Lexmark International attacks printing with jets and lasers. A leading maker of printers and related supplies, the company provides color, monochrome, and multifunction laser printers; color and multifunction ink jet printers; dot matrix printers; and ink cartridges. Lexmark markets to individual consumers as well as large organizations in the financial services, government, health care, manufacturing, and retail sectors. It also makes printers for Dell to market under its own name. Lexmark's Perceptive Software subsidiary provides software and services used to manage documents, workflows, imaging, and other content. The company sells products worldwide; it gets more than half of sales from outside the US.
Lexmark has facilities in the US, as well as in Australia, Brazil, Canada, China, France, Germany, Mexico, The Netherlands, the Philippines, Switzerland, and the UK. It sells its products in more than 170 countries, with the US accounting for about 45% of sales. The EMEA region (Europe, the Middle East, and Africa) accounts for about 35%.
Sales and Marketing
The company distributes its printers and related products via IT resellers, direct marketing resellers, and copier dealers. It markets it software through a direct sales force, as well as a network of third-party resellers.
After flat sales in 2011, Lexmark reported revenue of $3.8 billion in 2012, down 9%. The decline was primarily the result of its decision to begin withdrawing from the inkjet market, as well as weakness in international economies. Sales for printers and related products, the company's largest segment, fell 11% year-over-year, although software sales jumped 65% due to organic growth and recent acquisitions. Net income was down about two-thirds in 2012 to $106 million.
The company continues to expand its printer supplies business, which makes up about 70% of sales, by growing its base of installed hardware and software. Lexmark is shifting the focus of its Imaging Solutions segment to higher-end products designed for greater volume usage. It establishes relationships with large customers and channel partners, including office retailers, distributors, and value-added resellers, in order to expand printer sales. Another area the company is targeting for growth is managed print services, with Lexmark taking over the maintenance and replenishment of a customer's printing and imaging equipment infrastructure.
Lexmark has maintained profitability by restructuring on a regular basis, including headcount reductions. It 2012 it announced that it would begin exiting the inkjet market and in 2013 agreed to sell its inkjet technologies and assets, including a manufacturing plant in the Philippines, to Funai Electric Co for about $100 million.
Mergers and Acquisitions
Lexmark added to its managed print services offerings in 2012 with the purchase of Brainware, a developer of intelligent data capture software. The $148 million acquisition added software used to select critical data from paper or electronic documents and validate it prior to sending it to a document or content management system. Lexmark also boosted its Perceptive subsidiary with the purchase of Australia-based ISYS Search Software (enterprise search software); US-based Nolij (Web-based imaging, document, and workflow management software for the higher education market); and Acuo Technologies, which helps Lexmark expand its healthcare IT offerings.
Lexmark acquired Perceptive Software in 2010. The purchase allowed the company to build on its existing document workflow products and managed print services. Perceptive, which makes most of its sales in the US, is a fast-growing software business that has experience in the health care, higher education, and government segments. Lexmark operates Perceptive as a stand-alone business, retaining the Perceptive Software name. After the acquisition, Lexmark moved to build the business with the 2011 purchase of Palla Athena for an estimated $50.2 million. The Dutch developer of business process management (BPM), document object model, and process mining software for government, insurance, and life science applications expanded Perceptive's reach to markets in Belgium, the Caribbean, Germany, and the UK.