InfoBriefing During CeBIT 2005

Transcription

1 Sceptre House 7-9, Castle Street Luton, Beds, LU1 3AJ, UK Phone: Fax: InfoBriefing During CeBIT 2005 Sponsored by 12 th March 2005, Hannover 1

2 InfoBriefing During CeBIT 2005 Welcome & Introduction Consumer & Office Strategic Roadmap European Network Document Solutions Marketplace: 2005 and Beyond European Consumer Digital Photography Survey 2005 Highlights CeBIT Highlights & Closing Remarks

3 Sceptre House 7-9, Castle Street Luton, Beds, LU1 3AJ, UK Phone: Fax: Welcome & Introduction Charles A Pesko, Jr Managing Director 3

4 Strategic Consultants for the Digital Imaging and Document Solutions Industries London Boston Tokyo 4

5 New Consulting Services Production Workflow Solutions Europe (PWSE) Photo Printing Trends (PPT) Digital Photography Trends Europe (DPTE) Specialty Media Service (SMS) Network Document Solutions Europe (NDSE) 5

6 Multi-Client Studies 2005 Vertical Market Opportunities (Europe, NA) The Packaging Print Market Opportunity (WW) Document Process Outsourcing: Business Strategies for Successful Market Engagement (NA) Document & Content Solutions: The Professional Services Opportunity (NA) North American Professional Photography Market (NA) The Evolving Digital Color On Demand Printing Opportunity (NA) 6

7 Recently Completed Multi-Client Studies Corporate Printing Services the European In-plant Printing Opportunity (Europe) Mobile Imaging: Technology Trends, Consumer Behavior, and Business Strategies (Europe, Japan, NA) The Global Print Production Workflow Market: Enabling Fundamental Business Change in Graphic Arts (Europe, Japan, NA) The Changing Print for Pay Market: The Future of Commercial Print (NA) The North American Commercial Digital Display Market (NA) 7

8 European Consumer Imaging Conference October 2005 Hilton Hotel, Amsterdam Mark Your Calendar Covering all areas of digital imaging Capture Viewing Storage/Archiving Sharing Printing 8

9 Private-Client Research Services Combining industry expertise with market research services Working with individual clients on specific assignments Market opportunity assessment Business plan development Products/service concept testing Customer requirements Brand awareness Mergers, acquisitions and partnerships 9

10 Sceptre House 7-9, Castle Street Luton, Beds, LU1 3AJ, UK Phone: Fax: Consumer and Office Strategic Roadmaps Catherine Charlery European Group Director 10

11 European Digital Photography Trends Roadmap 2005 Household penetration of digital cameras jumps to 40% Camera phones become an alternative to digital cameras 11

12 Household Penetration of Digital Cameras Reach 40% Installed base in 000s % 40% 35% 30% 25% % 15% 10% 5% % DC Installed Base Household penetration 12

13 Camera Phones Become an Alternative to Digital Cameras but will they be used as an alternative? 13

14 Personal & Office Roadmap 2005 Conversion to colour gaining acceptance in the office Evolving channel distribution strategies 14

15 What Is a Universal Copier/Printer (UCP)? Produces colour pages at competitive cost per page Colour-capable devices = 2 to 4X speed b/w vs. colour, typically single drum engines Produces monochrome pages at prices competitive with monochrome copier/ printers Capital cost is a small premium to monochrome copiers/printers Has features and functions that match the best monochrome copier/printers Colour-centric devices = same speed b/w and color, typically tandem drum engines 15

16 Market Segmentation by Color Volume Personal Small Workgroup Department Production All Color Frequent Color Prepress Design Agency Creative Sales Ad Agency Marketing Quick Printer In-Plant Print Shop Commercial Printer Digital Print Specialist Production Graphics Color- Centric Occasional Color Personal General Office Legal Line of Business Administration Copy Department Data Center Color- Enabled Monochrome No Color Low Moderate Monthly Volume High Source: Worldwide Universal Copier/Printer Multi-client 2004, InfoTrends/CAP Ventures 16

17 Hardware Infrastructure Opportunity = Migration to Colour What Is The Impact of Universal Copier/Printer (UCP) in the office? In the workgroup the UCP is displacing black and white copiers, black and white copierbased MFPs & single function colour devices 17

18 Gross Margin Trends by Category What have been the gross margin trends for each category? UK & Italy N = 49 Channel Companies Decreasing Stable Increasing Overall Business 27.7% 47.8% 24.5% Professional Services 11.4% 54.3% 34.3% Service 15.8% 50.0% 34.2% Supplies 34.0% 45.5% 20.5% Equipment 45.2% 42.9% 11.9% 0% 20% 40% 60% 80% 100% Source: Channel Trends Study 2005, InfoTrends/CAP Ventures Percentage of Respondents 18

19 Sceptre House 7-9, Castle Street Luton, Beds, LU1 3AJ, UK Phone: Fax: The European Network Document Solutions Marketplace: 2005 and Beyond Brian Miller Associate Director 19

20 Top Three Trends Impacting European Office Workgroup Solutions Dealer consolidation smaller dealers close or merge, beginnings of mega-dealer channel take shape Technology market landscape Canon s technology lead in solutions infrastructure dramatically reduced as competitors invest in their own solutions The true arrival of the mobile office 3G widely deployed means high speed data, video and voice communications anytime, anywhere 20

21 In The End, Documents Are About Business Processes Documents are changing and will continue to change as processes change The definition of the office itself is changing It s not a place anymore It s wireless, mobile, virtual No boundaries It s where work is done and where documents are created, manipulated, and shared 21

22 New Technologies Causing Further Evolution In the Office Wireless communications technology (WiFi) networking for high-volume local networks Bluetooth for inter-device communications and mobile applications Thin-client wireless window into high-duty office technology Simplified application infrastructure Server appliances Simplified device management Business process in-a-box Mortgage application processing Customer collateral fulfilment 22

23 Office Equipment Market Evolution Solution Sale Stage 4 Process and Workflow Focus Product is Secondary to Services No Perceived HW Differentiation Value Based on Knowledge Customer Value Connected MFP Application Sale Stage 3 Application Focus SW Bundling Adds Incremental Value HW Continues to Drive Sale Low HW Differentiation Stage 2 Multi-Function Focus Printing/Connectivity Value Add Declining HW Differentiation Standalone Time Stage 1 Spec Focus Clear HW Differentiation Customer Value in Performance and Functionality 23

24 The European Market Is Entering a Disruptive Transition Period Hardware technologies = MFP and scanner Market shares are changing based upon price rather than traditional benchmark of features Manufacturers are moving to lead with services Customers becoming less concerned with distinguishing characteristics of hardware Software technologies = capture, manage, output The emergence of new supporting technology components without clear applications New application needs that are missing key technology infrastructure components (such as network appliances) 24

25 Hardware Infrastructure Multifunction Refers to the multifunctional capability of a peripheral, such as the ability to copy and print or copy and fax from a single device Multifunction Peripheral (MFP) Includes networked digital copiers, Internet facsimile machines, and multifunctional printers that support at least two functions (i.e. copying, printing, faxing, scanning). Scanner Personal: flatbed or sheet-fed desktop device Network: connected directly to a network for general office applications 25

26 Software Infrastructure DEVICE MANAGEMENT Remote Diagnostics Device Relationship Management Application Level Services Infrastructure Services DOCUMENT OUTPUT MANAGEMENT Document Routing Output Tracking & Accounting Security Connectivity CAPTURE // CREATION Scan Hardware & Software Forms / Variable Data Document conversion DOCUMENT MANAGEMENT & WORKFLOW Document repositories Project Management Tools Collaboration tools 26

27 European Network Document Solutions Market Size 2004 Projection ( millions) Note: Workgroup market size excluding hardware. Hardware revenues m Software Licence Software Maintenance Support and Professional Services Installation Services Total Market: 77.5 million Source: 2002 to 2007 Western European Office Document Solutions Forecast, InfoTrends/CAP Ventures 27

28 Share Of 2004 Total Revenue By Region Spain/Portugal & Greece/Turkey 3.0% Scandinavia 8.8% Benelux 7.7% Italy 4.0% Germany, Austria, Switzerland 37.1% 77.5 million UK/Ireland 25.3% France 14.2% 28

29 Building Workflow-Centric Applications Enabling a business process workflow in the workgroup Creation Intelligent Workflow Concept Feedback Collaboration Store & Retrieve DOCUMENT CAPTURE SCAN DEVICE Embedded/ Integrated Link Print & Finish Archive Distribute STORAGE DOCUMENT REPOSITORY 29

30 Applications Enabling Capture MFP Scan to = primary driver Convenience Sells itself, does not interfere with sales cycle Mainstream forms capture Capture to repository Enterprise content & document management integration Compatibility through preconfigured & XML enabled links 30

31 Applications Enabling Manipulation Document Management Ensuring proper archival of information for review Collaborative tools and supervisor portal To examine, modify, extract and approve data 31

32 Applications Enabling Distribution and Output Document Output Management Solutions routing documents to appropriate destinations Document Tracking Tracking how and where documents are used Document Security Ensuring access is only by authorised people 32

33 But Individual Functionality Does Not Excite The Market Please indicate how useful each of the following would be to your company. Very useful Minimally useful Don't know Moderately useful Not useful Auto archive documents to network 27.9% 34.8% 13.7% 17.2% Ability to scan to remote /file/database 29.2% 30.7% 22.3% 11.4% Document management software 34.3% 25.6% 19.8% 15.0% Ability to track and manage the costs of printing 25.7% 32.0% 22.3% 14.1% Ability to print documents securely from network device 22.3% 29.2% 23.8% 20.3% Ability to control print jobs (change the order, priority of jobs etc) 21.1% 32.8% 27.5% 13.7% Software applications that add functionality to your shared b/w MFP 17.2% 32.0% 23.2% 17.2% 10.3% N = 205 European companies 0% 20% 40% 60% 80% 100% Percentage of Respondents 33

34 The Answer: Focus on Document Business Processes Easily analysed Usually inefficient and costly Error-prone Can often leverage existing infrastructure for dramatic improvement low investment requirements 34

35 Conclusion Major players are aligned to provide general office solutions This market will continue to be a source of price competition Continued consolidation Differentiation for success is based upon the business process Functionality of software enables solutions but is not itself a solution 35

36 Sceptre House 7-9, Castle Street Luton, Beds, LU1 3AJ, UK Phone: Fax: Highlights from the 2005 European Consumer Digital Photography Survey Mette Eriksen Senior Consultant 36

37 Some Key Industry Questions Are the demographics of digital camera owners changing? What is the motivation to purchase a digital camera? What do people do with their photos? 37

38 2005 European Digital Photography End User Study In the field January 2005 Conducted in Germany, UK, France, Italy and Spain 1,561 Internet respondents 77% owned a digital still camera Average household income was 34,400 46% of respondents had children under 21 living in the household 38

39 Are The Demographics of Digital Camera Owners Changing? 39

40 Men Are the Primary Users of the Digital Camera Base: Digital Camera Owners Female 40% Male 60% n=

41 DC Owners are Hobbyists, but here Come the Family Memory Keepers! Base: Digital Camera Owners Professional, 1% Family Memory Keeper, 27% Hobbyist, 42% n=1201 Snap Shot Photographer, 30% 41

42 What is the Motivation to Purchase a Digital Camera? 42

43 Men are the Decision Makers Children 13 to 18, 1% Children under 13, 1% Adult - female, 31% Adult - male, 67% n=

44 Ease of Use is the Most Important Feature When Selecting a Digital Camera Base: Family Memory Keepers and Snap Shot Photographers who Own a Digital Camera Ease of use High resolution Total package - everything included in the box Standard optical zoom (up to 3X) Type of memory card Digital zoom Light weight Quality of LCD image display Size of LCD image display Multiple Responses Permitted 0% 10% 20% 30% 40% 50% 60% 70% n= 680 Family Memory Keeper Snap Shot Photographer 44

45 Most End User Do Not Know If They Will Replace Their Digital Camera Base: Family Memory Keepers and Snap Shot Photographers who own a Digital Camera Undecided Over 2 years 1 to 2 years 7 to 11 months 3 to 6 months Less than 3 months I don't expect to purchase another digital camera 0% 10% 20% 30% 40% n=680 Family Memory Keeper Snap Shot Photographer 45

46 What are People Doing With Their Photos? 46

47 What are DC Owners Doing Base: DC Owners 100% 100% 100% 90% 80% 70% I only print a few special photos to frame them 75% 71% 60% 50% 40% 30% 20% 10% 29% 30% 28% 23% 0% n=680 Photos taken Photos saved electronically Family Memory Keepers Photos shared Snap Shot Photographers Photos printed 47

48 Conclusion The 2005 survey suggests that the demographics of the European digital camera owner is a male hobbyist with higher than average income Vendors should focus their marketing messages around ease of use There are revenue opportunities both in the storage and printing market which are untapped 48

49 Sceptre House 7-9, Castle Street Luton, Beds, LU1 3AJ, UK Phone: Fax: Closing Remarks Catherine Charlery European Group Director 49

50 CeBIT 2005 Highlights - Overview CeBIT continues its transition Changing target demographics Consumer Camera phone mega pixel race heats up! Kodak EasyShare One Camera at CES in January, but seen at CeBIT 8 MP consumer compact Office hardware & solutions More colour products More network scanning More wireless Think about solving business problems through solutions incorporating your hardware, software and services

51 InfoBriefing CeBIT 2005 Thank You! Danke! Event Sponsored By 51