© 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: FXHK Presented by: Patrick Yu

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 Win Case: (Mun Sang College ) 4 Customer Request 1)Mun Sang College was using 4 MFDs, 60 printers and 3 duplicators before 2)Requested features, e.g. follow-u print, card authorization and set print quota, etc. 3)34units GI, Revenue >HK$1M What model & Solution FX installed Turbot, Kisyu3370, DC4112 with AMDP The reason why FX win this deal 1)Through Work Area Assessment (WAA) study, suggested to centralize the MFDs in a more effective & efficient way 2)Promoted AMDP which can customize their requirements and fit for their needs 3)In conclusion, evaluated customer working environment, providing a more effective & efficient way; customized our features to fit for customer requirements Customer info: Education industry KISYU or ROOKIE

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Win Case: (KPMG, start new contract on Mar Customer Request 1) AMDP solution 2) 43units GI, Revenue around HK$5M What model & Solution FX installed FX4112, DC5000, DC5065, APIIIC7600, APII7000, APII5500, APIVC5570, APIVC4470, APIVC3370 AMDP with card reader & server setup in HK & China The reason why FX win this deal Solution – AMDP, China services support for single platform approach Customer info: 1 ) one of the big 4 audit firm in global 2) Major business – Advisory, Tax & Audit 3) around 2500 staff in HK 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: (Next Media, Sep 2011) 6 Customer Request 1) RFQ with AMDP 2) Deal Size – 77units of Kisyu, around HK$1.8M Competitor info: Brand: Ricoh; Model: not yet known The reason why FX lost this deal CTI Ricoh, lost reason: Cost not competitive Customer info: 1 ) Media 2) Newspaper & Entertaining magazine 3) MNC KISYU or ROOKIE