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Nordic Long Perfector Club – 2004 Sept 2004
Ward Parsons
Product Manager – Prinect & Workflow
Heidelberg Nordic
The Networked Print Shop

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Agenda
• Manufacturing models for Print
• Prinect - what is it and how it can help you
• How Prinect and the correct manufacturing model
can lead to improved profitability

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What Sort of Manufacturing Model is right for Print?
• Is it Mass Production?
• Every sheet is the same for that one job
• But every job that comes in is different – be it quality,
quantity or content
• Is it Custom (or craft) Production?
• Every job and each customer’s requirements are unique
• But capital and running costs too high not to pursue
efficiencies from mass production
• Should you care?

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Sound familiar?
• Over capacity
• Reduced profits
• Industry consolidation in progress
• Smaller runs-lengths
• Intense competition
• Demand influenced by business cycles, the general
economy and fashion
• High capital requirements
• Demanding, knowledgeable customers
From Economist 20040904

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Consider the following Manufacturing Model:
Mass Customization
Definition: The objective of mass customization is “to deliver
goods and services that meet individual customers’ needs with
near mass production efficiency”.
Print is a combination of manufacturing models - like the Auto
Industry - BMW, Saab, Volkswagen, Ford and others
Mass customization is intended to support both low production
cost through standardization and high competitive
differentiation through customization.

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6 Key concepts for Mass Customization in Printing
1. Understand Your Customers Needs
2. Create the Right Amount of Production Streams
3. Develop a Modular Production System
4. Provide easy access to all Information
5. Deepen Your Relationship with Your Customer
6. Create Customer Loyalty

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How Heidelberg can help you –
using Prinect Workflow products
• Prinect integrates and optimizes the workflows – from
management to production and from prepress to finishing.
• Tactical and strategic applications for Prepress, Press and
PostPress
• Three main strategic applications (Solutions) for Prinect
• integrating production and print shop management,
• enhancing productivity, and
• ensuring true-color production.

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Postpress
Prinect Management Solutions
Who, when and how much
Preprint Press
Management
• From estimating to post calculations based on production data
• Production control and management
• Integration of MIS (Management Info System) to production
• Prinect products include MIS and Production Control applications
Goal – Transparency and cost accounting

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Prinect Production Solutions
Presetting and more
Preprint Press
Management
• Highly automated production process – fast, accurate throughput
• Presetting of printing and finishing equipment based on content data
• Prinect products include workflow products in all areas
Goal – speed throughput and reduce make-ready times/materials
Postpress

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Postpress
Prinect Color Solutions
Color quality and accuracy
Preprint Press
Management
• An accurate match between proof and print
• Fast and consistent make-ready times
• Prinect products include workflow and color specific applications
Goal - Closed loop color workflow supported by measurements
and reports

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6 Key concepts for Mass Customization in Printing
1. Understand Your Customers Needs
2. Create the Right Amount of Production Streams
3. Develop a Modular Production System
4. Provide easy access to all Information
5. Deepen Your Relationship with Your Customer
6. Create Customer Loyalty

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Understand Your Customers Needs
• Understand why your customer are buying print – in general and by
job
• Decide on the right number of production streams for your customers
• This allows you to start standardizing based on your customers
requirements
For example – Color Standards
1. Critical color production path – color quality is top criteria
2. Pleasing color production path – balance color and price
3. Base production path – price is top criteria
Remember – “Quality” is meeting Customer’s expectations
– Dr. W. Edward Deemings

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6 Key concepts for Mass Customization in Printing
1. Understand Your Customers Needs
2. Create the Right Amount of Production Streams
3. Develop a Modular Production System
4. Provide easy access to all Information
5. Deepen Your Relationship with Your Customer
6. Create Customer Loyalty

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Create the Right Amount of Production Streams
• Translate your customer’s needs into your production streams
• Reduce the number of production streams as much as
possible to simplify choices and reduce complexity
• Mass customization works best when you can standardize
production – but not the final product!
Consider
1. 175 lpi EuroScale standards
2. 200 lpi at Dmaxx
3. FM screening
4. Varnishes
5. Hexachrome

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6 Key concepts for Mass Customization in Printing
1. Understand Your Customers Needs
2. Create the Right Amount of Production Streams
3. Develop a Modular Production System
4. Provide easy access to all Information
5. Deepen Your Relationship with Your Customer
6. Create Customer Loyalty

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Develop a Modular Production System
• Customize what’s visible – standardize what’s invisible
• Standardize on limited printing characteristics that allow you
to provide the most visible customization from your
customer’s perspective
• Test and integrate into the production workflow.
• Consider Designed for Manufacturing
• Sales can offer these pre-tested streams as a custom option to
the print buyer
Remember – “If you don't measure it, you can't manage it and as a
result you can't improve it. “

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6 Key concepts for Mass Customization in Printing
1. Understand Your Customers Needs
2. Create the Right Amount of Production Streams
3. Develop a Modular Production System
4. Provide easy access to all Information
5. Deepen Your Relationship with Your Customer
6. Create Customer Loyalty

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Provide easy access to all Information
• Provide access to relevant information about customer orders and
the individual steps of production.
• Allows staff to contribute to fulfilling your customer demands
• Ensure every employee that interacts with customers’ works with the
same information
• Database as much information about jobs as possible.
• Goal: Only make new mistakes.
Remember – “Profits are not what the printer is able to make – they are what
the printer manages not to lose.”

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6 Key concepts for Mass Customization in Printing
1. Understand Your Customers Needs
2. Create the Right Amount of Production Streams
3. Develop a Modular Production System
4. Provide easy access to all Information
5. Deepen Your Relationship with Your Customer
6. Create Customer Loyalty

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Deepen Your Relationship with Your Customer
• Know your customer through what they buy
• Relationships are a key to success and relationships depend
on intimate knowledge
• Workflows and presswork can be tailored each print customer
and print product.
• Above leads to more accurate quotations, helps you determine
the right investments and suggest new service opportunities.
• Database as much information as possible

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6 Key concepts for Mass Customization in Printing
1. Understand Your Customers Needs
2. Create the Right Amount of Production Streams
3. Develop a Modular Production System
4. Provide easy access to all Information
5. Deepen Your Relationship with Your Customer
6. Create Customer Loyalty

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Create Customer Loyalty
• It is loyalty that makes it hard for customers to leave
• Your dealings with customers should reflect your quality goals
• Make dealing with your organization easy
• Loyalty is a by-product of successful mass customization

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Prinect Workflow – wrap-up
• Prinect integrates and optimizes the workflows – from
management to production and from prepress to finishing.
• Three main strategic Solutions from Prinect –
• Management Solutions - integrating production and print shop
management
• Production Solutions – by enhancing productivity, and
• Color Solutions - ensuring true-color production
• Ask your salesman for a more in-depth, specific presentation
on how Heidelberg can help with your needs and your goals

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References and how to find out more
Links:
• www.Heidelberg.com
• www.mass-customization.de/index_english.htm
• www.economist.com
Citations:
• The Economist