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Jenco upbeat as its golden jubilee approaches - China Feed Extruder - China Liquid Filling Machines by akjxue@sina.com akjxue
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Jenco upbeat as its golden jubilee approaches - China Feed Extruder - China Liquid Filling Machines |
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Business,Business News,Business Opportunities
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Barry Copping visits the Hainault-based ancillaries specialist Jenco anddiscovers that the company will celebrate fifty years of operationin 2013, offering a full range of ancillary systems for theplastics industry as well as other sectors. Having completed forty years" service with the company,managing director Paul Jensen is well placed to view historicaltrends: "For many years we drew 85-90% of our business fromexisting customers who were pleased with our products and servicesand placed repeat orders. "Things slowed somewhat in the early 2000s in line withplastics industry performance overall. In the last two to threeyears in particular, we"ve seen a substantial influx of newcustomers – around 100 in the last two years –particularly since my fellow director Glen Auker joined us." Bespoke systems The company cites as its unique selling proposition the degree towhich it can engineer and tailor ancillaries systems especiallyclosely to customer requirements. Jensen explains: "Ourmanufacturing capability is probably unique in the UK.
While wenaturally source equipment from other suppliers where appropriate,we score heavily over competitors who sell only standard kit.Should this need modifying to suit changed conditions, it may haveto return to an overseas manufacturer, and the answer may well be'no'". Exports An impressive range of export destinations includes Canada, India,Nigeria, Poland, Romania, Saudi Arabia and Singapore. Jensenelaborates: "Each month we receive two or three exportorders. Some are at the higher-value end, by which I mean fullsystems at £30,000-£40,000 value; others might berepeat orders for, say, hopper loaders. Exports account for around20% of Jenco"s business.
Auker chips in: "There arehuge export opportunities to be developed and exploited." Jenco has no shortage of international competition, emanating fromDenmark, Germany, Italy and Sweden among other countries. Of theFar East, Jensen says: "This is most significant at thebottom, lower-priced end of the market. But we"re alert tothe potential for greater competition, and are nevercomplacent." Powder handling The company claims particular strength in powder conveying systems.Jensen explains: "These are not rocket science, but of coursepowders can pose particular challenges in maintaining an even flowand preventing clogging. Our standard systems perform particularlywell here, and are an important element of repeat business. Almostall profile extruders (both in the UK and abroad) use Jencoequipment." Controls The physics and mechanics of ancillary systems are of course thesame as when Jenco began, but control systems have changed out ofall recognition.
Jensen comments: "Developments in controlsare progressing ever more rapidly. Certainly high-end controlsystems are much more affordable now, much easier to use for theoperator, and much more straightforward to integrate with machinerythrough common programming protocols. But what can be frustratingfor both us and the customer is the changes that suppliers of, forinstance, programmable logic controllers (PLCs) keep introducing. Agiven controller may be superseded after as little as two years bya new model which is not compatible.
Controllers are not cheap, andthen there are reprogramming requirements." "We really do try to keep control systems as simple as we canfrom the operator's point of view. It's all very well selling afantastic new control to the customer"s engineer whounderstands fieldbuses, HMIs and so on, but for the averageoperator the system needs to be simple to use, transparent androbust." New distributorships Jenco has recently expanded its range by concluding newdistribution agreements. Jensen outlines these: "We"reexcited by the opportunities presented by taking on TSM blenders,which are excellent products. TSM"s proximity in Ireland isreassuring. Also the Helios Oktomat bulk bag discharge system,which already has a strong track record in the UK, whichwe"re looking to build on.
"We're making very good progress with the Coloursavegravimetric additive Feed Extruder system. Processors are increasinglyrealising the benefits in terms of accuracy and consistency ofreplacing volumetric dosing by the gravimetric method." Auker remarks: "Given our extensive range of ancillaries,every sale of a particular piece of kit can lead to furtheropportunities elsewhere in the customer"s process, which welook at as a whole: vacuum conveying, blending and drying forinstance. Recycling is becoming an increasingly important marketfor us, with shredders and granulators." Reliability Auker continues: "Some of our competitors make great play ofproviding 24/7 service cover on ancillary equipment, but Jencoprefers to put its effort into rock-solid reliability in theinitial installation. This is vindicated by the high proportion ofcustomers who have never experienced a single fault with our kit– and this naturally leads to repeat orders." Jensen concludes: Long-standing customers sometimes request sparesfor Jenco machines that are 25 or even 40 years old and we arepleased to supply these.
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