This document provides information about MakerBot Europe and how its general manager, Alexander Hafner, entered the European market. It discusses Hafner's background and experience. It also summarizes MakerBot's product lineup, sales channels, and operations in Europe, highlighting the company's network of authorized resellers across 28 countries. MakerBot Europe aims to provide local support and grow its channel partnerships to boost 3D printer sales and adoption across the region.
Bangalore Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort Service
Axel Hafner - MakerBot Europe - European Market Entry - Stanford Engineering - Feb 2 2015
1. PROPRIETARY AND CONFIDENTIAL1
@MAKERBOT • MAKERBOT.COM • EU.MAKERBOT.COM
How to enter Europe
Alexander Hafner, General Manager, MakerBot Europe
European Entrepreneurship & Innovation @ Stanford Engineering
February 2 2015
2. PROPRIETARY AND CONFIDENTIAL2
How I did start with MakerBot
MAKERBOT
Alexander Hafner- General Manager MakerBot Europe
1985-1988 STUTTGART UNIVERITY - mechanical engineering
1988 HAFNER’S BÜRO – Entrepreneur
Consulting, implementation and training for CAD, PDM-
solutions for architecture and engineering.
Authorized Autodesk Reseller
2004 AED STUTTGART - Cofounder
nonprofit association for architecture, engineering, design
2011 MAKERBOT - Distributor for Germany
2012 AUTODESK - Authorized consulting partner
2013 MAKERBOT - Distributor Central & East Europe
2014 ACQUISITION - MAKERBOT - Europe GmbH & Co. KG
CARVEOUT – HAFNER’S BÜRO GmbH - Owner
3. PROPRIETARY AND CONFIDENTIAL3
Were MakerBot did start
MAKERBOT
Stuttgart – Germany
Country Germany
State Baden-Württemberg
Founded 10th century
Subdivisions 23 districts
Total 207.36 km2 (80.06 sq mi)
Elevation 245 m (804 ft)
Population Town Total 597.939
Town Density 7.500/sq mi
Region 5.400.000
Region 5.900 sq mi
Region Desnity 890/sq mi
Time zone CET/CEST (UTC+1/+2)
en.wikipedia.org/wiki/Stuttgart
en.wikipedia.org/wiki/Stuttgart_Metropolitan_Region
4. PROPRIETARY AND CONFIDENTIAL4
Global Sales Market
$ 3.1 B $ 12.5 B $ 21.0 B
2013 – Actual 2018 2020
Source: Wohlers Associates, Inc
CAGR 42 % CAGR 30 %
MAKERBOT
Estimated market for Additive Manufacturing Solutions
9. PROPRIETARY AND CONFIDENTIAL9
MAKERBOT
3D ECOSYSTEM
The MakerBot 3D Ecosystem
sets the standard in making
user-friendly 3D printing and
Real Time Prototyping
accessible for everyone.
MAKERBOT
An innovative Story
10. 10 PROPRIETARY AND CONFIDENTIAL10 PROPRIETARY AND CONFIDENTIAL
MAKERBOT
The Ecosystem Elements
HARDWARE ACCESSORIES APPS FILAMENTS SOLUTIONS PEOPLE DESIGNS
12. PROPRIETARY AND CONFIDENTIAL1212 PROPRIETARY AND CONFIDENTIAL
MAKERBOT
REPLICATOR Z18
MAKERBOT
REPLICATOR MINI
MAKERBOT
REPLICATOR
> 75.000 MakerBot Printers sold
> 500.000 files on Thingiverse
+100.000 Thingiverse items a year
The Printers
MAKERBOT
13. PROPRIETARY AND CONFIDENTIAL13
Easy to replace
Sends notifications to
MakerBot Desktop and
MakerBot Mobile apps
Detects filament absence
and automatically pauses
your print
MAKERBOT
The Replicator Smart Extruder
14. PROPRIETARY AND CONFIDENTIAL1414 PROPRIETARY AND CONFIDENTIAL
1 Prepare for Printing
2 MakerBot Cloud Library
3 3D Print Monitoring
4 Thingiverse
MAKERBOT
MakerBot Desktop & Mobile
Mobile access to
MakerBot Cloud Library
Explore and print
from Thingiverse
Mobile monitoring
via on-board camera
15. PROPRIETARY AND CONFIDENTIAL15
Design
14 Days
Assemble
5 Days
Machine
1-10 Days
Waiting for Parts Delivery
30-40 Days
Traditional Process
Design & MRTP
5-10 Days
Print
1 Day
Assemble
5 Days
Rapid Manufacturing
Iteration Print Test Fit
MakerBot Real-Time Prototyping
MakerBot Real-Time Prototyping MRTP
enables efficiency in the design process:
Multiple design iterations during earlier
phases of process conserve resources,
saving users time and money whether they
use traditional prototyping methods, or are
already AM users.
MAKERBOT
MakerBot Real Time Prototyping
17. PROPRIETARY AND CONFIDENTIAL17
Where we are now
MAKERBOT EUROPE
Working committed
to European channels
28 Countries covered
52 Authorized Resellers
Increasing every day
18. PROPRIETARY AND CONFIDENTIAL1818 PROPRIETARY AND CONFIDENTIAL
MakerBot Europe
Providing customer Hotline
Supporting Distributors employees
Onboarding and evolving resellers
Authorized MakerBot Service Centers:
handle warranty and repairs
MakerBot and Service Centers support the channel
MAKERBOT EUROPE
19. PROPRIETARY AND CONFIDENTIAL1919 PROPRIETARY AND CONFIDENTIAL
MakerBot Europe MakerCare – Service Package
MakerCare is in a box product
MakerCare is a Hotline and an advanced service
plan
MakerCare will provide additional Support to
Customer and a hassle free ramp up for Resellers
MAKERBOT EUROPE
Hotline secures ongoing customer satisfaction
20. PROPRIETARY AND CONFIDENTIAL20
Selling through a 2 Tier Channel Modell
MAKERBOT EUROPE
PLATINUM
CUSTOMER
Full customer satisfaction – best user experience
Product Sales Marketing TrainingSupport & Service
GOLD
Resller
SILVER
Resller
RETAIL OEM
DIRECT
DISTRIBUTION
21. PROPRIETARY AND CONFIDENTIAL2121 PROPRIETARY AND CONFIDENTIAL
For giving first information
www.makerbot-reseller.zone
For applying resellers
Online application form
For onboarding resellers
Web based education
Online tests
Hands on trainings
Requirements
Reseller Zone multiplying channel fast
MAKERBOT EUROPE
22. PROPRIETARY AND CONFIDENTIAL2222 PROPRIETARY AND CONFIDENTIAL
Marketing - Localizing portfolio will boost sales
Campaigns
Samples
Event
Content for website
Branding
Channel
References
Press
MAKERBOT EUROPE
23. PROPRIETARY AND CONFIDENTIAL2323 PROPRIETARY AND CONFIDENTIAL
8105
follower
Cross & net reach with: events, social, press
Nothing without Social ....
63.661
Likes
12 events
Gross
reach:
650.000
MAKERBOT EUROPE
24. PROPRIETARY AND CONFIDENTIAL24
Overall lead time may much higher than you think
Prepare on operation early (entity, legal, bank,…)
Don’t assume to get DD data fast
But assume misunderstandings
Talk to authorities and cambers to get local knowledge
It’s about the right European team
Don’t move if you are uncertain
It’s all about your product
Don’t load the merger with assets not needed
The DD process - Message to run a successful merger
MAKERBOT EUROPE
25. PROPRIETARY AND CONFIDENTIAL25
Don’t sell directly from the US into Europe if you need the Channel
Look into regulations (Warranty, Recycling, Legal, Staff,…)
Budget with European cost structures (Warranty, Shipping,
Translation,…)
If you have to grow look into hiring good staff early
Be aware of currency relates topics and market price changes
Look into local competitors and their networks
The PMI process - Lessons learned with building MakerBot Europe
MAKERBOT EUROPE
TOYOTA CONCEPT CAR!
When Toyota showed off their flashy FT-1 concept car in New York City, we
were there 3D printing scaled-down replicas as giveaways for visitors.
26. PROPRIETARY AND CONFIDENTIAL26
B e s t p e o p l e F i g h t f o r y o u r i d e a s
C r e a t e i n s a n e l y e x p e r i e n c e s
B e s t p r o d u c t s S e l l w h a t y o u l o v e B e s t
c u s t o m e r e x p e r i e n c e
T h i n k d i f f e r e n t
D r e a m b i g B e s t
c o m m u n i c a t i o n
W o r k h a r d
F U L L S P E E D A H E A D
MAKERBOT EUROPE