RechargeAsia Magazine

www.rechargeasia.com RECHARGEasia • JUNE 2011 •

RECHARGEasiaFEATURE ARTICLE

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Biotoners: Benefits, Barriers & Breakthroughs

生物碳粉的价值、障碍与远景

BioBlack®: The Validated Leader in Bio-Based Printing

生物黑碳粉®：未来生物材质打印领域的代表

Initiating Green绿色环保理念的兴起

Consolidation Shrinks the Aftermarket

后市场领域紧缩

中国民族品牌耗材和国外品牌耗材共赢之道Chinese National and Foreign Brands Path to Consumables Supplies Market

规范行业秩序，耗材行业规范即将起草Regulating Industry Trade Results in Drafting Supplies Industry Standards

Show Time (AIF & RechargExpo 2011) 展会热点

With Spring Comes Over 1,500 Visitors to AIF Beijing 2011

凭什么脱颖而出？

2011年中东-东南亚国际办公影像耗材展更换新展馆2011 RechargExpo Moves to New Exhibition Hall

参加RechargExpo Southeast Asia 2011，享受出国参展政府补贴Participate in RechargExpo Southeast Asia 2011 and Enjoy Government Subsidies

The Myth of Managed Print打印管理的神话 Intelligent Re-Engineering™ Goes Beyond Traditional Remanufacturing 超越传统的智能再制造系统™ 中国发展数字印刷的四大难题China Faces Four Problems in its Digital Printing Development

三大印刷技术的PK：谁是赢家？Three Printing Technology PK: Who is the Winner?

LED打印或将冲击两大主流打印技术LED Print Will Impact Two Main Printing Technologies

开启中国打印新纪元，奔图进军政府采购Opening a New Era of China Print, BenTu Plans to Enter Government Procurement

数码印刷时代带来的新市场A New Phase for the Digital Printing Market

速度瓶颈何时克服，2011低端激打市场竞争分析When to Overcome Speed Bottlenecks - A Competitive Analysis of the 2011 Low-end Laser Printer Market

Reaching China's 70 Million Professionals Through Email Marketing中国的电邮营销市场拥有超过70万专业受众

Mobile Printing Gains Momentum According to New Survey Findings移动打印已成新市场趋势 Not Entirely Certain the Procurement Scheme will Deliver Budgeted Savings非针对性政府采购计划将有助于节约预算

2011年打印外设市场的几大亮点2011 Highlights of Printing Peripherals Market

HP Reports Second Quarter 2011 Results

惠普发布2011年第二季度财务报告

Epson Releases New Stylus Photo R2000 Printer爱普生推出新型Photo R2000打印机

Oki B710dn: Fast Printer with Plenty of Paper CapacityOki B710dn大纸容量的高速打印机

Color Controller C-81, Powered by Creo Color Server Technology Now Integrated into Ricoh Pro C901/C901S Graphic Arts EditionCreo Color公司研发的Color Controller C-81技术现已应用于理光Pro C901/C901S印刷机

Xerox Keeps Every Day Color Costs in Check with Newest Solid Ink Multifunction Printers施乐通过配备最新的固体墨水的多功能打印机降低彩色打印成本

爱普生重磅出击高印量打印市场Epson Rolls out Hi-Speed Printing

惠普7000 A3+商喷上市Hp Release 7000 A3+ Inkjet Printers

佳能6650n/6300n新品上市Canon Launches to Market the New 6650n/6300n Printers

目录 CONTENTS

FEATURE ARTICLES 专题文章

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MARKETING 市场动态

Message from the Publisher15

RECHARGEasia ISSUE 086 JUNE 2011

卷首语77

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亚洲再生业 2011 年6月总第086期

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By Velliyur Sankaran, Richard Greenlaw & Art Diamond

By Ronelle Ingram

By Curt Keller

By Thomas Spicker

By John Shane, Catherine Cresswell & Mona Belle

By David Binning

By Luke Goldberg

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GLOBAL FORUM 全球论坛

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OEM UPDATE OEM聚焦

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Remanufacturing the Dell 1130 Toner Cartridge

戴尔1130型打印机系列成像卡盒再生正确使用连续供墨系统Proper Use of the CISS

灌墨，如何选择墨水Refill, How to Choose the Ink

联想600N光墨打印机技术剖析An Analysis of the Lenovo Laser Printer 600N

Sunking Technology INC Releases Used OEM Chip Resetter for Samsung / Xerox / Dell / Toshiba

深圳市润金鑫科技有限公司推出三星、施乐、DELL、东芝原装旧芯片复位器

艾派克推出爱普生三代分体连供和佳能三代红外灯系列替代芯片APEX Releases Substitution Chips for Epson and Canon

武汉宝特龙推出美村MURATEC DT-146墨粉Pointrole Releases New Toner for Muratec DT-146

科学家用喷墨打印机制成人造细胞膜Scientists Make Artificial Membrane Using an Inkjet Printer

冲电气(OKI)与ISID联手为面向海外发展的生产企业提供云服务OKI Offer the Cloud Service to Overseas Development Manufacturing Enterprises with ISID

欧洲去年印刷油墨销量达百万European Printing Inks Reached One Million Last Year

玻璃基质上打印美研制成功纳米墨水US Successful Development of Nano Print Ink Using Glass Substrate

富士施乐带状高速定影技术获日印科协两大奖Fuji-Xerox High-Speed Ribbon Fusing Technology Receives Two Awards at Japanese-Indian Science Association

惠普云打印机率先支持谷歌云打印Hp Supports Google Cloud Printer

日本罗兰加入中国喷墨印刷安全标准联盟Roland Ink-Jet Printing of Japan Joinsed the League of Safety Standards

数码印刷成为独立的应用领域Applications of Digital Printing Become an Independent Field

佳能为照片打印市场推出生产型印刷机Canon Develops Production Printing for Photo Printing Market

RechargRussia Expo在莫斯科成功举办RechargRussia Expo Hold in Moscow

爱普生2011年重点推动销售渠道建设Epson Focus on Promoting to Build Sales Channels in 2011

ZHUJIANG CORNER 珠江三角洲

格之格品牌耗材解决了政府机关红头文件的打印需求G&G Brand Solves Government Red Tape Printing Needs

天威泛凌西部经销商大会隆重召开Print-rite Holds the Western Distributor Assembly

Tel 86-10-5126-5580Fax 86-10-5885-8747

Tel 1-626-309-0858Fax 1-626-309-0878

NEW PRODUCTS EXPRESS 新品快讯

CHINA CORNER 中文快讯

By Mike Josiah

Katun® Corporation Introduces Katun® Performance™ Toner for use in Canon & RicohKatun®推出适用于佳能和理光系列打印机的Katun® Performance™品牌碳粉 Future Graphics Releases Matched System for HP P1102/P1606Future Graphics发布匹配的惠普P1102/P1606型号的系列产品

West Point Products Releases Premium Replacement Color Toner Cartridges for the Brother TN210 SeriesWest Point Products公司推出兄弟TN210系列彩色兼容成像卡盒

ILG Releases Color Cartridges for HP CP3525/CM3530 PrintersILG公司推出适用于惠普CP3525/CM3530打印机成像卡盒产品

UTec Debuts Compatible Wide-Format Inkjet Cartridges for Roland RS-640 and Canon PFI-102UTec推出适用于罗兰Roland RS-640 和佳能PFI-102的大幅面喷墨墨盒

NEW PRODUCTS EXPRESS 新品快讯

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MBP will bring Ninestar Compatibles to Europe and Northern AfricaMBP将把纳思达的兼容产品带入欧洲和北非市场 Static Control Names Bryan Bonacum New Vice President of Sales for North AmericaStatic Control任命Bryan Bonacum为北美地区新的销售主管 MSE Supports Government Program to Employ Those Most in NeedMSE公司支持政府就业计划 Sinobase Group Invests in a New FactorySinobase公司扩建全新厂房奔图激打获首个行业大奖Pantum Laser Printers Won Industry Awards

ASK THE EXPERTS 请教专家

COMPANY CLOSE-UP 企业近况透视

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Contributors


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

Art Diam

ondR

onelle Ingram

Velliyur. Sankaran

Business Supplies & Equipment Consultan & Contractor An independent consultant since 2001, Velliyur Sankaran has worked with IBM and Océ printing systems for a total of 25 years. He is currently based in Livermore, California and is working jointly with Diamond Research Corporation and its clients on cutting edge toner formulation, biotoners and toner manufacturing processes. In the course of his career in the imaging industry, Sankaran has been involved with the development of printer hardware and printer media. He has modified imaging materials to meet the needs of end users, and to comply with environmental regulations. His past positions also focused on toxic issues involving imaging materials, including high speed monochrome printing with toners based upon styrene-acrylic; styrene-butadiene, and polyester resins. At IBM, from 1981 to 1999, Sankaran worked on printer material development and its integration with high speed printing systems. The activity centered on toner development with styrene-acrylic and polyester toners. After retiring from IBM, he assisted the Océ organization between 1999 and 2002 by developing polyester toners as well as printer media for digital printing. Velliyur Sankaran holds a master’s degree in chemical engineering from the University of Madras, India and a Master's degree in polymer science from the University of Ohio at Akron. Mr. Sankaran has been awarded four patents and has given numerous presentations at IS&T and Tiara Group conferences.

Richard Greenlaw

Vice President, Marketing, Pint Recovery Concepts,IncRick Greenlaw has been in the remanufactured toner cartridge business at various levels since 1998. His experience includes reselling, outsourcing manufacturing operations, and marketing intellectual property. He is a native of Maine, where he is now based. As Vice President of Print Recovery Concepts, Greenlaw began promoting the idea of bio-based toner cartridges in 2007. Since then, under his direction, Print Recovery has expanded into other bio-based products outside of the imaging supplies industry, including a soy-based alternative to WD-40, called BIO-50. Rick Greenlaw maintains close contact with the soybean industry and its trade associations, working with them to develop new uses for soybean oil.

Art Diamond

President of Diamond Research Corporation (DRC)Mr. Art Diamond is a 55-year veteran of the imaging industry, having worked in this field continuously since 1955. He is currently President of Diamond Research Corporation (DRC). DRC is a high technology consulting, publishing, and trade show management firm that formed in 1968. Now headquartered in Ojai, California, DRC is a chemical engineering consulting firm involved in toner, ink jet, and imaging media production and marketing.Read their article “Biotoners: Benefits, Barriers & Breakthroughs” p16

Thomas T. Spicker

Vice President-International Sales Future GraphicsMr. Spicker was born in Duesseldorf, Germany. Following his education, Mr. Spicker spent some years in various international companies and organizations and worked in various EU countries.In 1987 Mr. Spicker joined Katun in Germany, a leading aftermarket distributor for copier products. He was appointed as General Manager in Europe and was instrumental to the European growth of Katun. In 1992 Mr. Spicker accepted the offer to join the Katun HQ Management team in Minneapolis, MN. As Vice President International Sales he became responsible for all international markets. In 2004 Mr. Spicker joined Mitsubishi Chemical/Mitsubishi Kagaku Imaging in Chesapeake, VA as International Sales Manager. Since January 2010, Mr. Spicker is Vice President International Sales at Future Graphics, a Division of Mitsubishi Kagaku Imaging (MKIC) in San Fernando, California.Read his article “BioBlack®: The Validated Leader in Bio-Based Printing” p24

Ronelle Ingram

VP of Technical Support for Steven EnterprisesRonelle 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 Magazine. 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. Ronelle is past President of the Business Technology Association. A UCLA graduate, Ronelle 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 “Initiating Green” p26

Thom

as T. SpickerVelliyur. Sankaran

Richard G

reenlaw



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Mike Josiah

John ShaneLuke G

oldbergCurt Keller

John Shane

Director, Communication Supplies Consulting Service U.S. & Europe, InfoTrends, Inc.John Shane is a leading industry expert on marking materials such as toner, 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.

Catherine CresswellCatherine Cresswell is responsible for conducting research and analysis on all aspects of the European supplies market, as well as the production of forecasts and newsletter reports. She also responds to client inquiries and works on custom consulting projects. In addition, her responsibilities include delivering presentations on the European supplies market at industry events.

Mona BelleMona Belle is a Consultant for InfoTrends’ European Communication Supplies and Digital Photography Consulting Services. She is responsible for conducting research and analyzing the European aftermarket supplies and digital photography markets. Read their article “Consolidation Shrinks the Aftermarket” p30

Curt Keller

CEO and founder of Benchmark EmailCurt 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, 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, 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, Keller is a regular blogger for Allbusiness.com and Imediaconnection.com.Read his article “Reaching China’s 70 Million Professionals Through Email Marketing” p40

Luke Goldberg

Senior Vice President of MSE GlobalLuke Goldberg recently joined Micro Solutions Enterprises (MSE) as Senior VP of MSE Global, responsible for worldwide sales and marketing. Drawing from a brilliant career spanning 19 years in the imaging industry, Goldberg is instrumental in plotting the company’s strategic direction and the global expansion of MSE branded products. In his years in the imaging supplies aftermarket, including raw materials and finished goods, Goldberg last held the position of SVP for Future Graphics Imaging Corporation. He is a respected industry leader and negotiator, well known for his keen industry insight, his articulate presentations, his expert analysis, and his knowledge of global trends and OEM strategies. He holds a bachelor’s degree in political science from UCLA (1991). As a Speaker at more than 60 trade shows in 14 countries, and as an author with numerous awards for best published articles, Luke Goldberg was chosen in 2006 as “Industry Leader of the Year.” MSE manufactures a full line of high-quality compatible monochrome, color, MICR and JUMBO toner cartridges.Read his article “Intelligent Re-Engineering™ Goes Beyond Traditional Remanufacturing” p51

Mike Josiah

Technical Director of Summit TechnologiesMike Josiah is the Technical Director at Summit Technologies, a division of Uninet Imaging. A global distributor of toner, OPC drums, wiper blades and other supplies. An industry veteran since 1987, Mike is a member of ASTM committee F.05, the STMC Technician Certification Committee as well as an STMC trainer. He regularly contributes articles and teaches seminars at association meetings and trade shows.Read his article “Remanufacturing the Dell 1130 Toner Cartridge” p60

Catherine Cresswell

Mona Belle

www.rechargeasia.com RECHARGEasia • JUNE 2011 • 13





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Dear Readers:

There is an old saying that knowledge is like money: the more one gets, the more one craves! Knowledge projects the power of the opportunities and advancements. Indeed, with our global accumulated knowledge and wisdom, we now have an advanced, super-highway, information society that allows us to swim freely amidst vast flows of information. This, in turn, provides us with yet more knowledge to advance! It’s a continuous circle and easy to see how one’s “cravings” grow and grow.

As a media company, we aim to serve you as a hub of information and a knowledge center. We feel obligated to bring you the industry's newest and latest; and to arm you with the knowledge and tools needed for you to

succeed. Here in this issue, we offer you the knowledge of a cutting-edge concept in toner making—the bio toner. You will get a glimpse of what bio toner is, what it means to you and your business, and what the future outlook is of this brand new knowledge presented to you.

That being said, we are pleased to bring you another info-packed issue! Here are some of the not-to-be-missed articles by top industry leaders for this month: “Biotoners: Benefits, Barriers &

Breakthroughs” by Velliyur Sankaran, Richard Greenlaw & Art Diamond on p. 16; “BioBlack®: The

Validated Leader in Bio-Based Printing” by Thomas Spicker on p. 24; “Initiating Green” by Ronelle Ingram on p. 26; “Consolidation Shrinks the Aftermarket” by John Shane, Catherine Cresswell & Mona Belle on p. 30; “The Myth of Managed Print” by David Binning on p. 44; “Intelligent Re-Engineering™

Goes Beyond Traditional Remanufacturing” by Luke Goldberg on p. 51; “Reaching China's 70 Million

Professionals Through Email Marketing” by Curt Keller on p. 40; and “Remanufacturing the Dell 1130

Toner Cartridge” by Mike Josiah on p. 60.

Here’s to the craving of knowledge,

Ms. Sunny SunPublisher

Message from the Publisher



Welcome to this overview of biotoners, their definition, history, benefits, market strength and the role they seem bound to play in the future for the digital printing and copying industry. We have also included our comments on the breakthroughs that are sought by toner formulators and the barriers that marketing experts face in boosting sales volume. In this omnibus article, we’ve pooled our knowledge and experience regarding a new and promising chapter being written for the cartridge remanufacturing industry. It is presented here to offer you an overall perspective of where biotoners stand and where they are headed.

BIOTONER DEFINED

The USDA (United States Department of Agriculture) defines biotoners as products that are composed wholly or significantly of biological ingredients (such as, bioresins), or renewable resources, such as plant, animal, marine or forestry materials. This definition does not consider whether these bioresins (bioplastics) are compostable or durable, nor does it specify the minimum content of biomass that would qualify a plastic as a bioplastic, or a toner as a biotoner.

CURRENT PLAYERS

While Ricoh and other toner producers were experimenting with

biotoners, SoyPrint was first to come to market with a viable product in December 2008. BioBlack™ followed in 2009 using a bio-resin believed to be supplied under license by AIR (Advanced Image Resources) of Alpharetta, Georgia. BioBlack, which is being distributed by Future Graphics, is believed to be produced by the company’s parent, Mitsubishi Kagaku. Both BioBlack and SoyPrint have established licensees for their biotoner products at installations worldwide. Among the BioBlack licensees is Delacamp in Germany. SoyPrint is represented in Europe by Germany’s SymbioPrint. In March of 2011, SoyPrint launched its 2nd generation biotoner having a higher biocontent than its initial offering. This product is being sold in Europe and in North and South American markets. In addition to bulk biotoner, SoyPrint sells finisheded cartridges in the United States and is developing cartridges for Lexmark and Samsung printers. China’s Print-Rite is a major contender, having entered the market with both HP and Lexmark biotoners in September 2010 Another player, EnviroTone Imaging LLC is marketing AgriTone® biotoner based upon a bioresin also supplied by AIR (Advanced Image Resources). Ricoh is now marketing a copier toner in Japan having a 25% bioresin and 75% petroresin content. Performance of this new

Biotoners: Benefits, Barriers & BreakthroughsBy Velliyur Sankaran, Richard Greenlaw & Art Diamond

Velliyur SankaranAn independent consultant since 2001, Velliyur Sankaran has worked with IBM and Océ printing systems for a total of 25 years. He is currently based in Livermore, California and is working jointly with Diamond Research Corporation and its clients on cutting edge toner formulation, biotoners and toner manufacturing processes. In the course of his career in the imaging industry, Sankaran has been involved with the development of printer hardware and printer media. He has modified imaging materials to meet the needs of end users, and to comply with environmental regulations. His past positions also focused on toxic issues involving imaging materials, including high speed monochrome printing with toners based upon styrene-acrylic; styrene-butadiene, and polyester resins. At IBM, from 1981 to 1999, Sankaran worked on printer material development and its integration with high speed printing systems. The activity centered on toner development with styrene-acrylic and polyester toners. After retiring from IBM, he assisted the Océ organization between 1999 and 2002 by developing polyester toners as well as printer media for digital printing. Velliyur Sankaran holds a master’s degree in chemical engineering from the University of Madras, India and a Master's degree in polymer science from the University of Ohio at Akron. Mr. Sankaran has been awarded four patents and has given numerous presentations at IS&T and Tiara Group conferences.

Rick GreenlawRick Greenlaw has been in the remanufactured toner cartridge business at various levels since 1998. His experience includes reselling, outsourcing manufacturing operations, and marketing intellectual property. He is a native of Maine, where he is now based. As Vice President of Print Recovery Concepts, Greenlaw began promoting the idea of bio-based toner cartridges in 2007. Since then, under his direction, Print Recovery has expanded into other bio-based products outside of the imaging supplies industry, including a soy-based alternative to WD-40, called BIO-50. Rick Greenlaw maintains close contact with the soybean industry and its trade associations, working with them to develop new uses for soybean oil.

Art DiamondMr. Art Diamond is a 55-year veteran of the imaging industry, having worked in this field continuously since 1955. He is currently President of Diamond Research Corporation (DRC). DRC is a high technology consulting, publishing, and trade show management firm that formed in 1968. Now headquartered in Ojai, California, DRC is a chemical engineering consulting firm involved in toner, ink jet, and imaging media production and marketing.



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Ricoh toner is reported to be as good as conventional petroresin toners. Other OEMs and independent toner producers are experimenting with biotoner. Canon, for example, has been granted patents on toners composed of a mixture of bioresins and petroresins, but none of these hybrid biotoners have yet appeared on the market. Fuji Xerox is reported to have developed a line of bioplastics based upon 30% polyhydroxyalkanoate (PLA) resin. Konica-Minolta’s Simitri™ CPT (chemical production technology) toner has a 10% biomass content that will likely be increased. The performance of this new chemical biotoner is said to be as good as the original, non-bio Simitri toner. OKI Data, in cooperation with Niigata University, developed a hydrophobic protein-based toner containing zein and chitosan. Zein is a mixture of simple proteins obtained from corn; it is used chiefly in the manufacture of textile fibers, plastics, and paper coatings. Chitosan is produced commercially from the action of caustic on the shells of crabs, lobsters and shrimp. It is used in the biocontrol of agricultural products as a growth enhancer. We have no information on the biocontent of the OKI toner. However, OKI is said to be using 25% biobased plastics in their printer components.

BENEFITS

The Green Initiative is an important driver in the demand for biotoner. It is also clear that Green thinking is already widespread throughout the world of printing. Soy-based printing inks have taken an important position in conventional offset, flexographic and gravure printing operations. Commercial printing is a growth market in many countries outside of the United States. Desktop office printing is also a growth market, especially in Europe, Asia, South America and the Middle East. In our view, biotoners hold much promise for the future of the cartridge remanufacturing industry. Getting down to basics, there are at least 10 reasons for this belief. First, they fit in perfectly with the ecological proposition of recharge, remanufacture and recycle. Second, they use resins that are based upon a renewable resource, such as soybeans, field corn, sweet potatoes, sugar beets and sugar cane. Third, these toners are biodegradable and therefore compostable, meaning their degradation products during decomposition are harmless with respect to their exotoxicity. Therefore, they can be plowed back into the soil as a fertilizer. That indicates fewer problems with the disposal of biotoners in landfills. Fourth, some biotoners decompose rapidly under the combined action of heat—greater than their glass transition temperature (Tg), which is typically, 60ºC to 65ºC (140ºF to149ºF)—and the

presence of water. Fifth, their decomposition under the combination of high temperature and the presence of water, simplifies and accelerates the de-inking of office waste paper. HP has come down hard on this benefit, claiming that because paper mill deinking is easier and more complete, the image is unstable. This is an assumption that is neither correct, nor has it been shown to be true in archival keeping tests. Sixth, they reduce our dependency on crude oil and all of the problems associated with drilling and transporting that messy, combustible fluid. Seventh, recognizing these advantages and benefits, consumers are creating a high demand for biotoners. Eighth, biotoners dignify the aftermarket’s alternative to OEM toners. Ninth, independent toner producers serving the imaging aftermarket have proven to be innovative in their ability to emulate OEM toner products. With biotoners, however, they have a chance to lead the aftermarket industry by formulating biotoners faster than the OEMs can retrofit their printers and copiers in the field. Lastly, and perhaps most important, biotoners offer a golden chance for rechargers to lead rather than follow the aftermarket! As Richard Greenlaw of SoyPrint puts it, “This is a leadership opportunity for the entire cartridge recharging industry.”

BIOCONTENT & RADIOACTIVE CARBON DATING

The universally accepted method for determining the relative amount of biomass (bio-based resin) in toner, as opposed to petro-based resin, is through carbon-14 dating. Let us explain: Carbon has three isotopes: 12C, 13C and 14C. Only carbon-14 is radioactive with a half-life of 5,730 years. That is the period of time it takes for a quantity of carbon-14 to undergo radioactive decay that will reduce its weight by half. The amount of residual carbon-14 in a carbonaceous sample reveals the age of that material. If it is zero, then that material is petro-based. We are aware of two laboratories qualified to determine the biocontent of a substance: Vincotte in Brussels, Belgium and Beta Analytic in Miami, Florida. Both use “ASTM D6866 - Standard Test Methods for Determining the Biobased Content of Solid, Liquid, and Gaseous Samples Using Radiocarbon Analysis” The biocontent of a toner can be expressed as the percentage of renewable materials with respect to the total weight of toner. However, there is an ongoing dispute over this. Some express biocontent as the percentage of renewable materials with respect to the total weight of carbon in the toner. To others it is the percentage of bioresin with respect to the total weight of resin. There is no question that our industry must establish a universally-accepted definition of “biocontent.” It is sorely needed to avoid the various interpretations and confusing definitions that are

Biotoners: Benefits, Barriers & Breakthroughs Continued




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currently being bandied about. In our view, the percent biocontent, or percent biomass should be measured with respect to the total weight of toner, not the resin component alone. Currently, for magnetic toners (used as developers) most commercially available biotoners are in the range of 20% to 30% biomass. Non-magnetic biotoners, can contain more than 30% biomass.

BARRIERS

There are five main barriers to the broad use of biotoners today: First, the product is available from limited sources; second, available biotoners have been formulated to suit a limited number of Hewlett-Packard and Lexmark printer models; third, many consumers are skeptical about the need to replace traditional toners with those based upon a grown and harvested plant, thereby reducing the available supply of food for humans; fourth, there is some objection to the use of bioresins derived from genetically modified (GM) corn or soy feedstocks; and, fifth, many rechargers don’t realize that the target customer is one who buys only OEM carts. The third barrier is somewhat akin to the reaction of many people to the threat of global warming. To a large share of the world’s population, it is more myth than reality. Superimposed over this controversy is a disparity between Eastern and Western regions of the world. The demand for biotoners in Europe appears strongest, while in Asia it is minimal. The United States currently lies somewhere between the two. Some OEMs are taking a negative position regarding biotoners. In a sour grapes response to the mounting demand, for example, Hewlett Packard is claiming that prints made with these green initiative toners have poor archival keeping properties. This, we believe, is an offhand assumption without the benefit of any concrete proof. Yes, it ’s true that some bioresins can decompose when encountering a combination high temperature conditions plus the presence of water. Such conditions are found in the waste paper de-inking tanks of a paper mill, not in any ordinary office environment. Also, many biotoners are compostable in soil mixtures, and therefore are eligible for landfill disposal. The fourth barrier concerns government restrictions, specifically in Europe, on the use of GM feedstocks. For centuries, corn has been a staple food among nations in the Western Hemisphere. In Europe, however, it was long considered to be “animal food” unfit for human consumption. Let us make it clear that the feedstock for bioresin is not food corn; it is field corn. The difference is that food corn is raised to feed humans; field corn is raised to feed animals. Here in America the agricultural industry, supported by the USDA, has spent millions on genetic engineering to develop better strains of crops that are more drought resistant, more insect

resistant and faster growing. GM corn exists primarily to feed farm animals and to produce biofuels such as ethanol and bioplastics. Monsanto’s Roundup™ glyphosate herbicide is one of the most effective weed killers in farming. Monsanto’s Roundup Ready™ corn, soy beans and alfalfa enable farmers to spray their fields liberally for no-till weed control. The savings in farm labor, tractor fuel and the addition of about $16 per acre to a soybean grower’s bottom line provide increased profits over traditional systems. Unfortunately, some European countries are either considering or placing restrictions on the use of biotoner based upon resin derived from GM crops. The rationale is a most controversial issue; namely, the unintended consequence of hard-to-kill “superweeds.” Here, the danger is similar to the dilemma of antibiotic overuse in humans. Over time, the weeds develop increased resistance to the herbicide. As to the fifth barrier, the target customer is the end user who only buys OEM cartridges. For that customer a lower value proposition plus the Green appeal of a biotoner should make the sale. Because too many dealers and reman shops “don’t get it” that the user who buys remanufactured cartridges is a tough biotoner sale, becomes a barrier. All things considered, we believe the power of the Green Initiative, as it gains strength in nations worldwide, will overcome each of these four barriers.

BREAKTHROUGHS

Industry players are currently engaged in a race to achieve the maximum biocontent level. Although specific values for biomass are not usually revealed, it appears that the upper limit for all toners is somewhat less than 40%. This ceiling is based upon the lack of a bioresin that closely matches all of the critical properties of a styrene-acrylate or polyester toner resin. They include:• Gel content or degree of cross-linking• Glass transition temperature• Impurities content• Jet mill throughput• Melt and softening temperature• Melt index• Moisture content • Resin particle size and shape• Triboelectric charge acceptance• Viscous and elastic modulus data What is needed is a series of breakthroughs by biopolymer producers that will ultimately result in a bioresin closely matching the best petro-based toner resins in the industry today.

VOLUME & GROWTH

Current production volume of biotoners worldwide is





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estimated at less than 5 metric tons per month increasing to about 25 mt/month by year end 2011. This volume should double in 2012 to an annual rate of 600 mt. By 2015, we expect it to reach 1,000 to 1,500 mt/year.

FUTURE OUTLOOK

◊ One of the first things that must happen in this industry is for the term “biotoner” to be precisely defined. A key question is whether the biocontent shall be expressed as a percentage of the total amount of toner, a percentage of the total amount of resin, or a percentage of the total amount of carbon (both petro- and bio-based).◊ With biotoners available only to aftermarket suppliers, the remanufacturer’s share of aftermarket sales should increase.◊ As biotoner formulations are refined, and better biopolymers become available, most, if not all, of the petroresins will be replaced by bioresins.◊ Ultimately, the growth of biotoners will depend heavily upon consumer education. The aftermarket has always waited for the OEMs to move the technology forward. Only then does it act, or rather react. With biotoners, the aftermarket is leading the industry and can continue to do so provided consumers are made aware of their benefits.◊ More OEMs will offer biotoners for their printers and copiers.◊ The cost of manufacture for biotoner resins will decrease. At the present time, bioresins for toner are competitive in price

with existing petroresins derived from crude oil priced at $100 per barrel. As bioplastic manufacturing plants ramp up to serve many applications in packaging films, beverage containers, toners and other uses, unit prices are expected to remain fairly stable, rising only slightly. ◊ At the same time, petroresin prices will likely increase as political unrest in the Middle East causes crude oil to rise above $125 a barrel.

IN SUMMARY

Summarizing our conclusions:• Many, perhaps 50%, of printer and copier users will ultimately embrace biotoners• Global Plant volume should rise from about 300 mt in 2011 to over 1000 mt in 2015• Bioresin volume will grow and OEMs will likely turn to bioplastic cartridge cases• Lower cost bioresins are likely to result as the economies of scale are realized• Biopolymers will expand to serve the CPT segment• Biotoners will help rechargers showcase their commitment to sustainability• Biotoners will raise the credibility of rechargers in the eyes of the consumer

This is a leadership opportunity f o r t h e e n t i r e c a r t r i d g e recharging industry.

T h e G r e e n I n i t i a t i v e i s a n important driver in the demand for biotoner. It is also clear that Green thinking is already widespread throughout the world of printing.

Let us make it c lear that the feedstock for bioresin is not food corn; it is field corn.The difference is that food corn is raised to feed humans; field corn is raised to feed animals.

There is no question that our industry must estab l i sh a universally-accepted definition of “biocontent.”

C u r r e n t p r o d u c t i o n v o l u m e o f biotoners worldwide is estimated at less than 5 metric tons per-month increasing to about 25 mt/month by year end 2011. By 2015, we expect it to reach 1,000 to 1,500 mt/year.

Outtakes:





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There has been a lot of talk lately about the market emergence of “bio-based” LBP (laser beam printer) toners. In an increasingly renewable resource-conscious culture, and with many Western government procurement directives requiring preference for bio-based purchases in public sector spaces, these bio-based products are sparking greater interest than ever – and lots of questions. What exactly is a bio-based toner? How is it made, and is it really “green”? Also, has an independent regulating body established criteria for what constitutes a bio-based toner? The first questions are more complex and will be addressed in more detail later in the article. The last question is easy to answer though. Until recently, pretty much anybody could stick a label on a toner cartridge with a picture of a soybean and call it a bio-based, toner-filled cartridge. That changed with three very important decisions. In the spring of 2011 the United States Department of Agriculture (USDA) published guidelines for laser toner bio-content and issued artwork for a USDA-certified label, allowing those in compliance to display it on their cartridges or packaging. Although there is currently nothing stopping anyone from asserting that a product is “bio-based,” the USDA labeling program is the only government-based accreditation program that recognizes a toner as “bio-based” and is willing to allow its name to be used to promote it. As of the date of this article, it is believed that BioBlack® toner for the HP® 1012 is the only toner in the world to meet the USDA requirements. In the European Union, BioBlack® for the HP® 1012, HP® 4000/4100 has been certified by DIN, the prestigious German Institute for Standardization. BioBlack® for the HP® 1012, HP®

4000/4100 was also LGA tested for contaminants by Vinçotte, the Belgian-based testing and accrediting firm, which also recognized BioBlack® as the first official bio-based certified toner in the world.

So what is BioBlack®?

BioBlack® is the brand name of a bio-based toner for monochrome laser toner cartridges that is manufactured by Mitsubishi Kagaku Imaging Corporation in Virginia, USA. BioBlack® is made with a bio-based resin using a proprietary patent-pending toner formulation. Remanufacturers who qualify may display the USDA label on their product packaging. According to the USDA, to qualify as bio-based, a printer cartridge toner must be manufactured with at least 32% renewable raw materials. Toner resin can consist of up to 70% petroleum-based resin. With BioBlack®, up to 34% of the petroleum-based resin is substituted with various agriculturally-derived bio-based materials, which may include corn, cottonseed and soy. Some have questioned the assumptions of bio-based products,

BioBlack®: The Validated Leader in Bio-Based PrintingBy Thomas Spicker

Mr. Spicker was born in Duesseldorf, Germany. Following his education, Mr. Spicker spent some years in various international companies and organizations and worked in various EU countries.In 1987 Mr. Spicker joined Katun in Germany, a leading aftermarket distributor for copier products. He was appointed as General Manager in Europe and was instrumental to the European growth of Katun. In 1992 Mr. Spicker accepted the offer to join the Katun HQ Management team in Minneapolis, MN. As Vice President International Sales he became responsible for all international markets. In 2004 Mr. Spicker joined Mitsubishi Chemical/Mitsubishi Kagaku Imaging in Chesapeake, VA as International Sales Manager. Since January 2010, Mr. Spicker is Vice President International Sales at Future Graphics, a Division of Mitsubishi Kagaku Imaging (MKIC) in San Fernando, California.

The above label certif ies that the product meets USDA standards for the amount of bio-based content and the manufacturer or vendor has provided relevant information on the product that can be found on the USDA BioPreferredSM program website: www.biopreferred.gov.



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citing that the petroleum-based fuel required to transport the product for manufacturing, as well as the fuel requirements involved in the actual manufacturing of the end product, could negate any “green” benefits. Although this debate could probably produce reams of data, research has shown that the amount of petroleum used to grow, harvest, transport and process corn, soy, or other plants into one kilogram (kg) of bio-based resin, and the amount of petroleum used to drill, extract, transport, and process petroleum into 3.5 liters of naphtha (a distillation product from petroleum) are about the same. Therefore, saving one liter of naphtha can be equivalent to saving one liter of petroleum. It can take the same amount of energy to produce one kg of bio-based toner and one kg of petroleum-based toner from their respective toner raw materials. It has also been demonstrated that the use of one kg of BioBlack® toner may reduce 460 grams (g) of carbon dioxide (CO2) emissions. Another possible criticism that is important to mention pertains to agricultural policies. A few have warned of potential disaster in developing nations if existing food crops are supplanted with cash crops exclusively for export to industries in the developed nations.

Although the crops used to manufacture BioBlack® are grown in the U.S., the fact is that BioBlack® is just one component in a broader recycling effort. Government policies, commercial responsibility, and the demands of citizens for renewable resources and responsible governance can all play a part in establishing a more comprehensive global environmental policy. As for now, however, BioBlack® leads the way as the only raw toner that is recognized by the USDA and other respected, independent accreditation firms such as DIN and Vinçotte as certifiably bio-based.



Manufacturers and remanufacturers continue to emphasize the need for conservation. The sustainability of the earth’s resources and waste management continue to be tangible non-self-serving reasons that people should consider when choosing to use compatible products. Soy-based biotoner is another item that can be added to your arsenal of Green office products. The ink and toner industry has the ability to move away from the exclusive use of petroleum-based raw materials. This enables the compatible makers to increases their sensitivity to the environment by using renewable raw materials to replace oil-based products.

ADOPT THE GREEN INITIATIVE

Those who use ecology as part of their marketing campaign can also be proactive by teaching their users how to focus on other ways to create a Green Initiative within their place of business. As manufacturer, distributor, wholesaler, reseller or user the need for Green offices can be shared by all. Rechargers can encourage Corporate Social Responsibility by being at the forefront of office ecology and by sharing with their customer’s easy ways to improve their own Green Initiative. As part of your Web page, or in other marketing material, have a written Green Initiative. Show your current and future clients that the use of compatibles is part of your company’s overall initiative to help ease the results of civilization on our planet. Everyone on earth can be an active participant in conservation through reducing, reusing and recycling the products we use.

SET THE STANDARD

Recharge Asia shares with readers a few ideas for helping to clean our environment. We encourage our readers to establish a Green Policy around their manufacturing facility or office. Your work place can set the standard for personal and business conservation. Start in the lunch room. Have a recycling bin for aluminum cans

and plastic drink bottles. Newspapers, empty inkjet and laser cartridges can be recycled for cash. The warehouse can easily separate cardboard for recycling. Packing material can be reused or recycled. There is also a growing market for out-of-date personal electronic devices. All office imaging equipment—photocopiers, MFPs, printers, scanners, faxes, computers and monitors—use electricity. Depending on the specific type of equipment and usage, most office equipment can be safely turned off at the end of the work day. Leaving monitors and printing equipment on 24/7 is not necessary. Most high end imaging equipment has timers that can be programmed to automatically turn the equipment “Off ” and “On” at pre-determined settings. This can increase the life span of many equipment parts and PM kits by turning them “Off ” during extended hours of non-use. Newer models have been designed to be more environmentally friendly than in the past. An EnergyStar rating and automatic power-down energy saving modes can both create additional savings in energy costs. Batteries should be accumulated and disposed of as hazardous waste. Check with your local waste management company for a specific list of items that can be recycled. Within your office have two sets of trash containers with one labeled “Recyclable.” Working together, management can set the standard for earth sustainability. Company use of fluorescent and smart light bulbs can reduce your electric bill. Turn off lights in unused conference rooms, restrooms and offices. Maximize the efficiency of heating and air conditioning. In order to create a commitment to recycling, individual companies can request a signed agreement from each employee who wants to be part of your recycling effort. Periodically, post company utility bills showing comparisons to previous usage. Keep track of the money saved and earned through recycling. Those

Initiating Green By Ronelle Ingram

Ronelle Ingram is a writer, speaker, author of “Service With A Smile” and is a regular columnist for copier and imaging industry publications, including Recharge Asia Magazine. 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. Ronelle is past President of the Business Technology Association. A UCLA graduate, Ronelle 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 prof itable service and telemarketing departments. For more information, you may contact Ms. Ingram at [email protected] or 714.744.9032



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funds can be donated to a company-sponsored charity, awarded in an employee raffle, or used for a special company function.

REDUCE PAPER USE

Paper is the lifeblood of many businesses. Use two-sided copying and printing when appropriate. The use of virgin paper is an ecologically harmful habit. Few items in the standard office have the environmental impact of paper. Paper can be selected that minimizes environmental impact. Items to consider are the percentage of recycled materials in the paper and the chemically dependent processes that are used in the recycling process. The average office worker uses the equivalent of an entire 60-foot tree each year in paper usage. Paper waste accounts for over 40% of the total waste currently being dumped in North American landfills. Compared to using virgin wood, paper made with 100% recycled content uses 44% less energy, produces 38% less greenhouse gas emissions, 41% less particulate emissions, 50% less wastewater, 49% less solid waste and 100% less wood. 100% post consumer recycled fiber paper is also chlorine-free. Chlorine-free paper is an environmentally preferable alternative to paper bleached with chlorine. Chlorine dioxide, the most common bleaching agents used by the pulp and paper industry, is very harmful to the environment, especially damaging to water environments. It is possible to buy and use 100% Processed Chlorine Free (PCF) paper that is certified by Chlorine-Free Products Association. It is made with biogas energy and provides excellent quality and performance.

CHOOSE REUSABLE PENS AND PENCILS

Other products used in the office that can greatly affect the environment include plastic pens and wood pencils. Over 50 billion pens are manufactured each year. Most are made of plastic and are considered disposable. When the ink runs out, dries up, or the plastic case or mechanism becomes non-functional, pens are thrown away. This adds up to approximately 7,700 tons of unnecessary plastic waste in landfills annually. Many pens are made from PVC plastic which releases dangerous dioxins during production. Currently, there are enough wood pencils produced each year to circle the Earth 62 times. Refillable pens cut down on waste. Non-toxic inks are recommended to reduce the amount of toxins ending up in the water table. Refillable mechanical pencils do not use trees in their construction. Pens and mechanical pencils made from recycled or sustainable biodegradable materials reduce energy and resource utilization.

THINK NATURAL; THINK GREEN

Employee stress can be decreased by becoming more ecologically sensitive in the break room. When creating or upgrading your company’s break room think natural and green. Reconsider the

practicality of high energy consuming vending machines which are usually filled with unhealthy high calorie snacks and soft drinks. A break room with natural light, living plants and open space helps reduce employee stress. Plants can be useful in eliminating pollutants, cleaning up the air, eliminating mold, and offsetting carbon monoxide. Break rooms with living plants, natural light and open areas have been proven to decrease employee stress and improve the work environment. An additional way your company can improve the sustainability of the Earth is to have a Green Transport Policy. According to the United States Environmental Protection Agency, one gallon of gasoline will produce 19.4 pounds of CO2. It is currently believed that global warming is directly related to CO2 emissions. Having a Green transportation plan in place is an excellent way to create employee acknowledgement of the current environmental realities. Some of the items you can include in a Green Transport Plan include preferred parking for those who carpool and racks for bicycle riders. Encourage walking to work, or taking a train, bus, subway or other public transit. Future vehicle purchases should take into consideration fuel efficiency. Other items to consider are recycling vehicle fleet oil, reducing corporate travel by encouraging videoconferencing, designing varied work schedules to lessen driving time during rush hour traffic, allowing employees to work from a home office, and hiring people who live close to your office or factory. An individual switching to public transit can reduce their daily carbon emissions by 20 pounds; that’s more than 4,800 pounds in a year!

FOCUS ON SUSTAINABILITY

The more we can all focus on conservation, ecology and earth sustainability the greater the chances of convincing end users to reduce, reuse, and recycle as a normal function of life. The percentage of compatibles usage will increase as the general population believes it is essential to do everything possible to extend the life cycle of the earth and to reduce, reuse and recycle those products that are created on our planet.

Initiating Green ContinuedBy Ronelle Ingram



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Consolidation in the aftermarket has been happening at a regular pace. Over the last few months alone, there were several notable mergers and acquisitions, including Clover’s acquisition of ERS, Reclaim IT, and Pinpoint; Katun’s purchase of Media Science’s toner business; KMP’s purchase of Intercopy; MBP’s purchase of GTA SISTEMAS; and Redeem’s purchase by an incoming management team. This article reviews the recent acquisitions and provides insight into how these changes will impact the market.

Key Highlights

• Clover continues to assert its market dominance by making key acquisitions to expand its recycling, remanufacturing, and postage businesses. • Katun’s acquisition of Media Science’s toner business strengthens its existing color and black & white product lines, offering a greater range of products for customers across channels. • KMP’s strategic merger with Intercopy gives KMP a unique product line in Europe that includes its existing printer solutions for laser, inkjet, thermal transfer, and matrix printers as well as access to supplies and channels for the traditional copiers and professional multifunctional printers. • MBP’s purchase of GTA SISTEMAS puts them in an ideal

position for expansion into the Spanish and African market, regions that represent significant potential for the remanufacturing market.• Redeem is well positioned for future growth backed by a strong management team with industry experience and knowledge, as well as ambitious expansion plans.

Clover Asserts Market Dominance with Key Acquisitions

Clover Holdings Inc is a global leader in providing resellers, mass merchants, and value-added specialty suppliers with environmental solutions, including the recycling and remanufacturing of consumable imaging supplies. The company is one of the largest collectors and recyclers of cell phones, inkjet, and laser cartridges. Clover made several key acquisitions in 2010 and early 2011 to help expand their recycling, remanufacturing, and postage businesses. The acquisitions strengthen Clover’s dominance in the supplies market while also supporting the company’s commitment to becoming a vertically integrated environmental solutions provider.

Clover Acquires ERS

In November 2010, Clover acquired Environmental Reclamation Services (ERS). ERS is a global provider of environmental

Consolidation Shrinks the AftermarketBy: John Shane, Director, InfoTrendsCatherine Cresswell, Associate Director, InfoTrends Mona Belle, Senior Consultant, InfoTrends

John ShaneJohn Shane is a leading industry expert on marking materials such as toner, 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. [email protected]

Catherine CresswellCatherine Cresswell is responsible for conducting research and analysis on all aspects of the European supplies market, as well as the production of forecasts and newsletter reports. She also responds to client inquiries and works on custom consulting projects. In addition, her responsibilities include delivering presentations on the European supplies market at industry events. [email protected].

Mona BelleMona Belle is a Consultant for InfoTrends’ European Communication Supplies and Digital Photography Consulting Services. She is responsible for conducting research and analyzing the European aftermarket supplies and digital photography markets. [email protected].



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solutions, including the recycling and collection of printer supplies and small electronics. The acquisition of ERS advances Clover’s strategy to be the leader in environmental solutions and supports the diversification and growth of its collection programs, including laser and inkjet cartridges, cell phones, and small electronics. Both companies will continue to operate independently in their respective markets, but will work together to leverage potential synergies in the future.

Clover Acquires Depot America

In December 2010, Clover acquired Depot America, a premier provider of products and solutions for the management of laser printers. Depot America provides total print solutions through its distribution of new and refurbished printer parts; whole unit printers; as well as component level repairs, technical support, and remote network assessment monitoring capabilities. Depot America is an authorized parts reseller for HP and master parts distributor for Lexmark. Depot America is the most recent addition to Clover’s printer parts portfolio. The combined organization of Image1 and Depot America makes Clover the fastest growing supplier of laser printer parts and certified pre-owned printers in the world.

Clover Acquires Pinpoint LLC

Pinpoint LLC, a manufacturer of compatible postage ink cartridges and ribbons, was acquired by Clover in early 2011. PinPoint manufactures compatible cartridges for Pitney Bowes, NeoPost, and Hassler postage machines, and has a global distribution network of sales partners. Clover has been a distributor and sales partner for Pinpoint in North America for around ten years, and the acquisition is referred to by Clover as a “natural evolution of a very long, well tested relationship.” The acquisition enables Clover and its subsidiaries to offer postage supplies to companies in every channel.

Clover Acquires Reclaim-it

The recent acquisition of Reclaim-it strengthens Clover’s

already robust portfolio of recycling companies including Clover Environmental Solutions and Environmental Reclamation Services (ERS). The acquisition is the next step in Clover’s geographical diversification strategy increasing the company’s global collections footprint. Reclaim-it is one of the largest companies in the U.K. dedicated to the safe collection of empty laser toner cartridges, inkjet cartridges, and mobile phones for recycling. The acquisition brings a real strength to Clover’s European environmental services capabilities and provides a strong base to extend collection activities for a wider range of products into all European countries.

Katun Acquires Media Science’s Toner Business

In November 2010, Media Sciences International, Inc. announced the sale of its toner business to Katun Corporation. The companies entered into an asset purchase agreement (APA). Under the terms of the APA, Katun purchased assets used in Media Science’s toner business, including inventory; fixed assets; and intangibles, such as the business name and trademarks, for approximately $11 million. The companies also entered into a master distribution agreement by which Katun will be the exclusive worldwide distributor of Media Science’s solid ink products for use in Xerox color printers for a period of three years. The parties also entered into a license agreement allowing Media Science and its affiliates to continue using its business name and Websites for up to two years. Media Science’s selection of color toner cartridges and solid ink sticks for color printers compliments Katun’s existing color and mono product lines, providing even greater range for customers in multiple channels. Katun, with its traditional expertise in the copier supplies business, will—through this acquisition—have a way into parts of the printer aftermarket supplies business that it has not been able to reach before.

KMP Acquires Intercopy

KMP PrintTechnik AG announced the acquisition of Intercopy Holding in late October 2010. KMP shareholders now own 100% of Intercopy, with this holding consisting of Parts Depot GmbH in Germany; Copymix s.a.r.l. in France and Portugal; and manufacturing company Tekloq s.a.r.l. in Creutzwald, France. This will enable KMP to supply customers in France and Portugal through the Copymix logistics center near Paris. Intercopy sells consumables for copiers and multifunctional printers. With this strategic merger, KMP now has a unique product line and channel access in Europe, which includes printer solutions for laser, inkjet, thermal transfer, and matrix printers as well as for traditional copiers and professional multifunctional printers.

MBP Acquires GTA SISTEMAS

In November 2010, MBP Group acquired the Spanish

Consolidation Shrinks the Aftermarket Continued



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company GTA SISTEMAS. The acquisition positions MBP as one of the European leaders in the production of remanufactured consumables for laser and inkjet printers and faxes. GTA SISTEMAS is a major player in the Spanish market, offering recycling services and the sale of compatible cartridges. The company’s distribution network will be a great benefit to MBP Group. By purchasing GTA SISTEMAS, MBP Group aims to strengthen its position on an international level as well as create closer working relationships with its Southern European partners. MBP now has key locations in France, Spain, and Morocco. This puts MBP in an ideal position for expansion into the African market, which MBP executives believe represents significant potential for the remanufacturing market. It also helps the survival of a mid-sized remanufacturing company (GTA SISTEMAS) that was struggling to compete in an increasingly price aggressive market.

Redeem Acquired by Management Team

In early January, Redeem was acquired from the organization’s founders by an incoming management team. The management buy-in (MBI) of Redeem is led by Curt Hopkins and Pete Petrondas, who assume the roles of Chief Executive Officer (CEO) and Chief Operating Officer (COO), respectively. Hopkins and Petrondas bring extensive experience to the Redeem team. Hopkins was previously Managing Director of Vodafone Business Services and Petrondas was the founder and former CEO of Eazyfone Group and Envirofone.com. This knowledge and experience will serve Redeem well as it continues its quest to become Europe’s leading value recycler across a range of products. With ambitious plans to grow the business, the new management team says it will focus on existing markets, including network operators and mobile retailers in the U.K. and Europe. The company says it will expand its product recycling portfolio to support the global expansion in new consumer products, such as smartphones and tablets.

InfoTrends’ Opinion

Globally, aftermarket companies are chasing the strategy of acquiring companies that help them expand vertically. This is a way to gain more control over the supply chain, mitigate risk, and reduce exposure on empties. With market consolidation shrinking the number of available supplies manufacturers, we expect companies to look outside their core business capabilities and acquire other businesses that are complimentary, allowing some expansion into other markets. In addition, it is important to note that some of the already large remanufacturers are getting even larger and more powerful with these acquisitions. Therefore, it is in the interest of the

medium-sized remanufacturers to look at joining forces so they can continue to compete. Smaller, localized remanufacturers may have the benefit of dominance of a small geographic region and should look to keep customer loyalty by expanding services to their customers. Small remanufacturers could find advantage partnering with small or medium-size MPS providers as they already have the advantages of providing customer facing services. The coming year is sure to be marked with more mergers and acquisitions. InfoTrends will continue to monitor the activity and report on the impact on the supplies market.

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.

Consolidation Shrinks the Aftermarket Continued



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36 www.rechargeasia.com

RECHARGEasiaSHOW TIME

RECHARGEasia JUNE 2011


April in Beijing is the best season of the year! It’s springtime, with gentle breezes blowing that urge the flowering buds to open and enjoy the warm sunshine after a cold winter's hibernation. Embraced by this gentle spring breeze, crowds flocked into an open space at the China National Convention Center where the Asian Imaging Fair took place on April 26-29. The Convention Center adjoins the iconic Bird’s Nest stadium, a twig-like structure built for the 2008 Olympic Games held in Beijing. What a wonderful season of the year to have a brand new show! It is just for that reason we attracted the crowds that quickly filled the exhibition floor. They came from both domestic and international locations. Friends old and new gathered enthusiastically together and exchanged views on the cartridge remanufacturing industry's newest and latest challenges and developments.

Many people wondered why we held another imaging supplies exposition at all. Or, why it was held in Beijing? What would be the value of this new show to the industry? Here are some of the reasons: First, statistics showed that Northern China is a large consumer market with a population that approaches 19.6 million. Second, it is a rapid growth region due to inland immigration to the city for better employment opportunities, especially among the large government agencies and financial institutions situated in this metropolitan area. The economic growth in this predominantly political city has been catching up with those commercially advanced Southern China regions. Therefore, it now offers a large potential for office imaging consumables. The value of these products to the imaging industry is substantial. That was clearly demonstrated, by the many Visitors who crowded the exhibit floor proving that regional consumable demand is growing robustly in Northern China. Third, government agencies have come to realize the fiscal and ecological benefits in embracing recycled products for their daily

printing and copying needs. They have added remanufactured cartridges to their bidding categories. Consciously aware of the polluted air, they have geared up efforts to improve air quality and clean up the smog that plagues the population. Compared with 5 years ago, there are now some days when you can actually get a glimpse of clear blue sky in Beijing. Efforts are being made to accelerate this change to a truly clean air environment in China’s crowded cities. Fourth, collaborating with China Sign Expo at the same venue, Asia Imaging Fair also benefitted from the presence of a related imaging show in the same building. After all,China Sign Expo, now in its 18th year, is one of Asia’s largest and longest running wide format and signage printing show. Welcome support to cross-over Visitors was provided by Convention Center General Manager Mr. Wang Ying who graciously approved that pathways were open for easy access to both shows. This unexpected advantage added value to both shows by enabling some interested signage experts to learn about remanufactured cartridges, while reman entrepreneurs were exposed to the added profitability that wide format sales could bring to their desktop business. In talking with our Exhibitors toward the end of AIF 2011, we learned that the overall reviews were positive and encouraging. In general, Exhibitors felt Beijing is a good location and the traffic volume overall was satisfactory. Our statistics show the peak traffic volume reached over 1,500 Visitors. We also discovered that people responded well to our text messages inviting them to be in Beijing at AIF 2011. These were broadcast one week before as well as during the event. We polled many Exhibitors for their feedback, attuned to those features that need to be improved. We were told that companies come to find business opportunities, either new ones or renewed ones. We discovered that continued and expanded efforts must be made to further enhance the show experience for those who travel around

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many months of the year. There is a need to stress the opportunity and exposure to display their brand their and showcase their newest, best and highest quality products. In closing, I must salute our hard-working Beijing staff: Alice, Bruce, Eric, Jack, Jason, Jessica, Joe, Lucy, Shirley and Teo who worked tirelessly days and nights to make this show a reality and a success. They spent three days just compiling a thick book of government application forms (a work load that would normally take three months to complete) to pave the way for a smooth show opening. Similar efforts were made by our co-organizers: Mr. Wang Xiao Ping, a 50-plus year industry veteran and Mr. Ebest General Manager who traveled tirelessly and lobbied hardest for those companies who were reluctant to participate. Mr. Zhang Chao, General Manager of Office Consumables magazine, also worked hard directing his team to bring in more supporters. There is also Mrs. Leng Xinxin who has worked in the industry all her life, has been there and seen it all. She gave the audience her knowledge of the industry at the level of academic standards and practical applications. Thanks to industry veteran Art Diamond, who has always provided his back-bone support to Recharge Asia. He traveled to AIF 2011 in Beijing and chaired the Asia Imaging Forum on April 27. Finally, our most sincere thanks to the valued Exhibitors

who had the vision to see the same opportunities that we did and decided to join the show Once again, our aim is to help the industry explore untapped opportunities and enable many businesses to grow. We are here to help you develop and expand your business, for in supporting your growth, we will grow too! We are linked and bonded together and we hope to see you again in Beijing next April for AIF 2012! Regarding those untapped opportunities that await us all, I strongly encourage you to take part in RechargExpo, September 14 to16, in Jakarta, Indonesia! See you there!







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The latest Statistical Report on Internet Development in China published by the China Internet Network Information Center (CNNIC) reveals some startling and alluring information which is definitely of interest to any online marketer to the world’s largest population. These statistics and trends show that the market for digital print technology in China is growing at a rate unmatched anywhere in the world, and that email marketing is a superlative way to reach the nearly 70 million internet connected Chinese professional technicians, executives and managers: a staggering figure which is considerably higher than the total population of France.

More Chinese online than the entire population of USA &

Mexico combined

The CNNIC report figures were accurate as to mid-2010 and show that the number of internet enabled individuals in China had reached 420 million. To place this figure into perspective, it is a number greater than every man, woman and child in the United States and Mexico combined. This statistic continues to burgeon and it would not surprise observers if the 500 million mark is not breached at some time in 2011.

Mobile web enabled devices will surpass desktop computers

in China this year

The global proliferation of mobile web enabled devices has found its greatest expression in China where mobile net users had reached 277 million and continues to grow at a rate of 18.6% per year. At this rate China will exceed 325 million net users by late summer of 2011. Desktop computers managed to hold on to a very slim lead of just 11.6% over mobile devices in the numbers of total units utilized to access the internet as of the middle of 2010, but the number of mobile units should be able to surpass desktop computers in China by the end of 2011.

Dialup has faded away now with almost all Chinese users

having broadband

The perception of the Chinese net user primarily accessing the internet at work or at one of the country’s countless public internet

stations is another long standing trend about internet usage in the country which has been reversed. The CNNIC report states that fully 88.4% of all net users actually access the web from their place of residence. China had often been derided for its reliance on dialup especially in rural areas but that failing seems to have been reversed, with 98.1% of all Chinese users who access the web doing so through broadband services.

The Chinese market is aging and getting richer

One of the most significant statistical findings of this study for digital print technology marketers is the fact that the age of the average Chinese net user has increased significantly in the past couple of years. The number of users over the age of 30 has been increasing at a rate of 12.4% per year which equates to a prediction that the threshold of 50% over 30s should be exceeded in early 2012. Fully 15.2% of all Chinese internet users claim an individual monthly income above 3,000 yuan, which represents a market of approximately 50 million people in 2011. The reason why this is so important for the Asian digital printing industry is that as the Chinese net user ages and earns more money, they become more attractive as an email marketing target for print technology products which would be unavailable to lower income earners, and not at the prime point of consideration for the younger set.

China has a phenomenal 70 million professional technicians

& executives

Another critical marketing statistic for the digital print trade is that fully 9.9% of all Chinese net users are professional technicians. This rate translates to the number of professional technicians accessible through email marketing exceeding a total of over 50 million late this year. This figure can be taken into perspective by considering that number exceeds the entire population of South Africa. If a South Africa consisting of nothing other than professional technicians does not constitute a lucrative enough prospect, consider that if the number of company and enterprise managers are added onto that figure, the total result is nearly 70 million or equal to the entire population of Canada… twice over!

Reaching China’s 70 Million Professionals Through Email MarketingBy 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, 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, 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, Keller is a regular blogger for Allbusiness.com and Imediaconnection.com.


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Mobile Printing Gains Momentum According to New Survey FindingsAs the mobile workforce continues to expand, so too do the opportunities for increased efficiency and productivity. In the hardcopy peripheral space, the proliferation of smart phones and tablet PCs will have a significant impact on print volume as more business users access information through their mobile devices and begin to demand certain print capabilities over the next five years. According to new survey findings from International Data Corporation, 39% of respondents say they travel for work, which represents a large and evolving workforce that has new requirements for print. Those who travel clearly need to print and the IDC study found that moderate travel is most associated with increasing print volume. The research also found that smartphone users are eager to print from their devices. Fifty-two percent of respondents who use smartphones for work

said they cannot currently print from their device, but want to. “We are on the verge of a mobile print expansion, and business users will demand and eventually expect print capabilities from their mobile devices,” said Jonathan Bees, research director, U.S. Hardcopy Device Usage Trends. “This shift away from dependence on desktop PCs and laptops for printing will provide users with the access and mobility they’re looking for. Furthermore, mobility is driving print volume.”

Additional findings from IDC’s survey

include the following:

• Workers who travel moderately are the most likely to report increases in print volume • Conversely, workers who travel heavily are the least likely to report increases in

print volume • More and more companies are committing to building out a mobile printing infrastructure to enable the increasingly mobile workforce The IDC study, Hardcopy Device Usage - Effect of Mobility on Print, is based on a survey of 1,480 end-users in the U.S. conducted by IDC's Hardcopy Device Usage research practice. It covers end-user behavior around printing, scanning, copying, and faxing. The study also examines mobility in terms of how much time an employee works from the company's office location versus home location; how much time the employee travels; and measures the use of mobile devices (smartphones and tablet PCs) as well as their current print usage and their interest in printing from them if they are not currently printing.

Email usage in China is growing by 17.8% annually

The prospect of two Canadas composed exclusively of professional technicians and managers presents a single market for digital print technology of a size and scope which has never existed anywhere else at any time. When this massive number is correlated with the statistic that email usage among Chinese net users is increasing at a very healthy 17.8% per year with the forecast of total utilization exceeding two thirds of all applications by mid-2011, it proves that email marketing is the primary means to access this unprecedented mass of potential print technology buyers.

All of California + New York + Illinois = China’s professionals

To place this within an American perspective, the state of California represents the eighth largest economy in the world with a gross state product of $1.9 trillion. Imagine every single person in California being a technician, executive or manager, then add the entire population of New York State and Illinois. This monumental volume of professionals represents effectively 100% prime prospects for a coherent and persuasive email marketing newsletter campaign to purchase digital print technology equipment, supplies, and consumables.

A 1% digital print market share is worth at least $70 million a year

Even a one percent market share of this gargantuan market equals 700,000 individuals, which if we postulate would purchase just $100 in equipment, supplies, and consumables per year is a total value

of $70 million. That is just a 1% share of what is conceivably a $7 billion a year market. Many industry experts would dispute this $100 figure arguing that the actual amount even on a per capita basis is much higher as these executives, managers, and technicians are responsible for purchases not only for their own requirements but for those of the companies they work for, and the average digital printer in a corporate ecosystem goes through more than $100 in consumables alone each year, without even taking into consideration the amortization of the equipment itself over its life cycle.

Welcome the Era Sinica

The International Monetary Fund has determined that by 2016, China’s total GDP will reach $19 trillion, for the first time exceeding the United States’ forecasted GDP of $18.8 trillion. The prospect of China surpassing the USA which has for decades been the world’s primary economic engine may be reason for sorrow among the nostalgic supporters of the Era Americana which now finds itself in twilight, but it is nothing short of a bonanza for digital print email marketers who can now readily and efficiently access a market for their products of an extent which would have been unthinkable just a few short years ago.


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Australia’s Department of Finance has announced a list of vendors from whom agencies must now purchase printers and other office machines after the conclusion of a selective tender process. The Government ’s Major Office Machines Whole of Government Equipment and Support Panel were expected to save the Government $4.2 million, according to last year’s budget papers, including a $1.3 million tender for conducting the tender. But after eight months of evaluation and several large purchases of printers by agencies under ‘transition arrangements’, Finance is now unsure of whether it can achieve the cost-saving targets. Even the Departmemt of Finance and Deregulation spent over $368,000 on Lexmark printers in September whilst the tender process was in place. “During the period that a whole of government arrangement is being established, it is important that agencies can maintain continuity of supply to deliver the policies, programs and services for which they are responsible,” a Finance spokesperson said at the time. The spokesman said that despite these deals, the major office machines tender would still deliver “net benefits to government”, but was unable to provide figures.

The MOMs arrangements cover three categories of

equipment and support including maintenance and

consumables (excluding paper):

Category 1 - Network Printers;Category 2 - Multi-function Devices; andCategory 3 - Scanners.

The successful panelists by category are:

Category 1, 2 and 3:Fuji Xerox Australia Pty Ltd. Category 1 and 2:Konica Minolta Business Solutions Australia Pty Ltd; Kyocera Mita Australia Pty Ltd; Ricoh Australia Pty Ltd. Category 1 only:Lexmark International (Australia) Pty Limited; Category 2 only:Sharp Corporation of Australia Pty Limited. Use of the panel is to be mandatory for agencies subject to the Financial Management and Accountability Act 1997.

Not Entirely Certain the Procurement Scheme will Deliver Budgeted Savings


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Here’s a true story. Two technicians walk into a 100-seat publishing company to carry out maintenance under a managed print contract. An employee asks them which reseller they belong to and one technician replies, “We’re from the vendor. It’s much cheaper buying managed print services if you cut out the middle man.” For years printer vendors have trumpeted managed print services (MPS) as the way to higher margins, annuity revenues and multi-year contracts. The timing could not have been better as resellers watched margins on hardware fall through the floor. However, the cost to entering managed print made it difficult for many to take up. Managed print requires technicians with vans, expensive inventories of parts, not to mention the effort of transitioning a business from a transactional sales cycle to the flatter cash flow of an annuity business. Most printer vendors have their own managed print services divisions which target the enterprise and have encouraged resellers to seek out SMB customers. But what chance does a reseller have when a vendor decides to target SMBs with their heavily resourced direct team? There have been concerns about the ability of resellers to compete in the MPC space given the fact that so many print companies are going to market directly. Anthony Toope, sales operation manager with Fuji Xerox Printers (FXP) Australia, concedes resellers have their work cut out in trying to compete with direct- selling manufacturers, especially for bigger customers. “You have vendors that have a direct-selling arm and also sell to the channel as well,” he says. “Partners get a little bit left behind with MPS.” So is there a viable opportunity for resellers in managed print services? The vendors’ comeback is that as more and more organisations catch on to the sorts of savings possible through MPS, there will be more than enough business to go around. There are more than 800,000 small businesses in Australia, with only about 5 percent engaged in any form of MPS. In contrast some 75 percent of companies with 500 or more staff have deployed MPS in some form. According to analyst group Gartner, companies spend on average 3 percent of their total earnings on printing and document management. However, it has been shown in many cases that the deployment of MPS solutions can shave up to 40 percent off these costs.

And it would appear the message is well and truly getting through, with Gartner also reporting Australian MPS revenues were a little over $200 million in 2009 and expected to reach $326 million by 2012 based on a compound annual growth rate of 20 percent. Gartner projects that the Asia Pacific market will be worth more than $942 million by next year, surpassing $1 billion by 2013, at which point the US market is expected to be worth almost six times that. Despite concerns about the ability of resellers to compete head-to-head with direct-selling manufacturers, most vendors are quick to highlight the channel as one of their most important weapons to meet what is expected to be a big surge in demand amongst SMBs for more sophisticated print services. Fuji Xerox Printers, not to be confused with Fuji Xerox Australia, sells 100 percent to the channel. The company has 40 MPS partners in Australia, 15 of which came on board in the past 12 months. Looking to bring still more partners into the fold, FXP putting the finishing touches on a new channel program which it says will provide more surety for partners, especially in terms of managing more of the risk often associated with MPS. “At some point in a MPS program someone has to take the risk for the coverage,” Toope says.“In our case we just bill the channel partner for the customer’s needs.” For instance, end customers have access to a cloud-hosted portal from where they can order consumables such as toner and paper. So rather than the office junior running down the road to Harvey Norman or Officeworks to buy toner, the client just orders it online. “The end customer gets access to a portal which is hosted in the cloud,” Toope explains. “They [the customer] then has peace of mind in terms of visibility of products and cost.” One of the more effective programs run by Fuji Xerox for the channel is PagePack. This is a simple way for resellers to on-sell an affordable, flexible, cost-per-print solutions which can be tailored to customer’s needs. Customers get a single point of contact for support, monthly invoicing, ordering and billing all delivered according to a pre-agreed service level agreement. “Our position is to enable channel partners with the best quality tools,” says FXP Australia’s Toope. “We believe our channel partners are especially well equipped to manage the mid-market.”Toope stresses that while there are many vendors out there with channel programs targeting MPS, many are merely adaptations of direct programs and therefore don’t address the key concerns

The Myth of Managed PrintBy David Binning, CRN

Vendors promised managed print services as a way to avoid shrinking printer margins, but are they giving resellers room to move?


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of the channel very well. “We are different from most of our competitors in that our program is a proper channel program. It’s built from the ground up, rather than being a direct program that’s been adapted.” Chris Thorley, A/NZ marketing manager with printer company Oki, says there is definitely a problem for the channel with major vendors choosing to sell direct in certain markets. However, he stresses Oki sells its MPS offerings exclusively through the channel, for which the company has developed an exclusive product range. “We’re certainly going the other way,” Thorley says. “We’re empowering our partners to deliver MPS. We need them to do it.” Thorley spearheaded Oki’s push into managed print services over the past year with the launch of an Executive series range that can only be sold by its managed print resellers. Thorley says managed print has boosted revenue by 20 percent – and he says there is more to come.

SMBs’ needs are special

According to Richard Bailey, Hewlett Packard’s vice president for South Pacific imaging and printing, while the majority of the company’s MPS deployments in the enterprise to date have been handled directly, the SMB market demands an entirely different approach to sales and ongoing support which is often best handled by the channel. HP offers four levels of partner program designed according to the existing experience and expertise of the particular reseller, with the company reporting that the model is proving successful in the market. Last year HP, with its channel partner Imagetec, managed to help the generations-old Waterford Wedgwood Royal Doulton

save 35 percent on its pr int ing costs a f ter implementing an MPS solution. T h e c o m p a n y reported greater control and visibility over costs, better ser vice levels and reduceddemands on the IT department. T h i n g s s u c h a s t o n e r m a n a g e m e n t w e r e a u t o m a t e d , relieving staff of the r e s p o n s i b i l i t y f o r monitoring it. WWRD also gained access to detailed data

to support the analysis of demand and matching print services with the needs of the business as well as enabling the review of supplier performance. Before the deployment, the company had 23 printing and copying devices for 120 staff, all of which were largely being managed separately. Now it has just the one invoice for all of them. HP has identified this end of the market as presenting huge opportunities for MPS. In fact, according to Bailey, HP is actively seeking to limit the number of MPS customers it serves so as to free up more resources to target the SMB space. “The reason is to be able to extend our reach and move deeper into the SMB space.”Key to this, he adds, is developing an understanding of the key vertical markets for MPS. “This very much influences our discussions about growth. In terms of partners it allows you to say who has expertise in this vertical, while it also applies to geographic issues,” he says. Among the key verticals being identified in the MPS space are real estate, financial services, legal, medical and several levels of government. Within these verticals it is expected new opportunities will emerge for suppliers to market new and emerging technologies from 3D printing to QR/Color code and context-enriched printing. QR/Color code enables the printing on multiple surfaces of colored patterns designed to interact with mobile phones and other devices, while context-enriched printing allows for targeted messages to be incorporated into printing and other document management activities. Both present exciting new possibilities for marketing and communications. Cloud-based printing services are also expected to really take off in the next few years, especially in industries where there is an emphasis on mobility. Voice operated devices are expected to find favors within a broad spectrum of industries. According to Ed Elliff, MPS manager, Lexmark Australia, while there is “a lot of activity currently in the channel space around MPS, there are many road blocks for resellers to navigate.” The company says it has made significant investments in consumable and inventory management in a bid to reduce the risk for its channel partners. “Lexmark takes on the risk and resellers get to maintain customer relationship.” There is an argument that big vendors lack the resources to give smaller clients the attention they deserve. Depending on the program, it may not be a big jump either to augment an existing usage-based program with value-added services or to add MPS to an existing portfolio of offerings. Furthermore, as decisions about printing are increasingly made by IT managers and not office administrators, traditional IT resellers are viewing greater opportunities to enter the MPS market.HP Laserjet CM6040 MFP

The Myth of Managed Print Continued


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“There’s a huge number of SMBs, and resellers already have relationships in this space,” says IDC lead analyst Trevor Clarke.

It ain’t vacuum cleaners

The other side of the coin though is that MPS offerings are increasingly being subjected to far greater scrutiny than in the past and must therefore be more rigorously designed. “With the IT manager, they have real financial accountability for these things,” says Mark Davies, group business analyst with listed ICT company and printing specialists CSG. “They have to demonstrate value for the business.” But while the debate continues about the role of the channel in MPS, the fact remains that it is only those companies which strike the right balance of skills and technology that are going to make any headway in this market. “Many organizations are discovering that it [MPS] is a little harder to deliver than it is to sell,” says Neil Tilley, CEO and co-founder of print specialists Upstream, a wholly owned subsidiary of Fuji Xerox Australia. “If you’re going to be a quality MPS provider are you still going to sell product the way you used to? “MPS salespeople need to be genuinely interested in helping customer solve problems rather than being that foot-in-the-door ‘vacuum cleaner’ salesman. MPS is not a side line – it is a business.”Tilley also advises that MPS providers have a clear idea about the sort of company they would be most able to serve. “Identify the size of customer and industry verticals. Providing MPS for a company with 50 staff is quite a different proposition to managing a company with 300 staff. “The mistake a lot of SMB providers make is to say ‘yep, we’ll

do it all’.” According to CSG’s Davies, one of the more common oversights in the deployment of managed print solutions is that not enough attention is given to the importance of managing change, both for the customer and the supplier. Davies says that for most resellers looking to enter the MPS space, they need to fundamentally change the way they do business; how they market, sell, deploy and support. At the same time they need to guide their clients through the process of changing how they think about printing and document management. “A lot of people underestimate the changes involved in rolling out an MPS solution,” Davies says. “When you change the way that people print you change the way they do business.” The big opportunity for resellers, especially those just starting out in MPS, is to differentiate themselves from established print suppliers, many of whom have long become accustomed to customers simply paying their invoices, and for whom the new paradigm in business printing may be difficult for them to embrace. Jason Ganis, co-founder and managing director of Smart Print Fleet Management, says that bad printing practices and bad worker habits are rife in the SMB market in Australia. He notes, for instance, the tendency for staff to go ahead and order new printers without consulting management or the IT department. “It’s not unusual for companies to suddenly find they have hundreds of ink jet printers,” Ganis says. And usually this sort of carelessness spills over into alarming page costs. “Smart Print has uncovered this following internal audits, sometimes finding machines costing 12 cents a page instead of 1.

“We’ve even found ink jet printers costing around 25c per page.”

Managed print rises on down economy

Undoubtedly one of the key drivers for the MPS market was the global financial crisis (GFC). “What the GFC did was put cost saving on the agenda and MPS was one of the few ways you could deliver savings immediately,” Bailey says. But the question being asked in certain quarters is now that the worst of the financial crisis is behind us, will demand for MPS continue to grow or will companies start slipping back into complacency? “But we are going beyond just cost,” Bailey says. “Now there is much more discussion about environmental impacts such as reducing energy and general sustainability.” While cost will always be an important factor guiding decisions about MPS, the market is definitely moving away from a transaction- based approach to a service



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and solutions model, which in turn is presenting opportunities for resellers to develop more tailored offerings, in turn generating more attractive annuity streams. “Over the next five years suppliers will simply just ask, ‘How many pages do you want?’ And that is what they will deliver,” says Michael Rebiffe, sales and marketing manager with established printer distie Distribution One. “It’s turning all the way towards solutions.” He adds that many of the channel companies servicing the printing market are merely selling consumables. “If they don’t figure out a way to lock the client in for a few years then someone else will do it for them.” Another important services opportunity for resellers eyeing the MPS market is security. CBS in the US recently conducted an investigation of the second-hand printer market and found alarming examples of organizations from police to health insurers having sold machines without cleaning the hard drives. The situation in Australia is reportedly just as bad if not worse. A recent survey conducted by Smart Print found 60 percent of workers aren’t aware that many printers, copiers and scanners have hard drives which can store documents, in some cases numbering in the hundreds of thousands.

Brands lose their luster

One of the consequences of the transition to services-based MPS is that the actual brand names are increasingly less of a factor in the decision-making process. “Twenty years ago brand was everything,” says Upstream’s Tilley. “But in today’s world customers don’t care about brand.” And it would seem the vendors are perhaps a little less concerned about their own brands these days, with a number of big players selling each other’s wares in certain markets. For instance, HP signed an agreement in 2009 allowing it to market and distributes Canon’s range of imageRUNNER office MFDs and its imagePRESS production systems in several key markets including Asia Pacific. In the same year Toshiba entered into an agreement to sell HP’s entire line of laser jet printers in the US. The average medium-sized organization could very likely be using printers, copiers and fax machines from several different vendors. In many cases resellers with multiple vendor relationships will be better placed to deliver this level of support than individual vendors which, no matter what they claim, are looking for ways to push their own technology. But this is much easier said than done.Ultimately it comes down to who has the smartest software, with a number of larger vendors making significant investments in companies with strong document management suites over the past few years. Unlike most software suites provided by printer/copier

companies, Canon’s Uniflow now boasts a universal driver which allows companies to manage contracts and technical monitoring of a range of different brands. A year ago Lexmark bought US ECM specialists Perceptive Software for US$280 million. The main reason for the buyout was Perceptive’s ImageNow enterprise document management suite. HP Open Extensibility Platform (HP OXP) is an enterprise software development platform providing a device layer, management layer and workflow layer. HP OXP was bolstered two years ago when the company bought Exstream Software solution from American Capital Strategies. Gartner notes that it will be some years before MPS software matures enough to deliver the sort of integration and management that most organizations demand. Meanwhile, interest is increasing in so-called open- platform, or “smart” MFPs, which are essentially devices which sit between an organization’s paper and digital work processes. “As MFPs become more accepted by IT organizations, clients will demand more applications and more seamless integration with their other corporate systems and workflows,” according to Gartner. Meanwhile, the print industry locally and internationally continues to see more and more consolidation as companies seek faster routes to market while growing their customer bases. There has been a fair amount of consolidation in the local and international printing market over the past few years, with more to come. The most prolific acquirer, CSG, last year bought up Xerox dealerships in its home town of Darwin as well as in Brisbane. Last year it bought the subcontracting rights to around 10,000 Canon machines in Australia in an unprecedented deal worth around $31 million. In 2008 it bought Canberra-based MPS veterans ATI, and last year bought Konica Minolta New Zealand. Also in the local market, Fuji Xerox Australia last year bought Upstream, one of Australia’s largest independent MPS specialists. Several major vendors have also made significant strategic investments over the past few years in a bid to augment their technology portfolios and extend their customer bases. One of the biggest plays was Ricoh’s US$1.6 billion acquisition of US print distributor Ikon in 2008. However the MPS landscape evolves over coming years, one certainty is that it will be very different to how it looks today. “Our industry is in significant state of change,” notes Upstream’s Tilley. “And it will continue to evolve faster in the next couple of years than it has in the last 20.”



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In the 20 years that I have participated in the aftermarket imaging supplies business, there is no question that, since the early days of drilling and filling, the level of quality and sophistication has dramatically improved. To most global consumers our industry has provided a choice to buy an environmentally friendly, lower cost product than the original and if we do our jobs, at comparable quality.

AN INDUSTRY EMERGES

In the early 90’s when the market started climbing out of the muck and began to walk upright, we moved beyond refilling to become legitimate remanufactures. R e m a n u f a c t u r i n g r e q u i r e d m o r e sophisticated R and D, capital equipment, and the availability of replacement raw

materials. The early availability of quality OPCs from companies such as Dainippon (remember the 20 cyc le drum?) and precision parts like wands, wiper blades etc., finally allowed companies to fully disassemble the cartridge, inspect or replace critical parts, post test and pack. Thus was born the era of remanufacturing. In those days, early practitioners of the art were companies like Future Graphics, GRC, and other pioneers. They helped professionalize and legitimize this nascent industry. In those early years, at the same time major firms like these improved quality, the drill and fill market exploded due to ease of entry. In those days, 5 SKUs dominated 80% of the market. In fact, in the early 90s if all you made was the SX engine; that product alone could support a new business! Flash forward to the late 90’s, early 2000’s, and the playing field changes. OEM printer

models began to proliferate and color was introduced into the mix, all requiring a higher level of technical understanding and infrastructure. OEMs stepped up not only printer releases but also anti-recycling devices. Chips became the norm and in the late 90’s programs such as Lexmark’s Prebate confronted the aftermarket with technology and IP constraints. It was in those challenging years that MSE started to form the underpinnings of its “Intelligent Re-Engineering” technology platform. MSE looked at the myriad of challenges facing the market with the onslaught of technology barriers and saw an opportunity to create a new benchmark for the market, which we call “Intelligent Re-Engineering”. This program, which is described below, goes beyond traditional remanufacturing. It entails extensive Rand D protocols and OEM benchmarking,

Intelligent Re-Engineering™ Goes Beyond Traditional Remanufacturing

By Luke Goldberg, Senior Vice President, MSE

Luke Goldberg is Senior VP of MSE Global, responsible for worldwide sales and marketing. With 19 years in the imaging industry, Goldberg is a respected industry leader and negotiator, well known for his keen industry insight, his articulate presentations, his expert analysis, and his knowledge of global trends and OEM strategies. As a Speaker at more than 60 trade shows in 14 countries, and as an author with numerous awards for best published articles, he was chosen in 2006 as “Industry Leader of the Year.”


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arduous selection of raw materials and co-developed parts, extensive engineering to overcome technology challenges via automation, patented technologies , proprietary systems, and finally, stringent QC protocols and environmental policy. All of this is supported by our consultative sales approach to the market where we provide market leading training, marketing support, dealer collateral, and branding. For MSE there is only one end game to justify all of this investment: create a differentiated product that stands side-by-side with the OEM and creates a new category of aftermarket offerings. Let’s now briefly examine each of the tenets of this program.

THE PERMISSABLE REPAIR DOCTRINE

Respons ib l e re c ha rge r s have l ong been careful to obey the permissible repair doctrine by avoiding cartridge reconstruction in their reman operations. Going beyond traditional remanufacturing while respecting existing patents is the challenge of “Intelligent Re-Engineering”. MSE engineers are well aware of this restriction and strictly observe and honor OEM intellectual property rights. IR goes beyond traditional remanufacturing, but does not cross the line from repair to reconstruction.

R & D AND BILL OF MATERIAL (BOM)

SELECTION

For MSE the first step in our process is to fully benchmark the OEM cartridge and printer. This helps us to understand OEM performance, weaknesses, and stress tipping points. In this phase we exhaustively test the OEM at multiple levels and protocols. This can include test protocols including continuous life, Stop & Go modes, environmental stress tests in our LOW/LOW and HIGH/HIGH walk-in chambers, and other trials. It is in this phase that we analyze OEM parts wear and print performance and we determine our required BOM.

MSE’s Environmental Chambers

I n B O M selection we start by testing off-the-

shelf parts from our manufacturing partners. All too often higher speed, color, and other challenging applications, such as Jumbos, require custom formulation of parts. These are special requirements that we drive with our partners based on issues we see in our testing. In the case of OPCs, this can often include premature wear of coating that is common in higher speed black, and color applications where process black systems cause early drum wear. It is fairly common that this isn’t widely seen in the remanufacturing community because many test using continuous print modes. These don’t wear critical parts to the same extent as a real world Stop & Go mode would wear parts.

Microview Analysis

Once we select the BOM we run te s t s s imi l a r to t h e b e n c h m a r k

which includes multiple print test protocols, ISO yield tests (19752 for mono and 19798 for color), stress tests including environmental, accelerated life tests (thermal shocking of the cartridge to approximate shelf life), vibration tests for shipping and others. We also prove out the BOM via extensive analytics which require significant investment in capital equipment. For example, we analyze toner particle size using a Coulter counter; we inspect critical parts using high level magnification devices, such as MicroView™; and we analyze print quality using sophisticated Image Expert™ equipment.

Wiper Blade Force Test

The final stage of the R and D process involves

our machine shop engineers who work with production to determine ways to

mitigate human error via automation. We have fabricated hundreds of fixtures and equipment to streamline our processes and to reduce human related workmanship i s sues . Another key d i f f e rent i a to r between “Intelligent Re-Engineering” and remanufacturing is that these custom fixtures are not available as off the shelf products from the likes of SCC or FGIC. These component manufacturers do a great job selling matched systems and lower volume equipment, but many times these

aren’t scalable to operations making 200,000 + CPM.M S E ’s I n - H o u s e Machine Shop

MSE’S PATENTED TECHNOLOGIES

MSE currently has a patent portfolio of 36 patented and patent-pending technologies. Many of these are critical aspects of being able to overcome OEM technology barriers and to ultimately provide the markets truest alternative to the OEM. Many of these technologies provide tangible benefits to the dealer and the user, which set our products apart from the competition. We also support our technological innovations with dealer marketing pieces such as our Absolute Color Technologies promotion. This explains the details of our patents, processes, and procedures and discusses how each addresses the persistent quality issues in the marketplace.

MSE Patents

MSE’s Absolute Color Technology Pamphlet

MSE’S HALLMARK TECHNOLOGIES

Here we highlight a few of our hallmark technologies that were developed in house by our engineering team. These innovations have helped MSE create a category of one.

S C S T E C H N O LO G Y ( S E CO N D A R Y

Intelligent Re-Engineering™ Goes Beyond Traditional Remanufacturing Continued


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CLEANING SYSTEM)

This game changing innovation is the market ’s first example of creating a brand new cr i t ica l component that didn’t exist in the OEM design. This is the very embodiment of “Intelligent Re-Engineering”. In SCS we created a secondary roller that actually improves on the OEM design by creating a cleaner operating cartridge that runs free of toner additive buildup throughout the cartridge life. We currently deploy this technology in the HP3525/4005/4600/4700/4730/5500/ and 4525 models.

MSE’s SCS Technology Close Up

T h e S C S development was necessitated by the

industry’s struggle with toner adherence to the PCR in higher speed color applications. Many color toner manufacturers are somewhat hamstrung by constraints on things such as, particle size, shape, additives, etc. While there have been dramatic improvements in color toner since the early 2000s, some of these issues still persist and can equate to poor image quality, high background levels, etc. The SCS technology finally addresses all of these relentless issues.

MSE’S JUMBO TECHNOLOGY

Other examples of our technologies can be seen in another critical product for the market: Jumbos. Jumbo cartridges are critical profit enablers in any MPS or CPP sales program. All too often traditional remanufactures and re-fillers believe jumbos just require more toner. MSE’s protocols entail significantly more. Critical parts are extensively tested to ensure component wear characteristics, density maintenance until end-of-life, and transfer efficiency. In many cases co-developed combinations are required due to OPC wear and waste bin overfilling. We also need to ensure testing at Stop & Go intervals, since wear often doesn’t take place in continuous testing modes.

MSE’s proprietary cartridge separation and welding patents play a critical role for these higher toner load Jumbos. Often times, drop testing a cartridge with 1.6 Kg of toner such as our 35,000 page 64XX (or our 40,000 page HP 9000) will cause seals to burst. Our welding patents enable us to install full gasket seals without the use of clips that have the same bond strength as the OEM while also maintaining critical cartridge gaps and tolerances.

Clip Comparison Image

Our laser cutting patent used today for 9000 and 9000 Jumbo is one of the industry’s greatest innovations as it

allows for the re-engineering of this welded fortress of a cartridge, without the use of cutting blades that remove plastic and alter critical cartridge tolerances.

MSE’s COMMITMENT TO QUALITY AND

SUPPORT

The final steps of our “Intelligent Re-Engineering” process includes

the market’s most stringent quality control procedure; we call it MSE’s “5 Step QC Protocol”:

Inbound Performance Tests All components are thoroughly tested before any parts go to the production floor for manufacturing. We also do a First Article Inspection.

100% Post Test PrintingAfter a cartridge is produced, it is post-tested by printing test pages. Those prints are later compared with the inbound prints when they go to the QC Loop.

QC Loop This is visual modeling and reviewing of test pages and critical parts. Dummy cartridges are placed in the loop with known issues to ensure that checkpoints are doing their job. Each cartridge has a bar code placed on it, which is scanned. This scan provides information on: parts, components, test prints, and the production team responsible.

This allows complete quality tracking and accountability.MSE QC Loop Critical Checkpoints

Packaging Before the cartridge is packaged, the test prints are compared again, to ensure there are no defects in printing or continuity. If there are discrepancies, then that cartridge is reworked and sent back through from the beginning. It does not go through the packaging process.

Post Pack Audit InspectionMSE randomly selects packaged finished product from inventory and performs life testing through a series of test prints. A life test consists of printing a cartridge to exhaustion.

MSE AND THE GREEN INITIATIVE

“Intelligent Re-Engineering” also requires that we continually monitor our carbon footprint and attempt to mitigate the effects of our processes as governed by our ISO 14001 certification. MSE’s Green Initiative is discussed in a previous Recharge Asia article titled “I Want My Green Back” (April 2011, Issue No. 84, pp. 16-20). MSE also offers a wide array of dealer and end- user directed marketing support. We show the MSE difference to prospective customers and their end-users. Soon we shall release the market ’s first end-user focused video, a dealer tool to show end-users that there indeed is an alternative out there to high priced OEM cartridges. We appreciate the opportunity to discuss our approach to the market. We are passionate about what we do and in doing our part by going beyond the bare fundamentals of remanufacturing to help raise the level of reman cartridge quality throughout the industry. We also believe that our hard work is rewarded when dealers succeed. Please contact us anytime to learn more about MSE and its “Intelligent Re-Engineering” contributions to the cartridge remanufacturing industry.


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HP announced financial results for its second fiscal quarter ended April 30, 2011. Net revenue of $31.6 billion was up 3% from the prior-year period as reported and up 1% when adjusted for the effects of currency. GAAP diluted earnings per share (EPS) was $1.05, up 15% from $0.91 in the prior-year period. Non-GAAP diluted EPS was $1.24, up 14% from $1.09 in the prior-year period. Non-GAAP financial information excludes after-tax costs of approximately $0.19 per share and $0.18 per share in the second quarter of fiscal 2011 and 2010, respectively, related primarily to the amortization of purchased intangibles, restructuring charges and acquisition-related charges. Information about HP's use of non-GAAP financial information is provided under “Use of non-GAAP financial information” below. “HP executed well and delivered a solid quarter,” said Léo Apotheker, HP president and chief executive officer. “Our enterprise strategy, with services at its core, is focused on higher value-added solutions. Today we are accelerating our efforts to align our services business model to our long-term strategy to deliver unprecedented value to our customers and a better return for our shareholders.”

“In the second quarter, we saw continued strength in the enterprise with combined revenue from our commercial businesses up 8% year over year,” said Cathie Lesjak, HP executive vice president and chief financial officer. “We again expanded our margins and increased both earnings per share and cash flow from operations double digits year over year.”

Trends and regional performance

Results were largely driven by performance in the commercial

sector as businesses continued to spend on technology. HP experienced uneven consumer performance across its product categories during the quarter with continued softness in consumer PCs across all geographies. Second quarter revenue was up 2% year over year in the Americas to $13.8 billion. Revenue was down 1% in Europe, the Middle East and Africa and up 10% in Asia Pacific to $11.7 billion and $6.1 billion, respectively. When adjusted for the effects of currency, revenue was up 1% in the Americas, flat in Europe, the Middle East and Africa and up 4% in Asia Pacific. Revenue from outside of the United States in the second quarter accounted for 66% of total HP revenue. HP saw accelerated growth in BRIC countries (Brazil, Russia, India and China) with revenue increasing 19% while accounting for 12% of total HP revenue.

Business group highlights

Personal Systems Group (PSG) revenue declined 5% year over year with a 5.7% operating margin. PSG remains the PC market leader in terms of units, revenue and profit share. PSG maintained its market leadership position in Commercial PCs, with Commercial Client revenue growth of 13% outpacing Consumer Client revenue decline of 23% in the quarter. Imaging and Printing Group (IPG) revenue grew 5% year over year with a 17.0% operating margin. IPG continued to deliver strong performance across the business with share gains in all printing categories and 41% year-over-year growth in commercial printer hardware units. IPG continued to drive innovation and momentum with the new ePrint platform, graphic arts and other commercial print solutions. Services revenue grew 2% year over year with a 15.2% operating margin. To improve long-term performance, HP is accelerating alignment of the services business with the company's overall strategy, including making investments to drive more value-added solutions and migration to the cloud. Enterprise Servers, Storage and Networking (ESSN) revenue grew 15% year over year with a 13.8% operating margin. ESSN delivered a solid quarter with HP's innovative converged infrastructure products winning in the data center. HP gained momentum in cloud with strong interest in and the successful

HP Reports Second Quarter 2011 ResultsSecond quarter GAAP diluted earnings per share up 15% year over year with non-GAAP diluted earnings per share up 14% and cash flow from operations up 28% Second quarter gross margins and operating margins up 1.0 and 0.1 percentage points, respectively, year over year Continued strength in commercial businesses resulted in commercial revenue increasing 8% year over year, with Enterprise Servers, Storage and Networking revenue up 15%, Software revenue up 17%, and commercial PC Clients and Printers revenue up 13% and 7%, respectively Revising full year GAAP diluted earnings per share outlook down to at least $4.27 and non-GAAP diluted earnings per share outlook down to at least $5.00


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launch of HP CloudSystem. HP Software revenue grew 17% year over year with a 20.2% operating margin. HP Software revenue was driven by strong growth in licenses and services of 29% and 22%, respectively. HP Financial Services revenue grew 17% year over year with a 9.4% operating margin. Financial Services continued to see its strong performance driven by both double-digit growth in lease volume and a healthy improvement in portfolio assets.

Asset management

HP generated $4.0 billion in cash flow from operations in the second quarter. Inventory ended the quarter at $6.8 billion, with days of inventory up 1 day year over year at 26 days. Accounts receivable of $18.6 billion was up 10 days year over year at 53 days. Accounts payable ended the quarter at $14.2 billion, up 3 days from the prior-year period. HP's dividend payment in the second quarter resulted in cash usage of $182 million. HP also utilized $2.7 billion of cash during the quarter to repurchase approximately 64 million shares of common stock in the open market. HP exited the quarter with $12.8 billion in gross cash.

Outlook

HP's revised outlook for the third quarter and the full year fiscal 2011 reflects an expected near-term impact from the Japan earthquake and related events, continued softness in sales of consumer PCs, and reduced operating profit expectations for Services.

For the third quarter of fiscal 2011, HP estimates revenue of approximately $31.1 billion to $31.3 billion, GAAP diluted EPS of approximately $0.90, and non-GAAP diluted EPS of approximately $1.08. Third quarter fiscal 2011 non-GAAP diluted EPS estimates exclude after-tax costs of approximately $0.18 per share, related primarily to the amortization of purchased intangibles, restructuring charges and acquisition-related charges. HP expects full year fiscal 2011 revenue in the range of $129 billion to $130 billion, GAAP diluted EPS of at least $4.27, and non-GAAP diluted EPS of at least $5.00. Full year fiscal 2011 non-GAAP diluted EPS estimates exclude after-tax costs of approximately $0.73 per share, related primarily to the amortization of purchased intangibles, restructuring charges and acquisition-related charges.

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 at the convergence of the cloud and connectivity, creating seamless, secure, context-aware experiences for a connected world. More information about HP is available at www.hp.com.

Printing solutions provider Epson has unleashed the new Stylus Photo R2000 printer with 17ml ink cartridges. According to the company, the 8-color printer delivers high quality photo prints

thanks to its Epson UltraChrome Hi-Gloss2 pigment ink, which is 50 percent more efficient when compared to previous models. This means that professionals will be able to complete larger print jobs using

fewer cartridge changes. E p s o n U l t r a C h r o m e HiGloss2 Ink will allow users to print ultra-glossy images and enjoy the benefits of pigment ink at the same time. The new printer is capable of printing directly onto CDs and DVDs as well as thick surfaces likes a poster board. The company has also added additional Wi-Fi support to the printer, on top of existing USB and Ethernet connectivity,

to allow the users to connect to all types of media devices. Epson also revealed that users will now be able to print wireless from their iPhone and iPad devices using the Epson iPrint app. “Not only have we added Wi-Fi and larger ink cartridges in response to our customers’ feedback, but we’ve also ensured users get high-quality results, every time,” Neil Wilson, business manager at Epson UK, said in a statement. “The printhead delivers a variable droplet size down to 1.5pl, resulting in high precision and smooth gradations. It also has an ink mixing function to prevent ink settling in the cartridges, making colour reproduction as accurate as possible,” he added

Epson Releases New Stylus Photo R2000 Printer


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The Oki B710dn monochrome laser printer should take to a large, busy office like a fish to water. Priced at $775 (as of May 13, 2011), it's built like a tank, it has a tremendous duty-cycle of 250,000 pages per month, and page costs are exceptionally low. Speed and output quality favor PostScript over the more common PCL printer language, however. The Dell 5230dn offers a little more speed and even more paper capacity, but for a commensurately higher price.

Set t ing up the B710dn is easy, with one notable exception: Once you've installed the printer on a PC (but not on a Mac), you must enable the automatic-duplexing function manual ly. E v e n w o r s e , t h e documentation makes

no mention of this requirement; we had to search Oki's Website for the answer. The B710dn includes a 150-sheet multipurpose tray and a 550-sheet letter/legal tray. An additional 550-sheet tray costs $312. You can easily access the combination toner/drum cartridge by flipping up the 500-sheet output tray. You can reach the rest of the paper path simply by removing paper trays or folding down the automatic duplexer on the back of the unit. The high quality of the construction stands in contrast to the limited one-year warranty; on this model, you'll encounter none of the cheap, thin plastic found in many other printers these days.

The B710dn’s control panel is a minimalistic affair consisting of a five-line, backlit, monochrome LCD screen; basic navigational controls and buttons; and a keypad for entering passwords and codes. The B710dn can connect via USB, ethernet, parallel, and serial ports, so it's ready for almost any office environment except a wireless one. The printer also has a USB port on top, for walk-up printing. You may protect print jobs with PINs: Until you visit the printer and enter the code, the job won’t print. Text quality is as good as you would expect: sharp, and printed in a deep, lustrous black. While graphics quality is admittedly a low priority for a monochrome printer, the B710dn's graphics output is also driver-dependent--it suffers from horrible cross-hatching in graphics using the PCL or PCL6 drivers. Switching to the PostScript driver offers a vast improvement. You can also switch between 600 dpi and 1200 dpi for graphics (but not for text), though we saw little improvement from doing so. A model that can print as speedily as the B710dn really has no need for a fast mode or draft mode. Text pages exited at rates of 22 pages per minute on the PC and 22.5 ppm on the Mac. Given the comparable speed and better print quality, using the PostScript driver on either platform seems like the way to go. Consumables costs for the B710dn are very low. The 15,000-page combination toner cartridge/drum costs $301, or an economical 2 cents per page. Higher-capacity toner cartridges are available for other models in this product line, but not the B710dn that we tested, alas. The Oki B710dn is an excellent printer for a large office and other heavy-use scenarios. We'd like to see a longer warranty. Regardless, the speed, sturdy construction, and low cost of consumables are inviting attributes.

Oki B710dn: Fast Printer with Plenty of Paper Capacity

Ricoh Americas Corporation, a leading provider of digital production printing equipment and advanced document management solutions, announced that the C-81 Color Controller, Powered by CREO Color Server Technology, is now available with the Ricoh® Pro C901/C901s Graphic Arts Edition. The new product will provide open connectivity to digital workflows, as well as meet a variety of application needs for corporate In Plant and commercial print customers.

“Having the C-81 Color Controller, Powered by CREO Color Server Technology as an additional controller for the C901 Graphic Arts Edition provides our customers with another option to manage their workflow. There are many customers that rely on the productivity and ease of use of CREO Color Server Technology. When you combine this with the C901 Graphic Arts Edition, Ricoh customers will benefit from unmatched operational efficiency, powerful image processing, and outstanding image

Color Controller C-81, Powered by Creo Color Server Technology Now Integrated into Ricoh Pro C901/C901S Graphic Arts EditionIntegrated Technology Features Improve Functionality and Color Print Solutions


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quality,” said Mike Dane, Vice President of Marketing for Ricoh U.S. CREO Color Servers feature color consistency, powerful processing and compatibility across all avenues of printing. The Color Controller C-81, which has built-in features such as SMS and email notification, support for the ADOBE PDF Print Engine 2 and JDF connectivity for integration within Graphic Arts workflows, will help customers increase productivity and improve flexibility while continuing to boost profits. The functionality of the C-81 expedites the user’s learning curve, allowing them to immediately implement error reduction capabilities, out-of-the-box color and image control, and advanced built-in Variable Data Printing (VDP) capabilities. The C-81 was unveiled as a technology demonstration with the new Ricoh Pro C901/C901S Graphic Arts Edition during GRAPH EXPO in October 2010 in Chicago. This powerful digital color controller is now fully available.

Resumption of Toner Production at Tohoku Ricoh

Tohoku Ricoh Co., Ltd. resumed toner production on May 10. Although the Great East Japan Earthquake and Tsunami and a subsequent large aftershock on April 7 forced Tohoku Ricoh to temporarily stop operation, all production lines except for toner had resumed operation by April 15. The resumption of toner production at Tohoku Ricoh means that all lines in Ricoh’s four production facilities in the affected are now operational. The Ricoh Group will continue to work hard toward full normalization so as to fulfill market demand.

About Ricoh Americas Corporation

Ricoh Americas Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company, Ltd., the 74-year-old leading provider of advanced office technology and innovative document imaging products, services and software, with fiscal year 2009 sales in excess of $21 billion. Ricoh’s fully integrated hardware and customizable services and software help businesses share information efficiently and effectively by enabling customers to control the input, management and output of documents. Ricoh Americas Corporation, directly or through its network of authorized dealers, markets and distributes products in North, Central and South America.

About Kodak’s Print On-Demand Solutions Group

Kodak’s Print On-Demand Solutions Group develops high-performance CREO Color Servers and workflow solutions for a wide range of digital production printers and presses. CREO Color Servers offer the digital printing industry leading workflow connectivity solutions. They utilize intelligent, JDF-enabled automation of all print-production steps to help drive business performance and profit. This independent unit of Eastman Kodak Company continues to unlock the power of print on-demand to maximize customers' success in digital printing and workflow solutions.

For more information about Ricoh’s complete range of offerings can be found at www.ricoh-usa.com.

The innovative technology inside Xerox Corporation’s (NYSE: XRX) first high-speed solid ink multifunction printers (MFPs) gave thousands of businesses around the world a hassle-free, low-cost way to print in color every day. Three new MFPs built on the award-winning ColorQube® platform save customers money with faster print speeds and simple-to-use features that make work easier. Companies can cut color print costs in half with the Hybrid Color Pricing Plans available on the Xerox ColorQube 9300 Series – paying only for the amount of color on a given page. This is an important differentiation when using just a little bit of color, such as a company logo on letterhead. “The Xerox ColorQube 9200 Series broke new ground in office color printing by turning the cost equation on its head. It gave

Xerox Keeps Every Day Color Costs in Check with Newest Solid Ink Multifunction PrintersWhile the new ColorQube 9300 series features improvements, it leverages the same engine as the previous series


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companies an affordable way to use color every day – something they have requested for years,” said Robert Palmer, director, InfoTrends Digital Peripherals Consulting Service. “The new Xerox ColorQube MFPs deliver the cost savings businesses have come to expect from solid ink technology.” The cartridge-free MFPs print and copy at speeds up to 55 pages per minute (ppm) in color, 60 ppm in black and white, and scan as fast as 60 impressions per minute in color.Other benefits of the ColorQube 9300 Series include:• Color that gets noticed – Solid ink produces consistent color prints, regardless of media type, with intuitive features like Color by Words, a color-editing tool that allows for accurate and vibrant colors from the first print. • Walk-up convenience – Employees can easily print from and scan to a memory stick or thumb drive via the USB port located on the side of the MFP. • Built-in security – Image overwrite electronically “shreds” data on the MFP’s hard drive while 256-bit encryption protects information flowing through the device. Network authentication prohibits unauthorized access by validating user names and passwords. • Lower environmental impact – The ColorQube 9300 Series is ENERGY STAR® qualified and generates up to 90 percent less consumable and packaging waste than comparable laser devices. It includes only one replaceable component – a cleaning unit with an average life of 330,000 prints – that can be recycled through the Xerox Green World Alliance program. Additional productivity options include simple mobile printing. On-the-go workers can print securely from any email-enabled smartphone, tablet or laptop without downloading an application, loading software or searching for online printer information.

The ColorQube 9300 family's ink sticks and Hybrid Color pricing plan are unchanged

Solid Ink Savings

Cleveland-based Medical Mutual of Ohio installed 140 Xerox ColorQube MFPs to save thousands of dollars annually on administrative expenses. “With the Xerox ColorQube we are comfortable printing more in color. Combine the ease of use and environmental benefits, and switching to solid ink MFPs was a logical move. Plus, less hassle and more savings mean extra time and resources we can reallocate to our core business," said Andy Balazs, vice president, IT, Medical Mutual of Ohio.

Availability

The list price for the ColorQube 9300 Series starts at $22,299. Order taking begins immediately in North America and other regions of the world will soon follow. All systems are offered through Xerox direct sales, resellers, agents and Global Imaging Systems, A Xerox Company.

About Xerox

Xerox Corporation is a $22 billion leading global enterprise for business process and document management. Through its broad portfolio of technology and services, Xerox provides the essential back-office support that clears the way for clients to focus on what they do best: their real business. Headquartered in Norwalk, Conn., Xerox provides leading-edge document technology, services, software and genuine Xerox supplies for graphic communication and office printing environments of any size. Through ACS, A Xerox Company, which Xerox acquired in February 2010, Xerox also offers extensive business process outsourcing and IT outsourcing services, including data processing, HR benefits management, finance support, and customer relationship management services for commercial and government organizations worldwide. The 134,000 people of Xerox serve clients in more than 160 countries.

For more information, visit http://www.xerox.com


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First released in December 2009 the Dell 1130 series of printers are based on a 19-22ppm engine (depending on the model)with a maximum resolution of 1200 x 1200 dpi. The processor is a 150 Mhz chip and comes standard with 8Mb SDRAM. Depending on the model number, other options/specs are available. The Dell 1130 cartridges do not have a drum cover, and come new with a piece of heavy paper with a thin sheet of foam on the inside taped around the cartridge. (See Figure 1) All new cartridges opened so far have shown some toner leakage on the drum that would have shown on any prints for at least a few pages.

These cartridges have taken a dramatic change in that there are no screws in the outside of the cartridge at all. There are plastic rivets that need to be cut off, holes drilled and screws installed to hold them

back on. It ’s not a hard process and it ’s covered completely in the instructions. See Figure 2

The standard cartridge (Dell#330-9524) is rated for 1,500 pages. The HY cartridge (Dell# 330-9523) is rated for 2,500 pages. As with pretty much all cartridges these days the cartridge has a chip and it has to be replaced each cycle. The 330-9524 has a list price of $62.99 and the 330-9523 has a list price of $87.99* The machines that use these cartridges so far are the:11301130n11331135n Cartridge troubleshooting will be listed at the end of these instructions*Pricing as of May 2011

Required Tools

1) Toner approved vacuum. 2) A small Common screw driver3) A Phillips head screwdriver 4) Needle nose pliers 5) Chisel blade Xacto style knife6) Small drill bit (Make sure it matches the self tapping screws!)

Required Supplies

Dell 1130 TonerNew Dell 1130 replacement chipNew OPC drum (Optional)New developer roller (Optional)New PCR (Optional)New doctor Blade (Optional)Self tapping screws (7) match to drill bit you picked listed above.Conductive Grease99% Isopropyl alcoholDrum lubricating powderSmall tube of Silicone caulk

1) Place the cartridge with the handle up, facing towards you. With the chisel blade knife, slice off the heads of the 3 plastic rivets. Leave the end cap in place for now. See Figure 32) On the left side end cap take the chisel blade knife and slice off the heads of the 4 plastic rivets. See Figure 43) Remove the drum axle arm from the right or large gear side of the cartridge.

Remanufacturing the Dell 1130 Toner CartridgeBy Mike Josiah and the technical staff at Uninet ImagingA division of Summit and Uninet Products

Mike JosiahMike Josiah is the Technical Director at Summit Technologies, a division of Uninet Imaging. A global distributor of toner, OPC drums, wiper blades and other supplies. An industry veteran since 1987, Mike is a member of ASTM committee F.05, the STMC Technician Certification Committee as well as an STMC trainer. He regularly contributes articles and teaches seminars at association meetings and trade shows.

Figure 1

Figure 2


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The drum Axle will most likely come with the arm. Remove it completely. See Figures 5 & 6

4) While still on the left end cap, locate the top tab. Press in on the tab, and remove the end cap. See Figures 7 & 8

5) Remove the gears. See Figure 9

6) On the right side end cap, Remove the remaining arm and press in on the top tab and remove the end cap. See Figures 10, 11 & 12

7) Separate the two halves slightly, and lift off the middle top cover. See Figure 13

8) Lift up on the drum/waste hopper and remove. Be careful to hold the drum so it does not become damaged. Remove the

Remanufacturing the Dell 1130 Toner Cartridge Continued

Figure 5

Figure 6

Figure 7

Figure 8

Figure 9

Figure 10

Figure 11

Figure 12

Figure 13

Figure 14

Figure 3

Figure 4


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drum/waste assy. See Figure’s 14 & 15

9) Remove the drum. See Figure 16

10) Remove the PCR from the assembly. See Figure 17

11) Remove the PCR cleaning roller. Se Figure 1812) Clean the PCR with your normal PCR cleaner. WARNING: Do not clean the OEM PCR with alcohol, as this will remove the conductive coating from the roller. If the PCR is an aftermarket, follow the cleaning methods recommended by the manufacturer. If the PCR is an OEM, we recommend it be cleaned with your

standard PCR cleaner.

13) Remove both the PCR holders by pressing in on the tabs at the bottom of the holder. These holders need to be removed to allow access to the wiper blade. See Figure 19

14) Remove the two screws from the wiper blade, remove the blade. See Figure 20

15) Clean out all the waste toner from the hopper. Make sure the seals are clean. See Figure 2116) Install the cleaned or new wiper blade and two screws. See Figure 2217) Install the two PCR holders. There are slots in the holders that fit over tabs in the

cartridge. See Figure 23

18) Blow off or vacuum the PCR cleaning roller. Install in the waste hopper. See Figure 24

19) Place a small amount of conductive

Figure 15

Figure 16

Figure 17

Figure 18

Figure 19

Figure 20

Figure 21

Figure 23

Figure 22

Figure 24


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grease in the holders, and install the PCR. See Figure 25

20) The large gear side of the drum axle shaft has conductive grease on it. Regardless of if you are replacing the drum or not, clean the old grease off, and replace with new. See Figure 26

21) Install the drum and axle from the small gear side of the drum into the waste hopper. Make sure the keyed end of the shaft is on the small gear side. See Figure 27

22) On the supply hopper, carefully pry out the fill plug and dump out any remaining toner. The fill plug can be difficult to

remove as it is recessed. Take a small common screwdriver and work it around the edge lifting slightly until it comes loose. See Figure 28

23) Remove the developer roller. See Figure 29

24) Remove the 2 screws from the doctor blade, remove the blade. See Figure 30

25) Clean out all the remaining toner from the hopper.26) Make sure the doctor blade sealing foam and the developer rollers seals are clean and intact. See Figure 3127) Clean the Dr. Blade edge so there is no evidence of build up along the edge. If any

buildup exists, the cartridge will streak. No chemicals should be used. We have found using a clean ice cream type wooden stick works great for scraping the blade clean without damaging it. See Figure 32

28) Install the doctor blade and two screws. See Figure 33

29) Clean the developer roller with a dedicated DVR cleaner, and replace into the hopper. Place the long shaft side to the gear side of the cartridge. See Figure 3430) Fill the hopper with ML-2525 toner, replace the fill plug and check for leaks. See Figure 3531) Install the gears as shown. Do not

Figure 27

Figure 28

Figure 29

Figure 30

Figure 31

Figure 32

Figure 33

Figure 25

Figure 26



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install the large white floating gear yet. See Figures 36 & 37

32) Fit both sides of the waste hopper tabs into the toner hopper. See Figure 3833) Slide the middle top cover/PCR

assembly into place. Make sure all the middle tabs fit under the edge of the waste hopper. See Figures 39 & 40

34) Clean the contacts on the left side end cap, and replace the conductive grease. Snap the end cap into place. See Figures

41 & 42

35) Drill 4 small holes that correspond to the screw size your using. Install the four screws into the end cap. See Figure’s 43, 44 & 45

Figure 34

Figure 35

Figure 36

Figure 37

Figure 40

Figure 41

Figure 42

Figure 43

Figure 44

Figure 38

Figure 39

Figure 45


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36) Install the large white floating gear on the gear side of the cartridge. See Figure 46

37) Clean the hubs on the gear side end cap, and replace the conductive grease. Snap the end cap into place. See Figures 47 & 48

38) Drill 3 small holes that correspond to the screw size you’re using. Install the three screws into the end cap. See Figures 49 & 5039) Install the two drum axle arms as shown. See Figure’s 51 & 5240) To replace the chip, slice the top of the plastic river off with the chisel blade knife.

Drill out the plastic rivet with a small drill, remove the cover, and chip. See Figure’s 53, 54, 55 & 5641) Install the new chip and cover, insert a small screw that corresponds to the hole drilled to hold everything in place. It’s very

easy when drilling the hole for this screw to drill through into the waste chamber. Place a small amount of silicone caulk in the hole and screw before install the screw. See Figure 57

Figure 47

Figure 48

Figure 49

Figure 50

Figure 51

Figure 52

Figure 53

Figure 54

Figure 55

Figure 56

Figure 46



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Common Cartridge Problems

Repetitive defect chart:

Upper heat roller: 77.5mmOPC drum: 75.6mmLower pressure roller: 75.4mmSupply Roller: 49.0mmTransfer roller: 47.0mmPCR 37.5mmDeveloper roller: 35.0mm

Printing test pages

Configuration Page: With the printer in the Ready State, Press and hold the cancel button for about 5 seconds until the status LED blinks fast. Release the button. Cleaning Page: With the printer in the Ready State, Press and hold the cancel button for about 10 seconds until the status LED blinks fast. Release the butt.

Figure 57


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MBP has announced a deal with the Ninestar group, which will see it distribute the company’s compatible cartridges to markets across Europe and Northern Africa. The French remanufacturer and supplier will benefit from adding Ninestar’s vast catalogue of compatible cartridges to its own supplies. MBP currently supplies both compatible and remanufactured ink and

toner cartridges, as well as operating its own cartridge collection through Praxis Environment. The announcement comes ahead of the Medpi exhibition, which will take place from 17 to 20 May at the Grimaldi Forum of the Principality of Monaco. In a statement, MBP said: “The partnership between MBP and Ninestar will enable both partners to create a real

synergy for their distribution of laser and inkjet cartridges in Europe and Africa and therefore to offer their clients a stronger commercial offer.” MBP expanded into Morocco three years ago, and displayed its commitment to international expansion when it announced the acquisition of Spanish company GTA Sistemas in November 2010.

Bryan Bonacum joins industry leader Static Control as Vice President of Sales for North America effective May 2nd. Formerly head of North American Sales at Future Graphics for 10 years, and prior to that at Chenesko/Summit as Vice President of Sales and Operations for six years, Bryan Bonacum is a much respected and admired industry veteran.

“I believe in the long term future of this industry, and I came to realize it ’s all about technology and the ability to deliver everything,” said Bonacum. “I have always respected what Static Control does, which is unique in this business, and when you see what the company has done to bring new opportunities to remanufacturers such as new color products, NeverTab PCR’s, and the new Lexmark chips -- and with much more in the pipeline -- I had no hesitation in jumping aboard when given the opportunity.” Static Control, hit by a tornado on April 16th, lost three major operational buildings in one of the most ferocious storms to hit North Carolina in decades. The global distribution center, the technology center and the world headquarters were lost. Fortunately no manufacturing operations were affected and very luckily no one was injured. It took Static Control just four days to start shipping again, thanks to its unrivalled dedication to the business from its 1,000-plus Sanford employees and its vertical infrastructure. In just four days the distribution center was relocated, the head office moved to temporary facilities and customer orders were being shipped.

“I had absolutely no doubt that Static Control would bounce back quickly after this natural disaster. Static Control’s a huge operation that can take care of everything the business needs itself, with its own people, with its own priorities and able to do it 24/7 -- all with one aim in mind, which is to serve the customer better than anyone else. That really impresses me,” said Bonacum. “We are extremely pleased Bryan has chosen to join us, even more so at this particular time while we are launching 60 new products a month and are growing so quickly in all operations around the world, said Bill Swartz, President of Static Control. “We always need more good people and Bryan’s reputation goes before him. He was top of the list.”

MBP will bring Ninestar Compatibles to Europe and Northern Africa

Static Control Names Bryan Bonacum New Vice President of Sales for North America


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Micro Solutions Enterprises (MSE) announced their participation in government programs designed to provide work for those most in need. Recently MSE was recognized for its support and participation in a government program called GAIN (Greater Avenue for Independence) under the American Recovery and Reinvestment Act. The program focuses on creating jobs for individuals who have difficulty finding work and who are in need of a new start in life. This program not only provides great opportunities to hard working people who are looking for a better life but it also helps the taxpayer, by reducing welfare, food stamps cost, and other government paid benefits. MSE has hired more than 35 percent of those whose term on this temporary program ended to permanent positions. Yoel Wazana, president of MSE says of MSE’s participation in this program “It is extremely gratifying to be able to provide a brighter future to hard working people who are in need of a

fair chance at a better life. We started MSE from very humble beginnings, and we appreciate the opportunities we have been given to get where we are today. Sometimes all it takes is someone to believe in you to succeed and we see this program as a great way to give back.” There are countless stories about the significant moral benefits of assisting people to change their lives. Stories included an individual who was on welfare for 13 years and struggled to raise her child and another mother who could not keep her son. Both are now employed and able to care for their kids. Other participants came from abusive households, financial crises, shelters and fractured homes to be given a second chance in life when many others turned a cold shoulder. In total and inclusive of the GAIN program, MSE created more than 160 jobs since the beginning of 2009.

For more information, please visit: www.mse.com

We proud to announce Sinobase Group invested in a new factory, Zhauhai Donyue Digital Technology Ltd. in the Printer Consumable capital of the world, Zhuhai, China. Zhuhai Donyu is specializes manufacturing remanufactured cartridge and Shenzhen Donyu is specializes manufacturing compatible new cartridges and components to meet the increasing worldwide demand for the digital printing after market. With the manufacturing space of 12,000 sqm plant, advanced machineries and equipments, the production capacity enable to reach 150,000 – 20,000 units per month to be able to serve our expanding North America and Western Europe customers base. Zhuhai Donye has their own in- house Quality Control Team. The Quality Control Team implemented Incoming Quality Control (IQC) on all materials and components and Post-Testing are conducted 100% on all cartridges where Acceptable Quality Level (AQL) sampling plans have been predetermined to ensure the quality are at the highest standard. Sinobase Group has won the trust of clients for over the past 10 years which makes us stand out among the competitors. We would like to thank you our employees, partners and customers for your continued support and loyalty. Sinobase Group commits to keep our core for our valuable customers in the future.

About Sinobase Group

Sinobase is a Hong Kong-based company with a state-of-art STMC certificated factory located in China to serve the clients worldwide. We will serve as a single source for remanufactured and compatible toner cartridges.

For any inquiries, please visit their website: www.inklaser.com

MSE Supports Government Program to Employ Those Most in Need

Sinobase Group Invests in a New Factory


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NEW PRODUCTS EXPRESS


Katun® Corporation Introduces Katun® Performance™ Toner for use in Canon & RicohKatun® Corporation Introduces Katun® Performance™ Toner

for use in Canon iR 5050/5055/5065/5075-series Digital

Copier/Printers

The introduction of this K a t u n ® Pe r f o r m a n c e ™ toner represents the latest add i t ion to a deep and rapidly growing line of high-quality monochrome and color toners for use in Canon machines. Katun Corpora t ion , one of the world’s leading alternative suppliers to the office equipment industry, is pleased to introduce Katun® Performance™ toner for

use in Canon iR 5050/5055/5065/5075 applications. This toner provides a reliable alternative for Canon dealers looking to boost the profitability of their iR 5050/5055/5065/5075-series machines. “Dealers using this Katun® Performance™ toner can increase their profits now and well into the future,” says Joseph C. Wagner, Katun’s vice president of marketing. “These machines were first introduced in early 2006, and are expected to last for several more years in the field. Customers can increase their bottom-line profitability immediately by switching a portion of their machines in this series to Katun® Performance™ toner.” This Katun® Performance™ toner has been developed and rigorously tested to match OEM toner performance across all essential performance categories – including overall print quality (image density, gray-scale reproduction, background levels), print/copy yields, and toner adhesion/fusing performance. In addition, this toner has been tested and approved for forward and reverse compatibility with OEM toner. Katun® toner can be installed before or after OEM toner, with no degradation in copy quality. This Katun® Performance™ toner may be ordered via the Katun Online Catalog – Katun’s one-stop Internet resource that allows registered customers to locate and order thousands of Katun® products while accessing real-time information about their orders and accounts.

Katun® Corporation Introduces Katun® Performance™

Monochrome Toner for use in Ricoh Aficio 1022/3025/

MP2510/MP3350-series Digital Copier/Printers

The introduction of this Katun® Performance™ toner represents

the reentry of Katun® toner into the market for a wide range of Ricoh models. K a tun Cor por a t i on , one of the world’s leading alternative suppliers to the office equipment industry, is proud to introduce Katun® Performance™ monochrome toner for use in Ricoh Aficio 1022/3025/MP2510/MP3350-series digital copier/printers. This toner provides a reliable alternative for Ricoh dealers seeking to boost profitability of their Aficio 1022-series, Aficio 2022-series, Aficio 3025-series, MP 2510-series, MP-3010 series and MP 3350-series machines. “This Katun® Performance™ toner has been developed and rigorously tested to provide OEM-equivalent toner performance across all essential performance categories – including overall print quality, image density, gray-scale reproduction, background levels, print/copy yields, and toner adhesion/fusing performance,” says Bob Moore, vice president of product development. “Not only do you benefit from cost savings and increased profitability, you can do so without sacrificing print performance – for you or your end-user customers. And while this toner utilizes a patented Katun-exclusive cartridge design, it installs just like the OEM cartridge.”This high-quality monochrome toner has been rigorously tested by the Katun laboratory under extreme usage and environmental conditions. These test results prove that the Katun® Performance™ toner provides OEM-equivalent performance. In addition, this toner has been tested and approved for forward and reverse compatibility with OEM toner, therefore this Katun® Performance™ toner can be installed before or after OEM toner, with no degradation in copy quality. As with all Katun® Performance™ products, this monochrome toner may be ordered via the Katun Online Catalog – Katun’s one-stop Internet resource that allows registered customers to locate and order thousands of Katun products while accessing real-time information about their orders and accounts.

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


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Future Graphics Releases Matched System for HP P1102/P1606Future Graphics announced the release of a co-developed MK Imaging toner and OPC for the HP P1102/P1606 engine. The entry-level HP P1102 and HP P1606 printers are replacements for the popular P1005/P1505 family and feature what HP calls “Plug and print” technology. The 19 ppm P1102 uses the 1,600-page yield CE285A cartridge (4.2¢ cpp) while the 26 ppm P1606 uses the 2,100-page yield CE278A cartridge (3.7¢ cpp). The specially formulated MK Imaging toner and OPC have undergone extensive testing at the FG R&D facility and

consistently demonstrate excellent fusing, outstanding yield and density and a clean background. Also available are a wiper blade and compatible replacement chip (designated chips for each respective cartridge) that were qualified to provide outstanding performance when used with MK Imaging product. The MK Imaging toner and OPC is the same formula for both cartridges, although the bottled gram fill for the 78A version is higher to accommodate the higher yield cartridge.

The superior quality MK Imaging matched system for the P1102/P1606 is in stock now and ships from convenient locations around the globe.For more information, please Visit: www.fgimaging.com

West Point Products Releases Premium Replacement Color Toner Cartridges for the Brother TN210 SeriesWest Point Products, a leading provider of premium replacement imaging supplies and related products and services based in Washington, PA, has released a premium replacement color toner cartridges for the Brother TN210BK, TN210C, TN210M, and TN210Y. This is the second set of premium replacement color toner cartridges for Brother Printers released by West Point Products, and is part of a growing lineup of non-HP color toner cartridges being offered by the company. “While color toner is widely recognized as a significant growth opportunity for our customers, the attention in our industry tends to be solely focused on HP,” said Tom Day, CEO, “At West Point Products, we recognize that while HP remains the market leader and will continue to be a focus for us, there is also significant opportunity with other OEMs who focus on color, like Brother. In that spirit, we are pleased to make the Brother TN210 series available to our customers.” West Point Products’ premium replacement TN210 cartridges are intended for use in the Brother HL-3040CN, HL-3070CW, MFC-9010CN, MFC-9020CN, and MFC-9320CW series of printers and MFPs. These cartridges are manufactured in North American ISO 9001 certified facilities, and are tested in accordance with STMC standards. All of West Point Products’ imaging supplies are designed, engineered, and manufactured to

meet or exceed OEM performance. The replacement Brother TN210BK, TN210C, TN210M, and TN210Y color toner cartridges are immediately available to West Point Products’ resellers in the company’s premium packaging.

About West Point Products

West Point Products has been a leading manufacturer of premium replacement imaging supplies since 1972, having built its business by adhering to its self-prescribed 5 Pillars of Success: Quality, Service, Selection, Integrity, and People. In support of this commitment to its customers, West Point Products has become one of only a handful of companies in the imaging industry to hold both ISO 9001 and STMC certifications. The company continues to lead with innovative products and service offerings, including Axess™ MPS, a suite of MPS products and services, and AgriTone™ Premium Replacement Cartridges, remanufactured cartridges with high levels of Bio-content. Locations include Valley Grove, WV,Jacksonville, FL, Plano, TX, Denver, CO, Calexico, CA, Gananoque, ON, Calgary, AB, and the company’s headquarters in Washington, PA.


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ILG Releases Color Cartridges for HP CP3525/CM3530 Printers

UTec Debuts Compatible Wide-Format Inkjet Cartridges for Roland RS-640 and Canon PFI-102

International Laser Group (ILG) released the HP OEM alternative color cartridge series: CE250A (Blk), CE251A (Cyan), CE252A (Yellow) and CE253A (Magenta). These cartridges are designed for use in HP CP3525/CM3530 Multi-Function Printer Series. The CP3525/CM3525 printers offer professional quality color output with printing and copying speeds of up to 31 pages per minute. The HP compatible color series are also available in Jumbo Color including: CE250X with a 10,500 page yield; CE251X; CE252X; and CE253X (with 8,750 page yields.) ILG’s exclusively registered Jumbo Color line provides print yields of 25 percent increase over the OEM standard yields. ILG’s Jumbo Color provides the best value solution to the high priced OEM color cartridges. In addition, Jumbo Color offers MPS dealers the lowest cost per print solutions in supplies and maintenance. ILG’s premium quality alternative color toner cartridges are guaranteed in quality and come with a 2-year warranty. ILG has further incorporated the use of the Smart Color System to its color cartridge manufacturing. The system’s advance color technology provides optimum print quality and vivid color output matching OEM. The technologies utilize two proprietary

systems: The TCB Technology with Turbo Cleaning Blade, a sy s tem d e s i g n e d t o eliminate the toner b u i l d - u p , a n d the Leak Guard System, a non-split cartridge system with leak proof gasket seal. Both new technologies were added to ILG’s color line, resulting in a clean streak-proof print that matches OEM in quality and consistency. Joe Shulman, senior V.P. of client solutions commented, “We specialize in HP Color OEM alternative products and we place heavy emphasis on customer satisfaction. ILG has set a higher standard for the entire OEM alternative industry, and we are proud to be in the leading color technology company. The implementation of the Smart Color system has positioned ILG as the ultimate and the best in HP ‘Mirror-Image’ color cartridge manufacturer in the world.”Contact International Laser Group Visit: www.ilglaser.com

Compatible Wide-Format Inkjet Cartridges for Roland RS-640 and Canon PFI-102 Integrated wide-format solution provider UTec announced the launch of compatible eco-solvent cartridges for Roland RS-640 and compatible cartridges for Canon PFI-102 during Fespa Digital 2011 in Hamburg,

Germany. Designed with a plug-and-play concept and equipped with full functionality chips, the compatible cartridges offer an ease-of-use and cost-effective option for users. UTec’s motto for the show, “As important as Being in Color is Staying in Color,” reflects its commitment to providing innovative, high-quality and cost-effective wide-format inkjet products which meet or exceed customers’ expectations. Other than these two newly debuted cartridges, UTec will also showcase a wide range of cartridges and bulk ink solutions for use in popular HP, Epson, Canon, Mimaki and Roland wide format inkjet printers.

About UTec

Located in Macau adjacent to Zhuhai, the capital of China’s printer consumable industry, Union Technology International (MCO) Co., Ltd (“UTec”) is one of the world’s best-known suppliers of top quality aftermarket printer consumables, serving customers in over 120 countries worldwide. UTec is renowned for its one-stop product offerings, strong technological capabilities, good quality and outstanding customer service.

For more information please check out the website at wideformat.union-tec.com

Union Technology International (MCO) Co., Ltd. (UTec) is pleased to offer a wide range of wide format cartridges and bulk ink solutions during Fespa Digital 2011 – the leading exhibition for wide format media, screen, textile and digital printing industries. To meet their customers’ expectation for cost-effective wide format solutions, UTec proudly unveils compatible eco-solvent cartridge for Roland RS-640 and compatible cartridge for Canon PFI-102 with plug-and-play design and full functionality chips.


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In April 2011, SUNKING has made great breakthrough, the first one developed and released: Used OEM Chip Resetter, it’s universal for most models, can be used for: SamsungMLT-D104/MLT-D105/MLT-D108/MLT-D109/MLT-D209/CLP407/CLP-409/CLP508/CLP609, XEROX 3210/3220, 3140, 3155/3160, DELL 1130/1133/1135, DELL1230, Founder A1024, Toshiba 220S/221S ETC! Reset used OEM chips: no worry the firmware upgrade problem, using like new OEM chip, avoid intellectual property disputes, lower cost, and support environmental regeneration, circulation

utilization, easy to operate, easy to carry!For more information, please visit the website: www.sunkingtech.com

Sunking Technology INC Releases Used OEM Chip Resetter for Samsung / XEROX / DELL / Toshiba

UNINET X GENERATION BLACK TONER & COMPONENTS FOR USE IN SAMSUNG ML-1665, 1660Los Angeles, CA - UniNet introduces X Generation® black toners, drum, Smartchips™ and key components qualified for use in the Samsung ML-1665, 1660 monochrome series of printers. This ultra compact monochrome printer is sold worldwide as a home and small office printer, but has some impressive features. Rated at 17 ppm (letter), it prints in 1200 x 600 dpi resolution with a maximum 5,000 page/month duty cycle. It also features the ability to do a print screen from your computer with a simple push of a button on the printer. This printer is priced in the market at approximately USD $79.99, and this is a very profitable engine for remanufacturers.

U N I N E T A B S O L U T E B L A C K T O N E R & COMPONENTS FOR USE IN KYOCERA ECOSYS FS1320Los Angeles, CA - UniNet proudly announces the launch of Absolute Black® toners and compatible cartridge qualified for use in the Kyocera Ecosys FS1320 monochrome engine. his business class printer is the typical Kyocera monochrome printer, offering a low cost of ownership in a dependable, fast (37 ppm), and economical machine. It offers duplexing as a standard feature, and a high 50,000 page/month duty cycle. The only consumable required is the toner. The Kyocera Ecosys FS 1320

uses the TK-170/172/174 cartridge which is rated at 7,200 pages.

U N I N E T N O M I N AT E D F O R T H R E E 2 0 1 1 READERS CHOICE AWARDSLos Angeles, CA - UniNet is the proud recipient of three 2011 Readers Choice Award nominations in the categories of Quality Leader: Supplies, Best Customer Service, and Best Website. UniNet is delighted to be recognized by the industry for its global achievements and contributions within the remanufacturing community. UniNet cordially encourages readers to vote their support which is greatly appreciated. The 2011 Readers Choice Awards voting period will be open from May 1st thru June 30th.

For more information about UniNet products and services please visit www.uninetimaging.com

UNINET • PRESS RELEASE • EFFECTIVE: JUNE 2011


RECHARGEasiaFEATURE ARTICLE / 专题文章





六月，

我们把“生物碳粉”作为本期的主题，因为“生物碳粉”绝对可以算是

当前影像耗材行业炙手可热的话题之一。从刚刚结束的北京国际办公耗材与

数码影像的亚洲影像研讨会的相关主题上也可看出，2 天 13 个主题演讲议

题当中，仅仅生物碳粉就占了 4 个，足见其受关注的程度。而研讨会主兼主

持人、资深耗材领域研究专家 Art Diamond 先生更是在会议当中提出：未

来生物碳粉将很有可能成为后市场企业在市场竞争中超越 OEM 制造的关键

之一。

生物制造墨粉的问世，解决了传统物理制造和化学制造墨粉技术对单一

原材料的依赖，减少了石油的消耗以及碳元素的过度排放，符合了当今绿色

环保的生产和经济发展理念，OEM 制造企业里如富士施乐，理光都先后进

行过一系列的“生物碳粉”的研发和应用尝试，也推出过部分产品。而多家后市场企业在“生物碳粉”领域

取得的成绩更是凸显了通用耗材在节能环保经济中，所具备的巨大优势。无论是捷足先登的 Soyprint 公司和

West point 公司，还是广受瞩目的 FG 公司的生物黑碳粉，甚至当前天威公司推出的生物碳粉都标志着后市场

企业在生物碳粉的研究与开拓上正不断的向前推进。而本期杂志，恰恰结合以上为您准备了丰富的内容，以飨

读者对于“生物碳粉”的了解需求。而下期杂志您还将能看到相关英文文章的中文部分内容。

当然围绕“生物碳粉”的争议和讨论远不止这些，“生物碳粉”真正的意义在于它开启了一个序幕，一个

影像耗材产品的生物取材时代。有了生物碳粉，未来也许会有生物墨水，生物成像卡盒和组件等等。也许到那

时，通用耗材的概念将会被重新定义。

而时间果然过的飞快，2011 年中东 - 东南亚办公耗材展览会的到来日益临近，本届展会当然也受到了影

像耗材领域更多的支持和关注，然而对于本届展会的时间和地点，还有些展商和观众会还是会有迷惑。事实上，

本届展览会将在 2011 年 9 月 14-16 日在印度尼西亚首都雅加达再次举办，而展会地点却将搬迁至雅加达国际

活动及会展中心（JITEC）举办。在此也要提醒广大与会人员提前准备，以免耽误您的行程安排。

执行编辑刘师同

Message from the Publisher




民族品牌耗材和国外品牌耗材共赢之道

Chinese National and Foreign Brands Path to Consumables Supplies Market

中国品牌耗材和国外品牌耗材共赢

市场。经历了近20多年的发展，中国

民族打印耗材早已经过了培育期，发展

期，向品牌化的成熟期迈进，最为有力

的证据：重专利为首的全球通用耗材行

业的领跑者—天威；以进入政采市场得

分第一的——格之格；以一种理念传承

再生耗材产业——北京莱盛，这些公司

的产品在市场中与原装耗材比肩较力，

得到了用户的认可，中国的民族耗材产

业在逐渐发展壮大。

一、中国的品牌耗材注重专利创新发展

中国的民族打印耗材经历了多次官

司后，深刻认识到，侵权产品不可做，

维权利益不可丢。在经营再生耗材事业

中关注知识产权，注重创新发展，使再

生耗材产业不断走向规范化。

1.专利产品增长13倍

在天威与爱普生进行了长达5年的

专利官司后，天威把精力放在专利的产

品的开发上，不仅保护了公司的利润，

而且为了促进行业的发展，开创了“天

威杯”比赛活动，推动了行业专利发

展。4年中，中国的耗材专利增长了13

倍，从十几件，到2010年底上升1400

件，占国内公开的耗材专利总量（含

OEM厂商）约30%，占公开的兼容耗材

行业专利总量近70%，居全球兼容耗材

行业首位。2011年初，国家知识产权局

表彰了天威控股有限公司董事长贺良梅

为此做出的贡献，向他颁发了“全国企

事业知识产权管理先进工作者”荣誉证

书，这是中国打印耗材行业内唯一的获

选者。

中国的耗材迅速发展给国外打印厂

商带来压力。2011年1月，日本精工爱

普生株式会社正式向中国国家知识产权

局专利委员会提出珠海天威2项专利无

效的请求，以此证明，中国的品牌耗材

并不比国外的逊色。

2.中国品牌耗材进入政采市场

2010年国家央采首次将打印机和耗

材进行了分包采购，给格之格为代表的

民族品牌耗材提供了进入央采和政采的

通道。在半年多的时间里，中国30多个

省市及国税、银行等大机构都相继采用

了天威、格之格、高宝、北京莱盛品牌

耗材产品，这是对中国民族品牌耗材的

最大认可和支持。

2010年仅天威一家在政府采购市场

利润达3亿元人民币。

以天威、格之格、高宝等为代表的

民族品牌耗材，始终坚持自主创新，以

满足用户需求为核心理念，通过严格质

量管理，以提供优质售后服务，得到了

市场认同。

二、民族品牌耗材坚持差异化竞争，对

消费者有利

“有竞争才会有发展”，一个封闭

的市场显然不符合消费者利益，而开放

的、差异化的竞争，才能促进产业有序

发展，对消费者有利。民族品牌耗材在

发展的道路上，始终坚持和国外品牌耗

材差异化竞争，并一道为中国用户提供

多样化的高品质打印服务。

格之格品牌首先倡导“节约40%”

理念，在市场路径和产品切入点上，与

国外品牌耗材有着明显的差异化，在产

品品质与国外品牌耗材站在同一高度的

状况下，其价格却只有国外品牌耗材的

一半左右，在“满足用户需求”下，站

在用户立场，始终为用户提供更加环

保、健康、安全、节约的产品，逐年提

高了市场占有率。

三、民族品牌耗材和国外品牌耗材联合

抵制不良行为

2010年底，中国质量报等国内一些

主流媒体刊发《揭秘废旧硒鼓墨盒重生

记工序简单的暴利生意》、《郑州街头

低价回收硒鼓墨盒揭秘翻新后当行货

卖》等文章，1月份，中央电视台更是

报道了《硒鼓黑芯》的制假贩假硒鼓，

从舆论监督的角度抨击假冒国外品牌耗

材。

这些“手工作坊式”公司，在利益

的驱动下，制假、造假，他们利用马路

回收游击队的旧成像卡盒进行翻新、灌

粉、贴上新的国外品牌标签，与国外品

牌耗材一同销售，消费者真假难辨。但

目前这些低质低价耗材还有市场，有的

采用无任何标识的中性包装，根本不具

备市场流通的资质，这种耗材产品严重

损害消费者的权利，阻碍了民族品牌耗

材的市场空间，危害了中国打印耗材市

场的有序发展。

杜绝手工作坊式生产、杜绝假冒国

外品牌耗材，不仅仅是国外品牌耗材厂

家，中国民族品牌耗材厂家共同努力打

击的对象，更是政府的义务。作为消费

者也要自觉地抵制“作坊加粉”“假冒

国外品牌耗材”、“中性包装硒鼓”、

“手工作坊产品”购买行为。没有需

求，自然也就没有市场了。

民族品牌耗材与国际品牌携手共

创耗材市场，共同抵制市场的不良行

为，维护消费者的利益，就一定能构建

起和谐、规范、共赢的大道。庄子说：

“太和万物”，孔子说：“君子和而不

同”，我们相信大家目标一致，就会走

到一起，共同建设健康、有序的办公设

备耗材市场。

Note:If you have any quest ion about the remanufacturing technology or if you have other puzzles you need to solve, you may contact Recharge A s i a M a g a z i n e f o r m o r e help. We also welcome you to share your experience and remanufacturing 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: [email protected]







记者从中国电子标准化研究所等部门了解到，由各部

门联合起草《信息技术激光打印机用鼓粉盒组件通用规范》

已完成起草，成功进入申报阶段。相关人士透露，一旦《规

范》得以通过，类似东芝200S这样的打印机产品，将无法在

中国境内销售。

厂家安装芯片不能阻止耗材再生

专家：涉嫌侵犯消费者知情权和选择权

现任中国计算机行业协会耗材专委会专职秘书长龚滨

良，曾是披露爱普生“残墨门”事件的关键人物。他认为，

加粉是打印机用户采取的最合理、最节能的环保做法。他指

出，厂家采取计数芯片等技术手段，表面上看是提高技术门

槛，实际上目的都是为了垄断耗材市场。

龚滨良认为，厂家可以安装芯片，但是，无论采取什么

样的技术手段，都不能阻止打印机耗材的兼容和再生。填充

碳粉后就不能正常工作，还非得使用原装成像卡盒。厂家此

举，涉嫌侵犯消费者的知情权和选择权。

龚滨良说，如人为设置“耗材陷阱”，则违反《消费者

权益保护法》、《循环经济促进法》相关规定。

“我们要敢于对厂家人为设置的一次性消费说不！”龚

滨良强调。

约束：行业规范已起草有望终结耗材陷阱

实际上，去年7月1日开始施行的《环境标志产品技术要

求鼓粉盒》中明确规定，产品设计时，所采用的部件、结构

和功能，不得妨碍产品再使用。所谓的再使用，就是指鼓粉

盒中的元器件零部件，继续使用或经过清理维修后继续用于

原来用途的行为。

不过，该标准主要适用于中国环境标志产品认证，属于

环境保护行业强制标准。

记者从中国计算机行业协会耗材专委会了解到，早在

2005年，“再生激光鼓粉盒组件技术”已列入《国家鼓励发

展的资源节约综合利用和环境保护技术》目录之中。

为此，全国信息技术标准化技术委员会要求，由中国电

子标准化研究所等部门联合起草《信息技术激光打印机用鼓

粉盒组件通用规范》。

中国电子标准化研究所高级工程师高健透露，《规范》

目前已完成起草，成功进入申报阶段。

据高健介绍，《规范》作出明确规定，再生鼓粉盒是指

使用后的鼓粉盒，经清洗修理或更换部件、再组装、填充等

使其恢复原有功能并能够用于打印的产品。此外，厂家不应

使用以阻止拆卸和再使用为目的的IC芯片。目前，《规范》

准备交相关专家审议。

相关人士透露，一旦《规范》得以通过，类似东芝200S

这样的打印机产品，很可能因为阻止顾客加粉，将无法在中

国境内销售。近日, 面对质疑，东芝厂家依旧没有作出任何回

复。

链接：爱普生“残墨门”曾引发诉讼

据媒体报道，2001年7月，受国家喷墨盒标准起草专家

组成员委托，信息产业部电子第52所对爱普生、佳能、惠普

等喷墨打印机墨盒进行测试，结果显示不带智能芯片的爱普

生580彩墨盒余量达79％。

当时，两只墨盒的价格就相当于一台打印机的价格。为

此，使用爱普生580系列打印机的用户也不得不面临这么一个

尴尬——被逼之下更换新墨盒。

当时作为国家喷墨盒标准起草专家组成员龚滨良建议政

府主管部门应及时介入，责令爱普生公司召回有缺陷的喷墨

盒，在修改设计以前停止在中国的销售。

同年9月，在包括龚滨良在内专家组的努力下，一份行业

标准——《喷墨打印机用零配件墨盒通用规范》草稿被制订。

2006年4月，美国爱普生就“余墨残留”事件与美国消

费者代表和解，结束了几年的马拉松式诉讼。爱普生将和美

国消费者选择“优惠券”的形式，即美国爱普生喷墨打印机

的消费者，在购买相关产品时可使用一定金额的代用券。

2007年1月24日消息，广州消费者田原针对爱普生打印

机存在残墨量过多的设计缺陷问题，于1月15日向广州市中级

人民法院正式提起诉讼，结果未公布。

规范行业秩序，耗材行业规范即将起草Regulating Industry Trade Results in Drafting Supplies Industry Standards





RECHARGEasiaSHOW TIME / 展会热点


4月29日北京国际办公设备耗材与

数码影像展在国家会议中心圆满落下帷

幕，第一届北京AIF展会吸引了近百家

企业参展，全球2000余名影像耗材行

业人士前来参观。对于第一次在北京举

办耗材行业展览会来说，展会可能没有

达到多数展商预期的效果，但能够有这

么多的专业观众和展商的参与，我给本

次展会打60分。展会期间，我和大多数

展商都沟通过有关展会的问题和市场状

况，大家在抱怨展会时间过于接近和展

会过于频繁外，都在关注行业的下一步

走向。在通胀高企的今天，原材料和成

品价格见底，耗材行业还有多少空间可

以维持企业的高速运转并平稳前行，这

是个难题，更是困扰整个产业发展的命

题。这个难题始终都在，只是现在已经

迫在眉睫。中国耗材走向价值链的高端

将是大势所趋，这个业界共知，关键是

如何实现？

我查阅过很过关于IT和办公设备方

面资料，大致归纳为以下几个方面：

一、从市场层面来讲，产品定位

决定了产品所要面对的客户群体与竞争

对手，无论是行业领先者或后来者，产

品质量是市场准入的必要条件，产品质

量是市场定位的基础和准绳，产品质量

必须高于市场定位，这样产品才具备在

某个市场占有一定份额的可能。明智的

决策者一定要掌握市场份额和市场定位

的关系，无论企业或产品在市场居于何

种地位，都要注意占有率的问题，市场

是共享的，一家独大和利润独享是每个

企业都想要的市场格局，但至少在当前

的竞争环境中不太容易实现，尤其是刮

刀，鼓芯、充电辊和磁辊这几种产品，

无论企业在整个行业的地位是处于领跑

者、追随者还是后来者，都需要有明确

的位置感，任何花哨的市场动作不仅要

受诸多因素的制约，更容易招致同行的

紧逼与非议，到头来大家都得不偿失。

二、从销售层面来讲，耗材行业

价格就是王道的思维误导了很多人，市

场认同“便宜”才是进入市场的必要条

件。这些固定的思维影响了大部分人，

更局限了行业的视野，错误的认为销售

就是价格，忽略了许多原本属于销售本

身的技巧、手段和模式，更混淆了销售

拓展和销售维护的界限，成就了一个又

一个价格屠夫的美名，到现在，还有多

少空间可以下调呢，恐怕大家都比我清

楚。站在销售层面，一类客户尽心维护

市场规则，开发市场并坚定销售企业产

品的客户，即是我们所说的核心客户和

优质客户，是企业市场拓展的基石，这

类群体统称销售拓展范畴，因为客户认

同是企业核心竞争力，而不是一时的销

售需求。另一类客户为是有客户需求，

有销售企业产品的愿望，看中的是利用

企业来提高利润和维护客户，这类群体

为销售维护范畴，认同是企业所带来的

利益，是企业发展不同阶段的合作伙伴

而已。造成销售层面客户范畴部分的

原因大致是两种：1、企业本身急功近

利；2、销售系统本身能力缺乏。

三、从品牌层面来讲，行业本身

发展超出了业内多数专家的预测，行业

文化缺乏基础，品牌价值更是无从谈

起，形成了具有中国特色的耗材品牌

群落，从喷墨耗材开始，2004年，国

内带“天”字品牌70多个，带“彩”

字的100多个，高峰时深圳一家墨盒工

厂代工国内150多个品牌。可见当时神

州大地一片红，到现在能留下的不超过

10%。这一幕近几年又在国内上演，这

次换成了激光耗材，到现在，我们还未

统计国内具体有多少个自主品牌，但肯

定不少于200个，这不得不归功于国内

的产业环境和市场环境，更多的应归功

于我们的业界同仁，大家都是在销售产

品，而不是品牌，即使销售的是品牌产

品，也仅仅是稍高的产品售价而已。品

牌价值根本提都甭提，也许我们的行业

应该深刻反省一下，品牌价值到底是什

么？

我们来看看耗材行业领军企业的

品牌价值：KATUN，世界复印机耗材

行业的领先者，产品多数采用各大工厂

OEM加工形式获取，售价高于原OEM

工厂加工的产品，但依然有很多的客

户选择，为什么？原因在KATUN表现

优于OEM加工商，这才是品牌价值的

核心。SCC，世界打印机耗材行业的

领先者，产品以研发和性能稳定，为

“337”不断袭扰下的世界再生行业提

供了进入欧美市场的安全钥匙。进军海

外，首选SCC，这也是品牌价值，为什

么，原因在于SCC所有产品都具备自主

知识产权。

品牌并不像国内某耗材工厂所说的

那样，我们在国内第×，国内谁不知道

我们，等等诸如此类的论述，持有这类

论调的绝不是小部分人，由此可见，耗

材行业在对品牌的认识处于何种高度和

深度。从中看出这些人在异军突起后的

各种自满心态。有句俗话说：马长肥了

好赶路，猪长肥了好动刀。我们都看到

原厂在磨刀嘛！

今天的优势会被明天的趋势所取

代，市场竞争只是一时的此消彼长，唯

有行业认可的品牌与品牌价值，才是企

业未来发展所系，才能为企业脱颖而出

提供必要条件！

凭什么脱颖而出——北京国际办公设备耗材与数码影像展跟踪报道





2011 RechargExpo Moves to New Exhibition Hall

2011年中东-东南亚国际办公影像耗材展更换新展馆

2011年中东-东南亚国际办公影像

耗材展将于2011年9月14-16日继续在

印度尼西亚首都雅加达举办。此次展会

是在2010年成功举办的基础上，根据

广大参展商和行业同仁的热烈要求而再

次推出的。自从2007年，亚洲再生业

正式专注并进驻东南亚市场，并成功在

新加坡等地举办中东-东南亚国际办公

耗材展览会（RechargExpo Southeast

Asia）以及亚洲影像论坛（AIF）以

来，中东-东南亚国际办公影像耗材展

在行业内引起了巨大的凡响。特别是

2010年在印度尼西亚首都雅加达成功

举办的展会，不仅使得更多的耗材行业

企业意识到印度尼西亚以及东南亚耗材

市场潜力的巨大，更使得耗材企业深入

开发新兴市场寻找全新的市场商机的热

情，达到了新的高潮。

全新的展馆体验！

为了更好的适应展会扩展的需要，

符合影像耗材行业的展示习惯，为广大

参展企业提供更为优质的服务和硬件设

施，2011年中东-东南亚国际办公耗材

展览会地址变更为在雅加达国际活动及

会展中心（JITEC）举办。

在过去的几年里，雅加达国际活

动及会议中心（JITEC）已成为最负盛

名的会议在雅加达国际知名会展活动中

心之一。它的空间设计和多种设施可以

适应多种不同风格的活动对于环境和氛

围的要求。 JITEC拥有最好的设备和设

施，并在其多功能厅进行全球最流行的

装潢创新。雅加达国际活动及会展中心

（JITEC）专注于满足多功能会议及展

览中心，晚餐剧院，公司职能，及大型

文化活动的需要。

与之前的展馆相比，雅加达国际活

动及会展中心（JITEC）的展示空间更

加合理，展览范围也更加开阔，同时，

雅加达国际活动及会展中心（JITEC）

位于雅加达经济繁荣的市区中心地带，

交通更为便利，人流更加密集，势必将

为展会提供可靠的观众保障。

随着2011年中东-东南亚国际办公

影像耗材展的全球推广活动的展开，展

会必将成为2011年全球影像耗材行业

的又一关注亮点。而国内企业参加雅加

达展会不但能体验到商机无限的市场开

拓之旅还能享受充满东南亚异域特色的

印尼风光，而印度尼西亚政府提供的落

地签证将无疑大大减少您繁琐手续的困

难。而且中国影像耗材企业参加2011年

中东-东南亚国际办公影像耗材展还能

享受到政府补贴的优惠。




日前，参照国际通行做法，依据《中华人民共和国中小

企业促进法》和《中华人民共和国对外贸易法》规定，由国

务院批准设立了中小企业国际市场开拓资金。中小企业国际

市场开拓资金用于支持中小企业参加境外展会、认证、国际

市场宣传推介、开拓新兴国际市场等活动。

该项政策是一项针对中小企业发展的促进政策，按照

“公开透明、定向使用、科学管理、加强监督”的原则，有

力的支持了中国中小企业开拓国际市场，参与国际竞争，降

低经营风险。

即将于2011年9月举办的中东-东南亚办公耗材展览会

（印尼雅加达）属于境外展会，参展的中国企业也可以享受

中国政府提供的这一资金补贴。

参展企业在确认参加此展后，及时向当地外经贸部和地

方外经贸主管部门提前提出申请，财政部和地方财政主管部

门负责审核企业“市场开拓资金”预算，在审核通过后负责

资金拨付，并对资金的使用进行监督。

申请方式：

中国打印机、复印机耗材企业，可按照本实施细则所附

的支持内容，向中小企业办公室或地方外经贸部门提出项目

资金计划申请。具体申请时间以各地方中小企业办公室或地

方外经贸部门实际规定为准，但均须在本项目发生前，提前

提出申请。

申请流程：

1．企业登陆中小企业国际市场开拓资金网站

http://smeimdf.mofcom.gov.cn

2．进行相关注册

3．填写相应基本资料，并申报

参展企业在提出项目资金计划申请时，应提交本单位基

本情况、申请报告、申请项目基本情况（相关网站下载），

并附相关资料。

4．等待审批和拨付

资金拨付

１．市场开拓资金采取事后拨付的

原则，即在项目完成后一个月内，参展

单位向中小企业办公室或地方外经贸部

门提出项目资金拨付申请。

２．申请拨付项目资金时，应提交

以下材料：

①．中小企业国际市场开拓资金

项目资金拨付申请表

（详见网站相关申请附

件）；

②．国际市场开拓

活动的项目总结报告，

主要内容包括：费用支

出情况，取得的主要成

绩及存在的问题等；

③．实际发生费用的合法凭证（复印件）。

备注：

一、项目说明

1．以新加坡为中心的东南亚、印度、中东、澳大利亚地

区的2009中东—东南亚影像耗材展览会，符合中国关于中小

企业海外参展的区域范围，可以申请参展费用补贴。东南亚是

新经济体，在全球经济受金融危机冲击较大的情况，企业选择

去新加坡参展将是非常明智的选择。

２．支持内容及标准：支持内容企业类别支持标准(元) 最高限额(元) 展位费中、西部和东北老工业基地中小企业 20000 40000 其他地区中小企业 15000 35000

① 展位费支持标准按每个企业申请一个标准展位（9

平方米，下同）计算，每增加一个标准展位支持金额增加

10000元，最高不超过3个展位。

② 如展位费实际支出金额超过 10000元但低于上述标准

的，按实际支出金额支持；市场开拓资金支持比例原则上不

超过支持项目所需金额的50％。

３．对项目计划的审核结果，将通过中小企业网站进行

公示，各参展单位可以网上查询，对于公示结果有疑问，可

向所在地的管理机构进行咨询。企业项目申请，每个项目给

予支持的资金最高不超过30万元人民币；对团体项目申请，

每个项目给予支持的资金最高不超过300万元人民币。

４．本项目资金优先支持新经济体国家和地区的项目计划。

当前形势下，积极占领国际新兴市场，是企业摆脱欧美

地区金融危机所带来的困境的绝佳机会，获得政府财政支持

无疑对相关企业和行业来说是个极佳的机会。

关于开拓新兴国际市场、出国参展补贴等事宜等，请联系：

RechargeAsia Magazine Beijing Office：

电话：010-5885-8750

传真：010-5885-8747

宁波对外经贸局电话：0574-87178050

珠海对外经贸局电话：0756-2159875

厦门地区企业,请访问页面: http://smeimdf.mofcom.gov.cn/files/

html/2008/07/21/31233877.html

参加RechargExpo Southeast Asia 2011享受出国参展政府补贴

关于参加印度尼西亚办公耗材展政府资金补贴办法以及申请流程

亚洲再生业消息：参展RechargExpo Southeast Asia 2011，最高可获得3.5万元的政府补贴。

Participate in RechargExpo Southeast Asia 2011 and Enjoy Government Subsidies





RECHARGEasia

86

MARKETING / 市场动态


办公打印设备是一个高端技术的行

业，国内目前没有一家生产打印机的厂

商，市场上主流的打印厂商数来数去就

那几家熟悉面孔。作为民族骄傲的奔图

打印机在破天荒的开了次发布会后，并

未有更新的大规模的突破。然而随着市

场竞争压力的逐渐增大，惠普、佳能和

爱普生等厂商同样也在为越趋同质化的

产品，不能有效的占领市场感到发愁。

微博发展以来，新浪作为国内最

早做微博的一家互联网，占据了极其大

的优势，而搜狐和腾讯虽然后发制人，

但仍然效果不大，新浪微博、博客都一

家独大，作为国内的互联网老大，新浪

一直在速度和优势上一直领先，得益于

较早和领先的趋势，使得新浪的发展一

直都处于领先地位。办公厂商也同样如

此，2007年，作为最早提出喷墨商用

的惠普，在技术上并没有跟进，以致于

爱普生C110作为第一款商用喷墨产品

出现出尽风头，而爱普生率先提出的学

生喷墨打印机在市场上的销售量急剧上

升，在当年获得平板打印机的销量第一

名。

天时、地利、人和与成功密不可

分，抢打出头鸟在国内虽说是一句至理

名言，但在商界却不胜用，谁不率先推

出技术和领先变革，谁就不能获得成

功。

联想光墨打印机先发制人

联想一直在市场上以激光产品为

主，此次发布的光墨打印机具备了喷

墨与激光的优点，联想先发制人的使

用了线性打印技术将打印速度提升至

60ppm，联想“光墨打印机”的出现创

造新的打印品类，颠覆现有市场格局，

开启商用打印的新时代。

联想始终保持着对消费者需求的高

度关注。通过一系列市场调研发现，当

下消费者需要的是高速/ 彩色/低成本的

打印机，而现有的喷墨打印技术和激光

打印技术已经出现发展瓶颈;各自劣势难

以突破，如何结合各自的优势，满足消

费者未来的需求，并实现绿色可持续发

展，成为打印技术突破的关键。

联想RJ600N光墨彩色打印机无疑

将成为彩色打印机发展史上具有里程

碑意义的产品。联想RJ600N光墨彩色

打印机面向中端办公用户，可以实现

60PPM的黑白彩色同速打印，可以说是

目前最快的桌面办公打印设备。最高打

印分辨率可以实现1600 x 1600 DPI，

为用户呈现最真实的打印色彩，领先的

打印技术及创新的供墨方式，使得联想

RJ600N光墨彩色打印机黑白单张打印

成本仅为¥0.1-0.15/页，彩色打印成

本仅为¥0.3-0.5/页，助力用户最大幅

度压缩成本。250密闭页纸盒+1页手动

进纸器，在保证大容量供纸的同时，更

有效防止纸张受潮，污染，从而减少

因外界原因导致的卡纸现象;125页出纸

托盘确保大数量打印作业流畅完成。

方便的USB接口以及标配网络连接，可

以方便实现打印机的空间共享。联想

RJ600N光墨彩色打印机正是万千彩打

用户追求的集高质高速低成本于一身的

理想彩色打印设备。

联想RJ600N光墨彩色打印机的优

势在于低成本高性能，这正是现代商务

文印的需求所在，联想RJ600N光墨彩

色打印机集出色性能与超低成本与一

身，无疑将带给用

户更快更多彩且更

实惠的打印体验。

更为重要的是，为

了确保打印质量，

联想RJ600N光墨

彩色打印机使用

Refill墨盒技术，通

过特殊的加墨单元

进行供墨，这将完

全改变现有的耗材营销模式，不仅使得

耗材更换更加方便，更实现了产品的低

碳环保。

云打印普及化

随着平板电脑的进一步发展，云打

印似乎越来越被苹果迷们津津乐道，从

惠普探班Apple女孩MV说起，已经将惠

普的云打印和苹果iPad和iPhone两大利

器结合，有话说，一个诱惑了夏娃，一

个砸醒了牛顿，一个现在握在乔布斯手

中，而这个在乔布斯手中的苹果又为惠

普所用，可谓是一次进步的阶梯。

“e打印易沟通”，是惠普在这次

发布会上提出来面向云打印时代的新愿

景。一直以来，打印代表的是一种沟

通方式，现在惠普云打印技术让沟通方

式变得更加多元化，而且更加容易和高

效。云打印时代，每一台惠普云打印机

将拥有独一无二的邮件地址，打印变得

像发邮件一样简单，用户只要能发邮

件，就可以进行打印。这使得人们无论

在哪里，都可以通过身边的移动设备，

轻松打印需要的文件或照片。

惠普IPG全球战略及营销高级副总裁Gai l Galuppo、陈楚生、惠普IPG全球副总裁钱越

全新的惠普云打印机还具备了时

下最风靡的APPS应用程序，使得打印

机可以直接与网络相连，用户可以迅速

地访问自己定制的个性内容，并且内容

的格式更加便于打印，不需要用电脑，

只需要触碰打印机的液晶屏，就能够直

接随意获取自己需要的信息。云打印时

代，打印机将成为全新的信息推荐平

台。目前，惠普在亚太和日本地区发布

了与合作伙伴开发的精彩应用程序。其

中包括：数独游戏、快速表单、梦工厂

动画程序、谷歌日历气象新闻和迪斯尼

（适用于韩国、日本和澳大利亚）。今

年晚些时候，商务客户还可体验到

2011年打印外设市场的几大亮点

2011 Highlights of Printing Peripherals Market


RECHARGEasia

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RECHARGEasia

88



2011年打印外设市场的几大亮点续

在线扫描、共享、管理和获取商业内容

的服务。针对中国市场，惠普也正在与

一些潜在合作伙伴开发更多精彩的中文

应用程序。

惠普云打印的好处在于能够将协议

及模式化的东西统一进行管理，云打印

将人的距离拉近，而惠普通过一个邮箱

既可以传递浪漫的爱情，传播喜庆的欢

乐，或者服务与企业办公的无线沟通，

将便利带入工作和生活，融于工作和生

活之中，能创造极大的乐趣。

爱普生T引擎改善利用

作为全球打印设备领导厂商，爱

普生(中国)有限公司新年伊始就亮剑商

务打印市场，推出其基于新一代T引擎

技术的业界首款黑白商务喷墨打印新

品——黑白喷墨打印机Epson K100及

黑白喷墨多功能一体机Epson K200。

这两款新品直指桌面型黑白激光打印

机，以“省成本、更绿色”的突出优

势，为中小企业用户黑白文档打印提供

了更好的桌面办公绿色打印解决方案新

选择。发布会上，爱普生(中国)方面表

示，黑白商务喷墨打印机的推出是专为

中国市场量身定制，旨在全面满足企业

用户办公打印需求的同时，引领“绿色

打印”新潮流。

黑白喷墨打印机Epson K100、黑白

喷墨多功能一体机Epson K200采用新一

代T引擎技术，不仅在成本、功能、速

度及品质方面全面超越桌面型黑白激光

打印机，可以充分满足中小企业对于黑

白文档打印的各种需求，同时还拥有超

越激光机的绿色环保、健康属性，为中

国广大中小企业用户提供了更好的桌面

办公黑白打印的全新解决方案。

Epson K100 黑白喷墨打印机 Epson K200 黑白喷墨多功能一体机

打印速度方面，Epson K100/K200

在快速省墨模式下的打印速度高达37

页/分钟，是同价位激光打印机的2-3

倍;普通模式也达27页/分钟，有效提高

工作效率。而且这两款产品都标配同价

位激光打印机所没有的全内置优化自动

双面打印单元，走纸通道更短，再结合

DURABrite Ultra颜料墨水快干特性，

打完一面即打另一面，双面打印速度更

快。

爱普生产品经理介绍产品

Epson K100/K200随机均标配两支

超大容量黑色墨盒T1371，两支共可打

印2000页，打印成本比激光机原装鼓粉

节省55%，充分降低耗材使用成本。采

用底部进纸设计，Epson K100黑白喷

墨打印机250张的纸盒容量增加了使用

便利性，减少了纸张更换频率。此外，

Epson K100/Epson K200相比同价位激

光机产品唯一标配有线网络功能，更加

符合现代办公需求，让办公打印方式更

灵活。

喷墨三大巨头，唯独爱普生在中国

市场的激光产品线中挫败下来，与其说

是挫败，不如说是花费更多的精力去研

制更高端的喷墨技术，而T引擎技术改

善了喷墨打印的走纸线路，明显的缩短

了距离，从而减少双面打印时间，而做

到这点还不够，爱普生虽说在中国停止

了激光产品的生产，但其强劲的喷墨技

术，迫使它在今年又惊人的推出黑白喷

墨打印设备，爱普生K100黑白喷墨打

印机和爱普生K200黑白喷墨一体机，

虽然采用双大容量墨盒，成本相当的便

宜，连连供墨盒都用不着了，但是对于

其较大的噪音速度，还有消费者对这款

黑白喷墨能否取代入门激光的态度，是

否能改善这两款产品的市场预期。

三星无线更易沟通

三星首款无线黑白激光打印机发

布，似乎预示着WIFI打印已经趋于主流

了，以往家用喷墨的WIFI功能和商喷的

WIFI打印功能不再是专利，虽然WIFI企

业办公打印的网络畅通性还在有待考

证，由于对于企业办公来说，文件打印

的时效性非常迅速，如果遇到网络堵塞

或者延迟的情况下，打印机就是出不了

文件，那会让用户更加着急，因为这款

三星无线打印机的市场价值还在进一步

考量中。

从外观来看，ML-1865W与三星此

前最受欢迎的灵动系列ML-1666非常接

近，都有着341*224*184mm的超精巧

机身尺寸。8.5秒的首页打印输出时间

和惊人的1200*1200dpi分辨率能满足

用户对速度和质量的双重需求。而与灵

动系列不同的就是，ML-1865的WIFI功

能。作为三星的首款WIFI打印机，ML-

1865W甚至拥有一键式WIFI设置，让

用户更为快速轻松地连接网络。只需选

择接入点(路由器)上的WPS(WIFI保护设

置)按键，再按动打印机上的WPS按钮

即可轻松完成连接，这再一次沿袭了三

星的“易用”传统，使得WIFI打印更易

为普通人所接受。而且，即使没有WIFI

环境，三星WIFI打印机也能够与拥有

WIFI功能的移动设备通过点对点的方式

直接连通使用。

在WIFI大环境得以蓬勃发展的今

天，三星又一次走在科技前沿，深刻洞

察消费者需求，发布了WIFI数码打印新

品。在平板电脑频繁出现在办公场合、

无线路由器走进家庭、人手一台笔记本

的今天，WIFI打印机所能带来的全新无

限体验，无疑将推动打印机市场进入一

个新纪元。


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2011年5月6日，中国政府采购标

准化建设业务研讨会在京隆重举行，财

政部副部长朱光耀、中共中央直属机关

采购中心负责人、各地方采购部门负责

人、中国政府采购报，以及有关专家学

者，参加了本次研讨会。奔图科技作为

中国智造的典型代表、中国第一台自主

核心技术打印机的缔造者，全程深入参

与了研讨会，奔图激光打印机在研讨会

现场引起了与会各界的高度关注。

信息安全政府采购青睐奔图

近年来，政府采购改革日渐深化，

标准化建设不断取得新的成果，我国政

府采购改革已经迈入了关键时期，政府

采购改革事业与国家经济、社会发展正

在向着它们之间的契合点加速融合，

政府采购已经被写入政府工作报告和

“十二五”规划纲要。本次政府采购标

准化建设研讨会围绕政府采购标准化建

设，与政府采购改革等问题展开，旨在

加速推进政府采购实践，让越来越多的

人关注政府采购事业。

作为中国第一台自主核心技术激光

打印机，奔图打印机自人民大会堂发布

以来，就备受各级政府关注，得到了政

府采购的大力支持，迅速入围了中共中

央直属机关，以及贵州、湖南、广东、

安徽、河北等众多省市的政府采购。作

为政府采购的受益者和政府采购标准化

建设的支持者，奔图科技董事长汪东颖

在研讨会上表示：“奔图科技全力支持

政府采购标准化建设。自成功研发出中

国第一台自主核心技术的激光打印机，

奔图科技就在历次政府采购中悉数入

围。奔图科技愿服务于政府机关和行业

用户，利用自主品牌产品的安全性优

势，在政府采购标准化建设的进程中，

为国家的信息安全贡献力量！”

奔图科技是一家自主创新型的民族

企业，面对打印机行业长达三十年被国

外厂商高度垄断的困境，奔图人扛起产

业报国的大旗，跨越了从专利技术到商

业模式的重重壁垒，于2010年12月，

研发并推出了我国第一台自主研发的激

光打印机。作为民族品牌，奔图激光打

印机在安全性、耐用性、节能环保等方

面优势显著，为政府采购提供了优质选

择，特别是在安全性方面，为我国的信

息安全增加了一道屏障。

研讨会现场，在奔图的会议展台

前，外形简洁流畅的奔图激光打印机，

吸引了众多参会领导驻足观看，参观者

在听取产品介绍时，对安全性突出、可

靠耐用、功能和性能俱佳的国产激光打

印机纷纷称赞不已，为中国民族品牌能

够取得如此重大的突破深感欣慰。

“中国打印元年”历史时刻大放异彩

在盛大研讨会答谢晚宴上，奔图开

启“中国打印元年”的仪式引起了全场

的强烈反响。

正如现场主持人的深情陈述：

“1045年，宋仁宗时期，毕发明了

活字印刷，真正拉开了世界印刷史的帷

幕。数百年后的上世纪60年代末期，日

本人发明了第一台针式打印机和第一台

激光打印机，1984年，世界上第一台

喷墨打印机诞生于HP，世界打印产业

在此后的30年里一直垄断于国外企业的

手中。直至，2010年12月6日，奔图打

印机在北京人民大会堂隆重发布，向全

国，乃至全球庄严宣告中国人第一次真

正拥有了自己的激光打印机。发源于中

国的印刷文明，正在以全新的形式在华

夏大地涅重生。”

在开启“中国打印元年”仪式上，

政府采购领导的代表——内蒙古政府采

购中心主任刘恒斌先生、黑龙江省财政

厅政府采购监管管理处主任赵谦先生，

与奔图科技的负责人——奔图科技董事

长汪东颖先生、奔图科技总经理刘洪先

生，分别在书写着“中国打印元年”字

样的巨幅书法长卷上，庄严的加盖了

“奔图元年”大印与自己的人名章，用

古老的中国印，为这样一个具有历史意

义的时刻留下了鉴证，也留下祝福！这

幅带着各级政府领导与各界友人真诚祝

福的书法长卷，已经被收藏进奔图科技

的企业展览馆。

如同江苏省财政厅政府采购管理处

处长吴小明女士所说，“支持民族品牌

打印机，我们义不容辞！我相信，‘中

国打印元年’的开启，一定会在中国打

印史，甚至也许是世界打印史上被铭

记！”

奔图激光打印机的上市，标志着中

国成为了全球第四个掌握了激光打印机

核心技术的国家，它结束了中国无自主

知识产权激光打印机的时代，使中国的

IT产业形成了完整的产业链，增强了国

家在IT产业领域的综合竞争力和可持续

发展能力，意义重大。而在中国制造业

由中国“制造”走向中国“智造”的过

程中，拥有自主核心技术的打印机，定

将为我国的办公自动化普及做出巨大贡

献。我们期待，不久的未来，打印机将

和电脑和家电一样，快速在中国乃至全

球市场普及。

此次奔图激光打印机在政府采购标

准化建设研讨会大放异彩，获得了与会

领导及嘉宾的高度关注与好评。作为中

国第一台自主核心技术的打印机，奔图

不仅开启了“中国打印元年”的历史篇

章，更将在中国信息安全建设中的发挥

重大作用。相信，奔图打印机的问世，

将对政府采购打印机类产品的信息安全

标准制定，产生积极而深远的影响。

开启中国打印新纪元，奔图进军政府采购

Opening a New Era of China Print, BenTu Plans to Enter Government Procurement


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A New Phase for the Digital Printing Market

对于印刷企业来说，向数码印刷发展是大势所趋。同

时，数码印刷技术的快速发展给印刷行业的各个领域带来了

巨大商机，数码印刷已成为最具发展潜力的一种印刷方式。

国际传统印刷发展趋势：彩色印刷增长迅猛，按年增

长40%的速率增长，北美增速为33%。彩色印刷价格不断下

滑。

国际数码印刷市场

2006年全球印刷市场6万多亿美元。主要在下列领域里

产生：出版物印刷、广告、商业、票据印刷，交易所（银行

帐单、文件）印刷，包装标签印刷。中国市场年增长率为

10.1%，高于北美增长率1.7%。全球传统印刷年增长率为

0.9%，全球数字印刷增长率为18%。

有关资料表明，在美国，2006年有33%的数码印刷工作

实现多样化和个性化，定制印刷在印刷市场的增长率已达到

14%，直接从网络印刷的活件增长率已经超过100%。从印

刷份数来看，有78%的四色胶印活件的份数已经减少至5000

份以下。对于数码印刷的发展趋势，业内人士认为数码印刷

将作为胶印、网印和柔印的补充，并且与之竞争；胶印正在

改进，提供更加经济和竞争力的产品，但是它的市场将会继

续被数码印刷蚕食；数码印刷将会影响到印刷行业的方方面

面，将会在艺术品、包装、标签印刷、纺织品、书、广告等

印刷品上得到广泛应用。

在其美国2006印刷现状讲座上曾预测，到2012年，曾经

一统江山的胶印市场份额将会降到60%，其他则将会被可变

数据印刷等方式所占据。到2015年，胶印所创造的收入占印

刷行业总收入的比率将会降到45%左右，数码印刷则上升至

30%，其他则会被辅助服务所占据。

国内数码印刷市场

根据“十一五”规划，到“十一五”期末，我国印刷业

工业总产值预计达到4400亿元人民币左右，约占国民生产总

值的2.5%；印刷生产加工能力将进入世界前列。经过多年发

展，印刷服务业已经成为占我国国民生产总值2％的重点产

业，而用信息技术优化、改造后的全数字化印刷方式——数

码印刷正成为印刷服务业的发展趋势。在我国，数码印刷正

以每年66％的幅度增长。

目前美国数码印刷零售额目前的年增长率为18%，欧洲

的年增长率为22%，而在世界其他地区平均年增长率为8%，

而国内数码印刷增长率不足5%，市场发展潜力巨大。随着我

国经济的发展和与国际经济的接轨，国际资本进入我国印刷

业的步伐加快。

数码印刷与传统打印利弊

数码印刷与传统打印相比有什么区别？它的优势与发展

前景又是怎么样的呢？

1.信息时代商务需求

信息时代提高了人们的生活节奏。在各种商务活动中，

不论是商务文件还是企业的宣传品，都要求其信息快递传

送。传统的印刷有“起印量”常出现许多的企业为更新信

息，把崭新成堆的印刷品当废纸来处理。这样计算起来，

“印起来便宜用起来贵”。

2.即时成书更快捷

数码印刷因为省却了菲林、拼版及晒版等繁琐的工序，

在少量印刷以及急件上有着绝对的优势。所有的排版、设计

软件和办公应用软件生成的电子文档，均可直接输出至数码

印刷机。

3.印刷有变数灵活高效

数码印刷的全面数字化，实现个性化，如请柬、可变条

码的印刷等等，边印边改，边改边印，今天50，明天100，

用多少印多少，真正实现零库存。这都是传统胶印根本无

法实现的。享受高品质印刷品，不用“起印量”，一份也可

以。数码印刷完全可以实现一张起印，立等可取的要求。

4.数码印刷业务：彩色印刷，黑白印刷，打印复印，喷

绘写真和扫描。

数码印刷产品种类：标书、汇报文本、会议资料、教材

培训手册、海报、展板、易拉宝、X展架、信封、宣传单、楼

书、公司企业宣传册、个性化台历、名片胸卡、出入证、优

惠卡、请柬、贺卡等。

数码印刷存在的商业机会和应用

数码印刷与传统印刷共存关系

1.传统印刷与数字印刷各有所长，各有所短，可长期共

存、互补式发展；

2.两者谁也不会吃掉谁，不是替代关系，是各自扬长抑

短；

3.桌面系统将以数字印刷为主；

4.正如交通工具飞机最快，火车、汽车、自行车均可长

期共存。

数码印刷时代带来的新市场


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When to Overcome Speed Bottlenecks - A Competitive Analysis of the 2011 Low-end Laser Printer Market

速度瓶颈何时克服，2011低端激打市场竞争分析从激光打印机诞生之日起，打印速度的提升决定着文印

效率的高低，追求高速打印也成为许多用户的心声，而几乎

所有的办公厂商根据打印速度的不同来将打印机划分成高、

中、低档，也就是说入门级机型的打印速度始终不会超过价

位较高的打印机，这种产品线划分的模式为消费者提供不同

价位的产品同时，也在一定程度上限定了打印机向着更高的

速度迈进。因为入门级打印机速度要提高，相应的，中端和

高端机型也要提高，而性能的提升意味着研发投入与制造成

本的增加，在价格竞争日益激烈的激光打印机市场，相信没

有厂商违背商业规律去不断提高打印机速度，打印机速度瓶

颈由此而来。

打印机速度瓶颈从何而来？

然而有厂商在2011年发布的激光打印机让我们意识到低

端激打的速度正在升级，这个消息让我对激光打印机未来竞

争格局进行了一次思考。

联想LJ2400黑白激光打印机

2011年5月5日，联想发布了多款新的激光打印机和一

体机产品，在原有产品线的基础上进行了升级，拿其中一款

LJ2400为例，相比上一代同价位机型LJ2200，打印速度从22

页/分钟提升到24页/分钟，除此之外，还有兄弟、富士施乐等

品牌也推出了24页/分钟的激光打印机，而我们知道，千元左

右的主流激光打印机，速度还停留在12、14、16页/分钟，这

种格局至少有2年没有变化，一些厂商对旗下打印机产品也进

行了调整，18-22页/分钟的激光打印机陆续上市，但是入门

机的性能却并没有提高到20页/分钟以上，所以我们有理由说

明，激光打印机的定位与档次与打印速度是有绝对的关联。

打印机竞争四大关键点

激光打印机在文印市场中占据着非常重要的地位，因为

它有着庞大的用户基数，而竞争也最为激烈，竞争的方式主

要包括以下几种：性能竞争；价格竞争；耗材成本竞争；售

后服务的竞争。

一一来分析，性能的竞争主要体现在打印速度上，打印

速度越快，优势越明显，前面提到的打印速度的提升也是基

于用户对打印速度的要求而采取的一种方式。价格竞争体现

在一个方面，同级别的打印机，价格越低，越能吸引用户，

而往往价格与性能的高与低，成就了用户选择打印机的一个

重要参考因素，那就是“性价比”，价格越低、性能越高的

兄弟黑白激光打印机HL-2240D外观


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产品，性价比越高，反之性价比越低，当然，包括用户在

内，我们更喜欢前者。打印机是一类特殊的外设产品，要使

用它就必须源源不断的消耗耗材（硒鼓或者碳粉），耗材的

成本在总使用成本中所占比例非常高，也许一台1000元的

打印机，几年之后的耗材成本可能是几万元，所以理性的消

费者更喜欢耗材成本低的打印机。售后服务相信大家都比较

了解，服务周期、服务内容和服务网点是售后服务保障的关

键。

所以入门级激光打印机速度提升是由于厂商不甘愿与竞

争对手的打印机处于相同的性能水平上，首先在性能竞争上

拉开距离，这是体现性价比最直接的手段之一。可能有朋友

会问：低价也能提高产品性价比，为什么不采用价格竞争的

策略呢？其实很容易解释这个问题，价格竞争目前已经成为

打印机市场竞争的最后一个选择，因为大家都知道，一味的

打低价会给厂商带来负面效应，拼个你死我活，两败俱伤，

所以现在各打印机品牌在价格竞争中都非常谨慎而保守。

后期成本方面，我们看到富士施乐P105b促销中购买机

器多送4400页粉盒，这就是耗材成本降低的一个信号，同

时，更多的厂商也开始提高随机耗材的容量，比如佳能最

新的LBP2900+随机耗材容量为2000页，这是成本竞争的开

始。

服务方面，各个品牌有自己的服务体系，这个很难对全

面的进行对比，而用户使用打印机出现问题之后，能否方便

而及时的得到解决成为考量售后最简单的一个方法。售后服

务的地区覆盖率和售后的具体措施都直接影响用户得到服务

的感受。

打印机速度瓶颈不会消除

现在虽然已经有厂商将入门级黑白激光打印机产品的速

度提高到24页/分钟，最低为14页/分钟，而顶级的黑白激光

打印机速度为50页/分钟，顶级彩色激光打印最高速度为40页

/分钟，在入门级和顶级之间的空间还比较大，也就是说目前

还有提升的空间。当入门级打印机的速度提升到一定程度，

假设是30页/分钟，笔者认为打印机速度的瓶颈仍然会有，毕

竟低端打印机的速度暂时不可能提高到50页/分钟，因为那样

做与低价竞争没有不同（性能的提升成本也会相应增加），

但是对于用户而言，即便使用低端打印机，工作效率已经很

高了，这是一件非常有意义的事情。另外，当低端打印机已

经可以满足绝大部分用户对工作效率需求的时候，低端打印

机速度已经不再是成为用户选择打印机的关键因素，也许耗

材成本、售后服务、价格等因素会成为新的市场瓶颈，这样

的预测在统一的时间轴上可能才更有意义。


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GLOBAL FORUM / 全球论坛


日前上海举办的一次电子书论坛

上，有份针对今年数字出版业的预言被

抛出。受邀发言者是移动互联网产业联

盟秘书长、IT评论家李易，在圈内，他

以人脉广、消息灵著称。我们更应关注

的不是其结论，而是他观察的角度和切

中的问题。数字出版业的痒处或者说一

些深层次问题正在浮出水面，理应得到

有识之士的重视和解答。

第一难题：新技术该如何监管

预言从最热门的阅读终端iPad开

始。李易说，未来一年，传统报刊iPad

版的相关规定将出台。他说的其实是技

术对监管带来的挑战。

目前，依附于iPad的数字内容和产

业力量越来越兴盛。不仅传统出版机构

想借机转型，其他一些资本也正积极进

军数字出版;而iPad版电子报“似报非

报”，其形态正与传统报刊拉开距离，

凡此种种，让现行监管体制不适应。

事实上，针对监管李易还有预测。

他认为三网融合式的主导权之争将在数

字出版领域重演。“三网融合”打破了

固话、电脑、手机、电视的行业边界，

给主管部门的分工带来麻烦;而在出版领

域，技术进步同样面临行业融合，谁来

管、怎么管，必须要有妥善安排。

第二难题：谁能吃到最大的蛋糕

在李易看来，数字出版平台将成为

今年的股市新贵，而各地新华书店将强

势介入数字出版的全产业链。这番话的

着力点是谁会成为产业链的主导力量。

在美国，数字出版的格局已基本定

型，亚马逊已经成为强大的平台，从内

容到设备的整个环节，它都大权在握。

李易说的数字出版平台，就是指亚马逊

这样的企业。在国内，数字出版业还远

未成熟，一些企业从各自特长出发，借

鉴亚马逊之道。不过，它们尚未形成绝

对强势，各有短板。汉王书城的书目还

不够丰富，盛大在严肃出版物上进展不

大，内容局限于青春、玄幻类读物。

一位专家告诉记者，对数字出版，

国内出版社的态度普遍纠结，他们有内

容，想发展，但又不愿被强大的平台类

企业边缘化。

不少论坛听众认为，对今年数字出

版平台判断也许不应过于乐观，而且，

李易对新华书店的前景预测，立即遭到

现场不少专家的反驳。许多人认为，新

华书店负担沉重，其实力并不像看上去

那般强大。无论如何，国内数字出版的

利益格局应得到梳理，必须形成健康的

产业生态。

第三难题：版权瓶颈何解?

参与此次论坛的

汉王董事长刘迎建说，

国内电子书产业最大的

瓶颈是版权保护不力。

人们可以在网上轻易找

到大量盗版的数字版图

书。在涉嫌侵权的案例

中，最受人关注的是盛

大起诉“百度文库”。

对此，李易预测，“百

盛之争”今年将尘埃落

定。

近几周，国内一些

有侵权嫌疑的网站正感

受着空前的压力。而对

颇受非议的百度来说，

音乐下载是它知识产权原罪，但此前百

度还从未遭遇真正挑战，这次，自动抓

取书籍内容的“百度文库”终于面临强

势对手的阻击，盛大以数字出版行业代

言人的姿态，表示不讨出个说法誓不罢

休。

李易说，据他与盛大的接触，此案

不会以调解告终，一定会由法院给出判

决。而且，他感觉盛大信心满满。李易

并非法律专家，但可以肯定，这起诉讼

值得花力气尽快解决，这不仅仅是两家

互联网巨头的恩怨，其判决会为数字出

版的知识产权处置树立标杆。

第四难题：数字出版是否会过热

数字出版业会不会泡沫化?这正是

不少有识之士所担心的。李易认为，今

年国有出版社旗下的电子书终端将面临

关停并转，国内数字出版产业基地将出

现过热局面。

复旦大学软件学院副院长、数字出

版专家刘钢教授告诉记者，国内数字出

版的确没有看起来那么美。2009年，

全行业规模高达800亿元，同比增长

50%，但刘钢指出，整个大盘子里，真

正意义上的数字出版——电子书、报、

刊只有50亿元，而电子书更是只有14亿

元，占大头的是网游等。刘钢说，目前

传统出版社多数只是把数字出版作为战

术而非战略，这会是很大的危机。

从数字出版基地的情况来看，目前

国内各园区做规划多，但成功案例少;做

终端的多，但销售情况不佳。许多园区

都把研发一款阅读器终端看成是进军电

子书的捷径，可统计显示，去年，除了

汉王，其他诸多阅读器企业没有1家能

卖出10万部，根本谈不上规模效应，同

时也使阅读器的价格居高不下。

谁都不想看到太多的虚火。要避免

李易预言的“关停并转”，产业应该想

办法软着陆。

China Faces Four Problems in its Digital Printing Development

中国发展数字印刷的四大难题


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三大印刷技术的PK：谁是赢家？Three Printing Technology PK: Who is the Winner?

胶印、喷墨、墨粉和直接成像

（DI）这几项印刷技术可谓是各有千

秋，在商业印刷市场上都拥有一席之

地，每一项技术都有自己的过人之处，

三大印刷技术的PK：谁是赢家？

胶印技术

优点：胶印厂通常从事的都是大

批量静态文件的高速印刷。在市场上仍

占有很大的份额。美国赢船公司总经理

JimHamilton说：“数字印刷很难在长

版印刷领域打败胶印。”

在胶印过程中，操作人员要通过胶

片晒版或计算机直接制版，然后按照先

上水、再上油墨的顺序将印版上的图文

转移到橡皮布上，最后通过橡皮布将图

文转移到纸张上。胶印机可以在多种承

印物上进行印刷，一些特殊的涂布纸也

不例外。大幅面胶印设备主要用在报纸

和其他大幅面产品的生产领域。

缺点：它在生产过程中使用溶剂，

有污染。对操作人员的技术水平有一定

要求。胶印机的占地面积大，印刷品无

法直接在胶印机上进行个性化生产。

胶印和其他传统的印刷方式，比如

凹印和柔印等都在长版印刷和对承印物

的兼容性方面拥有一定的优势，虽然数

字印刷的质量近年来已有显著提高，但

仍然无法满足一些应用的需要。

数字印刷技术

优点：

1. 实现按需印刷。数字印刷机能在

每一个页面上印刷可变信息。这给生产

营销材料和事务性文件的企业带来了福

音。

2. 数字印刷机的体积通常较小，不

需要太多的操作人员，而且能进行无线

装订和制册等联机印后加工。这些独特

的功能使数字印刷机在按需印刷、短版

书刊出版或营销材料生产等领域倍受欢

迎。

3. 耗材方面

数字印刷技术主要分为静电照相、

墨粉以及压电、热敏和连续式喷墨等几

种。

静电照相主要是通过静电电荷、感

光鼓、墨粉、光线和定影器等完成印刷

过程。

惠普使用的则是ElectroInk电子墨

水，这种油墨能通过印刷颗粒的位置来

实现印刷。

高速喷墨设备通常采用连续式喷墨

或按需喷墨的方式，连续式喷墨打印头

能不断生产墨滴，而按需喷墨打印头只

能根据需要生产墨滴。

缺点：

1. 尽管都是数字印刷每种技术区别

较大

速度、质量和运行成本都存在很

大区别。静电照相印刷机在色彩饱和度

和承印物的兼容性方面都要好于喷墨印

刷机，但喷墨印刷机的速度和成本效率

要更胜一筹。不同设备的特点往往会让

印刷服务供应商在选择印刷机时感到困

惑，特别是在他们想要进军某一个特定

市场的时候。

2. 成本过高

Raus解释说，像惠普、普驰、柯达

和奥西这样的公司目前都能为客户提供

高速连续给纸式喷墨印刷机，它们的产

能和速度也在不断改进，但这类设备的

价格总体偏高，而且只有当用户每月的

产量在500到1000万页之间的时候，才

比较划算。

相比之下，RISO公司的ComColor

单张纸喷墨解决方案似乎更适合刚进入

数字印刷市场的企业使用。无论是直邮

供应商、服务机构，还是商业印刷厂，

只要它们每月的产量在1000到2000万页

之间，都可以用这种设备来进行生产。

3. 存在一定的局限性

数字印刷机适用于多种环境，比

如说数字印刷机的速度比胶印要慢，很

多设备都只能提供四色印刷服务。此

外，大多数单张纸设备的印刷幅面都在

11x17英寸和14x20英寸之间。

对于长版静态活件来说，数字印刷

机并没有明显的成本优势，但随着大容

量彩色喷墨印刷机的出现，这一切将发

生了变化。多个数字印刷引擎的使用给

用户带了更优于传统胶印的中长版印刷

解决方案。

直接成像技术

直接成像印刷机具有比传统胶印机

更多的自动化功能，但它的稳定性和质

量仍逊胶印一筹。

通过数字成像技术，人们可以将数

字文件制作成化学处理印版，这不但减

少了生产步骤，减少了制版时间，直接

成像印刷机的作业准备时间平均比传统

印刷机短23%到38%之间，提高了工作

效率。Presstek公司是这项技术的发明

者，并将它的使用权出售给了包括海德

堡在内的多家公司。

印刷服务供应商的选择

在了解了静电照相、胶印、喷墨

和DI印刷机各自的优缺点之后，印刷服

务供应商就要做出选择了。其主要的选

择在于业务的需求。除了印刷数量、企

业类型、纸张处理、印后加工和装订

以外，转版时间也是他们需要考虑的

问题。佳能美国公司ISG生产系统集团

的产品营销经理orrestD.Leighton建议

说：“通过了解设备的价格、技术能

力、应用领域、产量要求和转版时间，

用户可以缩小自己的选择范围。”

过去几年中，一些领先的设备供应

商也陆续推出了新产品。最近，惠普和

施乐公司就在巩固静电照相市场的前提

下推出了全新的喷墨设备。此外，通过

收购奥西，佳能公司也具备了参与静电

照相和喷墨市场竞争的条件。值得注意

的是，一向低调的柯尼卡美能达也在近

日推出了面向印刷市场的PRESS产品

线。

权衡利弊

但印刷质量还像以前那么重要吗？

在70%到80%的情况下，我们都不需要

使用照片级质量的印刷品，在某些应用

领域，它只要达到一般水准就可以了。

在网络通信和电子邮件等新兴媒体的冲

击下，印刷行业必须加快采用新技术的

脚步，跟上时间的潮流，将高质量的彩

色印刷品以最低的价格传送到客户手

中。


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LED技术对于众多消费者来说是一

种崭新的打印技术，即使它从诞生至今

已经28年；LED技术对商务喷打、激光

打印造成威胁，即使目前它的阵营仅

有OKI、富士施乐以及兄弟三个。踏入

2011年的打印市场，更多人都在谈论

LED技术，因为它更环保更节能，符合

人类发展的要求，我们有理由相信随着

越来越多厂商的加入，LED打印技术必

须有新的发展。以下我们一起来探讨

LED对激光以及商务喷打造成的冲击，

以及它们今后的发展方向。

一、LED打印机的诞生

第一台LED打印机的诞生是在1983

年，距离激光打印机的诞生迟了12年，

距离喷墨打印机的诞生迟了7年。可以

这么说，LED打印机是在激光和喷墨打

印的威胁下诞生，因此在很长一段时

间陷入发展的困境。积极推动LED打印

技术发展的厂商是OKI，从1983年采用

240dpi LED阵列和64bit驱动IC的打印

头，到2005年融入EFB技术，采用薄膜

LED阵列，将发光元件与驱动电路合二

为一的打印头，LED打印头总共经历了

五代的更新才得以最终实现高清文本和

图像的输出，而OKI对LED技术研发也

坚持了28年。

此外，OKI相继发布了多项和于提

高打印质量和速度的新技术，并且将采

用LED技术的彩色打印机带到了中国。

另一边厢，作为激光打印的鼻祖富士施

乐也开始对LED技术进行研发，特别是

它研发的的1200dpi自适应LED打印头

结合精准的ASIC 驱

动芯片，克服了传统

LED打印头的弊端，

实现了高分辨率打印

效果，同时能够缩小

打印机尺寸，降低噪

音，这也是富士施乐

的SLED技术，这种

新技术的研发，在很

大程度上让LED打印

技术拥有与激光和喷

墨一较高下的资本。

二、更节能更环保

LED是一种新型

光源，与传统光源相

比，具有许多先进

性，这也是LED能在

打印技术中发挥优势

作用的一个因素。首

先，由于光源的不

同，所以打印单元内

部的结构也不同，相

较于激光打印技术，

LED发热量和耗电量

都相对较小，同时

机身体积也可以更

小。其次，LED打印

机采用一次成像的平

直走纸路径，这种走纸方式可有效的减

少卡纸率，可以适应更厚的纸张通过。

再次，LED打印头采半导体元器件来做

的，稳定性和可靠性非常好，使用寿命

比较长。最后，最重要的是LED光源发

射能量小，不会电离空气产生臭氧等异

味，而且不含汞元素等有害物，完全符

合社会“绿色环保”的需求。

LED打印头采半导体元器件来做

的，使用寿命比较长。也正是这些优

势，让LED打印技术开始受到广大消费

者的认同和接受。消费者也开始反思激

光打印技术和喷墨打印技术的不足，并

且试图改变现有的打印习惯。也正是消

费者有了这样的念头，从而令本来相安

无事的打印市场再起风波。

三、打破沉郁市场的石头

自激光打印机诞生那一刻起就注定

了它是商务打印领域的主人，原因是它

拥有比喷墨打印更快的速度以及更稳定

的输出性能。然而，商务喷打的出现给

激光打印一个措手不及，37ppm的打印

速度，超细腻的打印效果足以媲美激光

打印机，从此激光打印多了一个有力的

竞争对手。不过，受技术所限，商务喷

打对于激光打印的威胁也仅限于中低端

市场，在中高端市场还是激光称霸，而

且从商务市场份额的分配来看，商务喷

打占有比例还是不多。

相较于商务喷打的威胁，LED打印

的威胁更胜一筹，因为无论是打印速

度、打印质量，LED已经紧追激光的脚

步，而在稳定性以及节能、环保这些方

面，LED更具优势。而最令人担忧的不

是技术层面上优劣势的差别，而是无论

商务喷打还是激光打印都受到市场疲

软这个巨大压力。相较于LED技术，激

光打印发展至今已经40年历程，而喷

墨打印成长也有35年头，因此早已陷

入技术革新的困境以及产品日趋同质

化的情况，此外还有渠道管理的变化、

研发成本的提高等对它们都是一个很大

的考验。另一方面，随着产品的多元化

和市场的细分，消费者对产品也越来越

挑剔，需求也日益繁杂。LED打印技术

LED打印或将冲击两大主流打印技术LED Print Will Impact Two Main Printing Technologies


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的来到，有如一块坚硬石头，给这个温

吞、沉郁的市场带来冲击。

也许有人质疑，LED打印技术从诞

生至今也有28年，怎么能算是一种新

技术？这主要是因为多年来主力研发

LED技术只有OKI一家，虽然后来富士

施乐和兄弟加入，但是相较于激光或喷

墨的强大阵营，LED阵营还是显得十分

单薄，产品线不丰富，加上之前LED打

印产品多定位于中高端市场，对之认知

的消费者少之又少，所以对于首次接触

LED技术的人来说，这是一种全新的技

术。

虽然成长历程不够激光、喷墨长，

即使阵营不够强大，然而LED打印技

术拥有目前激光和喷墨所没有的“新

鲜”，打个比方说，激光和喷墨有如垂

暮之年的人，虽然经验老道、受人尊

重，然而活力不再，难以有更大的后

劲。相比之下，LED打印技术就有如年

青力壮的小伙子，虽然经验浅薄，但是

后劲十足，前途无可限量。在更多厂商

加入阵营时，对激光和喷墨产生审美疲

倦的消费者一定会关注这种新技术的成

长，并且将它列为主要消费目标之一。

四、共存和互补

那么，激光、商喷和LED技术最后

会统一么？目前来看答案是否定的，原

因是这三者之间并非替代关系，而是共

存互补的关系。商务喷墨打印机最大的

优势是，在保证与黑白激光打印机相同

售价的基础上实现彩色打印，弥补了黑

白激打的不足。另一方面，它又比彩色

激光打印机具备更低的购买成本和打印

成本。不过，无论商务喷打如何发展，

它的技术特点决定了它只能成为20人以

下的中小企业桌面打印机，如果要应付

20人以上、大负荷的网络应用环境也只

有激打或LED打印机才能胜任。商务喷

打的出现，很好地弥补黑白激打和彩色

激光两者差距中的空隙，为不少中小型

企业带来了很好地解决方案。所以，在

未来很长一段时间里，商务喷打在厂商

的推动之下将会有持续增长的趋势，只

不过增长速度会放缓。

相较于商务喷打这个后来者，商

务领域从一开始就是激光打印的天下，

因此也拥有绝对市场地位并成为商务打

印的主流。此外，无论是相较于商务喷

打还是LED打印，激光阵营都是无比强

大，除了惠普、佳能、利盟等一线厂商

之外，还有三星、联想、富士施乐、

兄弟、柯美、OKI、京瓷、方正等二线

厂商，阵营之强大足以对抗任何的威

胁。到目前为止，激光打印、商务喷打

和LED打印的比例仍然是大比数的10：

3：1，这也说明了在短时期之内，激光

打印的主流地位仍然固若金汤。

激光打印拥有一个致命弱点：非

环保节能产品，在工作过程中激光打印

机不仅会释放出危害身体的臭氧，而且

高功耗、高噪音。相反，与之有相同打

印技术特点的LED就具备环保节能的优

势，这也是它要冲击激光打印其中一个

有力的特征。相较于激光打印，LED后

劲十足，随着技术的进步，LED有能力

达到和印刷机一样的效果，而且在打印

分辨率达到1200dpi以上、打印速度到

达60ppm，激光打印就无能为力。所

以说，LED是打印市场一股很好的补充

力量。不过要说LED要颠覆打印市场那

还是为时过早，如果真要预测LED打印

技术的美好未来，那么就要看做激光打

印最出色的老牌厂商惠普和佳能何时对

LED招手。

换言之，激光打印和商务喷打在未

来几年内都将面临发展停滞的问题，而

LED打印技术的发展从一定程度上又要

依赖激光打印和商务喷打的推进，因为

只有市场竞争才是行业进步的助推器。

未来技术发展难度加大，前途并不明

朗，不能说哪种技术一定会占据压倒性

优势。如果一定说谁有压倒性优势，那

打印成本是最终的决策者。

五、消费者是最终的裁判

全文总结：社会要进步，时代要

发展，消费者是市场最终的裁判。商务

喷打、激光打印和LED打印从诞生到成

长，每一步都经过了消费者审判。那么

直至今天，激光依然主流，商务喷打作

补充，LED成新技术力量，这些都是得

到了消费者的认可。在消费者的眼中，

三者并不存在替代或灭亡，只有合不合

适，既然它们三者同时存在，那么就是

合适，即使在市场上是对立的，但从整

个行业发展来看它们又是相互融合，对

行业起到向前推动的作用。


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OEM UPDATE / OEM 聚焦


HP Reports Second Quarter 2011 Results

Epson Rolls out Hi-Speed Printing

据国外媒体报道，惠普日前公布了截至4月30日的2011

财年第二财报的业务报告。据此报告显示，惠普第二财季净

收入为316亿美元，比去年同期的308亿美元增长了3%；符

合美国通用会计准则的净利润为23亿美元，比去年同期的22

亿美元增长5%。

其中，成像和打印集团（IPG集团）的收入同比增长

5％，实现了17.0％的运营利润率。 IPG集团印刷类产品份额

提高速度继续表现强劲，商业打印机硬件和耗材配件产品比

去年同期增长41％。 IPG集团将继续推动与新ePrint云打印平

台的衔接，图形艺术服务和其他商业印刷解决方案的创新和

动力。

惠普同时下调了全年业绩预期，称主要是因为服务产业

和个人消费电脑需求不旺。另外，日本地震要导致惠普产品

需求下滑，并提升了后勤成本，因为惠普需要寻找替代供应

商，并用飞机来运产品。

分析专家认为，疲软的消费PC销售是整个产业的问题，

部分是因为平板设备导致的，如iPad。

财报公布之后，多家投行下调了惠普的评级。Stifel将惠

普评级由买入下调至持有，瑞士信贷将惠普评级从表现优于

大盘下调至中性,目标价由60美元下调至42美元，而标准普尔

证券研究将惠普评级从强力买入下调至持有。

此外，摩根大通也将惠普的评级下调为中性，其分析师

表示：惠普“服务业务整顿的时间延长和连续两次调整财务

与其将在近期至中期内压制投资者情绪，同时将侵蚀惠普股

票的市盈率。”

惠普发布2011年第二季度财务报告

爱普生重磅出击高印量打印市场近日，爱普生（中国）有限公司推

出了业界首款原装墨仓式打印机L101/

L201。通过采取大容量墨仓设计，大幅

降低了用户打印成本。原装墨仓系统使

其性能稳定可靠，方便易用。为用户带

来了低成本、高质量的安心打印体验。

原装设计稳定可靠

L101/L201整个原装墨仓系统采用

准密封隔光设计。同时，双分子结构的

输墨管进一步抑制墨水挥发，确保墨水

长久保鲜，呈现高品质的打印效果。

爱普生原装墨仓式打印机L101/

L201采用了恒压墨仓结构，可以精准控

制供墨压力。用户无需自行调节墨仓高

度，即可实现打印输出的畅通无阻，打

印流畅。

L101/L201采用一体化设计，并

且配置了贴心运输锁，用户在搬运过程

中，只需要简单旋转运输锁，即可防止

墨水回流与泄露,方便搬运。

专业服务安心无忧

爱普生服务连续7年荣获IT产业权

威评选机构---中国电子信息产品发展

研究院评选的“中国打印机服务满意度

金奖”,遍布全国的400多家专业服务中

心，为用户提供最便捷的服务。

爱普生为了表示对于这2款产品的

优越品质信心，在2011年7月31日前购

机并在爱普生官网上注册的用户，可享

受延长至2年的保修服务。

超低成本，12000页随心打印

针对小型商务用户高打印量的特

点与低使用成本的需求，本次发布的

L101/L201原装墨仓式打印机采取了全

新原装墨仓式设计，4色墨水每色墨水

容量高达70ml，黑色可实现4000页打

印，彩色可实现6500页打印，无需频

繁更换墨盒，是高打印量用户的理想选

择。在促销期内，多赠送2支黑墨，黑

色可实现12000页打印量，相当于6到8

支成像卡盒的打印量。

按照爱普生官方数据，2款产品每

瓶黑墨的价格仅为60元，而彩墨的售价

大致为每瓶60元，按此算来黑色单张成

本不到2分，彩色不足5分钱，这几乎是

行业内史无前例的最低成本。

原装品质最佳表现

L101/L201虽然打印成本巨幅降

低，高品质却没有改变。它采用爱普生

原装墨水，全部产自于高洁净度无尘车

间，墨水纯净，少杂质，有效避免打印

头堵塞现象，墨水色彩艳丽，再辅以爱

普生独有的微压电打印技术，可实现

5760dpi的高分辨率，让用户享受真正

原装高品质的打印输出。

爱普生原装墨仓式打印机L101 参考价格：1480元

爱普生原装墨仓式多功能一体机L201 参考价格：1680元


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惠普7000 A3+商喷上市Hp Release 7000 A3+ Inkjet Printers

Canon Launches to Market the New 6650n/6300n Printers

惠普在A3宽幅商用喷墨打印这一专业领域，仅一款HP

Deskjet 1280c 就创造了超过20万的销售记录，成为行业的

佼佼者。如今，惠普推出新一代经典HP Officejet 7000 A3+

宽幅彩色商用喷墨打印机。成为市场上小“财”大用最省

的A3+打印机。它集快

速、低成本、卓越品

质、性能稳定、操作便

捷于一身的商用喷墨打

印机。

购机便宜

1 8 9 9 元的 H P

Officejet 7000是市场上

价格最低的专业A3+打

印机。具备内置有线网络的打印功能。HP Officejet 7000可

以支持5个用户共享，实现用户资源最大化利用，减少了购买

的打印机数量，降低办公成本。

耗材便宜

HP Officejet 7000采用4色独立式墨盒设计，配合惠普

全新的HP 920XL大容量墨盒，不仅可获得黑白0.18元（A4

幅面）和彩色0.65元（A4幅面）的超低单页打印成本，还

大大减少了墨盒更换次数。150页主纸盒、100页输出纸盒

的设计，使得用户不需要频繁换纸，大大提高了连续打印

的效率。此外，它还具有卓越输出品质，打印分辨率高达

4800×1200dpi，能输出清晰锐利的文本和色彩真实艳丽的

图像，输出的黑白/彩色文档，可保证数十年不褪色，能够很

好地满足重要文件长期存档的需求。

节能环保

HP Officejet 7000具有出色的节能特性，在能耗方面，

动态下功耗低19瓦，节能状态下功耗仅2.4瓦，帮助用户有效

地节省电费开支。还具有极强的环保特性，通过了美国能源

之星的环境认证标准，上万种硬件部件均符合欧盟有害物质

限制（RoHS）的要求，配以惠普环保的原装墨水，能够在营

造出绿色办公环境的同时，保护地球这个人类共同的家园。

强的介质处理

HP Officejet 7000具有超强的介质处理能力。它能支持

从3×5英寸到13×19英寸(A3+)，支持330×1118mm自定义

的纸张尺寸，同时支持重量高达280克/平方米的打印介质，

无论是在普通纸、相纸还是手册上，都能实现高品质的专业

输出。用户如果选择采用ColorLok技术的惠普办公打印纸进

行输出，能实现快干，做到即打即用。此外，HP Officejet

7000还具有无边距打印、手册打印和海报打印等丰富的功

能，用户无需掌握复杂的图形处理技巧，就能轻松创造出效

果出众的宣传资料。

HP Officejet 7000还凭借简约流畅，优雅轻盈的外观，

获得JIDPO日本工业设计促进组织颁发的专业设计大奖Good

Design Award（G-Mark），该奖项在全球工业设计领域中

极具代表性，是和德国IF产品设计大奖、德国Red Dot Award

齐名的世界三大设计奖之一。

日前，佳能推出的两款黑白激光打

印机新品LBP6650n和LBP6300n已经上

市。LBP6650n/6300n具有快速高效和

节能环保的特性、便捷的网络打印功能

以及更具竞争力的价格，适合中高端行

业用户、政府等特定用户的需求。

外观方面，佳能6650n/6300n黑白

激光打印机外观上基本无异，均采用白

色作为主色调，继承了佳能打印机一贯

的典雅时尚风格。尺寸为400 x 376 x

267mm，只需办公桌一角即可放置，

方便快捷。

性能方面，佳能6650n/6300n黑白

激光打印机凭借佳能领先和独有的“按

需定影”技术，首页输出速度均小于

6秒，而6650n打印速度达到33ppm，

佳能6650n/6300n新品上市

佳能6650n黑白激光打印机

惠普 Officejet 7000


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6300n打印速度也达到30ppm。在这么

高的打印速度下，佳能6650n/6300n还

能提供600dpi的打印分辨率，表现出

了卓越的打印速度和出色的打印效果。

佳能6650n/6300n还撤消了双面打印功

能，满足了那些不需要双面打印功能用

户的打印需求，更好地控制成本。

耗材方面，佳能6650n/6300n黑白

激光打印机采用250页标准纸盒和2100

页标准成像卡盒，此外还能提供500页

大容量纸盒和6400页高容量成像卡盒供

用户选配，很好的满足了打印压力较为

繁重的用户的打印需求。

点评：佳能6650n/6300n黑白激光

打印机外观时尚，拥有很高的打印速

度和强大的功能，能够轻松处理高速

的商务办公环境中较为复杂的输出需

求。而佳能6650n/6300n的售价为3599

元/3099元，也可以被大多数用户所接

受。

佳能6300n黑白激光打印机

武汉宝特龙国内首家推出的美村MURATEC DT-146墨

粉，适用于MURATEC MFX-1820 /1820D /2010 / 2010D 打

印机。该产品黑度在1.45以上，连续复印2万张无衰减、无底

灰、不粘辊。

深圳市润金鑫科技有限公司在2011年

4月全球首先成功开发出适用于：

SamsungMLT-D104/MLT-D105/

MLT-D108/MLT-D109/MLT-D209/

CLP407/CLP-409/CLP508/CLP609、XEROX3210/3220、

3140、3155/3160、DELL 1130/1133/1135、DELL1230、方

正A1024、Toshiba 220S/221S等系列中文版,英文版，欧洲

版，韩文版OEM原装旧芯片复位器！再生的OEM原装旧芯

片，可以避免原

厂的版本升级问

题，同时规避知

识产权纠纷，节

约成本，支持环

保再生，循环利

用！

武汉宝特龙推出美村MURATEC DT-146墨粉

深圳市润金鑫科技有限公司推出三星、施乐、DELL、

东芝原装旧芯片复位器

艾派克推出爱普生三代分体连供和佳能

三代红外灯系列替代芯片

2011年5月，珠海艾派克微电子有限公司（艾派克），

推出爱普生三代分体连供替代芯片，自此爱普生三代系列产

品全面囊括，包括一次性、连体连供、分体连供。而佳能三

代产品继一次性产品成功问世后，升级的红外灯系列也于近

日隆重推出。

两大产品都采用了ASIC电路设计，产品性能与稳定性方

面皆可与原装媲美。其中，佳能三代红外灯系列产品采用高

亮度发光LED设计，保证芯片上机后能够及时、准确地被打

印机接收到LED信号，更有效避免原装壁垒。爱普生三代分

体连供除了软件上的技术升级外，外形上相比一次性产品增

加了两个触点，用来复位之用，且相比于九触点产品可以实

现随时复位，灵活性更优。

据了解，爱普生三代和佳能三代产品作为业内两大焦

点产品，其动向一直受到厂商们的关注，艾派克作为身先士

卒，不仅带领行业成功突破重围，且产品系列也在陆续填充

中，佳能三代连体连供不久也会问世。

艾派克 Epson 三代系列替代芯片艾派克Canon 三代系列替代芯片

更多新品详情可登陆艾派克网站www.apexmic.com 或者联系您

的客户经理。

Sunking Technology INC Releases Used OEM Chip Resetter for Samsung / Xerox / Dell / Toshiba

Pointrole Releases New Toner for Muratec DT-146 APEX Releases Substitution Chips for Epson and Canon


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ASK THE EXPERTS / 请教专家


正确使用连续供墨系统Proper Use of the CISS

连续供墨系统最大优势是省钱，可打印机在加装了连供

系统后故障率明显提高，并且在打印时很容易出现缺色和断

线等问题。即在打印过程中一种或几种颜色时有时无，或完

全无法打出。这不仅降低了打印成功率，还浪费了纸张。

使用连供系统所引发的一系列问题应该如何避免呢？现

教你几个小妙招。

一、查喷头是否堵塞

最简单的方法就是先拆下连供系统，装上原装墨盒，

进行几次喷头清洗，如经过几次打印仍然出现固定的断线现

象，则基本可以确定是喷头堵塞。而造成喷头堵塞的原因一

般是因为墨水质量差或其色料配方有问题，导致墨水容易出

现沉淀、结晶等现象，从而造成喷头堵塞。

除此之外，连供系统自身结构也增加了喷头堵塞的可

能，由于连供系统采用大容量外置墨盒，墨盒必须与空气相

通，并且连供系统墨盒的使用周期一般较长。这样在长时间

的使用中，由于外置墨盒中墨水的蒸发，杂质进入和空气氧

化等原因，其黏度增加，稳定性随之变差，杂质增多，甚至

会发生较为严重的沉淀和凝固现象，从而增加了喷头堵塞的

可能。

小妙招：目前

市场上质量较好的

连供系统墨水在使

用3个月以上时，就

容易产生一些轻微

的沉淀现象;而使用

超过6个月，则很容

量发生喷头堵塞，甚至是连供管道堵塞的现象。所以，在使

用连供系统时，最好在6个月内将墨水用完，并且在墨水用尽

后清洗内外墨盒与管道，再重新添加墨水。这样，才能尽可

能避免杂质堵塞喷头。同时也提醒大家，当打印量不大时，

不建议安装连续供墨系统。

二、检查连供系统

排查了喷头堵塞问题后，我们就要重点检查连供系统

了。连供系统造成的打印缺色和断线主要原因是墨水泡沫化

或连供管道堵塞。所谓墨水泡沫化，是就在使用一段时间

后，连供系统墨水中的微小气泡和从喷头与墨盒连接处进入

内墨盒中的空气二者聚集，使连供系统内墨盒中充满泡沫。

在这种情况下，当打印机

工作时，大量的气泡将进

入喷头，导致喷头处于缺

墨状态，使打印出现缺色

或断线状况。

解决这个问题，要

将连供系统的内墨盒取

出，用一次性注射器(去掉针头)的管头插入内墨盒的出墨口

内慢慢抽墨，这时候外置墨盒中的墨水会通过输墨管和内置

墨盒吸入到注射器中。当注射器抽满时，观察注射器中墨水

泡沫的含量，并将抽出的墨水重新注入外墨盒中。重复上述

操作，直到所抽出的全是墨水为止，此时即说明内墨盒中的

泡沫已经排尽。但是，有时候也会出现无法抽取墨水或抽取

出来多半是空气的情况。此时拔掉内墨盒的输墨管，重新抽

墨，如故障依旧，则说明是墨盒内出现堵塞。造成这种故障

的原因，大多是由于墨盒出墨口处的过滤网严重堵塞所致，

此时一般只能更换内墨盒。有些墨盒的过滤网也是可拆卸清

洗的。

小妙招：造成墨水泡沫化的主要原因是外墨盒放置的

位置偏低或墨盒与喷头连接处的橡胶老化，导致密封不良而

引起。在这种情况下，当打印机不工作时，喷头将承受大气

负压，大量气泡由喷嘴进入内墨盒。同样的，如果内墨盒与

喷嘴间的密封不良的话，也会导致上述现象的发生。所以，

如果大家经常遇到泡沫化的问题，可以适当的调高外墨盒高

度，并用酒精清洗喷头和墨盒之间的密封片。

三、检查管道和外墨盒

如果经过上述的操作，还没有找到问题所在，就需要对

输墨管道和外墨盒进行检查。首先检查外墨盒到内墨盒之间

的输墨管是否有绕曲、打结等现象发生。如管路正常的话，

此时可拔除外墨盒的出墨口管道，看外墨盒是否有墨水流

出。如果有的话，则说明是管道堵塞所致。这时，可用小注

射器吸一些蒸馏水或酒精，并将注射器套进输墨管中冲洗管

道。如堵塞不严重的话，冲洗几次即可解决问题。如不行的

话，建议更换输墨管。

而进气口的故障

则比较罕见，也容易

被大家忽视，一般此

类故障也只是出现在

进气口有空气滤芯的

连供系统上面，还有

一种情况就是人为的

误封进气口所致。在这种情况下，如空气滤芯被空气中的杂

质彻底堵塞或进气口被人为堵塞，随着墨水的使用，墨盒内

的空气压力将会越来越小，在外部大气压力作用下，外墨盒

的墨水自然无法流入输墨管和内墨盒，导致喷头缺墨，引起

缺色或断线的问题发生。

小妙招：在添加新墨水之前，必须记住要清洗墨盒和管

道。如果在拆除输墨管后，外墨盒仍无墨水流出，则说明堵

塞的部位是在外墨盒上。这时，我们应重点检查外墨盒的两

个部位：出墨口和进气口。对于出墨口来说，容易出现沉淀

物沉积堵塞，特别是一些采用了弯头设计的出墨口，此时，

只要疏通清洗就能顺利的解决问题。


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RECHARGEasia • JUNE MAY •

Refill, How to Choose the Ink

An Analysis of the Lenovo Laser Printer 600N

灌墨对于用户来说，为的就是节约

成本。下面，就一些使用兼容墨水的经

验与大家分享，使你的机器运转正常。

理论分析：

墨盒主要由喷墨头、输墨通道和海

绵垫组成。其中，喷墨头将由输墨通道

送来的墨水喷到纸上而形成文字，输墨

通道主要输送喷墨头所需的墨水，海绵

垫用来贮存墨水和吸附沉淀。在打印过

程中，墨盒内的墨水首先以渗透海绵垫

的方式进入输送通道，然后才被喷墨头

所使用。由于普通钢笔墨水的分子粒径

比墨水的分子粒径小，因此使用这些普

通钢笔墨水进行打印时不会形成堵塞输

墨通道和喷墨头的现象。

选择墨水：

很多朋友以为只要是墨水都一样，

灌到墨盒就可以了，但实际上并非如

此，质量不好的墨水会对打印机造成损

害，加速喷头硅晶片烧蚀，磨粗喷嘴孔

径，产生较硬的微粒凝固物，损坏墨

盒；化学成分不合适的墨水，会腐蚀打

印机喷头清洗泵吸嘴单元；使用粘度比

重太低的墨水，会造成大量墨水吸入集

墨器中，容易造成打印机污染(污染后

清洗困难，一般家庭难以处理)。污染

后还可能会造成电路短路，损坏打印机

电源硬件。

灌墨方法：

为了避免墨盒内剩余的墨水与添加

的普通钢笔墨水发生吸附作用而导致堵

塞输墨通道和喷墨头的现象，需要事先

将空墨盒内部的各个部分进行仔细的清

洗，从而使得操作过程比直接在墨盒内

加入补充墨水的过程稍微复杂一点，方

法如下：

1.先用刀小心地将空墨盒的上部盖

板接缝处划开，然后打开空墨盒的上部

盖板( 注意在此过程不要损坏上部盖板

的连接电路)。

2.从打开的空墨盒上部直接将海绵

垫取出，然后用清水慢慢地冲洗海绵

垫，直到海绵垫被完全冲洗干净为止，

然后甩去多余的水份。

3.往墨盒内灌满清水，一边用手掌

捂住墨水盒上部盖板，一边用手轻轻摇

动，直到将墨盒内腔、输墨通道和喷墨

头完全冲洗干净为止，然后将墨水盒风

干。

4.将冲洗干净的海绵垫按照原来的

样子放入已经风干的墨盒中，然后盖好

上部盖板，除了在接缝处留下一个小孔

外，其它部分用不干胶密封好(在此过

程中同样注意不要损坏上部盖板的连接

电路)。

5.先用一支一次性医用注射器吸入

适量普通钢笔墨水，并将喷墨头朝上，

针头从接缝处留下的小孔插入15厘米左

右，缓慢地向墨盒内加注墨水。当喷墨

头处有墨水溢出时，就立即拔出针头，

待墨水重新回到墨水盒内再开始注入墨

水，反复操作至墨水完全注好，最后用

不干胶密封好接缝处留下的小孔，用干

布将墨盒擦拭干净后，把墨盒重新放入

打印机后即可进行正常的打印。

提醒注意:灌墨切忌贪心，墨水不应

加得过多，以20ml-30ml为宜。

灌墨，如何选择墨水

2010年，美国RENA Systems公司分别在4月20日的ON

DEMAND Expo和在5月12日的MailCom 2010展会上展示了

Astro Machine M1信封打印机，M1打印机和SpeedStar标

签打印机的参数相同，但是M1打印机侧重的市场主要是信

封、函件的打印，基于Memjet技术带来最高每小时可以打

印10800个信封的打印速度，适用于通信和邮寄行业。M1

打印机由美国Astro Machine Corporation公司生产，由美国

RENA Systems公司和英国Addressing &Mailing Solutions

Ltd (AMS)公司进行销售。

同年5月17日，匈牙利OWN-X Industrial展示了其生产

的SpeedStar标签打印机，该打印机采用Memjet技术。这台

打印机是世界上目前打印速度最快、像素最高的彩色喷墨标

签打印机。Speedstar是一种滚动式打印机，有CMYKK5个颜

色，每个打印头有70400个喷嘴，打印头总宽度为8.77英寸

(222.7毫米，即A4纸大小)。其最大打印分辨率为1600×1600

dpi，最高打印速度可达每秒钟12英寸(305毫米)。

同年5月18日，英国Impression Technology Europe在

英国伯明翰举行的IPEX展会上展出RAPID X1和X2两款标签

打印机。Rapid X1标签打印机是第一台采用了Memjet喷墨

技术的商用打印机。Rapid X1是一种滚动式打印机，带有

成排的8.5英寸宽的CMYKK5个颜色，最大打印分辨率为

联想600N光墨打印机技术剖析

60ppm的光墨打印机——RJ600N问世


RECHARGEasia

108



1600×1600 dpi，最高打印速度可达每秒钟12英寸，此时分

辨率为1600×800 dpi。Rapid X1和X2是由澳大利亚的Rapid

Machinery Company生产制造。

2011年，国际电子消费展CES在美国拉斯维加斯举行。

1月6日，Memjet宣布，联想将于Memjet结成合作伙伴关系，

共同推出拥有世界上最快彩色打印技术的办公打印设备，并

在广泛推向中国内地市场。2011年5月5日，联想在北京召开

“For You,For Future”主题策略暨新品发布会，推出国内首

款打印速度高达60ppm的光墨打印机——RJ600N，这也是目

前最快的桌面打印设备。

联想RJ600N光墨打印机应用的Memjet技术是对喷墨打

印的一种扩展。何谓Memjet?Memjet中的Mem是指微型芯片

技术系统，而Jet是指一个类似喷墨的打印技术。这项技术已

经在一个名不见经传的澳大利亚公司Silverbrook Research研

究了10余年。

2001年以来，Memjet母公司Silverbrook Research已悄

悄在美国申请了1278项专利，2006年获得了美国专利与商

标局(USPTO)授予的452项喷墨专利，在喷墨专利数量方面

名列第二，仅次于佳能。结合之前笔者给出的数据，Memjet

技术已经转向商业化动作，而联想RJ600N光墨打印机则是

Memjet技术首款商用A4普通纸打印机，毫无疑问，这也是

Memjet技术正式面向大众应用的开始。

联想 R J 6 0 0 N

光墨打印机应用的

Memjet技术令人难

以置信：它可以在

普通办公质量的彩

色模式下，实现60

页(信纸)/分钟的打

印速度，这也就有

了融合喷墨和激光

优势技术的说法，

可以实现60PPM的黑白彩色同速打印，可以说是目前最快的

桌面办公打印设备。

联想RJ600N彩色打印机喷墨头采用微电机系统(MEMS)

技术，最小部件的尺寸只有几微米。A4幅面的打印头阵列安

装了11个微芯片，每个微芯片上有6400个喷墨头，总共有

70400个喷墨头，实现与A4幅面同宽的全幅打印，这也就是

说技术带来的打印方式无须像市场上大多数喷墨打印机一样

需要打印头左右移

动，所以才实现了

打印速度上的优势

提升。

联想RJ600N

彩色打印机的最主

要优势在于提供了

60PPM的超高打印

速度，然而基于此

的商业化打印，你也无须担心自己所承担的成本问题。一直

以来商务喷墨技术所遇到的瓶颈主要集中在性能与成本的矛

盾上，联想RJ600N彩色打印机不仅提供了出色的性能，其在

成本方面也有上佳表现。

应用Memjet技术的联想RJ600N彩色打印机为大家带来

了创新的供墨方式，它采用可注入式供墨，联想RJ600N随机

配置4个可单独更换的独立墨盒，另外可通过特殊的加墨单元

进行供墨。最终联想RJ600N可实现黑白单张打印成本仅为

¥0.1-0.15/页，彩色打印成本仅为¥0.3-0.5/页的整体打印

成本。

作为办公打印用户，性能与价格是影响用户选择的最重

要因素，而基于Memjet技术的打印机，从种种信息来看，它

的商业成品可能仅会卖到300美元左右，显然用户的购买成

本是极低的。当然联想推出RJ600N光墨打印机之后，还需

结合实际来做出准备的市场定价，但其差入一般也不会有多

大。加之联想RJ600N基于Memjet技术带来的速度优势，以

及1600dpi的高打印质量保证，对现有市场的冲击可想而知。

记得惠普公司之前推出的安捷(Edgeline)打印技术曾引起

轰动。如果熟悉惠普的这项技术，就可以看到这样一个相似

的技术，一改以往移动喷墨头的打印方式，以跨页面的打印

头提高打印速度和质量。但惠普的技术方案在细节处理上是

不同的，且价格也昂贵很多。例如，峰值速度为70－71页/分

钟，单色的平均速度为60页/分钟，彩色的平均速度为50页/

分钟，基本的配置价格超出23530美元。

价格上的巨大

差异，是Memjet

技术之所以能够引

起巨大轰动并对打

印机行业产生重要

影响的主要因素。

如果按照常规的发

展轨迹发展，你就

会看到同样昂贵的

Memjet打印机，但这就像我们已经看不到Edgeline打印机一

样，或许这也是对于Memjet来说的一个前车之鉴，至于成品

商用具体定位如何，将直接决定整个打印机市场上的应用与

其它品牌的市场走向。

但是我们又可以明确的从对比从得到一些结论，以纯输

出行业来看，联想RJ600N光墨打印机的存在，带来的全新

高速应用，即保证了用户想要的效率，同时还保证了打印效

果和投入成本。具体到黑白输出或者是彩色输出，黑白输出

可能还不会那么明显，因为中低端黑白激光打印机的存在，

从满足人们应用的角度来看，现状将达到一个平衡;到是彩色

输出，因为打印速度与成本的下调，这种全新应用下的联想

RJ600N就会有超前的应用空间。

喷墨头的结构

联想RJ600N

联想RJ600N光墨打印机

联想600N光墨打印机技术剖析续


RECHARGE asia

109

COMPANY CLOSE-UP / 企业近况透视


日前，中国计算机行业协会颁发了2010年度“中国计算

机发展行业成就奖”，赛纳科技推出的奔图激光打印机荣获

其中的“最具竞争力产品奖”。刚刚诞生即获得行业如此殊

荣，充分说明中国第一台自主核心技术激光打印机已得到专

业认可，而“最具竞争力”则准确诠释了奔图打印机安全、

耐用、经济、服务等各方面的产

品优势——一颗属于中国打印机

的耀眼新星正在冉冉升起。

国产激打成就行业殊荣

“首届中国计算机行业发展

成就奖评选暨2010年度中国计算

机行业发展高峰论坛”由中国计

算机行业协会和赛迪传媒联合主

办，旨在表彰2009~2010年度中

国计算机行业内有突出贡献的企

业、人物、产品、方案和案例。本次评选共有32家企业或产

品获得了包括“最具竞争力产品奖”在内的多个大奖，代表

了我国计算机产业所取得的最新成就。

奔图激光打印机自2010年年底推出以来，凭借自主核心

技术和产业链的垂直整合优势，在信息安全、产品品质、综

合使用成本等方面独树一帜，此次更是一鸣惊人荣膺殊荣，

备受业界和市场的关注与认可。打破国际专利垄断，刚刚推

出的奔图激光打印机为什么能迅速获得认可呢？答案是奔图

激光打印机的“最具竞争力”优势。

解读奔图激打优势

目前，奔图激光打印机首批上市的全部为桌面型黑白激

光打印机，定位为中速打印机，主要满足文档打印的需求，

共推出两个系列、四款打印机，分别为：行业机P1050和

P2050，渠道机P1000和P2000。奔图P1050/P2050以安全

可靠为主，奔图P1000/P2000以经济耐用为主，分别针对两

类用户，第一类是政府、军队用户和大中型企事业单位，第

二类是针对中小企业、学校和家庭用户。根据客户的不同需

求，奔图对产品进行了差异化的设计。针对第一类客户，加

强其安全可靠性，让中国第一台自主核心技术激光打印机成

为中国政府及企事业单位信息安全的有力保障。针对第二类

用户，则以经济耐用为主。

值得称道的是，奔图激光打印机可以说是基于技术创新

的同时，对传统打印机进行了取长补短，进一步提高了稳定

耐用性。奔图激光打印机的四款产品的内部主要构件均采用

金属材质，更加皮实耐用，月打印负荷量达到20000页，数

倍于同类产品，达到了业内的极高水平，真正做到了让消费

者想打就打，再也不用担心打印量太大而损坏打印机。

奔图激光打印机“最具竞争力”更重要的一点，还体现

在后期使用成本上。耗材的使用成本一直是用户最为头疼的

问题，动辄500~800元一支的耗材价格往往让消费者颇感压

力。依托从耗材生产到打印机整机制造的完整产业链和垂直

整合优势，相比同类产品，奔图激光打印机原装耗材要比其

他品牌低30%左右，能将整体使用成本降低20%~30%，综合

成本上突破了业界“底线”，这样算下来，使用奔图打印机

一年，就可以节省出四台打印机，低成本打印，为消费者轻

松减负。同时，奔图激光打印机四款产品的随机耗材均采用

大容量设计，其中P1050和P2050的随机打印鼓容量达到了

1500页，使耗材单页成本创同类产品新低。可以说，奔图打

印机是将超大的工作负荷能力，和低成本打印很好结合的经

济耐用型精品。

此外，如果因为特殊使用需求，在短时间内进行了超量

打印，消费者也不用担心，因为奔图提出了没有打印页数限

制的2年保修承诺，相比其他品牌保修限制条件多、只有1年

保修期，创下业界之最，实为难得可贵。

值得注意的是，作为奔图元年，也是中国自主核心激光

打印技术诞生的元年，奔图将首批上市的10000台机器定义为

“上市纪念版”，在机器面板上镶嵌有精致的金属“纪念版”

标识。购买奔图“上市纪念版”打印机的用户，将获得随机赠

送的VIP卡，自动成为奔图打印机的VIP用户，在分享奔图为中

国打印机产业所带来的殊荣的同时，享有奔图打印机的各项优

惠和专享服务。最近，奔图就推出从3月1日至7月31日期间，

持VIP卡八折购买奔图原装耗材的活动。

渠道发力，“图腾九州”

日前，题为“图腾九州”的奔图全国渠道巡展大会正在

全国各省如火如荼地展开。火热的巡展大会与热卖活动，让

奔图向全国广大渠道伙伴充分展现了奔图的产业优势、综合

实力、营销理念，以及产品品质。在已经顺利结束的郑州、

太原、合肥、成都等地巡展中，奔图与渠道伙伴共赢共进的

诚意和决心，很快赢得了各地渠道商的信任，现场热卖活动

备受追捧，即将开展的南京、长沙、沈阳、杭州、上海、西

安、济南站的活动已让渠道伙伴们充满期待。

能快速取得各地经销商的认可和追捧，得益于奔图渠道

规划的双模式架构以及对渠道利益点的把握。所谓双模式，一

是采用分销模式覆盖家庭、SOHO、中小企业；一是采用行业

模式，通过行业代理商专门覆盖行业类大客户。这样的双模式

划分，定位清晰，也利于对渠道伙伴进行利益保护。渠道伙伴

可以根据自身的特点和资源优势，在客户开拓中有侧重点的扮

演不同的角色，或者同时扮演两类角色。对于渠道伙伴来说，

奔图的目标是让渠道伙伴兼获“前景”和“钱景”。

作为填补中国打印机产业空白的产品，奔图激光打印机

遵循以客户为导向的产品理想，提出使用更随心、购买更省

心、打印更放心、服务更安心的理念，希望为用户带来更为轻

松、毫无阻碍、随意打印的全新打印机使用体验。中国计算机

行业协会“最具竞争力产品奖”，不仅说明奔图激光打印机

“最具竞争力”，也证明了奔图产品理想与企业理念的领先

性。一鸣惊人之后的奔图激光打印机，将在2011年的打印机

市场中披荆斩棘，为谱写中国人的打印机之梦而不断前行。

奔图激打获首个行业大奖Pantum Laser Printers Won Industry Awards

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近日，美国伊利诺伊大学的研究人员研制出一种由银纳

米粒子构成的新型墨水，可应用于电子和光电等领域的塑料

和玻璃基质上全方位的打印，能创造出更易弯曲和伸展的、

跨度较大的微电极，实现信号从一个电路组件到另一个电路

组件的传递。

在论文中，该大学材料科学与工程系的教授表示，刻有图

案的银微电极可以利用高浓度的纳米粒子墨水在宽度小于 2 微

米的半导体、塑料和玻璃基质上进行全方向的打印。与喷墨打

印和丝网印刷术不同的是新型的墨水还可实现侧面的打印。

另有专家则表示，这个研究团队还能在众多类型的基质

上利用不同类的电子材料制造出高度集成的系统。全方位的

印刷则能克服部分制约潜在电子印刷产品发展的因素，为科

学家研发出更尖端的印刷技术奠定基础。

2011 年受需求量和原材料价格的不断上涨因素影响，欧

洲印刷油墨业正面临挑战。传统油墨板块在该地区的销售量

再次回到经济危机之前的数字。作为其主要增长的包装油墨

似乎正在恢复到 2008 年经济危机之前的市场需求量，但是，

要完全恢复至少需要两到三年的时间。

据欧洲印刷油墨协会（EuPIA）提供数字显示：2010 年，

欧洲市场印刷油墨销售量几乎和 2009 年相同全印展，大约

为 100 万吨，30 亿欧元（约合 40 亿美元）。在 2007 年，为

145 万吨，价值 35 亿欧元，比 2010 年高出 14 个百分点。

另据欧盟委员会相关负责人预测按需印刷，拥有 27 个会

员国的欧洲市场 2011 年 GDP 预期将增长 1.7 个百分点。一

些国家已经对公共开支进行缩减，政府正在采取措施对经济

进行刺激增长。

作为最大经济国和印刷业的德国，2011 年 GDP 有望增

长 2.2 个百分点。英国是金融危机之前欧洲地区第二大印刷

油墨市场，预期在 2011 年 GDP 也将会增加 2.2 个百分点。

然而，英国和意大利印刷油墨市场合计销售额在 3.5 亿欧元。

在意大利可变数据印刷，受金融危机的影响，2011 年

GDP 预计保持不变，增长仅 1.1 个百分点。不同于英国的印

刷油墨市场受出版业影响，意大利市场因为专注于高端市场，

则正处于恢复期。在法国电子监管码，2011 年 GDP 预计将

增 1.6 个百分点，印刷产品需求量的下降速度好于英国。

玻璃基质上打印美研制成功纳米墨水

欧洲去年印刷油墨销量达百万

US Successful Development of Nano Print Ink Using Glass Substrate

European Printing Inks Reached One Million Last Year

科学家用喷墨打印机制成人造细胞膜

Scientists Make Artificial Membrane Using an Inkjet Printer

美国最新一期《国家科学院学报》刊登报告说，奥地利

和美国的科学家成功制成了一种人造细胞膜，并用它模仿了

细胞的物质交换。

人体的每个细胞都由一层由脂质构成的薄膜包裹，这层

细胞膜能够允许分子交换，从而实现细胞内部和外部之间的

物质交换。

参与研究的奥地利科学家埃娃·施密德介绍说，生物

学家、物理学家及工程师通过跨学科的合作，利用喷墨打印

机，制造出了这种人造细胞膜。刚开始，脂质是平的，像是

一块展开的幕布。但随着蛋白质经由一台喷墨打印机的常规

喷嘴射向这片薄膜，平展的脂质随即发生弯曲，并向外伸

展，最后将蛋白质包裹住并形成球状，形成了人造细胞膜。

科学家随后利用试验证实，这种人造细胞膜具有与天然

细胞膜一样的物质交换功能。

人造细胞研究原则上属于合成生物学领域，目前仍处于

十分基础的阶段。但它在未来医学领域中却拥有很好的应用

前景。通过这项技术，科学家们将能够使得药物的有效成分

进入某些细胞内部，从而达到更有效医治某些疾病的目的。

冲电气工业株式会社和Information Services International-

Dentsu， Ltd.近日在为面向海外发展的生产企业提供云服务

领域达成业务合作协议。自2011年9月起，冲电气的产品含有

化学物质信息系统“COINServ(R)-COSMOS-R/R”功能作为

ISID云企业版PLM（注1）服务“PLEXUS”的新功能面世。

欧盟的RoHS指令和REACH法规等各国环境措施的加强和

相关法令法规的实施，要求电气、电子、机械等生产厂家做好

零部件采购和组装等整个供应链的化学物质信息的管理。电子

零部件、机械零部件、上漆、连接材料等必须管理的产品含有

化学物质信息种类很多，而且因各项法规的强化，管理对象的

种类也每年递增。既要正确管理信息又要切实地向买方提交报

告已经成了生产厂家尤其是在海内外设有设计生产基地的生产

厂家的很大负担。

由于从产品设计开始着手管理化学物质信息可以促进有效

管理化学物质信息和提交报告，因此二者达成业务合作协议，

提供由冲电气的化学物质信息管理经验和ISID的云企业版PLM

服务构成的服务。

通过此次业务合作，冲电气的产品含有化学物质信息系

统“COINServ(R)-COSMOS-R/R”不仅仅是“PLEXUS”

的一项服务功能，还有效控制了和产品设计信息管理服务

“PLEXUS PDM”结合的化学物质信息系统的初期投资成本，

并可以实现在短时间内构建利用该系统。

冲电气（OKI）与ISID联手为面向海外发展的生产企业

提供云服务OKI Offer the Cloud Service to Overseas Development Manufacturing Enterprises with ISID

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近日，惠普在美国加利福尼亚州帕罗奥多市宣布：谷歌

云打印的用户可以从任何电脑或智能手机的所有支持谷歌云

打印的程序上，将需要打印的内容通过惠普云打印机直接打

印出来。惠普为家庭和企业提供的支持网络互联、同时具备

云打印功能的系列产品，是业界首个可以出色地支持谷歌云

打印的系列产品。

用户只需在自己的谷歌帐户上添加惠普云打印机唯一

的邮件地址，就可以从谷歌应用程序上将需要的内容通过所

定的惠普云打印机方便而安全地打印出来。目前，支持云

打印的惠普打印机包括 Photosmart 系列、Officejet 系列及

LaserJet Pro 系列。

日前，中国喷墨印刷安全标准联盟正式启动，日本罗兰

公司参与此联盟工作。

日本罗兰公司大中华区广泽慧认为参加联盟有利于：

1. 扩大了客户层次。在传统的广告市场上，应用了我们

的产品后，会出现潜在的客户，这个发展的趋势扩大了我们

客户群。

2. 可以浸透安全标准。一般来说，在行业中标准有可能

国家用世界颁布的标准，中国标准是以企业为主体的参与，

我们会把行业里以前的积累，与大家共享，中国也会带头成

立安全方面的标准。

3. 应用罗兰产品。罗兰产品有一个系统化的管理，追求

品质，让客户能够理解整个产品应用的流程，降低最大的浪费，

这也是对循环经济利用的一个奉献。

惠普云打印机率先支持谷歌云打印

日本罗兰加入中国喷墨印刷安全标准联盟

Hp Supports Google Cloud Printer

Roland Ink-Jet Printing of Japan Joinsed the League of Safety Standards

Fuji-Xerox High-Speed Ribbon Fusing Technology Receives Two Awards at Japanese-Indian Science Association

近日，全球领先的文件管理专家——富士施乐研发的带

状高速定影技术荣获了由日本印刷科技协会颁发的2011年度

科技及科研成果展示两项大奖。该技术已被成功应用于富士

施乐两款具有划时代意义的彩色数码印刷系统——Color 800

Press和Color 1000 Press。

随着数码印刷在传统印刷领域的发展，小批量及快速

交付的可变数据打印需求的增长，要求供应商能在不同材质

和厚重的介质上实现高速、高品质的印刷效果来满足这些日

益增长的需求。定影器的性能一直以来成为制约数码印刷设

备同时实现高生产力和宽泛的纸张适应性的因素之一。如果

定影器温度不足会导致墨粉融化不充分同时不容易吸附在

纸张上，由于定影不足导致的墨粉脱落的问题在厚纸输出时

尤为明显。一般的定影技术在处理大量厚纸的连续打印作业

时，要靠降低纸张通过定影器的速度，使其达到足够的定影

温度，或者通过提高定影的温度来解决上述问题。而结果是

前者会降低打印速度，后者容易导致介质过热从而影响图像

输出品质。富士施乐研发的带状高速定影技术，则能稳定加

热，且均匀的将热力传到定影器上。此外，最佳的带状定影

器的结构和压力分布，在实现高速打印的同时确保图像输出

品质。

正是应用了这项突破性的定影技术，富士施乐最新推

出的具有划时代意义的彩色数码印刷设备Color 800/ 1000

Presses可实现不同厚重介质的高速打印，无论是55gsm的薄

纸，还是350gsm的厚纸，均可实现每分钟80印和100印的输

出速度。应用创新技术的两款产品凭借胶印效果的输出品质

和高生产力，为传统印刷企业以及数码印刷从业者带来更多

应用，拓展更多数码印刷新业务。

富士施乐荣获日本印刷科技协会两项大奖，不仅是业内

权威人士对富士施乐领先的数码印刷技术的高度认可，也再

次证实了富士施乐在数码印刷领域的技术领导者地位。

富士施乐带状高速定影技术获日印科协两大奖

据权威机构统计，到2010年，数码印刷将超过传统的胶

版印刷，在商业图像印刷行业占据霸主地位，2010年到2015

年，传统胶版印刷所占市场的份额将下降到30%，“数码印

刷”将上升到32%。可以说，数码印刷具有广阔的市场前景

和发展空间。在这样一个广阔的市场前景下，不少国家已经

应运出一批制作数码印刷的企业。

中国的PIRA In te rna t i ona l公司打印行业战略顾问

NeilFalconer曾表示：“在亚太地区，特别是在澳大利亚和新

西兰，过去只有两块业务：传统印刷和快印行业。近两年出

现了新的行业，即数码印刷，这是指完全只做数码印刷的企

业。在澳大利亚和新西兰，这类只做数码印刷的企业有20%

左右。”

有数据显示，我国数码印刷市场的总额约在100亿元左

右，占全国印刷市场总额的5%~7%左右。而发达国家的数码

印刷市场销售总额远远高于中国，去年，美国的数码印刷零

售额将近480亿美元，相当于中国数码印刷市场总量的40倍

左右。

数码印刷成为独立的应用领域Applications of Digital Printing Become an Independent Field


RECHARGEasia


CHINA CORNER / 中文快讯

佳能日前推出了一款专为照片印刷市场而设计的喷墨生

产型数码印刷机——DreamLabo 5000。

这款产品的发布表明了佳能想要坐稳数码照片领域头把

交椅的决心，他们也有信心将喷墨印刷的质量提高到与银盐

技术相当的水平。

据佳能公司介绍，这款设备能在 72 秒或 1 分钟的时间内

输出一个 20 页的 A4 幅面相册或打印 40 张 102x152 毫米的

照片，是生产型印刷企业或按需印刷厂的理想选择。

这款 7 色 DreamLabo 5000 采用了最新开发的高密度打

印头，能为用户提供 305 毫米的输出宽度，而且只需要一次

走纸就能完成印刷。

此外，这款设备还采用了佳能的超高密度打印头技术 , 提

高佳能打印机的输出质量以及对相册和台历等产品的细节表

现力。

这款 DreamLabo 5000 数码印刷机将于 2012 年上市。

近年来，中国政府实施了适度宽松的货币政策和财政政

策，这给打印机、投影机等在内的影像输入输出市场带来了

良好的发展机遇。爱普生以加大对行业产品和应用的研究，

针对其产品应用广泛的行业，如金融、电子政务、教育、医疗、

印刷、餐饮连锁、零售连锁等，深入客户现场了解客户需要，

定制了一系列适合行业的应用解决方案，为客户降低成本和

提升盈利做出贡献。

爱普生为金融行业提供了针对银行窗口现金、非现金、

普通存取、投资理财产品存折及单据针式打印需求的解决方

案。爱普生作为针打缔造者，自进入中国以来累积销量 1000

万台，连续多年蝉联销售冠军，其稳定耐用、人性化便捷的

特点得到用户广泛认可。专为金融用户量身定制的 PLQ-20K

存折打印机，凭借超强的稳定性、超高的打印速度以及人性

化设计等多方面优势，就可全方位满足金融窗口服务的需求，

已经在很多金融用户中应用。

“在电力行业，国家电网南方电网采购中心成立，2011

年将新建 7 个省级计量中心，其中供电公司和电力项目会有

票据针打的需求；石油石化行业，2011 年也将迎来采购高峰，

其中值得留意的是票据打印 80 列 /106 列针打的需求；通信

行业，也在快速发展，中移动和中联通都有不小的打印需求。”

佳能为照片打印市场推出生产型印刷机

爱普生2011年重点推动销售渠道建设

Canon Develops Production Printing for Photo Printing Market

Epson Focus on Promoting to Build Sales Channels in 2011

日前，RechargRussia Expo 2011 于5月18-20日在莫斯

科举办，来自海内外的多家影像耗材企业参加了此次展会。

此次展会是由Recharge East和RechargRussia共同举办，是

东欧地区重要的影像耗材领域展览会，主要针对有意拓展俄

罗斯、中东欧和中亚地区耗材市场的影像耗材企业。为了更

好的宣传2011年中东-东南亚国际办公影像耗材展，亚洲再

生业也派出员工远赴俄罗斯，参加了本届展会，并在展会上

开展了积极的宣传推广工作，获得了良好的反响和收获。

俄罗斯由于地处东欧，自身的民族文化特殊，许多参加

的企业对于莫斯科展的体验也不尽相同，但是相对来说莫斯

科市场拓展存在着语言和价格两大阻碍因素，虽然拥有一定

的地域优势但是需要长期的维护和开发。

RechargRussia Expo在莫斯科成功举办

RechargRussia Expo Hold in Moscow

事实上，在其他比如医疗、电子政务、印刷等行业，爱

普生也推出了相应的解决方案和服务创新。其中，爱普生

Disc Producer PP-100 光盘印刷刻录机通过与先进医疗设备

如多层 CT 或 MRI 的顺畅协作，在地方医疗设施、护理设施

和其它相关设施间的协调上发挥了支撑作用。值得一提的是，

与激光打印机相比，在医院使用喷墨打印机不会产生粉尘和

臭氧排放的污染，能够为医护人员和患者提供一个健康环保

的环境，不仅仅是要更快更好，还要更绿色环保。


RECHARGE asia

格之格品牌耗材解决了政府机关红头文件的打印需求G&G Brand Solves Government Red Tape Printing Needs Print-rite Holds the Western Distributor Assembly

ZHUJIANG CORNER / 珠江三角洲

政府机关及企事业单位因为工作的需要，有些重要的文

件需要长期保存，一直使用原装厂商的耗材，对于国家品牌耗

材知之甚少。近两年，国家倡导节能环保、环循经济，再生利

用资源，国产品牌耗材也进入了政采市场，用户了解到具有品

牌的国产耗材质量也很好，完全满足日常的工作需要。

如，北京某区地税局旗下有30多个分局，共有650台以上

的激光打印机全天候工作，日常打印量很大。原装耗材的长

期使用，庞大的打印开支，不符合打造节约型政府要求，地税

局的领导开始关注如何降低打印成本问题。针对该地税局的情

况，格之格为其定制了全套的打印解决方案，很好地解决了该

地税局高打印成本的困挠。

一直以来，像地税局这类的政府部门对兼容再生耗材产

品缺乏了解和信任，担心产品质量和售后服务不能满足政府办

公要求。了解了他们的顾虑后，格之格采取了免费提供成像卡

盒样品，跟踪使用情况。经过2个月的试用、跟进、沟通，客

户认为格之格产品品质，打印黑度及精度、色彩饱和度和细腻

度及安全稳定性都完全满足其需求。目前，地税局把格之格品

牌定为他们专用耗材品牌。

应用范围：

政府红头文件、各类档案资料等重要政务文件打印。

产品推荐：

成像卡盒：NT-C0530 BK、NT-C0531 C、NT-C0532

Y、NT-C0533M、NT-C0540BK、NT-C0541C、NT-

C0542Y、NT-C0543M、NT-C6000F、NT-C6001F、NT-

C6002F、NT-C6003F

墨盒：NE-P-T0731BK、NE-P-T0732C、NE-P-

T0733M、NE-P-T0734Y、NE-P-T1191BK、NE-P-

T1091BK、NE-P-T1092C、NE-P-T1093M、NE-P-

T1094Y、NE-P-T1231BK、NE-P-T1232C、NE-P-

T1233M、NE-P-T1234Y

产品特点：

1.文字清晰锐利，色彩准确饱和

2.自主创新技术，媲美原装品质

3.防水耐久保存，图像永不褪色

4.严格品质监控，性能安全稳定

5.经济节能环保，降低打印成本

天威泛凌西部经销商大会隆重召开

日前，“天威.共赢2011”天威泛凌西区经销商大会在有

着“天府之国”美誉的成都隆重召开。珠海天威泛凌贸易有

限公司，召集华西地区近百名耗材经营商，共聚成都，以高

涨的热情与信心共同探讨了通用耗材的发展之路，同时也对

2011年天威在华西地区的发展蓝图进行了规划。

近年来，随着西部地区经济的迅速发展，打印耗材市

场逐步扩大，已经成为各大耗材的另一个竞技场，天威在西

部市场上耕耘已久，市场占有率不断扩大，品牌的知名度和

美誉度也如日中天。面对日益激烈的市场竞争和日趋复杂的

消费者需求，天威高举“环保再生”的绿色大旗，在此次西

区经销商大会上明确宣布将中国战略全面升级，携手合作伙

伴，“共赢2011，共赢未来”！

大会上天威展示了2011年推出的新产品，通过环保分

析，打印效果对比等方式介绍了生物碳粉盒系列产品，还通

过分析特殊行业需求，特殊领域打印效果展示等方式介绍了

医用碳粉盒系列，磁性碳粉盒系列产品，并通过视频、现场

操作演示等多种途径介绍了天威“惜墨惠”、 “越狱王”等

多款主力新品。颇具市场潜力、具有创新优势的新品引爆了

经销商们的热情，“科技环保”“行业定制”成为2011年经

销商对天威产品的另一个深刻印象。


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RECHARGE asia


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RECHARGE asia


RECHARGEasiaMONTHLY BUYER'S GUIDE

• RECHARGEasia • JUNE 2011


RECHARGE asiaMONTHLY BUYER'S GUIDE


RECHARGEasiaMONTHLY BUYER'S GUIDE

• RECHARGEasia • JUNE 2011

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