Digital Finishing to Increase Print Revenues? Mark Packman

Multican Product Manager, Digital Finishing

October 25, 2019

Agenda

Market Size

Is it the right Investment for You?

Why Digital Finishing?

Bottlenecks – where are they?

Multicam Celero Digital Finishing Lineup?

Market Size

15%Growth YOY

Q4 2019 – 2020:

2700 DF Systems

(Global EST)

NA Market = 945

(35%)

0

500

1000

1500

2000

2500

2015 2016 2017 2018

Digital Cutters Market

Who is Buying

80% sold into

Print Service

Providers (PSP)

Why Digital Finishing??

Frank Romano – “So the wide-format shop of today—and tomorrow—needs to

know what the finishing options are, not just to serve the needs of current and

prospective customers, but also to differentiate oneself in what can be a crowded

market.”

Why Digital Finishing??

Industry Expert – “Too often cutting is just an afterthought. That's a mistake. As with

all other finishing methods, the purpose of digital cutting is to "perfect" a product,

at least according to the dictionary definition.

Why Digital Finishing??

Industry Expert – “there is one process all displays, banners, posters, POP and just about

any other printed graphics have in common: the finishing step that involves cutting. The

cutting process can be purely functional or provide a way to further enhance or

embellish the product.”

Digital Finishing

“Large-format digital finishing is where all modes of finishing are desired and throughput is critical.”

Why???

Is the Investment Right for YOU

“Having a Digital Finishing Cutter/Router will actually increase your grand format printing revenues”

- New Substrates

- Growth Applications (short run packaging, textiles, acrylics, prototypes)- Shorter Customer Deadlines

“To put Digital Flatbed cutting in proper focus, this is a method for adding value and creating perfectly finished products”

Is the Investment Right for YOU

What kind of grand format shop do you want to be? Today and Tomorrow?

What differentiation comes from acquiring the capability you are considering?

Does the Digital Finishing investment provide your company with a unique market position?

In what products and applications do you want to specialize?

Conclusion - It’s not the printing equipment that will define YOU, but the finishing capabilities.

Bottlenecks have Switched from Printers to Finishing

Durst 4'x8' /hr EFI Vutek 4'x8' /hr Inca 4'x8' /hr

2010 Rho 600 8 QS 2000 16 Spyder 20

2015 Rho 1012 140 GS 3200 44 Onset X 185

2019 Rho 1330 192 HS 125 225 Onset X3 283

Bottlenecks have Switched from FB Printers to DF

Canon 4'x8' /hr Agfa 4'x8' /hr HP 4'x8' /hr

2010 AZ 318 6 Dilli 6 FB550 4

2015 AZ 480 10 M2540 12 FB750 15

2019 AZ 6170 40 Tauro 3300 120 H2000 20

In the Customers Mind

Grand-format solutions with greater material handling capabilities are the newest market segment.

Quality and throughput are equally important:

* ability to handle 10-foot-wide rolled fabric has become a major market driver. 23% Growth YOY thru 2023 – High Speed Driven Rotary Tool

* ability to handle rigid materials more efficiently has spurred solutions that incorporate ALL cutting modesNewer Substrates like Acoustical Panels – Knife or Oscillate

* high-speed operation in grand-format, with knife, oscillating, and routing modes, are all necessary. Shortening Turnaround is a Differentiator

Most Grand Format shops insist they be able to efficiently finish prints for everything a customer might bring for them to accomplish.

Maintaining Customer Loyalty

What separates a $150,000 Flatbed printer from a $35,000 64” Roll Printer?One prints Direct To Substrate and One to Vinyl and Mounts.

WILL THE PRINTING MAKE A CUSTOMER KEEP COMING BACK?

WHAT OTHER SERVICES KEEPS CUSTOMERS

HOW DOES TURNAROUND IMPACT CUSTOMER LOYALTY

WHAT IS THE ANSWER TO MAINTAIN CUSTOMER BASE AND ATTRACT NEW CUSTOMERS

DIGITAL FINISHING

DIGITAL FINISHING DIFFERENTIATES

Total Control of Project

Improved Margins

Control Turnaround Time

Quality Control

Experiment with Printing and Finishing New Substrates

Which Digital Cutting System

S A SP U IE T ZE O ED M

ATION

Celero 3153

Franchises and smaller PSP

Table Size: 5’ x 10’

Standard with 3 Tools- 3HP/24,000RPM Router- Tangential Knife- Oscillating Knife

Celero 5153

Mid - High Production PSP

Table Size: 5’ x 10’

Speed – 6000 ipm

Auto Tool Changer Option

Standard with 3 Tools- 3kw/50,000RPM Router- Tangential Knife- Oscillating Knife

NEW Celero 5153 HS (High Speed)

NEW Celero 5153 HS

High Speed for Most Demanding Turnaround

6000 ipm on NEW Celero 5153HS – 36.3% faster than Celero 5153

Competitive Comparison:Zund: 181% Faster (Celero 6000ipm vs Zund 3300ipm)Esko: 152% Faster (Celero 6000ipm vs Esko 3950ipm)Esko(X24 Starter): 500% FasterColex: 250% Faster (Celero 6000ipm vs Colex 2400ipm)

Price Difference Celero 5153 vs 5153HS…………………..$17,000

Celero 7 Series

High Production – High Speed

Linear Motion Technology

Auto Router Bit Changers

Auto Knife Tool Changers

Standard with 3 Tools- 3kw/50,000RPM Router- Tangential Knife

- Oscillating Knife

Questions??????