Color Business Report
Color, Computers, and Reprographics
Lexmark Targets the Workgroup with
High-Performance Ink Jet, Laser
March 2001
On March 22, 2001, Lexmark International, Inc.
(Lexington, KY) introduced the C720 color laser printer and J110
color ink jet printer, both designed for use by business workgroups.
Lexmark will be positioning both printers against the HewlettPackard Color LaserJet 4550. The C720, with a street price of
$1,999, is being billed as a color laser with higher print speeds at
a similar price point (the Color LaserJet 4550 base model is also
available for $1,999). The J110, which costs $899, is offered as
an ink jet alternative to color laser, with equivalent performance
to the HP 4550 at a lower price.
The C720, designed for workgroups of 10 to 20 users, is
available in three configurations: the C720 base model, the C720n,
which has network connectivity, and the C720dn, which features
a duplexing unit. The C720, which resembles Hitachi lasers
(Lexmark would not confirm the engine manufacturer), prints 6
ppm in color and 24 ppm in monochrome (the HP Color LaserJet
prints 4 ppm in color and 16 ppm in monochrome). It is driven by
a 266 MHz MIPS processor, and has 32 MB of RAM. The C720
has a duty cycle rated at 5,000 pages per month, and can handle
as many as 35,000 pages per month, if necessary.
The C720 is based on a 600-dpi print engine, but can simulate
2400-dpi output when printing in 2400 Image Quality mode,
according to Lexmark. The printer also features Lexmark’s Photo
Enhancement Technology, which gives prints “near-photographic”
quality through dithering, Lexmark claims. The C720 supports
PostScript 3, PCL 5, and PCL 6 emulations.
The C720 uses four flat, rectangular-shaped toner cartridges.
These load into slots on the front of the printer, where most would
expect to find the manual feed. Each cartridge is keyed,
preventing users from loading cartridges in the wrong position.
Lexmark claims that standard capacity black toner cartridges
yield 5,000 pages (5% coverage) and that color toner cartridges
(continued on page 2)
Volume 11 Number 3
In this issue (highlights):
MGI Addresses Finishing
Oki, Xerox Offer Tabloid
Single-Pass LED Printers
Xerox Introduces Printeronly DocuColor 12
Xerox DocuColor 2006
Adds Copy Functions
to Phaser 790
Canon Adds 2400-dpi S800
Improved Technologies Sells
Modified Iris Proofers
Océ Introduces 108-ppm
DemandStream 4030
Short-Run Printing
Xeikon Adds Post-Print
Coating Unit
Indigo Offers Photo Printers 9
Color Management
Epson Addresses Print
Ricoh Introduces 13-ppm
Aficio Color 6513
Imation Drives Xerox as
a Proofer
AHT Drives Canon
EFI Velocity Suite
Addresses Workflow
Harlequin/Motorola to Offer
Embedded Controllers
Technology Adoption
Study Demonstrates 1:1
Response Rates
CRM: The Price to Pay for
Higher Response Rates 16
Will the Need for a
Long-term View
Thwart Adoption?
Color Business Report is an information service of Blackstone Research Associates. Information and analysis
presented in this publication are based on the best information available, but cannot be guaranteed for completeness
or accuracy. Copyright © 2001 by Blackstone Research Associates. Reproduction without permission prohibited.
Color Business Report
yield 3,000 pages (20% coverage). To transfer toner to
paper, the C720 also uses an integrated transfer belt/
photoconductor, which loads into the top of the printer.
Paper Handling
The C720 and C720n ship with one 250-sheet paper
tray, while the C720dn ships with an additional 500-sheet
paper tray and an automatic duplexing unit. Because of
the front-loading configuration of the toner cartridges,
there is no front manual feed tray, as found on many color
lasers. To compensate for this, the main paper tray can
feed transparencies, envelopes, labels, and card stock.
Output capacity on all three models is 250 sheets.
The Lexmark C720 is available for a street price of
$1,999. The C720n, which features 10/100Base-T
Ethernet connectivity and 64 MB of RAM, will be
available for $2,399. The C720dn, which includes the
automatic duplexing unit and 500-sheet paper tray,
ships for $2,799.
The J110, which Lexmark is billing as a “business
class” ink jet printer, appears to be the company’s answer
to the HP Business Inkjet 2200, introduced in August
2000. Actually, the J110’s case closely resembles the HP
2000C, the Business Inkjet 2200’s predecessor.
Appearances aside, the J110 is primed to compete with
not only other ink jets but with color laser printers. It
prints faster than both the Business Inkjet 2200 (7.5
ppm in color and 11 ppm monochrome) and the Color
LaserJet 4550. The J110, designed for between three
and five workgroup users, is a departure for Lexmark—
it uses individual ink cartridges and a replaceable print
head, a similar configuration has been used for many
years by competitor Canon, and more recently by HP
and Xerox. The J110 offers laser-like performance,
thanks to fast print speeds, a paper preparation system
that prevents ink bleed, and a higher paper capacity.
Errors and Omissions
Lexmark C720: Product Specifications
Resolution Modes
600 dpi
2400 Image Quality
Last month, we got the nozzle count right but the basic
configuration wrong in our description of the print heads on
the Xerox ColorgrafX X2 large-format ink jet printer. The Xerox
ColorgrafX X2 has six 512-nozzle print heads, one for each
color, not 12 256-nozzle heads as we stated.
Print Speed
24 ppm
6 ppm
Duty Cycle
5,000 pages/month
32 MB (64 MB on C720n
and C720dn)
Software Compatibility
PostScript 3 (Lexmark)
HP PCL 5 color emulation
HP PCL 6 (monochrome)
Published Monthly by Blackstone Research Associates
10/100Base T
(optional on C720)
Automatic Duplexing
Optional (standard on
Paper Handling
Tray 1: 250-sheet input tray
Tray 2: 500-sheet input tray
(standard on C720dn)
Publisher: Michael Zeis
Editors: Michael Zeis
E. Allen Avery
Contributing Editor: Peter Engeldrum, Imcotek
Circulation Manager: Joanne Zeis
Design: E. Allen Avery
Paper Sizes
Letter, Legal, Executive
Paper Types
20 to 43 lb. paper
Transparencies, envelopes,
labels, card stock up to 100 lb.
19.7"W by 16.1"H by 20.5"D
86 lb.
Street Price
Source: Lexmark International, Inc.
Page 2
We dropped three zeros on the chart on page 13 detailing
total annual color prints and copies made by IKON’s customers. The scale for the chart should be millions, not thousands. Thus total print/copy volume for IKON’s installed base
of color copiers and printers was 1.5 billion in 2000.
Color Business Report
2000 Index can be found at:
2001 Subscriptions: $545 per year
$595 outside North America.
Blackstone Research Associates
10 River Road, Suite 104
Uxbridge, MA 01569-2245 USA
Phone: (508) 278-3449
(508) 278-7975
ISSN 1055-3339
March 2001
Color Business Report
Lexmark J110: Product Specifications
Resolution Modes
600- by 300-dpi
600 dpi
2400- by 1200-dpi
Print Speed
Normal (600 dpi)
Ink saver (600- by 300-dpi)
Best (600 dpi enhanced)
10 ppm
14 ppm
2.3 ppm
Duty Cycle
10,000 pages/month
8 MB
100 MHz
Software Compatibility
IEEE-1284, USB
10/100Base T
(optional on J110)
Paper Handling
Tray 1: 250-sheet input tray
Tray 2: 250-sheet input tray
(standard on J110tn)
10-sheet multipurpose
feeder (standard on J110tn)
Paper Sizes
Letter, Legal, Executive
Paper Types
16 to 32 lb. paper
Transparencies, envelopes,
labels, card stock.
20.3"W by 11.7"H by 20.1"D
35 lb.
Street Price
16 ppm
15 ppm
10 ppm
Source: Lexmark International, Inc.
The J110 can print up to 10 ppm in color and 16
ppm in monochrome at 600 dpi resolution, exceeding
the HP Color LaserJet 4550’s color print speed of 4 ppm,
and matching its monochrome performance. In Draft
mode, which Lexmark calls “Ink Saver” mode (600- by
300-dpi), color print speed rises to 14 ppm, but black
speed drops to 15 ppm. According to Drew Zande,
Product Marketing Manager for Lexmark’s Business
Printer Division, the black speed drops because the J110
is actually taking time to process an algorithm that
selectively subtracts dots to be printed, when printing
in Ink Saver mode. By Lexmark’s reckoning, Ink Saver
mode can save users up to 50% on supplies costs. In
“Best” mode, which Zande describes as “600 dpi with
advanced color science processing,” the J110 prints 2.3
ppm in color and 10 ppm in monochrome. Like many
ink jets in Lexmark’s product line, the J110 can print
photos at up to 2400- by 1200-dpi. However, Lexmark
would not quote print speeds at this maximum
March 2001
resolution. The J110 is driven by a 100 MHz processor,
which gives the printer an 8-second first page out time.
Lexmark claims that the J110 is robust enough to print
up to 10,000 pages per month.
The J110 also marks the debut of a new Lexmark
technology, called PerfectFinish, which pre-coats sheets
of paper with a thin layer of fluid that dries before
printing. Lexmark claims that PerfectFinish produces
crisper black text and richer colors, and reduces ink
bleed, especially when printing on recycled paper. The
PerfectFinish fluid, a formulation developed by
Lexmark, is dispensed from a bottle installed in the back
of the printer. The printer can coat up to 10,000 pages
before the bottle needs to be replaced.
Details about the PerfectFinish system were not
forthcoming from Lexmark. However, we were able to learn
from the U.S. Patent Office that the company has received
a patent for a coating apparatus for use in ink jet printers.
U.S. Patent 6,183,079, granted on February 6, 2001,
describes the apparatus, which is comprised of rollers and
doctor blades. The patent document also gives hints about
the coating material, explaining that it must have a “high
viscosity such that only a minimum amount of water is
introduced onto the substrate,” to prevent the paper from
curling. The patent says that patent application 9/096,128,
entitled “Coating System for Ink Jet Applications,”
describes “example coating materials.”
Separate Ink Cartridges
Until now, most Lexmark ink jet printers have used
print cartridges with nozzles and ink supply integrated
into a single unit, in a black/tri-color configuration (the
early Canon-based Lexmark 4079 did use separate ink
tanks and a permanent print head). The benefit of
integrated cartridges, according to Lexmark, is that
replacing the print head with the ink supply ensures
the best possible print quality, because one is essentially
replacing the entire print engine. Lexmark’s opinion of
permanent print heads, such as those used by Epson, is
that they tend to deteriorate over the life of the printer,
and have a tendency to become clogged.
The debate over separate versus tri-color cartridges
is equally simple. Proponents of the individual cartridge
system, Canon and Xerox, claim that it reduces waste—
colors are replaced as they are depleted, while Lexmark
claims that colors generally deplete evenly. Indeed, Xerox
commissioned a study to determine how much ink is left
over in tri-color cartridges after the first color runs out,
finding that on average, 20% of the ink delivered with the
cartridge remains (see Color Business Report, September
2000). HP and Epson also use tri-color ink cartridges in
their printers, but both have introduced models with
separate ink cartridge technology—most notably the
(continued on page 4)
Page 3
Color Business Report
Epson Stylus Pro 5000, introduced in March 1998, and
the HP 2000C, introduced in May 1998.
In spite of the adoption of separate ink tanks by its
competitors, Lexmark has resisted. “Canon claims that
you shouldn’t have to replace all the colors when you just
need to replace the cyan,” said Paul Johns, VP of Sales
and Marketing for Lexmark’s Consumer Printer Division,
at a briefing in February 2000. “We find that nine times
out of 10, all the colors in the cartridges are emptied
uniformly.” Perhaps the J110 is meant to address the 10%
of Lexmark users who don’t believe or actually experience
this uniform ink depletion. The J110 uses a configuration
similar to Canon’s, with a replaceable print head and
individual ink tanks. The print head has an expected life
of 30,000 pages, each color ink cartridge has a yield of
3,000 pages at 20% coverage, and black ink cartridges yield
3000 pages at 5% coverage. Lexmark claims that black
pages printed by the J110 cost $0.017, assuming 5%
coverage, and that color pages cost $0.090 at 20% coverage.
Lexmark would not give us pricing for the print head or
ink cartridges, nor would it reveal the capacity of ink
cartridges. “The yield on ink cartridges depends on many
things other than the volume of ink delivered,” explained
Drew Zande. “We don’t quote ink cartridge volumes
because we believe it to be an inaccurate representation
of yield.”
The Lexmark J110, shown with an open cover to reveal
the printer’s separate ink cartidges.
Source: Lexmark International, Inc.
Page 4
Given the investment Lexmark has made in the
development and manufacturing of tri-color cartridges,
we felt compelled to question the switch to a separatecartridge model. “Businesses often print more of one
particular color,” said Drew Zande. “We found that this
approach is better for many of our customers.” Zande
would not say whether Lexmark plans to work separate
ink cartridges into other printers in its product line.
Paper Handling
The J110 ships with a 250-sheet paper tray, which
feeds paper to the printer from underneath (similar to
the HP Business Inkjet 2200). The J110 also has a
single-sheet multipurpose feeder, located on the back
of the printer, which allows users to feed envelopes or
single sheets of letterhead. The J110tn, which features
10/100Base-TX Ethernet connectivity, ships with an
additional 250-sheet tray and a 75-sheet multipurpose
feeder, available as options on the J110 base model.
Output capacity on the J110 is 250 sheets. The J110 is
available for a street price of $899, and the J110tn is
available for $999.p
MGI USA Addresses the “Perf,
Score, and Trim” Part of Finishing
At On-Demand (New York, NY, Feb 27 - March 2,
2001) we saw a color laser printer with an integrated
finishing station which can score, perf, slit and trim,
simultaneously. Paper from a stack of cut-sheet pages
(or 8 1/2"-wide roll) feed from one side of the Digital
Carte Master Color printer from MGI USA, Inc.
(Melbourne, FL and Paris, France), and full-color printed
business cards cut to size are deposited in a tray on the
other side. The Hitachi-based print engine, which is
probably a 600-dpi device, runs at 4 ppm. MGI’s spec
sheet states a maximum resolution of 2400 dpi. We have
enclosed an event ticket printed at the On Demand
Show on the Digital Carte Master Color, so readers can
see what the equipment can do. The Digital Carte
Master Color has been shipping since spring 1999. MGI
sells direct in the U.S., with offices in Atlanta, Los
Angeles, Chicago, and New York.
The printer can accommodate an extraordinary
range of papers, from 20 lb. bond to 94 lb. cover/140 lb.
index (70 gsm to 250 gsm). MGI’s sample book includes
prints on linen and PPG’s Teslin, in addition to a wide
range of card stocks. Depending on the paper selection
and the trim requirements, the print speed and/or fusing
temperature will be modified. Trim requirements affect
print speed because the sheet must be stationary when
March 2001
Color Business Report
MGI’s built-in finishing station can slit, score, perf, and
trim in a single pass.
Source: Color Business Report
a guillotine cut is made, and one must prevent a new
page from arriving at the guillotine while the previous
page is still being cut.
MGI’s software examines files to be printed,
calculates percent coverage, and provides a supplies cost
figure, including the cost of paper. The ticket we have
included for subscribers (printed on roll-fed Bristol 94
lb. cover stock) cost $0.016 to print. The price is slightly
higher if cut sheets are used for the same job, since some
stock on an 8 1/2" cut sheet is not useable.
The Economics at the Back End
The MGI Digital Carte Master Color can take on
work that no other color laser printer can touch,
extending the range of jobs that can be considered for
digital demand printing. Much has been made of how
digital technology changes the economics of pre-press
prep work, making short runs possible. The Digital
Carte Master Color addresses the economics at the back
end. Three rails hold perforating, scoring, and slitting
wheels (see photo). Transverse or horizontal cuts by the
8 1/2" guillotine are automatically adjusted after
computer-controlled pattern verification. While the
March 2001
Digital Carte Master Color changes the economics of
post-press, the product does not remove finishing
overhead altogether. This is a product for a press room,
not an office. Most jobs involve some set-up and testing.
With the $54,000 price of the unit comes three days of
operator training, an indication that there is a knack to
getting the cuts exactly where one wants them. In
addition, the finishing unit is a sophisticated machine.
Maintenance is not rigorous, MGI’s Michael Abergel
explained, but it is very important. Thus a portion of
the training is dedicated to making sure that customers
are familiar with maintenance procedures.
In addition to the maintenance routines, customers
have to learn which media the printer will handle. We
spoke with a 7-person commercial printer that has been
using an MGI printer for about two years. As long as
they stay with a single stock—Hammermill Accent 80
lb. Cover—performance is predictable and reliable.
Different stocks perform differently—that is,
unpredictably and unreliably. The printing company has
yet to do well with highly textured stiff stocks, preferred
by many customers, for example. MGI asked to see
samples of the troublesome paper, so it could test the
material and recommend settings. Since one cannot
expect one’s print customers to stand by patiently while
MGI’s technicians experiment, the commercial printer
tends to stick to the stocks they know will work well.
MGI has been responsive enough, sending
technicians from its U.S. headquarters in Florida to the
printer’s New England location several times.
Nonetheless, discovering the limits of the Digital Carte
Master Color one at a time has been daunting enough
to have caused the printer to give up. Their Digital Carte
Master Color now is used almost exclusively as a
business card and post card printer. With such limited
use, the company does not feel its investment in the
Digital Carte Master Color has paid off.
Nonetheless, MGI has made an important step with
the Digital Carte Master Color, since the configuration
addresses the ultimate user need for finished
documents. A tighter media design specification may
have resulted in more predictable performance. (That
being said, early Xeikon users complained about the
limited media selection. Designers of documents that
are to go to commercial printers like to specify the paper,
not vice versa.) A more open specification, the path MGI
has chosen, provides a product with more latitude on
paper, but with more work—both in settings and in
testing—for the customer. MGI expects to release
another product during the first half of this year. One
would expect that lessons learned from servicing the
present installed base would provide valuable guidance
for subsequent iterations.
(continued on page 6)
Page 5
How Will HP and Indigo Finish?
Color Business Report
Today, the MGI Digital Carte Master Color is unique.
During the second half of 2001, HP is expected to
introduce the first HP-branded product based on its twoyear-old development agreement with Indigo. We expect
that the product will be more press-like than anything
we have seen from HP. HP’s target markets will probably
be similar to the ones that MGI has been addressing—
quick printers, small commercial printers, and in-plant
print operations. (We should leave open the possibility
that HP will sell its new Indigo-based product into the
office environment, as well.) Press-like performance is
the most distinctive characteristic of Indigo’s liquidtoner process: in both print quality and media latitude,
Indigo-printed pages look like offset prints. We expect
that HP has been working with Indigo to reduce the
size of the product and enhance its input and finishing
capabilities. The chances are that HP will integrate
finishing equipment manufactured by a third party. MGI
manufactures its own finishing station because none of
the manufacturers of slitting and slicing equipment had
the necessary functionality on the shelf, and none
thought slitting and slicing in a single step was even
feasible, according to MGI. MGI could not find a partner
ready to develop the necessary capabilities, but HP will
not have that problem. To the document finishing
equation, we expect HP will bring its characteristic
canniness in configuring the product and diligence in
ensuring reliability.p
On March 20, 2001, Oki Data Americas, Inc.
(Mount Laurel, NJ) introduced the OKI C9000 color
LED printer, based on a single-pass print engine similar
to the one used in the C7000, introduced in October
2000 (see Color Business Report, November 2000). The
C9000, which can handle paper sizes up to 12" by 18",
is speedy—it can print 21 ppm in color and 26 ppm in
monochrome, at full 600- by 1200-dpi resolution. For
Oki Data OKI C9000 Product Specifications
Resolution Modes
Print Speed
600- by 1200-dpi
(1200-dpi on C9400dxn)
26 ppm
21 ppm
128 MB (192 MB on C9200dxn,
320 MB on C9400dxn)
400 MHz PowerPC (480 MHz
PowerPC on C9400dxn)
Software Compatibility Adobe PostScript 3
HP PCL 5 emulation
IEEE-1284, USB
10/100Base T (optional
on C9200)
Optional (standard on
C9200dxn and C9400dxn)
Automatic Duplexing
Paper Handling
100-sheet manual feed
Tray 1: 550-sheet input tray
Tray 2: 550-sheet input tray
(standard on C9200n)
Tray 3: 550-sheet input tray
(standard on C9200dxn,
Tray 4: 550-sheet input tray
(standard on C9400dxn)
Tray 5: 1,650-sheet highcapacity feeder (standard on
Paper Sizes
Letter, Legal, Executive,
Tabloid, Tabloid Extra
Paper Types
Tray 1: 20 to 47 lb. paper
Tray 2 - 5: 20 to 28 lb. paper
Manual Feed: 20 lb. bond to
110 lb. index
26.2"W by 18.2"H by 23.2"D
155 lb. (C9200)
List Price
Source: Oki Data Americas, Inc.
The OKI C9000 can print 21 ppm in color
Source: Oki Data Americas, Inc.
Page 6
image processing, Oki has integrated a 400 MHz
PowerPC processor and 128 MB of RAM (expandable
to 1,024 MB) into the C9000, giving it a first page out
time of 12 seconds for color pages and 10 seconds for
monochrome pages. Input paper capacity on the C9000
is 650 sheets, fed by a 550-sheet paper tray or a 100sheet manual feed. Toner cartridges for the C9000 are
expected to yield 15,000 pages each at 5% coverage. The
March 2001
Color Business Report
Oki Data C9000: Supplies and Accessories
List Price
Black Toner (15,000 pages)
Color Toner (cyan, magenta, or yellow)
(15,000 pages)
$275 each
Imaging Drum, Black (39,000 pages)
Imaging Drum (cyan, magenta, or yellow)
(39,000 pages)
$199 each
Fuser (60,000 pages)
Transfer Belt (50,000 pages)
Auto-Duplex Unit
Internal Hard Disk (5 GB)
Second and Third 550-sheet
Paper Tray Mechanism
High-capacity Feeder (1,650 sheets)
Internal Ethernet Print Server Card
64 MB Memory Expansion DIMM
128 MB Memory Expansion DIMM
256 MB Memory Expansion DIMM
List Price
Source: Oki Data Americas, Inc.
C9000 series printers will be available in April 2001.
Four different configurations will be offered, ranging in
list price from $5,999 for the C9200 base model to $9,599
for the top-of-the-line C9400dxn.p
On March 20, 2001, Xerox Corporation’s Office
Printing Business Unit (Wilsonville, OR) introduced the
Phaser 2135, a color LED printer capable of printing
on 12" by 18" paper. Designed for office and graphic arts
users, the Phaser 2135 is Xerox’s version of the Oki Data
C9000 single-pass color printer. Like the Oki, the Phaser
2135 prints 21 ppm in color and 26 ppm in monochrome,
and print resolution is 600- by 1200-dpi. Designed to
support high-volume printing, the printer has a rated
duty cycle of 83,000 pages per month. Xerox has given
the Phaser 2135 a fair amount of processing muscle—
its 500-MHz Pentium processor and 128 MB of RAM
give it a first-page-out time of 17 seconds in color and
13 seconds in monochrome. Network connectivity via
10/100Base-T Ethernet is standard, even on the Phaser
2135N base model.
Standard paper inputs on the Phaser 2135 include
a 550-sheet paper tray and a 100-sheet manual feed.
The Phaser 2135N is available for a retail price of
$5,999. The Phaser 2135DT, which includes a second
550-sheet paper tray, 192 MB of RAM, a 5 GB internal
hard disk, and an automatic duplexing unit, is available
for $7,299. The Phaser 2135DX includes all the features
of the DT model, but also includes a 1,650-sheet paper
tray and 256 MB of RAM. It is available for $8,399.
Standard-capacity color toner cartridges for the Phaser
March 2001
2135, with an estimated yield of 7,500 pages, are
available for $189. Standard capacity black cartridges,
which also yield 7,500 pages, are available for $69.p
On February 28, 2001, Xerox Corporation
(Stamford, CT) introduced the DocuColor 12 Laser
Printer, a printer-only version of its DocuColor 12 copier/
printer, first introduced in August 1999 (see Color
Business Report, September 1999). Like the DocuColor
12, the DocuColor 12 Laser Printer can print 12.5 ppm
in color and 50 ppm in monochrome, and can
accommodate paper sizes up to 12.6" by 18". However,
the printer-only version of the DocuColor 12 carries a
significantly lower list price of $18,995, compared to
the copier/printer’s $31,495 price tag. This lower cost
may give it a broader appeal, especially in graphics
shops that don’t need copy functionality. “We found that
with the DocuColor 12, a lot of our graphic arts
customers didn’t really need the copy function,” said
Jon Renault, Product Manager at Xerox. “Their
workflows were digital, for the most part, so we
developed the DocuColor 12 LP.”
Given that the DocuColor 12 Laser Printer is not a
copier, one would expect it to be sold through distribution
by Xerox’s Office Printing Business Unit; however, the
unit will be sold through Xerox’s direct sales force
instead. “We want to leverage the training we have
invested in our salespeople,” said John Renault. “Also,
the distribution channel for the OPB is attracted to a
certain price point, in the $10,000 range. Although they
do carry some graphics products, their focus is
networked office printers. In our sales force, we have
color specialists with specialized knowledge that will
give them an edge when selling to the higher-end
graphics market.”
Initially, the DocuColor 12 Laser Printer will driven
by EFI external controllers: the Fiery X12, available
for a list price of $8,995, or the Fiery XP12, available
for $19,500. Future controller options will include the
Imation Matchprint Professional Server, and Splash Gseries controllers. The DocuColor 12 Laser Printer will
be available in April 2001.p
On March 20, 2001, Xerox Corporation’s Office
Printing Business Unit (Wilsonville, OR) introduced the
DocuColor 2006, a version of the Phaser 790 with
copying functionality. Like the Phaser 790, the
DocuColor 2006 can print 6 ppm in color and 26 ppm in
monochrome, and can accommodate paper as large as
13" by 18". The DocuColor 2006, which gets its copy
functionality from a Fuji Xerox 600-dpi flatbed scanner,
is driven by an embedded EFI x2e controller with a 266MHz processor and ships with 64 MB of RAM
(expandable to 512 MB). The DocuColor 2006 also
(continued on page 8)
Page 7
Color Business Report
integrates a 6 GB hard drive, and includes 10/100BaseT Ethernet connectivity. Standard paper input capacity
is 1,400 sheets, and a 10-bin sorter is available for
$1,499. The DocuColor 2006, which will replace the
DocuColor 4 in Xerox’s product line, is available for a
retail price of $11,499.p
On February 12, 2001, Canon USA Inc. (Lake
Success, NY) introduced the S800 Bubble Jet. The S800
uses Canon’s ThinkTank ink cartridge system, which
The S800 is Canon’s first printer to join the 2400-dpi club.
Source: Canon USA Inc.
employs light and a built-in prism to detect ink levels.
The S800 also prints at 2400- by 1200- dpi, putting
Canon on a par with HP, Lexmark, and Epson, who have
all introduced models capable of printing at resolutions
of 2400 dpi or better.
The S800, a six-color photo printer, is Canon’s
replacement for the BJC-8200, introduced in October
1999. Like the BJC-8200, the S800 can fire droplets as
small as four picoliters, but is capable of printing up to
49 levels of gradation; the 8200 prints up to 33 levels
only. Canon claims that the S800 can print a 4" by 6"
photo in one minute, and an 8" by 10" in two minutes.
The S800 also integrates a CompactFlash card reader,
allowing users to make prints directly from their digital
camera media. Having joined the 2400-dpi club with
the S800, Canon is also entering the longevity arena—
it claims that prints made by the S800 on Canon Photo
Paper Pro will resist fading for 25 to 28 years, a rating
confirmed by no less an authority than Wilhelm Imaging
Research. The S800 will be available in late-March 2001
for a street price of $299.p
In December 2000, Improved Technologies
(Northfield, NH) began shipping its IXIA ink jet printer,
designed for fine art and photo printing applications.
The IXIA is a modified version of an Iris 3047 ink jet
proofer. The IXIA uses the same 300-dpi print engine
as the Iris, but positions it horizontally, rather than
directly above the print drum. This eliminates the risk
that prints will be marred by errant ink droplets.
Improved Technologies has also enhanced the Iris by
redesigning the print carriage assembly to make it more
stable. According to Improved Technologies, these
modifications help the IXIA to make prints that are free
February 13, 2001
Product Model
Retail price for 304-dpi dye sub photo printer, designed for
instant digital photo printing at events, amusement parks,
and retail kiosks. Prints a 4" by 6" photo in 22 seconds.
Other print sizes include 5" by 7" and 6" by 9".
Available in April 2001.
February 28, 2001
Retail price for 1800- by 600-dpi color laser printer with
automatic duplex unit, developed by Ricoh. Prints 6 ppm
in color and 24 ppm in monochrome. Driven by a Ricoh
R4310 controller, which has a 177 MHz processor and
64 MB of RAM.
February 28, 2001
Retail price for 1800- by 600-dpi color laser printer, based
on Ricoh’s AP306D. Features an automatic duplex unit, and
prints 6 ppm in color and 24 ppm in monochrome. Driven
by a Ricoh R4310 controller, which has a 177 MHz
processor and 64 MB of RAM.
Page 8
March 2001
Color Business Report
of banding, and that have smoother grey tones.
Improved Technologies has also made the ink supplies
on the IXIA more readily-accessible. The IXIA, which
prints at speeds up to 12 square feet per hour, is
available for $74,900. Current Iris 3047 users can trade
up to the IXIA for $45,000.p
On February 28, 2001, Océ Printing Systems USA,
Inc. (Boca Raton, FL) introduced the DemandStream 4030
digital printing system, a highlight color
electrophotographic printer designed for printing booklets,
instruction manuals, software documentation, and
statements. The DemandStream 4030 prints 108 ppm at
600 dpi, and supports several paper sizes, including letter,
legal, and tabloid. Standard paper capacity is 5,000 sheets,
and the DemandStream 4030’s two output trays can
accommodate up to 2,400 sheets. Available highlight colors
include red, green, and blue, and with the help of Océ’s
CustomTone service, users can have color toner made to
match any custom color, in a process analogous to mixing
paint at the hardware store. The DemandStream 4030 is
available for $248,000.p
Short-Run Printing
On February 28, 2001, Xeikon America Inc. (Wood
Dale, IL) introduced the DCP 320 Dx digital color press,
a 70 ppm version of the 130 ppm DCP 320 D, which was
introduced in May 2000. The DCP 320 Dx is designed
as an entry-level unit for printers who want to break
into the digital color printing market. Indeed, the DCP
320 Dx has a slightly more modest price than the DCP
320—$249,000 versus $340,000. Those who decide that
faster speed is necessary can opt for a software upgrade
to the DCP 320 Dx, allowing it to print of 130 ppm.
Included with the DCP 320 Dx is Xeikon’s new digital
front end, the IntelliStream 3.0, a server that supports
full-color variable data printing. The IntelliStream 3.0
server integrates dual 866-MHz Intel Pentium III
processors and Adobe PostScript 3 RIP.
Also on February 28, 2001, Xeikon introduced the
UCOAT, an in-line UV coating station for its digital color
presses. The UCOAT station applies a high-gloss UV
finish to digital prints as they come out of a Xeikon
digital press, giving them the glossy feel and appearance
of traditional photographic prints. Other applications
for the UCOAT are book covers, direct mail pieces,
packaging, and glossy brochures and posters. The
UCOAT UV coating station will be available in
September 2001 for $80,000.
On February 12, 2001, Xeikon demonstrated its
D2F2 (Dry Digital Foto Finishing) system at the PMA
2001 Imaging Conference and Exhibition (Orlando, FL,
February 11 – February 14, 2001). The D2F2 combines
a Xeikon DCP 320 D digital color press, IntelliStream
3.0 digital front end, and Xeikon’s UCOAT in-line UV
coating station, and produces up to 8,000 4" by 6"
photographic prints per hour. Xeikon expects the
growing adoption of digital photography to generate a
high volume of photo printing. The company plans to
install beta testing units of the D2F2 later this year.
Pricing for the D2F2 has not been determined, but it
should fall in the neighborhood of $420,000, the cost of
the DCP 320 D and UCOAT station.p
On February 15, 2001, Indigo N.V. (Maastricht, The
Netherlands) introduced three printers to its Photo-ePrint family, designed for photofinishing applications.
All three models, the Photo-e-Print ProLab, the Photoe-Print MetroLab, and the Photo-e-Print 5K, feature
Indigo’s pigment-based ElectroInk liquid toner
technology, and print at 800- by 2400-dpi resolution.
The Photo-e-Print ProLab will be targeted at
professional photo labs. It can print 680 12" by 17" photo
prints per hour (equivalent to 5,440 4" by 6" prints),
which are then trimmed to the user’s specifications. The
Photo-e-Print MetroLab is designed for installation at
retail outlets. It has the same print speed as the ProLab,
but delivers cut, stacked, and collated 4" by 6" prints.
For the wholesale and central processing labs, Indigo
introduced the Photo-e-Print 5K, which also prints 5,440
4" by 6" prints per hour, collecting them on three
separate rollers. Indigo could not provide pricing and
expected shipping dates for the Photo-e-Print products.p
Calibration /Color Management
Xeikon’s UCOAT UV-coating station, configured with a
DCP 500 D digital color press.
Source: Xeikon America Inc.
March 2001
On February 12, 2001, Epson America, Inc. (Long
Beach, CA) introduced PRINT Image Matching technology
for digital cameras and printers. The principal problem
(continued on page 10)
Page 9
Color Business Report
the software addresses is differences in the appearance of
prints of the same image file made with different software
packages. In addition, according to Epson, the wider colorspace capabilities of many digital cameras is thwarted by
capturing images optimized for monitor gamuts, rather
than printer gamuts.
With PRINT Image Matching, camera makers can
set parameters such as gamma level, color space,
contrast, sharpness, brightness, shadow point, highlight
point, and color balance. The parameters are saved with
each image file. Epson calls this set of parameters “ideal
print information.” The “ideal print information” is then
used by PRINT Image-Matching-compatible printers
when printing. Epson envisions that camera
manufacturers will package sets of parameters into
shooting modes—such as portrait, landscape, macro,
scenery, or sport.
Camera makers who worked with Epson developing
PRINT Image Matching include Casio, Konica, Kyocera,
Minolta, Olympus, Ricoh, Sony, and Toshiba. Epson
plans to deliver PRINT-Image-Matching-capable
printers in Spring 2001. Although Epson has contacted
other printer manufacturers about using PRINT Image
Matching, there have been no announcements yet. There
is no fee for integrating PRINT Image Matching into
one’s products.p
Danka claims that the JASPrint 2 software, which
supports Windows 2000, Windows 95/98, and Windows
NT operating systems, has the potential to save
customers thousands, and in some cases, millions of
dollars on printing costs. The JASPrint 2 software is
offered as part of Danka’s DankaWare software
portfolio, which includes software packages from
American PrintWare, Objectif Lune, Alto Imaging
Technologies, and Network Printing Solutions (see
On February 28, 2001, Imation Corp. (Oakdale,
MN) introduced the Imation Matchprint Professional
Server, an external controller designed specifically to
drive the Xerox DocuColor 12 copier/printer. Imation’s
Color Fidelity Module, which uses ICC profiles to allow
the DocuColor 12 to generate color proofs that simulate
On February 28, 2001, Ricoh Corporation (West
Caldwell, NJ) introduced the Aficio Color 6513, a 600dpi electrophotographic copier/printer that can print
color pages at 13 ppm and monochrome pages at 51
ppm. The Aficio Color 6513 is driven by an EFI-based
Fiery E-710 controller, which has a 366 MHz Intel
Celeron processor, 128 MB of RAM, and an 8.4 GB hard
drive. Standard paper inputs on the Aficio Color 6513
include three 500-sheet trays and one 250-sheet tray,
which give the machine a total input capacity of 1,750
sheets. Given its print speeds, the Aficio Color 6513
appears to be a prime competitor for the Xerox
DocuColor 12, which can print 12.5 ppm in color and 50
ppm in monochrome. The Aficio Color 6513 will be
available in April 2001 for $22,995. The Fiery E-710
controller will be available for $6,499.p
On February 28, 2001, Danka Business Systems
PLC (St. Petersburg, FL) introduced a cost analysis
reporting service for its customers. The system, which
uses JASPrint 2 software developed by Danka partner
Network Printing Solutions (London, England),
monitors and controls the use of networked copiers and
printers, and performs job accounting functions that
enable a chargeback system for printing and copying.
Page 10
Imation’s Matchprint Professional Server helps make
the Xerox DocuColor 12 a contract proofer.
Source: Imation Corp.
March 2001
Color Business Report
DankaWare Software Providers
Alto Imaging Technologies, Inc. (Mobile, AL)
Alto Imaging provides products and services which constitute full end-to-end document imaging systems with a focus on a true
open-systems architecture
Image Arranger is a capture manager covering a range of requirements for converting paper and film-based information to digital formats. It offers simultaneous multiple document and image viewing with convenient drag and drop,
image editing, conversion.
UltraDoc serves as a database setup and configuration utility which allows users to set up search, view and retrieval
configurations. UltraDoc includes a number of other built-in features for creating and initializing standard SQL
database tables.
UltraPrint is designed to provide a number of services for a production-class copier/printer system. It can be scaled
in cost and performance to match systems ranging from 40 images per minute to 300+ images per minute. It accepts
postscript, PCL and image documents for printing at high speeds (color and monochrome). The printing services also
include support for job and queue control as well as full job-ticketing for controlling the production process.
UltraNet is the printer management component for UltraPrint. It allows a user to identify, connect, and configure
network-connected printers.
UltraCopy presents a familiar copier interface for local “scan-to-print” copying, allowing users to reproduce documents in a variety of forms—paper to paper, paper to digital storage, digital storage to paper, and fax.
American PrintWare, Inc. (San Juan Capistrano, CA)
A product line of server-based software that converts Xerox Legacy XES/UDK and DJDE/Metacode and IBM’s IPDS and line
printer data to PCL, PostScript and TIFF acceptable formats. PalServe, DJDEServe, 4235Serve, IPDSServe, DocWeaver,
DocCluster, DocBuilder, DocSpooler, and SocketPrinting are products specifically designed to assist the corporate user in
distributing mainframe generated Xerox and IBM-based printing information across an enterprise-wide distributed data
processing network.
Network Printing Solutions, Ltd. (London, England)
NPS Ltd. provides an NT-based software solution for monitoring all print activity on a local network as well as walk-up copier
activity. The JASPrint Solutions suite of software applications permits printer auditing, cost recovery, and access control of
printers. The software is comprised of three main packages:
JASPrint is a print auditing system that allows network administrators to monitor and control the use of shared printers.
JAS Traffic Cop is a print management system that gives network administrators the ability to manage print traffic to
individual network printers.
JAS Document RIP Manager creates reports based on print activity.
Objectif Lune (Rutherford, NJ)
A family of variable data printing products for personalized printing.
PlanetPress is a PostScript program generator which downloads “intelligent forms” to a printer. While resident in the
printer itself, these intelligent forms are capable of parsing, formatting and conditionally displaying images from
simple ASCII data stream.
PlanetImage is a PC-based software that simulates the printer and creates an intelligent form image file from the
same data stream. These files are in an industry standard format such as PDF, CCITT, or TIFF.
PlanetFax is a software that simulates INTELLIGENT FORMS and faxes it through an inexpensive fax-board to a
number which is embedded in the data stream. PlanetFax is fast and simple to use. Learn how you can create mass
fax mailings from simple data files with all the graphics you want.
PlanetWatch offers automated PC-based capture, printing and distribution functions to the whole PlanetPress family
of products. With PlanetWatch, users can capture data from any platform, and send the data stream with intelligent
forms to trigger any network or locally attached printer.
Source: Danka Business Systems PLC
those made by Imation’s Matchprint color proofing
system, is installed on the Matchprint Professional
Server. The system supports Adobe PostScript 3 printing,
and Pantone color matching, as well as several press
simulations, including SWOP, Euroscale, and
March 2001
Commercial. The server uses an 800-MHz Intel Pentium
III processor; there are 512 MB of RAM and two 9-GB
hard drives for memory. It runs on the Windows NT
platform, and can be connected to a 10/100Base-T
(continued on page 12)
Page 11
Color Business Report
Ethernet network. The Imation Matchprint Professional
Server is available for a list price of $29,500. It will be
marketed and distributed by Xerox.
In conjunction with the release of the Matchprint
Professional Server, Imation introduced Imation
Matchprint Co-Branded Xerox Color Laser Proofing
Paper, a line of specialty proofing media designed for
use with the Xerox DocuColor 12. Co-developed by
Imation and Xerox, the proofing media is available in
three finishes: Publication finish, which simulates
papers used by magazine and catalog publishers;
SuperWhite finish, which is a bright white sheet
designed for the European printing market; and
Commercial finish, which simulates Imation’s
Matchprint halftone proofing system. Imation
Matchprint Co-Branded Xerox Color Laser Proofing
Paper is available through Xerox in boxes of 100 sheets.
List price per 12" by 18" sheet is $4.25.p
On February 28, 2001, Advanced Hi-Tech
Corporation (El Segundo, CA) introduced the AHT
Document Server for Canon, a controller designed to
drive multiple Canon monochrome imageRUNNER
copiers and color copiers, including the CLC 3100, CLC
2400, and CLC 1000. Running on a company’s network,
the AHT Document Server features a load-balancing
function, which allows users to distribute large print
jobs to several connected copiers. The system can also
be configured to split print jobs that have color and
monochrome pages, distributing them to color and
monochrome copiers. The AHT Document Server for
Canon ships with a Windows NT server, software RIP,
and one-year service and support agreement. It supports
two Canon imageRUNNER monochrome copiers in its
base configuration, which costs $25,000. An interface
kit for a single Canon CLC unit costs $15,000.p
On February 28, 2001, Electronics For Imaging,
Inc. (Foster City, CA) introduced Velocity Balance 2.0,
a software application that can manage and distribute
print jobs to up to 10 network-connected printers.
Velocity Balance 2.0, part of EFI’s Velocity suite of
workflow software, is designed to be installed on a
Windows NT 4.0 server with a minimum of 256 MB of
RAM, 10 GB hard drive, and 450 MHz Pentium III
processor. The software can automatically split jobs
between color and monochrome printers, and can
redirect print jobs when a printer is down. Velocity
Balance 2.0 supports all EFI Fiery controllers, and an
EFI spokesperson told us that it supports almost all
print engines that are currently shipping. Velocity
Balance 2.0 will be available during the second quarter
of 2001. The base software package, which supports two
print devices, will be available for $11,995. Support for
more print devices can be added for $3,395 each.
Page 12
Also on February 28, 2001, EFI introduced three
additional modules to its Velocity workflow software
family. Velocity Scan, Velocity Build, and Velocity
Estimate are slated for availability during the second
quarter of 2001. System requirements for each are the
same as those for Velocity Balance 2.0.
Velocity Scan is designed to enable
production scanning of color and black and
white photos and documents. It also
automates image manipulation functions
such as de-speckling, de-skewing, rotation,
and masking. Velocity Scan will be available
for $2,495.
Velocity Build includes an automated pageimposition feature, and allows users to view
jobs on screen before they are printed. Using
Velocity Build, operators can also edit colors
and fonts in PDF documents before printing.
Velocity Build will be available for $4,495.
Velocity Estimate, which will be available
for $795, allows print-shop managers to
estimate print job costs, by factoring in
consumables, service, and finishing options.
This data can be used to select a print
device, estimate turnaround times, and can
also be exported to a database for job
accounting and tracking.
EFI’s Velocity Balance 2.0 workflow software and
the three software modules will be available through
OEM customers who decide to offer the packages. To
date, none have been announced. In addition, EFI will
sell the Velocity family of products through distribution.
IKON, for one, will offer the software.
EFI has also recently made a significant push into
the variable-data printing market. On February 21,
2001, EFI licensed Pageflex’s (Cambridge, MA) Persona
and Mpower variable-data software applications for use
in future EFI products. Persona, designed for the
variable-data “novice,” allows users to easily create
personalized documents from the desktop. It includes
drivers for PDF and PostScript printing. Mpower
software takes customer information, entered via the
web or onto a database, and generates personalized
documents such as brochures by inserting variable text
and image data into onto templates. Mpower supports
PostScript, PDF, and PPML (Personalized Print Markup
Language) printing.
On February 26, 2001, EFI acquired the Publishing
Group of Dutch IT company FAIR BV (Amsterdam, The
Netherlands). The FAIR Publishing Group will join
EFI’s Professional Services Group, also based in The
(continued on page 14)
March 2001
Color Business Report
Scanners & Image Capture
February 20, 2001
CanoScan D1230U
February 26, 2001
Street price for 600-dpi document scanner. Scans an
8.5" by 11" color document in 9.5 seconds at 300-dpi , and
can scan documents as large as 11" by 17". A 100-page
automatic document feeder is available for $1,499.
February 26, 2001
Street price for 600- by 1200-dpi document scanner. Scans
color documents at 15 ppm and monochrome documents
at 30 ppm at 300-dpi. Incorporates a 100-page automatic
document feeder, and scans documents up to 11" by 17".
February 26, 2001
ScanJet 7400C
Street price for 2400-dpi flatbed scanner. Integrates a
600-dpi sensor to allow faster scanning at lower resolutions.
Features a lighted transparency adapter for scanning
negatives and transparencies up to 5" by 5" and 35mm
slides. Available in April 2001.
February 26, 2001
ScanJet 7450C
Street price for 2400-dpi flatbed scanner with 50-page
automatic document feeder. Integrates a 600-dpi sensor to
allow faster scanning at lower resolutions. Features a
transparency adapter. Available in April 2001.
February 26, 2001
ScanJet 7490C
Street price for 2400-dpi flatbed scanner, designed for sale
through HP’s commercial channels. Offers same features
as the ScanJet 7450C, but ships with a full SCSI kit,
CorelDRAW 9 software, and an image-stitching software
package that allows users to scan images larger than the
scan bed. Available in April 2001.
March 6, 2001
Brio D-100
Retail price for 1280- by 960-dpi digital camera. About the
size of a cellular telephone, the camera weighs six ounces.
Features include 2X digital zoom, a burst mode that allows
users to capture two frames per second, and a 1.5" LCD
display. Available in May 2001.
February 12, 2001
640 Modem Camera
Retail price for 640- by 480-dpi digital camera with built-in
56.6 K modem. Allows users to upload digital images
stored on the camera to the Internet via telephone lines.
Features a three-mode automatic flash and 1.8" LCD display.
February 11, 2001
Digimax 210SE
February 12, 2001
Mavica MVC-FD75
Retail price for 1.3-megapixel digital camera.
Accommodates 3-1/2" floppy disks, and features include
10X optical zoom, automatic flash, and 2.5" LCD display.
February 12, 2001
Mavica MVC-FD87
Retail price for 640- by 480-dpi digital camera.
Accommodates 3-1/2" floppy disks, and features include
3X optical zoom, automatic flash, and 2.5" LCD display.
February 12, 2001
Mavica MVC-FD92
Retail price for 1.3-megapixel digital camera.
Accommodates 3-1/2" floppy disks and Sony Memory
Sticks. Features include 8X optical zoom, 16X digital zoom,
and 2.5" LCD display.
February 12, 2001
Mavica MVC-FD97
Retail price for 2.1-megapixel digital camera.
Accommodates 3-1/2" floppy disks and Sony Memory
Sticks. Features include 10X optical zoom, 16X digital
zoom, and 2.5" LCD display.
February 26, 2001
PhotoPort 7700
Retail price for 600- by 1200-dpi flatbed scanner. Features
one-touch scanning with buttons for storing, copying,
e-mailing, faxing, and uploading images to the Internet.
March 2001
Retail price for 1200- by 2400-dpi flatbed scanner. Features
a built-in film adapter, which allows users to scan negatives
and transparencies in 35mm and 4" by 5" formats.
Retail price for 1600- by 1200-dpi digital camera. Features
3X optical zoom, 2X digital zoom, and 1.8" LCD display.
Page 13
Color Business Report
Netherlands, to serve as a consulting arm, to help
customers implement variable-data printing
On February 28, 2001, Harlequin Incorporated
(Waltham, MA) and Motorola Computer Group
(Tempe, AZ) announced that they are jointly developing
board-based RIPs for printing and imaging hardware.
The embedded servers will use Harlequin’s JawsRIP.
In August 2000, Global Graphics, Harlequin’s parent,
acquired the Digital Publishing software group or 5D
Solutions Limited, creator of the Jaws PostScriptcompatible interpreter. Global Graphics acquired
Harlequin in July 1999. The first board from the joint
venture, due this summer, will use Motorola’s MTX
PowerPC-based ATX-form-factor motherboard. In
addition to PostScript 3, Jaws includes PCL and native
interpretation of PDFs. Harlequin and Motorola expect
to offer peripheral OEMs a range of design and
engineering services. The joint venture will help both
organizations approach broader office markets. Until
now, Harlequin’s focus has been software products that
support high-end graphic arts workflows. Much of the
work Motorola’s Computer Group, a business unit
within the Integrated Electronic Systems Sector, has
addressed the needs of telecommunications industry
Although the near-term products of the Harlequin/
Motorola team will be embedded controllers for printers
and MFPs, the team is positioning itself to help imaging
hardware manufacturers participate in the potentially
hot market for Bluetooth-based wireless peripherals and
Web Print Ordering
On February 28, 2001, Danka Business Systems
PLC (St. Petersburg, FL) announced that it will market
an online print procurement and management system
from (Dayton, OH) to its
customers. The e-procurement
system, which links customers to commercial printers,
quick printers, forms printers, and office supply
companies, incorporates several functions. These include
a document repository feature, which allows users to
store commonly printed documents in an easily-accessed
database, and a supply chain management service,
which tracks inventory levels of printed materials. In
addition, includes collaboration tools,
which allow users to transfer document files, make
design changes, and negotiate pricing with vendors.p
Page 14
Scanners and Image Capture
On February 9, 2001, Zoran Corporation (Santa
Clara, CA) introduced the CamMini III, a 1.3-megapixel
digital camera reference design kit. The kit, which
includes a working camera, integrates Zoran’s COACH
(Camera On a Chip) imaging processor and PixelCam 1.3
megapixel CMOS sensor. According to Zoran, the camera
supports rapid shooting of images at full resolution, AVI
video capture, and playback of MP3 music files. The
CamMini III reference design kit, which also includes
software and consulting, is available for $10,000.p
Large Format
On March 22, 2001, NUR Macroprinters (Lod,
Israel) introduced the NUR Fresco 3200, a large-format
ink jet printer that accommodates media up to 10.5 feet
wide. The NUR Fresco 3200 can print on a variety of
media, including PVC banner material, blueback paper,
canvas, and cotton fabric, at speeds up to 900 square
feet per hour. The printer, which sports a maximum print
resolution of 360 dpi, is targeted at commercial printers,
sign printers, and service bureaus. The NUR Fresco 3200
is available for a list price of $499,000.
Also on March 22, 2001, NUR introduced the NUR
Salsa Ultima series of eight-color large-format ink jet
printers. Designed for printing photo reproductions, the
Salsa Ultima printers are capable of printing at speeds
of 645 square feet per hour, at resolutions up to 600 dpi.
NUR Salsa Ultima printers are available in four
carriage widths. The Salsa Ultima 1500 prints on media
up to five feet wide, and is available for a list price of
$169,000. The Salsa Ultima 2400, which handles media
up to eight feet wide, has a list price of $225,000. The
10-foot Salsa Ultima 3200 is available for $299,000, and
the top-of-the-line Salsa Ultima 5000, which prints on
16-foot wide media, is available for $399,000.p
On February 27, 2001, Océ-USA Inc. (Chicago, IL)
introduced Océ PhotoPerfect, a photobase paper
designed for large-format ink jet printers. Océ
PhotoPerfect is a 7-mil thick, bright white paper
(whiteness rating: 105), available in three finishes,
glossy, satin, and matte. It is compatible with dye- and
pigment-based inks, and is designed to work with
thermal and piezo ink jet printers. Océ PhotoPerfect is
available in 100-foot rolls in six widths ranging from
24" to 60". According to Océ, the average “end-user” price
for a 36" roll ranges will be between $100 and $125.p
March 2001
Color Business Report
Industry Notes
February 12, 2001
Best Buy/Shutterfly
Shutterfly, an online photo sharing service, to develop and manage Best Buy’s
Online Photo Center.
February 12, 2001
Durst Phototechnik/
Durst to integrate Applied Science Fiction’s Digital ICE image correction
Applied Science Fiction technology into its Sigma professional film scanner.
February 22, 2001
AXS’s EyeSpy Image Server, a software application that increases the speed at
which digital images are transferred and viewed on the Internet, to integrate
E-Color’s True Internet Color technology.
February 20, 2001
Equilibrium to integrate E-Color’s True Internet Color technology into its
MediaRich Publishing Platform, a server-based software package that automates
the creation and manipulation of digital images destined for the web.
February 26, 2001
EFI to acquire FAIR’s Publishing Solutions Group, which specializes in
developing variable data applications.
February 12, 2001
Sanyo to license FlashPoint’s Digita Photivity wireless photo transfer
technology, and integrate it with Sanyo digital cameras under development.
With Photivity, users can transfer digital images to the Internet via wireless
February 27, 2001
IKON to offer ImageX’s online print procurement system to its corporate
customers. ImageX, in turn will offer IKON’s Digital Express 2000 online print
management, production, and distribution system to its customers.
February 13, 2001
Printlife, a provider of online photofinishing services, to install Indigo digital
color presses at its printing facilities in the U.S. and Japan.
February 20, 2001
iPrint to provide an online print-ordering system for Oracle, allowing Oracle’s
25,000 employees to order business cards and stationery items.
February 13, 2001
Kodak and Olympus to co-develop CCD sensors for digital cameras. In addition,
both companies will develop an online photo-sharing and printing service.
March 13, 2001
MacDermid ColorSpan to integrate Monaco Color API, a software package that
generates ICC profiles, into its ColorMark+ RIP.
February 12, 2001
PhotoAccess to provide online photofinishing services to users of JVC Photo
Club, JVC’s online digital photo-sharing web site.
February 8, 2001
Pixami, a developer of online imaging technology, to develop an imaging
system for users, allowing them to create custom posters and
other large format graphics.
February 14, 2001
Polaroid to partner with JoePix, a provider of digital photography promotions, to
provide digital photography services at sporting events, concerts, and festivals.
March 14, 2001
Scitex to transfer its share of Karat Digital Press, Inc., manufacturer of the
74 Karat digital press, to KBA, in exchange for future performance-related
March 6, 2001
Xerox to sell half of its stake in Fuji Xerox to Fuji for $1.3 billion, decreasing
Xerox’s share in the company to 25 percent.
On February 11, 2001, Eastman Kodak Company
(Rochester, NY) introduced two ink jet papers, designed
for photo printing applications. Kodak Ultima Picture
Paper is available in two finishes, high-gloss and satin.
Kodak claims that prints made on Ultima Picture Paper
with HP and Epson ink jets will last between 20 and 25
years, and that prints made with the Lexmark-based
March 2001
Kodak Personal Picture Maker 200 will last over 30
years. Kodak Ultima Picture Paper is available in 15sheet packages for a retail price of $19.99. Kodak
Premium Picture Paper has a satin finish, and according
to Kodak, offers the same longevity as Ultima papers.
It is available in 15-sheet packets for $9.99, and a 50sheet package is available for $29.99.p
Page 15
Color Business Report
Technology Adoption
Study Demonstrates High
One-to-one Response Rates
One-to-one marketing can yield three times the
response rate of a conventional direct mail program,
according to an A-B comparison study conducted by the
IIW Institute of Information Management
(Dortmund, Germany). In the experiment, funded by
NexPress, utility business customers were asked to
enter into a one-year contract for both gas and electric
utilities, “prior to the liberalization of the gas market.”
In the experiment, two of the four pages of the mailing
piece used photos specific to the customer’s industry
classification. In addition, the customer’s name was
mentioned in two places, and the pieces were
personalized with account and rate information. The
personalized piece resulted in 104 contracts returned,
a 15.5% order rate for Stradtwerke Dusseldorf AG, the
utility (see chart). Conventional direct marketing pieces
were mailed to 748 customers, and 40 (5.4%) returned
a signed contract. A link to a 26-page summary report,
Added-value Analysis of Four-color Digital Printing, can
be found in the News Release section of the NexPress
web site ( The link is part of a news
release dated February 12, 2001, titled, “One-to-One
Marketing Study: Personalized Content Boosts Success
Rate Nearly 300 Percent - Feb. 2001.”
The personalized piece generated three times the
telephone inquiry rate, as well. Forty-two recipients (6.3%)
of the personalized piece called the company to ask about
the program, compared to only 18 (2.1%) of those receiving
a conventional marketing piece. The set of phone inquiries
generated an additional 38 orders—27 from those who
received the personalized mailing, and 11 from those who
received the conventional mailing. On a percentage basis,
the follow-through order rate on telephone inquiries was
nearly equal for both groups.
In addition to providing compelling evidence of the
effects of variable-data printing, the report supplies a
step-by-step structure for tracking the costs and results
of mailing programs. Further, the report provides a set
of tactical considerations for those interested in using
one-to-one marketing techniques.
CRM: The Price to Pay for Getting Higher
Response Rates
The report recommends that variable-data
marketing efforts be undertaken as a tool within a
customer relationship management program (CRM):
“The presence of a CRM infrastructure is thus a
prerequisite and a starting point for further decisions,
e.g., relating to the development of marketing
campaigns and the technologies and service providers
to be used for this purpose.” By assuming that companies
should practice CRM anyway, the report’s authors are
able separate CRM-related costs from the costs of using
communication tactics such as one-to-one marketing.
“…decisions relating to communication channels, media
and technology are independent of the basic decision to
practice CRM. This also means that the costs associated
with the basic CRM infrastructure should not be
allocated to individual communication channels.”
Under the “Observed Implementation Problems”
section of the report (page 20), the authors note that
“CRM is a marketing concept that pervades the entire
company.” The IIW Institute of Information
institutionalized and that “dialogs” with customers
populate database records. The cost consequences of
implementing customer relationship management can
be significant. Even if one can rationalize not attributing
the costs directly to one’s marketing budgets, the
company must still bear the cost, somehow.
Assuming that customer relationship management
is instituted and those who are involved in customer
Distribution Notes
February 28, 2001
Danka to market and distribute Canon CLC 5000 color copier/printers.
February 28, 2001
WorldCrest, a provider of online procurement for goods and services, to offer
Danka’s line of copiers and printers from Canon, Toshiba, and Heidelberg to its
February 21, 2001
EFI to license Pageflex’s Mpower and Persona variable data software packages.
March 8, 2001
IBM to sell Exstream’s Dialogue personalization software with its digital color
printers, including the InfoPrint Color 130 Plus.
February 12, 2001
Xerox to license and resell Pageflex’s Mpower and Persona variable data software
packages through its sales channels.
Page 16
March 2001
Color Business Report
Response Rates: Personalized vs.
Conventional Mailings
Telephone Inquiry Conversion Rates
Returned contract rate
Telephone inquiry rate
Source: IIW Institute of Information
Management (
contact contribute to the database with accurate
information, “as-you-go” database updating may be
insufficient for some applications. An assumption about
a database is that the information categories, are, to a
great extent, predefined. With the exception of
information that is mandatory, each field will have an
“incompletion” rate, since not all customers will have
information in all categories. When the fields do contain
information, one has to determine whether the
information is up to date. Therefore, for a given
marketing application, one needs to ascertain if the
database has the required information in the first place,
and if the information is complete enough and current
enough. For Stradtwerke Dusseldorf AG’s one-to-one
marketing campaign, the utility’s call center had to
verify all addresses and industry classifications. In
addition, the utility’s customer databases, which had
been developed and maintained for accounting purposes,
had to be converted to suit marketing purposes. (The
summary report provides no details about the need for
this conversion or the nature of the change.) Based on
the experience with Stradtwerke Dusseldorf AG, the
report concludes, “…it can be said in retrospect that the
establishment of an infrastructure (verification of
March 2001
of inquiries:
Source: IIW Institute of Information
Management (
customer addresses, establishment of a customer
database procurement, selection and preparation of
content, establishment of customer data record/content
links) does not pay off in just one project.”
The more creative one gets about linking customer
information with customer communication, the more
chance one has of needing to collect or update
information in order to launch the campaign. That being
said, once a company starts to use one-to-one marketing,
a new relationship between an organization’s customer
database and the company’s communications efforts will
be established. No doubt marketing planners will
become skilled at using the “standard” set of data, and
will learn how to anticipate the need for enhanced or
additional data.
Will the Need for a Long-term View
Thwart Adoption?
In practice, most promotional campaigns are indeed
asked to stand for themselves in “just one project.” One
wants to foster creative ways of communicating, but
when the sales motive is behind the effort, the
expectation is that the mailing will make a profit. In
(continued on page 18)
Page 17
Color Business Report
Color Business Report
marketing, one tends to do more of what is effective,
and one avoids what is not effective. Pilot programs are
the experiments that help marketing executives tell the
difference. A well-run experiment can help a marketing
manager make a decision with confidence. The decision,
in such cases, often is to extend the pilot effort to a
reachable population with the same characteristics. If
the costs of establishing a CRM infrastructure are too
much of a burden for a pilot program, won’t the costs of
extending data collection (address and industry
confirmation in the case of this utility) to a larger group
also be burdensome? If one looks for return on
marketing investment when making a marketing
decision, linking one-to-one marketing techniques to
broader deployment of a customer relationship
management program may act as deterrent to adoption
of variable-data marketing.
Extending a pilot program to a larger population is
a traditional way of thinking about direct mail
marketing. And for the purposes of comparing results
with conventional direct mail marketing techniques, the
two programs have to be similar. But once the results
are proven and the concept of one-to-one marketing is
accepted, direct marketing can become quite
unconventional. Why not work the economics in reverse,
and stop doing mass mailings (anathema to direct mail
professionals)? Instead of extending a 1,500-piece test
to 150,000 or 1,500,000 pieces, the campaign can be
spread out over 100 days, presumably with the same
monetary return. Making direct mail a continuous
process rather than a batch process has several
advantages. For one, if updating or extending a large
database is too expensive, one can key single pieces of
outbound mail to the receipt of inbound database
updates. Since one controls inbound orders (and
telephone inquiries) by controlling outbound mail,
orders will come in at a steady rate rather than being
compressed in a single time period. In addition, with
personalized mailings, incoming orders or calls can be
directed to particular call center staffers, fostering the
dialog that is implicit with CRM.
The concept of dialog marketing is raised in the IIW
Institute’s report, with the implication that, on a
customer-by-customer basis, the fields of a multi-faceted
customer database will become populated with
information about customers. The information will be
available to all who are involved in customer contact,
and will be updated as the “dialog” with the customer
continues. One-to-one mailing pieces are but one
possible application of the information in a very rich
customer database. Added-value Analysis of Four-color
Digital Printing provides evidence of benefits to be
derived by using document technology in marketing,
while cautioning that achieving results requires both
long-term thinking and implementation of customer
relationship marketing techniques.p
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March 2001