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Zebra Card Printer SolutionsRobert Pastor & David Murphy
Identatronics Dealer Summit - May 22, 2004
Page 22004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Discussion Topics
Introductions – Robert Pastor
Recent Zebra Card News
Ethernet In-Depth
Educational Promotion Details
Questions / Comments / Feedback
Page 32004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Introductions
Robert Pastor joined Zebra Card March 29 Excellent background in manufacturing & distribution
Robert’s territory is Southeast & Midwest
East coast territory split in two
Opening in the Northeast
Page 42004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Recent Zebra News
Acquired Atlantek November, 2003
Now called Zebra-Atlantek
Excellent engineering house
OEM’s page printer for Kodak
Re-named TCP printer the P620
Will run DL and LGP business
Will bring us new products in the future
Varades, France facility is now closed
All R & D, engineering, and manufacturing is U.S. based
Director of Marketing – Robert Anderson
Director of Americas Sales – Jommy Gayoso
Zebra P620
ML-500
Page 52004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
More Zebra News
New & Improved website Check it out – www.zebracard.com Partner Zone – all PremierPartner Associates have access Sales & Marketing Tools, printer sales presentations, logos & photos
Better Marketing Activities Promotions – more later Posters, banners, new look
Demo Printers Available for PremierPartner Associates One printer, any choice, per calendar year 55% off list Purchase from your current supplier – Identatronics
P210i - $1995, 100-print YMCKO ribbon is $45 P205 - $1695 (June)
2-year warranty on both
Page 62004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Page 72004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
And, Yes, Even More Zebra News!
USB + Parallel Standard on all Zebra Card Printer models since May 3rd
$95 Value
Improved color imaging with I-series driver Optimized across lines, more closely matches P310C color imaging
P520i & P205 coming in June
P320i & P420i now have a built-in Ethernet option (later)
P310C to be discontinued August 31, 2004 Spare parts, service, and technical support available until August, 2009
Look for End of Life on P300C soon Parts, service, support no longer available
Great opportunity to upgrade your installed base
We’re looking at a trade-in program
Page 82004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Educational Discount Program
Now until August 30, 2004
Pass through end-user discount: $100 per P310i
$150 per P320i
$200 per P420i
Offer only for qualified education institutions, district, county and state departments of education
Mailer being developed
Match discount to double the incentive
Copy of shipping documents to an educational customer or P.O. to Zebra
Credit to your supplying partner (Identatronics)
Page 92004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Networking Options are Available Today
Zebra card printers are the first to ship with built-in networking
Offered as a factory-installed product option
All networking is Ethernet-based
10Base-T (also compatible with 100Mbps LANs)
$495 Option on P320i & P420i
Zebra P320i Zebra P420i Zebra P620(external)
Page 102004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Zebra Printer Networking –Product Advantages
P620 Proprietary Print Server - Ringdale
Unique to P620, custom defined
We control revisions, firmware, protocol
No other card printer company has this much control over their external print server
$495
Page 112004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
3 Big Benefitsof Networked Card Printing
Efficiency Printer sharing and multi-printer throughput
Minimal Downtime Spares ready to go on the network
Flexibility PC workstation and printer in different locations Remote printer management Wireless printing capabilities
Page 122004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Efficiency and Flexibility
Printers can now be located farther fromthe image/info capture station
Expanding on traditional one-to-one PC-to-printer set-up
Any number of image/info capture stations can print to a single card printer
Each image/info capture station can printto card printers in various locations
Wireless networking provideseven more flexibility
Page 132004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Near-Zero Downtime viaNetworked Printing
One or more PCs on the network can serveas backup image/info capture stations
Should a camera or PC fail, the customercan immediately transfer to a backup station
With multiple printers, printing can continue when a ribbon is being replaced or the card hopper is being refilled
BACKUP
BACKUP
BACKUP
BACKUP
Page 142004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Remote Management of Card Quality and Issuance
Image/info capture can be provided from multiple locations with card issuance controlled from one designated site
Example: WAN application allows multiple locations (retail stores for example) to capture customer image/info with same-day card issuance from headquarters
Web-based tools allow job log,Configuration and status views
Page 152004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Product Comparison –External vs. Internal
Zebra Internal Ethernet
Easy install / easy to use
One driver that auto detects for networked or local use
DHCP or fixed IP address
Configuration card contains IP and DHCP info
Zebra Net software to manage & maintain printer via the web
No external pieces to get lost or damaged
Lower total cost of ownership
3rd Party External Printservers
Less expensive hardware
More expensive setupand maintenance
Transportable to other printers
Live status via web page
More hardware hanging off printer
Warranty issues
Page 162004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Finding the IP Address
What is an IP address?It is the printer’s unique network ID. Like a street address for your house.
It is used to send a message to that specific printer at that specific address.
A sample IP Address: 168.255.0.1
There are two ways to locate the IP address of the printer: 1. Print a test card
The IP address is located on the second line of the test card on a printer with the Ethernet interface.
2. ZebraNet View will display the system name, IP address and hardware address for all Zebra print servers.
Page 172004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Changing the IP Address in the Driver
The IP address in the driver can be changed through the Printer Properties.
Select Printer Properties and open the port tab. The TCP/IP port for that driver will be highlighted.
Type in the new IP address under the Printer Name or IP Address field.
Details can be found in the Ethernet FAQ
Page 182004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Web Based Tools
Configuration View
In the address field type in http://168.255.0.1/ where 168.255.0.1 is the IP address of the printer
A static IP address can be set through the main print server page.
Details can be found in the Ethernet FAQ
Page 192004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Web Based Tools
Job Log view
Set up SMTP e-mail to notify of printer errors.
Change and configure IP Address (if required)
Page 202004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Driver and Firmware Features
Zebra i Series drivers will support up to three network printers from each client system During driver installation, type in the IP
address for the three card printers.
Win 2K and XP
Firmware download is available through the i Series driver Under the Printer properties, select the
Device Settings tab. Select F/W Download
Page 212004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Networking is SomethingSignificant to Sell
Provides tremendous customer benefits
Corporate, education, casinos are all great target markets
Reduces risk of product obsolescence
Up-sell in the printer and the service area
Possibility to expand card usage to differentgroups in your corporate customers
Making the printer work more means higher ribbon consumption
Page 222004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
A New Sales Strategy – Lead with the P320i + Ethernet
Even when you think you’ll sell a P310i
Show both in your initial proposal
It sets the bar higher
It’s harder for competitors to match
Creates a halo effect for the P310i
Creates higher $$ opportunities when the strategy succeeds
Page 232004 IDENTATRONICS DEALER SUMMIT - CONFIDENTIAL
Networking is the Future
Ethernet product sales are growing at a rate of 60% per year
Zebra is proactively addressing this growing market segment
Look for future webinars and sales tools in the coming months
Questions & AnswersThank You!
Questions & AnswersThank You!