Dobruška / The KBA-Grafitec Company organized the International Dealers' Meeting on 1st and 2nd December. The work presentations and the negotiations of the International Dealers' Meeting were held in the Company's seat in Dobruška with the social part of the meeting for the Sales Representatives taking place in the Havel hotel in Rychnov nad Kneznou. During this event, a press conference for the management representatives and the professional press was held.

The Chief Executive Officer of KBA-Grafitec, Mr. Jens Junker, stated the preliminary company results for the year 2005. The Dobruška Company has recorded a 25 % turnover increase this year in comparison with the year 2004. A similar growth rate is also anticipated in 2006 and the economic result will show positive figures for this year. The acquisition made by the conglomerate, KBA Grafitec, was a “good decision” as Mr. Jens Junker pointed out. The integration of Grafitec into KBA preceded, according to the Chief Executive Officer, Mr. Junker "fast and to the satisfaction of KBA". The technical and production programme of KBA-Grafitec can be characterized as follows - The distribution network was strengthened and the investment projects, as advised by KBA at the EmbaxPrint exhibition in May 2005 in Brno, shortly after the March integration of Grafitec into KBA, are currently being fulfilled. The investment of 10 % of the turnover is set to reinforce the production technology, production area changes and the building of the new information system. In the KBA group of companies, the common investment rate is approximately 3 to 5 % of the total turnover.

The General Manager of KBA-Grafitec denied rumours of a KBA intention to sell KBA-Grafitec to a Chinese investor. The speculation has probably arisen from the fact that KBA-Grafitec continues to sell the Polly 66 printing machines with the original, Chinese distributor, while the Performa 66 and 74 machines are being offered via KBA China Company. Two distribution channels in one region are nevertheless nothing unusual. It is expected that the sale of Performa machines via the sales networks of KBA will increase in 2006. KBA-Grafitec has already organized nine product training programmes for the regional KBA representatives.

The Best Distributors

Part of the ceremonial evening, organized by the KBA-Grafitec company in the Havel hotel in Rychnov nad Kneznou, was the rewarding of the most successful partners of the international business network. The Chief Executive Officer, Mr. Jens Junker together with Mr. Jan Korenc handed over the prizes and gifts. The best Sales Representative for the year 2005 was Mr. Adam Slazynski from Krakow. He participated to a great degree this year, in the success of the Performa printing machines on the Polish market. The best Distributor of the year 2005 was presented to the Grafitec Slovakia Company which is responsible not only for the Slovak market but also for the Hungarian market. The co-owner and Director of the Grafitec Slovakia Company stated in an interview that his company has sold this year in Slovakia 38 Polly and Performa printing units and another 13 units are under "contract negotiations". Mr. Blaho estimates that this year the market share of the Dobruška machines in the Slovak machine market for SRA2 and SRB2 formats is 50 %. The reward for the best sales of KBA Performa 74 machines in the SRB2 format, presented by the Chief Executive Officer, Mr. Junker, was awarded to the representatives of the MatGroup Company from Istanbul who represents KBA-Grafitec on the Turkish market. The MacHouse Company from Kiev received a reward for the highest growth for price quality achieved in the Ukraine market.

Czech and Polish markets

KBA-Grafitec individually performs in many markets. Mr. Jan Korenc, the Sales and Service Director, mentioned the most significant – the Czech Republic and Poland. KBA-Grafitec sold 21 machines this year in the domestic market. In Poland, KBA-Grafitec has been selling on an independent basis, without the help of any central sales representative, since the start of the year. Sales are organized via regional sales distributors and service representatives. The company managed to sell 15 printing machines in the demanding Polish market and according to the estimated figures, will achieve a possible 45 % share of the Polish market with the sale of the four and five colour machines in the SRA2 and SRB2 format.

Since the year 2004, the structured offer of the Dobruška machines has been dominated by the SRB2 over SRA2 formats. The company will achieve 65 % of the turnover resulting from the higher format class and for the year 2006, the same profit share is expected. The producer has also increased the production and sale of the Performa 66 machine in the SRA2 format which are still particularly in demand in Central and the East Europe. The remaining market demand for the SRA2 format generally decreased. For example in France, from a total of 450 installed printing units from all producers of the SRA2 and SRB2 format, only 25 units were of the smaller format. “Even though the global market demand for the SRB2 format is higher, the printing machines of the SRA2 format also have a future” stated Jan. Korenc.

The discussion at the press conference also turned to service issues. Market examples show that the KBA-Grafitec top quality service is also a very strong selling point which is evidently an advantage for the Performa 66 and 74 machines. The manufacturer credits the strong service position mainly due to the prevention system and the top quality team of service staff along with the ever increasing quality of the Performa printing machines.

The Sales and Service Vice-President also answered questions regarding the sale of the CtP from the Presstek production. As the controlling company, KBA expressed their support for the CtP Presstek system sale project immediately after taking over Grafitec. KBA-Grafitec continues in the distribution of the Presstek by mainly targeting markets in the Czech Republic, Poland, Hungary and Slovakia. As Mr. Jan Korenc stated, the KBA-Grafitec Company was recently mentioned in the London presentation of Mr. Quentin Charles Baum, the General Manager of Presstek Europe, as the best European dealer of the CtP Dimension.