Lexmark International attacks printing with a host of jets and lasers. A leading maker of printers and related supplies, the company provides color, monochrome, and multifunction laser printers; color and multifunction ink jet printers; dot matrix printers; and ink cartridges. Lexmark markets to customers ranging from individual consumers to large organizations in the financial services, government, health care, manufacturing, and retail sectors. Its Perceptive Software subsidiary provides software and services used to manage documents, workflows, imaging, and other content. The company sells products in more than 170 countries; it gets more than half of sales from outside the US.
In 2011 sales for Lexmark were flat, falling by less than 1% compared to 2010. Sales of supplies -- the company's largest and most profitable product line -- were flat on a year-over-year basis. Hardware sales were down 7%, while software and other sales increased 22% due to the inclusion of a full year of results for Perceptive Software. Lexmark's net earnings were down 6% compared to 2010, primarily due to lower operating income and higher income taxes. The company's sales have trended downwards since 2006 (though it benefited from a jump in 2010 sales when it bought Perceptive Software mid-year). Lexmark has maintained profitability by restructuring on a regular basis, including headcount reductions and related project costs and lease terminations.
The company continues to expand its printer supplies business, which makes up about 70% of sales, by growing its base of installed hardware and software. Lexmark is shifting the focus of its Imaging Solutions segment to higher-end products designed for greater volume usage. It establishes relationships with large customers and channel partners, including office retailers, distributors, and value-added resellers, in order to expand printer sales. Another area the company is targeting for growth is managed print services, with Lexmark taking over the maintenance and replenishment of a customer's printing and imaging equipment infrastructure. Customers for its managed print services include Anheuser-Busch, Columbia Sportswear, Cummins, and the USDA.
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. Brainware, part of Perceptive Software, was part of the larger purchase of Luxembourg-based BDGB from Vista Equity Partners. 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.
Lexmark acquired Perceptive Software in 2010. The purchase allowed the company to build on its existing document workflow products and managed print services. Perceptive, which makes most of its sales in the US, is a fast-growing software business that has experience in the health care, higher education, and government segments. Lexmark operates Perceptive as a stand-alone business, retaining the Perceptive Software name. In a move to build the business, in 2011 Lexmark acquired Palla Athena for an estimated $50.2 million. The Dutch developer of business process management (BPM), document object model, and process mining software for government, insurance, and life science applications expanded Perceptive's reach to markets in Belgium, the Caribbean, Germany, and the UK.
Under an agreement with Dell, Lexmark manufactures printers that the PC maker sells under its own brand. Dell accounts for approximately 10% of Lexmark's revenues. The companies expanded their business relationship in 2009, extending the number of printer models involved and related aftermarket cartridges.