Evergreen Makes Lemonade Out of Xerox Lemon
(originally posted to IRgA blog on Nov. 29, 2012)
By Ed Avis
When Xerox announced last year that it was no longer going to produce large-format printers and copiers, the reprographics world was shocked. After all, Xerox was a major player in the field for decades. Xerox dealers around the world were particularly unnerved – what lay ahead for them?
One entrepreneur saw a silver lining in the situation, though. Carl Byrne runs Evergreen Technologies, www.goevergreen.net, a company that reengineers and remanufactures parts for Xerox large-format copiers. Xerox’s announcement meant something completely different for him – it meant many more people would be searching for the rebuilt equipment and replacement parts he makes.
I first met Carl before Xerox’s announcement, and he was already building a good business. He was focusing on the "green” aspects of his business (hence the name) and he got in touch after I wrote a book about green reprographics issues that was sponsored by Océ. Since Evergreen keeps old parts out of the landfill and keeps old copiers humming, Byrne’s work is truly green.
I talked to him again yesterday, and business is booming. His staff has grown, and it now includes a couple of former Xerox channel managers who understand the business and the players. Smart hires!
I asked Carl if he could provide some details about how things have changed since Xerox bailed on the industry, and he wrote this:
I would estimate we have seen a 30% increase in our business directly related to having taken over sales for many items no longer available through Xerox in North America. These items are now sourced through our connections with Xerox in Europe. As Xerox focus on Wide Format recedes in North America, we have also sold more parts at times when Xerox temporarily goes out of stock on an item. We have also begun providing certain parts that have been discontinued in North America.
The drop in value of used Xerox equipment has enabled us to purchase equipment at a low price. We then remanufacture the equipment using our high reliability parts, and are able to resell them to dealers at a competitive price and with an extended parts warranty. This in turn enables the dealer to sell a quality used product at a price point considerably lower than the equivalent new product. In the present economy, this is proving to be a powerful tool for the dealers, and an effective alternative to ink jet products.
Well done, Carl!