© 2011 WhatTheyThink New Revenue Opportunities With Secure Printing Applications
© 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
© 2011 WhatTheyThink
Our Speakers
© 2011 WhatTheyThink
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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© 2011 WhatTheyThink
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
© 2011 WhatTheyThink
NYSE Amex:DSS
© 2011 WhatTheyThink
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
© 2011 WhatTheyThink
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)
© 2011 WhatTheyThink
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
© 2011 WhatTheyThink
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)
© 2011 WhatTheyThink
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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© 2011 WhatTheyThink
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?