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XEROX PREDICTS STRATEGY FOR LOWEST-COST DESKTOP COLOR LASER PRINTER WILL CREATE VIVID IMPRESSIONS IN THE MARKETPLACE

 Double-digit growth anticipated;
 'We are entering this market to win'
 ROCHESTER, N.Y., June 13 /PRNewswire/ -- Xerox Corporation (NYSE: XRX), starting with today's introduction of the industry's lowest- cost color laser printer, has launched an initiative that redefines how the company will develop and deliver some of its new products.
 The Xerox 4900 Color Laser Printer will be sold primarily through indirect sales channels including major distributors, computer dealers and "value-added resellers" (VARs) worldwide. When customers require support in configuring and designing networks -- combined with the efficiency of one-stop shopping -- they often turn to VARs who provide both pre- and post-sale support. VARs repackage hardware and software systems, tailoring them to the customers' needs.
 "The 4900 is a strategically significant product both in its technology and in the way it will be marketed," said John A. Lopiano, president, Xerox Office Document Systems (ODS) division. "The printer broadens the growing Xerox color line and brings new color capabilities to the networked office environment. At the same time, the 4900 is the first in a series of Xerox networking printing products to be marketed exclusively through indirect sales channels."
 The Xerox 4900 Color Laser Printer, designed for networked office workgroups, uses a patented quad-dot technology to set a new standard of image quality, and is the lowest priced color laser printer available. Brought to market in only 10 months, the printer highlights the company's commitment to produce high-technology products in the shortest time possible.
 "We are entering this market to win," said Robert Boehner, vice president, marketing and channel operations, ODS. "This product will shake-up the industry. We expect double-digit market-share growth."
 NEW MARKET APPROACH
 The Xerox 4900 printer will be sold through value added resellers who specialize in document management applications in the United States, Canada, and major Latin American and European markets.
 The aggressive marketing channel strategy echoes research showing that the majority of customers prefer to buy equipment networked office printing devices from VARs who can offer intensive and specialized support. In 1992, it was estimated that over 90 percent of office-based networked laser printers were placed by resellers.
 In keeping with its quality standards, Xerox will share accountability for customer satisfaction with its resellers.
 Terry Wirth, a consultant with Industry Analysts, noted that Xerox' application of quality principles in the channels business is a powerful concept that can distinguish Xerox from other vendors in the reseller channel. "When you sell through indirect channels," Wirth said, "quality is key."
 THE XEROX 4900 COLOR LASER PRINTER
 At up to three pages per minute (ppm) for full-color printing and up to 12 ppm for black-and-white, the printer is up to 50 percent faster than comparable machines. It also sets a new standard for image quality, printing at up to 1200 by 300 dots per inch resolution, which is four times higher than comparable printers.
 The 4900 is aimed at mid-sized companies and departments within major corporations that require color and black printing for applications such as business presentations, marketing and sales materials, reports, proposals, and other documents with a mix of text, graphics and photographs.
 The Xerox color laser printer will have a base suggested list price of $8,495, with an anticipated street price of less than $8,000. Resellers will determine their own pricing levels. Shipments worldwide begin in early July.
 Xerox has signed agreements with Access Graphics, a wholly owned subsidiary of Lockheed Corporation (NYSE: LK), headquartered in Boulder, Colorado; and the Advanced Technology Group, a subsidiary of Intelligent Electronics Inc (Nasdaq-NNM: INEL), based in Englewood, Colorado, which will enable the distribution of Xerox office printer products.
 The Xerox 4900 Color Laser Printer is covered by a one-year limited warranty. Like all Xerox products, the new printer is also backed by the Xerox Total Satisfaction Guarantee. Effective for three years from the date of equipment delivery, the Total Satisfaction Guarantee states that if a customer is not satisfied with Xerox equipment, he or she can direct Xerox to replace it without charge or with an identical model or a machine with comparable features and capabilities.
 For product literature, call 800-ASK-XEROX, ext. WT4900.
 -0- 6/13/94
 /CONTACT: Edward Gala of Xerox Corporation, 716-264-5715, or Phyllis Rinaldis of Hutchins/Y&R, 716-325-0288/
 (XRX LK INEL)


CO: Xerox Corporation; Access Graphics; Advanced Technology Group ST: New York, Colorado IN: CPR SU: PDT

BM-SM -- CL004 -- 5748 06/13/94 08:50 EDT
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Publication:PR Newswire
Date:Jun 13, 1994
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