Channel Best-Sellers

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Hewlett-Packard continued its domination in the color printing

segment, with Xerox, Lexmark International, Oki
Data Americas and Ricoh in the mix as well.
"Last year saw a slowdown a bit for all vendors in the category,"
said Gary Gillam, vice president, Xerox North American
channel operations. MFPs took some of the market
share in color laser printers. We're driving growth through the
channel with more features and higher performance."

"I would say that Xerox's channel program is currently the

strongest in the printer business," said Michael Greenberg, president
and founder of PrinTelogy, Denver. "[Xerox's] backend
rebates, marketing programs and support are very strong."

The most successful VARs in the segment are not selling color

laser printers based on price but are selling print solutions.
"They're providing service, not just break-fix, but helping
with any problem the customer has," said Neal Durnil, senior
manager of business development at Lexmark. [READ MORE]

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