secap™ jet 1 sales training - secap dealer extranetdealer.secap.com/training/1_secap jet 1 sales...

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


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


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.


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


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


Who is buying

1st time into ink-jettingProduction business growthHigh resolution/graphical businessMinimum operator skills environmentProductivity increase requirementsFeeder/media flexibility needs


Target Markets

Mid-Large entitiesPrinters & PublishersDirect Mail HousesIn-Plant Operations

CorporationsEducational institutionsFinancial organizationsGovernment entities


Target customers/prospects

Owners of direct mail businessProduction managerOperations managerDistribution managerInformation Systems / TechnologyMailroom manager


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%


Decision Making Influence

In Plant Manager …………………………….…71%Corporate management ……………….....28.7%Purchasing Management …………………….16%


Mode of Operation

Growth ……………………………….………….60.3%Flat ………………………………..………………21.8%Decline …………………………………………..10.7%


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)


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.

Substrate and Coating Overview


Ink Technology

TIJ – Thermal Ink Jet – HP cartridgesContinuous Ink Jet – ex. DominoDrop on Demand – Piezo electric heads, solvent inks, uv curable


HP Ink Technology

Migration from Drop on Demand to CartridgeSwatchbook with Media SamplesInk OptionsInk Cost Calculator


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


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


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)


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)


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


Ink to Substrate Compatibility


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%


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


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)


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.


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


Jet 1 Optional Components –Feeders (S)

SE 1200IJ friction feeder

Hopper Capacity: 20”vertical (Approx 500 #10 envelopes)Media Ranges:


Uses patented dynamic rotation technology for consistent media separation


Jet 1 Optional Components –Feeders (U)

UltraFeed™ Feeder -High Capacity

Hopper Capacity: Conveyor style, 6’ long (Up to 3,000 #10 envelopes) Media Ranges:


Uses patented dynamic rotation technology for consistent media separation


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


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


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


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


Barcode Verifier

Secap Postnet Verifier™Vision sensore dedicated to evaluation of Postnet codesEasy setup and installationMax read rate – 12,000/hour


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


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


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


Sample of Jet 1 Customers

Mail Barcoding Services of SW FloridaUnicore-Federal PrisonAdvanced Direct Marketing ServicesG3 Direct AdvertisingNational Mail AdvertisingAnd many others…


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


Secap™ Jet 1 Pricing

Please refer to the sheets in your handbook


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


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


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


Operational Training

DemonstrationHands On TrainingPerformance Test


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


Competitive Vendors

Buskro Kirk RudyVideojetMCSRena


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


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


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)


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).


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)


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.


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


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


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


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.


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


Buskro Print heads

Apollo / HPQType: Thermal inkjetInk: HP water based

AtlasType: PiezoInk: Glycol based

EliteType: PiezoInk: Solid waxed based


Buskro Print heads

Atlas UVCType: PiezoInk: Renoir UVC curable ink

SapphireType: PiezoInk: Monet, glycol based

Image unavailable


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)


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


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


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


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”


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


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.


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


Kirk Rudy Mail Tables

W’inkjet TIJ

Rite jet TIJ

Net Jet

Net Jet TIJ

Wave Jet - Solvent


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


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


Other Factors

Mail tables are market reaction (converted labelers)Low dealer marginsService response stretchedLimited number of dealersLimited marketing supportOEM all their print heads


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)


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.)


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.


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.


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.


VideoJet Products

Wide Printmail and wide Array TIJ BX 6300 solvent based heads & controller

G4100 digital imaging system. Shown is control system


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


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


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


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.



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



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


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


MCS Mail Table

MCS 8600 Wide Array Imaging System (TIJ)


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)


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)


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)


Rena XPS Mail Tables

XPS 1000 TIJ XPS 2000 TIJ XPS 3000 TIJ


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


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


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


Sales Tools

Review binderCD with retail pricing, lease calculator, ink cost calculator, sample survey, references, list of benefitsLiteratureMailing ProgramAdvertisingTrade Show Booth/Signs


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.


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?


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?

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