Keeping Your Keeping Your CustomerCustomer!!

Ideas On What To Tell Them Ideas On What To Tell Them Before They Are Persuaded To Go Before They Are Persuaded To Go

In-House In-House

“Digital Prepress in the Narrow Web Market”

Rob SmithsonCEO, Trinity Graphic

Flexographic Trade School

www.trinitygraphic.com www.weareflexo.comSan Antonio 2008

In The BeginningIn The BeginningTrinity Graphic UK, 1967Trinity Graphic UK, 1967

Keith Smithson, Founder41 Years ago

20 years on Circa 198720 years on Circa 1987Trinity Graphic, USA Start UpTrinity Graphic, USA Start Up

Prepress WorkflowPrepress Workflow

Create CameraReady Art

Shoot Art onCamera20 MIns

Process Film15 MIns

Distort Image15 MIns

Make AnalogProof90 Mins

Contact Strip120 MIns

Scan Transparency30 MIns

Process Film15 MIns

Step & Repeat60 Mins

Process FinalFilms15 MIns

Back ExposePlate5 MIns

Face ExposePlate20 MIns

Ready For Print

Post Expose/Antitack20 MIns

Dry Plate120 MIns

Washout Plate15 MIns

Non Digital PrepressNon Digital PrepressWorkflow Circa 1987Workflow Circa 1987

Minimum 15 Steps

560 Minutes or Over 9 Hours

Includes Analog Proof, Film work and 6 plates

19871987

Shooting The Supposedly “Camera Ready Art”

Processing The Film andcontacting

Distorting

Creating the Traps and Chokes

Stripping

Step and Repeat Machine…..

“Punch Card Operated”

More StrippingChecking, Contacting

Films, Etc.

(Florida Voting Style)

Making The Flexo Plates

Hand Proofing

Typing the Invoice

Pointer 26 degrees 51’ 29.95” N. Pointer 26 degrees 51’ 29.95” N. 85 degrees 47” 54.02” W.85 degrees 47” 54.02” W.

The $400,000.00 FishThe $400,000.00 Fish

Worth the Investment?

Workflow 2008Workflow 2008

Create DigitalArt

OutputDigitalProof or PDF15 mins

Trap, StepColor CorrectSend Tiff90 Mins

Back ExposePlate

1 Mins

PlateFinishing

15 Mins

ThermallyWash Out

15 Mins

UV ExposePlate

10 Mins

AblatePlate on CDI15 Mins

Ready ToPrint

Total 8 Steps161 Minutes or Under 3 hours(Includes Proofing and Platemaking, withNo Film Required, 6 plates produced)

February 2008February 2008The EssentialsThe Essentials

The Other Stuff !The Other Stuff !

Software / UpdatesSoftware / Updates DensitometerDensitometer UPC Code ReadersUPC Code Readers MicrometerMicrometer Plate CuttersPlate Cutters ConsumablesConsumables Service ContractsService Contracts Real EstateReal Estate

Your Customer is Quite Possibly Thinking

“This is a No Brainer”

“I Can do All of My Own PrepressIn House, Saving Tons of Money!”

“There Must Be A Catch?”

Guess What?.................There is!

Firstly, Your Going To NeedFirstly, Your Going To NeedLOTS OF COLD, HARD

(Or some extended plate usage contract with a complicated rebate

program attached)

Qualified Staff

Training

Learning Curve

Where can I get It?

1.Trade Shop?

2. FTS?

•How Much can This Cost $$•Downtime?•Staff Conflicts

Computer / SoftwareComputer / Software Color Calibrated Digital ProoferColor Calibrated Digital Proofer CDI UnitCDI Unit Flexo Specific Software PackageFlexo Specific Software Package UV Exposure UnitUV Exposure Unit Plate Processor AgreementPlate Processor Agreement Hidden Extras / Training……$10,000.00Hidden Extras / Training……$10,000.00

Non Solvent Digital Set Up CostsNon Solvent Digital Set Up CostsMaximum Plate Size of 25”x30”Maximum Plate Size of 25”x30”

$250,000.00(303,787.00 Total Payments over 60 Months)

““Almost for Free!”Almost for Free!”

Annual Cost Based AtAnnual Cost Based AtToday’s ratesToday’s rates

2 + Employees + Benefits $100,000.002 + Employees + Benefits $100,000.00 Equipment / Service Contracts $29,000.00Equipment / Service Contracts $29,000.00 Real Estate estimate $7200.00Real Estate estimate $7200.00 Utilities Estimate $2400.00Utilities Estimate $2400.00

Total Annual Cost Before Making a single Plate = $138,600.00

X 60 Months

$693,000.00These Costs Will Increase Each Year

Price of a Basic 8 color 10” Flexo Label Press

Cost to Purchase Press at the Same interest rate of 7.95%

Total 5 Year Outlay For Prepress Department is $967,780.00. Divide That by the Cost of an 8 Color Press at $285,560.00 = 3.389

Alternative Purchase: 3 Printing Presses Generating

Income!With Over $100,000.00 to Spare!

$235,000.00Cash

$285,560.00

Annual Cost to Produce Plates Based UponEquipment, Overhead and Plate Material Cost of

.16 Cents Per Square Inch For Digital and ThermallyProduced Flexo Plate

Annual Usage of

12 x 12 Plates:

1000 = Square Ft.

2000 = Square Ft.

3000 = Square Ft.

5000 = Square Ft.

10,000 = Square Ft.

20,000 = Square Ft.

Cost Per 12 x 12 Plate

$216.57

$119.52

$86.40

$61.92

$41.76

$33.12

$ Per Sq. Inch

1.50

.83

.60

.43

.29

.23

PRICE INCREASE ON THE WAY!

Reasons For the Flexo PrinterReasons For the Flexo Printerto Avoid Going In House Withto Avoid Going In House With

Prepress and PlatemakingPrepress and Platemaking High Capital InvestmentHigh Capital Investment Equipment Fast to be Redundant, What’s Around Equipment Fast to be Redundant, What’s Around

the Cornerthe Corner High Service Contract / Insurance ExpenseHigh Service Contract / Insurance Expense Shop Floor ConflictsShop Floor Conflicts Consistent UpgradesConsistent Upgrades Constant Training ExpensesConstant Training Expenses High Soiled Work Costs / Waste FactorsHigh Soiled Work Costs / Waste Factors Tradeshops Don’t Like the IdeaTradeshops Don’t Like the Idea

Did You Ever Have To Pay A Bill From a

Tradeshop

For a Project That Didn’t Work, Or

Bought a Bad Plate ?

NO!

Always Ask Your Customer One Question!

Why Would a Flexo Printer Why Would a Flexo Printer Consider Going In House?Consider Going In House?

Control His SystemControl His System Quick Internal Response (Maybe?)Quick Internal Response (Maybe?) Total Digital WorkflowTotal Digital Workflow Control Costs (Can calculate $$’s Lost)Control Costs (Can calculate $$’s Lost) Poor Tradeshop Experience'sPoor Tradeshop Experience's Using a VERY Significant Volume of PlatesUsing a VERY Significant Volume of Plates Has a Fully Qualified, Experienced StaffHas a Fully Qualified, Experienced Staff Persuasive Selling Techniques of our Friendly Persuasive Selling Techniques of our Friendly

supplierssuppliers

What Is The Answer?What Is The Answer?

Partner With a Reputable TradeshopPartner With a Reputable Tradeshop Use Their Experience to Your AdvantageUse Their Experience to Your Advantage Ask Them to Invest in Your Company With Ask Them to Invest in Your Company With

Staff or EquipmentStaff or Equipment When the Printer Reaches his Usage When the Printer Reaches his Usage

Threshold for Material, Help Them Explore Threshold for Material, Help Them Explore the Option of Going In-Housethe Option of Going In-House

Above All, Consult Your Tradeshop Before Above All, Consult Your Tradeshop Before Going In HouseGoing In House

Thank You!

www.trinitygraphic.com

www.weareflexo.com

And Keep Building Those Reefs,They’re great Places to Fish!