Xerox turns Drupa leads into sales

The company sold 300 pieces of equipment at the Düsseldorf trade show, which met expectations, said Jacobson, who left his role as chief executive of Presstek in February to join Xerox as Global Graphic Communications president.

 “When we looked at 2008, compared with 2012, we were fairly comparable and that’s something we were pleased with because obviously the economy’s changed a lot since then,” he said.

“The one thing you’ll never know is how many you sold, because you had a trade show, compared with if you hadn’t have had a trade show. But we know many customers put off buying in the months before Drupa because they wanted to see what’s there both from your company and your competitors – this way they don’t have buyer’s remorse.”

Xerox said its most success came from German customers, which was to be expected given that around half attendees were from Germany.

“We also saw a lot of interest from the Middle East and customers from Asia who would come to speak to us because our partnership through Fuji Xerox,” he added.

This article originally appeared at printweek.com

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