Tobias Pernkopf, right, with Simon Buckton, the national sales director for Standing Stone, Es-Te's new distributor in the UK.
Editor’s Note: IRgA Managing Director Ed Avis recently spoke with Tobias Pernkopf, director of sales for Es-Te Folding Systems, a long-time IRgA Vendor Member located in Berlin, Germany. Pernkopf explains the company is reaching a new market segment with its latest development.
So what’s new at Es-Te?
In May, we introduced our brand-new entry-level folder – the estefold 1400.It’s a compact, robust two-step folder that focuses on the essentials: precise folding, easy handling, and long-term reliability. We deliberately left out certain features, such as the touchscreen display, to create a smaller, simpler and more affordable solution for customers who don’t need all the extras. It’s a true plug-and-play folder with a remarkably small footprint.
estefold 1400
Why did you launch this new model?
Traditionally, Es-Te has been very strong in the high-end segment of the market – where productivity, automation and heavy-duty performance matter most. However, this segment has largely matured and is no longer expanding.
We recognized that there’s a growing number of users with mid-range print volumes who still appreciate the quality of an Es-Te folder but don’t necessarily need the full feature set of our top models. The 1400 fills exactly that gap.
For many of these users, folding is a practical necessity, not a spectacle – something that simply needs to work flawlessly, every time. And that’s precisely what the estefold 1400 delivers.
Maybe that should be your new ad campaign – showing people really excited about folding!
(Laughs) That would be a fun one! Maybe we’ll take you up on that and create a YouTube campaign — “Make Folding Exciting Again!” What do you think?
So how much less does this new model cost?
The estefold 1400 comes in at roughly 30% below the next model up, which is significant. In this segment, budget considerations often play a major role. That’s true even though it then runs 10 years, and if you calculate backwards, it's nothing per month and it helps you a lot. It's a great benefit. But still this one price tag is what people see.
And unlike the printer companies, we don’t sell ink. And, you know, that's how they make their money. It's more than gold. They practically give you the printer for free, just as long as you're using their original toner, ink pearls or whatever. We don’t have this.
So when will this folder be available in the United States?
We’re currently monitoring the response in Europe. If the feedback remains as positive as we’ve seen so far — and if we receive requests from our U.S. partners — we’ll move quickly to introduce it across the Atlantic.
If demand builds more slowly, we’ll take a little more time. But the goal is clear: we want the estefold 1400 to make folding more accessible worldwide.
Well, how has the launch in Europe gone so far?
The first few months have been very encouraging. We’ve placed several units in Germany, Austria, Switzerland, Poland, France and the U.K., and feedback has been very positive — particularly regarding its easy setup, intuitive use, and compact design.
We also recently partnered with a new distributor in the U.K., which has opened additional channels in that region.
And who is buying these folders?
Our folders typically find their way to architectural and engineering firms, design studios, construction companies, and industrial sites — essentially, any business that regularly produces large-format documents.
The majority of sales, however, are handled by plotter and reprographics dealers, who present the estefold 1400 as a compact, reliable, and easy-to-use finishing solution. It’s the perfect add-on for companies looking to streamline their workflow without committing to a high-end system.
Are you concerned that sales of the new folder will cannibalize sales of the higher-end models?
There’s always that possibility, but we see it differently: we’re expanding our reach. The market for large-format printing is shifting — high-volume systems are declining, while mid- and low-volume systems are growing.
The estefold 1400 is perfectly positioned for that evolution. It doesn’t replace our premium models; it complements them and helps our partners cover a broader range of customer needs.
How have sales of your folders in the United States been lately?
I’m very pleased with our U.S. business. The past few years have been strong, and we’re particularly grateful for the commitment and enthusiasm of our main U.S. partner, Large Document Solutions, who has represented Es-Te exceptionally well in the market.
How are you feeling about the reprographics market in general?
It’s definitely a challenging market. Digitalization is transforming everything.
I recently spoke with a customer in Austria who explained that, in the past, every participant in a major construction project tender had to submit a full set of printed, folded plans as part of their bid. Today, digital submissions are sufficient, and only the winning contractor needs to provide printed plans on-site.
On the other hand, there are still major government infrastructure projects in Germany — roads, bridges, and public works — which continue to create demand for printed plans.
So, the picture isn’t all dark. Opportunities remain, but the market is clearly shifting.
Is there any other market that needs things folded that Es-Te could move into?
At this point, our main focus remains on large-format folding, where we have the most expertise and a strong reputation. That said, we also offer complementary finishing solutions, such as our estestack 2000 stacker, which has been especially well-received in the U.S. market.
Thank you for your time, Tobias. Good luck with the new launch, and hopefully the IRgA will bring another group of members to Europe again in 2026, and we’ll visit you in Berlin.
You’re always welcome! We’d be delighted to host you here.