A World Leader in Large Format Document Scanning.

A World Leader in A World Leader in Large Format Large Format Document ScanningDocument Scanning

Colortrac Get eXtra Smart!

Distributor Conference Cambridge 2005

SmartLF Marketing & Sales Strategy

Cambridge UK 17th & 18th November 2005



Get eXtra Smart!• Colortrac name for the launch programme of

SmartLF Cx and SmartLF Gx ~ new CIS and CCD scanners

– Cx means CIS for CAD & 'technical' content– Gx means CCD for 'Cx' ++ Graphic Arts, full colour

content

• 4 NEW scanner platforms • 21 NEW scanner products in 8 months! (Plan)



• SmartLF brand name is popular

• SmartLF associated with 'value for money' – supports our strategy

• We couldn't think of a better name for the new CCD scanners!

• 3~ SmartLF Cx 40 m, c, e• 6~ SmartLF Gx 25 m, c, e, SmartLF GxT 25 m, c, e• 6~ SmartLF Gx 42 m, c, e, SmartLF GxT 42 m, c, e• 6~ SmartLF Gx 54 m, c, e, SmartLF GxT 54 m, c, e• = 21

• By September 2006 Colortrac will compete strongly in every segment of the sheetfeed large format scanner market



.



• But first, how did SmartLF part 1 do ?SmartLF sales % of total

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr

SmartLF

S4e / Evo / Hi-End



.2005/6 Scanner sales by range - % of total

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr

Eagle

Flatbed

SmartLF 42"

Series 4e

SmartLF 40"

SmartLF 25"

• November #

month to

date

September 2005 is the best unit sales month Colortrac ever had – so far ;o)



• Every month of the last 12 has set an all time, unit volume record

• 2005 unit volume YTD is 41% up on 2004 (Ltd 50%)

• Colortrac market share is increasing rapidly!

• Series 4e sales have held up better than we might have expected for a 5 year old product

• There is clearly demand for CCD in the market

• Good news for Gx

So, how did SmartLF part 1 do ?

Very well – thanks to YOU!



• Colortrac strategy for success

– Develop new products with the lowest cost base

and the best specification, new Co. in China

– Expand into new markets – 25" & down the

– Offer the best price, high quality and high

performance

– Improve MARKETING presence, esp. INTERNET



Magnum 54 p

Magnum 54 b

e GxT 54

c/eChroma 42 p m c Gx 54

p p mCougar 36 p b

CS600 b b Puma 36

b p CS500

b p Crystal 42

eCougar 25 p Cham 36 p b c/e GxT 42

Hawk Eye 36 p mCougar 25 b Premier36 pb p e c Gx 42

b IS 200 m c Cx 40

Cham 25 p b e b

Hawk Eye 36 M c GxT 25 m Cx 40

Cham 25 b m ec Gx 25

m

Summary

!?



• Price – Street, or what we call 'achieved price'

• Performance

– Width

– Speed, colour & mono

– Resolution, optical and silly

– Quality, CCD vs CIS (depends on application & also customer

perception) = not always deterministic

– Thick media (depends on application)



Magnum 54 p

Magnum 54 b

e GxT 54


p p mCougar 36 p b

CS600 b b Puma 36

b p CS500

b p Crystal 42



b IS 200 m c Cx 40

Cham 25 p b e b



m

Summary

Higher performance & lower price = WIN WIN!

Performance

Price

Higher price & lower performance



• Part 2 – SmartLF Cx 40• Market positioning / Main

competitors• Target customers – examples• Unique sales points & tactics• Prices, availability



• Cx 40 ~ Market positioning / Main competitorsMagnum 54 p

Magnum 54 b

e GxT 54


p p mCougar 36 p b

CS600 b b Puma 36

b p CS500

b p Crystal 42



b IS 200 m c Cx 40

Cham 25 p b e b



m

Summary

•36" to 42" Mono

•36" colour

•42" colour



• Cx 40 ~ Contex

•36" to 42" Mono

•36" colour

•40" to 42" colour

Chroma 42 Plus o

vs Contex 4280e ??

Cougar 36 Plus o o Base

3680e ?? Puma 36 Base

Cougar 36 Base o

Crystal 42 Plus o

Chameleon 36 Plus o Base o GxT 42c

Hawk-Eye 36 Plus o Gx 42e

Premier 36 Plus Base o GxT 42m Gx 42c

Cx 40e

Hawk-Eye 36 Base o

Gx 42m Cx 40c

Premier 36 Base

Hawk-Eye Cx 40m

36 Mx

36 & 42 Inch Market



• Cx 40 ~ Graphtec

•36" to 42" Mono

•36" colour


vs Graphtec

CS600 Pro o

CS600

CS500 Pro

GxT 42e

CS500 GxT 42c

Gx 42e

GxT 42m Gx 42c

IS200 Pro Cx 40e

Gx 42m Cx 40c

IS200

Cx 40m

36 & 42 Inch Market



• Cx 40 Target customers

Customer examples (UK)

Customer Activity SectorBank of England Finance CorporateKings College Education CorporateSalans Law CorporateNATS (National Air Traffic Services) Aeronautical Services

CorporateExacta Print Large Format Printing Repro BureauScott Pickford Geophysical Sciences GIS / Oil & GasUponor Housing Solutions Building Contractors AEC / CADFluor Civil engineering Contractors AEC / CADCapita Business Services Outsourced business services EDC / EDM BureauOxford Data Capture Outsourced business services GIS BureauDocument Capture Company Outsourced business services EDC / EDM BureauScan Docs Outsourced business services EDC / EDM BureauNetdocs Outsourced business services EDC / EDM BureauEDF Electricity Distribution Utility Corporate, CAD / GISmappingArgos Retail stores Corporate / RetailUrgent Technologies Intranet solutions AEC / CAD



36 & 42 INCH MONO MARKET

Sell

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x 40

m

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F G

x 42

m

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2 m

Up Against

Colortrac is the ONLY manufacturer to offer scanner upgrade from MONOCHROME to COLOUR

600 vs 200dpi

40" vs 36"

Upgradable 2 C

Similar price

No Thick Media

600 vs 400dpi 1200 vs 400dpi

40" vs 36", U2C 42" vs 36"

A LOT faster A LOT faster

Similar price $900 more

No Thick Media No Thick Media

600 vs 400dpi 1200 vs 400dpi 1200 vs 400dpi

40" vs 36" 42" vs 36" if thick media 42" vs 36"

Upgradable 2 C Upgradable 2 C Upgradable 2 C

$1800 less $600 less required then => Similar price


Upgradable 2 C

Much faster

Similar price

42" vs 40"

Same dpi 1200 vs 600dpi

Upgradable 2 C if 42" format Upgradable 2 C

$1800 less $600 less

42" vs 40" required then =>

Premier 36 Plus

Hawk-Eye 36 Mx

Premier 36 Base

IS200

IS200 Pro



36 INCH COLOUR MARKET

Sell

Sm

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F C

x 40

c

Sm

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F C

x 40

e

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F G

x 42

c

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F G

x 42

e

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F G

xT 4

2 c

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Up Against

600 vs 200dpi

40" vs 36"

Faster colour

Similar price

No Thick Media


40" vs 36" if GA colour 42" vs 36" if thick media 42" vs 36"

$800 less Similar price $1400 more

required then => Similar speed required then =>

No Thick Media No Thick Media Motor thick



$900 less Much faster Much faster

Not CCD required then => Similar price required then => $1300 more


600 vs 400dpi 1200 vs 400dpi 1200 vs 400dpi 1200 vs 400dpi

40" vs 36" if GA colour 42" vs 36" 42" vs 36" 42" vs 36"

A LOT faster A LOT faster Much faster A LOT faster

$1500 less required then => Similar price Similar price $700 more


1200 vs 400dpi 1200 vs 400dpi

42" vs 36" 42" vs 36"

M. faster mono Faster M & C

$3200 less $2300 less

1200 vs 400dpi

42" vs 36"

M. faster mono

$3800 less

Chameleon 36 Plus

Cougar 36 Base

Cougar 36 Plus

Hawk-Eye 36 Base

Chameleon 36 Base

Hawk-Eye 36 Plus




Sell

Sm

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F C

x 40

c

Sm

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F C

x 40

e

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F G

x 42

c

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F G

x 42

e

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F G

xT 4

2 c

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F G

xT 4

2 e

Up Against


Much faster A LOT faster Much faster if thick media Much faster

$2400 less $1500 less $1200 less Similar Price

42" vs 40" 42" vs 40" required then =>

No Thick Media No Thick Media No Thick Media


Much faster C Faster C if thick media Faster C Much faster C

$3000 less $2700 less $1700 less $800 less



1200 vs 508dpi 1200 vs 508dpi

Much faster M if thick media Much faster M

$4800 less $3800 less

No Thick Media required then =>

1200 vs 508dpi 1200 vs 508dpi

Similar speed if thick media Similar speed

$6300 less $5300 less


Crystal 42 Base

Crystal 42 Plus

Chroma 42 Plus

Chroma 42 Base




Sell

Sm

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F C

x 40

c

Sm

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F C

x 40

e

Sm

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F G

x 42

c

Sm

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F G

x 42

e

Sm

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F G

xT 4

2 c

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xT 4

2 e

Up Against

Same dpi Same dpi

Faster M Faster

$3900 less $3000 less

42" vs 40" 42" vs 40"

Same dpi Same dpi 1200 vs 600dpi 1200 vs 600dpi

Slower C Same speed Slower C Same speed


42" vs 40" 42" vs 40" CCD CCD


Faster M Faster Faster M Faster

$ 5000 less $4100 less $4000 less $3100 less

No Thick Media No Thick Media CCD CCD

1200 vs 600dpi 1200 vs 600dpi

Slower C Same speed

$5500 less $4600 less

CCD CCD

CS600

CS600 Pro

CS500

CS500 Pro



• Price ~ as SmartLF 4080 range

• $7,200 to $9,000 - street

• Launch window

– January / February 2006



Part 3 – SmartLF Gx 42



• Gx 42 ~ Market positioning / Main competitorsMagnum 54 p

Magnum 54 b

e GxT 54


p p mCougar 36 p b

CS600 b b Puma 36

b p CS500

b p Crystal 42



b IS 200 m c Cx 40

Cham 25 p b e b



m

Summary

•36" to 42" Mono

•36" colour

•42" colour



• Gx 42 ~ Contex

•36" to 42" Mono

•36" colour


Chroma 42 Plus o

vs Contex 4280e ?? Puma 36 Plus

Cougar 36 Plus o o Base

3680e ?? Puma 36 Base

Cougar 36 Base o

GxT 42e

w/ CopySmart & PC

GxT 42c

Crystal 42 Plus o w/ CopySmart & PC

GxT 42e

Chameleon 36 Plus o Base o GxT 42c

Hawk-Eye 36 Plus o Gx 42e

Premier 36 Plus Base o GxT 42m Gx 42c

Cx 40e

Hawk-Eye 36 Base o

Gx 42m Cx 40c

Premier 36 Base

Cx 40m

36 & 42 Inch Market



• Gx 42 ~ Graphtec

•36" to 42" Mono

•36" colour


vs Graphtec

CS600 Pro o

CS600

CS500 Pro

GxT 42e

CS500 GxT 42c

Gx 42e

GxT 42m Gx 42c

IS200 Pro Cx 40e

Gx 42m Cx 40c

IS200

Cx 40m

36 & 42 Inch Market



36 & 42 INCH MONO MARKET

Sell

Sm

artL

F C

x 40

m

Sm

artL

F G

x 42

m

Sm

artL

F G

xT 4

2 m

Up Against

Colortrac is the ONLY manufacturer to offer scanner upgrade from MONOCHROME to COLOUR

600 vs 200dpi

40" vs 36"

Upgradable 2 C

Similar price

No Thick Media

600 vs 400dpi 1200 vs 400dpi

40" vs 36", U2C 42" vs 36"

A LOT faster A LOT faster

Similar price $900 more



40" vs 36" 42" vs 36" if thick media 42" vs 36"

Upgradable 2 C Upgradable 2 C Upgradable 2 C

$1800 less $600 less required then => Similar price


Upgradable 2 C

Much faster

Similar price

42" vs 40"

Same dpi 1200 vs 600dpi

Upgradable 2 C if 42" format Upgradable 2 C

$1800 less $600 less


Premier 36 Plus

Hawk-Eye 36 Mx

Premier 36 Base

IS200

IS200 Pro




Sell

Sm

artL

F C

x 40

c

Sm

artL

F C

x 40

e

Sm

artL

F G

x 42

c

Sm

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F G

x 42

e

Sm

artL

F G

xT 4

2 c

Sm

artL

F G

xT 4

2 e

Up Against

600 vs 200dpi

40" vs 36"

Faster colour

Similar price

No Thick Media



$800 less Similar price $1400 more

required then => Similar speed required then =>

No Thick Media No Thick Media Motor thick



$900 less Much faster Much faster

Not CCD required then => Similar price required then => $1300 more



40" vs 36" if GA colour 42" vs 36" 42" vs 36" 42" vs 36"

A LOT faster A LOT faster Much faster A LOT faster

$1500 less required then => Similar price Similar price $700 more


1200 vs 400dpi 1200 vs 400dpi

42" vs 36" 42" vs 36"

M. faster mono Faster M & C

$3200 less $2300 less

1200 vs 400dpi

42" vs 36"

M. faster mono

$3800 less

Chameleon 36 Plus

Cougar 36 Base

Cougar 36 Plus

Hawk-Eye 36 Base

Chameleon 36 Base

Hawk-Eye 36 Plus




Sell

Sm

artL

F C

x 40

c

Sm

artL

F C

x 40

e

Sm

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F G

x 42

c

Sm

artL

F G

x 42

e

Sm

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F G

xT 4

2 c

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F G

xT 4

2 e

Up Against


Much faster A LOT faster Much faster if thick media Much faster

$2400 less $1500 less $1200 less Similar Price

42" vs 40" 42" vs 40" required then =>

No Thick Media No Thick Media No Thick Media


Much faster C Faster C if thick media Faster C Much faster C




1200 vs 508dpi 1200 vs 508dpi

Much faster M if thick media Much faster M

$4800 less $3800 less


1200 vs 508dpi 1200 vs 508dpi

Similar speed if thick media Similar speed

$6300 less $5300 less


Crystal 42 Base

Crystal 42 Plus

Chroma 42 Plus

Chroma 42 Base




Sell

Sm

artL

F C

x 40

c

Sm

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F C

x 40

e

Sm

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F G

x 42

c

Sm

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F G

x 42

e

Sm

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F G

xT 4

2 c

Sm

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F G

xT 4

2 e

Up Against

Same dpi Same dpi

Faster M Faster

$3900 less $3000 less

42" vs 40" 42" vs 40"

Same dpi Same dpi 1200 vs 600dpi 1200 vs 600dpi

Slower C Same speed Slower C Same speed


42" vs 40" 42" vs 40" CCD CCD


Faster M Faster Faster M Faster

$ 5000 less $4100 less $4000 less $3100 less

No Thick Media No Thick Media CCD CCD

1200 vs 600dpi 1200 vs 600dpi

Slower C Same speed

$5500 less $4600 less

CCD CCD

CS600

CS600 Pro

CS500

CS500 Pro



• Price ?

• $8,500 to $11,500 - street

• Launch window

– March / April 2006




Magnum 54 b

e GxT 54


p p mCougar 36 p b

CS600 b b Puma 36

b p CS500

b p Crystal 42



b IS 200 m c Cx 40

Cham 25 p b e b



m

Summary

•25" Mono

•25" colour



• Gx 25 ~ Contex

Cougar 25 Plus vs Contex

Cougar 25 Base

Chameleon 25 Plus

GxT 25e

GxT 25c

Gx 25e

Cham 25 B (M)

GxT 25m

Gx 25c

Gx 25m

25 Inch Market

•25" Mono

•25" colour



25 INCH MARKET Sell

Sm

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x 25

m

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x 25

c

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F G

x 25

e

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xT 2

5 m

Sm

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xT 2

5 c

Sm

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xT 2

5 e

Up Against

1200 vs 424dpi 1200 vs 424dpi

Much faster Much faster

$1000 less Similar price

No Thick Media Motor thick

1200 vs 424dpi 1200 vs 424dpi

Much faster Much faster

$1900 less $1100 less


1200 vs 424dpi 1200 vs 424dpi

Faster Faster

$2800 less $2000 less


1200 vs 424dpi 1200 vs 424dpi

Faster Faster

$4300 less $3500 less


if thick media required then =>



Chameleon 25 Base (Mono)=> then sell up to colour => then sell up to colour

Chameleon 25 Plus

Cougar 25 Plus


Cougar 25 Base



• Price

• $5,000 to $7,000 - street

• Launch window

– May / June 2006




Magnum 54 b

e GxT 54


p p mCougar 36 p b

CS600 b b Puma 36

b p CS500

b p Crystal 42



b IS 200 m c Cx 40

Cham 25 p b e b



m

Summary

•54" Mono

•54" colour



• Gx 54 ~ Contex

•54" Mono

•54" colour

Magnum 54 Plus

vs Contex

Magnum 54 Base

GxT 54e

GxT 54c

Gx 54e

GxT 54m

Gx 54c

Gx 54m

54 Inch Market



54 INCH MARKET Sell

Sm

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x 54

m

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x 54

c

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x 54

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4 m

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4 c

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Up Against


Much faster M Much faster M Much faster

$5600 less $3700 less $2800 less

No Thick Media

1200 vs 508dpi 1200 vs 508dpi

Same speed Same speed

$5300 less $4300 less

No Thick Media

Magnum 54 Plusif thick media required then =>

Magnum 54 Baseif thick media required then =>



• Price ?

• $15,000 to 18,500 - street

• Launch window

– July / August 2006 ???



• SmartLF 4080 – great SUCCESS!

• SmartLF Cx 40 – should do better

• SmartLF Gx – re-writes the rule book of LF CCD scanner design – Colortrac at its BEST, INNOVATING & LEADING

• BIG challenge in 2006

• BIG rewards in 2006 & beyond

• So exciting, let's get on with it!



• Part 6 –



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