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The Event for Those Serious About Inkjet
The Premier Hosted Inkjet Event: April 27-‐29, 2015
Ponte Vedra Inn & Club, Ponte Vedra Beach, FL
Produced by:
The Event for Those Serious About Inkjet
The Pathway to Profitability
Barb Pellow, Group Director InfoTrends
The Event for Those Serious About Inkjet
Inkjet: It’s All About ReinvenHon!
Reinven&on is the necessary process of proac&vely cra3ing a new future!
The Event for Those Serious About Inkjet
0
50
100
150
200
2013 2018
Bill
ions
of I
mpr
essi
ons
Digital Color Toner Digital Color Inkjet
Source: InfoTrends’ U.S. Produc;on Prin;ng & Copying Market Forecast, 2013-‐2018
• U.S. digital producEon color volumes totaled 160 billion impressions in 2013, and InfoTrends expects them to reach 320 billion by 2018.
– Color inkjet accounted for 37% of the total producEon digital color volume in 2013 – It will account for 61% in 2018
The Inkjet Expansion ConHnues
The Event for Those Serious About Inkjet
0 20 40 60 80 100 120
Posters, banners, signage
Labels
Inserts, coupons
Newspapers/newsleUers
Magazines
Direct Mail
Brochures
TransPromo
Catalogs
Books
Billions of Impressions (A4)
2013 2018
Source: U.S. Digital ProducEon PrinEng ApplicaEon Forecast: 2013-‐2018
Fastest-‐Growing Digital ApplicaHons Absolute Page Growth
The Event for Those Serious About Inkjet
Interviews with 20 Firms All are Reinven&ng their Businesses with Inkjet
The Event for Those Serious About Inkjet
• Was it a good decision? • The decision-‐making process • Services 2.0 • OperaEonal innovaEon • ReinvenEng a customer base • Challenges • RecommendaEons
Topics
The Event for Those Serious About Inkjet
• Reliability • Quality • Head life • Business impact • Time to revenue • Vendor support
Was it a Good Decision?
The Event for Those Serious About Inkjet
“We were serial numbers 1 and 2 with the InfoPrint. While there were iniEal limitaEons, ge\ng in early was good. Things have matured significantly, and we have now increased our fleet with more InfoPrint and HP lines.”
– Don Mathis, Product Development Manager for Output SoluEons, Fiserv
• “Just over two years ago, we made the investment. We didn’t want to get bloody, bruised, and beaten by compe;ng for low-‐margin work. Our vision was to make prin;ng more valuable. We could do that with more versions, more personaliza;on, and more relevance... and for us that meant inkjet.”
– Paul Gardner, Director of InnovaEon at Hudson PrinEng
The Decision-‐Making Process: A Vision (1)
The Event for Those Serious About Inkjet
“We knew inkjet was going to be disrup;ve. We were doing direct mail runs in excess of 1,000,000 pieces and we needed to be compe;;ve. We recognized the importance of being a leader with innova;ve technologies.”
– Tony Pelc, Chief OperaEng Officer at Allied PrinEng
The Decision-‐Making Process: A Vision (2)
The Event for Those Serious About Inkjet
• The majority of exisEng users carefully analyzed the business opportunity and idenEfied ample volume to jusEfy the investment – Displaced short-‐run web offset work – Replaced offset pre-‐print and monochrome digital imprinEng – Migrated longer run cut sheet variable data work to inkjet – Displaced roll fed B&W toner devices – Generated an array of new applicaEons
• TesEng materials for nursing programs • ElecEon ballots • Revitalized non-‐profit direct mail campaigns • New services for bill/statement offerings
• Shared strategy with end customers to get their perspec&ve on the acceptability of output
The JusHficaHon Process
The Event for Those Serious About Inkjet
• Mostly transacEonal print • Displaced three Xerox Nuveras with one Ricoh InfoPrint 5000
MP – 6-‐7 million A4 impressions month – Saved 20% in monthly costs
–Mike Lincoln, IDS Northern Regional Manager
“The majority of the work we do is third shiU. There are two other departments that have maintained their own equipment. The addi;onal capacity creates the opportunity to move that work into our secure facility.”
State of Colorado: A Solid Business Plan
The Event for Those Serious About Inkjet
“Our inkjet press is oUen billing at a higher rate than our web presses. The Colorstream can run par;ally aWended with very liWle waste. We are geXng higher prices with lower cost.”
– Bob Radzis, Chief Customer Officer, SG360°
PosiHve Feedback on ROI
The Event for Those Serious About Inkjet
"If you don't cannibalize yourself, someone else will. Don't protect your products… protect the customer experience and your customer rela;onships.”
– Steve Jobs
Prepare to Cannibalize Your Business Models
The Event for Those Serious About Inkjet
World Bank: From Outsourcing to Inkjet
• Affordably produce run-‐lengths of 250,000
• 20% cost savings over toner-‐based processes
• Meet 24 hour turnaround Emes
The Event for Those Serious About Inkjet
Driving with Data: From StaHc to Dynamic Content
We help enterprises turn the ordinary into the extraordinary using
personaliza;on, interac;vity and cross-‐media technology to bring print to life.
The Event for Those Serious About Inkjet
• There is money to be made on non-‐print revenue streams – Design – Data – Delivery – Postal opEmizaEon – Mobile (e-‐bills, Augmented Reality, QR codes, digital publishing, and more)
From Print to Non-‐Print Value-‐Added Services
The Event for Those Serious About Inkjet
Print-‐to-‐Mobile EdiHons Op&ons Abound for Books, Magazines, Explana&on of Benefits
The Event for Those Serious About Inkjet
It’s more than operaHonal improvement or excellence; It’s an operaHonal overhaul to create a new market or
compeHHve advantage
OperaHonal InnovaHon
The Event for Those Serious About Inkjet
• Majority of firms had: – Workflow in place (Prisma, FreeFlow, homegrown, etc.) or a plan to implement; deemed this as a criEcal success factor
– Variable data and composiEon systems were well-‐entrenched (GMC, Extreme, homegrown, etc.)
– Finishing: Leveraged exisEng offline processes that were already established
• Enhancements to value and compeEEveness – Designing for color (inkjet is different) – White paper workflow to streamline producEon processes
Time to Success
The Event for Those Serious About Inkjet
Segment your customers to idenHfy opportuniHes driven by affordable digital color
ReinvenHng a Customer Base
The Event for Those Serious About Inkjet
• Provides an affordable soluEon for mid-‐Eer banks and credit unions
• Full of Fiserv added value features, but standard template approach
• Full color transpromo rich • Demand for the product has exceeded
iniEal projecEons
fiserv.: Serving the Mid-‐Tier Market
The Event for Those Serious About Inkjet
“We have the ability to aWract significant volume from the poli;cal subdivisions with the addi;on of color. I have a project manager that par;cipates in county mee;ngs and conferences to build awareness about our capabili;es.”
– Mike Lincoln, IDS Northern Regional Manager
New Services for PoliHcal Subdivisions
The Event for Those Serious About Inkjet
Revenue & Profits
TargeHng
Customer OperaHons
Business TransformaHon Model
Run length
Cost per page
Print Efficiency Model
Offset
Digital
Inkjet Pioneers are Experiencing Digital Print’s (New) Value ProposiHon
The Event for Those Serious About Inkjet
• Ge\ng workflow right • Se\ng customer expectaEons • EducaEng customers • Understanding design implicaEons
• Paper stock availability – glossy please!
• Taking a team selling approach dependent on the applicaEon mix
The Challenges are Not Insurmountable!
The Event for Those Serious About Inkjet
• Go in with a strategy • View your operaEon from end to end • Document everything; create a “recipe book” so you can replicate successes and eliminate failures
• Educate your customers • Set proper expectaEons with customers • Find a “friend” that will share insights/experiences
RecommendaHons from Inkjet Pioneers
The Event for Those Serious About Inkjet
“We felt confident that we could jus;fy the press with our exis;ng volumes… but that leap of faith was the final 20% of our decision-‐making process. Since taking that chance, we haven’t looked back.”
– Jon Bollum, VP OperaEons, BR Printers
Inkjet Pioneers: TrusHng IntuiHon
The Event for Those Serious About Inkjet
• Key messages from Josh Linkner – Leaders upset the status quo before there is a need to do so
– Instead of losing ground, innovators are experiencing growth and economic gain
– Failing to reinvent is one of the most common reasons that companies fall… but it is also one of the most avoidable!
It’s About ReinvenHng and Making Choices
The Event for Those Serious About Inkjet
For More InformaHon…
Barbara A. Pellow Group Director, InfoTrends
Phone: 970-‐328-‐5141 E-‐mail: [email protected]