When PLAMA was founded in 1977, PET preforms were still an area that had hardly been addressed by anyone. What did the company’s offering comprise initially?
PLAMA focused on the distribution of used machinery. At the beginning, the offer comprised injection moulding machines, with our focus later moving towards extrusion and blow moulding machines. Our speciality was and remains projects that require durability, expertise and service provision. Today, around 70 per cent of our sales are accounted for by extrusion machines, primarily on a second-hand basis, although we also sell new systems. The area is now independent and operates under the brand “PLAMA Engineering” (www.plama.de).
PLAMA was founded by H. Thom and K.-H. Pütter. You are now owner and CEO. How did this come about?
I joined PLAMA in 1985 when I started my training as a wholesale and export merchant. At the end of the 1980s, K.-H. Pütter left the company, providing me with the opportunity to contribute to the firm. From this time, H. Thom and I assumed the roles of senior and junior, respectively. I became a co-owner in 1996, and the company was subsequently managed jointly. Since the retirement of my business partner at the end of 2003, I have held all shares in the company and preside over both PLAMA Plastik-Maschinen GmbH and the subsidiary PLAMA Engineering GmbH as CEO.
In 2004, PLAMA moved into the area of PET bottle production with the takeover of a company. What prompted you to make this move?
There was absolutely an element of chance in this development. One of our blow moulding machine customers was experiencing financial difficulties. The customer portfolio was in place and the systems were in good order. It was only at a business level that there were shortcomings. We took the decision that the company would join us and continue its production operations. As it has turned out, it was a good decision for everybody involved. As early as 2007, we were producing bottles with three systems.
You have also been producing PET preforms since 2009. Why?
Our bottle production volume was increasing year on year. As far back as 2007, we were considering whether it would not make sense to manufacture the required preforms ourselves. We also recognised that the blow moulding business only has a limited future over the long term due to the high transport volume. In 2009, operations started with the first system, and during the following 18 months we only produced for our own requirements. We used this time intensively in order to achieve a level of quality that corresponds to our philosophy and to acquire the required certificates.
What does production look like today?
Since recently, we have been producing with several high-performance systems. At present, we could theoretically achieve a production volume of almost 800 million preforms and 150 million bottles. I say theoretically because you, of course, also have to sell the volume you produce. In reality, we anticipate that we will produce between 600 and 650 million preforms and process between 8000 and 10,000 tonnes of material this year.
What does the future hold?
We now manufacture preforms from start to finish and deliver them to our customers using our own vehicles. PLAMA is posting growth of between 25 and 30 per cent every year. Preforms are our future. We are therefore planning a further PET preform system. According to our planning figures, we are likely to achieve a capacity of well over 1 billion in 2019 or 2020.
That is an impressive growth trajectory. What do you view as the benefits of PLAMA?
With us, customers are treated as equals and feel that their concerns are taken seriously. My many years of experience have shown that customers very much enjoy collaborating with smaller companies where they are really understood and viewed as a partner. The second point is our flexibility, and this goes hand in hand with the foregoing. Even during this exceptional summer, it was therefore possible to deliver to our customers within two or three days after the receipt of their orders. I believe a further benefit is the consistency we provide in terms of quality. An order is always completed on a single machine and with a single raw material. This means that the first preform is identical to the two-millionth. A fact that is decisive in the blow moulding and filling process. Our customers also benefit from our experience that we have in the blow moulding of bottles.
You have made considerable investments in recent years and are planning to take a further growth step. At the same time, PET is coming under public pressure. How do you view the future of the raw material?
The debate is difficult. In principle, the raw material offers many benefits and is very diverse as regards recycling. It is important that both producers and consumers accept their responsibility with respect to the environment. Our membership of PETCYCLE is one of various measures that we at PLAMA have taken with this in mind.
What is PETCYCLE exactly?
PETCYCLE is an association that was founded by committed companies in Germany. Its members comprise firms that are active in the plastic container value chain. As producers, we are required to ensure that recyclate makes up at least 55 per cent of our products. This material is acquired from used PET bottles of participating beverage manufacturers. PETCYCLE bottles can be identified on the basis of an octagonal or decagonal neck ring. The symbol for a “clean” bottle.
Where do you see diversification potential for PLAMA?
PLAMA continuously receives requests to produce other products. For environmental reasons, as well as others, we want to remain a regional company, however. We tend to envisage expansion in the area in which we are already active. At present, the level of demand in the region exceeds the volume that we can supply. And for as long as this is the case, we will continue to invest in our current core business.
Since 2014, you have been putting your faith in the Swiss configuration Otto Hofstetter-Netstal. What prompted you to make this move?
Quality, durability and proximity were the most important criteria in the selection. We were ultimately left with two options and chose the combination of Otto Hofstetter and Netstal. I was further convinced by a factory visit in Switzerland. Everything was disclosed and the origin of every part was traceable. It is very important to me that I know where my infrastructure comes from.
Why are proximity and durability important to you?
It is important to me to be able to respond to any challenge. After all, if we are unable to deliver once, customers will look elsewhere. It is for this reason that I want to have partners that are located close by and to be sure that they can respond quickly. Durability refers to the mould in two respects. Firstly, the moulds are extremely robust and allow for very long running times without interruption. Where necessary, we are therefore able to leave a machine running non-stop for four or five months. Secondly, the master mould of Otto Hofstetter AG allows for the mould to be adjusted in line with changing requirements. If I were to establish my company today, I would once more place my faith in this combination.
In which areas could the production of PET preforms be optimised?
Alongside material costs, energy costs are a massive issue for us in Germany. This is also the reason why we do not work with used systems. While this would of course be possible, the energy balance would be considerably less favourable. The new Otto Hofstetter AG system consumes around 30 per cent less power but provides almost 55 per cent greater capacity. Due to the power situation in Germany, we are looking at switching to gas burners.
In which areas could Otto Hofstetter AG support you?
With respect to energy costs, the cooling time is currently an issue. A development has taken place at Otto Hofstetter AG. The cooling times are already at a good level. Nevertheless, we would of course be very happy about any further improvement in the moulds’ energy balance.
In what area could Otto Hofstetter AG still improve?
It would be desirable if Otto Hofstetter AG implemented new findings as quickly as possible in new products. I also see potential for improvements in the area of product development and with respect to testing possibilities. Prototypes are a very important matter for us as well. Here, time and costs are decisive factors. I would very much welcome improvements in this area. After all, it also represents an opportunity for new business for Otto Hofstetter AG.
Customisation is a megatrend that is challenging many areas of the economy. Are you observing corresponding signs in the PET world?
At PLAMA, we are not fans of custom products. The risks are too great, both for our customers and for ourselves. In the case of standardised products, we can assume that they will also function during heatwaves in summer or very cold periods in winter. If we are not absolutely convinced that an order can be implemented seamlessly, we do not accept it. In general, we believe that standards represent the safest path for both partners.
Thank you very much for the enlightening interview, and I wish you continued success at PLAMA in the future.
