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Radical strategy wins Fuji Xerox place in finals

Radical strategy wins Fuji Xerox place in finals

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A change in sales focus and advertising direction, backed by a global $1 billion annual investment in research and development, took Fuji Xerox New Zealand into the finals of the 2010 Vero Excellence in Business Support Awards.

Fuji Xerox is up against Kiwibank, The Interface Financial Group, UniServices, Bartercard and Maclean Computing in the BDO Large Business > $10m turnover award.

The Vero Excellence in Business Support Awards are held annually to celebrate the best on offer to business in New Zealand. The Awards are sponsored by Vero and BDO, and are a key event leading up to the annual Bizzone Business Expo, New Zealand's largest event for business. The winners will be announced at a Black Tie Gala Dinner in the Auckland Town Hall on 20 May.

Fuji Xerox has been in New Zealand since 1964. It employs over 450 employees and in 2009 turned over approx $200m. Its product offering today includes award-winning colour and monochrome multifunction systems, production printing devices and printers and consulting services. The company integrates these products with software to simplify work processes such as scanning contracts into digital archive.

Three years ago the company decided to target large accounts and as a result has gone from single digit market share to 40% plus. The strategy was achieved by setting up a dedicated major account management team and re-engineering contracts for major accounts to provide flexible, customer friendly terms of business with a shared risk approach.

Fuji Xerox also credits a change in advertising for its much improved results; dropping generic brand building activities such as stadium billboards and instead investing in education sponsorship – including providing hardship scholarships and motivational speakers and becoming a leading partner in the Sir Peter Blake Trust.

Roger Bell, Chief Executive of Vero Insurance, the Foundation Sponsor of the Vero Excellence in Business Support awards, says, “It is inspiring to see the impressive range of finalists that demonstrate international levels of best practice in their businesses and quality support as a key part of their business. This year there has been a resounding 163 nominations and entries which shows the growing commitment of New Zealand’s business support organisations to excellence.”

“In today’s tight economy businesses need to be excellent to survive, particularly in the support area,” Sarah Trotman says. “We have widened the scope of the awards to include South and North Island categories this year and the high number of entries for the awards speaks volumes about how business support is viewed by organisations today.”

The 37 finalists were selected by The New Zealand Business Excellence Foundation which provides an independent and robust evaluation process for the awards’ 10 categories.

“Excellent business support assists New Zealand businesses to build capability and capacity and in doing so they become more competitive and sustainable,” says Mike Watson, chief executive of the New Zealand Business Excellence Foundation.

Vero Excellence in Business Support Awards Finalists for 2010

BDO Business < $5m T/O One on one Offering
Kerridge and Partners
Escalator Service
The Learning Wave
Life Care Consultants

BDO Business < $5m T/O One to many Offering
Telecommunication Resolution Services
New Zealand Business Forums

BDO Business $5-10M T/O
Video Pro
Digital Island

BDO Large Business > $10m T/O
The Interface Financial Group
Fuji Xerox New Zealand
Maclean Computing

BDO Not-for-Profit
Leadership NZ
The Otago Chamber of Commerce
Rotorua Chamber of Commerce
Waitakere Enterprise

BDO Government Local & National
carboNZero programme
EECA (the Energy Efficiency and Conservation Authority)
Inland Revenue
Statistics New Zealand

BDO Education Provider
Leadership NZ
Escalator Service
Life Care Consultants
Ochre Business Solutions

BDO Regional North Island
Rotorua Chamber of Commerce
Enterprise North Shore
The Web Company

BDO Regional South Island
The Otago Chamber of Commerce
Enable Networks

BDO Individual
Mike Tournier - carboNzero
Peter Meggison – Kiwibank
Rod Oram - Evanston Enterprises Ltd


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