In an effort to provide one-stop shopping for their customers, the nation's largest copier companies are enlarging the scope
of their businesses by purchasing systems integration and document services firms. By acquiring firms that can integrate
digital copiers into computer networks and service those networks, as well as provide printing services on large projects,
wow gold the firms are hoping to capture business that would typically be outsourced.
"It allows us to provide a lot more solutions for a wider range of client applications," says Bob Raymond, sales manager for
Ikon Office Solutions in San Antonio. "The goal is to be able to provide a one-stop shop," says Michael Fitzgibbons,
president and chief executive officer of Felco Office Systems Inc., a company owned by Tampa, Fla.-based Global Imaging
Systems Co. "Instead of being able to provide a portion of their needs, we're looking to provide a whole turn-key program."
Several years ago, national business machine firms such as Ikon, Global Imaging and Danka Business Systems plc began
purchasing independent copier sales and service companies in an effort to provide competitive prices and technologically
advanced products to their customers. But as more copiers have become digital - and more customers are aiming to hook up
their computer systems to their digital copiers - copier firms are stepping in to service that market. What's more, since
more firms are preparing their documents in-house, business machine firms are working to provide just-in-time printing
services - where they are able to print large quantities of documents for their clients on a demand basis. The goal, industry
officials say,
wow power leveling, is to have one sales representative selling
all the various office equipment services to the company's customers. To that end, Valley Forge, Penn.-based Ikon recently
renamed its document services unit to Ikon Office Solutions. Last December, Ikon-Night Rider, Ikon's document services
division, acquired Legal Copies International, which owned Alamo Legal Copies of San Antonio. "It's important that we present
our solutions to the market in a unified way so that customers can remember a single name for all of their legal and business
document needs," Lynn Graham, president of Ikon Document Services, said in a prepared statement released last month. During
the second quarter of Ikon's fiscal year 1997 alone, Ikon purchased 24 companies nationwide - nine systems integration firms,
six outsourcing and imaging companies, and nine traditional office equipment firms. That brings the total number of companies
Ikon has acquired in the first six months of this fiscal year to 47 - 19 in systems integration, 13 in outsourcing, and 15 in
traditional office equipment. (Ikon, then known as Alco Standard Co., acquired Texas Copy in San Antonio in the early 1990s.)
Bruce Ganger, director of digital and color programs for Danka, says that his firm has grown its systems integration and
print-on-demand business internally for several years. However, last September the St. Petersburg, Fla.-based company
purchased the office imaging division of Eastman Kodak. That division was already a top player in the print-on-demand
business. Tom Johnson, CEO of Global Imaging, says the firm has 44 locations nationwide. In the past eight months, it has
acquired two systems integration firms, one of which is the 34th largest in the nation. Fitzgibbons says his firm currently
is holding talks regarding possible deals with some local firms. John Thomas, president of the San Antonio systems
integration firm The Publishing Group, says he has been contacted by some of the major companies about providing services,
but has yet to be approached regarding an acquisition. "They do use my services," he says. However, Sam Lorimer, vice
president of SabreData of Austin, another systems integrator, says he has seen many of his peers nationwide get purchased or
approached by some of the nation's major office equipment service firms. Of those, he says, Ikon appears to be the most
aggressive. "I've seen a lot of peers get purchased by Ikon," he says. While digital copiers still make up only a small
percentage of the market, industry analysts say it is increasing. Analysts says digital copiers make up less than 10 percent
of the installed market. Digital equipment, which digitizes images electronically instead of using a light source, gears and
drums, allows the use of one machine for various functions, including faxing and laser printing. However, digital equipment
is becoming a larger source of revenues for the business-machine industry. For example, Xerox Corp., which has its own
systems integration division, recently reported that digital sales accounted for 34 percent of its revenues, according to an
industry analyst. "There's a sense that there's a lot of waste in a business environment by having a printer,
world of warcraft power leveling, fax and a copier," says
Kristy Thiese, an analyst with Raymond James & Associates in St. Petersburg, Fla. "The (digital) products are here now and
there'll be more coming in a year." But while the digital market is still small, Thiese also notes that systems integration -
because it involves servicing equipment - is similar to the copier service business, making it a good business for the
business-machine companies to enter. For example, they are able to use the same dispatch system they are already using for
their copier service people. "It's a similar business to run to the business they're already in," she says. "It's a good
growth business for them." However, Thiese says that as digital copiers do take over the market, independent copier companies
could feel financial pressure to expend capital to provide systems integrations and other complementary services. Duane
Meehan, president of Office Communications Systems Inc. (OCS), the largest independent business machine firm in San Antonio,
says he saw several years ago that digital copiers would create the need for systems integration and formed a division to
address the need. He is expecting that division to grow. Indeed, Meehan says he was recently told by a top official of a
major copier manufacturer that by the year 2000, no more analog copiers would be developed by the firm. "Everything they are
doing is going to be connectable," Meehan says about copier manufacturers. "As a dealer, we've had to be fully prepared to
sell and service digital copiers." So far, Meehan says that adding systems integration to his business has helped fuel the
firm's growth. OCS has seen its revenues grow by more than 60 percent over the last three years.
Digital propelling copier businesses to broaden scope