PROJECT REPORT

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PROJECT REPORT:

To understand the office automationindustry with reference to A3,MFD and

explore the new channel partners.

DONE BY: ANKUSH KAKKAR

PROJECT DURATION: 2 MONTHS(JUNE 22- AUGUST 21 2015)

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PREFACEThe main objective of the study is to understand the effectiveness of the channel management and scope of on-boarding new partners .

It also enabled us to highlight on the aspects to understand on how effectively the organization has evolved and adapted to the changing trends of the printer market and also the effectiveness of the organisation in driving with customer needs.

It also enabled us to understand the brand image among the dealers, the model of brand awareness, the pricing image set by the organization in the mind of the dealers. In short, it helped us to understand all the activities which are carried out to make a prospect, a dealer and to retain all through as a satisfied dealer for ever.

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ACKNOWLEDGEMENTThe satisfaction that accompanies a successful completion of any task would be incomplete without mentioning the people who made it possible, whose

guidance and encouragement crowned ones efforts with success.

I consider my privilege to express our gratitude and respect to all those who guided me in the completion of our project.

I express my deep sense of gratitude to my Channel Head Mr. Sumit Chada & my Channel Development Manager Mr. Amit Khanna for there able guidance

and assistance in every aspect of project . I take immense pleasure in thanking them for the freedom of thought and action , I have enjoyed

during entire course of our project work.

I express my Heartfelt thanks to my esteemed collage for itsconstant encouragement and provision on such a wonderful opportunity.

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UNDERTAKING

This is to declare that all the contents of the project are original and authenticated, and there is no duplication in contents from anywhere.

This project is my own work and I take whole responsibility of this project on my – “Sumer Internship in “XEROX INDIA” as a part of the curriculum.

Date:22 August, 2015.

(ANKUSH KAKKAR)

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CONTENTSS .No. Title

1. Preface2. Acknowledgement3. Undertaking4. Contents5. Executive Summary6. Aim of the Study7. The Organization8. Methodology9. Observation and Data Presentation10. SWOT Analysis11. Learnings12. Recommendations13. Bibliography

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XEROX AT A GLANCE

• 2014 Revenue: Over $19 billion• Employees: 140,000 employees• Geographic Scope: 180 countries• History: Founded in 1906 as the HaloidCompany; named Haloid Xerox in 1958and Xerox Corporation in 1961; acquiredAffiliated Computer Services (ACS) in 2010.• NYSE Symbol: XRX• Chairman & CEO: Ursula M. Burns• Headquarters: 45 Glover Avenue,Norwalk, CT 06856-4505• Website: www.xerox.com

For more than a half a century, Xerox has been a leader in document technology and services. We continue to build on this heritage of innovation. We now are the world’s leading enterprise for business process and document management, offering global services from claims reimbursement and automated toll transaction to customer care centres and HR benefits management.

The Xerox 914 was the first one-piece plain paper photocopier, and sold in the millions.

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AIM OF THE STUDY To understand the office automation industry, and Xerox standpoint.

Exploring customer’s perception of Xerox and its product portfolio.

Collecting database regarding to the current mode of business & printing services managed by the dealer. The company (OEM) he is dealing with.

knowledge sharing session between the channel development manager and its sales partner with regards to company profile and products.

Identifying new sales partner for sales of the company products.

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THE ORGANISATION The Xerox India Limited story can be divided

into the following phases:

1.The Start-up years (1983 – 1986). 2.The Take-off Phase (1986 - 1989). 3.Maturing of the Partnership (1989 - 1991). 4.Evolution into The Document Company (1991 - 1995). 5. Gearing up for Globalization & Knowledge Growth (1995 - 1999). 6. 2000 & Beyond : Leading the Digital Document Revolution

Through its three business groups - Production Systems Group (PSG), New Office Group, Consulting/Outsourcing business group - XIL caters to its three primary markets of high-end production environments, networked offices (small to large) and document management services.

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New Office GroupThe New Office Group of Xerox caters to the requirements of large and mid-sized and small enterprises, providing them with analogy copiers, digital copiers, copiers-printers, advanced multifunction devices, colour copiers-printers and engineering copiers. These offerings are marketed through "Two-Tier ” distribution model. Xerox reaches out to its customers through its network of three national distributors (Ingram, essays and Erdington) and two regional distributors (Micromaxand Annatto). The company has network of 1500 channel partners that are supported by a team of qualified and trained indirect sales personnel.

Production Systems GroupThe Xerox Production Systems Group caters to three main production environments - Publishing, Transaction Printing, and Enterprise-wide Printing through its multiple product categories. The group also offers total document solutions and services that can scan, view, manage and produce documents as wells a variety of pre-press and post press workflow options to fully meet customer demands. The group markets its product portfolio through both direct and indirect model.

Xerox Global ServicesXerox Global Services brings device and document management services to the marketplace. It enables Xerox to be a fully integrated document solutions company by providing a total end-to-endsolution.Xerox Global Services helps clients reduce costs and create value by making smarter connections between people processes and technology

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The Document Company Xerox streamlined structure

There are four regional directors in the marketing wing to over see operations. These are North, South, East and West. Our study furthered on the operations from the north which is headed by Graham Wing.

SO stands for Industrial Solution organization which covers the major/key accounts of Xerox. GMO stands for General Marketing Organization which entails channel trade partners. Channel activities cover sales through dealer/ channel networks

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The North operations cover the state of Uttaranchal and Uttar Pradesh with 14 towns as major business focus. The operations are a three tier system with the second line at the operational level reporting to the respective regional director stationed at New Delhi

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MARKETING STRATEGYSteps of Sale – SPANCO

SPANCOwhich could be further elaborated into Suspect, Prospect, Approach, Negotiate, Close the Call and finally get the Order. The various steps are explained below:

1-Suspect-Fact Finding Mission Record all contacts

-2-Prospect-Validation and Classification – H/W/C. Time Table preparation, Initiating Next

-3-Approach Contacting the M.A.N. Submission of the Proposal

4-Negotiation-Demonstration. Submission of fresh proposal

-5-Closing-Collecting the order

-6-Order- Processing the order, Delivery, Installation and KOT. Collection

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RESEARCH METHODOLOGYResearch methodologyis used to search answers of the research questions. An attempt has been made to describe the nature of the dealer of Delhi/NCR city by the study of the samples.

Methodologyin common parlance refers to a search for knowledge. The advanced learner’s dictionary of current English lays down the meaning of research as“a careful investigation or enquiry especially through search for new facts in any branch of knowledge.”.

Some people consider research as a movement, movements from known to unknown. It is actually a voyage of discovery. We all posses the vital instinct of inquisitiveness for, when the unknown confront us, we wonder and our inquisitiveness makes us probe and attain full and fuller understanding of the unknown. This inquisitiveness is the mother of all the knowledge and the method, which man employs for obtaining the knowledge of whatever the unknown, can be termed as research .Methodology is a way to systematically solve the research problem. It may be understood as a science of studying how research is done scientifically. Learning more about the consumer and about marketing is the heart of the research methodology. The research methodology has many dimensions and research methods to constitute a part of the research methodology.

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In the planning of the project and survey, the entire schedule of work was divided

into 13 steps which are as follows-

In the planning of the project and survey, the entire schedule of work was divided into 13 steps which are as follows-1.Defining the objectives2.Defining the population3.Frame the sample units4.Data collection5.Questionnaire6.Methods of collecting data7.Non-respondent classification8.Selection of proper sample size9.Organizing the field work 10.Execution of the project11.Summery and analysis12.Information gathered for the further survey13.Preparation of the report Let us understand all the above 13 steps in detail:1.DEFINING THE OBJECTIVE:The main objective is to find out the dealer perception of fresher and walked out dealer from Xerox photocopier machines. This survey is conducted to depict the behavior of the dealer in making investment, especially in insurance.2.DEFINING THE 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 which is fixed the 100 questionnaires, each separately by the single individual.63                                                                                                                                                                                 

3.FRAME THE SAMPELING UNITS :The elementary units or the group of such units may form the basis of sampling process, which are called as sampling units. Alit containing all such sampling frames consists of a list of items from which the sample is to be drawn. It is often impossible to draw a sample directly from the population. In case of this project I simply located the different areas of Luck now and conducted a survey by taking the information in the form of questionnaire.4.DATA COLLECTION :There are several ways of collecting the data which differ considerably in context of money, cost, time and other resources. In this project the data which was required gave details about the behavior of dealer who make investments in Paint Industry and Construction Industry, etc.5.QUESTIONNAIRE :To develop an effective questionnaire following points should be kept in mind:a.Keep in view the problem to be studied. b. Questions should be appropriate and simple and must be constructed with a view toothier forming a logical part of a well thought out tabulation plan.c.Proper sequencing of questions'. Should be examined properly and if error found, should be removed.6.METHODS OF COLLECTING DATA :Normally there are 2 methods of collecting thedata:64                                                                                                                                                                                                                                                                                                                                                         

1.Defining the objectives2.Defining the population3.Frame the sample units

4.Data collection5.Questionnaire

6.Methods of collecting data7.Non-respondent classification

8.Selection of proper sample size9.Organizing the field work 10.Execution of the project11.Summery and analysis

12.Information gathered for the further survey13.Preparation of the report

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Data Analysis Q1. Type Of Firm

PARTICULARS No.Proprietor Firm 200

Partnership Firm 18

Pvt. Ltd. Firm 2

GRAND TOTAL 220

Partneship Firm Proprietor Firm Pvt. Ltd. Firm0

50

100

150

200

250

Type of Firm

Num

ber O

f Firm

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Q2. Primary / Main business of your firm

PARTICULARS No.

Commercial Photography Machines 1Digital Photocopier, Others 1Laptop 2Laptop, Desktop 2Laptop,Desktop,Others 3Laptop,Desktop,Printers 1Laptop,Desktop,Printers,Others 112Laptop,Others 1Others 37Photocopier, Others 1Photocopier,Printers,Others 18Printers, Others 38Printers,Servers,Others 1R.C.Machines,Others 1Servers, Others 1Grand Total 220

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Commercial Photography Machines

Digital Photocopier,Others

Laptop

Laptop,Desktop

Laptop,Desktop,Others

Laptop,Desktop,Printers

Laptop,Desktop,Printers,Others

Laptop,Others

Others

Photocopier,Others

Photocopier,Printers,Others

Printers,Others

Printers,Servers,Others

R.C.Machines,Others

Servers,Others

(blank)

0 20 40 60 80 100 120

PRIMARY/ MAIN BUSINESS OF FIRM

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Q3. Mode of businessPARTICULARS No.

Channel Reseller 5Govt / Tender, Stock &Sell Mode ,Corporate Reseller 1Others 28Stock & Sell Mode 175

Stock & Sell Mode, Channel Reseller 11Grand Total 220

Channel Reseller2%

Govt / Tender,Stock &Sell Mode,Corporate Reseller

0%

Others13%

Stock & Sell Mode80%

Stock & Sell Mode, Channel Reseller5%

Business Mode

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Q4. Are you presently handling printing business as well?

PARTICULARS No.

Yes 183

No 37

Grand Total 220

No Yes0

20

40

60

80

100

120

140

160

180

200Total 183

PRINTING BUSINESS

NUM

BER

OF

DEAL

ER

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Q5. Do you also manages service of any company?

No Yes0

20

40

60

80

100

120

140

160

180

200

MANAGES SERVICE

NUM

BER

OF

DEAL

ER

Manages Service No.

Yes 182

No 38

Grand Total 220

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Q6 . Do you know about Xerox business?

NO YES0

50

100

150

200

250

know

abo

ut X

erox

PARTICULARS No.

YES 204

NO 16

GRAND REPORT 220

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Q7. SOLD XEROX / RELATIONSHIP?

NA No YES0

20

40

60

80

100

120

140

SOLD XEROX

PARTICULARS No.

YES 115

NO 104

N/A 1

GRAND TOTAL 220

23NA No YES

0

20

40

60

80

100

120

140

160

180

Total

Inte

rest

ed in

Xer

oxQ8. Number of Dealer interested in Xerox?

PARTICULARS No.

YES 48

NO 156

N/A 16

GRAND TOTAL 220

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FINDINGSAfter analysis we found that mostly firms are proprietor firm as compared to partnership firm or private limited company.

During analysis it was found that the main business of the firms are laptop , desktop , printers & others. While other firms are engaged in Commercial Photography MachinesDigital Photocopier , Servers & R C Machines.

After data analysis we founded that the mode of business of the proprietor firm is stock & sell mode. The private limited firm & partnership firm mainly take government tender & corporate order.

During data analysis 83% of the firms handle printing business.

After data analysis we finds that 82% of the firms are managing the services of different printing companies such as hp , canon , samsung , brothers , ricoh , konica minolta , xerox.

In the survey we came to know that many firms already know about the Xerox business & products.

In the whole survey 220 dealers were visited out of which 48 dealers have shown there interest in coming forward as a new sales partner.

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CONCLUSIONAs it has been discussed, Today Xerography Industry has a very high growth in market. Post liberalization, the industry; institution has been growing at a rapid pace in terms of its assets under management.

The study aimed at finding out the market shares of Xerox photocopier machines, A3 Printer , A4 Printer , MFD & Xerox Supplies.

1.It was found that mostly organization prefer HP for A4 printers due to its brand name and after sales service.

2.In A3 machines many dealers are attracted towards Konica Minolta & Brothers due to high price of Xerox Products

3.Xerox supplies can be easily sold in the market as there is no competitor. The dealer is satisfied with the quality & price line of the toner available for hp.

4.Many partners had a very bad experienced in the past with after sales service of Xerox.

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Suggestion and RecommendationOn the basis of survey done by me following are the some of points that could be suggested to the channel development manager of the company so as to increase the sales of products.

Brand name of Xerox is very well known in Photocopier market and it is associated with quality thus this has to be maintained in all spheres of the selling and marketing through more advertising.

On time delivery of the products & availability spare parts is the important area that is to be focused on.

Another suggestion would be that Xerox should also encourage direct selling a part of from depending fully on dealers.

There could be some changes in the prices products of Xerox according to partners needs and purchasing power of consumer.

There may be improvement in the after sales services of the Xerox photocopier machines.

Xerox should provide its partners more offers & high profit margins.

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SWOT ANALYSISXerox considers itself the global leader in the document management business, stating they offer the widest array of products, services and solutions in the industry. Since the early 1990s. Xerox has reinvented itself from a predominantly black-and-white, light-lens copier company into a digital, colour and document solutions company

Xerox Mission Statement says, “Our strategic intent is to help people find better ways to do great work -- by constantly leading in document technologies, products and services that improve our customers' work processes and business results” .Xerox states that since the creation of their company they have operated under the guidance of six core values. These are the belief that:

•They succeed through satisfied customers;•They value and empower employees;•They deliver quality and excellence in all they do;•They provide superior return to their shareholders;•They use technology to deliver market leadership;•They behave responsibly as a corporate citizen.

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Strengths Weaknesses Xerox is a C Corporations and so is has easy access to capital markets.- For advertising strategy Xerox uses the web and Ecommerce.- Xerox uses the best technology available on the web increasing efficiency and effectiveness.- Xerox makes good use of Cloud computing also contributing with the environmental and significantly reduces costs. - Good supply chain.- Great Human Resource Management - A world-class workforce can lead straight to worked-class performance. (ranked top 50 Companies for Diverse Managers. Xerox’s commitment to diversity was also recently honoured by FORTUNE and Forbes magazines.)- Xerox is the world leadership in document technology and services.- Great corporations for stockholders to invest  (sae in revenue from year to year.- Total revenue increases on pro-forma basis.- Have a positive working capital, meaning that they have sufficient money to pay for the operations of the company and still make a profit.- Successful in managing the company's working capital and short term financing and current assets well. 

- The slow economy can reduce customer purchases. - Security concerns.- With older workers retiring, younger workers bringing unprecedented sense of entitlement.

Xerox results of operations and financial condition may be negatively impacted by economic conditions abroad, including local economies, political environments, fluctuating foreign currencies and shifting regulatory schemes.- Xerox technology revenues can be affected by the introduction of new products.

Opportunities Threats- By having a presence in more than one market Xerox can significantly lower their risk of feeling the effects of one market's bad economy. - Competitive success.- Through Xerox policies they have the opportunity to recruit the best talents.

- Fluctuating exchange rates and changes in foreign market politics.- Stakeholders' adaptations of new technology changes.- Employment laws (everyone can sue if they believe there was a reason for discrimination).- Marketing Plan-Risk of non-copier boxes replaces the image processing task from copies. 

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Corporate Learning

To be a part of Xerox was the best opportunity for me to have:

A practical exposure of corporate world.

Independently handling of dealers.

Came to known the problem of dealers.

Learn the technical procedures and analysis of various research system, such as marketing research and equity research.

Learnt the corporate culture.

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LIMITATIONS In the research conducted all the due efforts are made with full effort and diligence but still their might be some error due to the following reasons:

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

•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 reply of the whole dealer of Delhi/NCR.

•There was a time constraint while conducting the report.

•It might be possible that the answers given by the respondents are full of biasness.

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

•As the questionnaire is in English language, some respondents found it difficult to understand it, even many refused.

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BIBLIOGRAPHY

www.xerox.com/India

Wikipedia

www.google.com