Lexmark International is a leading maker of printers and related supplies. Through its Imaging Solutions and Services (ISS) segment, the company offers laser and dot matrix printers, multifunction devices, and related products. Its portfolio includes color, monochrome, and multifunction printers and ink cartridges, as well as managed print services. In addition, Lexmark generates a small portion of its revenue (about 5%) through its Perceptive Software segment, which offers a host of content, document output, and business process management services. The company markets worldwide to individual consumers as well as large organizations in the financial services, government, health care, manufacturing, and retail sectors.
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.
Lexmark reported revenue of $3.7 billion in 2013, down 3% from 2012 and the third consecutive drop in revenue for the company. The decline comes as Lexmark is moving away from hardware (it withdrew from the inkjet market in 2012 and 2013) and toward content, print, and document services.To that end, in 2013 it recorded a 5% drop in ISS sales, which was slightly offset by a more than 40% jump in Perceptive Software sales. After falling two-thirds in 2012, net income rebounded to $262 million (an improvement of nearly 150% year-over-year) on growth of its higher margin businesses, as well as lower R&D costs and a gain of nearly $75 million on the sale of inkjet-related technology and assets.
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 sold its inkjet technologies and assets, including a manufacturing plant in the Philippines, to Funai Electric Co for about $100 million.
The company is transitioning from a low-margin hardware-centered business to a provider of high-margin process management and managed print services, among other offerings. In addition to exiting the inkjet business, it tapped its ISS customer base to gain more than 40 new deals for Perceptive Software in 2013. In 2014 it introduced a cloud version of Perceptive Software's flagship information management software.
Lexmark has also bulked up its software and service products with acquisitions.
Mergers and Acquisitions
In October 2013 the company purchased Pacsgear, a provider of connectivity products to health care companies, for $54 million. Pacsgear reports to the Perceptive Software subsidiary. Earlier in 2013 Lexmark bought German enterprise content management and business process management software provider Saperion. Smaller purchases that year include Twistage (San Francisco, cloud-based video, audio, and image content management platform) and AccessVia (Seattle, print-on-demand software for retail signage and materials).
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.