new revenue opportunities with secure printing...

© 2011 WhatTheyThink

New Revenue Opportunities With Secure Printing

Applications

© 2011 WhatTheyThink 2

Topics

 Welcome and Logistics  Introducing Our Speakers  The Problem of Counterfeiting  Applications  Getting Started  Selling Secure Solutions  Thoughts and Opportunities


Our Speakers


Our Speakers

 Doug Yeager, Chief Operating Officer, Alcom Printing

 Ernest Chaplin, Business Development and Marketing for Clondalkin Pharma & Healthcare

 Patrick White, CEO and Director, Document Security Systems (DSS)

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Alcom Overview

 Over 65 years of excellence in service  Leading provider of integrated solutions

 Print, direct mail marketing, business development

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Alcom Overview

 Client Offerings - include print and tech-based products/services  Variable digital print  Web2Print Storefronts  Integrated marketing campaigns  eMail and Social Media Marketing  Large-format – full-color commercial applications  Cold-set Web Offset printing (high volume)

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Contact Info: Doug Yeager, 215-513-1600 www.alcomprinting.com

Alcom

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Clondalkin Group

September 2011

Clondalkin Pharma & Healthcare Capabilities

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Clondalkin Pharma & Healthcare Serving The Pharmaceutical and Healthcare Packaging Market

  We are the #1 producer of secondary packaging in the pharmaceutical and healthcare market

  We are the largest investor in pharmaceutical and healthcare secondary packaging segment. In the last four years, nearly $300 million was invested in North America and Europe.

  We are uniquely equipped to service the pharmaceutical and healthcare packaging market requirements focused on producing high value added and complex packaging components which utilize our extensive technology competencies to meet stringent compliance standards

  We operate dedicated pharmaceutical production plants throughout the United States, Ireland and Spain. We also operate several more pharmaceutical accredited plants in Great Britain, the Netherlands and Poland.

Literature/Inserts Manufacturing

•  Roll & Sheet-Fed Printing

•  Information for Patients

•  Medication Guides

•  Physician/Patient Information Integration

•  Over 120 Folders / 24 folders dedicated to large format folding

•  Multi-stack/piggy back inserts

•  Producing inserts up to 28” x 40” with 156 panels

•  High speed web offset printing

•  Wafer-Sealing

Label Manufacturing

•  Flexographic Printing - Water-based - UV

•  UV Letterpress Printing •  Digital Printing

•  12-color capability •  Multi-Layered Labels •  In-line cold foil application of holograms

•  Specialty Products •  Extended Information Labels •  PharmaSling® Labels •  Brand Shield™ Products

- security capabilities - color shifting foils & inks

Folding Cartons Manufacturing

•  Over 20 Sheet-fed, Offset presses -up to 7 Colors Plus Coating

•  Perfecting Capabilities

•  2 Flexo Presses with In-Line Die Cutting

•  Info-Sert™ 2.0

•  Source Tagging

•  Designing & Prototypes

•  Variable In-Line Ink Jet Printing

•  Embossing

•  Foil Stamping

•  Security features


NYSE Amex:DSS


Who we are

  Formed August 2002 (10 Months after 9/11/01) – Copying and Scanning Prevention Patents

  Rochester, New York

  Today - 3 Manufacturing facilities/1 Cloud Computing Firm – 100 Employees

  Global Client Base (USA, Thailand, Mexico, Africa, Europe, Australia, South America)

  Clients – Governments and Fortune 500 Companies

  Publicly traded “NYSE/AMEX:DSS”

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  Active Member of US Secret Service’s Document Security Alliance (DSA)

  Revenues increased Every Year. 48% 8 Year Average Growth Rate

  DSS Selected by Deloitte as a “Fast 500” Technology Company (Fastest Growing Tech Companies in the USA 2007, 2008, 2009, 2010, & 2011)

  2010 - MDB Capital Rated DSS Patent Portfolio in “Top Tier” of Valuation

Credentials

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Patented Security Printing Technology Suite

30 Total Technologies

34 Patents

37 Patents pending

Continuous R&D of new technologies and enhancements

Worldwide customer support

AuthentiGuard ® !

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DSS Security Printing Division

•  Facilities: Rochester (Western New York)

•  2007 - Kamori LS40 6 Color + Coater Sheet Fed Press

•  2 Digital Presses – Secure VARIABLE PRINTING

•  Large Format Poster Presses

•  Full Bindery

•  Security ID Access, CCTV Camera Controlled

•  Secure Storage Room

• GPS Pallet Tracking

MAJOR CLIENTS:"Pfizer, Proctor and Gamble, !Lorillard, Quaker, Pepsi, Boeing !

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Offshore printers and domestic document mills are producing counterfeit documents

False IDs Passports Government protection Visas Diplomas Transcripts Drivers licenses ID cards

Fraudulent vital records

Organized crime is perpetuating brand theft

Counterfeit packaging in third world countries Product Diversion

“Back Door” production runs Reduced brand trust

Economic and Non-Economic Costs are High 8-10% of Global GNP is counterfeit goods* $750 Billion globally · $250 Billion in US

Lost sales · Liability suits · Loss of lives · Government Mandates Everything is being counterfeited: Toothpaste, Coupons, Library Cards, Text books

* U.S. Chamber of Commerce ** Department of Treasury

Proliferation of high quality desktop publishing tools increases ease of creating counterfeit documents Unskilled counterfeiters are counterfeiting a larger variety of items worldwide at the push of a button.

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Statistics*

  1995 – 1%   2002 – 40%   2005 – 54%   2009 – 69%

  2010 82% of all counterfeits are due to digital imaging

– desktop scanners & color copiers

DSS Technologies deter counterfeiting on desktop scanners and copiers.

*According to the U.S. Secret Service

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Round Table Discussion


Secure Printing Applications

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High security, in-lab test (DNA)

Field detection with specialized detectors (Taggant and reader)

Field detection with simple tools (Fluorescent ink – UV flashlight)

Field detection no tools (Hologram)



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Case Story – Pro Football Team Athlete Autograph Session Admissions •  Business objective:

– Reduce/eliminate counterfeit tickets being duplicated on any color desktop printer

– Prevent loss of revenue. •  Current Situation:

– Conduct Training Camp - Athlete Autograph Sessions with participation from avid fans, no validation of authenticity of admission tickets (training camp sessions)

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.

Case Story – Pro Football Team Athlete Autograph Session Admissions •  Alcom Solution:

– Deploy Red Fluorescing Clear Dry Inks to print latent, repeating logo (nearly invisible, normal viewing), resulting in 100% non-counterfeit ticket admissions.

– Ink fluoresces red under UV light source, allowing gate attendant to validate authentic tickets with an inexpensive key-fob flashlight, counterfeit ticket holders were turned away



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Getting Started

 What are the basic technologies required to get into secure printing applications?

 Are there different staff skill sets required?  What about facility requirements (i.e. levels of

secure facilities)  How do these vary by vertical market?

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Selling Secure Solutions

 Who, by title and vertical, cares most about secure printing solutions?

 How do you approach customers to build an ongoing relationship and engage in solution selling?

 What is your best source for sales people?  What is the profile of the ideal sales person?  What kind of technical support is required?

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Thoughts & Opportunities

 What do you see as emerging opportunities in secure printing?  New technologies  New applications

 What words of advice do you have for commercial or digital printers that may want to enter this market?  Upsides, downsides?

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Questions?

new revenue opportunities with secure printing...

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