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Dr Joe Webb - Global Channel Partners Summit 2012
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Dr Joe Webb - Global Channel Partners Summit 2012

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  • 1. October 7-10, 2012 Chicago, IL
  • 2. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer The State of the Channel: 2012 DOES IT REALLY MATTER?
  • 3. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Channels are the least flexible aspect of the marketing mix. This is an open invitation to new competition.
  • 4. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer In the Battle for “Place,” Convenience Wins versus
  • 5. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer The State of the Channel: 2020 BREAK WITH TRADITION BEFORE SOMEONE ELSE BREAKS IT FOR YOU
  • 6. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer A Step Back: Why Channels? • Channels provide an advantage not easy created internally • … fill a void in a unique way that is proprietary and preferred • All channels exist to reduce the total long-term cost and increase the effectiveness of a system of relationships • (Selling direct is not always what it’s cracked up to be)
  • 7. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Commercial Printing’s Undeniable Trends • Fewer and smaller print businesses – Greater distance between commercial print establishments • Fewer suppliers • Shrinking offset installed base, digital base increases • “Mainstream Print” disappears
  • 8. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer What Do These Trends Mean?
  • 9. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer By 2020, per capita consumption of US commercial print will drop by -25% or more
  • 10. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Fewer US Commercial Printing establishments: down 1/3 by 2020 … or worse… -40% from 2012 to 2020
  • 11. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Content is Still Being Created
  • 12. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Ad Agency + Graphic Design Employment Now Exceeds That of Commercial Print
  • 13. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Fewer suppliers • Excuse me, sir, I came here to see the pre-press pavilion… can you tell me where that is? • Influence of long-established vendors is diminishing – Kodak working through bankruptcy – Heidelberg stock about €1.20 ($1.50) – Presstek 50 cents per share – Xerox shares were about $12 at end 2011, now are about $7.50
  • 14. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer CapEx investment rate shrinks • CapEx decreases from 5% to 3% of sales • Dealer opportunity: new homes for current installed base as industry consolidates
  • 15. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Decreases in overall demand create new channel opportunities • Suppliers need to cut fixed costs • Workflows must become focused on multi-channel deployment • Printers seek new revenue sources • Content creators become new opportunity for graphic arts dealers and reps
  • 16. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Commercial Printing’s Survivors Will be Healthier Smaller Media Integrated Focused on Specialties Broadly Dispersed
  • 17. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Smaller markets + More complexity = Channel Restructuring
  • 18. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer New Issues for the Biggest Traditional Suppliers • Industry suppliers will restructure sales and service coverage – Shift from W-2 workers to 1099 independents and current dealers • Independent technical and service personnel
  • 19. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Does Digital Media Hold Opportunities for the Dealer/Independent Rep?
  • 20. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer If You Believe in “Marketing Services” You Believe in this Chart
  • 21. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Print Workflow Transforms into Multichannel Deployment • “BIG IRON”ERA – Single-purpose CapEx – Buy once and feed with consumables • DIGITAL ERA – Multi-purpose infrastructure – Constant CapEx upgrades and integration
  • 22. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer How Digital Media Changes the Print Workflow • Printers used to enter new markets with new equipment that would last years • Printers will enter new markets with new software and new communications technologies that last for months
  • 23. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Today’s “Mainstream Print” Decreases in Volume • Specialty production is more tactical than strategic • More specialized equipment, niche tactics, approaches
  • 24. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Channel Questions for 2012-2020
  • 25. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Are dealers the “systems analysts” for marketing services / communications logistics?
  • 26. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Are dealers the new CapEx sales and service infrastructure for the industry’s former high-flying vendors?
  • 27. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer Can dealers bring new ranges of specialties to printers anxious for new revenue streams?
  • 28. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer If you want things to stay the same, things will have to change The Leopard Giuseppe Tomasi di Lampedusa
  • 29. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer QUESTIONS Thank You Very Much!