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Canon Meeting
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3. Sohail Sultan Marketing Manager Diab Marcom Manager Sayed Bilal Product Manager Osama Ashqar Product Manager Sami Darwazeh Product Manager Ibrahim Shadfan Product Manager OPP CBS Marcom
4. Projects Evolution Oil and Gas US$ 96,760,000,000 Petrochemicals US$ 143,122,000,000 Infrastructure US$ 125,444,000,000 Power Generation / Desalination US$ 33,503,000,000 Industrial / Mining Projects US$ 12,555,000,000 $ Billion $412B 2005-2011 Active & Planned Projects in KSA Oil & Gas Petrochemicals Infrastructure Power Industry 24% 35% 30% 8% 3%
5. Saudi Economy ( Relevant Info ) 25% 10% 4% 4% 7% 50% Education and Man Power Development Health And Social Affairs Municipality Services Transportation and Telecommunication Water Agriculture & infrastructure Other Areas Appropriations
6. Main Sectors to Focus : Educational Sector Health Sector Banking Sector Construction IT Sector
19. HOST Diagram Differentiate & Specialize by the Three Layers Improve Profitability by Sales of Added Value Development of the Professional Services Pre-Sales ,Sales & Support Model Improve Consumables Business Workshops Plan Improvement of Channels' Supporting Activities Workshops Plan Working on the Standard and New Integrated Solutions Working on a Master Document System Working in conjunction of the specialization Plan Activities by indentified Potential Sectors Workshops Plan Activities by Accounts Laying the foundation to High Production Printing Environment Enhancing the connectivity Ratios & Formulating a Plan to inject Meap Applications Introduction of 2 persons in each main area Improvement of the team Marked on certain level to the next appropriate level Evaluating the VARs Model Understanding the Document movement and attributes by the prominent sectors Shaping Solutions by Sectors
20. Host Diagram Differentiate and specialize by the three Layers Improve the profitability by moving to Niche Areas Development of the Professional Printing Business Model Improve Profitibility Workshops Plan Product Point Campaigns Working on the Standard and New Integrated Solutions Targeted Seminars Collaborated Seminars Activities by indentified Potential Sectors Laying the foundation to High Production Printing Environment
22. Host Diagram Differentiate and specialize by the three Layers Improve the Direct Channel Have Clearly Defined Indirect Channels Improve Profitibility Workshops Plan Aggressive Incentive Campaigns Improve the Competencies and Compatibilities Workshops Plan Working on the Standard and Integrated Solutions Resellers Seminars Working in conjunction of the specialization Plan Updates on New Applications Indentifying the potential and improvement possibilities
23. Consumables Pricing Stages Based on the Canon Cumulative MIF in the Last 5 Years & estimated machine life + ACV Estimated lost Sales per Annum is 3.1M US$
38. Skill Assessment Conclusion b) Vaue Analysis @ 80M Baseline C 25.20 M W 14.00 M E 6.72 M 2% 0.50 M 2% 0.28 M 2% 0.13 M 15% 3.78 M 15% 2.10 M 15% 1.01 M 25% 6.30 M 25% 3.50 M 25% 1.68 M Main Areas 23% 46.58 M 23% 25.88 M 27% 13.14 M TTL Proj. 100.50 M 35.18 M 33.37 M (ImpacT) b) Investment C W E T 95% 0.48 M 171% 0.48 M 357% 0.48 M 1.44 M 2% 0.08 M 2% 0.04 M 2% 0.02 M 0.14 M 2% 0.13 M 2% 0.07 M 2% 0.03 M 0.23 M 86 TTL 0.68 M 0.59 M 0.53 M 1.81 M d) Staffing Proposed Plan C W E N S APP 1 1 1 0 0 PP 2 2 2 0 0 LFP 1 1 1 0 0 TTL 4 4 4 0 0
39. Simple Competency Matrix Responsibility Phase 3 Phase 2 Phase 1 Required Comptencies EL-Ajou Communications Skills* EL-Ajou Negotiation Skills* EL-Ajou Presentation Skills* CME/ElAjou Work Flow Analysis CME/ElAjou Volume to Value Transformation CME/ElAjou Soft Values approach CME/ElAjou Basic Networking Concept CME/ElAjou Advance Networking Concepts CME+EFI Color Management CENV+CME Transaction/Commercial Printing CENV+CME Production Printing Prequisities CME Account Management CME Tender Management Skills CME/ElAjou Forecasting and Reporting Systems EL-Ajou ROI/TCO Analytic Skills CME/ElAjou Total Value Proposition Development El-Ajou English Courses* Remarks *To be outsourced by El-Ajou in coordination of the Training Department
41. As a Service Provider the function will be fully responsible for : Response Time, Pre-Evaluations, Risk Management, Maintaining the Service Charges ,Creating an Added Value ( Competitive advantage) Eligible Functions Its not limited to conventional service support , but Finance and IT functions can be enhanced to service Providers Charging of Services Each function will develop its own Pricing Structure which will accommodate the service standard been offered Professional Services Firm Model Simple Definition : “ Each Integrated Function moves from Support to Service Provider” Professional Services Firm Model Professional Services Firm Model Professional Services Firm Model
42. 1.The Main focus Sectors are Education ( 25.7Billion US$), Health Sector (10.5 Billion US$) , Banking Sector Construction ( 17.2 Billion with 6% annual Growth ),IT Sector ( 3.06 Billion US$) 2.412 B US$ of Projects 3.Construction Workload will be the maximum by 2008 end 4.B&W Sales will have normal growth from 2007 to 2008 ,but will show an improvement 2009 due to expected completion of some development Projects 5.Color Sales will have an improvement 2007 to 2008 due to new lineup + penetration to more principle markets 6.LFP will be another main area of focus 8.Professional Printing Solution area will be the key Value generation prospects. 7.In order to be competitive & improve existence counter balance strategy needs to be adapted Conclusion
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