2009 Fuji Xerox channel Assembly Interview Surrey - printer, office equipment - office supplies indu

2009 Fuji Xerox channel Assembly Interview Surrey - printer

, office equipment - office supplies indu

Time: September 16, 2009 Location: Zhangjiajie Respondents were: Fuji Xerox (China) Co., Ltd. Vice President, Printer Division General Manager Surrey

Q: In recent years, Fuji Xerox channel change is very large, this year's strategy in the continuation of last year some of the strategy is not our depth this year to develop ideas to do? Consumables Aspect of this year, Fuji Xerox printer channel key, how to plan in this regard?

Surrey: Fuji Xerox's channel strategy in the last year marked the change from 2,3 years ago, the core system to the regional expansion of the city covered by a more flat channel model, after several years of consistent implementation, we also see the progress we have made, including the city's coverage, and Proxy The number of suppliers. Progress in this process, there will be internal and external resistance, but in performance terms, everyone has been convinced, at least at this stage in the development of the road, the model is suitable for our brand and products. The next step is to continue to deepen, this year focusing on the development of 4,5-type city. China's business model, characterized by extensive local market is not concentrated in few big cities, more medium and small cities breeds more business opportunities, many manufacturers have seen, does not really do much, Fuji Xerox Le hopes to do step by step, we will adhere to and continue to develop.

Supplies Business to a certain size, how to standardize and develop, which we must consider and address the problem. The channel is the General Assembly, the General Assembly over the years we spent most of the length introduction supplies, and awarded four prizes have 2 and supplies directly related to performance in accordance with supplies to determine awards vest, the results of the Year Award is the whole machines and supplies the overall consideration. We promulgated the channel strategy, direction, organizational restructuring, the policy of supplies are to establish a sustainable growth business model.

Q: You have repeatedly said that the expansion of small and medium cities, small cities with big cities, but the needs of business users do not, we have introduced specifically for small and medium sized cities in different models?

Surrey: Laser Printer is mainly concentrated in the office applications, the family has not really entered the mainstream. 4,5-class city in more applications in government and government-related customers and enterprise customers. At present the demand to see, do not see these users on the laser or laser One machine With special needs. Some of our high-end products may be sold in small cities will decline, but functionality is not reduced. Therefore we do not have plans to do customized products. However, we will attach importance to product design meets customer needs, such as medium and small cities have a big problem is the power instability of our products in this regard a special design, widened in the Chinese market in particular voltage and current of the machine impact range. In addition, in services, we will go to plan according to local characteristics.

Q: Fuji Xerox printer product globalization plans?

Surrey: Fuji Xerox has been doing product of globalization. In Shenzhen, Shanghai, Fuji Xerox products factory product of globalization. On a unified product line, there is no distinction between applications, but not every family of products we have in all regions Sell , There will be some differences in this regard. We unified the design is similar, such as China Energy Star and other environmental requirements, and therefore China will enter the product of some components custom. In the applications of our products can meet various local requirements.

Q: You talked about assessing the proportion of printer supplies increase from 5% to 10%, showing that supplies of concern for Fuji Xerox. However, this channel can accept and identify business?

Surrey: adjusting the numbers, we have and some dealers to do the communication, so dealers do not feel the accident, some dealers have done some preparation. In addition, we made a theoretical examination standard measure, such assessment or scientific. For sales of supplies, is a win-win result, so dealers will quickly adapt. I believe the market opportunity is there, on the Fuji Xerox is also very challenging.

Q: Last year you said the General Assembly in the channel do not do, "shopkeeper" in service to take the initiative to the inspection, then what approach to stimulate the channels of business or service station?

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