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2It’s time to innovate and collaborate…

Today’s print world is a competitive one, where requests are ever more

complex and the time to turn jobs around getting shorter and shorter.

That’s why Xerox is dedicated to finding new innovative solutions that will

help deliver and give our customers even greater ROI.

A key initiative is ‘FreeFlow’ – a new approach to workflow integration

that allows Xerox products and services to be integrated seamlessly into

existing workflows. We will be demonstrating the full scope of ‘FreeFlow’

and also be unveiling ‘The New Business of Printing’ at DRUPA in May.

Also in this issue of the magazine we explore the benefits of collaboration

with leading management consultant Jan Bommerez.

And take a look at how digital print is helping Toyota Motor Corporation

improve their customer relationships.

In addition, we hope to inspire you with insights into some great new

innovations from Xerox, like the DocuTech 120, a brand new print engine,

and the developing Glossmark technology.

Finally, we’d like to invite you to enter the Printing Innovation with Xerox

Imaging Awards, an exciting competition aimed at showcasing the very

best examples of digital print in Europe. So read on…

By the way, if you are reading a friend or colleague’s copy of the

magazine and would like your own, you can join our mailing list by

visiting www.xerox.com/magazine

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18 l19

10l1106l09

< Make your mark with Glossmark,

a new innovation in hologram technology.

< Open your eyes to ‘FreeFlow’ – a new

way of managing workflow.

> Discover a revolution in print engine

technology.

Learn to share knowledge and

collaborate with futurologist Jan Bommerez.

15 l17 12 l14

> See how to really brandFAST™ –

how Toyota are making the most of

print-on-demand.

<

4

NEW A REGULAR LOOK AT NEW CHALLENGES, NEW IDEAS AND

See the future of print. Join

the experts at this year’s DRUPA

print show – the Olympic Games

of the print world.

Xerox will occupy hall 13 at DRUPA –

Europe’s largest print show held from

the 6th to 19th May 2004 in Dusseldorf,

Germany. They will be presenting the

new Xerox FreeFlow strategy and

demonstrating real life applications that

define the New Business of Printing.

There’ll be more information on DRUPA

in our next magazine.

Show us what you can do.

Now’s your chance to enter the

Printing Innovation with Xerox

Imaging Awards 2004.

Send us your entries for the Printing

Innovation with Xerox Imaging Awards

and you could win a number of first

class prizes – the top prize is an all-

inclusive trip to the 2004 Olympic

Games in Athens.

All entries must be printed on a Xerox

digital printer and will be judged on

overall aesthetics, business

effectiveness, use of technology and

degree of innovation. Winning entries

will also be featured in the next edition

of this magazine. You’ll find the

application form and more details on

the accompanying letter. Or apply online

at www.xerox.com/magazine

Parallel lines. Save on

investment and downtime with

the enhanced and ultra versatile

DocuPrint 850.

DocuPrint 850 now offers a versatile

three print engine solution, which means

you can have that essential duplex back-

up without breaking the bank. The spare

machine can be printing simplex whilst

you are running duplex. What’s more, this

set-up can be changed at any time with

simple touch-screen configuration. This

new enhancement to DocuPrint 850 will

enable users to cut downtime, keep up

service levels, maximise throughput

and revenues.

Think big. Think wide format.

We’ve collaborated with Epson

and Mutoh to provide more

colour solutions and the fastest

wide format RIP in the world.

Announcing two great new Xerox

partnerships. One with Espon which

strengthens our position in the high

quality colour printing market, and

Mutoh who specialise in outdoor

graphics. Together with these

companies, Xerox has developed wide

format printing solutions that are ideal

for outdoor advertising. The new

products will be jointly branded and aid

Xerox’s diversity into new markets.

5

SOLUTIONSIN THE PRODUCTION WORLD

Work faster, work smarter.

The newest member of the

DocuColor family can help you

do both.

The DocuColor 5252 is a new offering in

the DocuColor range. The next step up

from the DocuColor 2045, it is 18%

faster, printing 52 pages per minute.

What’s more, a scanner and document

handler can be added to provide more

versatility. The DocuColor 5252 embodies

a host of new technological advances,

one of which is improved registration.

Two become one. Merge

electronic and paper-based

documents easily with DigiPath

4.0 and place an order from

wherever you are.

New DigiPath 4.0 now offers DigiPath

web services that deliver real print-on-

demand. By publishing a DigiPath

website you create a print submission

tool that printers/clients can log on to

and place orders, wherever they are.

What’s more, DigiPath’s combined PC

and scanner can take documents, in any

format, electronic or paper-based and

then allows users to clean-up and

manipulate the content to create one

document. The DigiPath 4.0 also has a

new intuitive user interface which

allows users to build a database driven

library (digital asset manager) from

which users can pull documents from a

repository and ticket jobs like a

production printer.

Tools of the trade. Our

GrowthBuilder programmes

provide all the tools and

support you need to realise

your potential.

GrowthBuilder is a collection of tools

and training programmes designed to

help printers grow print volume and

increase their revenue streams.

The Marketing Partnership Program is a

series of one-day courses designed to

enhance sales and marketing skills.

There are also toolkits that focus on

four main areas; Profiting through

Personalisation, which shows

customers how to develop their variable

data print business. QuickPrint, which

shows them how to increase the

volume of colour/retail print business.

ProfitPlanner, which enables customers

to identify when it is more profitable to

print digitally or offset. And Digital

Media Selector, a sales tool that can be

used to show potential applications and

print options to potential clients.

Extraordinary performance.

Leading the way in print-on-

demand – New DocuTech

ExcellencePlus.

Competitiveness is key to success,

nowhere more so than in the

commercial print industry, that’s why

Xerox has developed a new product that

is guaranteed to open new doors.

DocuTech ExcellencePlus is a new

offering at the top-end of Xerox’s print-

on-demand product range, which not

only offers the widest format cut-sheet

in the industry, but also handles

lightweight paper right down to 50 gsm.

It also enables print providers to cut

total job costs by up to 25 per cent and

capture new revenue-generating, short-

run publishing opportunities.

Getting a print job from A to B isn’t always a

straight and easy road. With emerging technologies

to harness and increasingly complex requests from

clients and end users, getting everything working

smoothly and in the same direction is a real feat.

That’s what makes improving workflow a critical

element for all print providers wanting to leverage

the power of digital printing, manage the merging

of digital and offset printing, and cope with

the convergence of direct marketing and

transactional printing.

FreeFlow is Xerox’s approach to workflow

integration and is realised across all products,

applications and services. It allows Xerox products

and services to be integrated seamlessly into

existing workflows and also form the basis of new

workflow architectures.

Hardware and software solutions designed for

connectivity and compatibility allow a ‘freeflow’ of

information and data throughout the production

process, increasing reliability and efficiency, while

reducing costs.

FreeFlow leverages on a strong foundation of

workflow offerings already available from Xerox –

industry recognised names like DigiPath, DocuSP,

Variable Information Postscript Printware (VIPP) and

Enterprise Output Management Services (EOMS) to

mention a few.

But due to the open structure, evolving FreeFlow

products are designed to be truly flexible and

scalable, fitting seamlessly into your existing

print operations.

Mike Harvey, Vice President of Xerox Workflow

Marketing in the US, explains why FreeFlow is such

an important initiative for Xerox:

“FreeFlow is not just limited to the printing

process, it’s about understanding our customers’

business objectives.

By paying attention to the big picture for a

customer’s entire business, workflow becomes an

enabler and we can make sure each customer has

the right combination of FreeFlow offerings to

improve and move their business forward.”

With the FreeFlow collection of products, tools and

services, Xerox provides a cost-effective,

comprehensive roadmap that enables customers to

select the most appropriate FreeFlow components

and liberate their workflows.

Noel Ward, a leading industry print consultant

and Executive Editor of OnDemandJournal.com

sums up the need for an initiative like Xerox

FreeFlow perfectly:

“The war is not about print quality, but about how

efficiently and cost-effectively jobs can be created,

produced and distributed across print and electronic

media. And the strategic advantage goes to

whoever has the best workflow.” >

Make your workflow more powerful

and productive, open your eyes to FreeFlow –

a new way of working from Xerox.

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Key Features of FreeFlow:

• Product: Open and interoperable, delivering

capabilities to drive business forward.

• Standards: Compatibility with industry-wide

initiatives such as JPF, PPML and UP3i.

• Partners: Develop and deliver tools that can be

integrated into free-flowing architecture.

Strategic partners include: Adobe, Creo and EFi.

• Services: Provide end-to-end support from

document creation through to finishing

and distribution.

with theflow

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9

The challenge

Every week, a call centre for the American Society of

Plastic Surgeons (ASPS) takes calls from people asking

about facelifts, tummy tucks, liposuction or other

plastic surgery procedures. These calls generated a

manual pick and pack process using generic,

monochrome documents that were sent to callers with

minimal personalisation. The ASPS wanted to offer

people a more customised package that was easier to

read, more modern and more attractive.

The solution

The request from the call centre is now transmitted

to The Document Centre, a marketing and

communications company where Xerox FreeFlow

offerings: VIPP, Banta DesignMerge composition

software and Creo RIP are used to create a customised

11x17-inch brochure for each individual caller.

Each brochure carries variable data; the caller’s

name in multiple pages, information about the

specific procedure enquired about, and relevant

photography based on the caller’s gender and age

plus a list of qualified surgeons in the caller’s area.

The brochures are printed on the DocuColor 6060,

three-edge trimmed on the Horizon bookletmaker

and forwarded to the caller in a plain envelope.

The benefit

The programme has transformed the old generic

mailings into a dynamic, personalised

communications programme which:

• Reduced mailing costs.

• Eliminated the need for manual picking, packing

and mailing.

• Eliminated storage and management of pre-

printed inventory.

• Provided a more professional image commensurate

with the procedures being considered.

The Document Centre – Transformations all round.

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A revolutionin action

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The DocuTech range from Xerox already leads the

way when it comes to print-on-demand, but now

there is a new monochrome copier/printer that

has the ability to change the way you work. The

DocuTech 120 Copier/Printer is a revolutionary

production device designed to deliver complex

copying and printing job capabilities to those

needing power and reliability, but at lower

print volumes.

With its brand-new design, the DocuTech 120

Copier/Printer offers market-leading image quality,

reliability and flexibility as well as unique

job workflow.

As the market place changes, traditional print-on-

demand applications are maturing, and customers

increasingly expect more for less. With the

DocuTech 120 Copier/Printer you can exceed their

expectations, creating documents with impact,

while still meeting tight budgetary requirements.

The DocuTech 120 has also been created to offer

the best black and white image quality in the digital

printing market at 4800 x 600dpi, delivering

exceptionally smooth greys, great blacks and

pin-sharp text. These new levels of quality really do

give the ability to do more jobs successfully.

Power and speed is something the DocuTech 120

Copier/ Printer has in abundance, like its new

single-pass scanner technology that offers unique

capability and productivity. Scanning at 120ipm in

simplex or duplex, it creates great scan quality with

the widest range of paper stocks and weights on

the market.

New built-in Artificial Intelligence and fast change

parts really does mean greater machine uptime.

And of course, the DocuTech name always means

production-level reliability.

The DocuTech 120 is powered by an integrated

and streamlined DocuSP Controller to drive a

copier/printer workflow, maximising job creation.

This new functionality enables compatibility with

the fleet of 18,000 Xerox production printers

already in customer sites.

And if that’s not enough to whet your appetite, the

DocuTech 120 makes light work of the most

complex print jobs including those that require the

use of mixed stocks or inserts, custom features on

each page and jobs that need to be stapled, folded

or imposed into booklets.

The DocuTech 120 Copier/Printer – a new breed.

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Steering TOYOTA’S marketing

If you needed proof that collaboration was key

to success in business, you need look no further

than the award-winning print work that’s being

produced by Toyota.

into the

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fast laneToyota (GB) PLC is part of Toyota Motor Corporation,

one of the world’s largest motor companies. Importer

and distributor for Toyota and Lexus vehicles in the

UK, the company is responsible for sales, marketing,

after sales and customer relations and Toyota’s

marketing strategy across its entire UK network of

200 Toyota Centres.

But with such a large number of people involved,

how do you create dynamic marketing and after

sales materials that can be localised without

diluting Toyota’s brand equity?

The challenge was to find a cost-effective solution

that enabled dealerships to customise press ads,

brochures, mail shots, door drops and point of sale

materials, but at the same time keep everyone

singing from the same song sheet.

Working in partnership with Connecti, Abbott

Digital and Xerox, Toyota (GB) PLC has managed to

do just this and make considerable savings. By

harnessing the benefits of print-on-demand they

now have an impressive workflow system in place

that delivers thousands of pieces of local

marketing material.

For producing localised after sales materials they

use a system called brandFAST™ developed by

Connecti, a leading marketing solutions provider.

Powered by Adobe enterprise software, the

brandFAST™ portal allows Toyota Centres to order,

edit and proof-read over 200 printed items

remotely. Each piece offers consistent corporate

branding but allows those logging-on to tailor the

items, localising or personalising them. Variable

data like names and addresses, price points and

special dealership offers can be changed with

ease. Previously this process could take up to three

days, but now changes can be made in as little as

ten minutes.

Toyota customers benefit too, as they will only

receive literature from their local dealership that is

relevant to them. For example, if a dealership is

offering a discount on tyres and the recipient

drives a Toyota Yaris, the mailer they receive will

only feature the correct tyres for that model. >

A second type of mailing, which is ordered

centrally from Toyota, informs people of new

Toyota dealerships opening in their area. This

contains extremely high amounts of variable data,

from maps of where the dealership is located and

opening hours, to special offers. Even a picture of

the recipient’s car can be dropped in.

Acceptance of the solution has been overwhelming

with over 99% of dealers subscribing to the

solution. What’s more, Toyota has achieved

approximately £500,000 in annual marketing

communications savings through this programme.

“Through use of the system we are enjoying

strategic marketing gains, with uniform branding

achieved across all physical and virtual channels.

We have enjoyed massive cost savings, as well as

a far more aligned official centre network,” says

Robin Giles, General Manager – Marketing

Communications, Toyota (GB) PLC.

The print requests are fulfilled using a template

system devised by printers Abbott Digital, who

print items digitally using two Xerox DocuColor

digital presses in conjunction with two Creo RIPs

and Darwin variable image authoring software. As

a result, orders can now be turned around in just

seven days from conception to delivery of the

printed items.

In fact, since implementation, Toyota has reduced

the time taken to produce, edit and approve

localised marketing materials by 90 per cent.

David Loach, Business Development Director at

Abbott Digital, explains how working with Xerox

has made this project viable.

“Traditionally with digital print it’s hard to print

large areas of solid colour without areas of

banding appearing and ruining the piece. When

chosen by Toyota to take on this work, we

thoroughly researched the digital print market and

found that the DocuColor from Xerox was the best

quality digital printer money could buy. The pieces

we produce on their machines are of exceptional

print quality.”

As a result of this innovative work Connecti and

Toyota have won the Print On Demand Initiative

(PODi) Best Practices Award and Abbott Digital has

been named ‘Digital Printer of the Year’ by the

British Printing Industries Federation (BPIF).

For more information visit

http://www.podi.org/best-practices and

www.xerox.com

“ ”14

We have enjoyed massive cost savings.

Robin Giles.

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Jan Bommerez - Futurologist

Jan Bommerez is in the business of

stretching minds and teaching

businesses how to evolve.

He believes we are moving out of ‘the

information age’ and into what he calls ‘a

creation age’ – where shared knowledge and

collaboration are king, and competitiveness

and insular behaviour a handicap for

organisations wanting to grow. >

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As a management consultant, Jan Bommerez works

with companies on the subject of transformational

leadership – basically, getting people to shift from

thinking like a caterpillar (limiting beliefs) to

thinking like a butterfly (seeing potential). He has

written a number of books on the subject and

worked with blue-chip companies around the globe,

including KLM, Unilever, Volvo, BMW and Aegon to

mention but a few.

According to scientists, humans only use 1% of

their brain power. Jan wants to teach us to use the

other 99% and unlock the true potential of our

brains. He believes that for centuries we have been

conditioned to use our minds mainly to solve

problems and rarely for thinking of new possibilities.

This, he says, is why we are “missing out on 99%

of the opportunities”. He also champions innovation

saying, “when you have true innovation, you don’t

have competition – even in a recession, innovation

beats the economy.”

Speaking at the Xerox Premier Partners Congress

in Paris earlier this year, he explained his ten rules

for success in what he calls ‘the creation age’

of business.

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1. To unleash imagination: build totally new

types of organisation. His main gripe with the way

companies are structured today is that they restrict

human potential. An organization is an organism and

therefore needs room to evolve and grow. He argues

that, “competitiveness and egotistical behaviour

reduces the levels of communication and stop work

being fun, and makes people afraid to express new

ideas or be passionate about what they do.”

2. Let go of the idea that management equals

‘control’. The new word is ‘trust’. Jan says; “It

used to be that one person would think and others

would execute, but that is the old way.” He believes

that real leadership is about getting everyone

involved and encouraging people to start thinking

like it’s their business. He says, “by working on

things in teams, companies can literally build a field

of intelligence from which to grow and expand.”

3. Embrace failures. Jan believes we must build

on failures to move forward and grow. He quotes

Winston Churchill: “Success is the ability to go from

failure to failure without losing your enthusiasm.”

4. Education is economics. Jan believes the key

to competitive advantage is the willingness to

learn. But he says, “to learn, you first have to admit

that you don’t know.” Not training people, even in

times of recession, is short-sighted and means you

won’t be in a good position when there is an upturn

in the market.

5. Look for intelligence where it is. “The idea

that you have to have all the brightest people in

your company is not true,” says Jan. He believes

that building intelligence networks and external

alliances with other companies and even your

competitors is the way forward. “Investing in

relationships is vital if you want to get anywhere.”

6. Start treating employees as volunteers. Jan

says, “you can order people to get to work on time,

but you can’t order them to be creative.” He believes

managing directors and company figureheads should

ask themselves if there were elections in companies,

would they be re-elected as leader?

7. The horizontal network becomes more

important than the vertical organisation.

Jan believes that companies shouldn’t be afraid of

outsourcing what they are not so good at,

“collections of specialist organisations working

side by side can often be more effective.”

8. Become a ‘curious organisation’. By this, Jan

means thinking outside the box. He says, “hire

curious people, and at least a couple of weirdos.”

He claims that some of the most successful and

innovative people out there have been oddballs.

9. Be willing to lead the customer. Jan says that

companies must be pro-active and willing to

suggest new ideas to clients. He gives the example

that in computing “no-one was looking for a mouse”

but they all wanted one once they saw it.

10. Wow the customer. Jan says you should want

people to remember you because they had a nice

experience. He believes if you give more away, you

will get more, and quotes Napoleon Hill who said,

“Give more than you must and you’ll receive more

than you expect.” All in all, Jan believes to succeed

and grow we must keep re-inventing ourselves,

let go of old habits and let go of limiting beliefs.

This is summed-up by his personal motto, “Do not

try to lessen the uncertainty – raise the self

confidence instead.”

Give more than you must and you’ll

receive more than you expect.Napoleon Hill.

“”

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make your

mark

Once upon a time high-quality paper and ink were

sufficient to prove an official document such as an

insurance policy, coupon or birth certificate was

authentic, but sadly that is no longer the case.

Modern technology has made it possible for just

about anyone to alter or reproduce a basic

document even from home. So just how can you

tell legitimate documents from fakes?

That’s where Glossmark from Xerox comes in.

To prevent counterfeiting these days you have

to make your mark, and make it so it cannot be

replicated easily.

Developed by three scientists at Xerox’s research

laboratories in Webster, New York, Glossmark

technology is a revolutionary innovation that

enables users to insert hologram-like images into

documents using an ordinary xerographic printer.

This remarkable innovation was in fact discovered

by accident. Uneven glossy patches called

‘differential gloss’ are typically considered a defect

on a print and need to be fixed. It was when

Chu-heng Liu, a Xerox scientist, was trying to solve

the problem, with wife Beilei Xu and another Xerox

scientist Shen-ge Wang that the discovery was

made. Together, they realised this image defect

could potentially be used for document security.

When used on a DocuColor iGen3 printer,

Glossmark technology basically embeds extra

information into a document, which can only be

seen when the document is tilted. This could be a

time code, name or company stamp. The really

exciting bit is that the embedded information

cannot be reproduced on a conventional copier

or scanner. This is explained further by Shen-ge

Wang, “Improved printing technologies have

made it much easier to counterfeit documents.

Glossmark prints offer a promising deterrent.

Because the differential gloss cannot be

reproduced in second-generation copy, it is

secure technology.”

Although hologram security is not new, Glossmark

has two great advantages over traditional holograms

and laminates which produce similar effects. The

Glossmark process accommodates variable data

but does not require any additional printing steps

or create incremental costs.

Document and information security is an active

area of research at Xerox, and Glossmark technology

is still being developed further to work on a range

of printing devices and with a variety of media.

For more information about Glossmark Technology,

please visit www.xerox.com/innovation

Need to make your documents indelible, tamper-proof and

original? You need Glossmark, an exciting innovation from Xerox.

There’s a new way to look at things.Xerox Europe Limited, Riverview, Oxford Road, Uxbridge, Middlesex UB8 1HS, United Kingdom.

www.xerox.com

©Copyright Xerox 2004

2004 Xerox Corporation. XEROX©, The Digital Document Company©, DocuColor©, the stylised X, and the identifying product names and numbers herein are trademarks of XEROX CORPORATION. All non-Xerox brands and product names are trademarks or registered

trademarks of their respective companies. Product appearance, build status and/or specifications are subject to change without notice.

Printed using the Xerox DocuColor iGen3 onto Colotech plus Gloss 120g/m2 and 210g/m2

X04/0001