amur opportunity. topics of amur the first machine of bizhub ‘next generation’ ! firmware...
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Amur Opportunity
Topics of Amur
The First Machine of bizhub ‘Next Generation’ !
Firmware leading – Donau will follow !
New OpenAPI 3.x [WEB Browser based]
Base for all upcoming Color Products in Segment 2+
Monochrome Ability to Equivalent Mono MFP
Toner bottle vs Toner Cartridge
Drum- Development Unit vs Imaging Unit
Outstanding Finishing
Low Set-up Time
Ultra Short Image Stabilization [Best In Class]
99% against theoretical performance!
ECO Friendly
Environmental Is the Key
Tec Value Lower Consumption in sleep mode !
Energy Star – Easy surpasses the new Energy Star standards !
Quiet Operation – Noise reduction !
Resource-friendly design makes active use of recycled materials !
New toner bottle – designed for easy recycling !
Simitri HD - lower fusing temperature !
CY 2009 Total Color Market Forecast
1~36 ppm1~36 ppm
37+ ppm37+ ppm
83%83%Amur Amur
! !
83%83%Amur Amur
! !
Amur Sales Strategy
Capture Higher Market Share for Segment 2+3 !
“Aggressive Replacement of Monochrome” B2C !
“Consequent MIF Retention” C2C – MF22 and MF25 !
Maintain the Genre Top Position for Color !
significant increase of share in Segment 2 and 3 by FY2010 !
Seg 2+3 is the source of profit for Canon and RICOH
Embrace / Activate Dealer Channel !
Attractive Seg 2+3 products will help your dual line dealers stay with OLV
Strong line-up Donau + Amur
MF22 (MF25) Replacement
MIF Retention is key word
Do you grasp the next replacement Do you grasp the next replacement timing of your MIF?timing of your MIF?
Do you grasp the next replacement Do you grasp the next replacement timing of your MIF?timing of your MIF? Yes, Yes, 80%80% we do. (A) we do. (A)Yes, Yes, 80%80% we do. (A) we do. (A)
Do you take adequate pre-sales Do you take adequate pre-sales action before replacement timing?action before replacement timing?Do you take adequate pre-sales Do you take adequate pre-sales
action before replacement timing?action before replacement timing? Yes, Yes, 90%90% we do. (B) we do. (B)Yes, Yes, 90%90% we do. (B) we do. (B)
Did salesman make replacement Did salesman make replacement proposal?proposal?
Did salesman make replacement Did salesman make replacement proposal?proposal?
Yes, Yes, 90%90% we did. (C) we did. (C)(10% MIF had already been (10% MIF had already been
replaced by competitor)replaced by competitor)
Yes, Yes, 90%90% we did. (C) we did. (C)(10% MIF had already been (10% MIF had already been
replaced by competitor)replaced by competitor)
Could you replace the MIF finally?Could you replace the MIF finally?Could you replace the MIF finally?Could you replace the MIF finally? Yes, Yes, 90%90% we could. (D) we could. (D)Yes, Yes, 90%90% we could. (D) we could. (D)
Action to grasp more about next replacement timing
Standardization of sales activities
Tool to monitoring sales activities
Action to guard MIF lost Appropriate sales proposal
A X B X C X D = 58,3%
Even above assumptions, your MIF retention rate is only 58%58%..
How to increase the retention ratio?
QuestionQuestion AnswerAnswer
MF22 (MF25) Retention
Situation
“Large” Color MIF of MF22/25 is existing
Probably many of those machines have been placed with low GP in mono click!
Large ratio of MF22 of them equipped with Fiery Controller !
Average color output ratio is still high, may be about 40%!
Hypothesis
Acceleration of this MIF will help increasing revenues [Fiery effect] !
Consequent MIF retention will help to stabilise color output ratio [non-hard] !
… and help on the monochrome profit as well !
Significant service cost down can be expected !
Sales Result bizhub C350 [April 2004 - Dec 2005]
Machine /Option Sales
C350 1070
IC-401 [16%]
Feeder [90%]
Duplex [89%]
HDD [67%]
Finisher [21%]
Saddle Finisher [16%]
2004/052004/052004/052004/05
Western European Market
Total Market Forecast – By Category
2008 2009 2010 2011 2012
39,6%
14,4%
29,8%
16,2%
42,0%
17,1%
24,1%
16,8%
40,5%
21,2%
16,5%
21,8%
41,3%
19,8%
18,9%
20,0%
41,9%
18,5%
21,4%
18,3%
Office Color
Office B&W
PCs Color
PCs B&W
Color + Monochrome MFP [without PC segment]
2008 2009 2010 2011 20120
200.000
400.000
600.000
800.000
1.000.000
1.200.000
1.400.000
1.600.000
Total Color
Total Mono
Monochrome Forecast – By Category
Color Forecast – By Category
Western European MIF
2008 Total Color MIF – 4 Cycle + Tandem
CA
NO
N
KO
NIC
A M
INO
LT
A
RIC
OH
XE
RO
X
SH
AR
P
TO
SH
IBA
NA
SH
UA
TE
C
HP
GE
ST
ET
NE
R
INF
OT
EC
Oth
ers
0
50.000
100.000
150.000
200.000
250.000
300.000
Total Color
MIF
1.418.000
units
Total Color
MIF
1.418.000
units
2008 Total Color MIF – 4 Cycle + Tandem
23.32923.329
199.368199.368
79.67779.677
199.209199.209
27.50527.505
55.76655.766
18.92318.923
202.109202.109
4 Cycle4 Cycle
TandemTandem
2008 4-Cycle MIF Opportunity (<9ppm colour)
iR 3100 iR 2570 Aficio1224C
WorkCentre7132
iR 3170 Aficio MPC1500SP
Others
28.770
24.440
19.039
40.058
9.227
14.276
18.444
0
5.000
10.000
15.000
20.000
25.000
30.000
35.000
40.000
45.000
2008 4-Cycle MIF Opportunity (>9ppm colour)
e-S
tud
io 2
81
C
Wo
rkC
en
tre
M2
4
Afic
io 3
22
4 C
e-S
tud
io 3
51
1
e-S
tud
io 3
51
C
Afic
io 1
23
2 C
Afic
io 3
22
4 C
e-S
tud
io 4
51
C
Oth
ers
0
5.000
10.000
15.000
20.000
25.000
30.000
2008 Monochrome non-KM MIF Opportunity [20~39ppm]
Total Mono
MIF 2.000.0000 Total Mono
MIF 2.000.0000
Western European 2009 Q1 Data
Q1 2009 Color 20~29ppm
Q1 2009 Color 30~36ppm
Q1 2009 Monochrome 20~39ppm
Wrap-Up
Summary Road to Color Genre Top
Huge Color MIF opportunity
More than 45% coming from 20~29ppm arena!
Canon / RICOH been forerunner in the mono replacement field with 4-Cycle
160.000 units in the field – 70.000 of them being sold in CY2004/2005 !
Olivetti generated large MIF in color tandem arena !
Find out your MF22 placements for replacement
No new product introduction in 2009 other than Konica Minolta…
… but Canon new AiR to come soon!
Gain momentum with Donau / Amur series and knock out competitors !
SUCCESS Factor: Target for external MIF (mono and CC) and
increase your Retention Ratio!
……
Thanks!...