Imaging oct 2017 by IMAGING SOLUTION

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ISSUE 10 VOLUME 05 Monthly Magazine October 2017

48 Pages

www.imagingsolution.in THE BEST INFORMATION RESOURCE FOR IMAGING INDUSTRY IN INDIA

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Editor’s Desk Dear Readers, In the imaging industry we are well aware of the impact of a relatively new breed of inkjet printers that are challenging laser printers in the office. Unlike the inkjet printers that many of use in our home offices, these business printers are very fast, some using a single print head extending across the width of the print media, some offering very high capacity cartridges or bottles (in the case of Continuous Ink Supply Systems) suitable for high volume printing, and most offering significant cost per page advantages over consumer inkjet printers. By the year 2020, despite the fact that unit shipments of consumer inkjet printers will continue to be greater than shipments of business inkjet printers, business inkjet cartridge revenue will overtake consumer inkjet cartridge revenue for the first time. Understanding this consumer/business inkjet cartridge mix shift is critically important to Office Products OEMs, distributors, and resellers because office printer supplies represent 80 percent of total worldwide office printing revenue (60 percent ink and toner, 20 percent media), while hardware represents only 20 percent. This is just one of the insights provided in the 2017 Worldwide Office Printer/Supplies Forecasts and Forecast Perspectives.

Swapan Roy Editor & Publisher

Publisher & Editor

Swapan Roy

Editor in Chief

Manoj Jha

Asst. Editor

S. Goswamy

Staff Photographer

Ajay Kumar

Product Head

Anit Kumar

Layout Design

Gautam Midhya

Marketing Manager

Tridip Dey

Marketing Executive : Finance : Circulation Head

Pratap Biswas

Circulation Asst.

Ashish Ghosh

System Manager

Vijay

Roy Mediative Head Office: A-23 1st floor, Okhla Industrial Area Phase - 1, New Delhi-110020 (India) P: 91-11-41602841, 65683896, 40536384-87 M: 09810380882, 09811346846, 09910146340, 09350468790 Reg. Office: 38-B/56 Block, C. R. Park, New Delhi-110019 (India) SOUTH REPRESENTATIVE: Chennai: Mr. K. Ravichandran Mob: 9884196503, 8939904504 Kolkata: 105/19, Dum Dum Road, Sil Colony, Kolkata-700074 (India) Mob: 09891666264, 09330922965, 09903392620 Orissa: Kharavella Nagar, 2nd Lane, Near Jyoti Nagar, Berhampur-760001 (Orissa) (India) Raj Kumar - 09439263711 imaging Solution Monthly News Paper, Printed, Published & Owned by Swapan Roy at 38-B / 56 Block, D.D.A. Flats, C. R. Park, New Delhi-110019 (India). Printed at B. B. Graphic Printer, E-48/4, Okhla Industrial Area-II, New Delhi-20. Retail selling price of News Paper Rs. 20. Annual subscription Rs. 240. Editor : manoj@imagingsolution.in edit@imagingsolution.in roy@imagingsolution.in Marketing : tridip@imagingsolution.in pratap@ imagingsolution.in marketing@imagingsolution.in Admin : admin@imagingsolution.in Info : info@imagingsolution.in Subscription : subscription@imagingsolution.in website

S. Dutta, Raj Kumar Sujit Goswami Sandeep Sarkar

: www.imagingsolution.in

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c o n te n ts

30 SPECIAL STORY

News Update

Product Roundup

tech talk Remanufacturing the Samsung MLT-DII6L Drum Unit

EVENT Sandhu Associates Opens Swanky Showroom in Patiala

REGIONAL PLAYER VB Systems : Aiming to Establish their IT & Imaging Business in Thanjavur-Madurai

special report

ITDL Recognised at the RTMedia Global Imaging Awards, Zhuhai

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n e w s u pdate Michael Cox Returns to Static Control as Business Development Manager Static Control veteran Michael Cox has returned to the company after a three-year hiatus. Cox will serve as a Business Development Manager. “It is thrilling to be back at Static Control,” Cox stated. “The company’s dedication to quality throughout the years remains as strong as it ever was. Having this level of consistency and quality in a cartridge supplier is necessary for continued growth and success in the imaging business.”Cox has held several positions at Static Control, including global sales training manager and international business manager. Bryan Bonacum, Static Control’s vice president of North American sales, said, “Michael’s deep knowledge of Static Control’s quality combined with his ability to connect to customers make him a perfect fit for our continually growing sales team.”

Isabelle Marelly Appointed as Worldwide Director of Marketing at Massivit 3D

Massivit 3D Printing Technologies, the leading provider of large format 3D printing solutions for visual communication applications, announces the appointment of Isabelle Marelly as worldwide director of marketing. Marelly assumes responsibility for leading the continued implementation of Massivit 3D’s marketing programme to expand the company’s brand profile and value proposition across the globe. As well as driving Massivit 3D’s global marketing and public relations activities, Marelly’s remit

will also see her work closely with the company’s extensive global dealer network to synergizeopportunities and support local campaigns. Marelly brings a wealth of industry knowledge to her new role and joins Massivit 3D’s growing team from 3D printing manufacturer, Stratasys, where she amassed over 10 years’ strategic marketing experience. Prior to that, she held marketing roles with software provider, Telelogic, and CAD/CAM pioneer, Computervision.“Massivit 3D is unique in delivering the world’s first and only 3D printing solution specifically engineered for large format visual communication projects,” says Marelly. “I am thrilled to be joining such an exciting company and look forward to increasing the momentum that the Massivit 3D team continues to enjoy within the graphic arts community.”Commenting on the appointment, Avner Israeli, CEO of Massivit 3D, says: “Together with her vast expertise as a marketing practitioner and many years’ experience in 3D printing, Isabelle will be vital to ensuring the effective communication of the tremendous opportunities print service providers can achieve from integrating our technology within their operations.”

customer value through both the company’s direct and indirect channels.“Larry White has consistently demonstrated the ability to lead his team to profitable revenue growth in a very challenging market,” said company president and CEO, Scott Maccabe. “In this new role, Larry will have the opportunity to leverage a more cohesive and integrated organization toward continued great success.” “I look forward to working with both our dealer community and the Toshiba Business Solutions direct organization to bring additional value to our mutual customers,” said White. “Toshiba has consistently been recognized as one of the premier manufacturers in the document solutions industry and I’m proud to be leading the effort to accelerate our growth.”

Clover Imaging Group Opens Milwaukee Distribution Center

Clover Imaging Group (CIG) announced the opening of an additional distribution center in Milwaukee. “The opening of our

Toshiba America Business Solutions Appointed Larry White as CRO

Toshiba America Business Solutions Inc. (TABS) announced that Larry White has been named its chief revenue officer, effective immediately. White, a 21-year veteran of Toshiba, had previously served as its senior vice president of sales for the Americas. n this newly created position, White will be responsible for achieving company revenue objectives, developing revenue and profit growth strategies and driving

new Milwaukee distribution center is just one of several recent investments we have made in building our infrastructure and service capabilities,” said Eric Martin, president of Clover Imaging Group. “We are continuing to evaluate additional opportunities to further ensure we are providing our customers the best service and support in the industry.” The new Milwaukee distribution center will stock CIG’s entire line of premium imaging supplies and parts and ensure superior service for CIG’s customers. CIG provides complete coverage across the United States, Canada

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n e w s u pdate and Mexico. CIG now has seven strategic distribution centers located across the US in Illinois, California, Florida, New Jersey, Texas, Colorado and Wisconsin.

Benchmark Document Solutions Acquired by Kelley Imaging Systems

Prosperity Plus Management Consulting Inc. announced that it advised Fred Schacht, president of Benchmark Document Solutions, in the sale of the business to Kelley Imaging Systems Inc.Benchmark Document Solutions (BDS) was founded in 1994 by Fred and Colleen Schacht. Fred had already been serving area clients since 1988 as an employee of Xerox Corporation. Benchmark specializes in the ability to provide a high level of service as an exclusive Platinum Authorized Sales Agent for the Xerox Corporation. BDS operates with one common goal and that is to satisfy the customer. Kelley Imaging Systems (Kelley) is one of the largest privately owned office technology companies in the Pacific Northwest with 16 offices in Washington, Montana and Oregon. Uniquely positioned, Kelley is a single source provider for all of your office automation needs: Document Management Solutions, Copiers, MFP’s, Wide Format Printers, Managed IT and Print Services and Mail and Distribution Solutions. Having become the partner-of-choice for hundreds of organizations throughout the Pacific Northwest, Kelley is able to deliver the best of both worlds, a single-source vendor with the presence and responsiveness of a local company, backed by the strength and resources of the world’s foremost technology leaders.

EFI Acquires Escada Systems

Electronics For Imaging Inc. announced the acquisition of Escada Systems, a leading

provider of Corrugator Control systems for the packaging market. Based in the United Kingdom and with operations also in the United States, privately held Escada brings a strong reputation for innovation and vast experience in helping packaging companies to achieve greater productivity, quality and profitability.EFI is a market leader in providing a complete ecosystem for corrugated production, that includes the EFI Nozomi C18000, an ultra-high-speed single-pass LED inkjet press powered by the award-winning Fiery DFE together with leading-edge inks, and the EFI Corrugated Packaging Productivity Suite, the market’s first end-to-end software offering for business management and manufacturing execution, which is gaining global momentum, serving corrugated packaging companies around the globe. The addition of Escada’s technology and expertise will enable EFI to expand the Productivity Suite’s value to sheet feeders and full corrugated box plants, to also include comprehensive control and traceability for the entire corrugation process. While financial terms of the acquisition were not disclosed, it is not expected to be material to EFI’s Q4 or full-year 2017 results. Escada employees, including founder and former principal Gavin Bushby, have joined EFI’s Productivity Software business unit.

Sharp Announces Contract Award for Reseller within State Of California

Sharp Imaging and Information Company of America (SIICA), a division of Sharp Electronics Corporation (SEC), is pleased to announce that technology provider Smile Business Products has won the State of California’s recent copier contract award for mid-range multifunction printers (MFPs). Under the contract, Smile Business Products will work with state agencies over a threeyear period to replace/upgrade equipment with efficient and economical Sharp color

and monochrome MFPs. State agencies will also have access to Sharp’s toner cartridge recycling program, where users can order free recycling kits for the recycling of all used Sharp cartridges, bottles, toner collection containers and drum units. “Smile is extremely pleased to continue our 20-year relationship with the State of California,” said Joe Reeves,

president and CEO of Smile Business Products. “The recent State Contract award is a testament to Smile, Sharp and Sharp’s dealer community, comprised of certified Small Business and DVBE (Disabled Veteran Business Enterprise). Our partnership with Sharp and our subcontractors is invaluable, and we look forward to continuing to support the State.”“Through this award California agencies and local government entities utilizing the contract will have access to Sharp’s awardwinning products with our one of a kind user interface available only on Sharp MFPs,” said Doug Albregts, president, CEO and chairman of Sharp Electronics Corp. “Sharp has been a provider of MFPs for the State of California for years and I am pleased that Smile Business Products will continue to provide Sharp business products to state agencies, helping the State of California improve operations, meet small business goals and maintain the state’s environmental initiatives.”

General Plastic Industrial Co. Enters into Agreement to Acquire Katun Corp.

Katun Corporation announced that General Plastic Industrial Co. Ltd. of Taiwan has

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n e w s u pdate signed an agreement to acquire Katun from Monomoy Capital Partners. The transaction requires the approval of GPI’s shareholders and regulatory approval by the Taiwanese government. “Katun is very excited to become part of the GPI organization and to begin the next chapter in our company’s history,” says Robert Moore, president and CEO of Katun. “Having worked closely with GPI for well over a decade, we have the highest regard for its entire organization, culture, and products, as well as its unsurpassed dedication to quality and innovative toner cartridge solutions. GPI’s technical and manufacturing capabilities will significantly enhance the Katun value proposition, as well the value that Katun already offers our customers.” In connection with the pending transaction, Robert Moore will remain as president and CEO of Katun. Katun’s management team will also remain in place and work closely with the GPI team to leverage each organization’s strengths to the benefit of our customers. With more than 350 employees operating out of three geographic business units, ten distribution and warehouse locations, and more than 20 sales offices worldwide, Katun is a global leader in OEM-compatible consumables for imaging equipment.

Global Graphics Extends Relationship with HP Indigo into Labels and Packaging Presses

Global Graphics announced that it has extended its relationship with HP Indigo to include the HP Indigo range of labels and packaging presses. The Harlequin RIP has been chosen as the RIP engine inside the HP Production Pro for Indigo Labels & Packaging. This is the new HP digital front end (DFE) designed to drive all HP Indigo digital labels and packaging presses. The HP Indigo WS6800 will be the first press that comes optionally equipped with the HP Production

Independent Stationers Awards Top Performing Members at EPIC 2017

ndependent Stationers announced the winners of its annual member sales awards at the recent EPIC 2017 convention in Las Vegas. Additionally, the third annual Driven to Success award was given out in memory of, and recognition of, the efforts and dedication of Bob Nimmo, who prior to his death in early 2015 served as Member Relations Representative to the Independent Stationers membership. Nimmo was a staunch supporter and defender of IS members, and worked diligently to help bring them the most value possible. His high ideals and deep belief in the IS members caused IS to create an award, while not expressly named for him, that epitomizes all he did and believed. Being driven, Nimmo believed dealers should take advantage of the tools that are available to make their dealerships successful; being progressive

in this competitive landscape; being a great corporate citizen with involvement in local communities, and so much more. As such, nominees for this award have a high level of commitment to and participation in Independent Stationers, their communities and the independent dealer channel. Six shareholders were nominated for this award, with CMF Business Supplies in South Plainfield, NJ being named the winner for 2016. Mike Gentile, president and CEO of Independent Stationers said, “I was pleased to see a large number of Independent Stationers members in attendance at this year’s EPIC event. These award winners are great supporters of our programs and services and they deserve every accolade for their dedication to using all of the tools available to them to grow their businesses.”

Pro and this will later be extended to the HP Indigo 8000, the HP Indigo 20000 and the HP Indigo 30000 presses. These presses

“digital offset” quality and high productivity, are used for a wide variety of applications such as photobooks, direct marketing and publishing. HP Production Pro is built on the field-proven foundations of Production Pro with the Harlequin RIP, Esko Color Engine, and PrintOS cloud connectivity. The Production Pro provides a single point of control to the press operator to streamline and manage the print workflow. It allows extra performance to be added to HP Indigo digital presses when required because it offers a unique capability of scaling up the RIP hardware up to 8x the basic configuration to increase RIP capacity even further and control multiple presses from a single server.

produce labels, folding cartons, flexible packaging and shrink sleeves, and require a powerful digital front end to produce the performance and versatility that converters print shops need, especially as more and more variability is used in this sector. The Harlequin RIP already provides the RIPping power for the DFE that is used across the entire HP Indigo commercial press range. These presses, known for their exceptional

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Thapar Traders expects more reforms to the present GST law

hapar Traders, led by Ravi Thapar and established in 2003, started off as one of the reputed refillers and traders of imaging products in North India.

Today the company has widely diversified operations, covering the entire gamut of imaging activities, with a distribution channel network of 500 dealers in Haryana and Himachal Pradesh regions

and efficient, devoted, technical & sales professionals associated with them. Thapar Traders deals in printer toner cartridges and ink cartridges, cartridge components & printer spares like OPC drums, doctor & wiper blades, recovery blades, seals, smart chips, magnet sleeve, PCR and many more. The companyâ&#x20AC;&#x2122;s own brand for imaging products is Apple Plus. Thapar Traders aims to maintain high customer post-sales satisfaction with reliable quality, sincere services and full technical support. They have several standard companies as regular clients in North India, in addition to routine customers. Their future is optimistic and forward-looking. Ravi Thapar clarifies, â&#x20AC;&#x153;The latest trend is with spread of low-cost compatibles, refilling business is coming down. People refill compatibles, only once and then purchase new ones. We started our own brand Apple Plus in 2013 under which we provide compatible cartridges, laser toners, inks, dye sublimation inks, etc. We are doing very well on color front too.

Black inks form 70% in our operations whereas color inks form about 15%, but color usage is increasing fast in the market. We record an average annual growth rate of 10% with Haryana and Himachal Pradesh as main areas of operation. Our main selling point is quality without compromise and long-term relationships based on trust. We are not happy with the present format of GST as tax rates are very high and the revenues have gone down considerably in the past 3 months and orders have become rare. We also sell compatible cartridges and toners of Jet Technologies, JetTec, UV Infotech, ITDL, Q-Cartridge, Delco etc alongside our own brand. In future, we want to maintain our present growth rate and improve it further by adding more products to our line, establish our brand Apple Plus strongly in the market, and also opening more refilling stations in Haryana, Himachal Pradesh and other locations in North India.â&#x20AC;?

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Patna-Based Easyfill Strives to Provide Best Imaging Consumables

asyfill the Imaging Solution providers is a Patna-based professional provider of printer consumables. The company, establised in 2014, is managed by Vijay and Bablu Kumar and has two branches in Patna. With its facilities located in Patna city, Easyfill has been focusing on producing and selling high quality printer consumables. Easyfillâ&#x20AC;&#x2122;s consumable products include laser toner cartridge, inkjet cartridge, toner powder, OPC drum, PCR roller, magnetic roller, toner chip, blades, dot-matrix ribbon cartridge, copier items & parts, bulk ink and CISS. Their two Branches reach out to customers all over India & Nepal. They produce products in accordance high quality standards after sourcing the finest raw materials with strict-selection guidelines from certified vendors in China, Japan, Germany, Korea and USA. Easyfillâ&#x20AC;&#x2122;s cartridges and other consumables are produced under the

strict quality control procedures at each stage, from raw materials to final testing, to ensure the products deliver high performance on color and consistency. Based on a win-win business philosophy, Easyfill aims to provide value to customers and suppliers through a wide range of printing consumables with consistent

quality and reasonable pricing. The company is dedicated to build long-term, happy, reliable and mutual relationships with clients and partners pan-India. Easy refill also seeks committed and successful business partners from India and Nepal. With a professional management team and trained workforce, Easyrefill strictly adheres to ISO9001 and ISO14001 norms in all its production processes and conducts regular testing, which includes prescription matching test, raw material test, printing test, etc. Product defect rate is less than the industry average. Easyfill has an efficient R&D and production departments to provide the best products for several models of laser printers and inkjet printers. Also, Easyfill provides premium OEM service and customized brand packing for those who need. The company providers land shipment, air shipment and sea shipment, as per the requirement of the customers.

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Instant Print believes GST made some products too costly

nstant Print Solutions, founded in 2010 in Hyderabad by Azad, provides brand new copiers, reconditioned (RC) copiers, copier toners, copier parts, copier toner cartridges, etc. They deal in all big brands including Kyocera, Konica Minolta, Xerox, Canon, etc. They also provide inkjet and laser MFDs to a

limited extent. Azad comments, “We have been growing at an annual rate of 30% in spite of economic downturn. Our focus is mainly on copiers and our main customers are corporate users. We also

provide copiers on rent to corporate and hospitals, which are our focus segment. Many companies after using the copiers for a few years would like to sell them off at much cheaper prices. We purchase these secondhand machines from the corporate, change the worn-out and damaged parts, recondition them and then sell them. These reconditioned machines give quality near to original machines, but cost much less than the brand new machines, so most corporate users prefer to buy the reconditioned machines. And we provide prompt and excellent service and maintain customer-friendly relationship with those who purchase new or reconditioned machines from us, so they are happy with us. And that is one of the main reasons for our high reputation in the market. We have 18 service engineers and would like to expand the team further.” Regarding the new central government’s GST policy and their future plans, Azad opines, “After GST our sales have come down: Now I am

selling only 2 copiers a month for the last three months, whereas earlier I used to sell nearly 10 copiers a month. The GST they imposed on printers (18%) and on copiers (28%) is too high. This is has increased the prices and brought down our business and nowadays business is very dull. From Jan 2018, we will be taking Dealership of Toshiba brand new copiers and we hope to do good business. As far as copier toners are concerned, we are selling Aryan compatible toners. Our main areas of operation are AP and Telangana with main focus on Hyderabad city. We are planning to launch a new branch in AP. Today all big companies need copiers where they require to copy in bulk, so copiers have their own potential market share whereas MFDs are more desired in homes and SOHOs. We want to further increase our volumes in the present areas and also expand to other areas like Tamil Nadu, in future.”

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n e w s u pdate Premier Agency Registers Positive Growth in Central & South Gujarat

remier Agency is a Vadodara (Gujarat) based dealer of imaging consumables, with their main customer base in Central and South Gujarat. Founded in 1979 and led by its Proprietor, Harendra Shah, the firm started as a dealer of Kores India Ltd. followed by Advani Oerlikon Ltd. and Miranda copiers by Keshoram & sons. The firm is a leading authorized distributor for ITDL imaging consumables since last 25 years. Premier Agency’s product portfolio includes inks, toners, compatible cartridges, spares and other consumables. The firm also provides color and black toners of I-tone, Odyssey, Zigma and Print IT brands. “We have good reputation in Central and South Gujarat market and stable growth rate. We strive to maintain good relationship with customers and do business based on trust and honesty. We encourage customers to purchase high quality products. Business has been slightly down for the last 3 months as the prices of several products have gone up due GST imposed extra cost on the goods. Government has to make many positive changes to the GST law to make it businessfriendly. We have to wait for a year or so to see how GST works in practice,” said, Harendra Shah.

Goel Imports Sets Up New Warehouse in Mumbai

oel Imports, led by its Proprietor, Tarun Gupta, is a New Delhibased distributor of imaging products with brand name Gi2, which is a popular brand amongst the customers. Goel Imports has established its presence as a leading trader, supplier, importer, wholesaler and distributor of OPC drum for laser, lamination pouches, lamination machine, PCR, mag roller, pressure roller, D/W Blades, toner powder and compatible toner cartridges with customers spread panIndia. Goel Imports has recently opened a new warehouse in Bhiwandi, Mumbai, from where the company will now do their product dispatches to their customers in the West and South. This new warehouse will be taken care by a team of professionals and experts. This step is expected reduce the lead times and increase availability of the products in the South and West and substantially improve the brand visibility and increase the comfort of partners. Commenting on the new warehouse, Tarun Gupta said, “We are very glad to start the operations from Mumbai which will take us one step forward while serving our customers in the West and South India regions. We have a wide range of products and services to offer to our customers and it is the right time we put our step forward in Mumbai. Right now, we will start dispatching with cartridges from the new warehouse, followed by other products in the coming months, whereas our New Delhi warehouse will continue to provide all the products in our portfolio. Currently, we are growing at an average annual rate of 20%. In future, we want to trade in higher quantities and make a mark in the industry as a brand and expand our business further.”

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P R O D U C T R OUN D U P UniNet Introduces Multipurpose Ricoh MPTMP 5000 Absolute Black Toner Formula for Use in Ricoh Aficio Printers UniNet proudly introduces the new Ricoh MPT-MP 5000 multipurpose Absolute Black toner formula qualified to work on Ricoh Aficio MP 9000, 8000, 7500, 7000, 6500, 6000, 5500, 5000, 3030, 2015, 1060 and 1035 monochrome printers. The Ricoh MPT-MP 5000 is a new general purpose produced toner formula suitable to work on over 60 models which provides exceptional print quality, impressive page yield and cost per page, and also it is qualified with all OEM and UniNet components. Featured on an easy to handle 1 kilo bottle or a 10k bag, the Ricoh MPT-MP 5000 multipurpose toner formula offers MPS providers and remanufacturers the flexibility of carrying less inventory and fewer number of SKUs.The Ricoh MPT-MP 5000 multipurpose toner formulation delivers comparable print quality to the OEM product at a substantially lower cost

Canon U.S.A. Achieves UL GREENGUARD GOLD Certification for Océ Arizona UV Curable and Océ UVgel Inks

Canon U.S.A. Inc. announced that its range of UV curable inks for the Océ Arizona family of flatbed printers and the recently launched, game-changing UVgel ink have achieved UL GREENGUARD GOLD certification. The criteria to obtain this widely recognized and highly regarded independent accreditation are among the most stringent

product emissions standards in the world. GREENGUARD Certification has established performance-based standards to define products and processes with low chemical emissions for use indoors. The standards are primarily for building materials, finishes, interior furnishings, furniture, cleaning products and electronic equipment. The diversification of Océ Arizona customers into these non-typical print application spaces has underlined the importance of having independent validation of the chemical emissions of its inks, providing customers and end-users with high confidence of their suitability. “UL encourages companies to test new technologies for health attributes and this is especially important in sensitive environments such as hospitals, schools and other public places,” said Alberto Uggetti, vice president and general manager, UL Environment. “For this reason, we congratulate Canon on its technologies that achieve sustainability certifications, such as GREENGUARD Certification.” At the heart of the recently launched Océ Colorado 1640 printer is Canon’s UVgel technology. Recognized throughout the industry as a high-end, high-productivity printer, the Océ Colorado 1640 was designed to excel at a wide and everincreasing range of indoor and outdoor applications for use in many different environments. As such, safety certification is essential to its sustained success and impact for customers around the globe.

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P R O D U C T R OUN D U P Formax Introduces Two Cut-True Guillotine Paper Cutters Formax introduces the Cut-True 31A and 31H Guillotine paper cutters, rugged, heavy-dutylarge-format cutters which offer true two-shift capabilities. The Cut-True 31A Electric and 31H Hydraulic Cutters accurately cut paper stacks up to 4” high and up to 28” wide. User-friendly features include a 7” color touchscreen control panel, automatically-adjusting back gauge, an internal light to illuminate the cutting area, the ability to program up to 100 jobs/100 cuts, an LED cutting line which shows exactly where the blade will cut, and a high-speed hardened steel blade for crisp, accurate cuts, every time. Cutting accuracy is 0.1mm on maximum paper stacks. A false clamp is included with both models to minimize the risk of marking sensitive paper stock. The clamp can be removed to decrease the minimum cut length to 1.18”, and is easily stored within the machine when not in use. The Cut-True 31A Electric Cutter uses an electric drive to operate the paper clamp and blade carrier. The Cut-True 31H Hydraulic Cutter uses hydraulic pressure to engage the blade and paper clamp. The clamp is adjustable to give the best possible pressure to properly hold different paper weights and stack heights. Each model features a foot pedal pre-clamp to check the paper position before cutting. To assist operators in maneuvering larger paper stock, both cutters include large side tables. The Cut-True 31H table also features an anti-friction ball deck with air-assist. Standard safety features include an infrared light beam safety curtain which stops operation if the light plane is interrupted, a lock with key, two-button operation, blade lock, and a wooden paper push for safe alignment. The Cut-True 31A and 31H are ideal for transforming large sheets into brochures, invitations and more, with crisp, accurate cuts and are welcome additions to print shops and in-plant finishing operations.

Epson Expands All-In-One Supertank Printer Line and Improves Design with Seven Additions to EcoTank Portfolio

Epson America Inc. announced its newest additions to the Supertank line of cartridge-free EcoTank printers, including three new Expression EcoTank home models and two new WorkForce EcoTank printers for the small and medium business market. Additionally, Epson introduced two new printers to its EcoTank portfolio, Expression Premium, which offer a five-color ink system for improved photo and document print quality. All seven models offer a new industrial design featuring integrated ink tanks with uniquely keyed auto-stop ink bottles for easy filling of each color. The integrated ink tanks are positioned in the front of each EcoTank printer rather than on the side for a simpler user experience and improved design, delivering cartridge-free printing with easy-to-fill, supersized ink tanks. The new auto-stop ink bottles feature a unique spout and inlet design for each color to prevent misfiling and stops automatically when the tank is full. The EcoTank printers include up to two years of ink in the box, equivalent to about 30 ink cartridge sets. “Supertank Printers revolutionized the printing experience when we first introduced the concept two years ago,” said Nils Madden, marketing director, Consumer Marketing, Epson America. “We have taken customer feedback into account and improved the hardware design, and added new features such as the uniquely keyed auto-stop ink bottles and the option for borderless printing to our new EcoTank printers. By enhancing performance 26

and improving the customer experience, Epson continues to innovate and provide hassle-free printing at home and in the workplace.”

OfficeTools to Offer Canon’s imageFORMULA Solutions to Their Customers

Canon U.S.A., Inc. announces the support of OfficeTools as a new Canon reseller. OfficeTools, the leading provider of practice management software and educational resources for firms in the tax preparation and public accounting industry, will be offering Canon’s imageFORMULA products to their customers. These products support OfficeTools’ core software solutions and will enable OfficeTools clients to handle all source documents more effectively and efficiently resulting in a more productive workflow. “OfficeTools is a perfect fit for our imageFORMULA devices as we look to help our business partners meet the demands of their customers and increase access to Canon’s celebrated devices,” said Toyotsugu Kuwamura, executive vice president and general manager, Business Imaging Solutions Group, Canon U.S.A. Inc. “Canon’s scanners will satisfy current customers’ business needs by offering them efficient document management and scanning solutions through OfficeTools.” “We are thrilled to now include Canon’s imageFORMULA devices in our product offerings,” added Mike Giardina, founder of OfficeTools. “We strongly feel that our tax preparation and public accounting clients will consider these products to be an incredible asset to their document management solutions, as the devices will readily help streamline their intricate workflows.”OfficeTools will now offer to their customers the following Canon imageFORMULA devices with both ISIS and TWAIN drivers:

Konica Minolta Launches New EFI Fiery Digital Front Ends for Latest AccurioPress Lineup

Electronics For Imaging Inc. and Konica Minolta Business Solutions U.S.A. Inc. announced two new EFI Fiery digital front ends (DFEs) designed to drive the AccurioPress line of digital presses from Konica Minolta. Running on the award-winning EFI Fiery FS200 Pro software platform and Windows 10, the new EFI Fiery IC-313 external DFE provides superior performance and color management. It also supports the Konica Minolta AccurioPress family of production color digital presses, including the C6100, C6085, C2070, C2070P and C2060.The second new offering, the EFI Fiery IC-315 DFE, also run on the Fiery FS200 Pro software platform. This powerful server is the first DFE available from Konica Minolta running on EFI’s new NX premium hardware platform and is specifically designed for the ultimate in productivity with Konica Minolta’s highest production presses, the Konica Minolta AccurioPress C6100 and C6085.“As we bring our new AccurioPress C6100 and C6085 digital color presses to market, we are pleased to include the latest high-performance Fiery NX hardware platform with the Fiery IC-315 to enable customers to

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P R O D U C T R OUN D U P get the most out of their investments,” said Kevin Kern, senior vice president, business intelligence services and product planning, Konica Minolta. “For less aggressive print environments, users can choose the Fiery IC-313, which also supports the AccurioPress C2070, C2070P, and C2060 models and features most of the same great Fiery capabilities.”As with all Fiery DFEs, these new products include Fiery Command WorkStation, an industry-leading job management solution that makes it easier for print professionals to manage multiple printers or an entire shop from a single point. In addition, the Fiery IC-315 DFE model has been certified by Adobe to satisfy Mercury RIP Architecture standards, ensuring maximum efficiency in resource utilization. It also comes standard with EFI Fiery HyperRIP, a faster job-processing technology that can RIP up to four jobs simultaneously. HyperRIP also features a RUSH RIP mode that opens up a fifth parallel processor to handle rush jobs when all four processors are busy.

Compass Sales Solutions Announces KYOCERA Fleet Services Integration

Compass Sales Solutions is happy to announce the integration of KYOCERA Document Solutions America’s cloud-based device monitoring system, KYOCERA Fleet Services (KFS), as a meter import option in Sherpa’s TCO (Total Cost of Ownership). Adding KYOCERA Fleet Services, in addition to the other meter applications, in Sherpa allows for easier imports of customers’ current equipment and meter reads. This powerful tool allows users to manage and bring in the equipment and meter information from KYOCERA Fleet Services to the TCO. Helping users manage critical information from a client’s printing environment can result in increased sales productivity and real-time cost of ownership data. As a dealer, not only will you have a snapshot of current equipment inventory for that account, you will also have data to prepare a solution custom-tailored to the account’s needs and the ability to use this information to track lease expirations and run comprehensive analytical reports. “Compass has the ability to interface with multiple meter discovery/tracking applications and adding KYOCERA Fleet Services to that list just further expands our integration offerings,” says Tami Dittemore, VP of operations for Compass Sales Solutions. “This provides users real-time data, allowing our customers to identify needs, uncover opportunities and make recommendations across a prospective decision maker’s entire print enterprise and giving the ability to prospect, access, price, propose, close and maintain MPS Customers.” “The integration with Compass Sherpa further expands KFS to a full fleet management tool. This integration allows sales reps to pull real-time data directly into their CRM system for use in customer proposal generation and customer usage analysis. We see this as an excellent opportunity for the dealer to use KFS to expand their business,” says Terry Knopsnyder, VP of engineering for KYOCERA Document Solutions America.

Clover Imaging Group’s New Video Explores its Full Array of Marketing, Sales and Service Solutions

Clover Imaging Group (CIG) announced the launch of a new video that takes a high-level overview into CIG’s vast spectrum of dealer solutions. In March of last year, CIG was launched to provide

a comprehensive umbrella encompassing the collective strength of Clover’s unsurpassed resources in manufacturing, engineering, logistics,

services and solutions. Since then, CIG has endeavored to provide a level of partnership with its customers, in all segments of the market that transcends the traditional supplier/customer relationship forging true strategic partnerships driven by our goal of collective success. CIG’s solutions set is segmented into three distinct platforms: Marketing Platform 2.0 – a portfolio of marketing tools that make it easy for dealers to effectively communicate and engage with customers and drive profitability; TechLink 2.0, a comprehensive lineup of technical support and training services that help dealers provide total technology solutions; and Axess MPS, a fully integrated suite of software, services and support to help dealers implement a successful MPS program. With these solutions platforms in place, CIG is able to consult with dealers, assist them in developing a strategic sales and marketing plan, and then help them select the solutions and services they need to achieve their growth goals and promote their brands. Says Luke Goldberg, EVP CIG Global Sales and Marketing, of CIG’s evolution, “We have reinvented ourselves in the marketplace as a technology solutions provider, offering the widest array of services and solutions that is continually expanding and now encompasses MPS, marketing, logistics, distribution, services and training. Our foundation as a technology and engineering company ensures our products are second to none, and now we are able to support those world-class products with world-class services. We believe many in the channel still view us through the prism of Clover, the largest aftermarket manufacturer and collector, and don’t have a thorough understanding of the portfolio of solutions developed under our Axess MPS suite, Marketing Platform 2.0 and Techlink 2.0. “

Replacement Chips for Fuji Xerox DocuPrint 5105d series

Fuji Xerox DocuPrint 5105d is an A3 monochrome laser printer with fast and high quality prints, which came into market in 2015. While Fuji Xerox DocuCentre SC2020 is an A3 color MFP which can copy, print, scan, and fax. Equipped with S-LED printing technology and brilliant color output in a 1200 x 2400dpi resolution, the Fuji Xerox DocuCentre SC2020 is suitable for medium & small-sized businesses. The printers mentioned above are using separate drum and toner cartridges. Currently, Apex is the only chip manufacturer to develop replacement chips used in cartridges of DocuPrint 5105d printers. What’s more, the replacement chips for cartridges used in DocuCentre SC2020 are also very popular in the market now. The replacement chips mentioned above adopts ASIC design with strong consistent performance, comparable to OEM’s.

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To Make the Imaging Industry Organized, Forward-Looking, Productive and Quality-Oriented

ith the highest number of young people in the world, today India is experiencing a dynamic transformation as the young population turning into a demographic dividend. Today, there are several young entrepreneurs who are handling their parentsâ&#x20AC;&#x2122; businesses in a better way taking them to new heights, but social backwardness, poor educational facilities, economic inequalities among the workforce often remain hindrances to translating youth power into economic benefit. There are some who start on their own and there are others who join their parents in managing the companies and then gradually takeover responsibilities. To find out and understand the feelings, ideals and forwardlooking vision of the young generation who are increasingly stepping into their parentsâ&#x20AC;&#x2122;

shoes and taking over the reins of the family businesses, Imaging Solution magazine interacted with some enthusiastic young entrepreneurs. Takeover by the Young-Gen often happens in steps with parents gradually handing over responsibilities to their children while parents still continue to manage the financial and critical affairs. This transfer of power often involves the parents training, educating and gradually empowering their next generationâ&#x20AC;&#x201D;a process that could last from a several years to a few decades. In spite the fact that Young-Gen draws inspiration, guidance and authority from their parents, they often have some independent ideas that are more in line with the demands of the modern times. In the last decade, we also see a paradigm shift in marketing trends with

digital marketing and online selling becoming essential activities in parallel with traditional methods, as neither can be ignored to build a successful business nowadays.

Evolvement of imaging industry and the challenges faced by Young-Gen. entrepreneurs Aryan Trade World Pvt Ltd (ATWPL), a pioneer in the imaging industry in India was established in 2010 is headquartered in Mumbai. Today, ATWPL is the authorized national distributor of world renowned brands like TTI, Chinamate and A&G, providing customers with the best quality products at the most economical prices. Apart from this, ATWPL delivers a wide gamut of high quality individual products and toner cartridge accessories. Making

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spec i al st o r y its presence felt in every corner of INDIA, ATWPL has become one of the most trusted imaging solutions partners in the Indian remanufacturing industry. ATWPL boasts of a dynamic professional team with the motto ‘Quality is our Passion’. The in-house R&D department of the company makes sure that products meet all the necessary parameters before reaching the end customers. Apart from laying emphasis on quality, ATWPL is very particular about after-sales-service. ATWPL is led by Aryan Goel, President and Tanya Goel, Vice President, the new dynamic young generation entrepreneurs. Regarding how the Indian imaging industry is evolving in 2017, Aryan Goel commented, “The Indian imaging industry has been through a lot of ups and down this year, due to the new policies of the government like GST and other market factors. In the beginning it was very difficult for us to cope with the changes triggered by GST, but thankfully now we have become stronger than ever. Challenges are part of business. As long as we give our best, we know we can capture market share and make profits and help our partners too to make profit, by providing the right incentives and motivations to our dealers, distributors and suppliers. It is our principle to do our best to make the market more organized and stable and to prevent the unethical players who spoil the pricing and quality standards in the market by selling cheap, low-quality goods.” Greenlam Office Solutions, based out of New Delhi, is one of the leading brands in Office Supplies, and has a sales network in all the major cities in India. Greenlam offers a comprehensive range of products that includes lamination machines, laminating pouch film and rolls, spiral binding machines, PVC Dragon sheet, inkjet photo paper, laser

toner cartridges and Mr. Aryan Goel, President, Aryan consumables and more. Trade World Pvt Ltd, Mumbai Greenlam also recently “We provide right incentives launched a new range of and motivation to our partners who high quality laminators include distributors, dealers and and lamination pouches. retailers. And we maintain high quality Gaurav Khetterpal, and affordable prices, do our best to Director of Greenlam, an organize the industry and prevent MBA (from Wales, UK), unethical practices by others selling low-quality goods.” is a young and dynamic entrepreneur with a longterm vision. Greenlam Office Solutions is a part of Ms. Tanya Goel, Vice President, Khetterpal Group, which Aryan Trade World Pvt Ltd, is mainly into imports and Mumbai “Though initially GST caused some trading of Multifunction confusion, it has set a very positive Printers for the past 27 trend in the industry as the new laws years. The group is also will support the ethical companies. into many other verticals like real estate, hospitality Companies operating unethically will find it difficult to play in the market now. GST is a morale-booster to all the honest and others. players.” Gaurav Khetterpal of Greenlam Office Solutions asserts, “The biggest challenge today is the Bhansali, Managing Director, trading with price competition that we face from the spool and wide-width ribbon. Later they unorganized sector in our industry, where the added refill packs, refill kits, toner powder,

sellers sell the products at cheaper prices by lowering the quality. It hugely affects the sale in the organized, white sector. Now people are gradually realizing that it is wrong to buy low quality products at cheaper price, as these products don’t last long, need replacements soon and cost more in the long run. Overall we find good growth in the industry currently and the future looks brighter.” HCR Info Consumables with their H.O. in New Delhi was started in 1985 by Nirmal

etc. Today, HCR is a reputed national level distributor, importer and manufacturer of imaging products in India. The HCR’s current, wide product portfolio includes printer ribbons, OEM and compatible laser toner powers (in bottles as well as in pouches) and laser toner cartridges, blades for copiers and laser printers, seal, chips, CISS, etc. HCR recently celebrated their 32nd anniversary of their grand existence in the imaging consumables industry in India. Nirmal Bhansali’s son, Prashant Bhansali, Director, joined the business in 2000 to assist his father in managing the business. Today, Prashant Bansali, with 17 years of experience under his belt, is key player in the Indian imaging

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spec i al st o r y also increasing rapidly on inkjet side.” Rank Office Automation, led by the partners Kuldip Virmani, Rakesh Virmani and Kailash Virmani, is a Delhi-based provider of a wide range of copier consumables such as black and color toners, compatible cartridges etc for different brands including Ricoh, Konica Minolta and Xerox, with main focus on quality and consistency. Rank office started its operations in 1997 providing second hand Xerox machines, black and color toners. For toners, they have their own brand, Virmanis. Rank Office is an authorized distributor for Raven Industries, USA, from where they import cartridges and toner in bulk and distribute them in India. Rank Office still deals in second hand color Xerox machines. Young Rahul Virmani, a B.Tech (Computer Engg), joined Rank Office in 2014 to assume

Mr. Gaurav Khetterpal, CEO, Greenlam, New Delhi “As a young-gen entrepreneur, we need to respect and acknowledge the contribution of the previous generation to the industry, while at the same time thinking independently to come up with new innovative ideas by experimenting with new products, following new developments and technology”

industry. Prashant Bhansali of HCR Info Consumables reveals, “As you know today, HCR Info is one of the leading importers and traders of imaging products in bulk in the Indian market. The latest trend as well as challenge in the imaging market is tough pricecompetition, increasing number of players and decreasing margins. Another trend is decreasing usage of printing as corporates and offices are moving more towards paperless office and the increasing usage of compatibles is slowly resulting in shrinking of refilling industry. In the last few years, quality in the market dropped substantially. To deal with the tough conditions, we are discouraging credit business and encouraging cash business which is good both for our customers and for us.” Established in 2002, led by its Proprietor, Deepesh Patel, Jet Technologies is a renowned Mumbai-based firm engaged in trading, wholesaling and importing toners and other consumable raw materials for wellknown brands like Samsung, Brother, Epson and HP. Deepesh Patel of Jet Technologies comments, “Although competition has been increasing for the past three years, demand also has been increasing for consumables raw materials. Demand for color raw materials is

responsibilities of the business while at the same time his father and uncles too manage the affairs. Rahul Virmani of Rank Office Automation shares, “Imaging trade is getting more and more competitive nowadays. We are expanding the supply of our reconditioned machines, widening our range of compatibles of copier toners and copier cartridges. We are not dealing at present in printer cartridges and copier machine parts.” Gi2 (Goel Imports, the New Delhi-based

importer of imaging products) is a popular brand amongst the customers and Goel Imports has established its presence as a leading trader, supplier, importer, wholesaler and distributor of OPC drum for laser cartridges, PCR, mag roller, pressure roller, D/W Blades, toner powder and compatible toner cartridges, lamination machines, lamination pouches, with customers spread pan-India. The company is founded by Tarun Gupta and his son Sanyam Gupta started assuming responsibilities in 2015, while farther still manages the business. Goel Imports has recently opened a new warehouse in Bhiwandi, Mumbai, from where they do their product dispatches to their customers in the West and South India. This step is set to reduce the lead times and increase availability of their products. Regarding challenges, Sanyam Gupta of Goel Imports comments, “Competition is increasing with more players entering the field and margins are coming down. We maintain the basic quality at affordable prices.” Greenvolution was founded by a Young-Gen entrepreneur, Barkha Mittal, in 2011 in New Delhi, who gained valuable insights after working for the recycling and environment industries in Scotland. Creation of Greenvolution is the result of her concerns regarding the environment. Greenvolution remanufactures a huge number of different toner cartridges of leading brands such as Brother, HP, Canon, Samsung, Ricoh, Konica Minolta, Panasonic, Epson, Lexmark, Kyocera, while maintaining high levels of quality. Barkha Mittal of Greenvolution shares, “The ongoing economic downturn that we have been experiencing for several years have brought cheers at least to the cartridge remanufacturing industry as business are

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spec i al st o r y going to be looking for every means possible to save cost and thereby speeding up the process of innovation- finding more costeffective ways to improve the bottom line and sustainability at the same time. Therein remanufactured printer cartridges are an absolute fit--cost effective & eco-friendly. I as an Young-Gen I do not see any challenges since I keep an open mind and am willing to embrace change.” Asterisk Electronics started catering to the requirements of PC-based phototypesetting terminals used by the English and Indian Language printing and publishing industry. In 1991, the company started to address the upcoming requirements for laser printerbased DTP software as an alternative to phototypesetting machines mainly catering to the vernacular printing and publishing industry with its flagship AKRUTI range of products. Asterisk was the first company in Delhi to start toner cartridge refilling and they are the leading manufacturers and providers toner cartridge cleaning machines. Five years back, Preet Ahluwalia (Son of Sanjeev Ahluwalia) started sharing his father’s responsibilities. Today, Asterisk provides a wide range of imaging products and solutions. Preet Ahluwalia of Asterisk Electronics opines, “One challenge we often face in the market is the bag-packer refillers that go from office-to-office for refilling cartridges at the customers’ premises at very low rates and low quality. These people pay little attention to the idea of cartridge cleaning, which can often reduce the life of the cartridge besides giving poor quality output of the refilled cartridge. Refillers who use our cartridge cleaning machines can ensure that the refilled cartridges give quality output, besides ensuring longer life of the toner cartridge.” UV Infotech was started in 2011 by

Kalpesh Patel, providing laser toner cartridges under the brand name UV. Kalpesh Patel comments, “Increasing competition is leading to lowering of prices and shrinking of margins. Also low quality providers are upsetting the market dynamics.” Siddharth Stationers, based out of Shakarpur (Delhi) is one of the leading refillers, experts in CISS installation and printer repairs in East Delhi region. The company was originally founded in 1995 by Mahesh Jain and his son, Ushabh Jain, took over the operations in the Shakarpur branch in 2001 and has been successfully operating since then. Mahesh Jain still operates their Vaishali branch. He is now one of the dynamic and growing young generation entrepreneurs in the imaging industry. Talking about the developments in the refilling segment and challenges in the imaging

industry, Ushabh Jain reveals, “There are many refillers in the market who are unable to provide the quality required. Today customers want good quality refilling. In the market today many brands and products are available in the market, but all of them do not give the required quality. As experienced refillers, it is our moral responsibility to suggest the customers about the right products for the right machine and for the specific purpose. We always recommend our customers the right products so that they have the best

Mr. Prashant Bhansali, Director, HCR Info Consumables, New Delhi. “The new generation, the print and online media and the industry associations should all act with unity with others in the industry to bring in uniformity in pricing and promote quality products and services and organize the imaging industry.” output and experience and they often return to us when we offer them the right service.”

Opinions on the recent GST law and its impact Talking about GST, Tanya Goel (of ATWPL) adds, “The implication of GST has disturbed the market in the beginning as the buyers were hesitant to buy, as they weren’t aware of the changes it would bring about. Recently, the market has started picking up momentum, the GST has now brought a very positive outlook into the business since the new laws and rules are beneficial for the strong and ethical companies like ATWPL. We are very happy to inform you that our sales have increased by 20% and are expected to increase further by the end of this year. Small companies operating unethically and the ones who disturb the market will find it difficult to control the market now. We are looking forward to a positive journey.” “Now, as GST is implemented, we expect the shift of customerbase from unorganised to organised sector, thereby resulting in the increase of sales. Indian imaging industry is growing at a faster pace, especially post GST. The demand for printers and consumables has seen an upward trend. Though, there were initial hiccups when GST was implemented, now we expect that the business across the

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spec i al st o r y law, many definitions are not clear and there are many confusions, which are making it look complex. Government should improve clarity and reform the law. We hope GST will be good in the long run.” “Imaging Industry will expand more in 2018 because the demand for computers and in turn for printers has gone up after the government introduced GST,” adds Preet Ahluwalia of Asterisk. Kalpesh Patel of UV Infotech states, “The latest challenge is, after GST implementation payments are getting delayed for the last three months. Now we are doing business only with old customers with whom we are already familiar and who have good record of paying; we are not doing business with new customers. GST may be good in future, but at present it has slowed down our business activity.”

Mr. Deepesh Patel, Jet Technologies, Mumbai “My message for young generation is they should focus more on quality and work in unison on dealing with industry-related issues and problems to make the industry more organized.”

country will gradually increase, and it will result in better sales of all the products. GST has a uniform tax structure, and it will help us in doing business smoothly across the states,” said, Gaurav Khetterpal of Greenlam. According to Prashant Bhansali of HCR Info Consumables, “With BIS and GST, market has started gradually shifting towards better quality, but it will take several years before conditions really improve and stabilize. GST is good but the law needs many modifications and reforms. In the long-run, we hope GST will set uniformity in prices, encourage those businesses operating in white and will discourage the black business. As I said, GST and BIS will improve the quality and business conditions in India, but it will take some more years, before we see the positive effects.” Deepesh Patel of Jet Technologies says, “GST turned out to be good as it is also contributing to the organizing the industry.” “After GST, expenses and documentation have increased taking most of our time and effort, without increase in profit. In coming months, we are expecting the business conditions to improve. Let us hope the best,” said, Rahul Virmani of Rank Office Automation. In the words of Sanyam Gupta of Goel Imports, “Right now, with the present GST

“As far as our experience is concerned, we see GST as a good step and our sales have improved considerably during the last 3 months. Today every businessman wants to print some bill or the other related to GST and they need more printing work,” concluded, Ushabh Jain of Siddharth Stationers.

Strategies of the Young-Gen to deal with challenges Aryan Goel of ATWPL states, “We have a very organized system here at ATWPL. Our

R&D department uses the best methods to test the products, our market research team keeps up-to-date with the new market trends so that we can supply the best quality products at affordable prices, our finance department keeps a close check on the debtors and the marketing team keeps promoting new and valuable schemes for the partners and customers. Our ARYAN GOLD SCHEME is a step to motivate the channel. The scheme is aimed at encouraging the existing loyal customers to get gold coins in return for their performance, which will in turn increase the market share for Aryan products.” “First, we need to assess the market demand. Different geographic regions have different demands for different products. Assessing their requirements is a challenging task, and for that, we need Regional Managers who analyse the demand regionwise so that we can procure the products on that basis. Another challenging task is to counter price competition. Our company policy is very clear where for us quality always remains our top most priority. We convince the customers the quality standards of our products, to overcome the price issue. We have recently introduced a uniform price structure all over India, for all our products, which gives our partners al level playing field,” adds Gaurav Khetterpal of Greenlam. Prashant Bhansali of HCR Info Consumables says, “Our strategy is to focus on a few selected products like toner powder, toner cartridges (no color toner and no inks) and blades and promote them aggressively.” “We import RC machines mainly from US & Europe. Now we want to add office documentation. We have customers across India, with major share of our business

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spec i al st o r y coming from North, Central and East India markets. Business has been stagnant in the last few years, though it is improving. In future, we are aiming at a growth rate of 10 to 20%. We deal in RC machines of all brands, black and color. Demand for color machines is increasing and we are getting very good response from the market. We sell about 30-40 RC machines every month. Our prices are affordable and our customers show faith in our products and services. With all our planning and attitude, we are sure that we will be successful in future and face challenges confidently,” clarifies, Rahul Virmani of Rank Office Automation . Sanyam Gupta (of Goel Imports) asserts, “Though market is getting tough, for those who are tough, smart and go-getting and determined, there are always opportunities. We believe in innovating new ways to increase business. With hardwork and smartwork, we are sure that we can win the market. The warehouse we opened recently in Mumbai will take us a step forward in reaching the products to our customers in shorter time intervals.” Barkha Mittal of Greenvolution comments, “Hard work and smart work is the solution for all challenges--if anyone’s thinking there’s a “stay-at-home”, “feeton-the-table”,”build-it-and-they-will-come” solution, then they may be better off closing the shop now and move on to something different. There is no alternative to achieving successful outcomes, besides combining hard work with modern digital business solutions and business intelligence. The face-to-face relationships in the local markets are the key. Despite all the fuss about social media, digital marketing, e-commerce and the Internet, at the end of the day, customers like to buy from

businesses they know and businesses they trust. This means getting out of the office and getting in front of customers and prospects and developing the necessary relationships.” In the words of Preet Ahluwalia (of Asterisk), “Challenges are part of life in every industry. One of the best ways to deal with challenges is keep a dedicated team of professionals who can deal effectively with the customer needs, whether it is service and technical training. Our committed team of professionals is the asset that helps do good business and retain customers.” “We are one of the few, who can install ink tanks successfully and fittingly on any model or brand of inkjet printers. We do good R&D and take regular feedback from the customers and then tailor our solutions and services to meet the market needs. During the last 10 years, we developed that reputation in the market. You can see the crowd at our shop;

they come from faraway places to seek our refiller solutions because they have faith in us. Color usage is increasing rapidly particularly on the inkjet side. With the latest improved technology on color inkjet side, many are shifting from color laser to color ink. Providing quality service is key to face challenges. We do not believe in providing stop-gap solutions to make money,” added, Ushabh Jain of Siddharth Stationers.

Mr. Rahul Virmani, Rank Office Automation, New Delhi. “The traders and the new generation should focus more on quality, not on bringing down prices with craze for quick money. Increasing volumes without increasing profits is detrimental to the interests of the business.”

Role of Young-Gen in making the Indian imaging industry organized and recognized Tanya Goel of ATWPL, adds, “To be honest, we have always strived to promote clean business. All the teams at ATWPL, work according to the pre-set policies and strict guidelines aimed at maintaining the best quality and price, and to prevent the unethical operators. This will also ensure that our clients remain loyal to us and are not attracted towards temporary, unethical players in the market.” “I believe Indian imaging industry has a great potential and we can achieve more success and profits in business if done in an organised manner. We all should pledge to bring and sell the best quality products with a longer shelf-life. Due to competitive market, many companies, especially in the unorganised sector, import the cheaper products, but of very low standards which at the end create a lot of e-waste polluting our environment, which sometimes very harmful to humans, animals and plants. We need to educate people about it; it is our moral responsibility to use only quality products. All products need to be recycled after its end of their life to protect our environment. If we work sincerely, such initiatives will give recognition to Indian imaging industry globally,” says

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spec i al st o r y some guidelines as to how to work according to a code of conduct, than each member acting and selling his own way.” “Remanufacturing is a superior choice both environmentally and economically. I want this stance to be echoed by government bodies and corporates. I myself speak highly of Greenvolution remanufactured cartridges not just as a means to save cost but as a medium for improving the environment as well. We

Mr. Sanyam Gupta, Goel Imports, New Delhi “Though market is getting tough, for those who are tough, smart and go-getting, there are always opportunities. With hard work, smart work and aiming high, the young generation can win in any situation.”

Gaurav Khetterpal of Greenlam. Prashant Bhansali of HCR Info Consumables adds, “Imaging Solution magazine is doing its bit to organize the Indian imaging industry. We also need strong coordinating industry associations to act as platforms to connect different players and organize the industry.” “There is no cooperation between different traders in the imaging aftermarket, who just focusing on making quick money and this is bringing down the prices as well as quality. Too much focus on money leads to low prices which will at the end disrupt the quality in the market and bring down margins,”said, Rahul Virmani of Rank Office Automation. Sanyam Gupta of Goel Imports suggests, “All the important players in the imaging industry and the media, like Imaging Solution magazine, should work with unity to formulate

need to create awareness and promote remanufacturing as a credible alternative to protect the environment and also save costs,” said, Barkha Mittal (of Greenvolution). Preet Ahluwalia of Asterisk asserts, “I think every Young-Gen has a very important role to play in the coming years coming to organize the imaging industry. Also the YoungGen should focus on quality. Our products are aimed at offering ‘quality that is comparable to the quality offered by the OEMs’ and we also provide high quality Managed Printing Ms. Barkha Mittal, CEO, Solutions to Corporates.” Greenvolution “Hard work, regular “Cartridge remanufacturing is feedback from the one segment which combines both customers and changing cost savings and environmental techniques and tactics to protection and hence is an ideal fit meet the market needs, for today’s youth to practice.” and transparency are our strategies to meet challenges. If everyone

follows these principles, the imaging industry will automatically gets organized,” concluded, Ushabh Jain of Siddharth Stationers.

Vision for the Next Five years According to Aryan Goel of ATWPL, “We at Aryan are confident that with the support of our vendor partners like TTI, Chinamate and A&G who provide us qualityassured products and with the support of our committed channel partners in India, we hope to gain significant market share in the Indian market in the next few years.” Gaurav Khetterpal of Greenlam envisions, “Recently born, Greenlam is like the new kid on the block which is taking baby steps to reach the goal that is, to be the market leader in our segment in the next 5 years, providing our customers the best quality at affordable price. The company plans to spread its wings across India covering all the cities and states through its channel partners. We will be introducing many more products in the near future, which will give much more value to our distributors and satisfaction to the end user. For us, the foremost objective is offering the best possible Customer Satisfaction. We have created management systems in our company based on Amazon model, in which it is ensured that the products when ordered are dispatched and delivered within the prescribed period. We keep a track on the order and ensure timely delivery to our customer. We credit our success in business, due to our sense of gratitude, integrity and constant support to our channel partners and end users.” “Currently we are growing at an annual rate of around 10% which we want to scale upwards. We are planning to start our own manufacturing plant under Make in India through which we plan to provide India-mage toners, blades and compatible cartridges by

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spec i al st o r y early 2018,” said, Prashant Bhansali of HCR Info Consumables. Rahul Virmani of Rank Office Automation reveals, “We want to diversify our product range to meet the office and industry requirements and expand our business in the next 5 years.” Sanyam Gupta of Goel Imports, “Currently, we are growing at an average annual rate of 20%. In future, we want to trade in higher quantities and make a mark in the industry as a brand and expand our business further in the next five years.” Barkha Mittal of Greenvolution clarifies, “We are aiming to shift gradually from the just ‘Printer cartridges’ model to ‘Printer cartridges + maintenance” model. Though it has become more investment-intensive but I believe it’s good for the industry. In the coming 5 years, my focus is to provide complete solutions to customers when it comes to printing.” Preet Ahluwalia of Asterisk says, “Ever since I joined (5 years ago), our company has been growing by the rate of 100% per year, and we have started international ventures as well. In the next 5 years, with our Managed Printing Solutions growing significantly, aim to reach the landmark Rs 100 crore turnover.” Regarding future plans, Ushabh concludes, “Currently we refill 1500 ink cartridges a month and we are growing at an average 20% a year. In the next 5 years, we want to expand more into toner refilling services and increase our business operations.”

I believe we need to respect and acknowledge the contributions of the previous generation to the industry, but at the same time, rather than simply following them, we should work on new innovative ideas by experimenting new products, keeping in mind the new developments and technology happening in the world. Printer consumables are an emerging market with a lot of potential. Today, in this digital world, every office, home,

school and establishment requires printers and consumables on a regular basis. We need more youth who are willing to learn and enter this industry to provide products and services to the end user. It does not require much of an investment if you want to start this business on a small-scale, neither need much of a technical expertise in the beginning. You learn with time after gaining more experience and earn reasonable profits on investment. This sector also creates a lot of job opportunities for the youth.” How the printer consumables Prashant Bansali of sector can attract youth as HCR Info Consumables says, “My message to creators and buyers of their the youth is they should try their level best products? with a united action to bring in uniformity in “We see a very good potential for the pricing and high standards. They should focus younger generation to enter the imaging on quality, not just on making quick money.” arena and induce new innovative ideas for “My message for young generation is Mr. Kalpesh Patel, UV Infotech, they should focus more Mumbai. on quality and work in “To organize the market unity unison on dealing with is needed among providers; they industry-related issues should focus more on quality and less and problems to make the on price. Providers should maintain industry more organized,” price parity. That will benefit both the said, Deepesh Patel of Jet providers and the consumers.” Technologies. Rahul Virmani of Rank Office Automation states, the overall benefit of the industry. The only “The traders and the new generation should right strategy for success in any business is focus more on quality, not on bringing down working hard, working smart, building good prices with craze for quick money. Increasing reputation, acquiring the right knowledge volumes without increasing profits is and applying it smartly when and where it is detrimental to the interests of the business.” necessary,” said, Aryan Goel of ATWPL . Sanyam Gupta of Goel Imports shares, Gaurav Khetterpal of Greenlam “My message to new generation is that the elaborates, “As a young-gen entrepreneur,

Mr. Preet Ahluwalia, Asterisk Electronics Pvt. Ltd. “Young generation in the aftermarket imaging industry should aim at offering products and services of ‘quality comparable to the OEMs.”

young generation, both providers and users, should concentrate more on quality and less on price. Industry players should focus on doing more ethical business. We need some mature and strong imaging industry associations which will work objectively to organize the Indian imaging industry and bring in certain code of conduct, to be followed by all the players.” Brakha Mittal of Greenvolution reveals, “Going green is the wave for the future and young-gen should learn to think independently and become their own bosses. Cartridge remanufacturing is one industry Mr. Ushabh Jain, Siddharth Stationers, Delhi “The young generation should focus on good quality and service, not just on making quick money. If they do business based on honesty and transparency and prefer to use Indiamade products, money is bound to follow.” which combines both cost and environmental savings and hence an ideal fit for today’s youth. What’s more rewarding than seeing your company’s growing by doing good to people and the environment around.” As message to youth Preet Ahluwalia of Asterisk states, “I think every young entrepreneur has a very important role to play in the coming years in organizing the imaging industry. Also the Young-Gen should focus on quality. The young entrepreneurs should spend a good amount on digital marketing and print media to attract the young buyers and also to inspire them to aim at high quality.” Ushabh Jain of Siddharth Stationers adds, “We do business based on honesty and transparency and built a strong reputation in the market. As far as possible we use Indiamade products and recommend others the same. I always advice the new generation to emulate these principles. The young generation should focus on good quality and service, not just on making quick money.”

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tech talk

Remanufacturing the Samsung MLTDII6L Drum Unit

By Mike Josiah and the Technical Staff at Uninet

he Samsung Xpress M2825 printer engine is based on a 29ppm, 600 DPI laser engine (4800 x 600 effective output per Samsung). These machines have a first page out in less than 85 seconds, and come standard with 128Mb of memory depending on the machine. The MLT-D116L drum unit is rated for 9,000 pages, The HY Toner (MLT-D116S) is rated for 3,000 pages and the STD yield toner (MLT-D116S is rated for 1,200 pages Current machines released so far* for this series are: Xpress M2625 Xpress M2626 Xpress M2675 Xpress M2676 Xpress M2825 Xpress M2826 Xpress M2835 Xpress M2836 Xpress M2875 Xpress M2876 Xpress M2885 Xpress M2886 Xpress M3015 Xpress M3065

While the cost for new cartridges is not very high, they are fast and easy to do. The MLT-D116L drum lists $58.99.* *As of Augtust 1st 2017 Required Tools Toner approved vacuum. Phillips Head Screwdriver Small Common jewelers Screwdriver Flat blade razor knife Drill with a 3/32” Drill bit (See Text) Required Supplies Replacement drum Replacement PCR (Optional) Three #4, ¼” long self-tapping screws (See Text) Small tube of silicon sealant. (See Text) Double Sided Tape. (See Text) Toner magnet cloths Conductive Grease 99% Isopropyl Alcohol Cotton or Foam cleaning swabs 1) Place the cartridge so that the drum is facing you and the drum gear is on the right. 2) Remove the drum drive gear on the right (gear) side of the drum axle. Pull it off straight so the center shaft of the gear isn’t damaged. See Figure 1

Fig. 1

3) Remove the two screws from the End cap on the gear side of the cartridge. See Figure 2

Fig. 2

4) Press in on the tab and remove the end cap. See Figure 3

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tech talk 10) Remove the two screws and wiper blade. Lift the blade up by inserting a small screwdriver through the outside wall. This way you wonâ&#x20AC;&#x2122;t damage the alignment pins. See Figures 9 & 10

19) Clean and replace the conductive grease on the contact plate in the contact end cap. See Figure 18

Fig. 3

5) Remove the single screw on the contact side end cap closest to the drum. See Figure 4

Fig. 18

20) On the contact side, install the end cap and screw. See Figure 19

Fig. 9 Fig. 10

11) Clean out all the waste toner. 12) Clean the felt seals. See Figure 11 Fig. 19

21) Install the remaining end cap and two screws on the gear side of the cartridge. See Figure 20 Fig. 4

6) Press in on the tab to release the end cap. See Figure 5

Fig. 11

13) Install the wiper blade and two screws. See Figure 12

Fig. 20

22) Install the drum drive gear. See Figure 21 Fig. 12

Fig. 5

7) On the gear side, press in slightly on the drum axle and remove the drum. The drum axle snaps in place, pressing in allows easier removal. See Figure 6

14) With low pressure air, clean the PCR cleaning roller. 15) Install the cleaning roller. See Figure 13

Fig. 13

16) Clean the PCR with your preferred cleaner and install into the cartridge. See Figure 14

Fig. 21

23) Using a flat chisel type razor blade, slice off the three plastic rivets on the chip holder. Remove the holder. See Figures 22 & 23

Fig. 22

Fig. 23

24) Replace the chip. See Figure 24 Fig. 6

8) Remove the PCR. See Figure 7

Fig. 14

17) Remove the3 axle out from the old drum and install into the new drum. Make sure the locking pin fits into one of the gear slots. See Figure 15

Fig. 15

Fig. 7

9) Remove the PCR cleaning roller. See Figure 8

Fig. 8

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18) Coat the new replacement drum with your preferred drum lubricant and install. Make sure the drum axle snaps into place. See Figures 16 & 17

Fig. 16

Fig. 17

Fig. 24

At this point you have a choice on how to attach the chip holder. The easy simple way is to use Double Sided tape under the holder. Over time Tape can fail though. The other option is to drill out the rivets and insert screws. When you drill the holes though you will most likely drill right into the waste chamber. Because of that we recommend you place a small amount of silicon caulk on the screws to seal the holes up. 25) Place the holder over the chip and drill three holes into the rivets using a 3/32â&#x20AC;? drill bit. See Figure 25

Fig. 25

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eve n t

Sandhu Associates Opens Swanky Showroom in Patiala including inks, toners, cartridges— both compatible and OEM. We also refill all HP cartridges. Every month, we refill around 150 laser toner cartridges and about 200 ink cartridges. We deal mostly in monochrome inks and toners. As far as color is concerned, on the inkjet side color usage is growing very fast with recent innovations and developments in color inkjet technology making color ink printing less expensive compared to color laser toner printing. On the color

Mr. Gurbir Singh Sandhu Sandhu Associates

andhu Associates opened a swanky showroom in Patiala and the showroom was inaugurated by glamorous Mrs. India Worldwide 2014, Aman Grewal. This stateof-the-art showroom will have all the brands and products, Sandhu Associates has been dealing. Talking on this occasion, Gurbir Singh commented, “We are glad that Aman Grewal could come and inaugurate this showroom. We hope this showroom will be a very good location for the consumers to come and pick

the products of their choice, offering them availability and convenience.” Gurbir Singh shared, “We started in 1998 with DTP work like typesetting for magazines, theses of PhD students, pamphlets, etc. In 2003, we started IT business with HP printer consumables

front, we refill nearly 100 ink cartridges and only 10 laser color cartridges a month.” Growing at an annual rate of 1520%, quality and transparency are the main selling points of Sandhu Associates. Gurbir Singh adds, “We always encourage customers to purchase only quality products, but good quality consumables come at a higher price compared to market products. About 70% of our customers purchase only quality products. But about 30% customers want low-cost products and they are not bothered about quality. So side-by-side, we also keep low-quality products to satisfy the demand of those who wants purchase them. But we always recommend customers to purchase only high quality products but the choice is theirs.” The market had

been stagnant in the last few years in Punjab and elsewhere in India, but starting this year the market started improving. Regarding how their business is doing, Gurbir Singh revealed, “Educational institutes and banks are segments from where we are getting good demand for ink-refilling. Currently, compatible cartridges business is also improving in Punjab. Now we are also selling HP and Dell PCs as a retailer. We hope GST will help to streamline business operations to grow the business further and curb businesses working in black market. Right now there are lots of confusing clauses in the law which the government has to modify for GST to really bring the benefits that are expected. Soon we want to add more security and surveillance products to our portfolio. We want to tie-up with new

brands in future and widen our product portfolio and expand our business in Patiala, attracting customers in and around Patiala.”

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reg i o n al play er

VB Systems : Aiming to Establish their IT & Imaging Business in Thanjavur-Madurai

Mr. T. Rajesh

Mr. N Muthukkaruppan

VB Systems

adurai (Tamil Nadu) based VB Systems is a distributor of computer peripherals and imaging products (powder and toner cartridges). They also have a retail outlet in Thanjavur. Founded in 2002 by T Rajesh (Founder), VB Systems was a Regional Distributor for LG PCs and peripherals in 2005-09. Today VB Systems is regional distributor for Samsung monitors and printers; and TVSE printers, keyboard, mouse. Today VB Systems is retail partner of a wide range of IT and imaging products, including micro processors (Intel); graphic cards & motherboards (ASUS); UPS systems (V-Guard and Numeric); keyboard & mouse— wireless and wired (TVSE); hard disk drives – HDD (Toshiba and WD); compatible toner cartridges (Polyton) and toner powders of ProDot and Image Star, and all the peripherals and products of iBall and Zebronics. For compatible toner and toner cartridges, VB Systems distributes at national level and for other products at regional level in line with their National Distributors. T. Rajesh comments, “Our distribution activities are based from Madurai and we have a retail showroom in Thanjavur, our

operations are limited to retailing. We maintain good relationships with our National Distributors and our downline partners like dealers and retailers. Our prices are reasonable and we are transparent in all our transactions. Though market has been dull for the last few years, our annual growth has been satisfactory. As for imaging products distribution, currently we want to focus more on Polyton compatible toners and cartridges. We find Polyton consumables to be of good quality at reasonable prices.” Talking about GST, Rajesh reveals, “There has been a slump in sales in the last three months due to GST implementation. We hope GST will be good for future, as we have to deal with only one tax under GST. Another advantage is we can do business with anyone in any state in India; we do not have to deal with too many taxes and too many formalities. But as of now there are a lot of complexities in the GST law and the government needs to make many reforms to it to be beneficial to the business community and the end customers. In some cases, taxation is too much making the goods costlier for the end users, for example, earlier we used to pay only 5% VAT,

but now we have to pay 18% GST, which is too high. Anyway, we are optimistic that in the future, the reformed GST will be good for all—business community and the end users.” Regarding future plans, Rajesh adds, “We want to increase our distribution business in a steady manner in Madurai and also establish our retail business in Thanjavur. We have a well-knit network of 250 dealer and retail partners. Currently, we are growing at an annual rate of around 25%. Our main motivations to our partners are good price and friendly, long-term relationships. Recently, we started focusing on selling compatible imaging products. After we gain good experience in the imaging line, we want start importing and also start our compatibles brand.” Rajesh is also a very familiar face in Tamil Nadu IT Association, where he was and Treasurer of the Association from 2014-15. T Rajesh has a long and in depth experience in IT industry. “As far as our Association activities are concerned, we are conducting several education programs for the association members on GST and technical training programs on IT products and services.”

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spec i al rep o rt

ITDL Recognised at RTMedia Global Imaging Awards, Zhuhai Founder and Chairman of ITDL Sushil Jain accepted the global imaging industry award in front of hundreds of imaging industry professionals and leaders from 104 countries, Chinese government officials and the media. Indian Toners & Developers (ITDL), which is celebrating its 25th year in business, has picked up the coveted Outstanding Marketing Award in Zhuhai, China. Founder and Chairman Sushil Jain accepted the global imaging industry award in front of hundreds of imaging industry professionals and leaders from 104 countries, Chinese government officials and the media. Thousands of nominations were received for the twelve categories of awards, presided over by 15 judges from 12 countries. Jain established ITDL in India 25 years ago as the first Aftermarket toner company and in spite of being in a tough, hard fought, price driven market it continues to be the undisputed market leader thanks to strong leadership and clever marketing skills. He incorporated ITDL in 1990 as a public limited company on the Bombay Stock Exchange â&#x20AC;&#x201D;at the age of 33. RT Media picked up the global industry awards when it acquired US-based Recharger Magazine in 2014. The Outstanding Marketing Award is presented annually to the company, organization or individual that has run a memorable or unique campaign to the market that promotes the benefits of using aftermarket imaging supplies, products and services. Indian Toners & Developers was presented the award for celebrating its 25th year after successfully developing its own monochrome toner formulations and growing its international and domestic manufacturing business to 3,600 metric tons, having added 1,200 metric tons in the last three years alone. The RT Imaging Awards were presented during the RemaxWorld Expo which broke all records again this year with 482 exhibitors from 28 countries and regions, and 15,122 professional visitors from 104 countries and regions. The event has been running each year for 11 years.

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R.N.I. nO DELENG/2012/46000 | PostAl reg. No. DL(S)-01/3441/2016-18 | Date of Pub: 20 September 2017 | Postal Date: 24 & 25 of Same Month | Posted at: NDPSO

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