The equipment is a mature market he warned

This is a key step. Finalized since last February, the acquisition of Affiliated Computer Services (ACS) by Xerox $ 6.4 billion, between currently in its operational phase. "Our vendors begin gradually, since in recent weeks, to propose to our major customers offers of both companies," says Armando Zagalo de Lima, Executive Vice President of Xerox and President of Xerox Europe. Historically positioned on sales of copiers and printers, the group is thus reinforces in the outsourcing of business processes ("business process outsourcing, BPO) and the automation of work processes. ACS is in-the-art in the computer management sheets of payroll, the management of the client relationship, but in the areas of transport, via remote payment solutions.

With this acquisition, Xerox displays new ambitions, particularly in Europe, where ACS, American society is still very little present. "We have a very high goal of signatures of new contracts on this area for a near $ 1 billion by the end of the year," said Armando Zagalo de Lima, which specifies that these contracts will be averaged over seven years. What contribute to the global objectives of the group, which expects that ACS double its turnover in the next few years.

For a decade already, Xerox had highly developed its business services with activities of Council in optimization of impressions (reduction of the number of printers...), but also of dematerialization (digitisation of documents...). This activity already weighs $ 3.5 billion and will, with the acquisition of ACS, 10 billion this year. "Term, can very well imagine that the services division represents 40 to 50 of revenues, compared to 25 today", said Armando Zagalo de Lima. Emblematic of the rise of this activity, its turnover increased by 1, while that of the entire group fell by 13.8. "Our services save between 20 and 25 of the impression of our clients budget and improves their productivity." "It is not surprising that this trade is in full development", says Armando Zagalo de Lima.

Upcoming cultural revolution

In this context, what is the future for photocopiers and printers "I do not think that we find ourselves our activity levels from before the crisis." "The equipment is a mature market," he warned. In fact, the restructuring - which affected 3,000 employees in 2009 and 2,500 in 2010, including 700 in Europe - related after-sales services personnel, such as maintenance technicians. Not question however for Xerox to opt out of this activity. "We have beautiful views and segments with strong potential, such as focusing on small and medium-sized enterprises," said Armando Zagalo de Lima. Similarly, the group does not wish to leave the technological field, which made its reputation since its inception. In 2009, Xerox has registered 706 patents in the United States, 16 more than in 2008, and ranks as among the top 25 global companies.

Remains a challenge. Like other manufacturers who launch currently on the market of services - HP with the acquisition of EDS, Dell with Perot... - Xerox, famous for its school of sale, should succeed to his "cultural revolution" to become a true expert of the service.