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The Teknek XWCH3 Wide web cleaners

Without the “Core” it is only a conveyor

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Content

3.............................................................. Introduction and Executive Summary

4..........................................................................................................Overview

6................................................................................... Sales Manual Overview

7..............................................................................................................Market

8................................................................................... Competitive Landscape

10........................................................................................... Market Dynamics

11.........................................................................................Benefit Proposition

12...............................................................................................Target Markets

13.......................................................................................... Products Offering

16......................................................................... Positioning and Key phrases

17............................................................................................................Pricing

18.......................................................................................Selling The XWCH3

21.....................................................................................Question and Answer

24.............................................................. Appendix’s “ XWCH3 product data “

1. market model 2. machine images 3. application layouts 4. machine configurations 5. summary of contact cleaning systems

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1 Introduction and Executive Summary

The Teknek XCH P 3 programme has been very successful with many installed units in the field. The challenge with the range is that all products are essentially “specials”. Each product requires a RFQ, then a quote. When we place an order, it goes to contract review, it is then individually entered onto the MRP system. It all takes time and can be a source of errors. One of our competitors has also copied the mechanical design of the XCH P machine making their own product look identical to the Teknek XCH P system

The engineering department was asked to redesign the wide machine with the following goals:-

• Designing a machine that would cover 80% of standard applications, removing the need for the RFQ system.

• Design a machine with approximately 25% less parts. • Design a machine that is 25% quicker to build.

The XWCH3 machine programme is the result of this work. Combine Teknek’s innovative roller and adhesive technology with the new mechanical changes on the machine, and then the XWCH3 is the world’s best wide web cleaner available.

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2 Overview The XWCH3 range is a new innovative product that offers both single and double side cleaning of a web material. The new mechanical benefits on the XWCH3 address some key issues that have been brought up with the XCH P 3 for example:-

• Always needs a RFQ – slows the process • Confusing number of variations • Slides and covers are expensive • Overall size of the machine is large • Set up and maintenance can be difficult • Large heavy control box and umbilical cable • Heavy rollers – high tension on web

XWCH3 Capability Diagram (double and single sided machines)

600 mm 1600 mm 1800 mm

Vertical machine – slides and or covers

2500 mm

Custom

1000 mm

Horizontal machine slides and or covers(slides on bottom of machine)

2200 mm

Vertical / Horizontal machine with or without covers(No slides)

Custom

Custom

Web Width

250 m/min 350 m/min

XWCH all configurations

600 m/min200 m/minWeb Speed

Custom design or consider XCHP 6 or XCH 6/200

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The XWCH3 has many unique properties that will offer a variety of benefits to the customer:-

• Modular design “ DFM “ – Quicker delivery time • Compact and robust design – long term investment • Minimum space required for mounting –easier to retrofit • Standard mounting brackets available - cheaper to install • Full access to the adhesive roller – easier for operator to use • Optional anti static system – keeps the web clean after rollers • Improved slide design – lighter to use – happy operators • Standard control box – easier to integrate and use.

That said – the main product differentiator between a Teknek machine and any other contact cleaner is the still the roller technology.

A Teknek Cleaning core will clean better - Proven!

The XWCH3 is available with the option of our latest proven roller system. The silicone free Nanocleen™ rollers with Nanocleen+ adhesive rolls. Nanocleen™ is now a proven product providing its unique properties in a number of critical industrial coating applications.

• Removes particles down to 25nm (nanometre = 10-9 metre) • Completely Silicone Free – Silicone free contact cleaning roller and

adhesive, vital for industrial coating and the like • Dissipates Static – essential for electronic assembly and others,

reduces static by a factor of 10 compared to traditional contact cleaning rollers

• Is lightweight, around 50% less than traditional contact cleaning rollers so cleans without applying undue force on substrates and easier to use for longer periods of time

• Can remove at least 25% more than any other roller and in many cases 50% more – guarantees to remove debris that other brands leave behind

• Improved anti-wrapping properties vital for thin film applications • Clean room compatible – cleaning core is both Silicone and paper free • Unique Nanocleen chemistry cleans but has little effect on substrate

surface energy; contact angle is reduced by 70% more than with conventional cleaning rollers

The Nanocleen™ cleaning core is available in all new XWCH machines, as well as upgrade kits for existing Teknek machines.

Nanocleen™- tomorrow’s contamination problems solved today.

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3 Sales Manual overview Objective This sales manual is not designed to replace our knowledgeable and experienced sales team. Its role is to assist in the selling process as follows:-

• Provide a framework or template to ensure that the correct product messages are conveyed to customers

• To help promote a consistent message to all customers irrespective of their location.

• To help build the Teknek the brand as world leader in the market • Provide a wide range of background information & tools to help Teknek

staff sell more. The manual is not exhaustive, and the marketing team that put this together welcomes suggestions as to how it could be improved. The manual is structured as follows:-

• Sales and Marketing Overview – all pages with BLUE tabs o This provides the ‘story’ of XWCH3 product

• Selling XWCH3 – all pages with GREEN tabs

o Sections ??? provide detailed background to ensure both product and market knowledge but also additional information which supports the claims we make for the product.

• Appendices – all pages with RED tabs

o Appendices. These provide even more information relating to specific points within the design of the product.

• Supporting Information – all pages with YELLOW tabs

o This section contains materials which are part of the overall sales and marketing pack, including

� PR – Press releases � Product Stories � Photographs � Customer Testimonials

• Sales Presentation

o A PowerPoint presentation which is designed to be used with all customers. It is a basic outline to help guide you through the key points relating to New XWCH3 Product.

o Available on CD and hard copy.

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4 Market The market segments for the XWCH3 are well defined, in that we currently sell the original XCH P3 into the same sectors i.e.

• Industrial coatings and lamination • Flexible packaging • Siliconising • Copper/Aluminium coating • Optical films • Glass

The market has moved from an educational based sale to a more commodity-based sale. It is no longer required to inform customers how contact cleaning works, but to differentiate Teknek from other types of cleaning systems on the market. The selling process still requires emphasis on the Teknek Value proposition. We are the best value on the market

• We now need to know our competitors machine configuration • We need to know the cost of the customer process – equipment and

materials • We need to know the ROI on our equipment in each market sector

History of XCH P3 Sales (up to June 2010)

Financial year Quantity Sales Value Contribution

2007 24 £535,448 45%

2008 46 £882,349 49%

2009 24 £734,279 62%

2010 5 £90,273 65%

Totals 99 £2,242,349 53%

Market Opportunity The XWCH3 is one of the highest value products in the Teknek stable with an average selling price of $25,000 per side. As such it contributes a large amount to the overall machine sales of Teknek each year. The manufacturing lines that require this type of clean machine are normally very expensive (several million £’s) and processes very expensive material. The ROI for a clean machine can be a few months. (See appendix for Market opportunity model.)

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5 Competitive landscape The competitors are regionally based –local companies working in their own geographic areas. Teknek is the only supplier with a supply chain set up to be truly world-wide. Define what makes a competitor? 1 Define the technology that is used. Is it contact cleaning or another type of technology? (Air, vacuum, brush, ultra sonic or roller only) The sweet spot for Teknek equipment is where the product is of a high value and has low levels of contamination. 2 Establish what size of particle will cause the process a problem

Market positioning of technology

Brush / Air

Contact CleaningCombination Brush and

contact cleaning

High levels of contamination

Hig

h P

rod

uct

valu

eL

ow

pro

duct

valu

e

Low levels of contamination

Roller only solution

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Contact cleaning competitors – Wide web (See summary sheet in Appendix) EMEA

• Kelva (contact) • SDI • KSM • Hildebrand • Yeildmax

Asia

• Osada • Rayon • Yangpower • Herling • Rollers only – several manufacturers e.g. Katsura/Technoroll • Note – Shinko is famous but has no contact cleaning.

USA

• Polymag • Egan • Tekena (uses Yangpower) • SDI • Kelva • Abba Rubber – roller only.

The majority of competitors use that same selling argument – “We are the same as Teknek”. They then compete on price only.

KSM WASP

Yangpower The machines look the same - Teknek cleaning core is our main product differentiation.

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6 Market Dynamics With little independent data, we have to rely on anecdotal information, which suggests that in the main, contact cleaning is now an accepted industry solution to cleaning a web. There remain grey areas, which can form a barrier to a sale.

• Silicone can be an issue to the process. • Static can be an issue to the process • Customer does not want to touch the web • How long will the rollers last • Tension on thin films • Gaps in the rollers and adhesive rolls • High operational speed • Installation of the machine • Service and support of the machine – is this world wide? • high levels of contamination • high operational costs • high capital investment

This leads us to a simple conclusion – the cleaning performance and reliability should be the key factor to any decision made in the purchase of a contact cleaner. The XWCH3 machine brings with it a number of innovative mechanical features, however the roller technology remains the main USP.

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7 Benefit Proposition

a. Best Cleaning in the world – Proven! The combination of Teknek cleaning rollers and Teknek adhesive is scientifically proven to be the best in the world. Teknek manufacture all the major roller components in house specifically for use in a clean machine. b. Leaves no Trace Nanocleen™ cleaning core (roller and adhesive) is the only silicone free manual cleaning solution available:- All other competitor offerings are constructed using a silicone release liner on the adhesive roll. d. No part of the web is missed. With the range of wide adhesive rolls, there is no area of the blue roller that is not cleaned. Reduced vibration, no chemicals, and simple root cause analysis using AR. c. Gentle cleaning with no scratching, stretching or wrinkling of the web. Light weight low tack rollers, suitable for processing thin wide webs at speed. b. World wide availability of spares and adhesive Teknek has manufacturing in three continents. Short delivery times for genuine Teknek parts. c. Loved by operators and maintenance staff Easy to install, easy to maintain, easy to use. New features make it more user friendly. f. Short return on investment Contamination is trapped in the adhesive roll so the web must be cleaner. Installation of a Teknek web cleaner will reduced scrap, reduced line downtime - use these simple measures before and after to justify investment.

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8 Target Markets End users – retrofit and new equipment. Manufacturing companies that process high value product e.g. films or non-woven products. Where critical contamination is 100micron and less an air or brush system cannot remove these particles.

Why do they need to clean the web?

1. Quality – improve yields 2. Reduce machine down time – make more 3. improve efficiency of system ( inspection) – reduce ghost faults 4. Reduce scrap 5.

Applications :- Base material manufacture, coating , laminating, Calendering, Extrusion, printing ( screen, flexo, inkjet), liquid food packaging, security paper / films (banknote), films used in automobile interiors, bag making (medical) Materials :- Polyester, BOPP, CU Foil, AU Foil, Polyimide (Kapton)Tyvek, Glass , ceramic, PU coated paper, medical tape (see diagram in appendix) OEMs Equipment manufacturers Companies that manufacture equipment used in coating, extrusion, laminating, printing, winding, calendering, embossing, slitting (only new machines) Extrusion machines Laminators OEMs will often take the easy option – easiest to install or the cheapest product. Emphasis should be made on how much margin the OEM can make and what is the correct product for the end user. If they are market leaders then they should align them selves with similar types of suppliers.

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9 Product Offering Available in the following widths: 600 – 2500 (see capability chart) Available as: Single side cleaner without support roller Double side cleaner Available with traditional Panel, Film, F3 and Nanocleen Available with traditional ARBS adhesive and also ARNS Nanocleen + adhesive Clean Room friendly materials used within the product Cover option Roller opening option Mounting: Double side unit is installed using the side plate

Single side unit is installed using the side plate. Installation drawings are available from Technical services. Standard installation bracket is available

Machine On/Off control by means of a 0 volts, 12 volts, 24dc, 110 / 240AC supply

Anti - Static system. Option

• One anti static bar and transformer – Bar supplied loose, Transformer in its own box. It can be wired through the control box.

Adhesive rolls

• ARB / ARN sheeted - Box of 4 adhesive rolls • Nanocleen Plus now available from 1500 – 2150mm (Note:- sold as a

single adhesive roll when over 1500mm wide ) The product range is fully CE compliant

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9.1 Product Specifications:

Key Features XWCH3 product Detail

Cleaning Width

See capability chart

Machine options Double Side or Single Side

Cleaning, Covers Covers available to suit each configuration

Direction of Material

Flow

L>R & R>L

Roller

F, P , F3 & Nano

Adhesive Type ARBS & ARNS

Nanocleen + up to 2150mm on a single core

Speed

Range, 1 – 350m/min

RFQ for faster

Anti Static

Single or Double

Optional bar supplied loose

Anti Static Volt

110 & 220v

Optional Transformer supplied loose

Frequency

50Hz - 60Hz

Roller opening 100mm or 25 mm Various configurations

available.

Control System Push button of PLC controlled

Will default to PLC when machine is fitted with covers

Finishing Kit

UK, USA, EURO, ASIA

Body Finish

Anodised Aluminium, stainless

steel

Covers optional – Perspex and aluminium

Manual

UK,

UK Standard ( CD )

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9.2 Units for sale

600 mm 1600 mm 1800 mm

Vertical machine – slides and or covers

2500 mm

Custom

1000 mm

Horizontal machine slides and or covers(slides on bottom of machine)

2200 mm

Vertical / Horizontal machine with or without covers(No slides)

Custom

Custom

Web Width

250 m/min 350 m/min

XWCH all configurations

600 m/min200 m/minWeb Speed

Custom design or consider XCHP 6 or XCH 6/200

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10 Positioning Key Words/Phrases Fully integrated cleaning system for all converting applications

Without the “core” it is only a conveyor Cleaning

• Low tack cleaning • Easy to use • Worlds best cleaning • Versatile, modular, robust • Proven technology – low risk • Improve on the best • It just works! • Without the core it is only a machine.

Teknek

• Experts • Experience • Knowledge • World wide support • Best Value and experience • Know the market • Easy to work with • Risk reversal • Long term relationship

The combination of our elastomer rubber and engineered adhesive rolls results in the unique, high performance Teknek Cleaning Core.

Knowledge – Global experience - multiple industry sectors Innovation - proprietary technology – proven results Value – unrivalled cleaning performance – highest yield improvement

Teknek Cleaning Core - made in Teknek

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11 Pricing The pricing plan is designed to be similar to the old XCH P3 product it replaces. Simply the customer will get more for the same. The product represents the best value cleaning system on the market. The pricing system will:-

1. Present a standard machine with various options across the range. 2. The traditional elastomer in Panel, Film, and F3 are all priced the

same, the Nanocleen will have an additional charge in-line with our other equipment.

3. The product will be available with two adhesive roll types, ARBS to work with our standard elastomer. ARNS - Nanocleen + to work with the Nanocleen roller. (up to 2150mm as a single roll )

4. The Nanocleen plus can be used with the Blue elastomer rollers. The method for pricing this product will be though a simple document which will allow the full specification to be gathered during the quotation process. If the machine is a standard then a formal quotation will be raised without the requirement for a RFQ. ( If required a RFQ is available for non standard machines) A package of installation drawings will be available to support the quotation. The formal quotation is only to be presented to a fully qualified enquiry. A budget quote may suffice depending on what stage the enquiry is.

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12 Selling the XWCH3

It is a unique product, which will suit many applications within many market sectors. The Key USP is the Teknek Core. Background work before the meeting:- It is necessary to have a basic background understanding of the industry sector that you are presenting the product to – this will also help to understand the challenges they have. (Google will help)

• Know your customer! Each department has a different set of deliverables.

o Production – want to increase output –happy operators. o Engineering – want full availability and up time o Quality – looking for Zero defects o Management - looking for payback period.

• Know your presentation ! make sure all material is available and you are familiar with it.

To assist in the presentation process a structured approach is suggested as shown below. • Introduce Teknek – even if the customer is a Teknek user, establish

credibility • Ask open questions about cleaning issues

o Do they have any cleaners? o Have they tried others- How did they get on with them? o What is the running cost of the cleaners they have?

• Qualify the enquiry. o When will the project take place? o What budget is available? o What is the sign off process? o Are there any barriers to using contact cleaning in the process? o What is the main reason they need a cleaner? Quality? Downtime?

Customer issue? • What is on the customer’s wish list? • Present the XWCM3, focus on the specific benefits that are relevant to the

customer as noted from the earlier conversation • Use the supporting information if and when required, brochure, installation

drawings, RFQ, Nanocleen data, Elastomer data, Adhesive data. Address any final objections/barriers. E.g. Is there any technical reason that you would not install a Teknek Cleaner? • The next stage:-

o Testing � How will the test? How will they measure performance? How

long will the process take? o Specification and budget quote.

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o Formal quotation and follow up detail.

Encourage questions, use them as an opportunity to resolve an issue or advance the sales process. The PowerPoint slide ‘What’s on your wish list?’ invites those to whom you are presenting, to specify what issues they have and allows you to match these with the products benefits.

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A suggested sale approach

Check that you understand the

customers requirement.

Do they have any objections to

contact cleaning?

Establish Teknek

Value proposition and

credibility

Find out what

cleaners they have

or have tried

Do they have any cleaners?What price did they pay?Are they happy with the system?

What is on the

customers wish

list for cleaning?

Make a note

’When will project take place?

What budget is available?

What is the sign off process?

Summarize

Explore in detail the

customer wish list

and how Teknek will

address the points

Summarize

Agree next stage of

project and timescales

Suggested sales approach

Establish what are the main drivers

to install a cleaner?

Quality? Machine down time?

Customer complaints?

Understand the converting process

Qualification of

enquiry

Present the XWCH3

Required tools

Hand roller kit

PowerPoint Presentation

Product selector

Introduce market sector

information if required –

customer list, applications

manual (old) showing

examples.

Introduce detailed support

information if required.

Installation drawings etc

Do you see any issues preventing

this going ahead?

Do you think this machine will help

your production?

Ensure there is no barrier to sale.

Testing

Specification

Formal quotation

Close

Remember to ask for the order !

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13 Question and Answer

Q Why will this product save me money? A Yes ! It will increase productivity from the process, it will provide better

quality product, It will reduce scrap, it will help retain your customers. Q Will the operators need to have training for this product? A Minimum training is required on this type of contact cleaning for both

operator and maintenance. Machine is fully integrated into the line – Automatic cleaning.

Q Will the product take up a lot of space within the line? A The unique compact modular design of the product consumes less

space. Side access to the Teknek Core allows installation into tight spaces.

Q How does the system separate from the web? A The movement of both the adhesive roll and the cleaning roller is

activated by pneumatics which move precision slides. This ensures the machine returns to exactly the correct position.

Q Will the adhesive transfer to the Cleaning rollers and onto my

material? A No, the adhesive is carefully engineered and matched to the elastomer

roller. (Be prepared to use supporting material regarding the cleaning rollers.)

Q Why are the anti static bars supplied loose? A The bars are normally positioned on the exit side of the cleaner. Due to

the many variations of web path it is not possible to create a standard position for the bar.

Q Can I purchase the XWCH3 with either your silicon based roller

system or the new Nanocleen+ silicon free system? A Yes, the XWCH3 will be available in all types of Teknek Elastomer and

the specific adhesive for each. Without the core it is only a conveyor!

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Q How is it possible for Nanocleen™ rollers to be static friendly? A The chemistry of Nanocleen™ is unique, and means it is inherently

conductive. Its formulation creates a elastomer that generates a lot less static than conventional cleaning rollers due to its position on the Triboelelectric scale.

See Nanocleen™ manual to learn more about semi-conductive polymers

Q Will the XWCH3 clean better if the process is slow? A The cleaning technology is not speed dependant, the system works by

the elastomer roller making contact with the substrate, then transferring the contamination to the cleaning roller and directly onto the adhesive roll. We have machines running at over 400m/min without an issue.

Q Will the system work better if there is greater pressure from the

cleaning roller to the web? A No, the system works by contacting the material. Additional pressure

does not increase the cleaning performance. Pressure will cause issues with web tracking, web tension and premature wearing of the elastomer rollers.

Q Can we install the machine in a fire risk area? A The XWCH3 machine is not ATEX rated. Installation of a machine in a hazardous area is at the customer’s own risk.

Q How often will I need to change the adhesive roll?

A This operation is dependant on the level of dust on the material. This could be every 8 hours or up to 1 week.

Q We have a Corona treater in the line – will this affect the cleaner? A Normal practice is to install the cleaner before the corona treater. If this

is not possible then the cleaner should be as far forward of the treater as possible to avoid accelerated perishing of the roller by the Ozone on the surface of the web.

Q We have very thin film - will the low tension in this web cause an

issue? A The machine has light weight bearings and is set up with a very low nip

pressure to ensure a low torque is required to turn the machine. The correct selection of cleaning core will ensure the low rolling resistance. The fact that Teknek contact cleaning requires no pressure ensures low resistance. (Figures are available on request.)

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Q We sometimes have a lazy edge on our film, will this cause a

crease or wrinkle? A The web should be controlled by rollers on either side of the machine.

No wrap angle should be used around the elastomer rollers. Ensure the cleaner is not between steering rollers or mounted against a spreader roller.

Q What do I clean the rollers with? A With the traditional Blue Teknek Elastomer we recommend IPA on a

regular basis. On the Nanocleen rollers we recommend a damp Nanowipe to be used to clean the surface of the roller.

Q We use a CAD system – can I get files? A Yes – however these may take a while to produce. Drawings of the

machine represent a large part of the Intellectual Property of Teknek. Any drawing we provide will only be basic dimensions with no internal details provided.

Determine if the drawing type required is 2D or 3D files. Also what type of file will be required e.g. dwg, DXF, igus, step etc.

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14 Appendix1 XWCH Market model

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14 Appendix 2 machine images

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14 Appendix 3 Application layouts

VCH VCH

HCH HCH

UCH UCH

HCH Vertical web

VCH Horizontal web

Configuration of the XWCH3

Cleaning webs Cleaning Rollers

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Web direction Front to back

Web direction Back to Front

Left hand pull out

Right hand pull out

Right hand pull out Left hand pull out Front Back

Configuration of the XWCH3

25 mm

25 mm

100 mm

25 mm

100 mm

100 mm

25 mm

Roller opening’s – double sided

Roller opening’s – single sided

100 mm

25 mm100 mm

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No Yes Yes Yes Yes Possible tracking of web

Yes No No No No Full traceability of component parts

No Yes Yes Yes Yes Wrap angle required around elastomer

Yes Yes partial No No Analysis of contamination

No Yes Yes Yes Yes Frequent regrinding or replacement required

No Potentially from sleeve leaching

Yes Yes Yes Recontamination of the web

Yes No No No No Rollers manufactured by OEM

System

Single Roller Turret Roller Small Adhesive Sleeve system Full contact

Summary of contact cleaning systems

Feature

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