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2004 Flexographic Pre Press Platemakers Association Annual Convention Bill Ceperich Pitman Company

2004 Flexographic Pre Press Platemakers Association Annual Convention Bill Ceperich Pitman Company Sr. Vice President Packaging Division. Facilities Management. What is it? Do I have it? What Do I Do To Cure It? Why Do I Want It?. FM ‘s Used in Many Industries. Blood Dump for Doctors

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2004 Flexographic Pre Press Platemakers Association Annual Convention Bill Ceperich Pitman Company

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  1. 2004 Flexographic Pre Press Platemakers Association Annual Convention Bill Ceperich Pitman Company Sr. Vice President Packaging Division

  2. Facilities Management What is it? Do I have it? What Do I Do To Cure It? Why Do I Want It?

  3. FM ‘s Used in Many Industries Blood Dump for Doctors Food Services – Office Cafeteria Consultancy Services – Human Resources, Book-Keeping, Payroll, Etc.

  4. What is Facilities Management? • According to PIA study facilities management is: • Mutually beneficial relationship allowing each participant to leverage core strengths • Encompasses a number of possible scenarios • Defined by the customer, not the provider

  5. Define the Term “Facilities Management” • Facilities Management is the prepress supplier having some production equipment and some full time personnel at the customer site. • Facilities Management is providing some equipment at the customer site without full-time on-site personnel. • Facilities Management is providing the customer with and having full responsibility for on-site equipment and on-site personnel to maintain a full production facility at the customer site. • All of the above.

  6. Facilities Management Allows • Close Loops • Lower Costs • Reduce Labor • Shorten Cycle Times

  7. What does Tradeshop Provide? Multiple Possibilities – Each with possible variations Full Service: Tradeshop sends file ready for O/P to Converter. Tradeshop owns equipment and staff at converter. Truly a remote tradeshop. Equipment Only: Tradeshop sends files ready for O/P to Converter. Tradeshop owns equipment at converter. Staffing and Management: Tradeshop sends files ready for O/P to Converter. Converter owns equipment. Tradeshop staffs or manages staff. Tradeshop Converter

  8. What’s Important? • Communications, staffing and process controls are more important than technology. • FM must be customized to the needs of the client. There is no off-the shelf solution. • FM is not a cure-all, but can be a valuable and profitable service. • The prepress industry, on the whole, is not actively marketing FM services and must change its attitude to be successful.

  9. What’s Important To The Customer? • FM must save the customer time. • FM must save the customer money. • FM must give the customer more control over the prepress process, not less.

  10. The lesson in FM is to automate, not populate. • The FM process must be profitable from day one. • Who’s selling whom? • Prepress houses are waiting for their customers to ask for FM.

  11. Issues & Considerations For Successful Facilities Management • Overall Volume: • Consistency of Volume: • Pricing: • Additional Work: • Overtime: • Contract Review/Renegotiation: • Contract Buy Out:

  12. Issues & Considerations (cont’d) 8. Physical Space: • Support Equipment: • Insurance: • Local Labor Laws or Union Rulings: • Government Compliance: • Management Systems: • Equipment:

  13. Issues & Considerations (cont’d) 15. Customer Data: 16. Job Tracking/Trafficking: 17. Production: • Exclusivity: • Job Costing/Auditing: 20. Is It Profitable:

  14. What You Must Know To Sell Facilities Management • Long Selling Cycles & Longer Start-Ups • Downsizing Helps FM Sell • Digital Workflows Enhance FM • You Must Show a Savings for Your Customer And…A Profit For Yourself

  15. Pricing: Six Simple Steps To Success Step 1: Determine the amount that the customer is currently spending on prepress annually. Step 2: Project your costs. This must include all on-site equipment, staff, and consumables, as well as incidental costs, such as remote management services, insurance, etc.

  16. Pricing to Succeed. Step 3: Add your profit margin to the unit costs, as you would in any pro-forma. Step 4: Compute your “add on” pricing. Step 5: Compute incremental charges.

  17. Pricing to Succeed. Step 6: Review pricing every six – twelve months and adjust accordingly. Make sure you build the review process into the base contract.

  18. Start UP Problem Solving Streamline Production Process Eliminate Waste Focus On Customer Service An Infinite Cycle Restimulate Prepress Staff Renew Customer Commitment A Facilities Management Life Cycle

  19. FM can be valuable tool for your future. • Increase Profits • Customer Retention • Increase Volume • Market Expansion

  20. How Do We Maintain OurPrePress Business? • One Answer = FM • Another = Find More Customers • Another = Do Nothing

  21. Innovate or Die It’s Just That Simple!!!

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