Recharge Asia Magazine December 2011

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CONTENTS

目 录 15 Message from the Publisher 77 卷首语 FEATURE ARTICLES

专题文章

16 22

2011 Supply Market Battle Ground Recap: Clones, Patents

By Tricia Judge and Color All Come on Strong 2011 年耗材产品

25

Remanufacturing Printer Consumables Market in India

By Sanjeev Mahajan 印度耗材市场回顾与展望

78

回顾 2011 年中国打印机及耗材市场 A Look Back on 2010's Chinese Printers and Consumables Market

By Ronelle Ingram

兼容耗材行业人士回顾 2011：杜海泳 Compatible Consumables Industry Member Reviews 2011: Du Haiyong

SHOW TIME

展会热点

28

2012 Asia Imaging Fair Awaits You! 2012 年北京国际办公设备耗材与数码影像展等着您

84

2012 年三大不同区域代表性办公耗材展览会闪亮登场 Three Big Shows Set Sail in 2012, Unfolding the Consumables Industry's the Best Market Opportunities

SOUTHEAST ASIA CORNER NEWS

10

东南亚新闻

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Kyocera Arm Building Major Vietnam Printer Plant 京瓷越南建设专业的打印机厂

30

Canon Malaysia Marketing Expects Positive Growth in Revenue in 2012 佳能（马来西亚）预计在 2012 年实现收益正增长

84

印度尼西亚打印机市场增长迅速 Printer Market Growing Fast in Indonesia

MARKETING

Breaking through the Reluctance of Asian Marketers to

By Curt Keller Engage Social Media Consumers 突破亚洲市场的阻力，吸引社会媒体消费群

86

云打印的市场前景有多大？ How Big is the Market Prospect of Cloud Print?

90

2011 年 10 月中国激光打印机市场分析报告 China's Laser Printers Market Analysis Report

CEO ON THE GO

36

Lyra Delivers Two New Reports Providing Worldwide Forecast Data and Analysis for the Ink Jet and Laser Toner Cartridge Markets Lyra 推出 2 项关于全球喷墨和激光打印机硒鼓市场分析预测

By David Ramos

38

New IDC Color Print Study Identifies Key Verticals and Customer Segments Driving Usage 新 IDC 彩色打印研究确定关键的纵向和客户细分驱动使用情况

39

Highest Share of Managed Print Services Providers Report Using Print Audit Facilities Manager 据报道，多数 MPS 供应商使用打印审计设施经理

DECEMBER 2011

CEO 之路

44

Sunny Sun Interview Mr Ian Goddard, SCC Company SCC 访谈

92

科密：孜孜追求，变化中求发展 Comet Co., Makes Progress in Development

GLOBAL FORUM

全球论坛

46

Managed Print Services Market Continues to Demonstrate Strong Growth Worldwide MPS 市场保持强劲的全球增长态势

94

打印机售后服务能否救市 Can Printer After-Sale Service Save the Market?

97

详述爱普生与天威专利争议 Clarifying the Epson and Print-Rite Patent Dispute

98

构建耗材产业链应在遵守专利法的框架内进行 Building a Consumables Industry Chain Should be Carried Out in Accordance with Patent Law

OEM 聚焦

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Canon U.S.A. Unveils the PIXMA PRO-1 Professional Photo Inkjet Printer with High-Quality, Accurate Results 佳能（美国）推出 PIXMA PRO-1 专业照片喷墨打印机，提供 高品质、精准的效果

50

Xerox's New Printer Brings Precise Colors, Exceptional Image Quality to Graphic Designers 施乐的新打印机为平面设计师带来了精确的彩色效果和杰出的 图像质量

51

Lexmark Introduces its New Ink Range 利盟在印度介绍其全新墨水领域

51

Brother Introduces Mobile Print Solutions Targeting SMEs 兄弟针对中小企业推出移动打印解决方案

100

佳能在北京发布多款彩色激光打印机 Canon Releases Variety of Color Laser Printers in Beijing

市场动态

Sales Pitch: The 60 Percent Sales Solution 推销策略：60% 的销售解决方案

市场动态

40

OEM UPDATE

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MARKETING

MPS Software Providers MPS 软件供应商

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亚洲再生业 2011 年 12 月 总第 092 期

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OEM UPDATE

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富士施乐首款彩色连续纸喷墨打印系统问世 Fuji Xerox's First Continuous Color Feed Inkjet Printing Systems Released 理光（中国）推出彩色生产型数码打印机 Ricoh (China) Launches Production Digital Color Printer

ASK THE EXPERTS

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OEM 聚焦

请教专家

Remanufacturing the Lexmark X560 Toner Cartridges

NEW PRODUCTS EXPRESS

新品快讯

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Katun® Corporation Introduces Katun® Business Color Toners for Use in Sharp MX 2300N/2700N & 3501N/4501N-series Digital Copier/Printers 开顿 ® 公司为夏普 MX 2300N/2700N & 3501N/4501N- 系列 数码复印机 / 打印机推出开顿 ® 商务彩色墨粉

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MSE Releases Replacement Cartridges for CE390x MSE 公司发布再生 CE390x 型卡盒产品

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Faroudja Offers Lexmark C935 Drum Faroudja 公司推出利盟 C935 型兼容辊产品

By Mike Josiah

利盟 X 560 型成像卡盒的再生

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Remanufacturing the Dell 1230 Color Toner Cartridges

By Mike Josiah

戴尔 1230 型彩色成像卡盒的再生

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保持良好的喷头控制系统的重要性 The Importance of Maintaining Good Head Control System

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兼容耗材故障处理指南 Compatible Consumables Troubleshooting Guide

COMPANY CLOSE-UP

AlphaChem Branches into Toner Production AlphaChem 公司进入碳粉生产市场

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MMC Receives Renewed Quality and Environmental Certificates MMC 获得更新质量和环保证书

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CET Releases Compatible Chip, Compatible Spare Parts and Consumables for KM-1648、TASKalfa 420i/520i and MP4000/MP5000 CET 推出系列兼容芯片，KM-1648、TASKalfa 420i/520i 及 MP4000/MP5000 等系列兼容配件及耗材

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New EcoLogo® Printing Cartridges Standard Includes Expanded Range of Products 新环保标识 ® 打印墨盒标准适用于扩充后的产品

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University of Wisconsin- Madison Bookstore Offers New Inkjet Cartridge Refilling Services by Retail Inkjet Solutions, Inc 威斯康星大学 - 麦迪逊书店提供由零售喷墨打印机解决方案公 司认证的新喷墨打印机墨盒再填充服务

110

新映美：从价格领先到品质领先的飞跃 Jolimark®: A Leap From Price Leadership to Quality Leadership

NEW PRODUCTS EXPRESS

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112

新品快讯

Fotospeed Introduces a New Solution for the Epson R3000 Fotospeed 为爱普生 R3000 推出新的解决方案

中文快讯

“喷墨数字印刷机用墨水研发”项目启动 Launch of "Research and Development of Ink for Ink-Jet Digital Printing Machines" Project 柯达赢得要求科林斯墨水公司继续供货的判决 Kodak Wins Judgment Requiring Collins Ink Corporation to Continue Supply 全球首款 iPhone 打印机面市 The World's First iPhone Printers Available

企业近况透视

66

110

CHINA CORNER

“2011 中国印刷标准化年会暨印刷创新论坛”在北京召开 2011 Annual Meeting of China Printing Standardization and Printing Innovation Forum Held in Beijing

113

惠普胜诉墨水专利官司 HP Wins Ink Patent Lawsuit “十一五”印刷机械业结构调整效果明显 The "Eleventh Five-Year Plan" Printing Machinery Industry Structure Adjustment Shows Conclusive Results 佳能新兴市场拉动业绩逆势上升 Canon's Emerging Markets Drives Performance Against the Trend

114

日本发明 DNA 墨水 Japan Invents DNA Ink 富美启动专为单位采购定制的“直供”电子商务 Forever Technology Co. Launches "Direct" E-commerce Customized for Unit Purchases

ZHUJIANG CORNER

115

珠江三角洲

珠海大学生获“天威杯”创新大赛创意金奖 Zhuhai Undergraduate Wins "Print-Rite Cup" Innovation Contest Idea Gold Award 国家耗材质检中心获得中环联合（北京）认证中心有限公司签 约检测实验室资质 National Consumables Quality Inspection Center Signs Contract with Central United (Beijing) Certification Center Co., Ltd. to Detect Laboratory Quality

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Contributors

Editor’s Note: We, at Recharge Asia, welcome comments to any of our editorials or content. Send comments, including sender’s name, address & phone number to: Sunny Sun, Publisher, via email to news@rechargeasia.com.

Ronelle Ingram

Ronelle Ingram VP of Technical Support for Steven Enterprises Ronelle Ingram is a writer, speaker, author of “Service with a Smile” and is a regular columnist for copier and imaging industry publications, like Recharge Asia. She began her technical career as a tool-case-carrying copier service tech. She is VP of

Technical Support of Ms. Ingram Enterprises in Irvine, California. Ms. Ingram is past President of the Business Technology

Association. A UCLA graduate, Ms. Ingram has taught thousands of office equipment professionals throughout the USA, Canada, Australia and Europe. Ms. Ingram’s greatest credential is her 40+ years of hands-on experience of managing very profitable service and telemarketing departments.

Read her article “MPS Software Providers” p16

Sanjeev Mahajan

Sanjeev Mahajan Vice President, Marketing and Exports, NAND ipl Gurgaon, India A 25-year veteran of the imaging business in India and South Asia, Sanjeev Mahajan is an independent industry consultant. He

has held senior marketing positions with Static Control Components, Katun Corporation, Ricoh India, Xerox, and Eastman

Kodak. His experience encompasses: general management and company operations, including start-up and turn around skills.

His career includes direct experience in marketing, sales, exports, imports, channel management, and corporate planning. Among

his achievements, he: contributed to the establishment of a major market in India for Static Control; established international trading operations for Katun Corporation from Singapore to South Asia; handled national marketing functions as the

Controller of Ricoh India, Ltd.; developed long term market plans for Xerox ModiCorp Ltd.; andbuilt sales of microfilm based

systems for Kodak India, Ltd. Mr. Mahajan holds a BSc degree from Bangalore University and MBA from Panjab University in Chandigarh. He may be contacted at (mahajeev@gmail.com)

Read his article “Remanufacturing Printer Consumables Market in India” p25

Tricia Judge

Tricia Judge Executive Director of Imaging Technology Council Tricia Judge is executive director of the International Imaging Technology Council, a not-for-profit trade association serving imaging supplies remanufacturers and dealers. She was the executive editor of Recharger Magazine for five years and managed a private law practice that specialized in small business issues for 11 years. A leading advocate for the industry; Judge has published articles in Recharge Asia Magazine, Recharger Magazine, ENX Magazine, Nevada Lawyer Magazine, and ASTM Standardization News. She is a regular speaker at industry meetings around the world.

Read her article “2011 Supply Market Battle Ground Recap: Clones, Patents and Color All Come on Strong ” p22

Curt Keller

Curt Keller CEO and founder of Benchmark Email Curt Keller is CEO and founder of one of the world’s leading, Web-based email marketing services, Benchmark Email. While

Benchmark’s client base ranges from work-at-home travel agents to large, multinational companies, Mr. Keller remains fiercely dedicated to addressing the email and online marketing challenges facing small and mid-sized businesses. A pioneer in the realm

of permission-based marketing, Mr. Keller started Benchmark Email in early 2004 and quickly grew the Southern California-

based company from a three-person operation to a major International player with services for people in India, China, South America, Germany and Japan. Benchmark currently remains a member of two of the industry’s most exclusive consortium, the Email Sender & Provider Coalition and Returnpath.net. A vocal advocate for good, industry-wide email marketing practices and standards, Mr. Keller is a regular blogger for Allbusiness.com and Imediaconnection.com.

Read his article “Breaking through the Reluctance of Asian Marketers to Engage Social Media Consumers” p40

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David Ramos

David Ramos Sales Operations Consultant with Strategy Development David Ramos, sales operations consultant with Strategy Development, has 15 years of experience in the imaging industry. As a top-producing business development and management professional, he has held positions in both the United States and

Mexico. At IKON Office Solutions, Ramos held positions of increasing responsibility, eventually becoming director of sales with responsibility for eight sales managers and more than 70 sales reps. As a senior trainer at IKON University, he co-developed

the sales training program for both the United States and Mexico. Prior to that, Ramos was a major accounts manager at Xerox Corp. He offers experience in training and development, selling leading-edge technologies, strategic marketing and key account management in U.S. and foreign markets.

Read his article “Sales Pitch: The 60 Percent Sales Solution” p32

Mike Josiah

Mike Josiah Technical Director of Summit Technologies Mike Josiah is the Technical Director at UniNet East Coast office, a global distributor of toner, Smartchips, OPC drums, and

other toner remanufacturing components. Mr. Josiah is an industry veteran since 1987, and a member of ASTM committee F.05, the STMC Technician Certification committee, as well as an STMC trainer. He and his support team at UniNet contribute with technical articles to industry trade magazines, and conduct seminars at association meetings and tradeshows worldwide.

Read his article “Remanufacturing the Lexmark X560 Toner Cartridges” p52 & “Remanufacturing the Dell 1230 Color Toner Cartridges” p61

杜海泳 北京莱盛高新技术有限公司副总经理 北京莱盛高新技术有限公司副总经理，中国文化办公设备制造行业协会副理事长，北京耗材联盟会长。 杜海泳先生负责北京莱盛高新技术有限公司的市场发展规划以及决策，并致力于推动北方地区耗材行业 企业的合作与交流。他工作的认真态度使北京莱盛公司快速成长，他的正直精神在行业内享有良好的名声。

杜海泳

阅读他本期的文章“兼容耗材行业人士回顾 2011，展望 2012——杜海勇：北京莱盛公司 2011 年市场发展策略”， 在第 82 页

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Message from the Publisher Dear Readers: The close of another year draws near and we are left with the inevitable queries when both looking back on the past twelve months and looking forward to the next. Did we keep our resolutions, both business and personal? Did the year turn out as we expected or were we met with particular challenges or pleasant surprises? What will 2012 bring?

With respect to our industry, these same questions, and more, are before us. I recently attended a Business Technology Association (BTA) meeting in Las Vegas, Nevada, and came away pondering still two more questions: 1) What sustains economic growth in a physical world characterized by diminishing returns and scarcity? And 2) What will be the alternative for continued growth? BTA keynote speaker, Mark Mathews, president and COO of Toshiba America Business Solutions Inc., addressed these rather succinctly, “Every morning in Africa, a gazelle wakes up. It knows it must outrun the fastest lion or it will be killed. Every morning in Africa, a lion wakes up. It knows it must run faster than the slowest gazelle, or it will starve. It doesn’t matter whether you’re a lion or gazelle - when the sun comes up, you’d better be running.”

To be sure, we all must run faster and faster to excel, or even survive, in today’s ever-competitive marketplace.

In conclusion of our productive year of 2011, we have compiled another information rich-issue to help you run faster. Be sure to read: “2011 Supply Market Battle Ground Recap: Clones, Patents and Color All Come on Strong*” by Tricia Judge on p. 22; “MPS Software Provider” by Ronelle Ingram on p. 16; "Breaking through the Reluctance of Asian Marketers to Engage Social Media Consumers" by Curt Keller on p. 40; “Sales Pitch: The 60 Percent Sales Solution” by David Ramos on p. 32; and “A Look Back on 2011's Chinese Printers and Consumables Market” on p.

78; Here’s wishing you a very happy New Year—and may you run at a full speed in 2012!

All the best from our Recharge Asia family,

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Ms. Sunny Sun Publisher

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Ronelle Ingram is a writer, speaker, author of “Service with a Smile” and is a regular columnist for copier and

imaging industry publications, like Recharge Asia. She began her technical career as a tool-case-carrying copier service tech. She is VP of Technical Support of Steven Enterprises in Irvine, California. Ms. Ingram is past

President of the Business Technology Association. A UCLA graduate, Ms. Ingram has taught thousands of office equipment professionals throughout the USA, Canada, Australia and Europe. Ms. Ingram’s greatest credential is her 40+ years of hands-on experience of managing very profitable service and telemarketing departments.

MPS Software Providers

By Ronelle Ingram

One of the many inclusions of a Managed Print Ser vices agreement is for the servicing dealer to manage the input and output of their client’s imaging devices. This process mandates that the servicing dealer takes over the responsibility of providing all the supply and servicing needs of the client’s entire fleet of office equipment. The MPS dealer is now the decision maker and the purchaser of all needed supplies. The MPS servicing dealer is the one who makes the buying decision on what supplies are to be used in the end users imaging equipment.

Once the client and dealer sign the MPS agreement there must be some type of data collection software used to electronically collect all the information of how many clicks (copies, prints, scans) are being used and from which specific equipment. In most cases, the MPS specialized software gathers the information then calculates the pre-determined costs for each type of image being used. This can include monochrome and color printing, copying, scanning, and two-sided, various sizes of paper, inkjet, laser, plotter, etc. Once all the information is electronically collected the MPS software processes the information in order to monitor usage, automatically order and ship supplies, notify the servicing dealer if a piece of equipment malfunctions, and correctly create and bill invoices.

The seemingly complex equations needed for a vast array of different pricing levels has become the standard fare for MPS software. In North America, there are more than 30 companies who specialize in providing MPS software. Many MPS software providers, for example, offer the sophistication of being able to automatically order products from a predetermined supply vendor when equipment covered under an MPS contract signals it is running low on toner. The needed supplies can be automatically drop-shipped directly to the end user, referencing a specific make, 16

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model and serial number of the equipment requiring the supplies.

Some MPS systems have the ability to check for the best product price, freight options and immediate availability from several preselected venders before a purchase order is issued.

Some larger USA-based distributors of OEM and compatible supplies have partnered with makers of MPS software or have established their own in-house proprietary MPS software offerings.

When overseas makers of compatible supplies decide which distributors are best suited to represent and sell products; there should be a consideration of which distributors offer MPS software packages. As the MPS market continues to expand throughout the world, some of the largest purchasers of compatible products are privately-owned MPS dealers. They are buying products that are supporting the supply needs of equipment, generating millions of clicks each month, that are covered under their MPS agreements.

The OEMs, with branch locations that offer direct service to end users, have also become large users of compatible products. Under MPS agreements, the OEM is servicing a large percentage of equipment that is not their own OEM product. The manufacturers are insistent on using compatible products, rather than buying OEM products from their own competition.

Some major OEMs have created proprietary MPS software that is being offered to their authorized dealers for free, or at a reduced price, depending upon the size of the dealer organization.

Many authorized sales and servicing dealers prefer to use their own OEM’s MPS software because the OEM’s software has been customized for ease of installation and/or is pre-programmed into the equipment for immediate use. Additionally, technical support is offered by the OEM and the cost is usually lower than using a stand-alone MPS software provider.

Another advantage of the MPS software that has been

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MPS Software Providers

By Ronelle Ingram

Continued

created and offered by the major OEMs is their ability to have invested in multi-language versions of their MPS software offerings. Even the largest and oldest MPS software companies based in North America are relatively small corporations with 20-75 employees. The size, scale and financial resources of these companies do not allow for investing in mutli-national endeavors.

Thus, the need for international MPS integration has ultimately migrated to the worldwide offerings of the major OEMs. Within the North American market, four of the best known, well established, independently owned companies offering MPS software are FM Audit, MWA Intelligence, Print Audit and Print Fleet. All of these companies provide data collection software as well as other associated products. Some have internationally based offices. Familiarity with these and other MPS software developers can be a starting point to investigate the advantages of doing business with a compatible supply distributor that offers MPS software programs to their buyers.

FM Audit (www.fmaudit.com) is headquartered in Missouri, USA with offices in Europe, South East Asia, South America, Africa, and Australia.

Distribution Partners: InkCycle, Printer Essentials, Supplies Network, CDW, LMI.

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FM Audit has a proven track record of innovation. Since 1998, their key partners have been pioneering cutting-edge cost recovery solutions that helped define the managed print services industry.

Today, the company has assembled a leading portfolio of remote meter reading and managed print services tools. FM Audit offers Web-Based Meter Collection and Non-Networked Device Meter Collection, a module that cross-references the printers with a database of printer supplies and their average costs to quickly create Total Cost of Operation scenarios.

FM Audit offers Automate Supply Fulfillment through Supply Triggered Delivery. This system takes into consideration usage cycles. Not all machines are equally used. Some high volume printers need supplies shipped when the cartridge is at 40%. Other low volume printers may not need supplies shipped until the cartridge reaches 10%. The ASM module lets you set the threshold for when to ship supplies to each printer, thereby reducing your costs. The Communicate with Billing Systems enables Two-Way ERP Synchronization.

FMAudit works with industry leading OEM’s, ERP software solutions, supply fulfillment partners, leasing companies, training and consulting groups, industry associations and others to ensure software innovations, features and development efforts.

MWA Intelligence (www.mwintelligence.com) is

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MPS Software Providers

By Ronelle Ingram

Continued

headquartered in Arizona, USA. Strategic Partners: Katun, PartsNOW! MWA Intelligence, Inc. was founded on June 1st, 2006 through the spin-out of service automation and asset management technologies from EFI MWA and continues to build on the success of Automated Dispatch Systems, Inc. (ADS) and EFI. This 15+ year history combines technologies, intellectual property and expertise borne from experience in providing end-to-end service management solutions in the office equipment and utilities industries.

MWA Intelligence, Inc. provides M2M (machine-to-machine) and M2P (machine-to-people) solutions that support the exchange of real-time information between hardware assets, mobile workers, and key stakeholders in mission-critical positions. MWA provides automating business processes, managing assets remotely and making the assets more intelligent.

MWAi’s Intelligent Assets solutions enables data extraction directly from assets and delivery to your back-office ERP/CRM systems for automated meter read collection, automated service call creation, asset data reporting, usage tracking and consumable levels management. This provides visibility of remote assets installed at end user locations. MWAi offers fleet management using Intelligent Device Management™. IntelliDashboard™ provides comprehensive reporting services. Intelligent Managed Print Services™ provides pre-sales and sales analysis tools.

Print Audit (www.printaudit.com) is headquartered in Alberta, Canada with subsidiary offices in USA, Mexico, Africa, Middle East, Australia, New Zealand, South East Asia, Caribbean, United Kingdom, Europe, Central and South America.

In ten years, Print Audit has made the leap from a business operated out of a Calgary, Alberta Canada home basement to an industry leader with offices around the world, including subsidiaries in the UK, South Africa, Australia and Latin America.

Print Audit develops print tracking and auditing software that enables organizations to analyze, reduce and recover their printing volumes and costs.

The company has also developed significant relationships with Toshiba, Konica Minolta, Canon, Xerox, Ricoh, Sharp, Pitney Bowes and many more. Print Audit’s innovations have fuelled its success. The company has achieved an average of 362 percent annual growth over the past ten years. Since 1999, Print Audit customers have saved over 2 million trees. Every year, over half a billion print jobs are redirected to higher efficiency devices, saving money for the organization and reducing effects on the environment.

PrintFleet (www.printfleet.com) is headquartered in Ontario, Canada with offices in Europe and Australia.

Distribution Partners: PartsNOW!, Supplies Network, West

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Point Products.

Founded in 2003, PrintFleet Inc. provides print management and assessment software along with a host of training, business development and support programs for dealers and distributors in the imaging and managed print services industries. Available in 5 languages, PrintFleet’s software solutions has dealers in over 20 countries. Globally, PrintFleet has a network of over 800 independent dealers managing an excess of 2.5 billion pages monthly.

PrintFleet offers data collection, data integrity and back end support within their family of print management software ranging from simple rapid assessment to advanced independently hosted print management. PrintFleet’s MPS technology and features offers print and imaging dealers, manufacturers and customer’s end-to-end management of network printing devices. This includes customized strategies, processes, tools for contracts, assessment processes, supplies fulfillment and copy and print strategies for their clients. PrintFleet was the first company to offer a rapid assessment tool, a comprehensive dealer hosted remote print monitoring application, business development and training programs.

In sum, manufacturers, wholesalers, distributors and resellers of products used in the imaging industry should be aware of the key players in the MPS software arena. Having your worldwide product distribution associated with a recognized leader in the MPS software industry will add to your visibility with the leading MPS dealers who purchase aftermarket supply products.

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2011 Supply Market Battle Ground Recap: Clones, Patents and Color All Come on Strong

By Tricia Judge Tricia Judge is executive director of the International Imaging Technology Council, a not-for-profit trade association serving imaging supplies remanufacturers and dealers. She was the executive editor of Recharger Magazine for five years and managed a private law practice that specialized in small business issues for 11 years. A leading advocate for the industry; Judge has published articles in Recharge Asia Magazine, Recharger Magazine, ENX Magazine, Nevada Lawyer Magazine, and ASTM Standardization News. She is a regular speaker at industry meetings around the world.

The battle for market domination between the OEMs and the aftermarket rages on into its third decade. Cracking the color cartridge marketplace has shown to be a technical nightmare for the aftermarket, and it is now finally entering that marketplace with quality and zeal.

A Case Study in Color Cartridges At La Recharge in Quebec, innovation in color cartridge remanufacturing landed the company $30,000, highly-sought business awards, and a mountain of media exposure that no amount of money could buy.

First, La Recharge entered the Elan contest, which recognizes outstanding young members of the business community. The company that wins demonstrates that it has the best potential for growth because of its innovative business plan and the quality of the products it offers to its customers.

The final night of the contest, the five finalists were chosen, and the contest was broadly covered by local media. When La Recharge won the contest, it gained a financial prize along with exposure of its products to an entire town.

La Recharge also entered the 2011 IWEB Innovator of the Year Competition that is organized by the Chamber of Commerce for the Province of Quebec in Canada. This competition is held to highlight the most successful businesses in both the large and small cities throughout Quebec. Of the thousands of businesses that qualify for this competition each year, only a few make it to the final round.

La Recharge has been in business for many years and this was their first entry into this very prestigious and highly-competitive contest. After many interviews and visits by the Chamber of Commerce Committee Member judges, La Recharge was selected as one of finalists.

In the final competition, they were asked to set up a booth demonstrating what they do and how they have become successful.

They set up HP2600 and HP CP1518 color printers. They displayed components to show all the parts they replace in their cartridges. They had sets of their “Privileged Cartridges” and sets 22

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of OEM cartridges. The judges evaluated prints from both printers and were astonished by the quality of the La Recharge cartridges as compared to the OEMs. The Judges had previously no idea what was involved in remanufacturing laser cartridges. They were doubly impressed that a local company could transform a used cartridge headed to the local landfill into a cartridge that produced high-quality prints.

La Recharge was awarded 1st place as the “Innovator of the Year” for 2011. This also included more financial prizes and more media exposure.

The owners of La Recharge, Martin Delarosbil and Isabelle Smith, were obviously elated with the outcome of the contests. “It’s wonderful to make it to the final five companies, but to win was so gratifying,” said Smith.

“We studied the color process and determined the best way to assure quality was to replace all the components,” said Delarosbil.

“We worked closely with our supplier Static Control Components because quality was a key criterion for winning. And as a result, we impressed the judges.”

This achievement has opened the flood gates to local companies wanting to do business with them and really bolstered their confidence in what they sell. In fact, they will be opening their 4th facility early next year.

La Recharge is at the forefront of the industry for several smart reasons. First, they worked to develop high-quality products, and customers remain loyal to producers of quality products.

Second, they chose to produce and promote color cartridges.

The aftermarket has a staggeringly low proportion of the color cartridge marketplace. La Recharge has now positioned itself to be one of the first sources for aftermarket color cartridges in Canada, and it garnered free publicity to put that message out to the consumers.

While monochrome cartridge sales are flat, color printer and cartridge sales are booming. The aftermarket will only continue to be successful when it commands a large percentage of this important market.

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Battle over the Clones: Epson, HP, Canon, Lexmark and Samsung go on the Offensive New-molded cartridges, or “clones,” are increasingly becoming a threat to the North American marketplace. And since they are priced predatorily, they are even more of a threat. The aftermarket can do little about the threat, because clones probably violate patents, but that intellectual property belongs to the OEMs, and it is theirs to defend. Luckily, they have done just that.

Back in 2006, Epson filed an action alleging patent infringement in federal court and with the U.S. International Trade Commission against producers and distributors of some ink jet products. So far, Epson has prevailed quite mightily. The 24 companies targeted in ITC action will be saddled with US ITC fines of up to $11 million per respondent and massive civil liability. It has also scored general and limited exclusion orders, which will keep the ink jet products out of the country.

Hewlett-Packard followed Epson’s lead in September 2009. It filed a complaint with the International Trade Commission against 11 ink jet manufacturers and distributors. The respondents are seven Asian and four U.S. companies.

At issue are four patents pertaining to HP’s ink jet technology that HP c laims have been infringed. HP is seeking an investigation, and if the outcome leads to a determination of infringement, it seeks general or limited exclusion orders, as well as cease and desist orders.

On the same day, HP filed a civil suit for patent infringement in a U.S. District Court in California against the same 11 companies.

The suit seeks a finding of patent validity, patent infringement, injunctive relief and damages for infringement, including treble (triple) damages for willful infringement. In May, HP added additional defendants and causes of action to its patent-protection party.

Only ink jet cartridges are the subject of these actions, leaving aftermarket members wondering when HP might take action against the toner cartridge clone producers. The patents for electrophotographic technology are actually Canon’s, and licensed to HP. On June 29, 2010, the industry got its answer. Canon filed a lawsuit in New York against 20 defendants for infringement of two patents. Canon has filed a complaint with the U.S. ITC as well, seeking to block the importation of the cartridges.

At issue is “a projection at the end of the drum that enables a … detachable coupling” between the cartridge and the printer.

Canon’s lawsuit mentions both the cartridge and the drums inside. In May, Canon filed a complaint with the Korean Trade Commission against five Korean drum manufacturers for patent infringement.

A large percentage of drums come from Korea. This raises

concerns about replacement parts and their costs. And recently Samsung filed a complaint against TNIRP over chips: the infringement relates to the newly released CLP-310 and CLP-315 Samsung toner chips, as TNIRP is the only company it is aware of that currently supplies them.

In August 2010, Lexmark International filed a patent infringement complaint with the United States ITC against 24 companies engaged in the manufacture, importation and sale of replacement Lexmark cartridges.

The complaint alleges that these replacement cartridges infringe at least 15 U.S. patents owned by Lexmark. Lexmark is requesting that the ITC issue a general exclusion order banning the importation and sale of patent infringing laser cartridges by any entity.

In addition to the ITC complaint, Lexmark has also filed a

related patent infringement complaint in the U.S. District Court for the Southern District of Ohio against the same defendants. The District Court complaint contains allegations similar to those in the ITC complaint and seeks injunctive relief, monetary damages and attorneys’ fees.

As this wealth of litigation plays out, the aftermarket will acquire valuable information as to what constitutes infringement of these popular cartridges. And, hopefully, protection from the insidious patent-infringing clones. So far in 2011, the litigation has been going decidedly in the favor of the OEMs. The Int’l ITC also voiced its concern about the clones. On July 7,2010, and upon invitation, the Int’l ITC filed a report with the U.S. I.T.C., entitled “The Effect of Infringement of Intellectual Property Rights in China on the Toner and Inkjet Cartridge Remanufacturing Industry.” In the report, the Int’l ITC pointed out the damaging effects to the imaging aftermarket caused by this unfair competition.

The report specifically targeted the “new, compatible” cartridges that may violate the OEMs’ intellectual property, specifically its patents. “The aftermarket is in particular danger because of these products,” the report reads. “Remanufacturers must wait until the OEMs decide to take action, and the OEMs have not undertaken these actions swiftly. This is understandable as the offending Chinese companies take no risk of being punished in their own country.”

The Int’l ITC filed the report after receiving a request and discussing the investigation with employees at the U.S. ITC, who were enthusiastic to learn more about our industry. The report also addressed the rights of OEMs and those of legitimate Chinese remanufacturers. “The Int’l ITC and its members respect the legitimate intellectual property rights of the OEMs. The Int’l ITC also has legitimate members that remanufacture in China, so not all Chinese producers are committing these violations.”

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2011 Supply Market Battle Ground Recap: Clones, Patents and Color All Come on Strong

By Tricia Judge

The report also identified internet sales as an easy channel for the sale of these products, “as unscrupulous companies can easily and readily sell the offending cartridges anonymously and without concern for repercussions”. Often our members have customers who direct them to such pages showing deeply discounted cartridges and are asked to match the price.”

The Int’l ITC is also working with the Imaging Supplies Coalition to attack the problem. The ISC is a non-profit association of OEMs that exists to combat illegal counterfeits and their brethren. They seek information from our members about the following types of cartridges: About those new clones, the following cartridges are the target of the joint ISC and Int’l ITC investigation: • A new cartridge “clone” being sold as a new OEM cartridge

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• A remanufactured cartridge sold as a new OEM cartridge • A new OEM empty cartridge • A clone sold as a remanufactured cartridge • A cartridge that has “trade dress” issues, such as a cartridge that has been made to look like a new OEM. So 2011 was a year of some aggressive legal action in which, ironically, the aftermarket stood to benefit. The future promises more interesting litigation, and most stand to benefit legitimate members of the remanufacturing aftermarket. So between general exclusion orders against the clones and profitable increases in color remanufacturing, 2012 could be a banner year.

Editor’s note: This article was graciously granted permission to reprint

by ENX magazine

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Remanufacturing Printer Consumables Market in India

By Sanjeev Mahajan Where we have been (in 2011) and where we are heading (in 2012) Many of you may remember the line from Alice’s Adventure in Wonderland, “Would you tell me please, which way I ought to go from here?”

“Well,” said the cat, “That depends a good deal on where you want to get to.”

“I don’t much care, as long as I get somewhere.” said Alice.

I guess we have to see where we stand for now, to decide where we should be going. For many, India market presents a crossroad however its wondrous growth fascinates you, like walking in the wonderland, the 2011 re-manufacturing market has a few

interesting facts I would like to share and hope this helps lead for a better market strategy, a better partnership, and a better path for an anticipated result down to the profitable wonderland where you are headed to.

One positive fact is no sign of recession, but a rather fast growing momentum. Here are some numbers to chew on: • Laser Printers Sales is 1,560,000 ending March 31, 2011, install base 6,000,000 • Photocopiers/MFD sales only 177,000, install base 600,000 • Inkjet sales were approximately 1,450,000, install base approximately 5,000,000 • Color laser printer sales approximately 270,000, install base approximately 670,000 • Color copier sales approximately 25,000 new and used, install base approximately 90,000 • Laser toner cartridges around 24 million, an increase by about 15-20% • Inkjet cartridges sales about 40 million, an increase by about 20305 in FY 2011 MPS was an effective tool for the re-manufacturers in securing a few SME and enterprise clients to increases sales by 8-10%.

The landscape of this market is mixed with good progress despite some obstacles. For instance, the laser cartridge market is more geared toward large enterprise and government segments.

The inkjet cartridges are geared more toward SoHo, home, and students. While OEM dominates the Indian printer consumables market, the demand for inexpensive alternatives help the aftermarket thrive and; compatibles gain some foothold as well. Some larger re-manufacturers use “free printer” offered to CEOs/CFOs that leads to a green light for the entire agency or organization to use re-manufactured cartridges. Many large and established re-manufacturers offer “no-risk,” and “100% satisfaction guarantees,” that help them gain market reputation. Overall, there are about 200,000 re-fillers who also offer “on-demand” refilling

and a promise of excellent service. On the other hand, there are many small do-it-yourself re-fillers or re-manufacturers who lack the quality control, and don’t have good business practices, that dissuade people from using remanufactured cartridges. Underinvoicing by large imported overseas compatibles create lower pricing and narrow margins, making it difficult to compete for struggling re-manufacturers. On top of that, scarcity and unavailability of newer models, as well as practice of franchises that do not show healthy marginal gain create another obstacle in the industry. To compensate, the OEMs have launched a huge

number of printer models in India over the last three years to cater to various segments and price points.

Looking to 2012, Color will fall to an acceptable price range with increased usages by many companies despite the fact that OEMs still dominate the consumables market, with low-cost and low-yield consumables strategy. However, compatibles of consumables entered into Indian market will slightly adjust the dominant role long played by OEMs. Re-manufacturers will adopt MPS, to tie up for a complete print solution with consistent and reliable performing compatibles, so as to gain more market share, and keep its loyal customers base. What we want to expect is a home grown brand leader to emerge in re-manufacturing, and an exporter or re-manufactured cartridges from India. This will present a viable and profitable option that many entrepreneurs are already looking into. We also expect OEMs will register patents in India to protect its market. Professional training and certification will prove to be a very important tool for re-manufacturing companies in order to stay competitive and to gain market trust.

In particular, the ISO 9000, ISO 14000, and STMC certifications will prove to be valuable.

The following are comments from our prospective imaging industry leaders: Atul Tibrewal, Managing Director of Cartridge Junction Mumbai: “In 2011 Managed Print Services has been aggressively adopted by OEM and lowered the costs to the end users. However, the MPS using re-manufactured toner cartridge is still focused on printers plus consumables at a single cost per page billing.

MPS has a far wider scope in servicing customers. The biggest danger facing the Re-man industry is unhealthy price competition, which makes business unviable, and leads to poor quality and bad service which in turn causes customers to switch off from using remanufactured toner cartridges. There needs to be more maturity with the larger and professional players in that they realize the need to compete with OEM’s on Price, Service and Quality

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and not with the thousands of unorganized re-fillers on lower price.”

Vipin Tuteja, Executive Director, and Technology, Channels & International business at Xerox India: “At Xerox, our strategy is always to make it easy for print service providers to drive profitable revenues through the power of digital printing. And PAMEX 2011 provided us with an opportunity to interact with our partners and customers and introduce them to our recently launched line of innovative digital presses and solutions. Xerox also announced the successful installations of over 150 units of the recently launched Xerox 550 presses in India.” The Director for the fastest growing national distributor of a Japanese A3 copier OEM said, “Because the printer /mfd market is growing at 40% annually, we find that despite wide spread availability and acceptance of after-market toner cartridges (both compatible and remanufactured) for HP printers, we see that it does not affect our business at all. Anyway, all our business is non-HP. Also since consumables are recurring revenues, the idea is to sell more consumables and focus on color cartridges for increasing profitability. MPS is a more secure, long term business and easy way to enter an account. Hence, it is our preferred option when selling to large enterprises.”

P.V. Kannan Director of Classic Imaging in Coimbatore in South India was disgusted with the way our industry grew. He said, “The industry is going to the dogs. People are too greedy and will pay either Rs 3000 for an OEM cartridge or only Rs 250 for a refilled cartridge. Despite knowing this cheap cartridge will not work satisfactorily, they will not pay even Rs 1500 for a good quality branded re-manufactured cartridge that is equal to OEM standard in all ways. How can a newcomer with no experience provide on- site refilling at Rs 250 be trusted by experienced senior management? Only due to corruption can this happen so openly. Everyone else in each company turns a blind eye to such happenings instead of being the whistleblower to protect company’s interests.”

Mr. Ravinder Agarwal, Managing Director of NUWAYS Create in New Delhi is very satisfied with the 80% growth in turnover he had in 2011. He attributes this growth to the success of his new scheme, “Pay for cartridges only, printer comes FREE.” He has hundreds of customers in New Delhi alone including Indian TOP 100 giants like L&T, NTPC, who swear by his product quality, and are fully satisfied. Agarwal said, “What does the buyer have to lose? He saves lots of money as compared to the expensive OEM cartridges and does not spend for buying or servicing any printers.

I upgrade their printers when larger volumes are printed or specific features requested/needed.”

Vinod Chandran Managing Director of Ivory International, with offices in Cochin in South India, and having large operations in Dubai said, “2011 had been a year of sudden growth because

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during the recession, people even in rich Dubai switched to recycled toners, for the big cost savings they made. It was also a year of challenges because of need to quickly increase the production capacity and improve quality; master new cartridges launched, and cater to increased demand for color toner cartridges.

The most important achievement in 2011 for my company was signing up over a hundred new customers for our re-manufactured cartridges and offering total printer support and on-site service to them at no extra cost. In 2011, we also started using and re-selling to other re-manufacturers an Indian made BESTONE chemical toners from NAND ipl, to generate more profit for us, to fund growth and it won us many new customers, all happy with the excellent quality of the chemical toners. In 2012, price competition will be reduced as quality will be demanded by more customers.

And I strongly believe that a satisfied customer who is happy with product quality and good service provided will not look for lower price.

Mr Pradeep Mahindru, Managing Director ACM Cartridge Rechargers New Delhi: “In 2012, I will think bigger and first cover the entire country with new partners. I then plan to go international and cater to larger re-manufacturers’ need for lower cost but high quality genuine re-manufactured laser toner cartridges for sale at their home markets. India’s lower labor costs than China and better geographical location will make ACM a preferred partner for outsourcing cartridge remanufacturing from India.

J.M. Dassani, Chairman FAXON Imaging Technologies Mumbai and former President of ICRRA summed up the year in review quite nicely by saying, “Every year we say the same things.

Nothing really changes. 2011 was difficult initially for we drove forward while looking through our rear view mirror – repeating the same stories to same customers with some profit. Mid-year in June we changed our habits and switched on the headlights while driving forward. We saw many new opportunities, some of which we captured profitably doing new things for new customers. We learned our lessons and found new ways to complete old tasks (by outsourcing to many smaller lower cost vendors in many state capitals). This gave us more profits and confidence to do more in 2012. Only this time we plan to drive forward with our headlights on day and night to win more customers and keep existing ones happy and loyal.”

I’m sure you can’t disagree with Mr Dassani. So let me end by wishing you my friends a HAPPY NEW YEAR. FAITH AND TOIL will always bring success in all you do, and satisfaction that you are always doing your BEST.

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2012 Asia Imaging Fair Awaits You! FACT: Global corporations want a piece of China’s gigantic pie.

It is a well known fact that trade with China and business expansion into its territory is a current hot topic on a global level. As a BRIC country, China is an emerging market with a massive economy that is booming in virtually all sectors, including technology. This has paved the way for growth in the imaging and printing industries, fueled by domestic consumption as well as manufacturing. If you want a piece of this much sought after pie, you should be at Asia Imaging Fair (AIF) Beijing.

EXPO DETAILS: Starts: Wednesday, April 18, 2012 at 10:00 AM Ends: Friday, April 20, 2012 at 5:00 PM Asia Imaging Fair Exhibition Scope: - Printers, copiers and other office equipment - Compatible, remanufactured & renewable consumables for printers & copiers - Ink cartridges, toner cartridges, ribbons, toner, ink & CISS - Chips, OPC drums, various rollers, sleeves, empties and other components & materials - Manufacturing, remanufacturing, filling, testing equipment & tools for printer consumables - Photo paper, register paper, color inkjet paper, thermal paper & other office printing papers - Office products and manufacturing equipment - Technologies, information, packing and other services for printer & copier consumables

comparing competitors, exchanging latest information, and engaging new valuable contacts.

3. A strong international profile, with opportunities for valuable contacts.

4. Your business for a new second-tier marketplace that holds continuous growth potential.

5. Government purchase opportunities offered in the capitol of Beijing, where your business will enjoy the first-come and firstserved status for any office equipments and their associated consumables.

6. A prime networking opportunity for you to mingle with the top-notch industry seniors and stay connected with the decision markers.

7. Take advantage of our collaboration with 4NSHOW, one of the largest and longest running printing expos in the world for an opportunity to expand your business profile.

8. Power your business via this proven marketing platform to establish business relationships face-to-face and in person.

Make Your Plans Today!

Take advantage of this newly developed platform by presenting your latest products and innovations, to meet existing customers demands, to make new contacts, and to break into a new market.

Make sure your early-booking discount by contacting us online or phone or fax. The standard deadline is December 30, 2011.

We look forward to receiving your registration.

OUR SUPPORT &YOUR BENEFITS: Reasons you come to Asia Imaging Fair in Beijing: Our support for your success: Your business success is key for our success, and we coordinate an effectively promotional activity to ensure the show is central interest to the international audiences.

BENEFITS: 1. Numerous industry trade publications to promote the target visitors International PR to different medias and industry associations with online portals and newsletter.

2. Worldwide multi-stages e-marketing campaigns and newsletters.

3. Online banners ads to all major industry portals, search engines.

4. Participate in all industry related trade events around global to promote.

To conclude that we expect: 1. Impressive raise in visitors’ volume - 12% increase of the visitors from the previous year.

2. Most satisfactions to be received - 85% of the visitors had expressed their objectives accomplished from last year by 28

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Kyocera Arm Building Major Vietnam Printer Plant Kyocera Mita Corp., a unit of Kyocera Corp., has started building a $187.5 million factory in northern Vietnam to produce multifunctional printers, Vietnamese state media said Friday.

The plant in Vietnam-Singapore Industrial Park in Haiphong City is scheduled to start production in October 2012, with a staff

of 1,000, reported the official Vietnam News Agency.

The Nikkei reported in July that the plant will produce 150,000 units for fiscal 2012, adding that annual output capacity will rise to 4.5 million units by fiscal 2016.

Canon Malaysia Marketing Expects Positive Growth in Revenue in 2012 Canon Marketing Malaysia, CEO Melvyn Ho, expects a 23%

growth in revenue next year, where 30% of that will come from its printer division. Ho believes this is achievable through the launch of 17 new laser jet and inkjet printers. While the tsunami in Japan and the floods in Thailand made Canon fall short of its forecast for the year, (from RM900 million to about RM800 million), Ho is optimistic of a recovery as it has moved its operations to its Japan and Vietnam printer factories. One factory is still operating in Thailand.

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Based on the statistics from the International Data Corporation (IDC) Malaysia Report for the first half of 2011, Canon has 57% of the market share in the inkjet all-in-one category, 60.6% share in the inkjet single function printer, and 45% in the laser single function category.

Canon Pixma printers are priced between RM258 and RM1,499. Canon Image Class printers are between RM538 and RM4,888, and the Canon Pixma E500 is a high-capacity black ink cartridge capable of printing up to 800 pages on a single tank.

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Sales Pitch: The 60 Percent Sales Solution

By David Ramos David Ramos, sales operations consultant with Strategy Development, has 15 years of experience in the imaging industry. As a top-producing business development and management professional, he has held positions in both the United States and Mexico. At IKON Off ice Solutions, Ramos held positions of increasing responsibility, eventually becoming director of sales with responsibility for eight sales managers and more than 70 sales reps. As a senior trainer at IKON University, he co-developed the sales training program for both the United States and Mexico. Prior to that, Ramos was a major accounts manager at Xerox Corp. He offers experience in training and development, selling leading-edge technologies, strategic marketing and key account management in U.S. and foreign markets.

Why do you need to change? Because sales leaders that are field facing and front line sales professionals in the trenches know that using past approaches – approaches that may have been successful before – will no longer work in today’s selling environment. Given many factors (the economic slow recovery, anemic buying, and customer risk aversion), sales people need to be working with customers in a new and different ways.

In this article, we will examine ten ways sales organizations can accelerate the progression from cold to close and accelerate change in their organization. From improving marketing results through pinpoint prospecting to making sure sales and marketing are on the same page, here are some tangible steps you can take to move faster from cold to close.

3. Convert inquiries to leads through nurture

1. Improve marketing results through pinpoint prospecting

By using highly targeted information about prospects and leads to slice and dice the demographics, large and small B to B companies have been able to deliver relevant messages to targeted buyers.

This not only drives ROI in terms of closed deal, but makes the marketing spend more efficient due to fewer bounce-backs and better response rates.

The more time you invest up front identifying your target and buttoning down your message the more efficient your sales process becomes and the better your ROI. B to B companies who know how to segment properly will enjoy better response rates because they’re reaching the right people.

“Pinpoint prospecting” means taking the time to identify and locate the right markets, companies, and titles. Market intelligence and advisory firm IDC also categorizes this focused approach under sales enablement, and defines it as “the delivery of the right information to the right person at the right time in the right format and in the right place to assist in moving a specific sales opportunity forward.”

2. Refine territory lists and messaging: broader is not better Savvy marketers are improving results by carefully identifying prospects and then gearing marketing efforts to them. It’s pinpoint prospecting applied to lists and messaging.

Too often, B to B sales professionals and organizations are tempted to follow consumer marketers by casting their net as wide as possible. This not only leads to inefficient sales spend, but also wasted time from the sales team chasing unqualified leads. Industry leaders are driving higher conversion rates by going narrower and deeper into high profit potential prospects. By knowing the right contacts and pain points within those target accounts, the engagement process accelerates and close rates improve.

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The industry benchmark for moving a response to a lead qualified by marketing is typically between 4% and 10%. Even small improvements in conversion rates at this phase of the funnel can have a big impact on deal close rates and top line revenue for any business. In addition, some companies are drilling down into leads which have previously disqualified and finding new opportunities through a new contact or new messaging. As any sales organization knows, this kind of qualification cannot be automated; it must come from a human, usually in the form of an outside sales or teleprospecting team.

4. Improve response rates through analysis and segmentation

5. Increase the relevancy of your marketing content Listen to your customers. Use simple tools like Google Alerts, Twitter Search, LinkedIn, or OneSource product i-Sell with LinkedIn integration to figure out what your customers and prospects are struggling with. Target important keyword phrases and follow the conversation. Topics should appear that show trends and the need to expand on key issues. If that’s not enough, ask them. Call them up and talk to them. Visit them in person.

Use online survey tools. Your customers want to share this

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information because they, in most cases, want to solve their challenges. If you can help, that’s great for them.

Knowing the pain points of your top prospects increases the likelihood that you will deliver relevant messaging, whether it is via an email, voice mail or direct mail campaign. Experienced sales and marketing teams are using insights from published material and speaking engagements to learn more about the hot button topics for hard-to-reach C-level executives.

6. Build a repeatable sales process A repeatable sales process is fundamental to everything else a sales organization does. The reality is, if you don’t have a strong, repeatable process, the money that is spent on sales automation is wasted. It’s essential for sales organizations to establish sales process milestones. For example, when leads are passed from

marketing to sales, that status must be clearly known. Once sales goes through the process of accepting the leads, they are committing to following up on them. By creating repeatable, reliable processes such as this, everyone knows what to expect and both efficiencies and effectiveness increase throughout the organization. A repeatable sales process also means examining and replicating “everything that works” within the organization.

“Einstein noted that doing the same thing over and over again and expecting a different result is insanity. But doing the same effective thing over and over again is genius because it saves steps and repeats successful techniques. The result: shorter sales cycles, higher win rates, and larger deal size.

7. Leverage trigger events to shorten the sales cycle In today’s economic environment, shortening sales cycles has taken on a new importance. After all, the shorter the sales cycle, the more sales the organization can make—and the faster revenues can start coming in. But, according to CSO Insights, the sales cycle has become 32% longer as buyers are taking longer to consider their decisions.

What is a trigger event? It’s an ‘occurrence’ that creates an immediate need for your products or services. Internal trigger events include reorganizations, mergers, acquisitions or new product introductions. External triggering events could be new legislation, hurricanes or announcements of new technology.

Being “first in” can be invaluable to winning a deal. By responding to trigger events such as changes in management, a merger or a new product launch, leading B to B players are gaining “trusted advisor” status and are not only edging out their competition, but they are also positioning themselves for future cross-sells.

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8. Use lead scoring and routing to increase close rates Sales close rates can be affected by a number of factors—many of which cannot be influenced by marketing. But that doesn’t mean that marketing cannot increase sales effectiveness. Gartner Group Research found that “following improvements in lead, content and

proposal management, close rates could be expected to increase, on average, by approximately 5% to 20% per salesperson. The most dramatic example of the economics of the sales and marketing funnel comes when you look at the close rates of different organizations. The average close rate for B to B organizations is less than 25%, according to SiriusDecisions. One way to increase close rates is to find contacts and decision makers who can be “champions” within target companies. These referral sources are invaluable when it comes to making a business case for a sales cycles.

9. Find like-minded buyers Ever y good customer can lead to other good prospects.

SiriusDecision’s Joe Galvin sums up the power of reference selling: “If I have sold inside an organization to a given buying center, I can use them to refer me to someone else,” he says. Galvin advises sales organizations to build “profiles of success”—a description of needs, criteria, roles, and responsibilities based on previous sales success and using these profiles to identify like-minded buyers. “If you’ve sold well into a certain part of an organization, then you know that they are more likely to buy than someone in a slower growth industry, or a less progressive company.

In refining their contact databases and cleaning up their pipeline, sales organizations large and small often start by identifying target companies and decision makers. By digging deeper into their latest announcements and researching key business events they attend (networking), sales teams are able to identify common

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connections between their needs. Some companies are even developing persona-based marketing, which develops specifics strategies around common profiles.

10. Get sales, service and marketing on the same page The 2008 Miller Heiman Sales Best Practices Study found that only 37% of respondents agreed that their sales, service and marketing organizations were aligned in what their customers want and need. Here are some essential steps you can take to get your organization on the same page.

Start Using “We” Stop Using “They.” Alignment starts with a companywide commitment that together we stand, divided we fall. ii. Marketing Needs to Take Accountability for Influencing the Buying Cycle. I believe marketers should take full ownership of the buying cycle. Marketing material and campaigns should be structured to address each phase in the buying cycle and help educate and influence prospects. Don’t have a marketing dept?

Outsource it.

Increase Quality and Decrease Quantity by Scoring Leads. In essence, organizations should be focusing on the quality, not the quantity of leads that are passed from marketing to sales.

Integrate Sales and Marketing Technologies. By integrating CRM and marketing technology, reps can gain a comprehensive view of how marketing interacted with an account. The goal is to deliver value to reps in the vehicle they are most accustomed to using

on a daily basis; CRM. For this reason, integration is critical to empowering sales and marketing with data that both functions can use to increase effectiveness.

Set Up Periodic Meetings Between Sales, Service and Marketing.

Sales, Service and Marketing should be meeting on periodic basis to review successes and failures. Alignment means the three functions are working as a team, so if processes or practices are not yielding expected results, something needs to change.

Measure What Matters. Measurement is probably one of the most important components to aligning sales, service and marketing effectiveness. How can you improve if you don’t know where you’ve been and how do you know where you’ve been if you don’t have measurement? Metrics allow the organization to understand how much to spend on marketing to acquire a new customer and more importantly where to spend those dollars to acquire, retain, and up-sell to prospects and customers.

With deals taking longer to close and more executives influencing the buying cycle, sales and marketing are playing a larger role in gathering intelligence into the changing needs inside target organizations. Companies that align marketing and sales early in the process are able to quickly identify key decision makers, nurture them with the right messaging and then accelerate them through the different phases of the sales funnel.

Lyra Delivers Two New Reports Providing Worldwide Forecast Data and Analysis for the Ink Jet and Laser Toner Cartridge Markets Lyra Research, the digital imaging authority, has released two new reports that provide worldwide forecast data and analysis for the digital imaging supplies market. The two reports: “Worldwide Desktop Ink Jet Cartridge Forecast, 2008–2015” and “Worldwide Laser Toner Cartridge Forecast, 2008–2015” are based on key findings from Lyra’s first-half 2011 Hard Copy Supplies Advisory Service (SAS) Forecast 360.

Worldwide Desktop Ink Jet Cartridge Forecast, 2008–2015 explores how the desktop ink jet printer market has declined over the past two years as a result of the global recession. Changes in users’ printing habits, adoption of WiFi networks, and screen-based devices all have created barriers to market growth.

Nonetheless, shipments of ink cartridges are steadily growing, partly as a result of the move away from low-end devices that often use tricolor cartridges toward higher-end printers that use singlecolor cartridges. All regions will experience cartridge shipment

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growth during the forecast period, but Latin America will lead the way with the highest CAGR, at 7.3 percent, followed by Asia Pacific.

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Beginning in 2011, total worldwide revenue for desktop ink jet cartridges is projected to grow slowly as cartridge prices fall. Total worldwide desktop ink jet cartridge revenue is projected to grow from under $29 billion in 2010 to $33 billion in 2015 (see attached figure 1). Regionally, growth will be strongest in the Asia-Pacific region, followed by Latin America. North America and Europe will both exhibit less robust growth.

Specifically, the report provides vendor and regional-level data and analysis regarding ink jet cartridge shipments, revenue, and average sales prices, as well as installed base forecast figures for ink jet hardware.

resulting from forces such as MPS engagements, WiFi networks, and greater use of mobile devices and screen-based applications, are cutting down on user page volumes and establishing market barriers. However, we do expect the imaging supplies market will experience modest, steady growth over the next few years that will be aided by the shift to color output devices and strong sales in emerging markets.”

About the Hard Copy Supplies Advisory Service The Hard Copy Supplies Advisory Service (SAS) provides product data, forecasts, and analysis on the imaging supplies industry to research professionals in the hard copy marking and media supplies industries. The service provides primary research and in-depth analysis of the supplies industry, from desktop ink jet and laser media and marking supplies to digital copier supplies and wideformat supplies.

Lyra Research: The Digital Imaging Authority

Figure 2 Worldwide Laser Toner Cartridge Forecast, 2008–2015 discusses how the laser printer installed base bottomed out in 2010. Hardware growth is expected to resume in 2011 as a result of strong sales in emerging markets, and this in turn will create steady growth in the laser toner cartridge market through 2015. Cartridge shipment growth will be aided by a number of market changes, including the shift to color output devices, the shift to midrange MFPs for monochrome printing, and businesses’ use of short-run in-house printing for high-volume print jobs that previously were handled by commercial printers. Laser cartridge shipments will grow from 379 million units in 2010 to about 445 million units in 2015 (see attached figure 2). The highest toner cartridge growth rates will be found in Latin America and Asia Pacific. Aftermarket cartridge penetration remains low because newer color devices use chemical toner instead of mechanical (crushed) toner.

Specifically, the report provides vendor and regional-level data and analysis regarding laser toner cartridge shipments, revenue, and average sales prices, as well as installed base forecast figures for laser hardware.

“The recession took its toll on the ink jet and laser toner cartridge markets, but it is a cyclical factor and its influence will eventually end,” said Larry Jamieson, senior analyst, Lyra Research.

“It is important to recognize that changes in printer-user habits,

Lyra Research collaborates with imaging industry decision makers worldwide, enabling clients to strengthen their market position and achieve profitable growth. Lyra’s expert analysts and editors help clients devise and implement creative solutions to business challenges, providing them with competitive intelligence, strategic and tactical advice, news and analysis, and market forecasts.

Since 1991, Lyra’s custom research and consulting, advisory services, award-winning journals, and innovative events have set the standard for analysis of imaging hardware, consumables, and digital photography markets.

Visit http://www.lyra.com to learn more about how Lyra can be your strategic business partner.

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New IDC Color Print Study Identifies Key Verticals and Customer Segments Driving Usage The explosion of color printing represents lots of green for imaging vendors reaping the rewards of high aftermarket profitability when compared to monochrome printing. According to survey results delivered through a new study from International Data Corporation, users of color devices reported that 47% of their weekly print volume contained color on the page. In addition, the largest companies surveyed had the highest color usage at 50%.

“These findings bode well for a print industry that has had difficulty generating profits and is always looking for new revenue opportunities,” said Jonathan Bees, research director, Hardcopy Device Usage. “Documents like medical claim forms and new account applications, once squarely in the monochrome domain, are now finding their way to color devices, enhancing their overall effectiveness, and generating increased profits.”

Reducing Costs and MPS Companies undergoing initiatives to reduce costs in print/ copy/fax infrastructure, both with and without outsourcing and optimization, reported higher color usage levels than both the overall survey average and the rate for companies not reducing costs. This finding is consistent with IDC research which shows that managed print environments result in higher color use as pages from other print service providers or parts of the company are brought under contract as part of a cost reduction strategy.

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Additional findings from IDC’s survey include the following: • Color usage is directly correlated to company size; the larger the company, the higher the color usage • Color usage is directly correlated to the workgroup size using the device; the larger the workgroup sharing the device, the higher the color usage • Manufacturing topped the list of industry verticals for overall color usage • Marketing was the top department for overall color usage • The top brands for color usage were Epson, Brother, Xerox, and Konica Minolta The IDC study, Hardcopy Device Usage – Color Usage Trends (IDC #230754), is based on a survey of 1,480 end-users in the U.S. and was conducted by IDC's Hardcopy Device Usage research practice. The survey covers end-user behavior around printing, scanning, copying, and faxing. This study is the sixth in a series and focuses on color usage trends and the applications that are driving color print volume. It examines these applications in terms of the leading document types behind increased color print volume and also looks at correlations to company size, departments, industry verticals, brand, and device type. The appendix describes the detailed and comprehensive way in which the 2010 survey data is available and will be analyzed in forthcoming research.

You can learn more about IDC by visiting www.idc.com.

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Highest Share of Managed Print Ser vices Providers Report Using Print Audit Facilities Manager CompTIA, the Computing Technology Industry Association, recently published a study surveying 400 Managed Print Services providers and IT personnel in end-user companies.

The purpose of the report, entitled Examining the Print and Document Management Market, was to further the understanding of print and document trends from the enduser perspective, as well as to profile Managed Print Services provider firms. The study identified Print Audit’s remote device management service, Facilities Manager, as the leader in the North American market with a 40% share among Managed Print Services providers using a third-party (non OEM) solution.

As a multi-award winning product, Facilities Manager is used by dealers worldwide to remotely collect meter reads, automate supplies fulfillment and report service information for managing fleets of printers, copiers, fax machines and multi-function devices.

According to the study, the Managed Print Services industry will continue to grow because of its impact on reducing infrastructure costs associated with printing, improving productivity and environmental sustainability. The study also found that most companies expect their print volumes to increase or remain the same and of the companies not currently using Managed Print Services, 35% are expected to adopt a MPS strategy over the next year.

About Print Audit®: Established in 1999 and headquartered in Calgary, Alberta, Print Audit is the fastest growing print management company in the world. By providing businesses with innovative and practical print management software solutions, the company has helped customers recapture over $200 million in printing and photocopying expenses while saving an estimated 190,000 trees a year. Print Audit has offices located in the United Kingdom, France, Germany, South Africa, Australia, Brazil, Canada and the United States.

For more information on the CompTIA study, please visit http://www.CompTIA.org

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Breaking through the Reluctance of Asian Marketers to Engage Social Media Consumers

By Curt Keller Curt Keller is CEO and founder of one of the world’s leading, Web-based email marketing services, Benchmark Email. While Benchmark’s client base ranges from work-at-home travel agents to large, multinational companies, Mr. Keller remains f iercely dedicated to addressing the email and online marketing challenges facing small and mid-sized businesses. A pioneer in the realm of permission-based marketing, Mr. Keller started Benchmark Email in early 2004 and quickly grew the Southern California-based company from a three-person operation to a major International player with services for people in India, China, South America, Germany and Japan. Benchmark currently remains a member of two of the industry’s most exclusive consortium, the Email Sender & Provider Coalition and Returnpath.net. A vocal advocate for good, industry-wide email marketing practices and standards, Mr. Keller is a regular blogger for Allbusiness.com and Imediaconnection.com.

The Burson-Marsteller Asia-Pacific Corporate Social Media Study 2011 contained research data which revealed some significant reservations which Asian companies were having about embracing social media to the extent of their counterparts in North America and Europe. This data can present considerable insight to digital print technology equipment and consumables marketers throughout the continent.

One of the most interesting findings is that while the presence of Asian businesses on social networks continues to expand, the tone and extent of their participation remains essentially reluctant.

Asian companies generally shy away from getting involved in open forum conversations due to their inherent fear of losing face publicly and damaging their corporate image.

A considerable number of Asian corporate senior executives are reticent to blog on their brand’s topics and issues as they will have to defend controversial policies against what may be seen as a highly undesirable free-for-all mob mentality.

Corporate social media adoption ranges from 30% to 100% The largest Asia-based corporations are involved in branded social media channels to an overwhelming degree. 81% of all of these firms had social networking presences in 2011, a number nearly double that of the previous year. Chinese and Malaysian companies lead the list in adopting social media while Singaporean businesses tend to have threadbare presences on the social networks if any.

Penetration of corporate social networking use is nearly 100% in Malaysia, 90% in China and Thailand, drops to 70% in South Korea, Hong Kong and India, and is 40% in Indonesia, Japan, Taiwan, and the Philippines. Just 30% of Singapore brands bother to be on social media at all.

Widespread belief that a brand’s social network page = a static website Simply having a presence on a social network does not necessarily translate to doing anything with it. A staggering 50% of Japan’s 40

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and 43% of Hong Kong social media brand pages are effectively inactive, betraying the inaccurate concept many Asian companies may have that a social network page is essentially a static webpage.

Other Asian countries are not doing much better than Hong Kong and Japan, with Taiwan at 37%, Thailand at 33%, and India’s and South Korea’s companies having 29% inactive social networking accounts. The most surprising outlier is Malaysia where statistics show that nearly every primary company in the country has a social media presence, but a staggering 80% of these accounts are inactive!

Treating a social network page without taking into consideration the dynamics of continuous interaction and conversation with your customers is literally failing to see the forest for the trees.

The patchwork nature of legislation across Asia Given the patchwork nature of legislation across Asian nations, it is not surprising that the social network activity statistics are literally all over the map. There seems to be a standard among many Asian nations of considering social media as just another online static way to push a branding message, fully ignoring the two-way conversation which is the heart of all successful corporate social networking. This aspect seems to be the primary identifying feature of corporate social networking across Asia: China – It is conventional wisdom that Weibos rule the social media roost in the world’s largest online market, and the proof is in the utilization of other social networking platforms. Only 10% of non-Weibo all social network corporate presences in China are actually active, with the vast majority simply acting as placeholders bereft of any ongoing conversation at all. Even the Weibo presences are generally utilized to disseminate product marketing information to the consumer rather than engage them in any form of interactive chat.

India – Twice as many Indian companies have adopted social networking primarily through Facebook and Google’s Orkut

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as are present on micro-blogs such as Twitter. Unfortunately the overall number of Indian firms on any form of social media remains very low as many have been dissuaded from participating by some highly publicized social media crises which have taken a toll on the reputation and market standing of a handful of Indian companies. Overall, brands in India seem unwilling or unable to tackle the challenges of social media as they believe the downside of open confrontation outweighs the benefits.

Indonesia – Considering that this is a nation with one of the highest levels of Twitter penetration in the world, Indonesian companies are lagging well behind the curve in social media adoption and activity. Brands in Indonesia seem to be stuck in the one-to-many model of broadcast and print media, and thus consider their social networking presences as just another channel to be leveraged for product marketing results, rather than engagement of the consumer.

Japan – Twitter and other micro-blogs are especially popular in Japan, primarily due to the ability of expressing a much greater amount of content using Japanese ideograms within the 140 character limit, thus creating a form of mini-blog. The effectiveness of the presence of Japanese companies on social networks seems to be stifled by the Japanese reliance on “soft touch” accounts which rely on pointless and undirected chat while scrupulously avoiding any topic which could even remotely be considered controversial or even motivating.

Singapore – The stereotype of this nation is one of strictly controlled and ordered social life, and this characteristic extends to social media as well. Singaporean companies tend to use social media to broadcast brand messaging in a “top down” fashion,

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essentially obviating the conversational aspects of the channel and turning it into a static website.

SingTel recently had to post an apology about a service quality problem on Facebook and received over 300 comments which it totally ignored by not replying to a single one. As long as Singaporean companies continue to consider social media as a static advertisement or public service announcement, they will fail to reap the benefits of this channel.

South Korea – Social networks in South Korea are primarily seen by brands as consumer marketing channels while most of the interactivity and news/product information exchange activity that many other nations conduct on this platform is instead restricted to micro-blogging and corporate blogs. Business social media presences in South Korea are primarily restricted to providing essential customer service support, while conversations on thought leadership and CSR are largely unknown.

Taiwan – Traditionally, Taiwanese companies have lagged behind most other nations in implementing coherent public relations strategies and placing a value on the input from the consumer, thus they may see social networking as an uncontrolled (and uncontrollable) channel where they cannot exercise control of their content and message.

Although some leading companies such as Asus, HTC, and BenQ have adopted an open and bilateral social networking policy, most companies in Taiwan need to restructure their corporate traditions in order to embrace social networking properly.

Thailand – The primary barrier to brand adoption of social media is the nation’s strict legislation with regards to online defamation, libel, and lese majesty. Thai companies are concerned that a commenter on the social network platform could post content which would violate national laws and create a criminal liability for the company. While in North America and Europe poking fun at national leaders is considered a recreational activity, any such attack on Thai leaders is subject to severe legal penalties.

Dealing with publicly expressed negative feedback is fraught with danger regardless of the continent where the company is based, but Asian business executives need to understand that failing to be thoroughly involved in social networking can make their brands appeared remote, irrelevant, or disinterested.

The Asian companies that embrace social media and the openness which is inherent within it will benefit from a vastly improved ability to interact with their corporate stakeholders and constituents.

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Sunny Sun Interview Mr Ian Goddard, SCC Company What, you may wonder, are the key characteristics of a great company? A great mission? A strong vision? The ability to provide customers with a valuable product? SCC, a well respected company by many industry peers, has operated in the Chinese market for almost five years. I, along with many other industry peers, am curious to find out how this US- and Europe-based company is fairing in China so far. Have they figured out how the Chinese do business? What are their major accomplishments? Do they consider China a rather tough market? With these questions in mind, in Zhuhai I interviewed Ian Goddard, Managing Director of Static Control South East Asia.

1. Mr. Ian Goddard, we really appreciate your taking the time to do an interview with Recharge Asia Magazine. Your expertise will allow us to share with our readers how SCC is doing in China’s market. What is your understanding of this emerging and rather complicated market at this point? Can you describe the general progress and achievements made so far by SCC in China?

We entered China’s market about five years ago. During these five years, we have accumulated a large and targeted customer database and nurtured and developed promising business relationships that will help further facilitate our growth in this demanding and quickly growing market.

2. As the person in charge of the SCC China Distribution Company, what is your opinion of the Chinese imaging consumables market? What is the difference between China’s market and other markets around the globe? How do you view the future development of this market?

China is an expanding market that we are committed to, and

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we will continue to make efforts to strengthen the bond with our customers. Like any emerging market, this has the general characteristics of a growing market, but it also has its own unique features.

3. SCC is one of the world's leading enterprises in the renewable

consumables industry. What advantages does SCC have in the Chinese market? Also, what special services and treatment will SCC provide for its Chinese customers?

SCC is a different type of company. It is a company that not only has a strong marketing and sales team around the globe that offers smooth sales channels, but it also has a manufacturing capacity that is equipped with strong R&D and produces a wide range of 9000type products, parts and components to support growth in the entire remanufacturing industry. We have a global sales team and educational seminars that are tailored to each region’s demands; our sales staff speaks the native language and understands the

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culture and the way business is done in each region – all of these qualities definitely help better facilitate the growth of our business.

4. Vicious price competition has long existed in China’s renewable consumables market. Would SCC participate in the price competition and sacrifice profits to fight for market share?

SCC has and will continue to offer our customers value in our products. Value is our ultimate proposition, and we will stick to it.

In time, the customers will recognize the value of the product, not only the price.

5. We noticed that SCC has recently marketed against OEM's firmware upgrade for global imaging consumables users. Would this effort extend to China’s market? Are there any corresponding activities for key promotion?

SCC has alerted our customers and the industry about Lexmark and Samsung firmware upgrades that can lockout third-party remanufactured cartridges. Our website has extensive information about our free “Wall-Off ” labels.

6. What are the future achievements that you hope SCC will accomplish in China’s market?

Long-term growth of color remanufactured cartridges using our electrophotographically matched products.

7. Would you share your future plan with us – your new products, your marketing strategy, your focus for growth areas?

Sunny, that is a difficult question, as there are so many new products from SCC: NeverTAB PCR, Multipurpose color toner, HP 364 / 564 inkjet chips, Lexmark T650 chips – the list goes on.

Our focus for growth is on color.

8. How well is your webinar being accepted globally? How deep is your market penetration in Asia?

Webinars are rapidly being used by remanufactures worldwide to train their employees to successfully remanufacture laser cartridges using electrophotographically matched products. With every trade show we attend in Asia, we gain new customers and strengthen relationships with current customers.

9. SCC has conducted an email campaign for new product releases.

How effective is this market channel for you?

E-mail is only one segment of our overall marketing plan, and response to our information is positive.

From my conversation with Ian Goddard, I gained a clear understanding of the mission SCC holds strongly: to support the whole remanufacturing industry and help the industry grow in a healthy cycle. This mission statement has been apparent at every trade event SCC has participated in, and so has its widely marketed webinar program to educate and train, as well as its commitment to the value proposition for its comprehensive product line. SCC, with its manufacturing facility based in North Carolina, USA, has developed distribution channels around the globe in both matured and quickly developing regions to meet the needs of different markets.

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Managed Print Services Market Continues to Demonstrate Strong Growth Worldwide The managed print services (MPS) market continues to make great strides and grow in this tough economy, according to the 2011 MPS Market Size, Share and Forecast Study from Photizo Group, the leading research and transformation firm for the MPS market. With a 27 percent year-on-year growth in 2010 revenue, the MPS market indicates a 20 percent CAGR (2010-15) and is forecasted to top $78 billion in 2015. Latin America and Asia Pacific continue to be the fastest growing regions with India, Brazil, China, South Korea and Mexico topping the list of fastest growing countries.

“The MPS growth premise that the tough economic climate is one of the main drivers continues to hold true. Companies are forced into more effective cost measures, while simultaneously increasing productivity and efficiency. MPS closes this value gap,” said Ed Crowley, Photizo CEO and founder.

The competition for global MPS market share continued to be close with Xerox/Fuji Xerox ahead of HP by only 1 percent.

Both organizations increased their global share. Xerox/Fuji Xerox led market share in Asia Pacific and Latin America, while the struggle to maintain market share in the EMEA intensified. HP maintained the lead market share position in North America.

Ricoh, Canon and Lexmark respectively rounded out the third, fourth and fifth positions for global market share.

On a global scale, the 2011 MPS Market Size, Share and Forecast Study indicated a balance of SMB channel-to-direct market proportion due to a surge of enterprise demand in North America. Demand in the SMB continues to grow with the strongest relative (to direct/OEMs) growth in Asia Pacific, Latin America and EMEA. “Across the board, we continue to see a strong shift from hardware to services and solutions on the global scale.” Said Keng Keng Tan, vice president of research, consulting and info services for Photizo Group. “Revenue per device and revenue from services, supplies and solutions are steadily increasing.”

Data from the 2011 MPS Market Size, Share and Forecast Study predicts the average revenue per device will surge after 2013 due to more efficient deployment and service revenues growth.

Photizo expects nearly half of printing revenue to be under MPS contract by 2014.

providing a 360-degree view of the industry. The study includes: • Pivot Tables: One of the most comprehensive features of the analysis the pivot tables allow users to analyze revenue by country, vendor and MPS type at the same time and at a very granular level • MPS Heat Maps: A new addition, Photizo’s MPS Heat Maps provide an at a glance comparison of regional markets in terms of size and market maturity The wide-ranging study provides a global forecast, as well as forecasts for North America, Europe, Latin America and Asia Pacific. OEMs, MPS software companies and channel companies can use the information to enrich their business strategies and market response. Most importantly, this study is based upon over 100 different sources of information, including the Photizo Group’s global MPS Decision Maker Tracking Study™, MPS channel research, and in-depth research and analysis into the MPS market. The 2011 MPS Market Size, Share and Forecast Study is included in the MPS Market Metrics Advisory Service™. In addition to the study, this service includes inquiry hours, briefings and periodic reports and market flashes, providing clients with a comprehensive view of the emerging managed print market at a country, regional and global level.

About Photizo Group A leading transformation firm, Photizo Group assists clients in transforming to a services-led business model. Utilizing industry research, market intelligence, education and media, Photizo helps organizations to understand and build a successful services business. They have been the market’s main source for ongoing business intelligence about the rapidly growing opportunity of managed print services (MPS).

The firm also offers proprietary studies and custom consulting.

Vendors, dealers and enterprises can find more information about the evolving markets and resources at www.photizogroup.com.

In-depth Look at Vendor Dynamics and Competition Photizo’s 2011 MPS Market Size, Share and Forecast Study chronicles original equipment manufacturer (OEM) vendor market share by revenue and by devices under contract. The study uses an encompassing ground-up market sizing methodology 46

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Canon U.S.A. Unveils the PIXMA PRO-1 Professional Photo Inkjet Printer Delivering High-Quality, Accurate Results Taking print quality and accuracy to a whole new level, Canon U.S.A. Inc., a leader in digital imaging, announced the launch of the PIXMA PRO-1 Professional Inkjet Printer. Professional photographers can be confident that the final output from this new printer will match the photographic vision captured from their camera. Newly developed for this printer is a 12-ink system, five of which are monochrome, along with a new FINE Print Head to help deliver consistent, superb results that professional photographers demand.

“Canon is proud to be one of the only companies to offer professionals a complete input to output photographic ecosystem,” said Yuichi Ishizuka, executive vice president and general manager, Imaging Technologies and Communications Group, Canon U.S.A. “The recent introduction of the EOS-1D X DSLR camera and now the PIXMA PRO-1 Printer, further solidifies Canon’s commitment to providing professionals with the necessary equipment in order to help them produce the highest-level possible in image quality.”

The Canon PIXMA PRO-1 Professional Inkjet Printer features a completely new ink system to help professionals achieve galleryquality results. This new system features 12 inks (Cyan, Magenta, Yellow, Red, Photo Cyan, Photo Magenta, Photo Black, Matte Black, Gray, Dark Gray, Light Gray and Chroma Optimizer) which help to increase the color gamut in all directions when compared to other similar models currently in the market.

Additionally, skin-tone reproduction has been improved to provide a more natural look, eliminating the magenta cast occasionally found when printing portraits.

Seeing is Believing Many professional photographers judge the overall effectiveness

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and ability of an inkjet printer based upon the output for a blackand-white image. To achieve the desired results for a deeper, richer, truer black creation, the engineers of the Canon PIXMA PRO1 Professional Inkjet Printer have incorporated five monochrome inks into the ink system. Utilizing the Photo Black, Matte Black, Gray, Dark Gray and Light Gray inks, photographers will experience smooth gradations, suppressed graininess and a reduction in the bronzing and mesmerism phenomenon which shows a metallic luster such as iridescence due to the colors in reflected light. The Light Gray ink is especially effective in helping to suppress the grain in highlights. The gray monochrome inks are useful in creating a neutral print, allowing for improved accuracy to the way the image was originally captured helping to reduce the need for extensive editing.

As part of the overall ink system, a Chroma Optimizer has been included to aid in the accuracy and quality of prints. In addition to increasing the color gamut, the Chroma Optimizer further increases the black density when printing on glossy media types for a deeper, darker black. After the ink is laid down on the media, the printer applies the Chroma Optimizer to help eliminate the bumps between droplets that at times can reflect light irregularly, resulting in a more uniform and aesthetically pleasing print. Another important facet of printing is the overall lifespan of the print.

Based upon independent testing conducted by Wilhelm Imaging Research, the expected light fastness of a print using the PIXMA PRO-1 Printer with Canon’s semi-gloss media is approximately 70 years1.

For the first time in a Canon PIXMA Professional Printer, the PIXMA PRO-1 Photo Printer will feature a tubular ink delivery system, with the inks housed on the sides of the printer, helping to improve the print speed when compared to existing PIXMA Pro models. With this new system, the PIXMA PRO-1 Printer can produce a 13-inch x 19-inch sized print in approximately four minutes and 20 seconds2 on Canon Photo Paper Pro Platinum, helping to increase the productivity in any photography studio.

The printer also features larger ink tanks than any other PIXMA Pro printer model to date. When compared to the tanks used by existing models, these new ink tanks are 2.5 times larger. This incredible increase can decrease the amount of time users have to interact with the printer and replace the ink tanks.

To help improve the overall efficiency and workflow of the printer, an intuitive paper feed has been included with a dual paper path on the top rear of the printer for semi-gloss and glossy media and a manual paper feed on the back for fine art media. This

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feeding system will help to ensure paper is initially fed correctly thus eliminating skewed prints which results in wasted ink, paper and more importantly time. For the first time on a Canon PIXMA Pro printer, the PIXMA PRO-1 Printer is also networkable via an Ethernet connection allowing multiple users the ability to print to one machine. For educational institutions this feature is key so each student will be able to showcase their work in a highquality fashion. Also, photo studios will find this especially useful when working to complete projects in a timely manner without sacrificing image quality.

Canon has also worked with the leading paper companies in the industry to create ICC Profiles designed to help users to get the best possible results from their prints. At launch a total of 26 ICC Profiles are available for users of Hahnemuhle, Ilford, Moab and several other paper types. For more information on the exact paper names, please visit: www.usa.canon.com/pixmapro.

An added benefit to those who purchase the Canon PIXMA PRO-1 Professional Inkjet printer is for the first time, this product can be used to qualify toward a Canon Professional Services (CPS) membership. For individual full-time working imaging professionals who use Canon equipment, the CPS program offers a range of benefits. These benefits can include (depending on membership level) professional phone and e-mail support, expedited and discounted service and repairs, service loaners, onsite support at select events and shows, plus discounts on Canon Live Learning workshops and more. For more information on the program, including eligibility requirements and benefits, please visit www.usa.canon.com/cps.

The Canon PIXMA PRO-1 Professional Inkjet Printer will have an estimated selling price of $999.993.

capabilities and help participants make a more educated decision when purchasing a printer. Along with the image, consumers who participate in this program can receive additional product information. To learn more please visit: www.trymyphoto.com/pro About Canon U.S.A., Inc. Canon U.S.A., Inc., is a leading provider of consumer, businessto-business, and industrial digital imaging solutions. With more than $45 billion in global revenue, its parent company, Canon Inc. (NYSE:CAJ), ranks fourth overall in patent holdings in the U.S. in 2010†, and is one of Fortune Magazine’s World’s Most Admired Companies in 2011. Canon U.S.A. is committed to the highest levels of customer satisfaction and loyalty, providing 100 percent U.S.-based consumer service and support for all of the products it distributes. Canon U.S.A. is dedicated to its Kyosei philosophy of social and environmental responsibility.

Note: † Based on weekly patent counts issued by United States Patent and Trademark Office.

All referenced product names, and other marks, are trademarks of their respective owners.

Availability and specif ications of all products are subject to change without notice.

1. Testing done by Wilhelm Imaging Research. Prints framed under glass (with 5mm glass).

2. Photo print speed is based on the default setting using ISO/JISSCID N2. Print speed may vary depending on system configuration, interface, software, document complexity, print mode, page coverage, type of paper used etc.

3. Pricing subject to change at any time. Actual prices are set by individual dealers and may vary.

4. Offer available to legal residents of the United States and Washington, D.C. only. Limit one sample print per printer per household. Additional conditions and restrictions apply; see trymyphoto.com/termsandconditions.

Try My Photo The Canon PIXMA PRO-1 Professional Inkjet printer will also be a part of Canon U.S.A.’s “Try My Photo” program4. With this program, consumers in the United States have the opportunity to submit an eligible digital image of their choice to be printed on a select Canon printer to demonstrate Canon’s high-quality printing www.rechargeasia.com

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Xerox’s New Printer Brings Precise Colors, Exceptional Image Quality to Graphic Designers Graphic design professionals now have a better, faster way to create vivid, colorful advertisements, marketing pieces and sales proposals with the Xerox Phaser® 7800 color laser printer.

Packed with color quality tools, extensive media handling capabilities and professional finishing options, the Phaser 7800 from Xerox Corporation (NYSE: XRX) produces jobs quickly and offers precise control over color matching, allowing creative shops to beat deadlines and exceed client expectations.

NORTH, a Portland, Ore.-based brand agency, uses the Phaser 7800 as an integral part of its design and production workflow for print and outdoor advertising, point-of-purchase materials and packaging.

“Our creative teams are impressed with the color depth, range and accuracy, and the option of using large and heavier paper sizes,” said Steve Rauner, executive producer and partner, NORTH. “Art directors and designers are able to focus more time on the creative process and less on technical accuracy. We’re simplifying processes and saving money.”

Impressive color management tools and image quality Printing at 1200 x 2400 dpi, the Phaser 7800 brings out fine details in images, photos and graphics. Core to the printer are its color matching capabilities, a must-have for graphic designers.

The device is equipped with the PhaserMeter™ Color Measurement Device powered by X-Rite and Adobe® PostScript® 3™, offering color accuracy print after print, saving time and money. The Phaser 7800 has also been licensed by PANTONE® for optimal color reproduction of industry standard PANTONE MATCHING SYSTEM®.

Exceptional media handling and professional finishing options The 45 pages-per-minute printer handles a wider range of media weights – from 75 to 350 gsm – and more sizes than competitive printers. Creative professionals can push design boundaries with heavyweight stocks for books and calendars, and non-traditional sizes for postcards and photos. Automatic two-sided printing is a standard feature and doesn’t slow down print speeds.

Designers can put the finishing touches on their work such

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as professional booklet making, creasing and hole punching. The Phaser 7800 finishing options can be customized to meet specific workload and application needs.

Easy to use, easy on the environment A color touch screen makes navigation simple – users can view toner levels and print jobs in the queue. Green benefits include low-melt EA Toner and Hi-Q LED print engine technologies to reduce energy consumption. The heat-efficient fuser allows for start-up time of less than 15 seconds and uses less power in standby mode than conventional fusers.

Availability and pricing Starting at $4,599, the Phaser 7800 is available immediately worldwide through Xerox direct sales, agents, resellers and dealers.

About Xerox Xerox Corporation is a $22.5 billion leading global enterprise for business

process and document management.

Through its broad portfolio of technology and services, Xerox provides the essential back-office support that clears the way for clients to focus on what they do best: their real business.

Headquartered in Nor walk, Conn., Xerox provides leading-edge document technolog y, ser vices, software and genuine Xerox supplies for graphic communication and office printing environments of any size.

Through ACS, A Xerox Company, which Xerox acquired in February 2010, Xerox also offers extensive business process outsourcing and IT outsourcing services, including data processing, HR benefits management, finance support, and customer relationship management services for commercial and government organizations worldwide. The 134,000 people of Xerox serve clients in more than 160 countries.

For more information, visit www.xerox.com

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Lexmark Introduces its New Ink Range Lexmark has launched a range of All-In-One (AIO) inkjet printers designed to help small to medium-sized businesses and enterprises keep printing costs down. These four new devices are: Prospect Pro209, Prevail Pro708, Impact S308 and Interpret S409.

The Lexmark Prospect Pro209, Prevail Pro708 and Interpret S409 are compatible with Lexmark’s 105XL high yield black ink cartridge, which is available for INR 277 and produces 510 standard pages, estimated in accordance with ISO IEC24711. This helps to keep the printing cost per page to just INR 0.54.

The printers come with Lexmark’s patented Vizix print technology, which includes separate ink cartridges, fast print speeds and high quality results. The new AIO-devices print up to 33 pages per minute in black and up to 30 pages per minute in colour, producing crisp, precise images.

All four printers are equipped with advanced wireless-n technology for long-range reach and a more reliable signal for fast file transfer rates, ensuring freedom and flexibility for the user.

“Our research shows that printing costs are important to small businesses and enterprises looking to keep a tight reign on expenses,” said Shailendra Aragula, country manager of Lexmark India. “Prospect Pro209, Prevail Pro708, Impact S308

and Interpret S409 have been designed with the small business in mind, helping them to keep costs down without compromising on quality.”

Pricing: • Lexmark Interpret S409 is priced at INR 7697 • Lexmark Prospect Pro209 is priced at INR 9545 • Lexmark Prevail Pro708 is priced at INR 11936 • Lexmark Impact S308 is priced at INR 5466

Brother Introduces Mobile Print Solutions Targeting SMEs Brother is enabling resellers to capitalize on the boom in mobile devices within the SME market, with the launch of its latest range of mobile print solutions.

AirPrint and Google Cloud Print are now supported on Brother’s new range of A4 all in one inkjet machines, to cater for the 57% of small business employees who are already using smartphones and the increasing number who are moving to cloudbased services. Experts predict numbers to increase by almost 50% in the next year.

The mobile features enable home workers to print emails, web pages and other documents from a range of devices, from iPad and iPhones to Google Chromebooks, without the need to install drivers, thus supporting a fully mobile experience.

Phil Jones, sales and marketing director for Brother said: “The changing way that consumers and businesses are accessing and printing information presents huge opportunity for resellers.”

“Smartphones and tablets mean we are all used to accessing information more quickly and on the move. Printing has to adapt with this and the new range of solutions we are offering is

designed to optimise and streamline the printing and scanning process, regardless of whether you are in the office, at home or elsewhere.”

“Resellers need to show they are ahead of the trends by stocking the latest products and being able to demonstrate to customers how each solution will benefit their business.”

Brother also introduces Web Connect, which enables users to connect to Google Docs, Dropbox, Facebook, Picasa and Flickr, and print or scan directly from the machine.

Together with the already popular Cortado and Brother iPrint&Scan, the new technology means Brother now offers a complete mobile print solution, regardless of the device being used.

Resellers should advise customers who have already bought compatible machines from the range that they can download the new firmware update to access the latest printing solutions. Any printer manufactured after the availability of the new firmware will be shipped with the functionality pre-installed.

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Remanufacturing the Lexmark X560 Toner Cartridges

By Mike Josiah and the Technical Staff at Uninet Imaging

Mike Josiah Mike Josiah is the Technical Director at UniNet East Coast office, a global distributor of toner, Smartchips, OPC drums, and other toner remanufacturing components. Mr. Josiah is an industry veteran since 1987, and a member of ASTM committee F.05, the STMC Technician Certification committee, as well as an STMC trainer. He and his support team at UniNet contribute with technical articles to industry trade magazines, and conduct seminars at association meetings and tradeshows worldwide.

The Lexmark X560 Engine is a multi function 31 ppm Black and 20 ppm color engine that runs at 600 dpi (2400dpi image quality). The first page out is stated to be under 11 seconds and the printer runs off a 400 MHz processor. The memory comes standard at 384MB and is expandable to 1.4GB. These machines can print, scan, fax, copy and duplex.

The chips on these cartridges need to be replaced each cycle.

There are LY(Starter)cartridges and HY cartridges available. A LY cartridge cannot be made into a HY version as there are a set of gears in HY cartridges not present in Ly cartridge. HY cartridges use a second toner hopper based in the drum half of the cartridge. This hopper is present in the LY versions, but the necessary gears to move the toner are not.

These cartridges have a chip that must be replaced each cycle. In addition, they also have gears on the supply hopper(s) that must be set correctly for the cartridge to work.

The printers ship with a set of starter cartridges. Both the colors and the black are all rated for 4,000 pages.

Current Machines based on the X560 engine are: Lexmark X560n 52

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Lexmark X560dn The cartridges used in these machines are as follows: 0X560A2KG Black LY Cartridge

(4000 pages) 0X560A2CG Cyan LY Cartridge

(4000 pages) 0X560A2MG Magenta LY Cartridge

(4000 pages) 0X560A2YG Yellow LY Cartridge

(4000 pages) 0X560H2CG Cyan HY Cartridge

(10,000 pages) $412.65 List 0X560H2MG Magenta HY Cartridge

(10,000 pages) $412.65 List 0X560H2YG Yellow HY Cartridge

(10,000 pages) $412.65 List 0X560H2KG Black HY Cartridge

(10,000 pages) $278.25 List As you can see, these are extremely profitable cartridges to do.

These cartridges use both toner and developer in the cartridges. This system is a little different so we are including the cartridge/printer theory here.

Figure #1 shows the basic layout of the cartridges as they relate to the printer and also list the steps used in the printing process. These steps are covered in more detail below.

In the first stage, the Primary Charge www.rechargeasia.com

Figure 1 Roller places a uniform negative DC voltage on the OPC drum surface. The amount of the negative DC voltage placed on the drum is controlled by the printer’s intensity setting. The PCR cleaning roller removes any toner or paper dust from the PCR. See Figure 2

Figure 2 In the second stage, each color’s laser beam is fired onto a set of fixed mirrors

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Remanufacturing the Lexmark X560 Toner Cartridges

and then to the rotating mirror (called the scanner). As the mirror rotates, the beams are reflected into a set of focusing lenses.

The beams then strike the drums surface, reducing the negative charge and leaving a latent electrostatic image on the drum.

The areas where the lasers did not strike the drum will retain the higher negative charge. See Figures 3 & 4

Continued

blade, which uses pressure to keep the amount of toner on the roller constant. See Figure 5

Figure 7

Figure 5

Figure 3

As the laser exposed areas of the OPC Drum approach the developer roller, the toner particles are attracted to the drum’s surface due to the opposite voltage potentials of the toner, and laser exposed areas of the OPC drum. See Figure 6

process again. The static charge on the back of the paper is decreased with static charge eliminator. This helps stabilize the paper feed, and also prevents toner flares (spots) under low temperature and low humidity conditions. See Figure 8

Figure 8 Figure 4 The third or developing stage is where the toner is developed on the drum by the developing section (or supply chamber), which contains the toner and developer particles. The toner is moved from the hoppers by a series of agitators into the developer section where the augers and magnetic roller are located. The toner is brought out to the drum by the magnetic roller. The toner is also held onto and attracted to the magnetic roller by a negative DC bias voltage. This voltage is controlled by the printer’s intensity setting and causes either more or less toner to be attracted by the developer roller. This in turn will either increase or decrease the print density. The amount of toner on the magnetic roller is controlled by the doctor

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Figure 6 The fourth stage is the transfer stage.

This is where there are some large differences from monochrome printers and also from other color lasers. In the Primary transfer stage the transfer rollers which are located directly opposite each OPC drum, places a positive DC bias charge on the back of the Transfer Belt. Each toner cartridge has a separate transfer charge roller. As the paper moves through the machine, the image is transferred from the drum directly to the paper. This process is repeated for each color cartridge in the following order: Yellow, Magenta, Cyan, and Black. See Figure 7 The paper separates from the transfer belt as the belt turns back down to start the www.rechargeasia.com

In the fifth stage, the image is then fused onto the paper by the fuser assembly.

The fuser Assembly is comprised of the upper heating assembly and lower pressure roller. The lower pressure roller presses the page up into the upper heating assembly which then melts the toner into the paper. This heating assembly is based on older technology. It uses a heat lamp and a pressure roller assembly and not the

Figure 9

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ceramic heaters that many machines now use. See Figure 9 OPC Drum Cleaning: The drum is cleaned after the image is transferred to the paper by the wiper blade. This part is fairly standard; the wiper blade scrapes the toner off the drum, and the recovery blade guides it into the waste chamber. These machines also have an erase lamp to remove any residual charges from the drum and allow the wiper blade to clean better. See Figure 10

Figure 10

Figure 11

Figure 15

Figure 12

Figure 16

cap on the contact side. See Figure 13

Cartridge troubleshooting will be covered at the end of this article.

Supplies required: Dedicated Lexmark X560 color toner (HY or LY) Dedicated Lexmark X560 color developer (HY or LY) Replacement chip (HY or LY) Dedicated OPC drum Drum cover Toner seal Developer seal Fill hole seal

5) Remove the black and cap by prying up the tab to release it, press down on the lower contact plate and pry up around the bottom edges. The end cap will come free.

It’s important to press the lower contact plate down so it does not become

Figure 13 3) Remove the screw from the white end cap. See Figure 14 Figure 17

Tools Required Phillips head screwdriver Small common screw driver Jewelers screwdriver set Spring Hook Vacuum approved for toner 1) Remove the two springs from either side to the cartridge. The contact side is easier to remove if the cartridge is upside down.

See Figures 11 & 12 2) Remove the screw from the black end

Figure 14 4) Remove the white end cap by prying up on the tab as shown. See Figures 15 & 16 www.rechargeasia.com

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Remanufacturing the Lexmark X560 Toner Cartridges

Continued

damaged. Two white gears will come off with the end cap. It is best to store them on their respective shafts as shown. See Figures 17, 18, 19 & 20

Figure 22

Figure 26 28.

Figure 19

Figure 23 Figure 27 Figure 20 6) Remove the Single gear with the black axle as shown. Do not remove the 3 remaining gears as they are attached inside the hopper. See Figure 21 Figure 24 See Figure 25

Figure 28 12) Remove the Mag. Roller support bearings from both sides. See Figure’s 29 & 30.

Figure 21 7) Separate the two halves. See Figure 22 8) On the toner hopper, remove the magnetic roller clip by lifting up the 2 small tabs from the plastic shaft. Turn the contact towards the flat side of the mag. roller shaft and remove. See Figures 23 & 24 9) Remove the large Mag. roller drive gear.

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Figure 25 10) Remove the front auger drive gear so the bearing can be removed. See Figure 26 11) Remove the round bearings from both sides of the mag. roller. See Figures 27 & www.rechargeasia.com

Figure 29 13) Lift the mag. Roller out by lifting it up

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15) Clean out all remaining toner and developer.

16) Install the mag. Roller long shaft side first. See Figure 34

Figure 30

Figure 37

from the short shaft side See Figure 31 Figure 34 17) Install the support bearings on both

sides of the cartridge. Make sure the tab on the bushing is set in its slot as shown. See Figures 35 & 36 Figure 38 Figure 31

of the shaft and turn the whole assembly until it fits in place. See Figures 39 & 40

14) Remove the Toner hopper sealing strip, and the developer chamber sealing strip.

New seals are now available so there is no need to re-use them. See Figures 32 & 33.

Figure 35

Figure 39

Figure 32 Figure 36

Figure 33

18) Install the round bearings on both sides of the Mag. Roller. See Figure 37 19) Install the front auger gear. Make sure it is installed correctly. It must mesh properly with the auger or print voids will occur. See Figure 38 20) Install the mag. Roller contact. Set the fingers so they are contacting the flat side www.rechargeasia.com

Figure 40 21) Place a piece of paper across the developer chamber opening so it blocks the mag. Roller. Fill the chamber with the dedicated developer. Remove the RECHARGEasia

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paper. The paper makes it simpler to fill the chamber by blocking off the mag. Roller.

See Figure 41

Continued

instructions in step 46) See Figures 43 & 44 NOTE: Do NOT mix the developer with the toner. They must be separate inside the cartridge for the system to work correctly.

Place the toner chamber aside

Figure 47 Figure 41 22) Clean the edge of the developer chamber opening with a cotton swab dipped in alcohol. Install the new seal. See Figure 42

Figure 44 24) On the drum chamber, remove the “E� ring from the contact or hub side of the drum. See Figure 45

Figure 48 28) Remove the PCR cleaning roller, vacuum or blow any toner from the roller.

See Figure 49

Figure 42 23) For low yield cartridges, fill the toner chamber now. Clean the edge of the chamber with alcohol and install the new seal. HY cartridges have two chambers so it is easier for them to be filled later. Both chambers should be filled at the same time in order to get the correct amount in each.

(They will be filled at the end of these

Figure 45 25) Pull the axle out from the gear side of the drum so that the inner drum ground contacts are not damaged. See Figure 46

Figure 49 29) Remove the two PCR/PCR Cleaning roller holders, carefully pry them up from

Figure 46

Figure 43

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26) Remove the drum. See Figure 47 27) Remove the PCR and clean with a lint free cloth. See Figure 48 www.rechargeasia.com

Figure 50

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the sides. Clean them with a cotton swab and alcohol. See Figure 50 30) HY cartridges have a seal and set of gears for the additional augers. Remove the seal and clean out any remaining toner. See Figure 51

Figure 54

Figure 57

34) Install the cleaned PCR/PCR Cleaning roller holders. See Figure 55

Figure 51 31) Remove the 2 screws and the wiper blade. Clean out any toner from the waste chamber. See Figure 52

Figure 58 Figure 55 35) Install the cleaned PCR cleaning roller.

See Figure 56

Figure 52

Figure 59

32) Coat the wiper blade with your preferred lubricant and install. Install the two screws. See Figure 53 Figure 56 36) Install the cleaned PCR. Place a small amount of new conductive grease on the

Figure 53 33) Clean the PCR holders and PCR cleaning roller holders with a cotton swab and alcohol. See Figure 54

black holder side. See Figure 57 37) Install the drum. See Figure 58 38) Install the drum axle from the hub side. See Figure 59 39) Install the E ring. See Figure 60 40) On the toner hopper, install the white auger gear as shown. At this point the remaining gears must also be set properly.

If the cartridge is a HY the top 2 gears

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Figure 60 must point to the arrows on the cartridge as shown. For all cartridges on the lower half, the gears must be pointing to the arrow and gear as shown See Figure 61 41) Install the developer roller drive gear.

See Figure 62

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Remanufacturing the Lexmark X560 Toner Cartridges

Continued

Figures 64, 65 & 66

Figure 61

Figure 62 42) Place the two halves together. See Figure 63

Figure 65

Figure 69 46) If you have a HY cartridge, fill the upper (Drum Unit) and lower (Toner) hoppers now. We have found it best to fill the upper hopper with Âź of the bottle and the rest in the lower hopper. See Figure 70

Figure 66 44) Install the white end cap and screw.

See Figure 67 Figure 70 47) Remove the old chip by prying out and lifting up on the black plastic holder.

Remove the old chip from the holder and slide the new chip into the rails. Make sure it snaps into place. See Figures 71, 72 & 73

Figure 63 43) With the two gears placed on the black end cap. Install the end cap. Make sure the tab locks in place. Install the screw. See

Figure 67 45) Install the springs on both sides of the cartridge. See Figures 68 & 69

Figure 71 48) Install the chip holder assembly onto the hopper. See Figure 74 49) Install the drum cover. See Figure 75 Figure 64

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Figure 68

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Repetitive Defect Chart

Figure 72

Figure 74

Figure 73

Figure 75

OPC drum 75.4mm PCR 28.3mm PCR cleaning roller 25.1mm Black & color Mag. roller sleeve 27.9mm 1st primary transfer roller 31.4mm Drive roller transfer unit 56.9mm Upper fuser roller 82.7mm Fuser drive belt 94.2mm Pinch roller fuser assy.

18.8mm Exit roller fuser assy.

43.1mm Exit pinch roller fuser assy. 31.4mm

Remanufacturing the Dell 1230 Color Toner Cartridges

By Mike Josiah and the Technical Staff at Uninet Imaging The Dell 1230 printers are based on a 16ppm black and 4ppm color Samsung engine. It has a first page out in less than 14 seconds and a maximum resolution of 2400 x 600 dpi. The printer comes standard with 32MB of Ram, a USB 2.0 interface, and has a monthly duty cycle of 20,000 pages/month.

These machines have a very small footprint at 15.3” x 12.3” The machines are small and the toner cartridges are also small The Cartridges used in this series are as follows: 330-3012 Black 1,500 pages $57.99* 330-3015 Cyan 1,000 pages $51.99* 330-3014 Magenta 1,000 pages $51.99* 330-3013 Yellow 1,000 pages 451.99* 330-3017 Drum unit 24,000 pages black, 6,000 color

$99.99* 330-3016.1 Waste Container 10,000 pages black, 2,500 pages color $16.99* *Pricing as of 1/19/2011 New printer’s ship with starter cartridges rated for 700 pages both black and color.

Figure A shows the complete printing process as it pertains to this engine.

Cartridge trouble shooting as well as how to run test pages will be covered at the end of this instruction.

Tools needed Phillips head screwdriver Small common screwdriver Needle nose pliers Toner approved vacuum Supplies needed

Figure A

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Dedicated Dell 1230 color toner Replacement chip Cotton swabs 1. With the gear side of the cartridge on your the left side, remove the two Phillips screws holding the end cap. See Figure 1 2. Pry open the cover carefully with the small screwdriver and remove it. Clean RECHARGEasia

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Remanufacturing the Dell 1230 Color Toner Cartridges

Continued

identical. The gear side screws are shorter and have a fine thread. See Figure 4 5. Remove the gear cover. Note that the large double gear comes out together with the cover. See Figure 5

7. Lift the cover/doctor blade from the left side to allow the right side to slide out first before taking it off the cartridge. See Figure 8

Figure 1 the metal bushings with a cotton swab. See Figure 2 Figure 5

Figure 2 3. Remove the right side end cap in the same way. See Figure 3

6. Remove the four screws from the top of the metal cover. The cover also acts as a doctor blade for the roller. Note the two cover plates on each side; the one on the left side is larger than the other.

NOTE: Be very careful when removing the cover to protect the edge of the doctor blade. Any dent or mark on the doctor blade edge will seriously affect the quality of the print and possibly ruin the cartridge.

See Figures 6 and 7

Figure 8 8. Remove the green separator bushing on the right side of the developer roller, slide the roller out. Be careful not to lose the gear from the opposite side of the roller as it will become loose as also will the remaining green bushing. See Figures 9 & 10

Figure 9

Figure 3 4. Note that the screws removed are not

Figure 6

Figure 10

Figure 4 62

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Figure 7 www.rechargeasia.com

9. Clean the developer roller with your favorite cleaner and wipe it down with a soft lint-free cloth. Vacuum the entire developing area including the seals of the cover/doctor blade. See Figure 11

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12. Vacuum the chamber clean. See Figure 15

Figure 11 10. On the right side of the cartridge pry open the lid of the toner load port. See Figure 12

Figure 18 Figure 15 13. Install the developer roller with the respective green separation bushing in position and insert the shaft through the

support, then lock the other end in place.

See Figures 16 & 17

Figure 19

Figure 12 11. Remove the plug of the loading port with needle nose pliers. See Figure 13 &14 Figure 16

Figure 20 install the cover with the metal bushings properly lubricated with a small quantity of conductive grease and tighten with the screw. See Figures 21 & 22 Figure 13 Figure 17

Figure 14

14. Install the gear cover making sure the gears fit properly on their respective shafts.

See Figure 18 15. Install the cover with the short one with fine threaded screw in the center of the gear as shown. See Figure 19 16. Install the opposite side cover with the larger screw as shown. See Figure 20 17. On the left side of the cartridge www.rechargeasia.com

Figure 21 18. Carefully clean the cover/doctor blade and position it in an angle to insert it RECHARGEasia

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Remanufacturing the Dell 1230 Color Toner Cartridges

Continued

surface of the OEM chip (starter or standard chip).

Peel off the adhesive backing from the new aftermarket chip and place it ON TOP of the OEM chip. The OEM is NOT removed. See Figure 31

Figure 22

Figure 26

in the slot at the right, and then drop it in place at the left. Fit the individual seal presses in the proper places and secure with the four screws. See Figures 23, 24, 25 & 26

19. Fill the cartridges with dedicated Dell 1230 toner. Install the fill plug and install the cover in place. See Figures 27, 28 & 29 Figure 31 21. Install the Developer roller cover. See Figure 32

Figure 27 Figure 23

Figure 32 Repetitive Defect Chart:

Figure 28 Figure 24

OPC Drum Upper Fuser Roller 2nd Transfer Roller Lower Fuser Roller 1st Transfer Roller PCR Toner feed roller Developer roller

188.5mm 86.4mm 54.64mm 50.3mm 43.8mm 37.7mm 32.7mm 26.0mm

Printing test pages:

Figure 29 Figure 25

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20. Replace the chip: With a clean swab, remove any toner that may be on the

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Demo Page: With the printer in the Ready Mode, Press and hold the STOP button for 2 seconds. The demo page will print out Configuration Page: With the printer in the Ready Mode, Press and hold the STOP button for 5 seconds. The configuration page will print out.

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AlphaChem Branches into Toner Production “AlphaChem Co., Ltd. is the one and only company in the world that manufactures inkjet ink, OPC drum, and toner powder, which are the 3 core materials in the digital printing industry. We’ve just begun producing our own toner powder starting this past September and when it gets into the market at its full capacity, it won’t be too difficult to reach the yearly sales of 100 billion Korean Won within 2 years,” said Mr. Kyu Oh Cho, CEO of AlphaChem Co., Ltd. He also said, “We’ve established overseas branch offices in the US, China, and Europe to aggressively go after the market. Based on this kind of global marketing strategy and leading technology, more than 80% of our sales are done by exporting.”

AlphaChem was established in 1998 an inkjet ink manufacturer for deskjet printers and added another product by going into producing OPC drums for laser printers in 2003. AlphaChem continued to make progress and now it added another product by producing the toner powders.

AlphaChem’s OPC drum capacity and quality is ranked 2nd in Korea and 4th in the world.

AlphaChem is considered one of the best in the technology in the digital printing material industry. AlphaChem established an R&D department in 1999, one year after it was founded and invested more than 6% of its yearly sales in developing new products. This shows AlphaChem’s commitment to constantly enhancing and developing products by putting its top priority on R&D and based on this technological effort, AlphaChem continues to grow an average of 30% each year since it was first founded. AlphaChem’s yearly sales in 1999 were 1.8 billion Korean Won, but in 2010, the sales increased drastically to 37.5 billion

Korean Won and this year’s expected sales are 45 billion Korean Won. AlphaChem’s financial status is very strong. Its net sales profit ratio is above 15%. In regards to this success, Mr. Cho states, “it was only possible because AlphaChem focused on the independent sales of finished products, rather than just manufacturing parts to supply to partnering companies. Now we’re exporting our products to over 300 customers in more than 80 countries under our own brand name and all of these customers were developed directly by our own sales force.”

Based on high technical skills and abundant funds, AlphaChem jumped into the Electronic Materials business 5 years ago. Now it’s paying off by successfully inventing core materials for OLED, which led to submitting 5 patents. Besides OLED material, AlphaChem has developed, or is currently working on Nano Color Mill Base for LCD, Adhesive Material, and Solar Power Battery Electrode Material.

Mr. Cho said “We will be able to double our yearly sales when the sales of our toner powder, OLED material, adhesive material, and other products reach its peak sales next year. With the world’s best technological skills, AlphaChem will soon establish its presence as strong small company.”

MMC Receives Renewed Quality and Environmental Certificates Recently, MMC was honored to receive renewed Quality and Environmental certificates from IQNet (The International Certification Network) Association and CQC (China Quality Certification) Center. The renewed quality management system certificate is awarded for MMC complying with the standard ISO9001:2008 and GB/T 19001-2008. The certification is valid from Oct 10, 2011 until Oct 9, 2014. As for the renewed environmental management system certificate, it is awarded for 66

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MMC complying with the standard ISO14001:2004 and GB/T 24001-2004 in the new factory located in Jinding Town, Zhuhai City, GD Province. The certification is valid from Sep. 30, 2011 until Sep. 29, 2014.

Mr. Liang, MMC’s Vice President, explained, “Actually, before being awarded these two certificates, we were quite confident to get them. Since the establishment in 1986, MMC has been pursuing the goal of providing products with the best quality

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MMC Received Renewed Quality and Environmental Certificates

in the industry. So MMC had already been granted ISO9001 certificates back in 1999. And as a state-owned company, MMC takes greater social responsibility and plays a more vital role in environmental protection. In the new factory, MMC applies the newest technology and equipment to minimize the impact of the manufacturing process upon the environment. So these two certificates are rewards for what MMC has been trying to achieve these past years. It is also an encouragement for our future better job.�

Continued

IQNet is IQNet Association-The International Certification Network. At present IQNet partners include 37 certification organizations of 33 countries and regions. The aim of IQNet is to recognize and promote certificates issued by IQNet partners, to meet customers’ needs by offering innovative, value-adding services, and to provide assessment and certification services to global customers on a worldwide basis.

China Quality Certification Centre (CQC) is a professional certification body under China Certification & Inspection Group (CCIC) approved by State General Administration for Quality Supervision and Inspection and Quarantine and Certification and Accreditation Administration of the People's Republic of China. As the largest professional certification body in China, CQC evolved from the former China Commission for Conformity Certification of Electrical Equipment established in 1985. CQC business involves product certification, including China Compulsory Certification (CCC), voluntary certification, management system certification and certification training services. In addition, CQC is also a state authorized third-party certification body for certification of energy saving, water saving and environmental friendly products.

CET Releases Compatible Chip, Compatible Spare Parts and Consumables for KM-1648, TASKalfa 420i/520i and MP4000/ MP5000 China Eternal Copiers Technology Co., Ltd.(CET) has released compatible chips for HP, Canon, Sangsung, Lexmark, Fuji Xerox, etc.

They also released compatible toner cartridges for KM-1648 and TASKalfa 420i/520i. There are standard volume and high volume version for KM1648 toner cartridge, and all adopt Japan toner.

Meanwhile, compatible drum units for use in MP4000/MP5000 also come into market, which adopt OEM PCR and OEM OPC to guarantee OEM performance, and reach 250000 pages.

CET also released spare parts and consumables

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for RICOH Aficio MP9000/1100/1350, SHARP AL2030.

For more product information, please visit CET website at: www.chinaeternal.com .

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New EcoLogo® Printing Car tridges Standard Includes Expanded Range of Products EcoLogo, one of North Americav’s most trusted and recognizable eco-labels, announced the release of its newly-revised printing cartridges environmental standard, which--for the first time--can be applied to both original toner cartridges and refurbished toner cartridges.

“The inclusion of original toner cartridges greatly expands the potential for environmental leadership in this product area, as our original standard focused solely on remanufactured products,” says Angela Griffiths, executive director of the EcoLogo Program.

“This expansion is a major step forward in helping to recognize advancements made by manufacturers of environmentallypreferable, new cartridges.”

The revised standard also includes criteria for socially and environmentally responsible manufacturing. These include mandatory documentation of compliance with local, regional, and national environmental and occupational health and safety requirements, as well as proof that the manufacturer has an effective environmental management system in place.

Other additions to the improved standard include: • Restrictions on heavy metals (mercury, lead, cadmium, or chromium [VI]) and hazardous substances that may cause the toner to pose human health risks; • Strict limits on volatile organic compound (VOC) emissions and carbonyl compounds, such as formaldehyde, to help improve indoor air quality; • Strict limits on ozone and dust generation to help improve indoor air quality; and Criteria for packaging that require postconsumer recycled content or nearly complete recyclability or compost ability.

EcoLogo’s Printing Cartridges Standard was developed using a multi-parameter approach that identifies the most important environmental indicators from all stages of the product's lifecycle. Criteria set in this standard aim to reduce waste sent to landfills, conserve resources, and reduce impacts to human and environmental health. This standard will also help identify the top environmental performers in the market, allowing manufacturers to demonstrate their environmental leadership and providing printers, professional purchasers, and consumers with the most environmentally-preferable printing cartridges available.

The revised standard covers original toner cartridges manufactured by the original equipment manufacturer of the device, as well as remanufactured toner cartridges that have undergone disassembly of previously used toner cartridges, assembly of the reusable parts, and introduction of new or aftermarket parts.

About EcoLogo: EcoLogo is a third-party; multi-attribute eco-labeling program approved by the Global Ecolabelling Network, an international association of eco-labeling programs, as meeting the ISO 14024 standards. Originally formed in 1988 by the Canadian Federal Government and now managed by TerraChoice, EcoLogo is now one of the most recognizable eco-labels in North America.

EcoLogo is a Government of Canada official mark used under license from Environment Canada. TerraChoice is not an agent of Environment Canada. In 2010, The Program became part of the UL global network, significantly expanding its reach as a leading certifier of the world’s most sustainable products.

For more information, visit www.ecologo.org.

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University of Wisconsin- Madison Bookstore Offers New Inkjet Cartridge Refilling Services by Retail Inkjet Solutions, Inc The University of Wisconsin and Retail Inkjet Solutions, Inc. (RIS) announces the installation of the RIS InkCenter® at The University Book Store. The University Book Store has seen growth in their inkjet cartridge refill business and needed a machine that would grow with them. RIS is working with The University Book Store to market the new cartridges they support and develop an exciting marketing campaign to re-launch the service. In fact, the recent free day to celebrate National Student Day brought in hundreds of cartridges in one day.

“We have been in the inkjet cartridge refill business for many years and we were looking for a solution that supports the most recent inkjet cartridges introduced in the market. We were also impressed with the InkCenter’s ability to multi-task while easily adding new cartridges as they become available in the market. We are excited to partner with RIS and look forward to expanding our business,” said Kevin Phelps, Vice President-The University Book Store.

“The University Book Store together with the RIS InkCenter® will provide major savings in printer supplies for the Badger community. W ith The University Book Store’s knowledge and our high quality solution, we expect to continue to add supported cartridges that will fuel growth this coming year,” adds Mike Stanicek, CMO of RIS. RIS has partnered with the National Association of College Bookstores (NACS) to promote this service to their 3,100 member campuses.

About The University Book Store, University of Wisconsin, Madison: Located on the doorstep of the University of Wisconsin-Madison, The University Book Store proudly supplies the academic community with textbooks, supplies and tools for the mind. The University Book Store is a private organization that accepts no aid or funding from the University or state of Wisconsin.

The University Book Store has adhered closely to its mission of providing goods and services at the lowest possible prices consistent with sound business policy since 1894. Its diverse selection of books, collegiate clothing and supplies reflects the wide variety of backgrounds and interests that make the University of Wisconsin a world-class institution.

puts more ink in than you took out. Designed by inkjet cartridge engineers, the RIS InkCenter® delivers high-quality refills proven to print the same or more pages than new cartridges at a savings of more than 50% vs. the new cartridge. With the highest quality and broadest cartridge range, our retail partners have the most profitable inkjet refilling operations in the category.

Please go to http://www.retailinkjet.com for more information on the RIS InkCenter® solution Read more: http://www.digitaljournal.com/pr/479930#ixzz1dpGvLVJf

About Retail Inkjet Solutions (RIS) RIS produces the only inkjet refilling system that www.rechargeasia.com

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Fotospeed Introduces a New Solution for the Epson R3000 Fotospeed introduces a new solution for the Epson R3000 --- the Tubeless Inkflow system. Using the same concept for the Pro 3800 and 3880 that use refillable cartridges, the new system eliminates the tubing required to stop the inflow of air. Cartridges can be easily refilled using the supplied filling kit. This new system is so easy to use that all you have to do is remove the cartridge, refill, reset the chip and plug it back into the printer.

The Fotospeed Tubeless refill kit comes with the following: - £1080 worth of of Epson ink (45, 25 ml. cartridges) - £40 worth of sample paper pack - 9 Fotospeed Inkflow carts

- 9 125 ml. Fotospeed Pigment ink - 1 Ink Transfer Kit (9 syringes, 9 adaptors) - 1 30 sheet Fotospeed A3 trial pack - Instruction manual The Fotospeed Tubeless Inkflow for the Epson R3000 is available now available for £249.99. Fotospeed claims that this new system can save up to 85% on the cost of ink compared to OEM. The standard price for the R3000 is £24.35 per cartridge or £219.15 for the full set. The Epson R3000, which contains 2.27 times more ink, was unveiled earlier this year as an upgrade to the R2880.

Katun® Corporation Introduces Katun® Business Color Toners for Use in Sharp MX 2300N/2700N & 3501N/4501N-series Digital Copier/Printers Katun’s first color toner set for use in Sharp machines provides outstanding color quality and cost savings!

Katun Corporation, one of the world’s leading alternative suppliers to the office equipment industry, is pleased to introduce Katun® Business Color toner for use in Sharp MX 2300N/2700N & 3501N/4501N-series applications. These toners offer OEMequivalent print quality, yields, and overall performance, as well as excellent color reproduction, including hue, chroma and gloss.

and print performance, featuring OEM-equivalent image density, overall print quality and yields plus significant cost savings versus the OEM toner.”

The proven performance of Katun’s rapidly growing color portfolio confirms a dedication to delivering high-quality products.

These Katun® toners have been tested and approved for forward and reverse compatibility with OEM toners, and can be used with, and installed before or after, OEM toners, with no degradation in copy quality.

These Katun® Business Color toners may be ordered via the Katun Online Catalogue – Katun’s one-stop Internet resource that allows registered customers to locate and order thousands of Katun® products while accessing real-time information about their orders and accounts.

About Katun Corporation

“Adding to our very successful Katun® color toners for use in Canon, Konica Minolta, Ricoh and Toshiba, these Katun® toners, our first color toners for Sharp machines, represent the latest products in Katun’s growing line of high-quality color toners for use in the most popular applications,” says Joseph C. Wagner, Katun’s vice president of marketing. “We estimate over 10 billion pages have already been produced using Katun® color toners, and the launch of this toner strengthens Katun’s tradition of providing excellent color quality for business and office environments.

Customers will be delighted by the outstanding color reproduction

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Headquartered in Minneapolis, Katun Corporation is one of the world’s leading suppliers of OEM-compatible imaging supplies, photoreceptors, fuser rollers, parts and other select products and services for the office equipment industry. With more than 30 years of expertise, the privately held Katun now serves more than 16,000 customers in more than 135 countries.

For more information, visit Katun online at www.katun.com.

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MSE Releases Replacement Cartridges for CE390x Micro Solutions Enterprises (MSE), the industry leader for Intelligently Re-EngineeredTM cartridges, is pleased to announce the release of the critically important cartridge for the CE390x/ M4555mfp printer. MSE says that this printer, which replaces the M4345mfp is destined to be an HP flagship product in its segment 4 MFP lineup. The M4345mfp is regarded as the most popular selling segment 4 MFP ever so its predecessor is destined to be a huge seller, especially with its enhanced speeds, feeds, and yields.

Luke Goldberg, SVP MSE Global says of the release; “This is a critical product that will be a high velocity mover for years to come. There were some technical challenges with this product due to its high speed, low melt toners and high yield. These printer features place great stress on cartridge components but MSE’s testing protocols and patented and proprietary technologies allowed us to be fast to market with a product that is worthy of the MSE brand.”

MSE says that it will also be working on MPS engineeredTM versions of the 390x that will be available soon.

MSE is the largest USA based remanufacturer and is acclaimed as one of the leading edge innovators in the marketplace. MSE

has pioneered the process of “Intelligent Re-Engineering” as applied to remanufactured printer consumables which is a protocol that employs patented technologies, proprietary processes, and stringent testing methodologies all with the goal of providing the market’s best alternative to high cost OEM print consumables.

MSE has multiple certifications and accreditations including ISO 9001 and 14001. Coupled with our engineering prowess MSE also prides itself on offering the highest levels of after sales support to its dealers through its consultative sales and marketing programs.

MSE is a global entity with sales and distribution in Canada, Europe (UK and the Netherlands), Israel, Brazil, California, and Pennsylvania.

For more information, please visit www.mse.com

Faroudja Offers Lexmark C935 U N I N E T A B S O LU T E M I C R Drum TONER & COMPONENTS FOR Faroudja Toner has USE IN LEXMARK X364 released a new drum

f o r t h e L e x m a rk C 935, it was announced.

“The Lexmark C 935 OEM drum unit retails at over $200 and so our drum presents a good opportunity for rechargers” explained marketing director Tim Farrell. “We have had the Lexmark C 935 toner and chips so the drum should be a good complement.”

The Faroudja Lexmark C 935 drum can be purchased individually or in large quantities.

“We are trying to have as wide range of products as possible for each cartridge, so that our customers don’t have to go to 3 different places to get what they need” added Farrell.

Faroudja Toner also offers drums for other color cartridges including HP, Minolta QMS, Okidata and Xerox Phaser.

Los Angeles, CA - UniNet launches the release of Absolute Black® MICR toner, smartchips, and key components qualified for use in the Lexmark X 364 monochrome laser printer.

The X364 is one of L exmarks’ ne west monochrome multifunction printers that feature printing, copying, scanning and faxing functions. Rated at 35 ppm and priced at USD$549, this multifunction machine offers a 50-sheet automatic document feeder and double-sided printing. Lexmark supplies toner in a 3,500 and a 9,000 page cartridge, along with a 30,000 page photoconductor kit.

In addition to offering premium quality MICR toner, UniNet also offers a complete system of toner, drums, developer rollers, smartchips, and other components for use in these Lexmark multifunction printers.

For further information, please contact UniNet at + 1 (424) 675-3300 or visit www.uninetimaging.com

Contact Faroudja Toner by visit: www.faroudjatoner.com.

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FEATURE ARTICLE / 专题文章 RECHARGEasia

Message from the Publisher 十二月， 每到年末终了的时候，我们总会试图从过去的一年中寻找些什么值得纪 念或者铭记的东西，这过去的一年可能有收获，可能有失落，可能有辛苦也 有可能碌碌无为，但是都是弥足珍贵的人生体验。当我们《亚洲再生业》杂 志就 2011 年影像耗材行业发展情况采访许多行业人士的时候，“改变”无疑 成为 2011 年的关键词之一。 2011 年影响耗材市场环境的改变是十分明显的，一直以来再制造耗材 的价格优势地位在这一年受到了原装耗材的挑战，越来越多的低价耗材的出 现迫使兼容耗材企业不得不更加注重产品的质优价廉。而市场环境的变化追 根究底还是由于客户市场需求的变化，2011 年喷墨市场和服务市场的异军 突起无疑印证了这一说法，MPS，印刷打印、系统管理、配件耗材供应、维 修服务一条龙服务，无论是原装耗材企业还是再制造耗材企业都开始把经营的重心转移到为客户提供更加优质 全面的系统化个性化服务上来。 此外，2011 年喷墨耗材也许管原装耗材并不情愿但是却不得不承认，再制造兼容耗材的市场地位正随着 全社会节能环保理念的逐渐普及而被更多的人们接受，虽然双方市场地位并未发生根本性转变，但是 2011 年 兼容耗材行业的发展是有目共睹的，特别是再亚太地区，世界 IT 行业市场调研分析组织 IDC 之前正式用其分 析报告的形式确认了原装耗材企业正面临再制造行业越来越多的挑战。不仅如此，原装耗材企业和再制造耗材 企业发展的外延重叠的部分越来越多。原装耗材企业开始模仿部分兼容耗材产品的特征和技术，而再制造企业 则开始进军原始设备制造领域。这可能是之前几年我们所无法想象的。 “改变”无疑是重要的，“改变”是推动事物发展的根本动力。一成不变的市场是缺乏活力和前景的死水， 而改变带来的影响则是需要我们慢慢用时间来体会的，但是新市场的浪潮已经到来，逆水行舟，不进则退， 2011 年是一个结束也将是一个新的开始，我们希望所有影响耗材的同仁们，都能在新的时期内再次创造更多 的成就！而《亚洲再生业》杂志将依然是您前行的路上最佳的伙伴，

2012 年，我们将携手共度！

执行编辑 刘师同

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A Look Back on 2010's Chinese Printers and Consumables Market

回顾 2011 年中国打印机及耗材市场 2011 年的打印机市场有两条可见 的主线，首先在技术上有很多突破，云 打 印、 光 墨 技 术、 墨 仓 式 打 印 技 术 和 wifi 打印技术让波澜不惊的打印机市场 增添不少色彩。而在耗材策略方面，各 种降低成本的低价和大容量耗材策略更 像是对通用耗材厂的一次集体反击。

◆ 技术流主导的打印市场 打印机这个市场，一直没有像 PC 市场发展那样演化成为通用产品，最后 变成规模和成本比拼的根本原因是因为 打印机是一个技术主导的市场，各种不 同的技术和流派都坚守着自己的阵地， 而核心技术也成为打印机厂家的最终竞 争力。 先来看基于未来的“云打印”。惠 普近期推出了云打印的概念并推出了一 系列基于云打印应用的产品。云打印就 是可以让全世界的用户通过各种类型的 设备，包括手机、PC、笔记本甚至相机 等 IT 设备来使用全世界任意一台在“云” 内的打印机。 惠普建立了一个云打印服务器，用 户通过注册账号来使用这些服务，从而 与打印机连接到一起，从而轻松的与世 界各地的伙伴、朋友以及家人共享打印 机，而不需要安装任何复杂的网络驱动。 简单来说，惠普为广域网的用户建立了 一个打印服务器，功能类似于共享打印 模式中的那台电脑，所有连入广域网的 用户都可以通过该服务器向连入网内的 打印机发布打印指令，让文件在制定的 打印机上进行输出。 “在我们多年来与中国用户的沟通 过程中，深切体会到了广大消费者对‘云 打印’的需求。甚至在‘云计算’还没

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有出现之前，我们就已经在酝酿‘云打 印’这一愿景。当‘云计算’最先被亚 洲市场接受后，我们感觉时机已经成熟， 相关的技术研发已经到位，推出‘云打 印’正逢其时。”惠普 IPG 集团副总裁 钱越表示，“而随着消费者对‘云打印’ 的认可，把‘云技术’树立为行业新标 准指日可待。我们对惠普云打印技术在 商务领域应用的一个愿景，就是希望‘云 打印’未来像 WIFI 一样普及，甚至未 来能帮助商家给客户提供增值服务，成 为一种新的盈利和商业模式。” 当 然， 云 打 印 这 一 技 术 可 能 还 需 要很长一段时间的沉淀才能真正成为主 流，而今年的几项其他技术则已经可以 成为生产力。 首 先 是 光 墨 技 术： 联 想 于 今 年 推 出世界首款 A4 幅面线性喷墨打印技术 RJ600N，此机后又称光墨打印机，由 于 技 术 上 的 创 新， 联 想 RJ600N 带 来 60ppm 连续输出、1200dpi 画质能力的 卓越打印产品，从技术带来的应用来讲， 其高速输出是一款可以替代激光打印机 的机型，其具备的高画质，又使其应用 层面更为广泛。 据了解，联想光墨打印 Refill 加墨 营销模式会在经销商店面、联想服务站、 打印量巨大的客户中设立 Refill 加墨站， 直接向墨盒中添加原装墨水。分析认为， 联想 Refill 加墨营销模式将会以较低的 成本，以及极为方便的运行模式去吸引 用户注墨，以此回收此款高端机型的耗 材消耗市场。 其次是墨仓式打印技术：也就是传 说中的官方连供。因为，改装连续供墨 系统后的喷墨打印机极不稳定，与外界 空气接触，以至于无法达到最好的打印 质量，而且也不享受官方保修。爱普生 的墨仓打印机通过密闭恒压方法解决了 连续供墨的稳定性，采用高分子导管， 超大墨仓能够容纳单色 70ML 墨水，总 打印量超过 1 万页，单页成本极低，是 打印量用户的绝佳选择。 最后是 WiFi 打印机技术：带有 wifi 无线功能的喷墨打印机和喷墨一体机并 不稀罕，可是带有 WiFi 功能的激光打 www.rechargeasia.com

▲爱普生喷墨打印机的原装大墨仓设计

印机可是在 2011 年上半年第一次出现， 首款标配无线功能的黑白激光打印机来 自三星的 ML-1865W，虽然并不是什 么特别新颖的技术，但是在黑白激打上 确实首次应用，而且可以与安卓系统的 智能手机或平板电脑直接进行打印，与 惠普的无线一体机在打印方式上类似。 可见，云打印、光墨技术、墨仓式 打印技术和 wifi 打印技术让波澜不惊的 打印机市场增添不少色彩。而在耗材策 略方面，各种降低成本的低价和大容量 耗材策略更像是对通用耗材厂的一次集 体反击。 ◆ 耗材策略集体“发飙” 低价耗材策略始于爱普生的“ME 策略”。早在 2004 年，爱普生正式发 布 ME 系列产品，并在 ME 系列中引入 了关注打印成本这一全新的更成熟的消 费理念，并基于这一理念降低了墨盒价 格，从而使广大用户能更轻松地通过使 用原装耗材，充分发挥爱普生整机的性 能、体验高品质的打印效果、可靠性， 以及其中的打印乐趣。 今年，爱普生学生打印机 ME35、 ME350 上市之后，推出了适用的 29 元 原装墨盒，刷新了原装墨盒的历史低价。 对此，有人说原装墨盒才卖 29 元，还 有什么理由去买兼容墨盒呢？同时，也 揭开了 2011 年打印机各大厂家在耗材 策略上做文章的开端。 与此同时，爱普生“原装墨仓”打 印机在市场上也如火如荼的热卖着，爱 普生是受连供影响最大的厂商，在二三 线城市，人们认识爱普生打印机，但普 遍不认识爱普生耗材，因为几乎高达 80% 的用户会在选择爱普生喷墨打

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回顾 2011 年中国打印机及耗材市场

续

印机的同时，还选择了连供做为后期打 印耗材。 8 月 26 日在爱普生发布 29 元原装 墨盒之后的不足两个月内，佳能坐不住 了，它做出了对墨盒价格的一次调整， 推出了全新的 E500 一体机并搭配了 88 元 800 页 的 低 价 耗 材。 同 时， 兄 弟 和 OKI 等厂家也开始推出低价耗材的产品 以博得对打印成本敏感的用户欢心。 除了低价耗材策略外，大容量耗材 也是目前的趋势之一。比如联想的光墨 打印机，伴随着联想 RJ600N 还有光墨 耗材 Refill 的营销模式的推出，即联想 RJ600N 将支持注墨，而不再像以前的 喷墨打印机那样，每次都要更换墨盒。 这一营销模式完全改变现有的耗材营销 模式，将大大降低用户的使用成本，同 时对于墨盒的多次利用，也将更加环保。 惠普在一片降价声中，最吸引人的是它 那惠省系列中的 703 大容量墨盒，这套 墨分别可打印 600 页黑白文档和 250 页 彩色图文，黑、彩墨盒的市场售价都仅 为 70 元左右，黑白单页打印成本仅为 0.11 元，与市场上同类产品相比较，每 页打印节省近 0.1 元。这是惠普有史以

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来最便宜的墨盒，打印量与 818XL 墨 盒 相 当， 但 703 号墨盒价格只有它的 1/3，这不能不说是一个突破。 同时，联想多功能一体机新品随机 的硒鼓打印寿命最低为 12000 页，墨粉 盒容量为 1500 页，而有些品牌的同类 产品随机耗材只有 700 页，等于联想多 给客户赠送了 600 元的耗材，真正为客 户节省了后期使用成本，用户更可以选 购经济性更好的高容量墨粉盒，大容量 的耗材支持和鼓粉分离的设计，不仅能 够帮助用户节约更多后期打印成本，更 能减少耗材的更换次数，延长设备的使 用寿命，从而减少因设备更新换代而造 成的社会资源及自然资源的消耗。 更奇特的还有理光提出的激光打印 机官方灌粉。灌粉激光打印市场上最为 熟悉的词汇，而此前，只存在于第三方 厂商主导的通用耗材市场，由于人们对 低成本的追求，灌粉也成为激光打印机 后期耗材供给上的最主要手段。而今理 光原装打印机已支持灌粉，高质量带来 的高保障，无疑对通用耗材所在的灌粉 带来了最为严峻的挑战。 但是，想要在 2012 年继续在办公

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市场叱咤风云，必须要做出改变，无论 是对于原装企业来说还是对后市场耗材 企业来说，传统的耗材销售观念，已经 不再适合今后的市场，拼价格已经不在 是 OA 市场的风向，看看靠降价生存的 个人电脑 DIY 市场、家电市场惨淡的经 营就已经预示了一切。

▲ print cartridge SP 100C 理光创新碳粉盒灌 粉演示

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Compatible Consumables Industry Member Reviews 2011: Du Haiyong

兼容耗材行业人士回顾 2011，展望 2012 ——杜海泳：北京莱盛公司 2011 年市场发展策略

北京莱盛高新技术有限公司 副总经理——杜海泳先生

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2011 年北京莱盛公司市场策略的重心以 中国市场为主。2011 年的中国的影像耗材市 场的需求量在经济发展的刺激下发展速度不断 增快，为了满足市场需要，赢得市场竞争的胜 利，从而带动了通用耗材自身品质的不断提高， 相关从业人员业务能力的不断加强。通用耗材 市场的进步和完善，使得越来越多的中国客户 愿意接受通用耗材，增加通用耗材的市场潜力。 伴随着中国国家级单位陆续接受通用耗材为其 指定政府采购定向供货产品之后，通用耗材的 市场份额逐步扩大，发展机会更加多样。 以渠道销售为主的北京莱盛及其分公司和 全国代理商的销售情况来看，2011 年度平均 增长速度非常稳定。老机型以保持平缓增长的 同时，新机型（包括复印机、数码一体机等） 的增长速度非常快；打印机配件中以加热组件 为主的产品在以前不被客人接受发展到现在几

DECEMBER 2011

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款产品非常热销。 因此，我们预计 2011 年的 耗材销售将实现同以前一样的 30~40% 的增 长速度。 而不同于原装厂家的 2011 年新款机型的 推出速度不断变快，通用耗材在 2011 年新机 型配套的相关耗材产品推出的速度则稍显滞 后，相比过去的 2009 和 2010 年，通用耗材 不再紧跟 OEM 新机推出的脚步，表现显得更 加平淡。从上半年市场情况和刚过去的中国区 几大耗材行业展会情况分析，通用耗材市场几 乎没有什么值得推崇的新款机型的配套产品， 许多供应商都在围绕着过去的老机型而努力 着，这也造就了未来 2012 年新型号产品的耗 材配套市场的发展潜力。 随着上游供应商的扩产，各种产品产量的 增加已经导致 2011 年的同类产品的价格竞争 更加明显了，而 2012 年更将是一个非常白热

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化的一年。中国的生产场地费用、附加成本费用、人工费用 等均在持续攀升，但通用耗材的原料、成品销售价格却持续 下降，这也几乎成为任何产品在中国市场必然经历的一个过 程。 既然作为通用耗材的我们没有办法去扭转这一局面，最 好的办法就是面对它。根据莱盛公司的市场发展经验，要面 对价格竞争愈加激烈，利润摊薄的难关，至少要做到以下几 个方面：首先，作为通用耗材的生产企业必须要具备充足的 现金流，有了资金的支持，生产经营活动才能维持正常的周转， 才能在让通用耗材企业在竞争激烈的市场中保持良好的信用。 有了好的信用才会有较为充足的原材料供应、才能得到你的 上下游相关企业更多的支持。 其次，增加新产品的研发力度、 缩短新产品面世的时间。众所周知，新产品是利润率最高的， 但是新产品的研发难度也是最大，许多企业往往畏于研发新 产品所需要的高额代价，而放弃或者缩减新产品的研发投入， 事实上在薄利市场当中，新产品是保持利润增长的最佳的途 径，而只有长期保持一定的利润率，你才能维持充足的现金 流。一直以来，“创新”都是莱盛公司企业文化的“灵魂”， 莱盛公司始终把技术的自主创新作为企业发展战略的核心。 2011 年，莱盛公司加大了技术研发的投入，不断对核心技术 和关键技术进行攻关，积极研究开发新产品，提高企业产品 的附加值和竞争力。莱盛公司在 2011 年相继推出的粉盒类、 配件类等新产品，受到了市场的广泛认可，成为 2011 年莱盛 市场发展的主要推动力。最后我想说，没必要在利润越来越 低的时候去花费资金扩充渠道销售体系，因为通用耗材的渠 道建设在过去的十几年里面已经日趋成熟。建立一个分公司、 销售网点、人员、库存等都非常会影响到你的资金。在全国 任何一个电脑城，你都能找到很多人在做硒鼓再生、在销售 通用产品，他们就是你的客人，你唯一要做的就是如何使他 们成为你的销售渠道。2011 年，莱盛公司举办了全国经销商 大会，表彰全国各地的优秀经销商，分别对在销售方面取得 优异表现的经销商，授予最佳贡献奖；对在销售方面取得巨 大突破的经销商，特授予最佳突破奖；对在销售方面增长迅 速的经销商，授予最佳增长奖。共有 57 家经销商，约 200 余 名经销商代表出席本次活动，这些经销商们是 2011 年莱盛市

场销售业绩基石，也是莱盛公司能够取得长足发展的根本。 另外，为广大客户提供更优质的服务也是 2011 年莱盛市 场工作的重点，自从 2009 年 3 月，北京莱盛光标服务中心正 式设立，莱盛光标服务的理念不断系统和完善，“精准定位、 快速执行、专业技能、个性服务”是北京莱盛光标服务中心 的服务理念，光标服务中心从业务、客户、售后、运输配送 等各个方面设一整套服务体系，并为客户提供更快捷，更专 业的服务。光标服务中心的维修工程师，均具有丰富的现场 设计安装和维修实践经验，可为企业的激光打印机，传真机， 复印机等办公设备预防式保养及维修。只需拨打客户服务电 话，就会有专业的服务团队竭诚为您服务。莱盛在 2011 年持 续扩大了光标服务的范围，增加了包括武汉，南京等多地的 光标服务中心，形成了覆盖全国的服务体系，服务涉及技术 业务咨询、个性化服务方案设计、故障处理及技术支持等综 合服务内容。 北京莱盛公司的出口业务以打印机维修配件为主，因此 对于出口业务尤其是粉盒成品类，所以我无法对成品组件通 用耗材出口商提出什么建议。但从经验上来看，国际专利问 题的事件在 2011 年屡见不鲜，而原装厂家与通用耗材之间的 矛盾和纠纷短期内是不会结束的，而且还很有可能在 2012 年 随着双发竞争的不断加剧，市场重叠部分外延逐渐扩大而越 演越烈。因此未雨绸缪，以出口为主的外向型耗材生产企业 无疑应该随时做好应对专利纠纷的准备工作。 最后，祝愿大家一起在新的一年里不断进步，共同见证 中国耗材行业的兴盛。

莱盛 2011 优秀经销商会议

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Printer Market Growing Fast in Indonesia

印度尼西亚打印机市场增长迅速 2011 年 10 月 8 日 Okezone.com 上的一篇文章显示，印度 尼西亚的打印机行业正在迅速的逐年增长。 尽管兄弟是业内新手，而全球经济又正处于低迷时期，但 PT 印尼兄弟国际销售总监铃木裕一却对他们的市场形势持乐观 态度。不久前，在香格里拉酒店举行的兄弟发布会上，铃木说道： “我们致力于开发本地市场，并加强我公司在该区域的市场地位。” 他还认为印尼市场增长迅速，这也是为什么兄弟致力于提高其销 售和客户服务，以进一步加强其在印尼的形象。 印尼，这个拥有 2.4 亿人口，并在计算机技术领域发展迅速 的国家，正是全球发展速度最快的国家之一。同时，成像产品， 如打印机和 MFC 等产品的需求量也将增加。因此，印尼市场预 计将促进兄弟的整体经营收益，铃木进一步地解释到。自 2009 年进入市场以来，印尼兄弟已在全国 20 个主要城市设立了 38 家 服务站点。 与此同时，兄弟公司的代表董事兼高级管理执行官古川解释 说，兄弟公司 2010 年全球范围内的净利润达到 502.6 亿日元。 时至 2011 年 4 月，兄弟在亚洲大部分地区，包括马来西亚和台湾， 已设有 16 处生产基地。兄弟公司的目标是在 2015 年占据全球市 场，尤其是亚洲市场。古川表示：“我们希望成为全球黑白激光 MFC 制造商的领先品牌”。

郑重声明 : 东莞惠能办公耗材有限公司近来发现在中国 国内，有数家企业未经专利人东莞惠能办公耗材 有限公司和湛江惠能墨业有限公司的许可，生产 和销售了以废弃墨粉为主要原料的再生墨粉，该 产品属于专利权人的专利产品，专利产品的授权 专利号为 ZL200410026639.3 和 ZL20081002680.4， 东莞惠能与湛江惠能真诚希望已经和准备生产再 生墨粉的企业或个人，主动与专利权人东莞惠能 办公耗材有限公司联系，争取合法使用专利技术， 成为取得专利许可的诚信者和权利人的合作者。

联系方式： 传真：0769-21982591 电子信箱：LSg@huinon.com

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2012 年三大不同区域代表性办公耗材展览会闪亮登场 日前，亚洲再生业正式对外宣布在 2012 年，将面向全球 影像耗材行业推出三大展会：2012 年 4 月 18 日 -20 日北京 国际办公设备与数码影像展，2012 年 9 月 13 日 -15 日中东 东南亚（印度尼西亚，雅加达）办公耗材展，2012 年 12 月 6 日 -7 日美国洛杉矶国际办公耗材影像展。三大展会的推出， 标志着由亚洲再生业主导建立的全球影像耗材行业交流平台 的初步完成，它将沟通世界各个角落的影像耗材行业的同行， 跨越激光喷墨，打印复印，桌面大幅面等不同办公影像产品 领域，从而更好的推动影像耗材行业的进步和发展。未来该 平台将为沟通不同区域影像耗材企业和组织之间的合作与交 流提供最佳的服务窗口，并成为行业内最为耀眼的展会品牌。 这三大展会将针对不同区域客户，在全球实现以点带面 的覆盖优势，以主要影像耗材市场为目标，吸引来自不同国 家和地区的影像耗材行业的生产商和经销代理商，真正让您 做到无需奔波就可以最为方便快捷的找到自己最为合适的耗 材贸易伙伴。 虽然同是影像耗材行业的重要展会，并都由亚洲再生业 打造，但是却各具特色。北京展将会依托中国国内巨大的耗 材供应商资源，着力打造涵盖复印和办公设备的特色展会，

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帮助更多耗材企业介入政府采购市场，同时还将联合国内多 家媒体和组织共同为提高北京展会的品质而努力；中东 - 东 南亚展览会则凭借亚洲再生业 7 年以上在东南亚地区不断的 市场开拓优势，以及在印尼当地的密切的合作伙伴的地域优 势，确保展会在东南亚以及全球影像耗材行业的知名度和影 响力，未来还将扩大展会的外延，将办公设备以及大幅面打 印和新兴打印类型产品添加如展品范围，从而更加深入的挖 掘东南亚及其周边的市场潜力。而 12 月的美国洛杉矶展会则 是顺应当前耗材企业开拓美洲市场的需求而生，将会通过带 动欧美成熟的购买力市场，来实现所有展商和客户的利润最 大化，对于中国国内许多以出口为主导，特别是目标市场为 欧美的企业来说这无疑具有巨大的吸引力。 三大展会相对独立，又相互支撑，无论在信息推广和资 源整合上都具备其他行业展会无可比拟的巨大优势。据悉， 为更好的提高三大展会的影响力，亚洲再生业将同步展开展 会的全球推广活动，届时订展还将能够享受到特别的优惠抢 位价格，您实在不应再继续由于了。 2012 年，影像耗材行业的最大的饕餮盛宴正等待您的加 盟！

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How Big is the Market Prospect of Cloud Print?

云打印的市场前景有多大？ 在打印机领域中，云打印在 2010 年被惠普提出，随后云打印迅速被中国 消费者所认识。但是认识归认识，了解 却是另一回事，事实上对于大部分消费 者来说，云打印还是“晕”打印。近日， 惠普在上海新品发布会上再次推出多款 全新云打印产品，这意味着惠普在接下 来的日子将目标定于这个市场，对于一 直关注惠普市场的消费者就一定要对这 个云打印有所了解才行，知己知彼才能 百战百胜。

对于大部分消费者来说，云打印还是“晕” 打印

一、云打印实在吗？ 1、理论上的云打印很强大 云打印是 2010 年打印行业最热门 的关键词，云打印到底是一个怎样的概 念，相信了解过惠普云打印产品的人都 应该清楚，它与云计算是一个道理的， 是将打印服务与网络结合的一种新模 式， 无 论 打 印 机 在 哪 里， 用 户 只 需 要 通 过 终 端 设 备（ 如 手 机、 电 脑 等） 发 EMAIL 到云端，打印机就能将邮件正文 或附件打印出来。反过来说，利用这项 云服务，你将可以随时随地存、取上传 到云的所有文档。这样的服务便捷、简 单。

利用云服务，你将可以随时随地存、取上传 到云的所有文档

必须马上完成，而以前的做法是将所需 文件传送到上备打印条件的人手中，再 通过电脑操作打印，而云打印则可以免 了中间的环节，只需要你轻轻一点就可 以完成，效果是相当高的。确实来说， 云打印与目前的无线打印有些相似，只 是它的平台相对来说更加广阔，不受距 离的限制。不过相对于无线打印，云打 印显得年轻，在无论是技术还是使用上 都存在不成熟的地方。 2、实际上的云打印还很年轻 云打印与云计算在理念上是一样 的，如果条件足够的成熟，它们的前景 都是无限的，但目前来说还是存在不完 善的地方。首先，这种云打印协议是惠 普建议的，若要使用最大的前提就是必 须使用惠普可支持云打印的设备，具有 很大的排他性。其次，从目前惠普的云 打印产品来看，它在兼容性方面还是有 所欠缺，如在打印软件方面处理有所不 足；再次，虽然目前这种协议惠普提供 免费服务，但是说不定等哪天你习惯使 用了，而它的技术也变得成熟，收费就 成了很自然的事情。

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虽然再三解释，相信对于许多消费 者来说，云打印还是比较模糊的概念， 加上云打印本身不够成熟的原因，所以 从去年惠普发布云打印产品至今，市场 表现一直都是不温不火的。而阻止消费 者更加深入去了解云打印市场主要有两 个方面： 第 一， 云 打 印 设 备 在 哪？ 惠 普 云 打印概念一直都强调只需要一个智能 终 端， 不 管 是 手 机、 电 脑、iPad 或 是 iPhone，不管是咖啡馆还是机场，只要 那里有惠普的云打印设备，上面有一个 邮件地址，发送过去便可进行打印输出 而无需安装驱动。但是目前的问题是， 不管是咖啡馆还是机场都没有惠普的云 打印设备。惠普希望通过云打印来统领 打印机领域，然而在惠普之前还有佳能、 爱普生这样强大的对手，因此世界不可 能都是惠普打印机的天下，这也说明了 你不能随心所欲想在哪打印就在哪打 印。

惠普布局云打印战略

如果条件足够的成熟，云打印的前景是无 限的

而最令人担心的是，惠普所建议的 云打印一旦发生意外，最大可能出现的 是安全问题，经过网络和服务器的资料 就成为最大的危险品，特别在单位这样 的公共场所，利用云打印产品输出文件， 在隐私方面存在较大的漏洞。笔者认为 这也是为什么惠普目前不将云打印应用 于激光打印机，只应用于一些家用喷墨 产品的理由，毕竟出现了商业安全问题， 怕是惠普也担当不起。

比方说你正在火车上，有一项打印

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二、云打印的市场有多大？

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其 实， 惠 普 也 曾 经 布 局 过 云 打 印 战略，即在公共场合投放适量的惠普云 打印产品，用户可以通过任何一种惠普 终端设备，随时完成打印任务。这样做 无疑是可以提出用户对于云打印机的需 求，但问题是此项举措所产生的成本和 费用的支出，应该如何处理？这也是惠 普目前最难解决的问题。 第 二， 你 具 备 云 打 印 的 智 能 终 端 吗？对于云打印这样便捷的打印方式， 相信谁都不会拒绝。然而不拒绝的前提 是你是否拥有云打印需求的智能终端。 目前，在手机领域中，惠普合作的手机 制造商只有黑莓，这也是目前不多的基 于智能手机平台黑莓服务客户端的

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云打印的市场前景有多大？

续

“云打印”技术，虽在手机平台上很好 的体现了“云打印”，但现在黑莓原生 的服务还不支持国内市场，包括邮件推 送、安全管理、企业办公等，需要等待 国内黑莓服务的开放后，才能领略“云 打印”所带来的新鲜感。 目前在国内能够很好地使用云打印 这个服务平台的，相信除了电脑之外就 是 iPad 和 iPhone，这两者都能够和 HP 云打印机达成非常好的兼容，但是前提 是你必须是拥有其中一款产品的时尚数 码达人。所以说，对于大部分消费者来 说，云打印的脚步还是走得有些快，普 通大众还是无法跟上，这也说明了这个 市场目前并不大。

着更大的热情和憧憬。 2、细数云打印产品解决方案 从 去 年 到 现 在， 惠 普 一 共 推 出 了 十多款云打印产品，其中包括定位家 用市场的 HP B110a 、HP B210a、HP C310a、HPC410d，还有就是适合于商 务使用的 HP 6500a、HP 6500a PLAS （ 无 线 版）、HP8500a、HP 7500a 以 及 HP 1415FN/FNW 。近日（9 月初） 惠普在上海最新的发布会再次展示了多 款基于惠普云打印技术的新品，其中 包 括 HP Officejet Pro 8600 Plus、HP Envy110、HP Photosmart 7510，这些 新品都定位商务喷打市场。

惠普 Officejet Pro 8500A

三、我们需要云打印吗 1、云打印产品方向 虽 然 云 打 印 目 前 还 很 年 轻， 虽 然 对于大部分消费者来说云打印还是很 “晕”，但是目前云打印产品价格并不 昂贵，这一点是相当吸引的。目前最便 宜的惠普云打印产品 HP B110a 售价仅 为 800 元，HP B210a 售价也仅为 1500 元， 它 们 已 经 挤 身 中 低 端 市 场。 而 其 它产品售价也不用太高，售价一般在 1500~2000 元之间。从价格上看，惠普 给云打印机设置很低的门槛，目的是希 望通过将云打印机价格进一步降低，从 而促进市场了快速发展，这一策略对于 中国消费者来说还是相当受用的。 目前的云打印机产品除售价低之 外，另一大特点就是产品线以喷墨产品 为主，并且大多数产品主要定位于家用 市场，少量定位商务市场。惠普这样策 略安排是有道理的，首先云打印是一个 相对新的概念，而且本身存在不完善之 外，作为以效率和成本为重要考虑的企 业用户会更多地偏重于熟悉的激光打印 机。虽然说目前云打印产品售价不高， 但是相较于拥有相同性能的激光打印机 来说售价还是偏高，这主要是因为增加 的云打印模块是一个较大的成本投入。 此外，目前只有惠普打印机具备云 打印功能，选择云打印产品就意味着只 能选择惠普产品，这无疑是缩小了选择 了范围。所以，惠普选择了家用市场为 切入点，原因是这部分人群对新功能有

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在原有的三个功能上增加了传真功能， 打印速度也略有提升，黑白打印速度为 33ppm，彩色打印速度为 32ppm，打 印分辨率最高支持 9600x2400dpi。此 外这款机还标配自动双面打印单元，让 双面打印、复印、扫描、传真均可自动 完成。

惠普 Photosmart Plus B210a

惠普 Photosmart Premium Fax C410d

从 解 决 方 案 来 说， 惠 普 前 期 推 出的云打印产品大多数都是喷墨一体 机，其中 HP B110a 、HP B210a、HP C310a、HP C410d 都被定义为照片多 功能一体机，这几款产品售价从 800 到 2000 元 不 等。 在 性 能 上，HP B110a 为 最 低 端， 具 备 打 印、 复 印 和 扫 描 功 能， 复 印 与 打 印 同 速， 打 印 速 度 为 黑 白 32ppm， 彩 色 30pm， 最 大 分 辨 率 支持 600x600dpi，打印和复印效果规 矩；HP B210a 与 HP B110a 拥 有 相 同 的功能，输出速度和分辨率也和 B110a 相同，不同的是 B210a 拥有更时尚外 观和液晶触摸展，这两款机都是面对中 低端时尚人群。HP C410d 在性能表现 上更加专业，面向中高收入时尚人群， www.rechargeasia.com

HP 6500a、HP 6500a PLAS（ 无 线 版 ）、HP 8500a、HP 7500a 都 是 定位商务喷打的多功能一体机，相较于 定位家用市场的几款产品，这几款产品 的输出速度都有所提升，但提升幅度不 大，如 HP 6500a、HP 6500a PLAS（无 线版）、HP 8500a 的黑白输出速度是 35ppm，彩色输出速度是 34ppm，它 们最大的特点是增加了商务使用的一些 实用功能，如自动双面打印、ADF 自动 进纸器、一键扫描功能，同时月打印负 荷也相对大一些。 在 三 款 产 品 中， 笔 者 觉 得 HP 6500a 性 价 比 更 高 一 些。HP 1415FN/ FNW 是彩色多功能激光一体机，是少 数配有云打印技术的激光产品，因此售 价也高达 5000 元，打印速度较低（黑 白 12ppm，彩色 8ppm），性价比不高。 值得一提的是，虽然目前云打印机 还是不成熟，但是相较于其它产品，云 打印产品的最大优势是，在连接性上有 非常大的突破，即不需要驱动，只需要 一个地址，不需要点对点，打印机连网 以后，用户可以直接在云里面升级，只 需要在面板上按几个按钮就直接下载升 级程序，对于使用者来讲是非常方便。 总结：无可否认，云打印是一个非 常有前景的市场，但是能否推广成功就 要取决于标准、技术、费用、定制等问 题的完善。

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China's Laser Printers Market Analysis Report

2011 年 10 月中国激光打印机市场分析报告 2011 年 10 月，中国激光打印机市 场品牌排行榜上，惠普以 55.0% 的关注 份额领跑，领先第二名 42.2 个百分点。 除了惠普和佳能外，其他品牌关注度均 在 10% 以下，且多数集中在 2% 以下， 市场竞争较为激烈。互联网消费调研中 心 ZDC 根据激光打印机市场的关注数 据推出《2011 年 10 月中国激光打印机 市场分析报告》。 报告摘要： ● 2011 年 10 月，中国激光打印机市场 品牌排行榜上，惠普以 55.0% 的关注份额领 跑。 ●惠普、佳能、三星三个主流品牌的关 注份额之和小幅走低，排名相对靠后的品牌 实力不俗。 ●本月的十款上榜产品中，多款产品的 价格没有明显变化，仅有三星 1666 一款产品 价格上升了 60 元。 ● 2500 元以下产品关注份额在两个价 格段中稍微有所调整，其中，1500 元以下产 品关注度小降 0.1%，1501-2500 元之间产品 关注度小涨 0.2%，幅度都不大。 ● 2011 年 10 月，中国激光打印机市场中， 黑白激光产品关注度高达 73.1%，与彩色激 光打印机相比领先优势较大，黑白激光打印 机是主流。

一、品牌关注比例分析 惠普领跑中国激光打印机市场品牌 榜 2011 年 10 月，中国激光打印机市 场品牌排行榜上，惠普以 55.0% 的关注 份额领跑，领先第二名 42.2 个百分点。 除了惠普和佳能外，其他品牌关注度均 在 10% 以下，且多数集中在 2% 以下。 从市场关注分布看来，消费者的关注主 要集中在惠普、佳能、联想等少数品牌 上。

惠普、佳能关注度走低 对 比 2011 年 9-10 月 中 国 激 光 打 印机市场部分主流品牌的关注度可以看 出，惠普和佳能的关注度均小幅走低， 仅三星的关注度由 7.2% 增至 7.4%。总 体看来，三个主流品牌的关注份额之和 小幅走低，排名相对靠后的品牌实力不 俗。

( 图 ) 2011 年 9-10 月 中 国 激 光 打 印 机 市 场 HP 5200Lx 价格走势

( 图 ) 2011 年 9-10 月中国激光打印机市场部 分品牌关注比例对比

二、产品关注比例分析 产品榜变动不大 2011 年 10 月，中国激光打印机产 品排名变动不大，四个品牌的十款产品 包揽了前十，惠普上榜产品数量最多， 达七款，佳能、联想和三星各有一款产 品上榜。 HP P1007 领跑 从产品关注度看来，HP P1007 是 唯一一款关注度在 10% 以上的产品， 人气较旺。多数上榜产品的关注度在 5% 以内，相差不大。 多款产品价格稳定 本月的十款上榜产品中，多款产品 的价格没有明显变化，仅有三星 1666 一款产品价格上升了 60 元。

( 表 ) 2011 年 10 月中国激光打印机市场最受 用户关注的十款产品的重要参数

三、细分市场关注比例分析 1500 元以下产品人气最旺 2011 年 10 月，中国激光打印机市 场中，1500 元以下产品人气最旺，关 注度高达 47.5%，价格优势的作用非常 明显。1501-2500 元和 5000 元以上两 个价格段的关注度次之，均在 21% 左右。 2501-5000 元之间的产品关注度相对较 低，不足 10%。

( 图 ) 2011 年 10 月中国激光打印机市场不同 价格段产品关注比例分布

2500 元以下产品关注分布小幅调 整

( 图 ) 2011 年 10 月中国激光打印机市场品牌 关注比例分布 90

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( 图 ) 2011 年 10 月中国激光打印机市场产品 关注排名

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对比不同价格段产品关注度可以看 出，2011 年 9-10 月， 中 国 激 光 打 印 机市场 2500 元以上产品关注分布没有 变化，2500 元以下产品关注份额在两

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个价格段中稍微有所调整，其中，1500 元以下产品关注度小降 0.1%，15012500 元之间产品关注度小涨 0.2%，幅 度都不大。

A4 幅面产品关注度表现稳定 2011 年 9-10 月， 中 国 激 光 打 印 机市场中，A4 幅面产品关注度表现较 为稳定，关注份额没有变化。其他幅面 产品中，A3 幅面产品关注度相对较高， 但与 A4 幅面产品相比仍有较大差距。 A4 幅面仍是主流。 ( 图 ) 2011 年 10 月中国激光打印机市场不同 类型产品关注比例分布

( 图 ) 2011 年 9-10 月中国激光打印机市场不 同价位段产品关注比例对比

黑白激光打印机是主流 公司在采购办公设备时更加倾向 于选择黑白激光产品，因为其成本相 对 较 低。2011 年 10 月， 中 国 激 光 打 印机市场中，黑白激光产品关注度高达 73.1%，与彩色激光打印机相比领先优 势较大，黑白激光打印机是主流。 彩色激光打印机关注度连续走高 对 比 2011 年 9-10 月 中 国 激 光 打 印机市场不同类型产品关注比例可以看

出，彩色激光打印机产品关注度继续走 高，已经增至 26.9%，但与黑白激光产 品相比仍有不少的差距。虽然连月走高， 但变化幅度均较小，因此，彩色激光产 品关注上升仍需不少时日。 ( 图 ) 2011 年 9-10 月中国激光打印机市场不 同幅面产品关注比例对比

( 图 ) 2011 年 9-10 月中国激光打印机市场不 同类型产品关注比例对比

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Comet Co., Makes Progress in Development

孜孜追求，变化中求发展 ——科密化学五年发展历程 广州市科密化学有限公司成立于 2005 年，从最初的一条自制的国产线， 到 目 前 的 4 条 先 进 生 产 线； 从 年 产 能 200 吨到目前年产能 1600 吨；从最初 的一款产品到目前三十多款产品；从最 初的月销量几吨粉到目前月销量上百吨 粉；从最初的客户的不认可到目前遍布 全球的客户，那么这些变化如何在 5 年 之内发生的呢？ 以质量为企业根基 质量是产品的灵魂，产品的质量好 坏足以决定一个企业的命运。科密化学 经过 5 年的发展，不断的通过技术创新、 人才引进、设备更新等方式对产品的质 量进行改进，并逐渐推出了多型号、高 稳定、高质量、高性价比的系列碳粉产 品。然而这一切的变化发展都是在经历 了惨痛失败教训后，经过科密化学团队 在不断摸索中取得的。我们在品味成果 时，应该回顾一下这几年的并不平静的 历程。 2002 年科密集团成立耗材事业部， 利用已有的碎纸机成熟的渠道，开始了 打印耗材项目的全国推广，由于渠道成 熟，在科密强大的市场销售平台的推动 下，科密品牌碳粉的业绩在半年内，以 每月约 50% 的增长率快速增长，其市 场地位很快进入中国市场前 3 名。这样 也拉开了中国品牌碳粉行业市场激烈竞 争的序幕，市场开始进入激烈竞争阶段。 在此阶段，由于科密碳粉采购需求的急 剧增长，给供应链条上的供应商带来巨 大压力，行业的一些历史不良惯性导致 了采购的碳粉批次不稳定的问题。这一 问题带来一系列的价值链条上的连锁反 应，给科密的合作伙伴带来很多麻烦， 同时也给科密的市场销售工作带来巨大 的困难与挑战。在 2004 年度，科密本 着诚信和与客户一起成功的价值理念， 承担了几乎所有的市场责任和负担，科 密品牌碳粉项目进入低谷，面对堆积如 山的退货，科密开始反思和总结，最终 决定自己生产碳粉，从源头上对产品质 量进行控制。

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2004 年开始，科密开始与国内碳 粉厂进行合作加工，但是由于设备、原 材料及技术缺失，加工生产的碳粉始终 不能保持品质的稳定性，达不到出货要 求。2004 年底科密自建新工厂竣工， 科密化学正式成立，利用自有的资源及 行业内专业人士，科密自造了一条月 产 20 吨的生产线，同时从德国引进的 ALPINE 全自动生产线安装调试完成， 并且成功推出了自己生产的第一款碳 粉 HP 兼容粉。然而，成功路上总是充 满波折的，不可能一帆风顺的。科密碳 粉顺利推向市场并且销售稍有起色的时 候，由于冬季气候问题，科密碳粉出现 水波纹，质量问题再一次使刚刚起步科 密化学陷入困境。水波纹事件后，科密 化学再次反思，下定决心不惜一切代价 提高产品质量，并将产品质量的改进做 为公司的年度规划的核心工作。 高质量的产品是以先进技术做保障 的。2005 年下半年科密化学花高薪聘 请了日本的著名墨粉及墨粉原料生产企 业的技术人才，对科密化学的产品重新 进行了调整，并建立了完善的研发体系。 至此，科密碳粉在质量方面取得了明显 的改进。2006 年科密化学经过长期的 市场调查及市场细分，决定开始开发彩 色碳粉。06 年下半年，科密化学同样以 高薪聘请了在美国 COLORIMAGE 公司 从事彩色碳粉开发 18 年的强国华博士 担任公司的技术顾问。在引进高级技术 人才的同时，科密化学对现有生产设备 进行了升级改造。最终经过 2 年的卧薪 尝胆，科密化学产品的质量取得了巨大 的改善，并相继开发了一系列黑色、彩 色的高质量碳粉。目前，科密化学三星、 兄弟等碳粉质量可以跟日本巴川粉相媲 美，得过了国内众多成像卡盒厂商的认 可。 以速度为研发之本 谁抢占了先机，谁就会赢得市场的 主导权。科密化学是碳粉行业的后来者， 是以挑战者的姿态进入市场的。因此， 在开发旧型号的碳粉时，遇到了较大的 www.rechargeasia.com

难度。由于旧型号成像卡盒相对成熟， 各配件厂商的配件产品都是以国内外几 家老牌碳粉厂的碳粉为基础进行匹配开 发，因此科密化学研发的碳粉只能根据 已有比较稳定的配件为基础进行匹配开 发，这样被动的开发有很大的局限性。 科密化学认识到问题的重要性后，下定 决心改变这种状况。 要变被动为主动，首先要有敏锐的 市场信息捕捉能力，其次需要强大的研 发能力作为支撑，最重要的是开发新品 的速度。2008 年初，科密化学在了解 到 HP 公司新推出一款机型 HP 1008 黑 色激光打印机，该款机型与之前的其他 HP 打印机有着明显的不同。 机遇总是青睐有准备的人。科密化 学看到了机会的来临，经过缜密的可行 性研究后，最终决定快速研发该款打印 机碳粉，借此机会扭转之前的被动开发 局面。经过全体研发人员连续 3 个月的 日夜奋战，终于在 08 年 3 月底研发成 功该款碳粉，并迅速推向了市场，成为 国内全球首家推出该款碳粉的厂家。此 外，由于抢占了市场先机及产品的独一 性，科密化学拥有该款产品价格的主导 权，在其他厂家未推出了该款碳粉前， 科密化学的 HP1008 碳粉的单价可以卖 到上百元每公斤。虽然由于之后的市场 推广期的导向偏差及其他厂家相继推出 该款产品，科密化学在该款产品上并为 彻底改变被动开发的局面，但是从此次 历程来看，科密化学更加明确了将速度 做为研发之本。 2009 年，科密化学终于体现了研 发速度带来的转变。这种转变是通过研 发 Brother HL-4040 彩色碳粉实现的。 在经过市场调研及其他渠道得到信息 后，科密化学决定全力迅速研发该款彩 色碳粉，经过半年时间的努力，科密化 学再一次成为全球首次推出该款碳粉的 厂家。同时针对成像卡盒厂家展开市场 推广，与各成像卡盒厂家合作对产品进 行了匹配性的改进，各配件厂家也纷纷 使用科密碳粉对配件进行调整，最终该

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款产品成功的进入各成像卡盒厂家，科 密化学凭借迅速的研发能力真正实现了 一次研发的被动到主动的转变。 以技术为营销手段 产品营销卖的是单一产品，技术营 销卖的是解决问题方案。科密化学成立 之初主要将产品定位于碳粉，客户群体 定位以贸易商、品牌商为主。因此更多 的营销手段是通过广告、促销等基本的 推广方法对产品进行推广。在公司发展 初期，对公司的市场开拓起到了积极的 作用。但是随着市场的发展及公司产品 质量的不断提高、客户群体定位的变化， 一般的营销手段对促进销售起不到太大 的作用，因此科密化学开始调整营销策 略，首先将产品定位为技术解决方案， 通过给客户提供一整套关于成像卡盒的 技术解决方案和个性化的产品来实现碳 粉的销售。 美 国 某 大 型 著 名 耗 材 企 业 S， 自 2006 年开始与科密化学接触以来，科

密化学的碳粉始终不能通过该公司的测 试，但是科密化学与该企业始终在技术 方面保持着紧密的联系。通过不断的改 进， 跟 进 客 户 的 要 求， 科 密 化 学 为 该 客户量身定做了一款专用性碳粉，从 2010 年开始，科密化学正式开始了与 该公司的深层次的合作。 以服务为售后基石 在质量、价格日益同质化的市场， 服务是对产品价值的最大增值。科密化 学从 5 年的发展过程中摸索总结，逐渐 建立起一套具有竞争力的服务模式。长 期以来，国外碳粉厂的质量优势明显， 因此国内成像卡盒厂大多数选择进口碳 粉，采购的选择性比较单一，导致国外 碳粉厂在双方合作中始终处于卖方市场 的位置，对售后服务不太重视。近两年 来，科密化学的碳粉质量逐渐与进口碳 粉的质量差距缩小，加上科密化学及时 的售后技术支持，珠海数十家成像卡盒 厂家（包括国内最大的某知名成像卡盒

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厂）都逐渐使用科密碳粉更换掉日本某 厂家碳粉。2010 年科密在珠海建立了 办事处，将服务响应时间由两个小时缩 短到二十分钟，不断的将技术服务的优 势转变为企业的竞争力。 随着全球耗材再生业向中国转移， 全球墨粉制造业向亚洲乃至中国转移， 中国的耗材产业进入高速发展阶段，向 世界再生耗材制造中心发展，墨粉中国 制造也进入又一个春天。科密化学规划 在 以 后 的 3 到 5 年 时 间 里， 通 过 不 断 提高自身能力，通过不断深入与合作伙 伴的合作，会将研发能力提到世界级 OEM 工厂的水平，生产和销售能力提 高到 5000 吨 / 年。在整个过程中，在 人才方面，会培养一批行业精英级别的 员工和合作伙伴；在合作方面，会壮大 一批深入合作的客户；在行业方面，会 与同行一起创造良好的墨粉行业市场环 境；在产业方面，会引导中国墨粉制造 的产业潮流，与合作伙伴一起来实现再 生墨粉和原料的国产化，市场全球化！

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Can Printer After-Sale Service Save the Market?

打印机售后服务能否救市 “买佳能 LBP2900+ 送‘3 倍放心’ 保修服务，买富士施乐 M105b 送 1 年 免费上门维修服务，买联想打印机送售 后服务⋯⋯”，目前打印机市场关于售 后服务增值的促销活动越来越多。作为 消费者，我们也越来越重视产品售后服 务，以打印机为例，无论是出现任何一 种故障我们都希望能得到最好的技术解 决服务。

最后的救命稻草 打印机售后服务能否救市

另一方面，以往各大厂商的目光往 往聚焦在技术、功能、使用等基于产品 本身的突破，但随着市场竞争日益激烈， 打印机技术创新所带来的领先优势已经 开始弱化。重压之下，一些打印机厂商 发现，只有通过提升服务，才能牵住客 户，于是购机送售后服务的促销手段起 来越多，售后服务成为目前打印机最大 的竞争力。不过，笔者在这里就要提出 疑问，如果产品质量足够好，我们还需 要担心有没有良好的售后服务呢？是什 么造成了售后服务成为打印机市场发展 的救命稻草？各大售后服务厂商的服务 真的到家了吗？

售后服务占投诉问题的 60% 以上

1、免费很少，花费很多 在售后服务方面，几大国外品牌打 印机品牌有自己的服务体系，在具体细 节上很难对全面的进行对比，但是它们 都有一个共同点：免费的很少，花费的 很多。目前几大厂商的打印机标准保修 期限都是复印机，大幅面打印机以外的 产品，一般是由客户送修的。 一般为一年送修，也就是在自产品 购买之日起一年内出现问题，由客户自 己送到授权维修中心，根据免费保修条 件给客户进行保修。“送修”就意味着 你必须在寒风或暴日之下抱着打印机跑 到指定的维修点维修，如果要让厂家的 维修人员上门服务，需要承担工程师现 场维修的差旅费用，差旅费用按照路途 远近计算。如果是保修期外或保修范围 外的维修，那么费用的计算公式就应该 是工时费 × 标准工时 + 备件费，这并 非一般用户可以支付得起。

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咱们再看看国外的月亮，不难发现 佳能越来越重视免费售后维护时间的延 长，最长的时间竟然达到三年，惠普企 业级的产品的免费维修时间也高达三年 等等，通过这些我们也不难发现，厂商 们都越来越重视售后服务，免费的售后 服务的时间也是越来越长。

质量和服务哪个更重要

二、售后服务成救命稻草

一、售后服务到家了吗？ 据 调 查 结 果 所 得， 在 每 年 的 3.15 打印机投诉榜中，售后服务都是稳居榜 首，占总投诉额的 60% 以上，同时关 于打印机售后纠纷的案例也不断上升。 其中投诉的问题包括：服务缺失、推诿 责任、维修质量差、特别是三包承诺界 限含糊不清等等。在维修过程中，关于 “咬文嚼字”以及“强词夺理” 这一幕 幕经常上演，对此消费者苦不堪言。每 一年打印机厂商都说提升服务质量，然 而这提升的真正价值在哪里？

2、国内月亮国外月亮都很圆 在打印机售后服务这一块上，国内 的以联想为例，在它家买的打印机，无 论选用数万元的高端产品，还是低至千 元的普及型打印机产品在保修期内都将 可以享受联想专业的免费上门服务。在 不久之前，联想更推出“360 定制服务”， 这种定制服务对原来的售后服务作出了 完善，服务的对象涉及中小企业用户、 SOHO 用户、家庭用户。

送粉盒还送免费服务 富士施乐新促销

为了“方便”广大消费者，各大打 印机厂商也特意设定延长保修期限，如 “金牌服务”、“心加心服务”⋯⋯但 天下没有免费的午餐，这延长的保修期 限是不免费的，非但不免费，而且费用 的数额不菲。而且更令消费者不快的是， 目前打印机行业并没有统一的相关条例 判定，在收费上都是打印机厂商都是自 己说了算，收费标准不统一，消费者任 人宰割。 www.rechargeasia.com

1、质量和服务哪个更重要？ 售后服务是需要打印机厂商付出更 多的成本支持， 所以更多的厂商选择保 修服务维持在一年，一年之外则需要用 户缴纳延保服务费。在这样的大环境之 下，奔图打印机却提出“两年保修”， 这无疑是给自己增加成本负担。但是奔 图打印机给出的答案是：“我对自己的 产品品质有十足的信心”，也就是说如 果产品质量足够好，那么再长的售后服 务时间也不是负担。 事实也的确如此，产品质量与售后 服务是正反例的，只有产品质量不过关， 售后服务才能显得重要。而作为消

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打印机售后服务能否救市

续

费者，我们使用办公产品的目的仅仅是 为了使用，而不是花精力等售后服务人 员上门维修，如果可以的话宁愿永久不 使用到售后服务。然而，近两年来，打 印机厂商开始越来重视售后服务，好像 售后服务水平提高了，品牌的信誉度就 可以建立起来，这并非说售后服务不重 要，但要分清主次，用户更看重的绝对 是产品的质量问题。

用原装耗材除了能保证最好的打印质量 之外，对打印机本身的损害也是最少的。 但是由于原装耗材价格昂贵，更多 的用户纷纷投向了更便宜的兼容耗材， 而目前市场兼容耗材的种类分为通用墨 盒、灌墨 / 粉以及连供系统，使用通用 墨盒虽然打印效果不及原装耗材，但是 对打印机损害不大。相反，灌墨 / 粉以 及连供系统是需要对打印机内部结构进 行改造，在一定程度上改变了打印机的 性能，因此故障率更高，这也是为何打 印机厂商明确规定“使用非原装耗材一 律不保修”的原因了。

全 文 总 结： 在 商 家 的 利 润 来 源 中， 打 印机销售仅占 10%，而零部件销售占 15%， 耗材销售占 25%，售后服务经营占 50%，所 以在价格战打无可打的情况下，售后服务就 成了最后的救命稻草，这到底是可喜还是可 悲？

覆巢之下岂有完卵

2、覆巢之下岂有完卵 是什么导致了售后服务成为打印机 产品的救命稻草？近几年来，打印机市 场迅速发展，产品发展开始遭到发展瓶 颈，产品同质化现象也越来越严重，市 场进入疲倦状态。为了突破市场，各大 打印机厂商各出奇招，为了吸引眼球， 不断地给打印机添加新功能、新配置， 而打印机外观也花哨。 综观目前市场的打印机，你会发现 外观是一台比一台漂亮，配置是越来越 花哨，功能也越来越多。但是如此漂亮 如此多功能配置正是引发故障率频发的 主要原因，因为在一台机器内同时加入 众多新功能使机器本身集成度过高，故 障出现率自然也增加。 另外，为了争夺更多的市场份额， 各大厂商推出了大量的新产品，同时还 上演一场又一场的“价格战”。覆巢之 下岂有完卵，为了减低成本增加价格战 的力度，“偷工减料”也是在所难免的。 最后，随着市场竞争力度加大，山寨货、 水货、假冒产品层出不穷，这也是给售 后服务一个非常大的压力。 3、耗材直接影响服务 与其它 IT 产品不同的是，打印机除 了机器本身的性能之外，还有一个影响 其使用质量的主要因素——打印耗材。 目前市场上的打印耗材分为原装耗材、 通用耗材以及假冒耗材，一般来说，使

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作为消费者，我们不能改变打印机 市场的发展规则，也无法逃得掉厂商和 商家的种种陷阱，但是我们可以清楚认 识自己的需求，在选购产品时不要急于 买新产品、新技术，因为目前许多的新 技术、新概念都只是厂商的一个噱头， 如视频打印，或者仅限于概念之上，如 云打印，在实际的操作中能发挥多大的 作用还是未知之数。此外，在购买过程 中，要多加心眼，也不能贪小便宜，以 免落于陷阱。认真了解售后服务条款， 最好对打印机故障有一个初步认识，这 样在以后与厂商进行售后服务交涉中也 能知已知彼。

耗材直接影响服务

三、用户自己脱不了干系 在 打 印 机 售 后 服 务 这 一 块 上， 作 为消费者我们不断地抱怨厂商服务不周 到，然而厂商问题只是主因，导致今天 这种局面发展消费者自己也脱不了干 系。首先，对售后服务不明不白。在购 买打印机产品时，许多用户并没有过多 了解关于售后服务的细节，因此给后来 保修过程增加了不少麻烦；其次，许多 消费者热衷新功能新配置，看到光盘打 印想买，看到视频打印也想要⋯⋯，这 些消费观念与厂商哗众取咙不谋而合； 最后，许多消费者贪小便宜，无论是选 购产品还是耗材时都存在贪念，因此掉 入了商家的消费陷阱，打印机故障也因 此而来。

Note: If you hav e any que sti on abo ut the rem anu fac tur ing tec hno log y or if you have other puzzles you need to solve, you may contact Rechar ge Asia Magazine for more help. We als o welcome you to share your experience and remanufactur ing tips.

如果您有任何关于 再生方面的技 术问题 , 您可以联 系 我 们， 获 得 帮助。我们也将非 常高兴的与您 一起分享您关于打 印耗材再生方 面的经验和心得。 Email: news@rechar

geasia.com

售后服务究竟谁说了算？

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Clarifying the Epson and Print-Rite Patent Dispute

详述爱普生与天威专利争议 近日，国家专利局专利复审委公布 世纪 90 年代中期，由美国 EnCad 公司 了精工爱普生对珠海天威的两项实用新 安装用于 Novajet 绘图仪。现代的连续 型专利无效宣告请求的审查决定：部分 供墨系统虽然逐渐完善，但所采用的仍 无效和有效。专利复审委员会的审查只 是当时的构造原理。 是“无效审查制度”流程中的第一步， 尽管这一技术有如此长的历史，但 是行政机关做出的行政决定，审查决定 市场占有量一直不大。2009 年，中国打 尚 未 生 效。 在 今 年 年 初， 爱 普 生 推 出 印耗材市场销售收入达到 76.9 亿元人民 L101 和 L201 两 款 打 印 产 品， 其 最 大 币，而 CISS 产品总销售数额仅为 2 亿 的特点就是采用外挂大墨仓，这种类似 人民币；具体到珠海天威的连供产品， 连供装置的增设无疑将打印成本大大降 其年销售量仅为 360 万元 , 仅占耗材行 低。 然而不久之后，爱普生对天威提起 业的不足 0.047%。从市场数据来看， 关于“连续供墨系统的连接装置”专利 涉案产品对行业格局的影响微乎其微。 无效申请。最终中国国家知识产权局专 从 技 术 上 来 看， 珠 海 天 威 申 请 的 利复审委员会判定天威申请的相关专利 两项实用新型专利，也并非 CISS 的核 全部有效，6 项保护条款中 4 款有效。 心技术。一项是防漏注墨嘴和注墨瓶， 据悉，针对专利复审委作出的审查 另一项是连接装置——即将输墨管道固 决定，爱普生将在法定期限内向北京市 定在打印机机壳上的卡扣，都仅是对 第一中级人民法院提起行政诉讼。这意 CISS 产品配件的改造，并没有实质性 味着，虽然专利复审委已给出审查结果， 的创新和突破。中国打印耗材行业有近 但并非最终结论。 4000 件自主专利，这样的小发明、小 对此，前北京高级人民法院知识产 创造，显然无法体现中国耗材行业的技 权庭副庭长程永顺表示 ： “国家专利复审 术实力，更无法担当中国打印耗材发展 委的审查结果不是最终定论，珠海天威 史上的里程碑事件。何况，专利独属企 的专利权是否有效存在很大变数，要看 业 , 这完全是爱普生与天威之间的个体 司法审查的结果。而且，不能根据专利 事件 , 与行业利益无关。 复审委员会做出的尚未生效的专利无效 专利不是理所当然的壁垒和禁脔， 审查结果，就认定他人专利侵权，这是 专利必须经受技术进步的公平考验，申 明显的概念混淆， 属于法律常识性错误。 ” 请专利无效是催生含金量更高的优质专 爱普生在给媒体的书面回应明确指 利的必经途径。在全球化竞争热潮中， 出：“公司尊重其他公司的知识产权。 无论是运用知识产权法律手段维护企业 在新产品上市前，为防止相关问题的发 合法利益，还是通过申请专利无效，突 生，会进行事前调查。这次新产品在上 破技术设计改进的障碍，为将来产品改 市之前也对其他公司的知识产权进行了 进创造法律条件，都是非常普遍的商业 缜密的调查，在判断完全没有问题的基 竞争策略。动辄将竞争中的常规手段冠 础上进行了市场投放。另外，也得到了 以“角色大逆转”的名头，上升到“自 相关官方认证机构的确认，确认没有侵 主创新标杆、行业里程碑”的高度，不 犯其他公司的知识产权。” 免有误导公众，哗众取宠之嫌。 我国《专利法》明确保护三种专利： 知识产权体现了企业的创新能力， 发明专利、实用新型专利和外观设计专 也决定了企业未来的核心竞争力。实用 利。其中，实用新型专利仅需要通过初 新型专利及相关制度在现阶段我国经济 步审查就可以授权，也因此导致了重复 发展中发挥了独特的作用，但想要依靠 授权、专利权利稳定性差等问题。 此次 实用新型专利实现“技术实力的逆转” 存在争议的珠海天威“连续供墨系统的 和“专利角色的转换”，显然是不可能 连接装置”即属于“实用新型专利”。 的。作为国家知识产权战略的实施主体， 事实上，连续供墨系统（CISS）也 中国企业必须更加清楚地认识到：提升 是舶来品。第一套 CISS 产品出现在上 “发明专利”的拥有量并将其转化为“核

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心技术”，才是企业自主创新的方向。 所幸的是，十二五规划将“发明专 利”的拥有量作为衡量中国自主创新能 力的重要指标：做重质量的专利强国而 不是只重数量的专利大国，这一发展方 向的明晰，对于实施国家知识产权战略、 加快转变经济发展方式和建设创新型国 家意义深远。 天威第 201020301198.4 号名称为 “防漏注墨嘴和注墨瓶”的实用新型专 利：请求保护的就是如图所示的注墨瓶 以及装在该瓶子上部的注墨嘴（即标号 为 5 的部件）。

现有技术中早已存在注墨瓶这种产 品，注墨嘴通常为圆柱形或者近似锥形， 天威专利是将其中的注墨嘴，换成像自 行车和缝纫机所用的润滑油壶的壶嘴那 样的形状。 天威第 200520131946.8 号名称为 “连续供墨系统的连接装置”的实用新 型专利：即压块 14、15，用于将输墨 管道固定在打印机机壳上的卡扣。

现有技术中的连接装置是一体式结 构，末端有一个过管孔，输墨管从孔中 穿过。天威的专利则是将其拆分为两个 可以相互卡合的部件，使用时将两个部 件卡合为一体式的孔状结构。

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Building a Consumables Industry Chain Should be Carried Out in Accordance with Patent Law

构建耗材产业链应在遵守专利法的框架内进行 由中国文化办公行业协会耗材专委会付理事长王肖平发 起的《构建复印耗材产业链》的研讨会于十月十二日在珠海 华业大厦召开，会上邀请了国内行业中的部分学者，企业家 做了个抒已见发言，中国仪器仪表学会复印科学与工程学会 的理事长刘树果先生作了“关于耗材产业健康发展需要解决 的几个问题的建议”的演讲，他认为激光打印机与数码光电 复印机所用耗材，实际没有本质上的差别，在低速机上，都 是使用一次性成像卡盒来完成打印或复印过程的。显像墨粉 或成像感光鼓即使品质上有缺欠，在卡盒使用寿命期限内， 也不会影响印品的品质。但对用于中高速复印机耗材的要求 要高一些，主要是要求墨粉的均一性要好，在显影过程中， 起始态与墨粉消耗过程中的运行态保持一致，连续加注墨粉 也不会出现图像品质下降，对感光鼓与刮板的耐磨性要求也 高。 刘先生认为，目前，我国已建立了除激光扫描器外所有 激光打印机器材与耗材产业链，其实这个产业链完全可以担 当起与数码复印机配套的任务，只要能开发出用于中高速打 印机的器材与耗材，也就能生产出符合数码复印机所需要的 器材与耗材。 因此，不必重建专门服务于数码复印机用耗材的配套产 业链，在现已形成的光电成像器材产业链的基础上，通过开 发新品种就能达到即服务于打印机又服务于复印机的目的。 刘树果先生认为，在耗材行业流行“通行耗材”的说法， 概念比较模糊，以墨粉为例，要求厂家生产出万能的通用墨粉， 不论用在什么机器上都完美无缺，是不可能的。 而这要求无形中误导了厂家开发新产品的思路，追求墨 粉通用，尤如追求发明永动机一样不会有好结果。激光打印 机与数码复印机是有个性的，不同速度的打印机或复印机所 用的墨粉组成是有区别的，用于低速机的墨粉用在高速机上 容易出现图像普罗度现象和出现由于冷阻断现像而产生定影 不牢；用于高速机上的墨粉用在低速机会出现图像色度不够， 同样会出现由热阻断而产生的粘热辊现像，图像密度也较低。 鼓吹“通用耗材”实际是降低了产品的品质标准，它使生产 者丧失追求产品向高精发展的动力，使消费者失去欣赏高品 质印品的机会。 刘树果先生还发表了知识产权对影响构建耗材产业链发 展的独特见解。前几年，耗材产业刚起步时，诸多企业同样 走了模仿国外专利产品开发相应产品的捷径，也曾挣得了发 展自己的基础的资金条件。近年来，我们己听说了国外大企 业起诉我们耗材行业内“老大” 侵犯他们专利权的案子。为 了应对原装耗材的专利壁垒，我们国内很多企业也纷纷申请 了多项专利，其目的在于对付当遭遇原创专利权人起诉时， 可以说我有专利，把专利当做“挡箭牌”。我们很少看到国 人是有商业价值的原创专利技术的发明者或设计者。 刘树果先生认为，到目前为止，我们制造行业还是停留 在模仿制作人家专利产品的水平上，多数企业没有自己的设 98

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计技术，行业内也无公认的光电影像器材的设计大师。偶尔 冒出个能挣钱的原创性专利技术，刚一公开，只要能多赚钱 就有人闻风照做，还理直气壮地说是自己开发的，他的意思是： “我没有派卧底到你工厂偷技术” ，这些企业家根本就不去 看《专利法》，根本不知道什么叫侵权，如此的意识能把企 业引向正确发展道路上去吗 ! 刘树果先生还以自己发明的专利技术被侵权的例子作了 具体说明，刘先生十年前开始研发废弃墨粉再生利用技术， 还得到广东省人民政府的资助，有二项发明专利已获授权， 最近发现在华北、华中、华南有近七八家企业没有得到专利 权人授权，就生产了由刘先生发明的专利权属于湛江惠能墨 业有限公司和东莞惠能办公耗材有限公司的专利产品。刘先 生说，有的老板是行业内名气很大的企业家，他们不是没有钱， 就是舍不得向自认为比自己身价小的专利权人付专利使用费。 国内有的企业向外国付专利使用费很大方，出手就数千万， 可是有的企业用自己同胞的专利技术，一分钱都不愿出，却 落得不光彩的“偷”字，太不值得了。当然可能有的是对专 利法无知，也有的是盗性难移。 刘先生在会上表示，愿意与生产再生墨粉的企业合作， 也希望己侵权的企业主动与东莞惠能办公耗材有限公司联糸， 光明正大的使用他们的发明的专利，但必须得到权利人的许 可，与权利人签定合同，明确双方的权益。刘先生还希望国 内从事废墨粉再生利用的企业联合起来，在我国专利法的框 架内，把国人的领先于全球的废弃黑粉再生专利技术发扬光 大，为我国和全球防止废墨粉污染环境与资源再利用做出贡 献。

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DECEMBER 2011 • 99

OEM UPDATE / OEM 聚焦 RECHARGEasia

Canon Releases Variety of Color Laser Printers in Beijing

佳能在北京发布多款彩色激光打印机 日 前， 佳 能（ 中 国 ） 有 限 公 司 发 布 了 3 款 全 新 A4 幅 面 彩 色 激 光 打 印 机 LBP7660Cdn/7010C/7018C。 LBP7660Cdn 支持双面打印，彩色、黑 白输出均可达到 20 页 / 分钟，标配更 受专业用户青睐的 PCL 以及可选购的 Adobe PostScript Level 3 打 印 语 言， 内置千兆以太网卡，休眠模式下仅 1W 待 机 功 耗。 佳 能 LBP7660Cdn 能 同 时 满足用户在打印质量、速度、网络、环 保性能等多方面的高要求，既适合行业 用户，也能应用于中小企业工作组或 SOHO 办公环境之中。而已经上市的彩 色 激 光 打 印 机 LBP7010C/7018C 拥 有 紧凑机身、更经济的打印成本以及可以 媲美高端产品的彩色打印质量，成为入 门级彩激市场上的有力竞争者。

佳能 LBP7660Cdn 助用户建立高性能打印环境

务用户来说极为重要，而佳能对于实现 彩色激光打印质量提升所付出的努力也 始终没有停止过。为了满足专业用户更 高的输出要求，佳能 LBP7660Cdn 加入 了 对 PCL5c&6 以 及 Adobe PostScript level 3 语言的支持，对于更多特殊文档 也可以实现一流的彩色输出效果。同时， LBP7660Cdn 的四色碳粉均采用了佳能 独有的 S 墨粉，该类型墨粉颗粒中包裹 着蜡滴微粒，起到定影油的作用，从而 实现无油定影，提升彩色打印质量，同 时可以在透明胶片上进行图像复制，满 足多样化的现代商务需求。另外，这种 近似球形的碳粉颗粒相比传统不规则形 状的碳粉颗粒，在实现更高彩色打印质 量的同时，可以实现碳粉的消耗量降至 最低。 如何为用户带来更舒适、快捷的操 控体验始终是佳能在产品研发过程中所 坚 持 的 首 要 原 则。 全 新 LBP7660Cdn 为我们展现出全新一面。首先，这款产 品的外观采用了视觉效果强烈的黑白双 色搭配，人们眼中打印机单色设计的单 调与乏味一扫而光，特别是拥有 5 行中 文显示的 LCD 显示屏，可呈现滚动动 画界面。 佳 能 LBP7010C/7018C 轻 松 实 现 高 质 量经济彩打

LBP7660Cdn 彩色激光打印机

全新登场的佳能彩色激光打印机 LBP7660Cdn 拥 有 令 人 称 赞 的 工 作 效 率。其首页输出时间仅为 16 秒，而在 待机状态下重新启动并完成文档输出的 时间更只需 8 秒钟。彩色和黑白打印均 可达到 20 页 / 分钟的高速打印能力，大 大缩减了用户输出海量文档的时间，而 标准 250 页、最大 550 页的供纸能力也 足以满足桌面型商务办公的日常需要。 打印质量对于有彩色输出需求的商 100

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佳能 LBP7010C/7018C 刚刚上市， 就凭借小巧体积、值得信赖的打印质量 以及更经济的打印成本而大受欢迎。 LBP7010C/7018C 分 别 采 用 白 色 和 黑 色机身，拥有的 400mm × 398mm × 223mm 三维尺寸甚至可以媲美当前的 入门级黑白激光打印机。两款产品的彩 色和黑白文档标称打印速度分别为 4 页

佳能 LBP7010C

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/ 分钟和 16 页 / 分钟，这样的速度匹配 方式既满足了用户的彩色打印需求，也 保证了日常办公更多选择的黑白文档打 印的工作效率。

佳能 LBP7018C

佳 能 LBP7010C/7018C 加 入 了 以往只用于高端彩色激光打印机上的 佳 能 高 级 平 滑 技 术 AST（Advanced Smoothing Technology）， 可 以 消 除文字和图像边缘的锯齿，大幅度提 升了彩色激光打印机在文本打印及图 像打印两方面的处理能力。佳能还为 LBP7010C/7018C 设计了全新鼓粉分离 设计耗材，感光鼓型号为 CRG029，寿 命为 7000 页。CRG329 系列黑色墨粉 盒与彩色墨粉盒的标准打印容量分别为 1200 页和 1000 页。四色碳粉均采用了 佳能独有的 S 墨粉，打印质量得以有力 保障。 优 异 的 节 能 表 现 也 是 佳 能 LBP7010C/7018C 带 给 用 户 的 一 大 惊 喜，这不仅体现在首页输出时间上，即 使在用户停止打印后，10 秒钟即可进 入待机状态，大大降低了设备在工作状 态下的耗电量。此外，与 LBP7660Cdn 一样，LBP7010C/7018C 在休眠状态下 耗电量仅为 1.1W，表现同样优于市场 上同级别的彩色激光打印机。 2011 年 是 佳 能 发 力 彩 色 激 光 打 印市场重要的一年，从满足专业用户 需 求 的 LBP7660Cdn 到 能 够 帮 助 更 多中小企业实现彩色激光打印愿望的 LBP7010C/7018C，佳能不断努力为不 同需求的商务用户提供最佳的彩色激光 打印解决之道，成为您企业发展过程中 贴心且值得信赖的专业办公伙伴。

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DECEMBER 2011 • 101

OEM UPDATE / OEM 聚焦 RECHARGEasia

Fuji Xerox's First Continuous Color Feed Inkjet Printing Systems Released

富士施乐首款彩色连续纸喷墨打印系统问世 日 前， 全 球 领 先 的 文 件 管 理 专 家——富士施乐在第四届中国国际全 印展上宣布推出其首款彩色喷墨连续 纸打印系统 2800。新品是同级别产品 中输出速度最快、输出品质最好和最 小巧的彩色喷墨连续纸打印系统。同 时推出的还有生产型彩色数码打印机 DocuColor8080。 市场普通双面连续纸打印系统一 般需要连接两台打印机，而富士施乐 2800 彩色喷墨连续纸打印系统采用单 机双面打印技术，在性能和速度上均实 现了突破性的飞跃。富士施乐研发的高 速 RIP 控制器，可令设备在打印的同时 进行 RIP 处理，从而确保极高的输出速 度和图像质量。2800 具有世界同级别 产品中最快的每分钟 200 米的彩色打印

速度相当 2624 页 A4，其彩色打印分辨 率为 600×600dpi。通过富士施乐的独 有技术，该系统可消除输出图片时可能 出现的条纹或斑点，使色彩更为鲜明， 文字和数字更加清晰。 2800 彩色连续纸喷墨打印系统还 配备了优秀的色彩管理工具和色彩特征 文件，在确保色彩输出稳定性的同时， 减少了调节分辨率的时间，从而提高操 作效率。此外，新品的操作面板为彩色 触摸屏，可更直观的查看设备的运行状 况、作业状况和 RIP 处理情况。 富士施乐同时推出的全新生产型 彩色数码打印机 DocuColor 8080 具有 出 众、 持 久 稳 定 的 色 彩， 可 媲 美 胶 印 品质的输出效果和高生产力等特点。 DocuColor8080 采 用 富 士 施 乐 研 发 的

VCSEL 半导体激光技术，可实现每分 钟 80 页的打印速度和 2400×2400dip 的彩色打印分辨率。这套系统配备了 ACQS( 自动色彩质量套件 )，可通过内 置的激光光度仪实现自动校准和纠正， 提升色彩的精准性和稳定性以保持完美 的成像质量。此外，新品采用富士施乐 “低光泽” 墨粉可实现胶印的哑光效果。 作为数码印刷领域的领导者，富士 施乐始终致力于推动数码印刷的蓬勃发 展，并不断推出业界领先的创新技术和 产品，以帮助客户开拓数码印刷新业务、 寻求新发展。此次富士施乐推出的两款 业界领先的数码印刷新品不仅能为客户 带来前所未有的高生产力体验，更能助 力企业拓展数码印刷新应用、开辟新商 机。

Ricoh (China) Launches Production Digital Color Printer

理光（中国）推出彩色生产型数码打印机 近日，理光（中国）推出了 RICOH Pro C901 彩色生产型数码打印机，并 在中国大陆隆重上市。 RICOH Pro C901 是首款彩色机型， 打印速度为 90 页 / 分钟，画面解像度为 1200dpi×1200dpi，60~300g/m2 纸重 与 A5 纸 330.2×487.7mm 尺寸的纸张 适应性，配上各种 EFI 打印解决方案， 可满足商务用户按需印刷。

理光新机 RICOH Pro C901 彩色生产型数码 打印机

理光 RICOH Pro C901 彩色生产型数码打印 机

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RICOH Pro C901 彩色生产型数码 打印机，定位服务于商务按需印刷的专 业打印设备，采用理光独创的聚合技术 开发的新型无油 PxP 碳粉，可将像素细 节真实还原。此外，该机还配有无缝式 转印带、高等级的长寿命感光鼓、图像 浓度控制器、转印带歪斜和速度控制单 元，打印品质得到了明显提升。 进出纸方面，RICOH Pro C901 运 用空气动力辅助送纸系统、纸张卷曲消 除单元、多重进纸检测单元与高精度对 位调整单 元， 配 合 各类纸张 进 行 调 节， 以及最多 11000 张 送 纸 量， 保证了纸 路 通 畅。 除 此 之 外， 各种 EFI 解 决方案在 RICOH Pro C901 上 发 www.rechargeasia.com

挥着重要作用。将操作设定延伸到细节， 例如可变数据打印、拼版和编辑功能、 色彩管理器等作业优化方案，满足了用 户多样打印的需求。 作 为 生 产 型 打 印 机 的 主 力 机 型， RICOH Pro C901 体现了理光商务办公 技术实力。

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DECEMBER 2011 • 103

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The Importance of Maintaining Good Head Control System

保持良好的喷头控制系统的重要性 喷头喷孔状态是决定打印质量的重 要因素之一，当喷头喷孔工作时出现堵 塞、斜喷、虚喷现象时，直接造成打印 质量下降，甚至无法达到交货要求，最 终只能通过更换喷头的方式来获得好的 打印质量，增加了企业的生产成本。 如何解决喷头工作状态劣化，延长 喷头寿命的问题，以提高产品优等率， 降低生产成本是陶瓷喷墨技术应用的难 题。 喷头控制电路与喷头供墨决定设备稳定 性 首先我们来认识一下喷头的结构和 原理：喷头本身由驱动电路部分，墨水 流路部分，以及喷嘴板等几大部分组成， 其中最直接影响喷头工作状态的是喷嘴 板，其又由压电陶瓷，墨水管道，以及 喷嘴膜等几部分组成。 驱动电路部分主要功能是将打印的 数据信号转到每个压电陶瓷上，并驱动 其按需工作，驱动电路是影响喷头的工 作状态的上层因素，它的影响往往会造 成压电陶瓷全部或是部分不工作，导致 不出墨或是出墨不完全，比较常见的是 喷头烧毁。文章出自陶城网 墨水流路部分主要功能是精准地按 需为墨水管道补给墨水，它的影响则会 造成喷嘴上的墨水管道供墨不稳定，出 现的情况则是断墨或是连续喷印的不稳 定。 从上述 2 点可以看出，如何保证喷 头的稳定工作，喷头控制电路以及喷头 的供墨是最基础的保证，从而决定着设 备工作的稳定性。有一个稳定的喷头控 制系统以及墨水供应系统是确保喷头正 常工作的基本条件。

温度电压控制原理

喷头喷嘴板墨水管道剖面图

喷头喷嘴板喷孔正视图

其次是墨水与喷头的配合，以及合 适的墨水系统。喷墨技术简单理解就是 喷印与墨水的结合，除了有成熟的喷印 控制技术外，墨水的选用也是重要的。 墨水能够被喷头连续稳定的喷射出，墨 水本身的粘度，表面张力，流动性等指 标必须适应喷头，另外墨水与喷头墨路 材质的兼容也是非常重要的。 完善的防沉降措施，由于陶瓷墨水 有别于普通墨水，有着其独有的墨水特 性，喷头内部的结构必须对其特性做特 殊处理，确保喷头内部无死角，不会出 现墨水在喷头内部沉降的现象，正确的 方式应是从供墨系统到喷头墨水流路部 分必须具备防沉降措施，否则喷头极易 因为墨水内的无机颜料造成堵塞。 环境温度与清洗方式均影响喷头寿命

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环 境 温 度 对 打 印 的 影 响。 陶 瓷 墨

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水的粘度指标会随着环境温度的改变而 变化，粘度高低的不同对应的喷头工作 电压也相应的发生变化，否则会引起喷 孔喷射不稳定，容易出现断线，断墨的 现象。在温度高时墨水粘度降低，此时 应适当降低喷头工作电压，否则很容易 在墨水管道内部形面气泡，造成喷孔无 墨水喷射出，造成画面的白线，反之， 在温度低时，墨水粘度会升高，不调整 喷头工作电压，则会造成墨水在墨水管 道内部的淤积，短时间可能看到的是虚 喷，时间长后极容易造成喷孔不可逆的 损伤，严重可能造成喷孔堵塞。喷头从 一开始工作，喷嘴板的温度相对较低， 但是随着压电陶瓷的连续工作，喷嘴板 内的温度会逐渐升高，随着不断有墨水 喷出，会有部分热量被带出，最后喷头 的工作温度会恒定在一固定范围处，如 果从喷头一开始工作到温度恒定阶段， 此时需要根据喷嘴板或是墨水温度调节 喷头电压，以保证喷头的正常工作，否 则会出现喷头工作不稳定的现象。 对不打印喷头的处理，在实际打印 过程当中，经常出现画面度宽小于喷头 设计宽度，那么喷头多出来的部分不会 喷墨，如果墨喷则会造成传送带有大量 的墨水残留，如果清理不干净会降低皮 带使用寿命。另外因为喷嘴与皮带的间 隔，喷出来的小墨滴会随气流到处飘散， 飞落到喷头周围，甚至喷头上的控制电 路部分，影响电路部分的正常工作，被 工作人员吸入也是很大的危害。为此必 然让多余的喷头不工作，如果多余的喷 头不工作，那么喷头喷嘴管道内的墨水 以及喷嘴表面的墨水必然会因为挥发而 造成墨水在喷嘴管道和喷嘴表面干燥， 而形成喷头的堵塞，正常应当是定时对 喷头进行清洁，让喷嘴管道内的墨水处 于流动状态。 清洗方式对喷头的影响 正常喷墨时，被喷射出的墨滴均会 带有卫星点，卫星点会附着在喷嘴表面， 随着打印时间的延长，卫星点会增多， 从而在喷嘴膜表面形成墨珠。如果喷嘴 板喷孔附近有损伤，不利于墨珠的扩散，

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则会堆积在喷孔周围，造成喷孔暂时性 堵塞，无墨水喷出 ; 如不及时清洁，或 是清洁不彻底，则有可能造成墨水在嘴 表面风干，加快喷头喷孔的堵塞。另外 因为清洁喷嘴时，清洗方式不正确，或 是清洁材料的不正确选用，则有可能造 成喷嘴膜的划伤，严重可能划伤喷孔，

有如于水龙头出水，如果水龙头出水口 被破坏，那么出来的水流并不是直直流 下，而是偏向流出。喷孔喷墨水的道理 也是一样，喷孔一旦被破坏，那么将直 接造成喷头不可逆的损坏，喷孔被破坏 后，喷孔周围的更容易堆积墨水，堵塞 喷孔，缩短喷头的使用寿命，另外因此

还会造成斜喷，降低画面打印质量。 从陶瓷业界的应用来看，喷头厂商 必须具有针对性的开发，才能更好的适 应行业应用，设备厂商也须具有丰富的 喷头经验，保证喷头与墨水的配合应用， 专业的厂商才能提供完整的喷头维护方 案，延长喷头使用寿命。

Compatible Consumables Troubleshooting Guide

兼容耗材故障处理指南 因为原装耗材成本较高，为了达到 省钱，目前有 80% 以上的企业单位以 及个人用户都是使用兼容耗材，或灌墨 / 灌粉，或改装连供，或者直接使用兼 容墨盒 / 硒鼓，虽然关于兼容耗材的危 言耸听有不少，但是低成本面前，用户 还是趋之若鸠。事实上，如果略有一些 动手能力，还是能够将兼容耗材使用得 很好，虽然使用兼容耗材出现的故障会 较原装多一些，但只要你具备解决故障 的能力，那么还怕使用兼容耗材吗？ 一、激光打印机篇 （一）灌粉 1、出现黑点或黑线，问题在鼓芯

灌粉

灌 粉 之 后， 如 果 出 现 很 多 有 规 律 的黑点或者黑线，一般情况下就是鼓芯 脏了或遭到磨损，鼓芯脏了比较容易处 理，可以把鼓芯顺着打印走向旋转，边 转变用脱脂棉做清洁，清洁后打印即可 恢复正常。另一种情况是，如在换粉时 将鼓芯放在地上，或者碰到螺丝刀之类 的硬物，鼓芯就会磨损。因为鼓芯是用 感光材料做成的，所以修复方法是用一 种感光鼓抛光清洁剂反复涂擦感光鼓表 面 3-4 次，注意不要让感光鼓表面留有 清洁剂，然后装回鼓架即可使用。 当然，如果鼓芯磨损太厉害，那么 就必然更换鼓芯。鼓芯价格不贵，百元 左右，一般可能加三到五次粉，但前提 是注意型号和质量，不要随便代用。如 果更换新的鼓芯还是出现同样的情况， 那么刮板和充电棍是否有损坏。 2、字体变淡或者出现白线，问题 在磁棍 灌粉后，如果出现字体打印偏淡或 者有部分字中间不清楚出现白线，那么

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打印机磁鼓

首先检查的是磁棍上的粉。常见的情况 是你新灌的碳粉品牌与原来使用的品牌 不一样，两种不同品牌的碳粉互相影响 就会出现字体变淡的情况。解决方法是， 将磁棍上原来的余粉清洁干净，然后再 灌粉。需要注意的是在拆下鼓芯的时间 要注意保护鼓芯，因为鼓芯不能见强光， 包括阳光照射和刺眼灯光，最后是放在 黑色的袋子里进行清洁。 切记，不要认为“一粉走天下”， 因为现有打印机碳粉组成成分为单组粉 （即成分只包括一种原料—碳粉）和双 组粉（即碳粉 + 载体），比方说爱普生

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用非磁性的碳粉，而惠普就用含有三氧 化二铁成分的墨粉，二者根本不能互换。 3、纸张背面有明显发黑，清理废 粉仓

打印机感光鼓芯

灌墨

1、喷头堵塞，最方便省钱的解决 办法 废粉仓的清理（1）

打印机硒鼓

废粉仓的清理（2）

废粉仓的清理（3）

灌粉后，打印纸张背面的明显发黑， 直接原因是软刮板下的废粉仓已经装满 了废粉，且已有废粉溢出。正常情况下， 每次打印时只有 5~20% 的墨粉转印到 了纸上，显影辊上对应于纸上空白部分 的墨粉被软刮板当作废粉收集到废粉仓 内，当废粉仓装不下了就会外溢污染纸 张。清除废粉并不难，不同品牌的硒鼓 废粉仓设计略有不同，需要用户动手装 拆，目前网上有很多关于废粉仓清理的 详细步骤，用户可用参考。需要注意的 废粉不能物质循环使用，因为废粉也是 与磁棍、鼓芯等发生反应，失去了应有 效果。 （二）换鼓 1、旧鼓起死回生

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灌粉对硒鼓的伤害是最大的，灌粉 的次数越多，硒鼓的打印质量也就越来 越差，一般当灌碳粉次数超过 3 次，就 会出现一些有规律的黑点，而且这个问 题还会随着打印的次数增多而越来越严 重，当打印字迹模糊或者打印出一条黑 痕时，硒鼓就报废了，许多人选择的更 换新硒鼓。事实上，这个废硒还是可用 的，只是需要你动手修复，而修复的主 要工作就是更换感光鼓以及重新灌粉。 在更换感光鼓的过程中，废粉必须要清 理干净。需要注意的是，新买的感光鼓 有一条黑色防曝光封条，在安装前切勿 撕去，以防止曝光，待安装好后检查无 误才可撕去。 二、喷墨打印机篇 （一）灌墨 在谈论灌墨后出现的故障之前，我 们有必要了解一下三大品牌打印机对于 填充墨水的兼容性，爱普生原装墨盒是 采用特殊结构设计以及安装了独特的墨 盒芯片，所以填充墨水更为麻烦。相反， 惠普和佳能低端喷墨打印机更容易进行 灌墨，不过佳能比惠普有优势的是墨盒 体积较大，除了能装更多的墨水，更可 以减少墨水填充的难度，特别是减少墨 水渗漏的现象。以效果来看，惠普和佳 能填充墨水黑色会比彩色效果更好。

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自制清洗墨盒（1）

自制清洗墨盒（2）

由于填充墨水没有原装墨水的纯 度，杂质比较多，因此喷头堵塞是灌墨 后最常出现的一种情况。目前，大多数 喷友对于解决打印机喷头堵塞的方法主 要有两种：一是使用驱动程序中的“清 洗”功能，利用墨水冲洗喷嘴。虽然这 种方法方便快捷，但是会造成大量墨水 浪费。二是把墨盒拆下来，利用清洗器 进行清洗或者自己动手清洗。

喷头清洗器

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这种方法虽然不用浪费墨水，但是 使用起来较麻烦，技术不成熟者会容易 将电路板弄湿，而且还要另购清洗器。 最简单省钱的方法是自制一个清洗墨 盒：首先找几个墨水用完的墨盒，把它 撬开，取出里面的海绵，找一块相近大 小的海绵（用原来的也行，不过要清洗 干净），把它和空墨盒一起放到清水中 清洗。海绵清洗完后，让它吸足纯净水， 装回空墨盒。然后，把打印机上现有的 墨盒取下，装上做好的清洗墨盒，用打 印机的清洗喷嘴功能，多次清洗打印头。 也可用打印一幅各种颜色都有的图片， 打到看不出任何颜色的时候，喷嘴就清 洗好了。 2、喷头进气，容易导致文字断线 除了喷头堵寒，灌墨另一个常见故 障是，但凡一取下墨盒后喷头就容易进 气，或者是加墨过急造成在墨盒出墨口 内有空气未能排除，从而造成打印中有 可能出现断线。对于这种喷头进气处理， 不同品牌的打印机有不同的解决方法。 首先是爱普生的喷墨打印机，可取下墨 盒，用手指弹打或磕打，然后将出墨口 向下放置几分钟后再放回打印机，进行 喷嘴清洗，时间间隔要长一些，让墨水 有一个自然沉降的过程。 不同于爱普生“头水分离”设计， 惠普和佳能打印机的墨盒带有喷头，所 以在处理“断线”时也有所不同，这时 找块干净玻璃，在上面滴少许清水，将 墨盒喷头浸在玻璃上的水中数小时，再 用面巾纸轻轻擦拭喷头，能顺畅渗出墨 水即可。若仅有少许墨水渗出，可从通 气孔向墨盒里打气，使墨水从喷嘴顺畅 流出即可。 （二）连供系统 最后是改装连供系统，从众多用户 的长期实践证明，虽然惠普和佳能也可

改装连供系统

能改用连供系统，但是爱普生喷墨打印 机改用连供系统以后，相比佳能和惠普 来说使用中的稳定性更高，而且爱普生 打印机的连供系统安装要简单很多，而 惠普和佳能的连供系统安装需要较强的 动手能力。 1、废墨处理 对 于 打 印 机 改 装 连 供 系 统 之 后， 最大的问题就是大量的打印量所产生的 废墨。一般来说，打印机日常打印所产 生的废墨会流到废墨垫，当废墨垫报警 满时就需要清理废墨垫，第一种处理是 是用清零软件对此打印机主板进行清零 复位，以此消除打印机的设定；最佳的 处理方法是清洁或者换掉废墨仓中的海 棉，因为只是简单的清零容易导致废墨 遗漏烧毁打印机，当然最省钱的方法是 将废墨外接。如果出现打印机不能识别 黑色墨盒，最大可能就是打印机的废墨 仓满了。

废墨管位置

废墨外接

废墨外接很简单：第一步，准备一 个盛装废墨的瓶子；第二步，准备一段 管线，就是连供的供墨管线或一次性输 液管也行；第三步，拆开打印机外壳， 一般都能看见废墨管，不同的机型，废 墨管和废墨垫的位置不尽相同。爱普生 R 系列在后面有专门的废墨管引出盖板， 很方便就能做到废墨外引；第四步，从 废墨垫内拉出废墨管，将准备的管线插 入废墨管，尽可能插入的深一些，以防

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脱落，或者滴一点 502 胶水在接口处。 接废墨管在机内要留有一定的多余长 度，也不能把废墨管拉直了，这样水泵 停止泵墨时，回流的废墨只是停留在废 墨管内，低于水泵的高度。

外接废墨注意事项

第五步，从打印机外壳通气孔中穿 出胶管，在瓶子的塑料盖上钻个孔，略 大于管线，避免产生气阻，最好再套上 一小段大一些的硅胶管，防止废墨管自 行滑出；第六步，盖上废墨瓶盖子，可 以用透明胶带粘贴在打印机上，也可以 用这种补鞋的软性胶水粘上，废墨快满 时，用针筒抽出即可。需要注意的是， 废墨管外接出来的插孔位置一般有个要 求，那就是不高于喷嘴高度。同时，也 要注意废墨管弯曲的最高点也要不高于 喷嘴高度过多。 2、墨管空气处理 输墨管线出现了整段的空气是使用 连供系统中最常见的故障，这样导致的 结果是打印不正常。一般来说，连续供 墨系统所连接的打印墨盒上部有一小段 空气始终存在，这是为了避免虹吸原理 导致的墨水自流现象，所以输墨管线中 有些小的空气泡，或者因为墨盒上部的 空气层会随着室内气温的变化而膨胀或 收缩，在打印墨盒接口处的输墨管线出 现小段（不超过 150 毫米）空气段，也 是正常范围，但如果整条输墨管线出现 空气段，这就是墨盒漏气或注墨弯头接

字车

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续

口处不密封所导致的了。 解决方法是检查注墨弯头与打印墨 盒接口处的密封情况，可以把注墨弯头 拆下来检查一下，再重新插上就好。如 果是每条的输墨管线都充满了空气段， 请检查打印墨盒是否漏气并更换墨盒。 3、低速打印处理

字车皮带

将 打 印 机 改 装 连 供 系 统， 这 种 改 装不可避免会对打印机内部零件增加负 担，其中字车受到的负担最重。在超过

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打印机负载的情况下，字车会行动缓慢， 从而造成低速打印。此外，负载过重还 会导致打印机皮带的加速老化以及增加 字车与连杆的摩擦力，这些都会导致打 印速度变慢。严重情况下还会导致字车 无法复位，继而无法使用。 解 决 方 法 是： 第 一， 给 连 杆 抹 上 润滑油，使用时间比较久了，机器里 面的字车与连杆的摩擦力变大，阻力 增大导致电动马达运行缓慢，这时对 连杆进行润滑可以解决故障；第二， 清理或更换字车皮带，与马达相连的 带动齿轮摩擦力变大会加速打印机的 皮带老化，可以对皮带进行清理并润 滑可以降低皮带老化，如皮带老化严 重 就 必 须 更 换。 第 三， 更 换 马 达。 连 续供墨系统的胶管与打印机的壁发生 摩擦，导致电动马达负荷加大，长期 使用电动马达损耗，尝试更换。

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全文总结： 目前大部分的打印机都可以灌墨 / 粉、 改装连供，尽管打印机厂家千方百计的从各 个方面阻扰甚至设置各种障碍，但是兼容耗 材使用的步伐是无法阻挡的，因为越来越多 的使用者尝到了甜头。只是需要注意的是， 不同的品牌对于兼容耗材适应能力也有不 同，如爱普生喷打改装连供更简单方便，稳 定性也高，相反惠普和佳能的连续供墨安装 需要较强的动手能力，而且稳定性不及爱普 生机器；不过惠普和佳能喷打灌墨又比爱普 生有优势。 所以说，并非不能使用兼容耗材，只是 要“对机下症”，这样才能将兼容耗材的作 用发挥到最大，此外无论你具备多强的维修 能力，选择质量可靠的兼容耗材是保障打印 机的最大前提。

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Jolimark®: A Leap From Price Leadership to Quality Leadership

新映美：从价格领先到品质领先的飞跃 映美 Jolimark® 成为中国遥遥领先 的针打品牌，走过一条不同寻常的道路， 实现了从价格领先到品质领先的飞跃。 现在，映美针打产品的年销售量已突破 30 万台，位居国内本土品牌针打销量 的首位。最新推出的 RP-600、FP-630 KII 两款战略新品，更是中国针打产品 速度与智慧相结合的典范之作。 从价格领先到品质领先的完美蜕变 在 2000 年 Jolimark® 品 牌 正 式 注 册成立，映美正式踏上自主创新的成长 之 路 时， 映 美 已 为 Epson、Citizen 等 国外知名厂家合作生产打印机多年。在 这期间，映美的生产工艺越趋成熟，生 产过程的管理和产品的质量控制能力不 断提高，已经达到了与国际知名品牌电 子设备生产商一致的水平，成功树立优 质电子制造服务伙伴形象。 但当时的映美，作为新成立的本土 品牌，品牌地位并不突出，在列强环峙 之下，果断采取了可靠品质、低成本的 生存策略，凭借中国低廉的制造成本优 势及国际水平的良好制造品质，为中国 的用户提供极具性价比的针式打印机产 品，从而在市场上为自己取得了立足之 地。 历 经 十 年 发 展 , 一 路 披 荆 斩 棘，

Jolimark® 映美的品牌地位已日渐成熟。 在具有一定市场知名度的基础上，映美 通过对用户需求的持续关注，依靠不断 的技术和产品创新，为用户打造了越来 越多方便、易用的针打产品。继 2009 年推出全球首款带中文液晶显示及自动 测厚功能的新一代 80 列超强型发票打 印 机 FP-570K Pro 后， 最 近 又 推 出 两 款针式打印机的新品——集高速、精巧、 强悍、可靠等卓越优势于一身的速度型 80 列滚筒窗口票据打印机 RP-600 和 植入任意位进纸、自动测边、黑标检测 等智能技术的 80 列智慧型发票打印机 FP-630 KII。

目前映美的产品已广泛应用于税 控、零售、医疗、金融、电信、保险、 教育、公共事业、物流及制造业等行业。 映美已成功完成了由价格领先到品质领 先的华丽蜕变，价格战不再是映美的重 要战略路线。

未来，技术创新将继续为映美的持续发 展提供源源不断的动力 与大部分本土厂商经营模式不同， 映美始终坚持不断地进行技术及产品的 创新，并将此作为在激烈竞争的行业中 保持不断领先、提升企业自身的核心竞 争力的不二法宝。 映美有一支由 200 多名包括外国专 家在内的博士、硕士、本科等高层次研 发技术人员组成的研发团队。公司每年 都会投入巨资到新产品的研制开发中， 不断为提高产品设计水平，提升产品质 量而努力。目前，映美的产品已获得 32 项国家专利，44 项软件著作权，并已掌 握自主生产 9 针、24 针打印头技术以 及多项核心技术、创新技术。从真正意 义上实现了核心技术转移及本土品牌自 主创新能力的提高，成为本土遥遥领先 的针式打印机品牌。 映 美， 通 过 逐 步 实 现 核 心 技 术 的 自主化，以技术创新奠定发展的基础， 坚持对完美品质的不断追求，成功实现 了品质领先的飞跃和技术领先的完美转 型，傲立于世界针打企业之林，受到越 来越多行业客户的青睐。

CET Releases Compatible Chip, Compatible Spare Parts and Consumables for KM-1648, TASKalfa 420i/520i and MP4000/MP5000

CET 推出系列兼容芯片，KM-1648、TASKalfa 420i/520i 及 MP4000/MP5000 等系列兼容配件及耗材 近期，CET 推出适用于惠普、佳能、三星、 利盟、富士等系列兼容芯片。 同时还推出适用于 KM-1648 及 TASKalfa 420i/520i 系列的兼容卡匣， 其中 KM-1648 卡 匣分为标准版和高容量版，所有卡匣均采用优 质日本碳粉。 本月还有 MP4000/5000 兼容套鼓上市， 采 用 OEM 充 电 辊，OEM 单 鼓， 寿 命 可 达 250000 张。 另 有 RICOH Aficio MP9000/1100/1350， SHARP AL2030 等 系 列 兼 容 配 件 及 耗 材 上

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市。 了 解 更 多 新 产 品 信 息， 请 登 录 www. chinaeternal.com 或咨询 CET 分公司。 关于 CET 北京中恒复印材料技术有限公司成立于 1999 年 , 十多年来一直致力于复印机、打印机 配件耗材的研发、生产、销售，不断进行产品 创新、工艺改革、产品结构调整，不断推出适 应市场需求的新产品，注重产品品质及企业信 誉，全力打造 CET 品牌形象，目前在北京、上 海、广州、成都、西安设有 5 家分公司，在美 国东海岸波士顿设有全资子公司。

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“喷墨数字印刷机用墨水 研发”项目启动

柯达赢得要求科林斯墨水公司 继续供货的判决

Launch of "Research and Development of Ink for Ink-Jet Digital Printing Machines" Project

Kodak Wins Judgment Requiring Collins Ink Corporation to Continue Supply

日前，由北京印刷学院主持，中科院化学所、北京北大 方正电子有限公司参与的 2011 年度北京市科技计划重大项目 “喷墨数字印刷机用墨水研发” 启动仪式在北京印刷学院举 行。北京市科委副主任张继红、新能源与新材料处处长许心超、 北京新材料发展中心主任肖澜，北京印刷学院党委书记郑吉 春、副校长许文才等领导出席了启动仪式。 “喷墨数字印刷机用墨水研发”项目是在北京市科委 的支持下，以北京绿色印刷产业技术创新联盟为载体承接的 2011 年度北京市重大科技计划项目，是市科委推动绿色印刷 技术发展，支持产业联盟上下游协同创新的一项重要举措。 当前，中共中央正在研究部署，推进社会主义文化大发展大 繁荣。印刷产业是文化产业的主要组成部分。推动印刷领域 的科技创新对于 促进文化产业的 发展具有重要作 用，是增强我国 文化产业核心竞 争力的重要手 段。 数字喷墨印刷技术是我校自主研发的印刷领域重大科技 成果，符合产业发展的要求和趋势。开展喷墨数字印刷机用 水性墨水和 UV 墨水的研究开发，对实现喷墨印刷墨水的国 产化、降低印刷机使用成本、加快喷墨数字印刷机的绿色印 刷技术产业化进程具有重要意义。

科林斯墨水公司（Collins Ink Corp.）是柯达的重要供应 商之一。2011 年 11 月 4 日，罗切斯特法院要求该公司必须 继续向柯达公司供应喷墨打印墨水。 2011 年 10 月，在科林斯墨水公司终止了和柯达公司之 间长达 10 年的合作之后，柯达公司对这家俄亥俄州的制造商 提起了诉讼。此前，柯达万印系列数码印刷机的墨水主要由 科林斯墨水公司供应，柯达只是转售这些墨水。 在诉讼中，柯达提出科林斯突然宣布终止供应，违背了 双方的合作协议。科林斯公司此举是为了偷走柯达的客户， 并在柯达鼎盛 Prosper 数码印刷机的墨水供应上敲诈柯达。 科林斯公司则辩称，该公司对柯达公司目前的经济状况 表示担忧，该公司有可能由此背上数百万元的经济包袱。按 照法庭文件，柯达在诉讼期间仍欠科林斯公司 250 万美元的 货款。而柯达的代理律师表示，按照过去 10 年的惯例，柯达 和科林斯之间的账期一般是 60 天。 在法庭的最终判决中，法官认为科林斯终止供货的行为 与双方的协议有关条款精神不符。他表示对合作方财务状况 的忧虑不能成为单方面撕毁协议的理由。由此他判定科林斯 需要继续履行与柯达的供货协议。

“2011 中国印刷标准化年会 暨印刷创新论坛”在北京召开 2011 Annual Meeting of China Printing Standardization and Printing Innovation Forum Held in Beijing 近日，“2011 中国印刷标准化年会暨印刷创新论坛”在 北京湖南大厦召开。会议由全国印刷标准化技术委员会、中 国印刷技术协会、北京印刷学院绿色印刷包装产业技术研究 院、北京印刷协会及必胜印刷网联合举办，会议的主题是“印 刷标准化与企业发展战略”。 国家印刷及办公自动化消耗材料质量监督检验中心参加 了本次会议。会议从印前、印刷、印后几个领域围绕着会议 主题研讨印刷标准化，共同交流和分享了 2011 年我国印刷技 术领域在国内、国际两个方面取得的成果，会议为企业间交 流印刷标准化经验提供了良好的平台。

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全球首款 iPhone 打印机面市 The World's First iPhone Printers Available 近日，消费者可以 在苹果专卖店见到一款 全 新 iPhone 打 印 机： MiLiPhotoPrinter，据称， 这是苹果全球战略伙伴 及授权品牌 MiLi 推出的 全 球 首 款 iPhone 打 印 机。报价为 1480 元。 销售人员介绍，虽 然 写 着 是 iPhone 打 印 机，除了 iPhone 可用，其实 Android 系统的手机也可以使用。 分别在 APP store 和 Android Market 上下载相应的客户端， 然后安装就可以使用了。 记者注意到，在照片编辑中不但能在同一画面编辑多张 图片，而且软件还提供不断更新的多种主题相框。在“设计” 选项中，有 sumnerspecial、Frames 和 Misc 三种类型，每 种类型又各有 5 种风格可供选择。

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惠普胜诉墨水专利官司 HP Wins Ink Patent Lawsuit 美国电脑巨头惠普公司（Hewlett-Packard）近期表示， 2 个台湾公司和 1 中国公司已经被裁定侵犯惠普的墨水盒专 利权。 惠普指出，美国国际贸易委员会（USITC）6 月初步裁定， 台湾联华电子旗下的亚太优势微系统（APM）侵犯惠普的喷 墨头专利。 惠普表示，国际贸易委员会也裁定台湾大霸电子旗下的 研能科技公司（MicroJet Technology）和中国 PTC 控股有限 公司在制造、贩卖墨水盒方面对惠普侵权。 总部在加州巴罗艾托（Palo Alto）的惠普在声明中指出， 国际贸易委员会建议美国禁止进口这些产品。 总部设在华府的国际贸易委员会是联邦准司法机构，有 权禁止进口及贩卖违反专利权的商品。 惠普影像事业群执行副总裁约希（Vyomesh Joshi）说： “惠普投资巨额成本为我们的客户研发创新产品，并致力于 采取行动保护这些创新以及我们传递给客户的价值。”

佳能新兴市场拉动业绩 逆势上升 Canon's Emerging Markets Drives Performance Against the Trend 佳能集团发布了 2011 年第三季度财报。财报显示，虽然 欧美国家经济恢复步伐进一步减速，但中国等新兴亚洲国家 在稳定国内需求推动下经济继续实现稳健增长。在日本有迹 象表明，日本东部大地震之后生产也得已恢复。在此大环境下， 佳能集团第三季度净销售额总计 9169 亿日元（约合 119.08 亿美元），比去年同期增长 0.4%。 展望第四季度，全球经济预计呈现低增长。尽管日本在 地震之后已有恢复迹象，但目前处于历史高位的日元对出口 的负面效应，以及对生产活动的影响，预计将继续对日本经 济产生负面影响。对佳能所涉及的业务而言，新兴市场的需 求则持续增长。喷墨打印机的市场需求预计将依然坚挺。在 行业和其他业务市场领域，预计也将增长。 基于对外汇兑换率的预测，考虑到当前的经济前景， 再加上泰国洪灾的预期影响，佳能预测全年整合净销售额为 36500 亿日元（约合 474.03 亿美元）。

“十一五”印刷机械业结构 调整效果明显 The "Eleventh Five-Year Plan" Printing Machinery Industry Structure Adjustment Shows Conclusive Results 作为印刷工业发展的重要支撑，“十一五”期间，我国 的印刷机械行业取得了较大发展。主要表现在以下几个方面。 1. 产业规模迅速发展。据统计，到 2010 年，我国共有 印刷装备制造企业 600 余家，从业人员约 10 万人，年产值达 175 亿元人民币，比“十一五”初期（2006 年）的 130 亿元 累计增长 34.6%。 2. 产品结构调整效果明显。“十一五”期间，我国印刷 机械行业产品结构得到进一步改善。印刷机械基本实现了高、 中、低端品种齐全，中低端设备不仅可以满足国内需要，还 有部分出口到了国际市场。企业的新产品开发速度加快，新 产品产值率超过了 50%。 其中，“十一五”期间多色胶印机的研发和生产取得了 重大进展。国内各类单张纸多色胶印机 2005 年年产不到 200 台，但到 2010 年已经增加到了 1323 台，净增 1100 余台， 改变了以往相关产品完全依赖进口的局面。 3. 行业自主创新取得了新进展。“十一五”期间，部分 印刷技术装备研发取得重大突破。代表当代先进技术发展方 向的计算机直接制版机、喷墨数字印刷机、卫星式柔性版印 刷机等高新设备研发取得突破性进展，涌现出了一批具有较 强自主创新能力的民族企业。 比如在计算机直接制版机领域，目前我国已有多家企业 能够生产自主品牌的计算机直接制版机，国内企业已经掌握 了热敏、紫激光及紫外光（UV）等直接制版机的主流技术。 同时，我国还研制成功了喷墨数字印刷机，并成功地将 之推向了市场；相关企业还研发了高速卷筒料卫星式柔性版 印刷机，该设备的综合技术水平接近国际先进水平。 4. 产品质量有较大提高。“十一五”期间，随着印刷机 械制造企业加工技术手段和检测技术的升级，印刷机械主要 零部件的加工质量大幅提高。计算机在企业新产品开发过程 中的应用，大大缩短了新产品的开发周期，产品的标准也逐 渐与国际接轨，达到或部分达到国际标准。 绝大多数企业还按国际标准建立起了质量保证体系，并 进行了安全标准体系认证，使产品的安全性能达到欧洲安全 标准的要求。 5. 印刷机械行业走出去的步伐加快。“十一五”期间， 国内印刷机械制造企业上海电气先后收购了日本秋山和美国 高斯两家国际领先的印刷装备制造企业，促进了我国高端胶 印机技术的发展。 6. 印刷装备出口取得较快增长。“十一五”期间，印刷 机械行业克服了金融危机的不利影响，出口取得较快增长。 2010 年，我国印刷设备出口额达 10.94 亿美元，比 2006 年 增长了 106%。

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日本发明 DNA 墨水

富美启动专为单位采购定制的 “直供”电子商务

Japan Invents DNA Ink 日本印刷公司 Nissha 联合 DNA 应用技术公司共同研发 出一种从植物中提取的 DNA 墨水，可用于阻止假冒伪劣产品 的蔓延。目前 Nissha 将该技术用于比较昂贵的鱼和其他食品 的防伪标签。 平板印刷机、凹版印刷机或是喷墨印刷机等都使用该 DNA 墨水打印该防伪标签。 Nissha 表示，通过该新印刷系统，消费者只需要手持特 殊探测器通过识别墨水，就能立刻辨别产品的真假。在供应 链的任何一个阶段都可以采用这种方法辨别产品的真假。 据 Nissha 公司介绍，该系统是绝对安全的，外界无法入 侵，所以产品在中间环节也不可能被调换。 Nasshi 技术总监 Takao Hashimoto 表示：“现在假冒产 品无孔不入，没有任何一个产品能避免。这严重威胁到公共 安全与卫生，特别是食品与消费品。”

Forever Technology Co. Launches "Direct" E-commerce Customized for Unit Purchases 富美科技日前宣布：全面启动专为“单位采购”量身打 造的“硒鼓终生循环”“直供”电子商务。业内人士认为， 此举是富美继“硒鼓终生循环”战略之后又一“颠覆”式举措， 或将再次改写硒鼓市场的规则，引领行业的新变革。 富美相关负责人表示：21 世纪本就是个颠覆成流行的世 纪，富美“直供”电子商务的魅力正源于其主要针对“单位采购” 的个性，砍掉了所有的中间环节，让采购单位省钱的同时， 使采购过程更直接、更阳光、更有保障。 富美“硒鼓终生循环”“直供”电子商务是富美科技针 对企事业单位硒鼓使用量大，采购频繁、旧硒鼓集中等特点 而“量身定制”的 B2B“直供”电商服务：一“键”实现新 硒鼓订单式购买和旧硒鼓的交付与出售。 一是集中解决了企事业单位旧鼓堆积成堆、处理难的困 扰。富美“直供”电商平台可使单位借助快捷的互联网络在 第一时间变废为宝，将旧硒鼓卖给富美，在节省企业运营成 本的同时，也避免了随意丢弃造成的环境污染。 二是省心、省力、方便、快捷地参与富美“硒鼓终生循环”， 利用旧硒鼓抵价便宜购买富美正品硒鼓，二度省钱，让单位 着实得到实惠。 据悉，富美科技还将为此在全国自建 3000 余个服务网点， 确保用户通过富美官网注册使用“用户直通车”后，即可随 时随地享受直接来自富美厂家无限贴近、随时响应的购买、 配送、售后一对一的贴心服务。 富美科技的“直供”电子商务，势必会在硒鼓“单位采购” 领域赢得先机，进而向个人用户进行扩容，最终实现上下游 客户群体的交互带动。

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珠海大学生获“天威杯”创新 大赛创意金奖 Zhuhai Undergraduate Wins "Print-Rite Cup" Innovation Contest Idea Gold Award 日前，由珠海天威飞马打印耗材有限公司主办的第五届 “天威杯”打印耗材创新设计与专利大赛颁奖典礼在珠海航 展馆举行。中科院过程工程研究所宋宝珍的“彩色激光打印 机用无色碳粉及制备方法”获得专利金奖，吉林大学珠海学 院学生孙博阳设计的“连供打印电脑一体机”获得创意类金奖。 据统计，自 2007 年首届“天威杯”大赛举办以来，中国 打印耗材行业的知识产权意识和自主创新能力有了明显的提 升，天威之外的业界公开的耗材专利数量已增长了 15 倍。 本届大赛组委会通过网络平台征集到各种环保创意 200 多件。同时，大赛组委会还收到来自全国各地的 600 多件专 利作品。经过严格评审，最终有 6 个作品获得“专利奖”，5 件作品获得“创意奖”。

国家耗材质检中心获得中环 联合（北京）认证中心有限 公司签约检测实验室资质 National Consumables Quality Inspection Center Signs Contract with Central United (Beijing) Certification Center Co., Ltd. to Detect Laboratory Quality 日前，国家印刷及办公自动化消耗材料质量监督检验中 心（国家耗材质检中心）通过中环联合（北京）认证中心有 限公司现场审核成为中环联合（北京）认证中心有限公司签 约检测实验室，具备了承担鼓粉盒、墨盒、墨水、油墨、复 印纸等印刷及办公耗材产品环境标志认证检测的能力，国家 耗材质检中心除具备上述产品的环境安全检测能力以外，同 时具备该产品相应产品标准的检测能力，大大方便了企业在 申请环境标志认证。 中 环 联 合（ 北 京 ） 认证中心有限公司（国家 环保总局环境认证中心） 是经国家认证认可监督管 理委员会认可的，代表国 家对绿色产品进行权威认 证，并授予产品环境标志 的唯一机构，是整合环境 标志、有机食品、环境管 理体系、体系和职业安全 健康体系等领域认证资 源，实施产品与体系一体 化认证的认证机构。 国家耗材质检中心将 本着“公正、科学、廉洁、 优质、高效” 的质量方针，以“客户至上、质量第一”为宗旨， 为印刷及办公自动化消耗材料行业提供服务。

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