roundtable 2007 davis
DESCRIPTION
TRANSCRIPT
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