Understanding The FM "Monster"

From our standpoint, we work for the most part with Lanier's base of major national account healthcare customers, and they are asking us to come in and help with some of the document management solutions.

IPG: These are people that already have Lanier equipment installed?

LeClercq: Yes. We have a relationship with the customer currently as opposed to just going out and knocking on doors and trying to get them to switch from using Pitney Bowes or Xerox to using Lanier. Not to say we're not doing that, but there are plenty of Lanier customers that are our target market at this point in time.