Say What? A quick word with Graham Tweedale of Xaar

Who are the sort of clients that Xaar targets?

We have two types of customers: OEMs who are well versed in inkjet and do not need data path or ink systems and know how to integrate it and then there’s the User Developer Integrators. They want to transform analogue processes to digital but don’t know how to go about it.

What is it that Xaar offers the UDI clients?

We can offer everything they need, printheads, electronics and data paths and connections with ink suppliers that supply Xaar. If they get a problem, they only have to call Xaar. That is something that you cannot get if someone is just doing the inkjet head integration.

What are the benefits for them in working with Xaar?

We want to make sure that we understand the customers’ ROI for the project. We need also to understand the technical capacity of the customer and where we will need to support them.