RechargeAsia Magazine August, 2010

www.rechargeasia.com RECHARGEasia • AUGUST 2010 •

RECHARGEasiaFEATURE ARTICLE

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� www.rechargeasia.comRECHARGEasia AUGUST 2010




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West Point Products Expands Denver Distribution Center to Better Serve Customers West Point公司为更好的服务客户将拓展其丹佛的配送中心 Eco Service Opens China Facility Eco Service公司开启中国业务 Printable Technologies Launches FusionPro VDP 7.0 Suite Printable Technologies公司推出FusionPro VDP 7.0套件

SpencerLab Digital Color Laboratory Promotes Yutak Kwok SpencerLab彩色数码实验室任命Yutak Kwok为工程师 MSE Welcomes Josh DeBearMSE公司欢迎Josh DeBear的加入

北京立思辰：服务创造价值 Beijing Lanxum: Offers Services to Create Value

北京莱盛：预见式服务体现耗材行业的特色 Beijing Laser Hi-technology Co.,ltd: Predicting Service Incarnates Specialty of Consumables Industry

政采市场夺魁，格之格领跑民族耗材品牌 G&G Wins Government Procurement; Leads National Brand in Consumables Industry

Remanufacturing the HP LaserJet P3015 Toner Cartridge

惠普P3015激光成像卡盒再生

Samsung CLP-300显影仓刮板清洁图解Samsung CLP-300 Doctor Blade Cleaning Illustration

The Best of Times: Trends in the Imaging Materials Aftermarket (Part II) 最好的时代：影像耗材后市场领域的发展趋势

Bravo! RechargExpo Southeast Asia 2010

2010印度尼西亚中东-东南亚办公耗材展成功闭幕

Canon Versus the Compatibles: Are Cheap Compatibles Hurting True Remanufacturers?佳能对兼容厂商：是否廉价兼容产品损害了真正再制造商利益？

试析中国化学聚合法彩色粉的现状与发展Analysis of the Development and Current Situation of Chemical Polymerization Method's Color Toner in China

无限精彩体验，尽在浪漫的东南亚商旅Wonderful Experience in Southeast Asia

目录 CONTENTS

FEATURE ARTICLES 专题文章

12

Selling to MPS Dealers向MPS服务提供商进行销售

Sales of Color Toner Consumables Kept Afloat through Recession in EMEA Region 彩色碳粉的销售在欧洲、中东和非洲地区下降明显

喷墨打印技术应用必将引发新的高潮 The Technological Application of Inkjet Printing Will See a New High Tide

办公设备的购买与租赁哪个更划算 Office Equipment: Purchase or Lease?

MARKETING 市场动态

Message from the Publisher11

RECHARGEasia ISSUE 076 August 2010

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ASK THE EXPERTS 请教专家

卷首语67

28

98

80

20

25

54

亚洲再生业 2010 年8月总第076期

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By Mike Josiah

Image Options Takes Print Making to New Heights with Epson Stylus Pro GS6000 Epson Stylus Pro GS6000使得图象处理达到新高度 HP Completes Palm Acquisition 惠普完成对Palm公司的收购 Ikon Office Solutions Enhances Its Legal Enterprise Solutions Offering with Equivio Technology Ikon公司通过Equivio技术提高了法律支持效率富士施乐3R标准创建低碳生活 Fuji Xerox 3R standard create low-carbon life

惠普打印业务份额下滑 HP's Printing Market Share Declines

OEM UPDATE OEM聚焦

36

COMPANY CLOSE-UP 企业近况透视

100

101

By Art Diamond

By Luke Goldberg

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By Ronelle Ingram

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38

38

9276

By 王肖平凡伟

By 王湘军78

Canon Files Patent Complaints Against Ninestar and Others

佳能就专利权控告纳思达及其他相关企业

喷墨打印机冲洗喷头该谁买单？ Rinsing Inkjet Printer Nozzles: Who Pays the Bill? 解析柯达成功转型 Analysis of Kodak's Successful Transformation

GLOBAL FORUM 全球论坛

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88

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By 王广生

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珠三角代工业处于拐点：面临转移或升级抉择 Industry in Pearl River Delta: Evacuate or Innovate?

格之格NT-C0278成像卡盒隆重上市 G&G NT-C0278 Imaging Cartridge Enters the Market

天威泛凌全面升级营销服务体系 Print-Rite's Comprehensive Sales and Marketing Service System is Upgraded

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

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

60 ILG Releases World's Only JUMBO COLOR® for HP Series CP3525/CM3530 ILG公司发布世界上唯一的惠普JUMBO COLOR®系列CP3525/CM3530型兼容产品 Faroudja Offers MICR Toner for the HP 4100 Faroudja公司提供惠普4100微型碳粉 Track Engineers Releases Refilling Fixtures for HP 862 and 920Track Engineers推出惠普862 和920型再填充产品

Static Control Components Available to Remanufacture New Cartridges from HPStatic Control公司将推出全新HP再生产品

Green Project, Inc. Adds Epson E-T0981, E-T099 Series to Product LineGreen Project公司生产线加入爱普生E-T0981, E-T099型的再生产品

NEW PRODUCTS EXPRESS 新品快讯

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

ZHUJIANG CORNER 珠江三角洲

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106

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戴尔败诉台湾 Dell Loses Lawsuit in Taiwan

新型半导体墨水使RFID印刷成本大幅降低 New Semi-Conductor Ink Substantially Cuts Printing Cost of RFID

联想低碳设计有效节约耗材 Lenovo Low-Carbon Design Effectively Saves Consumables

打印机需求扩大佳能爱普生计划提高产量 Larger Printer Demands Make Canon and Epson Plan to Increase Product Quantity

爱克发推出单纸路喷墨打印专用UV墨水 Agfa Releases Single-Sheet Inkjet Printing Using UV-Curing Ink

莱盛爱心“人饮安全水池”捐赠仪式及动工仪式Beijing Laser Contributes Water Tank to Disaster Area

东京法院要求佳能为前雇员支付228万日元 Tokyo Court Orders Canon to Pay 228 Million Yen for Ex-Employee

实达拓展打印机细分渠道市场 Shida Channel Market Segments to Expand for Printers

CHINA CORNER 中文快讯

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64

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Disclaimer: There is no aff iliation between Recharger Magazine and Recharge Asia Magazine. There is no affiliation between Sunny Sun on one hand and the Recharger Magazine on the other.

Recharger 杂志和 Recharge Asia杂志之间没有从属关系；另一方面Sunny Sun

和 Recharger 杂志两者之间没有从属关系。

�0 www.rechargeasia.comRECHARGEasia AUGUST 2010


Contributors


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

Art Diam

ondM

ike Josiah

Art Diamond

President of Diamond Research Corporation (DRC)

Mr. Art Diamond is a 55-year veteran of the imaging industry, having worked in this field continuously since 1955. He is currently President of Diamond Research Corporation (DRC). DRC is a high technology consulting, publishing, and trade show management firm that formed in 1968. Now headquartered in Ojai, California, DRC is a chemical engineering consulting firm involved in toner, ink jet, and imaging media production and marketing.Read his article “Canon Versus the Compatibles: Are Cheap Compatibles Hurting True Remanufacturers?” p25

Luke Goldberg

Senior Vice President of MSE Global

Luke Goldberg recently joined Micro Solutions Enterprises (MSE) as Senior VP of MSE Global, responsible for worldwide sales and marketing. Drawing from a brilliant career spanning 19 years in the imaging industry, Goldberg is instrumental in plotting the company’s strategic direction and the global expansion of MSE branded products. In his years in the imaging supplies aftermarket, including raw materials and finished goods, Goldberg last held the position of SVP for Future Graphics Imaging Corporation. He is a respected industry leader and negotiator, well known for his keen industry insight, his articulate presentations, his expert analysis, and his knowledge of global trends and OEM strategies. He holds a bachelor’s degree in political science from UCLA (1991). As a Speaker at more than 60 trade shows in 14 countries, and as an author with numerous awards for best published articles, Luke Goldberg was chosen in 2006 as “Industry Leader of the Year.” MSE manufactures a full line of high-quality compatible monochrome, color, MICR and JUMBO toner cartridges. Read his article “The Best of Times: Trends in the Imaging Materials Aftermarket (Part II) ” p12

Ronelle Ingram

Ronelle Ingram is a writer, speaker, author of Service with a Smile and is a regular columnist for copier industry publications. She began her technical career as a tool case carrying copier service tech. She is VP or Technical Support of Steven Enterprises in Irvine, California. Ronelle is past President of the Business Technology Association. A UCLA graduate, Ronelle has taught thousands of office equipment professionals throughout the USA, Canada, Australia and Europe. Ms Ingram’s greatest credential is her 40+ years of hands on experience of managing very profitable service and telemarketing departments. Read her article “Selling to MPS Dealers” p28

Mike Josiah

Technical Director, Summit Technologies division of Uninet Imaging

Mike Josiah is the Technical Director at Summit Technologies, a division of Uninet Imaging. A global distributor of toner, OPC drums, wiper blades and other supplies. An industry veteran since 1987, Mike is a member of ASTM committee F.05, the STMC Technician Certification Committee as well as an STMC trainer. He regularly contributes articles and teaches seminars at association meetings and trade shows.Read his article “Remanufacturing the HP LaserJet P3015 Toner Cartridge” p42

Luke Goldberg

Ronelle Ingram



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Dear Readers:

Did you know that Indonesia has the fourth largest population in the

world? Smaller only than China, India and the U.S. but larger than Brazil,

Indonesia also has the largest economy in Southeast Asia. A founding

member of ASEAN and a member of the G-20, its gross domestic

product is over US$512 billion. Additionally, with a population expected

to grow to 254 million by 2020 and 288 million by 2050, Indonesia will

continue to serve as the important trade region is has always been,

especially with India and China, since the 7th century.

I share this data with you not so you can shine during your next trivia

game (although this would be good, too), but to emphasize the phenomenal potential for growth in

this region with such a large consumables market. With this in mind, to take advantage of the bustling

growth, we were proud to provide a trade platform for our industry and presented RechargExpo

Southeast Asia 2010 in the beautiful capitol of Indonesia. It was a very successful first-run and

already there is much interest in next year’s show. If you haven’t done so yet, book your booth now for

the best space and the best deals! We look forward to welcoming you to RechargExpo 2011!

As always, our editorial staff has worked hard to compile for you a good summer reading list. Be

sure not to miss the conclusion of Luke Goldberg’s witty prose in “The Best of Times: Trends in

the Imaging Materials Aftermarket (Part II)” on p.12; Art Diamond’s fascinating article “Canon vs

Compatibles: Are Cheap Compatibles Hurting True Remanufacturers” on p.25; Ronelle Ingrams

inaugural column “Selling to MPS Dealers” on p.28; Mike Josiah’s tutorial “Remanufacturing the

HP LaserJet P3015 Toner Cartridge” on p.42; and more.

Lastly, I am proud to introduce our newest column on MPS and thrilled to welcome our friend and

industry senior writer, Ronelle Ingram at the helm. Ronelle will author a regular column sharing with

us her vast knowledge of the all things MPS to help us better understand the other side of the coin

and the role we play in supply market. Ronelle, author of Service with a Smile, is a writer, speaker,

and regular columnist for many copier industry publications. I am thrilled to have Ronelle on board with

Recharge Asia Magazine.

Enjoy fun, productive and “sunny” last days of summer!

All the best,

Ms. Sunny Sun

Publisher

Message from the Publisher

�� www.rechargeasia.comRECHARGEasia AUGUST 2010


COMPATIBLES & BRAND AGNOSTICS

Virtually every OEM is participating in offering compatible products. Dell is offering a brand called NextLife™ ink. Other copier OEMs also have third party, private label products. Xerox was the first copier company to do it as much as 12 or 13 years ago. Toshiba, Sharp, and Kyocera/Mita offer compatible toner cartridges. It ’s all part of their brand-agnostic strategy which recognizes that consumers are not always going to choose their device. If the consumer chooses another brand box they want to be able to service it regardless. Independent copier dealers, I guarantee you, are selling compatible cartridges. In some cases, these cartridges might be a sub-brand of the copier OEM. They don’t wave the flag too much about it. These cartridges are a relatively small part of the OEM’s business. A copier OEM, possibly a $20, $40 or $50 billion dollar a year company, might be doing only $12 to $15 million in this space. But it’s important in the copier world—with the advent of managed print services (MPS)—to offer brand agnostic products. What does this mean for an independent copier dealer whose Number One brand is Toshiba, for example? They are not going to tell a corporate end-user, “Get rid of all these HP devices. I’m going to replace them with Toshiba boxes!” No, what they will do is say “I’m brand agnostic, I don’t care what is the brand name is on your box, I’m going to service it and offer to provide you with supplies for it as well.” That’s what all of the copier guys are doing and it’s what OEMs

are supporting. It’s a very simple scenario: if you can’t beat them, join them. They can then offer both an OEM option, with OEM supplies, and an aftermarket option. This has caused one of the single, largest, influx of new customers into the remanufacturing industry on the toner cartridge side because OEMs feel they must have a compatible alternative. Mainly responsible for implementing this are the BTA (Business Technology Association) dealers, copier dealers, and VARs (value added resellers).

INK JET COMPETING WITH TONER

The latest advertising campaign from HP calls into question the old razor and blades strategy. They say you can save 50% per page if you replace your Canon-based laser printer with one of their OfficeJet Pro™ color ink jet printers. It’s a very bold strategy. If you read HP’s quarterly earnings report they are very positive about this ink jet play where they are trying to replace toner with ink jet printers in the SMB marketplace. They are going in with heavily featured ink jet printers. There’s nothing revolutionary about business ink jet. I’ve been in the industry for 19 years and can remember when the business ink jets first came out about 15 years ago. What’s revolutionary about it is the way they are marketing and positioning it directly against their own toner-based printers. I’m sure that Canon doesn’t like it, but they might have one of those dysfunctional relationships with HP where they must both work together, but also compete against each other. I’ll bet that

Exclusive to Recharge Asia Magazine, here is the second and final part of an edited transcription of the Keynote Address presented by Luke Goldberg at Toners 2010, the 27th Annual toner conference produced by IntertechPira in conjunction with The Tiara Group, LLC.

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

more than 28 patents and patent-pending technologies in their Intelligent Re-engineering™ manufacturing process. MSE’s manufacturing capacity exceeds 300,000 toner cartridges per month and 100% of all its products are proudly manufactured in the USA.

The Best of Times: Trends in the Imaging Materials Aftermarket (Part II)By Luke Goldberg, Senior Vice President, MSE Global



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HP is dedicating hundreds of millions of dollars to this campaign. According to HP it has been pretty successful. I don’t know how it is impacting the placement of entry level color printers, but according to HP, they are pleased with the strategy.

REACHING CAPACITY

Not only are empties a challenge, due to supply side economics, but so are raw materials. Many raw materials manufacturers reached or exceeded their capacity. Empties prices went up, especially on some products like the HP 38A and 64X toner cartridges. Those empties were the most popular and prices rose as much as 300%! Many of the largest, mono-component toner manufacturers reached capacity. Color toner producers also reached capacity. Many OPC drum makers also maxed out their facilities. Recalling my Mitsubishi days, nothing makes a manufacturer happier than to say, “We’ve maxed out our capacity!” Now the challenge is in a market where margins are declining. It doesn’t make sense for me to invest in a new line to increase capacity. That’s the fine balancing act that materials manufacturers have to look at. Some of them are saying “No!” I know there are several OPC drum makers that have reached capacity and are saying “I’m going to get rid of some of my low margin business and replace it with high margin business. Part of the materials manufacturers, especially those producing monochrome toner, were selling toner below cost to maximize plant volume. Prices like $5.00 or $6.00 a kilo were common. You can’t make toner that cheap. Prices have gone up on raw materials as well. At the same time, the price of empties is rising. Last year, many OEMs raised their prices twice. Rechargers have a value proposition that can’t fail. Wouldn’t you think it’s a good time for the aftermarket to either stabilize or increase its prices? What actually happened? Prices went down. Why in God’s green earth after the OEMs raised their prices would the aftermarket continue to sell on price? There’s the million dollar question. If anyone can answer it I’ll buy them a drink.

THE DOWNWARD SPIRAL OF AFTERMARKET CONSUMABLE

PRICES

One of the biggest problems the aftermarket faces, since time immemorial or at least for the 19 years I’ve been working in this field is that the aftermarket tends to cannibalize itself. Price points for compatible cartridges never bear any resemblance to the aftermarket economics of any other industry. You could pay $19.99 for an OEM Epson ink cartridge 8 years ago, or you can buy an Epson compatible 20187 for 75 cents. Why? because there is an oversupply and many rechargers don’t know how to add value to the cartridge. All they have is one part of the value equation. That is price and this kind of thinking is still a big problem for the aftermarket today. I’m certainly not going to blame this on China, although China

had been able to produce cartridges based upon a new mold that are unbelievably low in price. For example, you can buy an HP 2612A cartridge for $8.00 in China. It’s the most popular cartridge in the world. Is the quality good? I don’t know. Is it IP infringing? I don’t know that either. But people are buying them. It’s one factor that is driving prices down.

WHAT’S NEW IN THE AFTERMARKET?

I’ve already touched on MPS. It is at once a huge challenge and a huge opportunity for the imaging materials aftermarket. One of the great things about MPS is that it decommoditizes the cartridge. MPS removes the cartridge from any comparison with another cartridge in which price becomes the only factor. MPS is really the highest value proposition. Cost per page is under strict control, whereas in most businesses it is an out-of-control expense. It prompts managers to utilize their printer base efficiently and swap printers out. The contractor can monitor the printer fleet, so there is no worry about toner or hardware failure, while offering a value proposition that no one can compete with. This is resonating big time with many new customers entering the toner side of the business: BTA members, VARs, and copier dealers. Those having a problem integrating MPS programs are the traditional remanufacturers who are used to serving small businesses in a local area. They have never sold this way before. But many copier dealers have been selling this way for 30 years. Therefore, cost per page, or even MPS, is not a big leap for them. What’s happening is an extremely large change in our industry in the way cartridges are being sold and in who sells them. All you have to do is go to any trade show and you’ll see two or three days of talks on MPS. It’s a big undertaking for a business, but it’s important to a company’s survival to get with this program.

LASER-BASED MFPs REPLACING COPIERS

The reason for embracing MPS is that printer companies are eating the copier company’s lunch all the way through Segment 4 (41-69 ppm) machines. The only place they are not eating their lunch is Segment 5 (70-90 ppm). That’s why we go back to brand agnostic and MPS programs. If they weren’t having their lunch eaten, Toshiba, Sharp, etc., would tell all of their dealers, “You will not place anything but my box.” They know they can’t tell them that because they would be eliminating the dealers’ opportunity to service Segments 1 through 4. This is the reality, and it’s one of the greatest things that ever happened to the toner industry. The competition is ongoing because digital printers are now replacing copiers. I’m certainly not going to foretell the death of copiers. However, digital laser printers are easy to place and easy to service. They use a mono-component cartridge that has fewer parts, is more reliable, has a smaller footprint, a lower acquisition cost, etc., etc., etc.

The Best of Times: Trends in the Imaging Materials Aftermarket (Part II) ContinuedBy Luke Goldberg



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This is a trend that’s here to stay and should be plugged in to any forecast of the future for the aftermarket.

ONE OF THE MOST IMPORTANT PRINTERS

Earlier, we touched on how many MPS programs are being based on older printers. The HP 4345 MFP (multi-functional printer) is one of the most important devices released in the last 15 years because it was the first MFP that offered what HP likes to call disruptive technology because it truly disrupted the copier OEMs’ stranglehold on Segments 3-4. They also called Edgeline™ disruptive technology, but the only thing it disrupted was their bottom line. But the HP 4345 was truly a disruptive technology because it was the first major MFP to perform a copier-like function with speeds and feeds comparable to copier-based technology that cost two or three times as much for the box. All these printers are being re-introduced under the MPS programs along with a host of refurbed printers. This has enabled the aftermarket to have the first two quarters of this year almost as phenomenal as the last. We talked about some of the other repercussions of the recession. HP’s underproduction was one. The other is that there has been very little in the way of new technology coming from this

industry leader. That’s probably a good thing.

CONSOLIDATION

Consolidation is something that has been going on in our side of the industry for the past five or six years. !n 1997, there were as many as 7,000 companies involved in some way in the reman of toner cartridges in the United States. Now there are less than 1,500 players. Yet, there are more cartridges being remanned, but by fewer companies. The latest acquisition took place in April 2010 when Golden Gate Capital put together a $500 million aftermarket company upon acquiring Clover Technologies Group and West Point Products. That makes Clover and West Point combined the largest aftermarket giant, but compared to the OEMs we are still inconsequential. HP’s printing division has revenues of $30 billion! While this creates a very large aftermarket entity, none of us should want to compete with them. We want to compete with the OEMs. OEM customers pay top dollar for their products or they wouldn’t buy OEM. They are the best customers that anyone participating in this business could have. The companies that are left after consolidation are the best and the brightest. I think that’s a good thing.




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NUMBER OF US MANUFACTURERS IS SHRINKING

Another trend in the United States is the shrinking number of dominant manufacturers offering products that are “Made in the USA.” Many have a U.S. presence and are what I call hybrid manufacturers. They might make products here, in Mexico, in Taiwan or somewhere else. They might outsource some production, but companies producing entirely in the USA are becoming few and far between. I certainly understand that from a business standpoint, but from a human standpoint it is unfortunate because it means that our manufacturing industry is in danger of going overseas. That’s never a good thing. There are fewer and fewer of us left. I still believe you can make a cartridge in America today and be competitive with a viable value proposition

REMANUFACTURERS ARE MORE SOPHISTICATED

Another thing that is happening: remanufacturers are becoming a lot more sophisticated. Just like the OEMs, we are building patent portfolios to protect our processes. We are developing new technology. We are reinvesting in R&D, because ultimately we must have products that are a true alternative to the OEM.

GREENING OF THE ECONOMY

The greening of the economy, and of public sentiment toward preserving and sustaining Planet Earth, is also good for the reman industry. In Europe, this has taken monumental proportions. Here are some of the certifications required if you want to sell a product into the Western European market: The Nordic Swan is a specific standard you have to meet if you want to sell ink or toner cartridges.

REACH went into force in 2007 to make sure there are no chemicals in your products that are irritating, toxic or represent a health hazard. The initials stand for Registration, Evaluation, Authorization, and Restriction of Chemical substances. ISO 14001 is an environmental management system that certifies a company has and maintains an environmental protection policy. Germany has its own environmental certification award called the Blue Angel. All of these standards and restrictions indicate the world is thinking green. What ’s more is that consumers are taking more note of this trend. Many companies in the aftermarket are aiming for a policy of zero waste to landfills. That would have been a complete impossibility six months ago, but today you can grind plastics into pellets and reuse or recycle them through other channels. Another big challenge to the aftermarket that everyone is having trouble figuring out is: what to do with waste toner. It’s the last eco-frontier. Nevertheless, getting close to zero waste to landfill is becoming a reality in the aftermarket.

BIO TONER

I’ll touch a little bit on biotoner. In the first day of this conference we heard the doomsday scenario about death by biotoner. In other words, if you don’t have a biobased toner, your company is doomed. A few years ago, it was death by chemical toner. I certainly think from a green standpoint, biotoners have a lot of consumer appeal. Especially after the BP oil spill in the Gulf of Mexico, petroleum-based products are coming to have a bad connotation. If you have a

that uses a different resin base—a bio-based resin instead of a petroleum-based resin—it will gain traction with a lot of consumers and end-users. As with any new product, however, there’s got to be a learning curve. HP/Canon, in their fourth generation of color toner, is still developing the technology. Biotoner is brand new. Is it going to be perfect right out of the gate? Probably not; it ’s a new technology, there will be a need for steady improvement, but I do think the product will resonate with end-users, especially because, with the exception of Ricoh, no OEM has it! They are still using petroleum-based toner resins. But, there are challenges. How do we keep this product from being just another commodity? How do we measure one biotoner compared to another biotoner? One of the things we need to establish is a certification on what a biotoner is. Perhaps the standard would be that you cannot call it a biotoner




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unless the biocontent is above a certain percentage by weight of the toner. There are specific ASTM tests for this, but ultimately, some federal agency or industry association should restrict what is called “bio” in the same manner that milk cannot be called “low fat” unless it is at least 95% fat free. Also, will consumers pay more for a biotoner than for conventional toner? If users want to “walk the walk” on the environment, then they will pay more for it.

CONCLUSION

In conclusion, 2009 was the Year of the Recession, it was a year of disaster for OEM printer placements. It was the year when the installed printer base aged, allowing the aftermarket to claim more share. It was the year the aftermarket retrenched itself as most players did very well. So the critical question is: “When will the recession end?” It is hard to say when that might be, what with the euro plunging and the economic crisis in Greece. However, there is no question that as long as the recession persists it will continue to make our value proposition more viable. We won’t keep the business that we got unless the aftermarket stops competing with itself on price and continues to be vigilant on quality. The customers we should care about are the OEM customers. They are the most quality conscious as they are paying a premium for their cartridges. We all have to be able to portray ourselves as being “greener” than the OEMs despite their collection programs, despite their Renew™ program and other publicized ecological activities. We have to do a better job of collecting our empties and we have to be able to reuse a larger percentage of them. It is not environmentally sustainable for us to claim we are mitigating our environmental footprint if we are taking useless cartridges and throwing them away. We must have proper price positioning. Most importantly, anyone who is selling compatible cartridges must have a value proposition. MPS is certainly a good value proposition. It’s not only a good solution to sales, but once you have a customer signed up under an MPS program, unless you screw up massively, you probably have that customer for life.

You must differentiate and price is not the way. There will always be someone cheaper. Prices and empties are the two biggest challenges facing the aftermarket industry. Both of them, in one way or another, can be overcome. The good news is that everything going on at the OEM level is good for the recharging industry. The razor and blades model is good. The copier-to-laser conversion is good, with digital laser printers winning the war. Color becoming more of an important product is also good because the aftermarket still has such a low share. Bottom Line: If we take full advantage of the many hardware and consumables trends feeding into the hands of the aftermarket, the best of times will keep on coming.

Editor’s Note: The foregoing article is based upon Mr. Goldberg’s Keynote Address at TONERS 2010 on May 17 at the Marina del Rey Marriott Hotel in Los Angeles. It is presented here as an exclusive to Recharge Asia Magazine with the permission of IntertechPira, producer of the event. For more details, or to order a CD of the Proceedings, please contact Ms. Olga Adamovich by Tel: 207.781.9628, or by email: [email protected]




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Well, technically, in the Indonesian language it would be “tepuk tangan!” instead of “bravo!”

Southeast Asia’s ONLY imaging consumables exposition, RechargExpo Southeast Asia 2010, in conjunction with Festival Komputer 2010, Indonesia’s largest computer and IT show, opened last month to lots of excitement and festivities. This logical consolidation attracted many buyers from all over Southeast Asia, as well as exhibitors from other regions who serve this emerging new market. Recharge Asia Magazine was proud to present this trade show, the first of its kind in Indonesia, offering our industry the platform to explore the market and take advantage of the bustling growth. Indeed, the region is ripe for exploration. From the moment one entered the grand Jakarta Convention Center in Indonesia, the festival atmosphere was all-encompassing. Maybe it’s the massive population. Expected to grow to 254 million by 2020 and 288 million by 2050, Indonesia is the 4th most populous country on the globe. Or maybe it’s the culture. Generally

speaking, the Indonesians are a warm, lively people, always ready to celebrate whatever is before them. Several of our Recharge Asia staff members from the U.S. and China were amazed that “you could feel the vibrations and hubbub of the busy city and could not help but get involved in the energy and excitement taking place.” We think that at least part of this energy at the convention center may also be attributed to the fact that Indonesia boasts the largest economy in Southeast Asia—and growing. A founding member of ASEAN and a member of the G-20, its gross domestic product is over US$512 billion.

With this in mind, although the numbers are quite impressive, one must remember that this region is still very much developing and, as such, experiences some of the frustrations of a “developing” business or professional climate. Let’s just say that one must recall that patience is a virtue. In fact, while ultimately the show was considered a success after three days of exhibitions, educational sessions, drawings, gala dinners and industry association

Bravo! RechargExpo Southeast Asia 2010By Patricia Barajas Tavera



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meetings, in the name of journalistic integrity we must be candid here and express our disappointment with the local contractor selected for booth construction and logistics.

Let’s just say there were more than a few glitches when the show doors were set to open. Too much of the first day (even ½ hour would have been too much) was spent chasing down equipment or signs or even actual booth parts. And much of the RechargExpo staff ’s energy was spent putting out proverbial fires. In all fairness, Samudra, the booth construction contractor, also had a dedicated staff who was more than willing to do whatever it took to make things right, though much of it was beyond their control. Apparently, the concurrent shows, Festival Komputer, Mobile Phone Expo and others, overwhelmed the capacity of resources and equipment of Samudra. Never in our entire history of trade shows have we encountered issues of such magnitude, with booth contractors unable to fulfill their commitments. And then our publisher, Ms. Sunny Sun, who was born and raised in Beijing and experienced living through this similar kind of development, pointed out that while it can be incredibly frustrating, it is precisely this type of climate that presents the most market opportunities. “A common problem,” she said, “in developing countries is that the available resources are stretched too thin due to over-commitments. It is an interesting phenomenon that because in developing countries the support systems are not fully developed or matured—or, in more technical terms, it’s a demand-dominated market—you have limited options to choose from; you take what you get or you won’t have it at all. Conversely, in a supply-dominated market, customers have plenty of options from which to choose. Walk down any toothpaste aisle in any supermarket in the U.S., for example, and you will know exactly what I speak of. Having said this, a developing market translates into a plethora of opportunities for the brave pioneers willing to venture forth and break in. There is plenty of room on the shelves of the ‘remann’ aisle.”

Having said that, RechargExpo Southeast Asia 2010 ended on July 16th with many content exhibitors and visitors. With more than 100 exhibitors and over 3500 visitors, plenty of trade was conducted at this trade show. “This was exactly what we were looking for,” commented one satisfied exhibitor who boasted at least one order of over US$100,000. “Thank you!” said another large international components manufacturer, “We are very pleased and will definitely be back next year.” Rounding out RechargExpo Southeast Asia 2010 were the many “extracurricular” activities. At the close of the first day of the show, Recharge Asia Magazine hosted a sumptuous Gala Dinner at the beautiful Sultan Hotel, complete with a traditional Indonesian fare and an exotic folkloric dance show. The party ended in a spontaneous session of karaoke, started by the guests. More than 150 satisfied revelers attended and much fun was had by all. Additionally, AIF (Asia Imaging Forum) held a series of on-sight educational sessions right on the show floor, free to all exhibitors and visitors. Attendees learned the latest, up-to-date happenings in the industry. Further, industry leaders, movers and shakers attended the annual regional SEACA (Southeast Asia Consumables Association) meeting to discuss moving the imaging industry forward and growing its market share. The show closed on a fun note with the give-away of an Ipod Nano to a lucky visitor from India.

RechargExpo Southeast Asia 2010— Southeast Asia’s ONLY imaging consumables exposition. What an informative, action-packed three days. See you next year in Jakarta, Indonesia!

Bravo! RechargExpo Southeast Asia 2010 Continued



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On June 28, 2010, Canon, Inc., Canon USA, Inc. and Canon Virginia, Inc. jointly filed a complaint against China’s Ninestar and its subsidiaries. Also named were a dozen US based toner cartridge retailers. All respondents were charged with infringement of certain claims of two of Canon’s US patents. At the same time, Canon asked the International Trade Commission (ITC) to initiate an investigation leading to a permanent, limited exclusion order that would impound newly-molded cartridges entering the USA. What took Canon so long to act against toner cartridge manufacturers and their retailers? Many industry observers have seen this attack coming; they cautioned aftermarket suppliers in talks and articles over the past few years. Perhaps Canon was waiting until the stakes were really high before striking. The stakes are high indeed. With virgin empties growing scarce, remanufacturers are spending more time and money sourcing cartridges they can reman. The higher cost of refurbishing borderline cartridges is also shrinking their profit margins. This lawsuit could be just the beginning of a series of court actions that Canon, and possibly HP, Lexmark, Brother, and other OEMs will take against toner cartridge manufacturers and the remanufacturers they supply. Are the terms, compatible cartridges, new molds and new builds merely euphemisms to describe what might ultimately be ruled as counterfeits? Also, will Canon accept a royalty from aftermarket suppliers as settlement for their patent infringement claims? And, will Canon, taking a page from the Epson play book, succeed in prohibiting the importation of these new builds into the USA? This action could make the recovery and collection of spent cartridges even more vital to the survival of aftermarket players. It might boost the price of empty toner cartridges and therefore, remanufactured toner cartridges. The net effect will be to reduce the margins that most aftermarket suppliers currently enjoy. However, some industry analysts, like Luke Goldberg, Senior Vice President for MSE, argue that it is not the rising unit remans cost that is shrinking profit margins, rather it is the shrinking cartridge price among rechargers who don’t realize that the focus of their price competition should be the OEMs and not their fellow remanufacturers. This argument leads to the conclusion that exclusion order resulting in the impounding, hence unavailability, of low cost, new builds would sustain profit margins by supporting a higher price tag on aftermarket cartridges.

THE DOWNWARD SPIRAL

Goldberg claims “The Number One impetus for the downward spiral of prices in the aftermarket,” is the existence of China-made, new molded products that bear no relationship to the OEM price of new consumables. The tendency for the aftermarket to base selling price on the cost of raw materials rather than the prevailing street price of OEM consumables is largely a byproduct of very low-cost cartridges from China. I believe that this causes inter-market competition that is unwise, unhealthy and unsustainable. Perhaps if these new builds were no longer available the market would price its products versus OEM offerings instead of versus each other.”

COMPANION PATENTS

In its complaint, Canon cited two patents covering toner cartridge components (OPC drums, gears, etc.). They are U.S. 5,903,803 issued on May 11, 1999 and U.S, 6,128,454 issued Oct. 2, 2000. These are companion patents, filed in 1996 and 1999, respectively by the same three inventors. They both cover the same subject matter and use the same 18 drawings, but 803 has146 claims while the more recent 454 lists only 62. The main object of both patents is to teach the use of a twisted polygonal prism projection at the end of a photoreceptor drum that engages a similarly shaped hole in the motorized member that provides the force which drives the rotating drum. The inventors claim improved alignment and better rotational and positional accuracy for this drive geometry. Improved alignment prevents wobble and vibration at the coupling of the drum projection and the drive member. This smoother drive, the inventors claim, leads to an overall improvement in print quality. One of the key questions being asked is whether the unique projection is an integral part of the drum (or drum gear)? If that twisted polygonal piece can be removed from the original OEM cartridge and re-installed on a replacement OPC drum, will that eliminate any question of infringement?

A STRATEGIC ADVANTAGE

One possible defense that Ninestar and other new mold makers might employ lies in recent Supreme Court decisions against patents that lack sufficient innovative novelty. Indeed, because the US Patent & Trademark office has since raised the bar on patentable novelty across the board, it is much more difficult today to prove that a new product or process is truly an invention. Hence, if the defendants decide to fight the cited Canon patents on

Canon Versus the Compatibles: Are Cheap Compatibles Hurting True Remanufacturers?By Art Diamond, President, Diamond Research Corporation



their merits, they will have a better chance of winning today than 10 years ago. However, there is a question as to how retroactive is the Supreme Court ruling. Indeed, this is a time for Ninestar and other defendants to scrutinize each patent and determine the chances of having it declared invalid, either in the face of prior art, or because the improvement would have been obvious to anyone skilled in the art. Patent litigation is a long and costly process and Ninestar might choose to negotiate a settlement, assuming Canon is willing, rather than take part in such a protracted battle. However, if Ninestar did prevail in a fight over the validity of the Canon patents, they would have won a major victory. But, the release of an unabated flood of replica cartridges may have undesirable effects on the toner cartridge remanufacturing industry worldwide. Spent and recovered cartridges would no longer be the lifeline for remanufacturers as compatibles would likely be readily available, especially from China and other Asia Pacific nations. In the opinion of industry expert Dr. Brian E. Springett, Principal of Fingerpost Advisers, “This action by Canon is consistent with their prior actions and that of other OEMs who believe that their investment in R&D to improve their products, which they have protected by many patent filings in the USA and other countries, is being unscrupulously capitalized upon by third parties supplying aftermarkets around the world.” “Lengthy litigation,” Springett asserted “has often resulted from these disputes but the OEMs have not universally won in court. Indeed, in not a few cases some form of out-of-court settlement has been the result because the alleged transgression has not been clear cut. However, the most egregious cases have often resulted in quite severe punishment for the transgressors, either by the courts or by the ITC.” Springett also points out that “It isn’t crystal clear this litigation is relegated only to new molds. If the two patents are being referred to are on OPC gears then this could affect any user of infringing OPC drum gears, regardless of usage in new molds, versus remanufactured OEM cores.” For a remanned OEM core, however, the question becomes whether installing a new OPC drum having the mating, twisted polygonal projection is a reasonable repair or an inf ringing reconstruction. That issue could have the lawyers clocking overtime. Dr. Brian E. Springett agrees, “The OPC drum does indeed wear out,” he noted, “just as toner and ink jet inks are depleted and must be replaced. But, can one count the end-piece as integral to the OPC drum? And if so, must the remanufacturer re-use the old ones, or can new ones be added to a new OPC and still not infringe? These are questions for patent attorneys to resolve and expert witnesses to explore.”

Dr. Springett also called our attention to a lawsuit filed early in 2008 when Canon charged Ninestar and five of its distributors and agents with patent infringement. Canon’s complaint centered on LED-equipped inkjet cartridges that Ninestar began selling on the Japanese market. After more than a year of patent litigation a settlement agreement was reached on December 17, 2009.

WHEN REMANUFACTURING DETERIORATES

It appears that the Canon lawsuit has illuminated a split in today’s remanufacturing industry between those Luke Goldberg refers to as “true remanufacturers” and a segment that might be called the “compatible rechargers.” Regardless of terminology, the availability of new builds from Asia and their use by low-end cartridge refillers is an emerging “dark side” in this business. Returning to fundamentals, remanufacturing should involve the 7 steps listed below. Please note that the last of these was contributed by Dr. Springett:1. Retrieval and recovery of spent cartridges2. Cleaning and refurbishing these cores3. Replacing worn components4. Installing new OPC drums, as needed5. Installing fresh toner and developer mixes6. Packing and shipping the remanufactured product7. Clearly labeling the product as recycled and remanufactured Low-cost compatibles from Asia eliminate the first three steps. Spent OEM cartridges are neither recovered, reused nor recycled. New components are often added which might violate certain existing patents. While the substantial cost savings in materials and labor are passed on to the consumer, the net result finds compatible cartridge priced far below anything the true remanufacturer can match. Finally, Dr. Springett suggests that the label or package might carry a “green” message or slogan to avoid trade dress and copyright issues while proclaiming the virtues of recycling.” Perhaps the Canon lawsuit will result in some much-needed housecleaning for the cartridge reman industry.

LOOKING AHEAD

So what is the outlook? A Canon settlement with Ninestar could release a flood of these imitation cartridge cores into the U.S. and global markets. Remanufacturers who then recharge and sell these products could still be at risk of infringing Canon patents. After they have been sold, used and recovered they represent another insidious threat by polluting the pool of spent cartridges. On the other hand, if there is no settlement and Canon is successful in having an exclusion order issued, this threat to the legitimacy and respectability of the toner cartridge remanufacturing industry will have been eliminated.

Canon Versus the Compatibles: Are Cheap Compatibles Hurting True Remanufacturers? ContinuedBy Art Diamond



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David Gibbons, former head of the Australasian Cartridge Remanufacturer’s Association (ACRA), summed it up with the recommendation that “OEMs and remanufacturers unite to stamp out counterfeiting in any form. This shady business usurps the market for both original and legitimately-remanufactured cartridges. Governments, trade associations and industry players alike should be vigilant in their attempts to eradicate this illegal and eco-unfriendly practice.” Finally, MSE’s Luke Goldberg wraps it up with these piercing bullets:• “New compatibles add plastic and metal scrap to the waste stream; they don’t eliminate this debris. Also, even if these replicas enter the supply chain many times they cannot be remanufactured because most don’t have the same quality or strength as genuine OEM cores.• “Clearly, new compatibles from China have virtually eliminated remanufacturing in places like Canada and Australia while greatly impacting them in other world markets. In the US, cartridge remanufacturing was one of the last bastions of our once formidable manufacturing industry. Now, that segment is virtually gone, relegating the US to a consumer market that doesn’t produce anything. • “Because markets tend to bring product costs up and market prices down, low-cost new builds from China have been chiefly responsible for the deterioration of prices in the marketplace and of profit margins for remanufacturers.• “The foundation of remanufacturing has been upheld by 150 years of legal precedents based on exhaustion of patent rights upon sale, and upon the right of permissible repair. New builds, new molds, compatibles, replicas, etc., are not repaired OEM products, they are actually reconstructed products, which is a process that remains for the courts to clearly define.”

日前，佳能对纳思达以及相关的多家企业提起了337调查，消息一经证实便引起了后市场领域的广泛关注。近年来OEM企业对于再制造行业曾多次提起专利权诉讼，双方互有胜负。本期，Art Diamond先生将在本文当中就本次案件的详细情况，以及案件所涉及的相关关键争议焦点和案件背后所反映出未来在再制造领域所暗藏的一些隐患和忧虑，给大家作出详细的剖析，下期杂志我们将推出本文的中文内容，敬请关注。

内容纵览:

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RECHARGEasia AUGUST 2010

Working within the copier industry since 1973, I have experienced enormous change. From wet electrostatic, to dry analog, to the entry of the fax machine, color copiers, networked digital, document images and managed print services. With the current focus on gaining market share through Managed Print Services, the manufacturers, wholesalers and resellers of compatible replacement supplies have a new market to penetrate. The traditional copier dealer is now the entity that is directly purchasing a large quantity of compatible supplies that are being used by the consumer in their printers and copiers. OEM branches and independent office equipment dealers are providing the end user with the ever increasing majority of copier and printer replacement supplies. In larger dealerships and OEM branches, specific buying choices are usually mandated by senior management. In the thousands of independently owned office equipment dealerships, independent buying decisions are being made on a daily basis. The current quality of products offered by the major companies selling compatible supplies in the USA is very good. For many copier dealers, the quality of the product is often never factored into the buying decision. Those who have been in the copier business for many years, using only OEM products, have never experienced the consequences of using inferior after market products. They take for granted all products will meet their needs or the warranty will be honored. Bragging about ‘less the 3% failure rate’ does not sound desirable to a copier dealer. Compatible resellers should not even talk about defects unless specifically asked. MPS buyers are more concerned with the ease of finding the appropriate product by only knowing the make and model number. On time delivery, availability of blind drop shipping and the human side of the buying equation is a much stronger decision maker than product quality promises. As an industry observer, instructor, writer and long time copier dealer employee, I am actively sourcing, buying, selling and using OEM and non-OEM supplies. The following list includes some

of the buying habits and practices that influence the traditional copier dealer who is currently purchasing compatible replacement supplies for their growing list of MPS clients. 1. You have one chance to get the copier dealer as a customer. When I contact a wholesaler / reseller; first impressions matter. If no one answers the phone, I am put on hold for too long, I am required to leave a voice mail, fill out a new customer form or otherwise ignored; I probably will not try contacting this company again. First impressions count. When I go searching for a needed product; it is usually an immediate need. My search will actively continue until I locate an immediately available product at an acceptable price. The opportunity of being the successful responder to my Email or voice mail enquiry is usually under 15 minutes; or within one hour at lunch or closing time. The first acceptable response will usually earn my business. 2. When researching a new product or vendor I am also seeking a helpful, user friendly sales rep. I appreciate guidance and alternate suggestions. Buying printer supplies is still a little tricky for the traditional copier dealer. Sales reps should always respond to the specific questioned asked by the caller. Then offer what might be a better choice of product. Copier dealers need help. Often we do not even know what questions to ask. Provide the yield and percentage of saving on jumbo products. If I request a fuser roller, provide the fuser roller price. Then explain the value of buying and entire fuser assembly. Explain average labor time to change a fuser roller versus swapping out the unit. Suggest using your core return program and mention that free freight is provide for cartridge returns. 3. Ask how I prefer to be contacted: Telephone, email, text, voice mail, or fax. Note my preference in your data base. Then respond to me in that manner. Do not take for granted I want be contacted via your choice of options. 4. Always mention your unconditional warranty. MPS buyers lack knowledge. We need reassurance that the product you

Selling to MPS DealersBy Ronelle Ingram

Ronelle Ingram is a writer, speaker, author of Service with a Smile and is a regular columnist for copier industry publications. She began her technical career as a tool case carrying copier service tech. She is VP or Technical Support of Steven Enterprises in Irvine, California. Ronelle is past President of the Business Technology Association. A UCLA graduate, Ronelle has taught thousands of office equipment professionals throughout the USA, Canada, Australia and Europe. Ms Ingram’s greatest credential is her 40+ years of hands on experience of managing very profitable service and telemarketing departments. For more information [email protected] 714.744.9032


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send will fulfill our requirements. We need to know if there is problem the seller will provide the solution. If you get a dealer that is returning too much, raise their pricing to cover the additional cost or stop selling to them. Think twice before refusing a return of a product if you want to keep the customer. 5. Follow-up on every order. Confirm product availability and shipping. Each customer touch is an opportunity to receive another order. When appropriate, offer to consolidate multiple daily orders into a single Purchase Order and one shipment. Make it easy and economical to add to a same day order. 6. In addition to offering standard unit pricing plus shipping; be prepared to also offer pricing that includes product, handling, and shipping. This is especially useful when the dealer uses drop shipping. 7. Your sales rep should have an easily accessible list of error codes, reset codes, and PM cycles, for immediate assistance. A technical help desk is great, but if there is no answer, voice mail pick-up, a long hold, or other interruption; the caller will probably hang up and call someone else to locate and buy the needed product. 8. End each sales call with a check list of what has just taken place. What was ordered? What follow-up questions still need to be answered? Be specific about when and how you will get back to them with the requested information. Make sure you keep your word. The return contact has a 50%+ chance of being a catalyst for additional order. 9. Figure out and record in your data base the approximate time of day a purchasing agent / supply person usually calls. There is a regular buying pattern for most people. Tap into making your sales calls at the usual time of their need. This will enable you to have first opportunity of earning their business. It will also eliminate their need to contact your competitors. 10. As your relation continues, ask for expectations of future needs. Ask for data information on the number of different makes and models the buyer’s company has under CPC or MPS agreements. What new Major Accounts or MPS covered equipment has been recently added? Is there a large group of products that will be coming off lease or contracts ending soon? Get a feel of the buyer’s future supply needs. The more you know about the buyer’s business, the better the manufacturer / wholesaler can anticipate future purchasing trends. Keep engaged with ongoing communication. Asking questions is more engaging than just telling about a sale on product they have no need to purchase. 11. When you have not heard from a customer for a while, customized a couple special ‘sale’ items that may interest them. Call or email with a specific offer. 12. Require at least one training session per week for your staff. It only needs to be 10-15 minutes. Establish a company culture of

ongoing education. Rotate the people presenting the information. Necessitate that all employees that sell are actively preparing to be knowledge providers. 13. Have reps keep a running list of questions they were asked that they did not already know the answer. How did you find the answer? Ask someone else, internet research, company offered information search. Build a history of most commonly asked questioned and answers. Emphasis the importance of documenting needed knowledge points. Have this information immediately available for all employees. Discuss these items in your weekly training meetings. 14. Offer various payment options; including open accounts net 15-30-45 day, credit cards, cash discount, open purchase orders, etc. You can have set pricing that is easily varied by the way the account is paid. This will allow for additional discounts or more revenue. 15. When you have knowledgeable, engaged employees; they can be trusted to make independent selling decisions that will instantly benefit the buyer and the seller. Most buyers have their own personal buying preferences and prejudices. These may include:• Made in the USA• Green commitment / earth sustainability statement and practices• ISO certifications• BTA, CompTia and I-ITC Member • Packaging – name brand, dealer name, reorder number, blind drop shipping• Multiple, nation wide warehouses• Purchasing empties or other recycling options• Pre-exchange• Marketing templates• Certified Technical Service support / hotline staff• Sales, service training• MPS programs software / consultation / partnerships• Dedicated sales rep• Customized pricing and payment options It is important that your sales reps and marketing team maximize their appeal to each of these groups. When talking with potential and current customers; reps should be aware of special interests that are expressed by the customer. Make note of these high interest items in your customer data base. In future contacts casually refer to the buyer’s special interest. Your marketing literature, email signature line, logos on your business cards and personal interactions should include tag lines that express many of these items. The traditional copier dealer, who is now selling MPS, is a new and different sales target for the compatible supplies market reseller. Embrace the difference. Learn and use appropriate selling techniques to maximize these new and growing sales opportunities.

Selling to MPS Dealers Continued


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Sales of hardcopy (HCP) toner consumables in Europe, the Middle East, and Africa (EMEA) suffered a major decline in 2009, following the financial downturn that began in 2008. International Data Corporation (IDC) estimates that the overall market for toner consumables dropped almost 12% year on year in 2009. With the economy coming to a standstill in 2009, everyday transaction related prints inevitably fell, impacting sales of toner consumables. Color toner consumption, however, was surprisingly stable throughout the recession, with sales showing a 2.7% increase Y/Y in 2009. Demand for color toner was kept afloat by a number of factors. The ongoing color adoption in the office continued despite the economic slowdown, and many businesses are believed to have extensively used internal production of color marketing collaterals during the economic slowdown to reignite sales. As a consequence, original equipment manufacturers (OEMs) selling a high share of color in their toner shipments performed reasonably well during the downturn compared with the rest of the industry. With color laser devices increasingly offered to office users through servicing contracts, vendors have ensured a consistent stream of revenue and have been less affected by fluctuations in demand. In addition, color toner OEM vendors still see relatively little competition from third-party suppliers.

“Color toner third-party providers have come a long way in recent years developing decent quality products,” said Senior Analyst Mario Lombardo, IDC. “However, complexity of compatible color toner development and high investments required in the process make the majority of third-party providers still focus on low-end monochrome products.” IDC expects the overall EMEA market for toner consumables to recover by 2010 and show a 3.4% CAGR between 2010 and 2014, reaching more than 150 million SKU units by 2014. Color currently represents less than 25% of the total toner market but is expected to considerably increase its share in the forecast period. “Given the fact that volume shipments of compatible color toners increased considerably in 2009, we expect the overall color toner market to be further boosted by growing availability of cheaper compatible color offerings,” said Joanna Pupkowska, program manager for consumables in EMEA. “Naturally, this trend will also be strongly triggered by a general transition to color devices in office space.” IDC’s Europe, Middle East, and Africa Semi-Annual Hardcopy Peripherals Consumables Tracker covers supplies used in single-function (SF) printers, printer-based multifunctional systems (MFPs), and SF digital copiers in 17 countries in the EMEA region (the U.K., Germany, France, Italy, Spain, the Netherlands,

Poland, Czech Republic, Ukraine, Hungary, Russia, Romania, Turkey, United Arab Emira te s , S aud i Arabia, South Africa, and Israel).

For more information about IDC’s EMEA Consumables Tracker, please contact: www.idc.com

Sales of Color Toner Consumables Kept Afloat Through Recession in EMEA Region


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Bloomberg press announced yesterday that Canon Inc. filed patent-infringement claims two days ago with the United States International Trade Commission against China’s Ninestar Image International Ltd. and other retailers located in China, Hong Kong and the U.S. over technology in printer toner cartridges. Canon claims that printer cartridges made by Ninestar and nine other businesses affiliated with Ninestar in China and Hong Kong, as well as 10 U.S. companies that distribute the cartridges, infringe upon two patents held by Canon. The company, the world’s largest maker of cameras and office equipment, asked the ITC in Washington to stop imports of the cartridges in question, which can be used in Canon and HP printers. Additionally, Canon filed a companion civil lawsuit in federal court in New York against the companies named in the ITC complaint.

The companies targeted in the complaint and lawsuit are:

1. Ninestar Image Int'l, Ltd. 2. Ninestar Technology Co., Ltd. 3. Ninestar Management Co., Ltd. 4. Zhuhai Seine Technology Co., Ltd. 5. Seine Image Int'l Co., Ltd. 6. Ninestar Image Co., Ltd.

7. Ziprint Image Corp. 8. Nano Pacific Corp. 9. Ninestar Tech. Co., Ltd. 10. Town Sky, Inc. 11. ACM Technologies, Inc. 12. LD Products, Inc. 13. Printer Essentials.Com, Inc. 14. XSE Group, Inc. 15. Copy Technologies, Inc. 16. Red Powers, Inc. 17. Direct Billing International, Inc. 18. Compu-Imaging, Inc. 19. EIS Office Solutions, Inc. 20. 123 Refills, Inc. According to the complaint, the patents relate to the rotating drums inside the cartridges and how they connect to the printer. Laser beams scan across the drum in a pattern, matching the image to be printed and powdery toner sticks to the device before being deposited on the paper.For more breaking news, please visit our website: www.rechargeasia.com

Canon Files Patent Complaints against Ninestar and Others


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Image Options, Inc. is an innovative large format printer company that pushes the limits of creativity for its clients on a daily basis for a vast array of signage needs – from posters and banners, to enormous building wraps and one-of-a-kind vehicle graphics, to murals, backlit displays and floor graphics. But the company took innovation one step further when it integrated the Epson Stylus® Pro GS6000 into its workflow, enabling them to turn around high-quality, high-volume jobs even faster than before and for less money. “The GS6000 has become a crucial part of our workflow at Image Options, where speed, accuracy and quality are critical to what we do,” said Tim Bennett, CEO, Image Options. “With ever increasing turnaround times, it’s paramount that a printer produces the best possible quality so we can produce jobs on schedule and take in more work to increase our bottom line.” The GS6000 64-inch wide roll-to-roll printer delivers high color gamut, photographic image quality, and rock-solid reliability with commercial speeds, all while using a solvent-based ink technology that’s less harmful on the environment. The printer’s Dual-Array MicroPiezo® AMC™ print head is uniquely engineered for the demands of high-production solvent printing and produces fine detail with a maximum resolution of 1440x1440 dpi and variable-sized droplet technology as small as 3.7 picoliters. From design to pre-press to final output, Image Options focuses on providing consistent and repeatable end-to-end color. Since precise color matches are an essential part of branding, the company has been especially pleased with the GS6000 printer’s solvent-based Epson UltraChrome® GS ink that achieves an extremely wide color gamut, resulting in signs that feature entirely new degrees of color fidelity and accuracy that are otherwise unattainable with any other solvent technologies. “Our largest client requires very specific PMS® matches,” said Bennett. “With the GS6000, we can reproduce those PMS colors time and time again with a minimal amount of effort. Using the ColorBurst® RIP that ships with the printer, our operators are able to layout, RIP, tile and panel every job quickly and accurately. Our color department finds the profiles easy to use for precise spot color matching.” Whether printing banners or vehicle wraps, the GS6000 is reliable and simple to use and maintain. The running cost of the GS6000 has also improved Image Options’ bottom line – with fewer printing issues and reprints, the company has reduced overall labor costs and media waste. In addition, Image Options breathes easier using Epson’s solvent-based ink technology with less harmful impact on both the environment and worker health.

Unlike other solvent technologies, the ink is virtually odorless, so there’s no need for special ventilation or air purification systems. And the ink does not contain nickel (Ni) compounds, reducing the harmful impact on the environment and employees. “The GS6000 is a unique machine in that it’s able to cross over many different disciplines of large format printing,” said Bennett. “The printer has opened our doors to markets beyond the large-format display business, such as photographic and fine art reproduction. We’re known for being able to get an image on just about any kind of surface, so when the GS6000 came out with its solvent based inks, we found we were looking at a wider range of products we could sell.”

About Epson America, Inc.

Epson America, Inc. is a leading provider of an extensive range of printers, 3LCD projectors, scanners and point-of-service printers that are renowned for their high quality, functionality, innovation and energy efficiency. Epson America is a U.S. affiliate of Seiko Epson Corporation, which employs more than 70,000 people in 106 countries around the world. Seiko Epson is committed to its ongoing contributions to the global environment and for the second year in a row has been named to the Dow Jones Sustainability World Index, an indicator for leading companies in economic, environmental and social criteria.

To learn more about Epson America, please visit: www.Epson.com.

Image Options Takes Print Making to New Heights with Epson Stylus Pro GS6000


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HP announced it has completed its acquisition of Palm Inc. at a price of $5.70 per share of Palm common stock in cash. The combination gives HP significant headway into one of technology’s fastest-growth segments with Palm’s innovative webOS platform and family of smartphones, plus a rich portfolio of intellectual property from the smartphone pioneer. HP’s global scale and financial strength plus Palm’s award-winning webOS experience, as well as its acclaimed Pre and Pixi smartphone product lines, enhance HP’s ability to participate more aggressively in the highly profitable, $100 billion smartphone and connected mobile device markets. “With webOS, HP will deliver its customers a unique and compelling experience across smartphones and other mobility products,” said Todd Bradley, executive vice president, Personal Systems Group, HP. “This allows us the opportunity to fully engage in growing our smartphone family offering and the footprint of webOS.” Under Jon Rubinstein, former Palm chairman and chief executive officer, the Palm global business unit will report to

Bradley. Palm will be responsible for webOS software development and webOS based hardware products, from a robust smartphone roadmap to future slate PCs and netbooks. “With HP’s full backing and global strengths, I’m confident that webOS will be able to reach its full potential,” said Rubinstein. ”This agreement will accelerate the development of this incredible platform with new resources, scale and support from a world-respected brand.”

About HP

HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to solve customer problems.

More information about HP (NYSE: HPQ) is available at http://www.hp.com/.

HP Completes Palm AcquisitionAccelerates HP’s growth in $100 billion smartphone and connected mobile device markets

Ricoh Americas Corporation, a leading provider of digital office equipment and advanced document management solutions, today announced that Equivio’s data redundancy technology for near-duplicates and email threads is now being used by IKON Office Solutions, a Ricoh company, through the IKON Litovation Solutions Electronic Discovery offering. “Using Equivio’s proven technology to identify near-duplicates and email threads extends the value of the electronic discovery services we provide to our clients,” explains Vic Rainsford, Vice President, Ricoh U.S. Enterprise Services, Ricoh Americas Corporation. “By leveraging Equivio’s technology as a standard part of the IKON Litovation Solutions Electronic Discovery offering, we are able to help our clients expedite the discovery processes and reduce the cost and complexity of litigation review.” The grouping of near-duplicates and email threads allows attorneys to skip redundant data, while focusing exclusively on the unique information in each document. By enhancing the “findability” of data, Equivio reduces the risk of missing key

information. The Equivio groupings also ensure similar documents are treated consistently, while enhancing review productivity and helping litigators meet tight deadlines. “We are delighted that IKON has chosen to adopt Equivio’s technology,” said Amir Milo, CEO of Equivio. “With its pre-eminent client base and market position, IKON understands the demanding requirements from technologies in high-performance document management environments. The adoption of Equivio’s technology is helping IKON’s litigation clients address the ever-increasing volumes and complexity of electronic discovery and review.” IKON Litovation Solutions is a suite of best-in-class technologies that provides customers with customized support throughout the entire electronic discovery reference model including data forensics, electronic discovery, document imaging, and document coding. These technologies are part of IKON Legal Enterprise Solutions’ comprehensive portfolio of document management products and services designed to help law firms and corporate counsel manage their entire document workflow,

Ikon Office Solutions Enhances Its Legal Enterprise Solutions Offering with Equivio Technology

Equivio’s data redundancy suppression technology is now integrated into the IKON Litovation SolutionsSM portfolio of best-in-class technology


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from on-site copy and mail centers, off-site imaging and processing work and other litigation support services.

About Equivio

Equivio enables the management of data redundancy in content-centric business processes. Equivio’s technology zooms in on unique data, allowing you to read less, think more, win big™. With products for grouping near-duplicates, capturing email threads and determining document relevance, Equivio powers a broad range of business applications, including eDiscovery, early case assessment, data retention, corporate investigations and intelligence.

About IKON

IKON Office Solutions, Inc. (www.ikon.com), a Ricoh company, is a leading provider of innovative document management systems and services, enabling customers to improve document workflow and increase efficiency. IKON integrates copiers, printers and MFP technologies, and document management software and systems, to deliver tailored, high-value solutions, implemented and supported by its team of services professionals. IKON leverages the manufacturing and engineering expertise of Ricoh, a more than $21 billion global technology innovator, with the experience and reach of its locally based sales and services teams, to provide end-to-end

solutions and one of the industry’s broadest portfolios of document management services, including on-site and off-site managed services, technical service and support, and customized workflow design and implementation.

About Ricoh Americas Corporation

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

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

Ikon Office Solutions Enhances Its Legal Enterprise Solutions Offering with Equivio Technology Continued


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First released in October 2009, the HP LaserJet P3015 series of printers are based on a 1200dpi, 42ppm Canon engine. As with all the new HP cartridges, these cartridges use a chip to monitor toner low functions. The cartridges for the P3015 series are the CE255A and CE255X which are rated for 6,000 Pages and 12,500 pages respectively. The LaserJet P3015 series of printers use a 540 MHz processor and the most basic unit has 128Mb of DDR2 memory expandable to 640mb. They all show a first page out at less than 7.5 seconds. The entire series has a monthly duty cycle of 100,000 pages/month, but the recommended volume is 1500 to 5000. All the machines in this series also have duplex built in. The cartridges have list prices of $144.99 for the A, and $223.99 for the X cartridge. (Pricing as of December 2009). So far the machines based on the P3015 engine are the: LaserJet P3015d, P3015dn, and the

P3015x Figure 1 shows the pull tab for the seal. Similar to the 2420, this tab prevents the cartridge from being installed unless the seal has been pulled. (Unless the tab has been separated from the seal of course). A very nice change for this series is that there are no plastic rivets at all in the cartridge. Even better is the fact that the hinge pins are not so recessed that you have to cut a hole in the cartridge to get at them. They can be easily removed from the outside! As with all other black HP cartridges, the chips on these cartridges do not shut down the entire cartridge, they disable the toner low features. The cartridge will run if the chip is removed, but the error message must be cleared first. As with past HP chips, the toner low function is disabled if a used chip is installed. Pr i n t i n g t e s t p a ge s , c a r t r i d ge troubleshooting as well as some simple machine troubleshooting is covered at the end of the article. The theory for these cartridges is a little different from past versions so we have covered it here. You don’t have to know the theory to remanufacture cartridges, but it sure helps if you have a problem. Troubleshooting time is dramatically reduced.

Cartridge Theory:

Figure 2 gives a nice block diagram of the

printing process

The image formation process consists of seven steps which are split up into five functional blocks. (See dotted lines in diagram 2 for blocks) In the first step, the Primary Charge roller (PCR) places a uniform negative DC Bias voltage on the OPC drum surface. The amount of the negative DC Bias placed on the drum is controlled by the printer’s intensity setting. This process is part of the latent Image formation block. See Figure 3 In the second step, (also part of the

Remanufacturing the HP LaserJet P3015 Toner CartridgeBy Mike Josiah and the technical staff at Uninet ImagingA division of Summit and Uninet Products

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

Figure 1

Figure 2

Figure 3


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latent Image formation block), the laser beam is fired onto a rotating mirror (called the scanner). As the mirror rotates, the beam reflects into a set of focusing lens. The beam then strikes the OPC’s surface, which neutralizes the negative charge on the drum and leaves a latent electrostatic image on the drum. The laser unit actually fires 2 beams. The service manual does not mention the second laser beam at all, but in other recent printers, the second laser actually helps erase any residual charges on the drum. See Figures 4 & 5

The third step (developing block) is where the toner image is developed on the drum by the developing section, (or supply chamber), which contains the toner particles. The toner is held to the magnetic roller sleeve by the stationary magnet inside the sleeve, and a DC bias voltage supplied by the high voltage power supply. This DC bias voltage is controlled by the printer’s density setting, and causes either more or less toner to be attracted to the drum. This in turn will either increase or decrease the print density. Both the Primary Charge

rol ler and magnetic rol ler DC Bias voltages are controlled by the printer’s density setting. The amount of toner on the magnetic roller sleeve is also controlled by the rubber Doctor blade, which uses pressure to keep the amount of toner on the magnetic roller sleeve constant. This blade also causes a static charge to build up on the toner, which helps keep the coating of toner even, and allows easy transfer to the OPC drum. At the same time an AC signal is also placed on the magnetic roller sleeve. This signal decreases the attraction of the toner to the Magnetic Roller sleeve, and increases the repelling action of toner against the areas of the drum that was not exposed to the laser beam. This AC potential improves the density, and contrast of the toner on the printed page. See Figure 6

As the laser exposed areas of the OPC drum approach the magnetic roller, the toner particles are attracted to the drums surface due to the opposite voltage potentials of the toner, and laser exposed surface of the OPC drum. In the fourth step (transfer block) the toner image is then transferred to the paper as it passes below the drum by the transfer charge roller, which places a positive charge on the back of the paper. This positive charge causes the negatively charged toner on the drum’s surface to be attracted to the page. The small diameter of the drum, combined with the stiffness of the paper causes the paper to peel away from the drum. See Figure 7

In the fifth step (also part of the transfer block) the paper separates from the drum. The static charge eliminator weakens the attractive forces between the negatively charged drum surface, and the positively charged paper. This prevents toner dropouts onto the paper at low temperatures and humidity and also prevents paper from wrapping around the drum. In the Sixth step (fusing block) the image is then fused on to the paper by the fuser assembly, which is comprised of the upper fixing film assembly and the lower fuser roller. The paper passes between a heated upper fixing film assembly and a soft lower rubber roller. The upper heated element then melts the toner into the paper. The fixing film assembly consists of a Teflon sleeve with a ceramic heating element inside. These fusers are a bit different in that they have a Brush which has a DC Bias charge on it to help keep the film clean. See Figure 8

In the Seventh step (Drum cleaning block) the OPC drum is cleaned. On average, approximately 95% of the toner is

Remanufacturing the HP LaserJet P3015 Toner Cartridge Continued

Figure 4

Figure 5

Figure 6

Figure 7

Figure 8


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transferred to the paper during the print cycle. As the drum rotates during printing, the remaining 5% of the toner that is on the OPC drum is cleaned off the drum by the wiper blade. It is then guided into the waste chamber by the recovery blade, and stored in the waste chamber. See Figure 9

Step 8 is where the residual charge is eliminated. Both the PCR and the laser unit are used for this. The Primary Charge Roller places an AC voltage across the drum surface and the laser unit’s second beam erases and residual charges left on the drum. This drum charge elimination is only turned on during the last rotation period of the drum. Figure 10 shows the relationship of the cartridge chip to the printer. The engine controller commands the chip to read or write with the following conditions:

READ:

Power is onThe cartridge door is closedA command is received from the formatter

Write:

A page of media is printedA command is received from the formatterThen the engine controller fails to read or write three times in a row, it determines that the chip is bad and sends a bad chip message to the formatter

Required Tools

Toner approved vacuum. A small Common screwdriver A Phillips head screwdriverFlush cutting Wire Cutters

Required Supplies

You will notice that many of the supplies used in these cartridges are the same as the 2420 (Blades, PCR, small parts etc). It should be noted that the Toner, drum, and mag. roller are not! They are dedicated for this cartridge. Dedicated P3015 Toner 295g for A and 590g for X cartridges New OPC Drum (P3015 specific) New Wiper Blade Sealing strip 4mm clips Sealing Rail foam New PCR [Optional] New mag. Roller [Optional] New Dr. Blade [Optional] 99% Isopropyl Alcohol Magnetic Roller Cleaner Drum Lubricant Conductive Grease White Lithium grease1) Remove the drum cover by prying the spring loaded arm, and then carefully pry

off the two metal bars out of their holders. The cover must be in the closed position in order to pry off the spring loaded arm. Be careful not to loose the spring! Both of the metal bars should be removed from the front not the end. See Figures 11, 12 & 13

2) Note on each end of the cartridge there are small silver pins. Unlike most cartridges these days, the pins are easily accessible from the outside of the cartridge. Use a good pair of flush cutting wire cutters to pull the pins out. See Figures 14 & 15 Figure 16 shows what flush cutting wire cutters look like. (The blades meet with a flat surface, not curved in like most cutters

Figure 9

Figure 10

Figure 11

Figure 12

Figure 13

Figure 14


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3) Separate the two halves See Figure 17

4) On the Waste section, remove the two screws and drum bushing. See Figure 18

5) Remove the Photoconductive Drum.

Pull it gently from the drum axle pin. The pin can be removed to make removing and installing the drum easier, but the plastic is a bit soft and if not installed back perfectly, the drum axle hole will be enlarged allowing the drum to float. See Figure 19

6) Remove the Primary Charge Roller (PCR), by prying it out of the clips on either end. Clean the PCR with your preferred cleaner and place the aside. See Figure 20

7) Remove the wiper blade and 2 screws. See Figure 21

NOTE: Be very careful not to damage or

distort the thin Mylar Recovery Blade next to the wiper blade. If this blade is bent or damaged in any way, it should be replaced.8) Clean out any remaining waste toner. Make sure the foam seals under the wiper blade are clean and not damaged. See Figure 22

9) Lightly coat the new wiper blade with you preferred lubricant. Replace the blade and 2 screws into the cartridge. See Figure 23

10) Clean the 2 PCR holders, and place a small amount of conductive grease on the black PCR holder, and a small amount of white lithium grease on the white holder. Install the cleaned PCR. See Figures 24 &

Figure 15

Figure 16

Figure 17

Figure 18

Figure 19

Figure 20

Figure 21

Figure 22

Figure 23

Figure 24



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25. Note the colored band on the OEM PCR It looks like Canon/HP are color coding production lots.

11) Clean and replace the conductive grease on the drum axle pin. Carefully slide the drum onto the pin until it is seated. See Figures 26 & 27

13) Install the drum bushing and two screws. See Figure 28 14) On the supply section, remove the 2 screws from the right side (Gear side) end cap. See Figure 2915) Remove the end cap. Note that three of the gears stay with it. Leave the remaining two large gears alone. They drive the mixing augers and are very hard to replace

properly if removed. See Figure 30

16) On the contact side, remove the 2 screws and end cap. See Figures 31

17) Remove the two screws and the magnetic roller end cap. See Figure 32

18) Remove the magnetic roller assembly from the cartridge. See Figure 33

19) Remove the 2 screws and doctor blade. Keep these screws separate! They are longer than all the other screws used in this cartridge. See Figures 34 & 35

20) Clean out any remaining toner.NOTE: The cartridge can be filled now of the hopper split, filled and sealed. For just filling see step 21 and skip to step 28. For splitting see step 22.21) There is no fill hole in these cartridges so it must be filled through the DB slot. Fill the cartridge with 295g for the A cartridge and 590g for the X cartridge

Figure 25

Figure 26

Figure 27

Figure 28

Figure 29

Figure 30

Figure 31

Figure 32

Figure 33

Figure 34


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of dedicated P3015 toner. See Figure 36 Go to step 28

22) If you want to seal the cartridge, the hopper must be split. This can be done with a sturdy razor knife and screwdriver.23) Take the knife and split the hopper along the seam. See Figure 3724) W ith a long hand led common screwdriver, pry the opposite side up. The two halves should split apart easily. See Figures 38 & 3925) Fill the hopper with dedicated P3015 toner. Fill the cartridge with 295g for the A cartridge and 590g for the X cartridge. See figure 4026) Place the seal on the bottom hopper,

and rail foams on the top half of the hopper. Make sure you place the tail of the seal over the correct side, (opposite the gear). See Figure 4127) Place the 4mm clips to keep the two halves together. Place the clips as shown.

It may be necessary to close the clips up a bit for the side that takes 5 (Top side). See Figures 42 & 43

28) Make sure the doctor blade foam seals are clean. If there is any toner on them carefully vacuum it off. Make sure you don’t

Figure 36

Figure 37

Figure 38

Figure 39

Figure 40

Figure 41


Figure 35

Figure 36 S

Figure 42

Figure 43

Figure 44


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vacuum up the new toner from the hopper! Install the doctor blade and 2 screws. See Figures 44 & 45

29) Clean the mag. roller contact plate on the contact end cap. Replace the conductive grease. See Figure 46

30) On the non-gear side, install the mag. contact end cap and 2 screws. See Figure 47

31) Clean the mag. roller sleeve with a dedicated mag roller cleaner.32) Install the mag. roller. Turn the stationary magnet so that the keyed end will fit into the end cap. You cannot see the keyed end so you have to set the magnet by feel as you turn it. See Figure 48

33) Install the gear end cap and 2 screws. If the end cap does not fit, the stationary magnet most likely is not set correctly. The end cap has deep holes. Using a magnetized screwdriver will make your life much easier. See Figure 49

34) Install the opposite side end cap and 2 screws. Make sure that the toner low bar fits properly into the end cap. See Figures 50 & 51

35) Place the 2 halves together. Make sure the springs are set, and install the 2 pins. The pins should not be pushed in until they are flush with the cartridge wall. Install them so they match what the OE did. They

should protrude about 1/16” from the flat wall so you can easily remove them again. See Figures 52 & 53

36) Install the spring in the drum cover arm as shown. Install the metal bar into the hole and slot. Install the arm. See

Figure 45

Figure 46

Figure 47

Figure 48

Figure 49

Figure 50

Figure 51

Figure 52

Figure 53

Figure 54


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Figures 54 & 55

37) Release the tail of the spring so that the cover closes. See Figure 56

38) Replace the chip. Cut the melted plastic f rom the top edge of the chip.

Remove the old chip and install the new chip. To hold the chip in its slot place a small dab of hot glue ion each top corner. See Figures 57 & 58

Running the Cleaning page.

The cleaning page helps keep the fuser free of toner particles. HP recommends that it be run every time a new cartridge is installed.1) Press the MENU button to open the menus.2 ) Pr e s s t h e D OW N a r ro w u n t i l “CONFIGURE DEVICE” appears on the display.3) Press the OK button.4) Press the DOWN arrow until “PRINT QUALITY” appears on the display.5) Press the OK button.6 ) Pr e s s t h e D OW N a r ro w u n t i l “CREATE CLEANING PAGE” appears on the display.7) Press the OK button.8) Load the cleaning page face down in tray 19 ) Pr e s s t h e D OW N a r ro w u n t i l “PROCESS CLEANING PAGE” appears on the display10) Press the OK button.

C h a n g i n g t h e Pr i n t e r s I n t e n s i t y

(Density)

1) Press the MENU button to open the menus.2 ) Pr e s s t h e D OW N a r ro w u n t i l “CONFIG DEVICE” appears on the display.3) Press the OK button.4) Press the DOWN arrow until “PRINT QUALITY” appears on the display.5) Press the OK button.6) Press the DOWN arrow until “TONER DENSITY” appears on the display.7) Press the OK button.8) Press the DOWN arrow until the desired setting (1-5) appears on the display. “3” is the default setting

Printing Test Prints

There are a number of test pages that can

be run from the menu. There is a “Menu map”, “Configuration Page”, “Supplies Status Page”, “Usage page”, and the “PCL font list”. The Supplies Status Page or the Configuration page are the best to use. They have Solid Black, Gray Scales, and text.1) Press the MENU button to open the menus.2 ) Pr e s s t h e D OW N a r ro w u n t i l “INFORMATION” appears on the display.3) Press the OK button.4) Press the DOWN arrow until the page you wish to print appears on the display.5) Press the OK button.

Cartridge Troubleshooting:

Repetitive defect chart:

95mm Drum79mm lower pressure roller76mm Upper Fuser roller50mm Magnetic roller43.6mm transfer roller38mm PCRA dirty or Bad Primary Charge Roller (PCR): this will show on the test print as vertical gray streaks down the page, as a gray background throughout the page, or as ghosting where part of a previously printed area is repeated.Dirty PCR Connection: This will show as horizontal dark black bars across the page, or as shading throughout the page.Scratched Drum: This is shown by a very thin, perfectly straight line that runs from the top to the bottom of the test page.Chipped Drum: This will show as a dot or series of dots that repeat every 96mm. Light Damaged Drum: This will show up as a shaded area on the test print that should be white. Again this will repeat every 96mm. Worn-Out Drum: This will usually show up as shading on the right side of the page. It will usually start right from the edge of the page, and work in towards the center. The pattern will normally look like tire tracks.Bad Wiper Blade: This will show as either a gray line approximately 1/8" thick or


Figure 55

Figure 56

Figure 57

Figure 58


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as shading across the entire page. In either case there will be a film of toner on the drum surface that matches the defect.Bad Magnetic Roller Bushing: When this round shaped bushing wears out, gray scale pages, and pages with heavy graphics will exhibit light and dark line across the page.

Printer Troubleshooting

Most of the error messages show on the display in plain English so we will not go

into them here. Some of the more common numeric messages are as follows:10.10.00 Error. Bad or missing chip10.91.00 Cartridge Error. An error has occurred in the cartridge10.XX.YY Supply Memory Error. Bad or missing chip13.XX.YY paper jams in printer50.1 Fuser error. Low fuser temp (TH1)50.2 Fuser error. Fuser warm up

50.3 Fuser error. High Fuser Temperature50.4 Fuser error. Fuser drive circuit failure50.8 Fuser error. Low fuser temp (TH2)50.9 Fuser error. High fuser temp. (TH2)51.XY Scanner error52.XY Scanner error (Motor)57.XX fan Error



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COMPANY CLOSE-UP


West Point Products, a leading provider of premium replacement imaging supplies and related products and services based in Washington, PA, has announced a relocation and expansion of its Denver, CO distribution center. The company’s Denver location is one of eight distribution points located strategically across North America, and serves the company’s reseller community based in the mid-west. The new Distribution Center, which is larger than the company’s previous Denver facility, is also more conveniently located at 5000 Osage Street, Suite 800, Denver, Colorado. Just a two-minute drive from the interstate, the new location will provide convenient access for both motor freight shipments and will-call customers. Shipping hours have also been extended, which will allow orders placed before 5:30pm EST/3:30pm MST to ship same day. “At West Point Products, we recognize that in order to thrive in today’s competitive environment, our reseller community needs to work with a supplier that is able to provide them with exceptional service levels. We have made a commitment, embodied in our five pillars of success, to provide our customers with that exceptional level of service, and it’s something that we feel has set us apart from the competition,” said Joe Lucot, West Point Products’ President and COO, “Having said that, we also recognize that there is always room for improvement, and we are proud to say that we feel that this expansion of our Denver, CO Distribution Center will hold several key benefits for our customers in the mid-west.” “Our customers have told us that the expectations placed on

them by end-users have increased in recent years, with quick and accurate service becoming the cost of admission to many end-user accounts. We understand that, and believe that this move to our new Denver facility will help our customers meet those demands. We are very excited about the benefits this move will bring,” added Tom Day, CEO, “Our only reason for being here is to help our customers succeed, and I believe this new distribution center will help facilitate that success.”

ABOUT WEST POINT PRODUCTS

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

West Point Products Expands Denver Distribution Center to Better Serve Customers

Global empty cartridge broker Eco Service has opened a branch in China. Eco Service China, based in Hong Kong, will represent the company in the Far East. The Chinese branch will make it possible for the company to increase its share of the aftermarket. A 100 percent stakeholder of Eco Service China is Eco Service, part of Black Point Capital Group. The Chinese office will serve as its broker subsidiary. In the initial phase Eco Service China will concentrate its operations mainly on sales of empty cartridges to producers from China. A further step will entail widening the sales network and development of the purchase market. Currently there is an operational trade office in Hong Kong; soon a warehouse will be opened. The launch of Eco Service China is another step on Eco Service’s way to strengthening the company’s position in the global aftermarket.

“The Hong Kong office will let us streamline our co-operation with Chinese partners. Thanks to the fact that we will be able to combine small orders, our Far Eastern partners will obtain efficient logistics, as well as save their time and money,” Marcin Adamski, CEO at Eco Service. “I am certain that it will soon pay off and within two years be reflected by a quick growth in our sales in this part of the world.” Eco Service is currently one of the largest broker companies in Europe. Each year it collects about 3.5 million empty cartridges from the market. In the European market, it is supported by the German TBG company headquartered in Herne. Eco Service is operating also on the Asian and American markets.

For more information, visit: www.en.ecos.com.pl

Eco Service Opens China Facility


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Printable Technologies® Inc., a leading provider of software as a service (SaaS) web-to-print and marketing personalization solutions, announced the release of the FusionPro® VDP 7.0 Suite, which includes the highly anticipated integration with FusionPro Expression™ image personalization. The FusionPro VDP 7.0 Suite now enables both desktop and server products to output personalized print and image files directly using FusionPro Expression templates. The release includes many other significant new capabilities such as the ability to create QR barcodes as well as the functionality to configure complex subset finishing. “Simply put, the release of FusionPro VDP Suite 7.0 is a game changer in the VDP marketplace” said Coleman Kane, President and CEO of Printable Technologies, “The new functionality is spectacular. The ability to output VDP jobs with personalized images at such a nominal cost changes the playing field for all users.” J im Van Natter, Vice President of Sales at Printable Technologies adds, “Customers now have access to an entire

suite of robust personalization products for only a few thousand dollars. This cost is incidental when thinking about the return on investment. Our ability to deliver a wide range of applications for print and online campaigns that include personalized images is extraordinary.” To celebrate the release of FusionPro VDP Suite 7.0 and the integration of FusionPro Expression, Printable will offer a special bundled price through July 31st for joint purchases of FusionPro Desktop 7.0 and FusionPro Expression. Printable launched its modestly priced image personalization product line, FusionPro Expression in May with unlimited usage.

For more information go to www.printable.com

Printable Technologies Launches FusionPro VDP 7.0 SuiteNew Functionality Includes Personalized Image Composition, QR Barcodes, and Subset Finishing Options


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Catherine Fiasconaro, director of the SpencerLab Digital Color Laboratory is pleased to announce the promotion of Yutak Kwok to the position of Information Technology Engineer, effective immediately. Yutak began his contributions to the SpencerLab team in 2007 as a junior color engineer, contributing his proficiency in analyzing both color and monochrome Print Quality in digital ink/toner as well as conventional printing technologies. While adding Throughput Performance and Yield/Cost-per-Print test expertise to his repertoire, Yutak demonstrated his increasing knowledge of the IT disciplines, taking on a variety of IT tasks including server management and administration, network and computing infrastructure, system performance evaluations, technical support and troubleshooting. “Continuously incorporating the latest technological methods and concepts within our IT infrastructure and testing environ-mments,” noted president David Spencer, “Yutak maintains the momentum of the dynamic changes occurring within the technology industry, keeping SpencerLab IT at state of the art.” Yutak earned an A+ Certification and a BS in Imaging

and Photographic Technology with a concentration in Color Management from the Rochester Institute of Technology. “…Yutak maintains the momentum of the dynamic changes occurring within the technology industry, keeping SpencerLab IT at state of the art.” David R. Spencer, president, says.

About the SpencerLab Digital Color Laboratory

Since 1989, Spencer & Associates Publishing, Ltd. has earned an international reputation for its expertise in Color Print Quality and Consumable Yield. The SpencerLab Digital Color Laboratory, its independent test division, is recognized as a leader in unbiased, third-party digital color printing performance evaluation. SpencerLab performs independent competitive test and analyses for key firms in the industry, also providing comparisons of Throughput Speed, Usability benchmarking, and CLT Focus Group management for a wide variety of printing technologies and market segments. SpencerLab provides leadership in quantitative and qualitative comparisons – test and evaluation services, compliance certifications, and industry standard test software/hardware.

SpencerLab Digital Color Laboratory Promotes Yutak KwokYutak Kwok Appointed Information Technology Engineer

Micro Solutions Enterprises (MSE), the industry leader for “Intelligently Re-engineered” toner cartridges welcomes Josh DeBear as director of west coast sales. DeBear has joined MSE with the responsibility for managing MSE's west coast sales team. He will report to Gil Wazana, VP of sales for the Americas. The critical role of director of west coast sales needed to be filled with a seasoned professional. DeBear will provide the leadership and guidance needed for the MSE sales team on the west coast. He has intimate knowledge of the raw materials manufacturing business, thereby giving him a unique vantage point regarding MSE’s value proposition. DeBear worked with FGIC as sales manager, west coast sales for five years and was a key member of the management team with FGIC. DeBear’s technical foundation will allow him to quickly assimilate the MSE message of value, innovation, and quality. As an added bonus, DeBear was also a frequent industry presenter at IITC and other events. He has excellent customer service and presentation skills that will serve

him well in his new position. DeBear said, “MSE clearly has a value proposition and story that is second to none. MSE has evolved from humble beginnings as a dealer to transform into the most innovative, quality driven company in the industry. Walking through MSE’s facility is nothing short of mind blowing when you see the investment back into R and D, patented technology, and engineering. MSE’s clear commitment to the industry demonstrates that MSE is a company who is well prepared to take advantage of the market opportunities presented as the imaging supplies industry progresses as well as being ideally suited by virtue of technical prowess to overcome the challenges. There is no question that seeing what MSE has to offer and bringing this value to customers makes working here a very exciting proposition for me.”

For more information please visit: www.mse.com

MSE Welcomes Josh DeBear


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NEW PRODUCTS EXPRESS


ILG (International Laser Group) adds OEM alternative color cartridges for HP Series CP3525/CM3530 Multi-Function Printers: CE250X (Blk), with a 10,500 page yield; CE251X (Cyan), with an 8,750 page yield; CE252X (Yellow), with an 8,750 page yield; CE253X (Magenta), with an 8,750 page yield. ILG’s exclusive JUMBO COLOR® is the only color toner range that guarantees a 25% page yield increase over the OEM color toner cartridges. The HP Series CP3525/CM3530 Multi-Function Printers are designed to accelerate business printing activity with easy-to-use multi-function capability allowing for printing and copying up to 31 pages/min. The machines also feature embedded networking capability and enterprise class security features.

ILG is the North American quality leader in color toner cartridge manufacturing and offers an extensive line of HP alternative products in both monochrome and color. ILG is the only company in the world with JUMBO COLOR®. ILG’s reliable and easy-to-install OEM alternative toner cartridges match OEM page yield and performance. ILG’s premium quality toners are 100% guaranteed. Every ILG cartridge is tested to ensure excellent color quality imaging and sharp high-density print results. We test print over 3 million pages per month and conduct multiple pre and post production tests as part of our quality assurance program.

For more information contact ILG, visit www.ilglaser.com.

Faroudja Toner has released MICR toner for the HP 4100. Both bottles and 10-kilogram (22-pound) bags are now available for sale. “We’ve been selling MICR toner, used for printing on checks, for many cartridges” said marketing director Tim Farrell. “Even though the demand is relatively small, we feel a responsibility to our customers and have extended our MICR line. We feel the HP 4100 will broaden our selection, and the bulk bags provide even better savings.” Faroudja also offers HP 4100 smartchips and OPC drums. Faroudja Toner, in San Car los , Cal i f . , addi t ional l y s tocks M I C R t o n e r f o r Canon, Dell, IBM, and Lexmark and supplies a wide range of parts and recharging tools.

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

ILG Releases World’s Only JUMBO COLOR® for HP Series CP3525/CM3530

Faroudja Offers MICR Toner for the HP 4100


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Track Engineers launched a solution for refilling the new HP 862 and 920 cartridges and has developed new fixtures for these cartridges. The 862 refill fixtures are developed with a unique design, which ensures that refilling is done without drilling any hole, enhancing the “Refill-ability” of the cartridge. Required syringes and connectors are included with the refill fixtures. There are five cartridges with two separate fixtures designed for the color and black cartridges. The product code for the color fixture is “Fixt for HP 862 Color,” which includes cyan, yellow and magenta ports. The product code for the black fixture is “Fixt for HP 862 Black,” which includes photo black and pigment black ports.

The 862 cartridges are compatible with following printers: HP Photosmart D 5460/D5463/D5468/D 7560/C 6380/B 8550/C5380/C6380/C 5460. The 920 cartridges are compatible with HP officejet 6000 and 7000. The sealing caps are also available as a packing material for preventing the leakage after the refilling is done. Track recommends using the Formujet inks specifically made for the 862 and 920 cartridges. Track Engineers has been in the printer consumables industry for more than two decades. It is well know for its equipment as well as raw material required for recycling of printer consumables.

Contact Track Engineers, please visit: www.trackengineers.com

Track Engineers Releases Refilling Fixtures for HP 862 and 920

Remanufacturers eager to bring HP’s new LaserJet Pro P1102 and HP P1606/1566 printer cartridges into their production lineup now have the components to get started. Static Control offers a full selection of primary and secondary components to remanufacture the new CE278A and CE285A cartridges. The new cartridges are used in printers introduced to replace the popular P1005/1006 and P1505 series. Static Control engineers have thoroughly tested and qualified the components needed for the new CE278A and CE285A cartridges, which are used to remanufacture P1005/1006 and P1505 series cartridges. Static Control customers also can get up-to-date training on the new cartridges through the company’s unique, online View on Demand Webinars. View on Demand Webinars are available free to Static Control customers and provide remanufacturers with step-by-step technical demonstrations as well as printer series overviews. Webinars are accessible to Static Control customers any time, any where, in multiple languages. “Remanufacturers have everything they need to bring these new cartridges into their production lineup and take advantage of this new profit opportunity,” said Ed Swartz, CEO of Static Control. “Our job is to help our customers stay profitable, and we take that job very seriously.”

For more information, Please visit: www.scc-inc.com

Static Control Components Available to Remanufacture New Cartridges from HP


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Los Angeles, CA - UniNet announces the launch of Absolute BLACK® toners, drum, Smartchip™ and key components qualified to use in the Samsung SCX-5835 MFP series. The Samsung’s SCX-5635 and SCX-5835 laser monochrome based MFPs both utilize a 35 ppm engine printing at 600 x 600 dpi and includes printing/copying/scanning and faxing functions. Rated at 80,000 page monthly duty cycle, these Work Group MFPs also features a 50 page Automatic Document Feeder, duplex functionality and direct printing from a USB port. The SCX-5835 includes some additional upgrade features, such as a hard disk drive and a 7” color touch screen. Toner cartridges come in both a 4,000 page and 10,000 page versions. For further information, please contact UniNet at + 1 (424) 675-3300

or visit www.uninetimaging.com.

UNINET ABSOLUTE BLACK TONER & COMPONENTS FOR THE SAMSUNG SCX-5835 MFP

After extensive research and testing Green Project, Inc. has remanufactured the Epson 98 and the Epson 99, which are

compatible with the following printers: Epson Artisan 700, 710, and 800. Green Project, Inc.’s goal when developing their inks and toners is to provide the same, if not better quality as OEM units while maintaining minimal productions costs. “It is no surprise that during these times consumers are seeking environmentally sound and cost saving alternatives,” said Joseph Wu, president. “The remanufactured Epsons were developed to meet OEM standards and be sold at a fraction of OEM costs; their print quality is flawless.” Green Project, Inc. is a manufacturer and remanufacturer of inkjet and toner cartridges and provides a free from defect guarantee on all its products. The factory is ISO-9001 and ISO-14001 certified, with goals set to meet customer needs and standards.

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

Green Project, Inc. Adds Epson E-T0981, E-T099 Series to Product Line

G r e e n P r o j e c t , I n c . A d d s E p s o n E-T0981, E-T099 Series to


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RECHARGEasiaFEATURE ARTICLE / 专题文章




��RECHARGEasia • AUGUST 2010 •

八月，

为期三天的中东 - 东南亚办公耗材展暂时落下了帷幕，但是大家对东南

亚办公影像耗材市场，特别是印度尼西亚市场的关注热度并不会随着这个即

将过去的夏天而冷却。正如一些展商向我们反馈的那样，中东 - 东南亚办公

耗材展打开了一扇窗口，让越来越多的人更加深刻的认识到东南亚市场的巨

大潜力。而印度尼西亚这个拥有东南亚人口最为众多，人口分布最为密集集

中，代工制造业最为繁荣，产业规模最为巨大的国家更是东南亚市场最值得

开垦的一片沃土。而我们也相信，本届的展览会仅仅是个开始，未来通过我

们在印度尼西亚市场的影响力以及宣传力度的加大，中东 - 东南亚办公耗材

展将会吸引更多的印度尼西亚当地的影像耗材行业的参与和响应。

自从亚洲再生业杂志率先在网站发布了关于佳能对包括纳思达在内的多

家后市场企业提起专利权诉讼的消息之后，很多再制造耗材企业都十分关注，本期我们特别在专题文章里，邀

请了专家 Art Diamond 先生在文章中为大家将案情始末与相关争论的焦点和未来将对再制造方面造成的影响

以及隐忧，在文章中详细说明。相信可以让所有关注这一事件的同仁，对整个事件有个比较清晰的认识。另外，

我们还在本期杂志为大家准备了丰富的关于本届中东 - 东南亚办公耗材展的详细报道，如果您不幸错失了参

与我们本届中东 - 东南亚办公耗材展的机会，那么希望这些报道能给您更多直观的感受，明年和我们一道拓

展这块潜力巨大回报丰厚的市场区域。

总之，您所关注的将是我们继续努力的方向，无论是亚洲再生业所举办的展会还是我们定期出版的杂志和

活动，我们都希望将我们影像耗材后市场领域的声音和观点，散布到尽可能广泛的角落，让更多的人认可和接

受影像耗材可再生循环使用的环保理念。我们也欢迎您把您对相关事件的看法和观点，以及对我们的要求和建

议与我们分享。

执行编辑刘师同

Message from the Publisher




随着互联网的广泛应用，大量的信

息都打扮得花枝招展吸引人们的眼球，

彩色激光打印机、彩色复印机和彩色一

体机成为计算机终端的必备工具。彩色

墨粉变成它们不可缺少的‘汽油’和

‘食粮’。资料表明，全球彩色墨粉年

消耗量在30000吨以上，且每年以20%

的速度增长。我国的年需求量也在3000

吨以上，近3年更以50%的速度飞速增

长。但我国的彩色墨粉主要靠进口，制

造技术和市场价格也被日、美少数几家

厂商所垄断。我国极需要具有自主知识

产权、自主品牌的彩色墨粉。

去年国家科技部颁布了一个10项新

材料技术领域重点项目国家高技术研究

发展计划，即863计划，其中就有聚合

法制造彩色墨粉项目。这对我们打破彩

色墨粉市场的国际垄断，降低高昂的市

场价格，拉动我国相关产业的发展和技

术进步，提高我国彩色墨粉的自主创新

能力和国际竞争力的新举措。

863计划以竞争招标的形式发布以

来，至今没有下文，谁也不知道哪家企

业中标，谁得到了国家支持的1000万元

巨款，但是全国却出现了一个聚合法彩

色墨粉的热潮。有原来是物理法墨粉厂

准备扩建上马化学法生产线的，有原来

只是做某些墨粉原材料而准备新建聚合

法彩色墨粉厂的，还有原来根本就不是

这一行的却因为自己的产品没有市场，

或者为了寻找新项目，或者想向上面要

钱而来此‘一搏’的，于是纷纷赶赴京

城来‘投标’、‘立项’、‘咨询’。

3000吨的国内市场，还不包括潜在的国

际市场，有着极大的吸引力，3000吨彩

色墨粉的国内需求也不是一两家聚合粉

厂所能满足的，必须各相关产业配合、

协作、支援。这是一个难得的机遇，谁

不想试一试呢?

作为一个彩色墨粉的老用户，我

们不是彩色墨粉生产的‘专家’，但我

们用过很多品牌墨粉和非品牌墨粉，干

了这么多年，经验有一大把，多少也算

是个‘行家’。我们可能不会‘做’墨

粉，但是我们会‘用’墨粉，我们知道

哪个好哪个差，哪个便宜哪个贵。面对

当前一片大上聚合法彩色墨粉热潮，谈

谈自己的体会，给过热降点温，可能会

有点用处。

聚合法彩色墨粉有着无与伦比的优

点:溜园的球形，均匀的粒径，均匀的带

电分布，以及低温、无油定影，印品图

像高质量、高分辨率、高清晰度、高层

次，设备节能、环保，使得传统的粉碎

法墨粉相形见绌。记得10年前我们买了

台XEROX A935彩色复印机，复印件明

显和原稿不一样。现在我们随便拿一台

彩色激光打印机，其印品的层次、分辨

率、质感和原稿几乎没有区别。这因为

墨粉品质提高了。聚合法制粉就是化学

法生产墨粉，简称‘化学法’。粉碎法

制粉就是机械粉碎法制粉，简称‘机械

法’或‘粉碎法’，相对于化学法又把

它叫‘物理法’。

一、机械粉碎法

1. 机械粉碎法制粉过程

原料混合 --- 混炼 --- 粉碎

--- 分级 --- 外添加 --- 成品

把好端端的微小粉粒，非要经过混

炼变成大块，再把它粉碎，这种翻来覆

去的重复劳动就是浪费，如果能把这些

微小颗粒的原料，直接均匀的黏结在一

起，成为一定粒径的小球状，这就省事

了。

2.机械粉碎法制粉的优点

历史悠久，设备精良，工艺成熟，

操作安全，易于自动化生产。全封闭生

产线容易环保，质量稳定，成本低廉。

树脂等原料选择范围广。随着各种原始

材料的粒度变得越来越细[纳米级]，搅

拌越来越均匀，混炼设备越来越完善，

粉碎分级设备使粉体颗粒越来越小，收

得率越来越高，机械粉碎法完全能生产

9微米粒径以下的合格墨粉。

3.机械粉碎法制粉的缺点

从理论上讲，各种初始原料在固态

下不可能混合得十分均匀，尤其是对某

些含量仅占千分之几的成分，更无法做

到均匀分散。经过混炼、粉碎后的某些

颗粒单元，总会出现某种原料成分的缺

失。这就使得其中有些墨粉不具备理想

的静电特性、电动特性。因而在复印过

程中‘鱼目混珠’、‘滥竽充数’，于

是出现底灰、掉粉、‘鬼影’，最终被

扫入废粉仓中。机械法粉碎的颗粒大小

不均匀，粒径分散度宽，需要分级，收

得率低，生产效率低。这种粉体形状各

异，流动性差，表面带电不均匀，显影

也不均匀。

二、化学聚合法

1.化学聚合法制粉过程

用助剂包裹各种微粒原料 --- 在

装有特定溶液的聚合釜中搅拌聚合 ---

沉淀清洗 --- 脱水 --- 低温干燥

--- 外添加 --- 成品

在聚合过程中，各种原料以微粒状

投入，成品以微粒状产出，只是成分改

变了，粒径增加了，无须粉碎，节约能

耗。

2.化学聚合法制粉的优点

各种原始材料的微粒，在‘水’

溶液（乳化凝聚法用乳液）的反应釜中

能得到充分的均匀混合，保证每个颗粒

单元含有基本相同[不一定完全相等]的

成分。而助剂的表面张力又保证了合成

的墨粉有相同的球形粒径。这样制成的

墨粉粒径小[5~6微米]，都有几乎相同

的静电特性和电动特性。可以说每一粒

墨粉几乎都能积极地参加到复印过程中

去，印品的质量高，废粉少。因此当先

进的化学法墨粉一出现，马上就因其优

异的特性受到人们的青睐，主机及耗材

生产厂商趋之若骛。

3.化学聚合法制粉的缺点

生产设备和环保设备投资巨大。聚

合法洗涤墨粉用水量极大，每生产1吨

墨粉大约用水100吨，必须建立一个水

处理系统。湿粉的干燥时间长，约需60

小时，干燥设备控温也相当复杂。由于

各种原始材料都必须能被助剂包容，在

溶剂中均匀分散，化学法可选用的材料

范围非常窄。各家的工艺因与所选用的

材料密切相关而千变万化，现在可

试析中国化学聚合法彩色粉的现状与发展珠海易得美工贸有限公司王肖平凡伟

Analysis of the Development and Current Situation of Chemical Polymerization Method’s Color Toner in China




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以买到日本的成套设备，但买不到配方

和工艺。我国第一家化学制粉厂完全用

自制设备，引进国外小试技术，摸索了

几年才达到今天的境界。

三、化学聚合法制粉的发生和发展

1.主机机构的变化催生化学法出世

最早出现的彩色复印机、彩色激

光打印机定影部分都采用外部清洁润滑

系统。为了防止定影辊沾墨粉，使用硅

油、油辊或含油清洁纸进行。如早期的

HP4500、HP color 5。但这种清洁润

滑装置机构复杂、体积庞大，逐渐被内

部清洁润滑所取代。其实这种机理早在

Xerox1027模拟复印机中就出现了，只

是还不成熟，当时使用1027墨粉不用

硅油或清洁纸，也因为单色复印多为覆

盖率很低的文字稿，墨粉用量少，沾辊

并不严重，问题并不突出。这类机器的

墨粉本身含有足够的固体硅油和石蜡，

不需要在定影部位增加其它清洁润滑装

置。但是由于硅油和石蜡的分子量和墨

粉中主要成分树脂的分子量相距甚远，

在机械法混炼中加入的固体硅油和石蜡

在缓慢冷却时常常又会析出，而造成墨

粉‘贫油’，多少还是沾辊。尤其在彩

色复印中，文本多为覆盖率极高的图

片，墨粉用量大时，沾辊现象明显。由

于化学聚合法制粉解决了这个问题，现

在的HP系列所有彩色激光打印机都采

用化学法彩色墨粉，都取消了定影硅油

和清洁纸、清洁辊。

彩色墨粉要求树脂的定影温度低，

才能熔化均匀。多功能机要求机器予

热时间短（零秒待机），也要定影温度

低，这用乳化凝聚法就很容易实现。

2.OEM主机厂商的‘推波助澜’

黑色墨粉比彩色墨粉制作有很多方

便之处，原始材料来源很宽，更不需要

无色透明的树脂，因此既可以加入铁粉

做成单组份磁性粉，也可以做成无磁性

的单组份或双组份粉。由于磁性粉所用

的显影器机构简单可靠，容易实现高速

复印，早期的彩色激光打印机中黑色鼓

粉盒始终‘坚持’用磁性粉，而另外三

个彩色鼓粉盒则不得不用昂贵的非磁性

粉。如HP4500。黑色墨粉比彩色墨粉

便宜，用物理法制作黑色墨粉更比化学

法便宜，在彩色复印中尽可能的采用物

理粉去降低费用是行之有效的。

墨粉和墨水都是上游耗材，可以

避开专利保护，国内很多墨粉厂都能

生产。但是OEM厂商不高兴了，他要

给你改成化学粉，提高门槛，把大多

数兼容耗材厂家拒之门外。彩色墨粉

用化学法有他的道理，但明明是普通黑

色激光打印机，他也非用化学粉，不能

不说是‘别有用心’。例如，不久前推

出的HP系列多功能机P1005、P1006和

P1505所用的鼓组件CB435A和CB436A

就因装入化学粉而相应地缩小了废粉仓

的容积，如果再生时换上普通的物理

粉，虽然也能达到同样的打印效果，

但因物理粉的转印率[约85%]比化学粉

的转印率[约95%]低，废粉仓就会‘溢

出’。于是有的兼容耗材厂就将鼓盒

的废粉仓容积扩大，这样就能使用物

理粉了。事实证明并不是OEM主机只

能使用体积小得不能再小的CB435A和

CB436A鼓组件，废粉仓必须‘瘦身’

才能放进去，而是OEM厂家故意设计成

小废粉仓，只能使用他们的化学粉。

3.一个‘危险的信号’

上个世纪70年代，以日、美几家

实力雄厚的Canon、Xerox、Minolta等

主机厂，率先投入了大量资金和技术

力量，研究开发化学聚合法墨粉。经过

二十几年的磨砺，终于得到设备简单、

技术先进、工艺成熟、成品性能优异的

墨粉，其性价比与粉碎法墨粉相当的聚

合法彩色墨粉。于是他们现在生产的彩

色复印机、彩色激光打印机、彩色一体

机几乎都采用化学聚合法墨粉。OEM主

机厂又可以靠卖化学法彩色墨粉来继续

赚钱了。

其实，化学聚合法制粉的成本很

低！这种技术他们都玩得滚瓜烂熟了，

就因为你不会生产，他就卖高价。于是

上个世纪90年代后期各OEM主机厂先

后改变了墨粉生产模式:将原先向外委托

生产物理粉的方式改变为自己建厂生产

化学粉；或将自己原有的物理粉生产厂

关闭，重新建立化学粉生产厂。自建厂

生产化学粉的主要目的是‘严格保密和

控制技术’，垄断技术，垄断市场。现

在的趋势表明‘各种化学法墨粉的微妙

特征也可作为主机特征之一’。

过去的主机特征主要由所用的感光

鼓特征来决定的，感光鼓厂按主机厂提

出的指标生产供货，但感光鼓厂不受主

机厂控制。感光鼓厂的生产必须是专业

化的、大批量的、兼容的、通用的，这

样才能提高质量，降低成本。同样，过

去主机厂也向墨粉厂提出订货指标，墨

粉厂除了这种专门订货外，还生产各种

兼容墨粉供市场需要。这样主机厂就不

能对上游耗材[鼓、粉]进行垄断。

现在当不同品牌、不同型号的彩色

复印机、彩色激光打印机被严格区分开

来，各种墨粉因故意设置的微小差异而

不能互换时，OEM主机厂不但赚了机器

的利润，还要‘通吃’耗材的利润。很

难想象，当马路上各种品牌、各种型号

的汽车都必须使用本厂专用的汽油时，

世界将会变成什么样子！

四、彩色墨粉不一定非得化学法生产

1.‘大智若愚，另有法宝’

虽然现在 E p s o n 、 C a n o n 、

Brother、Lexmark、Konica-Minolta、

Xerox、RICOH等众多系列的彩色复印

机、彩色激光打印机、彩色多功能机都

开始采用化学法彩色墨粉，但目前市场

上销售的彩色墨粉90%以上还是用物理

法生产的。因为化学法彩色墨粉都被

OEM主机厂商控制用来填充原装鼓粉盒

出售，散装粉目前不可能有化学粉。但

也有一些OEM主机厂他们是‘另类’。

他们坚持使用物理法彩色墨粉，并以

出众的品质傲视群芳。如Kyocera、

OKI、Samsung。难道他们不知道化学

法彩色墨粉好吗?难道他们自己不会做

吗?不，他们另有法宝，起码目前不想

在化学聚合法彩色墨粉上做文章。

众所周知，Kyocera以超长寿命的

无定形硅A-Si感光鼓在复印界独领风

骚，其复印机采用鼓粉分离式的结构，

双组份显影，大容量粉盒，在高速大印

量复印设备中独树一帜。OKI更以LED

曝光系统的页式彩色打印机而引领彩色

打印机、数码复印机[注意，不是激光]

的新潮流。随着LED发光阵列密度的不

断提高，分辨率已经超过现有激光打印

机的1200dpi。这样两家非等闲之辈

试析中国化学聚合法彩色粉的现状与发展续







的佼佼者，暂时还不需要靠化学聚合法

彩色墨粉来提高自己主机的‘档次’。

2.物理法制彩色墨粉的可行性

众所周知，粉碎法生产墨粉的设备

是由医药、化工、冶金等历史悠久行业

的设备演变、传承下来的，随着对墨粉

要求的不断提高，设备日臻完善。德国

的阿尔品，日本的细川都有成套设备，

其中的搅拌机、混炼机、粉碎、分级机

国内也有生产，上海化工三厂、沈阳航

空的价格只有进口价格的三分之一。为

了提高彩色墨粉质量，用往复螺杆、行

星螺杆代替现在的双辊同向螺杆混炼设

备可以大大提高原料的混合均匀度；用

混炼后的快速冷却装置可以有效地减少

墨粉中的固体硅油和石蜡析出；用先进

的流化床粉碎设备，或大流场、加重分

级轮式分级机，大大缩小了粉体的粉碎

粒径[可到6~7微米]，缩小了分散度，

提高了收得率；过去用多次反复分级

来获取微小均匀粉体的办法使制造成本

提高。现在采用两级或多级分级设备同

时去除粗粒子群和微粒子群，降低了成

本；用喷雾干燥器对墨粉吹热风使楞角

熔融，或在气流中反复碰撞磨去棱角，

使墨粉球形化的各种设备市场上已有出

售；用电场分级机分出反极性、电中性

和弱电性的墨粉，提高墨粉带电均匀

性；经过这一系列设备和工艺的改进，

物理法彩色墨粉几乎接近化学法彩色墨

粉了。

3.物理法制彩色墨粉的经济性

机械粉碎法制粉设备和工艺都很成

熟，当年建成即可试生产，第二年批量

生产。年产1000吨的彩色墨粉厂，投资

超不过3000万元。

而化学聚合法设备则没有定型，

各有各的一套，例如 X e r o x 、 H P 、

Konica-Minol ta采用乳液聚合法，

Canon、RICOH采用悬浮聚合法，即使

同是一种方法，不同企业技术路线也不

同。甚至同一企业同一技术路线，对特

定型号的打印机、复印机也必须使用特

定配方的墨粉。因此，不同公司的墨粉

在不同公司的机器上基本不兼容。在这

种情况下买设备是不带工艺和配方的，

顶多卖你个小试数据。兴建一个年产

2400吨的化学聚合法墨粉厂约需要美

金6.3亿元，2年建成。如果以前有中试

的基础，试生产可能快点。但所选用的

每一种原料、助剂、溶液的搭配，反应

温度、速度的选取，都要经过实验。由

管道、罐体、阀门、搅拌器、压缩泵、

干燥箱组成的‘硬件’很简单时，控制

它们的‘软件’就不简单，没有能掌握

这技术的人，光有雄厚的资金也不行。

物理法彩色墨粉每吨不超过人民币20万

元，化学法则要到50万元以上。

目前，国内化学聚合法制彩色墨

粉有2家:宁波佛来斯通新材料有限公司

2007年试投产，产能400吨。无锡美灵

数码科技有限公司2010年投产，产能

100吨。机械粉碎法制彩色墨粉也有2

家:广州科密化学有限公司和无锡佳腾磁

性粉有限公司，产量不详。据悉，武汉

宝特龙信息材料有限公司正准备从日本

引进产能千吨级的机械粉碎法彩色墨粉

生产线。估计在今后两三年内我国中低

档彩色墨粉基本能够自给。

4.化学聚合法彩色墨粉的‘必要

性’

人类肉眼能观察到物体的分辨率，

黑色是600dpi，彩色仅300dpi，都比

目前激光打印机、数码复印机的所能达

到的1200dpi低很多。作为办公用的硬

拷贝，没有必要象印刷用的母版、照片

用的底版那样高的精度和分辨率。制作

大街上的广告顶多用300dpi喷绘机就

足够了，盲目去追求小照片那样的效果

是没有意义的，只会误入歧途。因为，

银盐摄影的分辨率是分子精度，用来制

版，工人需用显微放大镜来检查。现在

的数码相机可达1000万像素，分辨率

约3000dpi，用来照相，应付肉眼足够

了。这时必须用彩色喷墨打印机来出照

片，用彩色激光打印机不行，你不要责

怪粉碎法墨粉不行，机器本身就只有这

个分辨率。猫逮老鼠，狗看门，各干一

行。将来有一天可能设计出那样高分辨

率的激光打印机，高分辨率的墨粉肯定

就有了，或许根本不用这种形式的墨粉

了。

如果说粉碎法墨粉由于成分不同、

形状不同、粒径不同、表面电量分布不

同，在显影过程中的静电力和电动力只

是宏观统计数据，其中必然有一部分先

天不足的墨粉没能有效地参加工作，最

终被清扫出局。那么聚合法墨粉则由于

圆球形状、粒径相同、成分基本相同、

表面电量分布相同，每一个墨粉都能投

入到复印中去，几乎没有废粉。这时微

观统计数据和宏观统计数据基本相符。

这就是物理法和化学法的区别。

自然界中‘纯净’是相对的，不纯

净则是绝对的。根据不同的用途使用不

同的东西，才能物有所值，物尽其用。

如果你把‘试剂用’酒精用在工业上，

岂不大材小用了?对于某种办公用品，

不厌其烦地、不计成本地去追求那种

‘完美’，达到那种‘境界’，是否值

得?是否有意义?对于广大的普及型用户

和商业生产型用户，稳定的质量、低廉

的成本才是最重要的。

这就是这篇文章的初衷，化学聚

合法彩色墨粉要上，机械粉碎法彩色墨

粉也不能丢。从量变到质变，说不定有

一天由于工艺和材料的改变，人们会创

造出一种全新的既好又便宜的彩色墨粉

来。

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

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

试析中国化学聚合法彩色粉的现状与发展续







日前，在印度尼西亚首都最大的

会展中心雅加达展览中心，为期三天的

2010中东-东南亚办公耗材展正式落下

帷幕，这也标示着由亚洲再生业杂志主

办的中东-东南亚办公耗材展在首次移

师雅加达后获得成功。本届展览会自7

月14日至16日与印度尼西亚当地最大

的IT电脑展览Festival Komputer同期联

合举办，吸引了包括中东、欧洲、北美

以及东南亚周边新加坡、马来西亚、菲

律宾、印度、泰国、澳大利亚以及印

度尼西亚当地的超过2000余名观众参

观。展览会囊括了墨盒、硒鼓、色带、

相片纸、复印纸、墨水、墨粉、灌装注

墨机、墨粉生产线、连续供墨系统、空

盒、复印机、打印机配件、复印机配

件、版纸、油墨、MPS服务技术等一系

列涉及办公耗材各个类型的特色展品，

同时有来自复印机、打印机以及大幅面

等不同领域的生产商和经销商，极大的

丰富了本届展览会的内涵和规模。

印度尼西亚市场潜力巨大，东南亚耗材

产业值得深耕

通过本届的中东-东南亚办公耗

材展，许多参加本次展览会的影像耗

材企业纷纷表示，印度尼西亚市场潜

力十分巨大，未来发展前景将非常可

观。印度尼西亚作为东南亚地区国土面

积最为广大（全国陆地面积1,904,443

平方公里，共有一级行政区 3 3 个，

包括雅加达（Jakar ta）首都特区，

日惹（Yogyakarta）和亚齐达鲁萨兰

（Nangroe Aceh Darusalam）2个地方

特区，以及30个省，人口最为众多的国

家（印度尼西亚总人口约2.22亿（2006

年预测值），是世界第四人口大国），

已经成长为东南亚经济发展最为迅速的

国家之一，是东盟自由贸易区最大的经

济体。而对于影像耗材行业来说，印度

尼西亚自2003年起已经超越新加坡成

为东南亚地区硬拷贝设备最大的进口国

家。正如本届展览会展商之一Copytron

Technologies Pte Ltd公司陈董事长所

说，仅其一家公司在印度尼西亚当地月

碳粉的销售额就超过3万吨！而且，印

度尼西亚的耗材市场是典型的输入型的

市场， PT. Kharisma Pelita Abadi 公司

总经理Elang Owen对此就表示：“得

知本届中东-东南亚办公耗材展将在雅

加达举办我十分高兴，我们将无须远处

劳碌就地取材，在

展商处就可以找到

我们更合适的供货

资源。”

而印度尼西亚

巨大的市场潜力还

同样表现在其本地

制造产业和供应企

业相对薄弱，而代

理商和分销商队伍

则十分庞大。事实

上本届展览会上许

多制造企业就携手

印度尼西亚当地的

代理企业联合展出，既方便企业更加

直接和详细的去宣传和介绍产品以及

服务，更有利于吸引更多的客户。如

EOP21公司和其印度尼西亚当地的代

理商PT.MITRA CIPTA MAKMUR公司

的联合展出，就赢得了十分好的效果，

在展览会现场造成了不小的热度和关

注，而EOP21公司利用本届展览会推

出的最新产品也得到了不错的反响。而

Megalaser公司也采取了同样策略，在

三天的展览会期间，其展位始终十分热

闹忙碌，相信其回报也会十分丰富。

而作为印度尼西亚当地的知名企业

MIT公司，给予了本次中东-东南亚办公

耗材展以巨大的帮助和支持。在展览会

期间MIT公司积极扩大企业的影响力，

寻找来自国外的合作伙伴，其独具优势

的当地企业背景随着大量参与本届展览

会的企业对印度尼西亚当地市场的重视

度提高，而更显得别具一格。

展会规模再度扩张，东南亚地区影响力

不断加强

本届中东-东南亚办公耗材展从筹

备伊始就大力开展展览会的宣传和推广

2010印度尼西亚中东-东南亚办公耗材展成功闭幕

EOP21公司与PT.MITRA CIPTA MAKMUR公司在本届展会上

Bravo! RechargExpo Southeast Asia 2010




工作。先后在行业内的多次不同区域的

展览会上进行了大规模宣传，使得本次

展览会的信息深入到整个影像耗材行

业内部各个角落。知名的耗材经销商

Oliser公司就是被中东-东南亚办公耗

材展的宣传活动所吸引，率先强势加盟

本届展会的印度尼西亚当地企业之一。

Oliser公司在本届展览会上推出了公司

主打产品以及服务，赢得了广泛的关

注，许多企业和观众纷纷与其接洽咨

询，成为本届展览会上一大亮点。

本届展览会在之前新加坡展览会3

年连续成功举办的基础上，再次上升到

了新的高度，展商规模近150家，其中

除了来自印度尼西亚当地公司之外，来

自印度、新加坡的企业、以及来自马来

西亚、台湾、香港、澳门、美国等国家

和地区的公司和企业构成了本次展览会

的海外展商团队，而来自中国大陆的企

业则扮演了主要角。这也从侧面说明了

本届展览会的国际吸引力优势已经逐渐

形成，区域地域特色逐渐突显。

丰富多彩的展会安排，难忘商务之旅

本届展览会为了进一步鼓励印度

尼西亚当地影像耗材行业参与本次展

览会，吸引更多专

业观众，特别举办

展览会门票抽奖活

动，奖品是由亚洲

再生业提供的苹果

音乐播放器。只要

相关观众持有本届

中东-东南亚办公耗

材展的参观门票，

并前往门票背面标

示的 1 0 家参展商

相关展位上参观，

就将有机会获得奖

品。最终来自印度

尼西亚当地的专业观众获得了本次抽奖

的奖励，事后，她兴奋的对我们表示，

她对本届的展览会非常感兴趣，在三天

的时间内参观了整个展览会，并从相关

展商那里获得了样品，感觉收获很大。

她会在随后向自己的公司详细汇报，希

望能够同相关企业开展商务合作。对于

自己能够赢得奖品她感到非常幸运，并

向主办方表示感谢，希望明年展览会还

能在雅加达举办。

同时，本届中东-东南亚办公耗材

展还在7月14日当晚，在雅加达著名的

苏丹饭店举办了盛大的欢迎晚宴，答谢

所有行业同仁对本次展览会的参与和支

持。来自全球影像耗材领域的100余名

专业人士，共同在雅加达美丽的月色下

畅谈交流，享受印度尼西亚当地的特色

风味美食以及表演，共同分享彼此对于

行业的看法和观点，探讨未来合作。

来自美国的知名法律专家Edward O’

Connor也借此机会向大家讲解了在影像

耗材再制造的过程当中所需要注意的法

律问题和关键，同时也分析了近期佳能

对于纳思达以及其他相关企业的控告案

件。

本届亚洲影像论坛（AIF）的演讲

改在了展览会现场，来自Jadi公司的

Chan Yuen Fong先生以及Ink2000公司

Si Si Yu小姐分别为所有观众带来了关

于化学碳粉的分析说明以及对于连续供

墨系统的分析，这两项主题演讲代表了

当前影像耗材领域在研发和和关注上的

两大热点问题。

最终，2010年中东-东南亚办公耗

材展在印度尼西亚落下帷幕，本届展会

代表了亚洲再生业对于东南亚办公耗材

市场的持续关注，同时也为影像耗材企

业提供了一个便捷开放的进入印度尼西

亚市场的平台，当然对于印度尼西亚这

样一个广阔巨大的市场来说，进入和拓

展不可能是一蹴而就的，尽管仍有一些

遗憾和不足，但是我们相信东南亚市场

的巨大潜力和魅力，会成为我们继续将

未来中东-东南亚办公耗材展这一行业

盛事日臻完善的动力。我们也期待明年

中东-东南亚办公耗材展得到您的支持

和参与。




RechargExpo Southeast Asia 于2010年7月14-16日

在印度尼西亚首都雅加达与当地最大的电脑、IT展Festival

Komputer Indonesia同期顺利举行。

我们与富有朝气的主办方团队一同抵达，之前有收到正

在参加畜牧展的朋友的短消息，“Jakarta空中弥漫着丁香的

味道⋯⋯”，对于初次来到异国他乡的我们，好的心情是否

注定一切都会很顺利?!

展会日期是14日到16日，参展企业有100多家，参展的

墨水厂有辽宁精化、嘉兴百川、杭州天堂鸟、东莞印可捷以

及印尼本地的MIT等，连供生产企业-厦门丽彩飞扬也亮相本

届展会。从参展企业的区域划分来看，有来自10家印尼本地

公司、6家印度公司、6家新加坡企业、马来西亚、台湾、香

港、澳门、美国等国家和地区，当然中国大陆企业仍然是主

流，占据70%左右。从参展物品来说，基本上涵盖了打印耗

材所有产品，喷墨类的墨水、连续供墨、墨盒等；激光类的

墨粉、粉盒、复印机鼓盒；针打、热敏类碳带等企业；打印

介质厂商；打印机配件、耗材生产设备等等。

这次展会的展前组织是比较成功的，从参展商来自区

域，展品的类别这些方面说来，对于东南亚地区的观众来说

是在家门口就可以找到供应商的绝好的机会。展前也经常收

到展会方替展商向有效观众发出的邀请邮件。展商能否在一

个展会上取得好的效果，跟参观的有效观众以及展会后期的

潜在效果是有关的。当然一个展商来参展想要达到的预期也

不尽相同，对于做OEM服务的、已经在本地有客户的展商，

是希望通过展会的这个机会来了解客户及本地市场的需求情

况，进一步加深同客户的关系或者协助当地的合作伙伴共同

参展来进一步发展分销商；或者自身品牌有一定优势想来本

地市场寻找新的合作伙伴；抑或初来乍到想借此展会了解下

本地市场情况，看看是否能迎合本地市场需求，哪怕能找到

一个满意的有效客户，都是没有白来。这次展会上，看到本

地有势力的喷墨大亨，他们在各地有很多OUTLET, 他们虽

然没有来参展，展会上却看到他们穿梭的身影。展会上也接

触到了来自中东地区的观众，这真迎合了主办方宣传的“中

东-东南亚耗材展”中“中东”两字，希望下次展会中的“中

东”元素能更多些，毕竟这个地区也是黄金宝地。

展会上也有花絮，一个本地装束的印尼妇女观众，刚

刚从我们展台上索取了墨水样品，不久后就被抽取为展会

幸运观众，获得了一部I POD，我向她竖起大拇指，送去

Congratulation，她兴奋的向我招手致谢。竟然有人将连供供

墨产品改装的更加奇特，连供的外置瓶用饮水机水桶改装，

在现场进行打印演示，吸引了众多观众，这是展会的一个亮

点。注墨机产品一向是中国公司的强项，一家本地再生厂商

强势推出多款、多系列注墨机产品，也引来了众多围观询问

者。这些，恰恰说明，喷墨市场推陈出新，前景仍然广阔。

一方面东南亚市场临近中国，与广东地区货物运输与

信息沟通比较畅通，因此市场竞争十分激烈，高中低价格的

墨水都很多，特别是连续供墨产品竞争的好像比中国的更激

烈，除了本地有了墨水工厂，国内的连供空套件厂也有在当

地设立工厂。这次展会有几个墨水厂没有参展，据说因为他

们在当地市场比较稳固，这次展会由他们的客户来参加展览

的，因为当地的客户不太希望这些墨水厂再来参展，以免影

响到他们的市场情况，这是一个市场的地方自我保护现象。

展会后我们去了当地的2个电脑市场，一个电脑市场比

较新，布局比较靓丽，是经销原厂的耗材，仅仅看到韩国的

一家兼容墨盒品牌，没有其他兼容耗材产品。另一个电脑市

场比较早，人气比较旺，了解了一下，才知道市场如此红火

的背后，竞争也是如此激烈。在国内，连供厂商可以将经销

组装好的整套连供给经销商进行销售，而这里很多竟然摆着

经销的是连供空套件，客户来了后，根据客户要求进行现场

组装销售，并且价格很低，基本上与国内的价格相当，这才

想到展会上一些当地的展商诉说市场是如何竞争激烈。当然

也有客户要做整套连供品牌销售，这使我再次想起，一个成

功的连续供墨厂商，只要将质量做稳定，才能在一个新兴的

市场发展壮大，企业自身才能成为市场的领航者。连供产品

是个技术型的产品，需要使用者掌握一定的技能，不同与墨

盒产品那样简单易用。这令我想起我与当地的客户谈论起，

为什么印尼本地那么多的摩托车是日本TOYOTA的，中国的

摩托车比日本的便宜很多，为什么目前没有能在当地市场站

住脚？他道出了其中的道路，之前中国的摩托车也曾销售很

好，可是后来出现了质量问题，维修跟不上了，就淡出了市

场。而TOYOTA虽然价格高，但是品质稳定，维修服务能够

跟的上去，因此就有了今天的现象，摩托车大队中TOYOTA

是一道风景线。

目前印尼的耗材市场是个输入型的市场，毕竟，其他墨

水厂先入为主，韩国inktec的墨水及广东地区的墨水都是很早

进入印尼市场的。就如雅加达城市，高耸如云的现代化建筑

林立，也有低矮陈旧的房子；有豪华的轿车，也有破旧的公

交车；白天1200万人口的城市，晚上1000万人口，路上摩托

车是一道风景线，城市的繁华与交通的拥挤可见一斑；耗材

市场也如此，有高端，高质量耗材的需求，也有低价格的激

烈竞争。市场需求量很大，就看如何去提供适应市场需求的

产品与服务了。

无限精彩体验，尽在浪漫的东南亚商旅——来自辽宁精化公司的参展体验

王湘军

Wonderful Experience in Southeast Asia





RECHARGEasia

�0

MARKETING / 市场动态


喷墨打印技术必将引发陶瓷打印领

域的新变革。自2009年意大利先进喷

墨技术向中国解禁以来，诺贝尔、斯米

克、冠军等华东企业在今年纷纷推出喷

墨技术产品。广东陶企也开始摩拳擦掌

介入该领域，第一个吃螃蟹的是金牌亚

洲，该公司于今年3月底首推金牌阿凡

达3D喷墨砖，一时风光无限。

很多龙头企业也表示会持续关注该

技术的实际应用，并一致表示该技术的

应用是大势所趋，未来必将席卷行业，

成为打印领域的主流技术。近期一些企

业的举动也印证了行业人士的推测。

欧雅集团

事件

近日从欧雅集团有关负责人处获

悉，近期欧雅集团将召开盛大的新品发

布会。此次发布会的最大亮点是旗下品

牌欧美陶瓷将推出喷墨打印系列产品，

此举预示着欧雅集团将成为广东陶企中

较早使用喷墨打印技术，并推出该类产

品的实力企业。

实力

作为有10年发展历程的老牌实力企

业，欧雅集团旗下有7个品牌，其中，

欧美、奥米茄、金欧雅等品牌在业界拥

有良好的口碑，其终端渠道也有不俗的

实力。

从研发和生产实力而言，欧雅集团

在业界具有一定的代表性，其拥有四大

产品研发、生产基地，分别是位于佛山

市南海区小塘镇于1998年投产，占地

250亩的小塘生产基地；位于广东清远

市源潭镇于2002年投产，占地500亩的

清远生产基地；以及2006年位于肇庆市

金利工业园占地300亩在建的肇庆生产

基地；位于江西高安将于2009年投产，

占地1000亩的生产基地。这些生产基地

从产能上为欧雅引领技术革新提供了实

力和信心。

影响

有关业内人士说，欧雅集团投资应

用喷墨打印设备是一个强有力的信号，

说明业界有很多企业已经悄悄地购买和

使用了该设备，只是目前多数还处于调

试阶段，不过很快将有一大批产品量

产，到时候喷墨打印技术的应用范围将

更加广泛。

唯美集团

事件

5月25日，广东唯美陶瓷有限公司

在江西丰城市的第二个投资项目正式签

约，签约资金达19.5亿元。2007年6月

唯美集团已在该市投资16亿元，用于建

设陶瓷生产项目和赣江货运码头及货运

中心项目。据悉，此次唯美集团在丰城

和美陶瓷生产基地追加陶瓷生产项目总

投资8.5亿元，将主要用于投资生产线

项目新上喷墨打印新设备。

进展

据唯美集团相关负责人介绍，目前

唯美集团的该项目仍处于洽谈阶段，所

以该项目的具体研发和投入细则仍未出

台。但可以肯定的是，此次投入的8.5

亿元项目资金最终流向肯定在丰城和美

生产基地，这也是唯美集团要把江西和

美陶瓷生产基地打造成精品生态环保型

的生产基地的一个重要步骤。

影响

虽然广东已经几家企业涉足喷墨打

印项目，但唯美集团高举高打地介入该

领域在业界还属罕见。

业内人士认为，在唯美集团等业界

龙头的带动下，喷墨打印技术在广东陶

瓷行业的普及速度将大大加快。随着唯

美集团该项目技术的成功推出，我们也

可以预见江西和美陶瓷将成为唯美公司

高端产品的重要生产基地。

相关阅读：

喷墨打印技术在国内外的应用情况

2 0 0 9 年广州陶瓷工业展上，意大利

SERTAM公司首次在欧洲以外的地方展出PINK

系列喷墨印刷机。

目前，欧洲等国家已有200多台喷墨打

印生产设备投入生产。

诺贝尔在今年初采用意大利Kerajet数码

喷墨印刷系统，率先推出数码系列产品，成

为国内第一个尝鲜的企业。

3月29日，冠军推出了辊筒印花和喷花

打印一体的皇品数码系列。

3月30日，斯米克推出采用德国—意大

利合作技术INK-CID数码喷印系统生产的釉抛

砖、致臻幻彩两大系列产品（这两款产品据

描绘精度最高可达924dpi）。

3 月 3 0 日金牌亚洲采用意大利进口

NEWTECH喷墨印花机推出的国内首款3D数码

喷墨立体砖，成为广东陶企首家推出喷墨打

印产品的企业。

喷墨打印技术应用必将引发新的高潮The Technological Application of Inkjet Printing Will See a New High Tide


RECHARGEasia

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RECHARGEasia

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在办公自动化的今天，打印机、复

印机等设备在日常办公中起着不可或缺

的作用，但对于这些办公设备而言，它

们只会帮助你处理事物，而不会直接产

生效益。而用户在选购办公设备的时候

不得不想到办公费用增加和设备折旧，

然而办公设备租赁这一行业的兴起就一

举解决用户的烦恼，但对这个行业不熟

悉的朋友，当然是不知道如何选择，在

买与租之间徘徊。下面，我们就把对办

公设备租赁的见解与大家分享，为您提

供参考。

购买办公设备要考虑的问题

办公费用不断增加

无论是打印、复印机还是传真机，

只要你购买它使用它，就需要不断的消

耗使用，购买耗材，办公费用会随着用

户的使用次数的增加而上升。所以，很

多消费者在选购的时候总会多搭一句，

这个耗材多少钱啊？就是担心办公费

用。

设备日常维护

当办公设备使用时间久了，就会出

现故障，这一点都不稀奇。而用户则需

要支付设备的维护费用和更换零配件费

用，设备使用得越久出现故障的频率会

越高，维护的次数就会越多。

设备折旧

打印机、复印机、传真机等办公设

备一般使用3-5年，就需要更新升级，

而用户面对设备折旧是不可避免的，这

也是对成本的一种增加，这是购买办公

设备不可避免的。

对于一些不熟悉办公设备的朋友来

说，一但购买的办公设备后，才发现它

并不能满足你工作的需求，要考虑换机

并且重新购买，淘汰原有机器，这样就

会增加固定资产费用，造成资源浪费，

还会让工作效率降低。

办公设备租赁

所谓的办公设备租赁就是由合资质

的租赁公司向企业机关单位提供符合它

们要求的办公设备，而在办公设备使用

过程中所产生的所有费用，包括成像卡

盒、加碳粉、设备维修、日常保养等都

是租赁公司负责，用户只需交纳一定的

押金和租用费即可，换句话说，就是只

要租用办公设备，所有的问题都只需要

打个电话交给租赁公司就可以。

有些朋友会问：我自己对办公设

备都不了解，都不清楚什么样的办公设

备适合，那该怎么办呢？专业的租赁公

司会根据企业机关单位对办公设备的使

用及需求情况，综合各方面因素作出考

虑与评估，让用户清晰了解知道如何改

进操作方法，减少费用的必要及可能，

并且通过对产品、技术、售后服务等了

解，为用户制定最适用的方案。

租赁办公设备的好处

降低资产管理成本

租赁办公设备的朋友不需要承担购

买设备的费用，没有设备折旧问题，也

无需担心办公设备老了之后的处理。

减少开支

租赁办公设备跟购买相比，大约能

节省30%的费用，同时，用户无需承担

不可预见的费用，例如耗材更换、维修

费用等。还可以根据自己的实际情况变

化来升级，不需要再投入金钱。

使用灵活

当企业在不断的壮大发展，对办公

设备的使用需求自然是增多，这个时候

如果是购买办公设备的朋友就不得不重

新购买或增添办公设备，这无疑是增加

了开支。而租赁则可以根据用户的需求

变化，更改租约内容和条款，并能够为

用户评估几个月甚至几年将要发生的费

用，做到精确的预算，也可以根据用户

实际要求更换设备。

量身定做方案

租赁公司能够根据用户的实际需

要，贴身设疑出一个使用高性价比的方

案，细化到设备的特征、数量、具体租

金、结算方式等。

服务

服务无论你是购买还是租赁都是必

不可少的一环，一个周到、快捷的服务

自然能够受到消费者的青睐，更容易赢

得市场。租赁公司能够从评估到方案制

定、签约、设备的到位、使用维护等每

一个环节入手，提供专业的指导，免除

后顾之忧。

从以上可以看出，办公设备租赁为

何能够在激烈的市场竞争中占据一席之

地。租赁这种方式的出现，能够给企业

带来更多元化的选择，无论是从成本、

使用和服务等角度来看更容易被接受。

办公设备的购买与租赁哪个更划算Office Equipment: Purchase or Lease?


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GLOBAL FORUM / 全球论坛


Bloomberg新闻网站昨天公布消息称，佳能公司之前已

经向美国国际贸易委员会提交了对于其专利技术的侵权索

赔。佳能指控包括纳思达公司在内的中国、香港和美国等打

印机成像卡盒生产商，在生产过程中对其专利权进行了侵

害。

佳能认为由Ninestar公司以及其在中国及香港等地下属9

个企业，以及10个美国公司制造销售的打印机墨盒，侵犯了

佳能公司两项专利。佳能公司是全球最大的相机及办公设备

制造商，他要求美国国际贸易委员会在华盛顿停止进口和销

售所有在佳能和惠普打印机上使用的的墨盒。此外，佳能在

向美国国际贸易委员会提出申诉的同时，也通过纽约联邦法

院向以上几家公司提起民事诉讼。

佳能所指控的公司有：

1. Ninestar Image Int'l, Ltd.

2. Ninestar Technology Co., Ltd.

3. Ninestar Management Co., Ltd.

4. Zhuhai Seine Technology Co., Ltd.

5. Seine Image Int'l Co., Ltd.

6. Ninestar Image Co., Ltd.

7. Ziprint Image Corp.

8. Nano Pacific Corp.

9. Ninestar Tech. Co., Ltd.

10. Town Sky, Inc.

11. ACM Technologies, Inc.

12. LD Products, Inc.

13. Printer Essentials.Com, Inc.

14. XSE Group, Inc.

15. Copy Technologies, Inc.

16. Red Powers, Inc.

17. Direct Billing International, Inc.

18. Compu-Imaging, Inc.

19. EIS Office Solutions, Inc.

20. 123 Refills, Inc.

据了解，该专利投诉内容涉及到相关墨盒内的感光鼓以

及连接到打印机的方式。感光鼓能够使激光束扫描整个成像

辊，并将要打印的图象与分散的弹粉相匹配，并暂时存放于

相关设备上。

欲了解更多详细内容，请访问我们的网站：


佳能就专利权控告纳思达及其他相关企业

Canon Files Patent Complaints Against Ninestar and Others


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在喷墨打印机的打印技术中，主要

有两类，一类就是以爱普生为代表的微

压电打印技术；另一种就是以惠普和佳

能为代表的热喷墨打印技术。无论是采

用哪一种喷墨打印技术，打印头堵塞现

象几乎是不可能避免的，而厂商的解决

方法是，在每次打印机进行工作之前会

进行打印头的冲洗，墨盒内的墨水本来

就稀少而且原装墨价格昂贵，这冲洗打

印头的成本究竟应该谁来负担呢？从现

在各大品牌的喷墨打印设备来看，冲洗

打印头浪费的墨水成本仍然是由消费者

在负担？这是非常不合理的事情。

喷墨打印机冲洗喷头该谁埋单？

从一次喷墨一体机测试中发现的秘

密，利盟S408喷墨一体机，在安装完打

印头和墨盒之后，墨水容量就下降了约

十分之一，手动冲洗一次打印头的墨水

消耗量也较大。

校正完成打印头之后墨盒墨水容量

喷墨设备的墨水系统包括两大类，

一类是打印头与墨水盒分离式设计，另

一类是打印头与墨水盒一体设计，前者

常见于中高端喷墨设备或者是商务喷墨

设备，打印头的寿命较高，后者常见于

中低端喷墨设备中，每一次更换墨盒，

连打印头一起更换，虽然最大限度保证

了打印头不出现堵塞，但是更换墨盒的

成本相对较高。

头水分离设计的喷墨打印头

从成本角度考虑，似乎头水分离设

计的耗材比较便宜，用户更换墨盒不需

要支持打印头的成本，但是当打印头出

现堵塞或者损坏，更换打印头也需要一

大笔开支，例如爱普生R230喷墨打印

机的打印头售价高达800元，相当于机

器采购价格的五分之三。对于用户，这

也是后期维护成本的一部分。

头水分离与头水一体的区别

经验告诉我们，“头水分离”设计

的打印机一般是使用6—7套墨盒后就

应该更换新的打印头了，否则就会越来

越多地出现“堵墨”现象，影响打印质

量，而且还会浪费大量的墨水冲洗打印

头。而对于使用“头水一体”的热喷墨

打印机来说由于每次更换墨水的同时都

一起更换了打印头，这样实际上对打印

机来说就等于换了一台新机一样。对于

“头水分离”打印机就打印头的单个成

本来说比“头水一体”打印头成本要高

很多，更换一个打印头的成本大约是整

机成本的50%左右，这主要是因为使用

压电技术的打印头其每一个喷嘴的成本

比较高。

头水分离设计的喷墨打印机

“头水一体”的打印机相对“头

水分离”的打印机而言，喷墨头不容易

堵塞，而且由于是一次性的喷头，所以

是常换常新，在使用的整个过程中，喷

墨嘴始终都会处于一个良好的工作状态

下。所以“头水一体”的打印机可以通

过简单地更换墨盒就可保证得到满意的

打印效果，大大降低了打印机维护的成

本和难度。换句话说，厂家有意设计成

这样的免维修方案：当用户有可能感觉

到打印质量下降时，墨盒中的墨水几乎

已经消耗殆尽，此时更换一体化墨盒，

既能够提供充足的墨水，又顺理成章地

更换了新的打印头，从而了保持稳定的

打印质量。

打印头与墨盒一体式设计的耗材

而“头水分离”的打印机的喷嘴多

采用机械震动（如压电技术）的方式来

喷出墨滴，再加上每次只更换墨盒不换

喷头，更换多次打印墨盒后，随着打印

量的增加，不但容易堵塞，还会因为机

械耗损方面的原因导致打印精度下降，

再加之喷头驱动电路板和喷头装在一

起，造价较高。

无论是“头水分离”还是“头水一

体”设计的打印头，在打印机每次重新

开始工作之前，使用过喷墨打印机的用

户都有这样的感受，打印机会自动进行

打印头清洗，这个过程中会消耗一定量

的墨水，而冲洗打印头的墨水并不会打

印在纸张上，仅仅是为了保证打印头的

正常工作而必要的过程。

这部分冲洗打印头消耗的墨水不应

该让消费者买单。

喷墨打印机冲洗喷头应该厂商埋单

为什么会得出这样的结论呢？首

先，消费者在购买打印机时已经花了

设备采购成本，而为了打印还要购买

墨盒等耗材，墨盒内的墨水应该全部用

于文档或者照片的打印，可惜实际情况

却并非如此，有相当一部分墨水是用于

打印头的日常清洗浪费掉，这些成本仍

然是由消费者在承当。虽然我们无法准

确计算出，每次打印会有多少墨水浪费

在喷头的清洗上，但是这个比例绝

喷墨打印机冲洗喷头该谁买单？

爱普生双黑墨水盒独立墨盒

Rinsing Inkjet Printer Nozzles: Who Pays the Bill?


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对超过了十分之一。假设一套墨盒售

价200-400元，按照十分之一的成本也

在20-40元，对于消费者尤其是个人用

户，长期积累下来，也是一笔不小的开

支。

另外，我们来分析打印机为何会

冲洗打印头呢？首先是工作前的自动冲

洗，消耗的墨水较少，主要是为了保证

打印头内墨水充足，从而保证打印品

质，同时也防止打印头堵塞的情况。其

次是用户进行手动冲洗打印头，这种

情况一般是打印头已经发生了堵塞，这

种方式消耗的墨水较多。无论是哪种方

式，这是由于喷墨打印机的原理和打印

头的结构所造成的，虽然经历了多年的

技术研发和创新，打印头堵塞的比例大

大缩减，但厂商还是不能保证喷墨打印

机在长时间不使用的情况下打印头不堵

塞。所以，从技术角度来讲，冲洗打

印头消耗墨水一定程度上是由于产品结

构和设计问题，并非由于用户的原因造

成。所以从打印头堵头本身来看，冲洗

打印头消耗的墨水成本也不应该由消费

者承担。

佳能820、821五色独立墨水盒

再就是消费者使用耗材是为了得

到相应的打印文档和照片，而冲洗打印

头消耗的墨水本可以打印更多数量的文

档，现在却白白浪费掉，然而依然计算

在耗材成本里。这是不合理的。

我们建议:在技术创新不能保证绝

对不堵头的前提下，冲洗打印头的墨水

应该由厂商来埋单，例如增大墨盒墨水

容量，其中部分墨水就是专门为冲洗喷

头而准备的，而该项成本不由消费者承

担。另外，进一步降低耗材的成本，让

冲洗打印头消耗的墨水成本降到可以忽

略不计的程度，这样也是对消费者一种

支持。

现状是几乎没有一个厂商在这样

做，主要品牌有惠普、佳能、爱普生、

利盟、兄弟，这些品牌的产品依然在

保证利润最大化的同时，一定程度上加

大墨盒墨水容量，但是并没有真正替消

费者着想，将冲洗打印头的成本包含在

内。所以，我们寄希望以后厂商能更加

重视中国消费者的实际需求，从而推出

合理解决方案，使用户减少成本支出，

减少打印机出现故障的频率。

喷墨打印机冲洗喷头该谁埋单？续

2003年，柯达实施了重大战略转

型——“全力进军数码领域”。七年过

去了，变革中的柯达人说，他们每一步

都走得明确而坚定。2003年，数码业

务在柯达全部营业收入中占比例不足

30%，如今，柯达的产品线上有超过

75%的数码产品。七年中，柯达的数码

业务保持了超过10%的年增长率，2009

年数码业务增长12%。如今柯达年轻

化，数码化，业务上的成功转型，使他

们从容拥有未来。

从B2C到B2B

目前，柯达产品可分为面对消费

者和面对商用市场两部分，也就是B2C

和B2B业务。两大业务分别由整合后

的两个团队运营——CDG与GCG，即

消费数码影像集团(Consumer Digital

G r o u p ) 和图文影像集团 ( G r a p h i c

Communications Group)。在B2C领

域，柯达提供数码相机、数码相框、数

码摄像机等产品，为消费者提供“发现

精彩，分享幸福一刻”的数码感受。在

B2B领域，柯达的产品分为印前数码制

版机器和版材(CTP)、数码印刷、工作

流程软件、商用扫描等部分。

在激光数码印刷(静电数码印刷)领

域，柯达主要占领高端市场。在喷墨数

码印刷上，发票、彩票等可变数据印刷

上占据着中国的绝大部分市场。除黑白

喷墨产品之外，柯达还拥有彩色喷墨印

刷机产品，主要用于银行等机构的账单

印刷。目前柯达重点推广的“Stream”

喷墨数码印刷技术，更以其低成本、高

效率可与胶版印刷媲美，改变传统印刷

产业的格局。

CDG和GCG两大业务之外，柯

达还承载着传统业务，（FPG Film &

Photo Group，胶片产品集团)，在娱乐

影像领域，为专业摄影人士提供服务，

包括摄影师、摄影记者、影楼及专业冲

印店等。

技术突破 = 市场占领

数码印刷是目前柯达B2B业务中增

长最快的一部分。在印刷领域传统印刷

必须达到一定的数量才能起印，有起印

量的限制；一般的数码印刷较比昂贵，

成本是传统印刷的10倍以上。这两个问

题困惑着人们，柯达经过数年的探索，

使用 Stream核心喷墨技术，把这两个

困惑的难题，有效地解决了。

1.喷墨数码可大批量印刷

用Stream喷墨数码不仅可以大批量

连续印刷，还能实现可变信息印刷。技

术上提高了印刷分辨率，使成像品质更

精美，在印刷速度上也取得突破，能达

到200米/分钟，印刷7000份以下成品，

效率和成本胜过传统胶印，这是目前行

业内激光类和喷墨类产品都无法比拟

的。

2.采用了颜料墨水，解决介质瓶颈

介质一直是困扰喷墨印刷技术的

一个瓶颈，它对喷墨印刷有一定的限制

性。Stream技术很好地克服了介质适应

性的问题。Stream采用了纳米级的颜料

墨水，可以在所有商业印刷纸张介质上

印刷，从45gsm到300gsm，从各种涂

布纸到非涂布纸，不管是通常印书的胶

版纸，还是杂志印刷的铜版纸，都可以

运用Stream喷墨技术来印刷，应用范围

非常广泛，从介质的角度，也成功

解析柯达成功转型

Analysis of Kodak's Successful Transformation


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地拓宽了数码印刷的市场。

3. 低成本高产能的数码印刷

从成本、介质适应性、印刷品质和

产能的各个方面，Stream都可以与传统

印刷相比拟，因此被称为“胶印级的数

码印刷”。Stream是传统印刷跟数码印

刷两种技术优势的结合体。它既保持了

数码印刷的灵活性，又把传统印刷的高

品质、高产能融合了进来。

可变数码印刷，改变了传统印刷格局

采用柯达Stream连续喷墨技术实现

可变数码印刷。它的特点是：

1.个性化：同样的图书，可以做到

本本不同。例如，可以将每本书的封面

印刷上不同的姓名、照片、邮寄地址等

个性化信息。

2.成本小：生产一本书和生产一万

本书的单位成本相差不大。

3.速度快：一个小时就可以把第一

本书交到客户的手上了。

4.网络化：客户在网上订购一本图

书，网上书店看到订单，立刻通知印刷

企业，印厂马上生产一本，读者第二天

就可以拿到。

按需印刷可以极大地适应市场的

变化，并减少印刷行业的纸张浪费。有

了可变印刷，出版企业可印刷少量书籍

投放市场，如果销路好，便可立刻增加

产量，根据客户的需求再版，减少很多

浪费。目前在欧美等人口相对较少的国

家，按需出版已经比较普及。

传统印刷的弊病：据统计，2008年

中国全国共出版图书275668种，其中

新版图书149988种，重版、重印图书

125680种，总印数69.36亿册(张)，总

印张560.73亿印张，折合用纸量131.85

万吨，定价总金额791.43亿元。按照行

业的数据估计，每年约30%左右的出版

量变为滞销库存。2008年一年的新增库

存总量即为39.55 万吨纸张，总计库存

总量约为100万吨纸张。

纸张浪费之外，大批量的图书印刷

还需要大量的库房存放，远程运输也会

造成物流的压力。这些都是困扰目前出

版业的重要问题，传统印刷很难避免这

些问题。

可变数码印刷就会有效解决这些难

题。如果2008年50%的出版印刷采用

按需印刷，可以直接减少滞销库存约20

万吨纸张，节能26万吨标准煤，换算为

碳排放，可减排66万吨二氧化碳。如

果不只是考虑纸张，而放眼于整个出版

流程，考虑到生产、运输、储存环节的

相应减排，则至少可达到150万吨的减

排效果。而这只是就图书出版这一项应

用而言，如果扩展到其他领域，比如包

装、报纸的印刷，节能减排的效果会更

明显。

低碳适应了时代发展的潮流

柯达的喷墨印刷，尤其是Stream技

术，在绿色和环保上有着无可比拟的优

势。

1.首先耗材单一。柯达独有的纳米

级墨水能够保证喷印质量更高、不易褪

色、稳定性非常强，而且兼具环保的优

势。Stream喷墨技术的连续喷墨原理，

可回收墨水循环利用，减少油墨耗材的

用量。

2.非接触式成像方式。Stream技术

采用非接触式高速喷墨成像方式，直接

在纸张上成像，既高效又极其环保;在定

影的方式上，柯达的喷墨印刷采用了红

外烘干，烘干过程只是排放一些热量，

而不会产生废气，本身同样具有相当的

环保性。

3.喷头再利用率高达95%。柯达的

喷墨印刷设备所需的维护非常少，喷头

是最主要的维护元件。柯达喷头的耐用

性很好，一个喷头一般可以连续使用上

千个小时，柯达采用清洗后再投入使用

的方式，喷头的绝大部分元件都继续使

用，是一个循环利用的过程，再利用率

高。

4.柯达开发独特的新型透明干式油

墨，利用压光技术，能提供覆膜级的上

光效果，大大简化了工艺流程，在印刷

过程中不使用油性溶剂，减少了环境的

污染。

5 . 柯达的印刷油墨符合欧盟

AC17025认证标准，适合做食品外包

装。在纸质印刷品的回收中，有一个脱

墨环节，柯达的所有产品，上光印品、

凸印印品，都用现有标准脱墨技术回收

再利用，不仅环节简化，而且带来更高

的利润，也更加环保。

从容拥有未来

柯达经过几年的探索，业务上不断

调整，适应市场发展的需要，开拓了数

码印刷领域，并取得了成功的经验。

柯达每年在研发上投入大量经费，

即使在战略转型时期⋯⋯这是他们能够

始终保持技术领先的一个重要原因。当

同行都在疲于应对各种标准的时候，他

们早对产品提出了高于同行标准的要

求；在同行一味发展激光印刷技术的时

候，他们就把大量精力投入工业级喷墨

数码印刷;当同行在低端市场大打价格战

的时候，他们仍然以相对较高的价位锁

定高端市场⋯⋯把这些看似散碎的片段

联系起来，我们看到的是，一个领军人

正以他特有的自信占领市场，从容设计

明天。

“转型”一词，容易让人误解，认

为进入另一个新的领域，从事不一样的

业务。这是战略决策者和外界分析者的

角度有所不同，对柯达来说，他们的核

心竞争力，恰恰来自他们原有的技术优

势，以往在胶片研发中积累的材料和成

像方面的领先技术，仍然延用到数码领

域，柯达将自己的核心战略定位在“通

过材料科学和数码影像科学交叉领域的

优势创造可持续的增长”，事实上在竞

争对手中，没有哪一个在这两个领域的

技术和知识产权方面可以与柯达匹敌。

柯达转向数码，变化的不过是载体，而

变化中的不变，才是他们成功的真正来

源。

在整合的过程中，柯达采取了“软

着陆”策略，数码印刷中，在印前、数

码印刷、流程管理、数码扫描的几项主

要产品，柯达掌握所有核心技术，同时

相互之间有很好的连续性和互补性，不

同的业务团队充分适应和磨合。整合

后，他们贯穿于整个流程的合作，借此

发掘更多的潜在商机，共享销售成果，

同时也积累了为客户提供全面解决方案

的成功案例，为明天的更好的业绩打下

基础。整合后的柯达，无论从业务的全

面性、灵活性，还是为客户服务的水

平，市场的占有率上，都已今非昔比。

柯达人认为，整合，是成功的；变革，

使他们自信地走向美好的明天。

解析柯达成功转型续


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OEM UPDATE / OEM 聚焦


降低功耗是环保，提高效率是环保，提高重复利用率是

环保，减少排放也是环保⋯⋯

环保涉及到方方面面，从设计到制造，从回收到分解再

利用，从头至尾都有大量的“技术活”，从短期来看，对于

厂商而言只能是吃力但却不太讨好的活，在OA厂商中，目前

彻头彻尾地做这吃力不讨好的事唯有富士施乐一家。

哥本哈根会议上,国务院总理温家宝在《凝聚共识加强合

作推进应对气候变化历史进程》报告中指出：“1990至2005

年，单位国内生产总值二氧化碳排放强度下降46%。在此基

础上，我们又提出，到2020年单位国内生产总值二氧化碳排

放比2005年下降40%-45%，在如此长时间内这样大规模降

低二氧化碳排放，需要付出艰苦卓绝的努力。”　

看另一则消息：

日本经济产业省日前公布的2008年日本能源供求情况

报告显示，虽然经济不景气使能源消费量比上一年度下降

6.8%，但二氧化碳排放量比1990年增加7.4%。《京都议定

书》规定日本在该议定书的第一承诺期，即2008年至2012年

期间，要实现二氧化碳等温室气体的年排放量比1990年减少

6%，超出排放承诺。

在环保方面无论从意识还是技术上我国确实与发达国家

存在着差距。以日本举例，在基础条件优于我国的情况下，

日本的二氧化碳等温室气体的年排放量反增不减，可想而

知，我国在哥本哈根会议上做出的承诺是何等的沉重，背负

的压力显然也不是普通人可以想象的。

环保不仅仅会从道德去约束，相关的条款法规也会相应

地出台，而且控制得力度也会越来越严格，涉及到的面也会

越来越广泛。调查数据显示，制造业占的二氧化碳排放量始

终处于最大，但办公埸所带来的二氧化碳排放量也占据了相

当的比重。相关的制造企业已经有了意识，早就开始针对绿

色环保进行了一系列的举措。佳能、理光、柯尼卡美能达、

夏普这些耳熟的著名办公品牌中，富士施乐不但在理念上，

伴随理念的一系列行动显然走在了OA厂商的最前列。破坏

环境很容易，而治理污染花费的巨额费用阻碍了许多企业向

绿色环保这一方向前行。有的企业迎难而上，更多的则是在

保证自己的盈利前提下尽可能做好。一概将此归为目光短浅

这样或许过于刻薄，毕竟每个企业都会有许多的客观困难存

在，但作为企业对社会的责任，绿色环保必需是尽一切可能

去努力实现的目标。不远的将来，OA产品会加上环保指数

的硬性指标，从生产到出售这整个过程中的二氧化碳排放，

都将被记录其中，而二氧化碳排放量越低的产品会更有竞争

力，甚至二氧化碳排放量超标的产品或许将会被禁止销售。

为什么说富士施乐走在了行业的前列？原因就在三个关

键词：

3R：reduce(废物减量化)、recycle(再循环)、reuse(再

利用)

逆制造

封闭循环系统

3R是理念，逆制造是标准，封闭体循环系统是体系，三

者结合最终会形成资源循环系统，这才是将所有的环保理念

串起来执行的目前最优成果。

“逆制造”是由富士施乐首创的一种生产方式。用富

士施乐总裁的话来说“一家有社会责任的企业，就是要建立

一个完善的‘生产者—经销商延伸责任’体制，让生产商、

经销商有义务对使用过的电子产品进行回收处理再利用，

承担起其‘延伸责任’，倡导一种全新的制造方式——逆制

造。”“逆制造”所强调的是对零部件的再利用，而不是传

统意义上的对原材料的再生利用。也就是说，一台废旧复印

机里的零部件，经过各种清洗、再加工的程序后，被直接使

用到新的产品中去。当然，富士施乐用其坚实的技术能够保

证经过这样“翻新”处理的产品无论在性能、外观还是寿命

上完全可以媲美全新制造的产品。

富士施乐又是如何用自己的“产品”进行再生产的呢？

富士施乐3R标准创建低碳生活

Fuji Xerox 3R standard create low-carbon life


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富士施乐将会回收投放市场经使用过的产品，并将回

收产品全部有效地重新利用，从而产生一种循环。通过不断

地改进技术，不断地增加可重复使用的零部件，以及零部件

的再生利用率。其中回收的设备成为了生产源材料的重要来

源。

回收这一动作会对执行回收的企业产生较大的成本，就

目前而言客户仅仅是通知富士施乐，所有的物流成本完全由

富士施乐承担，而资源再生工厂成为了其中的重大投资，对

于一些无法循环的有害物质将统一送到日本进行处理。就是

这么一个过程，背后所付出的巨额成本让太多的企业不敢轻

易尝试。

可回收利用，大多数办公制造企业都打出了这样的环

保牌，区别只是在于可回收利用率的多少。但真正去做到

“我”的产品，“我”回收并再利用，这与可回收利用完，

但并没有回收利用，显然是两码事情。在此再引用一组数

据：

富士施乐的复印机、打印机和硒鼓进行拆解，将其分

解成铁、铝、透镜、玻璃、铜等64个类别，并通过再生处

理将其转化为原材料，作为新资源进行再利用。复印机、打

印机的循环利用率将达到96%，硒鼓的循环利用率将可达到

99.9%，且能够实电子垃圾“零填埋”“零污染”。

我们需要更多的制造厂商肩负起企业对社会乃至世界的

责任，同时企业在负起这项艰巨责任的同时，相信将来社会

也同样会回馈于企业。绿色环保都将是正确的发展之路。在

此呼吁绿色环保，也算是为世界环境所尽的一点微薄之力。

富士施乐3R标准创建低碳生活续

在打印机市场中,一统天下的惠普,

为世人留下了光辉的业绩,自从1984年

惠普推出全球第一台桌面激光打印机，

开创了激光打印产业,此后惠普一直通过

持续的技术创新,为激光打印产业发展赢

得了广阔空间。13年前,惠普专为中国

市场推出的6L激光打印机产品，使中国

激光打印迅速得到了普及。二十多年来,

惠普在打印市场方面作出了不可磨灭的

贡献,带动了激光打印产业的跨越式发

展。

2010年三星、富士施乐、佳能都

宣布自己在过去的一年中获得了较高发

展，但惠普表现了低调。不可否认,惠普

依然是中国激光打印外设产品整体市场

和黑白激光打印机市场的双料冠军,但竞

争对手业绩的增长,无疑意味着市场老大

的占有率下滑。惠普一直都固守的A3彩

激领域，在2009年第3季度都被富士施

乐超越,期间技术与营销两大阵营的传闻

也让不少用户对惠普产品的质量心生疑

虑。

据最新的财报显示,惠普的商用打印

机出货量也一直呈下降趋势，2010年惠

普遭遇到了极大的挑战。

销量下滑的2009

在2009年的打印机市场中三星、佳

能,还是富士施乐,都超出预期。根据IDC

报告,2009年富士施乐打印机在第3季度

市场占有率第一,达到41.6%。虽说从市

场总量来看,惠普依然排在榜首位置,但

市场占有率下滑依然是不争的事实。

从数据上来看,2009年第二季度,惠

普IPG集团的同期收入就下降23%。打

印机出货量与去年同期相比下降27%,

其中,商用类打印硬件产品出货量下降

36%,消费类打印硬件产品出货量下降

23%。(数据来源:惠普2009 Q2财报)。

虽然总体来看呈一个增长态势,但同比下

降的数值让人心存担忧。

惠普的出货量是怎么了？09年市场

中大面积的产品缺货原因何在？有一种

传闻,由于惠普是向佳能订购激光打印机

引擎,由于去年金融危机的预期错估了中

国的市场形势,惠普在引擎订货数量上出

现了偏差,致使交货后的成品变少。而市

场的发展却并不像惠普想象的那样悲观,

在惠普的打印产品出现了大面积缺货后,

用户不得不转而采购其他厂商的产品。

对于其他打印机厂商来说,2009年

是一个难得的机会。在老大出现问题后,

原本跟随在身后的厂商一个个迎头赶

上。不仅获得了较大的收益,也让更多的

用户认识到了自己的产品。原来打印产

品中不光有惠普的,其他厂商的产品也不

错。用户的选择更多,对于惠普来说,直

接带来的就是销售机会的减少。

徘徊在两大阵营间

在打印耗材市场上，有两大格局的

阵营——营销和技术，惠普属于是营销

阵营的领导者，以惠普为代表的厂商凭

借高频度、大覆盖、立体化、花样翻新

的广告、宣传和推广活动,直接刺激客户

的购买欲望,惠普在广告策略上领先于打

印领域中的任何厂商,渠道的合理建设配

合多样的营销方式，让很多入门用户认

为惠普是打印机的唯一选择。

惠普是营销上的巨人,技术上呢？惠

普扎根在原有的激光产品技术上推陈出

新,从打印机的实质技术的创新上看,

惠普打印业务份额下滑HP's Printing Market Share Declines


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惠普一直没有什么更新的亮点,近一段时

间内也不会有采用类似LED打印这样不

同技术的产品出现。但是消费者购买需

求的转变,且越来越趋向理性化,这无疑

对惠普是一个挑战。

虽然佳能一直在向惠普提供激光打

印机机芯及其它配件。在公开的最新协

议中,表明佳能还将向惠普提供最新的多

功能一体机,包括具备打印、复印和传真

功能的四合一多功能一体机,而且产品的

涉及领域已经不光是产品领域,在文印管

理方案方面也有更深的合作。但我们仍

可以看到的是,不管是0秒预热、还是水

平一次成像,不管是AOAO、还是内置打

印驱动,这些与用户日常应用息息相关的

细节性技术,都是由惠普最先推向给市场

的。

惠普是不是技术派到现在很难界

定。但惠普把技术向用户进行营销,这也

说明了惠普还是有一部分技术研发实力

的,其位于上海的技术研究中心也不断致

力于惠普打印产品的本地化。惠普在打

印机核心技术的开发上,或许不能算是技

术阵营的厂商,但其他产品应用上的小技

术,也是有着不少的。

转型也有难度

2010年春,惠普在北京召开了盛大

的新品发布会。在这次的发布会中,惠

普不光发布了多款面向于中小企业的产

品,同时也对旗下的MPS业务(企业打印

管理服务)进行了大规模的宣传。2009

年与佳能合作的时候,惠普就借此合作推

动企业打印管理服务业务,目前惠普拥有

2400家以上的企业打印管理客户。

现如今,惠普正大张旗鼓地在全球

兜售它的新商业模式,客户无需在打印机

等硬件上投资就能享受到打印服务。新

战略的重点不是卖出打印机,而是提供服

务,比如承揽客户的全部打印工作。“比

起通常的打印成本,企业将打印业务外包

可以省下三分之一的费用。”这就是惠

普正在全球兜售的“成本融冰,积沙成

金”的故事。

与传统的文印管理巨头富士施乐以

及本土的黑马立思辰相比,惠普的MPS

业务在中国市场并不占有太大优势。由

于全球市场的机器出货量呈整体下降的

趋势,而在整个文印管理的市场中,惠普

不过占有仅仅是个位数的份额,综合来

看,惠普在这方面的发展潜力巨大。

全球整体市场在萎缩,2009年自身

出货量下滑。双方面的压力也让惠普不

得不从卖产品转型到卖服务。如同IBM

甩掉PC制造业务全力进军服务业务。

惠普在未来也很有可能以文件管理为主

要业务,可是目前国内市场的依然以机器

的购买为主,文件管理的先进理念短期内

无法普及,面临着如此纠结的市场,相信

摆在惠普面前的,绝对是一道大难题。

危机!小心!

目前,打印机市场越来越细分,大型

企业采购的时候可能更注重品牌,中小企

业会注重价格,个人消费者会更注重价格

以及个性化应用。而惠普似乎不希望放

过每个层次的消费者。对激光打印机产

品线也进行了针对性的细分。惠普构筑

起全系列产品组成的业内最全、最具竞

争力的打印产品家族。但在一片繁荣当

中,却也有些危机不得不让人重视。降

价促销是企业惯用的手段,而且也是弱势

企业通用的竞争法宝。目前惠普的竞争

对手在价格上实现了一定的突破,而市场

的老大惠普面对这种情况为了保持利润

不受损害,在耗材容量上动起了手脚,大

量随机附送的体验装耗材的容量要比市

售标准装的容量少许多。这些已经成为

了竞争对手攻击惠普“不厚道”的主要

证据。

惠普打印类产品出货量很高,即使与

其他厂商故障率相同,出问题的机器绝对

数量也会高于竞争对手。在网络时代,口

碑的力量是巨大的,一旦有一台产品出现

问题,如果在质量控制上不够严格的话,

产品的问题就会像雪片般出现。曾经进

行召回的某些一体机产品就是例子。只

有在产品出厂时的质量控制更为严格,惠

普也才能在避免销量继续下滑的危机。

2010年的机遇

在2010年,随着经济逐渐回暖,不光

是企业对于办公输出的需求有所增加,各

大厂商对于打印市场的预期也是非常看

好。有关数据显示,2010年国内打印机

市场总销量预计将达到1101.3万台,增

长近6%。经济回暖、企业采购成本增

加是打印机销量增长的重要因素,所有的

打印机厂商也都希望能呈现出销量和新

品双涨的势头。

《打印机、传真机能效限定值及能

效等级》国家标准即将于今年上半年出

台。这一绿色准入门槛将对打印机能效

的限定值和能效等级从技术角度予以确

定。按照标准的三级分类法,低于三级能

效限定值指标的产品在标准实施后,将不

得生产、进口和销售。业内人士预估在

这项国家标准出台后,将有近百万台高能

耗打印机面临退市。产品有退市,自然就

会有新的商机出现。不管是兄弟、OKI

和富士施乐的LED技术,还是固守喷墨的

爱普生,就连惠普也用AOAO节能技术在

激光老树上开了新花。各大厂商无一不

以“低碳、绿色”之名直奔环保主题,不

光吸引普通消费者,更希望能够吸引到行

业用户,在市场分得一杯羹。

惠普的打印机业务自从合并康柏之

后曾多次扮演过救命稻草的角色,其销售

额占惠普总销售额的30%,而盈利却足足

占到80%。仅从中国看,惠普IPG在整体

喷墨打印机、喷墨多功能一体机、黑白

激光、彩色激光及图形图像市场都继续

保持了全年市场第一的份额,惠普是“马

太效应”在打印机市场的集中体现,份额

越大者会越来越强,短时间其垄断地位

难以撼动。但经过2009年的市场乱象之

后,惠普打印帝国的冰山一角似乎已经开

始塌陷。

激烈的市场竞争，对消费者来说是

件利好的事情。但是相对于厂商来说,一

方面面临着市场的萎缩,一方面面对着对

手的追赶,无疑是件麻烦的事情。对于惠

普是继续坚持既有策略,还是进行华丽转

身，2010年并不是好过的一年。

惠普打印业务份额下滑续


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三星CLP300系列彩机有些用户在

更换新的粉盒后，仍会抱怨打印色浅、

粉盒没有供粉，究其原因很多并不是更

换的粉盒，而是机器里的成像单元需要

清理。这系列机器的成像单元中集成了

4色碳粉的显影仓，客户更换的粉盒只

不过是个“容器”，碳粉最终都要流到

显影仓中。这个显影仓的状态对于打印

的效果起决定性的作用。一般来讲的色

浅是因为显影仓的刮板上粘上了碳粉，

需要将此刮板拆开做清洁工作。因为此

刮板在成像单元内，拆卸起来较为麻

烦，以下为拆卸过程的图解：

1.取下鼓体的废粉仓部分(向外拉动即可取出)

2.取下鼓体一侧的四颗螺丝(如上图所示)

3.取下另一侧的三颗螺丝(如上图所示)

4.将鼓体旋转，使感光鼓面对自己，取下如上图所示的螺丝

5.轻轻地将右侧的塑料杆向外掰动，左侧的塑料杆向自己的身体方向拉动，即可将鼓芯部分和粉仓部分分离，注意由于感光鼓这部分和粉仓部分有线相连接，不需要拆开;6.水平拿出粉仓注意黄色粉仓和其他3个颜色有一些不同，上面有个塑料的罩子

7.取下粉仓上面的五颗螺丝

8.注意不要将上面的2个铁片弄丢了

9.用一字螺丝刀将金属刮板轻翘起，取下刮板

10.用一字螺丝刀朝一个方向轻轻刮掉刮板刀口上的碳粉，再用棉签蘸酒精清洁刀口11.清洁完毕后，将刮板复位，粉仓装到鼓体里面

12.在复位感光鼓部分和粉仓部分时，注意要将感光鼓部分的卡子对位刀大鼓体的凹槽处，如图所示

SAMSUNG CLP-300 显影仓刮板清洁图解北京莱盛高新技术有限公司王广生

Samsung CLP-300 Doctor Blade Cleaning Illustration


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COMPANY CLOSE-UP / 企业近况透视


北京立思辰科技股份有限公司成

立于1999年，初始于打印设备的零售

商，后公司将传统产业升级，转型为现

代新型的文件管理外包服务提供商，10

年创业、10年发展，2009年，公司凭

借先进的商业模式和高成长性，作为中

国创业板首批上市公司，在深交所成功

上市。公司走上了一条独立的大发展之

路。

一个启示：客户的需要

90年代末，立思辰与所有在市场

上做办公设备的经销一样，天天忙碌于

各个客户之间的订单，供货、送货、取

货，公司几十人，做得热火朝天，利润

很好。

一个契机，立思辰董事长池燕明

接到一份订单，一家大型中外合资企业

要求不仅是订购复印机，同时希望能将

文件输出的相关服务能全部承担起来，

这位清华大学毕业的年轻人感觉到了新

的商机。他意识到客户需要的不仅是我

们供应商的“钻头”，更需要和关注的

是钻孔。也就是说，在打印复印这个领

域，“顾客购买的不仅仅是打印机、复

印机，而是文件处理能力”，池燕明看

到了文件外包服务的商业空间。

经过不断地摸索之后，池燕明开始

将立思辰从销售商转型为服务商，从复

印机的销售，转向直接为企业级客户提

供附加值更高的文件管理与解决方案的

“外包”服务。立思辰在价值链上位于

比大型品牌商更接近客户的地方，因而

也更加了解市场需求。要从当时中关村

“搬箱子”的代理商转型为服务商，立

思辰用了更为灵活的策略，即作为相对

独立的第三方服务提供商，为客户提供

优化组合的各类知名品牌的打印复印设

备。另外，池燕明也认为开拓市场应该

由上而下，从各行业的高端大型客户做

起，通过大型客户的口碑和品牌效应向

其他企事业单位渗透。

据国际外包协会统计，世界500强

企业中，有85%以上采用文件外包服

务，每年可为公司节约文印的成本15%

至20%。在中国各机关企业事业单位采

用文件外包服务的不足5%，这里面有

很大的可开拓市场。

一个理念：客户的满意

“没有客户，就没有市场。对于立

思辰，客户的关注点比任何一句座右铭

都重要。”这是立思辰公司打开市场的

一条原则。

文印管理外包服务，就是根据客户

的需求，向客户提供办公文印系统的专

业咨询与整合优化设计方案，提供或调

整文件设备，部署文件管理软件，与客

户签订3-5年服务合同，全面接管其设

备运营、后期耗材及维保，并提供系统

升级等服务。

在有了第一个成功案例，之后的签

单更为顺利。国航也成为了立思辰文件

管理外包服务的客户。

在没有和立思辰合作以前，国航

总部的400多台打印复印机遍布在各部

门，每年打印复印量很大，耗材采购和

设备折旧总是糊涂账。和国航合作后，

立思辰收购了国航的所有设备，相当

于国航将打印复印的固定资产全部剥离

出来。根据国航的打印复印需求，立思

辰为其匹配了更为适合的设备，并部署

了自主研发的DOMAS文件输出管理系

统，目前，立思辰管理着国航的所有打

印复印设备，并且成立了专业的服务支

持团队，从设备维修、补充纸张到更换

耗材等工作，都由立思辰承担，大大提

高了打印复印效率，也节省了人力。

减少不必要的文件输出、提高环保

贡献是另一好处。清华附中是一所拥有

3000多名在校师生、声誉卓著的中学，

有着大量的文印输出需求。过去，因为

打印、复印设备品种繁多，耗材、纸张

等文印输出成本总是没办法计算，更不

用说分摊到各部门和个人。

自从引入了文件管理外包服务和师

生自助文印系统后，清华附中文件输出

实现了设备和耗材零部件的统一维护和

采购，通过管理后台可以清楚的看到每

个部门和个人的文件输出情况，成本再

也不是一笔糊涂账。提高了师生的节约

意识，节省文件输出费用达20%，大大

提升了环保贡献，也体现了清华附中作

为名校的国际化发展眼光和社会责任。

服务创造价值——记北京立思辰科技股份有限公司

Beijing Lanxum: Offers Services to Create Value


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立思辰文件管理外包服务已经入选

北京市“自主创新产品名录”。同时，

立思辰被北京市科学技术委员会、北京

市财政局、北京市国家税务局、北京市

地方税务局共同认定为高新技术企业，

并获得国家保密局颁发的“涉及国家秘

密的计算机信息系统集成资质证书”。

目前，立思辰的客户已广泛覆盖国家工

商总局、外交部、中国国航、中国移

动、中石化、中海油、宝钢等政府部门

和大中型企业。

一种服务：创造了价值

在打印复印的市场上，林立着众多

国际大型企业，它们是生产到销售以及

服务的一体化供应商，而立思辰却是横

向切入产业链的一家本土企业，通过为

客户提供设备以及专业化的文件打印复

印管理外包服务，立思辰成为本土企业

中最大的文件外包服务提供商。

第一次卡位成功后，池燕明将眼光

放到了服务市场的深耕上，力求在服务

市场第二次卡位，延长服务的价值链。

池燕明发现，很多客户在文件打印复印

出来后，其后的流程和管理一片混乱，

而对于很多企事业单位来说，文件的归

档、存储、检索、流转、分发等工作同

样重要。文件形成的背后是信息在企业

内外部的传递，打印一份文件只是文件

处理的一个环节，背后的信息流才是文

件管理的本质。在以前，立思辰的文件

管理外包服务仅仅是管理了文件打印复

印输出的流程，而池燕明则致力于将文

件离开打印复印机后的流程也纳入立思

辰的管理服务体系。

在立思辰的文件生命周期管理解

决方案中，通过扫描将纸质文件转化为

“数字纸张”，再通过OCR技术进行加

工，最终实现对文件的存储、分类和检

索的有效控制。立思辰的服务正在覆盖

到文件输入、检索、存储、信息安全在

内的文件声明周期各环节，针对客户的

文档管理需求，提供全面的管理外包服

务。

如今，池燕明尝试着将文件管理

外包服务的模式复制到公司的另一个

领域——企业级视频会议解决方案及

服务市场。由于企业对视频会议设备

的投资和应用需求与文件管理市场类

似，立思辰通过模式复制，将外包管

理服务导入到这个市场中。招股书显

示，2006-2008年，立思辰视音频解

决方案及服务的毛利额的复合增长率为

41.05%，逐年稳步增长。作为国内最

早启动视音频管理外包服务的服务商之

一，截至目前，公司在国内企业级视频

会议解决方案领域的领先优势已非常显

著。

立思辰从设备零售商商起步，到为

客户提供全面的管理外包服务走上大发

展之路。上市以来，立思辰正在加速营

销网络和研发中心项目建设。未来，立

思辰把自己的目标定位为，帮助更多的

客户实现节约、高效、安全、环保、健

康的价值。

在“低碳安全，绿色办公”的自

主创新道路上，立思辰正在高速的前进

着。

光标服务：

光标服务：光标就像鼠标一样，你点到哪里，任务就

可以执行到哪里。光标服务的名称，是通过一个很生动的比

喻，来体现出我们服务的性质，在企业办公领域，用户需要

什么样的服务，我们就可以为用户提供什么样的服务。光标

服务的服务理念总结起来就是“精确定位，快速行动，专业

技能，个性服务”16个字，除了常规的耗材提供与设备维修

之外，我们还为用户提供了“预见式服务”与“流畅办公”

等多种体现公司特色的服务方式。

莱盛是做兼容耗材起家，本身就在为客户提供着一定的

服务。莱盛为客户提供的产品和零配件，客户购买后并不是

一个可以马上使用的完整产品，需要通过我们的一些服务后

才能算是完整的产品。可以说，兼容耗材本身就是一个服务

的领域，所以推出光标服务更能够完善服务方式。

光标服务中心：光标服务中心隶属于北京莱盛高新技术

有限公司市场部，成立于2009年。团队分为客服中心、业

务部、还有工程师，后期我们还会有一个制作及维修部门。

光标服务一开始是针对北京市场的服务外包业务，后来通过

莱盛在全国的多家分公司，在其它地市也开始了光标服务的

业务并慢慢向全国发展。下一步莱盛打算在没有分公司的区

域，会通过与代理商合作的形式，形成全国性的服务机构。

目前除北京之外，开展的比较好的城市有西安、昆明、武

汉，这些城市都是我们分公司成立时间比较长的地方。

光标服务的行业优势和自身特色

一、打印设备零配件

光标服务对机器设备的了解，比代理商、专修店更透，

更细致。比如客户的机器坏了之后，客户拿到HP的维修店去

送修，维修店只能给你更换整组的组件。而我们就能够更换

到具体的零配件，极大的降低了客户的维修成本。莱盛的配

件产品从1999年开始就远销至全球60多个国家和地区。莱盛

美国分公司更是成为美国三大激光打印机配件专业供应商之

一。

二、服务前置即“预见式“服务

光标服务将服务渗透到使用过程中，而不是像原厂一

样，将服务停滞在出现故障的时候。设备无法使用浪费的不

仅仅是打印成本，还有时间及人力成本。光标服务的预见式

的服务在服务方面体现了高效率和人性化。

预见式服务体现耗材行业的特色——记北京莱盛高新技术有限公司光标服务中心

Beijing Laser Hi-technology Co.,ltd: Predicting Service Incarnates Specialty of Consumables Industry


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三、渠道遍及全国

莱盛光标服务与其它的外包公司相比，渠道将拓展至全

国，在规模与服务范围上优势明显。

四、制作商背景

光标服务有厂商的背景，在为客户服务中，可以充分利

用公司内部的渠道与技术。同时客户也能够享受到优质的物

美价廉的耗材、配件。

光标服务——助您实现“流畅办公”

预见式服务模式已经体现在了它的名称上。我们会有针

对性的对我们的客户设备进行一些如使用年限、打印数量的

“体检”。以定期的保养，检修等方式，提早发现设备的问

题，延长客户设备使用寿命的同时，也避免因维护不善而导

致机器损坏而为企业增添更多的维修费用。这种服务模式与

汽车4S店的汽车保养性质有些类似。

流畅办公目前是国外比较常见的服务方式，像打印机有

很多易损的部件，比如送纸的搓纸轮，内部加热的组件等，

这些易损部件的使用寿命都不长。打印机的搓纸轮寿命仅有

两万张，我们可以通过打印量的统计，在部件到寿命之前进

行更换。使客户的办公设备始终维持良好的状态，不会因机

器的故障耽误工作。

光标服务——比原厂更加人性化的服务

莱盛的光标服务，相比起设备厂商来说，施行起来更具

人性化。比如依靠设备厂商自己的售后服务系统，只有当客

户的机器出现问题时，才能够进行维修，这必然影响客户的

正常使用，也不利于机器的使用寿命。从成本上来说，我们

公司本身也是办公设备零配件的生产厂商，我们可以为客户

更换到损坏的具体零配件，而只收取很低的配件费用。但如

果拿到厂商的售后维修店，往往因为一个小的故障就要更换

一个大的组件，维修的成本颇高。

光标服务——比IT外包公司更主动的服务

国内有很多做外包的公司，尤其是在南方地区这类型的

公司比较多。最早国内服务外包应该是从上海地区发展开来

的，因为在上海外企、台商公司比较多，而IT服务外包模式

正是从国外流传至国内市场来的，上海地区的市场环境决定

了当地的公司比较容易接受，也需要这样的IT服务外包这个

行业存在。

目前业内做得比较早的这类公司有史泰博，欧迪，立思

辰等。但是每家公司又稍有不同，比如史泰博与欧迪是以卖

办公耗材为主，做服务是当他们销售的产品出现问题之后解

决问题，服务的主动性不够。而我们光标服务，既能销售耗

材，又以服务为主，以与客户签约的形势为他们提供服务。

案例1：家乐福

家乐福是莱盛光标服务的最早签约公司，在全国目前大

概有一百五十多家店，现在还在保持每年20家左右的增长速

度。家乐福是链锁超市，但国内大部份的服务商都是区域性

质的，莱盛因为拥有全国的渠道网络，能够提供耗材、配件

以外的服务，赢得了家乐福的青睐。现在除北京外，我们提

供外包服务的地区主要是有我们自己分公司的地区，等我们

各地的代理商加入进来以后，将是全面的合作。不仅家乐福

看重我们的渠道网络，我们也希望通过这次合作，反过来也

促进了我们网络的建设，因此家乐福可以说是光标服务比较

成功的案例。

“湖南中标、广西中标、甘肃中

标⋯⋯.”，近日，作为全球最大的打

印耗材品牌格之格在政采市场不断攻城

拔寨，斩获颇丰。据统计，格之格在陕

西、安徽、江苏、山东、新疆、天津、

西安、南昌、珠海等全国近30个重点省

市均已中标，是中标省市最多的民族耗

材品牌，成为了政采市场最大的赢家。

政府采购对民族耗材品牌而言具

有很强的风向标作用，格之格以品质和

数量的绝对优势夺得政采市场的头魁，

这既是格之格综合实力的体现，同时对

民族耗材产业的发展具有很强的激励作

用。因长期以来，国外耗材企业占据着

国内高端市场，致使民族耗材品牌的发

展受制于人，但随着格之格、联想等民

族品牌的崛起，对打破高端市场的现有

格局将起到裂变作用。

“环保、节约、创新是我们走入政

采市场的‘三大法宝’，也是格之格近

10年成长为中国民族耗材知名品牌的源

动力。只有依托格之格的强大技术研发

实力，节能环保的产品理念，过硬的产

品质量，才能满足政府等高端用户的需

求，才能进入这个高端市场领域，并逐

步占领。”珠海赛纳科技有限公司(格

之格品牌厂商)总经理汪东颖说道。同

时，民族耗材产业的发展也必须依托这

“三大法宝”，才能真正的走向市场最

前沿。

环保：格之格贴合高端用户需求

“少开一天车、关灯一小时、节

约一滴水”，在倡导低碳生活的今天，

环保、绿色、节约已越来越受到消费者

及用户的关注，尤其是在建设资源节约

型和环境友好型社会的今天，低碳、环

保无疑成为高端用户选择产品的必然要

求。格之格从产品的研发之初就一直秉

承“绿色”理念，在以满足用户需求为

核心的前提下，大力倡导低碳、环保。

“以格之格无海绵体技术墨盒、

易加粉成像卡盒、绿色再生产品的推

出为例，我们始终都是在围绕用户需

求，秉承绿色、环保的产品理念，在资

源节约、节能降耗等方面加大创新研发

政采市场夺魁，格之格领跑民族耗材品牌

预见式服务体现耗材行业的特色续

G&G Wins Government Procurement; Leads National Brand in Consumables Industry


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力度，以此来满足高端市场对产品的

要求，从而更加贴合市场，贴近消费

者。”珠海赛纳科技有限公司总经理汪

东颖说道。

只有敏锐把握用户需求才是民族企

业的生存法则，格之格不断开拓政府采

购市场，依托产品强大的竞争力持续入

围政采名单，为民族耗材产业的发展打

通了高端市场的通路。

节约40%：助力政府用户节支降耗

财政部、环保部联合下发的2010年

《环境标志产品政府采购清单》中，格

之格以200多款产品成功入围，且在30

多个省市中标政府采购。经专业检测，

格之格产品在实际使用中，已完全可以

和原装打印耗材相媲美，而价格却只有

原装的六成左右，就以目前全国打印耗

材的消耗量来计算，仅此一项每年就能

为国家节省开支数10亿元人民币，在建

设节约型社会和节约型政府的今天，无

疑具有强大的标杆和示范作用。

节约40%，降低整体打印成本的

同时，格之格依托规范的管理和严格的

认证体系，所有产品均通过ISO9001：

2000质量体系认证、ISO14000环境管

理体系认证、十环认证及国外SGS的

CE认证、TUV的CE认证等，在品质表

现方面得到了政府采购用户很高的声

誉。

在“绿色办公、节约40%”的理念

下，格之格通过各种渠道支持政府采购

活动或论坛，参与了“2009中国政府采

购高峰论坛、2010政府采购与节能服

务产业发展论坛”等，为建设节约型社

会、节约型政府尽了一个企业应有的责

任和义务。

创新：2万多项专利助力格之格产业升级

随着国家把创新提高到国家战略的

高度，自主研发与创新成为了民族耗材

产业实施结构调整、产业升级的必由之

路，格之格凭借雄厚的技术研发实力，

不断创新的企业文化，孜孜以求，率先

拉开了耗材产业升级的序幕。

从全球第一个无海绵技术的墨

盒问世，到在全球首家推出行业最全

面的AT88激光加密芯片解决方案和

Unismart万能芯片复制器技术，从10年

前创业初期的零专利，到现在累计拥有

2万多项打印机及耗材专利技术，格之

格跨越式的发展演绎了中国民族耗材品

牌崛起的传奇，且在今年下半年，格之

格将率先在全球推出中国首台自主专利

技术的民族品牌打印机，这一系列创新

的背后，是格之格紧跟国家宏观战略，

大力推进产业升级，提升民族企业核心

竞争力的动力驱动，同时也突显了中国

民族企业自强不息的创新精神。

创新是民族之魂，也是企业之魂，

只有牢牢的依靠创新，才能立足于长

远，才能打破高端市场的禁锢，把产品

延伸到市场最前端，格之格以品质和数

量的绝对优势夺得政采市场的头魁，无

疑为民族耗材品牌开了一扇窗，而政府

的大力支持更将为民族耗材产业打开一

片更为广阔的天地。

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戴尔败诉台湾Dell Loses Lawsuit in Taiwan

据国外媒体报道，一批台湾消费者近日赢得对戴尔的

上诉，法院判决戴尔必须按照其公布在网站上的优惠价格出

货，即使戴尔宣称是标错价格。

2009年7月，戴尔Latitude E4300笔记本在网站上出现标

价错误，价格为18558新台币，该笔记本正常定价为60900新

台币。

根据法院判决，戴尔必须以总计49万新台币(约合21330

美元)的价格将18台笔记本电脑和76台平板显示器出售给31位

消费者，该价格不到正常定价的1/3。戴尔可以对判决结果提

起上诉。戴尔对此表示公开道歉，并向消费者提供最高2万新

台币的优惠券作为补偿。然而消费者对此处理并不满意。台

北消费者权益部门对戴尔处以100万新台币的罚金。

此前已经发生过7起类似案件，均以戴尔胜诉告终。

传统的硅半导体有2种基本类型，带正电荷的P类和带负

电荷的N类。迄今为止，大多数半导体墨水，例如富士施乐公

司于2004年发明的一种墨水，都是带正电荷的P类。

新墨水由美国保尔佳（Polyera）公司和巴斯夫欧洲公司

（BASFSE）研发。

该墨水是带负电荷的N类，保尔佳公司采用新药开发的思

路，设计出新分子化合物，这种新分子很容易失去电子，然

后与带负电荷的分子结合。新分子具有易溶解性，因此当墨

水使用时不再需要像传统半导体制造业那样采用光刻工艺，

可以大大节省成本。

该公司首席执行官菲利普·伊纳基说，将喷墨打印机

改良，新的半导体墨水就能够在柔软的物质如塑料薄膜上印

刷，像印刷报纸一样，这样打印大多数消费品上的电子标签

会变得更便宜。

伊纳基指出，这样印刷出来的无线射频电子标签

（RFID）效果很好，新墨水很容易生产，新墨水还会促使公

司生产更复杂、更有用的可弯曲显示屏和新传感器技术，新

墨水未来可能会创造出同当前硅工业一样大的新兴产业。

有很多人把RFID技术不能很快大规模应用的原因归结为

成本问题，这或许是经营者犹豫的原因之一，这种新墨水的

出现，使得RFID的成本大大降低，可以预见RFID的春天即将

到来。

新型半导体墨水使RFID印刷成本大幅降低

New Semi-Conductor Ink Substantially Cuts Printing Cost of RFID

为了让更多用户享受正品耗材，确保实现健康打印，联

想打印机将于7月15日在全国范围内全面推出“为环保，为自

己”——绿色正品耗材促销活动。凡在7月15日至9月15日期

间购买指定型号联想正品耗材，就可获得绿色世博时尚挎包

一个。

耗材作为打印机后期的主要消耗品，是打印机对环境、

对用户造成危害的关键因素之一。联想通过对耗材的四大低

碳设计，可以有效节约耗材在制造和使用过程中所耗费的能

源，减少在制造和使用过程中的碳排放量。为用户降低使用

成本的同时，让用户体验真正的绿色打印。

联想打印机采用独有长寿命感光鼓设计，使硒鼓寿命长

达1万~30万页。感光鼓是激光打印机的核心部件，在生产

过程中会消耗掉大量的金属、石油、水、电等能源，提高每

一根感光鼓的使用寿命意味着节约了这些宝贵资源。联想打

印机正品耗材使用聚合法墨粉，聚合法生产的墨粉不但比传

统的机械粉碎生产的墨粉颗粒更小、更均匀，能实现更清晰

锐利的文字和平滑的图片，而且可以显著提升墨粉的转印效

率，减少机器污染、降低二氧化碳的排放。这种墨粉还是低

熔点墨粉，用少量的热量就可以达到熔化温度，大约可以节

省10%以上的电能。

现在市场上流行的耗材“灌粉”方式，性能不稳定，墨

粉极易在办公环境中飘逸，使用者在不知不觉中“吸毒”。

联想原装正品耗材严格遵循RoSH环保标准，能够保障健康的

办公环境。

联想低碳设计有效节约耗材Lenovo Low-Carbon Design Effectively Saves Consumables

日经新闻英文版报导，Canon Inc.与精工爱普生(Seiko

Epson Corp.)计划提高在亚洲的打印机产量，预期未来几年

需求将会回复至金融危机前的水平。报导指出，Canon预计9

月将斥资91亿日圆在中国大陆广东省中山市兴建一座工厂，

2011年7月可望投产。Canon目前在大陆、越南与日本的6个

厂区生产雷射打印机，合计产能略高于1,500万台，广东新厂

完工后产能可提高逾10%。

另一方面，精工爱普生在印度尼西亚的喷墨打印机产能

则将自600万台增加至1,300万台，预计2012会计年度内达

成，投资额达20亿日元。

打印机需求扩大佳能爱普生计划提高产量

Larger Printer Demands Make Canon and Epson Plan to Increase Product Quantity

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RECHARGE asiaCHINA CORNER / 中文快讯

以“渠道心启程”为主题的实达打印机区域渠道商大会上 ,

两款具有很强市场竞争力的实达票据打印机新品正式上市。实

达外设打印机事业部副总经理陈杰称，今年针式打印机市场规

模预计在 200 万台左右，国内成熟厂商有望迎来更多的细分

市场机会。

赛迪顾问等专业机构预测，中国 IT 市场未来 3 年将达到

15.4% 的年均复合增长，到 2012 年整体规模将达到 1.34 万亿。

在信息化端末应用处理领域，各主要打印机产品和打印机企业

也面临着更多的项目市场机遇。特别是单据、凭证及发票打印

等特定应用领域和细分市场，在未来 3~5 年内将继续保持快

速发展。

实达拓展打印机细分渠道市场Shida Channel Market Segments to Expand for Printers

爱克发印艺公司日前推出了 agora 系列墨水，该系列包

括两款新的墨水产品，主要应用于新一代单纸路压电喷墨头。

这其中，agorad 主要应用在文件打印领域，包括交易文件、

账单广告和报纸印刷，而另外一款产品 agorag 则主要是为常

规印刷业务设计生产的，主要应用于软包装、标签、折叠纸

盒、上架包装、pos 和一些特殊的印刷应用。这些新的墨水将

从 ipex2010 开始上市销售。

agora 系列墨水的主要特点是粘度低、反应速度快、挥

发速度低，而且小墨滴的网点还原性好（＜ 5pl）。除此以外，

这些新的墨水还非常适合于新一代高速 uv 喷墨头配合使用，

实现稳定可靠的印刷，而且可以应用在很多承印材料上。

“我们新的 agorauv 墨水可以实现瞬间固化，同时它具备

很好的户外耐受性，可以适合高速生产和加工的需要，”爱克

发印艺工业单纸路喷墨墨水研发部门负责人 stefaandemeutter

说。“新一代墨水颜色艳丽、色域也更宽，同时耐化学腐蚀和

耐划伤性能更好，当然它也更加环保。由于图像质量出众，固

化速度快，喷出效果好，agora 墨水为我们的目标市场提供了

一种完美的创新机遇。爱克发希望通过这种产品弥合传统印刷

与数码印刷之间的鸿沟。”

爱克发推出单纸路喷墨打印专用UV墨水

Agfa Releases Single-Sheet Inkjet Printing Using UV-Curing Ink

据悉，东京地方法院于日前下令,要求佳能公司向一位发

明专利技术，以提高生产的激光打印机图像的前雇员支付228

万日元。该雇员还试图为他的发明要求佳能支付1亿日元。

在20世纪80年代和90年代，研究人员的贡献价值只占打

印机生产商通过获得专利技术赚取利润总额的1%。目前，该

雇员还一直在为另一个的激光打印机发明专利申请赔偿。

东京法院要求佳能为前雇员支付228万日元

Tokyo Court Orders Canon to Pay 228 Million Yen for Ex-Employee

日前，北京莱盛在云南省昆明市石

林县大可乡政府举行抗旱救灾捐赠仪式

及动工仪式。

北京莱盛昆明分公司经理及职工

代表参加了捐赠仪式，参加仪式的还有

大可乡乡长，大可乡曾副乡长、李副乡

长，以及村委会代表。云南分公司经理

代表北京莱盛在捐赠仪式上作了重要讲

话，大可乡李乡长对北京莱盛聚社会之

爱心、弘扬“回馈社会，关注灾区”的

精神和积极发扬

“一方有难，八

方支援，扶危济

困”的传统美德

和良好社会风尚

给予了高度赞

扬！

捐赠仪式

结束后，李乡长

等一行人带领北

京莱盛代表来

到大可乡西奇

路村移民待迁新村，在施工现场举行了

动工仪式，李乡长在动工仪式上做了总

动员，并对北京莱盛的帮助再次表示感

谢！此后，莱盛代表和乡领导们一同参

加了义务劳动！北京莱盛爱心人饮工程

就此拉开序幕。

莱盛爱心“人饮安全水池” 捐赠仪式及动工仪式

Beijing Laser Contributes Water Tank to Disaster Area


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ZHUJIANG CORNER / 珠江三角洲

三十年来，珠三角代工模式吸纳了数以亿计的劳动力，

成为中国经济高速发展的源动力，但近几年，随着中国劳动

力成本连续上涨，这种模式优势日渐式微。日前，富士康大

幅度加薪举措，以及紧接着的往内陆省份转移行动，宣告了

代工模式在珠三角难以为继。

产业转移

人力成本高、人民币升值、外贸环境尚未完全恢复、

国际经济形势仍不明朗等，珠三角代工企业未来发展充满变

数，远离珠三角成为部分企业的选择。

继大幅度提高工人工资后，富士康又开始大规模从深

圳撤离迁往内地。记者采访到的深圳几位代工企业老总均表

示，富士康如此迅速启动撤离深圳搬至内地的计划，目的只

有一个：减少劳动力成本，转移到内地，富士康普工工资就

是按内地最低工资标准执行了。

香港工业总会此前对珠三角港商进行的调查显示：珠三

角约8万家港企中，37.3%正计划将全部或部分生产能力迁离

珠三角，63%以上的企业准备迁离广东。

“也有企业将转移到越南、印度、印尼等地，这是因为

转移到内地也面临着加薪的问题，而且未来几年内地加薪的

速度会很快，那时，代工企业还是面临着寻找低廉劳动力的

问题。”

记者了解到，越南、印度、印尼等地的劳动力价格普遍

低于珠三角，广东雇用一个普通工人的月成本一般在1600元

左右（涵盖社保、公积金等各项成本），而印尼等地雇用成

本不及1000元。

珠三角代工业处于拐点：面临转移或升级抉择

Industry in Pearl River Delta: Evacuate or Innovate?

格之格NT-C0278成像卡盒隆重上市

G&G NT-C0278 Imaging Cartridge Enters the Market

近期，惠普在北京发布了打印驱动程序免光盘安装的智

能型功能的HP LaserJet P1606/ P1506/ P1566/M1536 MFP

系列激光打印机。全球最大的打印耗材品牌格之格凭借持续

强大的自主创新能力，本着“绿色办公，节约40%”的产品

理念，仅用了45天，便于6月5日，全球首家推出了适应HP此

新机型的NT-C0278C成像卡盒，续写了格之格“影子传说”

的传奇！

经专业测试检验，

格之格NT-C0278C成

像卡盒跟进原装速度最

快，为全新开模产品，

内置有智能芯片，可随

时随地轻松打印；且该

产品采用了全球最专业

环保的易耗件、零配

件及优质碳粉，打印文档定影牢固、清晰细腻；此外，该产

品经过了严格的定期品质监控及极端环境测试，产品可靠性

强、稳定性高。

产品参数：

全球最大通用耗材制造商天威旗下的国内营销公司--珠

海泛凌贸易有限公司，目前正式宣布：为更好地发展中国市

场，支持日益壮大的中国销售网络，全面升级服务、物流、

规模等营销服务体系。

据悉，此次升级，泛凌不仅提升了内部软硬件环境，扩

大了公司规模，而且通过迁址到位于珠澳跨境工业区的“天

威大厦”，加强面向客户的供应链及服务链，并在此基础上

将“珠海泛凌贸易有限公司”正式更名为“珠海天威泛凌贸

易有限公司”。

更名后的“天威泛凌”，在天威大厦新址内预留了配送

服务楼层，配备了合乎国际信息保安ISO27001的数据中心和

可容纳过百坐席的客户交互中心，不仅可实现天威生产链和

供应链的完美交融，也大大提高天威泛凌的服务水准，给日

益壮大的国内销售网络提供最有力的支持，为天威耗材在国

内市场竞争中再添胜利砝码。

作为国内营销与服务公司，“天威泛凌”的心脏可谓

是集信息中心、服务中心、销售中心三位一体的综合销售平

台--“第一快线”。迁址后，“第一快线”将正式投入使

用定制软件“CIC运营管理系统”，使原来呼叫为主的功能

扩展为与客户全方位交互的功能，使天威泛凌成功构建“信

息化、标准化、全互动、全方位”的客户服务平台。首先是

建立现代化的客户信息共享平台，探求客户的真正需求，设

立预防机制，对核心问题进行迅速归纳，高效解决；二是通

过对电话畅通率、客户满意度、人员利用率等运营指标的管

理，发现问题，快速改进，建立专业高效的管理机制，为客

户提供更为专业化的服务；三是建立全面、高效的知识库，

为客户提供统一、高效的服务指引、服务标准，将第一快线

打造成顾问式的专业电话营销团队。

天威泛凌全面升级营销服务体系Print-Rite's Comprehensive Sales and Marketing Service System is Upgraded


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