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FEATURE ARTICLE RECHARGEasia

RECHARGEasia

SEPTEMBER 2010

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FEATURE ARTICLE RECHARGEasia

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RECHARGEasia

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SEPTEMBER 2010 •

FEATURE ARTICLE RECHARGEasia

RECHARGEasia

SEPTEMBER 2010

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FEATURE ARTICLE RECHARGEasia

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SEPTEMBER 2010 •

FEATURE ARTICLE RECHARGEasia

RECHARGEasia

SEPTEMBER 2010

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CONTENTS

目录 11 Message from the Publisher 75 卷首语 FEATURE ARTICLES

亚洲再生业

GLOBAL FORUM

专题文章

Business Inkjets: A Real Threat to Laser-Based Office By Robert Palmer Products? 商用喷墨打印机：激光办公产品的真正威胁？

政采机遇：民族兼容耗材如何顺势而为？ Government Procurement: How National Universal Consumables Can Take Advantage of this Opportunity?

又见“337”，维权还是打压？ ITC 337: Protecting or Abusing Legal Rights?

感受于印度尼西亚耗材市场 Experience in the Consumables Market in Indonesia

市场动态

MPS: What is it? & Why Should I Care? MPS是什么？为什么我们应当重视？

InfoTrends Releases U.S. Production Printing & Copying Market Forecast for 2009 ~ 2014 InfoTrends公司发布美国2009年度至2014年度印刷和复印产品生产市场预测

EMEA PC Market Continues to Recover and Delivers Solid Growth at 21% in 2Q 2010 EMEA地区家用办公IT市场在2010年第二季度持续复苏保持了 21％固定增长 25 Essentials for Exceptional Email Campaigns 25个电子邮件广告推广要点

2010年打印耗材市场快速增长显现三趋势 Printing Supplies Sector Reveals Three Fast-growing Market Trends for 2010

试析A3彩喷的市场地位 Analysis of A3 Inkjet Market Position

2010年上半年中国数码复印机市场研究报告 Digital Copier Market Research Report for First Half of 2010

WebOS：物联网时代HP保持技术领先的杀手锏 WebOS: HP Leads Technology in Internet Era

By 雷振超

为打印耗材产品开拓新市场的绝佳平台 Develop the Perfect Platform for the New Consumables Market

政府采购市场节能就是竞争力 Government Procurement Market: Energy-saving Gives Competitive Edge

100

是谁在抢我们的空盒？ Who is Stealing our Empties?

102

复印纸也可以很低碳 Copy Paper Can also be Very Low-carbon

CEO之路

An Interview with Dr. Abhinava Kumar Srivastava of NAND ipl By Art Diamond

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凡伟

OEM聚焦

40 44

New Epson WorkForce 320 and Epson WorkForce 325 Allin-Ones Deliver Superior Performance and Efficiency 爱普生WorkForce 320 和 WorkForce 325一体机提供卓越的性能和效率

Ricoh Introduces Hotspot Multifunction Printers 理光推出HotSpot多功能打印机

New Full HD Movie Print Featured in Five New Canon PIXMA Printers 新全高清电影打印技术应用于佳能5款PIXMA打印机

Lexmark Sues Importers of Laser Cartridges for Patent Infringement 利盟起诉24家墨盒公司

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惠普耗材技术取得突破性进展 HP Supplies Technology Breakthroughs

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OKI发布两款新LED打印机 OKI Releases Two New LED Printers

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理光新办公解决方案助力企业高效经营 New Ricoh Office Solution Helps with New and Efficient Operation

请教专家

Remanufacturing the Samsung SCX-5635 Toner Cartridge By Mike Josiah

三星SCX-5635型成像卡盒再生

采访NAND公司的Abhinava Kumar Srivastava博士

By王肖平

HP CEO Mark Hurd Resigns, CFO Cathie Lesjak Appointed Interim CEO 惠普总裁Mark Hurd辞职，CFO Cathie Lesjak继任

ASK THE EXPERTS CEO ON THE GO

全球论坛

RechargRussia Expo 2010 : Conference & Expo Was a Successful Mix 2010年RechargRussia展：论坛与展会的成功结合

By Ronelle Ingram

总第077期

OEM UPDATE MARKETING

2010 年9月

RECHARGEasia ISSUE 077 September 2010

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

ASK THE EXPERTS

请教专家

110

16个成像卡盒问题的分析与解决 Analysis and Solution on Sixteen Imaging Cartridge Problems

112

墨盒不用的储存办法 Cartridge Storage Methods

112

惠普成像卡盒的灌粉经验谈 HP Toner-refilling Experience

COMPANY CLOSE-UP

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中文快讯

上海商务楼将回收墨盒、成像卡盒等打印耗材 Shanghai Business Building Recycles Cartridges and Other Printing Supplies

联想LJ3600D 引领自动双面打印时代 Lenovo LJ3600D Leading Automatic Duplex Printing Times

企业近况透视

American Ink Jet Corporation Opens New Online Store American Ink Jet公司宣布开设新的网店

ILG Welcomes Vice President of Strategic Business Development Al Zortea ILG公司欢迎企业发展战略副总裁Al Zortea

Metrofuser Adds Leasing Options To Remanufactured Laser Printers Metrofuser公司增加兼容再生激光打印机租赁服务

Image Specialists Boosts Its Portfolio of Transport Clips for Cartridge Refilling Image Specialists公司加强对再灌装成像卡盒的运输能力

R-Jet Tek Expands New Inkjet Cartridge Remanufacturing Transport Clip R-Jet Tek 扩大新喷绘再生墨盒的运输线路简化

新品快讯

West Point Products Adds Two Cartridges to Its Agritone™ Premium Replacement Cartridge Offering West Point Products公司为Agritone™系列兼容成像卡盒增加了两个新品

Katun® Introduces Universal Katun® Performance™ Toner for use in Toshiba e-Studio 520/853-series MFPs Katun®公司发布适用于东芝e-Studio 520/853-series MFPs系列的 Performance™品牌碳粉

World's Only Jumbo Color® for HP Series CP3525/CM3530 全球独家惠普CP3525/CM3530 型兼容产品Jumbo Color®

First to Market Chips for Konica Minolta Bizhub C220/C280/ C360 Copiers 台湾瑞赛克领先市场发布柯尼卡美能达 Bizhub C220/C280/ C360复印机芯片

Nanjing Yunsu Releases Inkjet Cartridge Refilling Machine for CISS and High-Capacity Cartridges 南京云苏推出连供和大容量墨盒专用加墨机

116

CHINA CORNER

惠普董事会罢免赫德使其股价损失140亿美元 HP Board Fires Mark Hurd and Loses US＄14 Billion in Stock

NEW PRODUCTS EXPRESS

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

武汉宝特龙推出佳能IR5570/6570;IR8500墨粉新品 Wuhan BaoTeLong Launches New Canon IR5570/6570; IR8500 Toners

115

爱普生喷墨打印机墨盒注墨诀窍 Epson Inkjet Printer Cartridge Refilling Tips 利盟起诉24家墨盒公司 Lexmark Sues Importers of Laser Cartridges for Patent Infringement

116

打印耗材新包装方式所创造的价值 New Ways of Pinting Consumables Package Creating Value 佳能中国总裁表示337调查不针对中国 Canon CEO Stresses "337" Investigation Is Not Aimed at China 澳大利亚自行车道采用废旧墨盒打造 Bicycle Path in Australia is Built of Scrapped Cartridges

ZHUJIANG CORNER

117

珠江三角洲

格之格强力出击“蓝海”新征途 G&G Launches "Blue Ocean" Strategy 珠三角“一体化”规划方案出台 Pearl River Delta Unveils "Integration" Plan 天威Q2612A低覆盖率专用成像卡盒隆重上市 Print-rite Releases Specialized Q2612A Low Coverage Toner Cartridge

En Ch Note:

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

Disclaimer:

There is no aff iliation between Recharger Magazine and Recharge Asia Magazine.

There is no affiliation between Sunny Sun on one hand and the Recharger Magazine on the other.

Recharger 杂志和 Recharge Asia杂志之间没有从属关系；另一方面Sunny Sun 和 Recharger 杂志两者之间没有从属关系。

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Contributors

Art Diamond

Art Diamond President of Diamond Research Corporation (DRC) Mr. Art Diamond is a 55-year veteran of the imaging industry, having worked in this field continuously since 1955. He is currently President of Diamond Research Corporation (DRC). DRC is a high technology consulting, publishing, and trade show management firm that formed in 1968. Now headquartered in Ojai, California, DRC is a chemical engineering consulting firm involved in toner, ink jet, and imaging media production and marketing. Read his article “An Interview with Dr. Abhinava Kumar Srivastava of NAND ipl” p36

Robert Palmer

Robert Palmer Director, DPS InfoTrends, Inc. As Director of InfoTrends’ Digital Peripherals Solutions Consulting Service, Robert Palmer leverages his knowledge and expertise to provide product coverage; trend analysis; primary market research; and hardware, channel, and service and supplies forecasts for the Digital Peripherals Consulting Service. He also attends speaking engagements and contributes coverage of events. Mr. Palmer is recognized as a leading consultant and industry analyst for the consumer and office printing markets. He is a frequent speaker at major industry conferences around the world, and is frequently quoted or published in industry trade magazines and leading business publications, including the Wall Street Journal, Forbes, and Business Week. Mr. Palmer has over 20 years of experience in the printer and office equipment industry, with a broad background in printing and imaging technology. Prior to joining InfoTrends, he served as Director of Lyra Research’s Digital Photography Advisory Service. Prior to that, he was Managing Editor of Lyra’s Hard Copy Observer newsletter. In this capacity, he was responsible for researching and writing about a broad range of digital imaging products and markets. Read his article “Business Inkjets A Real Threat to Laser-Based Office Products” p12

Ronelle Ingram

Ronelle Ingram Ronelle Ingram is a writer, speaker, author of Service with a Smile and is a regular columnist for copier industry publications. She began her technical career as a tool case carrying copier service tech. She is VP or Technical Support of Steven Enterprises in Irvine, California. Ronelle is past President of the Business Technology Association. A UCLA graduate, Ronelle has taught thousands of office equipment professionals throughout the USA, Canada, Australia and Europe. Ms Ingram’s greatest credential is her 40+ years of hands on experience of managing very profitable service and telemarketing departments. Read her article “MPS: What is it? & Why Should I Care?” p18

Blaine Mathieu

Blaine Mathieu Blaine Mathieu is chief marketing officer for Lyris. Blaine is responsible for Lyris' brand and product strategy, including driving marketing initiatives for the company's Lyris HQ™ integrated-marketing suite and its Lyris ListManager™ email-marketing software. Read his article “25 Essentials for Exceptional Email Campaigns” p28

Mike Josiah Technical Director, Summit Technologies division of Uninet Imaging

Mike Josiah 10

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

Mike Josiah is the Technical Director at Summit Technologies, a division of Uninet Imaging. A global distributor of toner, OPC drums, wiper blades and other supplies. An industry veteran since 1987, Mike is a member of ASTM committee F.05, the STMC Technician Certification Committee as well as an STMC trainer. He regularly contributes articles and teaches seminars at association meetings and trade shows. Read his tutorial “Remanufacturing the Samsung SCX-5635 Toner Cartridge” p52

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Message from the Publisher Dear Readers: As I sit here pondering what to write this month, a cool breeze reminds me that yet another hot summer quickly approaches its end—the kids are back to school and vacation days are wistfully gone. With this comes awareness that we are already full swing into the month of September, rapidly approaching the last quarter of the year. We all know how time flies, but unfortunately it whizzes by even faster than we could ever consciously realize. After a restful summer, are we rejuvenated enough to gear up for a busy and productive autumn? Is it time again to review what has been done so far this year and, likewise, what could be done better? We have to remind ourselves that there must be no regrets and that we must feel satisfied with whatever peak in our goal we reach, as long as we've sincerely tried and worked our hardest to accomplish it! I realize that I am being somewhat philosophical this month but I believe I have good reason. I feel the urge to share with you an exciting, albeit daunting, goal we set in our Recharge Asia US office. Our editor-in-chief, Patricia Barajas Tavera and I are scheduled to climb to the summit of Mount Whitney this month, the highest peak in North America! The goal is ambitious (and high!) but we are determined to give it our best shot. We have worked hard and enjoyed the strenuous training of a dozen long Southern California mountain hikes, averaging 15 miles each. In this process, we have not only trained and exercised our muscle, but our mental strength and our endurance. Needless to say, I understand firsthand how any goal, be it in business or in life, can be daunting, ambitiously high, and require the hardest work to accomplish it. However, take it from me and remember to enjoy the process. Each small step is a work-in-progress so cherish the small steps/goals accomplished each time. It is all about the accumulations of the smalls to achieve the big in the final run. We, the entire Recharge Asia staff, work hard to help you achieve your goals and empower you with the latest industry information and knowledge you need to fulfill them. In this issue, we present you with hardware market information for the inkjet printer business in “Business Inkjets: A Real Threat to Laser-Based Office Products?” by InfoTrend’s Robert Palmer, p.12; our MPS columnist Ronelle Ingram’s article on p.18, “MPS: What is it? & Why Should I Care?; in our CEO on The Go column on p.36, Art Diamond interviews Dr. Abhinava Kumar Srivastava of NAND ipl; and, as usual, our informative marketing article on p.28 “25 Essentials for Exceptional Email Campaigns”. Happy reading... And remember, enjoy the process!

Ms. Sunny Sun

Publisher

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FEATURE ARTICLE RECHARGEasia

Business Inkjets: A Real Threat to Laser-Based Office Products? By Robert Palmer As Director of InfoTrends’ Digital Peripherals Solutions Consulting Service, Robert Palmer leverages his knowledge and expertise to provide product coverage; trend analysis; primary market research; and hardware, channel, and service and supplies forecasts for the Digital Peripherals Consulting Service. He also attends speaking engagements and contributes coverage of events. Mr. Palmer is recognized as a leading consultant and industry analyst for the consumer and office printing markets. He is a frequent speaker at major industry conferences around the world, and is frequently quoted or published in industry trade magazines and leading business publications, including the Wall Street Journal, Forbes, and Business Week. Mr. Palmer has over 20 years of experience in the printer and office equipment industry, with a broad background in printing and imaging technology. Prior to joining InfoTrends, he served as Director of Lyra Research’s Digital Photography Advisory Service. Prior to that, he was Managing Editor of Lyra’s Hard Copy Observer newsletter. In this capacity, he was responsible for researching and writing about a broad range of digital imaging products and markets.

Recently, a new category of business-class inkjet printers and MFPs has emerged. Aimed at general office and business applications, these new inkjet devices promise to deliver lower operating costs for business users compared with traditional laser-based products. Hewlett-Packard is one company that has consistently pushed its inkjet technology into the business environment. In 2005, HP introduced its Scalable Printing Technology (SPT), a photolithographic process for developing thermal inkjet print heads. The first product to leverage HP’s SPT architecture was the Officejet Pro K550, which was also unveiled in 2005. Since that time, HP has continually advanced the K550 imaging platform with new product introductions offering faster performance and lower operating costs. In March, 2009, HP introduced a series of inkjet products based on its SPT architecture that set new standards for lower operating costs of business inkjet printers. Among other claims, HP stated that its Office jet Pro 8000/8500 series printers and MFPs could reduce total cost of ownership by as much as 50% compared with color lasers at similar price points. Today, nearly every inkjet vendor has entered the “business inkjet market,” some with one or two product models and others with an entire family of products aimed at business users. Figure 1: New Business-Class Inkjets

A new category of business-class inkjet devices is promising to push the technology beyond the consumer desktop and into the business environment. From left to right: the HP Officejet Pro 8500, the Epson B-510DN, the Lexmark Platinum Pro 905, and the Ricoh GX3000SF. 12

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Over the years, color inkjet printers have become the established output device for most households and small offices. However, inkjet printers and All-in-Ones (AIOs) have been slow to migrate to the general office environment. Traditionally, inkjet devices have been viewed as either too slow or not robust enough for everyday office output. For some time, InfoTrends has forecasted the wide deployment of inkjet technology to address a broad range of printing requirements. This technology is currently widely deployed at the low end of the market, in specialty markets such as wide format, and among high speed, high-priced page printers such as the Kodak Versamark and HP Inkjet Web Press. Yet, InfoTrends believes that inkjet technology offers many important attributes that could help spur the use of color in general office and business applications. Our position is based on some basic principles: ink costs less than toner; inkjet print heads have relatively few moving

parts; and the quality that can be delivered is high. There are numerous factors holding inkjet technology back when it comes to the corporate office environment. For many reasons, we have yet to see an inkjet implementation that combines all of the necessary technology attributes into one solution— at least one metric typically suffers. For example, faster speeds are typically associated with products that produce lower quality, while unmatched print quality is typically implemented in less robust consumer products with slower speeds. Current inkjet implementations provide net page costs that range from very expensive to the lowest-cost digital pages. O ver the last several years there have been numerous improvements in throughput speed and print quality of color inkjet printers. Nevertheless, it has been high cost of ownership, mainly, the high cost of inkjet replacement cartridges and the

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Business Inkjets: A Real Threat to Laser-Based Office Products?

By Robert Palmer

corresponding per-page printing costs that have been the strongest barriers for many to accept these devices as an alternative to laser-based technology for general business applications. That is beginning to change, however, with the latest business-class inkjet products. In reality, business inkjet products have been around for quite some time—sold mostly into small office/home office environments. Even so, this category of products is beginning to move further up market, and in many cases business inkjets have become quite attractive for small- to medium-size businesses looking for affordable color. It is hard to argue with the growing success that these products have achieved. Even in a challenging economy, sales of business inkjet products continue to improve year after year. Placements of business inkjet devices reached 5.12 million units in the U.S. in 2009, up from 4.02 million in 2008 (see figure 2). Figure 2: Total U.S. Business Inkjet Unit Placements: 2008-2009

HP Currently Dominates As the chart above clearly shows, the business inkjet market is currently dominated by Hewlett-Packard with its Office jet products and other business inkjet models. HP owns roughly a 77% share of the U.S. market and a similar share worldwide. According to InfoTrends’ definition, the “Business Inkjet” category consists of products that are designed primarily for business applications. Products within the category can be based either on page-wide inkjet imaging technology or serial inkjet imaging technology. By default, all page-wide ink-based products are classified as "Business Inkjet" within InfoTrends placements and forecast documents. There are currently only a handful of pagewide inkjet products on the market, including Xerox’s ColorQube solid ink products and HP’s Edgeline models, which have already been discontinued. The classification of serial inkjet products into the “Business 14

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Continued

Inkjet ” segment is based on the entire product design and positioning, and not just on the presence of individual features. There may be gray areas in which the product features and positioning are not distinctly clear; the deciding factor is whether the product competes directly with others in the category. Although there are exceptions, devices in this segment can be either single function printers or multifunction devices that typically include at least three of the following features: • Standard network connectivity • 250-sheet (or higher) standard paper input capacity • Additional paper capacity or paper handling features (i.e. duplexing, ADF, etc.) • High capacity ink tanks • Low cost-per-page (compared with typical consumer-class inkjet products) HP has obviously benefited from its early participation in the business inkjet market garnering significant customer mind share. Yet, other vendors are rapidly entering this segment for a couple of reasons. First, small business customers with a desire for color have become disgruntled with the high cost of color laser supplies. Early on in the color laser market, vendors such as HP and others pushed equipment prices for entry-level color laser printers down very quickly in order to drive market share. Many customers responded favorably to the low equipment price, but soon found that the cost of replacement supplies was higher than the cost of the hardware itself. Printer vendors also understand the strategic implications of shifting small business customers from entry-level color lasers to business inkjet products. As mentioned, low-priced color lasers became quite popular with small business customers, but these customers produced relatively low color print volumes. The result was a challenging business model with little or no profit from hardware sales and not enough profit from consumable supplies to compensate. The business inkjet category is attractive for both the customer and the vendor. Moving Beyond Small Business Despite the current success of the business inkjet category, many believe that inkjet technology will never move beyond the smalland micro-business sector. There are some potential barriers for inkjet technology in the corporate office. The most significant of these is the challenge of combining speed, high print quality, and low costs in the same product. That is why many of the first such products will likely include only one two of these attributes. Xerox is one vendor that is a bit ahead of the curve in this regard with its solid ink technology. Xerox has continued to advance the performance of solid ink while bringing hardware costs down, which has led to products that in many cases are setting or meeting market standards for price/performance.

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Business Inkjets: A Real Threat to Laser-Based Office Products?

By Robert Palmer

Because it is typically associated with consumer printers, inkjet technology could be viewed by some as not reliable enough to withstand the rigorous demands of workgroup printing. Nevertheless, InfoTrends believes that this is not necessarily an issue related to the marking technology but rather to the product itself. In other words, if inkjet technology is implemented in a product that is clearly designed for office users with the right set of features for paper handling and networking, this issue could be overcome. While technology bias may not necessarily be a big deterrent, inkjet technology will have to overcome the strong and favorable opinion that many office customers have for laser-based printers and MFPs. Finally, inkjet technology does have some current imaging limitations. Perhaps the most important of these is plain paper printing. Liquid ink works best with special media that is designed to bond the ink and keep it from smearing once it is on the page. That is why plain paper prints on typical consumer inkjet printers will smear or smudge when they come in contact with water. Smudging can even occur if you use a highlighting pen on the printed page. Inkjet vendors have attempted to address this issue by using a bonding agent for plain paper printing. In some cases, the bonding agent is a separate chemical agent that is laid down during the imaging process. In other cases, a special media that includes the bonding agent is required. Once again, this is not an issue for Xerox solid ink technology because the inks are cold fused to plain paper, which eliminates concerns for water fastness. As these technological issues continue to be overcome, and as more page-wide inkjet technologies come to market, InfoTrends expects that inkjet technology will become a more viable threat to laser-based imaging in the office sector. Indeed, InfoTrends is projecting sales of business inkjet devices to continue to grow in the U.S. at a CAGR of 5.8% between 2009 and 2014. Meanwhile, sales of laser-based office printers and MFPs are expected to remain relatively flat (see figure 3). Figure 3: Total U.S. Office Printer and MFP Unit Placements Forecast: 2009-2014

Continued

A Strong Value Proposition It is clear that inkjet technology offers a strong value proposition compared with laser-based products, particularly in the cost of color pages. In an attempt to validate HP’s claims, InfoTrends conducted a study to determine the potential costs saving achieved with the Officejet Pro products compared to comparably priced laser-based devices. Based on our assumptions and methodology, InfoTrends has concluded that HP’s inkjet products can not only deliver color printing at 50% the cost of competitive laser products, but in some cases the cost savings can be substantially greater than that. Of course, there are many variables that impact total operating costs, and there is certainly a strong case to be made for laser technology at higher page volumes. Nevertheless, InfoTrends’ assumptions are based on primary research conducted with smaller companies, and we believe that our page volume assumptions represent typical usage in microand small-business environments. Some argue that while inkjet products might offer a more economical option, the technology is not robust enough to withstand the everyday use of an office environment. Yet, the duty cycle ratings of today’s new inkjet products are substantially greater than the monthly print volumes suggested in our cost-per-page analysis. Productivity is also a concern, but there are many business inkjet products on the market today that offer print speeds that are comparable to laser-based devices at similar price points. As a result, InfoTrends believes that business inkjet products represent a strong alternative to laser for smaller businesses— especially those looking to take advantage of the value of color. InfoTrends has long predicted an increased penetration of inkjet technology into traditional business applications. While the current crop of business-class inkjets are aimed primarily at small business users, we believe that a new class of devices aimed at general office workgroup applications may not be far behind.

内容纵览: 随着惠普以及其他几家OEM公司陆续推出功能强大的新型喷墨打印机，曾经那些喷墨打印机将逐渐被激光打印机取代的论调已经过时。事实上，喷墨打印机在低端客户群体当中依然占据十分重要的位置，本文将详细为您分析新型喷墨打印机的发展趋势以及它所带来的新的市场机遇。相信通过本文您将对未来喷墨打印机市场以及其后市场潜力有新的认识。

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MARKETING

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

MPS is the catch phrase that encompasses the many layers of

Managed Print Services. One cannot talk with a (former) copier dealer or imaging on paper equipment manufacturer without hearing the much publicized slogan MPS. The MPS phrase can be seen and read in magazines and Web sights that deal with copiers, multi-functional devices, faxes, plotters, printers, and other office equipment that produces copies, prints, scans or faxes. For the uninitiated, MPS can be confusing. The force and scale of Managed Print Services within the print on paper world has been constantly increasing over the past ten years. A simplified definition of MPS is one stop shopping. The office equipment dealer of choice, for a specific fee per click, will become responsible for the complete care and feeding of the end user’s entire print on paper, scanning and faxing needs. This includes the entire cost of all service and supplies. This is where MPS becomes connected to the world of manufacturers of compatible parts and supplies. Now that the MPS servicing dealer is providing the needed parts and supplies; the importance of low cost compatibles for multiple makes and models of products has shifted to the servicing dealer. The former copier dealer is depending on the wholesaler for accurate product information, technical assistance, immediate drop shipping of needed products, MPS software assistance, marketing tools and knowledgeable sales reps. Managed Print Service is of great importance to the makers of compatible office supplies for two significant reasons: 1. MPS has directly increased the acceptability of authorized OEM copier dealers to use non-OEM, compatible, replacement supplies and parts. 2. The buyers of non-OEM products are shifting from the end user to the servicing dealer of the equipment who has the MPS agreement. The good news is more buyers and end users are accepting the reliability and economy of using non-OEM compatible replacement parts and supplies. The additional good news is there 18

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is an entirely new segment of buyers who are actively seeking out

compatible products. The bad news is this new channel of buyers has a different set of needs and buying habits than the traditional compatibles buyer of the past. Compatible manufacturers and wholesalers should take a fresh look at the expanding group of buyers of their products. To help grow your market share, you should embrace the needs of this newest segment of buyers. An inherent part of the MPS formula, is the servicing dealer agrees to take on the responsibilities of caring for the entire fleet of the customer’s imaging equipment. This often includes makes and models that are a complete mystery to the MPS servicing dealer who formerly only worked on copiers. These dealers soon discover HP is not the only brand of printer. There is Magicolor QMS, PIXMA, Pentax, plus all those inkjets with different size cartridges. Experienced, certified copier techs need immediate assistance with they must step over to what they consider is the dark side of servicing printer equipment. When trying to impress the copier dealer’s MPS buyer to consider your products; do not depend on the compatible reseller’s stellar industry reputation, proof of less than 2% defect rate, industry awards earned, ISO certifications, 20 year industry reputation, and I-ITC membership. The MPS dealer, who is looking for a product to use on a mystery model printer, needs answers. And they need them now. ‘What product is compatible to this printer?’ ‘Can you drop ship it today?’ ‘If our tech gets stuck installing it; do you have a technical help line?’ ‘Do we need a re-set code?’ ‘How much do you charge for overnight shipping?’ ‘Can we use our own FedEx number to ship?’ The MPS dealer has a different set of buying habits and needs. Both the seller and buyer are at a disadvantage. For years, the selling and purchasing habits of the copier dealer and the compatible manufacturer/distributor have co-existed in parallel

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marketing universes. The ongoing search for economically priced remanufactured containers of compatible products has driven the former competitors into new best friend buying partners. Each is still uncertain of the terms of their newly formed buy/sell friendship. But each is appreciative of the newly formed relationship. In the early stages of MPS agreement acquisition, there is a frenzy to find a wholesaler who can help the dealer identify and provide the appropriate supplies and parts for a never before seen piece of equipment. Purchasing agents, service managers and field techs all need help in figuring out exactly what products they need to purchase. Once the parts and supplies are received there are questions. Does the tech need to remove the printerâ&#x20AC;&#x2122;s cover to install the part? If so, how are the printer covers removed? Why is the installation so difficult? Is there a trick to lining up the gears? How do they turn off the service code? Does the tech need to save the old part and have it returned for credit? Does the dealer need a Return Authorization number when returning the core? Who pays for the freight? What address should be used when returning warranty or core credit parts? Immediate availabilit y of appropriate technical and administrative assistance is vital to the MPS dealer. The buyer has little time or patience to deal with a voice mail system that requires multiple prompts or requests a message to be left for future help. The field tech needs help now. The prompt shipping of a newly ordered toner cartridge is of little help it the reset code can not be cleared. The immediate availability of technical help becomes more important than just a great price on a remanufactured supply item. Once the compatibles reseller recognizes the MPS servicing dealer as a new source of business, they must learn how to penetrate into the world of the copier dealer. Most copier dealers, who have embraced selling Managed Print Services, are members of the BTA Channel of dealers. Until recently, the world of remanufacturers and wholesalers of compatible parts and supplies were considered their arch enemies of those connected with the Business Technology Association. One significant difference between the BTA channel and the compatible remanufactures is the magazines that cater to each group. The five major publications that cater to the copier and MPS world are FREE. Those publications catering to the world of compatibles all require paid subscriptions. The ever expanding rank of those dealers embracing the MPS model are eligible to receive free subscriptions to monthly issues of ENX Magazine, The Locator, ImageSource and OfficeDealer. All dealer members of the BTA office equipment trade organization receive a free monthly copy of Business Technology Magazine. I want to emphasize the 5 major publications that cater to the needs

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of the copier and MPS dealers are all free for the asking. This is in sharp contrast to the paid magazine subscriptions that are required to receive the key publications that cater to the compatibles industry. The mind set of traditional copier dealers is to continue reading, learning and dealing with the advertisers in the free magazines that cater to the traditional BTA channel of copier dealers. An increasing number of the larger remanufactures of compatible ink, toner, laser cartridges, parts and assemblies have realized the different avenues of advertising that are most commonly read and used by the traditional office systems dealers. These forward thinking savvy compatible remanufacturers have also become Vender Members of the Business Technology Association. BTA vendor members receive access to a complete list of all BTA member company names, addresses, telephone numbers, email addresses, and key contacts. As part of BTA vendor membership vendors are eligible for free magazine and Web advertising in BTA publications. This includes the monthly hard copy Business Technology Magazine, the weekly emailed news letter BTA Hot line and recognition on the BTA Web site. BTA also sponsors monthly Webinars, regionally held educational conferences and trade show events. For more information visit www.bta.org or contact Valerie Briseno 1.816.303.4082. Simply put; the market place for purchase and usage of compatible supplies is now universally acceptable with the majority of retail sellers of OEM equipment. The copier dealers who now buy and use compatible replacement products are the same people who used to insist that their customers only use OEM supplies. Your former marketing enemies are becoming your newest buying sector. The sellers and marketers of compatible supplies and parts need to refocus their marketing campaigns and sales force penetration directly to the larger copier dealerships and OEM owned servicing branches who are managing large fleets of managed print service agreements.

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InfoTrends Releases U.S. Production Printing & Copying Market Forecast for 2009 – 2014 InfoTrends has announced the release of its annual U.S. Production Printing & Copying Market Forecast. This document provides a forecast for single-function and multi-function devices for the U.S. production printing and copying market between 2009 and 2014. Forecast metrics include unit placements, installed-base, page volume, retail value, and revenue. It also includes the following segmentation: color capability, imaging technology, duty cycle, speed (page per minute), feed type, and function. According to this forecast, color printing will increasingly erode the black & white market in terms of placements and impressions during the forecast period. Color will continue to gain share of

often be achieved through process automation. Scanners often fit into this process by digitizing documents or capturing data upstream in the process. Converting static data quickly can often mean significant time savings, as well as process and cycle time improvements that can translate into revenue gains. In addition to the changes resulting from economic conditions, technology and process developments are also posing new challenges to the scanner market. Anne Valaitis, a Director at InfoTrends, commented, “Scanning is a long-established technology, and newer concepts like a less paper office and information “born digital” can often be viewed as threats. Scanner

InfoTrends’ Document Imaging Scanner Forecast Reveals Key Trends Shaping the Market

Additional information about InfoTrends is available on the Web at www.infotrends.com.

revenue from equipment, supplies, and services, rising from 65% in 2009 to 77% in 2014. In terms of impressions, it is important to note that a significant number of monochrome pages are being printed on color devices. Light coverage color pages are also becoming more cost effective and will account for a higher percentage of color pages, particularly on high-speed roll-fed color devices. Steve Adoniou, an Associate Director at InfoTrends, commented, “The overall printing industry experienced significant declines in 2009, and digital was not immune to this. However, despite continued declines in the printing industry, InfoTrends is forecasting growth in digital color printing due to shorter print runs, demand for personalization, and tighter turnaround times.” InfoTrends’ U.S. Production Printing & Copying Market Forecast for 2009 – 2014, available for immediate purchase, further explores these and other dynamics of this changing market.

vendors must determine how they can profit from this new office dynamic. Newer technologies often do not—and sometimes cannot—replace all the attributes of an existing system. Vendors that are flexible enough to adjust to changing market dynamics with a focus on high value process improvement will be in a better position to serve the market of the future.” InfoTrends Document Imaging Scanner Forecast for North America: 2009 – 2014 provides further insight into key trends affecting the market and the steps vendors must take to remain profitable into the future. It provides actual 2009 data for placements, revenues, and market share, as well as projected placement and revenue data for 2010 through 2014. InfoTrends, a Questex company, is the leading worldwide market research and strategic consulting firm for the digital imaging and document solutions industry.

InfoTrends has announced the release of its Document Imaging Scanner Forecast for North America: 2009 - 2014. This forecast confirms that the effects of the current economic downturn will persist even after the economy begins to improve, and the document imaging scanner market, especially at the high end, is no exception. Within this market, spending is expected to be tepid even as the economy fluctuates. Many companies have learned to “do more with less,” as they have been forced to curb their spending on equipment, staff, and other resources while maintaining productivity. Today’s market is highly characterized by change, and it is essential that scanner vendors figure out how their products can complement the new landscape. For example, operational efficiency can 22

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EMEA PC Market Continues to Recover and Delivers Solid Growth at 21% in 2Q 2010 The PC market in Europe, the Middle East, and Africa continued to demonstrate strength in the second quarter, as anticipated, and recorded a solid 21.1% growth year on year, with close to 24 million PCs shipped across the EMEA region. Despite fears of a slowdown and rising concerns about unfavorable exchange rates and escalating public debt across a number of countries, the PC market delivered a robust performance, even exceeding anticipations overall across both commercial and consumer segments. Growth in Western Europe continued to show robust trends at 15.1%, driven by a gradual rebound in business renewals and continued strength in the consumer market. Central Eastern Europe continued to recover and recorded another strong increase at 53.7%, while growth in the Middle East and Africa region also remained buoyant at 16.4%. Portable PCs continued to drive growth across EMEA, with over 26% growth year on year, while desktop sales also benefited from uptake in commercial demand and new all-in-one systems. “While European economies remained challenged by a potential new wave of crisis across the eurozone, as well as pressure to curb public spending to reduce deficits, the PC market continued to deliver a rob’s EMEA Personal Computing. “Market dynamics were driven by the gradual rebound in the business space as companies re-engage on hardware renewals, and by continued strength in the consumer market fuelled by mainstream notebook renewals” “Recovery in the CEMA region continued as expected, and PC shipment growth reached a solid 33% year on year. Central and Eastern Europe recorded the strongest growth at 53.7%, driven by both desktops and notebooks. Evidence of a recovery is clear in both the commercial and consumer spaces across all countries in the CEE region, with the highest growth levels recorded in Russia, Ukraine, Czech Republic, and Slovakia for instance. Growth in the Middle East and Africa performed in line with forecasts at 16.4%, with the Af rican continent outperforming the Middle East, reporting annual growth of 34%,” said Stefania Lorenz, Systems and Infrastructure Solutions Research Director, IDC CEMA. As anticipated, the market clearly benefited from a gradual uptake in the business space as companies started to re-engage on refresh cycles in Western Europe, while also picking up across the CEE region. Although spending will remain cautious, better than expected commercial PC market growth is an encouraging sign and accelerating demand will continue to support the market in the second half of the year.

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On the consumer side, and despite fears of a slowdown in demand due to rising concerns over unemployment and tax increases, demand remained strong, driven by mainstream notebook renewals and increasing uptake of all-in-one PCs. “Mainstream notebook renewals continued to be the key engine of growth for the second consecutive quarter, while demand for mini notebooks slowed further, with volumes contracting in Western Europe,” said Morvay. “ With the renewal of a large notebook installed base having been put on hold for the past 12 months, many users are now looking at replacing their main platform. This latest renewal cycle of primary PCs is also stimulating a revival of consumer desktop demand, supported by the attractive price/performance ratio of standard desktops as well as new appealing all-in-one systems.” Competition in the market remained fierce, but prices are demonstrating stabilizing trends. With the unfavorable €/$ exchange rate and the subsequent impact on sourcing, vendors had to deploy more sensible pricing strategies. However, some countries continued to see aggressive promotions in order to move excess stock from the previous quarter. The market also benefited from a more balanced product mix, with increasing share of mainstream notebooks versus mini notebooks, as well as higher priced allin-ones in the desktop market, which contributed to increasing average selling prices and supported stronger revenue growth. “The first half of the year confirmed a strong recovery in the EMEA PC market, and while global economic conditions will remain challenging, the outlook for 2H10 remains positive, and will be driven by the continued rebound in business and consumer renewals,” said Karine Paoli, Associate Vice President, IDC EMEA Systems and Infrastructure Solutions. “Emerging markets will continue to recover and start expanding again, while mature markets in Europe will benefit from an acceleration in commercial refreshes and continued strength in consumer demand. And while a major focus is likely to remain on mainstream notebooks in the back-to-school season, new media tablets are likely to add momentum during the Christmas season, further boosting multiequipment trends.” Vendor Highlights HP maintained a solid leadership and performance across EMEA. The vendor drove further dominance in the desktop market, with strong desktop sales in both the commercial and consumer space, but faced stiff competition and more moderate growth in the portable PC space. The vendor continued to deploy effective execution across all segments, while increasing average selling

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EMEA PC Market Continues to Recover and Delivers Solid Growth at 21% in 2Q 2010

prices supported healthy revenue growth. Acer recorded a strong quarter, driven primarily by continued recovery in the CEE region, where volumes had dropped significantly last year, while growth in Western Europe softened. The vendor maintained leadership and pressure in the portable PC market across both mainstream and mini notebook segments, while it continued to drive share gains in the desktop space. Dell continued to benefit from the business market recovery, reaching 10% growth overall, but growth slowed compared with the previous quarter, as the company suffered in Western Europe from declining consumer notebook sales. However, the vendor regained share thanks to effective positioning in the commercial segment in both Western Europe and CEE, and strengthened its position in MEA. Asus recorded the strongest growth among the top players, driven by the CEE market recovery. Performance across Western Europe was also strong, with an increased push of both mainstream and mini notebook product lines into the channel, while reaping the benefits of a more dedicated sales organization. Toshiba maintained fifth position in the overall ranking, and following a soft start of the year enjoyed a healthy upswing at over 24%. The vendor benefited from the recovery in the CEE region and strengthened its position in Western Europe, gaining share across both consumer and commercial segments. Outside the top 5 players, several vendors recorded strong performances. In sixth position, Lenovo recorded an outstanding 70% growth, driven by major expansion in CEE and the healthy uptake in commercial demand in Europe, while further increasing its footprint in the consumer market. Samsung reinforced its seventh position in the EMEA ranking, with strong performance primarily driven this quarter by the vendor’s expansion in the CEMA region, while growth softened in Western Europe. The vendor launched its first all-in-one product, thus entering the Top 5 Vendors: Europe, Middle East, and Africa (EMEA) PC Shipments* 2Q10 (Preliminary)

Source: IDC EMEA Quarterly PC Tracker, Preliminary Results, 2Q10, July 20, 2010

*PC shipments = desktop and notebooks.

EMEA desktop market. Apple and Sony continued to leverage strong consumer demand and branding, while Fujitsu remained constrained overall, but gained share in the commercial desktop segment in Western Europe, benefiting from the ongoing desktop renewals across several countries. IDC Reports Continued Double-Digit Growth for the Asia/ Pacific PC Market in 2Q10 IDC’s preliminary results show that the Asia/Pacific (excluding Japan) PC market grew 15% sequentially and 36% year-on-year in 2Q10 to reach 27 million units, with nearly all countries posting double-digit year-on-year growth rates. The region was just 1% below forecast, as stronger-than-expected desktop PC shipments helped to offset the shortfall in portable PCs. “Portable PC shipments in markets like China and Indonesia came in short of our aggressive forecasts this quarter,” said Bryan Ma, Associate Vice President of Asia/Pacific Devices and Peripherals Research at IDC. “But heavy demand for notebooks will still be a key driver in the upcoming years despite potential competitive pressure coming from media tablets like Apple’s iPad.” Fortunately, Thailand was able to recover more quickly than expected toward the end of the quarter as the political turmoil in the months prior subsided, thus helping the entire market there. Singapore was also on track despite earlier concerns about limited sales at the quarterly PC show. “Hong Kong was a bit slow given early notebook purchases and channel stocking in the previous quarter,” said Kathy Sin, Manager of Asia/Pacific Client Devices Research at IDC. “But the retail channel remains a key driver, with some vendors shipping heavy volumes toward the end of the quarter in order to prepare for the summer promotions.” Lenovo continued to lead the region while rival HP continued its downward slide, in part as it came off its strong performance in China last year. The commercial sector helped Dell sustain its third-place position given the vendor’s historical strengths in that space.

For more information, visit: www.idc.com

Shipments are branded shipments for all form factors (including desktops and

notebooks) and exclude x86 servers as well as OEM sales for all vendors. Data for all vendors is reported for calendar periods. 26

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25 Essentials for Exceptional Email Campaigns Blaine Mathieu is chief marketing officer for Lyris. Blaine is responsible for Lyris' brand and product strategy, including driving marketing initiatives for the company's Lyris HQ™ integrated-marketing suite and its Lyris ListManager™ email-marketing software. L oad and send? Batch and blast? Those direct marketing concepts are ancient history in the modern email environment. Today’s email marketers must navigate their way through a complicated landscape of shifting customer expectations, challenging new technologies, evolving government regulations and other issues old-school direct marketers never had to face. To help you face these challenges head on, we’ve compiled a handy list of 25 essentials you can employ that will greatly improve your email marketing initiatives. While 25 may sound extensive, keep in mind that missing any one of these can affect your ROI, secure your position on blacklists, or damage your reputation with clients and prospects. And while many of the essentials on this list seem obvious, the list itself serves as a good reminder of the many nuts and bolts mechanics that you should maintain in order to keep your email campaigns performing at their highest levels.

3. Clean and analyze mailing lists

1. Permission is not optional

Growing your mailing list is important, but don’t do it at the expense of quality. While it may look impressive to have a large list, quality names should be your highest priority. Make sure your company has defined its target audience and focus your efforts on adding names that fit this target. You may not have a large number of names in your database, but careful targeting will mean you have a list of high-value prospects and customers that result in higher response rates and greater success.

When you send unsolicited email, you hurt your brand, your campaign and your sender reputation. Don’t use “stealth” methods to collect email addresses such as pre-checked boxes on site registration forms. Use a proper, two-stage opt-in process that requires confirmation before the address goes into your database. Ask subscribers who have been on your list for more than 12 months if they want to continue receiving your email and retain all the permission data on each subscriber. 2. Manage your sender reputation Don’t get on an ISP’s bad side by sending too many emails too often or by generating a high number of spam complaints. ISPs will block your emails; shunt them to oblivion in the bulk folder and won’t bother to tell you what you did wrong. Here are some valuable tips for managing your sender reputation: • Honor unsubscribe requests within the ten-day window dictated by CAN-SPAM laws. • Stay off blacklists by monitoring, resolving and learning from spam complaints. If you’re delivering relevant content in formats that recipients want, you’ll minimize those complaints. • Use a double opt-in process and unique IP address. • Check out the free Lyris ContentChecker™ for Email and Deliverability Do’s and Don’ts Guide to help you with your efforts. 28

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A “dirty” list: one with too many unsolicited, incorrect, out-ofdate or duplicated addresses hurts your campaign performance and your company’s delivery and sender reputation. “List hygiene” means cleaning out bad addresses, which reduces undeliverable emails and helps you spot problems fast. Review your list to see who hasn’t opened or clicked for the last six months. Provide them with a compelling offer to re-engage. If that doesn’t work, try changing the frequency with which you contact them to test if that makes an impact in how they engage with you. 4. Be prepared for churn While good email marketing will keep your list engaged, the reality is that you need to continually use opt-in strategies to keep it viable. Not only should you have subscriber retention programs in place, but you’ll also need acquisition programs since as many as 30% of email addresses churn each year. See the Bionic List Building Guide for more ideas. 5. Focus on list quality over list size

6. With opt-ins, establish and build trust An opt-in is a statement of faith from your subscriber. Respect that by asking only for the most necessary information at registration. If all you really need is a name and email address, ask only for that. If you need a bit more – say city or state if your product isn’t available everywhere or size of business for routing leads – ask for that as well. To keep from scaring prospects away, keep the request for data to a minimum. You can always use subsequent email campaigns to qualify and fill in more detailed information. 7. Respect recipients’ privacy Respecting the privacy of your email recipients and subscribers is a good business practice and will also help you avoid legal and ethical problems. Include a short, simple email privacy statement within your opt-in form and link it to the full policy statement on your

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Website. Define your contact strategy, the format in which you’ll share content and if you can, give the subscriber options on format and frequency. Adhere to the policy and make sure that if you change it, you give your subscribers an opportunity to opt-in again. 8. Give recipients what they want and need Your subscribers expect control. If you don’t give them what they want, they’ll go elsewhere. Let them decide the email format (text or HTML), contact f requency and content preferences, if they’d like to receive additional information beyond what they opted-in for. Then segment your lists to reflect those choices. It ’s always more effective to contact someone on their schedule and under their terms and get a higher response rate than to try to force a schedule or terms on an unwilling recipient and risk their unsubscribe. 9. Design for the Inbox Poor design and improper formatting frustrate users. If they can’t easily navigate your email or find the information they want at a glance, your messages will fall flat. Your email has to stand out in a crowded Inbox. Here are some tips for designing for the inbox and optimizing deliverability: • Be sure to test sample messages to see what performs. • Put your company name in the “from” line for fast recognition. • Add a “grabber” subject line – 50 characters or less. • Use teaser text and HTML colors and layout rather than an image so readers can get an immediate “preview” of your email even if images are disabled. • Put the important content – the offer, call to action, newsletter contents etc. – at the top of the email for immediate viewing. You only have seconds to make your case, so make the most them. Read our free Email Design No-No’s for Non-Designers Guide for more ideas. 10. Check your email mechanics Don’t forget to check your email mechanics on a regular basis. Some of the best campaigns fail because simple items like response links, the unsubscribe process, co-registration or images fail. It takes time, but each email execution is valuable. Don’t frustrate your subscribers or waste your money by sending out an email that doesn’t have its most basic items working. One of the best and simplest methods for making sure that the mechanics of each and every email campaign are optimized is to create and consistently utilize an email development and deployment checklist. To help you with this effort, reference the 10-Point Email Tune-Up Guide for further information. 11. Test for correct rendering of emails on all email clients HTML emails – with pictures, colors and graphics – can look or function very differently when viewed in different email clients.

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Here are a few ways to test for the correct rendering of your email messages across numerous clients before deploying your campaign: • Send a sample email to an account with each of the major providers – such as AOL, Earthlink, Gmail and Yahoo!– to spot bad links, poor rendering or other formatting issues. • Do the same for any email client that allows the receiver to use a preview pane or review without images – such as Outlook 2007. • Use an email service provider that helps you see how your email is rendered across clients. • Design the header of your email to provide the desired outcome regardless of email client. For instance, if you know that there’s a good chance your image-rich header will not be viewable in most email clients, use an Alt Tag that “sells” the idea or offer your image header is conveying. See the Email Design No-No’s for Non-Designers Guide for more information. 12. Test for delivery and spam filters Emails that are well targeted with great creative and compelling offers don’t do your company any good unless they’re actually delivered. Test your content against spam filters and see how many of your emails are blocked. If you aren’t pleased with the results, optimize your email for Inbox delivery by creating good headers (as above), writing content that doesn’t look like spam and cultivating good ISP relations. If your current email solution doesn’t have a component to help you avoid spam filters, consider finding a solution that will analyze and determine the deliverability of your content. For starters, use the free Lyris ContentChecker™ for Email to help you determine if your content is going to cause your email message to get hung up in spam filters. 13. Provide administrative functions in each email Give subscribers the tools they need to manage their subscriptions, contact you, for ward information to others and get more information, right in the email. Reputable email marketers respect their customers’ time and include this information in a clearly marked section, usually at the end of each email. Don’t make them hunt for it. 14. Test something every time Testing is a classic way for direct marketers to refine their efforts to get the best results. If each of your email campaigns doesn’t include a testing component, you’re missing out on an opportunity to improve your ROI. Some elements you may want to test include: • Subject lines • Offers • Deployment date or time • A new list, or segment your existing list to compare one segment against another Your results will provide new ideas for more effective campaigns

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and help you get rid of offers, lists or creative those aren’t working. 15. Define your email value proposition (EVP) Without a clear value proposition, your email won’t hit your recipient’ s “internal Inbox” – the barometer in the mind of each recipient that tells them whether your email message is worth their time. Give your subscribers clear reasons to open your email messages every time by establishing and sticking to your own EVP. An EVP should: • Be unique to your company and tie back to your company’s business and/or marketing objectives. • Clearly define the value your email message brings to subscribers. Define your EVP much like you would a positioning statement and make sure that it concentrates on how it will directly benefit your subscribers. Use your EVP as a measure when you review your content, creative, frequency and segmentation strategies. Most importantly, make sure that the content you offer to your subscribers is in keeping with the expectation you set with them when they opted-in and that the content continues to be relevant and valuable to that specific audience. 16. Segment lists for better results Use the information you collected when your subscribers opted-

in to divide your list into relevant segments, and then deliver distinct, targeted messages to each of those segments. Beyond that, you may also want to segment your lists based on email and Web behavior such as which links recipients clicked on or what actions they’ve taken on your Website. Doing so will make your outgoing emails more meaningful to your subscribers, which results in improved response and conversion rates. Segmenting also helps you understand results and trends based on demographics and other audience-specific factors. 17. Personalize for greater relevance Personalization uses recipients’ own information to create highly relevant and valuable email messages. This is more than putting a recipient’s name on the top of the email – it’s about creating content that specifically addresses the recipient’s behavior and interests such as buying history, hobbies, geographic location, format etc. 18. Be prepared for mobile devices and social media The reality in today’s wired environment is that your email messages will be viewed on mobile devices – and your carefully

designed HTML email will look like gibberish on most of them. This is particularly true in business-to-business marketing. Be aware of this and design your email messages accordingly. Or offer subscribers a mobile version. For information on executing email on mobile devices, see the Mobile Marketing How-to Guide, which was developed for email marketers. Social media is another powerful tool on the rise. On its own, it can be used to message to your target much like email marketing, but by combining social media and email marketing, you have the opportunity to gain exponential response and ROI. Define your social media strategy, determine your social media vehicles (LinkedIn, Twitter etc.) and, as part of your execution plan, leverage your coverage in the social sphere to feed your email initiatives. You’ll not only gain further reach, but also engage prospects and customers in a more meaningful dialog. For a practical guide to combining social media and email, see the Social Media Marketing How-To Guide. 19. Integrate email into your complete marketing mix Email marketing works best when part of an integrated marketing plan. You’ll get a higher ROI when you incorporate email into your complete marketing mix including PPC, social media marketing, mobile, traditional direct mail, telemarketing and trade shows. For instance: • Design keyword-rich landing pages that will help with your SEO efforts, fulfill the offer within your email campaign and provide deeper information into the product or service you’re offering. • Promote newsletter content across multiple marketing touch points and post email information to your Website. • Use social media to increase opt-ins to your email list.

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MARKETING

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25 Essentials for Exceptional Email Campaigns

Continued

• Remember mobile marketing. Consider using your email to promote a mobile campaign or offering your email to those who are already subscribed to your mobile alerts.

targeting of prospects and much more. See the Web Analytics Wizard Guide for more information on this topic.

20. Deliver value continuously

Many companies started using email marketing because it was more cost-effective than postal mail, but that’s all different now. The landscape – from ISP relations to technological innovation and government regulations –is more complex than ever. Your organizations must allocate adequate budgets, resources and knowhow to do the job right and achieve your ROI goals. Educate your team and key stakeholders about the resources you need and make sure that your email solution provider has a full range of services in list management, content development, delivery and analytics.

Subscribers’ needs change over time. Your emails will compete with new and changing sources of content or offers that will affect your value proposition. Survey your recipients occasionally to learn their needs and interests and pay close attention to the response metrics that indicate whether your emails are getting stale. Analyze each deployment for revealing statistics on factors such as subject line, offer, links clicked, segmenting etc. By soliciting feedback, watching trends and staying in touch with the needs of your subscriber base you can re-tool your email campaigns to deliver consistent value while staying true to your EVP and the expectations you established with your subscribers. 21. Focus on goals, not process metrics Email campaign success should not be measured by counting open and click-through rates alone. Instead, establish objectives before each campaign and then measure performance against them. Metrics like number of transactions, demos initiated or white papers downloaded as a direct result of your email campaign are generally better markers of success than clicks or delivered emails. These measurable, goal-focused metrics will tell you if your email program is successful or needs refinement. 22. Use advanced automation The simple “load and send” method of deploying emails doesn’t work anymore. You need to employ a whole range of advanced technologies – behavioral segmentation, detailed reporting, API database integration, dynamic content, triggers and more – to drive improved results and ROI of email campaigns in today’s marketing environment. For example, use triggers to send specific content to recipients based on their unique email actions. Review every available report from your email marketing tool to gain the most robust picture possible. Choose an email marketing tool with strong analytics and a full suite of services. Then learn how to use them and put them to good use. 23. Tie into Web analytics You may think that your Web analytics aren’t related to your email campaigns, but think again. The truth is, tying the two together can mean much more successful email initiatives. For instance, when determining the best content to offer in your email message, take a look at the content most viewed or downloaded on your Website. Check out landing pages or shopping cart abandonment stats to determine how to overcome these issues with email. Make sure you don’t silo analytics from other important areas when you’re working on email campaigns. All of this information used together can provide better and more robust ROI tracking, more effective 34

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24. Allocate necessary resources

25. Know the laws affecting email marketing, and comply In the U.S., email marketers must follow email and privacy statutes

in 36 states and also comply with CAN-SPAM, the federal email law. In addition, the E.U., Asia and Australia have their own antispam laws, as do most countries with an email presence. Adhering to these laws is critical – the consequences of breaking them can be dire. At a minimum be sure to: • Have an attorney with appropriate expertise review your email and privacy policies. • Audit your practices across all departments that manage email (not just marketing) and train everyone to follow correct procedures. • Conduct regular audits of your privacy policies and email practices to assure that you are in compliance with all current laws and best practices. Key Takeaways and Tools It takes a commitment to develop strong, targeted email campaigns that foster excellent customer relationships and achieve high ROI. The 25 essentials in this guide are cornerstones to delivering maximum ROI f rom your email marketing efforts. You can also find a treasure chest of free guides, tools, webcasts and best practices in the Lyris Resource Center to help you navigate the complex world of email marketing. Lyris HQ™ can be your partner in email marketing and integrated online marketing success. We’ve taken the onlinemarketing tools you already rely upon – email marketing, deliverability tools, content cration, Web analytics, search marketing, social media marketing and mobile marketing– and combined them into a world-class integrated marketing suite. About Lyris Lyris HQ provides a single online marketing platform for the integrated products today’s digital marketer needs: email marketing deliverability tools, content creation, Web analytics, search marketing and mobile marketing. For more information on Lyris solutions, visit www.lyris.com.

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CEO ON THE GO RECHARGEasia

CEO ON THE GO:

An Interview with Dr. Abhinava Kumar Srivastava of NAND ipl By Art Diamond, President, Diamond Research Corporation NAND & NANOTECHNOLOGY Born in India and educated in the UK, Dr. A. K. Srivastava is Managing Director of NAND ipl. Navran Advanced Nanoproducts Development lnt’l. Pvt. Ltd. is a high ttechnologyechnology chemical and toner manufacturing firm focused on the research, development and commercialization of nanotechnology products. Chemically produced toner (CPT) is the first imaging material to emerge from the company’s state-of-the-art plant in Northern India. At the same time, NAND is supplying a diesel fuel additive called Econeev® that increases fuel efficiency and cuts green house gas emissions. Dr. Kumar (as friends call him) was awarded BSChE, MSChE and PhD degrees in chemical engineering by the University of Manchester in England and was inducted as a Fellow of the Institution of Chemical Engineers in 2003. In addition to his engineering degrees, he earned an MBA at University of Warwick in England, which proved essential to the success of his international business ventures. Upon leaving the academic world, Dr. Kumar joined Imperial Chemical Industries (ICI), one of the world’s largest chemical companies in a league with DuPont, Bayer, BASF, Dow and Mitsubishi Chemical. ICI later demerged into AstaZeneca, a pharmaceutical firm and Avecia, a specialty chemical and biotechnology company. During his 14 years at ICI/Zeneca/ Avecia, Dr. Kumar helped develop many new products and technologies, including color chemical toners. In 2006, Avecia’s Ink Jet and Electrophotohraphy business unit was acquired by Fuji Photo Film and renamed Fujifilm Imaging Colorants. NANOTECHNOLOGY & CPT TONER After moving to the United States in 2003, he joined a major international pharmaceutical company where he continued to work on chemical formulation, synthesis and the scale-up from laboratory to plant of new pharmaceutical products. With the vision of setting up a business to commercialize and manufacture high technology products at low cost, he brought that expertise to India where it proved of extreme value in setting up the NAND operation. Dr. Kumar chose a plant location in Northern India where land is relatively cheap and there is plenty of room for expansion. At its R&D center, NAND ipl developed its new CPT manufacturing technology. He said that the proprietar y technolog y that NAND

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commercialized has the advantage of more flexibility in adjusting toner properties compared to competitive technologies. NAND also developed technologies to manufacture all the base materials of nano sizes used for CPT production. Dr. Kumar indicated that NAND is also interested in supplying some of the nano base materials, such as nano-sized pigments, to aftermarket toner or inkjet ink manufacturers. Looking ahead, he said “We plan to introduce nano pigments for applications in ink jet inks as well as color toners, both CPT (chemical) and CMT (mechanical) production processes. For ink jet inks, these would be supplied in the form of concentrated pigment dispersions.” He also pointed out that ‘There are a relatively largenumber of ink makers in China and India that represent an expanding market for these high technology colorants. Add to that customer base a much larger universe of colored plastic products. In the form of molded objects, sheets and films and the opportunity for growth of our company isare most promising.” NANOTECHNOLOGY EXPLAINED “Nanotechnology,” explains Dr. Kumar, “has been around for 20 to 30 years, but it is only recently that it has been used in a variety of fields including imaging, medicine fuel enhancement and other applications; He defines nanoparticles as those that are “equal to or less than 100 nanometers (0.10 microns) in diameter.” According to Dr. Kumar, “In reducing materials to a nano state, by mechanical grinding, milling, or by chemical polymerization or emulsification, their intrinsic properties are increased a thousand fold. This allows for enhanced effects with a much smaller quantity of material. It also allows for the design and synthesis of structured particles (such as CPT) with greatly improved properties.” For the explosives industry this increase in surface area, which can be measured in square miles per kilogram, make the powder available as a platform or carrier for another functional material. One of the most outstanding examples of nanotechnology is the use of finely-powdered silicassilica’s and clays to convert nitroglycerine into dynamite. THE FUTURE FOR NAND’s COLOR CPT TONER Asked how he sees the future unfolding for aftermarket color toners, Dr. Kumar had these observations: First, color imaging is much more complex than monochrome, a reality that has discouraged consumers from purchasing any non-OEM product. Over time, however, and under the pressure of the current economy, which demands close cost control, small and medium size businesses are venturing into the color toner aftermarket.

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Second, as end users become familiar with and confident in the use of color imaging, they are more inclined to try aftermarket toners. One of the factors that seemsseem instrumental in convincing them to make the switch is learning that they can buy a chemical color toner from an aftermarket source. And third, developing CPT requires an in-depth knowledge of chemical processing, which is new for existing mechanical toner manufacturers. This created a barrier of entry for many conventional toner producers. High capital investment made it even more challenging. Further, when OEM make frequent changes in the properties of their CPT toners, without an in-depth knowledge in chemical processing, it is difficult to make the required adjustments. To reduce that risk, NAND developed technologies to produce all of the key raw materials and produces them in its state-of-the-art manufacturing plant in Northern India. NAND is trading on this factor by seeding companies in various regions of the world with its

remanufacturers. We are very flexible in the way we do business with our customers for the purpose of best meeting their needs. Bestone chemical color toner for the HP 1215 family of color laser printers is the first product that we have launched. As of this moment, its reception has been most gratifying.

Bestone® CPT products. Dr. Kumar notes that “We are forming partnerships with key distributors and

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GLOBAL FORUM RECHARGEasia

RechargRussia Expo 2010 : Conference & Expo Was a Successful Mix The new edition of RechargRussia Expo 2010 organized by RechargRussia and RechargEast Magazines was held in Moscow on June 29-30. Companies f rom the local printing supplies industry as well as international suppliers and manufactures exhibited their products to visitors from Russia and CIS countries at the expo. Over 60 companies and their partners from 9 countries took an active part in the exhibition in 2010. China alone was represented by 35 companies, Russia following with 12 companies. Germany, Turkey, Korea sent 3 companies each. Over 2200 visits were registered during the 2 expo days. Over 90% of the visitors come from local aftermarket companies willing to collaborate

locally and internationally. The expo was preceded by the conference “The Latest Trends and Current State of Global Imaging Supplies Industry ”, sponsored by DELACAMP, Germany. The conference was the starting point for the expo and the preliminary knowledge sharing as well as a platform for networking between local companies and international businesses. Over 60 industry specialists attended this one-day event organized in the Moscow Government Building, one of the most prestigious expo venues in the Russian capital. The conference was highly attended by specialists from the CIS countries like Ukraine and Belarus as well as Central and Western European countries.

got here are fruitful. We also realized that we need more Russian speaking staff members to communicate easily with the local partners”. Angela Shekyls, SPEED INFOTECH: “The exhibition was good: we met many visitors from the last year show. This year, the prospects are looking better than a year ago. We also noticed that this year there were fewer end users and more distributors and resellers. Plus, we had many visitors from far regions of Russia.” RechargExpo Southeast Asia: “It’s our first time of taking part in the expo in Moscow and we are surprised how well it went. We have many new contacts and we hope all of them will visit our exhibition in Indonesia. RechargRussia Expo is smaller than the expos held in China, but its visitors are all from the industry, with a lot of experience and knowledge. Thanks for organizing the show!” All further details can be found at www.rechargrussiaexpo.com

The feedback from both the participants and visitors the 2010 expo was extremely positive as they managed to accomplish their goals: Steven Yao, APEX: “The expo exceeded our expectations. We will surely take part in the show next year and will probably choose to have a bigger booth to display all of our products”. Michael Chen, XIAMEN COLORFLY: “The expo was successful for us. But it will take time to see if the new contacts we

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OEM UPDATE

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HP CEO Mark Hurd Resigns, CFO Cathie Lesjak Appointed Interim CEO HP announced that Chairman, Chief Executive Officer and President Mark Hurd has decided with the Board of Directors to resign his positions effective immediately. The Board has appointed CFO Cathie Lesjak, 51, as CEO on an interim basis. Lesjak is a 24-year veteran of the company who has served as HP’s CFO and as a member of the company’s Executive Council since January 2007. She oversees all company financial matters and will retain her CFO responsibilities during the interim period. Hurd’s decision was made following an investigation by outside legal counsel and the General Counsel’s Office, overseen by the Board, of the facts and circumstances surrounding a claim of sexual harassment against Hurd and HP by a former contractor to HP. The investigation determined there was no violation of HP’s sexual harassment policy, but did find violations of HP’s Standards of Business Conduct.

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A Search Committee of the Board of Directors has been created, consisting of Marc L. Andreessen, Lawrence T. Babbio, Jr., John H. Hammergren, and Joel Z. Hyatt, which will oversee the process for the identification and selection of a new CEO and Board Chair. HP’s lead independent director, Robert Ryan, will continue in that position. Hurd said: “As the investigation progressed, I realized there were instances in which I did not live up to the standards and principles of trust, respect and integrity that I have espoused at HP and which have guided me throughout my career. After a number of discussions with members of the board, I will move aside and the board will search for new leadership. This is a painful decision for me to make after five years at HP, but I believe it would be difficult for me to continue as an effective leader at HP and I believe this is the only decision the board and I could make at this time. I want to stress that this in no way reflects on the operating performance or financial integrity of HP.” “The corporation is exceptionally well positioned strategically,” Hurd continued. “HP has an extremely talented executive team supported by a dedicated and customer focused work force. I expect that the company will continue to be successful in the future.” Robert Ryan, lead independent director of the Board, said: “The board deliberated extensively on this matter. It recognizes the considerable value that Mark has contributed to HP over the past five years in establishing us as a leader in the industry. He has worked tirelessly to improve the value of HP, and we greatly appreciate his efforts. He is leaving this company in the hands of a very talented team of executives. This departure was not related in any way to the company’s operational performance or financial condition, both of which remain strong. The board recognizes that this change in leadership is unexpected news for everyone associated with HP, but we have strong leaders driving our businesses, and strong teams of employees driving performance.” “The scale, global reach, broad portfolio, financial strength and, very importantly, the depth and talent of the HP team are sustainable advantages that uniquely position the company for the future,” said Lesjak. “I accept the position of interim CEO with the clear goal to move the company forward in executing HP’s strategy for profitable growth. We have strong market momentum and our ability to execute is irrefutable as demonstrated by our

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RECHARGEasia HP CEO Mark Hurd Resigns, CFO Cathie Lesjak Appointed Interim CEO

Q3 preliminary results.â&#x20AC;? Lesjak has taken herself out of consideration as the permanent CEO but will serve as interim CEO until the selection process is complete. Candidates from both inside and outside the company will be considered. The selection of a new chairman will occur in conjunction with the CEO decision. The company does not expect to make any additional structural changes or executive leadership changes in the near future. HP announces preliminary third quarter results; raises fullyear outlook for revenue and non-GAAP EPS HP is announcing preliminary results for the third fiscal quarter 2010, with revenue of approximately $30.7 billion up 11% compared with the prior-year period. In the third quarter, preliminary GAAP diluted earnings per share (EPS) were approximately $0.75 and non-GAAP diluted EPS were approximately $1.08. GAAP and non-GAAP EPS were negatively impacted by $0.02 pertaining to one-time charges relating to the previously announced U.S. Department of Justice settlement. Non-GAAP diluted EPS estimates exclude aftertax costs of approximately $0.33 per share, related primarily to

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Continued

restructuring, amortization of purchased intangible assets and acquisition-related charges. For the fourth fiscal quarter of 2010, HP estimates revenue of approximately $32.5 billion to $32.7 billion, GAAP diluted EPS in the range of $1.03 to $1.05 and non-GAAP diluted EPS in the range of $1.25 to $1.27. Non-GAAP diluted EPS estimates exclude after-tax costs of approximately $0.22 per share, related primarily to restructuring, amortization of purchased intangible assets and acquisition-related charges. For the full year, HP now expects revenue in the range of $125.3 billion to $125.5 billion. FY10 GAAP diluted EPS is expected to be in the range of $3.62 to $3.64 and non-GAAP diluted EPS in the ranged of $4.49 to $4.51. FY10 non-GAAP diluted EPS estimates exclude after-tax costs of approximately $0.87 per share, related primarily to restructuring, amortization of purchased intangibles and acquisition-related charges.

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OEM UPDATE

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New Epson WorkForce 320 and Epson WorkForce 325 All-inOnes Deliver Superior Performance and Efficiency Epson America, Inc., a leading provider of superior performing desktop printing solutions, today introduced the Epson WorkForce® 320 and Epson WorkForce 325, two entry-level printer/copier/scanner/fax all-in-ones for home-based businesses at an affordable price. With a 30-page automatic document feeder for increased efficiency, Epson’s exclusive DURABrite® Ultra allpigment inks that are fade1, water2 and smudge resistant, and built-in Wi-Fi® n3 offered in the WorkForce 325, these new WorkForce models deliver superior performance and quality. “Epson knows that home-based business professionals such as realtors, architects and business consultants are traditionally conscious of costs and don’t have time to think about their business tools. They require an affordable solution that addresses their business output needs while providing high-quality results,” said Jennifer Liao, product manager, Consumer Ink Jets, Epson America, Inc. “With the WorkForce 320 or WorkForce 325, home-based businesses can rely on a cost-efficient all-in-one to easily print, copy, scan, and fax important documents.” With several high-value features for a home office, including built-in Wi-Fi n connectivity, robust OCR software to easily convert sc anned documents into editable/searchable text, and one-touch color and black and white copying, the WorkForce 325 boosts productivity and increases efficiency. In addition, it allows users to easily scan directly to PDF and e-mail, archive important documents, and fax documents directly from a computer4.

Additional Features of the WorkForce 320 and WorkForce 325: • ISO print speeds of 4.3 ISO ppm black and 2.2 ISO ppm color5 • Individual ink cartridges for replacing only the color that is needed • Instant dr ying inks to immediately touch laser quality documents and photos • Captures every detail for document archiving with 1200 dpi

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scanning • Saves up to 50 percent of paper supply with manual, two-sided printing6 • Uses up to 70 percent less power than laser printers7 • ENERGY STAR® qualified, RoHS compliant, and designed to be recycled8 • 5760 x 1440 dpi printing • Epson MicroPiezo® print head technology with smart nozzles delivers ink droplets in as many as three sizes, some as small as three picoliters, delivering sharp, laser-like quality text while optimizing print speeds About Epson America Inc. Epson America, Inc. is a leading provider of an extensive range of printers, 3LCD projectors, scanners and point-of-service printers that are renowned for their high quality, functionality, innovation and energy efficiency. Epson America is a U.S. affiliate of Seiko Epson Corporation, which employs more than 70,000 people in 106 companies around the world. Seiko Epson is committed to its ongoing contributions to the global environment and for the second year in a row has been n a m e d t o t h e D ow J on e s Sustainability World Index, an indicator for leading companies in economic, environmental and social criteria. 1. Display permanence based on ac c e l e r a t e d t e s t i n g o f prints displayed under glass in indoor display conditions; album permanence based on accelerated testing of prints in dark storage conditions. Actual print stability will vary according to media, printed image, display conditions, light intensity, temperature, humidity and atmospheric conditions. Epson does not guarantee the longevity of prints. For maximum print life, display all prints under glass or UV filter or properly store them. 2. Water resistance on Epson Glossy Papers, Epson Matte Papers and plain papers when using genuine Epson inks. 3. Wi-Fi 802.11 b/g/n certified; level of performance subject to the range of the router being used.

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4. For sending faxes on Windows® only. 5. ISO ppm is based on the new international standard for measuring print speed. Black and color print speeds are determined in default, single-side mode in accordance with ISO/IEC 24734. Actual print times will vary based on system configuration, software, and page complexity. 6. Some applications and/or functions may not be supported by Mac®.

7. Compared to the best selling monochrome and color multifunction laser printers available for $499 or less as of January 1, 2009. Actual power savings will vary by product model and usage. 8. See our website for convenient and reasonable recycling options at www.epson.com/recycle.

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OEM UPDATE

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Ricoh Introduces Hotspot Multifunction Printers Ricoh Americas Corporation, a leading provider of digital office equipment and advanced document management solutions and services, announced the launch of Ricoh HotSpot technology for Ricoh Multifunction Printers (MFPs). Ricoh HotSpot MFPs offer mobile users the added convenience of printing remotely, making HotSpot a viable solution for business travelers, sales reps, educational facilities, medical offices and others who require access to important files while on the go. Providing a hard-copy output solution for laptops, handheld devices and Web- enabled smartphones, HotSpot MFPs enable users to print securely across the Internet, without the need for a device-specific driver or special software. Mobile printing solutions for the Ricoh HotSpot MFPs are powered by PrinterOn®.

not standard with competitive MFPs. HotSpot technology can also be added to existing MFPs through a network device that can be installed easily and quickly. Since no drivers or network connectivity is needed to print to HotSpot devices, the need for IT department involvement is limited. This announcement follows the recent launch of the Ricoh HotSpot Printing application for the BlackBerry® smartphone that allows users access to more than 2,000 publicly available printers. 1) Gartner, Inc. Printer, Copier and MFP Quarterly Statistics United States: Database, SJ Chae, Lai-ling Lam, Yulan Li , Amrita Choudhury, Federico De Silva, May 17, 2010. 2009 Total Market Share was measured for multi-function products over $1,000. The BlackBerry and RIM families of related marks, images and symbols are the exclusive properties and trademarks of Research In Motion Limited. Ricoh introduces Aficio SP C430DN and SP C431DN color laser printers Ricoh Americas Corporation, a leading provider of digital office equipment and advanced document management solutions and services, today announced the new Aficio SP C430DN and SP C431DN color laser printers. Combining fast print speeds, reliability and superior image quality, this network printer system gives users a broad range of media support while achieving a remarkably low total cost of ownership.

Ricoh HotSpot MFPs offer users fast and convenient printing options, all in a secure environment. By sending documents, Web pages and emails to a remote server, the data is converted into a printable file for the HotSpot MFP and is transmitted to the device. A secure release code is then sent to the user who enters the code at the MFP LCD panel when ready to print. “Launching the HotSpot feature for the MFP is a critical step as Ricoh expands its mobile printing offering,” said Matt Sakauchi, Vice President, Office Printer Business Group, Ricoh Americas Corporation. “Offering a secure, web-connected option that allows users to print from their smartphones to any Ricoh HotSpot enabled device, gives Ricoh customers a competitive advantage to better conducting their business quickly and efficiently in an everchanging marketplace.” Gartner, a leading IT Research Firm, recently ranked Ricoh number one in market share in the U.S. market for the combined black and white and color copier A3 segment for multi-function products (1). With the addition of built-in HotSpot capability on Ricoh MFPs, customers benefit from advanced mobile resources

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The Aficio SP C430DN/SP C431DN offers two printer engine options, allowing users to choose what print speed works best for their business needs. The SP C430DN turns out full color and monochrome prints at 37 pages per minute (ppm), while the SP C431DN addresses busier workgroups with a color and black and white output speed of 42 ppm. Users can install up to three optional 550-Sheet Paper Feed Units for a maximum 2,300 sheet capacity that supports up to 120 lb. Index. For absolute versatility, the system also accepts up to 140 lb. Index through its 100-Sheet Bypass Tray capable of handling special media, such as static cling, waterproof and coated papers. As users look to minimize expenses, the Aficio SP C430DN/SP C431DN will help to lower a businesses’ total cost of ownership without sacrificing image quality. At 1200 x 1200 dpi resolution,

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the system produces vibrant color and crisp text. Yet, cost per page is driven down by three color cartridges that yield 21,000 prints each and one black cartridge that yields 24,000 prints. Additionally, Ricoh’s Economy Color Mode helps users save on consumables by reducing the amount of toner used while still producing clear and legible documents. “Speed, versatility and reliability are important business requirements when looking for printers to maintain a productive office environment,” said Shun Sato, senior vice president, Marketing, Ricoh Americas Corporation. “Whether you are a small business in need of a secure and dependable network printer, or a larger enterprise looking to enhance the productivity of individual workgroups, The Aficio SP C430DN and SP C431DN color laser printers are designed to fit into any setting and produce high-quality output while realizing savings for our customers.” Businesses demanding reliable document security will appreciate the simple yet advanced device access and data protection the Aficio SP C430DN/SP C431DN offers. The SP C430DN provides reliable network data encryption and user authentication. For increased security, the SP C431DN comes standard with additional features, including an 80 GB hard drive and 768 MB of RAM for increased document storage and queuing, Enhanced Locked Print-NX (ELP-

NX) for password protected print release on any ELP-NX enabled networked device, and Card Authentication Package (CAP) for device access via swiping of user identification cards. These features on the Aficio SP C431DN are also available optionally on the SP C430DN at an additional cost. The Aficio SP C430DN has an MSRP of $1,499 while the SP C431DN is priced higher with an MSRP of $1,999. About Ricoh Americas Corporation Ricoh Americas Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company, Ltd., the 74-year-old leading provider of advanced office technology and innovative document imaging products, services and software, with fiscal year 2009 sales in excess of $21 billion. Ricoh’s fully integrated hardware and customizable services and software help businesses share information efficiently and effectively by enabling customers to control the input, management and output of documents. Ricoh Americas Corporation, directly or through its network of authorized dealers, markets and distributes products in North, Central and South America. Information about Ricoh’s complete range of offerings can be found at www.ricoh-usa.com.

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OEM UPDATE

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New Full HD Movie Print Featured in Five New Canon PIXMA Printers Canon U.S.A., Inc., a leader in digital imaging, has been setting the trend for high-definition imaging solutions and providing consumers with a variety of options to help preserve memories without sacrificing overall image quality. Taking it one step further, Canon announced the addition of five new PIXMA printers with a new Full High Definition (HD) Movie Print feature. In addition to this new and exciting technology, these new models will feature improvements to Auto Photo Fix II to further enhance those near perfect memorable moments while Easy-PhotoPrint EX software now allows users to search and use images from Flickr. When attempting to capture the experience of being around the

family during the holidays or attending a birthday party where a baby is blowing out candles on a cake, a once in a lifetime chance to capture the perfect image can pass right before hitting the shutter button. Now when using the new Full HD Movie Print with compatible HD Canon EOS and PowerShot Digital cameras, consumers can print individual frames of movies(1) while helping to bring those hard to capture, memorable moments to life. Whether using still or movie capabilities, users can be confident the memories being preserved will be of high quality both from the time the memory is captured to when it is time to share with friends and family by providing a keepsake photo. “Technology is growing and evolving at a rapid pace and Canon strives to be at the forefront by offering innovative products that consumers both need and want,” said Yuichi Ishizuka, executive vice president and general manager, Consumer Imaging Group, Canon U.S.A. “With a new design improving overall usability along with the inclusion of the new Full HD Movie Print, the addition of these PIXMA models shows Canon’s commitment to providing excellent quality to our customers at an affordable price.” The new Canon PIXMA MG5220 and PIXMA MP495 Wireless(2) Photo All-in-One printer, PIXMA MG5120 and PIXMA MP280 Photo All-in-One (AIO) printers along with the new PIXMA iP4820 Inkjet printer will provide users with many improvements to increase overall quality and ease-of-use. With enhanced Easy-PhotoPrint EX software, images can now be searched for and used from Flickr providing further flexibility to consumers interested in printing high-quality photos, albums, calendars, layouts and stickers from computers without having to launch an internet browser. Auto Photo Fix II, which helps correct common photo errors, has been improved as well with enhanced light source recognition and color cast correction3 resulting in an increase in the overall image quality of printed images. Upgrades to the enhanced Easy-WebPrint EX software

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(Windows® Only) (4) include a new Fit-to-One-Page button for easy printing of texts and images from websites. This button can be especially useful when printing driving directions so both the map of the area and the step-by-step directions are on one easy to read page. This new software will also provide printing of multiple documents into a booklet format for easy handling and improved organization while images can be inserted into the print layouts allowing users to personalize their information even further. Canon PIXMA MG5220 and PIXMA MP495 Wireless Photo AIO Printers If a wireless printer with a variety of options and high-quality printing is on the wish list, the Canon PIXMA MG5220 and PIXMA MP495 Wireless Photo AIO printers should definitely be considered. Featuring five individual ink tanks with the ChromaLife100 + ink system5, the PIXMA MG5220 Wireless Photo AIO Printer has a maximum color resolution of 9600 x 2400 dpi6 and can create a 4" x 6" borderless8 photo of superb quality in approximately 20 seconds7. The Advanced Media Handling capabilities with Auto Duplex printing and a two-way paper feed can help reduce paper usage and the amount of time to complete a project. A 2.4-inch TFT screen and newly redesigned user interface will help make scrolling through menus and viewing of images much quicker and easier as well.

For the consumer interested in a more affordable wireless printing option, the PIXMA MP495 Wireless Photo AIO printer would be an ideal choice. With the ChromaLife100 + ink system (5) and a maximum color resolution of 4800 x 1200 dpi(6), this new printer can produce a 4" x 6" high-quality borderless(8) photo in approximately 41 seconds(7) In addition the printer features Auto Scan Mode9, which automatically recognizes the type of original, then scans and saves the suitable settings, further adding to its overall ease-of-use. As an added incentive, both printers are 802.11n Wi-Fi certified which will allow for a faster network transfer rate. Wireless

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New Full HD Movie Print Featured in Five New Canon PIXMA Printers

networks can be set up with the press of one button when using a Wi-Fi Protected Setup (WPS). Canon offers its award winning service and support online for all users looking to set up any of the new Wi-Fi products at, www.usa.canon.com/wirelesshelp. Here customers have access to manuals and video tutorials to assist in setting up a Wi-Fi device. A new option for users of smartphones equipped with the Android™ OS is the free Canon Easy-PhotoPrint (EPP) for Android application allowing images captured with the phone’s camera to be printed quickly and easily shared with friends and family. For Apple iPhone®, iPod touch® and iPad™ mobile device users, the Canon Easy-PhotoPrint for iPhone (iEPP) application is also available for free on the App Store.SM

The estimated selling price of the PIXMA MG5220 Wireless Photo AIO printer is $150 while the PIXMA MP495 Wireless Photo AIO printer has a $80 estimated selling price. Canon PIXMA MG5120 and PIXMA MP280 Photo AIO Printers The new Canon PIXMA MG5120 and PIXMA MP280 Photo AIO printers provide consumers with the ability to print copy and scan documents of high-quality at an affordable price. Both new models feature the ChromaLife100 + ink system(5) with the PIXMA MG5120 Photo AIO Printer having a maximum color resolution of 9600 x 2400 dpi(6) and the PIXMA MP280 Photo AIO Printer offering a maximum color resolution of 4800 x 1200 dpi6. The PIXMA MG5120 also features the same Advanced Media Handling options as the PIXMA MG5220 AIO Printer, which can help users reduce their use of paper. In approximately 39 seconds(7) the PIXMA MG5120 AIO Printer can produce a high-quality 4" x 6" borderless(7) photo while the PIXMA MP280 AIO Printer can produce the same in roughly 43 seconds(7). Available at the Canon Online Store, the PIXMA MG5120 AIO Printer has an estimated selling price of $130 while the PIXMA MP280 AIO Printer will have an estimated selling price of $70.

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PIXMA iP4820 Inkjet Printer The Canon PIXMA iP4820 Inkjet printer is ideal for any consumer interested in a high-quality single function model which is not only easy to use but affordable as well. With five individual ink tanks working in conjunction with the ChromaLife100 + ink system(5), this printer can produce a borderless8 4" x 6" image of superb quality with a maximum color resolution of 9600 x 2400 dpi5 in approximately 20 seconds(7). In order to help reduce paper usage and increase time management, this printer has the ability to Auto Duplex print and has two-way paper feeds as well. With an estimated selling price of $100, the PIXMA iP4820 is an ideal addition to any home with its polished finish and overall functionality.

Canon CREATIVE PARK Looking to extend creativity beyond just photos and documents? Consumers can try Canon Inc.’s CREATIVE PARK website at www.canon.com/c-park. The site offers free 3-D paper craft projects, scrapbooking templates and embellishments, novel greeting cards, and educational materials. As an added bonus with the purchase of select new PIXMA printers, consumers will be provided with exclusive printable content through CREATIVE PARK PREMIUMII. This content includes post cards, albums, and many more projects including paintings by artists such as Norman Rockwell. CANON iMAGE GATEWAY CANON iMAGE GATEWAY is an exclusive online photography resource and service for registered owners of qualified Canon products. Camera users can upload and share photos and videos with friends and family if they have registered certain qualifying products via their Canon Account. Members also gain access to informative photography-related articles on topics such as macro shooting, portrait photography, printing tips and print projects to get the most out of their photos. Registered qualifying printer owners can use their photos to create greeting cards, calendars and much more with Print Projects! Members are provided with a wide array of helpful articles to enhance their experience with their Canon printer and create inspiring projects. The Video Podcast Service - available for qualifying camera and video product owners - enables members to upload videos to be shared and viewed, which can also be used with Apple's iTunes® application and

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downloaded to access on an Apple iPod or iPhone mobile device. Generation Green Canon’s commitment to the environment and helping to make it more sustainable is an inherent part of the Company’s Kyosei philosophy and is incorporated into new product offerings. From duplex printing to ENERGY STAR® compliance and significant changes to product packaging, the Generation Green initiative is designed to provide partner companies, enterprise customers and consumers a way to identify and learn about the various environmentally conscious product features and solutions select Canon printers offer. For more information on Generation Green, and the many eco-conscious aspects of select Canon inkjet and laser printers, please visit www.usa.canon.com/green. † Based on weekly patent counts issued by United States Patent and Trademark Office. All referenced product names, and other marks, are trademarks of their respective owners. 1."Full HD Movie Print" is available from 'MOV' movie files created by Canon digital cameras. From PC, or Mac with Intel® processor. Requires Canon ZoomBrowser EX 6.5 or later, or Canon ImageBrowser 6.5 or later. 2. Wireless printing requires a working network with wireless 802.11 b/g or 802.11 n capability. Wireless performance may vary based on terrain and distance between the printer and wireless network clients. 3. Color cast correction available only when printing from a computer 4. Compatible with Microsoft Internet Explorer 7 and Internet Explorer 8 in Windows 7, Windows Vista®, or Windows XP only. 5. Canon cannot guarantee the longevity of prints; results may vary depending on printed image, drying time, display/storage conditions and environmental factors. See www.usa.canon.com/chromalife100 plus for additional details. 6. Resolution may vary based on printer driver setting. Color ink droplets can be placed with a horizontal pitch of 1/9600 or 1/4800 inch at minimum. 7. Photo print speeds are based on the standard mode driver setting using photo test pattern(s) and select Canon Photo Paper. Print speed is measured as soon as the first page begins to feed into the printer and will vary depending on system configuration, interface, software, document complexity, print mode, types of paper used and page coverage. See www.usa.canon.com/printspeed for additional information. 8. Supported paper types for borderless printing are as follows: Photo Paper Pro Platinum, Photo Paper Pro II, Photo Paper Plus Glossy II, Photo Paper Plus Semi-gloss, Photo Paper Glossy, and Matte Photo Paper. 9. For network users, Auto Scan Mode is available only when scanning at a computer using the scanner driver or MP Navigator EX software and selecting the 1-click features then "Save to PC" 10. Pricing subject to change at any time. Actual prices are determined by individual dealers and may vary. 11. CREATIVE PARK PREMIUM is a premium content service available exclusively to users only when the full set of Genuine Canon

Inks are installed in a select printer.All referenced product names, and other marks, are trademarks of their respective owners. To keep apprised of the latest news from Canon U.S.A., sign up for the Company’s RSS news feed by visiting www.usa.canon.com/rss.

Lexmark Sues Importers of Laser Cartridges for Patent Infringement Lexmark International, Inc. announced that it has filed a patent infringement complaint with the United States International Trade Commission (ITC) against 24 companies engaged in the manufacture, importation and sale of replacement cartridges for various Lexmark laser printers and multifunction devices. The complaint alleges that these replacement cartridges infringe at least 15 U.S. patents owned by Lexmark. Lexmark is requesting that the ITC issue a general exclusion order banning the importation and sale of patent infringing laser cartridges by any entity. In addition to the ITC complaint, Lexmark has also filed a related patent infringement complaint in the U.S. District Court for the Southern District of Ohio against the same defendants. The District Court complaint contains allegations similar to those in the ITC complaint and seeks injunctive relief, monetary damages and attorneys’ fees. Defendant: Ink Technologies Printer Supplies, LLC Ninestar Image Co., Ltd Ninestar Image Int'l, Ltd Seine Image International Co., Ltd Ninestar Technology Company, Ltd Ziprint Image Corporation Nano Pacific Corporation, IJSS Inc. Chung Pal Shin About Lexmark Lexmark International, Inc. (NYSE: LXK) provides businesses of all sizes with a broad range of printing and imaging products, software, solutions and services that help them to be more productive. In 2009, Lexmark sold products in more than 170 countries and reported approximately $4.0 billion in revenue. Lexmark and Lexmark with diamond design are trademarks of Lexmark International, Inc., registered in the U.S. and/or other countries. All other trademarks are the property of their respective owners.

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Remanufacturing the Samsung SCX-5635 Toner Cartridge By Mike Josiah and the technical staff at Uninet Imaging A division of Summit and Uninet Products

Mike Josiah Mike Josiah is the Technical Director at Summit Technologies, a division of Uninet Imaging. A global distributor of toner, OPC drums, wiper blades and other supplies. An industry veteran since 1987, Mike is a member of ASTM committee F.05, the STMC Technician Certification Committee as well as an STMC trainer. He regularly contributes articles and teaches seminars at association meetings and trade shows. First released in September 2009, the Samsung SCX-5635 printers are based on a 35ppm, 600dpi engine ( 4,800 x 4,800 Enhanced). The first page out is rated at under 8.5 seconds, and the monthly duty cycle is up to 80,000 pages. Both model printers are Print, copy, scan, and fax capable. Both machines come standard with 4Mb of memory which is upgradeable by adding in a backup hard disk. Both also come with duplexing standard. These cartridges do not have a drum cover, and come new with a piece of heavy paper with foam glued to it taped around the cartridge. There are both LY (4,000 pages) and HY (10,000 pages) cartridges available. Each version of cartridge has its own specific chip, but the cartridges themselves are identical. The chip covers are held in place by plastic rivets. To replace the chip, the rivets need to be cut off, holes carefully drilled, (not too deep or the cartridge will leak), and screws installed. An interesting note on these machines; according to Samsung these printers use their “No Nois” technology. They register at 48Db, or as they state, “far quieter than the competition” The printers as well as the cartridges are listed below.

MLT-D208L (10,000 pages)

LY Cartridge

2) Gently pry off plastic drum axle bushing. Keep this bushing with the appropriate end cap when removed. Each side is different.

MLT-D208S (4,000 pages) HY Cartridge 52

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See Figure 2

Printer Samsung SCX-5635FN Samsung SCX-5835FN Required Tools 1) Toner approved vacuum. 2) A small Common screw driver 3) A Phillips head screwdriver 4) Needle nose pliers Required Supplies Samsung SCX-5635 Toner (HY or LY) Replacement chip (HY or LY) Replacement drum Replacement Wiper Blade Conductive Grease Drum lubricating powder 1) Place the cartridge with the handle/ supply chamber facing you. Remove the 3 screws on the right end cap. See Figure 1

Figure 2 3) On the top edge of the end cap, there is a plastic tab. Press in on the tab and remove the right end cap. See Figures 3 & 4

Figure 3

Figure 1

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4) On the opposite side of the cartridge, remove the three screws on the left end cap. See Figure 5 5) Gently pry off plastic drum axle bushing. Keep this bushing with the appropriate end cap when removed. See Figure 6 6) On the top edge of the end cap, there is a plastic tab. Press in on the tab and

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Remanufacturing the Samsung SCX-5635 Toner Cartridge

Figure 4

Continued

Figure 8

Figure 12 11) Remove the developer roller drive gear; put a strip of tape across the remaining gears. They do not need to be removed the tape will help keep them in place See Figures 13 & 14

Figure 5

Figure 9

Figure 13

Figure 6

Figure 10

remove the left end cap. See Figures 7 & 8.

9) Remove the waste chamber. See Figure 11

Figure 14

Figure 7 7) Lift off the roller cover. See Figure 9 8) Carefully pry up the side plastic tab to release the waste chamber. See Figure 10 54

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Figure 11 10) On the supply hopper, remove the fill plug and dump out any remaining toner. See Figure 12 www.rechargeasia.com

12) On the fill plug side, press in on the plastic tab and remove the spring/plastic bushing assembly. See Figure 15 & 16 13) Remove the developer roller. See Figure 17 14) Remove the two screws on the doctor blade. See Figure 18 16) Carefully pry up the doctor blade. This blade has a very tight fit, work it off carefully. See Figure 19

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long shaft side to gear side first. See Figure 22 21) Snap the spring/plastic bushing assembly in place. Make sure the tail of the spring is set properly. See Figures 23 & 24

Figure 15

Figure 19 Figure 20

Figure 23

Figure 16 Figure 20 19) Replace the doctor blade and 2 screws. See Figure 21

Figure 24 23) Install the drive gear on the developer roller. See Figure 25

Figure 17

Figure 21 20) Clean and install the developer roller, Figure 25 Figure 18 17) Clean out any remaining toner from the hopper. 18) Clean the doctor blade and foam seals. It is too early to say exactly what chemical to use on the blade, but so far 99% isopropyl alcohol seems to work. See

Figure 22 www.rechargeasia.com

24) Fill the hopper with SCX-5635 toner. Check for leaks. See Figure 26 25) On the waste hopper, remove the E-ring from the drum axle. See Figure 27 26) Slide the drum axle out from the side opposite the E-ring (large gear side). See Figures 28 27) Remove the OPC drum. See Figure 29 RECHARGEasia

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Remanufacturing the Samsung SCX-5635 Toner Cartridge

Figure 26

Continued

Figure 30

Figure 33 manufacturer. If the PCR is an OEM, we recommend it be cleaned with your standard PCR cleaner. 33) Clean the old conductive grease off the PCR shaft and contact. Replace with new. See Figure 34

Figure 27

Figure 31

Figure 34

Figure 28

Figure 29 28) Slide the PCR to the non contact side. Remove the PCR. See Figures 30 & 31 29) Remove the two screws and the wiper blade. See Figure 32 30) Clean out all the toner f rom the hopper. 56

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Figure 32 It is interesting to note that on new cartridges, some toner is in the waste hopper. Apparently these cartridges are being tested before they are shipped, or the drum was lubricated with toner. 31) Coat the new wiper blade with your preferred lubricant. Install the new wiper blade and two screws. The tail of the wiper blade should face up. See Figure 33 32) Clean the PCR with your preferred PCR cleaner. WARNING: Do not clean the OEM PCR with alcohol, as this will remove the conductive coating f rom the roller. If the PCR is an aftermarket, follow the cleaning methods recommended by the

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34) Install the PCR by sliding the long shaft side through the non-contact side. Bring it back to fit into the contact side. See Figure 35

Figure 35 35) Coat the OPC dr um with your preferred lubricant and install the drum. See Figure 36 36) Install the drum axle small drum gear side first. Make sure that the E-ring groove

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lock into place on the side wall. See Figure 40

Figure 36 ends up on the small drum gear side. See Figures 37 & 38

Figure 43 Figure 40 39) Install the roller cover assembly. See Figure 41

Figure 44 screws. Make sure the top rear tab locks in place. See Figures 45 & 46

Figure 37 Figure 41 40) Install the right side end cap and three screws. Make sure the top rear tab locks in place. See Figures 42 & 43

Figure 45

Figure 38 37) Install the E-ring. See Figure 39

Figure 42

Figure 39 38) Install the waste hopper on to the supply chamber. Make sure that the tabs

41) Press the drum axle bushing in place. Set it so the small tab is at the end of the groove; make sure it is fully seated. The two small bushings are different. Make sure you have the correct bushing for this side. See Figure 44 42) Remove the tape from the gears, and install the left side end cap and three www.rechargeasia.com

Figure 46 43) Press the drum axle bushing in place. Set it so the small tab is at the end of the groove; make sure it is fully seated. The two small bushings are different. Make sure RECHARGEasia

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Remanufacturing the Samsung SCX-5635 Toner Cartridge

Continued

you have the correct bushing for this side. See Figure 47 44) The chip is held in place by plastic

Figure 48

Figure 50 is to just make a copy of a suitable test page.

Figure 47

Repetitive Defect Chart

rivets. It must be replaced for the cartridge to work. It can be replaced by cutting the plastic rivets, drilling two holes, and setting two self tapping screws in place. See Figures 48, 49, & 50 Printing Test Pages: As these machines are copiers, the easiest way

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Figure 49

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Fuser pressure roller Fuser heat roller OPC Drum Supply roller Transfer Roller PCR Developer Roller

101.3mm 88.9mm 75.5mm 53.2mm 47.1mm 37.7mm 39.2mm

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American Ink Jet Corporation Opens New Online Store American Ink Jet Corporation (AIJC) announces the grand opening of their new online store at http://store.americaninkjet. com. AIJC will be offering their wide format inks as well as a new line of remanufactured, wide format cartridges. The new online store should help streamline purchasing for both new and existing customers. AIJC will be offering their cartridges and bulk inks for use in HP, Canon and Epson printers. All cartridges are filled with inks manufactured by AIJC at their facilities located in Billerica, Massachusetts. All of AIJC’s inks and cartridges are designed to be “plug and play” solutions with no need to adjust color profiles or flush existing OEM ink from their printer. “Opening an ecommerce store is something I have wanted to do quite some time and I am very pleased to finaly see it come to life,” states Michael Andreottola,

Founder and CEO of American Ink Jet. “There are many different online retailers out there, and for the most part customers have no idea where their inks and cartridges actually come from. Now users have the option of buying inks or remanufactured cartridges, all made here in the USA, directly from the manufacturer. We hope this, along with AIJC’s long history of prememium quality and innovation in ink jet technology, will make users comfortable a n d c o n fi d e n t w h e n t h e y p u rc h a s e remanufactured cartridges from us.” Established in 1983, American Ink Jet Corporation (AIJC) is a leading independent developer and manufacturer of ink jet inks. The company maintains a multidisciplinary research and development staff that applies C3 Calibrated Color Chemistry™ technology to formulate inks with chromatic color, precision and purity. Utilizing either dyes or pigments, AIJC

manufactures both standard and archival inks and works with printer manufacturers, print head developers (continuous, piezo & thermal) and media coaters to develop optimum solutions using water-based ink jet inks.

ILG Welcomes Vice President of Strategic Business Development Al Zortea International Laser Group (ILG) announces the appointment of Al Zortea as the Vice President of Strategic Business Development at ILG’s corporate headquarters in Woodland Hills, CA. Al has more than 25 years of experience directing product development and distribution strategies, managing sales and marketing programs and facilitating better business practices and cost-saving strategies. Al received his B.S. in Engineering from the University of Pittsburgh after gaining admittance on a football scholarship. Al also holds several advanced certifications including Engineering EIT and PE Certifications from the State of California. Al has held several senior level sales and marketing positions. Al’s sales career began at Honeywell, where he served as the Director of Marketing and Sales before joining Ricoh Corporation where he headed the National Direct Channel. As a seasoned professional, Al later joined Hitachi Koki Imaging Solutions as Vice President 60

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of Worldwide Strategic Planning. Later Al served as Vice President of Strategic Planning for Imaging Portals, an innovator in the MPS environment. Al held the title of CEO for software provider Luna Imaging and electronics importer and retailer International Ally, Inc. Al returned to the large-scale enterprise business world when he joined MSE (Micro Solutions Enterprises) as the Director of Business Development. “Al’s extensive knowledge of the industry and managed print solutions will help position ILG as the premiere OEM alternative manufacturer AND service provider,” Says Joe Shulman, VP of Sales at ILG. “Al’s experience in strategic business development will also serve to help us better align marketing activity with strategic sales goals and programs,” adds Lili Miura, Marketing Director at ILG. Contact International Laser Group at www.ilglaser.com

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Metrofuser Adds Leasing Options To Remanufactured Laser Printers Resellers can significantly enhance the value they provide to their customers by offering the option of lease vs. buy at the time of printer quote. HP parts provider Metrofuser (www.metofuser.com) has announced an exclusive leasing alliance between its Resellers and its Leasing Partners. With this alliance, Metrofuser’s resellers can significantly enhance the value they provide to their customers by offering them the option of lease vs. buy at the time of quote. Resellers, working with Metrofuser, will offer and facilitate leases to qualified end-user customers. Metrofuser can jointly assist resellers to pre-qualify end-user organizations for eligibility. This will significantly expedite the progress. Pre-qualified companies will have access to a host of tools to help them evaluate the buy vs. lease tradeoff. They will also have the ability to track the status of the lease application and have access to other lease-related support. Moreover, Metrofuser’s leasing partners will provide tools, custom marketing materials and training to resellers to familiarize them with various lease options. “The vast majority of small and medium size businesses that purchase IT equipment do so through a lease program,” stated Will DeMuth, Chief Operating Officer. “By entering into this leasing alliance, we look forward to assisting resellers to enhance their value, add to their customer base, while allowing them to capture end-of-lease product cycle opportunities.” Integrating the technology that the customer requires with the right financing, at the point of purchase, clearly enhances the value of the distribution supply chain.

Our Certified Remanufactured Printers already have the lowest cost of ownership due to the cartridge yield and competitive pricing. With the introduction of leasing, this option will be the lowest cost of acquisition. Our resellers will have an advantage when competing for fleet sales or against new OEM product. With the increased cash flow flexibility offered by a lease program and remanufactured printer, end-user organizations may have the ability to consider other products and upgrades such as MPS / service agreements and accessories without exceeding their budget. Metrofuser’s Trade-in and Save Program further enhances the cost of acquisition by allowing the end user the ability to trade in his old printer and reduce the cost of the newly remanufactured one. Register About Metrofuser Metrofuser remanufactures and distributes laser printer parts, remanufactured printers and offers service training for HP, Lexmark and Canon laser printers. The company offers a broad array of laser printer products from its Eastern and Western distribution hubs including fusers, maintenance kits, boards, and paper handling assemblies. For more information, visit: www.metrofuser.com

Image Specialists Boosts Its Portfolio of Transport Clips for Cartridge Refilling Image Specialists, Inc. has raised the profile of its cartridge refilling accessories by adding to the list of transport clips required for ensuring protective shipment of refilled cartridges. The company now offers seven types of clips to accommodate hundreds of cartridges from the leading OEMs: Brother, Canon, Dell, Hewlett Packard, Lexmark, Xerox, and even the Pitney Bowes 769-0 cartridge. Minimum orders are held at 100 pieces,

convenience of its many cartridge refilling customers. These include cartridge seals and plugs, chip resetters, print head tapes, cap openers, anti-static bags and even ultrasonic cleaning equipment. For its full suite of transport clips, including compatibility lists, please visit: www.image-specialists.com/transport_clips.aspx

and there are 400 clips to a case. With this enhancement of its line of transport clips, Image Specialists is fulfilling a recent initiative of supplementing its vast catalog of desktop and wide format inks—water-based, pigment, and solvent—with superior products for the productivity and 62

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R-Jet Tek Expands New Inkjet Cartridge Remanufacturing Transport Clip R-Jet Tek Expands Successful X-Clip Line for Canon PGI-210, CLI-211 Colorado S pr ings-based R-Jet Tek, inkjet technology leader and innovator of the cartridge “Clip”, is expanding its successful line of X-Clips with the New Yellow X-Clip, which fits both the Canon PGI-210 and CLI-211.

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The new Yellow X-Clip’s patented design uses less plastic, while achieving superior performance. Made f rom high-impact polystyrene, the X-Clip has exceptional strength and durability. It’s ergonomic, flex-spring design provides a leak-free seal and protects the print head, while at the same time, is easy to install and remove. With its optimized design, the x-clip treads lightly on the environment for a greener planet. “The X-Clip advances our mission as recyclers by minimizing the waste we send to our landfills,” says Mueller. “These clips are superior in every way. They are strong, secure, and cost effective for the customer. We will continue to adapt the X-Clip to new cartridges as they arrive.”

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R-Jet Tek was founded in 1989 and is recognized as one of the inkjet refilling industry’s pioneers. R-Jet Tek designs and manufactures quality inkjet refilling mac hines, precision-engineered f or performance and reliability. We offer a complete line of tools and supplies for the refilling process and are the exclusive North American distributor for OCP inks f rom Germany. Headquartered in Colorado Springs, CO, R-Jet Tek is a company doing business in over 100 countries. We are committed to being the premier OneSource - for all your inkjet supply needs. For more Information about the X-Clip, please contact the R-Jet Tek sales department at www.rjettek.com

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West Point Products Adds Two Cartridges to Its Agritone™ Premium Replacement Cartridge Offering West Point Products, a leading provider of premium replacement imaging supplies and related products and services, has added two additional SKUs to its line of AgriTone™ Premium Replacement Cartridges. AgriTone™ cartridges are powered by BioBlack™, a biobased toner with patent-pending protection. The new cartridges are designed for use in the HP LaserJet 4000 series and HP LaserJet 4100 series of printers, and are replacements for the high yield C4127X (LJ 4000) and C8061X (LJ 4100) monochrome toner cartridges. With the addition of these cartridges, AgriTone™ cartridges are now available for many of the most popular HP LaserJet printers, including the LJ 1000/1200 series, LJ 1010/1012 series, LJ 1300 series, LJ 4000 sereis, LJ 4100 series, LJ 4200 series, LJ 4250/4350 series, and the LJ 4300/4345mfp series of printers. “We are proud to announce the addition of these two cartridges to our AgriTone™ product line,” said Joe Lucot, West Point Products President, “The HP LaserJet 4000 and LaserJet 4100 are very popular printers, and have a large installed-base despite the fact that HP has replaced them in their product lineup. They are robust printers that offer great performance and value, making them perfect candidates to be included in our AgriTone™ Premium Replacement Cartridge product offering.” West Point Products produces its AgriTone™ Premium Replacement Cartridges in its Valley Grove, WV production facility, and tests them according to STMC testing protocols. The AgriTone™ HP LaserJet 4000 and 4100 cartridges have passed

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the company’s rigorous performance tests and are guaranteed to perform like the OEM while offering considerable environmental benefits. AgriTone™ cartridges are powered by BioBlack™, a biobased toner composed in part of bio-based content. West Point Products is one of North America’s largest remanufacturers, and is a part of one of the world’s largest collectors of toner and ink cartridges, as well as small electronics like cell phones and PDAs, collecting more than 2 million units per month. The company is committed to innovative recycling solutions and closed-loop remanufacturing processes, resulting in highquality products that make a positive difference to the

environment. “By its nature, remanufacturing is an environmentallyfriendly industry, and we are proud to be at the forefront of that environmental initiative. Our line of AgriTone™ premium replacement cartridges holds many benefits, from reducing our dependence on petroleum by making use of renewable resources, to supporting local agricultural initiatives. We are proud of AgriTone™. It fits perfectly with our commitment to our customers, and to the environment,” added Tom Day, CEO. About West Point Products West Point Products has been a leading manufacturer of premium replacement imaging supplies since 1972, having built its business by adhering to its self-prescribed 5 Pillars of Success: Quality, Service, Selection, Integrity, and People. In support of this commitment to its customers, West Point Products has become one of only a handful of companies in the imaging industry to hold both ISO 9001 and STMC certifications. As further testament to West Point Products commitment to its customers, it continues to lead with innovative products and service offerings, including Axess™ MPS, a suite of MPS products and services, and AgriTone™ Premium Replacement Cartridges, remanufactured cartridges with high levels of Biocontent. Locations include Gananoque, ON, Washington, PA, Jacksonville, FL, Houston, TX, Denver, CO, Irvine, CA, Calgary, AB, and the company’s headquarters in Valley Grove, WV. West Point Products produces exclusively in the United States and Canada.

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Katun® Introduces Universal Katun® Performance™ Toner for use in Toshiba e-Studio 520/853-series MFPs This toner represents a great opportunity for dealers to increase their profitability and significantly reduce their cost-per-copy, both now and well into the future. Katun Corporation, the world’s leading alternative supplier to the office equipment industry, is pleased to introduce universal Katun® Performance™ toners for use in Toshiba e-Studio 520/853-series MFPs. Katun’s combination of a universal cartridge, competitive pr ice, and OEM-equivalent performance enables dealers to increase their profitability immediately upon installation and throughout the life cycle of these well-regarded Toshiba machines. “Because today ’s Toshiba MFPs utilize lower fusing temperatures and shorter warm-up times to provide a more energy-efficient machine, the toner required to operate in this environment must possess a lower melting temperature to provide proper fusing characteristics,” says Robert Moore, vice president of product development. “Katun’s exclusive polyesterbased toner meets these requirements, so toner is fused onto the

page efficiently, without compromising image quality. In addition, Katun’s universal cartridge is filled with 1370g of toner compared to 1320g in the OEM’s T6000 toner cartridge, enabling dealers to achieve greater yield results.” This universal Katun® Performance™ toner for use in Toshiba e-Studio 520/853-series MFPs may be ordered via the Katun Online Catalogue – Katun’s one-stop Internet resource that allows registered customers to locate and order thousands of Katun products while accessing real-time information about their orders and accounts. About Katun Corporation Headquartered in Minneapolis, Katun Corporation is the world’s leading supplier of OEM-compatible imaging supplies, photoreceptors, fuser rollers, parts and other select products and services for the office equipment industry. With over 30 years of expertise, the privately held Katun now serves more than 18,000 customers in more than 150 countries. For more information, or to access the Katun Online Catalogue, visit Katun online at www.katun.com.

World’s Only Jumbo Color® for HP Series CP3525/CM3530 ILG (International Laser Group) adds OEM alternative color cartridges for HP Series CP3525/CM3530 Multi-Function Printers: CE250X (Blk), with a 10,500 page yield; CE251X (Cyan), with an 8,750 page yield; CE252X (Yellow), with an 8,750 page yield; CE253X (Magenta), with an 8,750 page yield. ILG’s exclusive JUMBO COLOR® is the only color toner range that guarantees a 25% page yield increase over the OEM color toner cartridges. The HP Series CP3525/CM3530 Multi-Function Printers are designed to accelerate business printing activity with easy-to-use multi-function capability allowing for printing and copying up to 31 pages/min. The machines also feature embedded networking capability and enterprise class security features. ILG is the North American quality leader in color toner cartridge manufacturing and offers an extensive line of HP alternative products in both monochrome and color. ILG is the only company in the world with JUMBO COLOR®. ILG’s reliable and easyto-install OEM alternative toner cartridges match OEM page 68

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yield and performance. ILG’s premium quality toners are 100% guaranteed. Every ILG cartridge is tested to ensure excellent color quality imaging and sharp high-density print results. We test print over 3 million pages per month and conduct multiple pre and post production tests as part of our quality assurance program. For more information contact ILG directly, visit www.ilglaser.com.

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First to Market Chips for Konica Minolta Bizhub C220/C280/ C360 Copiers Hi & Bestech company announces the release of First To Market chips for Konica Minolta Bizhub C220, C280 and C360 machines. “In the past 2 years thanks to the hard work of our R&D team we already worked out Konica Minolta Bizhub C203, C253, C353 Imaging and Toner chips. Now we are excited to supply first to market Image Unit chips for Konica Minolta Bizhub C220/ C280/C360 copiers to our RE-industry and support the recyclers all over the world”, said Alvin Hsu, sales director of Hi & Bestech. The bizhub C220, C280 and C360 are innovative devices for every-day document production in the office. They are designed to meet all of the needs of the standard office, whether copy or print,

fax or scan, black & white or colour, single-sided or double-sided, single sheet output or booklet. Here are some quick facts about the Konica Minolta Bizhub C220, C280 and C360 machines: • Copy/print speed A4 (mono/colour) Up to 22/22 cpm (C220) • Up to 28/28 cpm (C280); Up to 36/36 cpm (C360) • 1st copy/print time (mono/colour) 7.5/11.0 sec. (C220); 5.8/7.7 sec. (C280/C360)

• • • • • • • • •

Copy resolution 600 x 600 dpi Print resolution Equivalent to 1800 x 600 dpi Print resolution Equivalent to 1800 x 600 dpi Paper input capacity Standard:1,150 sheets ; Max.: 3,650 sheets Controller CPU MPC8533 @ 667 MHz (C220) MPC8533 @ 1 GHz (C280/C360) Scan speed Colour / Mono up to 70 opm (300 dpi via DF) Colour / Mono up to 40 opm (600 dpi via DF) Scan resolution Max.: 600 x 600 dpi

The chips we supply are working worldwide as below: 1. Minolta bizhub C220/280/360 Cyan/Magenta/Yellow Imaging chip 2. Minolta bizhub C220/280/360 black Imaging chip

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

Nanjing Yunsu Releases Inkjet Cartridge Refilling Machine for CISS and High-Capacity Cartridges Recently, Nanjing Yunsu Technology Co., Ltd. produced inkjet cartridge refilling machine for CISS and high-capacity cartridges, which can refill the CISS and high-capacity ink cartridges. Continuous Ink Supply System is a new tool which can reduce the cartridge expenses. But when you use it, there are some annoying problems. On the one hand, the print is easy to block some time later; on the other hand, you ink it and there are some bubble in the tube, which cause print break. Now those problems can be solved by this machine, which is designed by Yunsu. By using the patent technology for intellectualized automatic inkjet cartridge refilling machine which is invented by Mr 70

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Wanghao, the amount of measuring tube is all increased and designed 100 ml because the capacity for ink bottle is far greater than the actual general. When refilling ink, first, you should keep the vacuum system in the cartridge, and you can refill ink one at a time, which is avoided refilling ink in the non-vacuum environment or two-three times, the ink making easily the air bubbles in the ink tube, the broken print issues. This machine also retains clearing the residual ink and sediment, and then add new ink, it can solve the problem of the easily plug after using a long time. About this inkjet cartridge refilling machine, because the amount of ink tube design have increased, it can be used for www.rechargeasia.com

the plotter ink cartridges and other photo machine, which is the capacity is higher than 60 ml or more additional and other high-capacity ink cartridges.

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UNINET RECEIVES QUALITY LEADER: SUPPLIES AWARD AT 2010 READERS CHOICE AWARDS Los Angeles, CA - UniNet was honored with one of the highest recognitions in the industry, the “Quality Leader: Supplies” first place prize at the 2010 Readers’ Choice Awards held on July 13th at the Mandalay Bay Convention Center in Las Vegas, Nevada. This award reflects UniNet’s commitment to developing and providing innovative premium quality products with the highest standards of excellence. Additionally, UniNet was awarded two nominations in the categories of “Best New Product or Service,” and “Best Article.” UniNet President Nestor Saporiti commented, “We are privileged to be acknowledged by the industry, and we take this opportunity to thank everyone for their continuous support and recognition for the award and nominations for this year. This is a very important milestone for UniNet because it reaffirms our values and mission of a quality leader organization. UniNet shares this success with everyone and looks forward to continuing raising the bar and delivering quality worldwide.”

UNINET ABSOLUTE BLACK TONER & COMPONENTS FOR USE IN THE LEXMARK X264, X363 & X364 Los Angeles, CA - UniNet announces the release of Absolute BLACK® toners, Smartchip™ and key components qualified to use in the Lexmark X264, X363 and X 364 multifunction printer series. These monochrome MFPs are available as the X264dn (30 ppm) and X363dn/X364dn (35 ppm) versions. Based on the same print engine as used in the E260/E360/E460 series printers, these MFPs

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offer 1200 x 1200 p r i n t re s o l u t i o n , duplexing capability, a 50 sheet automatic document f eeder and network connectivity. These printers are priced at approximately USD$339 offering good performance at an affordable price. Toner cartridges come in both a 3,500 page standard yield and a 9,000 page high yield version. The Photoreceptor Kit is sold separately and is rated at 30,000 pages.

UNINET X GENERATION TONER & COMPONENTS FOR USE IN THE XEROX PHASER 7760 L os Angeles, CA - UniNet proud l y introduces X G EN ER AT I O N ® c o l o r t o n e r s , S m a r t c h i p ™ a n d k e y components qualified to use in the Xerox Phaser 7760. The Xerox Phaser 7760 color, tabloid sized laser printer is a premium quality, high duty cycle printer designed for the most demanding applications. Priced starting at USD$4,499, this engine produces monochrome prints at 45 ppm and color prints at 35 ppm. The Phaser 7760 features 1200 x 1200 dpi resolution, two sided printing, Postscript 3 emulation and a 40GB hard drive for enhanced graphics capabilities. This printer also boasts one of Xerox’s lowest cost per page; USD $0.021 for black and USD$0.093 for color. Toner cartridges are rated at 32,000 pages for black (USD$140) and 25,000 pages for color (USD $370).

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

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Message from the Publisher 九月， 2010 年的影像耗材市场，刚刚从经济危机的阴影中恢复元气，却又再次沦为原装耗材与再生耗材彼此斗争的战场。正如我们刚刚得到的消息，知名原装打印机耗材生产厂商利盟，日前正式向美国贸易委员会（ITC）提起 “337”专利侵权诉讼，控告 24 家涉嫌生产、制造、销售利盟成像卡盒的再制造企业侵犯其专利权。事实上 2010 年至今为止，在原装耗材制造商与后市场耗材制造商之间的侵权诉讼已经发生多次。惠普继 2009 年底针对加利福尼亚州的 3 家公司 InkPlusToner.com、Comptree 以及 Smartone Services 等向美国国际贸易委员会 (ITC) 提出指控，要求禁止这些公司的墨盒进口之外。在 2010 年初又宣称已经向美国加洲地方法院对台湾、香港等多家公司提起诉讼，控告这些企业侵犯其墨盒产品的专利，2010 年 3 月末有消息称，惠普已经与其中几家公司达成和解。而就在不久之前 6 月 29 日，佳能就中国纳思达公司在美国市场销售的激光打印机用鼓粉盒，于美国国际贸易委员会 (ITC) 提起了 337 调查和诉讼，指控后者涉嫌侵犯了佳能两项打印机硒鼓专利。指控对象包括了 4 家纳思达位于中国和香港的公司，有 2 家关联公司以及 14 家美国公司。由此可见，2010 年的专利权诉讼，无论从是从频繁程度，还是涉及的原装和兼容再生企业数目之多，涉及地区之广都远远超过 2007 年爱普生的“337”案件。这也再次给所有的再制造企业敲响警钟，如何在产业快速升级扩张的同时，确保自主的知识产权和技术创新并最大程度的减少风险。而关于事件未来的发展，我们也将继续为您详细关注。同时，在九月值得关注的焦点显然还有更多，本期杂志的专题文章就为您提供了不同的选择，随着大家都政府采购持续关注，如何加入分享政府采购这块市场蛋糕的行列，是每个再制造企业都希望了解的。而新的打印机市场分析以及最新的 OEM 企业新产品的发布和推出这样的讯息，也将会为您未来及时调整研发和生产方向的依据，同时还有更多关于行业最新资讯和新产品发布的消息供您参考。希望 9 月的亚洲再生业杂志，会让您享受到更多的阅读惊喜。执行编辑刘师同

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Government Procurement: How National Universal Consumables Can Take Advantage of this Opportunity?

政采机遇：民族兼容耗材如何顺势而为？近日，2010年度中央国家机关打印耗材集中采购项目（试行）中标公告发布，以格之格为代表的民族打印耗材品牌赫然在列。央采此举，不仅肯定了中国民族打印耗材近几年的发展成就，同时也为民族打印耗材走进政府用户，服务政府用户首开创举。长期以来，每年高达上百亿的政采市场始终被欧美等国外厂商所霸占，由于打印耗材在政府采购中没有单列，民族通用耗材始终没有获得政府采购用户的青睐，以全球最大的打印耗材制造商之一珠海赛纳科技旗下的格之格品牌为例，其产品不但在全球占据了20%的市场份额，而且在日本的通用耗材市场具有极高的份额，并且已大举进入了不少国家的政府采购体系，但在中国的政府采购中却不到千分之五。而此次央采开标，格之格高分夺冠，则无疑是为民族打印耗材服务政府用户，开拓政采市场开辟了绿色通道。政采开闸：共享数百亿大蛋糕 “每年高达数百亿的市场，这对打印耗材厂商来说，都具有极大的诱惑力，而央采的首次单列，使得通用耗材与国外原装耗材站在了同一起跑线上，共享这个政采盛宴。”某业内人士说到，从中央到地方，政采市场的进一步放开，为民族打印耗材企业提供了巨大的发展机遇，使其能够直面国外原装厂家，依托自身产品的技术和服务，与原装厂家同台竞技，分享数百亿的市场份额。 “谁走在了市场的最前沿，谁就能首先把握住先机，获得市场的最大机会。”在政采市场领域，民族品牌格之格的耀眼表现无疑成为政采市场的最大赢家，从先后中标近30个省市的政府采购，一跃成为国内政府用户中标最多的民族品牌之后，此次央采中标，又以总分第一的成绩拔得头筹，格之格始终都在依托强大的研发实力、比肩原装的产品品质，完善的售后服务体系和良好的口碑，赢得政府用户的青睐。而分享百亿盛宴，不仅依靠企业的硬实力，更须体现企业的软实力。“格之格在面向政采用户，始终抓住自主创新的核心技术和过硬的产品品质这个纽带不放松，通过强大的营销覆盖网络和完备的售后服务体系，就一定能为政采用户提供最优质的产品和服务，同时更好地助力节约型政府的建设。”赛纳科技有限公司（格之格品牌厂商）总经理汪东颖说到。顺势而为：抢抓民族耗材发展大机遇

印耗材企业提供了展示自我、发展自我、完善自我的平台，民族打印耗材企业所要做的就是顺势而为，在这个平台上更好的发挥本土企业的优势，使其真正的成为民族打印耗材的支柱性产业。一、建立完善的知识产权体系，加大创新力度：民族通用耗材的发展必须依靠自己，依靠完善的知识产权体系，通过自主创新，突破原厂耗材的专利束缚，才能真正的走向振兴，而格之格在重视知识产权，推动自主创新方面，为民族打印耗材提供了范本。格之格积极推动产研结合，其自主专利技术已经突破两万项。格之格全球首家自主研发的“易加粉”硒鼓、带芯片墨盒、EVERBRITE墨水以及unismart万能芯片复制器等产品与技术在质量上经各大专业测评机构验证，已完全可与原装耗材相媲美。二、实行严苛的产品制造流程，确保产品品质：过硬的产品品质是满足用户需求的根，只有每一款产品都能确保质量，满足高端用户的需求，民族打印耗材的未来才是光明的。以格之格为例，其每一款产品都严格执行ISO9001质量管理和ISO14001 环境管理及5S管理，并不断完善QIS系统，提升PDCA循环，保证生产出的格之格的每一款产品都能满足客户需求，且全面实施TQM系统，建立一对一质量跟踪体系等等举措，确保产品品质。三、建立覆盖面广的营销网络和售后服务，提升用户口碑：金杯银杯不如用户的口碑，只有把用户的口碑始终放在第一位的企业，才能获得用户的尊重。政采用户面临着布局散，用户不集中等特点，这就为民族打印耗材扩张渠道，完善营销网络提供了巨大的市场机会，而完备的售后服务体系，则是便捷的集中体现。格之格的垂直营销体系已经覆盖全国，而这无疑是为政府用户提供最佳便捷服务的集中保障。四、助力建设节约型政府，节约、绿色、低碳成主流：针对政府用户大用量的特点，提供性价比更优、更便捷、更环保的产品，协助政府降低行政成本和节能减排成为了民族打印耗材的首要任务，而格之格首提的“绿色办公、节约 40%”理念，则全面助力政府节支降耗，据不完全统计，就以目前全国打印耗材的消耗量来计算，仅此一项每年就能为国家节省开支数十亿元人民币。政采市场的开闸，民族打印耗材企业喜获重大发展机遇，而顺势而为，抢抓机遇，大干快上，使其打印耗材产业在政府的支持下，真正的成长为民族打印耗材产业的支柱性产业，还需要耗材企业同心协力，如此必大有作为。

“政府搭台，企业唱戏”，央采的巨大风向标作用无疑将会影响整个政府采购，而高端平台的搭建，已经为民族打

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ITC 337: Protecting or Abusing Legal Rights?

又见“337”，维权还是打压？ ——佳能诉中国纳思达专利侵权兼容耗材的存在成为了大多打印厂商的“眼中钉肉中刺”，原装耗材和兼容耗材天生被称为公认的宿敌。曾有业内人士表示：有些国际企业他们即使检测到国内企业的侵权行为，也不会急于将其推上被告席，而是在等待该侵权产品在市场上销售一定时间后，有了一定的知名度，才把侵权商告上行政机关或执法机构，并向侵权方收取专利许可费，坐收渔利。结果将导致有侵权行为的企业损失惨重，甚至因此关门。事实上，包括爱普生、惠普、佳能

的9家附属公司，以及销售该产品的10家美国公司提起专利侵犯诉讼。而早在去年12月，佳能对日本公司(包括九星在日本的分公司)的墨盒侵权也提出过诉讼。 337调查：英文名称：337 U.S. survey 美国《1930年关税法》第337条款规定，如果任何进口行为存在不公平行为（主要针对侵犯专利权或者商标权行为，也包括侵犯著作权、半导体芯片模板权利的行为），并且对美国产业可能造成抑止和垄断，美国国际贸易委员会可以应美国国内产业的申请，进行调查。

在内的一些知名厂商在打压耗材专利上 “337条款”适用范围也从没手软过：历史上较为出名的要数根据美国法律规定，“337条款”调整 06年的“337调查”，美国爱普生公司的是一般不正当贸易和有关知识产权的不正曾经起诉了16家中国公司在内的24家公当贸易。司，称这些公司出口到美国的打印机墨一般不正当贸易的法律构成要件有两个 06年，美国爱普生公司曾经起诉了16家中国公司盒侵犯其11项专利。方面：(1)美国存在相关产业，或该产业正在在内的24家公司你方唱罢我方登场，惠普也曾于建立中;(2)损害达到了一定程度，即，损害或今年3月起诉了香港台湾的打印机墨盒生产商——麦普科技实质损害美国的相关产业，或阻止美国相关产业的建立，或压制、操 (Mipo Group)以及香港PTC控股两家公司，称其侵犯了惠普纵美国的商业和贸易。知识产权方面的不正当贸易的法律构成要件也包括两个方面：(1)进口产品侵犯了美国的专利权、著作权、商标权等的技术专利，盗窃了惠普的产品而进行销售。专有权;(2)美国存在相关产业或相关产业正在筹建中。无独有偶，短短几月之后，佳能也在“专利大权”的舞台上上演了一出他们自认为大快人心的好戏。6月30日，佳能就墨盒技术对中国九星影像国际公司及其在中国大陆和香港

08年，纳思达臧晓钢与律师张旭廷谈337墨盒专利案，称即使侵权也不要放弃

在今年3月惠普香港与麦普科技(Mipo Group)就墨盒生产技术对簿公堂

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事实上，纳思达并不是第一次遭遇麻烦。06年的“337 调查”中纳思达就是其中的一家。尽管在专利战中付出了不菲的诉讼费用，但却逆势成长。目前纳思达耗材出货量已占全球兼容墨盒市场20%的份额，占全球兼容成像卡盒市场 10%的份额，也是唯一能进入日本市场的兼容墨盒厂家，并占日本兼容耗材市场的90%份额。2005年纳思达出口到欧洲的兼容耗材数量为2700万盒，出口到日本的数量为97万盒，出口到美国的数量为1400万盒。2006年337调查之后到

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又见“337”，维权还是打压？

续

2008年，纳思达销售不降反升，出口到欧洲的兼容耗材数量为3300万盒(增加)，出口到日本的数量上升到870万盒(增加)，而美国市场由于337调查的影响，销量下降至650万盒。由于纳思达的积极应诉，中国墨盒企业的产品得以在美国市场继续多销售18个月，为中国通用耗材产业应变赢得了喘息的机会。中国计算机行业协会秘书长于萱指出，“假如专利战略仅只是为了保证企业对市场的垄断，驱逐其他企业竞争，则失去了专利战略真正的内涵。这种不公平的竞争是我们所痛斥的。一位国内打印耗材企业的高层人士则将此次诉讼视为是佳能在美国市场打压中国产品的手段，因为中国产品在价格上拥有优势，这对佳能构成了挑战。中国计算机协会耗材专业委员会秘书长张慧军介绍，像纳思达这样在全球份额领先的通用耗材企业很容易引起跨国公司竞争对手的注意，枪打出头鸟。 “337”加快了兼容耗材产业创新升级步伐。兼容耗材行业从诞生的一刻起，就面临后有假冒耗材追兵、前有原装厂家围追堵截的双重夹击，专利创新这才是一条兼容耗材产业发展的积极出路。 1.纳思达的创新之路纳思达科技有限公司2000年成立之初，就坚信创新是企业的灵魂，只有创新才是阳光大道。2001年格之格品牌自主成功研发全球首家带芯片大墨盒，打破了外国原装厂商的市

场垄断。2005年研发的将导向和锁放合为一体装置的成像卡盒技术，解决了不同打印机成像卡盒不能兼容的问题。2006 年纳思达公司进行产业升级，开始致力于激光打印机的技术研发。纳思达的一路发展是凭借持续强大的技术能力，2010 年在惠普发布新型系列激光打印机，仅用（45天）纳思达就推出了适应惠普此新机型的成像卡盒，这就是创新的实力例证。 2.纳思达的专利意识增强经历了与国际原装厂家官司历练的纳思达，已经在专利方面成熟与稳健了，2008年在技术和专利方面投入超过7000 万元，2009年超过1亿元，使公司在专利的航舵下仍保持在年均50%的增长。目前纳思达具有合法使用的专利超过2万项，并聘用一批海外律师为公司技术把关，确保在专利切实有效可行。为了避开专利打击，纳思达目前已申请312项专利，计划在2年内再新增申请100项专利，并通过与东芝的合作获得2.5 万项专利授权。此外，纳思达还将耗材产业所有过期的专利梳理，形成了自己的专利数据库，对于原装厂商的专利，有针对性地设计了多种规避方案。尽管如此，垄断了打印机市场的国际巨头还是可以随时新增专利门槛和提高芯片加密程度，而中国耗材企业如果出现跟不上变化就会全军覆没。因此，中国企业只有造出自己的打印机，终结“中国打印机无头工业”，才可能有行业的未来。 3.纳思达的产业链升级纳思达和一般的耗材企业相比一个重要的区别在于善于进行战略层面的思考。纳思达在创业刚有起色的时候，就已经在谋划这个行业的全产业链建设。因为兼容耗材产业有一个无法突破的天花板，就是打印机，没有打印机永远是被人牵着鼻子走的绵羊。不仅是技术，还包括市场。“一个事实是，发展中国家的打印成本往往还高于发达国家，在欧美国家打印机已经走进了家庭，而在中国很多小公司都还为打印成本而发愁，家庭使用打印机的更是少之又少。”自打印技术问世以来，技术拥有者一直在扮演游戏规则制定者的角色，兼容耗材发展再好，也只是游戏规则划定的圈内游戏一把，要想走出去玩玩，难之又难，这是天然瓶颈。在汪东颖眼中，纳思达仅靠发展兼容耗材产业是没有前途的，必须走向打印的“全产业链”，发展打印机才是活路，才是必然。这种必然，也必将给全球市场带来不可忽视的变数。专利之争，实质是市场之争，国家间的产业之争。有没有更好的解决方案，使耗材市场健康良性的发展？ 1.引入自由竞争机制专利只能表明贡献，但不应该成为壁垒。专利，应该更加表彰个人或者企业，在一个技术难题上做出的贡献，可以在后人使用的时候，收取一些合作和使用的费用，但不应该以此来限制其他同类竞争。毕竟科技的推进，可以大幅度的提高创新的能力，过去一些阻碍发展的难题，也许在今天的科技下，就可以解决。但因为前面有了专利申请，就一定

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又见“337”，维权还是打压？

续

要扼杀这种创新，是不是有些霸主嫌疑呢。回过头来，如何才可以平等对话，原装为什么又要和你兼容平等的对话，条件只有一个，那就是兼容企业强壮自己，只有自己的技术拳头够硬，专利拳头够硬，才能促成平等对话的机会，从来就只有高手对决，惺惺相惜之感，不会存在高手与低手畅谈甚欢的场面。 2.引入合作机制原装在细节上做的更好，细节好的原装必然售价高昂，兼容在性价比上突出。这些的优势应该是可以相互借鉴，可以互补的，如果没有借鉴合作的机制，两者之间巨大的真空地带，必然给制造假冒耗材商创造了机会，那么就会给正规军的耗材市场加入混沌因子而扰乱市场秩序。 3.建立双赢的机制天威就与爱普生产生过专利纠纷，历时5年之久，最后以双方达成庭外和解而告终。天威后来甚至还把爱普生的高层请到了天威的工厂参观，加深了双方的理解。2006年天威独立研发的86T墨盒获中国专利金奖，其开发费用包括制作各国的法律意见书，就高达千万元人民币之巨！也正是这种持续投入换来的专利保护衣，让天威在337调查中得以置身事外毫发无损。

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4.建立耗材专利库针对原装厂商具有众多的专利，业内专家提出建立“耗材专利库”，实行有偿共享，大的耗材企业可以通过获得专利授权使用费来获取合理收益，鼓励继续创新。当年DVD行业的中国企业通过每台支付十几美元的专利使用费合理合法地打入欧美市场，那么今天耗材行业为什么不能摒弃门户之见，借鉴DVD行业的经验呢？而发展自己的市场呢。市场经济应该是有竞争的，竞争是有秩序的，是健康的，是有利于行业的发展的良性的优胜劣汰。政府机关如果能带头首选环保节能的办公耗材产品，不仅可以节省了机关的办公费用，同时也大大地促进了中国的兼容耗材产业的发展。希望国内通用耗材企业能够团结起来，抵抗不良竞争，同时加强自身技术的创新，为消费者和终端用户提供优质的产品，让打印机耗材市场能良性、健康的发展。不要让“337 调查”成为中国兼容耗材行业发展的“绊脚石”！

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Experience in the Consumables Market in Indonesia

感受于印度尼西亚耗材市场 7月14至16日，由亚洲再生业杂志独家主办的东南亚印度尼西亚国际打印耗材展在雅加达如期举办，并成功结束。作为主办方，参展商比去年多，人流比去年好，这是成功的标记，在庆喜的同时是否也看到了另一面情景，参展商的感受。如认为，印尼落后，入海关被黑（无原则罚款）；印尼社会环境乱，遭遇搬运工打劫（索要钱财）；搭建商未按要求完成本职工作，险些误了展会的受众人参观，这些都给参展商带来了烦脑，有的参展商就疑惑，能到印度尼西亚开拓耗材市场吗？处于发展成长期的企业，在初始阶段可能都有相同类似的遭遇和抉择，实践证明：具有不同理念的人选择了不同的出路，结果的发展也就不同了。我们知道，天威控股集团董事长贺良梅当年从香港打拼到中国时，可能也是同样的感受，80年代处于发展中国家，落后、人口众多、地大物博没有现代化，正是这些的因素，给这位具有远见的企业家带来了商机，带来了可以用武之地的舞台。20年后,他成就了一番事业,他带领的团队在兼容耗材行业内成为皎皎者。在印度尼西亚如何发现市场，找市场？笔者认为: 1.兼容耗材产业还处于未开垦的处女地印度尼西亚是东南亚第三位人口众多的国家，经济处于发展中较为落后的初始阶段。这里有些行业还是空白的。在展会上，南京鑫思维科技有限公司就以技术实力,以展品的优势,吸引了当地最大的耗材商关注，不仅了解他的公司具体业务，并洽谈了今后业务的合作事项。 2.最美的旅游圣地，为影像提供了有力资源印度尼西亚是个岛屿国家，风景秀美的岛屿是世界上少有的，从另一角度看它为影像行业提供了潜在的大市场。石家庄一位从事版纸、喷墨的企业老板参展后就积极动手招聘翻译，准备开拓东南亚影像这块市场，认为大有前途。 3.劳动力成本低，耗材行业发展的有力条件金融危机后，原材料上涨，劳动力成本上升，企业再发展有很大的阻力。近期富士康集团就为此原因向内地动迁了企业，一些大的跨国公司也在向越南、泰国、印尼等东南亚国家转移企业，规避经营风险，和增加产业利润。这也为兼容耗材行业提供了一条发展的思路。 4.规避耗材专利风险的一个平静市场兼容耗材在多年的发展中，尤其在做大做强的同时，专利的壁垒就限制了行业的发展，频频出现在耗材领域内的“337案件” 说明了这点，这在欧美市场最为敏感，但是东南亚却是一个平静的市场，这里还是个不成熟的市场，不成熟也正是我们发展的机遇。有人说，任何事物要赶在首次，头批，比如，第一批炒股的捞到了金，第一批下海的发了财，第一批购房的赚了钱，当人们全清晰了这条发财的路时，就不会挣到钱了，这也从另一角度并提供了兼容耗材产业可开辟的新市场。有人说，参加印度尼西亚耗材展有亲力亲为的感受，但也有大的收获，这个大收获就是寻找到了新的可开发的耗材大市场。

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Printing Supplies Sector Reveals Three Fast-growing Market Trends for 2010

2010年打印耗材市场快速增长显现三趋势根据IDC 发布的调研跟踪报告显示，2010年中国打印耗材市场中不论是拥有打印机专利技术的原装厂商，还是拥有全球最大规模通用耗材生产量的通用厂商，都展现出了新的发展特点，两者之间的竞争也推动了打印耗材市场的发展。

印机，使用户的打印成本可以匹敌激光打印机，尤其是A3幅面商喷产品，无论是初始购买成本和后期耗材的购买成本都不逊色于彩色激光打印机。所以，随着用户的彩色输出需求不断增长，加上商喷产品线的不断丰富，喷墨耗材市场依旧有较大的增长潜力。

材。与此同时，通用耗材厂商致力于完善售后服务体系，在全国范围内形成了知名度和认可度较高的通用品牌，这也导致原装和通用耗材产品在更广泛的领域产生竞争。而在打印耗材的技术专利领域，通用厂商吸取了以往多次专利纠纷的经验教训，已经意识到创新带来的话语权，更加注重研发的投入以获得专利，对于政府行业的渗透显然是在此基础上的市场竞争策略的体现。可以预见，原装和通用耗材厂商的竞争已经从专利层面逐步深化到细分行业，并将引发多层次、多领域的打印耗材市场的角逐。2010年二者的博弈将更趋于规范化和深层次化 2010年，随着政府对假冒耗材的有效打击以及原装耗材厂商防伪技术的升级，非法假冒耗材产品将受到有效的抑制。全球经济回暖后的中国打印耗材市场将在激烈的市场竞争中迎来新的发展

IDC预计2010年喷墨耗材同比增长 5.9%，激光耗材同比增长21.7%，未来 5年喷墨和激光整体市场出货量将保持 9.1%的复合增长率，2014年销售收入将达到108.7亿元人民币。随着商用喷墨打印市场的兴起和一体机市场的扩张，以及激光打印机应用的普及，未来数年在打印耗材市场，原装耗材厂商和通用耗材厂商之间的竞争将愈加激烈。产品技术和质量上的提升和不断拓展的细分市场将吸引众多厂

2. 激光打印耗材市场依托不断扩大的激光打印机保有量，保持高速增长激光打印机凭借稳定的输出质量和经济的打印成本获得了广大用户的认可，使得整机的市场保有量不断扩大，庞大的规模效应拉动了激光打印耗材出货量，使其保持了年复合18.3%的增速。2009年激光打印机的市场保有量已经达到了1260万台，而彩色激光机应用的普及和激光打印机在打印服务外包领域的渗透，都有力的推动了激光耗材市

商凭借各自的产品优势参与争夺耗材市场，未来五年内中国打印耗材市场规模将保持增长态势并迎来新的发展机遇，中国打印耗材市场呈现如下特征： 1. 主流打印机厂商力推商喷产品，打印喷墨市场潜力犹存打印喷墨市场经过多年的发展，从最初的单色加彩色的组合墨盒，逐步发展到系列的分体墨盒，喷墨技术有了飞跃式的发展。但是当应用在办公输出时，与激光打印机相比不具备性价比上的优势。因此，虽然喷墨打印机市场保有量巨大，喷墨耗材的增长却相对缓慢。然而近几年，主流厂商纷纷推出了基于自身技术特点的全新理念的商喷打

场的增长。 3. 通用耗材厂商对政府行业的切入加速了原装和通用厂商之间的竞争历经10余年的发展，通用耗材厂商中已经形成了几家龙头企业，并有数十家中等规模的企业不断崭露头角。随着企业不断投入研发和市场推广，通用耗材有了更规范的发展，其出货量已占中国整体耗材市场的34.7%。尤为重要的是，通用耗材凭借低廉的价格和不断提升的品质，切入了过去曾经是原装耗材独占的政府采购环节，这是通用耗材厂商与原装厂商市场竞争过程中的一个有力突破，尤其是在激光耗材市场，通用激光耗材的售价大幅度低于原装耗

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机遇。

Note: If yo u ha ve an y qu est ion ab ou t the rem an uf ac tur ing tec hn olo gy or if yo u ha ve oth er pu zz les yo u nee d to solve, you may con tact Recharge Asia M ag az ine for mo re hel p. W e als o welcome you to sha re your experienc e and remanufactur ing tips. Email: news@rechar geasia.com

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

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Analysis of A3 Inkjet Market Position

试析A3彩喷的市场地位传统的黑白激光打印机不能满足用户彩色的输出需求，而彩色激光打印机的价格和使用成本远远高出企业的成本负担，使客户望而退步。而喷墨打印机通过提升自身的速度将产品定位在了商用市场，不仅成本低廉、性能出众加上满足用户低成本的彩色打印输出，一度在市场上受到用户的热捧。在A3宽幅商用喷墨打印这一专业领域，惠普是无可争议的领航者，仅一款HP Deskjet 1280c 就曾经创造了超过20万的销售记录。而如今惠普 Officejet 7000卷土重来，大张旗鼓的推广，首先体现在产品对红楼梦剧组的青睐，其次在成本上的推广，号称最节省的A3彩喷打印机。在A3彩喷市场上主要厂商为惠普、佳能和爱普生三大厂商竞品争夺市场。以下，我们就三大厂商的几款典型机器作为比较。惠普Officejet 7000 惠普Officejet 7000喷墨打印机具备强大输出能力，足以媲美A3彩色激光打印机。它每分钟打印A4幅面黑白文档33

页，彩色文档32页，并每月7000页的打印负荷能力，能轻松满足用户对打印效率和稳定性的要求。同时，150页主纸盒、 100页输出纸盒的设计，使得用户不需要频繁换纸，大大提高了连续打印的效率。在耗材方面，HP Officejet 7000采用4色独立式墨盒设计，用户可根据需要单独更换，最大限度减少墨水浪费;配合惠普全新的HP 920XL大容量墨盒，可获得黑白0.18元(A4幅面)和彩色0.65元(A4幅面)的超低单页打印成本，还减少了墨盒更换，省钱又省心。此外，在网络打印日益增加的今天，用户可以借助惠普智能网页打印功能，将挑选好的多个网页上的文字和图形编辑到一页纸上打印，亦能有效节约纸张。佳能 PIXMA iX5000 PIXMA iX5000整机为318×601×193mm，重9.3kg，小巧精致。其采用的是FINE打印头技术，打印头上高密度高精度排列的多达1600个喷嘴，iX5000的打印分辨率可达4800× 1200dpi，每分钟最快可打印黑白文档25页，彩色每分钟17 页，速度很快耗材方面，佳能iX5000采用4色分体独立式墨盒设计，用完一色换一色，可以最大限度的控制成本。这款产品应用新颜料配方PGI-5黑色墨水，即使彩色黑白混排打印时，文字边缘也十分锐利。而且PGI-5 墨水还解决了在普通纸上打印，不会因墨水洇出弄脏文档的问题，让打印出来的文本，更加美观出色。爱普生ME 1100 买得起用得起的爱普生ME Office 1100机型，采用了特有的双黑墨打印技术，输出一张A3图纸仅需9 秒，在高速经济模式下A4黑白文本输出，可以实现 30页/分钟的超高打印速度，最高打印精度为5760× 1440dpi，能轻松实现较为理想的打印品质。爱普生ME 1100随机标配的大容量黑色和彩色墨盒，大容量T119黑墨可打印近800页，大容量T123彩色墨盒可打印805页，大大降低了使用成本。随着社会的发展，市场上呈现出A3幅面打印需求总量增加的趋势，主要表现在CAD/CAM工业制图、企业宣传、广告公司、税收、金融等特殊行业。目前一款普通的A3彩喷在2000元左右，性能优越且成本适中的A3彩喷打印机有着很大的市场前景。这对厂商来说是一个挑战，它需要对产品的更新、性能和成本的综合考虑，这也给厂商一个重新定位的选择。但A3彩喷的市场好景，仍取决于用户对产品的认可程度，从目前市场上的竞争分析，A3彩喷年均在10%的增长，使厂商看到了更广阔的市场可发展的空间。

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Digital Copier Market Research Report for First Half of 2010

2010年上半年中国数码复印机市场研究报告一、2010年上半年中国数码复印机市场品牌结构 (一) 整体品牌关注排行 2010年上半年中国数码复印机市场格局大体可分为三个阵营，佳能、柯尼卡美能达、夏普、东芝居第一阵营，关注份额都在10%以上，京瓷、理光、富士施乐、松下、震旦处第二阵营，关注份额在5%左右，其他品牌居第三阵营，关注份额不到1%。

但在第二季度其关注比例增长4.2个百分点，与排名第三的柯尼卡美能达差距仅余0.1%。

在3%-6%之间。

表 2010年Q1-Q2中国数码复印机品牌关注排名对比

2010年上半年中国数码复印机产品关注排名三、2010年上半年中国重点数码复印机品牌研究二、2010年上半年中国数码复印机市场产品结构

2010年上半年中国数码复印机品牌关注排名从ZDC统计数据看，2010年上半年，佳能数码复印机关注度最高，共获得23.5%的关注份额，柯尼卡美能达次之，关注比例为17.8%，夏普以0.1%的微弱差距居柯尼卡美能达之后，东芝关注份额为14.2%，此四家品牌共占据了 73.3%的关注比例。

(一) 产品特征 2010年上半年，5000-8000元数码复印机关注度最高，关注份额达到 47.3%，其次是8000-20000元价位段产品，关注份额为12.7%。从数码复印机价位段看，价格低廉的产品并未获得高关注，反而是中端产品关注度最高，而高价位产品如50000元以上产品也获得了超过10个百分点的关注份额。

(一) 品牌走势对比四家主流数码复印机品牌走势可见，东芝后发制人，从年初开始关注比例便不断攀升，到年中关注比例增幅近7个百分点，是所有数码复印机厂商增幅最大的一家。柯尼卡美能达却面临关注份额不断流失的困境，并因此造成年初本处于榜首的位置跌至第三。

2010年1-6月主流数码复印机品牌关注比例走势 (二) 产品结构四家主流数码复印机品牌市售

2010年上半年中国数码复印机品牌关注比例分布 (二) Q1、Q2品牌关注排行对比 2010年前两个季度数码复印机品牌格局出现一定波动，夏普从第一季度的第三超越柯尼卡美能达在第二季度排名第二位，同时，在第二季度，理光超越京瓷，富士施乐超越松下。然而从关注比例的变化看，东芝是最大赢家，尽管其在前两个季度的排名都保持第四位， 92

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2010年上半年中国不同价位段数码复印机关注份额 (二) 产品关注排行从2010年上半年数码复印机产品关注排名看，佳能、柯尼卡美能达、夏普、东芝、京瓷和松下共六家厂商有产品入围前十名，夏普入围数量最多，为三款，佳能和柯尼卡美能达各两款，其他为一款。从入围产品的关注比例看，十款产品的优势差距并不明显，除佳能 iR2318L接近9%关注比例外，其他的都 www.rechargeasia.com

2010年上半年主流数码复印机品牌产品数量对比

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2010年上半年中国数码复印机市场研究报告

主流产品多在30款左右，夏普略高，为 33款，佳能最少，为19款，虽然佳能产

续

品数量最少，但单款产品所获关注份额却颇高，这也使得佳能在品牌格局中占据首席。 (三) 品牌重合度从品牌重合度看，夏普优势最为明显，其从其他三家品牌所获得的二次搜索比例都在30%或以上，与夏普竞争较为激烈的是佳能，其获得的二次搜索比例略低于夏普，柯尼卡美能达竞争优势最弱，从佳能、夏普和东芝转移到柯尼卡美能达的二次搜索比例都仅在10%左右。

2010年上半年主流数码复印机品牌重合度对比

WebOS: HP Leads Technology in Internet Era

WebOS：物联网时代hp保持技术领先的杀手锏近日，惠普发布该公司2010财年第二财季财报。财报显示，在截至4月30日的这一财季，惠普净营收308亿美元，比去年同期的284亿美元增长13%。其中，惠普成像和打印部门第二财季营收64亿美元，同比增长8%，成像和打印集团的打印机出货量同比增长9%，商业打印机硬件出货量同比下滑 8%，个人打印机硬件出货量同比增长15%。与此同时，惠普CEO马克·赫德(Mark Hurd)表示， WebOS操作系统将被用于多种移动设备中，其中包括打印机。赫德说：“惠普收购Palm是为了强化知识产权，尤其是在移动互联网设备市场。我们计划把WebOS应用到多种设备中，如平板电脑、网络打印机等”，并解释道，“打印机要连接互联网，因此需要一款操作系统。” 表面上看，这两则新闻除了都跟惠普有关外，关联并不大，但细细分析，便会恍然大悟：打印输出市场领跑者—— 惠普，已经开始布局未来发展战略。

图1 2010年5月中上旬激光打印机品牌分布激打市场惠普一家独大遭遇发展瓶颈几乎没有人会否认，企业的发展目标就是成为市场领跑者和行业标准的制定者。对于惠普这样的——在最近一期

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“世界品牌500强”名单中名列第14位——大型企业来说，市场领跑者和行业标准制定者地位已是囊中之物，唯一的问题是，技术升级换代以后，如何继续保持这样的地位？在打印输出市场，尤其是激光打印机市场，惠普的领跑者地位无出其右者。如2010年5月中上旬激光打印机品牌分布所示，人气榜二到四位的品牌人气之和才勉强超过惠普一家的人气。

图2 2010年5月中上旬喷墨打印机品牌分布身为喷墨打印机市场三巨头之一，未来路在何方？喷墨打印机市场的情况略有不同，惠普虽然依旧是人气冠军品牌，但领先优势极为微弱，仅以0.06%领先于爱普生，佳能也很强势。总之，在喷墨打印机市场，惠普是“三巨头”之一。目前打印输出市场的局面，对惠普来说，非常有利，甚至可以形容为华丽。但是，问题也同样不言自明——维持这种局面的难度很大——随着各品牌旗下产品技术水平逐渐拉近，惠普将经受其他品牌越来越激烈的冲击，市场份额被蚕食也不足为奇。换句话说，输出打印市场又到了技术换代的时候，而惠普显然想先人一步，继续将市场领先地位牢牢抓在手中。这一次，惠普将赌注押在了物联网身上。

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WebOS：物联网时代hp保持技术领先的杀手锏

续

物联网，即通过装置在各类物体上的射频识别(RFID)，传感器、二维码等，经过接口与无线网络相连，从而给物体赋予“智能”，实现人与物体的沟通和对话，也可以实现物体与物体互相间的沟通和对话。在物联网上，每个人都可以应用电子标签将真实的物体上网联结，从一瓶酸奶到一架飞机，在物联网上都可以查找出它们的具体位置，即使在地球的另一边。正如业内对“惠普12亿美元收购Palm”的解读，此次合并将会提高惠普进一步参与快速增长、高利率智能手机市场和移动设备市场的竞争能力，特别是Palm公司独特的 webOS(网络系统)将有助于惠普充分利用诸如多重任务处理和通过应用方案共享最新信息等功能。惠普将WebOS视为掌控物联网时代的杀手锏。基于自己的WebOS推出新一代融合物联网理念的打印输出产品，这不仅符合物联网发展潮流，还可能帮助惠普获得行业标准制定者的地位。

图3 2010年5月中上旬苹果哦IPad平板电脑人气走势惠普另辟蹊径跟进“平板风” 如果仅仅将惠普运用WebOS的领域限制在打印输出领域，那就大错特错了。Palm公司研发的WebOS系统当初是作为智能手机的操作系统出现的，它可以运用到手机、PDA、 MID产品当中。惠普的想法更激进，计划将它作为惠普平板电脑的操作系统。苹果推出IPad平板电脑后，在电脑市场中引发了猛烈的平板电脑潮，在2010年5月中上旬苹果哦IPad平板电脑人气走势中可以明显发现，平板电脑的人气持续走高，甚至达到 15.73%的难以置信的水平。这还仅仅是IPad这个单品创造的奇观!这就不难理解为什么相当多的传统电脑厂商纷纷表示将推出类似产品。但基于X86架构的系统，似乎在强调便携、触控、续航能力的平板电脑上表现不佳。实际上，惠普在收购Palm之前就已经宣布将推出基于 Windows7操作系统的平板电脑，但目前来看，惠普的平板电脑极可能采用WebOS。可以设想，惠普将旗下的打印机、平板电脑、智能手机等产品统一到WebOS系统之下，然后基于此推出更为广泛的物联网应用，这无疑将改变人类使用电子产品的方式!惠普能否延续自己的市场神话，现在就要看 WebOS的表现了。 96

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Develop the Perfect Platform for the New Consumables Market

为打印耗材产品开拓新市场的绝佳平台 Paperworld China －中国国际文具及办公用品展览会在2010年将首次与欧洲最大的打印耗材展REMAX紧密联动。法兰克福展览有限公司与REMAX 展的主办方——Recycler Publishing & Events Ltd携手合作，自2010年起 Paperworld与REMAX两大展会将在法兰克福合并举办。 Recycler Publishing & Events Ltd 是一家集出版传媒和会展于一体的专业服务公司，致力于全球打印耗材再生及可循环产业的发展。公司主办一年一度享誉全球的REMAX品牌展览及会议活动。此次两大品牌展强强联手，将为广大参展厂商及贸易观众打造出更开阔的国际化专业平台，创造更多商机。在今年初两大展会初次联手登场取得的成功反响基础上，REMAX会将其全面支持力度延伸至Paperworld在亚洲、欧洲

以及中东地区的其他多个全球性品牌展会。 REMAX展会总监David Connett先生对于此次的合作表示非常乐观。评价即将于2010年9月15-17日在上海新国际博览中心举办的本届展会，Connett 先生说：“Paperworld China展会是中国地区最具影响力的行业贸易展会，是亚洲地区再生产业发展推广的最佳平台。在今年展会期间，我们将为展商及观众举办专业研讨会，重点介绍国内外市场上彩色及单色激光喷墨打印机及相关耗材的发展潜力与现有商机。” 为打印耗材产品开拓新市场的绝佳平台由国际数据资讯（IDC）发布的统计数据显示，发展中的中国打印耗材市场在未来五年预计将实现9%的增长率。2014年中国成像技术产品的销

售总值预计将达到1087亿元，较2009 年增长41%。广州欣彩电脑耗材有限公司——一家致力于研发及生产打印复印耗材的高科技企业，今年将通过 Paperworld China展会开拓出新的发展商机。 “我们希望通过Paperworld China 展会与打印复印耗材的采购商们建立稳固的业务关系。在展会上我们可以看到许多专业买家，相信它定能帮助我们更好的提升企业品牌的国际化程度。”广州欣彩电脑耗材有限公司彭煦总经理说。 Paperworld China是由法兰克福展览（上海）有限公司、中国轻工工艺品进出口商会及广州外贸华南展览有限公司共同主办。详情请登陆 www.paperworldchina.com.cn

Government Procurement Market: Energy-saving Gives Competitive Edge

政府采购市场节能就是竞争力在政府采购市场，喷墨打印机的市场份额远远比不上激光打印机。但随着低碳概念和节约办公概念的推广，喷墨打印机以其价格优势和节能特性重新受到了用户的关注。与激光打印机相比，无论是在打印速度、打印成本还是在连续输出上，喷墨打印机都不落下风。甚至，在节约能源、降低耗电方面，喷墨

大部分的厂商将技术专注于降低打印成本、提高打印稳定性方面。像汽车、家电等所有市场一样，打印机市场同样不容回避的第一个重要课题就是“如何回应哥本哈根全球气候峰会这块巨石激起的、像涟漪一样扩大的低碳环保课题”。虽然有人认为大会最后通过的宣言对减缓全球气候变暖步伐的实际意义

机、打印机行业能耗标准则将实实在在地敲打在这一市场中竞争的各个企业：据有关专家初步测算，将有近10%、近百万台的现有产品被淘汰出局。与越来越严苛的汽车尾气排放国家标准一样，打印机强制能效国家标准的出台势必会给打印机市场的绿色采购带来全新的动力。

打印机还更胜一筹。

并不太大，但从“低碳启蒙”、提升全球“节能环保意识”的角度而言，却影响深远。以无纸化办公减少打印和复印文档数量，采用更高效节能的电脑、打印机等办公设备，采用双面打印来减少纸张消耗，以及随时根据环境调节照明和及时关闭电脑等，这些看似细微的改变，其实都能有效地减低碳排放，实现低碳办公，减缓全球气候恶化。

这一标准的实施极有可能改变打印机市场未来的技术发展方向、产品组合乃至现有的竞争格局，从而给整个打印机、传真机市场打上重重的“绿色烙印”。从消费者使用的角度来看，出于节约后期办公成本等方面的考虑，“低碳打印”将成为更多用户的选择。

喷打市场的“绿色烙印” 在低碳时代渐行渐近的今日，商务办公作为能源消耗的重要领域开始引起普遍关注。近年来，数字办公全面兴起，计算机、打印机和多功能一体机等数字化办公设备迅速普及,这些设备在极大地提高了人们办公效率的同时，大大增加了办公的能源消耗，也间接或直接地造成了大量的碳排放。可以说，数字办公的每一个环节，都会造成碳排放，也都存在减少碳排放的空间。喷墨打印机近年来一直没有大的技术更迭，也没有特别热闹的市场景象。 98

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能耗标准引导技术发展方向如果说哥本哈根气候大会与我们普通人的日常生活还显得有点遥远的话，传言中即将在2010年出台的国家传真 www.rechargeasia.com

节能指标改变竞争格局在政府采购市场，对节能的要求早就落到实处，不入围节能清单就无法进入这个市场，这给喷墨打印机厂商设置了一道实实在在的门槛。从竞争格局角度来说，那些更重视“绿色环保”的企业，可能获得

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政府采购市场节能就是竞争力

续

更好的发展空间。从目前来看，三星、联想等二三线品牌都已经意识到了这一问题，但在爱普生、惠普、佳能三大品牌中也只有爱普生做出了“系统性”动作。爱普生早在2008年就提出了自己的《2050环境愿景》，公开了“将产品完整生命周期中的二氧化碳排放量减少 90%”等四大目标，同时为实现这一愿景，建立了一个从产品设计、原材料采购、制造过程管理、运输管理到使用耗材、售后服务、废旧产品再生利用在内

的完整体系，可以说开了业界之先河。毫无疑问的是，这一方面显示了爱普生良好的企业社会责任，另一方面也给爱普生带来了实实在在的核心竞争能力。反观佳能、惠普，这两大巨头目前也只是在部分产品的型号中提到了节能环保的指标，动作力度明显与其市场地位不相匹配。对此我们只能说，企业的性格和思考方式决定其发展战略。在 “低碳”这个新课题上，一向以“精打细算”著称的爱普生显然走在了其他两

个老对手的前面。这种策略的差异直接体现在中央国家机关协议供货的入围情况上。2009年 3月开标的中央国家机关协议供货中，喷墨打印机只有爱普生一家入围，其原因就是其他厂商没有入围节能清单。而打印机类产品是强制采购节能清单内的产品。2010年，也仅有爱普生、佳能和兄弟三家入围。打印机巨头惠普则连续两次在协议供货中未能入围，其原因耐人寻味。

Who is Stealing our Empties?

是谁在抢我们的空盒？珠海易得美工贸有限公司王肖平 OEM厂家生产耗材是为了自己垄断市场，不让别人再来和他争夺整机销售后的那块肥肉。所以就用专利壁垒来对付像天威、天马、纳思达这样顶级的兼容耗材厂家（最近 Canon 、Epson 在美国注册的销售公司又动用“337”调查起诉纳思达公司激光耗材“侵权”）。但却无法完全阻止小工厂、小作坊进行合法的再生。尽管OEM厂家把耗材的空盒设计得如此复杂，几乎到了不可拆卸的程度，然后再加上一把密码锁——“芯片”。但回收和再生是当今世界的主旋律，大势所趋、人心所向，OEM厂家不得不做些姿态，搞点花架子，不然各国的环保机构不允许他的产品在该国市场上销售，广大用户也不愿意买没有兼容和再生耗材的机器。回收和再生是相互关联但是又相互区别的两个概念。回收是环保，再生是节能。最近国际市场上回收的原装空盒突然紧俏起来，不但价格高，而且货缺，原来是OEM厂家在大量抢购空盒。OEM厂家只搞回收，并不搞再生，顶多是再利用点原料。他们把回收的空盒拿去毁了，以防止更多的再生耗材流向市场和OEM耗材竞争。举几个例子来证明: 1.几年前我的朋友有幸参观了大连Canon公司，这家年产几千万只 OEM鼓/粉盒的外国独资企业，每年也要从世界各地回收上千万只空的鼓 /粉盒。他们把这些空粉盒拆分后，只留下很少几种几乎没有磨损的零件，

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凡伟

经检验合格后再加以利用，其余的塑料壳不管好坏，一律按 PP、PVC、ABS等不同材质分别粉碎，再加入一定比例的新塑料，重新注塑出新的空盒。这样生产出来的鼓/粉盒当然是全新的OEM耗材，比用旧件再生省事得多，价格也比再生耗材高得多，何乐而不为？否则别人倒要笑他“捧着金碗讨饭”呢。 2.OEM厂家为了在中国推销耗材，对中国的环保、海关、技检等有关部门当然也做承诺：“回收相应数量的旧空盒，以减少环境污染”。某OEM公司就花钱请各地收空盒的小商贩帮忙，每收一个该品牌的空鼓盒给11元，不管型号、不管好坏、不管新旧，每月要几万只。一时间各再生厂、各空盒货场闻风而动，哪怕破得不能再用的“垃圾盒”，贴上该OEM品牌的标签就行。甚至有人把里面还可以用的零件换了，只要有个OEM外壳都行，各得其所。 3.HP公司干脆明码标价，回收一个空墨盒1-2美元，这个价格甚至高于再生厂家能够给的最高价格，于是HP的空墨盒就源源不断地回到OEM厂家去了。但OEM厂家绝不是拿它去再生，因为一个新的空墨盒的成本很便宜，做一个全新的墨盒比再生一个更省事，而卖一个OEM新盒要比卖再生盒利润高得多，谁还会做这种吃力不讨好的事？毁掉一个就空盒顶多损失1-2美元，却消灭了一个可能出现的再生墨盒，全新的OEM墨盒就又能多卖一个，在OEM厂家独霸市场的情况下，这个利润不会跑到别人的口袋里去。过去有一个集邮大王，他手里有两张绝版邮票，每张值 10万美元，但他把其中一张毁掉了，剩下的“孤票”一下子就升至40万美元，他的利润翻了一番。再明显不过，这就是垄断！

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Copy Paper Can also be Very Low-carbon

复印纸也可以很低碳随着中国经济的发展，办公自动化程度不断提高，几乎每一个公司都会配备复印、打印设备。复印纸的需求量不断攀升，已跃居耗材之首。当环保理念深入人心，已然成为一种生活时尚时，许多人将环保目光延伸到了办公室中。办公用纸成环保焦点世界500强某公司，有400名员工，每天有10台复印机在运作。虽然已经尽量节约，但是一个月最少要用掉 200包A4复印纸。这是工作需要，无法避免。如何想在工作与环保之间找到一个平衡点，人们一直在关注和思索着。根据中国造纸协会近几年的《中国造纸工业报告》显示，近年来，我国造纸工业发展迅猛，年产量9389万吨，消费量9000多万吨，均居世界第一。其中未涂布印刷书写纸(包括复印纸)的年生产量和消费量在逐年增加，近年消费量年均增长达到了9.92%。有关报告显示，未涂布印刷书写纸的消耗量达到了 1358万吨，其中复印纸的消费量近80 万吨。

将会消耗掉多少能源，排放多少二氧化碳。复印纸如何“出身低碳”？ “其实复印纸在生产过程中并不产生污染。复印纸生产企业从造纸厂买回原料后只做一些切割等加工工艺，真正的污染、耗能还是来自提供复印纸原料的厂商。”嘉汉投资有限公司徐卫东总经理说道，作为一名资深的造纸业内人士，他一直关注着造纸业的环保问题。 “在造纸行业，一般来说如果纸品的原料来源是低碳、环保的，基本上我们就可以认为这个纸品是环保产品。” 作为办公必需品，复印纸无法被替代。我们只能在复印纸本身寻找节能环保的突破点。根据国外先进的造纸企业经验，只要从源头上把关，其实复印纸也可以“出身低碳”。百年森林工业带来低碳之谈

水是造纸必须消耗的能源之一，吨纸耗水量一直是评定其环保与否的重要标准。2009年前，中国关于纸浆的生产水耗标准为吨纸耗水量为60吨，2009 年7月开始，标准吨纸耗水量降至20 吨。然而据业内人士透露，半数以上的

在中国，造纸业因木材来源、能源以及水这三个基础环节而往往被贴上 “破坏森林”、“高能耗”、“高污染”的黑标签，然而，作为世界上森林覆盖率最高和环境最优美的国家之一，芬兰同时也一直是世界造纸业大国，并且，一百多年来芬兰的森林覆盖率、森林蓄积量均不降反升。造纸业在芬兰被称之为森林工业，他们闯出的“绿色之路”，颇值得我们深思，不妨让我们看看芬兰最大的造纸企业芬欧汇川是如何

中国造纸企业未达到这个标准。“据了解，现在国内的造纸企业大多很难达到这个标准，只有少数一些大型的造纸企业能够达标，一般来说能达到7-12吨左右。”以中国标准每吨耗水20吨，来算一笔账：以最常用的70G复印纸为例，一张办公室最常用的A4复印纸约需要消耗掉0.07升水。也就是说每使用完一包 500张的A4复印纸，就等于消耗了35升水。 500强某公司一个月最少“复印” 掉7000升水。耗水仅仅造纸其中的一部分。每天需要使用打印、复印材料的公司不计其数，可想而知每年办公用纸

实现“低碳造纸”的。 10年前UPM进入中国，在长江太湖流域建造了芬欧汇川常熟造纸厂生产印刷和办公用纸，在引进先进生产设备和技术的同时，他们也把在芬兰的实践了百年的环保理念带到了中国。作为少数能够为自己的复印纸提供原料的大型造纸企业，包括其生产的“佳印”复印纸在内的所有产品浆料全部来源于可持续管理的林地，所谓可持续管理林地就是使用科学的方法，对森林资源进行合理的利用和开发，同时满足经济，社会和环境三方面的可持续发展。通过这样的方法，可以有效实现采伐和种植的平

半数生产企业难达标

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衡，保护森林环境和生物多样性，保持森林的健康和生命力。在节能降耗方面，UPM生产复印纸所需的能源60%来自于可再生能源。现在生产500张“佳印”复印纸所排放的二氧化碳量并不比普通客车行驶几公里更多。从1990年建厂至今的10年间，整个UPM集团的吨纸二氧化碳排放量降低了40%。其“佳印”系列复印纸产品的吨纸耗水量仅为5吨左右，只有国家标准的四分之一，为全行业最低，已与欧洲的最好水平相接近。如果中国全部的复印纸企业能够达到“佳印”的吨纸水耗标准，那么中国至少一年可以省下 1200万吨水。 “从产品的整个生命周期来看，我们的纸张从原材料来源，生产，运输，配送，回收，每个步骤都渗透着这个的因素。”芬欧汇川办公用纸产品经理郑国华这样说。“低碳”在UPM并不是一个虚幻的概念，而是从制造复印纸整个过程中确确实实做到的。

Note: If you have any qu estion about the rem an ufa ctu rin g tec hn olo gy or if you have other pu zzles you need to solve, you may contact Recharge Asia Magazine for more help. We als o we lco me yo u to sha re yo ur ex pe rie nce an d rem an ufa ctu rin g tips. Email: news@rechar geasia.com

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

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HP Supplies Technology Breakthroughs

惠普耗材技术取得突破性进展近期，惠普宣布其在耗材产品组合方面取得突破性进展，新型产品组合可进一步节约能源、增强单色打印质量、改善打印品的光泽度和色域并且能够极大节省成本。这些增值创新在保证惠普产品一贯的可靠性的同时，能够帮助客户在市场竞争中保持领先地位。主要亮点：节能高效 HP LaserJet成像卡盒，可在每张打印纸上节约高达 35%的能耗。HP Color LaserJet 4650打印机推出全新的HP ColorSphere墨粉，光泽度和色域分别提高了40% 和158%。新型HP 818L墨盒，使每页的打印成本降低33%，新型HP LaserJet双成像卡盒套装，节省37%的成本。这些高效节能的耗材，成就了惠普最小的LaserJet 打印机系列，如HP LaserJet P1100系列、HP LaserJet P1566和P1606系列。

HP EasyColor 惠普还推出了先进的HP EasyColor技术，帮助提升惠普彩色激光打印机的打印性能和打印质量。针对图形密集型文档(如Microsoft® PowerPoint文档)，HP EasyColor可优化彩色打印并提升打印性能。HP EasyColor会自动选择最佳色彩处理方式，以使打印输出与屏幕显示达到最佳匹配。 EasyColor的各项特性已根据ColorSphere墨粉的特定显像性质进行了优化，因而可以提供更佳的易用性和打印性能。

扩展惠普原装耗材产品组合

HP LaserJet CE278A中的单色墨粉最新成果，不仅性能稳定、可靠。新配方使墨粉熔化温度用电量减少了15%，因此，HP LaserJet P1566打印系统每页可降低37%的能耗。采用新型单色墨粉提高了墨粉的喷射精度，并在更小体积的墨盒中集成了更多技术，大大缩减了打印机的占地空间（减少 26%的占地面积），从而成就了惠普体型最小的双面自动激光打印机—HP LaserJet P1566。 ColorSphere墨粉的改进专为HP Color LaserJet 4650惠普新型彩色激光打印机设计的惠普 ColorSphere 墨粉可在各种介质上提供高质量的照片级打印。同以前的惠普彩色墨粉相比，这种墨粉的光泽度和色域分别提高40% 和158% 。由于拥有更宽的色域，更高的光泽度和清晰度，ColorSphere新型墨粉在色彩强度和照片质量上有显著提升，而且文本和图像也更加清晰。

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为满足客户的不同打印需求，惠普进一步扩充了其喷墨打印及激光打印的耗材产品组合，以便为客户提供更多选择和更高价值。新型HP 802s黑色墨盒可以提供与其它惠普墨盒相同的高品质、可靠性以及智能特性，但价格更低。这些墨盒适用于经常进行少量打印且对价格敏感的客户。HP 802s 黑色墨盒的价格仅为49元人民币。对于有大批量打印需求的客户，惠普推出HP 818L 黑色和818L彩色大容量墨盒，打印输出是标准HP818墨盒的2 倍，每页可节省33% 的成本，墨盒更换次数更少。这些新型 HP “L”墨盒可为寻求较低价格，高量打印的客户提供了帮助。惠普激光打印双成像卡盒套装，与标准墨盒相比，每页成本降低 37%。HP LaserJet CC388AD、CB435AD、 CB436AD和CE505XD双成像卡盒套装可提供专业、可靠无故障的打印。惠普原装耗材通过技术创新的，以低的总成本以及可靠性的产品，为中小型企业带来更高价值。

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OKI Releases Two New LED Printers

OKI发布两款新LED打印机日前，OKI日冲商业（北京）有限公司在北京正式推出了两款A4彩色LED 打印机新品C610/C711dn，这是2010财年OKI在A4彩色打印机市场的首次“大动作”，这两款产品分别为OKI公司在中国发布的6系和7系的首款产品，这两款产品的发布也意味着OKI公司在中国从1系一直到9系的产品线都得以完善，从黑白机到彩机，从单功能打印机到多功能一体机，对更加环保节能的LED打印机，中国用户将会有更多的选择。

日冲商业（北京）有限公司页式机产品部产品经理陈增辉

据了解，C610/C711dn两款产品均为在欧、美、日本等多个国家已经销售的成熟产品，OKI将两款产品引进中国，主要是为了满足政府机构、重点行业、大中型企业的日常办公需求。两款产品均采用了OKI自主研发且拥有世界领先水平的LED水平一次成像打印机技术，满足了易操作、自动双面打印、打印成本低、环保、高稳定性及纸张适应能力强大等现代办公需求，而深受商务打印市场欢迎和认可。

OKI A4彩色LED打印机新品C610

C610/C711dn因采用先进的LED 技术，所以内部结构更为精炼，从而真正达到平直的走纸路径，有助于提高产品的打印速度，其彩色打印每分钟34页和黑白打印每分钟36页的速度领先于同价格带的其它产品。同样基于LED一 106

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OKI A4彩色LED打印机新品C711dn

次成像技术，极大降低卡纸率，使得产品的稳定性更强。C610/C711dn配置 533MHz处理器和256MB内存，文档处理速度更快，首页输出时间也缩短至彩色9秒，黑白8秒，全面提升用户各种打印需求的效率。同时C610/C711dn采用OKI独创的 HD技术，该技术集高清LED打印头、微精细高清墨粉、平进平出的走纸方式、打印机控制系统四大技术优势相结合，使彩色打印可以实现套色更准，色彩更鲜艳的效果，加上600×1200dpi的物理分辨率，即便是在普通办公用纸上，打印出的文件也能更明快、更平滑。 C610/C711dn得益于LED打印技术的平进平出走纸路径，使这两款产品在介质适应能力上有了新的突破。C610/ C711dn可以支持A5-A4纸张大小的双面打印，为用户提供便捷的操作，使用更加得心应手，而且C610/C711dn最长可以进行1321mm长纸的打印，可轻松实现长幅报表、宣传横幅等特殊长纸的打印输出，这是同类产品所不能比拟的特殊功能。在介质的重量方面，C610/C711dn 通过多功能进纸器，最厚可以支持 250gsm厚纸的打印。同时，为了符合日常办公双面打印的趋势，这两款产品的双面打印能力也有了一定的提升。C610dn双面最厚可支持120gsm， C711dn双面打印最厚可达到220gsm，遥遥领先于同类产品。与同类产品不同的是，C610/ C711dn将双面打印单元作为标准配置在中国市场销售，从而实现了自动双面打印和小册子打印等特殊打印需 www.rechargeasia.com

求，标配双面打印单元和以太网卡（100BASE-TX/10BASE-T）更是大手笔。自动双面打印不但可以节省1/2的办公纸张使用成本，而且在打印机的购买时为用户立省数千元的成本。而标配网卡（100BASE-TX/10BASE-T）也真正实现了网络打印，更加符合如今的网络办公发展趋势。另外，C610/C711dn 标配USB 2.0接口，C711dn在此基础上还标配双向并行接口，扩大了产品的适用范围和部分行业用户的特殊打印需求，以及LCD显示屏方便用户更好的掌握打印机的状态，中文操作面板也是为中国市场量身定制。在产品的扩展性上，C610/C711dn 的优势也得以充分体现。C610/C711dn 可以扩展多纸盒、内存、SD卡，为用户的大批量打印和特殊应用需求提供方便。值得关注的是，C610/C711dn产品在节能环保方面也具有显著的优势，睡眠模式下仅1W的耗电量，是同类产品中最小的。而采用LED技术在工作时发光源光线能量小，不会电离空气，因此产生的臭氧微乎其微，甚至可以忽略不计。经国家办公设备及耗材质量监督检验中心检测表明，LED打印机在长时间工作的状态下，所产生的臭氧量几乎为零。在办公室较为封闭的环境中，不会有异味产生，创造更健康的办公环境。需要说明的是，尽管两款上市的新品在诸如打印速度、分辨率等方面拥有共同点，但为了满足重点行业用户以及打印量较大的用户需求，C711dn 在数据线接口（USB+并口+网络接口）、使用寿命（5年或60万页）、墨粉盒容量、纸张容量（最大1690页）等方面有所增强，这些用户可以尽情享用C711dn带来的高效高品质的办公体验。无论是C610dn还是C711dn，其综合性能都提升了一个新的高度，这将作为用户在选购打印机时的重要参考。有业内人士表示，C610/C711dn产品本身具有显著的优势，这一点在美国最为权威的评测机构BERTL的评奖中已经得到了证实，相信这两款产品在中国的上市会给用户带来更多的惊喜。

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New Ricoh Office Solution Helps with New and Efficient Operation

理光新办公解决方案助力企业高效经营资源有限，竞争激烈，企业将如何在复杂的经济环境下，用最低的成本去获得最高的经济利益，同时又能兼顾环境利益，已成为中国职业经理人必须面对的重要课题。针对复杂的经济形势和企业需求，日前，数字办公解决方案提供商——理光（中国）投资有限公司于北京盘古七星酒店举办了2010理光高效经营研讨会，不仅与IT经理人共谋IT采购解决之道，更全面呈现了具有理光特色的高效率、低负荷、信息安全且兼顾环保的新型办公解决方案。

1%的支出也是25个亿，损耗惊人。大多数企业都希望能主动和有效的管理文档，但在现实中，常会因缺少时间、人力、经验或工具而无法完成。相比之下，理光TCO（总体拥有成本）解决方案全面拥有成本咨询、IT咨询和专业服务等三个部分，向客户提供按需定制的涵盖硬件、软件和专业服务的企业解决方案，帮助企业从整体上降低办公室的经费开支，优化用户的资源分配和用户流程。另外，TCO也能够帮助客户认识在文档管理背后潜藏的问题，以及需要管理的风险，积极应对现实的挑战。通过提供最优化的解决方案，理光TCO解决方案帮助客户在成本、管理、效率三者中找到一个最佳平衡点。

理光（中国）投资有限公司总经理新村悦广先生

这次研讨会分为理光TCO总体成本控制方案研讨会、理光TGOS环保办公室完全解决方案研讨会、理光新产品与解决方案产品展示三大部分，多角度、全方位地展示了经济利益与环境利益双赢的全新企业办公模式。来自各行各业的近千名理光客户、企业主管和IT经理人踊跃参与了盛会，与理光共同探讨办公解决之道。 TCO ：优化成本、提高效率的成长方案

工程师讲解专业印刷解决方案

TCO解决方案实施后，公司通过合理规划文档输出资产可以节约10-30%的花费，还能减少能源和纸张的消耗，从而降低二氧化碳的排放。例如某大型化工制造业企业，在应用理光TCO解决方案后，整体成本下降近24%。企业内设备分布合理，工作效率显著提高。

调查显示，一般企业会花费近1-3%的年收入用于文档生成、管理和分发，如果是年销售额接近2500亿的公司，即使

TGOS：绿色办公解决方案缔造高效经济

专业印刷解决方案

成本回收与环保解决方案展

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理光TGOS环保办公室完全解决方案研讨会，是针对企业在当前经济转型中遭遇成本控制与环境保护的双重挑战所推出，旨在帮助全球企业在控制成本的同时，有效降低环境负荷，真正实现经济利益和环境保护的双赢。

案和环境经营活动展示等五大主题的展示，让与会者更直观的感受到理光现代化数字办公带来的便利，也为不同用户量身定制了切合需求的办公系统和方案。

成本回收展台

中小企业商务解决方案

理光TGOS解决方案，一方面将帮助企业实现降低成本、提高效率的管理目标，另一方面，还能对企业的办公、工厂及整体业务在内的环境管理进行诊断（ECO DOC），提出行之有效的改善方案，并实时跟进方案执行及评估效果，为企业提供专业且全面的环境管理咨询。通过环境咨询，理光 TGOS将为客户实现成本削减和降低环境负荷的效果。独特的彗星式循环系统和废品回收机制，不仅免除了企业的后顾之忧，更分担了一份企业责任，为社会的可持续发展做出贡献。

其中，环境经营活动展示区域吸引了诸多与会者参观。理光在这里展示了近年来从产品到企业社会责任各层面为环保做的贡献。从节能增效的QSU技术、低臭氧的导电滚筒、回收利用废粉盒，到积极开展植树造林、电池回收，以及最为人称道的云南生态村生物多样性保护计划，可谓成效卓著。

输出安全展示

可减少能耗及环保的成像卡盒展示

本次高效经营研讨会还专门设立了理光新产品与解决方案展示区。在这里，理光推出了高端彩色数码复合机Aficio MP C7501sp、全新生产型高速打印机Pro 1107EX/1357EX等令人瞩目的新品，并通过专业印刷解决方案、成本回收与输出安全解决方案、简易办公解决方案、中小企业商务解决方

理光的研讨会的生动演示和丰富产品得到了与会者的一致好评。理光（中国）投资有限公司总经理新村悦广先生表示：“理光的这次高效经营研讨会，旨在全面分享理光在OA 产品和解决方案、环境经营方面的先进经验，希望能有效帮助IT经理人解决经济利益和环境利益兼顾的课题，以高效低碳的经营模式，为企业开创新的生机。”

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Analysis and Solution on Sixteen Imaging Cartridge Problems

16个成像卡盒问题的分析与解决使用激光打印机时，出现故障的原因很多，其中较大一部分是和硒感光鼓相关。最近笔者归纳整理，梳理出16条与硒感光鼓（粉盒）相关的故障现象，并对其产生的原因进行了简略分析；如有疏漏谬误之处，望各位高手赐教。 1.故障现象：拉不出封条原因：一般因装配不良引起，封条卡位或折叠部分夹了碳粉。 2.故障现象：漏粉原因：除封条密封不良引起打印前漏粉外，粉盒内多个部件或部位会引起使用过程中漏粉，如磁辊密封毛毡缺损，出粉刀老化，磁辊密封刮片变形及粘贴不牢，密封海绵缺损或老化，清洁刮片变形及粘贴不牢等都会引起漏粉。 3.故障现象：印品无图文或图文浅而模糊原因： (1)封条未拉开 (2)粉盒拉封条前示摇动，出粉不流畅。 (3)激光未照到感光鼓上，粉盒遮光板未打开，感光鼓保护罩未打开。 (4)感光鼓接地不良，感光鼓内导电片或粉盒上与机器相连的电接触点接触不良。 (5)激光器表面灰尘太多； 4.印品全黑通常是电的问题

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(1)漏装充电辊或装配不良。 (2)充电辊导电托架变形或接触不良。 5.竖黑线：指从上到下任何不需要的竖线条，可能是粗线或细线组成，连续的或间断的。细的浅色垂直线一般是清洁刮刀缺口产生或感光鼓上有一圈划痕。粗而间断的黑线，且边缘不清晰，常是密封刮片折皱或出粉刀老化引起。 6.黑版上的竖直线白线：感光鼓的深度磨损线、磁辊上有杂质或磁辊涂层磨损线引起。 7.水平漏印：指印品上横向的间断性打印不出，原因： (1)感光鼓涂层局部曝光; (2)感光鼓驱动齿轮缺陷，松动或齿缺损; (3)磁辊套涂层缺陷; (4)磁芯断或定位错误; (5)磁辊护套严重磨损或变形; (6)磁辊导电弹簧接触不良或跳动。 8.水平黑线：一般是电的问题，周期性水平黑线常是充电辊涂层缺损加上感光鼓涂层上针孔引起。不规则的水平细黑线常是粉仓或废粉仓结合不到位引起。 9.周期性字迹模糊：常是感光鼓或充电辊涂层污染引起，水印、油印、手指印常引起此缺陷。

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10.葡萄串：是像钱币一样重叠出现在印品上的一种缺陷，无规则，且难重复，是感光鼓接地不良引起。 11.背景散射：指文字或线条周围有不需要的小黑点，由磁辊涂层或碳粉不良引起。感光鼓过热(指感度高)也可引起此缺陷。 12.纹背景(老虎斑)：以黑色波浪形出现在白版上或以白色形式出现在黑版或半色彩调版式上。通常是磁辊套涂层缺陷或由于长时间低密度打印，磁粉粘结在磁辊套上引起。 13.空心字：指文字或图像上的笔划缺少，原因： (1)碳粉本身问题。 (2)鼓粉配合不良。 (3)磁辊涂层问题。 (4)打印介质表面过光、过硬。 (5)纸用了反面。 14.不规则的垂直黑点： (1)由密封刮片变形引起的废粉撒落。 (2)由于碳粉过多地堆积在磁辊上，漏粉引起。 15.色浅：与多种因素有关： (1)碳粉本身问题 (2)感光鼓粉、磁辊配合问题。 (3)出粉刀老化 (4)磁辊磨损 (5)感光鼓到了寿命 (6)环境湿度高或介质吸潮。 16.底灰：底灰指印品的空白区出现的雾状碳粉，也与多种因素有关： (1)刮刀老化 (2)充电辊污脏 (3)碳粉问题 (4)感光鼓疲劳，到了寿命 (5)环境低温且干燥 (6)打印介质

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Cartridge Storage Methods

墨盒不用的储存办法喷打若使用频率不高，机器经常处于闲置状态，如果不密封墨盒的喷嘴，就会发干造成堵塞。虽然市面上有墨盒封闭器，但那是随原装墨盒送的，兼容耗材没有。我们可以自己动手封存墨盒。准备工具：取一套两个（HP56、57号）墨盒，使用保鲜薄膜（质量好不易撕破），把它们裁剪成长30cm宽15cm规格的薄膜条共两条，展平待用；再准备宽5cm的透明胶带一卷、小号食品袋（透明塑料制）两只，剪刀一把。操作步骤： 1.将喷嘴周围清洁干净（注意不要损伤到喷嘴）。

2.将塑料薄膜展平，并迎光确认中央部位无破损。 3.将保鲜薄膜中央贴在喷嘴上（动作要快）抚平并赶走气泡。 4.将保鲜薄膜全部包裹住墨盒，从喷嘴背侧将保鲜薄膜拧紧，有必要的话剪去接头多余的部分。此过程要注意保证喷嘴上薄膜平整，基本上无气泡（此过程不易将气泡全部赶尽但并无大碍）。 5.再次检查保鲜薄膜是否有破损（特别是拐角处，用力不当极易被墨盒边角顶破）。若有破损，则必须更换一块薄膜从头再来。 6.取5cm宽、15cm长透明胶带，将它剖成2cm宽和3cm宽的两条胶带。 7.取2cm宽的那一条胶带贴于喷嘴下方（与喷嘴口平行的面）并除去气

泡，绷紧。 8.取3cm宽的一条胶带贴于墨盒触点下方靠近喷嘴的部分，环绕一圈绷紧，除去全部气泡。 9.再次检查保鲜薄膜是否破损或漏气。确认无误后“初包装”即告一段落。 10.将“初包装”后的墨盒放入小号食品袋中，尽量赶走袋中空气，扎紧袋口，确认不漏气。至此，“保鲜膜封装墨盒”全部完成，经过上述处理的墨盒放入纸盒中，即可长期贮藏在避光阴凉处。不过要特别注意适当的温度（20～30℃），旧墨盒对温度要求更高。

HP Toner-refilling Experience

惠普成像卡盒的灌粉经验谈成像卡盒是激光打印机最主要的、使用量最大的一种耗材。成像卡盒在使用中，最容易损耗的是碳粉，其次是光导鼓、刮板等。对于一个成像卡盒来说，如果是由于碳粉消耗完就将整个成像卡盒丢弃，重新购买新的成像卡盒，未免浪费，也容易造成污染。一个成像卡盒一般价格在400元(A4规格)至1500元(A3规格)甚至更高。如果大家对成像卡盒的结构及工作原理有一定的了解，便可知道通过灌粉能重新使用成像卡盒了，并且这样算下来的成本比购买新成像卡盒便宜多了。例如一瓶碳粉

的价格一般来说只有整个成像卡盒的1/10-1/5，一个成像卡盒一般可以灌装3-5次碳粉，而且这样做还保护了环境。对于激光打印机碳粉的添加，媒体已有一些介绍。但大多数人的操作并不是十分理想的，如多数使用者都是在碳粉仓上钻一个洞，然后将碳粉倒进去，再将洞封住。这可能只是一般对激光打印机使用并不十分内行的人的应急方法。这样做会使钻孔时的塑料碎屑进入碳粉仓内，这些碎屑的体积远大于碳粉颗粒的体积，极易导致光导鼓报废。笔者收集了一些惠普成像卡盒碳粉灌装的方法，供大家参考。 1、 C4092A等五种成像卡盒 C4092A成像卡盒的光导鼓与墨粉盒之间是靠两个金属定位销连接固定的，两个定位销都埋在里面，比较难取。有些文章介绍说可以用同样大小的铁钉，小心地把铁钉敲到里面去也行，实际上是不可能的。因为定位销的下面另有一层塑料挡板，定位销是敲不下去的。笔者在实践中摸索出来一种方法，即用电烙铁在定位销的旁边，紧挨着定位销烫出两个凹槽(不可太深，否则容易损坏光导鼓伸过来的两个耳朵，耳朵一断，整个成像卡盒就报废了)。用两个钟表起子从两边顶住定位销，一点一点与墨粉盒之间轻轻一撬，即可将光导鼓与墨粉盒分开。在墨粉盒无齿轮的一头有一螺丝，将它拧下，即可打开

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盖板。注意最好不要将盖板拆下，否则就会使与之相连的磁辊位置发生变化，导致灌粉之后出现漏粉现象。然后，压着盖板转99度以上，可看到一个塑料盖露出，将它撬开，就可看到碳粉仓，找一个漏斗插进去，取出与成像卡盒型号相对应的优质兼容碳粉，然后将碳粉慢慢地倒人碳粉仓。由于碳粉颗粒极小，灌粉时不可用力晃动，也不可灌得太快，否则会使得碳粉飞扬(编注：灌粉的时候一定要戴上口罩，以防吸人碳粉危害健康)。注意装粉时不要装得太满，盖上碳粉仓塑料盖，然后将盖板复位，拧上螺丝，沿轴向左右摇晃粉盒，并用手顺时针旋转磁辊(可旋转磁辊外侧连接的齿轮)，使磁辊上的碳粉分布均匀。若不均匀，可逆时针旋转磁辊，使它带上磁性铁粉载体，然后有意识地将铁粉从多的地方拨向少的地方，再顺时针旋转磁辊，使铁粉转入碳粉仓。再将光导鼓与墨粉盒合起来，敲入定位销，这个成像卡盒就装好了占。 C3977A、C7115A、C3906F、C3900A成像卡盒的灌装方法与C4092A成像卡盒的灌装方法相同。

用，这说明这个塑料挡片只是惠普公司为防备使用者灌粉所挡片破坏性地掰掉，就可以将碳粉仓露出，将碳粉仓的塑料盖取下，插上漏斗，就可以灌粉了。灌完后，将塑料盖盖上即可，下次再灌时，直接打开塑料盖就行。 3. C4129X成像卡盒 C4129X成像卡盒的光导鼓与墨粉盒之间也是靠两个金属定位销连接固定的，用电烙铁在定位销的旁边，紧挨着定位销烫出两个凹槽，用两个钟表起子从两边顶住定位销往上挤，将定位销挤出来。然后，用平头改锥插在光导鼓与墨粉盒之间一撬，将光导鼓与墨粉盒分开。在墨粉盒无齿轮的一头有两个螺丝，将它拧下，即可取下一个小盖板，此盖板是用来固定磁辊的，这样磁辊就可以取下，整个碳粉仓就全露出来了。将碳粉均匀地倒人碳粉仓中，放回磁辊，注意磁辊两头有两个小塑料套，别弄丢了，盖上小盖板，拧上螺丝，再将光导鼓与墨粉盒合起来，敲入定位销，这个成像卡盒就装好了。

2. C3903F成像卡盒在开始对C3903F成像卡盒灌装碳粉时，想把碳粉仓露出来，但是马上发现碳粉仓的塑料盖虽然可以看见，但它的外面被一个塑料挡片挡着，而这个塑料挡片与成像卡盒表面是一体的，没有发现一颗螺丝，是真正的一体化成像卡盒，与 C4092A成像卡盒的构造完全不同。经过仔细观察，笔者发现六个夹扣，中间等距离有四个，两头各有一个，用钟表起子将夹扣一个个撬开，然后用平头改锥插进去一撬，整个成像卡盒一下子分成两半，里面剩余的碳粉洒了一地。打扫干净光导鼓和碳粉仓后，笔者将新碳粉倒入碳粉仓，将光导鼓和碳粉仓合起来，用夹扣重新夹好。虽然这样灌装好的成像卡盒仍然可以使用，但是由于破坏了原装成像卡盒的密封，因而出现了漏粉现象。怎样才能解决这个问题呢?经过反复研究，笔者决心从那个塑料挡片人手，用尖嘴钳将塑料挡片掰掉，这样碳粉仓的塑料盖就露出来了。破坏了塑料挡片，成像卡盒是否就不能使用了呢? 笔者将这个成像卡盒重新装回打印机，发现仍然可以使

4. 92298A成像卡盒 92298A成像卡盒的光导鼓与墨粉盒之间是靠两个带弹簧的塑料夹子连接固定的，塑料夹子上有两个螺丝，拧下螺丝，取下塑料夹子，用平头改锥一撬，将光导鼓与墨粉盒分开，下面的步骤与C4129X成像卡盒的灌装类似。 5. 92274A成像卡盒此成像卡盒的碳粉灌装极为简单。在92274A成像卡盒的侧面就可看见碳粉仓的塑料盖，将光导鼓上的活动挡板取下，用尖嘴钳将塑料盖拨出来，插上漏斗，直接灌粉即可。 6. 第二次灌粉如果是第二次灌粉，则要考虑将废粉收集仓内的废粉倒出，清洁干净周围的碳粉和纸屑等脏物。清除废粉时要小心地先把光导鼓取下。一般来说是先卸掉光导鼓两头的螺丝，拔出塑料(或带金属)的插销，因两头的插销作用不同，因此装上时要记住，不可装错。然后小心地取下光导鼓，不要将光导鼓放在强光的地方，且要小心放置，不要让它碰到其他硬物，以免被刮伤而损坏。接着倒出废粉，用棉花等松软的东西擦拭干净废粉仓的周围，小心地装上光导鼓和粉盒。安装时各螺丝、感光鼓、插销的位置不要搞错，以免损坏成像卡盒。装好后可试打印几张，整个工作就算完成了。

成像卡盒

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上海商务楼将回收墨盒成像卡盒等打印耗材

联想LJ3600D 引领自动双面打印时代

Shanghai Business Building Recycles Cartridges and Other Printing Supplies

Lenovo LJ3600D Leading Automatic Duplex Printing Times

上海商务楼办公室内将设置打印耗材回收箱，计划3年后年回收打印耗材 100万-200万只。日前，记者从上海“绿色办公”研讨会上了解到，上海市已成立“办公室节能减排JJ 小组”，提倡“绿色办公”，上海市首批30家企事业单位已收到了该小组发放的打印耗材回收箱。今后，这些打印耗材回收箱将在上海市商务楼内逐步推广。近日，包括上海市环保局、市经信委、农行上海分行等在内的30家企事业单位拿到打印耗材回收箱。今后，一个标有“回收墨盒、硒鼓”等字样回收箱将摆在这些企事业单位的办公室内，随时接收废旧的打印耗材。随后，这些废旧耗材将被送到有资质的企业，变成再生的打印耗材。据上海市计算机行业协会耗材专业委员会秘书长丘胜利介绍，目前本市每年产生400万-500万只废旧打印耗材，其中有80%-90%未得到合理回收，墨盒中残留的墨水难以分解将会长期埋于地下，对土地造成巨大污染。与此同时，不少不具有回收再生资质的个体小贩和私人企业低价购入废旧耗材，充入墨水冒充原装墨盒高价兜售牟取暴利，欺骗消费者。为此，他建议市民除了在办公室设置打印耗材回收箱外，还可以通过公共服务平台如“阿拉环保网”等，为大大小小的电子废弃物找到好“归宿”。根据“办公室节能减排JJ小组”的计划，2010-2011 年，上海市将在试点单位建立起回收废旧打印耗材的规范制度，预计每年可回收废旧耗材5万只；2011-2012年，逐步在上海全市建立起覆盖各区的回收网络，年回收耗材50万-60 万只；到2013-2015年，完善全市回收网络，年回收耗材100 万-200万只。

惠普董事会罢免赫德使其股价损失140亿美元 HP Board Fires Mark Hurd and Loses US＄14 Billion in Stock 根据8月17日消息，惠普董事会让首席执行官马克 &#8226;赫德辞职的决定使惠普股东付出了140亿美元的代价。股东的财富比赫德被解雇之前减少了大约15%。惠普董事会为其决定辩护称，性骚扰调查中发现的违反开销财会规定的情况使赫德不能继续领导该公司。不过，有些人怀疑惠普董事会解雇赫德是另有目的。不管怎样，这里向你提出一个问题。如果不解雇赫德，董事会仅宣布赫德和解了性骚扰诉讼、偿还了有争议的开销并且受到董事会的严重警告，惠普的股票价格是比现在的价格高还是低？我们的答案是价格更高。因此，根据我们今天所知道的情况，惠普董事会做出的决定是正确的。 114

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很多用户在选购打印机时，都会问到一个问题，有些打印机已经具备手动双面打印功能，为什么还要购买自动双面打印机？手动双面打印机的特点是需要用户手动完成双面打印过程，在打印完一个文档的正面后，重新把纸张放回去，再打印文档的反面；目前有手动双面功能的打印机，在使用手动双面功能时，基本没有任何提示，在反面打印时，需要用户非常熟悉纸的正反面和纸的朝向，否则打印出来要不重叠在原来的一面，要不打错方向。而自动双面打印是打印完正面之后，机器自动将纸张吸回，继续打印反面的一个过程，所有的过程都有机器操作，无须用户干预，可以有效提高用户的工作效率，并助力用户降低打印成本。联想LJ3600D自动双面低碳打印机

联想LJ3600D采用300MHZ强劲处理器，能提供每分钟 30页的超快打印，首页输出时间只需8.5秒。同时，为了给用户更多的降低成本和提高效率，联想LJ3600D标配自动双面打印，能节省50%的纸张成本和时间，最大限度帮助用户压缩办公成本，提高效率。联想LJ3600D采用联想独有长寿命感光鼓设计，使联想的成像卡盒寿命长达1万—30万页，是同类产品的的10多倍—60多倍。提高每一根感光鼓的使用寿命意味着节约了大量的金属、石油、水、电等宝贵能源。耗材采用鼓粉分离结构：与长寿命感光鼓结合使用，不但能降低用户的使用成本，也能更好地匹配感光鼓和墨粉盒的使用寿命。联想LJ3600D耗材使用聚合法墨粉，聚合法生产的墨粉不但比传统的机械粉碎发生产的墨粉颗粒更小、更均匀，能实现更清晰锐利的文字和平滑的图片，而且可以显著提升墨粉的转印效率，这种墨粉的使用能够减少机器污染、降低二氧化碳的排放。商务办公的自动双面打印时代已然来临，联想LJ3600D 黑白自动双面激打以其快捷高效的打印速度和更加低碳环保的双面打印功能，定将在市场中受到越来越多的用户关注。

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EPSON 喷墨打印机墨盒注墨诀窍 Epson Inkjet Printer Cartridge Refilling Tips EPSON 喷墨打印机采用的是微压电打印头技术，通过电压改变使晶体发生振动来弹射墨水，它的特点是可以轻易的达到很高的分辨率，并配合其独有的墨水工艺，可以获得完美的照片打印效果。实际上，EPSON 喷墨打印机墨盒的注墨比起其它机器都要方便，因为它是与喷头分离的，故不必在上打孔，你只需几个一次性注射器就可完成任务。注入黑墨操作步骤如下： 1. 取出墨盒：当打印机的黑墨指示灯亮时取出黑色墨盒，用一次性注射器吸取 7ml~8ml 的墨液，将墨盒下的出墨孔向上，并倾斜 45 度，以防止在注墨快满时墨液从墨盒上部的平衡孔中流出。 2. 注入墨水：将一次性注射器中的墨液缓缓注入墨孔，注墨动作要前快后慢，重复操作几次，直至完成。同时，通过墨盒左侧的透明塑料观察，将墨水注满墨盒容量的 4/5 即可，不宜太满，然后用吸水纸擦尽出墨孔附近的墨液。 3. 装入打印机：墨盒插入支架时，其背面一定要紧贴支架，当位置装正了，墨盒锁紧杆才能轻轻推到位。若手感沉重，

说明墨盒位置不正，此时，可放开锁紧杆，一边用左手将墨盒上下左右移动，一边用右手轻轻推锁紧杆，感觉到位即可。 4. 清洗打印头：打开“我的电脑 / 打印机 / 属性 / 控制中”，进入“清洗打印头”，经过一至二次的清洗，再打印一张测试页，你就可以使用了。彩色墨水，稍微繁琐一些，操作步骤大致相似： 1. 取出墨盒：当打印机的彩墨指示灯亮时取出彩色墨盒，用 3 只一次性注射器分别吸取 5ml 左右不同颜色的彩墨，将墨盒下的出墨孔向上，并倾斜 45 度，以防止在注墨快满时墨液从墨盒上部的平衡孔中流出。 2. 注入彩墨：分别将一次性注射器中不同颜色的彩墨缓缓注入各自的墨孔，注墨时要一点一点加，防止气压太大使墨水从下方出墨孔喷出，重复操作几次，同时，通过墨盒侧面的透明塑料观察，将彩墨注满墨盒容量的 2/3 即可，不宜太满，然后用吸水纸分别擦尽出墨孔附近的墨液。 3. 两个步骤与注入黑墨操作相同。

南京云苏推出连供和大容量墨盒专用加墨机

利盟起诉24家墨盒公司

Nanjing Yunsu Releases Inkjet Cartridge Refilling Machine for CISS and High-Capacity Cartridges 最近，南京云苏科技有限公司推出“连供和大容量墨盒专用加墨机”，为连续供墨系统和大容量墨盒加墨难的问题划上了句号。连续供墨系统，是为减少电脑打印墨盒开支而出现的一个新兴工具，但在其使用过程中，却会出现一些让人烦恼的问题：使用几个月后，容易堵塞打印头；加墨时容易在导墨管中形成气泡，致使打印断线。南京云苏科技的这款加墨机，就是为解决这些问题而专门设计的。她利用该公司王浩先生发明的“电脑打印墨盒自动加墨机”专利技术，针对连供墨水瓶容量远远大于普通墨盒的实际，将量墨管全部加大设计到100毫升，加墨时，先将系统内部抽成真空，然后将墨水一次性加满，避免了非真空加墨和分两三次加墨容易在导墨管中形成气泡，致使打印断线的问题；保留了云苏自动加墨机先清除残余墨水和沉淀物，然后再加新墨等全部科学功能，从而解决了连供系统使用时间较长后添加墨水容易堵头的问题。云苏科技的这款专用加墨机，因为量墨管都已加大设计，所以，也可用来为绘图仪墨盒、写真机墨盒等容量在60 毫升以上的大容量墨盒加墨，大容量墨盒加墨难的问题也就因此解决了。

Lexmark Sues Importers of Laser Cartridges for Patent Infringement 打印机制造商利盟公司宣布它已经对从事制造、进口和销售各种利盟激光打印机和多功能机兼容墨盒的24家公司向美国国际贸易委员会（ITC）提起专利侵权投诉，要求美国国际贸易委员会发布普遍排除令，禁止进口和销售侵犯利盟专利的任何实体硒鼓。此外，利盟还在俄亥俄州南区美国联邦地方法院递交了类似专利侵权诉讼，控告这24家制造墨盒的公司侵犯利盟15项专利。这24名被告的产品被要求禁止进口和在美国出售，并要求给予利盟经济赔偿。此次被告侵权的公司有： Ink Technologies Printer Supplies, LLC Ninestar Image Co., Ltd Ninestar Image Int'l, Ltd Seine Image International Co., Ltd Ninestar Technology Company, Ltd Ziprint Image Corporation Nano Pacific Corporation, IJSS Inc. Chung Pal Shin 这已经不是利盟第一次用法律手段争夺印刷业耗材市场。2003年，利盟曾试图用DMCA法案来阻止一个墨盒碳粉填充公司运行，但是最终败诉。

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打印耗材新包装方式所创造的价值

佳能中国总裁表示 337调查不针对中国

New Ways of Pinting Consumables Package Creating Value

Canon CEO Stresses "337" Investigation Is Not Aimed at China

亚比斯国际企业股份有限公司（AIR-BAG PACKING）独创内吊袋气体缓冲包装袋，更符合世界潮流，特针对打印耗材设计的新包装方式，来取代传统式的包装方法。「AIRBAG PACKING」为气柱包装的先锋，拥有牛角及酒瓶型的商标图案。亚比斯公司原成立于台北新店，后因应更多厂商的需求于苏州成立苏州亚比斯复合材料有限公司，扩大产能规模增加AIRBAG的功能，使六种功能结合为一次性的包装，除了降低厂商成本外，同时也符合节能减碳的需求。包装方式的改变也可创造价值传统式的打印耗材包装以往都使用EPE，纸塑，目前的主流趋势是使用AIR-BAG PACKING气柱式缓冲包装，其原因来自以下几个概念： 1. 防水：可完全密封替代EPE，纸塑无法密封的缺点。 2. 防光：EPE、纸塑防光须要加一个防光袋，而AIRBAG PACKING拥有全球唯一专利权的内吊袋与外袋一体成型具有防光功能，不必重复浪费人力，分二次包装。 3. 防静电：内吊袋除防光功能也具防静电功能。 4. 缓冲效果最佳：内吊袋犹如汽车安全气囊，产品落下时，会先撞击袋子与内吊袋之间的空间，以减缓冲击力，使产品在运\送中更安全 5. 降低成本：省人工、仓储、厂线空间、运\费成本，减少纸箱用量，平均价格也比EPE减少10％。 6. 具有广告及价值感的效果：EPE、保丽龙无法将厂商的LOGO印刷在包材上，整体包装缺乏价值感，而AIR-BAG PACKING可用一种很鲜明美丽的方式将厂商所要表达的质感、美感、现代感呈现出来，除了替厂商再一次广告外，也让消费者在使用后，如同一张纸般简单的处理包材，而不须像EPE、保丽龙、纸塑般的繁杂。

武汉宝特龙推出佳能 IR5570/6570、IR8500墨粉新品

日前，佳能中国总裁兼CEO小泽秀树来到广州，就佳能在中国的发展情况以及对中国打印机耗材厂商发起的337调查问题，接受了记者采访。采访中，小泽秀树表示，对于诉讼的细节不是很清楚，但是相信此次调查并非专门针对中国的耗材企业厂商。作为佳能来说，希望消费者能够使用佳能的纯正耗材，但如果客人使用兼容耗材，也不会去阻止。至于有些品牌的打印机会印上“不用原装耗材不进行保修”等类似的标签，目前佳能采取的措施是，佳能打印机因使用兼容耗材而导致的由于耗材问题产生的故障，在保修期内不能免费保修，可以收费维修，不是由于耗材产生的故障问题，保修期内免费维修。当谈到废旧耗材的回收问题。小泽秀树称佳能是非常重视环保的公司，在全球都开展硒鼓回收的工作。中国地区佳能在16家分公司，包括经销商的店里都放置了回收的环保箱，帮助客户做回收的工作。虽然废旧硒鼓的回收率目前还不是太高，但是还是一点点地在增长。

澳大利亚自行车道采用废旧墨盒打造 Bicycle Path in Australia is Built of Scrapped Cartridges 电子垃圾通常在大多数国家都会被填埋，但澳大利亚国家公园管理处有一个创造性的替代方案：将墨盒重组成新的自行车道了，让大量原来会被抛弃的塑胶废料恢复青春。第一条长达10.6英里的自行车道完全采用墨盒废料制成，它可以减少填埋场体积，减少树木消耗，并且墨盒外壳相对较强的材质可以延长寿命，减少维护，一举多得，并且完成这条自行车道只花了33万美元，远远低于普通车道的造价。

Wuhan BaoTeLong Launches New Canon IR5570/6570; IR8500 Toners 日前，武汉宝特龙公司推出了适用于Canon IR 5570/6570; IR 8500/ IR 105/9070等系列复印机的墨粉新品。 HQ系列CANON IR5570/6570;IR8500墨粉具有： 1、图像密度好。2、无底灰重影现象。3、黑版均匀。 4、兼容性强等特点。武汉宝特龙公司一贯秉承“稳定的才是最好的”墨粉制造理念，不断为客户提供更新更好的兼容墨粉，以满足广大客户的需求。 116

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自行车道采用废旧墨盒打造

ZHUJIANG CORNER / 珠江三角洲 RECHARGE asia

格之格强力出击“蓝海”新征途

珠三角 “一体化”规划方案出台

G&G Launches "Blue Ocean" Strategy

Pearl River Delta Unveils "Integration" Plan

近日，中央国家机关打印耗材集中采购项目（试行）中标公告发布，在政府支持民族自主创新型企业，建设节约型社会的宏观背景下，在以格之格为代表的民族打印耗材的积极推动下，民族打印兼容耗材终于单独分包采购，昂首迈进了政采市场。中国的打印耗材市场是最复杂的一个“畸形”市场，国外原装厂商“一超独大”，且自行“灌粉、加墨”等假冒伪劣产品充斥市场、肆意横行，而作为性价比高的民族品牌打印耗材，却始终生存在“夹缝”中，急于寻求突破，“央采将民族打印耗材纳入招标范围，一方面将极大提高民族打印耗材品牌的综合竞争实力，另一方面也将起到规范产业发展的隐形内动力作用。”某业内人士说到，出击政府市场，必将是民族打印耗材快速发展的新突破点。 “央采的关于打印耗材集中采购项目的试运行，从某种意义上讲，解决了中国民族打印耗材市场发展的瓶颈问题，在不过分依赖出口，刺激内需市场的宏观背景下，中国民族打印耗材也必将面临着调整结构和产业升级的两大难题，而政采市场的放开，无疑为民族打印耗材品牌走出红海，分享数百亿政采蛋糕开辟了绿色通道。”赛纳科技有限公司（格之格品牌厂商）总经理汪东颖这样说。而格之格在这场政采盛宴中，以兼容耗材总分第一的成绩夺冠，又一次成为政采领域瞩目的焦点。就在格之格中标央采的当天，珠海格之格数码科技有限公司对其合作伙伴发出了“团结奋进创佳绩，乘风破浪正当时——拓展政府采购及行业采购倡议书”，正式吹响了拓展政采用户，强力出击高端用户的号角。

近日，广东省颁布了珠三角5个“一体化”规划。根据规划，广东将投资19767亿元，规划建设交通、能源、水利、信息化四类重大工程共150项，近期规划目标将在2012年实现，到远期规划2020年，珠三角地区9市将初步实现五个 “一体化”。广东珠三角地区包括广州、深圳、佛山、东莞、中山、珠海、江门、惠州、肇庆9个城市，面积约4万平方公里，人口4200万，经济总量约占全国10%。2008年国家颁布《珠三角改革发展规划纲要（2008—2020年）》，本次广东出台 5个“一体化”是贯彻《珠三角改革发展规划纲要（2008— 2020年）》的重要专项规划。规划提出，广东将在珠三角9市积极推进信息服务资费改革。2015年1月前，完全取消珠三角地区之间的移动电话长途和漫游资费，将固定电话长途通话费调整为区间通话费水平，实现珠三角通信资费一体化。根据规划，到2020年珠三角9市今后将享受包括公共教育、公共卫生、公共文化体育、公共交通、生活保障、住房保障、就业保障、医疗保障、生态与环境和现代服务业等十大一体化基本公共服务。近日又率先隆重推出Q2612A打印低覆盖率文稿的专用硒鼓。该产品针对医院处方打印等低覆盖率文稿输出的特点，选用专用配件及工艺，解决普通硒鼓（包括原装硒鼓）存在的打印过程中废粉过多、漏粉的缺陷，确保打印过程更稳定，客户使用更放心。 • 产品型号及参数

天威Q2612A低覆盖率专用成像卡盒隆重上市 Print-rite Releases Specialized Q2612A Low Coverage Toner Cartridge 天威一直致力于为全球亿万客户提供更具性价比优势、更环保、更安全、满足客户特殊打印需求的打印耗材产品，

• 产品特点国内首创低覆盖率打印硒鼓，技术领先原装及其它兼容品牌；专为医院打印处方、及其它低覆盖率打印输出而设计，同时也能用于普通打印输出；选用进口长寿命鼓芯，确保低覆盖率状态下输出稳定持久，寿命长达5000页；针对打印处方的特点，制定专用生产工艺及物料配方，确保打印过程中无积粉、漏粉，废粉仓满等打印处方常见缺陷；

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