Wide Format
Increase Sales
Opportunities with
Wide Format Products
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Increase Sale Opportunities with
Wide Format Products
Before we discuss today’s opportunities
with Wide Format Products, let’s take a
look at the past and see how the Small
Format and Wide Format sales channels
have evolved…
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Although the two markets share the same fundamental technologies, the WF and SF
markets used to be very separate markets.
• Software – Poor cross market compatibility.
• Differences in Product Sales Channels
• Need for Seamless Solutions for the
Enterprise.
SF vs. WF MarketsProgressive Webinars
Software
• SF Document Management application viewers did
not work well for engineering documents.
• Document viewers could not handle CAD file formats
or the large pixel count of Wide Format image files.
• Lack of support for Drawing “Redlining” or design
collaboration.
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Software
• Software could not provide EDM workflow
requirements such as engineering change orders
(ECO’s), drawing revisions, check-in/check-out
procedures and image acquisition.
• Conversely - Wide Format Document Management
software applications could not adequately address
the requirements for small format documents.
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BACK to the Future..
Today, we have many software
applications that can address the
requirements of both markets.
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Difference in the Channels
• There has been a definite distinction between
the SF and WF Dealer Channels.
• Wide Format products have traditionally been
supplied through dealer channels such as
Reprographics, CAD and Engineering Supply
companies.
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• Small Format products have traditionally been
supplied through Document Imaging VAR’s and
the Office Copier Dealer/Direct channels.
• There has been a persistent tendency for
companies to focus on their own traditional
(familiar) market due to their established
business model, and a lack of knowledge and
experience with the opposite market.
Difference in the ChannelsProgressive Webinars
• Many companies adopted “departmental”
solutions i.e. for accounting, engineering,
facilities, personnel or general office that were
sourced through seperate suppliers that focused
on either the SF or WF markets.
• Today there is a growing desire from the dealer
community to expand their business
opportunities beyond their traditional boundaries.
Seamless Solutions for the Enterprise
BACK to the Future..Progressive Webinars
Converging Markets
• Today, solutions need to meet the demands of the
corporate enterprise.
• Increasingly, customers are seeking suppliers that
can offer a broader range of solutions that address
the capture, storage, management, distribution
and printing of a wide variety of documents –large
and small.
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• There has always been a desire for the dealers
serving each market to “crossover” to the other
market. In the past we’ve seen this done in more
of an opportunistic way.
• Dealers were reluctant to make a full
commitment to make Wide Format products an
integral part of their business model.
Converging MarketsProgressive Webinars
Today we see an increasing desire from dealers that traditionally service the SF market to expand
their business through the sale of Wide Format products and solutions. Why?
•Competition has increased•Margins have fallen.•Dealers are looking for incremental growth.•Customers are looking for integrated “Cross Market Solutions”.
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What are the Opportunities?
• Wide Format Scanners?
• Wide Format Printers?
• Scan, Copy and Print Software?
• All of the Above?
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Market Trends
We’ve seen a trend over the years - moving from the
use of stand-alone devices such as Wide Format
scanners and printers to a more integrated
solution. Instead of a device being dedicated to
creating an image file or producing a hard copy,
customers want to scan to a file, print from a file
and make copies.
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Market Trends
• Seeing this trend Paradigm Imaging introduced a
line of Wide Format “single footprint” color
multifunction systems at the beginning of 2007.
• Prior to 2007 100 percent of unit sales were stand-
alone WF scanner and printers.
• By the end of 2007 38% of unit sales were WF MFP’s
• This represents an opportunity for Dealers!
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A New World
• The current economy presents new opportunity– Customers seek new ways to economize
– Large companies downsize and consolidate locations
– Multiple departments and divisions in one office
• Engineering
• Facilities
• Design
• Graphics
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New Opportunities
• New equipment needs for diverse departments– Engineering
• Plans, drawings, renderings
– Facilities• Blueprints, office layouts, documents
– Design• CAD drawings, product sketches
– Graphics• Posters, photos, signage
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Harvesting Opportunities
• Within your existing customer base there
may be a wealth sales opportunities right in
front of you.
• Look beyond traditional small format users -
accounting, business admin.
• Who’s there?
• What other departments – Engineering,
Facilities, Graphics, Marketing.
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New Needs
• More for less – companies have re-evaluated goals and have new priorities:
• Economic Considerations • Fit within the budget without sacrificing quality and
function
• Ease of Use• Software needs to be user-friendly so that anyone can
operate the system quickly and easily
• Versatility• Various departments can use the same system
• Single footprint (space-saving)• Reduced office space requires a more compact solution
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Service adds Revenue
• Increased placement of wide format equipment creates a need for service
– Wide Format scanners are inherently trouble-free
• Very few moving parts (rollers, motor)
• Few consumables (glass)
– Many Wide Format manufacturers offer up to 3 years of parts support
– Extensive tech training programs are available
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Service (cont’d)
– Although Wide Format scanners are viewed as being similar to printers, they require significantly less service
– Preventive maintenance is simple – only requires calibration
– Annual service contracts for wide format equipment are generally about 15% of equipment MSRP
• On a $15,000 piece of equipment, that’s a $2,250 contract
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Why Wide Format?
• Traditional copier channels can increase offerings (and profits) by including wide (large) format solutions
– Wide format solutions have moved towards being the rule instead of the exception for many offices as workflow needs change
– Consolidation and restructuring of companies creates new opportunities for wide format systems within existing accounts
– Additional revenues can be gained by servicing wide format equipment
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