2011
The Rotoflex team
Mark Andy Inc.
6/4/2011
Rotoflex Sales Playbook
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Rotoflex Sales Playbook
1. An Introduction to Rotoflex ............................................................ 1
1.1. The Rotoflex Story ................................................................... 1
1.2. What Rotoflex Does ................................................................. 2
1.2.1. What is Offline Finishing?.................................................. 2
1.2.2. Making Labels is a 2-step Processes ................................ 2
1.2.3. Inspection .......................................................................... 3
1.2.4. Slitting ............................................................................... 3
1.2.5. Rewinding ......................................................................... 4
1.3. Finished rolls need to be soft and straight ............................... 4
1.3.1. End Users Want Consistent Soft Rolls .............................. 4
1.3.2. Good Tension Control Produces Straight Rolls ................. 4
1.4. Applications ............................................................................. 4
2. Rotoflex Overview .......................................................................... 7
2.1. Rotoflex Models Overview ....................................................... 7
2.2. The Benefits of a Rotoflex Solution .......................................... 8
2.3. Genesis Advanced Control System ......................................... 9
2.3.1. Value added .................................................................... 10
2.3.2. The Control Screen ......................................................... 12
2.3.3. Using Genesis for Counting ............................................ 12
2.3.4. Using Genesis to Catch Faults ........................................ 14
2.3.5. Four Genesis levels ........................................................ 15
2.4. eDrive Technology ................................................................. 18
2.4.1. Value added .................................................................... 19
3. Inspection .................................................................................... 20
3.1. The LT-Vision System ........................................................... 20
CONTENTS
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Rotoflex Sales Playbook
3.1.1. Value added .................................................................... 20
3.1.2. The Tube Light System ................................................... 21
3.2. VSI: Compact Inspection/ Slitting/ Rewinding ........................ 23
3.3. VLI: Advanced Inspection/ Slitting/ Rewinding ....................... 26
3.4. DSI: Inspection/Slitting with Die Cutting ................................. 31
3.5. Options .................................................................................. 34
3.5.1. Common Options for Roll Inspection/Counting ............... 34
3.5.2. Common Options for Slitting ........................................... 34
3.5.3. Common Options for Rewinding and Unwinding ............. 36
4. Selling Rotoflex ............................................................................ 38
4.1. The Sales Process ................................................................. 38
4.1.1. Phase I – Identify and Qualify an Opportunity ................. 38
4.1.2. Phase II – Finding and Presenting a Solution ................. 40
4.1.3. Phase III – Quote and Formal Proposal .......................... 41
4.1.4. Phase IV – Close and Build Implementation ................... 45
4.2. Competitive Response ........................................................... 45
4.2.1. AB Graphics .................................................................... 46
4.2.2. Prati ................................................................................. 47
4.2.3. Rotocontrol ...................................................................... 48
4.2.4. Local Builders .................................................................. 49
5. Service Information ...................................................................... 51
6. Appendices .................................................................................. 52
6.1. Rotoflex Options Summary .................................................... 52
6.2. Application Worksheet ........................................................... 60
6.3. Validation Questionnaire ........................................................ 60
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Rotoflex Sales Playbook
1.1. The Rotoflex Story
Rotoflex was initially established in 1973 as a maker of rotary tooling.
Soon after, the company began making converting equipment for the
label printing industry, pioneering the first machine designed
specifically for vertical inspection, slitting, and rewinding. Since then,
Rotoflex has established itself as the industry standard in inspection
and rewinding equipment. The brand offers solutions for virtually any
application in any market, from blank die-cutting to the most
sophisticated inspection requirements.
In 2008, Mark Andy Inc. acquired Rotoflex International. Rotoflex was
already a well-established name in finishing products, globally
respected for its innovations in the industry. As part of Mark Andy Inc.,
Rotoflex joined a family of global leaders in printing press offerings.
Together, Rotoflex and Mark Andy are well-equipped to provide
complete workflow solutions for the converter.
Since the acquisition of Rotoflex,
Mark Andy Inc. has placed an
emphasis on technology and
design enhancements. These
enhancements include integration
of the eDrive system into the
entire product line as well as the
superior advantages of the
Genesis advanced control system.
Rotoflex continues to push the
envelope in finishing systems, with
more than 4500 installations
worldwide. By investing heavily in
research and development, Mark
Andy Inc. is committed to pro-
viding complete workflow solutions
to converters around the world.
1. AN INTRODUCTION TO ROTOFLEX
1. Rotoflex VSI
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Rotoflex Sales Playbook
1.2. What Rotoflex Does
Rotoflex machines provide a number of quality offline finishing
solutions for label printers worldwide.
1.2.1. What is Offline Finishing?
―Finishing‖ refers to any process that occurs after a printing piece has
been printed on a press, and before a printed product is sent to the
customer. Such processes can include cutting, folding, binding,
packaging, and especially quality control. For label printing, finishing
includes such critical steps as slitting, rewinding, and inspection.
Originally, such finishing steps were done directly on the printing press
itself. Presses had ―add on‖ equipment that would do the slitting, for
example. Quality control was difficult with such systems, but customer
expectations were lower.
So what changed? First, presses became faster, so the need for
precision equipment and control of the finishing process became
greater. Second, the range of label materials being used on presses
began to grow. This drove the need for lower tension winders and
greater precision, especially with web presses. Third, customers
began to place more and more emphasis on quality finished rolls.
These three changes drove the growth of off-line finishing: performing
finishing steps separately instead of directly on the press itself.
1.2.2. Making Labels is a 2-step Processes
The most common and effective way to produce roll labels is a two-
step process. The first step is to print and die cut the labels, roll-to-roll,
as wide as possible and at maximum speeds. The labels are then
wound into full rolls, marking the rolls with flags where acknowledged
areas of waste are present. The second step is to then take these full
rolls to a second piece of equipment and perform the final quality
control and finishing functions, preparing the roll for final shipment to
the customer.
We at Rotoflex takes pride in our ability to effectively control all the
variables that come into play in this second step. We aim for accuracy,
consistency and a finished product that supersedes customer
expectations.
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Rotoflex Sales Playbook
Following is a brief overview of the three major components of offline
finishing - inspection, slitting and rewinding.
1.2.3. Inspection
Quality control is one of the most critical functions to be performed on
offline finishing equipment because, it is the last time the product is
seen before shipment to the customer. The quality of the product at
this point will reflect the quality of the label supplier to his customer.
Quality control steps can include visual
inspection and/or electronic detection.
In a visual inspection system, either a
stroboscope or a web video system is
used to freeze the printed image so
that an operator is able to assess the
print quality of the labels and remove
any bad product before it reaches the
customer. The operator can also be
assisted by electronic detection systems which will automatically detect
faults such as missing labels or improperly stripped waste matrix, flags
introduced by the press operator, millsplices and even incorrectly
printed bar codes, to make the quality control operation easier to
perform.
Defective material is easily removed, after detection, at a splicing table.
1.2.4. Slitting
After removal of all defective material, the web edge is guided in order
to slit the streams of product to fit customer requirements. For
example, a wide roll can be slit into a number of smaller rolls to obtain
the number of labels per roll and the size of roll that the customer
desires. The type of material to be slit dictates the type of slitting
device to be used.
Brush-up: A stroboscope is an instrument used to make a cyclically moving object (like a repeating roll of labels) appear to be slow-moving, or stationary.
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Rotoflex Sales Playbook
1.2.5. Rewinding
Due to the growing number of materials that labels are printed on,
rewinding has also become an art in itself. Each material has its own
characteristics and requires a different rewind tension. Rewinding is
especially important as the finished rolls need the appropriate tension
and profiles to complete the finished look for the customer as label
buyers have become more demanding about the specific roll
characteristics.
1.3. Finished rolls need to be soft and straight
1.3.1. End Users Want Consistent Soft Rolls
Converters must be able to provide low tension, ―soft‖ rolls to
customers. The eDrive web handling system, offered on all Rotoflex
models, can consistently deliver the soft rolls end users required.
Finished rolls are ready to box, which avoids time-wasting rewinding
on a table winder. In addition, advanced inspection and counting
ensures rolls are accurate!
1.3.2. Good Tension Control Produces Straight Rolls
Good dynamic tension control is the key to producing straight rolls.
The tension control that the A/C flux vector motor control provides
helps guarantee that the roll will be straight from core to final label.
Furthermore, rolls stay straight even with rapid acceleration and
deceleration times, and with unknown start/stop times.
1.4. Applications
Rotoflex converters continue to push the boundaries when it comes to
packaging design and production. Specific applications may be
included to make their customers' package stand out in a crowd. We
are proud to support these applications, both common and uncommon,
with high-quality equipment and service. Our engineers and product
development specialists work continuously to create new ways to
incorporate these processes into our existing product lines.
Primary Pressure Sensitive Labels
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Rotoflex Sales Playbook
Primary Labels are generally promotional, and are usually designed to
enhance the clients product, and raise its appearance in a memorable
and attractive way, these are usually custom designed and produced in
accordance with detailed brand specifications.
Film Labels
Film labels are primarily used for consumer packaging and promotional
materials and are always printed on a film or film pressure sensitive
substrates such as PP, BOPP, PET and PETG. Film labels generally
need equipment designed to handle the special needs of film
materials. While film labels are usually custom designed and printed
with UV inks for best results, some film label material can also be
printed water based using hot air drying.
Secondary Labels
Secondary Labels are considered to be information providing, such as
bar codes, instructions for use or safety, sequential numbering or
security data. Secondary labels often require an element of variable
print and this is normally achieved by way of direct thermal or thermal
transfer technology, however ink-jet or xerography can also be
employed.
Variable Data Labels
Variable data printing can be integrated into most of our printing and
converting solutions. Integration for ink jets and other printing
equipment can provided..
Film-Unsupported
Unsupported films are used for a variety of packaging applications,
generally beverage packaging. Bottle wraps, stretch wrap, and shrink
wrap packaging types are all produced with unsupported film materials.
Flexible Packaging
Flexible packaging includes applications such as bags, pouches and
wrappers. Often produced on mid and wide-web printing equipment,
accurate tension control and high throughput are key drivers for
finishing in this space.
Foil
Foils are used in a variety of closures and seal tops for many different
types of product packaging, such as food cups, pharmaceutical seals,
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Rotoflex Sales Playbook
blister packs, candy wraps and many more. A variety of aluminum foils,
foil papers and foil laminations fall into these types of printed
applications.
Specialty
Specialty printing includes a range of in-line produced items from RFID
to gaming and lottery to medical and surgical to tamper resisitant to
printed electronics, and many other possibilities in between.
Carton
Cartons are small to medium sized boxes printed and converted from
paperboard. They comprise of a significant portion of the packaging in
the retail and pharmaceutical sectors. Cartons meet packaging needs
by providing product protection, visual impact, product information and
brand identification in an efficient and easily distributed format.
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Rotoflex Sales Playbook
2.1. Rotoflex Models Overview
For quick reference, the following chart outlines the five Rotoflex
models currently available.
Model Target Markets
VSI – Basic rewinding,
slitting and inspection. Well
suited to label converters
and developing markets
handling standard label
materials. Also ideal for short
run inspection/ rewinding.
Standard label
converters,
converters in
emerging markets
VLI – Advanced rewinding
slitting system, available in a
greater range of web widths.
Capable of higher speeds
and handling more delicate
materials.
Narrow-web
converters, mid-
web converters,
un-supported film
DSI – Combination die-
cutting and slitting/rewinding.
Well suiting for label
converters who want to
support customers with blank
label orders, while still
expanding inspection
capacity.
Label converters,
blank label
producers
2. ROTOFLEX OVERVIEW
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Rotoflex Sales Playbook
2.2. The Benefits of a Rotoflex Solution
There are several benefits to using a Rotoflex machine in an offline
finishing process.
• A Rotoflex Delivers The Best Product to the End User. With
our unmatched defect detection and quality management
systems, there are fewer defects, making for a better quality end
product.
• A Rotoflex Produces Consistently Wound, High Quality
Rolls. We are an industry leader in tension management and
web handling. Our innovations lead to better control for the
producer, and rolls that are easier to work with for the end user.
• A Rotoflex is Optimized for the Operator. Each machine has
a single interface for inspection, counting, and motion control.
• A Rotoflex Allows Precision slitting. Our machines are
designed with efficient and accurate slitting in mind.
• Our company Delivers the Right Solution. We have
extensive knowledge of printing and finishing processes and
can address a wide range of customer applications and needs.
Brush-up: Tension is a measure of how “tightly” a roll of paper or labels is rolled. Too much or too little tension can lead to printing mistakes or unusable labels.
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Rotoflex Sales Playbook
2.3. Genesis Advanced Control System
Exclusive to the Rotoflex product line, Genesis is an intuitive, flexible
control system developed by Rotoflex engineers. With a simple HMI,
operators can monitor all functions and clearly identify faults and
issues from a single screen.
Integration of the system into
multiple machines on the
production floor allows operators
to easily transfer from one machine to another without relearning the
intricacies of a new control system. In addition to operator benefits, the
converter receives the benefits of increased productivity and revenue.
With faster acceleration and deceleration, overall cycle times are
shortened, and with recallable job recipes, repeat jobs can be run with
virtually no setup time. The system is compatible and easily integrated
with a variety of vision and detection systems.
Brush up HMI is short for Human Machine Interface.
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Rotoflex Sales Playbook
Final roll quality is not lost on the Genesis system. With the most
sophisticated missing label and matrix detection on the market, this
advanced system can detect missing labels in multiple lanes as well as
detect the presence of a matrix. With multi-lane counting the converter
receives accurate label counts for each roll and its capability to count
and inspect a variety of label shapes - not just squares or rectangles,
you get an accurate count of labels per lane, regardless of varying
label shapes or lengths.
2.3.1. Value added
Ease of Use
With the Genesis system, operators can
monitor all functions from a single touch
screen display. Faults and issues can be
indentified quickly and clearly.
Reduced training time required for new operators
Because the Genesis system is easy to use, there is less training time
for new operators. And because all functions can be handled from a
single screen, there is no need to learn new controls for each function
independently. This means that a lower skill level is required to
operate the machines, and fewer chances for beginner errors.
Improved Flexibility in Finishing
Operators are less likely to be tied to a single machine; once trained on
the Genesis system, operators can go where needed.
Increased revenue through increased productivity
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Rotoflex Sales Playbook
Using a Genesis system leads to faster acceleration and deceleration,
which means faster overall cycle times. Time is also saved during the
roll stop and roll start cycle. Though the time saved is measured in
seconds, these seconds can add up to hours of time saved annually.
The Genesis system also gives the operator more control over the
inspection process. As a result, less time is spent on defects and
errors, and the final result is a higher quality roll.
Less Time Spent Setting Up New Jobs
Starting new jobs is quick and easy in the Genesis system. The Auto-
setup feature calibrates the machine to the job, doing away with
manual adjustment. The software also allows operators to save and
store job recipes for recall later on. This means the operators can
quickly recall all critical parameters for a job—useful for repeat orders
and standard products.
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Rotoflex Sales Playbook
2.3.2. The Control Screen
The control screen collects key information and displays it on a single
screen:
For example, the control screen can give the operator precise readings of tension read-out, machine speed, roll count, total count, and MMLD defects.
2.3.3. Using Genesis for Counting
Accurate counts are crucial for a superior finished product. The
Genesis system can keep track of:
Linear Count: multiples of
10‖, 12‖, 10 CM.
Butt Cut Count: The
number of labels based on
the label length captured
either through Auto Setup
or entered manually.
The Auto Setup feature allows for the automatic sensor calibrations and label repeat length detection using a variable web sampling distance for waste reduction.
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Rotoflex Sales Playbook
Gated Count: For maximum accuracy detecting the presence of
a label by opening an electronic window and detecting leading
or trailing edge of each label. In case of clear on clear label with
a print, the label presence is confirmed by detecting the print on
a label.
Multi Lane Count: This mode allows counting of labels in
multiple label lanes regardless of shapes and repeats of the
labels in each lane. With multi-lane counting, the converter
receives accurate label counts for each roll. The machine can
thus count and inspect a variety of label shapes (not just
squares or rectangles), and the operator gets an accurate count
of labels per lane, regardless of varying label shapes or lengths.
Totalizer: Number of rolls made during a job
Accumulator: Total number of labels made during a job
Example of multi-lane print with different shapes and repeats
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Rotoflex Sales Playbook
2.3.4. Using Genesis to Catch Faults
―MMLD‖ is short for ―Matrix and Missing Label Detection‖. The matrix
for a set of die-cut labels is the empty (backing only) space between
labels on a roll. There are various sorts of matrix defects that can occur
on a roll.
First, there is the presence of existing matrix still located between
labels on the web. The Genesis can detect this material and indicate a
fault, allowing the operator to remove the excess material.
Second, defects in the printing process can lead to labels that are
missing or defective. The Genesis system detect the pattern of labels
on the web, using this pattern to determine whether a label is missing
or a partial label exists. Missing label detection will work with almost
any type of label, including labels with irregular edges or clear on clear
labels, with a minimum of 3mm x 3mm opaque print.
Label
Repeat
Electronic
Window
Leading Edge Trailing Edge Matrix
Web
Direction
Missing (or
Bad) Label*
* Trailing Edge detection (default setting).
Label edge detection can also be switched to
Leading Edge if likelihood of the label defects
is at the front of labels.
Detection of partial (bad) label may require
advanced inspection technology: ‗Pattern
Recognition‘, Vision System etc.
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Rotoflex Sales Playbook
Last, there can be defects in the splice or flag. The Genesis system
can help catch these faults as well.
With the most sophisticated missing label and matrix detection on the
market, the Genesis Advanced Control System can detect missing
labels in multiple lanes as well as detect the presence of a matrix.
Faults or interruptions are indicated by a red bar in the upper area of
the Genesis HMI signaling a problem. The operator need only touch
the bar to access the fault screen.
The defects managed can also be either detected by an vision system
or 3rd party inspection sensors (Barcode reader, etc.). Using a signal
from the device, Genesis can quickly place faults from any web speed
at a pre-determined position for editing. Precise fault placement
means no jogging the web, as the unit will move smoothly from full
speed to a stop at the correct location. Quick fault placement process
is optimized using fast signal processors to allow fast, precise
placement, all without compromising roll quality.
2.3.5. Four Genesis levels
There currently exist four Genesis ―levels‖ to suit customers‘ needs
and budgets. All four Genesis levels feature:
Integrated operator interface with large 15‖ full color touchscreen
o Critical functions consolidated to single screen
o Simplified interface provides shorter training time for operators
Smart defect management system
High speed processor - multiple functions process simultaneously
Precise fault placement
Advanced speed control and web handling
Configurable for either imperial or metric
Beyond these, these Genesis level needed will depend upon the
customer‘s particular needs and applications:
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Rotoflex Sales Playbook
Genesis Controller - Level 1
Linear Count: Indicates roll label count in multiples of 10‖, 12‖ or 10
CM lengths
Roll Totalizer – Counts total number of rolls per job
Label Count Accumulation – Counts total number of labels per job
Genesis Controller - Level 2
Linear Count: Indicates roll label count in multiples of 10‖, 12‖ or 10
CM lengths
Label Count via butt cut or gated counting:
o Butt Cut Count: Based on the label length captured through Auto
Setup or entered manually
o Gated Count: Detects leading or trailing edge of each label.
o Clear on clear labels must have opaque print of 3mm by 3mm or a
capacitive sensor (E03B) is required
Auto Setup allows for the automatic sensor calibrations and label
repeat length detection using a limited web sampling distance
Roll Totalizer – Counts total number of rolls per job
Label Count Accumulation – Counts total number of labels per job
Genesis Controller - Level 3
Linear Count: Indicates roll label count in multiples of 10‖, 12‖ or 10
CM lengths
Label Count via butt cut or gated counting:
o Butt Cut Count: Based on the label length captured through Auto
Setup or entered manually
o Gated Count: Detects leading or trailing edge of each label.
o Clear on clear labels must have opaque print of 3mm by 3mm or a
capacitive sensor (E03B) is required
Auto Setup feature allows for the automatic sensor calibrations and
label repeat length detection using a limited web sampling distance
Missing label and matrix detection with one channel included
Matrix and Missing/Bad Label – detects pattern of each label to
determine whether label is in place, or if matrix has been left in place.
Clear on clear labels require 3mm x 3mm opaque printed mark
minimum for detection
Splice or Flag – Detects splices or flags on web
Full Fault Placement - quickly places faults from any web speed at
pre-determined position for editing no jogging of the web
Roll Totalize – Counts total number of rolls per job
Label Count Accumulation – Counts total number of labels per job
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Rotoflex Sales Playbook
Genesis Controller - Level 4
Linear Count: Indicates roll label count in multiples of 10‖, 12‖ or 10
CM lengths
Label Count via butt cut or gated counting:
o Butt Cut Count: Based on the label length captured through Auto
Setup or entered manually
o Gated Count: Detects leading or trailing edge of each label.
o Clear on clear labels must have opaque print of 3mm by 3mm or a
capacitive sensor (E03B) is required
Multi Lane Count: This mode allows counting of labels in multiple label
streams, even if streams do not have the same label length, within a
lane, labels must be the same repeat
Auto Setup feature allows for the automatic sensor calibrations and
label repeat length detection using a limited web sampling distance
Missing label and matrix detection with one channel included, detects
Matrix and Missing/Bad Label – detects pattern of each label to
determine whether label is in place, or if matrix has been left in place.
Clear on clear labels require 3mm x 3mm opaque printed mark
minimum for detection
Splice or Flag – Detects splices or flags on web
Full Fault Placement - quickly places faults from any web speed at
pre-determined position for editing with no jogging of the web
Roll Totalizer – Counts total number of rolls per job
Label Count Accumulation – Counts total number of labels per job
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Rotoflex Sales Playbook
2.4. eDrive Technology
eDrive (electronically synchronized motor drive system) is exclusive to
Rotoflex inspection/rewind equipment. This unique drive system
technology provides complete flexibility to process a wide range of
tension sensitive materials using precise web control. eDrive
technology utilizes advanced AC flux vector motor control, which does
not require any gear boxes, clutches or pneumatic brakes. This means
that eDrive proves better management of torque output and tension
control. The eDrive feature is now standard on all equipment in the
Rotoflex product line.
A common misconception is that servo drives are the most elite
technology for web control in inspection/rewinders. This is not always
the case. While servos have their place and serve as excellent motors
when precise shaft placement is critical (i.e. registering to a specific
mark), the AC flux vector motor found in the eDrive system is better at
managing the power supplied to the shaft, providing excellent tension
control. This advanced technology results in extremely accurate
tension at higher speeds and consistent performance and roll quality
across a wide range of materials.
Brush up:
A/C Flux Vector = dynamic torque control
Servo = motion or position control
Servos are best suited for operations demanding precise location
control, such as precise die cutting, printing, and spot-coating.
A/C Flux Vector best suited for operations where tension and speed
control are critical: Unwinding, rewinding, and slitting.
Rotoflex utilizes the best technology for the application
A/C Flux Vector rewinding, precise tension control
Servo Registration control, die cutting
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Rotoflex Sales Playbook
2.4.1. Value added
All units feature individual AC Vector Drives on rewind and draw
station, with individual motors used for each shaft on dual rewind
models. There are no clutches and brake pad systems to maintain,
which means less dust created during operation. These features,
coupled with excellent torque management and tension control,
means:
Consistent Performance
Systems with eDrive perform smoothly and consistently
Lower tension / higher speeds
Softer rolls with consistent rewind tension improves the quality of the
roll while reducing waste/rejection. All this is done at higher speeds,
meaning more productivity.
Electronically synchronized drive system
The eDrive systems integrated seamlessly with the Genesis quality
control system, electronically monitoring and synchronized the entire
system. This leads to better control and fewer errors.
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Rotoflex Sales Playbook
3.1. The LT-Vision System
The LT-Vision system is a cost effective 100% Print Inspection system
found exclusively on Rotoflex rewinders. It consists of a tube light
source, a camera, an encoder, and a data link to the Genesis system.
3.1.1. Value added
The LT-Vision system enhances quality control because it:
Is easy to use.
Gives the operator the defect
information they need when
they need it.
Works in conjunction with
Genesis to accurately place
defects.
Controls the inspection
standards being used.
Improves your customer‘s
competitive position.
Lower cost of ownership.
Configurations for 13-inch and
17-inch webs.
3. INSPECTION
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Rotoflex Sales Playbook
The LT Vision system closely integrates with the Genesis Advanced Control to provide accurate placement when a fault is detected
3.1.2. The Tube Light System
The Tube Light System (patent pending) is a lighting method that
used completely diffused lighting for print inspection. By using
diffused lighting, the system avoids artifacts and errors that can
occur when standard systems (such as Lightline) encounter glossy
or shiny materials. This makes Tube Light ideal for:
Foil decorated prints
Holograms
Embossed/debossed surfaces
Print on reflective (metalized)
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Rotoflex Sales Playbook
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Rotoflex Sales Playbook
3.2. VSI: Compact Inspection/ Slitting/ Rewinding
The Rotoflex VSI is the most widely used machine in traditional roll-to-
roll label inspection, slitting and rewinding. It is known for its
outstanding reliability in demanding production environments. The VSI
features:
Easy access to all working areas, due to compact design
Limited waste and fast job changes with short web path
Advanced inspection capabilities with the Genesis Control
System
Precise tension and web handling capabilities provided by
eDrive system
Precision Slitting with an array of slitting options.
Compact design, making it easy to access and operate
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Rotoflex Sales Playbook
Specifications
VSI330 VSI440
Max. Web widths 13.25 inch /
337mm
17.25 inch / 440mm
Max unwind diameter 28 inch / 711mm 28 inch / 711mm
Max single spindle
rewind diameter
18 inch / 457mm * 18 inch / 457mm *
Max dual spindle
rewind diameter
16 inch / 406mm 16 inch / 406mm
Unwind/Rewind shaft
diameter
3 inch / 76 mm ** 3 inch / 76 mm **
Max speed 750 fpm / 230mpm 750 fpm / 230mpm
Draw station and
rewind drive
AC vector AC vector
Control system Powered by
Genesis
Powered by Genesis
* 15‖ rewind diameter with web gripper
** Fixed Pneumatic core type
Brush-up: fpm means “feet per minute”, a measure of how quickly a roll winds or unwinds. Similarly, mpm stands for “meters per minute”.
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Rotoflex Sales Playbook
Options
Roll lift
Slitters – crush knife, shear knife, razor and cartridge style
Automatic unwind tension control
Ultrasonic web guide sensor
40 inch / 1016mm unwind
Auto web gripper/feeder
Clear label count sensor
Matrix & missing label detection
Dual rewinds
Strobe lights
Horizontal unwind splicing table
Web clamp
Waste wind-up
LT 100% Web Inspection Vision System
Integration with complete range of inspection systems to meet
any application need!
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Rotoflex Sales Playbook
3.3. VLI: Advanced Inspection/ Slitting/ Rewinding
The Rotoflex VLI is a premier inspection, slitting and rewind system
with expanded capabilities for more advanced applications and high-
speed production. It is ideal for film, film packaging and other tension-
sensitive materials. The VLI can be configured to meet a full range of
applications and substrates. The VLI features:
Advanced rewinder to handle a wide range of materials and
applications:
• High throughput PSA
• Unsupported film
• Delicate materials
Ideal inspection, slitting and rewinding of unsupported film
High throughput from high web speed and rapid fault
placements
Support for widths up to 700mm, for high capacity printing
Rapid acceleration and deceleration without compromising roll
quality
Automatic tension/speed control on unwind, rewind and draw
station
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Rotoflex Sales Playbook
28
Rotoflex Sales Playbook
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Rotoflex Sales Playbook
Specifications
VLI330 VLI440
Max. Web widths 13.25 inch / 337mm 17.25 inch / 440mm
Max unwind diameter
30 inch / 762mm 30 inch / 762mm
Max single spindle rewind diameter
24 inch / 610mm 24 inch / 610mm
Max dual spindle rewind diameter
24 inch / 610mm 24 inch / 610mm
Max speed 950 fpm / 260mpm 950 fpm / 260mpm
Draw station, unwind drive, and rewind drive
AC vector AC vector
Control system Powered by Genesis Powered by Genesis
VLI500 VLI600 VLI700
Max. Web widths 20.25 inch / 515mm
24.25 inch/ 610mm
28.25 inch/ 718mm
Max unwind diameter
30 inch / 762mm
30 inch / 762mm
30 inch / 762mm
Max single spindle rewind diameter
24 inch / 610mm
24 inch / 610mm
24 inch / 610mm
Max dual spindle rewind diameter
24 inch / 610mm
24 inch / 610mm
24 inch / 610mm
Max speed 950 fpm / 260mpm
950 fpm / 260mpm
950 fpm / 260mpm
Draw station, unwind drive, and rewind drive
AC vector AC vector AC vector
Control system Powered by Genesis
Powered by Genesis
Powered by Genesis
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Rotoflex Sales Playbook
Options
Roll lift
Slitters – crush knife, shear knife, razor and cartridge style
Ultrasonic web guide sensor
40 inch / 1016mm unwind stand
Differential coreholders
Ironing roller
Anti-static equipment
Auto web gripper/feeder
Clear label count sensor
Matrix & missing label detection
Dual rewinds
Strobe lights
Web clamp
Semi-automatic turret
Waste wind-up
LT 100% Web Inspection Vision System
Integration with complete range of inspection systems to meet
any application need!
40" Rewind Stand Cartridge Slitter
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Rotoflex Sales Playbook
3.4. DSI: Inspection/Slitting with Die Cutting
The DSI is a dual-use machine with die cutting and inspection/slitting
capabilities. A stand-alone die cutting system like the DSI is an ideal
solution for label converters wanting to meet the demand for blank
label products, since it allows the converter to die-cut labels without
having to put the roll on a press first. The DSI also has inspection and
slitting capabilities comparable to the VSI (see section 2.3.1). The DSI
has the following standard features:
Available in 330 mm and 440 mm
Genesis advanced control system
Auto stop and roll end shut off
Controlled acceleration/deceleration
AC vector drive on rewind
Full auto-tension control on rewind
Adjustable hardened splicing table on unwind
Front inspection position
Electronic single edge web guiding system
Pre-determining electronic counting
Pre-select slowdown
Side mount jog pedal
Totalizer
Dual die-station
units feature
manual adjust
registration
control
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Rotoflex Sales Playbook
Specifications
DSI 330 DSI 440
Max web width 13.25 inch / 337 mm 17.25 inch / 438
mm
Max unwind diameter 28 inch / 711 mm 28 inch / 711 mm
Max rewind diameter 18 inch / 457 mm 18 inch / 457 mm
Max speed 750 fpm / 230 m/min* 750 fpm / 230
m/min*
Die station and rewind drive
AC vector AC vector
Control system Powered by Genesis Powered by
Genesis
* Inspection & slitting speed
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Rotoflex Sales Playbook
Options
Shear knife, crush knife, or razor slitter
Roll lift
Unwind stand
Semi-automatic 2-spindle turret
Printed line guide
Static eliminator
Auto web gripper/feeder
Flag/millsplice detector
Matrix and missing label detector
Sheeter station with conveyor/stacker
Overscorer or Underscorer
Ironing roller
Bow roller
Clear on clear count sensor
High intensity strobe light
Dual rewind
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Rotoflex Sales Playbook
3.5. Options
Each Rotoflex machine has a number of options available. This makes
it possible to configure Rotoflex machines to meet the specific
demands of each customer. A full list of options, and the machines
they are available on, can be found in section 5.1.
Here we will review some of the more common options for inspection,
slitting, and rewinding.
3.5.1. Common Options for Roll Inspection/Counting
Flag and Millsplice Detection: Senses press flags or mill-
splices and places fault on splice table
Full Fault Placement: Provides additional web accumulation to
aid accurate fault placement at full speed (this option is
included in Genesis Level 3 & 4; see section 2.5.3)
Waste Wind-up: Coreless windup shaft placed near splice table
to wind up extended lengths of waste
Capacitive Count Sensor: Required for clear-on-clear labels
with little to no marking. Senses variations in material thickness
to detect label presence
3.5.2. Common Options for Slitting
Typically, there are three types of slitters: shear slitters, crush slitters,
and razor slitters. The following chart outlines the advantages and
disadvantages of each:
Sheer Slitting Crush Slitting Razor Slitting
35
Rotoflex Sales Playbook
Sheer Slitting Crush Slitting Razor Slitting
Recommended for slitting:
Paper
Paper/Paper labels
Clear/Clear labels
Clear/Paper labels
Foil
Board
Recommended for slitting:
Paper
Paper/Paper labels
Clear/Clear labels
Clear/Paper labels
Foil
Board
Recommended for slitting:
Paper/Paper labels
Clear/Clear labels
Clear/Paper labels
Foil
Unsupported film
Advantages:
Clean cutting of material
Low dust
Easy lateral adjust
Advantages:
Easy knife access and adjustment
Best solution for adhesive backed web
Advantages:
Clean cutting
Low dust
Well suited to thin substrates
Disadvantages:
Requires more time for set up
Not usually suitable for unsupported films or very thin substrates
Disadvantages:
Edge of material not clean after cut
High dust
Disadvantages:
Blades dull quickly in some materials
Requires web to be under tension – driven idler
The Sheer slitting system consists of a demountable, two shaft
cartridge and easily positioned spring loaded upper and lower cutting
blades. The system runs slightly faster than the web. This creates a
scissor-like cutting action which minimizes slitting dust and maximizes
blade life. Sheer cutting is ideal for slitting silicone backed papers as
well as heavier papers and cardstock.
A Crush slitting system uses a conventional air-loaded crush knife
assembly. A crush knife can be installed to provide quick set-up for
short run jobs, or for occasional stock splitting.
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Rotoflex Sales Playbook
A Razor slitting system uses a series of fixed razors to slit the web as it
moves through the slitter. Razor systems are well suited to thin
materials and produce a clean precise cut with little dust or waste.
However, it does require the web to be under tension, so that the
razors cut appropriately. Units equipped with razor slitter will feature a
driven roller after the slitter to provide tension through the web.
3.5.3. Common Options for Rewinding and Unwinding
Proper control of the web during unwinding, inspection, slitting, and
rewinding is absolutely critical to avoiding wrinkles and other defects.
Rotoflex machines come with a number of options to help control rolls
as they pass through, and out of, the machine:
Web Gripper: Speeds cycle
time by gripping and
delivering cut streams to
cores for taping – operator
does not need to fumble
around trying to grab loose
streams
Separate Unwind Stand
with Roll Lift: Handles rolls
up to 40‖ in diameter,
includes pnuematic, two-arm
lift.
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Rotoflex Sales Playbook
Dual Rewind: Splits slit
streams onto upper and
lower shafts, useful when
cutting very narrow streams
or when material has a
tendency to interweave,
making finished rolls difficult
to separate.
Ironing or Lay-on rollers:
Eliminates air between layers
when winding unsupported
film, resulting in straighter,
more uniform rolls.
On-board Roll Lift: Lifts and
positions full rolls for
machines equipped with
onboard unwinds
There are, of course, many more options available to the converter. When preparing a quote, you will need to get as much detailed information as you can about a potential customer‘s processes and needs.
38
Rotoflex Sales Playbook
4.1. The Sales Process
Like many other process, selling capital equipment requires a number
of steps. Over the past few years, Mark Andy, Inc. has refined its
selling process for all its premier brands. This process consists of four
phases.
Mastering each of these steps could be the subject of a book in itself.
The following, then, is just a rough-and-ready guide (or, for some, a
refresher) in how to sell successfully.
4.1.1. Phase I – Identify and Qualify an Opportunity
Sometimes, a new sales opportunity will come to you. Either a
potential customer will call you, or someone you know will give you a
lead. However, other times it is often necessary to do some research
to identify potential clients.
To begin with, you might want to consider targeting companies that are
in industries likely to use finishing and inspection equipment.
Examples of such industries include:
Food & Beverage
The food & beverage industry is one of constant competition. The
ability to include key information while keeping a package attractive is
4. SELLING ROTOFLEX
39
Rotoflex Sales Playbook
critical. Solutions from Rotoflex are implemented daily to ensure
accurate, consistent rewinding and finishing of labels and packaging
for the food & beverage industry.
Wine & Spirits
The variety of labels you will find on wines & spirits may be as large as
the variety of wines themselves. Examples of Rotoflex finishing and
converting solutions can be found on wine & spirit bottles across the
globe.
Health and Beauty
Consumers rely on product packaging both for information and
aesthetics. This is especially important in the health & beauty market.
For consistent skin tones and vibrant colors, look no further than
machine solutions from Rotoflex.
Pharmaceutical/Nutraceutical
Globally, governments are getting more involved in the packaging and
labeling of pharmaceutical and nutraceutical products. There is
increased pressure to include significant amounts of information and
specifications on the packaging, as well as a requirement to make
these products traceable throughout their life cycle. Technology and
innovations from Rotoflex are able to accommodate these
requirements and more.
General Consumer
Packaging, package decoration and labels are found on almost every
product you encounter on a daily basis - consumer electronics,
multimedia products, private-labeled items and even furniture. Each of
these presents a printed decoration opportunity. Converting equipment
from Rotoflex can help you to label and package these items with high-
quality and durable products.
40
Rotoflex Sales Playbook
Automotive
In the automobile manufacturing industry specialty labels and other
high-tech adhesive applications provide brand information while others
provide instruction as to the intended use, function or protection of the
product. These labels need to be able to withstand a variety of
elements and conditions. Rotoflex has specialized in equipment to
convert these labels for years.
Industrial
Industrial labels and packaging come in a variety of sizes and shapes.
Whatever the design, the requirement that the label be resistant to
elements such as water and chemicals is paramount.
Once customer information is collected, it is then identified and
qualified. This is where a prospect is reviewed and qualified as a viable
buyer of equipment – having enough capital to make a purchase, the
desire to use our type of converting equipment, and that closely
matches the converting equipment in a configuration that Rotoflex can
build.
4.1.2. Phase II – Finding and Presenting a Solution
Your job as a consultant is to try to understand the processes that the
potential customer carries out, and to think of ways that the potential
customer can improve these processes. For example, is there a way
that a Rotoflex machine can help cut down on waste? Or speed up
important jobs? Or allow for more flexibility in who operates the
machines? Every Rotoflex machine is a host of solutions to potential
customer problems. You will need to discover what these problems
are.
As a qualified customer reveals and discloses their converting needs
and applications, a plan is put into motion to further the process and
develop a solution to best fit the customer‘s need. This phase also
investigates and analyzes the capital or monies available to make the
purchase. All this information is collected and then integrated into
developing the ideal machine solution to achieve their need.
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Rotoflex Sales Playbook
Once you have a clear picture of a potential customer‘s needs, you will
know whether a Rotoflex solution is right for them—and, if so, which
one. Section 2, ―Products and Features‖, outlines the machines in the
Rotoflex line. Section 2 also has a quick summary chart of the three
main Rotoflex machines—a handy reference for matching machine to
customer need.
Remember, selling is about solving a customer‘s problems, not about
making them buy a piece of equipment. You should think about
Rotoflex machines not in terms of their features and specifications, but
rather in terms of how they can solve a customer‘s specific problems.
Once a machine plan and budgetary sale price is formulated, a plan is
put together in order to build confidence with the customer to make the
purchase. One or more demonstrations or machine tests/validations
may be needed to continue pushing the process along. The demo and
company visit are also important steps in driving toward a closed sale.
It provides and opportunity for a customer to experience how he will be
managed by more than just the sales person. A well organized visit
will be performed at the location designated.
4.1.3. Phase III – Quote and Formal Proposal
There are two critical forms you will need to complete at this point.
The first is the Sales Worksheet. The Sales Worksheet:
• Establishes machine configuration for quoting;
• Provides a initial list price estimate;
• Breakout options note the price of individual options in the quote
without including in the quoted price;
42
Rotoflex Sales Playbook
The Sales Worksheet helps ensure that the customer is getting the
right solution, and at the right price.
Sales Prepared By:
Worksheet Customer: Example Co. Date: 4/25/11
Contact: Mr. Example
Address: 123 Example Way
Tel: 555.555.5555
Fax:
Email: [email protected]
Site Information Voltage Frequency
Language Spanish If other than English
Conversion Factor
Model: VLI-330EBreakout Extended
Options Qty Part Number Description Price List Price
1 Base BASE PRICE 35,340 35,340
1 M01L Cartridge shear slitting system (manual adjust) 6,370 6,370
1 M06 Auto web gripper / feeder - limits rewind diameter to 15" 2,730 2,730
1 M16 Roll lift (for machines without separate unwind stand (M15) 8,113 8,113
1 E01D Ultrasonic web guide sensor 1,201 1,201
1 E05 Electronic flag/millsplice detection 2,180 2,180
1 E10D High intensity strobe 4,154 4,154
1 E16 Full fault placement 2,640 2,640
1 EGEN2 Genesis - Level 2 (linear, label and butt cut count) 3,520 3,520
1 M01A Additional shear knife 274 274
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
Total Engineering Content 0 0
1 Base Machine Total Price 66,521
= 1 USD:
Currency Name:
480V
380V
208-240V
60 Hz
50 Hz
43
Rotoflex Sales Playbook
The second critical form is the Application Form. The Application form
is very important, because it communicates customer requirements
and application. Thus the Application Form:
• Ensures that better quality machines shipped to customer;
• Ensures the best machine configuration for the application;
• Helps avoids issues with unique materials or requirements;
• Indentifies key questions that need to be answered during
configuration;
Application Worksheet/Special Design Request Form
Customer: Example Co. Sales Rep: 0
Address 123 Example Way Technical Contact: Example Engineer
Phone:
Phone: 555.555.5555 Admin Contact:
Email: [email protected] Phone:
SDREF # Model: VLI-330E
Special Design Request?
1. What is the application?
2. What is the customer's intended use for the equipment
Pressure Sensitive Labels Substrate Thickness
Paper/Paper .004" - .008" (need mm)
PS Labels will be a ___ use of the rewinder Paper/Film Other
Primary Film/Paper
Secondary Film/Film
Is the Film/Film clear? Sample Available?
Will any materials have a perforated web?
Unsupported Film Products Substrate Thickness
BOPP inches mm
Film will be a ___ use of the rewinder PVC inches mm
Primary PET Polyester inches mm
Secondary Polystyrene inches mm
Other
Are materials clear? Sample Available?
Other Substrate Specifications
Foil
Material will be a ___ use of the rewinder Paper
Primary Paperboard
Secondary Other (Describe)
Do any materials consist of 3 or more layers Sample Available?
What is the minimum web width the customer will run on this machine? 6"
Yes No Yes No
Yes No
Yes No
Yes No
Yes No
Visual inspection, slitting and rewinding of pressure sensative labels
Yes No
Yes No
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Rotoflex Sales Playbook
Most of the information required in the Application Form should have
been unearthed during the qualification and solution finding steps.
In addition to these forms, you will need to propose the solution to the
customer. Sometimes this will take the form of presentation;
sometimes, it will simply be a quote. Presentations should highlight
the benefits of using a Rotoflex machine for the customer, and should
also allow the customer time to ask any questions. Quotes are much
more straightforward. Rotoflex formal quotes generated at any global
Mark Andy, Inc. sales office provide consistent and detailed format.
It is important to remember how the quoting process works. Once you
have identified a potential customer‘s needs, you must submit both a
Sales Worksheet and an Application Form to the internal sales contact
(i.e. territory manager, direct sales contact or contract admin). A
3. Are there any other materials that will be run on this machine? If so please explain:
4. What are the slitting and roll quality requirements? 5. What are the customer inspection requirements?
What is the minimum slit width the customer will require? Visual - Inspection Plate
2" Missing Label and Matrix Detection
What is the max. number of streams the customer will slit? 100% Inspection - Vision System
6 Does the customer require fault placement?
Finished Roll Tension
Low Location: Splice Table Inspection Plate
Med Other
High
6. Does the customer expect to utilize any third party equipment with the machine?
Vision System Integration
Make Integration provided by Rotoflex at factory
Model Integration provided by third party at customer site
Ink Jet Integration
Make Integration provided by Rotoflex at factory
Model Integration provided by third party at customer site
Front Side Printing
Backside printing Other Printing
Sequential Numbering
Other
7. Are there any special processes or equipment requirements for this machine?
Provide a short description of any additional or unique materials the customers expects to run on the machine along with
specifications for the material.
Provide a short description of any special process the customers expects to run on the machine.
Yes No
Unless noted, machine will
be configured to wind low
tension finished rolls
45
Rotoflex Sales Playbook
preliminary quote will then be generated but please note - a quote will
not be provided without a completed application worksheet!
If a special design is required for the application, the forms are sent to
your internal sales contact who helps complete a SDR form. The
quoting representative from Mark Andy, Inc. then incorporates the
SDRs and/or configuration changes into the quote. He or she then
sends the preliminary quote to customer and/or salesperson.
4.1.4. Phase IV – Close and Build Implementation
Congratulations, you have won the order! With an order and down
payment, the STO process begins inside the manufacturing group.
This begins the process of building the machine for your customer.
Even when a customer has approved and purchased a solution, your
job is not yet done. In your role of consultant, you will want to verify
that the machine is STO‘d, built to specification, delivered and installed
properly and on time. You will want to ensure the customer is provided
adequate training, and that the operators are comfortable with the
machine‘s use. Much customer support is handled by the MAX service
department. However, building a relationship with a new client is
important for you too. Strong customer relations help to guarantee re-
orders, garner recommendations, and sometimes even generate leads.
4.2. Competitive Response
There are number of competitors to Rotoflex. Each has its own unique
way of devaluing Rotoflex and trying to grab market share. You should
be ready to respond to competitors, especially if one of these
competitors is also talking to one of your potential customers.
46
Rotoflex Sales Playbook
4.2.1. AB Graphics
AB Graphics is an international company specializing in modular digital
converting, inspection rewinding equipment and turret rewinding.
Competitive
Attack
Our Response Customer Value
―We (ABG) now
have a vertical
inspection style
machine‖
Vertical inspection is
Rotoflex core design.
We have more
experience and tension
management technology
than anyone else.
Better motion control
means shorter accel
and decel times, and
better quality rolls =
more productivity
―RF is old
technology‖
We have the new
Genesis controller that
brings many productivity
benefits to the converter.
We also have also the LT
vision system.
Higher productivity
Easier to use
More capabilities
―Because we
(ABG), are lower
cost‖
Rotoflex has always
been the premium brand
– for good reason:
Better technology, better
service, etc.
Productivity and quality
value outweigh shipping
costs….
Our Attack Points
• ABG is focused on digital finishing and turret rewinders; slitter
rewinders are a minor part
• ABG is not a premium brand. The technology in motion control
and web management is not as sophisticated as Rotoflex.
47
Rotoflex Sales Playbook
4.2.2. Prati
Prati is an international company, based in Italy, that specializes in
inspection machines, die-cutters, and similar products.
Competitive Attack Our Response Customer Value
―We (Prati) are a family
run company and are
easy to do business
with.
Rotoflex, as part of Mark
Andy has a global
presence and strong
backing and is able to
support customers
world-wide.
A strong financial
backing makes us
stable
―We (Prati) have better
technology‖.
We have:
The New Genesis
controller.
The New LT vision
system.
The New low profile DLI
machines.
Capability
Quality
Productivity
Productivity
Our Attack points
Prati has only the horizontal style of finisher.
Prati is a smaller company, and cannot offer the sales and
support at the same level of Rotoflex.
48
Rotoflex Sales Playbook
4.2.3. Rotocontrol
Rotocontrol is a start-up German company that produces high speed
machines for high-speed inspection, cutting and rewinding machines
for the label industry. Their machine use mainly Servo technology.
Competitive
Attack
Our Response Customer Value
―RF is old
technology. They
haven‘t changed
technology in
years‖ (Rotocontrol
saying this)
We have developed:
Genesis
LT Vision
E-drive
Capability,
productivity
Quality assurance,
productivity
Productivity, roll
quality
Productivity, quality
assurance
Ease of training
―We (Rotocontrol)
are the new
Rotoflex‖
The original Rotoflex is back,
stronger than ever, with
strong financial backing and a
desire to grow.
Stability
―We (Rotocontrol)
have more
products than RF
has – turrets,
diecutters‖
Rotoflex can offer any
ancillary equipment that is
needed, through our strategic
partnerships.
Stability, partnerships
―We‘ll (Rotocontrol)
reduce price to
what-ever is
needed to get the
business.‖
This is a short term strategy
and can lead to future
financial issues.
Stability
49
Rotoflex Sales Playbook
Our Attack points
• Rotocontrol is a small startup company with limited resources.
They don‘t design their own products, and they don‘t even
manufacture themselves!
• By discounting so much, they are just funding current projects
with future down payments – which is financially unstable.
• Rotoflex has a much larger service and support structure
globally.
• Limited to how many units they can produce – which means
long lead times.
4.2.4. Local Builders
Sometimes, competition does not come from large international
companies. Rather, the competition comes from small, locally owned
companies. Though smaller, these companies often offer support at
the local level—which customers often assume means better support.
This is not always the case, however.
Claim Response
―We have servo
technology!‖
Technology is no value without the web-
handling experience to back it up.
Servos are not the ideal technology for
dynamic tension control.
―We are local and can
provide good support.‖
Can they provide long term support?
Rotoflex large install base and backing for
MA means available product support out
into the future.
―We have inspection
capabilities!‖
Can they provide the advanced fault
detection and counting capability for
Rotoflex?
Genesis is the most advance fault
detection/ placement and counter on the
market
50
Rotoflex Sales Playbook
Our Attack points
• Genesis and eDrive provide the most advanced
inspection/counting and web handling capabilities available.
• MA support and backing means Rotoflex units can be easily
serviced for years to come.
51
Rotoflex Sales Playbook
Enhancements & Upgrades [email protected]
Parts [email protected]
Performance Maximization [email protected]
Rebuilds [email protected]
Technical Service [email protected]
Training [email protected]
5. SERVICE INFORMATION
52
Rotoflex Sales Playbook
6.1. Rotoflex Options Summary
There is a wide array of options available for Rotoflex machines. The
following is a complete list of those options along with descriptions
detailing their functionality. The options are grouped by functional
area, starting with unwind and web guiding options, slitting options,
rewind options and finally, inspection options.
6. APPENDICES
Code
Description Model
Unwind and Web Guiding Options
M15F Separate unwind stand with AC vector motor Handles larger 40‖ (1 meter) diameter rolls. Includes built-in pneumatically operated lift and web guide with splice table. Tension control provided by an AC flux vector motor drive
VLI
M15G
Separate unwind stand with magnetic particle brake Handles larger 40‖ (1 meter) diameter rolls. Includes built-in pneumatically operated lift and web guide with splice table. Tension control provided by a magnetic particle brake
VSI, DSI
M16 Roll lift for on board unwind Slide-out lift allows rolls to be rolled into position, lifted to the desired height and easily slid onto the unwind shaft. For machines utilizing onboard unwind only. Not required on machines equipped with M15F or M15G
VSI, VLI, DSI, DLI, Vericut
M32A Horizontal unwind splicing table Additional splice table positioned just after the unwind. Allows easy change-out of unwind rolls without need to re-web.
VSI, DSI
E01A Center web guiding Adds a second optical edge guide sensor to the opposite side of the web. Helps to maintain the centre of the web in a fixed position even if the material varies in width. This option is especially helpful when doing dieslitting or diecutting of unprinted products
VSI, VLI, DSI, DLI
E01B Printed line guide Provides a line guide sensor which is reflective in nature and causes the system to guide relative to the edge of a printed line.
VSI, VLI, DSI, DLI
E01D Ultrasonic web guide sensor Provides accurate web guiding with transparent web, recommended for unsupported film and clear on clear label applications
VSI, VLI, DSI, DLI
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Rotoflex Sales Playbook
Slitting Options
M01 Shear Slitter The shear knife cutting system consists of a demountable, two shaft cartridge and easily positioned, spring loaded upper and lower cutting blades. The system is geared to run slightly faster than the web to create a scissor-like cutting action which minimizes slitting dust and maximizes cutting blade life. Shear cutting is ideal for slitting silicone backing papers as well as heavier papers and paperboard card stock.
VSI, VLI, DSI, DLI, Vericut
M01A Additional shear knife Shear knife set, compatible with options M01, M01H, M01L or M01J
VSI, VLI, DSI, DLI, Vericut
M01G
Provision for future shear - M01 Provides mounting locations and hardware for installation of shear slitter in future
VSI, VLI, DSI, DLI, Vericut
M01H
Cartridge shear slitting system (motorized) Similar in cutting action to a standard shear slitter, the cartridge shear cutting system features a removable insert to allow for off-line setup or interchangeability with other preset cartridges to reduce downtime between jobs. In addition, allows easy change-over to razor slitting system vie the razor cartridge option (M03F) Each shear cartridge has a convenient manual disconnect mechanism which separates the upper and lower blades so that uncut material can be fed through the system to reduce waste during threading or to allow the slitting system to be bypassed. This option features motorized lateral adjustment to aid in slitter setup.
VSI, VLI, DSI, DLI, Vericut
M01J Extra shear cartridge for option M01H or M01L Quick change cartridge inserts, compatible options M01H, M01L, M03D and M03E. Extra cartridges can help speed set up times between jobs by allowing the slitter spacing to be pre-set before job changeover.
VSI, VLI, DSI, DLI, Vericut
M01K Setup stand with digital setup for cartridge shear slitter Allows fast setup of shear cartridges using a separate setup stand. Features a digital caliper to provide extremely accurate knife spacing.
VSI, VLI, DSI, DLI, Vericut
M01L Cartridge shear slitting system (manual adjust) Similar in cutting action to a standard shear slitter, the cartridge shear cutting system features a removable insert to allow for off-line setup or interchangeability with other preset cartridges to reduce downtime between jobs. In addition, allows easy change-over to razor slitting system vie the razor cartridge option (M03F) Each shear cartridge has a convenient manual disconnect mechanism which separates the upper and lower blades so that uncut material can be fed through the system to reduce waste during threading or to allow the slitting system to be bypassed. This option features a manual lateral adjustment to aid in slitter setup.
VSI, VLI, DSI, DLI, Vericut
M02 Crush knife slitter A convenient crush cutting assembly, which uses conventional air loaded crush knife assemblies, can be installed to provide quick setup for short run jobs or for occasional stock slitting requirements.
VSI, VLI, DSI, DLI, Vericut
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Rotoflex Sales Playbook
M02A Additional crush knife Additional crush knife assembly, compatible with M02
VSI, VLI, DSI, DLI, Vericut
M02B Preparation for crush knife Provides mounting locations and hardware for installation of crush knife slitter in future
VSI, VLI, DSI, DLI, Vericut
M03A Additional razor blade holder (for M03)
M03C
Preparation for standard razor slitting unit (M03) Provides mounting locations and hardware for installation of razor slitter in future
M03D
Cartridge Razor Knife Slitting System (Motorized) Similar in cutting action to a standard razor slitter, the cartridge razor slitting system features a removable insert to allow for off-line setup or interchangeability with other preset cartridges to reduce downtime between jobs. In addition, allows easy change-over to shear slitting vie the shear slitting cartridge option (M01J). Cartridge razor slitter feature adjustable razor holders that cut from the top, providing easy on-machine setup. This option features motorized lateral adjustment to aid in slitter setup.
VSI, VLI, DSI, DLI, Vericut
M03E Cartridge Razor Knife Slitting System (Manual) Similar in cutting action to a standard razor slitter, the cartridge razor slitting system features a removable insert to allow for off-line setup or interchangeability with other preset cartridges to reduce downtime between jobs. In addition, allows easy change-over to shear slitting vie the shear slitting cartridge option (M01J). Cartridge razor slitter feature easy-to-adjust razor holders that cut from the top, providing easy on-machine setup. This option features a manual lateral adjustment to aid in slitter setup.
VSI, VLI, DSI, DLI, Vericut
M03F Razor Knife Cartridge for Option M03D or M03E Quick change cartridge inserts, compatible options M01H, M01L, M03D and M03E. Extra cartridges can help speed set up times between jobs by allowing the slitter spacing to be pre-set before job changeover.
VSI, VLI, DSI, DLI, Vericut
M03G
Additional razor blade holder for cartridge slitter Top cutting type razor blade holder specifically for the cartridge razor slitter, compatible with options M03D, M03E and M03F
VSI, VLI, DSI, DLI, Vericut
M11 Trim removal A vacuum system used to draw the material away from the rewind of the machine and blow it to a remote location for later disposal. Required when slitting off edge material from the web.
VSI, VLI, DSI, DLI, Vericut
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Rotoflex Sales Playbook
Rewind Options
M06 Auto web gripper / feeder The automatic web gripper/feeder is a unique feature which greatly increases the efficiency and productivity of the finishing operation by making it easy for the operator to finish one rewind cycle and set up the next cycle without losing web tension. The pneumatically operated gripper feeder is automatically engaged at the completion of each count sequence to hold the web secure when the machine has come to rest. This enables the operator to conveniently cut, close and remove the rewind rolls and then prepare the rewind shaft with new cores before jogging the loose web ends forward to permit taping - all under complete web tension control. Once the new cycle is started, the gripper/feeder mechanism automatically disengages again until the end of the next cycle.
VSI, VLI, DSI, DLI, Vericut
M06A Web clamp Holds web in place on last idler before rewind shaft to maintain web tension during core changes and to make starting new rolls easier for operator
VSI, VLI, DSI, DLI, Vericut
M06B Provision for future web gripper Provides mounting points to allow a web gripper to be installed at a later date
VSI, VLI, DSI, DLI, Vericut
M08A Dual rewind Provides second rewind shaft positioned below the first. Used when there is need to rewind unsupported or narrow width materials which have a tendency to interweave on a single rewind shaft. The operator simply alternates the slit webs to each of the rewind shafts and proceeds as normal.
VSI, VLI, DSI, DLI, Vericut
M08B Preparation for dual rewind Provides mounting location to allow a second rewind shaft and drive to be installed at a later date
VSI, VLI, DSI, DLI, Vericut
M09A Semi-automatic turret (2 spindle)
VSI, VLI, DSI, DLI, Vericut
M13 Ironing roller Sometimes called a lay-on roller, places pressure on rolls when winding to remove air between layers, ensuring a consistent, tight roll. Most often used when winding unsupported films
VSI, VLI, DSI, DLI, Vericut
M14 Bow roller An idler with slight bow to surface placed just before the rewind shaft, used as an alternative to dual rewind shafts. Running the slit webs over the centre of the bowed roller effectively separates the webs to allow single shaft rewinding of unsupported or narrow width materials.
VSI, VLI, DSI, DLI, Vericut
E09 Static eliminator VSI, VLI, DSI, DLI, Vericut
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Rotoflex Sales Playbook
Inspection and Counting
EGEN1
Genesis - Level 1 Included with all Rotoflex rewinders, Genesis is an intuitive, flexible control system, that by utilizing a simple HMI, operators can monitor all functions and view clear identification of faults and issues from a single screen. Integration of the system into multiple machines on the production floor allows operators to easily transfer from one machine to another without relearning the intricacies of a new control system. In addition to operator benefits, the converter receives the benefits of increased productivity and revenue. With faster acceleration and deceleration, overall cycle times are shortened, and with recallable job recipes, repeat jobs can be run with virtually no setup time. The system is compatible and easily integrated with a variety of vision and detection systems Level 1 Features:
15 inch color touchscreen operator interface
Lineal count - 10 inch, 12 inch, 10 DM
Configurable for either imperial or metric
Totalizer
Roll count
VSI, VLI, DSI, DLI
EGEN2
Genesis - Level 2 Level 2 Features
15 inch color touchscreen operator interface
Lineal count - 10 inch, 12 inch, 10 DM
Label count and butt cut count
Configurable for either imperial or metric
Totalizer
Roll count
VSI, VLI, DSI, DLI
EGEN3
Genesis - Level 3 Level 3 Features
15 inch color touchscreen operator interface
Lineal count - 10 inch, 12 inch, 10 DM
Label count and butt cut count
Missing label and matrix detection (MMLD) with one channel included
Maximum 15 MMLD channels available
Configurable for either imperial or metric
Automatic setup feature
Totalizer
Roll count
Full fault placement
VSI, VLI, DSI, DLI
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Rotoflex Sales Playbook
EGEN4
Genesis - Level 4 Level 4 Features
15 inch color touchscreen operator interface
Lineal count - 10 inch, 12 inch, 10 DM
Label count and butt cut count
Missing label and matrix detection (MMLD) with one channel included
Maximum 8 MMLD channels available
Configurable for either imperial or metric
Automatic setup feature
Totalizer
Roll count
Multi-lane label count including one channel
Maximum 8 multi-lane counting channels available
Full fault placement
VSI, VLI, DSI, DLI
E19G E+L Vision System LT Provides full 100% inspection of labels and printed materials using a Rotoflex exclusive, high quality 4K color camera inspection system. When integrated with the Genesis control system, provides accurate detection and placement of a wide range of faults including missing or filled text, blurs and streaks, register inaccuracies and color variation. Mounted directly on the rewinder, requires Genesis Level 2 or higher. May require E01F depending on quality of roll from press.
VSI, VLI
E01F Webguide for LT vision system Adds web guide mounted just before the vision system to ensure the web is in a consistent position upon entering the camera. Required when rolls wound by the press may not be straight.
VSI, VLI
E03B Clear on clear count Utilizes a capacitive sensor to count individual clear labels, even without printing, using non-optical thickness technology. Requires Genesis Level 2 or higher.
VSI, VLI, DSI, DLI
E03C Eyemark count Provides accurate count of an eyemark or other printed indicator present on the web. Requires Genesis Level 2 or higher.
VSI, VLI, DSI, DLI
E05 Electronic flag/millsplice detection A reflective sensing system which will detect splices as well as flags, bringing the machine to a controlled stop whenever a flag or millsplice is sensed so critical inspection and correction measures can be taken
VSI, VLI, DSI
E06E Additional channel for MMLD and Multi-lane label counting Sensor assembly for addition lanes of missing label or row count (required EGEN3 or EGEN4 Option
VSI, VLI, DSI, DLI
E10 Strobe: standard intensity (20w) Standard output strobe; illuminates the inspection plate allowing the operator to easily see faults and inconsistencies in printed web. Automatically changes strobe rate to match run speed.
VSI, VLI, DSI, DLI
E10D High intensity strobe Brighter, higher output strobe; illuminates the inspection plate allowing the operator to easily see faults and inconsistencies in printed web. Automatically changes strobe rate to match run speed.
VSI, VLI, DSI, DLI
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Rotoflex Sales Playbook
E13A Ultrasonic tension control on unwind Utilizes an ultrasonic feedback sensor to modify braking pressure as the roll size changes.
VSI, DSI
E16 Full fault placement Provides precise fault placement at splice table when operating the rewinder at high speed, used in conjunction with vision systems and other fault detection devices.
VSI, VLI, DSI
M10 Waste wind up Provides a coreless rewind shaft, located just above the fault editing splicing table operated by foot pedal. Assists in the removal of larger amounts of waste or defective material.
VSI, VLI, DSI, DLI, Vericut
E20A Independent Inspection Stand Provides location to integrate third party Vision systems. Includes mounting location, web guide with ultrasonic sensor and web accumulation idlers.
VSI, VLI
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Rotoflex Sales Playbook
Die Cutting
M22E Die adapters and blocks DSI, DLI
M22G Lateral adjust die blocks DSI, DLI
M22J Second die station (for Model DSI) Equips DSI with second die station, useful in blank label operations such as perforations in the web. Die station features a 15‖ repeat fixed anvil with an outfeed nip roller
DSI
M22K Provision for second die stn (for Model DSI) Expands DSI frame and provides mounting points for second die station
DSI
M22S Sheeter station with conveyor/stacker DSI
M22T Conveyor for sheeting DSI, DLI Vericut
M27B Under scorer A system of finely adjustable score knives and a hardened anvil roller. Can overscore of the face material or underscore of the liner without use of a die-cutting or die-slitting station.
VSI, VLI, DSI, DLI
M27C Additional blades for under scorer (M27B)
E25C Servo Driven Registration System (Single Die Station) Allows in-register die cutting on a DLI when equipped with a single die station.
DLI
E25D Servo Driven Registration System (Dual Die Station) Allows in-register die cutting on a DLI when equipped with 2 or more die stations.
DLI
Additional Options
M30 Model 2 cabinet Extends mechanical cabinet to position user interface to the left side of the operator as he or she views the inspection plate.
VLI
M31B Fanfolder Interface DSI, DLI
M33 Side mount jog pedal Foot pedal that jogs the web at a pre-set speed, located near the splice table. Allows easy repairs without need to reach for a jog button. Included with VLI and DSI models.
VSI
M45 Rustproofing Coats exposed steel surfaces with the rust inhibitor just prior to packing. Recommended for units shipped via ocean freight.
VSI, VLI, DSI, DLI, Vericut
E09 Static eliminator VSI, VLI, DSI, DLI, Vericut
E17 Core label printer
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Rotoflex Sales Playbook
6.2. Application Worksheet
6.3. Validation Questionnaire