Anne M. Mulcahy
Management
I actually think that we’ve been investing and positioningthis business to win in tougher and tougher economic conditions in many ways.And that’s come from the relentless focus on productivity and competitiveness,but if look at our strategy going forward, I would say our intent is and youare -- you are seeing it already, you are going to see more of it, is to makecolor more and more affordable. We’re going to make it so that people will not point tocolor as something that’s unaffordable, despite the toughest of economicconditions, and obviously what we’ve done now with this solid ink positioningis the beginning of a strategy, Ben, that we intend to have a much broaderimpact with as we go forward. So from that perspective, I think our plans for color are tomake it work and be a source of growth by really being responsive to the factthat the more affordable we make it, the better the growth prospects are. I’ve talked about our services but if you look at ourservices business right now, driving 8% annuity growth, well above thecorporate average, it is all playing in a world where clients have to maketouch choices about how they spend their dollars and what they focus on, and Ithink our ability to continue to make that value proposition attractive to ourclients by reducing their direct costs and allowing their resources to focus ontheir core business, is really compelling. I mean, a lot of our services business now is about notacquiring technology but allowing us to host and manage everything for them,either onsite or offsite. So I think we have solutions to a problem thatclients might face out in the future that are going to be very important. And in the production business, if you are going to be asurvivor in the graphic arts business, you better be in digital because thereis no place else to go for growth in value. This is a case where things getweak, you separate out, quite frankly, what the sources of growth andprofitability are from those that quite frankly will be deteriorating, and Ithink that we are well-positioned. And when you add it all up, if the going gets tough, thebusiness model you want is an annuity-based business model and 70% of ourrevenues are annuity based and with the impact of services and operatingleases, that will be going up. So hey, do we want a stronger economy, do we want the GDP tobe helping propel our growth? Yes, but I think we are prepared to be a winneramong the competitors with regard to the strategy that we have in place.