The State of Strategic Positioning: Strategy and Realization of Successful Companies in Changing Markets Annual User Meeting DUO, 17./18. March 2015, Barcelona PIER18 Unternehmensberatung für Druck und Medien Dipl.-Volkswirt Christoph Näpelt Geschäftsführer Neuer Wall 18 20354 Hamburg 1 Content 2 ■ The printing market in Germany ■ Findings of the ongoing study of PIER18 ■ Success Story ■ Perspective PIER18 consultants for the printing and media Est. 2009 ■ 4 Partners ■ Strategy Consulting ■ Change Management ■ Mergers & Acquisitions Customers ■ European Printing and Media companies ■ Turnover from 2 to 250 Mio.€ Transforming market data into company value 3 The printing market in Germany Companies 2009 Companies < 1 Mio. € 2012 2009 Δ 2012 Δ 11.326 10.355 -9% 2.565.594 2.385.268 -7% 1 Mio. - 2 Mio.€ 1.106 1.046 -5% 1.566.904 1.487.662 -5% 2 Mio. - 5 Mio.€ 877 844 -4% 2.747.711 2.630.248 -4% 5 Mio - 10 Mio.€ 343 354 3% 2.384.236 2.415.365 1% Companies > 10 Mio. € 318 345 8% 11.558.165 12.641.238 9% 13.970 12.944 -7% 20.822.610 21.559.781 4% Total 4 Turnover ■ Companies < 1 Mio. € = - 1.000 companies I – 180 Mio. € ■ Companies > 10 Mio. € = + 27 companies I + 1 Bill. € 1. Driver Industrialisation: Automation/ Standardisation in Online-Printing forcing concentration Printing Company ■ Cewecolor AG ■ Flyeralarm GmbH ■ Onlineprinters GmbH ■ Saxoprint GmbH ■ ... 5 Turnover > 500 Mio.€ > 250 Mio.€ > 50 Mio.€ > 30 Mio.€ ... l. € than 1 Bil With more he Top10 turnover t e rs unite th e t in r p e n Onli 0 0 us ual .0 1 f o r e v turno printers! 2. Driver Digitalisation: min. +58% growth since 2009 160 : Digital +58% 140 120 100 80 Gravure : -30% 60 2009 2010 Digital 6 2011 Offset Gravure 2012 Printing Market 2013 2. Driver Digitalisation: fastest growing segments... Print production value for selected segments 2009 - 2013 brochures, inserts in gravure 25 113 labels in paper, cardboard CAGR: . p.a +180% 82 429 advertising print, catalogues in digital printing 148 759 digital printing other material (glass, plastics,...) - 941 663 - 7 1 000 000 183 397 Total Printing Market - 500 000 0 500 000 2. Driver Digitalisation: digital printing technology to reach 10% of the total market in 2015/2016 100% 10% 9% 9% 8% 8% 70% 66% 66% 67% 69% 5% 6% 6% 7% 8% 2009 2010 2011 2012 2013 80% 60% 40% 20% 0% Digital 8 Offset Gravure First findings from the ongoing study from PIER18, VDM NordWest and Beuth University, Berlin: ■ ■ 9 Average increase in turnover of the participating printing companies was 8% from 2012 to 2014. Change in turnover differs from -18% to + 65%! First findings from the ongoing study form PIER18, Verband Druck+Medien NordWest and Beuth University, Berlin: ■ ■ 10 90% of the participating printing companies have no strategic focus, where the company should be in 4 years! 80% of all participants are insecure if and how they should invest! Sucessfull printing companies: Profile 0% 20% 40% 60% 80% 89% Data Work/ Prepress 100% 51% Mailing 90% 58% Logistics 80% Average 11 100% TOP10 Sucessfull printing companies: Profile 0% 20% 80% 100% 60% 40% using scenario analysis 60% 51% using midterm planning (>3 years) 12 60% 33% using public tv/ radio for information Average 40% 80% TOP10 Success-Story: Dräger + Wullenwever GmbH & Co. KG, Schleswig-Holstein 13 Milestones Dräger + Wullenwever ■ ■ ■ ■ 14 Established 2003, Production in 3 HD SM 70 x 100 and Digital printing (HP Indigo) Three Top-customers in certain branches: banking, hotels, healthcare 2004 – Investment in CMS Censhare and building up Censhare (CMS) for one customer (fund company of international TOP Banking company) 2011 – Reshaping structures and organisation, bringing „media solutions“ to the market ■ Return in business unit media solutions: 30% at 1 Mio. € turnover ■ CAGR for media solutions since 2011: ca. 10% p.a. - Deep knowledge in CMS- Strong requirements relationship to (concept: > 30 one customer/ products, > 5 branch languages...) 2004 15 - Partner for software development - Deep knowledge in it-, law-and financial requirements (realization) - IT-Know-how for setup, operating, service and innovation (!) of the CMS - Ability to lead complex process oriented media production procedures - Contract know-how (5year contract) 2011 Roll-out it-solution ready to be customized at new customers Requirements for successful introduction, operation and innovation in CMS Censhare Perspective I. Printing market is highly volatile: • from +58% to -30% • from + 65% to -18%. II. Digital printing shows strongest sustainable growth in the printing market, due to the success of onlineprinters big companies grow strong. III. 90% of all printers have no strategy where the company should stay in 4 years. 16 Handbook for success: I. SWOT-Analysis: state where you are and where you want to go II. Find out, how to add value to business to your most important customers. III. Define the target and find out the requirements to find your collaborating partners. IV. Start developing and be open. 17 Your questions! PIER18 Unternehmensberatung Christoph Näpelt Neuer Wall 18 20354 Hamburg Mobil: +49 171 555 00 26 Tel.: +49 40 37 50 28 30 Fax: +49 40 37 46 05 Mail: [email protected] www.pier18.de 18
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