Xerox Supplies for nonXerox Printers Checklist New Partner

Xerox Supplies for non-Xerox Printers Checklist – New Partner Orientation and Onboarding

Quickly & successfully step in the world of profitable supplies with the 3 step guide below. Click on each step to know more about key actions. 2 September 14, 2021 Step 2 Step 3 First things first: register as a Xerox Authorized Supplies Partner Become the absolute expert on Xerox Supplies Set up your channel and design the perfect offer for Xerox Supplies

Return to 1 -2 -3 page Step 1 - First things first, register as a Xerox Authorized Supplies Partner 1 - Become a Xerox Authorized Supplies Partner with one of the world’s most powerful brands. We are committed to this partnership and are here to support your sales teams and business growth. 2 - Register on Xerox Partner Portal By registering as a Xerox Partner, you will gain access to the Xerox Partner Portal, which is designed to provide all Partners with resources that are developed exclusively for Partners to position them for continuous growth (awardwinning programs and innovative sales support tools). 3 - Enroll in the Xerox Global Partner Program If you’d wish to take this business partnership a step further, the Global Partner Program (GPP) offers a compelling financial proposition with a rising scale of rewards – so the greater your commitment to selling quality Xerox Branded Supplies, the greater your rewards will be! For more information (useful links): Xerox Authorized Supplies Partner Xerox Partner Portal Xerox Global Partner Program 3 September 14, 2021 Tick box when done

Return to 1 -2 -3 page Step 2 - Become the absolute expert on Xerox Supplies 1 - Train your sales force (vendors, telesales, e-sales) Good training is KEY when starting a new business. Know the distinctive benefits of Xerox Supplies (Genuine Xerox Cartridges & Xerox Supplies for non-Xerox Printers) and know how to explain them to customers (see Annex 1). 2 - Gather all available Xerox Sales and Marketing Tools a. We offer a set of great tools to assist you in growing your business and profit. They are designed to deliver the perfect sales speech to your customers. Take time to discover these great resources. b. - Where to find Xerox Sales & Marketing tools online? It’s all on the SMART Centre The Xerox Sales, Marketing, Analysis, Research and Training (SMART) Centre is designed to help our Partners get more face time with customers and shorten supplies sales cycles. Register here. Is there anything else you need? Your Xerox Account Manager is here to help you (questions, training, tools, etc) 4 September 14, 2021 Tick box when done

Return to 1 -2 -3 page Step 3 - Set up your channel and design the perfect offer for Xerox Supplies 1 - Choose a trusted Distributor to buy from There are several Xerox Authorized Distributors that will bring you the Xerox supplies your customers need - for the most popular printer brands. Choose the right Distributor and watch your sales shine! 2 - Design the perfect Go-To-Market strategy (see Annex 2) Efficiently use Xerox Supplies unique market and price positioning. We are the only one-stop-shop OEM in the market for the most popular printer brands. 3 - Design an impactful launch campaign Put Xerox Supplies in the spotlight. By designing the right launch campaign, you are sure to see your profits grow fast. Need additional key tips for a fast start in supplies? Refer to Annex 3 or contact your Xerox Account Manager today. Get started writing your own Xerox success story today! 5 September 14, 2021 Tick box when done

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Return to step 2 Annex 1 - Quick Value Proposition List Great savings Xerox Supplies for non-Xerox Printers help your customers save between 25% and 40% on the price of the original cartridge. All Xerox Branded Supplies come with a Lifetime Guarantee, whereby as long as the cartridge still contains toner, it can be returned, regardless of when it was purchased. Higher page yields 100% worry-free printing Xerox® cartridges deliver page yields equal to or significantly better than the OEM Xerox Supplies are designed to protect our Partners and their customers: ü outstanding quality, ü no environmental footprint, ü no IP or Patent infringement, ü strict health & safety standards, etc. This yield savings comes in addition to the cost savings they will already realize on the price of the cartridge. 7 Unconditional Lifetime Guarantee September 14, 2021

Return to step 3 Annex 2 - Pathway to engage new clients on Xerox Supplies for non. Xerox Printers Know the distinctive end-user benefits and Xerox recommended price positioning Approach your largest buyers of OEM supplies (look for all contracts b/w + color) Offer them great savings + outstanding quality + 100% risk-free Present 1: Xerox brand 2: Lifetime Warranty and 3: how the choice is obvious Get customer to let you submit pricing on the items they're purchasing from OEMs Provide samples for customers to try for free Provide a final offer they cannot refuse 8 September 14, 2021

Annex 3 - Extra tips for a fast start Prepare your Objection Killers Examples: • All Xerox cartridges are covered by a Lifetime Warranty. So there’s no risk! • Xerox invented the xerographic technology and toner: no other printer manufacturer knows laser supplies better than Xerox. Organize all the necessary tools & collaterals Special prices Examples: • Scan your market for customers with bids/tenders on supplies. • Build a Xerox Supplies section on your website Negotiate incentives / programs with Xerox • Have Xerox Supplies brochures printed with your logo • Marketing budget, sales incentives, goodies, gifts, etc • Negotiate the use of Xerox Authorized Partner logo Return to Step 3 9 September 14, 2021

Key material § Range Brochure § Cartridge finder § 100% total satisfaction § Partner Value Proposition § Want to know more about Xerox Supplies for non-Xerox Printers? § 10 September 14, 2021 Compliance & Certifications