Heidelberg is targeting the high street and franchise chains sector with the creation of a team dedicated to small-format consultancy.
Richard Bradley, Heidelbergs UK marketing director for presses of B3 and below, said the ordinary "front line" sales team "have to handle everything from a 102 12-colour down to a small guillotine. We wanted to ensure the mom and pop shops get looked after. It is a very focused customer team."
It will help customers find the right product or workflow combination for their business, Bradley said. Market research suggested that the small offset market would continue to be important, he added.
The unit, three-strong so far, comprises people from pre-press, press and production. One more person will be recruited and it is "feasible" the team may grow further, Bradley said. "We have a range of knowledge across the industry." The team will report to regional sales managers.