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

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

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

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

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

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

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

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

10. 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

11. 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

12. 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

13. 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

14. 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

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

16. Success Starts with Understanding Customers!

17. 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

18. 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

19. 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

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

21. 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.

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

23. 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 

24. 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

25. 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
s to users

26. 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

27. Open Houses and Tours at Colorado IDS

28. 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?

29. 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!
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, :30 – 4:00 p.m. EST
Tips for Killer Seasonal Printing Wednesday, August 15, :30 – 4:00 p.m. EST
You can sign up at We hope you can join us.

30. Thank You for Joining Us!
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