Winning with Digital PrintWinning with Digital Print with Digital Final.pdf · Agenda WW & US...
Transcript of Winning with Digital PrintWinning with Digital Print with Digital Final.pdf · Agenda WW & US...
Winning with Digital PrintWinning with Digital Print
Delivering the Value
Mamdouh ElsayehMarketing Support Directorg pp
PSBG
Fuji Xerox
1
Agenda
WW & US Digital Print Market Trend� WW & US Digital Print Market Trend
Key Digital Applications� Key Digital Applications
� Xerox Production Product Portfolio� Xerox Production Product Portfolio
� Winning with Digital� Winning with Digital
2
Agenda
WW & US Di it l P i t M k t T d� WW & US Digital Print Market Trend
3
Business Challenges
Reducing Costs� Reducing Costs
Increasing Productivity� Increasing Productivity
� Reducing Turnaround Time� Reducing Turnaround Time
� Growing Revenueg
� Improve Business Results
4
The Digital Opportunities th d G i !are there… and Growing!
16%
12%
14%
16%
ow
th
6%
8%
10%
Page G
ro
2%
4%
6%
Tota
l P
0%
2%
Digital Service Provider Other Printers
5
Source: Caslon Market Intelligence, Fall 2004
The Future of Global Markets
F All P i ti t 2015!For All Printing to 2015!
Revenue Growth
6
Frank Romano, Pira International 2006
The Future of Global Markets
For All Printing to 2015!For All Printing to 2015!
Digital Print Volumes
7
Frank Romano, Pira International 2006
WW Digital Print Growth
Asia Pacific is growing faster:Asia Pacific is growing faster:�� Asia Pacific is growing faster:Asia Pacific is growing faster:
9 912.0
9.9
6.4
8.0
5.5 5.36 0
8.0
10.0
%3.9 3.6
3.1 3.0
5.3
2.0
4.0
6.0%
Growth
0.0
orld
NA
.
alia
hina
Kong
ndia
pan
rea
wan
Wor
N.A
Aus
tral
Chi
Hong
Ko Ind
Japa
Sou
th K
oreTai
wa
8
USDA Economic Research Service
Fast Growing Trends in DigitalFast Growing Trends in Digital
Production1:1
MarketingWeb
FulfillmentShort Runs/
Turnarounds
Expanding
Applications
• 75% of four-color jobs are less than 5000*
• 33% of jobs
• 59% cite turn-around pressure***
• 30% of print providers offer
• From 2004 to 2007, digital printing revenue tripled to 21% of a printer’s total revenue***
• Digital color POD will
• Variable Data Print enables 28% price premium*
• 30% of all jobs jrequired in 24 hrs or less****
• By 2010, 100% expected <24 hrs*
Web-to-print*• Percent of Print
Spending conducted on Web
i 18% YOY*
• Digital color POD will grow from $3B (1995) to an estimated $49B (2009); a combined annual growth rate of
jexpected to be variable by 2007**
• Full-color variable data will double in
9
growing 18% YOY*annual growth rate of 22%!*
next 2 years
*Source: InfoTrends/CAP Ventures **Source: Interquest ***Source: NAPL ****Source: Frank Romano *****Source: Carlson & Company
US: Color Color Pages Passed gMonochrome Digital Printing in Value
Retail value of digital printing
(Source: Caslon & Co. research)
12.0
8 0
10.0
per
yea
r
6.0
8.0
of
do
llar
s p
Color
B/W
2.0
4.0
Bil
lio
ns
0.0
2004 2005 2006
Source: Caslon & Co
10
Source: Caslon & Co.
2006 Color Color Digital Printing By SegmentBy Segment
2006 Color Digital Pages by Segment
4
5
6
7
f P
ag
es
1
2
34
llio
ns o
f
Color
0
merc
ial
Printe
r
Prin
ter
t Maile
r
In-p
lant
Bur
eau
Cen
ter
Bil
Com
m
Dig
ital P
Qui
ck P
Dire
ct M In
Ser
vice
B
Data
C
11
Digital Color Page Volume Growth
2006 Digital Color Page Volume NA2006 Digital Color Page Volume, NA
25.0
15.0
20.0
of
Pag
es
5.0
10.0
Bil
lio
ns o
0.0
1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006
12
Agenda
K Di it l A li ti� Key Digital Applications
� Xerox Production Product Portfolio
� Winning with Digital
13
Digital Printing Snapshot A li tiApplications
� Transactional – going Transpromo
Direct Mail cost pressure driving to digital� Direct Mail – cost pressure driving to digital
� Collateral – web to print gaining groundp g g g
� Manuals – declining
B k th t h h� Books – the great monochrome hope
� Emerging – Photo booksg g
14
Digital Page Volumes by Application
2006 Digital Page Volumes by Application
80
100
120
140
fP
ag
es
Monochrome
20
40
60
80
llio
ns
of Monochrome
Color
0
ctio
na
l
DM
nu
als
,
Bo
oks
nte
rna
lF
orm
s
llme
nt
Oth
er
late
ral
od
ica
lsle
tte
rs
cto
rie
sta
log
s
f S
ale
,g
ing
&
An
nu
al
Ca
rds,
lastics
ee
tin
g
Bi
Tra
nsa
c
Ma B
InF
Fu
lfi
Co
l l
Pe
rio
Ne
ws
Dir
ec
Ca
t
Po
int
of
Pa
cka
g A
Bu
s C Pl
Gre
15
2006 North America Digital Color Page % b ApplicationPage % by Application
Collateral 23.4%
Direct Mail 22.5%
Transactional 10.1%
Newsletters 10 1%Newsletters 10.1%
Business Cards, Letterhead 6.0%
Fulfillment Kits 4.6%
Books 4.2%
Other 3.0%
Greeting Cards 2.8%
Point of Sale, Displays, Shelf Tags 2.6%
Manuals, Course Packs 2.3%Manuals, Course Packs 2.3%
Annual Reports 1.8%
Packaging & Labels 1.7%
Internal Reports 1.6%
Catalogs 1 3%Catalogs 1.3%
Periodicals 0.8%
Business Forms 0.7%
Plastics 0.4%
16
Directories 0.2%
Transaction Applications
� Which is more interesting?
Whi h t & ll t iti ?� Which generates cross & up-sell opportunities?
17
"We No Longer Think of Cost Per Page, We Think of Revenue Per Page."
Direct Mail “DM”Which of Theses Mediums Can Deliver Relevancy?
• Television
R di
• Discussion Board
F t f• Radio
• Web
• Face to face
• BillboardWeb
• Direct mail
Billboard
• Cell phone text
• Telephone
p
message
B d• Email
• Blog
• Banner ad
• Bus wrap
18
• Blog Bus wrap
2006 U.S. Direct Mail Color Digital Page Forecast
Direct mail: color digital pages vs. all printingg p g p g(Data source: Caslon & Company)
350
400
450
200
250
300
350
(billio
n/y
ear)
Color digital
All printing methods
50
100
150
200
Pages ( All printing methods
0
50
2005
2007
2009
2011
2013
2015
2017
2019
Year
Source: Caslon & Co.
19
Direct Marketing/Lead Generation: F d Fi l dFord Finland
Program Objectives
� Increase parts and service sales
� Dealers to control content of
aftermarket sales campaigns
Sh t th ti i d t d� Shorten the time required to produce
campaigns
StrategyStrategy
� Create a Web-to-print solution
allowing independent dealers to setallowing independent dealers to set
their own content, offers for products,
and services Source: PODi, www.podi.org
20
Make it easy - For the End User
� SRU
� Slippery Rock University pp y ypersonalized the cover and filled-in student reservation form.O i t ti� Orientation program was completely booked within five working days
� BMA
� BMA Insurance distributed personalized term life
21
personalized term lifeinsurance enrollment forms to 12K potential customers
� Preprinted the customer infoM l i d
Source PODI
Another “Hot” Application: W b t P i t C ll t lWeb-to-Print Collateral
U d f C ll t l M t� Used for Collateral Management
� Transfers Control to the User
� Users Can Order Items 24 Hours a Day, 7 Days a WeekWeek
� Collateral Can Be Static or Variable
� Maintains Brand Integrity
� Leading Suppliers: Printable, Xerox FreeFlow, g pp , ,Printer’s Presence, Page Path, XMPie
22
Web-to-print for Real EstateWeb to print for Real Estate
B i N d� Business Need� Develop solution to simplify
print ordering for real estateprint ordering for real estate agents
� Strategy� Strategy� Simple web-to-print solution
that allows real estate agents to initiate projects
� Supports virtually any templated print producttemplated print product
23
Beyond Print: The Enterprise Value Chain
For every $1 spent on print…
The Enterprise Value Chain
For every $1 spent on print…
Process
DataDesign Compose RIP Finish Fulfill Distribute
Track
ResponseRepository
Another $6 is spent on content and fulfillment!
U t 15% f ’ llUp to 15% of a company’s overall revenue is spent on content
Content is a $1 Trillion Market
This is the New Print Value Chain
24
Sources: IDC; CAP VenturesThis is the New Print Value Chain
Sources: IDC, CAPV
Agenda
Xerox Production Product Portfolio� Xerox Production Product Portfolio
Winning with Digital� Winning with Digital
25
The Right WorkflowThe Right Workflow
� Workflow Is the Management of a Job From Origination� Workflow Is the Management of a Job From Origination
Through Generation of the Invoice
� How print gets done
� Printing accounts for only 7%-22% of total job costg y % % j
�Workflows Are Unique and Vary From Customer to
Customer, and Application to Application
�Optimization / Productivity�Optimization / Productivity
�Offset / Digital
26
FreeFlow Meets Customer Requirements
Your Customer’s Requirements
� Lower costs
FreeFlow Enables
� Automatic correction of print file
� Increase value add for customers
� New sources of revenue
problems before printing
� Customer convenience and
t d ti� New sources of revenue turnaround time
� Variable data to create personalized
communication
Through
communication
Provide Value add to Customers & Additional
� Open Architecture, Partners, and Industry Standards
27
Provide Value add to Customers & Additional
Revenue for your Business
The Right TechnologyStrategic Partnerships Across Value ChainStrategic Partnerships Across Value Chain
PartnersPartners
28
Production Color Offerings
NN
iGen3 110
� GATF – 2004 GATF InterTech Technology Award
� Canadian Marketing Association – Innovation Award 2004
uty
Cyc
le Epic Cti-635 in-line UV coaterNewNew
DocuColor 8000� Electronic Publishing – Hot Products 2004
uct
ivit
y / D
u
DocuColor 7000
DocuColor 8000g
� BERTL- Best High Volume CRD/Commercial
Production Color Device 2005
pee
d /
Pro
du
Horizon Color Works Booklet Maker
DocuColor 7000
NewNew
Sp
� BERTL- Best Mid Volume Production Color
Device 2004DocuColor 5000
DocuColor 242/252/260
29
Industry’s Best and Broadest Portfolio
Right Business Model Right Workflow Right Technology
Production Monochrome Offerings
C t Sh t
New� Better Buys for Business
Cut Sheet
DocuTech Highlight Color
New
Cyc
le
DocuTech- Editor’s Choice November 2004
DocuTech 6135
vity
/ D
uty
C … and new Nuvera 288
Nuvera Production
/ Pro
du
ctiv
� BERTL – Best 100 to 120ppm High-Volume Production Device 2005
� Electronic Publishing – Hot Products 2004 December 2004
� Better Buys for Business – Editor’s Choice November 2004
Nuvera Production
System
Sp
eed
/
� BERTL - Best Entry Level Print Shop Device 2004
y
Nuvera Copier Printer
4110
I d t ’ B t d B d t P tf li
BERTL Best Entry Level Print Shop Device 2004
� Better Buys for Business – Editor’s Choice November 2004
30
Industry’s Best and Broadest Portfolio
Right Business Model Right Workflow Right Technology
Continuous Feed Printer FamilyPrinter Family
S dS dSpeedSpeed
1064 ipmDocuPrint 1050 duplex
—600 dpi; 1064 ipm (244 fpm)
1000 ipm
DocuPrint 1000
—300 dpi; 1000 ipm (230 fpm)850 ipm
DocuPrint 850 duplex
—600 dpi; 850 ipm (195 fpm)532 ipm
DocuPrint 525 CF simplex
—600 dpi; 532 ipm (244 fpm)500 ipm
DocuPrint 500 CF simplex
—300 dpi; 501 ipm (230 fpm)
500 ipm
600 dp ; 53 p ( p )
New
DocuPrint 425 CF simplex425 ipm Patented Multiplex
Xerox 495 Continuous Feed Duplex
---600 dpi; 500 ipm (115 fpm)
500 ipm
31
DocuPrint 425 CF simplex
—600 dpi; 425 ipm (195 fpm)
Agenda
Wi i ith Di it l� Winning with Digital
32
How are They Winning?
• Growing the Customer’s Business
• Creatively Using Digital Color
S lli “V l ” d “S l ti ”• Selling “Value” and “Solutions”
• Leveraging the Internetg g
• Increasing Profitability
33
THANK YOUTHANK YOU
34