Wide Format Opportunities

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Information about Wide Format Opportunities
Technology

Published on October 9, 2009

Author: ImagingNetwork

Source: slideshare.net

Description

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

Wide Format Increase Sales Opportunities with Wide Format Products Progressive Webinars

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… Progressive Webinars

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…

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

Software – Poor cross market compatibility.

Differences in Product Sales Channels

Need for Seamless Solutions for the Enterprise.

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. Progressive Webinars

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.

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. Progressive Webinars

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.

BACK to the Future.. Today, we have many software applications that can address the requirements of both markets. Progressive Webinars

Today, we have many software applications that can address the requirements of both markets.

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. Progressive Webinars

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.

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. Difference in the Channels Progressive Webinars

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.

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.. Progressive Webinars

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

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. Progressive Webinars

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.

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. Converging Markets Progressive Webinars

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.

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.. Progressive Webinars

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”.

What are the Opportunities? Wide Format Scanners? Wide Format Printers? Scan, Copy and Print Software? All of the Above? Progressive Webinars

Wide Format Scanners?

Wide Format Printers?

Scan, Copy and Print Software?

All of the Above?

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. Progressive Webinars

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.

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! Progressive Webinars

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!

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 Progressive Webinars

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

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 Progressive Webinars

New equipment needs for diverse departments

Engineering

Plans, drawings, renderings

Facilities

Blueprints, office layouts, documents

Design

CAD drawings, product sketches

Graphics

Posters, photos, signage

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. Progressive Webinars

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.

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 Progressive Webinars

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

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 Progressive Webinars

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

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 Progressive Webinars

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

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 Progressive Webinars

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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