Key Positioning Strengths; Faster Rated Engine Speed; 12" X 18" / A3+ Paper Capability; Higher Rated Consumables Yields - Xerox WorkCentre 7120 Competitive Comparison

Key positioning strengths of the Color
imageRUNNER C2550 and how to
combat them with prospective customers

Faster rated engine speed

What the Canon sales rep could say:
"The Color imageRUNNER C2550 is faster than the WorkCentre 7120,
with a rated engine speed of 25 ppm in black and 23 ppm in color versus
only 20 ppm in black and color for the WorkCentre 7120."
How to respond
Rated engine speed is only part of the productivity equation and in this
case it's a marginal advantage at best. For example, environments that
do a lot of scanning will appreciate the WorkCentre 7120's faster scan-
ning speed, and IT administrators will definitely find that they get their
work done faster when using the WorkCentre 7120. What's more, the
WorkCentre 7120 proved more efficient in numerous BLI tests, coming
closer to performing at its actual engine speed than the Color imageRUN-
NER C2550.

12" x 18" / A3+ paper capability

What the Canon sales rep could say:
"The Color imageRUNNER C2550 can handle media up to 12" x 18"
(A3+), which allows users to create full-bleed ledger printing by printing
ledger size on ledger-plus paper, then cropping the edges to eliminate the
margin. This is not possible on the WorkCentre 7120."
How to respond:
Only a handful of businesses will ever need full-bleed ledger printing, and
those that do will probably prefer using an MFP more geared to a produc-
tion or CRD environment (for example, something with a faster engine
speed to handle large print runs).
10 Xerox WorkCentre 7120 vs. Canon Color imageRUNNER C2550

Higher rated consumables yields

What the Canon sales rep could say:
"The Color imageRUNNER C2550's black toner yield is rated at 26,000
impressions, while the WorkCentre 7120's black toner yield is rated lower
at only 22,000 impressions. This means users of the WorkCentre 7120
have to spend more time replacing toner supplies."
How to respond:
Advertised toner yield is just that: advertised. BLI's Lab Test Report on the
Color imageRUNNER C2550 rated its toner yield "Poor," which is the low-
est possible rating given, and noted that toner yield for all four colors fell
short of their advertised lifespans.