Presented by Anthony Parnemann from EFI at a Konica Minolta seminar day in October 2013. Talking to professional printers about their businesses, Anthony Parnemann presents that a good web to print (W2P) system allows you to provide value added applications to expand your offerings to your current customer base. View YouTube http://youtu.be/qJGQabeHXXY

1. WEB TO PRINT

3. Why
• Standard Printing becomes commoditised
– “If you are not any different then you better be the cheapest”
• Surviving in a commoditised market
– Drive down costs (not price), differentiate, or “Sticky Solutions”
• 24/7 Connected World
– Quick Answers, Always open, reduce costs of interactions, stay relevant
• Cash Flow
• Create new business paradigms
– Communication Business ?
– Logistics Business ?
– Marketing Business ?

4. How
• Implementation
– Change management is an important part of the process
– Discovery and Statements of Works important to good process
– Need to stay focused on getting systems utilised

5. How
• Implementation
– Change management is an important part of the process
– Discovery and Statements of Works important to good process
– Need to stay focused on getting systems utilised
• Customer Hosted Systems
– Have in house IT staff
– Organisation Policies
– Existing in house web systems
• Cloud Based Systems
– Quick Start Up Time
– No need to have extensive IT staff
– Upgrades Easy, always on the latest version

6. Selling Print
over the
Web

7. Ad Hoc

8. Catalogue, Non-Print, Kits

9. Design, Personalise, Cross Media

10. Analytics Reporting

11. Smart Sign

12. WHAT

13. #1
Manufacturer of Electrical Equipment
• 100 plus data sheets for product lines
• Data sheets subject to change
• Network of Dealers across Australia

14. #1
Manufacturer of Electrical Equipment
• 100 plus data sheets for product lines
• Data sheets subject to change
• Network of Dealers across Australia
“Print” Provider
• “Virtual” Warehouse for Datasheets
• Dealers log into printers web site via link
• Print, Personalisation, and delivery of datasheets
• Statistics back to customer’s marketing department on usage.

15. #2
Car Manufacturer
• Follow up letters & survey to recent buyers
• Thank You letter & gift to survey respondents
• Network of Dealers across Australia
• Provide dealers with marketing collateral
• Generate service reminders

16. #2
Car Manufacturer
• Follow up letters & survey to recent buyers
• Thank You letter & gift to survey respondents
• Network of Dealers across Australia
• Provide dealers with marketing collateral
• Generate service reminders
“Print” Provider
• Mail out of thank you and welcome kit
• Collects survey responses and sends letter/gift
• Provides dealer network with collateral
• Provides dealer network with direct mail capability

17. # 2A
Car Manufacturer (Truck Division)
• Wanted to drive revenue through sales of extended warranties
on trucks
• Limited resources inside marketing department

18. # 2A
Car Manufacturer (Truck Division)
• Wanted to drive revenue through sales of extended warranties
on trucks
• Limited resources inside marketing department
“Print” Provider
Mail /Email out of extended warranty to truck owners
• Truck owners responds via web site or forms
• Provider takes payments via web site
• Takes a commission on extended warranties
• Transfers money back to car/truck company

19. #3
Alcohol Distributor
– Competitive sales environment
– Wants to increase sales through Cocktail Promotion
– Needs to localise collateral whilst maintaining brand integrity

20. #3
Alcohol Distributor
– Competitive sales environment
– Wants to increase sales through Cocktail Promotion
– Needs to localise collateral whilst maintaining brand integrity
“Print” Provider
– Distributor’s Field Sales order direct from printer.
– Printer ensures colours and brand integrity.
– Localises prints using VDP technology
– A way to help lock the competitor out

21. #4
Training Company
• Course content can change with updated information
• Number of course participants change per session.
• Requires manuals, name tags, & place cards
• Delivered to contract trainer, no central location

22. #4
Training Company
• Course content can change with updated information
• Number of course participants change per session.
• Requires manuals, name tags, & place cards
• Delivered to contract trainer, no central location
“Print” Provider
• Stores training material on line.
• Creates training kits and sends to requested location
• Personalises training manuals & materials to student & company.
• Variable cost base to training company

23. #5
Retail Company
• HQ sets in store marketing templates, local store can customise
• Local store orders business cards and new staff kits from HQ
• Kit comprises manuals, name badge, business cards & uniforms

24. #5
Retail Company
• HQ sets in store marketing templates, local store can customise
• Local store orders business cards and new staff kits from HQ
• Kit comprises manuals, name badge, business cards & uniforms
Printer Provides
• Prints general and customised marketing pieces via w2p
• Creates On Line Kit for new employees
• Maintains inventory of non print items

25. What to do next ?

26. Talk to your customers
Look for opportunities
Watch competitors
Talk to suppliers