Topics to be Covered <ul><li>Canon Operation </li></ul><ul><li>Organizational Structure </li></ul><ul><li>Brief on Saudi E...
Sohail Sultan Marketing Manager Diab Marcom Manager Sayed Bilal Product  Manager Osama Ashqar Product  Manager Sami Darwaz...
Projects Evolution Oil and Gas   US$ 96,760,000,000 Petrochemicals   US$ 143,122,000,000 Infrastructure   US$ 125,444,000,...
Saudi Economy  ( Relevant Info ) 25% 10% 4% 4% 7% 50% Education and Man Power Development Health And Social Affairs Munici...
Main Sectors to Focus : Educational Sector Health Sector Banking Sector Construction IT Sector
Business Mix
Today’s Situation ( Laser ) MFP Laser 0-22PPM MFD 0-33PPM Laser
Today’s Situation ( Color  ) 0-18PPM Color Laser MFP Inkjet  Color  Inkjet  Color
Projected Growth Bars ( 2008-12)
Projected Growth Bars ( 2008-12)
Projected Revenue Bars ( 2007-12) CBS Million of US$ 2007 2008 2009 2010 2011 2012 B&W Copiers  16.22  18.88  20.82  23.38...
Proj. Purchase Bars ( 2007-12) CBS Million of US$ 2007 2008 2009 2010 2011 2012 B&W Copiers  13.52  15.74  17.35  19.48  2...
Projected Revenue Bars ( 2007-12) CCI Million of US$ 2007 2008 2009 2010 2011 2012 BJ Faxes 0.32  0.22  0.16  0.11  -  -  ...
Proj. Purchase Bars ( 2007-12) CCI Million of US$ 2007 2008 2009 2010 2011 2012 Inkjet Faxes 0.27  0.19  0.13  0.09  -  - ...
CBS Sales Mix by Product Cat.
CBS By Sector
CCI Sales Mix by Product Cat.
HOST Diagram Differentiate & Specialize by the Three Layers Improve Profitability by Sales of Added Value Development of t...
Host Diagram Differentiate  and specialize by the three Layers Improve the profitability by moving to Niche Areas Developm...
Improvement Mapping  ( Professional Printing)
Host Diagram Differentiate  and specialize by the three Layers Improve the  Direct Channel Have Clearly Defined Indirect C...
Consumables Pricing Stages Based on the Canon Cumulative MIF in the Last 5 Years & estimated machine life + ACV  Estimated...
 
 
 
 
Key Development Areas ( Summary) <ul><li>Competency Development for Professional Printing </li></ul><ul><li>To develop Str...
Component Business Modeling
Main CBS B&W Classification Layer 1 Layer 2 Layer 3 Intersection 1/2 ( 22-35) Intersection  2/3 ( 75-89)  0-20 PPM 35-89 P...
Main CBS Color Classification Layer 1 Layer 2 Layer 3 Office Color/Smart Color Production Color Graphic Color Intersection...
SWOT Analysis ( General)
SWOT Analysis ( B&W)
SWOT Analysis ( Color)
 
 
Skill Assessment an Overview <ul><li>Building Blocks ( Induction) : </li></ul><ul><li>Eight Main Competency Parameters </l...
Skill Assessment Conclusion b) Vaue Analysis @ 80M Baseline C 25.20 M W 14.00 M E 6.72 M             2% 0.50 M 2% 0.28 M 2...
Simple Competency Matrix Responsibility Phase 3 Phase 2 Phase 1 Required Comptencies EL-Ajou       Communications Skills* ...
Financial Services PreSales/Support Services Professional  Services  Firm Model
As a Service Provider the function will be fully responsible for : Response Time, Pre-Evaluations, Risk Management, Mainta...
1.The  Main focus Sectors are Education  ( 25.7Billion US$), Health Sector (10.5 Billion US$) , Banking Sector Constructio...
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Canon Meeting

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Canon Meeting

  1. 2. Topics to be Covered <ul><li>Canon Operation </li></ul><ul><li>Organizational Structure </li></ul><ul><li>Brief on Saudi Economy </li></ul><ul><li>Performance Reviews </li></ul><ul><li>Key Development Areas </li></ul><ul><li>Classification & Component Modeling </li></ul><ul><li>Action Plans </li></ul><ul><li>A & P Roadmap </li></ul>
  2. 3. Sohail Sultan Marketing Manager Diab Marcom Manager Sayed Bilal Product Manager Osama Ashqar Product Manager Sami Darwazeh Product Manager Ibrahim Shadfan Product Manager OPP CBS Marcom
  3. 4. Projects Evolution Oil and Gas US$ 96,760,000,000 Petrochemicals US$ 143,122,000,000 Infrastructure US$ 125,444,000,000 Power Generation / Desalination US$ 33,503,000,000 Industrial / Mining Projects US$ 12,555,000,000 $ Billion $412B 2005-2011 Active & Planned Projects in KSA Oil & Gas Petrochemicals Infrastructure Power Industry 24% 35% 30% 8% 3%
  4. 5. Saudi Economy ( Relevant Info ) 25% 10% 4% 4% 7% 50% Education and Man Power Development Health And Social Affairs Municipality Services Transportation and Telecommunication Water Agriculture & infrastructure Other Areas Appropriations
  5. 6. Main Sectors to Focus : Educational Sector Health Sector Banking Sector Construction IT Sector
  6. 7. Business Mix
  7. 8. Today’s Situation ( Laser ) MFP Laser 0-22PPM MFD 0-33PPM Laser
  8. 9. Today’s Situation ( Color ) 0-18PPM Color Laser MFP Inkjet Color Inkjet Color
  9. 10. Projected Growth Bars ( 2008-12)
  10. 11. Projected Growth Bars ( 2008-12)
  11. 12. Projected Revenue Bars ( 2007-12) CBS Million of US$ 2007 2008 2009 2010 2011 2012 B&W Copiers 16.22 18.88 20.82 23.38 26.18 29.32 B&W Copier Consumables 1.62 1.89 2.08 2.34 2.62 2.93 B&W Copier Accessories 0.81 0.94 1.04 1.17 1.31 1.47 Color Copiers 1.12 2.74 3.59 4.73 5.21 5.73 Color Copier Consumables 0.23 0.58 0.75 0.99 1.11 1.25 Color Copier Accessories 0.12 0.30 0.39 0.52 0.58 0.65 Large Format Printers (including consumables) 0.80 1.06 1.60 1.91 2.11 2.32 TTL 20.93 26.40 30.28 35.05 39.12 43.67
  12. 13. Proj. Purchase Bars ( 2007-12) CBS Million of US$ 2007 2008 2009 2010 2011 2012 B&W Copiers 13.52 15.74 17.35 19.48 21.82 24.44 B&W Copier Consumables 1.35 1.57 1.74 1.95 2.18 2.44 B&W Copier Accessories 0.68 0.79 0.87 0.97 1.09 1.22 Color Copiers 0.93 2.28 2.99 3.95 4.34 4.77 Color Copier Consumables 0.20 0.48 0.63 0.83 0.93 1.04 Color Copier Accessories 0.10 0.25 0.33 0.43 0.49 0.54 Large Format Printers (including consumables) 0.66 0.89 1.33 1.60 1.76 1.93 Total 17.44 22.00 25.24 29.21 32.60 36.39 Year On Year Projected Growth   26% 15% 16% 12% 12%
  13. 14. Projected Revenue Bars ( 2007-12) CCI Million of US$ 2007 2008 2009 2010 2011 2012 BJ Faxes 0.32 0.22 0.16 0.11 - - BJ printers 1.73 0.93 0.40 0.18 - - BJ MFP 0.34 0.40 0.48 0.57 0.35 - BJ Consumables 1.60 1.55 1.03 0.86 0.27 0.27 Laser Faxes 2.85 3.13 3.29 3.29 2.96 2.66 Laser printers - b&w 0.40 0.46 0.55 0.66 0.73 0.80 Laser printers - color 0.48 0.60 0.76 0.97 1.17 1.40 Laser MFP - Color 0.40 0.50 0.63 0.81 0.97 1.17 Laser MFP - B&W 1.28 1.60 1.99 2.49 2.99 3.59 Laser Consumables 1.89 2.20 2.53 2.88 3.09 3.37 Calculators 0.08 0.08 0.09 0.09 0.10 0.10 Total 11.35 11.67 11.91 12.92 12.62 13.36
  14. 15. Proj. Purchase Bars ( 2007-12) CCI Million of US$ 2007 2008 2009 2010 2011 2012 Inkjet Faxes 0.27 0.19 0.13 0.09 - - Inkjet printers 1.49 0.80 0.34 0.16 - - Inkjet MFP 0.29 0.34 0.41 0.49 0.30 - Inkjet Consumables 1.37 1.34 0.89 0.74 0.23 0.23 Laser Faxes 1.87 2.06 2.16 2.16 1.95 1.75 Laser printers - b&w 0.32 0.37 0.45 0.54 0.59 0.65 Laser printers - color 0.39 0.48 0.62 0.79 0.95 1.13 Laser MFP - Color 0.32 0.40 0.51 0.66 0.79 0.95 Laser MFP - B&W 1.03 1.29 1.62 2.02 2.42 2.91 Laser Consumables 1.53 1.78 2.05 2.33 2.50 2.73 Calculators 0.06 0.07 0.07 0.07 0.08 0.08 Total 8.96 9.13 9.25 10.05 9.73 10.20 Year on Year Growth   2% 1% 9% -3% 5%
  15. 16. CBS Sales Mix by Product Cat.
  16. 17. CBS By Sector
  17. 18. CCI Sales Mix by Product Cat.
  18. 19. HOST Diagram Differentiate & Specialize by the Three Layers Improve Profitability by Sales of Added Value Development of the Professional Services Pre-Sales ,Sales & Support Model Improve Consumables Business Workshops Plan Improvement of Channels' Supporting Activities Workshops Plan Working on the Standard and New Integrated Solutions Working on a Master Document System Working in conjunction of the specialization Plan Activities by indentified Potential Sectors Workshops Plan Activities by Accounts Laying the foundation to High Production Printing Environment Enhancing the connectivity Ratios & Formulating a Plan to inject Meap Applications Introduction of 2 persons in each main area Improvement of the team Marked on certain level to the next appropriate level Evaluating the VARs Model Understanding the Document movement and attributes by the prominent sectors Shaping Solutions by Sectors
  19. 20. Host Diagram Differentiate and specialize by the three Layers Improve the profitability by moving to Niche Areas Development of the Professional Printing Business Model Improve Profitibility Workshops Plan Product Point Campaigns Working on the Standard and New Integrated Solutions Targeted Seminars Collaborated Seminars Activities by indentified Potential Sectors Laying the foundation to High Production Printing Environment
  20. 21. Improvement Mapping ( Professional Printing)
  21. 22. Host Diagram Differentiate and specialize by the three Layers Improve the Direct Channel Have Clearly Defined Indirect Channels Improve Profitibility Workshops Plan Aggressive Incentive Campaigns Improve the Competencies and Compatibilities Workshops Plan Working on the Standard and Integrated Solutions Resellers Seminars Working in conjunction of the specialization Plan Updates on New Applications Indentifying the potential and improvement possibilities
  22. 23. Consumables Pricing Stages Based on the Canon Cumulative MIF in the Last 5 Years & estimated machine life + ACV Estimated lost Sales per Annum is 3.1M US$
  23. 28. Key Development Areas ( Summary) <ul><li>Competency Development for Professional Printing </li></ul><ul><li>To develop Strategic Alliances with Globalis and Open Text to enhance solutions business in addition to Canon solutions </li></ul><ul><li>Re-Positioning El-Ajou as solution provider (Collaborative seminar – Web site) </li></ul><ul><li>To position and focus on Canon color, LFP and DIMs in line with Market Dynamics </li></ul><ul><li>Consumable Business ensure retention </li></ul><ul><li>To develop business relationship with VARs (Mass distribution agreements are signed w/major dealers) </li></ul>
  24. 29. Component Business Modeling
  25. 30. Main CBS B&W Classification Layer 1 Layer 2 Layer 3 Intersection 1/2 ( 22-35) Intersection 2/3 ( 75-89) 0-20 PPM 35-89 PPM 90+ PPM Total 5 segments 0-19  20-39  40-59  60-89  90+
  26. 31. Main CBS Color Classification Layer 1 Layer 2 Layer 3 Office Color/Smart Color Production Color Graphic Color Intersection 1/2 Intersection 2/3
  27. 32. SWOT Analysis ( General)
  28. 33. SWOT Analysis ( B&W)
  29. 34. SWOT Analysis ( Color)
  30. 37. Skill Assessment an Overview <ul><li>Building Blocks ( Induction) : </li></ul><ul><li>Eight Main Competency Parameters </li></ul><ul><li>Each Parameter six Diverse Sub-Parameters </li></ul><ul><li>Four selectable confidence Levels </li></ul><ul><li>360 Degree Self to Cross Assessment </li></ul><ul><li>Gap Analysis </li></ul><ul><li>Building Blocks ( Deductions) : </li></ul><ul><li>Categorization </li></ul><ul><li>Progression Mapping </li></ul><ul><li>Investment Brief ( Investment , Improvement ) </li></ul>
  31. 38. Skill Assessment Conclusion b) Vaue Analysis @ 80M Baseline C 25.20 M W 14.00 M E 6.72 M             2% 0.50 M 2% 0.28 M 2% 0.13 M             15% 3.78 M 15% 2.10 M 15% 1.01 M             25% 6.30 M 25% 3.50 M 25% 1.68 M Main Areas 23% 46.58 M 23% 25.88 M 27% 13.14 M TTL Proj. 100.50 M 35.18 M 33.37 M (ImpacT) b) Investment C   W   E   T               95% 0.48 M 171% 0.48 M 357% 0.48 M 1.44 M               2% 0.08 M 2% 0.04 M 2% 0.02 M 0.14 M               2% 0.13 M 2% 0.07 M 2% 0.03 M 0.23 M 86 TTL 0.68 M   0.59 M   0.53 M 1.81 M d) Staffing Proposed Plan   C W E N S             APP 1 1 1 0 0             PP 2 2 2 0 0             LFP 1 1 1 0 0 TTL 4 4 4 0 0
  32. 39. Simple Competency Matrix Responsibility Phase 3 Phase 2 Phase 1 Required Comptencies EL-Ajou       Communications Skills* EL-Ajou       Negotiation Skills* EL-Ajou       Presentation Skills* CME/ElAjou       Work Flow Analysis CME/ElAjou       Volume to Value Transformation CME/ElAjou       Soft Values approach CME/ElAjou       Basic Networking Concept CME/ElAjou       Advance Networking Concepts CME+EFI       Color Management CENV+CME       Transaction/Commercial Printing CENV+CME       Production Printing Prequisities CME       Account Management CME       Tender Management Skills CME/ElAjou       Forecasting and Reporting Systems EL-Ajou       ROI/TCO Analytic Skills CME/ElAjou       Total Value Proposition Development El-Ajou       English Courses*                             Remarks         *To be outsourced by El-Ajou in coordination of the Training Department
  33. 40. Financial Services PreSales/Support Services Professional Services Firm Model
  34. 41. As a Service Provider the function will be fully responsible for : Response Time, Pre-Evaluations, Risk Management, Maintaining the Service Charges ,Creating an Added Value ( Competitive advantage) Eligible Functions Its not limited to conventional service support , but Finance and IT functions can be enhanced to service Providers Charging of Services Each function will develop its own Pricing Structure which will accommodate the service standard been offered Professional Services Firm Model Simple Definition : “ Each Integrated Function moves from Support to Service Provider” Professional Services Firm Model Professional Services Firm Model Professional Services Firm Model
  35. 42. 1.The Main focus Sectors are Education ( 25.7Billion US$), Health Sector (10.5 Billion US$) , Banking Sector Construction ( 17.2 Billion with 6% annual Growth ),IT Sector ( 3.06 Billion US$) 2.412 B US$ of Projects 3.Construction Workload will be the maximum by 2008 end 4.B&W Sales will have normal growth from 2007 to 2008 ,but will show an improvement 2009 due to expected completion of some development Projects 5.Color Sales will have an improvement 2007 to 2008 due to new lineup + penetration to more principle markets 6.LFP will be another main area of focus 8.Professional Printing Solution area will be the key Value generation prospects. 7.In order to be competitive & improve existence counter balance strategy needs to be adapted Conclusion
  36. 43. Thank you

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