Word: xeroxes
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Such an incident is less likely now than it used to be (a recent Chevy commercial actually mentioned Ford by name). But it still remains indicative of a certain way of thinking by sponsors. With the exception of a few enlightened companies-among them Xerox, Hallmark, Bell Telephone and Western Electric-most advertisers still prefer to avoid controversial or specialinterest programs, and are happily led to the kind of show that provides the best frame for a sales pitch. Sometimes the frame and the picture merge completely, as when Clairol builds a beauty pageant around its commercials...
Wilson's brilliant associate, onetime Rochester Lawyer Sol M. Linowitz, who two years ago left the Xerox executive committee chairmanship to become U.S. Ambassador to the Organization of the American States, made sure that the techniques could not be copied for some time. A thicket of more than 500 patents surrounds the basic xerography process. Meanwhile, the company is making machines that turn out copies-and therefore revenues -at ever faster rates. The 914 model turns out 420 pages per hour. Model 2400, launched 21 years ago, makes 2,400 pages of copy per hour. After a faltering start...
Last year Xerox showed a 21.8% profit increase over 1966-for the sixth straight year of 20%-plus profits growth. Only because the company set aside cash for an anticipated 10% tax surcharge did 1968 first-quarter earnings rise a mere 12.7% over the same period last year. Not even Xerox expects to keep duplicating such successes forever. More than a dozen competitors have come into the copying field. Among them is the Minnesota Mining and Manufacturing Company, which is now testing a machine that can make color copies in one minute...
...World War II, got a Harvard Business School degree in 1949, quickly decided that "business is more interesting in the U.S. than in Canada." He almost changed his mind in 1954 when, after five years with small Lehigh Coal & Navigation Co., he went for a job interview at Xerox (then Haloid). "It wasn't very impressive," McColough recalls. "I went up to see one of the vice presidents and he had a workman's black lunch pail on his desk and his bookshelf was a painted orange crate." Then he listened to Wilson's spiel about xerography...
Salesman McColough, who built up what is now a 7,800-man nationwide marketing force, made the most of those opportunities, and was rewarded with the presidency two years ago. For the future, McColough plans to work on cutting costs and expanding Xerox' duplicating business at home and copier sales abroad, where the market is growing much faster than the U.S. rate of 15% a year...