1. s

2. Xerox Corporation is a global
document management company.
Headquarter: -Norwalk.
Worldwide employees - 135,000
Active patents -- 9400+
2010 Revenue:$22 billion.

3. Founded by Dr. It has 3 business
Incorporated in
Bhupendra Kumar group in India i.e.
1983, Xerox India
Modi, former
Limited is a part of • New office group
chairmen &
Xerox Corporation. • Production system
President.
group
• Xerox global
services

4. MFD: - WorkCentre™ 4118, WorkCentre 7655/7665/7675,
Work Centre 6400
Printer: -Phaser™ 3250, Phaser 6280, Phaser 6360

5. Copiers:-Phaser 6180MFP, Phaser 6128MFP, Work Centre
5632/5638
Software solutions: Equitrac Office, Scan Flow store, Xerox
Docu Share

6. Suspect- Fact Finding Mission Record all
contacts
Prospect- Validation and Classification –Time
Table preparation, Initiating Next Steps
Approach– Contacting & Submission of the
Proposal
Negotiation- Demonstration. Submission of
fresh proposal
Closing- Collecting the order
Order- Processing the order, Delivery,
Installation

8. Objective
To strengthen the brand image of Xerox.
To portray accurately the market share of all major
brands.
The main factors influencing the purchase decision..
To find out customer satisfaction level on usage of
various document management products of various
brands.
To drive the sales by understanding the need and
demand of Xerox’s product.

9. Research Method: Sample method:
Sample size: Survey Method Simple random
112 sampling

10. Primary Data:-
Directly communicating with the
respondents through questionnaires in the
field work.
Secondary data:-
Through Internet, Friends, Office
employee & my Corporate guides.

12. Using document management equipment like printer, copier,
scanner, MFP
100 % have document
management equipment=112
Inference:
The research
0%
shows that
almost every
yes
company
irrespective of
no
100%
the size are using
some document
management
devices.

13. Most commonly used brand in case of printers
Brand of printer used Inference:
xerox hp samsung cannon others multi
The above chart shows
3%
that HP has a 72% of
4%
market shares in
8%
9%
printers segment and
4%
72% clearly outstand the
other brands. So HP is
definitely the market
leader in the printers
segment.

14. Most commonly used brand in case of Scanners
Brand of scanners used
xerox hp samsung cannon others multi Inference:
The above chart
4%
2% shows that HP has
a market share of
4% 5% 5%
80% in case of
scanners. While
the rest 20% is
80%
equally divided
among the other
brands.

15. Most commonly used brand in case of Copier
Brand in case of photocoppiers
xerox hp samsung cannon others multi Inference:
The above figure
shows that in
11%
5% 7%
case of
photocopiers HP
is the leader with
23%
52%
a market share
2% of 52% followed
by cannon with a
share of 23% and
Xerox with 11%
market share.

16. Most commonly used brand in case of MFD
Brand of multifunctional device
used Inference:
As the above
xerox hp cannon others multi
figure shows that
4% 5% in case of
multifunctional
4% 11%
device HP is
76% leading the
market with a
share of 76%
followed by
lesser known
brands like

17. R equirement of color printers.
Requirement of colour printer
yes no Inference:
The above figure
shows that 71% of
the users do not
have the
29%
requirement of
71%
color printers while
only 29 %of the
users have the
requirement of
color printers.

18. F actors affecting the consumers buying decisions
Factors affecting the buying
decision Inference:
quality price promotions quality,after sales service,price all
Above figure shows
that the
combination of
1%
quality, after sales
32%
61% service and price
4%
contributes 61% of
2%
the consumers
buying
decisions, followed
by only quality
with 32 %.

19. L evel of satisfaction with their existing devices
satisfaction level with the
existing devices Inference:
very satisfied satisfied
As the above figure
shows that 91% of
neither satisfied nor dissatisfied dissatisfied
the users are
satisfied with their
4% 1%
4%
current
devices, while 4%
each to users who
91% were very satisfied
or neither satisfied
nor dissatisfied with
their current
products.

20. Accepting a new solution to reduce the running cost
Accepting new solutions which
will reduce their running cost Inference:
The above figure
yes no
shows that 95 %
5% of the users are
ready to accept a
new solution if it
can reduce their
running
95%
cost, while 5 %
disagreed with it.

21. P lanning to buy a new device in the near future.
Planning to buy a new device in
the near future Inference:
As the above figure
less than 60 days less than 6 months not in near future
shows that 89% of
the users are not
6% 5% going to buy any new
machines in the near
future, while 6% of
89%
them are going to
buy in the coming 60
days and 5% in less
than 6 month time.

22. Strength weakness
Brand name
Wide range of do not have
products direct
dealings
Six Sigma
with Xerox
concept
complexity
State-of-the-
of the
art
products
products(Palo
Alto Research Lack of
Center ) public
awareness

23. Opportunity: Threat:
• MFD segment. • Aggressive
marketing by the
rival brands
• Multi National
Companies booming
in Hyderabad • Unsatisfactory
service
• Aid to cost cutting
• Lack of cost or
product
leadership

24. Xerox need to concentrate on
promotion and advertisement.
Upgrade the after sales service
Workout on the price
User friendly products
More focus on the A4 size category

26. Sources…
Websites:-
www.google.com.
www.scribed.com.
www.xerox.com.
www.wikipedia.com.
Books:-
Marketing Management—Philip Kotler
Consumer Behavior & Marketing Strategy—J.Paul Peter, Jerry C.Olsan
Research Methods for Business Students—Philip Lewis

27. A presentation
by-
Irfan Sahid
Roll no: 48
(2010-12)