Log in

ISM Article

Japan OEM Market Trends

16 Jul, 2008 By: Tetsuo Kubo imageSource

Japan OEM Market Trends

Konica Minolta Business Solutions (KMBS)

In the third quarter of this fiscal year, the Japan market is projected to
be somewhat more severe.  KMBS has had increased sales by several percentage
points while the total demand of copiers decreased from January through
December, 2007.  In regard to color MFPs, the Bizhub C650/C550 got the Energy
Conservation Award while other models with new concept designs got the Good
Design Award. Furthermore, Buyers Laboratory, Inc. (BLI) assigned

KM products overall with “Pick of the Year” and as such, got high evaluation
for various areas such as design, environmental consciousness, added features
and so forth.  Sales numbers have increased 130% in 2007. Color MFP Bizhub
C353/C253/C203 has been leading in the sales increase.  With the contribution of
the new products, replacement from B&W to color equipment has accelerated. 
Integrated control systems incorporating “Bizhub” came into the last step and KM
gained momentum in market value and sales (results) in the year.  Also, the
market is looking for more high speed product, including color MFPs, and the
C650 sold well.  Document volumes, including production printing, recorded
two-digit growth. The recent information was provided by Mr. Yamada, KMBJ
Solutions’ Dept. Manager.

For the goal to capture large corporations, KMBS has established a joint
company with CEC so as to expand the solutions service business. In order to
deal with the office market where office works have changed due to prevailed
PCs, the company has started “IT Guardians” to provide medium and small size
companies with PC management and operation support, posted as a “Work Style
Design Company.”  CEC has provided their technologies to the system.  “CEC is a
capable systems integrator, and who we have an existing relationship with.  We
have come to an agreement to collaborate on business development with large
corporations, and we will help deal with customers’ needs.  We will develop
systems and have closer ties with large corporations and their operations
workflow,” said Mr.  Yamada.  

Toshiba TEC Business Solutions (TTBS)

2007 was a new year with new TTBS president, Mr. Ushiyama, but it was also
difficult to empower direct sales, aiming at a share increase of 65% of the
total sales that come from TTBS member dealers.  Today, 180 TTBS member dealers
are in the Grand Prix 2008 while the company started with 153 dealers.  TTBS
knows it will be a challenge to achieve the 105% sales that is projected,
including maintenance, in today’s competitive benchmark. However, the biggest
difference will be in regard to MFP sales being more important.  MFP sales
recorded a 115% jump (to January ‘07) and the promising forecast is to achieve
the goal set.  In the next fiscal year, the company is scheduled to launch new
color MFP products.  Furthermore, enhancing solutions and “maintenance
backyards” are the goals being set.  In creating maintenance support systems,
including for service providers, TTBS has built “Mobile Friends” utilizing cell
phones.  This has not only strengthened maintenance systems but has also added
great effectiveness for sales use.  Also, in solutions, more is being planned
other than the “Raku-2 Library.”

Printing to waterproof “Eco Crystal paper” is one unique and promising
product that should contribute to color MFP sales expansion.  Color ratio will
be 42 to 43 percent and the target of sales will be high.  In dealing with the
environment, there is Toshiba’s unique ‘e-Blue,’ which is planned primarily for
metropolitan areas.  “Paper can be reused for close to 10 times by removing the
toner, and it will, in effect, reduce approx. 2.2 kilograms of CO2 for 400 A4
papers.  We are organizing projects towards the new fiscal year, and will expand
it to include dealers,” commented Mr. Yoshihara, TTBS Sales Division’s General

The “Mobile Friends” that the company started, with regular operations, is
the first one in copier field service that incorporates programs within cell
phones.  “Nowadays, corporate customers are sensitive to security, and have a
strong awareness that a PC is often unsafe, even “scary.”  It has created an
atmosphere that makes it hard for customer service engineers to operate their
mobile PCs at the sites.  For that reason, cell phones are easier to use.  It
only displays customer information that is in the call center server and there
is no information left in case the cell phone is lost.  In addition to quick and
appropriate response, the support system can obtain the customer’s trust on
security issues.  “There are few things that customer engineers need to report
when they get back to the office and they can make more effective use of their
time,” said Mr. Ishida, TTBS Field Support Division’s General Manager.  Also, as
to the benefits for sales, Mr. Yoshihara added, “We can comprehend the customer
call status and history precisely, and it can be used to make replacement
proposals or a quick arrangement of loaners.  We would like to expand its usage
as a sales measure.”

The Eco Crystal Paper that the company has developed with a paper
manufacturer for POP will also contribute. “Displays and menus can be easily
printed for shops, and it is getting especially popular in local areas,” said
Mr. Yanagihashi, TTBS Product Planning Division’s General Manager.

WebinarCase Studies and White PapersSand Exchange Blog

imageSource Magazine Quick Links
Upcoming Events
ITEX Expo & Conference
©2015 Questex, LLC. All rights reserved
Reproduction in whole or part is prohibited
Please send any technical comments or questions to our webmaster