Channel Best-Sellers; Document Scanners

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Scott Francis, senior director of product marketing at Fujitsu, said the company came out with several key products in 2007."At Fujitsu we have a very core philosophy behind our document imaging scanners. They focus on three core things: the quality of the image that we capture, the paper handling itself and overall reliability so that the scanner simply will not break down," said Francis. "We really changed a lot of our products to meet the requirements of the new customers."

Jack Roberts, co-founder of Cutting Edge Solutions, a Kansas City, Mo.-based solution provider, is a Fujitsu fan.

"They're very easy to work with as a company, which is a big plus for us. The value you get for the cost of the scanner and the quality is very good, and their actual scanner line works," Roberts said. "At Fujitsu they do a thorough job of testing and there are few flaws and bugs in their hardware, which is nice. They do their job. And they are definitely rewarding their partners. They realize they can't go to marketed without us so we really like that."

Dan Rotelli, president of Business Imaging Systems, Oklahoma City, Okla., is on board with Canon.

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"They have a very broad product offering from low volume to high volume. They're very feature-rich and, being an authorized support partner for them, they provide us with really good training and good parts resources to be able to provide good service," he said.

Mark Machida, senior director, Image Filing Systems Division, Canon U.S.A., said resellers can continue to expect Canon to be a valuable partner. "We're expanding our product line with extra products in workgroup and adding in a mid-volume production scanner and a network scanner, " Machida said. "We see the resellers as growing the market. We also support resellers that are doing value-added services and understand the need to support them a little differently at times. That balance has also driven a lot to our success."

HP, meanwhile, wins for Ed Greenberg, vice president of sales at IT Access, Westford, Mass. "Our scanners are all HP, from the low end to the high end. The low-end scanners, they're all about the same in terms of quality, but the quality is excellent on their high-ends. And the cost is very competitive. We're very devoted to HP."