RechargeAsia Magazine September 2012 by RechargeAsia Corp

101 Issue September 2012

www.rechargeasia.com

FEATURE ARTICLES

CONTENTS/ 目录 13 61

RECHARGEasia

亚洲再生业

ISSUE 101 SEPTEMBER 2012

2012 年 9 月

总第 101

CEO ON THE GO / CEO 之路

Message from the Publisher

卷首语

一个蓄力待发的打印机制造商——浙江艾塔斯公司 New Rising Printer Maker Star: Aetas Company

FEATURE ARTICLES / 专题文章

Adding Value through Customer Service 通过客户服务增加产品价值

Avoiding the Top 10 Mistakes with Distributor Agreements

COMPANY CLOSE-UP / 企业近况

By Ronelle Ingram

Katun Announces Partnership with Arlington Industries Katun 公司宣布与 Arlington Industries 达成合作意向

避免经销商协议中的 10 大误区

Katun Names Todd Mavis President and CEO Katun 公司任命 Todd 为总裁和 CEO

细数耗材行业中杰出女性 Outstanding Women in Consumables Industry

开拓全新市场 Channeling New Markets

G&G is Honored as "Excellent Proprietary Brand of Guangdong Province" 格之格荣获“广东省优秀自主品牌”

以史为鉴——影像耗材行业专利案件大盘点 Taking Stock of the Patent Case in Imaging Consumables

By 孙玉芝在一起——北京莱盛高新技术有限公司持续报道 Continued Report on Beijing Laser Technlogy Company

浅谈电子商务当中的渠道运营 Discussing E-Commerce Channels

奔图与大学生联手互动加强产学研合作 Pantum Teams with College Students to Support Research Cooperation

新高端七项专利通过国家授权 New Tech-A Enterprise Co.,Ltd has Seven Patents Authorized by Chinese Government

杭州慧峰——连供领域的先锋企业 Hanzhou HuiFeng: Pioneer for Continuous Ink System

能率公司在广州召开产品交流会 ABICO Company Holds New Release in GuanZhou

By Glen Balzer

By Ronelle Ingram

By 励辉

RechargExpo Show Time / 展会热点

20 22

Steve Weedon Confirmed as Speaker at Asia Imaging Fair Los Angeles 2012 Steve Weedon 先生将受邀成为 2012 洛杉矶办公耗材展会演讲嘉宾 2012 年东南亚国际办公耗材展展商信息推荐 RechargExpo South East Asia2012 Exhibitors' Profiles

MARKETING / 市场动态

Wireless Devices Provide Bright Spot as Worldwide Hardcopy Peripherals Shipments Continue Second Quarter Decline 在全球第二季度硬拷贝市场出货量持续下降情况下无线打印成为增长亮点

28 72

Int'l ITC Stands Behind 3rd Party Remanufacturers against Lexmark 国际影像技术委员会后援第三方再制造商反对利盟

The Future of Printers 打印行业的未来

Western European Hardcopy Market Continues to Suffer 西欧硬拷贝市场持续受挫

The Enormous Potential of Mongolia's $3 Trillion Economy By Curt Keller

蒙古经济体三万亿的市场潜力

数字印刷是大方向，盈利之路却任重而道远 Digital Printing is the Right Direction, But Profit Earning is an Arduous Undertaking

激光打印机的市场面临竞争 Laser Printer Market Faces Competition

与大公司接触使你的公司得到好发展 Keep in Touch to Promote your Company Development

NEW PRODUCTS EXPRESS / 新品快讯

MSE Releases Cartridges for M300/M400 Color Series (CE410A-CE413A) MSE 公司推出 M300/M400 彩色成像卡盒的再生产品

Katun Launches Powerful Sales Lead Generation and Conversion Tool Powered by Eci Acsellerate Katun 公司与 Eci Acsellerate 公司合作推出强大的领先一代的销售体系及相关转换工具

Discover Imaging Products Releases the HP 364/564/178/862/920 and 940 Ink Jet Chip Series Discover Imaging 公司推出惠普 364, 564, 178, 862, 920 和 940 型打印机适用芯片

38 83 38

Green Rich Technology Introduces New Samsung ML2165 Mono Chrome OPC Drum 金瑞治科技推出 SAMSUNG ML2165 黑白激光打印机感光鼓

Universal Waste Bin Converts HP P4515 Cartridges into HP LaserJet Enterprise M4555 MFP, 600 Series M602/M603 Cartridges 通用废粉仓用于将惠普 P4515 硒鼓改装为，惠普 LaserJet Enterprise M4555 MFP 和 600 Series M602/M603 硒鼓

Static Control First to Market with Release of HP CP1025 Drum Unit Components Static Control 率先推出惠普 CP1025 感光鼓单元零部件

ILG Releases High-Yield OEM Alternative Toner Cartridge for the CE410X ILG 公司推出适用于 CE410X 型打印机的成像卡盒及兼容产品

US Office Tel 1-626-309-0858 Fex 1-626-309-0878

NEW PRODUCTS EXPRESS / 新品快讯

Fex 86-10-5885-8747

ASK THE EXPERTS / 请教专家

广州博艺数码科技有限公司推出亮光颜料墨水系列 Guanzhou BoYi Digital Technology Releases Illuminate Pigment Ink Series

OEM UPDATE / OEM 聚焦

China Office Tel 86-10-5126-5580

Ricoh unveils High-speed Office MFPs with Innovative Parts Made from 100% Recycled Steel 理光推出利用 100% 回收钢材制造的高速办公多功能一体机

OKI Data Americas Presents Innovative proColor Series of Digital Color Printers to South American Market OKI 公司面向北美市场推出创新 proColor(TM) 系列彩色打印机

Samsung India Launches New Laser and Multi-Function Printers 三星印度公司推出新的激光和多功能打印机

Canon Launches Four PIXMA All-In-One Printers with New Software Features 佳能发布四款新 PIXMA 型一体机及新软件功能

富士施乐发布 10 款中国定制 A4 新品 Fuji Xerox Releases 10 Customized New A4 Products

惠普发布 4615/4625 新品 HP Releases New 4615/4625 Printers

三星电子称将增加对打印机业务的投资 Samsung Electronics to Increase Investment in Printer Business

佳能发布部门级激光一体机 Canon Releases All-in-One Multi-function Laser Device at Department Level

爱普生黑白商务微压电一体机 K305 揭开新篇章 Epson Opens New Chapter Releasing B&W Business MicroPiezo Machine K305

MPS AND MOBILE PRINT / 文印管理服务和移动打印前瞻

Remanufacturing the Xerox WorkCentre 3550 Toner By Mike Josiah Cartridge 施乐 WorkCentre 3550 型打印机成像卡盒再生

高质量量平刮刀的设计与实例探讨 ( 二 ) Case Study on High Quality Blade Design and its Application

58 94 96

Derivative Printer Consumables 浅谈衍生耗材

By Mr. Yusen Zhang

墨粉带电量的测量（吹气法） Toner's Electronic Measurement (Blowing Method)

CHINA CORNER / 中文快讯

新高端举办“荔枝文化节”及庆祝“新高端成立十周年”等大型活动 New Tech-A Enterprise Co.,Ltd Holds 10th Anniversary Celebration “十二五”节能环保产业发展规划正式发布 "China12th 5-year-Plan" Industry Saving and Environmental Protection Development Plan Officially Released 珠海市耗材行业协会 2012 年度会员大会召开 Zhuhai Printing Consumables Industry Association Holds 2012 Member Conference

打印设备及耗材企业产品检测费专项补贴资金已经开始申报 Special Product Testing Allowance Funds for Printing Equipment & Supplies Enterprises Begins 长虹在印尼荣获中国最佳品牌奖 China's ChangHong Wins Best Brand Award in Indonesia 新加坡科学家实现彩色打印极限分辨率 Singapore Scientists Realize Ultimate Resolution of Color Printing 珠海市打印耗材产业技术创新联盟获省级认定 Zhuhai Printing Supplies Industrial Technology Innovation Alliance Receives Provincial Approval

HP Building Secure Future with The Latest Value Enterprise Printers 惠普构建最新的企业打印价值未来服务

Epson Demonstrates Commitment to Reseller Partners with Enhancements to ImageWay Partner Program 爱普生演示其与 ImageWay 的合作伙伴计划项目的优越性

下一个数字印刷产品推新热潮将在 2013 年出现 Forecast: Next Digital Printing New Products Boom Will be in 2013

EFI Launches M500 Self-Serve Copy and Print Station EFI 推出 M500 自助复印和打印站服务

2012 年上半年我国打印机产量普遍下降 Printer Production Declines in First Half of 2012

解析思达精湛打印 StylePrint 打印管理系统 SiDa's "StylePrint" Managed Print Service System

新品纷纷亮相 100 广州科密组织巡展 Guangzhuo Comet Organizes Tours to Release New Products

101 印尼泗水拟建设数码城市 Indonesia Surabaya Plans to Build Digital City

WIDE FORMAT PRINTER / 大幅面打印机资讯

惠普在阿联酋地区查获大量假冒耗材 HP Seizes Large Number of Counterfeit Supplies in UAE

佳能面向中国推出新款 5 色大幅面打印机 Canon Launches Five Color Large Format Printer in China's Market

上海 ReChina 展会努力争取海外采购商 Shanghai's ReChina Effort to Attract Overseas Buyers

102 国家办公设备及耗材质量监督检验中心（天津）致力于服务影像耗材行业 National Office Equipment and Supplies Quality Supervision and Inspection Center (Tianjin) Commits to Serving the Imaging Supplies Industry

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

Ronelle Ingram

Ronelle Ingram VP of Technical Support for Steven Enterprises Ronelle Ingram is a writer, speaker, author of “Service with a Smile” and is a regular columnist for copier and imaging industry publications, like Recharge Asia Magazine. She began her technical career as a tool-casecarrying copier service tech. She is VP of Technical Support of Steven Enterprises in Irvine, California. Ms. Ingram is past President of the Business Technology Association. A UCLA graduate, Ms. Ingram has taught thousands of office equipment professionals throughout the USA, Canada, Australia and Europe. Ms. Ingram’s greatest credential is her 40+ years in hands-on experience in managing very profitable service and telemarketing departments. Read her article “Adding Value through Customer Service” p14

Glen Balzer

Glen Balzer Management & Forensic Marketing Consulting on Sales Channel Relationships & Contracts Mr. Glen Balzer is a management and forensic consultant involved with marketing and sales. He advises parties involved with relationships and contracts between manufacturers' representatives, suppliers, customers and industrial distributors. He promotes conflict resolution between parties involved in representative and distribution agreements. He has integrated divisions of companies upon merger and acquisition. He has been involved in establishing and managing marketing and sales organizations throughout America, Europe and Asia. Read his article “Avoiding the Top 10 Mistakes with Distributor Agreements” p18

Curt Keller

Curt Keller CEO and founder of Benchmark Email Curt Keller is CEO and founder of one of the world’s leading, Web-based email marketing services, Benchmark Email. While Benchmark’s client base ranges from work-at-home travel agents to large, multinational companies, Mr. Keller remains fiercely dedicated to addressing the email and online marketing challenges facing small and mid-sized businesses. A pioneer in the realm of permission-based marketing, Mr. Keller started Benchmark Email in early 2004 and quickly grew the Southern California-based company from a three-person operation to a major International player with services for people in India, China, South America, Germany and Japan. Benchmark currently remains a member of two of the industry’s most exclusive consortium, the Email Sender & Provider Coalition and Returnpath.net. A vocal advocate for good, industry-wide email marketing practices and standards, Mr. Keller is a regular blogger for Allbusiness.com and Imediaconnection.com, as well as a regular contributor to Recharge Asia Magazine. Read his article “The Enormous Potential of Mongolia’s $3 Trillion Economy” p32

Mike Josiah

Mike Josiah Technical Director of UniNet Imaging Mike Josiah is the Technical Director at UniNet’s East Coast office, a global distributor of toner, Smartchips, OPC drums, and other toner remanufacturing components. Mr. Josiah is an industry veteran since 1987, and a member of ASTM committee F.05, the STMC Technician Certification committee, as well as an STMC trainer. He and his support team at UniNet contribute with technical articles to industry trade magazines, and conduct seminars at association meetings and tradeshows worldwide. Read his article “Remanufacturing the Xerox WorkCentre 3550 Toner Cartridge” p52

Yusen Zhang

Yusen Zhang Product Manager As a product manager of Ninestar Image Int'l Ltd. Mr.Yusen Zhang has much experience and knowledge in the inkjet market. Read his article “Derivative Printer Consumables” p58

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Message from the Publisher

Dear Readers: When September rolls around, we know the summer has come to an end and it's time to re-engage with our customers. The recent financial performance reported by OEMs has not been very encouraging. What does this mean to you and your business? Is this an opportunity for you business to gain more access to the market? Do adjustments need to be made to your business model and goals? Now is a good time to realistically examine the answers to these questions and more. Revisiting your goals is an opportunity to get you to think about the core of your business and to refresh your marketing strategy and ensure that your branding message, via all available marketing channels, is in line with your business goals. Additionally, we must take social media stock. Does your business have a blog? What about a Twitter or Facebook account? Have you found a way to not only keep you in tune with your customersâ&#x20AC;&#x2122; needs but to respond to them effectively? Here at Recharge Asia, we continue to cover the industry's latest and to equip you with knowledge and any possible tool to help advance your business. It is with this in mind that we have expanded our effort to facilitate a face-to-face interaction with new markets and new customers through our trade venues in Jakarta and Los Angeles. Our RechargExpo 2012 Indonesia, from Nov. 7-10 at the central Jakarta Expo, allows you to explore the opportunities presented by the vibrant emerging economies of this region. Likewise, our Asia Imaging Fair 2012 Los Angeles, Dec 6-7 at the Pasadena Convention Center, offers new channels in the remanufacturing hub of the United States. We urge you to engage in these expos both to strengthen the bonds with your existing customers and to forge new and different business perspectives. No matter how advanced our media communication have become in today's society, nothing replaces live, face-to-face contact as a way to seal a deal. Human touch is still a necessity, and that is where results come! In this issue, we have compiled an array of useful articles. Be sure to read: Adding Value through Customer Service by Ronelle Ingram on p. 14; The Enormous Potential of Mongolia's $3 Trillion Economy by Curt Keller on p. 32; Avoiding the Top 10 Mistakes with Distributor Agreements by Glen Balzer on p. 18; and Remanufacturing the Xerox WorkCentre 3550 Toner Cartridge by Mike Josiah on p. 52. Enjoy a good read!

www.rechargeasia.com

Ms. Sunny Sun Publisher

FEATURE ARTICLES

101 Issue September 2012

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101 Issue September 2012

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FEATURE ARTICLES

101 Issue September 2012

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101 Issue September 2012

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FEATURE ARTICLES

101 Issue September 2012

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101 Issue September 2012

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FEATURE ARTICLES

RECHARGEXPO SHOW TIME

101 Issue September 2012

Steve Weedon Has Been Confirmed as A Speaker at Asia Imaging Fair Los Angeles 2012 We are pleased to announce that Steve Weedon has been confirmed as a speaker at Asia Imaging Fair in December 2012. Steve has had a varied career in the imaging industry since 1973. He has held senior management positions with such companies as Nashua, Kalle Infotec, Katun Corp, and Gestetner, before starting The Recycler Trade Magazine in 1992 and the first European cartridge remanufacturing trade show that same year. In 1994, Steve joined Static Control to head their European operations. After 18 years with Static Control, Steve has now moved on to become the CEO of his own global imaging supplies company, Discover Imaging Products Limited. Steve lives with his beautiful wife Nicolette and 9-year-old son Kieron in the United States of America and he also has two grown up daughters Lucy and Charlotte living in the UK. Steve has also recently become a very proud grandfather. Steve will present on the topic, "Change In Our Industry -- What Does This Mean To You?" His address will inspire and educate attendees on the various changes and paradigm shifts that often occur in the printing consumables industry. It will cover law suits, patents, spiraling prices,

the worldwide financial meltdown, new technologies, mergers and acquisitions, OEM tactics and other issues that have shaped the way we do business. How are these changes affecting you and how do you recognize when you are going in the wrong direction? Steve will show you how to understand these changes and embrace the challenge, as well as discuss the forks and the bends in the road of our industry so that you may look ahead with optimism for a more profitable future. Created with the goal of bridging the global aftermarket printing consumables industry, Asia Imaging Fair 2012 is set to open its doors on December 6 and 7, 2012, at the Pasadena Convention Center, in Pasadena, California. The industry's leading companies from the US, China and other parts of the world will be there to showcase their products and services in the following areas: Digital Printing & Imaging, Ink Jet, Toner, Cartridges, Remanufacturing Products, Parts and Supplies, Aftermarket Office S upplies, Paper & O ther Consumables, Copiers & Multi-Function Devices. Asia Imaging Fair L os Angeles is organized by Recharge Asia Corporation, a

Mr. Steve Weedon, CEO, Discover Imaging Products Ltd.

media company focusing entirely on the imaging and document printing aftermarket industry. Exhibit hall entry is f ree and online registration is encouraged. Tickets to Asia Imaging Fair (Los Angeles) 2012's exhibit hall can be obtained at http://aiflosangeles2012. eventbrite.com. Asia Imaging Fair's conference program is priced at $139 for two days of talks and address and includes free access to the its social and networking the event. Tickets to the conference program may be purchased at http:// aif2012conference.eventbrite.com.

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101 Issue September 2012

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RECHARGEXPO SHOW TIME

101 Issue September 2012

2012 年东南亚国际办公耗材展部分展商推荐 RechargExpo South East Asia2012 Exhibitors' Profiles 网址 / Website：www.act100.com

展位号 / Booth No：B054

本次展会推出新产品、活动：新出打印机机型

企业介绍 / Company Profile：宁波熙合打印

的配件，例如下辊，轴套 , 定影膜等

机耗材有限公司是专业从事现代办公设备配

公司名称 / Company Name：

New Production or Activity Releases: Roller,

件、耗材的研发、生产、销售、服务一条的现

深圳安信达

bushing，film.

代化企业。公司向全球销售激光打印机、复印

ALLRICH CONSULTING（HK）CO.,LTD

机用配件和耗材。主要配件有定影膜、下辊、

展位号 / Booth No：A001

公司名称 / Company Name：

上辊、出纸杆、转影辊、分页器、搓纸轮、传

企业介绍：公司是专业批发打印机配件进出口

杜壹国际实业有限公司

动杆、定影组件及各类齿轮。产品采用日本进

贸易商，在国内多年销售中，特别是激光、

Do-It Industrial Company Limited

口原材料并通过了 R&D 认证，远销海内外。

针式、喷墨打印机配件（如：HP、ESPON、

展位号 / Booth No：B048

主营产品、业务 / Production or Service：打

PANASONIC、 STAR and SAMSUNG）积累

企业介绍：珠海杜壹打印耗材有限公司，是一

印机配件和复印机配件

了丰富的经验和稳定的销售渠道，以信誉佳、

家专业生产打印机耗材的出口型企业，公司主

目标市场 / Target Market：全球

品质优、价格合理取得了客户的盛誉。除完善

要生产打印机墨盒，连续供墨系统，激光打印

网址 / Website：

原有的国内销售网络，还致力于国外市场拓展，

机硒鼓等，公司的产品 95% 以上出口到北美，

本次展会推出新产品、活动 / New Production

客户已遍布欧美、东南亚及非洲等地。

南美，亚洲，欧洲等地。公司本着以质量为第

or Activity Releases：定影膜、上辊、下辊、

Company Profile: ALLRICH CONSULTING

一位，以顾客为第一位，以服务为第一位的三

转影辊等

（HK）CO., LTD. exports and imports

个第一宗旨。

mainly IT products such as wholesale

Company Profile: Do-It Industrial Co., Ltd.

printer parts (HP, ESPON, PANASONIC,

was established in 2008 in Zhuhai. Our

STAR and SAMSUNG）in the domestic and

company is one of the leading manufacturers

公司名称 / Company Name：

international markets. For over a decade, we

of printer consumables and related products,

深圳市打印王耗材有限公司

have accumulated extensive experience and

such as continuous ink supply system (CISS),

Shenzhen Printking Consumables Co.,Ltd

have built a good reputation in the industry.

inkjet ink, compatible refillable cartridges

展位号 / Booth No：D003A

Our wide product line covers most types

and toner cartridges, etc. We are backed

企业介绍：深圳市打印王耗材有限公司是一家

of laser, dot matrix and inkjet printer parts

by a highly technological research team

专业生产硒鼓，墨盒，打印机配件的厂家。

(Epson) in which fuser film and soft cables

and offer a complete and efficient supply

我们从事于研发生产硒鼓墨盒已经有 10 多年

are made in our China factory. Supplying

chain. Our products are keeping in pace with

的历史，我们的工厂占地 15000 平方米，有

printer parts with high quality, providing good

international levels on quality. We guarantee

400 多个工人，40 条生产线。我们拥有属于

service and excellent product pricing is what

our customers with high quality products and

自己的“PK”品牌，

we are constantly pursuing.

warm customer service. We always focus on

我们大量出口到美国，欧洲，南美，亚洲！

Before creating our own compatible line,

unique products which will benefit customers

诚信服务是我们的根本，选择打印王，选择质

we had focused on original parts. Through

and end-users, as well as meet customers'

量之王！

hard work, our factory has been authorized

requirements.

Company Profile: Shenzhen Printking

by the only HP film supplier in China. We

主营产品、业务：全新墨盒、再生墨盒、连续

Consumables Co., Ltd. is a professional

are looking forward to cooperating with

供墨系统、芯片、墨水、填充墨盒、硒鼓、再

factory which makes toner cartridges, ink

all interested partners and hope that our

生硒鼓等。

cartridges and printer consumables. Printking

products and services will be of benefit to

Production or Service: ink cartridge、

has over 10 years experience in the cartridge

you.

remanufactured ink cartridge、CISS、

manufacturing industry. Our factory has over

主营产品、业务：定影膜、定影组件、定影上

chip、ink、refill ink cartridge、toner、

15,000 square meters, 400 workers and 40

辊、陶瓷加热片、磁棒、激光器、分页器、上

remanufactured toner cartridge etc.

production lines. Honesty is our fundamental

辊、下辊、搓纸轮、鼓芯、打印头、档片、塑

目标市场 / Target Market：

quality and service is our weapon for victory.

料件、喷头、头缆、色驱齿轮、针、工具、硅

网址 / Website：www.do-it.net.cn

Choose quality! Choose Printking!

油 / 打印机备（配）件

本次展会推出新产品、活动

主营产品、业务 / Production or Service：

Production or Service: fuser film, grease,

New Production or Activity Releases：iPen

Toner cartridges, ink cartridges.

fuser assy, fixing assy, heating element,

CISS, PianoBook CISS

目

magnetic roller、scanner, sep- pad, roller,

标

市

场 / T a r g e t M a r k e t：USA,

Europe,South America, Asia ect.

pick up roller, opc drum, print head, ribbon

公司名称 / Company Name：

网址 / Website：www.pk-print.com

holder, plastic parts, jet head, soft cable,

宁波熙合打印机耗材有限公司

本次展会推出新产品、活动 / New Production

ribbon gear, pin, tools, printer parts.

NINGBO SEA-HILL PRINTER

or Activity Releases: Some new toner

目标市场 / Target Market：国内及国外业务

CONSUMABLE CO.,LTD.

cartridges

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RECHARGEXPO SHOW TIME

101 Issue September 2012 time, our products are strictly tested and

网址 / Website：www.pulisam.net

checked by our quality control team. We are

本次展会推出新产品、活动 / New Production

also pioneers in Asia's printer consumables

or Activity Releases：R4 Ink Tank; Case

公司名称 / Company Name：

industry.

Ink Tank 300ml; Case Ink Tank 500ml;

珠海市可益尔科技有限公司

主营产品、业务：激光打印机硒鼓芯片、计数

Case 2G Ink Tank; CISS ink cartridge for

Zhuhai Clear Technology Co., Ltd

芯片

HP8100/8600; Refill cartridge T7011 etc.

展位号 / Booth No：C003

Production or Service: We specialize in laser

企业介绍：珠海市可益尔科技有限公司专业从

printer consumables, including laser printer

事打印机耗材生产和销售，拥有 10 年的激光

chips, toner chips, drum chips, reset chip

打印机硒鼓生产经验，100 名专业的生产制造

solutions and toner refill solutions.

工人，3000 平米的生产厂房，月产量 80000

目标市场 / Target Market：东莞联莹电子有限

公司名称 / Company Name：

只硒鼓，实现 100% 出厂合格率。

公司的产品品质卓越，誉满全球，畅销欧洲，

椒江汇德高分子材料科技有限公司

Company Profile: Zhuhai Clear Technology

东南亚，北美，南美，大洋洲，非洲近 100

HuiDe Technology Co., Ltd

Co., Ltd. is dedicated to the production of

多个国家和地区

展位号 / Booth No：B005

compatible consumbles for laser printers. We

We distribute to Europe, Southeast Asia,

企业介绍：汇德科技有限公司致力于高分子材

have:

North America, South America, Oceania,

料的研发与应用。并结合纳米材料科技成功量

· 10 years experience in manufacturing

Africa and in nearly 100 countries and

产具有高强度、高导热、低摩擦系数的聚酰亚

regions.

胺定影膜。公司与科研单位联合改善加工工

· 100 professional staff members,

toner cartridges

网址 / Website：www.linkwin.biz

艺，产品质量得到了国内乃至国际知名公司的

· 3,000 square meters of workshop

本次展会推出新产品、活动 / New Production

认可，赢得客户的一致好评。“具体现在，放

· monthly capacity of 8,0000 pieces of toner

or Activity Releases

眼未来”，公司遵循“汇聚天下，厚德载物”

cartridges

的经营理念。望广结好友，共创耗材界的美好

· Excellent 100% factory pass rate

明天。

主营产品、业务 / Production or Service：激

Company Profile: HD Technology Co.,

光打印机硒鼓 / Laser toner cartridge

Ltd. is committed to the development and

目标市场 / Target Market：Southeast Asia

公司名称 / Company Name：

application of polymer materials. Combining

网址 / Website：

中山市普利升模具有限公司

nanometer materials science and technology,

本次展会推出新产品、活动 / New Production

Zhongshan Pulisam Mould Co., Ltd.

we succeed in releasing polyamide fuser

or Activity Releases：彩色激光打印机硒鼓 /

展位号 / Booth No：C004

film that is high in strength, has high thermal

Color laser toner cartridge

Company Profile: Our company was

conductivity and low coefficient of friction.

established on 1999 and is a professional

Our processing technology is improved by

manufacturer with over 12 years experience

joint cooperation with scientific research units

in producing printing supplies. Our factory is

which makes for high quality products reputed

公司名称 / Company Name：

located in Zhongshan City, next to Zhuhai.

to be superior by domestic and international

东莞联莹电子有限公司

It covers 15,000 square meters with 20

standards. With our motto of "Detailed in the

Dongguan Linkwin Electronics Co.,LTD

modern production lines and more than 300

present and with a broad view to the future",

展位号 / Booth No：A010B

experienced employees. Our main products

we follow the principle of "Our customers

企业介绍：东莞联莹电子有限公司座落于东莞

are Continuous Ink Supply System, Empty

comes first." We sincerely hope that you

常平镇，是一家集研发、生产、销售于一体的

Toner Cartridges, Empty Ink Tank, Empty

will join us and step onto a brand new stage

主营激光打印机硒鼓芯片（计数芯片），我们

Ink Cartridges, Empty Ink Bottles, and

together in the consumables industry.

的计数芯片精挑行业内各大厂的优势产品，并

accessories etc. We have passed ISO9001

主营产品、业务 / Production or Service：定

建立了不同计数芯片的各种检测流程，在质量

International Quality System Certification,

影膜 / Fuser Film Sleeve/Fuser Fixing Film

保证的情况下，我们能实现以最低廉的价格，

and Factory Audit made by SGS. The tenet

目标市场 / Target Market：北美，南美，欧洲，

给客户呈现最理想的选择。

of "Quality First and Service First" is what we

亚洲，非洲，中东等等

Company Profile: Dongguan LinkWin

insist on. You are welcome to visit our factory

North America，South America，Europe，

Electronics Co., Ltd. was established in 2008.

and we are always at your service.

Asia，Africa，Mid East and so on

We specialize in laser printer consumables,

主营产品、业务 / Production or Service：

网址 / Website：www.chinahuide.com

including laser printer chips, toner chips, drum

Continuous Ink Supply System, Empty

本次展会推出新产品、活动 / New Production

chips, reset chip solutions and toner refill

Ink Tank, Empty Ink Cartridges, Empty

or Activity Releases：惠普佳能施乐系列的定

solutions. Our company has a professional

Toner Cartridges, Empty Ink Bottles, and

影膜

design development team, using the world's

accessories etc.

Fuser Film Sleeve for HP/CANON/XEROX

most advanced research and development

目标市场 / Target Market：South Asia; North

equipment. We have successfully developed

America; South America; Europe; Asia; Mid

all kinds of compatible chips. At the same

East.

www.rechargeasia.com

RECHARGEXPO SHOW TIME

101 Issue September 2012 format ink cartridge, sublimation ink cartridge

企业介绍 / Company Profile：

and textile ink etc . Toner cartridge cover

We would like to introduce ourselves as

brand HP, SAMSUNG, CANON, BROTHER,

the leading manufacturers & exporters of

公司名称 / Company Name：

LEXMARK etc. We believe our successful

photocopier spare parts in India and across

AlphaChem Co., Ltd.

and strong brand image can make you step

the world.

展位号 / Booth No：B041

further into the global market.

We manufacture & export products like:

Company Profile: AlphaChem is a highly

We pursue the goal of providing the best. We

·Gear / Bushing

technical, driven company. We pride

want our customers to get the best products

·Fluorescent / Exposure Lamp (IR Series)

ourselves in manufacturing "Inkjet Ink, OPC

and services at the best prices with the

·Lamp Cable

Drum, and Toner Powder," which are the

best quality. We expect mutual benefit and

·LCD (Touch Panel)

three core materials in the digital printing

growth with our customers. Our products

·Photo - Interruptor

industry. With these core products, we have

are manufactured under stringent quality

·Pick-up Rollers

achieved remarkable growth in the industry.

management systems and adopt the latest

·Receiving Tray

主营产品、业务 / Production or Service：

technology in accordance with ISO 9001 and

·Scanner Wire

OPC Drum (LBP, Copier), Inkjet Ink, and

ISO 14001 standards to ensure excellent

·Thermistor & many more.

Toner Powder

product quality before delivering to our

主营产品、业务 / Production or Service：

目标市场 / Target Market：The Third Party

customers.

Photrocopier Parts and Consumables

Market for CARTRIDGES

Due to rapid fast market development

目标市场 / Target Market: Southeast Asia /

网址 / Website：www.alphachem.net

in the industry, AOMYA keeps up with the

Africa/USA/Egypt

本次展会推出新产品、活动 / New Production

rapidly ever-changing market place and

网址 / Website: www.copycare.in

or Activity Releases: OPC Drum for

provides the greatest market coverage in

本次展会推出新产品、活动 / New Production

"BROTHER" and Copier. The INK for Plotters

the most cost-effective way by distributing

or Activity Releases: Copier Parts For

through various channels.

Ir5000/6000

Want to find out why users are satisfied with our products worldwide? Give us a call! 公司名称 / Company Name：

主营产品、业务：硒鼓；墨盒；墨水；连供；

珠海奥美亚打印耗材有限公司

碳粉；色带；打印机耗材；打印机介质；宽行

公司名称 / Company Name：

Aomya Printer Consumables (Zhuhai) Co.,

墨盒；喷绘墨水。

湖州富丽华色带有限公司

Ltd.

Production or Service: compatible ink

Huzhou Fulihua Printer Ribbon Co.,Ltd

展位号 / Booth No：B039

cartridges, ink refills kits, bulk inks,

展位号 / Booth No：B030

企业介绍：珠海奥美亚打印耗材有限公司是一

continuous ink supply systems (CISS), wide

企业介绍：如果说中国的 IT 业是一棵参天大

家专业生产打印耗材，主要产品包括：激光类

format ink cartridge, sublimation ink cartridge

树，那么湖州富丽华色带有限公司经过近十几

（硒鼓、碳粉、显影组件）、喷墨类（再生带

and textile ink

年的风雨洗礼，已茁长成长为中国耗材业中一

头墨盒、分体式墨盒、填充墨水、连续供墨系

目标市场 / Target Market：东南亚 / South

株耀眼的新绿，富丽华是一家专业研发，生产，

统）、色带类（色带架、色带芯、传真机碳带

East Asia

销售打印机耗材的企业。公司成立于 1991 年，

等）喷绘写真类（宽行墨盒、墨水、热转印墨

网址 / Website：www.aomya.com.cn

拥有先进的生产设备和一支有经验的研发队

水、可食用墨水）打印介质类（喷墨纸、像片

本次展会推出新产品、活动：新产品铜版纸

伍。通过 ISO9001-2000 质量体系认证，能

纸）、打印机配件、自动化办公打印输出解决

墨水，纺织直喷墨水，7910，9910，7908 颜

确保每一款产品的良好品质。

方案、办公设备维护方案等。

料墨水及墨盒，HP920，364，564，177，

公司主导产品有色带带基 , 色带 , 传真机碳带 ,

公司位于珠海市南屏高新科技工业园区，公

940，950 兼容墨盒及彩色硒鼓。

条码碳带和打码带

司通过了 ISO9001 质量体系认证、ISO14000

New Production or Activity Releases

我们坚持“品质，诚信，服务”的原则，顾客

环境体系认证、现有员工 80 多人 , 共占地

New product:

的满意是我们最大的动力！

2500 平方米。公司拥有现代化厂房，一流的

Art paper ink & textile ink

Company Profile: Huzhou Fuihua Printer

生产设备，先进的生产技术研发中心，优秀的

Dye ink and ink cartirdge for 7910, 9910,

Ribbon Co., Ltd. has grown into a shinning

人才，给客户提供优质的打印耗材产品，欢迎

7908

new tree in the printer consumables industry.

国内外新老客户合作。

Compatible ink cartridge for HP920, 364,

Established in 1991, it is one of the leading

Company Profile: AOMYA is a manufacturer

564, 177, 940, 950

manufacturers specialized in the production

and global distributor of Ink Cartridge and

Laser color toner cartridges

of printer consumables such as Nylon Ribbon

Toner Cartridge Products with over 10

Roll, Printer Ribbon, Fax Film, and Thermal

years of experience in the imaging supplies

Transfer Ribbon. Our advanced production

industry. Our product lines include compatible

equipment and experienced engineers 公司名称 / Company Name：

confirm our excellent product quality. We

ink cartridges, ink refills kits, bulk inks,

Copycare Office Products

gained an ISO 9001-2000 certificate in 2004.

continuous ink supply systems (CISS), wide

展位号 / Booth No：B059

With long time manufacturing experience,

www.rechargeasia.com

RECHARGEXPO SHOW TIME

101 Issue September 2012 high quality & competitive prices, we would

Integral is the partner for rechargers who

本次展会推出新产品、活动 / New Production

like to share part of the world's printer

require a quality toner manufacturing source

or Activity Releases：Compatible HP

consumable market and support you!

with sufficient capacity to meet their needs.

CF280A toner cartridge, Compatible

主营产品、业务：色带带基 , 色带 , 传真机碳带 ,

主营产品、业务 / Production or Service：

Samsung 101、103 toner cartridge

条码碳带和打码带

Manufacturer of toner for copiers and

Production or Service: Nylon Ribbon Roll,

cartridge remanufacturers

Printer Ribbon, Fax Film, Thermal Transfer

目标市场 / Target Market: Distributors,

Ribbon

remanufacturers and service companies for

公司名称 / Company Name：

目标市场 / Target Market：东南亚，中东，欧

copier and printer products

亚洲再生业

洲，非洲，北美洲，南美洲，中美洲，大洋洲

网址 / Website：www.integral-toner.com

RechargeAsia Magazine/RechargExpo South

South Asia，Middle East，Europe，Africa，

本次展会推出新产品、活动 / New Production

East Asia/Asia Imaging Fair ( USA )

North America，South America，Central

or Activity Releases：Toners for Brother,

展位号 / Booth No：D 004A

America，Oceania.

Canon, Konica Minolta, Kyocera, Lexmark,

企业介绍：《亚洲再生业》杂志为中国耗材行

网址 / Website：www.flower-pr.com

Ricoh, Sharp, Toshiba

业出版最早、最权威中英文双语专业性杂志，

本次展会推出新产品、活动：(1), 色带带基

向整个行业提供平面广告，在线黄页，群发邮

新品种耐用度更高 , (2), 色带新品种兼容于

件，网站广告，企业信息发布，行业招聘等服

Tally，Shinko, Olivetti 等色带品种 , (3), 传真

务。此外还推出东南亚办公耗材展览会及美国

机碳带新品种兼容于松下，sharp，兄弟等品种 ,

洛杉矶办公展。今年第 7 届的东南亚展联合当

(4), 条码碳带新品种 , 包括腊基，混合基和树

公司名称 / Company Name：

地的 Paper&Printing 展览同期举行，拥有 500

脂基

中山觉品科技有限公司

家展商，吸引了来自东南亚，东亚及欧洲客户

New Production or Activity Releases: (1)

Zhongshan Juepin Electronic Technology

加盟；洛杉矶是全美的耗材工业中心，大买家

New types of nylon ribbon roll which with

Co.,Ltd

云集，本展览是您开发美洲市场的明智选择。

improved quality, (2) New types of printer

展位号 / Booth No：D003

Company Profile: Recharge Asia Corporation

ribbon compatible with Tally ,Shinko, Olivetti

企业介绍：中山觉品科技有限公司是一家专

is a media company focusing entirely on the

ribbon and so on, (3) New types of fax film

注于打印耗材研发，设计，生产的专业制造

imaging and document printing aftermarket

compatible with Panasonic, sharp, brother

商，目前我们已开发有适用于 HP, Samsung,

industry. Our mission is to "Bridge the

fax film and so on, (4) New types of thermal

Canon, Brother, Xerox and Lenovo 等品牌打

Pacific", bringing together counterparts

transfer ribbon which include new wax, new

印机所使用的系列硒鼓，墨盒，公司配备完善

from both Eastern and Western countries.

wax/resin, new resin ribbon.

的质量检查体系，确保为客户提供质量，价格

Recharge Asia has evolved into a multi-

优越的耗材产品，另外，公司拥有技术一流的

media and multi-national corporation

工程师，能为客户提供高品质的服务，选择觉

headquartered in Los Angeles, California,

品，选择高品质，选择好服务。

USA, with Chinese offices in Beijing and in

公司名称 / Company Name：

Company Profile: Zhongshan Juepin

Jakarta.Recharge Asia Corporation's multi-

INTEGRAL

Electronic Technology Co., Ltd. is a

media divisions include:Recharge Asia

展位号 / Booth No：B055

professional manufacturer specialized in the

Magazine;RechargExpo Indoneisa; AIF: Asia

企业介绍：1973 年开始碳粉业务，Integral 已

development, design and manufacture of

Imaging Fair USA ;Recharge Asia Magazine

有 35 年行业历史，是一流的优质碳粉生产商，

printer consumables. At present, we have

Online

在德国、爱尔兰、法国拥有先进碳粉工厂。

developed a series of toner cartridges and

主营产品、业务 / Production or Service：《亚

Integral 碳粉有散装和瓶装可供选择。其品牌

ink cartridge compatibles for HP, Samsung,

洲再生业》杂志 / 东南亚办公耗材展 / 美国洛

复印碳粉，秉承“创造更好图像”的宗旨，可

Canon, Brother, Xerox and Lenovo, etc.

杉矶办公耗材展

靠优质，享有盛誉。Integral 是硒鼓再生商的

Equipped with a perfect quality inspection

目标市场 / Target Market: Southeast Asia,

首选合作伙伴。

system, we provide printer consumables

MID East, Africa

Company Profile: Integral has been

with excellent quality and competitive

网址 / Website：www.rechargeasia.com

developing and manufacturing toners since

prices. Furthermore, our technical staff

本次展会推出新产品、活动 / New Production

1973. With over 35 years of manufacturing

provides one-stop technical solutions to

or Activity Releases

experience and state-of-the-art production

our customers. Choose Juepin Technology,

facilities in Germany, Ireland and France,

choose the best quality and choose the best

Integral is among today's top manufacturers

service.

of quality printer and copier toners.

主营产品、业务 / Production or Service：

Integral printer toners are available in bulk

Toner Cartridge, Ink Cartridge, OEM Service,

and bottles to major rechargers and volume

etc.

accounts. GI branded copier toners from

目标市场 / Target Market：Southeast Asia,

Integral - "The Toner for Better Images" -

MID East, Africa

have a long history of reliability and quality.

网址 / Website: www.oktoner.cn

www.rechargeasia.com

MARKETING TRENDS

101 Issue September 2012

Wireless Devices Provide a Bright Spot as Worldwide Hardcopy Peripherals Shipments Continue to Decline in Second Quarter Despite challenging market conditions, the wireless segment of the worldwide hardcopy peripherals market continued t o s h ow ye a r -o verye a r g ro w t h i n t h e second quarter of 2012 (2Q12). While overall shipments dec lined by 8.4% to 26.5 million units, wireless volume increased 5.0% year over year to 9.1 million units in 2Q12, according to the International Data Corporation (IDC) Worldwide Quarterly Hardcopy Peripherals Tracker. Moreover, the wireless segment in mature markets outgrew emerging markets by 2 percentage points, showing 5.6% and 3.6% year-over-year growth, respectively. “IDC expects the opportunity for wireless will continue to expand over the next three years,” said Phuong Hang, program manager, Worldwide Hardcopy Peripheral Trackers. “We also expect SMBs, small offices, and microbusinesses to be early adopters of builtin wireless laser printers and MFPs, while these devices in a large enterprise will continue to rely on existing WANs for wireless capability.” Technology Highlights • With close to 20 million units shipped, inkjet technology accounted for 60% share in the overall hardcopy peripherals market. Shipments in this segment declined 12.7% year over year, the steepest drop since 3Q09. In contrast, the wireless inkjet segment in both emerging and mature markets exhibited growth, equating to a 3.5% year-over-year increase in the overall wireless inkjet volume in the second quarter of 2012. • Laser was the only technology to experience positive year-overyear growth in 2Q12. The segment grew 0.8% to 9.5 million units resulting in 36% share, up 4 points from a year ago. Both emerging and mature markets experienced double-digit growth in the wireless segment, 15.0% and 24.0% year over year, respectively. • Color laser finished the quarter with 16% market share in the total laser space, resulting in 3.5% year-over-year growth. Monochrome laser devices accounted for more than 7.9 million units and 84% share of the total laser space, flat from a year ago.

performed better in the emerging markets with -9.2% year-over-year growth compared to -16.6% in mature markets. Despite a decline of 4.1%, the vendor's wireless segment managed to gain 4 points from a year ago to 44% share. • Canon continued as the number 2 ranked vendor in 2Q12 with worldwide market share of 21.4% and 0.5% year-over-year growth. Unlike HP, Canon grew its shipments 2.9% year over year in mature regions while showing a decline of 1.2% in emerging markets. Wireless devices made up 31% of the vendor's shipments in 2Q12, up 9 points from a year ago. • Epson maintained its position as the number 3 vendor worldwide with 13.2% share, up 1 point from a year ago. The vendor's shipments declined 1.3% year-over-year in 2Q12. Similar to Canon, Epson enjoyed a better year-over-year trend in mature markets than emerging regions, 9.8% versus -8.9%, respectively. The wireless segment represents 39% of Epson's unit shipments. • Brother climbed one spot up to become the top 4 ranked vendor in the total hardcopy market. The vendor posted 6.5% year-over-year growth, the best year-over-year trend among the top 5, and resulting in more than 1.7 million units shipped. The vendor benefited from double-digit year-over-year growth (20.3%) in emerging markets while experiencing a small decline of 2.8% in mature regions. Brother continues to enjoy growth in the wireless segment, posting a 22.3% year-over-year gain to 37% share. • Samsung ranked 5th in the overall hardcopy market. The vendor suffered a decline of 22.0% year over year in total shipments and dropped one spot in the latest worldwide ranking. The vendor saw a double-digit decline in both emerging and mature markets as its old models have been effectively phased out and its new products will not be introduced until the third quarter of 2012. Worldwide Hardcopy Peripherals Market Share and Year-OverYear Growth

Source: IDC Worldwide Quarterly Hardcopy Peripherals Tracker, August 2012

Vendor Highlights • HP remained the number 1 hardcopy peripheral vendor with 39.6% market share in terms of worldwide shipments (10.5 million units). HP's unit shipments declined 12.7% year over year. HP

www.rechargeasia.com

101 Issue September 2012

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MARKETING TRENDS

Int’l ITC Stands Behind 3rd Party Remanufacturers against Lexmark Based on an article by Christina Bonadio from Actionable Intelligence, 08/08/12 The International Imaging Technology Council (Int’l ITC), under the Executive Directorship of Tricia Judge, is urging remanufacturers to contact the Int’l ITC for help against printer manufacturer Lexmark. Back in May, Lexmark attorneys issued a letter to US remanufacturers that have used their empty cartridges outsourced from abroad, that they either “accept the non-negotiable terms of this settlement offer now and pay the royalties the firm has requested or risk being added as defendants to current litigation in a U.S. district court.” While the original defendants (Ink Technologies Printer Supplies et al.) have signed consent judgments and permanent injunctions, Lexmark added “John Does” as defendants in the case. Lexmark further obtained an order that required Greentec International, a Canadian remanufacturer to turn in their list of customers who have purchased empty Lexmark cartridges. Greentec was also ordered to reveal the percentage of cartridges obtained from outside the U.S. Lexmark also continued to send warning letters to Greentec’s customers threatening to add them to the lawsuit, if they don’t comply with Lexmark’s settlement terms. This move by Lexmark is the company’s attempt to use “patent exhaustion” as its defense against the remanufacturers. Patent exhaustion refers to “the extent to which a patent holder retains rights on a patented product after it is sold.” In a previous case, “Jazz Photo Corp. v. International Trade Commission, the U.S. Court of Appeals for the Federal Circuit held that a product retains certain U.S. patent protections if the first sale of that product occurs outside of the United States.” While Lexmark is trying every legitimate means to protect its intellectual property, remanufacturers are seeing it as Lexmark’s dirty tactic to obtain money and information as to which firms Lexmark believes have infringed upon their intellectual property. This will include businesses that are too small to defend themselves in a very costly patentinfringement lawsuit against the printing giant. Tricia Judge, Executive Director of the International Imaging Technology Council (Int’l ITC) commented, “This is yet another episode in Lexmark’s long and illustrious career of using their attorneys to do their marketing. It is a ridiculous fishing expedition that abuses the legal system and stretches Jazz Photo much further then it was ever intended to go.” The Int’l ITC is encouraging the remanufacturers who received subpoenas or warning letters from Lexmark to contact the Int’l ITC at Katie@i-itc.org and to leave their name, company name, address, telephone number and email address. They have also “filed a friend-ofthe-court brief in Kirtsaeng v. John Wiley & Sons, which is a case that addresses whether intellectual property rights are exhausted when a sale occurs outside of the United States.” Furthermore, “it centers on whether the first-sale doctrine relates only to products manufactured and sold in the US, or also to products manufactured and sold abroad.” Tricia Judge is confident that Lexmark will be unsuccessful in its tactic to use the “first-sale-doctrine” against remanufacturers.

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The Future of Printers In a study conducted by Chris Whitmore, analyst at Deutsche Bank Securities, wherein he looked at printer sales in the last ten quarters, his research revealed that sales of equipment and supplies were down 6% yearon-year. Included in the study are Canon, Espon, HP, Lexmark, and Xerox. As for HP, for the six-month period ending April 30, revenue in its imaging and printing group was down 9% or $1 billion. The main contributor is a 6% decline in the sales of supplies. Historically, HP’s revenue in supplies has reached $17 billion a year, which is about 66% of HP’s $25.6 billion revenue in its printer business. With that, the paper industry is down as well, as consumers tend to print less. For the second quarter, sales declined 6% which is 20% below their highest sales in 2006. From the perspective of the consumer, printing and its supplies are one of the first things they look at when cutting down costs. And it looks like this will continue to be the trend in the years to come Kodak is Selling its Imaging Business -based on an article from www.wsj.com, 08/23/12 Kodak announced that it will be selling its imaging business as it tries to come out of Charpter 11 bankruptcy protection it filed last January. Kodak’s imaging business is comprised of two divisions: document imaging, and personalized imaging The document imaging division includes scanners and related software and services, while the personalized imaging division includes still camera film products, theme park souvenir photo products, and photo paper. Sharp May Sell Copier and Air-conditioning Divisions -based on an article by Michael Kitchen, www.marketwatch. com, 08/16/12 Sharp Corporation, Japan is considering selling its airconditioner and copier divisions in anticipation of bonds maturing next year. Sharp has about 200 billion Yen worth of bonds due to mature in the fall of 2013. Sharp intends to focus its business on flat panels, home appliances and cell phones. Unconfirmed reports say, Kyocera Corp., Daikin Industries LTD, and Daiwa House Industry Co. might be interested in acquiring said divisions.

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101 Issue September 2012

Western European Hardcopy Market Continues to Suffer With many hardcopy vendors reporting poor financial results during recent months, it was hardly surprising that the market continued to contract. According to International Data Corporation (IDC), the overall market declined to 4.52 million units in the second quarter of 2012, a fall of 14.1% compared to the 5.27 million units shipped in the same quarter a year ago, showing quite a noteworthy deterioration as the gloomy economic situation continues to hamper recovery. Most declines are being seen in the consumer and low-end laser markets, and this led to revenues declining by a lower level of 4.2% to $2.5 billion in 2Q12 from $2.6 billion in 2Q11. “The economic situation in Europe is having a clear and immediate impact on sales of hardware,” said Arnaud Gagneux, director of IDC ’s Western European Imaging Hardware Devices and Document Solutions group. “End-user segments that are traditionally price sensitive, such as consumer and small business, have limited budgets allocated to hardware expenses, which is reflected in the latest shipment trends. It is not all negative, and there are profitable opportunities, as demonstrated by the growth in A3 color devices and clear proof of the demand for managed services in both the enterprise and SMB segments. This is driving the transition from boxes to services, which are still a challenge for some vendors and their partners. Now is the time to invest and plan for the service-led next chapter of imaging.” According to Phil Sargeant, program director, hardcopy markets are certainly suffering at the moment as demand remains weak due to the dire financial, economic, and political situations in many countries. These factors are leading to high unemployment, budget restraints, and ultimately a slowdown in the shipment and installation of hardcopy

products. All of the top 5 Western European countries showed double-digit declines as many economies could be described as fragile at best. The prolonged eurozone recession and the continuation of the weak euro is impacting revenues and profits for most U.S. and Asia Pacific manufacturers. European subsidiaries are under strong pressure to absorb price increases, but inevitably some are being passed on to their channel partners and customers, with many price rises being seen in hardware and consumable markets over recent quarters. Most technologies and segments for the quarter show year-on-year declines, but there was positive growth in the A3 color MFP market of 8.1% and production devices increased by 14.5%. However, there was disappointment for inkjet manufacturers as consumer markets slumped by 16.6% and business inkjets weakened as the poor economic situation continued to affect the general business environment. This in turn no doubt is affecting demand in both consumer and business markets and results for the first half of 2012 are not particularly encouraging as the year-onyear comparison for the half year shows a decline of 12.9% and even at this early stage it seems that full-year results for 2012 will be negative unless there are some extraordinary shipments during the latter quarters. However, there is optimism that the market, in value terms, will remain stable as prices are holding and there is scope for growth in segments such as higher speed laser segments and production devices. Country Highlights Germany Germany remains the largest European hardcopy market but did suffer in 2Q12 as the market declined year-on-year by 10.5% to 1.05 mil lion units, accounting for 23% of all Western European shipments. The quarter saw Germany host Drupa 2012, and this helped production unit shipments increase by 14.1%, but this growth was tempered by many declines. Laser shipments contracted by 4.9% while inkjet fell a further 13.8% as consumer demand weakened. The total laser MFP market remained flat, largely

due to increases in the A4 monochrome MFP market, but printers declined. Color continued to suffer as orders for A4 devices slackened off but demand for A3 color devices remained steady. United Kingdom The U.K. hardcopy market contracted at a greater rate than Germany, declining by 16.1% to 804 thousand units as consumer demand remained subdued and laser printer shipments plunged by almost a third. The overall laser MFP market did increase by 6.8% with exceptionally strong demand for A4 and A3 color MFP products which both saw double-digit growth. There was also strong demand for high speed inkjet printers as the market increased by 20.0% and growth of 28.4% was seen in other production device shipments. O verall growth in the market is, however, being hindered by the uncertain economic climate, which is damaging consumer and business confidence. France France suffered the most out of the big three markets as its 2Q12 shipments declined by 18.2% to 765 thousand units. Total laser shipments fell 3.7%, but the inkjet market declined the most as it contracted by a quarter with both consumer and business products suffering declines. As with some other countries, the A3 color MFP market in France increased which helped the overall MFP laser market grow by 14.4%. The best performing market was A4 monochrome MFP which saw strong growth of 31.6% as many vendors increased shipments. The high speed inkjet market remained flat and other production markets increased more modestly at 4.0%. Notes: • Source: IDC Worldwide Quarterly Hardcopy Peripherals Tracker, August 2012. • IDC tracks A2–A4 devices in the Quarterly Hardcopy Peripherals Tracker. • Hardcopy peripherals include single-function printers, printer-based multifunctional systems (MFPs), and single-function digital copiers (SFDCs). Data for all vendors is reported for calendar periods. • For more information about IDC's Worldwide Quarterly Hardcopy Peripherals Tracker in EMEA, please contact Arnaud Gagneux (agagneux@idc.com).

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101 Issue September 2012

The Enormous Potential of Mongolia’s $3 Trillion Economy By Curt Keller Curt Keller is CEO and founder of one of the world’s leading, Web-based email marketing services, Benchmark Email. While Benchmark’s client base ranges from work-at-home travel agents to large, multinational companies, Mr. Keller remains f iercely dedicated to addressing the email and online marketing challenges facing small and mid-sized businesses. A pioneer in the realm of permission-based marketing, Mr. Keller started Benchmark Email in early 2004 and quickly grew the Southern California-based company from a three-person operation to a major International player with services for people in India, China, South America, Germany and Japan. Benchmark currently remains a member of two of the industry’s most exclusive consortium, the Email Sender & Provider Coalition and Returnpath.net. A vocal advocate for good, industry-wide email marketing practices and standards, Mr. Keller is a regular blogger for Allbusiness.com and Imediaconnection.com. The Romans were amateurs, the British just dilettantes, and the Soviets a bunch of junior sized ankle biters. The greatest and largest empire in human history was not governed from the Seven Hills, from a span of the Thames, or from the Kremlin. This empire that stretched 6,000 miles from the Sea of Japan to Eastern Europe, spanning nearly ten million square miles and ruling the majority of the world’s population in the 13th century was ruled from a tent in the middle of a chilly steppe by the preeminent emperor of all history, Genghis Khan of the Mongols. Indeed it was his sudden death which kept the empire from becoming even greater as Vienna was about to fall to the Mongols’ unstoppable advance when news of the great Khan’s passing recalled the military commanders back to home base for the succession. Had the matchless emperor survived a bit longer, there would have been no stopping his forces from reaching the Atlantic Ocean and then, perhaps, we would be writing this in Mongolian! His remote and sparsely populated homeland may once again be at the leading edge of world history due to a mining bonanza estimated at nearly $3 trillion dollars, placing Mongolia squarely in the sights of any online marketer of digital printing technology and consumables. Each Mongolian man, woman & child could be a millionaire The wealth which awaits present day Mongolians is completely inestimable. With just 2.75 million inhabitants (were the mining wealth to be distributed evenly) each Mongolian man, woman and child would become a millionaire in US Dollars. This sudden cascade of money is about to fall on what is one of the poorest countries in the world, with a GDP per capita of $3,100 and where nearly a quarter of all Mongolians live

on less than US$1.25 a day. The stereotypical image of the Mongolian family huddling in a yurt in the middle of a dry steppe is not overly accurate as half of all the country’s population lives in Ulaanbaatar, the very urbanized capital which looks more like a low-rise, somewhat scruffier version of Denver than an assemblage of nomadic tents. Each of the 329 county seats are connected via fiberoptics With nearly 400,000 internet users and an internet speed which averages better than Australia’s, the population of Mongolia (especially the urban majority) is swiftly becoming as wired as any far more developed nation. The breadth of e-commerce services such as e-banking, online shopping, and various other e-services has seen massive growth in the country recently, and this is partly attributed to a government initiative entitled the One Home One PC program whic h pro vided subsidiz ed low-cost computers to families throughout the nation. Given that Mongolia is the world’s most sparsely populated independent country with its less than 3 million people spread out over a territory larger than Western Europe it is even more commendable to note that all of the nation’s 329 county seats are connected to the internet via fiberoptics. Lower broadband rates than most developed nations The Mongolian government has wisely not established any restrictions on internet access and freedom, thus Mongolians can readily reach any website in the world, and can receive and send email messaging without any constraints. It is important to differentiate the actual nation of Mongolia from the Chinese region of Inner Mongolia which is a completely separate entity, and is subject to the usual level of Great Firewall

of China restrictions plus an extra added dollop of censorship due to local uprisings against Beijing’s control and policies. The Mongolian government has also taken exceptional steps to ensure that internet access is affordable throughout the country and has managed to establish broadband internet access for all users, both public and private, throughout the prime 34 population centers of the nation at exactly the same rates as in Ulaanbaatar. Even more favorable are the broadband access rates offered to schools which are considerably discounted. When you consider that the rates are already considerably lower than in most developed nations, Mongolia has certainly placed its stake in an internetdriven future on very solid ground. Progress to official English bilingualism is slow, but proceeding Communication with the Mongolian population features elements of ease and difficulty at the same time. Fortunately Mongolian is written in the Cyrillic alphabet as in Russian, but the language itself is rather esoteric and subject to a number of highly varied local dialects some of which like Oirat and Buryat can be deemed to be completely separate languages. Emails to Mongolians should be written in the Standard Khalkha Mongolian form if at all possible as that is the one taught in schools. Although English is making considerable inroads primarily driven by the explosion in internet popularity, it is still far from being widely understood or spoken. The government has been making significant progress in their stated goal to turn Mongolia into a formally bilingual country and both street signs and store signage have been slowly adopting English terms alongside the Khalkha. The government has also announced that within a decade they will jettison the Cyrillic

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101 Issue September 2012 alphabet to adopt a Roman one, so it seems that President Elbegdorj’s administration is truly serious in its efforts to bring Mongolia into the English language sphere. Unfortunately there are many obstacles along this road, and implementation is far from being seamless: Telecom Mongolia’s site offers a choice to view the entire site in English but clicking on the link does absolutely nothing and the pages continue to be shown in Khalkha. More mobile phones than people Of course, due to the fact that online marketers of digital printing technology and consumables are primarily targeting business owners, they can take for granted that there is a much greater dissemination of English within that group than among the overall general Mongolian population. For online marketers who practice a multi-channel approach to their email campaigns which integrate SMS messaging, it will come as very welcome news that Mongolians have taken to modern telecommunications with remarkable speed and the mobile telephone penetration rate has already exceeded 100%.

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Mobile money ser vices are also skyrocketing with MobiCom which controls 53 percent of the entire mobile telephone market reporting extremely wide use of its MobiXpress payment facilities. XacBank offers the AMAR mobile non-branch banking system which is very popular in the areas of the country outside of the capital, and Khan Bank has a similar wide-ranging service. This commitment to mobile banking makes international payments exceptionally efficient. Mongolia will be an economic force to be reckoned with The potential mind-boggling wealth of Mongolia has not gone unnoticed by the population of the countr y itself and a relatively small group of resource nationalist politicians have been making a lot of noise about seizing all natural resources and kicking the foreigners out. This policy would essentially be counterproductive as Mongolians might find themselves sitting on fortunes of copper, coal, molybdenum, tin, tungsten, and gold but unable to attract the investment and know-

how to tap those resources. The Mongolian economy may spiral exponentially into the stratosphere of megawealth which would dwarf any other country on earth or it may be a far more “modest” upward curve which would see the economic power of the nation double every three years according to The Financial Times. No matter how it all plays out, Mongolia is going to be an economic force to be reckoned with in the immediate future and no online marketer of digital printing technolog y and consumables, or any other insightful internationally-minded businessperson in any industry sector, can afford to ignore it. And somewhere in the Mongol afterlife in that great yurt in the sky, the spirit of the great Genghis Khan must be having a real good laugh.

COMPANY CLOSE-UP

Katun Announces Partnership with Arlington Industries Katun Corporation, one of the world’s leading suppliers of compatible products for imaging equipment, announced its partnership with Arlington Industries, a leading wholesale distributor of imaging supplies in the United States. The partnership will enable Arlington Industries to reinforce its position as a leader in branded compatible printer supplies, especially in the growing color supplies market. Katun® Performance™ remanufactured color toners for use in HP printers, and Media Sciences® newbuild color toners for use in a wide range of printer brands, including Brother, Dell, Epson, Konica Minolta, Okidata, Samsung and Xerox applications, provide OEMequivalent yields, print quality and color reproduction. Products are tested in Katun’s state of the art STMC-certified Research a n d D e ve l o pm e n t f ac i l i t y, t o e n s u re consistent, reliable performance. These products, which are now in stock and available for immediate purchase, are available through Arlington at significant cost savings versus the equivalent OEM toner, enabling computer supply specialists, office supply dealers and other resellers to improve their profit margins while providing their customers with lower-cost, highperformance printer supply products and complete satisfaction.

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Katun Corporation Names Todd Mavis President and CEO Katun Corporation announced that Todd Mavis has been appointed President and CEO of Katun, effective August 13, 2012. He replaces Carlyle Singer, who has held the position of CEO since June 2005. “We are very excited to have Todd join Katun as he comes to us having run a number of successful mid-size global companies,” said Justin Hillenbrand, partner at Monomoy Capital Partners, which acquired Katun in 2008. “Todd not only brings his background in the office equipment industry, but he also provides Katun with the necessary leadership and experience to excel in today’s market.” Hillenbrand also expressed gratitude to the outgoing CEO Singer. “I would also like to thank Carlyle Singer for her dedication and many contributions over the last seven years.” Mavis most recently served as Chief Executive Officer for First Advantage Corporation, a leader in global HR outsourcing services and Executive Vice President of Operations for Corelogic, a risk mitigation service company. Mavis brings to Katun a wealth of office equipment industry experience, having served as President and Chief Executive Officer of Danka, a $1.3B global distributor of office imaging products and services, from 2004 to 2006. “Katun’s value proposition of providing high quality OEM-compatible imaging products - at a substantial cost savings - has never been more relevant than it is today” said Mavis. “I’m excited to join the Katun team to help the company accelerate their growth initiatives around the world.” Mavis holds an Executive MBA from San Diego State University with concentration in Entrepreneurship and Operations Management. He graduated from the University of Oklahoma with a Bachelor of Business Administration. Mavis is a member of the Katun Board of Directors and has served on numerous public and private company Boards.

About Katun Corporation Headquartered in Minneapolis, Katun Corporation is one of the world's leading suppliers of OEM-compatible imaging supplies, photoreceptors, fuser rollers, parts and other products and services for the office equipment industry. With 33 years of industry expertise, the privately-held Katun Corporation serves more than 16,000 customers in 135 countries. For more information, visit Katun online at www.katun.com.

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G&G is Honored as “Excellent Proprietary Brand of Guangdong Province”

Recently, G&G was honored as “Excellent Proprietary Brand of Guangdong Province”. The award was presented at “Forum 2012 for Top 100 Enterprises & Excellent Proprietary Brand of Guangdong Province”. The honor was an accreditation for G&G’s quality, innovation and competitiveness. “These excellent brands are representatives reflecting the enterprises’ development in Guangdong Province. They will play a lead role and set an exemplar y benchmark for the development of enterprises in Guangdong.” said by Luo Foguang, the president of the Guangdong Enterprise Association. As the leader in the compatible printing supplies market, G&G has kept a sales growth rate of 30% annually in China. Even this year, with the international and domestic economy floundering, G&G still reached its growth target firmly in its cartridge sales. “Honor and success at present is not the end, but the start. What we need to do more is self-challenge and go beyond ourselves. G&G will do better for all our customers” the Marketing Director of Chinese Market for G&G, Guo Yunfeng said. Not only in the Chinese market, but also in overseas market, G&G has made great progress in 2012. In the future, G&G will persist in the development of branded printing supplies and provide more cost-effective and high quality products to the global customers.

MSE Releases Cartridges for M300/M400 Color Series (CE410A-CE413A) MSE, a global leader in applying patented technologies in the production of high quality aftermarket printer cartridges, announces the release of Intelligently Re-Engineered replacement cartridges for the HP M300/ M400 (CE410A-CE413A) color printer series. Released in December 2011, the M300/M400 (CE410A-CE413A) series are multifunctional color devices based on the platform of the globally popular CP 2025. These printers are expected to be widely placed in small businesses around the world. Since the same proprietary Advanced Color Technologies® (ACT) applied in the CP 2025 will be applied in this model -- including the revolutionary Secondary Cleaning System™ (SCS) technology -- MSE is very confident in reproducing the remarkable 99.25 percent success rate. Says Yoel Wazana, president, MSE, “The 2025 model is one of our most successful sellers of all time. We fully expect to match our incredible success rate with the M300/M400 because it uses similar technology. Once again, we are employing SCS technology to eliminate print defects related to toner building up on the PCR and a host of other ACT technologies all equating to the best product available on the market. For our customers this is also a great opportunity because our precision robotic routing technology enables us to covert old-style cores, ensuring continuity of supply even at this early stage.” The MSE cartridges for M300/M400 Color Series (CE410A-CE413A) are available in new brand or generic packaging. Founded in 1994 by Yoel Wazana, MSE is the largest remanufacturer with U.S.-based production facilities and a leading-edge innovator in the marketplace. MSE pioneered the process of Intelligent Re-Engineering™, which employs patented technologies, proprietary processes, and stringent testing methodologies that result in the market’s best alternative to high-cost OEM print consumables. MSE has sales and distribution in Canada, Europe (UK and the Netherlands), Israel, Brazil, California, and Pennsylvania. For more information about MSE, please visit: www.mse.com

About Guangdong Province Guangdong Province, the forefront of Chinese reformation and has robust economic strength which owns one-eighth of the entire country’s economy. In Guangdong, there are a large number of excellent national brands, such as the Gree, G&G, Midea and Galanzs.

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NEW PRODUCTS EXPRESS

Katun Corporation Launches Powerful Sales Lead Generation And Conversion Tool Powered by Eci Acsellerate Katun Corporation, one of the world’s leading alternative suppliers to the office equipment industry, is pleased to introduce the Profit Badger lead generation and conversion tool. This easy-to-use software solution dynamically uncovers sales leads and prioritizes them by leveraging ECi Acsellerate’s industry leading sales intelligence and reporting application.

A powerful combination of web-based analytics, advanced reporting and sales alerts, Katun’s Profit Badger provides automated sales leads and color conversion dashboard reporting. It then prioritizes the leads based on custom criteria, such as manufacturer, customer-specific accounts and savings percentage. “The Profit Badger program provides dealers a clear and targeted path to overcome the complex and normally difficult task associated with sales focused conversion efforts”, says Joseph C. Wagner, Katun General Manager, North American Sales. “With Profit Badger, dealers will now be able to easily identify the real profit potential of converting high-cost OEM products to lower cost/high quality Media Sciences compatibles and will be empowered to realize greater profits with their imaging supplies category." “Acsellerate has always focused on providing independent dealers with software solutions that help their businesses grow sales and increase profitability,” said Jennifer Johnson, Vice President of ECi Acsellerate. “Our partnership with Katun, and the Product Intelligence it provides, will arm our mutual customers with an arsenal of information to easily suggest product alternatives that promote end-user savings, while positively impacting the bottom line.” About Katun Corporation Headquartered in Minneapolis, Katun Corporation is one of the world's leading suppliers of OEM-compatible imaging supplies, photoreceptors, fuser rollers, parts and other select products and services for the office equipment industry. With 33 years of expertise, the privately held Katun now serves more than 16,000 customers in more than 135 countries. For more information, visit Katun online at www.katun.com. About ECi Acsellerate Acsellerate is the market leader in on-demand sales and business intelligence, providing web-based analytic, advanced reporting and integrated CRM solutions. The interactive information empowers executives, managers and sales professionals to easily understand the effectiveness of their customer relationships and turn that insight into bottom-line results. As a business unit of ECi Software Solutions, Acsellerate is able to arm distributors in a variety of industries, with an effective, affordable suite of services designed to help them compete successfully in today’s market without requiring a significant technology or financial investment. For more information visit www.acsellerate.net

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Discover Imaging Products Releases the HP 364/564/178/862/ 920 and 940 Ink Jet Chip Series Theses products are exclusively available from Discover Imaging Products. Working in partnership with our vendor we at last can offer customers a choice on where to buy these complex chips. IP-safe these chips offer full functionality. There are well over a hundred different ink jet printers using this range and we have had each one fully tested. Our chips are one single price no matter if standard or XL types. Discover Imaging Products also releases the first Epson 7 pin chip for T128 and T129 series without a battery. Our Chipon-board solution finally allows for a smaller chip without the battery pack and gives full functionality. No more battery issues without ink low. This is chip technology at it’s cutting edge. Discover Imaging Products, rapid ly becoming the place to go for ink jet and laser chips. Discover Imaging Products Limited is a consortium of high quality product vendors, industry veterans and technical experts who have turned the traditional parts and supplies channel on its head. Removing the unnecessary “empire costs” to bring down prices. No need to give up quality to save money. Supplying the products you want at the prices you need. For further information email info@discoverimaging.com or visit www.discoverimaging.com

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101 Issue September 2012

Green Rich Technology Introduces New Samsung ML2165 Mono Chrome OPC Drum Green Rich Technolog y introduces a

mono chrome pr inter dr umthe SAMSUNG ML2165 for SAMSUNG ML2160 and SAMSUNG SCX3405 printers. With exquisite outlook and the dimension of 331*215*178mm, SAMSUNG ML2165 weights only 4KG and can print up to 20ppm with 1200*1200 dpi, providing up to 10,000 pages maximum monthly duty cycle, it can greatly enhance your work efficiency.

The Green Rich OPC drum, after a serious of rigorous testing, has proven to achieve the OEM standard on page yield and color density and can present almost faultless print quality.

ILG Releases High-Yield OEM Alternative Toner Cartridge for the CE410X ILG (International Laser Group), the quality leader in toner cartridges, has just announced the release of the CE410X highyield in OEM alternative. The CE410X (305A) HY is compatible to HP LaserJet Pro 300, M351 and M375, as well as LaserJet Pro 400, M451, and M475 printer series. This high-yield cartridge from ILG delivers excellent quality output with a 4,000 page yield and substantial cost savings compared to the OEM.

HP LaserJet Pro 300 and 400 MFP series are versatile multi-functional printers with scan, fax and print capabilities and print resolution of 600-by-600 dpi, with a print speed of up to 34 ppm. ILG is one of the first to market the CE410X toner cartridge in an OEM alternative. ILG’s quality OEM alternative cartridges deliver exceptional print performance, consistent yields and provide high quality results at substantial cost savings, and come with a 2 year warranty. As part of ILG’s quality assurance program,

numerous quality control and print tests are conducted prior to any new product release. Established in 1988 by Gary and Cindy Michaels, ILG employs more than 500 team members and is the oldest familyowned cartridge manufacturer in America. It is headquartered in Woodland Hills, California with four additional nationwide distribution centers. For more information about ILG, please visit www.ilglaser.com

Universal Waste Bin Converts HP P4515 Cartridges into HP LaserJet Enterprise M4555 MFP, 600 Series M602/M603 Cartridges Static Control has released a universal waste bin that converts HP® CC364X empties into CE390X empties, expanding remanufacturers’ access to these expensive and hard to find cores. The replacement waste bin (Product Code: HP4515WBIN) also converts CE390X empties into CC364X empties. Static Control offers dedicated toner and chips for use in CE390A/X cartridges as well as an Odyssey® OPC drum with patented ZeroTwist™ gear technology. About Static Control Static Control is the global leader in aftermarket imaging and remanufacturing technology. Sales and distribution facilities are located worldwide. Research, development, engineering and manufacturing as well as global distribution is located at Static Control’s world headquarters in Sanford, North Carolina, USA. Static Control manufactures in-house more than 10,000 imaging products and supplies more than 15,000 imaging products to the aftermarket industry. For more information regarding this and other Static Control projects visit: www.scc-inc.comor www.scceurope.co.uk

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101 Issue September 2012

Static Control First to Market with Release of HP CP1025 Drum Unit Components Static Control has released a full color system to remanufacture the drum unit on the popular, low-cost HP® LaserJet® Pro CP1025, 100 M175 MFP and TopShot®

Color LaserJet® Pro 200 M275 MFP as well as Canon® LBP-7010/7016/7018 printers. The new components include a new Odyssey® OPC drum with patented ZeroTwist™ Gear Technology, drum unit chip, wiper blade and drum unit shipping protector. Static Control also offers a full system of components for the toner cartridges, which are remanufactured

separately from the drum unit. Product Codes: HP1025DUCHIP – Drum unit chip PGDRHP1025 – New Odyssey® OPC drum with patented ZeroTwist™ Gear Technology HP1025BLADE-10 – Replacement wiper blade HP1025DRSHPROT – Drum unit shipping protector with two “T” shaped pins

About Static Control Static Control is the global leader in aftermarket imaging and remanufacturing technology. Sales and distribution facilities are located worldwide. Research, development, engineering and manufacturing as well as global distribution is located at Static Control’s world headquarters in Sanford, North Carolina, USA. Static Control manufactures in-house more than 10,000 imaging products and supplies more than 15,000 imaging products to the aftermarket industry. For more information regarding this and other Static Control projects visit: www.scc-inc.comor www.scceurope.co.uk

UNINET RELEASES X GENERATION COLOR TONER & COMPONENTS FOR USE IN BROTHER HL3045/3075 Los Angeles, CA - UniNet proudly releases X Generation® color toner and components qualified for use in the Brother HL3045/3075 color LED printer series. The Brother HL-3045/3075 printers are the latest “improved” versions of the older HL-3040 color print engine. These new machines are rated at 19 ppm, and use all the same supplies as the HL-3040 printers (TN210 cartridges). These HL-3040 based printers have proven to be popular and reliable, without the high costs associated with most other color printers.

UNINET INTRODUCES ABSOLUTE COLOR TONER & COMPONENTS FOR USE IN EPS0N ACULASER C 3900 Los Angeles, CA - UniNet proudly releases

Absolute Color® toner and components qualified for use in the Epson Aculaser C 3900 color printer series. Epson’s new color laser, the C3900 is a small, 30 ppm printer that features 600 x 600 dpi resolution, Postscript 3 emulation, and optional duplexing capability. Toner is supplied in individual cartridges rated at 6,000 pages for each color. These small cartridges are refillable with the fill plug readily accessible. A Smartchip is also needed. The photoconductor units are separate items, and rated at 30,000 pages.

UNINET LAUNCHES ABSOLUTE BLACK TONER & COMPONENTS FOR USE IN XEROX PHASER 3040 & WORKCENTRE 3045 Los Angeles, CA - UniNet proudly releases Absolute Black® toner and components qualified for use in the Xerox Phaser 3040 and WorkCentre 3045 MFP printer series. These small compact monochrome LED and multifunction printers are designed for individual and small group use. The Phaser 3040 is priced at only USD$119 and the MFP version WorkCentre 3045 at

USD$249. Toner cartridges are supplied in a 1,000 page version, with the OEM cartridges selling at USD$45. For those who are able to capture the empties, these small cartridges are easy to refill; just add toner and a Smartchip and you are done. No other supplies are needed.

UNINET LAUNCHES ABSOLUTE BLACK TONER & COMPONENTS FOR USE IN RICOH AFICIO AP 600 Los Angeles, CA - UniNet proudly launches Absolute Black® toner and components qualified for use in the Ricoh Aficio AP 600 printers. The Ricoh Aficio AP600 is a wide format 32 ppm, monochrome laser printer, capable of printing up to 11” x 17” sized documents. Toner is supplied in a 20,000 page cartridge with an OEM list price starting at USD$250. These are all-in-one type cartridges, which are familiar to all remanufacturers. For further information, please contact UniNet at + 1 (424) 675-3300 or visit www.uninetimaging.com

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101 Issue September 2012

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NEW PRODUCTS EXPRESS

OEM UPDATE

101 Issue September 2012

Ricoh Unveils High-speed Office MFPs with Innovative Parts Made from 100% Recycled Steel Ricoh Amer ic as Cor por ation today unveiled the Ricoh MP 6002/ MP 7502/ MP 9002 series of office multifunction products (MFPs) offering speeds of 60, 75 and 90 pages per minute as well as advanced printing, copying, scanning, faxing and distribution capabilities targeting customers’ most pressing business needs. These new MFPs offer advanced, state-of-the-art capabilities: First, they encompass Ricoh’s powerful new technology platform to dramatically improve enterprise information input, processing and output. Second, they deliver on Ricoh's sustainability promise, becoming the world's first office imaging products specifying a new kind of eco-friendly steel.

New MFP features The next-generation features present significant new capabilities for organizations faced with the challenge of better managing a growing volume of information. The MP 6002/ MP 7502/ MP 9002 series seamlessly interfaces with the Web, c loud ser vices and a wide range of applications that help improve efficiency and productivity. A powerful new fullcolor, touchscreen user interface offers easy customization for each department, workgroup or user's

workflow. The Web browser enables printing from the Web and access to cloud services for document management. The new devices also offer wireless printing capabilities from mobile devices and convenient walk-up service for users with a USB memory or SD card. A new eco-friendly indicator shows “ Total Print Pages” and “Paper Saving Ratio (%)” with “D uplex and Combined Print Ratio (%).” To keep information private and protected, the new MFPs include a variety of secure technologies, inc luding HDD encr yption, data over write, support of the Adobe PDF/A format and ISO15408 common criteria certification – important for government and the financial industry. These new models offer enhanced capabilities that chip away at total cost of ownership. Now, six MFPs can share a single fax line, with inbound faxes automatically for warded to email addresses, network folders or the hard drives of any networked MFP. Previously, every fax device needed its own transmission line. Recycled steel The new recycled steel sheets, developed by Ricoh Company, Ltd. and par tner Tokyo S teel M a n u f a c t u r i n g C o. L t d . , a re made in electric furnaces entirely from scrap, but for the first time display the essential mechanical properties of traditional virgin steel sheets made in blast furnaces. These properties include appealing surface characteristics, formability, workability and conductivity.

Additional information

Ricoh Begins Using Steel Made of 100% Steel Scrap

Ricoh Company, Ltd. (President and CEO: Shiro Kondo; Head Office: Chuo-ku, Tokyo; hereinafter "Ricoh") together with Tokyo Steel Manufacturing Co, Ltd. (President: Toshikazu Nishimoto; Head Office: Chiyodaku, Tokyo; hereinafter "Tokyo Steel"), has developed electric furnace-made steel sheets (*1) with the properties required for use in office equipment parts, and decided to use the material for multifunctional printers. The first models will be released during fiscal 2012. This is the first time in the office industry that devices will be built in part with electric furnace-made steel sheets. (*1) Steel sheets that are principally made of 100% steel scrap. Steel sheets made in electric furnaces have mostly been used as a construction material with an emphasis on strength. The joint development undertaken by the two companies has succeeded in ensuring the quality and features required for office equipment use, including thinness (a thickness of 2mm or less), electrical conductivity and processability, enabling their use in office equipment. Specifically, Ricoh specified the material properties required for office equipment, to which Tokyo Steel responded with material development focused on a thinner product, plating, improvements in electrical conductivity, and pressing/forming. Tokyo Steel then used its advanced impurity removal and rolling technologies to develop and produce high-performance steel sheets for office equipment use. Ricoh believes that if we are to continue using limited resources into the future, we need to start using steel sheets made of steel scrap and produced in electric furnaces for all possible applications. Since the electric furnace-made steel sheets developed thus far have ductility issues when compared to those made using blast furnaces (*2) from the point of view of Ricoh's requirements, we will use them in parts that we have specifically selected in consideration of the difficulties involved. We will continue our development efforts with Tokyo Steel to improve material properties with an eye to greater application in more advanced techniques such as deep drawing. (*2) Steel sheets made of pig iron extracted from iron ore reduction reaction. With the aim of developing a sustainable society, Ricoh has set a target for reducing the amount of resources it obtains from the Earth by 25% by 2020 and by 87.5% by 2050 (compared with 2007). This is because extraction of virgin resources has a profound impact on the global environment, such as destroying forests as well as depleting the resource itself. Toward this end, Ricoh has taken various initiatives such as downsizing products, developing renewable resources like biomass, and recycling resources.

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101 Issue September 2012

OEM UPDATE

“Our new 100-percent recycled steel from scrap is one of Ricoh’s principal initiatives aimed at reducing the additional use of resources by 25 percent by fiscal 2020 and by 87.5 percent by 2050 from the 2007 baseline,” said Ike Kakegawa, Vice President, Environmental Sustainability and Product Health/Safety/Accessibility, Ricoh Americas Corporation. “It also reclaims an already-used resource and adds value to it for new applications. Japan has a surplus of this resource and ships it overseas.” To preserve virgin resources, Ricoh also downsizes products when possible, develops renewable resources like biomass plastic and recycles aggressively. About electric-furnace steel Steel sheets made in electric furnaces have mostly been used as a construction material with an emphasis on strength. The joint development undertaken by Ricoh and Tokyo Steel has succeeded in ensuring the quality and features required for office equipment use, including thinness (a thickness of 2mm or less), electrical conductivity and processability, enabling their use in office equipment. The new MFPs are available now. The Ricoh MP 6002 has an MSRP of $20,000; the MP 6002SP, $24,500; the MP 7502, $26,500; the MP 7502SP, $31,000; the MP 9002, $34,500; and the MP 9002SP, $39,000. For more information on Ricoh’s full line of products, services and solutions, please visit www.ricoh-usa.com.

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OEM UPDATE

101 Issue September 2012

OKI Data Americas Presents Innovative proColor(TM) Series of Digital Color Printers to South American Market OKI Data Americas participated in the Business Digital 2012 Tradeshow and Conference, on August 14-16, 2012 at the Espacio Riesco Convention and Exhibition Center in Santiago, Chile. Datanet exhibited the revolutionary proColor™ Series of commercial grade digital color printers designed specifically for the graphic arts and production market. Through Datanet, OKI proColor products will be made available to the South American market, expanding both companies' reach within their respective customer bases.

In addition to Datanet’s exhibition of the proColor™ Series, Tod Ratcliffe, Director of Graphic Arts and Production at OKI Data Americas, delivered a keynote presentation entitled, "Changes in Label Printing in the Digital Era." The presentation focused on the benefits of a digital pr inting environment and how customers can adapt to these changes at a reasonable price without sacrificing quality. The OKI proColor™ Series is an original and comprehensive line of high definition color printers that offers innovative digital printing solutions to the marketplace. These printers deliver professional, productionquality color output and color accuracy powered by embedded EFI Fiery® and PANTONE® support on select models. Different products and configurations offer specialized media flexibility including envelopes, continuous feed and variable data. All are revolutionizing digital printing at their respective price-points. Datanet demonstrated the following OKI proColor

products within booth 17C: • OKI pro900DP Digital Envelope Press – The OKI pro900DP Digital Envelope Press produces brilliant, consistent production color and customized output – including envelopes. Its HD color printing capabilities make for a breathtaking output – even on ordinary paper. The pro900DP features embedded an EFI® Fiery® System 8e Controller with SmartRIP® technology for fast, automated color workflow and job management, plus color consistency and accuracy. • OKI pro510DW Digital Web Press – The OKI pro510DW Digital Web Press provides fast, customized continuous web printing with exceptional color quality for short runs. It provides easy operation in both continuous and cut sheet modes, and produces H D color pr inting for breathtaking output – even on ordinary paper. The pro510DW is a digital label printer that produces full–color labels and supports variable data printing. With an optional rewinder for pre-die-cut and unconverted roll label stock, the pro510DW prints full-color tags and labels at speeds of up to 30'/9.14m per min.

• OKI pro930 Digital Color Printer – The OKI pro930 digital color printer delivers exceptional color output and accurate color matching every time with PANTONE® calibration, embedded EFI Fiery controller and SmartRIP® technology for fast, automated color workflow. This new alternative for high-quality, short run color printing has variable data capabilities and provides HD color printing for breathtaking output. “OKI was pleased to collaborate with our South American distribution partner, Datanet, on the Business Digital 2012 Tradeshow and Conference, and showcase our innovative printing capabilities before

an international audience,” said Rich Egert, General Manager of the Strategic Technology Provider Business Group for OKI Data Americas. “OKI’s proColor™ Series offers a comprehensive line of commercial grade digital color printers for the graphic arts and production industry. We look forward to demonstrating these to show attendees and expanding our footprint within the South American market.” Datanet, an OKI partner for more than a decade, is a company based in Chile that specializes in printers and related solutions, delivering single-function and multifunction products to both Chile and Peru. Datanet clients range from large private companies to public institutions of all sizes, and the company is committed to providing the most efficient and affordable solutions in order to meet and exceed the needs of its customers. Business Digital 2012 was attended by professionals within the graphic arts and production market specializing in printing, design, packaging, labels, newspapers, large format and direct marketing. The event featured professional workshops, conferences and seminars by renowned speakers, allowing attendees to network with experts within the graphic communication industry. All OKI products are built on parent company OKI Data Corporation’s history of leadership and innovation. Most of OKI's color printing solutions feature Single Pass Color™ as well as proprietary digital LED and HD Color technologies. These technologies allow OKI Data Americas to manufacture products that require fewer moving parts for increased reliability and outstanding color output quality.

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OEM UPDATE

101 Issue September 2012

Samsung India Launches New Laser and Multi-Function Printers Samsung Electronics Co., Ltd has launched four new entry-level to mid-range laser and multi-function printers for small and medium enterprises in India. The lineup focuses on quick printing speeds with enhanced quality at cost effective rates.

Speaking at the launch, Mr. Ranjit Yadav, Country Head, Mobile & IT, Samsung India, said: “Users are continuously looking for easier and cost-efficient printing solutions, without compromising on printing speeds or quality. Our new range of printers offer simple, eco-friendly and easy to use functionality to deliver high quality, yet cost effective printing solutions.” Entry Level Laser Printer: ML-2161/XIP: Samsung calls the ML-2161/XIP the “ideal Solution for cost conscious users at small and medium sized businesses.” ML-2161 series features Easy Eco Driver and Easy Print Manager to help print as cost effectively as possible in terms of cost. Without editing the original document users can temporarily edit and avoid printing unnecessary text or images, resulting in an efficient use of toner and paper. The manual Duplex as up (max.) printing function increases the cost saving attributes of the ML-2161 series. The ML-2161 series is also equipped with Samsung’s one-touch Print Screen button, allowing users to print the content of their

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screen quickly and easily. The user can also monitor other Samsung printers on a single screen, controlled printers remotely. While holding a standard 150-A4 sheet capacity with 20ppm printing speed, the ML-2161 laser printer series is 22% smaller than conventional 150-sheet A4 laser printers. Additionally, the dust-free top cover is claimed to significantly reduce cleaning and maintenance requirements. The ML-2161 series include Samsung’s Easy Printer Manager, which allows easy real-time monitoring of printer usage as well as easyto-view statistics on printer maintenance. The ML-2161/XIP is priced at Rs. 5999. Entry Level Multi Function Printer: SCX3401/XIP Samsung calls the SCX-3401 series a “Fast and Cost effective MFP with smart eco capabilities” Ideal for small and medium businesses, the SCX-3401 series has been designed to be as economic all y sound as it is environmentally friendly. The One Touch Eco Button allows the MFP to operate in Eco mode thereby automatically saving power, toner and paper consumption for maximum cost efficiency. In addition, the SCX-3401 series are equipped with Samsung’s Easy Eco Driver solution that enables efficient use of toner and paper. Moreover users can print up to 8 slides/ pages onto 1 single page to increase the cost saving attributes of the SCX-3401 series. The Results Simulator within the Easy Eco Driver solution shows users the expected results of reduced CO2 emission, electricity usage, paper and toner consumption for the document to be printed in accordance with the user’s settings. Additionally by changing particular settings, users can see expected cost and environmental implications thereby making them aware of the potential energy and cost savings of the settings they choose. The SCX-3401 series include Samsung’s Easy Printer Manager, which allows easy real-time monitoring of MFP usage as well as easy-to-view statistics on printer maintenance. The SCX-3401 series employs an integrated single management program,

which allows the user to monitor other Samsung MFPs on a single screen for maximum usability. This Multi-Device Monitoring solution also allows the device to be controlled remotely. Powered by a fast 433 MHz core processor with up to 128 MB memory, the devices can print up to 20 A4 pages per minute. Scanning is easy and efficient, enabled by the inclusion of a variety of user-friendly features. The SCX-3401/XIP is priced at Rs. 8,999. Mid Range Multi Function Printers: SCX4021/XIP; SCX-4321NS SCX-4021 series multi-function laser printers (MFP) are supposedly ideally suited for cost conscious users striving for low operating cost, while having the need for reliable performance with print, scan, copy and fax solutions that are easy to use. Via easy usability of Eco functions, the new devices allow the most cost-effective printing without compromising printing quality or speed. The Toner Save Mode allows users to use less toner on each page extending the yield of the 3000 pages standard toner cartridge by up to 30%. Through the convergence of technology and design, the SCX-4021MFP laser printer series hold a standard 250-A4 sheet capacity with 24ppm printing speed and is up to 23% smaller than conventional 250-sheet A4 MFP laser printers. This compact design provides an efficient and elegant space saving solution for any environment. Print, copy, scan and fax functions are easy to use. For example, the easy 2-step ID Copy function enables users to copy the front and back of an ID onto a single page without inserting the copied paper into the paper tray again. To ensure smooth and comfortable device operation from a standing or seating position, the operating panel is tilt enabled. The Easy Document Creator application is applied on the SCX-4021series to help users scan, compile and save documents in multiple formats and share it through social media platforms such as Facebook. The Easy Printer Manager makes it possible to remotely monitor device settings and status of numerous devices at once – a true integration of management programs. While the SCX 4021 is priced at Rs 11,499, the SCX4321NS is priced at Rs 13,499.

OEM UPDATE

101 Issue September 2012

Canon Launches Four PIXMA All-In-One Printers with New Software Features United Kingdom, Republic of Ireland, 7th August 2012 – Canon today announces the launch of four compact All-In-One PIXMA printers which feature comprehensive new software offerings designed to enhance the printing experience. The new PIXMA MP230, MG2250, MG3250 and MG4250 are optimised for printing documents from the internet and photo lab quality images at home.

The printers are the first PIXMA models to include, as standard, My Image Garden, a one-stop platform that combines all software currently available for Canon PIXMA printers into a single, easy-to-use interface. The intuitive software also includes a range of new, advanced, user-friendly features, such as Automatic Suggestion, Automatic Layout and Face Recognition. In addition, the printers are compatible w i t h Pr i n t Yo u r D a y s , C a n o n’s n e w Facebook app for PCs that has been designed to make it easy to send and print photos directly from Facebook to a Canon PIXMA printer without the need for any additional software. The app includes tools to allow users to automatically adjust photo layouts and create unique collage prints with up to five photos printed on a page. It also provides a range of style and editing options to add a further creative twist to photo

printing. CREAT IVE PARK P REMI UM 1 , Canon’s free resource for downloading and printing cards, printable crafts and stationery, is also available through My Image Garden and features a new, easyto-use photo selection process that enables users to display, download and print images through a single user interface. New content from the likes of National Geographic and NASA is now available, including beautiful photos that can be used to create calendars and a selection of printable craf ting templates for building 3D space shuttles. All four new PIXMA printers feature Auto Power Off and a new Auto Power On setting, which makes printing from a powered-down state quick and convenient. Documents or photos can also be sent from a wireless device and printed with ease without the need to manually switch the printer on beforehand, or off after printing. Quiet Mode, also available on the new PIXMA models, provides the option of a quieter printing experience. PIXMA MP230 The new PIXMA MP230 is an affordable printer with print, scan and copy functions, perfect for first-time printer owners, students and young families looking for a home printer. With a stylish matte black design and compact footprint, the printer requires only minimal desk space and comes with print speeds of ISO ESAT 7.0ipm for mono and 4.8ipm for colour prints. The MP230 produces high quality documents with 4800dpi print resolution using Canon’s FINE cartridges and also takes the economical XL cartridge size. The MP230 also offers ChromaLife100+ when used with genuine Canon paper and inks, for long-lasting, beautiful photos. PIXMA MG2250 The new MG2250 is a competitively-priced printer with print, scan and copy functions, and features a seven-segment LCD display. Perfect for those looking for a compact and affordable printer for personal use, the MG2250 features Canon’s FastFront design, saving desk space and making it quick and easy to replace ink cartridges and paper. The PIXMA MG2250 prints at ISO

ESAT 8.4ipm in mono and 4.8ipm for colour images. It can print 10x15cm borderless photos in approximately 44 seconds. When copying or printing, users can also select to print either two or four pages on a single sheet of paper, reducing the total number of printed pages required for larger documents and helping to reduce overall paper consumption and ink costs. The MG2250 takes Canon’s FINE c ar tr idges as well as the economic al XL c ar tr idge siz e. It pr ints at up to 4800dpi resolution and also offers the ChromaLife100 system, producing quality, long-lasting photos. PIXMA MG3250 The PIXMA MG3250 includes all the features of the MG2250 but offers faster print speeds of 9.2ipm for mono and 5.0ipm for colour images. The MG2250 also features built-in Wi-Fi and a free smartphone and tablet app for printing photos and scanning, to give greater printing flexibility around the home. For the environmentally-conscious user, the MG2250 also features Auto Duplex (double-sided) printing which can cut paper costs by up to 50%. PIXMA MG4250 The PIXMA MG4250 is a feature-laden, compact, All-In-One printer. It comes with a 6.2cm colour TF T display for printing easily without a PC and also offers a broad range of connectivity options. The MG4250 features built-in Wi-Fi and the PIXMA Cloud Link, which includes direct access to Picasa online albums, Web Template Print and Google Cloud Print. This flexibility to connect over a range of wired and wireless technologies provides users with the freedom to print from almost anywhere in the home and from a host of wireless devices. With fast print speeds of 9.9ipm for mono and 5.7ipm for colour prints, the MG4250 prints high quality documents and photo lab quality prints quickly. Auto Duplex Print provides the option to print double-sided, helping to cut paper costs by up to 50%. PIXMA MP230 – key features: • All-In-One: Print, copy and scan • Simple setup and operation • Fast document & photo printing

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101 Issue September 2012

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OEM UPDATE

OEM UPDATE Canon Launches Four PIXMA All-In-One Printers with New Software Features Continued

101 Issue September 2012

MPS AND MOBILE PRINT

HP Building Secure Future with The Latest Value Enterprise Printers The future of every business relies on how much they are able to streamline costs and maximize productivity. The efficient use of IT resources, along with secure and seamless processes, contributes much to the growth of today’s businesses. Given this, HewlettPackard (HP) provides businesses with printing solutions that help them save more and do more with the Value Enterprise Printers (VEP), its latest line of LaserJet and Scanjet printers.

• Print more with optional high yield inks • Easy and efficient web printing • My Image Garden software • Print Your Days app for printing Facebook photos PIXMA MG2250 – key features: • Compact All-In-One: Print, copy and scan • Fast document & photo printing • Easy and efficient web printing • Print more with optional XL inks • My Image Garden software • Print Your Days app for printing photos from Facebook • Auto power on and off settings PIXMA MG3250 – key features: • Wi-Fi All-In-One: Print, copy and scan • Mobile printing & Apple AirPrint support • Easy and efficient web printing • Print more with optional XL inks • Save paper with Auto Duplex print • Fast document & photo printing • My Image Garden software • Auto power on and off settings PIXMA MG4250 – key features: • Advanced Wi-Fi All-In-One • Print, copy & scan functions • PIXMA Cloud Link with Google Cloud Print • Mobile printing & Apple AirPrint support • Print more with optional XL inks • Save paper with Auto Duplex • Fast document & photo printing • My Image Garden software For more information visit: canon.co.uk

Uncompromised Performance Tailor-made to meet the printing needs of businesses, HP VEPs present corporations with scalable solutions depending on the size of the organization. With state-of-the-art features coupled with fast and high-quality printing, HP ensures businesses a secure foothold in managing printing resources and generating higher productivity and less costs. For more networked environments that require more control over workflows, the HP LaserJet Enterprise 500 MFP M525 series offers the extra edge for secure, smoother, and more productive operations. It can print, scan and copy at impressive speeds and save and print files wirelessly through ePrint. With its 8-inch color touchscreen, users can do one-touch workflows and also preview, zoom, and edit images prior to sending scanned images to a network or device. The MFP M525 series printers can also eliminate blank pages in scanned documents to avoid wasted paper during printing, and protect documents with PIN printing capabilities. The HP LaserJet Enterprise 500 Color MFP M575 series provide large-scale businesses and offices in the public sector with high-performance functions built to withstand heavy use and numerous print runs. The MFP M575 series also carries smart and integrated graphical management features such as network sharing, wireless connectivity options, and an 8-inch touchscreen. Security is never compromised with its PIN printing capability and the HP Secure Hard Disk. Furthermore, it can handle automatic two-sided (duplex) printing with different paper types and weights. The HP LaserJet Enterprise MFP M525 and MFP M575 series also come equipped with energy-saving features such as HP Auto-On/Auto-Off that turns the printer on and off according to need. The MFP M525 and MFP M575 series also features HP EcoSMART Fleet, an extension of HP WebJet Admin that lets users collect data, create reports and control settings. Enhanced Image Scanning and Printing Businesses with special imaging needs like archiving data from paper sources into digital format can create high-quality scans with the HP ScanJet Enterprise 7000 s2 and ScanJet Enterprise 8500 fn1 Document Capture Workstation. These innovations offer full scanning and high-speed, high-volume printing capabilities. The HP ScanJet Enterprise 7000 s2 is the most compact of the new HP VEPs. With its small footprint, the ScanJet Enterprise 7000 s2 looks like a standard home printer, but with functions and capabilities that can meet the needs of larger businesses. Featuring HP’s Precision Feed technology, the HP ScanJet Enterprise 7000 s2 ensures flawless performance everytime. Boosting productivity with its low power consumption and advanced scanning features, the 7000 s2 is a great tool for small and medium businesses. Large businesses, public offices and other enterprises that require heavier use of largescale image scanning such as copying blueprints or digitizing old records can bank on the benefits of the HP ScanJet Enterprise 8500 fn1 Document Capture Workstation. Sporting a huge flatbed that allows scanning of documents up to 34 inches, the ScanJet Enterprise 8500 fn1 can easily convert data from paper into digital format. It is also packed with network capabilities supporting different devices that allow shared scanning and printing over a network, streamlining workflows and enhancing productivity.

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OEM UPDATE

101 Issue September 2012

Epson Demonstrates Commitment to Reseller Partners with Enhancements to ImageWay Partner Program Epson America, a leading provider of exceptional performing business solutions, announced significant enhancements to its ImageWaySM Partner Program, which offers high performance, professional quality solutions for small- to mediumsized businesses for increased productivity. Effective immediately, qualified partners will have access to the full range of EPSON® imaging solutions: business projectors, business printers and document scanners, allowing partners to offer customers a more comprehensive suite of office solutions. Through ImageWay, reseller partners historically signed up to sell specific product groups tailored to their expertise and customer base. Now, qualified reseller partners have access to the full line-up of products offered through ImageWay, and will continue to take advantage of a widerange of benefits including enhanced margins, dedicated sales and technical support, bid support, product customization, financing support and access to a free demo unit and no-charge evaluation units. "Epson has a long standing reputation for providing solutions to help channel partners deliver best-in-class digital imaging products to their customers through our ImageWay Partner Program," said Grace Huang, group product manager, Business Imaging, Epson America. "With these program enhancements, Epson is able to provide partners with the tools they need to give customers a more robust line-up of Epson's imaging solutions and help them succeed."

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Imaging Solutions

About Epson

The EPSON ImageWay Partner Program offers an extensive array of award-winning products for business and consumer markets including: Business Projectors: As the No. 1 market share leader in the projection industry 1, Epson delivers high quality projectors with high color brightness and innovative features for business, education and home theater applications Business Printers: W ith a host of solutions for ever yone from the office creative professionals to small-and mediumsize businesses, Epson offers a full range of wide-format and workgroup color printers that lower color printing costs 2, increase workgroup productivit y, and provide convenient mobile printing via EPSON Connect™ Document Scanners: As the fastest growing brand in the scanner category 3, Epson offers a full range of scanners, from portable and personal to workgroup and departmental segments. Epson scanners are also certified with numerous ISVs in key vertical markets, including healthcare, finance/banking and education Additional Benefits Offered Through the ImageWay Partner Program: • Major discounts with no minimum purchase Free customer evaluation units • Bid support f rom small- to large-size opportunities • One-stop pre-sales and post-sales assistance • Sales lead distribution • Financing, leasing, or rental program • Access to in-depth, up-to-date marketing m a te r i a l s a n d too l s including data sheets, sales kits and product training • Latest program and product announcements Epson's ImageWay Partner Program is currently accepting new VAR partners. For more information, visit http://imageway. epson.com.

Epson is a global imaging and innovation leader whose product lineup ranges from inkjet printers and 3LCD projectors to sensors and other microdevices. Dedicated to exceeding the vision of its customers worldwide, Epson delivers customer value based on compact, energy-saving, and highprecision technologies in markets spanning enterprise and the home to commerce and industry. Led by the Japan-based Seiko Epson Corporation, the Epson Group comprises more than 75,000 employees in 97 companies around the world, and is proud of its ongoing contributions to the global environment and the communities in which it operates. To learn more about Epson, please visit http://global.epson.com. You may also connect with Epson America o n Fa c e b o o k ( h t t p : / / f a c e b o o k . c o m / EpsonAmerica), Twitter (http://twitter. com/EpsonAmerica and http://twitter.com/ EpsonEducation) and YouTube (http:// youtube.com/EpsonTV). 1 Based upon Q1 2012 worldwide f ront projection market share estimates from Pacific Media Associates. 2 Compared with best-selling color laser multifunction printers priced at $699 or less, as of December 2011. Calculation based on continuous printing with highest capacity cartridges. Actual savings will vary based on print task and use conditions. 3 Based on NPD US Retail Commercial Distribution monthly database Jan-June 2012. Specifications are subject to change without notice. EPSON is a registered trademark, Epson Exceed Your Vision is a registered logomark and EPSON Connect is a trademark of Seiko Epson Corporation. ImageWay is a ser vice mark of Epson America, Inc. All other product and brand names are trademarks and/or registered trademarks of their respective companies. Epson disclaims any and all rights in these marks. Read more here: http://www.sacbee. com/2012/08/20/4740357/epsondemonstrates-commitment.html#storylink=cpy

OEM UPDATE

101 Issue September 2012

MPS AND MOBILE PRINT

EFI Launches M500 Self-Serve Copy and Print Station EFI, a world leader in digital printing innovation, has launched the M500 Self-Serve Copy and Print Station, the industry’s only self-serve system that allows mobile printing from mobile phones, tablets, USB drives and cloud accounts like Google Drive, Dropbox, Box, and EFI PrintMe. The M500 station is unique in that it accepts credit cards, campus cards, and cash cards at the device, eliminating the need for coin-operated machines. The system is also Payment Application Data Security Standard (PA-DSS) validated to assist in Payment Card Industry (PCI) compliance audits. “Students today are more digital, more mobile, and keep more documents in the cloud,” said John Henze, vice president of Fiery marketing at EFI. “Antiquated devices like coin-operated copiers are not meeting their printing needs and create c ash management headaches

for university staff. EFI’s M500 station provides the easiest way for users to access, pay and print in a completely self-serve environment.” Tablets, mobile phones and laptops, as well as the use of online cloud storage, are the new tools for students. According to a Harris Interactive poll, the number of students using tablets has tripled over the past year, and 36 percent of the college students surveyed plan to buy a tablet in the next six months. Additionally, 63 percent believe that tablets will replace textbooks in the next five years. At the s a m e t i m e, pr inted documents and materials are still a requirement at most universities. The M500 station is EFI’s latest addition to a line of more than 4,000 self-serve copy and print devices installed across the United States handling over 100,000 transactions per day. A flexible and scalable

system for colleges and libraries, the M500 station addresses student demands for printing from any mobile device, as well as from popular cloud storage services. It features a large 10-inch color touchscreen, provides secure encrypted communications, integrates with campus card and billing systems, and works with any PostScript printer or multi-function printer. The station supports 1D/2D barcode scanning for mobile devices and discount cards. A simple user interface with support for multiple languages speeds transactions. EFI has a full line of products that meet the needs of the college and library market, including: cash card vending kiosks, register software and card readers for staff sales of cash cards, and back-end management and reporting software.

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101 Issue September 2012

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OEM UPDATE

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101 Issue September 2012

Remanufacturing the Xerox WorkCentre 3550 Toner Cartridge By Mike Josiah, Technical Director of UniNet Imaging

Mike Josiah Mike Josiah is the Technical Director at UniNetâ&#x20AC;&#x2122;s East Coast office, a global distributor of toner, Smartchips, OPC drums, and other toner remanufacturing components. Mr. Josiah is an industry veteran since 1987, and a member of ASTM committee F.05, the STMC Technician Certification committee, as well as an STMC trainer. He and his support team at UniNet contribute with technical articles to industry trade magazines, and conduct seminars at association meetings and tradeshows worldwide. First released in September 2010, the Xerox WorkCentre 3550 printers are based on a 35ppm, 1200dpi engine. The first page out is rated at under 9 seconds, and the monthly duty cycle is up to 75,000 pages. All models released so far are multi function in that they are print, copy, scan, fax, duplex and email capable. 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. See Figure 1

HY cartridge 106R01530 (11k pages USA) 106R01531 (11k pages Europe) Cost $199.99* *Costs as of 8/2011 The printers in this series so far are the: Xerox WorkCentre 3550 Xerox WorkCentre 3550/X Required Tools 1) Toner approved vacuum. 2) A small Common screw driver 3) A Phillips head screwdriver 4) Needle nose pliers Required Supplies

Figure 1 There are both LY (5,000 pages) and HY (11,000 pages) cartridges available. Each version of cartridge has its own specific chip, but the cartridges themselves are identical. These are nice easy cartridges to remanufacture and have a nice profit margin as well. The cartridges used in these machines are listed below.

Xerox WorkCentre 3550 toner, 145g LY, 265g HY Replacement chip (HY or LY) Replacement Wiper Blade Replacement Developer roller Replacement PCR 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 2

106R01528 (5k pages USA) 106R01529 (5k pages Europe) $129.99*

Figure 3 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 4 & 5

Figure 4

LY Cartridge

Cost

2) Gently pry off plastic drum axle bushing. Keep this bushing with the appropriate end cap when removed. Each side is different. See Figure 3

Figure 2

4) On the opposite side of the cartridge, remove the three screws on the left end cap. See Figure 6 5) Gently pry off plastic drum axle bushing. Keep this bushing with the appropriate end cap when removed. See Figure 7 6) On the top edge of the end cap,

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101 Issue September 2012

Remanufacturing the Xerox WorkCentre 3550 Toner Cartridge

Figure 5

Continued

Figure 9

Figure 13 the tape will help keep them in place See Figures 14 & 15

Figure 6

Figure 10 Figure 14

Figure 7

Figure 11

there is a plastic tab. Press in on the tab and remove the left end cap. See Figures 8 & 9.

9) Remove the waste chamber. See Figure 12

Figure 8 7) Lift off the roller cover. There is a PCR cleaning roller attached to the cover. Vacuum this roller clean. See Figure 10 8) Carefully pry up the side plastic tab to release the waste chamber. See Figure 11

Figure 15 12) On the fill plug side, press in on the plastic tab and remove the spring/plastic bushing assembly. See Figure 16 & 17

Figure 12 10) On the supply hopper, remove the fill plug and dump out any remaining toner. See Figure 13 11) Remove the developer roller drive gear; put a strip of tape across the remaining gears. They do not need to be removed

Figure 16 13) Remove the developer roller. See Figure 18

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101 Issue September 2012 See Figure 21

spring is set properly. See Figures 24 & 25

Figure 17 Figure 21

Figure 25

19) Replace the doctor blade and 2 screws. See Figure 22

23) Install the drive gear on the developer roller. See Figure 26

Figure 22

Figure 26

20) Clean and install the developer roller, long shaft side to gear side first. See Figure 23

24) Fill the hopper with 135g or 290g of Phaser 3635 toner. Check for leaks. See Figure 27

Figure 23

Figure 27

21) Snap the spring/plastic bushing assembly in place. Make sure the tail of the

25) On the waste hopper, remove the E-ring from the drum axle. See Figure 28

Figure 24

Figure 28

Figure 18 14) Remove the two screws on the doctor blade. See Figure 19

Figure 19 16) Carefully pry up the doctor blade. This blade has a very tight fit, work it off carefully. See Figure 20

Figure 20 17) Clean out any remaining toner from the hopper. 18) Clean the doctor blade and foam seals.

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Remanufacturing the Xerox WorkCentre 3550 Toner Cartridge

Continued

26) Slide the drum axle out from the side opposite the E-ring. See Figures 29

Figure 29 27) Remove the OPC drum. See Figure 30

Figure 33

Figure 35

30) Clean out all the toner from the hopper. 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 34

Figure 36

Figure 34

Figure 37

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 from the roller. If the PCR is an aftermarket, follow the cleaning methods recommended by the manufacturer. If the PCR is an OEM, we recommend it be cleaned with your standard (Non Alcohol type) PCR cleaner. 33) Clean the old conductive grease off the PCR shaft and contact. Replace with new. See Figure 35 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 36 35) Coat the OPC dr um with your preferred lubricant and install the drum. See Figure 37 36) Install the drum axle small drum gear

side first. Make sure that the E-ring groove ends up on the small drum gear side. See Figures 38 & 39

Figure 30 28) Slide the PCR to the non contact side. Remove the PCR. See Figures 31 & 32

Figure 31

Figure 32 29) Remove the two screws and the wiper blade. See Figure 33

Figure 38 37) Install the E-ring. See Figure 40 38) Install the waste hopper on to the supply chamber. Make sure that the tabs lock into place on the side wall. See Figure 41 39) Install the cleaned PCR cleaning roller

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Figure 39

Figure 43

Figure 47

Figure 40

Figure 44

Figure 48

Figure 41 cover assembly. See Figure 42

Figure 45 42) Remove the tape from the gears, and install the left side end cap and three screws. Make sure the top rear tab locks in place. See Figures 46 & 47

Figure 49

Figure 42 40) Install the right side end cap and three screws. Make sure the top rear tab locks in place. See Figures 43 & 44 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 45

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of the drum axle bushings are set in the correct orientation. These bushings could actually be called separators in that when set in the â&#x20AC;&#x153;newâ&#x20AC;? position as described above separate the developer roller from the drum just a bit helping to prevent flat spots on the developer roller. 44) The chip is held in place by plastic 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 Figure 49

Printing Test Pages: 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 you have the correct bushing for this side. See Figure 48 NOTE: It is very important that both

As these machines are copiers, the easiest way is to just make a copy of a suitable test page. Repetitive Defect Chart OPC Drum Supply roller PCR Developer Roller

75.5mm 44.9mm 37.7mm 35.2mm

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101 Issue September 2012

Derivative Printer Consumables By Mr. Yusen Zhang, Product Manager, Ninestar Image Int'l Ltd.

To be dedicated in providing the consumers with more cost effective printer consumables and to meet the ever changing compatible market, many manufacturers have been devoting themselves to developing Derivative Printer Consumables which are easily accepted by the market. Here we define Derivative Printer Consumables as a product or technology that is able to reprocess the used OEM consumables by using certain technological approaches or developing new software to make them reusable. Derivative Printer Consumables had been confined to Refill kits in the early stage. For inkjet printers, Derivative Printer Consumables are mainly used on cartridges with print heads, such as HP, Lexmark and Canon. They simply drill on the cartridges and refill it with an injector, which causes frequent problems like ink leak and dropped ink. The aware manufacturers have been tr ying to develop high end Derivative Printer Consumables in the last few years. From 2008 to 2011, many high

performance consumables were brought up in the industry trade show. The boom of technological and workmanship innovation boosts the leap of Derivative Printer Consumables from low end to high end. Product experts from Ninestar summarize the features of high end Derivative Printer Consumables as: (1) Printer Reprocessing Reprocess the printer, crack the chips and realize continuing printing. (2) Software Development Newly developed software enables the customers to be authorized to use compatibles. Epson released its CISS series at the end of 2010 to stop the compatibles entering the market by using serial numbers. Recently, new software has been developed to realize printing with no serial number needed. (3) Refill Series R e c e n t l y, Refill Series are the typical representative of high end Derivative Printer Consumables. To take Ninestar products as an example, af ter 2 years of research, p r ac t i c e, t e s t i n g and certification from the industry authorities, the high end Refill Series have the below specs: A: Negative Pressure Theory To l e t t h e c a r t r i d g e s initiatively absorb the inks instead of refilled passively, which not only guarantees the

perfect refilling quality but also avoids ink leak caused by positive pressure refilling. B: Environmental Protection Equipped with a closed ink-sac that isolates the ink and users to simplify the refilling process and avoid ink leak to realize the concept of Eco-friendly. C: The special appearance design for high capacity enables repeated use, and is easy for storage High end Derivative Printer Consumables has the above specs and many varieties. Due to the traditional consumption and cognitive model, the golden age of Derivative Printer Consumables is still far away from us. It is learnt that most of the users still regard Derivative Printers Consumables limitedly as a simple “Drill and Inject ” refilling product; so this confined understanding is the largest barrier for the development of high end Derivative Printer Consumables. It still needs quite a long time for the users to accept and understand what high end Derivative Printer Consumable is. In the years 2010-2012, Ninestar launched Eco-Refill products in order to on one hand lower the high printing costs and to let the users experience easy refilling process on the other. We believe as the innovative technologies of “Cloud Printing” and “HD Movie” keeps advancing, Derivative Printer Consumables will be developing with the aftermarkets under the competition between them and the OEMs. For Eco-Refill product demo, please visit: http://www.ggimage.com/support/video.html

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2012 年 9 月总第 101 期

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九月，时光飞逝，当大部分读者拿到本期的《亚洲再生业》杂志的时候，2012 年的全年的时间已经逝去大半，在感慨岁月蹉跎的同时我们也不禁要试图做些纪念，将一年当中所经历的最值得回味和铭记的部分留念。而在西方世界，九月也称为收获月，据说这个时节人们将作物收获向神明献祭，并开始聚在一起进行一些集体性的庆典，享受一年中难得的时间。有趣的是，今年影像耗材行业的集体性活动也似乎不约而同的“集体” 扎堆在了后半年，无论是珠海展，上海展，GITEX 展几乎都分布在了今年 9-12 月短短的三个月间。当然其中也包括由《亚洲再生业》杂志主办的 11 月 7 日 -10 日东南亚办公耗材展和 12 月 6 日 -8 日的美国洛杉矶办公耗材展。虽然时间相对集中，但是因为展会分布区域和目标市场的区别给了参展企业不同的市场机遇，其带来的市场回报和收益也就不尽相同。而且时间上虽然集中但是也并非重叠，还是留给给了大部分企业充足的消化时间，似乎是为了照顾那些希望多走走看看，以便赢得不同市场客户的企业们。本期杂志我们也推荐了部分 11 月东南亚办公耗材展的参展商信息，如果您对他们的产品和企业感兴趣的话，我们欢迎您加入到我们东南亚办公耗材展当中，体验东南亚地区，特别是印度尼西亚巨大的市场潜力。特别值得一提的是，本届展会是和印尼当地最大的全印展“ALL PRINTER”共同举办，无疑给了参加者更多的商务外延机会。另外本期杂志还做了一个比较有意思的选题，我们进行了影像耗材行业一些杰出女性代表的介绍。这个想法来源于我们之前对于珠海奥贝卡乐公司钱瑛女士的采访，让我们开始注意到在影像耗材行业当中，其实不乏着一大批出色的巾帼女性，如中国计算机行业协会耗材专委会秘书长张慧军女士，珠海鹏博鄢学敏女士，《亚洲再生业》杂志出版人 Sunny Sun 女士，Ink 2000 公司 Si Si Yu 等等。她们凭借着她们独特的视角和方式，以她们特有的才干和智慧或领导着一些知名企业的发展，或默默的进行着最前沿的技术研发和革新，或为这个行业的进步奔走联络。但是不管怎样，她们的努力最终都在推动着我们影像耗材行业整体的发展和提高，她们也带给了这个一直以男性为主的行业带一些不同的色彩。希望我们的这些相对于她们杰出的成就而显得单薄的介绍文字，能向她们的无私奉献致敬。

再次，感谢您对于《亚洲再生业》杂志的支持，祝您阅读愉快！

执行编辑刘师同

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Outstanding Women in Consumables Industry

在男性为主导的打印耗材行业，《亚洲再生业》杂志悉闻行业里也依然有许多杰出的女企业家，女强人、女精英、女性领导者，她们有着非常突出和优秀的业绩，为打印耗材行业创造了巨大的经济效益和市场价值。我们秉承报道优秀人物的先进事迹，以供行业广大读者学习的目的，希望对她们的经历进行一一介绍，从而鼓励耗材行业中更多的女性领导者通过自身的努力达到自我价值的提高。

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总第 101 期

细数耗材行业中杰出女性（第一部分）本期内容将为您介绍以下四位耗材行业杰出女性的代表：

欧阳彦

钱瑛

总经理、彩色硒鼓领域的

总经理、俄罗斯 BUSINESS-

专家、优秀企业领导者

INFORM 展会中方组织者

所属企业、组织或者团体：珠海名图数码科技有限公司

所属企业、组织或者团体：珠海奥贝卡乐数码科技有限公司

主要贡献：

· 带领名图发展成为中国彩色硒鼓的主力军

· 创办珠海奥贝卡乐数码科技有限公司，长期担任领导者，

行业宣言：让这个行业向健康的方向发展

引领企业发展 · 参与俄罗斯 BUSINESS-INFORM 展会 · 培养影像耗材领域国际贸易的专业人才 · 致力于促进中国耗材企业进入俄罗斯市场

行业宣言：打造精英团队、服务耗材行业

珠海名图科技有限公司是中国最具规模的专业再生彩色硒鼓制造商之一，是集研发、生产、销售于一体的现代化环保科技型企业。公司致力于在再生彩色硒鼓领域为客户提供创新技术与产品解决方案，MITO 品牌耗材产品远销世界 100 多个国家地区。公司成立于 2003 年，2005 年成为中国第一家专业生产彩色硒鼓产品的耗材企业，2010 年名图再生耗材产品销量，名列全球通用耗材前三甲。公司始终坚持环保再生彩色硒鼓事业，努力满足客户需求，先后通过了 ISO9001：2008、 ISO14001：2004、 STMC、 QC080000 以及第三方检测机构 RIT 打印测试认证。 Mito Color Imaging Co., Ltd is one of the largest color toner cartridge manufacturers in China and has more than 200 models

珠海奥贝卡乐数码科技有限公司致力于为客户提供打印机和复印机其他配件的服务。珠海奥贝卡乐数码科技有限公司向客户保证其万门的产品服务及产品质量控制系统。其成像卡盒兼容于许多大的原装品牌，有健全的复印机粉盒系列。遵循客户至上的原则，团结一致共同完成其客户服务使命。 Zhuhai ABColor Digital science & Technology Co., Ltd guarantees

that you’ll experience first-rate service, with advantages of product package, quality controlling system, no MOQ required. Their cartridges are compatible with many of the top printer brands

including Brother & HP as well as all kinds of copier toner cartridges. Their qualification rate is 99%. Last year, we experienced a 30% increase in export sales, proof of their ability to meet overseas market demands.

available for option. We cooperate only with first-tier supplier in the world for our main material (Such as SCC of USA and Mitsubishi

of japan etc.). We are certified by ISO9001, ISO14001 and STMC. Our customers spread from America, Europe to Australia.

03 Si Si Yu 总裁、连续供墨及喷墨墨水领域专家

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专题文章 / FEATURE ARTICLES 所属企业、组织或者团体：Ink2000 Corporation 主要贡献：创办 Ink2000 Corporation 公司并担任总裁积极投入喷墨及连续供墨技术的研发和创新

行业宣言：质量就是生命，质量就是信誉个人经历：Sisi Yu 是美国加利福尼亚州 Ink2000 公司的创建者之一，并从 2000 年开始担任总裁。在此之前，Sisi Yu 女士是洛杉矶 Aerojet and ITT 公司的信息系统经理。她拥有在图像用品行业超过 17 年的从业经验。她个人在金融，计算机科学也有着很强的教育背景，她领导 INK2000 不断的发展壮大。她的专长包括销售，市场营销，通信，喷墨知识和组织管理。她是一个非常勤奋的女性，总是试图找到问题或疑虑正确的解

2012 年 9 月总第 101 期

INK2000 Corporation is a manufacturer of printing ink and consumables since 1995. Our manufacturing plant is located in the

industrial zone of Northridge, California, offering clients convenient

access to international transportation and logistical infrastructure. Our product range includes; pigmented and dye-based ink formulas, premium UV inks for indoor and outdoor applications, and eco-

solvents and cleaning solutions for use in desktop, wide-format and

continuous ink systems. Our products meet international quality standards and are supported by a 24-month warranty. With almost

30-years experience in the ink and printing industry - Ink2000

Corporation has knowledge of inkjet inks and stand behind the quality of our products. It has been a preferred supplier to many leading international companies.

决方案。她也不断思考和寻找做事情更好的方法，以及如何提高。在过去的 10 年中，她分享了她的知识和经验与客户建立一个制作再制造墨盒设施，此外，她还帮助过他们的海外客户建立油墨制造商厂。

Sisi Yu is the original founder of Ink2000 Corporation and has served as the president of Ink 2000 in California, U.S.A. Prior to her current position, Mrs. Yu was an information system manager for

鄢学敏

the defense company Aerojet and ITT in Los Angeles, California.

总经理、优秀企业领导者

She has more than 17 years of experience in the image supplies

industry. She holds her master in finance and computer science, with this special education background; she has been leading INK 2000

to be a great successful company. Her areas of expertise include sales, marketing, communication, and inkjet knowledge and organization

management. She is a hard working woman and always try her best to get things done. She is someone that can be trusted and always

keeps her word.. She is also a great thinker that always tries to find the correct solution for problems or concerns. She is also constantly

thinking and searching for better ways to do things and how to improve. In the past 10 years, she has been sharing her knowledge and experiences with customers to set up a production remanufacture cartridge facility and furthermore, she had helped their oversea customer to build the ink manufacturer plant.

所属企业、组织或者团体：鹏博科技有限公司主要贡献： · 多年如一日领导鹏博科技有限公司不断壮大

行业宣言：与再生耗材行业发展共同进步个人感言：进入再生成像卡盒这个行业或是因为机缘巧合，执着并坚守在这里确是源自对再生的肯定与热爱。从最初的小试牛刀到如今的初具规模，我庆幸能将其发展为事业且沉醉其中，乐此不疲。我们可以高调地宣扬节能环保拯救地球，更可以身体力行地为地球做些什么。如果说打印机，再生成像卡盒是文明社会的代谢产物，那么循环利用就是变废为宝的价值再现。十几年的从业经验让我更深地理解了这份坚持的可贵：志同道合的人们凝结成如今的优秀团队，规模在摸索中发展壮大，市场从国内延伸至国际，再生的理念更是在不知不觉中由萌芽

INK2000 公司是一家自 1995 年以来生产墨水和耗材的企

成长为主流，这就是让我醉心的收获。

业。制造工厂设在加州北岭工业区，能为客户提供便捷的国际运输和物流基础设施。INK2000 公司的产品范围包括色素和染料型油墨配方，室内和室外应用的优质 UV 油墨，环保溶剂和台式机清洁解决方案，宽幅连续式供墨系统。INK2000 公司的产品符合国际质量标准，并提供 24 个月的保修期。随着在喷

鹏博的发展史：鹏博科技成立于 2001 年，并开始从事打

墨和打印行业近 30 年的经，Ink2000 公司的喷墨打印机墨水技

印耗材零售和批发。在 2005 年建立了自己的厂房。产品远销

术确保了产品质量。它一直是许多国际著名公司的首选供应商。

世界各地，包括北美洲、欧洲、南美洲、中东和其他地区。

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专题文章 / FEATURE ARTICLES

2012 年 9 月总第 101 期

今天的鹏博：因管理层的前瞻和远景，2010 年三个工厂合并成一工厂集团，达到生产成本效益和市场占有率，今天的鹏博在中国打印耗材制造和出口，拥有一定的领导地位。2011 年 4 月在中国耗材之都——珠海成立了新厂房，面积约 13，000 平方米，拥有国际认证的 STMC、ISO9001 和 ISO14001, 均符合国际技术标准和环保水平。鹏博提供全套产品系列，包括再生（回收）和兼容（新模）碳粉盒，各款彩色系列是我们重点研发和生产的，现在月产量约 750，000 个。

Zhuhai Ever-Bright Technology Co., Ltd was founded 2003. It

is skilled in recycling laser toner cartridge empties; the 70 percent of our products can be recycled. It specializes in researching and developing, manufacturing and selling laser printer supplies like toner cartridge. The products are compatible with the famous bands such as HP, SAMSUNG, Canon, Brother, Lenovo, Lexmark, Panasonic, Epson, Xerox, Kyocera, and Minolta and so on. The products are popular in Europe, American, Africa, Australia, Hongkong, Southeast Asia and some other countries and areas. About 7000-8000pcs are sold in Mainland China every month. （未完待续⋯⋯）

Channeling New Markets

开拓全新市场作者：Ronelle Ingram 无论是原始制造行业还是兼容再生

分销商和服务公司构成的不以盈利为目

的 BTA 会员折扣和产品是最新的。它为

行业的分销商和零售商们，都面临整体

的的行业协会。 BTA 的核心成员是以帮

BTA 成员之间有机会提供相应的折扣和

打印业务和纸张消耗放缓的趋势。根据

助企业获得在办公技术领域最大化收益

增值产品提供了便利的条件。

一份可靠的专家研究报告称，实际使用

为目标，可进行咨询、销售和硬件服务

BTA 向会员发行了一本月刊：《办

的复印和打印总量将从 2014~2015 年开

服务、软件和耗材的独立所有的代理商。

公技术》（Office Technology），还

始下降。

通过协会的各种教育活动，信息，研究，

每周通过电子邮件发送热点细信息；

有个问题将在今后一段时间内一直

法律服务，指导和出版物，BTA 会员中

每月举办的教育网络研讨会，提供各种

困扰所有跟书面纸张印刷及打印行业相

的代理商被定位为整个美国商用办公技

教育服务；另外还举办区域会议和设立

关的企业，即“在一个不断下跌的市场

术的主要来源。

BTA 法律热线。 BTA 的总顾问，Robert

环境当中，如何使我的公司保持发展态

BTA 贸易协会拥有约 760 余家会员

Goldberg，自 1977 年 1 月以来就一直

企业，85％是办公技术的代理商。所有

承担帮助确保供应商的合同是公平和公

我并没有水晶球或者阿拉丁神灯这

的这些独立所有的办公设备经销商低于

正的这一任，还可以协助经销商和供应

样让您能快速取得成功的秘方，我有的

BTA 渠道当中的服务和零售销售代理商

商正确处理人事事宜，并引导他们解决

只是经常被境外兼容耗材产品制造商忽

的总和。BTA 渠道购买和转售办公设备

任何商业纠纷。 Goldberg 先生可免费为

视的，关于 BTA 和 VAR 渠道的分销经验。

耗材的曾经一度超过上万家公司，每月

其他 BTA 会员提供咨询服务。会员还可

创造近百万印刷图像（包括复印和打印）。

以使用协会资料库中的合同，协议，公

务供应商们使用兼容耗材产品的机会，

剩下 15％的 BTA 成员是硬件和软件的制

文和建议的样本，并可定制一个特定的

因为打印管理服务协议需要提供服务的

造商、供应商、分销商和服务公司。

经销店模式。

势，提高盈利能力？”

BTA 和 VAR 渠道，增加了 MPS 服

供应商能够向客户提供其需要的所有打

多年来，BTA 在帮助代理商达到更

由经销商会员当中的志愿者创立，

高水平的成功发挥了重要的作用。 BTA

BTA 致力于帮助加强对经销商的分销渠

BTA 和 VAR 渠道的经销商是新兴的

的教育方案的主题内容包括网络服务管

的完善。可根据年收入评定各级供应商

非 OEM 办公设备用品的潜在买家。许多

理，财务基准和打印管理服务等议题。

的会员资格。进入市场，进入 BTA 渠道

亚洲的兼容耗材产品的制造商，尚未意

BTA 区域的地区组织提供教育和网络会

或成为中间商最简单的方式就是成为会

识到 BTA 和 VAR 渠道的买家这一新的市

议。每个与会的成员均有大量的机会，

员并直接访问已经列出了所有代理商和

场。

向主要发起人学习，与与会其他成员相

正式成员信息的目录。想要成为他们的

互作用，向展示的赞赏学习产品和服务。

会员？可访问 www.bta.org 网站在线申

这些内容均是有计划的，由协会全美的

请。

印机和复印机产品。

BTA 渠道是什么？商业科技协会成立于 1926 年，总部设在美国密苏里州堪萨斯城，是由提供办公技术的代理商，中间商，制造商，

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成员所主持。

（未完待续⋯⋯）

除了它的教育计划，BTA 还提供了日益增多的会员福利。BTA 会员市场内

专题文章 / FEATURE ARTICLES

2012 年 9 月总第 101 期

Taking Stock of the Patent Case in Imaging Consumables

以史为鉴——影像耗材行业专利案件大盘点国际金融危机的冲击下，耗材行业也深受影响，无论是原装还是兼容企业，都在寻求新的出路。专利这一关键词，在近几年被频繁提及，原装加大了专利诉讼的力度，兼容行业也意识到了自身薄弱处，着力加大研发自身专利，同时维权意识加强。

2010 年 2010 年 2 月兄弟起诉德国数家公司侵权之案兄弟公司在德国起诉了德国本土耗材企业 Pelican 和数家欧美公司，就其 LC61 墨盒检测机构专利问题起诉侵权，最终以该企业停止销售具有侵权的产品而落幕。 2010 年 3 月 5 日惠普起诉台湾等墨盒生产商侵犯专利指控台湾研能科技股份有限公司等 6 家，违反美国《1930 年关税法》第 337 条款，要求颁发禁止进口令和停止令。并要求 3 倍于损失的赔偿以及其它金钱赔偿。 2010 年 4 月，ITC 对惠普 02 墨盒专利案件展开调查该案件调查范围包括某些墨盒及打印头等零件，涉案产品是喷墨打印机墨盒。当月，惠普与天威控股有限公司达成了一项协议。根据天威发布的书面声明，天威承诺协助预防未经授权的惠普 02 系列兼容墨盒运往美国及其它几个拥有惠普 02 系列墨盒专利的国家，即英国、德国、法国、日本、韩国、印度、澳大利亚、墨西哥和巴西。 2010 年 6 月 25 日惠普起诉中国 7 家耗材企业侵犯其墨盒专利 Hewlett-Packard Company of Palo Alto 和 HewlettPackardDevelopment Company,L,P.of Houston 起诉中国 7 家耗材企业侵犯其墨盒专利，惠普要求美国 ITC 颁布普遍排除令和停业及禁止令。 2010 年 6 月 30 日佳能起诉中国耗材厂商侵权佳能向美国国际贸易委员会（ITC）投诉纳思达及关联公司，指控后者侵犯了佳能 2 项成像卡盒专利，以及家销售纳思达产品的美国公司的侵权行为。佳能要求国际贸易委员会下令，禁止纳思达的侵权产品被进口到美国市场，同时提起相应的民事索赔诉讼。 2010 年 7 月 5 日佳能诉讼中国企业墨盒专利侵权，被指打压竞争早在 2006 年初，日本爱普生就在美国指控包括纳思达在内的 24 家兼容耗材厂商，在其销售的墨盒上侵犯了爱普生的专利。所有被诉厂家中只有纳思达 1 家应诉。ITC 做出裁决，发出普遍排除令，所有涉案产品不得在美国市场销售。 2010 年 8 月 20 日，利盟公司提出诉讼，指控 24 家生产和销售利盟兼容成像卡盒的企业

涉案产品适用于利盟多个型号的激光打印机和多功能一体机产品。利盟在向美国 ITC 提出诉讼中称，这些成像卡盒至少侵犯了利盟的 15 项专利。利盟请求 ITC 颁发禁令，禁止涉案公司进口、销售涉案成像卡盒。 2010 年 9 月 HP 带头墨盒专利诉讼惠普在美国旧金山联邦法院向几家台湾和香港公司在全球回收带头墨盒这一行为提起诉讼 , 称侵犯了惠普技术专利，盗窃了惠普产品而进行销售。

2011 年 2011 年 2 月 11 日，美国 LossesLLC 公司起诉多家影像打印 OEM 厂家侵犯其专利权被告公司包括：兄弟国际、佳能（美国）、惠普、 Hulu、联想、利盟国际、摩托罗拉、Novell、三星电子和 Trend Micro 等。 Lodsys 称这些企业一共侵犯了其 3 项专利。“可定制设计模具”、“通过社区网络收集信息的方法和系统”、 “可定制产品设计模具”要求法院颁发永久禁止令，禁止被告销售涉案产品，并对此案件产品的名誉损失、律师费和诉讼费要求赔偿。 2011 年 3 月，爱普生在欧洲市场连续发出 15 封专利侵权律师函爱普生在欧洲市场对生产和销售兼容普通墨盒者大打出手，连续发出 15 封专利侵权律师函，状告这些销售商 15 封专利律师函，如同爱普生 2006 年 337 专利诉讼，是历史上兼容和原装两军对垒以来，原装厂家发出最大规模的专利战事。 2011 年 3 月 18 日和解或败诉？惠普起诉侵权出结果惠普于去年 9 月就“HP02”专利问题状告的 11 家侵犯其墨盒专利的中国和美国公司，截止 3 月 18 日，已经有 3 家公司和惠普达成了和解协议。同时，美国法庭对其他 7 家公司做出缺席败诉判决。与惠普达成和解协议的 3 家美国公司，其实全是侵犯惠普墨盒专利的销售公司，这 3 家只是渠道，不是根源。而其他 7 家因为缺席而宣判败诉的公司，除了 1 家美国公司，其他都是内地或者港台的企业。 2011 年 4 月，爱普生向中国国家知识产权局专利委员会提出珠海天威 2 项专利无效的请求

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专题文章 / FEATURE ARTICLES

专题文章 / FEATURE ARTICLES 以史为鉴——影像耗材行业专利案件大盘点

2012 年 9 月总第 101 期

续

被爱普生提起无效的专利是天威 8 年前在中国率先开

达同意停止销售爱普生申诉的侵权产品，但是不承认有任

发的“连续供墨系统的连接装置”。目前中国耗材企业的

何侵权行为发生，同时纳思达会继续销售合法的再制造墨

外接供墨系统已成耗材的一大品类。

盒。

10 月国家专利局专利复审委公布了审查决定：一个全部有效、一个 6 项保护条款中 4 项有效。换个角度，天威

2012 年 2 月 12 日 Advanced Cartridge Technologies (ACT) 控告利盟侵权

仅算是初步“保住”了专利中的部分战果，目前仍处于劣势。

ACT 由 Steven Miller 建立，控告利盟侵犯了共 3 项

2011 年 9 月 15 日 U.S. Ethernet Innovations 控告兄弟、

专利，分别是：7,113,710、7,257,356、7,643,773 。利

佳能和德州仪器

盟否认侵权，并试图使这三项专利无效或不能执行。该诉

U.S. Ethernet Innovations（以下简称 USEI）指控兄弟、佳能和德州仪器侵犯的专利号有 5,299,313、5,307,459、 5,434,872,5,732,094。这些专利组合由 3Com 公司开发，在 2010 年 3Com 公司被惠普收购。 2011 年 10 月 28 日，惠普胜诉墨水专利官司美国国际贸易委员会（USITC）6 月裁定，台湾联华电子旗下的亚太优势微系统（APM）侵犯惠普的喷墨头专利。10 月 28 日，裁定台湾大霸电子旗下研能科技公司

讼于 3 月 29 日达成和解，和解的原因不明。 2012 年 3 月纳思达遭侵权墨盒被查获珠海九洲海关近日查获了 46200 个涉嫌侵犯珠海纳思达专利权的打印机墨盒。据悉，在通用耗材产业领域，这是国内第一起海关查获的专利侵权案。 2012 年 4 月 US Ethernet Innovations 起诉理光、施乐、趋势网络 USEI 称理光的 FAX4430NF 和 Aficio 2232C 彩色

（MicroJet Technology）和中国 PTC 控股有限公司在制造、

多功能数码复合一体机侵犯了 5,732,094、5,434,872、

贩卖墨水盒对惠普侵权。国际贸易委员会建议美国禁止进

5,299,313 号专利 ; 施乐公司的 Phaser 3000 系列侵犯了

口这些产品，并有权禁止进口及贩卖违反专利权的商品。

5,732,094 和 5,434,872 专利；而控告趋势网络的原因则

2011 年 11 月，柯达公司赢得要求科林斯墨水公司继续供货的判决科林斯公司认为，柯达公司经济状况欠佳，单方终止

与打印产品无关。 2012 年 5 月 7 日 Silverbrook Research 与 Memjet 达成协议

了和柯达公司 10 年的合作。美国法院最终判决，科林斯

根据该协议，Memjet 将直接拥有并控制与其技术相

终止供货的行为与双方的协议有关条款精神不符。对合作

关的知识产权组合。Silverbrook Research 的共同创始人

方财务状况的忧虑不能成为单方面撕毁协议的理由。判定

Kia Silverbrook 先生将担任 Memjet 董事会特别顾问及发

科林斯公司需要继续履行与柯达的供货协议。

展顾问。

2011 年 12 月，柯达被日本京瓷集团指控侵犯该公司喷墨打印机专利权柯达公司却被日本京瓷集团（KYO）指控其侵犯该公司的喷墨打印机专利权。柯达股票也因此受到影响而下挫。柯达声明：“京瓷此举是技术竞争，对手用法律手段来改变一个长期运作的合同纠纷”。

2012 年 2012 年 1 月 23 佳能控告 34 家公司侵犯其硒鼓专利佳能要求美国国际贸易委员会（ITC）对这些侵犯知识产权的企业展开 337 调查，控告这些企业进口、出售侵权专利的硒鼓，请求美国国际贸易委员会颁发普遍排除令，禁止进口侵权感光鼓和墨盒。 2012 年 1 月 30 纳思达与爱普生经过漫长的诉讼终达成和解这个诉讼始于 2006 年，当时爱普生共控告了 24 家公

2012 年 5 月 29 惠普与巴西 Multilaser 公司和解根据协议，Multilaser 承认惠普专利的正当性，以及侵犯了惠普的专利权，同意在巴西和惠普同样拥有专利的地区停止出售问题墨盒。Multilaser 还要向惠普赔偿部分诉讼费用。惠普 2011 年 4 月 12 日在巴西圣保罗州法院提起诉讼，指控在巴西进口和销售兼容惠普喷墨打印的墨盒侵犯惠普专利。 2012 年 5 月末利盟警告再生商停止购买 Greentec 公司的空墨盒许多美国墨盒再生商收到了发自利盟的律师警告信函，信函中称，利盟已经获知，这些再生商从 Greentec International 购买空墨盒，问题在于这些空墨盒并不源自美国国内，警告如不接受和解以及向利盟缴纳专利费，利盟将可能提起诉讼。到目前为止，已有 14 家再生商接受了和解。

司，纳思达是唯一应诉的企业。根据这份和解协议，纳思

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2012 年 9 月总第 101 期

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专题文章 / FEATURE ARTICLES

2012 年 9 月总第 101 期

Discussing E-Commerce Channels

浅谈电子商务当中的渠道运营宁波派瑞威行电子商务有限公司执行总裁励辉今年越来越多的传统企业纷纷入驻

我们经常看到一个现象，某品牌的

京东、卓越、当当，渠道运营。那么渠

商品在淘宝、京东、卓越、当当卖的价

最后，物流的要素，全渠道营销的

道运营与单纯运营有什么差别？

格都不同，这里因为很多传统企业都是

多复合模式，对仓储物流提出了更高的

商业的本质是为消费者创造价值。

以毛利成本核算定价的，就是在基础商

要求。一方面，全渠道运营要求支撑更

那么在电子商务上面，为消费者创造的

品成本之上 + 渠道运营扣点 + 标准毛利

为复杂的物流运作方式。各类平台的运

价值归纳有三点：便利性；快捷性；经

要求出货，运营团队卖什么价格是他自

营模式可以分为铺货模式和自营模式，

济性！电子商务的全渠道对消费者的价

己的事。这个在线下或许可行。但在线上，

铺货模式按结算条件和退货比例大致可

值在哪里？网点多：消费者在任何一个

查询比价非常方便，价格差异非常的敏

分为代销和经销；自营模式则分为直接

购物网站都能买到他想要的产品。商品

感，在网上，同款不同价的情况，不仅

发给顾客和通过中转发给顾客这两大类，

多：全渠道运营必然要求企业提供更多

会引起消费者投诉，甚至影响企业的品

再加上是否支持货到付款，是否支持直

的商品，同样，更多的商品能为消费者

牌形象。合适的做法是将各渠道的销售

接开票，所有全渠道的运营需要电商公

提供更多的选择。各渠道平台会对商家

占比和渠道平台的扣点进行测算，确定

司支撑大约有 8-10 种分类的物流模式，

的运营能力提出更高的要求，商家为了

一个平均扣点。再用它来反算平台渠道

其间有不同的包装、标签、打单、配送

获取合作资格，必然会努力改善内部结

的运营扣点来确定全渠道的统一定价。

的要求。另一方面，对发货准确性和及

构和服务能力，最终消费者获得的必然是最佳的购物体验。全渠道运营让我们的工作从单点走向立体，从双方演化成多方，只有到这一阶段，电子商务才真正让电子的处理方式和商务的复杂性进行结合。那么电子商务的全渠道运营需要哪几个要素来切入呢？

店铺要素：店铺运营就一个要点，就是要吸引人。能吸引人，访问深度、转化率、单价都会跟着上去。在全渠道的环境下，各渠道的人群特征以及对商品陈列和推荐的影响。三大网购平台分布在不同的地方，淘宝在杭州、京东在北京、拍拍在广州，其各自的核心会员大多呈现区

商品要素：

域化，各有各的特征。所以我们在什么

第一个是商品。在电子商务的运营

渠道下卖东西，需要给消费者的东西是

中，商品的重要性怎么强调都不为过。

不同的，就算是同样的东西，给的卖点

首先：我们要改变原来不适合电子商务

和推荐理由也需要不同。

的商品结构。从有什么卖什么，到卖什

另外，针对众多的渠道平台，我们

么有什么理想王国。做到这点，需要强

需要将渠道平台进行分类和分级，谁是

大的市场分析能力、计划能力、组织能

根据地、谁是主战场，这样区分的好处

力、和快速反应的供应链来支撑。其次：

在于针对于主流渠道，获取的是最主要

商品的结构决定着销售的结构，我们常

的销售额和会员口碑，针对于清货渠道，

用的是二元结构法：横向按品类、款类

可不上新货的，在过季的时候进行库存

占比分配，并考虑季节因素；纵向按引

清仓。在渠道活动、商品价格、商品数

流款，主推款，常规款，清仓款来进行

量发生冲突的时候，优先保证什么。值

分配。好的商品结构会指导你正确的下

得注意的是在多店铺运营时，在每个店

货，正确的出货，达到库存平衡。最后：

铺里的主推商品和主题活动都应该是不

有了商品就需要定价，成本、毛利、各

同的，这个不同是要针对于在当前店铺

平台的平均扣点、市场竞争力、策略性

的当前渠道平台里突出独特性。

物流要素：

时性的要求也更高。这部分需要通过信息系统的支撑来实现，像某家电子商务公司，他们和物流配送已经可以帮到半自化，即物流部门分为内外两个场，内场为自己的工作人员，外场的为多家第三方快递公司的人员，内场进行数字化标签管理，外场根据标签来接收和发运物品。这一切的控制都是通过强大的系统来实现，比如它要计算第三方快递公司每天的发货能力、发货时间、配送的优势区域（网点多）、价格（有的按件算、有的按份量算），对订单进行自动计算和排列，进行物流运作的最优化匹配。麦考林和凡客这两家公司，一家是纳斯达克的上市公司，一家是国内风头最劲的电商公司。去年他们入驻天猫，开始有了相当大的动作，找了专业的代运营公司进行独立运作，公司内部的模式、流程、系统也随之做了相应的调整，以符合多渠道运营。像麦考林和凡客这样的自主垂直平台都能克服自有的单一平台模式开始多渠道发展，其他勇于尝试的传统企业则更应该加速进入这个领域，以获取电商全渠道时代发展的红利。

产品都要考虑。

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专题文章 / FEATURE ARTICLES

市场动态 / MARKETING TRENDS Int'l ITC Stands Behind 3rd Party Remanufacturers against Lexmark

2012 年 9 月总第 101 期

Digital Printing is the Right Direction, But Profit Earning is an Arduous Undertaking

国际影像技术委员会后援第三方再制造商反对利盟

数字印刷是大方向盈利之路却任重而道远

根据一篇出自 Actionable Intelligence 公司，Christina Bonadio 的文章资料信息显示，

湖南天闻新华印务有限公司（以下简称“湖南天闻”）是一家国营企业，在 2008 年，引进了 1 台 HP Indigo 3050

国际影像技术委员会（简称：Int’l ITC），在执行董事 Tricia

数字印刷设备，印刷小批量的样书。这台数字印刷设备，并未

Judge 的敦促下呼吁第三方再制造企业积极与该委员会接洽，以帮助

产生直接利润。但该公司一直都非常关注数字印刷技术，希望

他们应对对原始设备制造商利盟的威胁。

在适当的时间引进更多的数字印刷设备，向按需出版印刷、个

早在今年 5 月，利盟公司通过其律师向使用从国外购进的利盟空

性化账单印刷等方面转型。

盒的美国再生耗材制造企业发出了一封信，告知他们要么“接受现在正在美国地区法院进行着的利盟专利案件诉讼请求中和解要约的不可转让的条款并支付专利特许权使用费”，或面临“被添加到被告人名单之中”的风险。虽然原被告（Ink Technologies Printer Supplies 等

当前有不少传统印刷企业都在积极地引进数字印刷设备，开拓数字印刷市场，但是其中真正能依靠数字印刷实现盈利的企业却屈指可数，在我看来，其原因有二。首先，数字印刷品虽然单件的利润较高，多以小批量为主，

公司）已经签署了同意的判决和永久禁令，利盟又再次增加了“John Does 公司”作为该案件的被告。后利盟更进一步责令一家加拿大再

流水不多，而传统印刷企业通常规模较大，运营成本较高，加

制造商 Greentec International 公司对外公布曾从他们那里购买利盟空

之传统印刷和数字印刷的营销模式有着本质的区别，传统印刷

盒的客户名单。Greentec 公司还被责令透露其获得来自美国以外的利

企业采取传统营销模式，在数字印刷方面自然难以盈利。

盟墨盒的比例。此后利盟得寸进尺，向 Greentec 公司的这些客户发

其次，虽有不少传统印刷企业开展数字印刷业务，但大

出警告信，威胁如果他们不接受利盟的和解协议也将他们一并牵连入

都将其作为“副业”，没有也不太可能投入全部的精力，所以

诉讼。

与一些专业的数字印刷企业相比，许多能够节省成本的生产和

利盟此举是试图以“专利权用尽”为借口对再制造企业进行打压。

管理方式难以得到实施，从而影响了盈利能力的提高。

这里的“专利权用尽”是指“所有人对的专利产品的专利所有权之道卖出后的最大限度”。在之前的一次诉讼，“Jazz Photo Corp. 公司诉国际贸易委员会的案件当中，美国联邦巡回上诉法院认定：如果一个产品的首次销售发生在美国本土以外，那么该产品受到美国的专利法保护”。一方利盟认为自己是试图用各种合法的手段来保护自己的知识产权，而另一方则是再制造商们认为它是利盟获得赔款和打击竞争对手的肮脏战术。这将包括一些因为规模太小，对于利盟这样印刷巨头发起的代价昂贵的专利侵权诉讼无力面对无法为自己辩护的小企业。 Tricia Judge，国际影像技术委员会执行董事讽刺表示：“这将是利盟‘利用律师为自己打广告’的漫长而又辉煌的历程当中的又一亮点。这是一个荒谬的摸底滥用的法律制度，并进一步延伸爵士摄影的，这是以往任何时候都打算去。” 国际影像技术委员会正在帮助收到利盟传票或者警告信的再制造

传统印刷企业在开展数字印刷方面有很多得天独厚的优势： ①传统印刷企业对印刷的理解更深入，印刷技术水平更高；②传统印刷企业能更好地将传统印刷和数字印刷相结合，为客户提供“长版 + 短版”全方位印刷服务；③传统印刷企业有相对丰富的客户积累，可在现有客户中开发短版印刷的需求。即便如此，传统印刷企业依旧不可掉以轻心，不能将数字化转型简单地视为数字印刷设备的引进，而是应该在人才储备和营销模式上多下功夫。在人才储备方面，传统印刷企业应加强 IT、数据管理等高科技人才的培养和引进力度，让这些人才用新思维武装企业；在营销模式方面，传统印刷企业则应摈弃原本单纯提供印刷加

商，他们可通过 Katie@i-itc.org 与国际影像技术委员会联系，并留下

工服务的方式，参与到客户的经营中去，成为客户的合作伙伴，

自己的姓名，公司名称，地址，电话号码和电子邮件地址。他们整理

为客户提供完善的解决方案，比如在为金融保险行业客户提供

了一份类似的案件简介“Kirtsaeng 诉 John Wiley & Sons 案，同样是

个性化账单、保单印刷服务的同时，为其提供更有价值的数据

一起销售发生在美国本土之外的‘专利用尽’案件”。此外，“‘第

收集、分析和挖掘服务，以提升盈利水平。

一销售原则’的关键应针对是生产制造和销售均在美国本土，或生产制造在美国本土海外销售的产品。” Tricia Judge 有信心，Lexmark 的专利诉讼将是无法成功的，是其使用“先出售主义”对再制造商的战术。

可以坚定地认为，数字印刷将是传统印刷企业重要的发展方向，但通往盈利的路却任重而道远。

来源：科印网

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市场动态 / MARKETING TRENDS

2012 年 9 月总第 101 期

Laser Printer Market Faces Competition

激光打印机的市场面临竞争回顾上半年，激光打印机市场的发

入式软件，可以在没有打印任务时，让

可供一个大中型城市使用一个月！

展走势，用两个字来形容，那就是“惨烈”。

打印机会自动休眠进入深度节能模式，

此外，富士施乐还在新机型中加入

大环境不景气是一方面，市场需求减弱，

当用户发送打印任务时，又会通过独有

智能元素。例如智能眼技术，就是一种

理性消费占据多数。另一方面是技术，

的 0 秒预热技术，从休眠状态下迅速自

人体运动传感技术，用于从休眠模式恢

无论是硬件，还是软件，技术的纵向发

动开机，这种设计不是让用户适应产品，

复至正常模式，当有人靠近复合机后，

展已经结束，接下来是厂家各显神通。

而是让产品适应用户习惯，的确要赞扬，

装在复合机前端的热释电传感器和反射

是在思路上发生转变。

传感器通过配合从而进行智能判断，认

激光打印机回顾这些年的发展，可以说最近五年变化最大，无论是打印速度，精度，都已经达到一个高度。能否进一步提升？但成本太高，从用户的角度关注不多。如今在采购打印产品的时候，采购人员更多会比稳定性，比品牌，比售后服务，比耗材的价格。目前市场已经从卖方主动变成了买方主动，谁也不想在这个时候卷入价格战的漩涡，人性化、智能化、环保正在成为接下来激光打印产品的发展方向，

低功耗是激打的发展之路随着《打印机、传真机能效限定值及能效等级》强制性国家标准的出台，功耗已不再是产品不可告人的秘密，因为这项标准把打印设备能效标准分为三级。一级是目标值，达到一级要求的是先进、高效产品；二级是节能评价值，

为他将使用复合机的话，会唤醒系统，提前进入待机状态。而智能节电技术，复合机从结构上可以分为扫描模块、控制面板模块、输出设备模块以及控制器模块，之前如果没有这项技术，这四个模块或是同时激活，或是同时休眠，严重浪费客户的资源和能源，而智能节电技术是使用什么功能，就激活什么模块。

达到节能评价值的是比较先进和高效的产品；三级是能效限定值，标准实施以后，

不可忽视的环保

低于该指标的产品将不得生产、进口和

也不知道从什么时候开始起，有了

销售。如普通黑白激光打印机，速度为

“低碳打印机”这个名词。虽说联想在

30 页 / 分钟，三级能效产品周能耗为 5.1

2010 年曾经成功炒作过这个概念，但技

在此之前，激光打印设备更多是通

千瓦时，能效等级为一级的产品能耗不

术含量很低，设备仅仅支持自动双面打

过功能的堆砌来提升实用性，例如支持

到三级的 30%。又如彩色激光多功能一

印而已。

无线打印、插卡打印、自动双面打印等。

体机，速度为 40 页 / 分钟，三级能效的

其实环保概念，需要渗透到打印机

虽说这些功能给人留下深刻的印象，但

典型工作能耗为 15.7 千瓦时，而一级能

的内部。例如富士施乐今年全线产品都

实际使用率并不高。在我们采访的诸多

效产品仅为三级产品的 50%。

围绕绿色环保概念进行开发，推出的入

不管你信不信，厂商的确开始主动求变。智能化需求以人为本

用户中，很多人的回答是： “想不起来用”、

为了，今年新推的很多产品，为了

门级产品，采用 LED 作为扫描光源，在

达到一级能效，都引入新技术，像佳能

将亮度提高 1.5 倍的同时，可降低能耗

在一个智能终端爆发的年代，产品

独创的“按需定影方式”采用的是热传

70%。由于采用了新型 EA 环保墨粉，不

的功能设计，必须要从实际使用出发，

导效率高、热容量低的“定影薄膜”和

仅能确保更加鲜艳细腻的彩色输出品质，

以人为本，否则何谈智能。此前，打印

导热性能更佳的陶瓷材料加热器。采用

其定影温度更低于传统墨粉，可降低功

机随机都会附带驱动盘，如果重装电脑

定影薄膜与陶瓷加热器相接触的结构，

耗 15% 左右。而惠普的新碳粉经可在较

时找不到安装盘，又或者电脑没有光驱

加热器只在定影薄膜转动时工作，将热

低的温度下加粉和熔解，只需原来 85%

又不能上网，那么打印机就没法使用。

量经薄膜传导至墨粉，以固定图像。这

的能耗即可达到熔解温度。

“根本不知道有这么个功能”。

惠普看到了用户的需求，将驱动

种设计方式使得打印机在待机时无需电

在设计理念上最为大胆的要数理光，

程序内置在打印机中，只要接入电脑的

力预热即可打印，这就意味着“按需定影”

新式的碳粉盒一改当碳粉耗尽之后，碳

USB 接口，系统就会自动进行识别和安

方式在待机模式下定影器仅在打印中消

粉盒就报废的问题，配备有碳粉填充孔

装，不到两分钟搞定。精简的安装方式，

耗电能，这大大降低能耗，节约办公成本。

和废粉清理孔。当碳粉耗尽之后，用户

贴近用户使用习惯和实际应用环境，更

惠普的“0 秒预热技术”也大大降低了打

购买理光碳粉补充包，将碳粉灌入碳粉

为关键的是，惠普已经预感到光驱将步

印机的预热能耗，以 200 万台惠普智慧

盒之后，即可继续使用。可反复使用的

软驱的后尘，被市场淘汰只是时间问题。

激光打印机来估算，1 年就能节省超过 1

碳粉盒设计，不但降低了用户的总体持

亿度电，这相当于三峡大坝 1 天的发电量，

有成本，也减少了废弃碳粉盒对环境的

此外，惠普还利用嵌入式 CPU 和嵌

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2012 年 9 月总第 101 期

污染，还起到保护环境的作用，对用户的吸引力非常大。科学管理才是王道都说三流厂商卖硬件，二流厂商卖软件，一流

Keep in Touch to Promote your Company Development

与大公司接触使你的公司得到好发展 1. 有利可图

厂商卖标准。能够在打印机上榨到的油水已经不多，

接手大公司不愿意干的活儿，或是它们面对高劳动力成本、做

根据 IDC 预测，未来几年打印机销量将保持 1-2%

起来无利可图的活儿。纳什维尔市的标准功能食品集团（Standard

的缓慢增长，低利润率和低增长率的事实已经无法

Functional Food Group）CEO 吉米·斯普拉德利（Jimmy Spradley）

改变。

通过提供格兰诺拉早餐燕麦卷之类的新品牌或小品牌食品，使其客户得

如今，企业推广和开展业务的方式多样，分

以摆脱小规模生产经营之不便，从而吸引了食品业巨头的关注。他把来

散式的设备与零散的业务流程不利于办公效率的

自多家企业的订单放在一起管理，建立了一项有利可图的业务，并有望

提高与企业数据安全，而且后期成本控制难度很

在今年实现 1.5 亿美元的销售额。

大。由于企业不具备管理的能力，也没有这样的

2. 了解对方的采购程序

经验，所以很多打印机厂商推出打印管理服务，

旧金山市一家名叫阿利亚系统（Aria Systems）的科技公司丢掉了

例如 HPDigitalSend、理光 MDS 服务、富士施乐

一笔生意，因为销售人员不知道这笔生意必须得到客户企业三个部门的

Apeosware 管理套件等。通过它们够进行设备管理、

批准。公司创始人爱德华·沙利文（Edward Sullivan）说，他的公司自

用户管理、日志管理和打印管理，有效降低管理成本，

从为潜在客户企业里的每一组“有影响力人物”都单独建立营销资料之后，

提高文印效率，保证企业信息安全，是顺应企业信

便从迪士尼（Disney）和英格索兰（Ingersoll-Rand）等大公司那里拿

息化建设发展的重要举措。在一项行业调查中显示，

到了生意。沙利文正在他最新成立的公司里使用这种方法，用来监测客

一家年收入 2.5 亿美元的公司可通过提高文档管理

户的信用状况。

效率，每年节约超过 600 万美元的成本，听起来不

3. 采用供货商多样化方案

可思议，不过的确是真的。

你的公司如果是一家由少数股东控股的企业，大公司会教你如何与

以用户需求改进行业用户的需求，总是在不断变化。虽然用 A4 纸张的占据多数，但电商、物流、金融、医疗、政府等行业对 A5 纸张的打印需求也在逐年增长。就拿医院来说，网上预约和电子病历已经普及，从患者挂号、医生诊断和开药再到患者交费整个流程都在逐步实现数字化，处方也不例外，打印替代手写，尺寸统一 A5，不仅简化了流程，医生工作效率的提升也非常明显。中国最大的 B2C 商城亚马逊，拥有业界领先的运营网络和物流配送体系，其日均订单打印量庞大，采用 A5 纸张，就是考虑到效率和成本因素。此前，用普通 A4 打印机打印 A5 纸张，会遇到低覆盖率打印的麻烦。因为使用 A4 纸张打印文件墨粉的覆盖率在 5% 左右，而 A5 纸张打印覆盖率通常不到 2.5%。低覆盖率打印对碳粉的要求特别高，即便是原装成像卡盒都会造成黑边、废粉过多、废粉仓满、漏粉等现象，有些安装了计数芯片的成像卡盒，往往墨粉还没有用完，就要被迫换新。针对用户的需求，对打印机进行优化改造，适应特殊纸张，往往能够打开另一片天空。这就是变通，另外一种突围的方法，往往能够收到奇效。

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它们合作。波士顿一家非营利机构——“建设有竞争力的内城区计划” （Initiative for a Competitive Inner City）的理事会成员乔治·金德伦（George Gendron）说：“它们不仅帮你找到大客户，还帮你做到使自己有能力向它们供货。”ICIC 公司副总裁史蒂文·佩迪戈（Steven Pedigo）说，愿意跟你做生意的大公司有可能免费向你提供咨询服务，帮你扩大业务。 4. 要别出心裁的多样化方案新罕布什尔州曼切斯特市一家有 135 名员工、名叫达因（Dyn）的技术公司了解到，大公司会跟踪推特（Twitter）等网站上有关自己的评论。于是，它便在推特网上向在线旅游预订网站 Expedia 及其他四家公司发去形式不拘一格的视频，比如一段叫做“达因爱上 Expedia”的音乐广告等。如今，它已经在同这些潜在客户中的四家洽谈业务了。公司负责业务开发的主管瑞恩·奥哈拉（Ryan O'Hara）说，“此举增强了外界对我们所作所为的了解，有助于我们与客户开展对话。” 5. 要集中精力提供多样化方案别让大公司提出举行耗费时间的会议和电话交谈之类的要求。要把精力放在完成数字目标上，比如，为客户发展 1,000 名新顾客；如果公司高管们提出的新要求影响你完成自身的任务，就要大声地告诉他们。让他们回到他们同意你要加入的目的上来。纽约市一家咨询机构—— ICC 决策服务公司（ICC/Decision Services）的 CEO 戴维·里奇（David Rich）建议道。如果你表达了你的想法，你将会赢得源源不断的生意。作者维尔纳·哈尼什（Verne Harnish）系经理人教育企业 Gazelles Inc. 的 CEO 译者：萧艾

CEO 之路 / CEO ON THE GO

2012 年 9 月总第 101 期

New Rising Printer Maker Star: Aetas Company

一个蓄力待发的打印机制造商 ——记浙江艾塔斯科技有限公司 2010 年艾塔斯科技有限公司落户江苏镇江新区科技园。董事长王渤渤带着自己的梦想，与台湾、日本朋友合作，

单色、双色、三色（用紫外光看）、四色。艾塔斯 LED 彩色打印机的特点： 1.IOI 架构。指影像显像只需转写 1

在镇江市政府的支持下，共同投资创办了艾塔斯（镇江）集团公司。董事长王渤渤一生从事 IT 行业，曾是美国施乐公司首席微处理机专家，曾是台湾上市公司全友计算机共同创办人

次，其它打印机架构需转写 4 － 5 次。惠普和施乐旗舰产品均采用 IOI 架构，但他们每台起价在 40 万美金，艾塔斯产品起价每台 200 美金左右，相距甚远。 2. 独特的直流电跳显像系统。是唯

及总裁，在他的带领下，全友开发出全球第一部商品化扫描仪，并创建了桌面扫描器产业。王先生共同创立了全球知

一可以达到“黑写白”与 “白写黑”双重应用的显像系统。

学深厚知识储备下，在 65 岁仍执著于他的人生梦想——打印机产业发展。

将进入产品商业化。目前打印机产品有

FCC、UL 认证，中国能效产品标识及 CQC 节能产品认证证书。公司的产品适用于政府的红头文件、医疗行业代替胶片打印、银行票据打印。公司不做渠道销售，而是以行业推动为主，逐渐走向品牌化的道路。艾塔斯公司的远景目标艾塔斯公司已获取 120 项产品专利， 40 个项目在申报中。艾塔斯公司凭借知

技术，可以清晰打印 2 号彩色汉字及精

识的积淀，力争用 5 年时间在国内冲到

细文件，以及如医学光学影像、工程建

前三甲，用 10 时间冲刺世界前三甲。他

筑图、卫星空间照图等新应用。

们在努力奋斗着。

4. 独家采用 Error Diffusion Screen

为促进中国影像科技产业，2011 年 9 月公司推出 LED 彩色打印机产品 , 即

目前公司的产品已取得 CCC、

3. 独家拥有的全闭路彩色套色专利

名软件影像编辑友立公司，担任董事长。王先生积累了一生的实践经验，在物理

艾塔斯公司的市场定位：

及采用非旋转棋盘式彩色 Screen 设计，

亚洲再生业提供

可以达到独特的具有 3D 立体效果的感觉。

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2012 年 9 月总第 101 期

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CEO 之路 / CEO ON THE GO

企业近况 / COMPANY CLOSE-UP

2012 年 9 月总第 101 期

Continued Report on Beijing Laser Technlogy Company

“在一起” ——北京莱盛高新技术有限公司持续报道 2012 年 1 月北京莱盛高新技术有限

步一步脚踏实地努力，做到了莱盛品牌

公司保定分公司举行十周年纪念活动。

在市场的信誉度最佳，做到了莱盛第一

员工们用耗材配件装扮成各种道具，演

家把中国的办公耗材配件配套的推到了

出他们在工作、生活中的事迹，节目新颖、

国际市场，成为中国最大的耗材配件供

活泼，娱乐性很强。当几个员工唱起“和

应商之一。

你一样”这首中国红十字基金会公益歌曲时，石磊总经理跑到台上与员工一起歌唱起来，引起了全场热烈的掌声。 “掌声”，不仅是欣赏，更是一种

一个公司运作它的发展时，站的角度更高，它的发展也是阶梯式的上升。

在一起，与民族的强大在一起；与耗材产业的发展在一起；与员工们苦乐在一

“在一起”与员工的苦乐在一起 2011、2012 年由于耗材形势不好，莱盛公司近两年也未达到预期的利润指标，下滑很历害。杜总说，这种形势要面对，仍要看好我们的努力，坚守！保定莱盛公司厂长徐虎民说，挣钱

“在一起”立足中国耗材行业的发展上

很难，我们每花一分钱也是精打细算的，

莱盛的品牌在市场上美誉度很高，

从来不会去大吃大喝。有难同担，有福

这不仅体现在公司的产品优质，销量好，

共享是我们做事

赞扬，它传递着莱盛一种精神。和你一样与你在一起，步入了莱盛成长的历程。

需要像莱盛这样的公司更多起来。

其实还有背后无人知晓的他们做事业心态。在优秀公司名利的光环下，一定有

起，使北京莱盛公司一天天壮大起来。

精神层面取之不尽的财富，这是成功的 “在一起”立足中国的强大上

秘诀。公司需要赚钱，公司更需要实现

1994 年北京莱盛公司成立，当时中

它的价值而扩大它的影响力，这种价值

国的耗材市场从业人员不多，几家大牌

会使公司得到提升也使行业得到了发展。

厂商垄断市场。石磊带领几个年轻人，

国内有家成立不久的公司，以化学

骑着自行车在大街上卖从美国进口的耗

法生产彩色墨粉的厂家。为打破中国没

材，一家一家的登门拜访，拒绝、失败、

有彩色粉的空白，他们努力奋斗，但是

落空，练就了他们的进取精神，又以他

初期的创业非常艰难。危难之机是莱盛

们的诚恳赢得了用户的信赖，后来市场

公司帮助他们一遍一遍地检测试验产品，

打开后，利润很好。

最终使产品达到了标准。这种援助使该

1998 年在公司利润极好情况下，公

公司深受感动，不仅解决了他们前进中

司大胆做出决定：放弃终端客户，做批

的困难，增强做好事业的信心，也使他

发市场，以中关村为中心辐射全国，这

们学到了优秀公司是如何成功的一种境

是一场艰难的抉择。它意味着放弃良好

界。

的利润做还未成熟的市场，又是一场艰

北京区域从事耗材产业的中小公

苦拼搏。他们构思市场后，利用黄页打

司发展缓慢，又以挣钱为目的的急功

电话联系客户，在全国建立了渠道代理

近利使产品的稳定性不强，为建立良

商，网络遍布全国主要城市。以国外提

好的耗材产业秩序，净化耗材行业，

供的数据，和客户的信息沟通，使他们

北京区域多次举办技术性培训帮助，

找到突破的缺口，这时莱盛从美国进口

行业形势分析调研会，北京莱盛公

配件、鼓芯、刮刀已远远满足不了公司

司以行业进步为已任，多次参与并

发展的需要。

给予大力支持和指导，体现优秀公

2002 年莱盛建立了自己的配件工厂远销美国市场，从进口美国的配件，到

司做事业的一种大度。人们常说，一支花不是春，万

自己生产配件。经历了 8 年时间。他们

紫千红才是春。当周围人也发展了，

以市场为导向，以客户需求为目标。一

中国的耗材产业就走向强大。行业

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企业近况 / COMPANY CLOSE-UP

2012 年 9 月总第 101 期

的一条原则。2011 年底，在公司利润整体下滑时，莱盛公司仍拿出 24 万元

Pantum Teams with College Students to Support Research Cooperation

资助保定当地小学电脑教室及学校的

奔图与大学生联手互动加强产学研合作

锅炉更新建设。

近日，珠海赛纳科技就与北师大珠海分校特许经营学院（以下简称“学院”）联

当员工看到公司在困境中仍着眼于做事业的发展，而不是眼前的利益大小，就看到了公司的希望。

合举办了一场别开生面的“奔图品牌”商业营销策划方案大赛。活动不仅加快了高校与企业的“产学研”建设，同时也为高校学生提供了更多将书本知识运用于实践的机会与平台。活动期间，学院的百余名师生亲临赛纳科技总部。

北京莱盛公司的员工工作着愉快

在与企业人员的深入交流中，学生们充分了解到赛纳科技的历史和企业文化，以及产

着，源于老板与员工苦乐在一起，这

品生产、销售、市场等各方面的情况，继而以“奔图品牌”商业营销策划为题，开展

种凝于心的助力，使莱盛公司越来越

了一场寓教于用的实战竞赛。

强大，公司在成长过程中困难与挑战

作为中国第一台自主核心技术激光打

无时不存在？但实践检验：只要是心

印机，这种图强奋进的精神使学生们备受

在一起，力就在一起，劲就会在一起，

感动。本次“奔图品牌”商业营销策划大

胜利就在一起。

赛对北师大的学生来说，不仅是一次学以

北京莱盛高新技术有限公司是发

致用的实践活动，更蕴含着学生对中国打

展较快的公司，虽然还不是最强大的

印机“奔图”品牌未来发展期望。

公司，但他们以民族强大为高起点，以点滴事情见精神的作为，我们相信这种公司一定是行业的先锋。亚洲再生业提供

New Tech-A Enterprise Co.,Ltd has Seven Patents Authorized by Chinese Government

新高端七项专利通过国家授权

学生们在活动中表现出高度的热情，北师大珠海分校师生到赛纳科技园参观交流

以奔图打印机为策划对象，进行商务策划书的调研和撰写。在营销创意上异彩纷呈，表现出超越年龄的专业水准，赛纳科技的领导们听取了学生们的提案演讲，与小组学生进行互动。大赛的胜者将获得赛纳集团及下属公司的优先录用权。此次的活动不只是一次实践机会，更为学生迈出校园走向社会敞开了一扇大门。活动结束后，很多学生争相索取赛纳员工的联系方式，希望进一步交流与学习。北师大珠海分校特许经营学院王学思院长

日前，广东新高端实业有限公司

亲自将一块 “教学实践基地”的牌匾授予

第二批自主研发的一项发明专利通过

赛纳科技，以纪念本次活动的成功举办，

国家知识产权局专利局授权，及“一

为今后的产学研合作奠定基础。

种新型彩色硒鼓”等六项实用新型专

“‘奔图品牌’商业营销策划方案大赛”

利通过国家知识产权局专利局授权。

对学生来讲，是一次将所学专业知识运用

该专利获得的国家授权，不但扩

于实践的机会，同时通过对企业市场、产

大了广东新高端实业有限公司主导产

品、销售等各方面情况的深入理解，也为

品的自主知识产权优势，形成了企业

将来走向职场打下基础。”带队老师肖永

内部持续的研发、创新循环发展机制，

添教授对此次活动给予了高度评价，“同

同时又保持了公司在行业内技术的领

时我们也感受到赛纳科技强烈的企业责任

先，大大增强了企业、及新高端品牌

感，不仅专注企业自身的发展，也注重对

的核心竞争力。

人才的培养。我们期待与赛纳科技进一步

专利的授权是所有高端人在坚持自主创新、科技研发的道路上持之以

对奔图打印机和公司未来的发展充满兴趣，

的加强交流与合作。” 据赛纳科技的领导介绍，本次赛纳与

恒，不断开发出适应市场需求的产品，

高校的交流合作非常成功，今后赛纳会更

同时注重提高品质，努力不懈的结果。

大力推动产学研合作，不断寻求更多的合

我们相信，高端品牌在未来的发展中

作机会，用优秀的人才和创意策划，为企

也将创造出一片新的蓝天。

业带来源源不断的创造力，为中国的自主打印机和整个行业带来勃勃生机。

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北师大珠海分校王学思院长授予赛纳科技“教学实践基地”牌匾

企业近况 / COMPANY CLOSE-UP

2012 年 9 月总第 101 期

Hanzhou HuiFeng: Pioneer for Continuous Ink System

杭州慧峰——连供领域的先锋企业杭州慧峰科技有限公司成立于 1998

也使慧峰捞到了公司发展的第一桶金。

消费者直观到墨盒内容量的变化。上下

年，在 14 年的经营中，公司以“慧峰科

国内连供厂商一般不敢尝试改装带

盖板的创新设计，强度更大，外盒底部

技，成就你我”的理念，以 “质量上乘、

头墨盒，因为带头墨盒是海绵结构的，

的可分离设计，拆卸灵活，安装简单，

价格适中、服务优良”品牌建设，叱诧

改装起来比 EPSON 的难度要大很多。慧

操作更方便。

风云在办公耗材领域，并做出显著成绩。

峰公司凭借多年的经验积淀大胆地尝试，

市场引导选择连供办公耗材的历史沿革，从针式打印机、升级喷墨打印机到普及激光打印机，在中国的市场经历了近 30 年，在这个过程中，几家大的国外品牌厂商垄断着市场，他们以低价售机器高价卖耗材为销

成功开发了东南亚的市场。慧峰公司针对如马来西亚市场 CANON 带头机器多，

3 款连供具有外形时尚大方简洁，色彩搭配丰富，其独特的挂靠设计与打印

并做成视频，教给客户改装。打印效果

机完美结合，受到市场的欢迎。至尊版

非常好，甚至超过 EPSON 六色机效果，

开关设计杜绝漏墨的问题。内置的控压

分辨率均可达到 4880DPI 以上。慧峰在

部件使连供可立可躺可挂，360 度放置

东南亚开拓了很好的市场。

不会出任何问题。易加墨回挂且无需取

慧峰连供的特色

期中国的通用耗材中小公司发展异常迅

1. 自己研发配件

速。

为确保慧峰连供的产品质量，性能在竞争中，2002 年慧峰意识到连供

列连供

中东 HP 型号机器多，开发了专用的连供，

售模式，不仅收获利润，获得发展，同时也带给了兼容耗材厂家商机，这个时

4. 至尊版、时尚版、“经典版”系

的稳定性，慧峰从来不在市场上购配件

下胶塞。“经典版”连供，采用独特墨水盒设计，彻底摆脱了加墨水的烦恼。销售模式的转变 2011 年慧峰打印机耗材有限公司适

有更大的市场，因为数码相机的普及，

产品，而是根据产品的特性，自己开工厂，

逢公司运营系统转型升级，从传统的销

但冲印成本很高。HP/CANON 廉价打印

生产适合的零配件。如至尊版、时尚版

售模式转到电子商务平台（模式）。它

机一台 300 元，但一套原装墨盒相当于

和经典版 3 款主打产品各有千秋，在市

具有信息流、商流、资金流和物流的四

一台打印机的价格，打印 3 张图片墨盒

场上有差异化的优势，同时维护了代理

大主要功能。更重要的是整合了经销商

就显示用尽，国产墨盒一套也要 150 元

商的利益。

和终端用户与厂家的合作关系。使其推

左右，慧峰发现了商机。慧峰公司在一次参加印尼耗材展后，

2. 人性化的设计解决了连供难题

广费用最小化、服务专业化、代理商利

以往的打印机安装上连供，连供是

润最大化、终端用户满意化，使公司的

坚定了做连供产品，印尼是个旅游风景

独立的，出现的常见问题是，当移动打

如画国家，图文快印是未来的市场，连

印机时会把连供碰倒，墨水也撒了。连

杭洲慧峰科技有限公司成立以来

供很有发展的前景。

供摆放的高低位置，也会导致内墨盒滴

脚踏实地，一步一个脚印发展，独立

墨或回流现象。摆放过高，外盒中压力

开发的新品，拥有多项自主知识产权，

偏大，墨水通过管线流到内墨盒中，有

并获得了国家的多项资助和支持，与多

滴墨现象，还会烧坏打印头或污染打印

家知名品牌进行战略合作。公司已通过

机。放置过低，内墨盒墨水回流到外盒中，

ISO9001：2000 国际质量体系认证，目

造成打印机抽不上墨水，出现打印断线

前经营产品有喷墨打印机全新墨盒、再

或不出墨现象。

生墨盒、连续供墨系统、墨水、相纸、

开发专利性产品慧峰科技在选择连供项目后，正值中国的兼容耗材常常受到专利的侵扰时期，慧峰科技不是简单的改装连供机器，而是着手研发个性化的连续供墨系统，并申请了多项专利进行保护。从 EPSON 连体海绵墨盒上市后，慧峰公司研发出了以 007/008/T027/T026 型号的无海绵墨盒，接着 EPSON 出现了以 4 色机 C80，C63 和六色 R210 分体芯片墨盒，慧峰公司判断无海绵墨盒是新的趋势，于是公司开发的无海绵墨盒新产品，在客户中反应很好，市场占有率极高，这

新品达到最好的推广效果。

慧峰设计的连供是粘贴在打印机右

激光打印机成像卡盒、墨粉等，共计 7

侧，成为打印机整体一个部分，有效地

大类产品，1000 多种产品型号。产品已

避免了以上现象。如至尊版连供内部的

畅销到东南亚、欧洲、南美、北美、中

控压装置和开关共同作用下，连供内部

东等 60 多个国家和地区。

保恒压状态，立着躺着都不会出滴墨或

亚洲再生业提供

回流现象。 3. 结构设计改进，操作更加方便连供结构上采用双面视窗设计，使

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2012 年 9 月总第 101 期

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企业近况 / COMPANY CLOSE-UP

2012 年 9 月总第 101 期

ABICO Company Holds New Release in GuanZhou

能率国际控股有限公司深圳举行系列复印机专用粉测试鉴定会能率国际控股有限公司于日前在深

至复印 / 打印 1,000 页停止，再抽出量

有客户甚至评价能率 MPC2550 专用粉

圳举行了理光 MPC2550 系列复印机和

度粉筒重量，得出 1000 页耗粉数据，

表现比原装打印效果更佳。

柯美 BIZHUB C650 系列复印机专用粉

并取样留稿 ; 第二步骤 , 用能率专用粉

理光 MPC2550 系列专用粉和柯美

测试鉴定会。能率公司邀请了包括深圳

配原装粉筒测试，打印前先量度粉筒重

BIZHUB C650 系列专用粉现正发售 ,

光电安 , 珠海易得美 , 珠海德斯登 , 东

量，每复印 / 打印 1,000 页 , 量度粉筒

彩粉数据和样品索取可联系能率各办事

莞天雄 , 广州鹏杨 , 广州众诺 , 广州软

重量，记录耗粉量数据，并留取样稿 ,

处。

云 , 深圳惠能达等公司在内的多家行业

直到完成 5000 页测试为止。第三步骤 ,

能率国际控股有限公司专业从事

职业企业及行业翘楚出席。

应客户要求进行四色全版连续打印 , 观

复印机打印机墨粉和彩色墨粉生产和销

察专用粉在最严峻打印情况下的表现。

售。2004 年与日本知名墨粉厂家合作，

为了让大家更好的了解此次能率公司推出的新产品的特性，在测试鉴定会

经过此次演示，客户将能率专用粉

利用其领先的研发和生产能力，积极开

上，日籍工程师进行了以下测试步骤演

打印样张与原装打印稿进行对比，打印

拓大中华市场，以良好的信誉和专业精

示 : 第一步骤 , 测试原装配置 . 开始打

稿颜色还原度逼真，定影牢固，与会人

神为业界提供高品质墨粉。

印前量度机上原装彩粉之粉筒重量，及

员一致表示满意此两款专用粉的表现 ,

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新品快讯 / NEW PRODUCTS EXPRESS

2012 年 9 月总第 101 期

Guanzhou BoYi Digital Technology Releases Illuminate Pigment Ink Series

广州博艺数码科技有限公司推出亮光颜料墨水系列广州博艺数码科技有限公司日前推出亮光颜料墨水系列，可达到黑色不消光，百年不褪色的使用效果，获得市场广泛好评。亮光颜料墨水特点： 1、创新性的改进颜料墨水性能，黑色已经做

Green Rich Technology Introduces New Samsung ML2165 Mono Chrome OPC Drum

金瑞治科技推出 SAMSUNG ML2165 黑白激光打印机感光鼓

到不会产生消光现象，不会死黑一片了。 2、彩色增强了整体的艳丽和光亮度，打印后整体相片有了光泽，可以和染料墨一比艳丽度。 3、色彩真实，可不使用 ICC 就能获得满意的色彩效果．非常适合较高要求的照相馆使用。 4、纯颜料墨水，无勾兑染料，性质稳定，防水，耐光能力强，不堵头，室内 100 年不褪色！主要产品型号为：

金瑞治科技推出 SAMSUNG ML2165 黑白激光打印机感光鼓，同时可适用于 ML2160 及 SCX3405。 SAMSUNG ML2165 拥有精巧的外观，尺寸为 331×215×178mm，重量仅 4Kg。其打印速度高达 20ppm，且输出分辨率最高可达 1200×1200dpi，月印量约 10,000 页，能提升您的工作效率。

金瑞治所推出之 SAMSUNG ML2165 感包装规格： 100ml/ 瓶 ,500ml/ 瓶 ,1Kg/ 瓶 ,5Kg/ 桶 ,25Kg/ 桶

光鼓，经厂内测试后，其打印张数及黑度均达 OEM 标准，呈现完美无暇的打印质量。

关于广州博艺数码科技有限公司：广州博艺数码科技有限公司为中外合资企业是专业的墨水研发和生产型科技公司，专注于高品质喷墨墨水、喷绘墨水、颜料墨水等的生产和销售。公司位于广州经济技术开发区国家级创新基地内，现主要产品有染料墨水、颜料墨水、写真机墨水、喷绘墨水、热转印墨水、热升华转印墨水、连续供墨系统、环保填充墨盒和配套相纸。墨水可适用于如 EPSON、HP、CANON、 LEXMARK 及宽幅机 ROLAND、MIMAKI、MUTOH、NOVAJET 等机型。博艺凭借其技术优势和一流的产品品质为国内外一些知名的墨盒生产企业提供配套墨水业务以及提供部分 OEM 代工业务，产品已出口到世界多个地方。

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OEM 聚焦 / OEM UPDATE

2012 年 9 月总第 101 期

Fuji Xerox Releases 10 Customized New A4 Products

富士施乐发布 10 款中国定制 A4 新品日前，富士施乐宣布推出 10 款“中国定制”A4 系列打印机与多功能一体机新品。这是继今年 5 月推出首批“中国定制”入门级 A3 数码复合机后再次推出的“中国定制”产品，旨在满足中国用户所需、助力企业成长，提升客户满意度。新品的问世，不仅丰富了富士施乐低端 DocuPrint M158f

打印产品线，为用户提供了多元化的选择，更体现了富士施乐对中国市场的重

DocuPrint M355df

视。此次发布的 10 款产品分别是：包括彩色激光打印机 DocuPrint C6700、黑白打印机 DocuPrint P158b、DocuPrint P255d 与 DocuPrint P355d/db 在内的 4 款打印机；具有三合一（打印 / 复印 / 扫描）功能的黑白多功能一体机 DocuPrint

DocuPrint P158b

DocuPrint M158b Light Q

M158b 和 DocuPrint M158ab、以及

富士施乐还首次专为 DocuPrint

具有四合一（打印 / 复印 / 扫描 / 传

P158b 和 DocuPrint M158b 两款新品设

真）黑白多功能机一体机 DocuPrint

计了卡通形象，并赋予了拟人化的名称

M158f、DocuPrint M255df 和 DocuPrint

“小富”与“小乐”。以上这 10 款新品均采用了多项以往

M355df5 款多功能一体机。

应用于中、高端商用产品中的技术，在生 DocuPrint P255d

产能力、高稳定性、纸张适应能力、节能环保等方面有了大幅提升。其中 A4 彩色激光打印机 DocuPrint C6700 具有每分钟 45 页的黑白彩色同速的打印速度、分辨率为 1200*2400dpi、月打印负荷量高达 12 万页，其可靠的稳定性与高生产能力非常适合对彩色图像质量和打印速度均有着高要求的办公环境；采用 SLED

DocuPrint C6700

技术的入门级系列打印机 DocuPrint DocuPrint P355d

P158b/ M158b/M158ab/ M158f 每分钟输出速度为 20 页、月打印负荷量高达 1 万页，是入门级打印需求用户的经济之选；SLED 打印机 DocuPrint P255d 与 SLED 多功能一体机 DocuPrint M255df 则标配双面打印单元及网络、具有每分钟 30 页的输出速度、月打印负荷量高达

DocuPrint M255df

2 万页，非常适合小型企业与工作组应用； DocuPrint M158ab L Q

黑白激光打印机 DocuPrint P355d/db 与

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OEM 聚焦 / OEM UPDATE

2012 年 9 月总第 101 期

激光多功能一体机 M355df 每分钟打印速

具有强大的纸张适应性和高可靠性，即

的多元化需求和使用习惯，我们更首次

度均为 35 页，月打印负荷量高达 69000

便使用不同纸张长时间连续输出，也能

采用了拟人化的卡通形象。相信小富与

页，是专为快节奏工作团队而设计。

保证不卡纸的稳定运行。

小乐的诞生，将会让这些低端产品更加

值得一提的是，这些新品全部采用

此次专为中国定制的 10 款新品一同

贴近消费者，真正成为走入千家万户、

了富士施乐独有的新型 EA 环保墨粉，在

推出，是富士施乐有史以来最大规模的

广受中国大众喜爱的产品。富士施乐希

打印过程中可减少 20% 的耗电量和 35%

产品发布。富士施乐（中国）有限公司

望能有更多中国消费者感受打印精彩！”

的二氧化碳排放量，为用户创建了一个

副总裁、打印机事业部总经理苏雷先生

环保低能耗的办公环境。为了满足中国

对此充满信心：“这 10 款专为中国用户

市场的特殊需求，此次推出的系列新品

度身定制的产品不仅能够满足中国用户

HP Releases New 4615/4625 Printers

惠普发布 4615/4625 新品虽然网络沟通方式日益普及，但传真依然是很多中小企业日常业务沟通的重要手段，尤其是商务合同等需要公章的

Samsung Electronics to Increase Investment in Printer Business

三星电子称将增加对打印机业务的投资

图文传输，还高度依赖传真机。随着用户对成本控制及效率提升等要求的增加，传统的热敏传真机因为功能单一，性价

为成为一直受美国，日本打印机企业主导的打

比较低等缺陷，越来越难以满足用户的需求。为此，惠普为

印机市场领袖，韩国消息称，三星电子将增加对打印

中小企业和 SOHO 用户推出了以传真功能为主导的惠省 HP

机业务的投资。

Deskjet 4615 传真一体机及惠省 HP Deskjet 4625 云打印传

目前，三星还属于二线打印机供应商，消息强

真一体机两款新品，不仅在功能上完胜热敏传真机，在成本

调称，三星将尽快赶上打印机行业领袖——惠普、佳

控制上更拥有传真机难以企及的优势，黑色墨盒售价 68 元，

能和爱普生。相比起智能手机、平板电脑、组件和电

狂打印 550 页，单页成本仅为 0.12 元，堪称“热敏传真机终

视机，三星的打印机几乎没有竞争优势。

结者”。

三星电子意识到由于他们主要关注商用打印机而非个人打印机，因此其在打印机领域的品牌知名度还不够高，三星对其未来持积极乐观态度，认为能在 2015 年成为一个全球顶级的 A3 幅面打印机生产商。三星发布了打印质量和速度均佳的 A3 彩色激光打印机。主要是打印文字和插图的激光打印机由于技术原因，价格较高，尽管也有黑色和彩色之分，但其打印成本远远高于市场上的其他打印机。 Nam 预计打印机市场价值总额为 1300 亿美元，其中喷墨打印机约 400 亿美元和激光打印机约 900 亿美元。但三星不打算进军喷墨打印机市场，因为他

Deskjet4625, 千元产品带有强大的传真功能

们的目标客户主要在美国、欧洲和韩国。

Deskjet 4615/4625 的喷墨成像技术在输出品质上也与热

三星的信息技术解决方案部门主管 NamSeong-

敏传真机有本质区别。特别是当需要将传真文档长期保存时，

woo 表示：“三星的 A3 幅面打印机使用了三星先进

使用 HP Deskjet 4615/4625 接收的传真既可以直接作为纸质

的芯片制造技术，打印速度加快，打印分辨率高和支

文档长期保存，也可以通过无纸传真功能，将内容直接导入

持无线打印。”据悉，目前企业客户常用的 A3 幅面

PC 或网络文件夹，从而节省耗材和纸张，无需像热敏传真机

打印机打印速度往往慢于 A4 型号的打印机。

那样还需进行一次复印，帮助用户提升工作效率。 Deskjet 4615 的上市价格为 999 元，Deskjet 4625 的上市价格为 1299 元，价格要远比传统热敏产品便宜，结合价格低廉的耗材，全面取代热敏传真指日可待。

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OEM 聚焦 / OEM UPDATE

2012 年 9 月总第 101 期

Canon Releases All-in-One Multi-function Laser Device at Department Level

佳能发布部门级激光一体机近日，北京 - 佳能（中国）有限公

密码验证来控制打印作业输出，可最多

可对每个部门 ID 的 PC 端打印、复印、

司宣布推出全新部门级黑白激光多功能

同时保存 5 项加密打印作业。这也是佳

扫描及传真功能的使用权限进行设置，

一体机 iC MF5930dn。它是继佳能 iC

能首次将解决方案级别的文印安全性移

并查看打印、复印、扫描的使用量，有

MF5950dw 之后的又一款高端 A4 幅面

植到桌面型设备上，有效升级桌面型用

效监控办公成本，方便统计。

黑白 4 合 1 激光多功能一体机产品，产

户文印系统的安全性，使企业部门级文

品定位为 5~20 人的企业部门级应用环

印得到新扩展。

境，并在操控易用性、信息安全性以及

佳能 iC MF5930dn 的安全打印功能

文印环保性等方面进行了针对性改进，

被融入到自身独有的快捷办公打印方案

使其能够全方位契合现代化企业部门级

设计中，通过一键操作，即可完成以往

用户的办公需求，开创高效办公新时代。

可能需要多个步骤才能完成的传统方式操作。除安全打印功能外，快捷办公打印方案还集成了扫描至 PC、纸张节约复印等实用功能，进一步全面简化了用户的操作过程，使应用功能得到新的扩展。

双面应用从打印到复印佳能 iC MF5930dn 激光多功能一体机的打印速度达到了 33 页 / 分钟，其预热时间仅为 11 秒，首页打印 / 复印时间仅为 6 秒。由于配备了一键自动双面打印功能以及实用的 50 页双面自动输稿器，佳能 iC MF5930dn 激光多功能一体机帮助用户轻松实现了高速双面扫描、打印、复印以及传真输出。此外，该机的 ID 卡复印、分套复印、多合一复印以及缩放复印也大大简化了用户的办公操作。佳能 iC MF5930dn 支持多元发送功能，可将文档扫描后直接发送到局域

佳能黑白激光多功能一体机 iC MF5930dn

网或互联网中的多个终端上，诸如发送

契合主流部门级办公需求的经济型文印

到 E-mail 电子邮箱或电脑共享文件夹（SMB），此外还可以进行 U 盘直接打印，

平台一款能够真正契合企业实际需求特点的激光办公设备将会帮助用户在文印成本和效率之间觅得一个最佳的平衡点。

大大简化了用户操作，帮助用户创建无佳能黑白激光多功能一体机 iC MF5930dn 办公管理让用户有的放矢

据了解，当前 A4 幅面打印输出在用户

佳能 iC MF5930dn 激光多功能一体

日常办公中占据极高比例，对于月文印

机配备了网络打印接口，可方便部门成

量不高的部门级使用环境而言，佳能 iC

员通过网络轻松共享，完成各种办公应

MF5930dn 黑白激光多功能一体机无论

用；此外，用户不但可以通过网络来应

从初期采购成本、低月印量下的单页成

用一体机提供的各项功能，还可以利用

本、以及体积上都具备不错的优势。佳

网络对 iC MF5930dn 进行远程管理。借

能 iC MF5930dn 能真正满足当前企业对

助这款机器特有的远程用户管理功能，

于成本和效率追求平衡点的这一实际需

用户只需通过电脑即可通过远程用户管

求，轻松胜任主流部门级办公环境下的

理界面。查看当前状态并修改相关参数

A4 文档各类办公应用，从而成为获取部

和设置，令管理更加便捷，更有效提高

门级用户信任的理想经济型文印平台。

了工作效率。

安全打印，部门级应用功能得到新扩展安全打印功能作为佳能 iC MF5930dn 为用户提供的一项独有功能因此而备受关注。这项新功能可以依靠

纸化办公环境。佳能 iC MF5930dn 是一款为企业部门级用户设计的黑白激光多功能一体机，功能丰富，双面打印、复印能力出色，更重要的是它能够让企业管理者对打印成本进行有效地管理，文印安全性全面提升，而其环保特性也让使用者更加放心。相信佳能 iC MF5930dn 全新黑白激光多功能一体机能辅助部门高效应对新时代办公的各种需求，提升部门业绩。

为了实现全面有效的部门级文印管理，佳能 iC MF5930dn 特有的部门 ID 管理功能提供了多达 300 个 ID 管理能力，为办公管理者了解办公打印情况提供了很好的解决方案。办公设备的管理人员

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2012 年 9 月总第 101 期

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OEM 聚焦 / OEM UPDATE

2012 年 9 月总第 101 期

Epson Opens New Chapter Releasing B&W Business Micro-Piezo Machine K305

爱普生黑白商务微压电一体机 K305 揭开新篇章国际知名品牌爱普生近期推出了一

功能于一身的一体机，Epson K305 为用

款黑白商务微压电一体机 Epson K305,

户提供了多种人性化的功能，全面满足

以往，很多商务用户为追求高效率

这款产品与前一代产品相比 , 在商务办公

商务用户多样化的办公需求。它配有可

而采购了激光打印机，与此同时个人健

性能方面更加强大和成熟 , 不但拥有媲

调节角度的可视操作面板，方便用户对

康不得不长期受到由此带来的臭氧、碳

美激光的速度和稳定性 , 能够打印出卓

打印机进行控制和操作，用户通过操作

粉粉尘排放的危害。Epson K305 的出现，

越品质的防水文档 , 同时还标配自动输稿

面板可以轻松实现 25%-400% 的缩放功

则给商务人群一个新的选择，它采用爱

器 , 可调节操作面板等。与同等性能及配

能以及 1-99 页多页复印。值得一提的是，

普生特有的微压电打印技术，使用过程

置的激光打印机相比，EpsonK305 在购

Epson K305 配备了自动输稿器 (ADF)，

中无臭氧、碳粉粉尘的排放，使用者不

机成本、打印成本、节能降耗以及健康

可进行多页连续复印、扫描，极大地减

必再担心办公设备对于身体健康带来的

办公等方面，优势显著，为中小企业、

少了用户多页复印和扫描时的操作时间。

伤害，完美兼顾用户对于办公效率和健

SOHO 及小型办公组用户的超值之选。

另外，Epson K305 还具有扫描自动歪斜

康环境的需求。

校正的功能，扫描文档、照片等资料时

绿色办公健康无忧

在健康办公成为一种新趋势的今天，

不必再担心没有放正，非常省心。K105

爱普生商务微压电打印机集合了强大的

全内置的自动双面打印单元经过优化，

功能、低廉的成本、节能环保及健康无

可实现全自动、超高速双面打印，而且

忧等优势。Epson K305 的上市无疑是商

稳定性高、故障率低，即使卡纸，也能

务用户的福音 , 为商务办公人士带来更高

轻松解决。

效率的选择，揭开高效桌面办公的新篇章 ! 而凭借着在商务微压电打印方面的全面优势，爱普生将继续引领商用打印机

性能卓越，更快更稳更高效

的新发展。

对于商务用户而言，办公设备的性能非常重要，毕竟高效益的获得要以高效率为后盾。Epson K305 采用了全面优化的 T 引擎，具有随需打印零等待的特点，随时响应用户的打印指令，更快地进行启动并完成打印，极大提高首页输

成本低廉，少花钱多办事

出时间。而超快的打印速度，可以媲美

对于成本，商务用户永远都会希

同级别的激光打印机，在快速省墨模式

望“ 省钱省钱再省钱”。全新上市的

下，打印速度高达 37 页 / 分钟，即便是

Epson K305 在成本控制上十分令人满

使用普通模式进行打印，也能获得 27 页

意。首先是打印成本降低，采用超大容

/ 分钟的打印速度。在打印品质方面，由

量双黑色墨盒设计，打印量高达 2000 页，

于使用了 DURABrite Ultra 颜料墨水，

不但免除频繁更换墨盒的烦恼，更是极

Epson K305 能够在普通纸上打印出层次

大的降低用户后期耗材使用成本。其次，

丰富、细节清晰的黑白文档和图片，这

Epson K305 支持自动双面打印，轻松为

些文档和图片具有快干、防水、耐光、

用户节省一半纸张的消耗，既省事也省

耐刮蹭的特性，不用担心打印文档遇水

钱。而采用爱普生特有的微压电打印技

则花，也不用担心打印文件未干而沾污，

术，不同于其他品牌的打印机，无需加热，

完全解除了不少商务用户对于防水性差

直接将电能转化为机械能，打印功耗极

的后顾之忧。

低，仅为普通激光机的 1/20，为用户省

人性化设计，一机多能

下更多，真正意义上实现了“少花钱多办事”。

作为一款集打印、复印、扫描三大

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OEM 聚焦 / OEM UPDATE

2012 年 9 月总第 101 期

文印管理服务和移动打印前瞻 /MPS AND MOBILE PRINT SiDa's "StylePrint" Managed Print Service System

解析思达精湛打印 StylePrint 打印管理系统打印功能大部分集成在核心业务各个系统内，且使用的技术各异，无法统

在核心业务系统所部署的局域网内部署打印平台。

一管理。表单内容繁多、字体多样，无法保证单张页面内清晰地打印出全部单证内容。打印时，需要针对不同的表单进行打印边距的设置，操作繁琐。多页表单，页面大小和纸质要求各异，难以快速打印及统一管理。目前系统中打印

建立数据模型，整合各系统数据

功能展示形式单一，无法适应市场上多

2、专业报表设计器，拖拽实现各式

变的需求，表单表格复杂，格式多样，

复杂表单，支持二次开发

缺乏快速制作各式报表的有效工具。行业急需实现打印功能集中处理，单证开发方式统一化，提高开发效率和需求变更响应速度，以满足打印的个性化需求。将全部核心业务系统的打印功能集中到某一平台中，从而减小单证打印对核心业务系统依赖和资源占用。期望将打印样式设置集中到相应的打印模板中，免去客户打印时在客户端重复设置，做到所见即所得。此外，仍需考虑数据安全、接口访问效率等问题，该平台应可与核心业务系统完美对接，直接

系统架构系统架构分为表现层、业务逻辑层、数据访问层三层结构。表现层：接收核心业务系统访问时传送的参数，并展示打印页面。业务逻辑层：依据核心业务系统传过来的参数，判断打印的模板、方式及后续操作。数据访问层：依据核心业务系统传过来的参数，查询打印信息及打印成功后回写数据库等操作。思达精湛打印 Style Print 产品技术

设计报表模板 3、页面设置功能，轻松设置各种固定、定制页面大小，精准无偏差。

架构：

查询数据库展示单证结果，提高打印的速度。思达精湛打印方案及功能介绍思达精湛打印 Style Print 是一款专业的高精度面向打印服务的软件产品。作为全球第一款基于 JAVA 语言的打印产品—思达精湛打印 Style Print 具有打印精美，定位准确、打印自由控制，高速批量打印等特点。此打印方案主旨为实现打印平台与业务系统无缝对接，实

思达精湛打印平台技术架构图 1、建立独立报表打印平台，统一管理各系统打印功能

报表页面设置 4、表单打印通过访问打印平台 Servlet 的方式，传送相应的参数，以获得对应的表单打

现高度一致协同工作，并且实现高效率独立应用的目标。

系统拓扑

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配置数据源

纸质保单打印页面

OEM 聚焦 / OEM UPDATE 解析思达精湛打印 StylePrint 打印管理系统

印页面。并可实现分机打印，满足同时打印多页表单需要。

2012 年 9 月总第 101 期

续

支持单据的批量打印和快速套打，精准无偏移

印。电子保单生成 PDF 格式的电子保单。

管理服务器部署的打印模板。

用于代理点出单，电子商务等一些纸质

8、电子签章接口

打印不方便的承保方式。

速完成电子保单的开发。

5、缩放打印支持按照预定打印页数自动缩放打印内容。

理赔计算书等一系列需要纸质单证的打

7、打印模板管理

可以与各种电子签章产品整合，快电子保单下载页面

持单证销号。用于保险公司保单、发票、

方案应用场景

目前该方案已经在爱和谊日生同和财险公司承保系统中使用，并已经支持纸质保单打印和 PDF 电子保单下载两种方式。

该平台包含两种单证展示方式，供

6、批量套打

客户选择。纸质打印通用打印方式，支

大幅面打印机资讯 /WIDE FORMAT PRINTER Canon Launches Five Color Large Format Printer in China's Market

佳能面向中国推出新款 5 色大幅面打印机佳能（中国）有限公司发布了两款

尬处境，同时也体现了佳能时刻为用户

同样也可以配合 Auto CAD、ArcGIS 等

新型 5 色 36 英寸 imagePROGRAF 系列

考虑，“感动常在”的品牌服务理念。

众多设计、测绘软件进行输出；从打印

大幅面打印机 iPF765 和 iPF760。这两

两款新机型还增加了 USB/Network 接

效果来看，佳能采用 5 色染料与颜料混

款新机型不仅继承了原有机型 iPF755 和

口密码功能，用户可以根据企业的不同

合型墨水，打印出的彩色效果与黑白线

iPF750 专业、高效、低成本的优越功能，

需求设置特定员工使用打印机，从而大

条同样出众；从输出效率来看，佳能打

还根据目前市场需求及客户建议，改进

大提高了打印数据的安全保障。另外，

印一张 A0 尺寸的图纸最快只需 48 秒钟；

了收纸篮的收纸方式，增加了安全保障

iPF765 型号打印机还将硬盘容量增加到

从成本控制来看，佳能副墨仓的设计既

功能，并加大了硬盘容量。今后，佳能

了 250 GB，其中内存容量可达 32 GB，

保证了不间断打印，其自动拼版的功能

将进一步提升在业内的品牌知名度与影

进一步提高了大数据文件与多文档打印

还能更好地节省介质。佳能凭借这些优

响力，全面打开 CAD（计算机辅助设计）

的效率，打印工作从此变得更加简单。

势，将更好地为各大中小型建筑设计院、

和 GA（图文广告）两大行业市场。

CAD 市场是大幅面打印机保持持续增长的动力之一，佳能为了更好地满

水利设计规划院、机械制造研究所、能源探测中心提供打印输出服务。

足 CAD 专业用户的需求，从专业性、

佳能（中国）有限公司大幅面打印

打印效果、输出效率、成本控制等方面

机产品本部总经理和地润一先生表示：

不断推陈出新，为用户带来了全新机型

“我们非常期待此次发布的新品能为用

iPF765 和 iPF760。从专业性上来看，佳

户带来更专业高效的打印体验。随着中

能大幅面打印机支持 HP-GL2、HP RTL

国大幅面打印机市场的不断扩大，佳能

语言，可兼容 MapGIS、Founder 软件，

大幅面打印机事业部从 2009 年至 2011 年不断拓宽行业市场，业绩可达年平均增长 37% 左右。未来，佳能还将凭借高

佳能 5 色大幅面打印机 IPF760 此次推出的两款新型 5 色机 iPF765

质量的图像输出品质，高效率的打印输

和 iPF760 改进了原先倾斜堆放纸张的收

出系统，以及符合专业用户应用习惯的

纸篮，以便能够水平按序堆叠 20 张 A0

功能设计，进一步完善产品布局，大力

大小尺寸的打印文件，方便用户查阅。

开拓中国市场，进而获得更多行业用户

这个独具匠心的设计不仅解决了目前

的支持与信赖！”

市场上无法方便整理大幅打印文稿的尴

佳能 5 色大幅面打印机 IPF765

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2012 年 9 月总第 101 期

Case Study on High Quality Blade Design and its Application

高质量量平刮刀的设计与实例探讨 ( 二 ) KUROKI 一、简介

备生产。

Doctor Blade( 简称 DB) 在业界

Type 2：DR 材质为橡胶，DB 为金

被称为量平刮刀或出粉刀，其与供粉

属板，刀口为”L”字型的折弯处，增加

辊 (Supply Roller，简称 SR) 及显像辊

刀口的平整度及强度。可能之缺点 :：在折弯处容易产生小

(Developer Roller，简称 DR) 并列为墨粉盒的三大重要部件，其对于打印质量

裂痕造成碳粉容易恶化破坏。

的重要性可见一般。DB 的设计主要是在

Type 3：DR 材质为金属套管，DB

DR 上提供一个适当的压力，藉以抹平碳

为弹性材料 ( 如 PU 等 )，以弹性材料的

粉并使碳粉均匀的摩擦带电，进而让碳

表面作为接触面。

图三、刮刀示意 Nip)，如图二中的 S 所代表的位置。常

粉能精确的显像在感光组件 (OPC drum

可能之缺点 :：压力不易控制容易导

见的 Bite 又可分为两种：一种与 Nip 呈

or belt) 的潜像 (Latent Image) 上，以得

致带电量过低，并易出现碳粉结块等缺

一角度的关系，如图二所示。另一种则

到良好的打印质量。

陷。

与 Nip 为同一平面 (θ=0o)，如图三所示。

本篇报告除对市场上常见的各种 DB 设计做分类介绍外，特别针对 DB 与 DR

Type 4：DR 材质为橡胶，DB 为金属板，刀口为”U”字型的部分。

许多文献的研究显示：在 Bite 与 Nip 成一直线的状况下， Bite 越长使得碳粉进

在卡匣中相关位置的重要参数 (Bite) 放大

可能之缺点 :：Toner 容易黏滞在

入 Nip 的角度增加，所带出的碳粉层厚

研讨其所影响的结果，并透过 KUROKI

DB 上导致平整度不佳甚至出现白色条纹

将越厚，反之，当只有 Nip 没有 Bite 时，

对 HP1215 的实例研究，来进一步探讨

缺陷。

DB 原有的功能则会消失，导致碳粉被出

如何改变 DB 的设计，以提供最佳打印的效果。

Type 5：DR 材质为橡胶，DB 为金属板，类似于 Type 1，但没有弹簧的结构。可能之缺点 :：DB 刀口平整度要求

二、常见的 OEM DB 设计与探讨

高，容易有出粉不均的情形。

粉刀刮除下来，而无法顺利带出碳粉。而在市场常见的打印机中也有很多的刮刀设计，以改变角度与长度的方式，来达到更好的打印质量，其相关探讨如下：

常见的墨粉盒显像系统可区分为跳跃式 (Jumping) 与接触式 (Contact) 两种

三、DB 功能及重要参数介绍

系统，其中跳跃式系统在磁性墨粉盒中

DB 的主要功能为均匀的抹平 DR 上

是以金属类材质的 DR 与弹性材料 DB 做

附着的碳粉，因此刮刀的长度、角度、

搭配，而接触式系统的墨粉盒中则多以

直线度及平面度等尺寸均会影响到 DR 上

橡胶类材质的 DR 与金属类材质的 DB 做

的碳粉层厚；而碳粉的带电量及均匀性

搭配。如图一为 OEM DB 常见的五种设

与 DB 施予 DR 的压力息息相关，其将直

计类型：

接的影响打印出来的质量及影像的光学密度。

Type 1：DR 材质为橡胶，DB 为 2~4mm 金属板，经由弹簧施压于金属板与 DR 摩擦带电。可能之缺点：成本高且需要复杂设

图二、刮刀示意

图四、Bite 的角度与 DR 带碳粉量关系图

图五、Bite 的长度与 DR 带碳量关系图

Bite 是 DB 设计时的一个重要的关键

图四说明当 Bite 与 Nip 的角度越小

参数，而 Bite 指的就是位于 Nip 至刮刀

时，DR 的带碳粉量就越多，而当角度大

刀口的区域 ( 刮刀与 DR 接触的区域称为

于 30 度时，带碳量则与 90 度相当。如

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图五所示，Bite 的长度与 DR 带碳粉量

所带出的碳粉层厚，且在角度越小长度

DB Nip 位置刚好非常接近刀口，也就是

关系图，当 Bite 的角度不变时，长度越

越长的条件下，其微调 DR 的带碳粉量层

Bite 非常短，所以必须小心处理刀口处，

长 DR 的带碳粉量就越多，但在角度超

厚增加的情形越明显。

以下为原厂的不锈钢片及一般的不锈钢

过 50°后，其 DR 的带碳量变化就没有很大的差异。除了上述所介绍折弯的方式外，改变 DB 中 Bite 以倒角方式与 DR 接触，也是另一种微调碳粉量的设计，如图六所示，以下用接触面倒角的型式比较折

五、KUROKI DB 在 HP1215 的探讨

片刀口断面影像照片：

在 HP CP1215 的卡匣结构中，DB 是可以针对不同碳粉作微调改变 Bite 的长短，如图八所示，达到最好的打印质量，其探讨如下：

弯及不折弯的型式差异。

图十、一般不绣钢片图六、刮刀示意图图六中 (A) 在 DB 与 DR 的接触面位置设计倒角 ( 角度分别为 3°、5°、7°、 14°及 20° )，并与 (B)、(C) 两种型式的 DB 比较带碳粉量的碳粉层厚差异性，由图七数据中所见，（A）型式的 DB 在

图八、刮刀示意图

相同的 θ 角，不同的 Bite 长度时，在 DR 的碳粉层厚表现上差异较小，而 B 图

图十一、OEM 不绣钢片

为一 90°的折弯型式，在不同的 Bite 长

如图十、十一两张影像照片所见，

度时，Bite 越长则在 DR 上的层厚可以看

一般不锈钢片在冲型时会有撕裂的毛边

见带碳粉量明显的增加，C 图则为不折

痕迹，在端面会有不平整的情形，因此

弯的型式，Bite 长度越长时，带碳粉量

如果使用图十中的不锈钢片当 DB，使用

几乎是以线性的形式增加。

在 HP CP1215 的卡匣中，卡匣在运转时图九、DB 高度与影像浓淡关系

DR 所带出的碳粉层厚就可能不均匀，而

由于 HP1215 原厂卡匣 DB 定位孔

容易会出现垂直浓淡条纹影像情形。而

为椭圆形，此目的为安装时可调整 DB

OEM 的不锈钢片刀口较一般的不锈钢片

的高低位置的设计。因此在安装 DB 时，

刀口端面平整许多，且没有缺料等问题，

Nip 的位置就变的相当重要，如图九所示，

因此可获得良好打印质量。

在安装 KUROKI DB 时于卡匣与 DB 间要

在 DB 的刀口上做二次加工，以改

加一垫片将 DB 提高，改变 Nip 位置及

善刀口端面的问题。KUROKI 实测在 HP

Bite 长度，如 DB 定位太低，Nip 越远离

CP1215 机型上，将 DB 刀口做二次加工，

刀口则 Bite 越长，此时影像密度 (Image

来避过刀口不平整的问题测试如下：

density, 简称 ID) 的浓度就会升高，影像浓度可以增加但碳粉相对就会消耗的快；反之 Nip 越接近刀口则 Bite 越短，I.D. 值

图十二、垂直浓淡条纹影像测试页

相对降低，且有可能因为刀口没有处理图七、DR 带碳粉量数据图

好容易会出现垂直浓淡条纹影像等缺陷。

因此以上文献的研究显示 : 不管是在

上述所提到如果 DB 的 Nip 越接近

折弯上和在接触面上做角度的调整，或

刀口，越容易出现垂直浓淡条纹影像情

者在 Bite 长度上的变更，都可改变 DR

形，观察 HP CP1215 所用的卡匣，其

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图十三、KUROKI DB 二次加工后测试页经实际打印后，未改善端面在冲型时所产生的问题，打印出的效果有许

请教专家 / ASK THE EXPERTS 高质量量平刮刀的设计与实例探讨 ( 二 )

多垂直浓淡条纹情形，如图十二所示。

2012 年 9 月总第 101 期

续

六、结论

透过 DB 的参数改变，来调整不同

接着测试将 KUROKI DB 做二次加工的

总括以上的文献资料及 KUROKI 的

性质的卡匣组件与碳粉的搭配，使打印

打印状况，如图十三，将刀口端面以二

实测结果，调整 DB 的重要参数 Bite，

质量提升，以满足不同客户的需求，因

次加工方式处理后，测试能够完全将垂

可以改善及提升打印质量，因此，在搭

此 KUROKI 不断追求高质量的 DB 技术

直浓淡条纹的问题解决，再藉由微调 DB

配不同碳粉与回收卡匣的情况下，选用

研究，与客户在技术上紧密的配合，来

的高度来改变 Bite 位置，改善 DR 所带

KUROKI DB 是可在条件上做调整来改善

协助客户解决问题，希望可以在 Recycle

出的碳粉层厚问题，是可得到良好的打

打印质量，也可依不同客户所使用的不

的行业中贡献一份心力。

印质量。

同卡匣及碳粉，制作不同的条件供客户使用来达到最佳的打印质量。

Derivative Printer Consumables

浅谈衍生耗材致力于为终端消费者提供性价比更

（1）打印机改造

好的兼容产品，为了适应瞬息万变的兼

通过对打印机进行

容打印耗材行业，国内外很多有实力的

改造，破解打印机的墨

耗材厂家致力于易被市场接受的衍生耗

水的记忆信息，实现长

材产品的研发。本文将衍生耗材定义为：

期打印。

除兼容、再生耗材外，采用一定的技术

（2）软件开发

手段在已使用过的原装耗材或打印机上

通过新开发软件的

进行一些深加工，使原装耗材得以再次

应用，使客户打印机获

使用；或通过新的开发软件，使兼容耗

得使用兼容耗材打印的

材突破原装壁垒实现打印工作的一系列

权限：2010 年底 Epson 推出其 CISS 系

产品和技术。

列，通过序列号来阻止兼容市场涉足，

兼容行业的衍生耗材很早就已问世，早期衍生耗材以简单 Refill 的形式

目前市场已有公司推出新的软件可以实现无序列号打印。

出现，激光方面主要集中于易加粉系列

（3）refill 系列

的推出，喷墨方面主要集中于在 HP、

目前市场上高端衍生耗材产品最直

LEXMARK、CANON 等带头墨盒上进行

观的表现形式为 refill 系列，以纳思达产

简单的钻孔加工，通过简陋的注射器把

品为例，通过 12 年的研究实践，以及权

墨水注入原装墨盒中实现再次打印，此

威测试认证，目前喷墨行业高端的 refill

类产品由于缺乏严谨的结构设计，使终

系列有以下特点：

端用户在使用过程中不得不面对漏粉、

（a）负压原理

漏墨、滴墨等等问题。国内外兼容耗材

填充过程中让原装墨盒变被动吸墨

厂家正是看到了这一点，近两年来致力

为主动吸收，让墨盒主动吸收墨水达到

于高端衍生耗材的研发，2008 年—2011

完美的输出品质的同时，避免正压操作

年 PaperWorld、RemaxAsia、ReChina

造成墨水外漏，有效缓解了漏墨问题。

展会不断涌现出高性能产品，更多的技

（b）保护环境

术研发和工艺再造，实现了衍生耗材由

设置封闭的墨水腔，用户操作时

低端向高端质的飞跃。经纳思达产品专家研究发现，高端衍生耗材的创新特点如下：

配件部直接接触墨水，操作简单快捷，且有效避免墨水外漏污染环境，践行 Ninestar “Eco-friendly”企业理念。

（c）大容量外观设计，保证用户可以多次反复使用且外形美观方便保存。高端衍生产品具备以上优点，且产品种类繁多。因为传统的消费和认知模式，此类产品的黄金生命周期还远未到来。据了解，大多数用户对衍生耗材内容的理解还停留在 Refill 产品“一钻一注” 的操作上，对高端衍生耗材涉及产品不了解是该类产品发展最大的障碍，高端衍生产品被客户接受并熟知还需要一个漫长的推广过程，针对高端填充市场的 2010-2011 年间，纳思达推出 Eco-refill 产品，力争在切实解决用户高额打印成本的同时，让客户感受快捷简便填充体验，相信随着对原装“ 云打印”“HD movie”等新技术的跟进，及原装与兼容耗材博弈过程中，衍生耗材产品在为兼容行业保驾护航的同时会得到持久的发展。 Eco-refill 产品演示 video： http://www.ggimage.com/support/video.html

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Toner's Electronic Measurement (Blowing Method)

墨粉带电量的测量（吹气法）天津复印技术研究所

色调剂又称墨粉或色粉，是静电

Mc——显影剂中载体质量

复印机、激光打印机等办公设备的主要

（Mc + Mt）——显影剂质量

消耗材料。墨粉的带电量（色调剂荷质

2、将称量瓶放入卧式滚动搅拌器的

2、发现分离筒筛网变形、堵塞、损坏应及时更换。 3、有关墨粉带电量的测试方法及

比）是墨粉的主要物理性能指标之一，

滚筒中搅拌 30 分钟，取出后放置 10 分钟，

数据处理按 JB ／ T 8262.2—1999《静

对于印品质量起着非常重要的作用。带

进行下面的检测。

电复印干式色调剂荷质比测量方法》标

电量的测量方法有许多种，根据 JB ／ T 8262.2—1999《静电复印干式色调剂荷

3、精确称取 200±1mg 试样，放入测试仪中的分离筒并锁紧盖好。

准执行。天津复印技术研究所研制生产测试

质比测量方法》，使用专用仪器吹气法

4、按测试仪上气阀启动键，旋动“压

仪已有十多年历史，SXD － B 型数字式

带电量测试仪可以直接测量出墨粉的带

力调节”阀，使压力指示由“0”位快速

显影剂带电量测试仪具有数字直读、测

电量。

而平稳地升至 0.1MPa，预定时间到后吹

量范围宽、准确度高、操作简单等特点。

气自动停止（一般预定时间设为 30 秒），

最新研制的测试仪配有 USB 口数据采集

测试仪显示出的数值即为载体所带电量

卡，可将带电量测试数据同步显示、存

Q（μC）及电量极性。

储在计算上，直接计算出荷质比，生成

下面以吹气分离法为例，简要介绍墨粉带电量的测量方法。测量原理：对于双组份显影剂，当色调剂与载体磨擦时，各自产生量值相等符号相反的电荷。采用吹气分离法将

5、读数后，用吸尘器吸出分离筒中的残留物。

图表，并且避免了人工记录可能出现的误记、漏记、改记现象。

色调剂从载体上分离，然后测量载体上

6、重复 3 至 5 步骤，测量 5 次。

的带电量，即可得出色调剂的带电量，

测试仪显示的数值 Q 是分离筒内试

测试手段比不可少。墨粉带电量测试仪

色调剂带电量数值与载体相同但符号相

样中载体的带电量值，亦为试样中色调

是墨粉行业企业必需的装备，是墨粉相

反。而对于单组份显影剂（墨粉），首

剂的电量值，但极性相反。在实用中要

关行业研究开发、工艺试验、批量生产、

先将它与标准载体充分混合，再用前述

求计算出色调剂的荷质比 q（μC ／ g）。

质量保证必不可少的关键仪器。

同样的吹气分离法测量出墨粉的带电量。

墨粉质量的提高，要用数据说话，

计算公式如下：

测量仪器：吹气法带电量测试仪、压缩氮气或干燥净化的压缩空气、卧式滚动搅拌器、精度高于或等于 0.001g 的天平、吸尘器。

式中：q——色调剂的荷质比（μC ／ g）

测量环境：温度 20℃ ±5℃，相对

Q——测试仪带电量读数（μC）

湿度 50%~70%RH 具体操作方法： 1、配制 5 克样品，用天平准确称量 5（1-Tc）克载体和 5 Tc 克色调剂，一起倒入干燥洁净的称量瓶中。（Tc 为色调剂浓度）

M——试样质量（Mt+Mc）（g）由于系统带有操作误差，并且影响试样的因素较多，故对测量值应从统计角度处理。在实际操作中，一般进行 3~5 次的重复测量，即可满足要求。在此设定测量 5 次，并计算出带电量的平均值后，按下式计算。

色调剂浓度计算公式如下

（μC ／ g）

式中：Tc——色调剂浓度（标准要

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

geasia.com

注意事项

求在 2%~5%） Mt——显影剂中色调剂质量

Note: If you hav e any que sti on abo ut the rem anu fac tur ing tec hno log y or if you have other puzzles you need to solve, you may contact Rechar ge Asia Magazine for more help. We als o welcome you to share your experience and remanufactur ing tips.

1、保持仪器清洁，气源要干燥洁净。

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2012 年 9 月总第 101 期

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请教专家 / ASK THE EXPERTS

中文快讯 / CHINA CORNER

2012 年 9 月总第 101 期

新高端举办“荔枝文化节”及庆祝“新高端成立十周年”等大型活动 New Tech-A Enterprise Co.,Ltd Holds 10th Anniversary Celebration

“十二五”节能环保产业发展规划正式发布 "China12th 5-year-Plan" Industry Saving and Environmental Protection Development Plan Officially Released 近日，国务院以国发［2012］19 号文件印发了《“十二五”

“沟通从心，共赢从今”

节能环保产业发展规划》（以下简称《规划》），并要求各

广东新高端一年一度的“荔枝文化节”来了，同时也即

地认真贯彻执行。

将迎来新高端十周岁了，在这个具有历史性意义的时刻，公

节能环保产业是指为节约能源资源、发展循环经济、保

司举行了一次别开生面的团队闯关大行动。“荔枝文化节”

护生态环境提供物质基础和技术保障的产业，是国家加快培

作为十周年庆的系列活动之一，提前吹响了号角， 2012 年 8

育和发展的 7 个战略性新兴产业之一。发展节能环保产业，

月 4 日，新高端全体员工在素有 " 羊城八景 " 之一的白云山，

一方面为实现“十二五”节能减排约束性目标提供坚实的产

举行了全员参与的团队拓展闯关活动。

业和技术支撑，另一方面培育新的经济增长点和新兴支柱产

为了提升员工团队协作能力，增进同事之间的感情，更

业。

好的凝聚团队力量。本次活动共设有 10 个关卡，参加活动的

我国节能环保产业潜力巨大，拉动经济增长前景广阔。

员工分为 10 组，通过不同的关卡赢取积分，最终决出胜负。

据测算，到 2015 年，我国技术可行、经济合理的节能潜力超

在本次活动中，通过

过 4 亿吨标准煤，可带动上万亿元投资；节能服务业总产值

野外树林寻宝游戏，

可突破 3000 亿元；产业废物循环利用市场空间巨大；城镇污

地雷阵，气球接龙，

水垃圾、脱硫脱硝设施建设投资可超过 8000 亿元，环境服务

问答等智力与技巧结

总产值将达 5000 亿元。

合的各个关卡游戏，

《规划》分析了我国节能环保产业发展现状及面临的形

各个小组之间的相互

势；提出到 2015 年我国节能环保产业总产值达 4.5 万亿元，

竞争，策划部署，分

增加值占国内生产总值的比重为 2％左右的总体目标；明确

工合作，让大家充分

了政策机制驱动、技术创新引领、重点工程带动、市场秩序

体会相互信任，良好

规范、服务模式创新的基本原则；并提出了七个方面的政策

沟通对团队合作的重

措施。

要性，团队目标的实

“十二五”时期，为加快节能环保产业发展，我国将实

现需要每个人发挥作

施重大节能技术与装备产业化、半导体照明产业化及应用、 “城

用，个人成功必须建

市矿产”示范、再制造产业化、产业废物资源化利用、重大

立在团队其他成员的共同努力与支持的基础之上。所有小组

环保技术装备及产品产业化示范、海水淡化产业基地建设、

成员经受住了酷热的考验，通过了体力与智力的测试，共同

节能环保服务业培育等八大重点工程，必将推动战略性新兴

迈向成功。而同时也让大家在紧张的工作与压力之下，亲近

产业的快速发展。

大自然，感受青山绿水，放飞心灵。

信息来源：发改委网

珠海市耗材行业协会 2012 年度会员大会召开 Zhuhai Printing Consumables Industry Association Holds 2012 Member Conference 日前，珠海市耗材行业协会在阳江碧桂园凤凰酒店召开 2012 年度会员大会。本次会议上，市民政局领导向珠海市耗材行业协会会长张希平颁发了会长证书。协会秘书长张涛博士就协会在 2012 年如何服务会员，打造服务平台，拓展耗材市场发展等方面的工作进行了综述。此外秘书长张涛博士还介绍了会员单位可如何利用的政府资金，以及珠海资源及协会平台等有力政策条件。同时，珠海智专专利商标代理公司专利代理人刘曾剑通过对多起专利案件的详细分析，提醒企业要未雨酬谋，充分研究目标市场国家专利制度，做好规避设计专利的提前准备，以避免侵权。在会议交流环节，会员单位纷纷表示，唯有加强行业沟通与交流，团结一致，才能取得行业共同进步与发展。会议还审议并通过了相关副会长单位、理事单位更换职务主体的申请以及对个别不履行会员职责的会员单位的处理意见。

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中文快讯 / CHINA CORNER

2012 年 9 月总第 101 期

打印设备及耗材企业产品检测费专项补贴资金已经开始申报 Special Product Testing Allowance Funds for Printing Equipment & Supplies Enterprises Begins

新加坡科学家实现彩色打印极限分辨率 Singapore Scientists Realize Ultimate Resolution of Color Printing

珠海市科技工贸和信息化局已经开始受理打印设备及耗

新加坡科技研究机构 A*STAR 的研究人员利用等离子共

材企业产品检测费专项补贴资金申报，具备相关申报资质企

振效应和纳米大小的粒子打印出极限分辨率的全彩色图像。

业可登陆珠海市科技工贸和信息化局网站：www.zhkgmx.

作为概念验证，他们打印了一幅 50×50 微米的 Lena 测试图

gov.cn，进入“专项资金管理系统”进行申报。具体申报材

像，每英寸 10 万像素点。相比之下，油墨和激光打印机的油

料参见珠海市耗材行业协会官方网站：www.zh-pcia.com.

墨点是微米大小，最高分辨率为每英寸 1 万像素点。光学图

cn/news_show.aspx?id=225。

像有分辨率限制。当两个对象过于靠近，反射光会产生衍射，

申报项目为企业 2011 年度在广东省珠海市质量计量监督

两对象会变模糊。该效

检验所（国家印刷及办公自动化消耗材料质量监督检验中心）

应被称为衍射极限，两

发生的监督检验和委托检验费用，包括：（1. 年度监督检验，

个对象之间的最短距离

2. 企业委托检验）。补贴额度不超过检测费用的 50%

等于成像光波长的一

网上申报截止时间为：8 月 24 日

半。而颜色光谱的中间

申报程序：1. 网上申报；2. 网上预审；3. 提交书面材料

波长等于 500 纳米，

书面材料受理地点：珠海市政府大院 5 号楼 216 室

意味着打印图像中的像素点之间距离不能低于 250 纳米。新加坡研究

长虹在印尼荣获中国最佳品牌奖 China's ChangHong Wins Best Brand Award in Indonesia 由印尼有关部门主办的印尼市场 2011 年世界最佳品牌奖和中国最佳品牌奖颁奖仪式日前在雅加达隆重举行，长虹家电产品荣获中国最佳品牌奖，来自印尼国内及世界数百家企业代表出席了颁奖仪式。最佳中国品牌奖是去年新设立的奖项，在印尼市场经营了 13 年的长虹，以知名的品牌、优异的质量和良好的售后服务勇夺这一殊荣，受到与会宾客的广泛赞扬。长虹电器于 1999 年进入印尼市场，2000 年在当地设厂生产，已经成为印尼最大的电器供应商之一。13 年来，长虹不断提高产品质量，大力开发适应当地的新产品，建立了覆盖印尼全国的销售和服务网络，使长虹电器逐步成为家喻户晓、越来越多人喜爱的知名品牌，销售量也逐年上升。长虹印尼电器有限公司总经理冯辉在获奖后发表感言表示，长虹电器能获得此项殊荣是印尼社会各界对长虹在印尼 13 年经营的肯定，也是长虹未来工作的动力。长虹将再接再厉，把更好的产品奉献给印尼各阶层消费者。此外，共有 50 余家本地和世界品牌同时荣获印尼 2011 年最佳品牌奖，其中包括印尼的知名品牌 BCA 银行、鹰牌花生和世界著名品牌雅马哈、家乐福等。

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人员的最新研究已经达到了这个极限。

珠海市打印耗材产业技术创新联盟获省级认定 Zhuhai Printing Supplies Industrial Technology Innovation Alliance Receives Provincial Approval 近日，珠海市打印耗材产业技术创新联盟被广东省科技厅认定为 2012 年第二批广东产业技术创新联盟，这是中国打印耗材行业的首家产业技术创新联盟，也是珠海市第二家获省级认定的技术创新联盟。珠海市打印耗材产业技术创新联盟由珠海市耗材行业协会牵头，联合珠海天威飞马打印耗材有限公司、珠海纳思达电子科技有限公司等 13 家国内打印耗材行业的龙头企业、7 所知名的国内高校和科研机构、4 所中介服务机构及广东省打印耗材技术创新专业镇共 26 家单位共同发起成立，是中国打印耗材行业的首家产业技术创新联盟。珠海市市科工贸信局有关负责人表示，打印耗材产业技术创新联盟的成立，将促进珠海市打印耗材行业整体自主创新能力的提升，推动打印耗材产业数字化、智能化和清洁化的发展，进一步提高国内耗材行业参与全球竞争的核心能力，巩固珠海市“世界打印耗材之都”的地位。据悉，此次 2012 年第二批广东产业技术创新联盟认定全省共有 23 家创新联盟入选。此前珠海市已有印制电子产业技术创新联盟获得该项认定。

中文快讯 / CHINA CORNER

2012 年 9 月总第 101 期

广州科密组织巡展新品纷纷亮相 Guangzhuo Comet Organizes Tours to Release New Products

下一个数字印刷产品推新热潮将在 2013 年出现 Forecast: Next Digital Printing New Products Boom Will be in 2013

近期，广州市科密电子有限公司在全国组织巡展，召开产

EFI 公司预计，下一个数字印刷产品推新热潮在 2013 年

品推广会。在全国范围内，围绕科密一系列产品展开，融合了

上半年到来。EFI 首席执行官 Guy Gecht 在该公司第二季度电

各个渠道的合作伙伴，并从产品结构、渠道、网络、终端建设

话会议上表示， Fiery 引擎收益与去年同期相比下降 10%，是

等多角度入手，为用户提供全系列的产品展示。

业务发展的自然循环周期。

科密大力开展产品推广会的目的，就是为了让广大经销商

他解释说，“推动这项业务销量的主要因素是质量更高，

更加深入地了解科密产品，从而认可科密产品。在推广会现场，

价格更实惠，速度更快的新机器升级周期。我们都知道，今年

科密相关负责人作了演讲，通过他们慷慨激昂的演讲，阐述了

（第四季度前）新机器升级周期相当缓慢。”

办公用品行业的广阔前景，科密产品的独特优势，从行业的角

“在今年的德鲁巴展会上，并没有展出很多新引擎，这表

度剖析了科密品牌的地位和作用，与在场的经销商共同分享了

明了人们并没有为推出新产品做好准备。当然，当新引擎产品

科密的品牌战略，为科密经销商、代理商指明一条更加光明的

推出的时候，就像去年第一季度，业绩就会反弹。”

道路。在场的经销商也表示，通过参与科密产品的推广会，的

“Fiery 引擎业务和其他企业产品更新周期是紧密联系的，

确加深了对科密产品及品牌的了解，也增强了对科密品牌的信

这是一个周期性的业务，明年上半年的产品更新周期前景很

心。

好。”Gecht 补充说，EFI 的调查显示，Fiery DFE 引擎有很资料显示，科密旗下设有碎纸机、金融机具、科技、商用

强的市场定位，客户忠诚度非常好，超过 80% 的客户都乐意

机具、科密办公科技、零配件、耗材及保险柜等八大产品事业

推荐 Fiery。佳能，奥西，柯尼卡美能达，理光及施乐等数字

部。在 2012 年的产品推广会中，科密自主研发的产品也将不

印刷机制造商都在用， Gecht 说，下一轮数字印刷机推新热潮预计在 2013 年出

断推出。行业人士认为，科密产品推广会，充分展现了科密品牌产品线的丰富，以及领先行业技术，更加突出科密在产品研发方

现，而第一波热浪可能会在今年第四季度到来。 “明年，我们所有的合作伙伴都有产品更新。”同时， EFI 公司自身也在张罗着为新产品推出做准备。

面所具备的独有优势。事实上，科密产品推广会，为科密新型产品提供了展示的平台，有利于经销商和消费者更快了解和更易认可这些全新的

“我们预计下一季度工业喷印业务收益同比增长约 25%。

产品。

其碎纸机、点钞机、

2012 年上半年我国打印机产量普遍下降

考勤机等产品，已经

Printer Production Declines in First Half of 2012

科密作为办公用品行业的领头羊，

在业内取得领先的佳绩。如今，科密 ( 科密集团国内营销总监马俊 )

( 科密第四代水冷碎纸机 )

随着现代化、信息化建设步伐的加快，新型的网络化办

再携新型办公用品，

公方式向传统的“公文往返式”办公提出挑战，方便、快捷

利用推广会，抢占

的电子政务得以推广。随着 iPad 和其他类似设备逐渐受到追

渠道资源，布局销

捧，打印机产销呈下滑的态势。据数据显示：2012 年上半年，

售市场，必将推动

全国打印机的产量为 3077.86 万台，同比下降 11.37%。6 月

科密品牌的再次升

份，我国生产打印机 556.2 万台，同比下降 9.28%。

级。科密 2012 产品

从各省市的产量来看，2012 年上半年，广东省打印机

推广会，突出了科

的产量为 2122.87 万台，同比下降 6.07%，占全国总产量的

密丰富的产品线，

68.97%。紧随其后的是山东省、上海市和江苏省，分别占总

展现品牌强大实力。

产量的 9.82%、7.07% 和 5.12%。

同时，科密也为同

行树立典范，将加速整个行业不断发展的步伐。

100

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中文快讯 / CHINA CORNER

2012 年 9 月总第 101 期

印尼泗水拟建设数码城市 Indonesia Surabaya Plans to Build Digital City 据国际有关机构统计，2011 年印尼互联网的普及率在亚

上海 ReChina 展会努力争取海外采购商 Shanghai's ReChina Effort to Attract Overseas Buyers

洲仅次于中国、印度和日本，排名第四，全国互联网用户达 4000 万，占总人口的 16%。除网络已进入千家万户外，印尼

日前，美国 World Expo

部分大中城市的部分酒店大厅、商场、星巴克咖啡厅和餐厅，

2012 打印耗材展览会在拉斯维

都能提供收费或免费的无线上网（WIFI）服务。与过去相比，

加斯举行，ReChina 展会团队

印尼的互联网普及已经取得了长足进步。

携带最新展会资料前往参加了

但是，印尼的互联网普及、应用和管理还须更多资金投入、

此次展会，在展会现场向每一位参加者一一介绍 ReChina 展

加快技术升级和规范管理。以首都雅加达为例，互联网公司

会的情况，大力邀请广大来自北美及世界各地的采购商前来

林立，但上网费较贵，包月少则 300 元至 400 元人民币，多

参加即将于 11 月 28-30 日在上海举行的 ReChina 亚洲打印

则近 1000 元人民币。在高档酒店里，除大厅的 WIFI 外，一

耗材展览会，获得了良好的收益。在该展会上，与会者拿到

般都不提供房间免费上网服务，房间上网须另付费且价格不

了 ReChina 分发的资料袋以及 ReChina 展会最新宣传册，众

菲；网速和网络连接服务也有待改进。

多海外采购商可以在现场了解到 ReChina 展会的最新进展和

面对城市基础设施尚不完善的客观现状，以及网络改造

供应商情况。

的诸多困难，印尼第二大城市泗水在互联网普及与应用方面

“美国的 Express Fasen 表示，他们在中国有很多的供

开拓思路、另辟蹊径，找到了一条快捷、可行的新路子。据

应商，每年的 ReChina 展会都有参加，今年展会还会过来，

报道，泗水市政府与印尼最大的电信公司 TELKOM 合作，计

每年的展会都带给他们很多的收获。

划利用无线互联网技术覆盖全市的公园、学校、公寓、车站

Inkmartstore 公司的市场总监 Anil Bhatia 表示之前来过

商场等公共场所，建造数码城市。截至目前，已建立了 5 个

ReChina 展会，认为 ReChina 展会非常棒，今年展会他会过来，

宽带学习中心，并计划通过 WIFI 技术在市区创造数十万个网

采购相关墨盒硒鼓等耗材成品，为他们在北美地区的销售寻

点。

找合适的货源。鉴于印尼许多城市的市政基础设施早已老化或年久失修，

CartridgeTrading 是一家在欧洲地区经营喷墨、激光打

难以铺设网络管道或高架线路，同时政府又无法承受彻底改

印等相关耗材的专业公司，其公司总裁 David Bodman 表示，

造或新建所需资金和成本，所以泗水利用无线互联网技术建

他之前一直有关注 ReChina 展会，今年 11 月他将亲自前来

立数码城市的思路颇有创意和实用价值，不仅值得在全印尼

参加，这是他第一次来参加 ReChina 展会，他对此次上海之

推广，同时对广大发展中国家的城市网络化建设也有积极的

行充满期待。 ReChina 工作人员对于客户提出的关于展会、展商、交通、

启迪作用。来源 : 中国经济网—《经济日报》

住宿等一系列问题，作出了详尽细致的解释，特别是今年将第一次来到 ReChina 展会参观采购的买家对于 ReChina 展会

惠普在阿联酋地区查获大量假冒耗材 HP Seizes Large Number of Counterfeit Supplies in UAE

向海外买家提供的咨询、接机、翻译、签证、酒店等一系列贴心服务，表示十分满意。ReChina 展会将继续尽一切所能服务好广大观众及展商，实实在在为客户做好服务工作。第十届 ReChina Asia Expo 亚洲打印耗材展览会将于 2012 年 11 月 28-30 日在上海展览中心举行。ReChina 展会

据报道，惠普今年同阿联酋当地法律机构在迪拜联合查

经过 9 届成功举办，深受行业人士的好评。在积累了大量国

获了 85 万项假冒惠普耗材，目前统计，惠普在阿联酋区域已

内外客户的基础上，2012 年 ReChina 展会将在全球各地进一

查获的假冒耗材总数超过了 200 万件。其中包括安全标签、

步大力宣传推广，预计将有 400 家打印耗材行业内公司参展，

空盒、硒鼓箱、标签、以及假冒硒鼓成品等。

10000 名国内外专业人士参观采购。

惠普中东地区影像部门经理 AminMortazavi 表示：“我们对迪拜警方以及他们在打假行动上投入的精力表示非常感

欢迎参加 ReChina 亚洲打印耗材展，与万名耗材行业人士共聚上海，共襄盛举！

谢，假冒产品不仅欺骗消费者，还抢走了诚实的商人的生意。这不仅仅是根除假冒产品，也是保护公众利益的举措。”

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国家办公设备及耗材质量监督检验中心（天津）致力于服务影像耗材行业 National Office Equipment and Supplies Quality Supervision and Inspection Center (Tianjin) Commits to Serving the Imaging Supplies Industry 国家办公设备及耗材质量监督检验中心 ( 原国家复印机质量监督检验中心 )，成立于 1988 年，专业从事办公设备及耗材质量检验和仲裁的第三方检验机构。长期以来始终秉承：科学、公平、优质、高效的质量方针和第三方公正实验室的职业道德规范，热诚为国内外客户提供标准、检测、认证、技术咨询等全方位服务。目前授权的产品检验范围涵盖了：复印机类 ( 包括静电复印机、数字式复印机、彩色复印机及多功能复印设备 )、打印机类 ( 激光打印机、喷墨打印机、针式打印机、热打印机及多功能一体机 )、扫描仪 ( 平板扫描仪、馈纸式扫描仪、滚筒式扫描仪 )、投影仪 ( 数码投影机、液晶投影机 )、数字式一体化速印机、印刷机 ( 平版印刷机、小胶印机 )、重氮复印机、文件粉碎机、文本装订机、折页机、切纸机等整机产品。消耗材料包括：黑色墨粉、彩色墨粉、载体、鼓粉盒、喷墨盒、成像卡盒、opc 光导鼓、油墨 ( 胶印油墨、凹印油墨、柔印油墨 )、喷墨墨水等。零部件产品包括：显影磁辊、充电辊、刮板、涂氟塑料定影辊、硅橡胶定影压力辊等。国家办公设备及耗材质检中心的认可授权范围涵盖了办公设备及耗材产品的安全特性、质量特性、环境标志、节能标志等项目。质检中心推出的产品“N ＋ 1”模式，实现了企业 1 次送样 1 个产品，可最多同时获得 7 个类别的检验报告，极大地方便了客户，降低了检测成本，提高了产品获证速度，深受整机和耗材厂家的欢迎。国家办公设备质检中心还可为顾客提供技术咨询、企业实验室方案设计、质量过程控制和解决方案、认证信息代理等服务；还可为客户提供带电量测试仪、摩擦试验机、粉体流动性等专用测试仪器。国家办公设备及耗材质量监督检验中心是国家认监委指定的强制性产品质量认证检验机构、是中国质量认证中心 (CQC) 的签约实验室、中环联合认证中心 ( 环境标志产品 ) 签约实验室、是中国能效标识管理中心签约的复印机和打印机能效标识检验标定实验室。地址：天津市红桥区昌图道七号 , 天津复印技术研究所内邮编：300131 电话：022-26650880 26669174 26669189 传真：022-26650880 网址：www.tc147.com.cn

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在《亚洲再生业》杂志 100 期刊载的关于《女 CEO 的用人管理之道——关于奥贝卡乐有限公司钱总及其企业团队的采访》当中，有一问题阐述不够详细，特此补正，如下：亚再：我们都知道奥贝卡乐公司也是耗材行业俄罗斯

斯市场的很大障碍，而语言只是表面，根本上是文化状态的

展的中国区重要合作伙伴，您为什么会选择参与俄罗斯？您

冲突。与有些国家相比 , 俄罗斯人更务实，自我保护的意识

对俄罗斯市场及中国企业进入俄罗斯市场是怎样看的？

也很强。他们一直在与不同的恶劣环境斗争，内部非常团结。他们有自我保护的采购集团，会为了共同的利益，忽略一些

钱总：在回答这个问题之前我先说明一件事，现在讲到

个人利益。

俄罗斯展会，大家自然就会联想到是奥贝卡乐组织的展会。

作为我自己来讲，我从事那么长时间的外贸工作，我

奥贝卡乐从 2007 年从事俄罗斯展会的组织工作，通常别

对外国文化比较了解。我一开始就不是把自己的产品的价格

人认为叫俄罗斯展会，这个提法应该要有所纠正，从 2012

降下来跟别人拼价格，而是采取了跟当地的企业合作，来打

年开始奥贝卡乐所从事的俄罗斯展会的名字叫做 Business

破他们的壁垒。而且我个人认为我们中国的耗材产品要进去

Inform，详细的情况请参见 RechargeAsia 的有关报导，并

这个市场，也应如此。以一个整体品牌的体系共同进入，让

请浏览 www.sforp.ru/bi2012/. 进入俄罗斯市场是我商业计

他们对你中国的产品认可，对你有信心了，你所介绍的朋友

划的一部分。我对全球市场有一个评估，欧美市场已经饱和，

他们也会相信。这也是我做俄罗斯展会的初衷。

拼杀的很厉害，也相对完善，这两个市场不需要我的服务，但是俄罗斯市场却有潜力。比如语言就是很多企业进入俄罗

天津市合成材料工业研究所就庆祝《亚洲再生业》杂志发行 100 期发来贺词：祝贺 RECHARGE ASIA 办到第 100 期啦，确实是一份相当有价值的业界刊物！ I learned a lot from this magazine ！天津市合成材料工业研究所

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