Fuji Xerox Revamps Domestic Sales Structure
to Accelerate Services BusinessTransforms domestic sales subsidiaries into
wholly-owned subsidiaries
and centralizes direct sales force to metropolitan areas
August 23, 2005
| With the objective of innovating sales
and marketing to accelerate its services business, Fuji Xerox
Co., Ltd. will make all 34 sales subsidiaries into wholly-owned
subsidiaries. The new domestic sales structure comprising
direct marketing and sales subsidiaries is set to get underway
on October 1, 2005. |
| Previously, Fuji Xerox and its sales subsidiaries
took responsibility for each customer depending on the size
of the account, however, with this change, all sales reps
in Japan will focus on the services business. The company's
direct sales teams will be concentrated into the key urban
areas of Tokyo, Nagoya and Osaka to focus in particular on
large corporations both inside Japan and overseas. |
| Fuji Xerox seeks to enhance its sales and
marketing capabilities for high value-added services. To do
this, the company is establishing a system that facilitates
swift response to sophisticated customer requirements by establishing
a specialized consulting team and strengthening its back-office
competencies. Meanwhile, outside of the main cities, regional
sales subsidiaries will become the core channel for the provision
of services to their respective areas. |
| Fuji Xerox will shift its sales reps, as
well as all customer engineers handling maintenance services,
total of 2,700 personnel, to the company's sales subsidiaries
nationwide. Through this move, around 80 percent of Fuji Xerox
copy machines and multifunction devices in the field in Japan
will be handled by its sales subsidiaries. Concentrating management
close to the customer on a regional basis will increase maneuverability
through the fusion of sales, marketing and maintenance in
each area. This will drive improvements in the company's services
business, with the overall aim of revolutionizing the existing
sales subsidiaries. In line with this endeavor, Fuji Xerox
will rename its sales subsidiaries as of April 1, 2006Note.
It will also redesign and centralize the sales subsidiaries'
business process system to speed up overall management. |
|
Note
|
Example: Chiba Xerox will be renamed Fuji
Xerox Chiba |
| The environment surrounding our customers'
operations is currently changing dramatically. Not only is
competition intensifying, but enterprises now also have to
meet new social requirements laid down by new laws and regulations,
such as the E- Document Law, the Personal Information Protection
Law and revisions to the Securities Exchange Law (in Japan).
To overcome management issues associated with these changes,
Fuji Xerox and its sales subsidiaries have revamped the sales
structure, thereby boosting consistency in strategy and ensuring
the speedy and accurate provision of high-quality services
across the board. |
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