1. © 2010 Fuji Xerox Co., Ltd. All rights reserved. Disclose to : Protect until : Handling : Author : Prepared on : IBG Marketing 2010.12.31 No Copy No modification IBG Marketing, Chitose Oike 2010.6.21 FUJI XEROX INTERNAL USE ONLY Sales Approach Discussion 2010 年３月 29 日 20 October 2011 OPCO: FXK Presented by: Lee Jaebok

2. Disclose to : Protect until : Handling : Author : Prepared on : IBG 2010.12.31 No Copy /No Modification IBG Marketing, Chitose Oike 2010.06.21 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!

3. Disclose to : Protect until : Handling : Author : Prepared on : IBG 2010.12.31 No Copy /No Modification IBG Marketing, Chitose Oike 2010.06.21 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

4. Disclose to : Protect until : Handling : Author : Prepared on : IBG 2010.12.31 No Copy /No Modification IBG Marketing, Chitose Oike 2010.06.21 FUJI XEROX INTERNAL USE ONLY Win Case: (Seoul Foreign School, July) 4 Customer Request 1) Color, Easy to use 2) Anywhere Print 3) Deal size: 220 Million Won What model & Solution FX installed ApeosPort-IV C5570 16 units ApeosPort-IV C5580 1 unit AWMS The reason why FX win this deal 1) FXK Sales Team – S/R, Sales MGR, S/A, IBG collaboration 2) Product Design(UI, 8 th design), Durability 3) Fuji Xerox brand Image Customer info: 1 ) Education KISYU or ROOKIE + 30 units of Kisyu is on bidding

5. Disclose to : Protect until : Handling : Author : Prepared on : IBG 2010.12.31 No Copy /No Modification IBG Marketing, Chitose Oike 2010.06.21 FUJI XEROX INTERNAL USE ONLY Win Case: (Korea Electric Power Corp., Jun)) 5 Customer Request 1) Mono MFP(A3, 75PPM) – CAD result print out and scan Color MFP(A3, 50PPM) – Report and result print out and scan 2) Deal Size(170 Million Won) What model & Solution FX installed 1)Volante: 14 units 2)Tarzan: 1 unit 3)Kisyu: 5 units The reason why FX win this deal 1) Color Print Quality / Scan Speed and capacity. 2) end-user’s satisfaction index. Customer info: 1 ) Transmission and Distribution of Electric Power VOLANTE-II + Image Log Solution is on bidding

6. Disclose to : Protect until : Handling : Author : Prepared on : IBG 2010.12.31 No Copy /No Modification IBG Marketing, Chitose Oike 2010.06.21 FUJI XEROX INTERNAL USE ONLY Lost Case: (HaeWul) 6 Customer Request 1) TM / Print Management / Auditron 2) Deal Size(200 Million Won) Competitor info: What model they installed. Sindoh: D400 + Sindoh A4 Printers. FXK: ApeosPort-IV C5580 1 unit The reason why FX lost this deal Example 1)Mis-communication between S/R and Customer 2)Cost: Customer surprised at Sindoh’s proposal Customer info: 1 ) Education KISYU or ROOKIE