B2B Marketing Oce and Croon Case Solution

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B2B Marketing. OCE and CROON case.
Q1.

XES| OCÉ|
Points of Parity|
Inbuilt scanner| Inbuilt scanner|
Standard stacker can hold 100 folded-sheets. (can be upgraded up to additional 9 - €30 each.| Standard stacker can hold 100 folded-sheets. (can be upgraded up to additional 9 - €30 each| Data can be routed from draftsman workstation to XES without operator| Data can be routed from draftsman workstation to Océ without operator| | |

| |
Points of Difference|
Modular system – all new Xerox stuff can be added afterwards| 16 different configurations| Two paper trays| Three paper trays|
One paper cutter| Three paper cutters|
Three paper rolls (for an extra €3500)| Five paper rolls (add/drop +/- €10’)| Xerox, AccXES OS, works with Croon current system.| Windows NT OS, works with Croon current system.| Data is automatic transferred to ERP-system| Data is automatic transferred to ERP-system| Prints 400x400 dpi (also applicable on jet-blacks| Prints 400x200(400) dpi| Current Croon (Océ system applications) can easily be replaced by Xerox systems used by XES. Easy accessed via Internet.| Run on Croons current system (Océ). Staff already know how to use.| Speed 240| Speed 270|

Points of Contention (Océ’s version)
* The claim that modular system is unique is not true since in that case the whole system of Croon does not be replaced by XES. * Xerox will probably not produce any new modules since they are in a financial mess. * 400x400 dpi is not as important as H claims. Furthermore are printing on jet-blacks not a common thing at Croons.

Q3. Recommended (by me) configurations + NVP in table below: Xes
* 5 paper rolls, therefore two extra, to eliminate risks with paper jam and have the machine ready for some night shift working. This will give an additional cost of €3500x2=€7000 * Fix the ventilation system since I know that Croon care about their staff and want to have good marginal when it...
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