Transcript
Get more with Lexmark A4 offerings
Customer Sales Reference Guide A few key reminders when it comes to Lexmark A4 l l l
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A4 MFPs are the predominant device in the market Less than 4% of all documents are in A3 format¹ A4 MFPs offer equal or better speeds and feeds compared to similar A3 copiers in the same print-speed class² A4 MFPs offer similar or better functionalities / features compared to similar A3 copiers in the same print-speed class² A4 MFPs use up to 25% less space than comparable A3 copiers in the same print-speed class² A4 MFPs consume almost 50% less power than comparable A3 copiers in the same print-speed class² A4 MFPs offer a better acquisition price Average print job is less than 3 pages³
Key questions to ask your customers 1. How much A3 paper did you purchase last year or currently? 2. How often do you print A3? 3. What do you print in A3? Why? 4. Do you require finishing capabilities? 5. What functionality do you use today, i.e scan to destinations…? 6. Do you have failover solution, what do you do when the A3 copier goes down? 7. Distributed A4, follow me printing? 8. Do you require pin release solution?
To the customer, ask yourself a few basic questions: l Do
you want to reduce your print and imaging spend? your users demanding more from their output technology? Do you want to save space, while saving users valuable time? Are you looking for support and strategic direction from a partner who won’t force you to take a one-size-fits-all approach?
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If you answered yes to any of these questions, make the move to Lexmark and our award-winning A4 MFP line
Which Lexmark A4 workgroup MFP is best adapted to you?
28/28 ppm
33/33 ppm
33/33 ppm
47/47 ppm
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X7
23/23 ppm
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53 ppm
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53 ppm
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53 ppm
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43 ppm
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Laser Mono MFP Range
47/47 ppm
Customer Objections
The key objections handling: 1. By switching to an A4 MFP, I’d loose the ‘free’ A3 capabilities? 2. A3 copiers offer better functionality than A4 MFPs? 3. A3 copiers are more reliable than A4 MFPs? 4. A3 copiers offer more features, options and finishing capabilities than A4 MFPs? 5. Declared monthly volumes for A3 copiers can’t be achieved on A4 MFPs? 6. A3 copiers are more user-friendly than A4 MFPs? 7. I still have some needs in A3, so how to deal with that? 8. One A3 copier consumes less energy than two A4 MFPs. So why use A4? 9. A3 copiers offer faster print/copy speeds and a faster first page out? 10. A3 copiers offer more security features and benefits than A4 MFPs?
1. By switching to an A4 MFP, I’d lose the ‘free’ A3 capabilities? Select from the possible responses below: Why do you need A3 format? What is your A3 consumption per year? What types of documents do you print in A3? It’s always good to understand these things first. A3 page volume used to be important but has been in decline for several years representing less than 4% of pages being printed. NewField IT research has found that, five years ago, A3 was used twice as often as today. This decline is due to the improvement in Microsoft Word and Excel skills and greater use of printing features, which now fit documents to the A4 page. When you factor in the Total Cost of Ownership (TCO), A3 copiers cost more than A4 MFPs, so A3 is not ‘free’. When you purchase an A3 copier, because of its large footprint, you need more office space to store it. Printing with an A3 copier requires A3 paper, which is much more expensive than A4 paper (almost double). With an A3 copier, you need a technician to replace the cartridges. However, with an A4 MFP, you can do it easily by yourself. User perceptions have been changing. Other research from NewField IT shows that, when asked what additional output options they need most, end-users cite stapling and duplex printing at a much higher rate than A3 output. And A4 MFPs can give you all of this.
Lexmark Benefits In today’s tough economy, businesses are forced to scrutinise expenses more closely. Even expenses that pass the necessary test are being closely examined. As your company looks for savings opportunities, consider your deployment of A4 versus A3 devices. You’ll likely find that they’re out of balance. Lexmark offers mid-size and large workgroups a complete range of monochrome and colour A4 laser multifunctional devices for distributed printing. Ranging from medium- to high-performance MFPs, they can meet your unique business needs and help you increase productivity straight out of the box.
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Customer Objections
2. A3 copiers offer better functionality than A4 MFPs? Possible response: That used to be true, but no longer. Many improvements have been made to bring the same types of business-productivity features to A4 MFPs. Today, the functionality of the A4 MFP is comparable to, and sometimes better than (more features come standard), a similar A3 copier.
Lexmark Benefits Lexmark A4 MFPs offer similar features and functions to typical A3 copiers in the same print-speed class, including… Large intuitive colour touch screen Lexmark embedded Solutions Framework (eSF) for greater capabilities Enhanced security features, such as hard disk encryption Environmental features to help customers reduce paper and energy consumption, including Sleep and Hibernate modes Advanced finishing, such as staple with hole punch, which the Lexmark X792 Series was the first in its class (A4) to offer
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Print and scan controllers come standard. A4 MFPs are generally faster than comparably priced copiers. They’re more compact too. Many businesses have felt the effects of downsizing recently and have moved into more space-sensitive offices. With less space dedicated to output devices, the Lexmark A4 MFP allows end-users to get big functionality in a small footprint. Adapting to a Lexmark A4 base will be simpler for you if you’re already using A3 copiers, thanks to a similar interface and usability.
3. A3 copiers are more reliable than A4 MFPs? Possible response: That’s no longer true. Today’s A4 MFPs are fast, robust and very reliable. They offer similar or faster print speeds, and their paper feeds are just as reliable as similar A3 copiers.
Lexmark Benefits Lexmark A4 MFPs stack up very competitively to the traditional A3 copier. In some cases, the X658 Series and X792 Series boast greater performance (speed, scanning technology) and for just half the cost. Lexmark A4 MFPs offer you a smooth, reliable paper feed and an ultra-quick time to first page/copy. And you can enjoy print speeds as fast as 53 ppm in black and 47 ppm in colour.
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Customer Objections
4. A3 copiers offer more features, options and finishing capabilities than A4 MFPs? Possible response: This is no longer true. Today, A4 MFPs have significantly evolved in terms of features and flexibility. You can now benefit from pre-configured floor-standing devices that offer extra drawers for plenty of input capacity AND/OR finishing options, such as mailboxes, stackers or stapling, depending on your needs.
Lexmark Benefits Lexmark offers you a wide range of paper-handling and furniture options that allow you to adapt the device to your unique needs, such as… l An output stacker to increase output capacity l Stapling, either with or without hole-punch finishing l Input drawers to boost paper capacity for large print runs l High-capacity feeder that’s ideal for loading divers media l Banner tray to print banners as long as one metre or more l Caster bases for easy mobility throughout the office l Convenient swivel cabinet for simple storing of various paper media l Spacers, which are extremely useful for increasing the height of the printer, improving the visibility of the display as well as access to print-outs
5. Declared monthly volumes for A3 copiers can’t be achieved on A4 MFPs? Possible response: This was true in the past, but with all the technology improvements that have happened, it’s no longer the case with most A4 MFPs when considering typical monthly print volumes. It’s important to differentiate between ‘recommended monthly print volume’ and the ‘maximum duty cycle’.
Lexmark Benefits Lexmark provides a ‘recommended monthly print volume’ suggestion on the Web for every product, which is a good indication to advise you on which A4 MFP is best suited to your needs.
6. A3 copiers are more user-friendly than A4 MFPs? Possible response: A4 MFPs and A3 copiers are actually more similar than ever before. A4 MFPs now offer touch-screen navigation and intuitive solutions to guide you through your daily tasks and provide info about device management.
Lexmark Benefits Lexmark A4 MFPs include an award-winning colour touch screen, which provides a real competitive advantage over similar copiers and competitive A3 in the same print-speed class:
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Customer Objections
The interface is exceptionally large, bright and easy to view It’s very user-friendly with familiar, descriptive icons You can customise it to match your unique workflow tasks Preview your scans directly on the screen before printing The touch screen’s functionality and usability is similar across all Lexmark workgroup A4 MFPs, which makes it really easy to use, integrate and train your end-users
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7. I still have some needs in A3, so how to deal with that? Possible response: The aim is not to make you give up on all your A3 copier devices, but to make sure you have the most effective mix of A3 and A4 devices to fit your needs.
Lexmark Benefits Lexmark is uniquely positioned to implement an effective distributed-output strategy and deliver results that are uncommon in the industry. We will help you place the right devices in the right locations while keeping costs under control. This goes beyond simple people-todevice ratios. It’s about making sure each workgroup is fully armed with the tools they need to be productive. For example, instead of having to travel across the building to retrieve print jobs that need sorting, collating or stapling, users can save precious time by having the most adapted finishing options close to them. And since most jobs are three to five pages, basic finishing can handle the bulk of their requirements.
8. One A3 copier consumes less energy than two A4 MFPs. So why use A4? Possible response: Actually, it depends on the type of A3 copier, configuration and set-up. Studies show that A4 MFPs consume almost half the energy as similar A3 copiers. More and more ecoresponsible printing features are now offered with A4 MFPs. When you use two or more A4 MFPs in place of one A3 copier then, yes, this could consume more energy. But, most importantly, by placing A4 MFPs closer to end-users, this helps increase productivity and spread the workload more evenly. Also, if a machine goes down, you can avoid costly downtime, which wouldn’t be the case with just one device doing all the work.
Lexmark Benefits Lexmark A4 workgroup MFPs come equipped with various eco-responsible printing features: Paper savings and cost reduction… l Duplex printing models 4 l Front-panel hard button for Sleep and Hibernate modes l Quiet Mode to reduce noise emissions l Enhanced power-management settings 4 l Instant-warm-up fuser to eliminate idle-time heating and reduce consumption l Toner Saver Mode to reduce the amount of toner used on a page Environmental footprint reduction… Eco-Mode to optimise printer settings for lower power consumption Eco design using eco-responsible materials Lexmark Cartridge Collection Programme for simplified recycling Energy Star and Blue Angel compliance for duplex models
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Customer Objections
9. A3 copiers offer faster print/copy speeds and a faster first page out? Please select from the possible responses below: This was true in the past, but A4 MFPs have improved significantly. Today, they offer a similar Time to First Copy (TTFC), Time to First Page (TTFP) and overall print speeds. Also, faster doesn’t necessarily mean more productive. For example, if you have two A4 MFPs sharing the workload and one goes down, you can avoid costly downtime with the other machine still running, which wouldn’t be the case with just one A3 copier doing all the work. The average job printed is only three to five pages, so there is no need for high-volume A3 copiers scattered everywhere. This is where A4 MFPs are more useful. Also, with such short print jobs, speed becomes less of an issue than functionality and flexibility of the device, both for the user and for fleet administrators.
Lexmark Benefits Lexmark A4 MFPs offer you a smooth, reliable paper feed and an ultra-quick time to first page/copy. And you can enjoy print speeds as fast as 53 ppm in black and 47 ppm in colour.
10. A3 copiers offer more security features and benefits than A4 MFPs? Possible response: Not really. In fact, Most A3 copiers provide an optional security kit (including disk wiping, disk encryption, etc), which costs an additional fee.
Lexmark Benefits Lexmark workgroup MFPs offer you cutting-edge security features right out of the box, including user-authentication and authorisation controls, such as LDAP, to help protect your device and your data. They support disk wiping5 (automatic, scheduled or manual), disk encryption5 up to AES 256bits, IPSec, SNMPv3 and 802.1x network security. A USB card-reader option is available to add an extra layer of security. Security-audit logging helps to track and identify security risks. And selected Lexmark A4 MFPs have earned the Common Criteria certification. Source: InfoTrends: A3 / A4 Market Trends Analysis April 2011 Source: NewField IT-Study: The A3 Document - Perception vs. Reality 2006 / Lexmark Research: A4 workgroup MFPs comparable to similar A3 copiers within the same print-speed class Source: InfoTrends Available on selected models Available on selected models with hard disk standard or support optional hard disk upgrade
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