ERRA SRA Annual Reprographic Convention 11107

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ERRA / SRA Annual Reprographic Convention11-1-07

• Charging for Things
• Other Than Printing
• By
• Todd R. Moore, Sr.
• Ridgways NE / ITPlus Advanced Technologies

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ERRA / SRA Annual Reprographic Convention11-1-07

• Topics Covered
• The Paradigm Shift from being a Printer to Being
  a Document Manager
• The Consequences of Not Introducing or Selling
  Digital Services to Your Customer Base
• Who is your Real Customer?
• Selling Digital Services into Non-AEC Markets

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ERRA / SRA Annual Reprographic Convention11-1-07

• Survey Results
• How long has your Company been offering Digital
  Plan Room Services?
• ERRA 5 to 8 years (35.7)
• SRA We do not have a plan room (34.8)
• 5 to 8 years (26.1)

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ERRA / SRA Annual Reprographic Convention11-1-07

• Survey Results
• Please estimate your Digital Services Revenue as
  a of Total Revenue
• ERRA 5 to 10 (38.5)
• SRA 1 to 4 (53.4)

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ERRA / SRA Annual Reprographic Convention11-1-07

• Survey Results
• Please indicate all digital services that your
  company charges for.
• ERRA Scanning Originals, File Conversion,
  Archiving
• SRA File Conversion, Archiving, Scanning
  Originals

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ERRA / SRA Annual Reprographic Convention11-1-07

• Survey Results
• Do you bill Digital Services as a separate line
  item or combine it with the sqft price?
• ERRA Results
• Line Item - (46.2)
• Combination of Both Methods (46.2)

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ERRA / SRA Annual Reprographic Convention11-1-07

• Survey Results
• Do you bill Digital Services as a separate line
  item or combine it with the sqft price?
• SRA Results
• Line Item - (40)
• Included in Sq.Ft price (40)

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ERRA / SRA Annual Reprographic Convention11-1-07

• Survey Results
• Who is responsible for determining the Digital
  Services that are billed from the Work Order?
• ERRA Results
• Digital Supervisor (34.8)
• Salesman (34.8)

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ERRA / SRA Annual Reprographic Convention11-1-07

• Survey Results
• Who is responsible for determining the Digital
  Services that are billed from the Work Order?
• SRA Results
• Billing Clerk (41.2)
• Production Supervisor (17.7)

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ERRA / SRA Annual Reprographic Convention11-1-07

• Survey Results
• How are your Outside Sales Reps Trained?
• ERRA Need more information on a Training
  Program (37.5)
• SRA Need more information on a Training Program
  (43.8)

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ERRA / SRA Annual Reprographic Convention11-1-07

• Survey Results
• Does your Company have a designated Digital
  Planroom Champion?
• ERRA Yes (73.1)
• SRA Yes (62.5)

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ERRA / SRA Annual Reprographic Convention11-1-07

• Tracking Digital Services
• Document Management Fees (small and large format,
  color and B/W)
• Drawing / Specification Indexing
• Archiving charges (per MB / per file)
• Scanning
• FTP charges
• ITB charges

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Paradigm Shift from being a Printer to being
  a Document Manager
• Consultative Selling Approach
• Workflow Solutions Approach

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Paradigm Shift from being a Printer to being
  a Document Manager
• Large Nationwide General Contractor /
  Construction Manager

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Paradigm Shift from being a Printer to being
  a Document Manager
• Discovery
• We use Prolog

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Paradigm Shift from being a Printer to being
  a Document Manager
• Discovery
• We use Prolog
• Our interns are faxing our ITBs
• We spend hours packing and shipping drawings to
  be sent to Subs

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Paradigm Shift from being a Printer to being
  a Document Manager
• Solution
• Populate project drawings into plan room (digital
  services billing)
• Use ITB integrated with plan room (digital
  services billing)
• Provide printing and shipping services
  (traditional billing)

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Paradigm Shift from being a Printer to being
  a Document Manager
• Large Nationwide General Contractor /
  Construction Manager

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Paradigm Shift from being a Printer to being
  a Document Manager
• Discovery
• Unless your price is under .04 sqft, we have
  nothing to talk about
• We have our own ITB application
• Our costs are reimbursable to the owner

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Paradigm Shift from being a Printer to being
  a Document Manager
• Solution
• Repro prices increased by .02 sqft.
• Populate all jobs in our plan room (digital
  services billing)
• Opportunity to work with GC to train their subs
  on their new process

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Consequences of not Introducing Digital
  Services to your Customer
• Real world example.

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Consequences of not Introducing Digital
  Services to your Customer
• Large General Contractor / Construction Manager
  in the Mid-West

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Consequences of not Introducing Digital
  Services to your Customer
• Competitive Threats
• We are providing this Plan Service at No Charge
  as a courtesy to our contractors.
• We can pay someone minimum wage to scan and
  rename files

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ERRA / SRA Annual Reprographic Convention11-1-07

• The Consequences of not Introducing Digital
  Services to your Customer
• Opportunities
• Customer is still using BidFax
• Subs are technology enabled. Great opportunity
  for on-line take off and FM placements

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ERRA / SRA Annual Reprographic Convention11-1-07

• Who is your Real Customer.
• General Contractors / Construction Managers
• Owners
• Sub Contractors

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ERRA / SRA Annual Reprographic Convention11-1-07

• Who is your Real Customer.
• GCs make the assumption that subcontractors are
  not technology enabled
• What additional opportunities exist with
  subcontractors that we are not capitalizing on?

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ERRA / SRA Annual Reprographic Convention11-1-07

• Selling Digital Services into the Non-AEC Market
• Many markets outside of the convention AEC arena
  can use digital services.
• Active On-line archives
• Scanning Projects
• Communication
• Distributions

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ERRA / SRA Annual Reprographic Convention11-1-07

• Selling Digital Services into the Non-AEC Market
• Marketing to the Owner
• Recent Success

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ERRA / SRA Annual Reprographic Convention11-1-07

• Selling Digital Services into the Non-AEC Market
• Large Non-AEC Customer with locations from
  Virginia to Massachusetts

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ERRA / SRA Annual Reprographic Convention11-1-07

• Selling Digital Services into the Non-AEC Market
• Significant Opportunity to Introduce Single
  Source Technology Platform
• Opportunity to use Plan room and integrated ITB
  services
• Opportunity to Standardize Processes
• Opportunity for Archiving

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ERRA / SRA Annual Reprographic Convention11-1-07

• Selling Digital Services into the Non-AEC Market
• Owner mandates that all team members work with
  our company
• 55 New Big Box Stores populated in Plan room
  (digital services billing)
• 30 Brand new Architects / GC

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ERRA / SRA Annual Reprographic Convention11-1-07

• Tracking Plan room Metrics
• Population of GCs in your customer base
• Population of your GCs using your plan room
• Population of your GC using your ITB
• application (if applicable)
• Population of your GCs using both

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ERRA / SRA Annual Reprographic Convention11-1-07

• Thank You!!