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CONTENTS
目 录 11 Message from the Publisher 71 卷首语 FEATURE ARTICLES
亚洲再生业
2011 年2月
GLOBAL FORUM
专题文章
12
Outlook 2011 展望2011
20
Understanding Managed Print Services Opportunities in the United States, Western Europe and Asia
By Art Diamond
总第082期
RECHARGEasia ISSUE 082 FEBRUARY 2011
全球论坛
30
Why Laser Printer Users Should Purchase Compatible Printer Consumables 为什么激光打印机用户光顾兼容打印耗材？
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Toner Refill Kits: What OEM's Don't Want You to Know 碳粉再填充：OEM所不想你知道的事实
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连供市场又一片天 Continuous Ink Supply System Market
By 王相军
By John Shane, Cathy Martin & Randy Dazo
美国，欧洲和亚洲文件打印管理系统的市场差别
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盘点2010：打印耗材市场分析与预测 2010 Reckoning: Market Analysis and Forecast of Printing Supplies
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废弃家电将实施强制回收，耗材产业能否借机高飞？ Discarded Appliances Will Face Mandatory Recycling, Can the Consumables Industry Use this Rule to Grow?
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OEM聚焦
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Epson Announces the World's Fastest Automatic DoubleSided Printing Solutions 爱普生宣布推出世界上最快的全自动双面打印机
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Samsung Launches New Laser Printers with a Different Toner 三星研发出配备有特殊碳粉的全新激光打印机
2011年北京国际办公设备耗材与数码影像展展商名单 2011 Asian Imaging Fair（AIF Beijing）Exhibitor List & Information
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参加RechargExpo Southeast Asia 2011，享受出国参展政府 补贴 Participate in RechargExpo SEA 2011 and Enjoy Government Subsidies
Canon Releases Pixma MX882, MX420 and MX410 Wireless Office All-In-One Printers 佳能发布Pixma MX882, MX420 and MX410无线办公一体式打 印机
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Affordable Network Colour Printing with Konica Minolta's New Magicolor 3730DN 柯尼卡美能达全新magicolor 3730DN轻松承载网络打印
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Xerox Takes Another Step Toward Zero Waste 施乐公司力图争取“零废弃”
MARKETING
26
OEM UPDATE
市场动态
Evaluating Distribution Partners 评价分销合作伙伴
by Ronelle Ingram
Printer Appears in Xi'an
Entry Level Mono Laser Printers Steered the Australian Market to Strong Recovery in 2010 入门级黑白激光打印机推动2010年澳大利亚市场复苏
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Samsung "Stealthware" Kills MLT-D104, D105 Aftermarket Chips 三星 “隐性韧体”扼杀MLT-D104，D105兼容芯片
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耗材是关键 喷墨一体机市场关注度排行分析 Supplies are the Key to Inkjet Multifunction Ranking
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LED与激光打印机的市场争夺 LED and Laser Printer Market Competition
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喷墨打印机 节能就是竞争力 Energy Saving Inkjet Printer Gains A Competitive Edge
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100 富士施乐小巧、低碳、经济型SLED打印机亮相西安 Fuji Xerox Compact, Low Carbon, and Economic SLED 101 爱普生引领商务喷墨打印机市场
Epson Inkjet Printers Lead the Commercial Inkjet Market
ASK THE EXPERTS
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请教专家
Remanufacturing the Dell 2145cn Toner Cartridge By Mike Josiah
戴尔2145cn激光打印机系列成像卡盒再生
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Details of Replacing Parts for HP Laserjet 4250 Series Fuser Assembly 详细解析更换HP LaserJet 4250系列成像卡盒定影组件配件
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Tel 1-626-309-0858 Fax 1-626-309-0878
ASK THE EXPERTS
请教专家
By 刘树果 102 关于影像设备用耗材技术术语的讨论 Discussion of Technical Terms Used in Imaging Equipment
CHINA CORNER
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Supplies
105 墨盒使用也是一门学问 Cartridge Use Is Also a Science: Exploring the Real Reason
中文快讯
三大行业市场加速中国高速扫描仪销量增长 Three Industry Markets to Accelerate Sales Growth in China's High-Speed Scanners 方正电子重点推广彩色宽幅喷墨印刷设备 FangZheng Electronics Focused on the Promotion of Color Wide-Format Inkjet Printing Equipment
for Slow Printing Speed
108 COMPANY CLOSE-UP
Tel 86-10-5126-5580 Fax 86-10-5885-8747
企业近况透视
莱盛成为巴川碳粉中国北方指定渠道商 Beijing Laser Becomes Bachuan Toner's Designated Agent in Northern China
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Re-New Station Ties Knot with CEA to Ensure an E-waste Free Environment Re-New Station公司与CEA签署环保合作协议
中国反倾销调查欧美日相纸 European and American Anti-Dumping Investigation on Chinese Paper
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West Point Products Adds Industry Veteran Jerry Gigliotti as Vice President of Commercial Channels West Point Products公司任命Jerry Gigliotti为渠道销售经理
惠普扩大全球打印机市场份额 HP Expands Global Market Share
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ITEX Provides Powerful MPS Strategy Forum ITEX展览会组建强大的MPS技术论坛
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OCP's Distributor for Chile and Peru "La Pascana Ltda." Celebrated its 10th Anniversary OCP智力和秘鲁经销公司举办“成立10年”庆祝活动
未来5年全球将增加1000台喷墨印花机 Five Year Forecast: Global Inkjet Printer Population Will Increase by 1000
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艾派克Epson新七触点兼容芯片研发取得阶段性成功 APEC's Epson-compatible Chip R&D of New Seven-PointContacts Makes a Successful Market Entry “粉量控制系统”助力富美品质管理体系提升 "Powder Volume Control System" FuMei Powder Management System Boosts Product Quality
NEW PRODUCTS EXPRESS
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新品快讯
日本研发新技术，佳能打印机变芳香制造器 Japanese R & D New Technologies
MSE Releases Intellegently Re-EngineeredTM Cartridges for The P1102 and P1606 Printers MSE公司推出适用于P1102 和P1606型打印机的ReEngineeredTM品牌再生成像卡盒 Nand's New Chemical Colour Toner Comes to North America Nand公司向北美市场推出全新彩色化学碳粉
CHINA CORNER
中文快讯
106 美研制3D食物打印机：放入原料输出美味 US Development of 3D Food Printer: Raw Snack In, Delicate Cuisine Out 爱普生公司进行打印耗材回收活动 Epson Conducts Printing Supplies Recycling Activities WeP公司将向印度推出世界上速度最快的彩色打印机 WeP India Company Will Launch the World's Fastest Color Printer 上海查获仿名牌打印耗材 Shanghai Seizes Counterfeit Name-Brand Printing Supplies
ATTA 新动态 ATTA New Developments
ZHUJIANG CORNER
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珠江三角洲
珠海4科研项目获千万资助 Zhuhai's Four Research Projects Are Funded by Millions 格之格中标国家税务总局政府采购 G&G Wins Bid to Provide Supplies to the State Administration of Taxation of Government Procurement 拱北海关专家向耗材企业介绍如何避免出口产品通关时侵权 Gongbei Customs Explains How to Avoid Infringing Customs Clearance of Export Consumables
En Ch Note:
Recharge Asia is the original bilingual publication for the recharger industry in English and Chinese. The following symbols denote the language in which the article appears: En English Ch Chinese
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Contributors
Publisher’s Note: We, at Recharge Asia, welcome comments to any of our editorials or content. Send comments, including sender’s name, address & phone number to: Sunny Sun, Publisher, via email to news@rechargeasia.com.
John Shane
John E. Shane Director, Communication Supplies Consulting Service U.S. & Europe, InfoTrends, Inc. John Shane is a leading industry expert on marking materials such as toner, OPC, inkjet ink, and cartridges. As a Director for the Communication Supplies Consulting Service, Mr. Shane is responsible for all forecasts, research reports, consulting, and client care concerning those topics. He is a well-known authority on all-in-one toner cartridges, the cartridge recycling industry, and the world toner industry. In addition, he has conducted extensive research following similar trends related to inkjet cartridges, refills, and compatibles. Having consulted on these markets since 1988, Mr. Shane is a frequent expert presenter at industry conferences and trade events. Prior to joining InfoTrends, Mr. Shane spent seven years at BIS Strategic Decisions, where he served as an Analyst as well as Director of the company’s Hard Copy Supplies Service. He also served as a Consultant for International Data Corp. (IDC) and a Site Manager of a consumer research center within the U.S. Testing Company.
Cathy Martin
Cathy Martin Senior Consultant InfoTrends As a primary contributor of written deliverables for InfoTrends’ Communication Supplies Consulting Service, Cathy Martin covers a wide range of topics, including new products, trends, and distribution channels. Ms. Martin conducts in-depth research for many topics regarding the supplies industry, relying on her extensive network of contacts as well as past experience. Prior to her current position, Ms. Martin was the Founder and Editor of Communication Supplies Weekly. Before joining InfoTrends, she served as an Analyst at BIS Strategic Decisions. Ms. Martin received a B.S. Degree (Magna Cum Laude) in Business from the University of Massachusetts.
Randall Dazo
Art Diamond
Art Diamond President of Diamond Research Corporation (DRC) Mr. Art Diamond is a 55-year veteran of the imaging industry, having worked in this field continuously since 1955. He is currently President of Diamond Research Corporation (DRC). DRC is a high technology consulting, publishing, and trade show management firm that formed in 1968. Now headquartered in Ojai, California, DRC is a chemical engineering consulting firm involved in toner, ink jet, and imaging media production and marketing. Read his article “Outlook 2011” p12
Randy Dazo Director of InfoTrends’ Network Document Solutions (NDS) Randall Dazo is Director of InfoTrends’ Network Document Solutions (NDS), Professional & Managed Print Services (PMPS), and Image Scanning Trends services (IST). With over two decades of experience, Mr. Dazo leads InfoTrends’ continuous information service practice in this area on a global basis. Read their article “Understanding Managed Print Services Opportunities in the United States, Western Europe and Asia” p20
Ronelle Ingram
Ronelle Ingram VP of Technical Support for Steven Enterprises Ronelle Ingram is a writer, speaker, author of Service with a Smile and is a regular columnist for copier and imaging industry publications, like Recharge Asia. She began her technical career as a tool-case-carrying copier service tech. She is VP of Technical Support of Steven Enterprises in Irvine, California. Ronelle is past President of the Business Technology Association. A UCLA graduate, Ronelle has taught thousands of office equipment professionals throughout the USA, Canada, Australia and Europe. Ms Ingram’s greatest credential is her 40+ years of hands-on experience of managing very profitable service and telemarketing departments. Read her article “Evaluating Distribution Partners” P 26
Mike Josiah
Mike Josiah Technical Director of Summit Technologies Mike Josiah is the Technical Director at Summit Technologies, a division of Uninet Imaging. A global distributor of toner, OPC drums, wiper blades and other supplies. An industry veteran since 1987, Mike is a member of ASTM committee F.05, the STMC Technician Certification Committee as well as an STMC trainer. He regularly contributes articles and teaches seminars at association meetings and trade shows. Read his article “Remanufacturing the Dell 2145cn Toner Cartridge” p48
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Message from the Publisher Dear Readers: For a week, I have been struggling with what to say for this month’s note. Then I came across an article that certainly got my attention: “Is B-to-B Marketing Really Obsolete” The point made here is that “the communication device now held in the hand or on the body of the person who is a business decision-maker or influencer is the new screen to which we have to be focused”. In this article, the author stated that the new avenues of social media networking—email, Facebook, Linked-in, Twitter, blogs, online video sharing, online communities, etc.—have presented us with a wide range of new tools and applications in social network marketing. In the end, however, a good, integrated marketing program combines all forms to create a comprehensive effect. In other words, one should not ignore print advertising, direct mail, trade shows, and other traditional modes of marketing solely in favor of social media marketing. As a media company, we are always alert to new media forms and constantly on the hunt for the best possible media channels to assist our clients in promoting their products and growing their brands. Among other big recent events was the U.S. visit last month by China’s President Hu Jiantao. The stats are sizzling, with China’s growth in 2010 at 10.2% and another possible US$1 trillion expected to be added to their GDP in 2011, as reviewed by Mr. O'Neill, the famed economist credited with coining the acronym BRIC. The giant among the BRIC countries (Brazil, Russia, India and China) is still China. For the past decade, China’s growth is akin to having created the economies of three United Kingdoms. Extraordinary! The message I am trying to send here is that this is the marketplace you should set your sights on and get your foot in—learn, explore, seek and act on the opportunities presented in this marketplace. For this very reason, we have teamed up with a few associations to bring you a new show in Beijing. Be sure to seize the day—indeed, the opportunity—this April 27-29 at the Beijing National Convention Center. I strongly encourage you to be there and to get involved! Additionally, we are proud to bring you, on a monthly basis, some of the most pertinent articles by industry insiders and veterans that you can use to grow your business. This month is no different. Be sure to read some of our highlights including “Outlook 2011” by Art Diamond, p. 12; “Understanding MPS Opportunities in the U.S., Western Europe and Asia” by InfoTrend’s John Shane, Cathy Martin and Randy Dazo, p.20; “Evaluating Distribution Partners” by Ronelle Ingram, p.26; and “Remanufacturing the Dell 4250cn Toner Cartridge” by Mike Josiah, p.48. And lastly, in China it is the month to celebrate the Spring Festival and to welcome a brand new year! No matter if you continue to face your greatest challenges of the year or to boast a renewed growth, we all should set our sights to the future horizon and set our foot on to the roadmap that leads to profitability. Happy New Year!
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Ms. Sunny Sun Publisher
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Outlook 2011 By Mr. Art Diamond Mr. Art Diamond is a 55-year veteran of the imaging industry, having worked in this field continuously since 1955. He is currently President of Diamond Research Corporation (DRC). DRC is a high technology consulting, publishing, and trade show management firm that formed in 1968. Now headquartered in Ojai, California, DRC is a chemical engineering consulting firm involved in toner, ink jet, and imaging media production and marketing. For more information, you may contact Mr. Diamond at DRC@west.net or 805.640.7177
With 2010 behind us, Recharge Asia magazine asked our industry’s leading experts in sales, marketing, technical and legal issues to look over the horizon and help us develop a comprehensive Outlook for 2011. The key issue they were asked to consider is What, in your opinion, are the major challenges rechargers will face in 2011 and beyond? What follows is the consensus of these respected authorities. Luke Goldberg, Senior Vice President, MSE In the weeks and months ahead, rechargers globally will face challenges related to technological proliferation, assimilating solution-based sales models (e.g., MPS) into their transactional sales operations, core collection, and intellectual property concerns. Let’s briefly examine each of these challenges: • Technological proliferation via multiple printer releases was something remanufacturers didn’t have to deal with in 2008 through most of 2010 as OEMs dealt with devastating drops in hardware sales and under-produced as a byproduct of the recession. Once they caught up in late 2010, however, new releases have come fast and furious. These new models clearly puts pressure on the remanufacturing and recharging market to spend the R&D dollars and capital costs to keep up. Many smaller remanufacturers simply don’t have the resources to buy 6-10 new printers at one time and absorb multiple new technologies simultaneously. • MPS creates great challenges for those dealers not familiar with the space to get up to speed on the intricacies of this sales strategy. Many remanufacturers unfamiliar with the copier field, who have not sold solution-based contracts feel they have to have MPS and CPP programs to compete successfully against the OEMs, who are selling directly into Fortune 1000 companies. They must also compete with copier dealers who are entering the laser space en masse. Changing long-entrenched, transactional business models to MPS will continue to challenge these remanufacturers. • Core collection will become increasingly more difficult as a result of intensified OEM efforts to capture spent cartridges. The increase in new printer releases that ship with starter models that aren’t convertible to standard yield cartridges will also complicate 12
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and confound collection efforts. Globally, core collection will also become more challenging as countries crack down on e-waste. Looking ahead, it is likely that special permits and logistics will be required to either import or transport empty cartridges. • IP concerns are not only centered on manufacturers of new compatibles from China. If the Canon and Lexmark litigation taught us anything it’s that no one is immune from legal action, no matter how far down they are on the distribution stream. In addition, if you are remanufacturing you now have to be concerned about the IP on raw materials as well as the finished product, as evidenced by both of these patent cases. In closing, there is no question that we face collective challenges ahead that will place pressure on our resolve and our resources. One thing I will say about this market is: we are a resilient bunch, we have overcome a 25 year legacy of poor quality, we have overcome one technological hurdle after another, we have overcome OEM programs designed to extinguish our very existence. Our value proposition and our ecological benefits have enabled us to weather all of these storms. In my view, we will continue to thrive in the face of adversity as we evolve commercially and technologically. Sanjeev Mahajan, Vice President, Marketing & Exports, NAND Ipl INDIAN REMANUFACTURERS The success and scale of China’s venture into remanufactured cartridges has inspired Indian companies and entrepreneurs to follow their footsteps. They are now making plans, dedicating serious investment and applying much effort to make India another outsourcing option for foreign buyers. Exports from India are more attractive due to lower cost labor, a geographic location convenient to more markets, better IP protection and a more sophisticated legal system. In addition, India offers English speaking management and support, better cash flow, more positive India visibility, higher quality, imaging components and a huge local market. India is beginning to attract large overseas companies to establish their brands and quality standards in India as they build local sales volume and profitability .
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Outlook 2011
By Art Diamond
Continued
Thus, the major challenge in 2011 for Indian remanufacturers (so that they can be ready to benefit from this new export opportunity) will be to, establish their own brands, build sales volume and increase profitability by scaling-up manufacturing operations. Further, they should increase their market share by convincing demanding customers (who buy only OEM cartridges) to try branded, lower-cost, high quality remanufactured cartridges. They should also seek to upgrade customers who are using lowquality, low-cost refilled cartridges to higher quality, branded products at prices not much higher than what they are now paying for low-price, Chinese remanufactured cartridges widely available across India today. GLOBAL REMANUFACTURERS The challenge that global remanufacturers face will be to grow their profit margins as OEMs now focus on promoting the expanded use of color laser printers. This promotional effort should be seen as an opportunity. In this market sector the share of remanufactured color cartridges is very low due to a lack of components and supplies that are high in quality, consistent in performance and offered at reasonable prices. It will be necessary to preserve and promote the local industry so that it becomes capable of producing high quality, branded, remanufactured color laser cartridges that save enough money for end users to gain widespread acceptance and compete with overseas remanufacturers who must respect all local laws and intellectual property rights. Velliyur R. Sankaran, President, Sankaran Consulting Some believe that biotoners are a passing fad that will soon fade away. Others are convinced they are the best thing that has happened in the cartridge recharging aftermarket in recent years. These toners have already established a foothold in the imaging supplies aftermarket and are currently the subject of intensive research and development efforts aimed at: o Formulating biotoners for individual machine models o Matching print quality, performance and yield of conventional toners o Increasing biocontent percentages Biotoners are currently being marketed by Advanced Image Resources (AgriTone™), Future Graphics (BioBlack®), Ricoh Corporation and SoyPrint. In my view, the challenge the aftermarket will face is in finding the best way to educate the end user and market these eco-friendly consumables. Properly formulated, tested and sold, biotoners will likely capture significant market share in the months and years ahead as they offer at least 7 key advantages over conventional toners. They, • Are based upon a renewable resource • Are biodegradable
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Are compostable Enable easier deinking of toner from office waste paper Reduce our dependency upon crude oil Dignify aftermarket toners Attract a higher demand In the future, expect to see some industry regulation placed on the use of the term “biotoner.” This will probably come as a minimum biocontent requirement as determined by radioactive carbon dating. Biotoners are presently being priced higher than conventional aftermarket toners although typically lower than OEM branded products. This pricing strategy causes the consumer to stop and consider whether his or her loyalty should be focused more on protecting the environment than on purchasing the OEM toner. Laura Heywood, General Secretary, UKCRA The UK remanufacturing industry faces three main challenges in 2011. First, the alarming reduction of virgin OEM cartridge cores to remanufacture due to aggressive take-back policies by manufacturers aimed at keeping their spent cartridges out of the remanufacturing channel. This shortage is compounded by the fact that two of the larger cartridge collectors in the UK export most of what they collect. Second, the rise of imported, non-OEM, compatible “new build” cartridges that are unfairly competitive due to their unsustainable low prices. The majority of these clones are not remanufactured, but end up in UK landfills due to the provenance of intellectual property. Third, and probably the most significant challenge, the emergence of the “smarter” smart chip—not only in the rising use of RFID's but also in the introduction of embedded technology by OEMs—all engineered to prevent, restrain and deter cartridge reuse. Ed Swartz, CEO, Static Control Components, Inc. DECLINING PROFITABILITY OF MONOCHROME CARTRIDGES If analyst’s estimates are right and the remanufacturing industry has in fact gained a 35% market share of monochrome toner cartridges it must mean that quality and performance standards on these remanufactured cartridges are now extremely high. Otherwise 35% would not be sustainable. The highest print quality and cartridge performance must be maintained to win end-user business and retain it. The extent of the worldwide recession and the pressure put on all companies to survive and save money any way they can provides a positive market opportunity for long term growth. The dichotomy is that whilst the industry has done extremely well in monochrome cartridges to gain market share and raise quality
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Outlook 2011
By Art Diamond
Continued
standards that are universally achievable today, the differentiator in the market has become: selling price. Thus, in 2010, whilst volumes of remanufactured cartridges have grown, selling prices have fallen as remanufacturers have resorted to competing against themselves. In this battle, price is the key. Many remanufacturers have significantly increased production but the net result is lower profitability. This is not a good situation for the remanufacturer and the likelihood is that selling prices will continue to fall as competition increases. COLOR IS THE CHALLENGE Where does the remanufacturer go from here? The universal answer to this question is undoubtedly color. If quality and performance have enabled the industry to have such staggering success in monochrome, then it must be true that its dismal failure to capture significant market share in the color market segment comes down to the fact that remanufactured color cartridges are simply not good enough to attract and keep the end-user’s business. After all, they are no different from those end-users buying monochrome cartridges. Analysts say the aftermarket share for color cartridges is only about 5%. That is the challenge. If this industry is to have a long term future, it must repeat its monochrome success in color, and with color cartridge remanufacturing you must get it 100% right, every time. Color is not as forgiving as monochrome. TRAINING WEBINARS: ON TAP, ON DEMAND Two major needs emerge: first, a need to really understand color technology and not simply apply monochrome knowledge to color cartridges; and second, a need to replace critical components when the original OEM component cannot be reused. Up until now these critical components have simply not been made available. But now these products are available. SCC’s View on Demand webinar program—in 22 languages—provides remanufacturers with a simple way of learning and understanding all the technical issues involved, in a language they understand, anytime, anywhere, when they want it: 24/7. It’s as easy as watching TV. That is what Static Control has been doing about what we believe is the biggest challenge facing this global industry. There is no reason now why the quality and performance of color cartridges cannot deliver results comparable to the OEM cartridge. And, there is no reason why remanufacturers can’t look to the long term and grow their profits from color cartridges with complete confidence. Finally, we are confident that with SCC’s 35 electronic engineers and technicians we can deal with anything the OEMs throw at the aftermarket in the way of chips.
about the future of the industry for 2011- 2012, however, we are well aware that if we do not react quickly and do not continue to reinvent ourselves, we will not be able to keep up with the new speed at which the toner cartridge remanufacturing business is changing. • Core Collection and Recovery Collecting empties has been a challenge from Day One in our industry. Today, not only must we collect hundreds of different models, but it is important that we sort them and separate the new mold empties from original OEM cores. These OEM cores are scarce and should be reused more than once. Our R&D solution to this issue is to create recycling components, such as OPC drums and rollers, that can be used three cycles, rather than the singleuse components that you see in new compatible cartridges. These cannot be reused. • OEM Equipment Diversification When I started in this industry, five printer models accounted for 80% of the market. Today, we must create products for over 200 different models in order to cover the same market share. This need has created a constant challenge for rechargers to keep up with market demands. At UniNet, we support remanufacturers with FREE web access, technical seminars and remanufacturing instructions accessible to everyone. One of our goals is to continuously contribute to the advancement of our industry to make it more prosperous. We also train small remanufacturers on our 60 easy-to-do cartridges. To help improve their profitability we recommend that they purchase more complex or difficult cartridges from experienced or specialized remanufacturers. • Intellectual Property , REACH and European Regulations There has been a significant increase in new regulations, patents and law suits regarding new model cartridges and infringing components. OEMs are also taking the easy road to profitability by suing more companies in the USA and Europe. It is essential that rechargers ensure they are not buying infringing products. My simple suggestion is to buy from local suppliers and remanufacturers whom you know and trust. We have dedicated our “R&D Dream Team” of engineers and attorneys to look carefully after these issues in order to comply with all the regulations that entered into effect in 2011. • MPS, Cost per Copy and its Variations OEMs have a big lead here, so if we plan to keep our market share we need to understand and possibly adopt these sales strategies and value propositions, especially those that could mean important savings for medium and large size businesses.
Nestor Saporiti, CEO, UniNet Imaging
Tricia Judge, Executive Director, Int’l Imaging Technology Council
As the world economy slowly recovers, expect to see an increase in business during the second half of this year. We are very positive 16
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Clones, Patents and Competition Make 2010 The Year of The
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Outlook 2011
By Art Diamond
Continued
Lawsuits Patents were at the heart of all the major litigation in 2010, which is not surprising news. However, the surprising news was the onslaught of lawsuits brought by the OEMs against new “clone” cartridges (also called, new molds) that are causing the aftermarket some heartburn. Static Control v. Lexmark – Finally Favorable Closure Static Control brought the Quanta finding to the attention of the Kentucky Judge presiding over its case against Lexmark. SCC argued that the court should reach the same result with respect to Lexmark’s Prebate program. Lexmark filed the case against Static Control in 2002 alleging patent infringement and inducement of patent infringement. Static Control counterclaimed with an action asserting anti-competitive behavior on Lexmark’s part. “The Prebate Program is invalid under patent law” the judge held, reversing his earlier decision that Prebate restrictions were valid. The opinion reads: “Quanta compels reconsideration and reversal of the aforementioned Order. Quanta has changed the landscape of the doctrine of patent exhaustion generally, and specifically the application of the doctrine to the facts of this case.” On October 28, the district judge in Static Control Components v. Lexmark International denied Lexmark’s motion for a new trial. Although both sides still have some remaining motions before the district court, this action paves the way for appeals to the Sixth Circuit for both parties.
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Now Static has filed an appeal to recoup lost revenues from Lexmark’s ill-gotten preliminary injunction. SCC is seeking major damages. Battle of the Clones: Epson, HP, Canon, Lexmark, Samsung On the Offensive Back in 2006, Epson filed an action alleging patent infringement in federal court and with the International Trade Commission against producers and distributors of some ink jet products. So far, Epson has prevailed quite mightily. The 24 companies targeted in the ITC action will be saddled with US ITC fines up to $11 million per respondent and massive civil liability. It has also scored general and limited exclusion orders, which will keep the ink jet products out of the country. Hewlett-Packard followed Epson’s lead in September 2009. In 2010, it filed a complaint with the International Trade Commission against 11 ink jet manufacturers and distributors. The respondents are seven Asian and four U.S. companies. At issue are four patents pertaining to HP’s ink jet technology that HP c laims have been infringed. HP is seeking an investigation, and if the outcome leads to a determination of infringement, it seeks general or limited exclusion orders, as well as cease and desist orders. On the same day, HP filed a civil suit for patent infringement in a U.S. District Court in California against the same 11 companies. The suit seeks a finding of patent validity, patent infringement, injunctive relief and damages for infringement, including treble (triple) damages for willful infringement. In May, HP added additional defendants and causes of action to its list of patentprotection parties. Only ink jet cartridges are the subject of these actions, leaving aftermarket members wondering when HP might take action against the toner cartridge clone producers. The patents for electrophotographic technology are actually Canon’s, and licensed to HP. On June 29, the industry got its answer. Canon filed a lawsuit in New York against 20 defendants for infringement of two patents. Canon has also filed a complaint with the U.S. ITC as well seeking to block the importation of these cartridges. At issue is “a projection at the end of the drum that enables a … detachable coupling” between the cartridge and the printer. Canon’s lawsuit mentions both the cartridge and the drums inside. In May, Canon filed a complaint with the Korean Trade Commission against five Korean drum manufacturers for patent infringement. Because a large percentage of OPC drums come from Korea, this action raises concerns about replacement parts and their costs. Recently. Samsung filed against TNIRP over smart chips alleging the infringement relates to the newly released CLP310 and CLP-315 Samsung toner chips. TNIRP is the only
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Outlook 2011
By Art Diamond
Continued
company Samsung is aware of that currently supplies these chips. In August, Lexmark International filed a patent infringement complaint with the United States ITC against 24 companies engaged in the manufacture, importation and sale of replacement Lexmark cartridges. The complaint alleges that these replacement cartridges infringe at least 15 U.S. patents owned by Lexmark. Lexmark is requesting that the ITC issue a general exclusion order banning the importation and sale of patent infringing laser cartridges by any entity. In addition to the ITC complaint, Lexmark has also filed a related patent infringement complaint in the U.S. District Court for the Southern District of Ohio against the same defendants. The District Court complaint contains allegations similar to those in the ITC complaint and seeks injunctive relief, monetary damages and attorneys' fees. As this wealth of litigation plays out, the aftermarket will acquire valuable information as to what constitutes infringement of these popular cartridges. And, hopefully, protection from the insidious patent-infringing new molds. The Int’l ITC also voiced its concern about the clones. On July 7, and upon invitation, the Int’l ITC filed a report with the U.S. I.T.C. , entitled the Effect of Infringement of Intellectual Property Rights in China on the Toner and Ink Jet Cartridge Remanufacturing Industry. In the report, the Int’l ITC pointed out the damaging effects to the imaging aftermarket caused by this unfair competition. The report specifically targeted the “new, compatible” cartridges that may violate the OEMs’ intellectual property, specifically its patents. “The aftermarket is in particular danger because of these products,” the report reads. “Remanufacturers must wait until the OEMs decide to take action, and the OEMs have not undertaken these actions swiftly (Canon just filed its action a few weeks ago). This is understandable as the offending Chinese companies take
no risk of being punished in their own country.” The Int’l ITC filed the report after receiving a request and discussing the investigation with employees at the U.S. ITC, who were enthusiastic to learn more about our industry. The report also addressed the rights of OEMs and those of legitimate Chinese remanufacturers. “The Int’l ITC and its members respect the legitimate intellectual property rights of the OEMs. The Int’l ITC also has legitimate members that remanufacture in China, so not all Chinese producers are committing these violations.” The report also identified internet sales as an easy channel for the sale of these products, “as unscrupulous companies can easily and readily sell the offending cartridges anonymously and without concern for repercussions. Often our members have customers who direct them to such pages showing deeply discounted cartridges and are asked to match the price.” The Int’l ITC is also working with the Imaging Supplies Coalition to attack the problem. The ISC is a non-profit association of OEMs that exists to combat illegal counterfeits and their brethren. It seeks information from our members about the following types of cartridges which are targeted by the joint ISC and Int’l ITC investigation: • A new cartridge “clone” being sold as a new OEM cartridge • A remanufactured cartridge sold as a new OEM cartridge • A new OEM empty cartridge • A clone sold as a remanufactured cartridge • A cartridge that has “trade dress” issues, such as a cartridge that has been made to look like a new OE In Summary 2010 Was a year of aggressive legal action which, in many cases, favored the aftermarket. 2011 Promises more interesting litigation, most of which will likely benefit legitimate members of the remanufacturing aftermarket community.
Understanding Managed Print Services Opportunities in the United States, Western Europe and Asia By InfoTrend’s John Shane, Cathy Martin & Randy Dazo In the following article, InfoTrends, a leading market research and consulting firm in the digital imaging and document solutions industry, highlights findings from its latest Managed Print Services research initiatives. What are Managed Print Services? Before we can understand the opportunities for Managed Print Services (MPS), we must first understand what Managed Print
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Services are. InfoTrends defines MPS as: Managed Print Services are services-led offerings that help companies solve their pain points (typically surrounding management costs and/or document processes) by delivering continuous improvements, particularly related to an organization’s print, copy, and document environments. There are three distinct and prominent segments related to MPS engagements.
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Tier 1 – Supplies Only These engagements typically include supplies only or supplies and services (break/fix) contracted agreements. Tier 2 – Hardware Optimization These programs take Tier 1 agreements a step further by providing customers with continuous improvements and recommendations about their hardware and supplies programs over the contract period. These optimization programs are focused on reducing costs within the print and output environments. Tier 3 – Enhanced These programs offer all of the services mentioned in Tiers 1 and 2, but also include advanced solutions and or services. These solutions and services can include: security, environmental, change management, and workflow/optimization solutions that can help streamline business processes and cut hardware/supplies costs.
U.S. and Western European office environments by 2014. This is compared to a baseline forecast that postulates if MPS had never been invented. Overall, InfoTrends forecasts that MPS reduces the market for supplies in the office environment by $2.6 billion in the United States and €1.56 billion in Western Europe in 2014. Figure 2: Supplies value saved by MPS users as a result of MPS (€M) –Western Europe
Cost Reductions MPS engagements are becoming increasingly popular among companies of all sizes as a way to better manage print and save money. Prior research conducted by InfoTrends on MPS concluded that users save about 30% when they adopt MPS. Our new research strongly agrees with that finding. When asked what kind of savings their company achieved as a result of engaging in an MPS program, users responded that they saved about 25% with MPS. We also asked the MPS providers what they believed they saved for their customer and the responses were similar to the users, but slightly higher estimating 30% average savings. Managed Print Services Reduces the Market for Supplies in the United States & Western Europe It is not enough to know the total savings MPS offers customers. We needed to understand the portion of savings that come from supplies. InfoTrends predicts that MPS will reduce the consumption of marking supplies by approximately 10% and decrease the consumption of paper by a comparable amount in the Figure 1: Supplies value saved by MPS users as a result of MPS ($M) - United States
Source: InfoTrends Western Europe MPS Impact on Supplies Forecast, 2010
Reduction in Print Volume – A Major Driver MPS causes a significant reduction in print volume and, therefore, a decrease in consumption of supplies within a MPS environment. On average, MPS allows user organisations to reduce their print volumes in percentages in the mid-teens, depending on region, company size, and how long the company has been engaged in MPS. Combined with other cost reduction efforts, including shifting print volume to higher class, lower cost per page devices; restrictions on colour; and use of non-OEM supplies, MPS engagements are able to reduce marking supplies consumption by percentages in the upper twenties to lower thirties depending on region, company size, and year of MPS engagement. Marking Supplies Savings The majority of savings on marking supplies are accomplished by overall print volume reductions and shifting pages to lower cost per page devices. Use of third-party supplies, although significant, does not appear to be greatly increased when compared to the prevailing use of third-party supplies in the general market. Overall, the increased use of third-party supplies only contributes 1-2% to overall savings in the consumption of marking supplies. The majority of the savings come from print volume reductions and page shifting to lower cost-per-click (CPC) devices. The remaining savings come from other efforts, including the increased use of high-yield toners, price reductions, and similar efforts. Third-party Supplies
Source: InfoTrends U.S. MPS Impact on Supplies Forecast, 2010
The prevailing industry assumption about MPS is that MPS providers use third-party toners and inks to save supply cost. We found this to be true, but it also appears that the level of use
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for third-party supplies in a MPS environment is not as great as we have thought. For the U.S. and Western Europe, InfoTrends’ existing estimates on the use of third-party supplies in the overall market are that in terms of value, about 20%-25% of monochrome toners and supplies are third-party. For color, third-party is only about 5%. The share that is third-party is larger for printer than for copier, but the usage is in a similar range. We asked MPS providers to estimate the share of toner that they provide that is third-party. The share reported by MPS Providers for aftermarket supplies on monochrome devices is actually surprisingly low; it is below the overall average for office devices for those types. The share MPS providers report for color is also far higher than what we would expect based on our understanding of the currently low prevailing availability of reliable quality toners for color supplies. We do not believe that third-party share can be that high for color devices. Unfortunately, it appears that respondents have a very difficult time distinguishing thirdparty share on color devices from black & white. We did not ask users to provide actual shares for third-party supplies under the assumption that they would not be able to answer the question as well as the providers could. We did, however, ask users if the use of third-party supplies increased, decreased, or stayed the same. Most users believe that use of thirdparty supplies stayed the same, but twice as many of the remaining respondents suggest that it increased versus decreased. Results from the users and providers suggest a modest shift to third-party supplies under MPS engagements. Figure 3: User Survey - Under your MPS contract, how has the use of third-party toner (or ink) changed? (Net Increased Reliance)
Continued
forecast. The majority of this reduction comes from overall print volume reductions followed by the shifting of print volume to higher class devices and from colour to monochrome devices. Print volume reductions and shifting pages account for 98% of the paper savings. Paper is more often not included in the MPS contract, but about 13% of paper used in a MPS environment is delivered as part of the offered managed print services. There is a great opportunity to increase paper participation in MPS by working with paper merchants as partners. Recommendations It is imperative that those in the supplies industry educate themselves on how to deal with the effects of MPS to take advantage of new opportunities and mitigate risk. • Equipment OEMs: Make sure that your equipment is the easy choice for including in managed print services. Expect that print volume will be reduced in a MPS environment. Reduced print volume will also mean reduced need for devices. The biggest risk to a vendor’s supplies business will be that hardware goes away. • Supplies OEMs: MPS Providers want smart supplies even more than high-yield substrates. About 73% of the providers agreed that it was more important for the supplies to accurately predict when they will need a replacement than for the supplies to have very high page yields. • Third-Party Suppliers: Do not assume you are the easy choice for MPS providers. MPS providers show significant concern about the reliability and quality of some aftermarket supplies, particularly colour copiers. These providers need to know that the third-party supplier will not increase service interventions or decrease quality. Approach MPS providers with evidence of reliability and quality. • Paper Vendors: Use paper merchants to overcome barriers to delivering paper in a MPS engagement. MPS providers report the following barriers to including paper in managed print services: too much variety, too expensive to deliver, no added value, and variable prices. Merchants in partnerships with the MPS provider should be able to reduce these barriers. Spotlight on Asia: Managed Print Services Opportunities
Source: InfoTrends U.S. & Western Europe MPS Impact on Supplies Forecast, 2010
Paper Savings Paper consumption is also impacted by the reduction in print volume and the shifting of pages between devices. Paper consumption under a MPS engagement will be reduced by 18% to 24%, depending on region, company size, and the year of the 22
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Over the past five years, Managed Print Services (MPS) have been the biggest phenomenon in the office equipment industries of the United States and Western Europe. For geographies outside of the U.S. and Western Europe, however, the MPS opportunity is quite different. Although organizations should certainly be thinking about a MPS strategy on a worldwide basis, the regional opportunities for MPS should be well-understood before an investment is made. The Asia-Pacific region represents what is arguably one of the most interesting markets for competing in the office equipment
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space. Because most office equipment devices and supplies (including aftermarket supplies) are manufactured in this region, each country has its own idiosyncrasies that can affect the outcome of a MPS strategy. To provide a better understanding of Managed Print Services in the Asia-Pacific region, InfoTrends recently conducted in-depth research of end-user and channel respondents in India, China, and Australia. Below are just a few key highlights from the study. Managed Print Services Forecast According to InfoTrends, China, India, and Australia show the most potential for Managed Print Services (MPS) in the Asia-Pacific Region. However, the study cautions that MPS strategies should be adjusted from region to region to address the idiosyncrasies of each country. The same MPS value proposition used in the United States
and Western Europe may not be relevant in Asia-Pacific. Figure 4: Asia-Pacific Managed Print Services Forecast by Country ($Millions)
engagements. There is definitely a gap in the education of MPS, and this is probably due to OEM vendors delivering different messages and programs around MPS in this region. It will be important for the provider and vendor communities to address this void and come up with groups that can define MPS in this region, and help with education efforts in each country. Additionally, third-party ISV software that help enable true MPS engagements are virtually non-existent in countries that do not use English characters because of the complexities of developing double byte software in this market. Today, we see that there is currently only OEM monitoring solutions available in some of these counties. For channel vendors that want to provide unbiased and vendor agnostic managed print services, third-party solutions are essential. According to our survey findings, customers want multi-vendor capabilities in their MPS engagements. That includes support, break-fix, supplies replenishment, and an overall multi-vendor management of devices. The channel provides an important role in delivering the most unbiased approach to multivendor services, and these third-party tools allow providers to deliver them to their customers. MPS Supplies: Channels
Source: InfoTrends Asia Pacif ic – The Managed Print Services Opportunity, 2010
China and India, for example, are emerging markets that are still ramping up their IT and office infrastructure. Because of this expansion, the basic premises for MPS (such as optimization, right sizing, or cost savings around a company’s print and copy environments) are not occurring here. In these markets the positioning of MPS should be based on the premise of continuous management of a customer’s print and copy environments and not cost savings. In Australia, however, the market is mature and therefore more closely resembles the U.S. and Western European markets in terms of growth potential for a traditional MPS program focused on cost savings and optimization.
When end-users were asked where they purchased their supplies from, the greatest share of respondents in Australia and China cited independent office equipment dealers. Meanwhile, IT resellers were the most common in India. MPS Supplies: Management Survey participants who had A4 devices on a contract were asked what type of company managed the supplies purchasing for them. Over half of Chinese respondents stated that their supplies were purchased by an independent office equipment dealer, while the highest percentage of Indian respondents (28%) stated that their supplies were purchased by a Managed Print Services provider. Figure 5: What percentage of the printer supplies within your contract engagement are OEM vs. third-party brands?
Challenges to Adoption Positioning of the MPS value proposition in emerging vs. developing regions is just one of the challenges facing MPS providers. Other growth challenges of MPS in this market are the diversity of languages in this region. Around the globe, there is still a challenge with defining “Managed Print Services” and there is a great need for education in the market. Language adds another complexity to this challenge, making it even more difficult to educate customers and providers on what are true MPS
Source: InfoTrends Asia Pacif ic – The Managed Print Services Opportunity, 2010
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Respondents in Australia were evenly split between IT resellers and MPS providers.
Continued
Managed Print Services in the Asia-Pacific Market are quite unusual compared to the rest of the world. Before entering into any of these markets you will need a solid understanding of the socio-economic factors shaping the regions development in order to be successful.
Cathy Martin As a contributor of deliverables for InfoTrends' Communication Supplies Consulting Service, Cathy Martin covers a wide range of topics, including new products, trends, and distribution channels. Ms. Martin conducts in-depth research for many topics regarding the supplies industry. cathy_martin@infotrends.com Randy Dazo Randall Dazo is Director of InfoTrends’ Network Document Solutions (NDS), Professional & Managed Print Services (PMPS), and Image Scanning Trends services (IST). With over two decades of experience, Mr. Dazo leads InfoTrends’ continuous information service practice in this area on a global basis. Mr. Dazo is responsible for all forecasts, research reports, consulting, and client care was concerning these topics. randy_dazo@infotrends.com
About the Authors
About InfoTrends
John Shane John Shane is a leading industry expert on marking materials such as toner, inkjet ink, and cartridges. As a Director for the Communication Supplies Consulting Service, Mr. Shane is responsible for all forecasts, research reports, consulting, and client care concerning those topics. john_shane@infotrends.com
InfoTrends, a Questex company is the leading worldwide market research and strategic consulting firm for the digital imaging and document solutions industry. We provide research, analysis, forecasts, and advice to help clients understand market trends, identify opportunities, and develop strategies to grow their businesses.
MPS Supplies: OEM vs. Aftermarket End-users in Australia and India reported that the majority of the supplies in their printer contract engagements were OEM brands. Meanwhile, respondents in China reported that nearly 60% of their supplies were third-party brands. This makes sense because thirdparty supplies are particularly common in the Chinese marketplace. Recommendations
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Evaluating Distribution Partners By Ronelle Ingram Ronelle Ingram is a writer, speaker, author of Service with a Smile and is a regular columnist for copier and imaging industry publications, like Recharge Asia. She began her technical career as a tool-case-carrying copier service tech. She is VP of Technical Support of Steven Enterprises in Irvine, California. Ronelle is past President of the Business Technology Association. A UCLA graduate, Ronelle has taught thousands of office equipment professionals throughout the USA, Canada, Australia and Europe. Ms Ingram’s greatest credential is her 40+ years of hands-on experience of managing very profitable service and telemarketing departments. For more information, you may contact Ms. Ingram at ronellei@ msn.com or 714.744.9032 China based manufacturers and remanufactures of compliable office equipment supplies are continually facing the task of increasing their worldwide distribution. The traditional North American end user or servicing dealer has a different set of buying criteria than does the traditional distributor. By learning more about the services offered by the wholesale distributors (who cater to the needs of those who are buying and using your products), you have a greater opportunity to increase the amount of products that will be purchased from your company. The needs of the end user and servicing dealer are often overlooked by the manufacturer who focuses on raw materials, production quotas, finished product testing, exporting logistics, currency fluctuation and governmental regulations. The people who are ultimately paying for and using your products have an entirely different agenda. The newest segment of North American compatible buyers is often unfamiliar with the world of non-OEM products. Today, the large, privately owned, OEM authorized office equipment dealers are facing the daunting task of figuring out who they should use to fill their lower priced compatible supply and parts needs for the imaging equipment covered under their Managed Print Services Agreements. Longtime OEM dealers were built on the foundation of only using OEM parts and supplies. Senior service personnel from OEM authorized dealers were constantly indoctrinated with the need to only use OEM supplied items. In many cases OEM authorized dealers were forbidden to use compatible supplies and parts under the terms of their OEM dealer contract. The days of exclusively using OEM products are gone. Today even OEM branches are using compatible products to lower the cost of their MPS agreements. Many dealers are struggling, trying to understand the many nuances of buying compatible products. The pages of industry publications and internet sites are laced with compatibles (re)manufacturers and distributors who are vying for new business. This new visibility is very apparent at the BTA regional conferences, ITEX show, Recharger World Expo 26
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and OEM dealer meetings. Each provides personal educational and network opportunities; including face to face meetings with distributors and resellers offering compatible alternatives. Servicing dealers are struggling to identify which products are most appropriate for their needs. Every dealership has its own specific criteria. When servicing dealers decide it is time to investigate the opportunities of selling and using non-OEM, compatible, after market, remanufactured supplies and parts in their Cost Per Copy and Managed Print Services agreements; here are some of the items they consider. The more you can think like the buyer (not the seller) the greater your opportunity to increase your user base. • Identify which distributors offer the products that are most frequently requested. Not everyone sells everything. Find the distributors that are offering a full mix of first to market, most used and legacy products. The more products offered by a distributor; the easier it is to offer one-stop shopping for the buyer. • Selling to more than one distributor or reseller in an area increases your opportunity to be purchased by new customers. It is very common for North American buyers to have a back-up vendor for all the products they buy. • Authorized OEM dealers buy compatibles. Often OEM authorized dealers buy from their manufacturer until their quota is reached. Then they buy their needed supplies and parts from distributors that offer quality products at a lower price. Offering compatible products that can be easily mixed with OEM products increases your product’s marketability. • Most North American dealers look for a compatibles supplier that offers patent infringement indemnification. This lessens their chance of having to deal with lawsuits if the OEM brings legal action against the manufacturer and reseller of a compatible product. As a manufacturer of compatibles you should partner with distributors to offer patent infringement indemnification. This is especially important to large dealerships. • Look for distributors that offer easy to understand, cross reference Web based compatibility charts. Having access to a
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cross reference of different supply and part compatibilities greatly simplifies and economizes purchasing, inventory levels and the number of products a customer requires. Smart buyers look for ease of information gathering. • Many North American based purchasing agents prefer the convenience of having a dedicated sales rep that is very knowledgeable about the compatibles business and knows and understands their business. These sales reps are able to suggest alternate cross-over products that fulfill their user’s needs at a lower cost. • Selling remanufactured products to distributors that provide rebates, buys or offers recycling of empties is good business. Many servicing dealers are activity maintaining Green return programs with their clients. Even if your Asian based company does not offer an international recycling program; dealing with a North American distributor that does, increases the added value to the serving dealer or end user. • Having access to a technical support hot line is extremely valuable. Most full service distributors in North America offer some type of real time technical help. This is especially important for those offering Managed Print Services. MPS now requires service techs to work on a wide range of equipment. In many cases the field tech may be able to figure out how to do the Preventive Maintenance on a never before seen printer. However, without a reset code the printer will not work. Having a technical hot line that has ready reference to reset codes is extremely valuable. Many of the top compatible resellers offer technical training classes and technical hotline support via telephone, email or instant messaging. • Look for a distributor that offers ongoing sales and marketing support. This can include customizable brochures, email advertising, templates, Webinars, advertising inserts, and in person visits. • MPS software is be offered by many of the larger compatibles distributors. Most offer click retrieval, total integration into the user’s operating system, information gathering, analysis, and invoicing options. • Follow through on making sure the distributor offers 100% guarantee on your products with a no hassle return policy. Standing behind your product is a two way street. Some manufacturers simply offer a small discount to the distributor on all products sold to simplify warrant credits. • The shipping location of your compatibles partner can make or break the ultimate cost to the reseller. When pricing products be aware of the total cost of product and freight. Does the wholesaler have multiple warehouses throughout their area of distribution? Many offer next day or 2 day freight at ground rates. What happens when a product shows as in stock, but is not available locally? Who pays for the cross county shipping? Is local, same
day warehouse will call pick-up available? Is blind drop shipping offered? If so how is the receipt of product tracked? Can the buyer use their own UPS or FedEx account number for direct billing of freight cost? Must you still pay a handling charge? The ease or shipping logistics and the ultimate cost of freight creates the overall value of the manufacturer’s product. • Does your distributor have a Green Initiative? No matter how you feel personally about the sustainability of the earth, many customers have written green initiatives in their Request for Quotes. Governmental agencies and enterprise level businesses often give an adjusted bid discount for companies who have a written Green policy or guarantee products are manufactured in certified Green facilities. Offering discounts, rebates, and free shipping on empties is a step in the right direct. • Investigate becoming a vendor member of trade organizations that will provide additional discount pricing. Trade associations (BTA, AIMED, CompTIA), buying groups (IBPI) and user groups all have affinity programs that can provide additional discounts. When you identity a compatibles distributor partner, determine if they are a vender member and have a discount relationship or discount buyer program with a trade association. This can immediately expand their base of customers. Having a working knowledge of the attributes of North American distributors will allow you to make an informed decision of which companies can provide maximum added value and complete customer service when reselling your compatible products. Having complete information will make you an informed exporter. Be aware of the big picture. Sometimes the lowest price isn’t the best deal. Be attentive to all the needs of your buyers. Do your research. Explore potential vendor’s Web site. Ask questions before establishing a buying partnership. Advance research will provide a long term mutually advantageous partnership.
内容纵览: 作为影像产品的附属物，耗材市场的发展和渠道 建 立是依 靠一个 一个的 分销商 来完成 的。无 论你是 OEM 的生产者还是后市场领域的制造商，一个好的分 销体系 都将为你的事业锦上添花。本文将为您详细指导 如何选 择对您的产品销售最有帮助的分销商，以及如何 利用分 销商进一步扩大产品的市场占有率。
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Entry Level Mono Laser Printers Steered the Australia Market to Strong Recovery in 2010 Mono laser printers drove the total laser market growth with vendor-driven initiatives The Australia single-function laser printer market experienced strong recovery in Q3 2010 over the corresponding quarter in 2009, according to the latest IDC printer market research. The key accelerator was sub-A$200 entry-level mono laser printers, recording an 85% year-over-year growth. Price revision by some vendors, coupled with the introduction of entry-level models by HP and Samsung, contributed to the growth of Mono 1-20ppm speed band devices. Fuji Xerox’s increasing focus on the SMB market has strengthened its retail presence within this category as well. “2010 was all about recovery. Price revisions and aggressive promotions were part of the strategy for some to grow market share. Vendors were ramping up their efforts to innovate with the introduction of new models to increase mind share among consumers. What’s apparent is that smaller footprint, cost savings and ease-of-use were some of the common messaging across the new models,” said Yee-Kuan Lau, hardcopy peripherals analyst for IDC Australia. IDC expects the momentum of the mono laser printers growth to persist throughout Q4 2010, ending the year with almost 50% growth as compared to 2009. While the shift in vendors’ strategy
and aggressive price promotions have contributed to the increased annual shipments, IDC remains cautiously optimistic on the retail sales of the entry level laser printers during the Christmas season in view of the recent interest rate hikes and slow October sales. The top 7 vendors in the total laser market for Q3 2010 comprising of colour and mono laser printers were:
Source: IDC Australia Monthly Printer and Inkjet MFP Tracker, Q3 2010
More information is available in the Australia Monthly Printer and Inkjet MFP Tracker. Additional info can be found in www.idc.com
Samsung “Stealthware” Kills MLT-D104, D105 Aftermarket Chips Hi & Bestech engineers have found some problems with aftermarket chips for the new Samsung ML1640, 1660, 1915 series printers bought last month. Printers automatically activate new firmware features and functionality probably via an internal real time clock, total page count, calendar date, printer’s power cycle numbers and many more. The high-level secure authentication system with 64 combinations will make aftermarket chips inoperable. The automatic activation of new firmware was triggered at any time and could impact ever y single worldwide printer with “Stealthware”.
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“We call the stealthware strategy “ The New Normal “ in our re-industry chip business. Not only Samsung but also any printer engine manufacturer can combine it with their chip technology. We already prepared the Samsung OEM stealthware strategy with several engineers to be involved since one year ago ” said Alvin
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Hsu, sales director of Hi & Bestech. For more information, pls contact Hi & Bestech Company E-mail: info@tonerchips.com www.tonerchips.com
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Why Laser Printer Users Should Patronize the Compatible Printer Consumable? Do printer manufacturers’ scare tactics influence your preference for printer consumables? Recent statistics proved that it in fact affected consumer preference since only 10% of laser printer users patronize compatible laser toner cartridges. A solid 80% root for OEM toner cartridges while a few fall prey to counterfeit cartridges. It is understandable for consumers to be wary of the inferior quality, counterfeit cartridge, but what then is behind the lagging market share for compatible laser toner cartridges? It is apparent that consumer confidence was tainted by counterfeits operating in the printer consumables market compatibles less attractive to buyers. Did you know that both OEM and compatible laser toner cartridges could be likely using similar imaging components? This observation could be true! Many components are actually outsourced from third parties as this set up will prove to be less costly for manufacturers. In a parallel example, you cannot expect
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GM or FORD for that matter to manufacture all of the cars parts. Said multinational companies manufacture the engine but end up outsourcing from car parts manufacturers worldwide the starter, the alternator, the tires, the headlamps, taillights and several others. The same production set up is at work with compatible laser toner cartridges. Imaging components come from all over the world such as China, Japan, South Korea and some countries of the European Union. Looks like outsourcing really works! The consolation being both OEM and compatible toner cartridges can assure consumers the delivery of the same level of print and yield performance. Perhaps the only difference would come with the meticulous process of putting together the loose outsourced parts because if the manufacturer does not have the facilities to support the assembly, then the end product would be affected. Printer manufacturers put premium in the assembly process because imaging components have tolerances that are accurately specified. When tolerances are not met, cartridge malfunction could likely occur. A bleeding cartridge for instance will not only cause print irregularities but could also damage the laser printer’s sensitive components. Practically all cartridge parts are outsourced, starting from the hard plastic shell or casing, to the developer roller (magnetic roller) coupled with the doctor blade that controls the amount of toner supplied to the OPC Drum. Other components outsourced include the PCR or Primary Charge Roller that is responsible for the electrostatic potential delivered to the OPC Drum and the OPC or Organic Photo Receptor Drum with the Wiper Blade that work alongside to clean the Drum’s surface of excess toner after every printing cycle. Another component sourced from third party manufacturers is the Drum Shutter that shields the OPC Drum from direct exposure to light and sustains its potential sensitivity. While users are advised to be wary of the purchase of counterfeit cartridges and other fake printer consumables, they can however rely on the integrity and performance of compatible laser toner cartridges to provide them with quality but affordable laser prints.
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Toner Refill Kits: What OEM’s Don’t Want You to Know Many laser printer users are hesitant to patronize compatible toner products. Many think that third party toner, such as the HP Laserjet 1200 toner refill kit, could damage the printer unit or cut short its serviceable life. More discriminating users, on the other hand, tend to doubt the output quality and yield of compatible toners. While others are wary that using a consumable not recommended by the Original Equipment Manufacturer (OEM) would void the printer’s warranty. Well not quite! These are erroneous notions that manufacturer’s would most likely want you to believe. To learn more about the real score between an OEM cartridge and a toner refill kit, we’ve got the facts lined up in this article. Toner cartridge can be refilled. If you still don’t know by now that a used cartridge can be refilled,
then it’s good that you chanced upon this article. The Toner Out prompt only implies that toner supply in the cartridge bin has been depleted and this does not mean that the cartridge is no longer functional. In fact, you can easily perform an average of 3 refills on both an OEM toner replacement cartridge and a starter cartridge. Cartridge parts can be recycled. The drum, developer unit and doctor blade may wear out but a
number of cartridge components won’t easily corrode from wear and tear of every day laser printing - particularly the plastic casing. And did you know that half of cartridge manufacturing cost goes to the production of its plastic casing? Thus, it only makes sense to refill the cartridge and extend its utility. Why, some brand new OEM cartridges nowadays even use recycled parts. Conduct high yield refills on a standard yield cartridge. Extend the rating of a standard yield cartridge such as the HP 13A toner cartridge (rated at 2500 pages) to 4,000 pages (rating for HP 13X) through a high yield HP refill toner. You see; both high and standard yield cartridges use the same housing and therefore can hold as much gram weight of toner. Level quality and yield rating for your printouts. Don’t even think that you’re going to get less yield and lower quality from an HP toner refill kit. For standard printing applications, you won’t notice any difference from the output and yield of an OEM toner and that of the third party toner. Save more when you perform refills. Pricing is the biggest advantage of using compatible toner products. The HP toner refill kit comes retailed at 80% below OEM cartridge prices and less than 40% the average price of a remanufactured cartridge. Don’t let misconceptions preclude you from taking advantage of the cost and performance benefits of compatible toner products. Get an HP toner refill kit today!
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Epson Announces the World’s Fastest Automatic Double-Sided Printing Solutions Epson WorkForce 840 Delivers the World’s Fastest Automatic Double-Sided Print Speeds, 500-Sheet Input Capacity and ExtraHigh Capacity Ink Cartridges for Increased Productivity Epson America, Inc., a leading provider of superior performing printing solutions, introduced the Epson WorkForce® 840 allin-one and the Epson WorkForce 60 printer, the World’s fastest automatic double-sided printing1 solutions for high print volume small offices and micro businesses*. Epson’s Premier High Productivity All-in-One Printer for the Busy Small Office The WorkForce 840 is the ideal printing solution for high print volume, multi-tasking environments that require maximum speed and flexibility. It provides businesses with high performance and productivity features including blazingly fast single- and doublesided print speeds — 15 ISO ppm black and 9.3 ISO ppm color single-sided; 7.4 ISO ppm black and 5.4 ISO ppm color twosided2. The WorkForce 840 also includes a 500-sheet input capacity to load a full ream of paper, and ships with Extra-High Capacity ink cartridges capable of printing up to 1,000 sheets. The WorkForce 840 offers a smart, easy-to-use 7.8” touch control panel with a large 3.5” high resolution color LCD to quickly access all printer functions, a built-in two-sided 30-page Automatic Document Feeder to copy, scan and fax two-sided documents, and built-in memory card slots and USB drive port. Engineered for space efficiency, its industrial design is 32 percent smaller than the leading competitor. Several WorkForce 840 features provide business users with environmental and cost-saving benefits, including: • Auto duplex scanning, copying and printing — saves up to 50 percent of paper supply • Scan-to-PDF, -PC and -email — for archiving documents and images digitally
• Printing or copying multiple pages on one sheet — saves up to 75 percent of paper supply • Uses up to 70 percent less power than laser printers3, saving energy and money “The WorkForce 840 and Workforce 60 models were developed with the business user in mind, and expands Epson’s already robust line of business ink jet printers and all-in-ones,” said Rodrigo Catalan, product manager, Business Ink Jets, Epson America, Inc. “We understand that small and home-based offices with high print volume needs require a fast, reliable, and easy-to-operate printing solution that is cost-effective and produces top-quality output, and these models deliver on all fronts.” Built for Business — Epson WorkForce 60 Printer The WorkForce 60 delivers fast single- and double-sided print speeds — 15 ISO ppm black and 7.1 ISO ppm color singlesided; 7.4 ISO ppm black and 4.7 ISO ppm color two-sided2 — to help keep businesses running at full speed. Packaged in a sleek industrial design, it also includes a 250-sheet input capacity, and provides a reliable solution to small business owners that require professional looking prints in high volume. Additional Features of the WorkForce 840 and 60: • Built-in Wi-Fi® n4 and Ethernet compatible for network printing with the latest routers available • Epson exclusive instant-dry DURABrite® Ultra inks for fade6, smudge- and water7-resistant prints • Direct printing from mobile devices5 • Individual ink cartridges for replacing only the color that is needed • Instant-drying inks to immediately touch laser quality documents and photos • ENERGY STAR® qualified and RoHS compliant to help preserve the environment • Designed to be recycled8 • Epson MicroPiezo® print head technology with smart nozzles delivers ink droplets in as many as three sizes, some as small as three picoliters, delivering sharp, laser-like quality text while optimizing print speeds About Epson America, Inc. Epson is a global imaging and innovation leader dedicated to exceeding the vision of customers worldwide through its compact, energy-saving, high-precision technologies, with a wide lineup ranging from printers and 3LCD projectors for business and the home, to electronic and crystal devices. Led by the Japan-based
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Epson Announces the World’s Fastest Automatic Double-Sided Printing Solutions
Continued
Seiko Epson Corporation, the Epson Group comprises nearly 80,000 employees in 102 companies around the world. Epson is proud of its ongoing contributions to the global environment and the communities in which it operates and has been named to the Dow Jones Sustainability World Index, an indicator for leading companies in economic, environmental and social criteria, for the third year in a row. Epson America, Inc. based in Long Beach, Calif. is Epson’s regional headquarters for the U.S., Canada, and Latin America. To learn more about Epson, please visit: www.Epson.com. Noted: Specifications are subject to change without notice. Epson and MicroPiezo are registered trademarks and Epson Exceed Your Vision is a registered logomark of Seiko Epson Corporation.
WorkForce and DURABrite are registered trademarks of Epson America, Inc. All other product and brand names are trademarks and/or registered trademarks of their respective companies. Epson disclaims any and all rights in these marks. 1. Fastest in its class; printing black text in default, single-side mode, in accordance with ISO/IEC 24734. Compared to ink jet all-in-ones priced $199.99 or as of August 2010 based on manufacturers rated ISO speeds or independent testing. 2. ISO ppm is based on the new international standard for measuring print speed. Black and color print speeds are determined in default, single-side mode in accordance with ISO/IEC 24734. Actual print times will vary based on system configuration, software, and page complexity. See www.epson.com/printspeed for details, including complete ISO reports. 3. Compared to the best selling monochrome and color multifunction laser printers available for $499 or less as of January 1, 2009. Actual power savings will vary by product model and usage.
4. Wi-Fi 802.11 b/g/n certified; level of performance subject to the range of the router being used. Visit http://www.wi-fi.org/ files/11nbasics_glossary.pdf for more information. 5. For more information about mobile printing, visit www.epson. com/mobileprinting 6. Display permanence based on accelerated testing of prints displayed under glass in indoor display conditions; album permanence based on accelerated testing of prints in dark storage conditions. Actual print stability will vary according to media, printed image, display conditions, light intensity, temperature, humidity and atmospheric conditions. Epson does not guarantee the longevity of prints. For maximum print life, display all prints under glass or UV filter or properly store them. 7. Water resistance on Epson Glossy Papers, Epson Matte Papers and plain papers, when using genuine Epson inks. 8. See our website for convenient and reasonable recycling options at www.epson.com/recycle.
Samsung Launches New Laser Printers with a Different Toner Samsung has released a couple of wireless printers for personal, home office and small business users with a different flavour of toner that it hopes will be the next big thing. The Samsung CLP325W and multifunction CLX3185FW printers use Samsung’s new polymerized chemical toner which apparently has nothing to do with hypnotising parrots. Polymerized chemical toner creates high-resolution, high36
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gloss prints that last longer thanks to the toner's fusing ability. By having stronger fusing, the prints are preser ved with less image destruction. Apparently the toner also enables the printers to consume less energy. They create a thin and uniform toner layer, which lets the printers use a lower fusing temperature and waste less toner. Samsung also claims that the toner uses up to 35 per cent
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Samsung Launches New Laser Printers with a Different Toner Continued
accuracy through premium quality 2,400 x 600 dpi resolution with absolute ease. Also, with toner particles that are smaller and more uniform in shape than traditional toner particles, you’ll be impressed with accurate colors and beautiful, glossy printouts.
less electricity to manufacture compared to manufacturing conventional toner, which results in a significant reduction in carbon dioxide. Samsung CLP-325W Let the CLP-325W set your printing free. Its convenient One Touch Wi-Fi Setting makes connecting to your Wi-Fi a breeze. No manual configurations or complicated passcodes. This liberating convenience is matched by impressive, high quality color printing with up to 2,400 x 600 dpi. The CLP-325W effortlessly delivers maximum color while stylishly sporting a minimal design, with its chic black and crème grey façade. All this style and power, yet the compact CLP-325W fits easily almost anywhere.
Setup is a cinch with our secure, onetouch wireless connection. The CLP-325W ’s One Touch Wi-Fi Setting lets you connect quickly and easily. Simply select the WPS (WiFi Protected Set-up) button on the access point (router), press the WPS button on the printer and you’re done. Normally, you would have to spend time creating a wireless network name and manually entering a security key or password on all the wireless devices. But the ultra-convenient One Touch WiFi Setting automatically configures and protects your wireless network for you.
perfect blend of beauty and practicality. With rounded edges, glossy crème grey top and chic black finish everywhere else, you won’t want to hide this printer under a pile of papers. And you’ll really enjoy the convenient one touch print-screen button and power switch located on the front panel for fast, easy access. How’s that for accommodating design? Capture what catches your eye
Samsung’s AnyWeb Print software lets you go hunting and gathering on the Web. You can utilize the CLP-325W to easily select, drag, and drop content from different web pages onto a printable scrap board in your browser window, all while you surf the web. It’s an easy way to collect, arrange, and edit useful reference points and resources you can only find on the web for big projects – or even just for fun. Your printing experience just got a lot more colorful. The CLP-325W easily delivers color
Ideal for small, stylish spaces and busy places Measuring an ultra compact 388 x 313 x 243 mm (15.3 x 12.3 x 9.6 inch), the Samsung CLP-325W series easily fits on any desktop leaving plenty of room for you to get your work done. It also offers the 38
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One less noisy office distraction
You shouldn’t have to struggle to hear yourself think while sitting at your own desk. That ’s why the Samsung CLP325W is engineered to be whisper quiet, generating a noise level of just 45 dBA (Color) and 47 dBA (Mono) while it’s printing. That’s less than the gentle hum of a running refrigerator! A desktop printer that does its work while letting you focus on yours? Cool. Lessen your wait, not your expectations
Quit losing productivity waiting around for your documents to print – the Samsung CLP-325W’s fast print speed (16 ppm for mono, 4 ppm for color) will have you back to work in no time. In Ready Mode, the CLP-325W features a First Page Output Time (FPOT) of only 14 seconds for black and 26 seconds for color, satisfying your need for speed. An impressive 2400x600 dpi print resolution satisfies your demand for quality.
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A soft approach to energy efficiency
In today’s green office environment, there’s simply no room for energ y-hogging printers. That’s why the Samsung CLP325W features an easy-to-reach power button right on the control panel, so you can switch to an energy-saving standby mode at the push of a button. Want to print? Just press the button again to power back up, and you’re ready to go.
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For more information, please visit the web of www.samsung.com
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Canon Releases Pixma MX882, MX420 and MX410 Wireless Office All-In-One Printers Canon U.S.A. Inc., a leader in digital imaging, announced the launch of five new PIXMA Office printers, four of which have the ability to print, copy, scan and fax while the remaining printer has 13" x 19" printing capabilities. With features such as Advanced Media Handling, an Auto Document Feeder (ADF) and Full HD Movie Print, the new Canon PIXMA Office printers can help keep businesses running efficiently throughout the work day, while also allowing users to complete the family photo album at night.
The Canon PIXMA MX882, MX420 and MX410 Wireless Office All-In-One (AIO) printers help make daily office tasks more convenient by printing from almost anywhere1. Whether working in the office, kitchen area or outside enjoying a sunny day, printing a presentation to be shared with business partners or the annual family holiday card can be seamlessly accomplished. In addition, each of these Wireless AIO models are 802.11n WiFi certified allowing for a faster network performance. For the business owner who does not need the wireless option, the Canon PIXMA MX360 Office AIO model, also announced today, is a viable option with its wide array of features. Canon recognizes the needs of small businesses to have a desktop printer that prints spreadsheets or ledger-sized documents in addition to high-quality photos as large as 13" x 19". The Canon PIXMA iX6520 Inkjet Business printer has a compact design allowing this new model to be used on standard-sized desktops along with a computer. “The addition of these new PIXMA models further solidifies Canon’s objective to provide end-users with a variety of options when making the decision to purchase a new office printer,” stated Yuichi Ishizuka, executive vice president and general manager, Consumer Imaging Group, Canon U.S.A. “When it comes to
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providing professional quality documents for important meetings or superb image quality on your personal photos, these new PIXMA models are up to the task.” Innovative Technology Each of the new Canon PIXMA Office printers come equipped with superb technology such as Auto Document Fix which simultaneously helps deliver easy-to-view scan results for easy sharing and repurposing while sharpening and blackening document text to increase readability. Helping to reduce overall paper consumption is the Easy-WebPrint EX software which helps make printing documents from the internet amazingly simple. Helping to turn the home office into a family room is the inclusion of Full HD Movie Print2, which was introduced in mid2010 with the Canon PIXMA Photo AIO printers. When using compatible Canon EOS and PowerShot HD Digital cameras, consumers can print individual frames of movies captured from scenes such as a child’s laugh or of a special holiday celebration which can be shared for years to come. Canon has addressed the growing need to unlock memories
from mobile devices with the free Easy-Photo Print application allowing images to be printed quickly and shared with friends and family. In the past, these memories would be trapped in the phone only to be shared when having the device in hand. Now, the opportunity is there for users of Android™ equipped mobile phones to unlock these moments with the Canon EasyPhoto Print for Android application available for download for free on the Android Market. For Apple iPod touch®, iPad®, and select iPhone® mobile device users, the Canon Easy-PhotoPrint for iPhone (iEPP) application9 is available for free on the App Store.™ PIXMA MX882 Wireless1 Office AIO Printer The Canon PIXMA MX882 Wireless Office AIO printer is the perfect addition to any home or small office looking for a printing powerhouse with high-quality copy functionality. The new Dual Function Panel makes navigating through menus and functions a much smoother process. When switching between the fax function and either print, copy or scan functions, the keypad will switch from the standard numbers to a directional keypad thus making the printer look sleek, clean and easier to use. The Advanced Media Handling capabilities with Auto Duplex copying, printing, incoming black and white fax documents can help reduce paper usage. Further adding to the printers overall appeal is its networkability through the included Ethernet port, built-in memory card reader along with a large 3.0-inch LCD screen
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Canon Releases Pixma MX882, MX420 and MX410 Wireless Office All-In-One Printers
for improved viewing of images and menus. With five-individual ink tanks utilizing the ChromaLife100+ ink system3, a maximum color resolution of 9600 x 2400 dpi3 and ink droplets as small as one picoliter in size, this printer can produce a high-quality 4" x 6" photo in approximately 20 seconds5, a 50-percent reduction in time from its predecessor. This new PIXMA office machine will deliver output at approximately 12.5 ipm for black-and-white documents6 and approximately 9.3 ipm for color6. The estimated selling price of the PIXMA MX882 Wireless Office AIO printer is $199.
Continued
MX360 Office AIO printer is perfect for the home office worker who does not necessarily need a wireless compatible machine. This four-in-one printer carries an estimated selling price of $79 with a competitive feature set.
PIXMA MX420 and MX410 Wireless1 and PIXMA MX360 Office AIO Printers Providing versatile, high-quality products at an affordable price is what helps separate Canon from the competition with the Canon
PIXMA MX420 and MX410 Wireless in addition to the PIXMA MX360 Office AIO printers help continue this momentum. The PIXMA MX420 Wireless Office AIO printer is ideal for any business owner interested in an affordable printer with exceptional results. The included Ethernet port makes for easy networking by multiple users in the office and the compatibility with multiple memory cards and the 2.5-inch LCD screen makes it easier to print images to be shared with friends and family. The estimated selling price of the PIXMA MX420 Wireless Office AIO printer is $149. Available at an estimated selling price of $99, The PIXMA MX410 Wireless Office AIO printer’s feature set help make this printer the ideal choice for the home office worker interested in an easy to use product at an affordable price. The Canon PIXMA
PIXMA iX6520 Inkjet Business Printer Many business owners require a printer which can not only print standard sized documents but also 13" x 19" photos as well. Canon’s new PIXMA iX6520 Inkjet Business printer is ideal for printing out those large spreadsheets used by accountants and financial advisors throughout the fiscal year. This new model utilizes five individual ink tanks in conjunction with the ChromaLife100+ ink system to produce an exceptional 4" x 6" photo in approximately 36 seconds5 at a maximum color resolution of 9600 x 2400 dpi4. This new PIXMA office machine delivers output at approximately 11.3 ipm for black-and-white6 documents and approximately 8.8 ipm for color6. Exclusive to this printer are downloadable Solution Templates where users can print business documents such as menus and signs such as “For Sale” or “New Arrivals.” With an estimated selling price of $199, the PIXMA iX6520 Inkjet Business Printer is a smart addition to any home office or emerging business. For more information, please visit www.canon.com
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Affordable Network Colour Printing with Konica Minolta’s New Magicolor 3730DN Konica Minolta has launched the magicolor 3730DN – a compact laser printer for small workgroups that need an affordable colour printing solution. With a fast print speed of 24 pages per minute for colour as well as monochrome printing, great media handling flexibility and built-in duplexer, the new desktop device easily handles nearly every office print job. Thanks to Konica Minolta’s Simitri HD polymerised toner, the printer offers not only excellent colour print quality but also economic and environmentally friendly printing.
friendliness. The uniformly shaped and ultra-fine particles create smooth colour illustrations and crisp texts. Additionally, the production of Konica Minolta's unique Simitri HD polymerised toner generates 40% lower CO2 emissions than pulverised toners. From a carbon neutral viewpoint, emissions during disposal of the toner could also be significantly reduced thanks to its plantbased contents, also known as biomass. Toner cartridges can be replaced fast and easily thanks to the printers’ front access. Users can always check the toner and printer status at their PC monitors conveniently. “When developing our printers, we attach great importance to simple and straightforward usage, and this of course also applies to the magicolor 3730DN,” explains Christina Degener. “Right after unpacking the device, it can be used for printing instantly – we call this ‘out of the box printing’. Via an LCD display and a few selfexplanatory keys, the printer can be handled effortlessly.”
“Our new magicolor 3730DN is the ideal all-round desktop printer, especially for small but busy offices,” says Christina Degener, Product Manager Printers for Konica Minolta Business Solutions Europe. “The colour printer is highly compact and handles a wide range of office jobs, such as printing creative presentations and colourful flyers, or even envelopes, photos and labels – and all that at an affordable price.” The new colour office device is equipped with a range of smart technologies to reduce printing costs and save energy. Due to the sleep mode and lower fusing temperatures enabled by Simitri HD polymerised toner, the magicolor 3730DN is especially energy efficient. Besides, the toner save mode uses less toner to print images while text remains perfectly sharp, for example for draft versions and internal documents. In this way, the cartridges last longer and need to be replaced less frequently. With its built-in duplexer the magicolor 3730DN reduces paper consumption. Besides supporting economic printing, Konica Minolta's Simitri HD polymerised toner stands for brilliant print quality and eco-
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Xerox Takes Another Step Toward Zero Waste New Recycling, Return Program Will Recover More Toner and Supplies for Reuse Xerox Corporation (NYSE: XRX) launched a new return and recycling program that simplifies the way customers return toner and supplies and expands the company’s effort to keep billions of pounds of waste out of landfills. Xerox is partnering with Close the Loop, one of the world’s largest recyclers of imaging supplies that specializes in cartridge returns. Close the Loop will collect customers’ returns and manage the recycling on behalf of Xerox using a patented material separation process that recovers used materials for reuse in new printer cartridges and other products. Similar to Xerox’s popular Eco Box program in Europe, customers in the United States will place used supplies into a collection box. When the box is full, customers simply print a free-of-charge shipping label and send the box to Close the Loop. Instructions are printed on the boxes, which are available in the United States starting today. Customers can order the boxes through the redesigned return and recycling website, www.xerox. com/gwa. The website also includes instructions and provides several features that make choosing and using a returns process more convenient, including bundling returns together and other options. This new effort is an extension of Xerox’s pioneering Green World Alliance program, an initiative launched in 1999 that established the company as a global leader in waste reduction and environmental stewardship. “During the past 12 years, our collaboration with customers has kept more than 143 million pounds of cartridges, bottles, and waste toner out of landfills,” said Patricia Calkins, vice president, Sustainability, Environment, Health & Safety. “As we continue to make it easier for customers to participate in our remanufacturing, reuse and recycling efforts, we get closer and closer to our ultimate goal of zero waste.” “Close the Loop also is working towards zero waste,” said Jim Tocash, company president. The company returns cartridge component parts to the marketplace as useable raw materials so nothing goes to the landfill. “Xerox is on the forefront of zero waste initiatives – and was there long before it was popular,” Tocash said. “Our role at Close the Loop is to make the returns process that much simpler so more customers join in on the effort. Working together with Xerox we push the goal of zero waste forward to minimize our impact on the environment.”
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About Xerox Xerox Corporation is a $22 billion leading global enterprise for business process and document management. Through its broad portfolio of technology and services, Xerox provides the essential back-office support that clears the way for clients to focus on what they do best: their real business. Headquartered in Norwalk, Conn., Xerox provides leading-edge document technology, services, software and genuine Xerox supplies for graphic communication and office printing environments of any size. Through ACS, A Xerox Company, which Xerox acquired in February 2010, Xerox also offers extensive business process outsourcing and IT outsourcing services, including data processing, HR benefits management, finance support, and customer relationship management services for commercial and government organizations worldwide. The 133,000 people of Xerox serve clients in more than 160 countries. For more information, visit www.xerox.com or http://www.acs-inc.com. About Close the Loop Close the Loop is a leading global recycler of imaging consumables including inkjet cartridges, laser toner cartridges, drum units, copier bottles and more. Using state of the art materials separation processes, all cartridges are recycled with zero waste to landfill. Close the Loop is committed to the principle of managing its operations in an environmentally responsible way. For more information, please visit http://www.closetheloopusa.com
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Remanufacturing the Dell 2145cn Toner Cartridge By Mike Josiah and the technical staff at Uninet Imaging A division of Summit and Uninet Products
Mike Josiah Mike Josiah is the Technical Director at Summit Technologies, a division of Uninet Imaging. A global distributor of toner, OPC drums, wiper blades and other supplies. An industry veteran since 1987, Mike is a member of ASTM committee F.05, the STMC Technician Certification Committee as well as an STMC trainer. He regularly contributes articles and teaches seminars at association meetings and trade shows.
First released in November 2009, the Dell 2145cn based Printers are built on a multi function 21ppm (color and monochrome) engine with a maximum resolution of 2,400 x 600 dpi. These machines come equipped to print, copy, fax, scan and duplex These cartridges do not have a drum cover, and come new with a piece of heavy paper taped around the cartridge. See Figure 51 There are both LY and HY cartridges available for these machines. A list of the cartridges as well as their list pricing is listed below: 330-3785 $84.99* 2,500 330-3788 $89.99* 2,000 330-3787 $89.99* 2,000 330-3786 $89.99* 2,000 330-3789 $149.99* 5,500 330-3792 $169.99* 5,000 330-3791 $169.99* 5,000 330-3790 $169.99* 5,000 *Pricing as of December 2010 Cartridge troubleshooting as well as common error messages will be listed at the end of the instructions Required Tools 1) Toner approved vacuum. 2) A small Common screw driver 3) A Phillips head screwdriver 4) Jewelers screwdriver set
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5) Flush cutting wire cutters Required Supplies Dell 2145cn Color Toner (Make sure you match the LY toner with a LY chip) New replacement chip (LY, HY) NOTE: At the time of this writing only HY toner and chips are available. New Replacement drum Conductive Grease 99% Isopropyl alcohol Drum lubricating powder
Figure 2
1) Remove the springs from both sides. See Figures 1 & 2
Figure 3
Figure 1 2) Remove the two screws from the contact plate. See Figure 3 3) Carefully lift up on the contact plate to get access to the hinge pin. (The contact plate cannot be removed yet). See Figures 4&5
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Figure 4
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Remanufacturing the Dell 2145cn Toner Cartridge Continued
take a small jewelers screwdriver and insert it down on the pin between the metal gear plate and the plastic wall of the cartridge. Keeping a steady force on the pin, press the pin out about 1/8�. See Figure’s 8 & 9
Figure 5
Figure 12
4) With a pair of wire cutters, remove the small hinge pin. See Figure 6
11) Align the roll pin with the slot in the
Figure 9 7) Remove the pin with the wire cutters. Note that this pin is much longer then the first pin removed. See Figure 10
Figure 13 Figure 6
sidewall of the cartridge. Slide the drum axle out of the cartridge. See Figures 14 & 15
5) The contact plate can now be removed. See Figure 7
Figure 10 8) Separate the two halves See Figure 11 Place the toner hopper aside for now.
Figure 14
Figure 7 6) On the opposite side of the cartridge,
Figure 11
Figure 8 50
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9) On the waste chamber, remove the E-ring from the non-drive gear side of the drum axle. See Figure 12 10) Remove the metal bushing. See Figure 13 www.rechargeasia.com
Figure 15
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12) Remove the drum. See Figure 16
Figure 16 13) Remove the PCR. See Figure 17 Clean the PCR with your normal PCR cleaner.
Figure 19
Figure 22
15) Clean out all remaining toner from the hopper. 16) Coat the new wiper blade with your preferred lubricant and install in the cartridge. Press the blade down firmly to seat it. Install the two screws. See Figures 20 & 21
Figure 23 Figures 24 & 25 Figure 17 WARNING: Do not clean the OEM PCR with alcohol, as this will remove the conductive coating from the roller. If the PCR is an aftermarket, follow the cleaning methods recommended by the manufacturer. If the PCR is an OEM, we recommend it be cleaned with your standard PCR cleaner. 14) Remove the two screws and the wiper blade. The wiper blade should be removed by prying up from the edge by the felt seal. See Figures 18 & 19
Figure 18
Figure 20
Figure 24
Figure 21 17) Place a small amount of conductive grease in each of the PCR holders, and on the PCR contact plate. See Figure 22 18) Install the cleaned PCR. Make sure the contact plate is touching the end of the PCR. See Figure 23 19) Install the OPC drum Place the cross hub to the chip side of the hopper. See www.rechargeasia.com
Figure 25 20) Install the drum axle by aligning the roll pin with the slot and the cross hub on the drum. Seat the roll pin in the hub. See Figure 26 RECHARGEasia
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Remanufacturing the Dell 2145cn Toner Cartridge Continued
Place the waste chamber aside. 22) On the supply hopper, remove the two screws on the metal gear train cover. Remove the cover. See Figures 30 & 31
Figure 26 21) Install the bushing. Make sure both bushings on each side are in their respective slots. See Figures 27 & 28
Figure 33
Figure 30
Figure 34
Figure 27
Figure 31 23) Remove the gears. See Figure 32
Figure 35
Figure 28 21) Install the E-ring on the axle. See Figure 29
Figure 29 52
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Figure 32 24) Remove the inner plastic gear plate and screw. See Figure 33 25) Remove the two screws on the doctor blade. See Figure 34 26) Carefully pry up on the doctor blade. The tape seal will come off with the doctor blade. See Figure 35 27) Remove the developer roller bushings. See Figure 36 28) Remove the developer roller. See www.rechargeasia.com
Figure 36 Figure 37 29) Remove the fill plug and clean out all remaining toner. Pay special attention to the feed roller. Any buildup here will cause streaking later on. See Figure 38 30) Install the cleaned doctor blade and
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Figure 37
Figure 40
Figure 44
Figure 38
Figure 41
Figure 45
Figure 42
Figure 46
Figure 43
Figure 47
screws. See Figure 45 37) Replace the chip in the waste chamber. (Keep the contact up and facing out). See Figure 46 38) Place the two halves together. See Figure 47
39) Install the 2 metal hinge pins. Long pin to the drive gear side. See Figure 48 40) Install the 2 springs across the two halves. See Figures 49 & 50 41) Place the OEM cardboard around the cartridge to protect the drum. If not
two screws (Do not use any chemicals to clean this blade, but also make sure there is not a buildup on the edge of the blade. If there is, carefully scrape it off ). See Figure 39
Figure 39 31) Install the developer roller and two bushings. See Figure 40 32) Install the inner gear plate and screw. See Figure 41 33) Install the gears in the order shown. See Figure 42 34) Install the outer metal gear plate and two screws. See Figure 43 35) Fill the hopper with the appropriate color toner. See Figure 44 36) Replace the contact plate and two
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Remanufacturing the Dell 2145cn Toner Cartridge Continued
Figure 48
Figure 50 available a piece can easily be cut from a shirt size gift box. See Figure 51 Repetitive defect chart:
Figure 49
Upper fuser belt: 125.6mm OPC drum: 75.4mm Supply Roller: 46.9mm Transfer roller: 45mm Supply roller color: 43mm Supply roller black: 40.8mm
Figure 51 Developer roller color: 32.5mm Developer roller Black: 30.6mm PCR 26.7mm Paper charge roller: 26.7mm Printer Error Messages: All the error codes are in plain English so there is no need to go into them here.
Details of Replacing Parts for HP Laserjet 4250 Series Fuser Assembly By ATTA Technology Ltd. A.Overview of HP laserjet 4250series laser printer Released in October 2004, the high volume monochrome machines of HP LaserJet 4250 series printers were aimed squarely at the medium to large workgroup business market with monthly duty cycle of 150,000pages. During the current economic recovery, and in an effort to increase efficiency and reduce costs, remanufacturing/replacing is becoming more necessary in the lowcarbon life. Printer supplies: Part Number Coverage Q5942 A 10,000@5% B.Required tools:
1) Phillips-head screwdriver
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2) Common screwdriver 3) Hot gun 4) Knife 5) HP4250 fuser assembly C.Required supplies: 1) A new HP4250 fuser film sleeve 2) A new HP4250 heating element/ceramic heater 3) Adhesive and Grease D.The steps of remanufacture/replace 1) Remove the screws from both sides of the assembly, see figures 3&4.
2) Unclench the metal cap/cover by common screwdriver from the side lock slot,and remove the springs from each sides, as well www.rechargeasia.com
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Details of Replacing Parts for HP Laserjet 4250 Series Fuser Assembly
Continued
as the metal cap/cover, see figures 5-7.
element will be damaged or broken, see figure 16)
3) Take off the whole heating roller and remove the black attaching plugs on each end of heating element,see figures 8 & 9. (Note: Some fuser assembly must uninstall the paper guide plate before removing heat roller)
6) Leave about a 40mm distance between the hot gun and knife as in figure 17, allow 10 seconds heating, then move the hot gun forward and the knife slowly at the same time, see figures 1720 (Note: when moving the knife,which should be kept 5° away from the heat roller and cling to the inside of heating element, by this one can avoid the necessary damage to the thermistor and thermoswitch. If it’s stopped, you need to adjust the angle of the knife either back or forward )
4) Remove the light yellow fixed plates/stators on each side of heating element,and also the black bushings of assembly, take off the fuser film sleeve, see figures 10, 11, 12 & 13.
5) Set up the temperature of hot gun at 260-280 C,and then heat the heating element back and forth to melt the adhesive, meanwhile, put the knife into one side of the heating element carefully, and then unclench it, see figures 14-16. (Note: Be sure the knife is parallel with the heating element,otherwise the heating o
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7) Now we are finished with the process of dismantlement of the fuser film sleeve and heating element,and next we will replace the new parts. Please remove the previous/old adhesive and clean the heating element base completely ,then recoat the adhesive and grease on the thermoswitch as in figure 21 &23 (Note: Please check whether there is burning, distortion or damage to the base; if so, please change it immediately. The other key point is to take care of the position of the heating element, keep the same direction as when previously using the heating element) 8) After installing the heating element,coat lubrication/grease evenly on the center of the heating element side making
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Details of Replacing Parts for HP Laserjet 4250 Series Fuser Assembly
Continued
Noe the remanufacturering is complete. Warm notes: When putting the fuser assembly into the machiine for testing, if there are such conditions as abnormal noise,smoke or others, please cut off the power at once and detect the reasons. About ATTA contact with the fuser film sleeve,see figure 24. (Note: Please press the heating element properly, keeping it parallel with the edge of the base,then leave it alone for solidification)
9) Install the new fuser film sleeve,and other parts like the fixed plate/stator for the heating element,black bushing for fuser film sleeve, see figure 25-28. (Note: After insert the black bushing into the hot roller, please check whether the two parts of the heat roller are locked tightly, or it will affect the result.)
In 2010, ATTA was committed to paying more attention to technology innovation and put much into R&D funding, continuously turning out new products. Currently focusing on independent production items such as ceramic heaters and fuser film sleeves have, especially a series of products for the high-speed printer and wide-format copier, with many patent technologies. Moreover, they are always advocating companies operating under Low-carbon and environmental protection, while utilizing RoHS environmental protection methods. In 2010, the ATTA logo . was approved by the Chinese Trademark Bureau, ensuring our commitment and your guarantee. For more information or concern, you may visit our website www.atta. com.cn or mail us at atta@atta.com.cn .
10) Install the heat roller and the heating element plug,springs, then the metal cover, and replace the two screws,see figure 29-30. (Note: Please check again whether the heating element’s plug is in the right place, or it will cause an electric spark and burned while powering up.) 58
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Re-New Station Ties Knot with CEA to Ensure an E-waste Free Environment RE-NEW STATION a division of ABC Trade & Investments (Pvt) Ltd. engaged in professional ink / toner cartridge recycling who introduced the printer cartridge Recycling Process for the first time in Sri Lanka, signed a Memorandum of Understanding (MOU) with the Central Environment Authority at an event which was held at BMICH recently in “co-operate e-waste management project” With this understand with CEA RENEW STATION has already commenced collecting of used and empty computer printer ink cartridges and toner cartridges by placing a special bin at private and state sector institutions. All these collected cartridges will then be recycled with the state of the art technology. ABC Trade & Investments (Pvt) Ltd. Director / CEO Mr. Jayaseelan explaining the motive of this initiative said: “we are recycling all these cartridges using the state
of the art technology, once recycled the quality is equal to the original cartridges. Most of the institutions regularly discard their used computer ink cartridges and toner cartridges which is a waste of money and hazardous to environment. In our project, we are focusing at reducing the e-waste incurred by throwing away the used ink and toner cartridges while protecting the environment and saving considerable amount of money to the consumer by reusing” Mr. Jayaseelan further said: “recycling your used ink/toner c ar tr idges in a p r o f e s s i o n a l w a y a t o u r R E - N EW STATION; you will be responsible in saving the environment for our future generation as it consumes 4 gallons of fossils oil to manufacture a single cartridge and takes over 300 years to biodegrade. Remanufacture enables us to reuse the same cartridge multiple times and prevents
wastage of natural resources and landfill, as a developing country Sri Lanka too saves by way of reduced foreign exchange spending.” Central Environmental Authority chairman Mr. Charitha Herath said: e waste is rapidly expanding issue with the steady growth of new technology and the extensive use of computer and electronic equipment, the quantity of electronic items for disposal shows a rapid increase globally. As a responsible regulator y agenc y for sustainable environment management, the Central Environmental Authority is pleased to collaborate with 14 private sector parties on launching this programme on e-waste management. “I have no doubt that this joint programme will help in reaching our goal of clean and green environment, free of pollution due to e-waste,” he averred.
West Point Products Adds Industry Veteran Jerry Gigliotti as Vice President of Commercial Channels West Point Products, a leading provider of premium replacement imaging supplies and related products and services based in Washington, PA, has announced the addition of Jerrry Gigliotti as Vice President of Commercial Channels. A widely recognized leader in the Office Product Channel, Mr. Gigliotti joins West Point Products with more than 25 years of sales management experience with a strong background focused on independent dealers and aftermarket imaging supplies. “We are pleased and excited to welcome Jerry to the West Point Products team,” said Tom Day, President, “The experience and insight Jerry brings to our commercial sales team will add considerable value to our efforts. Our mission is centered on serving independent dealers, and we believe that Jerry’s addition is another important step toward that goal.” In his role with the company, Mr. Gigliotti will provide leadership to West Point Products’ growing business in the office
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products channel, as well as guide the continuous development of the company’s strategy of serving independent dealers. “I am thrilled to be back in the industry with West Point Products, a company with a strong reputation for quality and service. I have always been impressed by their strong commitment to support the independent dealer community, and I look forward to helping West Point Products continue the development of their dealer and wholesale business.” added Mr. Gigliotti. For more information about West Point Products, please visit: www.westpointproducts.com
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ITEX Provides Powerful MPS Strategy Forum ITEX provides MPS & MNS education offerings including a powerful MPS Strategy Forum featuring sessions from experts who will help you get to the bottom of how to make your MPS and MNS services programs successful! MPS Strategy Forum Launching or reinforcing a successful MPS program requires commitment and training to identify the best resources to excel in that will provide growth. There are correct MPS paths to walk down, new benchmarks to execute, lease accounting rules to know, challenges to overcome, managing contracts from sales to
post contract, even driving MPS success through “green” printing solutions. These topics and more will help lead the push for market share on quality managed print. The highly specialized MPS Strategy Forum that includes multiple sessions over the two days of the show will cover the essentials needed for an effective, profitable MPS program. Leading experts presenting powerful presentations on MPS include notable manufacturers, association executives, consultants and dealers. For a line up of specific topics and presenters visit the ITEX website. ITEX 2011 Expo & Conference General Show Dates March 22-23, 2011 Walter E. Washington Convention Center, Washington, DC To get more details go to ITEX MPS Strategy Forum or www. itexshow.com. There are a variety of conference packages to meet your time and budget.
About ITEX ITEX, a leading annual trade expo and conference for the office solutions and imaging channel, is in its eleventh year, and brings together dealers, resellers, distributors, OEMs, vendors, VARs, ISVs, industry groups & associations to engage in quality education, product exhibits and professional services meant to improve their business initiatives. ITEX is a division of Questex Media Group. Information at www.itexshow.com About Questex Media Group Questex Media Group LLC is a global, diversified business-tobusiness integrated media and information provider, headquartered in Newton, Massachusetts. Questex serves several industries including technology and telecommunications, through a range of well-established, market-leading publications, events, interactive media, research, information and integrated marketing services. The company's media properties include over 100 print and digital media publications, 45 conferences, tradeshows and events, as well as a range of research, data and information products. The company’s businesses are managed through operating companies including Questex Media Group; InfoTrends, Inc., Imaging Network (ITEX and imageSource Magazine), and; McLean Events International, Ltd, a world-leading producer of appointment-based events. The company’s combined operations include more than 400 employees in offices throughout North America, South America, Asia and Europe. For more information, visit http://www.questex.com
OCP’s distributor for Chile and Peru “La Pascana Ltda.” celebrated its 10th anniversary Our partner La Pascana Ltda. celebrated its 10th anniversary with the whole team on December 7th. Founded November 24th in 2000, La Pascana grew to become a major player in the aftermarket industr y in Chile. Ser ving its clients from small to big recyclers as well as wholesalers and dealers with everything needed to produce or offer high quality products in the aftermarket. La Pascana and OCP work hand in hand since the 62
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early beginnings of La Pascana in a loyal and trustful manner. With La Pascana OCP cooperates with an excellent distributor for OCP inks, whose philosophy of quality matches 100%. We want to thank Katy and Rober to Mar bach as well as their whole staff for the strong commitment throughout all the years! For buying OCP inks in Chile and Peru, please contact: www.ocp.de
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MSE Releases Intellegently Re-EngineeredTM Cartridges for The P1102 and P1606 Printers These segment 1 entry level printers are replacing the very popular P1005/1505 printer families and MSE’s cartridges also are compatible in the segment 1 MFP versions of these devises. These printers are already available widely in retail and will definitely be well placed in the SOHO marketplace. MSE as always approved this product using the markets’ most exhaustive testing protocols including; environmental stress testing, accelerated aging testing, shipping simulation, and ISO 19752 testing. MSE is the largest USA based remanufacturer and is acclaimed as one of the leading edge innovators in the marketplace. MSE has pioneered the process of “Intelligent Re-Engineering” as applied to remanufactured printer consumables which is a protocol that employs patented technologies, proprietary processes, and stringent testing methodologies all with the goal of providing the market’s best alternative to high cost OEM print consumables. MSE has multiple certifications and accreditations including ISO
9001 and 14001. Coupled with our engineering prowess MSE also prides itself on offering the highest levels of after sales support to its dealers through its consultative sales and marketing programs. MSE is a global entity with sales and distribution in Canada, Europe (UK and the Netherlands), Israel, Brazil, California, and Pennsylvania.
Nand’s New Chemical Colour Toner Comes to North America NAND ipl of New Delhi, India announced today they have launched their new chemical colour toners produced using nanotechnology for the most popular brand and models of Laser Printers for aftermarket use in North America by establishing a USA based sales team so that their products can be easily available locally. Sanjeev Mahajan, Vice President of NAND reported that Richard Greenlaw, of Maine, will be responsible for sales and marketing of NAND’s products in North America. “Rick has been working in the industry for many years and has experience bringing unique products to the region. We are confident that Rick will help NAND to bring this new choice in aftermarket chemical colour toner to the North American remanufacturing industry successfully.” Greenlaw’s appointment is a part of NAND ipl’s strategy to accelerate the process to establish local distribution network in each major country and market best serve our customers worldwide. We will stand behind our products and do our best to help our customers to be successful in the competitive aftermarket industry. Greenlaw explained that NAND ipl’s chemical colour toners based on nanotechnology provides a excellent choice for the
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industry in North America. “I agreed to take the opportunity when I saw the excellent print quality BESTONE toners produced, learnt how reliable and consistent it was and was told of their product expansion plans and found that the price would be very competitive. I’m sure customers big and small would appreciate the product. ” About NAND Navran Advanced NanoProduct Development International pvt Ltd. (NAND ipl), is dedicated to commercializing nano-products. According to a recent study by the CII, nanotechnology will become a $1 trillion industry by 2015. With a vision to be the world leader in developing and manufacturing nanotechnology based products, the company is open to forming strategic partnerships with other nanotech companies around the world. To establish a competitive cost structure, NAND ipl has set up a new state-of-the art R&D and manufacturing facility for BESTONE chemical colour toners in Himachal Pradesh, India, Other current commercialized products include a fuel borne combustion catalyst called Eco-Neev that reduces fuel consumption and harmful emissions. Products in the pipeline include speciality nano-polymers, nano-pigment dispersions and speciality nano-wax dispersions.
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remanufactured cartridges. This type of packaging is widely used by many OEM suppliers, and now UniNet brings them exclusively to the aftermarket.
UNINET APPOINTS TAMMY DAVIS AS BUSINESS DEVELOPMENT MANAGER FOR THE U.S. MARKET Los Angeles, CA - UniNet proudly announces the expansion of its sales force with the appointment of Tammy Davis as Business Development Manager for the U.S. Market. Ms. Davis will be in charge of managing sales strategies and initiatives for the U.S market, as well as increasing business development opportunities to foster UniNet’s continued growth. Tammy Davis brings to UniNet a wealth of experience of over 15 years in the areas of sales, technical and management on the toner remanufacturing industry. Her last position held was Regional Sales Manager at Oasis Imaging Products. Nestor Saporiti, UniNet President and CEO commented, “We are thrilled to have Tammy Davis joining UniNet. Her previous success and sales approach fits perfectly with our company's strategic plans and initiatives. In addition to her professional and educational background, Ms. Davis is very well known in the imaging i n d u s t r y, a n d I a m confident that she will continue supporting the needs of remanufacturers and servicing the g ro w i n g d e m a n d f o r UniNet solutions in the region.”
UNINET RELEASES INNOVATIVE AIRBAGS FOR USE WITH YOUR REMANUFACTURED CARTRIDGES Los Angeles, CA - UniNet announces the launch of inflatable Airbags, an innovative and useful packaging solution for shipping 66
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These unique airbags offer a host of improvements over the older metal foil or black polybags used by most remanufacturers. These easy to inflate polystyrene/polyamide bags serve both as a bag to protect the cartridge from light and changes in humidity, and also guard cartridges with a high tech buffer system during shipping. Once inflated, the bag molds to the cartridge shape, firmly holding the cartridge in place and protects it during shipping. This packaging solution evidently results in great savings to remanufacturers because it helps to eliminate the need to use pulp or foam end caps, blow in place foam, cardboard or other materials used to cradle cartridges and the costs associated with it.
UNINET ABSOLUTE BLACK TONER & COMPONENTS FOR USE IN BROTHER HL2230/2240/2270 Los Angeles, CA - UniNet proudly announces the launch of Absolute Black® toners and key components qualified to use in the Brother HL-2230/2240/2270 Series printers. Brother has just released its newest monochrome laser printers, the HL-2230/2240/2270 models. These printers are replacing the HL-2140/2170 models which were very hot sellers, and are rated at 24 ppm. The only real difference with these engines is that Brother has increased the speed from 23 ppm to 24 ppm, just 1 ppm difference. These printers are very affordable, and Brother keeps the pricing very similar to its previous release. Toner cartridges are supplied in two versions: the TN420 rated at 1,200 pages and the TN450 rated at 2,600 pages. It is expected that by the time this press release is published, UniNet will have also released the reset lever and developer roller seal cover, with the drum to follow shortly thereafter.
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groups. This printer features a duplexing capability which comes standard, and also includes options such as extra paper trays and an 80 GB hard drive which makes it a truly impressive printer. Toner cartridges are all rated at 7,000 pages.
UNINET ABSOLUTE COLOR TONER & COMPONENTS FOR USE IN SAMSUNG CLP-770 Los Angeles, CA - UniNet announces the launch of Absolute Color速 toners, drums and key components qualified for use in the Samsung CLP-770 series color laser printers. Similar in design to the CLP-610/660 Series printers, the CLP770 color workgroup printer is rated at 33ppm (black & color), and it is recommended for high volume applications and large work
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For further information, please contact UniNet at + 1 (424) 675-3300 or visit www.uninetimaging.com
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Message from the Publisher 二月， 作为亚洲再生业新年奉献给所有再制造同行的一份大礼，北京国际办 公设备耗材与数码影像展的招商和筹备工作正在如火如荼的进行当中。为了 让本届北京展览会与国内其他展览会不同，我们特别为展览会增添了更加丰 富且有特色的内容，除了全球范围内的大规模宣传之外，我们还将特别邀请 行业内的专业买家团体作为观众。当然，为了突显北京购买力集中的地理优 势，特别是其在政府采购领域所拥有其他城市无法比拟的特殊优势，我们 还将围绕政府采购组织一系列的相关促进活动。另外，在展览会举行期间， 我们还为所有影像耗材行业企业量身设计最有利的产品推广和相关打包宣 传环节。总之，4 月 27-29 号我们将为您奉献上最具特色的一届北京影像耗 材行业展览会。 在之前我们和一些行业同仁讨论的时候，关于 2011 年的愿景，更多的说的还是希望我们的影像耗材行业 能够得到多一点的认可和支持，同时也希望市场能够更加的规范和有序。这让我们想到了在 2009 年年末甚至 更早之前，我们那时对未来的期许里，未尝不是同样的内容。但是过了这么多年，当我们整个行业已经取得了 无可比拟的长足的进步和发展的同时，我们所重视和关注，或者说我们一直追求的目标，显然还有一定的距离 存在。这样的悖论也从侧面反映了影像耗材，特别是兼容再制造耗材的发展和完善，依然还是任重而道远的事情。 我们当然希望，明年这个时候，我们能得到一个满意的回答，但是也许在一段的时间内我们依然无法实现我们 想要的结果，我们应该相信只要我们不断朝着这个目标去努力，那么总有一天，这个愿望必将成为现实。而这 样的努力，是我们身处其中的每个人所需要共同出一份力量和贡献去推动的。 说了这么多关于亚洲再生业的，关于整个行业的和关于未来的话题，当然还是想回到那句老话，在我们后 市场发展的道路上，亚洲再生业将一直与您真诚相伴，我们将尽我们所能去和您一起去推动和促进我们整个行 业的进步和发展。
执行编辑 刘师同
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2010 Reckoning: Market Analysis and Forecast of Printing Supplies
盘点2010：打印耗材市场分析与预测 2010年过去了，在耗材领域里，原 装和兼容耗材之争日益激烈。我们盘点 分析一下2010年他们在市场中各显神通 的招数，对于新一年耗材市场的发展趋 势提供借鉴，以利于行业的规范发展。 一、新动向：原装降价 兼容翻身 1.喷墨激光耗材双丰收 2010年，对于喷墨和激光耗材市 场来说都是一个丰收年。据调查数据显 示：喷墨耗材比往年增长6%以上，而 激光耗材则增长20%以上，未来几年内 耗材将继续保持快速的增长速度。耗材 市场呈现一派好景，这主要是得益2010 年商用喷墨打印机的兴起以及一体机市 场的不断扩大，在2010年虽然家用喷 墨打印市场发展缓慢，但是商务喷打却 依靠“更快的速度和更低的成本”抢夺 不少商务市场，从而促进了墨盒耗材的 增长。此外，在激光打印机应用得到了 认同，普及速度加快，激光耗材增长自 然节节上升。照片打印机、数码复合机 市场也逐渐扩大，从而推动耗材市场发 展。 2.原装耗材：技术推动打印成本下 降 在一片原装耗材售价高的埋怨 声中，惠普向用户传达了一个重要的 信息：原装耗材打印成本可以降。惠 普SPT技术将打印速度提升之外，成 本也得到了降低。如惠普最新推出的 K109a，单页打印成本降到0.07元。同 时，惠普还对墨盒进行降价，K109a的 703墨盒组降到78元，这是惠普从未有 过的低价。 惠普打印成本的降低是通过增加 墨盒容量来实现的，但是惠普推动了原 装耗材成本透明做出了榜样，这也让用 户知道了一件事实，只要打印机厂商愿 意和下定决心，耗材成本是可以降下来 的。 3.兼容耗材：切入政采市场喜忧参 半 2010年，最令兼容耗材喜的是政府 行业的切入，政采的旧格局（统一用原
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装耗材）被打破，政府采购观念发生了 转变，兼容耗材有了与原装耗材同场竞 争的平台。事实上，兼容耗材在政府采 购中备受冷落，那仅仅是中国特色，因 为不少国家政府办公中都是大量使用兼 容耗材，兼容耗材才是采购的重点，这 也是为何格之格、天威能够成为国际兼 容耗材品牌的原因之一，而唯独在中国 不吃香。如今，中国政府部门终于向兼 容耗材招手，总算熬出头了，与原装耗 材竞争又增加了重要的砝码。 喜悦有了，忧愁也有。政采主要原 因是：国家政策开路，将耗材纳入集中 采购目标，也就是说兼容耗材是被政策 点的名才能进入政府的大门，并非是政 府人员对兼容耗材改观。所以，只有产 品被纳入集中采购目录，政府采购才会 对该产品进行单独采购，各种采购方式 和规范才有用武之地。对于集中采购目 录之外的产品，采购人还是有权自由选 择耗材的采购方，一旦自由采购，兼容 耗材被冷落的地位还是没有变。 在对20位政府采购官员进行问卷 调查发现：只有1位采购官员愿意使用 兼容耗材，其余人员觉得兼容耗材技术 不够成熟不会使用。上有政策，下有对 策，国家政策为兼容耗材开路了，但底 下的人不买账，因为原装耗材虽贵，但 不是花自家的钱，心也不疼，所以虽然 有政策“撑腰”，但是兼容耗材的路还 是相当难走。要想真正与原装耗材竞 争，还得靠市场上普通用户的认可。 二、平分秋色：原装与兼容 从2010年耗材使用分布图来看，原 装耗材依旧以56%的份额占领上风，而 兼容耗材仅占29%左右，其它占15%。 用户对原装耗材还是相当认可的，即使 售价昂贵，而原装和兼容之分，谁胜谁 负也一见分晓。 1.谁是原装耗材老大？ 在一般用户的概念里：惠普是激 光打印的老大，爱普生是喷墨打印的老 大，由此可推断成像卡盒销量老大应该 是惠普，墨盒销量老大是爱普生。然 www.rechargeasia.com
而，从调查数据显示，无论是成像卡盒 还是墨盒，惠普都是最受关注的品牌， 爱普生只能位居第二。为何惠普在耗材 有如此多的人气优势？首先，这与成像 卡盒（墨盒）设计有关，成像卡盒或墨 盒都有一体式和分离式两种设计，其中 一体式设计是一次性使用，当成像卡盒 或墨盒里的碳粉（墨水）使用完后，成 像卡盒或墨盒就报废，用户必须重新购 买，销量自然也大，而用这类一体式耗 材的打印机主要为惠普和佳能。 相比之下，分离式设计的耗材则 只需更换碳粉和墨水，而用这种耗材的 主要是爱普生。其次，与耗材兼容性有 关，在目前所有的品牌中，只有爱普生 的打印机对耗材兼容性最强，爱普生打 印机不仅能够很好兼容耗材，而且灌 墨、连供也可使用。由于有了多样的选 择，用户自然对原装耗材需求少了。最 后，得益于惠普在打印机领域的领先地 位，用户在选购时总会偏向于强大的品 牌号召力。 2.原装和兼容的价格之差 原装耗材是打印机的伴生品，厂商 捆绑销售是利润所致，所以出现了“买 得起打印机买不起耗材”的怨声。在这 种高价的形势下，开拓了兼容耗材的商 机。一些做得很好的品牌耗材厂商以外 养内发展迅猛，做大做强了，他们完全 比肩原装耗材品质，耗材价格只是原装 40%左右。例如：如格之格816、817 一套墨盒售价为183元，而一套原装惠 普816、817售价为280元，价格相差 100元。经典激光打印机惠普1020成像 卡盒2612A原装售价420元，格之格或 天威兼容成像卡盒120元，两种耗材价 格相差300元，差价就很大了。 3.谁是兼容耗材大客户？ 在原装耗材56%的市场份额中， 政府部门是最大的支持者，政采人员大 手笔，这些都成为原装耗材久盛不衰的 主要原因。兼容耗材的大客户是企业用 户，因为企业用户打印量大，他们非常 注重打印成本，兼容耗材往往是最佳的 选择。
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FEATURE ARTICLE / 专题文章 RECHARGEasia
盘点2010：打印耗材市场分析与预测
续
哪些人使用兼容耗材呢？需要打印 大量黑白文档的用户，因为在实际打印 应用中，兼容耗材的黑色打印效果与原 装几乎没有区别，即使是普通的彩色文 档打印也基本上能达到原装耗材90%的 效果。此外，对于不是用于专业展示的 彩色文档打印也可选择兼容耗材。目前 天威、格之格等企业都能生产出质量非 常好的兼容耗材，它们也是目前用户使 用得最多的兼容耗材产品，是可以完全 信赖的品牌。 三、未来：谁有利润谁就做大 做耗材生意中，90%以上的人选 择兼容耗材生意，理由是利润空间比原 装耗材大得多。第一，原装耗材的价格 贵，他们的用户群都是一些政府部门、 大公司或一些对色彩要求高的公司，这 部分人比例不会太多，随着国家政策对 兼容耗材的关爱，政府部门被“强制” 使用兼容耗材时，使用用户比例会缩
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减。第二，经过多年的发展，对于经销 商来说，原装耗材的价格已经非常透 明，利润不到5%，这会使经销商在做 的时候竞争很激烈，从而导致利润更 低。 相对而言，兼容耗材却恰恰相反， 兼容耗材的客户群大，不管是个人、公 司、企事业单位都会使用。如果说到打 印效果，只要是一些知名品牌的产品， 效果也不差。在售后服务上，相对于原 装耗材，兼容耗材服务更为全面，因为 原装耗材的服务仅由销售商提供，但兼 容耗材却直接由厂商提供，技术层面上 更上一层。最重要的一点，兼容耗材便 宜，可操作性很强，赚的利润比原装要 灵活得多。 可以说，IT行业最后一桶金并非原 装耗材而是兼容耗材，而且在未来5年 其利润和市场发展空间都大，相信会有 不少商家涌向兼容耗材这个市场，并将 这个市场做大。目前国家鼓励低碳环保
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高效办公，并出台相关政策促进兼容耗 材的发展。展望国际，兼容耗材占领原 装耗材市场是一种趋势，在国际市场 上，兼容耗材使用比例正在不断扩大， 在英国原装耗材和兼容耗材的比例已经 达到1:1平分天下的局面。随着全球贸 易化的影响，国内也必然会跟上步伐。 当今是一个引导消费的市场，哪 里有利润哪里就有市场，谁有利润谁就 做大，这就是商场不变的定律，无论是 原装还是兼容耗材正是朝着这个方向发 展。
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FEATURE ARTICLE / 专题文章 RECHARGEasia
Discarded Appliances Will Face Mandatory Recycling, Can the Consumables Industry Use this Rule to Grow?
废弃家电将实施强制回收，耗材产业能否借机高飞？ 我国酝酿、讨论、争议近十年的废 旧电器电子回收处理，将于2011年元 旦起实施。这将此前分散于众多家庭手 工作坊中的零碎产业，通过国家立法的 形式聚集成一个全新的环保回收拆解产 业。 在催生一个巨大的循环经济利益体 时，也直接增加制造商在中国市场的运 营成本。当前在全球范围内环保拆解产 业都通过建立补贴基金支撑发展的背景 下，中国补贴基金虽然由制造商缴纳， 但作为产业受益者的销售商和消费者， 也应承担责任。 废弃电子产品强制回收势在必行，影响 涉及多方利益！ 日前，国家发展改革委、环境保护 部、工业和信息化部三部委共同发布了 经国务院批准的《废弃电器电子产品处 理目录(第一批)》(以下简称目录)以及 目录制定的规定。彩电、冰箱、空调、 洗衣机、电脑五类产品入选。这为2011 年1月1日起将全面实施的《废弃电器电 子产品回收处理管理条例》(以下简称 条例)提供了具体的方向和动力。 我 们 注 意 到 ， 条 例 是 于 2008年 8 月20日国务院第23次常务会议通过、 2009年2月25日由国务院总理温家宝正
式签发，到第一批目录出来已过去了2 年多。目前，距离政策实施仅剩3个多 月时间，但备受制造商关注的回收基金 缴纳标准、缴纳方式等问题仍未公布。 条例的实施将会为我国消费电子 产业的发展带来哪些影响？又将会给整 个产业链的商业价值再造带来哪些机 遇？还将会给产品的生产商、销售商、 使用者、回收商、拆解商带来哪些冲击 和帮助？特别是明年起第一批目录中所 涉及的生产商又将缴纳多少基金，补贴 对象、补贴范围、补贴水平又将如何划 定？都将在是该政策实施过程将要遇到 的挑战和考验。 中国资源综合利用协会一位参与 政策制定的人士告诉《中国企业报》记 者，第一批目录的发布意味着从明年起 条例的实施便有了内容和载体。就中国 的实际情况来看，短期内不可能对所有 的电器电子产品都强制性实施回收，因 为还缺乏足够的回收拆解能力。 此前，我们也了解到，家电“以旧 换新”政策实施过程中，9个试点城市 就曾有许多废弃家电放在消费者家中来 不及拉走，很多拆解企业的露天草坪上 都堆满了来不及拆解的产品。 在上述知情人士看来，当前家电回 收的最大问题就是物流体系和拆解体系 的匮乏。多年来，我 国家庭内的电器电子 产品不是超值服役， 就是流入了一些“走 村串巷”的废品收购 商手中，由于缺少专 业的设备和经验，不 仅造成了铜、铁、塑 料等资源的浪费，也 引发了极大的环境污 染。 市场潜力巨大，对国 家经济拉动和推动产 业升级有着积极作用 “实际上，废弃 电器电子产品的回收 利用是一块很大的市
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场商机，属于国家大力推动发展的循环 经济范畴。”中国资源综合利用协会副 会长王建曾表示。他还进一步指出，家 电中含有大量的有色金属、稀贵金属、 塑料等资源，完全可以进行二次回收处 理后再利用。目前，日本对家电中的 铜、铁、塑料循环再利用率已高达50% 以上，这大大降低了企业的生产成本。 据解，截至2009年，我国的电视 机、电冰箱、洗衣机、空调、电脑等 主要家电产量近5亿台，出口量达2.4亿 台。最为重要的是，我国已从前几年开 始步入家电报废换代的高峰期，每年的 理论报废量超过5000万台，报废量年均 增长20%。 国家发改委相关负责人也表示，通 过建立规范的回收处理体系，实现多渠 道回收和集中处理，最大限度地循环利 用资源，对发展循环经济、建设资源节 约型社会具有重要意义。同时，还将会 给予回收、拆解企业不同的基金补贴， 从而保证他们的正常运营。 一位政策参与制订者表示，目录是 成熟一个增加一个，有别于欧盟，可以 摸索经验、减少生产者缴纳基金的盲目 性。未来，手机、复印机、打印机、厨 卫家电、工业家电都将逐步纳入拆解范 围。 不过，有企业人士指出，目录公布 同期并未公布生产企业应当缴纳的回收 处理费用标准。 条例第七条规定，“国家建立废弃 电器电子产品处理基金，用于废弃电器 电子产品回收处理费用的补贴。电器电 子产品生产者、进口电器电子产品的收 货人或者其代理人应当履行废弃电器电 子产品处理基金的缴纳义务。” 对此，中国资源综合利用协会废旧 电器电子工作委员会秘书长管世翾则指 出，“世界范围内任何一个国家的废旧 电器电子的环保处理，都通过建立补贴 基金的制度来支持。如果按照环保标准 进行拆解，现阶段很多拆解企业肯定亏 损。未来，只有规模化、产业化拆解， 才能谈得上环保与成本最低，生产者缴 费也最少。”
FEATURE ARTICLE / 专题文章 RECHARGEasia
多位国内家电企业在接受采访时则 担忧，由于国家对于废弃家电回收采取 向生产企业直接征收补贴费用的方式， 而不是像日本采取向报废者征收的手 段，一旦明年政策强制实施，必将会对 企业现有的运营成本造成一定压力。据 了解，当前我国彩电企业的平均毛利率 在10%—15%左右，而空调、冰箱、洗 衣机等企业略高，也只有15%—18%左 右。 奥维咨询研究总监赵茂军则指出， “一旦国家对于生产企业征收的补贴资 金过高，不排除一些企业会通过产品适 当涨价的方式，将这一成本变相转嫁给 消费者。” 此前，在国家发改委产业经济与 技术经济研究所一份处理基金的专题研 究报告中曾披露，2011—2012年对冰 箱、空调等5类产品征收标准为每台4元 至20元不等，并建议由各级国税部门代 征，按季度收缴。 在基金的补贴方式上，中国家电协 会理事长姜风也建议，“对于每类产品 所征收的基金，应该用于该类产品的回 收处理。不赞同大锅饭，不赞成收上来 以后再分配的原则。”姜风还举例说， 如果当年空调收得多补贴得少，第二年 就应减少对空调的征收，而不是把空调
收上来的钱补贴到 冰箱上。 同 时 ， 姜 风 还建议在基金的征 收方式上，应该是 以生产企业为单位 征收，而不能按照 品牌企业来征收， 这样就可以将许多 企业为他人代工、 贴牌的产品涵盖在 内，简单方便。 一位参与处理 基金政策制订的知 情人士则称，征收肯定是从生产企业入 手，以生产量为标准，但出口产品免 征。最终会由地方税务部门将回收基金 当做附代税费一并征收。同时，基金对 于一些企业的产量虚报等造假行为将会 给予严厉处罚。 不过，对于五类产品的补贴费用征 收标准，上述知情人士则透露，财政部 正在会同相关部门做最后的确认，不久 将会公布。不过，在征收额度上，不会 采取一刀切的方式，会设定一个阶段性 的征收周期，实现每年收支平衡为宜。 我们注意到，国家目前在全国范围 内推广的家电“以旧换新”政策在2010
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年6月底扩容后，将政策的有效期延长 至明年年初，这意味着，短期内家电生 产商还将继续享受国家政策的支持，短 期内不会将缴纳的费用转嫁消费者。同 时，回收和拆解企业也将会获得来自政 策上的更大支持与发展。 兼容再制造耗材行业将受益良多 有专家表示，作为国家推动集约经 济和循环经济发展的重要举措，《废弃 电器电子产品处理目录》的出台，以及 后续电子产品范围的陆续增加，将对规 范打印耗材产品回收市场产生积极的影 响。 “至少，随处可见的耗材回收“游 击队”的身影可能要大大减少了”某兼 容耗材制造企业经营者如是说。长期以 来由于回收体系的不完善，回收法规的 不明确，在办公影像耗材领域，长期存 在着，OEM厂家，兼容再制造耗材企业 和假冒伪劣耗材作坊等多方回收体系， 而许多废弃耗材，正是通过耗材回收 “游击队”流入到了造假者的手里，不 仅严重损害了消费者权利，更对打印耗 材产品的循环利用，兼容再生耗材产品 的形象以及生态环境造成了难以估量的 损害。 当然，《目录》的出台只是一个契 机，最终要想建立健康有序的电子废弃 产品的循环市场，实现经济的循环可持 续发展，还有很长的路要走。
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2011 Asia Imaging Fair AIF Beijing Exhibitor List & Information
2011年北京国际办公设备耗材与数码影像展展商名单 KATUN 深圳市光电安办公设备有限公司 Booth NO.: D011 Website: www.szgda.cn
Dongguan Exploiter Office Supplies Co., Ltd 东莞市开拓者办公用品有限公司（天仁） Booth NO.: B031 Website: www.dgtianren.com
Ebest Industry & Business Inc 珠海易得美工贸有限公司 Booth NO.: D019 Website: www.china-ebest.com
Guangzhou LiGaoLe Office Consumables Co.,Ltd 丽高乐(广州)办公耗材有限公司 Booth NO.: D012 Website: www.gzlgl.com
OUPU Electronic Technology Co.,Ltd 保定欧普电子科技有限公司 Booth NO.: D018 Website: www.b8848.com
Guangzhou Tuosheng Technology Co., Ltd 广州市天河拓盛科技有限公司 Booth NO.: A003 Website: www.gdscw.com
Beijing Beifang Office Equipment Company 北京市北方办公用品公司 Booth NO.: D013 Website: www.rechina.com.cn
Shenzhen Singyutong Techology CO., LTD. 深圳市鑫浩宇电脑有限公司（鑫宇通） Booth NO.: D023 Website: www.titonprint.com
Lanjie Guangzhou 北京兰杰商用机械厂广州销售公司 Booth NO.: B028 Website: www.lnjparts.com.cn
Guangzhou Jingzhan Electronic Equipment Co.,Ltd 广州旌展电子设备有限公司 Booth NO.: B001 Website: www.kebit.cn
Lanjie Parts Co.,LTD 北京兰杰办公设备配件有限公司 Booth NO.: B057 Website: www.lanjieparts.com
Guangzhou Zhono Electronic Technology Co., Ltd. 广州众诺电子科技有限公司 Booth NO.: D030 Website: http://www.zhono.com
GuangDong New Tech-A Enterprise Co., Ltd. 广东新高端实业有限公司 Booth NO.: B029 Website: www.newtech-a.com
Guangzhou Shuangyi Consumable Co.,Ltd 广州双益耗材有限公司 Booth NO.: B002 Website: www.sysy31.com
Color Imaging (USA) Color Imaging（USA） Booth NO.: D032 Website: www.colorimaging.com
Tuico Polymer Technology(Zhongshan) Co.,Ltd 优力聚合高分子科技（中山）有限公司 Booth NO.: D027 Website: www.tuico.com
Guangzhou Cometchem Co.,Ltd 广州市科密化学有限公司 Booth NO.: D037 Website: www.cometchem.cn
Handan PhotoC Technologies Co., Ltd 邯郸光导重工高技术有限公司 Booth NO.: D003 Website: www.photoc-print.com
Beijing Yihe Changda Co.,Ltd 北京易合畅达科技发展有限公司 Booth NO.: B030 Website:
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Zhonghao office consumables manufacture co., Ltd 惠州中昊办公耗材有限公司 Booth NO.: A001, A002 Website: www.333rrr.cn
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Foshan Tiantong Print Consumables Co., Ltd 佛山市天通打印机耗材有限公司 Booth NO.: A007, A008 Website: www.tt09.com.cn
Tianjin Zhonghuan TCOA Electronics Co., Ltd 天津市中环天佳电子有限公司 Booth NO.: D022 Website: www.tjcopyco.com.cn
Guangzhou Henghui Technology Co., Ltd. 广州市恒晖科技有限公司 Booth NO.: B026 Website: www.hhkj2007.com
Wuxi Jiateng Magnetic Powder Co., Ltd 无锡佳腾磁性粉有限公司 Booth NO.: D025 Website: www.wxcanton.com
SCC 珠海史丹迪贸易有限公司 Booth NO.: D007 Website: www.scc-inc.cn
Hi& Bestech 台湾瑞赛克晶片设计公司 Booth NO.: A010 Website: www.tonerchips.com
Zhuhai Dimai Printer Consumables Co., Ltd 珠海迪迈打印耗材有限公司 Booth NO.: B052 Website: www.zhdimai.cn
Hebei Fenghua Heavy Industry AUTO Toner Factory 河北丰华重工奥特碳粉厂 Booth NO.: B027 Website: www.hdauto.net.cn
Real Color Supplies Chinese Limited Co. 广州逦彩化工科技有限公司 Booth NO.: A013 Website: www.rcs.com.cn
Yinjiesi 北京印杰斯科技有限公司 Booth NO.: D020 Website: www.yinjiesi.com
Print-Rite Fanling 天威泛凌 Booth NO.: D008, A009 Website: www.print-rite.com
Beijing Hanwei International Industry Co., Ltd 北京汉伟国际实业有限公司 Booth NO.: B066 Website: www.hanweiparts.com
Ningbo Sea-hill Printer consumable co.,Ltd 宁波熙和打印机耗材有限公司 Booth NO.: D028 Website:
Guangzhou Zhenji Digital Technology Co., Ltd 广州市真迹数码科技有限公司 Booth NO.: B003 Website: www.zhenji-toner.com.cn
Sun Way Office Automation 苏州太阳 Booth NO.: D034 Website: www.sgmgz.com
天津赢事达 Booth NO.: B038 Website: www.inkstar.cn Tin Ka Totem(Beijing) Technology Co., Ltd 天嘉图腾（北京）科技有限公司 Booth NO.: D038A Website:
Kogon Technologies Timited 中山市金力打印机设备有限公司 Booth NO.: D013 Website: www.kogon.com.cn
Zhuhai Tatrix International Co., Ltd 泰达电子科技有限公司 Booth NO.: C001 Website: www.tatrix.com.cn
Foshan Ascend Office Accessories Limited 佛山埃申特办公配件有限公司 Booth NO.: D021 Website: www.fsascend.com
Beijing Sanhandongchen Technology Development Co., Ltd 北京三韩东晨科技发展有限公司 Booth NO.: B067 Website: www.bjdongchen.com.cn
Wuhan Zongxiang Imaging Co., Ltd 武汉宗祥显影材料有限公司 Booth NO.: D038 Website: www.zongxiang.cn
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FEATURE ARTICLE / 专题文章 RECHARGEasia
Participating RechargExpo SEA 2011, Enjoying Government Subsidies
参加RechargExpo Southeast Asia 2011 享受出国参展政府补贴 关于参加印度尼西亚办公耗材展政府资金补贴办法以及申请流程 日前，参照国际通行做法，依据《中华人民共和国中小 企业促进法》和《中华人民共和国对外贸易法》规定，由国 务院批准设立了中小企业国际市场开拓资金。中小企业国际 市场开拓资金用于支持中小企业参加境外展会、认证、国际 市场宣传推介、开拓新兴国际市场等活动。 该项政策是一项针对中小企业发展的促进政策，按照 “公开透明、定向使用、科学管理、加强监督”的原则，有 力的支持了中国中小企业开拓国际市场，参与国际竞争，降 低经营风险。 即将于2011年9月举办的中东-东南亚办公耗材展览会 （印尼 雅加达）属于境外展会，参展的中国企业也可以享受 中国政府提供的这一资金补贴。 参展企业在确认参加此展后，及时向当地外经贸部和地 方外经贸主管部门提前提出申请，财政部和地方财政主管部 门负责审核企业“市场开拓资金”预算，在审核通过后负责 资金拨付，并对资金的使用进行监督。 申请方式： 中国打印机、复印机耗材企业，可按照本实施细则所附 的支持内容，向中小企业办公室或地方外经贸部门提出项目 资金计划申请。具体申请时间以各地方中小企业办公室或地 方外经贸部门实际规定为准，但均须在本项目发生前，提前 提出申请。 申请流程： 1． 企业登陆中小企业国际市场开拓资金网站 http://smeimdf.mofcom.gov.cn
2．进行相关注册 3．填写相应基本资料，并申报 参展企业在提出项目资金计划申请时，应提交本单位基 本情况、申请报告、申请项目基本情况（相关网站下载）， 并附相关资料。 4．等待审批和拨付 资金拨付 １．市场开拓资金采取事后拨付的 原则，即在项目完成后一个月内，参展 单位向中小企业办公室或地方外经贸部 门提出项目资金拨付申请。 ２．申请拨付项目资金时，应提交 以下材料： ①．中小企业国际市场开拓资金 80
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项目资金拨付申请表 （详见网站相关申请附 件）； ②．国际市场开拓 活动的项目总结报告， 主要内容包括：费用支 出情况，取得的主要成 绩及存在的问题等； ③．实际发生费用的合法凭证（复印件）。 备注： 一、项目说明 1．以新加坡为中心的东南亚、印度、中东、澳大利亚地 区的2009中东—东南亚影像耗材展览会，符合中国关于中小 企业海外参展的区域范围，可以申请参展费用补贴。东南亚是 新经济体，在全球经济受金融危机冲击较大的情况，企业选择 去新加坡参展将是非常明智的选择。 ２．支持内容及标准： 支持内容 企业类别 支持标准(元) 最高限额(元) 展位费 中、西部和东北老工业基地中小企业 20000 40000 其他地区中小企业 15000 35000
① 展位费支持标准按每个企业申请一个标准展位（9 平方米，下同）计算，每增加一个标准展位支持金额增加 10000元，最高不超过3个展位。 ② 如展位费实际支出金额超过 10000元但低于上述标准 的，按实际支出金额支持；市场开拓资金支持比例原则上不 超过支持项目所需金额的50％。 ３．对项目计划的审核结果，将通过中小企业网站进行 公示，各参展单位可以网上查询，对于公示结果有疑问，可 向所在地的管理机构进行咨询。企业项目申请，每个项目给 予支持的资金最高不超过30万元人民币；对团体项目申请， 每个项目给予支持的资金最高不超过300万元人民币。 ４．本项目资金优先支持新经济体国家和地区的项目计划。 当前形势下，积极占领国际新兴市场，是企业摆脱欧美 地区金融危机所带来的困境的绝佳机会，获得政府财政支持 无疑对相关企业和行业来说是个极佳的机会。 关于开拓新兴国际市场、出国参展补贴等事宜等，请联系： RechargeAsia Magazine Beijing Office： 电话：010-5885-8750 传真：010-5885-8747 宁波对外经贸局电话：0574-87178050 珠海对外经贸局电话：0756-2159875 厦门地区企业,请访问页面: http://smeimdf.mofcom.gov.cn/files/ html/2008/07/21/31233877.html
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Eyes on Asia Imaging Fair
众说北京展 ——影像耗材行业多名重量级人士积极评价北京展 亚洲再生业杂志出版人，Sunny Sun说：“通过这次北京展览，我们将 打造一个全新的与众不同的展览，我们将从政府采购、复印机领域、大幅 面等多领域深入推广，来打造具有北京特色的属于影像耗材领域的国际盛 会”。
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珠海易得美公司总经理王肖平评价到“这是多家海内外力量联合举办的 展览，我们将借助于这个展览会深化我们在复印机领域的业务。同时，我 们也会邀请我们在俄罗斯的长期耗材伙伴前来组团采购本次展览会上丰富 的办公设备及耗材。”
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天津现代办公设备协会会长，李柄书说到“这是唯一的以北京为中心， 往全中国、全世界发射的展览会。我们会利用在复印机、办公设备领域的 多年的资源去全力支持这个展览。并立足把她培养成一个国际盛会”。
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复印工程学会，会长刘树果谈到“全国复印工程学会全力支持本次在北 京2011的展览，我们会发动我们多年在硬拷贝和影像方面的资源，让这一 民族产业发展起来”。
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● 汉光集团，汪学文总经理谈到“汉光集团会参加本次AIF展览，并会推出 我们的一系列集团的机器和耗材产品。中国北方市场潜力巨大，是中国的 耗材消费基地，汉光非常重视本次展览会的推广平台”。 ● 中国电子集团，广告四新展览公司陈大治经理说到“本次AIF将同中国 最大的广告四新展在国家会议中心进行，届时，我们会将2万名专业的喷 墨和广告四新类的观众带入AIF展厅，让本次AIF展览的参展商有更多的收 获”。
天津中环电子（天佳）公司董事长，焦延河谈到“我们已经确定参加本 次北京AIF展览，我们将邀请我们的海内外客户前来我们的家门口洽谈生 意”。
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● 《办公设备采购》杂志出版人，冯凯谈到“本次AIF展览，会邀请广大的 设备类的经销商参会，将为耗材企业打开更多的销售通道。我们会邀请在 全国的国家机关、企事业单位的购买决策者参加本次展览”。 ● 《亚洲再生业》杂志张尚宏谈到“本次AIF展览，我们将推进政府耗材采 购的进程，会举办相关的会议、为耗材行业更好地进入政府采购市场开启 绿灯。”
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MARKETING / 市场动态 RECHARGEasia
Supplies are the Key to Inkjet Multifunction Ranking
耗材是关键 喷墨一体机市场关注度排行分析 对于办公打印设备来说，低价低端一直都是市场关注的 重点对象，其中喷墨一体机也不例外，从IT168产品数据库的 调研结果能够看出，在彩色喷墨一体机TOP10排名中，其中 千元以下的产品占了70%，另外30%基本上都是千元出头的 机器。可能很多网友看到这个排行榜以后感觉很平常，没有 什么值得关注的地方，下面笔者为大家做一个深入的解析， 相信能够为大家提供更多的帮助。 后期耗材成本影响关注度排行 大家都知道低价低端是热点，但是在此次喷墨一体机关 注度排行中发现，并没有按照价格从低到高的顺序排名，其 中市场售价最低的惠普1050排名第六位，这块机器市场参考 售价仅370元，网上商城促销价仅300元左右。相反爱普生 ME300喷墨一体机市场参考售价612元，在关注度排行榜中 排名第一，另外排名第二的是佳能MP198，从市场关注情况 来看，老款机器显得更经典，更受用户关注一些。那么是什 么原因造成这样的关注度排行情况呢?
会重点咨询打印机是否支持连续供墨系统，是否支持兼容墨 盒，如果没有连续供墨系统或者兼容墨盒，他们基本会犹豫 不定，而有连续供墨系统，机器售价合理的情况下，他们会 重点考虑购买。 从笔者的调查了解，目前爱普生ME300和佳能MP198 喷墨一体机的兼容耗材相对比较成熟，其中也包括了连续供 墨系统。使用连续供墨系统和兼容耗材，能够直接降低用户 后期使用成本。而像惠普 Deskjet 1050喷墨一体机上市时间 短，兼容耗材厂商并没有生产出兼容耗材，或者是兼容耗材 目前的稳定性还并不太成熟。此外就是老款机型在市场中的 口碑已经形成，很多用户都比较保守，喜欢购买老款机型。 三合一机器包揽前三 从喷墨一体机关注度排行榜中可以看出，前三名全部为 三合一机器，另外整个TOP10中，三合一和四合一各占五 成。造成这种局面的主要原因是和用户的需求关注有直接联 系。
喷墨一体机 ▲关注度排行榜
首先需要肯定的一点是爱普生ME300和佳能MP198喷墨 一体机上市时间早，这两款产品分别在08年的10月份和9月 份上市，到目前已经上市销售有2年多，在市场中已经形成了 一定的口碑和影响力，这对提升产品关注度排行榜有很大的 推动作用，但是这不是唯一的理由。惠普Deskjet 1050是目 前市场售价最低的彩色喷墨一体机，售价仅370元，目前关注 度排行第6名，这款产品上市时间为2010年7月份，到目前为 止仅5个月左右，这款产品没有进入前二名的原因可能和上市 时间有关系，上市时间并不长，在市场的影响力还不够大。 核心原因分析：据经销商反馈，目前很大一部分用户在 购买打印机时，他们非常看中后期使用成本，特别是一些小 型企业、SOHO办公用户购买低价低端产品以后，他们基本
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低端低价喷墨一体机主要针对小型企业、soho以及家 庭学生用户，而对于家庭、SOHO、学生用户来说，平时基 本上不需要使用传真功能，因此三合一机型基本上是他们的 重点关注对象，而且三合一机型在机身体积上会显得更加小 巧。另外从产品售价上来看，三合一机型的市场售价明显低 于四合一机型，因此大部分用户不会多花钱购买一个闲置的 功能，从各方面综合来看，三合一始终是重点关注对象。 千元级四合一机型主要面向的用户人群是中小型企业， 在中小型企业用户群中，喷墨四合一机型有一个强大的竞争 对手就是激光一体机，虽然喷墨一体机在市场售价上有一定 的优势，但是激光一体机在性能稳定性、负荷量、质量稳定 性以及输出速度上都存在明显的优势。但是目前在商用市场 中，激光仍然是市场的主流产品。下面笔者对关注度排行中 的前四款产品做一个详细的解析，希望对大家有所帮助。
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耗材是关键 喷墨一体机市场关注度排行分析
续
TOP1： 爱普生ME300 爱普生ME300是集打印、扫描、复印三种功能为一体的 超值一体机，是家庭用于学生学习的“超级利器”。作为一 款比较新的多功能一体机，爱普生ME300可以为节约打印成 本、提高效率，它采用经济的四色分体墨盒，打完一色换一 色，不造成浪费。 外观方面，爱普生ME300整机采用全白配色设计，钢 琴烤漆外壳靓丽时尚，整机简洁时尚，能够很好的融入到办 公或学习环境中。该机机身三围为327×434×185mm、重 4.6KG，整机较为小巧，便于摆放。
好，比较容易报错。不建议用户购买这类兼容墨盒。 购买建议：爱普生ME300总体性能不错，而且耗材也非 常便宜，是家庭以及学生群体非常好的选择。尤其是ME系列 “买得起，用得起”的产品诉求恰如其分的迎合了中国市场 的需求。这一举措的推出，使用户得到了真正的实惠。 TOP2： 佳能腾彩PIXMA MP198 佳能腾彩PIXMA MP198采用了小巧紧凑的造型设计，整 体应用了银灰色主调，拥有353×451×169mm的三围尺寸以 及5.8KG的重量，便于用户进行摆放。腾彩PIXMA MP198具 有高速打印能力，A4黑白文本打印最快每分钟达到19页，彩 色文本每分钟14页，完全可以胜任家庭和SOHO办公对速度 的需求。打印分辨率MP198最高达到4800dpi，最小墨滴只有 2微微升，令用户在体验高速度打印的同时，还能够享受照片 打印的乐趣。 在复印方面，腾彩PIXMA MP198复印效果与速度出类 拔萃，A4普通纸彩色复印只需45秒，分秒间获取完美复印稿 件。拥有佳能先进复印技术——D.C.G.复印技术，色彩还原 准确逼真，多次复印细节依然清晰，色彩依旧亮丽。
爱普生ME300
性能方面：爱普生ME300配备了打印、复印、扫描等 功能。该机黑白打印速度为24ppm，彩色打印速度达到了 14ppm。爱普生ME300采用了爱普生独有的微压电喷墨打 印技术，喷墨过程不对墨水加热，因此喷嘴经久耐用，墨水 十分稳定，拥有5760×1440dpi的分辨率，完全可以满足一 般用户的使用需求。在复印方面，这款产品在一般黑白文本 的打印方面拥有3秒每页的速度，连续复印页数达到了1-99 页。在扫描方面，其拥有600*1200dpi的分辨率。这些性能足 以满足输出的需要。 爱普生在ME300上全新设计了驱动程序和随机的捆绑软 件，使用极其方便简单，驱动新增了快捷页，将传统的多步 设置变成了一步操作，大大简化打印过程;色彩控制上引入了 专业照片打印的调整技术，可随意调整打印色调，并即时预 览效果;全新设计的驱动程序，还可以很方便的实现其它丰富 的版式功能，使用充满新奇和乐趣。 耗材方面：爱普生ME 300喷墨一体机为用户提供了经济 科学的四色分体墨盒，用完了一色，只需更换用完的墨盒。 正品黑墨仅49元一支，彩墨仅55元一支，市面上也有兼容墨 盒，黑色墨盒售价为10元左右，彩色墨盒售价为15元左右， 由于爱普生墨盒需要芯片解码，而兼容耗材的芯片稳定性不 86
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佳能腾彩PIXMA MP198
扫描方面，扫描分辨率600x1200dpi，作为个人和家庭 用户来说已经能够胜任照片数码化的操作。具有多种便捷的 照片扫描自动修饰功能的扫描驱动，令不熟悉图像处理的用 户轻松获得高品质数码照片效果。利用适应纸张的照片纸复 印功能，只需将原有的照片进行复印，就可以轻松自如的在 家实现照片的加印。 腾彩PIXMA MP198应用了佳能MP Navigator EX工具箱 软件，可以很好的管理你的各种图像或是PDF文件。可以随 心的控制扫描操作，完成PDF文件制作等多种功能，可以创 建多页面的PDF文件，并进行页面顺序的调整;轻松发送电子 邮件，令在家办公成为可能。 耗材方面：佳能MP198喷墨一体机原装墨盒售价为：黑 色830售价120元，彩色831售价为135元;而黑色830兼容墨盒 售价为80元左右，彩色831兼容墨盒售价为100元左右。通过
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各种后期成本的对比分析，其实兼容墨盒和原装墨盒的售价 没有相差太多，而兼容墨盒在稳定性不如原装耗材，所以笔 者建议用户不要购买兼容耗材，而连续供墨系统由于整体售 价仅130元左右，而且打印量也比兼容和原则耗材多，所以目 前关注连续供墨系统的用户非常多。加上目前的机器售价为 450元左右，非常接近大众化消费水平，适合家庭、soho办 公用户的购买使用。 购买建议：佳能MP198是一款非常经济的喷墨一体机， 三合一功能能够满足不同用户的需求，而后期耗材的多样化 选择，为更多的用户提供了更多的选择机会，能够满足不同 层次的用户购买。主要适合用户群为家庭用户及soho办公用 户。 TOP3： 佳能腾彩MP259 佳能腾彩PIXMA MP259彩色喷墨一体机涵盖打印、复 印和扫描功能，对于打印量较大的用户还可以选择大容量墨 盒，减少了更换墨盒的次数，也降低了用户的打印成本。 外观方面，佳能PIXMA MP259整机以乳白色为主色调， 放在任何位置都可以很好的融入家居环境。MP259延续了 佳能喷打一体机一贯小巧精致的外型设计风格，其三围仅 444×331×154毫米, 重量约5.8千克，小巧轻便，不会占用 太多的空间。 佳能MP259采用尖端FINE打印头技术，高密度多喷嘴 打印头，实现高速度、高品质打印，最高4800×1200dpi 分辨率，最小2微微升墨滴，其标称A4文本打印速度为黑色 7.0ipm、彩色4.8ipm，4”×6”无边距照片打印约56秒。 复印方面，佳能MP259打印机采用D.C.G.复印技术，展现唯 美肤色及锐利的精细文本，即使二次复印依然保持真实感， 拥有无边距复印功能，最多20页连续复印。扫描方面，佳能 MP259拥有600×1200dpi扫描分辨率，扫描300dpi的彩色A4 文档仅约15秒;可创建加密PDF文件，增加文档安全性。自动 扫描模式只要轻触按钮即可自动识别文档类型，使用适当的 设置进行扫描并保存图像。
10×15cm(4"×6")照片纸，出纸单元依旧设计在了机身的正 面，在进行打印作业的时候出纸盖会自动打开，这样的设计 十分人性化。佳能MP259的电源接口与USB接口分别设计在 了机身背部的两侧，这样机器后面就可以紧靠墙壁，节约了 一定的使用空间，并且为用户的连接提供了方便。 耗材方面：佳能MP259采用佳能PG-815和CL-816系列 墨盒组。其中，黑色PG-815打印量是220页，市场售价102 元左右，彩色 CL-816打印量是244页，市场售价135元左 右。打印量较大的用户还可以选择大容量的黑色PG-815XL 墨盒，打印量为401页，市场售价125元左右; 和彩色 CL816XL墨盒，打印量为349页，市场售价156元左右。大容量 墨盒不仅让打印变得更经济，也减少更换墨盒的次数，简洁 便利。 购买建议：佳能MP259在打印、复印、扫描各方面表现 都非常突出，同时佳能MP259附带多款实用型很强的软件， 为用户的各种打印、扫描操作提供了方便。FINE打印头技 术，高密度多喷嘴打印头，实现高速度、高品质打印，为家 庭用户带来了更为爽快的打印新体验。 TOP4： 惠普 Officejet J4580 惠普 Officejet J4580是面向中小企业用户推出的一款 集打印、复印、扫描以及传真功能为一体的喷墨多功能一体 机，是一款比较实用的机器。 外观方面，惠普 Officejet J4580运用了黑色与白色的经 典搭配颇显时尚感，整机小巧，节省很大办公空间。倾斜式 前面板设计，能方便用户的日常操作，同时面板上按键设计 全面清晰，用户可以自行对其进行作业设置，液晶屏幕则能 清晰显示工作状态，能够很好的引导用户进行使用。
惠普 Officejet J4580
佳能MP259
MP259后端的进纸托盘可最多容纳100页普通纸和20页
性能方面，惠普 Officejet J4580在打印质量方面这 款产品的表现是尤为突出的。其彩色打印分辨率达到了 4800*1200dpi，黑白打印分辨率达到了600*600dpi。在 速度方面，这款产品的彩色打印复印同速达到了22ppm， 黑白打印复印同速为28ppm。扫描方面，其分辨率达到了 1200×2400dpi的水平，能够为用户提供比较清晰的图像。 另外33.6Kbps的传真速率较为主流，3秒/页的传真速率完全 可以满足一般的办公使用。值得一提的是它拥有完全无纸
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续
收发传真及垃圾传真过滤功能，并且保证在电脑关机状态下 也不会错失重要传真。 耗材方面：惠普 Officejet J4580采用901黑色墨盒与901 三色墨盒的组合，除了标配墨盒之外也可以选择大容量墨 盒，用户可以根据打印量的大小挑选901XL大容量的墨盒搭 配来降低打印成本。其中，901标准墨盒售价为160元左右， 901XL大容量墨盒售价为210元左右。同时这款一体机还支 持HP PCL 3 GUI、PJL(打印机作业语言)、PML(打印机管理
语言)，为用户的设置提供了方便。其机身配置了100页进纸 盒，20页自动文档进纸器 (ADF)。 购买建议：惠普 Officejet J4580在文版打印方面具有很 强的实力，在彩色文本输出方面的表现更是突出，可以说惠 普 Officejet J4580是一款性价比较高的多功能一体机，对于 中小企业用户来说，是非常实用的。尤其是在无纸收发传真 功能方面使得它更被评为实用机型的特点之一。很适合那些 非常在意文本输出质量的小型办公用户。
LED and Laser Printer Market Competition
LED与激光打印机的市场争夺 ●LED如何与激光抗衡？
之路。LED打印技术就是在这种需求下
此时激光打印技术由于高能耗、高 污染等缺陷也逐渐暴露出来，一种的全 新的环保的打印技术日益成为人们所关 注的问题。作为激光打印机的鼻祖，富 士施乐同样是在2000年，发布了更为 绿色环保的LED打印技术，用以响应全 球节能的号召。而之后进入的OKI和今 年进入的兄弟，都成为LED打印技术阵 营的重要成员，从现阶段来看，LED打 印技术日后将逐步替代激光打印产品。 但此时还有如惠普、佳能、柯尼卡美能 达、三星等众多重量级厂商还停留在激 光打印技术上，这些厂商一方面在研发 新的打印技术，而另一方面在继续生产 着激光打印产品，并企图以激光打印技 术产品的低价格，减缓LED打印技术普 及的趋势。 单从技术角度考虑，激光产品由 于研发时间早，每个厂商都有一套相对 成熟的激光打印技术，相比LED更为成 熟，由于激光打印机生产时间较长，其 机身成本方面也更为低廉；而LED技术 因为其关键部位的LED阵列属于各公司 自有的知识产权，目前只有三个厂商所 拥有，富士施乐的SLED、OKI LED和 兄弟LED技术，相比激光打印技术不够 成熟。 目前的商用办公市场仍以激光打印 产品为主，由于激光打印产品在国内经 过多年的发展，市场更为成熟，并已经 得到多数商业用户的认可，但是激光打 印机工作中能耗较大，并且产生的碳粉 颗粒对人体的危害也较大，所以各个黑 白激光办公厂商也在寻求一条节能环保
应运而生。
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●LED与激光打印技术原理 本篇文章是LED打印机与激光打 印机的对比，那么先来解读LED打印技 术。LED全称光能放射二极管阵列的光 扫描成像技术，即经过数字化加强的 发光二极管图像控制技术。采用了密 集LED阵列作为光发射器，将数据电信 号经LED转化为光信号，并照射到感光 鼓成像。LED打印机也是电子成像打印 机，采用一组发光二极管(LED)而不是 激光来感光成像的。 该技术主要特点是LED阵列成像系 统的体积较小、输出分辨率较高、彩色 扫描、首页输出速度快。而LED属于固 体冷光源，寿命是传统光源的10倍， 使用寿命可达6-10万小时。在环保方 面，LED光源发射能量小，不会电离空 气产生臭氧，而且不含汞元素等有害 物，低能耗、低碳排放的环保型数码打 印设备。
激光打印技术工作原理示意图
以上所有这些优点在LED打印机上 得到最佳体现。而LED打印机与激光打 印机相比，从原理上LED技术和激光技 www.rechargeasia.com
LED打印技术工作原理示意图
术均需在成像鼓上生成潜像。所不同的 是，激光技术是激光头发出一束激光， 通过棱镜及其他机械装置的转动是激光 束在成像鼓的轴向上移动，通过成像鼓 自身的转动使激光束在成像鼓的径向上 移动，构成与实际图像对应的二维潜 像。而LED技术是对应的发光二极管照 射成像鼓，在成像鼓的轴向上成像，通 过成像鼓自身的转动在成像鼓的径向上 成像，构成与实际图像对应的二维潜 像。 由于光源的不同，打印单元内部 的结构也不同，激光打印机需要大功率 的激光二极管，发热量较大，而且还需 要复杂的机械与光学组件来达到感光过 程，所以发热量与耗电量相对较大，同 时产品体积也较大，可靠性也会有所降 低。 而LED打印机的光学组件系统简 单，较小的电压即可点亮LED二极管， 耗电量与稳定性相对较高，而且打印机 的体积可以设计的更小巧。早期的激光 打印机在工作中会产生臭氧，对环境和 健康会产生不利的影响，虽然各大品牌 在极力研发降低臭氧的排出量，但是无 法消除。相比之下，LED打印机不
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LED与激光打印机的市场争夺 续
会产生臭氧，对环境的清洁和健康非常 有利。在环保、节能等方面，LED技术 具有先天性的优势。 ●LED彩打PK激光彩打 这次我们在彩色打印机上对比的 两款产品为：采用LED打印技术的兄弟 HL-3040CN和OKI C610dn和使用传统 激光打印技术的富士施乐C2120。虽然 这两款产品标称打印速度不同，但打印 分辨率却是相近似的。反而在价格上这 两款产品却相差悬殊，OKI C610dn售 价为9900元比富士施乐C2120要高出 4300元的价钱，那么用户该如何根据自 身需求进行选购呢？通过下面的几项对 比测试也许您就能明白到底哪台产品适 合自己了。
富士施乐C2120
在耗材方面皆采用了水平式设计，而富 士施乐的C2120采用了垂直型排布，所 以在机身高度上C2120较高，但在占地 面积上两台采用LED打印技术的产品明 显要不同C2120占据更多的面积。
印寿命为20000页。不过对于一款面向 多人工作组的彩色激光打印产品而言， 随机标配2000页的耗材打印量并不算 多。
OKI C610dn感光鼓 富士施乐C2120的四个感光鼓单元
兄弟HL-3040CN的整个耗材部分 包括，四色鼓粉分离式耗材、废粉仓、 转印带单元。
从机身侧方打开可见CMYK四色碳粉盒 兄弟 HL-3040CN耗材单元内部
OKI C610dn
富士施乐C2120黑色碳粉盒
耗材方面，富士施乐C2120随机附 带的标称打印量为2000页的碳粉盒，标 准碳粉盒的打印量为3000页，硒鼓的打
兄弟HL-3040CN内部水平排列的四色硒鼓 与顶盖LED打印头
揭开兄弟HL-3040CN的仓盖，可 以看到水平整齐排列的四色硒鼓，而顶 盖上的四个LED打印头在合上仓盖时正 好在硒鼓上方。四色鼓粉分离式耗材， 可以按照机身上的颜色提示标志，轻松 的置入相应轨道内。
兄弟HL-3040CN
●LED彩打PK激光彩打之打印单元对比 由于两台采用LED打印技术的产品
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OKI C610dn四色墨粉盒
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兄弟HL-3040CN硒鼓仓位下的转印带单元
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兄弟HL-3040CN转印带单元下的废粉仓
兄弟HL-3040CN硒鼓仓位下依次 是转印带单元和废粉仓，可将文档信息 定影到纸张上，并收集打印过程中多余 的废弃色粉。而整个内部的耗材单元， 在断电的情况下，均可独立安装，便于 更换。
Excel、PPT文档作为速度测试内容，测 试项目为首页和全部的输出用时。 通过对比我们发现就整体而言， OKI C610dn的打印速度非常快，尤其 是连续打印速度方面，而首页打印速度 在处理不同文档时的表现也不相同。 ●LED彩打PK激光彩打之打印质量对比 打印质量测试环节我们主要测试色 彩过渡和图文混排样张中的质量表现。
兄弟HL-3040CN打印的图像样张
体色彩过渡适中，但不算细腻；而个别 1像素的“小墨点”有丢失的现象。 ●LED彩色多功能传真一体机PK彩色复 印机
兄弟HL-3040CN鼓粉分离设计的四色耗材
兄弟HL-3040CN耗材正面、背部的墨粉盒& 硒鼓单元
●LED彩打PK激光彩打之打印速度对比 我们采用了日常办公中的Word、
OKI C610dn打印的图像
通过上图我们可以看出OKI C610dn打印的图像明显偏暗，但在细 节上的还原较为到位，而且白墙颜色的 过渡也较为自然
而在相对于人数较多、需求较为复 杂的环境中，激光打印机也许满足不了 上述的要求，但复印机却可以帮助用户 实现。人们日常使用的绝大多数复印机 产品都是采用激光打印技术实现的，如 我们所测试过的佳能C2030、C5051、 富士施乐的3055等都是这样的产品，而 采用LED打印技术的产品为OKI MC860 LED彩色多功能传真一体机，这也是我 们目前唯一测试过的采用LED打印技术 的彩色多功能传真一体机，通过这四款 产品的对比，也许用户能够明白LED打 印技术在复合机上的应用到底有何不 同。
佳能C5051 富士施乐C2120打印的图像样张
富士施乐C2120彩色激光打印机打 印的色彩过渡却较为自然，而且色域填 充饱和，图文混排样张中在细节的表现 上也令人满意。 兄弟HL-3040CN在打印精度上 （如细线条）控制的还是很准确的；整 www.rechargeasia.com
●LED彩色多功能传真一体机PK彩色复 印机之体积对比 OKI MC860作为一款彩色多功能 传真一体机，与其它产品不同的是该产 品采用的是以打印引擎为核心的设计， 这种设计比以复印引擎为核心的设计在 卡纸率上有较高的优势，而且采用 RECHARGEasia
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LED与激光打印机的市场争夺 续
通过标称参数我们可以看出 iR ADVANCE C2030的占地面积 仅为565mm×680mm，而采用水 平式放置耗材的C5051占地面积为 620mm×735mm， 相比之下还是iR ADVANCE C2030的占地面积稍小，较 小的占地面积也给用户带来了较多的摆 放选择。 未完待续
OKI MC860多功能传真一体机内部的LED阵列
佳能C2030
富士施乐C2260 OKI MC860与佳能iRC3580i横截面对比图
更多的选配进纸盒及大容量纸仓，并且 在机身的重量上将会有所减轻。
Note:
佳能C5051耗材单元
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Email: news@rechar
geasia.com
如果您有任何关于 再生方面的技 术问题,您可以联系我 们，获得帮 助。我们也将非常 高兴的与您一 起分享您关于打印 耗材再生方面 的经验和心得。
OKI MC860
LED打印技术的MC860在机身高度和占 地面积上都有所减小。 MC860作为一款将LED打印技术应 用于多功能传真一体机上的产品，其体 积与同类产品相比要明显变薄、变矮， 变薄后其摆放的位置和方法可有更大空 间的选择，变矮后，在与其他MFP产品 相同的高度下，该产品可在机身下增加
If you have any questio n ab ou t th e re ma nu fa ctu rin g technology or if you have oth er pu zz les yo u ne ed to so lve , yo u ma y co nt ac t Re ch ar ge Asia Maga zine for m ore he lp. We als o we lco me yo u to sh ar e yo ur ex pe rie nc e an d remanufacturin g tips.
佳能iR ADVANCE C2030彩色复合机斜式耗 材设计
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Energy Saving Inkjet Printer Gains A Competitive Edge
喷墨打印机 节能就是竞争力 在政府采购市场，喷墨打印机的市 场份额远远比不上激光打印机。但随着 低碳概念和节约办公概念的推广，喷墨 打印机以其价格优势和节能特性重新受 到了用户的关注。与激光打印机相比， 无论是在打印速度、打印成本还是在连 续输出上，喷墨打印机都不落下风。甚 至，在节约能源、降低耗电方面，喷墨 打印机还更胜一筹。 喷打市场的“绿色烙印” 在低碳时代渐行渐近的今日，商 务办公作为能源消耗的重要领域开始引 起普遍关注。近年来，数字办公全面兴 起，计算机、打印机和多功能一体机等 数字化办公设备迅速普及,这些设备在极 大地提高了人们办公效率的同时，大大 增加了办公的能源消耗，也间接或直接 地造成了大量的碳排放。可以说，数字 办公的每一个环节，都会造成碳排放， 也都存在减少碳排放的空间。
喷墨打印机近年来一直没有大的技 术更迭，也没有特别热闹的市场景象。 大部分的厂商将技术专注于降低打印成 本、提高打印稳定性方面。像汽车、家 电等所有市场一样，打印机市场同样不 容回避的第一个重要课题就是“如何回 应哥本哈根全球气候峰会这块巨石激 起的、像涟漪一样扩大的低碳环保课 题”。虽然有人认为大会最后通过的宣 言对减缓全球气候变暖步伐的实际意义 并不太大，但从“低碳启蒙”、提升全 球“节能环保意识”的角度而言，却影 响深远。 以无纸化办公减少打印和复印文档 数量，采用更高效节能的电脑、打印机 等办公设备，采用双面打印来减少纸张 消耗，以及随时根据环境调节照明和及 时关闭电脑等，这些看似细微的改变， 其实都能有效地减低碳排放，实现低碳 办公，减缓全球气候恶化。 能耗标准引导技术发展方向 如果说哥本哈根气 候大会与我们普通人的日 常生活还显得有点遥远的 话，那么2010年出台的国 家传真机、打印机行业能 耗标准则将实实在在地敲 打在这一市场中竞争的各 个企业，据有关专家初步 测算，将有近10%百万台 的现有产品被淘汰出局。 与越来越严苛的汽车 尾气排放国家标准一样， 打印机强制能效国家标准 的出台势必会给打印机市 场的绿色采购带来全新的 动力。这一标准的实施极 有可能改变打印机市场未 来的技术发展方向、产品 组合乃至现有的竞争格 局，从而给整个打印机、 传真机市场打上重重的 “绿色烙印”。从消费者 使用的角度来看，出于节 约后期办公成本等方面的
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考虑，“低碳打印”将成为更多用户的 选择。 节能指标改变竞争格局 在政府采购市场，对节能的要求早 就落到实处，不提供节能清单就无法进 入这个市场，这给喷墨打印机厂商设置 了一道实实在在的门槛。 从竞争格局角度来说，那些更重 视“绿色环保”的企业，可能获得更好 的发展空间。从目前来看，三星、联想 等二三线品牌都已经意识到了这一问 题，但在爱普生、惠普、佳能三大品牌 中也只有爱普生做出了“系统性”动 作。爱普生早在2008年就提出了自己的 《2050环境愿景》，公开了“将产品 完整生命周期中的二氧化碳排放量减少 90%”等四大目标，同时为实现这一愿 景，建立了一个从产品设计、原材料采 购、制造过程管理、运输管理到使用耗 材、售后服务、废旧产品再生利用在内 的完整体系，可以说开了业界之先河。 毫无疑问的是，这一方面显示了爱普生 良好的企业社会责任，另一方面也给爱 普生带来了实实在在的核心竞争能力。 反观佳能、惠普，这两大巨头目 前也只是在部分产品的型号中提到了节 能环保的指标，动作力度明显与其市场 地位不相匹配。对此我们只能说，企业 的性格和思考方式决定其发展战略。在 “低碳”这个新课题上，一向以“精打 细算”著称的爱普生显然走在了其他两 个老对手的前面。 这种策略的差异直接体现在中央国 家机关协议供货的入围情况上。2009年 3月开标的中央国家机关协议供货中， 喷墨打印机只有爱普生一家入围，其原 因就是其他厂商不能提供节能清单。而 打印机类产品是强制采购节能清单内的 产品。2010年，也仅有爱普生、佳能和 兄弟三家入围。打印机巨头惠普连续两 次在协议供货中未能入围，其原因耐人 寻味。
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Samsung “Stealthware” Kills MLT-D104, D105 Aftermarket Chips
三星 “隐性韧体①”扼杀 MLT-D104，D105兼容芯片 日前，台湾台中瑞赛克企业 (Hi&Bestech)工程师通过对上个月购买 的最新款三星ML1640,1660,1915打印 机的研究发现，新型的三星打印机设置 了针对兼容芯片的一些新的障碍，例如 芯片使得打印机能自动触发新韧体的特 性和功能，包括自带的时间、总页数计
算、日期以及打印机的开关次数等等， 这种具有64种密码组合的高级保密系统 将会使兼容芯片不能工作。 新韧体可以在任何时候被自动激 活，而且会影响全世界任意一台带有 “隐性韧体”的打印机。 “我们把这种隐性韧体战略称为我
们再生行业芯片领域的“新常态”。不 仅三星，任何一家打印机的生产商都可 能把这和他们的芯片技术结合起来。早 在一年前，我们已经安排了好几位工程 师来应对三星原厂的隐性韧体策略。” 台湾瑞赛克企业的业务主管ALVIN许先 生发表如上讲话。 ① 韧体(firmware)，又叫韧件、 固件，是在电脑中是一种嵌入在硬体 装置中的软体。通常它是位于快闪记 忆体或EEPROM和PROM中，而且可以 让使用者更新。 更多讯息请联系Hi & Bestech 公司 E-mail: info@tonerchips.com www.tonerchips.com
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Continuous Ink Supply System Market
连供市场又一片天 王相军 近 期 ， 打 印 机 原 厂 推 出 了 L100&L200针对于打印任务量比较大的 目标用户群体的连供产品，兼容耗材市 场又是一片哗然。 记得2007年，就有一款EC-01针 对于贴纸相市场的租赁打印机，当时有 篇文章“原厂要封杀，佳能惠普能救连 供吗？”在兼容耗材界引起热议。记得 当时也是感慨万千：“我认为，并不是 有些人担心的大家走向了困境，连供产 品走向了末路。而恰恰是OEM厂商转 动了思维，意识到了大势所趋，不再从 正面封杀连供系统，恰恰是与连供厂商 正面竞争，造成百花齐放的良好市场前 景。” 过去的终归过去，该来的一定会来 到。“低价倾销打印机，高价销售打印 耗材”的策略，已经逐渐在某些OEM打 印机厂商的行动中发生了变通。 惠 普 推 出 的 “ 惠 众 ” 系 列 Deskjet1000、1050、2000等以“超低 购机价格+超低墨盒价格”打造出最便 宜的打印系统，配备49/79元（黑/彩） 墨盒。这些系列的打印机，打印负荷 低，本身是定位于家庭及小企业办公。 但是，这个系列的墨盒结构有所变化， 对于自行再填加墨水，可能就会有难度 了。商用系列的office6000及pro8000 打印负荷高，目标用户对连供产品就有 一定的青睐，但是为什么经常叫苦连 天，墨水质量低是主要因素，在一定程 度上，打印机经销商的销售积极性就下 降了。佳能腾彩系列也继续两条腿走 路，低端的头盒一体的打印机，仍然是 用户的青睐，市场异常火爆。换取的代 价是，“3套墨盒才可以抵扣一台机器
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的亏损”，存在有其道理，双向选择。 值得庆幸的是，高端照片机打印速度相 应于压电式喷墨打印机有突出的表现， 而打印质量竟然也可以与压电式喷墨机 相媲美。想必，成龙大哥的广告效应会 进一步推动这一系列打印机的畅销不 衰。代表机型是，IP48××系列、MG 系列等。这就是东方不亮，西方亮吧， 打印机厂商的顶级较量还远远不仅于此 吧。 一枝独秀不是春，百花齐放春满 园。Brother的喷墨打印机中小企业应 用的也比较多，耗材使用经济方便。 Kodak打印机也是后来者居上。 2010年5月17日，匈牙利Own-X Corporation展示了首台Memjet打印 机。这台打印机品牌为SpeedStar，采 用Memjet技术。这台打印机是世界上目 前打印速度最快，像素最高的彩色喷墨 标签打印机。 2010珠海REMAX展会上，珠海赛 纳推出自主知识产权的激光打印机，国 内某耗材名企也计划5年后生产自己的 打印机。 2005年日本兄弟工业与京瓷针对喷 墨打印机开发出了大幅度降低电力消耗 的压电式喷头。每个喷嘴喷墨时所消耗 的电力只有兄弟工业目前喷头的1/14。 喷头整体开发由兄弟工业负责，压电原 件的制作由京瓷承担。 2009年3月，京瓷宣布，该公司成 功地在其商务打印机用喷墨头“KJ4系 列”中开发出了打印速度高于现有产品 的喷墨头，将从2010年春季开始样品供 货。主要面向要求高速度及高精细的全 彩喷墨头打印机。 桌面型的打印 机如此竞相开放，并 且如常青树，久盛不 衰。很多原厂的大幅 面打印机本身的供墨 系统就是连续的，因 为他们面向的是大打 印量的目标用户。国 产的溶剂性大幅面的
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打印机更是占有半壁江山。时间换空 间，10年以后，桌面型的喷墨打印机市 场会是什么格局，谁也不好说。 原厂墨水在品质方面有突出的表 现，除了输出色彩还原好，耐晒稳定性 高是最大的优点，这些是业内所公认 的。当然，这与原厂在墨水方面的巨大 投入是分不开的。从L100和L200原厂 散装墨水的上市，对用户来说，很大程 度上降低了打印成本，使用户得益。从 环保的角度来说，之前抛弃的仍然有余 墨的墨盒的确是对环境污染很大，现在 瓶装墨水将不会存在以上的问题，这可 以说是划时代的变革。 打印机制造厂也推出了散装墨水系 统，这是针对于打印任务量比较大的这 一部分用户市场，并非适用于所有的用 户群体。对用户来说，又多了优质墨水 的选择空间，那些在市场上曾饱受某些 低质量墨水之苦的用户来说，是一个福 音。这样，势必要带动兼容墨水厂家， 进一步提升产品质量，注重产品形象宣 传，加强售后服务。而那些一味追求低 质低价的兼容墨水可能将面临很大的挑 战。 那些品质稳定、墨水质量好的散装 墨水系统正好借助OEM厂商的宣传，往 往也能增加自己的市场份额，这时，才 能体现物美价廉的价值，大家说，墨水 质量好，连供质量稳定，售后服务保证 的厂家，这时是不是往往对他们来说竞 也是一个机遇啊。 当初生产打印机连续供墨系统的 厂商在国内有几十家，通过这几年的市 场洗礼，大部分无实力、不稳定的连续 供墨厂商已遭到淘汰，目前具有一定规 模和影响力的连供厂家也廖廖可数。国 内的连供厂商不能再为了一味降低价格 而牺牲质量，应该向国内的注重产品开 发、不断推出专利创新、不断完善产品 质量的大厂学习，这些才会在已经到来 的更严酷的市场竞争中得以生产发展。 竞争是不可避免的，换个角度说，也可 以说是大家携手并进，共同推动打印市 场健康（环保）、持续发展！
GLOBAL FORUM / 全球论坛 RECHARGEasia
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OEM UPDATE / OEM 聚焦 RECHARGEasia
Fuji Xerox Compact, Low Carbon, and Economic SLED Printer Appears in Xi'an
富士施乐小巧、低碳、经济型SLED打印机亮相西安 ——富士施乐打印机战略暨新品发布会在西安召开 日前,全球领先的文件管理专 家——富士施乐在古城西安举办了“打 印绿色：PRINT GREEN”打印机战略 暨新品发布会。富士施乐（中国）有限 公司副总裁、打印机中国区总经理苏雷 先生在会上宣布了富士施乐全面进军中 小企业市场的发展战略，并发布了面向 中小企业的新产品。5款最新A4 SLED 系列打印机及多功能一体机包括： DocuPrint CP105 b/CP205/CM205b(彩 色)和DocuPrint P105b/M105b（黑 白）。同时，为了扩大品牌知名度，配 合发力中小企业市场战略，富士施乐启 用国际知名影星梁朝伟担任形象代言人 的市场宣传活动也已大规模开展。 据富士施乐调研，全球打印机市 场仍将会以平均每年7%的速度持续增 长，到2014年，打印机市场保有量将达 到360万台（2010年市场保有量为280 万台）。同时，一些新兴国家市场正呈 现出从经济危机中快速复苏的势头，富 士施乐的业务也因此有望实现两位数增 长。为了及时、持续地捕捉业务增长机 会，富士施乐针对海外市场研发了全新 的DocuPrint系列打印机。随着该系列 新产品的发布， 富士施乐将公司业务从 价值市场进一步扩展到销量市场。而以 中小企业为主的销量市场的用户更青睐 于高品质、易操作、环境友好及高性价 比的产品。 因此，富士施乐将在业内屡获大奖 的SLED*1打印技术应用到此次发布的 入门级新品上。这一技术的应用，会在 减小打印机体积的同时，更可确保输出 品质。同时，新DocuPrint系列产品采 用了能降低能耗的新型EA环保墨粉， 其熔融温度比普通墨粉低二十几度，在 打印过程中可减少40%*2的耗电量。此 次发布的黑白产品还首次采用了富士施 乐最新研发的低光泽EA环保墨粉（EALGK墨粉），可控制黑白文件输出的 光泽度。此次推出的还有同类产品中体 积最小、重量最轻的设备。新产品的问 世，标志着富士施乐将全面出击低端打 印市场。 100
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富士施乐（中国）有限公司副总 裁、打印机中国区总经理苏雷先生在会 上表示：“富士施乐打印机业务已经取 得了稳步增长。下一阶段，富士施乐将 依托尖端的技术优势，将领先的产品、 完善的服务、打印绿色的环保理念，用 更为实在的举措惠及到更多城市的用户 及合作伙伴！”。 *1 SLED：其元件可以顺次发射光 线。 *2 减少40%耗电量有可能是在光泽 模式下（低速印刷模式要实现更加光泽 取决于纸张的光泽度）。 屡获嘉奖的SLED打印头 SLED打印头既不需要多棱镜也无 需机械旋转镜面，可实现更小的体积及 噪音。尽管有上述优势，传统LED打印 头却难以实现较高的成像质量，因为太 多的发光元件会引发光线的起伏波动， 进而导致颜色密度的不均。 针对这些不足，富士施乐研发了 拥有真正1200dpix1200dpi高分辨率的 SLED技术。同时配合DELCIS*3技术， 通过ASIC驱动芯片能够精确的综合控 制所有发光元件。此外，富士施乐采用 统一光学规格的镜头，制作了结构简 单、高分辨率的SLED打印头（1,200 x 2,400 dpi*4），在减小体积的同时，更 拥有了能与激光扫描系统（ROS）媲美 的高质量成像。LED打印头荣获了日本 技术成像协会的2009年度技术大奖。
率。DELCIS系统已在日本申请了专 利。 *4彩色机型的分辨率 节能型EA环保墨粉和可控光泽的黑色 墨粉 富士施乐研发的可控光泽黑色碳 粉—Eco-LGK墨粉，是EA环保墨粉 系列的一部分，并被首次应用在最新 DocuPrint系列的黑白机中。对于商务 打印的黑白文件和需要细小黑色阴影的 图像来说，采用低光泽的黑色墨粉是一 个巨大挑战，而富士施乐成功实现了节 能与控制光泽的完美结合。 为了大规模生产这种新研发的墨 粉，作为独家生产新墨粉的富士施乐富 山制造中心已经建立了专门生产EA墨粉 的工厂，EA墨粉的生产量也从大约8， 000吨增至10，000吨。 2008年，富士施乐首次将EA环 保墨粉应用在其生产系统中，紧接着 又应用在2009年发布的办公级彩色 数码多功能机——ApeosPort-IV 和 DocuCentre-IV系列中。这两个系列8 个型号的11款产品均荣获了2009年由 日本经济部、外贸工业部赞助举办的， 第28界节能大奖节能设备和系统类的最 高长官奖。EA环保墨粉就是其获奖的重 要原因之一。 固定感光鼓减少使用成本和消耗 最新的DocuPrint系列采用了业界 领先的固定感光鼓。用户无需更换感光 鼓，这可以减少使用成本及消耗。因此 用户可以享有更加简便、环保的操作。 在引用固定感光鼓的同时，富士施乐还 缩小了LED打印头的尺寸，使产品设计 达到最小化及最耐用。 为中国市场提供优质售后维修支持
*3 DELCIS ：一个使用专有的 SLED曝光控制技术。ASIC对所有SLED 的综合控制可以实现极精确的曝光量， 进而达到1,200 x 2,400 dpi的高分辨 www.rechargeasia.com
在中国，有将近300家经富士施乐 授权服务商，为用户提供售后维修支 持。富士施乐还引进了售后服务系统， 将可更换零件的数量减至最小，从而提 高维修速度。
OEM UPDATE / OEM 聚焦 RECHARGEasia
DocuPrint系列中拥有最好的彩打 质量—CP105 b, CP205, CM205 b 富士施乐最新发布的DocuPrint系 列中的彩色机型包括了2个单功能打印 机（CP105b*5 and CP205）和1个集 复印、扫描、打印为一体的多功能机 （CM205 b*6）。除了1200x2400dpi 的SLED打印头和EA环保墨粉之外，该 系列产品还具有其他便捷功能，如：墨
粉节省模式，可以减少30%的墨粉使用 量。而CP105b拥有最大12ppm的输出 速度和394x304x234mm的更紧凑的体 积，堪称同类产品中的最小机型。 *5 DocuPrint CP105 b: 彩机 10ppm, 黑白机12ppm(A4长边) *6 DocuPrint CP205/CM205 b: 彩 机12ppm, 黑白机15ppm(A4长边)
Epson Inkjet Printers Lead the Commercial Inkjet Market
爱普生引领商务喷墨打印机市场 近2年来，爱普生作为喷墨打印行 业领军者，推出了能够与激光打印产品 相媲美的高速商喷打印机。尤其基于全 新一代T引擎的ME OFFCE 900WD和 ME OFFCE 960FWD商喷产品，在完善 产品线布局的同时，也开启了进军商用 市场。 一、商喷vs激打 众所周知，喷墨与激打的市场争夺 战由来已久，并且日趋白热化。在2005 年时，喷墨打印机还在中国市场遥遥领 先，到2007年时喷墨和激打的市场份额 已呈平分秋色之势。之后，喷墨在家用 市场大显身手，激打则在商务应用市场 中稳操局面。近年，随着用户需求的细 分与专业化，几家大厂商纷纷打出“商 喷”牌，以求打破泾渭分明的原有格 局。 事实上，随着技术的进步，相比 传统的激光打印技术，商喷已有一定明 显优势。传统的激光打印机价格较高， 用户认为激打属高端产品，彩激价格更 高，只有少数企业买得起用得起。其 次，激光打印机后期使用成本大，而商 喷要低于激打成本。再有，目前许多企
业对节能环保低碳有较高要求，客观上 形成了商喷占领市场有利条件，这也为 与激打争夺市场增加了筹码。 二、爱普生缔造商喷传奇 商喷打印机诞生时因打印速度慢， 使用成本高被用户不看好。 当爱普生推出商用喷墨打印机 C110时，其性能就超过了普通的激光 打印机，每分钟33页的输出速度，让不 少用户体会到了商喷的优势。通过增大 打印头面积或增加打印头数量的方法提 升商喷的速度，性能的提高实现了彩色 商务，这成为商喷的最有效广告效果。 2008年，爱普生根据用户的实际 需求，推出ME3G系列产品，爱普生推 出ME OFFICE 70、ME OFFICE 360、 ME OFFICE 600F、ME OFFICE 80W以 及ME OFFICE 700FW等功能强悍多元 的商喷产品，可称喷墨时代的一个里程 碑。 2009年“商道·ME”的商喷产品 发布会在京开幕。爱普生再次推出ME OFFICE 1100、ME OFFICE 650FN和 ME OFFICE 510三款商喷产品，无论从 技术的高度、产品的广度还是应用的深 度都是一次脱胎换骨的转变，上市之后 的销量很好。 三、领航商务办公市场
爱普生 ME OFFICE 系列
从ME产品的升级换代，到企业级 产品ME OFFICE的推出，爱普生在商 喷市场上点、线、面的立体式布局， 使得它成为这一市场上主导者。爱普 生的ME OFFCE 900WD和ME OFFCE www.rechargeasia.com
960FWD两款新品，更是成为推动商喷 潮流的代表。他们的优势： 结构上：新型的单轴结构，有效 降低双面打印的故障率，可大大延长使 用期，打印负荷提升了50%。全新的进 纸方式及“柔性联动”的降噪设计，比 前一代产品有效降低了12%的噪声，加 上封闭式的机身设计，更减少了打印过 程中的噪声外泄，让用户办公高效且安 静。 耗材上：标配了有线/无线网络打印 功能，令办公更加节约能耗，支持大容 量黑色墨盒，既免去频繁更换墨盒的麻 烦，又使得成本降低。 性能上：爱普生ME OFFCE 900WD和ME OFFCE 960FWD均采用全 新研发的T引擎技术，其内置的高速自 动双面打印，可实现黑白、彩色双面打 印速度均高达36页/分钟，完全超越了 同价位的激光打印机。
ME OFFICE 960FWD商务传真一体机
随着爱普生ME OFFCE 900WD和 ME OFFCE 960FWD两款产品加大推广 力度，它的高性能在用户中占据了一定 优势，也为整个商务办公市场带来了新 的变化。 RECHARGEasia
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Discussion of Technical Terms Used in Imaging Equipment Supplies
关于影像设备用耗材技术术语的讨论 中国仪器仪表学会复印科学与工程学会 刘树果 引言 近年来，我国已成为全球生产激 光打印机、数字式复印机等光电成像设 备及器材的产地大国，尤其是光电成像 器材的再生产业发展迅猛，已经出现了 一哄而上的局面。甚至有人对使用过的 光电成像器材的功能、机能都没有搞清 楚就大搞“修复”，对自己原来不太了 解的器件、材料按方便销售命名，因此 就出现了一些概念模糊，甚至是会误导 消费者的一些流行术语。通用耗材、硒 鼓、碳粉这些流行术语就是在这种背景 下产生的。 中国光电成像器材已经发展到迫切 需要在技术标准性的指导下规范自己行 为的时刻了。制定和修改技术标准首先 要统一对特定的器件或材料的技术术语 进行规范。我们相信经过近十年的学习 与实践，靠知识和科学发展的理念有能 力利用汉语对各种光电成像器件、材料 进行科学的定义。我们需要谦虚地弄清 楚外来的技术术语的真正含义，也就有 能力从中国文字宝库中找到正确表达这 些技术术语的中文描述，不会再出现把 “Cartridge”叫做硒鼓；硒鼓是“Se drum”，而不是“Cartridge”。不要 蒙不懂中文的外国人，强词夺理的向 人说：硒鼓是“Cartridge”,不是“Se drum”。笔者认为中国发展到今天， 我们有必要建立起跟世界对话的标准技 术术语，无知的强词夺理会把中国人的 脸面丢光。 一、流行语及产生的背景 在目前的中国光电成像器件材料行 业的各类刊物及产品广告中使用频率最 高的技术术语的流行语是：通用耗材、 硒鼓、碳粉。 通用耗材的称呼源于中间商及卡 盒再生商，所谓通用耗材是针对原产商 生产的专用耗材而言，原产商强调不同 型号的影像机器必须用专用的易损件及 墨粉，而在本世纪之初，国内中间商发 现，某些代用墨粉及有机光导鼓在不同 机型的打印机或复印机都可以使用，于 102
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是他们把自己的这一重大发现，用在自 己经营的产品上。把它美化成有“万 能”特点，把自己发现的代用粉称之为 通用耗材，通用耗材实际上把墨粉及光 导鼓的产品标准降到了在刚刚开始使 用时能够让最终用户认可的程度。就 产品的可靠性而言，严格地说，不存在 通用墨粉及通用光导鼓。用于低速打印 机且符合品质标准的墨粉，用在高速打 印上，可以印出字，但它的耐久性及图 像品质、定影牢固性肯定有欠缺，它在 低速上是合格的，但在高速机上它就变 成不合格品。反之适用于高速机的墨粉 或光导鼓在低速机上也可以印出字，但 图像品质肯定有一定的问题，在某些用 户那里可能出现图像密度下降，呈现底 灰，甚至出项offset现象。 把“Cartridge”称之为硒鼓最早 起源于精英密集的中关村科技街，部分 经营激光机打印机的人并不了解其成 像的原理，当时受一本介绍激光打印 机的小册子的误导，把形成静电潜像 的有机光导鼓说成是硒鼓，有人带头 把“Cartridge”叫了硒鼓，就连头顶 硕士、博士的人也跟着叫，最后发展到 连全球最大的激光打印机运营商也把成 像卡盒叫硒鼓。因为外国人要听中国那 些精英的解释，他们也就信了、认了。 这是个典型在乱世中产生的技术怪胎， 其实“Cartridge”在上世纪八十年代 最早出现在个人用的佳能PC小型复印 机上。之前，从美国施乐推出全球第一 台静电复印机之后，光电成像技术发展 非常快，但常常因为易损件的性能下降 或损坏，使复印机运行故障率很高。日 本佳能公司寄予降低复印机故障率的 考虑发明了卡盒，它是把容易损坏的 感光鼓、刮板、显影辊等集成在一个 盒内，用加粉的多少控制印张数，还 没等到出现因器材故障就淘汰了卡盒 〈Cartridge〉，这就是无故障复印机的 诞生。而后这项技术广泛运用在激光打 印机及数码复印机上。 “Cartridge”最早译成中文叫暗 盒或卡盒。暗盒表示它的性能，有遮光 www.rechargeasia.com
保护光导体的作用，卡盒表示它与主机 相连的联结方式，这样命名都是有道理 的。唯有把“Cartridge”叫做硒鼓实 在是没有道理，可以说是中华文化的耻 辱。 还有把静电显像墨粉叫碳粉，我 印象中是从香港传入的。上世纪末，香 港人把激光叫镭射，光导鼓叫晒鼓，把 显像墨粉叫碳粉。我们无可评价，因为 香港是商贸之都，那些做生意的精英们 往往都比较的谦虚，你问他为什么这样 叫，他会说我是做生意的，技术上的我 不懂。大陆的精英就不一样了，自己成 为了商业奇才之后，又戴上了技术家的 帽子，就不能承认自己不懂了。 二、技术术语实现标准化的条件 1.光电成像技术术语的定义应符和 以下原则 不管采用中文还是英文表达，都 准确的反应出它的真实含义，相互翻译 不会产生误解。光电成像器件、材料的 命名，应体现出科学发展观及历史的延 续性，以其功能命名是普遍传统的方 法，也是好方法。例如，复印机、传真 机、光导鼓、墨粉都属于这个范畴。他 们的名称不会因为采用新的技术而使其 名不符实。日本把激光打印机叫激光印 字机，我们应心平气和的讨论一下叫印 字机好，还是叫打印机好。“打”字有 机械式动作的痕迹，对表述技术进步不 利，在以后制定或修改标准时应考虑这 个问题。 2.有了实事求是的科学态度，就能 从误区走出 在信息化高度发展的今天，作为经 济规模大国的中国一直以方块文字的中 文做信息交流的工具，中文能完美表述 任何事物已是不争的事实，在光电成像 技术领域我们也应有充分的表现。科学 而准确的命名是制定技术标准的前提， 是今后产业发展的所求，为了铺垫技术 发展健康之路，我们要以平静心态回归 到追求真理的朴素起点，只有如此才是 明智之举。在现代信息交流的各种平台
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上，交流讨论纠正这些已习惯使用的流 利语是解决问题的最好方式。笔者将罗 列出目前在行业中流利的典型技术术语 进行比较，希望各抒己见，无私无畏的 批判取舍。 三、技术术语的含义和比较 1.耗材 耗材即消耗材料，原是印刷行业的 流行语，特指印刷油墨和纸张。因为在 生产印刷品的过程中，把纸张和油墨当 成被消耗掉的原料，所以把它叫做印刷 耗材。 现代办公室及个人用的激光打印 机、数字复印机，在完成制作文件工作 中也要消耗纸张〔其他记录介质〕和墨 粉；也是把纸和墨粉作为制作文件的原 料。而且习惯把用在打印机的纸和墨粉 叫做打印耗材，把用在复印机上的纸和 墨叫复印耗材。其实现代的激光打印机 与数码复印机没有本质的区别，都是采 用光电成像技术的影像设备，所用的纸
和墨粉的技术体系相同、性能相似，甚 至在速度相近的机器上可以通用。 近年来，在高速复印机基础上而 产生的电子印刷机正在迅速的发展，它 可以省去传统印刷工艺的制版程序。通 过现代通信网络实现分散印刷，即传即 印，不仅可节省报纸刊物的搬运费用， 也大大提高了客户的是获得信息的速 度。这种极为有前途的电子印刷机所用 的消耗材料也是纸张和墨粉。笔者认 为，既然纸和墨是电子印刷，打印，复 印等设备的消耗材料，是否可以把它们 统称为泛印耗材更为合适。以多功能一 体机用的耗材为例，你说它是打印耗 材，还是复印耗材，也就是说非把本来 同性质的东西，说成是不同的是没有意 义的。 现在，有人把成像的卡盒〔 Cartridge〕及其中的光导体、磁辊、充
要是性能的消退，但主体组成物质是没 有发生灭失，而消耗材料是在产品制作 中将其自身转移到产品之中的被用掉的 材料，具体而言，泛印耗材是印品的原 料，在泛印过程中它变成了印品的成 份，而原来的纸与墨被消耗掉了。 2.通用耗材 通用耗材是影像器材再生行业的 使用频率最高的流行语，通用的中文含 义是普遍能用的意思，夸张的说就是万 能的耗材，简言而之，业内所指的通用 耗材应该指用在什么机器上都行的纸和 墨。纸的通用性比墨的强些，但也不存 用之四海皆优的纸张。不同的机器用纸 对纸张的挺度、导电性都有不同的要 求。墨粉的通用性更是有限，墨粉有正 电性与负电性之分，有磁性与非磁性之 分，有用于低速机、中速记、高速机之 分。笔者认为，对于当今世界的影像机
电辊、刮板等易损器件也说成是耗材那 是不对的。易损件与耗材是两个概念。 易损器件在使用的过程中发生变化的主
器，不论是打印机、复印机、电子印刷 机都不可能找到能通用的耗材。贩卖鼓 吹自身生产经营的产品是通用耗材
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关于影像设备用耗材技术术语的讨论
续
有行骗嫌疑。 3.兼容耗材 兼容耗材实际指的是能与原装墨 粉相容的代用墨粉称为兼容墨粉或兼容 耗材。所谓相容是指加入代用墨粉后不 使印品像发生变异的现象，不发生图像 变异的条件是：要使代用墨粉表面功函 数与原装残留墨粉表面功函数相近，这 样两者相混时才不会发生电子转移而产 生大量反极性粒子。对于从事鼓粉一体 化的卡盒再生或生产新卡盒的厂商，可 不必要求新充填的墨粉与原袋的墨粉兼 容，只要把旧的卡盒里的残留清干净就 可以了。 4.再生耗材 再生耗材应包括再生纸和再生墨 粉；再生纸是利用回收旧纸张做原料而 制成的纸张；在发达国家很多人以使用 再生纸来作为他对保护地球资源与坏境 的行动标志。而在我国，纸张经销商往 往要在包袋上特意注明他卖的纸是纯原 木浆制作的，因为这样才好卖。 再生墨粉也是利用从拆解卡盒的 工厂回收废墨粉做大部分原料而生产的 墨粉。衡量废墨粉是否已经再生的方法 就是按着评价墨粉的标准去检测它的 主要指标，如果它的图像密度大于1.3
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（黑），底灰少于0.01，转印率达到 80%以上，我们可以承认它是再生品。 5.卡盒（Cartridge） 卡盒应属器材，它包含功能器件及 作为耗材的墨粉。功能器件中的主要是 光导鼓、充电辊、显像辊、清洁刮板； 塑料件包括显像仓、废粉仓、传动齿 轮、间隙控制轮等，卡盒中的功能器件 由于机械磨损会造成其性能下降，其中 光导鼓还会因光致及场致作用而使其寿 命降低。 卡盒的功能是把含有文字图像信息 的光信号转换成电荷潜像和可见图像； 简而言之，它起着成像的功能。如果以 功能命名，卡盒应叫成像卡盒，应该说 这是最准确的叫法。为了节约资源，近 年来已有把成像功能的卡盒与粉盒分 离，像京瓷采用硅光导体的成像卡盒寿 命就大大提高了，一个粉盒的粉用完后 可再换一个新的粉盒接着用。这种思路 是对的，像这样的不装墨粉的卡盒仍然 可以叫成像卡盒，而只装粉的卡盒就成 为名副其实的粉盒了。 此外，还有按卡盒的组成结构命名 的叫法，例如，把卡盒(Cartridge)叫鼓 粉盒。到底如何命名更能反映卡盒的本 质，更能经得住技术进步的考验，这要
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靠我们的智慧和求真的精神。 在谈到卡盒命名的这个议题时， 我们不得不再批判“硒鼓”了。硒鼓是 “Se drum”不是“Cartridge”希望卡 盒生产厂要有勇气把产品名称更正为 成像卡盒。你实在不认可也可以， 把 “Cartridge”当作是外来语叫“卡垂 儿”也比叫”“硒鼓”光彩。 6.墨粉 “Toner”最早译成中文的名字是 色调剂，而且写进了我国早期技术标准 的文件中了，其实Toner的本意是在静 电成像的过程中能让潜像变成可见图像 的有带电的功能着色粉体。色调剂只是 广谱的着色体，不能准确反映Toner的 本质，如果加上静电粉体四个字作为它 的定语还是可以的，即Toner是静电粉 体色调剂。其实制作Toner的现代原料 组成与我国2500年前春秋时代已经流 行的固体墨块的组成是相似的，中国古 代的墨是用天然树脂虫胶或树胶加烟灰 为主要原材料而制作的。现代的黑色 Toner也是由树脂加炭黑、铁黑为主要 成分的原料制作的，不同的只是现代的 树脂是人造合成的而已。所以把Toner 说成是墨粉是恰当的，它不仅包涵有中 华文化的蕴底，而且它能反映出Toner 的形态，中国描述的墨本来就是有书写 文字和表现图像的功能，所以把Toner 翻译成墨粉是无可非议的。 Toner的其它流行语还有显影剂、 碳粉。把Toner说成显影剂容易与使 银盐相纸显影的显像药液相混淆。把 Toner说成碳粉容易误导人们认为Toner 是木炭磨成的粉。特别是生产墨粉的厂 家不要在自己的产品上打上碳粉的字 样，学者写文章也不要把错误的流行 语写在文雅的文章中。只要生产厂、作 者、编辑达成共识，共同努力，我们是 可以纠正那些谬误流行语了。让广大消 费者知道，“硒鼓无硒，碳粉无碳，通 用耗材不通用”才是真相。
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Cartridge Use Is Also a Science: Exploring the Real Reason for Slow Printing Speed
墨盒使用也是一门学问 市场上墨盒的型号种类众多，但无 论是原装或兼容墨盒，它们外形各异， 但基本原理上是相同的，墨盒一般分为 两大类：一是分体式墨盒，二是一体式 墨盒。墨盒的使用不是装上就能用了,使 用墨盒的里面是有大有学问的。下面， 与大家共同分享一下心得。 安装墨盒 1.当新打印机买回来，第一件事就 是安装墨盒。新墨盒安装前务必撕开净 气孔封条（封条一般是用有颜色的贴 纸—），并确保每个气孔完全通畅，然 后将其安装到打印机上，扣好保护夹。 2.在新墨盒装好之后，必须对喷墨 打印机的喷嘴进行检测，当你看到打印 图案断线或某种颜色打不出来时，则需 要清洗打印头。 3.在这里提醒一下初次接触打印机 的朋友，某些打印机如果其中一个墨盒 墨水用完或未安装时，即使是其它墨盒 里面有墨水，也可能会造成打印机无法 正常工作。 4.墨盒安装后，在正常的情况下不 要取出墨盒，否则有可能会造成墨盒无 法使用。 更换墨盒 一般在墨盒的墨水用完后，打印 机的墨盒指示灯就会亮起，这个时候就 需要更换墨盒。要注意墨盒装入打印机 后，打印机未辨认到墨盒之前，不要取 下，否则可能会因空气进入喷墨嘴而影 响打印效果，或电脑显示的墨量会产生 误差，影响正常使用。喷墨打印机一般 在一星期内应开机打印，如果长时间不 使用，可能会造成喷头堵塞。当你长时 间没有使用打印机的时候，应通过打印 机程序进行清洗，直到喷嘴检测正常方 能开始打印。 墨盒的储存 1.把墨盒保存在室温环境下，不能 放在阳光、强光线和热源旁边。 2.如果墨盒没有安装打印机使用， 就不要撕开墨盒的外包装。
3.当墨盒在拆封后，应该要尽快安 装到打印机上，长时间与空气接触，有 可能会引起墨盒漏墨水或喷不出颜色。 为达到好的打印效果，最好在安装墨盒 的6个月内使用完。 清洗与自检打印头 1.清洗与自检打印头我们需要通过 电脑进行操作，利用打印机软件的应用 工具。 2.如果对墨盒进行墨水填充则需 要进行清洗，一般要清洗打印机头2-3 次。 3.每次清洗完打印头后，都要进行 喷嘴检测。 4.当多次清洗后发现打印质量没有 改善，不要急于取出墨盒，建议让它在 机内暂放几个小时，其效果可能会有改 善。 判断墨盒是否有墨 一般在打印机墨盒内墨水在耗尽 之前，会有些前兆，大约有以下几种情 况： 1.首先会是打印质量下降，如：发 现黑色变浅、彩色偏色，或打印的时候 有地方是空白。 2.每次开机打印时，前面几张的效 果还可以，但打多了会发现字迹明显变 浅，甚至消失，成为空白纸张。停止打 印一段时间后，再执行打印，还会出现 类似的问题。不过字迹越来越浅，直至 首页字迹也很浅，甚至空白。 3.打印机在脱机自检的时候根本不 能上纸，而是墨盒指示灯闪烁。这时可 能是墨盒安装不当造成的，你重新安装 墨盒后，故障依旧的，就需要更换新墨 盒了。 墨盒使用注意事项 1.墨盒在安装前，不能长时间倒 置，并且要避免强光照射或高温环境。 2.在打印的过程中，打印机的“墨 尽”指示灯闪烁时，则表示墨盒内的墨 水即将用尽，这时候它仍可连续打印数 张，直到打印机的指示灯停止闪烁，这
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时就应该更换墨盒。 3.墨盒拆封后应立即安装到打印机 上，要防止空气中的灰尘与喷头接触， 造成堵塞。 4.在新墨盒安装打印机后，最好执 行打印头清洗2-3次，直到自检图案符 合要求。因为墨盒在生产过程中，虽经 过抽真空处理，但海绵中有时仍会有少 量空气存在，在长途运输中可能使少量 空气上升至出墨口，导致影响打印效 果。 5.影响打印质量的因素有很多，除 打印机硬件的原因，还有墨盒质量、打 印介质等，还有图片的清晰度都有关 系，用户多了解相关的知识，有助于遇 到打印质量下降时的正确判断。 6.打印机保证正常的工作状态，即 使工作不需打印时，也要做到每周打印 一次。 7.在打印机工作时，不要将手伸入 打印机或触摸墨盒。 8.要注意墨盒的有效期限，不要使 用过期的墨盒，以防造成打印机的损 害。
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如果您有任何关于 再生方面的技 术问题,您可以联系我 们，获得帮 助。我们也将非常 高兴的与您一 起分享您关于打印 耗材再生方面 的经验和心得。
RECHARGEasia
• FEBRUARY 2011 • 105
CHINA CORNER / 中文快讯 RECHARGEasia
美研制3D食物打印机 放入原料输出美味
爱普生公司进行打印耗材 回收活动
US Development of 3D Food Printer: Raw Snack In, Delicate Cuisine Out
Epson Conducts Printing Supplies Recycling Activities
据英国媒体日前报道，美国纽约康奈尔大学一批科学家 正在研制一款“3D食物打印机”，好像打印文件一样把食物 “印”出来。从今以后，“亲自下厨”又多了一个新含义。 这是康奈尔大学“Fab@home”研究计划的其中一个项 目。科学家们正研发的这部“3D食物打印机”的操作原理和 我们现时常用的计算机打印机差不多，当然，它使用的不是 墨盒，而是把食物的材料和配料预先放入容器内，再输入食 谱，按掣，余下的烹制程序会由它去做，输出来的不是一张 又一张的文件，而是真正可以吃下肚的食物。 研发“3D食物打印机”的项目负责人利普顿教授表示， 现阶段“墨水”仅限液体或胶状物。不过，研究团队正研究 将非液体食材转化为易于注射的材料。利普顿说，使用者可 利用电子图纸控制食物风味、材质和其他特性。比如，可经 由调整“食谱”和打印机滑槽制作更为薄脆的小饼干。研究 团队已成功“打印”出嵌入字母的小甜饼。这款打印机不单 可以如法炮制出美味佳肴，还可以人性化地改变或者改良这 些食品。“如果你想吃饼干，同时又希望它们比普通的饼干 更薄更脆，调整一下食谱就可以了。”他说。 美国伊利诺伊州芝加哥市莫托餐厅名厨霍马罗·坎图告 诉记者，他已利用食物打印机制作出寿司。坎图说，使用食 物打印机制作食物可以大幅缩减从原材料到成品的环节，从 而避免食物加工、运输、包装等环节的不利影响。
爱普生（中国）有限公司近期公布，用户将用过的任意 一款爱普生正品墨盒或成像卡盒，在2010年12月10日至2011 年2月28日期间，送至爱普生4S活动地点，现场可获得制作 的个性照片一张及生态小礼品一份。 爱普生通过回 收的墨盒、成像卡 盒，进行无害化处 理后，将其变成再 生资源，制造新的 产品，促使废弃的 耗材形成良性的循 环。“小礼物”是 感谢用户参与环保 活动。礼物虽小，意义深远。对于这样一个用户基数庞大的 市场而言，产生的低碳节能是巨大的资源利用。 爱普生作为一家‘与自然为友’的企业，会持续投入， 完善环保回收体系，搭建环保回收平台，并继续在25家4S店 开展耗材回收环保活动。 从2001年爱普生（中国）有限公司开始耗材绿色回收计 划，在中国推广实施的一项环保行动。通过设立回收网点接 受客户咨询、与企业客户签订回收协议上门回收、结合积分 鼓励客户等形式，持续开展活动。同时，爱普生也非常重视 下一代的环保意识的培 养，在人民大学、中央民 族大学开展了校园电子废 弃物回收宣传活动。2011 年将继续与中国绿E行动 组委会合作，在小学校推 广电子废弃物的环保回 收。
WeP公司将向印度推出 世界上速度最快的彩色打印机 WeP India Company Will Launch the World's Fastest Color Printer 印度员工数量最多的企业WePPeripherals日前宣布将与 高速彩色印刷技术供应商Memjet一起向印度推出世界上速度 最快的彩色办公打印机。这款产品采用了Memjet的突破性技 术，能达到60页/分钟的生产速度，并因此成为了印度乃是全 世界速度最快的彩色打印机。 据了解，这款产品将在美国拉斯维加斯举办的2011年 国际消费电子产品展上与广大观众见面。WeP公司总经理兼 首席执行官RamN.Agarwal说：“我们很高兴能将这款集高 质量、高速度和高性价比于一身的彩色打印机介绍给广大客 户。希望我们能借助这款产品强化自己的打印机产品线。”
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上海查获仿名牌打印耗材 Shanghai Seizes Counterfeit Name-Brand Printing Supplies 日前，上海市质监局稽查总队会同市公安局经侦总队， 对龙吴路2588弄37栋803号出租房进行突击检查。检查过程 中，查获大量假冒打印耗材，其中大部分硒鼓、墨盒均为仿 冒名牌HP、Canon的假冒伪劣产品。根据初步审查了解，这 户房屋系吉林来沪人员曹某、梁某租赁，他们采取家族式生 产方式，买来标签、耗材进行灌制“名牌”墨盒、硒鼓。目 前，关于此案件的详细案情正在进一步调查中。
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CHINA CORNER / 中文快讯 RECHARGE asia
三大行业市场加速中国高速扫描仪销量增长 Three Industry Markets to Accelerate Sales Growth in China's High-Speed Scanners 国家十二五规划将信息化提到了新的高度，银行、保险、 电子政务等行业整体信息化的不断深入，尤其是银行领域的 业务流程的不断改进，有力的推动了具有超强信息处理能力 的高速扫描仪市场。IDC 发布的《中国高速扫描仪市场季度 跟踪报告（2010 年第三季度）》显示，2010 年前三季度中国 高速扫描仪市场整体出货量为 52,415 台，环比增长 10.9%， 同比增长 31.9%，预计 2010-2014 年的年复合增长率将达到 8.1%， 2014 年中国高速扫描仪市场的销售收入规模将达到 1.8 亿美元。 IDC 中国计算机系统研究部高级分析师霍原光认为，随 着客户验印系统和支票影像交换系统在银行业的逐渐普及， 保险业保险单证件及档案资料影像的快速流转，以及以第六 次人口普查、法院的文档电子化等为代表的政府行业在业务 改造和管理要求上的不断提高，具备高效专业处理能力的高 速扫描仪产品迎来了新的快速增长期。随着主流厂商的积极 推广以及重点行业应用的逐渐细分，功能更强、性价比更高 的产品逐渐获得行业用户的青睐，用户也逐渐从技术的深度 和应用的广度上对厂商提出了更高的期望。 国内高速扫描仪市场目前呈现出如下特点 ： 第一、基于对业务效率提升的要求，部门级产品线 (2640PPM) 逐渐成为市场主流。这与行业用户对产品的性能要求 有密切的关系，从票据业务流程改造，到数据中心整合 ；从 保单影印资料的流转，到档案资料的汇总 ；银行业和保险业 对高速扫描仪产品的需求量猛增，尤其是国有银行和股份制 银行的超强购买力，对主流厂商的业绩提升起到了关键的推 动作用。 第二、电子化政务是高速扫描仪的另一个主要应用领域， 将汇集的文字和图像资料电子化是该领域的主要应用，各类
全国性普查和各级法院、档案局等对高速扫描仪产品的需求 表现得尤为突出。虽然一体机产品会影响部分用户购买专用 扫描仪，但专业化和高效能的优势让高速扫描仪在相关领域 占据着不可替代的地位。 第三、以富士通和柯达为主流厂商的高速扫描仪市场今 年以来加快了产品线的整合，不断推出性价比更高的产品， 完善了各扫描速度段的产品线，并配合专业化的解决方案， 有利的推动了银行、保险和政府三大主流行业的购买需求， 而佳能、松下、虹光等高速扫描仪市场的二线厂商作为中间 力量，也逐步切入热点行业，并脚踏实地的拓展着教育、物流、 税务等电子化程度逐步提高的准热点行业，成为高速扫描仪 市场的新兴力量。 综上所述，随着全球金融市场的开放和信息化的不断拓 展，其竞争愈加激烈并带来了银行业和保险业电子化系统的 高速发展。同时，中国城市信息化建设的深入，也为高速扫 描仪市场展现了美好的发展前景。IDC 预测，在未来三到五 年的时间里，依托三大行业专业应用需求的不断扩大以及更 多细分行业的电子化需求，高速扫描仪市场将逐渐成为 IT 传 统市场的一股新生力量。
方正电子重点推广彩色宽幅喷墨印刷设备 FangZheng Electronics Focused on the Promotion of Color Wide-Format Inkjet Printing Equipment 日前，2010年全国印刷经 理人年会隆重召开。北京北大方 正电子有限公司（以下简称“方 正电子”）产品规划总经理赵杰 在演讲中指出，方正电子将于 2011年重点推广其彩色宽幅数码 印刷设备。赵总认为，目前印刷 业被分为四个阶段，分别是激光 照排时代、CTP时代、数码印刷 时代和喷墨印刷时代。方正电子 从成立之初就引领我国激光照排 时代的发展，目前，方正电子正
处于CTP时代和数码印刷时代之 间，并对对喷墨印刷进行技术积 累，所有工作稳步推进中。 从2004年起立项研究算 起，方正电子喷墨印刷已经走过 6年的岁月，相关设备也日臻完 善。先期上市的桀鹰H300喷墨 系统已经取得巨大的成功，而其 完整的喷墨印刷解决方案也逐渐 成熟。赵总表示，方正电子将在 2011年重点推广彩色宽幅数码印 刷设备。 www.rechargeasia.com
RECHARGEasia
• FEBRUARY 2011 • 107
CHINA CORNER / 中文快讯 RECHARGEasia
未来5年全球将增加1000台 喷墨印花机
莱盛成为巴川碳粉 中国北方指定渠道商
Five Year Forecast: Global Inkjet Printer Population Will Increase by 1000
Beijing Laser Becomes Bachuan Toner's Designated Agent in Northern China
喷墨装饰系统在陶瓷上的应用在2000年CEVISAMA(西班 牙瓦伦西亚陶瓷卫浴展)上首次掀开它的神秘面纱; 2005年， 西班牙首次进行数码喷墨设备的工业测试;2006年，意大利生 产企业NAXOS和MARAZZI首次安装数码喷墨设备。 截至2010年，全球共有370台数码喷墨设备正在使用中(包 括实验室绘图设备及第三次烧制设备)，其中西班牙有180台(占 世界已安装数码设备的将近一半)，意大利有115台(占世界已安 装数码设备的近三成)，其余75台分布在中国等22个国家。 据Proiecta公司Vincenzo Palumbo预测，在未来5年内， 全球将增加1000台喷墨印花机，新增设备主要投放在印度、 中国、伊朗。 目前，大部分喷墨技术红色的表现不太理想。原因有 二：第一是喷墨技术对于墨水细度有要求，细度小了之后， 颜色颗粒的反射度就会减弱;第二，红色材料本身又很难发 色，于是就加重了这个问题的产生。 喷墨技术与原有的印刷技术不是谁取代谁的问题。喷墨 有自己的数码、图案丰富性的特点，对一些特殊复古砖的处 理方面也较有优势，但是在成本、生产规模等方面也有它的 局限性，所以说它们需要不断融合改进。 由此可见，喷墨印刷设备必将进入在发展中成熟、在成 熟中发展的新阶段。
近日，北京莱盛高新技术有限公司被香港能率国际控股 份有限公司（日本巴川碳粉指定分销商）授权，成为中国北方 七省两市一区指定渠道商。 作为日本巴川碳粉指定分销商的能率国际将与北京莱盛 一起整合国内资源，共同拓展国内市场，为用户提供种类更加 丰富，品质更加稳定的碳粉产品。
惠普扩大全球打印机市场份额 HP Expands Global Market Share 据国外媒体报道，来自IDC的数据称，惠普进一步扩大 了其在美国乃至全球打印机市场所占的份额。IDC的报告称， 2010年3季度，全球有3100万台打印机的销量，销售额上升 17%。这个销售成绩与经济衰退前的情况持平。 其中惠普激光打印机的销量为13422936台，占整个市 场份额的44%，比2009年同期提高21%。排在第二位的是 佳能公司，销量为5363255台，占整个市场份额的17%，比 2009年同期提高6%。排在第三位的是爱普生公司，销量为 4356449台，占整个市场份额的14%，比2009年同期提高 11%。排在第四位的是三星公司，销量为1662578台，占整 个市场份额的5%，比2009年同期提高21%。 另外，在美国计算机外设产品市场中，惠普销量同样领 先，2010年3季度销量为3735761部，占55%，比2009年同 期增长8%。排在第二位的是佳能公司，销量为879200台， 占整个市场份额的13%，与2009年持平。排在第三位的是 爱普生公司，销量为475056台，占整个市场份额的7%，比 2009年同期降低5%。 108
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中国反倾销调查欧美日相纸 European and American Anti-Dumping Investigation on Chinese Paper 中国商务部昨天发布公告表示，中国将从23日起对原产 于欧盟、美国和日本的进口相纸产品的倾销、倾销幅度及其 对中国大陆相纸产业的损害、损害程度进行调查。 公告中称，本次调查确定的倾销调查期为2009年7月至 2010年6月，产业损害调查期为2007年1月1日至2010年6月 30日。 商务部2010年11月8日正式收到股份有限公司代表国内 相纸产业提交的反倾销调查申请，请求对原产于欧盟、美国 和日本的进口相纸产品进行反倾销调查。 初步证据表明，乐凯胶片相纸产量在2007年、2008年、 2009年、2010年1至6月占同期中国同类产品总产量的比例均 为100%，符合《反倾销条例》有关国内产业提出反倾销调查 申请的规定。 乐凯胶片是中国最大的感光材料制造商，其主要产品包 括胶卷和相纸。相纸主要用于冲扩照片，在艺术、广告、宣 传、证照管理、刑事侦查、航空航天和国防等领域也被广泛 应用。
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CHINA CORNER / 中文快讯 RECHARGE asia
艾派克Epson新七触点 兼容芯片研发取得阶段性成功
“粉量控制系统” 助力富美品质管理体系提升
APEC's Epson-compatible Chip R&D of New Seven-PointContacts Makes a Successful Market Entry
"Powder Volume Control System" FuMei Powder Management System Boosts Product Quality
2010年4月，Epson公司陆续向全球不同区域发起了新一 轮喷墨打印机销售热潮。作为喷墨打印机全球市场份额最大 的品牌之一，EPSON一直通过技术升级将打印机更新换代。 这次也不例外，新推出的打印机绝大多数型号都采用了全新 七触点带传感器芯片，加密方式进一步提高。 面对来自原装企业前所未有的压力，我们将始终与我们 的客户站在一起，充分利用我们在兼容耗材芯片行业领先的 技术优势，继续秉承我们“为客户提供最快、最好、最新、 最优的芯片解决方案”的理念，率先担当起攻克新的技术壁 垒的使命。 自这一业内关注度很高的系列新机型推入市场以来，我 们就积极投入了巨大的人力、物力来研发该系列兼容芯片， 日前终于取得了阶段性的成功。相信通过不懈的努力，我们 会再一次以最快的速度率先推出该系列兼容芯片，打破2010 年兼容市场沉寂已久的僵局，为长期支持并信任我们的客户 送上新年的第一份大礼。让我们拭 目以待，共同期待它的诞生！ 敬请关注艾派克Epson新七触 点芯片的进一步研发进度。更多其 他新品详情，请登录珠海艾派克官 网www.apexmic.com查询，或直 接联系您的客户经理。
为使科研技术更好地应用于销售与服务，提升公司品质 管理体系水平，日前，在富美科技研发中心、信息化中心、 品质管理部等多部门的联合研发及生产管理部的配合下，公 司“粉量控制系统”进入上线调试阶段。该系统集远程控 制、现场操作、产品追溯等功能于一身，能够对富美硒鼓的 碳粉量进行即时控制，大大完善了公司的质量管理体系。 届时，富美科技各办事处只需登录公司业务操作平台， 输入产品唯一识别码，即可轻松查询初始碳粉量，且不受打 印状态影响。该控制系统的研发成功，将为服务一线质量投 诉解决方案提供有力的数据支持。
日本研发新技术 佳能打印机变芳香制造器
图为山东省副省长李兆前(左一)、韩国环境部次官文廷虎(右一)、日 本贸易振兴机构理事长林康夫(左三)、山东省环保厅长张波(右二)共 同参观富美绿博会展厅。
Japanese R & D New Technologies 对日本人而言，礼物包装与礼物本身的意义同等重要， 从而使包装艺术本身上升为一件视觉礼物。因此，日本科学 家正在研制艺术纸，使之散发出与显示图片相同的芳香。 冈田健一和他来自东京庆应大学的团队开发了一种技 术，希望重现被打印物体的芳香。尽管一擦就能闻到香味的 技术并不是什么新技术，冈田团队需要解决的是同步图片与 香味。 该团队出席美国计算机协会（Association for Computing Machinery）在意大利佛罗伦萨举办的多媒体会上展示了其研 究成果：将一款佳能喷墨打印机改造为通用嗅觉显示器，使 之喷出香气而非墨水。 在测试香味喷射时，他们发现，喷射100毫秒的香气能够 使两个人闻到香味，不同香味可迅速转换。科学家们成功演 示了苹果、肉桂、葡萄柚、薰衣草、柠檬、薄荷和香草的香 味。
ATTA 新动态: ATTA New Developments 2010年，ATTA公司注重科技创新，投入大量研发经费， 不断推出新产品，目前自主研发的加热片和定影膜销量已占 据一定的国内外市场份额。尤其是应用于高速打印机和大幅 面复印机上的产品，已拥有多项专利技术，得到业内专业人 士和国外客户的广泛认可。 此外，我们也一直倡导低碳环保的经营理念，现在已积 极地将RoHS 环保理念融入各项产品研发和生产之中。 同时在2010年，公司的徽标 已被国家 商标局认可，这是我们的承诺，也是我们给您的保证。
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珠海4科研项目获千万资助 Zhuhai's Four Research Projects Are Funded by Millions 日前，珠海市科工贸信局发布消息称，珠海市中航通 飞、天威飞马、丽珠集团等3家企业以及珠海创新水产科技中 心的4个项目近日获得2010年度广东省“粤港关键领域重点 突破项目”立项，资助总额达1003.5万元，立项资助总额为 历年之最。 据介绍，上述获得资助的项目分别为中航通用飞机有限 责任公司的“大型水陆两栖飞机数字化设计”，天威飞马打 印耗材有限公司的“具有自主知识产权的彩色碳粉关键技术 突破及产业化”，丽珠医药集团股份有限公司的“中药大品 种参芪扶正注射液的二次开发”，以及创新水产科技中心的 “水产养殖专业镇共性技术创新平台”。 据悉，“粤港关键领域重点突破项目”由广东省与香 港特别行政区共同设立，旨在充分发挥粤港两地资源互补优 势，以两地支柱产业的关键和共性技术为切入点，组织科技 攻关，实现重点突破，促进粤港两地产业国际竞争力的提 升。粤港关键领域重点突破项目招标从2003年实施以来，珠 海市已有25个项目获得立项，支持金额达4243.5万元。
拱北海关专家向耗材企业介绍 如何避免出口产品通关时侵权 Gongbei Customs Explains How to Avoid Infringing Customs Clearance of Export Consumables “只需要在产品出口包装上规范标识，就可以避免通关 时的侵权风险”。日前，拱北海关的部分贸易专家来到珠海市 耗材行业2010年最后一期耗材新产品、新技术推介会，向珠 海耗材企业介绍如何避免企业出口产品通关时的侵权风波。 目前珠海有近600多家耗材相关企业，总产值超过100亿 元。但兼容再生打印耗材产品在通关时经常容易陷入侵权纠 纷。市耗材行业协会秘书长张涛介绍说，比如某企业的产品将 应用于爱普生打印机型，那么在商品标识中应当合理包装，按 照要求，不能突出显示“爱普生”字样，以免误导消费者认为 就是该品牌产品。 据海关方面统计数据显示，由于珠海耗材企业不了解相 关知识，每年出口产品通关不畅顺情况比例较高，据统计， 2007年拱北海关查获的我市兼容耗材产品侵权案件11宗， 2008年12宗。张涛介绍，今年拱北海关查获我市兼容耗材产 品侵权案件仅为4宗。作为全球兼容耗材的主要生产基地，我 市已成为国内外耗材行业采购、生产配套、研发、销售的集结 地。因此，耗材企业在包装标识上应该规范。 此次耗材新产品、新技术推介会由珠海市耗材行业协会 主办，珠海市科技工贸和信息化局和中国计算机行业协会协 办。
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格之格中标 国家税务总局政府采购 G & G W i n s B i d to Prov i d e S u p p l i e s to t h e S t a te Administration of Taxation of Government Procurement 2010年全年，格之格先后在广东、甘肃、湖南、浙江、 珠海、南昌等全国近30个省市中标政府采购，成为中标省市 最多的民族品牌耗材。7月13日，格之格更是以通用耗材总分 第一的成绩中标中央政府采购，获得了迄今为止通用耗材在 政府采购领域最高规格、最具代表性的荣誉和认可。日前， 格之格又凭借过硬的产品品质和服务，成功中标国家税务总 局政府采购，再一次通过了国家级机关单位的严格检验。 环保、节约、创新是格之格进入政府采购市场的“三 大法宝”，也是格之格近十年来成长为中国民族耗材知名品 牌的原动力。只有依托格之格的节能环保的研发理念、强大 领先的技术实力、质高类全的产品品质和完善的售后服务体 系，才能满足政府等高端用户的需求，才能进入这个高端 “蓝海”市场领域。 政府采购对民族耗材品牌而言具有很强的风向标作用， 格之格以品质和数量的绝对优势获得全国近30个省市政府采 购的青睐和中国国家机关、国家税务总局的认可，这既是格 之格综合实力的体现，同时对民族耗材产业的发展具有很强 的激励作用。因为长期以来，国外耗材企业占据着国内高端 “蓝海”市场，致使民族耗材品牌的发展受制于人，但随着 格之格、联想等民族品牌的崛起，对打破高端市场的现有格 局将起到裂变作 用。 作为中国政 府采购领域最具 活力和竞争力的 民族耗材品牌， 格之格将顺应市 场趋势，继续在 政府采购领域深 耕细作，努力拼 搏，为推动整个 民族通用耗材产 业的发展壮大， 为推动国家、省 市和地市等政府 机关单位节支降 耗、节能环保做 出更大的贡献！
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