Precision Printing People and Technology Responding to a Changing World Gary Peeling: Managing Director. Gary Peeling - Managing Director

Transcription

1 Precision Printing People and Technology Responding to a Changing World Gary Peeling: Managing Director Gary Peeling - Managing Director

2 Who the hell I am

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4 1. Family business Est 1966 Providing General Commercial Print Solution 2. B2 Heidelberg Units 4 Col and 6 Col 10 Col 75XL 3. And some older stuff too

5 Confidential 2013 OneFlow Systems Ltd Precision Printing Background Precision Printing has experienced enormous growth in digital on-demand printing 2006: Employees 85 Turnover 5.5 Million Litho orders per day 45 Litho Turnover 5.5 Million Average Litho order value 496 Digital orders zero Digital presses zero 2013: Employees 120 Turnover 14 Million Litho orders per day 55 Litho Turnover 6 Million Average Litho order value 432 Digital Turnover 8 Million Unique digital orders peak at around 50,000 per day Digital page impressions of up to c. 25 million per month Average digital order value Winner of the BPIF Excellence Award for Innovation 2012 European beta of new HP Indigo press (6 Indigos) 2013 MD to Chair DSCOOP Global Board this has only been possible because of OneFlow automation

6 So now we are big in Printing

7 Globally!

8 2013 OneFlow Systems OneFlowCloud Shaping the future of on-demand digital printing September 2013

9 The world has changed forever Nobody under 30 watches TV anymore In 5 years an 11 year old will win an Oscar for a film made on an iphone Tweets will replace conversation by 2014 All print will stop in 6 years Direct mail is a thing of the past and not relevant anymore People don t follow the usual decision making process anymore.

10 What a load of Rubbish!

11 Marketing the Weekend Carwash

12 Sure printing in the developed world is shrinking US commercial print shipments projection Billion of $ inflation adjusted % E 2012E 2013E 2014E 2015E 2016E Source: What they think economic research center 12

13 But Digital Printing is growing Drupa Drupa Drupa B Amazing progress, but we have hardly started Everything that can become digital will become digital. Printing is no exception * 17B 10B 1B E 2012E 2013E 2014E 2015E 2016E *Benny Landa, Indigo Founder HP Indigo customer page volume

14 We are Printers Innovation is in our DNA!

15 Because we innovate as industry we endure where some do not

16 So Why Precision Printing Because we understand what is important about printing "its emotional. We exist to provide communications with an emotional connection because we know emotion drives action.

17 What? Output that s fit for a Queen Print stuff that is brilliant and vibrant that is engaging and will be valued by the reader. We drive actions!

18 Who are we talking to? Brands & Enterprises Over 4.8M Businesses Brokers & Agencies Over 3,000 Agencies

19 Understanding our Audience Brands & Enterprises Brokers & Agencies Commercial Manager Comms Manager Brand Manager Commercials Manager Creative Director Art Director CRM Manager VP Marketing CMO Junior Creatives Graphic Designer Art Workers Project Managers Procurement Marketing Operations Manager Production Manager Project Manager Planners Strategy

20 Understanding their Function Brands & Enterprises Brokers & Agencies Commercial Manager Comms Manager Brand Manager Commercials Manager Creative Art Director CRM Manager VP Marketing CMO Junior Creatives Graphic Designer Art Workers Project Managers Procurement Marketing Operations Manager Production Manager Project Manager Planners Strategy Commercial Thinkers Creative Thinkers Accurate Linear Practical Realistic Passionate Impulsive Imaginative Vivid

21 The Righties Creative Mindset Profile Creative employees contribute to, and develop, integrated marketing campaigns: Communicating with target audiences and managing customer relationships Liaising and networking with a range of stakeholders including customers Sourcing advertising opportunities and placing adverts across mediums Staying on top of the latest technological and social trends Brainstorming newer ideas and bringing them to the table Creative Thinkers Passionate Impulsive Imaginative Vivid Needs Emotional Need to feel Excited Functional 1. Intellectual Stimulus 2. Intelligent insights 3. Visual/Aural triggers 4. Challenging thought and debate 5. Regular feedback Behaviours We Seek Understand the full potential of modern PSPs today Initiate conversation with decision-making departments like procurement Steer departments towards trial generation of new-to-market innovations Analyse the impact of campaigns through robust analytics Request PSPs for creative solutions to relevant briefs Source: Online Survey

22 They think/talk/live digital.

23 Bridging the disconnect They don t have a mental bridge between old-world (print) and new world media (digital). Paper World Engagement Digital World

24 Suggested Territories Forward Personal, not Personalised Precision helps you make your conversations more intimate with your customers vs. Real-time Agility Precision helps you respond better to customer needs with Reactive Marketing Make conversations relevant Make conversations more thoughtful Extend the conversation through intimacy Softer & Emotive Going beyond DM Dynamically adaptive direct comms Using the latest digi-social technology Dynamic & Innovative

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26 Think Digital

27 Getting in with the right crowd

28 55% growth per annum December m page impressions Peak processing of around 40,000 jobs per day. x December m+ page impressions Peak processing of around 50,000 jobs per day but growth brings increasing challenges

29 One Copy run length markets the future

30 Sticking to our knitting

31 Creator or Receiver you need both for a winning team

32 Confidential 2013 OneFlow Systems Ltd Production costs must be reduced A step-change in cost will accelerate both the supply (as they will be more profitable) and demand (as they will be cheaper) for digital product Income Unit Price $5.00 Administration / Production Cost 50% reduction in price 100% increase in income Sales / Account Mgmnt Overheads HP Impression Income Administration / Production Cost Sales / Account Mgmnt Overheads HP Impression +150% -80% -70% No change No change Unit Price $2.50 This is precisely what OneFlow was designed to do.

33 How is Efficiency Achieved? Automation Resource Forecasting Integrated Imposition Reconciliation Dispatch Production Alignment Asset Management Scheduling Imposition Production & Finishing Customer Update Reconciliation & Dispatch SLA Management No other solution in the market offers the same level of benefit as OneFlow

34 Confidential 2013 OneFlow Systems Ltd Ultra-low volume = ultra-challenging A day in the life of a PM. Applying Off-set thinking to Digital Printing. The 100+ jobs-a-day headache How many staff do I need? Why does noone know what to work on next? Am I ahead of schedule? How do I optimize efficiency? How do I deal with reprints without affecting production? How do I receive and pre-flight hundreds of individual jobs in the next 2 hours? We have 22 clients wanting to know how we are doing on today s jobs?

35 Confidential 2013 OneFlow Systems Ltd Connectivity Connecting thousands of relationships what s needed? Adaptors for off-the-shelf W2P systems, e.g. An API and standard schema for new contracts and digital relationships called OneFlow Cloud Connect Adaptors for bespoke customer feeds, e.g.

36 Print Assignment Confidential 2013 OneFlow Systems Ltd

37 Production Batches Confidential 2013 OneFlow Systems Ltd

38 Production Work-to lists Confidential 2013 OneFlow Systems Ltd

39 Production Work-to lists Confidential 2013 OneFlow Systems Ltd

40 Bin Allocation Confidential 2013 OneFlow Systems Ltd

41 Bin Collection Confidential 2013 OneFlow Systems Ltd

42 The digital print market is thriving The digital print market is forecast to grow to $37bn p.a. by This is what the press is saying Over 1bn products on sale in 17 Countries 13 million members and over 325 million products UK, Australia, US est. 5 million customers Dealing with up to 1 million orders each day 20% Web-to-Print Annual Growth Revenue Growth 20% p.y. to $1bn in 27 countries Over 2 million books p.y. to 69 countries Source: 2013 OneFlow Systems Net Revenue $117m Gross Profit $55m. 20% growth p.y.

43 The OneFlowCloud software market size is $644m p.a. The global print production workflow market grew by 9.1% to reach $7.0 billion in 2011, while North America alone posted 9.3% growth to reach $2.3 billion. By 2016 the market is projected to grow to $10.6 billion per annum across all categories of software: Drilling drill down further, focuses the market specifically on General Commercial and Digital Only Printers. OneFlowCloud is a broad solution, linking the entire production lifecycle, spanning four of the above software categories: Production Workflow Management, Output Management, Print Specific MIS and Pre-Press Point Solutions. Market size across these software categories is set out below at $1,896m: OneFLowCloud Categories Production Workflow Management $ 584 $ 606 $ 640 $ 680 $ 720 $ 760 $ 801 Output Management $ 217 $ 230 $ 249 $ 268 $ 290 $ 314 $ 343 Print-Specific MIS $ 314 $ 331 $ 346 $ 361 $ 380 $ 401 $ 422 Pre-press point solution $ 272 $ 281 $ 290 $ 301 $ 310 $ 320 $ 330 Total $ 1,387 $ 1,448 $ 1,525 $ 1,610 $ 1,700 $ 1,795 $ 1,896 We can therefore derive that the size of the global market for OneFlowCloud will be $644 million per annum by This can be further segmented by territory, reinforcing the need to focus attention on North America, Western Europe and Asia Pacific which make up over 80% of the global market: CAGR ('11-'16) North America $ 190 $ 199 $ 208 $ 216 $ 226 $ 237 $ % Central/South America $ 23 $ 25 $ 28 $ 30 $ 33 $ 36 $ % Western Europe $ 155 $ 159 $ 165 $ 172 $ 180 $ 189 $ % Eastern Europe $ 15 $ 16 $ 17 $ 19 $ 20 $ 22 $ % Middle East and Africa $ 8 $ 8 $ 9 $ 10 $ 11 $ 12 $ % Asia Pacfic $ 36 $ 40 $ 45 $ 51 $ 56 $ 60 $ % Japan $ 31 $ 31 $ 32 $ 33 $ 34 $ 36 $ % Total $ 458 $ 478 $ 503 $ 531 $ 561 $ 592 $ % 2013 OneFlow Systems SOURCE: INFOTRENDS MARKET FORECAST

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45 Cleverbug...social networking in print How we are influenced Personalised content spreads Independent studies, Forrester, Polara and Edelman all found that people were 3-4x more likely to trust a friend than an expert for product purchase advice Market towards emotion The rise of permission marketing Building trust & credibility Have your product or brand introduced by a person s friend Plan marketing campaigns with content that will spread among friends A PRECISION PRINTING COMPANY

46 Amex Case Study

47 Secret # 1 tenacity

48 Secret 2: Do the hard work at the right time

49 The secret 3 The Secret to Opportunities?

50 Secret 3.5 Taking Them! Peeling

51 Opportunity

52 Opportunity

53 And if you remember nothing else, remember this