JWX-10 Sales Guide 1

Solution Partner and Solution Package

Roland 　 DG 　 Corporation

v.1.0
Questions from Potential Customers

Is it the best way Who teaches

to change my me how to
job efficiently ? operate CAD
Is it really CAM and the
profitable machine ?
?

What part of
Where can I get job shall I
the Wax Tube ? change ?
What is
the benefit
?
 Key to Success
System Integration Consumable Supply

Installation
Training

Learn to use the system with good after sales support

Enjoy the advantage of Digitalization

Achieve the customer satisfaction (our GOAL)

 Solution Partners
System Integration
Supplying Consumables
Training Program

We need
 Partners
 Who have Components of the Solution Package
 Who have Connection to the market

It depends on
 What target you focus on
 Sales tactics of the system integrator you assign as a JWX reseller
Targets
 What target we have to focus on?
1. Traditional Craftsperson
- They know how to make Wax Master Model by hand
- But they are hardly familiar with PC nor CAD

2. Jewelry design CAD user but has no output device

3. Newcomer

4. Jewelry design schools

5. Jewelry Shop
- Who wants to go into digitalization
Target 1 - Traditional Craftsperson -
 They know traditional workflow and have access to wax
tube, tools and etc.
 Need to pursue “D.V.E.”

 Their biggest concern is “ how to use CAD”

What we have to do to remove their concern.
1. Need efficient “Training program”
 Choose easy to use CAD CAM software
 Work closely with CAD CAM Vendor
 It has to be profitable
2. Place CAD Operator
 Cooperate with School (refer to Target 4)
This market is BIG but “No Tactics makes No Sales”
 Target 2 - present CAD user -
 CAD user who has no output device or who is dissatisfied
with one’s devices such as RP or obsolete machine
Why don’t we put the first priority on this target ?
 Who knows where to contact for
 CAD/CAM Software Vendor
 Consumable, Tools and Equipments Reseller
 Jewelry Industrial Association

 Point out the Disadvantage of Outsourcing

 Takes long time to finish
 Leak out of design
 High Cost Install JWX-10 to Solve
 Compare the cost between Outsourcing and in-house
production

Help them to change the process for Sales expansion !

Target 3 - Newcomer -
 Who are they?
 New graduates from Jewelry design school
 They have skills of CAD and output devices
 Spin-out from some Jewelry industry
 They know well about the traditional workflow

 They want to invest on the Newest Equipments

 Advantage over the competitors, traditional Jewelers
 They are open minded for new technology

 What should we do?

 To achieve brand awareness, conduct Advertisement,
Exhibition and/or Open house
Increase the awareness in the market
Target 4 - Jewelry Design School -
 Must be equipped with CAD and some output devices…
 Only RP machine ?
 JWX-10 is not only for design check but also for wax
master modeling, it’s an ideal and practical device
 No output devices ?
 Definitely our potential customer

 They have to invest in new technology

 Gradients got familiar with JWX-10
 They open a shop or join a Jewelry company as a operator,
of course, JWX-10 is most convenient for them

Meet the demand of “Target 1” !!

Meets the craftsperson demand for “CAD Operator”
Target 5 - Jewelry Shop -
 They want to be a leader of fashion among competitors
 What is your Add-Value ?

 Advantage of digital data and JWX-10

At a Sales Negotiation…
 CAD with JWX-10, not only a realistic on-screen
presentation or photorealistic output, but “REAL Model”

 If some modification is required with the model …

 Arrange the data and output again on the ground
 Modify the Wax Model by hand
 When it turns good,
 Bring the Wax Model to a Casting factory
Who is the Efficient Partner?
 System Integrator (Dealer)
 CAD CAM Vendor
 Jewelers’ Association
 Tools, Consumables & Equipments Reseller
 Schools
 Users

Make a relationship with them

 Are you ready?
System Integration
Consumables
Wax Tube
JWX-10
Tools
Hand Finishing
Equipments Customer CAD CAM
Cutting Tools
Software
Satisfaction

How to finish
by Hand Training Media
Promotion
KNOW HOW
Check
 The Solution is completed with your Present Dealer
Network ?
 Your After Sales Support program can get the
Customer Satisfaction ?
 If there is some insufficiency…
 Is it possible to overcome to cooperate with some Partner ?
-> Look for the suitable partner
 If no, consider to change the Target -> There must be right
target

 Do you have sufficient Partners ?

 Do you have a partnership with the Association ?
 Do you have a partnership with Media ?
 Do you have a partnership with influential users ?
Thank you