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PC Printers Desktop Solution. Thank you for joining. We will be starting our presentation momentarily. PC Printers Desktop Solution. New Printer Introduction. Jill Ryan Principal Product Strategist, Printers. Milestones IN Time:. - PowerPoint PPT Presentation
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1COMPANY CONFIDENTIAL
PC Printers Desktop Solution
Thank you for joining. We will be starting our presentation momentarily.
2COMPANY CONFIDENTIAL
PC Printers Desktop Solution
3COMPANY CONFIDENTIAL
New Printer Introduction
Jill RyanPrincipal Product Strategist, Printers
4COMPANY CONFIDENTIAL
MilestonesIN Time:
5COMPANY CONFIDENTIAL
Intermec Desktop
Most Complete Printer Line Gets Better !NEW replacements in 1H 2012
PD (2)
Intermec Industrial
PF (2)
8 Products
Intermec – Mobile LabelIntermec – Mobile Receipt
3 ProductsPB2
PB21 PB42, PB51
PB31
PB3 PB22PB32
PB50
8 Products
PW50
PX (2)
3 Products
PF8 (2), PC41 PM4i, 3240
6822
6COMPANY CONFIDENTIAL
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
3.2012 Forward:• 3 major platforms driven by customer needs:
Desktop, Industrial, Mobile• Modular, Flexible, Easiest to use and manage
7COMPANY CONFIDENTIAL
New Desktop Printer PlatformReplacing PC41 & PF8
Flexible. Intuitive. Smart.
PC23d 2” Direct Thermal
Launched: Feb. 22 at HIMSS
PC43d 4” Direct Thermal
PC43t 4” Thermal
TransferLaunching: March 13 at LogiMAT
CEP embedded printerHealthcare SMB: ManufacturingRetail
All printers and accessories in stock: March 12
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Message
Benefit ALL New Features
FLEXIBLE
Fits your business today & tomorrow
• Most Scalable: User installable options• Common SW/FW platform with Industrial printers
INTUITIVE
Easiest to Install & Use
• 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
SMART Keeps you informed & productive
• Device Management ready: Remote status and updates• App ready: Only Programmable printer in its class• Drop in: All common command languages are included
PC43d/t, PC23d MessagingTarget Market: CEP/T&L, SMB Manufacturing, & Healthcare
$400M world wide
9COMPANY CONFIDENTIAL
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 Future-Proof 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.
10COMPANY CONFIDENTIAL
PC43d/t, PC23dDelivering 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
11COMPANY CONFIDENTIAL
Healthcare MarketTarget Printer: PC23d
ApplicationsPatient wristband, specimen, medical records and asset labels - PC23dBlood bag and pharmacy labels, prescription pad printing - PC43dAutoclave cryogenic labels - PC43t
AdvantagesMore placement options with disinfectant-ready case and wall mount Nurses & Admissions staff always know the status of their printer with Icon or LCD User InterfaceFlexibility to upgrade at any time to wireless with security protocolsTrack equipment and patients easier with HF RFID (PC23d); UHF RFID (PC43)Support for all key 2D barcodes used in healthcareProtect valuable prescription media with printer case lock and printer lockTotal Solution includes Printer, SG20 Scanner, Media and Service
Intermec’s new desktop printer goes where the patient is for higher productivity and increased patient safety.
12COMPANY CONFIDENTIAL
ApplicationsShipping labels at customer businessesCompany-owned retail store shipping labels
AdvantagesReduce support calls and increase use of your services because users will always know the status of their printer with Icon or LCD User InterfaceCreate 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-upFlexibility to upgrade at any time to Ethernet and/or wireless, including Bluetooth and Wi-Fi with user-installable, plug and play accessoriesMore placement options with ability to wall mount and/or battery operation
Intermec’s new desktop printer saves you money now and later because it’s the
easiest to install, maintain and support.
Courier / Postal MarketTarget Printer: PC43d
13COMPANY CONFIDENTIAL
ApplicationsWork-in-progress labelsWarehouse shipping labels
AdvantagesFastest throughput in its class for a clear productivity advantageStaff always knows the status of their printer with Icon or LCD User Interface maximizes uptime and reduces tech support needsProgrammable with ability to connect standard USB keyboard, scale or other peripherals for application customization and increased process efficienciesUser-installable connectivity and accessories enabling long term scalability and operational flexibilityMore placement options with ability to wall mount and/or battery operation
SMB Manufacturing / DC Target Printer: PC43t
Intermec’s new desktop printer boosts productivity, printing labels faster.
14COMPANY CONFIDENTIAL
PC43d/t, PC23dCompetitive Advantages
Feature PC23/43 Competitors
Flexible Communications
Only user installable upgrades for network connectivity options
Factory or Service install only
Intuitive User Experience
Only color LCD with the ability to both set-up and
get status in 10 languages or icons
Monochrome display, limited to status messages
only
Smart Programmable
Only one in its class that’s programmable,
able to connect standard keyboard, scale, scanner
Programmable forms only, special keyboard required
15COMPANY CONFIDENTIAL
PC Series Innovations Flexible, Modular
One Hand Media Load
User Installable Printhead
User Installable Ethernet
User Installable Wifi/BT
Dual Core Ribbon Mechanism
One Hand Media Door
16COMPANY CONFIDENTIAL
PC Series InnovationsFlexible, Modular
All accessories are User installableGreat opportunity to increase partner value and margin
User Installable Battery Base
User installable Cutter / Label
Dispenser
Power Adaptor Storage Base-Bay
17COMPANY CONFIDENTIAL
Connectivity Media Output Power
Model Adapters Ethernet WIFI/BTLinerless
Platen Roller*
Label Dispenser
CutterMedia tray
Cover Lock
Bracket
Power Adapter
Base
Battery base / Battery
PC23d
USB – Serial, USB – Parallel
PC43d
PC43t
Protect Customers’ InvestmentUser Installable Accessories
300 dpi user upgrade available for ALL printers *Linerless not available at launch
18COMPANY CONFIDENTIAL
3 New Printer Platforms
PC43t, PC43d, PC23dIntuitive. Flexible. Smart.
Healthcare, CEP, SMB Manufacturing
Public Launch (PC23d): Feb 22Public Launch (PC43d/t): Mar. 13
PM43c, PM43Ready. Reliable. Perform.
DC/Warehouse, Manufacturing
Public Launch: May 6
PR2, PR3Fit. Fast. Flexible.
DSD, Field Service & Sales, Public Sector, Mobile POS
Public Launch: Apr. 16
Superior value means Easiest To SellPriced to deliver IN partners highest margin
19COMPANY CONFIDENTIAL
WIN with Printer Sales Tools & Collateral
Quick Comparison
Guides (Industrial,
Desktop, Mobile)
Printer Videos (Mobile & Smart
Printing)
Sales Decks (All Products & DEs)
How to Sell Sheets
(Industrial, Desktop, Mobile)
Printer Media Poster & Brochure
(Complete product line)
To Access, Visit The Sales Resources Tab on Each Product Page…
20COMPANY CONFIDENTIAL
Co Engineered Intermec Media Lowers the TCO
RIGID Testing Criteria in World Class Lab
Co-engineering of tensile strength and tear resistance to ensure durabilityAdhesive bond strength to prevent edge lift after applicationOpacity of the face-stock for optimal sensor performance to ensure consistent feedsANSI 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
RIGID Testing Criteria in World Class Lab
Co-engineering of tensile strength and tear resistance to ensure durabilityAdhesive bond strength to prevent edge lift after applicationOpacity of the face-stock for optimal sensor performance to ensure consistent feedsANSI 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
Printhead program offered by co-designing media with thermal printing
Printhead program offered by co-designing media with thermal printing
21COMPANY CONFIDENTIAL
Call To Action – What we need from YOU
MotivationRekindle 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 customers5 current customers and 5 new customersWith 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?
22COMPANY CONFIDENTIAL
Intermec Partner Concierge
Jennifer GilbertSenior Channel Marketing Manager, Intermec
23COMPANY CONFIDENTIAL
Intermec Partner Concierge
IPC can be defined as a Marketing Agency
Free co-brandable materials Campaigns in a BoxConsultative marketing supportCampaign development/implementationWebsite evaluation and redesignList acquisition/Data miningTelemarketingEvents – trade shows and webinars
24COMPANY CONFIDENTIAL
New PC Printers Campaign in a Box
25COMPANY CONFIDENTIAL
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
26COMPANY CONFIDENTIAL
Program Setup & Launch Owner February March April May June
Final landing page review and edits BCW 3
Transfer files to BCW IPC 8
Email blast template edits/approval BCW/IPC 7
Complete and launch Intermec landing page BCW 14
Email Communication 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
Content edits BCW 15 9 8 9 8
Revised email for review 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
Outbound Telemarketing February March April May June
Post email follow-up telemarketing BCW 28 - 4 21 - 25 25 - 29 23 - 27 27 - 1
Outside the Box Sample Schedule
27COMPANY CONFIDENTIAL
Marketing Best Practices
5 Steps to maximize campaign ROI1. Well defined goals and objectives2. Clearly define target audience/prospects3. Deploy multi-touch marketing approach (campaign in a box)4. Prospect relevant “call to action”5. Plan to nurture prospects and leads
28COMPANY CONFIDENTIAL
Marketing Pitfalls
5 Tactics you should AVOID 1. Lack of timely sales follow-up and feedback2. Not mining existing prospect and customer lists3. Telemarketing campaign to a “new list”4. Single tactic marketing activity 5. 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.
29COMPANY CONFIDENTIAL
Get Started Now
Register: www.partnerconcierge.com
Kick off your campaign! Contact IPCwalter@partnerconcierge.com(480) 350-7999
30COMPANY CONFIDENTIAL
31COMPANY CONFIDENTIAL
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