September 2011 | Opportunities in the Retail Market A vertical focus for approaching new clients September Research by InfoTrends 2011

September 2011 | Opportunities in the Retail Market Companies you interact with The Market Defined Retailers sell merchandise, generally without altering it and deliver services related to the sale of those products. Retailers fall into two categories: store retailers and non- store retailers. 1 Source: InfoTrends 2011

September 2011 | Opportunities in the Retail Market Top Trends For This Market Retail companies have more customer data than ever before Mall attendance is in decline… retail business need to be mobile, social and engage in precision marketing Increased number of media channels used to reach customers More than half of the marketing spend is allocated to print 2 Source: InfoTrends Capturing the Cross Media Direct Marketing Opportunity 2010

September 2011 | Opportunities in the Retail Market 3 Channels Used in Direct Marketing Retail has been quick to embrace using multiple channels in their direct marketing efforts. If you’re company can provide more than print, there’s definitely opportunity to grab a piece of the pie (or donut, rather). Source: InfoTrends Capturing the Cross Media Direct Marketing Opportunity 2010

September 2011 | Opportunities in the Retail Market 4 Cost: Provide alternatives to show flexibility Multiple Channels: Are they being used as effectively as they can?

September 2011 | Opportunities in the Retail Market Did you know that the average annual external print spend in the retail segment equals $28,000? 5 According to InfoTrends… Source: InfoTrends’ Capturing the SMB Communication Services Opportunity 2009

September 2011 | Opportunities in the Retail Market Retail organizations have a wide variety of marketing communications needs. All of these needs provide a tangible opportunity for your company’s services. So, what are they producing? Signage Point of sale advertising marketing Print directories Printed direct mail Newspaper advertising 6

September 2011 | Opportunities in the Retail Market Bringing More Value One way to differentiate your company is to provide unique materials that enable higher value printed products to be created. Let’s take a look at how Mohawk Bravo Digital Substrates can help you provide this value to your retail customers. 7

September 2011 | Opportunities in the Retail Market Hair Care Salon: Build rewards programs to reduce guest churn 8

September 2011 | Opportunities in the Retail Market Campaign Results Response rates between 14% - 20 % depending on segment Advertising to sales ratio: 6 to 14 pieces for one sale Members using Fantastic Rewards spent almost 33% more than an average transaction Strong up-sell performance, particularly with female guests who never had a color service 9 Source: PODi.org

September 2011 | Opportunities in the Retail Market The retail market provides many revenue opportunities for you as a print service provider. The opportunities include these key products and services: Why You Should Consider Pursuing this Market Campaign management Database management Data-driven personalization Cross media services High-quality digital print Mailing & Fulfillment 10

September 2011 | Opportunities in the Retail Market Mohawk MakeReady provides practical tools and actionable information for digital printers like you. 11 We can help… Visit: for more tools, to request a meeting, or to join the community.