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Digital Readiness Assessment
HousekeepingTh d 18th S t bThursday 18th September
For those extending their stay, please check out of the hotels by 12:00 on your day of departureFire Exits ‐ Green SignsAll coffee breaks and lunches will be served in the Exhibition Hall on the 0 Floor – same as yesterdayNo smoking inside of the congress centrePlease switch off your mobile phones or turn them to silent during the meetingFrom 16:00 today ‐ coach service taking delegates to Barcelona Airport. Please make your way to the entrance of the congress centre. Alternatively please speak to the hotel concierge and they can assist in arranging a taxi for you.Don’t forget to collect your luggage!Please fill out the feedback form in your delegate pack before departing and hand it in on your way out.Please follow main agenda boards. Your session choices are the same however the times are different
Simultaneous TranslationSimultaneous Translation
Headsets and Receivers next to the Registration Desk –gplease return end of day to avoid any charges on your credit card!LanguagesLanguages
Spanish 2French 3Italian 4Italian 4German 5
Gi T tGina TestaVP, Channel & Business Development
AgendaCustomer BusinessCustomer Business Development Commitment
P fi A lProfitAccelerator ‐Digital Business Resources
New Business of Printing® ‐Business Development ServicesServices
Digital Readiness A t O iAssessment Overview
Questions & Answers
What is Customer Business Development?
The Programs, Tools and Services Xerox offers to customers that assist th i i th ithem in growing their digital businesses.
We look for growth in financial results and/or page volume.
Global breadth and depth of C t B i D l tCustomer Business Development programs is unique and a competitive strength at Xerox.
INDEX
Cirtical Customer Business Development Initiatives
Profit Accelerator
Marketing & Sales KitsApplications ToolsFinancial ProgramsCreative Tools
CAN DOBooksTrans PromoDirect MailColleterals by Request
Industry Marketing
Central & Local GovernmentBanking, Insurance, SecuritiesManu, TeleCo, Pharma, UtilitiesHealthcare & Retails
New Businessof PrintingServices
Healthcare & Retails
Professional and Training Services
… Growing page volume and profitable revenues for our customersour customers
Initiatives Support the “Value Chain”
Marketers Print ProvidersAgencies & Designers
Your Targets – Your Role –Your Work –What’s Your Targets –from print buyerstomarketing executives
Your Role from craftsman to partner and
strategic consultant
Your Work –from print jobs
to communications programs
What sChanging
Value ChainRequirements
New sources of revenue and profit
Increase value add for customersRevenue Growth
Higher response ratesQuick turnaroundIncreased ROI
MarketDevelopment
BusinessDevelopment
profitRevenue GrowthPersonalization
Strategy
Two programs we will discuss today
Collection of tools and resources to assist our customersto assist our customers
“do it yourself”
Fee‐based services offered through X d l lXerox and external consultants
“we’ll do it for you”
Enabling our customers success!
ProfitAcceleratorProfitAcceleratorDigital Business Resources
Long Standing Commitment to 2007 & 2008L h f NBOP S i
Business and Market Development2006Continued
Launch of NBOP Services, Continued worldwide expansion of bus dev programs, ProfitAccelerator translations and tool localization
2004
2005ProfitAccelerator™reaches more customers
expansion of collection and new tools to reach agency & designers
localization
2003ProfitAcceleratorBranding announced
2004ProfitAccelerator™announced at drupa2001
Launched a Dedicated focus
customersand prospects
at On DemandDedicated focusBus. Dev. Initiative began
What is ProfitAccelerator?
A collection of over 80 tools, kits, programs, and resources that assist our customers in growing their digital g g gbusinesses.
Applicable for ALL product families ‐monochrome or color
Applicable for ALL environments –h lGraphic Communication or InPlant
Resources supporting the whole New Business of Printing “Value Chain”Business of Printing Value Chain (demand generators, specifiers, fulfillers)
ProfitAccelerator Resources www.xerox.com/driveprofit
FinancialResources
Sales & MarketingResources
Agency and Design
Resources
Application DevelopmentResources
Paper & Media
Resources
Business Development & Training Resources
Professional Support Resources
Financial Resources
H l i tiHelping executives determine how – and how fast – they can achieve afast they can achieve a digital printing bottom line‐ ProfitQuick‐ Digital Readiness Assessment‐ Value‐Based Pricing GuideValue Based Pricing Guide
Financial ResourcesValue Based Pricing GuideValue-Based Pricing Guide
Shares the knowledge methodologyShares the knowledge, methodology and techniques for a value‐based pricing approach
You can utilize value‐based pricing worksheets to understand how this approach can work for your business
Develop a rational and consistentDevelop a rational and consistent value‐based pricing policy that canbe easily implemented.
Sales & Marketing Resources
Provides the necessary plans, t l d idtools, and ideas to generate new business increasedbusiness, increased print volumes, and profit.
‐ Marketing Accelerator Kit‐ Open House / PR KitDigital Sales Mgmt‐ Digital Sales Mgmt.
‐ Vertical Market Binders‐ Audio Training Course‐ Application Sample CD’s
and more!
Sales & Marketing ResourcesProfitAccelerator Essentials Kit
New bundle of the foundational l f P fi A l
ProfitAccelerator Essentials Kit
elements from ProfitAccelerator:Marketing Accelerator Kit
Sales Management Kit
Open House / PR Kit
PrePress for Digital Book
Job Preparation Guide BookJob Preparation Guide Book
Design for Black & White Book
Brochures on ProfitQuick and Digital Readiness Assessment
Kit has been translated into:French, Italian, German,
Spanish, Portuguese, Dutchp , g ,
Sales & Marketing ResourcesThe Print Council “Why Print” Kit
Kit contents:
The Print Council Why Print Kit
Brochure that communicates the value and effectiveness of print
Sample brochures printed on bothSample brochures printed on both offset and digital
“Why Print” Post Cards
Source files to be used with customers and prospects (French Italian German(French, Italian, German, Spanish, and Portuguese)
“Why Print” Post Cards www.theprintcouncil.org
Sales & Marketing ResourcesWide Format Made Easy Kit
“Wide Format Prospecting Guide”
y
‐ Designed for your sales reps to identify opportunities
Color Sample File CDs‐ Print your own samplesy p
Color Media Sample Kit‐Wide variety of substrates
Application Development Resources
Provides educational and practical kits andand practical kits and information so you can advantage of high‐g gvalue and high‐volume applications such as:
‐ Digital Books‐ Photo Specialty‐ Personalization / VDPPersonalization / VDP‐ Relevant Direct Mail
Application Development ResourcesPicture Me Profitable Kit
Digital Big PictureColorful, easy to use, photo book basics
Digital Photo Applications Sample Book Window decals, business cards, labels, book pages, calendars, greeting cards,book pages, calendars, greeting cards, invitations, menus, signage and much more
Digital Photo Books Business Marketing Plan
Get, Print, Finish and Grow Your PhotoSpecialty Business With Xerox (White Paper)
Photo Industry Articles and Reports
Source File CDA il bl i F i It li D t hAvailable in Francais, Italiano, Deutsch,
Espanol, Portugues, Nederlands
Agency & Design Resources
Tools and resources to help you reach a very p y yinfluential graphic communications audience.
Improves your ability and desire to design forand desire to design for and promote digital
:‐ Design books & guides‐ Targeting Agencies & Designers‐ Urban Legends of Digital Printing‐ Open New OpportunitiesOpen New Opportunities
‐ Print Kits for on‐site seminars
Paper & Media Resources
Optimum performance on Xerox equipment
Custom‐made to order
Wide range of stocks meet lsolution requirements
Supplies Executive provides discount certificate atdiscount certificate at installation
l b k‐ Counter sample books ‐ Media Sample packs‐ ID Card Directory
‐ Guide to Paper & Digital Print‐ Guide to Paper & Digital Print
Professional Support Resources
Remote diagnosticRemote diagnostic capability
Industry‐leading 24 x 7 supportsupport
Ensuring an efficientEnsuring an efficient print operation and maximum uptime!p
Business Development & Training Resources
Enabling consultative services
Assistance for graphic communication and in‐plant customers that need trusted partner
NBOP ‐ Business Development ServicesNBOP Business Development Services include:
Sales & Marketing ServicesWorkflow ServicesWorkflow ServicesApplication Services
…Services are delivered by a network of professional consultantsof professional consultants
ProfitAcceleratorDigital Readiness Assessment
What is the Digital Readiness Assessment
Uncover new opportunities digital can bring to your business
Benchmark your business against industry leaders and yourindustry leaders and your competition
Discover tools and resources toDiscover tools and resources to help grow your digital business
Y R d t P fit bilit St tYour Road to Profitability Starts Here
> > > Are You Ready?y
What is the Digital Readiness AssessmentA breakthrough assessment that analyzes your business
Leverages the critical 17 factorsidentified by a Xerox Lean Six Sigma team, that are critical to success in ,digital printing
Embodies four decades of Xerox experience in the digital print marketplace
D li d fDelivers a roadmap for your success in the world of digital print
Worldwide Translation & Localization
A Xerox proprietary DRA Information System is utilized to yanalyze your specific information
This information system is currentlyThis information system is currently being updated to support geographies around the world
Languages available: UK EnglishFrancais
Recommendations in your customized report will be
FrancaisItalianoDeutsch
lgeographically relevant EspanolPortuguesNederlands
The Assessment Process
Steps To Digital Readiness
Xerox will conduct a series of consultative interviews with you to help us better understand your business.AWe produce a customized report that identifies critical areas your business needs to focus on to maximize your digital print opportunity.B g p pp y
We use the report to guide you to appropriate resources and industry best practices including Xerox C p gProfitAccelerator™ resourcesC
The Seven Essentials of Success
Build your print volume by developing high‐margin applications1
Know competitive applications
Recognize expansion applications
B f i l k i iBe aware of vertical market opportunities
Be ready, willing, and able to change2
Be willing to adapt to change
Foster a culture that enables change
Embrace the “early‐adopter” attitude
The Seven Essentials of Success
The importance of buy‐in and support from management can’t be overstated
3
Set realistic expectations for the digital business
Show support throughout the steps toward digital
D i h i i d i l di i lDrive the actions required to implement digital
Your new services need serious sales and marketing support4 Your new services need serious sales and marketing support
Dedicated sales professionals
Make training a priority
4
g p y
ProfitAccelerator™ tools can help
The Seven Essentials of Success
Creatives can be valuable partners
C ti i t ifi d b
5
Creatives are print specifiers and buyers
Creatives benefit from designing for digital knowledge
You can benefit from Creatives marketing knowledge
You can (almost) always increase your shop efficiencyWorkflow software can streamline most processes
6Workflow software can streamline most processes
Increased efficiency lowers cost which lowers price
Profit Quick Tools are available to help you analyze
shop processes
The Seven Essentials of Success
What your customer knows can help you
Ed ti t k h ffi i t
7
Educating your customers can make your shop more efficient
Explaining the value of digital to customers enables higher prices
Understanding digital image quality leads to volume growth
Only the Xerox Digital ReadinessOnly the Xerox Digital Readiness
Assessment probes these seven
areas to deliver a path to continuousareas to deliver a path to continuous
business improvement and growth
Summary
In Partnering with Xerox you’ll have access to a variety of businessaccess to a variety of business development tools, resources, and services to help you grow your digital business quicklydigital business, quickly.
Contact your Xerox representative today - to get started with a Digital Readiness Assessment!
www.xerox.com/driveprofit
INDEX