RechargeAsia magazine

www.rechargeasia.com RECHARGEasia • OCTOBER 2010 •

RECHARGEasiaFEATURE ARTICLE

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Ruses to Cut Printing Costs削减打印成本的诡计

Worldwide Hardcopy Peripherals Market Recorded Double-Digit Year-Over-Year Growth in the Second Quarter of 2010全球硬拷贝外设市场在2010年第二季度取得两位数增长

A Start of Faster Growth for Hardcopy Peripherals Market in Philippines by Year-End 2010菲律宾硬拷贝外设市场在2010年年末显现出快速增长势头

InfoTrends Releases Western Europe Production Printing & Copying Market ForecastInfoTrends发布对西欧复印打印市场的预测

Eight Industrial Marketing Trends for 20102010年制造业市场的八大趋势

激光打印机市场新宠：三星挑战惠普A New Favorite in the Laser Printer Market: Samsung Challenges Hewlett-Packard

节能环保新趋势打印厂商主推环保应用Energy Saving Became New Trends in Imaging Marketing

喷打墨水升级兼容耗材面临挑战Inkjet Printer Upgrade, Universal Consumable Meets Unexpected Challenges

Remanufacturing the Okidata MB-260 MFP Series Toner CartridgeOKI MB-260型成像卡盒再生

Empties Infantry 空盒军团

耗材市场上演“三国演义”Aftermarketing Staged A "Three Kingdoms"

MPS：文件处理新思维MPS: New Document Management Rationale

印尼影像耗材市场潜力诱人RechargExpo Southeast Asia 2010 Summary

目录 CONTENTS

FEATURE ARTICLES 专题文章

12

MARKETING 市场动态

Message from the Publisher11

RECHARGEasia ISSUE 078 October 2010

卷首语69

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22

74

亚洲再生业 2010 年10月总第078期

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20

By Mike Josiah

Lawrence Berti of Coates Toners采访Lawrence Berti

CMO ON THE GO CMO之路

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By Ronelle Ingram

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Kyocera Mita America Launches Color Multifunctional Printers Offering Superior Image Quality and Low Total Cost of Ownership京瓷美达美推出彩色多功能打印机提供更优异的图像质量和较低成本消耗

A Few Dell 1100 Printer Product Features关于戴尔1100打印机的测评

Konica Minolta Contributes to Minimize Environmental Impact with a New MFP for Emerging Markets柯尼卡美能达的文件处理新品有助于尽量减少环境影响

Epson Stylus NX625 Delivers Superior All-in-One Performance and High-Speed Automatic Two-Sided Printing for the Home爱普生Stylus NX625系列高性能快速家用一体双面打印机

触摸六色输出：佳能发布MG系列照片一体机Canon Releases MG Series All-in-one Photo Printers

惠普第三财季净利润18亿美元同比增长6%HP Earnings 1.8 Billion Net Profit at Q3

富士施乐创新技术开启数码印刷新时代Fuji Xerox Opens a New Era of Digital Printing

OEM UPDATE OEM聚焦

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Thumbs up for New Consumer Protection Legislation

为新的消费者保护法喝彩

Paperworld China will Open with More Than 570 Exhibitors

Paperworld China即将开幕

渠道为王The Right Marketing Channel is the Key to Success. Simply Put "Channel is King"

惠普CEO下台真正原因：公司失去竞争力HP's CEO is Stepping Down. The Real Reason: Company Lost Competitive Edge

细数碳粉的八大技术指标The Eight Technical Indicators of Toner

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GLOBAL FORUM 全球论坛

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By Art Diamond

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ASK THE EXPERTS 请教专家

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GLOBAL FORUM 全球论坛

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By Kelvin Kemm



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施乐研发打印文件字迹可擦除的打印机Xerox R&D to Develop an Erasable Imaging Paper

快速发展的高宝实业有限公司Cobol Company Rapid Growth in Recent Year

今年美国337调查中国企业占近4成"337" Case: This Year, Chinese Companies Accounted for Nearly 40% 打印耗材新包装方式所创造的价值New Ways of Pinting Consumables Package Creating Value

亚洲再生业在珠海展成功推广北京展及印尼展Recharge Asia Successful Promotes the AIF and RechargExpo 2011

产业升级:上海金桥总产值增3成Industrial Upgrading: Shanghai Jinqiao Output Growth into 30%

碳粉通用性答疑Toner's Commonality Q & A

汉光三种复印机入选中央政府采购Han Kuang's Three Types of Copiers Were Selected by Central Government Procurement

二年内数码印刷市场份额将占据半壁江山Digital Printing Predicted to Take 50% of the Market in Two Years

联想致力于IT服务外包市场Lenovo is Committed to IT Services Outsourcing Market

ZHUJIANG CORNER 珠江三角洲

天威董事长贺良梅当选珠海特区“十大创业人物”Print-Rite (Tianwei), Chairman, He Liangmei is Named One of the "Top Ten Business People" in Zhuha's Special Development Zone

珠海市积极配合“省长杯”优良工业设计奖产品征集推荐工作Zhuhai Actively Cooperates with the "Governor's Cup" to Bestow Good Industrial Design Award

联想投资纳思达打印机研发制造基地Lenovo Invests in Ninestar's Printer R&D and Manufacturing Facility

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

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

低带电量磁性色调剂设计难点分析Analysis of Low Electrostatic Copying Toner Design Difficulties

教你自己如何鉴别打印墨水质量Tutorial: How to Evaluate the Quality of Printing Ink

ASK THE EXPERTS 请教专家

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

CHINA CORNER 中文快讯

MSE Releases the Intelligently Re-engineered Toner Cartridges for the P3015 Laser PrinterMSE公司发布P3015激光打印机再制造成像卡盒

Coates Toners Releases HP LaserJet P2055 MICR Type TonerCoates 公司推出惠普P2055激光打印机微型弹粉

Katun® Corporation Introduces Katun® Performance™ Toner for use in CanonKatun®公司研发出适用于佳能系列机型的碳粉

Future Graphics Compatible Sealing System for Remanufactured HP® P3015 Monochrome CartridgesFuture Graphics公司推出惠普P3015兼容再生成像卡盒

NEW PRODUCTS EXPRESS 新品快讯

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54 Mearthane Products CorporationMearthane产品公司不断扩张

UK Toner Cartridges Help Schools Cut Costs and Support RecyclingUK Toner Cartridges公司协助学校支持环保降低成本

Katun® Corporation Announces Strategic Alliance with Print Management Solutions GroupKatun®宣布与打印文件管理集团建立战略联盟

Static Control Opens New Distribution Facility and Sales Office in SpainStatic Control公司在西班牙设立销售渠道和办公网点

COMPANY CLOSE-UP 企业近况透视

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By 唐浩祝积顺

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爱普生C1600挑战彩激市场占有率30%Epson C1600 Challenges the Color Market, Takes 30% Share

日本开发全球最快复印机Japan Develops the World's Fastest Photocopier

北京普瑞特公司喷墨CTP技术出口朝鲜Beijing Pruitt Company Exports CTP Inkjet Technology to a Korean Company

CHINA CORNER 中文快讯

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Contributors

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Publisher’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

ondM

ike Josiah

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 his article “An Interview of Lawrence Berti of Coates Toners” p26

Ronelle Ingram

VP of Technical Support for Steven Enterprises

Ronelle Ingram is a writer, speaker, author of Service with a Smile and is a regular columnist for copier and imaging industry publications, like Recharge Asia. She began her technical career as a tool-case-carrying copier service tech. She is VP of Technical Support of 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. For more information, you may contact Ms. Ingram at [email protected] or 714.744.9032Read her articles “Empties Infantry” p12 & “Mearthane Products Corporation” p54

Kelvin Kemm

CEO of Stratek Business Strategy Consultants

Dr Kemm is a nuclear physicist and is the CEO of Stratek Business Strategy Consultants. He also sits on the board of advisers of the Committee for A Constructive Tomorrow, based in Washington DC - [email protected] her article “Thumbs up for New Consumer Protection Legislation” p32

Mike Josiah

Technical Director, Summit Technologies division of Uninet Imaging

Mike 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 Okidata MB-260 MFP Series Toner Cartridge” p46

Ronelle Ingram

Kelvin Kemm



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Dear Readers:

The successful ones, in both business and in life, are those who

continuously seek new ways to operate, allow their imaginations to fly,

challenge themselves with the unknown and even sometimes push

themselves to the limit. You may remember from last month's note that

I mentioned an upcoming goal of summiting Mount Whitney, the tallest

mountain in the contiguous United States. I am proud to share with you

the victory news that Recharge Asia team member, Mrs. Patricia Barajas

Tavera, in a feat of sheer courage and determination, reached the peak

of Mt Whitney! She finished the 22-mile hike in a single day, hiking

nonstop for more than 20 hours. What I want to say with this is: in both business and in life, if you aim

high, you too can soar to new peaks.

An example of this in the business realm might be venturing into an unknown marketplace. While

this can be fearsome and intimidating, the courageous oftentimes find the challenge to be surprisingly

fulfilling. I know first-hand how satisfying it can be to encounter the unexpected and search creatively

to work out the issues that are foreign, both literally and figuratively. One of our primary missions at

Recharge Asia Magazine is to constantly find new ways to assist our readers and broaden our industry.

One way we have done this is by taking the lead in finding ways to team up with copier dealers as a

vehicle to grow your business.

Additionally, Recharge Asia Magazine is also teaming up with Sign Expo, to present you with a

brand new event: the Asia Imaging Fair. Mark your calendars now! Asia Imaging Fair will take

place in Beijing, April 27-19, 2011. The event is aimed at the Northern China market where major

government agencies present a very large consumables market. By teaming up with one of the largest

printing shows focusing on this market, you will have an opportunity to glimpse a larger market that not

only focuses on desktop printing, but sign and ad printing as well.

Again, your success is our mission. We hope this month’s articles will help you achieve this. Be sure

not to miss the following: “Empties Infantry” by Ronelle Ingram, p.12; “CMO On The Go: Lawrence

Berti of Coates Toner” by Art Diamond, p.26; “Thumbs up for New Consumer Protection

Legislation” by Kelvin Kemm, p.32; “Ruses to Cut Printing Costs”, p.30; and “Eight Industrial

Marketing Trends for 2010”, p.24

And remember: aim high, accomplish high!

Ms. Sunny Sun

Publisher

Message from the Publisher

�� www.rechargeasia.comRECHARGEasia OCTOBER 2010


In the ongoing struggle to find, acquire, ship, and inventory a constant supply of appropriate, useable empty laser and inkjet cartridges; there is a ready infantry of service technicians who can be trained to help supply the remanufacturer’s need. An increasing number of copier, printer and VAR dealers are offering Managed Print Services Agreements. These field servicing dealers are partnering with OEMs, remanufacturing resellers or wholesalers to purchase compatible supplies, parts and MPS management systems. As more and more compatible resellers and OEMs sell directly to CPC and MPS servicing dealers, there is a new channel to tap to acquire empties. A great place to recover your needed empties is from the people who are using the exact products you are selling. This equates to thousands of field techs are in the offices of the customers who are using OEM products. These techs are often the ones removing and installing the ink and toner cartridges. In many cases they periodically deliver, install, monitor or inventory the cartridges being stored by the enduser. This infantry of field techs has a daily interaction with the empties you need and the supplies being used by your MPS clients. Historically, when a MPS or CPC program is initiated, the customer is using OEM products. In the early months or years

of the new agreement, the empties being removed are usually genuine OEM products on their first usage cycle. This can be an additional advantage to the remanufacturer. As MPS agreements steadily increase in number, the sooner the remanufacturer taps into partnering with the servicing dealer, the greater the number of single use virgin OEM products will be available for recycling. The remanufacturer and seller of compatible replacement products can take the initiative to teach and facilitate their buying dealers on how to be actively involved in an empties and core recovery program. Often, your best source of quality empties is same end user who will purchase and use the remanufactured products. Remanufacturers must work with their buyers (servicing dealers) to establish a successful, ongoing returns program. This joint venture will require more than just advertising the need for empties and posting sample pricing on your Web page. Remanufactures can proactively establish a structured recycling program similar to their offering advertising templates, MPS software, sales and service training and support.

Teach your resellers to establish the servicing dealer’s right

to keep all empties.

This can be accomplished by updating their Managed Print Services, standard Cost Per Copy and Maintenance Agreements to allow the servicing dealers to remove, keep, recycle, reuse or legally dispose of any item removed from the customer’s equipment. A simple addition to their maintenance agreement verbiage of ‘Used parts and empty supply containers become the property of {your company’s name}.’ This enables the servicing dealer to have the legal right to remove and keep all empties and used parts. Next help the servicing dealer establish an in-house program that directly rewards the employees who are actually picking-up, storing, boxing up, returning and keeping track of those items returned. Encourage the servicing dealer to directly reward their employees for taking part in the recycling program. Allow them to share in the benefits from the money earned from the returns

Empties InfantryBy Ronelle Ingram, VP of Technical Support for Steven Enterprises

Ronelle Ingram is a writer, speaker, author of Service with a Smile and is a regular columnist for copier and imaging industry publications, like Recharge Asia. She began her technical career as a tool-case-carrying copier service tech. She is VP of Technical Support of Steven Enterprises in Irvine, California. Ronelle is past President of the Business Technology Association. A UCLA graduate, Ronelle has taught thousands of off ice 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. For more information, you may contact Ms. Ingram at [email protected] or 714.744.9032



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program. Establish an in house program that funnels all or part of the payment for the returned empties directly to the employees. This will encourage those that are involved with collecting and processing the empties to be incentivized for making the recycling program a success. Here are a few ways the money earned from empty returns can be used by the entire company. Servicing dealers can keep track of the payments received and use them exclusively for:A company pizza party or other company lunchCompany picnic of barbeque Sponsor a local sports teamDonate to a local charityPeriodic cash bonus to all employees taking part in recycling Pay for additional staff training expensesNew TV or furniture for company lunchroom Identify, track and use the money earned for a specific event or item that will be directly enjoyed by those who take part in the recycling program. Personal involvement and tangible rewards will help make the recycling program a success. This work – reward connection will encourage employees to be actively involved. As a remanufacturer, the more specific input you can provide your users, the great the opportunity for their program to succeed. Provide ongoing advertising, encouragement and direction for the returns programs. Catch phrases using words such as ‘easy, fast payment, top dollar paid, free return freight, we inventory’ removes some of the burden of work and reminds the gatherers there is a monetary reward. The remanufacturer’s sales reps can encourage and track the servicing dealer’s returns. Special bonus payments can be offered for much needed products. Extra payments can be made for reaching specific recycled product goals. An ongoing emphasis by both the buyer and seller will keep the pipeline of needed products filled. From the remanufacture’s point of view, eliminating the cost

of the middle man broker decreases the cost of the returns. The serving dealer can reap the benefit of cash payments and help the environment. Any dealer program that can bring their employees together, working for a common good, encourages company camaraderie. The more guidance the remanufacturer can provide to their Empties Infantry the greater the chance of acquiring the needed products. Be very specific in stating needed products. For example: Your company name is currently paying top dollar for:• Fusers• Formatters• JetDirects• PIUs • Scanners Specific payment is based on:• Technology level configuration • Cosmetic condition • Operability and completeness • Market pricing survey • Scarcity/demand The remanufactures and OEMs are in direct competition with one another. The independent compatible maker can entice new customers with a well-managed returns program. Over the past 30 days I have read press releases, emails, advertising campaigns and other printed material from these companies actively promoting their recycling programs or needs for empties program. Here are some of the company’s that have been pro-active with issuing press releases in the last month: DensigraphixLMI SolutionsMetrofuserParts Now!Supplies NetworkWest Point ProductsHewlett Packard

Empties Infantry ContinuedBy Ronelle Ingram



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Konica Minolta Business Solutions USAKyocera Mita AmericaOkidata AmericasRicoh AmericasToshiba America Business Solutions Press Releases are another excellent advertising tool. These can be emailed to your customer base, posted on your Web site and distributed through free Web and print based press release sites. As a remanufacturer, if you use a marketing agency or in house managed marketing, have press releases be part of your over all advertising campaign. A printed advertising flyer requesting specific empties or a special returns promotion can be included in all shipped packaging sent directly to servicing dealers. You can make a business decision if you want to send this information in drop shipped freight that goes directly to the end user. You can program in, as a printed line item on your invoicing, requests for empties. Be specific. Periodically vary the request to include different items. Use a dollar amount being paid. An offering of $10 or $20 per item catches the attention of the reader.

I just received a press release from a well known California- based compatibles seller announcing a “new and aggressive Empties Buy Back program as part of the company’s large eco-accountability and sustainability goals.” They are “offering up to $20.00 for a number of empty HP cartridges. Empties in high demand are the CE285A (HP LaserJet Pro P1102w), the CE505A/X (HP LaserJet P2035 30PPM), CE255A/X (HP LaserJet P3010/P3015/ P3016) and the CC364A/X (HP LaserJet P4015/P4515).” The information is specific. ‘Up to $20’ is a price that can buy a large pizza. The products requested included both a part number and a model number. The mention of ‘eco-accountability and sustainability goals,’ appeals to the ecology minded customer. The quest for locally available, product appropriate empties is as near as those who use your products. Increasingly, MPS dealers are acquiring the responsibility to provide labor, parts and supplies for millions of clicks every month. Every click helps empty a cartridge. Remanufacturer’s should work with their own sales team to offer the servicing dealer a simple program that maximizes the empties collection ability of the wide reach of field service techs. Tap into the MPS frenzy by suggesting a program that saves the buying dealer money and directly rewards their employees. This type of innovate rewards program can help kick-start a new avenue of empties collection.

空盒军团作为兼容耗材行业最为重要的材料来源，空盒的动向往往牵动着后市场领域最敏感的神经，空盒的价格，流向和回收规律无不与后市场企业生产、经营销售等活动息息相关。本期《亚洲再生业》专栏作家Ronelle Ingram将与您一道，深入探析空盒涉及的一系列关键问题，带您透过激烈的空盒市场竞争的现状背后，详细了解当前空盒市场的运行模式，以及如何才能参与其中。

内容纵览:

Empties Infantry ContinuedBy Ronelle Ingram



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The worldwide hardcopy peripherals market experienced double-digit growth in both units and shipment value in the second quarter of 2010 (2Q10). According to the International Data Corporation (IDC) Worldwide Quarterly Hardcopy Peripherals Tracker, the total market grew 20% year over year in 2Q10 to 29 million units while shipment value increased 14% year over year to $13.3 billion. This is the third consecutive quarter of year-over-year unit growth and the first double-digit growth for both units and shipment value since early 2000. “We expect the market will continue to bounce back throughout 2010 but competition will remain strong and emerging markets will fare better than others,” said Phuong Hang, program manager for IDC’s Worldwide Quarterly Hardcopy Peripherals Tracker. Unlike previous quarters, where color laser multifunction printers (MFPs) exhibited the highest year-over-year growth, 2Q10 marked the first quarter where monochrome laser MFPs posted a higher year-over-year growth than color laser MFPs, 39.7% and 33.0%, respectively. While HP dominates the total laser market with 2.8 million units shipped in the second quarter, Samsung is the leader in both monochrome and color laser MFPs. On a year-to-year basis, Samsung's monochrome laser MFP shipments increased 54% to 500,777 and color laser MFP shipments grew 55% to 108,731 units over the same period.

Technology Highlights

• Inkjet remains the dominant technology with 66% share in the overall hardcopy peripherals market. The segment grew 14% year- over-year, the highest growth since 4Q03, to more than 19 million units in 2Q10, 78% of which were inkjet MFPs. • The laser market increased 35%, the highest year-over-year growth among all technologies, to more than 9 million units in the second quarter The segment continues to be dominated by the top 5 vendors

with more than 85% market share. • Monochrome laser devices accounted for 83% share of the total laser space, gaining 1 point from a year ago. The MFP penetration rate within the monochrome laser space has been oscillating around 37% for the past 5 quarters, the lowest rate of MFP penetration of all segments. • Losing one point to monochrome, color laser finished the quarter with 17.1% market share in the total laser space. The segment posted a 25.4% growth, the best year-over-year trend since 1Q07. Trailing printers by 8 points, MFP devices represent 46% of the color laser sector.

Regional Highlights

• United States – In 2Q10, the U.S. posted double-digit year-over-year shipment growth of 14.4%. This is the second consecutive quarter of positive year-over-year unit growth for the region. Compared to 1Q10, the U.S. gained 1 point share to 23% (approx. 6.6 million units) of the overall market. • Western Europe – Overall, the region recorded a 12.3% year- over-year growth in 2Q10, the first positive trend since 3Q07. There were 5.6 million units shipped in the region. Western Europe is the third largest region, accounting for 19% share in the total market. Shipment levels are still lower than in 2007 and 2008, as the market will take some time to fully recover. • CEMA – The region experienced significant year-over-year growth in the overall market in the second quarter, increasing 23.1% to 3.4 million units. CEMA represents 12% of the worldwide market share. • Asia/Pacific (excluding Japan) – APeJ continues to rank number 1 in unit shipments with 7.9 million units in 2Q10. With 31.8% year-over-year unit shipment growth, the highest increase among all regions, the region has expanded its market share by 2 points to 27.3% from a year ago. • Japan – With approximately 1.6 million units shipped in Q210, Japan accounts for 5% of the worldwide market share. While posting a 1.4% year-over-year growth, the lowest trend among all regions, Japan experienced a loss of 1.5 point share from a year ago.

Vendor Highlights

• HP remains the number 1 hardcopy peripheral vendor in terms of worldwide shipments (11.9 million units), with 41.0% market share and 22.3% year-over-year growth. HP's strongest region in 2Q10 was APeJ, with 39.5% year-over-year growth, compared to 22.1% and 12.4% shipment growth in the Americas and EMEA respectively. On a worldwide basis, the vendor's MFP

Worldwide Hardcopy Peripherals Market Recorded Double-Digit Year-Over-Year Growth in the Second Quarter of 2010


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segment grew 26.1% and printer 15.7% year-over-year. • Canon continues to be the number 2 ranked vendor in 2Q10 with worldwide market share of 19.3% and 13.5% year-over- year growth. The EMEA region was strongest for Canon in 2Q10, with 17.5% year-over-year unit growth, followed by APeJ and the Americas, with 15.4% and 6.4% growth, respectively. Canon posted a stronger growth in the worldwide MFP market, 21.6% versus 1.8% for printers. • Epson maintained its position as the number 3 vendor worldwide. While its market share has remained unchanged at 14.0%, compared to a year ago, the vendor posted 20.1% year- over-year shipment growth in 2Q10. The vendor experienced the highest year-over-year growth in the Americas with 50.0%, followed by 14.2% in APeJ and 7.6% in EMEA. Epson achieved growth in both the MFP and printer markets, with strongest showing from laser MFPs, which experienced 90.1% year-over- year growth. • Samsung strengthened its position as the number 4 vendor, gaining more than 1 point from the previous year to 5.7% share in the overall hardcopy market in 2Q10. The vendor posted the strongest year-over-year shipment growth among the top 5 vendors, with 52.3%. Samsung enjoyed significant growth (more than 50%) across APeJ, EMEA, and the Americas. On \ a year-over-year basis, the vendor grew 44.5% to nearly 742,000 MFP units, and 59.3% to more than 926,000 printer units worldwide. • Brother accounted for 5.3% of the total hardcopy market in 2Q10. The vendor posted 17.7% year-over-year growth on a worldwide basis. Unlike the previous quarter, where the Americas posted the highest year-over-year shipment growth, 2Q10 saw APeJ as the best performance region with 29.9% year-over-year growth, followed by the Americas (13.7%) and

EMEA (11.6%). The vendor's printer segment recorded a higher year-over-year shipment growth than MFP, 33.4% vs. 13.6%, respectively. Worldwide Hardcopy Peripherals Market Share and Year-Over-Year

Growth, Second Quarter 2010

U.S. Hardcopy Peripherals Market Share and Year-Over-Year Growth, Second Quarter 2010

Notes:

• IDC tracks A2-A4 devices in the Quarterly Hardcopy Peripherals • Hardcopy Peripherals include single-function printers, printer- based multifunctional systems (MFPs), and single-function digital copiers (SF DC). Data for all vendors are reported for calendar periods.

Worldwide Hardcopy Peripherals Market Recorded Double-Digit Year-Over-Year Growth in the Second Quarter of 2010 Continued

International Data Corporation (IDC) sees 2010 as the springboard for faster growth of the hardcopy peripherals (HCP) market in the coming years. The encouraging economic and political climate in the country bodes well for the HCP market, with the rest of the year expected to be characterized by an upturn in spending. “Multi-function peripherals (MFPs) are expected to further eat into the market share of single function peripherals (SFPs), in-line with the increasing preference for more efficient and cost-effective printing solutions. Laser SFPs and color laser MFPs are

also projected to have double-digit growth, especially with the availability of more affordable models that could call the attention of small offices/home offices (SOHOs), small businesses and, even home consumers.”, says Pamela Joy M. Sumanga, Associate Market Analyst for Hardcopy Peripherals research at IDC Philippines. From January to June 2010, the HCP market grew by 11.1% compared with the same period in 2009. Shipments of inkjet SFPs and MFPs expanded by 11.8% as consumer sentiment strengthens. Laser SFPs and printer-base MFPs enjoyed a more buoyant growth. Demand for these HCP technologies increased by

A Start of Faster Growth for Hardcopy Peripherals Market in Philippines by Year-End 2010


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24% year-over-year (YoY) in 1H 2010 due to the steady rise of business confidence, which encouraged IT-related purchases. The copier market, however, dipped by 19.7% YoY. One factor that contributed to the decline was the elections, which triggered delays in government tenders and prompted some channel partners to take a wait-and-see stance in the days leading to May 10. Business optimism gained strength in as early as June in view of the peaceful conclusion of the elections and the promising mandate offered by the new administration.

FIGURE 1: 1H 2010 Philippine Hardcopy Peripherals Shipments

In 2009, the Philippine HCP market expanded by 7.1% compared with to only 3.6% in 2008. Such recorded growth defied expectations. Considering that the Philippines merely escaped recession and was beleaguered by natural calamities, the unrelenting demand from the government, home users, small offices, and small businesses countered what could possibly have been a dismal year for HCP vendors, since medium-sized to very large firms were observed to have delayed plans for upgrades and/or replacements. Introduction of more innovative and low-priced models, which helped vendors pique the interest of price-conscious consumers, also propelled the growth of the HCP market. “The challenges and events that transpired in the previous year highlighted the importance of being proactive in addressing the needs and limitations of the consumers. As price remains a major factor considered by consumers, it is essential for vendors to come up with flexible financing terms that could encourage faster movement of products in the market and even aid the adoption of more advanced models. Vendors are also advised to invest on consumer education, considering that the purchase decision process of consumers is becoming more complex. Other than price, product specifications and lifestyle factors, among others, also affect their buying behavior,” said Sumanga.

InfoTrends has announced the release of its annual Western Europe Production Printing & Copying Market Forecast. This document provides a forecast for single-function and multi-function devices for the Western Europe production printing and copying market between 2009 and 2014. Forecast metrics include unit placements, installed-base, page volume, retail value, and revenue. It also includes the following segmentation: colour capability, imaging technology, duty cycle, speed (page per minute), feed type, and function. While the overall market has experienced declines, InfoTrends expects the colour market to level out by 2013 at which point it will gain stability. Some of the declines of the black & white market can be attributed to a shift of black & white pages being printed on colour devices. Nevertheless, some of the higher volume black & white segments will experience growth in placements and impressions. Ralf Schlozer, a Director at InfoTrends, stated, “This market has taken a particularly hard hit in recent years, however, we do see

some stabilization returning over the forecast period with better times ahead. Improvements in technology will encourage market growth, as evidenced by the shift that is occurring toward the use of high-speed continuous-feed colour inkjet devices.”.

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.

InfoTrends Releases Western Europe Production Printing & Copying Market Forecast

A Start of Faster Growth for Hardcopy Peripherals Market in Philippines by Year-End 2010 Continued


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Ensure that your marketing programs are on the right track this year by taking advantage of these marketing tips:1. Lead generation and customer acquisition are top marketing goals.74% of manufacturers stated that customer acquisition or lead generation is their primary marketing goal. It’s all about sales! Whatever the state of the economy.2. There aren’t enough marketing resources.For the third year in a row, 49% of manufacturers reported that one of their top three marketing challenges is they don’t have enough resources: dollars, people and time. Takeaway: invest the resources you do have to get the greatest possible return.3. E-mail is the most frequently used online marketing tactic. 65% of manufacturers use e-mail marketing to in-house lists and 16% use e-mail marketing to rented or purchased lists. E-mail remains an effective and affordable marketing tactic in the industrial sector.4. Manufacturers are investing more marketing resources online. The majority of companies (51%) will spend more on online marketing in 2010 than they did in 2009. 47% will spend more than one-third of their marketing budget online. 5. Online channels deliver the best leads.Three of the top four sources of leads are online channels, including company Web site, e-mail marketing, and search engine optimization. Online channels often provide near real-time delivery of lead information and full contact data on potential customers.6. Quality of leads is the most important factor when allocating marketing budget.In a rank of factors, lead quality was first on the list, while lead quantity came in at only sixth place out of nine factors. Wouldn’t your sales teams rather have a manageable number of high-quality leads than a boatload of unqualified names or anonymous Web site clicks?

7. Social media is starting to gain traction.68% of manufacturers plan to increase their spending on social media in 2010. LinkedIn is the most popular social media application in the industrial sector, used by 59%; 40% use Facebook. While only 23% are currently using video, 37% are planning to implement it in 2010. 8. Traditional media continues to decline. While online marketing experiences growth, spending on traditional media continues to decline. In 2010, 25% of manufacturers are decreasing trade magazine advertising and 24% are decreasing use of printed directories. The truth is simple: you must be online to connect with your audience.

Eight Industrial Marketing Trends for 2010


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CMO ON THE GO


ORIGINS: COATES BROTHERS

Coates Brothers was established as a family business in 1875, focused on the manufacture of printing inks. Throughout the years the company continued to grow and expand, eventually becoming an international group with five operating divisions. One expansion included the purchase of a small company located in Dallas, Pennsylvania called Surface Processes Research & Development Corporation.

ORIGINS: SURFACE PROCESSES R&D CORPORATION

What began in the 1950s as a small, high tech, fine particle processing lab in a town called Dallas, in Pennsylvania’s Wyoming Valley, is today a state-of-the-art toner plant. Once the brainchild of partners Dr. George Young and Joseph P. Hall in a venture called Surface Processes Research & Development, Inc., the principals often looked to the future with a vision for plant expansion they called bricks and mortar. Young and Hall were focused on a novel method for producing toner using a solvent spray drying process. The concept had great appeal. It was energy-efficient and capable of producing uniformly-sized, spherically-shaped toner particles, much like the chemical processing technology (CPT) toners preferred in today’s market. Unfortunately, one problem haunted their efforts, residual solvent trapped in these powders would exude over time, causing caking and agglomeration in bulk storage.

A MANAGEMENT BUYOUT BY EXECS OF COATES TONERS

In 1978, the facility was sold to Coates Reprographics of Midsomer, Norton, England. Two name changes followed: first, to Coates Electrographics and next, to Coates Toners, during those changes there were also three sales: first, to French chemical giant Total and next, to the Sun Chemical division of Dainippon Ink & Chemical. Finally, the company’s management team, consisting

of Lawrence Berti, Paul Clothier and Jim Collins, negotiated an MBO (management buyout) and took control, with funding from a local bank, about 15 miles from the Dallas plant. Chief Marketing Officer (CMO) Larry Berti explains “For months prior to the MBO, Paul Clothier, Jim Collins and I worked on a revised operations plan for the company. We felt the business was sound, but just needed adjustments in its approach to the market place. Our plan aimed at reducing the focus on some low-margin commodity toners in favor of stressing the more profitable specialties, MICR toners and color toners, and products being manufactured for certain OEMs. This strategy, we believed, would ensure that Coates achieves both its short and long term goals.” From a personal standpoint, the MBO team realized that entrepreneurship is everyman’s dream. “Once we took on the challenge” noted Clothier, “we found it to be an incredible learning experience. Every decision was exciting. We wouldn’t trade that experience for the world.” “Raising cash,” noted Berti, “was a story in itself. There were several interested parties in this transaction, ranging from other industry toner manufacturers to outside investment groups. During the process we never lost our enthusiasm and eventually found a financial partner right in our own backyard!” We knew the value of the company, its sophisticated toner products and the long term opportunity it represented. It is important to note that our long time and loyal customers supported our purchase, as well as Steven Roth Esq. of the Law firm Rosen, Jenkins & Greenwald, James Burke of Pennstar Bank and the representatives of Sun Chemical, were critical in completing the MBO. We owe a debit of gratitude to all for helping us to realize this business opportunity.The deal was closed in December 2008.

RECORD SALES THE VERY FIRST YEAR

Under new management, Coates Toners hit the ground running. “For the year 2009,” said Berti, “we were able to exceed our sales budget by more than 30%” The additional 30% was comprised of a number of commodity toners Coates Toners sold, as well as new color products brought to market. Because the new team was completely familiar with the equipment, the facilities, the product lines and the employees, it was able to keep on running without missing a stroke. “It was a very smooth transition,” noted Berti. “We kept the same plant workers and ran with tried and true formulations.” Overall, the Coates plant in Dallas employs a work force of 33 individuals proudly boasting an average tenure of 16 years!

CMO on the Go: An Interview of Lawrence BertiBy Art Diamond, President, Diamond Research Corporation


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NEW TONER DEVELOPMENT

One outstanding feature of the Coates Toners operation is its new toner development capability. With the combination of a fully-equipped pilot plant, supported by a team of seasoned toner chemists and engineers, Coates Toners is positioned to meet the demands of the dynamic toner aftermarket. It can tailor toner to suit the rapid succession of new model printers and multi-function devices that the original equipment makers (OEMs) are parading into the marketplace. Each new “box” (printer, copier, MFP) that appears on the market provides a window for the OEM during which there is no competition for repeat consumable sales. That window can exist for as long as one year, as independent toner producers scramble to match the new toners. In this race, a company like Coates can produce a compatible toner in at least half the time. Berti observed that “Our development managers have more than 50 years of experience in toner formulation and testing. They are also seasoned in collaborating with resin, pigment and specialty chemical suppliers. Their knowledge, skill and expertise ensure that our products deliver the required image quality, print yield and fusing characteristics to meet or exceed OEM specifications.”

COLOR TONERS

Coates Toners has been developing, manufacturing and selling both mechanically produced (MPT) and chemically produced (CPT) color toners for more than 5 years for the after-market. Coates Toners has been able to develop strategic alliances with select manufacturers of CPT base product, which they blend together with their own developed additive packages. This combination has allowed Coates Toners to produce a complete line of high quality color toners designed for desk-top, as well as select copier applications. Regarding mechanically-produced color toner, Paul Clothier said, “We are in a very fortunate position being able to build on the expertise gained in the UK and in having installed their color toner manufacturing equipment. This hands on experience enabled us to dramatically reduce the learning curve associated with color manufacturing and hence the time required to bring new products to market.”

ISO CERTIFICATION

The Coates toner plant in Dallas was first awarded ISO 9001 certification in 1997 and then recertified in March 2009 to the ISO 9001 2008 standard. “Above and beyond the discipline and scrupulous record-keeping required to earn that award, this program forced us to maintain a strict policy of manufacturing and quality control systems procedures. There is no question that we benefited from the entire process as all operations at Coates Toners are carefully regulated and under strict control. The net outcome is

that our toners are consistent in their uniformity, performance and print quality.”

LOOKING AHEAD

Larry Berti said “Our goal is to continue to expand our business in both domestic and international markets, providing the highest quality products in a consistent manner, re-investing in people and equipment so our products and services remain on the cutting edge of technology. Our industry is filled with opportunities, the challenge is to allocate resources to favor those which provide some immediate benefits as well as a strategically advantaged position for the future. For Coates Toners this means continued R&D allocation on OEM projects, color toners, biotoners and other specialties. We are excited about the future and are proud to carry the Coates Toners brand forward for all those who, in the past, dedicated their lives to this company. They will never be forgotten and will be a part of the Coates Toners family forever. ”

CMO on the Go: An Interview of Lawrence Berti Continued


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The dream of the paperless office has been around for years, but it has remained just that, despite the rise of e-mail and the web. True, paper consumption in American offices peaked in 2001, but since then it has declined only slightly from its high of around 150 pounds (68kg) of paper per worker per year. In Europe, meanwhile, each worker prints an average of 31 pages a day, seven of which were not even wanted, according to recent research by Lexmark, a printer manufacturer. The cost of all that paper, toner and ink quickly adds up. Which is why, earlier this year, the University of Wisconsin-Green Bay adopted a novel strategy to save money on print supplies: it changed its fonts. Programs like Microsoft Outlook default to Arial, but a thinner-lined typeface such as Century Gothic requires less toner or ink to form its characters. A study in 2009 showed that switching to Century Gothic could save businesses as much as $80 per printer per year. The university predicts that this year it will reduce its $100,000 print-supplies bill by around 10% by making this simple change.

“No one had put the facts together, namely, that ink or toner is very expensive, that people still print a lot, and that there is a lot of variance between fonts in how much ink they use,” says Diane Blohowiak, the university’s director of computing. So far no students or staff members have complained. And the FBI, local governments and even America’s space agency, NASA, have all come calling, hoping to make similar savings too. Thrifty though a font like Century Gothic may be, a Dutch company, Ecofont, has found a way to make a font that is even thriftier: by punching holes in the letters. The firm did this by creating a new version of a popular font called Vera Sans which is shot through with tiny holes (see below). The firm says this can reduce the amount of ink or toner needed by 25%, with no effect on legibility. (Ms Blohowiak and her colleagues disagreed, deciding not to use the new font because it was sometimes difficult to read on screen.)

How to print in green on a black-and-white printer

Ecofont ’s new software goes one better, letting people use “normal” fonts on screen and inserting the holes only at print time—and then only for small type sizes, where they are less apparent. Ecofont recently picked up a European Environmental Design Award for its work. Another money-saving trick involves a more low-tech approach. Given the industry’s model of selling printers at knock-down prices and then charging high prices for refill cartridges—one investigation famously found that inkjet ink costs more than seven times as much, millilitre for millilitre, as 1985 Dom Perignon champagne—there is understandable scepticism when printers claim to be running low even while turning out beautiful, streak-free pages. Surely there must be more ink in the tank? There often is. Sensors in ink and toner cartridges report them as being empty even when they are not, a fact that has led to lawsuits (manufacturers say they need to protect the non-replaceable print head from trying to print without ink). Many laser printers use an optical sensor to measure toner levels. Instead of simply warning users, printers refuse to produce another page until the cartridge is changed. But frustrated users fight back in online forums. Perhaps the most popular trick is to cover the tiny window in toner cartridges with a piece of tape, fooling the optical sensor into thinking that the cartridge is always full. This correspondent recently squeezed an additional two months of life from a supposedly empty toner cartridge before the first streaks appeared on printed pages. A further way to cut costs and reduce environmental

Office technology: All kinds of technological tricks are being used to reduce the cost and environmental impact of office printers

Ruses to Cut Printing Costs


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impact is to use less paper. These days it’s usually a matter of a few clicks to print out a document on half as many sheets, simply by rotating and squeezing two pages onto each one. But this can be hard on the eye. So a better option is duplex printing: printing at full size, on both sides of each sheet. According to a recent European Union “green purchasing” guide, duplex printing can cut costs by 38% over the life of a printer. Citigroup once estimated that it could save $700,000 a year and eliminate 76 tonnes of solid waste if every employee saved only one sheet of paper per week by using duplex printing or copying. Duplex printing is a common feature on modern printers and copiers. But when was the last time you used it? The real challenge, as the EU guide notes dryly, is persuading people to “actually use the duplex function”. Using clever fonts, making toner cartridges last longer and saving paper are all bottom-up ways to cut printing costs. There is also an increasingly popular top-down option, known in the trade as “managed print services” (MPS). This involves outsourcing the operation and management of office printers and copiers to an external supplier such as HP, Xerox or Ricoh. That supplier is paid a monthly fee, and then has an incentive to cut printing costs by exploiting economies of scale in procurement, replacing printers with more efficient models and so forth. Some MPS suppliers even monitor individual employees’ use of printers or copiers in order to identify particularly wasteful or inefficient practices. The industry’s rule of thumb is that MPS can cut costs by around 30%. As companies look for ways to save money, it is not surprising that the global MPS market grew by 27% to $25.8 billion in 2009, according to Photizo Group, a market-research firm. Of course, the best thing, from both a cost-saving and an environmental point of view, would be not to print at all. In parallel with efforts to cut costs within their offices, many firms have also introduced automatic e-mail signature lines that ask external recipients to “consider the environment before printing this e-mail”. Does this work? Nobody knows. But until the paperless office finally comes along, it is at least a cheap way to look environmentally conscious.


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New consumer protection legislation comes into force in October. I am pleased about this, because it contains a number of innovative provisions to protect consumers. An aspect of the legislation that, I think, is great concerns labelling and so on, and,

generally, refers to the intentional or unintentional misleading of buyers. I am glad about this. Something that has worried me for some time is the fact that, as technology marches forward and new technological complexity comes into everyday life, it is becoming easier to confuse buyers and, to put it bluntly, use this confusion to hoodwink the unsuspecting buyer. The science and technology folks must not allow technology to be used to fool buyers. How one stops or curbs this trend I really do not know, but the legislation is moving in the right direction.However, let me now ponder a modern trend that irritates me. Take, for example, a computer printer. These days, one can buy a printer for around R600, and that looks like a real bargain until you discover that the toner cartridge costs R700. Usually, the salesperson does not mention cartridges when someone is looking at printers. The expensive cartridges story has been around for years and that is why the cartridge refill industry has grown, but the situation is getting worse. Now manufacturers go one step further – there is an electronic chip built into the cartridge that sends a signal to the computer indicating that there is enough ink or toner in the cartridge. But when it is empty, the printer stops dead. In the case of many printers, when, for example, you run out of blue ink, the printer stops dead – it will not continue printing the document in red or black only. The electronic chip stops the system. In the case of the older toner printers, as the toner ran out, you just got paler and paler pages, but the printer kept printing. In fact, it would ‘print’ if the cartridge were totally empty – you just would get nothing showing on the pages. But now, with the electronic chip, you cannot get the cartridges refilled, because the refill companies do not know how to reset the chip. So, even if you refilled a cartridge, it still will not work because the chip sends an ‘empty’ signal and stops the device from operating.

So is this a technology advance or not?

To me, it seems like a marketing trick to force buyers to buy original cartridges and not get generics. That would be okay if the price of the toner or ink were reasonable. But it is not. If you look at a disposable cartridge, it is amazing how complex it is. The cartridge contains gear wheels and flaps and all sorts of complex plastic moulding. My engineering mind tells me that it cannot be a technological requirement that this whole cartridge be thrown away. It must be possible to design a printer where you just buy a bottle of toner and pour it into a hole or, at most, replace a canister, which is the case with many photocopier machines. So I believe that the printer companies have intentionally designed printers to sucker the consumers into a long-term expenditure. You buy a printer for R600 and then regularly spend more than that amount on cartridges for years. This is intentional swindling on the part of the manufacturers. It is sad. Imagine if, every time you ran out of coffee for the percolator, you had to buy a coffee cartridge that costs more than the percolator. Modern technology is so good that, if one comes across a case of the cartridge being the same price as the whole machine, then the design was intentional on the part of the manufacturers. They sat down to plan how to sucker buyers. That is why new consumer legislation is needed. As technology advances, it becomes easier to sucker people. You can confuse them with battery recharging requirements, with vitamin supplements, with TV screen response times and contrast radios . . . and the list goes on. Modern technology should really become friendlier to the user – the term ‘modern technology’ should not be used as an excuse by manufacturers to con the buyer into excessive expenditure.

Thumbs up for New Consumer Protection LegislationBy Kelvin Kemm

Dr Kemm is a nuclear physicist and is the CEO of Stratek Business Strategy Consultants. He also sits on the board of advisers of the Committee for A Constructive Tomorrow, based in Washington DC - He may be reached at [email protected]


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2010 event delivers the latest market news from Asia,

Europe and the Middle East

Exceptional opportunities exist at Paperworld China to source the latest and most innovative range of stationery and office supplies from across the globe. The show opening tomorrow at the Shanghai New International Expo Centre will feature more than 570 leading suppliers from 19 countries and regions including China, Egypt, France, Germany, Hong Kong, India, Indonesia, Israel, Italy, Japan, Korea, Latvia, Malaysia, New Zealand, Switzerland, Taiwan, Thailand the UK and the US. The sixth edition of this dynamic trade fair has a strong line up comprising country and region pavilions from Europe, Malaysia, Taiwan and Thailand, as well as special product zones for paper and printing and office automation. To meet the growing demand for paper and printed goods, the Paper and Printing Zone has increased in size to 5,000 sqm. This special area will be a one-stop sourcing platform for printing paper, notebooks, exercise books, paper bags and boxes, wrapping paper, albums, calendars, memo pads, adhesive pads, greeting cards, postcards and recycled paper. In addition to finding an extensive array of pens, pencils, office automation and accessories, school supplies, stationery gift items, paper and printing products, the show’s comprehensive fringe programme will present the latest developments taking place in the stationery and office supplies industry. This includes an exclusive Round Table, where industry experts from China, Europe and the Middle East will discuss the future development of the stationery and office supplies industry. Commenting on her involvement in the Round Table, Ms Yang Li, President of the China Stationery & Sporting Goods Association said, “This forum brings together the senior management of multi-national stationery and office supplies companies, it is therefore the ideal occasion to highlight the growing opportunities available in China’s developing stationery and office supplies market.” Ms Yang went on to add “With more resources being invested into research and development, there will be a shift in the coming years f rom ‘Made-in-China’ to ‘Design-in-China’. Similarly, greater emphasis will be placed on producing environmentally-f riendly products. Together, these present a great chance to promote and strengthen bilateral partnerships.” Other planned events taking place during the fair include a series of specially organised seminars covering:Industry seminar: Remanufacturing – insights into a global marketDate: 15 September 2010 Details: Mr David Connett, Publisher of The Recycler will share his insights on the remanufacturing industry.

Symposium: The sourcing behaviours of chain stores in ChinaDate: 16 September 2010Details: Members of the China chain Store & Franchise Association will give advice on how to enter the Chinese market and outline the sourcing behaviours of chain stores in China.Market forum: Current market trends in the stationery and office supplies industryDate: 16 September 2010Details: Industry professionals from China, Germany and the Middle East will talk about the latest stationery and office supplies developments taking place in China and other international markets.Industry forum: An examination of the paper and printing products industry in ChinaDate: 16 September 2010Details: Industry players from the paper and printing industry will discuss the future development of paper and printing products in China.Industry seminar: The latest tend of green purchasing and an overview of green paper productsDate: 16 September 2010 Details: Representatives f rom the Green Council of Hong Kong will introduce the latest developments of green purchasing and how the paper related industry can respond to these new challenges.Industry seminar: How to run successful printer consumables businessDate: 16 September 2010Details: A panel of seasoned professionals will discuss the differences between the printer consumables market and the traditional office supplies market, the market demand for printer consumables and the difficulties in running a printer consumables business. Paperworld China is organised by Messe Frankfurt (Shanghai) Co Ltd, China Chamber of Commerce for I/E of Light Industrial Products & Arts-crafts and Guangzhou Foreign Trade South China Exhibition Corp Ltd.

Additional editions of Paperworld include:

• Hong Kong International Stationery Fair, 10 – 13 January 2011, Hong Kong• Paperworld, 29 January – 1 February 2011, Frankfurt• Paperworld Middle East, 7 – 9 March 2011, Dubai

For more information on the Paperworld brand name fairs, please visit www.paperworld.messefrankfurt.com.



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OEM UPDATE


Kyocera Mita America, Inc., one of the world’s leading document solutions companies, introduced the FS-C2026MFP and FS-C2126MFP 28 page per minute color multifunctional printers. As part of Kyocera’s ECOSYS® line of environmentally friendly products, the FS-C2026MFP and FS-C2126MFP meet Energy Star™ guidelines for power efficiency and utilize long-life consumables for consistent high-quality image color output and low total cost of operation. “Many businesses struggle with legacy office technologies that are inefficient, unreliable and very costly. This is why Kyocera is driven to produce document solutions designed to consolidate older devices and deliver on our promise of offering devices with ultra reliability, high productivity and a low TCO,” said Michele McDonald, product & solutions marketing manager for Kyocera Mita America. “The FS-C2026MFP and FS-C2126MFP exemplify Kyocera’s commitment to provide devices that work harder to help businesses become more efficient and successful in today’s competitive marketplace. These devices will allow any office to produce professional quality documents more affordably than ever before.” The FS-C2026MFP and FS-C2126MFP are designed for

device consolidation by including features such as color print, copy and scan (The FS-C2126MFP includes black and white fax capabilities), in an all-in-one device with a low TCO, fast speeds and superior color quality. Engineered using Kyocera’s ECOSYS technology, the FS-C2026MFP and FS-C2126MFP incorporate long-life consumables and components and deliver maximum business “uptime” with an industry leading 200,000 page preventive maintenance (PM) schedule. This outstanding preventive maintenance interval creates longer periods of time between required service visits, contributing to ultra reliability and low total cost of ownership. The FS-C2026MFP and FS-C2126MFP meet organizations’ demand for superior output quality while simultaneously managing costs and include a 50-sheet document processor, standard 300-sheet paper capacity with two optional 500-sheet drawers, and 768MB of standard memory (upgradeable to 1792MB), to ensure fast and efficient processing for printing, scanning, faxing and copying. For added convenience, the FS-C2026MFP and FS-C2126MFP come standard with a versatile USB Host interface. The front-loading USB Host Interface provides end-users with Print-from and Scan-to capabilities in PDF, TIFF and XPS file formats. This interface makes it easier to work between hard copy and electronic files without a computer, therefore, improving overall productivity and workflow efficiency. In addition, the devices provide the user with monochrome and color scanning capabilities including scan to PC, scan to e-mail, Scan to FTP, scan to USB, WSD scan and TWAIN scan. For improved ease-of-use, Kyocera’s new color MFPs include standard network printing, a robust PowerPC446 667 MHz processor and 600 dpi print resolution. Both the FS-C2026MFP and FS-C2126MFP support multiple page description languages, including Kyocera’s PRESCRIBE, PCL6 (5c, XL), KPDL3 (PS3 compatible), and XPS, and can be connected in any Windows®, Mac or Linux environment. The FS-C2026MFP and FS-C2126MFP join the already successful FS-3140MFP, FS-3040MFP (42 PPM), FS-1128MFP, FS-1028MFP/DP and FS-1028MFP (30 PPM) black and white multifunctional printers creating one of the most comprehensive lines of multifunctional printer line-up in the industry today.

Kyocera Mita America Launches Color Multifunctional Printers Offering Superior Image Quality and Low Total Cost of Ownership With release of the FS-C2026MFP and FS-C2126MFP Kyocera Now Provides One of the Most Comprehensive Lines of Multifunctional Printers on the Market Today


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Pricing and Availability

The FS-C2026MFP and FS-C2126MFP are available now through authorized Kyocera Mita dealers, at a manufacturer’s suggested retail price (MSRP) of $3,549 and $3,999 respectively.

ABOUT KYOCERA MITA AMERICA

Kyocera Mita America, Inc. (www.kyoceramita.com/us), headquartered in Fairfield, N.J., is a leading provider of computer-connectable document imaging and document management systems, including network-ready digital MFPs/printers, laser

printers, color MFPs/printers, digital laser facsimiles, and multifunctional and wide format imaging solutions. Kyocera Mita America is a group company of Kyocera Mita Corporation. Kyocera Mita Corporation is a core company of Kyocera Corporation, the world's leading developer and manufacturer of advanced ceramics and associated products, including telecommunications equipment, semiconductor packages and electronic components. Kyocera Mita America, the first document solutions company with third-party certified sales data, has earned numerous honors for its products’ high performance, reliability and cost efficiency. Kyocera Corporation's consolidated net revenues exceeded $11 billion for the year ending on March 31, 2010.

For more information on Kyocera’s line of color and black & white MFPs, or to find the nearest dealer, please visit Kyocera Mita America’s dealer locator at: www.kyoceramita.com/us.

Kyocera Mita America Launches Color Multifunctional Printers Offering Superior Image Quality and Low Total Cost of Ownership Continued


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The Dell 1100 printer is a printer specifically made for average jobs. The machine produces good quality for text and graphic printing projects. You can get about fourteen pages per minute with this device, equaling the standard rate of printing. If you are interested in producing more pages per minute, it may be better to look for a faster printer. The printer comes in the colors of Dell, white and grey. The machine weighs around twelve pounds which is the normal weight of printers. The only major disadvantage is the paper tray that remains outward. This causes the machine to be vulnerable to dust. It is a good idea to have an air can handy to clean every so often. The Dell 1100 offers easy to use features and can be a very user f riendly device for those who do not wish to struggle with technology. The printer comes equipped with two LED screens that notify the user of paper jams, low ink or other such complications. The device also comes with a handy button to feed paper or cancel a job. Fifty sheets of paper can be stored.

If you experience a jam, you can remove the toner cartridge behind the main door and simply fix the problem. Since the printer is easy for all, you can easily reinstall the toner cartridge when finished. When purchasing this printer, however, be sure to purchase a USB cord which is required. Once you are ready to set up the printer, just simply take out the instructions and begin to follow the diagram. There is a handy poster included which comes equipped with systematic illustrations that make it easy and non-stressful to get the printer installed and ready to go. Users with Windows systems will have no problem with this machine but others will because the printer is only designed for Windows. A resolution of 600 x 600 dpi is the maximum for the Dell 1100. However, the resolution has been noted as higher than other

printers in the same price range. The printer runs quite efficiently with its 150 MHz and is considered fast when compared to other products. The only down side is the 2 Megabyte RAM, which only allows text, spreadsheets and grayscale graphics. A Dell toner should be used to get the best results. The starter kit includes a 1,000 page-yield cartridge. This can be considered small because other companies provide their customers with 2,000 page yield cartridges. Luckily, this can be easily fixed with a new 2,000 page yield cartridge in the Dell brand. Every page comes out to about 3.3 cents and is considered a bit more expensive than HP or Canon. Page sizes of 3' x 5' to 8.5' x 14' are easily handled by this printer. A4 is the most that can be printed. If you have many tasks that need to be accomplished quickly, it may be best to purchase a printer that can handle bigger projects. This printer can print about 5,000 pages every month. All in all, the Dell 1100 printer and Dell 1100 toner provide a comfortable printing speed and don’t break the bank. If you would like some money back, just simply send in your old Dell printer and receive a rebate. This printer and remanufactured toner works best for small jobs and for individuals who do not wish to spend a lot of money.

A Few Dell 1100 Printer Product Features


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Bizhub 184/164 Featuring Low Energy Consumption,

Compact and Lightweight Design

Konica Minolta Business Technologies, Inc. (Konica Minolta) is pleased to announce that the company has started shipment of a new digital monochrome multi-functional peripherals (MFPs), bizhub 184/164, for emerging markets. As the latest in the bizhub series, it features superb environmental performance with the industry's top class*1 low energy- consumption.

Al l of Konica Minolta’s products including MFPs always pursue global environmental consideration throughout the l i fe cyc le f rom research and development to procurement, production, distribution, sales,

usage and recycling. In the case of bizhub 184/164, it overall contributes to the environmental conservation by achieving more than 50 percent reduction in energy consumption compared to the level set by the International Energy Star program.*2 It also features biomass-based polymerized toner, compact and lightweight design, and reduction of packaging materials. Having excellent eco-functions and featuring Simitri HD polymerized toner with superior image quality, Konica Minolta will provide this feature-rich 3-in-1 model -- printing, copying and scanning -- to middle to small size offices in the emerging markets.

Main features of the bizhub 184/164

1. Industry’s top class energy-saving performanceBy significantly reducing energy consumption to minimize environmental impact, bizhub 184 realized a TEC value *3 of 1.01 kWh for bizhub184 and 0.92 kWh for bizhub164. Through minimizing the energy consumption, bizhub 184/164 contributes to reduction of CO2 emissions.2. Resource- and space-saving compact and lightweight designIn pursuit of resource-saving, the light weight body of the bizhub 184/164 is merely 23.5kg. Compared to the conventional machine (bizhub 163), body size has been reduced by approximately 30 percent, number of parts by approximately 35 percent, and packaging material by approximately 40 percent.*4 In addition, with its compact footprint (width x depth: 570 x 531mm) having output paper tray within the main unit, bizhub 184/164 can be placed even on desktops.3. Adoption of eco-conscious polymerized toner “Simitri HD with Biomass” *5

Konica Minolta is early to pay special attention to a polymerized toner (Simitri toner) with energy-saving manufacturing process, and started research and development of emulsion polymerization technology using biomass-based toner materials since 2000 when it began manufacturing. In terms of carbon neutral, the usage of biomass-based materials results in absorption of CO2 by photosynthesis contributing to environmental performance even during disposal. Thereby Konica Minolta`s Simitri HD with Biomass greatly reduces the total environmental impact throughout the life cycle from production to disposal.4. Excellent functionalityBy adopting polymerized toner with uniform and smaller particles that is used in high-end machines, the bizhub 184/164 sharply reproduces thin lines and small text. Together with printing, copying and scanning as standard functions, it can cut paper volumes by combining several pages into one sheet known as “N-in-1” copying. The bizhub 184/164 also features basic functions required in the middle to small size offices. The operation panel is simply designed and front access to the unit makes changing the toner cartridge and replenishing paper simple and convenient.*1 Top class in Typical Electricity Consumption (TEC) value for A3 size monochrome MFP, 16-18ppm, as of April 2010 *2 Energy-consumption obtained using measurement methods defined by the international Energy Star program for 230V machine. Please refer to the graph below. *3 Typical Electricity Consumption: Energy consumption values obtained using measurement methods def ined by the International Energy Star program in a conceptual week. It is based on the assumption that average usage of MFPs in the office is five days of

Konica Minolta Contributes to Minimize Environmental Impact with a New MFP for Emerging Markets

Space-saving compact design


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operation with sleep/off repeated, plus two days of sleep/off.. *4 Comparison by mass volume *5 Biomass: Renewable biological organic materials except petrochemicals Energy-saving design to significantly reduce energy consumption

Konica Minolta Reforms Production Printing Business

Aiming for Further Expansion

Konica Minolta Group will reform its organization in pursuit of further strengthening competitiveness and expanding applications in its production printing business - a segment positioned as our priority business.

Outline of the Reform

Konica Minolta Business Technologies, Inc. (Konica Minolta BT), and Konica Minolta Medical & Graphics, Inc. (Konica Minolta MG) have decided to spin-off graphic imaging business of Konica Minolta MG and transfer it to Konica Minolta BT as of October 1, 2010. Domestic sales companies, Konica Minolta Business Solutions Japan Co. Ltd-a subsidiary of Konica Minolta BT, and Konica Minolta Graphic Imaging Japan Co., Ltd.-a subsidiary of Konica Minolta MG, will integrate on the same day.

Purpose of the Reform

Konica Minolta Group is widely involved in various businesses including office equipment, optical devices, medical systems and measuring instruments. Among these business segments, the production printing segment, targeting

commercial printing and in-house printing as its major markets, is expected to further grow in the future. In the MANAGEMENT POLICY <09 - 10> formulated last year, production printing is defined as a strategic field which supports one of the basic policies, “Achieving Strong Growth.” Through this organizational reform, knowledge nurtured in the long years of experience in the commercial printing business and the business knowhow accumulated in the digital printing systems will be aggregated in Konica Minolta BT. By fusing high quality renowned in the commercial printing market and significantly environmentally conscious technology refined in the office equipment business, we will further strengthen competitiveness and expand applications in the production printing field. Konica Minolta Group is currently shifting management resources in the growth expected business fields and markets, and steadily pursuing “genre-top strategy” to attain top positions in the designated markets. We will continue to promote development of competitive and innovative products and strengthen sales force, thus ensuring strong growth of the Konica Minolta Group and maximize corporate value.

Konica Minolta Contributes to Minimize Environmental Impact with a New MFP for Emerging Markets Continued


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Epson America, Inc., a leading provider of superior performing desktop printing solutions, introduced the Epson Stylus® NX625, a powerful all-in-one with high-speed automatic two-sided printing. Ideal for busy households with multiple users and students who need an affordable all-in-one, Epson Stylus NX625 is also the world's fastest printer in its class(1) with built-in Wi-Fi n(2) and Ethernet to quickly and flawlessly print everyday documents from simple e-mails and vacation photos to elaborate invitations and more. “The Epson Stylus NX625 is perfect for families and students who need a superior performing all-in-one at an affordable price,” said Stacey Tieu, associate product manager, Consumer Ink Jets, Epson America, Inc. “Not only is the Epson Stylus NX625 the world's fastest all-in-one with high-speed automatic two-sided printing, it is also a feature-rich machine with copy and scan functions plus superior photo capabilities.” The Epson Stylus NX625 features built-in memory card slots and a 2.5-inch color LCD to easily view, select, edit, and print photos without a computer(3). Utilizing Epson's all-pigment DURABrite® Ultra ink, this versatile all-in-one delivers superior photo quality and durable prints that are fade(4)-, smudge- and water(5)-resistant, while also printing a 4"x6" photo in as fast as 20 seconds(6). In addition, the Epson Stylus NX625 offers high-quality scanning with 2400 dpi to archive important documents.

Additional Features of the Epson Stylus NX625:

• High-speed automatic two-sided printing with speeds of 7.6 ISO ppm (black) and 4.6 ISO ppm (color)(6), based on the ISO standard • World’s Fastest all-in-one with speeds of 15 ISO ppm (black) and 7.2 ISO ppm (color)(6), based on the ISO standard • Restore faded color photos without a PC • Adjust over- and under-exposed photos, and enhance richness and scenery in photos with Auto Photo Correction • Versatile ink cartridges used for both photos and documents • Replace only the ink cartridge needed with individual ink cartridges

• Extra high-capacity ink cartridges available, saving approximately 35 percent in ink costs(7) • Quickly print photos and more from mobile devices; • ENERGY STAR® qualified, RoHS compliant, and designed to be recycled(8) • Epson MicroPiezo® print head features DX3™ technology with smart nozzles that each produce and precisely place three sizes of ink droplets to create exceptional photos and documents

Pricing and Availability

The Epson Stylus NX625 ($149.99*) will be available in September through major computer, o f f i c e a n d e l e c t r o n i c superstores, a variety of retail stores nationwide and Epson’s retail site, www.epsonstore.com. For more information, please see the Epson Stylus NX625 fact sheet.

About Epson America, Inc.

Epson Amer ica , Inc . i s a leading provider of an extensive range of printers, 3LCD projectors, scanners and point-of-service printers

that are renowned for their high quality, functionality, innovation and energy efficiency. Epson America is a U.S. affiliate of Seiko Epson Corporation, which employs more than 70,000 people in 106 countries around the world. Seiko Epson is committed to its ongoing contributions to the global environment and for the second year in a row has been named to the Dow Jones Sustainability World Index, an indicator for leading companies in economic, environmental and social criteria. To learn more about Epson America, please visit: www.Epson.com. Specifications are subject to change without notice. Epson, Epson Stylus and MicroPiezo are registered trademarks, Epson Exceed Your Vision is a registered logomark, and Exceed Your Vision is a trademark of Seiko Epson Corporation. DURABrite is a registered trademark of Epson America, Inc. All other product and brand names are trademarks and/or registered trademarks of their respective companies. Epson disclaims any and all rights in these marks. (1) Fastest in its class printing black text in default, single-side mode, in accordance with ISO/IEC 24734. Compared to

Epson Stylus NX625 Delivers Superior All-in-One Performance and High-Speed Automatic Two-Sided Printing for the Home


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ink jet all-in-ones priced $199.99 or as of August 10 based on manufacturers rated ISO speeds or independent testing.(2) Wi-Fi 802.11 b/g/n certified; level of performance subject to the range of the router being used(3) Some functions may not be supported by Mac®, such as two-sided printing and accessing memory cards when the printer is networked.(4) Display permanence based on accelerated testing of prints displayed under glass in indoor display conditions; album permanence based on accelerated testing of prints in dark storage conditions. Actual print stability will vary according to media, printed image, display conditions, light intensity, temperature, humidity and atmospheric conditions. Epson does not guarantee the longevity of prints. For maximum print life, display all prints under glass or UV filter or properly store them.(5) Water resistance on Epson Premium Photo Paper Glossy, Premium Photo Paper Semi-Gloss, Premium Luster Photo Paper, and Photo Paper, when using genuine Epson inks.(6) ISO ppm is based on the new international standard for measuring print speed. Black and color print speeds

are determined in default, single-side mode, in accordance with ISO/IEC 24734. Actual print times will vary based on system configuration, software, and page complexity. See www.epson.com/printspeed for details, including complete ISO reports.(7) Save about 35% compared to T125 Standard capacity cartridges. Actual savings and yields may vary. See www.epson.com/cartridgeinfo.(8) See the website for convenient and reasonable recycling options at www.epson.com/recycle.


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First released in June 2008 the Okidata MB-200 series of machines are based on a 22ppm, 600 dpi MFP engine that has a first page out in less than 13 seconds. These machines can print, copy, fax and scan (600 dpi Color and Monochrome scanner). The printers come with a starter cartridge rated for 2,000 pages and the standard cartridge is rated for 3,000 pages at 5% coverage. There is also a HY cartridge rated for 5,500 pages. These machines use a fairly new method of telling the printer a new cartridge has been installed. Instead of a chip on the cartridge they use a Key Card that is inserted separately into the printer (See Figure 1). These reset cards must be replaced each cycle. When packaging the cartridge it is a good idea to tape the card to the top of the bag so the user does not forget they have to insert the card for the cartridge to work (just like the OEM does)

An interesting item about this system is that the cartridge does not have a toner

end detection system. It is all controlled by the reset card (Page counts). The machines based on this engine are:Okidata MB260 MFPOkidata MB280 MFPOkidata MB290 MFP The cartridges used in this series are:56123401 3,000 Pages* $123.75 List**56123402 5,500 Pages* $186.25 List** These cartridges are fairly easy to do, and with a retail cost of $186.00** very profitable too! * Yield based on ISO 19752** Pricing as of August 2010

Required Tools

1) Toner approved vacuum. 2) A small Common screwdriver 3) A Phillips head screwdriver 4) Needle nose pliers 5) Size T-7 Torx driver

Required Supplies

Dedicated Okidata MB-200 Toner Dedicated Okidata MB-200 Reset CardConductive grease99% pure isopropyl alcoholCotton swabsSoft, lint free wipes1) Remove the 2 silver pins, one from each side of the cartridge. Pry them out with a small jeweler’s screwdriver and then grab them with wire cutters to remove them. See Figure 2

2) Remove the Torx screws and plate from both sides of the cartridge. The Torx screws used in these cartridges are size T-7. See Figure’s 3 & 4

3) Pry out one of the side panels, and separate the two halves. See Figure 54) From the gear side of the drum half take a small punch (1/4”) or screwdriver and drive the metal axle pin out. This axle is fairly tight. Make sure you do it from the gear side, (the keyed Side), if you try and drive the axle out from the opposite

R e m a n u f a c t u r i n g t h e O k i d a t a MB-260 MFP Series 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

Figure 3


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side, the axle will not move and you may damage the drum ground contact inside the drum. Remove the drum. See Figure 6

5) Remove the PCR and clean with you preferred cleaner. See Figure 7

6) Remove the two screws on the wiper blade, and the blade. Clean out the waste chamber. See Figure 8NOTE: Be very careful not to damage or distort the thin Mylar Recovery Blade next to the wiper blade. If this blade is bent or damaged in any way, it should be replaced.

7) Re-install the two screws and the wiper blade. See Figure 9

8) Clean off all the old conductive grease f rom the PCR contacts, and replace with new. Remember, whenever using conductive grease more is never better. Only use a small amount (Match what the OEM had there). See Figure 10

9) Install the cleaned PCR. See Figure 11

10) Install the drum into the cartridge. See Figure 12

11) Install the drum axle from the hub side. Make sure the keyed end of the axle is installed first. It is easier if you mark the keyed end with a marker so you know how to orientate it when installing it. The side marks in Figure 13 show the orientation of the flat or keyed edge, the top mark in Figure 14 shows the keyed edge location. See Figures 13 & 14

12) On the toner hopper, note the location of all the gears. See Figure 1513) Remove the four loose gears from the

Remanufacturing the Okidata MB-260 MFP Series Toner Cartridge Continued

Figure 4

Figure 5

Figure 6

Figure 7

Figure 8

Figure 9

Figure 10

Figure 11

Figure 12

Figure 13


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hopper. See Figure 16

14) Remove the gear from the fill plug area by pressing in on the tab. See Figure 17

15) Remove the fill plug and dump out any remaining toner from the hopper. See

Figure 18

16) Remove the screw and holder from the gear side of the developer roller. Press in on the plastic tabs on the back side of the holder to remove it. See Figures 19 & 20

17) Remove the screw, holder and contact f rom the contact side of the developer roller. Press in on the plastic tabs on the back side of the holder to remove it. Be careful not to lose the contact! See Figures 21 & 2218) Pry off the metal bushings from both sides of the developer roller shaft. See Figure 2319) Remove the developer roller. See

Figure 24

20) Remove the two screws f rom the doctor blade. See Figure 25N OT E : The doctor b lade in these cartridges actually consists of three

Figure 14

Figure 15

Figure 16

Figure 17

Figure 18

Figure 19

Figure 20

Figure 21

Figure 22

Figure 23

Figure 24


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parts. An upper metal brace, the doctor blade itself which is a very thin sheet of metal and the lower metal brace. Be very careful when handling the dr. blade as it is very easily bent.

21) Remove the upper metal brace, being careful not to damage the alignment pins. The pin on the left side is normally tight so more care should be taken there. See Figure 26

22) Remove the Dr. Blade. Lift it out from the slot on the left side of the hopper. Again, be very careful not to damage it. Clean the blade with a cotton swan and alcohol. See Figure 27

23) Remove the lower metal brace. Lift it out from the left side as the right side has a tail that runs through the cartridge wall. See Figures 28 & 29

24) Clean out any remaining toner from the hopper. Make sure to get the feed roller and foam seals clean. It is not necessary to remove the roller, just make sure it is clean. See Figure 30

25) Replace the cleaned Dr. Blade assembly in the hopper. Install the lower brace first inserting the tail through the cartridge wall and under the copper contact. Install the Doctor Blade next making sure the lip is facing down and the blade fits over the

alignment pins correctly. See Figure’s 31, 32 & 33

26) Replace the upper metal brace and the two screws. See Figure 34

27) Clean the developer roller with a clean

Figure 26

Figure 27

Figure 28

Figure 29

Figure 30

Figure 31

Figure 32

Figure 33

Figure 34

Figure 25



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lint free dry cloth. We do not recommend any chemicals be used at this time. 28) Replace the developer roller into the cartridge. The long metal shaft side goes to the gear side of the hopper. See Figure 35

29) Replace the metal bushings on both sides of the developer roller shaft. See Figures 36 & 37

30) Replace the screw and holder on the gear side of the developer roller shaft. See Figure 3831) Replace the screw, holder, and contact on the contact side of the developer roller shaft. See Figure 3932) Clean and replace the conductive

grease on the developer roller and the feed roller shafts. See Figure 40 Note that the feed roller contacts also run to the Dr. Blade. This helps ensure that the toner is properly charged throughout the hopper.

33) Fill the hopper with the Okidata MB-200 series toner. Replace the fill plug. See Figure 4134) Replace all the gears on the hopper as shown. See Figure 42

35) Place the two halves together and install the two metal pins. See Figure 43

36) Install the metal plates and screws. See Figures 44 & 45

37) Install the drum cover if available. It needs to be taped in place. Use a brightly colored tape so the user will notice it. See Figure 4638) After the cartridge has been tested and bagged, tape the Key card to the top of

Figure 36

Figure 37

Figure 38

Figure 39

Figure 40

Figure 41

Figure 35 Figure 42

Figure 43

Figure 44


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the bag so the user will see it. This key card is installed into the printer separately from the cartridge. See Figure 47

Printing a Test page:

The simplest way to test a cartridge is to make a copy. To do this place the original face down in the feeder. Press the copy key, number of copies desired and the start key.

Cleaning the Scanner:

If copied and transmitted pages come out with marks on the pages, but the reports are clean, the scanner is dirty. To clean the scanner, open the scanner cover. Wipe the scanner window down with a lint free cloth moistened with Isopropyl alcohol.

Repetitive Defect Chart

OPC Drum 75mmDeveloper roller 50mmPCR 29mm

Figure 47

Figure 45

Figure 46



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Need is often the Mother of Invention. For those old enough to remember the frustration of using electrostatic treated paper in wet copiers in the 1960’s, you understand why these early model copiers were often referred to as ‘Jamomatics’. Mearthane Products Corporation grew out of the frustration and ingenuity of the chemical engineers of the Rhode Island based Polyurethane Manufacturing Company. Founded by Al Mears, they were known for perfecting polyurethane to make the best shoe soles in the industry. Every time the copier jammed these urethane engineers would talk about creating a copier feed roller that was of the same high quality and longevity as the soles of the shoes they made for the United Shoe Company. It took a few years, and many improvements, modifications, testing and technical know how to achieve perfection. The urethane engineers had identified a need, designed a solution, manufactured and tested a new polyurethane roller that eliminated jamming in their copier. And so it began; a company that actually found solutions for real life problems. Today Mearthane Products Corporation has a four decade reputation of being a leading manufacturer of open-cast, thermoset polyurethane components. MPC custom develops urethane materials to enhance specific properties, including hardness, wear resistance, conductivity, and electrostatic dissipation. MPC is a global supplier to original equipment manufacturers in diverse markets, including business machine, OEM and recharger laser print cartridge manufacturers, industrial, recreational, and military/defense industries. MPC consistently is first to market with polyurethane based replacement products with usage cycle longevity. “Mearthane Products Corporation is a power house of chemical components, engineering expertise, and creative ingenuity.” Ray Perry, Print Technology Product Line Manager comments, “Our chemist, design specialist and research and development engineers work with those in need of improved technology and engineering to create polyurethane based products that increase reliability and duty cycles while lower the overall usage cost of the finished product. MPC has earned a reputation as the go to manufacturer of customized polyurethane components.” MPC is able to work directly with the OEMs, remanufacturing companies and the end user of a highly used component with a substandard usage cycle or failure rate. In each case, MPC develops a superior print roller system. Direct savings are accomplished through substantially longer usage life, reduction of service labor needed when replacing parts that have an unacceptable usage life span. Additional cost savings are achieved when less warehousing space is required, less freight costs are incurred, capital out lay is

reduced, and administrative work is reduced as the polyurethane parts increase the usage life cycle of parts and dependability. “We often find our customers are in need of a specialized product to improve upon the original design.” Explains Mark Schlegel, Chief Operating Officer. “In the printer and copier industry, inferior product design, resulting in premature product failure, is often identified after 1,000s or 100,000s of products are already in the market place. Often the OEM or remanufacturer does not have the time or expertise to economically design, test and manufacture an improved replacement part. MPC has the expertise, manufacturing facility, field testing capabilities and distribution ability to get the job done.” MPC has responded to the needs of those remanufacturers providing Managed Print Service dealers with commonly used Lexmark and HP parts. Using their expertise in conductive polyurethane chemistry, MPC has developed a superior quality line of polyurethane laser print developer rollers for both monochrome and color print engines. The monochrome line includes a roller for the Lexmark S&T series inclusive of the T520, T620, T630 & T640 series and other compatible systems. For HP color printers, MPC provides a roller for the HP4600, HP5500, HP3500 and HP3700 series. MPC has a planned launch of a Lexmark T650 compatible series roller in the spring of 2011.

Durethane® is the star component of the MPS line-up of products, including: • Durethane® S formulations are individually compounded and tested to meet OEM requirements for durometer, tensile strength, tear strength, elongation, coefficient of friction, abrasion resistance, compression set, compression modulus, tensile modulus, resilience, solvent resistance and color. It is machinable to fine surface

Mearthane Products Corporation By Ronelle Ingram


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finishes. Applications include: rollers, pads, bumpers, and other components in paper handling mechanisms for business machines such as printers, copiers, fax machines, postage meters, and collators.• Durethane® F is chemically blown urethane closed cell foam. It can be custom formulated by varying the physical properties (coefficient of friction, abrasion resistance, hardness and density) to suit your application. The rebound can be formulated for resiliency or energy absorption. Applications include self-cleaning paper feed rollers, retard pads, conveyor belts, bumpers, shock absorbers and timing belts.• Durethane® M is a flexible, microcellular, open cell and closed cell urethane foam. Because it is mechanically mixed, the cell size is uniform. It is very economical. It has excellent resistance to compression set. It can be formulated to form an integral skin. Through custom-formulated the conductivity can ranging from E7 ohm-cm to E9 ohm-cm. Conductivity levels as high as E5 ohm-cm are available in certain formulations. • Durethane® C formulations use low percentages of MPC’s proprietary additives to control conductivity uniformly throughout the product. This preserves the strength, resilience, thermal stability, and service life of the polyurethane. It is widely used in office and paper handling machines including copiers, thermal printers, and laser printers. It is ideally suited for laser printer charge and developer rollers for toner dispensing and tribocharge management. It is also used in paper transport assemblies in copiers, fax machines, collators, postage meters, and other transport applications where static build-up is a problem. Other applications include antistatic drive belts for silicon wafer transport and clean rooms.• Durethane® M makes it an effective material for applications with repeated compression cycles, such as actuator pads on postal meters and idler belts. MPC employees have an expanse range of engineering expertise. MPC staff prides itself on having expertise in Blueprint Reading, Geometric Tolerancing, Machine Set-Up, Safety, Inspection Procedures, end user testing, and Statistical Process Control. Their STMC certification assures their employees have been successfully trained in STMC approved testing methods. Using the most up to date industry approved testing equipment, such as the PIAS-IIA Image Analyzing System or the DRA-2000L Analysis System supplied by Quality Engineering Associates, Inc. (qea) MPC staff can develop superior print technology rollers. MPC is ISO 9001 Compliant, following the internationally recognized model for the design and development processes and applies consistent business practices in conformance with the ISO 9001 standard. Research and development is the backbone of the long term growth and viability of Mearthane. Dr. Albert C. Chiang,

Vice President of Research and Development, leads a team of scientists through a continuous process of formula research and design. Specializing in the creation of new and enhanced castable thermoset polyurethane; the MPC chemists and chemical engineers are distinguished for the patents they have been awarded. The MPC patents focus on the area of conductivity, enhancing the performance of business machine rollers and assemblies. As a pioneer of high-performance conductive polyurethanes, MPC holds U.S. and international patents for: • Developing semi-conductive urethane compounds and processing techniques• Fabricating unique materials through open-cast molding of conductive thermoset urethane elastomers• Developing conductive reaction injection molding (RIM) processes• Developing conductive thermoplastic urethanes (TPUs) MPC’s corporate and manufacturing headquarters are in Cranston Rhode Island. The versatile, 36,000 square foot manufacturing facility is equipped with state-of-the-art customized high-volume urethane processing machinery. The factory is set up with the ability to create continuous factory layout changes. This enables improved product flow and operational efficiencies; maximizing first to market capabilities and fast turn-around on customized orders. MPC has been manufacturing both high-volume (millions) and low-volume (hundreds) parts for more than four decades. Their larger production runs capitalize on the economies of scale achieved through customized work cells. The smaller projects benefit from flexible manufacturing capabilities that increase productivity without the expense of robotics. For high-volume components, MPC uses the latest and most sophisticated machinery equipped with computerized flow and temperature control and an automatic pouring table. This enables continuous or shot-by-shot pouring for constant charge weight and mold cleaning processes. For small-volume items, they use automatic metering processors and other mechanical mixing equipment for compounding. Centrifuging, spin casting processors and pressure vessels are used in the production of rollers, belts and sheets to achieve a high degree of bubble-free urethane components. State-of-the-art casting equipment provides the optimum processing environment and widest range of product formulations. Custom-designed assembly equipment provides a wide range of finishing options. MPC continues to invest in sophisticated computer-controlled processing equipment to streamline their manufacturing capabilities and maintain their position as a leading manufacturer of custom-formulated and fabricated open-cast polyurethane components.

Mearthane Products Corporation Continued


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MPC encourages any company facing a manufacturing challenge to visit their Web site www.mearthane.com. You can ‘Ask an Expert’, ‘Design a Roller’ request a ‘Free Sample’ or download Dr. Chang’s white paper on ‘Conductive Rollers/Belts for Printer and Paper Transport’. Review the extent of their experience in the development of advanced processing technologies and new formulations for special applications. You can request more information via the MPC Web site or call their USA headquarters at 401.949.4400.

For further information, please contact:Mearthane Products Corporation16 Western Industrial DriveCranston, RI 02921-3403 Tel: 401-946-4400 Fax: [email protected]

Mearthane Products Corporation Continued


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UK Toner Cartridges, a leading supplier of premium ink and toner cartridges, help schools to cut back on the cost of printer ink whilst supporting recycling. As an advocate for recycling, UK Toner Cartridges supply a wide range of remanufactured printer ink cartridges and other printing accessories. Many believe that original branded printer ink is the best for any printing requirements; however UK Toner Cartridges believe that remanufactured products can be just as good as the branded products, and can often provide more printed pages than the original cartridges. Schools are realising the benefits of using compatible ink products as this can help save the educational institutions money and can allow for more printing at lower costs. UK Toner Cartridges remanufactured printer ink includes a list of the compatible top printing brands such as Dell, Brother, Epson, HP, Cannon, Lexmark, plus many more. A spokesperson for UK Toner Cartridges commented: “We at UK Toner Cartridges understand that printing solutions can be expensive, especially for businesses and educational institutions as a large amount of printing is usually required on a regular basis.

Therefore we offer schools across the UK to open an account with us as we offer wholesale deals on all printer ink and accessories. It has been reported that if schools recycle and reuse products then they can cut waste production by 50%, which is why we at UK Toner Cartridge offer free returns on all empty ink cartridges to us here for recycling. We only offer premium ink solutions that are good for the environment and our customer's bank balance”.

About ukTonerCartridges.co.uk:

UK Toner Cartridges have long been supplying the United Kingdom and European Union with the most affordable remanufactured ink toner cartridges around. Delivery is f ree within the UK for orders over £20 and all orders received before 2pm will be shipped on the same day. Their range of cartridges and toners are compatible with brands such as Brother, HP, Dell and Lexmark, and their special offers are continually updated via their website.

For more information about UK Toner Cartridge and their credit account for schools, visit their website at www.uktonercartridges.co.uk

UK Toner Cartridges Help Schools Cut Costs and Support Recycling

Katun Corporation, the world’s leading alternative supplier to the office equipment industry, is pleased to announce the formation of a unique and strategic alliance with Print Management Solutions Group (PMSG). Delivering superior value and one of the industry’s most comprehensive dealer support programs, Print Management Solutions Group is a well-respected name in the imaging industry and in the Managed Print Services (MPS) arena.

“Katun is excited to have the opportunity to partner with PMSG, a Managed Print Services industry leader. We look forward to leveraging their extensive training and consulting capabilities to the benefit of our loyal customer base,” says Joseph C. Wagner, vice president of marketing. “It remains an important part of Katun’s ongoing philosophy to develop and form strategic alliances with leading organizations that are dedicated to providing exceptional products and services that will help our customers be more efficient and successful. In this case, we intend to provide our dealers with access to top-of-the-line training and consulting in the MPS arena – an area where many dealers have been struggling to get up to speed.” Print Management Solutions Group

is dedicated to supporting managed print services initiatives and provides a comprehensive suite of consulting and training resources to the office imaging market. Tom Cooke, managing principal of Print Management Solutions Group, and president of Learning Outsource Group, PMSG’s parent organization stated, “we could not be more pleased to form this strategic alliance with Katun, clearly one of the most recognized and respected names in the industry. Given the commitment and rapid transition dealers must make to the MPS market, this alliance will immediately impact those dealers wanting to accelerate their initiatives and simplify their process.” Jerry Newberry, president of BEI Pros and a PMSG par tner, added , “My relationship with the Katun

Katun® Corporation Announces Strategic Alliance with Print Management Solutions Group


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Static Control has opened a new distribution facility and sales office in Spain to supply components to growing markets in Spain, Portugal, Southern France and North Africa. The new sales and distribution center will serve small and medium size remanufacturers. The 20,000-square-foot facility, located in the industrial zone of the Port of Barcelona, represents a significant investment that will provide support to all Static Control customers in the region. “Europe is an extremely important market for us, and we are very committed to supporting remanufacturers, particularly the small and mid-size companies who have a real opportunity today to expand their businesses,” said Steve Weedon, executive vice president of Static Control and CEO of Static Control Europe. Joining Static Control’s Barcelona-based facility are Dirlene Jankowski, who will provide sales support for Portugal, and Javier Gesualdo, who will join the company in late August to serve

customers in Spain. Both are experienced industry sales professionals who previously worked for UniNet Imaging Europe. “I am thrilled to be working for Static Control,” said Jankowski. “No other company in the world is doing more to advance our industry, and it’s a privilege to be a part of it.” “I know customers in Europe have fantastic growth potential, and with the industry powerhouse of Static Control to serve them, I’m confident of our success,” said Gesualdo. In conjunction with its expanding global product distribution capability, Static Control earlier this year also launched its unique and exclusive online, View on Demand Webinar technical training program in Europe. Technical training is crucial for remanufacturers, because OEM technology continues to grow in complexity. Static Control has invested heavily in recent years to design, develop and manufacture high quality components these new technologies demand. At the same time, the

company also has developed its unique program to train remanufacturers in the necessary methodologies needed to remanufacture today’s highly sophisticated cartridges. View on Demand Webinars, which Static Control offers free to its customers, provides detailed technical demonstrations and product updates to help remanufacturers stay current with the latest technology innovations and remanufacturing methodologies. More than 1,200 webinars, translated in 20 languages, are expected to be available this year that remanufacturers can access any time, any where. Next year, that number is expected to grow by an additional 1,700 titles.

Contact Static Control, please visit: www.scc-inc.com or www.scceurope.co.uk

organization extends over 20 years. Katun is synonymous with quality. Their entry into the MPS environment will elevate the definition of quality in MPS strategy. We are excited to be expanding our relationship with the entire Katun organization.”

About Print Management Solutions

Group

Print Management Solutions Group, based in Ormond Beach, Florida is a powerful alliance between two of the document

imaging industry ’s most recognizable training and consulting organizations, Learning Outsource Group and BEI Pros. The company is solely dedicated to supporting managed print services initiatives and provides a comprehensive suite of consulting and training resources to the office imaging market.

About Katun Corporation

Headquartered in Minneapolis, Katun Corporation is the world's leading supplier

of OEM-compatible imaging supplies, photoreceptors, fuser rollers, parts and other select products and services for the office equipment industry. With more than 30 years of expertise, the privately held Katun now serves more than 18,000 customers in more than 150 countries.

For more information, or to access the Katun Online Catalogue, visit Katun online at www.katun.com.

Katun® Corporation Announces Strategic Alliance with Print Management Solutions Group Continued

Static Control Opens New Distribution Facility and Sales Office in Spain


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NEW PRODUCTS EXPRESS


Coates Toners, a leading global manufacturer of color and monochrome aftermarket and OEM toners, announces the release of its newly developed HP LaserJet P2055 type toner. Larry Berti, CMO, Coates Toners, said, “Being one of the global leaders in both OEM and aftermarket MICR toner technologies, Coates is committed to bring high quality products to the market. The new LaserJet 2055MICR product achieves two critical objectives: average signal strength readings of 135 and excellent yield.” The product will be packaged in 100kg drums.

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

Coates Toners Releases HP LaserJet P2055 MICR Type Toner

M i c r o S o l u t i o n s Enterprises (MSE), the industry leader for quality compatibles, is pleased to announce the release of their toner cartridges to replace the CE255A/ 255X. The P3015 printer is the very fast, 42ppm

replacement for the P3005 printer and is already fast becoming a critical offering in HP’s mid range arsenal of small to medium sized work group printers. This is a product that will be an indispensible addition to any dealers product offering and as always, MSE’s “Intelligent Re-engineering” approach to manufacturing will result in a product that can be seamlessly transitioned into any product line. As always, the MSE quality team went through exhaustive paces to approve the best possible raw material combinations offering yield, density, and overall print performance comparable

to the OEM. All of MSE’s cartridges are tested using exhaustive environmental stress tests, accelerated ageing tests, and shipping simulations. OEM page yield comparisons were done using the ISO 19752 tests. MSE is the largest USA based remanufacturer and is acclaimed as one of the leading edge innovators in the marketplace. MSE has pioneered the process of “intelligent re engineering” as applied to remanufactured printer consumables which is a protocol that employs patented technologies, proprietary processes, and stringent testing methodologies all with the goal of providing the markets best alternative to high cost OEM print consumables. MSE has multiple certifications and accreditations including ISO 9001 AND 14001. Coupled with our engineering prowess MSE also prides itself on offering the highest levels of after sales support to its dealers through its consultative sales and marketing programs. MSE is a global entity with sales and distribution in Canada, Europe (UK and the Netherlands), Israel, Brazil, California, and Pennsylvania.

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

MSE Releases the Intelligently Re-engineered Toner Cartridges for the P3015 Laser Printer


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Katun Corporation, the world’s leading a l t e r n a t i v e s u p p l i e r t o t h e o f f i c e equ ipment indus t r y, i s p l e a s ed to introduce Katun® Performance™ toner for use in Canon imageRUNNER/iR 7086/7095/7105-series applications. The launch of this toner enhances Katun’s already broad and growing line of monochrome toners for use in Canon applications and provides dealers with OEM-equivalent performance to help drive significant cost

savings and greater profits. “This exclusive Katun® Performance™ toner formulation and patented cartridge design have been developed by Katun engineers and skilled laboratory technicians and are only available through Katun,” says Robert Moore, vice president of product development. “This unique formula has been tested and approved to allow for full forward and reverse compatibility, ensuring a smooth, seamless transition when switching between OEM toner and Katun® toner.” This Katun® Performance™ toner for use in Canon imageRUNNER/iR 7086/7095/7105-series machines has been thoroughly tested and approved to provide OEM-equivalent yields and print quality, including half tones, image resolution and fusing performance. And, as with all Katun® Performance™ toners, this monochrome toner cartridge has been subjected to Katun’s 360 degree quality certification process to ensure high quality and OEM-equivalent performance. In addition, production lot samples will be

tested on an on-going basis to confirm product consistency. This Katun® Performance™ toner may be ordered via the Katun Online Catalogue – Katun’s one-stop Internet resource that allows registered customers to locate and order thousands of Katun® products while accessing real-time information about their orders and accounts. Customers can access the Katun Online Catalogue at www.katun.com.

About Katun Corporation

Headquartered in Minneapolis, Katun Corporation is the world's leading supplier of OEM-compatible imaging supplies, photoreceptors, fuser rollers, parts and other select products and services for the office equipment industry. With more than 30 years of expertise, the privately held Katun now serves more than 18,000 customers in more than 150 countries. For more information, or to access the Katun Online Catalogue, visit Katun online at www.katun.com.

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

Future Graphics, the world’s leading supplier of quality matched systems for laser cartridge remanufacturing, has released a sealing kit for the remanufactured P3015 monochrome cartridge. The sealing kit includes foam seals, top and bottom rail foams and clips. Instructions are available on fgimaging.com. The sealing kit is part of a complete matched system for the

P3015 that includes an MK Imag ing® OPC and a specially designed MK Imaging® toner that demonstrates exceptional ID, lower backgrounding a n d b e t t e r t o n e r consumption lower than

the OEM. The MK Imaging toner for P3015 remanufactured cartridges is available for both the standard (CE255A) and high yield (CE255X) cartridges. FG has also developed a lightweight, easy-to-use tool (patent pending) that quickly removes the OEM drum drive element and easily reinstalls it onto the MK Imaging drum while preventing damage. The sealing kit, MK Imaging toner, OPC, compatible wiper blade and drum drive gear tool are in stock now and ship from convenient locations around the globe. To see test data for the P3015 contact your FG sales rep or download a detailed “Engine Overview” on fgimaging.com.

Future Graphics Compatible Sealing System for Remanufactured HP® P3015 Monochrome Cartridges


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UNINET ABSOLUTE COLOR T O N E R & C O M P O N E N T S FOR USE IN THE SAMSUNG CLP-315Los Angeles, CA - UniNet proudly introduces Absolute COLOR® toners, Smartchips™ and key components qualified to use in the Samsung CLP-315 printer series.

T h e S a m s u n g C LP - 3 1 5 p r i n t e r i s one of Samsungs’ most popular engines and it is offered globally. Rated at 4 ppm in color and 17 ppm in black, this printer

is offered at USD $200 and has been sold for over two years. However it is still shipping in large numbers. The problem for the remanufacturers has been that the toner chip was never available, until now. Toners and Smartchips are rated at 1,500 pages for the black cartridge and 1,000 pages for the color cartridges. These Smartchips are regionalized for USA and Europe.

UNINET ABSOLUTE COLOR TONER & COMPONENTS FOR USE IN THE KONICA MINOLTA MAGICOLOR 4650Los Angeles, CA - UniNet proudly introduces Absolute COLOR® toners, Smartchips™ and key components qualified to use in the Konica Minolta Magicolor 4650. This new color laser printer from Konica Minolta features 25

ppm printing in both black & color at 600 x 600 dpi resolution. PCL6 and Postscript 3 print emulations come standard with this model printer. Duplexing capability is

also included. This engine is offered as a workgroup printer, and it is capable of outstanding color printing.

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


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RECHARGEasiaFEATURE ARTICLE / 专题文章




��RECHARGEasia • OCTOBER 2010 •

十月，

首先，请允许我与您一道分享一条消息：2011 年亚洲再生业将在中东 -

东南亚国际办公耗材展览会的基础上，向全球影像耗材行业郑重推出 2011

年北京国际办公设备耗材与数码影像展！ 2011 年北京国际办公设备耗材与

数码影像展将于 2011 年 4 月 27 日至 29 日在北京国际展览馆与全球影像耗

材行业同仁见面。

此外，我们将会在近期举办的珠海展览会上正式发布关于此次北京展览

会以及 2011 年中东 - 东南亚办公耗材展览会的详细信息。这也预示着，该

展览会将会成为既亚洲（上海）打印耗材展览会 Rechina 以及中国（珠海）

打印耗材展览会之外，中国影像耗材市场内又一大规模的行业专业性展览会。

本次展览会由亚洲再生业牵头，联合多家媒体和企业共同主办，无论在行业

覆盖范围还是在基础硬件设施上都相对其他展会有这根本的区别以及提高。

我依然记得几年前，在一次北京耗材联盟的会议上谈到北京耗材市场的时候，北京莱盛高新技术有限公司

总经理杜海泳先生就曾说过，北方耗材市场不但具有巨大的市场潜力，也在自然条件和社会基础上相对于南方

拥有更多的资源优势。事实上，北方耗材市场不但孕育了像莱盛高新技术有限公司，中恒复印材料技术有限公

司，扬帆耗材（集团）有限公司等一大批优秀耗材企业，也同时培育了深厚的消费者群体基础。而随着政府采

购对影像耗材企业特别是后市场耗材企业的关注增加，北京其独特的政治地理优势毫无疑问的将通用耗材企业

进驻政府采购领域提供更多的支持。也正因为如此，我们深信，在北京举办这样一个专业性展会将拥有更加非

凡的重要意义。

我们热情的邀请您与我们一道，共同参与到本次的北京国际办公设备耗材与数码影像展当中，去挖掘北方

耗材市场潜力，全新全新的商业机遇，相信 2011 的北京国际办公设备耗材与数码影像展将带给您与众不同的

全新感受。

执行编辑刘师同

Message from the Publisher

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在影像耗材市场，原装耗材、兼容

耗材和假冒耗材的争斗从未停息，因为

原装耗材是打印机厂商的利润点，低价

位的兼容耗材出现抢走了原装厂商的用

户也就是利润，而假冒耗材更是暴利的

代名词。在市场竞争中，兼容耗材无论

技术还是品质上都在提高，给原装厂商

很大的压力，所以原装耗材指责兼容耗

材品质不稳定；没服务；没保障，兼容

耗材说原装耗材是暴利,恶性的争斗一直

在延续，从中鱼利的假冒耗材在此混水

摸鱼，老百姓面对众多不一耗材举足无

措。

如何看待这个鱼龙混杂的耗材市场

呢？笔者根据市场上反馈的信息，试论

一下三者的相谱，以定位论优劣。

原装耗材

优点：细节做得很好的原装耗材，

打印质量高、效果好、维修有保障。

缺点：价格昂贵

适用范围：政府部门、国有企、事

业单位等。

兼容耗材

优点：品牌兼容耗材质量有保障，

价格便宜，满足打印需要，有售后服

务。

缺点：市场上兼容耗材的质量参差

不齐。

适用范围：一般企事业单位日常

办公需要；公司从事广告设计、图文制

作、数码快照打印、PVC制卡、证牌制

作、喷绘、热转印、装饰设计均可以满

足需要。

对于普通消费者来说，面对略显昂

贵的原装耗材，可以转向了兼容耗材。

品牌的兼容耗材在价格上相比原装耗材

便宜不少，从图片的输出效果来说差别

不是太大，不花多少钱也办成事了，消

费者认同。

假冒耗材

优点：无

缺点：优点以外都是缺点

适用范围：人人得而诛之

什么是假冒耗材？就是假冒的原装

耗材。假如你把旧墨盒、成像卡盒卖给

路边的摊贩，几天后你就可能花大价钱

买到你卖出去的耗材。不然那些翻新货

哪里来啊？还有一种耗材叫做拆机货，

就是从新的打印机里面拆出来的耗材，

一般只有塑料保护套，没有外壳包装。

面对眼花缭乱的耗材市场买什么的

好？请听听消费者的经历之谈：

使用了原装耗材王女士说：

我公司03年公司买了一台打印机，

现在都是厂商的送货上门服务。打一个

电话就可以了，使用兼容耗材麻烦，要

去市场买，费时费力。

原装墨水打印不但效果好，特别是

在岁月的摧残上更是令人欣赏。现在的

原装墨水都能保证几十年甚至上百年的

不退色，兼容墨水想都不要想，根本不

可能的事⋯⋯

如果你真的对墨水不在乎的话，

你对打印机在乎不在乎呢！即使是100

多元买来的打印机，也是为了工作的需

要。现在被兼容墨水堵头的打印机比比

皆是，在维修上的花费也不比买兼容墨

水便宜的。送君一句大俗话，原汤化原

食！

兼容耗材是省小钱花大钱，我用过

兼容耗材，那才叫吃一堑长一智呢！表

面上你买的时候觉得便宜了，但是打印

机维修费自掏！

使用兼容耗材张先生说：

我们都是买兼容耗材的。我还真没

觉得兼容耗材和原装耗材有什么不同。

倒是觉得省了不少钱，自己跑跑腿上市

场买不是挺好的，那些爱普生、惠普、

佳能都是外国企业，有钱才不让他们挣

呢！

比如原装墨水，实际使用你又能

打印几张照片呢？大把的钱花了，打印

几张照片，然后把墨水放在哪里也就不

用了，时间一长墨水开始变质，多浪费

啊！

我觉得兼容的墨水没有什么不好

的，特别是使用连续供墨系统以后，细

算算打印一张照片的成本很低，以前买

打印机时自带原装墨水打印几张照片就

用完了。

购买连续供墨系统的人，一定是经

常使用打印机的。我有个体会，自己有

个小的广告公司，经常为客户打印设计

作品。在原装和兼容墨水中我比较过，

兼容墨水打印出的图像效果与原装墨水

没有多少的差别。真别小瞧了我们国产

的技术。并不否认市场上有劣质的兼容

墨水，但是只要你会选，兼容墨水是非

常超值。

如果是公司只使用一次的照片文

件，有必要这么费劲吗？保存那么长时

间有什么用？我就选兼容的耗材了。

耗材市场上演“三国演义”Aftermarketing Staged A "Three Kingdoms"







我在乎打印机，谁在乎我的耗材

呢？打印机过了维修期，上门服务要

200元，换个零件也要几十元甚至上百

元。维修部要是能痛快的给我修好也就

罢了，有的时候打上几次电话都没有人

接，真给自己添堵。

众多人反映假冒耗材属过街老鼠：

假冒耗材扰乱了耗材市场。在IT市

场上，假墨盒占据半壁江山，在南方一

些省市，制造假墨盒已经形成制、运、

售一条龙产业。更怪的是，假墨盒的经

销商很多就是原装墨盒的代理商。制

售假原装耗材，利润可以达到500%以

上！

假冒耗材无法承诺打印页数，打印

量没有保障，单页成本未必低；假冒墨

盒制造工艺简单粗糙，缺乏技术保障，

造成重复打印，增加重新打印的成本和

打印机故障率。

绝大部分的假冒成像卡盒来自回收

的废旧耗材，制假商贩将街头回收的废

旧耗材进行简单的清洗之后，手工灌入

低廉的碳粉或墨水，再将灌装好的耗材

进行简单的热封，并用假冒的原装耗材

包装替换原有磨损的正品包装，最后在

外包装盒上手工粘贴假冒防伪标签，卖

给非厂商认证的耗材经销商，以低廉的

成本获取暴利。假冒耗材极大地损害了

用户利益。

为了击碎这条猖獗的“造假链”，

各大耗材厂商也纷纷在其耗材产品上加

载了多重防伪标识，以保障消费者的权

益。

从目前耗材市场情况看，假原装墨

盒横行，真原装墨盒价格居高不下，兼

容耗材处于被人们认识的体验过程中。

无论是原装耗材还是兼容耗材，其

矛头都应该首先指向假冒，然后再来讨

论彼此的错对和得失。或者说，规范市

场已经刻不容缓。净化耗材市场、打击

原装假货是所有耗材厂家面临的共同敌

人，一个急待要解决的问题，不仅需要

厂家在今后继续加大防伪力度，更需要

经销商的配合，截断原装假耗材进入市

场的渠道，这样才能使整个耗材市场形

成良好的市场环境。

打印机厂家对高价墨盒的解释通

常是：一分钱一分货，原装墨盒贵，但

打印效果好。但这个说法与多数消费者

的体验并不一致，很多用户都会说，觉

察不到原装墨盒与兼容墨盒在打印效果

上的区别。我们可以从两个方向解释这

个问题：一是兼容耗材和原装耗材的差

距确实在缩小，对于多数要求较低的用

户来说，已经从效果上看不出二者的区

别；另一方面，也有部分消费者对原装

耗“财”抱着敌视的态度，因此其观点

已经被情感扭曲。

耗材市场上演“三国演义” 续







MPS：文件处理新思维

Note:If you have any question about the remanufacturing technology or if you have other puzzles you need to solve, you may contact Recharge Asia Magazine for more help. We also welcome you to share your experience and remanufacturing tips. Email: [email protected]

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。

MPS: New Document Management Rationale

有数据显示，企业在文件处理方

面的成本约占企业收入的3%左右，与

企业IT开销所占的成本比例基本旗鼓相

当。在2008年以来的国际金融危机中，

文件外包服务这个以前在外包服务中并

不起眼的市场现在却分外抢眼：在办公

设备采购额下滑的趋势下，文件外包服

务却一路走强。Gartner研究显示，全

球文件外包服务今年呈2位数增长。

企业的日常文件如报销单据、财

务报表或是一些宣传单等的处理，在企

业管理中都不属于核心业务，很少受到

关注。大多数企业都把这些文件与企业

水电费单据等一起处理，更是掩盖了其

中巨大的成本空间。随着技术的不断发

展，办公领域和人们的工作习惯也发生

了巨大改变。人们用电子邮件替代了普

通信件，用 iPad、Kindle或汉王电子书

代替了纸质书的阅读，甚至现在的数码

复合机可以直接将纸质文件转化成电子

数据传到指定的电子邮箱。文件管理业

务在这种市场转型时期开始发挥它的增

长潜力，并上升到业务流程外包的管理

层面。

前不久，宝洁公司与富士施乐（中

国）有限公司签订的一份外包合同令人

瞩目。这份为期 5年的文印外包服务协

议给业界展示了一种外包服务的新模

式。宝洁将自己购买、使用、管理打印

机、复印机的模式，转为采用富士施乐

的文件管理服务整体解决方案，通过富

士施乐的 IT管理平台实时监测、管理宝

洁的所有办公设备。

富士施乐位于上海监控中心的工作

人员可以清楚地了解宝洁广州办公楼里

各个楼层每台打印机或复印机的使用情

况。当企业打印过程中出现卡纸或是无

墨问题，系统中的预警功能会自动通知

当地的服务人员去处理。富士施乐（中

国）有限公司副总裁郑奇麟说：“我们

跟客户承诺任何问题在 4小时内解决，

所以客户根本感觉不到机器出现过问

题，他甚至会认为采用外包服务后将原

来的旧机器都换成新的了。”采用这种

外包服务后，预计宝洁的办公成本可降

低 20%~25%，年耗电量将节省30%，

年用纸量将节省约 20%~30%。

郑奇强调，文件管理外包服务不

单纯是由以前的产品销售转向租赁,根据

使用量来收费的模式变化，更重要的是

深入企业的业务环节，使文件外包服务

成为企业业务流程的一部分，这才是外

包服务最大的价值体现。繁琐的文件处

理工作涉及到企业管理的方方面面，处

理得当或是加以创新，将使这个很少受

人关注的管理领域产生巨大的价值。如

今已成功转型为文件管理外包服务提供

商的富士施乐就是其中的探索者和受益

者。

深入客户流程是文件管理外包服务

的关键点。针对保险行业大量打印保单

的需求，富士施乐开发了打印模板，客

户买保单登记后，各种相关信息会通过

系统自动排版打印，随后进入分发配送

流程。针对某些汽车企业为顾客定制个

性化使用手册的需求，富士施乐收到他

们的用户数据后，就可制作印有“感谢

某某先生购买了某型号汽车”的个性化

手册，然后和保修卡、光盘等零散材料

一起打包提供给客户。避免了以前手册

还没用完，产品就已更新换代的浪费情

况。通过提供一站式的文件管理外包服

务，外包服务商可直接参与到企业的业

务流程当中。

金融危机使企业更加迫切需要节

省成本、提升效率，这为文件管理外包

服务提供了迅速增长的市场空间，“企

业可以把这些琐碎的文件处理的事情都

外包出来，而自己专注于核心业务的增

长。”郑奇麟说。在这一细分领域的不

断深入探索，使外包服务在富士施乐

的业务比例一直在增长。尤其是去年在

美国收购了一家做外包服务的 ATI公司

后，外包服务所占业务比例已由原来的

33%上升到超过 50%，他们在服务方案

中不仅提供自己的设备，还帮助客户代

管原有的其他品牌的设备，提供整合的

解决方案。

与国际市场上文件外包业务的火爆

相比，中国市场还处在新兴发展阶段。

有调查结果显示，90%的 CIO或 CFO并

不清楚公司在文件方面的具体花费，打

印、复印等文件处理以及相关办公设备

的消耗已成为企业成本中的隐形杀手。

但现在也有越来越多的中国企业开始接

受业务流程外包的管理理念。一项针对

CIO人群的调查结果表明，在近100份

问卷中有85%的企业对于文件外包服务

表示感兴趣，39%的企业表示现在就愿

意接受这种服务。

中国人寿、平安保险、中国移动等

都已经采用了这种先进的文件管理外包

模式。"很多客户表示不想再采购打印

机、数码复合机等办公设备了，而改为

租赁的方式，如果能有带来附加价值的

文件管理服务最好。"郑奇麟说。按照富

士施乐5年来在中国发展此类业务的经

验，在使用文件管理外包服务上，1000

名员工的企业规模通常是一个临界点，

规模越大的企业在文件处理上的成本降

低空间越大。







日前，在印度尼西亚首都最大的会展中心雅加达展览

中心，为期三天的2010中东-东南亚办公耗材展正式落下帷

幕，这也标示着由亚洲再生业杂志主办的中东-东南亚办公耗

材展在首次移师雅加达后获得成功。本届展览会自7月14日至

16日与印度尼西亚当地最大的IT电脑展览Festival Komputer

同期联合举办，吸引了包括中东、欧洲、北美以及东南亚周

边新加坡、马来西亚、菲律宾、印度、泰国、澳大利亚以及

印度尼西亚当地的超过2000余名观众参观。展览会囊括了墨

盒、硒鼓、色带、相片纸、复印纸、墨水、墨粉、灌装注墨

机、墨粉生产线、连续供墨系统、空盒、复印机、打印机配

件、复印机配件、版纸、油墨、MPS服务技术等一系列涉及

办公耗材各个类型的特色展品，同时有来自复印机、打印机

以及大幅面等不同领域的生产商和经销商，极大的丰富了本

届展览会的内涵和规模。

印度尼西亚市场潜力巨大，东南亚耗材产业值得深耕

通过本届的中东-东南亚办公耗材展，许多参加本次

展览会的影像耗材企业纷纷表示，印度尼西亚市场潜力

十分巨大，未来发展前景将非常可观。印度尼西亚作为

东南亚地区国土面积最为广大（全国陆地面积1,904,443

平方公里，共有一级行政区 3 3 个，

包括雅加达（ J a k a r t a ）首都特区，

日惹（Yogyakar ta）和亚齐达鲁萨兰

（Nangroe Aceh Darusalam）2个地方特

区，以及30个省。），人口最为众多的国

家（印度尼西亚总人口约2.22亿（2006

年预测值），是世界第四人口大国），已

经成长为东南亚经济发展最为迅速的国

家之一，是东盟自由贸易区最大的经济

体。而对于影像耗材行业来说，印度尼西

亚自2003年起已经超越新加坡成为东南

亚地区硬拷贝设备最大的进口国家。正如本届展览会展商之

一Copytron Technologies Pte Ltd公司陈董事长所说，仅其

一家公司在印度尼西亚当地月碳粉的销售额就超过3万吨！

而且，印度尼西亚的耗材市场是典型的输入型的市场， PT.

Kharisma Pelita Abadi 公司总经理Elang Owen对此就表示：

“得知本届中东-东南亚办公耗材展将在雅加达举办我十分高

兴，我们将无须远处劳碌就地取材，在展商处就可以找到我

们更合适的供货资源。”

而印度尼西亚巨大的市场潜力还同样表现在其本地制

造产业和供应企业相对薄弱，而代理商和分销商队伍则十分

庞大。事实上本届展览会上许多制造企业就携手印度尼西亚

当地的代理企业联合展出，既方便企业更加直接和详细的

去宣传和介绍产品以及服务，更有利于吸引更多的客户。如

EOP21公司和其印度尼西亚当地的代理商PT.MITRA CIPTA

MAKMUR公司的联合展出，就赢得了十分好的效果，在展览

会现场造成了不小的热度和关注，而EOP21公司利用本届展

览会推出的最新产品也得到了不错的反响。而Megalaser公司

也采取了同样策略，在三天的展览会期间，其展位始终十分

热闹忙碌，相信其回报也会十分丰富。

而作为印度尼西亚当地的知名企业MIT公司，给予了本次

中东-东南亚办公耗材展以巨大的帮助和支持。在展览会期间

印尼影像耗材市场潜力诱人——2010印度尼西亚中东-东南亚办公耗材展成功举办

RechargExpo Southeast Asia 2010 Summary

EOP21公司与PT.MITRA CIPTA MAKMUR公司在本届展会上




MIT公司积极扩大企业的影响力，寻找来自国外的合作伙伴，

其独具优势的当地企业背景随着大量参与本届展览会的企业

对印度尼西亚当地市场的重视度提高，而更显得别具一格。

展会规模再度扩张，东南亚地区影响力不断加强

本届中东-东南亚办公耗材展从筹备伊始就大力开展展览

会的宣传和推广工作。先后在行业内的多次不同区域的展览

会上进行了大规模宣传，使得本次展览会的信息深入到整个

影像耗材行业内部各个角落。知名的耗材经销商Oliser公司就

是被中东-东南亚办公耗材展的宣传活动所吸引，率先强势加

盟本届展会的印度尼西亚当地企业之一。Oliser公司在本届展

览会上推出了公司主打产品以及服务，赢得了广泛的关注，

许多企业和观众纷纷与其接洽咨询，成为本届展览会上一大

亮点。

本届展览会在之前新加坡展览会3年连续成功举办的基础

上，再次上升到了新的高度，展商规模近150家，其中除了来

自印度尼西亚当地公司之外，来自印度、新加坡的企业、以

及来自马来西亚、台湾、香港、澳门、美国等国家和地区的

公司和企业构成了本次展览会的海外展商团队，而来自中国

大陆的企业则扮演了主要角。这也从侧面说明了本届展览会

的国际吸引力优势已经逐渐形成，区域地域特色逐渐突显。

虽然2010年中东-东南亚办公耗材展已经成功落下帷

幕，但是本届展会所掀起的对东南亚影像耗材市场的关注热

潮仍将持续，正如亚洲再生业杂志出版人Sunny Sun女士所

说，东南亚影像耗材市场正处于一个逐渐上升发展的阶段，

如果10年前的中国市场一样，虽然刚刚起步仍有许多限制，

但是它的市场回报也将是十分巨大的。

同时，2011年中东-东南亚办公耗材展将携手ALL Print

展览会共同举办，先已开始招展工作，我们欢迎您与我们联

系，获取更多信息。


RECHARGEasia

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MARKETING / 市场动态


天极传媒Datacenter以天极数据平台2010年8月第三周用

户行为统计为分析样本，对激光打印机市场关注比例进行实

时追踪分析，客观及时反映竞争格局。本次统计结果如下：

图1　2010年8月第三周激光打印机排行榜

三星激打表现惊艳

惠普在打印输出市场的地位之稳固，让对手短期内很难

对其进行有威胁的竞争，但这不影响其他厂商在此领域发力

并有所斩获。在2010年8月第三周激光打印机排行榜中，三

星就用自己的表现说明了这一点。在本期排行榜中，三星共

有三款产品入围，数量仅次于市场领头羊惠普。虽不足以对

惠普地位造成威胁，但本统计周期内，三星激打的表现堪称

惊艳。

图2　2010年8月第三周人气激打产品最高打印速度分布

高打印速度不足以打动用户

在对本期人气产品进行深入分析后发现，高打印速度不

足以打动用户。2010年8月第三周人气激打产品最高打印速

度分布，清晰的传达出这一讯息。最高打印速度低于20ppm

的激打产品在人气产品中占据六成，30ppm及以上的产品则

只占到一成。谁更受用户青睐，很容易得出结论。

图3　2010年8月第三周激光打印机人气产品价格分布

千元以下激打产品占优

在2010年8月第三周激光打印机人气产品价格分布中，

透露出另外一条重要讯息——消费者更容易接受千元以下的

激光打印机产品。进入本期排行榜的激打产品，绝大多数都

属于千元以下产品。

激光打印机市场新宠：三星挑战惠普

A New Favorite in the Laser Printer Market: Samsung Challenges Hewlett-Packard


RECHARGEasia

��




RECHARGEasia

�0



节能环保是目前的热门话题，在

日常办公中，我们可能经常会把打印一

面的纸张收集起来，然后等着下次重新

利用，有时候用完打印机和复印机时，

直接把电源关掉等等，这些都是节能的

意识。但是单纯依靠这些还是远远不够

的。据了解，目前很多办公打印厂商开

始加大了对新品环保技术的融入，让产

品本身更加环保起来。

惠普新品环保技术应用

惠普近期发布了一系列的激光打印

新品，在节能环保上有新的突破，新品

首次应用了自动开启/关闭技术，与睡

眠模式相比能够节约3倍的电能。此外

惠普也发布了最小的自动双面激光打印

机，可以帮助用户节约25%的用纸量。

同时惠普提出了新的成本控制方案，

EzPrintSaver成本控制解决方案帮助客

户减少25%的纸张和成像卡盒的消耗。

惠普公司亚太区和日本区打印与成

像系统集团的高级副总裁孙中翰（John

Solomon）介绍，惠普是环境可持续发

展的领导者，它将不断为客户提供环

保、节能、省钱的解决方案，惠普既能

帮助他们提高利润，又能促进业务增长

的合作伙伴。

柯尼卡美能达独创植物型聚合碳粉

与传统碳粉相比，Simitr i HD和

Simitri碳粉采用聚合工艺生产，可减少

超过 1/3的 CO2，NOx和 SOx等有害气

体的排放。作为对社会、对环境负有高

度责任的厂商柯尼卡美能达早在进入中

国市场之初，就一直为中国的环境保护

事业做出自己的贡献，始终致力于从原

材料开始至产品报废的整个产品生命周

期中，充分考虑节能和环保要求，努力

实现在全世界范围内推广“要同时实现

最小的环境负荷和最大的经济价值”的

环境经营方针。

自2001年起，柯尼卡美能达将植物

性 Simitri HD和 Simitri聚合碳粉广泛应

用于其数码复合机、打印机及生产型打

印设备等各类产品中。并将会持续改进

Simitri HD和 Simitri植物型聚合碳粉，

进一步强化环保对策，推动低碳、绿色

经济的发展，为建设循环、节约型社会

做出贡献。

三星新品环保应用新动向

2010年，三星发布了多款激光打印

新品，新品不但比老式泡沫塑料对环境

的影响降低很多，减少了包装成本。无

论物流运输还是办公使用到最后的处理

环节都体现了环保性能。三星在新品中

应用了很多环保技术，比如三星的一键

省墨技术应用、NO-nois静音技术都使

得三星数码打印产品不负环保之名，在

节约成本的同时更减少环保污染。三星

彩色激光打印机通过多方面的改进把噪

音污染降到最低的标准，最大限度的保

证用户在工作中的安宁舒适。

联想设备从双面低碳绿色打印出发

联想打印设备应用于世博会的办

公、票务等多个系统中，响应“绿色世

博，低碳世博”的号召，此次服务于世

博会的联想打印设备主要以低碳双面打

印、长寿命成像卡盒和聚合碳粉等一系

列绿色应用技术助力世博会。

此次服务上海世博会的联想打印

设备，主要有 LJ3600D、LJ3650DN、

LJ2200，M7250N和 M7130N在内的多

款打印产品，涵盖联想黑白激打，多功

能及彩色激打3大产品线。全线打印产

品均通过了中国环境标志、中国节能认

证、符合国际能源之星标准、对应中国

RoHS指令等多项绿色环保认证。

节能环保新趋势打印厂商主推环保应用

喷打墨水升级通用耗材面临挑战

最近在打印市场中通用耗材成为了媒体

和用户关注的热点，经过最近几年的

快速发展，国内通用耗材已经逐渐做

到了门类齐全、品种丰富。每当打印机

厂商生产出一种新的打印机，没过多久

通用耗材厂商们就能提供相对应的兼容

产品，似乎通用耗材凭借其低价的优势

走入耗材市场的中心舞台成为了大势所

趋，不过最近国际知名打印机生产厂商

爱普生新推出了一款换代机种C63，足

足吊起了许多用户和通用耗材厂商的胃

口。与过去相同，他们关心的仍然是喷

墨打印机的核心技术产品之一的墨水，

此次的焦点就是C63装备的具有划时代

意义的恒彩防水耐光墨。

防水耐光绝非一日之功，爱普生进一步

拉高技术门槛

虽然恒彩防水耐光墨读起来比较

拗口，但是的的确确代表了爱普生对打

印品的理解，要最大限度的保证打印品

的品质不受外界影响，做到恒彩如初。

这种墨水与传统墨水相比具有极大的优

势，首先用这种墨水打印出来的文档或

照片，具有极佳的防水性。在8月底在

京举行的一次发布会上，到会的每个

记者的桌前都有一个盛满水的水杯，杯

里面放置着由C63打印的、印有记者名

字的纸条，时间一分一分的过去，纸条

上的字迹依然清晰如初，使得许多深谙

打印之道的业内记者们都发出由衷的赞

叹。防水只是诸多好处的冰山一角，由

此带来的可在普通纸上双面打印等原先

喷墨打印机难以实现的功能，更使用户

能直接看到由于技术提升对降低打印成

本所带来的好处。至于耐光性方面，据

爱普生宣称，凭借其独特的配方，使得

采用该墨水打印出来的打印品能在常温

环境中，保持70年之久不褪色不变色，

这使得用户长期保存数码打印照片作为

永久回忆成为了可能。

喷打墨水升级兼容耗材面临挑战

Energy Saving Became New Trends in Imaging Marketing

Inkjet Printer Upgrade, Universal Consumable Meets Unexpected Challenges


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看起来很小的技术改进，往往涉

及了极为复杂的工艺，这也就是喷墨打

印机从诞生至今，为什么迟迟没有解决

上述的两大技术难题的所在。用时下坊

内流传的一句话来说就是，“墨水的改

进，如同改变人的血液成份一样，牵一

发而动全身。”而这款墨水的研发也绝

非一日之功。许多了解喷墨打印机的用

户或许还记得，之前爱普生推出过C80

机型，装备的墨水与此相仿，这正是爱

普生在这个领域中的一次尝试。而具

有类似功效的墨水还见于专业输出领域

的大幅面打印机，这也从侧面证明了这

种墨水研制难度极大，开发成本极高。

这款墨水的发布，进一步拉大了喷墨主

要耗材——墨水的技术门槛，形成了横

亘在通用耗材生产厂商面前的一个巨大

技术鸿沟。用一位试用过该产品的专业

人士的话来说，生产这种兼容墨盒很容

易，但是是不是能够提供相同或类似

的打印质量就是另外一回事了。仅以

耐光性一项为例，C63配合新墨水做到

了在每个颜料颗粒外包裹一层极薄的树

脂层，从而减少了空气对颜料颗粒的氧

化作用，值得注意的是，颜料颗粒的直

径是纳米级别，其技术含量由此可见一

斑。业内专家分析称，如果开发出如此

高水平的墨水产品，至少需要几个方面

的条件，首先必须拥有极为丰富的打印

耗材研发经验，其次需要充分的人力物

力投入，最后对打印机本身的深入理解

也是不可或缺的。由此可见，国内近期

与恒彩防水耐光墨伯仲间的通用耗材产

品将面临“难产”。

墨水主导用户习惯，兼容耗材面临新挑

战

如果说技术门槛高，最坏的情况

只会使得通用耗材丧失部分市场的话，

那就小看了这款墨水的推出意义，这款

墨水最重要的是它是一款符合用户真正

习惯的产品。对于许多喷墨打印机的用

户来说，在最初使用的时候，一般会有

老手或者经销商反复告知，“刚打印

的东西别摸，

会弄花 ” 、

“ 要用湿手摸

打印品 ” 、

“ 打印出来的

照片，最好不

要长期受到光

照 ” 等等，用

户承担了由于

墨水缺陷带来

的种种 “ 注意

事项 ” ，从而

养成一系列的

“ 好习惯 ” 。

甚至有些家庭

用户在打印机

旁边放一块干

手巾，以方便

随时擦手。

有人说

过，科技的出

现和发展，主

要是为了懒人

服务的。因

此，喷墨打印

机这种让人去

适应科技的现象显然不正常，恒彩防水

耐光墨的出现正是填补了这个空白。采

用了C63这种采用新墨水的打印机后，

人们自然很容易将原先用于喷墨打印机

的条条框框抛开，养成“不拘小节”的

习惯。试想，作为一个普通用户，容易

习惯一定要用干手拿打印后放置数分钟

的照片，还是“不拘小节”的随打随摸

呢？答案显然是后者，更重要的是，一

旦用户习惯了简单的方式，就对复杂方

式产生排斥感。由此可见，新墨水“娇

纵”用户习惯将成为一种技术发展的必

然。

用户更习惯简单的、不拘小节的

方式处理他们的打印品，同时又希望打

印品，特别是照片能“永久”保存光彩

如新，这对于C63和它的恒彩防水耐光

墨是一件好事，但使得通用耗材无法回

避C63及恒彩防水耐光墨带来的这次喷

墨打印革命，不得不面对这个横亘在其

面前的技术“鸿沟”。因为，用户接受

这种技术，进而养成新的习惯是迟早的

事情，而爱普生也极有可能将这种墨水

技术推向整条产品线。对于通用耗材生

产厂商来说，单单拿出一种可以安装在

C63上的兼容墨盒显然不能满足用户对

打印质量新的需求，用户只要用水将打

印品打湿，原装兼容立刻就见分晓。

因此，通用耗材厂商必须要在耗材的本

质——墨水上取得质的提高才能站稳脚

跟，这对通用耗材厂商的技术水平提出

了严峻考验。而新墨水的技术复杂性，

使得兼容产品在研发方面无论从投入上

来看，还是时间上来看，都是难以在近

期解决的，因此说C63和新墨水是通用

耗材的新挑战一点都不为过。　　

任何一种新技术的出现，必然对整

个市场的发展起到影响，是新墨水成为

市场的主流，还是通用耗材进入市场的

中心舞台，用户最终将掌握决定性的话

语权。

喷打墨水升级兼容耗材面临挑战续


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GLOBAL FORUM / 全球论坛


北京莱盛高新技术有限公司成立16

年来，市场占有率不断攀升、投资规模

持续增长，现已成为国内兼容耗材行业

内的最知名企业之一。

在挑战与机遇并存的时代，在战略

与战术并行的阶段，莱盛除建立自己的

产品开发体系、置办厂房、购置设备，

建立和完善自己的原材料供应体系及其

它生产辅助体系外，还积极建立并维护

便于自身控制的营销网络。其中，营销

渠道深刻地影响着企业成长与盈利模

式！

莱盛认为，营销渠道就像一条通

道，将莱盛与消费者或用户联系起来，

使莱盛生产的产品或是提供的服务能够

在恰当的时间、恰当的地点、以恰当的

形式、送给恰当的人。

近日，亚洲再生业的记者针对莱盛

是如何运作、管理其营销渠道，拜访了

莱盛公司的副总经理——杜海泳先生。

众所周知，渠道越长，管理越规

范，产品的市场占有率就越高，市场扩

展能力越强，价格体系越容易掌控，为

客户提供的服务也就越全面、周到。莱

盛将其对渠道的管理之道总结成3点：

一、提供给经销商最好的产品

杜总说，与建立品牌同等重要的，

是客户认可的产品。16年来，莱盛坚持

为经销商提供适配性能好，质量稳定，

兼容性强的产品。诚信是公司最为重要

的经营准则。“以次充好”“的事情莱

盛从来不做！质量不稳定的产品，一旦

被列为次品，莱盛必定会向客户讲明实

情。代用品也断然不会当成合格品销

售。莱盛对于产品的品质回复向来都是

“有一说一”如实告知。赚取利润是每

个企业的目标，但绝不是企业的终极目

标。莱盛愿通过自身的努力影响用户的

使用习惯，购买行为，转变观念，养成

环保理念，倡导低碳生活，并引领国内

整个行业的发展，成为用户搭建诚信的

桥梁，树立行业诚信标杆。

二、通过服务使产品增值

兼容耗材产品的行业特点是以服务

推进产品销售。兼容耗材行业服务无处

不在，单纯的产品销售不仅不能满足客

户需求，更无法长期维系客户关系。因

此提升服务品质，完善服务体系，提高

服务能力始终贯彻在莱盛的渠道建设之

中。定期举办各个级别的培训课程，定

期在各地举办技术交流会、研讨会等活

动都在贯彻服务的理念以及服务的方式

方法。

三、坚持与经销商互利、双赢

莱盛根据自身的发展需求慎重选择

合作伙伴，甄别标准并不苛刻但却与公

司的发展战略相吻合。如合作伙伴不一

定是大公司，但开拓市场的能力要强，

且业务范围必定专一或以其为重点。对

于经销商，莱盛提供的不仅仅是价格保

护策略及账期等政策，还提供销售返

点、促销支持、年度奖励等措施以保证

其盈利水平。但是作为经销商，莱盛也

会根据每年的销售业绩为其定制适当的

销售计划，以促进其快速发展。

与此同时，莱盛的人性化更体现

在对经销商的理解、帮助上。如经销商

遇到困难，公司也能根据合作情况适当

变通现有政策，为长远合作打下良好基

础。

莱盛人最忌讳的就是夸大口，说大

话，报喜不报忧或有意隐瞒失误。比如

为赢得客户，在交货期问题上，拖延交

货时间，或给予不负责任的回复，这些

问题在莱盛公司都是不允许的。

四、信息化、规范化管理

莱盛从2005年便开始推行信息化

的管理，投资百万引进了世界上先进

的 “ERP系统”，实现产品全国乃至世

界范围内产、供、销一体化的科学高效

管理模式。信息化的引入对优化企业结

构，提高工作效率，完善流程管理起到

了重要作用。

同时，莱盛对经销商的管理模式

也日趋完善和规范。既促进更长远的发

展，又制约着各种业务行为，做到奖惩

分明。公司制定的金字塔式奖励制度，

在公平、公正、公开的原则下，通过调

整返点力度、供货组合等方式不断激励

经销商全力开拓市场，冲击业绩新高。

五、培养客户的品牌忠诚度

让更多的用户知晓莱盛品牌，让

现有的老客户成为口碑营销的先行者是

莱盛不屑努力的方向。为此，莱盛加大

产品研发投入，丰富产品线的长度与广

度，严把产品质量关，确保产品质量稳

定、新品上市及时、产品种类齐全。

通过客户对某类产品的认可，从而

影响其采购广度，辐射其他产品以产生

共振效果。正所谓“爱屋及乌”就是这

个道理。

当产品销售打开第一道门之后，莱

盛又推出了“光标服务”来完成产品销

售前、后的各项服务。莱盛与原装厂家

的最大区别就是，原装厂家对使用非原

厂产品后不负责设备维修，而莱盛不仅

能提供各类激光打印机的维修、维护服

务，还能提供与各类激光打印机匹配的

各类配件。一条龙的服务不再局限于耗

材销售，而是从设备内部开始，涵盖到

设备的方方面面。

当然“光标服务”的服务内容远不

止这些，它提倡的是一种全程办公解决

方案，是一种“预见式”的服务模式，

防患于未然。目前“光标服务”与家乐

福的合作，被认为是最成功的案例之

一。

2010年，莱盛在大好形势下，稳步

地前进在兼容耗材行业中，也正在筹备

着2013年的前期上市工作。

渠道为王 ——访北京莱盛高新技术有限公司副总经理杜海泳

The Right Marketing Channel is the Key to Success. Simply Put "Channel is King"


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《纽约时报》专栏作家乔·诺塞

拉(JOE NOCERA)撰文指出，惠普董

事会8月6日宣布解雇马克·赫德(Mark

Hurd)所任CEO职位，而导致赫德下台

的真正原因是：赫德管理方式招致大量

员工不满、压缩研发开支使惠普失去市

场竞争力。

业绩惊人

惠普CEO赫德已经辞职。他也成为

继卡莉·菲奥莉娜(Carly Fiorina)之后

以非正常原因离职的另一位惠普CEO。

2005年初，菲奥莉娜被惠普董事会解除

职务，随后任命赫德为公司CEO及董事

会成员。在加盟惠普前，赫德担任NCR

软件公司CEO。

赫德担任惠普CEO以来，市场业

绩稳步提高。2009年惠普年营收额为

1150亿美元，远高于他前任的800亿

美元。以营收额为标准，4年前惠普超

过了IBM，进而成为全球第一大科技公

司。考虑到惠普业务规模较为庞大，其

18%的平均年利润率可谓十分惊人。在

赫德担任惠普CEO期间，该公司股价增

长了1倍多。

在赫德离职前，业界人士对赫德颇

多溢美之辞。如《财富》杂志撰文称，

赫德压缩开支方式，已成为美国科技公

司提高运营效率的标准。《福布斯》文

章，称惠普市场业绩的增长，首先应归

功于赫德建立起来的企业文化。

解雇理由

赫德被惠普董事会解雇，有人称是

赫德卷入性骚扰丑闻。（这位女主角朱

迪 · 费舍尔 (Jodie Fisher)，今年 50 岁，

为单身母亲，曾经为惠普临时工。）费

舍尔发表声明称，她已经同赫德达成了

和解协议，并同意不对惠普提起法律诉

讼。惠普董事会在新闻稿中指出，尽管

女主角曾声称受到赫德性骚扰，但赫德

没有同费舍尔存在任何私情。赫德曾提

交过部分虚假支出报告。惠普董事会表

示：赫德违背了“惠普商业行为准则”。

华尔街分析师对惠普董事会对于解

雇赫德的遮遮掩掩的态度表示质疑。如

果惠普董事会确实对CEO有不信任态

度，至少应拿出合情合理的依据。但惠

普董事会没有这样做，惠普将赫德扫地

出门时，还向他发放了价值在4000万美

元到5000万美元的离职补偿金。如此高

额的补偿金，说明赫德并没有犯重大错

误。

真正原因

赫德离职，可称为惠普董事会继

“监听门”事件后犯下的又一重大错

误。赫德担任惠普CEO后，查出对外泄

露惠普董事会讨论内容的幕后人物，部

分惠普董事会成员及媒体记者的电话记

录被窃取，这就是后来被媒体曝光的惠

普“监听门”事件。事件曝光后，最初

发起该调查的惠普前董事长帕特丽夏·

邓恩(Patricia Dunn)引咎辞职。

《商业周刊》前记者安东尼·贝

安科(Anthony Bianco)最近出版了一本

有关惠普“监听门”的书籍。他在书中

对赫德持批评态度。贝安科认为，惠普

“监听门”的实际真相比外界想像要复

杂得多，赫德在该事件中扮演了重要角

色，但他却使用各种手段推脱了自己的

责任。

安科在其书中表示，赫德与惠普前

董事会成员帕金斯合谋，以让邓恩充当

“监听门”事件的替罪羊。贝安科对此

表示：“自监听门事件以来，赫德与惠

普董事会之间已是貌合神离的关系，这

也充分表明了赫德性格中所存在的不健

全部分，因此他并不适合担任CEO。”

员工不满

多数硅谷人士表示，赫德担任惠普

CEO 以来，日常工作中专横跋扈，并

取消了惠普多年实行的员工利润共享制

度，然后将克扣自员工的利益转移到他

本人及 5 名亲信头上。美国斯坦福大

学产业机构研究项目主管查克 · 豪斯

(Chuck House) 表示，实际生活中的赫

德，“粗俗、专横、独断、恐吓和贬低

他人，并有报复倾向”。他的管理方式

不但引起了大多数员工的不满，而且也

遇到了不少惠普高管的抵制。赫德被解

雇后，一名匿名惠普员工在网上发布信

息称：“赫德只关注一件事：自己能挣

到多少钱。”

削减研发资金

赫德在采取削减运营开支措施过程

中，也砍掉了惠普实验室的一大批研发

项目，此举导致惠普推出新产品的速度

放慢，从而错失了不少新商机。据悉，

在赫德担任惠普 CEO之前，该公司一直

将营收额的9%用于新产品研发，但赫德

上任后，该比率已被降至2%。豪斯表

示：“这也就是惠普无法对苹果iPad平

板电脑作出快速回应的原因所在。”

赫德还禁止惠普高管出任其他公司

的董事会成员，此举也引起了不少惠普

高管的强烈不满。此外，赫德还砍掉了

惠普以前资助的部分慈善项目和公益项

目，从而有损于惠普的公共形象。

新CEO难觅

惠普董事会成员、网景(Netscape)

公司创始人马克 · 安德森 ( M a r c

Andreessen)目前负责惠普新CEO的寻

求工作。他表示，今后惠普CEO及董事

长的职务既有可能由1人同时担任，也

有可能由2人分别担任。

2002年，任惠普CEO的菲奥莉娜

决定以250亿美元收购PC制造商康柏

(Compaq)。赫德上任后，也使惠普进

行了一系列重大收购活动，收购对象包

括 Mercury Interactive、EDS(电子数据

系统)、Opsware、3Com及Palm等。通

过这些收购，使惠普业务范围不再局限

于打印机和计算机，而进一步向IT服务

业务领域延伸。

诺塞拉认为，菲奥莉娜的强项在于

为惠普指明战略方向，而弱项在于缺乏

良好的执行能力。而赫德的强项在于执

行。如果回头一看，其实赫德的不少市

场业绩，其实应归功于菲奥莉娜打下的

底子。诺塞拉认为，惠普下任CEO最好

具备菲奥莉娜的战略眼光,赫德的执行能

力以及卢·普拉特(Lew Platt，菲奥莉

娜之前的惠普CEO)的智慧。但要找到

这样一位各方面素质俱佳的新CEO，几

乎是一项“不可能完成的任务”。

惠普CEO下台真正原因：公司失去竞争力HP's CEO is Stepping Down. The Real Reason: Company Lost Competitive Edge


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很多人购买硒鼓和粉盒的时候根本

不会考虑里面装的碳粉是什么样子的，

因为大家通常认为只要硒鼓和粉盒是标

准产品碳粉就会没有什么问题，但是有

没有人考虑过真正的碳粉是什么样子

的，生产标准是什么样的，都有一些什

么样的产品参数，今天我们为大家解释

一下碳粉的一些标准参数，满足大家对

碳粉的了解需求。

1、带电量(色调剂荷质比)

色调剂与载体饱和磨擦所带的电

量。以色调剂的荷质比表示，单位为

μc/g。

一般其公称值由色调剂生产企业规

定，极限偏差为±30%。与载体匹配成

显影剂后带电量应符合显影剂的要求。

而其公称值的确定，目前常用的作法是

测OEM样板，但因为样板的限制，和

测试载体的选用，往往较难确定，进而

也较难准确定出可以满足使用要求的带

电量范围，只能总结出一个参考范围。

所以，包括有些色调剂生产厂家和使用

企业，都采用实际上机使用，再根据影

印品的品质来作最终判断。

2、软化点

在规定条件下，等速升温加热定量

的色调剂，使之溶融化从喷嘴流出，当

色调剂流出量为二分之一时的温度为软

化点，单位为C。一般由色调剂生产企

业规定公称值，其极限偏差为±6℃。

影响软化点的主要是色调剂中的树脂原

料。而其对产品的使用则主要影响定影

性能。

3、熔融指数

在规定的条件下，每秒流出喷嘴的

碳粉量。与软化点所表征的同一种色调

剂性能。单位为ML/S。

4、粒度体积分布

色调剂各级粒度范围的体积百分数

分布。粒度中径是指色调剂粒度体积百

分数累计分布中其累计值一半所对应的

粒径。单位为μM。

粒度体积分布的要求为：5μM以

下R5.0%;20μM以上R7.5%。而中径值

通常由色调剂生产企业确定，其极限偏

差为±1.0μM.这是因为粒径太小的色

调剂带电量高,吸附在载体上的力偏大,

基本不参与显影,而粒径偏大的色调剂又

会产生影印缺陷,如黑板中出现较明显

的白点.这两方面都应控制在合适的范

围。

5、复印品品质

主要包括图像密度、底灰、分辩

率、层次及定影牢固度等。所使用的标

准版包括综合板、全黑板、全白板、感

色板、倍率板、网线及密度不均匀性

板、漏印板、感光体表面缺陷板。

常用的为前四种。一般，图像密度

取最低值， 1.00，而底灰取最大值

0.02，分辩率 3.6L/mm，层次

4级，定影牢固度(经磨擦后复印品图像

密度下降率)在温度 15℃时 1 0 % ，

在温度 1 5 ℃ 时 20%。在物性指

标不完善的情况下，对色调剂通过采用

复印品品质作为判定依据的方法最可

靠，也最常用。

6、松装密度

指在松装状态下，以单位体积色调

剂的质量表示色调剂的松装密度。一般

由生产企业规定公称值，其极限偏差为

±10%。该指标的偏差大小可从另一个

角度考核色粉的粒径分布。

7、流动性

指在规定条件下色调剂颗粒间可分

散程度。以通过振动筛的色调剂重量百

分比(%)表示。一般由生产企业规定公

称值，其极限偏差为±20%。

8、结块温度

在控制温度下，经过规定时间后，

对色调剂是否产生结块进行评价。国标

规定必须在45℃，保湿24小时不结块。

细数碳粉的八大技术指标The Eight Technical Indicators of Toner


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2010年展会带来亚洲、欧洲及中东市场

最新资讯

来自全球的文具及办公用品供应商

汇聚Paperworld China中国国际文具及

办公用品展览会，为前来参观的买家呈

现更多新颖的产品资源，提供更丰富的

采购机会。本届展会将于明日在上海新

国际博览中心隆重开幕，集合了来自中

国、埃及、法国、德国、香港、印度、

印度尼西亚、以色列、意大利、日本、

韩国、拉脱维亚、马拉西亚、新西兰、

瑞士、台湾、泰国、英国及美国等19个

国家和地区约570家企业共襄盛举。

在第六届Paperworld China中国国

际文具及办公用品展览会上，观众们将

会看到欧洲、马来西亚、台湾、泰国等

多个国家或地区展团，纸及印刷制品专

区、办公自动化专区等特色展示区。为

了满足纸及印刷制品的蓬勃市场发展需

要，本届展会纸制品专区面积已扩展至

5,000平方米。该专区为专业买家提供

各类纸制品及印刷制品的一站式采购平

台，包括打印纸、笔记本、练习簿、纸

袋、纸盒、包装纸、相册、日历、记事

本、贺卡、明信片及环保纸张等各类产

品。

笔类产品、办公自动化设备及配

件、教学用具、文具礼品、纸制品，在

参观品种齐全的各色展品之余，观众们

亦可参加展会同期的多场行业研讨会，

全方位了解文具及办公用品行业各个领

域的发展动态。其中，“中国文具行业

第二届高峰论坛”是本届展会最受关注

的论坛活动之一。论坛将邀请到来自中

国、欧洲、中东等市场的专家业者共同

探讨文具及办公用品产业的未来发展趋

势。

中国文教体育用品协会理事长杨立

女士将作为主要演讲人之一出席本次高

峰论坛，她表示：“这个论坛活动聚集

了来自德国、中东和中国行业内的管理

高层，将通过开放式的探讨更好地发掘

中国文具及办公用品市场中未来的成长

机遇。”

杨女士补充道：“坚持科技创新，

实施由“中国制造”向“中国创造”转

型是未来发展的趋势；同时，绿色环保

产品的生产越来越受到人们的重视。这

些元素的结合将为中外生产企业提供良

好的推广与成长契机。”

除高峰论坛外，本届展会期间也将

举办的一系列行业研讨会，包含以下主

题：

• 行业研讨会——环球再生市场前

瞻

时间：2010年9月15日

The Recycler《再生时代》发行商

David Connett先生将分享当前全球再

生市场动向。

• 中国连锁业态采购模式培训与现

场采购

时间：2010年9月16日

中国连锁经营协会的会员企业将

演示目前国内零售行业中不同的采购需

求，并组织采购模式培训讲座及现场参

观采购活动。

• 市场论坛——全球文具及办公市

场发展现状及展望

时间：2010年9月16日

特邀海内外文化用品行业资深嘉宾

将用数据和实例来说明未来市场的方向

和发展潜力，以帮助企业更好的了解国

内外文化用品市场的最新变化。

• 行业论坛——中国纸品企业高峰

交流会议

时间：2010年9月16日

纸及印刷制品专区日益成熟，本届

展会期间中国纸品企业将齐聚一堂探讨

未来行业发展的重要话题。

• 行业研讨会——国际环保认证介

绍及环保纸制品概览

时间：2010年9月16日

来自香港环保促进会的代表将介绍

环保采购的最新发展，并探讨纸制品行

业如何应对这些挑战脱颖而出。

• 行业论坛——终端服务商如何经

营好打印耗材业务

时间：2010年9月16日

“一站式” 办公用品渠道由于其提

供办公产品种类多元化、售后服务及物

流等多种不可比拟的优势，将为未来打

印耗材提供更广阔市场空间。论坛将就

这一可能性从不同角度深入探讨。

Paperworld China是由法兰克福展

览（上海）有限公司、中国轻工工艺品

进出口商会及广州外贸华南展览有限公

司共同主办。

其它Paperworld品牌展包括：

• 香港国际文具展，2011年1月10

至13日

• Paperworld－法兰克福国际纸制

品世界、办公用品世界，2011年1月29

至2月1日

• Paperworld Middle East－中东

国际纸制品世界、办公用品世界，2011

年3月7至9日

详情请登陆

www.paperworldchina.com.cn

Paperworld China即将开幕来自19个国家及地区约570家参展企业

Note:If you have any question about the remanufacturing technology or if you have other puzzles you need to solve, you may contact Recharge Asia Magazine for more help. We also welcome you to share your experience and remanufacturing tips.

Email: [email protected]

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。



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OEM UPDATE / OEM 聚焦


日前，佳能(中国)有限公司发布了腾彩PIXMA多功能照片

一体机家族新成员：单反照片一体机MG6180和底片打印一

体机MG8180。这是两款专为影像发烧友准备的高端多功能

照片一体机，佳能期望以其专业的照片打印品质改变消费者

对照片的传统认知，拍摄照片，打印照片，分享照片，享受

色彩，才是摄影创作过程的完整体验。

针对摄影发烧友的需求，打造照片一体机新旗舰

佳能作为全球知名的拥有影像技术全线产品的企业，一

直致力于打造全方位影像解决方案。MG8180和MG6180，

正是针对高端影像发烧友推出的专业级照片一体机，最高

9600dpi的打印分辨率，1微微升的最小墨滴，并且作为多功

能一体机，史无前例的应用了六色墨盒，这些数据都证明了

MG8180和MG6180在影像输出技术方面的专业级血统。对于

为数众多的佳能EOS单反相机用户来说，师出同门的多功能

照片一体机MG8180和MG6180，无疑是高品质输出的天然保

证。

佳能PIXMA MG8180

作为多功能一体机，MG8180和MG6180还提供高达

4800dpi的专业级扫描技术，其中MG8180还针对传统底片影

像爱好者的需求，特别提供35毫米底片的CCD扫描功能，如

此高端的扫描功能，对于一款多功能一体机来说无疑是十分

奢侈。底片扫描功能相信对于底片年代过来的影像发烧友将

会产生巨大的亲和力和强烈的触动，也是对于EOS相机在胶

片年代辉煌传奇的致敬。传统与时尚，在MG8180这里得到

了完美的融合与传承。

全高清短片打印打造全新输出体验

佳能单反相机的高清视频拍摄功能已经推出两年了，目

前全系列单反产品都具备了全高清短片拍摄功能。但是相对于

照片打印分享的模式来说，视频的分享模式却相对不太方便。

MG8180和MG6180搭载的全高清短片打印功能正是基于视频

分享需求而开发的。针对佳能相机拍摄的全高清视频，全高清

短片打印功能为用户提供佳能打印机与佳能影像无缝对接解决

方案，帮助用户自由选择视频中喜爱的画面，编辑并打印出

来，让用户可以更方便的欣赏并分享视频拍摄的内容，从而彻

底改变用户欣赏与分享视频感动精彩瞬间的方式。

全新的智能触摸系统设计，与你的生活完美融合

此次发布的MG8180和MG6180另一大特点是：在炫黑的

时尚外观下融入了全新的智能触摸系统，该系统以智能引导用

户操作过程为核心设计理念，用户在进行打印、扫描或者复印

等任务时，只有与任务相关的操作按钮被激活点亮，其他无关

按钮都处于休眠状态，即使完全没有经验的用户，也不会发生

误操作，只需按照智能触摸系统的引导来进行即可。MG8180

和MG6180由于引进了人机工程学的概念——智能触摸系统，

实现了开机与关机状态的融合设计，以及机身与操控面板的无

界设计，进而实现了机身整体外观的无界设计。友好的人机界

面与时尚的外观设计结合在一起，MG8180和MG6180为高端

照片打印一体机的发展开拓了新方向。

新增灰色墨水，实现更广打印色域

佳能本次新发布的PIXMA多功能照片一体机，配备独立

式墨水盒的机型启用全新的MG型号。MG8180和MG6180在

佳能传统的五色独立式墨水盒的基础上，新增灰色墨水，无

疑是将多功能一体机输出品质推向了更高标准。

佳能PIXMA MG6180

MG8180和MG6180首次在墨水系统中增加了灰色墨水，

较之于传统一体机产品能够输出更广的打印色域，同时偏色

现象将在最大程度上被避免;而对黑白照片的打印更能满足影

像发烧友挑剔的眼光。佳能突破常规引入的中性墨水，即灰

色墨水，能够通过色彩的明度级数增多，从而几何级数的扩

大色域输出范围，较之于增加其他色相的彩色墨水起到了事

半功倍的效果。由于灰色墨水的参与打印，照片色彩将更加

丰富艳丽，画面层次与细节表现更佳，空间感更强，作品更

生动。

佳能MG6180、MG8180正是以这样炫黑的时尚外观设

计，智能触摸系统的优异操控性能，六色独立式墨水盒系统

的专业输出品质，全高清短片打印、自动照片修复II等出色软

件功能，为多功能照片一体机树立了最新的标杆与典范。

参考价格(RMB)

佳能　腾彩PIXMA MG8180多功能照片一体机 2,580

佳能　腾彩PIXMA MG6180多功能照片一体机 1,980

触摸六色输出：佳能发布MG系列照片一体机

Canon Releases MG Series All-in-one Photo Printers


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据国外媒体报道，惠普发布了2010

第三季度财报。财报显示，惠普第三财

季净利润和营收均达到了分析师预期。

惠普净营收为307亿美元，比去年

同期增长11.4%。利润比去年同期上

涨6%；惠普第三财季每股收益1.08美

元，比去年同期增长15%。

按照地域划分，惠普来自美洲的

营收为142亿美元，同比增长12%；来

自欧洲、中东和非洲的营收为109亿美

元，同比增长9%；来自亚太的业务营

收为56亿美元，同比增长14%。

惠普第三财季来自于美国以外市

场的营收在总营收中所占比例为63%；

惠普第三财季来自于金砖四国（巴西、

俄罗斯、印度和中国）的营收同比增长

21%，在总营收中所占比例为11%。

按照业务部门划分，惠普个人系统

集团第三财季营收99亿美元，同比增长

12%，其中笔记本营收同比增长10%，

台式机营收同比增长27%。惠普成像和

打印集团第三财季营收62亿美元，同比

增长9%，运营利润为10亿美元，好于

上年同期的9.6亿美元。

惠普预计，2010财年第四财季营收

将为325亿美元至327亿美元。

不计入汇率变动的影响，惠普第

三财季来自美洲的营收同比增长11%，

来自欧洲、中东和非洲的营收同比增长

12%，来自亚太的业务营收同比增长

8%。

惠普个人系统集团第三财季商业

客户营收增长25%，消费者客户营收增

长12%。惠普个人系统集团第三财季运

营利润为4.69亿美元，好于去年同期的

3.87亿美元。成像和打印集团的打印机

出货量同比增长16%，商业打印机硬件

出货量同比增长44%，个人打印机硬件

出货量同比增长9%。

惠普企业存储和服务器部门第三财

季营收44亿美元，同比增长19%；惠普

企业存储和服务器部门第三财季运营利

润为5.49亿美元，好于去年同期的3.81

亿美元。惠普服务部门第三财季营收86

亿美元，同比增长1%；惠普服务部门

第三财季运营利润为14亿美元，高于去

年同期的13亿美元。惠普软件部门第三

财季营收8.63亿美元，同比增长2%；

惠普软件部门第三财季运营利润为1.83

亿美元，好于去年同期的1.53亿美元。

惠普金融服务部门第三财季营收7.64亿

美元，同比增长14%。

按照美国通用会计准则，惠普第四

财季每股摊薄收益预计约为1.03美元至

1.05美元；不按照美国通用会计准则，

惠普第四财季每股摊薄收益预计约为

1.25美元至1.27美元。

惠普预计， 2 0 1 0 财年营收将为

1253亿美元至1255亿美元。按照美国

通用会计准则，惠普2010财年每股摊薄

收益预计约为3.62美元至3.64美元；不

按照美国通用会计准则，惠普2010财年

每股摊薄收益预计约为4.49美元至4.51

美元，高于此前预计的4.45美元至4.50

美元。

惠普第三财季业绩达到了市场预

期。汤森路透调查显示，市场分析师此

前预计，惠普第三财季调整后的每股收

益1.08美元，营收为304.3亿美元。

惠普第三财季净利润18亿美元同比增长6%

在崇尚个性化、追求高效便捷的今

天，中国的数码印刷市场迎来了春天。

数码印刷的领导者富士施乐新近推出

划时代力作--彩色数码印刷系统Color

800/1000 Presses，为数码印刷市场

再次注入了新的活力。新品拥有147项

专利发明和各种创新技术，包括创新影

像组件、无硅油环保型乳化聚合干粉、

“第五色”透明干粉等。新品在输出品

质、稳定性等方面均实现了飞跃性突

破，不仅令数码印刷设备更接近胶印品

质，更突破了传统胶印和数码印刷的瓶

颈，成为数码印刷领域极具里程碑意义

的产品。

高效稳定应用

对于数码印刷设备而言，效率和

稳定性无疑是考量设备的首要指标。富

士施乐Color800/1000 Presses在速度

以及介质处理的稳定性方面令很多同类

产品难以企及，这得益于其采用了富士

施乐精心设计的影像组件。以往很多数

码印刷设备在处理不同介质、不同克数

的纸张时，输出速度都极易出现不稳定

现象，影响文件生产效率。作为高速数

码印刷设备，Color 800/1000 Presses

能有效克服输出的不稳定现象，确保从

55gsm的薄纸到350gsm的厚纸均能实

现80张/分钟和100张/分钟的恒定输出

速度。

该影像组件的核心部件--大直径

无缝转印带的无缝设计可以使纸张放在

转印带的任何位置，确保了纸张的高速

稳定转印；高寿命的静电组件，使设备

即使长时间使用也能确保图像输出质量

的一致性；高速带状定影装置能够更加

平均地传导热力，保持定影温度的稳定

性，提高生产速度；而新研发的纸张冷

却模块则可在纸张定影后迅速降温，双

面打印时不会把高温带回成像部分，确

保了生产的稳定性。诸多创新设计使得

这两款设备的效率和稳定性大大提升，

与此同时，在介质方面无论是厚纸、铜

版纸、纹理纸还是特种纸，它们都可以

完美输出，最大纸张支持尺寸可达

富士施乐创新技术开启数码印刷新时代

HP Earnings 1.8 Billion Net Profit at Q3

Fuji Xerox Opens a New Era of Digital Printing


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到330×488毫米。

锐利炫彩体验

能实现精细的图像画质及色彩

效果，是彩色数码印刷设备的灵魂。

Color 800/1000 Presses采用了富士施

乐最新研发的、直径仅为5.8μm细小粒

子的无硅油环保型乳化聚合干粉，在彩

色输出效果上与胶印相比有过之而无不

及。全新Color 800/1000 Presses色域

范围更广，不仅包含传统胶印所能表现

的部分，其绿色表现范围扩大，色调变

化更为流畅。结合新型转印带和定影技

术，它们输出的图像网点更锐利，图像

表达更精确，打印分辨率达到了业内最

高2400 x 2400 dpi。

数码印刷的一个重要标签就是个

性化输出，这也是其独特魅力所在。

Color 800/1000 Presses最独到之处，

就是它们首次采用了富士施乐最新研发

的“第五色”透明干粉，在图像的个性

化输出效果上实现了飞跃性的突破。2

款产品在传统4色碳粉的基础上增加了

“第5色”透明干粉，不仅大大增加了

色彩搭配的多样性和可变性，还可以完

成诸多特殊效果的输出，例如细微专业

的水印效果、局部套光油以及整页上光

油等等。加上透明干粉，用户可以轻松

进行个性化效果制作，强调重点部分图

像，或在同一应用中造成各种对比效

果，从而令宣传信息更突出，更具设计

感。“第五色”透明干粉的应用，其意

义不仅在于技术上的提升，更有助于客

户创意的发挥，为客户带来更多创新应

用和增值价值。

灵活流畅操作

富士施乐Color 800/1000 Presses

融入多种新颖设计，用户可根据自身需

求，灵活弹性地选择多种选配件，整个

系统可按照客户特定应用环境搭建。

例如，在主机部分的2个纸盘提供4000

张纸，选配大容量供纸模块，将装纸

容量提高到8,000张。Color 800/1000

Presses配有完善、灵活的装订选项和

模块化设计，迎合不同生产环境的需

要。

值得一提的是，选用FreeFlow打印

服务器后，2款设备还可以配合不同的

FreeFlow工作流程解决方案，不仅使得

工作流程更为简化，其出色的色彩管理

能力和易于操作的用户界面还使得质量

更加稳定可靠，大大减少了人为操作的

出错几率。

凭借诸多创新技术， C o l o r

800/1000 Presses大大拓展了数码印刷

的应用范围，在为客户带来数码印刷完

美体验的同时，帮助其在激烈的市场

竞争中开创更为广阔的商机。它们的问

世，不仅再次强化了富士施乐在数码印

刷领域的领先地位，更开启了数码印刷

的崭新时代。


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ASK THE EXPERTS / 请教专家


一、前言

在办公设备的发展过程中，人们一直在追求高速的同时

也在追求优良的画质，长的使用寿命和绿色环保三大目标。

OPC感光体的问世，已逐步取代了无定型硒材料，这在节省

不可再生资源环保方面都大大前进了一步，硅感光体的研究

也较早，但一直因工艺与成本原因使得价格昂贵的硅感光体

只能用在一些大型高速机上，然而随着京瓷公司的α-Si感光

体的低成本的介入，使得其办公设备的感光体在使用寿命及

高画质方面得到了较大的改善，这为京瓷公司在当今办公设

备的市场占一席之地创造了有利条件。

然而，使用这种低成本的α-Si感光体的办公设备与其配

套的色调剂也提出了新的要求，由于低成本的α-Si感光体其

饱和电位低，因此对色调剂要求必须具备较之普通色调剂近

乎低一个数量级的带电量，这就给兼容色调剂的设计带来了

一系列的难度；同时攻克这些难题，使色调剂按要求与主机

配合，即可得到超乎一般机型的层次丰富的画质、低的色调

剂用量、长的感光体使用寿命等。研究这一难题除了解决眼

下的问题外，这对于逐步将兼容行业色调剂的设计工作由偶

然走向必然，由必然走向自由的阶段具有重要意义。

二、低带电量磁性色调剂设计特点

1.显影特点

低成本的α-Si感光体具有优良的画质及长的使用寿命

耐磨性好，其曝光次数均大于20万次以上（一般OPC感光体

均在数万次），因此客户在使用过程中不必为常常更换感光

体而烦恼。但其感光体表面电位低，像素电容上贮存的电荷

少，为了得到足够的显影密度，其每颗色调剂粒子的带电量

必须准确地控制在与之匹配的最佳显影密度点附近，对这一

点可用显影密度曲线来解释。

由于此种色调剂设计为磁性色调剂，在色调剂的显影过

程中，色调剂粒子还受到显影磁辊的磁性力，这个作用力在

一定程度上阻碍了色调剂粒子的显影效果。

2.带电量与显影密度变化关系

显影过程一方面是带电色调剂粒子在显影电场力的作

用下，由显影辊向感光体移动的过程，在这一过程中，由于

显影电场是固定的，色调剂粒子带电量越高，显影电场力越

大，色调剂粒子越容易克服显影辊的作用力而移动到感光体

上形成显影密度（ID值）升高的趋势（见图1中①区）。另一

方面是带电色调剂颗粒对感光体上潜像电荷的中和过程，当

色调剂粒子带电量高到一定值的时候，单颗色调剂粒子中和

感光体上潜像电荷越多，则显影终止点会提前到来。这一过

程随色调剂粒子带电量的增高，显影终止点的到来也越早，

色调剂的显影量也会迅速降低而使印品图像密度降低，这一

过程对应图③区。只有当色调剂粒子带电量适中时，才是显

影最佳带电量点，将色调剂粒子的带电量控制在这一点附近

即可得到最高的最稳定的（曲线顶点斜率为零）显影密度和

最清晰的印品。

图1　显影密度随带电量变化关系图

3.低显影电场下磁性色调剂的显影难点分析

在单组份磁性色调剂显影体系中，色调剂通过静电力和

磁力而吸附到显影辊上，而潜像电场引起的对色调剂的力必

须克服这两个力才能使色调剂显影，因此显影色调剂的阈值

带电量Ｑt/Ｍ为：

由上式可以看出当显影电场力较低的时候，其对色调剂

粒子的带电量要求要足够高才能满足显影要求，但随着带电

量的增加其电中和性占主导，其理想的显影色调剂的单位面

积显影量可由下推导出：

当显影到达终止点时每单位面积色调剂电荷 t与潜像电荷

p完全中和，则有

对于一个复印或打印设备，其Ｖ，ε0 ，ds / Ks 均为设

备的设计确定值，Ｖ为由潜像电荷决定的静电电位，ε0为真空介电常数， ds感光体的厚度，Ks为感光体的介电常数，当

Ｑ/Ｍ值越大则显影量就越低。

低带电量磁性色调剂设计难点分析武汉宝特龙信息科技有限公司　唐　浩　祝积顺

Analysis of Low Electrostatic Copying Toner Design Difficulties


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这里由于Ｖ值小，因此要有足够的色调剂显影量，就必

须要保证色调剂的Ｑ/Ｍ值小，即色调剂的带电量要小。

由于以上两个方面的原因，一是由于Ｖ值低要求色调剂

的带电量低，另一方面要色调剂的带电量要超过阈值电量，因

此色调剂设计过程中，就要保证其带电量的分布必须窄且不能

过高也不能过低，这就给色调剂的设计带来相当的困难。

大量试验证明，在该种设备的设计中，是将色调剂在

显影曲线顶点对应带电量作为色调剂与主机匹配带电量来要

求的，即工作点或匹配点就确定在顶点③处，只有在该点显

影密度能达到该机的显影密度要求，这不同于一般复印机或

打印机的色调剂设计要求（一般是处在①或②的区域），在

③点位置处会产生过量的印品密度，可达到1.60以上的密度

值。色调剂显影带电量在①或是②区间时调整具有很大的灵

活性，在制造过程中可自主随意调整，可以得到深浅合适的

印品图像。但在这种低饱和电位感光体的设备中，不存在印

品密度过高的现象。

因此，此种色调剂带电量分布必须要窄，且带电量必须

控制在最高显影点附近，这就是不同于一般色调剂设计的难

题。

三、应对方案与措施

低带电量色调剂的带电量分布必须要相当之窄，如果分

布过宽就会使色调剂的部份颗粒的电性成为反极性或不带电

的色调剂，这样就会产生两种结果：①印件上有底灰；②色

调剂的稳定性差，色调剂使用到一定的时候就会出现印品图

像密度低的现象。解决色调剂带电量分布过宽和色调剂的低

带电量问题，是色调剂制造过程中一个复杂的综合工程，有

以下几个方面是值得关注的：

1.在原料方面，要选择易于混炼的材料；

2.在工艺及设备方面要下足功夫；

3.在外添方面，应添加易于分散的具有合适粒径、流动

性、电性和阻抗的外添加剂，使其带电量及分布和阻抗均控

制在合适的范围。

四、结束语

低带电量色调剂是现今色调剂领域的一个方面，京瓷

KM-1620/1635系列复印机与其FS-1000/1100系列打印机的

色调剂，其特点就是低的带电量，窄的带电量分布。在色调

剂研发设计过程中很难把握好这一关键的问题。作为京瓷公

司推出的KM-1620/1635系列复印机与其FS-1000/1100系列

的激光打印机系列，以其特有的低成本的α-Si感光体为市场

提供的大印量（单支感光体在20万张以上）办公设备，正受

到市场认可，其市场占有率越来越高，特别是在欧洲的德国

等一些国家，其市场占有量更是不容低估，在中国市场，京

瓷产品的市场占有率也存在上升趋势，其相应的耗材——色

调剂用量也相应的增加，作为兼容耗材行业，这是一个不容

忽视的市场，也是兼容行业应进行技术研究的一个课题。希

望本文能起到抛砖引玉的作用。

低带电量磁性色调剂设计难点分析续


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人们无法用目测的方法辨别盛在

瓶中打印墨水质量，用仪器进行鉴别质

量，很不现实。俗话说“不怕不识货，

就怕货比货”。采用打印结果比较法来

鉴别较为简单合适。打印墨水有很多质

量参数标准，但只要掌握以下三点，就

能大致概括出打印墨水的质量。

1.干燥时间（保证喷墨口不被干燥

后染料堵塞的充分条件）

2.是否易堵

3.三原色的色值（成色的科学理论

依据）

要鉴别就一定要有标准，采用原机

墨水为参照标准是最为方便，简洁：

一、HP.EP原机墨水液滴干燥时间

标准：通常情况下室内100天以上不会干

涸。取各色替代水一自然滴，置于非吸

收材料上(如纯水盖)标定时间，观察液滴

干燥所需的时间。若干燥时间小于100

天，最好不要使用。干燥时间的长短可

反映出打印机停机时不用时间的长短，

使用率不高者应选用液滴干燥时间大于

100天以上的打印墨水，染料一旦干燥后

是很难修复的。

二、喷墨打印水打印标准取样

（注：千万不要因为原水价高，担心耗

损较大，要知道这样做助于日后更省

钱，有省心）。在电脑桌面上点击：开

始——附件——图画——画出A4纸稍

小尺寸方框 —— 选屏幕色标 —— 颜料

桶——倒入屏幕图框内。用A4复印纸分

别打印，注意记算打印墨头往复有稍定

前的往复次数。打印后分别标注所选色

标在屏幕中的位置，用以保证在鉴别时

的同一性，这样标准样板就做好了。

用购进替代水按取标准样时的方

法，采用同样A4复印纸进行打印比较：

1.打印墨水往复有稍停前的次数少

于原水，表示此水较原水①粘度要大；

②张力大。

①粘度大：在打印时有可能会出现

断线

②张力大：进入到喷头空腔内的墨

水供应不足

2.与标准样对比，有颜色不均匀或

有墨头运动方向的横线，表示可能在使

用后会产生堵头。

3.颜色愈接近标准样板，表示打印

后色彩的还原性能愈好。若颜色较标准

样板浅，如果用来打印照片，就会比原

照片的色浅，反之则深。

教你自己如何鉴别打印墨水质量Tutorial: How to Evaluate the Quality of Printing Ink

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CHINA CORNER / 中文快讯

北京普瑞特公司喷墨CTP技术出口朝鲜

Beijing Pruitt Company Exports CTP Inkjet Technology to a Korean Company

北京普瑞特科贸有限责任公司自主研发的环保型裸版喷

墨CTP技术和设备及制版流程，一次性在朝鲜民主主义人民

共和国安装调试成功，并得到用户的极大好评。

该项技术，填补了朝鲜CTP技术的空白。更重要的是，

此装置流程简单，成本低，且环保，适合在朝鲜这样经济处

于发展中国家推广。新技术，成本有特殊要求的印刷企业中

安装最适宜。

该次是北京普瑞特公司向境外转让的第三家喷墨CTP技

术和流程设备。之前，该公司向墨西哥的EM GRAPHICS公司

和土耳其的TEKNOGRFF MATBAA公司推广过具有中国自主

知识产权的喷墨CTP技术，同样成为上述国家和地区独有的

新型环保的产品。

据悉，日本印刷公司于9月宣布，将和东京大学合作，把

东大的技术加以商用化，在2年内开发完成全球速度最快的数

位复印机，每分钟可读取约170页，大幅提高书本电子化的作

业效率。

东大已成功开发高速的书本扫描系统，在高速摄影机

和红外线雷射装置之下，只要很快地翻书本就可加以整页读

取。

快速翻书时，红外线雷射可掌握每页文字和图片的歪斜

处，经由每秒摄影500次至1000次的摄影机对照后瞬间加以

修正而正确地印出书本上的文字和图片，每分钟可读取大约

170页。

日本印刷考虑利用人造机器人来翻书以免伤害书本，拟

于2年内把自动机械技术和东大的技术加以结合，完成首台试

作的复印机加以商用化。

日本印刷看准全球的图书馆都在把书本电子化，新型复

印机将有助于大幅提高电子化的作业效率，计划开发完成后，

主要售给图书馆、大学和电子书本制作公司等有关企业。

欧美企业已开发完成快速复印书本的复印机，但目前只

能每分钟读取约25页，且难以修正歪斜的文字和图片，使得

更快速和更正确复印的机器受到市场的期待。

日本开发全球最快复印机Japan Develops the World's Fastest Photocopier

爱普生C1600挑战彩激市场占有率30%

Epson C1600 Challenges the Color Market, Takes 30% Share

外型简约轻巧耐用的爱普生C1600彩色打印机，以低成

本、快速、高效的打印输出，满足个人、SOHO或小型公司

日常办公需要，爱普生声称“要挑战整体激光打印机市场占

有率30%份额。”使用爱普生C1600，让您的工作效率永远

比别人快，轻松掌握最大竞争优势，领先做商务赢家。

爱普生C1600彩色激光打印机采用“ AcuBrite超微粒亮

彩碳粉”。打印出的图片更清晰、更亮丽，是个人及SOHO

首选彩色激光打印机产品。

我们不得不面对这样

一个现实：尽管我们努力

回收、利用、以减少纸张

浪费，全球每天办公耗纸

量依然惊人。工作中大多

数的打印纸张我们并不会

永久存留，用过之后他们

就变成了废纸。与其费尽

心思节流，为什么不想一个更釜底抽薪的办法呢？

著名打印耗材供应商施乐公司加拿大研究中心和帕洛

阿尔托的实验室正在进行一项“可擦除文件项目。”该实验

室的科学家研制出一种可以吸收光的波长而改变颜色的化合

物。将这种化合物技术用在打印机中，打印出的文字就会在

16-24小时内逐渐消失（文稿打印出来时间越长，吸收的光

波越多，字迹颜色就会越来越淡），这样打印纸就可以被重

复使用。同时，这一项技术基于虚拟墨盒，也减少了墨盒对

环境的污染。相比传统的激光打印机，减少了90%以上的浪

费。

施乐研发打印文件字迹可擦除的打印机

Xerox R&D to Develop an Erasable Imaging Paper

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RECHARGE asiaCHINA CORNER / 中文快讯

高宝实业发展有限公司成立于

1992 年，地处中国 GDP 超过千亿元的

县级——顺德，它北临广州，毗邻港澳，

经济的活跃，也带给了高宝无限的精神

财富，使高宝在天时、地利、人和的氛

围中快速的发展起来。

高宝自创建以来始终专注于打印耗

材事业的发展，目前主要生产色带、墨

盒、墨盒专用填充墨水、环保鼓粉盒、

碳粉等电脑周边耗材。2006 年，高宝

品牌正式进入国际市场，产品畅销美国、

英国、墨西哥、秘鲁、印度、泰国等 30

多个国家地区。并获得很好地声誉。

高宝快速发展的原因是得益于公司

的经营理念：

一、“以点滴做起、务求完美”的

质量理念

一直以来，高宝打造专业、新颖、

种类齐全的系列产品。并先后荣获“全

国质量信得过产品”称号、“用户满意

奖”、“重合同守信用企业”、“诚信示范

单位”、“诚信单位”、“消费者满意企业”、

“中国十大兼容耗材品牌”等社会赞誉。

先进的管理及优于同行的专业设

备，确保“高宝”产品始终保持高品

质，有德国染墨机、美国必能信焊机、

数控绕带机等专业生产和检测设备，在

拥有品质控制关键设备的同时，全面执

行 ISO9001：2000 国际质量管理体系

和 ISO14000：2004 国际环境管理体系，

严格进行 6S 管理，对产品实行“自检、

互检、专业检”三检制度，生产环境使

用空调鲜风系统，保证工作间有充足的

氧气量，操作间达到无尘、保温、保湿

的生产要求，同时公司更注重员工技能

培训和素质教育，为实现产品品质持续

稳定打下了坚实的基础。

二、秉承追赶、挑战、引领的发展

理念，逐步完善市场布局

全国共设 30 多个代理商和覆盖县

级城市的 2000 多个经销网点，构筑了

强势而稳健的市场通路。高宝始终认为：

代理商（经销商）是高宝的紧密战略合

作伙伴，除了为他们提供产品和服务之

外，高宝更注重产品附加价值的提升，

为协助代理商健康成长。自 2004 年以

来，公司先后在云南、重庆、浙江、江苏、

河北、湖北、内蒙、山西、湖南、福建、

广东等地进行大型洽谈培训会，为代理

商、经销商量身订造各种不同内容的培

训：如产品技术培训、市场营销培训、

员工管理培训、零售技巧培训、企业经

营培训等课程，受到各级代理商、经销

商的广泛赞誉。

三、“用户总有道理”的服务理念，

使高宝不断完善服务体系

不断创新，为客户提供无微不至的

售后服务，包括：设立更新网站内容，

设立短信群发平台，设立商务服务部和

技术支持专员，及时处理客户质量投诉，

为客户解答产品技术问题，通过持续的

良性互动，与全国各地渠道商及客户资

讯共享，互利双赢！

新科技、新经济已经成为今天世界

发展的主流，紧随着时代潮流前进的“高

宝人”，在公司领导班子的带领下，在

全体员工的共同努力下，继续秉承公司

“追赶、挑战、引领”的发展理念，抓

住机遇，勇往直前，不断战胜自我，立

志打造针打类产品国内第一品牌，喷墨

类、激光类产品国内前三甲，成为中国

打印耗材界最佳品牌及服务提供商之

一，让我们一起去见证高宝更加精彩的

未来！

快速发展的高宝实业有限公司Cobol Company Rapid Growth in Recent Year

今年截至9月6日，美国国际贸易委员会（ITC）共发起涉

及中国出口产品的337调查14起，占该调查总数的近四成。

对此，中国商务部进出口公平贸易局官员9月9日在第十四届

中国投资贸易洽谈会上表示，因应诉程序复杂等原因，中国

企业应诉积极性不高。

据该局数据显示，8月， ITC发起的涉及中国出口产品的

337调查又新增三起，截至9月6日，共发起14起。而ITC本

年度迄今共发起近40起337调查，涉及中国企业的已占近四

成。

最近的两起337调查，涉及的中国产品为可调节高度床和

闪存芯片及下游产品，分别有一家和两家上海企业被列为被

告。

此外，近期还有美国企业提起对中国输美接地故障断路

器产品的337调查，福建、浙江、上海等省市共5家企业被列

为被告，预计美方将于10月3日左右立案。

中国商务部进出口公平贸易局壁垒调查处处长罗津对

《第一财经日报》表示，涉及中国企业的337调查主要集中在

机电类、五矿类、轻工类、医药类、建材类等产品领域。她

表示，由于应诉程序复杂，应诉费用高，企业对中美知识产

权立法的差异缺乏了解等原因，中国企业应诉积极性不高。

此外，美申请方“恶意”选择被调查产品和企业也是重要影

响因素。

2002年以来，在政府部门及行业协会的引导组织下，中

国企业的应诉率有所增加，共应诉61起，应诉率达80.3%。

罗津建议说，中国出口企业应多关注美国市场变化和竞争者

动向，加大研发投入，积极在美国申请专利，进一步提高知

识产权保护意识，克服息诉和畏惧心理，确定合理有效的应

诉策略。

她还建议，应对美337调查，企业要组建应诉班底，选择

律师团队，全行业协同应诉。

今年美国337调查中国企业占近4成“337” Case: This Year, Chinese Companies Accounted for Nearly 40%

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打印耗材新包装方式所创造的价值

New Ways of Pinting Consumables Package Creating Value

亚比斯国际企业股

份有限公司（ A I R - B A G

PACKING）独创内吊袋气

体缓冲包装袋，更符合世

界潮流，特针对打印耗材设

计的新包装方式，来取代传

统式的包装方法。「AIR-BAG PACKING」为气柱包装的先

锋，拥有牛角及酒瓶型的商标图案。亚比斯公司原成立于台

北新店，后因应更多厂商的需求于苏州成立苏州亚比斯复合

材料有限公司，扩大产能规模增加AIRBAG的功能，使六种功

能结合为一次性的包装，除了降低厂商成本外，同时也符合

节能减碳的需求。

包装方式的改变也可创造价值

传统式的打印耗材包装

以往都使用EPE，纸塑，目

前的主流趋势是使用AIR-

BAG PACKING气柱式缓冲

包装，其原因来自以下几个

概念：

1. 防水：可完全密封替代EPE，纸塑无法密封的缺点。

2. 防光：EPE、纸塑防光须要加一个防光袋，而AIR-

BAG PACKING拥有全球唯一专利权的内吊袋与外袋一体成

型具有防光功能，不必重复浪费人力，分二次包装。

3. 防静电：内吊袋除防光功能也具防静电功能。

4. 缓冲效果最佳：内吊袋犹如汽车安全气囊，产品落下

时，会先撞击袋子与内吊袋之间的空间，以减缓冲击力，使

产品在运\送中更安全

5. 降低成本：省人工、仓储、厂线空间、运\费成本，减

少纸箱用量，平均价格也比EPE减少10％。

6. 具有广告及价值感的效果：EPE、保丽龙无法将厂商

的LOGO印刷在包材上，整体包装缺乏价值感，而AIR-BAG

PACKING可用一种很鲜明美丽的方式将厂商所要表达的质

感、美感、现代感呈现出来，除了替厂商再一次广告外，也

让消费者在使用后，如同一张纸般简单的处理包材，而不须

像EPE、保丽龙、纸塑般的繁杂。

CHINA CORNER / 中文快讯

进入“后金融危机时代”，位于浦东新区的上海金桥开

发区经济指标全面“翻红”。而比一连串经济数据更引人注

目的则是金桥开发区“筑巢引凤”吸引外资、积极转变经济

结构所做出的一系列创举。

中国不少开发区都以政府各种优惠条件来招商，而在金

桥开发区，强调构建一个完整的产业链，这样的招商模式可

以让产业不断提升。

目前入驻金桥的企业，几乎都是总部、地区性总部或研

发中心。这里有美国通用、阿尔卡特、华为、西门子等一批

具有国际影响力的企业。

“把握头羊”——产业链招商助推经济结构升级。

今天走在金桥开发区的街头，仿佛走进了某个欧洲小

镇。这里矗立着许多按照西方风格设计的住宅，街头绿树成

荫显得安宁静谧，西式的酒吧随处可见、街头甚至专门设置

了为滑板、滑轮爱好者而设的障碍物，充分考虑了西方人的

生活习惯，这些细节都让金桥在打造“国际社区”的路上先

行一步。

“筑巢引凤”优良配套设施助力招商引资。

据统计，截至今年7月，金桥开发区营业收入和工业总产

值均同比增长超过三成。同时，外商直接投资合同项目数32

个，同比增长33.3%，合同外资金额达5万4千多亿美元。

产业升级:上海金桥总产值增3成

Industrial Upgrading: Shanghai Jinqiao Output Growth into 30%

日前，2010年中国（珠海）打印耗材展览会在珠海航展

馆召开。此次展览会是英国Recycler杂志退出珠海展之后，

首次由珠海再生时代文化传播有限公司主办。亚洲再生业杂

志作为参展商之一参加了本次珠海展，并在此次展览会上郑

重推出2011年4月27日-29日北京国际办公设备耗材与数码影

像展与2011年9月的中东-东南亚办公耗材展览会，获得了积

极的反响。

此次珠海展在维持往年的固有规模的基础上有所突破，

此次展会依然是中国企业唱主角，将近85%的企业为中国本

土尤其是珠海当地企业，其中1/3为新兴的中小耗材制造企

业。此次英国Recycler杂志与珠海展合作的终止也对此次展

览会产生了不同程度影响，最为突出的是以往在展览会现场

随处可见的Remax的标志此次默默退出了展会。展会同期举

办了一些列论坛和新产品发布会。同时，在本次展会期间第

四届“天威杯”创新设计与专利大赛也揭晓了最终结果，来

自江苏、山东、广东等地的8件专利分获各类奖项。

亚洲再生业在珠海展成功推广北京展及印尼展

Recharge Asia Successful Promotes the AIF and RechargExpo 2011

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RECHARGE asiaCHINA CORNER / 中文快讯

碳粉兼容性答疑Toner's Commonality Q & A

市场上许多的碳粉相互通用，购买者只知道能用，不知

所以然，笔者咨询有关业内人士，给以解答这个疑惑。

对于一般的客户使用碳粉，要求不高的话，粉的基本性

质相同就可以用。

比如 H P 是负电粉，他可以用在 H P 、 C A N O N 、

SAMSUNG、EPSON、FOUN-DER、 XEROX等大部分负电

粉的机器上。

另一个问题看效果如何，SAM、EPSON、XEROX都是无

磁的，HP是有磁的，用专用的碳粉较好。

HP6L和 HP1020的打印速度不同， HP1020的粉要求比

6L的粉起电速度快，粒径要小（便于快速熔融定影），很多

朋友说 HP6L的粉用在 HP1010、1020上很好，那是因为厂家

出厂的时候把 HP1020的粉作为 HP6L的粉来卖了，因为成本

是一样的。

如果粉的基本性质，电性能不一样的话，绝对是不兼

容的，如 LENOVO2312是正电粉，HP的粉是没有办法替代

的，CANON FC系列的便携式复印机也是正电粉， HP的粉也

同样无法替代。

有磁性的粉可以马马乎乎替代无磁性的粉，但是无磁性

的粉反过来去替代有磁性的却不行，所以，真正的 SAM粉

是不能用在 HP机器上的，因为根本就上不了磁辊。同理，

LENOVO的粉也不能替代 CANON FC系列的粉。上面这两个

即使能替代，从成本上来说也是很不划算的。

由汉光重工研发的我国市场上唯一具有保密功能的数码

复印机——安全增强型复印机，日前被列入国家机关政府采

购目录，至此，汉光重工成为中央国家机关政府采购中心协

议供货供应商。

安全增强型复印机是中国第一台复印机诞生地——汉光

重工于2009年研制生产的新产品，是目前我国市场上唯一具

有保密功能的数码复印机，它的问世为我国保密工作构筑起

一道新的防线。该复印机顺利通过了国家保密局涉密信息系

统安全保密测评中心监测，获得了国家保密局颁发的“涉密

信息系统产品检测证书”。

近期，中央国家机关政府采购中心发布了中央国家机关

2010年计算机等产品政府集中采购协议供货项目中标公告，

公布了新一期信息类中标产品，汉光重工３种型号安全增强

型复印机作为涉密类安全增强产品成功中标。

中央政府采购是整个政府采购中的最高级别。特别是近

几年，产品的环保、节能问题均被作为政府采购的一个重要

标准。

汉光三种复印机入选中央政府采购

Han Kuang's Three Types of Copiers Were Selected by Central Government Procurement

欧洲丝网和数字印刷商协会联盟（FESPA）进行了一份

调查。结果表明：2009年度，50个国家的340家印刷企业的

数字印刷销售额已达近230亿欧元，占全部销售额580亿欧元

的39%。调查还显示，今后数字印刷销售额占总销售额的比

例还将继续提升，2年内将达到50%左右。

在2010丝网印刷行业国际展结束后，中国丝网印刷行业

协会秘书长王健先生说，今年的展会规模感觉相对上一年略

所减小，但是数字印刷的展出比例明显扩张，展会上展出的

很多喷墨数字印刷机广泛用于标牌、PVC等材料，替代了传

统的丝网印刷方式，此外大幅面印刷也成为展示焦点。

据Fespa委托美国赢船公司在2010年慕尼黑展会后所做

的经济调查显示：70%的参观者打算在展会结束后进行投资

打印设备，特别是“环境友好型”设备将成为人们投资的热

点。根据记录，有68%以上的观众的主要兴趣集中在数字化

技术，相比之下，3年前在柏林的展览会还不到52%。这一届

展览会以数字化取向的观众接近1.5万人，比2009年春季在阿

姆斯特丹举办的欧洲数码展览会相比，提高了50%。

此外，纺织品是印刷企业最想购买的承印物，42%的受

访者打算对纺织品印刷领域进行投资。而纺织品数码喷墨领

域也正在成为越来越受关注的奶酪。

二年内数码印刷市场份额将占据半壁江山

Digital Printing Predicted to Take 50% of the Market in Two Years

联想集团与无锡尚德太阳能电力有限公司在无锡签署IT

管理服务协议。根据协议，联想集团新兴市场集团服务业务

部(下称联想服务)将为尚德电力提供为期2年的IT管理服务，

内容包括IT服务台、驻场服务、IT服务管理系统、服务生命周

期管理和IT资产台帐维护及盘点等。

项目将分3期推进，除将覆盖尚德电力集团全球总部和无

锡区域工厂外，还将支持尚德电力在全国的分支机构及包括

苏州、青海、上海、洛阳、成都等地的工厂。

联想服务将依托联想电脑在中国市场的高达1/3左右的占

有率，以桌面外包为切入点，使业务重心逐渐向网络外包，

服务器外包及咨询业务等方面扩展。

而在行业进入上，联想服务今年将专注于发展制造、连

锁、金融三大行业，在将这些行业客户做深、做精以后，再

将服务领域扩展至其他行业。

联想致力于IT服务外包市场Lenovo is Committed to IT Services Outsourcing Market

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ZHUJIANG CORNER / 珠江三角洲

天威董事长贺良梅当选珠海特区“十大创业人物”

Print-Rite (Tianwei), Chairman, He Liangmei is Named One of the "Top Ten Business People" in Zhuhai’s Special Development Zone

联想投资纳思达打印机研发制造基地

Lenovo Invests in Ninestar’s Printer R&D and Manufacturing Facility

近日，珠海市政府大力支持的十大产业项目之一的 “联

想投资、纳思达打印机研发制造基地”，即将举行盛大的奠

基典礼。届时将有珠海市政府领导、香洲区政府领导，联想

投资公司高层领导，国内外知名企业代表，国际和国内市场

的知名渠道商代表，纳思达的重要合作伙伴代表，以及纳思

达的所有高层领导和员工代表将出席此次活动。据悉，此次

奠基典礼标志着中国首个打印机研发制造基地的即将投入建

设，基地的名称已被确定为“赛纳科技打印机产业园”。按

项目未来五年的规划，该产业园建设规模宏大，建筑面积将

超过40万平方米。将被建设成为科研、生产、办公、生活为

一体的，为激光打印机产业配套的高科技工业园。

鉴于激光打印机研发制造项目的重大意义和良好的产业

前景，受到了各级政府领导的高度重视，赛纳科技的激光打

印机已被列为珠海市未来五年重点扶持的十大产业之一。已

经过广东省科技厅的专家审核，此项目将被列为广东省电子

信息应用技术领域的重大科技项目。

业内专家表示：“赛纳科技的打印机问世，意味着中

国通用耗材行业将彻底告别“无头工业”的历史，意味着由

日美韩少数企业掌控的打印机行业，终于出现了中国人的身

影，中国的民族企业必将打破国际跨国近三十年的市场垄断

格局。”

日前，珠海经济特区建立30周年30件大事30位人物评选

结果正式揭晓，中国计算机行业协会耗材专委会会长、天威

控股有限公司董事长贺良梅当选为“珠海经济特区十大创业

人物”。

据了解，“珠海经济特区建立30周年30件大事30位人

物”评选活动由珠海特区报社、珠海广播电视台联合举办，

综合群众通过网络、手机短信及电话声讯投票的票选情况，

普遍征询专家学者意见，在充分考虑候选事件和候选人物的

典型性、代表性、广泛性的基础上，结合广大市民的意见，

评选出“中国最早经济特区之一—珠海经济特区诞生”等30

件大事和10大创业人物、10大创新人物以及10大模范人物。

中国计算机行业协会耗材专委会会长、天威控股有限公司董

事长贺良梅当选为珠海特区“十大创业人物”，同时入选的

还有格力电器公司董事长朱江洪、德豪润达电气股份有限公

司董事长王冬雷等创业人物。

1988年，贺良梅在珠海投资建立了中国第一家打印耗材

厂——天威打印机色带制造厂，并以企业稳健发展及技术、

专利的持续领先，引领着中国打印耗材产业的发展。目前，

在珠海，打印耗材产业被列为珠海八大支柱产业之一，已成

为包括国家“十一·五”及“863”重点项目在内的整个产

业群体，有数百家有规模的产业链生产企业和近10万从业人

员，创造产值达200多亿人民币。由于珠海目前供应了全球

70%的色带、60%的通用墨盒和35%的再生硒鼓，被誉为世

界打印耗材之都，而贺良梅及他所创建的天威，也被誉为世

界打印耗材之都的开拓者。

珠海市积极配合“省长杯”优良工业设计奖产品

征集推荐工作Zhuhai Actively Cooperates with the "Governor's Cup" to Bestow Good Industrial Design Award

日前，为提高企业自主开发产品的创新能力，进一步

树立广东制造“设计创新，品质优良”的形象，广东省第五

届“省长杯”优良工业设计奖产品征集推荐工作已经开始。

作为广东省工业创新示范的珠海市不甘落后，积极贯彻推进

“省长杯”优良工业设计奖产品征集推荐的各项准备工作，

特别是作为珠海市工业创新龙头领域的耗材制造业更是积极

配合本次的产品征集推荐工作。珠海市耗材委员会多次向各

个成员下发传达相关文件，指导成员内具有申报资质的企业

和组织进行申报。


RECHARGE asiaZHUJIANG CORNER / 珠江三角洲


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