Color Printing Turf Wars

Still, many in-plant managers remain skeptical after digital printing's shaky start. In addition to price points and careful positioning, they want to see features worth their time.

So to give sales an extra jump, vendors are offering extras to boost the attractiveness of their product lines.

"Price was the biggest feature on the CLC 3900 and 5000," says Mark Suzuki, director and assistant general manager of Canon's color systems division. But he adds that since the two machines have been upgraded to "plus" models, finishing options are proving to be the most attractive selling points.