The State of the Channel 2012: Does it Matter? [Global Channel Partners Summit]
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The State of the Channel 2012: Does it Matter? [Global Channel Partners Summit]

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This presentation was delivered at the 2012 Global Channel Partners Summit, which was located at Graph Expo in Chicago.

This presentation was delivered at the 2012 Global Channel Partners Summit, which was located at Graph Expo in Chicago.

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The State of the Channel 2012: Does it Matter? [Global Channel Partners Summit] Presentation Transcript

  • 1. The State of the Channel: 2012DOES IT REALLY MATTER? Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 2. Channels are the least flexible aspectof the marketing mix. This is an open invitation to new competition. Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 3. In the Battle for “Place,” Convenience Wins versus Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 4. The State of the Channel: 2020BREAK WITH TRADITIONBEFORE SOMEONE ELSE BREAKS IT FOR YOU Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 5. 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) Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 6. 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 Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 7. What Do TheseTrends Mean? Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 8. By 2020, per capita consumption of US commercial printwill drop by -25% or more Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 9. Fewer US Commercial Printing establishments: down 1/3 by 2020 … or worse… -40% from2012 to 2020 Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 10. Content is Still Being Created Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 11. Ad Agency + Graphic Design Employment Now Exceeds That of Commercial Print Global Channel Partners Summit 2012Presentations: http://ilink.me/Dealer
  • 12. 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 Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 13. CapEx investment rate shrinks• CapEx decreases from 5% to 3% of sales• Dealer opportunity: new homes for current installed base as industry consolidates Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 14. Decreases in overall demandcreate 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 Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 15. Commercial Printing’s Survivors Will be Healthier Smaller Media IntegratedFocused on Specialties Broadly Dispersed Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 16. Smaller markets + More complexity =Channel Restructuring Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 17. 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 Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 18. Does Digital Media Hold Opportunities for theDealer/Independent Rep? Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 19. If You Believe in “MarketingServices” You Believe in this Chart Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 20. Print Workflow Transforms into Multichannel Deployment• “BIG IRON”ERA • DIGITAL ERA – Single-purpose – Multi-purpose CapEx infrastructure – Buy once and – Constant CapEx feed with upgrades and consumables integration Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 21. 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 Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 22. Today’s “Mainstream Print” Decreases in Volume• Specialty production is more tactical than strategic• More specialized equipment, niche tactics, approaches Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 23. Channel Questions for 2012-2020 Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 24. Are dealers the“systems analysts” for marketing services / communications logistics? Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 25. Are dealers the newCapEx sales and service infrastructure for the industry’s former high-flying vendors? Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 26. Can dealers bring new ranges of specialties toprinters anxious for new revenue streams? Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 27. If you want things to stay the same,things will have to change The Leopard Giuseppe Tomasi di Lampedusa Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer
  • 28. QUESTIONSThank You Very Much! Global Channel Partners Summit 2012 Presentations: http://ilink.me/Dealer