© 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 IBG Consolidated one

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 Win Case: (Mun Sang College ) 3 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 FXHK

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Win Case: Johnson & Johnson (April 2010 – October 2011) 4 Customer Request Customer wished to identify ways and means of saving c. 20% on internal printing and print fleet across its APAC OpCos. Customer info Industry: Pharmaceutical/Healthcare Industry Main Business: Multi-national manufacturers of pharmaceutical, diagnostic, therapeutic, surgical, personal hygiene and biotechnology products Business Size: 250 operating companies in 60 countries employing approximately 116,000 people. FXA

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Win Case: Johnson & Johnson (April 2010 – October 2011) 5 What model & Solution FX installed Regional devices certified centrally in Australia for roll-out across region DocuCare and XOS managed service rolled across regional centres Recently rolled out 84 x Kisyu-I in Australia The reason why FX won this deal Ability to deliver real, measured cost-savings on print fleet, and internal printing via - Proactive implementation and site auditing Managed Print Solution (XOS) and proactive on-site support (DocuCare) Provision of energy-efficient devices (the Kisyu-I and Turbot) FX has saved J&J 24% since winning this deal FXA

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Lost Case: La Trobe University (TBA) 6 Customer Request Hardware (MFDs and printers) only. No solutions requirement. FXA was the incumbent for over 10 years Deal Size:250 MFDs – 50% colour / 50% mono Approx 80 x Kisyu 1,000 HP printers Approx 6.8 million They are not interested in solution at all. Customer info Industry: Education Main Business: Multi campus university based in Victoria, Australia. FXA Group 1

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. 7 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. ) FXP Group 2

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. 8 Customer Situtation Win Case : ( ROYAL GLOBAL SERVICES INC. ) 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. FXP Group 2

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Lost Case5: Indosat, June Customer Request 1)RFQ : Hardware (B/W & Color) ; Reporting per user, Print Anywhere, Secure Print 2) Deal Size : Revenue US$ 135,000 (1 year Rental), GI B/W 46 units & Color 34 units Competitor info: HP CM6040 (34 units) & M5035 (46 units) Customer info: 1 ) Industry : Telecommunication 2) Main business : Cellular Telecommunication Provider 3) Business size : A listed company in IDX, Revenue US$ 2.2 Billion AG Group 3

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Win Case: (Russell McVeagh) 10 Customer Request 1)Many layers using devices, Need to charge them to prints and copy 2)So many paper documents, they want reduces and how to keep records 3)Security also important for them. 4)70 machines, so many equipment occupied offices. Customer info: 1 ) Russell McVeagh 2) Legal, 3) 250 FXNZ Group 4

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Lost Case4: (ROHM Integrated Systems (Thailand) Co., Ltd.) 11 Customer Request 1)They are worry about how to manage print volume. 2) Rev. 2.3 MB (6B JPY) Competitor info: Ricoh MPC 3500 X 7 units + ESA Charger Customer info: 1 ) Manufacturing 2) Manufacturer of Semiconductor. 3) FXTH Group 5

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Win Case : (Korea Electric Power Corp., Jun) 12 Customer Request 1) CAD result print out and scan Color MFP – Report and result print out and scan 2) Deal Size(170 Million Won) Customer info: 1 ) Transmission and Distribution of Electric Power FXK Group 6

Disclose to : Protect until : Handling : Author : Prepared on : IBG No Copy /No Modification IBG Marketing, Chitose Oike FUJI XEROX INTERNAL USE ONLY Case Name: 13 What model & Solution FX will be able to offer to customer? The reasons why customer choose FX ? Customer Request