PC Printers Desktop Solution
Thank you for joining. We will be starting our presentation momentarily.
COMPANY CONFIDENTIAL
1
PC Printers Desktop Solution
COMPANY CONFIDENTIAL
2
New Printer Introduction
Jill Ryan
Principal Product Strategist, Printers
COMPANY CONFIDENTIAL
3
Milestones
IN Time:
COMPANY CONFIDENTIAL
4
Most Complete Printer Line Gets Better !
NEW replacements in 1H 2012
Intermec Desktop
3 Products
Intermec Industrial
8 Products
PF8 (2), PC41
PD
(2)
PF (2)
Intermec – Mobile Receipt
PB21
PB31
PB42,
PB51
PM4i, 3240
Intermec – Mobile Label
PW50
PB50
6822
PB32
PB2
PB3
PX (2)
8 Products
COMPANY CONFIDENTIAL
PB22
3 Products
5
3rd Generation of IN Printers
1. 1960’s - 1980’s:
•
•
Early founder of bar code industry, Invented Code 39
Industry first: bar code printer, thermal printer,
mobile invoice printer
2. 1990’s – 2000’s:
•
•
Establish 3400 legacy
IN acquires UBI and adds Smart Printing in PM4i
•
3 major platforms driven by customer needs:
Desktop, Industrial, Mobile
Modular, Flexible, Easiest to use and manage
3. 2012 Forward:
•
COMPANY CONFIDENTIAL
6
New Desktop Printer Platform
Replacing PC41 & PF8
Flexible. Intuitive. Smart.
PC23d
2” Direct Thermal
PC43t
4” Thermal Transfer
PC43d
4” Direct Thermal
Launched: Feb. 22 at HIMSS
Launching: March 13 at LogiMAT
All printers and accessories in stock: March 12
Healthcare
CEP embedded printer
COMPANY CONFIDENTIAL
Retail
SMB: Manufacturing
7
PC43d/t, PC23d Messaging
Target Market: CEP/T&L, SMB Manufacturing, & Healthcare
$400M world wide
Message
Benefit
FLEXIBLE
Fits your
business today
& tomorrow
ALL New Features
• Most Scalable: User installable options
• Common SW/FW platform with Industrial printers
INTUITIVE Easiest to
Install & Use
•
•
•
•
•
SMART
• Device Management ready: Remote status and updates
• App ready: Only Programmable printer in its class
• Drop in: All common command languages are included
Keeps you
informed &
productive
Superior UI: Multi-language LCD or universal icon
Web page resident on every printer
One hand media loading
Fastest throughput: 8 ips
Half-inch and one-inch ribbon core on one printer
COMPANY CONFIDENTIAL
8
Delivering Value to Customers
Expand your label printing with a solution that doesn’t require costly
support (ie. trouble-shooting)
Benefit
Feature
Eliminate 10-15% of
Support Calls
• Intuitive Icons or display text in 10 languages communicate status and
errors vs. a red LED.
• ESim/ZSim feature lets the printer decide the command language.
Save the Cost of a New
Printer with a FutureProof Design
• User-installed options mean the printer is always ready to grow with your
business - eliminating the cost of a new printer when upgrading..
>50% Faster Set-Up
• Easiest set-up with LCD start-up wizard for configuration process.
• Save configuration to USB memory for multi-printer installations.
COMPANY CONFIDENTIAL
9
PC43d/t, PC23d
Delivering Value to Partners
Expand your market share with a unique solution that doesn’t
require costly support (ie. trouble-shooting)
Benefit
Feature
Increase Sales
• Flexible options means the printer is always in stock
Speed Deployment
• All printer command languages in the printer
• Easiest set-up with pre-configured USB memory device
Reduce Support Costs
• Intuitive Icons or display communicate status to user in their own
language
COMPANY CONFIDENTIAL
10
Healthcare Market
Target Printer: PC23d
Intermec’s new desktop printer goes where the patient is for higher productivity and
increased patient safety.
Applications
Patient wristband, specimen, medical records and asset labels - PC23d
Blood bag and pharmacy labels, prescription pad printing - PC43d
Autoclave cryogenic labels - PC43t
Advantages
More placement options with disinfectant-ready case and wall mount
Nurses & Admissions staff always know the status of their printer with Icon or
LCD User Interface
Flexibility to upgrade at any time to wireless with security protocols
Track equipment and patients easier with HF RFID (PC23d); UHF RFID (PC43)
Support for all key 2D barcodes used in healthcare
Protect valuable prescription media with printer case lock and printer lock
Total Solution includes Printer, SG20 Scanner, Media and Service
COMPANY CONFIDENTIAL
11
Courier / Postal Market
Target Printer: PC43d
Intermec’s new desktop printer saves you money now and later because it’s the
easiest to install, maintain and support.
Applications
Shipping labels at customer businesses
Company-owned retail store shipping labels
Advantages
Reduce support calls and increase use of your services because users will
always know the status of their printer with Icon or LCD User Interface
Create a great first impression with customers with your logo on the printer,
ESim/ZSim auto-configuration and the configuration on a USB thumbdrive
for the easiest set-up
Flexibility to upgrade at any time to Ethernet and/or wireless, including
Bluetooth and Wi-Fi with user-installable, plug and play accessories
More placement options with ability to wall mount and/or battery operation
COMPANY CONFIDENTIAL
12
SMB Manufacturing / DC
Target Printer: PC43t
Intermec’s new desktop printer boosts productivity, printing labels faster.
Applications
Work-in-progress labels
Warehouse shipping labels
Advantages
Fastest throughput in its class for a clear productivity advantage
Staff always knows the status of their printer with Icon or LCD User Interface
maximizes uptime and reduces tech support needs
Programmable with ability to connect standard USB keyboard, scale or other
peripherals for application customization and increased process efficiencies
User-installable connectivity and accessories enabling long term scalability
and operational flexibility
More placement options with ability to wall mount and/or battery operation
COMPANY CONFIDENTIAL
13
PC43d/t, PC23d
Competitive Advantages
Feature
Flexible
Intuitive
Smart
Communications
User Experience
Programmable
PC23/43
Only user installable upgrades
for network connectivity
options
Only color LCD with the ability
to both set-up and get status
in 10 languages or icons
Only one in its class that’s
programmable, able to
connect standard keyboard,
scale, scanner
COMPANY CONFIDENTIAL
Competitors
Factory or Service install only
Monochrome display, limited
to status messages only
Programmable forms only,
special keyboard required
14
PC Series Innovations
Flexible, Modular
One Hand Media Load
One Hand Media Door
Dual Core Ribbon
Mechanism
User Installable Printhead
User Installable Ethernet
User Installable Wifi/BT
COMPANY CONFIDENTIAL
15
PC Series Innovations
Flexible, Modular
User Installable Battery
Base
Power Adaptor Storage
Base-Bay
User installable
Cutter / Label Dispenser
All accessories are User installable
Great opportunity to increase partner
value and margin
COMPANY CONFIDENTIAL
16
Protect Customers’ Investment
User Installable Accessories
Connectivity
Model
Adapters
Ethernet
Media Output
WIFI/BT
Linerless
Platen
Roller*
Label
Dispenser
Cutter
Cover Lock
Media tray
Bracket
Power
Power
Adapter
Base
Battery
base /
Battery
USB – Serial,
USB – Parallel
PC23d
PC43d
PC43t
300 dpi user upgrade available for ALL printers
COMPANY CONFIDENTIAL
*Linerless not available at launch
17
3 New Printer Platforms
PM43c, PM43
PR2, PR3
Intuitive. Flexible. Smart.
Ready. Reliable. Perform.
Fit. Fast. Flexible.
Healthcare, CEP, SMB
Manufacturing
DC/Warehouse, Manufacturing
DSD, Field Service & Sales,
Public Sector, Mobile POS
Public Launch (PC23d): Feb 22
Public Launch (PC43d/t): Mar. 13
Public Launch: May 6
PC43t, PC43d, PC23d
Public Launch: Apr. 16
Superior value means Easiest To Sell
Priced to deliver IN partners highest margin
COMPANY CONFIDENTIAL
18
WIN with Printer Sales Tools & Collateral
Quick Comparison
Guides
Sales Decks
Printer Videos
(Mobile & Smart Printing)
(All Products & DEs)
(Industrial, Desktop, Mobile)
Printer Media
Poster & Brochure
How to Sell Sheets
(Industrial, Desktop, Mobile)
(Complete product line)
To Access, Visit The Sales Resources Tab on Each Product Page…
COMPANY CONFIDENTIAL
19
Co Engineered Intermec Media
Lowers the TCO
Printhead program offered by codesigning media with thermal printing
RIGID Testing Criteria in World Class Lab
Co-engineering of tensile strength and tear
resistance to ensure durability
Adhesive bond strength to prevent edge
lift after application
Opacity of the face-stock for optimal
sensor performance to ensure consistent
feeds
ANSI Grade A verification to delight the
customer’s trading partners
Summary – The Intermec Printhead Warranty
Program saves the customer on average
$1.00 to $1.60 per roll
COMPANY CONFIDENTIAL
20
Call To Action – What we need from YOU
Motivation
Rekindle your passion for printing – this is the best year for IN printers since
1997!
Be bold – offer your customers a REAL choice. Tell them why these are the
best on the market !!
Be a Trusted Advisor – commit to knowing the products and tell the story:
“Why IN Printers” offer your customer more value
Partners: Introduce PC Series to your customers
5 current customers and 5 new customers
With your CBM, agree to 3 things your company will do differently to raise
awareness and interest with your sales team and clients.
Identify case study opportunities
Feedback throughout 2012+
What do customers & partners love about our new Printers?
What is not gaining traction with customers & partners?
What new programs & sales tools do you need to drive growth?
COMPANY CONFIDENTIAL
21
Intermec Partner Concierge
Jennifer Gilbert
Senior Channel Marketing Manager,
Intermec
COMPANY CONFIDENTIAL
22
Intermec Partner Concierge
IPC can be defined as a Marketing Agency
Free co-brandable materials
Campaigns in a Box
Consultative marketing support
Campaign development/implementation
Website evaluation and redesign
List acquisition/Data mining
Telemarketing
Events – trade shows and webinars
COMPANY CONFIDENTIAL
23
New PC Printers Campaign in a Box
COMPANY CONFIDENTIAL
24
Outside the Box
Partner Pain Point
• No dedicated Marketing staff, Sales Manager is leading efforts
• Limited marketing knowledge
• Co-op/CDF funds available but not sure how to use them
• Other marketing initiatives have been unsuccessful
Intermec Partner Concierge Solution
• Kickoff meeting with IPC, CBM, Partner, Channel Marketing
• Create and approve Program Development Worksheet
• Define the scope of the initiative
• Critical to pin down messaging
• Agree to tactics/materials
• Develop timeline
• Deliver creative
• Launch program
• Provide results
COMPANY CONFIDENTIAL
25
Outside the Box Sample Schedule
Program Setup & Launch
Owner
February
Final landing page review and edits
BCW
3
IPC
8
BCW/IPC
7
BCW
14
Transfer files to BCW
Email blast template edits/approval
Complete and launch Intermec landing page
Email Communication
March
April
May
June
February
March
April
May
June
Offer/call to action
IPC
10
2
1
2
2
Draft email for review
IPC
14
7
6
6
6
BCW
15
9
8
9
8
IPC
16
10
11
11
10
Final Approval
BCW
17
11
13
13
13
Database Due
BCW
18
12
15
13
15
Update BCW website/landing page
BCW
18
12
15
13
15
Email Distribution
IPC
23
16
20
18
22
Email Report #1
IPC
25
18
22
20
24
Email Report #2
IPC
28
22
26
24
28
February
March
April
May
June
28 - 4
21 - 25
25 - 29
23 - 27
27 - 1
Content edits
Revised email for review
Outbound Telemarketing
Post email follow-up telemarketing
BCW
COMPANY CONFIDENTIAL
26
Marketing Best Practices
5 Steps to maximize campaign ROI
1. Well defined goals and objectives
2. Clearly define target audience/prospects
3. Deploy multi-touch marketing approach (campaign
in a box)
4. Prospect relevant “call to action”
5. Plan to nurture prospects and leads
COMPANY CONFIDENTIAL
27
Marketing Pitfalls
5 Tactics you should AVOID
1.
2.
3.
4.
5.
Lack of timely sales follow-up and feedback
Not mining existing prospect and customer lists
Telemarketing campaign to a “new list”
Single tactic marketing activity
Reinventing the marketing wheel…
Utilizing and customizing existing Intermec and IPC developed
marketing programs and collateral will lower campaign costs,
shorten campaign development timeline and significantly
improve campaign ROI.
COMPANY CONFIDENTIAL
28
Get Started Now
Register: www.partnerconcierge.com
Kick off your campaign! Contact IPC
walter@partnerconcierge.com
(480) 350-7999
COMPANY CONFIDENTIAL
29
COMPANY CONFIDENTIAL
30
COMPANY CONFIDENTIAL
31