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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