Prospectus A Vertical-Market Approach to Document Services ... · Strategic Consultants to the Digital Imaging and Document Solutions Industries Authorization A Vertical-Market Approach

Document service requirements for 11 vertical industries

Opportunities & challenges for document service providers

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A Vertical-Market Approach to Document Services in the U.S.: The Evolution from Printer to PartnerFocused CredibleResponsive Visionary

Focused CredibleResponsive Visionary

Prospectus

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AsiaHiroo Offi ce Building1-3-18 Hiroo Shibuya-kuTokyo 150-0012 Japan+81 3 5475 [email protected]

Strategic Consultants to the Digital Imaging and Document Solutions Industries www.infotrends.com

IntroductionThe successful document services provider of today has evolved from the average provider of just a few years ago. Many of today’s providers are savvier, business-process-focused, and capable of delivering a broad range of document services beyond print. They have cultivated a comprehensive knowledge of their customers’ business challenges, and understand how to leverage that knowledge to enable greater success for their customers as well as their own enterprises.

This is a signifi cant evolution that has occurred due to customer demand, and it has dramatically increased the need for service providers to understand their customers’ business situations. Core to this understanding is knowledge of customers’ vertical industries and the documents and document-intensive workfl ows that are of key importance to those industries. Vertical industry expertise forms the foundation for a business process approach to document services.

Vertical industry information is also a critical component of strategic planning for document services providers who seek to grow customer share and total customer base. An understanding of primary print applications and important ancillary services enables document services executives to effectively evaluate opportunities and select those that offer the greatest growth and/or most closely match the capabilities of their organizations and offer the greatest chance for success.

The InfoTrends study entitled A Vertical-Market Approach to Document Services in the U.S.: The Evolution from Printer to Partner provides the information that document services providers and their suppliers require to better serve their existing markets, increase their share, and successfully target new opportunities.

Project Objectives and ScopeThe study surveyed document owners and print buyers across eleven different vertical industries in the U.S. to create a detailed profi le of the document services requirements in each market. In addition, we conducted a short survey of print service providers to better understand their approach to vertical markets. This study focuses on document services that are provided on-site or off-site by internal, staffed print or copy centers or by external printers, service bureaus, or document outsourcing providers. It explicitly excludes document applications produced on un-staffed, self-service workgroup or personal devices.

This study profi les the document services requirements for 11 vertical industries. The industries are defi ned by their North American Industrial Classifi cation System (NAICS) code, and are as follows:

• Accommodation (NAICS 721: includes hotels, motels, bed & breakfasts, inns, convention centers, RV parks and recreational camps)

• Educational services (NAICS 611: includes elementary and secondary schools, higher education, business, technical and trade schools)

• Executive, Legislative, and Other General Government Support (NAICS 921)

• Financial Services (NAICS 522 and 523; includes credit intermediation and related activities, securities, commodity contracts, and other fi nancial investments and related activities)

• Food Manufacturing (NAICS 311)

• Hospitals (NAICS 622)

• Insurance Carriers and Related Activities (NAICS 524)

• Legal Services (NAICS 5411)



Focused CredibleResponsive Visionary• Retail (NAICS 44 and 45)

• Telecommunications (NAICS 517)

• Transportation Equipment Manufacturing (NAICS 336: includes motor vehicles, aerospace, railroad and ship building)

The study provides a short discussion of market size and key trends in each industry. In addition the study provides the following information for each vertical market:

• Current and planned print spending by application for the following applications:

Financial/Legal printing including policies, contracts, or other compliance documents

Directories

Statements/Invoices

Spreadsheets/Memos

Newsletters

Manuals/Technical Documentation

Proposals, reports

Books

Business reports and presentations

Offi ce stationery (including business cards)

Forms

Catalogs

Direct mail

Magazines/Periodicals

Brochures, fl yers, sell sheets, and other sales and marketing collateral

Print advertising, including inserts and coupons

Accounting, payroll, inventory, or other computer system output

Investor publications including annual reports

Large format documents (posters, banners, presentation boards)

Packaging

Labels

• Current and planned expenditures on document services, including:

Creative and design

Document composition and layout including forms design

Document imaging and scanning (including OCR/ICR, coding, indexing, electronic fi le conversion)

Archiving (hard copy, electronic)

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Focused CredibleResponsive VisionaryRecords management

Document management or digital asset management

Incoming and outgoing mail services

Warehousing and fulfi llment

Multi-channel delivery

Web site design and management

Personalized communications

Document workfl ow consulting services

Print procurement and management services

In addition, the study examines the impact of the primary trends impacting the document services market, including:

• The shift to electronic delivery of documents

• The shift from offset to digital print

• The adoption of variable data printing programs

• The use of internal versus external printing facilities

• The utilization of outsourcing and document process outsourcing service providers

• The use of the Internet to obtain document services, including print procurement, auctions, online creation and composition services, multi-channel one-to-one marketing programs, and digital fulfi llment

• Perceived quality requirements by application and by vertical

• Perceived document criticality; since not all documents have the same importance, the study will provide insight on critical documents within each vertical

• Channel preferences

• Enterprise policies regarding the procurement of print and paper

This study builds on previous InfoTrends print customer research, including:

• Print Opportunities Among Large Corporate Customers, 1997

• The Future of Corporate Document Production, 1998

• The Corporate Print Customer, 1999

• Print e-Procurement: Changing the Face of the Printing Industry, 2000

• The New Corporate Print Customer: A Profi le of a Market in Transition, 2003

• Document Process Outsourcing: Business Strategies for Successful Market Engagement, 2005

• The Evolving U.S. Digital Color On Demand Printing Opportunity, 2005

MethodologyInfoTrends conducted extensive interviews with document owners and print buyers in each vertical industry, as well as print service providers, via structured surveys. We defi ne a document owner as an individual who is responsible for managing the creation, production, and/or distribution of specifi c documents for their department or company. We defi ne a print buyer as an individual for whom some portion of their job responsibility includes the purchase of print.

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The structured surveys were administered via Web-based questionnaires from April 25, 2006 to May 23, 2006. Through the survey, InfoTrends captured a total of 1,396 usable responses, broken down as follows:

InfoTrends also thoroughly examined existing market information by utilizing a variety of sources that include:

• U.S. Industrial Census data

• Periodicals and trade articles

• Published industry reports

• Industry databases

• Research reports

Establishment Size

While different verticals have different size dynamics, our goal was to provide data on the entire vertical with a higher sampling of larger organizations (which we defi ne as having over 500 employees), as they generate a disproportionate share of printing.

Deliverables

InfoTrends will conduct extensive analysis of primary and secondary research to develop a comprehensive understanding of the document services requirements for each vertical market, and the opportunities and issues for document services providers. Clients will receive a variety of reports and data designed for senior management, product managers and planners, and sales and marketing executives. The material will include:

An Executive Summary that addresses key issues, fi ndings, and overall recommendations

A detailed written report (at least 150 pages) with text, charts, and graphs addressing the objectives of the study

A set of PowerPoint slides for internal communication of the research results

A data book of survey research for additional analysis of key questions and market segments with extensive cross-tabulated data

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1396584630TOTALS

182Print service providers

1045054Transportation Equipment Manufacturing

1045252Telecommunications

1396871Retail

1015051Legal Services

1005050Insurance Carriers and Related Activities

1045054Hospitals

1115061Food Manufacturing

1085355Financial Services

1085058Executive, Legislative and Other General Government Support

1266165Educational Services

1095059Accommodation

TotalPrint BuyersDocument Owners

1396584630TOTALS

182Print service providers

1045054Transportation Equipment Manufacturing

1045252Telecommunications

1396871Retail

1015051Legal Services

1005050Insurance Carriers and Related Activities

1045054Hospitals

1115061Food Manufacturing

1085355Financial Services

1085058Executive, Legislative and Other General Government Support

1266165Educational Services

1095059Accommodation

TotalPrint BuyersDocument Owners


Who Should Subscribe• Print Service and Document Outsourcing Service Providers

• Business Process Outsourcing Companies

• Commercial Printers/Specialty Printers

• Quick Printers/Franchises

• Digital Printers

• Publishers

• Statement Printers

• e-Print Providers

• Print Brokers

• Corporate Managers, Document Owners, and Print Buyers seeking information on the opportunities presented by document process outsourcing

• Equipment Manufacturers who serve the printing industry

Project ScheduleInfoTrends completed this project in July 2006.

Terms and Conditions

Liability for AdviceAlthough reasonable efforts will be made by InfoTrends to ensure the completeness and accuracy of the information contained in written and oral reports in connection with the proposed study, no liability can be accepted by InfoTrends for the results of any actions taken by the Client in connection with such information, opinions, or advice.

CopyrightsInfoTrends retains all Copyrights. Reproduction of any material is not permitted without the written consent of InfoTrends.

Confi dentialityInfoTrends will use its best efforts to ensure that any confi dential information obtained about the Client and its business during the course of the proposed study is not, unless agreed otherwise in advance, disclosed to any third-party without the prior written permission of the Client. InfoTrends retains the right to re-use any non-proprietary information as part of its ongoing analysis of the print buyer market.

Timely DeliveryInfoTrends will take all reasonable steps to ensure that the time scales called for by the proposed study are met in accordance with the agreed schedule, but no liability can be accepted for the consequences of delays, howsoever caused.

TermsOne half of the fee will be due upon initiation, and the other half will be due upon report delivery.



AuthorizationA Vertical-Market Approach to Document Services in the U.S.: The Evolution from Printer to Partner

Complete report with data tabs $12,995

Optional Briefi ng $2,500 (+ travel expenses if off-site)

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Optional Briefi ng $2,500 (+ travel expenses if off-site)

Complete report with data tabs $12,995

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Prospectus A Vertical-Market Approach to Document Services ... · Strategic Consultants to the Digital Imaging and Document Solutions Industries Authorization A Vertical-Market Approach