Xerox® Supplies for non-Xerox® Printers Checklist – New Partner Orientation and Onboarding

Click on each step to know more about key actions. Quickly & successfully step in the world of profitable supplies with the 1-2-3 guide below. Click on each step to know more about key actions. Step 1 First things first: register as a Xerox® Authorized Supplies Partner Step 2 Become the absolute expert on Xerox® Supplies Step 3 Set up your channel and design the perfect offer for Xerox® Supplies November 8, 2018

Return to 1-2-3 page Step 1 - First things first, register as a Xerox Authorized Supplies Reseller 1- Become a Xerox Authorized Supplies Reseller Partner with one of the world’s most powerful brands. We are committed to this partnership and are here to support your sales teams and business growth. 2 - Register on Xerox Partner Portal By registering as a Supplies Partner, you will gain access to the Xerox Partner Portal, which is designed to provide all Partners with resources that are developed exclusively for Partners to position them for continuous growth (award-winning programs and innovative sales support tools). 3- Enroll in Xerox Global Partner Program If you’d wish to take this business partnership a step further, the Global Partner Program (GPP) offers a compelling financial proposition with a rising scale of rewards – so the greater your commitment to selling quality Xerox Branded Supplies, the greater your rewards will be! Check box when done For more information (useful links): Xerox Authorized Supplies Reseller Xerox Partner Portal Xerox Global Partner Program November 8, 2018

Step 2 - Become the absolute expert on Xerox® Supplies Return to 1-2-3 page Step 2 - Become the absolute expert on Xerox® Supplies Check box when done 1- Train your sales force (vendors, telesales, e-sales) Good training is KEY when starting a new business. Know the distinctive benefits of Xerox® Supplies (Genuine Xerox® Cartridges & Xerox® Supplies for non-Xerox Printers) and know how to explain them to customers (see Annex 1). 2- Gather all available Xerox Sales and Marketing Tools a. We offers a set of great tools to assist you in growing your business and profit. They are designed to deliver the perfect sales speech to your customers. Take time to discover these great resources. b. - Where to find Xerox Sales & Marketing tools online? It’s all on the SMART Center The Xerox Sales, Marketing, Analysis, Research and Training (SMART) Centre is designed to help our Partners get more face time with customers and shorten supplies sales cycles. Register here. Is there anything else you need? Your Xerox Account Manager is here to help you (questions, training, tools, etc) November 8, 2018

Return to 1-2-3 page Step 3 - Set up your channel and design the perfect offer for Xerox® Supplies Check box when done 1- Choose a trusted Distributor to buy from There are several Xerox Authorized Distributors that will bring you the Xerox® supplies your customers need - for all their printers’ brands. Choose the right Distributor and watch your sales shine! 2- Design the perfect Go-To-Market strategy (see Annex 2) Efficiently use Xerox® Supplies unique market and price positioning. We are the only one-stop-shop OEM in the market for all major printer brands. 3 - Design an impactful launch campaign Put Xerox® Supplies in the spotlight. By designing the right launch campaign, you are sure to see your profits grow fast. Need additional key tips for a fast start in supplies? Refer to Annex 3 or contact your Xerox Account Manager today (Annex 4) Get started writing your own Xerox success story today! November 8, 2018

Annex 1 - Quick Value Proposition List Return to step 2 Annex 1 - Quick Value Proposition List Great savings Xerox® Supplies for non-Xerox® Printers help your customers save between 25% and 40% on the price of the original cartridge. Unconditional Lifetime Guarantee All Xerox® Supplies come with a Lifetime Guarantee, whereby as long as the cartridge still contains toner, it can be returned, regardless of when it was purchased. Higher page yields Xerox® Supplies for non-Xerox Printers provide higher page yield than the OEM cartridge. This yield savings comes in addition to the cost savings they will already realize on the price of the cartridge. 100% worry-free printing Xerox® Supplies are designed to protect our Partners and their customers: outstanding quality, no environmental footprint, no IP or Patent infringement, strict health & safety standards November 8, 2018

Return to step 3 Annex 2 - Waypoints to engage new clients on Xerox® Supplies for non-Xerox® Printers Provide a final offer they cannot refuse Provide samples for customers to try for free Get customer to let you submit pricing on the items they're purchasing from OEMs Present 1: Xerox brand and 2: Lifetime Warranty and 3: how the choice is obvious Offer them great savings + outstanding quality + 100% risk-free Approach your largest buyers of OEM supplies (look for all contracts b/w + color) Know the distinctive end-user benefits and Xerox recommended price positioning November 8, 2018

Annex 3 - Extra tips for a fast start Prepare your Objection Killers Examples: • All Xerox® cartridges are covered by a Lifetime Warranty. So there’s no risk! • Xerox invented the xerographic technology and toner: no other printer manufacturer knows laser supplies better than Xerox. Organize all the necessary tools & collaterals Examples: • Build a Xerox® Supplies section on your website • Have Xerox® Supplies brochures printed with your logo • Negotiate the use of Xerox Authorized Partner logo Special prices • Scan your market for customers with tenders on supplies. Negotiate incentives / programs with Xerox • Marketing budget, sales incentives, goodies, gifts, etc Return to Step 3 November 8, 2018

Annex 4 – Xerox Account Managers per country Return to step 3 Annex 4 – Xerox Account Managers per country UK - Ireland Danielle Gallagher Danielle.Gallagher@xerox.com France Stéphane Lemée Stephane.Lemee@xerox.com Germany – Austria - Switzerland Christian Bork Christian.Bork@xerox.com Spain Sonia Peinador Sonia.Peinador@xerox.com Italy Luciano Casazza Luciano.Casazza@xerox.com Belgium – Luxembourg - Netherlands Patrick Van Schaik Patrick.vanSchaik@xerox.com Denmark – Finland – Norway – Sweden Claus Torp Claus.Torp@xerox.com Portugal Filipa Teixeira Filipa.Teixeira@xerox.com Greece Evagelia Ralli Evagelia.Ralli@xerox.com November 8, 2018

Range Brochure Cartridge finder 100% total satisfaction Partner Value Proposition Want to know more about Xerox® Supplies for non-Xerox® Printers? Compliance & Certifications Key material November 8, 2018