Fuji turns focus to solutions business, targets up to 15% growth in revenue
Play
Fuji Xerox (Thailand) aims to achieve revenue growth of 10 to 15 per cent this year over last year's Bt5 billion, due to the full shift in its business approach from product-based to solution-based.
Koji Tezuka, president of Fuji Xerox (Thailand), said the company has transformed its business from selling products to providing solutions [document services and communication] with the latest document-related technologies. The company’s three business domains are office solutions, graphic communication, and global service, which contribute 60 per cent and 20 per cent each respectively to the total revenue.
“We are in an era when business needs document solutions and services. There are four functions – copy, print, fax, and scan. The current era has developed from copying to digital era, network era, and multifunction era,” said Tezuka.
He said that even though it is in the digital era, businesses still need hard copies of documents, which the company’s machines and solutions support, both input and output documents in the customers’ [working process] environment.
“We provide document service and communication with the latest technology like we provide document portal on the cloud,” said Tezuka. Fuji is holding DocuWorld 2014, yesterday and today, to introduce many new ideas and products for the business document management.
Sommart Bunyasunanond, vice president of Fuji Xerox (Thailand), said the company’s strategy is to provide solutions [hardware and software] for the whole document process, including creating, approving, distributing, and archiving.
“We approach customised solutions of total document workflow for our customers. Moreover, we also offer light communication tools and electronics broadband partnership to remote to customers’ machines to provide our services. We have more than 10,000 customers using this kind of office solution,” said Sommart.
He added that the company need to understand a customer’s business process in order to help them design and create a document management system.
“The company’s office solution business is offered across industries, across sizes of business. However, more than 70 per cent of customers are mid-to-large companies, while the rest are small and medium enterprises,” said Sommart.
Kitikorn Nongsawat, director of Fuji Xerox (Thailand), said the company’s 200 to 300 sales staff have been trained to provide services to customers, rather than sell products.
“Our sales staff are not only sales executives but also document consultants. We advise our customers on their problems and evaluate their requirements in document workflow and then design, implement, and service them,” said Kitikorn.
