Lori Babigian demonstrates her unique capability to reposition legacy technology companies for growth in challenging business environments with expert execution of new marketing automation technologies to support innovative new product introductions.

1. About Noritsu Koki
• Noritsu is a leading global provider of high quality digital imaging equipment and
provider of photo printing solutions to the retail, professional , law enforcement,
specialty and other print-intensive markets.
• With more than 58,000 installations in more than 180 countries, Noritsu has
been at the forefront of innovation in the photo industry for nearly six decades,
introducing revolutionary technologies and first to bring automated, continuous
processing and photo printing equipment to the worldwide market.
2009 Noritsu America Corporation (NAC) Objectives:
1) Drive growth thru new innovative new photo product introductions
2) Build out portfolio of offerings thru acquisition and distribution
partnerships.
• With worldwide demand for print services on the decline, Noritsu Koki has made
aggressive strides since 2010 to diversify into new markets outside of photo
imaging technology.

2. Noritsu Experience
•Chain retail
•Specialty shops
•Online e-tail
•Theme parks & Cruise ships
•Government, Military & Law
enforcement
•Healthcare
•Distributors/VARs
Customers include:

3. My Scope of Responsibilities
NORITSU AMERICA
VP, Marketing – Retail Photo Printing Equipment, Consumer Kiosks & Professional
Services
• Management of Japanese corporation’s North American marketing staff to meet
organization objectives
• Assigned increasing levels of responsibility to include Product Marketing and global
MARCOM to support company acquisition strategy
• Responsible for post-acquisition integration including CRM, sales training, public and
analyst relations, tradeshow and industry event participation
• Executed “Smart Choice” corporate rebranding campaign, successfully launched the
brand into the retail consumer kiosk market
• Launched successful new marketing platform for Noritsu Technical Service Division,
“Service. Above and Beyond”, yielding non-photo market growth in the fitness
industry
• Project owner of Salesforce.com CRM implementation

4. CRM Implementation
Objectives:
1) Build and track customer relationships
2) Improve forecasting measurement and management communications
with Noritsu Koki
3) Improve operational efficiency and evaluation of marketing
programming

5. 5
How SFDC is Being Used
• Capture and Automatically Assign Leads
• Maintain Contact Information
• Manage Opportunity Pipeline
• Generate Customer Quotes and Place Orders
• Manage Tasks and Activities
• Share and Post Documents
• View and Search Account information from Navision
• Track and Manage Campaigns
• Create and Send Email Blasts
• Forecasting

6. 6
Capture and Automatically Assign Leads
• Leads from trade shows are imported into SFDC and automatically
assigned to the correct sales rep to follow up on
• Inquiries captured from the NTS Website Contact Form are
automatically routed to Technical Services
Tradeshow
Online Contact Form

7. 7
Maintain Contact Information
• Reps can easily view how contacts are associated, what
interaction they’ve had with them in the past, what products
they’re interested in, etc.

8. 8
Manage Opportunity Pipeline
• Managers can view opportunity details of those who report to
them
• Opportunities can be viewed by territory, sales rep, etc.

9. 9
Generate Customer Quotes
• Sales reps can easily generate and send quotes to customers
(information is pulled from the Opportunity record into a
template)

10. 10
Place Orders
• Sales reps automatically
route orders for approval to
their VP
• Upon approval, the sales
order is automatically routed
to the orders department via
email

11. 11
Manage Tasks and Activities
• Tasks and activities appear as related lists on accounts,
opportunities, and contacts, so it’s easy for a rep to manage and
track their daily activities and history

12. 12
Share and Post Documents
• Brochures, order forms, product images, logos and more are all
posted on SFDC for easy accessibility

13. 13
View and Search Account Data
• Account data is transferred from Navision to SFDC, so reps can
reference and verify customer account information

14. 14
Track and Manage Campaigns
• The Campaign tab within SFDC allows us to track and monitor opportunities
(against the total cost incurred), that were influenced by various trade
shows, outbound calling programs, and sales promotions. The metrics can
be displayed on dashboards.

15. 15
Create and Send Email Blasts
• With SFDC, NAC marketing can:
• Design branded templates
• Filter for targeted email recipients
(such as by segment or rep)
• View email details
–Date/time email was opened
–How many times email was
opened

16. 16
• Reports and dashboards can be generated using a wide variety of
data
• Sales forecasts are generated from opportunity data within SFDC
Better Sales & Marketing Resource Decisions

17. D502 product launch
Positioning: World’s FIRST duplex dry inkjet
minilab
• Designed to produce a wide array of high quality,
high margin specialty retail photo products on-
site
Launch Support:
Market trials
Brochures
Product sample production
Sales presentation
Channel sales support tools
Consumer segmentation “Pull”
Communications testing
Sales promotions
Regional Road Shows
Trade shows
Virtual Demonstration

18. D502 localization for America’s region
Koki NAC

19. New brochure allows for improved consumer
product visuals

20. D502 modular sales presentation

21. D502 Road Show graphics

22. D502 marketing tools for channel partners

23. Marketing support by channel
Retail

24. Marketing support by channel
Professional Markets

25. Marketing support by channel
Business to Business & Online

26. Marketing support for retail channel

27. Marketing support for retail channel

28. PMA Product Introduction: D1005
Positioning: Highest quality,
smallest and most versatile
duplex dry minilab in the
market.
• Both roll and sheet fed with
variable paper advance allows
D1005 to provide virtually an
unlimited number of sizes and
variety of photo products with
minimal operator intervention
• Designed to suit your customer’s
needs, based on their input, with
just the right capacity.

29. PMA Product Introduction: D1005
Sales Target: Target current
AgX users with QSS-
30XX/29XX, dDP.
• Replace old equipment
• Expand into new channels
that require 12 inch,
duplex and dry equipment
oCopy centers
oGovernment
oMuseums/Gift/Card
Centers
• Shipments to begin in
March

30. PMA Product Upgrade: APM Version 7.5
Positioning: APM’s
architecture was designed
to handle anything that
comes up in the world of
digital imaging.
• The latest upgrade to the APM
(Automated Photo Machine)
platform fuels further retail margin
growth with new service offerings
– Value Package Bundling
– Auto Collage Posters
– Retailer “folio” branding and
more!
• Ships early spring

31. PMA Product Upgrade: APM Version 7.5
Sales Target:
• Current Noritsu printer
customers
• Replace old equipment
• Retailers with kiosk
expansion opportunities
(6-pack)
• Expand into new channels
ie: Office Super Stores

32. PMA Product Upgrade: Photo Finale v7
Positioning: Effortless kiosk
user experience now
available to retailer’s web
storefront
• Both APM and Photo Finale now
use the same creative product
engine
• Retailer build sales by offering
all the same content and
products on kiosk & website.
• Also available early spring

33. PMA Product Upgrade: Photo Finale v7
Sales Target:
• Replace old on line store
• Any retailer looking to
grow revenue and
profit!

34. D1005 Launch Ad
• Emphasis on the how Noritsu responded to customer requests for a new
minilab (how we listen to our customers & demonstrates how important
they are in our business planning)
• Ad acknowledges key decision criteria
•Ad placements include: Feb PMA Magazine, PIR and Picture Business; Feb
International Contact

35. D1005 Launch Ad

36. March Features London Drug Actual Customer
Testimonial