PETpla.net Insider 10 / 2010

MATERIAL / RECYCLING 34 PET planet insider Vol. 11 No. 10/10 www.petpla.net by Husky itself, which helps with buyer confidence and sense of secu- rity. MachinePoint is also able to offer financing through its Finance division, which operates as a separate com- pany dedicated to providing solutions for industrial equipment purchase. Second only to Husky in used injection moulding machinery is the PET-Line production system from Net- stal. The leading brands (by demand) in used blow- and stretch blow-mould- ing equipment are Sidel, Krones, Sipa, Side, Nissei and Aoki – with local variations. IBM Nissei machines are popular in India; local technical services and OEM presence are sig- nificant factors influencing demand for used machinery in local markets. Key points The key to make it smoothly for buyers and sellers of used machinery, is to count with the right assessment during the whole process. Machine- Point team does consultive selling, where customers are experts on every technical, legal and logistic issue along the whole process. MachinePoint says that prospec- tive purchasers need to bear certain important points in mind when buying used PET machinery. First, they need to ensure they have access to quali- fied engineering and maintenance providers in their region. The equip- ment has to be complemented by an assured supply of reliable and cost- efficient ancillary products. It is vital to have all the manuals and instructions. Dismantling, loading and packaging the machine should be personally supervised, in order to make certain that the equipment is not damaged during the process. The company is prepared to look after logistics tasks, such as arranging the right transport, insurances, legal issues, export- import docs, etc. Sellers, too, have to be aware of the issues involved. The process can be complex and time-consuming; operators themselves are unlikely to have the experience and expertise in-house, which is where a company like MachinePoint can be invaluable, in providing access to an interna- tional network of lawyers, technicians, machine manufacturers, forwarders, riggers, brokers, dealers, agents and auctioneers. It bases its reputation on selecting the best machinery and providing the best available engineer- ing and logistics service to its custom- ers. It can deal with collection, legal agreements, dismantling, packaging, loading, transportation, customs for- malities, commissioning or repairing the machinery. International scope MachinePoint Group is an inter- nationally-operating organisation that is dedicated to providing what it calls ‘smart equipment solutions’ to selected niche markets. Machine- Point Used Machinery, as its name indicates, is the division dedicated to the trading of used machinery. It has a team over 40 people and a well- established international presence, which enables it to make international trading of used machinery easier and more secure for both buyers and sellers. It has sold machines in 85 dif- ferent countries around the world, has experience and expertise in valuating used equipment and can be found in most of the major European markets. It has representation in Germany, Italy, Poland and Russia, as well as its European and world HQ in Spain, and maintains offices in North Africa, India and Turkey. It has strategic partner- ships in Latin America, with OEMs worldwide and relationships with local sellers in various markets. The com- pany has plans to further expand its global presence. The requirements for sellers vary, depending on their circumstances. For some, time is key in order to liberate space in their factories for new equip- ment. For others, price is the highest priority – which has led MachinePoint to turn down some equipment, as overpriced. New machinery has seen price decreases over the last few years and this affects used machin- ery prices, too. Some manufacturers would rather invest their time in get- ting maximum profitability in the sale of their used equipment. Rodriguez says that selling used equipment is time consuming and involves risks and there is an opportunity cost in committing resources to used machin- ery selling and not to core business. International transactions are com- plex, as are payment methods, as well. Dealing with certain countries’ letter of credit and local specifications can become complex and he recom- mends careful thought before com- mitting to undertake such disposals without professional help. The group has also MachineP- oint Finance, the division dedicated to provide financial solutions to the equipment industry and MachineP- oint Food Technologies, a division that does turn key projects and proc- ess for the beverages, dairy and agro-food industry. www.machinepoint.com Most of the used Husky equipment sold by MachinePoint is audited by Husky itself