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Keith:

I may have a few old excel spreadsheets, I will have to look. However, I can explain here and you may be able to create your own spreadsheet.

Commercial Press Shops (ones that have union employees) have a tremendous overhead cost when it comes to making a plate for the press.

You have to find out what type of plates they are making, whether paper, metel, or poly. The Metal has the highest cost and the paper plate being the least expensive and then the poly in between.

The cost for the metal plate can vary and I have found the cost to average around $6 per palte. So we have the cost of the plate and then the time to make the plate, prep the plate, get the plate to the press and then set the press for "make ready sheets". In a Union shop, with time, labor, benes, overhead and materials the cost is somewhere between $29.00 to $37 per plate (the time from start to finish is 25 to 30 minutes).

In the sales cycle you must speak about this to the customer and have him agree or disagree with these numbers, even if he disagrees the umber will be close, maybe a little higher or lower. Once he agrees, you must then find out how many plates can be moved to the digital duplicator. It is 10 a month, 15 a month? With you leading him with your expertise of what can be printed and what can not, you will have a total number of plates per month that can be used on the Priport.

Our per plate cost is .32 cents and the tme to make the plate from CTP (Computer to Plate) is 2 minutes, and there is no need to run 40 or 50 "make ready sheets".

Do the math, plate justification can make the sale.

In non union shops the labor cost is lower and they may be running poly plates and paper plates, so the plate justification will be there as long as the volume of plates that can be moved to the Priport is high. Non Union Shop, per plate cost is $20 - $27 per plates.

A print shop makes more profit on the longer runs and hates the short run 500 to 5,000 pieces, becuase of the setup time time involved. Most print shops also find running envelopes on the press to be cumbersome also.

With the Priport you are offering them a short run CTP solution.

You must mention their pain: Pre Press Cost (Plate making), Short Run, Envelopes, Deadlines, High Cost of Labor.

You must also be aware of what the Priport can do and can't do.

Hope this helps.

Art

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