Xerox PSG targets untapped market; to increase channel base by 25%
May 2009 Edition
The Xerox Production Systems Group (PSG) 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 well as 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. VARIndia catches up with Vipin Tuteja, Executive Director, Production Systems Group, Head Integrated Marketing & SAO, Xerox India, to grasp company’s strategy to tap the Indian printing market.
How are you going to tap the Indian printing market in 2009? The Indian printing market is changing rapidly and technological advancements are taking significant leaps to keep up with the growing marketplace. At Xerox, we constantly strive towards bringing the latest technological advancements and further accelerate the growth of the printing industry and drive partner growth.
This year we will continue to innovate and build our brand. Further Xerox will consistently build its inventions into business by embedding them in superior Xerox products and solutions, using them as the foundation of new businesses, or licensing or selling them to other entities. We have been continuously investing in the Indian print market to help print providers build their businesses through digital technology.
Today the investment is benefiting our business and customers. This region has reached a tipping point in the adoption of digital. And, now print providers are embracing digital faster than ever before. According to a report by Pira International, the worldwide digital print market is set to be worth EUR 124.8 billion by 2015. The report predicts that from 2005 to 2015, more digital reproduction devices will be sold than any other technology.
What are your major plans for this quarter? At Xerox, we have been investing in the print market in India for some time now – helping print providers build their businesses through digital technology. India is an attractive market for the Printing Industry which is forecast to show strong economic growth going forward.
Also as a part of our strategy for 2009, we have recently launched the Xerox CEV (Certified Economic Value) program especially for tier II and tier III cities. This program helps customers get pre-owned affordable digital presses certified under Xerox service warranty. We will be creating more awareness about this initiative in the coming months.
Some of the key digital equipment planned for launch in India this year includes: Nuvera 200 - The Xerox Nuvera 200 EA system is built on the award-winning Xerox NuveraTM 288 EA Perfecting Production System platform. At a resolution of 4800 x 600 dots per inch and 156 lines per inch, it uses Xerox's patented chemically-grown Emulsion Aggregation Toner, which provides a smooth matte finish that is comparable with the image quality of offset.
We will continue to innovate on all fronts in 2009 and offer our customers technology and services that enhance every aspect of their operation from creation to fulfillment doing so in an environmentally responsible way. No matter how small or large the customer, or how simple or complex the challenge, we are committed to helping our customers find the right solution to fit their business. It is through tailored and total end-to-end solutions that we enable profitable applications for our customers and capture the opportunity to prosper with print.
How important are Tier II & III markets for you? Xerox PSG intends to increase its channel base in untapped markets like B and B+ cities. We have been conducting lot of promotion schemes on a time-to-time basis built around certain products. Also we have in a place an over-achievement bonus payout plan in place since 2005 which awards channel partners on the basis of their quarterly and annual performance. Going forward we plan to launch special schemes built around industry verticals and applications which will enable the partners to look for newer applications. Xerox CEV (Certified Economic Value) program will also help in building our strength and equity especially in the tier II and tier III cities. This will enable customers in tier II and III cities to expand their reach in the digital production print market through a reasonable investment.
Given the recession, are you planning to redefine your strategy for channel partners to overcome these challenging times? Actually we don’t need to redefine our strategy!! In fact, we & our partners see an opportunity during this recessionary period. The slowed economy is driving all organizations to cut costs, reduce inventories & improve their ROI. This is leading to shorter print runs and quick turnarounds. Both these trends actually are the enablers for Digital printing. Thus in this time of cost cutting, Digital printing delivers a quick ROI for the printer and also the marketer. This is the best time for the vendors and solution providers to showcase cost effective solutions that could meet the varied requirements of end-customers in a limited budget. Digital printing coupled with personalized variable data printing enables marketers to get more bucks for their money.
No comment posted yet! Be the first to post a comment.
Print this
RSS
How are you going to tap the Indian printing market in 2009? 
