© 2019 PostProcess Technologies, Inc - Confidential. Not for Distribution ROI Tool Demo Part Deux
© 2019 PostProcess Technologies, Inc - Confidential. Not for Distribution
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 [email protected] 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
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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