In-Plants: Evaluating Opportunities to Create Value Lisa Cross Associate Director Keypoint Intelligence – InfoTrends

Welcome! Event Host Debbie Pavletich Director, Business Consulting Practice Commercial & Industrial Printing Group Ricoh USA, Inc.

Business Development Webinar Series In-Plants: Evaluating Opportunities to Create Value Wednesday, June 27, 2018 3:30 – 4:00 p.m. EST Critical Steps to an Engaged Customer Experience Wednesday, July 18, 2018 3:30 – 4:00 p.m. EST Tips for Killer Seasonal Printing Wednesday, August 15, 2018 3:30 – 4:00 p.m. EST

Ricoh Business Booster Extras Link to replay Webinar PDF of Slides Special Report: Promoting Your In-Plant www.ricohbusinessbooster.com

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Today’s Speaker Lisa Cross Associate Director Keypoint Intelligence – InfoTrends

Topics Three Key Factors Creating Value Strategy Powers Investments Customers Drive Offerings Communicating Value Conclusions and Recommendations

Three Key Factors for Creating Value Making Strategic Technological Investments Aligning Offerings to Customer Needs Communicating Value

Factor 1: Investments Based on Strategy Key Considerations: Growth Opportunities for Print Efficiency Through Automation Solving Customer Challenges

Print is Essential for Communications! Which of the following do you currently use to reach and communicate with customers? Multiple Responses Permitted N = 749 Enterprise Respondents Source: In Search of Business Opportunities: Finding the Right Prospects, Keypoint Intelligence – InfoTrends 2017

Applications Produced by In-Plants How are your printed communication materials produced? (Means) v These applications are mostly printed internally Exclusively Internal Exclusively External N = Varies; Base: 749 Enterprise Respondents Source: In Search of Business Opportunities: Finding the Right Prospects, Keypoint Intelligence – InfoTrends 2017

Top Future Growth Areas What are the top applications you are focusing on for future growth? Three Responses Permitted N = 47 In-Plant Respondents Source: U.S. Production Software Investment Outlook, Keypoint Intelligence – InfoTrends 2017

A Focus on Operations, Service Expansion Which of the following initiatives describe your strategic business direction over the next 5 years? v Multiple Responses Permitted N = 43 In-Plant Respondents Source: U.S. Production Software Investment Outlook, Keypoint Intelligence – InfoTrends 2017

Top Workflow Bottlenecks for In-Plants In general, what are the biggest bottlenecks in your current workflow? v Three Responses Permitted N = 47 In-Plant Respondents Source: U.S. Production Software Investment Outlook, Keypoint Intelligence – InfoTrends 2017

Workflow Automation is a Necessity! What percentage of the total work volume produced at your site is 100% automated? (Means) 100% Growth 2017-2019 N = 46 Corporate Respondents Source: U.S. Production Software Investment Outlook, Keypoint Intelligence – InfoTrends 2017

Success Starts with Understanding Customers!

Factor 2: Align Offerings to Customer Needs Identify and understand customer needs Do things better: Easy order entry access More personalized content Data management and analysis More media channels Transform communications

Easy Access to Online Print Ordering What percentage of your business’ total print spend has been/will be ordered via the Internet? (Means) 7% Annual Growth N = 749 Enterprise Respondents Source: In Search of Business Opportunities: Finding the Right Prospects, Keypoint Intelligence – InfoTrends 2017

Supporting Your Organization’s Challenges What are your company’s top challenges in marketing to existing customers and prospects? (Top Responses) Three Responses Permitted N = 749 Enterprise Respondents Source: In Search of Business Opportunities: Finding the Right Prospects, Keypoint Intelligence – InfoTrends 2017

Define your position Educate your organization Engage user departments Factor 3: Communicate YOUR Value Define your position Educate your organization Engage user departments

Offering Service and Financial Value IDS advises, assists, and supports each agency’s needs and provides a wide variety of document solutions at a professional level; and at a fraction of the cost of private vendors.

Experience by the Numbers UNT Brings Its Value Story to Life Experience by the Numbers

Value is the Mission! “Our in-plant helps teachers, administrators, students, and student-focused organizations achieve the district’s goal of preparing students for their future.” — Erica Derrington Graphic Communications Manager of the Olathe Unified School District In-Plant 

Educating Employees and Customers Continually stay on top of the latest communication trends Educate staff Operational Workflow Color management Equipment Products and services Sales and customer service focus Update user departments regularly on value being delivered Demonstrate to users new ways to build out better communications with the technology

Best Practices for In-Plant Marketing Engaging with end-users 1-to-1 Devoting more time to finding new business Focusing on application opportunity expansion across the entire organization Recognizing the importance of end-user department communications Open houses End-user classes E-mails to users

Olathe USD In-Plant Out-Fronts Competitors Main Objective: Keeping Customers Happy Providing Ongoing Training Courses to Customers Educating on the Wealth of Services Available Participating in the District’s Community Distributing Printed Marketing Materials and Guides

Open Houses and Tours at Colorado IDS

Recommendations and Conclusions Customer demands are ever-changing Identify and convert customer demands and needs into service offerings Communication of the in-plant’s value must be ongoing Success requires addressing the following questions: Do we have the right technological infrastructure in place to support profitable growth in the future? Are we focusing on the opportunities to sustain and grow our operations? Are we effectively executing and communicating plans that will drive success?

Next Up: More Knowledge Booster Webinars! Critical Steps to an Engaged Customer Experience July 18, 2018, 3:30 – 4:00 p.m. EST Tips for Killer Seasonal Printing August 15, 2018, 3:30 – 4:00 p.m. EST Sign Up Here! http://www.ricohbusinessbooster.com/webinars Thank you Lisa for an excellent presentation. Before we close I want to remind everyone to sign up for our upcoming knowledge booster Webinars. Critical Steps to an Engaged Customer Experience Wednesday, July 18, 2018 3:30 – 4:00 p.m. EST Tips for Killer Seasonal Printing Wednesday, August 15, 2018 3:30 – 4:00 p.m. EST You can sign up at www.ricohbusinessbooster.com/webinars. We hope you can join us.

Thank You for Joining Us! Debra.Pavletich@ricoh-usa.com (414)-520-2154