And Selling to Upper Management

Mike GattiManager,

Fairfax County Government Print Services

Why build an ROI? How do you build an ROI to show your boss? Planning- one, three and five year plans Fairfax County Printing Services Future plans Track and analyze Work with trends Know your audience

Employee retirement timelines (align with future plans for new equipment)

Employee salary structure

Current lease expiration dates

To provide and coordinate high speed production printing services to County agencies and the Fairfax County Public

Schools

We are a service organization ◦ 10 employees◦ Fulfill all printing needs for the County and Fairfax County

Public Schools In-house capabilities:

◦ Traditional offset printing◦ Digital color and black & white printing◦ Variable Data◦ Folding

Outsource all work that is not economical to print in-house, or uses equipment capability we lack

◦ Cutting◦ Saddle-stitching◦ Tape, coil & GBC

binding and collating

Budget Books County Executive Presentations Board of Supervisors Bi- Weekly Agenda Newsletters County Attorney Briefs CAFR (County Financial Report) Annual Reports Direct from mainframe documents (taxes)

Storefront – Web submission for end users(Currently under DIT review)

•Increase County Employee Productivity•Decrease CSR workload•Increase Print Shop’s Revenue

Management Information Software •Approximate cost $$$•Automated Job Entry, Estimating, Scheduling, Job Tracking, and Billing•Timeline – within next six months

Lease to purchase digital 4-color press & CTP packaged on RFP• Currently outsourcing 4-color

and Film Output of up to $200,000 annually combined

• CTP - 4yr Lease to Purchase• Press – 7-8 yr. Lease to Purchase

Lease to purchase Digital Envelope Printer to replace obsolete press. Reduce envelopes being outsourced◦ Timeline – within next six months

Add collating tower to existing collator-stitcher• ~ Purchase price - $21,000.00

Replace obsolete folding equipment with new digital automated folder through lease to purchase.• ~ Purchase price - $65,000.00

• Increase Productivity• Decrease Outsourcing• Timeline – three –five years

Type of jobs◦ saddle stitch◦ perfect bound◦ plus page counts◦ 4 color process

How often, how many, and for how much?

Use data to support new purchase…(how many towers required on collator-stitcher?)

How many small and large finishing projects done in house…folding, coil, shrink wrap etc.?

Jobs with folding and hours required

Frequency of a particular task (trying tasks only needed a few times per year could be outsourced)

How often will it be running…hours/month?

Can multiple staff members operate (no more journeyman required when hiring a new employee)?

Allows you to consider hiring dual position with one opening

Use this comparison when monthly supplies are needed to support new equipment

CTP is typical. How much will annual supplies cost after initial purchase?

Is maintenance included in your numbers?

Value not only to Print Shop staff

Ability for real time data for customer base

Web2print is for customers, not just Print Shop admin staff!

Dual hire position? Need fewer CSRs to manage workflow

RSA ROI calculator available at: http://www.rocsoft.com/build-a-better-in-plant/

If theme is “Go Green,” then push it! Is new equipment quieter? Less power consumption? CTP chemistry free? Is toner waste contained better? Does new equipment operate cooler? Does equipment a have better safety features for

employees? All of the above can be advocated over cost

What is their hot button?◦ Cost or efficiency?

Know your clients’ needs (use survey results)

Use visuals like infographics

Talk value over price

Why build an ROI? How do you build an ROI to show your boss? Planning- one, three and five year plans Future plans Track and analyze Work with trends Know what your audience

Mike Gatti Michael.Gatti@fairfaxcounty.gov

Infographic sample and ROI calculators: http://www.rocsoft.com/build-a-better-in-plant/