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The vast number of regions and banks around the world
mean that customer issues and needs vary widely.
Providing ATMs that contribute to improving customer
operations requires more than
simply supplying the machines.
It is critical that we have a com-
plete understanding of a bank’s
systems and how the ATMs will
be used, and we also must pro-
vide full after-sales service. For
over 10 years, we have been
applying a full hands-on approach
to understanding and analyzing
each banking site and proposing
optimal solutions for the customers in the Chinese mar-
ket. We are now taking that approach worldwide. “Know
the site” will be our fundamental guiding principle when
we confront new, unforeseen challenges, and advance
the global development of the ATM business.
Developing Markets Globally Beginning with China
Shinya Ando
Executive Offi cer
General Manager of
Overseas Marketing
& Sales Division
(Units) Trend in total ATM installations in China
2006 2007 20082009 2010 2011 2012 2013 2014 2015 2018
0
600,000
400,000
200,000
800,000
Source: OKI estimates based on third-
p
art
y
research a
g
enc
y
market data
CD
ATM
VOICE
FEATURE: DEVELOP MARKETS IN EMERGING COUNTRIES
Expand the Overseas ATM Business
2014
Acquired a local company, estab-
lished an ATM business company
2014
Began ATM installation at major
banks
2012
Began ATM installation at Alfa-
Bank, Russia’s largest private
commercial bank
2001
Established ATM manufacturing
base in Shenzhen
2005
Began ATM sales through a local
partner company
2012
Established a representative offi ce
2013
Began ATM installation at PT Bank
Central Asia Tbk, a leading bank in
Indonesia
BrazilBrazil
RussiaRussia
ChinaChina
IndiaIndia
MalaysiaMalaysia
IndonesiaIndonesia
2014
• Began ATM installation at State
Bank of India, India’s largest bank
•
Established an ATM sales company
ATMs in Japan are almost all cash recycling ATMs that recy-
cle deposited bills as funds for withdrawals. Overseas, how-
ever, cash dispensers (CDs) are still predominant. That was
the market environment in 2000 when OKI entered the China
market and began replacing the CDs of overseas vendors
with cash recycling ATMs. Our success in China comes from
the strong reputation our ATMs have earned for the ability to
improve operating effi ciency at teller counters and enhance
customer service, the high utilization rates supported by the
high-quality technology that lowers total cost of ownership
(TCO), and the high reliability identifying characteristics of
low-quality paper currency and counterfeit money.
ATMs with these outstanding characteristics fully match
the needs of countries that use large amounts of cash,
mainly in emerging countries, and OKI is targeting those
countries as it actively seeks to develop new overseas mar-
kets for its ATMs. In recent years, we have been expanding
sales in the Russia, Indonesia, Malaysia, and India mar-
kets and have taken a step to develop the ATM business in
Central and South America, including establishing an ATM
business company in Brazil. We will continue cultivating
existing markets and developing new markets as we seek
to expand the ATM business into a global operation.
9
Annual Report 2015