Increase Sales Opportunities with Wide Format Products - How to add to current offerings and identifying real opportunities.

1. Wide Format
Increase Sales Opportunities
with Wide Format Products
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2. Increase Sale Opportunities with Wide
Format Products
Before we discuss today’s opportunities with
Wide Format Products, let’s take a look at
the past and see how the Small Format and
Wide Format sales channels have evolved…
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3. Although the two markets share the same fundamental
technologies, the WF and SF markets used to be very
separate markets.
• Software – Poor cross market compatibility.
• Differences in Product Sales Channels
• Need for Seamless Solutions for the Enterprise.
SF vs. WF Markets Progressive Webinars

4. Software
• SF Document Management application viewers did not
work well for engineering documents.
• Document viewers could not handle CAD file formats or
the large pixel count of Wide Format image files.
• Lack of support for Drawing “Redlining” or design
collaboration.
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5. Software
• Software could not provide EDM workflow requirements
such as engineering change orders (ECO’s), drawing
revisions, check-in/check-out procedures and image
acquisition.
• Conversely - Wide Format Document Management
software applications could not adequately address the
requirements for small format documents.
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6. BACK to the Future..
Today, we have many software
applications that can address the
requirements of both markets.
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7. Difference in the Channels
• There has been a definite distinction between the SF
and WF Dealer Channels.
• Wide Format products have traditionally been
supplied through dealer channels such as
Reprographics, CAD and Engineering Supply
companies.
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8. • Small Format products have traditionally been supplied
through Document Imaging VAR’s and the Office Copier
Dealer/Direct channels.
• There has been a persistent tendency for companies to
focus on their own traditional (familiar) market due to
their established business model, and a lack of
knowledge and experience with the opposite market.
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9. • Many companies adopted “departmental” solutions i.e.
for accounting, engineering, facilities, personnel or
general office that were sourced through seperate
suppliers that focused on either the SF or WF markets.
• Today there is a growing desire from the dealer
community to expand their business opportunities
beyond their traditional boundaries.
Seamless Solutions for the Enterprise
BACK to the Future..
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10. Converging Markets
• Today, solutions need to meet the demands of the
corporate enterprise.
• Increasingly, customers are seeking suppliers that can
offer a broader range of solutions that address the
capture, storage, management, distribution and printing
of a wide variety of documents –large and small.
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11. • There has always been a desire for the dealers serving
each market to “crossover” to the other market. In the
past we’ve seen this done in more of an opportunistic
way.
• Dealers were reluctant to make a full commitment to
make Wide Format products an integral part of their
business model.
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12. Today we see an increasing desire from dealers that
traditionally service the SF market to expand their
business through the sale of Wide Format products and
solutions. Why?
•Competition has increased
•Margins have fallen.
•Dealers are looking for incremental growth.
•Customers are looking for integrated “Cross Market
Solutions”.
BACK to the Future..
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13. What are the Opportunities?
• Wide Format Scanners?
• Wide Format Printers?
• Scan, Copy and Print Software?
• All of the Above?
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14. Market Trends
We’ve seen a trend over the years - moving from the use
of stand-alone devices such as Wide Format scanners
and printers to a more integrated solution. Instead of a
device being dedicated to creating an image file or
producing a hard copy, customers want to scan to a
file, print from a file and make copies.
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15. Market Trends
• Seeing this trend Paradigm Imaging introduced a line of
Wide Format “single footprint” color multifunction
systems at the beginning of 2007.
• Prior to 2007 100 percent of unit sales were stand-alone
WF scanner and printers.
• By the end of 2007 38% of unit sales were WF MFP’s
• This represents an opportunity for Dealers!
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16. A New World
• The current economy presents new opportunity
– Customers seek new ways to economize
– Large companies downsize and consolidate locations
– Multiple departments and divisions in one office
• Engineering
• Facilities
• Design
• Graphics
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17. New Opportunities
• New equipment needs for diverse departments
– Engineering
• Plans, drawings, renderings
– Facilities
• Blueprints, office layouts, documents
– Design
• CAD drawings, product sketches
– Graphics
• Posters, photos, signage
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18. Harvesting Opportunities
• Within your existing customer base there may be
a wealth sales opportunities right in front of you.
• Look beyond traditional small format users
-accounting, business admin.
• Who’s there?
• What other departments – Engineering, Facilities,
Graphics, Marketing.
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19. New Needs
• More for less – companies have re-evaluated goals and
have new priorities:
• Economic Considerations
• Fit within the budget without sacrificing quality and function
• Ease of Use
• Software needs to be user-friendly so that anyone can operate the
system quickly and easily
• Versatility
• Various departments can use the same system
• Single footprint (space-saving)
• Reduced office space requires a more compact solution
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20. Service adds Revenue
• Increased placement of wide format equipment
creates a need for service
– Wide Format scanners are inherently trouble-free
• Very few moving parts (rollers, motor)
• Few consumables (glass)
– Many Wide Format manufacturers offer up to 3 years
of parts support
– Extensive tech training programs are available
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21. Service (cont’d)
– Although Wide Format scanners are viewed as
being similar to printers, they require significantly
less service
– Preventive maintenance is simple – only requires
calibration
– Annual service contracts for wide format
equipment are generally about 15% of equipment
MSRP
• On a $15,000 piece of equipment, that’s a $2,250
contract
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22. Why Wide Format?
• Traditional copier channels can increase offerings (and
profits) by including wide (large) format solutions
– Wide format solutions have moved towards being the rule
instead of the exception for many offices as workflow needs
change
– Consolidation and restructuring of companies creates new
opportunities for wide format systems within existing accounts
– Additional revenues can be gained by servicing wide format
equipment
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