Preso to Spicers US graphic arts reps April 15, 2010.

1. in the
Press Room

2. Pain Points
• Cost
• Consistency
• Quality

3. Cost: Time & Materials
• Make-ready
• Chasing color on press
• Make-goods

4. Consistency: “Color”
• Form to form
• Run to run
• Press to press

5. Quality: Perceptions
• Color casts
• Vibrancy / Purity
• Finishing issues

6. Pressroom Solutions

7. Customer Benefits
• Shorter make-ready • Greener printing
• Faster dry times • Greater consistency
• Faster finishing • Better color match
• Less waste • Improved neutrality
• Use less ink • Better contrast
• Better quality • Achieve standards

8. Print Control
• Cost: Lowers
• Consistency: Increases
• Quality: Increases

9. Print Control
• Target a standard (in-house or industry)
• Measure actual press sheets
• Adjust to optimize printing conditions

10. Customer Benefits
• Shorter make-ready • Greener printing
• Faster dry times • Greater consistency
• Faster finishing • Better color match
• Less waste • Improved neutrality
• Use less ink • Better contrast
• Better quality • Achieve standards

11. Ink Optimizer
• Cost: Lowers
• Consistency: Increases
• Quality: Increases

12. Ink Optimizer
• Harmonize color separations
• Stabilize gray balance
• Reduce CMY ink usage

13. Customer Benefits
• Shorter make-ready • Greener printing
• Faster dry times • Greater consistency
• Faster finishing • Better color match
• Less waste • Improved neutrality
• Use less ink • Better contrast
• Better quality • Achieve standards

14. Rapid Check
• Cost: Maintains
• Consistency: Maintains
• Quality: Maintains

15. Rapid Check
• Dashboard for print conditions
• Diagnose and address issues
• Legally valid proof of consistency

16. Customer Benefits
• Shorter make-ready • Greener printing
• Faster dry times • Greater consistency
• Faster finishing • Better color match
• Less waste • Improved neutrality
• Use less ink • Better contrast
• Better quality • Achieve standards

17. Who will be selling it?
• Graphic Arts Reps closing the deals
• TSG providing implementation, as necessary
• Fine Paper reps providing leads, eventually

18. Why are you selling it?
• Differentiates Spicers Paper
• Increases stickiness in account
• Helps Spicers Paper sell other products

19. Proofing
Workflow Services
Supplies
Fine
Paper
Ink Plates

20. Proofing
Workflow Services
Supplies
Fine
Paper
Ink Plates

21. Workflow
• Opportunity to replace other components
• Hardware (e.g., CTP: smaller dots, FM)
• Software (e.g., ColorServer, Prinergy)

22. Proofing
• Software: GMG ColorProof, ProofControl
• Proof and separate using same engine
• Proof and print to same standard(s)
• Media

23. Services
• PrintControl used to achieve standard,
certification (e.g., GRACoL)
• Up-sell InkOptimizer to “custom” profile
• Required for web presses

24. Everything Else
• Profile ties customer to your fine paper
• Process control may require changes
• Paper, ink, plates, supplies
• RapidCheck can ID opportunities
• Hardware, consumables, services

25. Who’s the Customer?
• Commercial
• Conventional: Sheetfed & Web*
• Digital: Electrostatic & Inkjet
• Publications*
* Web presses require custom ink profiles

26. How’s it sold?
• Focus on pain points
• Ask questions when on-site
• Look for clues from team
• Calculate their ROI

27. Sample ROI
OPERATING EXPENSES 3,000 JOBS/YR
• PIA ratios: $8M printer
OFFICE LABOR
ADMINISTRATION 7.00%
SALES 8.00%
EST., CSR, PLAN, SCHED. 3.00%
• We can affect red #s
FACTORY LABOR
PREPRESS 4.00%
PRESS 10.00%
BINDERY/FINISH 8.00%
WAREHOUSE/MAIL/OTHER 3.00%
• Save 10% on labor
MATERIALS
PAPER 25.00%
INK 2.00%
PREPRESS MATERIALS 3.00%
OTHER
MATERIALS
EQUIPMENT DEPR.
EQUIPMENT SERVICE
OUTSIDE SERVICES
5.00%
1.00%
5.00%
• Save 5% on paper
• Save 20% on ink
SPACE, UTILITIES 5.00%
MISCELLANEOUS 7.00%
TOTAL COSTS 96.00%
PROFIT MARGIN 4.00%

28. Sample ROI
OPERATING EXPENSES 3,000 JOBS/YR
• Increase margin >50%!
OFFICE LABOR
ADMINISTRATION 7.00%
SALES 8.00%
EST., CSR, PLAN, SCHED. 3.00%
• Doesn’t include saving:
FACTORY LABOR
PREPRESS 4.00%
PRESS 9.00%
BINDERY/FINISH 8.00%
WAREHOUSE/MAIL/OTHER 3.00%
• Prepress materials
MATERIALS
PAPER 23.75%
INK 1.60%
PREPRESS MATERIALS 3.00%
OTHER
MATERIALS
EQUIPMENT DEPR.
EQUIPMENT SERVICE
OUTSIDE SERVICES
5.00%
1.00%
5.00%
• Bindery labor
• Make-goods
SPACE, UTILITIES 5.00%
MISCELLANEOUS 7.00%
TOTAL COSTS 93.35%
PROFIT MARGIN 6.65%

29. Sample ROI
2
• 7x ROI, assuming:
< • $8M sheetfed printer
• $17, 500 MSRP + 8%
• Use their ICC profiles
months • Save ~$132,500/year

30. How’s it sold?
• Short term (now through June)
• We will work closely with you
• Each account uniquely addressed
• Long term (starting in June, going forward)
• Approach standardized
• Supporting materials provided

31. Blocking & Tackling
• Sonor will provide:
• Competitive product positioning
• Blocks for other resellers, manufacturers

32. What’s in it for me?
• Same comp plan (15% on software)
• Also get 15% on any up-sells
• Software
• Hardware
• Services

33. Questions
?