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

2. Click on each step to know more about key actions.
Quickly & successfully step in the world of profitable supplies with the 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

3. Return to 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

4. Step 2 - Become the absolute expert on Xerox® Supplies
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Step 2 - Become the absolute expert on Xerox® Supplies
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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)
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5. Return to page
Step 3 - Set up your channel and design the perfect offer for Xerox® Supplies
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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!
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7. Annex 1 - Quick Value Proposition List
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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
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8. 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
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9. 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
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10. Annex 4 – Xerox Account Managers per country
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Annex 4 – Xerox Account Managers per country
UK - Ireland
Danielle Gallagher
France
Stéphane Lemée
Germany – Austria - Switzerland
Christian Bork
Spain
Sonia Peinador
Italy
Luciano Casazza
Belgium – Luxembourg - Netherlands
Patrick Van Schaik
Denmark – Finland – Norway – Sweden
Claus Torp
Portugal
Filipa Teixeira
Greece
Evagelia Ralli
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11. 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