MULTIFUNCTION DEVICES IN OFFICE ENVIRONMENT

ATXEROX INDIA LTD.

PROJECT REPORT(2008)

Submitted for the partial fulfillment of the requirement for the award

OfPost Graduate Diploma In Management

SUBMITTED BY:VIJAYENDRA PRATE SINGH

Under the supervision of

External: Mr. Rajeev MehraInternal: Ms. Gnajan Aggrawal

Department of ManagementINSTITUTE OF MANAGEMENT EDUCATION,

SAHIBABAD

DECLARATION

I hereby declare that the project repot entitled “MULTIFUNCTION DEVICES IN OFFICE ENVIRONMENT”Submitted for the post Graduate Diploma in management is my original work and the project report has not formed the basis for the award of any degree, diploma, associateship, or other similar titles.

2

ACKNOWLEDGEMENT

With deep sense of pleasure and satisfaction we complete this project on “Multifunctional

Devices in the Office Environment” and take this opportunity to thank Mr.Rajeev Mehra,

Operations Manager, Xerox India Ltd., whose inestimable support rendered it possible.

We also express my deep sense of gratitude to my guide Mr. Nawajish Ali, Territory

Manager, Xerox India Limited, under whose guidance we have been able to complete this

study.

We also wish to thank all the Executives and the team members of Documentations “Xerox

India Ltd”, in particular to Mr. Ajit Chaudhary, Mr.Saurabh Bhargawa, Mr. Waqar, who

were immensely co-operative through out our tenure with them.

We would like to extend my heart felt thanks to Dr. H. P. Gupta, Executive Director, Ms.

Gunjan Aggrawal, Faculty, OF Institute of Management Education, Sahibabad whose

invaluable guidance became a tremendous source of inspiration and helped us in completing the

project study.

Last but not the least, we would like to thank my parents whose blessings, cooperation and

guidance inspired me to complete this task easily.

(VIJAYENDRA PRATE SINGH) Management Executive Trainee

Institute of Management Education Sahibabad

3

ABSTRACT

In the current era each company want to increase its market share as a result there is a huge

competition between the companies. Companies are applying different marketing strategies to

gain profit & to sustain into the market for long run. We have done our summer training in

XEROX. It’s a US based multinational company which manufactures and sells a wide variety of

office and production equipment including photo copiers, Xerox Phaser printers, multifunction

printer.The company name is so much famous that it is generlies among the people in INDIA

like SURF & DALDA. As a multinational company XEROX want to increase its marketshare in

INDIA. To acomplish this task XEROX has provided a project title which named as

“MULTIFUNCTION DEVICES IN OFFICE ENVIRONMENT”. With this topic I have to

conduct a marketing reseach in NOIDA region. Under the guideline given by company I have

prepared a questionnaire for the corporate and another questionnaire for the resellers. The

corporate questionnaire gives the information about the future requierment of the companies. It

also give the idea about how many companies know about xerox product range and its functions.

The reseller questionnaire gives the information that what should company do to increase

number of resellers and how to maintain its distrbution channel. because if a compny want to

increase its marketshare then company should maintain proper channel network to easly reach

end customer.

4

Introduction

Need of study

No one can be a competent person in the absence of particular exposure, irrespective of

how many books, theories he has gone through. In order to become a perfect manager in

near future I was also required to apply of my learning in actual practice. The most

important of all activities is keeping an eye on the market and how company can increase

its market share.

Earlier XEROX was dealing only with heavy duty machine like photocopier and printer.

Company was more focused on corporate sector and in photocopier they are the market

leader. Now they have entered into the small office and home segment product like small

printer and multifunction devices and right now company have 10% market share in

INDIA. The company is facing the cut through competition with the HP and other

companies like CANON, SAMSUNG EPSON etc. These companies providing lowest

range product & companies are producing both LASER & INKJET printers which are

available in market at the cheapest rate.

XEROX has categorized its products & they produce only LASER printers it has to

compete with both inkjet, laser printer into the market. As I mention above that XEROX

deal with only LASER equipment and in the market there are many companies available

who are doing there business and among them HP is a big player in the small scale

printer. So it is big challenge for the XEROX that how company can penetrate the market

share of HP. Except that LASER technology introduced by XEROX. Now company is

trying to setup a strategy for these products and increase its sells.

Noida which is big industrial place and there are so many corporate houses most of the

corporate office deal with the IT industry and other industries like export, manufacturing

industries etc. these all office are computerized so there could be the huge demand for the

IT product like S/W, printer, copier, multifunction devices, scanner etc.

1

After considering all these factors XEROX decided that there is need for market research

in the NOIDA electronic city. To find out that what could be the future requirement of

the companies for these products and what improvements they want in these products.

XEROX is trying to know that what factors companies consider when they buy these

products.

2

Background

Xerox deal with only Laser printer. Technology wise if we see than Laser printers are better than the Inkjet printer but price of the Inkjet printer is very cheap so for a personal uses customer always preferred Inkjet printers. That’s where Xerox is facing problem because right now customers don’t know about the benefits that they can get from a Laser printer. As we know that Xerox introduced laser technology so if there is any development will be made it will help customer only. In is part of chapter we will discuss about the photocopier and printers and what is difference between Inkjet and Laser technology and how Laser tech. is better than Inkjet tech.

COMPARISON BETWEEN INKJET AND LASER PRINTER

Characteristics Inkjet LaserAvg. Life of Printer 1.5 to 2 year 3 to 3.5 yearSpeed Slow (PPM) Faster (PPM)Ink In a liquid form which can

dry. If u are not using.Powder form remains same for a long period of time

Print Quality Normal BestRunning Cost Higher Lower Basic Xerography

(1) a photoconductive surface is given a positive electrical charge (+).(2) The image of a document is exposed on the surface. This causes the charge to drain away from the surface in all but the image area, which remains unexposed and charged.(3) Negatively charged powder is cascaded over the surface. It electrostatically adheres to the positively charged image area making a visible image.(4) A piece of plain paper is placed over the surface and given a positive charge.(5) The negatively charged powder image on the surface is electrostatically attracted to the positively charged paper.(6) The powder image is fused to the paper by heat. After the photoconductive surface is cleaned, the process can be repeated.

3

About Printer

A computer printer is a device that produces human readable text or graphics in electronic form. A computer printer is a device that produces human readable text or graphics in electronic form. The following printer technologies are found in modern printers

• Toner based printers: Toner based printers are very similar to photocopiers. They refer to the method used to adhere to the media. They are known for high quality prints, high print speed and low cost per copy. The most common example of toner based printers is laser printers. Their cost effective benefit has made them dominant for home and office applications. Another fine example of toner based printer would be LED printer which uses an array of LED’s instead of a laser to cause toner adhesion.

• Inkjet Printers: Inkjet printers are cheaper than laser printers but they are expensive to run as their cartridges need to be frequently replaced. Inkjet printers are widely used at homes and by small business users. They have an excellent all round printing capabilities from black and white to color prints. Inkjet printers ensure high resolution photo prints offering high quality photographs. Inkjet printers are comparatively much slower than laser printers. Another disadvantage of inkjet printer is that the pages take a long time to dry before they can be actually handled.

• Impact Printers: Impact printers rely on a forcible ink to transfer ink to the media. They are similar to typewriters and have a limited capacity for reproducing text. A daisy wheel printer is a specific type of printer where the type is molded around the edge of a wheel. Impact printers are basically of two types’ letter quality printers and dot matrix printers.

• Line Printers: Line printers print an entire line of text at a time. These printers were the fastest in impact printers and were used for bulk printing in large computer centers. They were never used with personal computers due to their operating system. They have now been replaced by high speed laser printers.

4

History of the Laser Printer

1969 - Gary Starkweather, at Xerox's research facility in Webster, New York, demonstrates using a laser beam with the xerography process to create a laser printer.

1979 - IBM introduces the IBM 3800 laser printer, capable of printing 20,000 lines per minute.

1981 May - Xerox unveils the Star 8010, at the National Computer Conference. Many features that were developed on the Alto are incorported. It includes a bitmapped screen, WYSIWYG word processor, mouse, laser printer, Smalltalk language, Ethernet, and software for combining text and graphics in the same document. At a starting price of US$16-17,000, the computer is not a commercial success. During its lifetime, 100,000 units are produced.

1984 - Apple Computer gives LaserWriter printer prototypes to Lotus Development, Microsoft, and Aldus, in hopes of their developing application support for it. 1984 - Hewlett-Packard introduces the LaserJet laser printer, featuring 300dpi resolution, for US$3,600.

1985 - Apple Computer releases the Apple LaserWriter laser printer.

1986 Jan - Apple Computer introduces the LaserWriter Plus printer.

1990 - Hewlett-Packard's introduction of the LaserJet IIP breaks the US$1000 street price barrier.

1992 – Fall Hewlett-Packard introduces the HP LaserJet 4 laser printer.

1993 June - Hewlett-Packard introduces the LaserJet 4ML laser printer.

1993 - QMS introduces the ColorScript Laser 1000 color laser printer, for US$12,499.

1995 June - Apple Computer introduces its first color laser printer, the Color Laser Printer 12/600PS. The 600x600 dpi printer comes with 12 MB of RAM, uses a Canon-based engine, and costs about US$7,000.

1996 April - Hewlett-Packard begins shipping the HP LaserJet 5 line of laser printers.

5

Company Profile

Type Public (NYSE: XRX)

Founded Rochester, New York, USA (1906)

Headquarters Stamford, Connecticut, USA Offices in Rochester, New York

Key people Anne M. Mulccahy, Chairman & CEO Ursula Burns, President Larry Zimmerman, CFO

Industry Document Services Computer Peripherals

Products Digital Imaging Printers

Revenue $15.9 billion USD (2006)

Employees ~53,700 (2006)

Xerox Corporation (NYSE:XRX) is the world's leading document management technology and services enterprise. A $16 billion company, Xerox provides the document industry's broadest portfolio of offerings. Digital systems include color and black-and-white printing and publishing systems, digital presses and "book factories," multifunction devices, laser and solid ink network printers, copiers and fax machines. Xerox's services expertise is unmatched and includes helping businesses develop online document archives, analyzing how employees can most efficiently share documents and knowledge in the office, operating in-house print shops or mailrooms, and building Web-based processes for personalizing direct mail, invoices, brochures and more. Xerox also offers associated software, support and supplies such as toner, paper and ink.

The company's operations are guided by customer-focused and employee-centered core values -- such as social responsibility, diversity and quality -- augmented by a passion for innovation, speed and adaptability.

Company Mission System

Company strategic intent is to help people find better ways to do great work -- by constantly leading in document technologies, products and services that improve our customers' work processes and business results.

6

XEROX Values

Since company inception, company has operated under the guidance of six core values:

We succeed through satisfied customers. We deliver quality and excellence in all we do. We require premium return on assets. We use technology to develop market leadership. We value and empower our employees. We behave responsibly as a corporate citizen.

Business

Xerox Corporation is the world's leading document management technology and services enterprise. It provides the document industry's broadest portfolio of offerings. Digital systems include color and black-and-white printing and publishing systems, digital presses and "book factories," multifunction devices, laser and solid ink network printers, copiers and fax machines. Xerox's services expertise is unmatched and includes helping businesses develop online document archives, analyzing how employees can most efficiently share documents and knowledge in the office, operating in-house print shops or mailrooms, and building Web-based processes for personalizing direct mail, invoices, brochures and more. Xerox also offers associated software, support and supplies such as toner, paper and ink.

7

Scope of Study

This project will give the idea to XEROX that what strategies should be needed to

promote its products. It also provides the current market share of the company in

NOIDA. This final report gives the idea that how XEROX can increase its distribution

network. Actually in the current business environment there huge demand for the IT

products like printer, multifunction devices etc. so over job is to find out those company

those who have future requirement for these product and what quantity is required. So

through questionnaire I tried create the lead for the company that what kind of products

companies needs. On the other hand I meet with the reseller and what problem they are

facing by selling the XEROX product. It will provide an intense idea to company how to

make it self most demanded product by the resellers through solving the all the problems

what reseller are facing in today’s competitive market.

8

Review of Literature

In this section the project will show the Xerox organization structure its sales and distribution channel, articles, other major player in this field and the comparative analysis with the Xerox product.

Success Ladder of XEROX

1906 The Haloid Company is founded in Rochester, N.Y., to manufacture and sell photographic paper. Chester Carlson, inventor of xerography, is born in Seattle, Feb. 8.

1938Chester Carlson makes first xerographic image in his lab in Astoria, Queens, in New York City Oct. 22.

1942Carlson receives U.S. patent No. 2,297,691 on Oct. 6 for electro photography, later called xerography, the technology that revolutionized the world of imaging.

1947Haloid acquires license to Chester Carlson's basic xerographic patents from Battelle Development Corp. of Columbus, Ohio, a subsidiary of Battelle Memorial Institute.

1948Haloid and Battelle announce development of xerography. The word "Xerox" is trademarked.

1949The first xerographic copier, the Model A, is introduced.

1958The Haloid Company changes name to Haloid Xerox Inc.

1959The Xerox 914, the first automatic, plain-paper office copier, is announced. Haloid purchases all worldwide patents on xerography from Battelle Memorial Institute.

1960Research and Engineering Center is established in Webster, N.Y.

1961Haloid Xerox Inc. changes name to Xerox Corporation.

9

1969Xerox moves its corporate headquarters from Rochester, N.Y., to Stamford, Conn.

1970Xerox Palo Alto Research Center opens in Palo Alto, Calif. Electrostatic printing is introduced.

1973Xerox PARC invents prototype of the world's first personal computer, the Alto, with innovations including the first what-you-see-is-what-youget editor, first commercial use of a mouse, graphical user interface, and bit-mapped display. Its commercial descendant was the 8010 Star.

1974Xerox Research Centre of Canada in Mississauga, Ontario, opens.

1975Xerox agrees to license existing xerographic patents.

1976 Last Xerox 914 order is taken; field service on the machine is to continue.

1977The industry's first laser printer, the Xerox 9700 (code-named Dover) is announced.

1982Inaugurated the 10 Series copiers; the industry's first to use built-in microcomputers with a low bandwidth Ethernet as the communications interface.

1983Large-format digital color printing is introduced.

1986Xerox Research Centre Europe (formerly Rank Xerox EuroPARC) opens laboratory in Cambridge, U.K.

1988Two-millionth Xerox copier is produced. The Xerox 50 Series of copiers is launched to recognize 50th anniversary of xerography.

1990DocuTech Production publisher first digital copier/printer, invented printon- demand market.

10

19915775 color copier printer - first digital Xerox color system 4850 highlight color printer launched delivering black + one color printing for the cost of monochrome with TriLevel Xerography.

1993Rank Xerox Research Centre (now Xerox Research Centre Europe) established in Grenoble, France

1995Xerox ColorgrafX Systems formed; leads Xerox into the graphic arts industry.

1996Xerox creates dpiX as a wholly owned subsidiary to manufacture and market high-resolution, flat panel display screens developed at PARC. Document Sciences Corp., a Xerox technology spinoff company, goes public

1998XLConnect Solutions Inc., an information technology services company, is acquired for $415 million, renamed Xerox Connect. The biggest anechoic chamber in t he Western Hemisphere opens in the Xerox Webster, N.Y., manufacturing facility.

2000Xerox acquires Tektronix Inc.'s Color Printing and Imaging Division for $925 million. Launch of the next-generation DocuColor 2000 Series of digital color presses. About 5,000 are sold in the next two years.

2002Xerox incorporates Palo Alto Research Center Inc. as a wholly owned Xerox research company. Xerox continues to embed relevant PARC technology into its offerings. Digital imaging and repository services facility in Hot Springs, Ark., expands and more than quadruples its production capacity. DocuColor 2240 launched featuring chemical (EA) toner for improved cost and performance 2002 marks Xerox’s most i significant product launch year in a decade, with 17 new products and five product platforms: office color (Phaser® printers), office black-and-white (Document Centre® digital multifunction systems), chemical toner (EA technology), production color controller (DocuSP™) and production color (DocuColor production color (DocuColor iGen3™ Digital Production Press).

2003Xerox Copier Assistant software launches, which makes it easier for people who are blind or visually impaired to operate a digital copier. Xerox joins Microsoft and others as a founding sponsor of the Information Work Productivity Center at MIT; the center is to study how organizations can take advantage of technology to increase productivity. Xerox transforms its office product neup, unveils 21 new and enhanced CopyCentre

11

office copiers, WorkCentre copierprinters and WorkCentre Pro advanced multifunction devices Xerox Corporation received the 2003 IEEE Corporate Innovation Recognition award for its pioneering work that created the DocuTech product line and resulted in the $30 billion print-ondemand industry.

2004Xerox receives "Basey Award" for Categorizer Software from XRCE Xerox Awarded First-Ever innovate in France Award

2005Wall Street Journal' Honors Xerox Technologies

2006Xerox EA Toner Earns CQIA

Innovation Gold Prize IEEE Technology Sensor Award

2003 IEEE Corporate Innovation AwardXerox consistently builds its inventions into business by embedding them in superior Xerox products and solutions; using them as the foundation for new businesses; or licensing or selling them to other entities.

12

XEROX ORGANIZATIONAL STRUCTURE

13

PresidentUrsula Burns

Chairman & CEOAnne Mulcahy

Xerox Global Services Stephen Cronin

Xerox North America Jim Firestone

Xerox EuropeArmando Z. De Lima

Development Marketing Operations

Jean Noel Machon

FinanceLarry Zimmerman

Office of the General Counsel

Don Liu

Xerox Office Group

Russell Peacock

Production System Group

Quincy Allen

Global AccountsTom Dolan

Xerox Innovation Group

Sophie Vandebroek

Xerox Information Management

John McDermott

Corporate Strategy/Alliances

Eric Armour

Xerox Strategic Services

Wim Appleo

Marketing Operations

Mike Mac Donald

Human Resources Ethic

Patricia Nazemetz

Major Locations—International

Administration

United Kingdom Middlesex Uxbridge Brazil Rio de Janeiro Canada Toronto India Gurgaon Russia Moscow

Manufacturing, Engineering and Assembly

Brazil Manaus Salvador Canada Mississauga Oakville Egypt Cairo India RampurIreland Dundalk Mexico Nogales Netherlands Venray United Kingdom Mitcheldean

Research Center

Canada Mississauga France Grenoble United Kingdom Welwyn Garden City (Development Centre)

Dollars in millions, except per-share data

2006 2005 2004 2003 2002Total Revenue $15,895 $15,701 $15,722 $15,701 $15,849 Net income (Loss) $1,210 $978 $859 $360 $91 Diluted Earnings/(Loss) per Common Share*

$1.22 $0.94 $0.86 $0.36 $0.02

Common Shareholders of Record at Year-End

40,372 53,017 55,152 56,326 57,300

Employees at Year-End 53,700 55,200 58,100 61,100 67,800

* These values are for continuing operations

14

Rank among the Fortune 500*

Year Rank Year Rank Year Rank Year Rank1962 423 1973 41 1984 38 1995 411963 294 1974 41 1985 38 1996 511964 227 1975 39 1986 40 1997 721965 171 1976 40 1987 32 1998 631966 145 1977 39 1988 34 1999 871967 126 1978 36 1989 22 2000 1091968 109 1979 40 1990 21 2001 1201969 71 1980 38 1991 22 2002 1161970 60 1981 42 1992 22 2003 1301971 52 1982 38 1993 21 2004 1321972 40 1983 38 1994 22

* Data above show Xerox's rank in Fortune magazine's annual list of the 500 largest U.S. corporations, based on company revenues for the year cited. The list is published in April, reflecting revenues from the previous calendar year.

How Xerox Sells: Customer Operation and Sales Channels

Xerox systems and services are sold through a variety of channels, including direct sales, inside sales, resellers, agents, concessionaires, systems integrators and the Web.

Xerox North America

Xerox North America markets, sells and supports the entire Xerox portfolio of products, supplies and services to businesses of any size throughout the United States and Canada. The organization includes the following:

U.S. Solutions Group

The U.S. Solutions Group sells Xerox office and high-end products and solutions directly to customers throughout the United States. USSG primarily serves large enterprise customers through its geographic and industry-focused business units like the graphics arts industry, which includes commercial printers, quick printers and similar businesses.

Xerox Capital Services LLC is a joint venture company owned by GE Vendor Financial Services, a unit of GE Commercial Finance, and Xerox Corporation. Xerox Capital Services manages order processing, lease administration, billing and collections for Xerox customers in the United States. It was created in 2002.

15

North American Partners Group

D. Cameron HydeCorporate Vice PresidentPresident, North American Partners Group

The North American Partners Group is responsible for extending the availability of Xerox products and services through indirect channels including agents, dealers and resellers. These channels help the company reach more small and medium-sized businesses and broaden the visibility of the Xerox brand throughout the U.S. and Canada.

North American Agent Operations

Operates the Authorized Sales Agent program. About 600 independent businesses act as Xerox Authorized Agencies with approximately 2,500 agency sales representatives. This channel, initiated in 1982, sells the complete line of Xerox offerings.

North American Dealer Channel

Markets workgroup fax and mid-range digital multifunction devices through more than 400 Xerox Authorized Dealers and independent office equipment dealers. These dealers are independent businesses -- locally owned and managed -- with showroom, office and warehouse facilities.

The North American Reseller Sales group provides a range of programs designed to help independent value-added resellers and direct-response partners worldwide grow their business with Xerox color and black-and-white network printers, as well as workgroup fax and multifunction devices. Resellers are the primary sales channel for Xerox office printers, with more than 9,000 resellers in North America carrying Xerox products.

Xerox Canada Ltd.Doug LordPresident & CEO

Xerox Canada was established in 1953 and has offices in most major Canadian cities. In addition to providing direct sales, marketing and service support of Xerox products and solutions throughout Canada, Xerox Canada sells through other channels such as resellers, agents, dealers and the inside sales centers.

The Xerox Research Centre of Canada is in Mississauga, a Toronto suburb. The total Xerox population in Canada includes nearly 5,000 people at Xerox Canada, XRCC and the Inside Sales operations. Xerox Corporation owns 97 percent of the Canadian subsidiary; the remaining 3 percent is held by shareholders

16

North America Inside SalesEmerson U. FullwoodCorporate Vice PresidentChief Staff and Marketing Officer, Xerox North America

North America Inside Sales lets customers do business with Xerox over the phone (800-ASK-XEROX) and on the Web. Since 1999, the channel has grown to several "contact centers" in North America, Europe and developing markets countries. Inside Sales takes inbound and outbound calls to sell products, supplies and services, often complemented by Web-based tools and demonstrations. It also places outbound calls to generate sales leads for a variety of Xerox channels. Highly trained Inside Sales Executives deliver proposals online, implement demonstrations or complete transactions over the phone and Web - broadening Xerox's customer contact.

Xerox ServicesWilliam A. SteenburghSenior Vice President

Xerox Services is responsible for the technical support of Xerox systems in customers' locations, such as installing digital products or performing product repairs, and for managing the company's outsourcing relationships with customers like running a customer's in-house printing center or mailroom. Xerox Services includes 15,000 employees and is the first organization to receive the prestigious J.D. Power and Associates' Certified Technology Service and Support award for Outstanding Customer Service two years in a row (2005, 2006).

Xerox EuropeArmando Zagalo de LimaCorporate Senior Vice PresidentPresident, Xerox Europe

Xerox Europe markets Xerox products, services and associated offerings across 17 countries. It is focused on three main areas: offices from small to large, production print and graphic arts environments, and services that include consulting, system design and management, and document outsourcing.

Services-oriented document solutions for many corporate customers are sold directly by Xerox or through accredited business partners, as are high-end printing and publishing offerings to larger corporations and commercial printers. Small and medium-sized businesses are primarily served by distributors, resellers and concessionaires. The concessionaire channel is an over 700-strong, Xerox-specific network across Europe with around 5,000 sales and telesales representatives.

Xerox Europe has a customer support operation in Ireland, and Xerox products are manufactured in the United Kingdom, Ireland and the Netherlands. The Xerox Research Centre Europe is located in Grenoble, France. Xerox Europe employs nearly 16,000

17

people and dates from 1956, when Xerox made its first foray into international markets with Rank Xerox, a joint venture with the Rank Organisation plc. Xerox bought out Rank's interest in 1997.

Marketing Operations

Michael C. Mac DonaldCorporate Senior Vice PresidentPresident, Marketing Operations

This group manages the overall Xerox customer experience and the Xerox brand, seeking to maximize the way Xerox interacts with millions of customers each year in person, through documents, on the Web, or over the phone.

The organization is responsible for brand management and stewardship, corporate marketing, advertising, strategic public relations, major events and sponsorships. GAMO also provides a global Web presence through www.xerox.com. The Xerox.com team serves more than two dozen countries with a common platform that is customized for different languages and requirements. The site has extensive information about Xerox products, supplies and services and offers ways to buy Xerox products directly or through online channel partners. The site also offers extensive post-sale support tools, ranging from knowledge databases that help customers troubleshoot problems to account management applications that let customers create personalized catalogs.

How Xerox Operates: Manufacturing and Business Support

These groups provide critical systems, services and support to Xerox business operations and employees, whether managed locally or as centralized corporate initiatives

Xerox Strategic Services Group

Wim AppeloCorporate Vice PresidentVice President, Xerox Strategic Services Group

This group is responsible for worldwide manufacturing and distribution of Xerox products, supplies and service parts. It also manages the Xerox Supplies Business Group.

The division includes all aspects of product delivery, including procurement of parts and materials, manufacturing of equipment, and delivery of finished products to customers. It maintains the company's central global purchasing function, handling purchasing for non-production contracts, such as travel and office supplies, and for production materials, such as plastics, circuit boards and acquired products. The organization also designs, implements and governs Xerox environmental, health and safety initiatives and programs. In addition, Xerox Strategic Services manages the company's Lean Six Sigma operations as well as real estate and general services Xerox manufacturing and distribution facilities are managed to the highest quality and environmental standards; all manufacturing

18

factories are ISO 9000 and 14001 certified. Extensive employee training and involvement is practiced, and the use of quality tools, such as Lean Six Sigma, is pervasive. In North America, Xerox's manufacturing and warehousing workers are represented by labor unions, including UNITE-HERE and others, which represent about 2,700 organized workers in the United States and Canada. Xerox is the only union-represented office equipment manufacturer worldwide.

Manufacturing and distribution facilities are located around the world. The company's largest site is in Webster, N.Y., where among other products it makes fusers, photoreceptors and Xerox iGen3 systems and components.

Increasingly, Xerox works with partners such as Fuji Xerox, Flextronics International and others on aspects of design, manufacturing, and distribution. Suppliers and partners continue to produce Xerox equipment and components under the same high quality standards that customers rely on from Xerox.

Xerox Lean Six SigmaNancy ReesSenior Vice President Lean Six Sigma and Corporate Deployment Officer

Since early 2003, Xerox people have been using Xerox Lean Six Sigma tools and methods in both internal projects and projects for customers. These projects focus on reducing waste and increasing effectiveness in vital business processes to bring measurable improvements in results for customers and the company.

The Xerox Lean Six Sigma organization is responsible for governing and supporting the program throughout Xerox, including managing certification standards, providing training resources and coaching, and tracking projects' financial accomplishments.

By year-end 2006, more than 800 Black Belts and Master Black Belts were integrating Lean Six Sigma and Design for Lean Six Sigma methods into daily operations and into the services Xerox offers to customers. Nearly 3,000 projects were under way or completed, and about 4,500 Green Belts and 40,000 Yellow Belts had been trained.

Corporate Strategy OfficeEric ArmourCorporate Vice PresidentVice President, Corporate Strategy

The Corporate Strategy Office is responsible for leading Xerox's strategic management processes and corporate development activities. It is also responsible for Fuji Xerox relations and manages Xerox's alliances with other companies that are positioned to integrate their offerings with Xerox's portfolio of systems and services. The Corporate Strategy Office works closely with the Office of the Chief Financial Officer to define and execute mergers, acquisitions and divestitures.

19

Xerox Global Services

Simplifying business processes is the key to reducing costs, improving responsiveness to the marketplace, and accelerating better decisions. Yet, we've found that many companies are frustrated with business simplification and technology efforts that fail to live up to anticipated results. Market research firm IDC says companies spend up to 10% of their revenue on document production, management and distribution. Xerox Global Services can help you recapture some of those costs by streamlining and digitizing document-intensive business processes. This may include everyday processes - like customer communications, billing, training, and records management. Or, more complex, industry-specific processes - like new client enrollment processes for insurance companies and engineering change management for manufacturers. Technology alone will not simplify your business. You won't find the key to solving your business problems in hardware and software. Or in the details of a carefully drawn process. Or in a single person.

It is a unique combination of people, process, and technology that leads to success. We work closely with you to identify opportunities, leverage your technology investments, your people, and your business practices to streamline your We've worked with more than 6,000 clients in 60 countries to identify and cultivate the hidden opportunities that save time, money, and resources while simplifying work.

20

Xerox Partners

Our teams of experienced project managers, professionals, and specialists have built a track record of solid performance. We've completed thousands of successful implementations at companies worldwide, including numerous Fortune 500 companies. A Malcolm Baldridge award winner, Xerox is recognised for superior business processes and methodologies.

We bring to every project strong technical capabilities and an understanding of how people interact with technology -- knowledge fuelled by the leadership of our research centre specialists. Here are just a few of our success stories:

Documentum

Documentum 4i is an internet-scale content management platform that accelerates organisations’ online presence. It enables customers to create, deliver, and personalise content of all formats, from internal and external contributors, for business processes that extend across and beyond the enterprise - and to all delivery channels. It powers all types of e-Business applications, including B2E (Business to Employee), B2B (Business to Business) and B2C (Business to Consumer).

Agilience

The suite of Sharenet solutions from Agilience supports organizations in unleashing the power of collaboration. They facilitate high-quality customers, business partners and investors. They enhance both core and support-process performance, as well as driving collaboration along change and transformation processes with both fixed and mobile solutions.

21

Document Sciences

Document Sciences’ Autograph product suite of composition and output preparation tools is a key element in document management. It allows companies to design and mass-customise documents for one-to-one communications with customers. Setting new standards for business-to-customer document quality, Autograph supports high volume, full-colour electronic printing technology and media-rich Internet distribution media.

Macro4

Documents in all their electronic and paper forms are the primary means of communication between a company and its customers and partners. They are a vital source for handling customer queries and are the driver for key business processes. Columbus, Macro4's award winning software suite, is designed for organizations that use a wide variety of document production systems. Columbus captures electronically the documents that companies produce and receive, pools them centrally and assures their delivery to multiple electronic and print destinations.

22

Recent Article on Printer Industry

PC peripheral and component prices keep falling, and laser printers are riding the trough of the price wave. Our test features the best personal laser printers, and should help you decide on one.Not long ago, laser printers were considered the devices that would one day suck inkjet printers dry. Laser printers had their distinct advantages; speed, the ability to output smudge-free printouts, and durability. However, sky-high pricing meant that only businesses and those with deep pockets could afford them.

Over the years, both inkjet and laser technologies have evolved, and it’s increasingly hard to differentiate those once-distinct advantages that lasers exhibited. Subtle differences still provide the necessary demarcation, but these are based on application areas and not on technical grounds—such as photo printers, mobile printers, etc. Colour printing, which was once only inkjet domain, is now a much-battled segment, thanks mainly to the lower initial investment for a colour laser, and also the lower running costs. Regardless of whether you buy a laser or an inkjet, what you’re looking for is speed, quality, and economy. However, there’s a lot more to printing than these three basic requirements: the cost of the consumables is the first addition to this list. Another oft-forgotten factor is the manufacturer’s service and support offerings, which are important because printers are prone to failure as a result of neglect, overuse, and ageing. This test will aim to take a more holistic, and thus more real-world look at the printing solutions on offer. We received printers from all the top retailing brands—alphabetically: Brother, Canon, Epson, HP, Lexmark, Samsung, and Xerox. Due to some unfortunate technical problems with Epson’s printer, we were unable to test it. This test covers primarily entry-level laser printers, and we’ll take a look at the mid-range offerings in next month’s test. However, apart from the entry-level mono lasers tested here, we also have four colour lasers tested individually.

Understanding the Market If you are a regular Digit reader, you’re used to us reviewing products based on features, performance, and price. However, for this test, we will deviate from our regular methodology, because printers cannot be compared to, say, graphics cards. Before buying, it’s important to survey the market and get your facts right: performance, though important, is just one piece of the puzzle. The other pieces are made up of the cost of the cartridges, service issues, and downtimes. Here’s a quick look at the printing market realities for India. HP, Canon, Xerox, Samsung, Epson, Lexmark, Brother, Konica-Minolta, and Wipro are the major vendors in the laser printer business. HP was one of the first companies to bring printing products to India, and continues to dominate the market. Samsung, Xerox, and Canon come next in line in terms of market share, followed by the minnows—Konica-Minolta, Wipro, Epson, Brother, and Lexmark. Now you might wonder why we’re talking business, which should only matter if you’re buying shares, but it does matter! Remember that the leading products generally offer more in terms of service centers as well as easier availability of consumables and spare parts.

23

Service Support Infrastructure As in the graph, HP has the highest number of service centers across the country, which means better penetration across the country and hence a higher probability that a HP service centre will be located near your office or home. Epson and Canon come in at second and third place respectively, while Lexmark has the lowest number of claimed service centers.

Outlets for Consumables With printers, you constantly need to buy consumables, and the ease at which they’re available ensures minimum downtimes for your printing solution. For this reason, it’s important that the manufacturer have many authorized retail outlets. With around 1,500 authorized consumable outlets, HP has a definite advantage anywhere in India. We’re discounting the unofficial channels for all companies, which is rather impossible to authenticate. Xerox, with 300 outlets, also has a good presence. All the other vendors hover around the 150 mark, which means they will have limited reach, and though you will never have any problems finding their consumables in major cities and the metros, you might face problems in smaller cities if they do not have any resellers there. That said, almost all the vendors have a toll-free number you can call and have consumables delivered to your doorstep. This is a great value-added service, and you should check for such options from all vendors for your city. The Warranty For the Indian consumer, the warranty plays an important role in the buying decision. With printers, the importance is an order of magnitude higher, because these are generally the most abused peripherals at home or at work, and are the most prone to failures. There are two facets to every warranty: the term of assurance and the type of warranty offered. Now most competing brands make sure the term of warranty is the same, so, for example, you will find that many manufacturers offer a “lifetime” warranty (which translates to five years for IT hardware). However, when all companies offer the same warranty, you need to look beyond the terms of assurance and look at the type of warranty. For printers (and most IT products), this is generally a unit-replacement, on-site, or carry-in warranty. Unit-replacement is obviously the best option, and the rarest, because if anything goes wrong, the manufacturer gives you a replacement instead of repairing the unit you have. This saves on the downtime that you will face if your printer is being repaired.

On-site is the next best thing, especially for printers. Since most laser printers are quite bulky and heavy, you do not want to have to lug it to a service center (as is the case with a carry-in warranty). With an on-site warranty, a technician comes to your residence or office and fixes the device, or takes the trouble of taking it to a service center and then returning it. Of the manufacturers featured in this test, Xerox, Samsung, Brother, and Lexmark offer a one-year warranty cover each, while Canon offers two years. All these companies have on-site warranties. HP is the only company that provides a lifetime, unit-replacement warranty.

24

As PC sales crossed 9.21 lakh units in Q3 2004, the associated market for peripherals grew robustly. The apex hardware body, Manufacturers’ Association of Information Technology (MAIT) estimates that the PC industry will comfortably touch the four million mark for fiscal year 2004-05. According to IDC, the overall IT market is expected to grow by over 35 percent in 2005. Peripheral market vendors expect similar growth for their segment. Be it monitors, MFDs (Multi Function Devices), keyboards or mice, most vendors are very upbeat at the progress of the peripherals market as a whole. 2005 is expected to be the year for flat-panel monitors as customers become more stylish and technology-savvy. The SMB market is also expected to be a big contributor to the growth of the IT industry as more small and medium companies adopt information technology.

Printers

According to MAIT in OND 2004, on a quarter-on-quarter basis, laser printers witnessed a growth of 90 percent followed by Dot Matrix printers at 80 percent and Inkjet printers at 30 percent. The dot matrix printer market in fact has seen a huge revival with increased buying in traditional markets such as government, BFSI segment and new markets such as retail and education. Special billing applications for VAT implementation are expected to drive IT growth among SMBs.

According to N Sambamoorthy, General Manager, Business Products, Epson, niche applications such as policy statement printing will fuel growth for DMP printers.The potential of the printer market is evident from the spending pattern of Indian SMB customers. A report by Ami-Partners’ shows that Indian Small Businesses spent $285 million on printers in 2004. This is expected to increase at a CAGR of roughly 24 percent over the next five years. The Indian SMB market is currently dominated by inkjet and dot matrix printers. The same report says that among enterprises in the medium business space, dot matrix printers are the most highly penetrated (71 percent), followed by inkjets (70 percent) and laser printers.

Low-cost lasers

Another big trend is the emergence of inexpensive laser printers. The low-cost laser market is growing at 25 per cent. Natesh Mani, Executive Director, New Office Group, Xerox India, reveals, “We grew (in 2004) by more than 30 per cent in the sub-10k laser printer market and hope that we will grow even more this fiscal year. We have outlined a new channel strategy towards this goal.” Vendors believe that the SMB segment will fuel the growth for low-cost laser printers.

25

Says Aseem Kumar, Senior Manager, Value Product Head, Samsung India, “Our customers are primarily corporates and small and medium businesses”, and adds that the company is looking at a growth rate of 100 percent in the coming year. Sameer Shah, Country Category Manager, Shared Printing and Connectivity, Imaging and Printing Group, HP India, asserts, “We are the market leader in the sub-10k laser business. We have been growing faster than the market and believe that with more products with value-added features, we can increase our market share.”

All-in-Ones

Colour is the catchword in the all-in-one segment or multi-functional device segment (MFD). Most vendors expect that colour MFDs are going to be the order of the day as prices have started to fall steeply, and believe that the MFD segment will grow at more than 100 percent growth rates. Market leader HP for one is seeing good growth in its colour MFD business. Shah of HP India explains, “We are growing at 200 per cent in the MFD segment and our channel base has helped us achieve this.” Colour has also become affordable and the ratio is 1:4 if we compare the same to black and white MFDs. Earlier colour printing cost 20 times more but in the last two years, prices have dipped phenomenally. HP is working closely with its specialised channel partners to promote its products and today has more than 140 colour certified resellers across the country.

Vibhor Bansal, Country Category Manager, Color in Office, HP India, hopes: “By the end of next fiscal the number of our colour certified resellers is going to increase by another 50 to 60.” Another player, Samsung, has seen its MFD business grow exponentially, by over 250 percent as compared to the previous year, according to Princy Bhatnagar, Head, Value Business, IT division of Samsung India. While increasing volumes pushed prices down last year, this year vendors believe that more functionality would be added for the same price. Colour is a segment which Samsung expects will grow phenomenally in the coming fiscal. Samsung operates with dedicated regional distributors in MFDs unlike their other businesses where they have national distributors. “Our regional partners put in a lot of effort to develop the market. While last year we tapped only nine markets effectively, we have expanded to cover 23 cities this year. This has helped ramp up Samsung’s volumes,” says Bhatnagar.

Similarly, Canon has seen good growth rates in the MFD space. Alok Bharadwaj, Vice President, Volume Group, Canon India, says that Canon has been growing phenomenally in the MFD segment. “We have introduced a couple of new models in the MFD segment last year and have seen a great response. We expect to grow by more than 30 percent in MFDs in 2005 over 2004.” Natesh Mani, Executive Director, New Office Group, Xerox India says that Xerox is the market leader in the A3 size MFDs with 20 per cent market share. “We have also recently introduced our A4 segment MFDs, to compete with HP and Samsung.” Xerox does not have any A4 products in the US market but specifically launched the A4 MFDs in India as the market potential is huge. The company has enhanced its channel base and structured its distribution model to address this segment.

26

Another emerging trend is the use of high-end MFDs that start upwards of Rs 1.5 lakh. Typically, a high-end MFD is defined by the production rate of 20 pages per minute (or higher) and features such as e-mail alerts for low ink, distant document sending and password protection. Players such as Canon, Xerox, HP, Toshiba and Lexmark are trying to develop this market through a focus on value-added features. For example, you can send a handwritten note from your chairman to 500 locations across the world at the same time using a MFD. A common communication platform for the dispatch of a file over multiple media such as e-mail, fax, Intranet or the Internet is a plus for organizations looking to buy high-end MFDs. This provision also lets virtual teams collaborate by giving them a common virtual dock to post project status updates and views over the Internet or Intranet.

Smart MFDs

Company Features

Canon

Mailbox feature that provides the privacy of a personal printer on a network printer. A workplace collaboration feature that assists virtual teams (both on-site and off-site) with a common virtual docking area to post project status, updates and views with access over the Internet or intranet.

XeroxInternet Fax, e-mail Office finisher saddle stitches booklets and takes care of tri folding

LexmarkA page manager software that enables quick scanning of documents and books, 30 sheet automatic document feeder and electronic collation.

HP Digital sending to multiple destinations, 3,000-sheet stapler-stacker

Peripheral trends

A report by AMI Partners’ shows that Indian Small Businesses spent $285 million on printers in 2004. This is expected to increase at a CAGR of roughly 24 percent over the next five years. The Indian SMB market is currently dominated by inkjet and dot matrix printers. The same report says that among enterprises in the medium business space, dot matrix printers are the most highly penetrated (71 percent), followed by inkjets (70 percent) and laser printers.

Vendors believe that the SMB segment will fuel the growth for low-cost laser printers. Colour MFDs and high end MFDs are being increasingly adopted by enterprises in India.

27

Other Major Player in Printer Industry

The Hewlett-Packard Company , commonly known as HP, is one of the world's largest information technology corporations.Introduced both inkjet and laser printers for the desktop in 1984. Along with its scanner product line, these have later been developed into successful multifunction products, the most significant being single-unit printer/scanner/copier/fax machines.

Introduced its first touch screen personal computer, The HP-150. HP celebrates its 50th anniversary.

Introduced the Color DeskJet 500C in 1990, which creates a revolution in color printing.Introduced three new color inkjet printers and part of the initial rollout, including the HP Deskjet 5550, which features up to six-ink printing and 4,800-optimized dots-per-inch (dpi) technology.

Introduced Photo smart printer for digital photography & other new technology printers.

HP is one of the world’s largest information technology corporations. They are dealing in computer products over the last 65 years, building thier experience in the IT field. HP's leadership position in computer products is based on an understanding of how all parts work together to create great quality. The other reason for selecting HP is because of its SERVICE. HP offers unrivalled service and support through HP Care Pack Services. These services have been designed to give one peace of mind and help get the most from IT. HP is an industry leader in printing and imaging technology and services. It has consistently offered the best customer support in business, saving time. The company maintained its lead in the overall printer segment and promised its users even better technology at an affordable price.

Market Position:

HP led the race with nearly 60 percent market share, followed by Epson, which maintains a market share of 20 percent in inkjet printers.HP is the market leader with an overall share of 75 percent, followed by Samsung with 20 percent. In the color laser segment, Xerox has a minuscule market share of 4 percent while HP enjoys a huge share of over 90 percent.

28

EPSON

Epson is a progressive company, trusted throughout the world because of our commitment to customer satisfaction, environmental conservation, individuality and teamwork. We are confident of our collective skills and meet challenges with innovative and creative solutions. Epson’s first foray into the printing and imaging business was the Olympics of 1964 held in Tokyo. The company was awarded a contract to develop a precision timer for the Games. The printer they developed for the Olympics - EP101 is also, where Epson derives its name! It was one of the first printers for electronic calculators to hit the commercial market. It was the beginning of Epson’s journey in the printing and imaging business.

The TX-80, Epson’s first dot matrix printer hit the market in 1978, then in 1984 came the SQ 2000 it’s first inkjet printer. The TM 930 Epson’s pc-pos package printer launched in 1990 created a new market in the printing business. Epson gave a number of first printers to the world among which is Epson stylus 800- an inkjet printer equipped with micro peizo technology launched in March 1993, and then the Epson Stylus Color in May 1994 was the world’s first 720 dpi color inkjet printer. September 1998 saw the launch of TM-H5000 its first hybrid printer which featured fast quiet printing and copy functionality. Epson’s Technological Breakthrough

The Ultrachrome K3 Ink

The Epson UltraChrome K3 Ink is a high-density resin coated pigment ink. It comes in two types Black & White and Color. It has a wide color gamut for both types. The black palette consists of three shades of black- Black, light black and light light black. The color palette consists of the standard cyan, light cyan, magenta, light magenta and yellow. Oh and it has two user exchangeable black ink modes- photo and matte!

Now you will wonder what is so special about Ultrachrome K3. A simple comparison between the traditional toner manufacturing process and the ultrachrome K3 process will answer the question - traditional toners were manufactured by grinding the toner particles mechanically to the smallest possible particle size that can be achieved mechanically; now the major disadvantage here is the energy and hence cost. You would wonder how energy comes into picture. The process being mechanical and done under pressure requires considerable amount of energy and the smaller the particle size the more energy required and energy is expensive!

The second disadvantage is that the particle size is not uniform and cannot be controlled, again because the process is mechanical put simply a grinding process! Both of the above disadvantages are overcome in the Ultrachrome K3 manufacturing process. The process is chemical process requiring negligible energy. The resin is placed in a water-based

29

environment where the particles are allowed to grow in a controlled environment. Once the particles have achieved the desired size, they are removed from the environment and processed to give the Ultrachrome K3 ink! Sounds simple right? However, the process is not as simple as it sounds! The Customer’s Advantages: Energy and cost conservation are the Epson’s advantages; what benefits do the customers get. At the end of the day, the customers have to be very satisfied, if they are going to buy “the system”.

8-Color Ink System

* High Density pigments for an extremely wide color gamut*Professional print permanence ratings for truly sellable quality prints*High-gloss Microcrystal Encapsulation Technology for reduced gloss differential*Superior scratch resistance from improved pigment and resin chemistry*Color is stable immediately after printing - no short term color shifting

Three-Level Black Ink Technology

*Simultaneously uses Black, Light Black, and Light Light Black inks*Significantly improves the printers gray balance*Impressive midtones and highlights for a smoother tonal range Two User-Exchangeable Black Ink ModesTwo specific black ink modes - Photo Black or Matte Black Optimizes black ink density for various media types dramatically improving the final print quality

30

Canon

More than 60 years of experience and know-how, From cameras to multimedia - Canon. Canon started out as a company with a handful of employees and a burning passion. That company soon became a world-renowned camera maker and is now a global multimedia corporation. However, the origins of our success remain unchanged: the passion of our early years and technological expertise amassed over more than 60 years. Canon will continue using its technologies to benefit people as it pursues its objective of becoming a company that is loved by people throughout the world. Canon’s roots were laid in 1933 with very few employees as a precision optical instruments lab. The Laboratory was founded in 1933 in a third-floor apartment of the Takekawaya Building in Roppongi, Azabu Ward, Tokyo. Its objective was to produce high-grade cameras.

A young man named Goro Yoshida, a passionate camera-lover; and his brother-in-law, Saburo Uchida, set up the Laboratory jointly. Their aim was to make cameras that could compete with the German models that were considered the most advanced of the day. They started by analyzing existing cameras, which were difficult to obtain. Systematically, they studied each camera's internal workings, examined mechanisms, drew up design diagrams and procured parts. Takeshi Mitarai, a close friend of Uchida provided the funds required for the research. Mitarai later became president of the company and built its foundation. It then went on to become a renowned camera making company. When it grew and decided to diversify its business plans it had to shed its image of a company that manufactured only cameras, therefore the top brass of the company decided to take on the name Canon Inc in 1969. The year1969 was also the year that canon forayed into business machines and eventually into the printing business.

Product Chronology

To go through a brief chronology of Canon’s printing and copying history - Canon successfully developed the laser beam printer in 1975. In 1982, the PC-10 and PC-20, the world's first personal copying machines with replaceable cartridges, were introduced. Canon, in collaboration with IBM Japan, Ltd., developed the world’s first notebook PC with an installed printer in 1993.

Bubble Jet Discovery

One of canon’s most interesting discoveries in the field of printing technology was the bubble jet printing technology. Researchers while working on the inkjet printing technology hit upon the discovery when a hot solder gun accidentally touched the tip of an ink-filled needle due to which ink sprayed out! Therefore, the researchers concluded that heat instead of pressure could be used to eject the ink on the media. The development of this technology gave the world it’s first bubblejet printer in 1981.

Laser Beam Printing

Another important technology in the field of printing by Canon was the development of laser beam printers (LBP). It started research on laser as a means of writing as early as 1962. However it was unable to develop a practical laser source and hence could not acquire the patents it had applied for due to which the research and development was suspended.

In the 1970s when lasers came into practical application fields Canon resumed its research on laser beam printers and developed the LBP’s of today combining their electro photographic technologies with laser technology. The development of lasers imprinting also gave birth to a number of high-speed copy machines by Canon such as The NP-8500, the world's first retention-type copying machine in 1978.

The NP-8500 SUPER, an ultrahigh speed-copying machine capable of producing 135 copies per minute 1981; and the PC-10 and PC-20, the world's first personal copying machines with replaceable cartridges were introduced by Canon in 1982. In 1984 Canon gave the world its LBP-8/CX, the smallest and lightest laser beam printer.

Today Canon develops technology that couples direct printing options from Cell phones equipped with a digital camera, hence integrating printing technology with photography! One such latest technology is the direct wireless printing from a camera! The printing is achieved using infrared and Bluetooth communication technology embedded in the cell phones or PCs. Being wireless no cables are required, and the image quality parallels that of printouts from PCs using memory cards.

Ricoh

Ricoh Co., Ltd. was founded in 1936 by Kiyoshi Ichimura. Ichimura was the son of a poor farmer. He was born with no privileges or advantages. Quite the contrary, all that he achieved was born of his own intelligence, determination and vision.

Ichimura's first major innovation was the RicohFlex III. Introduced in 1950, this was the world's first mass-produced twin-lens reflex camera. This level of technological innovation was very significant and gives us an important insight into Ichimura's vision and ambitions for the future. He followed with many other innovations, like the 1955 introduction of our first desktop copy machine, the Ricopy 101. In 1973 we introduced the world's first fully-digital facsimile machine, the RIFAX 600S Ichimura passed away in 1968, but his focus on innovative answers to the challenges people face at work and in their homes is still a major driving force within the company he created.

However, technical innovation was only part of our founder's vision. He also developed a sense of corporate social responsibility that is talked about a great deal today, but was almost unheard of fifty years ago. Essentially, he recognized that his ambitions would touch the lives of thousands and then millions of people in countries and communities around the world. He made an early and genuine commitment to social and environmental sustainability in every aspect of Ricoh's business activities.

Today we are a global company, but still hold true to our origins and the visions of our founder. To understand Ricoh is to recognize the twin visions of Kiyoshi Ichimura: to innovate on behalf of our customers; to pursue sustainable business practices on behalf of every life we touch.

Product Range

Black & White Printers

Phaser 3117

Personal Laser Printer  Processor 150 MHz

Best for frequent, small print jobs  Resolution 600 dpi x 600 dpi

Workgroup: Small or personal use  Memory 8 MB

Speed:   up to   17 ppm Warranty 1Year Onsite

Phaser 3122

Printer Type Laser - MonochromePrint Speed 22 ppm (Letter) / 20

ppm (A4)Processor 150 MHzMemory 8 MBPrint language Host BaseResolution 1200 dpi x 600 dpiFonts Windows FontsCompatibility Win 98, Me, NT4.0,

2000, XP, 2003, LinuxPaper input 150 sheets multi-purpose tray Paper output 50 sheets (face down) Media size A4, A5, A6, Letter, Legal, Folio, Oficio Executive, ISO B5, JIS B5, 3” x 5”, Monarch, No.10, DL, C5, C6 Interface USB 1.1 (Compatible with USB 2.0), Parallel Media type Transparency, Labels, Post Card, Envelope Dimensions (W x D x H) 354 x 297.4 x 210 mm Warranty 1 year Onsite

Color Printer

Phaser 6110 & 6110N

Speed Up to 4 ppm (A4) colour / 16 ppm (A4) black &

whiteDuty Cycle Up 24000 Pages/monthPaper HandlingPaper Input Tray 1: 150 sheets, Size: Custom sizes from 76 x 127 mm to 216 x 356 mmPaper Output 100 sheets Print

First-Page-Out Time As fast as 26 seconds colour / 14 seconds black and white Print Resolution Up to 2400 x 600 Image Quality Processor / PDL 300 MHz / Host Based Connectivity USB 2.0 USB 2.0, Ethernet 10/100 BaseTX Memory 32 MB 64 MB Print Features Xerox Status MonitorWatermarks,

Booklet Printing, Poster Printing, N-Up, Custom Page Sizes,Fit to Page, Scaling, Overlays, Built-in Support Links, Black and White only Print ModeWarranty One Year Onsite

Phaser 6120 Laser Printer

  Best for small, frequent print jobs  Workgroup: Up to 5 users  Colour: up to 5 ppm  Black: up to 20 ppm

Phaser 6180

Laser printer Best for small, frequent print jobsWorkgroup: up to 10 usersColour:   up to   20 ppm Black:   up to   26 ppm Standard paper capacity: 400

Black & White Multifunction Devices (A4 paper size)

WorkCenter 3119

Speed 18 PPM A4First Page Out Time 11Sec

Duty Cycle Up to 10000 Pages Per MonthDevice Memory: 8 MBPrint Drivers: Windows 98/2000/Me/XP, Mac, Linux

Connectivity: USB 2.0 Language Support: GDI Copy / Print Resolution 600dpi x 600 dpi Scan Resolution Optical Resolution: Up to 600 x 2400 dpi Interpolated Resolution: up to 4800 dpi Pre-scan: 75 dpi

WorkCenter PE220Printer , Copier, Scanner, Fax, AdfSpeed 20 PPM Duty Cycle Up to 5000 Pages/MonthCopy First Page Print Out Time 11 sec.Copy/Print Resolution 600dpi x 600dpiScan Resolution 600 x 600 Upto 4800 x 4800 dpi

Fax 3 Sec pages per minute Speed 33.6Kbps

WorkCenter PE 120/ PE 120i

Copy, Print, Scan, Fax Best for small jobs in a personal

use or small workgroup environment 50 Sheet Automatic

Document Feeder Speed: up to 22 ppm Maximum paper capacity: 550

PRODUCT COMPARISION

  Xerox Samsung Canon Konica Minolta Sharp

  WorkCentre WC-3119 SCX 4100 LaserBase MF3110 PagePro 1380MF AR 153 EN

PRICING          

Price      

PERFORMANCE          

Speed A4 ppm 19 14 20 20 15

FPOT 13 sec 13 sec 20 sec 13 sec 9.6 secPAPER HANDLING          

Paper input capacity (std./max.) trays 250 250 250 250 250

Bypass feeder 1 1 1 50

Copier          

Resolution 600x600 dpi 600x600 dpi 600x600 dpi 600x600 dpi 600x600 dpi

Input Platen cover Platen cover Platen coverOptional ADF 50

sheets Platen cover

Reduce/ Enlarge 50 - 200 % 50 – 200 % 50 – 2005 25 - 400% 25 - 400%

       

Printer          

Resolution 600x600 dpi 600x600 dpi 1200 600x600 dpi 600x600 dpiLanguage support GDI (SPL) GDI (SPL) Not stated GDI GDI

Memory (std./max.) 8 MB 8 MB 64 MB 16 MB 8 MB

       

Scanner          

Color scanning Yes Yes Yes Yes Yes

Resolution 4800 dpi 4800 dpi 2400 dpi 1200 dpi 1200 dpi

Software ScanSoft Omni pageSamsung SmarThru

PageManafer, OmniPage Not stated Sharp Desk

     CONNECTIVITY AND SOFTWARE          

Ports

IEEE 1284 bi-directional parallel,

USB 1.1

IEEE 1284 bi-directional parallel,

USB 1.1 USB 2.0 USB 2.0IEEE 1284

(paralelní), USB1.1

Network NIC Ethernet NIC Ethernet Ext. Ethernet opt. Not stated No

       

Footprint of base unit (W x D x H) 422 x 400 x 239 mm

422 x 400 x 239 mm 449x430x369 mm

492 x 465 x 369 mm Not stated

Duty cycle 10 000 10 000 Not stated 2000 Not stated

Warranty Depot depot Depot Depot Depot

CRU yield 3 000 3 000 2500Toner 3k/6k, drum

20k  

* depends on config *starter toner 1.5k

Work Centre 4118 HP 3055

Duty Cycle 100 Sheet By-Pass Just Single Tray550 - Tray One Capacity-260 Page

Auto tray Switching Capable Applicable N.ACopierMax. No. Copies 999 99Copy Feature

Auto Fit N.AAuto Suppress, N.ABook Copy N.ABooklet Mode N.AClone N.ACollation, Covers N.ACreate Booklet N.AEdge Erase N.ATransparency Yes

FAXResolution 406*392 DPI 300*300 DPIMemorySpeed Dial Max 200 Up to 120Batary Baar 72 Hours N.ADATA Comparasion JBIG/MH/MMR/MR N.A

ScanBit Depth 24 Bit External 24 Bit

36 InternalWarranty One Year On site Limited

Equipment specs Xerox WCPro 255 Canon IR 5055Hard Disk Capacity 80GB 40 GBDevice memory 640 MB std / 1024 MB max 1 GBImage processing 1.4GHz AMD Duron

dedicatedunknown

Paper Capacity 4800 sheets 4150 sheetsBypass Tray Paper Capacity

100-sheet Bypass Tray 50-sheet Bypass Tray

Duplex Automatic Document Feeder Capacity

75 sheets with build job function

unknown

Multiple Copies up to 9,999 up to 9999Paper weight Two Front Loading Paper

Trays: 16 lb to 53 lb bond/110 lb index (60 to

200 gsm) Bypass Tray: 16 lb to 57 lb bond/80 lb cover

(60 to 216 gsm)

64 to 80g/m2 (Trays 1 & 2) 64 to 200g/m2 (Bypass)

Copy resolution 600 x 600 dpi x 8 bit input / 4800 x 600 dpi interpolated

output

1200dpi interpolatedx600dpi

Scanning Speed Up to 55 ipm (images per minute)

unknown

imaging system laser dry electrostatictransfer system

laser dry electrostatic transfer system

warm up time 28 seconds 30 seconds or lessAuditron standard accounting

availableunknown

reprint feature 100 jobs can be saved not availablesmart kits to increase productivity

Available as CRU's not available

Annotations add date ,comment,page no or batesno to copy o/p

not available

mixed job originals from dadf

Possible unknown

avoid bottle necks during print

Possible not available

Error! Not a valid link.

Rated and Actual Performance Time of Different MFDs

Black and White MFDs

28 32 38 4555

6575

90

3350

60

85

105

45

65 72

45

7590

105

45

70

35

55 49 5565

85

2030 30

39 4353 57 55

1221 22 23 17 17 18 19 13 18 17 17

3214 13 18 25 21 22 19

0

20

40

60

80

100

120

Xero

x W

CP

128

Xero

x W

CP

232

Xero

x W

CP

238

Xero

x W

CP

245

Xero

x W

CP

255

Xero

x W

CP

265

Xero

x W

CP

275

Xero

x W

CP

90

Can

on 3

300

Can

on 5

020

Can

on 6

020

Can

on 8

500

Can

on 1

05

Koni

ca 7

145

Koni

ca 7

165

Koni

ca 7

272

Ric

oh 2

045

Ric

oh 2

075

Ric

oh 2

090

Ric

oh 1

105

Shar

p 45

5

Shar

p AR

M70

0N

Tosh

iba

E-St

udio

35

Tosh

iba

E-St

udio

550

HP

9050

MFP

HP

9055

MFP

HP

9065

MFP

HP

9085

MFP

PAGES PER MINUTE

This figure clearly shows how different multifunction devices are acutely performing with respect to their rated time. Among the all brand of MFDs Xerox performance is much more matching with their rated performance time. This gives a clear understanding about the Xerox commitment about their products.

Color MFPs

26

16

32

28

14

5

11

9

0 10 20 30 40

Xerox WCP C2636

Canon C6800

Canon C3220

Ricoh 3800C

PAGES PER MINUTE

Series2

Series1

Series2 14 5 11 9

Series1 26 16 32 28

Xerox WCP C2636

Canon C6800

Canon C3220

Ricoh 3800C

RESEARCH METHODOLOGY

Objective

To find out the market share of the Xerox and future requirement of corporate.

To find out the reseller preference to sell a product

Sample size

Corporate questionnaire 1 sample size 192

Corporate questionnaire 2 sample size 28

Reseller questionnaire 3 sample size 40

Instrument used

Different type of questionnaire is used for primary data collection from corporate, and resellers.

Data analysis has been done by Excel. Research design: Research design depends on type of research studies that we are going to make. My

research study is descriptive type. Research methodology is all of the techniques,

methods and procedures adopted in terminology work to carry out terminology research.

It is a way to systematically solve the research problem.

DESCRIPTIVE RESEARCH STUDY:

In this type of research study the researcher must able to define clearly, what he

wants to measure and must find adequate methods measuring it along with the clear cut

definition of population he wants to study. Since the aim of study is to obtain complete

and accurate information, the procedure must be carefully planned .The design in such

studies must be rigid and rigid. For the study I have taken a sample of about 192

customers, etc from each and every market in Noida. In planning and designing a

specific research project it is necessary to anticipate all the steps that must be under taken

if the project is to be successful in collecting valid & reliable information. If it were

broken down into very small parts or activities, the marketing research process would

consist of a great no of steps ----

Specifying research objectives.

Preparing a list of the needed information.

Designing the data collection project.

Selecting a sample type.

Determining a sample size.

Organizing and carrying out the fieldwork.

Analyzing the collected data and reporting the findings.

DATA SOURCES

The second stage is the collection of data is the data sources Primary Data Sources and

Secondary Data Sources. Primary Data Sources are collected specifically for the

purpose of research study, which is to be done, and secondary data source are already

collected data, with some other objective.

Primary Data Source:

Questionnaire: A formal list of Questions is formulated and asking the questions from

the people who are having the related information. Here the Questionnaire is Structured.

Close end Questionnaire with Dichotomous and Multiple Choice Questions. Main aim is

to compare the Customer Attitude and Loyalty towards UNIT GAIN product of different

companies.

Secondary Data Source:

Internal sources: From company magazines, broachers.

External data : Magazines like Business Standard, and internet.

Data Analysis For Corporate

1)Table 1

128, 67%

64, 33%

Use

non user

Chart - 1

Among the sample size of 192 there are 128 copier users and rest are not using copier. Among the non user some of might be using MFDs or they full fill their requirement through jobbers.

Users Non User128 64

2)Table 2

Company Name Market Share In Noida Xerox 44.53%Canon 21.87%

HP 10.93%Richoh 14.84%Other 7.81%

57

2814 19

10

0

10

20

30

40

50

60

Users

Brands

Most Selling Brand In Copier

Series1

Series1 57 28 14 19 10

Xerox Canon HP Richoh Other

Chart -2

Now we can say that XEROX is the No. one selling brand in the copier and have 44.53% market share in NOIDA. But those, 64 non user who are not using photocopier copier. They might be using any multifunction devices which have copier also. So let’s check that who have multifunction devices those who don’t have copier.

3)

Table 3

Users of MFDs

User of MFDs66%

Non Users34%

User of MFDs

Non Users

Chart -3

There are 33% companies who don’t have copier so we find out those companies who are using multifunction devices and it gives the result that, out of those 67 users 66% users are using multifunction devices and 34% don’t have copier not even multifunction devices.

User of MFDs Non Users42 22

4)Table 4

Inkjet Laser MFDs32 97 63

In our research I found that maximum number of corporate office use laser printer there are 97 users using laser printer out of 192 user. And 63 are using multifunction devices and rest all using inkjet printers.

Product in demand

32

97

63

0

20

40

60

80

100

120

1

Products

Num

bers INKJET

LASER

MFDs

Chart - 4

5)Table 5

Users of Printers Non Users of Printers184 8

NUMBER OF Printer user

user, 184, 96%

non user, 8, 4%

user

non user

Chart 5

6) Table 6

Company Name Percentage %HP 78.64Canon 14.06Xerox .52Samsung 2.08Epson 3.12Other 1.56

Most Prefered Brand In Corporats

151

27

1 4 6 30

20

40

60

80

100

120

140

160

Brand Name

Num

ber

of U

sers

Series2

Series2 151 27 1 4 6 3

Hp Canon Xerox Samsung Epson Other

Chart 6

In Noida HP have covered 78.64% market after that canon is there. But the Xerox printers are not available into the corporate.

7)Table 7

Company Name Users Percentage%HP 51 81Canon 4 6Samsung 3 5Xerox 3 5Other 2 3

MOST SELLING BRAN IN MFDs

81%

6%

5%5%3%

HP

CANON

SAMSUNG

XEROX

OTHER

Chart 7

Same case with multifunction devices HP have 81% market share in Noida. Where the Xerox’s market share is is only 5%. It is because only HP is dealing in this field from a long time.

8)Table 8

Aware Not Aware128 64

Awareness About Xerox Product

128, 67%

64, 33%

Use

non user

After analyzing the data I can conclude that out of 192 samples 67% corporate know about the Xerox product range and 33% corporate don’t know about the Xerox product range.

9)Table 9

Good BadNo Experience

4 0 25

Experiences With XEROX

0

5

10

15

20

25

30

good Bad No Experince

Series1

Chart 9

10)Table 10

Company Name UsersXerox 0Canon 1HP 3Toshiba 1Sharp 1

User Of A3 MFDs

0

1

3

1 1

0

0.5

1

1.5

2

2.5

3

3.5

Xerox Canon HP Toshiba Sharp

Brand Name

Num

ber

of use

r

Series1

Chart 10

Data Analysis of Reseller

14

6

12

8

0

2

4

6

8

10

12

14

Number of PC

Brand Name

PC Brand in Demand

Series1

Series1 14 6 12 8

HP/Compaq Lennovo AssembledAll of the above

Chart 1

In computer HP Compaq have 35% market share in Noida, Other wise 30% people buy only assembled brand.

Table 2

Products Quantity sells MFDs 40Printers 40Fax 15Scanner 31

Most Selling Product

40, 31%

40, 32%

15, 12%

31, 25%MFDs

Printers

Fax

Scanner

Chart 2

This chart shows that demand for the multifunction devices and printers are equal into the market. But out of 40 resellers only 12% sells only fax machine.

0

5

10

15

20

25

30

Users

Brands

Most seling Brand

MFDs

Printers

Fax

Scanner

MFDs 29 0 0 6 5

Printers 28 0 4 5 3

Fax 9 0 1 1 4

Scanner 25 0 2 0 4

HP Xerox CanonSamsun

gOther

Chart 3

This chart shows that which company have largest market share in the each category of the product. Through the chart we can easily interpret that reseller sells most of the product of HP Company. 72.5% resellers sell only HP MFDs and in printers 70.0% resellers sell only HP printers, where no one sell the Xerox products.

Monthly Sales of Products

24

18

14

23

8

14

0

65 5

123 3

0 00

5

10

15

20

25

30

Brands

Num

ber

s 0 to 10

10 to 20

20 to 30

Above 30

0 to 10 24 18 14 23

10 to 20 8 14 0 6

20 to 30 5 5 1 2

Above 30 3 3 0 0

MFDs Printers Fax Scanner

Chart 4

This chart shows monthly sales of the resellers and how many multifunction devices, printers, fax machine, scanners they sold. Out of 40 reseller 24 resellers’ sales 0 to 10 multifunction devices and 8 resellers’ sales 10 to 20 multifunction devices. In case of printers 18 resellers sales 0 to 10 printers in a month.

Monthly sale MFDs % Printers % Fax % Scanner %0 – 10 60 45 93.33 7410-20 20 35 0 19.3520-30 12.5 12.5 0 6.45

Above-30 7.5 7.5 6.33 0

* In case of fax machine the percentage has been calculated of the basis of those how sell the fax machine and out of 40 resellers’ only 15 resellers’ sales the fax machine.

* Same for scanner only 31 resellers’ sale.

Most Selling Color Laser Printer

16

0 0 1 2

0

5

10

15

20

Brands

Num

ber

s

HP

Xerox

Canon

Samsung

Other

HP 16

Xerox 0

Canon 0

Samsung 1

1

Chart 5

In case of color printer HP is the most selling brand.

Table 6

Factors No of PreferencesMNC Brand 0Product 5Services 29Margin 6Schemes 0

Factor encourages to sell a brand

0

5

29

6

00

5

10

15

20

25

30

35

mnc brand product services margin schemes

Factors

No. of S

hopke

eper

Series1

Chart -6

Most Encouraging Factor %

0, 0%5, 13%

29, 72%

6, 15%0, 0%

mnc brand

product

services

margin

schemes

Chart -7

These two char shows that which factor resellers’ considered most and that is the “Services”. 72% resellers said that services encourage them to sell a product.

Awareness About Xerox Products in Resellers

27, 67%

13, 33%

Yse

No

Chart - 8

Reseller Intrested To Sale The Xerox Products

19, 48%

21, 52%

yes

no

Chart - 9

After meeting with the resellers we find that 48% resellers were want to associate with Xerox and rest all are not interested.

Findings

These are some points which I found during the corporate and resellers survey.

In Noida Xerox have 44.5 % market share in copier and in printer it

performance is not up to the mark.

Laser printers are much more preferred by the corporate.

Quality is more important than price of product.

In small organization multifunctional devices are more preferred.

Services are the most encouraging factor for the resellers.

Most of resellers are not aware with the Xerox product range.

According to resellers’ multifunction devices is most selling product.

Availability of consumable products in the market is less.

Demand of Xerox products is very less among the resellers.

Conclusion

XEROX is the pioneer company in photo copier industry but they are far behind in the

printer industry .After analyzing the data I can say that company performance is not up to

the mark. And this company facing though competition with the brand like HP, Canon,

etc. Through our entire project we find that the marketing of the products is not seen

aggressive. There is a huge gap in the distribution and promotion of the product in Noida.

Although the company introduced the Laser technology but they are not able to make its

products favorite in the market. In our marketing research we find that the company has

to work hard to capture the market share. The company is progressing year after year and

is able to capture 8% market share in India. The company has to pace up its speed to be a

market leader.

Suggestions

To maintain its market Position Company has to compete with the current market

forces.

Xerox has to improve its marketing strategy and work towards customer

satisfaction.

It has to improve its distribution channel and services.

It has to make easy availability of products, consumable items and all parts in

market at reasonable cost.

Company need to increase its product range with compare to HP product range.

The company should focus on customer awareness through advertisement and

other attractive schemes.

Xerox must have its own demo centers and service center at all prime locations to

facilitate the customers.

Limitation

No work can get its due recognition or importance until and unless some difficulties are

faced in its accomplishment. My project work is also not an exception.

First and foremost problem that I faced was that to understand analyze the

working of such big company of the copier & printer industry, two months was

not sufficient period.

The project analysis is only applicable only in Noida. So information is not

applicable for other regions. So we can’t use this data only for Noida.

Although we have visited more than 500 companies but we get information from

only 192 companies the reason behind that we were not able to make entries in

the companies and some where we get entries but concern person was busy.

Bibliography

Web site-

www.Xerox.com

www.ricoh.com

www.canon.com

www.hp.com

www.epson.com

www.buzzle.com

www.thinkdigit.com

www.expresscomputeronline.com