This document provides guidance on positioning Lanier color copiers, MFPs, and laser printers. It discusses assessing customer needs through site audits. It identifies three categories of color systems: convenience color for occasional color use; business color for around 30-50% color documents; and graphics color for high quality color output. The document recommends combining different color and black-and-white systems to create customized solutions based on a customer's specific workflow needs and budgets.

1. Positioning the Portfolio
A guide to successfully positioning
Lanier color copiers, MFPs and laser
printers
Weslie Powell
Product Marketing Manager
Color and B-to-C Products
Lanier Worldwide, Inc.
Your document management partner

2. Contents
Section 1.0 Introduction
Section 2.0 Assessment
Section 2.1 Copiers and Printers: Complementary, not Competitive, Technologies
Section 2.2 Faxing
Section 2.3 Scanning and Document Serving
Section 2.4 What is ‘Good Enough’ Color?
Section 3.0 Color Systems
Section 3.1 Convenience Color
Section 3.2 Business Color
Section 3.3 Graphics Color
Section 4.0 Mix and Match: Designing Custom Configurations
Section 4.1 Black & White and Convenience Color
Section 4.2 Black & White and Business Color
Section 4.3 Black & White and Graphics Color
Section 4.4 Convenience Color and Business Color
Section 4.5 Convenience Color and Graphics Color
Section 4.6 Business Color and Graphics Color
Section 5.0 Summary

3. Section 1.0
Introduction
In just a few short years, the use of color in documents has gone from an extravagant frill to an almost common occurrence. The rapid
proliferation of ink jet printers for home and SOHO use has created both a need and an expectation by most people to print in color.
However, use of color in the office has lagged behind, hindered by the high cost of early color systems, limited finishing capabilities,
and the view that the need for color is not great enough to bear the perceived cost.
The tide has slowly but surely been turning, with new low-cost color MFPs and laser printers having been launched during the past
two years. The Lanier Worldwide product family—specifically the 2138, LP138cCMF, LD024c and LD032c—has been at the
forefront of this trend, and has since been joined by products from all the major suppliers.
The explosion in the number of color laser printers, digital color copiers and MFPs has created confusion in the marketplace. Frankly,
one needs a spreadsheet matrix just to keep tabs on all the models and configurations. Adding to the confusion, whereas black & white
systems are easily distinguished by speed and volume, color adds a quality dimension that is harder to explain and understand.
Another factor that increases the complexity of your sales effort is the fact that the best solution for many of your customers will most
likely combine products from different classes of systems. That is, you may propose a black & white printer and color MFP system for
one customer, while, for another, the optimal mix might be a color laser printer with a scanning head along with a black & white MFP.
And a third will combine color MFPs that satisfy different quality and quantity requirements.
This paper will help you design and integrate the optimal solution for your customers. First we will discuss the issues that must be
addressed during your site audit and the questions you need to raise with your customers to determine not only how and how much
color they are currently incorporating into their documents, but also how their use of color will change once your solution is
implemented.
Next, we will discuss the different color categories, which span both your customers’ qualitative expectations as well as their volume
requirements. Here we will also discuss selling systems composed of models from a single class of machines.
Finally, we will discuss the different ways in which you can combine black & white and different color systems to create a system that
maximizes your customer’s document imaging capabilities while minimizing their capital expenditures and total cost of operation.
With color rapidly becoming the critical driver in the document imaging industry, those Lanier salespeople who truly embrace
Docutivity consultative selling will be the clear winners.

4. Section 2.0
Assessment
As part of your Docutivity approach, it is likely that you perform some sort of site audit and workflow analysis when speaking with
customers about new document solutions.
During this discussion, it’s probable that you discuss some or all of these factors that influence their document imaging needs:
• Number of sites/divisions
• Number of departments and/or workgroups
• Number of users per department/workgroup
• Monthly print and copy volumes for each
• Color and monochrome mix
• Finishing requirements for each
• Fax volume in and out
• Document scanning/capture volume per month
• Document serving/distribution needs
• Workflow per application and overall
• Network Topology
• System administration issues
Of course, now you need to quantify color, too. If they have some color capabilities, what is their current volume? How many color
documents are they currently printing? How much is going to outside vendors because of either system limitations, finishing
requirements, qualitative needs or other factors?
Most customers today are using color output in some form—even if it is only from an inkjet printer. Customers that currently have no
color imaging capabilities are most likely sending work to outside copy shops, printers or other vendors. While that number can be
quantified, it opens up a whole category of questions for you to explore when trying to see which configuration will best suit their
ongoing and future needs.
Toward that end, assuming there is limited in-house color capability, that means that most proposals and reports to customers are
printed in black & white, as are spreadsheets, pie charts and other supporting graphics for financial documents. Similarly, presentation
handouts are probably monochrome for most of their staff as well, while the CEO and other senior executives get theirs printed in
color.
This is where you need to dig deeper, to see which departments and users incorporate charts and graphics, or whether photographs
play a role in their documents. For example, the cover of either a proposal or a report could incorporate the client’s logo (or both
companies’ logos) in color to make a more positive impression. If there are charts inside, then presenting them in color will make it
easier for the reader to understand and will help them with retention. In a 10-page proposal, you are now suggesting that your client
use color on two pages, possibly three, which will not significantly raise the cost of the document using the latest Lanier color
solutions.
Section 2.1 Copiers and Printers: Complementary, not Competitive, Technologies
Whereas printers have taken over the bulk of most document output, copiers have remained an essential component for several
reasons. First, most documents are archived on paper. Irrespective of the fact that they are stored in folders on some file server, most
people can more rapidly access the printouts stored in a real file folder in their workspace.
Another reason copiers have lasted is finishing; few desktop printers have any finishing capabilities at all, while full-featured copiers
and MFPs are often configured with finishing units capable of generating collated, stapled and sorted documents, with others capable
of producing a booklet. Lanier’s workgroup color laser printers, including the LP036c, 2138E, LP138c, and LP235c can be configured
with finishing options such as a sorter/stacker/stapler, 4-bin mailbox, or a saddle-stitch booklet maker.

5. Section 2.2 Faxing
While the Internet has certainly put a major dent into the need for facsimile machines, this technology doggedly persists. Among other
reasons, faxes are legally binding documents that can be used for contracts, whereas e-mail documents currently lack this stature. And
there are plenty of occasions when a fax is the only way to communicate a document. For example, pharmaceutical firms rely
extensively on faxes to gather data when performing drug trials. While not an application for color imaging technologies, faxing will
play into your overall recommendation for a total document imaging solution, so you need to account for it.
Your client’s need for faxing will also determine when you can suggest a printer with a Scanner Solution Expander—such as the
LP235cSSE—or whether they will need a color MFP such as the LD238c. One of the nice things about the MFPs is that your
customer can have it all; that is, they can have faxing, scanning (and scan-to email/file/folder) and finishing in a single unit. With
printer-based systems, however, faxing is not supported and they won’t be able to configure the units with finishing options.
Section 2.3 Scanning and Document Serving
Scanning is an application that will be around for some time to come. Not only are there numerous legacy documents that reside only
on paper and need to be reused, there are invoices, bills of lading and numerous other documents that must be signed for/appended by
a third party and then saved to an archive.
Most legacy documents are scanned for their text information, so color won’t play a major role in that aspect. However, there are
numerous documents that are in color and which need to be scanned in color if they are to retain their value. Examples of this would
be magazine articles, trade journals, competitors’ marketing materials and advertisements. Here the ability to scan to e-mail/file/folder
in color is a major benefit to your customer, so you need to determine to what extent these items could be shared amongst colleagues.
When quantifying your customer’s scanning needs, it’s important to inquire whether they generate creative, nontraditional
documents—schematics drawn on a sheet of paper during a meeting, artists’ rough renderings, handwritten notes from a meeting. And
of course there are photographs. Although digital cameras are rapidly moving into the mainstream, there are plenty of film-based
cameras still in use and sometimes it is easier for people to scan in a print.
Distribution, also known as Document Serving, is a major benefit of Lanier’s MFPs. With LDAP supported on all systems, along with
the ability to scan documents directly to a file/folder on FTP servers, your customer now has an enterprise-wide document distribution
system on each unit. It’s important to note that, while you can attach scanning heads to most of Lanier’s color laser printers, this
option does not provide the same level of support for document serving as do the MFPs. If your customer needs to distribute
documents beyond the local area network, they will need an MFP.
Section 2.4 What is ‘Good Enough’ Color?
Just as your customers have different volume requirements, color adds a quality dimension as well. A proposal to prospective clients
does not require the same level of color accuracy and image quality as does the corporate annual report. Nor will customers pay the
premium required to achieve such quality for general office documents.
You need to assess your customer’s expectations for color. For example, if they have no in-house color and rely on a copy shop or
service bureau for color prints/copies made on a Fiery-driven system such as the 5813, they probably have reasonably high color
quality expectations. By understanding what their expectations are, you can explain how a Lanier color solution will fit in—even if it’s
not the same level of quality.
For sales and marketing, quality can vary widely. On the one hand, they are going to want to use color whenever possible—-to display
the company logo, to show product photos and to present information in charts and other formats. All of these can be achieved with a
variety of Lanier color systems. However, if they want to output proofs of brochures and other promotional materials that will be
printed using offset presses, then the quality requirements are greater and the solution you propose must be capable of satisfying them.
Similarly, spreadsheets printed in black & white are perfectly acceptable. But if you highlight the key numbers in bold color and
support them with bar charts and/or pie charts, then it’s much easier to discern trends and zero in on the key issues. You can make
similar cases for applications in just about every department in an organization.
The bottom line is that performing the Docutivity audit comprising both color and black & white systems requires a far more thorough
approach, as well as some insight on your part, to determine not only what their current color needs are, but what they might be if you
provide them with the right solution.

6. Section 3.0
Color Systems
For Lanier, upgrading customers from black & white to color systems—known as the “B-to-C Strategy”—is essential. It will be a
cornerstone of your sales efforts in the years to come. B-to-C solutions offer your customers the potential for improved quality and
greater versatility while creating new and more profitable revenue streams for Lanier—and therefore for you.
As color has migrated beyond niche market applications, the types of color products have evolved for more general usage as well. No
longer just the province of graphic designers and advertising agencies, color is now being incorporated into everyday business
documents for the simple reason that it works.
Note: The Lanier white paper “The Color of Money” explains in depth why color output is so effective. A thorough command of the
information in this paper is essential to your success selling color systems.
There are now several categories of color output systems that satisfy differing qualitative and quantitative needs:
• Convenience color
• Business color
• Graphics color
Section 3.1 Convenience Color
Convenience Color is the first step in the B-to-C strategy. It’s for customers who have relied solely on monochrome devices and who
are under the impression that they either cannot afford a color solution or that they don’t need one. In the cases where color is
essential, these customers have typically outsourced jobs to a local printer or copy shop.
These clients will typically restrict color to covers, critical charts and graphics, and the occasional photograph, with their total color
volume between 10% and 30% of the total number of pages printed or copied. Concurrent with their usage, their quality expertise and
expectations will be moderate.
Typical applications for customers in this category are the Microsoft Office Suite—Word, Excel, Access—as well as Lotus Notes,
Acrobat PDF files and e-mail and internet/web site downloads.
From an output point of view, what is notable is that the documents tend to be text-centric and use color either to highlight certain text
or with supporting graphics where image quality and color accuracy are not paramount. In terms of color matching, the computer
monitor will be the reference point for most users.
Lanier customers in this category are likely to be using systems such as the LD122, LD127, LD135, and LD145 MFPs. The best
upgrade path for your Segment 2 customers is to install the LD024c/LD032c or the new LD228c, or, for Segment 3 customers, the
LD232c/LD238c.
It’s important to stress with these customers that they are paying only a slight premium for the hardware—less than 15% more than for
a dedicated black & white system—while their consumables cost will remain virtually the same when printing in black & white. And,
with auto-color sensing (ACS) they will only be charged for color when they use it. Further, they’re getting a system that will deliver
the same features and reliability as the monochrome systems they currently operate.
Whether or not the color-enabled systems replace or supplement the black & white systems depends on the results of your audit,
particularly the area concerning their future/potential use of color. For customers that see the added value of incorporating color into
business documents—while staying under the 30% volume threshold—you should advise them to replace the black & white units with
the color-enabled ones. For the skeptics that are not convinced that color can improve their top-line revenues, then your best strategy
will be to supplement their existing Lanier LD122, LD127, LD135 and LD145 systems with either the LD024c, LD032c, LD228c,
LD232c or LD238c.

7. For customers that also rely on laser printers, you can supplement the color-enabled MFPs with the LP031c and/or the LP036c laser
printers. The LP031c is the perfect desktop printer for the CEO’s administrative assistant or another user that has his/her own
dedicated printer.
If workgroups need to share a laser printer, then the LP036c should fit the bill. At 36 ppm in black & white and 10 ppm in color, along
with finishing options such as a 4-bin mailbox or a 500-sheet sorter/stacker/stapler, it is perfect for workgroups that need convenience
color capabilities.
The mix between color-enabled MFPs and laser printers will depend on your client’s copying and scanning requirements, as well as
their faxing needs. Remember that, while they may want to restrict color output, the LD024c, LD032c, LD228c, LD232c and LD238c
all support color scanning/input.
Section 3.2 Business Color
Business Color is the next step up. It is likely that customers in this category will already have one or more color systems installed and
that they are using it with some frequency.
Business color users already know the value that color brings to their documents, so you don’t have to sell them on that. And their
quality expectations are not substantially different from customers in the convenience color market segment. They are generating sales
proposals, reports, spreadsheets with graphics, and other documents with a majority of text and with some supporting graphics or
photos. Application-wise, they are also most likely to be using Word, Excel, PowerPoint, Lotus Notes, and Acrobat for their
documents.
In terms of quantity, business color users are outputting approximately half of their documents in color.
When configuring a system for business color clients, remember that just about all (except for the LP031c and LP036c) the Lanier
color laser printers are intended for this type of user. In Segment 3, it is important to note the difference between the LP235c and the
LP138c/LP2138E. The LP235c is for your more demanding business color clients, whose color ratios are usually greater than 50%
and who are willing to pay a minor premium for its higher throughput in color. The LP138c/LP2138E offer them a slightly lower
capital cost.
For color copiers and MFPs, however, the situation is changing. Whereas the LP138cCMF has been the primary product for business
color users in both Segments 2 and 3, it has been replaced by the LD228c, LD232c and LD238c. It’s important to note the LD228c,
LD232c and LD238c are being positioned as solutions for both your convenience color and business color clients. The difference is in
the service plans, as Lanier is offering one plan for color volumes of 30% or less, and another one for clients’ whose volumes/ratios
will be greater than 30%.
When mixing printers and multifunction systems in a pure business color environment, then, the determining factors will be copying
and scanning volumes, respectively, faxing needs, and finishing requirements. Although most Lanier color laser printers can be
configured with a scanner, remember that this option precludes their ability to install a finishing unit on the system, so they will have
to choose which is the more important option.
Section 3.3 Graphics Color
Whereas convenience color and business color users are closely related, graphics color is an entirely different market segment.
Customers in this market segment work almost exclusively in color and are going to compare—if only in their own minds—the output
to high-end proofing devices or offset printing. Clients in this category are likely to be found in advertising agencies, marketing firms,
prepress shops, quick printers, copy shops, and commercial printers.
One aspect of quality that is somewhat unique to this group is color consistency. That is, they are going to evaluate the system based
on how consistently it reproduces color throughout a print/copy run: Does the color on the first print match the 75th?…the
150th?…the 500th?
The types of documents that are commonly generated by these customer groups include layouts and proofs for brochures and direct
mail, advertising, newsletters, booklets, and packaging mock-ups. This group tends to produce graphically rich files in which the
images and graphics play a central role and the text is a supporting character. Toward that end, the color expectations tend to be high

8. or very high. If the output is being used for a comp or proof, then it’s expected that the colors will accurately predict what the final
printed piece will look like. Furthermore, this group frequently uses Pantone®
colors, which are custom-mixed inks.
In the print for pay segment—quick printers, copy shops, prepress firms and commercial printers—there is also a performance
requirement, as the machines are profit centers. Not only is engine speed an important issue, but first copy/print out times are an
important decision criteria. Ad agencies will be more concerned with first copy/print out times, as they don’t generate multiple copies
on a frequent basis.
Finishing requirements will depend on the specific client. Advertising agencies and graphic design firms probably won’t be interested
in finishing, since they output comps and proofs. By contrast, quick printers and copy shops will be interested in inline
sorting/stacking/stapling and or booklet making to minimize handling and maximize automation and total throughput. And larger
printers and CRDs may have offline finishing equipment that eliminates the need for this option altogether.
Unlike the prior groups, it is likely that the majority of files will be generated using PostScript-based applications such as
QuarkXPress™ and the Adobe®
Creative Suite (CS)—InDesign, Illustrator and Photoshop—as well as. Further, a significant
percentage of these files will be generated on the Macintosh (meaning the system must be compatible with AppleTalk).
There are two Lanier systems that fit these clients’ needs: the 5813 and the new LC031. Both are digital color copiers with 8-bit
engines, and which are usually configured with Fiery-based controllers, which means they can satisfy the qualitative requirements. For
the most demanding environments, the server-based controllers come with sophisticated color controls and calibration utilities that can
match just about any color and simulate printing conditions.
The primary differences between them are color output speed, media handling, and finishing capabilities. For customers where color
output speed is the most important issue, then the LC031 is clearly the better choice. If color consistency is an issue, it’s important to
point out that the LC031 automatically recalibrates itself every 200 prints/copies to insure optimal toner density. And if they need
inline document finishing capabilities, then its optional saddle-stitch booklet maker with sorting/stacking/stapling capabilities will
probably best satisfy them.
However, the 5813 offers media handling advantages—along with faster black & white throughput—that will be most valuable for
some of your customers. The 5813 can accommodate sheet sizes as large as 13´´×19´´ through the bypass, which can be helpful for
point of purchase displays and other specialty applications. And it can run stocks weighing up to 140-lb. index through the paper trays.
By contrast, the LC031 offers robust paper handling—12´´×18´´ through the bypass and 90-lb. index through the trays (and 155-lb.
index through the bypass).

9. Section 4.0
Mix and Match: Designing Custom Configurations
While some customers, especially small companies, may best be served by a single class of solutions mentioned in Section 3.0, the
vast majority of your clients will have diverse needs that require products from two or more of the categories Lanier offers. Job
function, workgroup size, quality requirements, workflow and cost will all play a role in the system you propose.
On a broad level, your “mixed” solution can be configured from six combinations. Within them, there are additional categories that
you’ll be able to determine based on your customer’s print and copy volume in color and black & white, their document scanning and
faxing requirements, along with the finishing options that are necessary for each system.
In this section we will discuss the parameters that should guide your thinking when developing a solution to your customers’
document imaging and management needs.
As for dedicated B&W hold-outs, few, if any, of your clients should be in this category. Given the fact that Lanier’s Convenience
Color systems cost very little more to own and operate than do black & white ones, you should be able to propose a solution that
incorporates either a printer or an MFP from the following configurations.
Section 4.1 Black & White and Convenience Color
This is the entry-level B-to-C solution for customers with minimal color needs. For this category of customers, who expect their black
& white print and copy volume to comprise at least 90% of the total, you should propose a solution that combines color laser printers
with black & white MFPs.
Remember that both the LP031c and LP036c can be configured with optional scanning solution expanders that will upgrade their
capabilities to include copying and scanning, though this option is not compatible with the 4-bin mailbox and 500-sheet finishing
option that is available for the LP036c.
Customers with high-volume black & white systems such as the LD060 can insert color covers and individual pages for a cost-
effective way to incorporate color. This capability is limited to Lanier systems that support post-fuser insertion.
Section 4.2 Black & White and Business Color
The difference between a solution composed of this mix and one comprising black & white and Convenience Color is color volume.
Of course, this can be achieved with any of the color laser printers combined with a system such as the LD122/LD127, LD145 or
higher. Really, however, you should advise your client to go with a system consisting of Convenience Color and Business Color
systems (see Section 4.5 below). The reason is that there’s very little premium for the hardware and none for consumable when
printing in black & white; they’ll only pay for color if and when they use it.
Once your customer exceeds (or if they intend to exceed) the 30% color ratio, then they need to upgrade their color capabilities to
Lanier’s business color models. One of the easiest ways to achieve this is to implement a solution based on the LD228c, LD232c or
LD238c. They can start with a service plan based on Convenience Color usage and then upgrade to business color plan when their
color volumes warrant it.
Section 4.3 Black & White and Graphics Color
This solution is most likely to occur in production environments such as quick printers, copy shops and corporate reproduction
departments (CRDs). In these types of operations, some managers like to dedicate machines to particular types of jobs to optimize
productivity and minimize their cost of operation. Furthermore, many of these operations have off-line finishing systems for collating,
stitching and stapling/punching, so they won’t have to worry about mixing monochrome and color pages together on Lanier systems.
These clients are best suited to high-volume black & white systems such as the LD060, the LD075, LD090 or even the LD105 along
with either the LC031 or the 5813. Since all of these black & white systems support post-fuser page insertion, your customers that
don’t have dedicated finishing equipment can easily create booklets and other finished documents that contain high-quality color
pages generated on the Graphics Color system.

10. Section 4.4 Convenience Color and Business Color
Combining products from these two categories of Lanier systems will most likely make up the bulk of your proposals to customers.
You can position Convenience Color solutions for the departments and users that have the least need for color (10% to 30%) while
deploying Business Color systems for those that rely on it for 30% or more of their total print/copy volumes.
It is important to note that you can even propose a solution that uses the same Lanier product but, by combining it with a different
service plan, enables it to serve both convenience color and business color users. That is, the LD228c, LD232c and LD238c can all be
positioned this way, giving you a lot of flexibility for customers that need systems for the Segment 2/3 category.
For customers whose print volume is significantly higher than their copy volumes, then you should consider proposing the LP138c or
2138E or the LP235c to complement the LD232c/LD238c. The difference between the LP138c/2138E and the LP235c is both
quantitative and qualitative. That is, the LP138c is for users that will print documents with supporting color, while the LP235c is
intended for more color-intensive applications and, with a higher color throughput, a higher color volume. Examples of a situation
where the LP235c would best satisfy your customer’s need would be a marketing department that produces numerous color handouts
of PowerPoint presentations, or its own direct mail pieces or newsletters with photos and graphics.
Section 4.5 Convenience Color and Graphics Color
Combining Convenience Color and Graphics Color systems in a single site is probably not going to occur that frequently. The systems
serve very different needs at different cost structures. However, you will find that certain print-for-pay operations as well as
corporations with in-house advertising departments might benefit from a configuration that combines systems such as the LD024c,
LD032c, LD228c, LD232c, LD238c and the LC031 or 5813.
In the print-for-pay scenario, the Convenience Color systems would be restricted to black & white copying and printing for most jobs,
while used for color on office documents. The Graphics Color system, by contrast, would be a dedicated color system used for higher-
margin jobs that demand both greater color accuracy and consistency, as well as those jobs that need to be output onto special stocks.
In a corporate setting, you would deploy the Convenience Color systems for general office users with light color requirements, staying
within the 30% ratio, while the LC031 or 5813 would go into the advertising department to be used for comps and proofing
applications.
It’s important to thoroughly understand your customer’s needs with regard to the Graphics Color system. Whereas the LC031 offers
faster color throughput and a more powerful controller, it does not support quite the diversity of media as does the 5813. And the 5813
offers considerably faster black & white throughput (51 ppm vs. 31 ppm on the LC031), which might better satisfy a print-for-pay
client that doesn’t print a lot of demanding color jobs.
Section 4.6 Business Color and Graphics Color
The most likely situations for this mix will be similar to the ones found in Section 4.6. The only difference is that the print-for-pay and
corporate general office users will be generating color documents on a more frequent basis, pushing them over the 30% threshold.
Again, it’s likely that the Graphics Color systems will be deployed in a specialized department such as advertising or marketing
communications.

11. Section 5.0
Summary
The rapid proliferation in color copiers, printers and multifunction products has made your job much harder. No longer can you just go
into a customer’s site, do a departmental headcount and extrapolate the page volume to determine which products will best serve their
needs.
Now you must take a more consultative approach that takes into account not only how their current workflow affects their copy and
print volume, but also how it’s likely to change in the coming years. It is clear that every organization will be forced to adopt color—if
only to keep up with their competitors. Scanning and faxing will continue to be essential capabilities for every office as we make the
transition to fully digital document workflows.
This paper has helped categorize your customers’ document imaging requirements both quantitatively and qualitatively. Lanier
currently supports the complete range of black & white systems and offers a variety of color systems that are sufficient for Segment 3
speeds and volumes. Furthermore, you can daisy-chain multiple color systems together to increase throughput for those clients that
need more throughput than Lanier’s current hardware supports.
Convenience color systems are the entry point for your customers currently operating only black & white copiers, MFPs and printers.
They will provide color while maintaining the cost structure and reliability these customers now associate with monochrome systems.
As their color volume increases, these customers will graduate to Lanier’s Business Color suite of copiers, MFPs and printers. And for
the most demanding color environments, where color accuracy is at a premium, you can deploy Lanier’s Graphics Color systems.
Most of your customers will require a solution that mixes and matches systems from two or more of Lanier’s product family. By
spending time to carefully document and assess your customer’s needs, you will be able to configure a solution that offers them the
best combination of performance, quality, and total cost of operation.

12. DOCutivity and Customer Vision are registered trademarks of Lanier Worldwide, Inc.
All other trademarks and registered trademarks are the property of their respective owners.
© 2004 Lanier Worldwide, Inc. All rights reserved. - 09/04 Printed in USA www.lanier.com
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