Selling IQ Color Solutions February 2018
IQ Color Overview • Why Use Color? • IQ Color Technology & Product Offering • Key Markets & Applications • Key Decision Makers and Their Pain Points • Starting a Conversation • Overcoming Objections • Closing the Opportunity • Key Sales Resources
Why Use Color? • Color can highlight important information on a label – Special instructions such as: Handle with Care , storage requirements, shipping method ( Next Day Air 2 nd Day Air ), etc … • Color provides a visual cue for sortation A2 C9 M4 D8 B1 P3 – Bin or Pallet Location • Research shows: – “People will recognize and react to color cues before reading a single word of text” – “Color captures interest and signals contrast” 3
Zebra Solution: IQ Color • Print color on-demand using your existing Zebra printer as a visual cue or to highlight important information. The use of color enables you to improve efficiencies, increase accuracy and reduce errors, resulting in lower costs. Ship To: Ship To: UP12-A UP12-A Zebra Technologies Zebra Technologies 10 LBS 1 of 2 10 LBS 1 of 2 3 Overlook Point 3 Overlook Point Lincolnshire, IL 60009 Lincolnshire, IL 60009 B B IL 702 9-13 IL 702 9-13 REGULAR GROUND REGULAR GROUND Time Stamp 11:46:16 02-12-14 Time Stamp 11:46:16 02-12-14 4
Benefits • IQ Color: – Offers a means to prompt action and highlight important information, unlike blank media. – Offers flexibility over floodcoated and pre-printed labels, as the color is invisible until activated. 5
How it Works 1. Customer selects zones on the label that will image in different colors 2. Zebra coats each color zone with “invisible thermal ink” 3. Zebra applies a special barrier coat over the entire label
How it Works 1. Customer selects zones on the Ship To: UP11-B Zebra Technologies label that will image in different 3 Overlook Point 50 LBS 1 of 1 colors Lincolnshire, IL 60069 R 2. Zebra coats each color zone with “invisible thermal ink” 3. Zebra applies a special barrier IL 602 9-11 coat over the entire label 4. All information printed in a zone is printed in the designated PRIORITY SHIPMENT Time Stamp 11:45:24 02-12-14 color – Text, graphics, barcodes
How it Works 1. Customer selects zones on the Ship To: UP11-B Zebra Technologies label that will image in different 3 Overlook Point 50 LBS 1 of 1 colors Lincolnshire, IL 60069 2. Zebra coats each color zone with “invisible thermal ink” 3. Zebra applies a special barrier IL 602 9-11 coat over the entire label 4. All information printed in a zone is printed in the designated 2 DAY SHIPMENT Time Stamp 11:45:38 02-12-14 color – Text, graphics, barcodes
How it Works 1. Customer selects zones on the Ship To: UP12-A Zebra Technologies label that will image in different 3 Overlook Point 10 LBS 1 of 2 colors Lincolnshire, IL 60009 B 2. Zebra coats each color zone with “invisible thermal ink” 3. Zebra applies a special barrier IL 702 9-13 coat over the entire label 4. All information printed in a zone is printed in the designated REGULAR GROUND Time Stamp 11:46:16 02-12-14 color – Text, graphics, barcodes
How it Works 1. Customer selects zones on the Ship To: UP15-B Zebra Technologies label that will image in different 3 Overlook Point 36 LBS 1 of 1 colors Lincolnshire, IL 60069 L2 2. Zebra coats each color zone G4 with “invisible thermal ink” 3. Zebra applies a special barrier IL 602 9-11 coat over the entire label 4. All information printed in a zone is printed in the designated PRIORITY SHIPMENT Time Stamp 11:45:24 02-12-14 color – Text, graphics, barcodes
How it Works 1. Customer selects zones on the Ship To: UP10-C Zebra Technologies label that will image in different 3 Overlook Point 24 LBS 1 of 5 colors Lincolnshire, IL 60069 2. Zebra coats each color zone G4 with “invisible thermal ink” 3. Zebra applies a special barrier IL 602 8-11 coat over the entire label 4. All information printed in a zone is printed in the designated GROUND SHIPMENT Tracking # 1Z 530 5E5 03 1184 9394 color – Text, graphics, barcodes
How it Works 1. Customer selects zones on the Ship To: UP09-A Zebra Technologies label that will image in different 3 Overlook Point 8 LBS 2 of 7 colors Lincolnshire, IL 60069 2. Zebra coats each color zone with “invisible thermal ink” 3. Zebra applies a special barrier IL 603 7-06 coat over the entire label 4. All information printed in a zone is printed in the designated PRIORITY SHIPMENT Time Stamp 11:47:44 02-12-14 color – Text, graphics, barcodes
IQ Color Product Line Paper Labels Paper Tags Receipt Paper • IQ Color 2000D • IQ Color 2000D Tag • IQ Color 2000D 3.3 mil Receipt • IQ Color 2000D All- Temp • IQ Color 2000D Removable • IQ Color 2000D Opaque 13
Key Things to Note Up to 9 colors, including black Performance is similar to uncoated direct thermal facestock (Z-Perform 1000D). Colors and locations of those colors must be pre-defined when designing the label. IQ Color supplies solutions can include up to nine colors Color remains invisible if not needed. Unable to print black text in color zone. Customers will need to update their label format to include space for color sections and will need a partner to add software commands to activate the colors. 14 Zebra Confidential: For Internal Use Only
Key Verticals & Applications Retail T&L Price Markdown Shipping Labels Cross-Docking Cross-Docking Dual Label design (i.e. shelf label & markdown labels) Manufacturing Healthcare Shipping Specimen Collection Pharmacy 15 Zebra Confidential: For Internal Use Only
Transportation & Logistics Use Case • Situation – Regional Distribution Center customer serving retail stores. – Mis-shipments are costing the customer several millions per year • KPI for on-time and correct shipments delivered is 96%. • Objective – Reduce mis-shipments due to mis-sortation by leveraging color printed on the label as a visual cue. – Reduce sortation time. • Solution – IQ Color label incorporating a different color for each of the eight skids. – Simple update to shipping software or WMS • Outcome – Reduction in mis-shipments, – Improved profitability. – Improve internal and external customer satisfaction. 16 Zebra Confidential: For Internal Use Only
Retail Use Case • Situation – A nationwide retailer required a unique markdown label. – Current process was a very time-consuming manual process and resulted in markdown price inaccuracies. • Objective – Automate color-coding and price markdown process. – Ability to print the original price, reduced price and the color dot that indicates the discount percentage on one label. – Increase accuracy. – Catch customer attention with color dots, representing the discount percentage. • Solution – An IQ Color label incorporating the multiple colors they were using as visual cues into one label and QLn220 mobile printers – New markdown process: Scan barcode and QLn220 immediately prints the original price crossed out, the reduced price and corresponding color dot. • Outcome – The QLn220 and IQ Color label trial was decreased from 2 months to 2 weeks, due to the overwhelming increase in productivity. – After implementing the QLn220 and IQ Color markdown label they reported: – Increased productivity: 79% decrease in the average markdown time per unit. – Increased pricing accuracy. 17 Zebra Confidential: For Internal Use Only
Healthcare Use Case • Situation – Customer is experiencing delays due to collected specimens not being recognized as STAT priority, prolonging lab results or requiring specimen recollection. • Objective – Ensure STAT specimens are identified and processed as a priority – Reduce STAT specimen recollection – Expedite lab results on STAT specimens to physicians • Solution – IQ Color label featuring a red bar • Outcome – Nearly eliminated recollection of STAT specimens – Reduce process time on STAT specimen lab results. 18 Zebra Confidential: For Internal Use Only
Key Decision Makers and Their Pain Points 19 Zebra Confidential: For Internal Use Only
Conversations Starters 20 Zebra Confidential: For Internal Use Only
Overcoming Objections • Price – How much are “errors” costing you today? • lost productivity • Incorrect shipments • increased workload • customer satisfaction • employee training and turnover? – Offering to help determine the ROI for this solution will help move this forward. Sample rolls usually generate excitement with the users • Label Format Re-design – Usually a team decision and requires some sort of consensus from everyone – Zebra can assist with label mock-ups before making sample rolls – May need to help source a resource for the software commands 21 Zebra Confidential: For Internal Use Only
How to Request a Quote • Use the IQ Color Quote Form as a guide to ensure the correct information is gathered • IQ Color Quote Turnaround Time: 2 days? 22 Zebra Confidential: For Internal Use Only
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