Issuu on Google+

FEATURE ARTICLE RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 •

1


FEATURE ARTICLE RECHARGEasia

2

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 •

3


FEATURE ARTICLE RECHARGEasia

4

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 •

5


FEATURE ARTICLE RECHARGEasia

6

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 •

7


FEATURE ARTICLE RECHARGEasia

8

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 •

9


FEATURE ARTICLE RECHARGEasia

CONTENTS

目 录 15 Message from the Publisher 69 卷首语 FEATURE ARTICLES

专题文章

16 20

Controlling MPS Supply Distribution 控制 MPS 的供应分布

24

The Temperature of the Dealer Community 耗材经销商的冷暖

70

“北京扬帆:专注于耗材渠道营销” YangFan: Focus on Building Consumables Sales Channels

72

东莞惠能专利技术引领废弃墨粉再生业成长 HuiNeng Patent Technology Leaded the Waste Toner Recycling Industry Growth

By Ronelle Ingram

SOUTHEAST ASIA CORNER NEWS

东南亚新闻

市场动态

32 34

10

Capturing the Magic at the BTA West Conference in Las By Sunny Sun Vegas 在拉斯维加斯举办的 BTA 西部会议的点滴记录

45

The World's First iPhone Printers Available 全球首款 iPhone 打印机面市

46

Zhuhai City Proposes to Build Trade Center for Printer Consumables 珠海拟建国际耗材交易中心

80

By Cathy Martin and John Shane

Developing Regions Drive Worldwide Page Volume Growth as Developed Regions Lose Ground 发展中区域市场推动了全球打印量的不断增长 InfoTrends' High-speed Continuous-feed Color Inkjet Study Gives Insight into the Fastest Growing Segment of the Printing Industry InfoTrends 发布高速连续喷墨印刷研究报告洞察到印刷行业最 快增长区域

36

Global Printing Ink Market to Reach US$18.2 Billion by 2017 全球印刷油墨市场 2017 年将达到 182 亿美元

38 74

Worldwide Hardcopy Peripherals Market Returned to YearOver-Year Growth in the Third Quarter of 2011 全球第三季度打印机、复印机出货量开始回升

40

Mastering the Nuances of Guanxi to Boost Your Email By Curt Keller Marketing to China 掌握微妙关系,提高您中国电邮市场营销成效

74

2012 年文印市场耗材将成竞争关键 2012 Text Print Consumables Becomes Key Competition Market

78

2011 年 11 月中国激光打印机市场分析报告 2011 China Laser Print Market Analysis

RECHARGEasia

JANUARY 2012

“中国芯”工程引领整机与芯片互惠合作 "China Chip" Project Leads Printer and Chip Cooperation that is Mutually Beneficial

OEM UPDATE

OEM 聚焦

48

HP Acquires Hiflex, a Web-to-print and Management Information Systems Software Company 惠普收购一家专门从事网络打印和信息管理系统软件公司 Hiflex 公司

48

Samsung Announces New Enhanced ML-3750ND Workgroup Printer 三星发布新兴增强型工作组用打印机 ML-3750ND

49

Compact without Compromise: Introducing the New Brother Inkjet Multi-Function Centre® (MFC) Series with Wireless Network Capability 兄弟新型喷墨多功能打印机引入无线网络功能

51

Fuji Xerox Develops an Enterprise Class Print A3 Monochrome Laser Printer 富士施乐研发出入门级 A3 单色激光打印机

52

Ricoh Extends Solutions Portfolio With Marketing Asset Management and Web-to-Print Offerings 理光通过市场资源管理和网络印刷途径扩大了打印解决方案组 合

82

2011 打印机领域十大焦点机型盘点 The Ten Most Popular Printer Models in 2011

HP Pilots Instant Ink Program 惠普飞行员即时墨水计划

全球论坛

42

Epson Completes Factory in Lipa, Philippines 爱普生在菲律宾开办组装工厂

MARKETING

28

By Carl Little

2012 年 1 月 总第 093 期

RECHARGEasia ISSUE 093 JANUARY 2012

GLOBAL FORUM

The Outlook for the Aftermarket Imaging Supplies Business 兼容耗材行业人士回顾 2011,展望 2012

27

亚洲再生业

85 85

云打印新品 Brother 推出 4 款彩喷一体机 Brother Releases Four New Cloud Multi-Function Printers 2011 年激光打印产品回顾 2011 Outlook for Laser Printer Consumables

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

ASK THE EXPERTS

请教专家

54

Remanufacturing the HP LaserJet CP1025 Series Color Toner By Mike Josiah Cartridges 惠普 CP1025 系列成像卡盒的再生

90

碳粉技术前瞻 绿色高品质如何实现? Toner Technology Foresight: How to Achieve High-Quality Green Toner Products

90

真堵还是假堵 喷墨打印机堵头故障分析 Inkjet Printer Plug Failure Analysis

91

关于打印输出最佳设置的相关问题解析 Analysis the problem of Print Output Settings

CHINA CORNER

94

中文快讯

苹果申请专利消除打印机驱动程序 Apple Patent Removes Printer Driver 杭州工商查获大批假冒打印耗材 Hangzhou Seizes Large Quantities of Counterfeit Printing Supplies “富美科技奖学金”首次颁发 "Fumei Technology Scholarship" Inaugurated

95

第九届 ReChina 亚洲打印耗材展圆满落幕 9th Rechina Exhibition Held Successfully 爱普生学习型喷墨打印机业内首获国家能效标识 Epson Inkjet Printers First Identified to Reach National Energy Efficiency Status

COMPANY CLOSE-UP

60 60

企业近况透视

Coates Toners Acquires the Toner Intellectual Property of Former Nukote / ICMI Coates 墨粉公司收购前 Nukote / ICMI 公司的墨粉生产专利

96

罗兰在亚洲市场推出首款水性喷墨打印机 Roland Introduces First Aqueous Inkjet Printers in Asia Market 上海警方捣毁两处制售假冒名牌硒鼓墨盒窝点 Shanghai Police Dismantle Two Counterfeit Toner Cartridge Facilities

Color Imaging Announces the Appointment of Jack Herndon as Quality Assurance Manager Color Imaging 公司宣布任命 Jack Herndon 为质量保障经理

EFI 收购德国 Alphagraph EFI Acquires Germany's Alpharaph

60

Zhuhai Sinotimes Technology Co., Ltd. Looks forward Strategic Business Unit 珠海 Sinotimes 寻求商业发展契机

61

Cartridge World Opens Online Office Supply Store Cartridge World 公司推出在线办公产品供应商店

Google 开始重视专利权 提交云打印申请 Google Submits Application for Cloud Printing Patent

61

European Union Grants Patent for Static Control Universal Chips 欧洲联盟授予 Static Control 通用芯片专利

ZHUJIANG CORNER

NEW PRODUCTS EXPRESS

97

98

ILG Announces JUMBO Q7553XX with Double Page Yield OEM Alternative Printer Cartridges ILG 公司推出 JUMBO Q7553XX 型双面打印机再生成像卡盒

62

Hi & Bestech Releases Chip Card for Sagem MF5462 Hi & Bestech 推出适用 Sagem MF5462 的芯片卡

63

Static Control Releases "Never TAB" PCR Technology Static Control 推出不粘充电辊 "Never TAB" PCR 技术

63

Static Control Offers HP Multipurpose Color Toner Match Static Control 提供惠普多功能彩色碳粉

64

Mr. Arnald Ho, Chairman of Print-Rite Holdings Limited, has won the Owner Operator Award 威耗材董事长贺良梅获香港商业奖之“东主营运奖”

珠江三角洲

天威碳粉盒获珠海市专利金奖 Print Rite's Toner Cartridge Awarded Gold by Zhuhai City 吉林大学无机合成与制备化学国家重点实验室(珠海分实验室) 大楼落成 Jilin University Lab for Inorganic Synthesis and Preparative Chemistry (Zhuhai Branch) Now Complete

新品快讯

62

高品质 OKI 打印机首家体验店在北京开业 First High-Quality OKI Printer Store Opens in Beijing

99

珠海拟建国际耗材交易中心 Zhuhai City Proposes to Build Trade Center for Printer Consumables

En Ch Note:

Recharge Asia is the original bilingual publication for the recharger industry in English and Chinese. The following symbols denote the language in which the article appears: En English Ch Chinese

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 11


FEATURE ARTICLE RECHARGEasia

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 “Controlling MPS Supply Distribution” p20

Carl Little

Carl Little Vice-President of the Dealer Sales Channel Carl brings over 30 years of experience in the office products industry to InkCycle as he guides the dealer sales channel in utilizing InkCycle’s unique capabilities to meet the requirements of independent office products dealers and resellers. Carl was

recruited to play football for Ottawa University in Ottawa, Kansas, which brought him to the Midwest from the Boston area. Upon graduating, he remained in Kansas as an educator and coach. Carl began his professional sales career shortly afterward when he joined the Xerox Corporation. Carl has gained experience in the office products industry by serving as street sales

representative, regional manager, industry consultant and ultimately to dealer and principle owner of his own chain of office products dealerships.

Read his article “The Temperature of the Dealer Community” p24

Cathy Martin

Cathy Martin Senior Consultant InfoTrends As a primary contributor of written deliverables for InfoTrends’ Communication Supplies Consulting Service, Cathy Martin

covers a wide range of topics, including new products, trends, and distribution channels. Ms. Martin conducts in-depth research for many topics regarding the supplies industry, relying on her extensive network of contacts as well as past experience. Prior to

her current position, Ms. Martin was the Founder and Editor of Communication Supplies Weekly. Before joining InfoTrends, she served as an Analyst at BIS Strategic Decisions. Ms. Martin received a B.S. Degree (Magna Cum Laude) in Business from the University of Massachusetts.

John Shane

John E. Shane Director, Communication Supplies Consulting Service U.S. & Europe, InfoTrends, Inc. John Shane is a leading industry expert on marking materials such as toner, OPC, inkjet ink, and cartridges. As a Director

for the Communication Supplies Consulting Service, Mr. Shane is responsible for all forecasts, research reports, consulting, and client care concerning those topics. He is a well-known authority on all-in-one toner cartridges, the cartridge recycling industry, and the world toner industry. In addition, he has conducted extensive research following similar trends related to inkjet cartridges, refills, and compatibles. Having consulted on these markets since 1988, Mr. Shane is a frequent expert presenter at

industry conferences and trade events. Prior to joining InfoTrends, Mr. Shane spent seven years at BIS Strategic Decisions, where he served as an Analyst as well as Director of the company’s Hard Copy Supplies Service. He also served as a Consultant for International Data Corp. (IDC) and a Site Manager of a consumer research center within the U.S. Testing Company. Read their article “HP Pilots Instant Ink Program” p28

12

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

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 “Mastering the Nuances of Guanxi to Boost Your Email Marketing to China” p40

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 HP LaserJet CP1025 Series Color Toner Cartridges” p54

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 13


FEATURE ARTICLE RECHARGEasia

14

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

Message from the Publisher Dear Readers:

At the beginning of each and every new year, we all wonder what is in store. What will the year 2012 be like? What will it bring? We ponder if the economy, in general, or the printing industry, in particular, will be in a declining mode, regardless of consumers’ inner desire to print something tangible? Will things continue to be sluggish like 2011? What core business values must be adopted and practiced to not merely survive, but succeed? To better strategize our business in 2012, it's again the time of year to have a panoramic view of the products you offer to the marketplace you are in. For the past six months, we have published many articles on Managed Print Service. This is for several reasons. First, it is clear that the "hardware" works better when the “software” attached is efficient. It is also clear that there exists numerous dealer channel opportunities for remanufactured products. And lastly, it is clear that managed print solutions are an integral part of business practices, offering potential security for recharger businesses. Not only with this topic, MPS, but with a variety of topics we intend to continue to explore new ideas, new thinking, and new solutions throughout the coming new year. In this issue, we have asked a few industry seniors to share with our of their new thinking, and their forward looking statements. Be sure to read the following articles: Mastering the Nuances of Guanxi to Boost Your Email Marketing to China by Curt Keller on p. 40; Controlling MPS Supply Distribution by Ronelle Ingram on p. 20; HP Pilots Instant Ink Program by Cathy Martin and John Shane on p. 28; Remanufacturing the HP LaserJet CP1025 Series Color Toner Cartridges by Mike Josiah on p. 54; and Developing Regions Drive Worldwide Page Volume Growth as Developed Regions Lose Ground on p. 32.

Happy New Year and Happy Reading!

Ms. Sunny Sun Publisher

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 15


FEATURE ARTICLE RECHARGEasia

The Outlook for the Aftermarket Imaging Supplies Business Industry Leaders Share Their Wisdom “What Does the Future Portend?” Luke Goldberg, MSE: I often write about how our industry hasn’t turned macro printer industry and global economic trends into long term advantages and growth opportunities. Was 2011 another lost year? What does the future portend for 2012? Our industry had really stagnated in terms of real growth at the expense of the OEM from 1997-2007 when most industry analysts estimated our share at somewhere between 27-32%. When the recession hit hard in 2009, it propelled our share forward for two main reasons: • Our product was more attractive than ever for cost savings business • OEM slowdowns in new printer placements aged the installed base allowing cores and technology to be plentiful and perfected allowing the aftermarket to wrest more share. With these critical trends in our favor, we grew; then, did we lose our way and continue to compete with each other TRADING share instead of taking it from the OEM? I would fear that this is what happened in the last 2 years. Many would say we didn’t grow BECAUSE of the global economy and the associated slowdown in paper usage, printing, and printer placements. I would say we should have grown for the same reasons others sight for why we should be shrinking. All of the arguments for lack of growth that are blamed on the economy and print volumes ring hallow UNLESS you are the OEM who controls 70% of the market. Even if printer placements virtually ceased and print volumes for global customers went down by ½, we still have HUGE inorganic growth potential for the CUSTOMERS WE DON’T HAVE! Last I checked, if we gain a new customer from the OEM because of the favorable trends cited in 1 and 2 above, its incremental growth. If that customer is printing less than they used to, it’s STILL A NEW CUSTOMER! The issue that I see is that this scenario isn’t really playing out. We aren’t taking advantage of global macro trends and are bogged down in the usual intra market competition where share is traded between remans to new molds, not at the expense of the OEM but at the expense of the sustainability of our industry. We are all keenly aware of OEM IP actions in 2010/2011 and the implications of those actions for Chinese made new mold products. In the US there was a chilling effect that caused a shift away from new molds to remans. In other countries where the

16

RECHARGEasia

JANUARY 2012

OEM hasn’t acted decisively, the oversupply of Chinese products are being dumped at lower and lower prices. I just got back from China and at a show witnessed prices that seem to have no floor. I saw color cartridges for the CB 540 FOR $11.00 and 36a/12a for under $7.00! How long can this go on before it becomes unsustainable? Unfortunately in global markets, OEM IP pressure that favors the US market for remans hurts global markets since supply destined for the US is dumped at lower prices elsewhere. I understand that as a business it’s easy to be tempted by low prices. Consumers in the US have really perpetuated the complete loss of US high paying manufacturing jobs by their thirst for lower

and lower cost consumer goods. That is why Walmart is the largest retailer in the world and sources virtually everything overseas. Our industry is no different. It’s shortsighted to think the prices being offered for these low cost new mold cartridges are healthy for us in the long term. I’ll keep saying it, maybe someday someone will listen! I get frustrated because everything is in our favor for the trends we don’t control such as the global economy, the things we do control as an industry we let will be our potential undoing. At the time of this writing coincidently I received notice that on 1/2012, HP will have across the board increases of 2% on toners and up to 17% on selected legacy items. Lexmark followed suit with increases of 3-7% on ink and toners. How obvious is it that with OEM prices increasing again that we don’t need to continue the downward spiral of price compression. For those of you reading this who are selling 2612a at $6.50, I have this to say; stop! If you are a wholesale cartridge remanufacturer, now is the time to convert OEM business. Many dealers selling OEM consumables are only making single digit margins on OEM cartridges and now with these increases, this business becomes even leaner. Let’s take advantage of this. This recent increase at a time when economic insecurities are at a fever pitch furthers our cause if we are competing fairly with the OEM and offering consumers a choice and taking away pains associated with products that are already expensive and are about to become even dearer.

In 2012 business that focus on the huge prize, which is the 70% piece of a 75 billion dollar business we DON’T have, will be the ones that are here to stay. We have 93% of consumers out there clamoring for true OEM alternatives to high priced OEM color, we have in roads to the enterprise due to MPS and its adoption from copier oems and their dealers, and we have a green product that is also a cost benefit.

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 17


FEATURE ARTICLE RECHARGEasia

The Outlook for the Aftermarket Imaging Supplies Business

Continued

When you look at the aggregate, how can we not succeed? “2012 will be an interesting year” Todd Turner, Future Graphics 2012 will be an interesting year. Will the economy surprise us with favorable trends? Show modest recovery? Or disappoint us and slip back into the abyss? One thing we know: Regardless of the direction of the economy, if we focus on quality and distinguish ourselves with value propositions, the aftermarket imaging supplies industry will be fine. The bottom line is that quality/value is the path to longevity in any business. Those seeking short cuts may do well briefly, but those planning to be around for awhile need to think deeply about their strategies. There are already rumors surfacing of OEM price hikes in 2012. If this is true, it is an additional bonus to the aftermarket. Angry consumers (entry-level, SOHO) who have seen their own incomes stagnate and the cost of goods increase will be highly receptive to an aftermarket alternative. Purchasing managers (SMB, workgroup), particularly those not covered by a managed print service, and who have operated under an ever-tightening budget for several years, will be just as frustrated. They too will be seeking alternatives. Opportunities abound in this industry across all channels. It’s just important to think long term and team up with suppliers with the technological capabilities, support capabilities, and who are mindful of IP due diligence to guide you along that path and give you best chance for success. “2011 was another great year for ACM Technologies.” Julie Kim, ACM 2011 was another great year for ACM Technologies. We had our third straight year of double digit growth, we expanded our product offering, improved our service and support to our resellers, and upgraded our technology to better service our customers. Despite increase competition in the marketplace and a poor economic outlook, ACM has been able to continue to stay at the forefront of the remanufactured industry because of our insistence that customers come first. Our three-tiered dedicated support team, which includes an Account Executive, Customer Service Representative and Manager, provides our customers with full support and open lines of communication. We have also improved our technology and so far have invested more than $2.5M in software and technology solutions to enhance our services to our customers. ACM’s dedication in building partnerships with our

18

RECHARGEasia

JANUARY 2012

customers has created successful long-term relationships. Our customer base continues to grow and we have also been able to maintain a strong, loyal following with the average customer being with us for more than 10 years. ACM is always looking for opportunities to provide new products to our customers that will allow them to better compete in the marketplace. This past October, ACM launched EcoPlus, our own branded line of remanufactured toner and inkjet cartridges. In addition to focusing on the environmentally friendly aspects of remanufactured cartridges, the EcoPlus brand also has a heavy emphasis on Social Responsibility. We believe it is our responsibility to protect our planet and give back to our community. With every EcoPlus cartridge sold, a percentage of the proceeds are donated towards charities in the areas of Environment, Education, Health and Poverty. EcoPlus brand offers ACM’s resellers and users the availability of a quality branded remanufactured product at an extremely competitive price. Its smaller packaging footprint requires less room to store and helps contribute to the sustainability of the earth. End users will appreciate the ecologically friendly commitments printed directly on the box and will know when they purchase this product, they have contributed to our social responsibility in restoring our environment and enriching our society. In addition to our large selection of remanufactured supplies, ACM also helps our reseller by offering a large selection of OEM equipment and supplies. ACM is the exclusive Konica Minolta Authorized Distributor in the U.S., and the largest Authorized Distributor for Copystar and Toshiba. As an extension of the OEM, ACM provides resellers access to the latest equipment and supplies, technical training, hotline support, equipment certification, all without any quota requirements. By combining the best of OEM products and having the widest assortment of compatible/remanufactured ink and toner cartridges in the industry, we provide our resellers a one-stop shop for all their needs, saving them valuable time and resources. In 2011, many of our resellers have managed to find success despite the economy by staying flexible, taking on new product lines, and staying innovative. In spite of what we do internally as a company, our true success really comes from the continued loyalty and support of our valued customers.

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 19


FEATURE ARTICLE RECHARGEasia

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.

Controlling MPS Supply Distribution By Ronelle Ingram Remanufacturers continue to gain market share as they penetrate the distribution channel that sells directly to larger OEM authorized dealers. These retail dealers of equipment, service and supplies are consolidating their method of selling to the end user. Managed Print Services and Cost Per Click allow for one complete package that includes the equipment, service and supplies. In either case, the dealer can easily go from using higher cost OEM supplies to more economical after market products. The independently owned OEM-authorized office equipment dealers (in the USA often referred to as the “BTA Channel”) continue to increase their belief in, and purchasing of, compatible products. This use of remanufactured products continues to increase with each new MPS and CPC agreement that is sold. Now that the OEM-authorized dealers are the actual purchasers and providers of all the supplies being used by end users covered under MPS and CPC contracts, it is imperative that these dealers understand the importance of monitoring, tracking and controlling the distribution of the supplies. The more the remaufacturers and distributors understand the retail dealer’s concerns with purchasing, distributing and monitoring the imaging supplies, the better the manufacturers of after market supplies can then focus their distribution and marketing toward this new group of buyers. Following is a discussion addressed directly to the authorized OEM dealers who are responsible for no-charge distribution of supplies to their customers who have MPS and CPC agreements. Step one required for a profitable MPS and/or CPC program is to have effective control over the purchase, delivery and distribution of all supplies being provided to the end user under an MPS or CPC program. Many dealers have not perfected their supply distribution logistics. If this sounds like I’m going over the basics, you are

20

RECHARGEasia

JANUARY 2012

correct. Too many dealerships are not maximizing the profitability of their CPC/MPS offerings. If you do not know how to properly price, sell, service, provide supplies, manage periodic price increases, collect meter clicks, and bill the leasing company of your customer properly, then attempting to sell, service and provide supplies for CPC/MPS can put you out of business. At the end of an MPS Webinar I attended recently, an unnamed listener emailed a question asking, “How can you control the amount of supplies being sent out under a CPC?” I too have been asked this question while teaching BTA’s FIX Service Management Seminar. This is a very scary business reality. Many dealers are selling their CPC/MPS product without the ability to control the amount of supplies that are being sent out. Let’s talk about the realities of appropriately making money on CPC and MPS. Hopefully, your company’s goal is to make a fair and equitable profit by providing a service to your clients. Usually, the sales rep’s and sales manager’s goal is to make the highest commission possible. These are completely different goals. When establishing the written guidelines for your CPC/MPS, be cautious with letting your sales department make the rules or be the umpire. Every dealership should have a written Maintenance Agreement, Cost Per Click, Managed Printer Ser vices and Network Administration agreement. Each offers a different level of service and supplies. One written signed agreement is not appropriate to fit all circumstances. No matter what type of maintenance agreement you are offering, you MUST have a minimum amount billed (monthly, quarterly, and yearly). There is no way to profitably support equipment that is offered full coverage for a few dollars a year. Service and Maintenance are two different words with two

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 21


FEATURE ARTICLE RECHARGEasia

Controlling MPS Supply Distribution

By Ronelle Ingram

Continued

different meanings. Sell Maintenance Agreements. Use the word Click not Copy or Print. A copy can be an 11x17, two-sided color document. When the counting default is set properly, this same one copy is four clicks. There is a large difference in the amount of supplies needed to run a one-sided 8.5 x11 document and a twosided 11x17 image. A properly written CPC will pay the dealer four times as much for the same piece of paper that exits the equipment when using the word Click. In order to take control of the amount of toner being sent, establish in writing exactly what is being offered. In your written document you can include the words: Appropriate amount of supplies will be provided in accordance to the OEM’s stated yields. If you want to be generous, you may state a higher percentage of the yield such as: Supplies will be provided up to 125% of the OEMs stated yield. I am always amazed why some independent dealers feel it is

their responsibility to offer more than even the OEM is willing to provide. Have a clause in your CPC/MPS agreement that states: Supplies require 3-5 days for delivery. This provides you with time to acquire products that you do not currently have in stock. This is especially helpful as expanded makes and models of equipment are covered under MPS. If a customer insists on next day delivery, ask for their FedEx number. Use it to pay for the shipping of the overnight delivery. For in-house use, have pre-documented the OEM yield on every supply item that is offered as part of any of your agreements. Track supply requests to OEM yields and current click counts. This tracking can be accomplished by your operating system, software program, Excel spreadsheet, or by hash marks on a 3 X 5 file card. Do not blame a lack of technology for failure to monitor the amount of supplies being shipped. If the click count is not in line with yield, do not automatically send additional free toner. If the customer is past due on paying their open invoices, do not automatically send additional free toner. If the lease is going to expire in 15 days, do not automatically send free toner. Each of these situations requires human intervention. Do not allow no-charge supplies to be sent without educated control. When CPC first started in the 1980’s, the wholesale cost on most containers of toner was in the $5 to $20 range. A highend copier made 10,000 copies per month. Times and costs have changed. Sending out a set of requested color copier/print supplies can cost a dealer over $800. The customer receiving these supplies often has no preset minimum upfront payment on their CPC agreement. The days of conscious sales reps encouraging their clients to “keep a couple extra toners on the shelf to make sure they never run out” are gone. I have seen clerks send $800 of color supplies to 22

RECHARGEasia

JANUARY 2012

a customer who makes less than 100 color copies per month at 6¢ per click. That means the customer will pay less than $62 per year for the original color supplies in the machine, plus the set on the shelf. The dealer has just spent $1600 for two sets of color supplies. At 100 color copies per month, it will take over 25 years of usage to recover the original cost of the supplies. Even if a machine is sold on an MPS/CPC agreement, the original cost of the required set-up supplies should be included in the cost of the sale. Do not be fooled by those salespeople or inter-territorial dealers who want the cost of the supplies to be covered under the MPS/CPC contract. Unless you receive full MPS/CPC payment in advance, for enough clicks to cover the full supply portion of the MPS/CPC agreement, your dealership is not being appropriately reimbursed for the cost of an installed working copier.

Other items to consider: Many dealers offering CPC on (enabled) color machines are selling their CPCs without including color supplies. Only black toner is covered. Color and Black clicks are counted and added together for CPC billing. Color supplies must be purchased by the end-user. Dealers are requiring users to pay shipping and handling fees for all ordered supplies. This can be accomplished by actually billing for these costs on a separate invoice. Alternately, a pre-determined specific amount, listed as freight/handling charges, is added to each periodic CPC/MPC invoice. Automatic (yearly) increases can be accomplished including in your maintenance agreement the following words: Agreement will be renewed automatically at the then prevailing rate. Traditionally CPC agreements list a specific yearly percent of increase. This limits the dealer’s options. Plus, many savvy customers quickly scan the small print of the CPC until they find a number followed by a % sign. Then the arguing starts about reducing or eliminating the future increases. Then prevailing rates blend in with all the other words. The ability to control the amount of supplies being sent to CPC/MPS customers is the dealer’s responsibility. Misplaced supplies, ‘borrowed’ supplies, supplies sold on eBay, supplies used in non-MPS/CPC equipment, or just too much of your inventory on the customer’s shelves can take all the profit out of your MPS/ CPC program. Step one of setting up a profitable CPC/MPS is to proactively set up guidelines, procedures and supervision to gain, and keep, control of your supply distribution.

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 23


FEATURE ARTICLE RECHARGEasia

The Temperature of the Dealer Community By Carl Little Carl brings over 30 years of experience in the office products industry to InkCycle as he guides the dealer sales channel in utilizing InkCycle’s unique capabilities to meet the requirements of independent office products dealers and resellers. Carl was recruited to play football for Ottawa University in Ottawa, Kansas, which brought him to the Midwest from the Boston area. Upon graduating, he remained in Kansas as an educator and coach. Carl began his professional sales career shortly afterward when he joined the Xerox Corporation. Carl has gained experience in the office products industry by serving as street sales representative, regional manager, industry consultant and ultimately to dealer and principle owner of his own chain of office products dealerships. The Dealer remanufactured ink and toner business in the U.S. has been very interesting in 2011. The dealer business at InkCycle has been an evolving four years of research, prospecting, and securing a dealer base we count on daily for our growth. We look at the dealer channel as a three legged stool. One leg is the brick and mortar retail store model that appears to finally be changing their “go to market strategy”. In the past it seemed that major franchises were teaching their franchisees to “secure visible office space, put up your sign and they will come”. And guess what? They didn’t come and many stores closed in the first year or so. The change we are seeing is the push to become a B2B provider. Either the ownership is leaving the store to call on small to medium size accounts or full or part time sales help has been secured. These stores do not need a lot of business accounts as a few strategic ones can become game changers for their investment. Some stores now open at 9 or 10 which allows the owners a couple of hours in the morning to make these calls in person. Many small to medium size companies like to deal with the owners. We are also seeing many franchisees totally do away with refilling cartridges in the stores. They process is time consuming, messy, and not very efficient. Even though it looks more profitable than buying and then reselling from a remanufacturer, the returns and eventual loss of the customer add up to it not being the way to go. Another leg of the stool is the medium size telemarketing companies. In the past, there were many companies with terrible reputations that sold inferior products through very questionable tactics until the copier dealers figured out that including toner in there service contracts would keep these companies out of their contract accounts. This worked and many of the unscrupulous telemarketers went away. There are still several companies that only telemarketer but they do it in a professional manner. These people are highly trained in our industry, offer thousands of products and sell the right way, through relationship sales. These companies typically do not have service staffs so they don’t offer managed print solutions but we are seeing that start

24

RECHARGEasia

JANUARY 2012

to change as well. They ability to partner with nationwide service providers has allowed these telemarketing companies to now offer MPS in their local markets as well as be able to support companies all over the US and Canada. This is a viable model as long as MPS continues to be part of their offering and they become proficient at it. Large dealers typically have inside and outside sales forces. They usually represent two printer manufactuters and have very seasoned service forces. The inside sales team telemarketers to their current client base looking for new opportunities to sell different products usually welcomed because of the relationships. Many companies today want to buy more from fewer vendors. These large dealers have been around for many years, have good reputations in their communities and are active participants in activities such as fundraisers for non-profits and other events that give positive exposure for their companies. This dealer group although much smaller because of consolidation of the industry with the acquisition effort over the last ten years by IKON , Danka ,and some copier manufactures and more recently Global and Xerox are very much in tune about expansion of their business three ways: 1. Acquiring smaller companies in their communities to add to their client base. They typically buy a company to keep the qualified necessary employees and flip the base of copiers or printer into the manufacturer they represent. 2. We are also seeing dealers purchasing IT companies as well as printer sales and service companies as another way to secure business through a different door. 3. Because the copier industry is flat, dealers are cross training service staff to support printers. The goal is to control all printers, copies, faxes and scans inside the account .They next stop is to offer a managed print program which will give the dealer complete control of the fleet. Many clients today want to outsource their document creation and management to an ethical and capable, professional company that can handle all aspects of this all important project After and only after these companies secure the control of the

www.rechargeasia.com


FEATURE ARTICLE RECHARGEasia

account should they then move towards a document management and storage initiative for their client. If they bite off too much, failure will be inevitable and the entire account will be jeopardized. It has been proven again and again that once you secure an account and control the fleet of the equipment ,you can direct where prints and copies go ,then you can right size the fleet ,add your preferred devices and at a very profitable price point .The competition is locked out thus allowing you to make more money. Managed print is not for the faint of heart .You must stay the course; you must embrace the concept and every member of your team: sales, service, and admin ,must talk ,preach and sing MPS every time they have contact with a customer or potential customer. MPS will be a game charger for your company if you learn how to present and close deals. If you don’t, get ready to receive the cancellation letters from your best accounts because they are being approached by someone every day about MPS .You must first protect your base. They must know that you have a program. They may not be ready now, but they will be. Our business at InkCycle was up a little over 15%year over year 2010 to 2011, because of our dealer loyalty and the fact that we introduced 32 new laser toner products. Our large dealers are growing pretty fast, our medium dealers are flat with maybe a little growth and our small dealers are struggling with many throwing in

the towel. Our business in 2011 grew because our dealers have begun to sign annual contracts locking in prices for their customers .Many dealers have started to offer MPS to their current clients with minimal success. Those that will stay the course will be successful and truly lock the competition out of their accounts. Next year will be a year of more consolidation of acquiring or being acquired. Contracts between dealers and their clients are a necessity. If not MPS, a supply contract locking in prices will suffice for now. If you don't have contracts, the loyalty factor goes out the window. The almighty dollar is many times the determining factor and who wants to have to compete on price alone. Learn from the copier dealers. Lock those printers up with an agreement that includes ink/toner, parts, and labor. As a former dealer owner who sold five companies to Danka and Konica Minolta I will tell you the value of your company is in the residual dollars that will be billed through these agreements. If you need to understand this further please call me and I will show you how to do it. 2012 CAN BE GREAT! It is up to us decide how we will make it that way. The economy will not rebound the way we wish it would. So get to work and make things happen and stop worrying about things we cannot control.

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 25


SOUTHEAST ASIA CORNER NEWS RECHARGEasia

26

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


SOUTHEAST ASIA CORNER NEWS RECHARGEasia

Epson Completes Factory in Lipa, Philippines Epson Precision (Philippines) Inc., a manufacturing subsidiary of Seiko Epson Corp. (Epson), held a ceremony on December 8 to celebrate the opening of a new factory - Factory 2 - in the city of Lipa, in Batangas province. The new factory will significantly increase Epson's 3LCD projector and inkjet printer manufacturing capacity. In addition to local suppliers, Epson President Minoru Usui and Managing Director Tadaaki Hagata, the ceremony was attended by dignitaries from the government of the Philippines, including President Benigno S. Aquino III and Lilia de Lima, DirectorGeneral of PEZA. Also present was the Japanese ambassador to the Philippines, Toshinao Urabe. The Factory 2 construction, which began in October 2010, was completed this September, on schedule. The plant is already in operation. Built on land adjacent to Epson's existing plant Factory 1, Factory 2 will increase the company's projector production capacity to about one million units per year by the end of FY2012. Moreover, the plant is expected to have increased its annual inkjet printer production capacity to about six million units, or double its current capacity, by the end of FY2012. Total investment in this project by that time will amount to approximately $110 million, while the workforce will grow from the current headcount of about 6,000 to approximately 8,000.

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 •

27


MARKETING

RECHARGEasia

HP Pilots Instant Ink Program By Cathy Martin and John Shane In October, HP announced a new ink delivery pilot service, Instant Ink, and a pilot with Condé Nast for digital content distribution for some of their magazines. Instant Ink will automatically deliver replacement original HP ink to customers at home or work when needed for HP’s newest announced ePrinters. HP estimates that users can receive up to 50% annual savings on ink cartridge purchases for one monthly fee. The voluntary subscription program for HP Instant Ink will be available from $5.99 to $10.99 per month depending on the printer model. The fee covers the cost of the cartridge and the shipping to the customer. During the pilot, Instant Ink will be available for HP’s newest Photosmart and Officejet Pro product line including the HP Photosmart 5510, 6510, and 7510 e-All-inOne and the new HP Officejet Pro 8600 e-All-in-One series. The fee for Instant Ink for the Photosmart printers will be $5.99 and $10.99 for the Officejet Pro line. Annual costs for the Instant Ink program are $71.88 for Photosmart and $131.88 for Officejet. One set of XL cartridges (BCYM) for the Photosmart printer is $76.96 and $120.96 for the Officejet 8600 series. Customers that use at least one set of ink cartridges will save money using the Instant Ink program. It is difficult to predict exactly since the program is based on individual printer use. Table: Instant Ink Cartridge Details

Source: HP HP will be working with select retail locations in the northeastern United States to offer the initial pilot program for Instant Ink. At this time, HP is not disclosing fulfillment partners or the specific dates for the pilot launch. The target for Instant Ink 28

RECHARGEasia

JANUARY 2012

is for a range of HP customers including casual at-home users to micro- and small-business owners. The HP Instant Ink and Condé Nast On-Demand Content pilot programs are both planned to be rolled out on a trial basis later this fall. The Condé Nast pilot is not restricted regionally and will be open to any consumer with an HP web-connected printer or users who download the free widget from participating Condé Nast websites. To participate in Instant Ink, customers will receive a

subscription card at time of printer purchase at participating retail outlets. During printer set-up, these customers will create an ePrintCenter account to register their printer and sign up for Instant Ink. Once HP receives customer registration, the Welcome Kit (which includes 4 standard cartridges and HP Instant Ink return mailers) is shipped to the customer. Once customers deplete their cartridges, they will use the return mailer to return their empty cartridges and will be sent a replacement cartridge. At this time, participants will receive standard cartridges with the Welcome Kit (upon registration), then XL cartridges upon reorder. Details of the program will be refined throughout the pilot program. All used cartridges will be recycled via HP Planet Partners closed loop ink cartridge recycling process. Cartridges will be delivered in approximately one week from order initiation. The plan includes an annual limit of $144 worth of ink cartridges for HP Photosmart products, or an annual limit of $264 worth of cartridges for HP Officejet and HP Officejet Pro products. Subscribers can order additional cartridges beyond the annual plan at 50% off the retail price. The Condé Nast pilot program will include optional printto-home services for subscribers to schedule the delivery of free content from their magazine brands including Allure, Details, Epicurious, Glamour, Golf Digest, Self, and Wired to personal printers. The scheduled delivery to HP web-connected printers uses HP print tools and allows publishers to reach readers more frequently than with print magazines and more directly than via email. Users can also get the free content by downloading the widget from participating Condé Nast websites. Users of any device brand can download the free widget, which is based on HP technology. Content can be delivered either on a daily or weekly basis depending on the topic and customer’s preference. There is no subscription cost at this time for this unique content that is not available in the relevant magazines or from its other online resources. The content for scheduled delivery is not the whole monthly magazine but is targeted content of one to a few

www.rechargeasia.com


MARKETING

RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 29


MARKETING

RECHARGEasia HP Pilots Instant Ink Program

Continued

pages combined with appropriate ads. Participation in the CondĂŠ Nast program is not dependent on participating in the Instant Ink program or vice versa and is optional. Industry Impact: Instant Ink is reminiscent of the program that Dell used to fulfill supplies orders with their customers before they had any retail partners but did not have the monthly fee. For HP, engaging customers in this way secures revenue for HP OEM supplies while offering a different value proposition to customers to reduce the likelihood that they would want to use aftermarket supplies due to lower prices. However, the supplies that are part of the program right now are not readily available in the aftermarket since they are very new supplies. Customers have often complained about the cost of ink and we think HP is offering this to appease some of these complaints by offering the opportunity for significant supplies savings. By joining forces with CondĂŠ Nast and other scheduled delivery partners, HP is finding unique and creative ways for customers to print more which is the ultimate goal. This is just a test. We look forward to seeing if this resonates with businesses or home users.

30

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


MARKETING

RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 31


MARKETING

RECHARGEasia

Developing Regions Drive Worldwide Page Volume Growth as Developed Regions Lose Ground Worldwide page volume from digital hardcopy devices* climbed to 3.1 trillion in 2010, according to new research from International Data Corporation (IDC). Developing regions led the way with 7.3% page growth when compared to page volume in 2009. In contrast, page volume in developed markets declined 1.3% year over year. These markets combined for worldwide incremental page growth of 1.4%. Latin America and Central and Eastern Europe were standouts with double-digit page growth in their respective regions. Users continued to adopt the convenience and functionality of multifunction peripherals (MFPs), which helped MFPs increase their lead in page share. Single-function printers and singlefunction digital copiers declined in page volume and share. MFP page growth showed regional variation with developing regions recording double-digit growth rates, while developed regions settled for single-digit growth. The page-volume story remains consistent across MFP technologies with a twist. For laser, MFPs are the leaders in page volume but lag printers in installed base. Worldwide laser printers still generated a respectable 1.1 trillion pages in 2010, and registered page growth of 1.6%. For inkjets, MFPs are the dominant force both in terms of both page volume and installed base. Color laser continued its penetration in both developed and developing regions. Developing regions had a healthy appetite for color laser pages across both printers and MFPs with doubledigit growth across the spectrum. In contrast, developed regions had double-digit color laser MFP page growth of 15.5% while color laser printers registered 0.6% page growth. Affordable color and select developing economies are driving color in developing markets. Measured against the backdrop of managed print services (MPS) and workflow digitization,color remains a bright spot for vendors in developed economies. With mono laser still at 85% of the worldwide installed base, this gives color ample upside opportunity.

A4 lineups to meet growing A4 demand. • Laser printer devices continued to transition to higher speeds across both mono and color. This trend was stronger in developed regions. One example: mono laser printer pages in developed regions grew to 575 billion from 565 billion, in spite of an installed base decline of 3.3%. • While inkjets comprised the majority of the worldwide installed base with a 64% share, overall share decreased by 1.4% year over year. However, developing regions recorded growth of 1.5% in the installed base, expanding from 109 million to 111 million units. Vendor Highlights HP retained the number one position for overall worldwide page share in 2010. Canon and Xerox retained the number two and three rankings in worldwide page share. Xerox's momentum in laser pages helped it close the gap with Canon in worldwide page share. Additional worldwide details (technology category, sub technology category, sub technology product level) are provided in the table below. Worldwide Page Share, 2010 Vendor Ranking by Category and Sub-Category

Technology Highlights • Color laser recorded increases in both developing and developed regions for overall installed base growth and page growth. Worldwide color laser page volume grew 11% year over year. • Laser A3 devices contributed 49% of total page volume despite constituting only 14% of the worldwide installed base. A4 devices are moving up in speed, reducing average print volume in the higher speed segments. Copier-based vendors (A3) will need to address this challenge, nonetheless continuing to strengthen their 32

RECHARGEasia

JANUARY 2012

The study, from IDC's Worldwide Page Volume and Vendor Share Program, provides total market size and vendor shares for single-function printer, MFP, and single-function digital copier (SFDC) pages (prints/copies) and installed base. Data includes installed base units and pages by technology, sub-technology, and speed (laser) for 7 regions.

www.rechargeasia.com


MARKETING

RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 33


MARKETING

RECHARGEasia Developing Regions Drive Worldwide Page Volume Growth as Developed Regions Lose Ground

Notes: • * Digital hardcopy devices include single-function printers, multifunctional peripherals (MFPs), and single-function digital copiers (SFDC). This study included only mono laser devices under 70 ppm (pages per minute), color laser devices under 45 ppm, and personal through workgroup inkjets. • IDC tracks A3 and A4 digital devices using remote monitoring tools, consumable trackers, and other data collection methods. Installed base is derived from IDC Worldwide Hardcopy Peripherals Tracker shipment data and IDC proprietary retirement research. • Developed regions include the United States, Western Europe, Canada, and Japan. Developing regions include Asia/Pacific (excluding Japan), Latin America, Central and Eastern Europe, Middle East, and Africa. For more information about IDC's Worldwide Page Volume and Vendor Share Program, please contact Angèle Boyd (aboyd@idc.

Continued

com) or Dinesh Srirangpatna (dsrirangpatna@idc.com). About IDC International Data Corporation (IDC) is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community to make fact-based decisions on technology purchases and business strategy. More than 1,000 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries. For more than 47 years, IDC has provided strategic insights to help our clients achieve their key business objectives. IDC is a subsidiary of IDG, the world's leading technology media, research, and events company. You can learn more about IDC by visiting www.idc.com.

InfoTrends’ High-speed Continuous-feed Color Inkjet Study Gives Insight into the Fastest Growing Segment of the Printing Industry New high-speed inkjet systems have entered the production digital printing market and are creating new opportunities for digital color print. With high levels of productivity, compelling cost of operation, and quality levels that greatly improve what was previously available from inkjet systems, these new devices will account for about 40% of digital color pages globally by 2015. To gain a clear understanding of the impact these systems are having on the market, InfoTrends announces the completion of a new multi-client study entitled The High-speed Continuous-feed Color Inkjet Opportunity: Global Insights from Leading Customers. “The move to high-speed inkjet color is, in part, related to print technology advances that allow high-speed color printing at decent quality levels to combine with strong cost metrics,” commented Ralf Schlözer, a Director at InfoTrends. “But it is key to find the right applications now matching the capabilities of today’s technologies as well as getting prepared for the opportunities next generation devices will offer.” This research includes interviews for 52 sites in 15 countries around the world. These case studies reflect the responses to questions via phone or on-site in-person interviews with company presidents, senior management, and production managers. Information gathered provides a unique insight into successes and challenges, the enablers and barriers, and the opportunities seen by a wide range of book printers, direct mailers, transaction printers, and other users involved in this rapidly growing segment of the 34

RECHARGEasia

JANUARY 2012

market. Applications Produced on High Speed Color Inkjet Printers

The High-speed Continuous-feed Color Inkjet Opportunity: Global Insights from Leading Customers aims to identify the opportunity for the continuous color inkjet market and covers growth potential through 2015. Key findings include: • Applications and Demand Drivers o Volume shares currently produced on high-speed inkjet color printers o Outlook on emerging applications targeted now and in the future o Main areas of profitability

www.rechargeasia.com


MARKETING

RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 35


MARKETING

RECHARGEasia InfoTrends’ High-speed Continuous-feed Color Inkjet Study Gives Insight into the Fastest Growing Segment of the Printing Industry Continued

o Savings achieved in labor/waste reduction o Views on achievable return on investment • Workflow o Prepress set-up used (workflow and data formats) o Importance of a vendor’s workflow offerings when choosing a printer • Finishing o Requirements and preferences o Online and off-line finishing o Needs for compatibility with existing finishing equipment o Web width preferences • Paper o Types and shares of paper grades today and in the future o Issues with paper in color inkjet o Criteria for paper selection

o Stakeholders in paper decisions o Preferred channels for paper buying • Future Demands and Operation o Features for a next generation of digital color inkjet printer o “Must-haves” from printer suppliers o Future plans, ideas, and concerns About InfoTrends InfoTrends, a Questex company, is the leading worldwide market research and strategic consulting firm for the digital imaging and document solutions industry. We provide research, analysis, forecasts, and advice to help clients understand market trends, identify opportunities, and develop strategies to grow their businesses. Additional information about InfoTrends is available on the Web at www.infotrends.com.

Global Printing Inks Market to Reach US$18.2 Billion by 2017 GIA announces the release of a comprehensive global report on Printing Inks market. The global market for Printing Inks is projected to reach US$18.2 billion by the year 2017, driven by the mounting popularity of environment friendly inks, and incessant technology innovations that are opening up newer growth avenues including relatively new markets such as UV and ink jet inks. Radiation curing inks and energy-curable ink technology also offer numerous opportunities, thereby pepping up industry growth prospects. Printing inks is an industry that embodies the strength of the global as well as regional economies. With high correlation to a country’s GDP, the printing inks industry is cyclical in nature, with economic ups and downs amplifying the demand patterns. The business of printing inks involves development of products as per application and customer needs. Partly dented by the recent global meltdown, and the soaring raw materials prices, the global printing inks industry is projected to grow moderately over the near term. The industry continues to face severe pricing pressures, arising from spiking raw material costs, a scenario that is expected to continue over the near future. The market is also witnessing a transition towards high-value digital and energy-cured inks. Packaging, commercial publishing/printing comprise the largest end-use industries in the printing inks market. As stated by the new market research report on Printing Inks, the US continues to remain the single largest regional market, in terms of volume as well as value sales. The European market is driven by rising sales of UV as well as free radical and cationic inks. Although dominated by the developed economies, emerging trends in the developing countries are triggering growth in the 36

RECHARGEasia

JANUARY 2012

global Printing Inks market. Energy curable ink systems continue to unlock newer applications in the European and Asian markets. Further, rising demand for sleek magazine and catalog covers is driving the use of radiation curing inks in the publishing sector. Asia-Pacific, particularly China and India, represent the fastest growing printing inks markets. Asia-Pacific is projected to exhibit the fastest CAGR of 5.5% over the analysis period. Publication and commercial printing is a growing business in Asia, fueled by developing markets such as China and India. Opening up of these economies has ushered in ample opportunities for demand expansion. Technological advancements have revolutionized the inks industry with printing presses making use of faster and highly automated equipment. Environment friendly inks such as vegetable oil based inks and water-based inks are gaining popularity, given the growing concerns over ecological pollution. Lithographic inks represents the largest segment in the market. Benefits of lithographic printing over other processes exert a positive influence on the lithographic inks market. Digital ink is rapidly gaining popularity with compounded dollar gains grooming the market into a lucrative segment with profitable opportunities. Rotogravure, screen, letterpress and other specialty printing inks represent other rapidly growing segments, which together hold bright prospects for market participants. Digital inks is forecast to register the fastest CAGR of 3.7% over the analysis period. Improvement in screenprinting technology, increased usage of computers by companies (both small and large scale), and establishment of internal graphics departments facilitating professional-quality, in-house printing, have contributed to growing demand for digital inks. Advances in

www.rechargeasia.com


MARKETING

RECHARGEasia

digital printing combined with the tremendous expansion of inkjet printing are likely to spur the digital inks segment. Major players profiled in the report include Brancher Company, CROMOS S.A. T I NTAS GRAFICAS, Dainichiseika Color & Chemicals Mfg. Co., Ltd., DIC Corporation, Encres Dubuit SA, Environmental Inks and Coatings Corp., Epple Druckfarben AG, Flint Group, Huber Group, Royal Dutch Printing Ink Factories Van Son, Ruco Druckfarben/AM Ramp & Co. GmbH, Sanchez SA de CV, Siegwerk Druckfarben AG & Co. KGaA, Sicpa Holding SA, T & K Toka Co. Ltd., Tokyo Printing Ink Mfg. Co. Ltd., Toyo Ink SC Holdings Co. Ltd., and ZELLER+GMELIN GmbH & Co. KG. The research report titled “Printing Inks: A Global Strategic Business Report” announced by Global Industry Analysts, Inc., provides a comprehensive review of trends, issues, strategic industry activities, and profiles of major companies worldwide. The report provides market estimates and projections (US$ Million and Thousand Tons) for product segments Lithographic Inks, Flexographic Inks, Gravure Inks, Letterpress Inks, Digital Inks and Other Inks across geographic markets such as the US, Canada, Japan, Europe (France, Germany, Italy, UK, Spain, Russia and Rest of Europe), Asia Pacific (China, India, Australia and Rest of Asia-Pacific), Middle East, and Latin America. About Global Industry Analysts, Inc. Global Industry Analysts, Inc., (GIA) is a leading publisher of off-the-shelf market research. Founded in 1987, the company currently employs over 800 people worldwide. Annually, GIA publishes more than 1300 full-scale research reports and analyzes 40,000+ market and technology trends while monitoring more than 126,000 Companies worldwide. Serving over 9500 clients in 27 countries, GIA is recognized today, as one of the world’s largest and reputed market research firms.

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 37


MARKETING

RECHARGEasia

Worldwide Hardcopy Peripherals Market Returned to YearOver-Year Growth in the Third Quarter of 2011 The worldwide hardcopy peripherals market grew 1.6% year over year with 31.3 million units shipped in the third quarter of 2011 (3Q11), according to the International Data Corporation (IDC) Worldwide Quarterly Hardcopy Peripherals Tracker. Multifunction peripheral (MFP) shipments dominated the hardcopy market with 20.8 million units shipped in 3Q11, representing 66% of total shipments in the quarter. The market's bright spot remains the color laser MFP space, with year-over-over growth of 24.1%, an impressive climb from year-over-year growth of 8.9% in the second quarter. "We believe most vendors have recovered from the production issues caused by Japan's earthquake and tsunami in March. While this is a good sign, the market is expected to remain flat for the remainder of the year due to growing concerns about the economy," said Phuong Hang, program manager, Worldwide Hardcopy Peripheral Trackers.

Epson witnessed a decline of 9.4% year over year in the worldwide hardcopy market and lost one point share from a year ago to 12.6% in 3Q11. • Samsung strengthened its position as the number 4 vendor in the worldwide hardcopy market with 5.7% share, up one point from a year ago. The vendor grew 8.3% year-over-year and recorded shipments of 1.8 million units during the third quarter. • Brother rounds out the top 5 with more than 1.7 million units shipped and 5.5% share, unchanged from a year ago. The vendor's shipments grew 7.5% year over year and posted positive shipment growth in all regions except for the U.S. Worldwide Hardcopy Peripherals Market, Top 5 Vendor Shares and Year-Over-Year Growth, Third Quarter 2011

Technology Highlights • The inkjet market, and more specifically the color inkjet MFP market, is still the technology that holds the majority share of the hardcopy peripherals market, with over 19.6 million units shipped worldwide, 16.1 million of which were color inkjet MFP units. • In 3Q11 monochrome laser devices continued to rank second in units shipped (8.6 million units) with 29% share of the hardcopy peripherals market. All regions except Western Europe and Middle East & Africa saw year-over-year growth in monochrome shipments. • Color laser devices retained a 6% share of the hardcopy market in 3Q11 with 1.8 million units shipped. The MFP penetration at 51% and year-over-year growth of 24% for the color laser market beats these same metrics for the monochrome laser market which are 43% and 17% respectively. Vendor Highlights • HP continued as the number one ranked vendor in 3Q11 with worldwide market share of 42.9% and 13.5 million units shipped. The Americas region was strongest for HP in terms of unit growth in 3Q11, with 21% year-over-year growth, followed by the EMEA and Asia/Pacific (excluding Japan)(APeJ) regions with 13% and 9% growth respectively. • Canon maintained its position as the second ranked vendor, with worldwide year-over-year growth of 5.2%. This performance was driven by 8% year-over-year growth in the APeJ region. • Epson held onto the number 3 position worldwide. Despite seeing year-over-year increase in the Americas, EMEA, and APeJ,

38

RECHARGEasia

JANUARY 2012

Source: IDC Worldwide Quarterly Hardcopy Peripherals Tracker, December 2011

U.S. Hardcopy Peripherals Market, Top 5 Vendor Shares and Year-Over-Year Growth, Third Quarter 2011

Source: IDC Worldwide Quarterly Hardcopy Peripherals Tracker, December 2011

Notes: • IDC tracks A2-A4 devices in the Quarterly Hardcopy Peripherals. • Hardcopy Peripherals include single-function printers, printerbased multifunctional systems (MFPs), and single-function digital copiers (SF DC). Data for all vendors are reported for calendar periods. Private Sector Drives Recover y of Baltics Hardcopy Peripherals Market The hardcopy peripherals (HCP) market in the Baltics region (Estonia, Latvia, and Lithuania) declined by almost 5% year

www.rechargeasia.com


MARKETING

RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 39


MARKETING

RECHARGEasia Worldwide Hardcopy Peripherals Market Returned to Year-Over-Year Growth in the Third Quarter of 2011 Continued

on year in volume and grew by more than 11% in value in the first half of 2011. According to fresh data from market research company IDC, the poor performance of the color inkjet segment was largely responsible for the decrease in market volume, while robust demand for laser devices was the key driver of the increase in value. Lithuania was the only market among the Baltic states to decline in the first half of 2011, with shipments falling by more than 21%. The Latvian and Estonian HCP markets grew in volume year on year, by more than 10% and 23%, respectively. The Latvian and Estonian markets significantly increased in value compared to the same period of 2010, while the Lithuanian market grew by less than 2% in value over the previous year.

"In H1 2011, the high end of the mono and color laser segments grew most rapidly, largely thanks to recovering demand from publishing companies, print and press houses, and design offices," says Marcin Klessa, research analyst with IDC Poland. The private sector is contributing more strongly to the post-crisis recovery than the public sector, which is inhibited by the public deficit and budget issues. "In the Baltic states' private sectors, banks and local branches of international companies were the most important for HCP market growth in H1 2011," adds Klessa. You can learn more about IDC by visiting www.idc.com/.

Mastering the Nuances of Guanxi to Boost Your Email Marketing to China 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. While a digital print technology email marketer engaged in the US, British, or Australian markets simply needs to make the value proposition clear in their offerings and count on the orders rolling in, a similar approach in the Chinese market is doomed to failure. Mastering the cultural nuances necessary to successfully engage in email marketing to China requires a finely tuned sense of propriety and adherence to what the Chinese view as a business relationship… which is considerably different than in any other country. Well-connected is the equivalent of wealthy Unlike the business culture of Western nations which is essentially based on transactions, business society in China is primarily based on relationships. Within the context of business in China, relationships are considered a type of social capital. In China, being considered as “well-connected” is the status equivalent of a Western business person being considered wealthy. That concept is the key to understanding guanxi, a Chinese word for which there is no direct English translation. It may be best to look upon guanxi as a social code which is made up of a network of

40

RECHARGEasia

JANUARY 2012

connections that are marked by mutual obligation and reciprocity and upheld by intrapersonal consideration and goodwill. The Chinese prefer to do business with known parties Guanxi is often misunderstood by Western business persons as a type of influence peddling among cronies, rife with corruption and bribery. That is only the most extreme aspect of guanxi, as in the vast majority of cases it is based on mutual obligation, trust, and a sharing of experiences among individuals who the Chinese consider respectable. It will usually be the preference of the Chinese business person to engage in a venture with someone they already know well. Three levels of guanxi There are various forms of guanxi based on the type of relationship between the parties: Jiaren – This is the closest relationship and is extended only to direct and extended family members. Family is not necessarily based exclusively on blood relations, as any person whether Chinese or foreigner may endear themselves to an extent whereby they are considered an integral part of a Chinese extended family.

www.rechargeasia.com


MARKETING

RECHARGEasia

Shuren – The next closest relationship is among non-family members who share some form of historical connection, such as being old classmates; members of the same societies or clubs; friends of friends; or originating from the same village. Shengren – This is the least close relationship and is generally translated as stranger or foreigner. When no prior guanxi-type information is available about a person, the basis for trust does not exist… and is considerably difficult to build. The goal is to graduate from shengren to shuren Every business relationship between a Chinese entity and an

external one begins in the shengren class. That is not to say that it is impossible to consummate a business relationship if you are considered a shengren, but the transaction will likely be of fairly low value and there will be little brand loyalty over the long term. The goal is to transmute the relationship one notch up until you and your firm are considered shuren. It is at that point that the guanxi relationship ceases to be strictly a “one time mercantile” deal and becomes social. It’s not as incomprehensible as you may think Consider the difference between shengren and shuren in email marketing terms. You receive in your inbox an email from a company you’ve never heard of before. Yes, they’re spamming and you are very wary of them but the offer they are making sounds legitimate and just happens to be a sizzling deal. You may proceed to check them out to see if they are not scammers and then hypercautiously proceed with the order. You breathe a sigh of relief when the product arrives at your door and is exactly what it was touted to be, with your fears assuaged that it could have been a box of rocks. The company which previously was shengren is now shuren. Out of the sheer void of “who are you” mistrust they’ve lived up to their promises and you are more likely to deal with them again in the future. Return a favor many-fold Renqing is a fundamental basis for comprehending and engaging in guanxi, as it relates to the reciprocal exchange of favors and gifts. If someone does you a favor you are in their debt and thus obligated to return the favor. The renqing obligation must always be repaid but there is no time limit. Just because someone did you a favor on Monday does not mean you must reciprocate on Tuesday. It is this indefinite time scale which forms the mortar for guanxi relationships, as the expected repayment of the favor binds the parties together over the long term. Of course, when the favor is repaid, it triggers yet another cycle of repayment obligation and the ties become essentially eternal. It is also considered proper etiquette to return the favor at a much greater magnitude, a custom which is summarized in the common saying “receive a droplet of generosity, repay like a gushing spring.”

Chinese customers relish personalization The essential disconnect for email marketers occurs when they look upon the 1.3 billion people in the Chinese market and simply cannot comprehend how they can nurture a one on one relationship with each of them to maintain compliance with guanxi prerequisites. It goes without saying that it is not feasible to craft guanxi with each of your Chinese customers in person, but that is not necessarily obligatory. Online personalization, if conducted with restraint and taste, can act as a reasonable substitute for face to face contact. Unlike many Western online customers who may feel that their privacy is being violated if your email approach displays too profound a knowledge of their personal details, Chinese consumers generally relish personalization. Practice guanxi, offer renqing “If you've been using your Epson Stylus Pro GS6000 as much as usual, you'll soon be running short of the eight 950 ml ink cartridges C13T624xxx. With each order of the eight set, we'd like to extend to you the gift of an extra C13T624100 black ink cartridge to thank you for your custom.” What you’ve done in two simple emailed sentences is not only demonstrate that you are conscious of your Chinese customer’s needs by calculating the average time between previous orders, and you have done your part in renqing the extra black cartridge. Guanxi in the NYC Diamond District? Guanxi may seem like an awkward, imprecise manner to do business but many cultures who track their origins to the mists of antiquity have similar practices. In New York’s Diamond District, most deals between the traditionally Hasidic traders are marked by an ancient blessing of mazel und brucha and a handshake. A deal is only done between parties who have known each other for a very long time and can vouch for each other’s reputation and reliability. There are no credit checks, no background references… only a non-Chinese version of guanxi between what are essentially jiaren. With the astounding power of China’s exponential growth, no digital print technology and consumables email marketer anywhere can afford to disregard the way that business in done with the country which contains the world’s largest population. Learning to appreciate guanxi and implementing its nuances into every aspect of your email marketing can help you break through to this massive market. Curt Keller is CEO of Benchmark Email (www.benchmarkemail.com), a major, global email marketing service for businesses around the world.

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 41


GLOBAL FORUM RECHARGEasia

Capturing the Magic at the BTA West Conference in Las Vegas By Sunny Sun, Publisher

Several staff members of the Recharge Asia California headquarters traveled 300 miles through the Mohave Desert, from Southern California to Las Vegas, Nevada, to attend the BTA Western Regional conference that was held this past November 17-18. The travel across four counties and two states was a metaphor for our transition from the recharger world to the BTA channel of retail office equipment dealers. Having attended business shows throughout the world, the Recharge Asia staff traveled with typical expectations of a Las Vegas meeting: convention center, gambling, smoke-filled rooms, vendor booths, crowded hotels, taxi lines, high prices and mediocre food. Much to our pleasant surprise, the BTA Western Region Conference was a breath of fresh air. The Paris Hotel on the Las Vegas Strip actually offered a feeling of a quaint Paris neighborhood. It was possible to go from your hotel room to the convention/meeting area without having to walk through a crowded, noisy, Smokey gambling casino. Additionally, there were plenty of options to eat and shop along the imaginary French village that joined the hotel elevators and conference center. The cobblestone walkways and Persian fountains set the tone for a relaxed, playful atmosphere. At the BTA conference registration center, Membership Specialist Brian Smith greeted the Recharge Asia staff by name, providing our press credentials and welcoming us to the “Capture the Magic Conference”. As we entered the grand ballroom, there were about three dozen exhibiting vendors stationed around the room with desktop displays. Attendees were talking, laughing, and greeting one another. It seemed more like a family reunion than a business gathering. The BTA members, both dealer members and vendor members, appeared to be one big, happy family. We viewed more welcoming hugs than handshakes. Most people already seemed to know one another. We overheard as many questions being asked about family and friends as there were about the new products and services being offered. The old adage of ‘people like to do business with people they like’ seemed to hold true at this BTA event. Mixed among all the BTA Channel vendors, we did recognize several traditional remanufacturers and distributors of after market supplies. These included AMC, Color Imaging, Densi Graphix, Digitek, InkCycle, Katun, MSE, NA Trading and Technology and West Point Products. Also exhibiting were the OEMs representing

42

RECHARGEasia

JANUARY 2012

Toshiba, Epson, Lexmark and Muratec. Additionally, we saw a few other remanufacturers, distributors and Recharge Asia advertisers, readers and subscribers who had come as regular paid attendees. The mixture of attending groups included copier, remanufacturing, financial (leasing), software, marketing, equipment accessories, OEM and dealers. The attending groups proved to be a true merging of related industries. The scope of business opportunities is stretching into newly expanding areas of commerce. The BTA West Capture the Magic Conference was setup so the vendors’ table-top booths were situated around the interior walls of the grand ballroom. The attendees sat in classroom-style table and chairs in the middle of the room. This allowed for easy access to visit with all the vendors during extended breaks and before and after each educ ational speaker ’s presentation. Ever y vendor was in plain sight and it was easy to see who was busy or available to speak with you immediately. There was no need to walk through aisle after aisle of vendors to find a specific attendee. It was also very easy to pull up a chair and sit down to talk with a friend or vendor. The premier group of educational speakers, made up of industry experts, all spoke in the same grand ballroom with the vendors and where the complementary food and beverages were being offered. Each speaker actually provided relevant industry information (rather than an hour long advertisement for their own company) in a location that did not require the attendees to walk half a mile in search of the listed speaking room. The conference set-up

www.rechargeasia.com


GLOBAL FORUM RECHARGEasia

www.rechargeasia.com

RECHARGEasia

• JANUARY 2012 • 43


GLOBAL FORUM RECHARGEasia

Capturing the Magic at the BTA West Conference in Las Vegas Continued

made it extremely easy for the attendees to take part in the entire conference offerings without having to walk half a mile between hotel room, conference center, educational offerings, vendor displays, food, and friends. We did not hear any complaints about hurting feet or not being able to find a specific speaking venue. The BTA Capture the Magic Conference officially began with the keynote presentation by Mark Mathews, President and COO of Toshiba America Business Solutions, Inc. Mark spoke on The New Normal, providing insight from the OEM’s point of view of our changing industry. He presented some very revealing statistics on industry growth, profitability and trends for the future. Mathews shared his executive-level insight into the current market conditions, both globally and in the United States. He explained how these conditions are impacting the industry and creating a significant need for change. He specifically focused on the changing business model, which emphasizes solutions and service for the customer, for long-term business success. A welcoming reception followed Mark Mathew’s keynote address with complimentary food and beverage; providing attendees a chance to continue to network with peers and visit with exhibiting sponsors. Friday morning, over 150 people gathered to listen to Bob Goldberg, BTA's general counsel, present Procedures for Successful Dealerships. Bob enumerated the 20 best traits of a successful dealership and explained why they make a difference. Bob Goldberg also writes a monthly column in BTA’s Office Technology magazine. After each speaker, a 15-30 minute break was offered to meet with vendors, enjoy refreshments, meet with new or old friends and enter over 20 different drawings offered by BTA and their sponsoring members. Over $3500 worth of cash, gift certificates, and merchandise were won by conference attendees. The next speaker was John Hey, associate & founder of Strategic Business Associates. He is wellknown for creating and presenting the ProFinance seminars that teach ‘what does good look like’, which provides industry benchmarks for achieving doubledigit operating income. John presented Capture the Opportunity which highlighted how management teams need to drive profitable growth and to strategically position their dealerships in order to capture the expanding opportunities in 2012 and beyond. John Hey also presented ProFinance 2.0 as a pre-conference seminar on Wednesday and Thursday. Ronelle Ingram, Recharge Asia columnist and Past BTA National President, presented There is More to MPS than Sales and Software. Ronelle emphasized the need to learn positive training techniques, talk

44

RECHARGEasia

JANUARY 2012

track skills and needed resources to entice service, shop and parts personnel to embrace the positive aspects of your MPS programs. Ronelle also presented the one day FIX, cost management for service, seminar as a post conference seminar on Saturday. After a wonderful lunch in a Persian café, the group returned to our meeting area to hear Tom Callinan, founding principal of Strategy Development, present The MPS Contract: Getting it is Only the Start. Tom spoke on the specific requirement to actively manage your MPS contracts to ensure profitability and continued revenue growth. The final speaker of the day was David Ramos, a Strategy Development consultant, writer and speaker. David’s presentation, Beyond Traditional Sales, shared insights on how savvy sales professionals will proactively recognize the issues that the empowered decisionmaker creates to reshape the strategies and investments. The days meeting ended with over $3500 of cash, gift certificates and merchandise being given away to attendees who took part in various free drawings offered by conference vendors and BTA. There were still more fun and surprises awaiting conference attendees. The BTA Western District Capture the Magic Conference ended with over 100 of the conference goers sharing front row section seats at David Copperfield's "An Intimate Evening of Grand Illusion" at the Hollywood Theatre, MGM Grand Hotel & Casino. It was the perfect ending to a few days of education, friendship and entertainment in Las Vegas. Even though it was the first time most to the Recharge Asia staff had attended a BTA event, we were able to enjoy the relaxed, friendly atmosphere of the BTA group. At the end of the day our feet were not tired, our clothes did not smell of smoke and our brains took away valuable information to share with Recharge Asia readers. For more information on future BTA events visit www.bta.org. For access to the PowerPoint presentation of the speakers referenced above www.bta.org/BTAWest11Powerpoints.

www.rechargeasia.com


GLOBAL FORUM RECHARGEasia

The World’s First iPhone Printers Available Consumers can now buy MiLiPhotoPrinter, the new iPhone Printer, at the Apple Store. Launched by Apple, the MiLiPhotoprinter is the first iphone printer launched by Apple's global strategic partner, who licenses the brand. The price is RMB1480. Although originally designed for the iPhone, the MiLiPhotoPrinter can also be used for Android phones with the appropriate installations.

Reporters note that in both photo editing and multiple editing, upgraded software can also provide a variety of themed photo frames. Available are three t y p e s o f “d e s i g n” o p t i o n s : Summer special, Frames, and Miscellaneous. Among each type, there are five styles to choose from.

www.rechargeasia.com

RECHARGEasia

• JANUARY 2012 • 45


GLOBAL FORUM RECHARGEasia

Zhuhai City Proposes to Build Trade Center for Printer Consumables After several months of investigation, “The Letter of Support for the Printer Supplies Industry Policy” is available to reporters. It was issued to the District Institutions under the city supervision, upon review and approval by The Zhuhai Trade and Industry Bureau. Reporters were informed recently by The Zhuhai Trade and Industry Bureau that the policy proposed to build an International Trading Center and other trading platforms for China’s (Zhuhai) office equipment and supplies. Invest 50 Million In September, Zhuhai City issued a few policies for Zhuhai

to accelerate its process to transform and upgrade its printing equipment and supplies industry, hereinafter, referred to as “Policy”. The “Policy” supports Zhuhai’s printing industry to upgrade to being a high-end chain, and to create a distinctive, structured, and core competitive printing supplies industry. Zhuhai City will increase its funding to support the consumables industry. Beginning in 2012, Zhuhai will invest RMB 10 million from its funds of Zhuhai municipal transformation and upgrade industrial chains out of the traditional industry models to support the technological innovation, public platform, and market development for the next five consecutive years. Estimates this year report that Zhuhai Consumables output value is about RMB 200 billion. RongliXiong, the Industry Chief Bureau, expresses that by introducing the policy, he hopes to reach an output value of RMB 400-500 billion over the next five years. Reporters learned that Zhuhai Trade and Industry Bureau and Zhuhai Finance Bureau are currently working to develop specific funds usage and management. Planning to Build the Supplies Trade Center

patents, commercial credit and other public information services and e-commerce platforms. Target Investment to Improve the Industrial Chain Although the initial formation of a more complete office equipment and printing supplies chain in Zhuhai is the goal, there is no drum or other supporting devices local production. "Policy" allows Zhuhai to target supplies companies and supplier’s overseas production base and to carry out its direct targeted investment. Meanwhile, Zhuhai will offer financial incentives to the industries associated with high technology or those exhibiting significant improvement to the industrial chain of new research and development projects. In addition, Zhuhai City’s, Toyama Industrial Park will support the integration of the surrounding parkland and build the national printing equipment and supplies facility as a recycling economy demonstration garden. Encourage Industry Technology Research For the next five consecutive years, Zhuhai City, the annual printing equipment and supplies industry, will focus on developing areas, select a number of key technologies and common selected projects, organize technological research forces, and strive to

have a significant industrial development breakthrough to play an industry leading role in key areas. The “Policy” supports the formation of industry alliances, is committed to solving common industry technical problems, providing financial funds to support common technology research. The results of its research and development within the industry will be shared by the Zhuhai companies.

“Policy” indicates that the Nanping Industry Park serves as the core to accelerate its development of a national supplies quality inspection center, printing equipment construction, and other pilot projects. Additionally, “policy” makes it clear to plan and construct the China (Zhuhai) International Office Equipment and the Supplies Trade Center, in order to promote the Nanping printing equipment and supplies industry restructuring and upgrading. Zhuhai city has submitted a request to Guangdong Province to become an international procurement center for printing supplies.

Once approved, Zhuhai will build its national or even the world’s fist specialized consumables trading center. In addition to the physical building supplies industry trading center, the “policy” also proposed to encourage the establishment of third-party service providers for the whole of Zhuhai’s printing equipment and supplies company; providing products, prices, 46

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


GLOBAL FORUM RECHARGEasia

www.rechargeasia.com

RECHARGEasia

• JANUARY 2012 • 47


OEM UPDATE

RECHARGEasia

HP Acquires Hiflex, a Web -to -Print and Management Information Systems Software Company HP announced it has acquired Hiflex Software GmbH, a privately held global software solutions provider specializing in web-toprint and management information systems solutions for printing services. Financial terms of the transaction were not disclosed. Founded in 1991, Hiflex is headquartered in Aachen, Germany. Following the acquisition, Hiflex will continue to evolve its offerings and service its current customers. “HP wants to break the traditional barriers of how and where business customers print, making it easy for them to produce custom or personalized materials anywhere, anytime,” said Vyomesh Joshi, executive vice president, Imaging and Printing Group, HP. “Hiflex’s technology provides a powerful platform to deliver on this goal as part of our overall cloud printing strategy.” Technologies from Hiflex will enable continued innovation across HP’s imaging and printing offerings and will extend the company’s portfolio of cloud-based technologies and solutions. HP also remains committed to supporting a broad range of partner solutions, giving customers maximum choice and flexibility. About HP HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world's largest technology company, HP brings together a portfolio that spans printing, personal computing, software, services and IT

infrastructure to solve customer problems. This news release contains forward-looking statements that involve risks, uncertainties and assumptions. If such risks or uncertainties materialize or such assumptions prove incorrect, the results of HP and its consolidated subsidiaries could differ materially from those expressed or implied by such forwardlooking statements and assumptions. All statements other than statements of historical fact are statements that could be deemed forward-looking statements, including the expected benefits and costs of the transaction; management plans relating to the transaction; any statements of expectation or belief; and any statements of assumptions underlying any of the foregoing. Risks, uncertainties and assumptions include the possibility that expected benefits may not materialize as expected; and other risks that are described in HP’s Quarterly Report on Form 10-Q for the fiscal quarter ended July 31, 2011 and HP’s other filings with the Securities and Exchange Commission, including but not limited to HP’s Annual Report on Form 10-K for the fiscal year ended October 31, 2010. HP assumes no obligation and does not intend to update these forward-looking statements. More information about HP is available at www.hp.com .

Samsung Announces New Enhanced ML-3750ND Workgroup Printer Samsung Electronics, a global leader in digital media and convergence technologies, today announced the new ML3750ND monochrome A4 laser printer with the aim of providing reliability with maximum productivity while enabling effective cost

management. The ML-3750ND delivers corporate businesses a simplified cost effective printing solution by offering worry-free desktop printing with maximum printing performance. “Cost factors, reliability and productivity are becoming the key topics among corporate businesses nowadays,” said Kyuho Uhm, Senior Vice President of IT Solutions Business at Samsung Electronics. “As one of the market leaders in the A4 laser printing industry, we have enhanced our award winning B2B printer portfolio with a cost-efficient solution that offers worryfree printing experience. The ML-3750ND will meet all the requirements that our customers demand of us.” Competitive Total Cost of Ownership (TCO) The new ML-3750 ND has been designed to be as cost competitive as it is environmental friendly through its various features. With its higher yield toner of 15K pages, companies are

48

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


OEM UPDATE

RECHARGEasia

able to print more while reducing the overall number of toner replacements. To further enhance the cost savings, the ML-3750ND is also equipped with a One Touch Eco button. This one-touch feature automatically combines multiple pages into a single print out, saving time, paper, toner, money, and even the environment. As a result, the ML-3750ND requires fewer toner cartridge replacements and delivers a lower Total Cost of Ownership (TCO). Also equipped with Samsung’s Easy Eco Driver solution, the ML-3750ND enables custom settings to manage and control printing costs. For example, in the Eco driver tab users can temporarily edit and avoid printing unnecessary text or images, resulting in an efficient use of toner and paper. The built-in Duplex as well as printing up to 8 multiple images on a single page (max.) increases the cost saving attributes. The Result Simulator within the Easy Eco Driver solution shows users the expected results of reduced emission of CO2, electricity, paper and toner consumption in accordance with the user’s settings. Easy and Worry-Free For a consistent performance, the ML-3750ND employs an anti paper jam technology, which prevents mis-feeds as well as multiple

paper feeding and paper jams. To ensure sensitive documents are safe, the Secure Printing function with secure PIN password keeps your documents from being printed until the unique PIN has been entered at the num pad of the device. The ML-3750ND offers worry-free solutions for the most demanding of office environments. The ML-3750ND includes Samsung’s Easy Printer Manager, which allows easy real-time monitoring of printer usage as well as easy-to-view statistics on printer maintenance, ensuring quick and accurate reporting. While other conventional models – for example – require three different software tools, the ML-3750ND employs an integrated single management program, which allows the user to monitor other Samsung printers on a single screen for maximum usability. The Tough Performer With an impressive processor speed (533 MHz CPU), and great network connectivity (1 Gigabit LAN) then transmitting and processing documents from multiple users is far more efficient. The ML-3750ND is also able to handle a wide range of paper weights, from card to specialty paper. All in all, the ML-3750ND delivers a more streamlined and reliable workflow, resulting in an efficient user-friendly experience.

Compact without Compromise: Introducing the New Brother Inkjet Multi-Function Centre® (MFC) Series with Wireless Network Capability Loaded with lots of innovative features, the new Brother compact MFC series does it all with outstanding quality and efficiency; the perfect fit for any home or home office. • Multi-task with Print, Scan, Copy, Fax capabilities • Save paper with automatic double-sided (duplex) printing • Connect to multiple users with wireless network • Photo, CD / DVD and Blu-ray printing available • Introducing new Web Connect, allowing users to connect, print and share information across popular internet and social networking sites Sydney, Australia - 29 November 2011 – Brother International Australia introduces a range of trendy and aesthetically designed Multi-Function Centres® to its already impressive lineup. A leader in home and business IT peripherals, Brother focuses on a ‘Customer-First’ approach by maximising the user experience through its intuitive print, scan, fax and copy functions. The new line, consisting of seven variants, allows greater paper & environmental savings with automatic double-sided (duplex)

printing, wireless connectivity and also the convenience of connecting, printing and sharing information on popular internet and social networking sites via Web Connect, Brother’s Cloud Printing function. “Brother strives to not only make home and office printing proficient, but also cost effective,” said Ms Kelly Wilson, Brand and Marketing Manager, Brother International Australia. “The

www.rechargeasia.com

RECHARGEasia

• JANUARY 2012 • 49


OEM UPDATE

RECHARGEasia

new Brother A4 Inkjet series are ideally designed for any home, small / home or company office. With the innovative Web Connect Cloud Printing function introduced in selected models of this series, Brother is constantly improving and introducing new technology into our products to enable consumers to experience convenience and efficiency anywhere.”

Supporting consumables

Save time, clutter and money. To promote printing without the clutter of wires, all models in this new series are wireless capable, sharing the MFC with multiple users in the home or office. With the double-sided (duplex)

printing functionality, up to 50 percent saving on paper costs are achievable and the efficient Automatic Document Feeder (ADF) allows multiple pages to be scanned, copied and faxed. In addition, a ‘fast mode’ printing speed of up to 35ppm (pages per minute) in black and 27ppm in colour will also save valuable time. Photo and Disc Printing made easy. Photos can now be printed directly from a Pictbridge^-enabled camera, media cards or USB devices with the Direct Photo Print^ function and with the new CD, DVD and Blu-ray disc label printing feature, users can also create labels quickly to organize their disc collections; or print direct onto suitable discs. Connect to the cloud or mobile devices. Introduced for the first time in selected models of this series, the new “Web Connect” function enables users to connect to various online storage services like Picasa and Flickr for direct printing via the MFC. Users can also scan and share photos or documents directly on Facebook, Dropbox and Evernote. In addition, users will also be able to print documents or photos with a mobile device via the Brother iPrint&Scan application. This innovative application offers the convenience of connecting wirelessly to the MFC and prints or shares images without using a computer. The new series has the option of using standard-yield or high-yield cartridges to reduce printing costs, meeting different consumer printing needs. High-yield ink cartridges can deliver up to 600 pages of black and 600 pages of color prints. Boasting added stylish accents, Brother has incorporated attractive motifs on its flagship DCP-J925DW and MFCJ825DW models for those who want a splash of style in their home or office. With its intuitive interface, users will also have easy access to many functions via the wide color LCD touch screen of up to 3.3”. The entire ranges consists of the DCP-J525W, DCP-J725DW, DCP-J925DW, MFC-J430W, MFC-J432W, MFC-J625DW and MFC-J825DW and are available now from authorized Brother retailers and distributors nationally.

50

RECHARGEasia

JANUARY 2012

About Brother International (Aust) Pty Ltd With over 100 years in operation, Brother International is a leading global manufacturer of laser printers, label printers, MultiFunction Centres®, fax machines, P-touch electronic labellers, typewriters and sewing machines. A specialist in its product lines, Brother combines customer satisfaction and comprehensive measures for environmental conser vation, to manufacture innovative, reliable and practical products to enhance the consumer's lifestyle. Brother Australia is a wholly owned subsidiary of Brother Industries, which was founded in 1908 in Japan. Brother Australia was established in 1977, with a head office located in Sydney and State offices located in Adelaide, Brisbane, Melbourne and Perth. About Brother Earth Brother Earth is Brother’s commitment to play a part in building a society with better sustainable development. By clicking on the Brother Earth site you can determine how funds are allocated and play a part in contributing to a variety of global environmental protection activities. Give your click at http://www.brotherearth.com.

www.rechargeasia.com


OEM UPDATE

RECHARGEasia

Fuji Xerox Develops an Enterprise Class Print A3 Monochrome Laser Printer Fuji Xerox Printers has announced the release of the DocuPrint 3105, an A3 monochrome laser printer targeted at small to medium businesses (SMBs) that demand high performance printing. This new device brings enterprise level features, functionality and innovation to the SMB market at an affordable price point.

Reduced environmental impact SMBs are becoming more conscious of their environmental impact, demanding print solutions that help them to operate in a sustainable manner. With this in mind, the DocuPrint 3105 has been developed with a wide range of environmental features. The device is the top energy saving printer in its class, offering exceptionally low power consumption in sleep and operating modes. Additionally, Fuji Xerox fuser technology saves energy as well as ensuring a fast first page print out by reducing warm up time. The DocuPrint 3105 also adheres to stringent Energy Star® requirements for reduced power consumption and energy usage.

A unique ‘Toner Save’ feature has also been incorporated into the DocuPrint 3105 to help businesses minimise unnecessary waste. Organisations can choose from four toner levels, picking lighter options to print drafts or internal documents. This enables SMBs to maximise the life of cartridges, saving money as well as reducing resources consumed. The user-friendly DocuPrint 3105 can help SMBs drive time and cost savings while producing quality A3 printouts, combined with A4 print capabilities. The high speed printing, coupled with precision image quality, make this an ideal printing solution for a busy office. The new printer offers the lowest power consumption in its class and boasts unique Fuji Xerox ‘Toner Save’ technology to help reduce toner consumption. David Borg, General Manager, Fuji Xerox Printers Australia and New Zealand said, “SMB customers are often forced to choose between affordability and performance. Fuji Xerox Printers has addressed the needs of this market with the DocuPrint 3105, offering SMBs enterprise-class A3 and A4 monochrome print functionality in a value-for-money solution.” Enterprise class features and functionality The DocuPrint 3105 is engineered to deliver exceptional performance along with the highest print quality. To enhance productivity for time-poor employees, the device operates at one of the highest print speeds in its class, producing up to 32 pages per minute on A4 sheets and up to 17 pages per minute on A3 sheets. The DocuPrint 3105 also offers 1200 x 1200 image quality for SMBs who need to produce sleek business documents. It includes image enhancement processing technology and enables razorsharp printouts of text and graphics with ultra-high precision, equivalent of 2,400 dpi. All of this functionality is packed into a compact desktop device, designed to save valuable office space.

Enhanced productivity and improved user experience The DocuPrint 3105 has been developed with ease-of-use in mind for SMB users who often operate without IT staff on site. The device is network ready ‘out of the box’ to simplify administration. Consumables are also easy to manage with email notifications alerting administrators to toner and paper shortages. Consumables can be quickly changed by users themselves to minimise lost productivity. To enhance further productivity, a full stack sensor is incorporated into the printer, to reduce downtime by eliminating paper jams caused by excessive amounts of paper in output trays. Robust security for sensitive business information All businesses house sensitive corporate data that needs to remain secure, including intellectual property, financial documents and HR records. With this in mind, the DocuPrint 3105 offers robust security features to help organisations protect confidential business information. These include a Secure Print function which temporarily holds documents in a queue on the hard disk drive until the appropriate job owner enters a pin number at the control panel. As an additional security measure the printer encrypts data stored on the hard drive and sent over the network. The device also includes a disk overwrite system, enabling administrators to clear data remaining in the device memory after printing is complete. The Fuji Xerox DocuPrint 3105 is available now through authorised channel partners and resellers at the recommended retail price of AU$1318.90 including GST. For further information visit www.fujixeroxprinters.com

www.rechargeasia.com

RECHARGEasia

• JANUARY 2012 • 51


OEM UPDATE

RECHARGEasia

Ricoh Extends Solutions Portfolio With Marketing Asset Management and Web-to-Print Offerings Industry Research Supports Continued Need for Relevant Communications Both Online and Offline to Increase Revenues Ricoh*, a leading provider of digital output solutions, announced that it is continuing to expand its enterprise marketing offerings with new Marketing Asset Management (MAM) and Web-toPrint solutions that enable organizations to deliver customized communications via multiple channels. Ricoh, with the help of strategic partners such as PTI [Printable Technologies, Inc.], will be bringing together new technologies, software and services to allow companies to drive relevant, multichannel marketing campaigns at the global, regional and local levels. A recent study from Gleanster, a market research and advisory services firm, revealed that highly relevant and targeted communications are significant revenue drivers in distributed marketing environments. This key finding further mandates the need for corporate marketing digital automation that enable local marketers the ability to adjust messages according to the unique market conditions while maintaining brand integrity. These findings support Ricoh’s commitment to developing multichannel marketing tools that help organizations address this need. Ricoh has long been committed to enabling companies to leverage leading marketing tools, such as Precision Marketing and data analytics, to deliver relevant and customized content that is more engaging and drives a higher Return on Marketing Investments (ROMI). Continuing to lead innovation in the industry, Ricoh is now extending that capability beyond the enterprise, making it easier to migrate commodity-driven print service providers from just one channel of print -- such as direct mail -- to a full spectrum of multichannel communications, driving value and growth for their businesses. Building on its strength in the production print industry, Ricoh's new Web-to-Print solutions can help companies optimize their production processes and realize the maximum benefit of variable data printing (VDP). “In this economy, marketers are driving demand generation for their companies, making it imperative that their local marketing and sales teams are enabled to quickly respond to customers, leads and the community to drive measurable top line results. In many cases, commercial printers are the print fulfillment side for these campaigns. Our new solution will provide commercial printers the ability to deliver new services for their corporate marketing customers, driving new routes to revenue,” said Lee Gallagher, director of Precision Marketing & Enablement for Ricoh Production Print Solutions (RPPS). “For example, with these offerings a company could print a variable direct mail piece, conduct an email campaign, and integrate online and offline using 52

RECHARGEasia

JANUARY 2012

QR code and drive key messages through new channels such as mobile applications and iPads. This is yet another value-added service commercial printer can now tout.” With PTI’s new SaaS software, MarcomCentral, Ricoh will offer a cloud-based software solution that supports a multitude of output delivery formats for print and other media, including PDF, AFP and HTML email. This MAM solution is designed to enable enterprises to provide distributed agents, salespeople and others with access to brand-controlled collateral. The company also plans to enhance the offering with Precision Marketing and other value-added applications, services, training and template design capabilities as the offering continues to grow. A new Gleansight report, “How Top Performers Drive Relevance and Revenue in Distributed Marketing Environments,” found that top marketing performers are investing in initiatives that mitigate three key challenges: relevance, communication and campaign cycle time. The report also found that relevancy was directly related to revenue, regardless of the channel, but that print was a specific weakness for many marketers looking to maintain relevancy. Ricoh’s portfolios enhancements help address this concern by enabling customers to leverage multiple channels of communication, including print, to optimize their results. Gleanster and Ricoh also found that top performers in the study were three times more likely to leverage emerging technologies like Marketing Asset Management (MAM) solutions. These offerings help companies automate, distribute, track and manage marketing assets to make it easier on organizations that are going “glocal” -- moving a corporate asset down to the local level to distribute branded collateral. Locking down a brand can be crucial for some companies, but they must also give their distributed network the ability to reuse marketing assets in an effective and profitable localized way. About Ricoh Production Print Solutions (RPPS): Ricoh Production Print Solutions (RPPS) is a strategic business unit within the Ricoh Family Group of Companies focusing on delivering highly complex, data-driven hardware, software, solutions and services to enterprises of all sizes. *Ricoh as mentioned in this release refers to the overall Ricoh company brand which can include Ricoh Production Print Solutions, InfoPrint Solutions Company, Production Printing Business Group, Ricoh Americas Corporation, Ricoh Company, Ltd., and more at anytime.

www.rechargeasia.com


OEM UPDATE

RECHARGEasia

www.rechargeasia.com

RECHARGEasia

• JANUARY 2012 • 53


ASK THE EXPERTS RECHARGEasia

Remanufac turing the HP LaserJet CP1025 Series Color 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. In January 2011, Hewlett Packard released the LaserJet CP1025 series of color laser printers. The HP CP1025 series of laser printers are based on a 17 ppm black and 4ppm color, 600 x 600dpi engines. These cartridges and the printers take a page from the old HP color LaserJet 4500 machines. The printer is a carousel type with a central drum unit. The toner cartridges just have the toner and developer rollers. No drum or waste sections. The cartridges for this printer are rated for 1000 pages color and 1200 pages black. These cartridges also have a series part number and a specific cartridge part number it ’s a bit confusing. The part numbers and info on them is: HP 126A Black CE314A 1200 pages $49.99ea* HP 126A Cyan CE311A 1000 pages $55.99ea* HP 126A Magenta CE313A 1000 pages $55.99ea* HP 126A Yellow CE312A 1000 pages $55.99ea* HP 126A Drum Unit CE314A 14k pages black, 7k color $79.99* *Pricing as of March 2011 The cartridges seen so far also do not use an Air Bag type of insert in the box; they use a cardboard fold around type. 54

RECHARGEasia

JANUARY 2012

See Figure A They do however have a developer roller cover. See figure B

running test pages, cleaning pages and some simple printer troubleshooting will be covered at the end of this article. As stated above this series of printers uses a carousel type system. Figure C shows the basic parts layout and lists what each of the parts are. Supplies required

Figure A

HP CP1025 dedicated toner Replacement chip (Dedicated) Developer roller (Optional) Doctor Blade(optional) Sealing Strip (Optional) Cotton Swabs Isopropyl Alcohol Drum Padding Powder Conductive Grease Tools Required

Figure B The only machine released so far in this series is the CP1025W These are very simple, easy cartridges to remanufacture. While the OEM costs are low, they will be simple enough and fast enough to make doing them worthwhile. Cartridge troubleshooting as well as www.rechargeasia.com

Phillips head screw driver. Small Common screw driver Needle nose pliers Jewelers Screwdriver set 1) With the white plastic handle on top and the label facing you, remove the left side 2 screws and white plastic end cap from the cartridge. See Figures 1 & 2 2) On the gear side of the cartridge, remove the 2 screws from the black plastic end cap. Note the spring loaded drive gear. The spring and drive gear will stay with the


ASK THE EXPERTS RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 55


ASK THE EXPERTS RECHARGEasia

Remanufacturing the HP LaserJet CP1025 Series Color Toner Cartridges Continued

recommend any chemicals be used to clean this roller. See Figure 9

Figure 1

Figure 5 Figure 9 8) Remove the two screws and doctor blade. See Figure 10

Figure 2 end cap when removed, there is no need to remove them separately. See Figures 3, 4 & 5.

Figure 6 end cap. See Figure 7

Figure 10 9) Clean out all the remaining toner from the hopper and feed roller. See Figure 11

Figure 7 Figure 3

6) Remove the White plastic inner end cap. See Figure 8

Figure 11

Figure 4 3) Remove the black plastic end cap. 4) Remove the 2 small gears. See Figure 6 5) Remove the screw from the inner white 56

RECHARGEasia

JANUARY 2012

Figure 8 7) Remove the developer roller. Clean with a lint free cloth and place aside. We do not www.rechargeasia.com

10) Remove the white seal plug from the chip side of the cartridge. See Figure 12 11) Fill the hopper with the appropriate color CP1025 dedicated toner. See Figure 13 12) If you are using a seal, install it now. Make sure the tail of the seal comes out through the seal plug hole. See Figure 14 13) Install the seal plug. Make sure the fins


ASK THE EXPERTS RECHARGEasia

Figure 12

Figure 16

Figure 19

shims, or set the gap manually to 1.8mm. See Figures 17 & 18. NOTE: The Db gap is set from the back 90 degree edge of the blade not the top or screw side. In other words, the gap is to set the distance of the edge of the Db to the developer roller. NOT the height of the blade. Figure 13

Figure 20 cartridge. See Figure 21

Figure 17 Figure 14 are on the bottom side and that the plug fits over the seal. See Figures 15 & 16

Figure 21 18) Install the opposite side white end cap and 2 screws. See Figure 22

Figure 18

Figure 15 14) Install the doctor blade and two screws. NOTE the Db must be gapped for the cartridge to work properly. Use either DB

15) Install the foam washer onto the feed roller shaft. See Figure 19 16) Install the white end cap onto the gear side of the cartridge. Install the screw as shown. See Figure 20 17) Install the developer roller long shaft side to the gear or non chip side of the www.rechargeasia.com

Figure 22 19) Install the two gears on the developer roller shaft and feed roller shaft. See RECHARGEasia • JANUARY 2012 • 57


ASK THE EXPERTS RECHARGEasia

Remanufacturing the HP LaserJet CP1025 Series Color Toner Cartridges Continued

Figure 23

Repetitive Defect chart OPC Drum: 95mm ITB drive roller 76mm Lower Pressure roller: 63mm Upper Fuser Film: 58mm Transfer roller: 47mm PCR: 26mm Developer roller: 22mm Figure 23

Figure 25

20) Install the black end cap and two screws. Make sure the drive gears are meshed properly and the spring on the black drive gear is in place. See Figures 24 & 25

Figure 24

58

RECHARGEasia

JANUARY 2012

Press and hold the RESUME button for 2-3 seconds. The configuration page and the supplies status page will print. Running the Cleaning Page

Figure 26

21) Slice the top of the chip holder off and replace the chip. See Figure 26. 22) Install the developer roller cover. See Figure 27

Running Test Pages

Figure 27

www.rechargeasia.com

The cleaning page for these machines can only be run from the Printer menu. HP recommends that for best results, a transparency be used. If a transparency is not available, user copier grade paper with a smooth surface. To run this page, in the windows system tray. Right click on Device Settings and then click on the printer name. Click the Device Settings tab; click the Print Cleaning Page tab. The page will start and stop. Do not turn the printer off until the cleaning page has finished printing.


ASK THE EXPERTS RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 59


COMPANY CLOSE-UP RECHARGEasia

Coates Toners Acquires the Toner Intellectual Property of Former Nukote / ICMI C o a t e s To n e r s , a l e a d i n g global manufacturer of color, monochrome aftermarket & OEM toners, is pleased to announce it has acquired all the Intellectual Property, related to toner formulations, from former toner manufacturer Nukote / ICMI. The transaction was completed November 11, 2011. Coates Toners said “we are very excited to bring these outstanding products into our product line. In addition to acquiring turnkey formulations, - we also acquired other key

manufacturing technologies used by ICMI, which will continue to keep our products on the cutting edge of technology. We will be diligent in defending this IP and will soon be releasing further announcements relative to the Nukote / ICMI assets, which will add to the overall technical capabilities of Coates, while further positioning us towards our financial and sales objectives in 2012 and beyond.” If you were previously purchasing any of the products from Nukote / ICMI and are interested in an ongoing supply, or would simply like additional information on new products available, please contact through their website at: www.coatestoners.com.

Color Imaging Announces the Appointment of Jack Herndon as Quality Assurance Manager Color Imaging, Inc., Norcross, GA, announced that Jack Herndon has been appointed Quality Assurance Manager. Mr. Herndon came to Color Imaging from Ricoh Americas Corporation (formerly Lanier Worldwide Inc.) where over some 36 years he rose to the

position of Quality Assurance Manager, responsible for all aspects of ISO 9002 quality with suppliers and worldwide new product releases. As Color Imaging ’s Q ualit y Assu r ance & Regu l at or y Compliance Manager, Mr. Herndon is responsible for

all aspects of the company’s quality program and product related governmental compliance initiatives, including REACH for the European Union.

Zhuhai Sinotimes Technology Co., Ltd. Looks forward Strategic Business Unit Zhuhai Sinotimes Technology Ltd. is a professional corporation of toner cartridge parts and recycle empty toner cartridge. They sell and buy large amount of virgin empty toner cartridges. They are the professional supplier to manage in various kinds of toner cartridges and toner cartridge parts. Since long, they adhere to the quality principle in accordance with honest and they are capable of developing the latest models based on client's request. Their products are all high quality and competitive prices. The products are as follows: magnetic roller(MR), primary charge roller(PCR), wider blade(WD), doctor

Their products all are high quality with competitive price. They are confident to be your best supplier.They are looking forward to cooperating with you!

blade(DB), compatible laser toner cartridge, OPC drum, ink cartridge, chips, virgin empties and so on.. 60

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


COMPANY CLOSE-UP RECHARGE asia

Cartridge World Opens Online Office Supply Store Since 2003, business customers have saved 30-40 percent on printer cartridges at Cartridge World. Now they can save time by ordering from Cartridge World’s new online store at www. CartridgeWorld.com. Cartridge World, the world's largest ink and toner retail chain, announced today its new online store offering discount ink and toner cartridges, office equipment and supplies. With more than 6,500 products, Cartridge World's online store offers discount pricing and 24/7 convenience -- exactly what busy office managers are looking for. “Our new online store was created for working professionals,” said Frank Case, president of Cartridge World North America. He said the company is responding to an increased customer demand and the way office managers prefer to shop. “Business customers are excited about our 30-40 percent discount. Our 100 percent guarantee is unmatched. Plus, with free shipping for a $50 order (of Cartridge World products), we're delivering the pricing and convenience customers prefer.” According to a recent Cartridge World survey of office managers, 61 percent said they would purchase Cartridge World products online, and 73 percent said they would purchase remanufactured or recycled cartridges. The office managers also said reducing the cost of doing business

and office supplies is a top priority. With free shipping for a $50 order, and the average cost of a printer toner is above $75, this means nearly every Cartridge World toner purchased online will be shipped free. For all other office supplies, equipment and furniture, shipping charges are based on real time UPS rates. In addition to providing a 30-40 percent cost savings on printer cartridges, Cartridge World's remanufacturing technology also delivers an eco-friendly solution. Annually, the company projects keeping 10 million printer cartridges out of North American landfills. Every remanufactured toner cartridge saves nearly 3.5 pounds of solid waste from being discarded. About Cartridge World Cartridge World is the leading ink and toner refilling retailer and franchisor in the $80 billion printer cartridge industry. Cartridge World stores offer customers a tremendous cost-saving alternative to buying new printer cartridges, offering a 30-40 percent discount over full-priced OEM cartridges. Cartridge World offers a 100-percent satisfaction guarantee. The company refills and remanufactures printer cartridges, using state-of-the-art processes and high quality inks and toners. Voted No.1 in the category by Entrepreneur Magazine, Cartridge World has more than 1,700 franchised retail locations in 50 countries. For more information visit www.CartridgeWorld.com

European Union Grants Patent for Static Control Universal Chips EU Joins 18 Other Governments Recognizing Static Control Chip Patents The European Union has granted a patent for Static Control universal chips. The action means Static Control is the only authorized source for universal cartridge chips for most printer types. Static Control’s patents for universal chip technology have also been awarded in the United States and the governments of nine Eurasian countries as well as Israel, Egypt, Mexico, South Korea and China. Patents are pending in Brazil, India and in Hong Kong. The Benefits of Universal Chips Static Control’s patented universal chip technology enables a single chip to recognize multiple printers in which it might be installed and provides the programming needed for that particular printer, just like a dedicated chip, to deliver full functionality. A single, universal chip can replace multiple dedicated chips,

which reduces inventory, simplifies production and lowers production costs. Universal chips also enable the creation of universal cartridges. Static Control provides the industry’s most reliable, fully functional chips that are the most resistant to OEM firmware changes. For more information regarding this and other Static Control projects, contact a Static Control sales representative: • Visit: www.scc-inc.com • Visit: www.scceurope.co.uk

www.rechargeasia.com

RECHARGEasia

• JANUARY 2012 • 61


NEW PRODUCTS EXPRESS RECHARGEasia

ILG Announces JUMBO Q7553XX with Double Page Yield OEM Alternative Printer Cartridges ILG (International Laser Group) releases an extended yield HP Q7553XX JUMBO (OEM alternative) with 14,000 page yield. The Q7553XX Jumbo black cartridge offers an exceptional value at 100% higher page yield compared to a standard yield of 7,000. The Q7553XX JUMBO is engineered for the HP Printer series P2010, P2014, P2015, P2015d MFP printers. ILG is the first-tomarket with this new extended yield JUMBO monochrome as an alternative to the high cost of OEM cartridges. ILG’s premium quality JUMBO cartridges are engineered for MPS providers and are MPS Certified™. Each cartridge must pass rigorous quality certification processes including 5% print coverage and resolution printing tests. The MPS Certified™ cartridges significantly lower your supply cost and offer the lowest-cost-per print (CPP) to the customers. ILG’s OEM alternative lines consistently produce excellent print results, and are guaranteed with a 2 year warranty. These extended yield JUMBO monochromes, as well as ILG’s exclusive JUMBO COLOR® products offer an exceptional value compared to OEM. ILG is one of the world leaders in “first-to-market” OEM

alternative imaging supplies and is a leading custom label, private box contract manufacturer. ILG is headquartered in Woodland Hills, California and has four additional nationwide distribution facilities in CA, TX, IL, and PA, allowing us to provide the best and fastest shipping solutions to our resellers.

For more information on International Laser Group, contact the manufacturer directly visit www.ilglaser.com.

Hi & Bestech Releases Chip Card for Sagem MF5462 Manufacturer’s Description: The Sagem MF5462 is a compact multi-function fax, printer, copier, color scanner and telephone. The fast and efficient mono laser printer gives you the quality you require for all your printing needs and the added bonus of color scanning supplies even more functionality. Other features to those listed include a 13 second first print out

62

RECHARGEasia

JANUARY 2012

time. The 33,600bps speed fax modem enables you to send faxes quickly. It also contains a 125 page document memory and error correction mode (ECM). Save all your contacts with a 250 entry directory there is an ample 250 sheet capacity paper cassette and 50 page automatic document feeders (ADF), as well as a single sheet priority bypass tray. Copy at any size you want, with 25400% reduction and enlargement, plus copy in bulk with 1-99 multiple copies. Please contact us for more information: www.tonerchips.com

www.rechargeasia.com


NEW PRODUCTS EXPRESS RECHARGE asia

Static Control Releases “Never TAB” PCR Technology Eliminates Possibility of Toner Additive Buildup, Whatever the Cause Every remanufacturer has struggled with the problems that result from toner additive buildup (TAB) on PCRs. TAB is caused by a number of variables, but the result is that it alters the electrical charging characteristics of the PCR surface and leads to print defects. The new Never Tab PCR from Static Control finally eliminates those problems, because the technology makes it virtually impossible for TAB to build up on the PCR surface. Many variables contribute to TAB, including substandard wiper blade performance, or variations in the surface properties of the OPC drum. Certain toners, in certain environmental conditions affecting humidity, can cause toner additive buildup. Cleaning

PCRs often does not remove TAB. None of those variables matter anymore, because TAB simply can not accumulate on the PCR surface of the new Never TAB PCR. Product Code NVRTABPCR-4KOS Static Control, with world headquarters in Sanford, North Carolina, is the Global Leader in Aftermarket Imaging and Remanufacturing Technology. For more information contact a Static Control sales representative: • Visit: www.scc-inc.com • Visit: www.scceurope.co.uk

Static Control Offers HP Multipurpose Color Toner Matched Static Control has introduced a multipurpose color toner for HP color cartridges that offers print quality and yield comparable to OEM per formance. The n e w m u l t i p u r p o s e t o n e r, which reduces the number of SKUs needing storage and reduces waste, is for use in the following HP and Canon printers: • CP1025 • CP1525 • CP3525 • CP5525/5520 • CP12/15/1515/1518 • CM1312 MFP • CP2025 • CP5225 • CM2320 MFP • CM3530 MFP • CM1415 MFP • LBP-5460 • i-Sensys MF8030 CN • i-Sensys MF8050 CN • LBP-7700c/7750c • MF8330c, 8350c, • LBP 7200c

• i-Sensys LBP 5050 • LBP-9600/9500/9100 The multipurpose color toner produces high gloss prints and excellent density that are closer to the OEM standard than any aftermarket product, when used with matched components from Static Control. Page yield and toner consumption meet OEM specifications. Container labels for the new HP multipurpose color toner from Static Control feature fill weight charts as well as re c o m m e n d a t i o n s f o r u s e in various cartridges. Labels will be updated as more color printers are qualified for use with the toner. Product Code: MPTCOL-10KG-COS MPTCOL-10KG-KOS MPTCOL-10KG-MOS MPTCOL-10KG-YOS MPTCOL-1KG-COS MPTCOL-1KG-KOS MPTCOL-1KG-MAOS MPTCOL-1KG-YOS

For more information contact a Static Control sales representative:

www.rechargeasia.com

• Visit: www.scc-inc.com • Visit: www.scceurope.co.uk

RECHARGEasia

• JANUARY 2012 • 63


NEW PRODUCTS EXPRESS RECHARGEasia

Mr. Arnald Ho, Chairman of Print-Rite Holdings Limited, has won the Owner Operator Award Hong Kong, Monday, December 16, 2011 – Print-Rite Holdings Limited (“Print-Rite”) is proud to announce that Mr. Arnald Ho, chairman and founder of Print-Rite, has won the Owner Operator Award by DHL/SCMP Hong Kong Business Award 2011. The award ceremony was held in JW Marriott Hotel Hong Kong on December 12, 2011. The Owner Operator Award recognizes Mr Arnald Ho’s outstanding managerial contribution to the financial success and harmonious operation of Print-Rite. Throughout the years, he has provided an environment which empowers and nurtures leadership skills in company members. He has also demonstrated the abilities to take calculated risks, proactively react and adapt to a changing market, and re-strategize the organization to meet post economic challenges. His open-mindedness, determination and strong leadership skills has turned Print-Rite into one of the world’s largest vertically integrated printer supplies manufacturers. Mr. Arnald Ho established Print-Rite Holdings Ltd. in the early 1980s aiming to become the world leader in the printer consumables supply and services industry. Along the way, he has led Print-Rite through the development of a “Zero Defect, Zero Complaint, Zero Risk” approach to stay ahead of the competition through technological innovation, and showed ongoing commitment to environmental protection. His company mission, vision, core values, business strategy and corporate strategies maintain a good balance between the interests of society, staff, shareholders and business partners through an operational model emphasizing fine quality and environmental friendly products. “As for my personal business philosophy, I conduct business in an honest manner so that I can sleep soundly at night” said Arnald Ho.

ABOUT Print-Rite Print-Rite Holdings Limited (“Print-Rite”) is a holding company for operating companies that invest in, develop, and manufacture products for the aftermarket printer consumable industry. PrintRite’s subsidiaries provide more than 4,000 products, including ribbons, inks, inkjet printer cartridges, laser printer cartridges, toners, OPC, rollers, and chips. The aftermarket laser printer consumable products are provided by Print-Rite’s subsidiaries within an extensive supply chain network unique in this sector. From components to finished products, they all are produced in modernized and well-equipped plants accredited with ISO 9001, ISO 14001 and IECQ HSPM QC 080000 standards. Print-Rite also takes pride in the registration of over 1,600 patents worldwide by its six subsidiary companies, made possible via their substantial investment in R&D. For more information about Print-Rite products and company information, please visit website: www.print-rite.com

Caption: Mr. Arnald Ho was giving a speech

ABOUT Hong Kong Business Award 2011 The Hong Kong Business Awards were established by DHL and the South China Morning Post in 1990 with the following aims and objectives: 1) To create an annual Business Awards to acknowledge publicly the vital contributions made by individuals and by companies in maintaining and expanding the economic viability and international stature in Hong Kong and the Pearl River Delta. 2) To create an environment through which the Business Awards will encourage and sustain the region's entrepreneurial spirit, and highlight and recognize excellent standards of corporate management and governance.

64

RECHARGEasia

JANUARY 2012

Caption: Mr. Arnald Ho was given the award

www.rechargeasia.com


NEW PRODUCTS EXPRESS RECHARGE asia

www.rechargeasia.com

RECHARGEasia

• JANUARY 2012 • 65


NEW PRODUCTS EXPRESS RECHARGEasia

UNINET X GENERATION® TONER & COMPONENTS FOR XEROX PHASER 6500 Los Angeles, CA - UniNet proudly announces the launch of X Generation® color toner and components qualified for use in the Xerox Phaser 6500 color printer series. This new printer from Xerox is similar in design to previous Phaser 6125/6128/6130/6140 printer models, incorporating four separate toner cartridges as the only customer replaceable consumable. Rated at 24 ppm at 600 x 600 dpi resolution, this is one powerful printer for only USD$349. The high capacity toner cartridges are rated at 3,000 pages for the black and 2,500 pages for the color. This is a good engine for remanufacturers since the cartridges can easily be refilled and a new chip can be installed in minutes. Xerox also supplies the color toners in a 1,000 page standard capacity. These actually use the same cartridge as the high capacity versions, and can be converted to the more desirable high capacity type by simply swapping out the chip.

UNINET ABSOLUTE BLACK® TONER & COMPONENTS FOR SAMSUNG ML-2855, 2450, 2850, 2851 Los Angeles, CA - UniNet introduces Absolute Black® toner and components qualified to use in Samsung ML-2855, 2450, 2850, and 2851 monochrome printer series. Known as “the world’s smallest laser printer with duplex,” this engine is very popular and sold worldwide. This monochrome laser printer is rated at 30 ppm with print resolution of 1200 dpi. This engine includes an all in one toner cartridge and its design is very familiar to remanufacturers supplying Samsung cartridges. The toner cartridges come in both a 2,000 and 5,000 page versions.

UNINET ABSOLUTE COLOR® TONER & COMPONENTS FOR KONICA MINOLTA MAGICOLOR 3730 Los Angeles, CA - UniNet announces the release of Absolute Color® toner and key components, qualified for use in the Konica Minolta Magicolor 3730 laser printer. This new color laser printer is rated at 25 ppm, and features print resolution of 2400 x 600 dpi and duplex printing as standard. This printer is currently available at as low as USD$249. Replacement supplies are offered in both a standard capacity (3,000 pages) and high capacity (5,000 pages) versions. For further information, please contact UniNet at + 1 (424) 675-3300 or visit www.uninetimaging.com

66

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


NEW PRODUCTS EXPRESS RECHARGE asia

www.rechargeasia.com

RECHARGEasia

• JANUARY 2012 • 67


FEATURE ARTICLE / 专题文章 RECHARGEasia

68

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


FEATURE ARTICLE / 专题文章 RECHARGEasia

Message from the Publisher 一月, 在中国的历法当中,阳历的一月又被称为元月,“元”是开始的意思, 而元月则是一年最为开始的一个月份。而在西方,一月即是“January”, 传说来源于罗马神 Janus, 他有两个面孔,一个看过去,一个看未来,故有“辞 旧迎新”之意。大抵也正因为如此我们才会习惯在一月的时候,寄托我们更 多对未来的祝福和希望。 对于影像耗材行业来说,最近一些好消息似乎也为即将到来的 2012 年 博得了一个好彩头 :根据 IT 行业专业市场分析机构评估,全球打印机以及 复印机出货量有了显著回升,而整机出货量的快速增长也拉动了相应耗材市 场需求的增长,在过去几个月内,全球成像卡盒的增长速度已超过了去年同 期水平。而根据相关部门的调查显示,亚太地区的办公设备市场消费购买倾 向对于兼容耗材的认可度有了较大的提升,越来越多的人们开始在选择自己使用的办公耗材的时候优先倾向于 选择兼容耗材。不单单是全球大环境如此,在中国兼容耗材生产的中心 :珠海,又有好消息传来。近日,珠海 市科工贸信局草拟了对打印耗材产业的扶持政策,并由珠海市政府审议通过并印发给各区、市府直属各单位。 珠海市将加大财政资金对耗材产业的扶持力度。明年起,将连续 5 年每年在珠海市级传统产业转型升级专项资 金中安排 1000 万元,扶持打印设备及耗材产业技术创新、公共平台建设和市场开拓等。这无疑是为珠海耗材 行业企业的发展打了一支强心针。其实早在 2011 年年末,就有专家表示,2012 年将是打印和复印设备领域的 耗材年!耗材在打印复印设备市场所占据的比重将日益增大,耗材将受到前所未有的关注和重视,而耗材行业 也将随之获得巨大的发展和进步。 机遇似乎就在眼前,但是是不是每个影像耗���企业都能顺应潮流,牢牢的把握住这一发展机遇在新的一年 里获得飞跃,目前还无法过早定论。 为了更好的服务于广大耗材行业同仁,更好的为影像耗材发展做出应有的贡献,亚洲再生业现推出企业黄 页服务,企业黄页能够将您的信息更快更准确的传递给同行业的目标客户,并能为您优先一步寻找到可靠的合 作伙伴,同时,我们还推出每期杂志的免费在线浏览服务,只要您定期关注我们 www.rechargeasia.com 的网站, 您就能获得您所需要的一切!

执行编辑 刘师同

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 69


FEATURE ARTICLE / 专题文章 RECHARGEasia

YangFan: Focus on Building Consumables Sales Channels

“北京扬帆:专注于耗材渠道营销” 1998 年,北京扬帆耐力贸易有限公司开始经营耗材,几 个年轻人代理国内耐力品牌耗材,12 年后,北京扬帆不仅经 营各大品牌原装耗材,还自主创新品牌耗材。渠道的建设, 成就了扬帆的业绩,耗材的经营也使年青人成长了起来。公 司开始形成了规模化的发展。 如果说,几个青年人从事耗材经营是机遇,是努力,是 勤奋,都为之不过,但是专心、专注、专业使他们在这个行业中, 成为了佼佼者。 一、专心于耗材经营 1998 年,刚毕业不久的北师大几个大学生,在中关村租 了一个摊位,代理“耐力”国产品牌耗材,年轻人的热情、敏锐、 胆量,使他们迅速地成为北方地区“耐力”品牌最大的代理商, 2002 年公司连续开了 7 个连锁店。 经营的单一,使几个年轻人萌发了代理原装耗材的想法。 但代理原装耗材,是有条件的,要考察公司的资金量,技术 的能力,当时市场上有资质代理原装耗材的屈数也没有两家, 而扬帆还属于小字辈的企业,代理原装耗材更被认为“不可 能”。 成功来源于胆实也来源于用心。在原装耗材高门槛经营 下,公司几个年轻人直奔原装厂家,现金提货,一手钱一手货, 第一笔的原装耗材就是这样代理的,但这笔经营是赔钱的买 卖。 有了第一笔可信赖的代理,好口碑的传播也是有效的广 告效应。之后惠普、佳能、爱普生、利盟、三星、联想等知 名的品牌耗材商,纷纷找上门来,请扬帆代理产品。扬帆有 现货、扬帆送货上门、扬帆的经销商有帐期,经销商得到了 实惠,扬帆的诚信,也做出了扬帆的品牌。几年中,公司先 后开了 12 个门店,在外地建立了 3 个分公司,2004 年扬帆 在市场上有了一定的知名度。 二、专注于品牌耗材建立 扬帆在发展到一定阶段期时,认识到,只代理原装品牌 耗材已不足以使扬帆得到更大的发展,只有建立自己品牌耗 材才能使公司做强,于是公司开始寻求新的经济增长点。公 司避难就易,发挥自己的渠道优势,做耗材 OEM 的贴牌。为 了确保耗材产品的质量,扬帆是这样把握产品质量关的: 1. 工厂严格的检测 扬帆的工厂不制造产品,确对产品质量,有严格的把关 手段。200 名员工 400 台检测仪器,时时在监测,在选择。 进入到工厂的批量耗材,一般情况下有 10% 的产品抽查,检 测的项目包括:称重量、胶件的测离。其中的 2% 产品要进 行寿命的检测(打印足于 2000 张)。在抽检的过程中,发现 不符合要求标准的,整批退货。 2. 贴在成像卡盒上的条形码 为扬帆提供成品耗材的经销商,每批裸装产品(成像卡盒)

70

RECHARGEasia

JANUARY 2012

都贴有条形码,条形码可扫描各项信息。在条形码处标注生 产日期、代理商的代码、产品的批号、粉盒的重量、碳粉的 重量。当发现问题时,就会立即溯源到哪家产品,哪天的批量, 查清产品的源头后,分清了责权利关系,也大大减少了退货率。 3. 在中关村的维修城 由于多重的质量检测,扬帆的品牌耗材退货率在 2% 以下, 对于客户在使用过程中出现的问题,中关村有专门的维修点, 保证质量的售后服务。在维修中,首选是否真假扬帆耗材, 其次,看产品的各项信息检测结果,对于符合产品质量问题, 一律退货,更换新品,满足客户的要求。 4. 扬帆建立的品牌耗材 扬帆系列耗材包括成像卡盒、墨水,可兼容惠普、佳能、 爱普生打印机各种机型。品牌有扬帆、扬帆耐立、智通、盈佳、 懿品,年销售额达到上亿元人民币。 三、专业于耗材网络营销 2008 年扬帆建立了网上交易平台(中国耗材商城网站), 并取得很大成功。 该网站信息量大。拥有最专业的耗材产品数据库,累计 上传 5 千余种耗材产品,被“百度、Google 等专业资讯网络 媒体广泛转载,成为了解中国耗材产品的重要渠道。 “中国耗材商城网站”是中央政府制定耗材采购单位、 中国联通总部中标单位、中国工商银行、中国农业银行支行 等企事业单位办公用品定点供应商。 中国耗材商城(haocai.com.cn),为用户提供在线订购, 并提供咨询服务。“耗材网络”为扬帆公司带来了实实在在 的利润,也为合作伙伴提供了双赢机会。 四、扬帆的展望 扬帆品牌 12 年的专心、专注、专业耗材渠道经营,在耗 材业具有了一定的影响力。近几年,扬帆准备再建 50 家连锁 店,12 个外地分公司,争取创造更大的利润,为中国的办公 环境实现节约、环保、高效做出更大的贡献。

www.rechargeasia.com


TM

“热爱地球, 热爱人群”

成为EcoPlus 经销商

1.800.722.7745

call email us ask@ecoplus.com

将可回收的材料转换 成优质产品

实现绿色环保, 不意味着, 付出更高的代价

承担社会责任, 投身慈善 与公益服务

力促资源回收, 减少废物 排放, 保护我们的地球

Toner & Inkjet Cartridges EcoPlus墨盒与碳粉盒是一款着重于生态保 护和社会责任的新耗材品牌. 当您在购买或 使用EcoPlus 相关系列产品时, 您的选择将 造益于我们的地球和社会.

Visit our Website

www.ecoplus.com

EcoPlus Technologies, Inc. 是一家至力于环保与社会责任的公 司. 所有 EcoPlus 品牌产品的部份销售所得, 将捐献给慈善机构, 并用于以下各方面; 环境, 教育, 医寮和贫困救助.

© EcoPlus Technologies, Inc • RA0112

ACM Technologies, Inc. 2535 Research Drive, Corona, CA 92882 askacm@acmtech.com • 1.800.722.7745 www.acmtech.com


FEATURE ARTICLE / 专题文章 RECHARGEasia

HuiNeng Patent Technology Leaded the Waste Toner Recycling Industry Growth

东莞惠能专利技术引领废弃墨粉再生业成长 东莞惠能办公耗材有限公司的前身 是湛江惠能墨业有限公司,湛江惠能墨 业有限公司前身是上海汇圣图像材料有 限公司,它的创始人是原湛江佳能复印 材料有限公司总经理刘树果先生。在湛 江佳能复印材料有限公司停办清算后, 东莞惠能办公耗材有限公司买断了湛江 佳能复印材料有限公司的固定资产及技 术文件,目前东莞惠能办公耗材的三条 生产线之中的一条就是从日本佳能公司 引进的自动化生产线。近年来,东莞惠 能采用国际上最先进的涡流粉碎技术对 生产线进行了环保型技术改造,使三 条生产线总加工能力提高到 1500 吨 / 年。新生产线不仅使原来每生产一公斤 墨粉从耗电 10 度节省到 6 度(节能达 40%),而且能使墨粉形貌近于球形, 其主导产品品质已接近于化学法的聚合 墨粉,实现于墨粉转印率达 95% 以上 的世界先进水平。经技术改造的生产线 生产方式要比化学聚合法生产周期短, 无废水排放,有着更节能减排的优势。

72

RECHARGEasia

JANUARY 2012

使一度业界认为化学法是墨粉制造技 术进步的观点,产生了质疑。认为涡流 粉碎更能体现节能减排的时代要求,它 才是代表了机械法生产墨粉的国际新潮 流。 东莞惠能的产品,以高端的高速打 印机与数字复印机及电子印刷机用墨粉 为主,成为墨粉制造业中采用高新技术 的领先者。 东莞惠能办公耗材有限公司的技术 开发与管理层中有教授级工程技术人员 和高级工程师 6 人,有着保证公司占据 技术高位的人才优势。起领军作用的刘 树果先生,是中国复印科学与工程学会 的理事长,是国内身居光电成像科技领 域首席学者之位的专家,把东莞惠能办 公耗材公司作为开拓新技术“实验室” ,使东莞惠能成为技术领先的标志。 东莞惠能拥有三项授权发明专利, 是真正的原创性的创新成果,已被产业 化后的成效证实了它的商业价值,使东 莞惠能在废弃墨粉资源再生利用领域处

www.rechargeasia.com

于国际领先地位。其再生产品的质量全 面达到原生墨粉的图象标准,已被国家 检测中心确认。东莞惠能的专利技术已 被国内七八家企业采用,恰恰可以证明 东莞惠能的专利技术是已被实践证实是 可以创造财富的热门技术,它已在循环 经济中发挥了保护环境和节约资源的社 会效益,在高科技产品再生领域起到了 示典作用。 东莞惠能温塘工厂生产的主导产 品能全面达到国家标准,证明东莞惠能 的专利技术及生产设备的可靠性与实用 性;东莞惠能正在把这项技术推向国内 外市场,旨在改变把废墨粉当做高危性 物品焚烧或掩埋的污染环境的错误方 法,让它成为步入可循环使用的资源再 生轨道的生产原料。东莞惠能愿意为国 家保护环境,节约石油资源做出贡献。 愿意与各城市合作,开展废墨粉回收与 再利用提供技术和服务。


FEATURE ARTICLE / 专题文章 RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 73


MARKETING / 市场动态 RECHARGEasia

Worldwide Hardcopy Peripherals Market Returned to Year-Over-Year Growth in the Third Quarter of 2011

全球第三季度打印机、复印机出货量开始回升 IDC 近期发布了《全球打 / 复印机出货量季度跟踪》报告。 报告显示全球打 / 复印机第三季度出货量为 3130 万台,同比 增长 1.6%。多功能机出货量为 2080 万台,占据了整个市场 66%。该市场的增长亮点依然是彩色激光多功能机,其出货 量同比增长 24.1%,环比增长 8.9%。 IDC Phuong Hang 表示:“我们相信大多数打印机供应 商的生产已从日本地震以及海啸中恢复,由于人们更加关注 该领域,预计明年该市场增长会平缓。” 就打印机类别而言,喷墨打印机,尤其是喷墨多功能机 占据市场的主体地位,出货量达 1960 万台,其中 1610 万台 为多功能机。第三季度,黑白激光打印机出货量为 860 万台(其 中 43% 为多功能机),同比增长 17%,占市场 29% 的份额。 除西欧、中东和非洲地区之外,其他地区黑白激光打印机出 货量均有所增长。彩色激光机第三季度出货量为 180 万台(其 中 51% 为多功能机),同比增长 24%,占市场份额 6%。 就 供 应 商 厂 商 而 言, 惠 普 依 旧 稳 坐 第 一 把 交 椅, 其 第 三 季 度 打 / 复 印 机 出 货 量 为 1370 万 台, 所 占 市 场 份 额 为 42.9%。其中,惠普在北美的销量增长最快,同比增长 21%,其次为欧洲、中东、非洲地区(13%)以及亚太地区(不 含日本)同比增长 9%。 佳能仍居第二,其出货量同比增长 5.2%,这一增长主要 得益于其在亚太地区(不含日本)的出货量同比增长 8%。 居第三的为爱普生。爱普生在每周,中东,欧洲,非洲, 亚太(不含日本)地区出货量所有增长,但其第三季度出货 量同比下降 9.4%。 三星仍居第四,但其所占的市场份额有去年的 5.4% 增 长到现在的 5.7%。其第三季度出货量为 180 万台,同比增长 8.3%。 兄弟第三季度出货量为 170 万台,同比增长 7.5%,占市

场份额为 5.5%。除美国外,兄弟在其他国家和地区的出货量 都有所增长。 2011 第三季度全球打 / 复印机市场前五

2011 年第三季度美国打 / 复印机市场前五

更多信息,请访问 IDC 网站 www.idc.com

2012 Text Print Consumables Becomes Key Competition Market

2012 年文印市场耗材将成竞争关键 在中国,文印市场显得更加复杂, 用户对文印的需求以及能承担文印成本 的能力不同,对设备与耗材的需求有着 较大的差异,同时厂商尽可能的要满足 高速增长的用户需求,也在不断发力进 行市场的争夺,因为这里的机会最大。 中国市场是唯一一个在 2008 年经济危机 之后仍保持着两位数需求增长的国家, 而对于厂商而言,文印设备市场增长的 背后,原装耗材能否强有力的进行扩张 似乎显得更加重要。

74

RECHARGEasia

JANUARY 2012

佳能低容量复印机碳粉 NPG-28S

据了解,全球 A3 幅面复印机一年销 量约 400 万台,A4 幅面打印机约 3000

www.rechargeasia.com

万台,与个人消费产品相比,这个数量 级似乎并不大,然而文印所附加的产业 规模却十分庞大,例如文印设备所需要 的耗材产业,全球每年耗材市场规模在 数百亿美金,而耗材市场又分为原装、 通用和假冒三大类,之所以将假冒耗材 列入其中,是因为在中国市场上,据不 完全统计,原装、通用、假冒耗材销售 的比例大约是 4:4:2,也就是说市场上所 有销售的打印机耗材中,大约有 20% 是 假冒耗材,而消费者是很难去分辨的,


MARKETING / 市场动态 RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 75


MARKETING / 市场动态 RECHARGEasia

2012 年文印市场耗材将成竞争关键

假冒耗材给原装厂商与兼容耗材厂商带 来了非常大的压力,同时严重损害了消 费者的利益。

佳能低容量复印机碳粉 NPG-28S

佳能推出单感光鼓

不 久 之 前, 在 与 佳 能 BIS 耗 材 营 销团队进行了对耗材市场相关情况的沟 通,我们得到的信息包括:在 2011 年 佳能首次成立了耗材营销团队,在过去 的 10 个月中,佳能原装硒鼓耗材销售 额增长 30%,在未来,佳能将会尽最大 力度去进行耗材的营销,佳能会为用户 提供最高品质的文印体验。

原装耗材、通用耗材、假冒耗材三分天下

佳能(中国)有限公司商务影像方 案部(BIS)总经理江原大成先生,也 是耗材营销团队的领头人,对未来耗材 营销的具体方向发布了六大措施: 第一,在未来,佳能将更加重视硒 鼓等耗材的销售,2011 年成立专门硒 鼓耗材营销团队。 第二,佳能在以往并没有对硒鼓等

76

RECHARGEasia

JANUARY 2012

耗材进行广告宣传,佳能将从现在开始 大力宣传耗材。 第三,佳能将针对最终用户进行耗 材零售促销,提供用户多样化原装耗材 的选择。 第四:积极建立佳能耗材放心店, 对耗材销售渠道进行梳理,保证佳能原 装耗材提供给用户高品质环保健康的文 印体验。 第五,在耗材产品方面,佳能将更 加重视中国国情,针对 A3 复印机推出 单感光鼓进行销售,延长硒鼓寿命,降 低用户更换硒鼓的成本。 第六,佳能将针对大客户推出低成 本包装的原装耗材,例如牛皮纸包装, 节省成本。 现在来看,江原大成先生提出的六 大耗材营销手段,佳能已经正在实施中, 前不久佳能发布了单感光鼓,据悉在未 来还会推出双支耗材包装,对于使用量 较大的用户,成本上可能会有一定的优 势。 在笔者看来,这是佳能应对目前耗 材市场激烈竞争的第一个杀手锏,���于 原装厂商而言,打印设备虽然是自己生 产的,可用户有选择耗材的权利,面对 通用耗材价格上压力,假冒耗材的肆虐, 原装厂商必须做出改变予以应对。

理光 Aficio SP100 系列产品采用创新的加粉 设计

这让我联想起前不久理光发布全新 的激光打印设备,硒鼓支持灌粉,爱普 生推出原装墨仓打印机,表面看是在走 通用耗材的路子,其实是面对瞬息万变 的市场需求,厂商努力抓住机会的体现, 究竟成功与否,我们还不能妄下结论。 毕竟激光打印设备的话语权在第一阵营 佳能和惠普手中,用户基数庞大,短时

www.rechargeasia.com

爱普生原装墨仓式打印机

间用户做出较大改变并不容易,而摆在 用户面前选择空间更大。耗材成本在降 低,服务在提升,整体市场正在朝着积 极的方向发展,只有充分的竞争后,提 供给用户更优质更安心文印体验的厂商 才可能得到用户最大的认可。

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


MARKETING / 市场动态 RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 77


MARKETING / 市场动态 RECHARGEasia

2011 China Laser Print Market Analysis

2011 年 11 月中国激光打印机市场分析报告

2011 年 11 月,中国激光打印机市 场与往月不同,品牌排行榜上,惠普和 佳能关注度之差有所减少,品牌竞争越 发激烈。此外,不同价格段和不同类型 产品关注分布均有变化。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 11 月中国激光打 印机市场分析报告》。 一、品牌关注比例分析 惠普关注份额超五成 2011 年 11 月,中国激光打印机市 场品牌排行榜上,惠普以 52.7% 的关注 份额领跑,领先第二名 38.4 个百分点, 虽然与上个月相比惠普和佳能的关注度 之差有所减少,但惠普的领先优势仍较 大。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。

从产品关注度看来,HP P1007 是 唯一一款关注度接近 10% 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。 黑白激光产品上榜数量最多 本月的十款上榜产品中,有七款黑 白激光产品,仅有三款彩色激光产品, 黑白激光产品上榜数量最多。从排名看 来,黑白激光产品排名相对靠前。

1500 元以下的产品上,而关注彩色激 光产品的消费者考虑的范围较广。 不同价格段产品关注分布小幅调整 对比不同价格段产品关注度可以看 出,2011 年 10-11 月,中国激光打印 机市场不同价格段产品关注分布有些变 化,其中,1500 元以下产品关注度下 降 了 3.8%, 跌 至 43.7%,1501-2500 元 之 间 产 品 关 注 度 小 涨 1.9%, 增 至 22.9%,2500 元以上的产品关注度上涨 了 1.9 个百分点,变化幅度略小。

( 表 ) 2011 年 11 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

佳能关注度小幅走高 对比 2011 年 10-11 月中国激光打 印机市场部分主流品牌的关注度可以看 出,三星和佳能的关注度均小幅走高, 佳 能 关 注 度 由 12.8% 增 至 14.3%, 仅 惠普的关注度小幅走低,由 55.0% 降至 52.7%。总体看来,三个主流品牌的关 注份额之和继续走低,排名相对靠后的 品牌实力不俗。 二、产品关注比例分析 产品榜变动不大 2011 年 11 月,中国激光打印机产 品排名变动不大,三个品牌的十款产品 包揽了前十,惠普上榜产品数量最多, 达八款,佳能和联想各有一款产品上榜。 HP P1007 领跑

78

RECHARGEasia

JANUARY 2012

黑白激光产品的关注份额较大 黑白激光产品历来是公司采购的 热 门。2011 年 11 月, 中 国 激 光 打 印 机市场中,黑白激光产品关注度高达 70.1%,与彩色激光打印机相比领先优 势较大,在激光打印机市场,黑白激光 产品是主流,其购置成本和使用成本相 对较低。 三、细分市场关注比例分析 1500 元以下产品热度最高 2011 年 11 月,中国激光打印机市 场中,1500 元以下产品热度最高,关 注 度 达 43.7%。1501-2500 元 和 5000 元以上两个价格段的关注度次之,均 在 22% 左右。2501-5000 元之间的产 品 关 注 度 相 对 较 低, 仅 为 11.0%。 关 注黑白激光产品的消费者目光多集中在

www.rechargeasia.com

彩色激光打印机关注度有望继续走 高


MARKETING / 市场动态 RECHARGEasia

对比 2011 年 10-11 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仍在走 高,已经增至 29.9%。虽然与黑白激光 产品相比仍有不少的差距,但与之前相

比已经有了明显增长。未来彩色激光产 品的关注度有望继续走高。 A4 幅面产品关注度小幅走低 2011 年 10-11 月,中国激光打印 机市场中,A4 幅面产品关注度小幅走

www.rechargeasia.com

低, 由 79.5% 降 至 78.4%。 其 他 幅 面 产品中,A3 幅面产品关注度小幅高, 增至 16.9%,但与 A4 幅面产品相比仍 有较大差距,消费者对于 A4 幅面产品 的需求较大。

RECHARGEasia • JANUARY 2012 • 79


GLOBAL FORUM / 全球论坛 RECHARGEasia

"China Chip" Project Leads Printer and Chip Cooperation that is Mutually Beneficial

“中国芯”工程引领整机与芯片互惠合作 为了更好地促进整机和芯片联动, 打造集成电路大产业链,中国电子工业 科学技术交流中心 ( 工业和信息化部软 件与集成电路促进中心 )( 简称 CSIP) 联 合国内的 IC 设计和整机企业在全国范 围内开展了第六届“中国芯”活动,共 有来自全国各地的近百家企业参与到此 次活动当中。这些具有创新精神的企业 不仅在技术方面有专长而且在经验模式 方面勇于突破,它们通过整机和芯片企 业的联合攻关、相互促进,突破制约我 国终端整机制造业发展的核心关键技 术,不仅推动了“中国芯”产品在国内 整机产品中的应用,同时提升了我国电 子信息产业自主创新能力,是整机与芯 片互惠合作的典范。 1、华为终端公司副总经理吴彬 以 云、 物 联 网、 多 网 融 合 为 驱 动 力的业务发展导致对各种形态终端的海 量需求,迫切需要各种新形态、融合、 低 成 本 的 智 能 终 端 ( 如 SmartPhone、 Tablet、M2M 等 ),未来将产生数十亿 级别的互联网智能终端 ; 芯片技术作为 基础性技术,不断向多模多核、高集成 度、低制程技术发展,已经超前终端技 术的发展需求 ; 大量成熟的芯片设计技 术逐步向中国这样的新兴经济体转移, 给我们发展中国芯带来良好的技术储备 和发展机遇 ! 华为终端基于用户体验、功能、质 量、成本等因素,已与中国芯片厂家展 开大量商业化合作,后续我们将通过“中 国芯”工程与中国芯企业一起展开更紧 密的合作,构建有竞争力的终端产业链, 在移动互联网生态圈实现互利共赢。 2、曙光信息产业股份有限公司总 裁历军 创新是一个民族生存与发展的灵 魂,自主创新能力更是国家的核心竞争 力以及企业生存和发展的关键。十几年 来曙光一直都在做一件事,就是尽早的 将国产化产品普及到国家的方方面面, 在为推动全面国产化而努力。 此次“中国芯”大会的举办,不仅 为上下游产业链的企业提供了一个良好

80

RECHARGEasia

JANUARY 2012

的沟通与交流平台,更也为推动中国整 个 IT 产业链的发展起到了良好的作用。 作为国内服务器的整机企业,从最早的 国外进口到今天的全线自主的龙腾服务 器的诞生,曙光深有体会,所以在目前 竞争激烈的市场中,我们相信只有坚持 自主创新把握核心技术,才能让中国的 IT 企业更具竞争优势。 3、珠海塞纳打印科技股份有限公 司市场总监臧晓钢 在我国应用越来越普及的影印办 公设备,正成政府和企事业单位信息安 全的最大隐患,彻底消除这一威胁的唯 一方法就是发展我国有自主核心技术的 打印机产业,而制约这一产业发展的关 键又是支撑打印机的专业系统集成芯片 (SOC)。 在将“中国芯”嵌入到奔图激光打 印机 SOC 之后,促进了打印机专业芯 片的国产化,将开辟出一个新兴的打印 机芯片产业,推动中国打印机产业的快 速成长,实现了工信部所主导推进的整 机和芯片联动。 2011 年,在“中国芯”工程的支 持下,在珠海成立了“MIIT-CSIP-DUT 赛纳科技创新中心”。这一企业创新平 台的建立,受到了地方政府的高度重视 和大力支持,同时也使赛纳科技的打印 机研发站在了新的高度。 随着将国内芯片和嵌入式软件企 业快速整合进入中国自主打印机的产业 链中,深化了产业的技术含量,增强了 中国打印机产业在国际市场的核心竞争 力。未来对我国打印机产业的发展会起 到巨大的推动作用。赛纳科技也将继续 坚持自主创新的理念,走自己的技术发 展之路。” 4、华芯半导体有限公司总裁高传 贵 “中国芯”大会是中国 IC 产业的 年度盛会,是促进集成电路与整机企业 加强交流合作的重要平台。华芯作为中 国专业的存储器芯片研发与供应商,借 助“中国芯”大会,与众多主控商、方 案商和整机商建立了良好的合作关系,

www.rechargeasia.com

华芯存储器芯片已经与众多主控芯片和 整机形成完整方案,并在浪潮、曙光、 龙芯、众志、创维、海信、蓝魔等众多 著名企业和国外客户得到大量应用,为 中国信息产业贡献了绵薄之力。 我们愿与各类 IC 公司和整机企业 深入合作,与中国 IC 产业共同成长。 祝愿“中国芯”大会越办越好, “中国芯” 越来越强大。 5、苏州国芯科技有限公司董事长 郑茳 中国的集成电路的产业规模这几年 发展非常迅速,但是总产值在国内集成 电路所占的份额依然很小。其中既有技 术的原因,更有市场和生态系统的原因。 “中国芯”工程以整机应用为龙头,通 过“推动整机与芯片联动,打造集成电 路大产业链”的思路和做法,促进产业 链上下游的紧密合作,必将更好促进国 内集成电路的发展。苏州国芯十分愿意 以自主高端嵌入式 CPU 核、设计平台 及各类技术设计服务,在“中国芯”工 程的牵线搭桥下,和广大 IC 设计企业、 整机单位齐心协作,共同把产业链做大 做强 ! 6、北京君正集成电路有限公司副 总经理周生雷 感谢“中国芯”活动给国内芯片公 司提供了一个与上下游厂商和业界同行 相互交流的平台。从 2009 年我们开始 参与“中国芯”活动,感觉每年都有新 气象,参与的企业越来越多,竞争越来 越激烈,影响力越来越大,特别是在整 机企业和整机工程师中的影响力逐年提 升。从 2009 年以来我们逐渐和汉王、 TCL、爱国者、盛大等知名整机企业建 立合作关系,参与“中国芯”活动给君 正带来了实实在在的收益。希望“中国 芯”活动越办越好,让国内更多公司从 中受益,切实推动产业的创新和发展。


GLOBAL FORUM / 全球论坛 RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 81


OEM UPDATE / OEM 聚焦 RECHARGEasia

The Ten Most Popular Printer Models in 2011

2011 打印机领域十大焦点机型盘点 2011 年即将结束,在这一年中, 打印机行业发生了许多大事,各大厂商 一如既往的推出了许多的打印新产品, 其中不乏新技术与许多贴近用户的产 品。这其中的许多产品,无疑将引领未 来打印机市场新的变革和发展潮流!现 在就让我们一一回顾!

一。而就在年底,联想的这款 RJ600N 终于在大家的翘首以盼中上市销售,这 样一款革命性产品,相信凭借其强大的 实力和性能,以及炫酷的外观,一定可 以吸引众多消费者前来购买。

佳能 E500 喷墨一体机,88 元狂打 800 页

三星赢在快人一步,发布 62PPM 高速 激光打印机 三星于今年秋季在全国范围内举 行了全系列新品激光打印机的发布会仪 式,三星以“赢在快人一步”作为发布 会的主题,意在彰显此次新品发布会的 核心,主打高速打印。此次发布会上, 三星共推出了数十款打印新品,而其中 的 ML-6510ND 黑白激光打印机,以其 每分钟打印速度 62 页而成为焦点。

联想 RJ600N 光墨打印机

光墨打印技术是融合了喷墨和激 光各自优势的一种全新打印技术。它能 实现高速彩色输出的秘诀在于其独特 的宽幅打印头设计,打印头的宽度为 222.8mm,足以覆盖 A4 打印纸的宽度, 打印过程中,打印头不需要来回移动, 打印速度自然显著提高。 原装连供,爱普生推 L101 墨仓式打印 机

三星“赢在快人一步”发布会

凭 借 多 年 的 经 验 和 技 术 积 累, 三 星已经成为全球第二大激光打印机生产 商,通过此次发布会,可以看到今后三 星已经做好迎接新挑战的准备。“赢在 快人一步”既是三星用多款新品证明自 身技术实力的骄傲宣言,也是三星面对 激烈市场竞争做出的回应,一旦充分发 挥在过去三十多年来立足打印机市场所 积累的核心技术和成功经验的优势,三 星快人一步的战略目标,必将成为其推 动打印机市场发展的强大动力。 革命性光墨产品,联想 RJ600N 光墨打 印机 联 想 于 今 年 5 月 初, 在 京 举 办 了 2011 年 联 想 新 品 发 布 会, 推 出 了 具 有颠覆性意义的国内首款打印速度达 60ppm 的光墨彩色打印机 RJ600N,是 目前桌面级打印机中速度最快的产品之

82

RECHARGEasia

JANUARY 2012

然而让爱普生略显尴尬的是其向兼 容耗材企业天威飞马耗材有限公司就连 续供墨系统几项专利无效申请却被一一 驳回,未来墨仓式打印机的前途尚未可 知,不过爱普生开启了原装耗材企业向 兼容耗材技术竞争的先河。

消费者为了节省打印成本,自行把 打印机改装成连续供墨系统,虽然看上 去很美,但是也非常令人纠结,无论是 打印头堵塞还是漏墨等情况都令人步步 惊心。

爱普生 L101 墨仓式打印机

爱普生原装连供系统解决了用户 的这一烦恼,爱普生原装墨仓式打印机 L101/L201 采用恒压墨仓结构,可以精 准控制供墨压力,确保持续稳定的供应。 爱普生原装墨仓式打印机的推出,我们 可以看出此次爱普生的确真正的从用户 的角度出发,着重用户体验,为用户更 加安心有效地降低后期打印成本,让用 户可以非常实惠的享受到原装连供的高 品质打印输出。

www.rechargeasia.com

今年秋季佳能发布的经济打印一体 机腾彩 PIXMA E500 打印机,凭借其超 大容量的一体式墨盒,适中的耗材价格, 实现更经济、更实惠的输出,必将获得 具有大量打印用户的青睐。

佳能 E500 喷墨一体机

喷墨打印市场,耗材价格战持续不 断,一方面来自于价格相对便宜的兼容 耗材,另一方面来自于始终不肯降低耗 材价格的原装耗材。用户为了图便宜只 好忍受着打印效果不佳的后果,选择劣 质耗材,然而众多打印机品牌逐渐降低 原装耗材价格,使得这一格局发生了变 化。佳能是较晚推出低价墨盒的厂家之 一,但也显示了佳能为耗材战做好了准 备,我们相信最终受益的还是广大消费 者。 惠普新一代云打印一体机 Envy110 2011 年是惠普发布其“云打印” 技术的第二年,在这一年中,惠普云打 印喷墨产品取得了不错的成绩,可以说 惠普云打印在国内市场是成功的,因此 这也让惠普更加相信云打印技术可以取 得更好的成绩。 HP Envy110 作为惠普推出的一款 全新云打印一体机于今年秋季发布。HP Envy110 外 形 纤 巧, 延 续 了 Envy100 的设计风格,呈流线型白色与乳白


OEM UPDATE / OEM 聚焦 RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 83


OEM UPDATE / OEM 聚焦 RECHARGEasia

2011 打印机领域十大焦点机型盘点

为了进一步巩固其在喷墨打印市场的地 位,爱普生于今年秋季发布了全新一代 ME 系列打印机,ME35 喷墨打印机及 ME350 喷墨一体机。

惠普 Envy110 云打印一体机

色的搭配更凸显其设计感。除了时尚的 外观以及与环境融为一体的乳白色,惠 普 ENVY110 云打印多功能一体机还具 备多种精巧的功能,包括静音打印和纸 盘自动扩展与收缩功能。这些设计开创 了全新的打印机概念,打印机将成为摆 放在家中的装饰品。 利盟 Pro209 喷墨一体机,将低价进行 到底 就在 2011 年即将过去的时候,利 盟于近日推出两款多功能喷墨一体机 Pro209 和 S409,旨在全面降低办公成 本,提升办公效率。同步上市的 105XL 墨盒,印量高达 500 页(5% 覆盖率), 且市场售价仅为 39 元,刷新了原装墨 盒打印低成本。

爱普生 ME35 喷墨打印机

这次爱普生 ME 系列新品不仅延续 了上一代 “买得起,用得起”的理念, 并且进一步降低耗材购买成本,以 29 元 / 支的黑墨价格突破了原装墨盒的价 格瓶颈,真正做到了以用户需求为导向, 掀起了学习型打印机在中国市场的普 及。29 元墨盒的推出,让用户看到了一 个现象,只要厂商愿意,原装耗材的价 格就可以无限低,这也为国内喷墨耗材 价格战拉开了序幕。 佳能强势进军彩激市场,主打无线打印 佳能于今年 10 月在北京举办了规 模盛大的 2011 年秋季激光机新品发布 会,发布了涵盖激光打印机和激光多功 能 一 体 机 在 内 的 12 款 产 品。Wi-Fi 无 线打印和彩色激光打印是本次发布会的 两个最大亮点。

爱普生 ME 系列再次来袭,29 元超低 墨盒成焦点 爱普生作为喷墨打印的领军企业,

84

RECHARGEasia

JANUARY 2012

理光自主灌粉打印机 SP100,创新形式 迎合中国市场 理光这个品牌对于一些普通消费者 来说稍显陌生,然而理光却做了一件惊 人之举,推出了支持自主灌粉的 Aficio SP100 激光打印机。理光不但提供官方 墨粉,而且提供官方售后支持。这在业 界尚属首例,这是继爱普生推出原装连 供之后,又一个创新之举,成为了业内 关注的焦点。

理光 Aficio SP100 激光一体机

灌粉就是将原装硒鼓使用完后进行 技术处理后再填充墨粉加以利用。以往 国内市场上的灌粉都是非官方支持的第 三方产业,由于对原装耗材厂家的利润 产生了强大的冲击,也属于众多原装耗 材厂家打击的对象。然而此次理光推出 了支持自主灌粉,不仅给予了非原装耗 材一次沉重的打击,也对其他原装厂商 产生了冲击,若一味的依靠高价格原装 耗材作为赚钱的策略而不采取行动,也 许过不了太久,就将被市场所淘汰。 奔图自主核心技术打印机问世 突破国外 技术垄断

利盟 Pro209 喷墨一体机

在众多商家纷纷打出低价牌之后, 利盟也不甘示弱,推出了 39 元 500 页 输出的高性价比的随机原装墨盒,平均 打印成本低至 8 分钱,而这也是利盟此 次新品喷墨打印机的最大特色。利盟 39 元墨盒对于普通文本打印来说,经济性 史无前例,利盟希望借此推出的低价耗 材,在桌面级喷墨打印市场中分一杯羹。

今年已经发布了 16 款激光打印产品, 可见其对激光打印市场的信心。

去年底奔图发布了第一款自主核心

佳能 2011 秋季新品发布会

作为专业办公设备的领导厂商,佳 能此次大规模将 Wi-Fi 无线打印功能应 用在旗下激光多功能一体机中,也预示 着无线打印将成为今后商用打印市场的 一个重要发展趋势。佳能认为,现在商 务打印市场的主要对象还是激光产品, 商务打印市场对于激光产品仍有很大需 求。而在此次佳能发布会之后,佳能于

www.rechargeasia.com

奔图 M5000 系列炫彩激光一体机


OEM UPDATE / OEM 聚焦 RECHARGEasia

技术黑白激光打印机。而在今年奔图顺 势推出了 4 款黑白激光打印机和 M5000 系列 5 款黑白激光一体机,这意味着奔 图已经全面掌握了激光打印机相关核心 技术,并凭借强大的研发实力和创新能

力实现了产品的规模化制造。 此次奔图携多功能一体机进军国际 市场,将进一步让用户享受到更优质、 更实惠、更贴心的产品和服务。作为国 内首家掌握自主核心打印技术的激光打

印产品,奔图将针对广大国内用户的切 身需求,制定更多符合国内用户使用需 求的产品和方案。

Brother Releases Four New Cloud Multi-Function Printers

云打印新品 Brother 推出 4 款彩喷一体机 兄弟新加坡公司宣称他们最近推出了 4 款新的喷墨一体 机 新 品, 型 号 分 别 是 DCP-J725DW, MFC-J430W, MFCJ625DW 和 MFC-J825DW。这四款新的一体机都采用了时尚 运动外型设计,具有打印、扫描、传真、复印多项功能,同 时还能够自动双面打印和具备云打印功能,可以连接最近的 云打印中心进行打印或者在互联网上分享你的信息。

其中 MFC-J825DW 具有最新的“连入网络”功能,可 以让用户连接各种各样的在线网络存储网站直接进行打印, 例如像 Picasa(图片处理工具)和 Flickr(网络相册)。用 户可以直接在 Facebook(国外社交网站)、Dropbox(国外 空间站)和 Evernote(国外的笔记本软件)上面扫描或者分 享照片或者文本,另外通过兄弟的打印扫描应用程序还可以 从 Apple 或者 Android 系统的手机中直接打印照片或者文本。 这款兄弟的打印机在高质量打印模式下具有 12ppm 的黑白打 印速度和 10ppm 的彩色打印速度,所以,用户在打印时不会 等待很长时间。 Brother 公 司 同 时 还 是 业 内 第 一 个 为 iPhone, iPad 和 Android 用户推出 3D 图像增强打印技术的厂商(Android 版 本的程序将会最迟在 2012 年年底上线 ),用户可以从手机中 搜索 3D 动画模型进行打印。这些新品的一体机有 2 种容量 的墨盒供用户选择——标准容量和大容量,来满足不同用户 的打印需求。要减少打印的成本,消费者可以选择能够黑白 和彩色打印量都为 600 页的大容量的墨盒。

Brother MFC-J825DW 一体机

2011 Outlook for Laser Printer Consumables

2011 年激光打印产品回顾 本次年底回顾仅针对整年激光打印 领域内的产品,并且它们一定要具有市 场影响力,及改观用户传统认知、引领 应用的新品,而传统的厂商更新机型将 不 在 此 次 回 顾 之 列。 我 们 认 为,2011 年整年是细化用户需求并且普及这种需 求的一年,具体表现为新的应用在产品 价格方面不断走低,也可以理解市场竞 争越加激烈之下带来了用户更多适合的 选择,它们的出现,对激光打印领域今 后的发展将起到至关重要的影响。

产品装载自动双面打印功能,推出联想 LJ2600D、M7600D、 兄 弟 Hl-2240D 等机型,而在此之前,双面激光打印最 为入门的机型售价也要在 2000 元左右, 而在此之后,用户购买千元机型便可以

自动双面走向平民应用的 2011 年 2011 年,联想与兄弟公司分别将 旗下的低端入门级激光打印机、一体机

联想 M7600D

www.rechargeasia.com

得到这一功能应用。可以说,这二家公 司在 2011 年一手主导了自动双面应用 普及。 双面打印是用户的一种需求,使用 普通打印机进行双面打印费时费力,且 容易出错,具备自动双面打印功能的机 型则无需用户手动干预,且不会存在放 错纸而将资料打印到纸张一面的情况。 双面打印做到了节省一半纸张,减少成 本投入,降低携带与存档难度等优势, 且可为环保做出贡献。 千元激光打印机一直是小型 SOHO 办公的首选,他们在面对双面打印需求 时,从经济成本(机器购买)方面考虑, 多数只能选择手动。而今的自动双 RECHARGEasia • JANUARY 2012 • 85


OEM UPDATE / OEM 聚焦 RECHARGEasia

2011 年激光打印产品回顾

▲兄弟 Hl-2240D

面普及,让这一部分人群不用提高购买 成本,便可以应用到这一优势功能。而 联想、兄弟的这类产品,在市场上已经 表现出强烈的销售态势,这正是建立在 引领应用,改观用户传统认知的前提下 取得的。 低端彩色激光打印机价格战将再起 业界普遍认为,用户的彩色打印需 求将会在最近几年里被彻底激发,而在 即将过去的 2011 年,已经表现出了一 定的迹象。低价产品是用户最容易入手 的,所以当惠普、佳能选后推出低价位 彩色激光打印新品之后,从产品本身来 看,老鸟已经可以看出,低端彩激价格

或者更低的黑白打印成本,让用户认识 到可以用 CP1025 去换代黑白激光打印 机,从而带动附加的彩色打印应用。虽 然佳能还并没有予以回应,但富士施乐 已经受到影响,降低了 CP105b 的市场 零售价格,拉开了价格战的序幕。 而我们知道,三星一直都是最低价 彩激的代表,而如果价格战一起,他也 势必还要保持着这一所谓“优势”,彩 色激光打印机市场就会更加热闹了。 我们注意到惠普 color laserjet Pro CP1025 降低了黑色粉盒的售价,这将 带来一种全新方向的应用,那就是彩色 激光打印机可以很好的取代黑白激光打 印机,而他的黑白打印成本可能比之前 还要低,当然我们更希望看到彩色粉盒 的成本也降下来,这样的话才能彻底激 发彩色打印应用。 便利无线打印逐渐从喷墨走向激光 去年,惠普、佳能、爱普生、利盟 都有无线喷墨打印机或一体机产品大量 推出,进入 2011 年兄弟公司更几乎在 喷墨产品线上标配无线,喷墨产品多应 用于小型办公环境,无线的加入降低了 产品的部署难题,笔记本办公可任意地 点接入使用,无线打印可以说已经开始 深入人心。而在 2011 年,无线打印已 经从喷墨机型转向了激光,引领品牌则

战即将来临。

限于高端扩展才能实现无线打印的现

状。 三星 SCX-3206W

低端机型配备无线打印,这在用户 保持较低的采购成本之上,即可享受无 线打印,这样的做法总是让人欣喜,喷 墨机型如此,激光机型更是如此,因为 从稳定性、输出速度、成本方面考虑, 激光打印机要更适合用户选择,它的应 用得到改善自然是好事一件。三星在引 领普及,其它品牌进入也必成定势。 终极争夺战开启 转向耗材低成本 2011 年 佳 能 LBP2900 推 出 升 级 版 LBP2900+, 这 让 我 们 想 起 了 惠 普 1020plus 再 上 市, 纵 然 性 能 升 级 的 LBP2900+ 还 额 外 提 供 了 1+2 的 质 保 服务,但用户可能更加关注的是 CRG303 硒鼓为最大优势的 LBP2900 仍未 有变化,这就如惠普 1020plus 一样, 在品牌之下的低端机型阵营中,保留 了耗材低成本优势才是至关重要的。 CRG-303 硒鼓一方面是印量大,另一 方面有通用耗材市场上选择会比较成熟 丰富,这一方面在千元激光打印市场上

惠普 color laserjet Pro CP1025

惠 普 color laserjet Pro CP1025、 佳能 LBP7010C 先后上市,二大品牌彩 激类似,包括性能以及原理设计。惠普 先行降低黑色硒鼓售价,明显想用同样

富士施乐 DocuPrint CP105b

86

RECHARGEasia

JANUARY 2012

为三星。 三星 ML-1865W

三星升级了 ML-1666,推出 ML1865W,首款引入无线打印的千元激光 打印机就这样面世,随后 SCX-3206W 也成为了首款千元级无线激光打印机。 无线打印,有人说这种打印方式就是剪 掉了打印机的“小辫子”,让打印机工 作方式更加灵活。在喷墨打印机市场上 如之前所说已经遍地无线,而在激光打 印机市场上,三星也已经改观了之前仅

www.rechargeasia.com

优势与惠普 1020plus 齐名。 佳能 LBP2900+

富士施乐 DocuPrint P105b 激光打 印机则上市于 2010 年年底,零售市场 上 销 售 时 则 在 2011 年, 这 款 机 型


OEM UPDATE / OEM 聚焦 RECHARGEasia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 87


OEM UPDATE / OEM 聚焦 RECHARGEasia

2011 年激光打印产品回顾

对今年的打印市场也有着重要的影响。 这款千元级黑白激光打印机打破原有常 规,除了随机带有 1000 页体验装粉盒 外,还额外赠送 2 支粉盒,每支可提供 2200 页打印页数,购买打印机总共可 以获得 5400 页随机耗材打印量。富士 施乐 DocuPrint P105b 的出现,给打印 市场上几乎所有机型当头一棒,那些还 随机只配 700 页耗材的打印机会无地自 容。

光 A4 多功能一体机 SP100 系列举行发 布会,推出 Aficio SP100SF、SP100SU 和 SP100 三款激光一体机,系列产品 在设计端除了具有精巧时尚、简单实用 之外,最重要的是还带来了创新灌粉结 构设计,这在桌面级办公设备方面,尚 属空白的被理光开启。“灌粉”一直被 认为是原装厂商的痛,而理光却提出了 原装支持,完全与之前行业行为背道而 驰,而目标就只有转向用户的耗材低成 本。 应用决定选择,性能、功能带来的 应用之外,成本我们认为也同样重要, 而在 2011 年发生的这一系列变化,正 带来了我们应用上的低成本需求。 方案 | 智慧 利盟、惠普坚守用户需求

富士施乐 DocuPrint P105b

富 士 施 乐 DocuPrint P105b 带 来 的影响是深远的,就如最近联想推出双 耗材装 LJ2600D、LJ2400 我们就认为 是一种效仿行为,都是从耗材低成本出 发,提升购买性价比的方式去满足用户 应用。并且我们认为这种影响还会继续 下去。

变与不变,用户的应用决定一切, 可以广泛应用并且对用户起到帮助的, 我们自然是希望能得到广泛配置。2011 年可以类聚的变化的是利盟、惠普,而 不变的则是二大品牌对于产品带来应用 帮助的认识,利盟新品继续搭载解决方 案,惠普的“智慧打印”技术下嫁到千 元低端新品,变的是带来更多的选择, 不变的则是对用户应用上带来的帮助。

HP LaserJet Pro P1108

Pro P1106、P1108 二款低端入门级黑 白 激 光 打 印 机, 以 计 划 取 代 P1007、 P1008,二款新品最大的改进是加入了 2010 年惠普激光打印机主打的“智慧 打印”技术,这一技术将带来连机自动 安装驱动,以及打印机自动开关机功能, 从之前这一技术的配置来看,显然本次 为下嫁行为。而如此一变,我们便会得 到应���性更好的“P1007、P1008”。 今天说的二大品牌机型面对的用户 存在差异,利盟面对的是中大型多人企 业,他可以提供一套方案,可将原本复 杂办公变的简单高效;而惠普年底上市 的机型则面向小型 SOHO 办公,应用 人群更广,从易用设计去做出产品升级, 对用户的帮助显然是非常大的。 创新应用 三星献“技” 佳能发狠

▲利盟 X792de、C792de ▲理光 SP100

▲理光原装灌粉

而 在 2011 年 10 月, 转 向 耗 材 低 成本的 2011 年更有重磅举措推出,理

88

RECHARGEasia

JANUARY 2012

利盟在全球市场重点推广的就是解 决方案,在利盟看来用户的打印办公需 求不同,并不能用一二款产品去做应用 覆盖,而解决方案便可做到针对应用, 解决用户的任何一种打印办公输出作 业。 利 盟 2010 年 重 点 战 略 产 品 X466 系列激光一体机便是如此,而今年更推 出彩色激光多功能一体机 X792de 和彩 色激光打印机 C792de,在搭载解决方 案不变的同时,还迎合了用户的彩色办 公需求。 惠普公司本月初上市 HP LaserJet

www.rechargeasia.com

三星于 2011 年上市的新品激光打 印 机 中 CLP-775ND、ML-4510ND、 ML-6510ND 等,均有一个特点,而我 们更认为这是一种献“技”,那便是“双 核”处理器被引入到了打印机领域。从 处理器、芯片方面提升打印机性能,最 有可能出现在科技公司巨鳄三星身上, 而事实也如此,但是我们会有一个疑问, 打印机真的需要双核吗?

三星 ML-6510ND


OEM UPDATE / OEM 聚焦 RECHARGEasia

我们知道“双核”二字出现在手机、 计算机领域,是对提升运算速度有帮助 的,当然引入到打印机领域,起到的作 用也是一样的,可最大的问题不仅限于 此,不同的是打印机是硬件输出设备, 数据计算处理的再快,也要硬件走纸的 支持才行,所以再怎么提升内核数据运 算速度,在现有基础上也不会直接表现 出差异化的结果(打印机市场上的速度 输出差别)。 我们当然也应该予以肯定,因为技 术总是需要不断完善的,多年来打印机 速度难以逾越,也许三星只是给我们一 个开始而以……

三星之后,真正引领应用的行为出 身在佳能身上,佳能前不久激光新品发 布会中,iC MF8380Cdw 得以面世,作

为一款全功能型的激光一体机产品,除 了可以满足从应用需求外,它还内置了 无线,并且首次在桌面级设备身上引入 安全打印功能,而在此之前,这一功能 多为解决方案一级中用户需要额外购买 的附加值。 保密打印功能是任何一家公司都会 需要应用到的功能,只是他们并不再意, 或者是在实现路中发现成本较高,又被 迫放弃。佳能 iC MF8380Cdw 集成了这 一功能,将显著的降低用户对于保密打 印所支付的成本,将保密打印一定程度 的进行了普及。

佳能 iC MF8380Cdw

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 89


ASK THE EXPERTS / 请教专家 RECHARGEasia

Toner Technology Foresight: How to Achieve High-Quality Green Toner Products

碳粉技术前瞻 绿色高品质如何实现? 什么时候,激光打印机工作时产生 的粉尘能达到零外泄,什么时候,激光 打印机工作时产生的包括臭氧在内等废 气排放也为零?等到那个时候,打印机 带给办公环境的危害才能降低到零,我 们怀着这样的美好梦想回到现实中,要 达到这个目的,必然要在碳粉技术上进 行创新与改进。目前大部分碳粉生产主 要由两种方式,早期的物理研磨法,其 特点是直接研磨碳粉,碳粉颗粒不规则, 另一种是目前流行的化学合成法,碳粉 形状为球形,更加均匀。 碳粉的主要成分不是碳,而大多数 是由树脂和碳黑、电荷剂、磁粉等组成。 墨粉经高温融化到纸纤维中,树脂会提 高字体的光泽度和防水性,当时树脂经 过高温,必然会产生废气,原装耗材厂 商在研发碳粉时,尽可能的降低碳粉的 废气排放,但是目前仍无法避免。另外, 激光电离空气,能够产生臭氧。 激光打印机碳粉的主要成分包括: F-Fe3O4 晶体粉粒(PLGMENT):占 20-30%;聚丙烯酸脂 - 苯乙烯共聚物: 占 50-60%;电荷调节剂 CCA:占 1020% ;流动化剂 SiO2 等;表面改性剂 聚乙烯 / 聚丙烯石蜡。由这些化合物组 成的微粒大小在 6-8 微米左右,非常细

腻而均匀。 除了研磨法和化学合成法之外,碳 粉的生产工艺随着技术的进步而不断改 进,目前还有一种利用零界流体熔喷技 术来制作碳粉,可得到的球形碳粉颗粒, 这种方式的优点在于剩余物质可重新利 用,没有太大的排放,相对环保。 相比之下,研磨法所生产的碳粉虽 然成本低廉,但是碳粉颗粒不均匀,形 状不规则,所以碳粉的利用率可能会有 一定的折扣,从而在纸张表面形成字迹 也不如均匀球形碳粉那样清晰细腻。化 学合成法中间有一个环节要对碳粉进行 干燥,所以生产周期会相对较长,生产 成本也会增加。 在未来,如果有更新的技术,既能 以极低的成本生产碳粉,又能得到均匀 而细腻的球形碳粉,则一定会得到碳粉 生产商的青睐。 前 面 文 章 提 到 了, 碳 粉 在 定 影 过 程中,会产生废气,其中包括一种气体 叫臭氧。据报道,英国过敏症基金会的 研究人员最近发表的一份研究报告也指 出,办公设备会释放有害人体健康的臭 氧气体,而这主要元凶就是激光打印机、 复印机等设备。比如激光打印机采用激 光头扫描硒鼓的方式在硒鼓上产生高压

静电,用以吸附墨粉,这样硒鼓表面的 高压电荷会电离空气中的氧气生成臭 氧。臭氧是强氧化剂,对人体主要危害 是刺激和破坏深呼吸道粘膜和组织,诱 发支气管炎、哮喘和肺气肿,对于那些 哮喘病和过敏症患者来说,为害就更为 严重,甚至会危及生命。臭氧还能破坏 人体皮肤中的维生素 B,致使人的皮肤 起皱、出现黑褐斑,破坏人体的免疫机 能,加速衰老、致使孕妇生畸形儿等。 另外,一些代用粉或者兼容碳粉, 大多采用碳黑作原料,多含有多环芳烃 系列及二甲基硝胺等物质,它们分别为 三、四号致癌物质,这些有机气体都是 致病、致畸、致癌的三致物质,对办公 室环境构成严重的威胁。 近 年 来, 也 有 公 司 推 出 了 生 物 碳 粉技术,也就是用生物树脂取代碳粉中 的石油树脂成分,这样可以节省成本, 而且生物树脂具有可降解性,对环境所 造成的污染最小化,不过由于成像对碳 粉的要求,目前采用生物树脂在碳粉成 分中所占的比例仍十分小,只能在一定 程度上降低能源消耗,却没有从根本上 解决碳粉本身所带来的环境以及健康危 害。

Inkjet Printer Plug Failure Analysis

真堵还是假堵 喷墨打印机堵头故障分析 我们在使用彩喷机的时候经常会遇到打印有横线的情况, 再经过打印喷嘴检查可以发现打印喷嘴检查断线,我们通常 认为这就是堵头。其实出现喷嘴打印不全不一定就是堵头, 其可能有两种:1、打印头堵头 ( 可以通过清洗液浸泡打印头 或者超声波清洗打印头解决 ),2、墨盒或者供墨系统对打印 头的供墨不足,这就是我们常说的假堵 ( 需要对打印机的耗 材部分进行修复或更换 )。 彩喷打印机打印断线是我们在日常使用中最常见到的故 障,而真堵与假堵的维修方法不同,所以我们必须首先分析 是真堵还是假堵,从而找到最佳的解决途径。下面我们就来 介绍一下如何分析打印机是否真堵。 步骤 1:首先,我们在发现打印机断线时应先打印一张 喷嘴检查图 ( 如图 1),我们可以看见图 1 中的喷嘴检查浅蓝

90

RECHARGEasia

JANUARY 2012

色缺色比较严重。

▲图 1

步骤 2:下面我们来清洗一下打印头,然后再打印一张 喷嘴检查 ( 图 2),我们可以看到图 2 中的喷嘴检查浅蓝色部 分与图 1 浅蓝色部分缺色位置有所不同,故我们可以怀疑该 喷头为假堵。 步骤 3:为了进一步验证是否假堵,我们需要再次对喷 头进行清洗和打印喷嘴检查 ( 图 3),在步骤 2 跟步骤 3 之间

www.rechargeasia.com


ASK THE EXPERTS / 请教专家 RECHARGEasia

最好可以将打印机静置 10-20 分钟,这是为了让墨盒里面的 墨水可以更好的滋润打印头。此时如图 3,我们看到整个浅蓝 色的下半部分完全消失掉了,所以我们可以确认该故障的主 要问题出在打印机的墨盒部分

步骤 4:更换打印机的彩色墨盒,静置 10 分钟然后清洗 打印头,再次打印喷嘴检查 ( 图 4),我们可以看到图 4 中的 喷嘴检查浅蓝色部分已经基本恢复正常,只有极少的缺线, 这缺线有可能是打印头轻微堵塞,也可能是打印头轻微气堵 ( 只要静置一段时间然后清洗一下就可以解决问题 )

▲图 2 ▲图 4

▲图 3

Analysis the problem of Print Output Settings

关于打印输出最佳设置的相关问题解析 如何能够在打印输出中得到最佳的 输出效果呢 ? 下面我们就来介绍一下关 于打印机输出设置的有关问题,使大家 可以了解在输出中如何才能得到最佳的 输出效果。 我们使用柯达原装高光照片纸在爱 普生 A50 打印机上进行输出 (A50 是爱 普生六色照片打印机 )。 首先,要得到最佳的工作效率和输 出效果我们就首先要了解自己使用的是 什么介质输出,因为打印介质的不同吸 墨性也不尽相同,所以打印机在不同介 质上打印输出的时候喷墨量的多少是不 同的。于是我们首先要确定我们要输出 的介质是属于哪种,比如:普通纸、超 级光泽纸、高质量光泽纸、高质量亚光 纸、光泽纸、粗面纸、照片质量喷墨纸、 妙妙贴纸、CD 盘面、高质量 CD 盘面。 我们这次使用的柯达高光照片纸, 在纸张选项中对应的是超高质量光泽照 片纸,我们就选择这一项 ( 选择这一类 型纸张将会使打印机在打印中实现较慢 的打印速度和较多的喷墨量 )。 在确定了需要输出的介质分类以后 我们要选择合适的输出质量,比如:经 济、文本、文本和图像、照片、优质照 片、优质照片 RPM( 此选项只有在个别

只有在输出模式与打印介质配合 完善的情况下才能输出最佳的效果。比 如,我们要使用 A50 打印机在一张柯达 230g A4 幅面的高光水晶相纸输出一张 高质量的效果图,其设置应该是如下图 的:打印模式为优质照片、纸张类型为 超高质量光泽照片纸。 特殊介质中才能选择 )。其依次为速度 从高到低排列,如果按照质量的话是从 最低到最高排列的,经济模式的输出速 度最快,但是效果最差,优质照片 RPM 的速度最慢,但是输出的质量是最好的。 通常我们要得到较高的输出速度或者较 低的墨水消耗的时候就会选择经济或者 文本,但是如果我们追求的是输出质量 则通常会选择照片或者优质照片来进行 输出。

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 91


NEW PRODUCTS EXPRESS / 新品快讯 RECHARGEasia

Static Control Releases “Never TAB” PCR Technology

Static Control 推出不粘充电辊“Never TAB” PCR 技术 消除了因各种原因引起的碳粉添加剂粘结的可能性 每个再生厂商都一直在努力解决充 电辊碳粉添加剂粘结 (TAB) 造成的问题。 碳粉添加剂粘结 (TAB) 是由许多原因引 起的,造成的不良结果是改变充电辊表 面特性,进而导致打印缺陷。 Static Control 的新型不粘充电辊解 决了这些问题。因为不粘充电辊“Never

TAB” PCR 技术使充电辊表面几乎不可 能产生碳粉添加剂粘结。 有多种因素会导致碳粉添加剂粘结, 包括不合格清洁刮刀的性能,或感光鼓 表面特性的变化。有些碳粉在一定的湿 度环境影响下,可能会导致碳粉添加剂 粘结。清洁充电辊往往不能清除碳粉添

加剂粘结。这些问题已不复存在了,因 为碳粉添加剂根本无法粘结在新型不粘 充电辊表面。 产品代码 NVRTABPCR-4KOS

Static Control Offers HP Multipurpose Color Toner Matched

Static Control 提供惠普多功能彩色碳粉 适用于 : 惠普 CP1025/1515/1525/2025/3525/5225/5525 彩色碳粉与彩色零部件电子成像匹配以保证稳定的质量 Static Control 公司已推出适用于惠 普彩色硒鼓的多用途彩色碳粉。灌装这 种碳粉的惠普彩色硒鼓可提供与 OEM 性 能媲美的打印量和打印质量。新型多用 途碳粉减少库存种类,节省资金,适用 于以下惠普和佳能打印机: CP1025 CP1525 CP3525 CP5525/5520 CP12/15/1515/1518 CM1312 MFP CP2025 CP5225 CM2320 MFP CM3530 MFP CM1415 MFP LBP-5460

i-Sensys MF8030 CN i-Sensys MF8050 CN LBP-7700c/7750c MF8330c, 8350c LBP 7200c i-Sensys LBP 5050 LBP-9600/9500/9100 多用途彩色碳粉具有打印色彩光亮 度高和优良的密度。当这类碳粉和与其 电性能匹配的 Static Control 零部件同时 使用时,打印质量与 OEM 标准会很接近, 优于任何售后市场产品。打印量和耗粉 量也满足 OEM 的规格。 Static Control 新型惠普多功能彩色 碳粉容器标签上列有灌装重量表和各种 适用硒鼓。当有更多彩色硒鼓适用于该 碳粉时,我们将随之更新标签。

产品代码 : MPTCOL-10KG-COS MPTCOL-10KG-KOS MPTCOL-10KG-MOS MPTCOL-10KG-YOS MPTCOL-1KG-COS MPTCOL-1KG-KOS MPTCOL-1KG-MAOS MPTCOL-1KG-YOS 请联系 Static Control 销售代表, 以获得详细信息 : 亚洲总部 : +852 2427.6011 珠海销售中心 : +86(0)756 3320300 400 8838233 info@scc-china.com

全球总部位于美国北卡罗莱纳州桑 福德市的 Static Control 是全球售后成像 与再生技术的领先者。

European Union Grants Patent for Static Control Universal Chips

欧洲联盟授予 Static Control 通用芯片专利 欧盟 18 个成员国政府认可 Static Control 芯片专利 欧洲联盟授予 Static Control 通用芯片专利。此举意味着 Static Control 是唯一被授权对大部分打印机提供通用硒鼓芯片 的公司。 Static Control 的通用芯片技术专利也已获得美国和 9 个欧 亚国家以及以色列,埃及,墨西哥,韩国和中国政府的认可。 在巴西,印度和香港地区的专利正在申请中。

种打印机。包括在这些打印机中安装并提供所需程序,就像一 个专用芯片那样可提供全功能。 一个单一的通用芯片可以代替多个专用芯片,从而降低库 存,简化生产和降低生产成本。通用芯片也有利于开发通用硒鼓。 Static Control 提供业界最可靠,功能齐全的芯片,最能适 应 OEM 的固件升级。

通用芯片的优势 Static Control 的通用芯片专利技术实现了单一芯片识别多 92

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


NEW PRODUCTS EXPRESS / 新品快讯 RECHARGE asia

G-Liquid® --A Novel and Smart Lubricant of Blade

G-Liquid®- 绝对让您惊艳的液态刮板润滑剂 台湾绿德光电股份有限公司成立于公元 1999 年 7 月, 主要致力于环保再生硒鼓的研究与制造,为台湾第一大再生 硒鼓制造商。 在再生硒鼓的生产过程中,由于对”高质量”及”制程方便” 的二种高度要求,绿德光电试了市面上所有的刮板润滑方式, 却一直苦于无法找出适当的产品。有鉴于此,绿德光电以其 专业的硒鼓经验,再搭配厂内二位化学博士的丰富学识,开 发了” G-Liquid® – 刮板润滑剂”。 G-Liquid�� 可直接使用在刮板上,无需额外的刮板清洁 液。它能有效减少鼓芯与刮板的磨耗约 20%,延长鼓芯及刮 板寿命,防止鼓芯刮伤,并能降低噪音的产生及翻刀的问题。 G-Liquid® – 刮板润滑剂 的特性如下: 1. 使用方便: a. G-Liquid®:不论是全新刮板或是二次使用的刮板, 独特的 G-Liquid® 配方皆可附着其上,解决市售类似产品需 要清除全新刮板上硅油的扰人问题;使用时仅需将 G-Liquid® 刷在刮板刃部,无需在鼓芯上洒粉,不会造成工作环境与硒 鼓组件的污染;只要 3 秒即可轻松完成一支硒鼓的润滑。 b. 一般干式润滑粉:需要先将粉末扑在刮板与鼓芯上, 再进行组装;由于粉体静电与环境湿气会使得粉体结块,故 不易均匀涂布在刮板与鼓芯上。此外,若是使用全新刮板, 其表面的硅油会增加涂布的困难度。组装完成以后还要额外 清洁硒鼓内部被污染的组件,制程中也会造成工作环境的污 染。 使 用 G-Liquid® 不 会 增 加 额 外 工 时; 相 反 的, 使 用 G-Liquid® 会大大降低工时、提高工作效率、增加产品良率。 2. 宽 广 的 鼓 芯 匹 配 特 性: 严 选 特 用 化 学 品 所 生 产 的 G-Liquid® 已经测试过市面上 13 种鼓芯品牌(包括 OEM、 中国三家、台湾二家、韩国五家、日本二家),与各种品牌 鼓芯的匹配绝对不是问题。 3. 超高的化学稳定性:G-Liquid® 所使用的特用化学品, 皆经过严格且反复的物性与化学性测试,稳定性极高;当硒 鼓在任何严峻的工作环境中使用,无须担心使用 G-Liquid® 会对产品造成任何影响。实验证明在长期高温高湿或低温低 湿下 G-Liquid® 并不会对鼓芯或是充电辊等配件产生任何污 染。 4. 延长刮板寿命:涂布 G-Liquid® 后,刮板上会形成一 层均匀的保护膜,阻绝 PU 与空气接触的机会,减缓 PU 水解 速率,增加刮板寿命。 5. 防止鼓芯刮伤、减少鼓芯磨耗、降低躁音: a. 涂布均匀:G-Liquid® 颗粒会紧密且均匀地堆栈在刮 板刃部,刮板刃部的 PU 材质不会裸露在外面,组装后刮板 与鼓芯受力均匀,不会造成鼓芯刮伤与翻刀。一般干式润滑 粉必须扑粉在刮板与鼓芯上,刮板刃部上的润滑粉无法均匀 分布,造成局部 PU 材质裸露,使得鼓芯与刮板间产生受力 不均的现象,容易造成鼓芯刮伤。

b. 特殊的化学吸附力:G-Liquid® 特殊的化学吸附力会 让粉体吸附在刮板上,而粉体间仅呈弱键力,完全解决市售 产品会有刮不干净的问题;同时让刮板与鼓芯接触面积达到 最小化,进而减少鼓芯磨耗。实验证明使用 G-Liquid® 可以 降低 20% 的鼓芯磨损。此特殊吸附力,不会在组装过程或是 硒鼓使用过程中让粉体掉落造成翻刀。反观干式粉末对 PU 的 吸附力不佳,在组装过程或是硒鼓使用中会因为震动造成掉 粉,进而发生翻刀风险(硒鼓使用到一半却翻刀的情形都是 这样产生的)。 c. 球型化处理:G-Liquid® 所使用的粉末经过球型化处 理,可减少粉体与鼓芯的接触面积,进而达到降低噪音、减 少磨耗的效果;又其硬度低于鼓芯表面材质,当 G-Liquid® 在刮板刃部形成保护膜以后,接触到鼓芯的粉末不会因硬度 太高让鼓芯受伤。反观目前广泛使用的润滑粉,其成分为微 粒云母片外面涂布上皂类的化学物质。云母是片状硅酸盐, 为变质岩的一种,所以它在硬度上比起鼓芯高上许多,容易 造成鼓芯刮伤。如下图:

G-Liquid® 球型化粉末 ~ 7 μm

市售云母粉 ~ 50μm

6. 节省成本:如上所述,G-Liquid® 所表现出来的绝佳 效能,能为客户减少大量的工时,并同时提高硒鼓的质量。 相较于一般润滑粉带来的问题及工时的浪费,G-Liquid® 绝 对值得客户信赖、使用。 G-Liquid® - 刮板润滑剂为绿德光电于厂内使用了约 10 年的产品,今年 9 月才正式包装上市。在过去十年里,使 用 G-Liquid® 为绿德光电创造了极高的优品及极低的客户抱 怨。绿德光电能成为台湾最大的再生硒鼓制造商,也可归功 于 G-Liquid® 这个不可或缺的重要原物料。实际使用在再生 硒鼓上的经验,让绿德光电对于 G-Liquid® 充满信心,也深 信 G-Liquid® 一定能满足客户的要求。 台湾绿德光电股份有限公司除了提供具有竞争力价格的 高质量产品,将持续发展新的项目,以期能对硒鼓技术注入 更大的成长,并带给客户更多的满意服务。 更多信息,请上台湾绿德光电股份有限公司网站查询: www.greendevice.com.tw

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 93


CHINA CORNER / 中文快讯 RECHARGEasia

苹果申请专利 消除打印机驱动程序

杭州工商查获 大批假冒打印耗材

Apple Patent Removes Printer Driver

Hangzhou Seizes Large Quantities of Counterfeit Printing Supplies

虽然说从 Windows 98 年代开始,人们安装驱动的过程 已经越来越简单,但驱动对于用户来说仍然是个壁垒,尤其 是打印机驱动,它让一些新设备,比如智能手机或 iPad 打印 东西很困难。 Google 已经通过让 Chrome 支持云打印走出了第一步, 现在苹果也不甘落后,根据 ConceivablyTech 报道,苹果已 经申请了 2 个专利,包括打印的文件格式与 API 等,致力于 消除打印机的驱动程序。 第一个专利:苹果将打印过程的三个组件 - 发现打印机、 通过网络传输和文件格式 - 通过一个或多个 API 来实施,整 个过程描述如下: 在打印过程中,首先,移动设备联系打印机,当确认并 选择了打印机后,完成打印的方式将有很多种:如果移动设 备有打印机驱动,或者打印机支持无驱动打印,那么移动设 备将可以使用驱动或无驱动技术直接向打印机发送数据。 另一方面,如果手机没有打印机驱动或者打印机不支持 无驱动打印,移动设备将数据发送到云端,然后一个或多个 服务器来处理打印工作并将打印数据直接传输给打印机。 第二个专利主要是关于在打印方面传输的数据格式,允 许打印机优先选择某种格式文件,另外苹果还设想了一种新 的格式,允许将这种格式应用到发现打印机和数据传输协议 中去。 在未来,我们可能将有三种方式来打印: 通过传统的打印机驱动程序 通过云端服务 以任何设备通过无驱动方式接入通用打印机 如果人们仍然愿意使用打印机,苹果将引领人们进入一 个无驱动打印的世界。

“富美科技奖学金”首次颁发

近日,杭州西湖、萧山工商部门一举端掉 4 处藏匿于杭 州居民小区内的假冒打印耗材造假窝点和销售点,收缴假冒 “HP”( 惠普 ) 硒鼓、墨盒近百个。 西湖工商分局翠苑工商所根据惠普公司提供的线索,对 位于杭州学院路一居民小区的两个涉嫌造假的窝点进行了执 法检查,光在这两个以普通住宅做掩护的窝点,执法人员就 发现了 4000 多个回收来的各类旧硒鼓,少量的假冒“HP”( 惠 普 ) 硒鼓和墨盒外包装盒、标贴,以及塑枪、封口机等制假工具, “设备”之全令人震惊。 据业内人士介绍,这些旧硒鼓往往会被造假人员进行翻 新并重新灌粉后,贴上假冒的标贴,匹配相应型号的假冒外 包装盒,批发销售给大大小小的市场销售商。最终流入市场, 欺骗消费者,大肆谋取暴利。 为逃避执法部门的查处,这些造假人员往往选择居民小 区或者出租屋作为制假窝点和仓库,以此为掩护,大肆进行 制假活动。一般都是做好一批假冒耗材后就迅速出货,利用 时间差逃避执法部门的检查。造假人员即使面对执法人员的 检查,往往声称自己只是回收旧硒鼓来做中性硒鼓,但总是 会有蛛丝马迹被执法人员识破。 翠苑工商所执法人员在对该窝点进行检查中,最终还是 在偏僻的角落里发现了已经包装好的假冒“HP”( 惠普 ) 硒鼓。 随后,执法人员又对西湖区营盘地某窝点进行了检查,查获 已经灌粉尚未包装的“HP”硒鼓 40 多个,制假工具一批。 执法人员现场看到,这间 20 多平方米的房间内,四面墙壁已 经完全被粉尘熏黑,对周边居民的身体健康造成严重危害。 与此同时,萧山工商分局城厢工商所执法人员也对萧山区市 心广场电脑城二楼 D2-1 号名为“洪恩网络”的售假商户进 行了检查,在其店内查获多个型号的假冒“HP”墨盒 25 个。 目前,上述案件还在进一步处理中。

Fumei Technology Scholarship” Inaugurated 日前,山东理工大学“2011 年度社会奖助学金颁发仪式” 在 3 号教学楼报告厅举行。山东理工大学党委副书记谭秀森、 富美科技有限公司负责人、相关部门负责人出席仪式,颁发“富 美科技奖学金”等十余项奖助学金。 2011 年 5 月份,在山东理工大学教育基金会成立之际, 富美科技有限公司捐资 50 万元设立“富美科技奖学金”,旨 在奖励品学兼优的理工学子,是基金会成立以来收到的第一 笔也是最大的一笔捐款。此次系“富美科技奖学金”首次颁发, 有 10 余名学生获此殊荣。

94

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


CHINA CORNER / 中文快讯 RECHARGE asia

第九届 ReChina 亚洲打印耗材展圆满落幕

爱普生学习型喷墨打印机 业内首获国家能效标识

9th Rechina Exhibition Held Successfully

Epson Inkjet Printers First Identified to Reach National Energy Efficiency Status

2011 年 11 月 15-17 日 在 上 海 隆 重 举 行 的 第 九 届 ReChina 亚洲打印耗材展于 17 日下午圆满落下帷幕。此次展 会资源丰富,观众人流如潮!此次展会在上海新国际博览中 心举行,展览面积达 20,000 平方米。有 302 家来自海内外 的打印耗材公司参展,吸引到了来自世界各国和各个地区的 9,000 名专业观众。 “本届 ReChina 展会海外观众特别多”。是 ReChina 展 会品牌在全球强大吸引力的体现。主办方在全球各地开展了 强有力的宣传推广,本届展会主办方向部分优质国外采购商 赠送宾馆和提供接机服务也鼓励了更多的国外观众前来参加。 珠海益高的黄总高兴地对主办方透露,展会第一天就收到 52 张有效国外买家的名片,展会第三天下午已到撤展时间,他 们还在忙着与国外客户洽谈。天津优胜的缪总说,没想到有 这么多的国外采购商,现场接到不少订单,ReChina 展会的 观众质量最高。 ReChina 展会与 Lyra 耗材研究机构联合举办的打印耗 材行业高峰论坛(Lyra China Supplies Forum)于展会前一 天在上海举行。每年在上海举办的 Lyra 论坛是打印耗材行 业全球最有影响力的论坛之一。本届论坛邀请了 Lyra 市场分 析专家和国内外具有广泛影响力的企业家前来演讲。Lyra 副 总裁 David Rocheleau,Lyra 资深分析师 Jiqiang Rong,行 业领军人物著名企业家贺良梅,耗材行业企业家和专家 Ian Goddard 、刘洪、Steven Michlin 等发表了精彩的讲演。 来自巴西的 Diego Botelho 先生来上海 ReChina 展会采 购。第一次来中国,主办方负责人向他提供了免费接机服务 并赠送了宾馆。俄罗斯采购商 Slava Tikhonov 一行四人向主 办方表示,他们对 ReChina 展会很满意,每次来都有很多收获。 智利成功商人 Alfredo Barrionuevo 与多家供应商洽谈,还向 主办方咨询了有关行业展会和供应商的情况。 由于展会现场气氛热烈,交易效果令人满意,展商对 2012 年的展会都充满了信心。整个展览期间,前来主办方办 公室咨询 2012 年展览计划的展商络绎不绝。短短三天时间, 就有纳思达、SCC、莱盛、卓泰、昊群、汉光等 100 多家展 商现场预定了 2012 年的展位,热门的展位更是早早地就被抢 订一空。主办方预计 2012 年第十届 ReChina 展会的展位将 供不应求。 第 十 届 ReChina 亚 洲 打 印 耗 材 展 将 于 2012 年 11 月 28-30 日在上海展览中心举办。ReChina 展会连续成功举办, 充分显示了 ReChina 展会品牌强大的生命力和发展前景。 2012 年第十届 ReChina 展会将凝聚更多的展商、观众、产品 及技术资源,主办方将进一步加大 ReChina 展会在全球的推 广力度,进一步提高展会的服务和管理水平,不负行业众望, 第十届 ReChina 亚洲打印耗材展值得您的期待!

日前, 致力于环保事业的爱普生 ( 中国 ) 有限公司再次 展示其节能环保技术方面的强大优势,旗下产品学习型打印 机 Epson ME35/ME350 获得“中国能效标识”,这是爱普生 首款获得国家级能效标识备案的打印机及一体机产品,也是 实施《打印机、传真机能效限定值及能效等级》标准后国内 首批获得能效标识的喷墨打印机产品,这也再次证明了爱普 生多年来为国内环保事业作出的巨大努力。 以本次率先 获得能效标识的 爱普生学习型喷 墨打印机为例, Epson ME35/ ME350 两 款 产 品在操作模式下 功 率 仅 为 1.2W 和 1.6W, 且 待 机模式下功率仅 为 0.6W。这比其他厂商中同为家用喷墨定位的打印机能耗要 低,更是相同功能激光打印机产品的三十分之一。究其原因 就在于爱普生产品采用了独家微压电打印技术,精准微压电 能将电能直接转化为机械能,整个工作过程无需加热,能量 损耗极低 ; 而市面上无论是激光打印机还是其它品牌的喷墨打 印机,其打印原理都需要先加热再打印成像,因此能效消耗 很大,数字远超出消费者的估计。据国家能效管理测试数据 显示,以普通黑白激光打印机为例,速度为 30 页 / 分钟,能 效等级较低的产品 ( 三级能效 ),其典型工作能耗 ( 周能耗 ) 为 5.1 千瓦时 ; 能效等级为一级产品的能耗不到三级产品的 30%。彩色激光多功能一体机,速度为 40 页 / 分钟,能效等 级较低的产品 ( 三级能效 ),典型工作能耗为 15.7 千瓦时 ; 能 效等级为一级产品的能耗仅为三级产品的 50%。如此差距绝 不可忽视,尤其对于长期使用,能耗高的产品将额外产生一 笔庞大的费用支出,可以想象,对于家庭用户来说,同等条 件下更加愿意选择低能耗产品。 随着电脑、数码相机等产品的普及,不少消费者都计划 购买打印机、一体机。各大厂商都说自己产品能耗低,市场 上却没有官方权威标准作参考,消费者往往也忽略了机器耗 能情况,或是被厂商的各种模式下功率数值介绍弄得一头雾 水。而在《打印机、传真机能效限定值及能效等级》标准实施后, 这一状况将得到有效改变,市面上流通的机器都将被要求贴 上能效标识,消费者在购买打印机的时候可以直观看到各产 品能效等级,消费者将会很容易判断出打印机产品能耗高低, 最终作出购买决策。

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 95


CHINA CORNER / 中文快讯 RECHARGEasia

罗兰在亚洲市场推出首款水性喷墨打印机 Roland Introduces First Aqueous Inkjet Printers in Asia Market 全球领先的宽幅喷墨打印机和打印 / 切割机供应商 Roland DG 公司宣布推出专门针对快速发展的亚洲市场而设 计 74 英寸、6 色水性喷墨打印机 FH-740。FH-740 专门为 快速发展的亚洲广告市场而设计推出的首款水性打印机。 “纵观中国和韩国市场,大幅水性喷墨打印机广泛应用 于标牌,广告、灯箱广告、室内装潢,艺术品复制和要求高 精度打印质量的写真等行业。”Roland DG 亚洲市场产品开 发经理 Kazunori Miura 认为,“这些地区的经济发展势头, 推动了市场对具有适合批量生产同时又能打印高精细画质的 打印设备的需求。我们自豪地推出了 FH-740,为客户提供 准确完美的彩色再现和可靠稳定的生产平台,这是帮助他们 在白热化的业务竞争环境中出奇制胜的必备法宝。” 除了 4 色 CMYK 打印之外,FH-740 的特色更在于具有 浅青色 (Lc) 和浅品红色 (Lm) 墨水,能够完美地表现例如肤色 等浅色系的同时消除粒状感,提高画质。利用 RolandDG 的 最新双打印头控制技术,FH-740 能够精确地喷出七种不同 大小的墨滴,实现了例如艺术品复制行业所需要的流畅过渡。 精准的喷墨技术同时还确保了商标或其他专色的准确性。对 于室外灯箱布类,FH-740 能够在高达 26.9m2/h 的生产速度 下实现满意的打印画质 ; 在 6 色模式下,打印速度更可以达 到 18m2/h,是大幅面生产型广告行业主的理想之选。与此同 时,FH-740 还提供了多种打印模式,用户可根据具体的应用, 选择最适合的速度和清晰度。 专门为生产型用户而设计,Roland DG 以精密机械制 造技术确保了 FH-740 的稳定性和耐久性。同时,它具有 先进的安装介质装置,可简化上纸操作。FH-740 完全符合 Roland DG 的环保产品设计准则,已获得公司的“环保标

上海警方捣毁两处制售假冒名 牌硒鼓墨盒窝点 Shanghai Police Dismantle Two Counter feit Toner Cartridge Facilities 近日,上海虹口警方侦破一起假冒打印耗材的案件,在 闵行、徐汇两区捣毁两处制造假冒硒鼓、墨盒的窝点,现场 查获假冒某品牌硒鼓、墨盒 2611 件。 今年 9 月,虹口公安分局经侦支队接到群众举报称,虬 江路某电子市场内有人低价出售知名品牌的硒鼓、墨盒。市 面上几百元的硒鼓、墨盒,那里却以几十元的低价出售。警 方调查发现,肖某经常出没于虬江路附近的电子市场内,以 几十元至一、二百元的价格向商家兜售某品牌打印机硒鼓和 墨盒,其所售的耗材均非该品牌授权。而肖某曾于 2005 年 5 月因销售假冒注册商标的商品被刑事处罚。

96

RECHARGEasia

JANUARY 2012

签”(Eco-Label) 认证,这是对其低能耗和长期可持续性生产 性能的肯定。 Roland DWX-30 特性: 74 英寸宽幅水性喷墨打印机 配备最新双打印头的 6 色设备,实现无以伦比的打印质 量和广泛用途 CMYK、浅青色 (Lc) 和浅品红色 (Lm) 油墨,可打印色彩 丰富过渡平滑的图像 全新的打印头,精确喷出七种不同大小的墨滴,确保非 同寻常的打印画质 提供可选择的油墨配置: 8 色 (CMYKLcLmOrG),用于专色打印 4 色 ( 双 CMYK),用于要求高色彩饱和度的打印 多种打印模式,支持各种用途 26.9m2/h 模式,适用于灯箱布、短期户外海报和旗帜等 用途 18 m2/h 模式,适用于合成纸打印的宽幅广告 耐久性结构,最小化停机时间并最大程度地延长打印时 间,并提供稳定的输出 固定的介质轴和可调节的夹纸器,牢牢固定住重达 40kg 的介质卷筒 多点压纸轮和重新优化设计的夹纸盘,确保准确的送纸 配备了通常应用于大幅打印机的打印小车刚性带和大扭 矩、耐用型伺服电机 * 因其环保设计和耐久性能,FH-740 已获得了 Roland ECO 标签认证

EFI 收购德国 Alphagraph EFI Acquires Germany Alpharaph 近日,作为全球数字印刷创意引领者的美国 EFI 公司对 外正式宣布收购 Alphagraph 股份公司。主要为印刷行业的客 户提供 MIS/ERP 软件产品服务,具体收购价格未向外界透露。 “尽管欧债危机对欧洲经济的影响颇深,但 EFI 公司在 该地区的业务量稳定增长,Alphagraph 股份公司的加入将使 在欧洲地区的市场更加稳固。未来我们将共同提高产品的性 能加网,进一步为欧洲地区的客户做好服务。”EFI 公司中东 欧地区总经理保罗·克里普斯说道。 “Alphagraph 股份公司对加入 EFI 充满期望,我们已经 很好的证明了公司在印刷企业自动化软件方面的领导地位。 希望在未来可以为我们的客户提供 EFI 公司全方位的解决方 案。Alphagraph 产品将加入到 EFI 公司软件应用部的系列产 品中,这个部门在 2011 年前 9 个月中营业额实现了 44% 的 增长。”Alphagraph 股份公司创始人 Alphagraph 向记者说道。

www.rechargeasia.com


CHINA CORNER / 中文快讯 RECHARGE asia

高品质 OKI 打印机首家体验店 在北京开业

Google 开始重视专利权 提交云打印申请

First High-Quality OKI Printer Store Opens in Beijing

Google Submits Application for Cloud Printing Patent

日前,位于北京中关村西区立方庭大厦的 OKI 打印机 体验空间正式开业,这也是 OKI 支持核心经销商在北京所开 设的首家体验空间。在该体验空间内,用户可以亲身感受到 OKI 打印机所有的核心产品。 OKI 日冲商业(北京)有限公司董事长深野文夫先生、 总经理室芳树先生、副总经理小谷清先生、北京金普生科贸 有限公司总 经理高炜先 生, 以 及 众 多 IT 业 界 核 心媒体记者 齐 聚 一 堂, 共同出席了 本次开业典 礼。 该 体 验 空 间 作 为 OKI 打 印 机 与经销商、用户的沟通纽带,具备了产品展示、咨询、体验、 销售及售后服务等诸多功能。 OKI 日冲商业(北京)有限公司 董事长 深野文夫先生在 典礼现场向记者表示:“OKI 一直秉承着用心聆听客户的声音, 及时地提供令客户满意的产品和服务,致力于提升价值的经 营方针。此次 OKI 打印机体验空间的开业就是要帮助经销商 为用户提供更好、更贴心的服务。” OKI 打印机体验空间在为用户提供各项服务的同时, 还将定期开展一些体验式互动活动,便于用户更直观的感受 OKI 打印机的卓越品质,以及在技术领先、性能优越、配置 全面、节能环保等方面的核心优势,特别是 OKI 公司的 LED 打印技术,用户不仅可以进一步的加深对该技术的认识和理 解,还可以进行更加全面的打印体验,同时也有利于 OKI 深 入了解用户需求并反馈至产品研发端,从而开发出更契合用 户需求的产品。 OKI 打印机体验空间分为产品展示区、办公模拟区、样 张展示区、正品耗材区、维修服务区等几大功能区域,在展 示区分别陈列了 OKI 彩色和黑白 LED 打印机、多功能一体机、 针式打印机等全系重点产品。用户将在体验空间专业人士的 讲解下,亲自体验到 OKI 打印机的专业品质。 另据悉,在北京体验空间成功启动的同时,OKI 也已开 始在全国多个重点城市推行这种体验模式,不久大连、西安、 杭州、厦门、成都、昆明、广州等地的 OKI 打印机体验空间 也将陆续开业,覆盖华北、华东、华南地区。作为 OKI 打印 机的产品展示、售前售后咨询等为一体的综合服务窗口,OKI 打印机体验空间将不断地为用户带来更全面、更专业的体验 和服务。

美国专利和商标局通过谷歌寻求安全的云打印服务权利 的专利申请。作为一个集成到谷歌 Chrome 网页浏览器的服 务,云打印专利申请是在去年 3 月提出的。 云打印服务专利包含主张通过一个用户帐户进行身份验 证的应用管理器;而云打印是作为一种技术出现的,无需任 何物理连接,即可让用户在任何地方打 印。谷歌认为,云打 印有不同的好处,它提供了一个解决方案,“突破传统的打 印机和打印方式,改变了价格昂贵且不可预知的打印体验, 对于普通用户来说,有时也是行不通的。

Google Cloud Print 谷歌表示,云计算通过浏览器的打印,解决了提供和维 持各种平台的打印机驱动问题,因为“有权限设置,或没有 资源来执行一个打印驱动程序”。因此,客户可能会看到云 打印的真正实惠,同时减轻打印机制造商的负担,因为他们 要推出许多平台上的驱动程序更新。 据相关报道,谷歌还提出了一项专利申请,主要涵盖最 近更新的 Omnibox 在浏览器中的位置栏。该文件描述了谷歌 的技术,为用户提供一个动态更新列表,包括查询历史搜索。

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 97


ZHUJIANG CORNER / 珠江三角洲 RECHARGEasia

天威碳粉盒获珠海市专利金奖 Print Rite’s Toner Cartridge Awarded Gold by Zhuhai City 近日,珠海市 2011 年科技奖励暨加快发展战略性新兴 产业大会隆重召开,珠海市委书记甘霖、代市长何宁卡等领 导出席会议并为获奖者颁奖。天威自主研发的“一种用于电 摄影成像设备的通用粉盒”,因极佳的通用性能和对打印耗 材行业整体资源利用效率的提升,被授予第二届“珠海市专 利金奖”。这是继 2003 年“广东省专利金奖”、2005 年第 九届“中国专利金奖”、2005 年“广东省专利优秀奖”和 2009 年第一届“珠海市专利优秀奖”之后,天威自主研发成 果和专利创新战略又一次获得肯定。 天威是中国 最 早、 全 球 最 大 的通用打印耗材 生 产 制 造 商, 有 着三十年的打印 耗材研发、生产、 销 售 历 史, 一 直 以优异的产品质 量和出色的打印效果成为国产耗材的标杆,引领着中国打印 耗材产业的发展壮大。作为天威最核心的发展战略,专利创 新既是拓展市场的一把利剑,又是推动企业发展的有力引擎。 目前,天威已申请国内外自主专利超过 1700 件,稳居全球通 用耗材业界首位。依托强大的研发创新能力,天威更能贴近 具体的打印需求,为用户提供专利上安全、性能上可靠、价 格上适度的通用耗材。 通用耗材的最大特点是性价比高,而与打印机的匹配认 同则是决定产品市场表现和用户打印体验的关键。由于各自 的动力驱动不同,一款打印机往往只对应特定的耗材,造成 了耗材生产成本增加和打印机与耗材互不相认的问题。天威 本次获奖的“一种用于电摄影成像设备的通用粉盒”,通过 复杂的齿轮系统设计和各零部件的精密配合,将不同动力驱 动转化成一个“通用驱动”,解决了打印机对特定粉盒的认 同问题,可适用于当年生产的绝大部分兄弟打印机,具有极 佳的通用性能。 目前,该发明专利已在天威相关产品中得到了广泛应用, 深受打印机用户欢迎。由于打印机的型号过于复杂,用户买 回的耗材与机器不匹配的情况极易发生,而天威这款通用粉 盒真正做到了在不同型号打印机之间的“通用”,用户完全 不必担心无法安装的问题,大可“安心、放心、省心”地购 买使用通用耗材了。 珠海市专利金奖”每两年评审一次、每次授奖不超过 5 项, 以鼓励和调动发明创造的积极性。珠海是业界公认的“世界 打印耗材之都”,天威在成立三十周年之际成为唯一获此殊 荣的打印耗材企业,将坚持自主研发和专利创新的战略,以 专利赢市场,以创新求发展,为珠海的经济建设和打印耗材 产业的发展注入强大的动力。 98

RECHARGEasia

JANUARY 2012

吉林大学无机合成 与制备化学国家重点实验室 (珠海分实验室)大楼落成 Jilin University Lab for Inorganic Synthesis and Preparative Chemistry (Zhuhai Branch) Now Complete 日前,吉大无机合成与制备化学国家重点实验室珠海分 实验室大楼落成并正式投入使用。12 月 13 日,实验室举行 了大楼落成典礼。珠海市副市长王庆利、吉大党委常务副书 记兼副校长王胜今、吉大哲学社会科学资深教授刘中树、实 验室主任裘式纶及珠海学院廖立国、宫志忠、王元良,吉林 财经大学党委书记金硕共同为大楼落成剪彩。 无机合成与制备化学国家重点实验室珠海分实验室于 2008 年 11 月在珠海挂牌,于 2009 年 6 月 12 日在吉林大学 珠海学院综合实验楼临时投入使用,同期,该实验室进行土 建工程,2011 年 12 月落成投入使用。 据悉,无机合成与制备化学国家重点实验室珠海分实验 室自批准成立以来,承担了国家和省部级各类基础和应用基 础研究任务 30 多项,共研制具有开发价值的新材料 8 件,申 请国家发明专利 10 余项,发表 SCI 论文 25 篇。实验室还与 珠海市质量计量监督检测所进行了关于打印耗材中有害物质 的检测分析,共同构建耗材环保安全公共检测服务平台;与 珠海市缉私局关于违禁物品的检验等合作。

www.rechargeasia.com


ZHUJIANG CORNER / 珠江三角洲 RECHARGE asia

珠海拟建国际耗材交易中心 Zhuhai City Proposes to Build Trade Center for Printer Consumables 经过连续数月的走访调查,珠海市科工贸信局草拟的对 打印耗材产业的扶持政策,近日由珠海市政府审议通过并印 发给各区、市府直属各单位。记者昨日从珠海市科工贸信局 获悉,该政策提出建设中国 ( 珠海 ) 国际办公设备暨耗材交易 中心,以及其他形式的行业交易平台。 加大投资 5000 万 珠海市政府本月 9 日印发了《珠海市促进打印设备及耗 材产业转型升级加快发展的若干政策》( 以下简称《政策》)。 《政策》支持珠海市打印耗材产业向产业链高端升级,打造 特色鲜明、布局合理、核心竞争力强的打印耗材产业集群。 据了解,珠海市将加大财政资金对耗材产业的扶持力度。 明年起,将连续 5 年每年在珠海市级传统产业转型升级专项 资金中安排 1000 万元,扶持打印设备及耗材产业技术创新、 公共平台建设和市场开拓等。 预计今年,珠海市耗材产业总产值约为 200 亿元人民币。 该局工业科科长容立雄表示,希望通过《政策》的出台,在 “十二五”末,使珠海市整个耗材产业产值达到四五百亿元 水平。 记者获悉,珠海市科工贸信局、珠海市财政局,目前正 着手制定具体的资金使用管理办法。 规划建设耗材交易中心 《政策》提出以南屏工业园为核心,加快国家耗材质检 中心、打印设备制造、国家再制造试点等项目的建设,并首 次明确提出,将规划建设中国 ( 珠海 ) 国际办公设备暨耗材交 易中心,推动南屏打印设备及耗材产业转型升级。

据悉,珠海市目前已向广东省申报打印耗材国际采购中 心,一旦获批,珠海将建设全国乃至全球首个耗材专门交易 平台。 除了将建设耗材业的实体交易中心,《政策》还提出鼓 励第三方服务机构建立面向全珠海市打印设备及耗材企业, 提供产品、价格、专利、商业信用等服务的公共信息平台和 电子商务平台。 定向招商完善产业链 珠海虽已初步形成较完整的办公设备及打印耗材产业链, 但感光鼓等设备本地尚无配套生产。正对产业链上不完整的 个别重点环节,《政策》提出将以珠海市耗材企业的外地生 产基地和供应商为目标对象,开展有针对性的定向招商。同 时,对产业关联度高、对完善产业链有重大意义的新增项目, 珠海市将给予研究开发资金奖励。 另外,珠海市将支持富山工业园整合园区周边土地,打 造并积极申报国家级打印设备及耗材循环经济示范园区。 鼓励行业技术攻关 明年起,连续 5 年,珠海市每年将从打印设备及耗材产 业重点发展领域中,选择若干个共性和关键技术项目,组织 力量进行科技攻关���力争在对产业发展有重大带动作用的关 键领域实现突破。《政策》提出支持组建产业联盟,致力于 解决产业共性技术问题,财政经费支持的共性技术攻关,其 研发成果由本珠海市行业内企业共享。

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 99


RECHARGEasia

100

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


RECHARGE asia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 101


RECHARGEasia

102

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


RECHARGE asia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 103


RECHARGEasia

104

RECHARGEasia

JANUARY 2012

www.rechargeasia.com


RECHARGE asia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 105


MONTHLY BUYER'S GUIDE RECHARGEasia

106 • RECHARGEasia • JANUARY 2012

www.rechargeasia.com


MONTHLY BUYER'S GUIDE RECHARGE asia

www.rechargeasia.com

RECHARGEasia • JANUARY 2012 • 107


MONTHLY BUYER'S GUIDE RECHARGEasia

108 • RECHARGEasia • JANUARY 2012

www.rechargeasia.com


Rechargeasia magazine