PremierOne Partner Program Australia 2016

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1 PremierOne Partner Program Australia 2016

2 Our Brand The Fuji Xerox Printers Story With our long history of strong relationships with businesses like yours, we know that just supplying fast, affordable, powerful printers is not enough to win your loyalty and trust. Partnership Commitment Recognition At Fuji Xerox Printers our job is to add value to our Channel Partners in a meaningful way. Create Value Win is all about aligning our goals. Align a Product with a Solution so you can change the conversation, deliver key end-user benefits and make a difference. Success Strength David Borg General Manager Fuji Xerox Printers, ANZ Technology Care Growth 2

3 Program Overview The PremierOne Program is designed for partners who wish to commit to a higher level of achievement. PremierOne Partners One2One Meetings Annual Target Rebate Incentive PremierClub As a PremierOne partner you will be entitled to an incentive upon achievement of your quarterly target. The PremierOne Program will be launched in One2One meetings The PremierOne Program will be based on target achievement for Hardware PremierClub Program period: January November 2016 In order to maintain PremierOne Partner program status, there is a minimum purchase requirement of Fuji Xerox hardware from Fuji Xerox Printers or your Authorised Distributor every quarter. Your target is required to be agreed with Fuji Xerox Printers Business Development Manager and submitted. Once your application for the program has been reviewed by Fuji Xerox Printers, and approved, a notification will be sent to you confirming your agreement. One2One Planning Meetings Our planning workshops are focused on each individual channel partners business, goals and success. Our team provide an update on the market, latest product information, new growth opportunities, program incentives, sales and marketing support and we work together to set the annual target. Our planning workshop allows us with our partners to develop support and programs to work towards the mutually agreed annual target. Who PremierOne Partners Where Sydney, Melbourne, Brisbane, Adelaide, Perth When February - May each year All approved partners will be added to the PremierOne Authorised Partner list that is provided to our Distribution partners.

4 Annual Target The target is based on purchases over a twelve month period, split across 4 quarters: Minimum Annual Hardware Target (Jan Dec 2016) PremierClub* Hardware Target 120% Achievement PremierOne Silver $80,000 $96,000 PremierOne Gold $200,000 $240,000 Purchase and Target The target is measured based on sell through purchases from Fuji Xerox Printers or an Authorised Fuji Xerox Printers Distributor. By signing the PremierOne application you are authorising the Distributor to provide us with your sell through purchases. Fuji Xerox purchases reported by Distributors are based on sell through reporting and exclude tax, rebates, price protection, handling, and freight charges. Hardware purchases are defined as product and related accessories and options. Target achievement Target achievement is based on a comparison of purchases measured as a percentage against the quarterly target. In order to be eligible for the rebate incentive payment, 100% or greater must be achieved. The PremierOne Program Rebate Incentive is calculated based on achievement of a $80,000 minimum hardware target over a 12 month period. There will be a minimum quarterly sales target set. This has been outlined in the table to the right. Levels and Targets Achievement Hardware Partner Level Minimum Hardware Achievement per Quarter Authorised Bronze $12, % PremierOne Silver $20, % PremierOne Gold $50, % Hardware Rebate Incentive Note: Excludes specified pricing bids PremierClub: Need to reach or exceed 120% of annual hardware target Rebates: Need to meet quarterly targets to receive rebate PremierOne 1.0% Hardware Unit Product Gates Note: Must achieve your quarterly hardware revenue target For example if you are a PremierOne Silver Partner and achieve your quarterly target and your Hardware unit product gate you will receive a total of 4% rebate incentive, being 3% for the Revenue Target achievement and 1% for the Unit product gate achievement. 4

5 Target Achievement Rebate Incentive As a member of the PremierOne Partner Program, it is a requirement to purchase all genuine Fuji Xerox Printers products through Fuji Xerox Printers or our Authorised Distribution Partners. Partners will be notified of their rebate achievement within the month following the end of the quarter. In order to arrange payment an invoice will need to be raised for the rebate total and submited to Fuji Xerox Printers for payment via EFT to the nominated Bank Account within the 2nd month following the end of the Quarter. If an insolvency manager is appointed to a customers business the funds are non-redeemable. Fuji Xerox Printers reserves the right to alter or withdraw the Premier Partner funds at any time. The final decision to pay a Premier rebate rests with the management of Fuji Xerox Printers. No correspondence will be entered into. Fuji Xerox Printers has the right to exclude specified special pricing bids from the Authorised Channel Partner program. PremierClub Annual Hardware Incentive Trip All PremierOne Gold and Silver partners are eligible for the PremierClub 120% Hardware stretch incentive. The hardware stretch incentive target is based on the total hardware achievement in the 11 month period 1st January to 30th November In order to be eligible for the stretch incentive, 120% or greater of the annual hardware target must be achieved and partners are invited to join the Fuji Xerox Printers PremierClub. PremierOne Gold Partner: The business owner with their spouse or chosen travel partner (2 people only) are eligible to join the Fuji Xerox PremierClub Incentive Trip in PremierOne Silver Partner: The business owner only is eligible to join the Fuji Xerox PremierClub Incentive Trip in (Special incentives will be launched throughout the year for the spouse or chosen travel partner to be eligible) The business owner also is given the opportunity to Buy-in their spouse to join the trip. (All PremierClub attendees must be over 18 years of age. One accommodation room is provided, if further accommodation is required it is to be paid by the channel partner). Fuji Xerox Printers has the right to exclude partners from the PremierClub if the program terms and conditions have not been adhered to. We will announce the 2017 PremierClub destination in PremierClub Trip, Thailand and Cambodia 2016

6 PremierOne Partner Benefits As a PremierOne Partner, you have access to partner programs and tools designed to enhance your business. Authorised Reseller Logo Managed Print Service Reseller Locator Kansha Premier Partner Rewards SmartCentre Partner Portal MDF Requests PremierOne Partners Kansha Premier Partner Rewards As a PremierOne Partner, individual sales staff are eligible for Kansha points on every Fuji Xerox Printers hardware product sold. In addition every quarter there will be additional bonus incentives. These points can be redeemed on offerings from gifts to experiences, fine dining, electronics and travel. When the PremierOne application is completed, individual sales staff can request access to the Kansha Rewards website from their BDM. Kansha rewards is accessed through the SMARTCentre Partner Portal smartcentre.fujixeroxprinters.com Demonstration Models Genie Collateral Generator Showcase web syndication and emarketer tool Monthly Newsletter Small Business Pack Managed Print Service Profitable, sustainable growth for your business Xerox Partner Print Services (XPPS) is a managed print services platform that can help you develop sustainable, long term revenue streams. Based on a software-as-a-service model, XPPS provides the tools, processes and training required by partners to offer an end-toend service-based print management solution. Reseller Locator A key driver in the site is the reseller locator to allow customers to Find the Nearest Reseller through a suburb/postcode search and to directly Request a Quote from a reseller. SMARTCentre smartcentre.fujixeroxprinters.com SMARTCentre is Fuji Xerox Printers exclusive Partner Portal dedicated to delivering the tools to help our partners work together with Fuji Xerox Printers. PremierOne partners have a large format posting with a featured listing on the top of the page along with business logo, image, and description. Contact details are also provided such as address, , web page, and contact number. This allows high visibility direct reach when end customers navigate our site and each reseller listing can also been found through online search engines. 6 Everything is easy to access including a streamlined mobile version and a powerful content based search engine. Resources available through the portal include brochures, sales training, case studies, images, presentations, print samples, pricing, range charts and promotions.

7 You can also make Online Requests through the Communications Hub forms: Marketing Development Funds or Creative Support Request (MDF) PremierOne partners are entitled to Marketing Development Funds to promote the Fuji Xerox Printers range. The two request types include a request for funds for an activity managed by the partner or for a creative request managed by Fuji Xerox such as flyers, direct mails, web banners, POS, posters, signage, promotions or advertisements. MDF is available by request only and is subject to approval. Demonstration Models making it easier to have demonstration products in your showroom to assist sales. Partners can request a demonstration machine for their business at a discounted rate of list less 45%. The printer must be used as a demonstration printer at the business address for 90 days. Genie Marketing Collateral Generator with SMARTCentre Genie is an exclusive partner tool that creates customised marketing collateral for partners to promote the Fuji Xerox range of printers. Partners can create customised marketing collateral with Genie through a few simple steps. Monthly Partner Newsletter Premier Partners will be kept up-to-date on the latest business and product information, training, special offers and incentives, news, sales tools and much more. Small Business Pack There are over 2 million small business across Australia, the Fuji Xerox Printers Small Business Pack provides you with a one stop sales lead generation program to drive more customers towards your business. The program that extends beyond just a price discount, we are here to help create, support and deliver those business opportunities for you. We will design the creative and artwork for your campaign with your logo and contact details, whether it be convenient DL postcard size for your outbound mail campaign or electronic direct mail (EDM), we can design a campaign to suit your needs. offers.fujixeroxprinters.com.au/smallbizpack Fuji Xerox Showcase Syndication for Partners websites. SEO Optimisation. Fuji Xerox Printers Showcase is an online content marketing solution designed to help PremierOne Partners keep their websites up-to-date. By adding simple code provided to set up the syndication solution, partners websites are automatically updated with Fuji Xerox Printers product information, resources and promotional material. The automated solution also helps partners to capture leads and easily convert them to sales.showcase is an intelligent, hassle-free solution that can save your business time, resources and money. Users also have access to a centralised partner console known as emarketer to customise emarketing campaigns with lead management tools. Partners can measure the effectiveness of marketing campaigns using return on investment metrics. Register NOW or if you want more information, Go to: fujixerox.sharedvue.net/infocenter/en/register.asp

8 Social Media Community and Blog Join the Fuji Xerox community for resellers For our partners and customers we have created an engaging social media community on Youtube, LinkedIn, Twitter, as well as a weekly Blog that can help you: Authorised Partner Logo The Authorised Partner logo is the official logo to be used by approved partners. Stay up to date with trends in business, IT and printing. Learn how business use of printing and solutions is evolving. Be one of the first to hear about Fuji Xerox Printers product launches and events. View video material on a range of topics including product demos, infographics, how to s and printing technologies. Have a voice share your needs, advice and thoughts. Join our community: For more information, contact your Fuji Xerox Printers Business Development Manager www Application & Agreement PremierOne Partner Program 1. For PremierOne Partners your target is required to be reviewed with your Fuji Xerox Printers Business Development Manager and submitted no later than 31st March This is a Channel Partner program and excludes mass merchant retailers, office buying groups, office products channels or others as specified by Fuji Xerox Printers. 2. Your application is reviewed by Fuji Xerox Printers and subjected to final approval; Fuji Xerox Printers has the right to reject program applications. If your application is approved an will be sent to you as confirmation, this is deemed as acceptance of the target and the related Program Terms & Conditions. This is the only method of confirmation into our Partner program; no other agreements or confirmation is recognised outside of this process. 3. If your application for the Partner Program is submitted after this date you will not be eligible for incentives within the current quarter, your target will commence from the next quarter. Your purchases and target 4. Your target is measured based on your sell through purchases from Fuji Xerox Printers or your Authorised Fuji Xerox Printers Distributor. By agreeing to apply for our program you are authorising the Distributor to provide us with your sell through purchases. 5. Your Fuji Xerox Purchases reported by Distributors are based on sell through reporting and exclude tax, rebates, price protection, handling, and freight charges. Purchases include Hardware product and related accessories / options. Timing 6. Your target is based on purchases over a twelve month period, split into four quarters: Quarter 1: 1st January until 31st March Quarter 2: 1st April until 30th June Quarter 3: 1st July until 30th September Quarter 4: 1st October until 31st December Partner Classification & Annual Target 7. As an Authorised partner you agree to an annual hardware target. The following is guidelines for the annual target: Hardware Authorised Reseller minimum annual target $50,000 per year. PremierOne Silver minimum annual target $80,000 per year. PremierOne Gold minimum annual target $200,000 per year. Quarterly Achievement Incentive 8. Your Achievement Incentive is measured on a quarterly basis, and is based on minimum achievement in the following categories: Hardware Revenue Authorised Reseller minimum achievement $12,500 per quarter. PremierOne Silver minimum achievement $20,000 per quarter. PremierOne Gold minimum achievement $50,000 per quarter. Hardware unit Product Gate Your quarterly target may include a unit Product Gate(s). This target will be unit based and may include but is not limited to unit sales of: A3 MFD DocuCentre SC2020 & S2520. SMART Series DocuPrint CM415 AP & M465 AP. Other products may be added as agreed. Quarterly Achievement Incentive: 9. Hardware Revenue Minimum achievement $12,500 per quarter 1.0%. Minimum achievement $20,000 per quarter 3.0%. Minimum achievement $50,000 per quarter 5.0%. Hardware unit Product Gate You must achieve your quarterly hardware revenue target to be eligible for the unit Product Gate. Based on 100% achievement or greater of the quarterly revenue target and unit Product Gate you are entitled to additional 1.0% incentive. For example if you are a PremierOne Silver Partner and achieve your quarterly target and your Hardware unit product gate you will receive a total of 4% rebate incentive. Being 3% for the Revenue Target achievement and 1% for the Unit product gate achievement. 10. Your achievement is based on a comparison of your purchases measured as a percentage against your quarterly target. In order to be eligible for incentive payment you must achieve 100% or greater. 11. The PremierOne Program Incentive will be calculated based on achievement of 100% or greater for your target. Based upon this achievement you are entitled to a rebate incentive payment. For an Authorised Reseller your maximum rebate incentive is 1.0%. For PremierOne Partners (Silver and Gold) your rebate will be paid according to your quarterly performance. The rebate percentage may increase according to the scale outlines in item (9) as you move to a higher quarterly achievement your rebate will increase, however if your performance falls below your target category no quarterly rebate will be paid. Example 1 Partner PrintCo Quarterly Target $25,000.Partner achieved $50,000 in the quarter. A total rebate of 5.0% will be paid to PrintCo. Example 2 Partner Print2day Quarterly Target $30,000.Partner achieved $15,000 in the quarter. Print2day is not eligible for a quarterly rebate. You will only be paid based on achievement of 100% or greater against target(s) which are submitted. PremierOne Partner program Incentive 12. As a member of the PremierOne Partner Program you are required to purchase all genuine Fuji Xerox Printers products and consumables through Fuji Xerox Printers or our Authorised Distribution Partners. 13. You will be notified of your rebate achievement within the month following the end of the quarter. In order to arrange payment you will need to raise an invoice for this total and submit it to Fuji Xerox Printers for payment via EFT to the nominated Bank Account within the 2nd month following the end of the Quarter. 14. If an insolvency manager is appointed to a customers business the funds are non-redeemable. Fuji Xerox Printers reserves the right to alter or withdraw the PremierOne Partner funds at any time. The final decision to pay a PremierOne Partner rebate rests with the management of Fuji Xerox Printers. No correspondence will be entered into. 15.Fuji Xerox Printers has the right to exclude specified special pricing bids from the PremierOne Partner program. PremierClub 16. Only PremierOne Partners, who have an annual hardware target $80,000 or over, are eligible for a PremierClub stretch incentive. The stretch incentive target is based on your annual hardware target and is measured based on achievement in the eleven month period 1st January to 30th November Your achievement is based on a comparison of your total purchases measured as percentage against your annual hardware target, in order to be eligible for the PremierClub stretch incentive you must achieve 120% or greater. 18. By achieving 120% or greater of your total target in this period you are eligible to join the Fuji Xerox Printers PremierClub. The PremierClub is an annual program, by being a member of the PremierClub you are entitled to join us on our annual incentive trip. 19. PremierOne Silver Partners will be entitled for one person to join the incentive trip. Premier One Gold Partners will be entitled for two people to join the incentive trip. If you wish people to join the incentive trip you may purchase additional tickets. 20. During the year you will be entitled to participate in additional stretch incentives. The period of these incentives will be July to September 2016 October to November The additional stretch incentive will be agreed and advised to you in writing. Achievement of this revenue target will entitle you to an additional seat(s) on the PremierClub incentive trip. 21. Final details of the annual incentive trip for the PremierClub will be announced to PremierOne partners April Fuji Xerox Printers has the right to exclude partners from the PremierClub and exclude portions of a Partners revenue owing to special tenders, bids or major sales which have additional over and above support. Website Listing / SEO optimisation 23. Only Authorised & PremierOne partners will be listed on the Reseller Locator for Fuji Xerox Printers. 24. For PremierOne partners this is a Premium featured listing at the top of the page with your logo, image, contact details and description of your business. 25. Authorised & PremierOne partners have access to Fuji Xerox Showcase which provides online content which can be embedded within your own web site. This content is automatically updated with the latest product, promotions and resources from Fuji Xerox Printers. Xerox, Xerox and Design, as well as Fuji Xerox and Design are registered trademarks or trademarks of Xerox Corporation in Japan and/or other countries and are used under license. The information is as of December, MARS5530

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