fresh project

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Summer training project report

ON

MARKET SHARE OF A0/ WIDE FORMAT PRINTERS

With special reference to

XEROX INDIA LTD.

SUBMITTED IN PARTIAL FULFILLMENT FOR THE AWARD

OF THE

DEGREE OF BACHELOR OF BUSINESS ADMINISTRATION

2008 - 2011

UNDER THE GUIDANCE OF

Mrs. SANAMPREET SHARMA

FACULTY, MAIMS

SUBMITTED BY:KASHIKA KOHLI

BBA (B & I) VTH SEMESTER

Roll no.: 0531471808

MAHARAJA AGRASEN INSTITUTE OF

MANAGEMENT STUDIES

Affiliated to Guru Gobind Singh Indraprastha University, Delhi


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Table of CONTENTS

Student declaration..i

Certificate from Company/Organization ii

Certificate from Guide.iii

Acknowledgementiv

Executive Summary..v

Chapter Schemevi

Page no.

CHAPTER-1 INTRODUCTION1.1Purpose of the study..

1.2Research Objectives of the study..

1.3Research Methodology of the study.

1.3.1Research Design .

1.3.1.1Population

1.3.1.2 Sample size ..

1.3.1.3 Sampling technique ..

1.3.2 Data Collection ..

1.3.2.1 Method of data collection

1.3.2.2 Instrument for data collection

1.3.3 Limitation .


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CHAPTER -2Company Profile

2.1 Compant overview.

2.2 Xerox at a glance ..

2.2.1 Xerox corporation

2.2.2 Xerox around the world

2.3 Xerox India Ltd.

2.4 Xerox mission & vision.

2.5 Business groups.

2.6 Wide format printer-Product range..

2.7 Organisational structure of Xerox

2.8 Innovation at Xerox

2.9 Strategy followed at Xerox.

2.10 Sales strategy followed at Xerox2.10.1 SPANCO2.10.2 Push marketing strategy

CHAPTER -3Findings and Analysis. .

CHAPTER -4Suggestions.

CHAPTER -55.1 Conclusion 5.2 Limitation..

Bibliography

Annexures

Questionaire

Evaluation Attendance Sheet

Schedule for Project Completion.


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STUDENT DECLARATION

This is to certify that I have completed the Summer Training Project titled MARKET SHARE OF A0 WIDE

FORMAT PRINTERS in XEROX INDIA LTD. under the guidance of Mrs. SANAMPREET

SHARMA in partial fulfillment of the requirement for the award of degree of Bachelor of Business

Administration at Maharaja Agrasen Institute of Management Studies, Delhi. This is an original piece of work

& I have not submitted it earlier elsewhere.

KASHIKA KOHLI


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CERTIFICATE FROM COMPANY


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CERTIFICATE FROM GUIDE

This is to certify that the summer training project titled MARKET SHARE OF A0 WIDE FORMAT

PRINTERS w.r.t XEROX INDIA LTD. is an academic work done by KASHIKA KOHLI submitted in

the partial fulfillment of the requirement for the award of the degree of Bachelor Of Business Administration

from Maharaja Agrasen Institute of Management Studies, Delhi, under my guidance & direction. To the best ofmy knowledge and belief the data & information presented by him/her in the project has not been submitted

earlier.

Mrs. Sanampreet Sharma


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ACKNOWLEDGEMENT

There is always a sense of gratitude which one express to other for the helpful services they render

during all phases of life. I would like to express my gratitude towards all those who have been helpful to

me in getting this mighty task of project work to a successful end.

My special thanks to Dr. N.K. Kakkar, the director, who was constant source of guidance and provided

with the maximum help he could, through out the project.

I consider it a pleasant duty to express my heart felt appreciation, gratitude and indebtedness to Mrs

Sanampreet Sharma for her keen interest, invaluable pain taking & excellent guidance, patience

endurance, encouragement & thoughtful advice throughout the project work duration.

I am also thankful to all my friends and users who operated my project and provided me not only

valuable and prudent suggestion but also with constructive criticism that helped me to improve and

enhance the usability of the project.

Kashika Kohli


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EXECUTIVE SUMMARY

With the opening up of the Photocopier machines many companies have come up like Canon,Ricoh,Sharp and

Xerox . This has increased the competition among them and also posed a challenge, which was enjoying a

monopoly status. The increased competition gives me an opportunity to compare the copier machines.

My study aims at-Analysing the market share of wide format printers with special reference to XEROX INDIA

LTD.

Xerox Corporation is a global technology company that is famed for the introduction of the lain-paper copier

and have now have transitioned into a global document management company

The report is prepared for the partial fulfillment of award of degree of BBA programme and as a part of

curriculum.

This descriptive research is being conducted by survey on the people of Delhi.

The survey was conducted through questionnaires by personally interviewing each respondent on a number of

queries structured in the questionnaire.The data thus collected was then subjected to analysis by a mixture of

common and advanced statistical technique.

The above mentioned survey was conducted on 45 respondents. The respondents were selected

from different parts of Delhi.


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CHAPTER SCHEME

The following chapter scheme has been followed:

CHAPTER 1-INTRODUCTION -This chapter includes purpose of study,research objective,research

methodology,data collection and limitations of study

CHAPTER 2COMPANY PROFILEThis chapter has relevant information about Xerox.The history, vision

of Xerox,its products,organizational structure,distribution strategy and service etc. is covered under this chapter

CHAPTER 3 FINDINGS AND ANALYSIS This chapter includes all the analysis of the surveyconducted.All the graphs,pie charts etc has been included in this chapter.

CHAPTER 4SUGGESTIONSThis section includes the suggestions or the recommendations that are given

to the co. on the basis of the analysis that has been done.

CHAPTER 5CONCLUSION AND LIMITATIONSThis chapter includes the conclusion of the survey and

the project in whole and the limitations suffered during the survey/project.


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CHAPTER1INTRODUCTION


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1.1 PURPOSE OF THE STUDY

In this competitive market where customer and dealer is the king, it is very important to analyze the customer as

well as dealer perception about the product. Companies, by conducting various market researches, try to

improve their products and provide customers better and more services. For achieving success every company

should target customers because the market is totally customer oriented.So the study was conducted to know the

factors influencing the market share of Xerox.The study was basically conducted for A0 line of printers which

are also known as wide format printers.It was conducted among large enterprises and jobbers to know :

The average monthly print volume

Desirable printing speed

Brand of wide format printer used

Box pricing

Wide format printing technology used


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1.2 RESEARCH OBJECTIVES OF THE STUDY :

The objectives of a research project summarise what is to be achieved by the study. The general objective of a

study states what researchers expect to achieve by the study in general terms.

The formulation of objectives helps us to:

Focus the study (narrowing it down to essentials);

Organise the study in clearly defined parts or phases.

The objective of this survey are :

To study the market of Xeroxs wide format segment.

To study the market strategy of Xerox.

To study the various factors to be kept in mind while buying a wide format printer.

To study the organizational structure of Xerox corporation.

To study the different wide format product ranges of Xerox.

To study the various potential areas where Xerox can expand its market.

To study the satisfactory level of Xerox customers for the products.


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1.3RESEARCH METHODOLOGY

1.3.1 RESEARCH DESIGN

Research design is a plan for collecting data so that desired information can be obtained with sufficient

precision or so that hypothesis can be tested properly.It is an overall plan of action to be followed during an

experiment to be sure that the objectives are met.Therefore it relates with setting out the broad outline and key

features of the work to be undertaken, including the methods of data collection and analysis to be employed,

and showing how the research strategy addresses the specific aims and objectives of the study, and whether the

research issues are theoretical or policy-oriented.

The research design used in this project is-DESCRIPTIVE AND SURVEY RESEARCH DESIGN.


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1.3.1.1 POPULATION

Population refers to the total items about which the information is desired. Here in this project I have considered

finite population that is we are taking one single individual as single unit.

The population for the survey conducted included large enterprises and jobbers within Delhi.These enterprises

used wide format printers for many purposes.


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1.3.1.2 SAMPLE SIZE

The survey was conducted on a sample of 44 respondents.These included large enterprises and jobbers.


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1.3.1.3 SAMPLING TECHNIQUE

A sampling technique is the name of a specific process by which the entities of the sample have been selected.A

variety of sampling techniques can be employed,individually or in combination.

The samples in this survey were picked up on a random basis.So the sampling technique used was RANDOM

sampling.


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1.3.2 DATA COLLECTION

There are several ways of collecting the data which differ considerably in context of money, cost, time andother resources. In this project the data which was required gave details about the behaviour of enterprises who

require wide format printing machine for the purpose of construction prints,advertising etc.

1.3.2.1 METHODS OF DATA COLLECTION :

The samples among large enterprises were taken from :

Noida

Gurgaon

And the samples among jobbers were taken from :

Nehru Place

Bhikaji cama place

Connaught Place

Rajinder Place

A survey was conducted at each of these segments considering various factors which was a source ofabsolute primary data.

Secondary data was also collected for the compilation of the company profile.Secondary data sources usedwere:

Product Brochures

Xeroxs journals


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1.3.2.2 INSTRUMENT FOR DATA COLLECTION

The instrument that was being used for collecting information during the survey was -QUESTIONNAIRE.The survey was conducted through questionnaires by personally interviewing eachrespondent on a number of queries structured in the questionnaire.A copy of the questionare is attached in theannexures.

The questionaire contains all the questions necessary to understand the large enterprises A0 printer

usage,color/mono preference,,market share of Xerox india ltd.,related problems,cost and customerbehavior.

The data thus collected through survey was organized in a database, which could be referred for futureendorsements. The data thus collected was then subjected to analysis by a mixture of common and advanced

statistical technique.


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1.3.3 LIMITATIONS :

Limitations refer to the constraints that affect the study. Following are some of the limitations that I had to

undergo:

Lack of availability of actual data.

Time factor also became a limitation to the study.


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CHAPTER2

COMPANY PROFILE


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COMPANY PROFILE

Name: Xerox India Ltd.

Headquarters: Norwalk, CT

Type of organization: business to business organization,business to customer

Type of industry:Document management,Business Process management

2.1 Company overview:

Xerox Corporation is a $17.6 billion technology and services enterprise that helps businesses deploy smart

document management strategies and find better ways to work. Its intent is to constantly lead with innovative

technologies, products and solutions that customers can depend upon to improve business results.

Xerox provides the document industry's broadest portfolio of offerings. Digital systems include color and black-

and-white printing and publishing systems, digital presses and "book factories," advanced and basic

multifunction systems, laser and solid ink network printers, copiers, and fax machines. Xerox's services

expertise is unmatched and includes helping businesses develop online document archives, analyzing how

employees can most efficiently share documents and knowledge in the office, operating in-house print shops or

mailrooms, and building Web-based processes for personalizing direct mail, invoices, brochures and more

Xerox also offers associated software, support and supplies such as toner, paper and ink.

Headquartered in Norwalk, Conn., Xerox is ranked No. 1 in the computer category on FORTUNE magazines

World's Most Admired Companies listing and No. 147 among the FORTUNE 500. Xerox has 57,100

employees worldwide, and its operations are guided by customer-focused and employee-centered core values


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such as social responsibility, diversity and quality -- augmented by a passion for innovation, speed andadaptability.

The Business of Xerox

The company's strategic focus is on three primary markets: high-end production and commercial print

environments, networked offices from small to large, and value-added services. Two unifying themes cross all

areas and play to Xerox's core strengths: color, and solutions that tailor Xerox devices to solve a customer's

problem.

Of the $17.6 billion in 2008 revenue, the United States accounted for $9.1billion; Europe accounted for $6

billion; and Latin America, Canada and other countries accounted for $2.5 billion.

Through its strong focus on investing in innovation, Xerox earned more than 230 worldwide awards, and

launched 29 products in 2008 that were delivered through a broad set of sales channels.

A Brief History of Xerox

Chester Carlson, a patent attorney and part-time inventor, made the first xerographic image in his makeshift

laboratory in Astoria, Queens, in New York City, on Oct. 22, 1938. He spent years trying to sell his invention

without success. Business executives and entrepreneurs didn't believe there was a market for a copier when

carbon paper worked just fine. And the prototype for the copier was unwieldy and messy. Some 20 companies

IBM and General Electric among them, met his invention with what Carlson called "an enthusiastic lack of

interest."

Finally in 1944, the Battelle Memorial Institute in Columbus, Ohio, contracted with Carlson to refine his new

process, which Carlson called "electrophotography." Three years later, The Haloid Company, a maker of

photographic paper in Rochester, N.Y., approached Battelle and obtained a license to develop and market a

copying machine based on Carlson's technology. Haloid later obtained all rights to Carlson's invention. Carlson

and Haloid agreed the word "electrophotography" was too cumbersome. A professor of classical languages at

Ohio State University suggested "xerography," derived from the Greek words for "dry" and "writing."


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Haloid coined the word "Xerox" for the new copiers, and in 1948, the word Xerox was trademarked. Inspired bythe early, modest success of its Xerox copiers, Haloid changed its name in 1958 to Haloid Xerox Inc. The

company became Xerox Corporation in 1961 after wide acceptance of the Xerox 914, the first automatic office

copier to use ordinary paper.

September 2004 marked the 45th anniversary of the Xerox 914. More than 200,000 units were made around the

world between 1959 and 1976, the year the company stopped production of the 914. In 1985, 26 years after its

introduction, Xerox announced that it would no longer renew 914 service contracts in the United States. Instead

a time and materials repair service was offered for the more than 6,000 units still in operation. Today, the Xerox

914 is part of American history as an artifact in the Smithsonian Institution.

2.2 Xerox at a glanceFor more than a half a century, Xerox has been a leader in document technology and services. It continue to

build on this heritage of innovation. Through its acquisition of Affiliated Computer Services, we now are the

worlds leading enterprise for business process and document management, offering global services from claims

reimbursement and automated toll transaction to customer care centers and HR benefits management. The new

Xerox is dedicated to innovation, service and giving our customers the freedom to focus on what matters most:

your real business.

Were dedicated to building a place

where great ideas and people can thrive.Do you have what it takes to join the

team?

Thats a testament to

our ongoing dedication

to innovation.

See how we've been

creating business

solutions for more

than a century.


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160countriesWe extend our global reach through wholly-ownedsubsidiaries of regional office technology dealers, aswell as more than 6,500 authorized sales agents andconcessionaires and about 10,000 technology resellers.

66,500customer-facing employeesWe have more than 8,000 sales professionals, 46,000employees directly serving our clients through on-siteoperations or off-site delivery centers, and 12,500technical-service employees.

We are allied with IT and businesspartners that integrate our systemsand services into their customersolutions.


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2.2.1 Xerox CorporationWho We Are and What We Offer

For more than half a century, Xerox has been in the business of making it easier to get work done. Our job has

never been more important than it is today as the world gets even more lost in information, overloading

peoples ability to make sense of it all. Xerox has kept pace with innovations that help people navigate the sea

of printed and online content, cut through the clutter and make information relevant again.

Document Outsourcing and Services

Heres how we help our customers through our consulting and outsourcing services:

Simplify document-driven processes, like forms processing and records management.

Provide services that analyze and improve the use of document systemsprinters, copiers, fax machinesand scanners.

Manage in-house print operations and special events by handling technology procurement and

print/copy centers.

Make information easier to manage and find through digital imaging, archiving and indexing.

Improve commercial print operations through document outsourcing and resources to boost sales and

profits.

Production Printing

For graphic arts and production environments, we offer these printing systems and services:

Color and black-and-white digital printers and presses.

Wide-format and continuous-feed printers and copiers.

Business development tools to help grow a profitable digital business.

Publishing solutions for books, on-demand documents, transactional applications, personalized printing

and workflow software to simplify how print jobs are created and managed.

Office Solutions

We have the right office printer and services for any business, from small to large, in one city or in thousands:

Multifunction systems, color and black-and-white, that combine printing, copying, faxing and scanning.

Color network printers, solid ink and laser.

Digital copiers and fax systems.


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Research and Development

Innovation keeps us in the forefront of our industry:

About 5% of our revenue is dedicated to R&D and engineering.

Four R&D centers in the U.S., Canada and Europe focus on color science, computing, digital imaging,

work practices, electromechanical systems, novel materials and other disciplines.

More than 8,600 active U.S. patents.

2.2.2 Xerox around the World

Xerox customers include small and medium-size businesses, graphic communications companies, government

entities, education institutions, Fortune 1000 corporate accounts, and firms in document intensive industries

such as healthcare, legal and financial services. Xerox offerings are sold through our global sales force; a

network of independent agents, dealers, value-added resellers and systems integrators; Global Imaging Systems

a wholly owned subsidiary of Xerox; and phone and Internet sales channels.

We have:

Over 7,500 sales professionals, 13,400 managed service employees at customer sites and 13,000

technical service employees.

More than 7,000 agents and concessionaires and about 40,000 technology resellers that extend Xeroxs

local and global reach.

Alliances with top IT and business partners that integrate Xerox systems and services into their customer

solutions

.


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2.3Xerox India Ltd.

OverviewIncorporated in 1983, Xerox India Limited (XIL) is a part of Xerox Corporation (NYSE: XRX), the US$15.7

billion, Fortune 500 global document management company. Over the past 20 years, Xerox Indiahas shaped the

Document Management industry in India by ushering in the world's best documentprocessing products and

bringing innovative value-added concepts to cater to customer needs. XeroxIndia has successfully transitioned

three major movements in India since its inception, from copying toprinting, black and white to colour and

stand-alone analog to digital, networked products.

Xerox India's Strategic Intent

To become the leader in the document market in India by helping improve the customer workprocesses

positively impacting productivity and costs while digitally empowering them totransform their work. In other

words 'helping people find better ways to do great work.

Xerox India Limited, erstwhile Modi Xerox was the outcome of one man's vision to usher white-

collarproductivity in India. In the 1960s and 1970s Dr Bhupendra Kumar Modi, erstwhile founder Chairman

and President, Modi Xerox experienced first hand the power of xerography and discovered the simple joyof

copying reference study material at the touch of a button.

Through a tie up with Rank Xerox, a member of the worldwide Xerox family in UK, Dr Modi founded Modi

Xerox, a joint venture partnership and brought to Indian offices a new level of productivity and efficiency in

business management.

The Xerox India Limited story can be divided into the following phases:

o The Start-up years (1983 - 86)

o The Take-off Phase (1986 - 89)

o Maturing of the Partnership (1989 - 91)

o Evolution into The Document Company (1991 - 95)

o Gearing up for Globalization & Knowledge Growth (1995 - 99)

o 2000 & Beyond : Leading the Digital Document Revolution


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2.4 XEROX MISSION AND VISION

Xerox Mission StatementThrough the world's leading technology and servicesin business process and document management, we'reat the heart of enterprises small to large, giving ourclients the freedom to focus on what matters most:their real business.

Core ValuesOne thing that never changes is our core values:

We succeed through satisfied customers.

We deliver quality and excellence in all we do.

We require premium return on assets.

We use technology to develop marketleadership.

We value our employees.

We behave responsibly as a corporate citizen.


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2.5 Business groups

Xerox has three business groups in India:


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1. Office Business Group - The Office Business Group of Xerox caters to the requirements of large andmid-sized enterprises, providing them with analog copiers, digital copiers, copiers-printers, advancedmultifunction devices, color copiers-printers and engineering copiers. These offerings are marketed in a

variety of ways - through direct and indirect sales channels including sales promotion agents. The

diverse range of Office products belong to one of the three product families: CopyCentre ,

WorkCentre and WorkCentre Pro. These products range in speeds from 16 to 90 pages per minute.

The group also provides Xerox Phaser color and Black & White network printers. Rounding off

Xeroxs offerings are software solutions and services developed to enhance work productivity

2. Production Systems Group - The Xerox Production Systems Group caters to three main productionenvironmentsPublishing, Transaction Printing and Enterprise wide Printing through its multiple

product categories:DocuPrint-for enterprise printing,DocuTech-for digital print on demand publishing

and DocuColor-for digital full color printing. Production Systems Group offers both color and Black

and White high value, high-speed products, and a complete gambit of comprehensive document

solutions that enable just-in-time printing, customized publishing and book publishing. The group also

offers total document solutions and services that can scan, view, manage and produce documents as

well as a variety of pre-press and post press workflow options to fully meet customer demands

3. Xerox Global Services - Xerox Global Services brings device and document management services tothe marketplace. It enables Xerox to be a fully integrated document solutions company by providing a

total end-to-end solution. Xerox Global Services helps clients reduce costs and create value by making

smarter connections between their people processes and technology. The group works with clients to

streamline and simplify everyday processes like customer communication, billing, training and records

management.


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2.6 WIDE FORMAT PRINTERS-PRODUCT RANGE

Wide-format printers are generally accepted to be any printerwith a print width between 17" and 100".Wide

format printers are used to print banners, posters and general signage and in some cases may be more

economical than short-run methods such as screenprinting. These printers generally use a roll of print material

rather than individual sheets and may incorporate hot-air dryers to prevent prints from sticking to themselves as

they are produced. Apart from wide format printers they include large format copiers and scanners for copying

printing, scanning and electronically distributing wide format documents for technical and graphic solutions.

The various products in this range are:

I. Colour wide format printers- These are high speed, high quality wide format printers with low running

costs.These include:

Xerox 8265

Xerox 8290
http://en.wikipedia.org/wiki/Computer_printerhttp://en.wikipedia.org/wiki/Screenprintinghttp://www.xerox.com/digital-printing/large-format-printers/wide-format-printers/xerox-8290/enin.htmlhttp://www.xerox.com/digital-printing/large-format-printers/wide-format-printers/xerox-8265/enin.htmlhttp://www.xerox.com/digital-printing/large-format-printers/wide-format-printers/xerox-8290/enin.htmlhttp://www.xerox.com/digital-printing/large-format-printers/wide-format-printers/xerox-8265/enin.htmlhttp://www.xerox.com/digital-printing/large-format-printers/wide-format-printers/xerox-8290/enin.htmlhttp://www.xerox.com/digital-printing/large-format-printers/wide-format-printers/xerox-8265/enin.htmlhttp://www.xerox.com/digital-printing/large-format-printers/wide-format-printers/xerox-8290/enin.htmlhttp://www.xerox.com/digital-printing/large-format-printers/wide-format-printers/xerox-8265/enin.htmlhttp://en.wikipedia.org/wiki/Screenprintinghttp://en.wikipedia.org/wiki/Computer_printer


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Xerox 8365

Xerox 8390

Xerox 8160

Xerox 8142

Xerox 8264E

Xerox 8254E
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II. Digital WF printers and copiers-These are flexible large format printers and printer-copiers whichsupport a wide range of engineering, architectural, and graphics applications.These include:

Xerox WF 6622 solution

Xerox 6279 WF

Xerox 721 Series Copy System

Xerox 721 Series Print System

Xerox 510 Series Copy System

Xerox 510 Series Print System
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Xerox 6050A WF

Xerox 6204 WF

Xerox WF 6604/6605 Solution

III. Large format scanners-These are designed for flexibility to add functionality as your needs changeThese include:

WF Scan System

XE Scan Solution
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IV. Wide format finishers-These are affordable and reliable add-ons for your digital wide formatprinter.These include:

Xerox 88 Series Folder

Xerox Stacker 1000

V. Wide format software solutions-These are print job and document management solutions for yourwide-format applications.These include:

Plotworks
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2.7 ORGANISATION STRUCTURE OF XEROX:


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2.8 INNOVATON AT XEROXXerox innovation brings together many disciplines and technical competencies. Xerox is unique in this respect

in that its research has spanned everything from basic physical sciences, mechanical and electrical engineering

through to social science and psychology. Xeroxs research and technology centres around the world each

provide their own unique perspective. Xerox conducts work in color science, computing, digital imaging, work

practices, electromechanical systems, novel materials, linguistics, work practice analysis, and nanotechnology

connected to Xerox's expertise in printing and document management. The company consistently builds its

inventions into business by embedding them in Xerox products and solutions, using them as the foundation for

new business, or licensing or selling them to other entities.

The Xerox Innovation Group includes everything from the scientists who invent new technology to the experts

who help secure intellectual property through patents to the managers who deliver the technology to Xerox

business groups, use it as the foundation for new businesses, or license it to an outside company to bring value

to their products.

The latest innovationby XEROX is new print head technology and cartridge-free ink. It delivers colour prints

for up to 62 percent lower cost and 90 percent less supplies waste in the worlds. It is the first high-speed solid

ink office multifunction printer. The new Xerox ColorQube 9200 Series multifunction printer vaults Xeroxs

proven solid ink technology to the centre of the highly competitive office market.


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2.9 STRATEGY FOLLOWED AT XEROX

Xerox strategy to be the market leader is marked as four pillar structure:

Executing on growth Expanding distribution

Securing future technology leadership

Optimize productivity & infrastructure

Executing on Growth Initiatives:-

1. Accelerating the transition to colorXEROX has the broadest color portfolio in the industry and leading

technologies. Economic cost and quality improvements are driving the transition from black-and-white to color.

2. Building on services leadershipXEROX lead the industry with end-to-end Document Management

Services and participate in three areas of the outsourcing services market:

Infrastructure Outsourcing, where they help the customers to reduce their enterprise spend through

differentiated technology, skills and automation.

Application Outsourcing, where they help the customers to streamline their document intensive business

processes through automation and deployment of software applications and tools.

Business Process Outsourcing, where the customers leverage Xerox global delivery capability and

proprietary production imaging software to manage both high volume standardized activities as well as lower

volume complex workflows.

3. Driving the New Business of PrintingXEROX is driving the New Business of Printing opportunity by

identifying applications which are suitable for digital production.

Expanding Distribution Channels:-

1. XEROX continue to expand the presence in the small and mid-size business (SMB) market through the

acquisition of Veenman B.V. in the European market, as well as additional acquisitions made by Global

Imaging Systems, Inc. in the U.S. markets.

2. They continuously increase the investments in Developing Markets, a high-growth market opportunity.


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Securing Future Technology Leadership:-

Expanding the Document Management Technologies that optimize the capabilities of the XEROX products and

streamline customers processes. Xerox develops breakthrough ink technologies such as Solid Ink and Cured

Gel ink to reduce the cost.

Optimizing Productivity and Infrastructure:-

Xerox is improving the efficiency and effectiveness in the infrastructure and

Optimizing the resources to support innovation and growth.

2.10 SALES STRATEGY FOLLOWED BY XEROX CORPORATION

2.10.1SPANCO:-The selling process is a crucial factor for any business. Yet often, sales management is based on individual

goodwill. Of course, goodwill is essential to achieving an objective, but it is not enough on its own. It has to be

combined with the necessary factors for success, motivation, incentives, training, etc. not forgetting the

methodology.

The sales process can be broken down into stages. Each of these stages is associated with a series of actions to

be undertaken. By clearly identifying the stages in the sales process, you will be able to see the state of your

portfolio of leads, so that at any moment, the salesperson (and their line management) can identify where and

how to intervene in order to turn a lead into a customer.

SPANCO stands for:

1. Suspect- Definition of the target

2. Prospect- Identification of the lead

3. Approach Analysis- Evaluation and qualification of requirements, identification of the solution

4. Negotiation-Negotiation process

5. Closing- Finalization of the order


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6. Order Ongoing Account follow-up (up and cross-selling, etc.) Order management and sales monitoring.

SPANCO enables you to display sales figures as well as to generate, manage and convert leads into customersAreas of difficulty which may arise in terms of the various phases will be clearly highlighted, so that corrective

action will be all the more effective and thus improve the performance of the sales department.

2.10.2 PUSH MARKETING STRATEGY

In sales process Xerox follows PUSH marketing strategy. In business parlance, push-pull marketing refers to

different ways of promoting a business model in order to reach a target market. In push marketing, you push

your content or product towards the audience which may or may not be aware of it. Conversely, in a pull-

marketing scenario, the customer pulls your content or product towards themselves, because they are

interested in learning more about it.

Push-marketing involves the active engagement of a target market. In push-marketing, you largely focus on

the features of your product or service and you seek a direct response from the targeted audience. In a sense,

push-marketing often involves short-term strategies which involve specific event or time-based campaigns.


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CHAPTER - 4

SUGGESTIONS


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SUGGESTIONS

There could be some changes in the products of Xerox according to consumer needs and purchasingpower of consumer.

Increase channel partners and exclusive brand partners, and plan to increase the market penetration.

Xerox needs to improve on its advertisement and promotional strategy since many of the customers are

not aware about Xeroxs products.

Around 60% of the companies are using both photocopier and printer,there is a potential market for

MFPs.

Develop IT partners and improve the level of device support.

Develop strong relationships with system integrators and value added resellers that have established

government accounts, which can help in winning tenders and can also increase market penetration

within the enterprise market.

There should be some changes made in the products of Xerox according to customer needs and

purchasing power of customer.


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CHAPTER5

CONCLUSION AND

LIMITATIONS


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CONCLUSION:

Most of the enterprises are using MFPs instead of just a printer.

The requirement of cartridge among the enterprises included in the survey was more for color/mono.

This means that they require both the cartridges.

Majority of the enterprises and jobbers were using inkjet technology of printers.

There are two types of cartridge used-pigment and solvent.Out of which pigment was used more.

The market is dominated by HP as a brand, followed by OCE. Around 49% of the respondents were

using HP. People want to buy those brand of product which are less costlier but best in quality and service.But

there were some respondents for whom price was not a matter of concern.

Many people said that price of Xerox machines is higher than other brands.

The documents used for large format printers were mainly line art.


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LIMITATIONS:

Human behaviour is too complex to determine .So the information disclosed by them may not be very

accurate.

There was a time constraint while conducting the study.

This research is conducted on a very small sample size,so it might be possible that the information given

by such respondents may not match with the view of whole Delhi.

Some of the respondents were not willing to reply to the questions.

It might be possible that the answers given by therespondents were full of biasness.


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fresh project

Documents