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Xerox pitches its colorful appeal
Five products, two consulting deals unveiled at trade show
(May 2006) – What separates Xerox Corp. from its competitors in the color printing industry is a broad product line and document management offerings, company officials told an industry gathering Tuesday.“Now more than ever, regardless of the size of the enterprise, if you want color … you want Xerox,” Jim Firestone, Xerox North America President told a gathering at the AIIM/On Demand print trade show in Philadelphia. Firestone spoke at a town hall-style meeting hosted by Howie Long, the former NFL Oakland and Los Angeles Raider who now does studio analysis for the Fox network.At the trade show Tuesday, Xerox launched five new products: a 50-page per minute edition of its DocuColor press, three versions in its WorkCentre line of multifunction copiers, and a new Phaser laser printer.But Firestone said that increasingly the hardware that produces the document is not the biggest piece of the equation.Managing the information that gets produced is how Xerox helps companies stay better organized and more productive, he said.To drive home that point, the company also announced two large consulting deals: a seven-year, $36 million deal with the University of Calgary and a four-year $17 million extension of a deal with the Intercontinental Hotels Group, owners of Holiday Inn among other chains.Those types of service-based deals demonstrate Xerox’s ability to help customers fully understand technology, manage the thousands of documents they produce daily and save money, Firestone said.During the meeting, Eric Hardaway, vice president for global technology at Intercontinental, said the previous deal with Xerox saved his company $1.2 million. The contract extension could save Intercontinental $4 million more, he said.The product launch comes as competition continues to intensify in the lucrative high-end of the color printing market.In an indication of how pitched the competition has become, Hewlett-Packard Co. will announce today that it has sold one of its Indigo digital presses to DPI, a Rochester commercial printer, beating out Xerox and Eastman Kodak Co.’s NexPress for the deal.DPI Executive Vice President – and co-owner – Matt Kellman said Indigo’s liquid ink printing method offered better quality than toner-based products. This is his company’s first foray into digital printing and will help DPI compete for short-run printing business Kellman said.
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