OUTPUT

What is it that creates the turning point in buying a new machine? PSPs and sign-makers might have decided that the time for investment has arrived. But, in all the ongoing planning of finances, workload, justification and space, there comes a catalyst which drives forward and concludes the decision to purchase.

Many wide-format platforms become popular and sell on reputation. Publicity about the different machines, and the ability to see potential investments at trade shows, help in promoting capabilities. Likewise, users reading about other users are encouraged by happy experiences, and word of mouth has proved to be a reliable interface between buyer and existing customer.

Seeing a machine being tested and manufactured isn't always possible if you're a business wanting to invest. Time constraints and logistics mean that it's not always practical to leap on a plane and travel to a distant production facility. But, if the offer is made, it's certainly worth accepting a manufacturer's invitation to get up and close and personal with what goes on inside its factory walls.

One of the highlights for me on this week's visit to HP Scitex in Israel was the fact that all the doors were opened for the visiting potential customers. At the company's Netanya site we viewed test machines being run in different configurations, and asked questions. And we were able to have a good rummage about in the R&D areas, look at some new developments which will be revealed soon, and see the X2 MEMS heads being put through their paces at very close quarters.

When we arrived at Caesarea and the HP Scitex production site we could carry through what we'd all discovered earlier and see the machines being assembled. While a lot of emphasis is being put on the FB7600 and its continuing developments, the floor was busy with several 5m roll-fed printers under construction along with some TJ platforms. Some of these were in a fairly naked state and barely recognisable; others were more advanced in their construction. But all were available for close inspection from us visitors.

During the years I've visited a lot of production sites of varying shapes and sizes and in different parts of the world. Some manufacturers are more accommodating than others, and no doubt have their own reasons for adopting their privacy or openness policies. But the value of being able to delve more deeply into how machines are developed and built is far greater than merely travelling considerable distances to stand in a showroom environment.

It takes a lot of confidence to let people loose in R&D and production areas. But, if I were about to invest, I'd place enormous significance on a manufacturer confident enough to open its doors.