Rechargeasia april issue

NEW INSIDE Cultivating the New World of 3D Printing 扫一扫 行业资讯尽在掌握 rechargeasia.com ISSN 1552-7484

ISSUE 156 | APRIL 2017

DIGITAL Business Transformation

一个中小型耗材企 业对发展的思考 LAS VEGAS, USA April 18-20, 2017

他山石可攻玉 RSA2017北京研讨会 MOSCOW, RUSSIA May 17-19, 2017

ALMATY, KAZAKHSTAN May 30 - June 1, 2017

BOGOTÁ, COLOMBIA November 14-16, 2017

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The Digital Solution for Transforming My Office Products Business! 办公用品业务转型的数字化解决方案

总第 156 － 2017 年 4 月

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MARKETING TRENDS

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他山石可攻玉 RSA2017 北京研讨会 Seminar of RSA2017 in Beijing: Printing Security

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Active Strategy is Key in Dealing with Cyberattacks 积极策略是应对网络威胁的关键

一个中小型耗材企业对发展的思考 Development of SMEs in Giants’ Era

市场动态

FEATURES

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卷首语

亚 洲 再 生 业

展会热点

Message from the Publisher

专题文章

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156th Issue - April

SHOW TIME

CONTENTS

RECHARGEasia

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More Cybersecurity Challenges on the Way – Forecast 未来可能出现的网络安全挑战

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Lexmark v. Impression Case Could Change the Patent Game Impression 诉利盟案或改变专利生态

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NFC 市场惊现新玩家，艾派克首创 2MB 大容量芯片 Apex Enters NFC Area with 2 MB High-Capacity Chips

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珠海公立医院耗材采购价将便宜三成 Public Hospitals in Zhuhai to Spend 30% Less on Medic Consumables

3D 打印 打印 3DPRINTING PRINTING 3D 3D 15 HP Opens 3D Printing Lab Printing3DWill Disrupt the IP Landscape, the 惠普开设 打印实验室 16 3D Time to Act is Now 3D Printer Makes House in 24 Hours 15 3D 打印会给知识产权领域带来变数，是时候行

3D 打印机盖房子只要 24 小时 动了 16 China's Funeral Parlors to Go High-Tech with 3D Printing & Robots Korea Boasts Bone-Making 3D Printer 中国将 3D 打印及机器人技术引入殡葬业 16 North 朝鲜展示可打印骨骼的 3D 打印机 39 苹果拟 200 万美元收购以色列面部 3D 扫描软件 公司 RealFace Splashes $1.4 Bln on Metal 3D Printer 16 GE Apple to Merge Face-3D-Scanning-Software Company in Israel Maker's Acquisition 14 亿美元收购金属 3D 打印制造商 世上最快 3D 打印机再次升级 40 通用电气出资 Carbon 3D Upgrades Its Printer Again 52 3D 打印行业进入洗牌期：产业未来如何发展 3D& Printing Industry to Shuffle文印管理和移动打印 MPS MOBILE PRINT

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Auxilio Wins $12.5M Print-as-a-Service Contract Carbon 获 8100 万美元 C 轮风投 Auxilio 赢得 1250 万美元医院文印管理合约 Carbon Gets $81 Bln in Round A of Venture 回南天，湿气大，打印耗材防潮指南 Capital Protecting Printing Consumables in Wet Spring

MPS & MOBILE PRINT 文印管理和移动打印 WIDE FORMAT PRINTING 大幅面打印机咨询 Canon Extra-Large合力打造自助文印产业链 Format Printer Using UV Gel Technology 18 京瓷携嘉智联 59

佳能超大幅面打印机使用 UV 凝胶技术 Kyocera Partners with OAhub to Build SelfService MPS Industry Chain Worldwide Large Format Printer Shipments Up Narrowly in 21 Q4 2016 年第四季全球大幅面打印机出货量略有提升 WIDE2016 FORMAT PRINTING 大幅面打印机资讯

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CF217 Series 众诺率先推出适用于东芝 505、3008 系列可替 北京莱盛光标粉盒全新包装上市 代芯片 Beijing Laser LaunchesFirst TonerReplacement Cartridges in Brand-New Zhono Releases Chips Packages for

Toshiba 505 & 3008 Series OEM 聚焦 OEM UPDATE OEM 聚焦 OEM UPDATE 18 Samsung’s Touchable Ink Prints Braille Using Any Laser Printer

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三星可触式墨水可用于打印盲文 Kyocera Partners with Major ECM Provider Understanding HP’s Outlook for Printing 京瓷与知名商业解决方案供应商达成合作关系 惠普打印业务的未来走向 奔图产品线全面覆盖中高端技术 颠覆 550 亿美元市场！惠普推出全线复合机及 Pantum Printer Line Covers Medium-High Tech 服务

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HP Focuses on Copier Market 惠普 2017 年第一财季净利润同比增长 3％ HP’s Net Profits Rise by 3% YoY in Q4 63 三星电子已出售夏普等四家海外公司股份 Samsung Sells Sharp's Shares CONVERSATION CORNER

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Marc Spring, CEO of ITEX Imaging Exhibition 专访 ITEX 展会公司 CEO Marc Spring

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Print-Rite 3D Artwork Displayed at China-France Art Expositioni 天威 3D 打印艺术品亮相中法艺术展

Ody Santos, President of Delsan Office 28 50 中恒集团俄罗斯分公司成立 Systems CET Group’s Corp.

Branch in Russia

专访 Delsan 办公系统公司董事长 Ody Santos.

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CIG to Host LinkedIn Copier Sales Roadshow for Dealers CIG 将举办领英复印机经销商路演

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广州欣彩与肯尼亚企业签约二千万美元投资项 目 Anycolor Signs Project Worth $ 20 Mln with Enterprises in Kenya

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“GP”齿轮再获美国专利及海关认可 Green Project Issued Patent for “RecoilGP” Gear

ASK THE EXPERTS ASK THE EXPERTS

2016 年大幅面打印机市场国内品牌受青睐 Canon Announces Revolutionary New Domestic Brands Favored in China Wide Format Printer Technology to Transform Wide Format Market, 2016 Roll-to-Roll Printing 佳能新科技引领大幅面转轮印刷革命 新产品发布

NEW PRODUCTS EXPRESS 44 艾派克推出适用于惠普 CF217 系列一站式配件解决方案 新产品发布 NEWApex PRODUCTS EXPRESS Introduces One-Stop Component Solutions for HP

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企业近况 企业近况

Tel: Tel:86-10-5126-5580 86-10-5126-5580 Fax: Fax:86-10-5885-8747 86-10-5885-8747 Email: Email:info@rechargeasia.com info@rechargeasia.com

COMPANY CLOSE-UP

China ChinaOffice: Office:

请教专家 请教专家

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Remanufacturing the Xerox Phaser 3020 Remanufacturing the HP LaserJet PRO M102 (CF219A) WorkCentre 3025 Toner Cartridge Drum Cartridge

By Mike Josiah 惠普 LaserJet PRO M102 (CF219A) 鼓盒再生技术 施乐 Phaser 3020 及 WorkCentre 3025 系列硒鼓

By Mike Josiah 再生技术

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珠海香洲：推进国家级出口打印耗材产品质 湖北鼎龙喜获双重荣誉称号 量安全示范区建设 Hubei Dinglong Honored with Double Titles National Export Printing Consumables Zone in Xiangzhou District of Zhuhai 湖北远东获授“全国守合同重信用企业”荣誉 Hubei Yuandong Honored with "Enterprise with Excellent Credit Standing in China"

中文快讯

MARKET SEGMENTS

细分行业 细分行业

Tel: Tel:626-569-8238 626-569-8238 Email: Email:sunny@rechargeasia.com sunny@rechargeasia.com

CHINA CORNER

US USOffice: Office:

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Contributors 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 HP LaserJet PRO M102 (CF219A) Drum Cartridge" p26

Ian Elliott With over 30 years of executive level experience within the printing, imaging and aftermarket industries, Mr. Elliott’s vast portfolio covers sales, distribution, reverse logistics/asset recovery, business development, executive consulting and management services, with a strong focus on manufacturing and logistics.

With a 15 year executive tenure within Nu-kote International and now serving as president of Print-Rite North America, Mr. Elliott is well versed in aftermarket manufacturing innovation, patents and intellectual property.

Read his article "The Digital Solution for Transforming my Office Products Business!" p8

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PUBLISHER'S MESSAGE April 2017 NEW INSIDE Cultivating the New World of 3D Printing 扫一扫 行业资讯尽在掌握 rechargeasia.com ISSN 1552-7484

Everyone knows that it’s always easier said than done. In this issue, we discuss transformational changes because we are acutely aware that the world in which we live is more dynamic than ever. We constantly hear about things such as big data, quantum speed, artificial intelligence, the internet of thing, and more, all in a digital space that is brand new and unfamiliar to us.

ISSUE 156 | APRIL 2017

DIGITAL Business Transformation

一个中小型耗材企 业对发展的思考 LAS VEGAS, USA April 18-20, 2017

他山石可攻玉 RSA2017北京研讨会 MOSCOW, RUSSIA May 17-19, 2017

ALMATY, KAZAKHSTAN May 30 - June 1, 2017

BOGOTÁ, COLOMBIA November 14-16, 2017

How will these changes, continuously developing, impact us in our daily businesses, indeed, in our daily lives? We know that more information is consumed in digital formats than any other, more transactions are made digitally, and more customers are shifting their activities into the internet space. Therefore, it requires us simultaneously to shift our traditional business models into more digitally-friendly formats. The change is real, and tangible, and it is here and now.

In this issue, Ian Elliot writes about how to help small business owners make the transition into the internet space, by introducing a detailed step-by-step plan and timeline for developing an e-commerce site. The tools used will be different than those accustomed to, but as long as they are learned and mastered, it will be to your advantage. Resistance results in irrelevance. We have no choice: we must accept change, adapt our business models, and move on to the next level of business practices and growth.

Enjoy the bright, fresh spring season and happy reading.

RECOMMENDED

READING

The Digital Transformation Playbook, by David L. Rogers This book is a must read for anyone who is looking for a good book on digital transformation.

The book is packed with good practical examples from wellknown digital native and traditional companies including tools, suggestions and interesting information about digital transformation.With his professional background in Business Strategy and Digital Marketing, the author profoundly provides a unique view on Digital Strategy.

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FEATURE ARTICLES

156th Issue - April 2017

THE DIGITAL SOLUTION FOR TRANSFORMING MY PRODUCTS BUSINESS! THEOFFICE GLOBAL MANUFACTURERS FEATURED ARTICLE

MERGER ENDGAME

BY IAN ELLIOTT

With over 30 years of executive level experience within the printing, imaging and aftermarket industries,

BY IAN ELLIOTT Mr. Elliott’s vast portfolio covers sales, distribution, reverse logistics/asset recovery, business development, With executive over 30 yearsconsulting of executiveand level management experience withinservices, the printing, imaging and aftermarket industries, Mr. Elliott’s vastlogistics. portfolio covers sales, with a strong focus on manufacturing and distribution, reverse logistics/asset recovery, business development, executive consulting and management services, with a strong focus on With a 15and year executive tenure within Nu-kote International and nowand serving as president of Print-Rite manufacturing logistics.

With a 15 year executive tenure within Nu-kote International now serving as president of Print-Rite North America, Mr. Elliott is well versed inMr. aftermarket innovation, patents and intellectual property.

North America, Elliott is manufacturing well versed in aftermarket manufacturing innovation, patents and intellectual property.

THE MANUFACTURER’S ful there will be three major entities left The company name at the head of There’s already crossover between the standing. Ninestar of course, an Hubei each column is used for illustrative purOEM and aftermarket manufacturing sec- Dinglong / SGT combination and, finally, poses. While we believe the Japanese tors with Ninestar/Apex Technologies ac- aare Clover,The Print-Rite, Turbon and LMI com- A3 and A4 enterprises could consolidate esilience and creative thinking Story: quiring Lexmark, so I think it makes bination. However, it’s possible Clover in this manner, we have no way of knowpre-requirements for asense small office reseller contemplating "We've been on quite a journey! the Kyocera initial assessment to summarizeproducts the manufacturing consoli- may decide not to stick around for theAll the ingway thatfrom either Mita or Brother a path toward a digital business of our digital capabilities, a leaders transformation dation as one segment.Who would have endgame, so it(lack couldof) look quite different creation may beof the in suchplan, an initiative. transformation.

The stakes are high! developing a budget to learn just how it was going to cost thought Apex would acquire Lexmark to my current projection with, ultimately, In much the interests of simplification, we Without futurejust forone or and disappointingly, the grouped conclusion andaftermarand, who would havedigitization, thought HP the would twothen, Chinese entities left toarriving rep- at have allthe thecosts major small independents is bleak. With it, comes a ticket risks involved to execute the plan, were outside our budget and risk be acquiring Samsung’s Printer Business? resent the global aftermarket interests. ket manufacturers under the Ninestar to enter a $20 billion growth opportunity! tolerance.

So far as my thinking was concerned both As is shown in the table below, a banner,rather than attempt to further of these deals came out of left field. So, handful of global manufacturers with crowd the table with three separate In this story of our Amarillo-based office products As you may recall, despite the investment and risk roadblocks, I felt the structure the fully in- combined annual sales not of nearly $160 the entities suchand as Ninestar, Dinglong, reseller, we'veoftaken you consolidated through the digital selfit was important to abandon initiative, decided Hubei to start dustry as projected may beand no more than and, billion, alooking CR3 ofaround 83% and HHIaofpartner 2,500+, andusthe Imaging Group. assessment, the planning goal-setting to find to help getClover into digital marketing. educated spells out an industry defined as highly In drilling down to evaluate just the ink finally, the speculation. budgeting. These steps demonstrated It’s difficult to see Xerox surviving an helped concentrated monopoand toner segment, (2016 U.S.out market size there's no silver-bullet solution and as they My firstwith steppotentially was to revisit the evaluation document and scope illustrate why most small in businesses to power. independent enterprise the final have stagesfailed listic country one gov- platform of $25 billion in retail dollars), whatOne I believe to and be the essential components beforeand weas would make downAlready the digital transformation thismost path.likely not be supplied by these five or six enterprises, of the progress consolidation. we’ve seen ernmentcan start agencydown would path.

Lexmark and Samsung throw in the towel permit such a consolidation. However, the market would be even more concenUpgraded website and a similar outcome may be expected multiple ●countries and multiple govern- trated albeit with a slightly lower CR3 of In this, the last of the four parts of our story, we'll for Xerox in the not-too-distant future. How- ment agencies assessing mergers and 72% but with an HHI of over 3,000. ● take you through the final stages of our reseller's Media Accounts ever, any deal as I’ve speculated with HP acquisitionsOptimized in light of Social their own individual I believe the margin dollars on the imagevaluation process. We'll see how the issues as an acquirer would be likely to be closely markets, not a single global market, may ing supplies are one of the key drivers of the were broken down into a series of smaller, more ● CRM Software scrutinized by steps the FTC and the how outcome well allow their individual consolidations consolidation in the industry. The strongest manageable and learn our reseller by no means assured.

If HPthe is unable tothe ac-amount to take place. manufacturers will participate in the mergwas able to reduce both risk and ● Email database & campaign management system quire Xerox forcapital anti-competitive ers endgame only if they believe they can of investment required, reasons, to deploy and MANUFACTURERS MERGER then look to Canon potentially stepping in. THE GLOBAL protect the existing business model and utilize a digital platform. ● Blogging platform Of course, I don’t know the actual five ENDGAME the high margins earned off the supplies. or six names that may eventually be headwww.rechargeasia.com ing up the fully consolidated industry I’ve projected but, in short, I believe that’s about the final number of enterprises

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FEATURE ARTICLES

156th Issue - April 2017

These are my minimum requirements for us to make a start and to build the foundation for all our future marketing. To accomplish this, I'm earmarking $7,500 of the overall budget of $37,500 to use to get the platform established. I know each of these individual components are readily available but it's really outside our skill set to put them together so, I'd like to explore availability of a bundled "turnkey" service that fulfills our requirements.

Once our platform is established the table below shows what I'd like to plan for our recurring weekly content creation, curation, and distribution:

Content Blogs Published Email Blasts Social Messages

Content Plan Per Week 2 2 30

Per Year 104 104 1,560

At this stage, I'm just assuming our up-front investment will provide us with a platform that allows us to make sense of the data and the interactions we'll be hoping to get from our efforts. Without it, we're not going to have the ability to determine what's working and what isn't or, just as importantly, to be able to act on the anticipated interactions.

However, even if I can get our platform set up for only $7,500, and although that will leave us with $30,000 to spend creating and publishing content over the two-year plan, that's only a budget of $1,250 per month. Unfortunately, we're not going to get the volume and the quality of content we want from such a modest budget.

I'm willing to think about front-loading the budget but, even if I raised it to $2,000 a month for 12 months (eating up 80% of the 2-year budget), it wouldn't be sufficient to fund the amount of content I think we need, and it would leave us with a major shortfall for the second year.

So, encountering this latest roadblock is leading me to the possibility of an alternative approach. Instead of front-loading the plan, I'm starting to think it may make more sense to do just the opposite and backload it.

As you already know, I don't like our existing website but, at least it has a fair amount of content we could probably re-purpose to get us going with some initial blogging material. Also, our vendors have educational content relating to their products and services which I'm sure they'll make available to us to further supplement our content library.

This alternative approach would mean that, instead of investing $2,000 a month from day one, we'd only spend $500 for each of the first six months. This would mean that I'd have 90% of the content budget ($27,000) remaining six months into execution. By that time, I figure, I'll also be more likely to know just what to spend that remaining budget on!

It's been a laborious process, but, finally, the first step I must take toward a digital business transformation, has gradually crystallized! All I need is to deploy a platform with the capabilities to blog, publish to social media, launch email campaigns, record visitor activity and, have it all underpinned with an upgraded website that's fully integrated with our product catalog and shopping cart and, we're off to the races!

My expectations for results are realistic. We know we're never going to be a national brand with millions of site visitors. We know, digitally enabling our business is not going to be a silver-bullet solution and, we know a transformation is going to be hard work. However, if we can accomplish this, I think we'll have an edge over the big guy's as we leverage our personal service in our local market.

We've been here a long time, people know us and they trust us. Our value proposition has deteriorated over the years because we haven't kept up with technology but, I believe we can fix that and get ourselves back in the driving seat."

Thinking about executing the plan, we know we need a new platform and I'm realizing we're not going to know how to use it most effectively on day one. It's going to take time to get everything setup and time to learn how to use it.

For now, I'm going to assume coming up that learning curve will take us six months. Maybe, for these first few months, it's better for us to focus on fixing our website, cleaning up our social media accounts, starting to figure out how to expand and engage with our social audience, and to plan our email campaign strategy, than it is to churn out expensive blog content before we're ready.

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MARKETING TRENDS

156th Issue - April 2017

Active Strategy is Key in Dealing with Cyberattacks Cyberattacks are quickly becoming a part – although unwanted – of the everyday operation of any business, especially larger ones. With this in mind, every business would be wise to set up procedures for responding to threats and minimize damage or, hopefully, completely avoid it.

RSA, one of the biggest global providers of cybersecurity solutions, outlined the most important factors you need to consider in order to be prepared in a 2016 white paper, explaining the essentials of cyberattacks and the proper response to them.

First, it is important to remember that cyberattackers are humans and so are those trying to protect a system from these attacks. This means that mistakes can be made on both sides. It also means that cyberattacks are inevitable – they’re a source of money for the attackers. So, it always pays to be prepared, all the more so given that the attackers only need to get lucky once. The target company needs to be constantly on its toes, not rely on luck.

Once a business accepts the inevitability of a system breach, it can start working on an active strategy to respond to attacks when they occur. This means setting up a mechanism that catches a breach as soon as possible and dealing with it with all available tools.

RSA identifies several indicators of such a breach: new System Administrator accounts, unusual activity in privileged account, IP pinging of internal systems from other systems, sudden activity on little-used systems, data extraction from open ports, sudden spikes in bandwidth usage, and movement of large amounts of data to unusual destinations.

Once a breach has been confirmed, the situation needs to be fully assessed before any actions are taken, to minimize the scope for errors. Then a specially designated response team needs to be convened. Among the tasks of this team are isolating unaffected parts of the system, neutralizing the threat and fixing vulnerabilities.

Panic has no place in cybersecurity breach response. Neither has overreaction: a disproportionate response could only make the situation worse. Premature reaction is also ill-advised, such as instantly changing passwords or accounts, disabling the Internet or shutting down servers.

The right path to neutralize a cyberthreat is approaching it calmly, patiently and only after you have assessed the whole situation.

Global Ink & Toner Market 2017: HP, Brother, Canon, Epson, Lexmark, Samsung A market study based on the Ink & Toner Market across the globe, recently added to the repository of Market Research, is titled “Global Ink & Toner Market 2017”. The research report analyzes the historical as well as present performance of the worldwide Ink & Toner industry, and makes predictions on the future status of Ink & Toner market on the basis of this analysis.

Top Manufacturers Analysis Of This Research Report 1. HP

2. Brother

3. Canon

4. Epson

5. Lexmark

6. Samsung

The report studies the industry for Ink & Toner across the globe taking the existing industry chain, the import and export statistics in Ink & Toner market & dynamics of demand and supply of Ink & Toner into consideration. The Ink & Toner research study covers each and every aspect of the Ink &

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Toner market globally, which starts from the definition of the Ink & Toner industry and develops towards Ink & Toner market segmentations.

Further, every segment of the Ink & Toner market is classified and analysed on the basis of product types, application, and the end-use industries of the Ink & Toner market. The geographical segmentation of the Ink & Toner industry has also been covered at length in this report.

The global Ink & Toner market 2017 is also analysed on the basis of product pricing, Ink & Toner production volume, data regarding demand and Ink & Toner supply, and the revenue garnered by the product. Various methodical tools such as investment returns, feasibility, and market attractiveness analysis has been used in the research to present a comprehensive study of the industry for Ink & Toner across the globe.

156th Issue - April 2017

MARKETING TRENDS

More Cybersecurity Challenges on the Way – Forecast The near future holds an increasing number of cybersecurity challenges for businesses, ranging from ransomware to the simple business email compromise (BEC) and business process compromise (BPC), says cybersecurity solutions provider Trend Micro. The company identifies eight main points of interest for those concerned about their cybersecurity.

According to Trend Micro, there is some bad news in the ransomware department: the company predicts ransomware families will grow by 25% this year, meaning an average of 15 of these will be discovered on a monthly basis. This is better than last year but the attacks using ransomware are set to become more diversified, targeting more victims and platforms.

Another prediction that’s likely to become a reality is the growing role of Internet of Things devices in Denial of Service attacks. The company compares connected and unsecured devices to sleeper cells, which cybercriminals can tap at any time for a concerted DDoS attack like Mirai last year, which affected some huge websites. It is this type of attacks that cybercriminals will use going forward.

More email scams are in store for email users, too, thanks to the simplicity of BEC that makes it such an attractive option for cybercriminals – it’s simple yet apparently effective, with the average sum exhorted through such scams standing at $140,000. CEO fraud is about to become a preferred BEC method, Trend Micro warns – the scam when the cybercriminal poses as the boss of an employee, tricking the employee into transferring money to another criminal.

Cyberattackers focusing on the financial services sector will start using more BPC attacks this year.

Emboldened by the Bangladesh Bank scam, which resulted in losses of $81 million, ambitious cybercriminals are likely to expand their reach, going beyond financial transactions between banks. Tapping into money transfers from buyer to vendor is one direction for them, and hacking a payment delivery system is another.

Apple and Adobe are going to display more platform vulnerabilities than Microsoft this year, the software solutions provider also predicted. Adobe already overtook Microsoft last year and Apple is on the way to do the same this year. This is due to declining PC sales in favor for mobile devices but also to Microsoft’s mitigation and prevention solutions. The vulnerabilities will lead to exploit kit additions, which will also be utilized by cybercriminals for ransomware or maybe even other attacks.

The power of social media and other websites in forming and changing public opinions will become the norm, Trend Micro believes, as everyone has free and unlimited access to huge amounts of information and the tools to drive traffic to certain websites promoting a certain perspective on the world or any part of it. The fight against fake news is in its infancy and its effect is doubtful.

Efforts are being made to manage the risks of cybersecurity violations but this is coming at higher cost. Trend Micro warns that the European Union’s General Data Protection Regulation implementation will push up administrative costs for everyone and not just in the EU. The regulation, to come into force next year, envisages non-compliance fines of up to 4% of a company’s global turnover.

Finally, cyberattackers will continue to evolve and find new ways to target their victims, going round defense lines. Targeted attack campaigns will become more frequent as the cyberattackers find new ways to beat security systems, creating demand for more IT experts and a state of constant readiness in order for a business to be able to respond to known and unknown cyberattacks.

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MARKETING TRENDS

156th Issue - April 2017

Lexmark v.

Impression Case Could Change the Patent Game Lexmark is appearing in front of the Supreme Court in a case brought against it by smaller company Impression Products.

Impression appealed a Patent Appeals Court ruling in favor of Lexmark, which had sued Impression for disabling a chip in its toner cartridges to make it possible to refill them.

Lexmark, which like other printing giants gets most of its money from consumables, is arguing that Impression’s actions were unauthorized hence unlawful. Impression begs to differ, arguing, for its part, that once the printer cartridge is sold to a customer, they can basically do with it whatever they want.

Now, if the Supreme Court upholds the Appeals Court decision, this could give patent bearers more powers to limit the things a user can do with a product they’ve bought in various ways in a bid to protect their profits, often at the disadvantage of the users, limiting their choice. This would also hit the resale market hard.

If, however, the court rules in favor of Impression, it could open the door to more resales, prompting Lexmark and its peers to change their business models that rely on the monopolistic right that goes with having a patent and using it. The Justice Department is on Impression’s side and the Supreme Court has reversed many decisions by the Patent Appeals Court in recent years but the outcome remains unclear for now: will it support big businesses or smaller players and consumers.

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156th Issue - April 2017

MARKETING TRENDS

Cartridge World Offers Alternatives to Reduce Printing Costs We live in a world where printer ink costs more per gallon than human blood, fine champagne and even gasoline. As part of National Consumer Protection Week, a time to help people make well-informed decisions about money, one company is stepping up to the plate. Cartridge World, the global leader in high-quality cartridges, printers and printer services, is shedding light on ways businesses and consumers can fight the high cost of printing.

From March 5 to 11, Cartridge World educated Americans on ways to achieve quality printing at a great value which can lead to cost-savings of thousands of dollars for individual businesses and consumers. Unlike big-box retailers that receive incentives to sell certain brands of printers at a low price, only to charge an astronomical price for ink, Cartridge World’s network of over 350 stores are local printing experts that offer a range of solutions for the business and home user alike.

In an effort to inform Americans on the alternatives that can significantly reduce their printing costs, Cartridge World suggests the following: Use the Right Printer: Seek out a specialist that can match your printing needs with the right machine. It is important to note color inkjet printers are not designed for printing hundreds of black-and-white pages. For high-volume type printing, it is best to use a mono laser printer and high-yield toner cartridges in order to double your printing output at almost half the price.

Buy Alternatives to Printer-Brand Cartridges: You can save as much as 30% on printer cartridges by buying high-performance ink and toner from companies primarily specializing in printer products, instead of paying full-price for the printer brands at big-box retailers. In addition to saving cost, local printing pros often offer easy, online and automated ordering, printer installation and repair options and services.

Change Color Settings: As a standard rule, if 80 percent or more of your printing is done in black and white, be sure to change the printer settings default mode to mono, instead of color. When printing in color, simply change your printer setting back to color in the print menu. By doing so, you will ensure higher quality results and will save on the amount of color toner being wasted, reducing your overall printing costs.

“With more than 20 years of industry experience, Cartridge World fully understands both business and consumer frustrations that are a result of unsatisfactory service and high printing costs,” said Mark Pinner, CEO of Cartridge World North America. “We view our customer’s needs as a catalyst to providing each of them with not only a great value but consistent, premium print quality, defect-free performance and at a 20-to-30 percent cost saving.”

The quality standard initiative, driven by the launch of Cartridge World’s Global Procurement Center, ensures superior, cost-effective products for the end user. The company’s main focus is on selling highefficiency printers that use high-yield printer cartridges, and providing bundled printing services and office printing solutions for business customers.

In 2003, Cartridge World opened its first store in the United States and now has over 350 stores in North America and over 1,000 worldwide in 55 countries. With its sights set on adding nearly 3,000 stores to its system by 2019, Cartridge World is looking to expand its presence and clearly define itself as the global leader in ink and toner cartridge sales, printers, printing supplies, and printer maintenance for home and office customers.

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MARKETING TRENDS

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Aerospace, Carmaking Bet Heavily on 3D Printing

The cheap, quick production of spare parts is one of the main attractions of 3D printing for any manufacturing industry.

It’s attractive for those that need the parts, at least, though not as attractive for the companies that make them. We are currently seeing the nascent stages of a $400 billion 3D printing market, of which spare parts are bound to be a substantial segment, given their indispensable nature. That is why we are also witnessing some major investments in 3D printing from aerospace companies and carmakers, as a way of ensuring access to spare parts in the future.

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BASF and Evonik Highlight Materials Development Innovations with HP

Global materials leaders and existing HP partners, BASF and Evonik shared details about new innovations being developed using HP’s open platform and the opportunity to work in the new HP 3D Open Materials and Applications Lab. “At BASF, our goal is to enable customers to produce resilient and functional parts through the use of innovative material solutions,” said Kara Noack, Head of 3D-Printing North America, BASF. “Using the HP Open Platform and its one-of-a-kind testing lab in Corvallis to accelerate material development is helping to unlock the potential of 3D printing. The open platform gives BASF an opportunity to collaborate with customers, and together with HP, accelerate not only the material market, but also 3D-printing adoption within manufacturing.”

Noack also shared the advantages of working inside HP’s 3D Open Materials and Applications Lab and the progress the

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156th Issue - April 2017

company is making on certified materials for HP’s Multi Jet Fusion technology.

“Based on BASF’s experience and R&D capabilities, we have been able to accelerate the development of materials with better mechanical properties by leveraging HP’s 3D Open Materials and Applications Lab,” she noted. “We have been able to develop multiple versions of thermoplastic elastomers including TPU, thermoplastic polyurethane, adding to an already comprehensive product portfolio. HP’s 3D Open Materials and Applications Lab is allowing us to provide a wider range of innovative materials to the industry.”

Evonik was the first partner to announce plans to commercialize a certified material for the HP Open Platform. Today, Evonik shared specifics on the upcoming availability of VESTOSINT 3D Z2773, a PA12 powder material introduced for the HP Jet Fusion 3D Printing Solution and insight into the development process.

“In October, we announced successful certification of VESTOSINT 3D Z2773, and we are now excited to confirm initial availability in May with the full commercial offering available for our customers shortly thereafter,” said Dr. Matthias Kottenhahn, Head of the Business Line High Performance Polymers of Evonik. “In only six months, leveraging the HP Open Materials and Applications Lab, our team has been able to develop, certify and begin selling an innovative new material with significant property advantages.”

“Our collective efforts to reconstruct the way we go about 3D materials development is founded in HP’s investment into its open platform, tools such as the MDK and the 3D Open Materials and Applications Lab,” said Kottenhahn. “The open approach to materials and applications of HP opens a bright future for our industry.”

MARKETING TRENDS

156th Issue - April 2017

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Industry’s First 3D Printing Materials Development Kit (MDK)

HP, in collaboration with SIGMADESIGN, will offer the industry’s first MDK for 3D printing materials, ensuring a robust and expanding array of materials for end-uers and a simplified certification and testing process for partners.

An integral element of HP’s open platform strategy for 3D printing, the MDK will enable companies interested in certifying their materials to quickly test 3D powder spreadability and compatibility with HP Jet Fusion 3D printers prior to submitting the materials to HP for testing. This greatly simplifies the testing and certification process, leading to faster innovation cycles while achieving strict quality standards.

“HP is leading the evolution of 3D printing from prototyping to production and SIGMADESIGN understands how important each step of the manufacturing process is in this journey,” said Bill Huseby, president and CEO, SIGMADESIGN. “Materials are at the center of successful manufacturing, and the combination of HP’s open platform and the ability to enable voxel-level control will help expedite the digital transformation of this multi-trillion dollar market.”

Huseby emphasized the importance of enabling materials development and applications design with the right resources, “Many companies, both large and small, do not have the internal capabilities to execute their 3D printing vision as quickly or as broadly as they’d like. We are proud to provide world-class foundational tools such as the MDK and in-depth design expertise for organizations ready to innovate using HP Multi Jet Fusion technology right now.”

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3D Printer Makes House in 24 Hours

A startup from San Francisco has built a small house in Russia in 24 hours, using a mobile 3D printer. The 38-square meter igloo-style dwelling has concrete walls that could last for 175 years, reinforced with fiberglass. The building has a flat roof capable of withstanding lots of snow. The company that made the printer, Apis Cor, said that in the future it may start selling these houses at $10,134, including the wiring, windows, plumbing, and doors.

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HP Opens 3D Printing Lab

HP has further strengthened the impression that it’s dead serious about its 3D printing ambitions by opening an Open Materials and Applications Lab at its 145-acre property in Corvallis, Oregon. The place will serve as a hub for HP engineers and its materials development partners to create, test and study new printing materials for its multi jet fusion 3D printer.

The MJF printer has some unique qualities when it comes to materials: it allows the user control over the properties of the printed item by using as printing material a combination of liquids and polymer powders. This makes it possible to manipulate properties such as flexibility smoothness, and conductivity.

The materials that will be developed at the facility will receive special HP certification and will then be marketed in an online marketplace. All materials producers are welcome to take part in the development and testing process.

The lab will also test finished 3D printed products, using a variety of tools, such as laser scanners and shear testers.

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MARKETING TRENDS

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HP Unveils World’s First 3D Open Materials and Applications Lab

Building on its open platform vision and leveraging more than four decades of print innovation, HP took the wraps off the world’s first state-of-the-art laboratory to help companies develop, test and deliver the next generation of materials and applications for 3D printing. Located in Corvallis, Oregon, the new HP 3D Open Materials and Applications Lab will offer partners a range of equipment and in-house expertise to accelerate materials and applications innovation, which is critical to quickening the evolution and adoption of 3D printing technologies.

In May 2016, HP announced the HP Jet Fusion 3D Printing Solution, a production-ready commercial 3D printing system that delivers superior quality physical parts up to 10 times faster and at half the cost of current 3D print systems. In addition, by printing functional parts at the individual voxel level (a voxel is the 3D equivalent of a 2D pixel in traditional printing), HP offers customers an unprecedented ability to transform part properties and deliver mass customization.

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Ford Begins Tests with Stratasys Printer

Ford has announced the launch of tests with Stratasys’ Infinite Build industrial printer. The tests focus on the production of limited-series component parts for a lower cost. Besides cost, 3D printing will also eliminate or at least significantly reduce the amount of waste left from traditional manufacturing.

In its announcement, Ford hinted that in future whole cars could be made using 3D printers. This would also mean significant job losses if 3D printing indeed becomes a mainstream technology.

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156th Issue - April 2017

eight

China's Funeral Parlors to Go High-Tech with 3D Printing & Robots

China’s funeral industry has started adopting some high-tech elements, such as 3D printing and robots.

3D printing is being used to manufacture accurate facial reconstructions for corpses, and the robots are being used to decontaminate funeral parlors.

Both technologies are aimed at making the undertaker business more automated.

Though the dead occupy a significant role in Chinese culture, those that prepare and work with the dead are seen less favorably. The undertaker profession, though necessary, has remained taboo within the nation. Rather than tackle the taboo by addressing misconceptions and preconceived notions about what undertakers do, China’s funeral industry seems to have found a solution through an increase in automation in the profession.

One funeral parlor in Beijing, the Babaoshan Funeral Parlor, recently unveiled its new cleaning robot, which it is using to decontaminate rooms.

The robot, which is about a meter tall, is capable of detecting and measuring the size of the room it is in, and then sprays a hydrogen peroxide disinfectant aerosol that covers the whole room. According to the funeral parlor, the robot is a more efficient and thorough cleaner than a human counterpart.

“Now, it is safer for our families,” expressed Qu Jie, an employee at the Babaoshan Funeral Parlor in reference to to the robot cleaner.

MARKET SEGMENTS

156th Issue - April 2017

Auxilio Wins $12.5M Print-as-a-Service Contract Auxilio, Inc., a leading provider of complete document workflow solutions and IT security services for the healthcare industry, announces a five-year, approximately $12.5 million contract with a 1,000-bed prestigious teaching hospital located in the Central United States.

Under the terms of the contract, Auxilio will deliver a next-generation Managed Print Service (MPS) program,

otherwise known as Print-as-a-Service (PRaaS), which provides a scalable and customizable service that enables healthcare providers to strategically manage their highvolume print environments by driving operational efficiencies and addressing security vulnerabilities. The service level agreement aims to improve operational efficiency through leveraging Auxilio’s printer break/fix, toner, support, device refresh and consolidation services.

Brother Expands INKvestment Color Device Line for Small Businesses Brother International Corporation builds upon the success of its INKvestment line of color inkjet all-in-ones with two additions to the INKvestment line--the MFC-J5930DW and the MFC-J6935DW. The Brother INKvestment line addresses one of the biggest challenges facing small office and home office (SOHO) users: the high cost of ink. A single INKvestment Super High-yield black cartridge delivers approximately 3,000 pages, for less than $302 and a single INKvestment Super High-yield color cartridge delivers 1,500 pages for less than $202. This translates to printing for less than a penny per page in black and less than a nickel per page in color.

"Developed to address the challenges faced by the small business user, these additions to the INKvestment portfolio continue to deliver the robust feature set, durability and low cost printing that small offices are looking for in choosing a printer," according to Phil Lubell, Senior Director, Product Marketing at Brother. "Building upon the success of INKvestment, Brother is continuing to offer high-quality output, advanced business features including printing from a mobile device and Cloud connectivity over a wireless internet connection plus the cost-effective performance that INKvestment is known for."

Business-Ready Features

The MFC-J5930DW and the MFC-J6935DW include an additional paper tray for extra paper handling flexibility, the convenience and cost savings of automatic duplex printing and single-pass duplex copying/scanning. Both devices can also print up to ledger size (11" x 17") documents. The MFCJ6935DW offers the ability to copy and scan ledger size documents directly on the glass.

The new INKvestment devices provide the capabilities and practical functionality that small businesses need.

These reliable and durable devices are backed with unprecedented toll-free technical telephone support for the life of the product.

Lavu Certifies Epson Multi-Station Kitchen Display Systems (KDS) Controllers Epson America, Inc. announces that Lavu, an innovative mobile restaurant POS software provider, has certified Epson's TM-U220-i OmniLink® receipt printer - Multi-Station KDS controller solution to help customers boost efficiency by seamlessly integrating the KDS controller into their existing kitchen workflow. The solution is available from Lavu today.

Epson's KDS provides Lavu customers with the ability to manage kitchen tickets, which are displayed on the KDS for easy visibility and management. The integration delivers a feature rich hardware and software solution, enabling streamlined back-of-house management and improved front- and back-of-house communications, order speed and accuracy, and ultimately, increased efficiency. Perfect for small, quickserve restaurants (QSRs), Epson's KDS controller drives a customer's kitchen display and provides a printing

solution to the workflow.

"We have been working closely with Epson since the prerelease of its KDS solution to ensure Lavu would be ready to offer this latest product offering," said Steve Brown, director of sales at Lavu. "The combination of Epson's flexible, easyto-install and highly customizable KDS solutions with built-in printers allows us to run more efficient food service operations, leading to more satisfied customers."

"Lavu is one of our trusted partners," said Tom Kettell, director, commercial channel sales at Epson. "Our KDS kitchen printers bundled with Lavu's innovative iPad POS, give restaurants a reliable solution for kitchen and front-of-house printing and ticket processing, leading to simplified restaurant management."

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MARKET SEGMENTS

156th Issue - April 2017

Canon Extra-Large Format Printer Using UV Gel Technology Canon is in talks with large format inkjet distributors about handling its 1.6 metre wide Colorado UV gel roll-to-roll printer. “We showed the specialist resellers the first versions of the machine during Drupa in a behind the scenes presentation and we have been working with them ever since,” says Mark Lawn.

The Colorado will receive its public launch at Fespa, when more details about availability and route to market will be made public.

Canon anticipates strong demand for the new machine, the first of a family of roll-toroll products using the UV Gel technology. It is positioned between low end solvent and eco solvent printers and the more productive latex machines.

Having identified a gap, Canon claims that the color gamut matches that of eco solvents and the productivity of a latex machine.

The company has hailed the technology since Drupa as a breakthrough for large format printing. It can run at up to 159 m2/hr for outdoor applications, dropping to 40 m2/hr for indoor close viewed work. It uses a Canon printhead to give 1800x600 dpi resolution from a 10pl droplet.

The secret is in the new ink in combination with the printhead.

The ink is a viscous fluid that is heated in the printhead and fired at the substrate where the ink returns to its gel state and remains in position, helped by a UV lamp on the print head to pin the ink.

There is no opportunity for ink to soak into absorbent substrates, nor to run into adjacent droplets.

“This reduces the volume of ink needed for printing by about 40%. There will be a premium for the ink, with a list price of €135 per litre, but the reduced consumption will result in a savings over the rival technologies,” says Lawn.

The main LED UV array is positioned on a second shuttle which moves at the same rate as the print head shuttle, but in the opposite direction.

This has two benefits: the time between application of ink and curing remains constant and any vibrations caused by the movement of the ink head are counteracted by the UV head moving in the opposite direction.

The Colorado 1640 is a four color only machine, which exceeds the Fogra 39 colour space. Future versions are likely to include a white ink option, needed for double sided window displays or for colored substrates.

“We know that the UV Gel technology is scaleable,” he explains. “We are introducing a 64-inch model first because we know this is where there is biggest demand in the market. But there is no reason why we could not go to 3.2 metres wide.”

Samsung's Touchable Ink Prints Braille Using Any Laser Printer Braille printers can cost thousands of dollars, whereas laser printers can be picked up for under $100. So wouldn’t it be great if laser printers could somehow print in braille and completely remove the cost of purchasing a special printer for the visually impaired? That’s exactly what Samsung has managed to do thanks to a new ink.

Your typical laser printer produces a completely smooth printed page.

That doesn’t work for braille as visually impaired people rely on the raised dots that form the braille patterns in order to read using their fingers. So Samsung collaborated with the Thailand Association of the Blind and a chemistry

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professor at Thammasat University to solve the problem in ink rather than hardware.

The end result is called Touchable Ink. It’s a laser printer ink that has had embossing powder added to it. Using it is simple: just switch out a standard laser ink cartridge for a Touchable Ink version. Then change the font of the document you want to print into braille and print the page. The final step involves heat. Using a hair dryer or a microwave heat the printed page, which makes the ink dilate and form the raised dots.

Touchable Ink is still a work in progress,

but has proved good enough even at this early stage of development to be awarded the Grand Prix award for Design, Healthcare and Innovation at Spikes Asia 2016. Tests carried out with visually impaired individuals saw a 90% success rate in being able to read Touchable Ink printed pages.

As braille printing only relies on using Touchable Ink, it should work with any and all laser printers. And even if Touchable Ink cartridges are a little more expensive than the standard ones, it’s still going to be a lot cheaper than buying a special braille printer.

MARKET SEGMENTS

156th Issue - April 2017

Epson Releases Small-Business-Focused A3 Printer Epson has released a new A3 printer targeting specifically small and medium businesses. The Workforce Enterprise WFC20590, an inkjet color multifunctional, sports low maintenance needs, higher speeds, and energy efficiency.

According to Epson, the printer is the

fastest in its class, capable of printing 100 pages per minute in simplex mode.

It is also equipped with the company’s new PrecisionCore printhead tech, which makes the prints above-average accurate.

The reason the printer needs less maintenance and servicing is that, Epson says, its design is simpler than a same-class laser printer. This represents a benefit for managed print service providers by boosting their bottom lines.

CIG Axess MPS Tablet APP for Mobile Solution The Axess Managed Print Services (MPS) Tablet App from CIG is now available in app stores to download for both Apple iPads and Android tablets. Axess MPS is a comprehensive, fully integrated suite of software and services designed to help dealers deliver more profitable MPS solutions. The all-new app enhances and supports Axess MPS dealer offerings including mobile mapping abilities and customized marketing materials.

Mobile MPS mapping with the app allows dealers to map potential environments on their tablet for customers while in their office. The integrated mapping tool allows dealers to upload floor plans and devices as well as place devices in current and proposed states by dragging them on the floor plan. The finished maps integrate with CIG’s Axess MPS Total Cost of Ownership (TCO) pricing tool

and print along with the dealer’s proposal. In addition, the tablet app provides on-the-go access to vertical market videos, presentations, customized marketing materials, howto guides, and security documents. The mobile MPS mapping app is also available for download on laptops.

Understanding HP's Outlook for Printing Rising use of supplies One of HP Inc.’s (HPQ) key objectives is to place hardware units with a higher usage of supplies. In fiscal 1Q17, the Supplies subsegment accounted for 67% of total printing revenue, as compared to 62% in fiscal 4Q16 and 64% in fiscal 3Q16.

In June 2016, HP stated that it will “harmonize” global pricing and improve margins over time in its supplies subsegment. The company is looking to make a one-time investment to reduce the level of supplies inventory across channels over the next two quarters.

HP expects the trajectory of

the revenue from its supplies subsegment to stabilize by 2017. As seen in the above table, revenue in HP’s printing business fell 14% YoY in 2016, but this revenue was limited to a 2% YoY fall in fiscal 1Q17. Now, with the supplies business stabilizing and HP’s investments in 3D printing, this business might drive revenue over the long-term.

Major players in printing Notably, Canon (CAJ), a big HP competitor in the printing segment, reported a rise in unit sales in its laser printer business in 4Q16 (HP’s fiscal 1Q17), after a decline during the first nine months of calendar 2016. Revenue from Canon’s inkjet printer business,

however, fell 11.1% YoY (year-over-year) in 4Q16. Xerox, another competitor, reported a 12% YoY fall in its equipment sales business segment in 4Q16.

According to IDC (International Data Corporation), HP led the worldwide hardcopy peripherals market with a share of 37.9% in 3Q16, as compared to 38.6% in 3Q15. Other leaders in this market include Canon, Japan’s (EWJ) Epson, Brother, and Samsung (SSNLF), with shares of 19.6%, 18.3%, 7.1%, and 3.3%, respectively.

Notably, worldwide laser printer sales fell 10.5% YoY in 4Q16, as compared to a fall of 14.6% YoY in 3Q16.

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MARKET SEGMENTS

156th Issue - April 2017

Canon Australia Launches All-New Wide Format Printer Canon Australia has showcased a new wide-format printer that features the company’s new UVgel technology.

According to the company, the Colorado 1640 prints high-quality indoor and outdoor graphics, using a special instantly drying ink based on eco solvent, latex and UV.

Besides the special ink, Canon says the Colorado 1640 is the fastest 64-inch printer currently available, with speeds of up to 159 sqm per hour in production mode, and 40 sqm in POP mode, delivering a consistently high quality.

Canon also says the printer is economical, with ink costs some 2040% lower than for other comparable machines. The printer, targeting all industrial users from small businesses to large ones, has not been priced yet but the tag is seen to be somewhere between $40,000 and $150,000.

Ricoh Unveils New A4 Multifunction Printer New Delhi-- Japanese imaging company Ricoh on Tuesday launched a new multi-function printer (MFP) MP305+SP — a A4 monochrome device with A3 capability.

Priced at Rs 172,830, the MFP comes with advanced controller that provides

a host of features like easy driver installation, enhanced scan to URL, quick authentication, customisable user and device usage management.

“The new launch is in line with the company’s commitment in unveiling products which are secure, productive

and saves on energy,” said AT Rajan, Managing Director and CEO, Ricoh India, in a statement.

The device is powered by an Intel processor and has the capability to run at 30 ppm.

Faster, Easier, Better: OKI Upgrades Wide Format with New Teriostar Multifunction Printers

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OKI Europe, Ltd. has launched two new wide format Teriostar multifunction printers designed to boost productivity in busy design, engineering and reprographics offices where deadlines are tight and time is money. The LP-1040MF and the LP-2060MF print at super speeds; up to 7 A1 size prints per minute and up to 9 A1 size prints per minute, the fastest in their class. Scan speeds of 240 mm per second and parallel processing of tasks also help accelerate workflow and both models feature the industry’s only user-replaceable process cartridges which means projects won’t get derailed by downtime.

“With the new LP-1040MF and the LP-2060MF, we’ve retained the best of the legacy Teriostar features such as the unique photoconductor drum which is actually a cartridge that can be replaced by the user. As this is the part mainly involved when there are print defects, this can save significant time and expense for example waiting for an engineer and a replacement. To this we have added a host of new features, updating these models and creating fast, efficient and intuitive multifunction devices,” says Frank Jaenschke, General Manager Marketing, Wide Format Printers, OKI Europe, Ltd.

New features make these printers simple and intuitive to use. For example, all controls are managed at the front by a clear 8.5” colour touch screen panel which gives rapid access to frequently used menus with the improvement of the user interface. Exceptional print quality is assured with a new Print Data Converter which LP-1040MF fixes typical problems such as speckles, slants or the kind of errors sometimes seen with scan data or file converter data.

Enhanced Teriostation2 integrated software is standard on both. This delivers complete network access to the copier and enables users to send jobs including multiple files to the printer from anywhere on the network using most common file formats TIFF, PDF and more.

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New security features include identification with smart card for print, copy and scan. This prevents unauthorised use, the risk of leaving sensitive drawings uncollected, eliminates waste and controls job logs. These new models also enable the complete deletion of data on the hard disk drive (HDD) if the printer is sold or, if leased, or returned to owner.

MARKET SEGMENTS

156th Issue - April 2017

Worldwide Large Format Printer Shipments Up Narrowly in Q4 2016 The FINANCIAL -- The Worldwide Quarterly Large Format Printer Tracker from International Data Corporation (IDC) found that large format printer (LFP) shipments and revenue grew by more than 4% year over year in 2016.

"The mix of printers continues to change as the technology and the needs of end users evolve," said Tim Greene, research director, Hardcopy Solutions at IDC. "The need to invest in the latest technology, to expand their business, to improve their bottom line, and even just to remain competitive is one of the defining characteristics of the large format digital printing market."

Segment Highlights Shipments in the large format CAD/ Technical printer market segment grew by 4.4% for the year, with a particularly strong performance in the large format toner-based printer segment.

Shipments on the graphics side were up by 3.8% for the year, with a strong showing from UV-curable, eco-solvent, Latex, and dye-sublimation printers.

Vendor Highlights The top five suppliers in terms of

shipments, in order were HP Inc, Canon (when combined with Oce), Seiko Epson, Roland DG, and Mimaki.

HP continues to lead the large format market overall with leading if not dominant positions in the large format CAD market and with its latex products.

HP's overall share slipped, however, as there was growth in areas like dyesublimation and in the Asia/Pacific market where HP is not as strong. HP's share of revenue grew though as the company's PageWide XL and highspeed UV-curable printers continue to do well in the market.

Canon, when combined with the Oce organization, maintained its number two position among worldwide large format printer manufacturers for 2016.

Canon's push on toner-based systems and its leading position in UV-curable inkjet and highly competitive aqueous inkjet printers gave it a strong share in both the CAD and graphics markets.

Epson, the third-largest supplier in terms of shipments, saw solid growth in the dye-sublimation inkjet market and some recovery in the eco-solvent market late in the year, but continues to see declining shipments in the low-end aqueous inkjet market segment.

Roland DG is the fourth largest worldwide supplier and has almost 30% share of the worldwide eco-solvent market.

Mimaki is the number five supplier of large format printers worldwide in 2016.

Mimaki is strong in the eco-solvent, dye-sublimation, and UV-curable inkjet printer markets worldwide.

Other Highlights The interest in dye-sublimation solutions continues: the IDC Tracker shows 13% year-over-year growth in dyesublimation inkjet printer shipments.

Eco-solvent inkjet printer shipments grew 8.5% year over year in 2016. The resilience of eco-solvent printers is largely driven by the growth of Chinese suppliers in that segment and primarily in the domestic Chinese market.

UV-curable inkjet printers are another bright spot, with UV-curable inkjet printer shipments up 15% year over year in 2016.

Epson Releases New Wide-Format Inkjet in India Epson has launched a new wide-format inkjet printer on the Indian market, featuring its most recent imaging technologies and set to replace the Stylus Pro 4900.

The new 17-inch SureColor P5000, like other new Epson releases features the company’s PrecisionCore printhead technology along with Precision dot

screening technologies, the company said, guaranteeing a better contrast ratio and resin encapsulation to produce sharper images.

What’s perhaps more interesting is that the SureColor P5000 has a dual ink configuration capability. It can work either in Standard or Designer configuration, utilizing Epson’s

Advanced Black and White printing mode.

The machine also sports a highcapacity paper cassette capable of accommodating up to 100 sheets of paper, with sizes ranging from 8x10 inches to 17x22 inches, with a front feed straight path for the more delicate paper varieties.

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MARKET SEGMENTS

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156th Issue - April 2017

MARKET SEGMENTS

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COMPANY CLOSE-UP

156th Issue - April 2017

CIG Announces Platinum Sponsorship at ITEX 2017 Chicago, Ill. – Clover Imaging Group (CIG) is excited to announce its platinum sponsorship of the 2017 ITEX Show, the largest and most extensive national trade show connecting vendors and resellers in the office technology space. The 2017 ITEX Show takes place April 18-20 at Mandalay Bay in Las Vegas. Attendees of the show can stop by booth #601 to catch a glimpse of the GreenSweep Harley-Davidson® and to take a virtual reality tour of CIG’s state-of-the-art manufacturing facilities and engineering tech center “We are extremely excited to bring the custom GreenSweep Harley-Davidson to ITEX 2017 and to eventually present it to one GreenSweep dealer,” said Luke Goldberg, EVP Global Sales and Marketing for CIG. “CIG also has many new offerings in our solutions category that we can’t wait to talk with dealers about. See you in Vegas!”

CIG representatives will be available to discuss new initiatives

of CIG Solutions at ITEX. Solutions include the aggressive OEM GreenSweep program that gives up to 10 percent rebates on approved sales, the powerful third-party reports that prove the reliability of CIG manufactured cartridges compared to the OEM, and the innovative TCO worksheets that illustrate for customers the cost savings of OEM conversion.

In addition to the platinum sponsorship and booth participation, CIG will also participate in educational events as part of the 2017 ITEX Show. From 11-11:50 a.m. on April 19, Sarah Henderson, Director of MPS Operations for CIG, will present the “SMI: Supplies Management Investigation” educational event. From 9-9:50 a.m. on April 20, Luke Goldberg, EVP Global Sales and Marketing for CIG, will lead the “Have a Seat!” educational event discussing seat-based billing and its popularity. From 11-11:50 a.m. on April 20, Aldo Spensieri, Vice President of MPS Solutions for CIG, will join MPSA for “How to Earn an A+ on Assessments for MPS.”

Green Project Issued Patent for “RecoilGP” Gear LOS ANGELES, Calif., –Green Project, Inc., announces that a patent of its “Recoil GP” gear technology for replacement OPC drums has been recently issued by the US Patent and Trademark Office. The “Recoil GP” gear has also been examined and approved by the U.S. Customs and Border Protection for entry into the US and is outside the scope of the ’918 GEO (Canon dongle gear GEO).

The patent for invention number 9,588,478 is for a gear to be used with OPC drums with various toner cartridges for laser printers. The unique layout and features of the “RecoilGP” gear is a design that is not only different, but also takes into consideration the need for high quality prints that consumers expect.

“Our goal is to provide a quality aftermarket option that not only works, but works well.” said Joseph Wu, President of Green Project. “Other companies may claim that they have a gear option, but our goal was to design a unit simple in nature while allowing the toner cartridge to be inserted and removed

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easily.”

Not only is the gear patented, the “Recoil GP” gear is also US Customs approved. Green Project worked with Customs on how to properly identify its gear ensuring smooth entry into the USA. “We know that not only having a patent is important but also making sure you can get your products through Customs.” said Joseph Wu. Each “RecoilGP” gear also contains special markings as well as a bright green coloration for quick and easy identification so that there is no confusion for these special gears.

Green Project will offer the “Recoil GP” gear in most of their popular monochrome and color toner cartridges.

If you are interested in Green Project’s Toner products, please contact Green Project for more information on how Green Project makes it easy and safe.

COMPANY CLOSE-UP

156th Issue - April 2017

Print-Rite 3D Artworks Displayed at China-France Art Exposition On March 9th, 2017, at the Chow Tai Fook China-France Art Exposition, artworks printed by PRINT-RITE lent a touch of mystery and technology to the show with their unique structures and beautiful lines. They are a highlight of the exposition.

The 3D art exhibition was held at Shunde District, Foshan City, Guangdong Province. It managed an artful integration of 3D printing, art, science and technology, fashion and other elements. The artworks were chosen from the finest and demonstrated the theme of art, science and technology and fashion.

3D printing artworks are eye-catching At the show, PRINT-RITE presented four groups of 3D printing artworks. They are created by a talent team— ZeroHundred, renowned designer Ma Zicong and Cyrus Mok using PRINT-RITE CoLiDo ® 3D printers. The works enable the audience to experience the unlimited potential of 3D printing. Sci-Fi elements were also built into the artworks.

At the opening ceremony, one guest said, “We have long considered 3D printing a technology. But we never expected that technology and fashion can be so perfectly wedded…”

Now, let’s have a closer look at these artworks.

Top left: Cold and hot planet— ZeroHundred presented to the audience the complete urban development concept for cold and hot planet, including mechanical design, character set, architectures, weapons, transportation tool and so on.

At the exposition, a fully 3D printed 1:1 electrical bicycle made the audience feel as if they were in the outer space.

Lower left: coffee art wall— the 4m x 2m 3D art wall was the centerpiece of the exposition—the delicate patterns on the wall combine the soft and hard features.

technology.

Lower right: the running horses—designer Cyrus Mok got inspiration from the art of paper folding that he loved during his childhood and the horse-racing activities popular among Hong Kong people from the colonial era to this day. Paper horses were turned into 3D black horses. And the extraordinary artwork Running Horses was created.

3D printing breaks through the limits of fashion designing.

Making fashion by 3D printing has become the dream of many people in the fashion industry. And nowadays, 3D printing is increasingly used in fashion shows. Only several years ago, 3D printing clothing was regarded as something futuristic. Now it is very likely to become the mainstream fashion element in the next decade.

Displayed at the exposition were also 23 3D printed clothing works designed by the Institute of Haute Couture in Paris and produced by PRINT-RITE 3D printing technology, a fusion of technology and art. It is believed that in the near future, everyone will be able to print clothes at home using 3D printing.

Institute of Haute Couture in Paris is a top international fashion school. With a long history and a set of acclaimed education methods in the fashion industry, it attracts students from around the world. It is reputed as “Harvard in fashion industry”.

On that day, Chow Tai Fook also held a wedding show. The unique headwear worn by the model at the center stage was printed by PRINT-RITE. Advances in 3D printing technology have gone beyond the limits of design and can accomplish what normal materials cannot. Free from the confinement of traditional manufacturing technology, this art perfectly matching technology with fashion. "If current trends in 3D printing continue, we bet it will really make a great difference in the fashion world in the future. We are looking forward to that day!” said one fashion designer.

Upper right: Zodiac signs—the table lamps decorated with zodiac designs in a contemporary style have demonstrated the boundless creativity and refined technology of 3D printing

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ASK THE EXPERTS

156th Issue - April 2017

Remanufacturing the HP LaserJet PRO M102 (CF219A) Drum Cartridge

By Mike Josiah and the Technical Staff at Uninet

Mike Josiah 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.

The HP LaserJet PRO M102 series of printers are based on a monochrome 23ppm, 600 Dpi engine, 1200DPI with HP fast Res). The first page out is stated to be under 7.3 seconds, and all “W” models so far come with Wi-Fi, Apple AirPrint, HP ePrint, Google Cloud Print 2.0 built in.

All machines released do far come standard with 128Mb memory and have a duty cycle of 10,000 pages per month.

This engine is a big change for HP Monochrome printers in that there are separate Toner and Drum cartridges.

Typically HP/Canon have used “all in one” type cartridges for monochrome printers. Both the toner and drum cartridges are small and not rated for many pages so even though this is sold as a low volume machine, I believe there will be a decent demand for the cartridges.

The toner is already listed as the #1 new release on Amazon. The cartridges are simple and fast to remanufacture.

This series of machines have features for the user to set called Cartridge Policy and Cartridge Protection. Cartridge policy when enabled only will allow genuine HP cartridges to be used.

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Cartridge Protection locks a cartridge to a specific printer so it cannot be used in another. Both of these features are off by default.

There are two cartridges in this engine the toner (CF217A) and the drum cartridge (CF219A). The toner is rated for 1600 pages, the drum unit is rated for 12,000 pages. The starter toner cartridge that comes with the printer is rated for 700 pages.

The drum units in this series do not have a conventional waste chamber. There is a coated felt cleaning brush under the PCR, but that’s all there is. Under the brush there is a chamber but the clips for the PCR and cleaning brush clip run through the outside wall and are not sealed. This system is almost a Zero waste system.

HP LaserJet PRO M102a HP LaserJet PRO M102w HP LaserJet PRO M104a HP LaserJet PRO M104w HP LaserJet PRO MFP M129 Series (new) HP LaserJet PRO MFP M130a HP LaserJet PRO MFP M130fn HP LaserJet PRO MFP M130fw HP LaserJet PRO MFP M130nw Current list pricing for the cartridges:* CF217A $62.99* CF219A $69.99* * As of 2/1/16 Required Tools 1) Toner approved vacuum.

2) A small Common screw driver 3) A Phillips head screwdriver Required Supplies

These drum units also come with an internal erase lamp assembly. This lamp erases any residual charges from the drum

Replacement drum for use in the HP LaserJet Pro M102 Replacement drum cartridge chip Conductive Grease

Printers based on this engine:* LaserJet PRO M101

1) Place the cartridge with the handle facing away from you. Carefully pry out

ASK THE EXPERTS

156th Issue - April 2017

Remanufacturing the HP LaserJet PRO M102 (CF219A) Drum Cartridge

Continued

Figure 1

Figure 3

Figure 7

Figure 2

Figure 4

Figure 8

Figure 5

Figure 9

Figure 6

Figure 10

the metal drum axle. See Figure 1 2) Lift up and remove the drum. See Figure 2 3) Remove the PCR. Note that the two white bushings will most likely cone out with it. See Figure 3 4) Press in on the bottom white clips to free the spring loaded PCR cleaning brush. There are two tabs on each side of the cartridge. See Figures 4, 5 & 6 5) Clean out any toner or paper dust from the chamber, Blow the cleaning brush clean of any toner or paper dust.

See Figure 7 6) With a link free cotton swab, clean off the erase lamp assembly. See Figure 8 7) Install the cleaned PCR brush assembly. Contact side to the contact

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ASK THE EXPERTS

156th Issue - April 2017

Remanufacturing the HP LaserJet PRO M102 (CF219A) Drum Cartridge

Continued

side of the cartridge. See Figure 9 8) Clean the PCR with your preferred cleaner and install. Use a small amount of conductive grease on each end of the PCR. Make sure the flat side of each white bushing is facing up. See Figures 10, 11 & 12 9) Install the drum by pressing down on the PCR assembly, sliding the drum in place and installing the metal drum axle.

See Figures 13 & 14

Figure 11

Figure 14

Figure 12

Figure 15

Figure 13

Figure 16

10) Replace the chip by pressing down on the locking tabs and sliding the chip out. See Figures 15 & 16

Base machine (M102) Printer Trouble shooting lights: There are 3 lights on the printer. The Wireless, Attention and Ready.

Whenever any of them blink a message will show on the PC screen describing the problem. The attention light has quite a few different reasons it may blink, thus the message screen on the PC. In the past some machines had specific blink speeds or patterns to give an indication of the problem. These machine lights blink at one speed. As they always will have a detailed message on the screen, there is no need to list them here. More sophisticated MFP models show the error on the machine screen as well as the PC screen.

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156th Issue - April 2017

ASK THE EXPERTS

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29

亲爱的读者朋友们，

PUBLISHER'S MESSAGE

你们好！

编者的话

在大资本肆虐的时代，中小型企业如何生存？ NEW INSIDE Cultivating the New World of 3D Printing

这两年，以往总是闷声发大财、不显山不露水的打印耗材行业，渐渐地开始在资本市场里

扫一扫 行业资讯尽在掌握 rechargeasia.com ISSN 1552-7484

ISSUE 156 | APRIL 2017

崭露头角。数家有实力的大型企业，通过行业内或者跨行业的企业并购和上市重组，迅速成为 了规模庞大的类似寡头型企业。这些企业当中，又以珠海艾派克和湖北鼎龙为翘楚 ：湖北鼎龙

DIGITAL Business Transformation

通过连续并购建立起了覆盖打印耗材行业的完整产业链，艾派克更是大玩资本运作，不仅收购 了史丹迪等颇具实力的打印耗材企业，更是上演了收购打印机厂商利盟的“蛇吞象”大戏。 资本游戏为打印耗材行业平添了许多活力，却也让行业内为数众多的中小型企业多了一 份担心 ：大资本运作让强者愈强，这是否会挤压中小型企业的生存空间？这种担心可谓不无 道理，市场里竞争无处不在，企业的营业能力往往此消彼长，几家龙头企业独大势必会对规

一个中小型耗材企 业对发展的思考 LAS VEGAS, USA April 18-20, 2017

模较小的企业造成影响。 有问题就有思考，有思考就可能有解答。关于中小型企业在大资本时代的生存问题，很

他山石可攻玉 RSA2017北京研讨会 MOSCOW, RUSSIA May 17-19, 2017

ALMATY, KAZAKHSTAN May 30 - June 1, 2017

总第 156

BOGOTÁ, COLOMBIA November 14-16, 2017

2017 年 4 月

多行业内人士已经开始思考，并有了自己的见解。请阅读专题文章《一个中小型耗材企业对 发展的思考》，文章作者高龙先生以自己多年经营办公耗材生意的经验，发表了自己关于生存 问题的看法。今后，我们还会通过亚洲再生业的平台为大家奉上更多相关的文章，希望能为 各位的未来发展提供助力。 要保障生存，除了需要足够的空间，还要有安全的环境。 在过去，一提到“打印安全”，很多人第一时间想到的恐怕是“防火防盗防湿潮”，但是 在互联网时代，我们要防备的打印安全威胁早已不仅仅来自现实世界。随着越来越多的打印 机拥有了网络打印功能，病毒和黑客等网络安全威胁也成为了我们必须小心的目标。 但是，网络打印安全的发展相较而言已略显滞后，这要求打印行业从业人士不能抱着“打 印行业是传统行业”的陈旧观念，而是要正视网络打印是网络安全的一部分这一事实，必须 提高对网络安全的重视，加大网络打印安全解决方案的研发力度，同时还要密切关注网络安 全领域的发展，跟上时代的脚步。整个打印行业也必须积极融入网络安全的发展轨道里，在 跨行业的合作当中共同提升网络打印安全水平，让用户拥有更完美的打印体验。 敏锐的您应该已经发现了，我们的杂志现在开始越来越多地刊登与打印安全相关的文章。 我们今后还会继续加大关注力度，紧密跟踪其发展脉络，并为大家带来更多、更专业、更精 彩的相关文章。 敬请期待！ 冯飞 亚洲再生业（RechargeAsia）中国编辑部

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专题文章

２０１７ 年 ４ 月 总第 １５６ 期

一个中小型耗材企业对发展的思考 北京市北方办公用品公司副总经理 高龙 2016 年，办公耗材行业发生了很多大事，如“互联网 +”创新模式的探讨、政府采购电商 化改革、原材料上涨、人民币汇率提升、行业上游资本整合，上述事件都给中小企业带来了 巨大的影响。行业内少数优秀品牌正在以不可抗拒的力量掠夺着市场的优质用户和巨大市场 份额，这是摆在中小型耗材企业面前的生存难题。中小型耗材企业该怎样发展，未来的前进 方向在哪儿？我以一个发展中的企业的视角，谈一下自己的想法及做法。

品牌的建设仍是企业生存的第一要素 品牌是市场认可的产品，当产品被大家认同后，产品销售就很容易，所以企业发展一定把 品牌建设作为生存的第一要素。办公耗材市场继续发展和行业进一步规范化的结果，一定是几 家寡头竞争。在采购招标市场，只有少数的优质品牌依靠资质、实力拿到了入场券。在电商市场， 第一梯队的 2-3 个品牌占有市场 50% 以上的销售份额。在渠道市场，用户对优质品牌的认知越 来越强。在出口市场，有人在为每月百万支硒鼓交货发愁，而几家品牌公司正为到处寻找订 单而奔波。这是目前市场的现状。 当今时代，品牌的成长，不是只靠勤奋。许多企业仍遵循“时间就是金钱”的理念，拼命 努力做事情，却仍没有太大的发展，有的公司甚至在生存的死亡线边上挣扎。归根结底，是 传统的想法在阻碍着我们前进的步伐。 华为以“便宜没好货”的理念撼动了人们的传统观念，产品在全球都销售得很好；海底捞 雇用下岗工人，服务做到最好，赢得人们的关注，人流旺盛。他们共同的特点是用新的观念， 使自己的公司得到了好的发展。

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专题文章

２０１７ 年 ４ 月 总第 １５６ 期

比较突出一点，顾客浏览时就能看到你与同行的区别。 2. 加行业的 QQ 群 相关的行业 QQ 群是很多的。我们应该每天关注群 里在聊什么，可以加进去与其一起聊天；不要发产品 广告或者推销产品，这样会着人烦。在群里应发布一 些行业内有趣的事件，发些大家觉得有意义的话题， 引起关注点，然后把你的名片改成公司或是产品名称。 3. 注册免费的 B2B 网站 注册的网站里尽量多加入一些外链接，让搜索网站 搜索到你。注册后，顾客就可以通过搜索网站搜索到 你的公司，你的产品的信息就会有更多机会排在搜索 页面的首页，这样也能大大增加流量数据。 品牌还需要通过手段打开市场，通过金融、互联网 +、 电商、发明创造等等方式得到快速发展。北方办公得印品 牌的成长就是基于对互联网的研究和应用，在发展的过程

细分市场找到公司的定位 细分市场对于企业来说是很重要的。细分市场可以

中，经销商合作伙伴与我们一起成长，不但提高了经营效

帮助企业选择有利的目标市场并制定相应的营销策略，

率，而且还创造出了很多新的模式和项目。

这样便于发掘市场机会，开拓新市场。对于企业来说，

品牌力正在比以往任何一个时间都突出地发挥着它的

细分市场可以集中人力物力投入到目标市场，提高企

力量。

业经济效益。

跨界发展是行业的创新

杰办公用品有限公司的细分市场就属于区域划分，公

细分市场分为区域划分和产品种类划分。北京雷斯 跨界发展是行业的创新，这一句话有两种理解：1、 从一种产品延伸到另一种产品，如格之格由耗材产品延伸

司专做北方区域市场，只做 2、3 线的城市，公司的战 略布局及产品的种类也是满足区域市场的需要。

到芯片制造。2、依靠一种应用能力迅速学习掌握另一种

产品分类方面则包括行业分工和品牌定位，这两

应用能力，如珠海打印王从耗材产品延伸到客户所有的办

点在 2016 年变得更加明显，很多工厂由原来的全面制

公需求上；北京莱盛从经营办公配件扩大到外包服务 ,“光

造转型为更加精细化的单一系列生产，在自己专注的

标服务”进入政府采购，深入到医疗系统的耗材服务上，

产品领域里深挖价值，做到产品品质和成本控制最优，

不仅开拓了市场，扩大了服务领域，还提高了盈利增长点；

在产业链中做到最强。企业将自己的品牌分销细化，

北方办公也在经营传统耗材企业的过程中学习掌握了互联

面对不同的客户，满足招标品牌、电商品牌、渠道品牌、

网技术。我认为，每一次跨界都意味着挑战与机遇，不论

三四线城市品牌等等不同需求，例如莱盛的光标领导

结果怎样，都会给企业带来新的动力。

（招标）、北方办公的 befon 倍方（电商）、天威和格 之格（渠道）等等。

利用数据扩大销售量 有人说，大企业总是在思考未来，而中小企业大多数 时间想的是如何挣到现钱。但在互联网时代，想挣到钱并

结语 北京市北方办公用品公司成立于 1991 年，在经历

不是一件简单的事情，互联网的特质是爆款、流量、微利，

了近 25 年的奋斗后，我深深体会到：公司想成长壮大，

不掌握这些几乎是不可能挣到钱的。通过互联网做生意，

一定要抬起头，观察市场的风云变幻，找到公司前进

要掌握数据，数据被誉为行业的黄金制高点，2017 年会有

的方向，找好公司发展的定位，这样才能在市场中立

更多的人关注这一点。

于不衰之地。 2017 年，我们对发展充满期待，北方办公会围绕

做 020, 做网上销售，就要学会分析数据。

“印”字展开更加深入的研究和开拓，为用户提供优

1. 看量的变化

质办公耗材的同时，满足更多关于“印”的服务需求。

经营者每天要到网店看展现量的变化。如果量下降了， 就要改关键词。看阿里巴巴的数据，找到搜索量比较大的 搜索词，就改成那个。如果自己产品点击率比较低的话， 就要考虑改产品主图，也要去阿里巴巴首页搜索看看，如 果觉得自己的图片与同行相差较少，就要考虑把主图改的

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展会热点

２０１７ 年 ４ 月 总第 １５６ 期

他山石可攻玉 RSA2017 北京研讨会 亚洲再生业 冯飞

网络安全——打印行业新挑战

还要密切关注网络安全领域的发展， 跟上时代的脚步。

你的打印机足够安全吗？看到这个问题，您可能 首先想到的是“防火防盗防湿潮”，但是今天我们要

RSA2017 北京研讨会，跟上行业发展大潮

讨论的话题跟来自现实的威胁无关。随着时代发展，

今年三月于美国召开的 RSA2017 网络安全大会就

我们所使用的打印机所面临的安全威胁已经不仅仅来

是一次让打印与网络安全接轨的优良机会，我们在大

自于现实世界， 互联网的发展让打印机也能随时上线，

会上见识到了网络安全行业发展的最新成果，并了解

也有越来越多的打印机配备了网络打印的功能。打印

行业的未来发展趋势。美国大会结束后，中国计算机

机能上网，这无疑是一件好事，但凡事有利必有弊，

学会又在北京主办了第 9 届 RSA2017 热点研讨会，将

可以上网的打印机也成为了黑客和病毒等来自网络世

RSA 大会的热潮引入中国。

界的安全威胁的目标。

本届研讨会以“协同联动·聚力前行”为主题， 是由中国计算机学会主办，中国计算机学会计算机安 全专业委员会、绿盟科技、360 企业安全集团联合承 办的一次专业研讨会。会议主要内容是由参加了在 美国举办的 RSA2017 大会的中国企业领头，向国内 同行业人士分享参会经验和行业最新资讯，并分别 发表针对行业的不同观点，探讨与行业相关的专业 技术问题。 本次会议，集中了来自国内与网络安全相关的几

日前，有媒体报道了一名外国黑客成功入侵 16 万台互联网打印机的消息，该黑客入侵成功后，用打 印 ASCII 码的方式让大家知道这个问题的严重性。这 次事件应该只是该黑客开的一个炫耀式的玩笑，没有 造成太严重的后果，但还是为全世界的打印机用户敲 响了警钟。网络世界是开放且透明的，开放带来了自 由，却也让立足于网络的终端暴露在各种风险面前， 打印机也毫不例外。 网络打印时代，要想保证打印体验安全无忧，就 必须正视可能存在的网络打印安全问题。在网络安全 领域，网络打印安全的发展相较而言实际上已略显滞 后，这要求打印行业从业人士必须提高对网络安全的 重视，加大网络打印安全解决方案的研发力度，同时

34

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展会热点

２０１７ 年 ４ 月 总第 １５６ 期

乎所有重要企业和政府部门的专业人士， 包括公安部、

对于打印行业来说，不能抱着“打印行业是传统

中国科学院和中国计算机协会的领导和专家，以及奇

行业”的陈旧观念，要正视网络打印是网络安全的一

虎 360、绿盟科技、天融信、华为等龙头企业的负责

部分这一事实，积极融入网络安全的发展轨道里，在

人和高管，重量级专业人士齐聚一堂。中国计算机学

跨行业的合作当中共同提升网络打印安全水平，让用

会计算机安全专业委员会主任严明主持了本届研讨

户拥有更完美的打印体验。

会，公安部网络安全保卫局总工程师郭启全、360 董 事长周鸿袆、绿盟科技副总裁黄一玲发表致辞，中国 科学院、360 企业安全集团、绿盟科技、华泰证券、 天融信、山石、启明星辰等安全厂商和机构的安全人 员纷纷登台发表精彩主题演讲。 从实际内容来看，会议值得全行业关注的内容包 括以下几个方面： 1、中国的互联网安全行业，将主要由政府进行 指导和协调，“互联网安全法”的出台和互联网大会 在中国召开是这种趋势的体现 2、思科、IBM、PaloAlto、赛门铁克等传统大厂强 势回归，形成了新的产业格局，平台间的产业合作和 协同已是大势所趋，互联网安全行业很可能会出现企 业并购和重组的大潮

360 公司董事长周鸿祎

3、中国的互联网安全行业实力与美国仍有差距， 外国先进厂商主要走“专而精”路线，即集中力量在 某一技术领域发展，中国厂商则喜欢将力量分散在多 个领域，全面发展，却也全面落后 4、以 CARBON BLACK 的产品为例，中国厂商要 想尽快追上世界最先进水平，必须合作共赢，共享资 源；随着网络攻击者的攻击手段更新升级，互联网安 全厂商也必须团结一致， 对网络攻击进行实质性分析， 并及时采取应对措施 5、网络空间的云计算、大数据、物联网的实施 是现在的热潮，人工智能 AI 和量子计算机将是未来 发展的主流，并可能引发新的智能机器革命 6、对网络安全领域安全概念进行了扩展，如安

绿盟科技副总裁黄一玲

全服务化，安全智能化，安全平台化，安全协从化， 同时对其实际的应用存在的问题和相关难度进行了专 业的探讨 7、NFC 功能网络化推动移动支付真正实现全球 化（苹果、三星、华为等企业带头实现）

同心同力，为了最安全的打印体验 现如今，网络安全保卫战是一场肉眼看不见，却 真实存在的激烈战争。由于网络安全威胁日益严重， 我们已经不能仅靠少数几台设备或者几家相关企业来 保证网络安全，各个企业及组织应该放弃门户之见， 同心同力，互助互补，依靠全行业甚至跨行业的协同 合作，共同应对新的安全挑战。

公安部网络安全保卫局总工程师郭启全

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35

市场动态

２０１７ 年 ４ 月 总第 １５６ 期

Apex Enters NFC Area with 2 MB High-Capacity Chips

NFC 市场惊现新玩家，艾派克首创大容量芯片 2016 年，Apple、 三 星、 华 为、

过程具有滞后性和不便性。

阿里巴巴等企业在全球范围内开启的

艾派克推出基于 55nm ＿ eFlash 工

支付大战，让 NFC 成了市场的宠儿。

艺技术的首款 2MBytes 容量 NFC 芯片，

身产品实现技术革新，提升产品价值。

2017 年 1 月，中国移动对外正式发布

将 NFC 技术从单纯的标签功能变成自

目前，艾派克 NFC 大容量芯片信息存

《中国移动 4G+ 手机产品白皮书》，

带 2MBytes 容量的 NFC 芯片，摆脱了

储功能支持用户将视频、音频、图文

报告重点指出中国移动将通过巨额补

NFC 接口对第三方电子设备的依赖，

等信息，自主编辑、存入 NFC 大容量

贴的形式推动其战略型手机的布局，

实现了自身的独立使用，几乎可支持

芯片中，用手机或智能终端设备进行

而具备 NFC 功能是成为战略型手机的

与生活所见任何产品的快速联接。此

数据信息的快速读取和交互。实现数

必要条件。此项政策的推出势必会在

外，艾派克 NFC 大容量芯片以技术为

据信息的长时间保存和美好时光的鲜

很大程度上推动手机厂商对 NFC 技术

先导，在互联网逐步迈入物联网的进

活重现。目前主要应用于创意礼品、

的开发，随着手机新品上市热潮的来

程中减少了物与物之间数据读取交互

旅游纪念品、智能纪念册、有声儿童

临，OPPO、VIVO、小米、魅族等国内

的局限，并增加了信息存储功能，使

读物等解决方案中。另外当传统的会

主流的 手 机 厂 商 们 将 会 重 点 推 出 自

了解到的内容更加全面。

员卡、宠物卡、健康卡、商务名片，

过 NFC 大容量芯片的存储功能协助自

带 NFC 功 能 的 智 能 手 机， 相 信 不 用

甚至是普通物品与 NFC 大容量芯片融

多久，NFC 功能就会成为所有手机的

合，都可实现简便直观地访问内容、

标配设置。

交换信息，提供轻松、安全、高效的

如果说中国移动新政策推动了

自动通信服务。

NFC 市场的发展，那艾派克所研发的

另一个 NFC 的主流功能在提升容

全球首个 MBytes 级大容量 NFC 芯片则

量后引起了广泛的关注，防伪溯源功

在很大程度上拓展了 NFC 技术的使用 场景。

能。我们都知道，NFC 标签 ID 都具唯 NFC 智能项链初登京东备受关注， NFC 大容量芯片商业应用愈益成熟

千字节存储限制市场发展，艾派 克大容量芯片开启 NFC 新时代

一性，能防止数据被恶意的修改和复 制；另外还能设置密码来控制访问权

2017 年 1 月，艾派克首次将 NFC

限，避免因丢失造成的数据外泄。用

大容量芯片应用到珠宝首饰中，随之

户直接通过手机进行读取识别，即可

推出的 NFC 智能项链打破传统珠宝首

追溯产品的来龙去脉以及辨别真伪。

饰的局限，传递时尚、科技、智能气息，

恰 恰 现 在 的 高 端 用 户 希 望 NFC 的 标

同时还兼具装饰、存储、纪念等功能。

签能够在保证基本的防伪功能外还

NFC 智能项链登陆京东众筹平台，上

能增加更多电子产品说明书等，NFC

线仅 18 个小时， 总销售额超过 10 万元，

大容量芯片正好满足了这个市场需

这预示着消费者对新事物的认知、接

求。现艾派克芯片支持应用于标签、

受能力在不断提高，也标志着 NFC 大

珠宝鉴定、茶酒溯源、古董鉴定等解

容量芯片技术在首次商业应用中大获

决方案中。

成功。

据艾派克官方介绍，目前已成功

相 信 很 多 人 对 NFC（Near Field

研发出 4MBytes 大容量芯片，支持发

Communication）近距离无线通讯技术

样测试，欢迎有意向者前来咨询，相

并不陌生，在过去移动支付、身份识

信不久就会正式推向市场。

别、蓝牙配对、互联网云连接等领域

与此同时，NFC 智能项链已经正

都对 NFC 技术有所应用。虽然 NFC 在

式登陆淘宝平台，欢迎搜索“NFC 智

生活中的应用越来越广泛，但是其数

能穿戴项链”，认准船舵造型。

据传输的核心优势并没有得到大力应

“百年誓言， 真芯不变， 独家记忆，

用和推广。

永久珍藏”。

归根结底，主要是因为手机 NFC

36

已有许多意向客户前来咨询，希望通

功能并未完全开放，数据信息的读取、

两大主流功能引合作

交互过于依赖第三方设备，数据传输

继艾派克推出 NFC 智能项链后，

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市场动态

２０１７ 年 ４ 月 总第 １５６ 期

Trends of China’s Copier Market in 2017

中国复印机市场 2017 年展望 2016 年，中国复印机市场整体销

彩色机销量占比数年前即已达到 50%-

Loyola 大 学 的 专 业 研 究 发 现，

量突破 71 万台，较 2015 年的 68.9 万

70%，我国彩色机占比高的震旦品牌，

彩色的商务文件可使阅读速度提升

台呈现出 3% 以上的增长。在整体小

2016 年的彩色机销售占比仅 23%，远

78%，理解力提升 73%，甚至彩色打

幅上升的同时，尤其值得关注的是整

低于国外的水平，可见我国彩色办公

印的收据也能够使人们付款的速度提

体彩机销量首次突破 10 万台，增长速

仍有巨大的增量空间。

高 30% 左右，所以彩色化办公绝对是

度高达 17%，彩色销量占比进一步提

2017 年，因行业若干积极因素，

大势所趋。预测 2017 年彩色机销量将

升至 14%，直观体现出彩色化办公的

中国复印机市场整体销量预测可达 78

呈现持续高速增长，有望突破 12 万台

重要趋势。

万台，实现 10% 以上的增速，销售额

的行业新纪录。

纵观欧美和日韩复印机市场，其

预测可突破 60 亿元。

Making Customs Accept Rising Prices

如何让客人接受涨价？ 如果某行业产品非涨不可，销售人员的职责是及时、

生产和采购部门密切沟通，

准确地搜集市场动态信息，协助企业制订合理的应对方案，

才能把握好这个宣传的时

尤其是要把握好宣布涨价的时机，这是“涨价行动”能否

间节点。

成功的先决条件。

原则上：可以先非正

往往我们觉得，宣布涨价的时机已经成熟了，因为我

式地向客户透露行业动态

们企业的生产刚性成本已经上来了，企业快撑不住了。而

（以聊天的方式沟通），

实际上，不同规模的企业，其采购规模和保持原料安全库

然后在比较准确掌握市场

存的能力大不相同，一般来说，大企业、大品牌都实行战

动态时以正式的方式谈判

略采购，其抗波动的能力要大得多；小厂基本都是现买、

（一定要能准确说出同行哪些品牌有什么动静），最后是

现做、现卖的多，抗涨能力相当有限。这样看起来，一

正式的书面通知，明确宣布涨价缘由、时间、幅度以及应

定是小厂宣布涨价最快。事实刚好相反，因为小企业、

对涨价的指引等等。切忌无中生有、漫天要价、虚张声势

杂牌在市场上缺乏定价方面的话语权，他们只是“跟随

和迫不及待、仓促上马、马后炮等行为。

者”，只能眼巴巴地盼大企业涨价，人家涨 10 元，他就

要做到：

跟着涨 6 元。

1、适当提早宣传，但是要站在行业整体形势分析的

那么，市场上，实际还是大品牌之间在竞争。市场规 则是：在各个区域市场，一般都有区域强势品牌，由该区 域强势品牌“领涨”，随后各一线、二线品牌按其涨价额 度跟着上；然后才是三、四线的品牌适度宣布涨价。最后 的结局是行业内皆大欢喜。如果错判自己的品牌地位，轻 率盲动，就要犯大错误。 在宣布“涨价”之前，有一个很敏感的问题，就是要 做好关于涨价的宣传工作。其实，涨价是要大力宣传的，

角度，使客户意识到你在教育他，当然其实你是在引导他。 “好客户是教育出来的”，这是优秀业务员的本职工作。 2、根据行业动态，及时、较大密度地与客户保持沟通， 加强其警觉性和紧迫感。 3、该出手时就出手，关键时刻果断、精确地预先告 知（公司允许的前提下）涨价幅度，并强烈建议其按计划 适当超额度囤货，并多方面协调好报货、打款、下单、物流、 储存等环节，做到使客户满意。

就像一场精彩的赛事，少不了认真、热烈的热身。宣传的

4、在真正涨价之后，应尽量多为客户争取优惠条件，

太早了，行业内都还没有动静，很容易招致客户的反感，

当然更要帮助其努力转移、消化所涨价部分，并指导提升

甚至抵制。但是宣传的太晚了，可能你的对手早已捷足先

客户的盈利能力，化危机为机遇。

登了，你已经丧失了机会。那么，销售人员在市场敏感期 一定要加强信息的搜集工作，要抓行业动态信息，与企业

5、涨价需要一步到位，不要想先涨一点，以后再慢 慢谈。这样给客户的心理感受会非常差，以后谈起来更难。

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市场动态

２０１７ 年 ４ 月 总第 １５６ 期

TONER & PARTS

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市场动态

２０１７ 年 ４ 月 总第 １５６ 期

01

最终，MIT 研究人员的发现可能会在许多领

麻省理工用 3D 打印开发出比钢强 10 倍的材料

最近，麻省理工学院（MIT）的一个研究小组用多材料

域发挥作用。例如，桥梁等混凝土结构可带有与 在石墨烯中发现的多孔几何形状相似的形状，而 这种几何形状的微小孔隙也可用于水或化学处理 中的过滤系统。

3D 打印机研究了最强的轻质材料之一。通过压缩和熔化石 墨烯片，他们创造出一种密度为钢的 5％，强度为钢的 10 倍的材料。 石墨烯被普遍认为是最强的 2D 形式材料，MIT 研究人 员对其进行了一些激动人心的实验，并且弄清楚了石墨烯 如此之强的原因。 研究人员发现，当他们将石墨烯片压缩成一个超强的 形状时，材料表现得有点像折叠的纸张：展开时，纸张很 容易撕破，但当它卷成管状或折叠成更小的形状时，其强 度大大增加。

近日，科技圈里流传着一则非常火爆的新闻， 据说美国科技巨头苹果公司收购了以色列科技公 司 RealFace，收购价在 200 万美元左右。 RealFace 成立于 2014 年，以开发面部识别技 术著称，其产品包括 Pickeez APP，该款 APP 可用

当把石墨烯结构压缩至极限时，研究人员发现他们得

数学和 RealFace 的面部识别软件来为用户选择最

到了一种令人难以置信的坚固材料，通过分析压缩后的石

佳照片。此次收购引发了诸多传闻，如有人称即

墨烯片的几何排列，研究人员能用 3D 打印机部分重现这种

将面市的苹果产品将拥有面部识别功能。

最强材料。据天工社了解，最初，他们希望能创造出一种

在 苹 果 收 购 之 前， 据 说 RealFace 获 得 了 100

比空气更轻的、可以替代气球中的氦气的 3D 打印石墨烯结

万 美 元 的 投 资， 雇 佣 了 5 到 10 人， 其 开 发 的

构。然而，测试显示这种结构将在周围空气的压力下坍塌。

RealFace 软件可为低功耗设备（如 iPhone）提供面

在这项研究中，最重要的发现之一是认识到可在其他

部识别功能。这款软件背后的想法是为用户提供

材料上再现石墨烯的这种超强几何结构，以便节省成本或

智能生物识别登录选项，从而替代密码等类似登

利用其他材料的性能。换句话说，您既可以利用真实的石

陆方式。

墨烯材料，也可以利用在石墨烯材料中发现的这种结构， 并用任何其他材料来替换掉石墨烯。

39

02

苹果拟 200 万美元收购以色列面部 3D 扫描软件公司 RealFace

大多数消息人士都猜测，苹果对 RealFace 面 部识别软件的兴趣将导致其新产品（可能包括

当受热和受压时，石墨烯变成圆形、带孔的几何形状。

iPhone 8）拥有 3D 面部扫描功能。此外，RealFace

这些形状被称为螺旋二十四面体，几乎很难人工合成。为

的软件也可用于增强和虚拟现实头盔、针对 3D 打

了进行测试，研究团队使用了这种结构的 3D 打印模型，相

印的 3D 扫描、对象识别和其他需要容积扫描或测

比原结构，3D 打印模型已经扩大了数千倍。这些 3D 打印

距工具的应用。

模型并不像真实的压缩后的石墨烯一样强，但研究人员说，

如果此次收购属实，RealFace 将是苹果近年

聚合物或金属颗粒可以用作模板，在热处理和压力处理之

来购买的第四家以色列科技公司。2011 年，苹果

前，通过化学气相沉积为其涂上一层石墨烯，然后用化学

收购了闪存制造商 Anobit，2013 年收购了 3D 传

或物理方法去除聚合物或金属相，从而留下螺旋二十四面

感器公司 PrimeSense，2015 年则是摄像技术公司

体形式的 3D 石墨烯。

LinX。

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市场细分

２０１７ 年 ４ 月 总第 １５６ 期

03

世上最快 3D 打印机再次升级

04

新 DLP 型 3D 打印机用全息图一次性 固化对象

去年，Carbon 公司推出名为 M1 的 3D 打印机

Daqri 是一家专门开发和生产增强现实（AR）设备

惊艳了全世界。这款 M1 打印机使用紫外线照射

的初创公司。最近，该公司开发了一款非常不寻常的

光敏聚合物树脂，虽然这并不是什么新材料，但

DLP（数字光处理）型 3D 打印机。新机器使用一个复

是 Carbon 在打印过程中使用连续液面打印技术而并

杂的光场或全息图一次性，而不是逐层固化对象。目

非是传统的分层打印，要比传统的 3D 打印机在打

前，该机器可打印像回形针这样的小物件。

印复杂目标时快了 100 倍。

此前，Daqri 进行了几次颇引人注目的技术创新，

近日，Carbon 公司推出了全新的 M2 机型，性

如针对产业工人开发的独特智能眼镜、一款已安装在

能上与 M1 相比又提升了一倍，并且可以连接多

成千上万辆捷豹路虎汽车上的汽车平视显示器。所有

个目标进行大规模的打印生产。更重要的是，M2

这些产品会提供实时数据来真正增强用户对周围世界

未来将可以用来进行部分医疗设备的 3D 打印。

的体验。

“在设计和制造方面，M2 要比 M1 支持更大

这个惊人的单体固化全息图由一个特殊的芯片产

的体积和更多的部分组合，并且加速了打印过程，

生，该芯片不需要复合光学系统就能创建全息图。一

还可以根据环境的变化进行随时修改。”Carbon 公

个放置在一个硅晶片上的可调谐晶体系统控制着指向

司联合创始人兼首席执行官 Joseph DeSimone 表示。

芯片表面的反射光的形式。晶体根据数字指令在光中

价格方面，新一代的 M2 价格为 5 万美元，比

产生干涉模式，从而形成一个 3D 光场。随后这个光

上一代的 M1 价格提高了 1 万美元。

场被投射到一桶光敏物质中，从而固化出实实在在的 3D 对象。 目前，全息图仅能生产非常小的 3D 打印对象， 如回形针，但整个过程只需要 5 秒钟，普通的 3D 打 印机至少需要几分钟。这种全息图方法还有结构上的 优势。例如，以这种方式 3D 打印的对象不会带有“纹 理”，因此可以更坚固，大多数逐层打印出来的对象 身上布满了“纹理”。此外，该技术并不要求支撑结构。 最终，Daqri 希望开发出一种更大、更有效、能 3D 打印更大结构的芯片。然而，要实现这一点，Daqri 必须控制好全息图系统所产生的热能，不然打印对象 会被熔化掉。如果这个问题被解决，那么一项全新的、 令人激动的 3D 打印技术又诞生了。 信息来源：天工社

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市场细分

２０１７ 年 ４ 月 总第 １５６ 期

05

以减少并发症。

渥太华医院获 40 万美元的 3D 打印机

在加拿大，渥太华医院（Ottawa Hospital）是首家成立 了一个综合性 3D 打印项目的医院。该项目的核心是医院的

未来，一旦得到必要的资金，渥太华医院希 望获得一台能打印定制的人体植入物的 3D 打印 机。Sheikh 医生也对实现 3D 打印器官的可能性感 到兴奋。

一台价值 40 万美元的新 Stratasys Connex3 打印机，该机器 是通过一个慷慨的捐赠得来的。在未来，渥太华医院计划 增加更多的打印机，以打印不同的材料，如钛、橡胶、硅 胶和人体细胞等。“最重要的是，这会改善我们为病人所 提供的护理，”该医院总裁兼 CEO Jack Kitts 博士说。

06

纪念广义相对论诞生 100 周年的 3D 打印书籍

首位从该项目中获益的患者是 33 岁的 Dave Chasse。在

近日，为了纪念广义相对论论诞生 100 周年

一次摩托车事故中，他失去了大部分的左手，四根手指被

（爱因斯坦在 1916 年首次发表该理论），艾伯特·爱

撕扯下来。上周，他安装上了一个可移动的柔性 3D 打印手，

因斯坦基金会制作了一本 3D 打印书，书的形状与

允许弯曲手指并拾取小物件。这个装置是用电脑设计的。

这位诺贝尔奖得主辨识度极高的脸一样。

除了 3D 打印假手外，渥太华医院的 3D 打印项目还将

这本名为《天才：对未来的 100 种遐想（Genius:

制造细节翔实的 3D 解剖模型来帮助外科医生准备复杂的手

100 Visions of the Future）》3D 打印书由全球知名

术，这些模型是根据经计算机处理的放射学图像而打印的。

的以色列艺术家、建筑师 Ron Arad 设计，由耶路

借助这些 3D 模型，外科医生可以了解具体病情，如肿瘤的

撒冷希伯来大学的加拿大朋友构想。除了有着与

确切形状以及它相对于周围肌肉、血管和骨骼的位置。在

爱因斯坦的脸一样的外部形状，这本书的内容包

手术规划过程中使用这些翔实的 3D 模型可以减少手术错

含了 100 名“有引领性影响力的人、思想家、艺

误，当然还可以用它来教育患者和训练医学生。

术家和科学家”对未来及我们的世界的思考。

该项目还将帮助到骨折患者、癌症患者、颅骨肿瘤患

在这 100 人当中，有作家 Deepak Chopra、宇

者以及血管和骨科患者。此外，该项目还将为渥太华医院

航员 Chris Hadfield、建筑师 Frank Gehry、法官 Ruth

带来新的研究路径。

Bader Ginsberg、作家 Chimamanda Ngozi Adichie、摇

Sheikh 医生解释说，医院的 3D 打印机及 3D 打印项目 可以帮助回答许多重要的外科问题，如对于像一个已经完

滚明星 Bob Weir、干细胞科学家 Shinya Yamanaka、 加拿大残奥会运动员 Rick Hansen 等。

全侵蚀了骨盆的侵略性肿瘤这样的罕见病例，什么样的手

在这之前，该书的设计者 Ron Arad 也曾设计

术方法最好，周围血管和肿瘤之间有着怎样的关系？一个

过一款 3D 打印太阳镜，引起了极大的轰动。这本

翔实的 3D 打印模型可以让医生更好地计划和练习复杂的重

爱因斯坦形状的 3D 打印书可能是有史以来第一本

建手术，这反过来又给他们带来信心和对手术的清晰认识。

大规模出版的 3D 打印书，据说一共会制作 500 本。

譬如，针对上述的盆腔肿瘤，医生可以创建和 3D 打印受损

该 书 预 计 将 在“ 世 纪 晚 餐（Dinner of the

部位的 3D 复制品，同时也按比例打印第二个模型，后者可

Century）”活动中推出，该活动的举办方是艾伯

以精确地告诉外科医生在哪里做切口。

特·爱因斯坦基金，举办时间为 2017 年 9 月 10 日。

Sheikh 医生还说，花在手术室里的每个小时要花费医 院三千到四千美元。因此，较短的手术时间既省钱，还可

41

届时，此书的内容撰写者以及“来自世界各地的 年轻爱因斯坦和政要”将出席活动。

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市场细分

２０１７ 年 ４ 月 总第 １５６ 期

Apex Launches Replacement Chips for Samsung SL-J2920W/SL-J2960FW Ink Cartridge Series

艾派克首推三星 SL-J2920W/SL-J2960FW 系列墨盒可替代芯片 自 2016 年 10 月起，三星在韩国陆续推出了一系列喷墨打印机。 这是继三星被惠普收购后，首次推出的喷墨打印机系列。 艾派克现推出适用于三星 INK-410 系列的可替代芯片 ，采用 SoC 技术和 SmartMatch 技术，性能更稳定，抗固件升级能力强， 适用于回收墨盒。 艾派克每月定期发送新品发布邮件，您可联系艾派克客户经 理，将您加入到艾派克的邮箱名单中，以便第一时间获取艾派克 的产品信息。您也可以登陆艾派克网站 www.apexmic.com 了解详 情。 联系信息 电话：0756-3333768 邮箱：info@apexmic.com

Protecting Printing Consumables in Wet Spring

回南天，湿气大，打印耗材防潮指南 三四月份，空中弥漫着浓浓的湿气，随着南方的回 南天也来了。在南方这样的环境中，防潮变得尤为重要， 不单单是房间，办公室亦是如此。办公室各种办公设备

硒鼓的印字质量很快就会下降（如出现文字浅，定影不 牢等）。 在这种情况下，可以将硒鼓取出，用吹风机对硒鼓

一旦受潮，工作就会受到极大影响，打印机与打印耗材

进行均匀加热驱潮，并轻轻摇晃后，就可以立即投入使用，

受潮表现尤为明显。那么回南天，打印耗材如何防潮 ?

或者连续打印 5 页以上，使其机器发热，也能获得好的 打印效果。

1 墨水防潮 在潮湿天气中打印，打印出来的文件或图案往往会

另外，潮湿天隔夜时，当天机器所使用的纸张必须 密封包好储放，以防止夜间受潮，影响第 2 天所使用效果。

出现浅淡和模糊、甚至洇染的现象。造成这种情况的原 因除了纸张受潮之外，还有就是打印机使用的墨水不防

3 碳粉防潮

水防潮。

回南天里，无论是打印机还是复印机新加的粉不久

所以，在选择喷墨打印机时，尽量挑选使用颜料墨

就会受潮变得不好用，甚至原装鼓的粉也不例外，还没

水的打印机。因为相较于染料墨，颜料墨具有颗粒较小

用完就潮了，结果是打印或复印出来的字整页字迹不清，

且不溶解的特性，具有防水性、不褪色和抗光性的特征。

或者局部“白板”现象。

对于湿气较重南方地区，使用颜料墨水可以很好地解决 打印出来的文件模糊、洇染的问题。

最简单的解决方法就是将硒鼓拿出来放在暖气片上， 中间垫上干燥毛巾之类的东西，经过一夜后按上就会解 决这个问题。如果没有暖气片，可以把碳粉倒出来，把

2 硒鼓防潮

粉仓用吹风机吹干（要用热风吹），再把粉放在电脑主

一些较老机型的硒鼓在抗潮湿能力上较低，一旦遇

机旁边放上 2 个小时装上就好了。需要注意，碳粉受潮

到潮湿的季节，只要放置几天不用或打印几张潮湿的纸，

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不要勉强使用，要是继续使用有可能将硒鼓损坏。

２０１７ 年 ４ 月 总第 １５６ 期

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市场细分

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市场细分

２０１７ 年 ４ 月 总第 １５６ 期

Apex Introduces One-Stop Component Solutions for HP CF217 Series

艾派克推出适用于惠普 CF217 系列一站式配件解决方案 2016 年 10 月惠普发布了全 新一代黑白打印机，该系列打印 机价格便宜、功能齐全，适用于 1-5 人工作组办公使用。具体特 点如下： 艾派克正式推出适用于 CF217系列的全套配件解决方案， 全套方案适用于下列机型： 艾派克每月定期发送新品发 布邮件，您可联系艾派克客户经理，将您加入到艾派克的邮箱名单中，以便第一时间获取艾派克的产 品信息。您也可以登陆艾派克网站 www.apexmic.com 了解详情。 联系信息 电话：0756-3333768

邮箱：info@apexmic.com

Beijing Laser Launches Toner Cartridges in Brand-New Packages

北京莱盛光标粉盒全新包装上市 3 月 10 日，莱盛光标 2017 年度北京地区经销商会 议在海淀区朗丽兹西山花园酒店举行，主题为“做更 好的自己”。来自北京地区 60 多家莱盛光标经销商的 100 多位代表受邀参加了会议。 在会议上，北京莱盛高新技术有限公司副总经理 杜海泳宣布：莱盛光标品牌粉盒新版正式包装上市。 2012 年，莱盛旗下“莱盛光标”品牌走进市场， 经过 6 年的历程，该品牌取得很大成绩。随着市场占 有率增长与客户群体多样化，销售人员与客户对莱盛 光标粉盒的包装提出了更高的要求。为了满足客户的 需求，更好地树立莱盛光标品牌形象，2017 年 3 月， 莱盛公司企划部设计推出“莱盛光标” 粉盒全新包装。 新版光标粉盒与旧版的包装有明显的差别，色彩 更亮丽，环保理念更突出，也更贴近客户的要求。 会议上，采购中心销售经理陈迎辉女士介绍了莱 盛光标品牌 2017 年的服务内涵，配件事业部经理李军 堂为经销商介绍了如何利用打印机配件实现利润增长 的体验。 最后，优秀经销商得到了莱盛公司的鼓励，大家 分享经验后留影纪念。

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市场细分

２０１７ 年 ４ 月 总第 １５６ 期

Pantum Printer Line Covers Medium-High Tech

奔图产品线全面覆盖中高端技术 随着移动设备的普及和企业办公

结合当前市场对品质、智能与环

无纸化的发展趋势，传统打印的需求

保等方面的升级需求，此次推出的奔

量逐年下降，这也使得竞争激烈的打

图新品采用了静音打印、精细打印、

印机市场逐渐步入更注重技术与品质

NFC 连接、鼓粉分离设计等多种新功

的“成熟后期”。

能，产品品质更优、性能更稳定，也

作为自主品牌的代表，奔图于 2010 年率先推出首款自主研发激光

更节能环保，使用寿命更长，满足市 场更多样化需求。

打印机。2016 年底，借助一场海外

作为奔图首款彩色激光打印机，

并购，奔图和在打印领域拥有雄厚技

CP2500 系 列 彩 机 可 实 现 自 动 双 面

术实力的欧美龙头企业利盟顺利合

打 印、 黑 彩 同 速 打 印 23ppm、 双 核

作，双方在产品技术、销售、生产等

800MHZ+256MB（支持扩展至 2.3GB）

方面实现强强联手、优势互补。奔图

内 存、1200 × 1200dpi 的 高 分 辨 率

借助利盟中高端技术和服务能力，节

以 及 最 高 901 页 大 容 量 供 纸、 高 达

省研发时间和成本，研发和创新能力

40000 页的超长打印寿命等，智能人

持续提升，加快产品更新迭代。

性、实用性强。

2017 年 3 月 25 日，作为与利盟

而实现高速双面打印的 P4000 &

合作后的首次亮相，奔图重磅推出了

P5000 系列新品，双打速度为 P4000

一系列采用智能技术的新品，将产品

系列 16 页 / 分钟、P5000 系列 20 页 /

线全面覆盖至中高端技术。奔图共推

分钟，并有着高达 60000 页超长打印

出采用智能创新技术的 CP2500 系列

寿命，优异的性能可轻松适应企业和

彩机、P4000&P5000 系列、智惠系列

商业级打印需求。此外，该新品还配

等众多升级新品，正式开启了创新发

备 2.4 英寸显示屏并预留 WiFi 端口，

展的新阶段。

不仅打印输出速度快，而且稳定耐打

用、人性环保。 智惠系列新品主要适用从 SOHO 到中小型企业、政府、银行、教育机 构等， 可供 5-15 人的工作组共同使用。 通过在外观款式、配置功能、品质性 能等方面的全面提升，一改传统打印 机在噪音、卡纸、耗材成本等方面弱 势，实现更稳定超越的性能、更全面 实用的品质。 上述新品的发布，意味着奔图的 产品线将覆盖中高低端技术，全面满 足中国用户的需求，也由此开启了奔 图聚合优势资源，做好自主创新的新 征途。

Ricoh Unveils SP C340DN Printer with Color Duplex Printing

双面彩印 理光 SP C340DN 彩色打印机上市 理光于近日向市场发布了全新 的 中 高 端 彩 色 激 光 打 印 机 新 品 SP C340DN，该新品采用了同类产品中 较少见的 1200x1200dpi 高分辨率，拥 有 25ppm 打印速度，同时配备交替式 自动双面打印技术，彻底改变了同类 产品中双面打印速度慢的现状。 此外，理光 SP C340DN 还配备了 理光智能色彩判断技术，在用户进行 彩色输出时智能判断每个页面是黑白 还是彩色，节约彩色碳粉的消耗，大 大降低后期使用成本。

SP C340DN 主要特征： ■

25ppm 黑白 / 彩色打印，双

面打印不降速 ■

1200×1200dpi 高分辨率带

来更精致画质 ■

黑白彩色智能判断，黑色

文 本 只 用 黑 粉， 降 低 售 后 使 用 成本 ■

英特尔 CPU 和 2GB 内存，

文件处理更快！ ■

高达 1,100 页纸张输入能力（含

■

支持长纸，小纸和厚纸

■

全中文操作面板

选购件）

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45

市场细分

２０１７ 年 ４ 月 总第 １５６ 期

Fuji Xerox Launches Solutions for Automated Workflow

富士施乐推出自动化工作流程解决方案 近日，富士施乐（中国）正式推

不同产品类目，可为客户带来清晰、

程就会自动运行。通过预先安装的

出专门针对快印企业的自动化工作

直观的在线购物体验。此外，通过

组件，作业会自动发送至合适的工

流 程 解 决 方 案 ——StoreFlow 网 络 打

与解决方案捆绑的 Adobe 引擎，可在

作流，从而实现日常印前工作的自

印解决方案和 FreeFlow Core 自动印前

每份印刷品上印制不同内容，让可

动化处理；第二、可在已输入的作

解决方案。全新解决方案可通过提

变数据打印成为现实，既能满足客

业中插入其他页面，并在该页面上

高接收订单、印前和打印效率大幅

户的个性化印刷需求，又可有效提

添加文本与图像，避免了此前需要

提升快印企业的生产力、进一步降

升企业竞争力。

手写作业订单的麻烦，在节省时间

低成本，创造更多价值。

富士施乐 FreeFlow Core 自动印前

的同时可避免出错；第三、可高效

富士施乐 Store Flow 网络打印解

解决方案则可有效优化传统依赖于

创建作业文件，缩短文件传输和 RIP

决方案主要用于为快印店创建与管

操作人员经验的印前流程。该解决

处理时间，从而提高生产力。第四、

理网店与营销门户网站等网络自助

方案拥有四大特点：第一、用户仅

可通过使用 JDF 对工作流程进行简

下单平台，改善以往复杂且低效的

需将文件输入至热文件夹，印前流

化和自动化处理。

订单接收与运营模式，实现真正自

随着快印行业竞争的日益激烈，

动化且高效的非接触式工作流程。

快印企业都在积极寻找既能减少运

该解决方案可提供丰富的产品模板，

营负担，又能有效推动业务增长的

以满足快印企业广泛的业务需求。

方式与方法。富士施乐（中国）本

例如，凭借灵活与个性化的自定义

次推出的全新自动化工作流程解决

皮肤，用户可自由创建符合自身品

方案可大幅提高生产力、降低成本，

牌需求的网站内容与界面，其中包

为快印企业提升核心竞争力提供了

括增加名片、书籍、手册、海报等

新选择。

HP’s Net Profits Rise by 3% YoY in Q4

惠普 2017 年第一财季净利润同比增长 3％ 惠 普 公 司（HP Inc.） 近 日 公 布 了 2017 财年第一季度财报。财报显

同期增长 2%、7%。

示， 截 至 1 月 31 日， 惠 普 公 司 Q1

个人系统集团总营收 82.24 亿美

净营收为 126.84 亿美元，去年同期

元，同比增长 10% 的，不考虑汇率

为 122.46 亿美元，增长 4％；净利润

变动增长了 11％。个人系统集团已

为 6.11 亿美元，同比去年 5.92 亿美

实现连续几个季度增长，2016 财年

元增长 3％。

Q4、Q3、Q2 季度个人系统业务营收

在惠普的各项业务中，打印集团

46

硬件、个人硬件出货量分别比去年

为 80 亿美元、77 亿美元、75 亿美元。

营收为 44.83 亿美元，同比下跌 3％，

个人系统业务占据惠普公司净

不考虑汇率变动仍同比下滑 2％。打

营收 65％，其中商业部门净营收同

印业务占公司总净营收的 35％。总

比增长 7％，个人消费者部门该数值

硬件出货量同比增长 6%，其中商业

增长 15％；笔记本、台式机分别贡

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献 38％、20％的营收，前者出货量 同比增长 16％，后者增长与去年持 平，总体出货量比去年同期增加 8％。

市场细分

２０１７ 年 ４ 月 总第 １５６ 期

Kyocera Releases All New A3 Monochrome & Color Digital Copiers

京瓷推出全新 A3 黑白及彩色数码复合机 京瓷近日面向中国市场推出 2 款全新 A3 高速黑白数码复合机 TASKalfa 7002i/8002i，打印 速度分别为每分钟 70 页与 80 页； 2 款 A3 高速彩色数码复合机 TASKalfa7052ci/8052ci，打印速 度分别为每分钟 70 页（黑）/65 页（彩）以及 80 页（黑）/70 页（彩）。 京瓷公司此次推出的 4 款机型是为了迎合短版印刷行业的诉求，在上一代高速产品上对产 品输出品质、功能、易用易操作性、外观、以及维护等多方面进行提升。 新产品采用 60 万长寿命鼓及其它长寿命零部件；外观设计色彩更时尚，机身线条更流畅； 配备 9 英寸超大彩色液晶触摸屏，并可进行 15-90 度内自由调节；实现真正 1,200dpi 打印分辨率， 印品画质更清晰细腻；使用新型技术墨粉，带给彩机更优异的色彩表现，更可实现“中国红”效果， 以满足政府单位“红头文件”输出需求；支持 A3+ 尺寸及 300g 厚纸输出，适合文印店各类客 户需求；新一代产品通过加载无线网卡，更可实现 Wi-Fi 直连打印，Air Print、NFC 近场打印、 Mopria 协议，从而满足用户无线办公环境下的无线输出需求。

Ricoh Launches A4 Color Digital Copier MP C407SP

性能堪比 A3 机型 理光 A4 彩色数码复合机 MP C407SP 上市 近日，理光向中国市场推出了新款 A4 彩色数码复合 机 MP C407SP，该新品外形小巧，相比上一代产品占用 面积缩小了 3%，靠墙放置时能为普通办公桌面的纵向深 度腾出约 1/4 的空间，适合放置于各类办公环境中的任 意位置，并拥有高性价比、丰富的功能扩展性等特点。 新产品标配有 10.1 寸 SOP 智能触摸屏，并配置大尺 寸无按键全触摸式彩色智能操作面板，支持用户通过手指 按住屏幕拖动、滑动、缩放等动作即可实现简便的操作，

1/4 的空间。适合在门店狭小办公室、营业柜台、工作室

与智能手机、平板电脑的使用完全相同。

等环境中使用。

MP C407SP 的输出速度可以达到 40 页 / 分钟（黑白） 和 35 页 / 分钟（彩色），标配高效率的双面同步扫描自

MP C407SP 主要特征：

动送稿器，一次能够扫描纸张的正反面，速度达到 80 页

■

10.1 寸大尺寸 SOP 智能触摸屏，内置 V4.2 安卓系

理器及 2GB+2GB SOP 内存，有效改善了数据处理速度和

■

内置 1.46GHz 高速英特尔处理器

作业响应速度。

■

/ 分钟（300dpi 时）。新产品还采用了 1.46GHz 英特尔处

新产品支持最大 1200dpi×4800dpi 打印分辨率，同

统 打印速度分别达到每分钟 40 页（黑白）/ 每分钟

35 页（彩色）

时打印驱动中内置多种色彩调整模式，还具备有对照片、

■

最大打印分辨率为 4,800dpi×1,200dpi

图片的颜色自动调整补偿功能，即使在普通纸张上打印

■

标配 50 页双面同步扫描自动送稿器，双面扫描速

也能呈现艳丽的输出效果。

度可达到 80 页 / 分钟（300dpi）

MP C407SP 相比上一代产品，占用面积缩小了 3%。

■

标配 2GB 内存 +2GB SOP 系统内存，320GB 硬盘

机身正面的宽度仅相当于 2 个并排的常见平板电脑的长

■

预热时间仅需要 19 秒

度。靠墙放置时，能为普通办公桌面的纵向深度腾出约

■

彩色首页输出时间为 7.6 秒

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47

市场细分

２０１７ 年 ４ 月 总第 １５６ 期

Domestic Brands Favored in China Wide Format Printer Market, 2016

2016 年大幅面打印机市场国内品牌受青睐 据 IDC 最 新 数 据 显 示，2016 年

异军突起，受到客户的青睐。中国

国内大幅面打印机市场总体出货量

厂商 销 量 的 增 长， 挤 压 了 外 商 原

为 85252 台，相对 2015 年同比上升

有 的 利 润 空 间， 众 多 厂 商 在 寻 求

了 3.6%，涨幅有所减少。

改 变， 不 仅 是 从 产 品 性 能 特 点 还

其 中 Graphic 图 形 市 场 的 出 货

是销售方式。

量 76244 台，CAD 市 场 的 出 货 量 为

随着 CAD 市场 2016 年的需求量

9008 台。 大 幅 面 打 印 机 在 Graphic

停滞不前，广告和印染行业在 2016

市场的应用数量占有绝对的优势。

年受到厂商的高度重视。一些性价

就 Graphic 市场来说，销售前五名的

比突出、高速、印量大的机型在行

厂 商 依 次 是 NewCentury、Xucheng、

业内越来越受到关注。除此之外，

个行业的发展轨迹。对于广告设备

Lecai、AiiFar、EPSON。

制造业依旧是热点领域，从已公布

换代升级的思考正在传统广告设备

其 中 中 国 品 牌 占 据 四 席。2016

的多项高频经济数据可以看出，中

行业的每一个环节展开，这也是大

年中国厂商在 Graphic 市场总体出货

国制造业采购经理指数 (PMI)、全国

幅面设备更新发展的一个契机。

量为 62732 台，占全部 Graphic 市场

居民消费价格指数 (CPI) 和工业生产

IDC 中国成像、打印与文档解决

出货量的 82.3%。

者出厂价格指数 (PPI) 数据，都继续

方案高级研究经理崔光认为：“2017

保持稳中向好的势头。预计 2017 年

年将是大幅面厂商混战的一年，随

中国 GDP 还将持续良好态势。

着大幅面机型市场的需求单一化，

2016 年大幅面打印机市场国内 品牌受青睐 中国的大幅面打印机市场相对

2016 年政府工作报告中提出“互

技术同质化，客户局限性，厂商之

于其他国家 ( 欧美国家，美洲国家，

联网 +”行动计划，希望推动移动互

间的竞争日趋激烈，利润下降在近

日本及东南亚 ) 来说比较特殊，包括

联网、云计算、大数据、物联网等

几年也越来越受到重视。中国本土

销售品牌数量多，原装耗材代用率

与各个传统行业领域相结合，带来

厂商和外资厂商谁先抓住了应用领

大，本土化的尺寸用途等特殊需求。

新机遇、新发展。传统广告设备领

域的新机遇，推出更加符合中国国

近些年，众多的国产品牌凭借其品

域，是否也可以出现一些简单高效、

情的战略机型，谁将在群雄逐鹿的

牌的价格和销售方式灵活等优势，

却又切中要害的创新，进而改变整

竞争中脱颖而出。”

Public Hospitals in Zhuhai to Spend 30% Less on Medic Consumables

珠海公立医院耗材采购价将便宜三成 近日，珠海市公立医院管理中

包括消化内镜及消毒清洗组、眼科

专科医用耗材配送商招标结果已完

组、骨科组等 15 个小组，每组选出

成公示，这意味着，珠海将在全省

不超过 3 家配送企业，为全市 64 家

率先 实 施 耗 材 采 购“ 两 票 制 ”。

公立医疗卫生和计生服务机构配送。

根 据 医 管 中 心 初 步 估 算，“ 两 票

经过评审专家对投标企业进行资格

制 ” 实 施 后， 采 购 产 品 价 格 将 下

审查，商务配送能力、技术能力进

降 25%-30%。

行综合评审，共有 12 家企业中标。

据介绍，“两票制”是指耗材从

“珠海专科医用耗材和检验试

生产企业卖到一级经销商开一次发

剂配送改革，是珠海市对高值医用

票，经销商卖到医院再开一次发票，

耗材采购管理模式的一种探索和创

可省去过多的中间环节，减少耗材

新。通过带量采购、限价挂网采购

成本，降低百姓就医成本。

等方式，提高了议价能力，降低了

此前，市医管中心举行了专科

48

医用耗材和检验试剂配送企业遴选。

心（下称医管中心）对媒体表示，

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耗材采购成本，压缩流通环节的虚

高空间。”医管中心负责人介绍， 珠海此次实施耗材“两票制”，不 仅是全省第一个，也是全国第二个， 具有重大的探索意义。目前，全国 仅陕西宝鸡已实施耗材“两票制”。 预计今年 6 月前，全市专科医用 耗材和检验试剂将实行统一配送。

２０１７ 年 ４ 月 总第 １５６ 期

市场细分

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49

企业近况

２０１７ 年 ４ 月 总第 １５６ 期

CET Group’s Branch in Russia

中恒集团俄罗斯分公司成立

近日，中恒集团（CET Group）决定在俄罗斯联邦莫斯科市成立全资子公司，以更好地为东欧地区客户提供服务。 3 月 17 日，为庆祝俄罗斯分公司成立，中恒集团董事长马学文先生率总经理戴梅女士及副总经理于佳女士，与中恒集团俄 罗斯团队齐聚莫斯科，进行团队建设活动。 中恒集团俄罗斯分公司于 2017 年 3 月开始正式营业，负责中恒集团在俄罗斯、东欧、中亚等地区的业务。分公司有一支 拥有 20 年行业经验的专业团队，能够为各类影印行业客户提供全面专业的服务。 中恒集团俄罗斯团队将秉承 CET 集团“持续改进、不断创新”的发展战略，为当地市场和客户创造价值。

Counselor of Hubei Provincial Government at Dinglong’s Headquarters

湖北政府参事室梁亚莉参事一行莅临湖北鼎龙总部调研 近日，湖北省政府参事

科技成果展示厅等。

室梁亚莉参事携省委党校、

湖北鼎龙公司肖桂林副

省直机关工委党校、省发改

总裁、李云峰副总工程师等

委、省农业厅、省扶贫办、

热情接待了调研团。肖桂林

省社科院等领导及武大、华

副总裁详细介绍了目前湖北

科及其他大专院校相关专家

鼎龙在打印复印耗材行业取

莅临湖北鼎龙总部，就企业

得的显著成就，李云峰副总

转型升级进行专题调研。前

工程师详细介绍了湖北鼎龙

来调研的领导和专家重点参

CMP 项目目的、意义及技术

观了湖北鼎龙集成电路制程

水平。

工艺材料 (CMP) 车间、彩粉

据介绍，湖北鼎龙目前

(CPT) 车 间 公 司 及 博 士 后 工

已实现耗材全产业链的贯通，

补了国内空白，未来将发展成为全球极具竞争力的打印复印通

作站、技术中心、工程中心、

多项产品打破国外垄断，填

用耗材供应商及服务商。

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企业近况

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企业近况

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Terms in Foreign Trade

对外贸易交易术语汇总 在做外贸的过程中，经常会碰到一些交易术语，老外在谈判的过程中用的都是缩写，对于要如何报价，就要根据不 同的贸易要求做相关的变动，下面集中整理了一些： EXW（Ex Works）：工厂交货

（…指定目的港）卖方将货物运至买

费 , 卖方出口报关。

方指定目的港码头，需要负责进口清

报价只需要包含货物成本即可。 卖方不需要承担运费和报关义务， 这是外贸中卖方义务最小的术语。

CIP（Carriage、Insurance Paid To）：指

关，然后交货与买方；卖方负担货物

定目的地：运费、保险费付至……

交至该处的一切风险和费用，包括关

报价需要在 CPT 的基础上加上保险。

税、税捐和其他费用。

FOB（Free on Board）：货送到出口方港口 离岸价，报价包含货物送到码头

报价在 DES 基础上再加上买方进 FAS（Free Alongside Ship）：船边交货

口报关费用（含关税）。

买卖双方费用和风险的划分，以

的成本和报关的所有费用。 CFR（Cost & Freight）：送货到客人目的港 报价在 FOB 的基础上加上送到进

船边为界，卖方办理出口报关手续。

DDU（DELIVERED DUTY UNPAID）未完

报价需要包含成本以及送到码头的费

税交货 卖方将货物送至进口商的指定目

用，卖方报关出口。

口商目的港的运费。

的地，卖方需要负责货物运至该目的 DAF（Delivered At Frontier）：边境交货

CIF（Cost、Insurance & Freight）：送货 到客人目的港

买卖双方费用风险的划分，以边 境交货地点（未卸下）为界。报价需

报价在 CFR 的基础上加上保。

地的费用和风险（不包括关税、税捐 和进口时所需支付的其他费用，以及 办理海关手续费用和风险）。

要包含成本以及送到边境的费用，卖 方报关出口。

DDP（DELIVERED DUTY PAID）完税后交货

DES（Delivered Ex Ship）：目的港船上交货

卖方必须负担货物运至该处的风险和

双方责任、费用和风险的划分，

费用，包括关税、税捐和其他费用，

FCA（Free Carrier）：货交进口方承运人 报价包含货物送到进口商承运人 仓库的成本和报关的所有费用。

卖方将货物送至进口国的指定地，

以目的港船上办理交接手续为界，卖 以上用的较多，其他还有：

并办理货物进口的清关手续。

方负担货物运至指定目的港的一切费 与 EXW 相反，DDP 是国际贸易中

用和风险。 CPT（Carriage Paid To）：运费付至指 定目的地（约定地点）

卖方负担最多义务的术语。 DEQ：DELIVERED EX QUAY（duty

报价需要包含成本和到目的地运

paid）：目的港码头交货（关税已付）

Green Project Issued Patent for “RecoilGP” Gear

“GP”齿轮再获美国专利及海关认可 美国 Green Project 公司隆重宣布美国专利商标局今年 3

这次的专利授予可以为客户提供以下产品的专利解决方案：

月 7 日再次授予全新设计的“GP” 替代万向头齿轮专利权，

惠普 CE505A/X, CF280A/X, CE255A/X，CF226A/X, CF228A/X

美国专利号：9,588,478。该专利齿轮之前已经美国海关审查批

以及 CF287A/X 和佳能 119/119II,120 以及 324/324II 等等。

准，不受佳能 337-TA-918 GEO 调查令的限制可以进入美国， 同时规避了佳能公司在欧洲申请的 EP2087407 等专利。 为了帮助海关和客户容易及快捷地鉴别，每个“GP”专利

GP 公司是一家美国知名专业耗材供应商，自成立以来就 一直恪守法律法规，尊重知识产权，积极自主创新，为客户提 供无法律风险，品质优良的兼容耗材产品。 GP 公司四年前开

齿轮都包含有注册商标并且为亮绿色。在此专利授予之前， “GP”

发的 GP 替代三角头专利齿轮产品攻克了当时行业内最高的技

公司自去年 10 月发布产品以来已经接到了不少订单并受到客

术障碍，为无数客户进入欧美市场提供了安全的法律解决方案，

户和市场的一致好评。

并荣获 2015 年度再生时代全球打印耗材行业专利成就奖。

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中文快讯

２０１７ 年 ４ 月 总第 １５６ 期

National Export Printing Consumables Zone in Xiangzhou District of Zhuhai

珠海香洲：推进国家级出口打印耗材产品质量安全示范区建设 近日，珠海市香洲区人民政府组织召开国家级出口打印耗材产品质量安全示范区建设工作推进会。来自政府、 企业、协会及媒体等单位代表出席了会议。会上，示范区工作领导小组详细汇报了示范区相关工作。香洲区副区长、 工作领导小组常务副组长常征强调，各有关单位要共同努力，积极推动示范区下一步发展，充分发挥示范区的辐 射作用和龙头企业带动作用，促进珠海市打印耗材产业转型升级。

政府协会各司其职 营造宏观发展环境

等产业高端领域取得多项突破。据统计，珠海的耗材

去年 12 月底，珠海首个“省级出口工业产品质量

企业共累计申请了 5000 余件专利，占全国通用耗材

安全示范区”正式挂牌。香洲区出口打印耗材产品质量

行业的 80%，已经获得授权的专利数量近 2000 件，

安全示范区被评为省级出口工业产品质量安全示范区，

是国内拥有办公耗材专利最多，水平最高的城市。

成为全国首个打印耗材类的产品质量安全示范区。 出口打印耗材产品示范区创建之初，香洲区人民政 府就明晰了工作目标，由区政府牵头推进示范区创建工

十届珠海耗材展持续提升“世界打印耗材之都” 美誉

作，搭建由香洲区政府牵头、珠海检验检疫局香洲办事

每年十月，一年一度全球最大的专业性办公耗材

处、香洲区商务局、财政局、科工信局、南屏工业园和

展览会——中国 ( 珠海 ) 国际打印耗材展在珠海举办。

珠海市打印耗材行业协会等单位组成的领导小组组织机

自 2007 年举办至今，已举办了十届。2010 年起，综

构。通过政策宣讲、举办培训、强化国外技术性贸易措

合参展商数量、观众数量以及展出面积等维度，珠海

施应对和研究、 深入重点入区企业调研等系列措施落实，

耗材展成为全球最大的业内展览会。刚刚过去的第十

加强企业对质量意识和质量控制能力的提升。

届展会，共迎来 28 个国家和地区 468 家海内外展商，

赛纳打印、名图科技、天威飞马等 36 家企业入驻

14,566 名来自全球 83 个国家和地区的专业观众。其

首批示范区企业名单。据透露，在进出口政策和贸易便

中海外买家人数同比增长 133.65%，首次参观展会的

利化方面，珠海检验检疫局将对区内企业开设检验检疫

新观众数量同比上涨 220%，刷新展会历史之最。

绿色通道，率先对其实施无纸化报检、绿色通道、多点

作为广东省首批外贸转型升级专业型示范基地，

报多点放、直通放行等检验检疫便利通关服务。符合条

珠海市香洲区打印耗材基地肩负起带动行业外贸发展

件的示范区企业可优先享受关检“三个一”的口岸通关

模式转变的责任。而同时，珠海作为“世界打印耗材

便利措施。同时，还将对示范区内企业出口产品原则上

之都”，品牌的价值与突出的区域地理优势，需要向

实施验证监管方式或信用监管方式，对龙头企业优先推

全球行业发出更多的声音。珠海耗材展凭借着十年以

荐为全国“出口工业产品质量安全示范企业”，享受免

来积累的口碑和人气，每年吸引着过万名海内外人士

检优惠。

共聚一堂，成为珠海耗材产业集群优势最佳的展示平 台。400 多家耗材企业在三天的展会里集中向全球业

优势产业集群 奠定示范区建设基础

内人士展示自身的技术、产品等动态，无论是以探讨

目前，珠海作为全球打印耗材产业规模最大、产业

行业大势为主的珠海国际峰会，还是以展示技术研发

链最完善、技术水平最高的区域之一，是全球通用耗

成果为主的研讨会，都为海内外业内人士搭建了一个

材的制造基地，素有“世界打印耗材之都”的美名。

良好的交流洽谈平台。

据 2015 年数据统计显示，单单在珠海这座城市，就拥

提升质量水平是企业获得高效益的根本保证，也

有超过 680 家大大小小的打印耗材企业，供应了全球

是经济发展新常态下，企业和产品转型升级的必然要

78.9% 以上的通用色带、69.7% 的通用墨盒、42.1% 的再

求。目前，市政府大力推进国家级出口打印耗材产品

生激光碳粉盒组件，产业年总产值已超 190 多亿元，出

质量安全示范区建设，呈现出政府重视、部门联动、

口总额高达 7.65 亿美元，产品销往全球超过 120 个国家。

产业升级、企业受益、质量提升、便利贸易的良好态

珠海打印耗材出口一直以来占据全国首位，并形成

54

势，对进一步擦亮珠海本土品牌、推动地方产业升级、

了赛纳科技、艾派克、天威飞马等高新技术打印设备制

形成质量、品牌、创新“三轮驱动”的有利局面、提

造企业，在国产激光打印机、设备芯片研发、3D 打印

升出口竞争新优势具有重要意义。

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