ROI Tool Demo - PostProcess · 2020. 9. 29. · ROI Calc Demo Confidential. Not for Distribution 13. Navigating Data Collection - How many parts per day are you printing? - Just 3,

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ROI Tool DemoPart Deux

Sales Reward Program

- PPTU is offering 6 micro-sessions @ 5 points each

- To earn points you must complete an example ROI

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http://www.postprocess.com/contest/

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PPT Sales Opportunity Stages

POWER

PROVE

BUDGET

INTEGRATION

PAIN Identify customer’s pain point

Speaking with someone with buying power

PPT proven application

Do they have the $$$

Facility and capability to bring in a new solution

competition Be aware of what we may be up against

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Identifying OpportunitiesFDM & PolyJet

Identifying OpportunitiesSLA & DLP

Identifying OpportunitiesSurface Finish

ROI Calculator

Targeted Applications Battlecards

Order Education

POWER

PROVE

BUDGET

INTEGRATION

PAIN

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To understand the most effective way to incorporate the ROI tool into

your sales discussion

Objective

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- Build on ROI Calculator Introduction (PDF)- Who, What, When, How

- When do you have the conversation?- Who do you speak to?- What data are you collecting? - How do you present the ROI?

- Data collection role play with ISP- Recommended questions & navigating responses

(potential roadblocks/dead ends)

Agenda

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Accessing the Tool

Channel Partner Page (group login)

Send an e-mail fbaird@postprocess.com get access

Requires individual login

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When to use the ROI Tool

Before Benchmark

- benefit: enticing to start seeing the

possibilities

- risk: numbers are an estimate

(customer & PPT)

After Benchmark

- Performance Evaluation data and

finished part to reference

- Might have learned something new

during BM process

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Who do you speak to?

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- Review your ISP’s- FDM & Polyjet- Resin removal- Surface finishing

- For data inquiry:- Head of Lab- Technician

- Presenting the results:- Manager/person with buying power - Person most capable to relay the information

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What data do you need?

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From the customer:- Parts per day

- discuss scale up- Production days per week- Print cost per day - Method - Technician attendance per part

- question further, understand what the whole process is- Labor cost ($/hr)

- same value will be used in two sections- Percent damaged

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What data do you need?

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From PostProcess:- Machine- Parts per cycle- Operating time- Technician attendance (per cycle)- Percent damaged

- 0.1% average for proven applications- Machine cost- Daily detergent cost (support removal)

- $10 per day- Daily media cost (surface finish)

- $3 per day ($1/day detergent)

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How do you present the report?

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- Ideally set up a meeting with technician/head of lab and manager (buying power) to review together

- If not available, prepare your to present the report findings- Sending the report without explanation will not

be as impactful- Can be saved in online database (can only be seen

and re-opened by your organization)- Can be ‘Printed’ as PDF

ROI Calc Demo

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Navigating Data Collection

- How many parts per day are you printing?

- Just 3, low volume

- What are your plans to scale? - NOTE: 3 parts might still be enough!

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Navigating Data Collection

- How much technican time are you spending per part?

- 2 minutes

- What does that time include? - machine setup, bulk removal, checking on parts, walking from Engineering office

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Navigating Data Collection

- How much are you spending on labor?

- $15/hr

- Do you foresee being able to maintain low paying, skilled labor

jobs? Do you feel this might impact your consistency? Confidential. Not for Distribution

Navigating Data Collection

- What is your post-print breakage percentage ?

- Very little, less than 1%

- Does this include scrap and re-work?

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What Next?- Receive credit: Create & save your own ROI example

- Use a PE from a completed benchmark if possible

- Save your example as your email

- Walk through an ROI based on

- the previous ISP customer lists

- Contact your PostProcess Territory BDM to review

your ROI calculations and additional support

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Questions

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Appendix

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Lead Qualifying Questions- What is your primary print process and material?- What is your daily/weekly/monthly throughput?

- Plans to increase volume?- What is your current post-print process?- How much time is spent processing each part?- What is your scrap percentage?- Who is doing the work (i.e. technician? engineer?)

- Try to understand labor rate.- What does a typical part look like?

- Details: Ra, unique geometries, internal channels, critical surfaces, fragile features

- What are your goals? (consistency, throughput, paint, etc.)

© 2018 PostProcess Technologies, Inc - Confidential & Proprietary