© 2010 Fuji Xerox Co., Ltd. All rights reserved. Disclose to : Protect until : Handling : Author : Prepared on : IBG Marketing No Copy No modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Sales Approach Discussion 2010 年３月 29 日 20 October 2011 OPCO: FXP Presented by: Anna Q. Penaflor

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY DAY2 :Group Discussion of Sales Approach 2 The purpose of this session IBG has been successfully launched Kisyu & Rookie as main color products since FY09 and we are going to make another big success launching for Kisyu-II & Rookie-II with all OpCos. Also we have high-end mono product which is Volante. Although the GI contribution is not so high but the Print Volume contribution is quite high. Therefore, let’s share how to do sales approach with Volante-IV. Thus, IBG marketing would like to organize a group discussion together “ how to enhance sales activities” from learning of “ Win & Lost case “ These case studies will be very useful for your training session in your own countries after this TT training. Let`s discuss together!

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Submission Win & Lost bulk deal cases 3 IBG requests to submit Win & lost cases. Total 3 cases by each OpCo Kisyu or Rookie: 1 Win bulk deal case 1 Lost bulk deal case Volante-II: 1 Win bulk deal case only Please see next page : template is attached

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY © 2010 Fuji Xerox Co., Ltd. All rights reserved. 4 Customer info: 1 ) Industry 2) Main business 3) Business size RGSI (Royal Global Services, Inc.) total logistics provider offering specialized, high quality and cost efficient logistics solutions promptly, effectively and professionally at all times, anywhere. Over thirty years of experience in all aspects of cargo transportation and handling gave Royal Cargo the solid base to create its own global network of owned companies and trusted agents. From its roots as a German/French/Filipino company with operations in the Philippines and Vietnam, it is now covering the world with its own network. RGSI go further by providing specialized logistics in the fields of freight forwarding, contract logistics, warehousing & distribution, cold storage and project and heavy lift services – with owned equipment and facilities. Win Case: ( ROYAL GLOBAL SERVICES INC. )

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY © 2010 Fuji Xerox Co., Ltd. All rights reserved. 5 Customer Request 1)RFQ: Docushare AWFS + DW7 + (1) APIVC2270CPS +2 units DC2007CPS 2) Deal Size Monthly Lease Php49, mos. Inclusive of 12 mos. Key Operator Win Case: ( ROYAL GLOBAL SERVICES INC. )

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY © 2010 Fuji Xerox Co., Ltd. All rights reserved. 6 1)The DMS solution is something that the AM offered to client for consideration when the AM learned that the client keeps a voluminous hard document files of Dossier. Dossier is the name of folders that they keep per client, containing several documents such as invoices, liquidation forms, & shipping documents. When they learned that there’s a way for them to keep an electronic file of their Dossier folder and access it on a real time the client became very interested and got the project approved by Management. 2)In deploying our solution we were able to solve the following concerns; - The ever growing filing cabinets contai ning the Dossier - A lot of time wasted on searching through the filing folders for a particular documents - Manual updating of the folders - Limited access on the Dossier particularly by the offsite personnel 3) They considered other vendors for the same kind of solution. At the time, they are under contract with Canon so we are closely competing with Canon. Although Canon has a similar solution, Canon AM and Technical personnel has limited knowledge and expertise on the DMS solution. They do not have an installation in Asia Pacific for their SW, and their major challenge is that they were not able to successfully conduct a Proof of Concept. This is also a major factor why they consider our solution. We have several successful implementations of DMS and our AM and especially our DSD/Solutions Specialist are knowledgeable and very skilled with this solution. This resulted in a very successful Proof of Concept. With that the client is already sold to our solution despite the fact that our price is higher than competitor. The reason why FX win this deal

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Win Case: (Name of Customer, When) 7 Customer Request 1) RFQ ( ex; MPS solution etc) 2) Deal Size (Rev, GI ) What model & Solution FX installed The reason why FX win this deal Example 1)Solution ( cost recovery ) 2)Feature( Security / print quality etc ) Customer info: 1 ) Industry 2) Main business 3) Business size VOLANTE-II

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Lost Case: (Name of Customer, When) 8 Customer Request 1) RFQ ( ex; MPS solution etc) 2) Deal Size (Rev, GI ) Competitor info: What model they installed. The reason why FX lost this deal Example 1)Feature( Security / solution etc ) 2)Cost Customer info: 1 ) Industry 2) Main business 3) Business size KISYU or ROOKIE