HP Edgeline One Year Later - From SViP to OPS

The new HP, ex-Xerox technician with 19 years experience and the seasoned selling professional stand shoulder to shoulder staring down at the color, VGA, user panel. Each with the same thought, but neither wanting to say it out loud. The machine before them represents years of research and nearly 1 billion dollars in development costs.

Finally, and predictably, the sales executive turns to the technician and says, "You know what? This ain't a copier."

Since it's release in April of 2007, HP's CM8050/60 has slowly started making waves - however, the seas of the Copier Industry are at 20 feet swells. So much attention given to mergers and acquisitions and financial bail outs that any "ripple" contributed by Edgeline is lost.

To be fair, HPs goals were overly aggressive. To be brutal, HP underestimated their position in the market and the influence of all those perennially content, HP-Centric, Information Technology Directors. And to be just down right nasty, HP didn't survey the selling environment of the everyday copier transaction.

Just because your the biggest, and you product design is based on solid, real world data and you put your pretty, blue logo on it, doesn't mean customers will automatically buy it - There is no "Field of Dreams".

Into the Belly of The Beast - Copier Sales

Have you ever met anyone who likes their copier sales person?

Say what you like, the copier sales person is one of the most tenacious and stubborn persons in the world. He will maneuver, tact, approach and re-approach until the deal is his or the water is so murky his competition is spitting mud for 36 months.

It's a tough racket. And I do mean racket.

• The copier folks know how to position cost per copy
• They know how to sell not only the benefits of leasing but also the benefits of PURCHASING.
• Thirty six, 48 or 60 months all can have benefits
  
• "Spifs", promos, discounts, end of month, end of quarter, end of year pricing - file under mundane
  
• Leasing, FMV, dollar out, 1-3 month deferred, extra points - yawn
  
• Bundled service agreements or separate? Average Up time, no problem. Mean time between failure; machine to technician ratios; Response times vs resolution time, in our sleep

That's the copier world.

A world of ever changing product, hundreds of models, thousands of sales people and millions of pre-trained, indoctrinated customers.

What's the IT Service Provider world?

Words from the HP/IT service provider channel - "I can get you the best price,because I have already registered you (with HP/CISCO/manufacture de jour) ..how many do you need and would you like delivery on Friday or Monday?..."

Some of the statements heard "around the water cooler" and at various seminars, conferences, etc.:

• Leasing - "...don't you just divide the sale price by the number of months...?"
• ost Per Copy - "...explain to me how this works, again...? We DON'T invoice them for toner?...but isn't that how we make our margin, on toner?..."
• Billing- "...wait, our clients are going to receive TWO invoices from us each month? and we bill for "clicks"...what the heck is a "click"??!!"
• "Meter Reads - "... how do we know how much to bill them?..."
• 
  "Service Response Time - "...one hour!?...and four hours on site!...that's impossible. Nobody can do that, nobody..."
• Total Cost of Ownership - "...there is more than just price? What do you mean, "distributed labor rate and cost per square foot...?"
• Margin - "32 points!!! I don't treat my customers like that, they won't pay over 7%, max."
• Misc. - "...what in the world is a MIL?"

From the copier dealer to the MFP manufacturer -

• "your price is too high on supplies..."
  
• "why don't you have 3-hole punch?"
  
• "your price is too high..."
• "why is it so difficult to get a "front end" discount structure"
• "what do you mean, "explain to me how leasing works?"
• "what do you mean, 'explain to me how CPC works?'"
  
• "your machine doesn't have job build?"

So What?-

In one of my entries, I mention how HP is "above the Fray...". They chose not to purchase IKON and chose to march to a different drum. This I still believe, but it may be more akin to "tunnel vision" than Global Vision.

No matter how narrow or focused the vision, it still includes Edgeline and for years to come. For all the great technology, we are still simply talking about a device that puts "marks on paper" - no magic. In an universal sense, devices in this space, put marks on paper. They are all the same.

So, one year into this odyssey, a year that started off focusing on the machine, ends with a whimper but still with a vision. The next year may not be as dynamic as the past, but I am sure there will be more people looking down at machines and saying, "You know what? This ain't a copier- it's more."

"You can go your own way. Go your own way. You an call it Another lonely day...Go your own way"- Fleetwood Mac

- Edgeline -

December 7, 1941

Photizo Group Sponsoring New MPS Leadership Awards to Recognize MPS Excellence

Press Release - article to follow at a later date -

Lexington, KY (PRWEB) December 5, 2008 --

For the first time, outstanding MPS innovators will be formally honored with new awards dedicated to excellence in Managed Print Services (MPS). The MPS Leadership Awards were developed to recognize organizations demonstrating leadership in implementing, providing or supporting MPS projects. The MPS Leadership Awards will be presented at the first annual MPS Conference April 26-28 in San Antonio Texas.


"The objective is to showcase MPS excellence and raise awareness about successful MPS programs and their benefits. MPS is gaining strength as an innovative, cost-effective approach to managing business resources, and the total MPS Market in North America and Western Europe will be a $26.7 billion business by 2012. As more companies and vendors adopt the MPS model, it's important to recognize their accomplishments in this increasingly important segment," said Ed Crowley, founder and president of the Photizo Group.

Nominations are now being accepted for the MPS Leadership Awards. The competition is open to any company or vendor involved in the MPS market. Firms of all sizes utilize MPS services, making the award nominations attractive across a broad spectrum of businesses. "In fact, 56 percent of MPS engagements are with companies with less than 1,000 employees," Crowley noted.

Awards will be presented in three categories:

* Corporate MPS Implementation -- Organizations that have implemented an MPS program and use an external vendor to manage the hardcopy device fleet

* MPS Vendor -- Dealers or manufacturers that provide MPS services directly to corporate customers

* MPS Infrastructure Provider -- Manufacturers, software firms and service companies that enable MPS engagements through technology, training, or service

The independent judging panel represents a broad cross spectrum of the industry. Panel members are Ken Stewart (Sharp Business Systems), Greg VanDeWalker (Great America Leasing), Greg Walters (SigmaNet), Kiran Sanghi (IT Executive), Gunnar Lundgren (former HP executive), and panel chairman, Doug Johnson, (former Print Inc. executive, RedSage Consulting).

Award criteria are based on a 50-point rating of MPS best practices and business benefits such as significant cost savings, productivity gains, or other improvements. The Photizo Group is sponsoring the MPS Leadership awards program, including administrative and webinar services to support the judging panel.

Anyone wishing to make a nomination should first complete an MPS Leadership nomination form and submit it to Doug Johnson, MPS Leadership Award Selection Panel Chairman (djohnson @ redsageconsulting.com).

Forms are available at www.managed-print-services.com/MPS-leadership.htm. All nominations are due by March 1, 2009. After completing a nomination form, a complete application form will be sent to the nominated company. Winners will receive free registration for the MPS Conference.

HP Reportedly Freezes Salaries - Pays for Performance

According to reports, HP dispatched the news in an email communique.

Bloomberg and the San Francisco Business Times report that HP is freezing salaries.

"We believe it is prudent and responsible to reduce costs where possible, including travel and event related expenses," said a company spokesman.

"That said, we remain committed to the principle of 'paying for performance'" She added. "High-performing employees will be rewarded and competitively compensated."

According to Bloomberg, HP will only hire workers for “revenue-generating positions,” reduce spending and limit travel to customer-related activities, all contained in an e-mail acquired by the news company.

Year end bonuses are still in play - and according to Silicon Valley/San Jose Business Journal, "The freeze will not apply in countries where they are illegal."

Predictable reaction around the net has been negative. One comment from Colombian.com

"...This is nothing more than a short-sighted effort to prop up corporate profits in a race to the economic bottom. It is a cycle that is not sustainable. It's economically better in the long run to have no profits and remain stable than to short your employees..." - Craig Williams : 12/6/08 7:42am---

Free Photizo Group Webinar Examines Managed Print Services Outlook in Current Economic Environment

It's just an hour - that's all, one hour.

I have attended more Webinars and GoToMeetings over the past 6 months than ever before - it's no wonder.

And I rarely recommend these kind of meetings - but - the Photizo Group is holding a Webinar on the 11th and I do recommend this to all in the industry.

From the Press Release:

"Webinar attendees will learn why a bad economy may actually be good for MPS, according to Crowley. "This special session will offer a timely look at a critical topic for vendors and users of hardcopy devices.

By 2012, MPS will be a $26.7B business and will account for 35 percent of the total imaging market.

It's something we can't afford to ignore, especially in unsettled economic times like these. As the leading research and consulting firm tracking the MPS market, we believe it is important to clearly communicate how this market is changing, and why changes in the global business environment will fundamentally shape the MPS market over the next few years."

The stat is not puffery; 35 percent of the total imaging market will be MPS in 3 short years.

Why do I recommend this webinar specifically?

I have been following the Photizo group since last spring, and I am involved in some projects with these folks(full disclosure). They know what they are talking about when it comes to MPS, they come out of the industry and out of the trenches and have a keen insight on events to occur over the horizon.

If you work at IKON, Toshiba, Konica Manolta, CBS, RBS or any of the independent dealers; if you sell hardware alone- this hour is for you.

If you provide software and hardware bundled with CPC and MPS engagements - this is an hour meant for you.

If you cold call SMB on shoe leather or develop VITO letters and emails - this hour is for you.

It's only an hour - and yes, nobody on the line is authorized to purchase anything from you, but chalk it up to self improvement, industry awareness and enhancing the single most important six inches in your world.


For more information and to register for the free webinar, visit https://www2.gotomeeting.com/register/735057407.

Virgin Atlantic Selects EDS, an HP Company for Next-Generation Airline Reservation System

News Release :

EDS, an HP company, and Virgin Atlantic Airways today announced they have signed a new information technology (IT) services agreement that extends the companies’ 25-year relationship.

EDS has provided IT services for Virgin Atlantic since its inaugural flight in 1984.

New to this five-year agreement, EDS will provide the next generation of its airline reservations solution, EDS Reservation Services, a part of EDS’ Transportation Applications that EDS hosts and maintains on behalf of its clients. New features included in the solution are Electronic Miscellaneous Documents (EMD), which allow Virgin Atlantic employees to electronically capture and account for ancillary sales, and Ticket Re-issue and Refund (TRR) software that automates a formerly labor-intensive function and improves customer service.

“We are impressed with EDS’ vision for their new reservations platform and how this will enable Virgin Atlantic to exploit a service-oriented architecture (SOA) to provide improved customer services, greater agility and lower costs,” said Mike Cope, IT director at Virgin Atlantic. “This builds on our long-standing partnership with EDS during which time Virgin Atlantic has grown to become Britain’s second-largest airline serving the world’s major cities.”

Also new to the agreement, EDS will use its airline service-oriented architecture (AirlineSOA) that connects software and systems to better integrate Virgin Atlantic’s operations and help meet the airline’s unique market needs. Each of these new functionalities helps Virgin Atlantic lower core reservations services costs and add new revenue opportunities.

EDS will continue to provide passenger-processing services that include applications development and hosting of EDS Reservation Services, which handles approximately 6 million revenue passengers boarded annually for Virgin Atlantic.

“We have built a strong relationship and mutual trust with the Virgin Atlantic team over the last 25 years,” said Jim Dullum, vice president of Global Transportation Industry at EDS, an HP company. “Taking advantage of EDS’ latest technology, software development and delivery expertise and industry knowledge creates the right mix of IT innovation to support Virgin Atlantic’s continued success.”

EDS Agility Alliance partner Microsoft will provide select tools, software and resources to EDS in support of Virgin Atlantic. Together, EDS and its Agility Alliance partners collaborate to design, build and run a market-leading services platform and develop technology-based services to deliver tangible client results. EDS Agility Alliance partners include Cisco, EMC, Microsoft, Oracle, SAP, Sun Microsystems and Xerox.

As a leading transportation IT services provider, EDS’ end-to-end capabilities encompass air carriers, airports, cruise lines, logistics and modal providers, hotel companies and major reservations networks. EDS brings world-class technology solutions and infrastructure to help transportation and travel-related clients sustain competitive advantage in a highly dynamic global market.

The Future of Paper? - Magic Paper

Last month I wrote about "Magic Paper"

I found this as an update - very cool video.


Click to email me.

Managed Print Services as a Marketing Tool to Place More Gear ?

A Managed Print Services program will reduce the Machines In Field - or it isn't Managed

MIF represents the lifeblood of the copier (dealer) business model; the volume and associated service charges generated by MIF is a monthly, recurring revenue. Increasing this revenue usually means adding to the Machines In Field - this also benefits the manufacturer.

So, as an IKON or CBS or RBS, employee, you know how important MIF is and will do most anything to maintain as well as increase the number.

Additionally, MIF is used to build the compensation base- if you can look forward to re-signing your upcoming, lease expiring, MIF, you can usually expect to make a certain amount of commission.

This model has been in place for decades and has served both dealers and manufacturers well.

But could change be in the wind?

During the past twelve months, we have witnessed the merger of a manufacturer and dealer in our industry. Manufacturers now own the channel to their customers. And today, with the economy "worse than ever before, in the history of the universe..." (gag, get over it) every sales rep is "under the gun" to live and die in 30-day cycles - month after month after month after month...how's that working for you?

The Collision -

Customers are smarter, focusing on cost controls, and demanding more visibility, and accountability - Copier manufacturers' margins are shrinking, and the pressure is on to place more units via any and every technique available.

Rob Sethre, over at Imaging Industry Wall Street Insider mentions, "...MPS provides focus, transparency, and accountability where (to the great benefit of the imaging companies) they were missing in the past. Companies will now identify and control print volumes and, most importantly, restructure their printing environments..."

"to the great benefit of the imaging companies...they(focus, transparency and accountability) were missing in the past..."

The last thing a copier vendor or old-school copier salesperson wants is for his customer to know the truth, monthly CPC.(lease payment+service + overages/number of images printed)

Studies have shown, again and again, the majority of customers purchase copy machines with specifications well over their actual needs. Indeed, my own fleet surveys, although not scientific, do reveal an average monthly volume of 2,800 images over 1,100 machines.

I use to be surprised but now I simply predict this before the survey - I love to see the doubt/fear fleet across the Facility Manager's face- but that's just me.

It is an observed fact that customers are being oversold by the copier folks - not all the time but most of the time. And the collision is between smarter clients and old-school, equipment-based selling techniques.

More specifically, the clash is between the benefits of a real Managed Print Service Engagement and the wants and needs of the copier manufacturer to move product.

MPS trumps uninformed equipment placement.

Exactly how does this figure into MPS? We can be heroes.

Once an MPS engagement is implemented, the goal is to reduce the costs associated with output - one facet of this approach is reducing the number of machines in the field.

For those of you in a big dealer channel that may now be just a really big manufacturer's distribution chain, when you implement a Managed Print Services program, how easy is it going to be to tell your Sales Manager, "...great news, out at ABC company, we managed to reduce their fleet by 17%, removing 24 copiers!..."?

Here's the worst - some in the industry, may consider MPS as a marketing technique. Just another method supporting more hardware. MPS could be just another "talk track" to get in front of the "decision maker" and sell more gear - not solve more problems.

Think I am wrong? Consider this - why have all business equipment providers embraced "Solutions"? Canon, Konica Minolta, IKON, and Ricoh, all have "solutions" in their quiver of sales blurbs; right next to "first copy out speed" and "scan once, print many". Ready to be hurled at some unsuspecting target/SMB owner.

Why? The end goal of all this Solution Selling has been and always will be - to move more gear and capture more clicks.

For example, when ABC manufacturing company wants to file and retrieve its production manuals and change orders, one can simply recommend "five of my Canon 5185i's" as an "On Ramp" to your digital archiving system. This is an easy sale - add a 3-hole punch, an 11x17 paper tray, and a booklet maker and your client is good to go.

If you're one of the remaining, independent dealers out there, you can survive and even thrive on a service-based revenue model and maybe even a consultative-based model. But, if you are a manufacturer of machines, everything you do is strategically aligned with your number one goal - moving machines out the door. Period.

By the way, how many independent dealers are left? 2? 3?

Embracing the MPS model isn't about a new market niche, or attacking a segment of up till now unreachable opportunity. Real MPS is not about upgrading old hardware at a lower lease payment(although plenty of copier salespeople and purchasing managers may think so). True MPS is about solving real, everyday problems and saving honest-to-goodness money, cash, greenbacks, yen, lettuce...you get the picture.

We can be heroes-

The amount any company can save on printing could save somebody's job - keeping a family fed and happy.

That's all, just someone's job, not enough savings to support a junket to Laguna Beach or Orlando.

Where's my cape?


Click to email me.

Xerox, and What Mulcahy Thinks About Ricoh, Ikon and VARs

"Times have changed, and there's no question there's more opportunity to be won," - Mulcahy.

Xerox Seeks To Reassure Investors - And Channel Partners - Amid Restructuring

By Chad Berndtson, ChannelWeb
3:52 PM EST Mon. Nov. 24, 2008

The article is a great read, I recommend it.

Here is a summary of the interview, with commentary:

Mulcahy regarding Xerox VARs

"We've seen some pressure [on VARs] trying to keep inventories strong and managing cash -- they're worried about their customers the same as everyone else. But overall, we've seen a good robustness in terms of equipment sales."

The Xerox VARs are still holding firm. - GW

On conflict over the Global deal:

"We have been surprised and delighted that it has not been the case to the degree we thought it might be at the beginning," Peacock said when asked about overlap between Xerox's reseller channel and the Global Imaging Systems side. "We've tried to [reassure] that in this situation, one plus one plus one needs to equal four. This is all about getting Xerox in front of more buying decisions and making sure the customer can get in front of Xerox."

- Understood. - GW

On Xerox reducing R&D resources from 5 percent in 2008 to 4 percent in 2007, and if that meant the company was "giving up on innovation:"

"Absolutely not," she said. "That includes almost nothing upstream in research. If anything, it's the next stage of productivity. We believe we're not sacrificing anything but capturing efficiencies due to the maturity of the business."

- In one of my older posts (The Death of Xerography) I talked about Xerox eliminating R&D in photocopiers. Xerox does not commit any dollars to the future of photocopiers and as Mulcahy states , they are reducing resources to general R&D by one point.

It seems the "propeller-heads", no offense, of PARC are concentrating on Nano-Spring Arrays - and Magic Paper not the ball-mouse. - GW

On Xerox's green strategy:

"[Customers] care. We are literally being asked to present the impact on carbon footprints," Mulcahy said. "There's an environmental impact and also happens to have a great impact in terms of reduction of waste."

Maybe Xerox should refer all those asking about "carbon footprints" over to the HP site. I doubt it. - GW

On cancellations:

"We're seeing nothing materially different. We do think there's a higher hurdle rate for decisions -- more due diligence, the explicitness of ROI. But we've been seeing that for a while, that's nothing new," she said.

Sounds like "cancellations" refers to customers canceling orders or engagements. I like the phrase "higher hurdle rate" - but really, when haven't ROI or due diligence been factors? -GW

On the continued push into SMB markets:

"Five years ago, we would have done very little on the SMB product portfolio," Mulcahy said. "Last year, 18 products were focused on SMB. The fact that we had so little business in SMB for such a long time, well, it's great to go after incremental revenues instead of substitutional revenues. 2008 has been the single biggest year for us in terms of SMB product introductions."

The Global assimilation may have factored in on this- but what in the world is "substitutional revenue"? Lease renewals? Xerox is playing is smaller deals now. - GW

On Ricoh's acquisition of Ikon and how it reshapes the marketplace where Xerox, HP, Konica Minolta and Canon all play:

"Times have changed, and there's no question there's more opportunity to be won," said Mulcahy.

"In terms of IKON, they continue to be our No. 1 competitor in every market we're in," Russell Peacock, president, North American Channels Group added, "In terms of their transition to be 100 percent Ricoh vs.Canon - and Ricoh-based, that's going to be challenging for them.

"Typically the customer who has a Canon product becomes very loyal to that product because of functionality vs. Ricoh," he continued. For them to retain that customer is going to be a challenge. It'll be disruptive. In terms of ourselves, we compete with them every day. But we bring a better solution to the table than they do. Let's stay focused and not get preoccupied with other things, because when you do that you get distracted from what makes you great."

Good point. Focus. And just like everybody else, focus on IKON Canon accounts - the blood will be in the water for the next year at least.

Summary -

Xerox is in a good position. They are reducing costs, and extending more into new markets(SMB)plus moving gear.

Xerox is committed to it's VARs.

Looks like the IKON/Ricoh conglomeration represents more opportunity than worry.

Green is everywhere and the decision process is getting more challenging.

New toner, solid ink, and SMB market - the new Xerox.

Toshiba- E-Bridge Fleet Management System

It's all about the M.I.B. No, not Men In Black

Toshiba announced the availability of their new fleet management tool, EBFMS, yesterday.

At first glance, the reports about the system are favorable, but it seems detailed information regarding toner, service etc. are currently reserved for Toshiba gear - with some limited visibility into non-Toshiba units.

I "lifted" this off the Office Product News site which is a post by Corey Smith, from a BLI report at the 2008 Toshiba dealer show, back in March-

"...for larger settings, Toshiba will soon offer its e-BRIDGE Fleet Management System (eFMS), giving administrators the power of centralized monitoring while users benefit from improved availability of devices.

Key operators receive automatic first-tier alerting, while second-tier alerting is available to service organizations. Anybody with administrative access to the utility can clone settings and view meter reads. Via eFMS, administrators can assign costs to specific departments, as well as review device usage and consumables status. Dealers can use the utility to create cost and device streamlining proposals. eFMS can manage other brands’ devices, but only in a limited fashion.

This solution is still under development but should be available in late summer..."


In the beginning there was only WebJet Admin, then a slew of "newcomers" - @Remote,PrintAudit, PrintSolv, PrinteRx, rXpress, etc. and now EBFMS.


In the end, all these tools are beneficial in promoting control of the fleet and transparency of the real costs of printing - knowing how bad it is more than half the battle.

"Managed Print" from Kyocera - Free Prints - In the UK

Kyocera is bundling toner and service into a "package"

Print and Copy for Free with Kyocera, from the Computer Weekly, here.





18 November 2008

Free KYOprint packs available with new managed print service -

Leading document imaging specialist Kyocera is offering free KYOprint packs for a limited time only to customers of its new managed print service. The first KYOprint pack is free when you purchase a Kyocera printer or multifunctional product within the managed service range, which could mean up to 100,000 free prints on both mono and colour packs, depending on the machine purchased.

KYOprint Packs are a new way to buy both your copying and printing facilities from the same reseller. Instead of buying the machine and warranty cover separately and then buying consumables as and when you need them, a KYOprint Pack wraps everything up in a single, simple support guarantee including onsite maintenance and consumables.

Uniquely, there is no minimum volume agreement so users aren’t charged for pages that they don’t print. Each KYOprint Pack includes enough consumables to print a specified number of pages. If you print less than expected, your KYOprint Pack will simply last longer than expected. If you print more than expected, you won’t receive any “excess page” invoices at premium prices, you’ll just need to buy a new KYOprint Pack a little sooner. Because there is no minimum volume restriction, a KYOprint Pack gives you an incentive to reduce print volumes and minimise your environmental impact: the less you print, the longer your KYOprint Pack lasts.

KYOprint packs are available for all Kyocera printers and MFPs, personal to departmental, mono and colour and will suit small or large organisations, especially those that want all printing and copying facilities provided by a single supplier. And the managed print service includes installation and configuration, so there’s minimal impact on your IT department when a new machine is installed.

These free KYOprint packs are available until the end of December 2008 only and more information can be by calling a Kyocera specialist today on 08457 103 104 or visiting http://www.kyoceramita.co.uk/mps

Xerox Set to Release Solid Ink MFP -2009

11x17, from BLI...

Xerox is releasing a new MFP based on the solid-ink technology it purchased along with Tektronix in 2000.

From the BLI report,

"...Xerox is readying an A3-class color MFP based on its solid-ink technology as a competitor to 11" x 17" color laser engines and HP’s Edgeline inkjet-based offerings. Pioneered by Oregon State University researchers in the 1980s and commercialized by printer maker Tektronix (Xerox acquired the color printing and imaging division of Tektronix in 2000), solid-ink engines are currently used by Xerox in some A4-class printers and MFPs such as the Phaser 8860 family (which includes the 8860 and the 8860MFP). The technology uses melted ink sticks, as opposed to toner particles or liquid ink, to render an image..."


The technology is good- ease of use in terms of adding "toner", and the Green value with no empty bottles or cartridges.

I wonder if Xerox has figured a way to prevent the color pie chart from melting off your proposal while it sits in the car on a hot summer's day...

Something Completely Different - "Hydropolis"

20,000 Leagues Beneath the Sea - Hydopolis

Currently under construction in Dubai, Hydropolis will be the world's first luxury underwater hotel. It will include three elements: the land station, where guests will be welcomed, the connecting tunnel, which will transport people by train to the main area of the hotel, and the 220 suites within the submarine leisure complex. It is one of the largest contemporary construction projects in the world, covering an area of 260 hectares, about the size of London's Hyde Park.

"Currently under construction in Dubai, Hydropolis will be the world's first luxury underwater hotel."

"Hydropolis is not a project; it's a passion," enthuses Joachim Hauser, the developer and designer of the hotel. His futuristic vision is about to take shape 20m below the surface of the Persian Gulf, just off the Jumeirah Beach coastline in Dubai.

The 220-suite hotel was due to open by the end of 2006 but has experienced delays and is now scheduled to open in 2009. It will incorporate a host of innovations that will take it far beyond the original blueprint for an underwater complex worthy of Jules Verne.

There are only a few locations in the world where such a grandiose dream could be realized. A high proportion of today's architectural marvels are materializing like fanciful mirages from the desert sands. We have come to expect extravagant enterprises to be mounted in the Middle East, and especially in Dubai. "This venture could only be born here in Dubai," says Hauser. "It [has] a very open-minded, international community - and that's what makes it so special."

The land on which Hydropolis is being built belongs to His Highness General Sheikh Mohammed Bin Rashid Al Maktoum, Crown Prince of Dubai. It was his last free beach property on this stretch of coast. The project is a fantastic one, yet Sheikh Mohammed's success record with comparable schemes instils confidence that science fiction can become fact. With his support, several companies have been formed to kick-start this phenomenal project, and around 150 firms are currently involved.

"There have been many visions of colonising the sea – Jules Verne, Jean Gusto and several Japanese architects – but no one has ever managed to realise this dream," says Hauser. "That was the most challenging factor, and that's what makes it so fascinating. Despite being a dream of mankind for centuries, nobody has ever been able to make living underwater possible."


UNDERWATER HOTEL DESIGN

The original idea for Hydropolis developed out of Hauser's passion for water and the sea, and goes much deeper than just building a hotel underwater. More than just curiosity, it is a commitment to a more far-reaching philosophy. "Once you start digging deeper and deeper into the subject, you can't help being fascinated and you start caring about all the associated issues," he explains. "Humans consist of 80% water, the earth consists of 80% water; without water there is no life."

Hydropolis reproduces the human organism in an architectural design. There is a direct analogy between the physiology of man and the architecture. The geometrical element is a figure eight lying on its side and inscribed in a circle. The spaces created in the basin will contain function areas, such as restaurants, bars, meeting rooms and theme suites. These can be compared to the components of the human organism: the motor functions and the nervous and cardiovascular systems, with the central sinus knot representing the pulse of all life.

The ballroom, located at this nerve centre, will have asymmetrical pathways connecting the different storeys along ramps. A large, petal-like retracting roof will enable the staging of open-sky events. Staircases, lifts and ramps will provide access to the ballroom, while flanking catering areas will supply banquets and receptions.


HYDROPOLIS LAND STATION

In order to enter this surreal space, visitors will begin at the land station. This 120m woven, semicircular cylinder will arch over a multi-storey building. On the lowest level passengers board a noiseless train propelled by fully automated cable along a modular, self-supporting steel guideway to Hydropolis. A just-in-time and on-demand logistical system will facilitate efficient supply of goods to the hotel.

The upper storeys of the land station house a variety of facilities, including a cosmetic surgery clinic, a marine biological research laboratory and conference facilities. On the lower levels are the staff rooms, goods storage and loading areas, and hotel and parking areas.

The land station also includes a restaurant and high-tech cinema screening the evolution of life in the ocean and the history of underwater architecture. As a finale, the screen will open to reveal the real-life Hydropolis. A viewing platform at the front opening of the spanning roof will allow views of the architecture as well as the light shows of Hydropolis.

MARINE ARCHITECTURE

This structure promises to be a conceptual as well as a physical landmark. While human beings accept the existence of water, we have only a superficial appreciation of its significance. "We waste it, go swimming in it and generally take it for granted," says Hauser. "Humans could actually live self-sufficiently underwater, generating energy, nurturing food supplies and so on. This is why we are starting a foundation to demonstrate something of the importance of water in our lives.

"My general plan was to create a living space in the sea. My initial proposal was a deep-sea project, which looked very different. I had to adjust to the local reality of the natural surroundings and change to a shallow-water construction.

"We want to create the first ever faculty for marine architecture because I believe that the future lies in the sea, including the future of city planning. I am certain that one day a whole city will be built in the sea. Our aim is to lay the first mosaic by colonising the sea."

Hauser plans to incorporate many different elements associated with the sea. The cosmetics will be ocean-based, the cinemas will screen films that focus on aquatic themes and a children's seaworld will educate as well as entertain.


He views his creation as a place where those who do not dive – or do not even swim – can experience the tranquillity and inspiration of the underwater world. "We are expecting around 3,000 visitors a day in addition to the hotel guests. The aim is to inspire people to develop a new awareness of the sea."

As well as emphasising the positive aspects of water, Hauser also believes we are systematically destroying marine life, and thus wishes to draw attention to various dangers and problems, such as the loss of algae and the destruction of the coral reefs.


Article here.

Happy Thanksgiving!

Copier Sales Training - Role Playing

2008

Ring...ring...

Have a great T-Giving!

I saw this on the Caskey Site and it is funny.

One of the most favorite sales training activities ever...RolePlaying...enjoy

HCL Technologies Hosts Over 500 of the Top Minds

HCL - Unstructure 2008, "...an annual compendium of thoughts..."

I posted earlier about the HCL/Xerox partnership, and managed print services. The following is a rather long press release regarding HCL's annual meeting.

The speaker list is impressive and the goals of the get together capacious. The overall theme is Green, Sustainability and the Global Economic landscape.

Press release

ORLANDO, FL -- (Marketwire) -- 11/25/08 -- More than 500 of the top business minds in the world discussed, debated and collaborated in Orlando last week about how to engage in a successful, sustainable, environmentally conscious business in the wake of the current global economic slowdown as HCL Technologies Ltd.(HCL) hosted its fourth-annual Global Customer Meet. Dubbed Unstructure 2008, the concept is an annual compendium of thoughts compiled from both the physical event and an online forum (www.unstructure.org) where participants have and will continue to exchange action-oriented ideas.

"The global economic slowdown has taken center stage and our physicalenvironment continues to deteriorate as businesses face the most challenging times since the Great Depression," said HCL CEO Vineet Nayar."We were fortunate at Unstructure this year to have high quality conversations to generate positive action that will help organizations and practitioners to reinvent their strategies for sustaining growth while also playing a significant role in saving our environment."

Highlighting HCL's global customer meet this year was a keynote address byformer U.S. Vice President Al Gore, who received the 2007 Nobel Prize for Peace for his efforts to enlighten the world community about the effects of global warming. During his address titled, "Thinking Green - Economic Strategy for the 21st Century," Gore hailed U.S. President-Elect Barack Obama for his support for the Green movement and told those in attendance that environmentally sound practices, once thought to be a draw on the bottom line, are today viewed not only as economically sound, but also as a necessity for sustainability of businesses.

In closing, Gore noted that in the future, our children will look back on the first years of this century and either say "what were you thinking, why didn't you act," or, "how did you find the courage to rise up and solve the problem?" "I hope they say the latter," he closed. "We have everything we need to solve this problem except political will but political will is a renewable resource."

Gore's keynote underscored HCL's larger Go Green! Initiative, which was omnipresent at Unstructure. In addition to the green-focused keynote, HCL made Unstructure both a paper-free and carbon-neutral event, the latter accomplished by purchasing carbon offsets from Carbonfund.org to compensate for the estimated 1,500 metric tons of carbon emissions that would be emitted by guests and HCL employees in attendance. HCL also arranged to plant 650 oak trees -- roughly one for each guest and HCLite in attendance-- on 2.8 acres of land in the Western Himalayas to help sustain the natural habitat of the oak silk worm, whose open-ended cocoons become "FreeSilk" -- meaning it was harvested after the moths had abandoned their cocoons -- which was used to create the hand-crafted silk scarves that were presented to attendees as gifts.

In addition to Gore's discussion, Unstructure participants listened to keynote addresses by Xerox Chairman and CEO Anne Mulcahy, and world-renowned author and Management Educator Gary Hamel. In her address, "Sustainability: A New Business Paradigm," Mulcahy described how to balance economic and environmental priorities, noting that creating a holistic balance between these goals is now the key to long-term sustainability. Hamel spoke about the "Future of Management," including innovative new ways of mobilizing talent, allocating resources, and formulating strategies.

"There's a company whose entire management model is built on the principle of reverse accountability; that is a pretty radical thought," said Hamel."I think Vineet Nayar has said, 'The value is created at the interface between employees and customers. Our job as leaders is to do everything we can to enable that value to be created, and to do that you cannot have an old command and control kind of management system.'"

Unstructure also served as a platform for a number of key news announcements released by HCL and its partners. Among the announcements made at Unstructure were:

-- HCL Advances Go Green! Initiative with Carbon Neutral Global Customer Meet: announced HCL's plans to offset carbon emissions with carbon offsets purchased from Carbonfund.org and to plant 650 trees in the Himalayas.

-- HCL Technologies and TIBCO Expand Global Alliance: announced the expansion of HCL's strategic alliance with TIBCO Software Inc. (NASDAQ: TIBX) to include new and updated HCL solution frameworks for Business Process Management (BPM), Complex Event Processing (CEP) and Service Oriented Architecture (SOA).

-- Xerox and HCL Technologies Announce Global Partnership: Xerox announced a strategic global alliance with HCL where HCL will serve as a systems integrator for Xerox's managed print services offering, which helps companies control office print environments to achieve continual cost savings and productivity gains.

-- Raiffeisen International Becomes the Latest Financial Institution to Benefit from Misys and HCL Development Partnership: Misys announced that its partnerships with HCL will provide Raiffeisen International with an outsourced, flexible resource to support development needs of its new banking products and more efficiently maintain its existing products as it grows its global business.

Misys and HCL have now agreed to expand the partnership to the Americas, Europe and the rest of the Asia Pacific region following the success of the alliance. The companies signed a Go to Market agreement, at a signing ceremony at Unstructure in Orlando, Florida.

While the event was punctuated with A-list speakers and important news, the majority of Unstructure was devoted to panel discussions focused on topics that included surviving and thriving in the global economy, management innovations and environmental issues. Some of the panel discussion highlights included:

-- Aligning IT to Business: discussed not only the threats, but also the opportunities created by the new models rising out of the economic downturn with an eye toward the practices businesses should follow to ensure sustainability

.-- Taking Advantage of Emerging Markets: addressed the increasing focus in recent years on the opportunities and challenges posed by the E7, or emerging market economies, such as China, India, Brazil, Russia, Indonesia, Mexico and Turkey, to the established G7 economies in the U.S., Japan, Germany, UK, France, Italy and Canada. The panel discussed the different approaches companies must take in terms of R&D, supply chain, manufacturing and the entire front office to optimize business opportunities in these emerging markets.

-- Unlocking and Monetizing Innovation: looked at whether employees should be encouraged to contribute to the betterment of their professions, even though such efforts very often do not have direct impact on their current jobs and employers, and whether or not this is the type of practice that makes innovation possible.

-- Creating a Lean Business: discussed how lean principles being applied to manufacturing today have resulted in tremendous efficiencies without sacrificing quality or superior market positions for their proponents and questions whether IT companies can apply the same principles to reverse their trends of misutilized computing power, wasted software spending, reduction in quality of infrastructure support and general inconsistencies in performance.

-- Aligning Employees with Business: looked at the incongruities of employee self-interest versus the interests of the organization and tried to answer not only if the two could be mitigated, but also if a more egalitarian form of management that places the employee first is the key to optimizing business outcomes.

While the physical event of Unstructure 2008 concluded last week, its second platform -- the online discussion -- will continue indefinitely.Those interested in the presentations, discussions and ideas that were generated from the physical event can learn more about them or continue intheir discussion by visiting www.unstructure.org.

The output of the event will be the "Unstructure Ask Book" -- a compendium of insight and action ideas collected for businesses to use as an"Evolution" manifesto.

For more information on the Global Meet, including the detailed agenda,please visit: http://www.hcltech.com/global-meet2008/.

About HCL Technologies

HCL Technologies is a leading global IT services company, working with clients in the areas that impact and redefine the core of their businesses. Since its inception into the global landscape after its IPO in 1999, HCL focuses on 'transformational outsourcing,' underlined by innovation and value creation, and offers integrated portfolio of services including software-led IT solutions, remote infrastructure management, engineering and R&D services and BPO.

HCL leverages its extensive global off shore infrastructure and network of offices in 19 countries to provide holistic,multi-service delivery in key industry verticals including Financial Services, Manufacturing, Aerospace & Defense, Telecom, Retail & CPG, Life Sciences & Healthcare, Media & Entertainment, Travel, Transportation &Logistics, Automotive, Government and Energies & Utilities.

HCL takes pride in its philosophy of 'Employee First' which empowers our 52,714transformers to create a real value for the customers. HCL Technologies,along with its subsidiaries, had consolidated revenues of US$ 2.0 billion(Rs. 8300 crores), as on 30th September 2008. For more information, please visit www.hcl.in

About HCL Enterprise

HCL is a $5 billion leading Global Technology and IT Enterprise thatcomprises two companies listed in India -- HCL Technologies & HCL Infosystems. The 3-decade-old Enterprise, founded in 1976, is one of India's original IT garage start-ups. Its range of offerings spans Product Engineering, Custom & Package Applications, BPO, IT Infrastructure Services, IT Hardware, Systems Integration, and distribution of ICT products. The HCL team comprises over 56,000 professionals of diverse nationalities, who operate from 19 countries including 360 points of presence in India. HCL has global partnerships with several leading Fortune1000 firms, including leading IT and Technology firms. For more information, please visit www.hcl.in

HP announced profits of $2.7 billion on sales of $33.6 billion

PALO ALTO, Calif., Nov 24, 2008 (BUSINESS WIRE) --

--Fiscal 2008 net revenue up 13%, or $14.1 billion, to $118.4 billion

--Fourth quarter GAAP operating profit up 4% to $2.7 billion; $0.84 earnings per share, up from $0.81 a year earlier

--Fourth quarter non-GAAP operating profit up 21% to $3.4 billion; $1.03 earnings per share, up from $0.86 a year earlier

--Fourth quarter cash flow from operations of $3.3 billion; fiscal 2008 cash flow from operations of $14.6 billion, up 52% from a year earlier

--Closed EDS acquisition; integration on track

HPQ 35.70, +1.06, +3.1%) today announced financial results for its fourth fiscal quarter ended Oct. 31, 2008, with net revenue of $33.6 billion, up 19% from a year earlier and up 16% when adjusted for the effects of currency. Excluding EDS revenue, net revenue grew 5% year over year or 2% when adjusted for the effects of currency.

Imaging and Printing Group

Imaging and Printing Group (IPG) revenue declined 1% to $7.5 billion. Supplies revenue grew 9%, while Commercial hardware revenue and Consumer hardware revenue declined 10% and 21%, respectively. Printer unit shipments decreased 8%, with Consumer printer hardware units down 8% and Commercial printer hardware units down 9%. Operating profit was $1.2 billion, or 15.5% of revenue, versus $1.1 billion, or 14.5% of revenue, in the prior-year period.

"HP capped off a strong year by delivering another solid quarter led by strength in our services segment and disciplined expense management," said Mark Hurd, HP chairman and chief executive officer. "Our global reach, broad portfolio, numerous cost initiatives and consistent execution differentiate HP in the current economic environment."

Xerox and The Magic Paper -

"Re-usable" paper -

Recently, from an article in Newsweek, I read about Xerox and magic.

Magic Paper. To be precise - ultraviolet light paper.

Sophie Vanderbroek, who I wrote of back in May, presents this paper by writing an 'x' with an ultraviolet light pen and the 'x' appears - then she heats the paper with a hair dryer and the 'x' dissolves; just like the old Xerox logo...

It's another effort by Xerox to someday help people conserve paper because the Magic Paper is reusable.

Says Sophie, ""We're the company that created information overload," For years everyone one has talked about the paperless office,but as most of us know, consumption of paper has increased 40 percent. "We're looking for radical solutions [by] asking ourselves, 'What does it mean to be radically green?' " Vandebroek says.

Here's the "411" on the technology behind the Magic Paper -

"The paper developed by Xerox includes photochromic compounds (such as spiropyran) which exhibit heliochromic properties. That is, they darken when exposed to U.V. radiation and fade in the absence of U.V. light. Photochromic compounds are used in the manufacturing of certain sunglasses due to their ability to darken and regain their transparency quickly. However, a distinct difference from sunglasses is that Xerox’s erasable paper can remain darkened for many hours. The U.V. light source, called a light bar, is integrated into a printer which illuminates specific parts of the erasable paper, creating the desired text or image on the paper. The printer can also erase the paper using a different wavelength—making the paper reusable..."

It's all About the Molecules -

The paper contains specially-coded molecules that create a print after being exposed to ultraviolet light emitted from a thin bar in a printer. The molecule readjusts itself within 24 hours to its original form to delete the print, or heat can readjust the molecule instantly. The molecule was developed by Xerox - Agam Shah, Techworld

And It's all About Being Green to Make Green -

In an expanding effort for companies to "out green" each other it looks like all things business can be "Greenified" - and all green projects will save money.

From the Newsweek article -


"Some of the savings arise from pretty simple stuff. Instead of giving each worker a desktop printer, for example, companies can consolidate and use networked printers. They'll install multifunction machines that can replace separate printers, copiers and fax machines. Another trick: create a print-on-demand system for brochures, forms and other corporate literature, to avoid printing up thousands of copies and storing them until they are needed—or thrown out when they're not. Owens Corning outsourced its print operations to Xerox and saved $1.5 million a year by adopting a print-on-demand strategy. Its system now lets building contractors go online to print customized brochures about Owens Corning products. That saves money for Owens Corning and also lets contractors deliver material that's tailored to each customer..."

"I'm in a funny business—I'm looking for ways that companies can print less," says John Kelly, president of global services at Xerox. "Printing is not going to go away, but we think you have to print more efficiently, and when you do print, print stuff that's relevant. We know that if we do that we can continue to grow."

And Wall Street agrees, "We care about how it positions them competitively, and customers are asking for it. So at the very least it's good marketing," says Shannon Cross, analyst at Cross Research, an independent stock-research firm.

The biggest reason that green solutions are popular is that they're really about saving money, says Angèle Boyd, analyst at researcher IDC. "Frankly, what the customer is benefiting from is a reduction in cost, but at the same time they get the benefit of a reduction in their carbon footprint," Boyd says.

Vandebroek says, "It's still a research project," and she is also the one who said, "...within the research and development community at Xerox, we no longer do any work on photocopiers..."

Five Reasons HP Is OutPerforming The Market

I grabbed this post off of the Blog over at Channel Web

BLOGS
The Channel Wire
November 18, 2008

Five Reasons HP Is OutPerforming The Market

With many technology companies posting disappointing results in the midst of the economic downturn, Hewlett-Packard Tuesday released an upbeat preliminary fourth-quarter forecast.

The world's largest supplier of IT products and services said its expects that revenue for the quarter ended Oct. 31 jumped 19 percent and earnings grew 4 percent. HP shares were up 10 percent or $2.96 to $32.31 in midday trading on the good news.

HP gave no details on specific product segments or geographies but said its revenue for the period ended Oct. 31 reached $33.6 billion, a 19 percent jump over year-earlier sales. For the year, net revenue was up 13 percent to $118.4 billion. The sales figures exclude the impact of HP's recent acquisition of EDS.

Here are five reasons HP is outperforming the market.

1. HP CEO Mark Hurd

He isn't infallible or the new Messiah, but he is pretty darn good. He's made a string of key acquisitions this year, capped off by EDS and LeftHand Networks. But his most important trait is that he's constantly visiting and listening to customers. And he keeps his closest counsel with his biggest customer: the channel. Hurd regularly makes one-on-one visits to solution providers both large and small. He asks questions. He listens. He motivates. No other CEO of a major technology company keeps as close to the channel as Hurd.

2. HP's Diverse Product Portfolio

From the desktop to the data center. From printers to routers. From network management to asset management software. HP products span the technology spectrum. At $118 billion, this is truly a one-stop shop. And now with its $13.9 billion acquisition of services giant EDS, HP has the people power and services muscle to do it all. Take note that even with the biggest and broadest portfolio in the business and a boatload of services people, HP embraces the channel. Bottom line: HP gets that it's a solutions game. And solutions means channel.

3. Committed Channel

HP has worked hard over the past several years to hone its channel strategy to focus on a mutually profitable relationship with solution providers. It hasn't always succeeded or delivered on its promises, but it's shown a willingness to fix things on the fly rather than letting channel problems fester. it is the biggest and yet it is the most channel-cognizant. One big reason is that Hurd views the channel as an extended sales force. He understands sales and he wants his partners out there in the front lines winning over new customers.

4. Maniacal Focus On Profitable Growth

No other company right now has a sharper focus on profitable growth than HP. Hurd is closing out his fourth year at the company and his drive and determination to do things more efficiently and profitably in everything HP does has resulted in a new and more inventive HP. That "profitable growth" mantra has everyone at HP working toward a common goal. It's a, 'Hit your number or hit the road,' proposition. That is a good thing, especially as we come into what looks like the worst economic downturn since the Great Depression. Look for HP to buck the trend and beat the bad news blues.

5. Full Speed Ahead With R & D

Based on his long list of acquisitions, some observers might think Hurd's R&D budget consists in snapping up smaller, innovative companies. Not so. HP has remained on top of the technology heap in part because of its willingness to invest in product innovation. The company's multibillion-dollar R&D effort and the company's cultural legacy of building better products is a huge differentiator. HP products are more often than not better engineered, designed and performing than the competitive product sets. Take Blades. "Blade everything" isn't just a marketing slogan at HP; it's a technology commitment.

---------- End Post ------

Points 1 and 3 resonate- Hurd and the Channel, great combo...

Ricoh and IBM into InfoPrint and Now, rIKON -

Pssst...their going after the guys in I.T, not Purchasing...What? You didn't see this coming?

Back in Time - Friday, June 8, 2007

Ricoh counts on InfoPrint Solutions for growth...

Ricoh Co. Ltd. foresees job growth and increased market share for InfoPrint Solutions Co., its new Boulder hub for Ricoh's high-volume printer business.

That's notable at a time many computer industry mergers end in layoffs and closed facilities.

In the past two and a half years, Tokyo-based Ricoh bought the high-volume printer units of Hitachi and Danka Europe, now Infotec.

Its $725 million purchase of controlling interest in IBM Corp.'s printer division in Boulder -- renamed as InfoPrint Solutions -- is its biggest yet.

The move promises to give Ricoh a shot at a leading market-share position in sales of high-volume printers after years of being a behind-the-scenes manufacturer of parts for machines sold by other companies.

"We want contact with end-users -- customers -- so we can understand their needs to improve our offerings and grow our market share," said Katsuya "Kevin" Ochiai, InfoPrint Solution's vice president for strategy and business development.

Ochiai is one of four executives transferred from Ricoh offices in Japan to Boulder the week of May 28 to run InfoPrint Solutions.

Ricoh owns 51 percent of the Boulder-based venture. Its stake will grow in the next three years until it's InfoPrint Solutions' sole owner.

The new company, which designs production printers used in print-on-demand publishing and mass-mail billing, is based at IBM's campus in Boulder and employs 550 people there. Its worldwide payroll includes 1,200 people in 18 countries. InfoPrint Solutions will bring on another 1,000 IBM employees in a year, most of them involved in maintenance.

IBM (NYSE: IBM) received $725 million June 4 and expects to record $250 million in sales in the next three years, it said in a Securities and Exchange Commission filing.

Ochiai predicted InfoPrint will maintain 7 percent to 8 percent annual growth. If things go well, the company could double its $1 billion in annual revenue in five years, he said.

The company will use IBM's global sales force in the next three years while InfoPrint cultivates its own, and how well that goes will drive its near-term success, Ochiai said.

...acquiring InfoPrint gives Ricoh access to enterprise-level clients it didn't have before and products with a lot of customer loyalty behind them, he said.

"How you see this deal has a lot to do with your perspective," Hamilton said.

InfoPrint has a good chance of meeting its growth goals, he said. The key will be the company's ability to maintain IBM's reputation for quality and establish an effective sales force, he said.
-------

Friday, February 2, 2007

Selloff of IBM printing division could mean good news

IBM announced on Jan. 25 that it will sell its printing division to Ricoh -- creating a separate company that will be based in Boulder.

Richo initially will acquire 51 percent of the joint venture, called InfoPrint Solutions Co., for $725 million in cash and

will progressively acquire the remaining interests from IBM over the next three years as the company morphs into a fully owned subsidiary of Ricoh.

With Boulder becoming the worldwide headquarters of InfoPrint, the office will likely create more positions related to development, marketing, product management and maintenance, Paterra said.
------
2007-06-14

Ricohs InfoPrint Ready for Print Market By Patrick Hoffman

InfoPrint Solutions Company, a joint venture between Ricoh and IBM, has announced it is ready for business.

InfoPrint Solutions Company, formerly IBMs Printing Systems division but soon to be owned by Ricoh, announced recently that it was ready for business.

Ricoh is buying IBMs Printing Systems division over the course of three years, an arrangement which gives Ricoh access to IBMs production printing software and provides Ricoh a way to market their MFPs (multifunctional products) and printer-based products. Under the terms of the agreement, Ricoh will own 51 percent of the joint company and IBM will own the remaining 49 percent.

"Our focus is to provide solutions that focus on quality of output and total cost of operations that improves a customers environment whether it be an office or commercial environment," said Bob Kilcullen, senior vice president and general manager at the Boulder, Colo.-based InfoPrint Solutions.

Kilcullen pointed out that although IBM had been involved with the printing industry for a number of years, it was not their main focus.

"It was a question of focus as IBM has been involved with the printing industry for a number of years, but it was not their main stream of activity," Kilcullen said. "Printing is the core business for Ricoh so it made a lot of sense to move the printing business to Ricoh."

According to Susan Lyon, research director of Hardcopy Peripherals and Document Solutions at the Framingham, Mass.-based technology research firm IDC, the IBM-Ricoh arrangement has two main benefits for Ricoh.

"[Ricoh] now has access to the services and solutions expertise that will especially be attractive to IT decision makers in all types of enterprises,"

she said, "as well as access to future transaction print high-speed color products and workflow solutions that IBM was developing with partners and internally."

Since InfoPrint Solutions inception, the company has released a number of new products including the IP5000 high-speed, full-color offering for the production environment that produces more than 900 full-color images per minute as well as a new family of light production cut sheet products ranging from 90 to 135 images per minute.

"We want to deliver broader solutions to the marketplace and we are in a position to extend in the print business," Kilcullen said.

"With InfoPrint Solutions, Ricoh will have added a strong product pipeline of production equipment and related services and workflow solutions," Lyon said. "It will be great for the industry that there is a player with a keener focus on the printing industry. As in any industry, stronger players make the marketplace stronger."

-------

Is Ricoh/IKON poised for a major thrust into the IT and transactional printing space?

Will InfoPrint be enveloped into the rIKON PS world?

Will IKON A/E's be trained in the art of talking to IT or will this fall to Professional Services?

Can Ricoh use the existing InfoPrint client list to build upon?

How will IBM and HP respond to having a "copier company" targeting the same prospects and contacts?

How drôle...

PC Magazine Dropping Print for Online -

Dr. Egon Spengler lives on...

PC Magazine has been reporting on the personal computer since 1982- I remember the first time I saw an issue - it had something to do with printing...

Today, the magazine announced it was dropping its print edition next year - you will be able to find the magazine, online only.

"Moving our flagship property to an all-digital format is the final step in an evolutionary process that has been playing out over the last seven years," Ziff Davis Media chief executive Jason Young said.

"Since 2000, online has been the focal point where technology buyers get their information, and technology marketers are directing their dollars to drive demand and build their brands.

"We have been carefully preparing for this step and are fortunate to have a digital business that has the scale, profit, and opportunity to carry the brand powerfully into the future," he said.

Xerox and HCL Technologies Announce Global Partnership - Who in The World is HCL?

ROCHESTER, N.Y., Nov 19, 2008 (BUSINESS WIRE) -- Xerox Corporation (XRX:
Xerox Corporation

XRX 5.58, -0.48, -7.9%) today announced a strategic global alliance with HCL Technologies, a leading global IT services company. HCL will serve as a systems integrator for Xerox's managed print services offering -- which helps companies control their office print environment to achieve continual cost savings and productivity gains.

"The partnership with HCL will open new opportunities for Xerox in this high-growth market while bringing sustainable business benefits to more customers worldwide," said Stephen Cronin, president, Xerox Global Services.

The joint, go-to-market offering combines Xerox Office Services and systems with HCL's desktop management and infrastructure expertise to help enterprises gain control of printing, copying and other document-related costs. Effectively managing the office can lead to reduced print costs; faster and easier management of documents; lower compliance and security risks; a higher level of service to end users; and environmental benefits.

"This partnership represents an opportunity to transform the way enterprise print environments are managed," said Anant Gupta, president, HCL Technologies Infrastructure Services Division. "With the collaborative efforts of two market leaders we will create new, value-added solutions that will drive additional efficiencies throughout the office setting."

-------

I find this very interesting. Can you see the pattern?

EDS and Xerox had a relationship until HP bought EDS. HP has direct inroads to IT departments. Leveraging this position into MPS opportunities.

And now, on the surface, it looks like Xerox may be trying to chip away at MPS engagements via the IT department -

until I looked at HCL.

Off their site, "...HCL focuses on 'transformational outsourcing', underlined by innovation and value creation, and offers integrated portfolio of services including software-led IT solutions, remote infrastructure management, engineering and R&D services and BPO..."

"Transformational outsourcing"? The definition, here.

So, let me get this straight - HCL is a "transformational outsourcer" from India...right...ok...sure...

I guess we may need to wait and see on this one.


P.S. - Here is a post by Vineet Nayar, the CEO of HCL about Leadership - it's a good read.

Webster's Xerox plant will soon produce a new kind of toner

In a post earlier this month, I reported Xerox shutting down toner production in Oklahoma City - Today, reports of new toner production at the Webster Plant.

Six, 25,000-gallon tanks were seen hoisted up and lowered into position at the Xerox plant in Webster.

The tanks are needed for the production of Xerox's new, Ultra Low-Melt EA toner.

“With the new tanks, we expect the Webster plant to start producing the Ultra Low Melt EA Toner sometime next year,” said Edouard Langlois, project manager for the Xerox Consumables, Development and Manufacturing Group. “Installation of these tanks will give this plant the flexibility to meet the demand for both first and second generation EA toners, and it will help Xerox deliver the most energy-efficient document management solutions for its customers.”

As with most of the newer, advanced toner, this Ultra Low-Melt is chemically grown instead of the older method of air-jet, pulverizing plastic.

EA (Emulsion Aggregation) Ultra Low-Melt is made of a combination of plastics and wax.

This toner melts as much as 45 degrees lower than Xerox's standard EA toner, resulting in devices using less power; between 15 percent to 30 percent less.

“This was the most difficult toner design we ever worked on,” said Hadi Mahabadi, Xerox vice president and manager of XRCC. “We had to push the envelope to the limit to achieve lower melting temperature and higher gloss while keeping other performance the same as or better than current EA toner.”

Ultra Low-Melt was developed by Xerox researchers in Canada in collaboration with Fuji Xerox Co., the Tokyo-based joint venture between Xerox and Fuji Photo Film Co. Xerox had been purchasing the toner from Fuji Xerox but is doing the addition so it can produce its own, Xerox spokesman Bill McKee said.

Xerox Laying Off - Ceases Toner Production

HP Really Doesn't Like it when you Fool With Their Ink - Really.

HP Resolves Ink Cartridge Patent Infringement with LexJet Corporation

HP (NYSE:HPQ) today announced that it has resolved the dispute and dismissed a patent infringement lawsuit against Florida-based LexJet Corporation and LexJet Southern California, LLC, regarding inks used in certain remanufactured HP large-format ink cartridges.

On May 22, 2008, HP filed a lawsuit against LexJet in the U.S. Federal Court for the Northern District of California.

HP and the ink manufacturer supplying ink to LexJet have developed a solution to avoid legal action. LexJet’s ink manufacturer has agreed to reformulate the inks in question and pay HP an undisclosed amount of money.

"HP is pleased to have resolved this matter quickly, and we remain committed to vigorously protecting our investment in intellectual property,” said Stephen Nigro, senior vice president, Inkjet and Web Services Business, Imaging and Printing Group, HP. "As part of HP’s ongoing worldwide testing and enforcement efforts, we will continue to monitor LexJet and others for possible patent infringement.

The Death of Windows 3.0

Ah yes...I remember it well...

Microsoft launched Windows 3.x in 1990 and set a minimum configuration level of 64K of RAM, 7 megabytes of hard drive storage, and a graphics card capable of handling CGA, EGA and VGA graphics.

Although Microsoft stopped supporting the version in 1990, I did not know "the OS has quietly survived in the world of embedded systems, powering cash registers, ticketing systems and in-flight entertainment systems for Virgin and Qantas 747s, according to a recent report in the BBC News..."

I remember seeing Windows on the Blue/Gray, gas plasma screen, of a Zenith Laptop - but it may not have been Win 3.0.

But the first time I saw Windows boot up on a color gas plasma - Wow! It sure beat Dos 4.0. And the Solitaire card faces moved!

Well, all good things come to an end, and nothing is real until it's gone.

Article Here.

Photizo Group Releases First-ever Study of Western European Managed Print Services

Photizo Group Releases First-ever Study of Western European Managed Print Services Research reveals significant differences in MPS requirements across countries (PRWEB) November 17, 2008 -- A new study from the Photizo Group captures the nuances and preferences of the Western European Managed Print Services (MPS) market. The Western European MPS Decision Maker Tracking Study™ is the first dedicated research into managed print services in France, Germany, and the UK. The first-of-its-kind study is available now. "The practice of managed print services can be adopted by companies anywhere, but priorities, concerns, and preferences can and do vary, according to our research. As vendors pursue MPS opportunities, this information can guide their efforts in productive directions. Companies in these countries considering MPS contracts will also benefit from understanding how others in their markets are evaluating and adopting MPS," said Ed Crowley, founder and president of the Photizo Group. Photizo gathered data from over 300 MPS decision-makers in IT, facilities management, and purchasing roles, representing France, Germany, and the UK. The research has two major components. The brand study assesses brand awareness, consideration, familiarity, and satisfaction. The purchase study closely examines MPS decision drivers, the scope and breadth of MPS agreements, and the profiles of MPS decision makers.

Sharp Imaging and Information Company of America Expands

With Sharp expanding their "...direct regional sales operation...", just like all the other manufacturers, it is a wonder there are ANY independent dealers left at all.

All of us here at Death of The Copier wish the folks at Kearns all the best with Sharp. We know Sharp made out well by aligning with Kearns and the strong track record in Managed Print Services they bring to the table.

Here is the PR -

Sharp Imaging and Information Company of America Expands Direct, Local Sales Operations with Sharp Business Systems in South Carolina
Greenville-based Kearns Business Solutions now part of Sharp Business Systems; combines high-end management and local service with the industry's leading MFP technology

Last update: 11:50 a.m. EST Nov. 14, 2008

MAHWAH, N.J., Nov 14, 2008 (BUSINESS WIRE) -- Sharp Imaging and Information Company of America (SIICA) today announced it has once again expanded its direct regional sales operation with the opening of the newest Sharp Business Systems (SBS) branch in Greenville, SC. SIICA's SBS unit has purchased Greenville-based Kearns Business Solutions from The Pater Group, to serve the Upstate South Carolina market.

Sharp Business Systems in South Carolina will be managed by current president Tom Pickens, who will serve as branch president, and brings vast knowledge and industry experience to Sharp.

"We take great pride in providing our customers with the highest quality service and support. As a part of Sharp, we are very excited to represent some of the most innovative document imaging products available today. We will continue to provide our existing customers with the same level of service, but now with the full range of Sharp hardware and software for all document management needs."

Kearns Business Solutions has served the Upstate South Carolina market for 27 years and in that time they have garnered a reputation for excellent service and commitment to its customers. They also have a strong track record of success in managed print services, particularly in the education market. Kearns Business Solutions brings all of its 70 employees to Sharp Business Systems and will offer customers the newest and most advanced Sharp office products and solutions while continuing to serve existing equipment and contract agreements.

"After a successful tenure with The Pater Group, we felt that the combination of Kearns sales staff working in the Sharp Business Systems model was the best opportunity for the employees of Kearns," said Tony Pater, Chairman of the Pater Group. "We appreciate Kearns' hard work and commitment to excellence and wish Tom, and his entire team, the best of luck as part of Sharp Business Systems."

Edward Crowley, CEO and founding partner of the Photizo Group, to Speak At Lyra 2009

The 2009 Lyra Imaging Symposium: Collaboration, Customization, and Innovation in the "New" Imaging Industry features two days of illuminating industry information and primary research results, helping attendees to critically examine how the industry will change over the next five years.

With comprehensive presentations and a full offering of recreational activities, the Symposium is an ideal venue to debate, discuss, network, and challenge conventional wisdom with the industry's leading players. The 2009 Lyra Imaging Symposium arms attendees with actionable insights on the industry today and a top-to-bottom analysis of what lies ahead..."


Managed Print Services -

Steve Reynolds, senior analyst at Lyra, and Edward Crowley(pictured right), CEO and founding partner of the Photizo Group, will join together to examine the role of managed print services (MPS) in the digital imaging industry and discuss why MPS is resonating with customers more than ever before and whether the MPS trend has staying power potential.

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The agenda appears exhaustive and chuck full of interesting issues permeating our industry. It's just down the road from me, perhaps I shall crash it.

Do them proud, Ed.