Xerox chief executive Paul Allaire hopes to establish his company as resellers? second source for digital printing products behind Hewlett-Packard. In an exclusive interview with VNU Newswire, Allaire said Xerox would be "fooling itself" to try to replace HP in the business market. "HP is the standard and the channel is making reasonable money, so they will not throw out HP and put Xerox in, even if our product and margins are better.
"So we will say we have success in our space because we have the technology, better quality products and cheaper prices." Senior Xerox executives made bold statements two months ago about challenging HP in the network printer market but Allaire takes a less ambitious view.
Allaire said Xerox offers products from $300 to #30,000 to customers. He admitted MIS departments - who have been courted by HP for years - are making buying decisions on scanners, printers and digital copiers, rather than the office equipment departments which are more familiar with Xerox.
"But do not forget we are the leader in high-end printing so we are known," he said.
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