Secap™ Jet 1 Sales Training
Confidential Secap Dealer Training Program
Objective
Skills and knowledge to effectively market, sell and compete in the high production arena
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Training Agenda
What is it?Why this solution?Benefits of the Secap™ Jet 1Who is buyingTarget markets/customersIn-plant marketROISecap FinancingSelling and prospecting tipsSales survey/Needs Analysis
Equipment specs and featuresHands on trainingDemonstration TestConfigurations and pricing CompetitionSoftwareReview TestQ & A
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What is it?
The Secap™ Jet 1 addressing system:High production PrintStationDeveloped for customers with demanding requirementsDesigned to improve productivityReduces the amount of manual intervention.
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Why this solution?
Offers customers more flexibility for their unique applications
3”, 4 ½” or 6” print area baseFeeder options – standard friction, friction with dynamic rotation or high capacity UltraFeed™feederOptional Heater/dryerOptional 9’ standard conveyor or 9’ UltraSort™conveyorOptional In-line tabber/stamp affixer/labeler/repositional notes
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Benefits of the Secap™ Jet 1 Print System
Great price and excellent valueEasy integrationHigh quality imaging and accurate registrationCasters for easy reconfigurationSophisticated electronic controllersPCL controlled systemReliable and proven customer support and service
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Who is buying
1st time into ink-jettingProduction business growthHigh resolution/graphical businessMinimum operator skills environmentProductivity increase requirementsFeeder/media flexibility needs
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Target Markets
Mid-Large entitiesPrinters & PublishersDirect Mail HousesIn-Plant Operations
CorporationsEducational institutionsFinancial organizationsGovernment entities
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Target customers/prospects
Owners of direct mail businessProduction managerOperations managerDistribution managerInformation Systems / TechnologyMailroom manager
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Market Sector – In Plant Opportunities
Education-School Districts,Colleges,Universities……………23.8%Manufacturing Co…………………………….19.9%Government-Federal,State,Local……....16.3%Finance,Insurance……………………………..8.5%Publishing ………………………………………..8.1%Non Profit/Associations ……………………..6.5%Hospital/Medical …………………………….…3.3%Engineering/Construction …………………..2.9%
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Decision Making Influence
In Plant Manager …………………………….…71%Corporate management ……………….....28.7%Purchasing Management …………………….16%
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Mode of Operation
Growth ……………………………….………….60.3%Flat ………………………………..………………21.8%Decline …………………………………………..10.7%
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Current Players / Opportunity
Market space dominated by Videojet (Addressing)Scitex (Printing / Addressing) $100 + Million in Equipment, supplies,serviceTechnology changing from drop on demand to HPMerlin, Intelligent indicia/barcode requires higher resolution, 4-state bar codePromo $ shift from Telemarketing to direct mail (do-not-call)
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Secap Strategy
Train and educate selected dealers to penetrate this market sector with a unique value proposition combination of product and operating finance tool.Leverage the financial tool to increase revenues through supplies and service tie in.Support with high profile marketing,floor plan equipment and incentive sales tools.Create a long term customer relationship with cross sell and add on opportunities.
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Substrate and Coating Overview
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Ink Technology
TIJ – Thermal Ink Jet – HP cartridgesContinuous Ink Jet – ex. DominoDrop on Demand – Piezo electric heads, solvent inks, uv curable
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HP Ink Technology
Migration from Drop on Demand to CartridgeSwatchbook with Media SamplesInk OptionsInk Cost Calculator
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Basics
Fundamentals for understanding coatings and substrates
Substrates – type of medium:papercardboardfilmcoated paper, etc.
Coatings – applied to medium after printing for following reasons:
Enhances physical properties and appearance of substratesMakes piece more durableRub and water resistantTypes of coatings commonly seen in printing
Aqueous Acrylic OvercoatingLacquers / VarnishUV
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Coating Basics
Lacquers and VarnishesPositives:
Keeps saturation of printed colors high Can be applied in lineImproves abrasion resistance of substrateProven Technology
NegativesSlow drying times when compared with Aqueous and UVHarmful Volatile Organic Chemcials (VOC’s) during curing are released into the air as these are solvent based solutions, requires ventilationOlder technology, varnishes have been around since the 1930’s (photochrome)Can be difficult to print on once overcoated
Common coating for Postcards, Self Mailers, Newsletters, and some publications
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Coating Basics
Aqueous Acrylic OvercoatingPositives:
Less expensive, applied in lineTechnology is water based, not Solvent based, low VOC, zero alcohol, non-pollutingWhen compared to varnishes/lacquers
Higher abrasion resistanceLess Yellowing with AgeFaster Drying TimesTechnology is more modern
NegativesDifficult to print on
Common coating for Postcards, Self Mailers, Catalogues, Newsletters, and some publications (increasing in popularity due to the benefits over varnish/lacquer)
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Coating Basics
UVPositives
Print faster and more efficientlyNo Volatile Organic Compounds (VOC) are released in air during curing processRequires less time and space for curing when compared to solventbasedRelatively new technology in overcoating processes
NegativesStrong odor during curing (not harmful)Comprehensive understanding of process and technology is recommendedLittle margin for error in the UV process (not as forgiving as aqueous)Requires very controlled environment, testing and regular measurement of conditions for consistent results
Common for Postcards, Self Mailers, plastic cards, and some publications (market is increasing, but not as rapidly as Aqueous)
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Aqueous General
Not all commercial printers understand the wide variety of Aqueous Acrylic Overcoat availableMost printers are not familiar with all the varieties of Aqueous available, they are more familiar with the finishes they desire (gloss, semi gloss, dull, etc.)Secap Picaso Ink is designed to be used with all aqueous coatings on the market when used in conjunction with 4000 Watt dryer
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Ink to Substrate Compatibility
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Longer Decap Time
Much Longer “decap” time than V.B.
Very Easy to Recover even if nozzle stuffedAfter 5 days left in open air
Able to recover by just hand wipe
Decap Time 0sec 30sec 60sec 90sec 2min 3min 4min 5min
GENERAL T3
Versatile Black
Note: Green means OK. Yellow means “ Subtle”. Red means NG.Test condition temperature 25� RH 60%
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Media Capabilities
Able to print on Wide Range of mediaNormal PaperGlossy paperOvercoated paper (Aqueous Acrylic Overcoated materials)Cardboard paperetc.
By GENERAL T3
By Versatile Black
Example of print sample on glossy paper
On a type of Aqueous Acrylic Over coated Paper
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Jet 1 PrintStation Features
Available in 3”, 4.5” and 6”of printPrint speed ranges from 7,500 – 30,000 per hour depending on print quality and mail piece sizePrint resolution ranges from 150 x 600dpi – 600 x 600dpiMedia size capabilities between 3”W x 2”L –12.25”W x 14”L and thickness ranges from .002”- .625”Capable of printing both black and spot color (red, blue, green, yellow)
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Jet 1 PrintStation Base Features
Vacuum BaseBase comes standard with (2) NEMA L6-20 two prong plugsSeamless belts for improved print quality and wearWhen ordered as a system, components are integrated with feeder, dryer base, and conveyor.
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Jet 1 Optional Components –Feeders (E)
ECO 1200IJ friction feederHopper Capacity: 20”vertical (Approx 500 #10 envelopes)Media Ranges:
Min: 3”w x 2”lMax:12.25”w x 14”lThickness: .004” - .75”
Uses patented separator technology
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Jet 1 Optional Components –Feeders (S)
SE 1200IJ friction feeder
Hopper Capacity: 20”vertical (Approx 500 #10 envelopes)Media Ranges:
Min: 3”w x 2”lMax:12.25”w x 14”lThickness: .004” - .75”
Uses patented dynamic rotation technology for consistent media separation
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Jet 1 Optional Components –Feeders (U)
UltraFeed™ Feeder -High Capacity
Hopper Capacity: Conveyor style, 6’ long (Up to 3,000 #10 envelopes) Media Ranges:
Min: 3”w x 2”lMax:12.25”w x 14”lThickness: .004” - .75”
Uses patented dynamic rotation technology for consistent media separation
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Jet 1 Optional Component –Dryer and Base (Blank or D)
Integrated vacuum base with a Research Inc. dryer
Heater base is synchronized with theprintstation base4000 Watt dryer unitDryer is UL ApprovedDryer is integrated with base and only runs when transport is running
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Jet 1 Optional Component –Tabber
Operate in-line and off-line, complete flexibilityAffixes Tabs, Labels, or StampsSingle, double, or triple tabsAvailable in a standard and wide head configurationCapable of handling media sizes from 3” x 5” to 13.5” x 17” and up to 5/8” thicknessCapable of speeds up to 30,000 pieces per hour (single tab, 8.5” piece)Can handle roll sizes of approximately 50,000 ¾”tabs, or 40,000 1” tabs
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Jet 1 Optional Components –Exit Conveyor (9S or 9U)
Exit Conveyor9’ conveyor (standard)9’ UltraSort™ conveyor
Excellent productivity enhancement option for print systemsSpeed is integrated through the print station baseUltraSort™ conveyor receives information from software and offsets mail to assist in the presort process
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HP Bulk Ink Delivery
Capable of feeding up to 8 print heads simultaneouslyLowers per piece consumable cost up Can retrofit onto existing systemsCan work with any current ink sets, once filled it is a committed systemEasy to read communication lights inform operator of ink statusAutomatic switching of ink supply for uninterrupted delivery
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Barcode Verifier
Secap Postnet Verifier™Vision sensore dedicated to evaluation of Postnet codesEasy setup and installationMax read rate – 12,000/hour
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Jet 1 Sales Survey
Must visit site to do an effective survey. Do not just reply to a price quote over the phone.Survey has 3 purposes:
Separates you from competition, gives you advantage of proposing a configured customized systemBring out basic buying motive, build value to your demonstration and progress the salePre-handle objections
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Sample survey
Refer to sample surveyGet prospect to agree on choice of componentsDon’t back down from recommendations.Don’t just get the easy order, if they really need the UltraFeed™ feeder, propose and discuss itShow capability and discuss benefits to componentsIntroduce added value
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Selling & Prospecting Tips
Don’t Pre-qualify leads!Survey the needs of the customerCall on existing customers, let them know this product existsGet referralsKeep your eyes open and UNDERSTAND the customer’s needs – Get a tour
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Sample of Jet 1 Customers
Mail Barcoding Services of SW FloridaUnicore-Federal PrisonAdvanced Direct Marketing ServicesG3 Direct AdvertisingNational Mail AdvertisingAnd many others…
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Part Numbers & Configurations
Part Numbers for the Jet 1 PrintStation are based on the configuration for print area 3”, 4.5” or 6” and the optional components.
NEW!
For Example:
J130
Print StationConfigurations
J130 – 3”J145 – 4.5”J160 – 6”
U
FeederOptions
E – Eco1200ijS – SE1200ij
U - UltraFeed™
ConveyorOptions
9S – 9’ Standard9U – 9’ UltraSort™
9U
DryerOptions
Blank – NoneD – Dryer
D
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Secap™ Jet 1 Pricing
Please refer to the sheets in your handbook
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Return On Investment
J130U-9UD cost is $48,995.00 or $1,279/month (equip. only) on a 48 month leaseEssentially you will be saving the customer $1,121.00 per month in LaborIf purchase is preferred, it would take approximately 20 months for the machine to pay for itself in Labor costs alone, not including increased revenue and reduced setup times
Without With U Feeder Option U Feeder Option Savings
People Used in normal Production Cell 2 1 1Fully Loaded Cost per hour per employee $15/hr $15/hrCost per hour per production cell $30.00 $15.00 $15.00Cost per shift (assume 8 hours) $240.00 $120.00 $120.00Cost per week (assume 40 hours & 1 shift) $1,200.00 $600.00 $600.00Cost per Month (assume 4 week month) $4,800.00 $2,400.00 $2,400.00
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Secap Finance Benefits to Dealers
Larger order size with leases when compared to cash purchase – More Commissions!Repeat business through flexible trade-up optionsLeased orders close quicker and easierProvides you with additional selling valueAllows you more control in satisfying customers
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Secap FinanceBenefits to Customers
FlexibilityOvercoming budget restrictions
Protection from obsolescenceOne source responsibilityPossible tax advantages
Accelerated depreciation effect
Conservation of capitalSimplifies financial planningHedge against inflationPreserves credit linesSpecial leasing programs
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Operational Training
DemonstrationHands On TrainingPerformance Test
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Demonstration
Cover machine capabilitiesRestate needs and system benefitsDemo at:
Existing installIn-house demo-floor planningSecapWith your DSM at Sure-Feed
Focus discussion:On increased productivity, improved productivity will mean a faster ROIIntegrated system vs. individual componentsReduce labor costs within the work cell
Give referrals
Competitive TIJ Suppliers & Mail Table Review
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Competitive Vendors
Buskro Kirk RudyVideojetMCSRena
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Buskro Mail Tables
BK 665 (BK60B) Offline Base – for accommodating built in shuttle feeder for standalone operations
BK 765 (BK7IB) In Line Base – for accommodating an inline system, or a modular friction feeder
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Buskro Controller
BK 700 Controller• Compose IQ Software included
• Controls two print technologies simultaneously running up to 8 print heads
• Control up to 8” of print
• Works with HPQ, Elite, Atlas or combo HPQ/Elite
• Stand is portable and mounted on wheels
• System, includes PC, PC support cards, power management system, main power switch, reset button, floppy, CD Drive, VGA display and keyboard
• Receive input from devices such as vision systems, magnetic stripe readers, for easy command of data integrity, document matching, demographic sortation and transactional document processing
• Complete job auditing and reporting
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Buskro (TIJ)Apollo Print head Technology
Print head: Thermal Ink Jet (TIJ) in 1”, 2”, 3” or 4”Ink: Water-based 45A HP inkjet cartridges and bulk deliveryVertical Print: 1” to 4” arraysController: BK700 with Compose IQ (required)Vertical Resolution: 600 dpiHorizontal Resolution: 100 – 600 dpiMedia: uncoated and coated (using new ink such as Picaso ink)
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Buskro (TIJ)
Apollo Print head Technology
Speeds: Up to 40,000 pieces per hour @ 100dpi Up to 28,400 pieces per hour @ 150dpi Up to 7,100 pieces per hour @ 600dpi
Price: $75,000+ based on print head configuration and options (feeders / conveyors).
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Buskro (TIJ)HPQ Print head Technology (legacy system)
Print head: Thermal Ink Jet (TIJ) 1” to 3”Ink: Water-based 45A HP inkjet cartridges and bulk deliveryVertical Print: Up to 1”Controller: BK700 with Compose IQ (required)Vertical Resolution: 600 dpiHorizontal Resolution: 110 – 600 dpiMedia: uncoated and coated (using new ink such as Picaso ink)
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Buskro (TIJ)
HPQ Print head TechnologySpeeds:
Up to 20,000 pieces per hour @ 110dpi Up to 7,100 pieces per hour @ 600dpi
Price: $65,000+ based on print head configuration and options.
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Buskro - Piezo
SapphirePrint head: Drop on Demand (DOD) PiezoInk: Monet - non-volatile, glycol based Vertical Print: 2.55”Controller: BK1700 with Compose IQ (required)Vertical Resolution: 300 dpiHorizontal Resolution: 110 – 660 dpiSpeed up to 30,000 pphMedia: Coated and glossy stocks
Other Inkjet Technologies
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Buskro - Piezo
Atlas and Atlas DV
Print head: Drop on Demand (DOD) PiezoController: BK700 with Compose IQ (required)Vertical Print: Atlas: 1.05” (26.7mm) & Atlas DV 2.56”(65mm)Vertical Resolution: Atlas: 250 dpi & Atlas DV200 dpiHorizontal Resolution: 110 – 660 dpiInk: Monet Ink, non-volatile glycol basedMedia: Uncoated, coated and glossy stockSpeeds: Atlas and Atlas DV up 40,000 pieces per hour at 110 dpi.
Other Inkjet Technologies
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Buskro - PiezoAtlas and Atlas DV
Atlas: Mount up to 8 Atlas print heads on one system with Compose IQ controller (8.4”)Atlas DV: Mount up to 4 heads (10.2”)Price: Up to $130,000 based on configuration and options.Example: Atlas Standard controller, 2 bridge, 2.10”print, BK765 Base, Vacuum Table, Std friction feeder w/ stand, 12’ exit conveyor - $71,904.96
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Buskro - Piezo
EliteController – BK700E with Compose IQVertical Print – 1.00”Vertical Resolution – 300-600 dpiInk – Non flammable solid wax based inkMedia - uncoated, coated, poly, glossy stock Speeds – up to 25,000 pieces per hour @ 300dpiFast dry with no external dryer needed. Near laser print quality. Clean, safe technology – non-toxic and non-flammable.Price: Ranges from $28,000 - $100,000 based on configuration and options.
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Buskro UV
Atlas UVCPrint head: Atlas Drop on Demand Piezo technologyController: BK700 with Compose IQ (required)Vertical Print: 1.00”Vertical Resolution: 330 dpiSpeeds up to 28,000 pphHorizontal Resolution: 110 – 660 dpiInk: Renoir UVC Curable Ink, instant curing with UV light curing stationMedia - uncoated, coated, glossy stock, plastics and metals
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Buskro Print heads
Apollo / HPQType: Thermal inkjetInk: HP water based
AtlasType: PiezoInk: Glycol based
EliteType: PiezoInk: Solid waxed based
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Buskro Print heads
Atlas UVCType: PiezoInk: Renoir UVC curable ink
SapphireType: PiezoInk: Monet, glycol based
Image unavailable
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Buskro Inks
Ink formulas:Thermal inkjet (TIJ): Water based cartridge or bulk (Apollo and HPQ print head)Monet Ink: non-volatile, glycol based (Atlas series and Sapphire print head)Renior UV curable: Instant curable with the Atlas UVC curing station Wax based: Non flammable solid based (Elite print head)
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Selling Advantages of the Jet 1VS. Buskro
Productivity benefits: Ultrafeed high capacity feeder with minimal operator interventionRequires Compose IQ™ controller. Cannot print directly from Windows Jet 1 has much lower maintenance costs when compared to Piezo and CIJ systems (E.g. 2nd head, head re-furbishing, MA costs) True integration of the base / differentiationLower downtime / changeover costs compared to Piezo & CIJ
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Selling Advantages of the Jet 1VS. Buskro
Flexible - easily move components, as they are mounted on castersEase of use / operationFast print speedsLower operator costs – no specialists requiredEase of service Price is an advantage, Buskro is expensiveExpanded substrate print capability – Now prints on aqueous coated stock using Picaso ink
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Kirk Rudy (TIJ)
W’inkJet (legacy system)Entry level system Ink: Water-based 45A HP inkjet cartridgesPrint heads: BryceSoftware: Winkmate layout softwareMaintenance: Service contract with dealershipUp to 600 dpiVacuum shuttle or friction feedersMaterials: Print on porous materials and coated (using new ink such as Picaso ink)
Print technology: Standard 3” of print upgradeable to 6”of print
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Kirk Rudy (TIJ)
Rite JetInk: Water-based 45A HP inkjet cartridges with optional bulk system availablePrint head: PrismUp to 600 dpiSoftware: Proprietary envelope layout software, provided with equipmentMaterials: Print on porous materials and coated (using new ink such as Picaso ink)
Print technology: Standard 4” with optional upgrade for a total print area of 8”
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Kirk Rudy (TIJ)
Net JetInk: Water-based 45A HP Inkjet cartridge Print head: GuntherPrint technology: Head design features 1.5” print area with an optional ½” remote and moveable print module Optional capping and wiping.Pulse warming module to keep the ink warm for consistent printing. Rotating text in 1 degree increments.Software: Proprietary envelope layout software, provided with equipment
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Kirk Rudy (TIJ)
Net JetMaintenance: Service contract with dealershipMaterials: Print on porous materials, and coated (using new ink such as Picaso ink)
Est. Price Range: (40 – 50 K) full system withouttabber.
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Kirk Rudy (PE)
Wave JetInk: solvent based type inkPrint technology: 1.1” per module. Combine up to (4) print heads per system (Spectra heads)DPI - 220 x 660 (240 FPM) - 220 x 110 (600 FPM)Operator: Training coordinated with dealer and done on-siteSoftware: Proprietary envelope layout software, provided with equipment. Data import into their software for printing. Maintenance: Service contract with dealershipMaterials: Print on porous and non-porous materials glossy and aqueous coated materials Est. Price Range: $80K+ w/ (2) head system
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Kirk Rudy Mail Tables
W’inkjet TIJ
Rite jet TIJ
Net Jet
Net Jet TIJ
Wave Jet - Solvent
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Selling Advantages of the Jet 1VS. Kirk Rudy
Productivity benefits: Ultrafeed high capacity feeder with minimal operator interventionThe Rite Jet mail table requires proprietary based software. Cannot print directly from WindowsJet 1 has much lower maintenance costs when compared to Piezo systems (E.g. 2nd head, head refurbishing, MA costs)Jet 1 has true integration of the base and optional components
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Selling Advantages of the Jet 1VS. Kirk Rudy
Lower downtime / changeover costs compared to Piezo Flexible - able to easily move components, as they are mounted on castersEase of use / operationFast print speedsLower operator costs – no specialists requiredEase of serviceExpanded substrate print capability – Now prints on aqueous coated stock using Picaso ink
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Other Factors
Mail tables are market reaction (converted labelers)Low dealer marginsService response stretchedLimited number of dealersLimited marketing supportOEM all their print heads
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VideoJet (TIJ)(Direct Sales)
PrintMail and WideArray SeriesInk: Water-based 45A HP Inkjet cartridgePrint technology:
Printmail available in 1.5” increments up to 3” print.Printmail WideArray available in 2” increments up to 8”of print
Up to 600 dpiUp to 28,000 pieces per hour @ 150dpiSoftware: Envelope layout softwareMail Table: Recommend a Videojet 5010 mail table or Cheshire series baseMaterials: Print on porous materials and and coated (using new ink such as Picaso ink)
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VideoJet (TIJ)
PrintMail and WideArray SeriesMaintenance: They have limited number of service technicians around the country. Approx 24 hour response time for most issues, unless you negotiate different terms in the maintenance agreement. Operator Training: Special training done at their Chicago, IL facility and customer pays for travel, hotel, etc.)
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VideoJet (TIJ)
G4100 / Digital Imaging SystemInk Type: HP black pigmentInk Delivery: Dual 775ml cartridge feeds the 5 headsPrint technology: features 4.25” in a single head
Print head life 2.7 liters, HP snap in cartridgesUp to 1200 x 600dpi with variable imagingClaim 60,000 postcards printed per hourRequires separate G4100 control system
Materials: Print on porous and some glossy materials.
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VideoJet (CIJ)
BX 6000 SeriesInk Types: Solvent based and includes MEK, Acetone, Ethanol, and Acetone/Ethanol blend systemRequires controller and software 5.3 liter reservoir for ink and makeup. Has an agitation system to keep the viscosity of the ink consistent. Print technology: 2” per print head up to two print head per cabinetPrints at resolutions of 128 x 256. Can print imagesMaterials: Print on porous and non-porous materials, glossy/coated stocks and plastic materials. Speed:Up to 9967 feet/minute or 50,000 pieces hr.
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VideoJet (CIJ)
BX 6000 SeriesOperator: training is a 4-day session in Chicago, IL with hands-on training. Customer pays for travel, hotel, etc. Software: Proprietary envelope layout software. Data requires importing into their software for printing. Maintenance: They have 250 service techs around the country. Approx 24 hour response time for most issues or they will work with the trained operator to troubleshoot on phone, unless you negotiate different terms in the maintenance agreement.Est. Price Range: 130K for a single head system, 160K for a dual head system.
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VideoJet Products
Wide Printmail and wide Array TIJ BX 6300 solvent based heads & controller
G4100 digital imaging system. Shown is control system
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Selling Advantages of the Jet 1VS. VideoJet
Productivity benefits:Ultrafeed high capacity feeder with minimal operator interventionJet 1 has much lower maintenance costs when compared to Piezo and CIJ systems (E.g. 2nd
head, head refurbishing, MA costs)True integration of the base / differentiationLower downtime / changeover costs compared to Piezo and CIJFlexible – able to easily move components, as they are mounted on casters
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Selling Advantages of the Jet 1VS. VideoJet
Lower operator costs – no specialists requiredEase of use / operationFast print speedsEase of serviceVideoJet priced much higher priced than the Jet 1systemExpanded substrate print capability – Now prints on aqueous coated stock using Picaso ink
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Other Factors
Videojet – Recently purchased, change in directionConcentrating on industrial market, reduced resources in graphics divisionCustomer contact strategy weakenedService response stretched High pricedOEM the MCS product
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MCS (TIJ) (Direct Sales)
MCS Array ImagerInk Type: HP Water based InksPrint Head: HP OEMPrint technology: 2”, 4” 6”, 8” and 10” headsHeads mount on most inkjet system basesSpeeds up to 30,000 per hour depending on baseUp to 600dpiOperator Training: Special training done onsite Software: They have envelope layout software, merge a cleansed and presorted list into their layout software.
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MCS (TIJ) (Direct Sales)
Wide Array ImagerMaterials: Print on porous materials and aqueous using FlexPrint AqueousMaintenance: Service techs around the country. phone support and approx 24 hour response time for most issues (NOT 24/7), unless you negotiate different terms in the maintenance agreement.Costs: 40-50K
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MCS (TIJ) (Direct Sales)
MCS Perfect MatchInk Type: HP Water based InksPrint technology: Standard system has two 2”heads. Can be upgraded to one 18” head System comes with array inkjet heads, cameras and softwareHeads mount on most mail equipment and swing arm insertersMaterials: Print on porous materials and aqueous using FlexPrint Aqueous
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Selling Advantages of the Jet 1VS. MCS
More expensive than the Jet 1Productivity benefits:Ultrafeed high capacity feeder with minimal operator interventionLeverage local dealer service and supportJet 1 has true integration of the base with optional componentsFast print speedsFlexible - able to easily move components, as they are mounted on castersEase of use / operationEase of serviceExpanded substrate print capability – Now prints on aqueous coated stock using Picaso ink
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MCS Mail Table
MCS 8600 Wide Array Imaging System (TIJ)
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RENA (TIJ)
XPS 1000 Mail TableInk: HP cartridge based technologyPrint head: 1.5” upgradeable to 3” print maximumProduction speeds up to 26,000 per hour36” vacuum transport baseUp to ½” thick with standard feederMedia: uncoated and coated (using Easy Ink Aqueous)
Price: 1.5” of print $19,495 (mail table only)3” print base $25,995 (mail table only)
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RENA (TIJ)
XPS 2000 Mail TableInk: HP cartridge based technologyPrint head: 1.5” upgradeable to 6” print maximumProduction speeds up to 26,000 per hour60” vacuum transport baseUp to ½” thick with standard feederMedia: uncoated and coated (using Easy ink aqueous)Price: 1.5” of print $22,390 (mail table only, 2004)
3” print base $42,160 (mail table only, 2004)
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RENA (TIJ)
XPS 3000 Mail TableInk: HP cartridge based technologyPrint head: 1.5” upgradeable to 6” print maximumProduction speeds up to 26,000 per hour60” vacuum transport base17” wide transport beltReversible design, run from either sideUp to ½” thick with standard feederMedia: uncoated and coated (using Easy Ink Aqueous)Price: 1.5” of print $27,995 (mail table only)
6” print base $46,995 (mail table only)
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Rena XPS Mail Tables
XPS 1000 TIJ XPS 2000 TIJ XPS 3000 TIJ
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Selling Advantages of the Jet 1VS. Rena XPS Series Mail Tables
Rena mail tables are expensive and the price goes up when configuring feeder, dryer, and conveyorProductivity benefits: Ultrafeed high capacity feeder with minimal operator intervention Secap offers high dealer marginsJet 1 has true integration of the base / differentiationJet 1 is a proven product, XPS series have limited installations Flexible - able to easily move components, as they are mounted on castersEase of use / operationEase of serviceFast print speeds
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Summary Print Head Technology Inkjet Technology and Vendor Model
Vendor TIJ Piezo UV CIJ
Buskro Apollo Atlas Atlas UVCHPQ Atlas DV
SapphireElite
Kirk Rudy W'inkjet Wave JetRite JetNet Jet
VideoJet Printmail BX6000Wide Array
G4100MCS Array Imager
Perfect MatchRena XPS1000
XPS2000XPS3000
Secap PlusDemonstrate software
Confidential Secap Dealer Training Program
Secap Plus Features
Envelope image editing software, with WYSIWYG interfacePCL print driversDesigned to facilitate communication between the Jet 1 and the controllerUse with the UltraSort™ ConveyorPrint Manager/MonitorReprint Queue
Confidential Secap Dealer Training Program
Sales Tools
Review binderCD with retail pricing, lease calculator, ink cost calculator, sample survey, references, list of benefitsLiteratureMailing ProgramAdvertisingTrade Show Booth/Signs
Confidential Secap Dealer Training Program
Review
What is a J160U-9UD?What is the Price of the J160U-9UD?What is the 48 Month lease payment of the J160U-9UD?Who from Secap do you call with application and configuration questions?Name 3 dealer benefits to the Mail Stream Plus Financing Program.Name 3 end-user benefits to the Mail Stream Plus Financing Program.
Confidential Secap Dealer Training Program
Review
Name 3 Target markets for the Jet 1.Give 3 examples of In-plant Markets.What is Secap Plus, and what are 2 benefits?Does the Jet 1 System include a computer/monitor, etc.?Who does your service department contact with misfeed problems?How do you determine shipping and crating charges?
Confidential Secap Dealer Training Program
Complete the Training Survey at the end of the book.
Is there anything else that we can answer for you regarding the selling of Secap™ Jet 1 that would be helpful in your efforts to promote and sell this equipment?