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Selling Solutions, Not Just Hardware (Part2)

21 Sep, 2007 By: Roger Markham imageSource

Selling Solutions, Not Just Hardware (Part2)

Document Management Solutions Ease of Use, Convenience and Economy

Now let’s take a look at another hardware configuration using a mix of an
MFP, standalone desktop scanners, and high speed color laser printers.

For an economical $30,500, you could provide your customer with one MFP at
$15,000; five desktop scanners at $2,500 each; and three color laser printers at
$1,000 each.

We have a lot more capability with this configuration, but we didn’t spend
the customer’s $45,000. In fact, if we did want to spend the whole $45,000
budget, we could add another MFP or five more desktop scanners and another color
laser printer!

Saving your customer money isn’t the only reason to add the desktop scanners
to your equipment offerings.

In the first example, with three MFPs, the customer has only three locations
where scanning can take place or where his or her employees can do high speed

In the second example, scanning can take place in six locations—and with a
network or desktop scanner with a footprint as small as the KODAK Scan Station
100, for example—five of these locations can be almost anywhere. The same holds
true on the printing side. More printers located closer to users make the system
easier to use in a way that actually increases productivity at a reduced cost.

By making it more convenient for staff to use the document management system,
you are going a long way to making sure that the solution you provide will
actually be used productively.

Adding desktop scanners to your product line gives you more flexibility in
providing solutions, more customer satisfaction, and more profitability for your
bottom line. 

-This article is adapted from an article prepared by Industry Analysts,
Inc., for the Kodak Document Imaging business on the KODAK Scan Station 100.

Scanner Facts - Standalone Scanners vs. MFP Uses

MFPs are not significantly reducing the sales of standalone scanners. The two
types of products are used in fundamentally different ways:

Standalone MFP
Targets mission-critical information in high-volume
Networked to permit multiple users; best for
low-volume requirements
Document capture/indexing/archiving, enterprise content
management (ECM)
Personal user efficiency/increased accessibility/ output
docs from printing/copying
Invoice processing, forms & checks
processing, records management
 Scan to e-mail, scan to file, scan to folder, scan to
network fax/ higher resolution


Top 3 Vendors in Each Five
Segments (in quantity of units shipped, not revenue)
Distributed Scanners:
Workgroup Segment: Fujitsu, Hewlett-Packard, Visioneer
Departmental Segment: Hewlett-Packard, Fujitsu, Canon
Production Scanners:
Low-Volume: Canon, Fujitsu, Panasonic
Mid-Volume: Kodak, Fujitsu, Böwe Bell + Howell
High-Volume: Kodak, Böwe Bell + Howell, IBML

About Eastman Kodak Company

Kodak is the world’s foremost imaging innovator. With sales of $10.7 billion
in 2006, the company is committed to a digitally oriented growth strategy
focused on helping people better use meaningful images and information in their
life and work. Consumers use Kodak’s system of digital and traditional products
and services to take, print and share their pictures anytime, anywhere.
Businesses effectively communicate with customers worldwide using KODAK
solutions for prepress, conventional and digital printing and document imaging;
Creative Professionals rely on KODAK technology to uniquely tell their story
through moving or still images. More information about Kodak (NYSE: EK) is
available at www.kodak.com or for scanners at

(Kodak is a trademark of Eastman Kodak

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