The Pathway to Profitability through inkjet printing. The applications of inket printers in the modern world and case studies of businesses improving the customer experience with in house printing.

1. 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:

2. The
Event
for
Those
Serious
About
Inkjet
The
Pathway
to
Profitability
Barb
Pellow,
Group
Director
InfoTrends

3. 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!

4. The
Event
for
Those
Serious
About
Inkjet
Your
Customers
are
ReinvenHng

5. The
Event
for
Those
Serious
About
Inkjet
0
50
100
150
200
2013 2018
BillionsofImpressions
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

6. 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

7. The
Event
for
Those
Serious
About
Inkjet
Interviews
with
20
Firms
All
are
Reinven&ng
their
Businesses
with
Inkjet

8. 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

9. The
Event
for
Those
Serious
About
Inkjet
• Reliability
• Quality
• Head
life
• Business
impact
• Time
to
revenue
• Vendor
support
Was
it
a
Good
Decision?

10. The
Event
for
Those
Serious
About
Inkjet

11. The
Event
for
Those
Serious
About
Inkjet

12. The
Event
for
Those
Serious
About
Inkjet
“We
were
serial
numbers
1
and
2
with
the
InfoPrint.
While
there
were
iniEal
limitaEons,
geng
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)

13. 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)

14. 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

15. The
Event
for
Those
Serious
About
Inkjet
The
Decision-­‐Making
Process:
Business
Case

16. 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

17. 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

18. 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

19. 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

20. 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.

21. 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

22. The
Event
for
Those
Serious
About
Inkjet
AugmenHng
Content

23. The
Event
for
Those
Serious
About
Inkjet
Print-­‐to-­‐Mobile
EdiHons
Op&ons
Abound
for
Books,
Magazines,
Explana&on
of
Benefits

24. The
Event
for
Those
Serious
About
Inkjet
point
Success
Strategy:
Company
Version
2.0

25. The
Event
for
Those
Serious
About
Inkjet
Telling
Your
Story

26. The
Event
for
Those
Serious
About
Inkjet
More
than
a
Printer:
Services
2.0
(1)

27. The
Event
for
Those
Serious
About
Inkjet
More
than
a
Printer:
Services
2.0
(2)

28. 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

29. 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

30. The
Event
for
Those
Serious
About
Inkjet
Segment
your
customers
to
idenHfy
opportuniHes
driven
by
affordable
digital
color
ReinvenHng
a
Customer
Base

31. 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

32. 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

33. 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

34. The
Event
for
Those
Serious
About
Inkjet
• Geng
workflow
right
• Seng
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!

35. 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

36. 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

37. 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

38. The
Event
for
Those
Serious
About
Inkjet
For
More
InformaHon…
Barbara
A.
Pellow
Group
Director,
InfoTrends
Phone:
970-­‐328-­‐5141
E-­‐mail:
barb@infotrends.com