Embed Size (px)
Citation preview
Precision PrintingPeople and Technology Responding to a Changing World
Gary Peeling: Managing Director
Gary Peeling - Managing Director
Who the hell I am
1. Family businessEst 1966Providing General Commercial Print Solution
2. B2 Heidelberg Units
4 Col and 6 Col10 Col 75XL
3. And some older stuff too
Confidential © 2013 OneFlow Systems Ltd
Precision Printing Background
2013:
•Employees 120
•Turnover £14 Million
•Litho orders per day 55
•Litho Turnover £6 Million
•Average Litho order value £432
•Digital Turnover £8 Million
•Unique digital orders peak at around 50,000 per day
•Digital page impressions of up to c. 25 million per month
•Average digital order value £2.30
•2011 Winner of the BPIF Excellence Award for Innovation
•2012 European beta of new HP Indigo 10000 press (6 Indigos)
•2013 MD to Chair DSCOOP Global Board
2006:•Employees 85
•Turnover £5.5 Million
•Litho orders per day 45
•Litho Turnover £5.5 Million
•Average Litho order value £496
•Digital orders zero
•Digital presses zero
Precision Printing has experienced enormous growth in digital on-demand printing…
…this has only been possible because of OneFlow automation
So now we a re b ig in Prin ting
Globa lly !
© 2013 OneFlow Systems
OneFlowCloudShaping the future of on-demand digital printing
September 2013
The world has changed forever• Nobody under 30 watches TV anymore
• In 5 years an 11 year old will win an Oscar for a film made on an iPhone
• Tweets will replace conversation by 2014
• All print will stop in 6 years
• Direct mail is a thing of the past and not relevant anymore
• People don’t follow the usual decision making process anymore.
What a load of
Rubbish!
Marketing the Weekend Carwash
12
Sure printing in the developed world is shrinking
US commercial print shipments projection Billion of $ inflation adjusted
Source: What they think economic research center
67.0
2013E
72.0
2012E
62.0
2014E
76.0
55.0
-37%
2016E2015E2011E
81.0
2010
87.2
2009
87.8
2008
101.0
2007
109.3
2006
108.5
But Digital Printing is growing
19 9 3 19 96 2 0 0 0 2 0 0 4 2 0 0 8 2 0 0 9 2 010 2 011 E 2 012 E 2 013 E 2 014 E 2 015 E 2 016 E
HP Indigo customer page volume*Benny Landa, Indigo Founder
“Everything that can become digital will
become digital. Printing is no exception”*
Amazing progress, but we have hardly started
1B
10B
100BDrupa 1995 → ‘08 Drupa ‘08 → ‘12 Drupa ’12 → ‘16
17B
We are Printers Innovation is in our DNA !
Because we innovate as industry we endure where some do not
So Why Precision Printing
Because we understand what is important about printing "its emotional”.
We exist to provide communications with an emotional connection because we know emotion drives action.
What? Output that’s fit for a QueenPrint stuff that is brilliant and vibrant that is engaging and will be valued by the reader.
We drive actions!
Who are we talking to?Brands & Enterprises Brokers & Agencies
Over 3,000
Agencies
Over 4.8M
Businesses
Understanding our Audience
CommercialManager
CommsManager
BrandManager
CommercialsManager
Creative Director Art Director
CRMManager
VPMarketing CMO
ProjectManagers
ProcurementMarketing
OperationsManager
JuniorCreatives
GraphicDesigner
ArtWorkers
ProductionManager
ProjectManager
Brands & Enterprises Brokers & Agencies
PlannersStrategy
CommsManager
CommercialManager
BrandManager
CommercialsManager Creative Art Director
PassionateImpulsive
ImaginativeVivid
AccurateLinear
PracticalRealistic
Commercial Thinkers Creative Thinkers
Understanding their Function
CRMManager
VPMarketing CMO
ProcurementMarketing
JuniorCreatives
GraphicDesigner
ArtWorkers
PlannersStrategy
ProjectManager
Brands & Enterprises Brokers & Agencies
ProjectManagers
OperationsManager
ProductionManager
Creative employees contribute to, and develop, integrated marketing campaigns:
•Communicating with target audiences and managing customer relationships
•Liaising and networking with a range of stakeholders including customers
•Sourcing advertising opportunities and placing adverts across mediums
•Staying on top of the latest technological and social trends
•Brainstorming newer ideas and bringing them to the table
Need to feel
Excited
• Understand the full potential of modern PSPs today
• Initiate conversation with decision-making departments like procurement
• Steer departments towards trial generation of new-to-market innovations
• Analyse the impact of campaigns through robust analytics
• Request PSPs for creative solutions to relevant briefs
Prof
ileN
eeds
Beh
avio
urs
We
Seek
The Righties Creative Mindset
Emotional
1. Intellectual Stimulus2. Intelligent insights3. Visual/Aural triggers4. Challenging thought and debate5. Regular feedback
Functional
Source: Online Survey
PassionateImpulsive
ImaginativeVivid
Creative Thinkers
They think/talk/live digital.
They don’t have a mental bridge between old-world (print) and new world media (digital).
Paper World
Digital World
Bridging the ‘disconnect’
Engagement
Suggested Territories Forward
Personal, not Personalised
Precision helps you make your conversations more intimate with your
customers
Real-time Agility
Precision helps you respond better to customer needs with Reactive Marketing™
Make conversations relevant
Make conversations more thoughtful
Extend the conversation through intimacy
Going beyond DM
Dynamically adaptive direct comms
Using the latest digi-social technology
Softer & Emotive Dynamic & Innovative
vs.
Think Digital
Getting in with the right crowd
55% growth per annum
…but growth brings increasing challenges
x
December 2011
• 18m page impressions• Peak processing of
around 40,000 jobs per day.
December 2012
• 25m+ page impressions• Peak processing of
around 50,000 jobs per day
One Copy run length markets the future
Sticking to our knitting
Creator or Receiver you need both for a winning team
Confidential © 2013 OneFlow Systems Ltd
Production costs must be reduced
A step-change in cost will accelerate both the supply (as they will be more profitable) and demand (as they will be cheaper) for digital product…
HP Impression
Overheads
+150%
Sales / Account Mgmnt
Administration / Production Cost
Income
HP ImpressionOverheads
Sales / Account Mgmnt
Administration / Production Cost
Income
-80%
-70%
No change
No change
Unit Price $5.00
Unit Price $2.50
50% reduction in price 100% increase in income
…This is precisely what OneFlow was designed to do.
How is Efficiency Achieved?
Automation
Integrated Imposition
Production Alignment
Reconciliation
Dispatch
Resource Forecasting
Asset Management Scheduling Imposition Production & Finishing
Customer Update
Reconciliation & Dispatch
SLA Management
No other solution in the market offers the same level of benefit as OneFlow…
Confidential © 2013 OneFlow Systems Ltd
Ultra-low volume = ultra-challengingA day in the life of a PM. Applying Off-set thinking to Digital Printing. The 100+ jobs-a-day headache…
How do I optimize
efficiency?
How many staff do I need?
How do I receive and pre-flight hundreds of
individual jobs in the next 2 hours?
Am I ahead of schedule?
How do I deal with reprints without
affecting production?
We have 22 clients wanting to know how
we are doing on today’s jobs?
Why does no-one know what
to work on next?
Confidential © 2013 OneFlow Systems LtdConfidential © 2013 OneFlow Systems Ltd
Connectivity
Connecting thousands of relationships – what’s needed?
Adaptors for off-the-shelf W2P systems, e.g.
Adaptors for bespoke customer feeds, e.g.
An API and standard schema for new contracts and digital relationships called ‘OneFlow Cloud Connect’
Confidential © 2013 OneFlow Systems Ltd
Print Assignment
Confidential © 2013 OneFlow Systems Ltd
Production Batches
Confidential © 2013 OneFlow Systems Ltd
Production Work-to lists
Confidential © 2013 OneFlow Systems Ltd
Production Work-to lists
Confidential © 2013 OneFlow Systems Ltd
Bin Allocation
Confidential © 2013 OneFlow Systems Ltd
Bin Collection
© 2013 OneFlow Systems
The digital print market is thriving
13 million members and over 325 million
products
Net Revenue $117mGross Profit $55m.
20% growth p.y.
The digital print market is forecast to grow to $37bn p.a. by 2018. This is what the press is saying…
Over 2 million books p.y. to 69 countries
UK, Australia, US – est. 5 million customers
Dealing with up to 1 million orders each day
Revenue Growth 20% p.y. to $1bn in 27
countries
Over 1bn products on sale in 17 Countries
Web-to-Print Annual Growth
20%
Source:
© 2013 OneFlow Systems
The OneFlowCloud software market size is $644m p.a.
The global print production workflow market grew by 9.1% to reach $7.0 billion in 2011, while North America alone posted 9.3% growth to reach $2.3 billion. By 2016 the market is projected to grow to $10.6 billion per annum across all categories of software:
OneFlowCloud is a broad solution, linking the entire production lifecycle, spanning four of the above software categories: Production Workflow Management, Output Management, Print Specific MIS and Pre-Press Point Solutions. Market size across these software categories is set out below at $1,896m:
Drilling drill down further, focuses the market specifically on General Commercial and Digital Only Printers.
We can therefore derive that the size of the global market for OneFlowCloud will be $644 million per annum by 2016 . This can be further segmented by territory, reinforcing the need to focus attention on North America, Western Europe and Asia Pacific which make up over 80% of the global market:
2010 2011 2012 2013 2014 2015 2016CAGR
('11-'16)North America 190$ 199$ 208$ 216$ 226$ 237$ 254$ 7.8%Central/South America 23$ 25$ 28$ 30$ 33$ 36$ 40$ 12.4%Western Europe 155$ 159$ 165$ 172$ 180$ 189$ 203$ 7.7%Eastern Europe 15$ 16$ 17$ 19$ 20$ 22$ 24$ 11.2%Middle East and Africa 8$ 8$ 9$ 10$ 11$ 12$ 14$ 13.4%Asia Pacfic 36$ 40$ 45$ 51$ 56$ 60$ 69$ 14.4%Japan 31$ 31$ 32$ 33$ 34$ 36$ 40$ 7.1%Total 458$ 478$ 503$ 531$ 561$ 592$ 644$ 5.9%
OneFLowCloud Categories 2010 2011 2012 2013 2014 2015 2016Production Workflow Management 584$ 606$ 640$ 680$ 720$ 760$ 801$ Output Management 217$ 230$ 249$ 268$ 290$ 314$ 343$ Print-Specific MIS 314$ 331$ 346$ 361$ 380$ 401$ 422$ Pre-press point solution 272$ 281$ 290$ 301$ 310$ 320$ 330$ Total 1,387$ 1,448$ 1,525$ 1,610$ 1,700$ 1,795$ 1,896$
SOURCE: INFOTRENDS MARKET FORECAST 2011-2016
A PRECISION PRINTING COMPANY
Cleverbug ...social networking in print
How we are influenced……
• Personalised content spreads
• Independent studies, Forrester, Polara and Edelman all found that people were 3-4x more likely to trust a friend than an expert for product purchase advice
• Market towards emotion
The rise of permission marketing……
• Building trust & credibility
• Have your product or brand introduced by a person’s friend
• Plan marketing campaigns with content that will spread among friends
Amex Case Study
Secret # 1 tenac ity
Secret 2: Do the hard work at the right time
The secret 3
“The Secret to Opportunities?”
Secret 3.5
“Taking Them!”Pee ling
Opportunity
Opportunity
And if you remember nothing else, remember this
