The Indian market has received strong support from KBA in recent years. According to Aniruddha Chatterjee, senior executive of Indo-Polygraph Machinery, KBA’s Indian distributor, leading packaging printers and converters are technically savvy and they are listened to in Radebeul. Significantly, two of the leading Indian converters are now amongst the KBA global key accounts.
The installed base of highly configured presses amongst the leading Indian packaging converters rationalizes Indo-Polygraph’s high service levels in the country which now has more than 36 engineers with most of the sheetfed engineers trained at Radebeul. Chatterjee who has recently been active in KBA’s sheetfed sales’ thrust in the Eastern India packaging market speaks about the overall professionalism of this effort. “We take every sales call with respect. Generally three team members meet the customer. I take along an application engineer and a service engineer so that we can both develop and share our domain knowledge. We make a very detailed presentation and are able to give practical answers based on field experience to questions on cost of operation, cost and time of changeover and other questions.” Apart from Chatterjee, Indo-Polygraph’s senior team now includes Gagan Saigal, Ashish Sawant and Raj Kumar.
KBA in Radebeul also supports the Indo-Polygraph sales team and the service engineers in the field are supported by more than 20 KBA engineers who make up the 24-hour remote diagnostic team. Potential buyers who visit the KBA factory and demonstration centre are encouraged to upload their own files through an internet link and two of their jobs and a changeover are shown live when they visit. Customers meet senior engineering design and production personnel and are able to expand their domain knowledge and discuss special configurations and technical requests.