Wide Format Inks

PAGE
1

November 4, 2013 Webinar

Van Son Holland Ink Corporation

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Agenda
• Current Trends & Industry Analysis
• Van Son Holland Ink
• VS Wide Format Inks
– Value Proposition to Dealer
– Va...
Agenda
• Current Trends & Industry Analysis
• Van Son Holland Ink
• VS Wide Format Inks
– Value Proposition to Dealer
– Va...
Ink Volumes
WFI History
Annual U.S. Wide Format Inkjet Printer Inks Consumption
2006 vs. 2010

95%

Source: State Street C...
Ink Volumes
WFI Projections
Projections for Annual U.S. Consumption of Digital Press/Printer
Consumables in 2015

34%

Sou...
WFI Global Market
2017
$5.5bb

$
Billions
PAGE
6

Source: 2013 BCC Research
November 4, 2013 Webinar

Van Son Holland Ink ...
Barriers to Growth

Source: 2012 SGIA Benchmarking Report
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7

November 4, 2013 Webinar

Van Son Holland Ink Corporatio...
Industry Growth Plans

Source: 2012 SGIA Benchmarking Report
PAGE
8

November 4, 2013 Webinar

Van Son Holland Ink Corpora...
Equipment Purchased

Source: 2012 SGIA Benchmarking Report
PAGE
9

November 4, 2013 Webinar

Van Son Holland Ink Corporati...
Achieve Sales Growth?

Source: 2012 SGIA Benchmarking Report
PAGE
10

November 4, 2013 Webinar

Van Son Holland Ink Corpor...
Wide Format Facts
• Consumption of WF Inks is up
95% from 2006-2010 and
projected 30%+ growth
annually until well beyond 2...
Agenda
• Current Trends & Industry Analysis
• Van Son Holland Ink
• VS Wide Format Inks
– Value Proposition to Dealer
– Va...
1872
•
•
•
•
•
•
•

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13

1st patent list issued by US Patent Office
Metropolitan Museum of Art opens (NYC)
Yellowstone...
About Van Son
Family Owned & Privately Held for 140 Years

PAGE
14

November 4, 2013 Webinar

Van Son Holland Ink Corporat...
About Van Son
The King of The Netherlands officially endorses Van
Son’s Royal Dutch Ink Mills which are world
renowned for...
About Van Son
Van Son Inks
became very well
known for running
on small duplicator
presses such as
the AB Dick.

PAGE
16

N...
About Van Son
Later, Van Son’s QuickSon Series became
the preferred ink to be run on 40” sheetfed
offset presses like the ...
About Van Son
Today’s Van Son Wide Format Inks support the
widest variety of digital equipment including:

PAGE
18

Novemb...
About Van Son

Local Distribution
New York, Miami, Chicago,
and Los Angeles
PAGE
19

November 4, 2013 Webinar

Van Son Hol...
Agenda
• Current Trends & Industry Analysis
• Van Son Holland Ink
• VS Wide Format Inks
– Value Proposition to Dealer
– Va...
Van Son Wide Format Inks

PAGE
21

November 4, 2013 Webinar

Van Son Holland Ink Corporation

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EXI...
Value to Dealer
•
•
•
•
•
•
•
•

High Margins
Predictable Revenue
Brand Recognition
Infinite Growth Potential
Enhance Over...
Value to Printer
•
•
•
•
•
•
•
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23

20-30% Savings over OEM WF Inks
Maintain OEM High Quality
“Its like printing my ow...
Van Son Technology
•
•
•
•
•

PAGE
24

Excellent adhesion
Clog free recipe
Vibrant colors
Long lasting shelf-life
Increase...
Agenda
• Current Trends & Industry Analysis
• Van Son Holland Ink
• VS Wide Format Inks
– Value Proposition to Dealer
– Va...
Who is Van Son’s Perfect
Customer?
Using OEM
Inks 80%

Perfect Target

Not under
warranty

Want to
Save $$
1/3

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26

N...
Case Study
Bill has one Roland Pro III Printer that uses six 440
ml ink cartridges:
•
•
•
•
•
•

Black
Cyan
Magenta
Yellow...
Case Study
• Bill switches to Van Son inks and pays the
list price of $100 per cartridge.
• Bill now pays $1200 per month ...
Case Study
•
•
•
•
•

John’s Supply Shop has 5 sales reps.
Each sales rep has 5 clients like Bill.
This represents 25 pote...
Common Objections
• My printer is under warrantee & 3 rd party
ink will void my warrantee
• I already pay very low price f...
Agenda
• Current Trends & Industry Analysis
• Van Son Holland Ink
• VS Wide Format Inks
– Value Proposition to Dealer
– Va...
Next Steps
• Find clients with Wide Format Printers
who are using OEM ink
• Sell them ink that they are low on
• Find out ...
Thank You!

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November 4, 2013 Webinar

Van Son Holland Ink Corporation

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Van Son Holland Ink - Wide Format Ink Division 2013

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Wide Format Market Analysis
About Van Son Holland Ink
Value Proposition for Distributors and End Users
Case Study
Q&A

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  • Downward Pressure on Prices, Finding new customers and Rising costs are three very relevant topics to discuss with your clients. They are all experiencing pain in these areas and they are actively seeking solutions to address them.
  • In 2012 almost 60% of printers had plans to add graphic imaging equipment or technology. What did they add? Many added Wide-Format printers.
  • Also in 2012, printing companies have a solid commitment to expanding existing markets, developing new markets and adding production capacity. Since Wide-Format tops the list on projected equipment purchases, it is a relevant and timely discussion topic.
  • Excellent adhesion – Due to “Adhesion Enhancement Technology” (AET) which are added resin to pigment particles which bind to the calcium in paper for better adhesion.
    Clog free recipe – Due to “Self-Disperse Technology” (SDT) the micro encapsulated pigments are negatively charged which means they are designed to self-disperse and the particles won’t congeal together.
    Vibrant colors – Due to using true process color pigments which also allows for an exceptionally large color Gamut.
    Long lasting shelf life – Due to NFP which filters the nano-particle pigments through a nano-filter which takes out the larger particles that would settle at the bottom which would shorten the shelf life.
    Increased productivity – Due to “High Frequency Technology” (HFT) which now allows for fast printing at 48,000/drops/sec. or 400ft/min and “Nano-Filtration Process” (NFP) which allows the pigment size to be minuscule which gives a jetting boost.
    Other Wide Format attributes
    Astonishing light fast capabilities
  • Van Son Holland Ink - Wide Format Ink Division 2013

    1. 1. Wide Format Inks PAGE 1 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    2. 2. Agenda • Current Trends & Industry Analysis • Van Son Holland Ink • VS Wide Format Inks – Value Proposition to Dealer – Value Proposition to Printer • Case Study • Next Steps PAGE 2 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    3. 3. Agenda • Current Trends & Industry Analysis • Van Son Holland Ink • VS Wide Format Inks – Value Proposition to Dealer – Value Proposition to Printer • Case Study • Next Steps PAGE 3 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    4. 4. Ink Volumes WFI History Annual U.S. Wide Format Inkjet Printer Inks Consumption 2006 vs. 2010 95% Source: State Street Consultants, Inc. PRIMIR Printing Industry Consumables Usage & Trends (2011) PAGE 4 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    5. 5. Ink Volumes WFI Projections Projections for Annual U.S. Consumption of Digital Press/Printer Consumables in 2015 34% Source: State Street Consultants, Inc. PRIMIR Printing Industry Consumables Usage & Trends (2011) PAGE 5 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    6. 6. WFI Global Market 2017 $5.5bb $ Billions PAGE 6 Source: 2013 BCC Research November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    7. 7. Barriers to Growth Source: 2012 SGIA Benchmarking Report PAGE 7 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    8. 8. Industry Growth Plans Source: 2012 SGIA Benchmarking Report PAGE 8 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    9. 9. Equipment Purchased Source: 2012 SGIA Benchmarking Report PAGE 9 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    10. 10. Achieve Sales Growth? Source: 2012 SGIA Benchmarking Report PAGE 10 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    11. 11. Wide Format Facts • Consumption of WF Inks is up 95% from 2006-2010 and projected 30%+ growth annually until well beyond 2015 • Consumable supplies represent predictable recurring revenue at a high profit margin • Ink and Media are the only consumable goods for Wide Format printers PAGE 11 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    12. 12. Agenda • Current Trends & Industry Analysis • Van Son Holland Ink • VS Wide Format Inks – Value Proposition to Dealer – Value Proposition to Printer • Case Study • Next Steps PAGE 12 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    13. 13. 1872 • • • • • • • PAGE 13 1st patent list issued by US Patent Office Metropolitan Museum of Art opens (NYC) Yellowstone world's 1st national park Jesse James gang robs 1st bank Bloomingdale's opens store in NY Ulysses S. Grant re-elected US president The Great Boston Fire of 1872 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    14. 14. About Van Son Family Owned & Privately Held for 140 Years PAGE 14 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    15. 15. About Van Son The King of The Netherlands officially endorses Van Son’s Royal Dutch Ink Mills which are world renowned for the absolute highest quality standards HRH Willem-Alexander HRH Koning Willem III 2013 1890 PAGE 15 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    16. 16. About Van Son Van Son Inks became very well known for running on small duplicator presses such as the AB Dick. PAGE 16 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    17. 17. About Van Son Later, Van Son’s QuickSon Series became the preferred ink to be run on 40” sheetfed offset presses like the Heidelberg, Mann Roland and Komori. PAGE 17 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    18. 18. About Van Son Today’s Van Son Wide Format Inks support the widest variety of digital equipment including: PAGE 18 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    19. 19. About Van Son Local Distribution New York, Miami, Chicago, and Los Angeles PAGE 19 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    20. 20. Agenda • Current Trends & Industry Analysis • Van Son Holland Ink • VS Wide Format Inks – Value Proposition to Dealer – Value Proposition to Printer • Case Study • Next Steps PAGE 20 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    21. 21. Van Son Wide Format Inks PAGE 21 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    22. 22. Value to Dealer • • • • • • • • High Margins Predictable Revenue Brand Recognition Infinite Growth Potential Enhance Overall Profits Increase Customer Loyalty Keep Competition Out of Your Clients Support many brands: – Epson, HP, Mutoh, Mimaki, Roland PAGE 22 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    23. 23. Value to Printer • • • • • • • PAGE 23 20-30% Savings over OEM WF Inks Maintain OEM High Quality “Its like printing my own money” Same Color Profile – Al McWhiggin, Al’s Toy Barn, Toy Story 2 Plug and Play Remain Competitive on pricing Win More Business Fast Turn-around November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    24. 24. Van Son Technology • • • • • PAGE 24 Excellent adhesion Clog free recipe Vibrant colors Long lasting shelf-life Increases productivity November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    25. 25. Agenda • Current Trends & Industry Analysis • Van Son Holland Ink • VS Wide Format Inks – Value Proposition to Dealer – Value Proposition to Printer • Case Study • Next Steps PAGE 25 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    26. 26. Who is Van Son’s Perfect Customer? Using OEM Inks 80% Perfect Target Not under warranty Want to Save $$ 1/3 PAGE 26 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    27. 27. Case Study Bill has one Roland Pro III Printer that uses six 440 ml ink cartridges: • • • • • • Black Cyan Magenta Yellow Light Cyan Light Magenta • Bill uses OEM ink. Each cartridge costs him $120. • He uses 2 sets of cartridges per month which costs him $1440 per month or $17,280 per year. PAGE 27 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    28. 28. Case Study • Bill switches to Van Son inks and pays the list price of $100 per cartridge. • Bill now pays $1200 per month or $14,400 per year. • Annual savings: $17,280 – 14,400 = $2880 Imagine if Bill has more than one printer… PAGE 28 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    29. 29. Case Study • • • • • John’s Supply Shop has 5 sales reps. Each sales rep has 5 clients like Bill. This represents 25 potential clients 25 x $14,400 = $360k in new business At 30% profit margin = $108k!! Save your clients money and make money at the same time! PAGE 29 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    30. 30. Common Objections • My printer is under warrantee & 3 rd party ink will void my warrantee • I already pay very low price for OEM ink • I already have my color profile dialed in • I don’t have time to do a Flush. • I have a bulk ink delivery system installed PAGE 30 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    31. 31. Agenda • Current Trends & Industry Analysis • Van Son Holland Ink • VS Wide Format Inks – Value Proposition to Dealer – Value Proposition to Printer • Case Study • Next Steps PAGE 31 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    32. 32. Next Steps • Find clients with Wide Format Printers who are using OEM ink • Sell them ink that they are low on • Find out their ink volume and provide them with a quote • Trial shipment PAGE 32 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT
    33. 33. Thank You! PAGE 33 November 4, 2013 Webinar Van Son Holland Ink Corporation MAIN CONTROL BACK NEXT EXIT

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