Recharge Asia Magazine November 2011

www.rechargeasia.com RECHARGEasia • NOVEMBER 2011 •

RECHARGEasiaFEATURE ARTICLE

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MPS Expands Compatibles Usage MPS 的发展将扩大兼容产品使用

Managed Print Services- MPS: Where is it Headed in India?

打印管理服务在印度的发展方向

Managed Print Services is a Reseller and SMB Opportunity 打印管理服务是经销商和中小企的机遇

试析耗材的低价策略Analysis of Consumables Cartridge's Low-Cost Strategy

网络营销在通用耗材行业的应用Apply Online Selling to General Consumables Market

SHOW TIME 展会热点

Growth in South East Asia Stimulates Remanufacturing Business东南亚经济增长刺激再制造企业投入中东 - 东南亚办公耗材展

2012 年中东 - 东南亚办公耗材展详述RechargExpo Southeast Asia (Indonesia) 2012

SOUTHEAST ASIA CORNER NEWS 东南亚新闻

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

Despite Weak Growth, Printer Sales in Taiwan Were up 9% in Q2.台湾市场打印机销售走出低谷增长 9%

Managed Print Services Association Named First Association Sponsor打印管理服务协会任命首家协会承办单位

OEM Challenging the After-Market Players in the Asia/Pacific Printer Consumables Market在亚太区域市场原装耗材企业面临来自后市场企业的挑战

爱普生申请天威连供专利无效被驳回称将提起行政诉讼Epson Application of Print Rite CISS Patent Proceeds in Administrative Court After Being Rejected

探索我国数字印刷技术的发展与应用Explore China's Digital Printing Development and Application

RechargeAsia Interview with Ed Crowley亚洲再生业杂志采访 Ed Crowley 先生

奔图打印机全球启动发布会 Pantum Printer Holds Global Conference

More Organizations Considering Managed Print Services Option to Control Costs, Free Up IT Staff越来越多的组织通过打印管理服务控制成本 Waste Management Recycle-2-SaveTM Kits to Enhance Printer Cartridge Recycling废物回收管理 2 型套件提高打印机墨盒回收效率

高效低耗放眼海外是奔图今后发展重点Pantum, a High Efficiency, Low Energy Consumption Printer Focuses on Overseas Market

细节决定成败：办公设备经销商售后现状Details Determine Success or Failure: Status of After-Sales for Office Equipment

复合机售后服务发展偏向应用管理Copier After-Sales Service Tends to Managed Printing Service (MPS)

再生纸的优点与使用误区Pros & Cons: Recycled Paper

Australia and New Zealand Printer Market: Laser Fails to Fire, Ink Prints a Pretty Picture in Q2, 20112011 年第二季度澳大利亚激光打印机市场跌入低谷，喷墨打印表现两眼

Lyra Releases Two New Reports Providing Worldwide Forecast Data and Analysis for the Wide-Format Aqueous and LED MarketsLyra 发布 2 项关于全球大幅面水性油墨和 LED 印刷市场分析预测 Hardcopy Peripherals Weakened in First Half of 2011 but IDC Expects the Market to Pick Up Pace in the Second Half全球硬拷贝市场增长乏力，IDC 预计下半年将开始回升

ITC Issues Final Determination of Violation and General Exclusion Order in Certain Toner CartridgesITC 仲裁部分违反普遍排查令的成像卡盒厂家

HP Rolls out New Printers, 3D Scanning, Better Cloud Printing惠普推出全新打印机可提供 3D 扫描更好的云打印服务接入

Canon U.S.A. Introduces New Printer Cartridge Recycling Program佳能美国介绍新的打印机成像卡盒回收项目

目录 CONTENTS

FEATURE ARTICLES 专题文章

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MARKETING 市场动态

Message from the Publisher15

RECHARGEasia ISSUE 091 NOVEMBER 2011

卷首语75

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亚洲再生业 2011 年 11 月总第 091 期

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By Ronelle Ingram

By Sanjeev Mahajan

By Louella Fernandes

By 崔洪海

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MARKETING 市场动态

CEO ON THE GO CEO 之路

GLOBAL FORUM 全球论坛

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OEM UPDATE OEM 聚焦

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HP Announces Leadership Change for Large-Format Graphics Division惠普宣布其大幅面打印系统领导人变化

Lexmark Extends Colour Workgroup Product Line with New MFPs利盟为 MFP 服务扩大新的彩色产品生产线

三星新品彩色打印机揭秘Samsung's New Color Products' Printing Secret

原装可灌粉理光中国推出 A4 一体机新品China Ricoh Releases New A4 MFP with Toner Refilling Capacity

佳能公司积极进行回收废旧成像卡盒Canon Actively Engages In Cartridge Recycling

爱普生即将发布全新 A3+ 幅面喷墨一体机Epson to Release New A3+ Format Inkjet Machine

Remanufacturing the Ricoh SP4100 Toner Cartridge

理光 SP4100 型打印机系列成像卡盒再生

14 个经典案例惠普一体机常见故障解析!4 Classic Case of HP Common Fault Analysis

解读爱普生 L 系列恒压墨仓Interpretation of Epson L-Series Ink Tank Constant Pressure

Faroudja Offers Toner for the Xerox Phaser 6500Faroudja 公司发布施乐 Phaser 6500 碳粉产品

CET Releases Compatibles Spare parts and Consumables for Canon iR2520 and KYOCERA TASKalfa180CET 推出 Canon iR2520 及 KYOCERA TASKalfa180 兼容配件及耗材

梅格 . 惠特曼被惠普任命为首席执行官Meg Whitman Appointed CEO of Hewlett-Packard

为节约成本 , 多家耗材公司向靠近产业链迁徙Cost-Conscious Consumables Companies Move to Remanufacturing Hub

鸿盛数码发布 "JETALL" 水性万能颜料墨水产品Hongsheng Digital Releases "JETALL:" Universal Water-based Pigment Ink

北京印刷学院 11 项科研成果获科技创新奖Beijing Institute of Graphic Wins Eleven Technology Innovation Awards

数码印刷将在下一个 5 年内增长 44%Digital Printing Expected to Grow 44% in Five Years

海德堡印机制造商扩大在华生产规模Heidelberg Printer Manufacturers Expand China Production Scale

全新袖珍 iModela 3D 打印机可打玩具New Pocket-sized iModela 3D Printer Prints Toys

中国最大碳粉生产基地思美亚公司十月扩产China's Largest Toner Production Base "SiMeiYia" to Expand Production in October

ZHUJIANG CORNER 珠江三角洲

珠三角行业展览会如期举行Trade Exhibition Held as Scheduled

天威在郑州掀起打假旋风Print Rite Initiates Effort to Fight Counterfeit Products

格之格开展“种子鼓”体验计划G&G Starts "Seed Drum" Program - Learning Through Personal Practice

NEW PRODUCTS EXPRESS 新品快讯

CHINA CORNER 中文快讯

By Mike Josiah

ACM Launches Its Own Exclusive Brand of Eco-friendly ProductsACM 公司推出其环保系列的自有品牌产品

NEW PRODUCTS EXPRESS 新品快讯

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Print-Rite Announces a Groundbreaking Technological Application in Printer Cartridges - "Smart Jump VP"天威发布在打印机成像卡盒中突破性技术应用 :"Smart Jump VP" OCP Announces a New Distribution Partner for TurkeyOCP 公布在土耳其的新分销合作伙伴

北京彩韵喷绘技术独领风骚Beijing CaiYun Color InkJet Dominates Inkjet Technology

突破专利壁垒天威发布 Smart JumpVP 新技术Print Rite Releases Smart Jump VP Patented Technologies

OEM UPDATE OEM 聚焦

ASK THE EXPERTS 请教专家

COMPANY CLOSE-UP 企业近况透视

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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



Contributors


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

Ronelle Ingram

Sanjeev Mahajan

Ronelle IngramVP of Technical Support for Steven EnterprisesRonelle Ingram is a writer, speaker, author of Service with a Smile and is a regular columnist for copier and imaging industry publications, like Recharge Asia. She began her technical career as a tool-case-carrying copier service tech. She is VP of Technical Support of Steven Enterprises in Irvine, California. Ms. Ingram is past President of the Business Technology Association. A UCLA graduate, Ms. Ingram has taught thousands of office equipment professionals throughout the USA, Canada, Australia and Europe. Ms. Ingram’s greatest credential is her 40+ years of hands-on experience of managing very profitable service and telemarketing departments. Read her article “MPS Expands Compatible Usage” p16 and “ RechargeAsia Interview with Ed Crowley” p44

Sanjeev MahajanVice President, Marketing and Exports, NAND ipl Gurgaon, IndiaA 25-year veteran of the imaging business in India and South Asia, Sanjeev Mahajan is an independent industry consultant. He has held senior marketing positions with Static Control Components, Katun Corporation, Ricoh India, Xerox, and Eastman Kodak. His experience encompasses: general management and company operations, including start-up and turn around skills. His career includes direct experience in marketing, sales, exports, imports, channel management, and corporate planning. Among his achievements, he: contributed to the establishment of a major market in India for Static Control; established international trading operations for Katun Corporation from Singapore to South Asia; handled national marketing functions as the Controller of Ricoh India, Ltd.; developed long term market plans for Xerox ModiCorp Ltd.; and built sales of microfilm based systems for Kodak India, Ltd. Mr. Mahajan holds a BSc degree from Bangalore University and an MBA from Panjab University in Chandigarh. He may be contacted at ([email protected])Read his article “Managed Print Services – MPS: Where is it Headed in India?” P22

Louella Fernandes Principal Analyst, QuocircaLouella Fernandes is a Principal Analyst at Quocirca, with a remit covering enterprise printing, business intelligence and geolocational tools. Most recently Ms. Fernandes was European Developer Relations Program Manager at Canon Europe focusing on expanding the availability of print and document solutions for Canon's range of digital copiers through ISV partners. During her time at Canon Europe, Ms. Fernandes worked with major strategic partners including IBM, Microsoft, Apple and Nokia on projects to extend the visibility of Canon’s printer products in new client and mobile operating systems releases. This led to Ms. Fernandes spearheading the creation of the European developer programmed web sites for printers and digital cameras. Ms. Fernandes was also responsible for presenting market analysis to technical sales and marketing teams across Europe, as well as to Canon product groups in Japan. During the time at Canon, she has seen the move from stand-alone print centers being controlled through the office equipment groups, to the use of multi-function systems integrated into the overall ITC environment. Through this work, Ms. Fernandes has built up a solid understanding of the needs of enterprises when it comes to managing a corporate printing environment - the needs for centralizing management, for minimizing consumables inventory and costs, for maximizing up-time and optimizing cost structures. Prior to Canon, Ms. Fernandes held both agency and client-side IT market analyst positions. In these positions, Ms. Fernandes dealt with large, data-driven primary research projects and created reports for vendor and end-user customers across Europe.Read her article “Managed Print Services a Reseller and SMB Opportunity” p28

Louella Fernandes



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Mike JosiahTechnical Director of Summit TechnologiesMike Josiah is the Technical Director at UniNet East Coast office, a global distributor of toner, Smartchips, OPC drums, and other toner remanufacturing components. Mr. Josiah is an industry veteran since 1987, and a member of ASTM committee F.05, the STMC Technician Certification committee, as well as an STMC trainer. He and his support team at UniNet contribute with technical articles to industry trade magazines, and conduct seminars at association meetings and tradeshows worldwide.Read his article “Remanufacturing the Ricoh SP4100 Toner Cartridge” p56

崔洪海

北京乐印神州科技有限公司总经理

乐印科技 (LerrinTechnology) 是由联想打印机业务创始人，原联想集团集团助理总裁，外设数码事

业部总经理刘洪牵头，和多位联想高管及打印机界人士共同创办的高科技公司。乐印科技专注于为客户

提供全面打印解决方案：包括打印机及相关技术的研究开发，整合全球零部件资源的打印耗材研发，面

向各类种应用的行业打印解决方案研发，提供专业的打印外包服务。乐印科技的目标是构建最适合客户

的打印解决方案，降低客户的总体拥有成本（TCO），提高客户打印管理水平，提高客户满意度。阅读他本期的文章“网络营销在通用耗材行业的应用”，在第 82 页

www.rechargeasia.com RECHARGEasia • NOVEMBER 2011 • 13

Mike Josiah

催洪海





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My Dear Readers:

"Stay hungry and stay foolish" was the late Apple, Inc. CEO Steve Jobs’ ending note at Stanford University’s commencement speech in 2005. Have you ever felt that your food is a hundred times tastier when you are hungry? I certainly have. Your stomach does the same as your mind. In your business, are you staying "hungry" and "foolish" for new opportunities, new knowledge, and new markets? If your team has the momentum for creating new ways to excel your products and promote solutions for your customers’ needs, you are in a satiating cycle of enjoying your hunger and advancing your business.

I am proud to say that at Recharge Asia Magazine, our environment of staying hungry and staying foolish continuously affords us many new and exciting developments. We are proud and thrilled to yet again make it easier for our readers to stay abreast of the latest happenings in our industry. We have an RA QR code! QR is a Quick Response code that can be read quickly when scanned by a smart phone (you will need a QR reader on your smart phone that can be easily downloaded for free from the app store). Our QR code gives you an efficient method of accessing our large volume of information on your mobile device in a simple, streamlined way.

In this ever-advanced technology world, there are always new and efficient ways to do things. We will even make it easy for you: simply scan the box to the right (be sure to download the app first) and PRESTO!—have all of the latest imaging industry news at your fingertips.

Again, we have compiled another rich issue focused on the hot topic of MPS. Find out all there is to know about this fast-growing area by reading the following feature articles: MPS Expands Compatibles Usage by Ronelle Ingram, p. 16; Managed Print Services—MPS: Where is it Headed in India? by Sanjeev Mahajan, p. 22; Managed Print Services is a Reseller and SMB Opportunity by Louella Fernandes, p. 28; and Recharge Asia’s Interview with MPS Expert Ed Crowley, p. 44.

As always, happy reading!

Ms. Sunny Sun Publisher

Message from the Publisher

SCAN HEREto stay in touch with the latest news!



www.rechargeasia.com

MPS Expands Compatibles Usage By Ronelle Ingram

Ronelle Ingram is a writer, speaker, author of Service with a Smile and is a regular columnist for copier and imaging industry publications, like Recharge Asia. She began her technical career as a tool-case-carrying copier service tech. She is VP of Technical Support of Steven Enterprises in Irvine, California. Ms. Ingram is past President of the Business Technology Association. A UCLA graduate, Ms. Ingram has taught thousands of office equipment professionals throughout the USA, Canada, Australia and Europe. Ms. Ingram’s greatest credential is her 40+ years of hands-on experience of managing very profitable service and telemarketing departments.

After years of struggle, the use of compatible, aftermarket supplies have received an unofficial stamp of approval from the Copier and Printer industry. Non-OEM items are now the chosen products for use in an increasing number of printers and copiers being serviced under contacted Managed Print Services (MPS) and cost per click (CPC) agreements. In both cases it is the servicing dealer who buys the needed supplies and provides them to the end users. The need for MPS and CPC dealers to be competitive requires compatible supplies and parts to be used whenever possible. Most OEMs require their branches to use compatible products, whenever the branch is dealing with other OEM manufactured equipment. MPS has greatly improved the selling opportunities for compatible, aftermarket products. Those involved in the production, selling and use of compatible products should be proud of their accomplishments. They have earned respectability from the OEMs servicing dealers and the market share has steadily increased over the past decade. Rather than being able to rest on their laurels and grow confident in the increasing acceptability and growth of the compatibles industry, a new complication is clouding their horizon. The (former) copier industry, often referred to as the BTA (Business Technology Association) Channel is slowly approaching the tipping point of having a majority of their members actively participating in the selling of Managed Print Services. Part of the pricing objective of MPS is a migration from documents being printed on paper to the electronic movement of information. MPS promises to save the end user money through the overall reduction of the client’s printing on paper. Many far-sighted former traditional copier dealers understand that reducing paper centric work flow also reduces the number of billable clicks. This directly reflects a loss of business to the OEMs and compatible makers of printer and copier supplies, parts

and paper. It will also lessen the need for new and refurbished equipment. It seems as if the better the retail dealers do of selling MPS and document management, the greater the reduction of the need for the physical products they have sold in the past. Every image that is scanned and electronically stored or transmitted reduces the need for the products that are currently (or once were) the backbone of the copier and printer dealer’s business model. The current sophistication of the remanufacturing of most compatibles guarantees an acceptable image quality and yield. Service technicians rarely have reason to complain about print/copy quality being caused by the use of aftermarket items. The servicing dealer is usually able to buy all their needed compatible items from local distributors who are selling generically packaged products. As long as the aftermarket goods work acceptably and cost less than the OEM products, the MPS dealers and end users are content. Manufacturers of compatible monochrome and color toner have been able to consistently produce and deliver quality products that are interchangeable with the OEM products at a lower cost. The promises of MPS are becoming a reality. With the guidance of MPS advisors, software enhancement, ecology awareness, appropriate default settings and a focus on reducing print on paper costs and earth sustainability, industry pundits are predicting an overall worldwide reduction in the use of toner, ink and paper by 2014. This decrease is expected to continue with the sophistication of Managed Document Services, the focus on earth sustainability and the aging of the population. As the baby boomer generation, those born between 1946 and 1964, gradually leave the work force the need for print on paper will greatly decrease. As each baby boomer retires from the business world, the need for printing on paper is significantly



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MPS Expands Compatibles Usage ContinuedBy Ronelle Ingram

reduced. Generation X, Y and Z’s life experiences have not required paper documentation of all written matter. Having grown-up with electronic communication, paper usage will naturally decrease as this younger population continues to integrate into the business world. There is no emotional need to see everything “in print” on paper. Paper files will go the way of land line telephones, snail mail and the Video Cassette Recorder. The constant pressure to help the earth be “Green” and “Sustainable” continues to add an earth-friendly flare to the use of compatibles. Every conservationist is an advocate of the use of remanufactured products. However, these same ecological enthusiasts’ ultimate agenda is for people of the world to stop using the ink, toner and paper altogether by using electronic communication and eliminating the need for petroleum-based ink and toner and paper. Each of these products requires the use of natural resources. The purchasing of compatible products has also been shifting from the typical Value Added Retailer (VAR), who dealt predominantly with printer products, to the BTA-Channel of resellers. Those Asian marketers who are not familiar with the group referred to as the BTA-Channel may soon realize they are now in the new area of selling interest for the compatibles marketing.

The Business Technology Association (www.bta.org) is an 80+ year old trade association representing the dealers and vendors who sell service and provide supplies for the office equipment market. It is the BTA-Channel of independent and OEM dealers who are actively engaged in providing the Managed Print Services to thousands of businesses in North America. These BTA dealers are the businesses that are buying the supplies for the billions of prints and copies that are being managed under MPS contracts. The BTA-Channel is, or should be your new market for buying and using compatibles. The same BTA-Channel member dealers that were forbidden to buy or use compatibles 7 years ago, under their OEM dealer contracts, are now your largest buyers of compatible supplies in the USA. In the past few years, some of the best know makers, distributors, resellers, publishers, and industry experts of the compatibles market have joined BTA and are now active dues-paying and event-sponsoring members of the Business Technology Association events. These include:

ACM TechnologiesAsay Publishing / Locator Magazine

AzertyBERTL Inc

Color Imaging Inc



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ENX MagazineEpson America Inc

Falcon Technology SolutionsIBPI – Buyers Group

InkCycleImagistics International Inc

Image StarGlobal Printer Services Inc

Lion Technology GroupKyocera Mita America Inc

Konica Minolta Business Solutions USA IncKatun Corporation

Lexmark International IncMuratec America Inc

MSENano Pacific

NA Trading & TechnologyNuWorld Business Systems

Oki Data AmericasPhotizo Group

Ricoh Americas CorporationRechargeAsia & Media Group / AIF / RechargExpo

Questex Media Group / ITEX / ImageSourceSharp Electronics Corporation

Supplies NetworkToshiba America Business Solutions

West Point Products Each of these BTA vendor members understands the importance of getting involved with BTA members and their Channel of distribution. If your name is not on this list; you are not keeping in touch with the hundreds of dues-paying BTA dealers that are buying compatible supplies and making billions of prints each month. A traditional VAR has a different understanding, knowledge and usage of compatible supplies than does the BTA-channel dealer. The MPS movement has required copier dealers to take on the servicing of printers. These BTA dealers are not as knowledgeable about the makers and distributors of aftermarket supplies as are the VARs. To maximize the selling of remanufactured products from Asia to the BTA-Channel of users, new advertising and distribution methods are necessary. As the market shifts away from the VARs providing for the needs of the millions of printers that are being used in corporate American, the BTA-channel dealer is taking over the service and supply needs of the majority of USA-based printers and copiers. As the MPS model integrates into more businesses throughout the world, understanding the importance of being able to successfully sell directly to the servicing dealer is of vital importance.

The USA-based BTA-Channel of dealers is very fearful of getting involved with 3rd party litigation implications that are continually taking place in America. Currently, the Canon and Lexmark issues are of great concern. The BTA-channel understands the ramifications of buying from distributors that are currently, or have been in the past, involved in 3rd party litigations. Many of these North American based MPS dealers believe the safest way to avoid Intellectual Property litigation is to only buy USA manufactured products that are using empties that were originally sold in the United States. As our imaging equipment technology improves, the reliability of digital hardware and extended preventive maintenance service schedules has greatly decreased the need for consumables parts and service. Makers of high quality compatible supplies and parts have reduced the amount of OEM aftermarket product purchases. Reduced amounts of toner, parts, PM kits, paper, service and hardware are required due to the overall reduction of print on paper. BTA-Channel MPS dealers are looking for quality consumables purchased from distributors which are manufactured by reliable sources that provide consistently high quality and yield products, with 3rd party IT indemnity in case of USA-based litigation. Depending on whether you are on the buying or selling side of the equation, the new reality of a decrease in the amount of toner and paper being used will affect most of us.

MPS Expands Compatibles Usage ContinuedBy Ronelle Ingram



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Managed Print Services – MPS: Where is it Headed in India?By Sanjeev Mahajan, Vice President of Marketing and Exports, NAND ipl Gurgaon, India

It is widely acknowledged in our industry that tomorrow will be driven by at least four trends – MPS, Color, Green and Cloud. In India, we already see all these trends playing out, driven by the OEM players across both the laser printer/mfd and copier/mfd product categories (Editors’ note: going forward, “printer” and “copier” represents “printer/mfd” and “copier/mfd”). Like elsewhere, the Indian laser printer market is many times larger than the copier segment; and the two segments are diffusing or rather integrating more rapidly every year. In India, the giants of printing and copying are increasingly vying for the same customer need for information/data/content output on copying from paper to paper. Printing on paper is approximately twice or even three times more by volume than copying on paper. Six million laser printers churn out at least 10 billion pages per month, and 600,000 copiers generate approximately 2 billion. Using in-house copiers, there are approximately 350,000 installs of new machines, and another 2 billion copies/prints are generated from copy/print shops using approximately 250,000 refurbished copiers/printers/mfd. The total annual value of printing is Rs 168 billion (US$ 3.5 billion) @ just Rs 1 per print or copy (US$ 0.02 per print copy) despite OEM prints costing at least Rs 1.75 per monochrome print and Rs 9.25 per color print (US$ 0.20 per print /copy). Remanufactured printouts in black or monochrome printers cost an average Rs 0.75 each, and color printouts Rs 6 (prices are as low as Rs 0.35 per black printout using refilled cartridges and Rs 3 per color printout). OEM vendors of printers and copiers offer per print charges in a wide range, from as low as Rs 0.35 to Rs 0.40 for black toners, to as high as Rs 0.75 to Rs 1.50. For color printouts, the cost ranges from Rs 4 to Rs 6 to a high of Rs 10. This is based largely on print volume, service level agreement and the cost of the printer required by the user under comprehensive per print/copy charges, after they have bought the machines (sometimes rented or leased). We must

remember that in India printer OEMs control less than half of the market size for printer laser toner cartridges, and even lower for inkjet printer cartridges. For new copiers, the OEM vendors control almost 75 to 80% of the install base under some type of service contract with the manufacturer/authorized distributor or his local channel partner(s) in smaller towns. Because the OEM vendors are over-dependent on toner and parts sales volumes for a healthy bottom line, they try to sell the printers at relatively low margins (especially for entry level printers, copiers and mfds). The toner cartridges are very expensive giving the OEM high margins. This OEM strategy and practice has created an opportunity for alternate lower cost, more affordable aftermarket supplies. Today, the remanufacturing and refilling industry has grown to more than a 50% market share in India. They are profitable, financially strong in addition to independent, professional, technically skilled and customer-focused businesses, equipped to meet rapidly changing customer requirements in a dynamic environment and fast-growing economy where the GDP growth is an enviable >8% p.a. According to the quoted IDC and Gartner reports, 3-5% of revenue goes to output management. The figures may be a little lower in India due to the fabled price sensitivity of Indian consumers and also, to a large extent, the low-cost Indian economy

(US$ 1 = Rs 11 in PPP terms against a nominal exchange rate of US$ 1= Rs 49), but the need to cut costs and improve efficiency and productivity remains a major concern f o r t o p m a n a ge m e n t a c r o s s t h e e c o n o m y. Gartner cal ls desktop printing “the last great area of uncontrolled

A 25-year veteran of the imaging business in India and South Asia, Sanjeev Mahajan is an independent industry consultant. He has held senior marketing positions with Static Control Components, Katun Corporation, Ricoh India, Xerox, and Eastman Kodak. His experience encompasses: general management and company operations, including start-up and turn around skills. His career includes direct experience in marketing, sales, exports, imports, channel management, and corporate planning. Among his achievements, he: contributed to the establishment of a major market in India for Static Control; established international trading operations for Katun Corporation from Singapore to South Asia; handled national marketing functions as the Controller of Ricoh India, Ltd.; developed long term market plans for Xerox ModiCorp Ltd.; and built sales of microfilm based systems for Kodak India, Ltd. Mr. Mahajan holds a BSc degree from Bangalore University and an MBA from Panjab University in Chandigarh. He may be contacted at ([email protected])



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Managed Print Services – MPS: Where is it Headed in India? ContinuedBy Sanjeev Mahajan

costs. It is the Final Frontier for cost saving innovations. Office Printing is one of the few remaining areas of IT spending where substantial savings can be realized with little risk.” In India (and anywhere else in the world for that matter), there is no formal educational program, nor academic training in managing this critical business function and vital operation in every office. As everyone in the trade learns on the job, existing trade practices are difficult to change, and there are relatively few experts on laser and inkjet printer sales. Additionally, “organizations are usually not very accurate in estimating their document costs and spend a substantial amount on printing infrastructure,” says Priti Verma, Research Analyst for Research and Consultancy at AMI-Partners, Bangalore. “Organizations are using managed print services (MPS) to curtail hardcopy (printer, copier, MFP and fax) investments. Managed print services can help India SMBs leverage cost reduction and simplify the management of their imaging and printing environment. We see that many India SMBs are planning to use print infrastructure management in the next twelve months in addition to form management and production printing services. As more and more companies throughout the world become cognizant of the necessity to ‘Go Green’ and “Adopt Color” more widely to improve communication, managed printing services help ensure considerable environmental benefits by 'right sizing’ the fleet and optimizing deployment,” adds Priti Verma. During the downturn in India, SMBs (there are over 60 million SMB) could look at saving costs by shifting from CAPEX to OPEX models and assuring operational excellence. Printing solutions can be one of the major areas where this can be implemented. The irony here is that SMBs contribute 60 percent of India’s GDP but their spending on IT is only 30% of India’s total IT spending; and their spread is rather fragmented.

It will be very interesting for OEM vendors to find ways to break the MPS maze for India’s SMB space. One of the answers may lie with the Print Jobbers. Currently, quite some of the print jobs of these SMBs actually go to what one calls in India “Print Jobbers” within the vicinity where their business operates (Print Jobbers are neighborhood print shops that provide printing or copying services). By observing closely, one will notice daily incidences of frustrations and irritations faced by the SMB clients in terms of crowd at Print Jobbers’, print quality not up to expectation, confidentiality, poor turn-around times, etc. There is definitely a latent demand for the “print-solution-in-a-box” concept, and observing closely the flow and demand at these Print Jobbers, one may see some spots of “specialization” opportunities where each Jobber may address different customer segments. FY11 was the year of getting the right start for the right business opportunity. Many smaller players succumbed to competition and vanished from the market, while a few familiar names in Indian trade circles are surviving on the edge. Per a rough estimate, the cartridges ecosystem today consists of around 10 OEM vendors, 100 re-manufacturers, and 200,000 re-fillers. Roughly, imaging components as raw materials worth Rs 3000 million (US$ 65 million) are imported into the country. Among the major OEM players, HP, Xerox, Canon, Ricoh and more recently Lexmark and Sharp all have elaborate plans for MPS in the coming years after their successful market trails and are now implementing plans to roll out the MPS to smaller cities and all state capitals. In pursuit of gaining market share and maximizing profits, the OEM companies have adopted various MPS strategies that helped in building deeper client relationships. They invested heavily in new strategies and geographical expansion. Last year, the consumables OEM vendors worked toward spreading awareness of original consumables through extensive advertising; especially by HP who wrongly compared the aftermarket toner cartridges to their quality in an effort to boost sales volumes and profits. Throughout this past year, the OEM’s further evolved their strategy and approach toward the supplies and customers. They now try to tie customers into long term contracts using the OEM’s expensive toner cartridges which revised the concept of calculating the cost per page. This new concept gained most popularity among all the OEM vendors, who no longer talked about the pricing of the cartridges alone, but advocated the total cost of ownership (“TCO”) perspective. In India we have many types of players offering a variety of MPS solutions, and the major segments and players are listed below: OEM Vendors – They are printer, copier, and mfd manufacturers having their own operating subsidiaries in India.



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HPhttp://h20424.www2.hp.com/program/wdyhts/enterpriseprint/in/en/services/hp_managed_print_services.asp

Xerox http://www.consulting.xerox.com/xerox-managed-print-services/enin.html

Canon http://www.canon.co.in/business/solutions/print-solutions?type=Feature&languageCode=EN

Ricoh http://www.ricoh.com/mds/mps.html

Lexmark http://www.lexmark.com/lexmark/sequentialem/home/0,6959,239613856_1207398408_0_en,00.html

Sharp http://www.sbsil.com/document-solutions.htmlAll of the above OEMs have elaborate plans for MPS.

MPS by System Integrators and Print Service providers – They are of two types: HP Authorized Distributors/VAR/Resellers include: Dixit Infotech Services Mumbai http://www.disindia.com/ and ValuePoint Systems Ltd Bangalore http://www.valuepoint.in/solutions.html and, hundreds more similar companies in each city who offer MPS and pay-per-print services. http://h20465.www2.hp.com/gpl/search.aspx?country_code=IN&language_code=en Independent companies who sell and promote alternate solutions and services from any vendor per customer requirements and their existing supplier partnerships include: CMS INFOSYSTEMS Mumbai prints 70 million prints per month; http://www.cms.com/printservices.html UTILITY FORMS Ltd New Delhi prints more than 30 million MICR cheques per month and over 100 million pages per month http://www.utilityforms.com/What-We-Do/Print-Management-Solutions.aspx There are Specialized Printing Solutions companies offering services nationally in thousands of locations across India such as: WEP SOLUTIONS BANGALORE http://www.wepsol.in/mps.html CARTRIDGE JUNCTION MUMBAI http://www.cartridgejunction.com/mps/what_is_MPS.aspx Remanufacturers of laser toner cartridges who offer MPS in each city or region or some even nationally include: AB CARTRIDGE Mumbai http://www.abcartridge.com/profile.aspx FAXON Imaging Technologies Mumbai http://www.faxon.in/profile.html

Lodhi Print Solutions www.lodhi.in Black Magic Toners Chennai http://www.blackmagictoners.com/mps.htm AC M CA R T R I D G E RECHARGERS New Delhi www.acmcartridgerechargers.com CART RI D GE CAFÉ BANGALORE NUWAYS CREATION New DELHI, R&S CARTRIDGES BANGALORE www.randscartridge.com VARIABLE DATA PRINTING AND SECURITY PRINTING SERVICE PROVIDERS are approved by the largest Indian Banks and financial institutions for providing MPS and VARIABLE DATA PRINTING AND SECURITY PRINTING SERVICE by the Government’s Reserve Bank of India rbidocs.rbi.org.in/rdocs/Publications/DOCs/14162.doc Indian Banks Association http://www.iba.org.in/listprinter.asp In India, there are also many companies offering support services for companies selling MPS. This includes PRINT ABZ www.printabz.com. Asia’s first non-OEM Remote Printer management solutions can bring this down even further. PrintabzTM is latest generation solution with powerful features and ease of use. Printabz differs from OEM solutions as it connects companies with their preferred Service and Supplies Vendors on a common platform. As vendors get real time information of the company's print fleet, the vendors can proactively support the company to bring down the TCO (Total Cost of Ownership) of printing devices. They are the only company in the world that is providing solutions for both Device management and User management. The Total Print Management Solutions that has been developed is a print devices monitoring package called Printlogz (a print devices users logging package), Asia's 1st Non-OEM Remote Printer. In big organizations, unclaimed print jobs add to wasted expenses. With Printlogz tracking print activity, these wasted print jobs and their cost can be cut. Printlogz will prevent duplication of prints when users accidentally give print commands. You can set quotas to control and prevent wasteful printing. As print activity is monitored, holiday photo prints, recipes and neighbor’s project reports will not be printed from your premises. All of these will lead to savings of 10-30% of the user’s printing costs. Apart from traders who import and sell laser toner cartridges, printing consumables, and components, other companies are already producing chemical color toners including: the NAND ipl Gurgaon www.nanadipl.com; and OPC drums for laser printers and copiers www.opcdrumsindia.com. Conventional toner



manufacturers include ITDL, Pure Toners, and Rathie Toners. NAND ipl, for example, has designed its chemical color toners for MPS providers, as yield of its CPT toners will be much more than the OEM as 50 gms of their BESTONE Chemical Color Toner HPCP1215, which will give at least 2500 pages @ 5%, and possibly up to 3,500 prints, as compared to OEM 1,400 pages CMY, and 2,200 pages Black toners. With printer performance at least equal to OEM, and its excellent print quality, it is very difficult to distinguish visually. Suchitra Narayan, Research Manager for IDC's Asia/Pacific IT Services Research, said some time ago in a popular website and blog (http://www.thectoforum.com/content/managed-print-services-get-a-makeover) that, “We are witnessing three fundamental shifts in how MPS is perceived by the market. Firstly, MPS is entering the boardroom via managed services and is gaining the CXO's attention. Secondly, it is no longer about services that you buy bundled with hardware; it is hardware that comes bundled as a services offering. Thirdly, with the shift to a services economy, there will also be an increased focused on channel-based MPS delivery. Channels will have to undergo a restructuring to ensure they build-out services capabilities and not just deliver and manage ‘boxes’.” Narayan adds, “Enterprises India are starting to understand the need for implementing document-related solutions and MPS is of particular interest as it has a direct impact on cost reduction via infrastructure optimization, reduction in energy and reduction in print-related costs. MPS continues to be driven by a need for organizations to re-focus their core competencies and outsource print-related services and solutions. The key to the success of MPS lies in its ability to act as a cost-management solution and provide a predictable operational expenditure (OPEX) model for the end user in an unpredictable market.” According to IDC, the Asia/Pacific (excluding Japan), or “APEJ”, managed print services (MPS) market is forecasted to grow at a

compound annual growth rate (“CAGR”) of 17% i n t h e p e r i o d 2 0 1 0 -2014. It reached US$530 mi l l i on in 2010 , and is projected to surpass US$990 million in 2014. MPS revenues in India in 2010 were estimated to be approximately US$ 20 mi l l i on (4%) , and will grow to approx US$ 220 million, approximately 22% of the market size estimated for MPS in just a few years. This is because the demand growth is approximately 5 times more for services than hardware, as users become conscious of the cost savings possible and, more importantly, the productivity gains experienced by early adopters. However, MPS penetration in India will still account for only a small part (approximately 0.5% currently) of the total printing revenues to a more respectable 3% share four years down the road when a 14 million installation base of laser printers and 665,000 new copiers installations, and approximately 405,000 copiers at copy job shops projected for 2015, will give a total projected value of a printing total of Rs 294 billion (US$ 7.5 billion). This will comprise 17.5 billion per month in laser printouts, approximately 3 billion per month in house pages generated, and approximately 4 billion prints used in copy job shops. In India the untapped MPS market is the large SMB segment which compromises approximately 65 million companies. Of these, approx 50% can be targeted conveniently and more profitably than the large enterprise segment made up of global enterprises and large national enterprises. Although SMB’s contribute to 60% of India’s GDP, their spending on IT is only 30% of India’s total IT spending. This only shows how big the opportunity for growth is and shows the need for many more service providers to enter the field, especially in smaller cities and in metros where they can address the smaller companies. Future growth of MPS in India will come from document-intensive segments and industries, and the key growth would include government, utilities, education, healthcare, and banking & financial services, and more importantly, credible partners and suppliers who have a deep understanding of business technology and customer relations—all of which produce and need documents in bulk. The path is clearly laid out and visible. The question is: who amongst the many players will stay the course and taste success in the short term and long term? Your guess is as good as mine, for the future is still the future.

Managed Print Services – MPS: Where is it Headed in India? ContinuedBy Sanjeev Mahajan



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SMBs, like larger enterprises, depend on printing for a variety of business activities. Even the smallest office needs a fast, reliable, cost-effective printer capable of professional-looking output. Yet unfortunately, SMBs have limited expert resources when it comes to handling common print management tasks. Consequently, the mundane, day-to-day printer support and administration tasks often fall to a non-IT person with other responsibilities. This is not only about the troubleshooting of printer problems, but also the ordering and stocking of supplies and meter reading. MPS is an opportunity for resellers to broaden their service portfolio and it tackles the print problem for SMBs, allowing them even more space to focus on their core business. Although some SMBs may outsource large print jobs such as sales and marketing brochures and materials, as the cost and performance of colour multifunction printers (MFPs) continues to improve, more SMBs are embracing in-house colour printing for smaller print-runs. Professional colour printing is therefore no longer an expensive luxury confined to large enterprises. We surveyed the MPS opportunity for print vendors among SMBs recently, and 45 per cent of respondents said colour page volumes were rising, along with consumables expenditure. Yet 40 per cent of SMBs had no idea how much printing was costing them. Lack of insight can lead costs to spiral, and this can be further complicated as businesses grow in size and start to operate from multiple locations. SMBs recognise that tackling escalating print costs is a top priority, rating it as the highest concern among all the print management challenges they face. SMBs are also frustrated by the time spent on printer admin and support, rating it as the second highest challenge in managing their print environments. This is not surprising given that most SMBs manage the installation, maintenance and support of printers and associated drivers with internal staff. Staff time is also spent on consumables management, including stocking, purchasing and replacing consumables – more often than not, on an ad-hoc basis. Almost 80 per cent of SMBs use such a transactional approach to paper, toner and ink. This often leads to costly and inefficient stockpiling, with some consumables never being used. In addition to the administrative burden, an unmanaged print

environment can hinder employee productivity. Unplanned printer downtime can seriously affect any business that relies on printing for business critical activities, whether it is printing out business reports, sales and marketing materials or customer invoices. In our study, device availability and printer functioning problems were rated as the most common printing problems for SMB employee productivity. SMBs can overcome this haphazard nature of print management through the use of simple and flexible MPS. These packaged services include leased hardware bundled with supplies, support and maintenance based on a cost-per-page. Understanding use is the key to gaining ongoing reduced costs. Before embarking on any MPS contract, however, SMBs should ensure they have an accurate understanding of monthly print volumes. For SMBs with less predictable monthly output, pay-as-you-go contracts may be preferred to avoid charges for exceeding volume commitments. Larger SMBs that operate a mixed device fleet should consider a full assessment of their printing practice to determine how to optimise their print environment. MPS is all about moving from a transactional to a contractual approach: buying 'printing' rather than 'printers'. This enables SMBs to avoid ongoing costs associated with ad-hoc supplies purchasing and problems with device availability. Those SMBs using some form of MPS are already reaping the benefits of improved productivity and device reliability as a result of proactive service and print management. Despite digital communication adoption, printing is likely to remain key in many business processes. It is crucial that SMBs take a close look at their printer fleet and treat printing with the same priority as other elements of their IT infrastructure. This new research was commissioned by printer manufacturer Brother, which recently launched its MPS, designed with the smaller business in mind. This new offering is being introduced to major European countries in the coming months. With SMBs struggling to control print costs and manage printing with existing resources, resellers should grab the opportunity to deliver a simple and flexible MPS that will help capture ongoing service revenue opportunities in an increasingly commoditised market.

Managed Print Services is a Reseller and SMB OpportunityBy Louella Fernandes



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RECHARGEasiaSHOW TIME

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Due to the rapid growth of emerging economies around the globe, Indonesia has surfaced to play an important role in offering ample business opportunities that is more difficult to pinpoint in matured and developed markets. Once again, RechargExpo’s success on September 14-16 has proven that growth opportunities are abundant in the Southeast Asia region. Never have we seen more eager faces and their desire for new business dealings. Thanks to JITEC’s excellent location and to our effective collaboration with Veneta System and their team of first-class, customer-tailored service, as well as to the exposure given to us by major media outlets in Indonesia, RechargExpo has accomplished its goal by bringing happy smiling faces to the venue and providing

its exhibitors with a platform to make new contacts and forge new partnerships.

The new acquaintances and possible potential clients our exhibitors met dur ing the expo br ings exposure to the industry, that wi l l he lp fac i l i ta te g r o w t h i n t h e r e g i o n . This year ’s RechargeExpo in Jakar ta brought more understanding about what the market demands are, and what the possibilities are in this fast growing market. Every company that looks for continued growth should explore new and emerging markets in different regions. With globalization, advancement in technolog y and fas t g r o w t h i n d e v e l o p i n g countries, companies should now look into re-structuring their business model, as there i s in tense marke t competition out there. This would require for companies to respond to more diverse market opportunities, flexibility to allow them to quickly adapt to the changing world and to

constantly assess the company’s mission of what kind of company they aim to be. According to Kam Woo, UniNet ’s Business Development Manager, S.E. Asia, “RechargExpo understands the trends of the business opportunities in fast growing regions, and its Expo in Jakarta rightly offered me the opportunity to engage in new contacts and new potentials for growth of our business. I am quite pleased with the new acquaintances I acquired at RechargExpo 2011. Job well done, RechargeAsia, and keep it going for 2012!” It’s not all business at the expo. Part of the fun in attending an expo are the many activities at the floor that cheered up the crowds and drew visitors to where the freebies and the drawings are. Mega Laser’s lucky draw of Blackberry was a sure crowd pleaser. E1 Ink’s lucky draw was another big hit among the crowd on the last day of the expo where they were giving away Blackberries, a travel package to Bali, two printers, and photo papers. All in all, the atmosphere at the expo was merry, making it easy for everyone to connect and engage with each other in a friendly business atmosphere.

Growth in South East Asia Stimulates Remanufacturing Business


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RechargExpo also drew in media attention, where 30 people from the local media attended, to get a first-hand experience of this brand new remanufacturing industry. With the help of E1 Ink and RechargeAsia Magazine, reporters get an overview as to what the remanufacturing industry is about, the growth and direction the industry is heading, and the benefits it offers to the consumer by encouraging them to Reduce, Re-use, and Recycle. Chip, an on-line magazine in Indonesia was there to cover the event, and to showcase E1 Ink Company. The message is out to the world that we are here to promote recycled products and its market.

As the premier event for printer, copier and remanufacturing supplies in Jakarta, Indonesia, our mission is to provide industry professionals with a platform in which to source for and supply products (the alternative consumable) to meet growing market demands. We have big plans for RechargExpo in 2012 and together with our event partner, Veneta System, we will gear it to become even bigger and better. Come again to JITEC in September 13-15, 2012 to see for yourself !


RECHARGEasiaSOUTHEAST ASIA CORNER NEWS


According to an article on Okezone.com dated October 8, 2011, it suggests that the printing industry is growing fast in Indonesia, at a rate that continues to increase each year. Although Brother is a new game player in the industry, President Director of PT Indonesia Brother International Sales, Yuichi Suzuki, is optimistic about their position in the market despite the global economic downturn. During the recent launch of Brother at the Hotel Sangrila, Suzuki said, “We are committed to developing local markets and strengthening the position of our company in the region.” He also believes that Indonesia has a rapidly growing market, which is why the company is committed to improving its sales and customer service to further strengthen the image of Brother in the country. With a population of 240 million people, and with a rapid development in computer technology, Indonesia is one of the fastest growing countries in the world. In conjunction, demand for imaging products such as printers and multi-function centers (MFCs) will also increase. Thus, the Indonesian market is expected to contribute to the overall revenue of Brother, Suzuki further explained. Since entering the market in 2009, Brother Indonesia has established 38 service locations in 20 major cities

throughout the country. Meanwhile, Representative Director and Senior Managing Executive Officer of Brother Industries, Ltd., Yuji Furukawa explains that Brother Industries’ world-wide net profit for 2010 was 502.6 billion Yen. As of April 2011, the company has 16 manufacturing facilities in most parts of Asia, including Malaysia and Taiwan. By 2015, Brother’s goal is to dominate the world market, particularly Asia. “We hope to become the leading brand of Mono laser MFC manufacturer in the world,” said Furukawa.

Sales of single-function-printers (SFP) and multi-function printers (MFP) reached a total of 243,071 units in the second quarter, compared to 223,900 units in the first quarter of 2011. That’s 9% up quarter-on--quarter. Year-on-year, it’s still a decline of 17%, according to the IDC Taiwan Quarterly SFP and MFP Tracker report. Although a 9% growth was achieved in the second quarter, sales are still not as strong as expected. Inkjet printers were up to 173,836 units sold in the second quarter compared to 161,363 units in the first quarter. An 8% increase, but still 22% decline. IDC believes the decline was caused by heavy marketing strategies in the second quarter with no new flagship models to support the campaign. MFP sales were up 139,060 units in Q2 compared to 114,050 units in Q1, a 22% increase. SFP sales on the other hand are down to 34,776 units in Q2 compared to 47,313 units in Q1, a 26% decrease in sales, and a 19% decrease in sales. According to Joey Yen, Senior Market Analyst of Peripherals at IDC Taiwan, consumers demanded more of the multi-function capabilities of the MFPs in second quarter. In addition, more

vendors promoted the MFPs which attributed to the increase in sales in Q2. Laser printers had its share of increase in sales as well. Up by 4%, a total of 57,463 laser printers were sold in Q2, compared to 55,138 printers in Q1, representing an increase of 4% and 0.4%. These figures include 33,914 laser SFPs in Q2 (32,750 Q1), and 23,363 laser MFPs in Q2 (21,853 in Q1). That represents 4% up, but down 6% for the laser SFPs, and 7% up, 12% up for the laser MFPs. The decline in sales can be attributed to the delay in the shipments of supplies from Japan in the aftermath of the massive earthquake in March, but Lu Meng-Ping, Analyst at IDC Taiwan, expects a recovery in the fourth quarter.

Printer Market Growing Fast in Indonesia

Despite Weak Growth, Printer Sales in Taiwan Were up 9% in Q2.


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The Australia and New Zealand (A/NZ) printer market fell short of forecasts in Q2, 2011, as laser printers failed to fire because of challenging economic conditions. According to IDC, the overall A/NZ printer market recorded a 10% year-on-year and 5% sequential growth in Q2 2011. However, overall shipments hit 760,000, some 20,000 short of expectations. “Price discounting for channels and end users, particularly for lower price point inkjet models, greatly aided growth across the entire A/NZ region,” said Arunachalam Muthiah, market analyst at IDC. Despite a drop in laser printers (-2% YoY) due to excess stock following a strong Q1 and minor supply constraints as a result of the Japan earthquake, strong uptake of inkjet printers (15% YoY ) managed to drive the overall market upwards. IDC recognises an emerging trend of inkjet printers priced under $400 being positioned as low-end colour laser model substitutes, while at the same time being able to offer “laser-quality” print output. “Weak business and consumer sentiment caused spending to be conservative. That's why we saw a supply-side push with aggressive channel promotions by vendors and retailers. This was necessary to encourage sell-through, “said IDC market analyst Cheryl Looi. HP, with a strong commercial message for its E-print technology, together with an expanded portfolio in the sub $1000 category, successfully maintained its top market share of 42%. In contrast, Brother declined by 17% sequentially in overall unit shipments. As Brother closed its financial year with strong results in the first quarter of 2011, its channels had excessive stock in Q2. Also causing its drop was that some of its supply was partially affected by the Japanese earthquake in March, and there

was sluggish demand from end users. IDC forecasts the A/NZ printer market to drop by 11% sequentially in Q3, because of the prevailing and uncertain economic conditions together with a seasonal slowdown in the printer market. Nevertheless, end users should anticipate a final round of aggressive promotions towards the end of the year as vendors and channels will want to clear off excessive stocks.Figure 1

About IDC International Data Corporation (IDC) is the premier global provider of market inte l l igence, advisor y ser v ices , and

events for the information technology, te lecommunicat ions, and consumer technolog y markets . IDC helps IT professionals, business executives, and the investment community makes fact-based decisions on technology purchases and business strategy. More than 1,000 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries. For more than 46 years, IDC has provided strategic insights to help our clients achieve their key business objectives. IDC is a subsidiary of IDG, the world's leading technology media, research, and events company.

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

Australia and New Zealand Printer Market: Laser Fails to Fire, Ink Prints a Pretty Picture in Q2, 2011


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Lyra Releases Two New Reports Providing Worldwide Forecast Data and Analysis for the Wide-Format Aqueous and LED MarketsLyra Research, the digital imaging authority, has released two reports that cover the wide-format printing market. The new wide-format market reports—Wide-Format Aqueous Ink Jet Hardware, Ink, and Media: Worldwide Forecast, 2008–2015 and Wide-Format LED Hardware, Toner, and Media: Worldwide Forecast, 2008–2015—are based on key findings from Lyra’s 2011 Wide-Format Printing Advisory Service (WFS) Forecast 360. Wide-Format Aqueous Ink Jet Hardware, Ink, and Media: Worldwide Forecast, 2008–2015 discusses the aqueous ink jet printer market and the resurgence that it has experienced during the past 12 months. However, despite the market’s revival, major vendors’ shipment and revenue figures have yet to return to the pre-recession levels of 2008 in most aqueous market segments. Overall, shipments in the wide-format aqueous ink jet hardware market are expected to grow by a compound annual growth rate (CAGR) of 2 percent from 2010 to 2015 (see attached figure). Although each market segment will perform differently over the forecast period, it is expected that all market segments will experience some growth in year-on-year shipments over the next two years (2011 and 2012). After 2012, the market is expected to decline as competition from lower-cost and better-performing alternative ink technologies, such as latex and UV-curable, intensifies. Revenue from the aqueous CAD market will be slightly more resilient to erosion than that of the aqueous graphics market because there is less pressure from alternative printing technologies on the CAD segment. Also, some CAD vendors have added innovative feature sets such as Internet connectivity and cloud printing to reflect changes in working practices in the construction industry. Specifically, the report covers two application categories—computer-aided design (CAD) and graphic arts (graphics)—that are further broken down into four wide-format aqueous ink jet hardware segments: • 24–44–inch (61 to 112 cm) aqueous CAD printers;• A2/17–inch (43.2 cm) aqueous graphics printers;• 24–44–inch (61 to 112 cm) aqueous graphics printers; and• 44+ inch (112+ cm) aqueous graphics printers. The report provides macro trends and shipment and revenue data from 2008 through 2015 for hardware, ink, and media in each market segment. The report also includes regional breakouts for North America; Latin America; Europe, the Middle East, and Africa (EMEA); and Asia Pacific. Installed base data, average sales

prices, and a listing of representative products are included, as well as aftermarket ink jet shipments and market share for graphics printers. Wide-Format LED Hardware, Toner, and Media: Worldwide Forecast, 2008–2015 examines why the market for wide-format electrophotographic (LED) printers continued to decline during 2010. It discusses the anticipated return to worldwide growth for this market in 2011 and the forces that will enhance the market’s prospects across all regions. These forces include:• the many new infrastructure-based construction projects that have been started as a result of government spending to stimulate economic growth;• the shift in company printing practices from a centralized to a distributed model, driving demand for low-end hardware; and• the need for more complex color output, which also will increase toner consumption and coated paper usage. Overall, Lyra estimates that revenue for the wide-format LED segment will grow by a 5 percent CAGR from 2010 to 2015. The strongest market performance is expected for the Asia-Pacific and Latin American regions, where Lyra forecasts revenue to grow by a 7 percent CAGR. The lower printing costs of LED toner-based systems will remain attractive in these regions. Specifically, the report covers low-end wide-format LED printers priced under $20,000, midrange wide-format LED printers priced between $20,000 and $50,000, and high-end wide-format LED printers priced over $50,000. It provides macro trends and shipment, average sales price, and revenue data from 2008 through 2015 for hardware, toner, and media in each market segment. The report also includes regional breakouts for North America, Latin America, EMEA, and Asia Pacific. Installed base data and aftermarket toner shipment figures are also included. “The wide-format printer market has navigated its way through the recessionary downturn and emerged as a calmer market,” said Peter Mayhew, director for Lyra’s Wide-Format Printing Advisory Service. “Going forward, vendors in this market will endure difficulties as print service providers leave for lower-cost and better-performing alternative ink technologies such as latex and UV-curable. The wide-format aqueous and LED CAD printer segments will be more resistant because there will be less pressure from alternative printing technologies, and there will be a surge in printing needs among the architectural, engineering, and construction market and demand from emerging economies, in


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particular Asia Pacific.”

About the Wide-Format Printing Advisory Service Supported by an experienced team of analysts and researchers, Lyra’s Wide-Format Printing Advisory Service (WFS) tracks and quantifies the burgeoning wide-format UV-curable printer market and the changing dynamics of the wide-format aqueous and solvent printer markets. Lyra recently enhanced the WFS by including added coverage of the aqueous printer markets and a new database of product specifications. The database provides product specifications for every wide-format aqueous, solvent, and UV-curable printer that is currently in the market. The service also includes a regionally segmented annual forecast for aqueous, solvent, and flatbed UV-curable hardware, ink, and media; forecast perspective reports; primary market research studies; and analyst inquiry.

Lyra Research: The Digital Imaging Authority Lyra Research collaborates with imaging industry decision makers worldwide, enabling clients to strengthen their market position and achieve profitable growth. Lyra’s expert analysts and editors help clients devise and implement creative solutions to business

challenges, arming them with competitive intelligence, strategic and tactical advice, news and analysis, and market forecasts. Since 1991, Lyra’s custom research and consulting, advisory services, award-winning journals, and innovative events have set the standard for analysis of imaging hardware, consumables, and digital photography markets.

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


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Hardcopy Peripherals Weakened in First Half of 2011 but IDC Expects the Market to Pick Up Pace in the Second HalfManila, September 16, 2011 - The local market for hardcopy peripherals (HCP), which is composed of printers, multi-function peripherals (MFP) and digital copiers, ricocheted in 2Q 2011 after a dismal first quarter, bringing shipments to a half-year total of 415,053 units. The 1H 2011 results is a slight drop from last year’s 421,472 units from January to June. Pamela Sumanga, Market Analyst for HCP research at IDC Philippines notes that the 1.5% contraction was mainly brought about by the weak demand for inkjet in 1Q 2011. According to the IDC Asia/Pacific Quarterly Hardcopy Peripherals Trackers 2Q 2011, laser and serial dot matrix (SDM) technologies displayed robust performances in 1H 2011, which grew sharply by 31.3% and 23.3% respectively YoY. Inkjet shipments, on the other hand, dipped by 7.3% YoY. While inkjet shipments still form the bulk of the market for 1H 2011 at 78.4%, it is 4.9 percentage points lower than its 1H 2010 share. Figure 1

“Philippine’s HCP market in 1Q 2011 failed to outshine the performance in the same period last year due to a slump by all vendors. The market fell to 194,814 units, which is the first time that total shipments arrived at less than 200,000 units in a quarter since 3Q 2009. Inkjet shipments, particularly that for inkjet printers, dropped by 48.8% YoY in 1Q 2011. While there was an uncharacteristic sequential growth in the second quarter of the year, which is historically a lean season for HCP, such development proved to be insufficient in pushing the market at a higher YoY level,” says Pamela. In terms of base configuration, only copiers recorded a YoY growth and at an impressive rate at that of nearly 50% in 1H 2011. Much of the growth is attributed to product line expansions by most major vendors. Shipments of fax-based HCPs, on the other hand, fell drastically by 88.9% as only two vendors, Brother

and Canon pursued this market so far this year. Printer-based HCP shipments also contracted, albeit at a marginal rate of 0.8%. Nonetheless, printer-based HCPs remain to occupy 97% of the market, with the MFP product expanding by 40.8% YoY in 1H 2011. IDC projects the HCP market to reach nearly 910,000 units by end of 2011, signifying a 3.1% increase from 2010. Tenders are projected to spur for the remainder of the year, due to the anticipated escalation in government spending after a sluggish performance in 1H 2011. Consumer spending, on the other hand, will likely be stirred by price drops and end-user promotions, as well as the continued resilience of remittances from overseas Filipino workers that essentially support a lot of households in the country. Lasers are expected to sustain robust growth throughout the remainder of the year and account for roughly 10% of the 2011 HCP market. Inkjet and SDM, on the other hand, are anticipated to grow at a marginal rate of less than 2% each.

About IDC International Data Corporation (IDC) is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community makes fact-based decisions on technology purchases and business strategy. More than 1,000 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries. For more than 46 years, IDC has provided strategic insights to help our clients achieve their key business objectives. IDC is a subsidiary of IDG, the world's leading technology media, research, and events company.You can learn more about IDC by visiting www.idc.com.


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ITC Issues Final Determination of Violation and General Exclusion Order in Certain Toner CartridgesOn September 27, 2011, the International Trade Commission (the “Commission”) issued a notice determining to terminate the investigation in Certain Toner Cartridges and Components Thereof (Inv. No. 337-TA-740) with a finding of a violation of Section 337. The Commission further determined to issue a general exclusion order (“GEO”) and cease and desist orders (“CDOs”). By way of background, the Complainant in this investigation is Lexmark International, Inc. (“Lexmark”). The Commission’s notice of investigation named the following 24 entities as Respondents: Ninestar Image Co. Ltd. (a/k/a Ninestar Technology Co., Ltd.), Ninestar Image Int’l, Ltd., Seine Image International Co., Ltd., Ninestar Technology Company, Ltd., Ziprint Image Corporation, Nano Pacific Corporation, IJSS Inc. (d/b/a TonerZone.com Inc. and Inkjet Superstore), Chung Pal Shin (d/b/a Ink Master), Nectron International, Inc., Quality Cartridges Inc., Direct Billing International Incorporated (d/b/a Office Supply Outfitter and The Ribbon Connection), E-Toner Mart, Inc., Alpha Image Tech, ACM Technologies, Inc., Virtual Imaging Products Inc., Acecom Inc-San Antonio (d/b/a inksell.com), Ink Technologies Printer Supplies, LLC (d/b/a Ink Technologies LLC), Jahwa Electronics Co., Ltd., Huizhou Jahwa Electronics Co., Ltd, Copy Technologies, Inc., Laser Toner Technology, Inc., C & R Services, Inc., Print-Rite Holdings Ltd., and Union Technology Int ’ l, (M.C.O.) Co. Respondent Print-Rite Holdings Ltd. was terminated from the investigation based on a settlement agreement, but the other 23 entities (collectively, the “Defaulting Respondents”) were ultimately found to be in default. On April 25, 2011, Lexmark filed a motion for summary determination of violation of Section 337 and requested issuance of

a GEO and CDOs against the Defaulting Respondents. On June 1, 2011, ALJ Carl C. Charneski issued an Initial Determination (“ID”) granting Lexmark’s motion and recommending that the Commission issue a GEO and CDOs. The ALJ found that the Defaulting Respondents’ products infringe certain claims of U.S. Patent Nos. 5,337,032, 5,634,169, 5,758,233, 5,768,661, 5,802,432, 5,875,378, 6,009,291, 6,078,771, 6,397,015, 6,459,876, 6,816,692, 6,871,031, 7,139,510, 7,233,760, and 7,305,204 (collectively, “the asserted patents”). See our June 24, 2011 post for more details. On July 12, 2011, the Commission determined not to review the ID and called for briefing on remedy, the public interest, and bonding. On August 1, 2011, Lexmark submitted a brief on remedy, the public interest, and bonding, requesting that the Commission issue a GEO and CDOs and set a bond of 100 percent during the Presidential review period. Also on August 1, 2011, the Commission Investigative Staff submitted a brief on remedy, the public interest, and bonding, supporting Lexmark’s requests for a GEO and CDOs and for a bond of 100 percent. In the September 27 notice, the Commission determined to terminate the investigation with a finding of a violation of Section 337. The Commission further determined that the appropriate form of relief is: (1) a GEO prohibiting the unlicensed entry into the U.S. of toner cartridges and components thereof that infringe certain claims of the asserted patents; and (2) CDOs directed at the domestically-based Defaulting Respondents and certain of the foreign-based Defaulting Respondents. Lastly, the Commission determined that the public interest factors do not preclude issuance of the GEO and the CDOs and that the bond during the Presidential review period should be set at 100 percent of the value of the imported articles that are subject to the GEO.

Managed Print Services Association Named First Association SponsorThe Managed Print Services Association (MPSA) has committed to be the first association sponsor of the new Lyra MPS Forum. The half-day event will take place on Wednesday, January 25, 2012, from 12:30-5:00 p.m. at the Rancho Las Palmas Resort and Spa in Rancho Mirage, California. The event follows the 15th annual Lyra Imaging Symposium, which is scheduled for January 23-25, 2012, and complements the Symposium's presentations and discussions. “Lyra is known for keen insight and analysis in the digital

imaging industry, and the MPS Forum takes advantage of Lyra’s comprehensive industry knowledge and expertise. Sponsoring the MPS Forum was a natural extension of our goal: to help MPSA members achieve success with mps. The attendees that will benefit from this forum -- OEMs, MPS service providers and solution providers, CIOs and IT professionals -- are the same professionals who join to the MPSA to grow their expertise and understanding of MPS,” said MPSA President, Joe Barganier. The digital imaging industry has entered a period of


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transformation and MPS practitioners need data-driven market insight and intelligence to create actionable business plans to maximize growth opportunities and to avoid unnecessary business risks. They also need the tools to clearly showcase bottom-line savings to MPS customers and, in turn, MPS end users need a clear set of answers about what they should expect from MPS solution providers and a successful MPS program. The 2012 Lyra MPS Forum will join together Lyra’s leading MPS managed print and hard copy industry analysts and MPS solution providers and end users to examine how to maximize MPS engagements and find untapped opportunities. Specifically, it will feature MPS trends analysis and primary research results; solution provider/end users’ presentations, a “hot topic” panel discussion, and MPS dealer insights. “We are pleased to have the support of one of the most essential and iconic players in the MPS space. The MPSA shares our commitment to industry understanding, collaboration, and growth. We look forward to working together to deliver an event that joins together unmatched MPS trends analysis and research data with real-world examples, leaving attendees armed with insight into today’s more reality-based world of MPS and the challenges and business opportunities it presents,” said Robert Palmer, director of Lyra’s Managed Document Practice.

About the Managed Print Services OrganizationThe Managed Print Services Association (MPSA) is an independent, not-for-profit organization that serves the emerging MPS industry through the development of standards and industry guidelines which unite the different segments of the industry that bring value to all those participating. For more information about benefits and memberships, visit www.yourmpsa.org.

Lyra Research: The Digital Imaging Authority Lyra Research collaborates with imaging industry decision makers worldwide, enabling clients to strengthen their market position and achieve profitable growth. Lyra's expert analysts and editors help clients devise and implement creative solutions to business challenges, arming them with competitive intelligence, strategic and tactical advice, news and analysis, and market forecasts. Since 1991, Lyra’s custom research and consulting, advisory services, award-winning journals, and innovative events have set the standard for analysis of imaging hardware, consumables, and digital photography markets. Visit www.lyra.com to learn more about how Lyra can be your strategic business partner


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IDC finds printer consumable market in the Asia/Pacific excluding Japan (APEJ) region grew 0.29% sequentially and 8.65% year-on-year to reach US$1,593.01 million in Q2 2011. Slow purchase by government in high growth economies like India, Indonesia and the PRC during the quarter has affected the growth of the overall printer consumable market in the region. Out of the total consumable market, compatible brands contribute nearly US$300 million, which is approximately 20% of the total value. In emerging economies like India and the PRC, compatible or after-market brands contribute approximately 30% of the total consumable market in terms of value. However, in unit terms, share of compatible players is much higher and contribute approximately 40% of the total unit shipped on an overall basis. In emerging economies like India, Indonesia and Thailand, compatible players have more than 50% share of total consumable market in unit terms. “OEMs are now challenging after-market players on printing cost per page (CPP) to improve their connect ratio on machines in field. OEMs have launched printers with ink tank systems as well as economic consumables, which has reduced the CPP and initiated a war over market share particularly in inkjet business," says Pankaj Chawla, Senior Market Analyst for Peripherals Research at IDC Asia/Pacific. After-market printing industry is going to be more volatile in the coming quarters as the market big players are acquiring other players to garner larger pie of the market. Clover has acquired

TRS Group, a European manufacturer, which has given Clover access to manufacturing facilities of Sakaar Printing Design and Engineering located in India. Zemasch Corporation, Thailand has also acquired local operating unit of Taiwan-based Full Colour International to increase its market share in printer ink business. The PRC is leading the way for other emerging economies as most of the countries in the region are importing remanufactured cartridges, parts and toner powder from the PRC. The PRC is also leading in technology innovations. For example, Seine Technology Company has launched their own laser printers based on indigenous technology and propriety intellectual properties. Seine is now partnering with after-market players in other countries in the region to market its laser printers in these countries.

Figure 1: Asia/Pacific Printer Consumables Value Breakdown in Q2 2011

Source: IDC Asia/Pacif ic Quarterly Printer Consumables Tracker, Q2 2011

For more information about the research or to purchase this data, please contact Sheryl Fuertez at +65-6829-7758 or sfuertez @idc.com

OEM Challenging the After-Market Players in the Asia/Pacific Printer Consumables Market


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The Recharge Asia staff recently had the opportunity to talk with Ed Crowley, Photizo Group President and CEO. The Photizo Group is the leading research and consulting firm specializing in the managed print services (MPS) industry. Uniquely positioned at the center of vendor channel and end user communities, they provide MPS insights, perspectives and success to clients across the globe. Photizo does this through advisory services, proprietary research and consulting, industry publications and media, and educational events designed to help advise and educate clients as they navigate the rapidly changing MPS environment. For more information visit www.photizogroup.com Ed Crowley has over 20 years of experience in the hardcopy industry, including key leadership positions at QMS, DataProducts and Lexmark. Most recently Crowley was the senior manager for global marketing and product strategy in Lexmark’s PS&SD Division. Crowley is a board member of the MPSA and a speaker at conferences worldwide on the topics of brand strategy, the hardcopy markets, and marketing strategy and intelligence. This was a free flowing conversation among Recharge Asia staff members and Ed Crowley. Questions were asked and answered. Ed candidly shared his enormous knowledge and insight of the Managed Print Service’s Market.

Publisher Sunny Sun asked Ed Crowley: Exactly how do you def ine Managed Print Services?Ed Crowley: MPS is the active management and optimization of document output devices and related business practices. This is the simple one sentence answer, but in practicality there is much more involved. A profitable MPS business is earned through the servicing dealer being able to earn a high level of trust and understanding. This intimate knowledge and understanding of the client’s business must be nurtured on an ongoing basis. Our Photizo research has found the 98 percent of all MPS engagements cover imaging equipment, which includes copiers, faxes, printers and scanners. These are covered under a single MPS agreement. When we talk about the fleet we are including all the imaging equipment that the client has. Our definition of management services is that the dealer has to be actively managing all the equipment in the client’s business environment. The key word here is managed. You must monitor your devices remotely. MPS must provide a better solution for the way that the client is doing business. If you are only monitoring and billing clicks, we do not consider that managed services. At Photizo we believe MPS is all about managing the customer’s environment. What we have found is the dealers that

are doing a good job of actually enabling the end user to manage their imaging needs will earn the opportunity to extend their business interest into managing the client’s network and extending into managing their Internet presence. This is especially true when the client’s network is being handled by an outsourced company. Once the MPS dealer has control and properly manages of the imaging equipment, printing, network administration and Internet presence, then, the client/vendor relationship is secure.

Recharge Asia: How does Photizo’s research rank current and future MPS growth?Ed Crowley: Our research shows Asia is the fastest growing market. North America is the largest market. Europe will be the largest market by 2014. In each case a large percentage of the compatible supplies that will be used in MPS contracts will be manufactured or re-manufactured from Asian facilities. China will be the greatest exporter of compatible office equipment supplies. Our marketing analysis has shown that six of the 10 fastest-growing countries using MPS are within the Asian market. There is enormous opportunity for growth within the Asian market. We have been actually tracking the engagements of the MPS within the Asian market during the last two years. This includes the number of businesses that are actually signing up with MPS dealers. This includes Australia, China and India. We are seeing some of the same dynamics of growth in the Asian market today that we observed in the North American market five years ago. Five years ago, in the American market, the majority of assessments were actually paid engagement’s where the end user paid the dealer (or whoever was trying to sell the MPS product) to do the assessment. Today, the majority of initial engagements in the American and European markets are done at no cost to the end user. Currently, the first equipment and usage assessment is part of the selling process. This shift from paid consultation to free assessment has been driven by the competitive market. More dealers are offering the MPS assessment and willing to do it at no charge. This is a natural outgrowth of the maturity of the MPS market in Europe and America. Both the dealer and the customers have become more sophisticated in doing assessments and the outcome. We are expecting this natural progression from paid consultation to free assessments to happen in the Asian market in the very near future. The actual speed of the change will vary by country and depending on the number of offices of large multi-national companies that are offering these services. We are already seeing the MPS process move into the Asian

RechargeAsia Interview with Ed CrowleyBy Ronelle Ingram


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market at a much faster rate than it did in North America in Europe. This is a direct extension of the MPS process and software has already been perfected. So the entire process is taking effect faster than it did in North America. We believe there will be very rapid growth of the assessment and MPS implementation process in Asia. It will develop a little bit differently within each country. It’s a very exciting market to be participating at this time.

RechargeAsia: How is the complexity of the different Asian languages affecting the implementation of the MPS software? Ed Crowley: In Australia and India the use of the Standard English versions are being used. The MPS software manufacturers are slowly developing their products into Japanese and other common languages spoken in Asian countries. There is a genuine challenge with the software companies using the Chinese language. The software companies have been very slow in updating the software into Asian languages. This language problem extends to call centers and technical hotline support services. The needed information has not been converted into individual Asian languages. Much of this is caused by the fact most of the software companies do not have the needed financial resources to take on the large scale project of reprogramming that is necessary for multiple language offerings. Most MPS software has been produced by relatively small companies. They do not have the financial backing to be able to implement multiple language software. They are waiting for the market to develop to a point that will make it financially viable to invest in Asian language programs. It may be the major OEMs that will eventually be the driving force into offering multi-language MPS software applications. Now that the growth of the Asian market is opening at a rapid rate, there are many new software companies that are entering the market. They are very agile and offering boarder and more flexible offerings. As the market evolves, the playing field will change. In the past, smaller software providers could enter the market in the USA or one European country and succeed. Once you start supporting international, large scale, enterprise level companies it becomes an entirely different game. There is a need for a large amount of capital investment to stay at the forefront of the software industry and provide sales and support in multiple languages to properly care for Fortune 1000 corporations. In the past it was the smaller independent dealer who was the determining factor of which software companies survive. As MPS grows into a larger scale, it will be the enterprise level, multi-national and global companies that will determine which software providers survive and prosper. The traditional revenue source for these MPS software

companies is a per machine usage charge paid by the servicing dealer. The competition and sophistication from multiple software providers has continued to erode the usage price being changed. As with all markets, the weaker MPS software providers will be priced out of the market. It may be just a matter of time that only the larger companies that support multi-nationals will have the size and scale to survive. There is enormous pain and cost in having to convert to a new system for both the servicing dealer and the end user. When choosing a software vendor, both should be very cognitive with the long-term viability of the software company. The use of a third party or pirated software threatens the user’s ability to have a usable, sustainable, upgradable product that offers a help desk and ongoing support. Something that is free and does not work is much more expensive than a product at a higher price that works.

Recharge Asia: How are savings being made by the MPS dealer that can be passed on to their end user customer? Ed Crowley: Well-managed MPS programs will find savings over 30 percent. Well-managed MPS programs can pay for themselves immediately. The ultimate cost to both the dealer and user will be less than the overall printing and copying cost prior to the MPS implementation. In most unmanaged environments the Well-managed has no idea how much they are actually paying for their printed images. We find the average device ratio is two users for every piece of printing equipment. Most end users immediately deny that they could possibly have one piece of equipment for every 2 employees. It is only after the assessment that the reality of their actual situation is proven. In a well-managed environment the ratio of users to print equipment will go up to six to eight people per device. Our research finds that devices are underutilized and there are many more pieces of imaging equipment than people ever imagine. We usually find the customer has closets full of toner. Toner for equipment that no longer works or is no longer even owned, outdated toner, toner purchased by mistake, opened toner that was never used, multiple containers of toner for a rarely used machine. Usually the person who orders the toner has no in-depth knowledge of their machines or lower cost compatible supplies or jumbo cartridges. All they know when they look in the catalog is that one container of toner costs $40 and another costs $200. They buy the $200 cartridge for machine that makes 100 copies a month and the $10 cartridge for a piece of equipment that makes 10,000 images a month. In most cases the people that are buying supplies are not experts. Hopefully the MPS dealer has experts that will start managing the endusers’ usage. The correct machine will be located in


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the appropriate spot. The most appropriate laser cartridge, inkjet cartridge or copier supplies will be used in the correct piece of equipment. There’s a big difference between the price of the supply and the value. Once the right supplies are provided in appropriate amounts, the MPS program will start saving money. Next, the unnecessary equipment will be removed. Consolidation of makes and models will lessen the amount of required supply inventory. Once the MPS dealer has actually reduced their costs by 20% to 30% and simplified the entire process, the clients will trust them to start managing documents within the company. This automatically increases the business the servicing dealer has with the customer. As the business and efficiency increases, an entirely new business relationship develops. Ultimately the MPS dealer becomes the

manager of the end users' overall business workflow. We find that under an appropriately managed agreement businesses can save about $250 per employee per year. Using economies of scale, a company like Wal-Mart can save millions of dollars. A company with 25 employees can save a few thousand dollars. We truly believe there are true cross cost-savings potential when a business takes on MPS. This is a very interesting dynamic to the business community at large.

The Recharge Asia staff thanks Ed Crowley for sharing his insights on the Managed Print Services. For more information visit www.photizogroup.com

RechargeAsia Interview with Ed Crowley Continued


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More Organizations Considering Managed Print Services Option to Control Costs, Free Up IT StaffWith demand for workplace printing expected to grow or stay at current levels for the foreseeable future, more organizations are taking a closer look at managed print services, according to a new study by CompTIA, the non-profit trade association for the information technology (IT) industry. Though four out of five firms surveyed by CompTIA say becoming a “paperless office” is a priority for them, the reality is that printing is embedded in day-to-day operations. Printing occurs daily at nearly 75 percent of offices. When the time frame is expanded to a few days per week, there is near universal use of printing facilities, according to the CompTIA study Examining the Print and Document Management Market. In the CompTIA survey of 400 IT and business executives involved in print and document management for their organizations, firms give high marks for printing functionality, but many would like to see improvements in the area of maintenance and management to achieve greater uptime rates. “Familiarity and understanding of managed print services continues to gain momentum,” said Tim Herbert, vice president research, CompTIA. “Firms recognize the benefits of focusing IT staff efforts on business activities and shifting routine maintenance and troubleshooting duties to service specialists who can do it more efficiently and cost effectively.” Approximately 50 percent of large firms (over 500 employees) report using the managed print service model in some capacity, compared to 20 percent for small firms (under 100 employees). “The data reveals adoption of managed print services is highly correlated with company size,” Herbert noted. “Larger firms have more complex printing needs and more moving parts within their organization, which makes managed print services an ideal solution. However, the next wave of customers for managed print services will come in the small and mid-size company range.” Of those companies not currently using managed print services, 35 percent expect to definitely or probably consider adoption over the next 12 months. The elements of managed print services that most resonate with customers include lower total cost of ownership and a means to more consistent and reliable print and document management.

Service Providers Anticipate GrowthAmong IT firms surveyed by CompTIA that currently offer a managed print services solution, eight in ten anticipate year-over-year revenue growth, with 22 percent of firms expecting significant growth and 58 percent, moderate growth. The CompTIA study also suggests that many IT firms are

utilizing a hybrid approach in this emerging opportunity, offering managed print services as one selection in a range of business lines. Just 6 percent of respondents identified themselves as dedicated managed print service providers, though more than half of firms claim to offer managed print services. Firms offer a range of services, including help desk and remote support (66 percent), on-site support and field service (65 percent), assessments (53 percent) and bench and depot services (48 percent). Some firms also include printing supplies -- ink, toner and paper -- as part of their offerings. Service providers that generate more than 50 percent of their annual revenue from a managed print service business also tend to include hardware as part of their solution. To advance growth and professionalism in the managed print services market, CompTIA has established a Managed Print Services Community. The group's current initiatives include defining best industry practices and developing foundational and advanced educational programs for managed print services providers. CompTIA also manages two internationally recognized professional certifications, CompTIA CDIA+ and CompTIA PDI+. CompTIA CDIA+ validates competency, professionalism and skills to plan, design and specify a document imaging management system. CompTIA PDI+ ensures foundation-level knowledge and skills necessary for a career in service and support of printing and document imaging devices. The CompTIA study Examining the Print and Document Management Market is based on separate online surveys of 400 IT firms and 400 IT and business professionals involved in print and document management at their firms. The surveys were conducted in July 2011.

About CompTIACompTIA is the voice of the world's information technology (IT) industry. As a non-profit trade association advancing the global interests of IT professionals and companies, CompTIA is the recognized authority for IT education and credentials and the primary advocate for IT businesses and workers. Through its foundation, CompTIA also enables disadvantaged populations to gain the skills they need for employment in the IT industry. CompTIA's vision of the IT landscape is shaped by more than 25 years of global perspective and more than 2,000 members and 1,000 business partners. For more information, visit www.comptia.org or follow CompTIA on Twitter at /www.twitter.com/comptia .


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Waste Management ’s free Recycle-2-Save™ program gives everyone the opportunity to recycle their printer cartridges and help the environment, using the mailbox instead of the recycling container. Every year more than 350 million printer cartridges of all shapes and sizes are discarded in homes and businesses. The Recycle-2-Save™ mail program provides the chance to shrink this environmental impact.

The 5 steps to success for cartridge recycling are easy:• Order free recycling boxes online at www.wmlamptracker.com/ cartridgerecycling• Collect and pack used printer cartridges with bubble wrap or newspaper• Ship your empty cartridges using the pre-paid postage label• Track your shipment online and receive a certificate of recycling• Save money on future cartridge purchases through www.amazon. com/printclub Each cartridge is inspected, refurbished and reused if possible. Any broken or outdated cartridges are recycled. “Printer cartridge recycling is now easier than ever,” said Carrie Spencer, Waste Management spokesperson. “As a leader in waste and environmental services we are constantly looking for new ways for our customers to be sustainable and green. Keeping printer cartridges and other recyclable items out of the solid waste stream saves landfill space and controls customer costs; it’s better for your business and better for the environment.”

Recycle-2-Save™ kits are available in a variety of sizes, from large office toner boxes to small inkjet cartridges. In addition, printer cartridges may be dropped off at local Cartridge World locations for recycling. Waste Management is North America’s largest recycler, managing more than 8 million tons of recyclables per year, saving natural resources and energy. The company plans to triple that figure with initiatives like the Recycle-2-Save™ program by 2020. To find out what can be recycled in your area or for more information on recycling, visit www.wm.com or www.thinkgreen.com. In addition, be sure to follow Waste Management on Twitter and like Waste Management on Facebook for additional recycling information.

About Waste Management Waste Management, Inc. (NYSE WM), based in Houston, Texas, is the leading provider of comprehensive waste management services in North America. Our subsidiaries provide collection, transfer, recycling, and resource recovery and disposal services. We are also the largest residential recycler and a leading developer, operator and owner of waste-to-energy facilities in the United States. Our customers include residential, commercial, industrial and municipal customers throughout North America. To learn more visit www.wm.com or www.thinkgreen.com.

Waste Management Recycle-2-Save™ Kits to Enhance Printer Cartridge Recycling


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Continuing its commitment to environmental responsibility and sustainability, Canon U.S.A., Inc., a leader in digital imaging, announces a new nationwide inkjet cartridge recycling program. Designed in collaboration with FedEx Office®, Sims Recycling Solutions and Close the Loop, this program utilizes the best environmental practices in treatment of recyclable materials. Canon PIXMA printer users can now drop off empty genuine PIXMA inkjet cartridges at more than 1,600 FedEx Office Print and Ship Centers across the United States. From FedEx Office locations, cartridges will be consolidated by Sims Recycling Solutions, who specialize in the large-scale processing of electronic waste. After being consolidated by SIMS Recycling, the Genuine Canon ink cartridges go to Close the Loop, a "material recovery" company specializing in the recycling of inkjet cartridges. This program will be free of cost to all Canon consumers.

"With the rise in consumer environmental awareness, Canon is pleased to offer customers the opportunity to participate in this national recycling program" said Yuichi Ishizuka, executive vice president and general manager, Imaging Technologies and Communications, Canon U.S.A. "Environmental responsibility and awareness have always been a top priority for Canon, and recycling is one of the simplest yet most beneficial aspects of this" The recycling program will tie into the Canon Generation Green initiative that focuses on helping to reduce the environmental burdens in all stages of a product’s lifecycle. Generation Green is designed to provide business partners, customers and consumers a way to identify and learn about the various eco-conscious features and solutions that Canon has to offer, including possible cost savings through energy efficiency. In addition, components from the recycled cartridges can

HP announced 13 new printers and scanners, many of which target the small and midsize business market. This new range of printers and scanners emphasizes Web-connected printing and advanced scanning.

A new scanning technology, HP TopShot Scanning, captures six images of a document or 3D object and combines them to create one high-quality image suitable for print or Web. The first printer with this technology, the HP TopShot Laserjet Pro M275, is "coming soon" for $349.

The new HP Officejet Pro 8600 e-All-in-One series and the HP Officejet Pro ePrinter are meant to offer professional quality color documents at a 50 percent lower cost per page than laser printers. These inkjet printers are also equipped with ePrint, which lets you print from mobile devices by sending an email to the printer. The 8600 All-in-One series will start at $199. Two of the current Officejet models made PCWorld's "Top 5" inkjets list. ePrint is also getting better with Wireless Direct. Now you'll be able to connect to a printer from a mobile device directly over peer-to-peer Wi-Fi, without having to go through the Internet. Mobile ePrint Home and Biz apps are available for Apple iOS, Android, and Symbian smartphones and tablets. The ePrint Mobile Driver for PCs is supposed to make it easy to send a document to a registered ePrint device with a “File and Print” option. And the

ePrint app for BlackBerry is getting options to print to ePrint-enabled service providers, HP Enterprise service providers, and HP Public Print services providers. On the scanning side, the HP Printer Control mobile app for iOS devices can take scans from an ePrint-enabled multifunction printer and upload them to Facebook or Google Docs, or let you scan them to an email. In addition, HP announced new Print apps aimed at business. Print apps are designed to give you access to pre-formatted content you can either download directly to your printer and print without the need for a computer, or scan direct ly to Internet storage. The new HP Business Apps includes Stamps.com Web postage, apps from Shoeboxed for scanning business cards and receipts, as well as apps from Google Docs and Box.net. Many enterprise-level technologies are now being made available to SMBs via HP’s recent acquisition of Printelligent. HP will begin rolling out its HP Partner Managed Print Services over the next year. HP is also offering a Smart Marketing Suite to address inefficiencies in marketing. It consists of software and services, developed with Omnicom Group, that optimize and automate marketing workflows.

HP Rolls out New Printers, 3D Scanning, Better Cloud Printing

Canon U.S.A. Introduces New Printer Cartridge Recycling Program


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be turned into materials for other products. Close the Loop’s innovative products include felt-tip pens and markers made from inkjet plastics and inks; industrial colorants made from recycled ink; recovered metals that can be recycled into new steel and aluminum ingots; and scrap plastics that can be turned into the company’s synthetic "eLumber" and various eLumber products.

About Canon U.S.A., Inc.Canon U.S.A., Inc., is a leading provider of consumer, business-to-business, and industrial digital imaging solutions. Its parent company, Canon Inc. (NYSE:CAJ), a top patent holder of technology, ranked fourth overall in the U.S. in 2010†, with global revenues of more than US $45 billion and is listed as number five in the computer industry on Fortune Magazine’s World’s Most Admired Companies 2011 list. Canon U.S.A. is committed to the highest levels of customer satisfaction and loyalty, providing 100 percent U.S.-based consumer service and support for all of the products it distributes. At Canon, we care because caring is essential to living together in harmony. Founded upon a corporate philosophy of Kyosei – "all people, regardless of race, religion or culture, harmoniously living and working together into the future" – Canon U.S.A. supports a number of social, youth, educational and other programs, including environmental and recycling initiatives. Additional information about these programs can be found at www.usa.canon.com/kyosei.

About Close the Loop Inc.Close the Loop, Inc. is an innovative materials recovery company, specializing in the collection and recycling of toner and inkjet cartridges, toner bottles as well as other print consumables. Founded in early 2001 on the principles of resource recovery and zero waste, the company has developed many innovative production processes and reuse applications specific to the complex category of imaging consumables.

About Sims Recycling SolutionsSims Recycling Solutions (www.us.simsrecycling.com) is the world’s largest electrical and electronics recovery and recycling company with 49 sites across the globe. Sims Recycling Solutions recycles all types of electronic equipment and enables businesses to meet both their social and legal obligations in the treatment of surplus electronics. The company’s asset management and recovery service enables businesses and public sector organizations to sustain the value of IT and electronic equipment, in a legally compliant, data secure, fully traceable and environmentally sustainable manner. In North America, Sims Recycling Solutions operates 13 sites in Arizona, California, Florida, Illinois, Nevada, New Jersey, Ontario, South Carolina and Tennessee.

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

Canon U.S.A. Introduces New Printer Cartridge Recycling Program Continued

HP announced that Yariv Avisar, vice president and general manager, HP Scitex Large Format Printing Solutions, Imaging and Printing Group, will be leaving HP to become CEO of a privately held company in Israel. Avisar will continue to lead the HP Scitex business through Oct. 31, 2011, the end of HP’s fiscal year, to ensure a smooth transition. “Under Yariv Avisar’s leadership, the HP Scitex organization has grown into the worldwide leader in wide format graphics and a valuable partner for our customers,” said Christopher Morgan, senior vice president, Graphics Solutions Business, Imaging and Printing Group, HP. “We thank Yariv for his contributions to HP and the industry, and we wish him continued success as he embarks on the next chapter of his career.” The HP Graphics Solutions Business will remain focused on innovating and growing its signage business, Morgan added. HP also announced that Xavier Garcia has been named the new general manager of the HP Scitex organization.

Garcia, who brings 18 years experience in large format printing, will be responsible for day-to-day operations for the HP Scitex business. Since joining HP as an HP Designjet product engineer, Garcia has held multiple positions in operations and research and development, with special focus on product generation, technology and partnership management. In 2006, he created the Large Format Lab in Shanghai, China before joining the Scitex business in 2009 as director of operations and relocating to Israel. “We are delighted to have Xavier Garcia leading the HP Scitex business as he has played an integral role in helping the business reach significant milestones in all key metrics,” said Santiago Morera, vice president and general manager, Large Format Printing Business, HP. “Xavier has spearheaded many important and successful initiatives during his long tenure with HP, working in close partnership with the HP team and our customers, and we look forward to his future successes as general manager of this growing business.”

HP Announces Leadership Change for Large-Format Graphics Division


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Lexmark Australia and New Zealand have introduced two new colour laser multifunction products (MFPs) powered with intelligent, productivity-enhancing solutions to streamline paper-intensive business processes. Targeted to the rapidly growing mid-size workgroup segment, these intuitive MFPs exhibit a wide array of features and functions, adding to Lexmark's impressive portfolio of leading-edge hardware and innovative software and solutions.

X548 Colour Laser MFP FamilyThe Lexmark X548de and X548dte colour laser MFPs deliver the high performance, wide-ranging capabilities, time-saving solutions and advanced security features representative of more costly devices in the market – but with a smaller footprint and at an affordable price point. Accentuated by a sophisticated, 7-inch colour touch screen, the Lexmark X548 colour laser MFP family comes standard with pre-loaded applications and can easily be customised with tailored workflows based on unique business needs. A step up from the Lexmark X548de base model, the Lexmark X548dte adds a hard disk toenable extra functionality, as well as a 650-sheet Duo Drawer for additional media handling capabilities. The Lexmark X548 colour laser MFP family is also included in the exclusive Lexmark Rewards program [1]. This program rewards customers with free genuine Lexmark toner and imaging kits for sending their empty cartridges back to Lexmark for recycling or remanufacturing. “The introduction of the X548 smart MFPs strengthens Lexmark’s position in a strategic growth area for our company – workgroup colour laser devices," said Marty Canning, Lexmark executive vice president and president of Imaging Solutions and Services. "We are committed to driving innovative, A4 technology with smart devices, customisable with industry-leading software and tailored solutions, to make our business customers more productive.”For a closer look at the Lexmark X548 colour laser MFP, visit this YouTube video demonstration.

About LexmarkLexmark International, Inc. (NYSE: LXK) provides businesses of all sizes with a broad range of printing and imaging products, software, solutions and services that help

customers to print less and save more. Perceptive Software, a stand-alone software business within Lexmark, is a leading provider of enterprise content management software that helps organisations easily manage the entire lifecycle of their documents and content, simplifying their business processes, and fueling greater operational efficiency. In 2010, Lexmark sold products in more than 170 countries and reported more than $4 billion in revenue. To learn more about Lexmark, please visit www.lexmark.com.au. For more information on Perceptive Software, please visit: www.perceptivesoftware.com [1] The Lexmark Rewards program is not available in all countries. Visit www.lexmarkrewards.com <http://www.lexmarkrewards.com/> for details.

Lexmark Extends Colour Workgroup Product Line with New MFPsAddition of new 'smart' devices with productivity solutions is latest advancement in Lexmark's suite of business-oriented printers, MFPs


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The Samsung Ricoh SP4100 series of printers are based on a Ricoh 31-36ppm, 1200 x 600 dpi engine. All models have a first page out in less than 6.9 seconds. (Not 7 seconds… 6.9 seconds, how’s that for being specific!) These are not the easiest cartridges to do, but if care is taken they are not too bad and the profits are nice! Care must be taken not to disturb the doctor blade as it is very difficult to set back properly. The entire Db assemble can be removed though so it’s not a problem. These cartridges also us a chip that must be replaced each cycle. There is a HY and a LY cartridge and both have a different chip. To install the replacement chips you will need to unsolder the old chip and solder on the new one. The HY cartridges only work in the 4100N and 4110N, the LY only in the 4100NLThe models in this series are:Ricoh Aficio SP-4100N KP (Uses HY cartridge and chip only!)Ricoh Aficio SP-4100NL (Uses LY cartridge and chip only!)Ricoh Aficio SP-4110N KP (Uses HY cartridge and chip only!) The Ricoh Low cartridge (403073) is rated for 7,500 pages at 5% coverage and the High Yield cartridge (402809) is rated for 15,000 pages at 5%.

Required Tools 1) Toner approved vacuum. 2) A small Common screw driver3) #1 Phillips head screwdriver 4) Needle nose pliers 5) Soldering Iron and associated tools/supplies

Required Supplies1) Ricoh SP-4100 toner LY or HY load2) Ricoh Sp-4100 Developer Same for both LY & HY3) Developer sealing strip4) Toner hopper sealing strip5) LY or HY Replacement chip6) Drum padding powder7) PCR Cleaner8) Conductive grease1) Clean the exterior of the cartridge.2) Place the cartridge with the handle facing you. On the left side, remove the

three small screws and one large screw. See Figure 13) On the right side, remove the 2 small screws and 1 large screw. See Figure 2

4) Remove the gear side end cap, 2 gears may stay on the end cap when removed. See Figures 3 & 4

5) Remove the four loose gears. See Figure 5

Remanufacturing the Ricoh SP4100 Toner CartridgeBy Mike Josiah and the Technical Staff at Uninet Imaging

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

Figure 1

Figure 2

Figure 3


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6) On the opposite side, carefully pry off the end cap. Leave the contact plate alone. It looks like it must be removed, but it does not. See Figure 6 & 7

7) Separate the two halves. See Figure 8

8) Remove the drum. See Figure 9

9) Remove the PCR. See Figure 10

10) Remove the PCR holders. See Figure 11

11) Remove the wiper blade shield. Slide it over from the bent side See Figure 12

12) Remove the 2 wiper blade screws and wiper blade. See Figure 13

13) On the top of the waste chamber sides, pull out on the tabs and remove the waste hopper. Clean out all remaining waste from the hopper. See Figures 14 & 15

14) Clean out all the waste toner from the cleaning roller and lower waste section. See Figure 1615) Install the upper waste hopper. It should snap in place. See Figure 1716) Coat the wiper blade with your preferred lubricant and install the blade.

Remanufacturing the Ricoh SP4100 Toner Cartridges Continued

Figure 5

Figure 6

Figure 7

Figure 8

Figure 9

Figure 10

Figure 11

Figure 12

Figure 13

Figure 4

Figure 14


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Install the 2 screws. See Figure 18.

17) Install the wiper blade shield left (Bent) side first through the hole on the side the cartridge. Slide the flat side out the slot, making sure the spring is engaged. Make

sure the blade slides back and forth on the spring when done. The plastic tab in the center should fit into the rectangular slot of the shield. See Figures 19 & 20

18) Install the PCR holders and Cleaned PCR. If they do not fit easily, they are on the wrong side. The side of the PCR with the pointed shaft should go to the black holder. See Figures 21 & 22

19) Install the drum and place the waste chamber aside. Put the large gear to the gear side of the cartridge. See Figure 2320) Remove the fill plug from the toner hopper. Dump out any remaining toner. See Figure 24

21) It is best not to remove the doctor blade as it is very difficult to get back in the right place. The entire mag roller section will be removed in the next few steps to it is possible to clean all the old toner/developer out. See Figure 25

Figure 15

Figure 16

Figure 17

Figure 18

Figure 25

Figure 24

Figure 19

Figure 20

Figure 21

Figure 23

Figure 22


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22) Lift up plastic bar next to all three tabs, remove the developer hopper. See Figures 26 & 27

23) Remove the metal bar from the large white gear, Press in on the locking tabs and

remove the gear. See Figures 28 & 2924) Remove the sealing tape from the bottom of the hopper. See Figure 30

25) Pry up the tabs on both sides of the cartridge to remove the upper magnetic roller section See Figures 31, 32 & 33

26) Vacuum/blow out all remaining toner/developer from both sides of the hopper. See Figure 34

27) Fill the developer section with the new developer. Make sure you keep all chambers evenly filled! See Figure 35

28) Install the seal on the developer hopper as shown, Make sure the tail is over the non gear side. To snap the hopper in place, line up the top 3 tabs and press the hopper down to lock in place. See Figures 36 & 37

29) Install the seal on the toner section as shown. Make sure the tail is over the non gear side of the hopper. See Figure 3830) Snap the magnetic roller section in

Figure 35

Figure 27

Figure 28

Figure 29

Figure 30

Figure 31

Figure 32

Figure 33

Figure 26 Figure 34


Figure 36


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place. See Figure 39

31) Replace the bottom tape seal. If it does not stick, activate the glue with alcohol or use black electrical tape. It’s best to use the better rubber kind, not vinyl tape. See

Figure 4032) Fill the hopper with Ricoh Sp-4100 toner. Replace the fill plug. See Figure 41

33) Replace the large white gear and the metal insert. See Figure 42

34) Install the gears as shown. See Figure 43

35) Remove the two screws on the gear end cap. Remove the back holder and remove the chip assembly from the end cap. See Figure 4436) Unsolder the old chip from the holder and solder the new chip in place. Be careful not to use too much heat! See Figures 45 & 46

37) Install the chip assembly, back holder and two screws on the gear side end cap. See Figure 47

38) Place the two halves together. Fit the waste chamber tab over the post on the

Figure 37

Figure 38

Figure 39

Figure 40

Figure 41

Figure 42

Figure 43

Figure 44

Figure 45

Figure 47

Figure 46


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toner hopper. See Figures 48 & 49

39) Install the gear side end cap. Rotate the drum a little so that all the gears mesh properly. See Figure 5040) Install the 3 small screws and one large screw as shown. See figure 51

41) Install the contact end cap and 3 screws, 2 small and one large. See Figures 52 & 53

Repetitive Defect chartUpper Fuser Roller: 105mmLower Pressure roller: 100mm

OPC Drum: 94mmTransfer roller: 50mm

Error CodesThe error codes used in this series are all in plain English so there is no need to list them here.


Figure 48

Figure 52Figure 50

Figure 49

Figure 53Figure 51


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Print-Rite, the world ’s leader in the aftermarket printer consumables industry, announces a groundbreaking technological application in printer cartridges – “Smart Jump VP”, which gives rise to extra high page yielding printer cartridges with better fusing, ultra-low toner waste and no backgrounding performance under extreme weather conditions, hence radically casting out the typical defects of aftermarket cartridges. “Smart Jump VP” uses Print-Rite’s own patented switching system to enable contact development process cartridges to work in the prevailing jump development printing environment. Printer cartridges developed using this unique technology has been protected by worldwide patent registration. Also, IP due diligence has been conducted with favorable and positive opinion. As a result, Print-Rite will be using its state-of the-art patented technology in developing a series of environmental friendly printer cartridges with lower cost per page and higher printing performance. The new technology also features a toner reuse system and higher transfer efficiency, resulting in an almost doubling of OEM page yield using the same toner load as OEM printer cartridges. It will further help to alleviate green house gas effects through lower net CO2 emission from incinerated waste toner.

Print-Rite will make the first series of printer cartridges developed using “Smart Jump VP” available by the end of 2011.

ABOUT PRINT-RITEPrint-Rite Holdings Limited (“Print-Rite”) is a holding company for operating companies that invest in, develop and manufacture products in the aftermarket printer consumable industry. Print-Rite’s subsidiaries provide more than 4,000 products, including ribbons, inks, inkjet printer cartridges, laser printer cartridges, toners, OPC, rollers, and chips. The aftermarket laser printer consumable products are provided by Print-Rite’s subsidiaries within an extensive supply chain network unique in this sector. From components to finished products, they all are produced in modernized and well-equipped plants accredited with ISO 9001, ISO 14001 and IECQ HSPM QC 080000 standards. Print-Rite also takes pride in the registration of over 1,400 patents worldwide by its six subsidiary companies, made possible via their substantial investment in R&D.For Business InquiryMs. Iris Ngo [email protected] Media ContactMr. Jimmy Chan [email protected]

OCP signed the next distribution contract expanding the world-wide distribution network: AKICI Inkjet Ve Laser Teknolojileri San. Ve Tic. Koll. Sti. now provides OCP inks exclusively in Turkey! OCP is pleased to announce a new distribution partner for Turkey: AKICI Inkjet Ve Laser Teknolojileri is with immediate effectiveness our exclusive partner for the whole range of OCP products in Turkey. With AKICI Inkjet Ve Laser Teknolojileri, OCP has chosen another very motivated partner. Based on their engagement and their long expertise in the remanufacturing industry, AKICI Inkjet Ve Laser Teknolojileri will provide excellent technical support to all companies in Turkey. AKICI Inkjet Ve Laser Teknolojileri - the latest member of OCP’s distribution network- is owned by Fatih Akici, who has been working as a remanufacturer with OCP for many years. After a trial of six months, OCP and Akici are now intensifying the

cooperation with the signature of the distribution agreement. Companies from Turkey, who are interested to test and/or purchase OCP inks should contact our partner directly:

AKICI Inkjet Ve Laser Teknolojileri San.Ve Tic.Ataturk Bulvari, Begonya Sok. No: 5/6 Istanbul Trakya Free ZoneCatalca-Istanbul

For more information, please visit: www.qc.com.tr

Mr. Dirk Huenselar ( S a l e s M a n a g e r OCP GmbH, l e f t ) and Mr. Fatih Akici (General Manager AKICI Inkjet Ve Laser Teknolojileri, right)

OCP Announces a New Distribution Partner for Turkey

Print-Rite Announces a Groundbreaking Technological Application in Printer Cartridges – “Smart Jump VP”Print-Rite makes a revolutionary change in printer cartridge application systems by introducing groundbreaking compatible laser toner cartridges with its own patented technology


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Don’t let the memories fade.After the successful launch of high-end pigment ink EverBrite in Shanghai 2007, Ninestar made technical breakthroughs and launched dye-based ink Gloria II. The Gloria ink is characterized by an onion-ring like colorant structure, matched with a proprietary synthesis that resembles transforming carbon from graphite to diamond structure. With the help of this technology, Gloria II can now not only keep the vivid colors as the other dye-based inks, but also preserve for long, which enables Gloria to stand in the same height of OEM. EverBrite has been rewarded as “comparable to OEM” from the authoritative testing organization RIT from the US and Test Paper from Germany, so will be Gloria. Only innovation and development can make the enterprises permanently, EverBrite and Gloria preser ve your memories and get Ninestar out of the following role, now we can focus on restore the reality and preserve the beauty.

S o l ve b a n d i n g d e fe c t w h i l e f a s t printing.Print speed of inkjet printers is developed to be more than 38ppm, the consumables are now facing the problem of banding defect while fast pr inting. Ninestar found the solution! Our patented valve technology has been introduced since 2001, with the constant improvements made in the past 10 years, the air can make stable and accurate control of the ink, therefore, solve the banding defect. Ninestar designed its ink container on the basis of the valve structure and under the principle of environmental friendly, coupled with its

chip technology, o u r c a r t r i d g e delivers 10-50% more ink than the equivalent OEM. O u r r e s e t t a b l e chips, recyclable a n d r e f i l l a b l e

products give you more choice for cost saving.

Patent guarantees your marketHistorically, companies that possess leading technologies have better longevity. Ninestar starts its investment of patent technology

and analyst team since its establishment. Now we have more than 350 patents, a 20-people Patent Analyst team and over 10 patent attorneys all around the world. The leading role of Ninestar puts it in a position full of opportunities as well as difficulties. In 2006, USITC337 lawsuit drew international attention and Ninestar was the only remanufacturer out of 24 who stood until the end. Since the ITC337, Ninestar has settled 90% of the lawsuits, while the other 10% are still pending. In the first half of 2011, 15 warning letters from OEM were sent to many retailers who are selling ordinary compatible cartridges in Europe and 7 companies were investigated by HP in ITC337. Who will be the next? We don’t know, but one thing we know for sure, is that enterprises with reliable patents and strong financial resources will be longevity. Ninestar will always follow our slogan “Technology to stand out, Quality to stand tall, Patent to protect” and work firmly with our partners for an even brighter future.

For detailed information, please Email: [email protected]

Ninestar’s Ceaseless Innovative Technology Development

Sinobase Group exhibited at RemaxAsia Expo 2011 Zhuhai China. During the 3- days events, Sinobase demonstrated a comprehensive systematic printing solutions as well as the first to market Toner Cartridge, Bottle Toner and OPC products range. A provider of digital printing solutions for the remanufacturing industry, Sinobase demonstrated the new released products as

the following models:

Mono Cartridges:Brother DR450Brother TN450HP CC3364Lexmark E260/360/460Samsung MLT-3110Samsung SCX-5365, SCX-4824Xerox P105

Sinobase Demonstrates a Comprehensive Systematic Printing Solutions


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Color Cartridge:Brother TN115HP CP1025Samsung 407HP CP1215/1415 (Universal)

Bottler Toner:Mono Bottle Toner (High / Mid / Low speed)Bother Universal Bottle TonerLexmark Universal Bottle TonerSamsung Universal Bottle TonerHP 2600 Color Bottle Toner

HP 1215 Color Bottle Toner

OPC: HP4300HP1012HP 1000HP P1002HP 1200Samsung ML1640Samsung ML1630Samsung ML2010Samsung ML1610

CHIPS:Lexmark E120Lexmark E230Lexmark T640Lexmark X203/204Samsung MLT-108+CDSamsung MLT-109+CDSamsung 3560Samsung 4550

About Sinobase3RV Imag ing Company L imi t ed . , Sinobase group of companies new is recruiting distributors, dealers and retailers. Any interested party is welcome to future discussion with Mr. Ben Hung, director of 3RV.For more information, please visit them website: www.inklaser.com or www.3rvimaging.com

Sinobase Demonstrates a Comprehensive Systematic Printing Solutions Continued


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Faroudja Offers Toner for the Xerox Phaser 6500

CET Releases Compatibles Spare parts and Consumables for Canon iR2520 and KYOCERA TASKalfa180

ACM Launches Its Own Exclusive Brand of Eco-friendly ProductsACM Technologies, Inc. announced the launch of its own exclusive brand of eco-friendly products, EcoPlus. EcoPlus Premium Toner and Inkjet Cartridges are remanufactured using OEM virgin cores and are packaged in the smallest volume boxes in the industry. This is accomplished through a recyclable and reusable custom-designed air-filled bag that protects the cartridge while reducing the space within the box. Through EcoPlus, ACM is committed to environmental leadership in all of the company’s business activities from operations to product design and to recycling. All EcoPlus products utilized recycled components and packaging material in order to reduce landfill waste and natural resource usage. In addition, EcoPlus follows strict environmental guidelines in its manufacturing to minimize pollution and waste. EcoPlus began as a vision of the president of ACM Technologies, Inc. , Stan Lin . “EcoPlus is more than a product line. It is a belief that everything we build and sell should have a positive impact on our society and our environment; it is our social responsibility,” said Mr. Lin. “I truly want the EcoPlus brand of supplies to help make the earth more sustainable; one laser cartridge and one inkjet at a time.” As part of this belief, ACM is devoted to ensuring that the company, products, employees and suppliers follow socially responsible business practices. With the launch of EcoPlus, ACM has created its own charity with the commitment to donating a portion of proceeds from

every EcoPlus product to charities in the areas of environment, education, poverty and healthcare. The values as well as the company’s commitments are imprinted on every EcoPlus box. EcoPlus products will give resellers an opportunity to sell a uniquely branded product, while contributing to the preservation of our planet at the same time.

About ACM Technologies, Inc.ACM Technologies, Inc. is a national distributor of OEM and Compatible products for the office equipment industry. As the largest authorized distributor for Copystar, Konica Minolta and Toshiba, ACM offers dealers and resellers all the most current OEM hardware and supplies. In addition, ACM also manufacturers and distributes one of the largest assortment of remanufactured laser and inkjet cartridges in the industry. With four U.S. distribution centers located in California , Texas , Illinois , and Massachusetts , ACM promises high availability, swift fulfillment, world-class customer care, and substantial cost savings. For more information, please visit www.acmtech.com.

Faroudja Toner has released toner for the Xerox Phaser6500. It was announced that bottles as well as 10 kilogram (22 pound) bags will be sold. “Once again Faroudja leads in color” explained marketing director Tim Farrell. “We are first-to-market with the Xerox 6500, and we think our customers will really like the toner.” Customers can purchase any quantity desired, of the bottles or bags. Faroudja Toner, in San Carlos, California, additionally stocks color toner for Dell, Lexmark, Brother, HP, and Samsung and supplies a wide range of parts and recharging tools.

Contact Faroudja Toner by visit www.faroudjatoner.com.

China Eternal Copiers Technology Co., Ltd.(CET) has released new spare parts and consumables for CANON iR2520/iR2525/iR2530/iR2535/iR2545, including fuser fixing film, lower sleeved roller, Long-Life OPC drum, paper pickup roller, toner cartridge, etc. Toner cartridge for iR2520/2525/2530 and iR2535/2545 adopt Japan toner , and has successfully apply for patent. Meanwhile, CET also released spare parts and consumables for KYOCERA TASKalfa 180/181/220/221, including upper fuser roller, lower sleeved roller, transfer roller, paper pickup roller, bushings, and toner cartridge, etc. This toner cartridge also adopt Japan toner, the design of it also differs from OEM one.For more product information, please visit CET website at: www.chinaeternal.com


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UNINET ABSOLUTE BLACK TONER & COMPONENTS FOR SAMSUNG ML-3312ND & ML-3712NDLos Angeles, CA - UniNet proudly announces the launch of Absolute Black® toner, ASiC Smartchips®, and key components qualified for use in the Samsung ML 3312 ND and ML 3712 ND monochrome laser printer series. Based on the same print engine, the ML-3312 is rated at 33 ppm and the ML-3712 at 37 ppm. They both share the same basic features: up to 1200 dpi resolution, duplex capability and Samsung’s new ECO mode settings. This printer introduces a new “green” feature that allows the user to print two or four pages onto a single sheet of paper and a “Result Simulator” that shows how much CO2, electricity and paper the user is saving; all this in a very small footprint printer, only 14.4” x 14.5” x 10”. Toner cartridges come in three sizes: 2,000-page and 5,000-page versions which will work in both models, while the extra high yield 10,000-page version will only work in the ML-3712 model.

UNINET INTRODUCES STATE-OF-THE-ART ASIC ENCRYPTO SMARTCHIPS® FOR SAMSUNG ENGINESLos Angeles, CA - UniNet proudly announces the release of ASiC Encrypto Smartchips® for use in Samsung engines. It is considered the best value engineered Smartchip in today’s market, and powered by UI Technologies. The ASiC Smartchip® is an exact OEM replacement chip that incorporates a state-of-the-art design, and has the look, technology and functionality of an OEM chip. ASiC Encrypto Smartchips® for Samsung engines are exclusive to UniNet, that applies ASiC (Application Specific Integrated Circuit) technology, eliminating processors and memory expenditures, while reducing hardware costs.

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


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十一月，

好像才刚刚结束在印尼的紧张和忙碌，就又要开始新的努力。亚洲再生

业正式对外宣布 2012 年，将面向全球影像耗材行业推出三大展会：2012 年

4 月 17 日 -19 日北京国际办公设备与数码影像展，2012 年 9 月 13 日 -15 日

中东 - 东南亚（印度尼西亚，雅加达）办公耗材展，2012 年 12 月 6 日 -7

日美国洛杉矶国际办公设备与数码影像展。这三大展会会针对不同区域客户，

在全球实现以点带面的覆盖优势，以主要影像耗材市场为目标，吸引来自不

同国家和地区的影像耗材行业的生产商和经销代理商，真正让您做到无需奔

波就可以最为方便快捷的找到自己最为合适的耗材贸易伙伴。

虽然同是影像耗材行业的重要展会，并都由亚洲再生业打造，但是却各

具特色。北京展将会依托中国国内巨大的耗材供应商资源，着力打造涵盖复

印和办公设备的特色展会，帮助更多耗材企业介入政府采购市场。中东 - 东南亚展览会则凭借亚洲再生业 7 年

以上在东南亚地区不断的市场开拓优势，以及在印尼当地的密切的合作伙伴，确保展会在东南亚以及全球影像

耗材行业的知名度和影响力。而 12 月的美国洛杉矶展会则是顺应当前耗材企业开拓美洲市场的需求而生，将

会通过带动欧美成熟的购买力市场，来实现所有展商和客户的利润最大化。

三大展会的推出，不仅仅是 2012 年耗材行业一大盛事，更会成为全球影像耗材行业最便捷、最专业的全

新交流平台，它将沟通世界各个角落的影像耗材行业的同行，跨越激光喷墨，打印复印，桌面大幅面等不同办

公影像产品领域，从而更好的推动影像耗材行业的进步和合作。

2012，最佳的市场机遇就在您眼前，您还在犹豫吗？

执行编辑刘师同

Message from the Publisher




试析耗材的低价策略

Analysis of Consumables Cartridge's Low-Cost Strategy

打印机从最开始满足人们输出电脑

数据的基本需求，已经演变到今天不在

是单单打印功能的产品。打印机、一体

机、复合机、针式打印机⋯⋯不同机型

能分别满足不同的人群，有适合学生的

打印机、适合家庭照片需求的打印机、

适合专业影像输出的打印机、适合企业

印刷级的复合机等等。

早在 2004 年爱普生针对家庭用户

推出了爱普生 ME 系列产品，ME=My

Epson。ME 系列倡导的理念是“买得起，

用得起”的概念，简单的讲就是，打印

机买的起，耗材也能买的起，用的起。

2004 年以前人们的概念是打印机（特

别是喷墨打印机）耗材非常贵，爱普生

从 ME1 打印机发布后开始打破了这个

规则，采取低价位正品耗材的策略并取

得了成功。虽然爱普生的打印机要比惠

普、佳能的机器略微贵一些，但是后续

的使用成本要远远低于惠普和佳能。

2011 年 7 月 18 日爱普生推出了

ME 系列一体机 ME350，该机以最新低

的 29 元原装墨盒为亮点，希望再次缔

造“买的起，用的起”的神话。

早在 ME1 产品上市之时，爱普生

就将原装墨盒的价格降到了市场最低。

此次 29 元的墨盒上市，对其他品牌家

用打印机以及兼容品牌墨盒、甚至灌墨

都发起了攻势。

回首看来爱普生有计划有策略的

一步一步占领了家用打印市场的领导地

位，那么此次采用了 29 元墨盒 ME350

一体机的发布，会给爱普生带来新的辉

煌吗？还是会引导他走向不断降价抢夺

市场的误区呢？

谁挑起了耗材降价拉锯战！

2004 年是爱普生喷墨打印机市场

占有率最鼎盛的时期，也正是此时爱普

生推出了 ME 系列第一款 ME100 一体

机、ME1 喷墨打印机。两款机型价格低

廉，对于当时动辄千元的打印机市场来

说，这两款产品推出的正是好时机。

如果说 ME1、ME100 的推出抢占

了先机，2005 年爱普生推出的 ME1+

则是市场上的经典之笔。那时市场上无

论是家用喷墨打印机还是一体机，所采

用的墨盒都是几百元一套。ME1+ 将墨

盒降至了黑墨 45 元彩墨 72 元每色，一

石激起千层浪，引起了家庭用户的青睐，

市场销售猛增。缔造了 ME 系列的一个

辉煌时期。

随后的几年间，不可能放弃家用喷

墨市场的惠普、佳能两大品牌陆续推出

了针对学生的新型喷墨打印机、一体机，

先是佳能推出了能使用单黑墨盒的喷墨

打印机，2010 惠普推出了使用 49 元原

装墨盒的学生机。这些产品在功能和打

印品质上虽有不同，但它们的共同点就

是耗材价格有所下降。

这样一来消费者在购买家用打印

机上有了更多的选择，三家厂商又重新

回到了家用打印机市场抢夺战的起跑线

上。

2005 年后耗材的降价拉锯战正式

开幕了。时至今日 29 元原装墨盒问世，

耗材的降价拉锯战到了白热化的地步。

耗材降价是消费者的福音？

毕竟中国的耗材市场是复杂的，原

装正品、假冒正品、兼容品牌、灌装墨

水、改装连供。消费者的选择是多元化

的。我们不能说非原装的耗材打印效果

不好，或者会毁坏打印机，但能肯定一

点的是，原装耗材的打印效果是绝对有

保证的，同样对打印机也不会有任何损

坏。降价后的原装正品耗材，会吸引一

些用户的购买。

惠普原装黑墨 49 元 802S

爱普生原装黑色墨盒 29 元 173







耗材降价后厂商得到了什么呢？更

多的原装销售量，增加了销售利润。可

以说是两全其美，对消费者来说原装耗

材降价是一个福音，这点是绝对可以肯

定的。

自作“贱”能否活！

自作“贱”能否活！这个小标题看

起来有些语出惊人，但从量变到质量的

哲学角度来说是有道理的。任何的降价

都要有度的，过度降价只会带来坏处，

不会带来好处。降低了原装耗材的售价，

利润势必会做薄，在没有达到一定销售

量的前提下，很难判断爱普生 ME350

和其 29 元的墨盒会不会挣钱。

家用打印市场，打印机和原装耗材

的价格同时下降，厂商的利润做薄。代

理商的利润空间同样扁平化。代理商会

失去销售积极性，如果厂商再没有一个

良好的铺货渠道。便宜的机器和便宜的

墨盒也没有好的销售量，没有销售量就

不会赚钱，不赚钱就意味着赔钱。

所以说降低打印机和耗材的售价，

是一种风险，在编辑看来，这是爱普生

抢夺家用打印机市场的一次赌博。

打压了兼容耗材是好事吗？

中国的兼容耗材市场有一股强大的

力量，一个厂商推出一款新品，不久后

兼容厂商便会制作出于其配套的兼容耗

材。

曾经惠普尝试过每推出一款新品，

就推出一套与新机配套的新耗材，以避

免兼容厂商对耗材的“克隆”。结果是

惠普最终放弃了这种做法，为什么呢？

因果关系是存在的，惠普杜绝了兼

容厂商对耗材的“克隆”，也损失了一

部分消费者对其打印机的关注和购买。

中国的消费者一旦发现某款打印机不能

使用兼容耗材，变会放弃购买这款产品，

放弃购买这款产品后，厂商就失去了这

款产品所配套的原装耗材的使用用户。

周而复始，越是没有兼容耗材可选，越

没有人买这款打印机，越没人买这款打

印机，原装耗材销售量越少。这又是一

个量变到质变的哲学道理。

爱普生推出的 29 元原装墨盒，将

原装墨盒的价格与兼容墨盒的价格做的

几乎一致，这样一定会对兼容墨盒市场

产生影响，很可能只会有极少的兼容厂

商愿意制造与 ME350 相匹配的兼容墨

盒。但厂商来说是极大的好事。对于中

国的消费者来说，未必是好事。购买没

有兼容墨盒使用的一体机，可不是一个

好的选择。

如果爱普生走上了惠普走过的灭兼

容耗材的老路，破坏了中国兼容耗材市

场对打印机销售促进的规律，则很有可

能引火上身给自身的打印机市场份额提

升设置巨大的障碍。

如今爱普生 29 元墨盒口号和 2005

年 45 元墨盒的口号一样那么响亮，那

么动听。而其实 29 元仅仅指的是黑色

墨盒并不是一套。他的口号迷惑了消费

者，其实也迷惑了他自己。近年来爱普

生喷墨市场销售有所下滑不能说和他们

的低价耗材策略没有关系，这其中有种

因果的存在。

看清 29 元墨盒成本的真相

爱普生 ME350 售价 490 元，采用

的是爱普生 141 和 173 两套墨盒。其中

爱普生 173 黑色墨水售价为 29 元，彩

色墨盒 45 元每色，所以 173 一套墨盒

售价为 164 元；爱普生 141 黑色墨水售

价为 49 元，彩色墨盒 55 元每色，所以

141 一套墨盒售价为 214 元。

29 元低价原装墨盒？其实仅仅指

的是爱普生 173 黑色墨盒并不是一套！

官方标称 173 黑色墨盒能打印 130

页，为了让大家更加了解爱普生 ME350

黑色 173 墨盒实际打印量，我们泡泡网

做了 173 黑色墨盒的打空测试。实际测

试中 173 黑色墨盒打印 A4 幅面满版文

字的 WORD 文档时共计打印了 99 张。

29 元 ?9 张 =0.2929 元 / 张

消费者应理性看待！

一直高高在上的原装耗材降低身

价，这不免会让消费者生疑，从几百元

至今已经 29 元了，可以说是跌破谷底，

耗材的空间利润有这么大吗？是真的厂

商以前黑心呢？还是现在的原装耗材缩

水了呢？

虽然消费者会有诸多的想法，但

29 元毕竟会吸引一些用户。2011 年 8

月 26 日在爱普生发布 29 元原装墨盒之

后的不足两个月内，佳能坐不住了，它

做出了对墨盒价格的一次调整，推出了

全新的 E500 一体机并搭配了 88 元 800

页的低价耗材。

但相对爱普生的 29 元墨盒佳能的

88 元 800 页听起来会更诱人么？这点

也不好说，不过大多数中国人，也可以

说整个人类都有一个心理，那就是“图

便宜不如占便宜！”

图便宜：是买便宜货，至于质量如

何那就是“一分价钱一分货了”，有点

赌博的意思。

占便宜：是多得好处，首先货品本

身价格不菲，只是恰巧有个机会它降价

了，不买就没了哦。

爱普生 29 元墨盒给人的感觉

试析耗材的低价策略续

173 黑色墨盒打空测试可打印共计 99 页WORD 文档







是，好便宜，真的好么。

佳能 88 元 800 页墨盒给人的感觉，不便宜，打印量挺多的，

好划算。

编辑点评：在中国喷墨打印机耗材市场从最开始的不被家用消

费者接受，到如今逐步走向家庭，用了 10 年的时间，这是一个漫

长的过程。大家可能还记得 2000 年前的喷墨打印机是随着台式机

附赠的产品，惠普、联想、利盟等多个 IT 大品牌都这样做过。那

时除了企业采购打印机产品外，家庭用户几乎不会购买打印类产品。

如今不但喷墨打印机成为了一些家庭用户的必备之物，它也已经完

成了华丽的转身，不再是厂商白送的礼物，就连厂商们也为了能占

有更多的销售份额打的不可开交。

回首喷墨打印机的华丽转身，他经历过两次大的战争，期间很

多打印机厂商被洗牌退出了中国市场。第一次战争是打印机降价战，

第二次战争是耗材降价战。一战后喷墨市场形成的是惠普、佳能、

爱普生三足鼎立的状态。目前二战后这三个厂商能否拉开市场差距

还不可知。

这番耗材价格的苦战后，无论原装耗材也好，兼容耗材也好，

谁的耗材更实用、更经济、才会更得人心，谁便是喷墨打印机耗材

的市场未来的销售王者。

试析耗材的低价策略续







网络营销在通用耗材行业的应用北京乐印神州科技有限公司总经理崔洪海

Apply Online Selling to General Consumables Market

一、网络营销的主要手段

网络营销可简单分为 2 类：网上销

售和网络推广（网络广告、搜索引擎、

互动营销）。网上销售是直接在各种网

络平台上销售产品，网络推广则是通过

提升品牌知名度、美誉度或提供产品信

息，间接促进销售。

1. 网上销售

按网购平台模式可分为大卖场式、

百货商店式、团购等 3 类：大卖场式，

典型的如淘宝、淘宝商城、阿里巴巴，

模式类似于传统的电子卖场，自己不卖

东西，而是由各个摊位上的商家来销售；

百货商店式，典型的如京东商城、卓越

亚马逊、当当网、1 号店、新蛋网等，

模式是采购来多种产品，自己来销售；

团购网站，如拉手网、美团网、窝窝团、

爱帮网等。对品牌耗材行业，重点是大

卖场式和百货商店式，团购的模式不是

很适合耗材产品。此外，由于阿里巴巴

主要面对行业内上下游商家，这里也不

详述了。

淘宝和淘宝商城：以大卖场的模式，

占了网络 B2C 销售的半壁江山。二者

的区别，淘宝的卖场中是多种多样、鱼

龙混杂的档口，淘宝商城的卖场中都是

经过认证的精品店。精品店有品牌信誉

做后盾，客户买东西更放心，缺点则是

价格竞争不充分，整体高于淘宝的散户。

目前在淘宝商城中，已经先后有天威、

格之格、莱盛、艾格、伊派、天威立信

等品牌耗材厂商开始了旗舰店，同时也

有一些经营多种品牌耗材的专营店。

在淘宝上，众多商家的竞争为客户

提供了最丰富的产品和最有竞争力的价

格，这既是淘宝的最大优势，也是它的

最大软肋：用户往往被海量信息所困扰，

被同款产品巨大的价格差异所迷惑，从

而转向其它更简单的途径去购买。在淘

宝上搜索“硒鼓”，会有 26.2 万条产

品信息，其中 HP 品牌 7.3 万条，而在

HP 品牌中再选“Q2612A”，仍然有

4100 条信息；如果在“硒鼓”搜索结

果下选格之格品牌则有 1.2 万条信息，

再往下选“2612T”仍有 518 条信息（价

格从 85 到 250 元）。所以，对大部分

品牌耗材来说，淘宝商城是一个更理想

的选择。

京东商城、卓越亚马逊、当当网、

1 号店、新蛋网等：都是百货商场模式，

在每一类细分产品类型下有几个品牌供

用户选择。这些网站在耗材方面均以原

装耗材为主体，少量选几个通用耗材品

牌作为补充。如京东商城上有 2 个通用

耗材品牌：格之格（23 款产品）、莱盛（22

款），并且均没有兼容惠普的产品；而

卓越亚马逊上也是这 2 个品牌，格之格

78 款，莱盛 20 款；在当当网上自营品

牌有 2 个（格之格和茗通），另有多个

品牌耗材以“入驻商家”的方式在当当

网上销售，包括艾格特、天威立信、恒柯、

巨威、晨光、西通、INKOOL、壹诺等。

可以把这些网络购物平台作为一类新的

渠道，谈判的方式与传统渠道是类似的。

具体平台的选择各有利弊：京东商

城这类百货商场式平台，谈判进场的难

度大，但对品牌形象大有帮助，而且销

售额会很可观。在淘宝商城开旗舰店，

价格由公司自己掌握，可提升品牌形象，

但销售会偏少。在淘宝上，建议公司不

自己开店，而是建立规范让传统渠道在

淘宝上开店，并在价格和产品型号上加

以管理。

除此之外，还有很多知名度较低的

办公用品网，如北京耗材之家、云龙商

城等，其模式就是把网下的店面搬到了

网上，并辅助以配送上门服务。这些都

可以作为传统渠道来看待。

不管是淘宝、淘宝商城还是京东商

城、卓越，品牌耗材要在网上销售产品，

就必须要面对一个问题：如何协调网络

销售与传统渠道销售模式的冲突（核心

就是价格）。网上销售的价格，既要在

众多品牌的竞争中脱颖而出来吸引客

户，又不能影响传统渠道的利润空间。

解决的方法，首先是从产品型号上加以

区分，其次是规范网上销售的价格（淘

宝、淘宝商城），避免同品牌的恶性价

格战。

2. 搜索引擎

相比网络销售，各种方式的网络推

广对于品牌耗材厂商来说更为重要。

竞价关键字：搜索引擎的选择只有

百度和谷歌 2 家。以百度为例，当客户

在百度上搜索某个关键字时，一些推广

信息会出现在搜索结果页的上面、右面

和下面，当客户看到感兴趣的推广信息

并点击后，就会自动链接到对应商家的

网页上。百度对商家的收费是按点击次

数 × 单次点击出价，单次点击出价由

商家自己来定（有最低限价），出价越高，

推广信息出现的位置越靠前。现在品牌

耗材厂商对竞价关键字用得很少，主要

是许多耗材销售、耗材加粉、废耗材回

收的商家在做竞价关键字推广。

精准广告：百度通过对网民进行

COOKIES 标记，对其进行长期行为分

析，并最终对网民属性进行定义后，有

针对的对其展示广告。（如：汽车类广

告会展示给经常搜索汽车类信息的受

众，化妆品类展示给对化妆品感兴趣的

受众）。通过精准广告，可以在百度网

页频道之外几乎所有的频道内对目标受

众展示广告，从而有效提升品牌关注度，

扩大曝光量。

网络联盟推广：搜索引擎对其联盟

网站的主题以及内容进行分析，将其分

类甄选，然后将客户的广告放在其目标

受众可能前往的网站中展现。通过网盟

推广，可以以相对低廉的成本，产

引言

2010 年，京东商城销售额突破 100 亿元，其 2011 年的目标是冲击 300 亿元大关；2011 年 7 月 1 日，北京的太平洋电脑城正式停业。新兴

的电子商务网站与传统电子卖场，无疑正经历冰火两重天的不同际遇。

众多通用耗材品牌，该如何迎接网络时代的挑战并借势发展壮大？五花八门的网络营销手段，又该如何运用？让我们细细道来。





RECHARGEasiaSHOW TIME / 展会热点


网络营销在通用耗材行业的应用续

生极大的曝光效果，提升品牌知名度，

扩大产品的声音。

3. 网络广告

厂商以品牌广告、宣传文章、产

品报价信息等方式，在门户网站、专业

网站上做品牌和产品推广。门户网站方

面，富美曾经在 2009 年底－ 2010 上

半年在新浪等门户网站上打了很多广

告。专业网站最主流的为中关村在线、

IT168、PConline 和天极网，目前有很

多分类产品信息和少量的产品宣传文

章。如中关村在线，上面关于硒鼓的产

品信息：格之格 151 款、扬帆耐立 93 款、

微笑 96 款、天威 74 款、富美 47 款、

盈佳 25 款、华美 12 款、易彩 10 款。

而在 IT168 网上，合计有 53 个兼容品

牌的 2 千多条产品信息。

网络广告对品牌推广的效果快，但

投入金额大，需要慎重选用。

4. 互动营销

一是建立官方博客，如广州天仁、

北京伊派、山东富美、珠海格之格等；

此外，也开始有公司建立官方微博，通

过移动互联网来与用户互动，传递企业

和产品信息。

二是通过各类专业论坛来发贴、回

答用户问题，从而吸引潜在客户

三是通过百度知道、百度贴吧、

百度百科等免费互动平台，来与客户互

动现在还有一些专业的网络广告营销公

司，可以利用技术手段来为客户实现话

题营销、品牌舆论引导等方案。

二、通用耗材行业网络营销的现状与建

议：

通用耗材行业内的一些企业，已在

网络营销上有了多种尝试：

富美：门户网站硬广告、搜索引擎、

博客、支持经销商开淘宝店

格之格：在京东商城、卓越亚马逊

等平台上开展销售；建立淘宝官方旗舰

店；开通官方博客

北京扬帆：自己建立耗材网，开设

网络销售平台，为各品牌耗材提供网上

销售阵地

北京伊派：建立博客、在企业网站

上开展团购

众多耗材经销商：搜索引擎营销（加

粉为主）

然而，行业内大部分厂家尚未开展

网络营销，或虽有投入但效果不佳，这

与行业推广的现状有关：

厂商竞争激烈：耗材生产商繁多、

各种推广饱和

传播效果不佳：消费者接受度低、

品牌概念弱化

网络阵地空白：线上话题量、信息

量明显不足

标受众模糊：消费者范围大、核心

群体不明

针对以上特点，通用耗材企业在

网络营销方面普遍的困惑是：可以做什

么？怎么来做？如何衡量效果？在资源

有限的情况下，如何取得事半功倍的效

果？

我们的建议是：

首先，开展网络营销，需要由企业

高层来牵头，做通盘设计：开展网络营

销的目的与目标（品牌知名度为主，还

是直接销售为主），与现有销售模式的

协调定位，人力和财力的投入、效果衡

量机制等。

其次，网络营销手段有很多种，各

自的作用也不同。企业必须在大目标指

引下，挑选几种核心手段来重点应用。

之后，可以选择专业的市场营销公

司，为公司提供网络营销方案并负责实

施。

最后，需要在实践中定期观察效果，

并对应调整推广手段和方法。

三、乐印在网络营销上的探索

北京乐印神州科技有限公司（Lerrin

Technology）是由联想打印机业务创始

人，原联想集团集团助理总裁，外设数

码事业部总经理刘洪牵头，和多位联想

高管及打印机界人士共同创办的高科技

公司。乐印科技专注于为客户提供全面

打印解决方案：包括打印机及相关技术

的研究开发，整合全球零部件资源的打

印耗材研发，面向各种类应用的行业打

印解决方案研发，提供专业的打印外包

服务。

乐印在 2011 年初，对网络营销做

了通盘规划。根据企业现状，选择了以

提升品牌知名度为主要目标，以中小企

业和 SOHO 用户为目标客户群，主要

运用百度搜索引擎营销（SME）和各

种专业论坛上的话题营销，以乐印特色

产品“万能打印测试盒”和联想新品

LJ2400 的通用耗材为关键词，在上半

年取得了很好的成效。

1. 百度搜索引擎营销

搜索引擎营销是乐印的主攻方向，




年初，我们与百度公司签定了推广协议，

以联想新品的通用耗材、乐印万能打印

测试盒这 2 个产品为主题，进行了竞价

关键字推广。在具体关键词的选择上，

乐印制定了多设关键词，把关键词具体

化的策略，从而在少投入费用的情况下，

让客户群更聚焦于真正有需求的人身

上，从而起到把钱花在刀刃上的效果。

在开始的试验阶段，我们先把应用

范围集中在少数几个省，并对每日点击

客户的来源做了紧密跟踪，并对应调整

了推广文字。在试验 2 周后，把应用范

围拓展到全国所有省份。

同时，为保证通过搜索引擎进到乐

印主页的客户有良好的感受，我们还重

新优化了主页的速度和显示信息，从而

提升了潜在客户的捕捉率。

2. 话题营销

与搜索引擎上的推广相呼应，乐印

还在多个专业论坛上、百度的贴吧、知

道、百科全书等阵地，大量发布了与联

想新品耗材、万能打印测试盒的文章，

并定期回答客户的一

些相关问题。除文章

外，我们还专门拍摄

了联想新品 LJ2400

的加粉教程，迅速吸

引了很多上网寻找信

息的经销商与我们联

系。

经过半年的网

络营销，让乐印品牌

的知名度有了较大提

升，并且吸引了大量

有明确产品需求的客户和经销商。由此

取得的销售收益，粗略估计已 5 倍于我

们在网络营销上的投入。

四、结语

2008 年 4 月上线的淘宝商城，目

前已吸引了超过 7 万个品牌入驻，单日

最高成交额达到 9.36 亿元；苏宁的电

子商务平台“苏宁易购”，从 2010 年

到 2011 年中，18 个月的销售额已达

20 亿元，实现了 400％的增长；2010

年 10 月，国美收购库巴网，大力启动

网上销售；就连传统零售巨头沃尔玛也

在中国战略投资了新电商“一号店”。

事实上，网络购物的大潮已扑面而来，

以传统渠道模式销售的通用耗材产品，

也必将面对巨大冲击。品牌耗材厂商如

果能抓住网络营销的机会，就有可能在

惨烈的市场竞争中脱颖而出，取得迅猛

的发展。




一、展览会组织单位

主办单位 : 北京域航鑫会展有限公司

Recharge Asia Magazine

Pt.Veneta System Company

Discovery Holiday

二、展览会名称及标志等

名称：中东 - 东南亚办公耗材展

时间：2012 年 9 月 13 日 -15 日

地点：Jakarta Int'l Event & Convention Centre (JITEC),

Indonesia

三、展览会相关重大活动

1、新产品推介会

2、实用操作技术现场演示

3、印尼当地企业工厂参观

4、幸运观众抽奖

四、展会以及举办地概述

为促进东南亚为中心的亚洲打印、复印耗材市场的进一

步发展，促进欧美、亚洲企业与东南亚企业之间的交流，我

们打造了一个办公耗材行业的交流平台。这是一个为参展商、

经销商和广大采购商提供经贸交流的平台，作为全球影像耗

材领域最为重要的展览之一的中东 - 东南亚办公耗材展将于

2012 年 9 月 13 日 -15 日在印度尼西亚首都雅加达再次举办！

中东 - 东南亚办公耗材展已经在东南亚地区巡回连续召

开 6 届，每年一届。从马来西亚到新加坡，然后再到印度尼

西亚，我们积累了丰富的客户资源，获得了广泛的行业认可，

成为东南亚唯一的影像耗材品牌展览会。在东南亚影像耗材

行业的影响力也是在逐年扩大。2011 年展会在往年的基础上，

吸引了海内外多家影像耗材厂商参展，来自印尼当地诸岛、

泰国、越南、马来西亚、菲律宾、乃至德国、英国、印度、

中东、美国、巴西等国以及中国大陆、港澳台各地数千名观

众到场参观，成为东南亚地区影像耗材领域特别是再生耗材

领域最为重大的展览活动之一，有多家参展企业已经提前开

始预订 2012 年展会的展位。此次 2012 年展会将是中东 - 东

南亚办公耗材展第三年选择在印度尼西亚首都雅加达举办，

势必将在以往成功举办的基础上，取得更多的关注和支持。

印度尼西亚，拥有 2.37 亿人居住，是地球上第四大人口

最多的国家。国内生产总值超 700 亿美元，并随着其经济的

发展，其许多尚未开发的业务增长潜力是十分惊人的。这样

的人口基数，加上其经济的快速增长，已为广大耗材行业企

业设置了巨大的市场购买潜力的基础。相对于中东 - 东南亚

的其他地区的市场，以及已经受到了无数的市场营销专家深

入研究开发的中国和印度市场而言，印度尼西亚的市场目前

还没有得到太多的曝光和公布，没有引起市场追逐者足够的

认识。然而正因为如此，它将提供给所有最早进入该市场领

域进行开发的人们，一个远远快于所期望的利润增长速度。

雅加达（Jakarta）是东南亚第一大城市，世界著名的海港，

人口有 850 万，位于爪哇岛西部北岸是印度尼西亚诸多岛屿

的首脑，是整个印尼国家政治经济金融的中心城市，其办公

领域市场发展迅速。而展会的举办地 JITEC 则是雅加达人口

最为密集的所在，毗邻雅加达最大的电脑办公产品集散中心

“电脑城”，便于更多的参与者在当地搜索自己企业和打印

耗材产品的未来合作伙伴。

五、展品范围

◆复印机和打印机设备

◆复印机和打印机耗材

◆墨盒、硒鼓、色带、碳粉、墨水及连续供墨系统等耗

材用品

◆芯片、感光鼓、各类辊、膜、空盒等配件和原材料

◆办公设备与耗材的制造、翻新、灌装、测试等设备和

工具

◆相纸、票据纸、彩喷纸、热敏纸等办公打印用纸

◆大幅面与喷绘印刷产品与技术

◆数码影像设备及耗材

六、展会特色及优势

◆东南亚地区唯一的涵盖复印领域的专业展览会

◆与当地企业合作密切，全新 B2B 平台，可直接接触印

尼及东南亚当地经销商和代理商

◆独享快速增长的印尼经济所带来的巨大市场购买力

◆雅加达的国际地位，每年邀请到东南亚周边国家市场

的参展商和观众，影响力遍及马来西亚、泰国、新加坡、越南、

印度、菲律宾、缅甸、澳大利亚等所有东南亚周边国家

◆中国企业参加印度尼西亚展览可以享受高达 50% 的政

府参展补贴

七、宣传策略

1. 广告直邮：组委会将印制门票、请柬、宣传彩页直接

邮寄给终端销售商，所有这些资料都将以中文，英文和印尼

语呈现，确保传递的有效性。

2. 手机短信：多年的东南亚市场开发，使得我们拥有最

为详尽的东南亚区域数据信息库，2011 年我们展会宣传的短

信群发包括了中国、新加坡、泰国、马来西亚和越南等，明

年我们将进一步扩大短信群发规模；

3. 电话、传真、电邮营销：通过电话沟通、传真邀请、

电邮等方式直接邀请海内外业内人士参会；

4. 刊登行业杂志广告，我们同全球多家影像耗材行业媒

体拥有密切的合作，通过他们将展会的信息发布到全球各地；

5. 参加行业展览及会议推广本展览。

2012 年中东 - 东南亚办公耗材展详述

RechargExpo Southeast Asia (Indonesia) 2012




6. 加大在印度尼西亚当地的宣传和推广。我们不但在印

尼当地建立了展会的工作室，还先后在印尼当地最为知名的

几家设计办公耗材的行业媒体：Info Linux, PC Media, PC

Mild 等，上面投放英语和印尼当地语言的宣传广告。另外，

参加印尼的 SPE, ALl Print 等相关行业展会。在印尼首都雅加

达影像耗材行业最为集中的电脑城中心，也将投放以印尼语

为主的宣传彩页。

八、参展补贴政策

参展RechargExpo Southeast Asia 2011，最高可获得3.5

万元的政府补贴。

即将于 2012 年 9 月 13-15 日举办的中东 - 东南亚办公

耗材展览会属于境外展会，参展的中国企业也可以享受中国

政府提供的这一资金补贴。具体细节请详洽展会相关销售人

员。

九、展位价格

◆ 展位收费：标准展位优惠价 1600 元 / 平米，光地

1520 元 / 平米（2011 年 11 月 30 日之前付款）。

◆参展企业于 2011 年 11 月 30 日前定展并付款，按优

惠价计算，该日期之后标展按 1700 元 / 平米，光地按 1620

元 / 平米收取。

◆标准展位配置：一张办公桌、两把折叠椅、一个垃圾

桶及整体照明灯。

十、会刊广告

展览会现场手提袋赞助费 10000 元人民币

胸卡 9000 元

挂带 8000 元

会务组联系方式

北京招展中心：

电话：+86-10-5885-8750

传真：+86-10-5885-8747

邮箱：[email protected]

网址：www.rechargeasia.com

美国招展中心：

电话：1-626-309-0858

传真：1-626-309-0878

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MARKETING / 市场动态


爱普生申请天威连供专利无效被驳回称将提起行政诉讼

Epson Application of Print Rite CISS Patent Proceeds in Administrative Court After Being Rejected

中国国家知识产权局专利复审委员

会日前先后下达两份审查决定书，不支

持日本精工爱普生株式会社（EPSON）

申请中国一企业专利无效的请求。

今年一月份，爱普生向国家知识

产权局专利复审委员会对我国最大的通

用耗材生产企业珠海天威技术开发有限

公司的两项“连续供墨系统”专利（以

下简称连供）分别提出无效宣告请求，

这是全球范围内原装厂商向中国通用耗

材企业提出的首例专利无效申请，被评

论为中国打印耗材发展史上的里程碑事

件。

中国国家知识产权局专利复审委

员会日前先后下达的两份审查决定书判

定：天威连供专利一个全部有效，另一

个 6 项保护条款中维持 4 项有效。这样，

两项相关天威连供专利，皆被判定维持

有效的专利权，具备一定的专利稳定性。

爱普生的无效申请被驳回了。

爱普生公司在书面回复记者采访时

表示，公司已决定在法定期限内向北京

市第一中级人民法院提起行政诉讼。

连续供墨系统是中国通用耗材产业

全新创造、自主研发的品类，原装耗材

以往并没有。它将传统墨盒结构由内置

式变为外置式，具有容墨量大、打印量

大、无需更换墨盒造成能源浪费、可以

实现连续供墨，可以帮助用户节约大量

打印成本。珠海天威技术开发有限公司

董事长贺良梅说：“一套连供可能就是

两个原装墨盒的价钱，但是它可以代替

15 到 20 套，你看能省多少啊。”

更重要的是，连续供墨系统跳过了

原装厂商在耗材与打印机匹配结构上设

置的重重专利陷阱。目前，我国通用耗

材厂商不断完善、发展连续供墨系统产

品，经粗略检索到的中国 127 件与连续

供墨系统相关的专利 / 申请中，天威就

达到 32 件，占总量的 25%，而爱普生

目前有 5 件。

中国连续供墨系统产品市场蛋糕的

诱惑也显而易见，据估计每年销售额达

2 亿人民币。业界预料这款打印机将对

激光打印机造成相当的冲击，其产业链

将达数十亿之巨。

今年 3 月底，爱普生在中国境内推

出的“自带连供打印机” L101、L201

皆采用了连续供墨系统的外置结构，与

天威产品非常相似。在推出产品之前，

爱普生于一月提出天威公司的专利无效

申请，业内人士分析这是为其打印机新

品在中国上市先发制人、扫除侵权隐患。

一直关注此事的中国科学院研究生院副

教授闫文军说：“在双方还没有产生诉

讼、产生争议的情况下主动申请无效，

这是非常少的。这种情况下我觉得很有

可能就是这个专利确实对它构成了威

胁。”

半年左右，判决结果出来了。中国

计算机行业协会耗材专委会秘书长张慧

军用“又快又好”来形容这个判决：“第

一个反应就是快。因为从我们行业以前

经历过的案件来看，时间都很漫长，一

般都要一两年甚至更长的时间。那这次

只要七个月左右的时间，所以我觉得很

快。另一个就是好，这对我们通用耗材

行业来说是大快人心的事。”

张慧军分析指出，一直以来，原装

打印机厂商对其相匹配的打印耗材申请

了大量专利进行保护，导致国内通用耗

材企业常常被诉侵权，被贴上“模仿”

和“抄袭”的标签，举步维艰。这次角

色大换转，显示我国通用耗材企业有了

长足的进步。““这件事情对我们整个

通用耗材行业来说是一种激励和鼓舞。

能够推动我国通用耗材企业更加重视技

术创新、专利、标准和品牌的知识产权

体系建设，能够提升我国企业今后在面

对此类问题的信心和力量。”

天威董事长贺良梅表示，得知这一

判决结果，公司上下尤其是从事专业工

作的同事深受鼓舞：“这件事情巩固了

我们创新发明、知识产权方面的信心，

这是我们必然要走的路。”

贺良梅还透露说，由于天威生产的

打印耗材要适合所有的打印机使用，这

样迫使天威对所有品牌打印机都进行深

入的研究，熟悉他们的优点，洞悉他们

的缺点，加上自己的自主创新，将陆续

开发出具有自主知识产权的新技术。他

说：“可能到年底的时候，会有一个更

震撼的产品要出来。因为现在还在等美

国方面的专利审查，现在我们还无法透

露更多的细节。”

现在国家知识产权局专利复审委员

会基本认可天威的专利有效，那天威会

否就爱普生目前在国内销售的两款带有

连供装置的打印机提起侵犯天威专利的

诉讼？会否要求对方停止销售？对此，

贺良梅表示，公司还没有商议此事，现

在最重要的是做好应诉的准备工作。

爱普生公司在回答记者提出的“爱

普生会继续销售还是会暂停销售有侵犯

中国企业专利嫌疑的两款打印机“时，

书面表示说：“专利复审委员会作出的

审查决定，是行政机关作出的行政决定，

上述审查决定尚未生效；EPSON 已决

定在法定期限内向北京市第一中级人民

法院提起行政诉讼。”爱普生公司同时

表示，“公司尊重其他公司的知识产权。

在新产品上市前，为防止相关问题的发

生，会进行事前调查。这次新产品在上

市之前也对其他公司的知识产权进行了

缜密的调查，在判断完全没有问题的基

础上进行了市场投放。”

目前，双方正在为即将到来的下一

轮激战作准备。根据法律程序，对复审

委的无效宣告请求审查决定，双方可以

自收到该决定之日起三个月内向北京市

第一中级人民法院起诉。北京市第一中

级人民法院受理后将开庭公开审理，并

对复审委的决定书是否维持有效作出判

决。如果当事人不服北京市第一中级人

民法院的一审判决，还可以上诉至北京

市高级人民法院，由该院进行二审终审

判决。

这注定会是一场旷日持久的漫长战

争。双方的胜算如何？长期从事知识产

权研究的中国科学院研究生院副教授闫

文军表示，数字显示这种案子在行政诉

讼的过程中绝大多数都会维持原判。“有

人统计约有百分之九十七的案件中都是

维持了复审委的判决，只有极少数的会

在行政诉讼中会改变。”


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日新月异的数字技术不仅为世界经

济注入了巨大活力，也为印刷业的飞速

发展增添了动力。数字技术在印刷行业

首先在印前领域得到广泛应用，然后逐

步渗透到印刷工艺过程及管理、质量控

制等方面。

数字化是当今印刷技术发展的基础

和主题，已经贯穿整个印刷产业，正在

构筑一种全新的生产环境和技术基础。

数字印刷体现了“先分发，后印刷”

的概念。目前，数字印刷主要适合以个

性化印刷、可变信息印刷、即时印刷为

特点的“按需印刷”，所以它也是一种

为按照用户的时间要求、地点要求、数

量要求、成本要求与某些特定要求等来

向用户提供相关服务的一种印刷服务方

式。

数字印刷的典型特征

1. 印刷方式全数字化。数字印刷过

程是从计算机到纸张或印刷品的过程 ,

即

直接把数码文件、页面转换成印刷

品的过程。这是全数字化生产过程，工

序间不需要胶片和印版，无传统印刷工

序的繁琐工序。

2. 可实现异地印刷。可以通过互联

网进行远距离印刷。

3. 可变信息印刷。数字印刷品的信

息可以是 100% 的可变信息，即相邻输

出的两张印刷品可以完全不同。

数字印刷支持系统

数字印前技术则是数字印刷生产的

直接推动力，数字印前技术将原稿输入、

图像处理、文字处理、图像设计与制作、

排版、分色、加网、打样、输出等一些

印前工艺过程全部结合在一起，采用数

字工作方式，不断提高工作效率，提高

产品质量。数字印前技术的发展向印后

工序延伸，将页面信息直接输出到承印

介质上，即产生了数字印刷。

数字印刷机实际上就是一个高速硬

拷贝转换系统，负责将数字页面高速转

换成高品质的单色或彩色硬拷贝，即印

刷品。目前，应用的数字印刷机系统有

静电照相、喷墨成像、电凝聚成像、磁

记录成像、离子沉积成像 5 种方法，

其中静电照相（激光成像，干粉显影）

和喷墨成像是数字印刷机的主要成像方

式。

近年数字喷墨印刷正在向着几乎所

有的印刷领域进军，2008 年 drupa 展

被业界喻为喷墨 drupa。

美国著名的印刷专家 Frank

J.Romano 认为，数字印刷将作为胶印、

网印和柔印的补充，并且与之竞争；网

络化的激光打印机将会挑战复印机，复

印机挑战数字印刷，数字印刷挑战胶印，

而喷墨将会挑战全部。

中国数字印刷发展与应用

在 20 世纪 90 年代初期中国印刷行

业开始了告别铅与火的行业技术升级，

实现了用电子出版系统取代了传统的铅

字排版，改造了传统操作的排版的技术

和环境，为出版印刷的数字化奠定了基

础，应该说是数字印刷技术发展的重要

里程碑。电子出版系统发展的意义不仅

仅是告别了铅与火，而更重要是对出版

印刷数字化的长远发展奠定了基础，具

有重大意义。

世界数字印刷的浪潮在 drupa95 之

后波及了我国，北京昆仑电子印刷公司

为我国引进了第一台 Indigo 公司的 E －

print1000 后，上海、深圳、广州、成都、

沈阳等地先后引进各公司的数十套数字

印刷机，对于开拓我国个性化按需印刷

市场起到一定的促进作用。

2000 年成为了一道分水岭：2000

年之前数字印刷业务渐渐兴起，有了初

期稳步的发展；2000 年之后数字印刷

企业队伍迅速壮大，2002 年新增加的

从事数字印刷企业的数量是 2001 年的

2 倍，在 drupa2004 年前后，数字印

刷在印刷各环节发挥的作用日渐成效，

不仅带来了生产速度、生产质量的提

升，更带来了工艺流程和管理模式上的

革新。有调查数据显示：2004 年开始

从事数字印刷的企业占全部企业数量的

23.1%。

数字印刷目前在中国的应用领域主

要分布在影像行业、商业打样、印前设

计、户外广告、报业印刷、机关文印、

商业快印、包装印刷、出版印刷、金融

/ 邮政 / 电信账单等印刷领域，数字印刷

在商业领域应用比较成熟，在工业中的

应用相对落后。中国数字印刷机的主流

产品是激光数字印刷机和喷墨数字印刷

机，激光数字印刷机（黑白≥ 60ppm，

彩色≥ 30ppm）的应用已经初具规模，

宽幅喷墨印刷机应用已经比较成熟，高

速数字喷墨印刷机应用处于初始阶段。

纵观近年中国数字印刷市场，数字

印刷设备供应商和用户对生产型数字印

刷设备都非常关注。世界主流厂商都把

生产型数字印刷机作为产品线的亮点，

这些高生产力、高速度、高打印品质的

数字印刷机同样也吸引了很多有实力的

投资者。他们在引进一台或多台设备后，

突破了门店经营方式，以打造“数字印

刷工厂”作为发展目标，面向的市场也

由直接客户转向中小型数字快印店，以

行业协作的方式，实现企业间的交流。

数字印刷由开始的门店式经营为主转向

了规模化经营和集约化生产。

随着数字印刷经营市场的扩大，

竞争越激烈，为避免价格战带来的恶性

循环，许多数字印刷商在细分市场需求

后，寻找到了自己的独有领域，并深入

这个领域，了解行业特色与需求，专注

于开发具有行业针对性的特色产品，形

成在某个领域的核心竞争力。他们有面

向广告公司、服务世界知名企业、专门

做菜谱、专做学生毕业册、专做名片等。

差异化竞争将数字印刷导向良性发展之

路。

中国数字印刷的未来

数字印刷发展到今天，随着应用领

域的拓展，以及与传统印刷互补的概念

日益深入人心，已经逐步渗透到传统出

版印刷企业，有的印刷企业直接引进数

字印刷设备作为传统印刷的补充，有的

加盟快印连锁体系，直接开设数字印刷

门店，同时也有多家专业出版社引进数

字印刷设备开展按需印书。目前数字印

刷业务在传统印刷企业中并不能作为主

营业务，但是数字印刷的独特优势和美

探索我国数字印刷技术的发展与应用

Explore China's Digital Printing Development and Application


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好前景吸引着越来越多的传统印刷企业

。

中国数字印刷的应用格局已经趋于

明朗，应用领域继续开拓和深入，但拓

展步履远没有人们期待得那么快。市场

培育仍然是数字印刷的首要任务，特别

要向相关专业市场和大众消费市场进行

培育和引导，数字印刷的发展需要社会

多方力量的共同努力。

印刷的未来将完全数字化，有机构

预测，到 2015 年，大多数的高速生产

线生产的产品将在流程化系统中完成，

色粉和喷墨技术的发展将部分取代胶

版、凹版和柔版印刷，这将会影响杂志、

报纸业、消耗品及印刷服务体系的建立。

网络印刷和商业彩色印刷将会增长，多

数的数字印刷内容将会体现在已经事先

印好的彩色印张上，固定内容和可变数

印刷将会被混合使用，混合印刷将被大

量使用。在未来的 5 年时间里，喷墨印

刷机的输出速度将达到与胶印相当，数

字卷筒印刷机的速度将达到 2000 英尺 /

分钟或更快。

随着数字印刷技术和数字印刷设

备的不断提高和改进，印刷材料成本的

逐步降低，国内印刷格局的调整，以及

按需印刷市场的日益完善和成熟，数字

印刷将会带给印刷行业更多的机遇和希

望，数字印刷将为中国印刷行业翻开新

的一页。

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.

如果您有任何关于再生方面的技术问题 , 您可以联系我们，获得帮助。我们也将非常高兴的与您一起分享您关于打印耗材再生方面的经验和心得。

Email: [email protected]


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CEO ON THE GO / CEO之路


奔图携手多功能一体机打造国际品牌——记奔图打印机全球启动发布会

Pantum Printer Holds Global Conference

日前，“奔图打印机全球启动仪式及多功能一体机新品

发布会”在珠海德翰大酒店召开。会来自中国计算机行业领导、

珠海市政府领导及全球欧洲、东南亚、南美等国家和地区的

合作伙伴和新闻媒体共 400 余人参加了隆重的发布会。亚洲

再生业杂志作为此次发布会的特邀媒体之一，进行了现场采

访报道。

珠海赛纳打印科技股份有限公司 CEO 汪东颖致开幕词。

他说，赛纳科技过去的 5 年，科技凭创新战略快速发展，成

为全球最大的兼容厂商之一，赛纳科技的成绩离不开全球的

支持，离不开客户的支持，在此表示衷心的感谢！

2006 年赛纳走上一条自主创新的道路，这个自主技术是

成功的基础，2010 年推出奔图单功能打印机，2011 推出多

功能，明年还会推出高速，之后还会向彩色进军，我们要成

为全球产品线及品种类别最多的耗材厂商之一。

赛纳科技有限公司是全球兼容、再生产、售量最大的供

应商之一，奔图有成熟的市场，我们与合作商不仅在耗材，

在打印机领域也会创下一片天地。

他还说，奔图快速的发展也源于政府的支持，目前奔图

打印机项目列为珠海关键产业之一，列为广东省电子信息重

要项目。这是件大好的事，在政府的大力支持下，我们携手

将共创美好的明天。

珠海市政府副市长王庆利发表贺词：

他首先高兴出席今天的新闻发布会，首次见证了奔图国

际化的进程，这是珠海的大喜事，表示衷心的祝贺。

近年来珠海的耗材产业集群式发展，全球的 90% 色带、

70% 墨水、30% 成像卡盒以及零配件生产出自于珠海，珠海

作为耗材大都市，拥有完整的上下产业链，2011 年赛纳激光

打印机迈向了产业升级的进度。这在全中国、全世界具有举

足轻重的地位。赛纳科技作为行业的领军者，不断创新、丰

富积累自主知识产权，打破了国外在中国市场的垄断，填补

了国内的空白，为耗材产业的发展做出了贡献。

2011 年是“十二五”开局之年。珠海鼓励创新的，一如

继往给打印耗材企业支持和帮助，营造良好的环境。同时，

也愿更多的珠海企业坚持产业报国，承担更多的社会责任，

为发展耗材产业做出贡献。

赛纳首席技术总监也对硒鼓战略、成功的事例、激光耗材、

服务理念等做了报告。

为了进一步的了解奔图打印机市场开拓及产品的开发情

况，珠海赛纳打印科技股份有限公司董事长汪东颖、珠海赛

纳打印科技股份有限公司首席技术官曾阳云先生、北京奔图

科技有限公司总经理刘洪与新闻媒体进行了对话：

记者：打印机是一个巨头的游戏，您加入巨头的游戏当中之

后有什么样的感悟？比如说像惠普、三星、佳能等等都是巨

头，置身于一个巨头游戏中间，您有没有感到害怕或者后怕？

您是怎样克服的？

汪总：掏心里话，怕。我们也是犹豫多年，讨论几天很难决

定的事情，国外的高度垄断，专利保护，相当难，许多企业

试过，包括台湾，为何？我们斗胆来做打印机呢？

首先，我认为是团队的个性使然。在以往公司的发展中，

敢于挑战使我们取得成功，比如集成电路，当初也很难，今

天的难度一样。目前兼容和再生行业，企业遇到发展的瓶颈，

我们盘点家底，认为有能力做好激光打印机。虽然销售困难

重重，压力巨大，但面对客户我们信心十足。

记者：对民族产业，打印行业意义所在？外资的产品好用，

为何我们还要做呢？从这个属性看，自主知识产权做出来，

填补的价值亮点在呢？

汪总：在初期是较小的，但一定有巨大的商机。它的价值所在：

报国产业。打印机是信息设备，不仅仅是设备。在美国袭击

伊拉克，打印机协议制定标准没有我们中国人，一圈外国人

制定中国标准，这是不行的。我们代表站出来，赛纳站出来，

中国的政府是安全的，有我们自己的打印机，批发商就没有

过去的被压和愚弄，终端客户就有了更多的选择。中国有了

自己的产品普及就快。如 80 年代电视；90 年代的空调；21

世纪的汽车，自己有了就便宜了，中国就更受益。还可以提

供更多人就业、交纳税款，提高了中国人的水平，有了自己

的产品就有了主动权，这个很重要。

记者：有个 2468 数字是何含义？ 17 数字含义？

曾总：这个数字指的是，奔图打印机从立项到上市共 2468 天。

17 指的是，HP 研制多功能打印机用了 17 年，奔图从单功能

到多功能是 1 年的时间。一个是市场的需要，一个是技术的

积累。我们起步晚，但是我们掌握了激光打印机相关核心技术，

我们不能说比惠普要更强大，是因为时代不一样了。但是我

们花了 1 年时间，单色激光打印机到多功能的激光打印机发

展是非常不容易的，取得这样的开发效率得益于赛纳科技在

整个激光耗材行业里面多年的积累。

记者：未来推出“墨梅”移动智能打印机？

曾总：这涉及奔图的发展战略问题。激光打印机的核心技术，

软件和硬件的升级，何时做，这是有步骤的，有计划的，我

们有这个实力。要根据公司的决策和战略部署。

记者：奔图上市 10 个月了，市场的接受度如何？

刘总：从新产品的接受过程远远好于我们的预期。我们的合

作伙伴全年超过 1400 多家，渠道很给力。今天是向全球启动

发布仪式，是中国建立起打印产业发展史上的新坐标，奔图

树立起又一个里程碑，以品质品牌走向国际市场。对于自主

知识产权的品牌，我充满了信心。

记者：在普印时代，有人提出“炫彩”是什么意思？

刘总：在耗材行业 10 几年中，打印机行业很沉闷，缺少创新

的东西。国际巨头对于中国市场了解也是有限的。尤其对客

户的需求方面。我认为有两个看法：1. 目前使用者大多数为

80、90 年代的青年人，他们追求时尚。2. 产品在中国制造会

普及到家庭。我们抓住了这个两个需求，优势很明显，中国

的市场就是全球的市场。


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CEO ON THE GO / CEO之路



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GLOBAL FORUM / 全球论坛


高效低耗放眼海外是奔图今后发展重点Pantum, a High Efficiency, Low Energy Consumption Printer Focuses on Overseas Market

随着国家经济的发展，各行各业的

中小企业也如雨后春笋般发展起来。目

前在打印机、多功能一体机以及复印机

等办公产品市场上，企业的采购量逐年

上涨，已经成为了各大厂商关注的重点。

那么近些年来在中小企业采购市场上都

呈现出了哪些特点，什么样的激光一体

机才能在保证成本控制的前提下满足企

业的需求呢？

北京奔图科技有限公司总经理刘洪

高效低耗是近年来企业办公新特点

今年来，企业在选择文印设备的时

候越来越挑剔。尤其是中小企业，普遍

注重短期投资回报率，因此采购经费规

模较有限，对产品价格非常敏感。在产

品选择上，成本低廉、性能稳定、易用

通用、容易维护的 IT 产品是契合他们需

求的。具体到激光一体机，A4 幅面、

3000 元以下价位及主流应用（包括打

印、复印、扫描）还是主流市场。从功

能上来看，炒作较热的技术如“双核”、

“无线打印”在市场层面遇冷，并未受

到追捧。

刘总表示：过去，企业对一体机的

定位仅限于简单的功能性应用，把一体

机简单当做打印机、复印机、扫描机的

综合体。但近几年随着现代办公越来越

追求高效率、迅速反应、管理条理化，

企业对文印厂商的要求就不仅仅停留在

能够完成日常的打印输出任务，更重要

的是能够帮助企业高效快速的管理打印

内容、节省办公开支，即提供智能化的

打印管理服务。过去通常企业购买完产

品就没事了，但现在很多中小企业都希

望厂商能够提供一站式解决方案，比如

完整良好的售后服务、咨询培训等。奔

图也正通过加强对打印软件的开发，由

一家产品制造商向一家服务提供商转

变。提到服务，奔图的打印机自 2009

年上市就重新树立了打印行业的服务标

杆，我们提出的 2 年无打印页数限制保

修服务，比其他厂商整整多出 1 年，为

企业节省了不少后期维护成本。

在多功能产品的设计中，奔图专门

针对中国用户特点推出了“一键快捷操

作”功能，这是我们全系多功能激光一

体机的突出卖点。以往用户在复印第二

代身份证时，常遇到“反复翻面”或“图

像颠倒”的困扰，使用奔图多功能激光

打印机，只需要轻轻按下“身份证复印”

快捷键，机器会自动完成两次扫描，期

间用户只需要翻转一次身份证即可，操

作简单，一气呵成。同时，新品采用最

新的内部图像处理技术针对票据复印进

行了优化，用户只需点击“票据复印”

快捷键，就能完成票据的清晰复印，省

去了调节对比度、灰度、色深等参数的

步骤，使用起来更省心。这些人性化设

计可以帮助用户摆脱复杂操作，并获得

良好的输出效果，十分高效便捷。

企业制定文印解决方案差异化日益明显

企业由于规模不同，所以文印数

量以及在后期维护的话费上也都不尽相

同。而这也使得供应商在提供相应解决

方案的时候必须有更强的针对性。关于

这个问题刘总表示，一般而言，大规模

的企业首先部门设置比较多，不同部门

间打印需求也各不相同，比如业务部门

通常需要集打印、复印、传真、扫描的

多功能一体机，而财务部门由于防止公

司机密文案泄露，需要配备单独的打印

机；其次从功能上讲，大型企业对打印

质量、打印速度都要求较高，打印机不

仅要适应不同纸张，而且在打印高峰期

也能通过智能调节避免等待情况发生；

最后，后期的维护成本相较购机成本反

而占据了更多开支，因此选用性价比高

的大容量耗材可以将单页打印成本控制

到最低，另外服务也是他们格外重视的

因素。相比大型企业，中小型企业普遍

资金紧缺，有效控制开支是企业决策层

们主要关注的事。喷墨打印机虽然价格

相对便宜些但不经常使用的话很容易造

成喷头堵塞，中小企业的办公面积有限，

打印机的日常使用率时高时低，所以不

推荐使用喷墨打印机。性价比高、外观

小巧的激光打印机产品较能满足所需。

细化产品线 / 放眼海外是奔图今后重点

奔图打印机品牌入市时日不久，但

是成绩却很不错。在谈到关于奔图的未

来发展时，刘总表示，虽然只经过短短

一年，但奔图还是取得了可喜成绩。在

渠道拓展上，目前奔图已经在国内建立

了覆盖全国、深入 4-6 级城市的 1000

家以上的经销商网络，并成功入围中央

政采、中共中央直属机关政府采购协议

供货商，以及涵盖广东、贵州、河北、

广西、江苏等近 20 个省的地方政府采

购协议供货商，成功进入政府、医疗、

企业等大型采购，市场反响热烈。在此

非常感谢广大用户与经销商的支持！在

此之上，奔图还将向海外市场拓展一步，

迈向国际化，目前正在积极的海外招商

中。

在产品种类上，奔图将陆续丰富产

品线。2010 年奔图激光打印机首批上

市的四款机型，包括行业机 P1050 和

P2050 和渠道机 P1000 和 P2000 全部

为桌面型黑白激光打印机，定位为中速

打印机，主要满足文档打印的需求。紧

接着，奔图的激光多功能一体机即将面

世，用户群涵盖中小企业及大型企业。

同时，奔图的高速打印机及彩色系列也

正在研发中。

奔图激光打印机自 2010 年 12 月

一经上市就崭露头角，在众多国际品牌

的激烈竞争下，依旧收到了来自各地政

府、企事业单位的良好反馈，呈现出遍

地开花的繁荣景象。在助力我国信息化

的建设中，奔图为不同规模企事业单位

的办公需求提供了高效快捷的解决方

案，受到了高度评价，连续中标政府采

购项目，并成功取得近万台的行单项目。


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高效低耗放眼海外是奔图今后发展重点续

杰出的市场表现充分彰显了我国民族品

牌强劲的生命力。同时，奔图打印机在

卖场的口碑效应，也促使了销量上的持

续走高。随着未来各式各样打印新品的

陆续推出，奔图不仅稳固奠定商务办公

领域的市场地位，还将有望打开家庭市

场。

在企业战略上，奔图一直在朝着由

制造商到服务商的角色转换，正紧锣密

鼓开展打印机相关软件、解决方案的研

发。

办公设备售后服务一直是厂商、经销商、用户关注的重点，

厂商想通过售后服务得到用户的认可，提高品牌知名度和市

场占有率 ; 经销商想通过服务带来更多的产品销售，从而获得

更多实实在在的利益 ; 而用户需要的是更好更贴心的服务，更

好更贴心服务非常广泛，这对厂商和经销商来说都是一个考

验，因此要想满足用户的需求，还需要从细节做起。

售后服务定义及服务内容

售后服务：是指生产企业、经销商把产品 ( 或服务 ) 销售

给消费者之后，为消费者提供的一系列服务，包括产品介绍、

送货、安装、调试、维修、技术培训、上门服务等。

▲办公室

服务内容：1、代为消费者安装、调试产品；2、根据消

费者要求，进行有关使用等方面的技术指导；3、保证维修零

配件的供应；4、负责维修服务； 5、对产品实行“三包”，

即包修、包换、包退 ( 现在许多人认为产品售后服务就是为“三

包”，这是一种狭义的理解 )；6、处理消费者来信来访，解

答消费者的咨询。同时用各种方式征集消费者对产品质量的

意见，并根据情况及时改进。

目前办公打印设备在中国发展已经非常成熟，用户对产

品的认知度有了很大的提高，用户在选购办公设备时，不仅

会关注产品本身的质量，在同类产品的质量和性能相似的情

况下，用户更加重视产品的售后服务，同样用户在选择经销

商的时也会重点关注售后服务，同样产品价位相差不多的情

况下，用户会毫不犹豫选择服务质量好的经销商。因此，企

业在提供价廉物美的产品的同时，向消费者提供完善的售后

服务，已成为现代企业的竞争焦点。

办公设备经销商售后服务前期状况分析

在谈办公设备经销商售后服务现状中，笔者重点分 2 部

分来分析，第一部分为售后服务前期，第二部分为售后服务

后期。售后服务前期主要包括产品介绍、送货、安装、调试 ;

售后服务后期主要包括维修、技术培训、上门服务，下面先

来谈一下售后服务前期。

售后服务前期现状：据笔者了解，目前很大一部分经销

商在做售后服务时，都没有做好办公设备前期服务工作。比

如说购买一台全能型激光一体机，一般上门技术工程师只会

对设备进行一个简单的驱动安装，然后打印样张确定出售的

设备没有问题，就万事大吉。而很多技术工程师并没有发现，

用户一直都在抱怨不知道如何使用设备，特别是刚刚安装的

新设备，虽然有使用手册，很多用户都觉得看使用手册非常

麻烦，而且很多太过于专业，很难看懂。

其实在技术工程师安装完驱动之后，工程师能够主动为

用户介绍一下产品，并且通过实际的产品演示，帮助用户熟

悉产品使用，特别是一些细节方面的应用功能，用户基本上

搞不懂该如何使用。比如说激光一体机中的复印功能，如果

用户想使用机器里面的身份证复印功能，用户可能在面板上

操作半天也搞不懂，如果技术工程师能够指点一下，至少能

够帮助用户节约很多时间。当然技术工程师不需要把设备里

面的所有功能都演示一遍，只需要根据用户常用需求，帮助

他们快速了解常用功能的一些细节操作即可。

▲电子卖场经销商

案例分析

前不久公司财务室购买一台商用扫描仪，标配自动送稿

细节决定成败：办公设备经销商售后现状Details Determine Success or Failure: Status of After-Sales for Office Equipment


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器，而且还能进行平板式扫描，正好能够满足财务室的合同

批量扫描和票据扫描需求。设备购买和安装都很顺利，但是

在调试中出现了一些问题，上门负责安装调试的工程师没有

完全做到安装调试的责任，只是简单安装完驱动，简单扫描

一张，让财务室的负责人确定设备没问题就离开了。

当用户在使用设备时，问题就出现了，使用自动送稿器

进行批量扫描时，发现扫描出来的文件右侧严重偏色，究竟

是什么原因呢，用户一无所知。于是求助笔者，当笔者查看

扫描仪时发现，原来是扫描仪上还有一块黑色的挡板没有揭

开，所以在使用自动送稿器批量扫描时会出现右侧光源被挡

住，从而造成偏色问题，当笔者把黑色挡板揭开，问题解决。

自动送稿器批量扫描问题解决后，财务室由于需要批量

扫描合同，一般存放格式为 PDF，由此用户又发现一个问题，

一份多页合同如何才能扫描在一个 PDF 里面呢，对于不了解

产品的用户来说，这就是一个天大的难题，上门工程师在安

装调试中，并没有告诉用户如何操作，因此问题无法得到解决，

最终笔者帮助用户找到设置的方法。

其实安装调试和产品介绍对于技术工程师来说，是一件

非常简单的事情，因为技术工程师本身是一个产品专家，而

且很多品牌的产品性能大致相同，因此在安装调试中，顺便

对用户做一个简单的使用培训，这也是非常有必要的，一个

小的细节，能够让用户记住这家公司的工程师很专业，服务

很到位。

办公设备经销商售后服务后期状况分析

售后服务后期主要包括维修、技术培训、上门服务，售

后服务后期一般来说就是客户基本上和经销商已经建立长期

合作或正准备建立长期合作关系，因此售后服务后期决定经

销商的持续利益。

很多经销商可能经常会抱怨客户流失，当时客户流失跟

产品价格、服务价格存在一定的关系，但是最重要的还是服

务质量和技术水平。据笔者调查了解，目前很多经销商只想

一味的追求利益，最终的结果是客户流失，不能获得持续利益。

前段时间笔者听一个朋友抱怨，现在办公设备维修成本

很高，前段时间找一个维修工程师修了一些复合机，基本上

他每次上门都需要我们花点钱换配件，而且有一个硒鼓其实

换的时间并不太长，他说我们使用负荷量太大，硒鼓磨损很

严重，没办法只能换，换配件几百块钱就花出去了。另外朋

友还提到，工程师上门速度太慢，有时候着急使用复合机，

但是工程师迟迟不见上门服务。

▲数码复合机

据笔者了解，其实无论是复合机还是打印机，其实很多

都是非常普遍的小故障，不过对用户来说，无论是小故障还

是大故障，性质是一样的。如果技术工程师能够帮助用户区

分大小故障，如果还能针对小故障帮助用户在现场做技术培

训指导，大故障尽量快速上门服务，那么用户报修就会得到

减少，而且用户对技术工程师也会产生信任感，这样能够促

进长期合作。

从目前办公经销商的整体售后服务来看，很多经销商并

没有很好的完善售后服务，没有完善的主要原因之一就是经

销商的售后服务部没有统一的服务规范流程，而且没有服务

流程表，比如说一个技术工程师上门安装调试，因为需要一

个安装调试的反馈表，而这个反馈表需要用户来确定，另外

就是售后服务后期，用户对维修商存在很多不信任，这样会

迫使用户不断的更换售后服务商，这也是经销商客户流失的

重要因素之一，因此只有售后服务不断规范，厂商、经销商、

用户才能获得共赢。


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复合机售后服务发展偏向应用管理

Copier After-Sales Service Tends to Managed Printing Service (MPS)

数码复合机是从模拟复印机时代发

展升级而来的新产品，经历这几年的技

术创新，如今数码复合机在企业办公中

应用越来越广泛了，在传统用户和传统

技术人员眼里，发现数码复合机的售后

维修越来越简单，而且厂商在很多产品

设计方面，都为用户和技术工程师提供

更多便利。

硬件维修越来越简单，那么未来数

码复合机的售后维修就不再重要了吗 ?

对技术工程师的要求就不再那么高了

吗 ? 从目前市场产品以及用户需求情况

来看，未来数码复合机的售后服务工作

对技术工程师要求只会越来越高。下面

笔者先为大家介绍一下 7 年前的复印机

售后维修状况。

数码复合机

模拟时代和数码时代售后服务分享

在 7 年前，数码复合机应用并不是

很普及，而企业单位更多使用的是模拟

复印机，那时候售后维修服务对技术要

求非常高，因为那时候很多用户使用的

模拟复印机已经超过了 3 年，有些甚至

超过了 5 年到 8 年，因此那段时间是模

拟复印机故障高发时期，那时候经销商

在售后维修这块非常赚钱，而且对技术

员的需求非常高。

当时经销商都是以免费检查维修来

吸引用户长期合作，因此一般情况下只

要出现故障，技术工程师都是第一时间

上门服务，在维修故障处理方面，一般

技术工程师都是现场处理故障，技术工

程师需要非常细心的检修，小到更换一

根电极丝，大到更换鼓芯、载体、显影辊、

刮板等配件，当时模拟复印机很少成套

配件的更换，这样能够帮助用户降低售

后维修成本，不过从整体维修情况来看，

后期维修成本并不是很低，因为模拟复

印机的故障率高，维修次数多，更换配

件更加频繁。不过那个年代能够成就技

术工程师，能够让这些工程师更多真正

了解办公设备，一般技术高手都是从那

个年代锻炼出来的。

如今已经是数码时代的复合机，据

笔者了解，数码复合机在硬件方面越来

越简化，很多都开始集成模块化，在出

现故障时，工程师能够更加轻松快速的

处理故障，而且更换配件更加方便，对

细致技术要求越来越低。虽然数码复合

机对硬件维修技术要求越来越低，但是

用户对软件应用管理这块的需求越来越

高。

偏向软件应用管理

从目前中高端数码复合机的功能来

看，数码复合机在硬件外观上并没有太

多的变化，但是在应用管理和功能这块，

数码复合机在不断进步，特别是软件应

用管理，中高端数码复合机开始不断融

入企业信息化这块，比如说数码复合机

共享打印，权限管理以及安全性管理等

等。

另外还有很多复合机厂商针对不同

类型的企业需求，提供很多很好的解决

方案，比如说京瓷复合机厂商针对行业

用户的表单解决方案，而且这是一个在

线表单打印方案，能够更加省时省成本。

此外还有理光的智能化管理解决方

案，包括了安全认证，IC 卡认证管理，

这些更多是硬件技术升级，后续主要是

软件管理，这不仅仅能够控制企业的成

本，而且还能够提供一个更加高效的工

作环境。而东芝的智桥用户、设备管理

解决方案结合了设备管理、输出管理、

数据呈现、成本计算、用户管理等综合

性解决方案，厂商虽然已经提供这么多

的解决方案，但是用户在实际应用中，

真正融入企业应用平台的，确实不太多。

因此未来数码复合机售后维修这块需要

更多靠上应用管理这块，任何一个解决

方案在应用中，谁也不能保证不出现任

何问题。因此未来复合机的售后服务应

该更多侧重软件应用管理，帮助企业解

决应用中的难题。

经典解决方案：东芝智桥用户、设备管

理解决方案

东芝复合机在产品上也是相当注重

解决方案的一个厂商，特别是在高端复

合机上，智能管理化的应用，使得大型

企业或者集团公司有一个很好的办公流

程，能更好的为用户控制办公成本。

设备管理解决方案

桥 Fleet Management System( 简

称 EFMS) 是一款网络化的数码复合机

(MFP) 设备管理软件。对于用户现场众

多联网的 MFP，实施统一的管理，有效

提高设备管理的工作效率。EMFS 可以

提供 MFP 的复印、打印等文档输出量

的统计与管理，而通过设定不同的费率，

可以实现按部门或者个人进行费用统计

与核算。在设备管理方面，EFMS 的可

以快速链接到 TopAccess 对设备进行

设置，而通过设定自动发送设备警示信

息给管理员，可以极大地方便 IT 以及行

政管理人员的工作，为 MFP 设备管理

之必备工具。

▲

设备管理

· 快速链接至 TopAccess，全面

的设备设置与管理

· 通过 E-Mail 自动发送设备状况

信息给管理人员

· 可以为设备设定不同的区域、部

门以及计费中心，自由切换，按需管理

东芝用户管理解决方案

输出管理

· 自动收集设备信息，按月查询历

史数据分机型汇总

· 按照打印、复印、传真、扫描以

及不同的色彩模式分类查询


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· 按照黑白模式、全彩模式、双色

模式分类显示

· 可以统计汇总 MFP 部门代码所

对应的输出量

▲

数据呈现

· 报表以及柱状图形式直观显现每

台 MFP 使用情况

· 按区域、部门以及计费中心汇总

多台 MFP 使用情况

· 可以将数据导出至 CSV 文件，

便于后续处理

成本计算

· 可以为不同的设备设置不同的费

率

· 可以按照复印、打印、扫描、传

真以及不同的色彩模式设定费率

用户管理解决方案

智桥 ID Gate 是一款基于 IC 卡对

MFP 操作用户进行管理的方案。结合用

户的网络域服务器，通过给不同的域用

户分配不同的权限，可以开放或者禁止

用户使用东芝 MFP 的复印、打印、扫描、

传真等功能。而刷卡式的用户验证方式，

也极大的方便了用户的操作，避免的手

动输入帐号和密码的繁琐。结合东芝设

备管理软件 TopAccess，e-Counter

Pro, 或智桥 Fleet Management System

(EFMS), 也可以实现对于部门用户的输

出统计与监督。

东芝复合机通过对用户进行刷卡式

的管理，能够很好为企业进行成本管理，

同时不同的用户在权限上存在一定的差

异，通过设备管理可以实现按部门或者

个人进行费用统计与核算，能够有效的

为企业控制办公成本。

Pros & Cons: Recycled Paper

再生纸的优点与使用误区

复合机售后服务发展偏向应用管理续

再生纸是以废纸做原料，将其打碎、

去色制浆后再通过高科技手段，经过多

种复杂工序加工生产出来的纸张。其原

料的 80% 来源于回收的废纸，因而被

誉为低能耗、轻污染的环保型用纸。城

市废纸多种多样，厂家回收后，将它们

分为 60 多类，以不同类别的废纸为原

料再制成不同的再生复印纸、再生包装

纸等。一般可以分为两大类：一类是挂

面板纸、卫生纸等低级纸张；另一类是

书报杂志、复印纸、打印纸、明信片和

练习本等用纸。目前，许多国家已经生

产和使用这两类纸张。其中，生产再生

复印纸的原料就是办公用纸、胶版书刊

及装订用纸等几类原本纸质就相对较好

的城市废纸，其生产过程要经过筛选、

除尘、过滤、净化等 10 多道工序，工

艺复杂，科技含量很高。随着人们环保

意识的增强，再生纸制品将越来越得到

人们的认可和欢迎。因此，对于造纸厂

家来说，再生纸市场看好。

产品特点

1. 全木浆中性施胶 , 可长期保存 ,

不易变黄 , 全木浆纸可以 100% 重复回

收利用 , 环保性好。

2. 采用专为办公用途设计制造的复

印原纸，肯有一流的使用性能，适用于

各种办公设备。

3. 采用先进的纸张表面处理剂，喷

墨打印效果领先于市场同类产品。

4. 白度好，色泽柔和，长时间阅读

书写不伤眼。

5. 采用原厂制造复印原纸，纸张质

量稳定可靠。

6. 每批复印纸都要经过专业复印机

高速测试，卷曲度小，卡纸率极低，延

长办公设备的使用寿命，减少客户的综

合使用成本。

7. 所有规格均采用全自动滚刀切纸

机生产，保证裁切质量优异稳定。

再生纸的误区

从保护眼球的角度看，并非纸张色

泽越白越好。

经科检测，纸越白在日光灯下反射

的光越强，对人的视力健越有害。按当

前国际通用标准，纸张白度不应高于 84

度，再生纸的白度为 84 到 86 度。而原

木浆纸的白度可达到 95 度至 105 度。

目前在国际上最流行 83 度的本色再生

纸，因为本色再生纸能保护两球——地

球和眼球。

再生纸与普通纸的比较

物理成分比较

1995 年，他们把循环再生纸标准

为 25% 的循环再生纤维，这个指标于

1999 年被提升到 30%。美国有一研究

单位发现，纸张内的循环纤维增加时，

纸张强度会不断下降，但当循环纤维成

分超出 40 时，纸张强度则会上升。一

般人的概念都认为循环过程会造成纤维

结构损坏，水性半纤维素和原本的强度

剂的流失，会使整体纸张强度减弱。后

来有人研究后反驳这种说法，发现即使

纸张经过 6 次循环过程，其纤维长度的

改变都只是很微的，这说明还有其他因

素导致这个现象。

Stone 和 Scallan 的研究报告明确

地指出，在干燥过程中，纸浆表面面积

会收缩，减低部分结合能力，这种情况

常出现在化学性纸浆上。相反地，在循

环过程中，机械性纸浆内的木质素会被

胶质化，使结合能力和弹性增强，整体

的纸张强度增加。

如今很多循环再生纸的生产商，都

在生产过程中不断地改良，务求把循环

再生纸原木纤维的特性尽量拉近。例如，

在化学浆内加入添加剂或用化学处理步

骤增加纸张强度。但由于纸张内油墨和

污体没有完全被除去，所以光亮度会随

着再生纤维的增多而减少。有鉴于此，

生产商会加入一些填充颜料，或用不同

的漂白步骤，令光亮度提升。循环再生

纤维的特性绝非都不好，它可增加纸张

的不透光度，减少映现，改良印品品质。


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OEM UPDATE / OEM 聚焦


Samsung's New Color Products' Printing Secret

三星最新上市的新品 CLP-775ND 彩色激光打印机，属

中高端系列机型，外观采用灰色为主色调，整个机器看上去

简单大方。机身前端的操作面板向下倾斜，更便于用户操作

使用，彩色按键时尚大方，给人一种稳重中不失灵动的感觉。

三星 CLP-775ND 彩色激光打印机

三星 CLP-775ND 彩色激光打印机采用独特的 600MHz

双核处理器，不仅处理速度更快，达到了每分钟 33 页的黑白

彩色同速，而且处理任务的能力也提高了，即使处理包含复

杂图形的大容量文件，所需处理的时间也很短，节约了办公

时间。CLP-775ND 彩色打印在准备就绪的情况下，首页输

出时间低于 11 秒，9600x600dpi 打印分辨率优化文件打印效

果，使彩色文件的细节表现更全面。

除此之外，三星 CLP-775ND 彩色激光打印机标配网络

和自动双面打印功能，不仅可以帮助企业节省成本，而且还

可方便多人共享打印机。该机采用的先进智能防卡纸技术，

半延迟滚筒和指垫的设计，确保了打印机在工作时每次仅搓

取一张纸，防止了错送，降低了卡纸率，省去了麻烦，也确

保了机器的正常运作。

另外，三星 CLP-775ND 标配有 600 页盒式纸盘，用户

还可根据自己的需求选择添加一个 500 页的盒式纸盘，容量

更大，打印更轻松。同时 CLP-775ND 支持包括专业纸张、

信封、卡片用的厚纸等在内的多样介质打印。该机清晰明了

的 4 行 LCD 屏幕，用户操作更简单便捷。

值得一提的是，三星 CLP-775ND 彩色激光打印机还可

针对重要文件进行安全性设置，用户可以进行密码设置，输

入密码后才可进行打印，确保了重要文件的安全性。

三星CLP-775ND彩色激光打印机于近段时间刚刚上市，

参考价格 1.5 万元，市场反应尚无定论。

三星新品彩色打印机揭秘

China Ricoh Releases New A4 MFP with Toner Refilling Capacity

原装可灌粉理光中国推出 A4 一体机新品日前，理光（中国）投资有限公司

在北京理光展厅举行了“Aficio SP100

系列 A4 黑白多功能一体机”的新品发

布会。此次发布的一系列新品是为了理

光满足中国用户的打印质量需求，在中

国完全独立研发、制造和销售的产品。

这一系列的推出标志着理光正在全面进

入快速成长的中国 A4 多功能一体机（以

下简称 A4MFP）市场。

理光 Aficio SP100 系列 A4 黑白多功能一体机新品发布会

发布会上亮相的 Aficio SP100 系列

兼具打印、复印、扫描和传真功能，满

足商务办公的全方位需求。新产品外观

精巧时尚，超薄机身采用了紧凑简洁的

设计，黑白搭配色调高雅。打印、复印、

扫描，传真多功能复合，满足全方位办

公需求。中文操作和显示版面，操作简

单；高速响应，首张打印时间仅 6.4 秒；

高耐用性，最大月印量 1 万页；超静音

使用，待机无声等等都是它人性化、高

性能的特点。另外，Aficio SP100 系列

产品还采用了创新的加粉设计，有利于

节约成本，这可谓该产品最大亮点。

Aficio SP100SU 黑白激光多功能一体机

Aficio SP100 黑白激光打印机

理光 Aficio SP100 系列 A4 黑白激光多功能一体机参数


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Canon Actively Engages In Cartridge Recycling

佳能公司积极进行回收废旧成像卡盒

当天，于 10 月新上任的理光（中国）

投资有限公司总经理辻田清先生出席了

发布会，这也是他与中国媒体的首次见

面。谈及新品的推出，他表示：“中国

的 A4MFP 市场非常具有潜力，A4 黑白

多功能一体机在全球市场上年产销量超

过 700 万台，中国就占了 26％，预计

今后也会实现 10% 以上的年增长。因

此，理光今后在中国的发展，必然要重

视 A4MFP 市场。2010 年，我们进行了

长达六个月针对 A4MFP 的市场调研活

动。根据调研的结果，随后成立了专门

开发 A4MFP 的部门——CNB 推进事业

本部。关于商品方面，对于发展中国家

我们以低价机器为主要目的，新设立了

专门开发部门。为了迅速反应出市场要

求，我们也正在深圳设立据点，今天推

出的 A4 多功能一体机旗舰机正是由深

圳开发部门所研发的。”

Aficio SP100 系列产品采用创新的加粉设计

Aficio SP100 系列产品采用创新的加粉设计成本更低

对于日后理光的发展，辻田总经理

显得信心满满：目前我们通过 CNB 部

门进行销售店支援的充实以及服务店

的扩张，计划要在 2012 年 3 月之前把

新销售店增加 300 家，特约服务店增

加 150 家。今后，理光也将更加着重在

中国的开发以及销售，我们的目标是在

2013 年在中国 A4MFP 的销售数量达到

50 万台。 ”

原装可灌粉，理光中国 A4 一体机

新品的推出，将带给用户更多的办公体

验。

1990 年佳能就开展了回收成像卡

盒的业务，1991 年开始循环利用，截

止目前，佳能在全世界成像卡盒的累计

回收量达到 19 万吨，而如果将这些回

收的成像卡盒连接起来，其长度可绕地

球 1.5 圈。回收来的旧产品作为新品的

零件，或者作为原料进行循环利用，资

源化率不断提高，累计减少新资源投入

达 11 万吨，减少二氧化碳排放 31 万吨。

因这些活动，佳能 2007 年获得了“生

态产品大奖推进协议会会长奖”，并在

2008 年获得了“第 17 届地球环境集团

大奖”。

2005 年开始，佳能（中国）有限

公司在中国 16 家分公司以及一家培训

中心，北京展厅，北京快修中心等 20

处场所展开了鼓粉盒回收的环保工作，

回收规模也在不断扩大。

佳能回收成像卡盒循环利用历程

用户将使用完的佳能成像卡盒交到

指定回收点，佳能统一送往仓库，然后

送往回收工厂。在回收工厂中，这些成

像卡盒首先要拆解。经过专业拆解后，

成像卡盒的每一个零件将会根据其特性

而进入到第二步工序中，进行循环再造。

循环再造分为四种方式。

1. 再生使用。例如定影辊等成像卡

盒经特殊工艺处理后，可作为全新组件

再生使用。

2. 闭环循环利用。例如粉盒等塑料

组件会被拣出、压碎，塑造成作为产品

生产原料的塑料颗粒，然后被压制成新

成像卡盒粉盒等对应的塑料配件。

3. 开放循环利用。主要是针对成像

卡盒组件中的其它塑料零件，经过处理

可制造成打印设备中的其它塑料零件，

实现了回收再利用。

4. 热循环系统。用来处理成像卡盒

中的一些金属组件，经过热熔、铸造等

环节后，打造成全新金属成像卡盒零件

来使用。

经过以上的四类循环，完成整个

成像卡盒的回收过程。可以说，成像卡

盒中每一个组件都被当作资源被重新利

用，没有浪费，同时也没有产生新的废

弃物，实现废弃成像卡盒的 100% 无填

埋处理。

成像卡盒零件拆解并分类进行四种循环方式

废旧成像卡盒循环利用后得到的生产原料——塑料颗粒

通过佳能对于耗材的回收再利用实

例，可以了解包括佳能在内的打印机生

产厂商对于废旧耗材的循环利用技术已

经相当成熟，并不断付出努力来进一步

扩大废旧耗材的回收规模。从环保考虑，

用户也应自觉地将用过的废旧耗材交由

这些有资质的企业来进行环保处理，每

个人都为我们赖以生存的地球做出自己

力所能及的贡献。


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说起 A3+ 幅面的喷墨打印产品，也

许很多用户会想到佳能的 9500MarkII，

或是惠普的 7000，但最为耳熟能详的

莫过于经典的 R230，亦或是最新的最

小墨滴为 1.5 微微升的 R1900，还是使

用了九色墨的 R3000。但我们还没看到

过爱普生的 A3+ 幅面照片一体机，也

许在本月中旬，我们就能看到一款命名

为 PX-7V 的爱普生喷墨一体机。

网上搜索到的爱普生 PX-7V 喷墨一体机外观

通过现阶段网上的信息来看，

这款 PX-7V 是采用富有光泽感的

“blue ink”颜料墨水，LCCS 系统以

及 8 色染料墨水。采用爱普生独有的

微压电打印技术，其最大打印分辨率

为 5760×1440，其打印最大幅宽为

329mm，其最小墨滴仅为 1.5pl。在苹果官网上查询到的爱普生 PX-7V 具备

扫描功能

通过搜索我们可以确定这款名为

PX-7V 的打印产品首先是真实存在的，

在苹果的Mac OS X v10.6版本系统中，

在其可支持的打印产品清单中我们可轻

易的找到爱普生名为 PX-7V 的产品，

通过表单我们可以看出，该产品具备打

印、扫描、复印功能。

在 WIFI 网站上查询到爱普生 PX-7V 具备WIFI 打印功能

而在 www.wi-fi.org 网站上公示带

有 wifi 功能的打印产品信息中，我们也

找到了爱普生名为 PX-7V 的产品注册

信息，通过该信息我们可以知道，该产

品标配 wifi 功能组件，用户可以进行无

线局域网内打印。

爱普生即将发布全新 A3+ 幅面喷墨一体机Epson to Release New A3+ Format Inkjet Machine


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14 个经典案例惠普一体机常见故障解析!4 Classic Case of HP Common Fault Analysis

随着多功能一体机在技术和功能上

的不断完善，多功能一体机在市场中的

认可程度得到了很大的提升，特别是很

多中小型企业用户、soho 办公用户、

个人以及家庭用户，多功能一体机往往

是他们的首选产品。

在众多一体机品牌中，惠普在市场

中的占有率始终位居前列，设备市场占

有率高，意味着后续的售后服务更繁琐，

为了帮助大家使用惠普一体机和处理日

常使用故障，现总结了 14 个经典的应

用案例，并附详细的解决方案。

惠普喷墨一体机

故障 1：一体机在安装软件之后，

软件扫描、复印等功能正常，但执行打

印命令时右下角出现打印小图标后，打

印作业自动消失，打印命令无法发出。

分析：出现这种故障，首先检查用

户的系统中是否安装了针式票据打印机

的驱动，如爱普生的某些针式打印机安

装了驱动之后，并且用过这款驱动打印

票据等内容，就会导致惠普一体机驱动

不能实现打印。这属于软件安装上的冲

突。

解决方法：用户必须先卸载爱普生

的针打驱动程序，卸载后，测试一体机

是否能打印。如果还不能打印，则先卸

载一体机软件重新安装。如果用户使用

的一体机是 usb 接口，那么在卸载时注

意先拔断 usb 线，然后从“开始”“程

序”中找到惠普相关的一体机的卸载程

序进行卸载。在 usb 一体机的安装时需

要注意，在安装前不要连线，等软件提

示重新启动的时候，再连接 usb 线。如

果问题在卸载爱普生票据针式打印机后

解决了，则可以继续使用。反过来，如

果用户需要使用爱普生针式打印机，则

需要卸载惠普一体机的驱动程序。

故障 2：扫描 / 复印有条纹或模糊

解决方法：对应位置的扫描玻璃盖

板内侧沾有油污或灰尘，拆开玻璃盖板

做清洁，在拆装时注意，玻璃属于易碎

品。通过对玻璃和扫描器的清洁后，重

新安装，复印一张查看效果。

故障 3：单页 / 隔页的传真无法收

发

解决方法：惠普 oj6110 一体机与

另一端的传真机存在产品兼容性或线路

问题，建议客户更换线路或更换其中一

台传真机。

故障 4：扫描头在原位异响，无法

完成初始化。

解决方法：可能是扫描组件积尘和

老化 ; 清洁 / 硬件对扫描玻璃盖板内侧

基准白和基准黑，以及扫描灯管、反射

镜条作清洁，未解决则更换。

故障 5：不认 816/817 墨盒，却认

27/28 号墨盒

解决方法：因为惠普 psc1118/

1218 是为国内客户专门定制生产的，

正常情况下只能识别 816/817 墨盒，但

因其 firmware 的刷新错误，可能导致此

问题设置 / 硬件执行 nvram reset 操作。

开机后，4 个小绿灯循环闪烁时，同时

按住“开关”和“纸张类型”键，直到

自动关机，片刻后再开机 ( 一般需 2 次 )，

如果仍未解决，对机器进行更换。

故障 6：惠普 psc1118/1218 存在

笔架左右撞击声或扫描头返回原位时有

振动噪音

解决方法：因 2 款产品采用的

dj33xx 系列机芯，笔架定位过程中经常

产生左右端的撞击声，属于正常情况。

因 2 款机器定位低端并采用 cis 接触式

灯管的扫描结构，其扫描头在回程过程

中不需保证精度而加速返回，同时因为

单一固定导轨装置，会导致一定程度的

噪音产生，不必更换。

故障７：扫描 / 复印某些稿件时有

横向条纹

解决方法：其余稿件正常因定位低

端，扫描精度所限，其扫描某些单一底

色的稿件时，可能出现此现象产品设计

建议客户改脱机复印为先联机扫描，然

后再打印，并在打印的纸张类型设置中

选择“照片打印”，不必整体更换。

故障８：开机后，检测纸张和检测

墨盒２个指示灯不停闪烁

解决方法：当笔架移动过程中遇到

异常阻力，如右侧服务站左边的塑料上

纸离合器档片尖端断裂、异物阻挡、皮

带过松或过紧等，均可能导致此类报错

调整 / 硬件检查是否因为服务站部件脱

落阻挡笔架移动，把其装回原位。或通

过皮带一端的紧固螺钉调整皮带的松紧

度到合适程度，如故障依旧或离合器档

片断裂则申请整机更换。

故障９：开机后，所有的指示灯一

齐闪烁 ; 有的还伴有断续性不加电的故

障

解决方法：此类报错表示打印机遇

到“致命性的故障”。调整 / 硬件重新

开机或者把控制面板贴纸撕下来重新贴

好再加电开机。如故障依旧，则申请整

机交换。

故障 10：惠普 j4110 扫描 / 复印全

绿、黄、黑等扫描组件故障

解决方法：硬件申请整机更换打印

不上纸或有时不上纸、打印歪斜等上纸

离合器档片断裂、未复位，搓纸轮脏、

齿轮等上纸机构故障硬件检查搓纸轮、

位于服务站左边的离合器挡片状态和位

置、取卡纸后盖等，如经清洁调整无效

则申请更换液晶屏显示 "cycle power"/

不上电机器本身的电源模块部分出现故

障硬件确认故障，申请更换液晶屏出现

"carriage jam" 笔架移动受阻报错，可

能因取卡纸不当、笔架被出纸弹爪卡住、

笔架被上纸离合器挡片卡住等调整 / 硬惠普喷墨一体机


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解读爱普生 L 系列恒压墨仓Interpretation of Epson L-Series Ink Tank Constant Pressure

“低价售机，高价卖墨”一直是办

公市场的一个“潜规则”，也是一个办

公市场的主要盈利点。改装连供，打破

了这种潜规则，使低成本打印成为一种

可能。但连供墨压不稳、频繁堵头、搬

运不变、售后不保修等诸多问题让用户

越来越头痛。在此，爱普生率先推出首

款连供墨仓式打印机 L101/L201，是“挥

刀自宫”还是“练成神功”？

连供系统工作原理

目前的连供系统大都应用了虹吸原

理，在 2 个装有液体并由虹吸管连接起

来的容器中，液体总是从压强高的容器

中流入到压强低的容器中。喷墨打印机

的墨盒会源源不断地向喷头输送墨水，

在输送墨水的同时，墨盒内的压力也在

下降，需要吸入同等容量空气来维持压

力平衡，连供系统把从墨盒通气孔补充

进的空气换成了墨水，补充进内墨盒中

的墨水是由外置的大容量墨盒通过软管

来输送的，外置墨盒可以自主补充墨水，

这样就可以保证打印机内的墨盒始终有

足够的墨水供给打印喷头。

连供系统面临问题

1. 墨水的问题

连供系统的外置墨盒一般都带有注

墨孔以方便补充墨水，另外还有一个透

气孔，以维持容器内外的压力平衡。这

样空气中的粉尘大量进入墨盒，并最终

会堵塞打印喷头。再加上目前改装连供

所使用的墨水，由于生产厂家环境、技

术大多不过关，生产出来的墨水存在一

定的问题，这也是连供喷头经常堵塞、

打印质量不高等诸多的原因。

2. 控制墨水液面高度

对于外置墨盒来说，控制墨水液

面高度是一个非常重要的问题。墨水液

面高度过高会导致外墨盒压力过大而使

墨水流进打印机中的废墨仓里白白浪费

掉，而墨水液面过低则会使内墨盒的墨

水通过管线向外墨盒回流，从而导致空

气从打印喷头进入内墨盒中，使墨盒内

产生微小的气泡，而这些微小气泡会造

成打印断线的现象。

爱普生墨仓式打印机 L101/L201

爱普生的墨仓式打印机 L101/L201

为保证打印质量与墨水洁净等诸多问

题，采取了突破性的一体化设计。首先，

采用了恒压墨仓结构，实现了精准控制

供墨压力，确保持续稳定的供应。有了

恒压墨仓，用户无需自行调节墨仓高度，

即可实现打印输出的畅通无阻，打印流

畅。

1. 一体化设计

爱普生墨仓式打印机 L101/L201 是

一体化设计，针对打印量大的商务用户

需求，方便用户随时添加各色墨水，

L101/L201 将墨仓的设计放在机身外

侧。为保证墨仓内的墨水处于洁净的环

境，L101/L201 的墨仓采用准密封隔光

设计，通过 4 根高分子聚酯材料制作的

导管将墨仓与打印头连接，从而将外界

空气与墨水隔绝，使墨水源源不断流向

打印头，大大减少了因污染物而造成的

堵头现象。

2. 搬运更加方便

爱普生墨仓式打印机 L101/L201 搬

运更加方便。由于改装连供机的墨仓在

机身外，如果固定不好，搬动设备时，

可能会出现墨水溢洒的现象。为此，

L101/L201 的一体化设计是墨仓与机身

完美的整合，这样就避免了运输过程中

的风险。L101/L201 专门配置了运输锁，

只需要简单旋转运输锁，即可防止墨水

泄漏。

相比于其他的办公厂商对连供的

“围追堵截”，爱普生产品改革大刀挥

向供墨系统，看似“挥刀自宫”实则“练

成神功”，尽显产品的魄力和前瞻眼光。

现今，激光打印机步步紧逼，爱普生喷

墨打印机顺势而为，充分发挥喷墨打印

机的低成本优势，从根本上解决了连供

系统墨仓压力的难题，将连供系统做到

极致，在打印办公界占尽先机。

件断电，使笔架复位到最左端或最右端，

然后开机重新初始化，如未解决则更换。

故障 11：惠普 psc1118/1218/

oj4110 不上电

解决方法：机器本身的电源模块

部分出现故障硬件确认故障，申请更换

服务站密封胶帽、弹簧等部件脱落因打

印机芯部分机构的简化，这些部件遇到

笔架撞击后，比较容易脱落。调整 / 硬

件可以把脱落部件装回即可条状光栅一

端。

故障 12：供纸轮左端盘状光栅从

传感器凹槽中跳出，伴有马达噪音

解决方法：有可能缘于振动或装配

过程中的失误等原因调整 / 硬件拆开机

器，把盘状光栅复位，如有严重变形，

则申请更换上导纸器。钢轮脱落通常是

因为客户取卡纸操作不当，用力过猛所

致硬件不享受保修，进行保外处理打印

A4 幅面稿件时，会剩余 1-2cm 部分不

能吐出来纸张尺寸设置不对、弹纸机构

失灵等调整 / 硬件脱机打印测试排除软

件设置因素，如故障依旧则更换。

故障 13：惠普 psc750 液晶屏报错

"scanner failure"，无法通过初始化扫描。

解决方法：出现这种故障主要是因

为组件积尘和老化，部分到货备件也出

现此类问题硬件对扫描组件和玻璃盖板

内侧进行清洁或整机更换。

故障 14：HP j6110 液晶屏报错

"media mismatch"，无法打印。

解决方法：打印机的默认纸张尺寸

设置错误，软件设置根据一体机技术文

档，开机状态先同时按 * #，然后顺序

按 124，按左箭头找到 "report manu" 项，

确定后再按左箭头找到 "media sense

cal" 项，按输入确认同时纸盒中至少放

一张 A4 白纸即可。


RECHARGEasia

108

COMPANY CLOSE-UP / 企业近况透视


北京彩韵数码科技有限公司是一家

专业从事数码平板喷绘机研发、生产和

销售的高新技术企业。于 2007 年 3 月

开始陆续研发出特种应用的数码平板喷

绘机及彩韵 UV 数码平板喷绘机，现已

成为中国最具规模和专业性的 UV/ 非

UV 平板喷绘机制造商之一。彩韵既有

自己的专业技术创新队伍，同时与国内

外各科研机构合作并引进国内外先进技

术及喷墨理念。成功独创墨滴像素精确

定位系统，并获得国家专利。短短的几

年来先后推出多款 UV 平板喷绘机，在

广告装饰、艺术玻璃等行业有许多开创

性的应用，取得了不俗的销售业绩。

2011 年北京彩韵有两款新品作为

公司的主打产品，一款是平板喷绘机

（型号为 UV-2030C），打印幅面为

2M×3M，从外形尺寸、包装、硬件改

造、人性化使用上都有很大程度的改造。

另一款则是较小型的设备，打印幅面为

1.2M×0.9M，为高端客户提供个性化

打印的服务，精度在 0.01 毫米误差以内，

这两款设备都受到市场的欢迎。

彩韵产品的创新点：

1．精确位置打印

彩韵产品特色可以在同一位置上精

确打印，这个技术称为墨点自动搜寻技

术。这个技术可以保证机器即使因长期

运转而受到机械硬件损耗的情况下，墨

点的打印位置仍不会丢失和错位。经过

长期运转后，机器虽有磨损的可能，但

是喷绘的质量不会降低。这项技术目前

是彩韵的独有技术，其他品牌的喷绘机

尚未能达到这点。

2. 全尺寸的吸附平台

一般情况，吸附面积会比打印面积

略小一些。彩韵的产品可以做到打印多

大面积，就能吸附多大面积。这点可以

保证每块材料的每个位置都吸得很牢，

这就对材料起到了一个很好的保护作

用，可以大大减少废品率。即使在高功

率 UV 灯的情况下，也不会造成材料的

热变形，从而保护客户的打印喷头避免

受到异常伤害。称为全尺寸的吸附平台。

彩韵对行业的发展起到引领

现在的数码印刷技术大多数都停

留在小批量生产的阶段，离大批量工业

化生产的需要还有一些差距。彩韵作为

知名企业会努力做出榜样引领行业的发

展。

1. 引导客户

现在有许多用户想使用数码印刷

技术取代传统的印刷技术。现状是很多

用户都不太了解哪种喷墨技术更适合他

们，比如 EPSON 喷头的机器有何特点，

KONICA 喷头及 SPECTRA 喷头 UV 平

板机有何特点，非 UV 平板机有何特点，

要根据实际情况做好投资，帮助客户分

析市场，避免新用户因盲目进入数码印

刷领域时造成的投资失误。

2. 提供数码打印解决方案

这点对数码印刷技术的健康发展

非常重要。平板喷绘以其环保的优势逐

渐取代丝网印刷在印刷中的地位。而且

平板喷绘更适合个性化、小批量的印刷

模式，这种模式目前在全球范围正渐渐

形成一种潮流。同时努力让这个行业能

为各个行业带来更好的数码打印解决方

案。

3. 与同行共创业绩

中国的数码印刷技术大多数都停留

在小批量生产的阶段，离大批量工业化

生产的需要还有一些差距。这期间还有

大量的工作要完成，彩韵和业内同仁一

道，再用十年左右的时间，把数码技术

再提高一个层次。把彩韵的产品做精做

细，人性化方面也会有更好的改进，为

用户带来更好的机械自动化体验，为各

行业更环保的发展献出一份力量。

更适合个性化、小批量印刷模式的小型 UV平板喷绘机

北京彩韵喷绘技术独领风骚

CET 推出 Canon iR2520 及 KYOCERA TASKalfa180兼容配件及耗材

近期，CET 推出适用于 CANON iR2520/iR2525/iR2530/

iR2535/iR2545 系列的兼容配件和耗材，包括定影膜、下辊、

长寿命鼓、搓纸轮、卡匣等。其中适用于 iR2520/2525/2530

及 iR2535/2545 的兼容卡匣采用日本碳粉，并且此卡匣设计

已经申请专利。

同时还推出适用于 KYOCERA TASKalfa

180/181/220/221 系列的兼容配件和耗材，包括上辊、下辊、

转印辊、搓纸轮、轴套、卡匣等。其中卡匣采用日本碳粉，

卡匣设计也有别于 OEM。了解更多新产品信息，请登录 www.chinaeternal.com 或咨询 CET

的客户经理。

Beijing CaiYun Color InkJet Dominates Inkjet Technology

CET Releases Compatibles Spare parts and Consumables for Canon iR2520 and KYOCERA TASKalfa180


RECHARGE asia

109

COMPANY CLOSE-UP / 企业近况透视


资兴市和顺科技印材创建于 2002

年，坐落于资兴市经济开发区，是研发

生产销售基于一体的打印耗材厂家。和

顺科技印材公司不但拥有现代化厂房，

而且还有一支专业研发及售后服务团

队，公司以树立“和顺”品牌为信念，

竭诚为广大客户打造优质产品。

和顺科技印材公司定位于为用户提供可达到原装质量的兼容耗材产品。主

力科研兼生产与惠普，三星，佳能，爱

普生，兄弟，联想，利盟，京瓷，施乐

等品牌打印机高度兼容的全系列成像卡

盒以及其相关耗材产品。和顺科技印材

公司技术团队一直致力研发和高科技设

备生产可替代原装耗材的兼容产品，先

已向市场推出多款优质价廉产品，赢得

了市场的广泛认可和客户的口碑。未来

和顺科技印材公司愿与各经销商寻求多

领域的合作，牵手共同发展，再创辉煌。

更多信息，欢迎浏览企业官方网站：

www.zxheshun.com

和顺科技谋求发展突破Heshun Company Makes Progress in Consumbles Industry

Print Rite Releases Smart Jump VP Patented Technologies

日前，全球最大通用耗材制造商天

威 (Print-rite) 宣布：天威在应用于跳动

式显影打印机的通用耗材研发上获得重

大突破——全新研发成功的显影打印系

统输出技术 Smart JumpVP，全球首开

接触式显影粉盒在跳动式显影打印机的

应用之路，并成功突围跳动式显影技术

专利群，有效提升应用产品的页产量及

打印品质，具有广泛的应用范围和很高

的市场价值，有望开启通用耗材品类拓

展的新时期。

据了解，激光打印机有两种主流显

影模式：跳动式显影和接触式显影。前

者以惠普、佳能为代表，后者以利盟、

三星、兄弟为代表。接触式显影由于历

时悠久，已无专利保护。而跳动式显影

专利由佳能独有，除惠普外并未授权更

多打印机厂商使用。佳能、惠普两大品

牌占据激光打印机市场 60% 以上市场

份额，由于跳动式显影技术专利的立体

保护，其全新通用耗材市场一度成为通

用耗材厂商可见不可吃的市场蛋糕。

Smart JumpVP 技术，通过天威自

有的专利转换系统使得接触式显影碳粉

盒可以应用在跳跃式显影打印机上，突

围了原装打印机以跳动式显影技术为核

心的专利阵，使得全新通用耗材进入跳

动式显影打印机市场成为可能，而且市

场前景巨大。

目前，天威已应用 Smart JumpVP

技术成功研发出适用于 HP 打印机的多

款产品，试验及检测证明：应用此技术

的产品，页产量远胜于原装及其它兼容

产品，单页打印成本具有绝对竞争优势 ;

打印品质媲美原装，定影牢固，无底灰，

低覆盖率条件下表现优越 ; 由于此技术

应用下碳粉转印率高，废粉量极少，使

多款产品皆具有环境友好性。

由于首批产品试验及检测结果数

据体现的打印品质优势，皆有 Smart

JumpVP 技术的多个关键技术点特性所

支撑，所以对应用产品量产后的性能稳

定和品质一致，天威表示“充满信心”。

天威研发负责人苏健强表示，天威将会

继续检测及研究 Smart JumpVP 技术的

稳定性与应用性，计划于 2011 年 11 月

至 12 月间正式推出系列应用产品。

6 年前，天威曾在喷墨耗材技术领

域获得突破，以颠覆性结构为特色的“86T

墨盒装置”夺得国家专利最高奖——中

国专利金奖，也是中国耗材业迄今为止

唯一的中国专利金奖 ;6 年磨一剑，天

威是否会努力争取叫好又叫座的 Smart

JumpVP 技术问鼎中国专利金奖呢 ?

天威控股有限公司董事长贺良梅接

受记者采访时，笑答：“当然可以有这

样的尝试。但是获不获奖不是最重要的，

重要的是天威继续坚持走自主创新的道

路，继续坚持知识产权战略，我想，市

场是奖杯，同事们的信心是奖杯，为中

国打印耗材产业发展尽绵薄之力、推动

通用耗材品类发展及壮大更是对天威、

对这一技术赋予的最好的奖杯。”

突破专利壁垒天威发布 Smart JumpVP 新技术

▲新技术介绍

▲新技术

www.rechargeasia.com110

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CHINA CORNER / 中文快讯

为节约成本多家耗材公司向靠近

产业链迁徙

鸿盛数码发布“JETALL”水性万能颜料墨水产品

Cost-Conscious Consumables Companies Move to Remanufacturing Hub

Hongsheng Digital Releases "JETALL:" Universal Water-based Pigment Ink

Meg Whitman Appointed CEO of Hewlett-Packard

随着珠三角地区的打印耗材产业的完善，

近期多家公司为节约运营成本，更好地靠近产

业链，实现产品的配套，纷纷搬迁到珠海及周

边地区。比如，深圳鹏博搬迁到珠海，北京天

嘉图腾从北京移到珠海，湛江惠能移师东莞等

都印证了这一行业现象。造成这一行业动态的

另一原因是人民币对美元的升值，造成出口成

本上升，许多外向型出口企业迫于成本压力，

希望通过靠近产业链，来减少和节约运输和沟

通成本，进而以更好地发展企业。

鸿盛发布了“JETALL”水性万能颜料墨水，以其水性环保，呵护喷头的

特性，及可打印任何介质的能力，受到了喷墨人的欢迎。

鸿盛颜料墨水特点：

产品应用：适用于铜版纸、PVC、胶片、墙纸、塑料等非吸收介质（无

吸收涂层）的打印。耐光、防水、不退色。

适用机型：应用于 EPSON 喷头微压电喷墨打印机，MUTOH\ROLAND\

MIMAKI 等各类机型。

应用流程：采用预加热介质到 40 度左右即可打印多种介质。

色相：C、M、Y、K、LC、LM、LK、LLK、VM

包装及保存：500ml，1kg，5kg，20kg 包装；密闭，避光，放置在 5-25

摄氏度的环境。保质期一年。

注意事项：不能和普通水性颜料墨水混用。

梅格 • 惠特曼被惠普任命为首席执行官

原惠普首席执行官利奥·阿普特克 (Leo Apotheker，中

文名：李艾科 ) 被免职，前甲骨文总裁雷·莱恩 (Ray Lane)

接任执行董事长，前 eBay 首席执行官梅格·惠特曼 (Meg

Whitman) 被任命为首席执行官。惠特曼是惠普最近 12 年里

的第七任首席执行官。惠普董事会一直以来都备受批评，此外，

惠普不断弱化的表现以及持续下跌的股价一直遭外界诽议。

惠特曼是否能够使惠普转危为安 ?

惠普曾经是一家高度创新的公司。如，惠普为我们带来

一个多彩的世界。以前所有的办公室打印都是黑白的，但是

惠普推出低价喷墨打印机改变了这种局面。惠普使台式打印

系统变得多彩，对办公室和家庭打印起到重要作用，此外还

推出了具备扫描传真功能的多合一整合设备。

如今的惠普面临巨大的困难，但是很多怀疑者认为惠特

曼并不适合这份工作。惠特曼掌管下的惠普下一步将何去何

从 ? 如果惠普保持加大对现有市场业务的投入，削减成本，

同时寻找竞争的空白处。

惠特曼应该从阿普特克和巴茨的经历中吸取教训。后两

者在接掌一家处于困境中的企业时，过于注重自己以往的成

就。他们在为企业执行新计划的时候，回顾自己以往成功的

方程式——那些曾经为他们带来成功的措施。不幸的是，由

于市场转变，过去成功的措施甚少能在未来凑效。他们两人

犯的错误在于过分专注于以往，没有对市场调整投入足够的

资金，并且没有充分利用市场趋势来引导企业的未来方向。

如果惠普要像苹果一样在失败边缘实现戏剧性转变，惠

特曼应该对惠普未来的市场方向进行重新定位。能识别出市

场变化的节点——就像史蒂夫·乔布斯 (Steve Jobs) 在苹果

任职期间，意识到一旦 WiFi 服务的渗透率达到 50%，向移动

性发展的趋势将突然增速。惠特曼还应该推动惠普开发出能

够利用市场变化趋势的解决方案。

惠特曼将采取快速措施：

1. 制定对未来的设想，帮助惠普明确方向。这种设想不

一定要是 2020 年惠普发展状况的假想，但一定是对大趋势的

认定，可以引导惠普的产品和市场未来开发方向。全球化 ( 如

IBM 的“智慧地球”) 或者移动产品的新方向——但是惠普必

须超越那些明显的趋势，挖掘出只有靠惠普这种级别的公司

拥有的资源才能寻找到的机遇。惠普非常需要找出未来市场

的发展方向。该公司需要为新兴的趋势开发新的解决方案。

2. 惠普必须决定自己未来竞争的方式。惠普将填补怎样

的市场空缺——就像苹果在移动领域的作为 ? 哪些是未得到

满足的需求 ? 惠普将如何满足这些需求 ? 苹果和亚马逊现在

都是硬件领域的领头羊，而谷歌和 Facebook 是软件市场的

新兴巨人。这些企业每天向网络用户提供多项新功能来改善

用户体验，提升他们的工作效率。惠普必须寻找竞争的方式，

但不需要是与现有领导企业进行面对面的竞争，因为他们拥

有更多的市场知识、广阔的资源和深入的产品开发计划。

3. 惠普需要大幅增加新产品开发的投资。惠普过去在创

新方面的投入一直较为缺乏，同时该公司的等级结构需要进

行调整。惠普需要设立“空白领域”项目从而在市场趋势当

中挖掘出商机，这样才能快速开发新的解决方案并将其带到

市场——不管惠普的历史优势如何。惠普需要将资源快速地

从支持老化和发展受到挑战的历史产品线转向拥有较好发展

前景的新机遇。

RECHARGEasia • NOVEMBER 2011 •www.rechargeasia.com 111

RECHARGE asiaCHINA CORNER / 中文快讯

数码印刷将在下一个 5 年内增长 44%

Digital Printing Expected to Grow 44% in Five YearsBeijing Institute of Graphic Wins Eleven Technology Innovation Awards

Heidelberg Pr inter Manufacturers Expand China Production Scale

近日，德国印刷研究所（Fogra）举办了“数码印刷PK胶印”

研讨会，200 多名与会者借此机会了解和交流有关挑战与机遇

的信息以及涉足数码印刷会带来什么困难。印刷企业不仅要知

道哪些技术适合用在何处，而且在投资前需要开发一种将数码

印刷融入现有生产过程并考虑客户需求的商业模式。在商业模

式方面没有理想之路，每个企业主必须找到独自要走的路。慕

尼黑 GC 咨询公司在研讨会上指出，对企业而言，重要的是了

解目前印刷工业处于什么样的状态。

业务范围考察为投资前提

预计数码印刷将在下一个 5 年内增长 44%，由于电子媒

体竞争，印刷行业前景不太妙，但是企业草率涉足风险较大，

必须考虑业务范围，并在整合中准备好经营策略。

慕尼黑 GC 咨询公司经理认为，在这方面没有理想之路，

只有在胶印和数码印刷之间的 PK 状态中走迂回之路。企业需

要找到独特的营销功能和独特的卖点，并掌握经营才能，除此

之外别无选择。

数码印刷成衰退时期突破口

德国印刷工业的经济复苏尚未到来，预计 2015 年德国的

印刷企业将由现在的 1 万家减少到 7000 家。未来，印刷行业

将会与以前有所不同，特别是数码印刷。10 年前，业内还预

测 2011 年胶印将在整个印刷总量中占 50% 的份额，数码印

刷占 24% 的市场份额。但是，据伊金达（Iginda）公司的市

场调查显示，目前胶印实际所占份额为 49.4%，数码印刷的市

场份额实际上只有 9.4%。可见，所有的预测都与实际不符。

据德国印刷媒体协会（BVDM）的年度报告显示，2009

年，德国的印刷服务价格比 2008 年下降了 1.8%；派诺国际

有限公司（Pira）称，到 2015 年德国印刷总量将继续下降 8%。

根据实际经济情况判断，印刷工业的经济复苏尚未到来，发展

速度或将放慢。谁不想被淘汰，就必须从竞争中脱颖而出。

印刷企业如何适应这种情况？有利的是，预计 2015 年印

刷工业将以总额 240 亿欧元成为重要的市场，尽管印刷行业

将会与以前有所不同。特别是表现在数码印刷领域，由于客户

方面恢复广告支出，它将获得井喷式增长。

数码印刷增长的潜力

数码印刷系统需求增长的其他原因是，小批量的市场营销

广告材料，如小册子和传单等以及直销的增长潜能、单本或少

量的相册和手册或整合成静态中的动态内容。企业的业务身份

变得越来越重要，他们或将使用银行对账单作为营销手段，这

些同样是推动数码印刷增长的原因。

无疑，数码印刷在印刷业具有远大的发展前途，特别是喷

墨印刷技术。

海德堡印机制造商扩大在华生产规模

近期，海德堡印刷机械股份公司在上海青浦举办厂房扩

建工程竣工仪式，公司厂房面积从原先的 3.3 万平方米扩大

到 11 万平方米。

2006 年海德堡公司在上海青浦区设厂生产，5 年中海

德堡公司将其中国工厂的规模扩大了 8 倍。海德堡公司是唯

一一个在中国直接投资并成功建厂的国外印刷设备供应商。

自海德堡公司在中国建厂生产印刷设备以来，为中国客

户提供全系列单张纸胶印机。如今在中国销售的印刷机中，

有 1/3 是在中国当地工厂生产的。海德堡集团总裁本哈特·施

海尔表示，中国市场的发展充满活力，将来还会以中国为中心，

向其他亚太地区出口印刷机械产品。

北京印刷学院 11 项科研成果获科技创新奖

近日，全国印刷行业百佳科技创新成果评选结果发布，

北京印刷学院可变信息数码喷墨印刷控制系统、数字模切机

技术、RFID 标签天线印制导电油墨、免化学处理 CTP 版材、

环保型微乳液水性喷墨打印用墨水、纳米二氧化硅改性聚乙

烯 ( 聚丙烯 ) 软包装材料、印刷机虚拟维护及故障诊断系统、

递纸凸轮设计技术、分度机构设计技术、高速平版印刷机动

态测试技术及应用、近代印刷机复原技术等 11 项科研成果荣

获全国印刷行业百佳科技创新成果奖。

据悉，经评审，此次全国印刷行业百佳科技创新成果奖

其中，数字化印刷技术 17 项、包装印刷 5 项、网印技术 7 项、

印刷设备 39 项、印刷器材 17 项、印刷信息化技术 6 项、印

刷新技术新工艺 11 项。这些成果覆盖印刷及相关领域，基本

上能反映当前我国印刷行业自主创新的最新水平和成果。


RECHARGEasia


如果你是喜欢搞设计创作，脑子里有用不完的新想法，

并且致力于将构思付诸实践的人，有一台 3D 打印机在手边

那确实是十分的方便。近日 Roland DG Corporation ( 罗兰 )

公司就发布了一款适合打印“创意”的 USB 接口 3D 打印机

iModela，iModela iM-01 可以用 USB 连到电脑打印，其打

印“墨粉”是由塑料、蜡、软木和泡沫材料制成的，而且可

以支持多种颜色打印。当然，在打印前，用户需要借助配套

软件先设计一下自己想要打印的东西。

可打玩具的袖珍 3D 打印机（图片来源网络）

与传统“大块头”打印机不同，这款 iModela iM-01 却

算得上是一款袖珍的产品。据国外媒体的说法，它甚至适合

放在台式机箱顶或者笔记本顶盖上当装饰。目前其主要用途

是制作玩具。

iModela iM-01 预定于 11 月 9 日在日本出售，其售价达

到了 78750 日元（约合人民币 6523 元）

2011 年 10 月 13 日，全球最大的通用打印耗材制造商

天威对外宣布：天威旗下珠海思美亚碳粉有限公司总计投资

2000 多万美元，十月扩产成功，年产能达 7000 吨，成为国

内规模、产能最大的碳粉生产基地。

思美亚公司一直是国内少有的专业化、多门类的碳粉生

产基地，拥有国内领先的全自动碳粉生产线，及一流的品质

管理系统，此次通过扩产不单只引进国际最先进的气流粉碎

机等优良设备更集合国际顶尖碳粉研究专家及不同的行业专

家负责产品开发及管理，使得思美亚产品品质更上一筹、产

能成倍增长，有足够实力满足国内耗材业对优质碳粉的市场

需求。

思美亚是天威核心碳粉研发生产基地，此次成为国内规

模最大、产能最高的碳粉生产基地，使得天威在激光耗材领

域更具话语权。据悉，目前，天威是全球唯一家能生产供应

激光耗材六大关键零部件“感光鼓、碳粉、显影辊、充电辊、

清洁刮刀、出粉刀”的通用耗材生产商。

思美亚产品在 ISO9001 质量管理体系、ISO14001 环境

管理体系、QC080000 产品安全体系三大体系的护航下生产，

高品质、环保成为产品的竞争优势；产品品种多、全，基本

能覆盖现在市面上激光打印机的产品类型；产品开发速度快，

市场推出及时，近几年来碳粉市场需求呈几何性增长，思美

亚扩产后年产能达 7000 吨，能更好地满足市场增长的需求。

全新袖珍 iModela 3D 打印机可打玩具

中国最大碳粉生产基地思美亚公司十月扩产

New Pocket-sized iModela 3D Printer Prints Toys China's Largest Toner Production Base "SiMeiYia" to Expand Production in October

CHINA CORNER / 中文快讯


RECHARGE asia

金秋十月，正当全球经济遭遇重大考验的时期，2011 广

交会，香港电子展，珠海打印耗材展览如期举行。与去年同

期展览相比，今年的外国观众同往年相比有所锐减，展会期

间参展商举办的活动也有所减少，部分观众表示与预期有所

落差。

本次举办的珠海打印耗材展为期三天，在此期间召开开

幕式以外，还同期举办了第二届全球耗材行业联合大会，以

及耗材工厂访问，新技术发布等活动。另外，由珠海天威飞

马打印耗材企业牵头所主办的打印耗材创新设计与专利大赛，

也在此次展会当中决出优胜名次，并举办了颁奖活动。珠海

赛纳公司举行打印机新品的发布大会，受到行业的关注。

亚洲再生业杂志全程参与了此次珠三角地区的行业展览

活动，并借助此次珠三角的展会活动，发布了 2012 年北京展

（2012 年 04 月），印尼展（2012 年 9 月 16 日，雅加达），

美国展（2012年12月）的详细信息，并启动了相应的宣传活动，

受到了影像耗材行业的广泛关注，成为 2012 年最受期待的三

个重要展览。

近日，天威，联合郑州工商部门展开一场打假维权行动，

成功查封一所涉嫌销售假冒天威产品的门店。

根据相关资料显示，目前在打印耗材市场上，假冒伪劣

产品占据三成以上的市场份额，这不仅严重扰乱了市场秩序，

还给消费者带来了经济和安全上的威胁。

9 月天威在郑州又掀起一场打假风暴。据悉，珠海天威

泛凌贸易有限公司委托广州大合知识产权代理公司对郑州市

金水区创新大厦内销卖假冒天威产品的现象进行调查。经过

调查发现，创新大厦 Z 区 304 的“智嘉科技有限公司”涉嫌

销售假冒天威墨水。

大合公司向郑州工商部门报案并得到受理，执法人员立

即赶往现场查获一批假冒天威墨水。该假冒产品上擅自使用

了商标权利人的注册商标“天威”及“PRINT-RITE”，而其

外包装装潢与天威墨水的外包装装潢基本相同，侵犯了商标

权利人及珠海天威泛凌贸易有限公司的有关权利。

截止 2011 年 3

月，天威累计申请自

主专利突破 1436 件，

占国内业界公开专利

数量的 50% 以上，稳

居全球通用耗材行业

首位。天威利用强大

的自主创新能力，不

断研发满足不同用户

需求的高性价比的耗

材产品，积极保护知

识产权，不仅增强消

费者对天威品牌的信

心，也增强了对通用

耗材行业的信心。

珠三角行业展览会如期举行天威在郑州掀起打假旋风Trade Exhibition Held as Scheduled Print Rite Initiates Effort to Fight Counterfeit Products

G&G Starts "Seed Drum" Program - Learning Through Personal Practice

近日，以健康为核心的 4G 标准打印耗材——格之格商用

专业版在全国范围内已大规模上市，为了推动更高品质更高

性价比的 4G 标准耗材的普及应用，格之格斥资数百万，全面

启动“种子鼓”体验计划，面向全国诚邀终端用户和经销商

客户亲身体验4G标准的格之格商用专业版“种子鼓”。据了解，

打印耗材 4G 标准，分别从“健康（Great Healthy）、优质（Great

Quality）、环保（Great Environment-friendly）、方便（Great

Facility）”四个方面，

保障消费者核心利益。

“‘ 种子鼓’ 体

验计划的核心是用户体

验，在终端用户方面，

通过派送格之格商用

专业版‘种子鼓’，培

育和发展终端用户，利

用体验和口碑营销扩

大 4G 标准耗材的普及

应用；而针对经销商客

户，凡认同格之格商用

专业版营销理念和发展

思路、有行业客户资源、

格之格开展“种子鼓”体验计划

ZHUJIANG CORNER / 珠江三角洲

有服务能力的经销商，也均可参与格之格商用专业版“种子鼓”

体验计划，得到丰富的“种子鼓”资源支持。”

格之格“种子鼓”体验计划，分为“两步走”同时实施。

用户可直接登录格之格商用专业版网站专题 www.seinete.

com.cn/gzg/sy，在线申请试用，也可拨打格之格商用专业

版客户体验专线 0756-8539126；同时，格之格还首次启动

了新浪微博营销，关注格之格企业微博（www.weibo.com/

gezhige），就可参与正在开展的“大转盘、砸金蛋”等系列

活动，不但有机会免费获取 4G 标准“种子鼓”，还有机会获

得苹果IPOD、30元充值卡等丰富奖品。此外，针对经销商客户，

格之格“领航 100”商用专业版专场推介会和大客户产品品

鉴会，正在全国紧密筹备和开展，会议现场也将发布丰厚的“种

子鼓”体验大礼。


RECHARGEasia



RECHARGE asia


RECHARGEasia



RECHARGE asia


RECHARGEasia



RECHARGE asia


RECHARGEasiaMONTHLY BUYER'S GUIDE

• RECHARGEasia • NOVEMBER 2011


RECHARGE asiaMONTHLY BUYER'S GUIDE


RECHARGEasiaMONTHLY BUYER'S GUIDE

• RECHARGEasia • NOVEMBER 2011

Recharge Asia Magazine November 2011

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