Scanners4CAD interview Colortrac

22nd November 2006

The following interview was conducted by large format scanner news site Scanners4CAD with Colortrac's Sales and Marketing Director Peter de Winter Brown, and is reproduced here with their permission.

Scanners4CAD: "We're confused. You seem to sell three different brands - Colortrac, ANAtech and ACTion Imaging. Why and what's the difference?"

de Winter Brown: "When Colortrac acquired ANAtech Imaging Systems and some of the assets of Tangent Imaging Systems back in September 1999 we created the trading name ACTion Imaging Solutions (aka AIS). The intention was to leverage the brand value of all three companies and communicate that with our newly acquired software products we are now a "solutions provider", not just a peripheral hardware manufacturer.

"The name "ACTion" was created from the initials ANAtech, Colortrac & Tangent. A few years older and wiser I realised the error and reverted to Colortrac in October 2002. Unfortunately, some confusion still permeates the market to this day. My only consolation is that we didn't waste quite as much money as those who painted BA tailplanes funny colors or those who decided to re-brand the Royal Mail what ever it was they dreamt up. Unfortunately I don't get paid as much as them either. We are COLORTRAC! Please purge your brain of anything else!".

Scanners4CAD: "Right now, on the basis of Colortrac SmartLF Gx / GxT 42 versus Contex G600 technology, who is the greater innovator in large format CCD scanning? You will say "you", won't you? So why Colortrac?"

de Winter Brown: "Colortrac was the first manufacturer to offer cost effective large format color scanners way back in 1994. (The first LF color sheet feed scanner on the market was launched by ANAtech about 6 months before Colortrac). Contex G600 scanner line announced August 1st 2006 is a re-marketing excercise that attempts to present essentially their previous generation products as 600dpi scanners. Contex is pursuing an evolutionary rather than an revolutionary product development. G600 is the latest iteration in a sequence that introduces some minor feature and performance improvements without any major investment or innovations in their product".

"Colortrac re-invented itself and re-positioned itself in the market when we introduced the first SmartLF CIS scanners in Q3 2004. SmartLF is about value for money and that means good performance and quality at a competitive price. Colortrac's previous CCD scanner line used a similar design philosophy and system components as Contex continue to employ. To execute our SmartLF strategy as applied to our new line of CCD scanners a re-think was required. The resulting SmartLF Gx product family of 25" and 42" CCD large format scanners is a completely new and innovative approach to solve the design and cost requirements demanded by the SmartLF philosophy".

"At the core of the SmartLF Gx CCD scanners, Colortrac has developed a revolutionary ultra-compact digital CCD camera unit or DCU that 're-writes the book' of wide format scanner design. The result is a range of scanners with higher optical resolution, smaller size and footprint, lower weight, very stable camera alignment and lower cost. We think this is innovative!".

Scanners4CAD: "You've been advertising the new Gx 42 in the USA since August (?) but it doesn't appear to be shipping yet. Several US resellers have asked us where it is. Where is it and is there a delay?"

de Winter Brown: "The SmartLF Gx 42 scanners began shipping in Europe, Middle East & Africa in September 2006. First shipments to the USA began in October in limited numbers so that we can prove the logistics and service systems. The advertising began in August to prepare the market awareness in advance".

Scanners4CAD: "Which model do you expect to be the bigger seller, the Cx 40 or Gx 42 / GxT 42? Why?"

de Winter Brown: "We expect the SmartLF Cx 40 to continue to sell in high numbers because it offers great value for money and meets the performance and quality expectations of the vast majority of large format scanner users in the AEC, CAD, GIS, etc., technical imaging markets. The Gx scanners offer similar technical imaging capability as Cx 40 with additional capabilities for customers who need to scan photographs and full color graphic art originals. Of course, we would be delighted to be proved wrong. The key point for Colortrac is that we offer customers a choice of the latest image sensor technology; either CIS or CCD. We have no vested interest in pushing one versus the other in the face of what the customer NEEDS for their job".

Scanners4CAD: "Which model do you expect to be the bigger seller, the Gx 42 which is suitable for top-quality CAD work or the thick media GxT 42 which is more suitable for reprographics work? Why?"

de Winter Brown: "The truth is I have no idea. It seems to vary by geographic market and market sector. It may turn out 50:50 or 60:40 but not 90:10 based on experience so far".

Scanners4CAD: "This month we look at Océ who badge Contex scanners and who are strong in the Print-for-Profit market. Océ claim that it is their software that distinguishes them from Contex and which provides the solution. Do you see the SmartLF GxT 42 in this market and, if yes, where will the software come from?"

de Winter Brown: "Yes, one of the main markets for Gx 42 will be in the reprographics bureau sector. Colortrac CopySmart software provides a simple to use scan-to-copy or print system and when combined with our universal repro stand and an LF printer offers a very nice solution to compete with Oce and HP. Canon distribute Colortrac scanners and software throughout EMEA and USA and they use our own CopySmart software. Some of our distributors combine our scanners with 3rd party software from independent software vendors (ISVs) to create more high-end solutions that support a wider range of LF printers than Colortrac do".

Scanners4CAD: "Last month we took you to task for claiming 1200 dpi optical for the Gx 42. This month we take Contex to task for claiming 600 dpi optical for their G600 series. Do you care to comment on Contex's claims?"

de Winter Brown: "I have said all I want to about Contex in answer #2!".

Scanners4CAD: "Do Colortrac have a better case for claiming 1200 dpi optical than Contex do for claim 600 dpi?"

de Winter Brown: "Yes!".

Scanners4CAD: "Colortrac sales have grown spectacularly in the last two years since the launch of the SmartLF series. Where do you go from here?"

de Winter Brown: "Most of the growth Colortrac has enjoyed in the past two years has been due to new market development in markets and with customers who could not previously justify the investment required to purchase a large format scanner. With the Gx range of products rolling out now and over the next 6 months we will be taking on our competitors more directly across a wider application set (25" and 54").

"Our competitors know what we are doing and you can see they are increasing the volume and focus of their marketing efforts accordingly. The marketing battle is hotting up. While they must rely mostly on words we have the advantage of brand new innovative products that will provide excellent value for money to our customers. We will do our bit in the war of the words also!".

Scanners4CAD: "And that's the last word on that. Thanks and good luck!".