inkjet summit 2015

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 Pathway to Profitability

Barb Pellow, Group Director InfoTrends


Inkjet: It’s All About ReinvenHon!

Reinven&on is the necessary process of proac&vely cra3ing a new future!


Your Customers are ReinvenHng


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


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


Interviews with 20 Firms All are Reinven&ng their Businesses with Inkjet


•  Was it a good decision? •  The decision-‐making process •  Services 2.0 •  OperaEonal innovaEon •  ReinvenEng a customer base •  Challenges •  RecommendaEons

Topics


•  Reliability •  Quality •  Head life •  Business impact •  Time to revenue •  Vendor support

Was it a Good Decision?


“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)


“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 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 Decision-‐Making Process: Business Case


•  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


“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


"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


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


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.


•  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


AugmenHng Content


Print-‐to-‐Mobile EdiHons Op&ons Abound for Books, Magazines, Explana&on of Benefits


point

Success Strategy: Company Version 2.0


Telling Your Story


More than a Printer: Services 2.0 (1)


More than a Printer: Services 2.0 (2)


It’s more than operaHonal improvement or excellence; It’s an operaHonal overhaul to create a new market or

compeHHve advantage

OperaHonal InnovaHon


•  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


Segment your customers to idenHfy opportuniHes driven by affordable digital color

ReinvenHng a Customer Base


•  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


“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


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


•  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!


•  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


“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


•  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


For More InformaHon…

Barbara A. Pellow Group Director, InfoTrends

Phone: 970-‐328-‐5141 E-‐mail: [email protected]

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