Recharge Asia Magazine October 2011

www.rechargeasia.com RECHARGEasia • OCTOBER 2011 •

RECHARGEasiaFEATURE ARTICLE

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Patent Ponderings关于专利的思考

ISO Sustainability Standard on Track for 2012ISO 可持续发展标准将在 2012 年正式实施

Corruption & Counterfeits in India印度市场的假冒伪劣耗材分析

盘点近 2 年耗材行业中的专利案件The China Consumables Industry's Patent Cases in Past 2 Years

SHOW TIME (AIF & RechargExpo 2011) 展会热点

无限收获尽在东南亚——2011 年中东 - 东南亚办公耗材展会胜利闭幕2011 RechargExpo Southeast Asia Draws to a Successful Close

An Interview with Future Graphics 采访 Future Graphics 公司

Managed Print Services on the Rise打印管理服务市场的增长

Counterfeit Cartridges Defined 仿冒伪劣耗材的定义

数码印刷：从成本概念转向价值概念Digital Printing: A Concept Shift of Cost & Value

喷墨印刷是真正意义上的无版可变印刷 Inkjet Print has a Real Meaning of Plateless Printing

Growth in Worldwide Hardcopy Peripherals Market Slows in Second Quarter Despite Strong Results in Emerging Markets尽管新市场增长强劲，第二季度全球硬拷贝外设市场增长依然放缓

Monochrome Single-function Laser Printer Revival - a Short-lived Affair黑白单功能激光打印机将有短暂的复兴

Harnessing Asia's Massive E-Commerce Growth Via Email & Social Media Marketing 电子邮件营销和社会媒体营销将带来亚洲电子商务市场大的飞跃

All-in-one and Other Laser Printer Sales Up as Overall Printer Volumes Fall因打印机整体销售下滑一体机和其他激光打印机销售下跌

Printed Page Volume to Reach 1.2 Trillion in the U.S. by 2015

美国印刷纸张量到 2015 年将达到 1.2 万亿单位

打印机厂商市场争夺战Battle for Market Share Among Printer Companies

云打印有望开启一片新蓝海Cloud Printing Opens a New Blue Ocean

Kyocera Sets New World Record for Durability in A4 Printing Equipment's Photoreceptor Drum京瓷公司 A4 幅面打印设备的感光鼓耐久性创造了新的世界纪录

HP Stakes New Territories in Traditional Printing and Beyond惠普在传统印刷领域寻求超越

Canon and Océ Launch Two New Production Systems佳能和奥西联合推出新的印刷产品系统

Heidelberg USA and Ricoh Roll out Digital Offering in the Americas海德堡和理光在美国联手开发数码影像产品

Konica Minolta Launches OPS Managed Print Services柯尼卡美能达推出 OPS 打印管理服务

HP's Strategic Announcements Signal Major Enterprise Focus惠普新的战略目标将聚焦于企业服务

耗材行业遭遇降价风潮Supplies Industry Suffers from Price Slashing

谁最实惠？喷打打印成本排行前 5 名Which is the Most Cost-Effective? InkJet Ranks Top 5

利盟携旗下多款打印新品强势出击市场Lexmark Releases New Products to Strengthen its Market Share

惠普致力创新拓展传统及新兴领域打印业务HP Committed to Innovation and Developing New Areas for Printing Business

目录 CONTENTS

FEATURE ARTICLES 专题文章

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MARKETING 市场动态

Message from the Publisher15

RECHARGEasia ISSUE 090 OCTOBER 2011

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亚洲再生业 2011 年 10 月总第 090 期

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By Ronelle Ingram

By Sanjeev Mahajan By Allen D. Westerfield

By Curt Keller

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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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Remanufacturing the Brother HL 2240/2270 Series Toner Cartridges（TN-420 & 450）兄弟 HL 2240/2270 型（TN-420 & 450）成像卡盒再生

浅析影响喷墨墨水使用的因素A Brief Analysis of Factors for Inkjet Ink Application

连供系统故障处理解析Analysis for CISS System Problem-Solving Solution

佳能在广东中山投１０亿元建新激光彩打基地Canon to Invest ¥10 Billion for Color Laser in Guandong Zhongshan

北京查获非法制售硒鼓黑窝点Illegally Produced and Sold Cartridges Seized in Beijing

惠普中国打印机市场份额被佳能局部超越HP China Pinter Market Share Taken and Partially Lead by Canon

珠海市灵鹰辉打印耗材有限公司乔迁新址Zhuahai LingYingHui Company Moves to New Address

富士施乐在华资源循环基地实现“零废弃”Xerox Fuji Accomplishes "Zero Waste" Recycling Station in China

赛纳科技激光打印机全球招商Saier Laser Printing's Global Recruiting

北京莱盛保定地区经销商技术交流会 Beijing Laser Conducts Dealers Technical Seminar in Baoding District

ZHUJIANG CORNER 珠江三角洲

格之格创新推出以健康为核心的 4G 标准打印耗材G&G Releases Innovative 4G Health Standard for Printer Consumables 天威在国内首创生物成像卡盒 Print Rite Creates First Bio-cartridge

富美合格旧硒鼓单日交易量再创新高Fumei Breaks Records for Daily Used Cartridge Trading

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

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

CHINA CORNER 中文快讯

By Mike Josiah

Katun® Corporation Introduces New Products for Katun® PerformanceTM

Katun® 公司推出 Katun® PerformanceTM 品牌新品系列

MSE Releases 40,000-Page Cartridge for 4015/4515 Printers (64X)MSE 公司发布适用于 4015/4515 型打印机的 4 万页卡盒

Pelikan Announces New Color Toner for SamsungPelikan 公司推出全新三星打印机彩色墨粉

ILG Releases DELL 3130cn OEM Alternative Color Cartridge SeriesILG 公司推出适用于戴尔 3130cn 型彩色成像卡盒

宝特龙推出新款兄弟兼容墨粉Baolongte Releases New Brother Laser Cartridge

NEW PRODUCTS EXPRESS 新品快讯

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Sinobase Group Invests in New FactorySinobase 公司设立新工厂

OCP Signs Distribution Contract with AKICI Inkjet Ve Laser TeknolojileriOCP 公司与 AKICI Inkjet Ve Laser Teknolojileri 网站销售平台签署销售协议

SoyPrint Enters Russia and Middle EastSoyPrint 公司拓展中东和俄罗斯市场

Future Graphics Named Exclusive Distributor of Kuroki Blades in AmericasFuture Graphics 公司任命 Kuroki Blades 为其美洲新代理

CET Introduces New Products to the Market

北京中恒宣布推出再生新品

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

Allen D. W

esterfield.

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 “Patent Ponderings” p16

Allen D. Westerfield. President of the ISCAllen joined the ISC in Dec. 2006 after his retirement from Lexmark International, where he held numerous executive positions in printer product marketing. Prior to joining Lexmark, Mr. Westerfield was employed by IBM. During his 15-year career with Lexmark, Mr. Westerfield held the position as Director of Product Marketing for both the Enterprise and Consumer Business Units. He also held the positions of Marketing Director U.S. and Director of Marketing Asia Pacific. In these positions Mr. Westerfield announced and evolved the OPTRA laser printer product Line, introduced Lexmark’s first color laser, Lexmark’s first inkjet printers and Lexmark’s first MFD’s. Mr. Westerfield was the planning manager for the introduction of IBM’s first desktop laser printer, the 4019. Mr. Westerfield also contributed to significant growth in Lexmark’s Asia Pacific Business from 2000 through 2004. Mr. Westerfield is a graduate of Brescia University and received an MBA from the University of Kentucky. He also graduated from the IBM Systems Research Institute. Mr. Westerfield is a frequent speaker and author on anti counterfeiting subjects.Read his article “Counterfeit Cartridges Defined” P38

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 “Corruption & Counterfeits in India” P24



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Curt Keller

Curt KellerCEO and founder of Benchmark EmailCurt Keller is CEO and founder of one of the world’s leading, Web-based email marketing services, Benchmark Email. While Benchmark’s client base ranges from work-at-home travel agents to large, multinational companies, Mr. Keller remains fiercely dedicated to addressing the email and online marketing challenges facing small and mid-sized businesses. A pioneer in the realm of permission-based marketing, Mr. Keller started Benchmark Email in early 2004 and quickly grew the Southern California-based company from a three-person operation to a major International player with services for people in India, China, South America, Germany and Japan. Benchmark currently remains a member of two of the industry’s most exclusive consortium, the Email Sender & Provider Coalition and Returnpath.net. A vocal advocate for good, industry-wide email marketing practices and standards, Mr. Keller is a regular blogger for Allbusiness.com and Imediaconnection.com.Read his article “Harnessing Asia’s Massive E-Commerce Growth Via Email & Social Media Marketing” p30

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 Brother HL 3040 Series Toner Cartridges and TN-210 Color Toner Cartridges” p52

www.rechargeasia.com RECHARGEasia • OCTOBER 2011 • 13

Mike Josiah





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Dear Recharge Asia Readers:

There has been a lot of talk about Apple CEO, Steve Jobs, and his legacy of creating not only the wildly successful iPhone, iPad, and iTunes, but an eco-system of transforming the world with design elegance and simple but intelligent solutions (millions apps and individually-tailored musical experiences) in these digital times. As Mr. Jobs’ vision radiates throughout the world with creative vibes, what is your vision, as your company's captain, to bring success in this increasingly competitive world? And what are the steps needed to bring your vision into reality? I would say that one solution is to equip yourself and your company with knowledge and talent.

Therefore, in another knowledge-rich issue, we are pleased to bring you top-notch information. Featured this month is industry knowledge of how to differentiate legitimate compatibles from counterfeit products. Be sure to equip yourselves with the following articles: “Corruption & Counterfeits in India” by Sanjeev Mahajan, p. 24; “Counterfeit Cartridges Defined” by Allen Westerfield, p. 38; and “Patent Ponderings” by Ronelle Ingram, p. 16. Other must-read articles include: Curt Keller’s “Harnessing Asia’s Massive E-Commerce Growth Via Email & Social Media”, p. 30; “Remanufacturing the Brother HL 2240/2270 Series Toner Cartridges (TN-420 & 450)” by Mike Josiah, p. 52; and finally, my “Interview with Future Graphics” in this month’s CEO on The Go column, p. 34.

Additionally, I would be remiss if I didn’t take a moment to say how great it was to see so many old friends and meet so many new ones last month at our RechargExpo Southeast Asia in Jakarta, Indonesia. Thank you all for making it such a great success! It was indeed wonderful to see so many of you actively engaged in new contacts for potential business opportunities in a country whose growth is viewed by many as another emerging dragon. RechargExpo Southeast Asia 2012 is set for September 13-15 next year.

Finally, our 2012 Asia Imaging Fair is also set for April 17-19, 2012 in Beijing, where we are pleased to once again team up with one of the world’s largest printing expos, “4nshows”. Be sure to mark your calendars now to participate in these events--and accomplish your growth vision for your company!

Best regards,

Ms. Sunny Sun Publisher

Message from the Publisher



Have you ever wondered why only original, OEM products that were purchased in the United States are legally allowed to be remanufactured and re-sold in the USA? There are three landmark U.S. court decisions that directly affect the compatible manufacturing industry in the United States and throughout the world: • Hewlett Packard v. Repeat-O-Type - 1997• Jazz Photo Corp. v. United States International Trade Commission - 2001• Omega S.A. v. Costco Wholesale Corp 2008 - Supreme Court appeal - 2010 I am not a lawyer. I do not fully understand all the technical and legal nuances that are included in the full written text of the majority and dissenting decisions of these cases. However, I will briefly try to explain, in layman’s terms, a bit of background of these three legal rulings. Each directly influences how the compatibles industry must conduct their business in the United States today. These cases have direct repercussions for all those that manufacture, distribute, wholesale, resell and even use laser and inkjet cartridges. “Hewlett-Packard v. Repeat-O-Type Stencil Mfg. Corp., Inc.” established that refilling patented cartridges was considered a legally allowable repair and not “illegal reconstruction”, which would violate US patent laws. This judicial ruling was originally established by the United States Supreme Court Case of Aro Mfg. Co. vs. Convertible Top Replacement Co. in 1961. The court ruled the Convertible Tops Replacement Co. was able to replace the canvas even though the convertible tops were patented. The judgment dealt with the original purchaser’s right to repair a product that had been purchased and used; without infringing on the patent rights. The court majority decision stated: “The decisions of this

Court requires the conclusion that reconstruction of a patented entity, comprised of unpatented elements, is limited to such a true reconstruction of the entity as to ‘in fact make a new article,’ after the entity, viewed as a whole, has become spent. In order to call the monopoly, conferred by the patent grant, into play for a second time, it must, indeed, be a second creation of the patented entity. …Mere replacement of individual unpatented parts, one at a time, whether of the same part repeatedly or different parts successively, is no more than the lawful right of the owner to repair his property. Measured by this test, the replacement of the fabric involved in this case must be characterized as permissible ‘repair,’ not ‘reconstruction.’” This same legal principle was extended to include that the right of anyone who purchased a laser or inkjet unit, has the right to repair it. In this case, the repair involved adding new toner or ink or other individual parts to the empty cartridge. “Jazz Photo Corp. v. United States International Trade Commission” is a 2001 case in which the United States Court of Appeals for the Federal Circuit clarified the law of repair and reconstruction. The original purchaser/owner of a patented item has the right to fix the item when it breaks, but does not have the right to essentially build a new item from the parts of an old one. Polytech Enterprise Limited acquired used disposable cameras which were manufactured by Fuji Photo Film Co., Ltd. and sold by Fuji to consumers. Fuji owned several patents on the technology used in the cameras. Polytech refurbished the cameras through a process which included fitting the camera with new film and, in some instances, with new flash batteries, repairing the camera case to exclude light following the film reloading operation, repackaging, and relabeling under the trademark of Jazz Photo Corp. The cameras were brought to China to be refurbished, and Jazz Photo then re-imported them into the United States for

www.rechargeasia.com

Patent PonderingsBy 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.



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retail sale. The United States Customs Service intercepted two shipments of these cameras, and sought to prevent their entry into the United States on the grounds that they infringed Fuji's patents. Jazz Photo objected, asserting that the patents were not infringed because, rather than building new cameras; which might use proprietary technology, Jazz Photo had simply purchased Fuji's own cameras and repaired them. The Federal Circuit Court of Appeals ruled against Jazz Photo Corporation. The Court ruled that the extinguishment of patent rights resulting from the first sale of a patented product did not apply when those first sales were made outside of the United States. If a spent cartridge was sold as an original, in a country other than the United States, the purchase of that spent cartridge, its refilling and the ultimate reselling of the camera in the United States constitutes patent infringement because the patentee never lost its patent rights. The Court held that only by selling a patented product in the United States does a party lose its patent rights in that product. The Jazz Photo case established a Federal Circuit Court of Appeals decision that substantially altered the landscape for remanufactured laser and inkjet cartridges. This decision changed the guidelines of permissible

remanufacturing and sale of refurbished cartridges in the United States. The Court clarified the line between “reconstruction” - building a new copy of a patented invention - and “permissible repair” within the United States. The U.S Federal Circuit Court of Appeals also determined that the burden of proving that the cartridges were first sold inside of the United States rests with the defendant. In other words, if a company is accused of infringement for selling refurbished spent cartridges, that defendant has the burden of proving that the patentee (i.e., the OEM) first sold its cartridges inside of the United States. The problem with this requirement, of course, is that it is often virtually impossible for those who purchase spent cartridges to know where those cartridges were first sold. That information is contained, if at all, in the records of the OEM that sold the cartridges in the first place. Contributing to the burden on those who purchase and refurbish said cartridges is the fact that it is common practice that the OEMs do not mark their cartridges in terms of country of origin. Sometimes they have a designation, which includes multiple countries. It is possible for a defendant to meet its burden of establishing that the cartridges were first sold in the United States by the use of circumstantial evidence. Including proving

Patent Ponderings ContinuedBy Ronelle Ingram



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the cartridges have markings designate they were prepared for sale in the United States and the cartridges were obtained in the United States. The OEM would then have the opportunity to prove that those cartridges were not sold in the United States. Many of the companies that refurbish spent cartridges are not located in the United States. They often obtain empty cartridges from sources throughout the world. Often the companies that provide spent cartridges to remanufacturers deal through third party brokers that obtain empty cartridges from all over the world. These cartridges are often intermixed and their point of original origin is impossible to establish. “Omega S.A. v. Costco Wholesale Corp” in December of 2010, was another ruling made that confused, but did not change, the Jazz decision. This United States Supreme Court case again addressed the issue of first-sale extinguishment of copyright rights. Many patent scholars expected that the US Supreme Court would over-turn the Ninth Circuit Court of Appeals Jazz Photo decision by affirming the overseas first sales of Omega watches did not extinguish Omega’s copyrights. The importation and resale of those watches by Costco constituted copyright infringement. The plaintiff, Omega SA, is a luxury watchmaker based in Switzerland that distributes its watches through authorized retailers. The Omega watches feature a copyrighted globe design on the back of the watch. The defendant, Costco, obtained the watches through the grey market. Omega sells the watches to authorized distributors. A third party would then buy the watches and sell them to the New York company ENE Limited who in turn sold the watches to Costco. Omega did not authorize the importation or resale in the United States. Omega sued for copyright infringement. Costco asserted that the first-sale doctrine precluded any infringement claims against them. The trial court ruled in favor of Costco. Omega appealed the verdict. The U.S. Ninth Circuit Appeals Court reversed the trial court. The court cited Ninth Circuit precedents that interpreted the first-sale doctrine as applying only to goods made in the United States. The court found its interpretation to be consistent with the Supreme Court case Quality King v. L’anza, which held that the first-sale doctrine was a defense to an infringement claim based on unauthorized importation of copyrighted materials made within the United States. The court noted that the first-sale doctrine only covered the resale of copies obtained lawfully, and declined to apply the Copyright Act extraterritorially and ascribe lawfulness to copies made outside of the United States. Because the Omega watches at issue were made outside of the United States, the court held that the first-sale doctrine could not act as a defense and that Costco was liable for infringing Omega’s importation rights. At the time of the presentation of Costco Wholesale Corp. v. Omega to the Supreme Court, there was a rather unfortunate turn

of events. The Supreme Court ruled in a four-to-four split decision. This was because the newly appointed Justice, Elena Kagan was not yet sworn onto the court at the time of the case’s presentation. The Supreme Court’s rules require, if there is a tie in voting, the previous ruling remains in force. Because of the tie vote, there was no published discussion on how and why the justices’ decisions were made. There are many academic discussions on the virtues and weaknesses of both US and international copyright and patent laws. During the oral argument, Justice Breyer was quoted as saying “...my guess is that the first-sale doctrine applies just as much to goods that come from abroad as to goods that are here at home.” The tie vote reveals that not all the judges shared this opinion. In the Jazz Photo case, the lack of a decision was in fact a decision to continue the isolationist status quo. The international world of commerce may be uniting; but the United States stands tall in protecting their patents from the world. The Jazz Photo decisions have been criticized by academics for their lack of solid legal foundations both from copyright and patent legislation and past court decisions. In the meantime, empty toner cartridges continue to be shipped around the world. International compatibles makers are often unaware of the United States’ first-sale doctrine or simply choose to ignore it. And ultimately, legal fees and court costs are ultimately added into the cost of each compatible cartridge sold in the USA.

Patent Ponderings ContinuedBy Ronelle Ingram



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ISO Sustainability Standard on Track for 2012The Intl. Organization for Standardization Technical Committee 130, Working Group 11 ISO (ISO TC130 WG11) is currently working on the development of ISO 16759, Graphic technology – Quantification and communication for calculating the carbon footprint of print media products. ISO TC130 WG 11 was created to develop a set of international standards that address the environmental impact of printed products. ISO 16759, being written for prepress, printers, print service providers, content publishers and other media companies, is on track for publication in 2012. NPES, The Association for Suppliers of Printing, Publishing and Converting Technologies, administers TC130 WG11 and coordinates the activities of the U.S.-based representatives. Actively involved in the development of this standard are experts from Australia, Belgium, Brazil, France, Germany, Italy, Japan, China, Portugal, Sweden, Switzerland, the Netherlands, United Kingdom and United States, representing a broad range of the industry’s leading printers, manufacturers, and other industry stakeholders. The development of this International Standard represents a significant cooperative effort to provide an international framework to create sector-specific carbon calculators. According to Laurel Brunner, managing director of Digital Dots and convenor of TC130 WG11, “When it comes to sustainability, printers and their customers want a formal framework against which print media products can be measured and the results certified. Printers want to be able to confirm to their customers that the carbon footprint for the print they produce complies with an international standard. And print buyers want the assurance that a printer's calculations are transparent, clear and comparable across sectors and geographies.” Unlike other areas of the graphic arts, there are no international standards that provide specific information regarding carbon impact reduction. Without a standard, the printing industry has no means of capturing, reporting and tracking its carbon footprint. ISO 16759 will provide a framework for carbon calculators, enabling the creation of tools specific to a given industry sector. Tools that are created following the methodology outlined within this standard will allow the printing industry to track progress internationally in the reduction of the carbon footprint of media products. Using ISO 16759-compliant carbon calculators, print buyers worldwide will be able to compare the footprints of different production processes. The basis on which the carbon footprint of a given print media product is calculated can be defined by each individual user. Using an inventory of the various production processes used to provide a given piece of print, the carbon impact for each stage in the workflow may be determined. Substrates,

inks and other consumables used are included as well as transport, laminating and ambient environmental factors such as lighting or heat with a goal toward calculating a carbon footprint for each stage in the inventory. Ms. Brunner states that once published, “It is hoped that ISO 16759 will encourage media buyers and consumers to think more carefully about how they invest in and use media. ISO 16759 provides the means of quantifying, communicating and reporting the carbon footprint of print media, so it is a means of facilitating the continuous monitoring of print's carbon footprint. This will lead to enhanced credibility of the printing industry’s efforts to manage and reduce its carbon footprint and that of the raw materials used… This data will also provide factual support for messages of print’s sustainability.” Currently, this document is being balloted to ISO national body members as a new work item and committee draft. Anyone with an interest in this work, and able to contribute technical expertise, is both invited and encouraged to actively participate. For more information contact Debbie Orf, NPES assistant director of standards, at [email protected].© 2011 Penton Media, Inc.Source: http://americanprinter.com/environment/news/iso-sustainability-standard-track-0712/



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Corruption & Counterfeits in India By Sanjeev Mahajan, Vice President, Marketing and Exports, NAND ipl Gurgaon, India.

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])

Corruption has become so pervasive in India that it is seen as a big threat to our industry. As the Indian consumables market becomes larger (worth at least Rs 40 billion, or US$850 million), it remains lucrative for all players. Unfortunately, this is usually at the cost of the unsuspecting consumer or company due to the complicity of corrupt staff and an unethical trade.

The “Low Down”Let me give you some examples of how corruption and counterfeits are two facets of the same coin. OEM sales of supplies have only a 50% market share, but corporations must be buying and paying for over 90% of OEM supplies. This difference is due to counterfeit and corruption practices. For example, a purchasing manager of a large corporation in Gurgaon is responsible for the purchase of over 650 laser toner cartridges every month and buys all cartridges from a company owned by a “reputed” remanufacturer who sells only 10% of this total in his own brand billed as green and environmentally-friendly, low cost (15% of OEM price), and with new compatible monochrome cartridges imported from China. For the rest, he supplies them with refilled cartridges (both color and monochrome) and bills them at the OEM “special low price” given only to large and priority customers at approximately 15% below street price for authentic OEM supplies. The modus operandi is simple: on a daily basis, the ubiquitous, lowly-paid office boy (hired from a third-party supplier of temporary manpower) brings 15 to 20 empties in OEM cartons (carefully preserved and reused repeatedly) to his factory. For this,

the corporation gets paid Rs 100 (roughly US$ 2) for recycling cartridges that are otherwise e-waste. The purchasing manager then makes a weekly order for 150 to 200 new cartridges at the special low prices which are delivered every Monday and which are all supplied with an implicit 100% replacement guarantee. This “reputed and honest” remanufacturer then refills and/or remanufactures genuine virgin empties procured from empties brokers and bills for the products (costing him between 15% to 35 % of OEM street price) at approximately 85% of the OEM street price. The extra profit is shared equally with the purchasing manager, who also shares it with other company staff members responsible for quality control and prompts cash-on-delivery payments. Cash-on-delivery is a common trade practice due to only a maximum 5% gross margin that the OEMs provide their channel partners/resellers for fast moving, genuine OEM supplies. Another common practice is the “merry go around”. A large corporation’s “friendly” purchase manager buys twice the volume of cartridges actually required and sends out about 50% of new OEM supplies unused. For these so-called “empties” sent in OEM cartons, he is actually paid about 40% of the price as his share of profit and the company is officially rewarded for being green with about Rs 100 paid for each empty. Yet another common trade practice across India is where most consumables resellers, including many registered OEM suppliers, mix counterfeit cartridges along with originals to generate quick cash and extra profits. The counterfeiting reseller carefully opens the original packaging, replaces the original cartridge with a compatible

Author’s note: Current Political BackgroundIn August, India was in the headlines globally for the anti-corruption campaign led by veteran Gandhian and social activist Anna Hazare. Millions of middle class Indians took to the streets across the nation through the effective use of new social media platforms. Those protests forced the Prime Minister and parliament to accept the need for better anti-corruption laws and a power Lokpal (ombudsman) bill which is expected to be passed by parliament in the monsoon session so as to minimize corruption and bring the guilty to swift justice. We in India are hopeful that this will be achieved in the near future and that we will have a more transparent and honest society.



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cartridge (new mould), remanufactured cartridge (of better quality and made by using popular OEM color new OPC drums) or a refilled cartridge (of poor quality, made usually just to reconcile the numbers) and packs it up again. This switch job is performed so cleverly that even the most experienced channel players are unable to differentiate between them and almost no actual user can tell that it is a fake. Only after the cartridge is fully opened can the distinction between the two be established. The original genuine OEM cartridges are then sold either without the packaging (at a 15% or 20% lower price) or in fake packaging usually imported from China, Hong Kong or Dubai. The fake packaging is easily obtainable through trade circles. Some even use genuine empty cartons with inflated bags, which empties brokers buy and sell to aid counterfeiters. Additionally, if a good quality, remanufactured cartridge is packed as a fake, the switch is never noticed by actual users of laser printers since, as we know, print quality and yield are usually just like those from the much more expensive OEM cartridges. The purchasing manager and his partners in crime within the company go on to enjoy their luxuries without the fear of being caught. As “good” quality new mould cartridges, mostly from China, are widely available at very low prices (at 15% of OEM selling prices), these are imported as compatible cartridges in neutral white boxes or bulk packing in OEM-like inflatable bags. After customs clearance at low rates acceptable for compatible cartridges, the importer often turns into a counterfeiter by repacking these compatibles in high quality, fake OEM cartons that include all packing items available in OEM boxes such as security holograms, etc. These are usually imported separately via Nepal land routes from China across our porous borders. They are then distributed nationally to larger counterfeiters who are well-known to each other and who have their smaller resellers in small towns. The cost of packing the cartridge is frequently the same for low-end, high-volume monochrome cartridges, which are most popular with counterfeiters as they yield large profits by being sold at full prices to unsuspecting consumers via unscrupulous resellers and channel partners. In India, because all OEMs use national distributors for consumables sales, the company staff is often remote and unable to closely monitor sales at the last mile retail front or direct delivery from resellers and registered partners. Over 95% of cartridges are sold this way as internet/e-commerce, catalog purchasing and other well-established channels are still absent or very nascent. This makes catching counterfeiters much more difficult.

Be Your Own DetectiveIt’s time for all buyers to be discerning, to look with an eye open for imitations and use his or her judgment to avoid being a victim of fraud. The easiest way is to buy from reputed resellers known to you and who will avoid selling you fakes or who will know when they

too have been duped by back-end suppliers. Signs to look for:• poor quality packing and printing (usually different from OEM)• missing holograms/labels, price stickers and same serial numbers on cartridges/ cartons• a price that is too low/good to be true• poor print quality and/or low cartridge yield • limited product range available at discounted prices• quantity restrictions on supply of some models or specifically on certain models of color cartridges• large discount sales and special price offers from OEM’s resellers• new unusual sales channels or cartridges with higher yield than stated for OEM OEMs rarely have special sales to clear stock and almost never have cartridge shortages unless supply chains are ruptured like they were during the tsunami that struck Japan in March. OEMs have also listed steps they have taken to prevent fraud and fakes on their websites and these resources must be used whenever you suspect fraud. The OEMs will always help you and will not trouble you for reporting suspected fraud. In India, where government /public funded organizations procure approximately a third of all supplies, there is usually an easy victim of counterfeits and corruption. The India government’s anti-corruption watch dog, called the Central Vigilance Commission or CVC, issued a circular (available at http://cvc.nic.in/007crd008.pdf ) which aims to prevent or at least minimize the purchase of counterfeit products. Unfortunately, CVC was ignorant (or also a willing victim of corruption?) in that the cure they recommended is a misdiagnosis. They are insisting that all government purchasing authorities buy only original OEM supplies at a costlier price, despite being able to obtain large and easy savings when buying high quality, remanufactured laser toner cartridges and consumables which are not only more environmentally-friendly but also encourages local businesses who can and do offer better services and support including free printers to buyers. Despite this circular, many government bodies including the Indian parliament do buy remanufactured laser toner cartridges. Central Vigilance Commission Circular:Measures to curb the menace of counterfeit and refurbished IT productsIt is often difficult to know the difference between PC made of genuine parts and that made of counterfeit parts due to ignorance or having little or no technical knowledge in the matter. Counterfeiting is designed to cheat naive consumers/organizations. To help /inform and enable due diligence as well as for curbing the menace of counterfeit and refurbished IT products disguised as new, CVC has come out with the Circular No.07/02/08, dated 15.02.08. As a first step, the buyer PSU should insist on signed undertaking



Corruption & Counterfeits in India Continued

from some authority (not lower than the Company Secretary of the system OEM) that would certify that all the components/parts/assembly/software used in the desktops and servers were original/new and no refurbished/duplicate/second-hand components were being used/would be used. Model Undertaking of Authenticity form is enclosed with the circular. The organization should ask for ‘Factory Sealed Boxes’ with System OEM seal to ensure that the contents have not been changed en-route. The Commission had suggested advisory check points to help identify the fraudulent practices that have come to notice for the following:-(i) CPU (ii) Hard Disk (iii) Monitors (iv) Operating System (v) Mechanical Key Boards(vi) Low Quality Memory Module (vii) Fraudulently Marked SMPS (viii) Counterfeited Consumables.(For further details: visit http://cvc.nic.in/007crd008.pdf for details on Measures to curb the menace of counterfeit and refurbished IT products)

The Game of Cat & MouseAmongst the methods adopted for profiting from counterfeiting and exploiting tax loopholes, the players indulge in many innovative practices and routes including illegal and unauthorized use of brand names of reputed companies, passing off factory seconds/rejected goods as new and quality approved products, unauthorized use of standards such as ISO, ISI, attaching multiple labels of the maximum retail price and mislabeling technical specifications on the package and on invoices, especially when importing goods. For example, toners are all imported at the same lower FOB price of US$ 4/kg to US$ 6 /kg (roughly 50% of actual average price) and even lower percentages of actual price in chemical color toners. This is done by importing it simply as just toner at only US$ 12 /kg to US$ 25 /kg. For laser toner cartridges, the current customs laws and policy situation is ripe for more corruption and this encourages counterfeiting. Remanufactured laser toner cartridges can’t be legally imported into the country as they fall under the restricted category of products that require import licenses under the country’s foreign trade policy and customs laws. To overcome this restriction, importers will declare these cartridges as being compatibles which implies new mould empties and are allowed despite infringing patents and IP of various OEM supplies. The more resourceful and well connected but unscrupulous importers will import remanufactured cartridges as OEM branded counterfeits without even declaring these imports at the FOB prices paid by the OEM. They almost always manage to get their containers customs-cleared without inspection. The state Police and Customs Enforcement Wing have hardly made dents on policing trade imports and have even less success in obtaining convictions in the rare case that one does come under scrutiny due to actions by the OEM and trade bodies.

To catch counterfeit products, the plan should be to obtain market and intelligence input from trained enforcement teams and then to arrest them at the customs clearance ports as well as the border regions and minor ports along the Indian coastline. Besides these efforts, patrolling the largest domestic market areas, such as Nehru Place in New Delhi, Lamington Road and Fort in Mumbai, Richie Street in Chennai and SP Road in Bangalore, is a necessity. Simply by closely monitoring trading activity and proper scrutiny of warehouses of major players will, to a large extent, bring down counterfeiting. The estimated loss to the government due to counterfeiting/grey market/parallel imports and cash transactions is at least Rs 3 billion (US$ 65 million), though some estimates put it as high as Rs 8 billion (US$ 180 million) attributable to consumables and imaging products alone. This part of the business has a very small share (in the low, single-digits only) of the total IT industry revenues. Additionally, the OEM producers and other brand owners of original products and high technology/high quality products who face problems of counterfeit goods have formed effective groups under trade bodies led by the Apex industry association MAIT (http://www.mait.com/about_us.php) to prevent and monitor counterfeit activities. They have also joined hands with enforcement agencies like police and customs. The silver lining in all of this is that the proportion of counterfeit trade in the consumables industry and the wider IT market is decreasing due to competition, lower customs duties, transparency and mandatory use of electronic filing of all bills of entry. Furthermore, a range of laws and policies, including RTI and VAT, and a move towards GST and monetary rewards for whistleblowers from the customs and enforcement directorates have been deterrents. Lastly, all of us can contribute to the reduction of industry counterfeiting and corruption by doing our part which is to avoid buying or selling counterfeit products, dealing only with reputable manufacturers and approved resellers and ensuring honesty and integrity in purchasing decisions. Winning business in the old-fashioned way of offering consistently good, high quality products, providing excellent service to build loyal customers, selling at competitive prices, and not artificially low prices, is still the mantra for long-term success and establishing valuable brands. Unfortunately, valuable brands providing a higher profit opportunity is the very reason that counterfeiting looks easy and attractive and works as a shortcut. Fortunately for us, counterfeiting rarely reaps rewards long-term.



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Growth in Worldwide Hardcopy Peripherals Market Slows in Second Quarter Despite Strong Results in Emerging MarketsEmerging markets were a key bright spot in the overall hardcopy peripherals (HCP) market in the second quarter of 2011 (2Q11), with unit shipments up 6% year over year for the seventh consecutive quarter of growth. In contrast, the developed regions recorded the first quarter of negative shipment growth since 1Q10, resulting in a year-over-year decline of 0.3% in the overall HCP market. According to the International Data Corporation (IDC) Worldwide Quarterly Hardcopy Peripherals Tracker, the worldwide HCP market saw shipments of nearly 29 million units in the second quarter with inkjet continuing as the dominant technology at 63% share. While the HCP market is largely shaped by Japanese manufacturers, in both hardware and consumable supplies, IDC expects the production decline due to the Great Eastern Japan Earthquake in March to be short term, said Phuong Hang, program manager, Worldwide Hardcopy Peripheral Trackers.

Technology Highlights• With more than 18.3 million units shipped, 2Q11 witnessed the lowest inkjet shipments since 2Q09. Laser, on the other hand, enjoyed 4% year-over-year growth in unit shipments and gained 1 point to 32% share over the same time period. • Monochrome laser continued its positive performance from the last six quarters in the second quarter with 5% year-over-year growth and close to 7.9 million units shipped. All regions except Western Europe and the U.S. saw year-over-year growth in monochrome shipments with Latin America leading the pack at 30%. • Color laser posted a decline of 3% year over year in unit shipments, the first negative trend since 2009. With close to 1.5 million units shipped in 2Q11, the best performance region for color laser was Asia/Pacific (excluding Japan) (APeJ) with more than 278 thousand units, resulting in 7% year-over-year growth.

Vendor HighlightsHP held the number 1 position in 2Q11 with 41.5% share and over 12 million units shipped. Despite nearly flat year-over-year growth, HP managed to gain one point of share from a year ago, driven mostly by gains in Latin America and APeJ. Canon continued as the number 2 vendor with 19.5% share in the overall hardcopy market, essentially unchanged from a year ago. Canon's grew 1.8% year over year with more than 5.6 million units shipped. Central Europe, Middle East and Africa (CEMA) and APeJ were Canon's best performance regions with 14% and 9% growth, respectively. Epson remained the number 3 vendor in the global HCP

market with 12.3% market share, down 2 points from a year ago. Shipments fell in most regions, resulting in a 12% year-over-year contraction in 2Q11, the worst trend among the top 5. Samsung strengthened its position as the number 4 vendor in the total HCP market with 6.0% share. The vendor grew 3.2% year over year and recorded shipments of more than 1.7 million units during the second quarter. Brother held the number 5 ranking with 5.6% share, up one point from a year ago, and more than 1.6 million units shipped. Brother posted 4.0% growth, the best year-over-year trend among the top 5. Worldwide Hardcopy Peripherals Market Share and Year-Over-

Year Growth, Second Quarter 2011

Source: IDC Worldwide Quarterly Hardcopy Peripherals Tracker, September 2011

U.S. Hardcopy Peripherals Market Share and Year-Over-Year Growth, Second Quarter 2011

Source: IDC Worldwide Quarterly Hardcopy Peripherals Tracker, June 2011

Notes:IDC tracks A2-A4 devices in the Quarterly Hardcopy Peripherals Hardcopy Peripherals include single-function printers, printer-based multifunctional systems (MFPs), and single-function digital copiers (SF DC). Data for all vendors are reported for calendar periods. The IDC Worldwide Quarterly Hardcopy Peripheral Tracker provides total market size and vendor share for single-function printers, multifunctional printers (MFPs), and single-function digital copiers (SF DC). The tracker provides insightful analysis along with up to eight-quarter and five-year annual forecasts for both printers and MFPs. Forecast details include units, value, ASV, price band (inkjets) and speed ranges (lasers), and sub-technology


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RECHARGEasia • OCTOBER 2011 •

Monochrome Single-Function Laser Printer Revival a Short-Lived Affair

information by product per country per region. Regional views are also available for 8 regions, including Asia/Pacific (excluding Japan), Canada, Central and Eastern Europe, Japan, Latin America, Middle East and Africa, United States, and Western Europe.

About IDCInternational Data Corporation (IDC) is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community to make fact-based

decisions on technology purchases and business strategy. More than 1,000 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries. For more than 47 years, IDC has provided strategic insights to help our clients achieve their key business objectives. IDC is a subsidiary of IDG, the world's leading technology media, research, and events company.

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

Lyra Research, the digital imaging authority (www.lyra.com), has released a new report that covers the single-function monochrome laser printer market: Monochrome Single-Function Laser Printer Revival a Short-Lived Affair: Worldwide Forecast, 2008-2015. This new report details worldwide shipment and revenue figures, average sales prices, and representative products for small office/home office (SOHO) (sub $200) and small workgroup($200-$499), A4 and A3 workgroup ($500+), and enterprise and centralized monochrome laser printers. The report also breaks down the monochrome laser printer shipment figures by region: North America; Latin America; Europe, the Middle East, and Africa (EMEA); and Asia Pacific. The report is based on key findings from Lyra’s first-half 2011 Hard Copy Industry Advisory Service (IAS) Forecast 360. The Monochrome Single-Function Laser Printer Revival a Short-Lived Affair: Worldwide Forecast, 2008-2015 discusses how the recession affected the single-function monochrome laser printer market in 2009, when unit sales fell by about 30 percent from 2008 levels. Unit shipments for the segment grew in 2010 but they were not as high as they were projected to be in mid-year 2010. Overall, worldwide shipments are expected to experience a short revival through 2013 before declining slightly through 2015. The market will continue to be driven by the SOHO monochrome laser printer segment. More than 53 percent of units sold in 2010 were priced below $200. These low-end printers appeal to businesses in emerging markets, as well as home and SOHO users worldwide. Over the long term, factors such as the adoption of managed print services (MPS) and the migration to shared multifunction devices will slow the growth of the monochrome laser printer market. This transition will affect the A4 workgroup

segment the most. “Monochrome laser printers have been the standard printers used in offices for more than 25 years, and we expect their dominance to continue,” said Larry Jamieson, director of Lyra’s Hard Copy Industry Advisory Service. “However, competition from MFPs and color devices that can print in monochrome and color will increasingly erode some of their market share. MPS also will impact growth in this market. An integral component of MPS engagements is the elimination of the most costly and least utilized printers--which are often desktop printers, in particular single-function monochrome laser printers--and replacing them with more cost-effective and efficiently deployed MFPs.”

For more information about the report, please visit Lyra’s online store.


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Harnessing Asia’s Massive E-Commerce Growth Via Email & Social Media MarketingBy Curt Keller

Various industry surveys show that by the end of this year, the majority of all mobile web enabled devices will be located in Asia. This number dwarfs the 22% to be found in Europe and just barely 14% in the United States. Even through times of recent global economic malaise many Asian countries continue to post exceptional internet penetration figures and stellar growth rates, primarily through the expansion in smartphone availability and affordability. The marketer of digital print technology equipment and consumables to the Asian region is in a position to expand their customer outreach programs in a virtually exponential fashion to a continental population which is emancipating at a rate not matched anywhere else in the world.

China continues its staggering e-commerce growthChina continues to lead the pack, as would be expected by the country’s gargantuan and swiftly emancipating population of 1.33 billion people. In 2010 China's e-commerce transactions exceeded 4.5 trillion yuan or $705 billion at the current exchange rate. To put that into perspective, it's about eleven times the entire worldwide annual sales of Apple Inc. Of specific interest to the email marketers of digital print technology equipment and supplies, 84.5% of this total was in the B2B sector which is the prime market for brands in this industry sector. The amount of online B2B e-commerce in China is increasing by 15.8% year on year. The consumer retail B2C business may be much smaller than the B2B commerce in China but the rate of growth is completely stunning: up 97.3% from the previous year. As the world heads into what will surely be labeled by future historians as the Chinese Century, the vast commercial potential of China’s online multitudes has barely begun to be tapped. There will soon be more than half a billion adult Chinese citizens accessing

the internet on a regular basis, a number equal to every man, woman, and child in the European Union. (Mark your calendar now for next year’s Asia Imaging Fair in Beijing, April 17-19, 2012.)

Japan has flatlinedIn comparison, internet usage by China’s neighbor across the East Sea seems to have flatlined, increasing by only 13% since 2005. Japan was one of the earliest heavy-duty adopters of online commerce with the 27 million users in 2000 exploding to 86.3 million by 2005, a jump of 320%. However, the combined factors of Japan's population quickly reaching the online usage saturation point along with the severe economic malaise exhibited by the Japanese economy so far in this century, have worked to stunt any further growth in the country’s e-commerce statistics.

Australia & New Zealand are reaching saturationAustralia exhibited a stunning and unprecedented fall in the total number of internet users a few years back, dropping from 14.7 million in 2006 to just 11.2 million the next year. There were various internal policy issues which were widely considered to be responsible for this precipitous drop, and by 2008 the number of users was back up to 15.2 million. Similar to Japan’s online population, Australia has been reaching saturation lately and very little additional growth potential is to be expected in a country of just 21.9 million people. Virtually identical factors in New Zealand are also attributed to its lack of growth in internet users. The current 3.4 million figure is pretty close to the saturation point in the country’s total population of just 4.3 million.

Just 2% of all Indonesian users are not on FacebookA completely opposite picture is found in Indonesia where the growth in internet usage is staggering. The latest figures show that while just 2.6% of the country's 230 million people were online in

Curt Keller is CEO and founder of one of the world ’s leading, Web-based email marketing services, Benchmark Email. While Benchmark’s client base ranges from work-at-home travel agents to large, multinational companies, Mr. Keller remains f iercely dedicated to addressing the email and online marketing challenges facing small and mid-sized businesses. A pioneer in the realm of permission-based marketing, Mr. Keller started Benchmark Email in early 2004 and quickly grew the Southern California-based company from a three-person operation to a major International player with services for people in India, China, South America, Germany and Japan. Benchmark currently remains a member of two of the industry’s most exclusive consortium, the Email Sender & Provider Coalition and Returnpath.net. A vocal advocate for good, industry-wide email marketing practices and standards, Mr. Keller is a regular blogger for Allbusiness.com and Imediaconnection.com.


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2004, 8.7% or 20 million people were online in 2009. That number nearly doubled in just two years with fully 39.6 million people online at the end of 2010, a total equaling 16.1% of the population with no end to the boom in sight. An interesting side note is that Indonesians tend to be extremely heavy Facebook users with 38.8 million holding accounts at the popular social network. Those numbers translate in barely 2% of all Indonesian internet users not being on Facebook!Editor’s Note: penetrate this market by attending RechargExpo Southeast Asia on September 13-15, 2012 in Jakarta, Indonesia.

India’s internet users may soon exceed USA’s total populationThe Indonesian growth curve is nearly duplicated in India, with the 2% of the population online in 2004 increasing to 8.5% today. Given India's much greater population of 1.16 billion, that percentage equals 100 million people, or nearly the equivalent of the entire population of Mexico. Some experts expect India's future internet growth to reach Chinese-type rates as it is widely acknowledged that by the end of this decade, there will be more Indian internet users than the entire 320 million strong current population of the United States.

Asian countries vary widely in online populations39.4 million South Koreans are online, a number responsible for the country’s internet penetration statistics being the highest in Asia at 80.9%, handily beating Japan’s 78.4% and Singapore’s 77.2% penetration, while also besting Brunei Darussulam’s 80.7% figure. In the middle of the group, Malaysia has 58.8% of its population online; Armenia 47.1%; and Taiwan has a healthy 70% penetration. Thailand has a respectable number of citizens online: 17.5 million but that represents only 26.3% of the total population, a figure that is close to Vietnam’s 31.6%, Georgia's 28.3%, and Maldives’ 27.2%; but higher than The Philippines’ 19.7% statistic. Of these nations, Vietnam and The Philippines are prime candidates for huge upcoming increases in the number of internet users as both of their economies are performing well and the emancipation of vast numbers of rural citizens continues at a rapid pace.

Some Asian nations still have very low internet penetrationThere are still many countries in Asia which lag far behind in internet access:

• Sri Lanka: 8.3%• Laos: 8.1%• Bhutan: 7.5%• Nepal: 3.7%• Cambodia: 2.2%• Turkmenistan: 1.6%

• Bangladesh: 1.1%…And Myanmar (Burma) along with East Timor (Timor Leste) lagging the entire continent at just 0.2% each. Of course North Korea’s internet access is largely limited to Kim Jong-il’s 17 private palaces, so it continues to be a non-factor for the foreseeable future. However, it is not just government repression which is responsible for some of these low figures. Although Myanmar and North Korea can certainly be lumped in with the other acknowledged repressive nations in the world, it seems to be economics holding back Bangladesh’s extremely low internet penetration as Pakistan, its Muslim counterpart on the other side of India, has a 10.9% figure. Economics also plays a factor in Cambodia and Nepal's tiny numbers, but Turkmenistan is an exception as its economy and demographics are fairly similar to neighboring Uzbekistan which has an internet penetration of 26.8%!

Increased stability can translate to greater internet penetrationThere are many bright spots in the low internet penetration countries, as the recovery of Sri Lanka from its prolonged civil war promises to increase the number of online citizens, and increased stability should also result in higher numbers for East Timor (Timor Leste). Should stability be the result of recent conflicts in Afghanistan, then that nation's current 3.4% internet penetration may be set to burgeon as well. Never before in human history have so many people been accessible so readily to marketers, and with the continued expansion in internet usage come ever-increasing opportunities for the online promotion and marketing of digital print equipment and consumables. Email and social media marketing can already reach a quarter of Asia’s entire population and in the very near future will be able to reach fully a third of its 3.88 billion people: A number of people representing the greatest continental market on Earth!


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All-in-one and Other Laser Printer Sales up as Overall Printer Volumes FallUK printer sales slid 15 per cent in unit terms during the second quarter of 2011, compared with the same period a year ago – with lasers the only segment to post growth. That is according to IT market watcher Context, which also found that the all-in-one (AIO) laser category in the UK expanded 24 per cent, with laser printers overall increasing their share by one per cent. In contrast, inkjet sales in the UK plumbed an abyss – with their market share shrinking 41 per cent in this year’s Q2 in unit terms. AIO inkjets proved slightly more popular, losing only 17 per cent market share by volume. Copier-based MFPs in the UK sold 24 per cent fewer units in Q2 2011 than in Q2 2010, and dot-matrix machines 21 per cent fewer. “Copier-based MFP sales suffered across EMEA,” said Jeremy Davies (pictured, above), CEO and co-founder of Context. “This is due to the recessionary effects on businesses which were particularly felt in western Europe, with a drop in unit sales by 12 per cent in the second quarter of 2011 compared to last year.” Printer sales in France grew three per cent in the quarter as both AIO laser and inkjet sales flourished. Germany, however, saw sales drop 8.9 per cent; sales in Italy fell 9.2 per cent, and in Spain 17.5

per cent in Q2 2011 compared with last year’s second quarter. Total EMEA printer sales slid 4.4 per cent in unit terms during the second quarter of 2011, with the laser category once more the only segment to post growth. Sales of AIO laser printers grew 20 per cent in the quarter across the region as single-function machines and AIO consumer inkjets fell from favour. AIO inkjet sales fell four per cent in the quarter across EMEA overall, and seven per cent in western Europe alone. According to Context, the UK saw HP consolidate and grow its market share from 39 per cent in the year-ago quarter to 54 per cent in Q2 2011. Runner-up in the UK was Canon, whose share fell slightly from 19 per cent to 17 per cent in 2011, compared with Q2 2010. Epson – in second place last year – saw the biggest collapse in sales, losing eight per cent in Q2 2011 from Q2 2010. It now has only 12 per cent of the printer market in the UK. Samsung increased its small three per cent UK share to five per cent in the year, while fourth-equal vendor Brother retained its own five per cent slice of the British sales pie, according to Context.source: IDC

The death of the printed page has been greatly exaggerated, and although print volume will remain relatively flat between 2010 and 2015 (0.1% CAGR), combined U.S. printer and multifunction peripheral (MFP) page volume will reach 1.2 trillion at the end of the forecast period. According to new research from International Data Corporation (IDC), MFPs are winning the print volume race as users move away from single function printers and embrace the benefits and flexibility of multifunction devices. “The transition to MFPs represents a fundamental industry trend, one that will continue for the foreseeable future,” said Jonathan Bees, research director, U.S. Hardcopy Device Usage Trends. Total MFP pages are considerably larger in number than printer pages, and they are forecast to grow at a CAGR of 1.4% with total pages exceeding 857 billion in 2015. Another ongoing industry shift is the move from monochrome to color devices. But while color laser and inkjet pages will each experience respectable growth over the forecast period, monochrome laser pages remain the industry's 800 lb. gorilla, with a staggering 799.9 billion pages in 2015 despite a declining

CAGR. Overall, printed page volume will remain steady despite a myriad of obstacles, including the introduction of green initiatives within a growing number of enterprise organizations; more widespread managed print services engagements; changing end-user behavior patterns from young, digitally oriented workers; and a weak economy. Indeed, the massive number of pages produced each year speaks to the opportunity for vendors and corporations to engage in Managed Print Service. MPS allows customers to reduce their total printing costs and to migrate inefficient business process document workflows to less-paper workflows.Additional findings from IDC's print volume research include the following: • The influx of shipments moving from low-end printers to MFPs, and from lower to higher speed MFPs, will lower MFP average monthly page volumes (AMPVs) • The inkjet installed base is the largest of the three technology categories (monochrome laser, color laser, and inkjet) • Color pages are showing solid growth, and are two to three times



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more profitable than monochrome pages Three new IDC studies -- U.S. Printer & MFP Page Volume 2011-2015 Forecast & Analysis (IDC #229778); U.S. MFP Page Volume 2011–2015 Forecast (IDC #229755); and U.S. Printer Page Volume 2011–2015 Forecast (IDC #229699) -- quantify the U.S. MFP and single-function printer page volume market opportunity and provides forecast updates through 2015. These studies provide an in-depth look at the U.S. installed base and page volume forecasts for the inkjet and laser MFP segments, as well as the total page volumes for these segments. They also contain quantitative and qualitative data analysis derived from 1996 to 2010 actual shipments, empirical data from IDC's hardcopy usage panel, end-user research, and survey data. IDC’s United States Hardcopy Device Usage Trends Service analyzes the aftermarket opportunity driven by page volume. The program quantifies and forecasts output volume on hardcopy devices, accompanied with rich end-user analysis. Utilizing a database of more than 1,700 model-level devices, the program can provide reliable model-level analysis, vendor comparisons within a technology/product type segment, and segmented comparisons across technology/product types. The end-user analysis provides a

rich understanding of the behavior driving usage trends in output volume, color, scanning, and device migration.

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

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


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Q: How do you perceive your success in the China market? What advantages have you had in China that has allowed you to accomplish this level of success?

A: Any success comes from the elements of good people, quality products, and the right market. Our success is based on the quality products that we offer, and this is due to the tremendous resources that we’ve put into the R&D.

Editor’s side note: FG offers everything for the remanufacturing of laser toner cartridges, including high quality monochrome toner, (true) chemically produced color toner, OPCs, blades, components, chips and fixtures.

Q. You have branded your ‘true’ chemically produced toner as Kaleidochrome®. What do you mean by a ‘true’ chemically produced toner?

A. It means that the toner is encapsulated and, unlike many other toners in the market, can be called a ‘true’ chemically produced toner. The method is a complex, proprietary process.Editor side note: I heard from other sources there are only a few credible chemical toner factories in the world.

Editor’s side note: FG’s recipe for success comes from offering the right mix of quality components to the market, just like one does when putting together a recipe for a delicious meal. You need to have the right amount of quality ingredients in order to produce an excellent dish. The same principle applies to the remanufactured cartridge as well. Although I inquired about the size of the market share by FG in the China market, I was unsuccessful in obtaining this information. However, based on FG’s success in teaming up with

local distributors, I can say that their market share is too significant to ignore.

Q. How is BioBlack® being accepted in the China market? Is it being well-received or would it still have a long way to go as it is still a price-sensitive market?

A. BioBlack® was presented at the Asia Imaging Fair in Beijing in April 2011. We believe that the market has to be created, as it will be easier to market this product to a socially conscious community (that is more willing to consume relatively higher environmentally friendly products) than it is to market to one that is more price conscious. In general, a bio-based product typically has to reach 35% bio-content in order for it to be certified or qualified as a green product.

Editor ’s side note: FG has proudly announced that its BioBlack® product has been certified by the USDA (United States Department of Agriculture) and approved in the US. FG’s European distributor, DELACAMP, has submitted BioBlack® as well, and achieved DIN approval in Germany and VINCOTTE approval in Belgium. All in all, they are producing the real stuff. Additionally, we are honored that FG presented its BioBlack at our Asia Imaging Fair this past April. Mark your calendars now: next year’s AIF will be April 17-19, 2012 in Beijing and RechargExpo Southeast Asia will be September 13-15 in Jakarta.

Q. For those who still want to enter the "compatibles" cartridge market, is there a safe way for them to get into it without the risk of being sued? What is your advice?

A. We are in strong support of remanufactured products and respect the OEMs’ and other third parties’ intellectual property rights, including patent rights, and we urge others to respect such

An Interview with Future Graphics (FG)By Ms. Sunny Sun, Publisher, Recharge Asia Magazine

I heard that Dick Yu would be coming to Los Angeles and for some reason, thought of his deep voice over the phone, one that belonged to a veteran in the industry. I somehow envisioned him with a 6-ft stature that carried the weight of matters not only important to the growth of the Future Graphics (a division of Mitsubishi Kagaku Imaging Corporation) China expansion, but also to the Asian imaging industry as a whole. Therefore, I seized this opportunity to meet him at the Future Graphics office in San Fernando, California with a few prepared questions. When I arrived, I was pleasantly surprised to discover that the whole FG marketing team would be joining us for a “family-style”, friendly discussion. The team included Thomas Spicker (Vice President International Sales), Todd Turner (Marketing Director), Dick Yu (FG China representative) and Benny Chu (the newly appointed Southeast Asia Sales Manager based in Zhuhai). We chatted for two hours or more before our stomachs called out for an adjournment. The following are some of the questions and discussions that we had:


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rights. Because we have focused our resources and investments in R&D, and have diligently protected our own intellectual property, we understand the role and importance of intellectual property, especially patents, in the marketplace and in innovation and new product development.

Editor’s side note: As matter a fact, I was told that some compatibles companies have wanted to copy their products for an easy short cut. FG’s advice is to thoroughly conduct your due diligence and check all related patents and other intellectual property with legal counsel.

Q. Could OEMs and non-OEMs peacefully co-exist?

A. The increased market volume demands more and asks for more choices too. Yes, I would say there will be more room to co-exist if we respect each other's rights and if we are able to co-exist competitively. This is a healthy cycle of the marketplace and can only benef it the market with quantity, quality, and variety as towards the end of offering competitive market pricing benefits to end users.

Q. Lexmark has designed firmware where you can update your printer that would block all non-OEM cartridges and even remanufactured cartridges. What is your opinion on this?

A. We have been able to overcome various obstacles created by OEMs. Of course, we urge our users to be aware of any upgrade that will lock them out of non-OEM supplies. We think this will be an ongoing battle especially for a market that is full of complicated IP issues.

Q. How do you see the future growth of the China aftermarket business?

A. China is a very important market for us and our established off ice and presence in Zhuhai is a clear indication that we have def initely invested in this market. However, we also have the US and European markets, where the remanufacturing business is still growing and not diminishing as many have predicted. This is especially true when many "compatibles" are not allowed to enter into the market due to ITC rulings or GEO determinations, but we have seen growth of the market rather than a decrease of the market in recent years. The current volume of the market is still large here in the US and in Europe. However, the China/Asia market is what we are investigating for expanded growth.

Q. As an industry senior (having been in the industry for so many years), can you share your experience with us, lessons learned or important accomplishments achieved?

A. The most impressive change I have seen during these years in the industry is the advancement of evolving technologies and its application in the industry. From the size, speed, features, and functions of the hardware devices to the quality, compatibility and affordability of its supplies, services and solutions (considered as software applications), there have been tremendous changes in terms of the advanced technology which have amazed those of us who have lived through it. Efficiency is another aspect of change in the industry with more yield and compaction, and such efficiency is evident in multiple functioned machines.

Q. You hired a person in charge of the Southeast Asian market (Mr. Benny Chu). What is your perspective in this region?

A. As stated before, this is an important region and with its growth, we cannot afford to ignore it. As to whether it is the largest market so far, I would have to say, not yet. With ITC and GEO determinations and many green initiatives, Europe and the US remanufacturing industries have actually grown impressively, and I predict that they will continue to grow. We are, however, investing in the Southeast Asian region for the future.

Q. Will FG be a sponsor at the Asia Imaging Fair (Beijing) in 2012?

A. As long as the event helps the remanufacturing business, we will support the efforts within our capacity. It is one of many platforms established to promote the remanufacturing business and we are here to support the effort.

Editor’s side note: This interview was made possible due to our Beijing Editor, Joe Liu, and his lobbying efforts for a continuation of our ‘CEO On-the-Go’ column. It is important for us to periodically check in with the significant contributors to our industry and to offer them the opportunity to share their wisdom and years of industry experience with us. Thank you, Joe, for your efforts in making this possible. I hope this interview will help our readers and their business continue to grow on a positive note. Additionally, we are honored that FG presented its BioBlack at our Asia Imaging Fair this past April. Mark you calendars now: next year's AIF will be April 17-19, 2012 in Beijing and RechargExpo Southeast Asia will be September 13-15 in Jakarta.


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With 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 pr int 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

Managed Print Services on the Rise


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The Imaging Supplies Coalition (ISC) is an organization dedicated to educating, empowering and protecting consumers to combat counterfeiting and fraud in the imaging supplies industry. The ISC is a non-profit trade association comprised of original equipment manufacturers of hardcopy imaging equipment and consumables that have joined together to protect their customers by combating illegal activities in the imaging supplies industry. Coalition members include Brother International Corporation, Canon U.S.A., Inc, Epson America Inc., HP, Lexmark International, Inc., Oki Data Corporation, Samsung Electronics America, Inc., Toshiba America Business Solutions Inc. and Xerox Corporation. The mission of the ISC is to protect our members' customers from misrepresented products and services by seeking the w o r l d w i d e p r o t e c t i o n o f intellectual property and related assets of the imaging supplies industry's distributors, suppliers, and manufacturer s . This i s accomplished by training and education in counterfeit product identification, methods of product security, techniques for avoiding telemarketing and e-commerce fraud, and by promoting laws and their enforcement. In its 16 year history, the ISC has accomplished a great deal in combating counterfeiting and fraud and has established itself as an international force in the imaging supplies industry as well as a leading organization in intellectual property protection. From engineering a unique, highly efficient product authentication program and publishing hundreds of articles on counterfeit-related topics to working with U.S. Customs Strategic Advisory Council, the ISC has and continues to generate unprecedented results in combating industry fraud. ISC’s PRODUCT AUTHENTICATION – “ WHEN IN DOUBT... CHECK IT OUT” PROGRAM (“WIDCIO”), since its inception, has removed hundreds of thousands of illegal products from commerce. It has also led the members companies to the source of the products and has resulted in both civil and criminal prosecution in the U.S., Europe, Latin America, Canada, Australia, and Asia.

Counterfeit Cartridges Defined In some respects the issue of counterfeiting in the imaging supplies industry is more complex than in many others. This

complexity is driven by the existence of a legitimate aftermarket comprised of refill, remanufactured and new compatible cartridges. Due to this there is often confusion as to what exactly is a counterfeit cartridge. The discussion below should clarify this but should not be taken as legal advice. If you have further questions about the legitimacy of products you are dealing with please obtain the appropriate legal advice. A counterfeit cartridge is a third party product misrepresented as an original OEM cartridge. The counterfeit product displays trademarks and or copyrights of the brand owner. These counterfeit print cartridges mislead the consumer into believing that they are genuine OEM products. This does not mean that all refilled or remanufactured products are counterfeit or

otherwise fraudulent. A refilled o r r e m a n u f a c t u r e d c a r t r i d g e that does not display the OEM’s trademarks or copyrights may be legitimate. Legitimate refilled or remanufactured products exist on the market and their packaging states that they are 'refilled' or 'remanufactured'. A second area of concern is the growth of clone/compatible cartridges. When these products are packaged as a compatible under a

non OEM brand they are not counterfeit and IP violations, if any, deal with patents and/or trade dress issues. Several OEM’s have filed legal actions and received judgments against companies they allege are violating their patents.Counterfeit or infringing products can include:• A remanufactured cartridge sold as a new OEM cartridge• A clone or compatible cartridge sold as a new OEM cartridge• A clone or compatible sold as an OEM remanufactured cartridge• New empty cores sold as an OEM core• Cartridges which violate trade dress to lead a consumer to believe they are buying an OEM cartridge. This discussion is further illustrated in the chart above. In closing, as president of the ISC I would encourage the all parties in our industry to work with us to defeat counterfeiters, a common and harmful enemy. Work with us to develop an attitude of zero tolerance for counterfeiting and fraud in our industry. To learn more about the ISC and its activities please visit website at isc-inc.org

Counterfeit Cartridges DefinedBy Allen D. Westerfield. President of the ISC


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Kyocera Corporation announced the availability of its KYOCERA Mega Surface Series amorphous silicon (a-Si) photoreceptor drum, which offers record durability as a core component in electrophotographic printing equipment — including laser printers and multifunctional products (MFPs). The A4-sized a-Si drum is now available for shipment to equipment manufacturers worldwide. The new product represents an industry first*1 in successfully employing a hard amorphous carbon (a-C) thin-film to form the drum’s surface-protecting outer layer. In Kyocera’s own testing, this development makes it possible for a single A4 drum to print approximately one million sheets — more than triple the life of Kyocera’s conventional A4 a-Si photoreceptor drum, which was already the industry’s most durable, with a lifespan estimated by Kyocera to be approximately 300,000 A4-sized sheets*2. Additionally, Kyocera’s rigorous internal testing is designed to yield conservative durability estimates. Third-party testing of Kyocera’s A3-sized imaging equipment has demonstrated 2.5-million-page durability with no drum replacement*3. The new series represents the first a-Si drum in the A4 class to demonstrate million-print durability using Kyocera’s own extreme test parameters.

KYOCERA Mega Surface Series ultra-high durability a-Si photoreceptor drum

Electrophotographic printing involves transferring toner (powdered ink) from a photoreceptor drum onto paper. Over time, friction created by the paper eventually wears away the drum’s photoconductive surface, necessitating periodic replacement of this component. Since drum wear increases in proportion to printing speed and volume, a more durable, longer-lasting drum can offer compelling benefits. With the new series, by evenly forming a hard amorphous carbon (a-C) thin-film on the surface of the drum using Kyocera’s proprietary thin-film formation technology, the company has succeeded in increasing drum hardness five-fold compared to its conventional products*4. The improved wear resistance has enabled Kyocera to more than triple the current industry record for A4 print drum durability, from approximately 300,000 to one million sheets of A4-sized paper. This enhanced durability can significantly reduce the frequency of drum replacement, thereby minimizing waste, environmental impact and the user’s “total cost of ownership.” Kyocera will continually improve the performance of its a-Si photoreceptor technology to meet customer demand for higher-resolution printers that are smaller, faster, more durable and more power-efficient. The thin-film technology in the KYOCERA Mega Surface Series may be applied to the company’s entire line of photoreceptor drums in the future, including negatively charged drums and large-dimension units with greater length and/or diameter. Further, the company plans to expand this technology from office document equipment to commercial printing applications that require high-speed, high-resolution printing.

Development Background The photoreceptor drum is sometimes regarded as a consumable component within electrophotographic printing equipment. However, since the debut of Kyocera’s first a-Si-coated components in its own printers in 1984, the company has used its proprietary technology to continuously develop the photoreceptor drum into a durable device with a lifespan equivalent to the mechanical life of the printer itself. As expectations for printing equipment continue to rise, demand has grown for electrophotographic printers that offer higher print speeds, higher-resolution printing, lower power consumption and more eco-friendly design. Meeting these demands will require photoreceptor drums that offer longer life and higher performance.

Kyocera Sets New World Record for Durability in A4 Printing Equipment’s Photoreceptor DrumNew KYOCERA Mega Surface Series a-Si drum uses proprietary thin-film technology; Projected lifespan of one million prints more than triples prior A4 record


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Kyocera has developed the KYOCERA Mega Surface Series to be faster, stronger, more eco-friendly and more compact than conventional photoreceptor drums, while nonetheless offering sharper, more beautiful printing. The amorphous carbon (a-C) thin-film employed as a surface-protecting layer in the new series provides hardness and durability that were impossible to achieve previously due to the difficulty of forming thin-film coatings evenly on the surface of a drum. Kyocera has become the first in the industry to achieve an even formation of a-C thin-film on the drum’s surface using its proprietary DC discharge technology.

Note: 1. Unprecedented durability: Longest life of any commercial A4 photoreceptor drumBy employing hard and durable a-C thin-film for the surface-protecting layer, Kyocera has more than tripled the industry’s longest estimated A4 drum life of 300,000 sheets a standard previously achieved by Kyocera’s conventional a-Si product to achieve a lifespan of approximately 1 million sheets. 2. Lower power consumption: No heater requiredHumidity reduces print quality in many types of imaging equipment. To prevent this, a drum heater is often installed to warm the unit’s photoreceptor drum. However, Kyocera’s a-Si photoreceptor drum provides high-quality printing even in humid conditions by optimizing the thin-film composition of the drum’s surface-protecting layer eliminating the need for a heater, and reducing power consumption. *1 Industry’s first commercial application of amorphous carbon (a-C) thin-film (as of August 9, 2011; based on Kyocera’s research).*2 When the longitudinal feed of A4-sized paper is used for the heaterless a-Si photoreceptor drum with diameter of 30mm in electrophotographic printing (as of August 9, 2011; based on Kyocera’s research). Variables affecting durability include paper characteristics, printing environment and print patterns.*3 Buyers Laboratory Inc. certification, September 2007 (based on A3-sized paper test; drum diameter: 84mm)*4 W hen compared to Kyocera’s heater less a-S i photoreceptor drum.


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HP Stakes New Territories in Traditional Printing and Beyond

HP held its annual global Imaging and Printing Conference and announced several new innovations, collaborations, apps and solutions for all types of users – from consumers and small to midsize businesses (SMBs), to enterprise organizations and graphic arts customers. HP also announced that customer adoption of its cloud-enabled, web-connected print technologies has reached the mainstream, with more than 10 million printers sold to date. “HP’s history of innovation runs deep, and we continue to leverage that legacy and build on it for future growth,” said Vyomesh Joshi, executive vice president, Imaging and Printing Group, HP. “While printing in the traditional sense will continue to be integral to what we bring to the world, we are disrupting the market with leading innovations beyond the page as well.”

Scanning of 3-D objects; tools and services for SMBsMicro and small businesses need the best tools to market and operate their businesses, especially when faced with potentially rapid growth. HP’s innovations help these businesses keep pace with the speed of customers:• To capture images of 3-D objects and scan documents, the HP TopShot LaserJet Pro M275 is an affordable desktop companion that’s ideal for small businesses or home offices. It is equipped with HP TopShot Scanning, a revolutionary technology that captures six separate images of a document or 3-D object and produces one final seamless image of exceptional quality. With this technology, SMBs can quickly produce high-quality images for immediate use in printed materials or on the web. • The new HP Officejet Pro 8600 e-All-in-One series and HP Officejet Pro 8100 ePrinter deliver professional-quality color documents for up to 50 percent lower cost per page than laser printers,(1) and enable printing from virtually anywhere when using mobile devices with HP ePrint.(2) Enhanced with new inks, which resist highlighter-pen smearing, two-sided borderless printing and cloud solutions that can help businesses grow beyond the page. • New HP Business Apps, such as Stamps.com web postage services, Biz Card Scanning and Receipt Scanning Apps from Shoeboxed, and new apps from GoogleDocs and Box.net, allow

SMBs and micro businesses to focus on business impact. • From Scheduled Delivery Apps, business managers can receive actionable and specific guidance on becoming better leaders from Manager Tools, creators of an award-winning business podcast, and receive a full Wall Street premarket summary from RTT News, a global leading provider of financial newswires. HP also is making its proven enterprise-level technologies accessible to SMBs. After its recent acquisition of Printelligent, a leader in managed print services (MPS), HP is rolling out HP Partner Managed Print Services, the first of several channel-enabled MPS offerings that HP plans to launch over the next year. In addition, HP has added several HP Document Solutions – including HP Access Control Express, HP and Nuance eCopy ShareScan and HP and Capella FormPort to its portfolio for the solutions specialist channel to sell.

New HP LaserJet printers, Scanjet workstation for businesses of all sizes

HP introduced two HP LaserJet printers and an HP Scanjet workstation that facilitate mobility and workflow for businesses. • HP LaserJet Enterprise 600 M601, M602 and M603 printer series – a secure, easy-to-use web-enabled monochrome printer series engineered to help businesses increase efficiency and improve document workflow. • HP LaserJet Enterprise 500 color M551 series – an HP ePrint- enabled printer ideal for enterprise and SMB work teams that want professional-quality color and document management tools. • HP Scanjet Enterprise 8500fn1 Document Capture Workstation – a scanner optimized for workgroups with high-volume scanning needs, featuring an easy-to-use, large color touch screen.

Enterprise services and solutions To simplify complex office processes and improve how enterprise


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customers work, HP introduced new and enhanced solutions and services offerings. HP Document Processing Services help clients grow their business, drive process transformation, reduce costs and increase productivity. The suite of document solutions offers customers the option to outsource all or portions of their document management functions, allowing information access from anywhere, anytime and via any channel. HP Access Control Express with HP Access Control Mobile Release is a bundled solution of simple, effective tools that help slash printing costs and keep data secure, while increasing user confidence and productivity. Additionally, the HP Solution Business Partner Program showcased announcements from Hyland, Jetmobile and Pharos.

Empowering global marketersThe new HP Smart Marketing Suite is a document workflow solution that addresses the inefficiencies facing enterprise marketing leaders. The solution consists of a suite of software and services that optimize and automate marketing content workflows, from creative brief to activation, resulting in time and cost savings that can be directed to increasing marketing effectiveness. To develop the offering, HP partnered with Omnicom Group Inc., a global leader in advertising and marketing communications.

Mobile solutions for consumers and businessesHP is making the mobile print experience even quicker and easier, so customers can stay focused on the tasks at hand – whether they are at home, at work or simply on the go. HP’s new and enhanced mobile solutions allow people to bring print into their digital lives no matter where they are.

• For SMBs, the industry-first HP ePrint Wireless Direct offering allows users to connect directly to supported HP printers without the need for network or internet connections. Users can simply walk up and connect to a printer from any Wi-Fi- enabled mobile device with a peer-to-peer connection. • The new HP ePrint Home and Biz app unifies the HP ePrint experience with a mobile app for Apple iOS, Android or Symbian smartphones and tablets, available at no additional cost, making it easy for customers to print documents and photos. • The HP ePrint Mobile Driver makes it easier to print from notebook PCs to HP-enabled printers. Users simply “File and Print” to any registered ePrint-enabled printer. • The new HP Printer Control mobile app for Apple iOS devices delivers wireless access and control of a printer through a robust mobile printing experience. Customers can scan photos and documents to Facebook, Google Docs and scan to email from their mobile devices. They also can monitor printer and supplies status. • In a mobile printing first for enterprises, the cloud-unified HP ePrint app for BlackBerry smartphones allows BlackBerry users to print with one app to three cloud solutions: HP ePrint- enabled service printers, HP Enterprise service printers and HP Public Print service printers. • Through HP’s collaboration with St. Joseph Communications and PrinterOn, mobile printing is now a reality for the more than 32 million annual travelers using Toronto Pearson International Airport, courtesy of new ePrintit Kiosks, the latest addition to HP ePrint Public Print locations.


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Creating growth in graphics industry Furthering the analog-to-digital transformation in graphics printing, the new HP Wall Art Software-as-a-Service offering enables print service providers to diversify their portfolios to include custom wall coverings and artwork. Austin, Texas based New Era is the largest limited-edition fine art publisher, printmaker and artisan framer in the world serving design professionals. The first company to adopt the solution, New Era’s interior design customers can create easy and affordable removable wall art that meets precise sizing and design specifications, expressing their clients’ personal style.

Empowering the creativeHP is empowering consumers to do more with their photos than ever before, while also enabling retailers to capitalize on the growing retail publishing market, which generated sales of $33 billion worldwide in 2010 and is projected to grow at four percent annually through 2014.(3) • Customers at 2,600 Walmart stores and all Meijer stores throughout the United States can now create photo creative merchandise such as photo posters, photo books, calendars and greeting cards in-store or online with same day pickup.

• HP Faux Canvas, a first-to-market, affordable alternative to traditional canvas that is lighter weight, easier to hang, and features either personal photos or licensed content, will be available in time for the holidays with initial availability exclusively at these Walmart stores. • These Walmart customers can now use HP in-store kiosks to access their photos from Snapfish.com, Walmart.com and, coming soon, Facebook accounts. • Making the photo organization and creation experience more convenient and efficient, a new online photo organizer from Snapfish by HP features advanced facial recognition algorithms.

About HPHP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure at the convergence of the cloud and connectivity, creating seamless, secure, context-aware experiences for a connected world. More information about HP (NYSE: HPQ) is available at http://www.hp.com.

Canon Europe and Océ have announced the next milestone in the journey of Canon and Océ to becoming the global leader in the print industry with the launch of two co-developed production printing systems: The Océ Varioprint DP Line (pictured top right), a series of compelling black-and-white systems based on breakthrough technology and the Canon Imagerunner Advance C9000S Pro, a next-generation, light production colour printer. The co-development of new technology is further evidence that Canon and Océ are stronger together and better positioned than ever to ensure that their customers have access to the broadest and most advanced portfolio of professional print solutions. The Océ Varioprint 95-105-120-135 are powerful, light to mid production printers, combining Océ printing technology, engine and controller with integrated Canon scanning and finishing solutions. It offers excellent image consistency, instant-productivity and multiple finishing options in one highly configurable system. There are four engine speeds available in the DP line: 95, 105, 120 and 135 A4 images per minute. At its core is the innovative, Océ Directpress technology, which does not use light, high temperatures or electrical charges to create an image, making it a reliable alternative to traditional technologies for the black-and-white market?

Canon and Océ Launch Two New Production Systems

HP Stakes New Territories in Traditional Printing and Beyond Continued


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Océ Directpress technology replaces the multiple process steps used in traditional printing technologies with a single, digital, no-variable process. The result is a highly stable and consistent quality output without streaks, striping or banding across jobs. The new engine incorporates a diverse range of scanning and finishing capabilities drawn from the successful Canon Imagepress range enabling customers to demand the highest quality in a wide range of profitable print applications. Precise finishing can be easily achieved due to no toner cracking when folding or creasing and less media distortion as a result of the low fusing temperature. The Océ Varioprint DP line also helps customers reduce their environmental impact. HeatXchange technology implemented in the printer saves energy by transferring the heat used to fuse toner onto paper from printed sheets to new sheets entering the print path. By recycling the heat in this way, customers can reduce their energy consumption by at least 30 per cent compared to other systems in its class. The Varioprint DP Line has the lowest TEC (Typical Energy Consumption) value in the mid production market and can be plugged into a standard power outlet. Océ Directpress technology also produces no ozone emissions

making for a cleaner working environment for system users. Despite its low energy use, productivity is high, because of EnergyLogic. This technology matches the power requirements of a print job with the available power in the system. It ensures that the system starts printing quickly after a cold start or maintains maximum speed after changing to heavier media. The incorporation of an Océ Prismasync controller gives customers immediate productivity and easier management of complex jobs. Expanding the joint portfolio further and building on the success of the Imagerunner Advance C9000 Pro series (pictured bottom right above), the new C9000S Pro integrates Canon colour technology with Océ Prismasync controller. Customers can benefit from a solution that offers intuitive operation, ease of use and multiple media and finishing options on one highly efficient and versatile platform. The series introduces a number of unique productivity-boosting features, including an intelligent job scheduler and a media-based workflow that minimises downtime and enables customers to plan production efficiently. David Preskett, European professional print director, Canon

Europe, said, ‘The launch of these two jointly developed systems so soon after the Canon Imagepress C7010VPS is a clear demonstration of the confidence Canon and Océ have in each other’s expertise. Not only are we bringing to market another Canon system on the Océ Prismasync platform, but also a breakthrough black-and-white Océ system based on new, co-developed technology. Stronger together, our continued collaboration, particularly in the area of product development, should send a reassuring message to our customers. They remain the focus of everything we do as we strive to support them in securing the long-term future of their business.’ Nick Klitsie, vice president business group office and printroom, Océ, added, ‘Our promise to our customers is productive printing without compromise. We are leveraging the strengths of our cut sheet portfolio, in both colour and black-and-white, across Canon and Océ systems. All seamlessly connected by one powerful controller platform. This compelling combination of Canon and Océ means the newest technologies for our customers, to keep moving them ahead in their markets.’ The new Océ Varioprint DP Line is available immediately in the UK and Ireland. Availability of the new Canon Imagerunner Advance C9000S Pro series in the UK and Ireland will be announced in Q4 2011.Further information about Canon UK Ltd is available at: www.canon.co.uk. For more about Océ visit: www.oce.com.

Canon and Océ Launch Two New Production Systems Continued


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Heidelberg USA and Ricoh Americas Corporation announced that the United States and Brazil have been chosen as the first markets in the Americas in the phased global rollout of the new Heidelberg and Ricoh strategic cooperation. Heidelberg Chairman Bernhard Schreier and Heidelberg USA President Jim Dunn along with Ricoh Company, Ltd. CEO Shiro Kondo and Ricoh Americas Corporation Chairman and CEO Kevin Togashi, formally announced today the contract signing at a press conference during GRAPH EXPO in Chicago, Ill. The relationship enables Heidelberg to sell Ricoh’s latest color digital press, the Ricoh Pro C901 Graphic Arts Edition, as part of Heidelberg's total print solution. Jim Dunn of Heidelberg USA commented, “We have worked closely with the Ricoh regional management team in the Americas and have agreed on the best strategy for introducing Ricoh into Heidelberg’s U.S. and Latin American markets. These countries are the first step, and we will continue to introduce Ricoh into Heidelberg operations in other markets through a phased approach.” The two companies entered into a global strategic partnership agreement in February this year. Heidelberg’s and Ricoh’s future plans include integration with Heidelberg’s industry-standard workflow solution in the graphic arts industry, Prinect, as well as joint development activities for future printing applications. Kevin Togashi of Ricoh Americas Corporation said, “Heidelberg and Ricoh share an uncompromising commitment to excellence. We are both dedicated to offering a broad and balanced range of solutions that truly embrace the era of digital and offset convergence with uncompromising customer service. Together, we will continue to share our knowledge and expertise in developing the best printing models that meet the needs of our customers.”

Addressing the market need of integrated print productionDigital printing continues to grow as commercial printers extend their business models to offer marketing services, short-run color and same-day service. Offset printers are increasingly seeking to complete their portfolios with a flexible digital solution integrated into their existing high-quality offset environment. The Ricoh and Heidelberg relationship supports these customers in growing their core offset business and enables them to offer more flexibility to their clients using Ricoh's latest digital print technology. Today, offset printers have access to a nearly unlimited range of printing substrates and state-of-the-art coating applications as well as

specialty inks through Heidelberg’s market-leading offerings. By adding Ricoh’s digital production printing technology, professional printers will be able to offer the well-known advantages of variable data printing, instant delivery of urgent print jobs, and cost-effective production of shorter run lengths. The combination of offset and digital printing now available from Heidelberg enables print shops to respond with flexibility to customer requirements by offering profitable variable data printing and shorter runs in addition to cost-efficient, high-quality offset printing.

Interplay of Offset and Digital Printing offering additional flexibilityThe Ricoh Pro C901 Graphic Arts Edition addresses the needs of commercial printers to build a high-quality, digital color printing environment. Featuring a production speed of 90 pages per minute (ppm), it is easily the fastest and most productive system in the digital value segment. This segment includes systems providing production speeds between 60 ppm and 90 ppm with an average monthly production volume from 80,000 to 300,000 A4 pages and beyond. Providing high-quality output, the Ricoh Pro C901 Graphic Arts Edition is an ideal solution to meet the expanding demand for shorter print-runs, variable data printing and rapid delivery on a wide range of substrates. By combining Heidelberg’s Prinect workflow and color management solutions with the dual platforms of offset (for example, with the Speedmaster 52 Anicolor press) and digital printing (with the Ricoh Pro C901 Graphic Arts Edition), print service providers will be able to derive greater profitability from short-run jobs and simplify color and job management. For the global rollout, Heidelberg will follow a sequential approach in order to guarantee the highest available service level to its customer base. In April 2011, customers in Germany and the UK were able to purchase the Ricoh Pro C901 Graphic Arts Edition from Heidelberg. Both companies have begun the rollout for other Asian markets and are working on the rollout forChina. The Eastern European market is targeted to rollout by drupa 2012, closing the worldwide process.

About Heidelberger Druckmaschinen AGA technology provider and partner in the print media industry, Heidelberger Druckmaschinen AG (Heidelberg) is the world-wide leading provider of solutions and services for the print media industry. The name Heidelberg is internationally associated

Heidelberg USA and Ricoh Roll out Digital Offering in the AmericasGlobal agreement provides customers with combination of offset and digital printing in U.S. and Brazil


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with leading technology, top quality, and customer focus. The company’s core business starts with its equipment and services the entire process and value chain of the sheetfed offset format classes from 20 inches to 64 inches as well as digital printing solutions. While Heidelberg’s expertise is rooted in engineering and manufacturing the best presses, it extends to a range of prepress and postpress equipment as well as services and solutions including: Business Consulting, Saphira Consumables, Professional Training, Parts, Service, Remarketed Equipment and Workflow software.

About Ricoh Americas CorporationRicoh Americas Corporation, headquartered in West Caldwell,

N.J., is a subsidiary of Ricoh Company, Ltd., the 75-year-old leading provider of advanced office technology and innovative document imaging products, services and software, with fiscal year 2010 sales in excess of $23 billion. Ricoh's fully integrated hardware and customizable services and software help businesses share information efficiently and effectively by enabling customers to control the input, management and output of documents. Ricoh Americas Corporation, directly or through its network of authorized dealers, markets and distributes products in North, Central and South America. Information about Ricoh’s complete range of offerings can be found atwww.ricoh-usa.com.

Heidelberg USA and Ricoh Roll out Digital Offering in the Americas Continued

Konica Minolta Business Solutions (UK) has launched its global Optimized Print Services (OPS) programme. A business concept designed to manage and rationalise organisational print requirements locally, centrally or globally, and effective within any market segment, OPS fully supports the Konica Minolta service philosophy. Part of Konica Minolta’s wider Managed Services portfolio, encompassing document workflow management, BPO, ITO, consultancy and advice, OPS is designed to reduce costs, drive efficiencies and increase productivity both within the office, and within in-plant document production areas. The fully customised OPS programme provides an effective strategy for document workflow management, including processes designed to help customers to better monitor, measure and manage printer and multifunctional system fleets, in any combination. “The OPS programme redefines Konica Minolta as a true service provider taking a holistic approach to customer requirements based on customer intimacy and adaptive workflow solutions tailored to customer needs”, states Mr Yuki Kobayashi, Managing Director of Konica Minolta Business Solutions (UK) Ltd. The Konica Minolta OPS programme is based on a three-tier approach driven by Prince 2 certified methodologies that encompass discrete Consult, Implement and Manage phases. It combines expert support with best-of-breed project management to ensure a smooth transition – ensuring that not only do organisations install an optimal printing infrastructure, but also that they transition and manage it in the most efficient way. This results in continuous reduction in total cost of ownership, both direct and indirect, and maximised efficiencies in document workflow operations.

OPS Consult All improvements resulting from OPS Consult are based on

defined consulting procedures and powerful analysis tools allowing customers to understand every single step on the way to a tailor-made solution.

OPS Implement OPS is more than just installing a new print solution. It provides change management based on individual customer requirements. This includes dedicated project management in accordance with recognised standards, as well as support for appropriate involvement of stakeholders and users. Customers benefit from the strong direct organisation and the experience of Konica Minolta as a market leader.

OPS Manage After testing and establishing the new document workflow infrastructure, OPS offers a scalable portfolio of services to run and manage the print device fleet. Tailored to individual requirements, these can complement existing IT services or take over full operational responsibility. Mr Kobayashi further commented, “Many customers are now aware of the huge cost savings which are achievable through efficient document workflow management. However, effective management requires expertise and a consistent approach. The Konica Minolta OPS programme allows our customers to focus on core business activities while we optimise document workflow processes and manage the physical print infrastructure for them”. He continues, “In addition to efficiency and cost savings, OPS also addresses environmental conservation issues helping our customers with energy saving and carbon footprint reductions, now major factors for public sector and commercial organisations. With the OPS programme Konica Minolta further demonstrates its position as an innovator and leader in managed print and document imaging technology.” For more information, please visit: www.konicaminolta.co.uk

Konica Minolta Launches OPS Managed Print Services


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In life they say “timing is everything” and for the financial community, it is no coincidence that HP made several announcements yesterday during their Q3 earnings call. Leo Apotheker, HP CEO and President, made it clear that he intends to continue aggressively pursuing the enterprise services and software business. Mr. Apotheker announced three bold moves including:• “HP confirms that it is in the discussions with Autonomy regarding the possible offer for the company”• “HP board of directors has authorized the exploration of strategic alternatives for its Personal Systems Group (PSG)”• “HP will discontinue operations of webOS devices” Any of these announcements made separately could have caused their shareholders to react differently, but as a whole provided a much stronger message of Apotheker’s strategy to transform HP. This was the first BIG announcement from Mr. Apotheker and it was important for him to set expectations for the company, its customers and its shareholders.

Services Group Management ChangesApotheker also said he was replacing long-time HP Enterprise Services executive Ann Livermore with John Visentin, EVP Enterprise Services. Mr. Visentin seemingly has a very strong background in the services business having worked at IBM. The announcements yesterday are reminiscent of IBM when Lou Gerstner announced its move to sell off its PC business and move more forcefully into the services business. HP has been restructuring its Services group since its acquisition of EDS several years ago. The company has focused on organizing its sales force similar to IBM where EDS holds the formal contract with its Enterprise customers and other groups are pulled into accounts when needed.

Exiting PC BusinessThe other similarity to IBM is HP’s announcement to explore alternatives for its Personal Systems Group (PSG) that “could include the possibility of a separation of PSG from HP through a spin off ”. This announcement is particularly significant

considering that HP is the global market share leader in PC shipments w i t h a p p r o x i m a t e l y 18.5% share. The Personal Systems Group accounted for nearly $41B in sales in FY2010 roughly 1/3 of the company ’s total

revenue (see chart below), but has among the lowest earning margins at around 6%. HP’s exit from PCs strongly states to its investors and organization that HP is not just interested in big revenues; it is more interested in strong growth and profitability for the company.Reversing Its Strategy on MobilityHP has decided to retreat from its recent move into mobile devices and operating systems by discontinuing operations related to mobile devices. HP has suffered with the low acceptance of WebOS-based smartphones and recent tablet offerings and faced an extremely competitive environment in keeping up with Apple, Google and other players. In a news story this week, BestBuy requested HP to take back their unsold TouchPads. According to Information Week, Best Buy received 270,000 TouchPads from HP but has only sold 25,000 units. With disappointing sales performance, Best Buy wants the tablets removed from their inventory system. In the earnings call, HP stated it had already lost $330 million in regards to webOS. The direction is to stop any development in webOS hardware and investigate opportunities for licensing and/or selling the operating system and 1,500+ patents HP picked up when purchasing Palm Inc. just over one year ago.

Implications for Imaging and Printing Group (IPG)Mr. Apotheker stated that IPG is a profitable area to the business garnering double digit margins and having a strong commercial impact. He also mentioned that there is significant synergy with IPG in enterprise services and strategically with Managed Enterprise Services. He gave no indication that HP has any plans to spin off IPG (like IBM did when selling its Printing Systems division to Ricoh). IPG may be slightly affected by HP no longer selling branded PCs (benefits from brand advertising, presence in retail stores, bundling), but IPG will also be free to work more aggressively with other PC vendors that may be interested in printer/PC bundling (e.g. Toshiba, Acer, Apple). Over the last year IPG also has been emphasizing its line of webOS-enabled printers. While IPG may continue to develop web-enabled printers and provide web services that support printing, the role of webOS is clearly in question. IPG may be better served to work with the leading mobile OS vendors for mobile print solutions.

AutonomyAutonomy has been successful creating solutions that manage and analyze content and data. Specifically, they work to “make sense” out of content and data of all types for specific purposes. Autonomy is particularly strong in the legal world, providing regulatory controls, records management, and eDiscovery

HP’s Strategic Announcements Signal Major Enterprise Focus

* SAI Chart of the day


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solutions. They are also getting deeper into social media, both in the realm of regulatory compliance, and external social listening. They also have a Digital Asset Management solution (Virage MediaBin, which was gained through acquisition by Autonomy), which they classify as a solution for “Rich Media Management” that boasts an admirable client list. In April, HP launched an information management strategy providing an overview of content across the enterprise, which is also when they are rumored to have begun discussions with Autonomy. Analytics may have a play here as Autonomy has a proprietary technology IDOL (Intelligent Data Operating Layer) that analyzes information for meaning based on content and context. It was used to build their “meaning based” marketing solution Multichannel Analytics. HP’s acquisition of Autonomy also greatly strengthens their position in the growing market for marketing automation and cross media technology and services — a big gap in HP’s current solutions portfolio. Over time HP may look to integrate Autonomy with its production document and print-related software (e.g. Exstream, SmartStream Director) with managed services to provide end-to-end solutions for enterprise accounts and marketing service providers. The rumored price of $10 billion is quite substantial at roughly 16 times Autonomy’s forward revenue and 64 times price-to-earnings. HP appears to be in a hurry and does not want any other suitors pursuing Autonomy. Coming on top of Google’s $12.5 billion planned acquisition of Motorola Mobility and the Apple/Microsoft $4.5 billion purchase of Nortel patent portfolio, it appears several of the big IT players have decided to invest some of their large cash positions.

HP – Creating EcosystemsThe story here is about creating the right ecosystems for the right markets. The ecosystem is not just about services; it is a combination of services accompanied by state-of-the-art hardware and software. IBM still generates a significant amount of revenues from their server hardware business and it is an important piece of the enterprise services ecosystem they have created. Apple’s hardware has made a significant impact on the industry, but it has been the combination with services (iTunes) and software (music content/apps) that has made them successful. Google’s plan to purchase Motorola Mobility (seemingly for their IP) is based on having better control over their ecosystem and participating in the full set of revenue and profits from devices, software and services; clearly hardware is NOT dead. For HP, this new direction is better focused with all the right elements of high-value hardware, software and services to build and manage enterprise business/knowledge/marketing systems. It is how HP will integrate its new acquisitions with

its IPG hardware (MFP’s with document workflow/document management and production printers with multi-channel communications) along with its other hardware businesses (server and storage) that will demonstrate their strength and ability to deliver the right ecosystems, to the enterprise market in a timely manner.

ImplicationsFor PC vendors – They are cheering HP’s move. There could be a play for one of the other vendors to take over the HP PC business. However, PCs are a commodity market with relatively little IP except for the brand. A spin-off company (e.g. Lenovo) would be a major competitor, but there will likely be significant share shift over the next 12 months.For Printer vendors – No significant change. HP is still number one in most of the segments and regions in which it participates. There may be some minor impact on the low-end of the consumer and SMB market, but the HP printer brand and distribution channels are very strong. Look for HP to continue emphasizing Managed Print Services.For Enterprise Services vendors – HP is betting a big part of its future on this area. The acquisition of Autonomy will strengthen some of HP’s software and services portfolio, but for the short term HP senior management will be focused on disengaging from PCs and mobile devices while figuring out how to integrate and leverage Autonomy. Long term HP will be a formidable competitor.

HP’s Strategic Announcements Signal Major Enterprise Focus Continued


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Released in November 2010, the Brother HL-2270 printer engine is based on a new 24/27ppm, 1200 dpi laser engine. These machines have a first page out in less than 8.5 seconds, and come standard with 8 or 32Mb of memory depending on the machine. The HL-2270dw printers also have duplexing built in. Our HL-2270DW machine came with a starter cartridge which is rated for 700 pages. (A low yield TN cartridge without a reset gear) The first section of this article covers the theory behind these cartridges. The first three paragraphs have some interesting information on the reset gears and how they work. The rest is standard Brother theory. If you are not familiar with Brother cartridges, it would be best to read through this entire section. It may save you a few very frustrating hours. Current machines released so far are: HL-2130 (Listed in service manual, but not seen anywhere as of 11/10/2010) HL_2220 (Listed in service manual, but not seen anywhere as of 11/10/2010)

HL-2230HL-2240HL-2240DHL-2250DNHL-2270DW

Besides the starter cartridge, there are

two different yielding toner cartridges available for these machines, the TN-420/450 (TN-2210/2220 Europe). The TN-420 cartridge is rated for 1,200 pages at 5%; The TN-450 is rated for 2,600 pages at 5%. The drum unit is new as well; Part # DR-420 (DR-2200 Europe) and is rated for 12,000 pages. It will be covered in a future article. The Fuser assembly, paper feed assembly and laser unit ’s all have a stated life of 50,000 pages. The printer itself is rated for 50,000 pages so basically when these parts are done so is the printer. There is a reset gear that resets the printer each time a new toner cartridge is installed. In our machine, the starter cartridge was marked just TN and had the reset gear section completely blocked off. (See Figure 1). In order to recycle

starter cartridges, the proper reset gear and the end cap must be replaced. Both the TN-420 and the TN-450 cartridges use different reset gears. The TN-420 gears have 3 flags on them VS two flag for the TN-450. That is how the machine knows if there is a STD or HY cartridge installed. New reset gears and an end cap are being developed so that LY cartridges can be made into HY, and Starter cartridges

Remanufacturing the Brother HL 2240/2270 Series Toner Cartridges (TN-420 & 450)By 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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can be recycled into either one. See Figures 2 & 3 These cartridges also use a completely new developer roller cover. See Figure 4

An interesting point in the reset process is what happens in addition to the counter being reset. When the printer senses a new toner cartridge, the bias voltage is set to a high voltage. As the cartridge is used, the bias voltage is reduced gradually down. This process is necessary because according to Brother, a new toner cartridge has a tendency to print light. As the cartridge is used, the density increases. To keep the density level even throughout its life, the density bias voltage is reduced accordingly. Each time a new cartridge is installed, the bias voltage is reset to the high voltage point, and the cartridge page count is reset to zero. Since different yields would dictate different decreases in density over time, Brother uses different reset gears. This was also done in other Brother cartridges, but after a time Brother just went with the HY gear for both cartridges. Time will tell on what they do with these cartridges. Figure 5 shows how the toner and drum

cartridges relate position wise to the rest of the printer. Basic Brother Print Theory: As with previous Brother cartridges, the waste toner is repelled out of the drum cartridge and picked up by the developer roller in the toner cartridge and brought back into supply chamber. That is why there will always be a good amount of toner left in the supply chamber when the cartridge is finished. This remaining toner MUST be completely removed from the supply chamber before adding new toner. Failure to do this will cause back grounding. In addition to contaminating the toner cartridge, this will also contaminate the cleaning section of the drum cartridge, which in turn will contaminate the toner cartridge again. The reasons for this are explained in the following cartridge theory section. The cleaning section of the drum cartridge consists of a "cleaning brush" (also known as a “Charge Felt”) and a recovery blade. The cleaning brush has two opposite charges placed on it during the print cycle. The first attracts any remaining toner off the drum. The second repels the toner off the brush back onto the drum where it then transfers back into the toner cartridge. This is all done in a timing sequence that does not interfere with the printing process. If the cleaning brush becomes contaminated with bad toner that will not accept a charge, the brush will not be able to clean itself and back grounding will occur. It seems to be the nature of contaminated toner that it will accept most of the charge to be cleaned off the drum, but it will not accept the charge that would allow the brush to clean itself off at all. A properly working cleaning brush will at any given time have only a small amount of toner on it. Once contaminated, toner will accumulate, which will only cause the problems to get worse. Since the waste toner is transferred back into the supply of the toner cartridge. Once

you print with a bad toner cartridge, the drum unit will become contaminated. Even when you change out the toner with a good properly recycled or new OEM cartridge, the drum unit will transfer some of the bad toner back into the good toner cartridge, which will again cause back grounding. Both cartridges will be contaminated again. It can be a vicious circle. The remaining "toner" in the toner cartridge is just below the bare minimum that can maintain the proper charge level. When the change toner light comes on, the toner will not charge up to the proper level and will cause the back grounding. As the toner cartridge reaches the end of its useful life, the printer senses the low charge level in the toner supply and will try to keep the charge level up. This constant charging keeps an almost "empty" cartridge from back grounding. Once the printer cannot get the remaining toner up to the minimum charge, the change toner light comes on. The cartridge at this point will still be printing properly. If you were to take that same cartridge out of the machine for a few days, and then put it back in the printer with out doing anything to it, the cartridge will shade. This will happen because the charge level that the printer was trying so hard to keep up has dissipated out and the materials left can no longer accept a proper charge. What does this all mean? 1) Make sure that your cartridge technicians thoroughly clean out the supply chamber of the toner cartridge. 2) In the event that they forget, and you have a shading cartridge. The toner must be completely cleaned out again. (Do not use the toner over!!), and NEW fresh toner MUST be installed. 3) The drum unit has to be taken apart and cleaned out with emphasis on the charge brush. This is a very simple process but very necessary once it is contaminated. According to our tests, there will be approximately 50-60g of toner left when

Remanufacturing the Brother HL 2240/2270 Series Toner Cartridges (TN-420 & 450) Continued

Figure 5

Figure 4


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the cartridge is spent. This is normal. The toner left however as stated above is waste only and must be thrown out or there will be backgrounding issues. How to run test pages, Printer trouble shooting, common cartridge problems as well as how to read the cartridge serial number will be covered at the end of this article.

Required ToolsToner approved vacuum.Phillips Head ScrewdriverSmall Common jewelers ScrewdriverNeedle nose pliers

Required SuppliesDedicated Brother HL-2270 Black Toner Developer roller coverLint free cotton clothsToner magnet cloths White Lithium Grease1) Vacuum the exterior of the cartridge.2) Remove the fill plug from the toner cartridge. Dump the remaining toner and vacuum/blow out the cartridge. Even though on these cartridges the gears are covered, we have found it best to keep one hand over the gear side to protect them. See Figure 6

3) On the NON GEAR side of the developer roller remove the 2 screws. Remove the 2 plastic arms. The smaller arm needs to be turned to release the lock. See Figures 7 & 84) Remove the drum axle plate by lifting up on the two tabs as indicated, pry the plate off. See Figures 9 & 10

5) On the GEAR SIDE, remove the two screws and cover plate. See Figure 116) The reset gear is spring loaded and must be positioned correctly for the printer to accept a new cartridge. Our printer came with a starter cartridge that did not have a

reset gear, and the end cap blocked added a new one in. Starter cartridges will need to have a reset gear and replacement end cap before they can be used. As stated above the TN-420 and TN-450 cartridges both have different reset gears. All 3 types are shown here: See Figure 12, 13 & 14

7) Remove the black plastic spacer from the developer roller shaft. Press in on the back tab to release. See Figures 15 & 168) Remove the E-Ring. See Figure 179) Remove all the remaining gears. Don’t lose the reset gear spring! See Figures 18 & 1910) On the gear side of the developer

Figure 6

Figure 7

Figure 8

Figure 9

Figure 10

Figure 11

Figure 12

Figure 13


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roller, Pres in on the locking tab, and rotate the developer roller lock up. See Figures 20 & 2111) Remove the developer roller. See Figure 2212) Remove the 2 doctor Blade screws

and the doctor blade. Unlike previous TN cartridges, the DB is not physically attached to the seals to it can be removed for cleaning. See Figures 23 & 2413) Completely remove all remaining toner

from the toner hopper, foam feed roller, and Db foam seals. See Figure 25

14) Inspect the magnetic roller felts. If they are compressed, (shiny) rough them up with a small screwdriver. See Figure 26

Figure 25

Figure 24

Figure 17

Figure 18

Figure 19

Figure 20

Figure 21

Figure 23

Figure 22Figure 14

Figure 15

Figure 16



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15) Carefully wipe the doctor blade down with a lint free cloth be very careful not to bend or damage the blade in any way. Install the blade and 2 screws. See Figure 27

16) Clean the developer roller with a lint free cloth and a dedicated Brother developer roller cleaner. Do not use any chemicals other than a dedicated cleaner for Brother rollers to clean the roller. 17) Re-install the developer roller long shaft side to the gear side, and white lock pointing up. Turn the lock towards the doctor blade until it locks in place. See Figures 28 & 29

18) Install the non-gear side axle plate. Make sure the tabs lock in place. See Figure's 30 & 31

19) Clean the gears, making sure that they have no toner on them. This is a good time to also check the gear shafts to make sure there is enough grease. If the shafts appear dry, or the grease is contaminated with toner, clean the shaft and inside of the gear. Replace the grease with white lithium grease. 20) Install the developer roller gear, E-ring, black axle spacer, and the rest of the gears in the order shown. Make sure all the gears are meshing properly. See Figure’s 32, & 33

21) Set the reset gear spring as shown. See Figure 34

22) Depending on the cartridge you have, set the reset gears as shown. See Figure 35 for the TN-420 and Figure 36 for the

Figure 35

Figure 27

Figure 28

Figure 29

Figure 30

Figure 31

Figure 32

Figure 33

Figure 26

Figure 34


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TN-450. Note that the gear teeth are not meshed when set. This is how it should be. The gear is spring loaded and will turn when driven by the printer. See Figure 37

23) Install the gear cover plate, and two screws. See Figure 38 for the TN-420 and Figure 39 for the TN-450. Make sure the black arrow on the cover is aligned with the white arrow marked #3 on the TN420 gear and #1 on the TN450 gear.

24) On the non gear side, install the 2 plastic arms and screws. The smaller arm is installed last and has to be turned from the bottom up so that the lock engages. See Figures 40 & 41

25) Fill the cartridge with the proper load of Brother HL-2270 Black Toner, (High yield or low yield). See Figure 42

26) Replace the fill plug. See Figure 4327) Wipe the cartridge down to remove

any remaining toner dust.28) Install the developer roller cover. See Figure 44

Test PagesPress the “GO” Button 3x within 3 seconds with the front cover closed, and the ready light on. A printer settings page will print

Defect ChartOPC Drum 94.2mmUpper fuser roller 53.4mmLower Pressure roller 78.5mmDeveloper roller 32.5mm*** NOT E: If you are exper iencing horizontal black streaks, and changing cartridges does not help, look in the bottom of the paper tray. There is a small metal ground terminal. If it gets bent or dirty, it can cause this. *** See Figure 45

Figure 37

Figure 38

Figure 39

Figure 40

Figure 41

Figure 42

Figure 43

Figure 44

Figure 45

Figure 36



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Sinobase Group Invest in a New Factory

OCP Signs Distribution Contract with AKICI Inkjet Ve Laser Teknolojileri

Sinobase are proud to announce Sinobase Group has invested in a new factory, Zhuhai Dongyue Digital Technology Ltd., in Zhuhai, the Printer Consumable capital of the world. Zhuhai Dongyue specializes in producing remanufactured cartridge and Shenzhen Dongyue specializes in manufacturing compatible new cartridges and components to meet the increasing worldwide demand for the digital printing aftermarket. With the manufacturing space of 12,000 sqm plant and its advanced machineries and equipments, the production capacity enables them to reach 150,000 to 200,000 units per month to be able to serve their expanding North America and Western Europe customer bases.Zhuhai Dongyue has its own in-house Quality Control Team. The Quality Control Team implements Incoming Quality Control (IQC) on all materials and components, and Post-Testing is conducted on all cartridges where Acceptable Quality Level (AQL) sampling plans have been predetermined, to ensure the quality is at

the highest standard. Sinobase Group has won the trust of clients for over the past 10 years, which makes them stand out among the competition. Sinobase Group would like to thank you, their employees, partners and customers, for their continued support and loyalty. Sinobase Group commits to keeping their core values for theri valuable customers in the future.

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

For more information about Sinobase Group visit the website: www.inklaser.com

OCP announced a new distribution partner for Turkey: AKICI Inkjet Ve Laser Teknolojileri is with immediate effectiveness the 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 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.

For more information about OCP, Pleases Visit: www.ocp.de


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Future Graphics Named Exclusive Distributor of Kuroki Blades in Americas

CET Introduces New Products to the Market

Future Graphics (FG), the exclusive source of MK Imaging® and Kaleidochrome® brands, and the world’s leading supplier of quality components and supplies for toner cartridge remanufacturing, announces that it has agreed to be the exclusive source of Kuroki blades in the United States, Canada and Latin America. FG signed the agreement to facilitate the supply of high quality matched systems for a wide range of popular engines.

FG will continue to offer components, including blades, from many top quality suppliers, provided they meet the company’s and its customers’ criteria for high performance comprehensive system solutions.To learn more about all the quality products currently offered by Future Graphics, visit: www.fgimaging.com

CET announce that series drum unit rebuild kits for use in Minolta Bizhub C250/252, Bizhub C203/253 have been released into market with lifetime of 50000 and 70000. Meanwhile, they also release OEM Developer for use in Bizhub C250/C252, Bizhub C203/C253/353, Bizhub Pro C5500/6500, and all these developer can supply permanently. Working in conjunction with a professional Japanese factory, CET is proud to announce that they have a compatible Fuser Fixing Film for iR2535/2545 with l ifetime of 100000pages. They also release RICOH Type MP4500 toner cartridge for use in AFICIO MP3500/MP4500 into the market, this toner cartridge adopt Japan toner with lifetime of 30000 pages.

The expected Japan drum for use in Aficio MP9000/1100/1350 grandly come out this month with lifetime of 1000000 pages. There are also some HP ,SAMSUNG series laser printer toner cartridge come into the market.

To learn more new product information, please visit CET web: www.chinaeternal.com or contact our account manager.

SoyPrint Enters Russia and Middle EastSoyPrint Inc announced it has assigned Russia and the Middle East region to SymbioPrint of Germany as exclusive licensee for the company ’s soy-based SoyPrint toner. SymbioPrint already controls a l l of Western Europe for the world’s first soy based toner. IMG Solutions of Hungary covers Eastern Europe. Rick Greenlaw, vice president of SoyPrint explained the decision. “It is a natural, progressive addition to SymbioPrint’s territory that we add these regions, especially in view of how effective SymbioPrint has been in generating

interest in Europe,” he said. Greenlaw a l so reported a deal was near to bring SoyPrint toner to India during the fourth quarter of this year. Greenlaw a l s o c o n f i r m e d t h a t p r o g r e s s i s being made in the development of a soy based inkjet ink for wide format solvent printing and in a soy toner compatible for Lexmark printers.

For more information about SoyPrint, Please visit: www.soyprint.net


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NEW PRODUCTS EXPRESS


Katun® Corporation Introduces New Products of Katun® Performance™Katun® Corporation Introduces Katun® Performance™ Color Toners for Use in Toshiba

The launch of this toner strengthens Katun’s tradition of providing excellent color quality for business and office environments Katun Corporation, one of the world’s leading alternative suppliers to the office equipment industry, is proud to introduce Katun® Performance™ color toners for use in Toshiba e-Studio 2820C/4520C-series digital copier/printers. These color toners represent the latest products in Katun’s growing line of high-quality toners for use in Toshiba machines, and follow the well-received launch of Katun® Business color toners for use in Toshiba e-Studio 2500C/3510C-series digital copier/printers. “Customers will be impressed by the outstanding color reproduction and print performance, featuring OEM-equivalent image density, overall print quality and yields plus significant cost savings versus the OEM toner,” says Bob Moore, vice president of product development. “This toner has passed Katun’s 360° certification process during development and testing, and has been tested and approved for forward and reverse compatibility with OEM toner. Also, to ensure ongoing product performance, production lot samples are tested on a continuing basis to guarantee product consistency.” Katun® Performance™ color toners for use in Toshiba color applications are ideal for use in departments and workgroups that primarily print business color documents, including spreadsheets, presentations, office memos, etc. These toners offer OEM-equivalent image density, overall print quality and yields, and are excellent for the sharp text and line details necessary to add emphasis to important business documents. As with all Katun® products, these Katun® Performance™ color toners may be ordered via the Katun Online Catalogue – Katun’s one-stop Internet resource that allows registered customers to locate and order thousands of Katun® products while accessing real-time information about their orders and accounts.

Katun® Corporation Introduces a Katun® Performance™ Toner Kit for use in Kyocera Mita This toner kit now includes an RFID chip and provides an outstanding combination of OEM-equivalent performance and cost-competitive pricing – resulting in value that neither the OEM nor other aftermarket companies can beat Katun Corporation, one of the world’s leading alternative suppliers to the office equipment industry, is proud to introduce a Katun® Performance™ toner kit for use in Kyocera Mita KM

3050/4050/5050 and TASKalfa 410i-series digital copier/printers. With this introduction, Katun has developed a complete toner kit – including toner cartridge, waste toner bottles, cleaning cloths, etc. – that provides excellent image reproduction. “Katun now offers a new “with chip” version that gives you more complete functional performance, including an operational toner gauge and the ability to communicate with MPS systems,” says Bob Moore, vice president of product development. “In addition, Katun’s cartridge design reduces the chance of toner leakage – a problem that has affected some aftermarket toner kits for these machines. The Katun toner cartridge’s dispensing mechanism also reduces the chance of unwanted toner spillage during the removal process.” Please note: A “No-Chip” version of this product is still available for interested dealers. Kyocera Mita dealers will receive excellent print quality from this new Katun® Performance™ toner kit, including OEM-equivalent image density, yields, and fusing performance. Also, this Katun® Performance™ 360º certified toner has been tested to ensure complete forward and reverse compatibility with the OEM toner. As with all Katun® Performance™ products, this toner kit may be ordered via the Katun Online Catalogue – Katun’s one-stop Internet resource that allows registered customers to locate and order thousands of Katun products while accessing real-time information about their orders and accounts.

About Katun CorporationHeadquartered in Minneapolis, Katun Corporation is one of the world’s leading suppliers of OEM-compatible imaging supplies, photoreceptors, fuser rollers, parts and other select products and services for the office equipment industry. With more than 30 years of expertise, the privately held Katun now serves more than 16,000 customers in more than 135 countries. For more information, visit Katun online at www.katun.com.


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MSE Releases 40,000-Page Cartridge for 4015/4515 Printers (64X)

Pelikan Announces New Color Toner for Samsung

Micro Solutions Enterprises (MSE), the industry leader for Intelligently Re-Engineered cartridges, has just released what is sure to be a hallmark product within the MPS engineered range of extended life cartridges, a 40,000 page replacement for the 64X cartridge. Custom formulations of raw materials coupled with patented sealing, welding technologies, and culminating with the markets most rigorous real world test protocols were critical in the release of this demanding application. Especially with speeds up to 62ppm and at 40,000 pages, significant stress is placed on the cartridge system that is uniquely addressed my MSE’s MPS EngineeredTM technology platform. Luke Goldberg, SVP MSE Global says of this release, “There is no question that this is destined to become a flagship type of product for MSE in a similar vein to the HP 9000 and other models that have challenged the industry with quality. We are coming to market with a 40,000 page model which offers any MPS dealer significant advantages not only over the 24,000 page standard model, but also versus others out there offering products ranging from 30-32k pages. We also know that as a result of our technology and dedication to quality and real world testing, that our dealers will have confidence in placing a cartridge like this into

any print environment.” This is MSE’s sixth extended yield cartridge release in the last 120 days and many more are to come to bolster the MPS Engineered line of products.

About MSEMSE is the largest USA based remanufacturer and is acclaimed as one of the leading edge innovators in the marketplace. MSE has pioneered the process of “Intelligent Re-Engineering” as applied to remanufactured printer consumables which is a protocol that employs patented technologies, proprietary processes, and stringent testing methodologies all with the goal of providing the market’s best alternative to high cost OEM print consumables. MSE has multiple certifications and accreditations including ISO 9001 and 14001. Coupled with our engineering prowess MSE also prides itself on offering the highest levels of after sales support to its dealers through its consultative sales and marketing programs. MSE is a global entity with sales and distribution in Canada, Europe (UK and the Netherlands), Israel, Brazil, California, and Pennsylvania.For more information about them, please visit: www.mse.com

Pelikan recently announced that it now offers color toner for the Brother HL-4150 and HL-4570 series color laser printers as well as for the Samsung CLP-310, CLP-315, CLX-3170, and CLX-3175. Brother introduced the HL-4150 and HL-4570 series as replacements for the HL-4040CDN and HL-4079CDW about a year ago. At the same time, the OEM announced the multifunction MFC-9460CDN, MFC-9560CDW, and MFC-9970CDW. Both the color laser printers and the MFPs were based on a new engine design and used new consumables, including the TN-310 standard-yield toner cartridges in black (2,500 pages) and cyan, magenta, and yellow (1,500 pages each), as well as the TN-315 high-yield toner cartridges, which deliver 6,000 page in black and 3,500 pages per color. The machines also take a drum unit with a yield of 25,000 pages. The Brother toner cartridges use a chemical toner. Pelikan did not say whether its toner for the Brother HL-4150 and HL-4170 series is chemically grown. The firm says only, “This color toner has been developed to provide high yield, optimal

density, perfect quality, and excellent fusing properties.” Pelikan sells it in 125g bottles and 10 kg bags. The Samsung CLP-310, CLP-315, CLX-3170, and CLX-3175 are older machines, introduced in 2008, that use pulverized OEM toner. The machines were replaced last winter by the CLP-325W and CLX-3185FW, the first machines to use Samsung’s new chemical toner. The Samsung CLP-310, CLP-315, CLX-3170, and CLX-3175 use the CLT-K409S black cartridge (1,500 pages) and the CLT-C409S, CLT-M409S, and CLT-Y409S color cartridges (1,000 pages each) plus a drum kit that yields 24,000 black or 6,000 color pages and a waste-toner container with yields of 10,000 black or 2,500 color pages. Pelikan says that its version of the Samsung color toner is developed and manufactured at its facilities in Switzerland and is ready to ship. The firm claims its toner has an excellent transfer rate and high density and is stable in quality. The Pelikan toner for the Samsung machines ships in 80g bottles or 10 kg bags.For more information, please visit: www.pelikan-industry.com


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ILG Releases DELL 3130cn OEM Alternative Color Cartridge SeriesThe Dell 3130cn compatible cartridges are: 330-1195 black (HY); 330-1199 in cyan

(HY), 330-1200 magenta and 330-1204 (HY) yellow with 9,000 page yields for all colors. The 3130dn printer prints an extremely fast rate of 25.3 pages per minute (ppm), and has duplex print capability. The Dell 3130dn OEM alternative color series from ILG provide crisp and dark print resolutions with sharp, vivid color output matching OEM. ILG offers these top-quality Dell OEM alternative cartridges at substantial cost savings over OEM pricing. ILG applies several state-of-the art manufacturing technologies to its alternative cartridges including: The Leak-Guard System™, a leak-proof system with durable air tight seal that prevents toner leakage. ILG implements these systems to prevent leaking, streaking or toner buildup to assure that each cartridge performs to OEM standard. With ILG’s quality assurance and 2 year warranty, our resellers can offer ILG’s quality OEM performance at compatible pricing. ILG’s recent DELL compatible releases include: DELL

5230/5350 series 330-6968 monochrome, DELL 2330 printer cartridge 330-2667, as well as the color series DELL 3110 colors: 330-8093 (black), 330-8095 (cyan), 330-8097 (magenta), 330-8099 (yellow) compatible cartridges. ILG is the only company in the alternative industry to apply the proprietary Leak-Guard System™ that can eliminates the leakage during transport. ILG offers an extensive line of Dell and other quality OEM alternative products in monochrome and color. ILG is one of the world’s top private-label and private box contract manufacturers in North America. Each and every ILG printer cartridge is 100% guaranteed and is STMC certified. ILG is headquartered in Woodland Hills, California, with 175,000 sq. ft. of state-of-the art, fully automated manufacturing facilities in North America. Our four nationwide strategically located distribution centers offer same day shipping when requested.

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


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U N I N E T E A S T C O A S T EXPANDS OPERATIONS TO NEW FACILITY (GLOBAL)Holbrook, NY - UniNet East Coast proudly announces the expansion of its East Coast capabilities due to their unprecedented growth in recent years. The relocation of its sales and distribution facility includes state-of-the-art toner filling, increased storage capacity, and a modernized IT infrastructure extending UniNet’s means to offer best-in-class sales, distribution and support services to its fast growing base of clients and prospects in the region. Joe Dovi, General Manager at UniNet East Coast commented, "In order to accommodate our recent growth and provide better service to our customers, we have made a significant investment in our East Coast warehouse and distribution center. Our new 40,000 + square foot facility will not only allow for additional stock levels, but we have added equipment to increase toner bottle production by 50 percent." "The relocation of our East Coast office is part of UniNet’s worldwide commitment to provide our clients with timely delivery and technical support. It also expresses our confidence in the future success of this industry,” said Nestor Saporiti, UniNet President and CEO.

UNINET ANNOUNCES NEW & IMPROVED 1 KG (64 OZ) TONER BOTTLES (GLOBAL)Los Angeles, CA - UniNet proudly announces the release of new and improved toner bottle packaging, in 1 kg (64 oz) sizes. The new bottles are now more convenient to handle, and offer higher

security features. Its unique square-shaped design includes an easy-grip handle, and a white UniNet branded, tamper-proof locking cap to provide double security and prevent spilling.

UNINET ABSOLUTE BLACK T O N E R & C O M P O N E N T S F O R U S E I N B R OT H E R H L 5340/5350/5370 (GLOBAL)Los Angeles, CA - UniNet proudly announces the launch of Absolute Black® toner, drum, reset lever and key components qualified for use in the Brother HL 5340/5350/5370 monochrome laser printer series. These cutting edge monochrome laser printers are the fastest Brother monochrome engines currently being sold. These printers feature 32 ppm, and are upgrades from the low end HL-2240/2270 series models. Offering 1200 x 1200 dpi resolution, duplex capability and a list price of only USD$199.99, these engines give the consumer a real value. The toner cartridges come in a 3,000 page version (TN620) and an 8,000 page version (TN650). The drum cartridge is rated at 25,000 pages. These cartridges are also used for the MFP version machines, the MFC-8480/8680/8890 and the copier machine versions DCP-8080/8095.For further information, please contact UniNet at + 1 (424) 675-3300 or visit www.uninetimaging.com


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70 www.rechargeasia.com

RECHARGEasiaFEATURE ARTICLE / 专题文章




71RECHARGEasia • OCTOBER 2011 •

十月，

这个月的杂志我们想和大家探讨关于专利的话题。正如你经常听到的

那样，专利是把双刃剑！就广大再生耗材企业来说，专利技术是保护你品牌

权益，提高你产品的竞争力，维护你的市场利润的最佳手段，但是当这个问

题发生在 OEM 原装生产厂家与再制造厂家之间的时候，专利技术却成为市

场排他性垄断的藉口，是许多官司和纠纷的帮凶。我们盘点了近年来跟专利

有关的影像耗材领域的重大事件，也许从中我们可以梳理出一些专利与耗材

生产企业关系的发展脉络，这样我们再看待和专利的关系之时，也许能更理

性，更有的放矢。事实教育我们，你越是害怕越是不敢涉足，越是无法超越

专利的阻碍，也就越容易陷入专利给你带来的麻烦当中。正视，才是解决问

题的第一步。未来影像耗材领域的竞争将不仅仅是产品质量，产品价格的比

较，更是专利领域的彼此超越和斗争，谁能更好的运用专利作为自身的武器，

谁就能在市场竞争中把握先机。

同样，还要跟广大读者分享的是由《亚洲再生业》杂志主办的 2011 年中东 - 东南亚办公耗材展会已经胜

利闭幕。此次展会取得了巨大的成功，相对于去年，展会无论在观众流量上，还是展会规模上都有了较大程度

的提高，受到了全球影像耗材行业的关注和支持，特别是在印尼当地造成了巨大的反响。印尼当地的许多媒体

纷纷报道了展会的盛况，并开始逐渐关注展会的动态，而展会在印尼影像耗材行业的知名度和影响力也逐步的

提高，对于东南亚影像耗材市场的关注热潮正在不断的升温。我们相信，东南亚市场的潜力依然巨大，东南亚

影像耗材领域依旧蕴藏着无限的商机等待我们去深入的挖掘和开拓。

2012 年中东 - 东南亚办公耗材展的时间安排也已确认，将于 2012 年 9 月 13 日 -15 日在印度尼西亚雅加

达再次召开，除此之外我们还会大力的扩展展会范围的外延，引入新的展览门类，设立专门的独立展区，扩大

展会的规模和影响力，带给您更充实的参展体验，我们期待您的加入！

执行编辑刘师同

Message from the Publisher




盘点近 2 年耗材行业中的专利案件

The China Consumables Industry’s Patent Cases in Past 2 Years

2011 年耗材市场有两大特点。一

是原装厂商在通用耗材的发展下，调整

了市场战略，降低了耗材成本。如惠普

彩色喷墨一体机售价 390 元，黑色单页

打印成本到 0.07 元。爱普生推出 L101

大墨仓打印机 , 黑色单页打印成本降到

0.02 元。二是通用耗材经历了专利产权

之争后，明确了创新是发展的出路，如，

奔图打印机上市，联想光电喷墨打印机

及喷墨技术应用于印刷行业，这些新的

变化，表现民族耗材走出了自己的一条

发展之路。

2010 年数据显示：喷墨耗材比往

年增长 6% 以上，而激光耗材增长 20%

以上，未来 2 年内耗材仍将以 14.2%

速度增长。

在耗材领域里，市场格局不断发生

着变化，原装厂商一方面增加技术难度，

遏制兼容再生耗材的发展。另一面通用

耗材在不停息的奋斗。原装和兼容耗材

之争一刻也未停息过。我们整理了近 2

年耗材领域内的专利案件，让我们以史

为镜，引以为鉴，取得民族耗材业的进

一步发展。

2010 年 2 月兄弟起诉德国数家公司侵

权之案

兄弟公司在德国起诉了德国本土耗

材企业 Pelican 和数家欧美公司，就其

LC61墨盒检测机构专利问题起诉侵权，

最终以该企业停止销售具有侵权的产品

而落幕。

效果明显，兼容产品要想生存，必

须让其本身的产品具有确实可信且真材

实料的专利，这才是立足兼容市场的根

本。

2010 年 3 月 5 日惠普起诉台湾等墨盒

生产商侵犯专利

位于美国加州帕罗奥托的惠普公司

向美国国际贸易委员会提交诉讼文件。

指控台湾研能科技股份有限公司等6家，

违反美国《1930 年关税法》第 337 条款，

要求颁发禁止进口令和停止令。

控告这些公司侵犯惠普墨盒产品的

4 项专利，产品使用惠普专利的打印头

等零件。要求法院对侵权产品颁发禁口

令，并要求 3 倍于损失的赔偿以及其它

金钱赔偿。

起诉并不为赔偿，以麦普为例，是

国内兼容耗材厂商之一，产品是否盗用

惠普专利还没有定论，但每一次的专利

之争给兼容耗材的震慑却是实在的，兼

容耗材必须如履薄冰，不断的强化自己

的产品才是真理。

2010 年 3 月 16 日国家耗材质检中心

落户珠海

该质检中心是中国唯一的关于印刷

和办公耗材产品的国家级检测中心，也

是珠海首个国家级质检中心，中心建成

后，将为耗材企业的产品检测节省成本。

据介绍，国家耗材质检中心具备承

担打印耗材、油墨、办公文化用具等的

监督抽查检验、各类专项检验、定期监

督检验、国内外委托检验和仲裁检验的

能力，同时也承担和参与国家标准、行

业标准的制修订工作。作为国内唯一的

耗材质检中心，该中心将为中国耗材企

业的成长，提供技术性的支持及法律依

据。

2010 年 4 月，ITC 对惠普 02 墨盒专利

案件展开调查

美国国际贸易委员会（ITC）对惠

普 02 墨盒专利案件展开调查。该案件

调查范围包括某些墨盒及打印头等零

件，涉案产品是喷墨打印机墨盒。当月，

就惠普 02 系列墨盒专利的纠纷，惠普

与天威控股有限公司达成了一项协议。

根据天威发布的书面声明，天威承诺协

助预防未经授权的惠普 02 系列兼容墨

盒运往美国及其它几个拥有惠普 02 系

列墨盒专利的国家，即英国、德国、法国、

日本、韩国、印度、澳大利亚、墨西哥

和巴西。除上述国家外，该协议不影响

天威在其它国家出售惠普 02 系列兼容

墨盒。

2010 年 6 月 25 日起诉中国 7 家耗材

企业侵犯其墨盒专利

Hewle t t-Packard Company

of Palo Alto 和 Hewlett-Packard

Development Company,L,P.of Houston

起诉中国7家耗材企业侵犯其墨盒专利，

惠普要求美国 ITC 颁布普遍排除令和停

业及禁止令。7 家耗材企业是：香港麦普、

美国佛罗里达 Mextet 集团（用麦普美

国公司的名义进行经营活动），上海安

捷、深圳普林亚、中润靖杰、泰达和傲威。

2010 年 6 月 30 日佳能起诉中国耗材

厂商侵权

佳能向美国国际贸易委员会（ITC）

投诉纳思达及关联公司，指控后者侵犯

了佳能 2 项成像卡盒专利。指控纳思达

及 9 家位于中国和香港的关联公司，以

及 10 家销售纳思达产品的美国公司的

侵权行为。佳能要求国际贸易委员会下

令，禁止纳思达的侵权产品被进口到美

国市场。佳能还向纽约联邦法院提起相

应的民事索赔诉讼。

2011 年 4 月 20 日珠海赛纳打印

科技股份有限公司宣布与其他当事方一

起同日本佳能公司、佳能美国公司和佳

能弗吉尼亚公司达成和解并就合意裁决

（consent order）达成一致，从而解

决了 2010 年 6 月向美国国际贸易委员

针对个别型号成像卡盒及其感光鼓提起

的 337 调查程序。此次纠纷的和解，避

免了高昂的诉讼成本及不确定的诉讼结

果，可谓双赢。

2010 年 7 月 5 日佳能诉中国企业墨盒

专利侵权，被指打压竞争

在佳能对中国耗材企业纳思达在美

国市场发起了专利侵权诉讼后，有行业

专家则再次呼吁打印机行业的跨国公司

应改变靠高价耗材盈利的做法。

这是跨国公司又一起针对中国打印

耗材公司发起的专利诉讼。早在 2006

年初，日本爱普生就在美国指控包括纳

思达在内的 24 家兼容耗材厂商，在其

销售的墨盒上侵犯了爱普生的专利。所

有被诉厂家中只有纳思达 1 家应诉。

ITC 作出裁决，发出普遍排除令，所有

涉案产品不得在美国市场销售。业内人

士称此次诉讼可视为是佳能在美国







市场打压中国产品的手段，因为兼容在

价格上拥有优势，这绝对挑战了佳能。

万法归宗，一句话，既得利益不容

啄食。

2010 年 7 月 26 日最便宜的打印组合

诞生

伴随惠普 390 元彩喷一体机新品上

市，最便宜的打印组合诞生。就此开创

了喷墨打印市场价格分类的全新格局，

是 2010 年惠普喷墨打印在中国市场布

局的重要步骤，惠普希望通过此番举措

让更多普通百姓家庭都能买的起用的

起。

在原装耗材售价普遍高起不下的时

候，惠普用实际行动向用户传达了一个

重要的信息：原装耗材打印成本可以降

低。

2010 年 8 月 20 日，利盟公司提出诉讼，

指控 24 家生产和销售利盟兼容成像卡

盒的企业

利盟公司宣布向美国国际贸易委员

会提出诉讼，指控 24 家生产和销售利

盟兼容成像卡盒的企业侵犯了利盟拥有

的专利，涉案产品适用于利盟多个型号

的激光打印机和多功能一体机产品。利

盟在向美国 ITC 提出诉讼中称，这些成

像卡盒至少侵犯了利盟的 15 项专利。

利盟请求 ITC 颁发禁令，禁止涉案公司

进口、销售涉案成像卡盒。

2010 年 9 月 26 日第四届“天威杯”

创新设计与专利大赛颁奖典礼

以“尊重知识产权推动自主创新

共赢绿色经济”为宗旨的第四届“天威

杯”创新设计与专利大赛颁奖典礼在珠

海航展馆隆重举行。

据了解，本届大赛的参赛作品和最

终获奖专利中，以提高生产效率、降低

生产能耗和延长使用寿命为立意的再生

环保类专利占据了很大的比例。“天威

杯”创新设计与专利大赛设立于 2007

年，每年都以富有指导性的主题吸引业

界精英参与角逐，旨在通过创新竞赛和

专利交流的方式，提升中国打印耗材行

业的自主产权意识和专利创新能力，被

誉为行业创新的“奥斯卡”大赛。专利

掌握的越来越多是否意味着兼容通用耗

材渐渐成为正规军？

2010 年 9 月 HP 带头墨盒专利诉讼

在全球就回收带头墨盒几家台湾和

香港企业提起诉讼，称其侵犯了惠普技

术专利，盗窃了惠普产品而进行销售。

此次惠普在美国旧金山联邦法院提了长

达 28 页的诉讼文件，称台湾研能科技

盗用了它的技术，并在一些产品原件还

出售给香港麦普科技以及香港 PTC 公

司并随即倒卖。这个诉讼是针对回收带

头墨盒市场生产全新墨盒的一种抑制，

主要受灾区域为台湾，目标明确，因为

原装耗材的带头墨盒正在面对非带头墨

盒和台湾数家带头墨盒生产厂家的市场

强大的竞争，并且台湾打头墨盒有着增

长趋势。个中曲折只有当事者知道，除

此之外，兼容与原装的诉讼还在继续。

2010 年 12 月 6 日中国第一台自主知

识产权打印机正式上市

2010 年 12 月，中国第一台具有自

主核心技术的激光打印机在北京上市。

这台名为“奔图”的打印机由珠海赛纳

科技有限公司历时 4 年研制而成，其中

央处理器、图像处理软件、精密光学零

件和精密化工配件等核心部件全部自主

研发，各项关键性能达到国际先进水平，

使用成本却比同类打印机低 30%。

据了解，赛纳推出的第一款激光打

印机是专门针对政府机关、学校、企业

和家庭的需求设计的，凭借产品特有的

差异化功能和低成本耗材的优势，在保

护环境的同时大大降低用户的打印成本。

2011 年 1 月 12 日，英国公平贸易处和

贸易标准研究院证实，在调查利盟利用

固件升级和改变，终止第三方再生利盟

打印机成像卡盒的设诉。

事由：2010 年底，利盟对最终喷

墨激光利盟（戴尔、IBM）用户虚假承

诺“固件升级可改善用户的打印机”，

更改了固件的用户发现，打印机被锁定

了。固件升级是不可逆转的，如果他们

的打印机不使用原装的成像卡盒就将无

法工作。这一固件升级行为，被称为是

一种反竞争和限制性贸易行为。

2011 年 2 月 11 日，美国 Losses

LLC 公司起诉多家影像打印 OEM 厂家

侵犯其专利权。

位于美国德克萨斯州的公司

Losses LLC 向地方法院起诉多家影像

打印 OEM 厂家侵犯其专利权。被告企

业包括：兄弟国际、佳能（美国）、惠

普、Hulu、联想、利盟国际、摩托罗拉、

Novell、三星电子和 Trend Micro 等。

Lodsys 称这些企业一共侵犯了其 3

项专利。“可定制设计模具”、“通过

社区网络收集信息的方法和系统”、“可

定制产品设计模具”。

Lodsys要求法院颁发永久禁止令，

禁止被告销售涉案产品，并对此案件产

品的名誉损失、律师费和诉讼费要求赔

偿。

惠普的 SureSupply 软件极大地促

进了惠普原装墨盒的销售，这项软件的

禁止无疑将影响惠普耗材的销售。

2011 年 2 月，三星打印机设置了针对

兼容芯片的触发新韧体

台湾台中瑞赛克企业通过市场购买

最新款三星 ML1640\1660\1915 打印

机发现，新型的三星打印机设置了针对

兼容芯片的一些新的障碍。例如芯片使

得打印机能自动触发新韧体的特性和功

能，包括自带的时间、总页数计算、日

期以及打印机的开关次数等等，这种具

有 64 种密码组合的高级保密系统将会

使兼容芯片不能工作。

新韧体可以在任何时候被自动激

活，而且会影响全世界任意一台带有“隐

性韧体”的打印机。

盘点近 2 年耗材行业中的专利案件续







2011 年 3 月， Epson 在欧洲市场连续发出 15 封专利侵权律

师函，状告这些销售商墨盒侵权

Epson 在欧洲市场对生产和销售兼容普通墨盒者大大出

手，连续发出 15 封专利侵权律师函，状告这些销售商墨盒侵

权，导致欧洲销售商晃晃不可终日。

15 封专利律师函，如同 Epson2006 年 337 专利诉讼，

是历史上兼容和原装两军对垒以来，原装厂家发出最大规模

的专利战事。销售商感到了其中的危机，在寻求新的发展。

如果你是销售商，经营普通结构的产品将面临高风险，原装

眼里只有欧洲市场吗，显然不是，答案一定是全球！选择专

利产品才是唯一出路。

2011 年 3 月 18 日和解或败诉？惠普起诉侵权出结果（HP02

事件的描述）

惠普于去年 9 月就其“HP02”专利问题状告的 11 家侵

犯其墨盒专利的中国和美国公司，截止 3 月 18 日，已经有 3

家公司和惠普达成了和解协议。

同时，美国法庭对其他 7 家公司做出缺席败诉判决。这

8 家公司为：中国香港 Milo 国际有限公司、美国佛罗里达州

迈阿密 Expect 集团、上海天使打印机耗材有限公司、深圳印

刷（百科）媒体有限公司、珠海国家资源与靖杰影像制品有

限公司、Matrix 国际、Survey 影像制品有限公司和珠海格力

磁电公司。

与惠普达成和解协议的 3 家美国公司，其实全是侵犯惠

普墨盒专利的销售公司，这 3 家只是渠道，不是根源。而其

他 7 家因为缺席而宣判败诉的公司，除了 1 家美国公司，其

他都是内地或者港台的企业。

2011 年 4 月，日本精工爱普生株式会社正式向中国国家知识

产权局专利委员会提出珠海天威 2 项专利无效的请求。

4 月，日本精工爱普生株式会社正式向中国国家知识产

权局专利委员会提出珠海天威 2 项专利无效的请求。

被爱普生提起无效的专利是天威 8 年前在中国率先开发

的“连续供墨系统的连接装置”，该技术对原装专利有重大

突破。

据悉，目前中国耗材企业的外接供墨系统已成耗材方面

的“常规”，或者说是中国内地耗材行业的“流

行趋势”，成为中国通用耗材的一大品类。中

国内地在这方面的实用新型专利有 127 个，发

明专利 56 件，实用新型 71 件，其中天威就有

32 个专利。

目前，在整个中国市场，“连续供墨系统

的连接装置”一年的总销售额约为2亿元人民币。

2011 年 7 月 27 日，“天威杯”打印耗材创新

设计与专利大赛启动。

这是天威为行业的进步举办第五届“天威杯”

创新大赛。大赛以“尊重知识产权、推动自主创

新、共赢绿色经济”为宗旨，面向社会公开征集

专利类和创意类参赛作品。

我们相信只有在兼容和原装共同蓬勃发

展的明天，耗材市场才可以健康稳步的发展壮

大，而非那一家独大才可稳固市场。2010 年中

国耗材市场达 527 亿人民币，比 2009 年增长

26.6%，兼容耗材占整体市场份额 35.4%，约

201 亿元人民币。2011 年的耗材市场是更加发

展的局面。IT 行业最后一桶金并非原装耗材而

是兼容耗材，而且在未来 5 年其利润和市场发

展空间都是巨大的，会将这个市场做大。目前

国家鼓励使用兼容耗材，并出台相关政策促进

兼容耗材的发展。展望国际，兼容耗材占领原

装耗材市场是一种趋势，在国际市场上，兼容

耗材使用比例正在不断扩大，在英国原装耗材

和兼容耗材的比例已经达到 1:1 平分天下的局

面。随着国际化的影响，中国也会出现新的改变。

盘点近 2 年耗材行业中的专利案件续





RECHARGEasiaSHOW TIME / 展会热点


9 月 14 日 -16 日， 2011 年中东 - 东南亚办公耗材展会

在印度尼西亚首都雅加达隆重召开，展会吸引了海内外多家

影像耗材厂商联合参展，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、港澳台各地近千名观众到场参观，

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。此次展会无论是从规模还是影响力上，相

对于去年都有了较大的提高和飞跃，特别是印尼当地市场的

广阔潜力正随着展会影响力的扩大而逐步凸显。展会期间，

许多参展厂家切切实实的拿到了丰厚的订单，还有些企业在

印尼当地寻找到了长期的商业合作伙伴，使得本届展会成为

东南亚影像耗材领域最佳的贸易交流平台，有多家参展企业

已经提前开始预订 2012 年展会的展位，以期望在来年获得更

多的回报。在金秋九月的雅加达，2011 年中东 - 东南亚办公

耗材展给东南亚地区影像耗材市场带来了硕果累累。

来自全球各地的观众络绎不绝

一、印尼市场回报丰硕，商机无限

正如此前中东 - 东南亚办公耗材展会一直宣传的那样，

东南亚地区经济正处在飞速发展的状态的当中，而作为东南

亚经济发展速度最快，市场规模最大的国家，印度尼西亚的

市场地位已经被全世界所关注。正如世界银行预测的那样，

印度尼西亚将在极短的时间内，成为继中国、印度、俄罗斯、

巴西等金砖四国之后最有实力的经济体之一。特别值得我们

注意的是，随着印度尼西亚经济的增长，其无论是办公设备

领域还是在影像耗材领域，无疑存在着广阔的发展空间，这

为所有的影像耗材企业特别是后市场企业，培育了一块回报

丰厚的沃土。而中东 - 东南亚办公耗材展正是瞄准了印度尼

西亚市场背后蕴藏的巨大商机。

“其实参加此次中东 - 东南亚办公耗材展会，我们看重

的不仅仅是获得的订单，更是在印尼当地市场的发展机遇。

说实在的，机遇比什么都重要！”一位展商如是说。不错，

在当今全球的影像耗材市场，欧洲和美洲市场固然是成熟稳

定的市场，但是越是成熟稳定的市场其利润空间往往已经饱

和，进入的难度却相应增大，即使是再生耗材企业中的“大鳄”，

在一些风波当中也难保不受影响。然而印尼市场却并不存在

这样的危机，印尼当地对于影像耗材的需求十分巨大，特别

是对于后市场耗材产品持有非常宽容的态度。正是由于尚在

市场发展的初级阶段，印尼的耗材市场形成了代理销售为主，

自主生产为辅的特色，其耗材需求主要依赖的是国外进口，

特别是从中国耗材生产企业的进口。相信在此次中东 - 东南

亚办公耗材展会现场，您不难发现许多国内知名的耗材企业

在印尼当地都有其固定的代理商，天威飞马耗材公司的印尼

代理商就作为观众参与了本次展会。

SCC 公司连续两年参加展会

正是由于印尼市场的这一特色，让更多的国外的办公

无限收获尽在东南亚——2011 年中东 - 东南亚办公耗材展会胜利闭幕

韩国 InkTec 公司特意委托其印尼代理参加本届展会

2011 RechargExpo Southeast Asia Draws to a Successful Close







耗材企业开始逐渐认识到印尼市场的巨大潜力，纷纷将目光

投驻这里。全球最大的再生耗材生产企业 SCC 公司，就特别

在印尼开设分公司，并连续 2 年参加了中东 - 东南亚办公耗

材展，并取得了不俗的收获。

展商在向客户介绍产品

二、展会范围广阔，展品种类繁多，各有特色

2011 年中东 - 东南亚办公耗材展不仅仅局限于激光打印

耗材产品领域，在复印机，喷墨领域，大幅面乃至其他影像

设备领域均有广泛的涉猎。展会范围的延伸不仅满足了展商

全方位的展示需求，更迎合了当前市场横向发展的趋势，创

造了良好的展会环境，提高了展会的层次。

不同于中国国内市场的许多展会，2011 年中东 - 东南亚

办公耗材展从一开始就将复印领域产品作为展会的特色之一

着力推广，事实上本届展会的展商当中很大一部分均是来自

于复印领域，如天津天佳等等，他们的产品在印尼当地广受

好评和青睐，自然在展会当中也成为了关注的焦点之一。

最值得注意的莫过于 MIT 公司发布的印尼市场上第一款

自主研发的大幅面打印机墨水，这款被命名为“E1”的大幅

面打印机墨水是特意在本届展会上向外界推出，并实现了印

尼喷墨耗材市场的零突破，一经发布便受到了市场和消费者

的青睐。该款墨水不仅拥有堪比 OEM 的品质，还具有色彩亮

丽，品质环保、价格低廉、适用性强等诸多优点，是 MIT 公

司今年大力推广的重量级产品。

MIT 公司推出的墨水系列产品

随着近 2 年喷墨市场的不断壮大，喷墨产品也在本届中

东 - 东南亚办公耗材展上扮演了重要角色。而且由于印尼市

场的特殊性，其消费市场对于喷墨产品更有浓厚的兴趣。因此，

许多参展的喷墨企业获得了良好的收效。

武汉宝特龙公司带来了市场主打产品

天津天佳公司焦总在展会期间接受印尼当地媒体访问

无限收获尽在东南亚——2011 年中东 - 东南亚办公耗材展会胜利闭幕续




北京世纪相纸公司展位

除此之外，连续供墨系统，芯片以及充电辊，OCP 鼓，

相片、打印纸等产品也在本届展会中也拥有举足轻重的位置，

他们的到来，使得印尼当地的许多代理商和经销商大为欢喜，

因为他们再不用疲于奔波异地，就可以购买到他们需要的产

品。

佛山埃申特公司总经理刘江先生亲临展会以示对本届展会的重视

IPS 公司推出的产品在展会上受到好评

三、展会宣传得力，专业观众数量逐年增多

相信在本届 2011 年中东 - 东南亚办公耗材展现场的人

们都会有这样的感受，来自东南亚周边地区的专业观众数量

比往年有了大幅的提升，特别是来自

于印尼当地的影像耗材行

业的观众，开始逐渐参与

到展会当中。根据资料显

示，此次展会印尼当地的

观众覆盖了印尼全部各

大岛屿行政区域，不单

单是雅加达周边地区，

远至苏门答腊岛和菲律

宾群岛均有相应观众到

来，这对于一个刚刚进

入当地不过短短 2 年时

间的展会来说，无疑是

巨大的成功。

为了更好的吸引观

众，本届 2011 年中东 -

东南亚办公耗材展付出了

巨大的努力，在全球各地

的影像耗材行业媒体上发

动了巨大的宣传推广攻

势，除了和许多影像耗

材的行业媒体开展合作

之外，我们还借助其他

展会平台，合作网站等手

段，力图将展会的影响力

扩展到全球各地。来自马

来西亚的 JADI 影像，新加

坡 Mangetone 公司，台湾

TTI 公司、以及韩国汉普公

司，印尼 Oliser 公司等耗

材行业企业，特地以观众

形式到场参观展会，以显示对印

尼市场的重视。

亚洲再生业还先后在中国内地，港澳台以及东南亚周边

各国，如泰国，马来西亚，新加坡等等进行了手机短信群发

的推广活动，借助亚洲再生业庞大的数据库，第一时间将展

会的最新讯息通过手机直接发布到所有行业人士手中。

在印尼当地，亚洲再生业和印度尼西亚影像耗材领域知

名企业 MIT 公司联合，在雅加达以及起周边影像耗材行业企

业最为集中的区域大量的投放了展会的门票以及推广资料，

吸引来自当地的影像耗材专业人士，参加到本届展会当中。

就在展会进行期间，亚洲再生业还与 MIT 公司一道，邀

请了来自印尼当地的近 30 家著名媒体，对于展会进行了现

场报道。为了让印尼当地更好的了解展会的意义，加深印尼

社会对于再生耗材的认知，亚洲再生业杂志出版人 Sunny




Sun 女士还特别邀请了来自天津天佳公司焦总，Mega Laser

销售经理维多利亚女士，以及来自德国 OCP 公司一道，分别

代表中国，东南亚周边以及欧洲的影像耗材企业参加了现场

记者发布会，并回答了印尼当地记者和媒体的提问。

《亚洲再生业》杂志出版人 Sunny Sun 女士向在座记者介绍展会

印尼当地记者在阅读《亚洲再生业》杂志

四、展会内容丰富，活动多样

在为期三天的展会时间里，先后有多场特别活动举办，

不但活跃了展会气氛，更好的拓展了观众对展会的参与程度，

也极大的丰富了展会内容。

1．Mega Laser 公司开展了 HP1525 的再生过程演示以

及客户抽奖活动

在此次展会期间，Mega Laser 公司特别为到场观众准备

了 HP1525 相关产品的再生过程演示，详细的讲解了 Mega

Laser 公司推出的配套产品在再生过程中的操作规程以及产品

特性，并解答了客户提出的实际操作过程中遇到的具体问题，

受到了广泛的欢迎。为了答谢广大客户对于 Mega Laser 公

司的大力支持，Mega Laser 公司还特意与 FG 公司共同举办

了现场的抽奖活动，受到了了热烈的相应。

2. 幸运观众抽奖，巴

厘岛 3 天 2 夜旅游大奖产

生

16 日，在展会最后一

天闭幕前夕，亚洲再生业

与 MIT 公司共同赞助举办

了本次展会的幸运观众抽

奖活动，奖品包括巴厘岛

双人三天两夜免费旅游，

黑莓手机 1 部，佳能最新

打印机 2 台以及高品质专

业打印相纸 1 份。在热烈

的欢呼声中，最终各个奖项

纷纷产生，为此次展会画上

了完美的句号。

抽奖活动现场

五、新展馆便捷舒适，展会服务优质周到

今年的展会搬到了雅加达最为繁荣市中心所在的在雅加

达国际活动和展览中心（“JITEC”）举行。 JITEC 是一个

全新的场地，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”，便于更多的参展者

在当地搜索自己企业和打印耗材产品的未来合作伙伴。而且

JITEC 便捷的交通条件，以及周围的公共设施，也为许多远

道而来的展商提供了方便的服务，而周边随处可见的具有中

国特色的小店更是拉近了展商与当地的关系。无论是参展企

业还是远道而来的观众都对 JITEC 作为此次中东 - 东南亚办

公耗材展的主场地表示了称赞，认为 JITEC 为此次展会提供

了极大的便利。

不仅如此，为了给广大参展人员最为舒适的服务，此次

展会还特意为中国广东的部分企业组织了专业的旅行团，负

责他们所有的参展的行程安排以及酒店食宿服务，为他们参

展解决了后顾之忧。而展会期间由 SCC 赞助的下午茶点和精

心安排的会谈区，更是体现了展会主办方对广大展商以及观

众的体贴入微。

在颇具印尼特色的悦耳音乐当中，2011 年中东 - 东南亚

办公耗材展览会徐徐落幕，相信留在展会每一个与会者内心

深处的除了东南亚特色风情之外，更有印度尼西亚广阔的市

场前景以及本届展会独特的魅力，那么就让我们明年，重聚

在雅加达！ HP1525 的再生过程演示

无限收获尽在东南亚——2011 年中东 - 东南亚办公耗材展会胜利闭幕续





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MARKETING / 市场动态


打印机厂商市场争夺战

Battle for Market Share Among Printer Companies

从上半年的打印市场形势看，大部

分厂商如惠普、佳能和爱普生在商喷系

列并无更新替换产品，而激光打印设备

同样停滞不前，佳能的 2900+ 新品在

性能上也没有超越前代太多，同时，各

厂商新品在价格上以及其他因素的变化

不大，亮点并没有突显。

佳能 2900+ 新品发布

用户想要什么样的产品，根据调查，

大部分中国用户在成本方面最为敏感，

其次是操作便利性。

三星 ML-1865W 无线打印机

目前市场较为活跃的用户分为三

类，一类是家庭用户，一类是对无线打

印需求的商务用户，最后一类是彩色打

印用户。目前，市场上比较适合家庭用

户的机器设备是适合文档输出的爱普生

ME33/330 系列、惠普的 K109a 和佳能

MP259 等办公设备，但是低端打印市

场的耗材价格并不实惠，基本上大部分

家庭用户还处于买得起用不起的状态。

尽管机器设备价格普遍下降，但是打印

成本依然较高，单页打印成本目前普遍

在 0.2 元至 1 元之间（彩色输出成本）。

其次，随着无线网络的普及，物联网和

三网融合等概念的普及，无线网络日益

占据着人们生活的一部分，对办公设备

而言，普及无线是一个很好的契机。从

以往的有线网络到无线网络的普及，尤

其是在商用市场，三星 ML-1865W 就

是最好的例子，无线打印不仅在喷墨设

备中发芽生根，同时，在商用激光产品

中受到更多用户的关注。

爱普生黑白喷墨打印机新品

彩色商务办公一直处于迅猛前进态

势，2011 年上半年，彩激新品发布的

只有富士施乐和兄弟 2 家厂商，让人疑

惑的是，虽然彩色办公的概念一直在推

广，但是厂商推陈出新的速度远远没有

想象中的那么快，因为谁也不敢保证用

户一定会买彩色打印产品。

与用户心态有关

毕竟，彩色办公的成本远远高于黑

色办公成本，在成像卡盒价格上彩色办

公需要付出黑色打印 4 倍的成本，而产

品的售价上也通常高于 2-4 倍，因此对

于用户来说，单页纸的彩打成本在 1 元

左右，成本确实过于昂贵。

用户需要的是低成本、高性能和易

用性，因此，需要从消费者的内心出发，

用户心中希望在产品性能与成本上获得

一定的均衡，

因此偏袒于哪

一方的产品都

不会得到用户

很好的支持。

办公厂商开战

上半年尽

管有部分新品

已经发布，但

惠普和佳能等

厂商并没有特

色新品发布。

根据上半年的

市场反馈，三

星 ML-1865W

的无线打印功

能受到用户的

关注，并且无线打印将成为未来办公的

趋势，三星无线激光产品有望进一步补

充，同时，佳能上半年的 2900+ 作为低

端入门黑白激打市场的升级版，进一步

更新了黑白激打的产品线。惠普作为市

场激光占有率最高的厂商，在上半年的

产品发布中，仍然主推惠普 CP1025，

而在商喷产品线上，加载了云打印的商

喷产品，并没有在性能上得到突破，另

外，惠普的智慧驱动打印设备已经推出

市场将近一年，并没有实质性的发展，

在未来，惠普的激光产品线可能将会进

一步的更新。

技术型厂商在上半年的发力不小，

富士施乐推出的 P105b 不仅在成本和耗

材上都具有极强的杀伤力，首次购买机

器即赠送超高打印量的成像卡盒，让用

户甚至有点受宠若惊。其次，推出的入

门级激光产品都使用了最先进的 SLED

技术，在能耗、打印效果及成本上更优

于竞争对手，具有相当明显的优势。

酒香也怕巷子深，再香的酒，藏得

远了，也会无人能知。社会进入广泛信

息时代，我们都置身在同一个“地球村”，

“产品”一旦自我隐藏，不把“香气”

散发出来，也只能自我埋没，得不到用

户的关注，厂商应该尽最大努力让自己

的产品受用户所认可，最终才能在市场

竞争中获得胜利。


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美国印刷纸张量到 2015 年将达到 1.2 万亿单位

云打印有望开启一片新蓝海


Cloud Printing Opens a New Blue Ocean

根据调查机构 IDC 的最新报告称，

现在就说打印纸张市场要死掉了还为时

过早，因为尽管其 2010-2015 年间在

美国的年复合增长率只有区区 0.1％，

最终规模仍有望达到 1.2 万亿张。

IDC 指出，用户正在从单一功能的

打印机过渡到多功能一体机 (MFP)。后

者打印出来的纸张数量年复合增长率预

计为 1.4％，2015 年底可达 8570 亿张，

占总量的 71.4％之多。

另一个趋势是从单色向多色的转

变，不过由于彩色激光和喷墨打印的成

本依然高昂，单色激光打印纸尽管会

逐年减少，到 2015 年的时候依然会有

7999 亿张，占据绝大部分份额。

总的来说，尽管存在诸多阻碍，包

括企业组织绿色项目的增多、打印管理

服务的变化、年轻用户行为的转变、数

字办公的普及、经济形势的疲软等等，

打印纸张的整体规模仍会保持基本平

稳。

IDC 还发现，在单色激光、数字

激光和喷墨三种打印技术中，喷墨依然

是最为普及的，另外彩色打印的成本要

2-3 倍于单色打印。

不知不觉之间，“云打印”这种崭新的技术模式已经进

入了其发展的第 2 个年头。继惠普之后，爱普生、佳能、施

乐等厂商都各自公布了其云端打印理念、技术和实际解决方

案，借以寻找将云端资源与打印操作合理整合的方式。就目

前而言，我们已经可以大致将这些形形色色的技术和解决方

案分成两大类。一类当然以 HP ePrint（惠普云打印）为代表，

另一类的典型范例则是苹果 iOS 当中集成的来自各家厂商的

iPrint APP。那么，这两大类云打印技术和解决方案到底存在

怎样的区别？它们各自的特色是什么？就目前态势而言，未

来的云端打印又将呈现怎样的态势呢？惠普在 15 个小时前在

上海向全球媒体公布了全新一代移动打印解决方案，对 ePrint

做了深化。相信在这样的时间点作一番简要的梳理和分析是

很有必要的。

谷歌的技术先知们探讨和提出了“云打印”（cloud

print）理念，而真正将理念

带入现实的是世界最大的打

印机厂商——惠普。惠普果

断在 2010 年秋季发布的多

款新品加入了 HP ePrint 支

持，并为此在全球互联网内

部署了多台专门的服务器。

敢于为新概念不惜血本，这

体现出缔造多年的惠普仍有

着创新的蓬勃朝气。惠普的

HP ePrint 忠实而严格地遵

循了最初的云端打印理念：

用户将打印任务发送到互联

网的云端服务器，并且指定

它的输出地点。这带来了完

全崭新的应用模式：在外洽

谈客户的商旅人士、身处报

道第一线的前方记者可以让

刚刚获得的重要文档立刻在老板、主管身边的打印机上输出，

不能及时回家的丈夫可以在妻子生日那天命令自家的打印机

提供一张漂亮的贺卡，使用手机购买好机票、车票后就可以

马上走到身边的某台支持 ePrint 的打印机拿到它。

最初的 HP ePrint 工作模式

现在的 HP ePrint 工作模式


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在 2 0 1 0 年 H P

ePrint 刚发布时，我们

在 PC 端只能通过将文

档以电子邮件形式发到

打印机地址的方式来下

达任务。而在手机端，

应用要丰富得多。无论

是谷歌的 Goole cloud

print APP 还是苹果的

AirPrint APP 都允许用

户可以随时打印来自互

联网云端的内容，这些内容包括网络相册里的照片、想要精

读的网页等等。那时候谷歌和苹果的 APP 还只支持惠普一家。

而现在，佳能的 Pixma Cloud Link 借助谷歌的 Goole cloud

技术帮助家庭用户随时随地下达打印任务，施乐的 Xerox

cloud print 则与思科合作通过商用 VPN、互联网来满足企业

级用户的云端打印需求。

当然，惠普不会就此停步不前，刚刚全新一

代移动打印解决方案加入了不少新的内容：“惠

普打印机控制移动应用”软件可以直接在手机屏

幕上显示云端打印机或一体机的操作界面，让用

户不仅仅可以云打印，还能云扫描、云复印、云

传真；“惠普 ePrint 云打印家庭应用”、“惠

普 ePrint 云打印商务移动应用”软件则让用户

定位打印机位置更为便利，并且兼容平台包括了

iOS、Android、Symbian 和 BlackBerry；惠普在

打印机里集成的上百项打印应用更让 HP ePrnt 如

虎添翼，用户可以在下班途中命令家里的打印机

输出给孩子预备的趣味读物和图画、今晚推荐的

菜谱、预备给亲友的礼物个性化包装纸⋯⋯

跟这种原汁原味的云打印不同的是，爱普生、

三星、兄弟、佳能等厂商（包括惠普）在 iOS 平

台中推出的 iPrint APP 其实只是通过无线局域网

完成打印，可以算是传统的局域网打印应用程序。

不过，要将它与云打印联系起来也并不难，只要

在 APP 中加入从互联网下载再打印的功能就可以

了。这听起来似乎还是无法摆脱局域网的桎梏，

与使用电脑下载文档后打印没有多大区别？不，

跟直接利用电脑打印相比，这也算是一种全新的

应用模式。因为用户可以省去携带笔记本、安装

庞大的打印驱动的烦恼，依然可以在很多场所进

行打印。用户所要做的只是在公司、客户所在地、

酒店、交通枢纽把 iPhone 连接进局域网，搜索

一下看局域网里有没有可用的打印机，然后下达

打印任务。这显然不如原汁原味的云端打印那样

灵活、便捷，但同样也可以支持丰富的打印应用。

提出新模式，提供新技术，这只是长征第一

步。在残酷的市场竞争里，谁能活下来，怎样能

活得更好？答案很简单，谁提供的应用能够更让用户满意，

谁就会在接下来的竞争中处于先机。就目前来看，惠普依然

在这方面棋先一着。但愿惠普的选择能够触动业界，让新的

应用如井喷般出现。毕竟，中国的打印机用户数量、占总人

口百分比还远远低于发达国家的水平。众所周知，PC 厂商

已经能够让许多中国的电脑用户在产品尚未过时的前提下就

不断追新换机，而这些愿意不断花好几千块钱更换电脑的人

当中的绝大多数却从未购买过价格低廉得多的打印机。这其

实是一片崭新的蓝海。如何让打印机更加贴近消费者的日常

生活，更让消费者认为不可或缺？伴随着诸多新颖 APP 的云

端打印解决方案或许正是开启这扇门的钥匙。

云打印有望开启一片新蓝海续


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GLOBAL FORUM / 全球论坛


近期，在 NAPL（美国国家印刷指

导协会）的调查中，在问及今后 2 年内

您打算增加哪种服务项目时，有 48%

的被调查对象的回答是“数码印刷服

务”，远远超过了“电子商务”和“数

据库管理”。不仅在欧美，中国市场也

包含着推动数码印刷发展的“动力源”。

商业印刷、防伪印刷、短版印刷等业务

日益增多，数码印刷的市场不断扩大，

中国的数码印刷市场正在成为数码印刷

机制造商、经销商和代理商的“必争之

地”。

数码印刷成为行业新宠。这不仅是

因为它在印刷技术方面的改进，而且还

在于其将印刷服务延伸到了其他领域。

首先是短版活市场，数码印刷可以实现

一张起印，不必考虑传统印刷中的起印

量。正因为如此，打样也成为数码印刷

的一个很好的应用。采用数码印刷机来

做打样，可快速地输出样张。按需印刷

是印刷业的发展方向，小于 500 份的多

页面精美彩色印刷品市场越来越大，数

码印刷机的出现使得按需印刷不再只是

行业“理想”。招标投标书、年度报告、

促销广告、企业简介、菜单等都是目标

市场。有针对性的印刷品需求比例越来

越高。而各级政府部门和社会团体对于

个性化证书的需求也在不断增加。采用

数码印刷可以很轻松地实现可变数据印

刷，每一页上的图像或文字都可在一次

印刷中连续变化。数码印刷还在防伪印

刷中大显身手，可以印刷随机的彩色变

化数字、文字或图片，提供多种形式的

防伪手段。除了大家非常熟悉的条码、

代码外，VISA 卡上的防伪标识也可用

它来印刷。此外，网络印刷市场在国外

正悄然兴起，任何有价值的文件，在不

存在著作权、网上支付和网上物流等问

题的前提下，均可直接下载到数码印刷

机上即刻进行按需印刷。

数码印刷让我们从成本概念转向价

值概念。如对杂志社、报社等来说，印

刷是一个成本概念，要千方百计地降低

成本。采用数码印刷，或许印刷成本要

比传统印刷高，但是若有一套很好的数

码工作系统，用各种数码化工作方式，

将各种创意结合到数码印刷中，则在资

料收集、文件制作和时间上节省的成本

要超过数码印刷成本高出的那一部分。

简而言之，即不仅在技术上，而且在工

作方式和效率上，传统印刷和数码印刷

都不是一个概念。数码印刷品的附加值

就要比印刷成本本身高得多。采用数码

印刷的从业人员不再只是印刷者，而是

印刷服务的提供商，他们将在最短的时

间内、以最快的速度、通过最正确的方

式给客户提供非常符合其需要的印刷服

务和更多的价值。印刷已不在是提供多

少印刷品，而在于其引申出来的商业策

略，数码印刷将行业市场从成本概念引

入到了价值概念。

一、喷墨印刷的优势

1. 适应范围广

印刷归根到底是一种复制技术，是

要把图文影像复制到承印物上面。传统

的印刷技术分为凸、平、凹、漏 4 种方

式，这 4 种印刷方式的共同特点是需要

通过印版来实现图文影像的复制。其中，

除了漏印中最常使用的丝网印刷能够实

现曲面印刷以外，其他几种印刷方式只

能在平面介质上进行印刷。

喷墨印刷技术是无版印刷。喷墨印

刷技术是将需要复制的图文影像直接喷

印在承印物上，只要处理得当，即便是

曲面物体，也可以很好地实现图像效果。

在现实中，人们采用喷墨印刷技术，不

仅实现了曲面物体的表面印刷，而且已

经实现了在不规则表面上进行印刷。

与此同时，随着 UV 墨水技术的出

现，很多原本无法进行印刷的介质材料，

现在也可以采用喷墨技术进行印刷了。

喷墨印刷极大地扩展了承印材料范

围和能够进行印刷的表面形态，这无疑

让印刷所能覆盖的领域更宽，能够服务

的对象也更广。

2. 操作更简单

喷墨印刷技术是复杂的，但是这种

复杂体现在控制技术和设备本身，而对

于操作者来说，非常简单。即便是从未

接受过任何培训的人员，也可以在短时

间内掌握操作，这在传统印刷领域是难

以做到的。

喷墨 ( 反光材料专用油墨 ) 印刷，

正在以发展速度影响着传统的印刷行

业。在这技术的交替中，印刷的格局在

改变，印刷存在的方式也在改变，惟一

不变的，则是人们对提高物质、精神生

活的追求。

3. 耗材更环保

喷墨印刷最早采用的墨水就是水性

的。由于喷墨技术是通过喷嘴直接将墨

滴喷印在承印材料上，因此墨水采用溶

剂并不会影响到喷墨技术本身。

在喷墨印刷技术的发展过程中，虽

然从技术应用的角度出发也曾研制出了

溶剂型和醇溶型的墨水，但是随着人们

环保意识的增长，现在喷墨印刷的耗材

又重新回归到水性墨水上，而且这种回

归完全没有任何技术上的阻碍。这也是

喷墨印刷技术与生俱来的优势。

近几年，为了适应更广泛应用的

需求，人们还开发出了用于喷墨印刷的

UV 墨水。UV 墨水采用紫外光固化技术，

在其改造过程中同样没有 VOC 排放，

因此也是一种环保型墨水。

无论是水性墨水还是 UV 墨水，在

环保方面，喷墨印刷的确拥有着其他印

刷方式无可比拟的优势。

相比于喷墨印刷技术，有些传统印

刷技术限于自身技术特点，很难真正做

到环保。例如目前在印刷行业居统

数码印刷：从成本概念转向价值概念

喷墨印刷是真正意义上的无版可变印刷

Digital Printing: A Concept Shift of Cost & Value

Inkjet Print has a Real Meaning of Plateless Printing


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治地位的胶印，它的基本印刷原理是利

用油水相斥来实现的，这就注定它采用

的油墨必然是油基的，它不可能采用水

性油墨。因此，如果想彻底消除胶印的

VOC 排放，也就无从谈起。

喷墨印刷技术的优势还有很多。

二、喷墨印刷的发展前景

谈一种技术的发展前景，一个常用

的方式就是进行对比：现在的某些产品

的市场价值是多少，如果采用新技术进

行替代，那么市场价值增长了多少。还

有一种方式是看增长速度：一种技术诞

生了几年，目前其年平均增长速度达到

了百分之多少，按照这样的趋势发展下

去，未来几年可以达到多大的市场规模。

再有的方式就是求人均产值：欧美发达

国家目前的人均产值是多少，全球的人

均产值是多少，而我国目前的人均产值

只有多少，如果我们的人均产值达到了

全世界的人均产值，市场将有多大。

这些方式有其合理的地方，但是也

难免以偏概全：市场是发展的，技术的

出新也不等于对其他技术的完全替代，

简单的对比并不能反映技术发展的真正

趋势。就像喷墨技术开始进入印刷市场

以后，很多人因其适应范围广的特点，

自然而然地将其与丝网印刷联系起来，

将丝网印刷作为参考，进行市场前景分

析。

但事实上，喷墨印刷的影响绝不仅

仅限于丝网印刷，凹印、胶印同样面临

着喷墨印刷技术带来的巨大挑战。

看增长速度和追求人均差异同样有

其合理的一面，也有其不合理的地方。

那么如何分析技术发展的前景更科学

呢 ? 我们认为有几个方面的因素值得参

考。

1. 新技术降低成本。自动化程度更

高，人们操作更简单，它得到发展的机

会就越多。对于企业来说，人工成本投

入少，设备的性价比高，风险低，从这

个角度考虑，喷墨印刷技术有着广阔的

前景。

2. 新技术具有适应性广泛。喷墨

印刷技术是应用范围最广的一种技术。

不仅能够涵盖目前印刷所涉及的各个领

域，甚至已经超越了传统印刷的范畴，

将印刷的概念延展到了一些新的领域。

就足以让喷墨印刷具有了强大生命力。

3. 新技术在质量方面的保障。现

在的喷墨印刷虽然成本依然高于传统印

刷，但这并非技术的本质造成的，而是

技术垄断利润的存在，推高了耗材价格。

在质量方面，目前喷墨技术能够达到的

质量，已不逊于传统印刷方式。如墨水

和油墨的原料是，染料 / 颜料、水 / 有

机溶剂，再有就是成膜树脂。从其成本

综合分析，喷墨印刷的墨水理应比传统

印刷的油墨便宜，如果它不便宜，显然

是有技术垄断利润的存在。　

喷墨印刷是真正意义上的无版可变印刷续


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OEM UPDATE / OEM 聚焦


在惠普和爱普生分别推出 0.1 元打

印成本以及 29 元墨盒之后，一向在耗

材成本保持沉默的佳能终于也按奈不

住，近日发布的新品腾彩 PIXMA E500

最大的特色是拥有高达 800 页黑色墨盒

打印量，而且这个墨盒售价仅为 88 元，

单页打印成本仅为 0.11 元。对于消费

者来说，这些当然是利好的消息，只不

过佳能这次举动能激起多大的浪花，还

需要看决心有多大，以下我们不妨说说

耗材成本那些前因后果。

佳能 88 元能激起啥浪花？说说耗材那些事

一、原装耗材降价战，谁比谁卖力？

1、爱普生狡滑的狐狸

爱普生 29 元原装墨盒是一个很吸

引人的价格，虽然经过对比分析这个 29

元墨盒比起原来的 49 元墨盒单页打印

成本更高，但是这样低价的购入成本却

吸引了不少平时少量打印的用户。大容

量墨盒会因为长时间不使用而堵头，冲

洗喷头需要浪费墨水，而小容量墨盒就

能解决这个问题。

爱普生 29 元原装墨盒

而更重要的是 29 元的售价已经接

近通用耗材的价格，目前爱普生 T141

国产兼容耗材（格之格）售价为 22 元

左右，而原装的仅为 29 元，虽然打印

量有所差别，但是考虑到兼容耗材打印

量不足的情况，7 元的差距能换来打印

质量好、稳定性高以及享受保修还是很

划算了，这是符合中国消费者的低价消

费观，特别是注重低价购买成本的消费

者来说相当受用。举个例子说吧，在同

一货架上，700 毫升的旷泉水售价 1.5

元，2000 毫升的旷泉水仅售 2.5 元，相

比之下后者更划算。然而，700 毫升的

水永远要比 2000 毫升的卖得好，原因

是 1.3 元喝支瓶装水也不算太贵，但要

用 2.5 元买瓶水就略显贵些，而且大容

量的瓶装也未心能够喝完。如此推算，

即使爱普生 29 元墨盒不但没降价实际

还升价了，消费者还是乐意接受。

2、惠普开了头难收尾

事实上，真正让喷墨打印成本降下

来的是惠普，在去年惠普向市场推出“惠

省”系列新品喷墨打印机，这些产品最

大的特色是打印成本真正降到了 0.1 元。

惠省系列使用 703 大容量墨盒，分别可

打印 600 页黑白文档和 250 页彩色图

文，黑、彩墨盒的市场售价都仅为 70

元左右，黑白单页打印成本仅为 0.11 元，

与市场上同类产品相比较，每页打印节

省近 0.1 元。这是惠普有生以来最便宜

的墨盒，打印量与 818XL 墨盒相当，但

703 号墨盒价格只有它的 1/3，这不能

不说是一个突破。

惠普 703 墨盒

在我们埋怨原装耗材售价高低不下

的时候，惠普用实际行动向用户传达了

一个重要的信息：原装耗材打印成本可

以再降，而促进打印成本的关键就是决

心。只要打印机厂商愿意和下决定，打

印成本可以降到任意低的价格。略为不

足的是，在惠省系列低打印成本的背后，

惠普还是改不掉“随机耗材体验装”的

毛病，所有的惠省系列喷墨打印机标配

的体验装墨盒，容量比标准墨盒少了一

半。惠普之所以这样做，说到底就是不

能放弃耗材的利润。

无论怎样说，惠普为降低打印成本

开了个好头，它让消费者看到原装打印

成本也可以很低。但是惠普开了个好头，

却没能很好收尾。后来推出的喷墨打印

机虽然还是以低价墨盒为卖点，但单页

打印成本再也不便宜，如惠普 Deskjet

1000 采用的是 HP 802S 墨盒，市场售

价仅为 49 元（黑色）和 79 元（彩色），

但是这两个墨盒容量相当少，黑色仅可

以打印 120 页，彩色可打印 100 页，黑

色单页打印成本 0.4 元。

无可否认，惠普之所以半途而废，

最重要的原因是一直靠耗材得以维系利

润的低端喷打正失去着前行动力，这也

是它当年想放弃低端喷打市场的主要原

因。不过放弃低端意味着放弃 85% 的

打印机用户，因此后来才有了惠省系列。

佳能 88 元打印 800 页墨盒

3、佳能最厚道的后来者

佳能推出 88 元 800 页大容量墨盒，

单页打印成本仅为 0.11 元，重要的是

这 0.11 元耗材成本既不像爱普生那样

取巧，也没有惠省系列那样藏有猫腻，

对于消费者来说相当实在。如果你不了

解佳能前后喷墨打印产品的打印成本，

我们不妨做一个对比：

旧产品佳能腾彩 PIXMA iP2780 是

一款相当受热销的机型，整机售价为

300 元左右，耗材使用一体式设计墨盒，

墨盒型号为佳能 PG-815、CL-816。黑

色墨盒 PG-815 售价 100 元左右，可打

印约 220 页，单页打印成本为 0.45 元；

彩色墨盒 CL-816 售价为 126 元，可打

印约 244 页，单页打印成本 0.51 元。可

以选择高容 PG-815XL、CL-816XL 墨

盒组，PG-815XL 墨盒售价 130 元，可

耗材行业遭遇降价风潮Supplies Industry Suffers from Price Slashing


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打印约 401 页，单页打印成本为 0.32 元；

CL-816XL 彩色墨盒售价 155 元，可打

印约 349 页，单页打印成本为 0.44 元。

新产品佳能腾彩 PIXMA E500 采用

一体式耗材设计，墨盒型号为佳能 PG-

88、CL-98。黑色墨盒 PG-88 售价 88

元，可打印 800 页，单页打印成本为 0.11

元；彩色墨盒 CL-98 售价 98 元，可打

印 400 页，单页打印成本为 0.245 元。

通过前后两款产品打印成本的对

比，相信消费者已经能够真切体会到佳

能对这些耗材降价的决心。此外，佳能

最早的低端喷墨打印机采用的是打印头

与墨盒一体式结构，但后来全部改为分

体式结构，这对降低打印成本无疑具有

吸引力。更值得一提的是，佳能是第一

个提出“支持单墨盒打印”的品牌，它

的IP1180只装一个黑色墨盒就能打印，

这样不仅能够减低打印成本，而且更降

低了购机成本，佳能的创举也是史无前

例的。佳能是拥有激光和喷墨两大核心

技术的打印机厂商，特别是照片打印效

果比同类产品好很多，在继爱普生和惠

普之后终于也为降低打印成本而努力，

这足以说明原装打印成本降价有希望

了。

二、降低成本，只为扭转低靡喷打市场

对于打印机厂商来说，降低耗材成

本意味着削减利润，这是谁也不愿意做

的事情。然而倘若它们再僵持不动，那

么就将失去这个市场。从 2009 年开始，

低端喷打市场逐渐进入低靡状态，市场

上低端喷墨打印的新品越来越少，一些

热卖的机型都是几年前发布的机型，在

这一年惠普甚至宣布停止销售低端喷

打，只有爱普生和佳能仅有的几款打印

机来支撑市场，整个市场表现得不冷不

热。然而，据调查显示，尽管中高端产

品不断涌现，黑白激打的低价攻势也很

猛，但对于那些为打印而打印的消费者

而言，低端喷打始终都是其最具实用性

的选择，这是一个潜力相当大的市场。

1、脱离“以墨养机”的困境。

我们发现无论是惠普、爱普生还是

佳能，它们所选择降低打印成本的机型

是低端喷墨打印机，这是一个关键。我

们都知道低端喷打一直的生存之道都是

“以墨养机”，机器售价可以低至 200 元，

但是墨盒少则 100 元，多则 200 元以上，

经销商赚的就是耗材钱。不过随着消费

者越来越理性，他们开始对暴利的原装

耗材做出抵制，这让打印厂商陷入困境。

首先，由于低端喷打原装耗材贵，

一些消费者选择“一次性投资”，即不

断购买新机器，因为计算下来你每次换

墨盒的价格都可以再买台新机器了。其

次，兼容耗材的出现，也使低端喷打为

她人做嫁衣的境地日益尴尬。这几年低

端喷打市场之所以销量好，最重要的原

因是便宜的通用耗材带动了销量。当年，

也是这三大原因逼使惠普放弃低端喷打

市场，转攻商务市场。不过，惠普这样

的牺牲并没有给它带来多大的好处，所

以在后来重新进入低端喷打市场，并且

企图改变“以墨养机”的局面，惠省系

列就是一个很好的例子。

佳能 PIXMA iP2780

佳能腾彩 PIXMA E500

2、扭转低靡市场

打印机厂商为了阻止用户使用通用

耗材，纷纷在墨盒身上下功夫，安装加

密芯片，需要 ID 码认证，或者新机不

带墨盒，让用户无从注墨，以节省为主

要目的的用户。在这种情况下，低端黑

白激光打印机出现，不到千元的售价，

打印成本更氏至 0.1 元，这仅仅是喷打

耗材成本的二分之一甚至三分之一，许

多冲着耗材便宜的消费者转而买黑白激

光打印机，低端喷打正式进入低靡状态。

另一方面，打印机厂商打击通用耗材的

同时助长了假冒耗材的发展，最终结果

是低端喷墨打印机做出了退让，打印机

的生产商们开始将自己的注意力逐渐过

渡到了其他产品线上，一直无法解决的

耗材成本让原本活跃的低端喷墨打印市

场瞬间进入了疲惫期。

让低端喷打重新焕发活力的是爱

普生提出“学生打印机”概念之后，事

实上这只是低端喷墨打印机的另一个说

法，而它之所以能够重新引起消费者的

关注，重点就在于“学生打印机”强调

的是低成本打印，这让消费者看到了希

望。低端喷打并非不需要，只是要不起，

如果打印成本能真正降下来，那 85%

的使用人群必然会让这个市场走出低

靡。

惠普惠众 Deskjet 1000 图片评测论坛报价网购实价

3、打印成本降下来是解决之道

如果说 2010 年耗材市场让你很失

望（因为在这一年里打印机厂商依旧有

一举歼灭所有消费者的意图，每一次新

品的推出打印成本非但没有丝毫下降，

而且还更贵），那么 2011 年的耗材市

场让你看到的应该是希望。从惠普的“惠

省”系列至爱普生外挂大墨仓以及 29

元墨盒，再到现在佳能 88 元大容量墨

盒，我们都看到打印成本的确下降了。

虽然惠普的 0.1 元单页打印仍然脱离不

了“体验装”的尴尬，爱普生 29 元三大厂商合力降价


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墨盒的单页打印成本并没有比 49 元墨

盒的单页打印成本便宜，但是它们在消

费者面前还是退让了一步，至少让人感

觉舒心了。相较于前两者，佳能 88 元

大容量墨盒显得更实在，0.11 元的单页

打印成本并不藏有猫腻，非常实在的价

格，的确让人有些惊喜。

三、三大品牌合力降价，将冲击两大市

场

如果说“一枝竹仔会易折弯“，那

么“几枝竹扎断节难”。当初在喷打市

场仅有爱普生提倡“买得起，用得起”，

惠普和佳能还是无动于衷，但如今局势

已经大不一样，惠普和佳能已经采取行

动，而且一个比一个更有决心，一旦三

大品牌达到耗材成本降价的共识，那么

将对黑白激光打印机市场和通用耗材重

重的冲击。

1、冲击激光打印市场

当年，800 元黑白激光打印机的出

现对喷墨打印机是多大的一个冲击，相

信在那个时候购买激打产品的用户深有

体会。相较于喷墨打印机，激光打印机

最大的特色就是打印成本便宜，喷打需

要 0.3 元的打印成本，而激光打印仅需

0.15 元。只不过在以前由于激光打印机

购机价格太高，消费者并不敢奢望拥有，

但是随着激打售价下降，许多冲着打印

成本便宜的消费者转而买黑白激光打印

机。

如果喷墨打印机也能做到黑白激打

的打印成本，消费者会如何选择呢？根

据调查显示，70% 的用户依旧会选择喷

打，理由是：第一，价格低廉是首要原

因，黑白激打无论如何降价，总不能降

至 130 元（惠普 Deskjet 1000）；第二，

低端喷打能够完成黑色、彩色基本打印，

黑白激要只能完成黑白打印，对于日常

打印多有不便；第三，喷墨打印机体积

更小巧，重要的是更环保健康，这在当

今污染严重的大环境下相当重要。低端

喷墨打印机在整个打印机系列中是举足

轻重的地位，一旦它的打印成本能够降

下来，激光打印市场将受到极大的冲击。

通用耗材受冲击

2、冲击通用耗材市场

一旦原装打印成本降下来，受冲击

的不仅是激光打印市场，通用市场将是

下一个重创者。在还是“以墨养机”的

时代，打印机用户纷纷将目标转向了通

用耗材，从而让通用耗材发展到今天的

好局势。不过，由于通用耗材入门门槛

低，目前通耗材市场还是混乱不堪，虽

然有天威、格之格等大品牌支撑，但是

劣质产品还是占了多数，这也导致了通

用耗材有“打印效果差、稳定性差”等

不好名声，加上打印机厂商有着“使用

通用耗材一律不保修”的限制，更多的

用户还是偏向原装耗材，只碍于打印成

本所以才选择通用耗材。

如果说原装耗材也能达到或者说差

不多达到通用耗材的打印成本，相信更

多人愿意选择原装耗材。很简单的一个

道理，佳能腾彩 PIXMA E500 黑白打印

成本仅需 0.1 元，使用通用耗材可能会

便宜一点，但这一点不足以说服消费者

放弃原装品质和保修政策。所以说，通

用耗材将会受到打印机厂商齐心降价的

冲击，而且这种冲击将会随着决心越大

冲击也就越大，看来通用耗材还是有必

要做好迎战的准备。

全文总结：

佳能的 88 元大容量墨盒让消费者

看到了希望，特别对于家庭用户来说，

这是相当受用的。在笔者看来，之前不

明朗的格局已经开始清晰，原装耗材成

本势必要降价，这也是打印机厂商无可

奈可的事情，要不然再来一个类似光墨

打印之类的新技术，那么传统喷墨和激

光就无路可走了。

耗材行业遭遇降价风潮续

根据喷墨打印机的黑色原装墨盒

的价格以及墨盒的打印量来计算打印成

本，打印成本低则排前面。由于喷墨打

印机产品众多，此次排行榜只取售价在

五百元以下的入门级产品。

据相关数据表示，2010 年喷墨打

印机的出货量达到 200 多万台，喷墨

打印机市场仍然是打印机主力市场。目

前，喷墨打印机主要分家用市场和商务

市场，其中家用市场又细化出一个学生

打印机市场。从目前推出的产品来看，

喷墨打印机的售价正逐渐减低，打印成

本也渐渐减低。尤其是在入门级喷墨打

印机市场，在售价不足五百元的产品

中，打印成本越来越低。今年惠普推出

了 2010 打印机，其打印成本仅 0.14 元，

而爱普生最近也推出新一代学生打印机

ME35，其墨盒售价仅 29 元。2011 年

爱普生新推大墨仓 L101/ 一体机 L201

打印成本仅为 0.02 元。使后期的耗材

成本降至最低。

盘点一下 500 元以下喷墨打印机，

有惠普 2010，爱普生 ME33，爱普生

谁最实惠？喷打打印成本排行前 5 名

Which is the Most Cost-Effective? InkJet Ranks Top 5


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ME35，惠普 1000，佳能 ip1180，来看

看哪台打印机的打印成本最低。

第一名：惠普 Deskjet 2010

特征 e 值：95

惠普 Deskjet 2010 是一款推向家用

与学生用户的入门级产品，采用 HP704

号大容量，其售价仅 69 元，而打印量

达到 480 页，打印成本仅 0.14 元。目

前其市场售价为 499 元。

外观方面，惠普 Deskjet 2010 采

用钢琴烤漆材质，墨黑色外观色调，给

人以沉稳大气的感觉。小巧精致的机身

设计，节省空间，放置在家中任何位置

均可。

性能方面，惠普 Deskjet 2010 采

用惠普研发的双墨滴技术，最小墨滴量

仅为 2.3 微升，在不增加成本的前提下，

提供高达 4800 dpi 的精细打印分辨率、

媲美 6 色的照片效果。打印速度方面，

惠普 Deskjet 2010 拥有黑白每分钟 20

张和彩色每分钟 16 张的输出表现，完

全能够满足用户日常需求。此外，惠普

Deskjet 2010 还拥有快速安装和快速开

机功能，仅需 7 分钟即可完成打印机的

安装，开机仅需 5 秒即可开始打印，非

常方便快捷。

点评：惠普 Deskjet 2010 喷墨打

印机操作快捷，性能强大，配合“惠省”

系列专用大容量耗材，后期使用成本低，

非常适合看重成本的家庭与学生用户使

用。

第二名：爱普生 ME33

爱普生 ME33 是一款专业的学生打

印机，采用 T141 墨盒，其中黑色墨盒

的售价仅 49 元，能够打印 235 页 , 打

印成本为 0.208 元。目前爱普生 ME33

的市场售价大概在 349 元左右。

爱普生 ME33 采用爱普生独有的

微压电技术，具备打印速度快，输出

品质出色等特点。爱普生 ME33 拥有

28PPM 的黑白打印速度以及 15PPM

的彩色打印速度，打印分辨率达

5760×1440dpi，足以打印出优质的文

档或图片。

耗材方面，爱普生 ME33 采用

4 色分体墨盒设计，并使用了高级的

DURABrite Ultra 颜料墨水，能够在普

通纸上打印出极为出色的效果。4 色分

体墨盒的使用，能够有效降低打印成本。

点评：爱普生 ME 系列产品一向注

重打印成本，ME33 打印机也具备了低

成本打印的特点，T141 墨盒售价仅 49

元，并采用 4 色分体墨盒设计。对于家

长来说，ME33 不仅打印性能出色，还

能够降低打印成本。

第三名：爱普生 ME35

特征 e 值：84

爱普生 ME35 是最新推出的一款学

生型打印机，采用 29 元的 T1731 墨盒，

能够打印 130 页文档，黑色打印成本

为 0.223，爱普生 ME35 的官方报价为

390 元。

性能方面，爱普生 ME35 采用微电

压打印技术，具备 28ppm 的黑白打印

速度与 15ppm 的彩色打印速度，支持

5760×1440dpi 的打印分辨率，标配

100 页的进纸盒。

耗材上，爱普生 ME35/ME350 采

用全色 DURABrite Ultra 颜料墨水，不

仅能够在普通纸上实现印刷级打印效

果，而且因为其不洇染的特性，能够让

打印文档防水耐脏不褪色、便于保存。

另外，爱普生 ME35 采用四色分体墨盒

的 T1731 墨盒，其售价仅为 29 元，打

印量为 130 页。

点评：作为爱普生最新的学生打印

机，爱普生 ME35 最大的亮点是 29 元

的墨盒。29 元的售价势必能够吸引不少

家长的青睐。但是从整体来看，爱普生

ME35 的打印成本比爱普生 ME33 要稍

微贵了点。

第四名：惠普 Deskjet 1000

特征 e 值：75

惠普 Deskjet 1000 以 0.408 元的

打印成本排名第 4。惠普 Deskjet 1000

采用的是 49 元的 802S 墨盒，能够打

印 120 页，使用成本较高。目前，其市

场售价为 179 元左右。

性能方面，惠普 Deskjet 1000 采用

双墨滴技术，能够实现 4800×1200dpi

的最佳分辨率；具备每分钟 16 页 /12

页的黑白 / 彩色输出，做到质速兼顾。

另外，这款产品还拥有 1000 页的月打

印负荷量，能够满足一般家庭用户的打

印需求。

耗材方面，惠普 Deskjet 1000 搭

配的是 49/79 元（黑 / 彩）的 HP 802S

墨盒，打印成本更低，能够让用户用得

起。另外，惠普 Deskjet 1000 还支持单

墨盒打印，无需安装彩墨也能进行打印

工作（黑白打印）。

点评：惠普 Deskjet 1000 打印机

以 179 元的售价在同类产品具备了强大

的竞争力，而在用户最关心的成本上，

更是显得亲和力十足，49/79 元（黑 / 彩）

的 HP 802S 墨盒搭配绝对能让用户

特征 e 值：85


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Lexmark Releases New Products to Strengthen its Market Share

利盟携旗下多款打印新品强势出击市场

买得起用得起。总的来说，这是一款非

常适合学生的喷墨打印机。

第五名：佳能 iP1180

特征 e 值：74

佳能 PIXMA iP1180 是一款老产品，

采用 PG-830 墨盒，目前市场售价为

96元，能够打印220页，打印成本为0.43

元。故排名第五。

佳能 PIXMA iP1180 喷墨打印机采

用佳能“FINE”打印技术，打印精度

达到了 4800×1200dpi，墨滴更是小到

2pl，这使得佳能 PIXMA iP1180 文字的

打印效果更加锐利，照片的打印效果更

加细腻。佳能 PIXMA iP1180 喷墨打印

机的黑色文档打印速度为 20 页 / 分钟。

使用喷头和墨盒一体式设计，共计 2 个

墨盒。支持单黑墨盒打印，如果用户安

装了彩色墨盒和黑色墨盒搭配使用，其

彩色打印速度为 16 页 / 分钟，输出一

张 4×6 英寸照片需要 70 秒。

佳能 PIXMA iP1180 喷墨打印机同

样采用全面升级的墨水系统，打印效果

更出色。文字对比度更强，图像色彩饱

和度更高，也可以使打印的照片保存更

持久。一体式墨盒设计更换方便，佳能

的软件系统更有裁切打印、布局设置、

打印日期等多种功能，帮助您轻松完成

各项打印。

点评：佳能 PIXMA iP1180 是一款

家用彩色喷墨打印机，拥有优雅的立方

体造型设计，配合充满质感的光滑材质。

打印速度为每分钟 20 页的黑白文档打

印，16 页的彩色文档打印，是家庭理想

喷打产品。

日前，利盟在北京召开主题为“打

印更少节省更多”的媒体沟通会，展示

了该品牌 2011 年全线新品。利盟大中

华区总裁李建民先生亲自出席并介绍了

利盟在产品、服务、解决方案上的整体

策略。

利盟的产品线相当广，本次发布的

产品包括激光打印产品和喷墨打印机产

品，而其重点是真正的企业级商用激光

打印产品。

坦率的说，利盟的高端激光一体

机很明显可以与日系品牌的数码复合机

PK，它们的最大特色就是内置了强大的

功能、权限管理软件，能够真正依照企

业的业务流来提供有针对性的服务。也

正因为利盟产品在软件方面的出色，利

盟向客户销售的不是单纯的硬件而是软

硬件结合的解决方案，这使得利盟产品

在机关、国企中广泛被采用。

利盟打印产品在介质兼容性上相当

出众，利盟演示了使用此次推出的喷墨

打印新品打印油画、山水画卷轴、水彩

画等特殊材质的效果。利盟大中华区市

场部总监程德泳先生介绍，这些喷墨新

品均配备了相当实惠的新型环保墨盒。

其中标准版黑色墨盒可打印 5% 覆盖率

样张 500 页却仅售 39 元，折合单页成

本不到 8 分钱。这在业界是数一数二的。

在谈到为何其墨量在同类产品中偏

小时，程先生解释说，用户开启的墨盒

往往会因为环境干燥、水分蒸发而造成

极大的浪费。的确，隔段时间不使用，

机身里的墨盒就干掉了。而较小容量的

墨盒可以即打即开，快速用完。从理论

上来说，使用 3 个 500 页容量的墨盒明

显会比使用单个 1500 页容量的墨盒省

墨。

此次利盟全方位出击，足见其对中

国市场的重视程度。无论利盟是否能够

深刻改变当前“三足鼎立”的市场态势，

相信其产品必能为消费者带来实惠。

谁最实惠？喷打打印成本排行前 5 名续


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HP Committed to Innovation and Developing New Areas for Printing Business

惠普致力创新拓展传统及新兴领域打印业务

2011 年 9 月，中国上海惠普公司

（HP）召开全球打印及成像系统集团年

度会议，宣布多项面向消费者、中小企

业（SMB）、大企业以及图形图像行业

用户的最新的创新技术、合作、应用和

解决方案。惠普公司分享了创新技术是

如何在价值 260 亿美元 (1) 的打印及成

像业务中占据核心地位的，在亚太及日

本地区，创新技术推动着高达两位数的

增长。

惠普同时宣布，客户选用惠普支

持云计算的网络打印技术已经成为主流

趋势，目前惠普已经销售了 1000 万台

打印机，预计至 2012 年，市场上将售

出 5000 万台打印设备。随着打印的发

展已超出传统纸张页面范畴，惠普提出

重要的创新和战略，在快速变化的环境

中为消费者和企业用户传递有意义的信

息。这包括：

●向消费者和企业用户传递由云计

算带来的网络创新的相关信息

●帮助中小企业快速、高效的管理

打印内容

●在亚太及日本地区关键市场教育

市场，实施影响力创新计划

“惠普的创新历史源远流长，我

们将延续这一优秀传统，为未来发展

奠定基础，”惠普打印及成像系统集

团执行副总裁维迈西 . 乔希（Vyomesh

Joshi）表示。“虽然传统意义上的打印

仍将是我们给世界带来的不可或缺的部

分，但同时我们也在传统打印之外的领

先创新技术上引领市场。” 维迈西 . 乔

希与几位用户共同在上海会场上展示了

惠普在生活方式上所带来的创新：

为消费者和企业客户提供云计算带来的

网络创新技术

1. 全球的网络打印机出货量超过

1000 万台，产品组合不断扩大

超过 1000 万台联网打印机以及行

业首创的移动解决方案和内容服务，帮

助用户在移动中保持联通状态和工作效

率。今年，即将上市的网络打印机最低

售价仅为 79 美元，这将使消费者和企

业用户切身体验到行业首创的移动解决

方案和内容服务，帮助他们随时保持移

动互联状态。惠普专业设计打印机 HP

ENVY110 云打印多功能一体机现已在

亚太地区 12 个国家出售。

2. 率先推出行业最顶尖的移动解决

方案，给用户带来随时随地的移动打印

体验

HP宣布推出最新的移动解决方案，

无论是在家、在工作还是在路上，无论

人们身在何地，HP 的移动解决方案都

能够帮助人们把打印技术融入他们的数

字化生活。

对中小企业来说，HP 推出了行业

领先的 ePrint Wireless Direct 打印解决

方案，使用户可以直接获得 HP 打印机

的支持，无需有线网络或互联网连接。

只要有无线移动设备，通过简单的对接，

就可以轻松连接到打印机。

新的 HP ePrint Home & Biz 应用将

ePrint 体验与适用于苹果 iOS、安卓或

塞班等智能手机和平板电脑的免费移动

应用进行了整合，用户可以方便地打印

所需的文件和照片。

使用 HP ePrint Mobile Driver，

通过笔记本进行打印更方便。有了 HP

ePrint Mobile Driver，用户只要点击“文

件及打印”，即可将打印任务发送给地

球上任意一台注册的具有 ePrint 功能的

打印机。

针对苹果 iOS 设备的 HP Printer

Control 移动应用可以提供打印机的无

线联网和控制，实现丰富的移动打印体

验。Turbo Charge( 涡轮增压 ) 打印还

具有创新扫描和社交共享功能。用户

可以将照片和文件扫描至 Facebook 和

Google Docs，或在自己的移动设备上

扫描后通过邮件发送，还可以监控打印

机及耗材的状况。

对于企业方面，HP 宣布推出另一

项创新的移动打印技术 — 针对黑莓智

能手机的 HP ePrint 应用。这是一个云

整合的体验，通过黑莓智能手机上的云

整合 HP ePrint 应用，用户可以在几乎

任何地方实现打印，包括 HP ePrint 打

印机、企业级联网打印机和公用打印机。

3. 14 个新的打印应用帮助用户和

企业利用数字内容的不断增长来改善其

工作和生活

新的打印应用针对家庭用户，提

供来自 Anyschool（韩国）、Magic

Hanja（韩国）、现代教育研究社有限

公司（香港）和芝麻街等一些当地的教

育内容。中国用户也有望得到来自中国

美食的菜谱、家庭可打印资源以及来自

HP Go Family China 打印应用的礼品。

新的商务应用包括商务证件扫

描程序和发票扫描程序。两款产品

由 Shoeboxed 提供，用于扫描和组

织商务证件和商务发票。还有来自

GoogleDocs 和 Box.net 的最新应用，

帮助中小企业和微型企业关注其业务影

响。

目前，亚太地区已有 100 多个打印

应用面市，其中有 1/4 是与用户现实需

求相关的本土化内容。HP 再次强调，

与本土化内容供应商保持紧密合作是这

战略的核心内容。

为中小企业提供包括 3D 扫描在内

的产品和工具帮助其高效快速的管理打

印内容

对于微型和小型企业来说，对于能

够其业务操作的最佳工具的需求日益增

长的，在中小企业的发展中这一点更为

突显。惠普创新正在帮助微型和小型企

业跟上客户的速度：

1. 作为能够拍摄 3D 物体图像和

扫描文件的革新技术，HP TopShot

LaserJet Pro M275 对于小企业和家庭

来说是一款经济实惠的理想桌面伴侣。

它配备有惠普 TopShot 扫描革新技术，

能够拍摄同一文件或 3-D 物体的六个

独立的图像并最终输出品质卓越的无缝

图像。使用惠普 TopShot 扫描技术，中

小企业能够快速制作需使用的高品质图

像，无论是用在打印材料中还是放在网

站上。

2. 此外，惠普还为各种类型的企业

推出了三款新型激光打印机和一款最新

扫描仪，将打印机和扫描仪从一个


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惠普致力创新拓展传统及新兴领域打印业务续

可信赖的办公设备升级为移动办公和工

作流程中的商务工具。

HP LaserJet Pro 100 color MFP

M175nw - 惠普体积最小的支持 ePrint

云打印服务的多功能激光打印机，功能

强大配备节能和移动创新功能

HP LaserJet Enterpr ise 600

M601, M602 和 M603 打印机系列 - 安

全、易于使用、支持网络功能的黑白

（monochrome）打印机系列旨在帮助

企业提高效率、改善文档工作流程。亚

太地区所有国家现已有售。

HP LaserJet Enterprise 500 color

M551 系列 - 支持 ePrint 云打印，可提

供专业品质的色彩和文档管理工具，是

大型企业和中小企业工作团队支持的理

想选择。亚太地区所有国家现已有售。

HP Scanjet Enterprise 8500fn1 文

档拍摄工作站 - 配备易于使用的大尺

寸彩色触摸屏，是针对有大批量扫描需

求工作所推出的优质扫描产品。即将于

2011 年 11 月在除日本外的亚太地区上

市。

3. 商用喷墨 - 惠普 Officejet Pro

8600 云打印多功能一体机系列和惠普

Officejet Pro 8100 云打印打印机可以

打印专业彩色文件，单页成本比激光

（2）打印低近 50%，并且可用惠普

ePrint(3) 打印所有移动设备的文件。新

墨水性能增强，可以覆盖荧光笔污点，

双面无边距打印和云打印解决方案，可

以帮助企业不断增长业务。

4. 惠普也在着手开发可靠的企业

级技术以及为中小型企业提高服务能

力。在近期收购了文印管理服务的领先

者 Printelligent 后，惠普正在扩展其合

作伙伴文印管理服务 , 并将于明年发布

首批支持渠道服务的文印管理服务产

品。此外，惠普还在产品组合中增加了

数项文件解决方案 HP Access Control

Express)，Nuance eCopy ShareScan,

ePrint ，以及 EcoSmart )，通过解决方

案专业渠道进行销售。

“2011 年，惠普迎来了全新的蜕

变。”维迈西 . 乔希向亚太地区媒体这

样提到。

近日，武汉宝特龙宣布推出

的兄弟 TN2215/2225/420/450

墨粉，适用于兄弟 HL-

2240D/2250DN；DCP-7060D；

MFC-7470D/7360/7860DN 等系

列打印机。兄弟 HL2240D 是今

年 3 月上市的黑白双面激光打印

机，打印速度为 24 页 / 分，在千

元级别的激光打印机中有较强的

竞争力。

据悉，宝特龙推出的新墨粉

产品黑度为 1 . 4 5；耗粉量小于

0.02；转印率大于 97％；定影牢

固度大于 96％；打印量为 2600

页；无落粉、无重影、密度好、

黑版均匀性好、适应性好、转印

率高、图像密度的稳定性好。更多宝特龙信息，请致电：027-

84452910；或发邮件至：market@

pointrole.com；或访问宝特龙官方网

站：www.pointrole.com。

关于宝特龙：

武汉宝特龙信息科技有限公

司是国家科技部重点支持的高新

技术企业，专业从事静电显影材

料——墨粉的研制、开发、生产

和销售。公司是中国计算机行业

协会 (CCIA) 会员单位和国家复印

机械标准化技术委员会 (CSBTS/

TC147) 委员单位。

宝特龙推出新款兄弟兼容墨粉北京中恒宣布推出再生新品Baolongte Releases New Brother Laser Cartridge CET Introduces New Products to the Market

日前，北京 CET 公司宣布推出适用于美能达的

Bizhub C250/252, Bizhub C203/253 鼓套件，寿命分

别为 50000 张和 70000 张。同时推出适用于 Bizhub

C250/C252，Bizhub C203/C253/353，Bizhub Pro

C5500/6500 的 OEM 载体，并可持续供应。

CET 与日本工厂合作成功研发出适用于 CANON

IR2535/2545 的定影膜，寿命为 100000 张。

本月还推出 RICOH Type MP4500 卡匣，适用于

AFICIO MP3500/MP4500，此卡匣采用日本粉寿命

可达到 30000 张。

期待已久的适用于 Aficio MP9000/1100/1350 的

日本鼓也于本月隆重推出，寿命为 1000000 张。另有惠普等系列打印机卡匣上市，了解更多新产品信

息，请登录 www.chinaeternal.com 或咨询我们的客户经理。


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ASK THE EXPERTS / 请教专家


浅析影响喷墨墨水使用的因素A Brief Analysis of Factors for Inkjet Ink Application

一、打印机工作环境：

环境温度过高或过低、湿度过高或

过低，在一定程度上会引起墨水理化参

数的部分变化，进而影响了墨水的粘度、

流动性、表面张力等，进而影响了打印

输出效果，这个因素对于溶剂、弱溶剂、

UV 等墨水的影响特别明显，正常的工作

环境如上所述。如：在中国北方，秋、

冬季节建议客户配置加湿器、取暖设备，

在中国南方，夏、秋季节建议客户配置

空调等降温设备。另外：对于利用虹吸

原理来进行供墨的大多数打印机而言，

工作环境的大气压力对墨水的流动性有

很大的影响。一般情况，建议在标准大

气压条件下工作。

二、图像悬挂的环境

要根据画面悬挂的环境 , 选择使用一

些有特殊性能的墨水 , 如在泰国、印度等

高温国家，必须要求墨水有耐高温、抗

UV 等性能，否则会影响打印效果及加速

画面的褪色。

三、使用的介质 :

1. 静电影响：所有的墨水，都有一

定的导电性（染料墨水比较明显）, 而介

质，尤其是品质比较差的介质，都带有

静电，在打印过程中，这些静电会影响

墨滴的运动轨迹，使墨滴偏离了预定的

落点，进而导致了图像的模糊、图像边

缘发虚。此现象在湿度相对偏低的秋、

冬季节比较明显，会让很多墨水使用者

以为是墨水的质量问题。

2. 不吸墨性 : 品质差的介质 , 其吸墨

性能很差 , 有些还有大量的油污等杂质 ,

这样就会导致打印时不吸墨、画面有白

点、画面容易褪色等异常现象，尤其在

一些高温或低温的地区 / 季节，此现象更

加普遍，所以，很多人以为这是墨水的

问题。其实与使用低劣的介质有关。低

介质会影响打印效果、影响打印头的寿

命，增加了画面的报废率、加速了机器

的损耗，是间接地增加了运营成本。

四、打印头状况

打印头是墨水的直接载体，通过打

印头才能将墨水的效果表现出来。在判断

打印机打印效果优劣时，首先要从打印头

的测试条、打印头的使用信息（不同打印

机的测试条不一样）来判断打印头的工作

状况，然后才能去判断其他因素。

好的打印头，使用同一瓶墨水，效

果会很好，所以要经常维护、保养的打印

头，再好的墨水，如果没有合格的打印头

来匹配，是不可能有良好的表现效果。

不良的打印头，会大大的减弱墨水

的表现力，如：堵孔、偏孔、打印头趋

于老化、打印头墨囊墨水偏低、打印头

墨腔中有杂质、打印头接触不良、不合

格的打印头、打印头表面附有其他颜色

墨水或杂质等，均直接地影响了墨水的

使用，进而影响了打印效果。

五、供墨系统的状况：

供墨系统是保障墨水流畅性，供给

及时性的先决条件，供墨系统正常与否，

在很大程度上影响了墨水的使用，影响

了打印输出的质量和持续性。如：墨管

漏气会导致墨水的不连续性，使得打印

头的供墨不足，会出现白线、拉丝、打

印空白等现象，有些会导致打印头内、

外压力不平衡，长时间得不到墨水的补

充，甚至会烧打印头，这对于气泡式打

印头而言，比较普遍（因为气泡式打印

头的发热晶体是依靠墨水来降温，晶体

长时间处于干烧高温状态，容易老化、

烧焦）。再如：墨盒液位的高低，对于

利用虹吸原理工作的打印机尤其关键，

因为过高或过低的液位会破坏虹吸供墨

模式，出现糊头、白线、缺墨等现象。

在进行供墨系统改造时，墨盒的位

置也不是随意摆放，而是根据液位的需

求而进行摆放。所以，在打印输出过程中，

要及时的给墨盒（桶）加墨，以保证打

印机正常工作的液位。

六、机器的工作状况：

包括打印头、供墨系统、打印头小

车、加热烘干系统、介质传输系统等，

打印机是一个软、硬件有机结合体，只

有各系统配合正常，才能有好的打印效

果，才能使墨水有更好的表现。如：打

印头小车过高，容易产生飞墨，要将打

印头小车调低。小车在高速运动过程中，

墨滴的运行轨迹太长，容易使墨滴偏离

其预定落点，导致图像模糊、边缘发虚。

再如：加热烘干系统工作不正常，会影

响墨水的快干性和附着性。打印机都有

前预热（介质加热）、后加热（图像加

热）、烘干等装置，前预热的目的是加

速介质分子的运动，使墨水分子更好的

渗透、有更好的附着力；而后加热是加

速画面的干燥，提高打印机的生产率。

对于大多数压电式打印头的打印机而言，

打印头有一个工作电压，电压过高，出

墨量较大，输出的图像颜色比较深，但

会加速打印头的老化；电压过低，出墨

量较小，容易出现糊头，画面边缘较虚，

图像比较模糊，颜色相比而言，显得偏浅。

七、操作、保养状况：

上述因素均是打印输出的客观条件，

而操作过程则是打印输出的主观因素：

1. 在停机再开机后 , 打印前 , 要检测

打印机、打印头的工作状况 , 及时的清洗、

处理打印头，使之处于最佳工作状态，

如果经过长时间停机，最好将墨水人为

的摇匀一下，甚至要清洗管道（对于使

用溶剂、弱溶剂、UV 墨水的打印机尤其

重要）。

2. 在打印过程中 , 要根据打印的实

际效果和情况 , 及时处理 , 如：加墨、清

洗打印头等；不管使用品质多好的墨水，

在打印过程中，均需要在长短不一的时

间间隔内去清洗打印头，给墨瓶（桶）

进行及时的加墨。

3.在更换新品牌或新批次的墨水时，

要做好墨路清洗工作，任何两种不同品

牌的墨水混合在一起，墨水的理化参数

均会有很大的改变。一般是先将墨路中

的原有墨水抽吸干净后，用清洗液冲洗

墨路，然后将清洗液抽吸干净，再换上

新墨水，此时，可多抽吸一些新墨水，

用新墨水来冲洗墨管，尽可能的将清洗

液排除干净，因为过多的清洗液混在墨

水中，会改变墨水的基本参数，影响墨

水的使用效果。

在打印机打印过程中，墨水不是一

个单独的个体，它需要各种因素的有机

结合，才能充分发挥它的表现力。墨水

是一种耗材，对于客户而言，需要的是

价廉物美的墨水，在“价廉”和“物美”

二者不能兼得的情况下，客户首选的还

是 “物美”，品牌优良的墨水更有市场

和发展潜力。


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ASK THE EXPERTS / 请教专家


连供系统故障处理解析Analysis for CISS System Problem-Solving Solution

连续供墨系统是目前非常省钱的耗

材之一，很受用户的关注，但是连续供

墨系统稳定性较差，故障率高也是很多

用户所担心的，那么用户如何解决连续

供墨系统出现的故障，提供日常工作效

率呢，最好的办法就是了解连供，掌握

常见的故障类型和解决办法。上一期已

经和大家分享了连续供墨的墨盒故障案

例，本期和大家分享的墨水故障案例解

析。

连供故障解决案例——墨水故障

故障现象：

◇连续供墨系统在初装时或正常使

用一段时间后，打印测试页总是有一种

或几种颜色断线，而其它颜色正常，反

复清洗测试的结果相同。

◇使用中发现某些颜色 ( 比较固定

的颜色 ) 经常出现堵塞管路、堵塞喷头

和断线。

◇打印的色彩与原稿相比偏色很

大，或黑色不够黑，或灰色偏绿、偏红。

◇打印人像照片时层次不够细腻、

不够丰富，出现“戴头套”现象。

◇从外置墨盒中经常能看到墨水中

有沉淀物。

▲连续供墨系统解决方法：

以上故障是由于墨水选用不当而引

起的，建议您选择我们为您提供的各类

墨水。现在生产 EPSON 兼容墨水的厂

家很多，质量不一，用途不一。在我们

实验室里经过理化测试的上千种墨水组

合中，优质稳定的墨水并不多见，而超

越原装 EPSON 墨水性能或可与其媲美

的组合更是稀有。虽然您不一定需要选

用达到影像专业级的墨水，但有一点应

该提醒注意的是：连续供墨系统应选用

的墨水必须优于兼容墨盒选用的墨水，

而兼容墨盒选用的墨水必须优于散装注

墨选用的墨水。换言之，生产兼容墨盒

采用的墨水，不一定适合于连续供墨系

统。

很多品牌墨水都是经过严格的理化

分析、长时间的稳定测试、色彩正、密

度高、饱和度好，专业为连续供墨系统

配备的优质墨水，可以确保不会出现上

述不良情况。

连供故障解决案例——清洗故障

故障现象：

◇打印墨盒下方出现积墨，文稿开

始的打印部分有杂色。

◇执行清洗命令时发出异样的响声。

◇无人干预的情况下，打印机有时

自动执行清洗命令。

◇打印机面板上的红灯与电源绿灯

交替闪烁。

▲连续供墨墨水解决方法：

清洗喷头的命令是为了疏通打印喷

头、排除含有空气泡沫的墨水、保证打

印效果而设置的，由于 EPSON 对每台

打印机都设置了墨水保护计数器，当打

印机的累计喷墨量达到最大值时，面板

上的红灯与电源绿灯就会交替闪烁。此

时要送交维修站更换打印机内部的废墨

盘，并将墨水保护计数器清零后才可以

正常工作。所以打印机使用中要尽量避

免太多的清洗，

清洗次数太多，清出的部分墨水会

渗到打印墨盒下方，出现积墨而影响打

印质量。有些打印机还会在清洗时发出

异样的声音。此时应停止清洗，用纸巾

将积墨擦干净，放置 30 分钟后再继续

工作，问题自然消除。

对配有永久芯片的连续供墨系统，

会增加多余的清洗：关机 10 秒以后开

机会自动清洗 ; 中断打印命令时会自动

清洗 ; 有时在没有操作干预的情况下也

会自动清洗。而每次清洗的结果都会使

永久芯片的计数值恢复到充满状态。

连供故障解决案例——墨水自流现象

故障现象：

◇打印时纸上出现小的墨点。

◇打印时纸上经常出现大的漏墨斑

点。

◇不论用什么纸打印，纸的边沿总

有一些剩墨。

◇打印机进纸滚轮上总是有些墨

渍。

◇打印的测试线总是有断线，并且

有颜色互串的现象。

解决方法：

续供墨系统中设计了一个虹吸断

点。如果没有这个设计，墨水会沿着输

墨管线从外置墨盒自动流向打印机，造

成漏墨、断线的故障。我们对空墨盒的

填充技术可使填充后的空墨盒有一小部

分的空气空间，让这些空气悬浮在墨盒

的顶部是非常有必要的。

以下情况会导致墨水自流现象导致

打印不正常：

第一，外置墨盒抬高，液面超过打

印喷头水平面 50 毫米，由于输墨管线

内墨水重力引起自流，此时墨水会从打

印喷头流出来，抬得越高流得越快。此

时打印喷头承受了异常大的墨水压力，

打印就会出现漏墨、断线、颜色互串等

非常严重的情况。

第二，打印墨盒注墨量太多，由于

没有虹吸断点，输墨管线与打印墨盒连

为一体，即使外置墨盒没有抬高，也会

导致墨水缓慢自流。此时打印会出现漏

墨、断线的现象。

第三，外置墨盒抬高，液面超过打

印喷头水平面 30~50 毫米，此时墨水

不会自流，但喷头也承受着墨水的静态

压力，所以打印同样会出现断线、颜色

互串的现象。

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RECHARGEasia


CHINA CORNER / 中文快讯

佳能在广东中山投 10 亿元建新激光彩打基地

Canon to Invest ¥10 Billion for Color Laser in Guandong Zhongshan

HP China Pinter Market Share Taken and Partially Lead by Canon

据广东省中山火炬开发区相关负责人透露，根据该区管

委会与日本佳能株式会社签订的合作备忘录，日本佳能预计

投资 10 亿元建设超大型生产基地。新基地将以高端彩色激光

打印机作为主打产品，预计 2012 年投产后，年产值超 120

亿元。

早在 2001 年，日本佳能株式会社就已在中山市火炬开发

区建立了佳能（中山）办公设备有限公司。最初，该公司主

要生产经营激光打印机及其相关零部件、组件。目前主要生

产中高档的黑白激光打印机和彩色激光打印机，是全球打印

机巨头佳能集团的重要生产基地，产能占佳能集团的 20％。

记者注意到，在 4 年前的 2 月 29 日，佳能集团在广东中

山的这家企业就已累计生产激光打印机达 5000 万台，当日还

举行过达成纪念庆典。在成立后的 5 年内，这家 95％以上的

产品外销的企业，已成为中山年销售量最大的工业企业之一，

曾摘取过广东省大型企业出口突出贡献奖，并跻身中国机电

类出口百大企业。

今年 8 月中旬，广东省副省长招玉芳在中山佳能详细了

解了其产能和用工人数变化。她指出，从 2007 年至今，中山

佳能产能翻了两倍，而员工人数不增加，这是技术支撑带来

的显著成果。“日本地震对日资企业造成了一定影响，省委、

省政府对此高度重视。一方面通过调研了解广东省日资企业

的困难，提供帮助，另一方面也希望众多加工贸易型企业能

够更多地引进研发设计等关键环节，消除影响、规避风险。”

招玉芳表示。

北京市海淀区北清路工商所根据群众举报，近日联合当

地派出所查获一个非法侵犯注册商标专用权的硒鼓制售黑窝

点，这个窝点专门制售佳能、惠普等型号的硒鼓。

记者从北京市海淀区政府了解到，非法制售硒鼓黑窝点

位于海淀区西北旺镇西玉河村内较为偏僻的东北角，四周全

部为民房，极为隐蔽。经初步了解，当事人制售侵犯注册商

标专用权的商品流水额约２０万元，现场查扣佳能、惠普等

型号的硒鼓８８２个，经商标权利人的委托人初步鉴定涉嫌

侵权。目前此案已移交当地公安机关处理。

据介绍，涉嫌制假当事人田海新，系河北省邢台市威县人，

于２０１０年１０月雇用了４名临时工，租用位于西北旺镇

西玉河村内两处村民住宅，从事硒鼓制假售假活动。

惠普中国打印机市场份额被佳能局部超越

一度被认为惠普的“印钞机”的打印及成像集团 ( 以下

简称 IPG)，在中国市场上将逐渐感觉到佳能的步步紧逼，其

市场份额已在部分市场被佳能超越。

惠普 IPG 执行副总裁迈西·乔希接受记者采访时则表示，

“IPG将始终是惠普一员,中国则是亚太地区最重要的国家”。

据惠普透露，其在中国市场份额仍然高达 44%。

对于佳能来说，惠普眼下的动荡似乎是其进攻的最佳时

期。除了商用领域外，佳能已经将越来越多精力投入到家用

机领域。一场逐渐升级的争夺战势在所难免。

佳能中国区信息消费产品部总经理郡司典子透露，佳能

喷墨打印业务市场占有率达到 39%，并在其中 15 个城市实

现市场份额第一。而在喷墨多功能一体机市场中，佳能产品

目前占有率为 36%，“国内打印机市场一直呈现惠普、爱普

生、佳能三足鼎立”，赛迪顾问资深分析师邓道正分析，三

大品牌亦各有其优势，“爱普生在针式打印机方面排位第一，

而在喷墨和激光打印方面惠普一直较为强势。佳能虽然为惠

普激光打印机做代工，但并未在此方面太过发力，最主要的

发力点与优势也集中在喷墨打印上。”

佳能的问题在于如何让它的打印机和相机一样有名。佳

能的策略是利用影像上的优势为打印机铺路。佳能（中国）

有限公司总裁兼首席执行官小泽秀树认为，“提高佳能打印

机的业绩至少有两条路可走，除了提供不输于竞争对手的产

品之外，更重要的是要大大提升佳能打印机的知名度。”为此，

2010 年下半年开始，佳能就提出了“照片，就要打出来”的

宣传理念，同时让成龙为打印机担任代言人。在 2011 年秋季

新品发布会上，佳能甚至推出了成龙限量版单反照片一体机

腾彩 PIXMA MG6280。

与佳能的市场策略不同，爱普生与惠普都在寻求差异化

的竞争。爱普生推出了“黑白喷墨”，早在宣布业务调整之前，

惠普则逐步体现出转型思路。

在业务庞杂的惠普中，IPG 很长一段时间内都被认为是

惠普的“印钞机”。即使在 2004 年，惠普发动了 PC 界最大

的并购案后，还是靠 IPG 支撑盈利——整个 2004 年，惠普

的 IPG 集团利润高达 38 亿美元，占整个惠普公司总利润额的

3/4。

“惠普的真正方向，将是从一个硬件供应商转向软件与

服务供应商。”邓道正分析，在惠普的新一轮调整中，IPG

对于硬件和耗材市场上的正面竞争也绝不会放松，但转型思

路与当初的 IBM 颇有雷同。

北京查获非法制售硒鼓黑窝点Illegally Produced and Sold Cartridges Seized in Beijing

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RECHARGE asiaCHINA CORNER / 中文快讯

富士施乐在华资源循环基地实现“零废弃”

Xerox Fuji Accomplishes “Zero Waste” Recycling Station in China Zhuahai LingYingHui Company Moves to New Address

Saier Laser Printing’s Global Recruiting

Beijing Laser Conducts Dealers Technical Seminar in Baoding District

日本富士施乐公司位于江苏省苏州市的综合资源循环系

统基地——富士施乐爱科制造（苏州）公司，2010 年度实现

了“零废弃”。该公司对富士施乐中国销售公司回收的多功能

打印机等废旧商品及消耗品进行资源再利用，其再资源化率已

达到 99.8%。富士施乐将再资源化率 99.5% 以上定义为“零

废弃”。

富士施乐爱科制造由富士施乐完全出资，于 2008 年 1 月

启动。对销售公司富士施乐中国从全国回收的废旧复印机等办

公产品及墨盒进行拆解。将其拆解并分类成铁、铝、透镜、玻

璃及铜等 70 种类别，实现再资源化。再生资源量截至 2011

年 3 月已累计达到约 1500 吨。

每年可处理 1.5 万台设备及 50 万个硒鼓。回收的硒鼓会

分解为单个部件。仅在生产线上放入可保证与新品同等质量的

部件，制造新硒鼓。并使无法再利用的部件实现再资源化。在

部件再利用的积极对策方面，该公司已在 2009 年 12 月被中

国工业和信息化部认定为 35 家“机电产品再制造试点企业”

之一。

富士施乐 1995 年在日本引进了业界首款使用再利用部件

制造的商品。随后全面启动了通过回收废旧商品及硒鼓实现再

资源化的资源循环系统，2000 年 8 月首次在日本实现了零废

弃。2004 年 12 月在泰国全面启动了亚太 9 个国家的综合资

源循环系统，并于 2009 年度实现了零废弃。此次继日本及泰

国之后，该公司又在中国的资源循环基地实现了零废弃。

赛纳科技激光打印机全球招商

北京莱盛保定地区经销商技术交流会

赛纳科技董事长汪东颖透露，赛纳科技将在 10 月展开奔

图打印机全球市场招商，正式出击海外市场，预计今年奔图

打印机销量将达到 10 万台。

而在前两天，赛纳科技刚刚与工信部软件与集成电路促

进中心正式（CSIP）和大连理工大学共同宣布 MIIT_CSIP-

DUT 赛纳科技创新中心成立，该创新中心是中国打印机和耗

材行业首个国家级研发平台。

工信部 CSIP 主任邱善勤表示，基于国家信息安全考虑，

CSIP 与展讯成立了手机芯片创新研发中心，与华胜天成成立

了云计算创新研发中心。此次与赛纳科技成立打印机创新研

发中心，同样也是基于国家信息安全的考虑，并希望通过整

机带动芯片和嵌入式软件产业的上下游联动，推动国家集成

电路芯片和软件技术在激光打印机产业领域的应用和产业化。

汪东颖表示，国际打印机巨头为保护其市场垄断地位，

都独立开发打印机用 SOC 芯片，不对外销售。创新中心成立

的主要目的就是为了突破该瓶颈，制造出属于中国的打印机

SOC 芯片。

“赛纳 90% 的收入来自海外市场，在海外市场拥有庞大

的经销商资源，为奔图打印机走向海外市场，打下了基础。”

汪东颖说。

日前，北京莱盛保定地区经销商技术交流会在电谷锦江

国际酒店会议厅举行，约 60 余名经销商代表到会。会议对经

销商关注的热门机器的再生技术进行了技术讲解，受到了与

会代表的一致欢迎。相关负责人还对数码复合机产品和机器

配件进行了现场介绍，让代表们加深了对莱盛产品的认识。

珠海市灵鹰辉打印耗材有限公司乔迁新址

“金秋送爽，丹桂飘香”，在收获的季节，经过五年多

不断发展壮大的珠海市灵鹰辉打印耗材有限公司，感谢多年

来一直为公司成长作出贡献的全体员工，感谢支持公司前进

的各位供应商、客户、朋友们，因公司生产经营的需要，现

将工厂搬迁到中山市三乡镇大布村沙岗大道（绿榕居酒楼旁

直入 100 米，秀乐公馆后即到）。新厂配备标准厂房 3000

多平方米，办公宿舍楼 1500 多平方米，运动场所 2000 多平

方米。

灵鹰辉公司是专业的激光打印机磁辊、加热辊生产商。

公司秉承 “以诚为本，品质至上，互利互惠”的宗旨。灵鹰

辉公司一直致力于生产环境的改善，设备的更新，产品质量

的提升，决心以更科学、有效的方式进行经营管理，为影像

耗材市场提供更加优质的产品。

如需了解灵鹰辉公司的详细信息，可访问公司网址：

www.zhlyh.com


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近期，格之格创新推出以健康为核心的 4G 标准打印耗

材——格之格商用专业版！凭借“健康（GreatHealthy）、

优质（GreatQuality）、环保（GreatEnvironment-friendly）、

方便（GreatFacility）”的 4G 标准品质，格之格商用专业版

不仅能充分满足政府机关、金融、医疗、高校、企事业单位

等行业的中高端用户需求，而且为用户带来了全新的高品质

健康耗材选购标准。

“破解消费者选购打印耗材的两难问题，关键在于提高

民族品牌耗材的核心竞争力，对产品结构进行调整和升级，

推出满足消费者需求的高性价比健康打印耗材，解决消费者

最关注的核心利益问题：如健康品质的保障、综合打印成本

的降低、高品质的打印体验及服务等诉求。”珠海格之格数

码科技有限公司市场总监郭云峰说到，作为国内品牌打印耗

材的领头羊，格之格依托母公司珠海赛纳打印科技股份有限

公司强大的技术研发实力及生产制造能力，率先实施产品升

级，推出了具有“4G”特征及标准的格之格商用专业版打印

耗材，给消费者一个明白消费的参考。

打印耗材“4G 标准”，是格之格多年来，始终坚持自主

创新，专注客户需求，致力为客户提供高品质高性价比打印

耗材的集中体现。格之格商用专业版打印耗材从“健康、优质、

环保、方便”四个层面，全方位保障消费者的核心利益：

在“ 健康” 层面：格之格商用专业版产品均通过了

ISO9001（国际质量管理体系认证）、CE（欧盟安全认证）、

采标（采用国际标准产品标志认证）、GSP（国家标准化良

好行为企业认证）等国内外权威认证，符合欧盟 RoHS 化学

品指令，不含对人体有害的铅、汞、镉、六价铬、多溴联苯、

多修二苯醚等有害物质。

在“优质”层面：格之格母公司赛纳科技掌握了打印

机核心技术，推出了中国首台具有核心技术及自主知识产权

的激光打印机，格之格商用专业版产品完全按照原装标准生

产，采用业界最好的原材料及零配件，打印清晰流畅，文档

定影牢固、黑度及分辨率高；且采用国际最权威、最资深的

STMC 测试方法，通过高温、低温、高湿、干燥等各种模拟

极端环境测试，高空跌落及振动模拟等层层考验、层层把关，

以确保产品安全稳定，超高品质输出

在“环保”层面：格之格商用专业版产品在整个生产过

全球气候变暖和能源危机促进节能环保行业的发展，天

威作为全球最大的通用打印耗材生产制造商，2011 年，天威

推出斥巨资研发而成的纪念版生物成像卡盒，开启环保打印

新篇章。

天威采用生物有机材料作原料，在制作过程中，比传统

工艺减少二氧化碳的排放，同时减少了对传统石油原料的使

用。在可降解方面，该成像卡盒在有水的环境下即可实现高

温降解，简化和加速了办公废纸的脱墨过程，比起传统类型

更易降解。而废弃的生物成像卡盒则是一种可堆肥料，实现

循环再利用。

生物碳粉与传统碳粉区别在于：原材料的不同，生物墨

粉由树脂以及从诸如植物、农作物、海洋生物、动物等生物

残余物中取得的添加剂组成。一般墨粉由化学品、聚合物以

及塑料的为原料，而对生物产品而言，生物原料转化的技术

难度较高。

目前天威已建立了一条绿色供应链，全程实施清洁生产，

先后于行业内首家通过了 ISO 9001 质量管理体系认证、ISO

14001环境管理体系认证、

QC 080000 国际产品安全

认证和中国环境标志认证。

天威始终坚持对消费

者负责、对社会环境负责，

以创新科技发展现代环保

制造业，用强大的自主创

新能力引领环保打印。

格之格创新推出以健康为核心的 4G 标准打印耗材

天威在国内首创生物成像卡盒

G&G Releases Innovative 4G Health Standard for Printer Consumables

Print Rite Creates First Bio-cartridge

ZHUJIANG CORNER / 珠江三角洲

程中严格执行 ISO14001 国际环境管理体系标准，并获得中

国环境标志（十环）认证，碳粉打印利用率高，影像转印率

高达 90% 以上，废粉率低于 10%，业内领先，更低碳、更环保。

在“方便”层面：格之格商用专业版通过与国内一流的

专业经销商建立合作，产品及服务更贴近消费者需求，销售

及服务网络遍及全国超过 1000 家门店和国美、苏宁等大卖场，

购买更放心、更便捷。

Fumei Breaks Records for Daily Used Cartridge Trading

日前，富美科技“全国合格旧硒鼓交易中心”单日交易

量达 1230 支，仅隔 1 天就第五次突破千支大关，也创造了自

合格旧硒鼓交易中心上线以来单日交易量的最高纪录。伴随

着服务商对旧硒鼓的持续旺盛需求，和更多人的积极加入，

富美主导创建的、由多方力量参与的全国性旧硒鼓交易市场

越来越具有规模化效应，“硒鼓终生循环”模式的魔力也正

在不断显现。

富美合格旧硒鼓单日交易量再创新高


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RECHARGEasiaMONTHLY BUYER'S GUIDE

• RECHARGEasia • OCTOBER 2011


RECHARGE asiaMONTHLY BUYER'S GUIDE


RECHARGEasiaMONTHLY BUYER'S GUIDE

• RECHARGEasia • OCTOBER 2011

Recharge Asia Magazine October 2011

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