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Business-Inform Review № 7, 2015

СОДЕРЖАНИЕЛидеры мировой индустрии . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

Арт Даймонд (Recycling Times Media). Чак Шарп верит в будущее струйной печати . .2Арт Даймонд (Recycling Times Media). Стивен Б. Мичлин – легенда индустрии восстановления . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4

Маркетинг . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6Станислав Малинский (Бизнес-Информ). Российский рынок офисной печати – 2015: что принесли санкции . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .6Марк Доусон (MSE). Основные стратегии ричарджеров в 2015 году. . . . . . . . . . . . . . . . . .9Панкай Чаула (IDC). Гонка струйных и лазерных технологий в Азиатско-Тихоокеанском регионе . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .10Джон Шейн (InfoTrends). Мобильные устройства и их влияние на печать в США и Канаде. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .12

Аутсорсинг печати . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16Патенты и интеллектуальная собственность . . . . . . . . . . . . . . . . . . . . . . . . . 18

Стив Видон (Discover Imaging Products Ltd.). Внутреннее противоречие Canon. . . . . .18Стив Видон (Discover Imaging Products Ltd.). Откуда придут инновации? . . . . . . . . . . . .19Майл Чжу, Элен Дуань (Innopat Intellectual Property Co., Ltd.). Картридж с шестерней, не нарушающей патенты, тем не менее может нарушать их!. . . . . . . . . .20Катя Даустер. Мощная защита против патентных исков. . . . . . . . . . . . . . . . . . . . . . . . . . .21Арт Даймонд (Recycling Times Media). Поиск информации об известном уровне техники для лишения силы патентов, принадлежащих производителям оборудования. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .22Харви Левенсон. Значимость книг, журналов и прочих документов как информации об известном уровне техники . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .23Дэвид Гиббонс (Recycling Times Media). Меня не затравить: Деннис Хэйнс идёт на принцип в сражении с Canon. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .24

Офисная техника и технологии печати . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26Виолен Ву (Recycling Times Media). HP привлекает к себе всеобщее внимание. . . . . . .26Майк Андреоттола (American Ink Jet Corporation). Пять вопросов: главные события в мире струйных технологий. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .28Джованни Джусти (DOXENSE). Печать в новый информационный век . . . . . . . . . . . . . .34

Расходные материалы . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36Венди Ли (Recycling Times Media). Для ричарджеров консолидация – путь к будущему. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .36Арт Даймонд (Recycling Times Media). 2014 год: изменение ландшафта рынка совместимых расходных материалов . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .38Таня Хагеманн (INTEGRAL GmbH). Как правильно снизить расходы на печать . . . . . . .40Фолькер Каппиус (Delacamp AG). Качество отпечатка – вопрос подбора и совместимости компонентов. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .44Фолькер Каппиус (Delacamp AG). Расход тонера: почему большинство поставщиков не любит говорить об этом. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .45Люк Голдберг (Clover Technologies Group). Почему все считают, что доля совместимых картриджей для цветной лазерной печати держится в районе 8%?. .46ТЕКО (Россия). Лед тронулся: все больше сервисных компаний хотят получить сертификат STMC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .48ТЕКО (Россия). Ролики заряда SCC NeverTAB устойчивы к загрязнению тонерными добавками . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .49Рамис (Россия). Универсальный программатор Unismart II. . . . . . . . . . . . . . . . . . . . . . . . . .50ТЕКО (Россия). Решения Static Control для восстановления картриджей Lexmark: все преграды преодолены . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .53Рамис (Россия). IMEX – мировой лидер в производстве высококачественного тонера. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .54

Выставки и конференции . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 58ТЕКО (Россия). Prisma приняла участие в апрельской MPS-конференции в Екатеринбурге. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .58Бизнес-Информ (Россия). Весенние конференции RTM Corp. . . . . . . . . . . . . . . . . . . . . . . . .58Стив Видон (Discover Imaging Products Ltd.). Оптимисты, пессимисты и страусы. . . . .59Бизнес-Информ (Россия). BUSINESS-INFORM 2015: представляем участников . . . . . . .60Бизнес-Информ (Россия). Международная конференция «BUSINESS-INFORM 2015» 63

English pages. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 66Malinskiy Stanislav (BUSINESS-INFORM). Russian Offi ce Printing Market 2015 – What the Sanctions Have Brought . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .66BUSINESS-INFORM (Russia). What Do We Off er BUSINESS-INFORM 2015 Exhibitors and Visitors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .70

BUSINESS-INFORM ReviewИздание для профессионаловВыпуск №7, 2015

РЕДАКЦИЯ

Главный редактор:Станислав Малинский – msv@bizinform.ru

Зам. главного редактора:Юлия Данилогорская – bizinform@list.ru

Дизайн:Марина Радомская – bizinform@sforp.ru

Елена Суворова –bizinform@list.ru

Верстка:Леонид Павленко – bizinform@list.ru

Переводчики:Сергей Зубков (мл.)Алексей Беликов

• Журнал распространяется по предварительной подписке, на выставках, конференциях, семинарах, по системе почтовой рассылки (в государственные и крупные коммерческие структуры)

• Перепечатка материалов без письменного разрешения редакции запрещена

• Точки зрения авторов статей и заметок могут не совпадать с мнением редакции

• Редакция не несет ответственности за содержание рекламных объявлений и оставляет за собой право редакторской правки

• Все зарегистрированные торговые марки являются собственностью их владельцев

• Электронная версия журнала демонстрируется на сайте www.sforp.ru

Информационное агентство«Бизнес-Информ»АДРЕС РЕДАКЦИИ:

107023, Россия, Москва, Барабанный пер., д. 4, стр. 6Тел./факс: +7 495 988-6146e-mail: bizinform@list.ru WWW.SFORP.RU

66 Business-Inform Review № 7, 2015

English pages

Russian Offi ce Printing Market 2015 – What the Sanctions Have Brought

Malinskiy Stanislav (Information Agency «BUSINESS-INFORM», Russia)

Sanctions introduced by a number of states in 2014 inevitably aff ected Russian Economy. Fall in Ruble exchange rate, the disruption of customary product and fi nan-cial channels, potential threats to IT-sector. It seemed that all those factors should have had infl icted a serious damage on Russian enterprises. And they also seemed to put a serious political pressure on Russia. The sanctions are there already for a year; and we can now evaluate their fi rst results, not in macro-economical terms and scales, but in relation to our IT-industry, to be exact to one of its segments, the market of offi ce printing devices and supplies.

I will hereby present my views and fore-casts, possibly disputable. It is likely that they will help specialists to correctly navi-gate the current situation and switch from battle for survival to battle for leadership. Anyway, the time of change is always con-sidered interesting because of that.

Russia Must Be Thankful to US and Europe for their Sanctions

In my view sanctions introduced by US and Europe did Russia a great deal of good!

Russian buyers became much more economical (and smarter!) in buying and using printers and MFPs. Before sanctions many “well-to-do” Russian companies and organizations procured expensive hard-ware and services from prestigious brands (HP, Xerox), while being able to procure well-made and much more economical variants.

Product and service development (for example, software development) in Rus-sia became more fi nanced, even if analo-gous foreign commodity is present on the Russian market. Before sanctions, if a good foreign product was present on the market (software, consumables for offi ce printing) the development and production of the analogous Russian product were deemed unnecessary.

Russian consumers developed more cautious attitude towards their confi den-tial data. Before sanctions various products (software, printers, MFPs, cartridges, chips) were bought and used (in majority of cases) without the analysis of possible security breaches (for instance, during document printing).

Now at home Russian manufacturers of products and providers of services are given preference over foreign competi-tors (for example, in case of corporate pro-curements). Before sanctions price and quality were considered important for pro-

curements, and the origin of the product was absolutely unimportant.

In Russia the control was tightened over organizing and performing of corpo-rate procurements, especially in state or-ganizations. The interests of Russian buyer are now taken as more important than the interests of OEMs and their representatives. Before sanctions it was strictly adhered to that the procurements were made from OEM representatives and their partners. The alternative market (independent pro-curements not from the OEMs) was mini-mal.

As a result, now a real import replacing production and technologies are being de-veloped in Russia. Russian buyer became smarter and more saving. In the long term the profi ts of OEMs on the Russian market will decline, although the market itself won’t be reduced, instead, in a year or a year and a half it will continue its growth. Of course there will be redivision of the market both between OEMs and IT-products and services suppliers.

The Shares of OEM Brands on the Russian Market Will Change

In the present conditions, due to the in-troduction of the sanctions and an abrupt fall of Russian Ruble, OEM-manufacturers behaved diff erently on the Russian market. Some (after a small wait) declared new high ruble prices on their products (according to the new currency rate), others tried to avoid harsh price jumps. Russian buyers have also corrected their preferences towards OEM-brands with an accent on price effi ciency and political (sanctional) risks. As a result the procurements of printers and MFPs from Kyocera grew considerably. As for the procurement process the factor of OEM warranty availability was seriously lowered, which in turn considerably de-termined the redivision of Russian market between OEM brands.

Not only Russian buyers but OEMs themselves became “hostages” to political sanctions. Of course it is very inconvenient for a Russian consumer, having been work-ing for so long with technological solutions from one American company, to start searching for the alternative and use fur-ther the solutions from other developers and producers. However, American brands also fell in a tricky situation in Russia. Here is an example: several enterprises in Crimea are using the hardware from a specifi c American brand. This hardware is on a war-ranty. If this American manufacturer will continue warranty maintenance of this

hardware, it might bring wrath of American authorities upon itself. And if it refuses (with a reference to the sanctions) it will be reminded that it breaks its liabilities on Rus-sian territory by the Russian authorities (ac-cording to the Russian Law, Crimea is a ter-ritory of Russia). So the problems with the introduced sanctions aff ect both Russian buyers and foreign sellers. It is not surpris-ing that the survey performed by Informa-tion Agency “Business-Inform” in the end of 2014, beginning of 2015 showed that the products of non-US origin became prefera-ble for Russian corporate buyers than the products manufactured in the US, and the Russian products became preferable than the foreign.

The current situation forced many buy-ers to be more careful with money allocat-ed for providing the work of their IT-struc-tures. Buyers started to evaluate the costs of hardware ownership (instead of just buy-ing most prestigious or cheapest solutions), they began compare diff erent solutions, began searching for advice. Which are best to use, OEM cartridges, new compatibles, or refi lls? Which suppliers and service provid-ers to chose? These questions have become extremely vital. Also the questions like: “Should the hardware be bought from au-thorized OEM-dealers or OEM-distribu-tors?”, again became up-to-date for many Russian corporative buyers.

It seems that already in 2015 part of Russian buyers will chose not only to re-place habitual printer and MFP brands with new and more economical ones, but will be using alternative (independent procure-ment, not from the OEMs) schemes of pro-viding means of offi ce printing. All that will lead to reducing the revenues of offi cial OEM-representatives on the Russian mar-ket (both from hardware and consumables sales). Their shares on the Russian market will change as well.

Besides, the information regarding the Russian market will be much more “closed”. Data regarding the alternative procure-ments will not be made known nor for OEMs, nor for foreign research agencies. This is why their evaluation of Russian market in 2014-2016 will be largely understated.

The Growth of the Compatible Supplies Market

Russian buyers of offi ce printing devic-es and supplies in 2011-2014 have consid-erably evolved. They now understand that:

• compatible supplies diff er not only in price and the country of origin but also in quality,

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• the quality of prints depends on many factors and is absolutely not guaranteed by the price,

• the quality level of OEM-cartridges is of course higher than that of compatibles, but it is far from being always necessary for a specifi c user in a specifi c conditions,

• among compatible cartridges there are good ones (even better than just good ones) but the existing legislation often doesn’t allow the procurement of the desirable product,

• during corporate procurements one should be wary of cheap off erings or products from unknown brands,

• the term “brand” in regard to the compatible products can be used similarly to the term “OEM-brand” as a reference point during printers and MFPs procurement.

The research performed by Business-Inform specialists shows that the price ceased to be the decisive factor in choos-ing the compatible cartridge (see table), on the nowadays Russian market such fac-tor as the image of the seller-company be-comes no less important. The image of the cartridge brand also became more impor-tant both for positive buying decision and for negative one. A growing demand for in-formation published in magazines and pre-sented on professional exhibitions, semi-nars, and conferences must also be noted.

Due to the sanctions we should expect a record growth of compatible cartridges sales (see picture) in Russia in 2015-2016. Many buyers will have to search for alterna-tives to original cartridges, or for cheaper (than in 2014) off ers on the market of com-

patible cartridges. The remanufacturing (af-termarket) will also grow.

The problem of evaluating the require-ments of Russian enterprises and organiza-tions in consumables for offi ce printing in 2015-2016 was elaborated in research, made by Business-Inform Agency in the second half of 2014. The results of the re-search allow us to forecast that the require-ments in offi ce laser printing in 2015 will remain on 2014 level (in A4 pages). Howev-er, the fi nancing of supplies procurements will be cut by 22-25% (in USD). To satisfy the needs in offi ce printing, enterprises will have either to enlarge the share of compat-ible materials in their 2015 procurements, or will have to focus on cheaper (than in 2014) compatible materials. Hence, the companies, which have been using OEM-

cartridges, are now planning an allowance for using of premium-class compatibles (40-60% of total requirements). Companies, which have been using premium-class compatibles, are planning an allowance for a lower class cartridges use (50-60% of total requirements). Companies, which have been using cheap compatibles, will be forced into buying even cheaper compati-ble models. Companies, engaged in the printing outsourcing sphere are also plan-ning to enlarge the share of aftermarket consumables with a focus on higher yield cartridges.

Such an induced reorientation of Rus-sian consumers in 2015 will provide a re-cord growth of compatible cartridges seg-ment for offi ce printing up to 10.1-10.3 mil-lions of pieces (+25-27% compared with

Signifi cance of factors that infl uence the choice of compatible cartridges

Factors 2011 2014 Trend

1. Price of cartridge 92 68 -26%

2. Image of seller 61 67 +10%

3. Image of cartridge manufacturer 17 38 +124%

4. Image of cartridge brand 50 59 +18%

5. Opinion of Friends-Professionals 47 41 -13%

6. Expected print quality assessment 43 45 +5%

7. Increased resource of cartridge 19 37 +95%

8. Opportunity to recharge 20 26 +30%

9. Information availability in the press 21 32 +52%

10. Information availability on the Internet 29 35 +21%

Source: Information Agency «BUSINESS-INFORM» (Russia)

The Russian Market of Suppliesfor b/w laser printing

31.732.9

34.128.3 28.6 28.5

30.432.0

34.535.9

9.8 10.0 10.5 11.3 12.0 12.1 12.5

9.5

7.2 8.0 8.4 8.1 7.9 7.7 7.5

10.3 10.6

0

10

20

30

40

2010 2011 2012 2013 2014 2015 2016

8.1

Mln. pcs.

Old Trends

aftermarket

genuine cartridges

compatible cartridges

New Trends

aftermarket

genuine cartridges

compatible cartridges

Source: Information Agency «BUSINESS-INFORM» (Russia)

68 Business-Inform Review № 7, 2015

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2014). The Russian remanufactured car-tridges market will also grow considerably, hence the growth of toners, drums, chips and other components sales. The year 2015 will certainly be a year of super-opportuni-ties for Russian sellers of compatible sup-plies. This forecast applies to both newly made compatibles sellers and remanufac-turing companies. However it is necessary to note that the enlargement of lower qual-ity supplies share (compared with 2014) will lead to the growing number of consumers dissatisfi ed with the quality of compatible products, which in turn will become a seri-ous “obstacle” in development of laser printing aftermarket in 2016-2017.

Waiting for Russian Products and Solutions

Sanctions served as a good shake-up for many Russian offi cials, heads of enter-prises and organizations. The threat of dis-ruptions (or collapses) in technological chains that already became habitual and the need-driven realignment towards Rus-sian manufacturers suddenly made clear for everyone the necessity of immediate creation of import-replacing products and solutions. Besides the IT-industry became the biggest priority target. As a result a quick development of software, technical and technological solutions began. The de-clared priority of Russian-made products and solutions will defi nitely infl uence the segment of offi ce printing devices and con-sumables. Of course setting up within a year or two the production of laser and ink-jet printers in Russia is unlikely, however, the development of printing outsourcing software, creation of corporate structures for quality remanufacturing of compatible cartridges or organizing manufacturing of compatible cartridges in Russia are the tasks that can be already solved in 2015. Solving these tasks will considerably lower the dependence of Russian enterprises and organizations on potential sanctional pres-sure from OEMs, elevate the level of confi -dential data security, create additional jobs. It is quite possible that the fi rst Russian products will be losing in quality to the

Trends -2015

Stopgap 1:40% – Buyers will besearching for quality CPS

Stopgap 2:60% – Buyers will besearching for cheaper CPS

Stopgap 3:60% – Buyers will besearching forcheapest CPS

CPS’ purchases willgo up on the growingmarket of printingoutsourcing (+25% in 2015)

CPS = Compatible Printing Supplies

“Western” analogs, but the improvement of quality is the question of experience and time. That is why according to Business-In-form specialists opinion, in the second half of 2015 on the Russian market of offi ce supplies consumables we would be able to see already several laser cartridges brands with a “Made in Russia” inscription on the box.

Of Indolence, Pessimists, and Optimists

In my opinion sanctions clearly showed Russia and its citizens what they already knew. Russia has all necessary resources to develop its own industry, instead of just us-ing up petrodollars while developing the industries of the countries supplying us with those petrodollars. But sanctions haven’t just showed that; they encouraged Russians to do something. Indolence is our well-know “virtue”. I know this well, I have been lazy too for all my 55 years. Fighting indolence is a national tradition with a win-ner known beforehand. However if there is an urgent need, we can gather us up and reach quite satisfactory results (I am not speaking about war, lets better remember the space exploration).

The situation pushes us towards radical changes in the industry. Service provision and production arrangements must be tak-en in our hands. Quality must be provided. Development, adjustment, and optimiza-tion must take place. The state authorities seem to be “all for it”, we seem to be so too.

The only thing left is to decide, who will do all that?

The pessimistic answer to this question is: No matter how hard we try the result will be “as usual”. Meaning, that no matter how highly developed Russian cartridge pro-duction will be, we will still be selling Chi-nese products; no matter how much will be told regarding the quality of prints, we will still be buying the cheapest cartridges without any quality, but “legally fl awless”; no matter how you’ll be organizing the show, no one will come. Hence, leave it all to the others.

The optimistic answer is: It is possible that everything will turn out “as usual”, but it is also possible that something better will be coming. So, if the Russian production of cartridges is quite possible, not for 100%, but possible, why don’t we try?! If the legis-lation creates obstacles to buying quality and economical products let us make new wordings in tender papers without violat-ing the law. We can unite to solve such questions, and then we would be able to at-tract knowledgeable lawyers, and then we can present legislation initiative. Regarding the Expo, let us participate ourselves and call for friends and acquaintances there to discuss the things being demonstrated there, we will then see each other, evaluate things, learn something new. Possibly we will fi nd new partners. In short, if you won’t do something, no one will do it for you.

By the way, You, Our Respectable Read-er, will You participate in BUSINESS-IN-FORM 2015 (Russia, Moscow, May 19-21)?

CompatibleCartridges

Genuine CartridgesONLY

Genuine and CompatibleCartridges(HQ)

Information Agency «BUSINESS-IN-FORM» has fi nished investigations of Rus-sian printing supplies market in January-March 2015. The analysis of the data for monochrome laser printing for January-March 2015 shows that cartridges HP CE278A, HP CE 285A, HP Q2612A are lead-ers. More detailed analysis of Russian mar-ket tendencies and forecasts for 2016-2017 will be presented in «BUSINESS-INFORM Review» (issue №8, 2015).

20 Most Popular Cartridges for Monochrome Laser Printing in the Russian State Structures (January-March 2015)

HP CE278A HP Q7553A/X XEROX 106R01159 Kyocera TK-3130

HP CE285A HP Q5949A/X XEROX 106R02183 Canon 703

HP Q2612A HP CF280A/X Samsung MLT-D205 Canon 728

HP CB436A HP C7115A/X Samsung MLT-D305 Brother TN-3170

HP CE505A/X XEROX 106R01374 Kyocera TK-1120 Brother TN-3280

Exhibition organizer:Information Agency “Business-Inform” (Russia)

For more information about the exhibition visit http://sforp.ru/BI2015eng/ or contact our coordinator: by phone: +7 495 988-6146by e-mail: info@sforp.ru, bizinform@list.ru

EXPO –FREE

FORUM

May 19-21All-Russian Exhibition Centre

Pavilion 69

MOSCOW

70 Business-Inform Review № 7, 2015

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What Do We Off er BUSINESS-INFORM 2015 Exhibitors and Visitors

Information Agency «BUSINESS-INFORM» (Russia)

BUSINESS-INFORM 2015 Expo will be held in May (19-21) 2015 in Moscow (All-Russia Exhibition Center, pavilion #69). The event de-fi nition is – Offi ce and Computer Equipment, 3D Printing, Supplies and Parts, Software and Modern-Offi ce-Informational-Support In-ternational Exhibition.

We off er the exhibitors:

1. A chance to exhibit your products at All-Russia Exhibition Center, well known both in Russia and abroad.  Being easily accessible geographically, well-equipped, with years of practical experience All-Russia Exhibition Center is one of the best places to hold International Exhibitions.2. An opportunity to show your products and perform negotia-tions with Russian offi ce equipment, supplies, and software sel-lers’ representatives.  Business-Inform informational agency spe-cialists have studied the Russian offi ce equipment market for more than 18 years. Russian resellers’ database created by the agency contains information about more than 7500 active companies. All this companies during February and April will receive and invitation to visit the exhibition with detailed description of exhibitors and their products. Moreover, to invite the Russian seller-companies the agency would use not only its own resources but help from its nu-merous business-partners. Also a month before the exhibition, the agency will supply every exhibitor with more than 1300 addresses of the leading Russian offi ce equipment and supplies sellers so that the exhibitors would be able to invite them to their booths them-selves.3. An opportunity to show your products and perform negotia-tions with Russian offi ce equipment, supplies, and software bu-yers’ representatives. The database of the printers, copiers, MFPs, and supplies catalogues’ subscribers published by the Agency, keeps the information on more than 30000 specialists in 16000 Rus-sian companies, buyers of offi ce equipment, supplies and softwa-re. The invitations that will be sent to these specialists will contain detailed description of all exhibitors and their products. More than that the invitations will be distributed among specialist from buyer-companies during specialized conferences and seminars dedicated to technical and informational equipping of modern offi ce, plan-ned by the agency in January-May 2015.4. A possibility to discuss computer and offi ce equipment mar-ket problems and perspectives during open discussions.  The program of the exhibition includes series of special reports, which will present listeners the results of marketing researches, technical and technological solutions for all segments of offi ce equipment market in Russia as well as world-wide. All listeners will have an op-portunity to get their questions answered receive by the leading industry experts, to exchange opinions on possible solutions to the present day market problems, to share experience.5. A chance to get exhibitors promotional, marketing, and infor-mational support for their products on Russian and international markets. The Informational support of the exhibition implies the wide program of informing potential visitors about exhibitors and their products. The promotion of the BUSINESS-INFORM 2015 ex-hibition is made via Internet and mass-media, as well as through specialized catalogues (Laser Printers and MFPs, Copiers, Supplies, etc.), through electronic news digest BUSINESS-INFORM E-News Di-gest, during partners’ expos, and through personalized mailing lists. Agency’s PR team publishes exhibitors’ press-releases on a weekly basis on more than 30 Russian news-sites. The results of BUSINESS-INFORM 2015 are planned to be published as a BUSINESS-INFORM REVIEW magazines with the most interesting reports, discussion

excerpts, proposals made during the exhibition in two languages (Russian and English). This brochure will be available in PDF format for free downloading on exhibition website. The most interesting reports, discussion excerpts, proposals made during the exhibition will be also published in Russian and international press. It is plan-ned to set up virtual BUSINESS-INFORM 2015 exhibition before 1st of June 2015 on the web-site. Additionally after the exhibition to the end of 2015 every month the agency will be presenting the off ers from exhibitor-companies on exhibition’s site, and will mail them to more than 7500 offi ce equipment and supplies seller-companies.6. A discount for all promotional materials in “Business Inform” agency’s publications and useful gifts. Every year the agency pub-lishes eight catalogues of printers, copiers, multifunctional devices and supplies with a total number of 750000 copies printed. All exhi-bitors will have 30% discount for any promotional materials in the-se publications. All exhibitors will receive an individual login and a password for free access to all sections of our site www.sforp.ru  (including paid ones).

We off er the visitors:

1. A chance to see samples of modern offi ce and computer equip-ment, supplies, and parts, on the visit to All-Russia Exhibition Center, well known both in Russia and abroad. Being easily acces-sible geographically, well-equipped, with years of practical experi-ence All-Russia Exhibition Center is one of the best places to hold International Exhibitions.2. An opportunity to perform negotiations with the world-leading offi ce equipment, supplies, and software sellers’ representati-ves. Specialist from Russian reseller-companies and corporative bu-yers can not only get acquainted with modern products displayed on booths, but also establish contacts with their future partners, which is quite important for developing business-relationships.3. A possibility to discuss computer and offi ce equipment mar-ket problems and perspectives during open discussions.  The program of the exhibition includes series of special reports, which will present listeners the results of marketing researches, technical and technological solutions for all segments of offi ce equipment market in Russia as well as world-wide. All listeners will have an op-portunity to get their questions answered receive by the leading industry experts, to exchange opinions on possible solutions to the present day market problems, to share experience.4. Free subscription for Business Inform information agency pub-lications and useful gifts. The agency publishes annually eight ca-talogues for printers, copiers, multifunctional devices and consu-mables with a total number of 750000 copies printed. All visitors – specialists of Moscow and St. Petersburg government organiza-tions – will have a possibility to freely subscribe for all catalogues of the agency for the year 2015 (and with the preliminary registration on the exhibition’s website www.sforp.ru – a possibility to obtain for free all catalogues published before the opening date of the exhibition during the exhibition). All visitors would be able to get individual login and a password for free access to all sections of our site www.sforp.ru  (including paid ones).