Dubai Otro Mundo

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Dubai
"Driven by business"
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Its not the strongest species that will
survive, Nor is it the most intelligent, But the
ones most responsive to change Charles Darwin
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What is the UAE printing market experiencing?
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• Unparalleled growth
• Increase in the number of publications
• Economic prosperity
• Strong inflow of foreign investment
• Changing lifestyles
• Positive changes in attitude to visual media
• Investment in the latest technology
• Demand for new magazine titles

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ME Print Market Overview

• Estimated at 5.3 billion in 2007
• Forecast to reach 7.6 billion in 2012
• Offset presses continue to have a major market
  share
• There is an increase in demand for quality and
  speed from print consumers
• Flexographic printing has grown significantly
• The market for digital printing is forecast to
  expand significantly
• However, the Middle East has yet to realise the
  potential benefits of colour printing for
  document production.
• Business and consumers are currently being
  educated on the importance of digital printing
  technology

Source PIRA Report 2008
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Dubai Land of Opportunity

• A world class business and tourism destination
• Its boasts a strong and diverse economy
• Progressive, forward-thinking commercial centers
• Ultimate place to visit and invest
• Creation of iconic developments and state of the
  art facilities
• Pioneering new experiences
• Entrepreneurial free zones
• A well balanced and diversified economy
• Political stability
• Multi cultural society

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Agenda
Ahmad Bin Hassan Al Shaikh Chairman PPG
(DCCI) An overview of the Dubai printing market
and the work of PPG in supporting and promoting
the GA industry Hamad Huraiz Executive Director
IMPZ Background of the IMPZ including strategy,
goals and current status of development
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Agenda
Dominic McGill Q2 Arabia Bridging the Gap Chris
Lynch GC Program and Channel Manager Xerox
Middle East Xerox in the New Business of
Printing Q A Lunch
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Ahmad Bin Hassan Al ShaikhChairman - PPG
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Hamad HuraizExecutive Director - IMPZ
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Dominic McGill Director Q2 Arabia
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Chris Lynch Graphic Comms Manager Xerox Middle
East
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The New Business of Printing
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Voice of the Customer?

• What Support Do Customers Want From the
  Manufacturers?
• Print providers view suppliers business
  development support as critically important to
  their success with digital printing.
• They want more support in marketing and business
  planning.
• They want more proof-of-benefit marketing tools.
• Print providers are unwilling to pay for these
  services due to click charge pricing. They feel
  entitled and that they already pay for these
  services.

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Dont think of it as a product think of it as
a tool. You can craft fine furniture or you can
mend a fence it all depends upon how you want
to use the tool.Justin HenryThe Linney Group
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7 Resource (Tool) Categories

• Paper Media Resources
• Training Resources
• Business Development Support

• Financial Resources
• Sales Marketing Resources
• Agency Design Resources
• Application Development Resources

http//www.xerox.com/driveprofit
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Profit Accelerator 12 Core Tools

• Digital Readiness Assessment Workbook
• Marketing Accelerator Kit
• PR/Open House Kit
• Digital Sales Management Kit
• Vertical Market Kit Volume 1 2
• Parsons School Guide The Art and Science of
  Digital Printing
• Prepress for Digital Printing Book
• Xerox Job Preparation Guide for Designers Book
• Printers Guide to Agency Design Services Market
• Profiting through Personalization Kit
• Urban Legends Book
• How to Build a Digital Book

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Business Development Support Digital Asset
Readiness Tool
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What is Digital Readiness Assessment?

• A way to reach new customers and assist current
  ones to generate more revenue and page volume
• Helps you identify the accounts most ready for
  digital, enabling increased sales productivity
• What it does
• Analyzes your customers on 17 different factors
• Identifies the customers strengths and
  opportunities
• Identifies the right tools and resources for
  development

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DRA Assessment Categories

• 1. Digital Application Opportunities
• 2. Digital Readiness
• 3. Digital Prepress Capabilities
• 4. Digital Operator Skills
• 5. Digital Workflow Readiness
• 6. Variable Data Capabilities
• 7. Ability to Execute
• 8. Creativity and Innovation

• 9. Documented Business Strategy and Plan
• 10. Documented Marketing Plan
• 11. Growth Strategy
• 12. Organizational Adaptability
• 13. Organizational Alignment
• 14. Digital Sales Readiness
• 15. Creative Agency Partnerships
• 16. Ability to Manage Customer Expectations
• 17. Customer Communications Plan

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Why Digital Readiness Assessment?

• Post-sale business development has a direct
  impact on volume growth. (Innovare Research
  Study 2006)
• 74 of respondents indicated that it is very
  important for a salesperson to understand their
  operations before making a sale (InfoTrends
  Market Research - Post Sale Study, 7/05)
• - 40 of customer issues center around business
  development across a number of key categories
  (Issues from The Trenches, Scott Frame Gil Hatch
  Center, 2007)
• You need a straightforward tool to help
  youunderstand your customers pain points

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Assessment Process
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• Gain customer buy-in early for this value add
  tool
• Meet with customer and gather data in workbook
• Answer all questions in Assessment on the web
  site
• Print report on Xerox Technology
• Deliver report back to owner/decision-maker in
  face to face meeting and share recommendations

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What This Tool Is . . . And Isnt

• Its NOT
• A magic solution to all the customers problems
• A quick 10 minute exercise
• For everyone
• It is
• A vehicle to begin or continue a consultative
  relationship with your customer
• Strengthened relationship through interview
  process
• Guidance on which ProfitAccelerator Resources are
  most applicable to customer
• A worthwhile investment of time by you and the
  customer
• Selective Although everyone could benefit, be
  selective on who you work with.
• Offset prospect looking to go digital
• Digital customer looking to expand volume or
  offerings
• Forward thinking customer looking for ways to
  redefine their business

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Sales Marketing Resources Marketing
Accelerator Kit

• Goal is to help you successfully promote and sell
  digital printing
• Helps you create a unique detailed marketing
  plan for your business
• Tips/templates/worksheets on CD for getting
  started
• Sample Digital Business Marketing Plan

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Sales Marketing Resources Open House/ PR Kit

• Additional planning tool that integrates with
  your detailed marketing plan
• Open House Guide
• PR Guide
• Goal is to help you successfully promote and sell
  digital printing
• Templates/worksheets on CD for getting started

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Sales Marketing Resources Digital Sales
Management Kit

• Build and manage an effective digital sales
  force
• Strategies
• Best Practices
• Templates
• Interview resources

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Sales Marketing Resources Vertical Market
Industry Kit

• Vertical Marketing Kits Volume One and Two
• Presentations and sample jobs

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Creative Design Resources The Art and Science
of Digital Printing
The Parsons guide to getting it Right

• Developed by design students at the Parsons
  school of design
• Collection of work of art that reflects a unique
  facet of digital print

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Creative Design Resources PrePress for Digital
Printing

• Fact Based Tool for both Printers and Creative's
• Information on File preparation
• Quick tips
• Difference between traditional print and digital

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Creative Design Resources Xerox Job
Preparation Guide for Designers

• Overview of iGen3 technology
• Paper information
• Colour settings
• Design considerations
• Print settings and finishing options
• Preflighting files and PDF creation techniques

• Developed for creative's who design for digital
  print

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Agency Design Resources The Printers Guide to
the Agency Design Services Market

• Provides information and insights on how
  Printers can penetrate the advertising agency
  market. The kit includes
• A 16 page guide providing an overview of the size
  and nature of the opportunity
• Digital color printing applications in-vogue with
  creative pros
• Suggestions on how to target this influential
  segment
• A Formal Investigation into the Urban Legends of
  Digital Color Printing book

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Application Development Resources Profiting
Through Personalization

• Comprehensive 11 Marketing Resource
• Instructions for Using the most popular
  variable applications
• Marketing Presentations
• Templates CDs

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Application Development Resources
How to build a Digital Color Book
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The New Business of Printing
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Q A