The Xerox Story

• 2001 a loss of $273 Million

• On the verge of Bankruptcy

• Turn around to a $978 million profit.

The Xerox Story

How did Xerox do it?

A five point strategy that relates to us!

The Xerox Story

Step 1

• Burn CDs

• The value of coaching

The Xerox Story

Step 1

• Burn CDs

• The value of coaching

The Xerox Story

Step 1

• Burn CDs

• The value of coaching

• The discovery step

Recorded Calls

Sale No Sale

The Xerox Story

Step 2

• Invest in MAXX

• Invest in R-Logic

• Invest in a Power User

The Xerox Story

Step 2 continued

• Invest in equipment / phone technology

• Invest in training

The Xerox Story

Step 3

“Everyone reads a different Herald.”

“I gave people a choice to make: Either roll up your sleeves and go to work or leave Xerox.”

-Anne M. Mulcahy

The Xerox Story

Step 4

The Xerox Story

Step 5

The Xerox Story

Xerox found 75% of customers who leave are

satisfied.

The Harvard Study

Must be in zone of affection 5 on a scale of five

The Xerox Story