“We have decided to keep concentrating on the production of packaging grade products – such as MG Kraft Papers and MG Posters that are used in flexible packaging which haven’t been affected much during lockdown.”
Paper Mart interviewed Mr. Saifee Jani, Director, Jani Sales Private Limited, wherein he talks about the kind of impact the pandemic had created on the tissue paper industry and the different future goals of the company with regard to introducing new products as well as expanding the reach to untapped markets.
Paper Mart: Kindly shed some light on the infrastructural capability, manufacturing facilities, manpower and quality control approach adopted at Jani Sales?
Saifee Jani: With its marketing office in Mumbai, Jani Sales has already commissioned its new MG paper plant at Sarigam, Gujarat. We have installed state-of-the-art machinery and equipped our unit with quality back-up facilities. Our production facility is first of its kind in Western India with 100 MT manufacturing capacity of MG papers in the GSM range of 17-75. We have installed Yankee machine with MG cylinder. The paper machine’s deckle size for finished paper is 4.2 meters and it is designed to run at the maximum speed of 850 MPM.
We have a highly qualified team of professionals who have the required technical skills in the area of production at the factory level, together with marketing professionals of proven expertise and background to effectively market the products manufactured. Presently, there are more than 200 skilled employees at our factory and the recruitment process is going on to expand our workforce. With more than two decades of trading experience in paper and paperboard industry, we are positioned as one of the leading wholesalers in the Indian paper industry.
To ensure our products meet the set quality standards, we have invested on state-of-the-art pulping and stock preparation system which comprises of refiners, dispersal system, screening system, centri-cleaners, dilution profile headbox, scanner/GSM controller and ETP. The company has also installed Bruderhauf rewinder slitter and Simplex sheet cutter.
“ We have already started the manufacturing of 18-25BF MG Kraft Paper in the range of 20 GSM to 70 GSM”
PM: The Company has recently started the new MG paper plant. Could you tell us about your plans for the commercial production of tissue paper products?
SJ: We have already started the manufacturing of 18-25BF MG Kraft Paper in the range of 20 GSM to 70 GSM. In addition, MG Posters and MG Tissue Paper will be manufactured by end of October 2020, and soft tissue paper will be produced by the end of 2020.
PM: What are the various business strategies which have enabled you to adapt and mitigate the enormous impact of the COVID-19 pandemic and the crisis it has ensued?
SJ: The outbreak of the COVID-19 pandemic has created a significant impact on the tissue paper market in India. As even today, the maximum consumption of the tissue and hygiene paper products in India takes place at marriages, parties, banquet halls, at different kinds of events, as well as in restaurants, hotels and corporates. Many of these organizations being under lockdown, and corporate offices (especially IT Companies) have been encouraging the “Work from Home” culture, which in turn has severely impacted the tissue paper market. The sales of the tissue paper products have just started picking up with the opening of offices and public places like restaurants; however, as it stands, even the market leaders are struggling to stay afloat and they have substantially reduced the prices of their products. That is to say, it will take at least a couple of months for the market conditions to further improve and the economy to recover.
We have decided to keep concentrating on the production of packaging grade products – such as MG Kraft Papers and MG Posters that are used in flexible packaging which haven’t been affected much during lockdown. Besides, we are planning to introduce a new range of tissue paper products in the market by the year-end or by the beginning of 2021.
“MG Posters and MG Tissue Paper will be manufactured by end of October 2020, and soft tissue paper will be produced by the end of 2020”
PM: In what ways do you think that your business will shape out differently at the end of the FY2020-21 and what do you think would be the strategic approach for Jani Sales going forward?
SJ: The Company will focus on manufacturing high-quality products for affordable prices. We will also concentrate on offering customers with unmatched quality control and after-sales services, which normally, is ignored by most of the mills. We are bound to succeed with total customer satisfaction approach. In addition, an ERP System is being implemented to provide necessary and relevant support to customers, suppliers, and personnel working in the company. We are optimistic to achieve success as we are driven with a total customer satisfaction approach.
PM: What are the current markets you serve with your products- domestically and internationally? Are there any plans to enhance your reach in newer geographies in the global marketplace in the near future?
SJ: We are currently selling our products in India and Gulf countries. We are looking forward to now increase our penetration in Europe, Africa, Far East and Sri Lanka, by partnering with various export houses and export agents as we are well known since the last 40 years in paper trade in India.
Moreover, we are going to appoint more distributors in several locations across the country to achieve PAN India distribution network in all metro and mini-metro cities. We are looking to partner with the converters of various renowned fast-food chains, with the aim to expand our reach in the food packaging product.
“ We are planning to introduce a new range of tissue paper products in the market by the year-end or by the beginning of 2021 ”
PM: How do you think the Indian tissue paper market is positioned in the global marketplace and what are the key trends in this market segment?
SJ: According to our experience in the domestic market, the current pandemic and the resultant lockdown had led to dismal sales and consumption of tissue paper products in the initial quarter of the current fiscal year. Except for the consumption in the healthcare sector – in medical facilities and nursing homes, every other institution had remained under lockdown for months, thereby, severely impacting the sales of the tissue and hygiene paper market in the country.
As per our assessment and outlook, the lockdown is likely to be eased out by January 2021 to February 2021 with the further re-opening of public places. Correspondingly, it is expected that the demand may revive in the beginning of 2021 & around the same time; we are intending to introduce tissue paper in the market.
