From Partners to Friends

Sebastian Früh — My relationship with the Panseri brothers was special right from the outset. My father also worked with Errebi when he was at Koehler Paper, so our families were friends long before I joined Koehler myself. I’ll be chatting to Gianluca and Pierluigi about the business one minute, and about our families the next.

Gianluca Panseri — That’s true. I met Willy Früh when I joined Errebi in 1991. Our collaboration in the area of thermal paper has continued seamlessly with the arrival of his son Sebastian. It is this cross-generational friendship that makes our partnership so unique.

Pierluigi Panseri — My father always used to say to me and my brother: “Koehler is more than just a supplier, Koehler is a partner. Make sure you maintain a good relationship with the people there.” Now I’d go as far as to say we’re more than just partners, we’re friends.

Gianluca Panseri — That’s an important distinction. Being partners means sharing each other’s problems and successes. Being friends means helping each other, especially when times get tough. To give one example: at the start of the coronavirus ­pandemic, the Lombardy region was severely affected. In these uncertain times, Koehler provided us with unwavering support when other suppliers were hesitant.

Sebastian Früh — That’s definitely something I’ve learned through the collaboration with Errebi. In a global conglomerate, you as a customer or partner are reduced to a mere number. If you encounter difficulties, especially of a financial nature, those kinds of companies are not afraid to take drastic measures. Family businesses like Koehler and Errebi think differently.

Pierluigi Panseri — Innovation is another key feature of our partnership. In the 1990s we worked together ­intensively to improve the quality of thermal paper. A similar dynamic was at play when we helped Koehler develop Blue4est® in 2016. Now we are processing the new generation of thermal paper not only into recyclable sales receipts, but also into labels in the Blue4est® Pro range. Our close collaboration is crucial to the entire process. As our families are friends, we value trust and patience.

 

Sebastian Früh — Once again, this highlights the shared philosophy of the two family firms: We take a long-term perspective and value innovation over making a quick buck. Developing new technologies takes time. Both Koehler and Errebi could easily have put an end to our collaboration at the first hurdle.

 

Gianluca Panseri — We know that new technologies like Blue4est® are the key to commercial success. ­Innovations demonstrate to our customers that we are not just producers, but that we develop solutions that meet both their needs and market requirements.

 

Pierluigi Panseri —Take the following example: The advantages of the blue thermal paper have enabled us to get our first major Blue4est® customer on board in the form of IKEA. My sales pitch to the Swedish furniture company was this: “You sell kitchens with a 25-year warranty, so shouldn’t your till receipts be able to last just as long?” We celebrated closing the deal over a large bottle of champagne!

 

Gianluca Panseri — As always, both companies want to go one step further in this respect. We are currently working with Koehler to develop linerless labels made of Blue4est® thermal paper. Linerless labels are self-adhesive labels that can be applied to the product directly from the roll. This means they don’t require a “liner” – instead they are applied directly to the product from the printer. These labels are also more sustainable, since the production process ­generates less carbon and no silicone is used.

 

Sebastian Früh — As the Italian market leader in this area, Errebi is a strong partner.

 

Gianluca Panseri — The NexFlex® packaging paper range is another impressive example of how Koehler Paper and Errebi are able to work together with a long-term vision in mind: We recognize that there is growing demand for flexible packaging papers and offer sustainable solutions at an early stage.

Sebastian Früh — We need this broad product range in order to survive on the Italian market. From labels and point-of-sale products to innovative solutions like Blue4est® and flexible packaging paper, demand is high in Italy. The market is a key one for us, as it is the third largest market for thermal paper sales in Europe. Its stability and profitability make it particularly attractive. As the undisputed market leader for thermal paper in Italy, Errebi plays a central role in our strategy.

Pierluigi Panseri — We are now the Italian market leader for thermal paper, and supply our products across the world. Koehler Paper has made an important contribution to this development, and will continue to do so in future. The long-lasting friendship between Koehler and Errebi is a vivid example of how close personal relationships and shared values can lay the foundations for commercial success. Our connection is about more than just business; it is founded upon mutual understanding, respect, and a willingness to vouch for each other.

Gianluca Panseri — Our partnership is progressing well both on a commercial and a personal level. Yet after more than 30 years of collaboration we have not reached the end of our journey – it’s only just beginning.