Theresa Lee Thermal Product Manager - Toshiba October 17, 2013 Theresa.lee@tabs.toshiba.com Copyright 2013 Toshiba Corporation. Steve Stark Sales Executive Newcastle sstark@newcastlesys.com Christine Wheeler Director Marketing Newcastle cwheeler@newcastlesys.com
Steve Stark Channel Account Manager Newcastle Systems, Inc. D: 978-605-5118 sstark@newcastlesys.com Christine Wheeler Marketing Director Newcastle Systems, Inc. D: 978-605-5119 cwheeler@newcastlesys.com 2 CONFIDENTIAL
Newcastle Company Overview Why Mobile Workstations Product Portfolio Applications Benefits of Mobile Printing ROI Success Stories How to Sell 3 CONFIDENTIAL
Who Is Newcastle Systems? Founded in 2005 and headquartered in Middleton, MA (about 20 minutes north of Boston) Leading solution provider of innovative mobile workplace and portable power systems in North America and beyond 4 CONFIDENTIAL
Why Mobile Workstations? Converting a stationary workplace to a mobile one is the easiest, most economical way to increase productivity of current workers and infrastructure IMPROVING PROCESSES: Fully leverage your wireless facility by cutting cords and letting workstations move where they are needed ENABLING PEOPLE: Let your workers have access to data and real-time information ANYWHERE in your facility NO ADDITIONAL PURCHASES: Integrates with your current hardware and software 5 CONFIDENTIAL
Difference between Mobile Solution vs. Portable Printers Enable high speed & large volumes label printing Need Industrial printers with large ribbon and label capacity Use multiple peripheral devices (printer, tablet, scanner, variety of labels) Need flat surface work area Use and store multiple label sizes & stock Need 1 or 2 large screen displays 6 CONFIDENTIAL
Add Mobility To Your Hardware 7 CONFIDENTIAL
Mobile Solution Video 8 CONFIDENTIAL
Product Portfolio Cart Series: RC Series Compact, Entry-Level Unit NB Series Mid-Range Unit PC Series Heavy-Duty Unit Toshiba Pi Printer: BEV4D/4T BEX4T2 BEX4T1 Retail Floor: Warehouse/DC: Manufacturing: 9 CONFIDENTIAL
Product Portfolio Cart Series: RC Series NB Series PC Series Compact, Entry-Level Unit Mid-Range Unit Heavy-Duty Unit Footprint (WxLxH): 18.5 x 22 x 39 24 x 26 x 42 26 x 35.5 x 43 (30 shelf) 26 x 53.5 x 43 (48 shelf) Typical Hardware: Laptop/tablet, scanner, small printer (BEV4D/4T ) for 8 hours Laptop/tablet, scanner, high-volume printer (BEX4T2) for 8-24 hours PC/Monitor, scanner, high-volume printer (BEX4T1) for 8+ hours Battery: 40 & 100 AH 40, 100, & 200 AH 100, 200, & 300 AH Power Swap : No Yes (enables 24 hrs. power) Available Spring 2014 Weight: 125-175 lbs. powered 165-265 lbs. powered 225 385 lbs. powered Price Range: $1,530 - $2,046 $1,850 - $2,763 $2,166 - $3,409 (30 ) $2,418 - $3,649 (48 ) 10 CONFIDENTIAL
Product Portfolio Toshiba Printer Series BEV4D/4T Entry Level BEX4T2 Mid Range BEX4T1 High Performance Carts RC Series NB Series PC Series Max Speed 5 IPS 12 IPS 14 IPS Ribbon 110M 600M 800M Connectivity (std) Serial, Parallel, USB, Ethernet USB, Ethernet USB, Ethernet Connectivity (opt) None Wireless Wireless Options Cutter, Peel Mode Cutter, Peel Mode Cutter, Peel Mode, RFID Weight (lbs) 5.1 36.7 36.7 Price $495- $795 $1,695-$2,385 $2 $1,895 - $2,580 11 CONFIDENTIAL
Application RC Cart + Toshiba BEV4D/4T printer Entry- Level Mobile Solution Cart: Newcastle RC series Printer: Toshiba BEV4D/4T Hardware: PC/Laptop/Tablet, scanner, Low-Mid volume printer Vertical: Retail in-store, Logistics Light Manufacturing Application: Inventory in aisle, mark downs, shipping 12 CONFIDENTIAL
Application NB Cart + Toshiba BEX4T2 printer Mid-Range Mobile Solution Cart: Newcastle NB series Printer: Toshiba BEX4T2 Hardware: PC/Laptop/Tablet, Mid Volume Industrial Scanner, Printer Vertical: Manufacturing, DC (Distribution Centers), Logistics (3PLs) Application: Shipping/Receiving, Picking, Put-away, Cross-docking 13 CONFIDENTIAL
Application PC Cart + Toshiba BEX4T1 printer High-Performance Mobile Solution Cart: Newcastle PC Series Printer: Toshiba BEX4T1 Hardware: PC/Laptop/Tablet, High Volume Industrial Scanner, Printer Vertical: Manufacturing, DC, Logistics (3PLs) Application: Shipping/Receiving, Picking, Put-away, Cross-docking 14 CONFIDENTIAL
Efficiency Benefits of Mobility Print labels at point of need Receiving, Cross-Docking, DC, Store Aisles & more Relabeling or mark down labels at aisles Eliminate batch printing at central locations Eliminate footsteps and pick-ups No errors in matching labels 15 CONFIDENTIAL
Flexibility Benefits of Mobility Power laptops, tablets, scanners, printers for (8-24+hrs)* Adjustable accessories Pull out shelf Keyboard tray Shelves, scanner holder & more Label/ribbon storage Supports high volume printing on demand Fast charging battery 4 8hrs NEW Power Swap technology that enables 24/7 productivity * Power Pack Size dependent 16 CONFIDENTIAL
Power Swap Video 17 CONFIDENTIAL
Benefits of Mobility Cost Reduction Eliminate costly Ethernet infrastructure Improve accuracy Save time and footsteps 18 CONFIDENTIAL
Calculate the Savings Enter # of min. spent walking to static desk, printer, etc. 6 minutes Enter average labor rate per hour $22 Enter # of work hours per week 40 hours Enter # of mobile stations to implement 5 units Average Cost of Mobile Powered Cart (excluding optional accessories): $2200 19 CONFIDENTIAL
Potential Yearly Savings $$ saved per year (when walking is eliminated) $22,880.00 Hours saved per year 1,040.00 # of months to payback cart purchase 5.77 20 CONFIDENTIAL
Success Story Warehouse/DC Home Depot Leading home improvement retailer Shipping department needed to improve labeling accuracy while eliminating walking time to stationary location to print pick ticket, packing slip and UPS label PC Series w/laptop, barcode and laser printer has eliminated i the walking time and has improved accuracy as labels and forms are printed on-demand 21 CONFIDENTIAL
Success Story Retail Floor Cabelas Leading specialty retailer of hunting, fishing and camping items Previously used hand-helds to scan empty product holders on floor. Clerk then had to check out back if items were in stock, update and print pricing labels The NB Series w/laptop and barcode printer automated inventory and label printing on floor Since the system deployment, they reported 60%+ reduction in stock outs, with as much as 33% more products available in its stores 22 CONFIDENTIAL
How To Sell TBS Sales find mobile printing opportunity Contact Toshiba BDM in region Toshiba BDM qualify opportunity with Newcastle Sales and TBS Sales TBS signs up with Newcastle as reseller TBS package printer, print cart, service, consumables, installations to customer 23 CONFIDENTIAL
Microsite Sale Tools Microsite link: www.newcastlesys.com/toshiba Price Sheets Data Sheet Sales Presentation Family Comparison White Papers Warranty Statement Videos Sales Map & Contacts Reseller Application 24 CONFIDENTIAL
Pricing Sell at List price 25 CONFIDENTIAL
TBS Target Margin 25% Model Desc List Discount TBS Cost TBS MR $ TBS MR% TBS Mark Up Street Price (Barcodes Inc.) Street Price (Barcode Discount) RC Entry Level series RC 200 Non Powered 769 0.25 577 192 25% 1.33 769 769 RC 350 40 AH Battery 1,530 0.25 1,148 383 25% 1.33 1,530 1,530 RC 380 100 AH Battery 1,649 0.25 1,237 412 25% 1.33 1,649 1,649 RC 430 100 AH Battery 2,046 0.25 1,535 512 25% 1.33 2,046 2,046 Model Desc List Discount Dstr Cost TBS MR $ TBS MR% Street Price (Barcodes Inc.) Street Price (Barcode Discount) NB Mid Range series NB 300 899 0.25 674 225 25% 1.33 899 899 NB 350 1,850 0.25 1,388 463 25% 1.33 1,850 1,850 NB 380 1,979 0.25 1,484 495 25% 1.33 1,979 1,979 NB 430 2,355 0.25 1,766 589 25% 1.33 2,355 2,355 NB 440 2,763 0.25 2,072 691 25% 1.33 2,763 2,763 Model Desc List Discount Dstr Cost TBS MR $ TBS MR% Street Price (Barcodes Inc.) Street Price (Barcode Discount) PC Heavy Duty series PC 490 1,142 0.25 857 286 25% 1.33 1,142 NA PC 495 1,289 0.25 967 322 25% 1.33 1,289 NA PC 505 2,166 0.25 1,625 542 25% 1.33 2,166 NA PC 510 2,592 0.25 1,944 648 25% 1.33 2,592 NA PC 520 2,947 0.25 2,210 737 25% 1.33 2,947 NA PC 536 3,049 0.25 2,287 762 25% 1.33 3,049 NA PC 538 3,409 0.25 2,557 852 25% 1.33 3,409 NA PC 545 2,418 0.25 1,814 605 25% 1.33 2,418 NA PC 550 2,879 0.25 2,159 720 25% 1.33 2,879 NA PC 554 3,099 0.25 2,324 775 25% 1.33 3,099 2,905 PC 556 3,270 0.25 2,453 818 25% 1.33 3,270 NA PC 558 3,649 0.25 2,737 912 25% 1.33 3,649 NA 26 CONFIDENTIAL
Warranty Newcastle Mobile Carts Metal Components 5 years from date of purchase Electronic Components 1 year from ship date Batteries 6 months * Toshiba Printers 1 Year return to depot All parts & labor * Voided if battery is left in discharged state for more than 3 days. 27 CONFIDENTIAL
Brochure 28 CONFIDENTIAL
White Papers 29 CONFIDENTIAL
Toshiba & Newcastle Sales Contacts JEFF JACKMAN NATIONAL ACCOUNT DIRECTOR jeff. jackman@tabs.toshiba.com (678) 276-9499 TOM WATT BUSINESS DEVELOPMENT MANAGER tom.watt@tabs.toshiba.com (267) 784-1240 Chris Paquin BUSINESS DEVELOPMENT cpaquin@newcastlesys.com 978-605-5121 Steve Stark AK BUSINESS DEVELOPMENT WA sstark@newcaslesys.com JASON STEVENS MT ND (978) 605-5118 BUSINESS DEVELOPMENT MN WI MANAGER OR ID MI SD Jason.stevens@tabs.toshiba.com WY PA (303) 898-7038 IA NE OH MD NV IL UT IN Steve Stark WV VA CO CA KS MO KY BUSINESS DEVELOPMENT NC sstark@newcaslesys.com TN OK AR SC (978) 605-5118 AZ NM MS MS GA AL Chris Paquin LA BUSINESS DEVELOPMENT TX HI cpaquin@newcastlesys.com FL 978-605-5121 RON BROWN Ellen Hollingsworth BUSINESS DEVELOPMENT customerservice@newcastlesys.com 978-605-5117 BUSINESS DEVELOPMENT MANAGER ron.brown@tabs.toshiba.com (817) 932 4171 VT NH NY MA NJ DE TONY DIPIETRO BUSINESS DEVELOPMENT MANAGER tony.dipietro@tabs.toshiba.com (443) 929-1607 Steve Stark ME BUSINESS DEVELOPMENT sstark@newcaslesys.com (978) 605-5118 John O Kelly BUSINESS DEVELOPMENT jokelly@newcastlesys.com 978-605-5116 Chris Paquin BUSINESS DEVELOPMENT cpaquin@newcastlesys.com 978-605-5121 John O Kelly BUSINESS DEVELOPMENT (817) 932-4171 jokelly@newcastlesys.com 978-605-5116 30 CONFIDENTIAL
Marketing Program Program: DC Velocity eblast Dates: 10/29 and 12/4 Goal: Promote Awareness of Mobile Printing Solution Target: Warehouse/DC IT & Operation Managers Method: Eblast to 36,735 contacts Message: Key Benefits of Mobile Printing Lead: Prospects submit contact information to download white paper, ROI calculator and Brochure. Leads will be distributed to Toshiba BDM & Newcastle Account Manager 31 CONFIDENTIAL
Q&A 32 CONFIDENTIAL