INDUSTRY CASE STUDY: Advertising
INDUSTRY CASE STUDY: Beauty and Fashion Retail Outlet
INDUSTRY CASE STUDY: Banking And Financial Services

A Leading manufacturer of virtually all sorts of Visual Communication; Sign and Sign Systems; Outdoor Media and Digital Printing who had ‘Black Listed' NRGI brands and standardised on XEROX, selected Pixel's GESTETNER in their next round of copier replacements / new copier requirements for the 6 unbelievable intangible benefits off-loaded in the ‘commercial negotiation' stage. Price was not the factor, in fact not spoken of also; but the ‘Applied Needs' to their ‘Stated Needs' defining as their required solution, was.

OBJECT OF EFFORT

Customers in this industry look for Quality Output & Service, ‘Zero' Break-down Time, Brand Assurance, and I.T. speaking Consultants. This customer already experiences cutting edge technology through Xerox, so what next? Change from ‘technology drive' to a new road called ethics, principles, integrated genuine values, ROI and empathy.

APPLIED NEEDS (SOLUTION)

•  Xerox's given lifetime warranty was bettered with Pixel's Day ONE COSMA contract with the purchase of a new machine and with PM parts stationed at their end to cut breakdown time.

•  Offered a response time of ONE hour to competitor's 48 hours!

•  ‘Guarantee Against Obsolescence And Growth' document was an add-on value so as to keep them abreast of technology + a nice return on investment, and which was jarring to them.

•  Sporting on Pixel's business card, the I.T. qualification of all our Consultants in their account showed the undergone ‘Change Process' of Pixel.

•  Handing over of our ‘controls' to them through our recently introduced ERP – CRM, thus making them feel at home.

•  Electronic / Electrical goods bear NO ‘Money Back Guarantee' as the practice goes. Pixel went a step further, being so sure of their engine & services, by offering not only an MBG for a few days but an ‘Unconditional MBG for 90 DAYS!' This was the last nail in the competitor's coffin!

BENEFITS

•  Who the ‘cks is Xerox?

•  Zero breakdown and response time

•  Nice return on investment

•  Hassle free from DAY ONE

•  Understanding the ‘need fulfillment' through the required I.T. language

•  Home coming!

•  A supplier who is like a caring and understanding ‘mother'- 90 days liberty!

AT THE END

Initial requirement for ONE developed into an order for 7 MFPs of the mid segment and one being colour for advertising application all with COSMA DAY 1.

The top most retailer of Beauty and Fashion, having a chain of 32 boutiques that houses International brands of jewelry, sunglasses, cosmetics and perfumes, located inside prestigious high traffic malls is in the market looking for segment 1 MFPs for their new and existing retail outlets, from a supplier who can out perform their existing vendor of Toshiba engines supplied by a great house name in terms of service and supplies.

OBJECT OF EFFORT

A dissatisfied customer looks through step motherly eyes at new entrants; hence order stands lost for 2 MFP to the existing supplier. Pixel applies ‘Damage Control' and then reverses that lost order by recapturing it with a new sales methodology called ‘Surpassing Customer Care'

APPLIED NEEDS (SOLUTION)

•  Offered value for their machines under replacement – TRADE IN ARRANGEMENT

•  Offered a response time of ONE hour to competitor's 48 hours!

•  Ricoh's inbuilt technology, beneficial wise, was hammered tooth and nail over Toshiba's defined weak engines.

•  I.T. qualification of all our Consultants showed that others have NO authority in doing business in their I.T. network environment.

•  ROI analysis on Cost To Own and Cost To use was a win-win situation.

•  Introduction of Pixel's COSMA DAY 1 was a hassle free need fulfillment for them.

BENEFITS

•  Got monitory value for their perceived junk

•  Zero breakdown and response time

•  Nice return on investment

•  Hassle free from DAY ONE

•  Understanding of who can qualify as their I.T. output devise provider

AT THE END

Initial requirement for TWO developed rapid fire into a population of 21 MFPs of the low segment and one being colour for advertising application of the mid segment in just a period of 7 months.

A leading International European bank in Dubai for almost 30 years, where dedication to customer service and specialist expertise has put them at the forefront of banking throughout the Gulf as well as for the reasons, of providing a full range of services to suit the needs of everyone from personal customers to large corporate clients which include Personal Banking, Commercial Banking, Corporate Banking, Offshore Banking, Private Banking, Treasury Services and Trade Finance Services was shopping for an OA vendor which matched their business mission and vision and which was not coming from their existing vendor. The bank went the ‘referral' way, and a satisfied customer of Pixel therefore recommended Pixel to this bank.

OBJECT OF EFFORT

Study showed that this bank had a heritage of 231 years behind them and in Dubai its major clients are European expatriates. Also the dissatisfaction of their present vendors was surprisingly from the top 3 in this industry. Their move was to ‘digital' and to ‘better digital' by replacing their analogue and digital machines. COSMA DAY 1 was the solution out here with a nice shift to the mid segment and office colour and with a full throttle on ‘Technology Drive'. Start with the low end engines and then graduate into the mid and special application segment as confidence builds up in them

APPLIED NEEDS (SOLUTION)

•  Slow and steady proved its point.

•  Offered value for their machines under replacement – TRADE IN ARRANGEMENT

•  Offered a response time of ONE hour to competitor's 48 hours!

•  Hammered Ricoh's inbuilt technology, beneficial wise, tooth and nail over the 3 top brands presently in use.

•  ROI analysis on Cost To Own and Cost To use was a win-win situation.

•  Introduction of Pixel's COSMA DAY 1 was a hassle free need fulfillment for them.

•  A shift to ‘Office Colour' with a comfortable cost to use brought satisfaction

BENEFITS

•  Got monitory value for their perceived junk

•  Zero breakdown and response time

•  Nice return on investment

•  Hassle free from DAY ONE

•  One Vendor for all their OA needs

AT THE END

Initial requirement for ONE DSm 615 developed into 10 engines of the low to mid / special segment in just a period of 10 months. Customer retention was won. Now looking for ‘Audit Consultancy' from us at an enterprise level.