1 / 48

ML-3312/3712 Series Sales Guide ( NorthAmerica )

ML-3312/3712 Series Sales Guide ( NorthAmerica ). Rev 1.1 B2B Biz Group Samsung IT Solutions Business Dec. 2010. Contents. Market Assessment Marketing Mix. I. Market Assessment. Market Trend Competitor Analysis Customer Analysis. Market Trend . WW Mono LBP Seg 3 market Trend

isanne
Télécharger la présentation

ML-3312/3712 Series Sales Guide ( NorthAmerica )

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. ML-3312/3712 Series Sales Guide (NorthAmerica) Rev 1.1 B2B Biz Group Samsung IT Solutions Business Dec. 2010

  2. Contents Market Assessment Marketing Mix

  3. I Market Assessment • Market Trend • Competitor Analysis • Customer Analysis

  4. Market Trend • WW Mono LBP Seg 3 market Trend - Number of Units : 4,284K in 2011, CAGR 14% - Revenue : Mono LBP Seg3 market size is biggest since 2009. In 2014, MLBP Seg 3&4 market size ($3.2B) is twice bigger than Seg 1&2 ($1.5B). A4 MLBP total MLBP Seg3 Trend (units) MLBP Revenue Trend Seg 3 Seg 2 Seg 4 Seg 1 ※ Source: 2010.2Q IDC Forecast release

  5. Market Analysis – by Region • Dominant 2 Regions : N. America & Europe - 2011 & 2012 : Covering 60% of units & 53% of revenue - Still dominant in 2014 : Covering 52% of units & 47% of revenue [Source: IDC ‘10.Q2]

  6. Competitors Analysis • 1st Tier vendor : HP (2010 H1 WW M/S 55%) - Dominant in MLBP Seg 3 market with hit models in Seg3 such as P2055 series. - Stable & consistent line-up strategy • 2nd Tier vendor : Lexmark (2010 H1 WW M/S 19%) - Rich product line-up and print speed oriented strategy.  Price competitive in Workgroup Laser segment. by model [Source: IDC ‘10.Q2]

  7. Customer Analysis – Segmentation & Targeting ■ 1st Target: Small & Medium Biz W/G (44% of Market)■ 2nd Target: Small Office & Home Office (25% of Market) W/G MS Trend • Samsung largely depends on Tender business (71%) : Gvmt & Edu, Large & Very Large biz •  Need to expand addressable market to SMB run-rate [Source: IDC ‘10.Q1] [Source: Samsung Internal data]

  8. Customer Analysis – KBF Rating and Unmet Needs What our customers need in printing Key Findings ‘Freq. of Breakdown’ ranks most important of all KBF’s and has a significant unmet need. ‘Time to Repair’, the other KBF associated with the Reliability VP, also ranks highly and has unmet needs (much of this unmet need is being driven by Italy and China). ‘Ease of Use’ and ‘Ease of Troubleshooting’, both related to the Simplicity VP, have a significant unmet need. ‘Supplies Cost’ has the highest degree of unmet need for all KBF’s. Also under the Economy VP, ‘Hardware Cost’ is a relatively satisfied KBF. The Performance related KBF’s, ‘Print Quality’ & ‘Print Speed’, are adjacently ranked in importance but only Quality has significant unmet need. 1 1 2 3 “Less Trouble” 4 “Ease of Troubleshooting” 2 “Ease of Use” 3 “Cost Saving” 4 Importance Rating Satisfaction Rating “Print Speed” ‘Value Proposition and Solution Offering’, 2008. Surveyed on SMB customers in 5 major vertical industries

  9. Customer Analysis - Target Customer Profile • Target Customer • - Small office/Home office user who prints less than 1,500 pages a month • - A Corporation that has multiple shops/offices nationwide • : Travel Agency, Bank, Hotel, Government Office Small office/Home office Travel Agency Bank Teller Hotel Reception Printing General Office Documents Travel Itinerary Information on destination Application Form Invoice, Receipt Usage

  10. II Marketing Mix • Product Concept • Unique Sales Point (USP) • Detailed Product Features • Line-up Replacement • Product Configuration • Solution Features • Pricing Policy • Channel Strategy • IMC Strategy • Spec Comparison

  11. Product Concept Hassle-free and Economic Desktop Laser Printer Concept Work group users of 1~9 persons (AMPV 800 ~ 1,500) Target KEY Value Propositions • Trouble-Free • Economical • Productive • Versatile Solution ML-3312 / 3712 series 33ppm / 37ppm (Letter)

  12. 10 11 3 1 2 5 4 9 8 7 12 6 Key Features – Enhancement from predecessor Performance Paper Handling Connectivity Faster N/W Speed (For 3712ND, 3712DW) : 10/100 Lan Gigabit Lan Heavier Media handling CST 16-24b  16-43lb MP16-43lb  16-58lb Dup.20-24lb  16-32lb Faster Print Speed : 30/35ppm  33/37ppm ML-3312/3712 Series 33 / 37ppm Parallel Supporting : By Option Increased SCF Capacity : 250 sh.  520 sh. Faster Process Speed (For 37ppm) : 600MHz Dual Core CPU : 64MB  128MB memory Improved Jam Rate : 1/2K  1/10K (Std paper) Built-in Wireless (ML-3712DW) Eco-friendly Easiness ML-2850 Series 30ppm ML-3470 Series 35ppm Easy UI 2Line LCD + Navigation keys WPS Easy Wireless set-up Low Noise 52dB Eco mode Button Paper & Toner Save

  13. Product Configuration

  14. Unique Sales Points (USP) 3710 series only 3310/3710 series • Extra high yield toner (10K) • Low CPP • Fewer replacement ECO mode & Result Simulator Compact & Discreet Economical • Easy to Use • 2line LCD & Navigation Key • Various Software apps to manage • Highly Reliable • Max 80,000 prints per month Hassle-free WPS supported (Wireless model only) • Easy to Maintain • Anti-Jam Technology • Effective Job Handling • Fast print speed with big size document • from 600MHz Dual Core CPU & 1G N/W • Effective Paper Handling • Various media support Productive • Fleet Management & MPS • SyncThru-Admin/ CounThru • Secure Printing • Out-Of-Box Pull Printing (Pin code) Versatile Solutions

  15. Target Customer – Positioning by model ■ SMB & Small Office  Increase run-rate via local resellers ■ Government & Large Biz  Develop tender opportunity ML-3710ND ML-3310ND ML-3710DW ML-3710D ML-3310D

  16. Target Customer – Vertical Market • Focus on 4 major verticals & existing customer base • Finance, Education, Healthcare, Government Customer Database

  17. Detailed Product Features Economical • Simple ECO mode & Result Simulator • One touch ECO button : Environmentally Friendly : Once the button turn on, the device behaves default ECO setting • (Duplex, 2-up, Toner Save) • Result simulator - shows the results of reduced emission of carbon dioxide, used electricity, and the amount • of saved paper in accordance with the settings you selected. [ Result Simulation in print driver – ECO tab ]

  18. Economical Detailed Product Features • Compact Size : Smallest in its class • Save desk space – Taking up least space among competing models • Doesn’t need to be placed under the desk/ Doesn’t require extra table • Maximum 20% smaller than competitor

  19. Economical Detailed Product Features • Extra high yield toner for ML-3712 Series • Print large documents and publications easily and economically with the extra high yield toner cartridges. These cartridges, which print up to 10,000 pages, provide a lower cost per page and require fewer replacements

  20. Detailed Product Features Hassle-Free • Significantly reduced paper jam by adopting semi-retard roller • Paper handling reliability with semi-retard roller technology • : previous models and competitor models in this class use friction pad instead of retard roller to reduce material cost. Retard roller prevents miss-feeding or unwanted multiple paper feeding from cassette tray by providing backward frictional force during pick-up process. Retard roller Friction pad * Test Environment MM: Medium temperature, Medium humidity LL: Low temperature, Low humidity HH: High temperature, High Humidity

  21. Detailed Product Features Hassle-Free • Reliable quality until machine life : 80,000 pages Max. Duty Cycle • Internal benchmark test shows machine reliability

  22. Detailed Product Features Hassle-Free • Easy Print Manager • Windows-based application that combines Samsung machine settings into one location • Combines device settings as well as printing environments, settings/actions

  23. Detailed Product Features Hassle-Free • SyncThru Web Service Improved printer device management service based on web user interface • Check the supplies information and status. • Customize machine settings. • Set the email notification option. When you set this option, the machine status (toner cartridge shortage or machine error) will be sent to a certain person's email automatically. • Configure the network parameters necessary for the machine to connect to various network environments.

  24. Detailed Product Features Hassle-Free • Universal Print Driver - 1 Eliminate redundant installations The Samsung Universal Print Driver enables you to print to any Samsung device without having to install a driver for every networked printer. It is also compatible with any printer or multi-function printer (MFP) that utilizes PCL6 or PostScript languages, meaning a wide range of devices from different manufacturers can be accessed on the single driver. Search available printers and check their status With the Samsung Universal Print Driver’s intelligent discovery functionality, compatible devices on the network can be searched for automatically, as well as added manually; reducing the time required to install and maintain devices on the network and associated costs. Furthermore, you can create lists of most frequently used printers and check their status at a glance, saving time by only sending documents to printers that are currently available. Save your time and effort By providing you with a consistent printing experience, the Samsung Universal Print Driver reduces calls to the IT helpdesk. This enables organizations to conserve IT resources and manage the costs associated with ongoing support of the printing environment.

  25. Hassle-Free Detailed Product Features • Universal Print Driver - 2

  26. Detailed Product Features Hassle-Free • WPS (Wi-Fi Protected Setup) Support • One-click Wi-Fi connection setup through WPS button on OP Panel • (ML-3712DW only) Wi-Fi Protected Setup™ is an optional certification program from the Wi-Fi Alliance that is designed to ease the task of setting up and configuring security on wireless local area networks. Introduced by the Wi-Fi Alliance in early 2007, the program provides an industry-wide set of network setup solutions for homes and small office (SOHO) environments.

  27. Detailed Product Features Productive • Heavier media handling • - Supports various type of papers according to • Main tray & Optional Tray • : supports up to 163gsm • MP Tray • : supports up to 220gsm

  28. Detailed Product Features Productive • Enhanced throughput • 600MHz Dual-core CPU & Gigabit N/W enable fast printing job handling especially with big size document. (ML-3712 Series only) * Internal Benchmark Test : Tested by Samsung (14/10/10 Report by Quality Assurance Group) 600MHz Dual-core processor with Samsung’s state-of-the-art System-On-Chip Technology enables powerful performance within small size of machine 1Gbit LAN support by default Enables large size of documents from multiple users to be transmitted and processed fast.

  29. Productive Detailed Product Features • Expandability • Support various options according to various business environment

  30. Solution Features Versatile Solutions • Compatible with Samsung in-house solutions - Ready with powerful solution tools for fleet management & MPS (Downloadable from Samsung web site) Samsung Printing Solutions Solution Category SyncThru™ DeviceManagement SyncThru™ CounThru™ Billing & Job Accounting CounThru™ SecuThru™ SecuThru™ (Under Development) Security

  31. Versatile Solutions Solution Features (out of box) • Provide Private-Printing with pin code (ML-3712ND/DW only)- No additional cost for secure printing  Secured job released with 4 digit password • - No HDD required (RAM-DISK is used for the feature.) • Barcode Printing - Embedded Barcode Font : No physical font card required to use barcode font.

  32. Line-up Replacement • Plover, Plover-P, Cygnus  Magpie ML-3712DW [Mar 2011] 37 Wireless (WPS) ML-3712ND [Jan 2011] 37 Gigabit Network SWS 2.0 Memory + Gigabit LAN ML-3712D [Jan 2011] 37 ML-3471ND + Upgraded Processor 400MHz → 600MHz Dual core 33 [’07.09] 2-line LCD Navigation key 50sheets MPF Network SWS 2.0 Memory Network SWS 1.x ML-3312ND[Jan 2011] 33 ML-3470D 33 Seg3 [’07.09] Not Introduced inN.America 33 ML-3310D [Jan 2011] ML-2855ND 28 • Faster Speed • 30/35ppm → 33/37ppm • Eco mode button (Duplex/N-up/Toner save) • Paper & Toner save • Heavier media handling • Cassette 60-90gsm → 60-163gsm • MP 60-163gsm → 60-220gsm • Duplex 75-90gsm → 60-120gsm • Improved jam rate • 1/2K → 1/10K (Standard paper) • Increased SCF capacity • 250 sheets → 520 sheets Seg2 2-line LCD Navigation key 50sheets MPF Memory [’08.12] ML-2851ND 28 [’07.11] Network SWS 1.x Common Enhancement ML-2850D 28 [’07.11] ※ RTS date could vary according to each country due to regulatory schedule. ※ Speed is based on A4 sized paper.

  33. Product Configuration Not Introduced In N.America 33

  34. Description for Toner Cartridge Yield Average Continuous Black Cartridge Yield : X,XXX ** standard pages ** Declared yield value in accordance with ISO/IEC 19752 Consumables (Magpie / Rainier) Yield • MLT-D205S (Standard Yield Toner) : Average 2,000Standard pages @ ISO/IEC 19752 • MLT-D205L (High Yield Toner) : Average 5,000 Standard pages @ ISO/IEC 19752 • MLT-D205E (Extra High Yield Toner) : Average 10,000 Standard pages @ ISO/IEC 19752 • Initial Toner : Average 2,000 Standard pages @ ISO/IEC 19752 for 31 ppm models • (ML-3312ND, SCX-4835FR] • Average 5,000 Standard pages @ ISO/IEC 19752 for 35 ppm models • [ML-3710D/ML-3710ND/ML-3710DW, SCX-5637FR/SCX-5737FW] Code • MLT-D205S/L/E (Toner) ELS (Europe), XAA (Americas), XAR [US], XAX (Mexico), XIL [China], XIP (India), TED [Taiwan], SEE (ROW), [KOR] Compatible • ML-3312ND, SCX-4835FR (MLT-D205S/L) • ML-3712D/ML-3712ND/ML-3712DW, SCX-5639FR/SCX-5739FW (MLT-D205S/L/E)

  35. Maintenance Parts • Maintenance parts are replaced at specific intervals to avoid print • quality and paper feed problems resulting from worn parts. * It will be affected by the operating system used, computing performance, application software, connecting method, media type, media size and job complexity.

  36. IMC Strategy – Framework • Umbrella theme: “Simplify Your Business” • Brand-new MLBP to simplify your business • Key Message • Productivity on the desk • (Economical + Productive) Benefit Statement • ForITDM • Compact size • Heavier Media Handling • ECO mode • Fast Print Speed (Dual Core CPU) • Gigabit network with secure printing ready • High yield consumables (up to 10K) • Reason To • Believe • Reliable and Easy to maintain Benefit Statement • For Dealer • Anti-Jam Technology (Semi-retard roller) • Reliability awarded by BLI • Easy & useful solutions (SWS 2.0 etc) • One touch Wi-Fi Setup (WPS) • Reason To • Believe

  37. End of Document

  38. Spec Comparison (ML-3712ND) • Total 18 , Better 7/ Equal 10/ Poor 1 (vs Lexmark E360)

  39. Spec Comparison (ML-3312ND) • Total 18 , Better 6/ Equal 9/ Poor 3 (vs Lexmark E260)

  40. Regulatory Information

  41. Regulatory Information

  42. Regulatory Information

  43. Regulatory Information

  44. Regulatory Information

  45. Regulatory Information

  46. Regulatory Information

  47. Regulatory Information

  48. Regulatory Information

More Related