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Amur Opportunity

Explore the advanced features and sales strategies for color products in the Amur market. Discover how to capture higher market share, retain MIF, and increase revenues with the latest technology. Learn about the key factors for success in driving sales and maintaining a competitive edge in the segment.

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Amur Opportunity

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  1. Amur Opportunity

  2. 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!

  3. 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 !

  4. 83% Amur ! 1~36 ppm 37+ ppm CY 2009 Total Color Market Forecast

  5. 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

  6. MF22 (MF25) Replacement

  7. MIF Retention is key word Question Answer Do you grasp the next replacement timing of your MIF? • Action to grasp more about next replacement timing Yes, 80% we do. (A) • Standardization of sales activities • Tool to monitoring sales activities Do you take adequate pre-sales action before replacement timing? Yes, 90% we do. (B) Did salesman make replacement proposal? Yes, 90% we did. (C) (10% MIF had already been replaced by competitor) • Action to guard MIF lost • Appropriate sales proposal Could you replace the MIF finally? Yes, 90% we could. (D) A X B X C X D = 58,3% • Even above assumptions, your MIF retention rate is only 58%. • How to increase the retention ratio?

  8. 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 !

  9. 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%] 2004/05

  10. Western European Market

  11. Total Market Forecast – By Category

  12. Color + Monochrome MFP [without PC segment]

  13. Monochrome Forecast – By Category

  14. Color Forecast – By Category

  15. Western European MIF

  16. Total Color MIF 1.418.000 units 2008 Total Color MIF – 4 Cycle + Tandem

  17. 2008 Total Color MIF – 4 Cycle + Tandem 23.329 79.677 199.209 199.368 4 Cycle 18.923 27.505 Tandem 202.109 55.766

  18. 2008 4-Cycle MIF Opportunity (<9ppm colour)

  19. 2008 4-Cycle MIF Opportunity (>9ppm colour)

  20. Total Mono MIF 2.000.0000 2008 Monochrome non-KM MIF Opportunity [20~39ppm]

  21. Western European 2009 Q1 Data

  22. Q1 2009 Color 20~29ppm

  23. Q1 2009 Color 30~36ppm

  24. Q1 2009 Monochrome 20~39ppm

  25. Wrap-Up

  26. 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!

  27. ……

  28. Thanks!...

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