1. How will the HP Indigo 30000 help me grow my business?
Ravit Spiegel, VIP event, September 2016

2. We are going to talk about three things:#1
How does the HP Indigo help you grow your business? #2
How does the HP Indigo help you differentiate yourself from your competitors? #3
How does HP Indigo help me develop my digital print service offerings?

3. How will the HP Indigo 30000 help me grow my business?
Lower costs
Better Value
(More margin)
Growth
Net New Business

4. Don’t think of HP digital printing as a replacement technology
First, don’t think of it as replacement technology.
It also may sound like at this point that we are out to get all the other print processes and that the relationship between the two is “adversarial”. However, the reality is that it is actually “Complementary”. In other words, they work very well together, and from HP Indigo’s perspective, that is a good thing.
Use the Superbowl analogy: Peyton moving to center and the center moving to QB. Wouldn’t work, but would be fun to watch. The point is that they are both really good at what they do, and as a team, they are hard to beat. Same thing with HP Indigo and offset and flexo technology. Together, they are hard to beat.
Conventional Printing
HP Digital printing is complementary to conventional printing

5. Digital printing is more than just another print process…
WILL TAKE YOU TO THE SAME PLACE
The difference is the value of how you get there
Sometimes you will need a truck, to carry a lot of boxes and to go over ruff road
But sometime, you need to be FLEXIBLE, QUICK, SMART,, AND LOOK AMAZING..
LETS LOOK AT THESE MAIN VALUES:
Both organisms can exist on their own, working together in symbiosis, makes them formidable!

6. Lower the cost of account servicing and added value
What does a typical account look like now?
Overall real life – that is what happens
Our customers are good with long runs struggle with the short runs
Entire business view. What if you have a digital equipment?
Other Print Assets
HP Indigo
Lower the Cost of the Account
Efficiency
Efficiency
Unit cost
Account cost

7. What is your current job basket breakdown?
80%
Items
20%
Volume
We move 80% of the SKUs which only represent 20% of the volume
(נכון גם הפוך(
What will be the net result – the cost per unit might be higher > but if you look on the entire picture > lower your cost
The study, saved 100K$ in one month
Value – less obsolescence, less warehousing, shorter time, …..
Grow your entire business
Fram – champion motors
500 SKUs
By moving the short runs to the 30000
Saved 100K$ in 6-8 months on the entire account
Did not lose the customer
What if you had the HP Indigo 30000?

8. Growth: Net New Business
How does the HP Indigo help you to grow your business? How does it help you differentiate from the competition? Let’s start out with looking at the typical VP

9. Fill the bucket (s) Other Manufacturing Assets HP Indigo 30000
Talk about the two or three case studies about how having digital has allowed a customer to gain margin back and build a fence around their exiting accounts.
Other Manufacturing Assets
HP Indigo 30000
New cutting edge technology + new Go To Market strategy and new approach to selling (solutions)

10. Digital Print is a strategic tool in your portfolio
That will enable you to grow your company

11. Protect Your Current Book of Business
“Strive not to be a success, but rather to be of value”
Albert Einstein

12. Historically, where does the digital business come from?
Higher margin & operational reasons to transfer jobs to better suited asset
Jobs transferred from conventional
New jobs from existing clients
Expanded product portfolio creates new opportunities
New jobs from new clients
Expanded product portfolio creates new opportunities
Source: 2012 PIA survey of digital press owners

13. How will the HP Indigo 30000 help me grow my business?
Lower costs
Better Value
(More margin)
Growth
Net New Business

14. Set Yourself Apart from the Competition
Applaud them on the industry they are in to win them over and trust what you are saying is true and that you know what you are talking about.
Positioning and Selling Digital Print in Folding Carton

15. An effective sales strategy focuses on customer challenges as a way to create a distinctive purchase experience that separates your company from the competition.
© Copyright 2015 HP Development Company, L.P. The information contained herein is subject to change without notice.

16. What is the #1 reason sales personal do not hit quota?
Only 10% said sales calls provide enough value to warrant the time they spent on them. (SiriusDecisions research)
Just 7% of surveyed executives say they would probably schedule a follow-up. (Forrester research)
Your VP is lacking the 30000
It is important to match your VP to what your customer need
What do executives say about vendor sales calls?
What is the quality/value of interactions with salespeople…
Source: SiriusDecisions PMM 2010 Survey

17. What is your current Value Proposition?
Quality
Service
Competitive Pricing
If I went through this room and asked each one of you to articulate your value proposition, my guess is that at the core, most are this.
What is your Value Proposition? Does it consist of “Price, Quality, Service”? If it does, so does everyone else’s.
In fact, it is very difficult to be different in this market using the same technologies as everyone else.
In order to create a focused value proposition, you must understand your customers, and their needs

18. What are brands and retailers asking for?
Want to leverage packaging as part of marketing promotions
Less obsolescence, less warehousing, sustainability
Require high quality; want to stand-out, brand recognition
Want cost effective revision control
Where is this information from: market researches, BOA, our work with brands
Want to connect with targeted consumer base
Lower costs, better cash flow
Want to increase
speed to market
More SKUs, lower MOQ

19. Brands and HP Indigo Marketing campaign Consumer engagement
Supply chain flexibility

20. Impact of digital printing for brand owners
Printing Costs
Illustration of costs and revenues: No specific scale applied
 Costs Revenues 
Supply chain
Digital Impact
on Sustainability
Connect with consumers; Mass Customization, Personalization
Targeted Promotions: Seasonal, Holiday, Cause, Event
Digital Print Costs reductions in the supply chain
Mass Marketed Product
Logistics
Development
Manufacturing
Handling
Distribution
End Of Life
Sales
R&D
Product
Development
Market
Testing
There is a limit to cost reduction, but no limit to added value !

21. Opportunity for cost reduction
Print & Converting costs
€1.00

22. Opportunity for cost reduction
Print & Converting costs
€1.00
Processing costs €
Track & Trace
Serialization
Mass customization
Revision control
Ordering
Warehousing
Distribution
Response to customer/market
Inventory obsolescence

23. Lower the Cost of Account Servicing and Add Value
Shorter Lead Times
Lower Minimum Order Quantities
Less Warehousing
Improved Cash Flow
Reduced Obsolescence Costs
Versioning & Personalization
Event, Cause & Regional Marketing
Lower Total System Cost
Market Share Growth
Unit Cost
Inventory, Just in Case
Conventional package decoration
Digital package decoration

24. What can you offer your customers?
Want to leverage packaging as part of marketing promotions
Less obsolescence, less warehousing, sustainability
Require high quality; want to stand-out, brand recognition
Want cost effective revision control
Where is this information from: market researches, BOA, our work with brands
Want to connect with targeted consumer base
Lower costs, better cash flow
Want to increase
speed to market
More SKUs, lower MOQ

25. Re-Invent your value proposition with the HP Indigo 30000
Provide enough value by delivering what brands and retailers are asking for
“Strive not to be a success, but rather to be of value” Albert Einstein
Re-Invent your value proposition with the HP Indigo 30000

26. What could be your value proposition?
Quality
Service
Competitive Pricing
Help you address Supply Chain Challenges
Help you Grow Your Business
What could be your Value Proposition with HP Indigo Digital in your portfolio? If you remember all those things on the last slide, both from the supply chain side and from the consumer engagement side, digital gives you the best technology available to address those things that brands and retailers are asking for.

27. How does HP Indigo help me develop my digital print service offerings?

28. A comprehensive Sales and Marketing Development program for HP customers.
The program is designed to support HP customers to strategically develop their digital print service offerings to win new customers and generate more sales with existing customers.
Grounded in the real-world insights and best practices of our most successful customers, HP Advantage provides the market intelligence and application knowledge to differentiate your business from the competition.
First, let me tell you about HP Advantage.
HP Advantage is a comprehensive Sales and Marketing Development program that is only available to HP Graphics Arts customers.
The program itself comes from years of experience helping our customers develop their digital print business with new and existing customers.
HP Advantage is grounded in the real-world insights and experiences of customers around the globe.
The program allows you to leverage these insights, experiences and learnings to better equip you to develop and grow your digital business.
Lets take a look at the components of the HP Advantage program… (click)

29. Three advantages that the partnership with HP Indigo provides:
Online support: HP Advantage Knowledge Center
Instructor-led workshops, customer event support, etc.
1:1 project-specific consulting with HP Advantage Business Development Specialists
Customer Business Development 1
The Digital Solutions Cooperative (DSCOOP) is an independent global group of HP owners and technical professionals that focuses on educating and connecting its members with each other with HP Indigo to improve members’ business growth, efficiency and profitability
Dscoop 2
HP is working with brands and retailers in a variety of ways to help create awareness and accelerate demand for digital printing.
Brand & Retailer Development 3
The HP Advantage program consists of three primary components:s
(click)
The first component is “Customer Business Development”
Our Business Development team is focused on providing the educational and expert knowledge foundation that will help to prepare our customers for digital success.
The second component is “Dscoop” or “The Digital Solutions Cooperative” which is our 10 year old end-users group comprised of HP customers that own our portfolio of products
The Digital Solutions Cooperative (DSCOOP) is an independent and global group of HP owners and technical professionals that focuses on educating and connecting its members with each other while working closely with HP to improve members’ business growth, efficiency and profitability
The third component is our “Brand, Agency & Retailer Development” activities
HP works with brands, agencies and retailers in a variety of ways to help create awareness and accelerate demand for digital printing.
Let take a closer look at each of these components in more detail now… (click)

30. We are going to talk about three things:#1
How does the HP Indigo help you grow your business? #2
How does the HP Indigo help you differentiate your self from your competitors? #3
How does HP Indigo help me develop my digital print service offerings?

32. Thank you!
Ravit Spiegel