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Amur Opportunity

Amur Opportunity. Topics of Amur. The First Machine of bizhub ‘Next Generation’ ! Firmware leading – Donau will follow ! New OpenAPI 3.x [WEB Browser based] Base for all upcoming Color Products in Segment 2+ Monochrome Ability to Equivalent Mono MFP Toner bottle vs Toner Cartridge

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Amur Opportunity

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  1. Amur Opportunity

  2. Topics of Amur • The First Machine of bizhub ‘Next Generation’ ! • Firmware leading – Donau will follow ! • New OpenAPI 3.x [WEB Browser based] • Base for all upcoming Color Products in Segment 2+ • Monochrome Ability to Equivalent Mono MFP • Toner bottle vs Toner Cartridge • Drum- Development Unit vs Imaging Unit • Outstanding Finishing • Low Set-up Time • Ultra Short Image Stabilization [Best In Class] • 99% against theoretical performance!

  3. ECO Friendly • Environmental Is the Key • Tec Value Lower Consumption in sleep mode ! • Energy Star – Easy surpasses the new Energy Star standards ! • Quiet Operation – Noise reduction ! • Resource-friendly design makes active use of recycled materials ! • New toner bottle – designed for easy recycling ! • Simitri HD - lower fusing temperature !

  4. 83% Amur ! 1~36 ppm 37+ ppm CY 2009 Total Color Market Forecast

  5. Amur Sales Strategy • Capture Higher Market Share for Segment 2+3 ! • “Aggressive Replacement of Monochrome” B2C ! • “Consequent MIF Retention” C2C – MF22 and MF25 ! • Maintain the Genre Top Position for Color ! • significant increase of share in Segment 2 and 3 by FY2010 ! • Seg 2+3 is the source of profit for Canon and RICOH • Embrace / Activate Dealer Channel ! • Attractive Seg 2+3 products will help your dual line dealers stay with OLV • Strong line-up Donau + Amur

  6. MF22 (MF25) Replacement

  7. MIF Retention is key word Question Answer Do you grasp the next replacement timing of your MIF? • Action to grasp more about next replacement timing Yes, 80% we do. (A) • Standardization of sales activities • Tool to monitoring sales activities Do you take adequate pre-sales action before replacement timing? Yes, 90% we do. (B) Did salesman make replacement proposal? Yes, 90% we did. (C) (10% MIF had already been replaced by competitor) • Action to guard MIF lost • Appropriate sales proposal Could you replace the MIF finally? Yes, 90% we could. (D) A X B X C X D = 58,3% • Even above assumptions, your MIF retention rate is only 58%. • How to increase the retention ratio?

  8. MF22 (MF25) Retention • Situation • “Large” Color MIF of MF22/25 is existing • Probably many of those machines have been placed with low GP in mono click! • Large ratio of MF22 of them equipped with Fiery Controller ! • Average color output ratio is still high, may be about 40%! • Hypothesis • Acceleration of this MIF will help increasing revenues [Fiery effect] ! • Consequent MIF retention will help to stabilise color output ratio [non-hard] ! • … and help on the monochrome profit as well ! • Significant service cost down can be expected !

  9. Sales Result bizhub C350 [April 2004 - Dec 2005] • Machine /Option Sales • C350 1070 • IC-401 [16%] • Feeder [90%] • Duplex [89%] • HDD [67%] • Finisher [21%] • Saddle Finisher [16%] 2004/05

  10. Western European Market

  11. Total Market Forecast – By Category

  12. Color + Monochrome MFP [without PC segment]

  13. Monochrome Forecast – By Category

  14. Color Forecast – By Category

  15. Western European MIF

  16. Total Color MIF 1.418.000 units 2008 Total Color MIF – 4 Cycle + Tandem

  17. 2008 Total Color MIF – 4 Cycle + Tandem 23.329 79.677 199.209 199.368 4 Cycle 18.923 27.505 Tandem 202.109 55.766

  18. 2008 4-Cycle MIF Opportunity (<9ppm colour)

  19. 2008 4-Cycle MIF Opportunity (>9ppm colour)

  20. Total Mono MIF 2.000.0000 2008 Monochrome non-KM MIF Opportunity [20~39ppm]

  21. Western European 2009 Q1 Data

  22. Q1 2009 Color 20~29ppm

  23. Q1 2009 Color 30~36ppm

  24. Q1 2009 Monochrome 20~39ppm

  25. Wrap-Up

  26. Summary • Road to Color Genre Top • Huge Color MIF opportunity • More than 45% coming from 20~29ppm arena! • Canon / RICOH been forerunner in the mono replacement field with 4-Cycle • 160.000 units in the field – 70.000 of them being sold in CY2004/2005 ! • Olivetti generated large MIF in color tandem arena ! • Find out your MF22 placements for replacement • No new product introduction in 2009 other than Konica Minolta… • … but Canon new AiR to come soon! • Gain momentum with Donau / Amur series and knock out competitors ! • SUCCESS Factor: Target for external MIF (mono and CC) and increase your Retention Ratio!

  27. ……

  28. Thanks!...

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