15000 Corrugated press: American Packaging and Corrugated

Report
15000 Corrugated press:
American Packaging and
Corrugated Market
Stephen Shannon
Sales training, Apr 14
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
The voice of the market , coming back from
Global Shop Boxes & Displays are silent sales
executives!
P&G
What’s the trend?
Be better…Enhance case as marketing tool
2
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Everything that can, will become
digital
Printing is no exception
1. The Market has changed
2. Digital has changed
3. Our customers needs are different
3
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
The market has changed
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Digital is touching many parts of our lives
Things are changing at an incredible rate!
Today, people are more “connected” than ever!
5
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Global trends for brand owners
Globalization
6
Mass customization
• Global brands demand a
global presence
• Fast-prototyping, shorter
runs and more versions
• Quality and consistency
across multiple
campaigns
• Real-world manufacturing
integration and deadlines
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Economy driven
requirements
• Reduced supply chain,
waste and storage costs
• Distributed printing near
manufacturing facilities
Accelerating industry transformation
Theme-based
packaging
• Shorter product
lifecycle
• Faster time-to-market
• Average print run
length declining
• Greater number of
short-run jobs and
versions
1 Source:
7
Micro-segmentation
• Supply chains moving
towards on-demand
fulfillment
• Geographic, event-driven
and targeted demographic
campaigns
• Increased financial &
environmental sensitivity to
waste
Ferrari Innovation Solutions, LLC
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
SKU
proliferation
38K to 48K
Average grocery
store SKU increase
over the last five
years 2007 – 2012
What is driving the rapid momentum of digital printing?
Brands have the flexibility to address a variety of go-to market
promotions…
Consumer
8
B2B
Seasonal
National
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Regional
Local
Cause
Event
The digital LF opportunity is getting even bigger
Signage
Total market
62B sq.ft
Addressable
POP/POS
Retail
Decoration
Total market
Total market
43B sqft
Outdoor
Advertisin
g
Vehicle
Wraps
Signs
Events &
Exhibitions
Photo &
Fine Art
170B sq.ft
Addressable
Packaging
35B sqft
730B sq.ft
Addressable
60B sqft
Home Decoration
Vinyl flooring
© Copyright 2013 Hewlett-Packard
Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
9 9/15/11
9
Transformational Trends
Changes in demand are boosting digital printing growth
67% of PSP’s reported a trend of shortening runs (*)
3X number of jobs for the same volume than 2 years ago (**)
Jobs down from 10,000 or 20,000 copies to 1,500 copies (**)
More than 40% of PSP’s increase demand for QRC’s and variable data (***)
PSPs expect digital business to grow from 35% to 43%
in the next two years
(*)
(**)
FESPA/Infotrends WW Global survey
Internal HP data & customer insights
© Copyright 2013 Hewlett-Packard
Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
109/15/11
10
(***)
Infotrends 2010 survey
Transformational Trends
Environmental mindshare increasing
Major brands taking a more
sustainable approach to wide format
print sourcing
…and on the PSPs that print for
them
HP Confidential
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
119/15/11
Placing more environmental
requirements on their prints…
So they are increasingly looking for
PROOF of environmental credentials
11
The market is changing
Berlin 1984
Berlin 2013
Messages everywhere
12
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
The Package serving two
functions – the “box” and the
“Message”
Stronger demand for innovation
Connectivity to smartphones
Smartphones
Security & Authentication
QR codes
Augmented reality
http://www.youtube.com/watch?v=GCkZq3Z892o
13
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Retail driving changes in box design
Walmart North America adoption
14
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
The Rising Status of the Package
Once a standalone in-store marketing
tool, packaging has become a major
component in integrated cross-media
marketing campaigns that blend print
and online.
The expanded role of packaging enables
label printers and packaging
converters to expand their services
and recast their role in the supply
chain.
15
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Latent demand for Higher quality
The Market paradigm *
Industry 4-5C job distribution
Cost driven to
lower colors
Expected
Orders/
year
Actual
Offset
for
setup
costs
2000
* Based on P&G info
16
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
5000
>10k
# sheets/order
Stronger demand for innovation
Creativity
PVC
* HP FB7600 customer ,Italy
17
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Re-board
Stronger demand for innovation
Special events
*HP FB7600 customer
,Australia
18
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Stronger demand for innovation
Personalization and limited edition
* HP FB7600 & FB10000 customer ,USA
19
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
The result: more short runs with higher value
Sheet plants in the past
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Sheet plants in the present
2
Digital has changed
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Digital printing has changed …
Scitex VeeJet
HP Scitex FB10000
Scitex XLjet
22
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Digital printing has changed …
Productivity
sqm2/hr
• Faster machines
• More automated
• Higher reliability
Cost per Copy
1.2
$/sqm2
1.0
• New technology
• Lower waste
• Mass production
0.8
0.6
0.4
0.2
Print quality
• Smaller drops size ,GS
• Better accuracy
• Media handling
PQ
23
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Prod.
The result: Doing more in the corrugated market
Shipping
Containers
<0.2$/sqm
FMCG
packaging
0.8$/sqm
Shelf ready
packaging
Hi Impact
consumer Packaging
1$/sqm
1.2$/sqm
Temporary
Displays
5$/sqm
2$/sqm
Permanent
Displays
10$/sqm
Print Value
Print volume
50,000
10,000
1-2c Flexo
24
3-4c Flexo
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
5,000
Litho Laminate
1,000
Our customers needs are different
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Higher
margins
Reduced
costs
26
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Reduce costs
Reducing inventory and waste
Digital
Print On Demand
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Print on demand = Just in Time solution
Analog
Digital
Print On Demand
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Reduce costs
Lower paper weight
Digital Printing
with ZERO
pressure on Board
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Minimize mistakes costs
Analog
What is the cost of mistakes?
R/R
Digital
30
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Higher
margins
Reduced
costs
31
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Higher margin applications
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Versatility
Plastic is a threat !
• Mainly reused
• Strong lobby in Europe
• Corrugators want to have an option to
print on Plastics
RPC = Reusable Plastic Crates
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
* Based on HP PKG advisory group ,Oct 2013
Becoming a one stop shop
Offering convenience & speed to market
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Help your customer to be more profitable
Re-packing ,adding value
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Markets we serve…
Wide range of market specific digital print
solutions
Photo
Direct Mail
Point of Purchase
36
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Marketing Collateral
Publication
Labels &
Packaging
Large Format & Signage
The customer journey - FMOT
There are two mindsets, three milestones, and six universal questions to be
aware of in every customer journey.
2 mindsets:
3 milestones:
DISCOVERY
Awareness, Consideration, Preference
6 universal
customer
questions:
FMOT
SMOT
First Moment of Truth
Second Moment of Truth
TRIGGER:
COMMIT:
BOND (loyalty):
Do I need
something new?
Will I buy
you?
PostI satisfied
Purchase enough to buy you again?
Was
ADVOCATE:
CONSIDER:
Who are you? What
are you?
EVALUATE:
Why should I buy
you?
37
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Would I recommend you to others?
Touch points
Touch points are where customers and company interact.
They include any and every interaction when a customer comes into contact
with HP.
Customers
38
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Broadest Digital Portfolio in the Graphics Industry
$1B invested in graphic arts R&D since
2008
Corrugate
Sheets
and
Displays
Paper rolls,
Corrugate
liners
Proofing
Prototype
s
HP Scitex FB500/700 HP T400 Color Inkjet Web
Press
Labels
and
Shrink
Sleeve
Labels
and
Flex Pack
HP Indigo ws4600
HP Indigo ws6600
HP Scitex FB7600/10000
Labels
and
Flexible
Packagin
g
HP Indigo 20000
HP DESIGNJET
39
Copyright 2012
Hewlett-Packard
Company,herein
L.P. The
information
contained
is subject to change without notice.
© Copyright 2013 Hewlett-Packard© Development
Company,
L.P. TheDevelopment
information contained
is subject
to change
withoutherein
notice.
Folding
Carton
HP Indigo 30000
Hewlett-Packard Indigo Product Portfolio
ElectroInk Sheet Solutions
HP Indigo 3550 Digital
Press
HP Indigo 5600 Digital
Press
HP Indigo 7600 Digital Press
NEW HP Indigo 10000 Digital Press
NEW HP Indigo 30000 Digital Press
ElectroInk Web Solutions
HP Indigo WS4600 Digital Press
40
HP Indigo WS6600 Digital Press
HP Indigo 7250 Digital Press
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
NEW HP Indigo 20000 Digital Press
Where are the hidden costs?
Materials
41
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Latent opportunity
Time
Corrugated printing supply chain structures
Printing
D2C
Corrugator
Sheet plant
Buyer
Sheet plant
Buyer
Sheet plant
Buyer
in house
Buying
pre-printed
sheets &
laminating
in house
Corrugator
Printing
sheets and
laminating
all in house
Corrugator
GCP
Supplier
43
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Levels of complexity in making the sale
More complex
Basic
Printing
Economics
Reasons
to invest
44
50%
Operational
Efficiency
30%
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Market
Profit Pools
20%
Our focus is on these two
Basic
Printing
Economics
45
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
The full TCO – CPC for analog printing
46
Fixed costs – costs that
will be there whether
you print today or not
CAPEX, Labor, Rent,
HW maintenance,
Financing
Job prep costs – costs
that are associated with
setting up the press
Plates, Make-ready
waste
Per impression costs –
costs that are
associated with making
the single copy
Ink, media, lamination
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
The master equation
The cost of the overall
time spent on the press –
print and setup
Materials cost of setting up the job
– plates and makeready waste
Consumables cost – media,
ink and any other
consumables or processes
    =  ∗  +  +  +  ∗ ℎ
    =
47
   
ℎ
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
So, let us summarize
1. Every customer is different – understand the case and apply the right strategy
 Printing process (D2C, lamination)
 Business model (displays, boxes, GCP)
 Operational model (Outsource, in-house)
 Financial model (variable costs, Loaded costs)
 Soft cost of speed to market
2. Consider all waste factors – time, materials, opportunity. Inventory
3. You need to understand the financial metrics
48
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
The HP Scitex 15000 Corrugated Press
with HP Scitex High Dynamic Range [HDR] Technology creates
a new super high-end category of industrial printing solutions
HP Scitex High Dynamic Range Technology extends press capabilities
and performance while preserving precision control over the printing
process
49
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
From Screen to Litho and Flexo
Pushing four vectors simultaneously
50
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
FB 10000 & 15000 corrugated press solutions:
Tailored design for the corrugated converter
© Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Super High End Flatbed - corrugated handling
Zon
e1
vac. [mbar]
media 2400x1200
70
60
50
40
30
20
10
0
FB 7600
2
3
Zon
e3
Zon
e4
Zon
e5
Zon
e6
1.2m x 2.4m
4’ x 8’
FB10000
1
Zon
e2
4
zone
vac. [mbar]
4 B1 sheets (700x1000)
35
30
25
20
15
10
5
0
FB10000
FB 7600
1
52
2
zone
3
B1
B1
B1
B1
4
X2 – X6 the vacuum power of FB7X00!
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
bac
k
Stack directly to lift or push prepared stacks on
rollers
Forklift operational zone
Operator MH zone
Manual stacking on lift
FB10000
Step 1: manual stacking, Basic
Forklift operational zone
Operator MH zone
Manual stack push/pull
FB10000
Step 2: ground level conveyors
53
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Forklift operational zone
Everything that can, will become
digital
Printing is no exception
54
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

similar documents