Lots of interest has been generated by EBPP. In fact, the majority of DMIA members that attended a special DMIA Roundtable in conjunction with Xplor cited "learning about EBPP" as the primary reason for attending. The main feature of many of these non-paper based systems include:
1. Data conversion and indexing.
2. Conversion of legacy data, when necessary.
3. Modification of bill availability based on user requests.
4. Display of bill including supporting data and documents if necessary.
5. Online approval of bill and forwarding of payment via digital systems including credit cards, electronic bank transactions, etc.
6. Complete dispute handling online vs. a telephone call (reducing the frustration of never being able to reach anyone to discuss a complaint).

It is estimated that approximately 4.8 million companies now receive and pay their bills via the Web. At the same time, it is not expected that electronic bill payment will entirely replace the printed product, ever. It is also suggested that the cost of bill presentation can be reduced by at least 50% via an e-Business model. It is estimated it costs from $.85 to $1.75 to print, fold, insert, meter mail, and process a printed invoice. The EBPP (Electronic Bill Processing & Payment) option is estimated to cost from $0.15 to $0.65. In addition, it is also suggested the cost of complaint handling can also be reduced by 50%.

E-billing software and hosting seems to be gathering momentum, and catching the attention of one of the key individual executive in any buying organization – the financial executive. In today’s economy, this executive is seeking multiple alternatives to reduce cost and increase speed (in this case) of both collections and handling disputes.

Assuming EBPP really takes off, the entire transaction process of gathering and sharing information between customer, company, its people, etc. will finally experience a shift from paper to electronics. Systems like Pitney Bowes DF Works OnLine (www.pb.com) well illustrate available software for viewing and managing the entire end-to-end messaging process in real time. Besides having EBPP capability, this system provides opportunities for enhancing the transaction between clients and printers. Other features include e-mail address correction and forwarding, as well as a complete paper and Internet based mail and document management system. As with many of similar systems, it provides strong archiving capabilities.

In many ways, IKON (www.ikon.com) illustrates a suite of integrated client solutions for the future. Its capabilities include the management of print and copy functions, provision for variable and distributed printing, facilities management, network design and consulting, electronic document conversion, electronic catalogs, archiving, and e-Business communications software. IKON could well be an excellent model for evaluation by DMIA members.

Other important software solutions presented at Xplor (as well as at Print ’01, Seybold, and On-Demand) provide real-time processing speed and control over variable (personalized), on-demand printing. Xerox, OCE, IBM, Heidelberg, Creo, etc. all have significantly enhanced their solutions for legacy data conversation, high-speed graphic transfer, job balancing, archiving, disaster recovery, and online access to information. No longer will it be either the hardware or the software that prevents marketing entrepreneurs from utilizing digital print for their target of one-on-one marketing efforts.

One of the hot products from Xplor was HP’s (www.hp.com) DesignJet 10PS & 20PS. This ink jet printer (6 colors) provides a full bleed, 13 x 19" proof at 2400 x 1200 dpi at 4 pages per minute. Here, finally, is a significant self-calibrating remote proofing solution, ICC profile capable, with the ability to digital match a majority of Pantone colors, at a cost of under $1,500.

Overall, the final major themes of Xplor 2001 include:

• Significant advances have been made in software and hardware compatibility and connectivity.
• Strong in-roads are being made into the color digital marketplace with software that can match the speed of the digital printer.
• Significant software improvements have been made (at a rather expensive cost) to electronically connect together client and provider.
• The cost of digital presses continues to decline. (In 1983 - $750,000; 2001 - $150,000, not including cluster systems.)
• The cost of consumables for these digital presses continues to decline (from $0.22 to $0.08).
• Variable printing no longer awaits a hardware or software solution, it’s primarily up to the marketer.
• Systems consulting will become more important to any and all vendors who work directly with the buyer of business transaction and communication solutions.
• End-to-end digital (Internet based) solutions are now available from multiple suppliers.
• The convergence of traditional transaction and promotional printing is rapidly accelerating.

An interesting survey completed by Xplor prior to its exhibition and conference indicated that 23% of all Xplor members state: "facilitated connection with customers" is the number one benefit they receive from the Web. Seventeen percent (17%) of service providers to Xplor members say the same. Twenty-seven percent (27%) have an EBPP program underway or a trial project, while another 27% are investigating it. Certainly electronic processing is in an era of change for the Xplor members.

From attending this conference, this author’s recommendations to DMIA members include:

• Be prepared to provide turnkey operations. Clients no longer want to go through the expense of the learning process, or dealing with multiple vendors.
• Get into multi-mediums (paper, print, web, CD ROM, etc.)
• The coexistence of the Internet and paper products will continue, probably forever, with electronic communications slowly but surely replacing paper.
• Find ways to add value to the entire electronic and paper processing process, as most DMIA members have in the past.
• Be prepared to provide systems support. This is an expensive alternative, and requires careful evaluation of the customer service and IT service to be offered.
• Train! Train! Train! Train not only sales representatives and internal customer support people, but also clients in this world of the new digital opportunities and technologies.
• Variable data and personalized digital printing has yet to reach its potential in the marketplace. The hardware and software is now available for efficient production of targeted one-on-one messaging. It is only the marketers that need to change.
• Work with clients on their "Corporate Portal". More and more clients will be concentrating on controlling communications, information, marketing, and advertising through a single vehicle, which normally involves their computer system and IT people.
• Vendor partnering will become more important. Traditional printers will have to move to electronic "added value" services. Distributors will have to search, find, and work closely with these printers. If not, their business will ultimately decline.
  

Terry A. Nagi is President of DigitalPrint Resource, a sales and marketing consultancy dealing with the realities of print today, and a printer's transformation in the ever-changing world of electronics and digital communications. He can be contacted at fax 202.965.1722; e-mail TANagi@aol.com.

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