Case Study

CASE
STUDY:

INDONESIA
1,666 units of DocuPrint 340A
installed in Ministry of Finance - Tax Office

BACKGROUND
As part of the Ministry of Finance
Tax Offices 5 years plan, it
aims to modernize all Tax Offices
representative offices throughout
Republic of Indonesia in the specific
areas of Information Technology
(IT) application, hardware and
WAN implementation.
The tender customer is the
Ministry of Finance of The
Republic of Indonesias Tax
Office.The objective of the
establishment of the Ministry
of Finance was management
of governments finance and
wealth; the Tax Office, however,
is responsible for the design and
implementation of all regulations
regarding taxation and its related
matters in Republic of Indonesia.

As part of its 5 years plan, its 2007

strategy was to implement and
execute centralized applications
for all Tax Office representative
offices that will be supported by
standardization of Local Area
Network (LAN), hardware and office
technology (in the area of Printers
& Copiers). For this, the Tax Office
had specified the appointment of
best vendor/supplier that can offer
and maintain the next generation
of world class office technology for
the next 3 years.

DOCUPRINT 340A

Fuji Xerox Printers

Case Study

TENDER PROCESS

The tender process was a

long and arduous one. The
initial
product
specification
development started in February
2007. During this period, the
team from Astra Graphia met
up with the committee from the
Ministry of Finance procurement
department
on
numerous
occasions for credential and
product presentations and on-site
demonstrations.
Following this, all potential
tenderers underwent scrutiny
by the team from the Ministry
of Finance. Both the principal
(Fuji Xerox Printers) and

vendor (Astra Graphia) were

accessed. Both Fuji Xerox
Printers and Astra Graphia had
then jointly presented on our
portfolio, business creditability,
commitment to after-sales service
and also product integrity.
The initial bid was called for in
July 2007 but due to certain
discrepancies within the tender
format, a subsequent re-bids were
called in August 2007. With the
strong support from Fuji Xerox
Printers team, Astra Graphia

was able to submit an aggressive

proposal using DocuPrint 340A.
In addition to the attractive prices,
Astra Graphia had also offered
the following after-sales service
commitment:
1. Guaranteed Onsite
Response within 3 hours
2. Minimum 12 hours breakdown guarantee. Back up units
will be utilized when necessary

Fuji Xerox Printers

Case Study

CHALLENGES
In the midst of the preparation for this project, there were several challenges faced by the team of Fuji
Xerox Printers and Astra Graphia:
1. The Ministry of Finance Tax
Office
representatives
were
located all over Indonesia. There
were more than 180 offices across
the entire Indonesia archipelago.
Coupled with the short installation
notification period, installation and
delivery timeline were identified
as key issues.
- Working with the team from
Fuji
Xerox
Office
Printing
Systems (FXOPS) and Fuji Xerox

Printers regional Supply Chain

Management team, a systematic
delivery schedule of the stock
(DocuPrint 340A) was quickly
established and agreed upon
thereby assuring Astra Graphia of
meeting the stringent condition.
2. The closest competitor, HP,
had reacted furiously for this
tender by offering a lower than
usual tender price for their printer.
This was highly anticipated by

the team from Fuji Xerox Printers

and Astra Graphia as this tender
was potentially the largest single
printer installation project for 2007
for Indonesia.
- With the responsive and speedy
support from the Fuji Xerox Printers
regional team in Singapore, Astra
Graphia was able to offer an even
more competitive package vis-vis HPs.

RESULT OF BID
Following the Proof of Contest evaluation in September 2007, the tender result was announced in October
2007. Fuji Xerox Printers and Astra Graphia had won the tender for 1,666 units of DocuPrint 340A. Our
printer (DocuPrint 340A) specifications had exceeded what was specified in the tender and the evaluation
committee was impressed by the reliability of DocuPrint 340A as well as the after-sales proposal by Astra
Graphia.
Every principal and vendor wants to be the
winner. This is the scene from the Proof of
Contest evaluation event.

Fuji Xerox Printers

Case Study

BENEFITS BY

MINISTRY OF FINANCE TAX OFFICE

Following the first phase of installation, the end-users from the Ministry of Finance Tax Office were
extremely pleased with DocuPrint 340A. The end-users witnessed the following benefits immediately:
1. Increased reliability in
document printing. Breakdowns
and paper jams were now issues
of the past. This resulted in
improving the overall business
productivity and efficiency.

2. Better access to Astra

Graphia after-sales service
management team. Occasional
product issues were resolved
swiftly and professionally.

3. A competitive total cost of

ownership.

LOOKING FORWARD
Fuji Xerox Printers presence in Indonesia has been growing significantly
in the past 4 years; market share have been expanding in both colour and
multifunction printers categories with approximately 20% and 22%.
The winning of this project is also a significant breakthrough for Astra Graphia
as a valued service provider. Following the winning of this deal, there are
potential additional units sales / revenue from Ministry of Finance Tax Office
representative offices subsequent IT enhancement in year 2008-2009.

A Ministry of Finance Tax

Office staff during the Proof of
Contest, who is happy with the
performance with the DP340A.

Fuji Xerox Printers