Ch12 Article 3 - Technology Xerox Tries to Go Beyond...

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Page 1 of 3 2009 Factiva, Inc. All rights reserved. Technology Xerox Tries to Go Beyond Copiers --- Vendor Pushes Services That Eliminate Office Machines, Reduce Paper Use By William M. Bulkeley 922 words 24 February 2009 The Wall Street Journal J B5 English With sales of printers and copiers slumping and businesses looking for new ways to save money, Xerox Corp. and its rivals are changing their sales pitch. For decades, Xerox and others built their businesses by pushing companies to buy more office machines and supplying pricey ink and toner. But increasingly these vendors are now advising big customers to reduce their number of machines and find ways to cut printing costs. "That sounds like a strange way for a manufacturer to make money," concedes Stephen Cronin, president of Xerox's global-services business. Xerox, Hewlett-Packard Co. and others say they are seeing strong demand for consulting services that show companies how to eliminate desktop printers and force workers to share multifunction devices that copy, print and fax. The vendors say such moves can reduce printing costs up to 30%. The printing companies want to entice clients to sign up for exclusive contracts, allowing them to replace machines made by rivals and thus provide all printing supplies. In some cases, clients let a single supplier manage the whole system for a monthly fee.
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This note was uploaded on 01/26/2011 for the course MKT 337h taught by Professor Staff during the Spring '08 term at University of Texas at Austin.

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Ch12 Article 3 - Technology Xerox Tries to Go Beyond...

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