2. The needs of mainstream Publishers and Corporate/Education

3. Publishers have significant similarities in areas applicable to Print on Demand

4. Main Issues are:- Understanding the customers specific needs:-  Analysis  Establishing Empathy & a Determination to Change  Report & Proposal  Gaining Acceptance  Implementing Change Plan  Develop Value Team Supplier Customer

5. We are always re-defining the business process and enter into a value chain

6. The objective always evolves around 1.Improved efficiency 2.Overall reduced cost 3.Sharing of responsibility 4.Speed 5.Accuracy 6.Value added concepts

7. MODELS 1.Complete Print On Demand model Generic or easily managed covers Black and white text Simple binding Producing customer invoice Packaging and dispatch Tracking till delivery

8. Models cont… 2.Minimal Warehouse Applies to more sophisticated product Also to perfect bound product Minimal Cost effective inventories held Rapid dispatch as 1. Often in mix and match with products from Print On Demand.

9. Models cont… Mainstream Publishers Dynamic Capabilities – Quality Products Small, rapid production run Black and white or color or mix of both Binding options (wire, plasti-coil, perfect, board sewn, fold saddle stitch, loose leaf) High quality laminated cover Ability to penetrate niche markets, test markets, get to markets quickly Keep out of Print Product alive

10. Models cont… 4.Methodology Industry Specialist Business Development Online Catalogue Focused CSR on account Reports as required High level of liaison and co-operation Value Chain

11. Training Materials

12. The Starting Point Customer Needs:- Accuracy Speed Efficiency Information Distribution

13. We Often Find Inefficient Systems Highly Manual Inaccurate Fragmentation Of Information RESULT Wrong product produced Slow turnaround Compromised customers High real cost

14. WHAT THEY GET 1.Value & Accuracy Up to date at any time full version control 2.Ease of ordering Immediate Accurate 3.IT Systems & Skills Sets Need quality people, Well managed “with it” plan Educate Company & inform staff of expectancies

15. NEEDS Planned Business with defined objectives Business Development specialization Conceptually understand needs Good IT core Strong external alliances Develop skills in company Integrate IT in production skills Quality management Changes within Organization Transformed Organization Change culture from Print Company to Information Company Innovate and adopt value added concepts Principal – Work on Company not in Company