DIGITAL PLATES & PLATESETTERS -- Two Steps Forward

Even though it expanded into the business more than two years ago, it's understandable if Heidelberg isn't the first name people think of when it comes to consumables. The company's focus is on bundled sales, typically with financial incentives for tying a long-term consumables contract into an equipment acquisition, explains Rick Boggess, director of consumables for Heidelberg USA in Kennesaw, GA. Many Heidelberg-branded consumables are designed and developed to match its equipment specifications, he says, but in other cases it resells a manufacturer's existing product.