This new product was the most significant technological achievement and the single biggest potential seller in company history at the time. The launch presentation to the field sales organization gives a comprehensive product and market opportunity assessment and details the full range of digital and print selling tools in support of the global sales force.

1. Konica Minolta bizhub C350 / C351 / C450 / C450P
Color Toner
New Product Launch
August 2007

2. Agenda
• Model overview
• Market overview
• Product overview
• Selling with confidence – Tools & Info
• Launch communications
• Q&A
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3. Model Overview
Model Family: C350/351/450/450P
– Speed 35-45 ppm black
– Speed 22-35 ppm color
– Average Monthly Copy Volume is 33K-
50K pages per month (1/3 max. duty
cycle – BLI)
– Aggressive price / low supplies cost =
Good Value
– For office workgroups & large
departments
– For “Business Color” users wanting to
add color to primarily black text
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4. Model Overview
C350 C351 C450 C450P
Intro Date Mar-04 Jul-05 Apr-05 Oct-05
Mfg Status Discontinued Discontinued Current Current
(Jul-06) (Jan-07)
PPM (K) 35 35 45 45
PPM (CMY) 22 35 35 35
OEM stated 80,000 100,000 100,000 100,000
Yield IU (K)
OEM stated 50,000 50,000 50,000 50,000
Yield IU (CMY)
OEM stated 11,500 11,500 11,500 11,500
Yield toner
OEM stated 300,000 300,000 300,000 N/A
Yield Fuser
AMCV 33,000 33,000 50,000 50,000
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5. Model Overview
Industry Feedback – Advantages
– Good image quality in print/copy modes
– Cartridge replacement simple, clean
– Glossy output
– C350 BLI’s 2005 Pick of the Year for
“Outstanding Color Multifunctional
Imaging System for General
Applications”
– C450 named “Most reliable 36-45 PPM
Color MFP” by Office Products Analyst
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6. Model Overview
Industry Feedback – Shortcomings
– Field reports of premature IU failures /
low yields
– Below average black toner yields &
paper capacity requires more user
interaction
– Black halftones are grainy
– Color sharpness fair in print / copy
modes
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7. Market Overview
– Sold through Dealer, Direct &
Subsidiary channels
– WW MIF = 69,000
– NABU MIF = 35,900 (52%)
– EAME MIF = 25,500 (37%)
– APBU MIF = 3,500 (5%)
– LABU MIF = 4,100 (6%)
– Katun accessible market peaks Q3-08
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8. Market Overview
60000
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Asia Pacific Latin America
PeriodROW US WE
We are ahead of the opportunity sweet spot!
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9. Market Overview
Customer Survey Findings (May-07)
– Average # of machines/customer <50
– Anticipated machine life 4-5 years
– Color output < half of total pages
– 53% interested in Katun color/black
toner
– Respondents aware of several non-OEM
aftermarket suppliers of parts/supplies
(primary supplier is Color Imaging)
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10. Market Overview
Aftermarket Toner Offerings
Name Market (s) Source
Color Imaging WW Color Imaging
Danka Australia Australia Color Imaging
Densigraphix WW OEM & Compatible
Italiana Riprografia EU Color Imaging
New Tekk Supplies EU Color Imaging
Parsia EU Color Imaging
Polek & Polek NA OEM & Color Imaging
PPC EU Color Imaging
Precision Roller NA OEM
Raven Industries (K) WW Raven Industries
THS EU Color Imaging
Toner on Demand (K) WW Raven Industries
Tonnex EU OEM
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11. Product Overview
OEM Cartridge Technology
– All cartridges (K/CMY) have similar design
– Lock out tabs are color specific
– Lock out tabs are region specific (NA & EU
configurations)
– Black cartridge includes ozone filter
– Two windows on cartridge used for low level
toner detection
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12. Product Overview
Katun Performance Toner
– Same color/regional lock out configurations as OEM
– Fits, functions & installs identical to OEM
– Black cartridge includes ozone filter
– Extensive testing of cartridge & toner
– Visible cartridge differences from OEM
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13. Product Overview
Cartridge Color
Konica Katun
(Black) (Transparent)
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14. Product Overview
Dispense Port Cover
Konica Katun
(Black, Flip (White, Slide
Top Cover) Cover)
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15. Product Overview
Fill Plug Cover
Konica Katun
(Transparent) (Black)
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16. Product Overview
Toner Level Detection Window
Konica Katun
(Transparent) (Window not needed --
transparent cartridge)
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17. Product Overview
Ozone replacement filter
Ozone filter installs in
back of machine
–Konica includes plastic casing
–Katun includes replacement filter only
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18. Product Overview
Product Characteristics
Metrics OEM Katun
PN (K) 4053-401 (NA, LA) 27353 (NA, LA)
4053-403 (EU, AP) 31776 (EU, AP)
PN (C) 4053-701 (NA, LA) 27354 (NA, LA)
4053-703 (EU, AP) 31778 (EU, AP)
PN (M) 4053-601 (NA, LA) 27355 (NA, LA)
4053-603 (EU, AP) 31779 (EU, AP)
PN (Y) 4053-501 (NA, LA) 27356 (NA, LA)
4053-503 (EU, AP) 31780 (EU, AP)
Price per / sold in 230 grams / cartridge / box 230 grams / cartridge / box
Yield/cartridge 11,500 @ 5% coverage 11,500 @ 5% coverage
Fits & functions in Develop QC 2235 (NA), Develop QC 2235 (NA),
(confirmed) Oce CS 180 / 230 (EU) Oce CS 180 / 230 (EU)
Toner type Dry, dual component Dry, dual component
Resin composition Polystyrene Polyester
Manufacturing process Polymerized Modified Conventional
Particle size 6-7 microns 6-7 microns
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19. Product Overview
Katun Performance Lab Evaluations
– Five complete life tests (100K per test)
– 32 toner tests
– Five cartridge tests
– Seven competitive evaluations
– Nine developer tests
– In total 1.35 million copies made during qualification!
Extensive testing = High confidence
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20. Product Overview
19 different tests
Assessment of Performance Forward & reverse compatibility with OEM toner
Assessment of material & physical properties Full life testing vs. OEM stated yields
Fit & function of cartridges Toner adhesion
Image density Temperature & humidity environment performance
Background imaging and noise Gray scale density
Toner flowability Dusting and machine cleanliness
Test quality Dot quality
Line quality Resolution
Toner scatter Extraneous marks
Halftone quality And more…
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21. Product Overview
Key R & D Lab Tests:
– Color Matching
– Image Density
– Halftone Reproduction
– Adhesion
– Yields
– Fit/Function of cartridge in machine
– On four different paper types
 20 lb/75 g/m2 bond
 24 lb/90 g/m2 laser
 32 lb/120 g/m2 gloss
 A4 80 g/m2)
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22. Product Overview
Lab Test Comparison
Katun Other Aftermarket
Color Matching Equal to OEM Equal to OEM
Cyan Equal to OEM;
Image Density Equal to OEM K/M/Y Lighter than OEM (visually
noticeable)
Background Equal to OEM Equal to OEM
K/C/Y Equal to OEM;
Yield Equal to OEM
Magenta Less than OEM
Halftones Equal to OEM Equal to OEM
Adhesion / Fusing Equal to OEM Less than OEM
Compatible with OEM &
Compatibility Compatible with OEM
Aftermarket
Less than OEM (visually noticeable)
Gloss Equal to OEM
Exhibited streaking in some solid fill areas
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23. Selling with Confidence!
Katun Product Differentiation
– Includes ozone filter – other aftermarkets do not
– Particle sizes 6-7 microns like OEM (smaller than AM)
 Optimizes interaction with other machine components
 Reduces risk of dusting, poor yields, premature failure of parts
 Reduces risk of service calls
– Confirmed compatibility with OEM & Aftermarket toners
– Katun has the only OEM-equivalent aftermarket toner!
Lab Tested & Proven OEM equivalent
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24. Selling with Confidence!
Katun Value Proposition
Same as for monochrome toner. Here is why:
– Better value than OEM toner (= performance / lower cost)
– Same vibrant colors
– Yields similar to OEM
– Consistent quality
– Forward and reverse compatible with OEM supplies
– Warranty & support
– No additional service requirements
– Katun is the Best Overall Value
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25. Selling with Confidence!
World Class Quality Management
– Katun’s 360° quality certification ensures the
product has undergone rigorous and thorough
application-specific testing
– Same rigorous standards are applied to color toner
– Katun has decades of expertise in toner and parts
– All Katun products are evaluated and tested under
extreme conditions
– Katun products are continually reviewed for
improvement opportunities
– Trusted partner, High quality, Consistent
products, Increased profit margins
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26. Selling with Confidence!
Print Sample Interpretive Guide
– Type sizes 4-12 point.
Crisp, clean small type
resolution?
– Grid line quality &
resolution CMYK
– Gradual increase in color
density? Starting with pure
white to solid color?
– Image density, glossiness &
toner adhesion. Solid
colors grainy or smooth?
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27. Selling with Confidence!
Print Sample Interpretive Guide
– Line quality in varying
widths & toner adhesion on
different color backgrounds
– Color reproduction,
vividness & detail (shadows
& secondary colors)
– Mixture colors in unequal
ratios create desired
blended match?
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28. Selling with Confidence!
Handling Sample Requests
– Everybody wants them … but WHY?
– The lab has tested this product extensively. We did 53 different
evaluations of 19 test attributes on 1.35 million copies. We consumed
hundreds of color cartridges and IUCs.
– After the extensive testing completed in the Katun Lab, how will the
customer test the product?
– Do they have a test protocol?
– How will they define success?
– When will they make a purchase decision?
– Remember, FOUR samples are needed to test ($150)
– If absolutely needed, work with your Sales Manager for sample
product & follow the steps in Sample Positioning Guide and Customer
Testing Protocol
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29. Selling with Confidence!
Launch Kit will help you:
– Understand the technology
and help customers
understand it
– Know what you’re selling
against and how to
differentiate Katun
– Become informed of key
model & product information
– Effectively manage requests
for product samples
– Build customer confidence in
Katun quality
– Increase your sales
commissions!
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30. Selling with Confidence!
What’s inside your Launch Kit?
– Priority Launch Document
– Sales Force Announcement Memo
– Press Release
– Print sample test patterns (OEM & Katun)
– Print sample interpretive guide
– Sample positioning guide
– Customer testing protocol
– Market Summary
– Katun Color Primer – homework!
– Performance Edge color brochure
– Color toner testing video on CD – copy to your hard drive
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31. Launch Communications
– Teaser banner ad on KOLC
– New Product Announcement email
– Web Banner ad
– Web site color landing page – Customer
– Web site color landing page – General
– Press Release
– Video Press Release w/Carlyle Singer
– Video Press Release w/Singer, Barr, Moore
– Trade publication advertising
– Direct Mail
– Order confirmation email banner
– Telephone hold message
– Launch document
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32. Questions

33. Banner Ad
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34. Web site color landing page – general
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35. Web site color landing page – customer
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36. Banner Ad – Order confirmation
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37. New Product Announcement Email
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38. Color Matching
Color Gamut
(Full color scale +/- 128)
OEM Test
+b*
-a* +a*
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