Konica Minolta / Production Printing “France, UK and Netherlands are in Focus” Scanners / Market Overview Multidirectional Trends Shoei Yamana, President of Konica Minolta Business Confidential ExclusiveWith Information the help of several on new the devices launched this sum- Technologies (KMBT), Inc. is the driver behind the cooper- for ation with the offset manufacturer Komori. In February 2012 mer, Canon is intending to strengthen its position in the both companies signed a global sales agreement for the top-managementonly EUROPEAN MARKETEuropean scanner market. However, the competitors are commercial printing market. In May at DrupaPaul 2012 Rooke, they Lex- pre- Lexmark / Software Strategy not sleeping. Both PFU/Fujitsu and HP are presenting sev- Sean Suematsu, Eu- sented the KM-1, a technology showcase ofmark an Chairmanink jet press eral novelties in 2012. Interestingly enough, it is hard to ropean Document Shoei Yamana, also developed for the commercial printerCEO: sector “Through (> INFO- our Kentucky meets Kansas detect clear industry trends when it comes to scanning as Scanning Solutions President of KMBT: MARKT 9 / 2012). latest acquisitions, the manufacturers’ opinions on the most important devel- Director at Canon Eu- “Our strongest After having announced high expectations, Lexmark re- Graphic 2 Lexmark can offer its opments and challenges on the European scanner market rope: “We see a grow- focus is going to- Mr. Yamana, in March cently revised their sales and revenue targets. This comes Green IT Sur INFOMARKT:customers an inte- are rather diverse. ing need for wards a sound in- as a setback when considering that the printer manufac- Xerox / Pricing companies aw of this year, gratedKonica solutions Minolta sys- went into a decentralised docu- troduction of the turer invested more in its future than any other US com- “good printi strategic cooperationtem which is bothwith Komori. Astronomical Pricing Strategy ment capture process- Business Building pany. In the space of only two years they bought up five What aims dounique you and follow cost witheffi- this col- ing.”Germany Program called software companies for more than half a billion US dollars. Xerox is in a sales mood, and has extended seasonal laboration? cient.” Their aim was to pave the way for their entry into the world- digital1234.” Yamana: For the time being both sales to an all-year event. The US organisation has not Peter Pichier, United parties signed a distribution agree- Mar- only put the current street price in its own shop window, it Kingdom keting-Manager Table 2 even went as far as linking this to the cheapest online ment for the sales of Konica Minolta Printers Mono/Colour (Laser and LED based, 21-150 ppm) Perceptive Software / European Strategy with Xerox Ger- sales offer. What pleases the customer now irritates the France devices under the brand of Komori in 2008 to 2011 – Unit Turnover for The Netherlands & Belgium by Vendor The Lost Year many: “With our e- dealership. Xerox, on the other hand, is looking for short- tail programme we 2011term 2010success. 2009 2008 Belgium Kevin Goffinet is the man chosen to forge ahead with the focus on the entry Unit Change Market Unit Change Market Unit Change Market Unit Change Market Vendor Sales (%) Share (%) Sales (%) Share (%) Sales (%) Share (%) Sales (%) Share (%) Lexmark subsidiary company Perceptive Software – and level products in the Austria already the second to step into this position. His prede- Brother 35,000 14.8 19.55 30,500 32.6 17.78 23,000 - 17.9 13.94 28,000 1.8 14.93 Xerox port folio.” Canon 4,500 125.0 2.51 2,000 100.0 1.17 1,000 100.0 0.61 500 0.0 0.27 cessor survived only one year and during this short tenure, Dell 4,000 - 11.1 2.23 4,500 28.6 2.62 3,500 - 56.3 2.12 8,000 - 20.0 Morocco4.27 Table 4 ) was able to wear out the entire management team. 21-150Turkey ppm / Printer MarketHP 74,000 0.7 41.34 73,500 - 0.7 42.86 74,000 - 14.9 44.85 87,000 - 5.4 46.40 33 Printers Mono/Colour (Laser and LED based, 1 Scandinavia by Vendor Konica Minolta 1,500 50.0 0.84 1,000 0.0 0.58 1,000 - 33.3 0.61 1,500 200.0 0.80 2008 to 2011 – Unit Turnover for Ready for Growth 0 20 40 Kyocera 11,500 - 4.2 6.42 12,000 14.3 7.00 10,500 - 22.2 6.36 13,500 - 6.9 Source:7.20 Devoteam 2011 2010 2009 2008 With many of the establishedLexmark markets 16,000 struggling- 20.0 heavily8.94 20,000 8.1 11.66 18,500 0.0 11.21 18,500 12.1 9.87 Unit Change Market Unit Change Market Unit Change Market Unit Change Market Sales (%) Share (%)Oki 5,500 - 21.4 3.07 7,000 - 6.7 4.08 7,500 36.4 4.55 5,500 10.0 2.93 Share (%) Sales (%) Sharewith (%) the economic crisis, the emerging markets become Share (%) Sales (%) 1 Vendor Sales (%) more important for manufacturersRicoh-Group seeking10,000 new 53.8 sales 5.59 op- Sharp 6,500 -Europe 13.3 3.79 / Document 7,500 0.0 Business4.55 7,500 0.0 4.00 Brother 27,000 0.0 13.05 27,000 28.6 12.27 21,000 10.5 10.66 19,000 111.1 8.48 portunities. One of these marketsSamsung is Turkey 9,000 which 0.0 in 5.032012 9,000 - 28.0 5.25 12,500 25.0 7.58 10,000 81.8 5.33 2.28 6,500 - 13.3 2.90 Xerox 7,000 40.0 3.91Turnaround 5,000 0.0 in 2.92 Tarragona 5,000 - 28.6 3.03 7,000 55.6 Paul3.73 Molyneux, CEO Canon 9,000 200.0 4.35 3,000 500.0 1.36 500 0.0 - 33.30.25 5001.36 0.0 4,5000.22 - 30.8 moved into the focus of severalOthers 2 companies:1,000 100.0Both Ricoh0.56 500 - 50.0 0.29 1,000 100.0 0.61 500 0.0 of 0.27 Sharp Electronics Dell 3,000 0.0 1.45 3,000 Sharp recently introduced their strategy for the European EpsonKodak 1,000 100.0/ Strategy 0.48 500 0.0 0.23 500 0.0 0.25 500 0.0 0.22 - 21.2 and54.82 Konica 137,000 9.6 Minolta 61.16 establishedTotal new 179,000subsidiaries, 4.4 follow-100.00 171,500 3.9 100.00 165,000 - 12.0 100.00 187,500 1.6 100.00Europe: „The Docu- - 9.3 47.37 108,000 0.0 49.09 108,000 1 Ricoh-Group: InfoPrint Gestetner, NRG, IBM, Danka, Infotec – 2 Others: Develop, Kodak, Océ, Olivetti, Sharp, Toshiba, TA/Utax, Xeikon HP 98,000 ing Xerox which has been active at the Bosporus for Document Business division. At an event in Tarragona, the ment Business is prof- KonicaPokerface Minolta 2,000 Unmasked 33.3 0.97 1,500 0.0 0.68 1,500 0.0 0.76 1,500 200.0 - 28.60.67 decades.3.81 10,500 10.5 4.69 company presented their product roadmap for 2013 in front 3.38 8,000 6.7 3.64 7,500 - 23.8 10.71 itable and remains the Kyocera 7,000 - 12.5 - 8.3 Table11.17 1 24,000 of around 700 partners, promising that their printer busi- Kodak boss Antonio Perez10.64 25,500will 15.9have to11.59 sell 22,000 - 42.9 4.46 Mehmet Sezer, core of the Sharp Lexmark 22,000 - 13.7 EFI – MIS Strategy patents and business divisions6.28 15,000 for 0.0 a lot6.82 more 15,000 50.0 7.61 10,000 - 22.2 1.56 General Manager, ness was not for sale but about to be expanded. Oki 13,000 - 13.3 Business. We are not 2 MIS Efi Xerox Turkey: “The Ricoh-Groupcash and rather7,000 40.0 soon in3.38 order 5,000 42.9to haul 2.27 his 3,500 com- 0.0 1.78 3,500 going to sell the busi- 5.80 18,500 131.3 8.41 8,000 23.1 4.06 6,500 18.2Vendor 2.90 Takeover Offices in Products Samsungpany 12,000out of the -creditors’ 35.1 protection by mid Marc Olin, General market is growing Samsung / Toner Dust Printcafe 2003 USA EFI Printsmith ness.” Xerox 5,361 19.1 2.59 4,500 12.5 2.05 4,000 14.3 2.03 3,500Manager 0.0 of1.56 EFI’s Pro- and we’re ready to 2013. It would seem, however, that- 50.0 the 0.23 1,000 0.0 0.51 1,000Printcafe 100.0 2003 USA0.45 EFI Monarch Fallen Angel Othersprospect3 of revenues500 0.0 0.24 will 500 fall far behind the ex- ductivity Software- 12.1 100.00 224,000 3.9 100.00 take advantage of - 6.0 100.00 220,000 11.7 100.00 197,000 ePace 2008 USA EFI Pace Total 206,861 3 Others: Develop, Océ, Olivetti, Sharp, TA/Utax, Toshiba, Xeikon Because the Ministry of Justice in the state of Lower Sax- pectations he dangled2 Ricoh-Group: in InfoPrint, front Gestetner, of NRG,them. Danka,business Infotec – unit: “We are Radius 2010 USA EFI Radius that.” 1 Denmark, Finland, Norway, Sweden – Prospects for the Kodak organisation are stillexcited to have Tech- PrintStream 2011 USA Streamline ony (Germany) cannot eliminate the possibility of a poten- up in the air. Brother / niquePublic join the Relations EFI Prism 2011 USA, UK, Prism tial health hazard caused by particulate matter, it has family and our ex- Australia, NZ initiated the withdrawal of more than 4,000 laser printers. EFI / MIS Software Random CommunicationAlphagraph 2011 Germany Prinance, Printy, This action takes place in full view of the public and might panding portfolio of Harushi Sugi- Driving the Consolidation start a combination of unfortunate circumstances. For Sam- When it comesbusiness to automation communication strategies, EuropeWeb-Module,moto took over in Roland Schweyer, Stratos.i.Point. sung and the entire laser printer industry, however, it has seems to be technologies.”a rather difficult terrainMetrics 2011 for Brazil many Metrics printer man- the ODC head- Leader IT Clusters With the acquisition of Technique, the British Manage- the dimensions of a catastrophe. For the first time it be- ufacturers. While some of themTechnique virtually 2012 USA, hide UK Technique important quarters in 2008. Samsung Germany: ment Information Services specialists, the US company comes evident with which force a latent or at least unproven news by communicating success stories only in their He made several “The ML 3471 series EFI adds another MIS supplier to their list while strength- Source: Efi suspicion can develop when accompanied by severe illness smallest subsidiaries, others flood the whole continent fatal misjudge- are tested and la- ening their position in Europe. With Sean Whelan ap- and fear of death. With no public relation activities in sight, with reports that are only relevant for selected industries. ments. belled according to pointed as Manager Software Europe, his task will be to the Samsung management responsible is helpless in the Both strategies do not seem very effective in raising pub- the current valid Blue organise the integration of all products. Recent events in face of this crisis. Germany show that complications canlic occurawareness in the for course a company and its products. Angel regulations RAL UZ 122.”