march 2004 2004 flexographic pre press platemakers association annual convention bill ceperich...
TRANSCRIPT
March 2004
2004 Flexographic Pre Press Platemakers Association Annual
Convention
Bill Ceperich
Pitman CompanySr. Vice President
Packaging Division
March 2004
Facilities Management
What is it?
Do I have it?
What Do I Do To Cure It?
Why Do I Want It?
March 2004
FM ‘s Used in Many Industries
Blood Dump for Doctors
Food Services – Office Cafeteria
Consultancy Services – Human Resources, Book-Keeping, Payroll, Etc.
March 2004
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
March 2004
Define the Term “Facilities Management”1. Facilities Management is the prepress supplier
having some production equipment and some full time personnel at the customer site.
2. Facilities Management is providing some equipment at the customer site without full-time on-site personnel.
3. 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.
4. All of the above.
March 2004
Facilities Management Allows
• Close Loops
• Lower Costs
• Reduce Labor
• Shorten Cycle Times
March 2004
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
March 2004
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.
March 2004
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.
March 2004
• 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.
March 2004
Issues & Considerations For Successful Facilities Management
1. Overall Volume:
2. Consistency of Volume:
3. Pricing:
4. Additional Work:
5. Overtime:
6. Contract Review/Renegotiation:
7. Contract Buy Out:
March 2004
Issues & Considerations (cont’d)
8. Physical Space:
9. Support Equipment:
10. Insurance:
11. Local Labor Laws or Union Rulings:
12. Government Compliance:
13. Management Systems:
14. Equipment:
March 2004
Issues & Considerations (cont’d)
15. Customer Data:
16. Job Tracking/Trafficking:
17. Production:
18. Exclusivity:
19. Job Costing/Auditing:
20. Is It Profitable:
March 2004
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
March 2004
Pricing: Six Simple Steps To SuccessStep 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.
March 2004
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.
Pricing to Succeed.
March 2004
Step 6: Review pricing every six – twelve months and adjust accordingly. Make sure you build the review process into the base contract.
Pricing to Succeed.
March 2004
Start UP
Problem Solving
Streamline Production Process
Eliminate Waste
Focus On Customer Service
Restimulate Prepress Staff
Renew Customer CommitmentAn
Infi
nit e
Cyc
le
A Facilities Management Life Cycle
March 2004
FM can be valuable tool for your future.
– Increase Profits
– Customer Retention
– Increase Volume
– Market Expansion
March 2004
How Do We Maintain OurPrePress Business?
• One Answer = FM
• Another = Find More Customers
• Another = Do Nothing
March 2004
Innovate or Die
It’s Just That Simple!!!