquid coating that is applied and then cured or dried. Lamination also provides protection: tougher and more durable. UV is especially appropriate for consumer packaging, giving an attractive, shiny appearance. Lamination costs a bit more.” Varying jobs will determine the process.
“UV-curable inks create a molecular bond to the substrate which is very durable, and will move and flex with that surface), stated, John D. Peterman, Executive Vice President of Big Systems (Menomonee Falls, WI).”Adhesive-backed film on a digitally printing surface has problematic limitations and is subject to failure and deterioration much quicker than raw UV-printed materials.”
Jay Udovich of Digital Color Ink LLC (Beltsville, MD)’s comment adds another dimension: “Lamination will protect printed jobs from scratching, moisture, marring and add extra rigidity to the work. UV printing can be reverse printed on a clear substrate – saving the step of needing front surface protection.” Larger presses have a coating units that applied UV to the printed substrate during the print-process.”
“Laminating is a better solution for customers who cannot afford UV equipment” says Anthony Nadais of SID Signs (Miami). “We have an economical laminator that makes it very easy for our customers to begin doing their own lamination. It is one more service that we can offer our customers and a way for them to also add new services for their clients.”
MaryAnn Dalessi of Presentation Solutions (Spokane) summarized the difference in a non-technical way that every dealer can appreciate. “As to lamination versus UV coating neither is better or worse but each has their own place. From a sales perspective right now, I would say UV is better because there aren’t too many in place: the field is wide open for dealers and for new sales!”
Bottom Line
Once your print shop clients understand the lamination process, they’ll buy laminators from you. Don’t chuckle. We all know that there are times when you do all the research only to find that a customer takes your information, goes online and buys the product cheaper, and that’s what they’ve done: they’ve bought it cheaper! But, they lose what only a local dealer can offer: On site training, service and support. And that’s where you come in.
Why concentrate on laminators? Judy Heft, Product Manager – Equipment & Software for Nazdar Source One (Shawnee, KS) Estimates that 20% of her customers now use laminating equipment. Dalessi estimates that 50% of her customers use laminators.
