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CAP Ventures, Inc. ! 600 Cordwainer Drive ! Norwell, MA 02061 ! Phone 781-871-9000 ! www.capv.com00000000 1
Welcome & Introduction
Charlie Pesko
Managing Director
September 30, 2003
00000000 2
CAPV Corporate
We are an international provider of strategic information, consulting services and market research in
digital technology markets
BostonUK
Japan
00000000 3
CAP Ventures & InfoTrends
! InfoTrends Joined CAP Ventures Team in May 2002
00000000 4
Serving the Business & Visual Communications Industry
Corporate Print for Profit ConsumerSOHOUsers
Capture
Create
Manage
TransactionalPromotional
OfficePublishing EngineeringIndustrial
RecreationalTypes of
Communication
Equipment Vendors
Software Vendors
Supplies Vendors
Service Providers
Resellers
Hardcopy
Web
Display
DeliveryTechnologies
Vendors
00000000 5
CAP Ventures Interacts, Assists & Influences
Vendors Service Providers
Corporate Users
Investment Firms
Press & Media Companies
00000000 6
CAP Ventures Consulting Services
Services
Digital ImagingDigital Photography TrendsImage Scanning TrendsInternet Imaging Trends
Workflow andContent Management
Dynamic Content SoftwareNetwork Document solutionsProduction Workflow Solutions
On Demand Printing & PublishingDigital Peripherals SolutionsVisual Communications Technologies
Output
Supplies
Services Production Workflow Solutions (Document Outsourcing)
Communication Supplies
Consumer Corporate
Office Production
xx
xx
x
x
x
x
x xx
x
x x
xx
NarrowcastingElectronic Displays x
Teams of industry analysts that track the market and help clients with their product and business strategies
00000000 7
What Makes CAP Ventures Unique?
! Largest consulting and research firm in the Business & Visual Communications Industry
! Highly experienced staff: average 15+ years
! Global presence: United States, Europe and Asia
! Low client to analyst ratio (10:1)
! Direct access to analysts
Depth Depth
FocusFocus
Experience Experience
00000000 8
Private-Client Research Services
! Combining industry expertise with market research services
! Working with individual clients on specific assignments" Market opportunity assessment" Business plan development" Product/service concept testing" Customer requirements" Brand awareness" Mergers, acquisitions and partnerships
00000000 9
Multi-Client Studies
! Universal Office Copiers & Printers: Worldwide Market Opportunities and Product Requirements
! Corporate Print Services: The In-Plant Printing Opportunity
! The New Corporate Print Customer: A Profile of a Market in Transition
! The Future of Mail and Transaction Documents
! The Future of Paper
! Print On Demand Quarterly Market Data Tracking Program
CAP Ventures, Inc. ! 600 Cordwainer Drive ! Norwell, MA 02061 ! Phone 781-871-9000 ! www.capv.com00000000 10
Reality Check: Current State, Future Prospects for the Printing Industry
Charlie Corr
Group Director
charlie_corr@capv.com
September 30, 2003
00000000 11
"Following decades of continuous "Following decades of continuous growth, the publishing, media and growth, the publishing, media and advertising industries are now having advertising industries are now having to come to terms with one of the to come to terms with one of the longest and most deeplongest and most deep--seated seated downturns of recent decades.”downturns of recent decades.”
Bernhard Bernhard SchreierSchreier, CEO Heidelberg, CEO Heidelberg
00000000 12
"MAN Roland said the economic "MAN Roland said the economic environment in the graphic arts sector environment in the graphic arts sector remained "extremely unsatisfactory". remained "extremely unsatisfactory".
First Half Financial Analysis for 2003First Half Financial Analysis for 2003
00000000 13
Mega Trends Impacting the Print Business
CHARACTERISTIC 1990-2000 2001-
Economy Strong WeakEconomyEconomy StrongStrong WeakWeak
Impact of Internet Additive Subtractive on PrintImpact of Internet Additive Subtractive on Print
Digital Color Niche Gaining ShareDigital ColorDigital Color NicheNiche Gaining ShareGaining Share
Digital Equipment Centralized, faster, Decentralized, fewer feature rich features, lower cap. $
Digital EquipmentDigital Equipment Centralized, faster, Decentralized, fewer Centralized, faster, Decentralized, fewer feature richfeature rich features, lower cap. $features, lower cap. $
00000000 14
Mega Trends Impacting the Print Business
CHARACTERISTIC 1990-2000 2001-
Establishment Growth Contraction DynamicsEstablishment Establishment GrowthGrowth Contraction Contraction DynamicsDynamics
Outsourcing/FM High Growth Limited GrowthOutsourcing/FM High Growth Limited Growth
Prices Moderate Growth DeflationPricesPrices Moderate GrowthModerate Growth DeflationDeflation
Geographic Focus US, Japan & WE China & Emerging Markets Geographic FocusGeographic Focus US, Japan & WEUS, Japan & WE China & Emerging Markets China & Emerging Markets
00000000 15
Economic Review
! The production print market has experienced two years of decline" Indications of continued revenue declines in 2003 YTD
# NAPL survey 1/03 to 5/03 show revenue down 2.6%# Confidence still low
! The market outlook for print:" Little to no top line increase in demand" Price deflation" Industry consolidation" Continued destabilizing impact of technology
! Much of industry is under financial strain" Access to capital is limited
00000000 16
Economic Outlook
! Economy is likely to improve by the end of 2003" Many downside risks" Some signs of improvement and 2004 should provide some
improvement (Elections, Olympics, etc.)
! Focus on efficiencies and workflow will increase" Those not focusing on this are more likely to leave the landscape" Requirement for “super-efficiency” increases
! The industry is beset by economic issues, technological issues and generational issues
00000000 17
Preference for Paper DocumentsHow do you prefer to receive the following publications?
Percentage of respondents preferring this format
N = 519 Respondents
84.1%
66.5% 62.3%54.0% 53.4% 50.2%
8.9% 12.0%
21.3%22.8%
28.2% 33.3%26.3%
3.3% 3.9%12.1% 14.9% 17.8% 13.3%
23.5%
87.8%
0%
20%
40%
60%
80%
100%
Books Magazines Newspapers Phone andother
directories
Catalogs Bills /statements
Other directmail
Electronic
Both
Paper
The Future of Paper
00000000 18
Key Long-Term Growth Rates
0.0%
1.0%
2.0%
3.0%
4.0%
5.0%
6.0%
1980-1985
1985-1990
1990-1995
1995-2000
2001-2006
2006-2011
2011-2016
2016-2021
5-Year Compounded Annual Growth Rate
Sources: U.S. Congressional Budget Office, Census Bureau, AF&PA, CAP Ventures
Printing & Writing Paper
Workforce
GDP
Population
Population
00000000 19
WTT.Com September Print Provider Results
! Optimism is up somewhat
! Capital investment plans continue to lag
! 55% have no plans in the next three years to “Evolve Into a Business Communication Service Provider”
00000000 20
Print Providers 90 Day Outlook for Print Demand
Significant decline
1% Slight decline13%
Stable/No change
28%Slight increase
47%
Significant increase
11%
00000000 21
Print Providers Investment PlansBudgeted Equipment Purchases next six months (9/2003)
3.6%
9.2%
14.7%
16.5%
18.2%
18.3%
22.0%
22.1%
25.7%
26.6%
26.6%
0% 5% 10% 15% 20% 25% 30%
Production roll-fed black &white digital printer
Sheet fed - Direct-to-Press
Color copier/printer printsless than 24 ppm
Digital wide format printer
Offset equipment
Production sheet-fed black &white 80+ ppm digital printer
Mid-range production digitalcolor printer 24- 59ppm
Mailing equipment
High-speed productiondigital color printer 60 ppm+
Prepress equipment
Finishing equipment
00000000 22
Services Offered Today
15.7%
17.9%
19.4%
25.8%
27.0%
29.5%
29.7%
32.4%
40.0%
40.3%
46.4%
0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50%
Facilities management and document outsourcing services
IT & workflow systems, solutions, and services
Training and consulting
Creative services for non-print delivery
Mailing services
Copying services
Kitting and fulfillment, warehousing and inventory management
Digital printing services
Binding and finishing
Creative services for print output
Prepress services
00000000 23
The Digital Printing Market Opportunity
! Digital printing technology is meeting the changing needs of theprint buyer" Economically produce short run lengths" Meet tighter delivery requirements
! In a survey of 310 print providers earlier this year, 60% agreedwith the statement that, “Within two years more than half my jobs will require 24 hour turnaround or faster”
! In a survey of 322 Document Owners, 67% reported “making more frequent updates or last-minute revisions to print jobs”
00000000 24
Level of Agreement with Statements Please indicate to what degree you agree with the following statements.
25.2%
27.6%
27.1%
20.6%
41.6%
49.4%
35.4%
39.7%
43.1%
36.8%
48.7%
18.1%
18.9%
18.3%
17.4%
24.4%
19.6%
19.7%
23.2%
15.2%
4.2%
13.2%
10.3%
16.2%
14.5%
16.5%
7.4%
19.7%
22.8%
33.1%
20.3% 51.9%
0% 20% 40% 60% 80% 100%
Digital color print quality is sufficient for the vast majority ofour work
Print volume, and paper use, will continue to increase
Variable printing is critical to the growth of my business
My customers are moving more work to full color from B&Wand 2 and 3 color work
Within two years more than half my jobs will require 24 hourturnaround or faster
My digital color print volume will grow by more than 20% peryear for the next three years
I will migrate print volume from offset to digital
The industry will continue to consolidate and I will have fewercompetitors
Completely Agree Somewhat Agree Somewhat Disagree Completely Disagree
N = 310 Print Service Providers Q1 2003 Percentage of Respondents on Level of Agreement
00000000 25
Preferred Method of Being Contacted For Marketing Purposes
How would you prefer that companies contact you for marketing and promotional purposes?
N = 316 Consumers
Direct Mail69%
Telemarketing3%
E-Mail28%
The Future of Mail & Transaction Documents
00000000 26
Type of Hard Copy Mail Preferred
When you do receive hard copy direct mail, which type do you prefer?
Highly personalized
69%
Non-personalized
31%
N = 317 Consumers
The Future of Mail & Transaction Documents
00000000 27
The Challenge for Print Providers
! The value of Print On Demand, Variable Data print and other advanced services must be “sold” to the end user" Generally requires a solution not just producing a print job
! Relatively few “sell” solutions to clients" Most just “take” print orders
00000000 28
The Challenge for Print Providers
! Many print providers can’t “connect the dots”
15
1716
18 Revenue & Profit14 19
13
111012 9
8
Market Opportunity
Investments7
1
62
543
00000000 29
A Recipe For Success
! For print providers:" Invest in growth opportunities" Obtain “super-efficiency”" Market effectively
! For equipment/solutions providers:" Better, faster, cheaper digital color devices are required" Help print providers minimize risks in developing new services" Educate print providers and print buyers
! For paper companies:" Provide substrates for new technology" Work with print providers to obtain “super-efficiency”" Develop programs that deliver value and increase efficiency
00000000 30
A Recipe For Failure
! For print providers:" Continue to focus on print" Continue to focus only on manufacturing efficiency" Remain order takers for a limited part of the supply side
! For equipment/solutions providers:" Ignore digital color and UCP’s" Expect print providers to sell advanced solutions without your help " Fail to invest in R&D
! For paper companies:" Ignore emerging opportunities " Remain devoted to the “big order”
00000000 31
"Insanity: doing the same thing over "Insanity: doing the same thing over and over again and expecting different and over again and expecting different results." results."
--Albert EinsteinAlbert Einstein
CAP Ventures, Inc. ! 600 Cordwainer Drive ! Norwell, MA 02061 ! Phone 781-871-9000 ! www.capv.com00000000 32
Print On Demand by The Book:Trends and Forecast
Ron Gilboa
DirectorOn Demand Printing &
Publishing Consulting ServiceRon_Gilboa@capv.com
September 30, 2003
00000000 33
What is On Demand Printing?
! Print and deliver:" WHAT you want" WHEN you want it" WHERE you need it
! Digital automation of the graphic arts printing process
! Convergence of computing, communications, color, and printing
! Equipment in staffed environments that primarily print the work of others
00000000 34
Annual U.S. Forecast Overview
Production Copying & Digital Printing
ProductionProcess Color
ConvenienceCopier/Printers
Black & White
Data Center/MIS Printing Systems
Print-on-DemandSystems
High-SpeedCopiers
Seg. 5&6 70+ cpm
Black & White
Direct-to-Press
ProductionSpot-Color
Color
High-Speed
ColorBlack & White
ProductionSpot-Color
High-Speed
Mid-Range Mid-Range
ColorServers
00000000 35
So what's up in POD
! Growth in retail value of print" Despite continued price decreases
! New unit placements
! Increased print volume
! More color output
! Disruptive color technology
! Migration of light production black & White
! Solution selling
! The economy…!
00000000 36
U.S. Primary Industries Vs. Print On Demand Market Retail Value of Print
$27.9$47.5
$114.0$123.4
$0
$36
$72
$108
$143
2002 2007
$ Billions
POD CAGR = 11%, Primary Industries CAGR = 1.6%Source: CAP Ventures Note: Primary Industries include commercial print, business forms, prepress services, direct mail services, photocopy services, in-plants, and data center print departments
00000000 37
New Unit placements
! Growth in unit placements (’02-’07)" Black & white
# Mid range 40-79 ppm - 5%# High speed 80+ ppm - 7%
" Color# Spot color 50+ ppm - (3%)# Convenience Color 3-23 - 3%# Production color 24+ - 21%# Direct to press - 4%
00000000 38
U.S. Annual Impressions
0
100
200
300
400
500
600
700
2002 2003 2004 2005 2006 2007
Direct to press
Production color
Covenience color
Spot color
B/W High speed
B/W Mid range
Ann
ual I
mpr
essi
ons
(B)
Overall: 13% CAGR580B
320B
00000000 39
U.S. Print On Demand MarketRetail Value of Print
$19.8$34.3
$8.1
$13.2
0
36
72
2002 2007
$27.9 Billion
Color
B & W
$ Billions
Color
$47.5 BillionB & W
12% CAGR ’02-’07
10% CAGR ’02-’07
00000000 40
Disruptive Technology POD Production Process Color (24+ ppm) NewProducts Speed creep
0
10,000
20,000
30,000
40,000
50,000
60,000
2002 2003 2004 2005 2006 2007
Printers 24+Copier/Printers 24+Copier/Printers 3-23
00000000 41
Disruptive Technology - Universal Copier/Printer
! Produces color pages at competitive cost per page
! Produces monochrome pages at prices competitive with monochrome copiers/printers
! Capital cost is a small premium to monochrome copiers/printers
! Has features and functions that match the best monochrome copiers/printers
00000000 42
U.S. POD Universal Copier/Printer Opportunity
0
5,000
10,000
15,000
20,000
25,000
30,000
2002 2003 2004 2005 2006 2007
UPC 3-23 UPC 24+
Placements
00000000 43
U.S. POD Total Color Opportunity
0
10,000
20,000
30,000
40,000
50,000
60,000
2002 2003 2004 2005 2006 2007
UPC 24+
UPC 3-23
Copier/Printers 24+
Copier/Printers 3-23
Placements
00000000 44
U.S. POD –Black & White placements
0
5,000
10,000
15,000
20,000
25,000
30,000
35,000
Uni
ts
Roll fed 94 113 127 138 149 15440-79 11,796 13,432 14,226 14,938 15,121 15,29980-105 8,760 10,169 10,964 11,893 12,376 12,648106+ 1,380 1,527 1,644 1,572 1,514 1,576
2002 2003 2004 2005 2006 2007
00000000 45
What’s down in POD
! Cost of service" Black & white - 3% decline" Production color – 8% decline" Convenience color – 9% decline
! Price of supplies" Black & white - 2% decline" Production color – 4% decline" Convenience color – 6% decline
! Equipment price" Black & white - 2% decline" Production color – 4% decline" Convenience color – 5% decline
! Retail page price" Black & white – 1% decline" Production color – 10% decline" Convenience color – 7% decline
! Analog product placements! Box selling
! The economy…!
00000000 46
POD Represent Challenges
! The printing industry is consolidating and contracting
! To outdated business models exercised by print providers
! To equipment vendors which still sell boxes
! To media providers who fail to realize the digital opportunity
! To print customers who still operate under the cost-plus model
00000000 47
POD Represent Growth Opportunities
! Digital color is becoming more affordable across the gamut of products and markets
! New black & white product enable smaller players to enter the digital arena
! The next choice of may print providers is digital
! New and converted applications increase digital print volume
! Digital printing is a key enabler in integrated workflow solutions
00000000 48
Thank You
CAP Ventures, Inc. ! 600 Cordwainer Drive ! Norwell, MA 02061 ! Phone 781-871-9000 ! www.capv.com00000000 49
Hard Evidence: The Evolving Print Customer
Holly Muscolino
Director, Production Workflow Solutions
September 30, 2003
00000185
00000000 50
Who is the Corporate Print Customer?
! The New Corporate Print Customer: A Profile of a Market in Transition" Multi-client study" Web-based surveys deployed
March/April 2003" Responses from 393 Document
Owners and 556 Print Buyers
! Respondents represented a variety of vertical markets, departments and company sizes
! Biased toward larger organizations
00000000 51
Why Do You Care?
! Corporate print buyers are presented with a range of communications options, not available 5-6 years ago
! Print-on-demand, desktop and workgroup printing and technologies such as variable data printing have changed the corporate print mix
! The buying habits of corporate print buyers – and even the who they are – is changing
Result: Changing concerns and changing opportunities, that you must be aware of to develop effective product and go-to-market strategies
00000000 52
Study Objectives
! Understand the changing roles of document owners and print buyers
! Examine the impact of technology on print and the print procurement process
! Update corporate print market data from past CAPV studies
00000000 53
Definitions
! Document Owner defined as an individual who is responsible for managing the creation, production, and/or distribution of specific print applications for their departmentor company
! Print Buyer defined as an individual for whom some portion of their job responsibility includes the purchase of print
00000000 54
Definitions
! Print Applications are:" Office documents (e.g. memos, reports, presentations, newsletters,
business cards, stationery)" Promotional documents (e.g. direct mail, catalogs, brochures, sell
sheets, other marketing materials)" Publishing documents (e.g. manuals, directories, training materials,
investor publications)" Transaction documents (e.g. policies, contracts, compliance
documents, statements, bills)
00000000 55
What are the Charges?
! The print procurement function is distributed throughout multiple departments in an organization
! Because of this, the number of contact points between an organization and print suppliers is extremely large and complex
! This makes it it difficult for an organization to understand total print expenditure or to institute cost saving methodology.
00000000 56
Where is the Evidence?! Less than 1/3 of print buyers were responsible
for purchasing print at the corporate or enterprise level" Even in largest companies, over 40% purchase
print at the department or workgroup level
! Only 1/3 of print buyers had training related to the purchase of print" Less than 20% devote more than half of their
time to buying print
! Over 1/2 of all respondents indicated that their companies had no mandated process for specifying and purchasing print
! Almost 1/3 of print buyers indicated their organizations had no approved lists of print or paper suppliers
00000000 57
Level At Which Respondent is Involved in Decision Making
Department or workgroup, 32%
Corporate/Enterprise, 29%
Site, 22%
Division, 12%
Other , 4%
At what level in your company are most decisions made regarding print and document production?
N = 547 Print Buyers
00000000 58
Percent of Time Spent Buying PrintWhat percent of your total work time is devoted to buying print for your company?
1 to 9%38.5%
10 to 19%21.6%
100% (All my time is spent on buying print)
2.0%80 to 99%4.5%
40 to 59%12.1%
20 to 39%14.9%
60 to 79%6.5%
N = 556 Print Buyers
Mean = 25%
00000000 59
Whether Respondent Has Specific Training for Specifying and Purchasing PrintDo you have specific training or experience specifically related to specifying and purchasing print?
Yes, 32.20%
No, 67.80%
N = 543 Print Buyers
00000000 60
Whether Company has Mandated Process for Specifying and Purchasing Print and PaperDoes your company have a mandated process or policy for specifying and purchasing print or paper from outside vendors or internally staffed printing departments?
Does not have mandated process
54.6%
Has mandated processes for print
and paper33.2%
Has mandated process for print only
4.9%Has mandated
process for paper only7.3%
N = 386 Document Owners
Does not have a mandated process
56.0%
Have mandated process for print and
paper29.6%
Have mandated process for paper only
6.9%Have mandated
process for print only7.5%
N = 534 Print Buyers
00000000 61
Whether Company has Approved List of Suppliers
Does your company have approved lists of print providers and paper suppliers?
No approved lists45.9%
Both print provider and paper supplier
lists45.6%
Print provider list only3.4%
Paper supplier list only5.2%
Print only7.4%
Paper only7.7%
Neither 29.2%
Print and paper44.3%
Don't know11.4%
N = 542 Print BuyersN = 386 Document Owners
00000000 62
What are the Charges?
! Most Document Owners are delivering their documents electronically
! Electronic delivery is impacting overall print volume
! Despite this, all respondents expect their print volume to grow slightly
00000000 63
Where is the Evidence?
! Almost two-thirds of respondents are making information available electronically and expect this number to grow
! Those who predict growth reflect optimism in the growth of their businesses
! Reasons for decline primarily related to the shift from print to electronic delivery
! Overall, document owners and print buyers expect print volume to grow, though only slightly" Print buyers expect 2.9% growth, document
owners 2.3%
00000000 64
Technology Adoption Plans for All Document Types (Document Owners)
17.2% 8.6% 14.2%60.0%
0% 20% 40% 60% 80% 100%
Making information availableelectronically
Currently use Planning in next 12 monthsConsidering in next 2 years No plans to migrate
00000000 65
Factors Behind Expected Print Volume Increase
7.4%
24.1%
28.1%
39.9%
71.9%
85.2%
5.0%
23.1%
26.6%
33.3%
69.9%
76.3%
0% 20% 40% 60% 80% 100%
Other
New or additionalgovernment regulations
Increased pressure fromcompetitors
More employees
More customers
Growth ofcompany/more business
Print Buyers Document Owners
Percentage of Print Buyers on Factors Contributing to Increase in Print Volume
00000000 66
Factors Behind Expected Print Volume Decrease
8.2%
9.6%
17.8%
19.2%
34.2%
41.1%
50.7%
63.0%
3.6%
5.8%
5.1%
10.9%
27.0%
42.4%
65.0%
69.3%
0% 20% 40% 60% 80%
Other
Fewer employees
Fewer customers
Smaller company/less business
Shift to desktop or workgroup printing
Corporate cost-cutting initiatives
Shift to electronic delivery in response to enduser preferences
Shift to electronic delivery to cut costs
Print Buyers Document Owners
Percentage of Print Buyers on Factors Contributing to Decrease in Print Volume
00000000 67
What are the Charges?
! Document Owners and Print Buyers are embracing the Internet for print purchasing
! Comfort level with the Web has increased significantly over the past three years
! Service providers are doing a poor job promoting Web-enabled solutions
00000000 68
Where is the Evidence?
! About 20% of print spending is being conducted via the Internet, and this number is expected to grow significantly over next two years.
! Concerns about security and cost are the primary perceived drawbacks of Web-enabled tools.
! A large percentage of respondents do not know if their vendors offer Web-enabled solutions.
00000000 69
Percentage of Total Print Spending Being Conducted Via an Internet Enabled Workflow
Roughly what percentage of your total print spending would you estimate is now being conducted via a workflow that incorporates Internet-enabled tools (excluding email)?
Currently In Two Years CAGRDocument Owners 20.10% 28.80% 20%(N) 378 378Print Buyers 23.30% 32.50% 18%(N) 530 528
00000000 70
Inhibitors to Adoption of Print e-Procurement Toolsfrom Print e-Procurement: Changing the Face of the Printing Industry
5%10%8%Cost concerns
**7%2%2%Concerned about security / reliability
7%*2%3%3%In the process of going on-line
3%*2%5%3%Vendors don’t provide such services
7%*10%3%5%Concerned about losing control
10%6%5%7%7%Connections too inefficient
20%3%7%3%7%Don’t have Internet access
3%3%14%8%8%Never considered it
7%9%
7%18%5%8%9%Concerned about quality control
30%38%26%25%29%Prefer talking to/working with people
43%Current processes work fine 37%56%33%46%
$1 Million+$250k-$999K$50k-$249K
Spend<$50K
Total
Q 20. Why are you not making greater use of the Internet?
N=165 not using Internet to submit / track jobs, but aware of web services. “*”=<2%
00000000 71
Whether Any Providers or Vendors Offer e-Procurement Systems
47.7%
31.0%
13.5%
15.4%
17.6%
18.3%
20.2%
59.4%
0% 20% 40% 60%
Don't know
Not offered
Print service providersoffer such a solution
Paper vendors offersuch a solution
Print Buyers Document OwnersMultiple Responses Permitted
N = 532 Print Buyers and 386 Document Owners
Percentage of Print Buyers on Offers of e-procurement, e-sourcing or online auction solution
00000000 72
Lack of Integration/Optimization
ProductionProcesses
Suppliers
Business Processes
Customers
00000000 73
The Sentence
! Service Providers must:" Embrace the opportunity to educate and consult
# Help customers assess, re-engineer and streamline document processes# Provide domain expertise and accountability
" Leverage experience delivering paper documents to deliver content via multiple channels
" Streamline internal workflow and choose solutions that are interoperable
" Provide Web-enabled solutions, promote those solutions, and ensure that they integrate with production and business processes
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