Sales and Competitive GuideSeptember 2003COPY PRINT SCAN FAX

Table Of ContentsSection 1 Product Features/Charts1.0 Introduction 1.1 KM-3035 1.2 KM-4035 1.3 KM-5035

Section 2 Competitive Pricing/Charts2.0 MSRP Comparisons

Section 3 Competitive Faceoff3.0 Canon 3.1 Konica 3.2 Minolta 3.3 Panasonic 3.4 Ricoh 3.5 Sharp 3.6 Toshiba 3.7 Xerox 3.8 OEM Listing

Section 4 Final Stack Rankings/Summary

2

IntroductionThe Workgroup. Every Enterprise relies on what the Workgroup can accomplish. Projects assigned, projects completed, all within the Workgroup. The objective is to remain as productive as possible, while maintaining the bottom line for the whole. One way to impact the bottom line is to analyze the Document Workflow and evaluate what works, and what doesnt. More and more companies are stressing the need to reduce Imaging costs, at every turn. Thats why its more important than ever to provide an Imaging Solution that is reliable, versatile and productive. An Imaging Solution that is more than a copier, or a printer. An Imaging Solution that leads, not follows. For the Workgroup, that Imaging Solution is here. The KM-3035, KM-4035 and KM-5035, Workgroup Multifunctionals that take it to the next level. The New Generation. We call it Making The Best Better. This Sales And Competitive Guide is designed to provide you with the ammunition youll need when you are in the trenches. The Workgroup environment is an extremely competitive place to market your products. Weve given you the products, now heres the Guide that demonstrates the areas to focus your energy.

3

Chart CriteriaThe charts contained within this document are an analysis of similar competitive models in the marketplace. The feature and product comparisons in Section 1 include: Standard Paper Capacity Maximum Paper Capacity MPT/Bypass Capacity Finisher Stack Capacity First Copy Out Time Warmup Time Legal % Efficiency Ledger % Efficiency 1:2 Duplex % Efficiency 2:2 Duplex % Efficiency Document Processor Capacity Document Processor OPM Document Processor % Efficiency Standard Copier RAM Copier HDD Management Codes Print Controller MHz Drum Yield Toner Yield PM Schedule In addition, in Section 2, we analyze competitive pricing (MSRP) on various configurations, common to the Workgroup environment. Mainframe MSRP Mainframe CPM Mainframe/Finisher MSRP Mainframe/Finisher/Print/Scan MSRP Mainframe/Finisher/Print/Scan/Fax MSRP Section 3 contains a competitive overview of the manufacturers you will most likely face off against. Section 4 features the Final Stack Rankings of all the models and a quick summary.

Note: All of the competitive information found in this guide was obtained from a variety of sources. Every effort has been made to provide as accurate an analysis as possible. All information is current as of September 2003. 4

5

KM-3035

1.1

6

The Competitive Models we analyze versus the KM-3035 are: Canon imageRunner 3300 Canon imageRunner 2800 Konica 7135 Konica 7130 Minolta Di351 Panasonic Workio DP3510 Panasonic Workio DP3010 Ricoh Aficio 2035 Ricoh Aficio 1027 Sharp AR-M350 Sharp AR-M280 Toshiba eStudio28 Toshiba eStudio 35 Xerox CC/WC 35

7

Standard Paper SupplyPanasonic 3510 3035 Xerox 35 Toshiba 28 Toshiba 35 Panasonic 3010 Ricoh 2035 Canon 3300 Canon 2800 Konica 3135 Konica 7130 Ricoh 1027 Minolta 351 Sharp 350 Sharp 280

2150 1200 1200 1200 1200 1150 1050 1050 1050 1050 1050 1000 825 500 500

0

500

1000

1500

2000

2500

Standard paper supply is an important feature, especially when you discuss the Workgroup. The 3035 is a Class Leader in this category at 1,200 sheets. At 2,150 sheets, the Panasonic 3510 looks like a great value. Keep in mind though, that the 1,550 sheet deck is for Letter Size paper only, dramatically reducing the versatility for Legal and Ledger sized paper. At the bottom of the chart are the two Sharp models, with only 500 sheets standard. Thats 41% the capacity of the 3035. Class Leader

8

Maximum Paper SupplyPanasonic 3510 Xerox 35 Canon 3300 Canon 2800 3035 Minolta 351 Toshiba 35 Toshiba 28 Ricoh 2035 Sharp 350 Sharp 280 Ricoh 1027 Konica 7135 Konica 7130 Panasonic 3010

6250 4800 4550 4550 4200 4125 3700 3700 3550 3100 3100 3100 2550 2550 2250

0

1000

2000

3000

4000

5000

6000

7000

The total amount of paper that can be placed in the drawers is vital to the Workgroup. The 3035, with a maximum of 4,200 sheets is once again near the top, 11% higher than the average of 3,738 sheets. Out of thirteen models, seven fell below the average maximum paper supply.

9

MPT Capacity3035 Sharp 350 Sharp 280 Ricoh 1027 Xerox 35 Toshiba 35 Toshiba 28 Canon 3300 Canon 2800 Ricoh 2035 Panasonic 3510 Panasonic Konica 7135 Konica 7130 Minolta 351

200 100 100 100 100 100 100 50 50 50 50 50 50 50 1

0

50

100

150

200

250

The Multi-Purpose Tray (MPT) or bypass, is a significant paper source in the Workgroup. Many users utilize the MPT as a versatile paper source, since it is easy to access, and can hold a variety of paper sizes and weights. The 3035, with a 200 sheet MPT easily wins this category. Regarding the Ricoh and Sharp models, the bypass available for their models is an optional paper source, adding significant dollars to the bottom line. Best In Class

10

Finisher Stack Capacity3035 Minolta 351 Ricoh 2035 Xerox 35 Toshiba 35 Toshiba 28 Sharp 280 Sharp 350 Konica 7135 Konica 7130 Canon 3300 Canon 2800 Ricoh 1027 Panasonic 3510 Panasonic 3010

3000 3000 2500 2250 2000 2000 1250 1250 1100 1100 1000 1000 1000 1000 500

0

500

1000

1500

2000

2500

3000

3500

Finisher Stack Capacity can impact the amount of pages a device can output without intervention. The 3035 is a Class Leader, tied with the Minolta 351, at 3,000 sheets. This ability to output more pages may play a significant role in any Workgroup or Department who needs off-hour report printing or longer run jobs delivered. With the exception of the Minolta, Ricoh and Xerox, every other model offers a stack capacity at least 60% lower than the 3035. Class Leader

11

First Copy Out Time3035 Toshiba 35 Toshiba 28 Konica 7135 Ricoh 2035 Panasonic 3010 Sharp 280 Minolta 351 Xerox 35 Konica 7130 Ricoh 1027 Sharp 350 Panasonic 3510 Canon 3300 Canon 2800

3.9 3.9 3.9 4.2 4.5 4.5 4.6 4.6 4.6 4.8 4.9 5.3 5.8 5.8 5.8

0

1

2

3

4

5

6

7

First Copy Out Time (FCOT) is vital, especially when you are considering copy jobs of less than 5 pages. The 3035 has an impressive 3.9 second FCOT, topping the chart with the Toshiba models. The rest of the field have First Copy times higher than 4 seconds. In the case of the two Canon models and the Panasonic 3510, they are almost two seconds off the mark set by the 3035. Class Leader

12

WarmupRicoh 2035 Ricoh 1027 3035 Canon 3300 Canon 2800 Konica 7130 Panasonic 3510 Toshiba 35 Toshiba 28 Panasonic 3010 Konica 7135 Minolta 351 Sharp 280 Sharp 350 Xerox 35

15 15 25 29 29 30 30 30 30 35 45 70 80 80 99

0

20

40

60

80

100

120

Warmup time is the amount of time a machine takes for Ready from a cold start. The 3035 has a very productive 25 second warmup, placing near the top. Only the two Ricoh models have a quicker warmup. Four models, the Minolta 351, Sharp 280 and 350 and Xerox 35, have warmup times greater than one minute. How productive is that? Class Leader

13

Legal % EfficiencyPanasonic 3510 Toshiba 28 Xerox 35 Minolta 351 3035 Toshiba 35 Canon 2800 Sharp 350 Sharp 280 Konica 7130 Canon 3300 Konica 7135 Panasonic 3010 Ricoh 2035 Ricoh 1027

80 75 71 68 67 60 57 57 57 57 48 NA NA NA NA

0

20

40

60

80

100

The speed in which a device can output Legal size paper is a vital specification to vertical markets such as Legal and Financial. At 67%, the 3035 can output Legal sizes at 20 ppm, just missing out in the top three. In this comparison, five competitors placed outside the 3035s capabilities, while precise numbers for the Panasonic 3010, Konica 7135 and Ricoh models were not available.

14

Ledger % EfficiencyPanasonic 3510 3035 Toshiba 28 Xerox 35 Minolta 351 Toshiba 35 Canon 2800 Sharp 280 Konica 7130 Sharp 350 Canon 3300 Konica 7135 Panasonic 3010 Ricoh 2035 Ricoh 1027

68 67 64 63 57 51 50 50 50 48 42 NA NA NA NA

0

10

20

30

40

50

60

70

80

At 20 ppm for Ledger speed,with a 67% rating, the 3035 places second, behind the Panasonic 3510 at 68%. For customers interested in outputting Ledger size documents, the 3035 truly is an exceptional value. On the opposite side of the fence is the Canon 3300, at 42%, or 16 ppm. As in the previous comparison, ledger speeds for the Konica 3135, Panasonic 3010 and Ricoh models were not available. Class Leader

15

1:2 Duplex % EfficiencyRicoh 2035 Ricoh 1027 Sharp 350 3035 Canon 2800 Sharp 280 Konica 7135 Toshiba 35 Panasonic 3510 Canon 3300 Konica 7130 Minolta 351 Panasonic 3010 Xerox 35 Toshiba 28

100 96 91 90 89 82 82 82 80 79 70 60 NA NA NA

0

20

40

60

80

100

120

Duplex is a feature that is all-important in todays Workgroup. 1:2 Duplex translates in copying single-sided originals to double-sided copies. The 3035 has a 1:2 Duplex Efficiency of 90%, besting almost 70% of the competitors. In the case of the Ricoh 2035, the figure of 100% is based on manufacturers specification, not an independent source. As for the Sharp 350 and Ricoh 1027, the duplex is an option, unlike the 3035 which includes duplex standard. Duplex speeds were not available for the Panasonic 3010, Xerox 35 and Toshiba 28.

16

2:2 Duplex % EfficiencyRicoh 2035 Sharp 350 Ricoh 1027 3035 Canon 2800 Sharp 280 Konica 7135 Panasonic 3510 Toshiba 35 Canon 3300 Konica 7130 Minolta 351 Panasonic 3010 Xerox 35 Toshiba 28

100 97 92 90 89 82 80 80 80 76 70 60 NA NA NA

0

20

40

60

80

100

120

Duplex in 2:2 mode creates double-sided copies from double-sided originals. The 3035 has a 2:2 duplex percentage of 90%, just missing the top three. As in the 1:2 comparison, the same comments hold true regarding Ricohs numbers. In a competitive standoff against most of the models shown, the 3035 offers a significant advantage.

17

Document Processor Capacity3035 Toshiba 35 Toshiba 28 Ricoh 2035 Xerox 35 Panasonic 3510 Minolta 351 Canon 2800 Canon 3300 Ricoh 1027 Panasonic 3010 Konica 7135 Konica 7130 Sharp 280 Sharp 350

100 100 100 80 75 70 70 50 50 50 50 50 50 50 50

0

20

40

60

80

100

120

The amount of pages a Document Processor can hold is an incredible value to the customer. The ability to process a large number of documents quickly is precisely what we had in mind when we developed the 3035. At 100 sheets, it equals the Toshiba models. The next nearest competitor is Ricoh, with an 80 sheet DP, 20% less than the 3035. Eight competitors offer 50 sheet feeders, which would require twice the work of inputting originals versus the 3035. Class Leader

18

Document Processor OPM3035 Toshiba 35 Toshiba 28 Sharp 350 Konica 7135 Xerox 35 Panasonic 3510 Ricoh 2035 Minolta 351 Canon 3300 Pansonic 3010 Konica 7130 Canon 2800 Sharp 280 Ricoh 1027

50 45 45 35 35 35 35 35 35 33 30 30 28 28 27

0

10

20

30

40

50

60

In conjunction with the Document Processor Capacity, the 3035 takes top honors when it comes to how many Originals per Minute (OPM) each model can process. At 50 OPM, the 3035 is the winner in this category. Of the competition, only the Toshiba models run faster than engine speed. Best In Class

19

DP % Efficiency3035 Toshiba 28 Toshiba 35 Sharp 350 Konica 7135 Panasonic 3510 Xerox 35 Ricoh 2035 Minolta 351 Canon 3300 Pansonic 3010 Konica 7130 Canon 2800 Sharp 280 Ricoh 1027

166 160 128 100 100 100 100 100 100 100 100 100 100 100 100

0

50

100

150

200

At 166%, the 3035 is an astounding winner in this category. As stated, besides Toshiba, every other manufacturer processes originals at rated mainframe speed, giving the 3035 a significant advantage. When you combine this comparison with the fact that the 3035 has one of the only Document Processors that can process 100 sheets at a time, this is a very compelling story in a competitive situation. Best In Class

20

Standard Copier RAMXerox 35 Canon 3300 Canon 2800 3035 Sharp 350 Sharp 280 Ricoh 2035 Konica 7135 Konica 7130 Ricoh 1027 Minolta 351 Toshiba 35 Toshiba 28 Panasonic 3510 Panasonic 3010

128 128 128 64 64 64 64 32 32 32 32 32 32 32 16

0

20

40

60

80

100

120

140

The amount of RAM (Random Access Memory) a copier has can make a great impact on jobs that require a large amount of pages. The 3035 comes standard with 64MB RAM, which can process approximately 322 pages efficiently. Only the Xerox 35 and the Canon models offer a higher amount of RAM standard while half of the field offers 32MB or less. Class Leader

21

Copier HDDToshiba 35 Toshiba 28 Panasonic 3510 Panasonic 3010 3035 Ricoh 2035 Ricoh 1027 Canon 3300 Canon 2800 Sharp 350 Sharp 280 Konica 7135 Konica 7130 Minolta 351 Xerox 35

40 40 40 40 20 20 6 5.1 5.1 5 5 NA NA NA NA

0

10

20

30

40

50

Document Management and Copier HDDs is fairly new to the Workgroup device. The ability to store documents for later retrieval is a critical feature, one that many customers will base part of their decision on. The 3035 has an optional 20GB HDD, which is capable of storing up to 70,000 pages. The Panasonic and Toshiba models offer an optional 40GB HDD, but cost a substantial amount more. No HDD is available for the Xerox 35, Minolta 351 and Konica models. Class Leader

22

Management CodesXerox 35 3035 Minolta 351 Canon 3300 Canon 2800 Panasonic 3510 Panasonic 3010 Konica 7135 Konica 7130 Ricoh 2035 Ricoh 1027 Sharp 350 Sharp 280 Toshiba 35 Toshiba 28

2150 1000 1000 300 300 300 300 128 128 100 100 100 100 50 50

0

500

1000

1500

2000

2500

The ability to track and manage what users output is an ever-growing concern for companies faced with the pressure to reduce costs, especially on imaging. The 3035, with the HD-70 option installed allows Copy and Print Tracking of up to 1,000 accounts (100 accounts w/o HDD). Only the Xerox model offers higher capabilities. On the other side of the coin, the Ricoh and Sharp models can only track 100 accounts, and the Toshibas can only track 50 accounts, which may make it necessary to invest in a third-party device, a costly solution. Class Leader

23

Controller MHz3035 Xerox 35 Toshiba 35 Toshiba 28 Konica 7135 Ricoh 2035 Canon 3300 Canon 2800 Ricoh 1027 Panasonic 3510 Panasonic 3010 Sharp 350 Sharp 280 Konica 7130 Minolta 351

500 433 433 433 300 300 250 250 200 200 200 200 200 133 100

0

100

200

300

400

500

600

The clock speed of a Controller processor determines how fast a print job can be spooled and ripped before printing. Just like a PC, the higher the Controllers processor speed, the faster everything can be accomplished. The 3035, with a 500MHz processor is far and away Best In Class. Best In Class

24

Drum Yield3035 Panasonic 3510 Konica 7135 Konica 7130 Xerox 35 Ricoh 2035 Toshiba 35 Sharp 350 Toshiba 28 Sharp 280 Minolta 351 Ricoh 1027 Panasonic 3010 Canon 3300 Canon 2800

400 240 200 200 200 150 120 100 90 80 80 60 60 55 55

0

100

200

300

400

500

One of the key attributes of all Kyocera Mita devices is our outstanding long-life consumable across the product line. In keeping with that tradition, the 3035 offers an Amorphous SIlicon Drum with a rated yield of 400,000 impressions. Put in perspective, a customer would replace the Canon machines drums a total of 6 times before one drum replacement on the 3035. Best In Class

25

Toner Yield3035 Konica 7135 Konica 7130 Ricoh 2035 Xerox 35 Sharp 280 Sharp 350 Panasonic 3510 Panasonic 3010 Canon 3300 Canon 2800 Toshiba 35 Toshiba 28 Minolta 351 Ricoh 1027

34 30 30 30 30 27 27 24 15 15 15 13.5 13.5 11 11

0

5

10

15

20

25

30

35

40

The amount of toner per container will greatly impact the Workgroup, especially those who replace the toner on a frequent basis. The 3035, once again tops the chart with rated toner yield of 34,000 images, based on 6% area fill. The Konica models and Ricoh 2035 come up short with 30,000 impressions, a difference of 12%. The Minolta 351 and Ricoh 1027 would require toner replaced three times to the one replacement of the 3035. Best In Class

26

PM Schedule3035 Ricoh 2035 Panasonic 3510 Panasonic 3010 Ricoh 1027 Canon 3300 Canon 2800 Toshiba 35 Konica 7135 Konica 7130 Sharp 350 Toshiba 28 Sharp 280 Xerox 35 Minolta 351

400 300 240 120 120 120 120 120 100 100 100 90 80 None Set None Set

0

100

200

300

400

500

Preventive Maintenance is considered essential to maintain any device, and ensure that it is working to manufacturers specification. The 3035 wins hands down, again with a recommended PM Schedule of 400,000 impressions, 25% higher than the Ricoh 2035. In a Workgroup that images 10,000 impressions per month,on a 36 month lease, the 3035 is the only device that would never require a PM call, allowing for maximum productivity. Of all the contenders, ten have a recommended PM of 120,000 impressions or less. In the case of the Minolta 351, though listed as having no PM set, must have major parts replaced at 80,000 impressions. The Xerox 35 also has no PM set, though they require the user to replace major parts during the life. Best In Class

27

KM-4035

1.2

28

The Competitive Models we analyze versus the KM-4035 are: Canon imageRunner 400S Konica 7145 Panasonic Workio DP4510 Sharp AR-M450 Ricoh Aficio 2045 Toshiba e-Studio 45 Xerox DC440A Xerox CC/WC 45 Keep in mind that there are 35 CPM models within the previous analysis that you may also come up against.

29

Standard Paper SupplyXerox 440

4050 2150 1200 1200 1200 1050 1050 1050 500

Panasonic 4510

4035

Xerox 45

Toshiba 45

Ricoh 2045

Canon 400

Konica 7145

Sharp 450

0

1000

2000

3000

4000

5000

The 4035, comes in third, behind the Xerox DC440, a console unit, and the Panasonic 4510, considered a semi-console device. Both devices have a considerably higher MSRP, at $ 12,350 for the Xerox and $12,995 for the Panasonic. The 4035 has the same standard paper supply as the Toshiba and new Xerox 45, and outdistances the other four models in the analysis. Class Leader

30

Maximum Paper SupplyPanasonic 4510

6250 5550 4800 4550 4200 4050 3700 3550 3100

Canon 400

Xerox 45

Konica 7145

4035

Xerox 440

Toshiba 45

Ricoh 2045

Sharp 450

0

1000

2000

3000

4000

5000

6000

7000

As far as maximum paper supply is concerned, the 4035, at 4,200 sheets comes in behind the Panasonic, Canon and Konica models, each substantially more expensive. Its interesting to note however, that the Xerox 440, has the same amount of paper in standard and max configuration, allowing for very little customization for the customer. As for the Ricoh and Sharp systems, the 4035 has 18% and 35% more paper available in maximum supply.

31

MPT Capacity4035

200 100 100 100 50 50 50 50 50

Toshiba 45

Sharp 450

Xerox 45

Canon 400

Xerox 440

Konica 7145

Ricoh 2045

Panasonic 4510

0

50

100

150

200

250

The 4035 wins the analysis regarding MPT capacity by a wide margin. For busy Workgroups, this is an important paper source, quickly adjusted for the different needs within the group. In the case of the Ricoh and Sharp models, the MPT is an optional paper unit, with an increase in overall costs to the consumer. Best In Class

32

Finisher Stack Capacity4035

3000 2750 2500 2250 2000 2000 2000 1250 1000

Konica 7145

Ricoh 2045

Xerox 45

Canon 400

Panasonic 4510

Toshiba 45

Sharp 450

Xerox 440

0

500

1000

1500

2000

2500

3000

3500

Top honors go to the 4035, with a 3,000 sheet Finisher Stack Capacity. In accounts that print large jobs or print-runs, the ability to stack as many pages, without intervention is a positive. All of the competitors offer finishing devices that would require more intervention to finish large run projects. In the case of the Xerox 440, a user would need to unload the finisher tray every 1,000 sheets, greatly reducing overall productivity. Best In Class

33

First Copy Out TimeXerox 45

3.4 3.5 3.6 3.8 3.9 3.9 4.5 4.6 6

4035

Ricoh 2045

Konica 7145

Toshiba 45

Xerox 440

Panasonic 4510

Sharp 450

Canon 400

0

1

2

3

4

5

6

7

The 4035, in this comparison, is second with a FCOT of 3.5 seconds. Only the Xerox 45 is faster by a tenth of a second. There are a few close contenders like the Ricoh and Konica, but they fall short. Contrast the 4035 FCOT speed with that of the Canon 400, at 6 seconds. Head-to-head, the 4035 would have output 1.77 copies, before the first copy on the Canon 400. Class Leader

34

WarmupRicoh 2045

20 25 30 30 80 81 105 180 240

4035

Konica 7145

Toshiba 45

Sharp 450

Canon 400

Xerox 45

Panasonic 4510

Xerox 440

0

50

100

150

200

250

300

The amount of time it takes a machine to warmup from a cold start can be a perception association to your customers. Human nature is to have what we want, when we want it. The same is true when making copies. When the machine is turned on, customers want copies as quick as possible. The 4035, with a 25 second warmup, is second only to the Ricoh 2035, at 5 seconds faster. At the bottom is the Xerox 440, with a 4 minute warmup. At that rate, the 4035 would have output 140 pages, including Warmup and FCOT. Hows that for productivity? Class Leader

35

Legal % EfficiencyXerox 45

80 69 60 57 53 49 NA NA NA

Panasonic 4510

Xerox 440

4035

Toshiba 45

Sharp 450

Canon 400

Konica 7145

Ricoh 2045

0

20

40

60

80

100

At 57%, the 4035 falls just short of the top three in the Legal % efficiency category. The top three models offer faster throughput with regards to legal size, but are also priced at least $4705.00 more than the 4035. When you take into consideration the higher cost of the machines and the relative value that they provide, the 4035 is definitely the solution for your prospects. For this comparison, legal and ledger speeds were not available for the Canon 400, Konica 7145 or Ricoh 2045.

36

Ledger % EfficiencyXerox 45

68 60 57 50 47 44 NA NA NA

Panasonic 4510

4035

Xerox 440

Toshiba 45

Sharp 450

Canon 400

Konica 7145

Ricoh 2045

0

10

20

30

40

50

60

70

80

The 4035 joins the Class Leaders in Ledger % Efficiency with a 57% rating. Only the Xerox 45 and Panasonic 4510, priced significantly higher have fast output on Ledger sizes. The Xerox 440, Toshiba and Sharp models both fall outside the mark set by the 4035. In accounts that rely on 11x17 documents, the 4035 offers exceptional value and outstanding quality. Class Leader

37

1:2 Duplex % EfficiencyRicoh 2045

100 89 85 82 67 63 NA NA NA

Sharp 450

4035

Panasonic 4510

Toshiba 45

Xerox 440

Canon 400

Konica 7145

Xerox 45

0

20

40

60

80

100

120

Duplex speed is an important factor for customers concerned with reducing costs and the amount of paper an office produces, so it is advantageous to have a device with fast duplex productivity. The 4035 offers the consumer a duplex speed that is 85% of mainframe speed, near the top of the chart. Of the two models with a higher percentage, the Ricohs numbers are based on manufacturer spec, not an independent source. Three models, the Canon 400, Konica 7145 and Xerox 45, did not have duplex speeds available. Class Leader

38

2:2 Duplex % EfficiencyRicoh 2045

100 96 85 84 67 63 NA NA NA

Sharp 450

4035

Panasonic 4510

Toshiba 45

Xerox 440

Canon 400

Konica 7145

Xerox 45

0

20

40

60

80

100

120

The duplex efficiency in 2:2 mode matches the 1:2 mode on the 4035 at 85%, placing it with the Class Leaders. Only the Ricoh and Sharp models bested the 4035 for 2:2 duplex performance. In contrast, the Toshiba and Xerox 440, offered 2:2 duplex speeds that were off the mark, at 67% and 63% respectively. What does that mean to your prospects? An overall reduction in productivity, something todays fast-paced Workgroup may see as a hindrance. Class Leader

39

Document Processor Capacity4035

100 100 80 75 70 50 50 50 50

Toshiba 45

Ricoh 2045

Xerox 45

Panasonic 4510

Konica 7145

Canon 400

Sharp 450

Xerox 440

0

20

40

60

80

100

120

Document Processor Capacity becomes more and more important as the speed of the device increases. Higher speed devices are always designed for higher volume assignments, so the more pages that can be input, the better. The 4035 ties the Toshiba 45 as the only models with a DP Capacity of 100 sheets. The Toshiba model, however is $275 more expensive. Four models in the study have a capacity of only 50 sheets, hindering overall productivity. Class Leader

40

Document Processor OPM4035

50 45 45 45 45 45 45 40 40

Toshiba 45

Panasonic 4510

Konica 7145

Ricoh 2045

Sharp 450

Xerox 45

Canon 400

Xerox 440

0

10

20

30

40

50

60

The 4035 has the only Document Processor that runs faster than mainframe speed, at 50 OPM. For customers concerned with processing productivity, and large numbers of originals, the 4035 offers the appropriate solution. Best In Class

41

DP % Efficiency4035

125 100 100 100 100 100 100 100 100

Toshiba 45

Panasonic 4510

Konica 7145

Ricoh 2045

Sharp 450

Canon 400

Xerox 45

Xerox 440

0

20

40

60

80

100

120

140

Since weve already shown that we have the fastest Document Processor, its important to quantify it. The 4035, at 50 OPM, runs at 125% efficiency versus 100% for the rest of the field. How does that translate? Given 50 originals, the 4035 will scan them in one minute. The Canon and Xerox models would require one minute and 15 seconds, while the rest of the competitors would need one minute 13 seconds. Best In Class

42

Standard Copier RAMXerox 45

128 64 64 64 64 32 32 32 20

4035

Konica 7145

Sharp 450

Ricoh 2045

Canon 400

Panasonic 4510

Toshiba 45

Xerox 440

0

20

40

60

80

100

120

140

The 4035 offers 64MB RAM standard, equal to the Konica, Ricoh and Sharp models. Canon, Panasonic and Toshiba offer 32MB RAM, falling far short of the leaders. In the case of the Xerox DC440, the less said, the better. Class Leader

43

Copier HDDToshiba 45

40 40 20 20 5 2.1 NA NA NA

Panasonic 4510

4035

Ricoh 2045

Sharp 450

Xerox 440

Konica 7145

Canon 400

Xerox 45

0

10

20

30

40

50

The Copier HDD is quickly becoming a vital option to the Workgroup, capable of opening up new imaging opportunities like job storage and Print On Demand (POD). The 4035, offers an optional 20GB HDD for Document Management. Only the Toshiba and Panasonic models offer higher storage capabilities at 40GB. Class Leader

44

Management CodesXerox 45

2150 2000 1000 300 300 300 128 100 50

Xerox 440

4035

Canon 400

Ricoh 2045

Panasonic 4510

Konica 7145

Sharp 450

Toshiba 45

0

500

1000

1500

2000

2500

Management codes are important feature to many of your customers. The 4035 offers a dual option, namely 1,000 Management Codes with the optional HD-70 HDD, 100 Codes without. Only the Xerox models tops the 4035. Trailing the pack is the Toshiba, which would require a third party solution if more than 50 Account Codes were required. Add that to the bottom line. Class Leader

45

Controller MHz4035

500 500 433 433 300 300 300 200 200

Canon 400

Toshiba 45

Xerox 45

Xerox 440

Ricoh 2045

Konica 7145

Sharp 450

Panasonic 4510

0

100

200

300

400

500

600

In 2003, with processing speed of Personal Computers hitting light-speed it seems, fast Controller processing speed is inevitable. The 4035, at 500MHz leads the pack with the Canon. How does that impact your customers? The faster the process speed, the quicker a job leaves the queue and the pipeline of network traffic. This is a feature that every IT department will be interested in when discussing connectivity. Class Leader

46

Drum Yield4035

500 240 240 200 150 150 100 55 26.3

Konica 7145

Panasonic 4510

Xerox 45

Toshiba 45

Ricoh 2045

Sharp 450

Canon 400

Xerox 440

0

100

200

300

400

500

600

At a guaranteed 500,000 impressions, the 4035 outdistances the field by far. The nearest competitors, the Konica 7145 and Panasonic 4510 would need two replacements before the Amorphous Silicon Drum on the 4035 reached its yield. Xerox, by the way, offers a user-replaceable drum, so the customers that invest in the DC440 would have to replace the drum nine times themselves before the 4035 would need one replacement. Best In Class

47

Toner Yield4035

34 30 30 30 27 26.3 24 13.5 10.6

Konica 7145

Ricoh 2045

Xerox 45

Sharp 450

Xerox 440

Panasonic 4510

Toshiba 45

Canon 400

0

5

10

15

20

25

30

35

40

Based on 6% coverage, the 4035 has a recommended toner yield of 34,000 impressions, tops in this comparison. In an account that averages 10,000 pages per month, that roughly translates to a toner replacement every 31/2 months. By contrast, the Canon would require almost a toner per month. This item would need to be ordered and inventories on a regular basis, using valuable company resources. Best In Class

48

PM Schedule4035

500 300 240 150 120 100 60 None Set None Set

Ricoh 2045

Panasonic 4510

Toshiba 45

Konica 7145

Sharp 450

Canon 400

Xerox 45

Xerox 440

0

100

200

300

400

500

600

Preventive Maintenance has always been a hallmark of Kyocera Mita design. At 500,000 images, the 4035 takes the lead again in this all-important category. No other manufacturer can provide a product in this class that lives up to the mark set by the 4035. One critical factor you may want to share with your prospects is the concurrency between drum yield and PM. If the numbers do not match or meet, there will always be more service calls necessary to perform routine service, resulting in additional downtime. Best In Class

49

KM-5035

1.3

50

The Competitive Models we analyze versus the KM-5035 are: Canon imageRunner 5020 Canon imageRunner 5000 Konica 7155 Minolta Di470 Ricoh Aficio 1055 Sharp AR-507 Toshiba e-Studio 550 Xerox CC/WC 55 There are 45 CPM models within the previous analysis that you may also come up against. In addition, many of the competitors featured in this chapter are classified as console devices, which the 5035 is not. Though that sounds like a negative, keep in mind that if a Console Solution is warranted, the 4530 and 5530 offer an alternative to your prospects.

51

Standard Paper SupplyRicoh 1055

4250 4150 4150 3600 2600 1200 1200 1150 1050

Canon 5020

Canon 5000

Toshiba 550

Konica 7155

5035

Xerox 55

Minolta 470

Sharp 507

0

1000

2000

3000

4000

5000

With 1200 sheets of paper standard, the 5035 finishes mid-pack. Its importnat to note that all of the models that have a higher standard paper supply are Console devices, which are significantly more money. If you were to add the 3,000 sheet paper deck to the 5035 for $1470.00, you would have a device with 4200 sheets of paper, and still offer the customer significant savings.

52

Maximum Paper SupplyRicoh 1055

7750 7650 7650 7600 7250 7000 5050 4800 4200

Canon 5020

Canon 5000

Toshiba 550

Minolta 470

Konica 7155

Sharp 507

Xerox 55

5035

0

2000

4000

6000

8000

10000

At 4,200 sheets, the 5035 falls behind the competition when maximum paper supply is discussed. However, most of the competition in this speed range are console devices, much like our 5530, that can offer a large capacity tray that installs alongside the mainframe, significantly raising the cost to the customer.

53

MPT Capacity5035

200 100 100 100 50 50 50 50 50

Konica 7155

Xerox 55

Toshiba 550

Minolta 470

Canon 5000

Canon 5020

Ricoh 1055

Sharp 507

0

50

100

150

200

250

Utilizing an intelligent Multipurpose Tray as an additional paper source is an attractive value proposition for your customers. The bypass is the traditional source for quick change of media sizes, weights and types, so an MPT that can hold more paper, without the need to manually enter size on the control panel is a great benefit. Only our models offer a 200 sheet MPT for the Workgroup. Best In Class

54

Finisher Stack CapacityToshiba 550

4000 3250 3000 3000 3000 2500 2250 2000 2000

Ricoh 1055

5035

Konica 7155

Minolta 470

Sharp 507

Xerox 55

Canon 5000

Canon 5020

0

1000

2000

3000

4000

5000

As you move higher up the slope in regards to speed of MFPs, the finishing options become more robust and varied. The 5035, with a Finisher Stack Capacity of 3,000 sheets is outdistanced by only the Toshiba 550 and Ricoh 1055, and each is a more expensive option than the 5035 offers. Class Leader

55

First Copy Out TimeToshiba 550

3.2 3.4 3.4 3.5 3.5 3.8 3.8 4 4.3

Xerox 55

Konica 7155

5035

Ricoh 1055

Canon 5020

Canon 5000

Minolta 470

Sharp 507

0

1

2

3

4

5

At only 3 tenths of a second off the mark of the Toshiba 550, the 5035 offers one of the highest FCOTs in the study. Many prospects may look past the FCOT of a device, with the attitude of whats one more second mean? Its important to demonstrate that productivity does not begin and end with the mainframe speed of the device. Every factor, including FCOT is critical. Class Leader

56

Warmup5035

25 99 105 150 160 300 300 330 360

Minolta 470

Xerox 55

Sharp 507

Toshiba 550

Canon 5000

Canon 5020

Ricoh 1055

Konica 7155

0

50

100

150

200

250

300

350

400

At 25 seconds the 5035 has the fastest warmup speed of any of the comparison models. The nearest competitor in the analysis, the Minolta 470, has a warmup speed that is nearly four times longer than the 5035. In accounts where the pressure is on from the time the lights are turned on in the morning, the 5035 will surely get noticed. Best In Class

57

Legal % EfficiencyCanon 5020

72 72 71 68 67 65 58 52 NA

Canon 5000

Toshiba 550

Minolta 470

Ricoh 1055

Xerox 55

Sharp 507

5035

Konica 7155

0

10

20

30

40

50

60

70

80

Unlike our 4035 and 3035, which had more typical results in the analysis of Legal and Ledger efficiency, the 5035 does not meet the competition in this category, though virtually every competitor is offering a console device, which will usually feature faster throughput of paper larger than Letter. The 5035, with its outstanding MSRP price of $9295.00, offers your customers a value that is based on the overall package.

58

Ledger % EfficiencyToshiba 550

62 60 60 59 56 52 51 50 NA

Canon 5000

Canon 5020

Minolta 470

Xerox 55

5035

Ricoh 1055

Sharp 507

Konica 7155

0

10

20

30

40

50

60

70

For Ledger efficiency, the 5035, though not the winner, clearly out-performs the Ricoh 1055 and Sharp 507 in this study. Though there are competitors with higher efficiencies, its important to paint the total picture for your customer, and determine how many pages per month they will output using Ledger sizes. Once thats established, place a relative value based on MSRP. Youre customers will be surprised by the results.

59

1:2 Duplex % EfficiencyCanon 5020

98 98 98 96 94 80 70 NA NA

Canon 5000

Ricoh 1055

Toshiba 550

Konica 7155

Sharp 507

5035

Minolta 470

Xerox 55

0

20

40

60

80

100

120

Duplex speed is an important feature, and the 5035, with standard duplex is an outstanding value. Though it did not rate as high in this test as the other manufacturers, its important to ask the probing questions to determine how much duplex output a company requires. In many cases, less than 15% of the total output will be two-sided, so given all the factors regarding speed, productivity and price, many prospects will see that the 5035 is a solution that will get the job done, without breaking the bank. And, if duplex speed is a critical buying criteria, you can propose the 5530 as an alternative, with a 1:2 Duplex % efficiency of 91%.

60

2:2 Duplex % EfficiencyCanon 5020

98 98 98 96 96 82 70 NA NA

Canon 5000

Toshiba 500

Konica 7155

Ricoh 1055

Sharp 507

5035

Minolta 470

Xerox 55

0

20

40

60

80

100

120

As on the last page, the same holds true. Customers interested in the Canon 5020 for its fast 2:2 duplex speed would pay a premium that is $7,705.00 dollars higher than the 5035. The Toshiba 550 has an MSRP that is more than double the 5035, with a $9604.00 difference. This represents quite a financial commitment on your customers part, one that you should make them aware of. And, if duplex speed is a critical buying criteria, you can propose the 5530 as an alternative, with a 1:2 Duplex % efficiency of 91%. Isnt it great to have options?

61

Document Processor Capacity5035

100 100 100 100 100 100 100 70 50

Minolta 470

Konica 7155

Ricoh 1055

Toshiba 550

Canon 5000

Canon 5020

Xerox 55

Sharp 507

0

20

40

60

80

100

120

While many of the competitors offer a 100 sheet Document Processor in this segment, the 5035 takes a back seat to no model. In contrast, the Xerox 55 and Sharp 507, at 70 and 50 sheets respectively, seem at a disadvantage for the 50-55 ppm range. Class Leader

62

Document Processor OPMToshiba 550

65 55 55 55 50 50 50 50 47

Ricoh 1055

Xerox 55

Konica 7155

5035

Canon 5000

Canon 5020

Minolta 470

Sharp 507

0

10

20

30

40

50

60

70

At 50 OPM, the Document Processor on the 5035 runs at rated engine speed, guaranteeing productive output from copy. With the exception of the Sharp model, all of the competitors in this category offer similar specification. Class Leader

63

DP % EfficiencyToshiba 550

118 106 100 100 100 100 100 100 94

Minolta 470

5035

Konica 7155

Xerox 55

Canon 5000

Canon 5020

Ricoh 1055

Sharp 507

0

20

40

60

80

100

120

140

At 100% of mainframe speed, the 5035 is an outstanding value, especially when you consider what the rest of the field offers. Of all the competitors, only two, the Toshiba and Minolta run faster than engine speed. Class Leader

64

Standard Copier RAMCanon 5020

256 128 128 64 64 48 32 32 HDD Only

Canon 5000

Xerox 55

5035

Konica 7155

Ricoh 1055

Minolta 470

Toshiba 550

Sharp 507

0

50

100

150

200

250

300

At 64MB of RAM, the 5035 is a Class Leader in this category. The Canon models and Xerox 55 have a higher amount of RAM, but is it really necessary? In plain terms, our 64MB can hold and process approximately 322 pages (at 6%), which, for most users is far and away enough memory for the majority of copy jobs. Class Leader

65

Copier HDDToshiba 550

40 20 20 20 20 10 10 5.1 NA

5035

Minolta 470

Ricoh 1055

Konica 7155

Sharp 507

Canon 5020

Canon 5000

Xerox 55

0

10

20

30

40

50

With relation to speed, the Document HDD becomes a more valuable option when you move up the slope. The 5035 offers an optional 20GB HDD, capable of storing up to 70,000 pages in memory for re-printing. The only competitor with a higher HDD capacity is the Toshiba 550, with a retail price of $18,995.00. Class Leader

66

Management CodesXerox 55

2150 1000 1000 1000 1000 500 500 500 100

5035

Minolta 470

Canon 5020

Konica 7155

Sharp 507

Toshiba 550

Ricoh 1055

Canon 5000

0

500

1000

1500

2000

2500

Higher speed machines, especially those in the 50-55 ppm range are often employed in larger Workgroups or Departments, so the ability to track a large number of accounts is essential. With the optional HD-70 HDD, the 5035 is capable of tracking 1,000 codes, from either copy or print. Only the Xerox 55, a more expensive proposition to your customers, has a greater capacity. Class Leader

67

Controller MHzCanon 5020

1GHz 566 500 433 366 366 366 266 200

Toshiba 550

5035

Xerox 55

Canon 5000

Konica 7155

Minolta 470

Ricoh 1055

Sharp 507

0

200

400

600

800

1000

1200

At 500MHz, the 5035 is one of the leaders in this category. The Canon 5020 offers two options, the Multi-PDL board which shares resources with the main unit, with contention being a concern, or the EFI M2 with a 1GHz processor. At the time of this analysis, pricing for the M2 was not yet released. Class Leader

68

Drum YieldCanon 5020

3M 3M 500 500 400 360 250 240 200

Canon 5000

5035

Konica 7155

Toshiba 550

Ricoh 1055

Sharp 507

Minolta 470

Xerox 55

0

500

1000

1500

2000

2500

3000

3500

At 500,000 impressions, the 5035 offers an exceptional value in the 50 ppm range. As displayed by the chart, only the Canon imageRunners offer a higher yield, at 3 million impressions, with a drum similar to our 6330 model. At 500,000 impressions, an account that images 15,000 pages per month would need a new drum every 33 months, during the PM. For most Workgroups, who traditionally replace machines every 36 months, a drum yield of 500,000 impressions is more than adequate. In addition, our Drum is guaranteed for the rated yield vs. Canons pro-rated drum. Class Leader

69

Toner YieldToshiba 550

60.1 47.5 46 34 33.3 33 33 30 25

Konica 7155

Ricoh 1055

5035

Minolta 470

Canon 5020

Canon 5000

Xerox 55

Sharp 507

0

10

20

30

40

50

60

70

The amount of toner that needs to be replaced is a consumable that directly impacts the people in the office environment. At 34,000 impressions, the toner for the 5035 just misses the top of the charts, though it is still impressive for a desktop device.

70

PM Schedule5035

500 400 250 250 250 160 150 125 None Set

Toshiba 550

Canon 5020

Canon 5000

Konica 7155

Minolta 470

Ricoh 1055

Sharp 507

Xerox 55

0

100

200

300

400

500

600

With a recommended Preventive Maintenance schedule of 500,000 impressions, concurrent with the drum yield, the 5035 wins top honors in this last product feature category. The next closest competitor is the Toshiba 550, with a PM schedule of 400K. In an interesting look, the Canon models with their enormous drum life, require twice as much Preventive Maintenance as the 5035. Best In Class

71

MSRP Pricing Comparisons

Now that the product feature comparison has been dissected, we need to analyze the data that all of your customers will inevitably seek. Price. The Manufacturers Suggested Retail Price (MSRP) is often dismissed by Sales Professionals because, thats not what it is going for out on the street. True enough. Customers, whether they are purchasing an MFP or Printer, a stereo system or automobile are always looking for the best price. As a Sales Professional, the best price is often offered to meet or beat the competitors, in any effort to win the deal. Product features and benefits, applications and solutions marketing may have taken a backseat in your Sales efforts. Well, what if Kyocera Mita turned the tables? The KM2530/3530/4030 were an unbelievably strong product family. Now, the 3035/4035/5035 are even stronger. What if you had new productive, versatile, reliable Workgroup Multifunctionals, that could address the applications and workflow requirements in an office and provide a smart solution, while offering an extremely competitive price against the competition? These new models offers just that, and more. To further your Sales efforts, we have analyzed the competition, using published MSRPs, to give you a better idea of what you are up against. The MSRP comparisons include: Mainframe MSRP Mainframe Cost Per CPM Copier Configuration MSRP Print/Scan Configuration MSRP Print/Scan/Fax Configuration MSRP After reviewing the comparisons, Im sure you will agree that when you consider the strong product features with the competitive price we offer, the right solution for your customers will be a Kyocera Mita Solution.

73

30353035 Ricoh 1027 Toshiba 28 Canon 2800 Konica 7130 Minolta 351 Xerox 35 Canon 3300 Toshiba 35 Konica 7135 Sharp 280 Panasonic 3010 Ricoh 2035 Sharp 350 Panasonic 3510

Mainframe MSRP$5,995 $6,165 $6,375 $6,500 $7,140 $7140 $7,500 $7,560 $7,625 $7,800 $8,195 $8,765 $9,150 $9,950 $10,995

$0

$2,000

$4,000

$6,000

$8,000

$10,000

$12,000

The 3035, with an MSRP of $5995, is without a doubt the most competitive priced model in the 2735 ppm range of products. Of all thirteen products in the study, only two models, the Ricoh 1027 and Canon 2800 are within $1,000 of the 3035. When you consider that both of these models are less productive in speed, and the Ricoh does not offer standard duplex, there really is no comparison. Best In Class

Note: Models in this comparison are standard with duplex except the following: Ricoh 1027, Sharp 280 and 350. The following models are standard with a Document Processor: Panasonic 3010 and 3510, Ricoh 2035 and Sharp 280 and 350. 74

30353035 Minolta 351 Xerox 35 Toshiba 35 Konica 7135 Toshiba 28 Ricoh 1027 Canon 3300 Canon 2800 Konica 7130 Ricoh 2035 Sharp 350 Panasonic 3010 Sharp 280 Panasonic 3510

Mainframe Cost per CPM$199.83 $205.42 $214.28 $217.85 $222.85 $227.67 $228.33 $229.09 $232.14 $238.00 $261.42 $284.28 $292.16 $292.67 $314.14

$0.00

$50.00 $100.00 $150.00 $200.00 $250.00 $300.00 $350.00

The Mainframe Cost per CPM is a good indicator of the value given the difference in speed within a certain range of products. The relative value of Cost per CPM is an important factor you may want to point out to your prospects. At $199.83, the 3035 comes out on top, ahead of every other model in this study. If you compare the polar ends of this study based on mainframe speed, the Ricoh 1027, at 27 ppm, has a value of $228.33, while the Panasonic 3510, at 35 ppm, is $314.14. While the 3035 has an output speed in the middle of both, its relative value is rated number one. Best In Class

75

3035Ricoh 1027 3035 Panasonic 3010 Canon 2800 Xerox CC35 Sharp 280 Konica 7130 Toshiba 28 Canon 3300 Konica 7135 Minolta 351 Toshiba 35 Sharp 350 Ricoh 2035 Panasonic 3510

Copier MSRP$10,985 $11,442 $11,500 $11,969 $12,090 $12,430 $12,499 $12,575 $13,029 $13,159 $13,220 $13,825 $14,185 $15,605 $15,780

$0

$5,000

$10,000

$15,000

$20,000

For the Copier Configuration, options have been added to create an apples for apples comparison. These options (if not standard) include a Document Processor, Duplex, max paper, Finisher (most versatile), and hole punch. The Ricoh 1027 bested the 3035 by $457, but the Ricoh only offers a 1,000 sheet finisher without hole punch capabilities. The 3035, by contrast offers our 3,000 sheet finisher with multi-position stapling and 2/3 hole punch. The new Ricoh 2035, released in May 2003, with similar options to the 3035, is priced at $15,605. At a savings of $4,163.00, most cost-conscious consumers will be very pleased with your solution. If you take the comparison further, and factor the Cost per CPM data, the Ricoh 1027 will cost $406.00 per CPM, while the 3035 costs $381.00. So, while the 1027 appears to be less expensive, the 3035 offers a better value. Class Leader

76

30353035 Ricoh 1027 Konica 7130 Sharp 280 Panasonic 3010 Xerox 35 Minolta 351 Sharp 350 Konica 7135 Toshiba 28 Ricoh 2035 Toshiba 35 Panasonic 3510 Canon 2800 Canon 3300

Print/Scan MSRP$13,642 $13,645 $14,499 $14,515 $14,690 $15,590 $15,694 $16,270 $16,979 $18,470 $19,200 $19,720 $19,870 $21,264 $22,324

$0

$5,000

$10,000

$15,000

$20,000

$25,000

For the Print/Scan Configuration, the addition of a Print Controller and Scanning capabilities have been added to the Copier Configuration. For many customers, this will be the solution that is required. The 3035, with its combined Print/Scan System (U) offers the customer the most comprehensive connected product, with the most economical price. When you compare our 3035 against the likes of Canon, who require an expensive device to enable scanning, the difference is astounding. Best In Class

77

30353035 Ricoh 1027 Konica 7130 Sharp 280 Panasonic 3010 Minolta 351f Xerox 35 Sharp 350 Konica 7135 Toshiba 28 Toshiba 35 Ricoh 2035 Panasonic 3510 Canon 2800 Canon 3300

Print/Scan/Fax MSRP$14,797 $15,415 $15,689 $15,810 $16,434 $17,024 $17,189 $17,565 $18,169 $19,545 $20,795 $20,945 $21,614 $22,259 $23,319

$0

$5,000

$10,000

$15,000

$20,000

$25,000

Adding fax to the Workgroup MFP is an important way to reduce the overall costs to an Enterprise. Stand-alone fax machine are often expensive to operate and service. The Multifunctional with fax onboard is a great solution for any company. The 3035, with its versatile Network Fax is the clear-cut winner, offering an exceptional value proposition to any company. The Minolta 351, in contrast, does not offer any fax functionality, so the customer would need to choose the 351f model, with standard fax. This seriously reduces the modularity that an MFP can offer to the consumer. Best In Class

78

40354035

Mainframe MSRP$7,645 $9,799 $10,290 $11,550 $11,700 $11,800 $12,350 $12,995 $13,245

Toshiba 45

Canon 400

Sharp 450

Ricoh 2045

Konica 7145

Xerox 440

Panasonic 4510

Xerox 45

$0

$2,000

$4,000

$6,000

$8,000 $10,000 $12,000 $14,000

The 4035, with an MSRP of $7,645.00 is over $2,000 less expensive than the nearest competitor, the Toshiba e45. As we move up in mainframe speed, some models offer a standard document processor, though the Toshiba does not. Even adding our SRDF-2 option, the adjusted price of the 4035 would be $9,005.00, and still the winner. Best In Class

Note: Models in this comparison are standard with duplex except the following: Sharp 450. The following models are standard with a Document Processor: Konica 7145, Panasonic 4510, Ricoh 2045 and Sharp 450.

79

40354035

Mainframe Cost per CPM$191.12 $217.75 $256.66 $257.25 $260.00 $262.22 $288.77 $294.33 $308.75

Toshiba 45

Sharp 450

Canon 400

Ricoh 2045

Konica 7145

Panasonic 4510

Xerox 45

Xerox 440

$0.00

$50.00 $100.00 $150.00 $200.00 $250.00 $300.00 $350.00

At a Mainframe Cost per CPM of $191.83, the 4035 offers truly astounding value to the Workgroup. By comparison lets look at the Xerox models, the new Xerox 45 would breakdown to $294.33 per CPM, while the older 440 is $308.75. The customer would spend $103.21 and $117.63 more per CPM for the X-brand. Most customers in todays business climate cant afford to rely on a more expensive brand anymore. Best In Class

80

40354035

Copier MSRP$13,092 $13,500 $15,999 $16,130 $16,890 $17,261 $17,385 $17,875 $18,155

Xerox 440

Toshiba 45

Konica 7145

Xerox 45

Canon 400

Sharp 450

Panasonic 4510

Ricoh 2045

$0

$5,000

$10,000

$15,000

$20,000

In the Copier Configuration, adding the options for a complete system, the 4035 is again on top. The Xerox 440, at $13,500 is second, but only has 2,050 sheets of paper available. Compared to the 4035, which would have 4,200 sheets of paper on-line. When you consider the Sharp 45, which placed third in the mainframe match-up, you must also realize that once the options have been added, it is clearly a very expensive proposition. Best In Class

81

40354035

Print/Scan MSRP$15,292 $16,395 $18,185 $18,819 $18,850 $19,470 $21,750 $21,965 $23,301

Xerox 440

Xerox 45

Toshiba 45

Konica 7145

Sharp 450

Ricoh 2045

Panasonic 4510

Canon 400

$0

$5,000

$10,000

$15,000

$20,000

$25,000

Time and time again, the Kyocera Mita models seem to lead, not follow. The 4035, with Print/Scan System (U) takes top honors. When customers are looking for both sides of the connectivity element, namely printing and scanning, its important to provide versatile functionality, a key to Kyocera Mitas Scanning Suite. On the other hand, a model like the Konica 7145 requires customers to purchase OCR and File Management software, standard items on our products. Best In Class

82

40354035

Print/Scan/Fax MSRP$16,447 $18,355 $19,784 $19,894 $20,040 $20,765 $23,495 $23,495 $23,709

Xerox 440

Xerox 45

Toshiba 45

Konica 7145

Sharp 450

Ricoh 2045

Canon 400

Panasonic 4510

$0

$5,000

$10,000

$15,000

$20,000

$25,000

Five out of five. Thats what we have when you consider the Print/Scan/Fax configuration added to the mix. The 4035 offers the most comprehensive Workgroup solution in the 36-45 ppm range, from a product, and price standpoint. At the bottom of the charts is the Canon 400s which is also the only model that has no ability to fax from the desktop. Best In Class

83

50355035

Mainframe MSRP$9,295 $11,250 $14,900 $15,745 $17,000 $17,000 $17,000 $17,950 $18,899

Minolta 470

Sharp 507

Xerox 55

Ricoh 1055

Canon 5020

Canon 5000

Konica 7155

Toshiba 550

$0

$5,000

$10,000

$15,000

$20,000

In every sense, 50 pages per minute is recognized in the Industry as a plateau of sorts. Customers who require Imaging devices that can output 50 ppm have usually been left with a choice between expensive and really expensive. The 5035 changes all that. With an MSRP of $9295.00, Kyocera Mita has introduced a product for the Workgroup and Department, hitting the speed plateau, and under $10,000.00. When compared to the rest of the field, it really is a stark contrast what we offer. Look at the Toshiba 550. At $18,899.00 it is twice as expensive as the 5035.While its true that this is a Console device, and priced accordingly, when all of the options are added, the 5035 still comes out on top.Whats that mean? In a company with 20 devices, the 5035 would save $192,080.00 in mainframe hardware costs alone. Best In ClassNote: All models in this comparison are standard with duplex. The following models are standard with a Document Processor: Canon 5020, Konica 7155, Minolta 470, Ricoh 1055, Sharp 507, Toshiba 550 and Xerox 55. 84

50355035 Minolta 470 Xerox 55 Sharp 507 Ricoh 1055 Konica 7155 Canon 5000 Canon 5020 Toshiba 550 $0.00

Mainframe Cost per CPM$185.90 $239.36 $286.27 $298.00 $309.09 $326.36 $340.00 $340.00 $343.61 $50.00 $100.00 $150.00 $200.00 $250.00 $300.00 $350.00 $400.00

The value of the 5035, based on Cost per CPM is a difference that can be measured with this chart. At $185.00 per CPM, the 5035 bests the field by a minimum of $53.46. At the bottom of the charts are the Canon models, and the Toshiba 550, which are $155.00 and $158.61 more when Cost per CPM is computed. Best In Class

85

50355035

Copier MSRP$14,742 $18,250 $19,390 $19,505 $20,755 $20,850 $20,850 $21,575 $22,748

Minolta 470

Xerox 55

Sharp 507

Ricoh 1055

Canon 5020

Canon 5000

Konica 7155

Toshiba 550

$0

$5,000

$10,000

$15,000

$20,000

$25,000

Adding the Finisher, Document Processor and LCT to the 5035, still reveals the same result. We win again. Remember that some of these models are console devices, with standard feeders and paper capacities. However, when you stack all the cards on the table, its the 5035 that comes up first. At $14,742.00, the 5035 outpaces the Minolta 470 by $3,508.00. For that difference, your Workgroup customers could add a Kyocera Mita FS-C5016N ($2995.00) and add color print output for less. Best In Class

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50355035

Print/Scan MSRP$16,942 $22,850 $22,890 $23,245 $23,315 $26,004 $26,921 $29,695 $31,195

Konica 7155

Xerox 55

Minolta 470

Sharp 507

Ricoh 1055

Toshiba 550

Canon 5000

Canon 5020

$0

$5,000 $10,000 $15,000 $20,000 $25,000 $30,000 $35,000

As evidenced by this chart, fast Multifunctional connectivity doesnt need to break the bank. The 5035, at $16,942.00 is the only system in the comparison with an MSRP in Print/Scan Configuration below $20,000.00. And of all the competitors, the difference is truly astounding. The Canon 5020, at $31,195.00 is 84% more expensive to acquire as the 5035. Best In Class

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50355035

Print/Scan/Fax MSRP$18,097 $24,489 Fax Not Available Fax Not Available Fax Not Available Fax Not Available Fax Not Available Fax Not Available Fax Not Available

Xerox 55

Konica 7155

Minolta 470

Sharp 507

Ricoh 1055

Toshiba 550

Canon 5000

Canon 5020

$0

$5,000

$10,000

$15,000

$20,000

$25,000

$30,000

This chart is not a typographical error. For the Workgroup that requires traditional faxing capabilities, in vertical markets like Legal and Financial, only two models, the 5035 and the Xerox 55 offer this capability in the 50-55 ppm range. Thats a significant advantage when you are marketing your solution to accounts that need fax and want to significantly reduce their overall expense. Oh, and we win again. Best In Class

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Analyzing the Competition

In the competitive world of Imaging Sales, comparisons between manufacturers and vendors products, services and technology is inevitable. Presenting your solution with an informed point of view about the competition, with impartiality, will demonstrate to your clients and prospects an air of professionalism and self-assuredness. Remember, one of the key strategies of Sales is to sell yourself. After that is accomplished, it will be much easier to market the solution you provide. This section will give you an overview of each Company featured in the head-to-head analysis.

Splitting the FieldAn important factor to note is the ability for our Solutions to split the field, or more precisely, offer a valuable upgrade in speed when warranted. Though the charts reflect an example of a 4035 vs. a 45 ppm competitor, in many cases, we can offer the 5035, with the same inherent features and value, at a substantial savings.

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3.0 Canonhttp://www.usa.canon.comCompany OverviewCanon USA Inc., based in Lake Success, NY, offers a diverse range of Business, Consumer and Industrial products. They market an extensive product line of Imaging devices, both monochrome and color, copier and printer. Canon USA employs over 11,000 people at 30 facilities throughout the Americas and the Caribbean. Digital MFP Product Line The majority of Canons MFP line is branded with the imageRUNNER moniker. The imageRUNNER series is available in speeds from 13-105 ppm. In the last few years, Canon has introduced the imageCLASS brand, for low-volume products. As far as connectivity, for years Canon has relied on Print Controllers manufactured by EFI for their color and monochrome devices. However, this strategy has seemed to be shifting towards controllers now manufactured by Canon. These new controllers are available on some, but not all of the imageRUNNER models, though as the line changes, this will probably be the case. Distribution Canons Imaging products are sold via Direct Sales (Canon Business Systems) and a strong Dealer network. Approximately 40% of Canons Sales are through IKON (www.ikon.com).

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3035 vs. Canon 2800Canon 2800 Faceoff 28 PPM Desktop Copier with standard Duplex, 500 x 2 Paper Drawers and 50 sheet Bypass. Standard 128MB RAM and 5.1GB HDD. Optional paper handling, Document Processor and Finishing. Optional Network Printing. Optional Scanning and eCopy solutions. Optional Fax Board. Points to Focus Faster Mainframe speed of 30 ppm vs. 28 Higher standard paper supply of 1200 vs. 1050 400% Higher MPT Sheet Capacity of 200 vs. 50 300% Higher Finisher Stack Capacity of 3000 vs. 1000 48% Faster FCOT (3.9 seconds vs. 5.8 seconds) Faster Legal % efficiency of 67% vs 57% Faster Ledger % efficiency of 67% vs 50% 200% Higher DP capacity of 100 vs. 50 Faster DP % efficiency of 166% vs. 100% Optional 20GB HDD for 3035, vs. 5.1GB HDD on 2800 More robust Print Controller at 500MHZ vs. 250MHz Network Scanning included with Print Overall Scanning capabilities vs. Canon solution Lower Mainframe MSRP of $5995.00 vs. $7560.00 Lower MSRP Pricing in every Sales Configuration Drum Yield of 400K vs. 55K 226% higher Toner Yield of 34K vs. 15K PM Schedule of 400K vs. 120K Implications With the Canon 2800 you cannot: Customize the Touch Screen Combine images scanned from glass with scans from Document Processor Stack more than 1,000 sheets in the Finisher Page number in copy mode Connect to Controller using USB Store Forms for copy or print With the Canon 2800 you must: Purchase the eCopy Scan Station for $6995.00 for advanced Scanning functionality Purchase an expensive third party solution if you require more than 300 Account Codes Refill toner over 2.25 times more often Perform 3 PMs before one is required on the 3035 Replace the drum 6 times before a drum is required on the 3035

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3035 vs. Canon 3300Canon 3300 Faceoff 33 PPM Desktop Copier with standard Duplex, 500 x 2 Paper Drawers and 50 sheet Bypass. Standard 128MB RAM and 5.1GB HDD. Optional paper handling, Document Processor and Finishing. Optional Network Printing. Optional Scanning and eCopy solutions. Optional Fax Board. Points to Focus Higher standard paper supply of 1200 vs. 1050 400% Higher MPT Sheet Capacity of 200 vs. 50 300% Higher Finisher Stack Capacity of 3000 vs. 1000 48% Faster FCOT (3.9 seconds vs. 5.8 seconds) Faster Legal % efficiency of 67% vs 48% Faster Ledger % efficiency of 67% vs 42% Faster 1:2 Duplex % efficiency of 90% vs 79% Faster 2:2 Duplex % efficiency of 90% vs 76% 200% Higher DP capacity of 100 vs. 50 Faster DP % efficiency of 166% vs. 100% Optional 20GB HDD for 3035, vs. 5.1GB HDD on 3300 More robust Print Controller at 500MHZ vs. 250MHz Network Scanning included with Print Overall Scanning capabilities vs. Canon solution Lower Mainframe MSRP of $5995.00 vs. $7560.00 Lower MSRP Pricing in every Sales Configuration Drum Yield of 400K vs. 55K 226% higher Toner Yield of 34K vs. 15K PM Schedule of 400K vs. 120K Implications With the Canon 3300 you cannot: Customize the Touch Screen Combine images scanned from glass with scans from Document Processor Stack more than 1,000 sheets in the Finisher Page number in copy mode Connect to Controller using USB Store Forms for copy or print With the Canon 3300 you must: Purchase the eCopy Scan Station for $6995.00 for advanced Scanning functionality Purchase an expensive third party solution if you require more than 300 Account Codes Refill toner over 2.25 times more often Perform 3 PMs before one is required on the 3035 Replace the drum 6 times before a drum is required on the 3035

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4035 vs. Canon 400SCanon 400S Faceoff 40 PPM Console Copier with standard Duplex, 500 x 2 Paper Drawers and 50 sheet Bypass. Standard 32MB RAM. Optional paper handling, Document Processor and Finishing. Optional Network Printing. Optional Scanning. Optional Fax Board. Points to Focus Higher standard paper supply of 1200 vs. 1050 400% Higher MPT Sheet Capacity of 200 vs. 50 50% Higher Finisher Stack Capacity of 3000 vs. 2000 58% Faster FCOT (3.5 seconds vs. 6 seconds) 200% Higher DP capacity of 100 vs. 50 Faster DP % efficiency of 125% vs. 100% Optional 20GB HDD for 3035, no HDD for 400S Job Build Network Scanning included with Print Overall Scanning capabilities vs. Canon solution Lower Mainframe MSRP of $7645.00 vs. $10,290.00 Lower MSRP Pricing in every Sales Configuration Drum Yield of 500K vs. 55K 320% higher Toner Yield of 34K vs. 10.6K PM Schedule of 400K vs. 120K Implications With the Canon 400S you cannot: Customize the Touch Screen Add Covers to documents Add Inserts to documents Access Job Build to copy more than 50 pages at a time Program a new copy job during processing Stack more than 2,000 sheets in the Finisher Page number in copy mode Connect to Controller using USB Store Forms for copy or print With the Canon 400S you must: Spend significantly more money for Print Purchase the Scan board for $1,365.00 for Scanning functionality Purchase an expensive third party solution if you require more than 300 Account Codes Refill toner over 3.2 times more often Perform 3 PMs before one is required on the 4035 Replace the drum 8 times before a drum is required on the 4035

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5035 vs. Canon 5020Canon 5020 Faceoff 50 PPM Console Copier with standard RADF and Duplex, 4,150 sheet paper supply. Standard 256MB RAM and 10GB HDD. Optional paper handling and Finishing. Optional Network Printing. Optional Scanning and eCopy solutions. Points to Focus 400% Higher MPT Sheet Capacity of 200 vs. 50 50% Higher Finisher Stack Capacity of 3000 vs. 2000 Faster FCOT (3.5 seconds vs. 3.8 seconds) 1200% Faster Warmup (25 seconds vs. 5 minutes) Optional 20GB HDD for 3035, vs. 10GB HDD on 5020 Network Scanning included with Print Overall Scanning capabilities vs. Canon solution Lower Mainframe MSRP of $12,125.00 vs. $17,000.00 (5035 w/options) Lower MSRP Pricing in every Sales Configuration PM Schedule of 500K vs. 250K Implications With the Canon 5020 you cannot: Customize the Touch Screen Stack more than 2,000 sheets in the Finisher Page number in copy mode Connect to Controller using USB Add fax Functionality to Mainframe With the Canon 5020 you must: Purchase the eCopy Scan Station for $6995.00 for advanced Scanning functionality Perform 2 PMs before one is required on the 5035 Purchase a stand-alone fax unit to deliver faxes Spend significantly more money for Print

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3.1 Konicahttp://www.konicabt.comCompany OverviewKonica Business Technologies is based in Windsor, CT, and is focused on a range of Imaging products for large and small business. Konica markets a line of color and monochrome digital copiers and printers, facsimile products and analog copiers. Konica/Minolta Merger In 2002, Konica and Minolta announced a merger between the two companies to be completed in 2003. This new company will be called Konica Minolta. More information regarding Konica Minolta can be found at http://konicaminolta.net/index.html. Digital MFP Product Line Konica offers an especially strong product above 50 ppm, with an emphasis on high-volume. At present, Konica does offer products in the 30-45 ppm range, though rumors regarding the merger point to Minolta products taking the Workgroup segment over. Konica utilizes its own line of Print Controllers, targeted at functionality, not innovation. While the features of their digital MFPs are strong, the scanning capabilities are often seen as somewhat lacking. Distribution Konica has a strong Direct Sales channel, as well as a Dealer Channel. Direct Sales tends to focus on National and Major Accounts, and they are quite successful in this area. At this time it is not clear how the merger will affect distribution.

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3035 vs. Konica 7135Konica 7135 Faceoff 35 PPM Desktop Copier with standard Duplex, 500 x 2 Paper Drawers and 50 sheet Bypass. Standard 32MB RAM. Optional paper handling, Document Processor and Finishing. Optional Network Printing and Scanning. Optional Fax Board. Points to Focus Higher standard paper supply of 1200 vs. 1050 400% Higher MPT Sheet Capacity of 200 vs. 50 272% Higher Finisher Stack Capacity of 3000 vs. 1,100 Faster FCOT (3.9 seconds vs. 4.2 seconds) Faster 1:2 Duplex % efficiency of 90% vs 82% Faster 2:2 Duplex % efficiency of 90% vs 80% 200% Higher DP capacity of 100 vs. 50 Faster DP % efficiency of 166% vs. 100% Higher Standard RAM of 64MB vs. 32MB Optional 20GB HDD for 3035, no HDD for 7135 Ability to store 70,000 pages for re-print Job Build More robust Print Controller at 500MHZ vs. 300MHz Overall Scanning capabilities No Scan to File with 7135 Lower Mainframe MSRP of $5995.00 vs. $7800.00 Lower MSRP Pricing in every Sales Configuration Drum Yield of 400K vs. 200K Higher Toner Yield of 34K vs. 30K PM Schedule of 400K vs. 100K Implications With the Konica 7135 you cannot: Customize the Touch Screen Scan more than 50 pages for a single document Stack more than 1,100 sheets in the Finisher Connect to Controller using USB Hole punch finished documents Scan directly to PC or MAC Store documents for re-print With the Konica 7135 you must: Add another Scanner for advanced functionality Purchase an expensive third party solution if you require more than 128 Account Codes Refill toner more often Perform 4 PMs before one is required on the 3035 Replace the drum 2 times before a drum is required on the 3035 Purchase expensive pre-drilled paper for punched output97

3035 vs. Konica 7130Konica 7130 Faceoff 30 PPM Desktop Copier with standard Duplex, 500 x 2 Paper Drawers and 50 sheet Bypass. Standard 32MB RAM. Optional paper handling, Document Processor and Finishing. Optional Network Printing and Scanning. Optional Fax Board. Points to Focus Higher standard paper supply of 1200 vs. 1050 400% Higher MPT Sheet Capacity of 200 vs. 50 272% Higher Finisher Stack Capacity of 3000 vs. 1,100 Faster FCOT (3.9 seconds vs. 4.8 seconds) Faster Legal % efficiency of 67% vs. 57% Faster Ledger % efficiency of 67% vs. 50% Faster 1:2 Duplex % efficiency of 90% vs 70% Faster 2:2 Duplex % efficiency of 90% vs 70% 200% Higher DP capacity of 100 vs. 50 Faster DP % efficiency of 166% vs. 100% Higher Standard RAM of 64MB vs. 32MB Optional 20GB HDD for 3035, no HDD for 7130 Ability to store 70,000 pages for re-print Job Build More robust Print Controller at 500MHZ vs. 300MHz Overall Scanning capabilities No Scan to File with 7130 Lower Mainframe MSRP of $5995.00 vs. $7140.00 Lower MSRP Pricing in every Sales Configuration Drum Yield of 400K vs. 200K Higher Toner Yield of 34K vs. 30K PM Schedule of 400K vs. 100K Implications With the Konica 7130 you cannot: Customize the Touch Screen Scan more than 50 pages for a single document Stack more than 1,100 sheets in the Finisher Connect to Controller using USB Hole punch finished documents Scan directly to PC or MAC Store documents for re-print With the Konica 7130 you must: Add another Scanner for advanced functionality Purchase an expensive third party solution if you require more than 128 Account Codes Refill toner more often Perform 4 PMs before one is required on the 3035 Replace the drum 2 times before a drum is required on the 3035 Purchase expensive pre-drilled paper for punched output 98

4035 vs. Konica 7145Konica 7145 Faceoff 45 PPM Console Copier with standard RADF and Duplex, 500 x 2 Paper Drawers and 50 sheet Bypass. Standard 64MB RAM. Optional paper handling, and Finishing. Optional Network Printing and Scanning. Optional Fax Board. Points to Focus Higher standard paper supply of 1200 vs. 1050 400% Higher MPT Sheet Capacity of 200 vs. 50 Higher Finisher Stack Capacity of 3000 vs. 2750 Faster FCOT (3.9 seconds vs.3.8 seconds) 200% Higher DP capacity of 100 vs. 50 Faster DP % efficiency of 125% vs. 100% Optional 20GB HDD for 3035, no HDD for 7145 Ability to store 70,000 pages for re-print Job Build More robust Print Controller at 500MHZ vs. 300MHz Overall Scanning capabilities No Scan to File with 7145 Lower Mainframe MSRP of $7645.00 vs. $11,800.00 Lower MSRP Pricing in every Sales Configuration Drum Yield of 500K vs. 240K Higher Toner Yield of 34K vs. 30K PM Schedule of 500K vs. 120K Implications With the Konica 7145 you cannot: Customize the Touch Screen Connect to Controller using USB Hole punch finished documents Scan directly to PC or MAC Store documents for re-print With the Konica 7135 you must: Add another Scanner for advanced functionality Purchase an expensive third party solution if you require more than 128 Account Codes Refill toner more often Perform 4 PMs before one is required on the 4035 Replace the drum 2 times before a drum is required on the 4035 Purchase expensive pre-drilled paper for punched output Pay an additional $720.00 for PostScript Printing

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5035 vs. Konica 7155Konica 7135 Faceoff 55 PPM Console Copier with standard RADF and Duplex, and 2600 sheet paper supply. Standard 64MB RAM, Optional 20GB HDD. Optional paper handling, and Finishing. Optional Network Printing and Scanning. Points to Focus Modular Design of 5035 200% Higher MPT Sheet Capacity of 200 vs. 100 200% Higher DP capacity of 100 vs. 50 More robust Print Controller at 500MHZ vs. 366MHz Overall Scanning capabilities No Scan to File with 7155 Lower Mainframe MSRP of $12,125.00 vs. $17,950.00. (5035 w/options) Lower MSRP Pricing in every Sales Configuration PM Schedule of 500K vs. 250K Implications With the Konica 7155 you cannot: Customize the Touch Screen Connect to Controller using USB Scan directly to PC or MAC Add Fax functionality to device With the Konica 7155 you must: Add another Scanner for advanced functionality Perform 2 PMs before one is required on the 5035 Purchase a stand-alone fax machine to deliver faxes Pay an additional $1400.00 for PostScript Printing Spend $500.00 more for the optional HDD ($350.00 vs. $850.00)

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3.2 Minoltahttp://bpg.minoltausa.comCompany OverviewMinolta and the Business Products Group are based in Ramsey, NJ and markets a range of MFP and Print devices, for business and the desktop. Konica/Minolta Merger In 2002, Konica and Minolta announced a merger between the two companies to be completed in 2003. This new company will be called Konica Minolta. More information regarding Konica Minolta can be found at http://konicaminolta.net/index.html. Digital MFP Product Line Minolta offers a range of digital MFP products using the DIALTA branding. These models have been traditionally in Segment 4 and below. As far as the merger, models under 40 ppm should still be Minolta OEM. Connectivity options for the monochrome devices can be Minolta manufactured, or in some cases, utilizing an EFI option. The direction for monochrome tends to be shifting towards an in-house solution concerning controllers. Distribution Minolta sells through a Dealer channel, as well as Direct Sales offices in major markets. At this time it is not clear how the merger will affect distribution.

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3035 vs. Minolta 351Minolta 351 Faceoff 35 PPM Desktop Copier with standard Duplex, 500 x and 1 x 275, 1 x500 sheet paper drawers and single sheet bypass.. Standard 32MB RAM. Optional paper handling, Document Processors and Finishing. Optional Network Printing. Optional Scanning. Points to Focus Higher standard paper capacity of 1200 vs. 875 Higher maximum paper capacity of 4200 vs 4125 Higher MPT Sheet Capacity of 200 vs. 1 Faster Ledger % efficiency of 67% vs. 57% Faster 1:2 Duplex % efficiency of 90% vs. 60% Faster 2:2 Duplex % efficiency of 90% vs. 60% Higher DP capacity of 100 vs. 70/50 Higher standard copier RAM of 64MB vs. 32MB Optional 20GB HDD for 3035, no HDD for 351 Ability to store 70,000 pages for re-print More robust Print Controller at 500MHZ vs. 100MHz Overall Scanning capabilities Lower Mainframe MSRP of $5995.00 vs. $7190.00 Lower MSRP Pricing in every Sales Configuration Drum Yield of 400K vs. 80K Toner Yield of 34K vs. 11K PM Schedule of 400K vs. 300K Implications With the Minolta 351 you cannot: Customize the Touch Screen Connect to Controller using USB Scan directly to PC or MAC Combine images scanned from glass to documents scanned from DP Use Positive/Negative Reverse Utilize TWAIN Scanning Add fax functionality to Di351 down the road Store documents to HDD for re-print With the Minolta 351 you must: Add another Scanner for advanced functionality Purchase OCR software Purchase the 351f model if you require fax, a $1330.00 more expensive device Pay an additional $945.00 for PostScript Printing Settle for a less robust Print Controller Pay $534.00 extra for a Network Interface (NIC)

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5035 vs. Minolta 470Minolta 470 Faceoff 47 PPM Console Copier with standard RADF, 550 x 2 paper drawers and 50 sheet bypass. Standard 32MB RAM, optional 20GB HDD. Optional duplex, paper handling, and Finishing. Optional Network Printing and Scanning. Points to Focus Faster Mainframe speed of 50 ppm vs. 47 Faster FCOT time (3.5 seconds vs. 4 seconds.) Faster Warmup time (25 seconds vs. 99 seconds) Higher standard paper capacity 400% Higher MPT Sheet Capacity of 200 vs. 50 More robust Print Controller at 500MHZ vs. 366MHz Overall Scanning capabilities No Scan to File Limitations of controllers for scanning Lower Mainframe MSRP of $10,655.00 vs. $11,250.00 (5035 w/options) Lower MSRP Pricing in every Sales Configuration Drum Yield of 500K vs. 240K PM Schedule of 500K vs. 160K No fax functionality for Minolta 470 Implications With the Minolta 470 you cannot: Customize the Touch Screen Connect to Controller using USB Scan directly to PC or MAC on either controller Scan to e-mail with the Minolta manufactured Controller Use Positive/Negative Reverse Add Fax functionality to device With the Minolta 470 you must: Add another Scanner for advanced functionality Perform 2 PMs before one is required on the 5035 Purchase a stand-alone fax machine to deliver faxes Choose between a Fiery Controller for $2495.00 or Minolta Controller for $4995.00 Pay an additional $520.00 for NIC on Minolta Controller Spend $460.00 more for the optional HDD ($350.00 vs. $810.00)

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3.3 Panasonichttp://www.panasonic.comCompany OverviewPanasonic is a subsidiary of Matsushita Corp, based in Secaucus, NJ. Matsushita manufactures a full complement of Imaging devices for copy, print and fax. Matsushita Corporation is one of the largest Industrial companies in the world. Digital MFP Product Line Panasonic brands a line of Digital MFPs under the name WORKIO. They have been active in the last two to three years introducing a full line-up of products from 13-70 ppm, with some of the higher speed engines manufactured by Fuji Xerox. As far as connectivity, many of the models offer standard GI printing, with controllers manufactured by Matsushita. Optional upgrades include PCL and PostScript emulations. Panasonic also offers controllers built by AHT. Distribution Panasonic is primarily distributed via a Dealer Channel, though they have opened Direct Sales offices in markets that require a more significant presence.

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3035 vs. Panasonic 3010Panasonic 3010 Faceoff 30 PPM Desktop Copier with standard RADF and Duplex, 550 x 2 paper drawers and 50 sheet bypass. Standard 16MB RAM, optional 40GB HDD. Optional paper handling, and Finishing. Standard GDI Printing. Optional Network Printing. Optional Scanning. Optional Fax. Points to Focus Higher standard paper capacity Higher Finisher Stack Capacity of 300 vs. 500 47% Higher maximum paper capacity of 4200 vs. 2250 400% Higher MPT Sheet Capacity of 200 vs. 50 200% Higher DP capacity of 100 vs. 50 Faster DP % efficiency of 166% vs. 100% Faster FCOT of 3.9 seconds vs. 4.5 Higher standard RAM of 64MB vs. 16MB More robust Print Controller at 500MHZ vs. 200MHz Overall Scanning capabilities TWAIN Compliance Lower Mainframe MSRP of $5995.00 vs. $8765.00 Lower MSRP Pricing in every Sales Configuration Drum Yield of 400K vs. 60K Toner Yield of 34K vs. 15K PM Schedule of 500K vs. 250K Implications With the Panasonic 3010 you cannot: Customize the Touch Screen Utilize TWAIN Scanning Stack more than 500 sheets in the Finisher Adjust all standard paper sources for various sizes With the Panasonic 3010 you must: Settle for GDI Printing with standard configuration Pay $2195.00 for PCL and PostScript Perform 3 PMs before one is required on the 3035 Replace the drum 6 times before one drum replacement on the 3035 Add toner over 3 times more often Add an additional $995.00 for scanning, over the $2195.00 for print Purchase a third party option if you require more than 300 Account Codes

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3035 vs. Panasonic 3510Panasonic 3510 Faceoff 35 PPM semi- Console Copier with standard RADF and Duplex, and 2250 sheet paper supply. Standard 32MB RAM, optional 40GB HDD. Optional paper handling, and Finishing. Standard GDI Printing. Optional Network Printing and Scanning. Optional Fax. Points to Focus Modular Design of 3035 48% Faster FCOT of 3.9 seconds vs. 5.8 seconds 400% Higher MPT Sheet Capacity of 200 vs. 50 Faster 1:2 Duplex % efficiency of 90% vs. 80% Faster 2:2 Duplex % efficiency of 90% vs. 80% Higher DP capacity of 100 vs. 70 faster DP % efficiency of 166% vs. 100% Higher standard copier RAM of 64MB vs. 32MB More robust Print Controller at 500MHZ vs. 200MHz Overall Scanning capabilities TWAIN Compliance Lower Mainframe MSRP of $5995.00 vs. $10,995.00 Lower MSRP Pricing in every Sales Configuration Drum Yield of 400K vs. 240K Toner Yield of 34K vs. 24K PM Schedule of 400K vs. 240K Implications With the Panasonic 3510 you cannot: Customize the Touch Screen Connect to Controller using USB Utilize TWAIN Scanning Adjust all standard paper sources for various sizes With the Panasonic 3510 you must: Perform PMs more often than on the 3035 Settle for GI Printing with standard configuration Pay an additional $3095.00 for PCL and PostScript Printing Spend $995.00 additional for Scanning Add toner more often Replace the drum 60% more often

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4035 vs. Panasonic 4510Panasonic 4510 Faceoff 45 PPM semi-Console Copier with standard RADF and Duplex, and 2250 sheet paper supply. Standard 32MB RAM,optional 40GB HDD. Optional paper handling, and Finishing. Standard GDI Printing. Optional Network Printing and Scanning. Optional Fax. Points to Focus Modular Design of 4035 Faster FCOT of 3.5 seconds vs. 4.5 seconds Faster Warmup time of 25 seconds vs. 3 minutes Higher Finisher Stack Capacity of 3000 vs. 2000 Faster 1:2 Duplex % efficiency of 85% vs. 82% Faster 2:2 Duplex % efficiency of 85% vs. 84% 400% Higher MPT Sheet Capacity of 200 vs. 50 Higher DP capacity of 100 vs. 70 Faster DP % efficiency of 125% vs. 100% Higher standard copier RAM of 64MB vs. 32MB More robust Print Controller at 500MHZ vs. 200MHz Overall Scanning capabilities TWAIN Compliance Lower Mainframe MSRP of $7645.00 vs. $12,995.00 Lower MSRP Pricing in every Sales Configuration Drum Yield of 500K vs. 240K Toner Yield of 34K vs. 24K. PM Schedule of 500K vs. 250K Implications With the Panasonic 4510 you cannot: Customize the Touch Screen Connect to Controller using USB Stack more than 2000 sheets in the Finisher Utilize TWAIN Scanning With the Panasonic 4510 you must: Settle for GI printing in standard configuration Pay an additional $3095.00 for PCL and PostScript Spend an additional $995.00 for Network Scanning Perform 2 PMs before one is required on the 4035 Add toner more often Replace the the drum 2 times before one is required on the 4035

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3.4 Ricohhttp://www.ricoh-usa.comCompany OverviewRicoh, based in West Caldwell, NJ, offers a wide range of products for the business. In recent years, Ricoh has acquired three other Copier vendors, Savin, Gestetner and Lanier, which markets the Ricoh line under re-labeled names. Digital MFP Product Line Ricohs line of digital MFPs fall under the AFICIO brand name. AFICIO models range in speed from 12-105 ppm. Combined with the re-labeled models, Ricoh offers a formidable presence in the marketplace. Ricoh has offered print controllers manufactured by Peerless and EFI in the past, though some models still have these options. The focus moving forward is to utilize Ricoh manufactured controllers throughout the line-up, with third party relationships still an option. Distribution Ricoh and its subsidiaries are distributed via a strong Dealer Channel, which includes a significant presence from IKON and DANKA (www.danka.com). They have also started to expand the Direct Sales channel (Ricoh Business Systems) theyve had in the New York Metropolitan and Washington DC areas.

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3035 vs. Ricoh 1027Ricoh 1027 Faceoff 27 PPM Desktop Copier with standard 500 x 2 paper drawers. Standard 32MB RAM, Optional 6GB HDD. Optional RADF, Duplex, Bypass, paper handling, and Finishing. Optional Network Printing and Scanning. Optional Fax. Points to Focus 11% Faster mainframe speed 20% Higher standard paper capacity of 1200 vs. 1000 Faster FCOT of 3.9 seconds vs. 4.9 seconds Higher Finisher Stack Capacity of 3000 vs. 1000 200% Higher MPT Sheet Capacity of 200 vs. (optional) 100 Higher DP capacity of 100 vs. 50 Faster DP % efficiency of 166% vs. 100% Higher standard copier RAM of 64MB vs. 32MB Higher Copier HDD capacity of 20GB vs. 6GB More robust Print Controller at 500MHZ vs. 200MHz Overall Scanning capabilities Lower Mainframe MSRP of $5995.00 vs. $6165.00 Lower MSRP Pricing in every Print/Scan and Print/Scan/Fax Configurations Drum Yield of 400K vs. 60K Toner Yield of 34K vs. 11K. PM Schedule of 400K vs. 120K Implications With the Ricoh 1027 you cannot: Customize the Touch Screen Combine images scanned from glass with documents scanned form DP Add Inserts to a document Stack more than 1000 sheets in the Finisher. Track more than 100 Accounts Saddle stitch documents With the Ricoh 1027 you must: Pay $170.00 for a bypass Spend an $625.00 for PostScript Print Pay an additional $385.00 for a NIC Purchase expensive pre-drill