Word: copiers
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...added that although he did not yet have any definite evidence, he doubted that other offices were paying anything more than a flat fee for copier...
...stumbled badly when it set out to produce an office copier in the 1970s. Executives first turned down a chance to buy a process that Xerox later used with great success, and then introduced a balky model. Admits Gary: "If you're asking was it a mistake to ship so many copiers before they were really reliable to sell, yes it was a mistake." The company was forced to suspend deliveries until the problems were solved...
...chief executive has high hopes for the new 10 series of copier-duplicators, introduced last month and designed for customers needing copies in medium to low volumes. The lower-volume machines are directed squarely at Japanese-made products sold abroad by such competitors as Canon and Ricoh. While boosting sales, Kearns is also struggling to get costs down. From his tastefully furnished office in the company's headquarters building in Stamford, Conn., Kearns has this year slashed the company's worldwide work force of 120,000 by up to 4,000, almost as many people as the company...
...reduce costs, Xerox managers use a technique called "competitive benchmarking." That means looking carefully at the lowest-priced competing copier, determining exactly how it is being produced for less, and making the Xerox product in a similar way. The method seems to be working. The 10 series costs between 40% and 50% less to produce than earlier machines...
...many company insiders and analysts, Xerox is only now learning how to compete effectively in a world market. The dozen or so years of monopoly in the plain-paper copier field took their toll and left the company overstaffed and flabby when the hardball players from Japan got into the game. Says one old Xerox hand, " When IBM and Kodak started competing with us. we could understand that. They had the same values we had. But then the Japanese came in with another set of rules altogether. All of a sudden, it became a whole new world." It will take...