Can you tell us a little about your company?

IAI industrial systems B.V. has been at the forefront of secure document personalisation for more than 20 years, providing unique and advanced systems for governmental document issuance. Over 35 countries have put their trust on us for personalizing and securing their documents.

As result of our extensive knowledge and proven performance, IAI has gained an excellent reputation for the design and supply of personalization systems where laser and inkjet technologies together, with precision mechanics and control software, play key roles.

IAI’s portfolio comprises of high and medium volume personalization systems next to desktop systems.

What was/is your biggest challenge selling your products and services in times of COVID-19 ?

COVID-19 had and still has a substantial impact on the secure document industry. Therefore, the issuance of certain documents has been going down and several projects have been postponed.

Projects are experiencing challenges continuously; for instance travel restrictions, which are requiring extraordinary measures in order to make the projects move forward.

Travel restrictions also influenced business development and in most cases, customer contact was and still is limited to video conference.

Do you think your market has changed in the past year, and if so how?

The new ID and passport projects have been postponed due to COVID-19 and we believe that the impacts on the secure document industry is temporary and will take some time for the market to recover.

You will be exhibiting at Intergraf Currency+Identity Online (24-26 March 2021). What can participants look forward to seeing on your virtual exhibition space?

IAI is a proactive and innovative company. We will be delighted to show the participants IAI’s latest innovations and discuss the business trends and market needs with them.

Can you tell us a little about your company?

Koenig & Bauer Banknote Solutions is a unique partner for the high security printing community through the breadth of solutions we offer from design services to pre-press and printing technologies including logistics solutions or cash cycle expertise. We have continuously driven innovation to make banknote production always more efficient, environmentally friendly and secure. Our ultimate objective is to support the longevity of cash as the most secure, robust and sustainable means of payment around the world.

What was/is your biggest challenge selling your products and services in times of COVID-19 ?

At Koenig & Bauer Banknote Solutions we believe in partnership and partnership requires presence. Of course the travel restrictions have prevented us from being as present as we wanted to. However, in our mindset “there is no problems, only solutions!” This is why we have set up new tools and means of working in order to support our customers in the best possible way such as VPN support, WebTraining or making Banknote Horizons a virtual, yet personalized event. And we monitor the situation daily to evaluate feasibility for our experts to travel to customers’ site.

Do you think your market has changed in the past year, and if so how?

No, not fundamentally. If we could fear that the false discussions around cash and COVID could harm its usage, we have observed that it also brought cash and its unique attributes to light with an increase of cash in circulation at a global scale. So cash will remain and so will the need for solutions and services to produce it. The main change is probably around remote services, as mentioned just before. We have to be able to support our customers at any time. New technologies can greatly help as well as being more local, which we have also started to do with the implementation of our local hubs in Latin America and South East Asia.

You will be exhibiting at Intergraf Currency+Identity Online (24-26 March 2021). What can participants look forward to seeing on your virtual exhibition space?

2020 and 2021 have been filled with new solutions and innovations from us that we are excited to be able to introduce to our customers. This goes from new security features such as SPARK® Flow to LED curing including a brand new range of logistics solutions. Last but not least we have launched our SOI evo press, based on the proven Super Orlof Intaglio III that we have streamlined to keep the core of the Intaglio process. We then built it as a modular system that can evolve to fit each and everyone needs, with packs allowing to enhance the machine performance in terms of security, efficiency or environmental footprint.

Can you tell us a little about your company?

KURZ is a 5th-generation, family-owned company established over 120 years ago. From its beginnings as a gold foil producer, it developed into the world's leading manufacturer of superior transfer products including premium security solutions for banknotes. The KURZ Group, with over 5,500 employees, has over 30 sites worldwide and manufactures under standardized quality and environmental standards. Foils for banknotes are exclusively produced at our central bank-approved high security manufacturing site in Germany. Together with our subsidiary OVD Kinegram based in Switzerland, we have successfully created foil security devices for more than 300 different banknotes across over 80 countries, in cooperation with all major banknote paper suppliers and printers.

What was/is your biggest challenge selling your products and services in times of COVID-19 ?

First of all, we are missing the direct personal contact and interaction with our valued customers. But we adapted pretty quickly to the ‘new normal’ and of course we use every channel possible in order to stay in contact with our customers and possible leads. This means extensive use of social media, video platforms, webinars as well as more activity on our website.

Secondly, it is difficult to show security features with image change effects via video conference. We have ramped up our digital capacities to offer a comparable alternative, such as animations, not just for marketing but also for the approval process of real banknote designs. If you are interested in further details have a look at our customer magazine and read ‘Digital Design, Tangible Security (orofin.com)’.

Do you think your market has changed in the past year, and if so how?

Since the banknote market is a rather slowly changing market, it has not changed significantly in one year and was also not negatively affected by the pandemic. In some countries one could even observe a higher demand for banknotes which reflects the importance of cash especially in times of crisis.

We are also seeing trends towards a need for high-quality products and features, and a clear demand by central banks for independent suppliers to give them freedom of choice in the supply chain.

You will be exhibiting at Intergraf Currency+Identity Online (24-26 March 2021). What can participants look forward to seeing on your virtual exhibition space?

Following on from our successful webinar in 2020 we will of course focus on our new product line KURZ THREADS based on our various KINEGRAM® technologies. In addition we will showcase the latest innovations of the KINEGRAM® in general, and our solutions for Tax Stamps.

The Intergraf conference is a great platform to meet with the industry in these unusual times. We hope to make contact with existing and new customers and to exchange ideas about technologies, projects and technical solutions. Even in the online format we hope there will still be a chance for social contacts, which are an indispensable aspect of the security market with its basis in trust and understanding.