Fujitsu 2014 Annual Report Download - page 30

HUMAN CENTRIC INNOVATION
The Manufacturing & Distribution Industry Sales Group provides support tailored to
customers in the manufacturing and distribution sectors in Japan and across the
globe. Target industries within manufacturing include steel and metals, pharmaceuti-
cals, electronics, housing, and automobiles, while industries targeted in distribution
cover retail, food, trading companies, logistics, and services.
Fiscal 2013
Using ICT to Streamline Operations and
Enhance Competitiveness
In fiscal 2013, our sales, orders and business deals in hand
ended the year on a record-high, surpassing the level set back in
fiscal 2007. The backdrop to business growth for Fujitsu has been
our efforts to meet a variety of customer needs. Customers are
hard pressed to cope with structurally reforming their businesses,
M&A activity triggered by industry realignment, globalization
of their operations, the rapid startup of new businesses due
to portfolio diversification, and responding to emerging mar-
kets. Fujitsu’s response to these needs has supported its
business growth.
In an analysis by sector, in industrial fields, sales rose year on
year in sectors outside of those connected to raw materials, such
as oil and paper, where the yen’s depreciation curbed invest-
ment. This is especially the case in new business areas, global
investment, and businesses engaged in recovery, where electron-
ics and housing-related sales grew by a wide margin. Further-
more, in automobiles, areas such as systems integration and
outsourcing have contributed to steady growth.
In distribution, while we entered a period in which food
wholesale and logistics-related deals dropped off, sales to trad-
ing companies and the service industry were higher year on year.
By product, both industries saw major contributors from mission-
critical system construction, efforts to respond to new businesses,
a surge in demand, particularly for PCs ahead of Japan’s con-
sumption tax increase, and business deals for replacement of
Windows XP systems following the end of support for them.
Fiscal 2014
Strengthen Customer Contact Points and Support
their Businesses
As in the previous fiscal year, the three priority strategic areas of
“strengthen support for existing customers,” “meet the needs of
new business” and “respond to global business” will continue to
define our sales strategy for fiscal 2014. This strategy will lead to
expansion in sales, orders and business deals in hand, as we aim
for continuous growth into the future.
As specific strategies and initiatives to strengthen support for
existing customers, we will place emphasis on proposing optimal
solutions by identifying and analyzing customers’ businesses and
how they utilize their ICT assets. For example, with OS support for
Windows Server 2003 set to expire in July 2015, a burning issue
for customers now is whether to migrate to new servers and a
new OS, or to switch their systems to public or private cloud
infrastructure. Furthermore, interest in achieving greater effi-
ciency in operational processes remains as high as ever, with
businesses constantly looking for ways to cut costs. Customer
MANUFACTURING & DISTRIBUTION INDUSTRY
Adding New Value to Business
Based on New ICT Technology
Explanations for underlined words can be found in the glossary on pages 160-162.
President
Manufacturing & Distribution Industry Sales Group
Corporate Senior Vice President
Yoshihiko Hanada
028 FUJITSU LIMITED ANNUAL REPORT 2014
FEATURE: MESSAGE FROM SALES GROUP HEADS AND A REGIONAL HEAD