By Jon Thomson,
Marketing Manager, von Drehle Corporation, USA
Many
people may not remember, but it used to be that, in North America, you could
go to a lumber mill or hardware store and purchase a "two-byfour" -
and what you received was a piece of lumber that was two inches thick by
four inches wide (5 x 10 cm). Over the years, the lumber industry - in an
effort to increase profits - has reduced the so-called "two-by-four" to
today's standard of one and one-half inches by three and one-half inches.
But no one ever goes into a hardware store and says, "Hi, I would like
to buy a one and a half-by-three and a half."
Many of today's towel and tissue manufacturers are beginning to follow
this trend. A standard 9" (23 cm) roll of jumbo roll tissue (JRT) has
always contained a standard of one thousand linear feet (approx 300 m) of
tissue. Many manufacturers offer larger rolls, but the minimum standard
has always been one thousand feet - until now.
In the same effort to increase profits, many paper manufacturers - both
domestic and foreign - are now producing 9" jumbo rolls that contain
800 linear feet per roll or even less. They will "fluff" the rolls
or roll them "looser" to achieve the 9" diameter that their
customers expect. Do they advertise or openly inform their customers of
this new shorter length? Usually not. Many manufacturers will simply mark
their containers as being 9" JRT and count on the fact that their customers
will assume that it contains the same linear feet of product.
Are you getting what you pay for?
Some manufacturers print the feet-per-roll on their containers and then
provide much less. As much as 36% less! Recent testing and measuring of
towel and tissue products have shown that a large percentage of the products
do not come close to meeting their advertised specifications. Hardwounds,
centrepulls and tissue products of all configurations have all tested short.
Furthermore, length is not the only issue. The basis weight (density)
of the paper is also commonly compromised. One towel product was specified
as 20 lb. paper but actually tested out as 15.6 lb. To make matters worse,
it also tested short. Another example showed that one manufacturer's towel
product had the same basis weight as its tissue product.
Why the deception? The simple reason many manufacturers and converters
provide short rolls or under-spec products is to save money and increase
profits. Basically, most towel and tissue products are priced by the pound.
The longer the roll and/or the heavier the paper, the higher the price will
be, as well as the associated costs of manufacturing. If a manufacturer
can produce towel or tissue that is below stated or perceived specifications
- and charge nearly the same price as the expected specified products -
profits go up dramatically.
Furthermore, if the manufacturer reduces its sale price - which it can
because its manufacturing costs are much less - it will be able to undercut
the competition that provides products that meet the stated or perceived
specifications.
Better value or just cheaper? Just because a case of tissue or towels
is $2.00 a case cheaper, it doesn't necessarily mean it's a good deal. If
a manufacturer is giving you 25% less footage and 25% less basis weight
at a 15% "savings" over its competitors - you are actually paying
35% more for its product. In addition, it will take approximately 50% more
of its substandard product to equal the same amount of quality, spec product.
Essentially all of us are affected by this new trend. End users get an
inferior product. End buyers are paying for product that they are not receiving.
Usage increases due to short rolls or substandard specifications and customer
complaints increase significantly.
Distributors are also paying for product that they are not receiving and
complaints are passed on from the end users. Ethical manufacturers lose
sales because they cannot meet the pricing structures of those that provide
short or low-grade products.
What's the solution?
In a perfect world, every paper manufacturer would provide quality products
that meet or exceed stated or expected specifications. A 9" roll of
JRT would always contain a minimum of 1,000 linear feet of quality tissue.
A hardwound roll towel that is advertised as 600 linear feet would always
have a minimum of 600 feet. Unfortunately, this is not a perfect world and
there will always be those that attempt to cut corners and increase profits.
Ask the manufacturer's sales rep for product spec sheets for every product
you consider or currently purchase. Make sure that the length is clearly
printed on the spec sheet and the containers. Do not assume that just because
it says that it is a 9" JRT that it contains 1,000 linear feet of tissue.
Ask the manufacturer's rep if he has a portable measuring device. Ask him
or her to measure its products in front of you. An ethical manufacturer
will not hesitate to demonstrate the quality of its products and the integrity
of its company.
Continuous testing can help ensure that you are getting exactly what you
pay for. Randomly chosen sample rolls should be measured on a regular basis
as some manufactures have shown to provide quality specified products in
the beginning and then start providing shorter or lower quality products
as time goes on. If you find that your supplier is not giving you what you
are paying for - find another manufacturer.
Today, there are many towel and tissue manufacturers and converters to
choose from. Having the information to distinguish between a "cheap
deal" and a "good deal" is critical. Do you want a "one
and a half-by-three and a half" or are you wanting to get what you
pay for?
Fortunately for all of us, there are still some ethical manufacturers
who want your business and continue to offer true "2-by-4"s.TW
