Xerox to relabel HP MFPs and sell HP PCs

– Xerox announced that it will add to its existing product line by relabeling both A3 and A4 devices from HP (legacy Samsung laser engines up to 60ppm based product only)
o Xerox previously sourced product from Samsung in 2004
– Devices will use Xerox’s ConnectKey interface on control panels
– Will be branded as Xerox AltaLink and VersaLink models
– Xerox will also supply toner to HP “for these and other products”
o (apparently HP did not acquire a toner plant from Samsung?)
– Xerox will become a Device-as-a-Service specialist in HP’s Partner First program
o offering provides HP PC leases paired with HP’s TechPulse software for proactive identification of device issues—such as an impending battery or hard drive failure
o will also be selling HP PCs, displays and accessories
o (Xerox last attempted to sell computers in 1981)
– HP will provide Xerox’s cloud-based content management platform DocuShare Flex on its commercial PCs in the U.S.
– Tentative launch date of 7/1/19

(NOTE:  Currently, almost all of the printers and MFPs that carry the Xerox brand are actually manufactured by Fujifilm).  (Fujifilm has been attempting to acquire Xerox, and is battling Xerox in court)

Xerox files 3 lawsuits against customers

– Aimed at collecting total of $794,215 from accused contract scofflaws, according to article published in CRN magazine
– Largest single debt is apparently owed by Alecto Health Care, headquartered in Irvine, CA
o Signed lease for 90 devices in 2018, but never made payment allegedly


Xerox message to shareholders

– Detailed its view of revenue potential by market:
o A3 MFPs = declining by 6% to $19 billion per year
§ Claims it has 20% marketshare, for number one position
o A4 MFPs = growing by 2% to $14 billion per year
§ Claims it has 5% marketshare for number 7 position
o Production Print, color growing by 2%, b/w declining by 12% = $7 billion total
§ Claims it has 28% marketshare in color PPS for number one position
o Managed services = growing by 3% to $27 billion
o Digital services = growing by 7% to $25 billion
o Software sales = growing by 6% to $6 billion
o Digital packaging = growing by 11% to $5 billion
o 3D printing = growing by 25% to $8 billion
o IoT sensors and services = growing by 9% to $8 billion
o AI workflow assistants = growing by 45% to $2 billion
– Claims about its current customer base:
o does business with all 10 of the top 10 banks globally
o 8 out of the top 10 telecom companies
o All 10 of the top 10 healthcare payers and providers
o 7 out of the top 10 auto/truck manufacturers
o All 50 state governments in the U.S.
o All 10 of the top 10 largest universities
– Channel sales breakdown:
o 63% of sales are from direct (legacy branches and legacy Global)
o 37% of sales are from independent dealers and VARs
– 3 year revenue projection:
o Sales will finish down 5% in 2019
o down 3% in 2020
o flat in 2021


HP CEO says lead with cybersecurity

– CRN (Computer Reseller News) magazine published interview with HP Inc. CEO, Dion Weisler
– “What is HP’s biggest fear? Not tariffs or macroeconomic issues, but cybersecurity”
– “It’s an ongoing battle against the bad guys, but we’re investing heavily in this space”
– Claims that this focus has caused its commercial net revenue from personal systems (HP PCs and laptops) in the quarter to rise 7% from a year earlier
– has been investing in security in the company “across the board.”
– “It’s really important for us in both printing and personal systems. We think it’s highly differentiated”
– “Our customers believe it is — that’s why demand for our products is really h2. And our partners understand it as well.”
– Also commented on the “Device-as-a-Service” strategy, where customers do not buy equipment, but is provided as part of service contract::
o “White it is true there is some initial investment, there is really no alternative.”
o “Because the market, given the mega-trends, is going to move there anyway”
o “The question is, are you going to be there for that end customer or not?”


Toner vendor to go after HP customers

– Clover Imaging Group, maker of remanufactured toner cartridges, launched new “Silver Bullet Promo”
– Dealers will receive up to 30% off their current pricing when they convert accounts from genuine HP cartridges to Clover’s products
– Immediate discounted pricing provided, instead of rebates
– Claims that recent testing by BLI shows that in 54 Clover cartridges tested, the yields exceeded genuine HP cartridges


Dealer acquisitions update

– Datamax, headquartered in Little Rock, Arkansas, announced it has acquired Firmin’s Office City’s Copier Division in Texarkana
o sales team in Texarkana will be led by Lee Wheelington, who joined Datamax in 1999
o Datamax Inc. has been in business for over sixty years with offices in Arkansas and Texas with more than two-hundred employees in two states.
– Complete Mailing Partners of Dallas, TX announced it has acquired Advanced Business Automation Solutions of Austin, TX
– Xerox announced it acquired two independent copier dealerships:
o Rabbit Office Automation, a Ricoh dealer in San Francisco Bay, CA
o Heritage Business Systems, a Canon/Kyocera/HP dealer in Moorestown, NJ


Dex Imaging takes over Staples MPS

– Staples shifted the structure of its Staples Advantage MPS offering, including layoffs of its existing employees and moving primary MPS operations to DEX Imaging
– Reports suggest that Staples eliminated the majority of its MPS management roles while moving select MPS team positions and its sales department over to DEX
– expected that DEX has expanded its MPS focus to a nationwide effort and beyond its regional south eastern accounts
– (Dex Imaging is a division of Staples, after being acquired by Staples’ parent, )


Memjet technology wins award

– announced that its DuraLink digital printing technology was selected by the European Digital Press Association (EDP) as a winner at its 12th annual awards ceremony
– given annually to recognize the year’s best technological developments in digital printing
– DuraLink won the Best Print Engine and Printheads category
– modular print system that is used by OEMs to create digital presses for the commercial, packaging and industrial print markets


Kyocera wins MPS contract

– award from the City of Santa Clarita, California
– Includes 135 devices


Kyocera hires new executive

– Kyocera (aka Kyoto Ceramic Company) announced it has hired Natalie Cumberbatch as new VP of HR
– Previously worked for Child Mind Institute


Solutions vendor hires new executive

– Square 9 Softworks, headquartered in New Haven, CT, announced it hired Keith Snyder as new Director of Digital Transformation Strategies
– Previously held positions at PSIGEN, OpenText and Panasonic


Visual Edge exec interviewed

– CEO Austin Vanchieri interviewed in The Imaging Channel magazine
– Acquired 24 dealerships in last 2 years
– Annual sales over $300 million
– Base of over 70,000 customers
– 400+ sales people
– Employs more than 70 Level 3 IT engineers
– 24/7 network call center in Indianapolis, IN
– “With print sales declining at about 1.5% a year and managed services growing at 11% a year, the path is pretty clearly defined”


Lexmark wins MPS contract

– Award from the Broward County Public School District of Florida
– Is the 6th largest school district in the U.S. with 327 schools

Flex Technology Group recognized

– CRN magazine announced it has placed this mega dealer on its annual “Solution Provider 500” list
– Climbed from #416 to #94
– Recognizes highest performing technology integrators, strategic service providers and IT consultants
– Claims to have in excess of $320 million per year in total revenue


Sharp completes solar project

– The division of Hon Hai Precision (aka Foxconn) of Taiwan, announced it completed solar power plant construction in Quang Ngai Province of Vietnam
– Will generate 49 megawatts per year to power 38,762 homes


Kofax partners with another solution vendor

– Kofax Software, headquartered in Irvine, CA announced partnership with Cognigy Software of Dusseldorf, Germany, provider of conversational artificial intelligence solutions
– Kofax’s Intelligent Automation platform will have option of adding Cognigy solution to allo customers to add conversational element to total solution
– For example, improving customer onboarding, claims processing or order fulfillment through use of intelligent chat or voice assistant features


Kodak launches personal photo printer

– Offering the SMILE Instant Print Digital Camera and Instant Digital Printer
– 10 megapixel sensor
– Uses ZINK printing technology (ink inside special paper)
– No ink cartridges or ribbons to replace
– 2” x 3” sized photo prints
– MSRP of $99.99


Large manged IT firm up for sale?

– PE Hub magazine is reporting that Thoma Bravo (which owns Kofax Software, Hyland Software, etc.) is looking to sell its Continuum managed IT services company
– Thoma Bravo acquired Continuum in 6/2017
– Continuum has between 5,000 and 10,000 managed service partner dealers, including many Sharp dealers


LMI launches new sales training

– LMI (aka Laser Master Inc. of Phoenix, AZ), a toner cartridge remanufacturing company, announced its new LMI University
– Sales rep and sales manager training
– For new hires and coaching of tenured reps
– Online training content includes videos


New device for MPS engagements

– Greg Walters Inc. launched the ArcDrive solution
– Is a self-contained solution stack for managed print services


– Appliance comes preloaded with document capture, workflow, data collection, remote device monitoring and automatic supplies fulfillment software
– Contained in small box (7”x7”x2”) that can be attached to network, or standalone PC workstation
– Provides MS SharePoint or hybrid storage with connection to cloud
– Sold as a “device-as-a-service”
– Pricing not announced

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