>>Managed Print Services: Impact on the U.S. & European Supplies Market

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1 >>Managed Print Services: Impact on the U.S. & European Supplies Market Office Technology & Services >> Provide actionable recommendations to take advantage of the MPS supplies opportunity >> Provide actionable ideas to mitigate the negative impacts on supplies from MPS >> Measure the overall impact on print volume and supplies > Toner, Ink, Paper >> Understand the impact on OEM vs. aftermarket supplies >> Predict the impact on changing channel dynamics A Multi-Client Study

2 M P S S u p p l i e s : U. S. & E u r o p e M P S c o n s i s t s o f p r o f e s s i o n a l s e r v i c e s t h a t m a y i n v o l v e a n y c o m b i n a t i o n o f m o n i t o r i n g, c o n s o l i d a t i n g, c o n t r o l l i n g, a n d o p t i m i z i n g t h e p r i n t i n g a n d i m a g i n g i n f r a s t r u c t u r e o f a b u s i n e s s. M P S w i l l c o n t r o l 2 8 % o f t h e U S o f f i c e e n v i r o n m e n t p r i n t v o l u m e a n d 2 2 % o f t h e W e s t e r n E u r o p e a n o f f i c e e n v i r o n m e n t b y T h i s g r o w t h r e q u i r e s t h a t M P S a n d i t s i m p a c t o n s u p p l i e s b e u n d e r s t o o d a n d a c t e d u p o n. >>Introduction Managed Print Services (MPS) are becoming increasingly popular among companies of all sizes as a way to better manage print and save money. On average, MPS offers customers 20%- 30% savings on printing costs. This growth is causing disruption in the supplies environment. MPS means: >> Less print in the workflow >> More duplexing of pages >> Lower cost per page through the: > Migration to more cost-effective devices > Cost pressure on supplies > Incentives to use third- party or aftermarket supplies InfoTrends anticipates that MPS will >> Shifting opportunities for supplies channel participation achieve across-the-board growth of 22% over the next five years. This growth will extend through three tiers (Supplies & Break/Fix, Print Management, and Advanced Services), four categories (Hardware, Supplies, Solutions, and Services), and five channels (OEM Nevertheless, the full impact from MPS on the supplies market is not yet fully understood. How much and where will MPS reduce the overall volume of print in the office environment? How will MPS change the dynamic between OEM and aftermarket suppliers? How will MPS shift print volume between classes of devices? How will MPS impact distribution channels? Direct, OE Dealer, IT Reseller, Facilities Management/Professional Services, and Supplies). One thing is for sure, this growth requires that MPS and its impact on supplies be understood and acted upon.

3 >>Who Should Subscribe? >> Equipment OEMs >> Independent Supplies Vendors >> Supplies Distributors and Large Resellers >> MPS Providers >> Paper Mills >>Project Objectives This study takes an in-depth look at the impact of MPS on the supplies market. It addresses the following key questions and provides actionable recommendations to clients on how to take advantage of these trends and how to avoid or mitigate negative impacts. Measure the overall impact on print volume, paper use, and associated supplies consumption, including the increased duplex printing and the double impact on paper >> Company size >> Monochrome vs. color supplies >> Impact on paper, toner/cartridges, and inkjet ink Understand and forecast any shift to non- OEM consumables and that impact on overall aftermarket and OEM share >> Magnitude of third- party usage change >> Drivers and reason for shift as well as user perceptions >> Types of machines impacted >> Brands impacted Identify the disruption of current distribution channel dynamics >> How are supplies delivered in an MPS engagement ( paper and consumables)? >> How do MPS providers partner with consumables and or paper suppliers? >> How does a supplies vendor plug into an emerging MPS channel? >> What do users prefer? Identify how and why supplies decisions are made under a MPS engagement >> How important is cost alone? >> How are productivity and quality measured and weighed in the decision? >> How are convenience and time savings accounted for? >> How does a vendor ensure its supplies are chosen? >>Market Research This study used a combination of primary and secondary research to determine the market opportunities and threats for the supplies market, given the increased adoption of MPS by companies of all sizes. The research includes the U.S. and Western Europe (i.e., U.K., France, and Germany). Desk Research InfoTrends has conducted extensive research in the office document market space. Relevant research reports and forecasts were leveraged as part of this study. We also thoroughly

4 examined existing market information from a variety of sources, including government and industry association data and published reports. P r i m a r y R e s e a rc h Structured survey with end-users in the United States & Wester n Europe ( approximately 300 per region) InfoTrends conducted structured interviews with endusers from small (50-99 employees), medium ( employees), and large companies (1, employees). The target audience was located in the U.S., U.K., Germany, and France, with approximately 300 respondents from the U.S. and 100 respondents coming from each European country. The surveys are critical in determining the drivers and influencers for engaging in, as well as the overall perception of, managed print services. We targeted companies that are currently evaluating MPS as well as customers that are currently using MPS services. These survey results are critical in understanding the customer experience and pain points. Structured survey with MPS providers (approximately 150 per region) InfoTrends deployed structured interviews with providers of MPS services. The surveys are vital to evaluating the role the channel plays in offering managed services. The surveys uncovered the types of services currently being offered, the price points of those services, as well as future plans and directions. Personal interviews with qualified endusers (approximately 10 per region) InfoTrends conducted in-depth interviews with qualified end-users that are currently using managed print services. The interviews provided subscribers with a detailed understanding of the user experience. Personal interviews with MPS providers, supplies channels, and third-party supplies vendors (approximately 15 per region) InfoTrends conducted in-depth interviews with OEM and channel participants currently offering professional services and their suppliers, both resellers and manufactures. These interviews were critical in understanding the providers perspective and how OEMs, dealers, and IT resellers incorporate supplies into their professional services. >>Analysis & Project Deliverables Infotrends conducted an extensive analysis of the desk research, personal interviews, and surveys to develop a comprehensive understanding of the opportunities and threats presented by managed print services. Subscribers will receive a combination of reports; presentation materials; and data for senior management, product managers and planners, as well as sales and marketing executives. These materials will include: >> Executive summary with key findings and actionable recommendations >> PowerPoint style document with bullets, charts, and actionable recommendations >> Market forecast

5 > Measure and forecast changes in print volume by organization size (vertical if possible) to re-use any non-proprietary information as part of its ongoing analysis of the office automation and printing and publishing industries. > Measure and forecast impact on monochrome versus color printing > Measure and forecast MPS-caused change in supplies consumption and revenue < Toner, Ink, Paper > Measure and forecast impact on distribution channels Timely Delivery InfoTrends will take all reasonable steps to ensure that the time scales called for by the proposed study are met in accordance with the agreed-upon schedule, but no liability can be accepted for the consequences of delays, howsoever caused. >> Data tabulations >>Terms & Conditions Liability for Advice Although reasonable efforts will be made by InfoTrends to ensure the completeness and accuracy of the information contained in written and oral reports in connection with the proposed study, no Terms Clients may have other business units co-fund the study, review the questionnaires, and receive a copy of the report at no additional charge. InfoTrends invoices the first half of the fee upon initiation of the contract and the second half upon delivery of the report. liability can be accepted by InfoTrends for the results of any actions taken by the client in connection with such information, opinions, or advice. Copyrights InfoTrends retains all copyrights. The reproduction of any materials is prohibited without written consent from InfoTrends. Confidentiality InfoTrends will use its best efforts to ensure that any confidential information obtained about the client and its business during the course of the proposed study is not, unless agreed otherwise in advance, disclosed to any third party without the prior written permission of the client. InfoTrends retains the right

6 >>Authorization Form D o n t m i s s t h e o p p o r t u n i t y t o b e a p a r t o f a r e s e a r c h s t u d y t h a t w i l l d e f i n e w h e r e t h e m a r k e t t r a n s i t i o n i s t o d a y, a s s e s s w h a t i s n e e d e d t o m o v e i t f o r w a r d, a n d i d e n t i f y w h e r e t h e p r o f i t o p p o r t u n i t i e s r e s i d e. >>Subscribe Today! US Europe US & Europe $17, 000 $17, 000 $29, 000 Select one Data Tabulations x x x Written report x x x PowerPoint Presentation x x x Webcast presentation $500 (plus travel expense) Personal presentation $2,500 (plus travel expense) Purchase order number: Signature Name Title Company Address City, State, Zip Country Telephone E- mail the completed form to or fax to

7 InfoTrends is the leading worldwide market research and strategic consulting firm for the digital imaging and document solutions industry. We provide research, analysis, forecasts, and advice to help clients understand market trends, identify opportunities, and develop strategies to grow their businesses. o f f i c e t e c h n o l o g y & s e r v i c e s Headquarters U.S. 97 Libbey Industrial Parkway Weymouth, MA USA Europe 960 Capability Green Luton, Beds LU1 3PE United Kingdom Japan Hiroo Office Building Hiroo Shibuya-ku Tokyo Japan

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