rechargeasia magazine

www.rechargeasia.com RECHARGEasia FEBRUARY 2010

RECHARGEasiaFEATURE ARTICLE

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� www.rechargeasia.comRECHARGEasia FEBRUARY 2010




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Ricoh Launches Pro C720/C720s Color Production SystemRicoh发布Pro C720/C720s彩色系列产品

Canon Toner Cartridge Recycling Program Celebrates 20 Year Milestone佳能纪念其成像卡盒回收计划20年

HP Releases Deskjet D5560 Wireless Inkjet Printer 惠普发布Deskjet D5560无线喷墨打印机

DELL 1130激光打印机在中国进行全球首发DELL1130 Laser Printers are Firstly Released in China Market 展望2010 低碳时代的喷墨打印机市场2010 Inkjet Printer Market in a New Low Carbon Time

Elephant Rising!印度耗材市场正在崛起

Back To Basics回归基本点

中国通用耗材市场的危机与出路Crisis and Opportunities of China Compatibles Market

通用耗材市场：“中国制造”实力突显Compatibles Market: The Power of "Made-in-China"

我的2009（二）MY 2009 Review

RECHARGEXPO FOCUS 东南亚国际耗材展

Indonesia: Meet the Imaging Industry Leaders印度尼西亚：与影像耗材行业的领导者的约会

Join Us in Jakarta!在雅加达共享成功

亚洲再生业杂志与印度再生行业协会共同举办酒会 ICRRA and Rechargeasia Hosts Dinner Party in Mumbai

参加2010中东-东南亚办公耗材展享受出国参展政府补贴Join in RechargExpo SEA 2010 by Taking an Advantage of Gov Subsidies Program

目录 CONTENTS

FEATURE ARTICLES 专题文章

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Printer Market Climbs out of Slump打印机市场走出低谷

Top Ten OEMS Buy Most of the Chips十大原装厂商成为芯片的主要购买者

IDC's 2010 Australian IT Services PredictionsIDC做出澳大利亚IT服务市场十大预测

时尚低成本兼顾细看09喷墨一体机市场Low-cost Printing in Fashion and MFD Market in 2009

“求同存异” 2010年打印机市场展望2010 Printer Market Prospect - Shared Common Grounds & Differences

网络营销：如何获取有效客户How to Capture Your Customers Via Internet Sales

私企：鼓励和扶持比做大更重要Private Enterprise Needs Encourage and Solidify

CEO On The Go: Interview Anil Aggarwal, CEO of Pana Corporation 采访Pana公司CEO Anil Aggarwal先生

MARKETING 市场动态

CEO ON THE GO CEO之路Message from the Publisher11

RECHARGEasia ISSUE 070 FEBRUARY 2010

California's 'Green' Ink-cartridge Recycling Fails to Cut Pollution, or Costs加洲“减污低耗”的墨盒回收计划失败

各国印刷行业发展状况The Outlook of the Global Printing Market

搭建政府采购大市场的桥梁How to Build Your Bridge in Government Procurement Process

IT企业进驻中国排污严重Foreign IT Companies Brings Serious Pollution Issues in China

GLOBAL FORUM 全球论坛

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OEM UPDATE OEM聚焦

卷首语63

18

28

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By Art Diamond

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By Kam Woon

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亚洲再生业 2010 年2月总第070期

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By Sanjeev Mahajan

By Sunny Sun

Remanufacturing the Konica Minolta Magicolor 1600W Black and Color Toner Cartridges柯尼卡美能达Magicolor 1600W黑色及彩色成像卡盒再生

如何实施高仿真复制技术的色彩管理How to implement the replicative color management

一体机硒鼓安装注意事项The Do-and-Don't in Remanufacturing Toner Cartridge

By Mike Josiah

ASK THE EXPERTS 请教专家

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打印机等能效限定值及等级国标通过审定The Printers Energy Consumption Standard of China Passed National's Auditing

纳米墨水管将普通纸变成电池Nanometre Ink Transforms Regular Paper into Battery

擅自处理电子垃圾最高罚50万The Penalty is up to a Maximum Fine of 500,000 RMB for Any Unauthorized Handling of E-waste

Cartridge World Plans to Expand Franchise Network to 250 stores by 2012 in the Indian Cartridge World公司计划2012年在印度将网络特许经营店扩张到250家

MSE Broadens Its Compatible Toner Cartridges LineMSE公司扩大其兼容成像卡盒生产线

UTec Further Differentiates Its Products with China Environmental LabelingUTec 公司通过中国环保标志进一步细分产品

Ninestar Announce another Milestone in Its Development

纳思达产业升级角逐世界500强

欧赛普(杭州)开展新产品推介及专利产品展示活动OCP-china Office Technology., Ltd Launches New Products Promotion 中国文化办公设备制造行业协会访问山东富美科技有限公司China Culture Office Supplyment Manufacturing Association (CCOSMA) Visits Shangdon Forever Technology Co. Ltd.

北京莱盛美国分公司举办十周年晚宴Beijing Laser Celebrates 10th Anniversary of Its US Branch Office

惠普与Stratasys携手进军3D打印机市场HP to Join Venture with Stratasys to Develop 3D Printer Market

中国要走低碳的发展之路China Keeps Low-carbon Production Development

增设回收网点爱普生推进耗材环保回收Epson Pushes for Consumable Green Recycling by Increasing Its Recycling Network Stations

中国因技术壁垒年失三千亿：14年居首位Years Lost Due to Technical Barriers Cost China's 300 Billion

江苏省泰安市建立政府采购专管员制度TaiAn JinSun Province Developed a Specialized Administration System in Its Government Procurement

佳能和奥西的并购计划进展顺利The Acquisition between Canon and Océ Proceeds Successfully

高宝色带关键性能通过国家质检中心检测The Key Function on COBOL Ribbon Passes Quality Test

宜宾查获3起销售假冒惠普品牌商品案Yibin Seized three HP Counterfeit Products Case

ZHUJIANG CORNER 珠江三角洲

耗材业首家院士专家企业工作站落户珠海天威The First Academic Research Working Station for Consumables is Stationed at Print-Rite

珠海市耗材行业协会被评为4A级协ZhuHai Consumables Association is Awarded as 4 Starts Organization

信用保险促进珠三角地区发展Insurance Company Pushes for Further Development among Pearl River Delta

CHINA CORNER 中文快讯

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

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

60 FGIC Releases Matched System for Dell 1125 MFPFGIC 公司推出戴尔1125 MFP系统解决方案

Katun® Corporation Introduces Katun® Performance™ Toner for use in Sharp Katun®公司推出适用于夏普机型Performance™ 品牌碳粉

Track Engineers Introduces Fixtures for Refilling New HP 862 and 920Track Engineers 公司发布全新HP 862 and 920型的再生固件

NEW PRODUCTS EXPRESS 新品快讯

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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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COMPANY CLOSE-UP 企业近况透视

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CHINA CORNER 中文快讯

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�0 www.rechargeasia.comRECHARGEasia FEBRUARY 2010


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 [email protected].

Art Diam

ondM

ike Josiah

RechargeAsia offers to announce your 2010 fairs, trade shows and conferences free of charge. Simply send us your conference information on a regular basis. In appreciation, we shall be happy to provide you with free copies of our international magazine for distribution at your event. Please contact: Jessica Hao Email: [email protected]

Kam

Woon

Art Diamond

President of Diamond Research Corporation (DRC)

Mr. Art Diamond is a 52-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 “Back to Basics” p 18

Kam Woon

CEO, Malindo Imaging Technologies

Kam Woon, who is an Australian, was appointed CEO in January 2009 to lead MIT into the next phase of its business. In this position, he will focus on product distribution into local and overseas markets. Mr. Woon is a qualified chemist with 1st Class Honors degree in chemistry and mathematics and more than 15 years experience in the imaging industry. His recent appointments include 8 years in International Sales with Static Control Components Inc, USA and Delacamp Australia Pty Ltd. He is very well versed with laser printing technology and the remanufacturing of laser toner cartridges. Mr. Woon believes strongly in the benefits of recycling for the good of the community and environment. He is committed to work with all remanufacturers to improve product quality and increase market acceptance and market share by delivering high quality recycled products. He may be contacted by email at [email protected] Read his article “Indonesia: Meet the Imaging Industry Leaders” p 22

Sanjeev Mahajan

Independent Industry Consultant

A 25-year veteran of the imaging business in India and South Asia, Sanjeev Mahajan is an independent industry consultant. He has held senior marketing positions with Static Control Components, Katun Corporation, Ricoh India, Xerox, and Eastman Kodak. His experience encompasses: general management and company operations, including start-up and turn around skills. His career includes direct experience in marketing, sales, exports, imports, channel management, and corporate planning. Among his achievements, he: contributed to the establishment of a major market in India for Static Control; established international trading operations for Katun Corporation from Singapore to South Asia; handled national marketing functions as the Controller of Ricoh India, Ltd. ; developed long term market plans for Xerox ModiCorp Ltd.; and, built sales of microfilm based systems for Kodak India, Ltd. Mr. Mahajan holds a bachelor of science (BSc) degree from Bangalore University (1981) and a masters in business administration (MBA) from Panjab University in Chandigarh (1983). He can be contacted at ([email protected]) Read his article “Elephant Rising!” p 12

Mike Josiah

Technical Director, Summit Technologies division of Uninet Imaging

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 Konica Minolta Magicolor 1600W Black and Color Toner Cartridges” p 48

Sanjeev Mahajan



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Dear Readers,

It is a rather busy beginning of 2010. Already Recharge Asia

has participated in three remanufacturing industry events: the

Lyra Conference–the Road to Recovery in Palm Springs, the

Networking Reception Party hosted in Mumbai by the India Cartridge

Remanufacture Recycler Association (ICRRA), and Remax-Paperworld

in Frankfurt. It was a pleasure to cover these events. Together with our

regional offices in Beijing and Jakarta, it allows us bring to you the top

stories and industry happenings worldwide.

With the year still young, we look forward to a brand new decade.

Whether you struggled last year or outpaced your competition, it is

important to venture into new markets and explore new potentials. With this in mind, we have tried to

compile information on many new marketplaces ripe for exploration.

Our feature article, “Elephant Rising” by Sanjeev Mahajan, spells out the market trends in India

and its unlimited potential, p.12. Additionally, “Made-in-China: China Printer Consumables” revisits

China, p.66, and in our RechargExpo column focusing on Indonesia, Mr. Kam Woon interviewed

over ten Indonesian remanufacturing companies offering a glimpse of Indonesia’s remanufacturing

landscape and its vast market opportunities, p.22.

So don’t miss these excellent, informative articles. It is our hope that they will arm you with key

industry market information that will allow you to move ahead of your competitors. Market knowledge

is a key factor for success and we are committed to working hard to provide the latest and the newest

industry market information.

Lastly, February 15th is Chinese New Year: The Year of the Tiger. I wish our readers, clients and

friends a truly happy Chinese New Year. May the Tiger be prosperous for you!

Warmest regards,

Ms. Sunny Sun

Publisher

Message from the Publisher

�� www.rechargeasia.comRECHARGEasia FEBRUARY 2010


Remanufactured laser toner cartridges are India’s next big outsourcing opportunity. They represent a perfect fit for India’s economy, labor force, entrepreneurial culture, large middle class, green industry focus, geographic location and mature information technology (IT) businesses.

INDIA POISED FOR GROWTH

As Indians, we pride our success in the software and information technology enabling service (ITES) industries where Indian exports have peaked at 235,000 crores per year. A crore is equal to ten million rupees (Rs), or one million pounds (IT) sterling. Therefore, 235,000 crores is equal to about $375 billion US dollars (USD). Those industries are growing at more than 35% annually. Therefore as a country, we already have the finance, management skills, physical infrastructure, skilled labor, leadership and entrepreneurship. We now handle exports of a larger volume and value in software alone than $4 billion USD. Applying any realistic scenario, in the next three years India can achieve a global market share of 25% of the remanufactured toner and inkjet cartridges being sold.

SPANNING MANY MARKET SEGMENTS

Few products, industries or markets span a vast range of industry segments as do remanufactured printer consumables. These fascinating businesses can legitimately be considered a part of at least eight segments or categories: · The booming IT and peripherals industry· Branded fast moving computer goods (PMCG)· Critical printing input for industrial products· Recycling products and processes· Environmentally friendly green industries· Off-the-shelf stationery products suited for the modern retail marketplace· Successful printing facilities management businesses· Service businesses I think that few users or sellers of remanufactured printer consumables would not have experienced the typical difficulties, vagaries and idiosyncrasies of each of these industries at one time or another.

ALMOST A CHINESE MONOPOLY

What does all this have to do exports? It only highlights that this product is one opportunity that is below the radar sweep of most companies and entrepreneurs comprising the big exporting segment of the Indian economy. Let me describe the scope and key factors that will ensure success for Indian companies and entrepreneurs entering this global market for remanufactured printer consumables which, in my view is today, unnecessarily, almost a Chinese monopoly.

A GREEN OPPORTUNITY

Printer consumables sales alone in India already are at Rs 3,000 crores, or $4.8 billion USD, and growing at over 50% per annum, while OEM sales are at only 53% of the total market volume. Laser toner cartridges of all types sell anywhere in the range of 18 to 22 million

Elephant Rising! By Sanjeev Mahajan, Independent Industry Consultant

ABOUT THE AUTHOR

A 25-year veteran of the imaging business in India and South Asia, Sanjeev Mahajan is an independent industry consultant. He has held senior marketing positions with Static Control Components, Katun Corporation, Ricoh India, Xerox, and Eastman Kodak. His experience encompasses: general management and company operations, including start-up and turn around skills. His career includes direct experience in marketing, sales, exports, imports, channel management, and corporate planning. Among his achievements, he: contributed to the establishment of a major market in India for Static Control; established international trading operations for Katun Corporation from Singapore to South Asia; handled national marketing functions as the Controller of Ricoh India, Ltd. ; developed long term market plans for Xerox ModiCorp Ltd.; and, built sales of microfilm based systems for Kodak India, Ltd. Mr. Mahajan holds a bachelor of science (BSc) degree from Bangalore University (1981) and a masters in business administration (MBA) from Panjab University in Chandigarh (1983). He can be contacted at ([email protected])

Sanjeev Mahajan



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units per year. There are perhaps 30,000 small refillers across India. A larger number of professional remanufacturers selling branded boxes have the skills and manpower required to meet international buyer expectations. India is already a net exporter of used empties as most users do not return virgin empties (OEM empty toner cartridges that have not been refilled) and can easily add value to this asset. Unless refilled or remanufactured, it is a waste and goes into landfills or junk dealers ill equipped to recycle these valuable cores. All that is lacking today in India is the vision to establish global scale factories for profiting from this green opportunity. Over 10,000 large professional remanufacturers in the USA, Europe and developed countries still use expensive labour costing at least $10 USD in hourly wages to produce only two or three cartridges per hour in a job that cannot be automated. This task is best done in low labour cost countries like India where rates are approximately $0.25 USD for the same production with no compromise on quality.

THE GLOBAL PICTURE

The global market for laser toner cartridges alone is approximately 350 million units (250 million monochrome and 100 million colour cartridges) worth $32 billion USD and ink jet cartridges exceeding 2.25 billion units valued at $28 billion USD. After market remanufactured cartridges produced by over 16,500 remanufacturers account for an average of approximately 30% of this huge market. It is worth $7 billion USD for remanufactured laser toner cartridges and another $7 billion USD for remanufactured and compatible ink jet cartridges. Asia exports (effectively 100% by Chinese remanufacturers) approximately 18 million laser cartridges and 70 million ink jet cartridges. Many Chinese remanufacturers export 500,000 remanufactured or compatible laser toner cartridges every month. Some additionally produce 1,000,000 remanufactured and/or compatible ink jet cartridges every month with 90% going to the USA and Europe. There, remanufacturers find it very difficult to profitably remanufacture and sell monochrome cartridges due to the compelling low prices at which these Chinese products are widely available.

A LABOR INTENSIVE BUSINESS

Why are the US and European remanufacturers struggling to compete in this business? Please remember that remanufacturing printer cartridges is effectively a very labour intensive business where little automation is possible. It involves converting a partly used asset—discarded OEM branded cartridges (called empties, or cores, in the trade)—into remanufactured and refilled laser toner cartridges. This is accomplished by replacing all critical and print volume linked components with new components from alternate

manufacturers of toners, chips, OPC drums, blades, PCR rollers, magnetic roller sleeves and seals. The cost of labour in these developed markets is about one half as much as the cost of components and approximately one third the cost of the remanufactured laser toner cartridge. This high share of direct labour cost to total cost of the cartridge is reduced to only about 1% if it is remanufactured in a low labour cost country such as China or India . India today has the lowest cost for skilled labour of the type required for remanufacturing printer consumables. Indeed, Indian costs are approx 25% lower for comparable labour, especially after the recent hike in labour rates and additional benefits made compulsory in China over the last few months. For Indian remanufacturers this labour intensive export business is relatively risk free as it is based on imported components that are insulated from Rupee appreciation, a risk that has wreaked havoc in export focused areas and companies including, to some extent, the major software players.

INDIA’S OTHER ADVANTAGES

India offers other major advantages in shipping cost and transport time saved compared with Chinese remanufacturers. An estimated two weeks less time is required in each direction vis-á-vis China in shipping to European and US East Coast destinations. The reason: quality components and virgin empties must first be shipped to China for remanufacturing. US and European remanufacturers will also appreciate working with and buying from large professional Indian remanufacturers who: are English speaking entrepreneurs; are professionals; deal in an environment with a stronger and more effective legal system; and, have a greater respect for Intellectual Property (IP) and related copyright and trademark matters. Here, newly molded and compatible cartridges are readily available while legal and IP risks are lower.

Elephant Rising! ContinuedBy Sanjeev Mahajan, Independent Industry Consultant



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World markets will seek Indian remanufacturers who have not only the required physical capacity and proven managerial capability for large scale production, but who have achieved quality certifications, such as STMC, ISO 9002 and ISO 14000). They will also prefer Indian entrepreneurs having the capacity to make the necessary financial investments in setting up global scale and high quality facilities that can become a reliable part of their global supply chain network. Top management leadership is also an issue. The expertise and maturity of Indian owners and directors is evident from their relationships and visibility in industry forums. These traits will all help win the trust of major USA and European players interested in outsourcing globally.

A MORE SUPPORTIVE ENVIRONMENT

Fortunately, the environment in India is becoming more supportive as global technology leaders and component manufacturers such as Static Control Components, Uninet, Future Graphics and others are aggressively promoting sales of quality components in the Indian market. They all see a huge potential for domestic sales and even larger scale exports for outsourcing to world markets. Locally, trade associations like the Indian Cartridge Remanufacturers and Recyclers Association (ICRRA) has been formed and has already attracted more than 200 members to chapters in major Indian cities. Together, remanufacturers can secure government aid to support this industry’s growth locally and scale to global levels just as the Chinese Government is promoting Zhuhai as a centre for Printer Consumables.

SPECIAL ECONOMIC ZONES

Special Economic Zones in India have, since 2005, been a major reason for the growth and development of Indian exports. They offer many incentives including: 100% tax free profits; freedom to import anything required with no import or export duties and restrictions; and, quick approvals and start-up in the ready

infrastructure already available for new entrepreneurs. Over 500 new SEZ sites are proposed all across India. Nine government-owned venues and over 85 privately-developed SEZ projects are already operational. In addition, over 108 privately-created SEZ sites will be up and running in the next couple of years. India’s first large scale (80,000 cartridges per month) export unit is just starting exports from a new, privately-developed SEZ near Chennai. With the success of this unit becoming public knowledge soon, many more new and large existing remanufacturers will set up export oriented units across India. Noida SEZ near Delhi with its dry port at ICD Tuglakabad and a large components manufacturing unit nearby is likely to emerge as the industry hub by 2010.

SEMINARS, EXPOS AND TRAINING

Trade shows, regular seminars and training programs produced by international majors such as, Static Control and Future Graphics Imaging, are imparting the latest skills, techniques and know-how to Indian remanufacturers. These are helping our domestic firms obtain the industry specific ISO and STMC quality certification. International trade magazines like The Recycler, Recharge Asia and The Recharger have organised industry forums, seminars and events to promote the Indian market. A major international exposition, ReIndia Expo, which has been held in Mumbai annually since 2008, recently held its 3rd ReIndia Expo in January 2010. International buyers are expected in large numbers at this show along with major international component manufacturers and vendors. Even Chinese competitors will participate, including the largest remanufacturers and suppliers. This event will help bring India’s cartridge remanufacturing industry into the lime light. It will also attract government and media support, possibly on the scale of what happened to BPO (Business Process Outsourcing) in 2000. This brought India a boom in the various back office and technical support activities Indian firms do for US and European companies. As Indian success stories gain wider publicity, they will set an example for others to follow. With major Indian corporations now entering this lucrative industry, we can expect many more big players with deep pockets and global ambitions to join this business. Already franchisee-oriented global chains like Cartridge World and Indian chains like Cartridge Café and Abbee Shoppee (which plans to go global soon) attracting serious investment ,attention, they are becoming highly visible in major cities, in local stores, and in shopping malls. Customers will gain confidence in buying remanufactured cartridges and prefer reputed quality brands that deliver on their promises and are easily available nationally.




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In light of recent OEM claims aimed at belittling the economics and energy saving virtues of cartridge remanufacturing, I feel compelled to present this rebuttal. It’s time to go back to basics, to reiterate the arguments long ago presented by scientists, engineers, entrepreneurs and educators. These sources represent the best thinking from experts in automotive engines and transmissions, aircraft, imaging, rotating

electrics, cruise ships, military and other industries that depend heavily upon refurbishing and reusing engines, motors, shell casings, and other items of equipment and their components. The cartridge recharging industry is as American as apple pie. Born of a f ree society, propelled by American ingenuity and resourcefulness, coupled with a belief in conservation and a disdain for products designed for one-time use and disposal, it has grown and prospered over the past 25 years. In that short period, cartridge remanufacturers have captured as much as 30 percent of aftermarket sales for certain copiers and printers. In the wake of the current economic crisis, that share could rise.

GOING GREEN

The growth of this unique industry has spread from the United States to Europe, South America, Asia, Africa, Australia and Oceania. As the world grows more aware of the importance of a sustainable society, remanufacturing is now an integral part of the “green” revolution. There is little doubt that most, if not all, industries are “going green.”

Indian remanufacturers and toner manufacturers are participating in some or all of the five major international trade shows: Remax–Paper World in Frankfurt in January 2010 , World Expo Las Vegas in Aug 2010, RechargExpo Southeast Asia, Jakarta, Indonesia in July 2010, ReChina Expo in Shanghai in December 2009 and Remax Asia Pacific in Zhuhai China in October 2010. Global stationery stores and office discount superstores such as, Staples and Office Depot are partnering with Indian giants like Kishore Biyanis’ Future Group (Pantaloons Big Bazaar) and Mukesh Ambani’s Reliance Retail (IT and Digital Division) respectively. They can also begin outsourcing for their global requirements from India when they find suitable Indian remanufacturers.

GO INDIA!

The easiest way for entrepreneurs to enter this market is to seek a joint venture partnership or technical collaboration with an existing major remanufacturer in the US or Europe. They must then master production and supply channel factors before finding domestic and foreign buyers. The returns are very attractive and a relatively small capital investment of US$ 250,000 is needed for a 10,000 laser cartridges per shift, per month plant. The total funds deployed might be an

additional $1,000,000 USD, but ROI (return on investment) can be between 100% and 400%. Larger units will need much lower investments, on a pro rata basis. Once you start on this global journey there is always help available to ensure your success. There are circumstances that favour the early mover in terms of leadership perception and preference, a greater selection of buyers, extra profits and even government support. So where’s the hang-up? The secret is simple: “Just Do It” and let’s Go India!

一直以来印度兼容影像耗材市场都以其巨大的市场潜力吸引着许多耗材行业企业的目光，但是由于印度耗材行业刚刚起步，相关信息的缺乏，又使得许多人望而却步。本期亚洲再生业特邀撰稿Sanjeev Mahajan先生利用其多年印度再生耗材市场的经历和客观真实的数据，将为我们详细的分析和解答印度再生耗材市场的真实情况，包括其生产能力，市场份额，发展现状和潜力等等。

内容纵览:


Back To BasicsRevisiting the Values & Virtues of Cartridge Recharging

Art Diamond, CEO, Diamond Research Corporation



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Back To Basics ContinuedBy Art Diamond

“Remaking worn-out products to perform as well as new ones saves materials, energy, and money while creating jobs,” wrote Robert T. Lund back 26 years ago (Technology Review, MIT, February/March issue, 1984) adding, “But our infatuation with newness too often deprives us of these benefits.” As Professor of Manufacturing Engineering at Boston University, Lund observed that “The largest single remanufacturer in the United States is the Department of Defense. Weapons systems and military equipment, ranging from rifles and radar to aircraft carriers, are regularly remanufactured to save the cost of acquiring new ones while bringing modern technology into older equipment.”

VIVA LA DIFFERENCE!

In drawing a distinction between recycling and remanufacturing, Charles P. Schwartz, Jr., President of the Automotive Parts Rebuilders Association, said in 1994, “Recycling on the other hand is a longer loop to bring the product back down to its elemental state: iron, steel, copper, glass, plastic, whatever. What you are doing is recovering material, not the other things that are in the ‘value added’ to the product—value added meaning labor, energy and capital contribution to the production of the product. We recapture a large part of the added value in the remanufacturing cycle, but it cannot be recaptured in recycling. In fact, recyclers spend more energy, more labor and more capital equipment just to do recycling.”

DEAR JON

In his “Dear Jon” column that appeared in the January 1995 issue of R&R News magazine, Jon Oakley answered the question “Is there really a difference between recycling and remanufacturing?” “Great question!” he wrote, “recycling is the retrieval of raw materials from a finished product in the hands of an end user. The product could be a particular machine, laser printer, automobile engine, or other relatively long life, finished product. Such raw materials might include paper, but are mainly metal, glass or plasic components which can be separated, cleaned and remelted for future remolding or forging into other products by the primary

producer of basic material shapes. Recycling, therefore, is the recapture of raw materials. “Remanufacturing, on the other hand, is a process in which spent or discarded products are rejuvenated and in many cases refitted with more durable components. In the U.S. today, this refurbishing of finished products extends from laser printers to locomotives. While recycling concerns raw materials, remanufacturing deals with the restoration of finished products. “Remanufacturing, as a rule, uses most of the same elements contained in the original product, but is a much more extensive rebuilding of the machine than a repair or service operation. But, there’s an even deeper difference here. When you recycle you only recover raw materials. When you remanufacture, you recover raw materials plus assets—the value added to a product. This means the labor, energy and capital contributed to a product.”

A SILVER LINING

There’s little doubt that the OEM’s latest attack on rechargers is prompted by what independent market analyst Charles Brewere, President of Actionable Intelligence ([email protected]) calls the “silver lining” of the current, recession-dominated market. “Bad news for OEMs may be good news for third party supplies vendors,” writes Brewer, adding that “declining hardware sales means an aging printer population.” This is a favorable trend for cartridge remanufacturers, Brewer explains, “As machines age, third party firms gain more share.” These views are shared by InfoTrends Director John Shane. At Tiara’s Imaging Materials Symposium in May 2009, Shane said, “We expect the recession to give a boost to the aftermarket.” When denying the green benefits of cartridge recharging fails, OEMs might fall back on launching lawsuits, a strategy Brewer calls their “nuclear option.” These patent and IP court actions “have had a big impact on the North American market,” claims Brewer, and are also affecting European and more recently, Asian markets. But, they have focused mainly on ink jet cartridges and have largely ignored the toner segment of printer and copier supplies. Perhaps the old adage, “the best way to fight ‘em is to join ‘em!” is coming into play in this struggle as OEMs announce recycling plans of their own. Will they take the next step and offer a remanufactured line of their own products? That would really show the world they have gone green. But, as Professor Lund often said, remanufacturing requires an entirely different skill set than is taught to manufacturing engineers. Several OEMs have tried to enter this business, but none, to the best of my knowledge, has sustained that effort.

FAST FORWARD

Let’s fast forward to today’s cartridge remanufacturing industry. In the words of Mr. Alwin Morgenstern, COO of freerecycling.com,



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LLC (Laguna Niguel, California) “The reality is that it is cheaper for any OEM (or any aftermarket compatible cartridge builder) to produce a brand new cartridge than it is to source and purchase a usable empty, inspect it, ship it, clean it, replace defective parts and components, etc., etc., etc.” Collection is a major problem and usable spent cartridges are becoming increasingly scarce. As a rule, OEMs and their retailers are not that happy about taking empties back. For rechargers, unless they have a good collection policy, they are forced to pay brokers a growing premium for usable cores. The price tag on spent cartridges is therefore rising. For OEMs, there is no downside. On the contrary, notes Morgenstern, “They are able to make changes and improvements in newly-molded cartridges, upgrading rollers, OPC drums, toner and other components. By doing so, they continue to bring the benefits of engineering advances to their customers.” What is not immediately obvious, Morgenstern explains, is that “OEM’s are encoding each new batch of cartridges. They are therefore able to recognize and monitor every change. This gives them the advantage of being able to accurately schedule the proper number of new cartridges to produce for the existing printer or copier population. They know how many cartridges exist out there

of each upgraded type, including in what country or region they are deployed.” Aftermarket vendors, dealing in newly-molded compatibles, do not have the benefit of this intelligence. And what’s more, they risk the danger of finding themselves at the wrong end of a costly lawsuit. What this leaves us with today is OEMs hammering away at their recycling efforts, while the remanufacturers focus on the economic, ecologic, and energy savings embodied in their remanufactured cartridges. That, as Walter Cronkite would say, “is the way it is!”

鉴于最近OEM对于兼容耗材的污蔑和打压似乎又变本加厉，我们不禁要追问，到底谁才是真正意义上着影像耗材行业的发展和进步的推动者？本期，Art Diamond先生将用大量而翔实的资料和例证，为您还原几十年来，影像耗材行业所依托存在和发展的基本原则，以及在不同的历史时期当中，通用耗材所带来的希望与契机，尤其是其巨大的经济适用性和环保节能优势。

内容纵览:

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RECHARGEasia FEBRUARY 2010

Indonesia: Meet the Imaging Industry LeadersMr. Kam Woon, CEO, Malindo Imaging Technologies (MIT)

The Imaging Industry in Indonesia

I remember making my first business trip to Jakarta more than eight years ago to survey the printer and copier market. I arrived here not knowing anyone in the imaging industry. Paging through the yellow pages, I found computer shops to visit, seeking information on remanufacturers, but found nothing. I had no idea then that this industry was still at its infancy in Indonesia and many remanufacturers were small and just emerging into the market. The few remanufacturers that I met then are today industry leaders in this country, and you will get to meet some of them later! Based on data published by a market research group, there are approximately 8 million inkjet cartridges and 1 million laser toner cartridges (OEM and aftermarket) sold annually in Indonesia. This is much lower than the estimate for Malaysia where the population is only a tenth that of Indonesia. It is difficult to verify the accuracy of these estimates, but I can safely say that Indonesia’s volume should be much higher. The OEM’s market share is estimated to be 55% to 60% for inkjet cartridges and 70% to75% for toner cartridges. Aftermarket sources have captured a share that has been growing gradually for the past few years and I expect this trend to continue. This growth has not gone unnoticed with the OEMs, and Epson has already moved to stop the sale of compatible inkjet cartridges that allegedly infringe their patents. Through my work here for the past 12 months, selling MIT inkjet inks and having the opportunity to meet more companies outside of Jakarta, I assess Indonesia’s volume for inkjet cartridges to be 2-3 times higher than the above estimates (about 16 to 24 million cartridges annually). The volume for toner cartridges should also be 2 times higher (some 2 million cartridges) based on the quantity of aftermarket toners imported into this market by resellers and remanufacturers. Overall, the aftermarket share for both inkjet and laser cartridges should also be higher. I cannot prove any of these figures without thorough research but I am confident this is a more accurate reflection of the market size in Indonesia. The main channel of sales for recycled cartridges is through franchised retail outlets, similar in concept to the global franchise group Cartridge World. When you are in Jakarta, just visit Mangga Dua Mall and you will see names such as: Veneta, Oliser,. Acaciana, Alvacia, Inke, X4 Print and Projet, to name a few. There are many other brand names in Indonesia and hundreds more unbranded products.

The retail franchise model is popular and established in Indonesia and the Philippines, but not in the other South East Asia countries. This is a huge business opportunity for anyone considering a venture into this region to expand their current operations.

Some Industry Leaders

It is now my privilege to introduce you to some industry leaders here. I wish to thank everyone for agreeing to participate in this interview during which each person was asked the following two questions:1. What do you think about Recharge Asia magazine’s relocating its RechargExpo trade show to Jakarta?2. What business opportunity can this event offer to overseas delegates?PT Sinar Mulia MakmurJl. Boulevard Raya Blok TT2 No. 17Kelapa GadingJakarta UtaraTel: +62 21 4530407 Fax: +62 21 45847262Email: [email protected] Incorporated in 2001, this company is owned by Wijaya Tanius and Veronica Wijaya, shown in the photo below seated in front of their company team. They focus primarily on remanufactured laser toner cartridges, marketed under the Newton brand name and supplied direct to corporate accounts. Their head office is located at Kelapa Gading, a very beautiful and modern suburb located in northern Jakarta. They will soon open two branch offices in west and east Jakarta to support their ever growing customer base. Wijaya:We welcome Recharge Asia to Jakarta. This Expo will give us the opportunity to network with global suppliers and also to discover sources for new technology.

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We will def initely visit the show to meet overseas suppliers and sources for new products. We will also be looking for opportunities to export our Newton remanufactured cartridges. PT Trimaxindo International Indonesiawww.trimax.co.idKomp. Perkantoran Latumenten Indah No. 39 DJl. Prof. Dr. Latumenten RayaJakarta 11460Tel: +62 21 56943843 Fax: +62 21 56943833Email: [email protected] Trimaxindo is owned by Wito Kalip, shown below, who started in the imaging industry in 1998 as a sole proprietor. The business has since grown substantially and this led to the incorporation of Trimaxindo in the year 2004. The company’s products are marketed under the brand name of Microton, with focus on providing customers with a one-stop imaging solution for laser care. Customers are mainly corporate accounts but there are plans to expand into retail outlets in the near future.

Wito:Having the Expo in Jakarta is both good and bad. It’s good that suppliers, particularly those from China, are exposed to the large market in Indonesia but it’s bad that this will create more competition. We are, of course, not afraid of competition and the market here is large enough to support more players. For the Expo exhibitors and visitors, we are looking to develop relationships with suppliers with the objective of representing them in the local market here. They are welcomed to visit our off ice and workshop in Jakarta. We will be interested to becoming an agent for OPC drums and color toners. PT Sinar Asia Perkasawww.e-printSAP.comJl. P Jayakarta Komplek 135 Blok C No 10Jakarta Pusat 10730Tel: +62 21 6264666 Fax: +62 21 6258339Email: [email protected]

Incorporated in the year 2000, this company is owned by Sutiono Soemarno, pictured in the photo below, center. The company’s products—which include, laser toner cartridges, ribbons, ink cartridges, refill kits, compact discs, photo paper, fax paper and bulk ink—are all sold under the brand name of e-Print. These products are supplied to the market through a network of dealers covering the whole of Indonesia.

Sutiono:It ’s good to see this Expo moving to Jakarta from Singapore. Indonesia has a much larger domestic market (compared to Singapore) and this is the right place to have the Expo. For overseas exhibitors, we would like to see what products they have to offer. For visitors, we are looking for export opportunities for our locally produced products like laser toner cartridges, ribbons and fax paper.

ABOUT THE AUTHOR

Kam Woon, who is an Australian, was appointed CEO of Malindo Imaging Technologie s in Januar y 2009 to lead MIT into the next phase of its business. In this position, he will focus on product distribution into local and overseas markets. Mr. Woon is a qualified chemist with 1st Class Honors degree in

chemistry and mathematics and more than 15 years experience in the imaging industry. His recent appointments include 8 years in International Sales with Static Control Components Inc, USA and Delacamp Australia Pty Ltd. He is very well versed with laser printing technology and the remanufacturing of laser toner cartridges. Mr. Woon believes strongly in the benefits of recycling for the good of the community and environment. He is committed to work with all remanufacturers to improve product quality and increase market acceptance and market share by delivering high quality recycled products. He may be contacted by email at [email protected]




San Gabriel, California, January 15, 2010 – Recharge Asia magazine returns to the South Pacific in July with its fifth annual imaging industry exposition. RechargExpo South East Asia will be held at the beautiful Jakarta Convention Center ( JCC)— Jakarta’s largest Exhibit Hall—on July 14-16, 2010,. The event will be combined with Festival Komputer, the largest computer show in Indonesia.

WHY JAKARTA?

In explaining her decision to move the event to Jakarta this year, Ms. Sunny Sun, Publisher of Recharge Asia magazine said, “From an economic standpoint, robust growth is expected in China, India and Indonesia over the coming decade. The eyes of the world are focused on South East Asia and the opportunities it will bring to companies doing business in the imaging industry.” Jakarta is not only Indonesia’s capital, but is also the country’s economic, cultural and political center. It is, in fact, the largest city in Indonesia in terms population, with more residents than any other city in Southeast Asia. Located on the northwest coast of Java, it has an area of 661.52 square kilometers (255.41 sq. miles) and boasts some 8,489,910 citizens. It is the 12th largest city in the world with a metropolitan area, called—Jabodetabek —that is now the second largest in the world. First established in 397 AD as Sunda Kelapa, the city became an important trading port for the Kingdom of Sunda. Called “Batavia” from 1619 to 1942, it grew rapidly as the capital of the colonial Dutch East Indies. Renamed Jakarta in 1942 during Japan’s occupation of Java, it was later made the capital city of Indonesia when the country became independent after World War II.

JAKARTA CONVENTION CENTER

RechargExpo South East Asia 2010 is expected to attract an estimated 2,000 visitors to 150 Booths on the Exhibit Floor. The venue—Balai Sidang Jakarta Convention Center—includes a bonded warehouse, fully integrated satellite, telephone lines and media systems, digital PABX systems, infrastructure for teleconferencing and broadcasting, internet connection throughout the center, built-in and portable infrared simultaneous interpreter systems for up to 8 languages, VIP lounges, board rooms, a medical clinic and a business center. JCC is strategically located in the heart of Jakarta’s business district, near the Jakarta Stock Exchange.and within walking distance of a selection of four and five star hotels. It is connected to

The Sultan Jakarta Hotel (formerly Jakarta Hilton International) by an underground tunnel. The tunnel has moving walks and air conditioning.

SEACA MEETING PLANNED

This year’s event will once again host a general meeting of SEACA (South East Asia Consumables Association) with reports on SEACA’s Meet and Greet networking road show running from March 8 to 22 across Indonesia. That series of Networking Mixers, sponsored in part by Print-Rite, will hold sessions in Jakarta (March 8), Singapore (March 10), Kuala Lumpur (March 12), Bangkok, March 15, Ho Chi Minh City (March 17), Manila (March 19 and Mumbai (March 22). Commenting on RechargExpo South East Asia, Ms. Sun claimed, “The 2010 program is focused on consolidating SEACA as the voice of cartridge remanufacturers in South East Asia. I’m looking forward to moderating a Round Table discussion in July where everyone will have a chance to express their opinion on the mission, purpose and implementation of the young SEACA organization.”

LATEST TOOLS & TECHNIQUES

In addition to face-to-face talks with company representatives on the Exhibit Floor, Visitors will attend an important series of hands-on cartridge remanufacturing demonstrations incorporated in the exposition program. These training Sessions will bring technicians and supervisors up to speed on the latest tools, techniques, procedures, standards, and components being used by rechargers worldwide. Become familiar with the International Imaging Technology Council’s STMC (Standard Test Method Certification) process and procedures. Find out more about ISO quality control standards. Your knowledge of these protocols and measuring techniques will ensure that your cartridge remanufacturing technicians “Get it Right!” from the start! “Expand your horizons!” advises Ms. Sun, “Don’t limit your product sales or materials sourcing to China and India when seeking new partners.” Her recommendation to all industry players is to “Explore the entire region of South East Asia because it has a combined purchasing power of nearly $2 trillion US!” Visitors f rom many countries will gather to exchange information, discuss the latest technologies, wrap up business deals, and establish new business and personal relationships. Indeed, in June 2009 delegates came to RechargExpo Singapore from Asian cartridge remanufacturers and toner, OPC drum,

Join Us in Jakarta!RechargExpo South East Asia

Linked to Festival Komputer on July 14-16, 2010




ink jet ink and imaging hardware producers in Australia, China, Hong Kong, India, Japan, Korea, Malaysia, Philippine Islands, Singapore, Taiwan, Thailand and Vietnam. Many also came from Europe, the United Kingdom, the Middle East, and North and South America. Many of these Exhibitors and Visitors are expected to return to RechargExpo South East Asia thisyear.

A GALA DINNER & DANCE SHOW

Enjoy a unique and exotic evening on the opening day, while networking with industry colleagues. A delicious buffet dinner, free flowing drinks and entertainment by a Balinese dance troupe will highlight the event at the Sultan Hotel on July 14, 2010 at 6:00 p.m. Tickets are only $35 USD per person for both the buffet dinner and dance show. They may be purchased in advance from either Ms. Sunny Sun or Ms. Jessica Hao (see contact information below).

ABOUT RECHARGE ASIA

Recharge Asia Corporation is a publishing and event management organization that tracks and chronicles the imaging industry. Recharge Asia magazine publishes breaking news, in-depth features, product releases, company profiles and how-to articles. With its focus on the fast-growing Asian market, it is printed and distributed to many countries around the world in two languages: English and Chinese. It is, in fact, the first English/Chinese magazine specifically designed for rechargers. Most readers and subscribers are those who represent the industry’s leading manufacturers, wholesalers, retailers, parts suppliers, and research organizations.

Editors: For additional information and photographs, please contact:In the USAMs. Sunny Sun, DirectorRECHARGE ASIA5091 Walnut GroveSan Gabriel, California 91776Tel: 626.309.0858Fax: 626.451.0179e-mail: [email protected]

In AsiaMs. Jessica Hao, Sales RepresentativeRECHARGE ASIAChina Office: Tel: +86.10.5126.5580Fax: +86.10.5885.8747Indonesia OfficeTel: +62.21.612.5668e-Mail: [email protected]

Attendees: For registration details, visit: www.rechargeasia.com

Join Us in Jakarta! Continued


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The latest quarterly figures (for Q3 2009) show local printer shipments have rebounded to draw close to levels last recorded in the Q3 quarter in 2008. Shipped units declined from 20,441 in the third quarter of 2008 to a five-quarter low of 13,247 in the second quarter of 2009. However, IDC figures show they rose to 18,685 in Q3 2009. IDC peripherals analyst Ariki Pearson says the recession had a big impact on the printer market last year, but the decline in shipments in the first two quarters of 2009 can also be attributed to a continued decline in the inkjet and single-function categories. “In these categories, customers were price sensitive this year and last year,” he says. Consumers have drifted towards laser and multifunction devices as prices fall, with a perception these devices are more valuable, says Pearson. He says the single-function laser market was the worst affected by last year’s recession. “The biggest thing we saw last year was businesses being cost sensitive and trying to achieve cost efficiencies. That included all sorts of IT hardware.” Although laser printer units surpassed Q3 2008 levels at just below 14,000, inkjet printers failed to recover as well, posting about 4500 units shipped. Overall, revenue also made a recovery of $1.48 million to $7.27m from Q1 to Q3 2009, but was well down on the $10.1 million achieved in Q3 2008. The sub-$67 price band was most popular locally, making up 33 percent of shipments for the quarter, following by models costing between $135 and $200 at 24 percent. Pearson says falling prices have been particularly evident at the low end of the market. “It’s hard to get any cheaper than they have been. In some cases printers have been selling so low it’s hard to work out how it would be profitable. That’s where consumables revenue is becoming really important.”

The local laser and inkjet multifunction categories were two that achieved quarterly growth after falling away at the end of 2008, and in quarter two of 2009, respectively. According to IDC’s statistics, laser multifunction shipments rebounded to levels comparable to Q4 2007, at about 7300 units, having sunk to an eight quarter low of 5784 units in the first quarter of 2009. Revenue made a similar recovery in this market, up to about $43.2 million, compared with $47 million in Q4 2007. In the first quarter of 2009 revenue in this category had dropped to $27.7 million. Although the performance of the category is improving, with quarter on quarter shipment growth of 4.4 percent, shipments were still down 11 percent year on year, while revenue grew 32 percent quarterly, but also remained down 11 percent year on year. In the inkjet multifunction versus inkjet single function printer market in Q3 2009, multifunction devices held steady at about 90 percent of the inkjet market. The inkjet multifunction market was another to experience a year on year unit shipment and revenue fall, with drops of 26 percent in units and 30 percent in revenue. However, it too showed quarter on quarter improvement of three percent in shipments and 16 percent in revenue. IDC expects local unit shipments to have been “reasonably buoyant” in the fourth quarter of last year and the first quarter of this year. However, the first quarter could reflect a quieter period of holiday trading, says Pearson. However, he expects the market will start to build again in the second half of 2010.

Printer Market Climbs out of Slump


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The Pinstriped Beancounters at Gartner have reported that the top ten OEMS used a third of the chips made in 2009. The purveyor of CIO arse-covering white papers and research opinions on all sides of most IT questions said that the top ten OEMs bought $77.3 billion worth of semiconductors last year. Worldwide semiconductor device revenue reached $226 billion in 2009. This was down 11.4 per cent from 2008 but, according to the gartered silk-stockinged Gartner, even in severe market conditions the chipmakers were tied to the leading-brand electronic equipment and design manufacturers. The analysts said that the supply chains of the electronics industry have become more complicated and this has made the OEMs easier to deal with. Masatsune Yamaji, senior research analyst at Gartner, said the biggest buyer was the maker of expensive printer ink, HP. his was because it had succeeded in gaining market share in all PC market segments including desktop PCs, mobile PCs and mini-notebook

PCs. HP also maintained a strong position in the printer, server and storage markets, though the total market size of servers and storage shrunk sharply in 2009. Samsung was the second-largest demand for semiconductors in 2009. Nokia ranked third, after losing business worldwide, especially in the US. Apple and Acer were the only electronic equipment manufacturers among the top ten companies to increase their semiconductor demand in 2009. Acer succeeded not just in increasing its shipments of mini-notebook PCs, but also in gaining market share in the desktop PC and mobile PC markets. Gartner’s analysts said consumers were less interested in high performance last year and wanted more portability and affordability.

Top Ten OEMS Buy Most of the Chips

IDC has announced its top ten predictions for the Australian IT Services market in 2010. As the Australian economy is forecast to grow at a 3.5% rate, IDC predicts an increase in outsourcing projects stemming from cloud computing, which has emerged from a mere catchphrase to be IT’s prodigal son. “Cloud computing represents a new dawn in enterprise computing and business leaders are beginning to ready their companies for the big changes that lie ahead,” said Matthew Oostveen, IDC research manager and analyst. “Facilitating this change will be services organisations from consultants to systems integrators.” IDC predicts a stark increase in the uptake of services originating from server virtualisation and datacentre optimisation as organisations look to both consolidate their infrastructure and reduce the operational expenditure. “Australians are a tech savvy bunch so it stands to reason that Australia has the leading uptake of server virtualisation in the Asia Pacific region, which has lead to a large installed base of virtualised servers with high levels of services attached,” notes Oostveen. At the end of a tumultuous year noteworthy for the rise of disruptive technologies and strained economic conditions IDC presents the following predictions for the 2010 Australian services sector.

1. The economy driving the market

The need to contain costs in 2010 will continue to drive the

outsourcing and hosting services market in 2010. IDC believes that Australia is still emerging from the downturn, however, there are positive indicators that an early recovery may ensue. The overall services market will benefit both from cost reduction and operational efficiency measures generated by the difficult economic climate in 2009 and the slow recovery expected in 2010.

2. Positive view on cloud computing

In time, 2009 will be remembered as the year the cloud was seeded. Benefits such as rapid deployment, pay-per-use pricing models and the latest functionality have roused interest in the concept beyond IT. As this interest filters though organisations, IDC expects more announcements of contract wins in 2010, which would greatly benefit the system integration community.

3. Server virtualisation services will skyrocket

IDC believes that virtualisation services in Australia will see significant growth in 2010 owing to the growth in the SMB space. Additionally, key vendors of the technology are expected to lock horns in their bid to win over the SMB market. Governments and enterprises will see a shift f rom consolidation to more sophisticated usage such as charge-back pricing models.

4. Datacentre optimisation services to be a growth area

The Gershon Review recommended de-duplication of datacentres and IDC believes this recommendation is a reflection of Australian

IDC’s 2010 Australian IT Services Predictions


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IT in general. Business and multiple levels of government running multiple datacentres will consolidate sites spurring growth in optimisation services.

5. Telcos enhancing their hosted applications and

infrastructure plays pushes them deeper into IT and the Cloud

IDC expects telecommunications companies to play a significant role in modern IT following huge investments in datacentre assets blurring the line between IT and telecommunication companies. The investment in data-intensive, value added services is amplified when leveraged with the ownership of the core network and expertise in outsourcing services.

6. Managed security services takes on convergence,

virtualisation and cloud

With Cloud security viewed by CIOs as the greatest obstacle to adoption, IDC sees Cloud security as an increasingly important factor in the security space which will benefit services providers offering integration, consulting and implementation services. At forefront of security services moving into the cloud is DOS (Denial Of Service) defense, Deep Packet Inspection (DPI), network security, messaging security and web security.

7. Web 2.0 to re-engineer customer care

The change in how we consume technology and the rise of web 2.0 has greatly influenced how organisations and individuals approach customer care, with younger generations preferring social networking as a means of a support mechanism in terms of soliciting answers or providing feedback. From a bigger picture perspective, IDC has already seen how social media will also spur a lot of services in policy, governance, security, consulting and integration for enterprises’own employees to take advantages of running a ‘social enterprise’ and using social media to reach out to its customers.

8. Cost cutting will force innovations in IT strategy in

manufacturing

At a time when trade is decreasing faster than production, and industrial output has dropped in the past year, manufacturers and their trading partners are earnestly seeking all available means to cut costs and improve efficiency. IDC forecasts that total ICT spending in Manufacturing in Australia will grow from A$4,856 million in 2010 to A$5,612.5 million in 2013 - achieving a strong CAGR of 4.9% for the three-year period. IT Services will account for 21.1% of this spending in 2010.

9. NBN to drive project oriented and consulting work in

2010

The Australian Government’s ambitious NBN project will provide a shot in the arm for project management, with

majority of projects seen in system integration, network consulting and IT consulting. In the coming years, many B2C (business to consumer) entities will be thinking about content and application delivery to the consumer to enhance their competitive positioning. IDC expects some interesting pilot and case studies from health, education, gaming and media/entertainment sectors, working in partnership with technology vendors.

10. 2010 will see more business outcome types of services

engagements

IDC believes that 2010 will see vendors make the shift in changing the measurement metric from IT outcomes (based on SLAs such as availability, response times, etc) to business outcomes that directly impact the top or bottom line. In light of the increased role of the COO and the CFO and in some cases the CEO in the purchasing process, vendors that focus on structuring contracts that incorporate business metrics will drive competitive advantage for themselves in 2010.


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CEO ON THE GO


A UNIQUE GUIDING PHILOSOPHY

Anil Aggarwal is an Indian entrepreneur who runs a company located close to one of India’s historic monuments in New Delhi. Perhaps he has been influenced by its ancient philosophy of seeking a “goal zero”. This is an ambitious mission, although you may question what is “goal zero”, and what is its deeper meaning? If you ever practiced yoga and understand its guiding principal, you may get a glimpse of what “goal zero” entails. It echoes the ancient Indian philosophy of a complete circle, flexibility, and liberation from worldly existence.

Perhaps more significant is the fact that the mathematical concept of zero originated in ancient India, most likely in Vedic times, around 2000 BC. There is no zero in Roman numerals, nor did zero exist in Arabic numbers prior to its discovery in India. It is derived from the concept of a void which exists in Hindu philosophy. There the material world (Tyaga) is deemed an illusion (Maya) and the act of renouncing it is glorified as is the goal of merging it into the void of eternity (Nirvana), wherein the symbol for zero originated. The concept of zero revolutionized mathematics. Without it, there could only have been positive numerals in computation. The introduction of zero in mathematics opened up a new dimension of negative numerals and established a limit in the measurement of quantities. To achieve goal zero, therefore, is to achieve Nirvana! What a mission for a young Indian entrepreneur born in a land of unlimited growth opportunities and potentials. I have known Anil since 2002 when I first landed in the remanufacturing industry with a curious mind, enthusiasm, youth

and passion, eager to make a contribution to the booming imaging industry. He gave me the impression of a happy and cheery sprint and of a young man with a “can-do” attitude. Thereafter, I met him in Europe, and three times in Singapore when he exhibited at RechargExpo Singapore.

HIS VISION, HIS EFFORT, HIS BRAND

Pana Corporation, under the leadership of Anil Aggarwal, has grown rapidly, from a staff of less than 12 members in 2000 to its current 350 employee workforce. This company produces copier and printer component parts with annual sales of 5~10 million. Among its products, Pana offers photosensors, thermistors, corona wires, magnetic rollers, digital laminators, drum cleaning blades and web cleaning rollers. Every company has its growth story to tell, and there is one for

CEO On The Go! Mr. Anil Aggarwal, CEO, Pana Corporation

Ms. Sunny Sun, Publisher, Recharge Asia Magazine


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you to ponder here as well. What are the winning secrets that he might share with our readers? I got the opportunity during the Rechina 2010 show in Shanghai to ask Anil Aggarwal to divulge those tips that enabled him to grow his company and meet his goal zero objectives.

SECRETS TO SUCCESS

Here is what he told me:1. Aim high. Set goals that you must strive to reach. Nothing is easy in business, especially when you are facing fierce competitors. When opportunities are present you must position your company correctly and be ready to welcome and embrace them. 2. Stay focused. Just as in practicing yoga, you need to concentrate and exercise your flexibility. In Asia, there is an ancient philosophy that admires water for its flexibility while at the same time it is constantly and consistently beating rocks along the shore until they are all smooth. Gentle power, but highly focused. 3. Remain flexible. Like the flowing water you must learn to be flexible and to adjust yourself to a proper market needs. The successful entrepreneur constantly innovates to bring new products to the market, ones that fit the customers’ needs4. Be Persistent. Anil is very persistent in his pursuit, and never gives up easily. He is innovative in creating his products and in his branding. He personally designed and built the marketing trolley that he distributes at trade shows. Persistency is a trait common to all successful entrepreneurs.You may recognize this persistent branding effort in his promoting the Pana Trolley. Like his Yoga principle, he knows success comes not only through efforts, but through persistence as well.5. Keep smiling. Successful entrepreneurs face challenges with confidence and a positive “can do” attitude. They know there are obstacles to overcome and face them head on rather than ignore or avoid them. The road to a successful enterprise in a new, emerging

market may be promising but it is never easy. Anil will face the obstacles, with a beautiful smile that projects hope, youth and victory.

THE PANA TROLLEY

If you visited a few shows in Singapore or in Shanghai, you may have noticed little convenient trolley carts rolling on the show floor. Those were Pana Trolleys, uniquely designed for convenient use by visitors who are collecting show brochures or product samples. The Pana Trolley provides an easy way to off-load the heavy items for those eager visitors who want to bring back tons of materials.

From this little give-away trolley, you can see the innovation, creativity, and band recognition efforts of Mr. Aggarwal. Ani himself created and designed this little trolley, makes them in his factory, and gives them away at the different trade shows he attends. That’s why we call him the Pana Trolley Man! Be on the lookout for him, to get one and off-load your trade show burden!

FOR 2010: ONE SMALL STEP AT A TIME

There is an old saying “A journey of a thousand miles must begin with a single step.” That one step at a time growth mentality remains strong at Pana. The most accomplished and fastest growth company begins with small but solid steps. For Pana, the year 2010 started with a positive note and looks forward to continued success. Pana will participate in a few trade events, but for sure Anil Aggarwal would like all of you come to RechargExpo SEA 2010 in Jakarta, to meet him! Or, you can always Reach him by email at: [email protected]


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On paper, the recycling program was touted as a bold step toward California’s green, climate-friendly future. A mountain of plastic and metal would be diverted from landfills. Greenhouse gas emissions would tumble. And one of Gov. Arnold Schwarzenegger’s climate change goals–trimming power use in state buildings by 20 percent–would nudge closer to reality as agencies snapped up new, more efficient office printers. That is what state and Hewlett-Packard officials said last year when they joined forces to ship used HP printer ink cartridges from state offices to Virginia to be ground up and recycled into auto parts, serving trays, clothes hangers and other products. But a Bee investigation, based on more than 100 pages of e-mails and other records, has found that 17 months after it was created, the program has delivered few if any of its promised climate benefits. Almost from the start it ran into opposition from the state’s purchasing specialists at the Department of General Services, who were not consulted about it and who–once they started asking questions–turned up other concerns, including allegations of unfair competition and ink waste. They also favored reusing cartridges by refilling them at local businesses, a process known as remanufacturing. “It is to HP’s advantage to get as many remanufacturable cartridges off the market as possible,” Robert Tetz, manager of the department’s environmentally preferable purchasing program, said in an e-mail to his boss last year. “I don’t believe that this partnership arrangement passes the smell test.” The recycling plan is one of many purportedly eco-friendly initiatives launched in California, a state that portrays itself as a green-minded model for the world. But Scot Case, who investigates green marketing claims, said the state HP plan is the wrong choice for the environment. “It is completely ridiculous to ship a product from California to Virginia to be reground when you could refill those cartridges in California and reuse them,” said Case, vice president of TerraChoice Environmental Marketing, which places the green “EcoLogo” label on thousands of consumer products–but not on new printer cartridges. “You would use fewer resources,” Case said. “And you would create significantly less global warming impacts.” For their part, most DGS employees are not free to speak to The Bee. “We have a policy that we have high-level spokespeople respond to questions,” said Jeffrey Young,the agency’s deputy

director of public affairs. And Tetz, the green purchasing manager, has been ordered to clam up. “Bob, per my voicemail, I need you to stand down on any communication with Mr. Knudson. Call me …” Jim Butler, DGS’ chief procurement officer, said in an e-mail. But their views come through c lear ly in electronic correspondence. “The bottom line is that it is environmentally preferable and fiscally prudent to buy remanufactured toner cartridges for state laser printers from California small businesses,” wrote Ben Martin, an engineering branch manager at DGS, in an e-mail to a colleague.

Targeting a river of waste

Printer cartridges are a mainstay of the modern office–and a vexing waste problem. One 2007 industry report estimated 46 percent of the larger kind, known as laser jet cartridges, and 84 percent of the smaller inkjet cartridges are dumped in landfills after one use. A followup study, commissioned by HP, found 34 percent of the company’s laser jet cartridges and 78 percent of its inkjets end up in landfills after one use. The state-HP recycling effort was aimed at shrinking that river of waste by diverting up to 100 tons of spent state cartridges from landfills every year. But state and HP officials said it would have an additional benefit, striking a blow against climate change by curbing greenhouse gas emissions by 500 tons annually. Here’s how it was supposed to work: For every HP cartridge purchased and recycled, state agencies would earn points toward buying new, more energy-efficient HP printers. Top officials said that would trim power use and slice pollution. “I’m very excited to announce this project and encourage every state agency and department to recognize the big impact small actions can have to reduce our environmental footprint,” said Rosario Marin, then secretary of the State and Consumer Services Agency, in an April 2008 news release.

California’s ‘Green’ Ink-cartridge Recycling Fails to Cut Pollution, or CostsBy Tom Knudson


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“Working together to find creative ways to reduce pollution and save money is the best model for a public-private partnership. We strive to be green, while saving lots of green.” Marin, who resigned earlier this year after it was learned that she had accepted money for speeches f rom drug companies, could not be reached for comment. But records show her advisers believed the plan would be an easy sell. “These exchanges are low-hanging fruit,” said one agency document. “This program will be quickly adopted by other government agencies … because of its inherent efficiency and cost saving potential.”

Reuse called better option

That turned out to be wildly optimistic. At the Department of General Services, where the words “Building Green–Buying Green–Working Green” are displayed prominently on a first floor wall, the plan met with disbelief. “The only way the huge reductions in greenhouse gases are achievable is if higherpriced, more efficient HP equipment is purchased statewide,” wrote Tetz in an email. His program seeks to ensure that state purchases are environmentally sound. He added that DGS, which draws up contracts for the purchase of everything from copy paper to fluorescent lights, had not researched the plan’s claims and could not “ensure an ongoing contractual relationship with HP to achieve these ‘goals.’” “ I have a s ignificant amount of data that suggests remanufactured cartridges are … a much better proposition,” he said in other emails. “Just avoiding shipments of pallets by FedEx to Virginia is a big greenhouse gas saving … ” Scott Canonico, environmental program manager for HP, disagreed, saying in an interview that used cartridges are worse for the environment because they are poorer quality and waste more paper. “With that waste … any benefits of remanufacturing can easily be offset,” he said. “That’s why HP has stuck with a single use and recycling model–to deliver on our promise of quality and reliability.” He said HP has examined the environmental and climate costs of its recycling program, such as energy consumption, and found them acceptable. Asked to provide data to back his claim, Canonico declined. “Those are internal decision-making type of assessments,” he said. Nationwide, reused cartridges are growing in popularity. “It saves us a ton of money,” said Eric Nelson, environmental purchasing manager for King County, Wash., which for years has bought remanufactured cartridges. “We’re not using new petro-chemicals to make new cartridges. We know we are doing a good thing for resource conservation.” There have been no quality or waste problems, Nelson said,

calling their experience “great.” Inside a Cartridge World f ranchise in El Dorado Hills, owners Gary and Micaela McConnell recently ticked off a list of customers buying remanufactured cartridges from their store. It included Marshall Hospital, Red Hawk Casino and McDonald’s – but not the state. “They’re not reusing,” Gary McConnell said. “They are just recycling.”

HP wouldn’t correct defect

It wasn’t the recycle vs. reuse debate that caught the attention of Dave Henning, a buyer in the Food Acquisitions Group at DGS. It was toner waste. And it began with a routine office job–changing out an empty cartridge on an HP color laser printer. “Dave noticed that the toner cartridges needed to be changed more often than he expected and often felt like they were nearly full,” a DGS report says. An investigation found that cartridges were being shipped back to Virginia for recycling when they were over half full. “When the printer uses color, all three color cartridges record one use, regardless of which colors were actually used,” the report says. “When any of the three color cartridges becomes empty, the printer will not print unless all three cartridges arechanged.” Serious money was at stake. Color cartridges for the 5500dn model cost $560 for all three. Since last year, the state has bought 399 of the HP printers, for about $2,700 each. In an employee suggestion report, Henning tallied up the numbers and estimated the state was losing $1.5 million a year “in unnecessary cartridge replacement. Hewlett Packard should correct this defect.” HP, though, declined to do so. “We are limited in our ability to modify these products due to resource and business constraints,” an account manager wrote DGS in an e-mail obtained through the California Public Records Act. Tetz was dubious. “I share staff opinion that they could if they wanted to,” he wrote in an e-mail, “or perhaps if it were profitable to do so.” DGS responded by dropping the model from the state printer contract. For his part, Henning applied for a state merit award–a cash prize given to employees who spotlight waste. He will soon pick up his winning $3,476 check. As Henning was examining cartridges, Martin–who, as engineering branch manager, worked in the procurement division–was calling attention to another concern: unfair competition. “Perceptions of favoritism or an uneven playing field are counter to the division’s image,” Martin said in an e-mail. His concern gained traction. The problem, documents show, was a provision in which agencies were encouraged to switch to new, more efficient HP printers by accumulating points for buying

California’s ‘Green’ Ink-cartridge Recycling Fails to Cut Pollution, or Costs Continued


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and recycling HP cartridges. That could potentially steer business to HP without competitive bidding. “The points had the potential of influencing purchasing decisions,” Jim Butler, deputy director and chief procurement officer at DGS, told The Bee. “We did not want anyone to feel like they had a conflict of interest.” Ultimately, DGS dropped the provision. The points were dropped in October 2008, meaning no new energy-efficient, climatefriendly HP printers would be plugged into state office buildings in exchange for print cartridges after that date–and no greenhouse gas reductions would accumulate, either.

Where things stand

Today, the program limps along on recycling only. And not much of that is even getting done. At the state Consumer and Services Agency–which announced the program–only about 10 cartridges a year are recycled. More than 600 were shipped by DGS back to Virginia for recycling, but none have left the agency’s loading dock since March. Butler, who generally favors reusing cartridges, said DGS is working on a more environmentally responsible purchasing contract requiring that all new state printers be compatible with remanufactured cartridges.

Statewide, new cartridge purchases continue to dwarf remanufactured ones. From May 2007 through April 2008, agencies using the state office supplies contract spent $6.2 million on new toner cartridges, DGS figures show, and just $807,000–or 11 percent–on reused ones. Butler said he believes the numbers may be higher, because not all purchases are included in the contract. Those numbers do not please Tetz, the purchasing manager. But they also are no longer his problem because he was transferred out of his job nine days ago in a move Butler said is unrelated to his criticism of the HP partnership. “I’m pleased with the work Mr. Tetz has done,” Butler said. “I think he has a great deal to be proud of.” Despite repeated requests by The Bee, Butler declined to let Tetz speak for himself. “I think we can give you the answers you’re looking for by talking to me,” Butler said. For his part, Tetz is angry and frustrated by the events of the past 17 months. “We continue to waste millions of dollars per year … to the detriment of the environment,” he wrote in a letter to the Bureau of State Audits in August. “I have attempted for well over a year to address and resolve a serious problem and … have been ignored or thwarted at every turn.”

California’s ‘Green’ Ink-cartridge Recycling Fails to Cut Pollution, or Costs Continued


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R i c o h A m e r i c a s Corporation, a leading provider of digital office equipment, announced the official launch of the Ricoh® Pro C720/C720s, a production class multi-functional

color system, the latest addition to Ricoh’s Pro series of products, designed specifically for the production environment. This flexible system is targeted at corporate and commercial professional print environments with demanding application needs. The Pro C720/C720s has a robust duty cycle of 320,000 images per month, and runs at 72 pages-per-minute (PPM) regardless of paper weight. The Ricoh Pro C720s allows customers to complete a wide range of applications within one system. The Pro C720s offers high-resolution scanning, copying, and automated distribution to multiple destinations, including e-mail, URL, and FTP. It also allows customers to store files on a document server so you can reprint them without re-ripping the files. Central to the operation of the Ricoh Pro C720/C720s is a server-based EFI Fiery® Print controller. The Fiery platform optimizes the Pro C720/C720s with top speed, quality, advanced color management, and integrated work-flow utilities that provide the customer with complete control over digital file processing at every stage of production. The Fiery is an open, flexible solution addressing the demanding requirements of Commercial Printers, In-Plant Print Shops, and Central Reproduction Departments (CRDs). The Fiery controller is a standard component of the Pro C720/C720s and includes a number of value-added workflow and job automation utilities such as Fiery Graphic Arts Package, Standard Edition, EFI Hot Folders, Fiery WebTools, and more. Additionally, the Ricoh Pro C720/C720s offers a wide range of advanced in-line finishing options that can be configured to customers’ exact requirements, providing enhanced flexibility and efficiency. Options include a high capacity stacker which enables longer unattended print runs, and an array of document handling

and finishing options. The Pro C720/C720s is engineered to provide maximum uptime and reliability to customers in demanding print environments. It is ideal for print-for-pay shops, CRDs and other environments that need to take on more color jobs, increase revenue, and lower cost. The Pro C720/C720s

incorporates Trained Customer Replacement Units (TCRU’s) that enable operators to replace key components of the system, providing improved productivity. In addition, Ricoh bundles remote diagnostics, troubleshooting and online consumable ordering through the included @Remote diagnostic solution. The Pro C720/C720s feature large capacity trays that incorporate air-assist paper feeding for sheets up to 13” x 19.2”. The Pro C720/C720s handles media basis weights from 16lb bond to 110lb cover and prints at rated speed regardless of basis weight. “With the economy still on the rebound we’re continuing to develop cost-effective solutions that help our customers improve their bottom lines. We’ve had very good customer experiences with the C900, and the Pro C720 builds on the reliability and quality of the same platform.” said Carl Joachim, vice president of Marketing for PPBG, Ricoh Americas Corporation. “We’ve made good inroads in the production color market over the past year, not only with the Pro C900, but also with our solutions and professional services that address emerging applications such as Web2Print and VDP.” Order taking for the C720/C720S will be effective immediately, with availability scheduled for February 2010. The product will be available through US channels of distribution that include Ricoh Business Solutions, IKON and authorized independent dealers. Additional distribution within the Ricoh Americas group is planned through Ricoh Canada Limited and Ricoh Latin America.

About Ricoh’s Production Printing Business Group

The Production Printing Business Group (PPBG) of Ricoh Americas Corporation is dedicated to delivering state-of-the-art, high-speed production systems that provide efficient document workflows with high-volume production printing and finishing. Incorporating superior engineering, service, reliable technology, and extensive software and finishing options, PPBG helps production centers to cost-effectively modernize and streamline their operations to meet today’s rapid turnaround and high-quality demands. Ricoh Americas Corporation, founded in 1962, is headquartered in West Caldwell, NJ and is a subsidiary of Ricoh Company Ltd., the 73-year-old leading supplier of office automation equipment and electronics, with fiscal year 2008 sales in excess of $20 billion. Information about Ricoh’s Production Printing Business Group can be accessed on the World Wide Web at www.ricoh-usa.com/ppbg/. All referenced product names are the trademarks of their respective companies.

Ricoh Launches Pro C720/C720s Color Production SystemNew Light Production Digital System Offers Affordable Alternative for Color Printing, Scanning, Copying and Document Storage


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Canon U.S.A., Inc., announced that, in 2010, Canon Inc. will mark the 20th anniversary of the Canon Toner Cartridge Recycling Program, a zero-landfill program in which every component of the used all-in-one toner cartridges* that the Company collects is reused, recycled or recovered.

Canon Toner Cartridge Recycling Program: First-of-its-Kind

In 1982, Canon created the world’s first personal copying machines incorporating replaceable all-in-one toner cartridges. These toner cartridges were then adapted for use in laser beam printers and rapidly gained in popularity. However, with this increase in popularity came an increase in the number of used cartridges. Canon’s corporate philosophy of Kyosei – living and working for the common good – has constantly provided the company with a keen awareness of environmental issues such as a commitment to waste reduction and resource conservation. In accordance with this commitment, Canon introduced the

Toner Cartridge Recycling Program. First launched in 1990, the program has collected approximately 220,000 metric tons of used toner cartridges. The initiative, launched on a global scale by a single business group at no cost to customers, marked a watershed moment within the industry. The cartridge return program now operates in 23 countries worldwide, supported by four global recycling bases: Canon Ecology Industry Inc. in Japan; Canon Dalian Business Machines, Inc. in China; Canon Virginia, Inc. (CVI) in the U.S.; and Canon Bretagne S.A.S. in France.

Toner Cartridge Recycling in the U.S.

As part of Canon’s Clean Earth Campaign and the Toner Cartridge Recycling Program, CVI opened Industrial Resource Technologies, Inc. (IRT), a toner cartridge recycling facility in Gloucester, Virginia, in 1996 to begin to reclaim all-in-one cartridges in the U.S. IRT has the distinction of being one of the few automated recycling operations for Canon worldwide and the

only cartridge recycling facility within Canon Americas. Continuing to improve and enhance its recycling capabilities in the region, CVI and IRT completed an expansion of its facilities in 2009, adding 770,000 square feet of space to accommodate both toner cartridge manufacturing and recycling. The expansion strengthens Canon’s ability to utilize more recycled materials and reclaimed parts for manufacturing new toner cartridges.

Achieving 100 Percent Recycling and Energy Recovery

for Zero Landfill Waste

Canon utilizes c losed-loop recyc ling for its toner cartridges which includes the reuse of parts as well as the recycling of the toner cartridge plastic container shell to create new toner cartridges. As a result, since 2003, all four of Canon’s recycling bases, located in Japan, America, Europe and Asia, have achieved a 100 percent recycling and recovery rate (i.e. generated zero landfill waste); by the end of June 2009, the company had reduced the use of new resources by approximately 140,000 metric tons and prevented 370,000 metric tons of CO2 emissions. Canon’s recycling activities have earned it recognition in the form of a number of prestigious industry awards, beginning with the Grand Prize at Japan’s First Global Environmental Awards in 1992.

Canon Toner Cartridge Recycling Program Celebrates 20 Year Milestone


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Inexpensive inkjet printers are fairly thin on the ground, but HP’s Deskjet 5560 costs £50, if you buy direct from the company, and offers plain paper and photo printing. As the Deskjet name suggests, it’s aimed primarily at general, personal correspondence. The printer looks very neat in its textured and high-gloss black case. It’s about the normal width for a personal inkjet machine, but is less deep than many. However, when you fold down the paper tray and extend the swing-out paper rest, which forms the output tray, it increases the machine’s footprint substantially. This tray arrangement sticks out of the front of the machine by more than the length of an A4 sheet.

Paper or photo blanks feed from this fold-down tray, turn through 180 degrees and feed out on top of the input stack. There’s no cover to the feed tray, so you’ll probably want to fold it up out of the way when not printing, which means you’ll need to store the paper somewhere. The control panel is novel because of its arrangement and the

specially designed mono LCD panel. There are four buttons, one for paper feed, one to cancel a printing job, a third to turn on the printer’s wireless connection and the fourth to switch the printer on and off. The display shows the wireless signal strength and ink levels in 25 percent blocks using purpose-designed icons. At the back are a USB socket and a low voltage DC input, which takes power from a small black block supply. USB is needed temporarily for setup, even if you choose to connect the machine wirelessly. The wireless setup is very straightforward and is handled automatically by the setup utility on the driver CD. You also get copies of HP Solution Centre, Smart Web Print and Microsoft’s Windows Live Photo Gallery. Drivers are provided for Windows and OS X and are available for Linux as a download. The machine uses two ink and head cartridges, one for black ink and the other tri-color. When you pull down the front cover, the head carrier moves to a convenient central position and clipping the two cartridges into place is quick and easy. HP quotes speeds of 28ppm for black print and 21ppm for color, though is honest enough to say both of these are in draft mode. It would be interesting to know how many people regularly print draft documents. We’re increasingly of the opinion that it’s very few and that draft mode is provided by all printer manufacturers mainly so they can quote high print speeds on their printers’ boxes. In normal print mode, which is what we use for all our tests, the Deskjet D5560 completed our five-page black text print in 1:06, which equates to a speed of 4.55ppm. The longer, 20-page document took 3:26, increasing the speed to 5.83ppm, but still

HP Releases Deskjet D5560 Wireless Inkjet Printer


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a lot more modest than the specs. Our five-page black text and color graphics document took 2:02, a speed of 2.46ppm. Compared with other, similarly priced inkjet printers, these speeds are quite reasonable and subjectively the printer didn’t hang about fiddling with its cartridges, like many of its Photosmart cousins. The quality of prints we obtained was generally good, though there was some slight feathering of ink into plain paper on black-text characters. Text is densely black, though and color business graphics are solid and bright, with little sign of dither patterns. Registration of black text over color backgrounds is excellent and there are no signs of haloing. Although not designed as a photo printer, our test photo prints on HP glossy photo paper were very good. Colors are natural and shades very smooth, without showing print textures. Detail is precise and descends into the darker shades as well as those in bright light. As is normal practice for HP, the ink cartridges are available in Standard and Value versions, with the Value cartridges offering higher yields. Using the high-yield consumables gives costs per ISO page of 3.96p for black and 8.97p for color. Comparing these with other budget printers, such as the Epson Stylus S21 or the Canon PIXMA iP1900 shows that running costs are high, over 1p per page more than either competitor for black and a little more for color.

Running costs depend entirely on how cheaply you can find the cartridges, of course, so you might be able to improve on these figures, but the Deskjet D5560 does appear an expensive printer to run.

Verdict

A wireless printer for £50 looks like a good value proposit ion, and it is, although you need to take into account running costs, which at over 1p per page more than some worthy rivals casts a bit of shadow over the purchase price. Print quality is good, print speed is fair and the Deskjet D5560 is certainly an easy device to maintain,

but even at entry-level pricing you should consider the total cost of ownership, not just the price on the box.

HP Releases Deskjet D5560 Wireless Inkjet Printer Continued


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First released in November 2008, the Magicolor 1600 series of machines are based on a 20ppm Black 5ppm color print engine. The 1600 series has a base resolution of 600 x 600 Dpi, Enhanced resolution of 1200 x 600Dpi. The MF machines are multifunction with scanners, copiers and fax built in. All models have a recommended monthly duty style of 35,000 pages/month These machines are all based on the old carousel type system where the toner cartridges rotate and feed a single drum cartridge. This system is slower than the newer systems, but the costs for the cartridges are less. (One drum unit for all) The machines based on the 1600 series engine are:Magicolor 1600WMagicolor 1650ENMagicolor 1680 MFMagicolor 1690 MF There are High yield cartridges as well as low yield cartridges available. In addition to the toner cartridges, there is also a separate drum unit as well as a waste box. The cartridges used by these machines by region are as follows: This is the first machine I have seen where China has its own region set aside for cartridges.

USA

A0V3 01F Black HY 2,500 pages at 5% $90.00 List*A0V3 0HF Cyan HY 2,500 pages at 5% $127.95 List*A0V3 06F Yellow HY 2,500 pages at 5% $127.95 List*A0V3 0CF Magenta HY 2,500 pages at 5% $127.95 List*A0V3 0GF Cyan LY 1,000 pages at 5% A0V3 05F Yellow LY 1,000 pages at 5% A0V3 0AF Magenta LY 1,000 pages at 5% A0VU 011 Drum

Europe

A0V3 01H Black HY 2,500 pages at 5% A0V3 0HH Cyan HY 2,500 pages at 5% A0V3 06H Yellow HY 2,500 pages at 5% A0V3 0CH Magenta HY 2,500 pages at 5%

A0V3 0GH Cyan LY 1,000 pages at 5% A0V3 05H Yellow LY 1,000 pages at 5% A0V3 0AH Magenta LY 1,000 pages at 5%A0VU 0Y1 Drum

Asia/Pacific

A0V3 01K Black HY 2,500 pages at 5%A0V3 0HK Cyan HY 2,500 pages at 5%A0V3 06K Yellow HY 2,500 pages at 5%A0V3 0CK Magenta HY 2,500 pages at 5%A0V3 0GK Cyan LY 1,000 pages at 5%A0V3 05K Yellow LY 1,000 pages at 5%A0V3 0AK Magenta LY 1,000 pages at 5%A0VU 0Y1 Drum

Greater China

A0V3 01N Black HY 2,500 pages at 5%A0V3 0HN Cyan HY 2,500 pages at 5%A0V3 06N Yellow HY 2,500 pages at 5%A0V3 0CN Magenta HY 2,500 pages at 5%A0V3 0GN Cyan LY 1,000 pages at 5%A0V3 05N Yellow LY 1,000 pages at 5%A0V3 0AN Magenta LY 1,000 pages at 5%A0VU 0Y1 Drum* The pricing on all cartridges is current as of December 2009.

Required Tools

Toner approved vacuum Phillips head screwdriverNeedle Nose PliersJewelers screwdriver set

Supplies Required

1600 Dedicated Color Toner Replacement chipShipping coverLint free Cloths

Remanufacturing the Konica Minolta Magicolor 1600W Black and Color Toner CartridgesBy Mike Josiah and the technical staff at Uninet ImagingA division of Summit and Uninet Products

Mike JosiahMike 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.


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1) Remove the fill plug, and dump out any remaining toner. See Figure 1

2) On the gear side of the cartridge. Pry in on the tab of the gear lock. Remove the lock. See Figures 2 & 3

3) Remove the two white gears. See Figure 44) On the opposite side, remove the large drive gear and bushing. See Figure 55) Slide the gear side bushing out and remove the Mag. roller. See Figures 6 & 76) Remove the two screws and Doctor Blade. Pry the blade up f rom the back edge. There are alignment pins that can break. See Figure 8

7) Remove the 2 screws and the Sealing blade. Carefully lift off and place on the top of the assembly. Do not try to remove completely as the seals will tear and you may develop a leak. See Figures 9 & 108) Clean out any remaining toner from the

hopper, foam seals and the feed roller. See Figure 11

9) Instal l the c leaned sealing blade assembly, seals, and two screws. See Figure 12

Figure 6

Figure 7

Figure 8

Figure 5

Remanufacturing the Konica Minolta Magicolor 1600W Black and Color Toner Cartridges Continued

Figure 9

Figure 10

Figure 3

Figure 4

Figure 11

Figure 1

Figure 2


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10) Install the doctor blade and two screws. See Figure 13

11) Install the developer roller assembly. See Figure 14

12) On the gear side, set the bushing and turn so that the flat side is facing up. Press in on the bushing until it locks in place. See Figure 15 & 16

13) On the opposite side of the roller, install the bushing flat side up Press in the drive gear. Make sure the gear locks into the shaft. See Figures 1714) Install the 2 gears and gear lock. Make

sure the tab on the gear lock is in the slot. See Figures 18 & 19

15) Fill with the appropriate 1600 color toner, replace the fill plug. See Figure 2016) Replace the chip by removing the small Phillips screw. See Figure 21

17) Install the developer roller cover. Slide the thin black edge under the sealing blade. Tape the cover in place. See Figures 22 & 23

Taking Test Prints

For the 1600W and the 1650EN, the printer driver controls everything. Test prints have to be run through a PC with the driver installed. On the two MF machines, you can just make a copy of a suitable test page.

Figure 16

Figure 15

Figure 12

Figure 13

Figure 14

Figure 17

Figure 18

Figure 19

Figure 20

Figure 21

Figure 22

Figure 23


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Cartridge World, the world’s number one eco-friendly retailer of printer cartridge recharging services today launched the sixth franchisee store at Laketown in Kolkata. The store was launched by Dr. Debesh Das, Honourable MIC, Dept. of IT, Government of West Bengal. Dr. Debesh Das also distributed saplings to the Laketown Cultural Organisation which will be planted in the Children’s Park and local area as part of the event and to reinforce Cartridge World’s commitment of helping to Save the Environment. The store will offer all printer-related needs under one roof will services including recharging inkjet cartridges and laser cartridges - both backed with money back warranty, printer repairs and free customer education on cartridge care. The store will also stock original Inkjet & Laser cartridges, high quality speciality paper, OEM Printers and other office supplies. Celebrating the launch Mr. Naveen Rakhecha – CEO – South Asia, Cartridge World said “Cartridge World has a strong presence

in all the major Indian cities. We are now looking at aggressively expanding into Tier II and Tier III cities too. At Cartridge World the slowdown has catalyzed our growth process. Even the staunchest ‘OEM only’ user is now ready to give us a chance as cost cutting becomes imperative. The presence of a globally established brand which offers guaranteed service helps them take this first step more reassuringly.” Talking about the Kolkata launch he said “After the Lake Town store we are set to launch our 7th store in Kolkata located at Kasba in the first week of January 2010 and 3 to 4 more stores in the coming year” Cartridge World has chalked out aggressive expansion plans for the Indian sub-continent. Apart from spreading its wings in the Tier II and Tier III cities in India, the company also has plans to launch stores in Sri Lanka, Bangladesh and Nepal. It plans to take its tally of Franchisee stores to approximately 250 across the Indian sub-continent over the next 2 to 3 years.

Cartridge World Plans to Expand Franchise Network to 250 stores by 2012 in the Indian Market

Micro Solutions Enterprises introduces a number of new compatible printer cartridges, including those for the HP 1300 Series, HP 9000, HP/TROY 4014, 4015, and 4515 series, MICR toner, HP CP2025 and CM2320, and Xerox Phaser 3200 MFP. Micro Solutions Enterprises (MSE) is an ISO 9001/ISO14001-certified company that uses 28 patented and patent-pending technologies as it manufactures a line of compatible toner cartridges, MICR toner cartridges, and print head based inkjets. MSE’s manufacturing capacity exceeds 300,000 toners and 200,000 inkjet cartridges per month. MSE offers solutions for outsourcing, private labeling, private packaging, and blind drop shipping. A number of new compatible printer cartridges have been added to the MSE line in recent months. Among the most notable are compatible cartridges for the HP 1300 Series, HP 9000, HP/TROY 4014, 4015, and 4515 series, MICR toner, HP CP2025

and CM2320, and Xerox Phaser 3200 MFP.

HP 1300 Jumbo

The MSE Jumbo cartridge is compatible with the HP 1300 Series and has a yield of 8,000 pages based on

ISO 19752 testing methodologies, according to Micro Solutions. “This cartridge offers 100 percent more yield than HP’s high-yield version,” says MSE marketing manager Craig Faczan. “This model is benchmarked against OEM specifications and is verified on all machines.

HP 9000 Jumbo

MSE’s HP 9000-compatible Jumbo toner cartridge has a 40,000-page yield, according to its maker. “With our proprietary component combinations and patented technologies,” explains Faczan, “we are able to produce this Jumbo cartridge that yields 33 percent more than the highest-yielding OEM product.”

HP/TROY 4014, 4015, and 4515 Series MICR

MSE’s MICR toner cartridges now have compatible versions for HP/TROY 4014, 4015, and 4515 Series printers. “The HP/TROY 4014, 4015, and 4515 network-ready printers have print speeds up to 62 pages per minute,” Faczan explains. “Our MICR cartridges are stringently tested to perform at these speeds.” According to Faczan, the new cartridge models meet OEM yields of 10,000 and 24,000 pages respectively (based upon 5 percent coverage) and are verified to meet all ABA and ANSI standards of the accredited X9 committee for print quality and

MSE Broadens Its Compatible Toner Cartridges Line

Sixth store in Kolkata inaugurated by Mr. Debesh Das, Honourable MIC, Dept. of IT, Govt of West Bengal in Kolkata.


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readability. “Additionally, these 2 HP MICR compatibles, as well as other MSE MICR compatibles,” he says, “are guaranteed to work in the associated HP and TROY models.”

HP CP2025 and CM2320 Cartridges

MSE’s release of HP CP2025- and CM2320-compatible cartridges aims to bring colorful printing to SMBs at a lower cost. Faczan says the new cartridges in this line have undergone ISO 19798 page yield testing to “ensure matching OEM yield.” This testing, he says, requires a minimum of 12 cartridges (three of each color) to be tested in three separate printers. “In addition,” Faczan

says, “we have done comprehensive testing on image density and color matching to meet our graphics grade quality on all products.”

Xerox Phaser 3200MFP Compatibles

MSE’s new Xerox Phaser 3200 MFP-compatible cartridges yield 3,000 pages based on ISO 19752 testing methodologies, according to Faczan. He says the machine has a monthly duty cycle of 10,000 pages and prints up to 24 pages per minute. “MSE’s compatible cartridge has the reliability to hold up to this performance as well as the machine’s 1200 x 1200 dpi capabilities,” he adds.

Union Technology International (MCO) Co. Ltd. (UTec) proudly announces that its manufacturing partner, Print-Rite Unicorn Image Products Co. Ltd. of Zhuhai (“Print-Rite Unicorn”), has received China Environmental Labeling certification for its remanufactured toner cartridges. Now, over 150 UTec remanufactured cartridges are certified to carry the prestigious label. China Environmental Labeling allows consumers to easily recognize products that provide environmental and health advantages and provides consumers with added assurances that they are buying remanufactured toner cartridges that are truly “green.” “Adding remanufactured toner cartridges with China Environmental Labeling to our portfolio allows us to differentiate our products in the market f rom the competition’s less environmentally-friendly cartridges,” says UTec general manager Iris Ngo. “UTec is recognized for its longstanding commitment to marketing quality products with superior performance that are also safe to use and environmentally sound,” she says. “This tradition goes back many years. Our manufacturing partner, Print-Rite Unicorn, was awarded ISO 9001 and 9002 quality management certification back in the 1990s and ISO 14001 certification for environmental management in 2000. More recently, remanufactured toner cartridges produced for customers have been awarded the Blue Angel, Nordic Swan and Green-Mark labels and UTec’s products are also compliant with the European REACH and RoHS initiatives.” Last year, China Environmental Labeling standards were adopted for remanufactured toner cartridges. The methods and procedures defined for China Environmental Labeling certification are based on ISO 14020 standards and are in accordance with other international environmental labeling

programs such as Germany’s Blue Angel certificate. As part of the certification process, Print-Rite Unicorn, which manufactures UTec ’s toner cartridges, passed rigorous on-site factory inspections as well as product testing and assessment. In total, 153 of Print-Rite’s remanufactured toner cartridges are certified to wear China Environmental Labeling. The company retains its certification for three years, during which time it will participate in annual on-site inspections. Random samples of its products will also be purchased in the open market and tested to ensure compliance during the certification period. Carrying China Environmental Labeling provides UTec products with distinct competitive advantages in the domestic Chinese market. Chinese governmental policies and procurement laws encourage the purchase and use of remanufactured toner cartridges that are compliant with China Environmental Labeling standards. With their various ISO certificates and other international eco-labels, UTec’s products also stand out in markets outside of China. Around the world, UTec’s third-party imaging supplies are favored by consumers who value high-quality, environmentally friendly products that perform as well as or better than OEM-branded cartridges and still cost much less. In addition to remanufactured toner cartridges, UTec plans to offer other digital imaging supplies with China Environmental Labeling. A standard for remanufactured and compatible inkjet cartridges has been drafted and is now being reviewed by the Chinese government and industry participants such as Print-Rite Unicorn. A standard for ink is also under discussion and Print-Rite Unicorn has participated in its compilation. Print-Rite Unicorn’s ink facility has passed the on-site inspection and ink samples have been sent to the certification center for testing. China Environmental Labeling for Print-Rite Unicorn’s ink

UTec Further Differentiates Its Products with China Environmental Labeling

MSE Broadens Its Compatible Toner Cartridges Line Continued


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and cartridges is expected soon.

UTec To Grab Color Toner Market Share By Adding More High

Quality Cartridges

To further penetrate the color laser market, Union Technology International (MCO) Co. Ltd. (UTec) added a number of remanufactured and compatible color toner cartridges to its product catalog in December. The firm, which now offers one of the industry’s widest assortments of high quality color toner products, broadened its portfolio with dozens of remanufactured and compatible color toner cartridges for machines from Brother, Dell, Epson, Konica Minolta, Oki, Samsung, and Xerox. UTec also expanded its lineup of remanufactured cartridges for use in various Hewlett-Packard Color LaserJet units. Produced by its award-winning manufacturing partner, Print-Rite Unicorn Image Products Co. Ltd. of Zhuhai, UTec’s new compatibles and remanufactured color toner cartridges cost less than OEM cartridges while rivaling the performance of equivalent products from printer manufacturers. Regardless of size, UTec general manager Iris Ngo explains that most companies are now actively looking for ways to save

money. “Using UTec cartridges is a great way for corporate users to lower their internal color printing costs,” she says. In general, Ngo says UTec markets its color cartridges at less than half the OEM cartridge price providing UTec dealers with incredible sales opportunities. “UTec cartridges present end users a compelling value proposition because they perform like OEM cartridges and cost significantly less.” Moreover, Ngo adds that they deliver between five and ten percent more pages than the equivalent OEM product. “Providing low-cost quality color cartridges with higher page yields allows UTec customers to drive down operating costs for their end users,” she says. According to Ngo, the present market offers UTec distributors a unique opportunity to grow their color toner cartridge sales along with market share. Despite growing consumer interest, overall aftermarket penetration of the color toner market has been slowed because so many third-party supplies firms market cartridges that are inferior to OEM products. The poor performance of these second-rate products has stymied market growth. Unlike most of its competitors, Print Rite follows ISO manufacturing and testing standards at its state-of-the-art manufacturing facility so it can

consistently supply UTec with color cartridges that rival the price or performance—or both—of OEM products. “Because third-party supplies represent only a tiny share of the overall color toner cartridge market, there are tremendous growth opportunities for our distributors in this category,” Ngo says. With over eight years producing supplies for color laser machines, Print-Rite has established itself as the leading expert in the field of color electrophotographic technology. The company has a long history of following the best manufacturing practices in the industry and was awarded ISO 9001 and 9002 quality management certification back in the 1990s. Its testing procedures and protocols are also based on ISO standards. Each year, Print Rite produces over a million compatible and remanufactured color toner cartridges that meet or exceed OEM performance. The firm offers dozens of cartridges employed in machines from all the leading hardware manufacturers. “With all our product introductions at the end of last year,” says Ngo, “we are uniquely positioned to meet the growing demand for low-cost, high-quality color laser toner cartridges for a range of color devices.”

For details about UTec’s products, please visit UTec website www.union-tec.com.

UTec Further Differentiates Its Products with China Environmental Labeling Continued


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Key address states that Ninestar have fully mastered printer

technology and will soon join the elite ranks of the OEM’s.

On October 23 2009, reporters attending the 2009 China Government Procurement Summit were informed that the world’s largest compatible supplies manufacturer - Ninestar were proudly showing the first printer ever completely designed and created in China. As one of the three main sponsors of the event and as the world’s leader in compatibles technology, Ninestar Group CEO Jackson Wang had the opportunity to make the key note address. “Keeping going on the road of innovation and environmental protection” was the theme of the speech, and the announcement that Ninestar has mastered all technology necessary for printer manufacturing was the core of the message. At the forum, Ninestar has officially declared that it is upgrading to become an OEM and will fight for a space at the top table amongst the worlds leading enterprises.

CEO of Ninestar Group Mr. Jackson Wang addressing the Summit.

Working on the principal of “OEM quality, aftermarket value”, Ninestar has a customer base of over 100 million users from 90 countries that are using Ninestar or G&G brand products. Products which are known for their quality and reliability and have propelled Ninestar to become the world's largest compatibles manufacturer in both sales and production. Ninestar has been developing proprietary technology and patents as the lifeblood of the company’s future survival. As a quality leader in the industry, Ninestar has continuously achieved many technological and patent breakthroughs, specifically it is the first Aftermarket player to develop its own technology in chips and cartridge valves. Additionally, Ninestar is also the first Aftermarket company to launch environmental friendly, low carbon content, easy to refill toner cartridges. Ninestar has continuously gained many OEM patent authorizations, combining this with internal

dedication to innovation and development will ensure Ninestar continues to be the leader in printer consumables market.

Legend Capital applauds Ninestar’s performance in the

difficult economic environment and offers further support

and investment.

With the help and cooperation of Legend Capital, Ninestar has quickly pushed forward the development of the Supplies industry. Now Legend Capital is planning to invest more into Ninestar, which will speed up the research and development of the intellectual property rights necessary for laser printer production.

Liu Chuanzhi, CEO of Legend Holdings has visited Toner factory and highly appraised the Ninestar’s dedication on developing her own printers

During the visit of Liu Chuanzhi, CEO of Legend Holdings to Ninestar, he said: “Everyone in the computer industry knows the importance of printers in the overall system. The problem encountered in the past with proprietary technology being owned by earlier participants in the industry has been a huge barrier to entry. We are very proud that Ninestar has been able to overcome these obstacles to create their own patents, intellectual property rights and produce their own products, this is really a very great move”. As the first Aftermarket company to master the technology necessary for printer manufacturing, Ninestar will keep adhering to the tradition of technology and patent innovation to provide wider space for cooperation with all of its partners. Ninestar is proud to announce this further step on her road to success!

Ninestar Announce another Milestone in Its Development


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NEW PRODUCTS EXPRESS


Future Graphics Imaging Corporation, the world’s leading distributor of quality aftermarket imaging supplies, has released a compatible matched system for the Dell 1125 MFP. Based off the Konica Minolta PagePro 1400 engine, the Dell 1125 is a low-cost 21 page per minute monochrome MFP designed for the small office. The entry-level Dell 1125 MFP is part of a trend that has seen multifunction devices increasingly replace legacy stand-alone monochrome and color machines in small and medium-sized businesses. The quality FGIC compatible matched system consists of toner, OPC and a compatible replacement chip. The components have been qualified through FGIC’s industry-leading QA test protocols and test favorably for density, background and yield. Test data is available upon request. The Dell 1115 is easy to remanufacture and has a low remanufacturing cost. All FGIC supplies for the PagePro 1400 (except chip) can be used in the Dell 1125. The FGIC matched system for the Dell 1125 MFP is in stock now and ships from convenient locations all over the globe.

Future Graphics Imaging Australia Celebrates 10-Year

Anniversary

Future Graphics Imaging Australia is very proud to announce that it is celebrating its tenth anniversary in December, 2009. From the first US shipment back in December, 1999, FGI Australia has grown steadily to become the premier supplier of high quality aftermarket imaging components and toner in Australasia.

Today FGI Australia ships over 1250 product items and has sales offices in Melbourne and Sydney, and a distribution centre in Sydney. Said Neil Couch, sales manager, FGI Australia, “Having the resources of FGIC at our disposal will ensure our customers receive the ultimate in premium products and first-to-market components for years ahead. This includes the world’s highest quality brand: MK Imaging. Our customers are in safe hands for the years ahead.” FGI Australia has always been a proud supporter of the Australian remanufacturing industry. It has supported ACRA for 10 years and Cartridge World for nine years. FGI is a preferred supplier to Cartridge World Australia. Mr. Stephen Gough, president, FGI Australia, remains highly optimistic about the future. “Future Graphics Australia has experienced many challenges and hurdles over the past 10 years, all of which we have ultimately overcome, due mainly to the support and commitment from our lead partner, Future Graphics Imaging Corporation.” said Gough. “With their support and dedication we will continue to provide our customers with consistent, reliable products and leading-edge technical assistance for another 10 years and beyond.” FGI Australia is also pleased to announce that road shows with “hands-on” remanufacturing demonstrations will again be planned for November 2010, comparable to the shows that were recently completed in Perth, Melbourne and Brisbane. Webinars with similar instructional content will also be planned in 2010. A number of product promotions have also been planned for December 2009 to coincide with the anniversary.

FGIC Releases Matched System for Dell 1125 MFP

Static Control®, the global leader in aftermarket imaging component design, development and manufacturing, has answered remanufacturers’ requests for a quality aftermarket magnetic developer roller for HP® P2035/P2055 cartridges. Static Control’s premium Odyssey® magnetic developer roller solves a problem for remanufacturers who discover worn or damaged rollers in their HP P2035/P2055 cartridges. Now remanufacturers can simply replace worn or damaged magnetic developer rollers with a Static Control roller (HP1320MDR-OS-5,

HP1320MDR-OS-20). Remanufacturers often had to purchase another costly cartridge in the past to cannibalize the magnetic roller. Empty HP P20235/P2055 cartridges can cost between $12 and $16. This is not an effective cost solution. Static Control’s magnetic developer rollers are designed, developed and manufactured in-house to the highest standards. Static Control’s tight tolerances produce straight rollers. Straight developer rollers provide consistent print density and print quality throughout the cartridge cycle.

Static Control rollers have ultra-hard coatings of highly wear-resistant material, which make Odyssey magnetic developer rollers dependably durable. Odyssey is Static Control’s premium brand. The c loses t o f f e r ing in the aftermarket to OEM performance, Odyssey was created through the most intensive development process in the industry. Static Control, headquartered in Sanford, North Carolina, is the Global Leader in Aftermarket Imaging and Remanufacturing Technology.

Static Control® Releases HP® P2035/P2055 Replacement Magnetic Developer Rollers


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Katun Corporation, the world’s leading alternative supplier to the office equipment industry, is proud to introduce Katun® Performance™ Toner for use in Sharp AR-M257/357-series MFPs. This new toner provides the ideal combination of high quality, competitive cost, and OEM-equivalent performance. “This new Katun® Performance™ toner will help Sharp dealers and distributors reduce service expenses and immediately increase competitiveness, especially when bidding on tight-margin, cost-per-copy contracts,” says Joseph C. Wagner, vice president of marketing. “In addition, this exclusive Katun product has been designed and thoroughly tested to ensure complete forward and reverse compatibility with the OEM toner, and can be seamlessly installed before and/or after OEM toner has been used, without degradation of print/copy quality.” As a Katun® Performance™ brand product, this toner has been subjected to Katun’s 360° quality certification testing, to ensure it delivers OEM-equivalent image density, backgrounding, and yields, in a multitude of real-world environments. Dealers and distributors can purchase this product with no concerns regarding poor product performance or end-user dissatisfaction.

As with all Katun products, this Katun® Performance™ toner for use in Sharp AR-M257/357 MFPs may be ordered via the Katun Online Catalogue – Katun’s one-stop Internet resource that allows registered customers to locate and order thousands of Katun products while accessing real-time information about their orders and accounts.

About Katun Corporation

H e a d q u a r t e r e d i n M i n n e a p o l i s , K a t u n Corporation is the world’s leading supplier of OEM-compatible imaging supplies,

photoreceptors, fuser rollers, parts and other select products and services for the office equipment industry. With more than 30 years of expertise, the privately held Katun now serves more than 18,000 customers in more than 150 countries.

For more information, or to access the Katun Online Catalogue, visit Katun online at www.katun.com.

Katun® Corporation Introduces Katun® Performance™ Toner for use in SharpSharp Dealers Can Increase Their Profitability on this Popular Machine Series Now and in the Future

Mumbai (India) based Track Engineers has launched the solution for refilling of new HP 862 and 920 cartridges.

TRACK has developed new fixtures for these new cartridges. Track Engineers are there in the printer consumables industry since more than 2 decades and are well known for their equipments as well as raw material required for recycling of the printer consumables. The 862 refill fixtures are developed with a magnificent design which ensures that refilling is done without drilling any hole thus enhancing the ‘Refillability’ of the cartridge. And the refilling is done with very much ease. The fixture will accompany with required syringes and connectors. In all these are 5 cartridges and there are two separate fixtures designed for the color and black cartridges. The product code for color fixture is ‘Fixt for HP 862 Color’ which includes Cyan, Yellow and Magenta ports where as product code for black fixture

is ‘Fixt for HP 862 Black’ which includes Photo Black & Pigment Black ports. The 862 car t r idges a re compat ib le wi th fo l lowing printers- HP Photosmart D 5460 / D5463 / D5468 / D 7560 / C 6380 / B 8550 / C5380 / C6380 / C 5460 and the 920 cartridges are compatible with HP officejet 6000 and 7000. The sealing caps are also available as a packing material for preventing the leakage after the refilling is done. Track recommends using the quality Formujet inks. ‘Formujet IHC 862’ is specially made for 862 and 920 cartridges.

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

Track Engineers Introduces Fixtures for Refilling New HP 862 and 920


RECHARGEasiaFEATURE ARTICLE / 专题文章





二月，

新年伊始，很多企业和公司都已经开始早早的准备 2010 年的规划了，

显然大家都希望通过努力，在新的一年里获得更大的成功和收益。

在这里我不得不提一下，最新一期著名商务类杂志《财富》在新年的

寄语上所反复强调的一个词：“深耕细作”！这个看似从农业技术上引申

而来的词语，就我个人认为，对于我们所以广大的影像耗材企业同样具有

深刻的意义。众所周知，在影像耗材行业，我们往往更倾向于那些技术性

门槛较低的市场领域，总希望早点进入抢先分一杯羹，但是随着进入的企

业增多，竞争加剧，市场利润也开始逐步缩小，最终市场萎缩，企业又纷

纷撤出寻找下一个目标市场。这样不仅是一种巨大的资源浪费，对于整个

行业的发展也是非常不利的。

所以在您踌躇满志的勾画新的一年的市场远景的时候，不如回头看下曾经的市场脚步，是否走的太快太

急，是否还有一些潜力市场领域被您忽视？

另外，在这里，还要向大家报告下我们 2010 年中东 - 东南亚国际影像耗材展的最新进展。日前，我们

与印度再生行业协会一道在孟买举办了一系列活动进行展会推广，同时在德国法兰克福的 Paper world 展会

也进行了大规模的宣传。此后，我们还将进一步的在北美，东南亚地区进行推展工作。

总之，我们希望用我们的努力，给大家在新的一年里，奉献一次精彩的涵盖影像耗材各个领域的专业展

览！同时我们也希望得到您更多的支持与帮助！

执行编辑刘师同

Message from the Publisher




世界性金融危机、耗材行业专利

产权大战，对于从事再生通用耗材是经

历，但并没有遭遇到多大的影响，相反

从另一个角度来看，促进了通用耗材的

发展，有的企业认为，这是耗材的春

天。金融危机带给人们成本意识加强，

国家提倡环保减排，这些为通用再生行

业提供了机遇。我们说的耗材危机，并

非直面扑来，而是悄然改变着整个通用

耗材行业的竞争态势和发展走向。

一、危机来源于：内耗

内耗大于外患

专业人士分析，近年来，真正扰

乱市场的并不完全是假货，而更多的则

是通用耗材和配件企业相互内耗所引起

的。

1.价格战。

前几年通用耗材行业还属于暴利

行业，在相当丰厚的利润面前大家都是

有利可降，因此只要能赚钱哪怕是降一

点都无所谓，当行业发展到一定阶段，

企业规模扩大逐步走向正规，生产成本

和经营成本也随之上升，而此时利润已

经降低到接近成本线。此时，价格战一

发不可收拾，厂家难以承受成本带来的

压力但更难承受产品无法销售带来的压

力。不得已，靠继续降价来维持。有企

业坦称，这样下去不知道能维持多久。

价格接近成本线，有的竟然在公认的成

本线以下，究竟是什么原因？知情人士

透露无非有两种办法：一是降低原材料

采购标准；二是降低生产工艺成本。无

论从哪方面来讲都是以牺牲产品质量为

代价的。这样的恶性竞争将会消弱整个

行业的技术实力。

2.诚信缺失

众所周知，资金周转问题是企业

发展、生产顺利进行的一个非常重要因

素。但是，在通用耗材行业内，资金回

笼和货款帐期却是一个突出问题，让许

多企业头痛。行业的诚信缺失还体现在

产品以次充好、以劣充优、产品质量不

稳定等方面。有经销商透露，有些厂家

提供同一型号产品不同批次之间存在严

重的质量问题，这在行业内是一个普遍

现象。

3.相互推诿

比如一个知名鼓粉盒组件生产商从

国内采购刮板、充电辊、磁辊、OPC等

零配件，在销售过程中出现质量问题，

到底是哪一个零部件的问题就难以说清

楚，不乐承担责任，相互推诿。

内耗的根本影响就是使得先天不足

的中国本土企业实力消弱，当国外企业

进入中国时将逐步蚕食中国市场。

二、危机来源于：技术没有创新

知识产权问题困扰中国耗材企业

上一轮337事件已尘埃落定，但其影

响仍在继续。2006年3月美国爱普生公司

向美国国际贸易委员会（ITC）以中国、

中国香港、法国、韩国、美国24家企业

的进口墨盒及配件违反美国337条例，且

侵犯Epson公司11项专利为由，提出诉

讼请求。2007年10月19日ITC终审裁决

认定所有被指控的墨盒侵犯了一项或多

项Epson专利，ITC发布了普遍排除令，

有限排除令和停止进口令。禁令一颁，

使中国耗材业彻底失去了占全球墨盒市

场份额30%以上的美国市场，使中国兼

容墨盒出口量出现了近40%的降幅。17

家相关中国耗材企业产量缩水，成本增

加，效益下滑，有的裁员，有的倒闭，

中国耗材业面临重新洗牌，重新思考。

今年，温加宝总理在政府报告中指

出：“当前全球贸易保护主义加剧，贸

易摩擦增多。”提醒我们“必须充分做

好应对国际环境变化的各种准备，提高

防范风险的能力。”对我国耗材业的发

展，休戚相关。虽然如此，但我们专利

技术的缺失却是一个不容回避的话题。

三、危机来源于：没有消费群体

通用耗材产品未形成稳固成熟的消

费群体，边缘产业边缘化

提起打印机、复印机普通百姓耳

目能熟，但提起通用耗材却是很多人闻

所未闻的。打印机等办公设备已经进入

千家万户但通用耗材产品却是承载着人

们太多的误解，甚至被人们误解为假冒

伪劣产品。中国具有巨大的打印耗材消

费市场，却没有庞大的消费群体。一方

面是因为假货横行，以及一些生产商重

利而轻视产品质量，坏了通用耗材的名

声；另一方面则是通用耗材行业无法进

行社会性的宣传。单个企业实力太小，

确实也形不成舆论导向。

中国通用耗材市场的危机与出路Crisis and Opportunities of China Compatibles Market




中国通用耗材市场的危机与出路续

通用耗材产业的兴起可以为社会

节约大量的资金成本，本来应该是一个

蓬勃发展的产业，但在社会中却逐步边

缘化。国家不重视，人们不理解，就像

没娘的孩子，但现实看来，确实十分尴

尬。

四、中国通用耗材的出路：

1.洗牌资源整合。目前生意越来越

难做，随着无序竞争的加剧，企业利润

在逐步降低，以前100%的利润现在仅

有10%甚至更少。生意难做并不是没有

利润，只是企业还没有办法去面对微利

时代。当今中国通用耗材企业还延续以

前单纯卖产品的老思路，难以形成新时

代的新的竞争态势，生意难就理所当

然。微利时代非无利时代，这个时候拼

的是质量、服务、品牌等附加价值。行

业重新洗牌了，甚至会出现一定程度的

垄断。有分析人士指出，近几年将是通

用耗材行业最艰难的几年，经过一定时

间的整合重组后，通用耗材行业必将迎

来新一轮的发展。

2. 行业标准逐步完善。近年来，国

家和地方各种法律法规、行业标准相继

颁布。《喷墨打印机用再制造喷墨盒技

术规范》、《电子信息产品污染控制管理

办法》、《深圳市循环经济促进条例》、《反

垄断法》、《广东墨盒技术标准》、《上海

鼓粉盒技术标准》等都能够有力的促进

行业向规范化的方向发展。但要真正的

落实在通用再生耗材企业上，还需要一

段很长的路要走。

3.建立自己的知识产权。

造就一批具有国际竞争力的打印

机及耗材企业和品牌是我国未来重大的

战略。信息产业部把“提高创新能力，

积极发展具有核心竞争力的本土跨国

公司”作为重要目标，“加快推进以企

业为主体的技术创新体系”，政府将起

“带动和撬动作用”。

对中国的打印机与耗材业来说，已

在创新道路上跨出了可喜的一步，天威

飞马拥有300项专利，深圳文仪连续供

墨系统有11项专利，纳思达、天马、思

创、宇宙、格力、高宝、恒久、图纳、

乐凯等都开发、鉴定了一批具有自主知

识产权的兼容耗材，“告别模仿阶段，

进入创新时代”标志耗材业将进入跨

越式发展。为了引导打印与耗材界走技

术创新道路。原始性创新（发明）、集

成性创新（综合）和引进先进技术在消

化吸收基础上创新，我国打印机与耗材

业都可在这三个方面，做大、做足、做

强。这也是中国的耗材发展之路。

在中国打印机耗材市场，长期以来

的格局是洋品牌价格居高不下、“马路

游击队”四处出击，国产品牌两头“受

气”。然而随着国产耗材行业的不断崛

起，这一市场的格局正在发生变化。同

时业内人士认为，应借助我国循环经济

促进法实施一周年的良好契机，进一步

树立行业标准，加强可循环耗材产品的

普及应用，推动打印机耗材产业向着有

利于环境保护，有利于维护消费者利益

的方向加快发展。

打印机耗材市场长期混乱

如果用百度搜索一下回收硒鼓墨

盒，会得到数十万个搜索结果，这些结

果绝大多数指向“马路游击队”。这一

结果折射了国内打印机耗材市场长期以

来的状况。以激光打印机中至关重要的

硒鼓为例，“当前国内硒鼓市场的突出

现象，一是国际原厂品牌处于垄断地位，

二是大量假冒伪劣产品横行，三是用户

对空硒鼓灌粉再使用，这种情况是成品

总量的 4 倍左右。”最近率先在国内推

出硒鼓“终生以旧换新”模式的富美科

技有限公司党委书

记、副总裁邵光锦

说。

据相关统计，

目前我国各类激光打印机约有1800万

台，每年约需硒鼓7200万支次。国际

品牌产品依靠技术垄断和“低价卖打印

机，高价卖硒鼓”的赢利模式，形成了

较高价格。而高价格催生了大量非法假

冒伪劣产品及畸形灌粉模式。假冒伪劣

产品往往冒充正品出售，攫取暴利。

与此同时，有业内人士认为，我国

硒鼓等打印机耗材的回收再利用率仅为

1％。回收难除了国内尚无完善的回收

体系外，假冒伪劣产品存在的巨额利润

空间，使用完毕的硒鼓成为不法商贩制

假造劣的原料，也客观上导致了正规渠

道的回收难。

国产耗材逆境发展，政府采购积极助力

从整体看，跨国打印机企业由于掌

握众多核心技术和专利，因此近年来在

价格方面始终拥有较强话语权。但近年

来随着国产自主技术的提升，我国打印

机耗材产业也在显示快速崛起势头。

相关资料显示，广东珠三角地区的

再生耗材，每年有约85％出口到欧美、

东南亚、中东等地区，占据全球60％的

再生耗材产量。同时，在全国崛起了一

批以富美科技、汉光等为代表的拥有自

主知识产权的国产耗材企业。

更为可喜的是，许多国产耗材企

业凭借过硬的品质和相对优渥的价格优

势，先后进入政府采购领域。继2008年

12月珠海市政府在全国第一个向国产通

用耗材发放“通行证”后，2009年7月

上旬，财政部、环保部在联合发布的第

四期《环境标志产品政府采购清单》也

将国产通用耗材纳入了政府采购清单。

此举意味着我国政府采购打印耗材的旧

格局被打破，政府采购观念发生转变，

通用耗材今后将与原装耗材同场竞技，

这是对国产通用耗材行业的认同。2009

年上半年，仅珠海市政府采购国产

通用耗材市场：“中国制造”实力突显Compatibles Market: The Power of “Made-in-China”




耗材产品就超过150万元。

邵光锦认为，发展国产耗材有利

于打破国际品牌的市场垄断，振兴民族

耗材产业，为民族耗材产业争取更多的

话语权。此外，可以大幅度降低用户成

本，有效节约资源，保护环境，为我国

构建资源节约型、环境友好型社会作出

重要贡献；第三，还可以扩大国产耗材

的市场份额，有效地使混乱的耗材市场

趋于合理和规范。

中国计算机行业协会秘书长于萱认

为，近年来国产耗材企业有两个鲜明亮

点，一是始终坚持自主创新，这是近年

来国产耗材行业快速崛起的重要保证，

二是在产品的环保和循环再利用方面有

很好的发展。“面对这么大的市场，我

们在未来的云计算时代，都会实现资源

和信息的共享。中国应在打印机耗材方

面有能力发展自己的东西，必须有这样

的产业。”

“国产耗材产业的发展一直处于‘夹

在中间’的状态，国际品牌凭借雄厚的

资金实力和打印机的核心技术不断地设

置各种壁垒，而假冒伪劣和灌粉产品则

把国产耗材产业拖入价格战。民族耗材

产业的出路在于加大自身的自主创新力

度，不断掌握耗材的核心技术，并在坚

持产品高品质的基础上实现对传统耗材

运营模式的革命性变革。”邵光锦说。

政策推进和行业标准制订仍需加力

业内人士普遍认为，硒鼓、墨盒等

打印机耗材的循环利用对我国环保和产

业发展具有重要意义。我国在去年1月1

日开始实施循环经济促进法，这使耗材

产品的循环利用有了法律依据，并为保

护环境创造了积极条件。

实际上，从全球看，欧美各国早已

掀起绿色环保打印风潮，把利用和保护

再生耗材写进了法律。欧盟于2002年正

式立法拒绝一次性耗材的销售和使用。

“整个行业都应支持以旧换新。一

个硒鼓约70％是塑料机件。如果可以

做成可利用回收的产品，那对环保是很

大的贡献。”于萱说，国产耗材今后一

定要继续坚持两个方向，即坚持技术创

新，坚持环保。政府和政策都要在这两

个思路上对企业进行鼓励和扶持。《废

旧电器电子产品回收处理管理条例》将

于2011年1月1日起实施。届时，我国

废旧电器电子产品回收处理将有法可

依，如果擅自处理电子垃圾，最高将罚

款50万元。“企业现在就应主动引领行

业再生产品标准，同时推动社会公众对

环保再生产品的重视。”于萱说。

于萱同时认为，目前国内一些企

业在打印机耗材方面实行的环保再制造

和循环利用做法值得肯定，例如目前富

美科技在国内硒鼓行业率先推出“终生

以旧换新”的模式。据了解，富美科技

依靠其申报的近200项发明专利所形成

的完全自主知识产权，使其硒鼓价格比

跨国企业的产品平均便宜80％。这种

模式既可以使用户不再受洋品牌的高价

压制，又有助于驱逐不法灌粉市场孳生

的温床。于萱认为，随着这样一批有自

主知识产权的国产耗材企业实力不断壮

大，将大大有助于提升我国打印机耗材

行业的整体水平。

业内人士认为，目前打印机耗材

应在落实循环经济促进法的基础上，继

续在法律法规上推进。具体来说一是要

建立、完善耗材行业标准，可以有利于

规范目前鱼龙混杂的耗材市场，让消费

者买到真正的合格产品，有利于国产耗

材的做大做强；二是鼓励探索推进耗材

产品循环利用的好办法和好经验，例如

类似硒鼓“终生以旧换新”的做法，可

以进一步总结和推广。今后相关法规、

政策的制定，应考虑如何调动企业积极

性，让他们在国产耗材的创新和环保方

面做出贡献。

通用耗材市场：“中国制造”实力突显续

�0 www.rechargeasia.com



2009年，似乎转眼成了过去，对于它，我们相信每个

身处再制造行业的人都会感慨良多，在过去的2009年，成

就和失落，喜悦和遗憾这样发生在每个影像耗材再制造的

公司，每个行业同行身上的点点滴滴汇集起来，也许就是

2009年，我们整个影像耗材发展的轨迹。为此，我们在最

近，集中采访了影像耗材行业的许多公司以及他们的领导

者，征询他们对2009年最鲜明最直接的感受。

2009年使公司最大的收获是什么？有值得回顾的吗？

珠海科力莱科技有限公司：

2009年我们收获很大，提高了产能，工厂扩建了，市

场细分有机会，对耗材行业充满了信心。

保定欧普电子科技有限公司：

2009年公司全面增长30%—40%。成像卡盒、墨盒、

墨水、色带全比去年有较大的增长趋势，力争明年仍保持

这个增长的速度。我们以开辟国内市场为主。

广东新高端实业有限公司：

2009年我们自主研发了配件系列产品，尤其充电辊是

橡胶材料一次成型的（全国只有2家能生产）。我们的产量

赶不及销售量。在北京高端公司还停留在复印机粉上，深

入人心的新产品认知得很少。

天津市科经办公设备有限公司：

2009年经营很好。

杭州天堂鸟电子耗材有限公司：

2009年没有感受到金融危机，影响对我们不大。我们

在国内做墨水属于一流的，起码是前5位。

2009年金融危机对企业有何影响？

湖州裕华办公用品有限公司：

2009年金融危机有冲击，影响不大。我们的产品销到

欧美、北美、南美、东南亚市场。

2009年有何难忘的事值得回忆的？

劲宇科技有限公司（台湾）

我们公司根据再生耗材市场的需要，开发一种转码

机，可以改变墨盒的型号，具有喷头设计的新概念！从去

年下半年开始，火得很，目前订单已安排到2010年2月份

了。

广州市科密化学有限公司：

2009年不错啦，产量增加了，销售增加了，客户也增

加了。我们的产品更适合中国的市场。我们是托金融危机

的福，2008年底我们还是很紧张的，没想到一年过去后，

变化太大了，生产线全饱和了。明年我们还会继续增长。

2009年有何最反感的事情？

珠海益高打印耗材有限公司：

2009年最反感的是拼价格战。中国人不缺技术，不缺

好产品，就是缺乏用心来做事业，同样的东西在美国主流

市场就不接受中国产品，说明我们不会做市场。

2010年期待着什么？

嘉兴百川打印科技有限公司：

2010年我们要多参加国外的展会，主要是欧美市场，

因为他们是高端产品多些，我们兼容性产品稳定性比国内

的同类好的多。我们需要更多专业性的信息。

珠海科力莱科技有限公司：

2010年我们利用自己的优势，做好特色产品，加大市

场的占有率。在同行中我们是第一家推出的TN115型号的成

像卡盒，我们要做到优势产品，占领终端客户。

2010年对行业有什么想法？

慈溪观海卫惠普打印机配件厂：

2009年我们受到了影响，产品出口锐减，在非洲、

印度我们的产品价较高，没有竞争的优势，所以国外销售

量减少了很多。我们的产量主要扩增国内市场，材料上涨

了，人员工资增加了，租用费增加了，利润率下降了。

2010年我们要加强外贸方面的力度，金融危机总会过去

的。

2010年你的希望是什么？

苏州恒久光电科技有限公司：

2010年我们希望通用耗材要抓质量，不要打价格战。

我们要加大开发新品力度、开发彩鼓，维持公司的利润

率。

广州麦普科技有限公司：

2010年最大的事情就是公司要搬迁到新工业园区，建

筑面积10万平方米，随着厂房的扩建，招聘更多的员工。

武汉爱得科技有限公司：

2009年还好，2010年准备大干！

北京艾斯克恩科技有限公司：

2010年准备和迪迈打印耗材公司合作1年，在渠道创新

方面优势互补，开拓国内市场。

Recharge Asia Magazine

我的2009（二）MY 2009 (Part 2)


RECHARGEasiaRECHARGEXPO FOCUS / 东南亚国际耗材展


2010年01月27日夜，亚洲再生业杂志与印度再制造行

业协会（ICRRA）共同在印度最为著名的俱乐部Mostash

Club，举办盛大的酒会，共同宣传推广亚洲再生业2010年在

印度尼西亚举办的中东-东南亚国际影像耗材展。

此次活动是由印度再制造行业协会（ICRRA）牵头，亚

洲再生业杂志和佛山埃申特公司积极协助举办，揭开了亚洲

再生业在东南亚周边地区推广2010中东-东南亚国际影像耗

材展的宣传活动序幕。来自印度再制造行业协会和印度当地

影像耗材行业的多家企业参加了本次晚宴。同时亚洲再生业

东南亚地区多家合作伙伴，如SCC，Eop21等公司也到场祝

贺。

印度再制造行业协会是印度当地影像耗材行业兼容和再

制造耗材领域内的唯一专业性协会，会员遍及印度当地各个

区域和省市，并拥有超过50余家企业会员。一直以来印度再

制造行业协会和亚洲再生业杂志都有着密切的合作。再制造

行业协会主席J. M. Dassani 对亚洲再生业杂志表示了高度的

赞赏，并认为2010中东-东南亚国际影像耗材展将对推动包

括印度在内的东南亚周遍各国影像耗材发展，尤其是兼容和

再制造耗材行业发展起到十分积极的作用。

亚洲再生业杂志则利用本次会议，向印度当地的企业介

绍了2010中东-东南亚国际影像耗材展的基本情况。中东-

东南亚国际影像耗材展是东南亚地区专业的影像耗材行业

展会，分别于2007年-2009年在新加坡举办过三次，本届

是中东-东南亚国际影像耗材展第一次移师印度尼西亚雅加

达举办，并积极携手印度尼西亚当地最大的电脑IT领域展会

Festival Komputer 共同举办。2010中东-东南亚国际影像

耗材展目前已经确定参展商50余家，定展面积超过总面积的

2/3，初步推广便获得了巨大的成功。

另外佛山埃申特公司作为亚洲再生业的合作伙伴，代表

国内影像耗材企业参加了本次晚宴，刘成总经理代表佛山埃

申特公司在现场做了产品展示以及公司情况介绍，增加了印

度当地客户对于企业的了解和认识。

2010中东-东南亚国际影像耗材展全球宣传已经正式启

幕，亚洲再生业将先后通过此次印度系列活动、东南亚区域

（新加坡、印度尼西亚、泰国等）国家大型路演宣传活动、

以及欧洲德国Paper world和Remax展会、以及北美ITEX展等

进行广泛的推展销售工作。您可登陆我们的网站，及时了解

和关注我们展览会的最新进展情况。

亚洲再生业愿与所有行业同仁一道共同携手，进一步扩

大各个区域和国家之间，影像耗材行业，特别的兼容再制造

领域行业企业的密切合作与交流！

亚洲再生业杂志与印度再生行业协会共同举办酒会2010东南亚国际影像耗材展东南亚区域宣传活动拉开序幕

ICRRA and Rechargeasia Hosts Dinner Party in Mumbai


RECHARGEasiaRECHARGEXPO FOCUS / 东南亚国际耗材展


亚洲再生业消息：参展2010年7月14日—16日的中东-东

南亚办公耗材展览会，最高可获得3.5万元的政府补贴。

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。

2010年7月14日—16日的中东-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(RMB) 最高限额(RMB)

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

参加2010年7月14日—16日的中东-东南亚办公耗材展览会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

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MARKETING / 市场动态


喷墨一体机面世已经有好几年了，每年厂商都会发布一

些新的产品来满足市场新需求。从新品来看，无论是厂商的

战略还是新品的特点都开始有了新的变化，总的来说就是更

加贴切市场、更加贴切需求。目前喷墨一体机产品所涉及的

厂商相对较多，其中一线主力厂商有爱普生、佳能、HP，此

外还有兄弟、利盟、戴尔等，下面结合厂商动态和市场实际

情况为大家分析一下喷墨一体机市场。

2009年喷墨一体机市场特点:

1. 厂商重点实施低成本策略。

2. 时尚化趋势加强。

3. 产品细分两极化趋势加强。

爱普生：完善细分产品线走低成本商喷策略

从爱普生的新品发布及市场策略来看，09年爱普生主要

走两极市场策略，一方面重点发展学生喷墨打印市场，其中

喷墨一体机的主力产品为爱普生ME300，喷墨打印机主要是

ME30，另一方面重点发展商用喷墨市场，主要以中低产品

为主，覆盖的人群有soho办公用户、中小型企业用户。09

年上半年，爱普生商用市场主力产品主要集中在08年年底的

ME3G系列产品上，其中ME office 600F、MEoffice510、ME

office 360、ME 650FN、ME 700FW等喷墨一体机在市场表

现非常好，这5款热门喷墨一体机其中有两款是爱普生发布的

新品，分别是ME 510和ME650FN。

爱普生ME 300

销售市场表现：从经销商的调查了解到，爱普生喷墨一

体机出货量较大的是ME300和ME 600F，其次就是ME360，

这三款机器都是低端产品，适合家用、SOHO、小型企业用

户或者是初创型企业用户购买使用，由于目前中国的中小型

企业用户占整体企业的80%以上，所以这块的市场需求非常

大。从近期的市场来看，爱普生ME510和ME650FN也开始普

遍受到用户的关注。

耗材市场情况：爱普生ME3G系列产品有一个特点就是

墨盒购买低廉，厂商在发布会上明确提出109系列墨盒的官方

售价，黑色109墨盒售价为49元，彩色墨盒售价为55元，从

目前的市场实际情况来看，很多耗材经销商在售价上又有了

一定的降幅，比如109黑色售价为46元，109彩色墨盒售价为

50元。兼容耗材同样看到了爱普生ME3G系列新品在市场的

出货量，因此兼容耗材厂商已经推出了109系列兼容耗材墨

盒，黑色墨盒售价仅10元左右，彩色墨盒售价仅12元左右。

为回报广大用户的关心和厚爱，爱普生从12月1日起至

2010年1月31日，在全国范围内展开大规模促销活动。活动

范围涉及全国各爱普生认证店及部分爱普生合作店，包括学

习型打印机、商用喷墨打印机、A3+幅面商喷打印机在内的

全线ME 3G产品共计10款都参加本次促销活动，力度之大可

见一斑。活动期间内，凡在参与本活动的爱普生店面购买任

一活动机型整机一台并加购指定耗材，均可在店面获得相应

的暖冬赠品好礼。

厂商重要动态：2009年9月，爱普生推出3款ME OFFICE

系列商用喷墨新品。首款A3+幅面高速图形设计专用打印机

1100、网络商务传真一体机650FN和便捷型商务复印一体机

510。

佳能：侧重时尚化走细分全面路线

从佳能的新品发布和市场策略来看，佳能喷墨一体机侧

重时尚化，其中低端喷墨一体机以佳能MP198为代表，成为

目前市场最畅销产品之一。佳能喷墨一体机在09年的主力

产品有佳能MP198、MX318、MX328、MP245、MX308、

MP258等。其中MP258为发布的新产品。

佳能PIXMA MP258

销售市场表现：通过对经销商的调查了解，目前佳能喷

墨一体机出货量相对较大的有MP198、MX328和MP258，这

3款机器主要针对低端应用人群，比如学生用户、家庭用户、

SOHO办公用户及小型企业用户。其中产品销量最大的机型

为MP198，其次就是MX328，接着就是MP258，MP258是佳

能新品，销量上升趋势相对较大。

耗材市场情况：佳能MP198、 MX318、MX328使用墨盒

型号为通用，黑色墨盒型号为830，市场售价为120元左右，

彩色墨盒型号为831，市场售价为140元左右，此外这几款机

器还有高容量墨盒可以通用，墨盒型号分别是黑色40，彩色

41。830和831是目前市场畅销的墨盒之一，而且这两个

时尚低成本兼顾细看09喷墨一体机市场Low-cost Printing in Fashion and MFD Market in 2009


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时尚低成本兼顾细看09喷墨一体机市场续

墨盒能够改装连续供墨系统，而且有兼容墨盒，经销商反应

兼容墨盒没有连续供墨系统稳定，所以兼容墨盒在市场中出

货情况并不理想，相反原装墨盒比兼容墨盒出货量要大。

厂商重要动态：2009年8月，佳能(中国)有限公司推出

了7款最新的PIXMA系列产品：网络时尚全能型照片一体机

腾彩PIXMA MP648、无线时尚多能型照片一体机腾彩PIXMA

MP568、精彩高效输出型照片一体机腾彩PIXMA MP558、

具有光盘盘面打印、双面打印、双向进纸的精致高效专业喷

墨照片打印机腾彩PIXMA iP4760、便捷实用全能型照片一体

机佳能腾彩PIXMA MP496、经济简单易用的佳能腾彩PIXMA

MP258、充分满足多种行业的彩色商务输出需求的佳能腾彩

A3+喷墨打印机iX7000。

惠普：时尚低耗材成本并进

惠普的喷墨一体机市场中主要侧重低成本战略和时尚化

设计，满足不同类型用户需求，商用产品主要以1毛钱原装打

印成本吸引用户，加上惠普品牌口碑早已经形成，低成本产

品很快得到了市场的认可。而时尚化产品设计也成为惠普的

一大亮点，其中低端喷墨一体机以K209a为代表，在市场中

表现良好，不过在销量上这款机器并不是第一位，目前相对

畅销的产品主要有HPJ4580、HP Deskjet F735、HP Deskjet

F2288、HP Deskjet F2488。其中HP Deskjet K209a是新品

喷墨一体机，主要定位为学生机。

惠普J4580

销售市场：从经销商处调查得知，惠普喷墨一体机在

市场中销量最好的机型属于四合一传真一体机，型号为HP

J4580，这款机器主要侧重商务办公用户，主要适合SOHO

用户、小型企业用户购买使用。HP Deskjet F735三合一喷墨

一体机销量也不错，这款机器最大的特点是高容量墨盒，售

价低，原装打印成本仅1毛钱左右。HP K209a学生喷墨一体

机由于新品上市时间不很长，目前正处于一个关注度上升时

期，而低购机成本的F2288目前市场销量相对较好。

耗材市场：自从HP推出系列产品以后，低耗材成本成为

每一款产品的亮点，其中惠普的703号大容量黑、彩墨盒，

可打印600页黑白文档和250页彩色图文。其渠道售价仅为

70元，核算下来黑白打印的单页成本是0.11元，目前HP703

系列墨盒已经开始应用在很多新品喷墨打印设备中，其中HP

K209a就是使用的703号墨盒。目前703号墨盒还没有国产兼

容耗材可以替代。

厂商重要动态：2009年10月，惠普公司发布了4款照

片一体机新品，把最先进的触控打印体验带给广大中国消

费者，以999元的价格让消费者享受最时尚、最便捷、最炫

酷的触控打印体验。其新品型号分别为：HP C309g，HP

B209a，HP C4788，HP C4688。

兄弟：加大投入率先推出A3彩色多功能一体机

从兄弟发布的产品类型来看，喷墨商务市场是兄弟重点

挖掘的市场，2009年兄弟一次发布了14款产品，而且其中有

几款是A3幅面多功能一体机，也是业界首次推出A3幅面多功

能机器，其中以兄弟MFC-6490CW为代表在市场中表现良

好。

兄弟MFC-250C

销售市场：通过对经销商的调查了解，目前兄弟MFC-

250C、MFC-490CW、MFC-3360C、MFC-265C及MFC-

6490CW机器市场较好。经销商说，A3幅面的MFC-6490CW

出现一段时间的下降情况，主要原因是A3幅面需求相对特

殊，而很多用户可能会在单功能A3喷墨打印机和A3多功能喷

墨一体机中进行对比购买。另一个原因是目前没有同类A3多

功能喷墨一体机，很多用户没有品牌选择的可能，就目前市场

来看，MFC-6490CW在市场中再次出现了关注度上升趋势。

耗材市场：兄弟 MFC-265C的墨盒分析一下，这款机器

采用LC960BK 系列设计，黑色墨盒售价为140元，彩色墨盒

70元一个，总共有3个彩色墨盒。黑墨按照5%的覆盖率计算

能够打印500页左右;彩墨按照5%的覆盖率计算能够打印400页

左右。黑色原装打印单页成本为0.28元，彩色0.05元左右。

厂商动态：2009年兄弟(中国)商业有限公司推出14款彩

色喷墨多功能一体机。在此次推出的DCP-6690CW、MFC-

5890CN、MFC-6490CW、MFC-6890CDW等4款机型中特

别配备了A3幅面的系列功能，是世界上率先拥有A3功能的彩

色喷墨多功能一体机。超值的附加功能，为用户的办公生活

带来如虎添翼的效果。


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2010年，我们应该以怎样的一个视

角来审视竞争激烈的打印机市场，它又

会发生哪些变化呢？

市场竞争软性化

有市场就有竞争，打印机市场已

经走向成熟，打印机技术发展到今天主

流厂商都再打印技术发展上都不同程度

的遇到瓶颈问题，突破技术瓶颈并非一

朝一夕所能解决的，通过评测工程师一

年来的评测报告中不难发现市面上的打

印机无论是商用还是家用，从产品本身

的性能以及定位上看，同质化特点非常

明显，因此打印机市场的竞争正逐渐的

转变为“增值服务”上来，让人欣慰的

是这恰恰是一个市场走向成熟的集中体

现。软性化竞争主要体现在，操作简单

的驱动程序、人性化的随机软件、产品

售后服务、耗材积分、后期使用成本

等。

绿色办公成打印机热点

一项来自环保组织的调查数据曾显

示，有44.51％的“上班族”认为“绿

色办公”会提高企业的办公成本。但技

术革新正在改变这种误解，使用高效节

能的办公产品，正在使广大机关和企业

实现环保与成本的“双赢”。在国家相

关政策的指导下，全民的节能环保意识

大幅提高，在号称人类第二大生活区的

办公室里，“绿色办公”的概念也应运

而生。

所谓“绿色办公”就是指在办公活

动中使用节约资源、减少污染物产生、

排放，可回收利用的产品。另一项数据

显示，生产一只全新硒鼓需消耗2.85升

石油，制造一个全新墨盒需消耗0.57升

石油。因此开发再生资源以及研发耗材

的回收利用率技术上是商场们的责任所

在。

LED打印机与传统打印机间的竞争

LED又称发光二极管技术，是全球

最早、最先进的成像技术之一。以OKI

和富士施乐为首的打印机厂商推动LED

技术在打印成像应用中走向成熟，并与

激光打印技术并称为数码打印成像的两

大基石。目前，彩色打印成像模式被

LED和激光打印技术(Laser)所垄断，在

全球彩色打印机市场上，两大核心技术

把主流厂商分为两大阵营：一是以OKI

为主倡导的LED成像打印技术，另一个

则以HP为主倡导的激光打印技术。

根据某媒体的一次关于打印机市

场的调查结果，有74%的用户认为未来

市场技术为先，而认为宣传为先的用户

仅占1%。该调查结果反映出目前用户

的消费习惯已经越来越理性，事实上，

市场最终的裁判是用户，用户看一个打

印的东西，是LED或者激光还没有分辨

出来，或者说还没有那么高的要求。但

是，人的要求是越来越高的，随着用户

的要求不断提高，用户会有一个判断，

我到底是用激光，还是LED。

彩色商务的主旋律

彩色激光打印机在降低价格的同

时，还需提升其品质，实现更稳定的打

印和低成本，加入更加丰富的打印模式

和打印功能，让消费者感受到高质量的

性价比。此外，彩色激光打印的普及除

了产品自身因素，消费需求的培养也是

很重要的方面。目前许多潜在的彩色打

印需求还没有被充分挖掘，在需求弹性

较大的情况下，消费者对彩色打印的应

用并不是特别强烈，此时，通过各种手

段，让用户了解、体验彩色商务应用，

从而接受这种概念来促进产业的发展。

“求同存异” 2010年打印机市场展望

随着网

络营销时代的

来临，越来越

多的企业都投

身到网络营销

这个行列中来

了。一时间，众多的企业网站如雨后春

笋般蜂拥而起，每个企业都以为只要建

一个网站并在搜索引擎竞价排名中抢得

先机，拥有高的网站流量，就会有大批

的客户涌上门来，其实目前网络营销的

一个基本现状是95%以上的访问者在浏

览网站后，都没有主动与企业联系。也

就是说拥有网站的企业每天都在流失

95%的网络商机，如何才能留住更多的

客户？需要实施营销自动化。

潜在客户信息的获取是网络营销的目标

众多企业在实施网络营销时，对

搜索引擎的竞价排名投入较大，关注着

网站的流量。然而网站流量的增大并不

是目标，网络营销的目标却是获取更多

的潜在客户，有了这个业务目标，企业

的网站建设才会有目标和策略，才可能

对网站结构和功能有更多要求，否则就

只是一个“简介式”网站，网站内容无

法满足客户需求，网站流量再高，也留

不住客户，更无法获取客户信息。不难

看出，支持网络营销的网站需要具有营

销功能，也就是网站前台需要与企业的

目标市场、业务策略、营销过程有效匹

配，将原来通过人员传递的营销信息，

搬迁到网站上，由此提高传递范围和效

率；网站的后台能够管理客户和内容，

管理好客户状态，能够为不同客户提供

差异化内容，将极大提高营销效能。

网站结构和内容是留住客户的关键

内容的可读性无疑是留住客户的

关键，提高内容效率的核心就是网站结

构设计，由此网站策略必然依赖于对企

业营销业务的分析，一方面是面向目标

客户群，另一方面就是营销过程，分析

企业目标客户群以及产品特征和交付模

式，是希望网站内容满足主要客户的需

求；分析营销过程，了解主要营销项目

和工具等，是希望能够通过在线方式来

传递营销信息，网站结构的设计就

网络营销：如何获取有效客户

2010 Printer Market Prospect – Shared Common Grounds & Differences

How to Capture Your Customers Via Internet Sales


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是实现这个目标，在网站内容的规划

时，主要是为不同访问者设计差异化内

容，如一般访问者、兴趣访问者、需求

访问者等。

互动是网络营销的日常工作

互动是营销最重要的一环，网站访

问者浏览企业网站时，网站需要提供更

多手段以支持“互动”，电话只是一种

方式，网站需要在醒目的位置显示“联

系电话”，客户电话是最有价值的，但

数量非常有限，并且提高非常困难；即

时通信将是一种不错的方式，在浏览网

站的时候，如果需要了解更多信息，即

时通信将促进交流，更重要的是企业可

以主动联系正在浏览网站的每一个客

户，这正在成为网络营销的主要手段；

网站注册不能忽视，然而网站注册并

不是简单地设置注册区，而是在客户的

访问过程中，通过提供更多的内容来满

足客户的需要，如：客户浏览“产品介

绍”时，就链接“产品白皮书”，如果

客户有兴趣，简单的产品简介就不够，

就需要更完整的产品介绍，客户必然会

点击“产品白皮书”，以此类推，可以

设计更多的内容来满足客户需要，

客户获取这些信息时，就需要注

册，只是注册方式需要改变，将注

册信息分为联系信息和需求信息，

除基本联系信息需要客户填写外，

其余信息可以通过选择的方式来完

成，由此提高客户注册的可能等

等，总之将网站浏览者转变成为真

正的客户，需要更多互动方式，除

前面介绍的外，还有：客户留言、

在线广播、集成短信等。

管好客户信息，才能提高销售

对于多种方式获取的客户信

息由联系信息和需求信息构成，通

常获取的信息为非结构化信息，无

法管理，需要梳理为结构化信息，

如问卷，然后将其整合，因为一个客户

可以包含多个联系人、多个需求、多个

活动，称为客户线索管理，由此来判别

是否为机会。一般来讲，销售机会的转

化率只有5%，更多客户线索需要持续

培育，培育的方案就是建立各种营销项

目，推动客户的参与，以获取其更多信

息，然后又整合进去，再判别是否是机

会，此过程为机会挖掘，因此管理客户

就是做好联系管理、线索管理、活动管

理和机会挖掘，这样就能提高销售。

在这个客户导向的时代，营销方式

必然面临变革，依靠人员推销的效果将

会下降，基于互联网络的网络营销，将

成为一种有效获取客户的方法。

国家工商总局日前出台了《关于进一步促进个体私营

经济发展的若干意见》，其中一个新亮点就是提出要研究制

订针对“微型企业”的扶持措施。不过至于什么是“微型企

业”，并没有明确定义，只提了一句“积极配合有关部门研

究对中小企业标准进行科学界定和细分”，可见这仍是一个

需要进一步研究的问题。

资料显示，在发达国家如欧盟，雇员在10人以下的微型

企业占企业总数的93.2％；再如台湾，中小企业（制造业、

营造业、矿业及土石采掘业雇用员工数未满200人，其余各业

未满50人的公司）占总数的99.3%。这表明,尽管“巨无霸”

大企业风光无限，但总体上许多国家仍是小企业甚至微型企

业占绝大多数。

说到小企业的重要性，大家会条件反射般地想到“天

下大事，必作于细”这句老话。的确，万丈高楼平地起，世

界上的大企业，撇开后来才出现的资本运营、兼并重组这种

生成手段，追溯到当初起始阶段，则大多是细弱嫩苗。我国

个体私营经济较为发达的浙江省，大多数民企都是从家庭作

坊式的微型企业一步步发展起来的。然而，随着近年来我国

经济实力的提升，一些人对中国“和平崛起”的期望越来越

高，且极为推崇“世界500强”，并一味追求把中国的企业做

大做强，却不料仔细一瞧，人家发达国家还是大企业少、小

企业多，跟我们头脑里想象的不一样。

其实，并非所有的企业都有必要“做大”。比如像与老

百姓生活密切相关的幼儿园、医务所、餐馆等便民生意，还

有智力密集的创意产业如广告公司、文化公司或者专注于某

个领域的网站等，尤其是在当今网络时代，一个人就可以搞

定网店。这些企业单个看来员工需求并不多，但吸纳的就业

人口总量惊人。据悉，仅淘宝网，目前注册会员就高达1.5亿

人。这些企业规模小，经营成本低，但社会需求广。还有一

些行业的企业，就如报刊发行量，并非越多越好，而是有一

个黄金分割线或曰规模瓶颈，太大了反而不好。

所以说政府管理部门也需要与时俱进更新观念，大可

不必一味鼓励私营企业做大、做强，毕竟大企业不见得效益

就好，而小企业赢利摊到人头上也未必就少，所谓大有大的

好处，小有小的优势。关键是给予宽松的环境，政策该落实

的落实，优惠该给的给。这样一来，只要气候适宜，环境宽

松，再加上浇水施肥，何愁华夏大地上的“微型企业”不会

像雨后春笋般地生根发芽茁壮成长？

私企：鼓励和扶持比做大更重要

网络营销：如何获取有效客户续

Private Enterprise Needs Encourage and Solidify


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GLOBAL FORUM / 全球论坛


美国印刷业发展概况：

美国印刷企业共有5000余家，近

百万的从业人员。目前印刷销售额约

1700亿美元左右，年增长率约3%左

右。美国印刷业中主要是商业印刷，报

纸印刷和包装印刷，其中书刊印刷企业

的数量最少，从业人员也最少，但市场

集中度最高，规模最大，效率最高，而

包装印刷占美国印刷市场的第二位。在

美国包装印刷中，柔版印刷方式占70%

左右，柔版平印被广泛用于软包装、纸

袋、标签、纸箱、纸盒等包装产品中。

德国印刷业发展概况：

德国印刷业主要由小企业组成，印

刷行业的年产值超过160亿美元，近年

增长速度都在5%左右。德国印刷技术的

创新在极大程度上受到信息传播技术影

响，90%的印刷企业已使用因特网。德

国的印刷设备如海德堡、罗兰、高宝都

是世界知名的品牌，依靠其技术优势，

德国印刷企业与国外开展不同程度的广

泛合作，实现企业生产经营全球化。

日本印刷业发展概况：

按照日本产业分类标准，印刷业被

划分到中等产业，即印刷·出版·相关

产业中。根据1999年的统计，印刷·出

版·相关产业的销售额在22种制造业

中占据第7位（不包括钢铁业），其金

额为13.1555万亿日元，占整个制造业

294.5014万亿日元现货额的4.5%，这

其中除去出版业和报业，约有6成多是

印刷业。印刷业可细分为印刷业、制版

业、装订业、印刷品加工业以及与印刷

相关的服务业等，共有40401个企业，

占整个制造业的6.8%，其规模要大于

“纤维工业”、“电器机械制造业”、

“塑料制品制造业”等。印刷业的销售

总额为8兆1674亿日元，占整个制造业

的2.8%，其规模已与“电子计算机制

造业”、“IC（集成电路）制造业”、

“石油精炼业”、“通信机械制造业”

等产业不相上下。

我国印刷业的现状：

我国印刷业发展源远流长，毕升发

明活字印刷术，正式开启了印刷的发展

之门，蔡伦发明纸张更是大大的促进了

印刷的发展，推动了文化的传承。我国

近代印刷是从明朝开始的，主要以铅字

为主要印刷方式。在20世纪80年代，

王选研究出高倍率汉字信息压缩技术、

高速度还原技术和不失真的文字变倍技

术，这是汉字激光照排技术的核心。这

项突破，打开计算机处理汉字信息的大

门。在21世纪之后，我国印刷业更是飞

速的发展，向发达国家靠近。如今，在

我国印刷业主要方式是胶印，它的高速

度和高品质的印刷品质量受到多数印刷

行业的欢迎。

在“十一五”期间，中国印刷业工

业总产值达到4400亿元人民币左右，约

占国民生产总值的2.5%；印刷生产加工

能力进入世界前列。

虽然我国印刷业发展趋势良好，但

通病还急需解决，相比于国外先进的印

刷行业，仍存在许多要改进的地方。

一、印刷技术：印刷业技术相对落后

印刷技术落后是我国不争的事实。

从印刷过程而论，印前制版、印刷、印

后加工技术都与国外的印刷业存在一定

差距，虽然随着发展差距在慢慢变短，

但我们仍需要认清自己不足的地方。

印前制版，在我国还存在很多的企

业使用传统制版过程（图文输入-排版-

出菲林-拼版-晒版），传统晒版过程繁

琐，因此造成晒版质量不高，且在晒版

过程中很容易产生质量问题，使得在印

刷过程出现印刷故障。再者，传统印刷

在制版过程中容易造成浪费，由于洗版

液等溶剂，对环境有一定的污染，对工

人的身体也有伤害。CTP在国外的普及

率高，大多数印刷业都已经使用CTP，

其高效的制版效率和制版质量，符合国

外印刷需要，而传统的则不能满足。

在印刷方面，我国的印刷技术相

对较差。由于我国的劳动性密集，人工

成本低，所以在印刷企业中，文化层次

低，多数的印刷工人的文化水平低，这

就导致了的印刷技术落后，工人必须到

国外进行学习，才可以正确的操作印刷

机。再者，在印刷工程中，耗材浪费严

重。由于，印刷工自身的文化限制，使

得在印刷中，印刷废片过多，使得印刷

成本偏高。我国印刷所用的印刷油墨，

以有机性油墨为主，这种油墨挥发性

大，污染严重，对环境和人体都造成伤

害，近几年，我国印刷油墨开始向水性

墨发展，印刷污染得到了一定的缓解。

印后加工，都知道我国是一个劳

动大国，劳动资源过剩。使得在印后部

分，以手工操作为主，机器化程度低。

尤其在质检部分手工操作，尤为严重。

二、企业管理：我国印刷业的企业

管理相对落后

我国印刷企业以中小型印刷企业为

主，大型印刷企业少，形成了以广东为中

心的珠三角印刷产业带、以上海和苏浙为

中心的长三角印刷产业带、以京津为中心

的环渤海印刷产业带。由于中小型企业规

模小，在管理体制上不健全，使得企业经

营理念差，面对突发危机时的应变能力

弱。中小型企业过多导致了资源占有大，

有效资源利用率低。没有形成好的企业管

理体制，企业浪费严重。

三、自主创新能力：我国企业自主

创新能力弱

在创新能力上，对我国印刷业是一

件遗憾的事。作为古代印刷发明国家，

之后的印刷发展出现了滞后现象。由于

我国印刷业主要以中小型企业为主，因

而在资金方面，没有过多的资金注入创

新能力，使得我国的自主创新能力弱。

四、数码印刷：我国数码印刷发展

落后

数码印刷机作为印刷行业新型的印

刷方式，在个性化印刷方面有着其独特

的优势。随着行业的发展，印刷发展向

着包装印刷、商业印刷的方向发展。而

在我国印刷书刊印刷还占有以很大部分

的市场份额，使得我国的数码印刷在我

国的发展速度缓慢。

虽然，我国印刷业和国外印刷业

还存在一定的差距，但也有其自身的优

势，以及发展的潜力，加上全球印刷市

场的东移，相信我国印刷行业有着很好

的明天。

各国印刷行业发展状况The Outlook of the Global Printing Market


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搭建政府采购大市场的桥梁——记《第五届全国政府采购集采年会》

2010年1月8日，由政府采购信息

报和政府采购信息网在北京联合举办

《第五届全国政府采购集采年会》。来

自中央国家机关各部委政府采购中心部

门负责人；全国部分省市政府采购中心

领导以及IT、汽车、电器行业的优秀供

应商共200余人参加了年会。

财政部政采司王处长对近10年的

政府采购工作，给予了充分的肯定和认

可。政府采购不仅是形式的改变，更主

要是对提高政府采购规模效益，加强行

业监管，促进中小企业的发展，保证产

品质量都起到了积极的作用。

他说，政府集中采购体现四大特

点：1.政采大幅增长，达到4000多亿，

提高33%。2.政采工作更加透明规范。

3.政采发挥了政策功能的作用，倡导节

能环保、自主创新的产品，对相关的企

业加强了支持力度。4.企业得到了规范

化建设。他也提出了政采工作存在的不

足：1，质量和效率要加强。2.政采要把

握内在的规律，政采不是独善其身，要

不断改革。3.加强协调管理，进入政府

采购不是协议订货，更不是供需关系。

中共中央直属机关采购中心、全

国人大机关采购中心、国家税务总局集

中采购中心、总后勤部军需部，以及江

苏、天津、安徽等省市政府采购中心的

领导纷纷发表了政府采购带来的工作效

益提高、节能环保的称赞，也谈到了此

项工作仍存在着艰辛的体会。

天威科技股份有限公司部门梁郁

经理发表了《自主耗材品牌政府采购

首选》演讲，提出了政府采购首选国产

通用耗材的三大理由：安全、环保、专

利。并与大家一起倡议对政府采购提出

的7点要求建议。

下午，在浙江厅召开了《政府采购

通用环保耗材分论坛》座谈会。座谈会由

政府采购报的总编助理张松伟主持。参加

座谈会的有珠海政府采购中心邹顺亮主

任、江苏省政府采购中心顾岳良主任、湖

南省机关政府采购中心、辽宁省政府采购

中心及国家机关部分部委级的政府采购部

门负责人，及全国具有优秀品牌的耗材企

业经理共40余人参加了座谈。

珠海政府采购中心邹顺亮主任针对

珠海具有耗材之都特点, 对如何实现通

用耗材进入政府采购大市场做了精彩发

言。目前珠海政府集中采购占30%，通

用耗材增加了5倍之多，占珠海半壁江山

产值的通用耗材，153种款产品，纳思达

66款产品全部入围政采，在珠海政采旧

格局已被打破，这是里程碑式的变革。

作为全国耗材行业龙头老大纳思

达、天威企业，已全部通过了产品实验

认证，具有全球环保的通行证，他们倡

导生态文明，产品品质品牌，中国通用

耗材成本低，是原装价格一半，打印

的质量不相上下。这些公司创新能力旺

盛，具有专利产品1000项，这些数据，

足以让我们清醒，政府采购为何不能进

入？困惑在哪儿？

邹主任最后希望，通用耗材进入政

府采购的比例，要作为政府业绩考评体

系之一，要作为强制性的标准，重要的

指标，例入政府采购政绩考评中。

江苏省政府采购中心主任顾岳良主

任对于邹主任的发言深表感动，2009年

他也做了一项工作，政府掏钱，以补贴

的形式，请纳思达、天威

到南京举办耗材品牌展，

推动了政采工作。

他还提到，要改变人

们的消费意识、习惯是个

慢长的过程。政府采购耗

材列入了环保清单。通用

耗材以政采目录，协议供

货方式打入市场，这对于

企业和政采中心还只是万

里长征的第一步，后面还有许多的工作

要去做。

他提议：通用耗材作为政采首选，

改变为“政府首购”，促进通用耗材进

入中国的主流市场。他要求：媒体多作

各种形式的舆论宣传，供应商也以实物

提供免费上门服务，从而打开政府机关

这个市场。

天威科技股份有限公司、广东高宝

科技有限公司、山东富美、北京莱盛高

新技术有限公司在座谈会上，分别介绍

了本公司的品牌形象、商业信誉、服务

能力、价格竞争力、供货保障、渠道服

务等方面的管理情况，得到了与会的代

表们赞赏。

国家民委财务司处长宋立坤在没

有参会之前，对通用耗材没有认识，现

在认为这不正是建立节约型机关的首选

吗？以前，供货不仅贵，服务也不好，

不正当的手法增加了采购的成本。现在

听到这些企业的发言，富美这么好的耗

材，我们为何不购呢？立即与山东富美

侯国华经理谈到要建立合作关系。

中央国家机关采购中心一处陈红，

提出单位的印刷厂使用进口设备，耗材

也是供应商的，现在寻求通用耗材能否

提供相应的办公耗材，天威负责政府和

行业销售工作的刘杰马上回应，天威耗

材可以满足政府需求，他们相互留下电

话，准备继续联络。

座谈会结束时，政府采购信息报总

编助理刘松伟作了总结性发言，他说，通

用耗材技术在不断完善中，也仍然面临着

许多挑战，但必竟进入了一种良好竞争氛

围，通用耗材在政府采购也有了进一步拓

宽的空间，愿你们越做越好，节能环保和

自主创新是通用耗材的亮点，也是国家发

展的趋势，祝愿通用耗材以更加优质的品

质进入政府机关的大门。

《第五届全国政府采购集采年会》

进行了三天，IT、电器、汽车分别进行

了高峰论坛。最后一天，在酒店召开了

《2009年度优秀论文及精品项目评选颁

奖》盛典大会。

《亚洲再生业》

How to Build Your Bridge in Government Procurement Process


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近日，韩国三星决定在全球停

止使用8英寸芯片生产线生产存储类

（DRAM）芯片，同时将该公司拥有

的12条8英寸及以下尺寸芯片生产线转

让，并已确定初步意向是向厦门市分别

转让一条8英寸和一条6英寸半导体生

产线。另一家韩国半导体厂商海力士近

日也正意欲以5000万美金的“较低价

格”转让旗下一条8英寸芯片生产线给

广州。与此同时，三星与苏州工业园合

作的22.5亿美金的7.5代液晶面板生产

线，LG与广州政府40亿美元的8.5代生

产线都已谈妥。

在此刺激下，日本东芝以及台湾鸿

海等先进制造业厂商，也开始加速在大

陆的布局。

这些本该算是好事，却引起了担

忧。有关业界人士认为，比起这种核心

技术与品牌都仍掌控在国外厂商手中，

以转让一些过时技术为借口，实则为国

外厂商为应付金融危机裁减成本外加捞

钱的方法，中国接收的廉价生产地所带

来的影响更可怕。

因为这些高新技术产业具有高毒且

不可见的隐形废气污染，而中国国内的

环保处理设备和指标都远低于在发达国

家的标准。

这种担忧并非没有原因，就在今年

的10月，“绿色和平”通报称，以三

星电子为代表的8家跨国企业在国内的

工厂，就存在隐瞒污染物信息的违规行

为。

在刚落幕的哥本哈根气候大会上，

各国的吵嚷只达成了一个没有法律效应

的协议，这让会议开始时就端着正义脸

孔众口一词声讨气候问题的各国染上了

一层讽刺色彩。

在环保问题提上日程时，各国纷纷

指责他国该为全球变暖负责！

那么，到底谁该为全球变暖负责？

网友认为，除国家之外，那些浪费

能源真正制造二氧化碳让地球变暖的企

业，也罪责难逃。

而据相关数据统计，IT界排放的二

氧化碳总量约占全球总排放量的2%，

这一数字达到了航空业的排放水平。

那么在IT业界，又有那些厂商榜首

有名呢？

第一类：以Intel和AMD 英伟达为代表

的处理器与显卡厂商。

众所周知，处理器与显卡是电脑发

热排放热气的主要部件。一台正常的电

脑如果一天开十几个小时，耗电量便会

达到2度以上。最近惠普召回显卡温度

过高的笔记本的事件闹得沸沸扬扬便印

证了这一点。更可怕者，芯片有时能发

热得把主板烧坏，原因是什么？还是处

理器和显卡商，所以，作为几乎包揽了

全球处理器与显卡市场份额的这三

IT企业进驻中国排污严重Foreign IT Companies Brings Serious Pollution Issues in China


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家最大的IT企业——Intel、AMD、英伟

达，自然罪责难逃。

第二类：IBM和服务器厂商。

服务器是IT界必不可少的东西，可

也是高热量高耗电的产品。谷歌和微软

因此不得不在冰天雪地的西伯利亚里架

设服务器。而作为服务器制作企业佼佼

者的IBM，自然逃不了高耗能设备企业

的罪名。

第三类：以惠普代表的打印机厂商。

2007年，国际空气质量与健康实验

室(ILAQH)就曾报告称检测出13款“释

放高危害颗粒”的激光打印机，而其中

12款均由惠普产出。报告称激光打印机

所释放出的有害微粒与吸烟释放出的有

害微粒旗鼓相当，有碍身体健康，甚至

导致心血管病和癌症等，还有破坏臭氧

问题。喷墨打印机的危害更可怕，一个

墨盒的墨就能污染60立方米的水源。据

统计，去年中国产生废弃墨盒的数量已

超过4500万个，硒鼓超过400万个，它

们中的大量重金属元素，污染土地和水

域。喷墨打印还有挥发性物质污染。墨

盒硒鼓被制假者买去制造出劣质耗材，

继续低价销售，销路很好，为此许多

国家早用法律对墨盒、硒鼓等耗材进行

强制性回收。然而在中国，因一次性原

装耗材的高利润趋动，生产企业难以割

舍，使市场上可循环利用的再生耗材普

及率不到 15％。而国际打印机制造巨

头们为了赚取更多的利润，纷纷在自己

品牌的打印机墨盒中植入智能芯片，甚

至为一个小小的墨盒申请上百个专利，

转让费用高得惊人，旨在使其不能重复

使用，成为垄断遏制中国市场的利器，

并推行所谓捆绑销售打印头和原装耗材

的国际营销惯例。如今，耗材污染已陷

入可怕的恶性循环中。

业界认为，若通过环保产品的开发

和用户对电脑、打印机等日常电子品使

用的规范，IT业的温室气体排放量将会

大幅度降低。

而这首先须从源头推广和发展“绿

色耗材”。就拿打印机来说，绿色通用

耗材即盒体件采用PP、 ABS可回收塑

料，外包装采用可再生纸，以保证废弃

产品可以回收、循

环和重填。此外，

激光打印机所使用

的硒鼓已有相应的

通用耗材厂商生产

出可填充炭粉，激

励并扶持打印机生

产企业有偿地对废

旧墨盒、硒鼓进行

回收循环利用以遏

制污染。

其次是各IT企

业要有环保减排

的意识强化绿色IT

理念推行绿色IT行

为。

然而，环保

减排就意味着企业

需要付出更多的成

本。从外部来看，

企业将面临被处罚

和形象受损的危

险，很多银行拒为

环保不达标企业贷

款，能耗的成本增加；于内，减排需要

技术的创新，技术的开发会导致运营成

本会增加，尤其是在金融危机环境下，

各企业利润下降融资困难。

民众担忧的是，在经济景气时，很

多IT企业尚不舍花这样的成本费，更何

况是在如今呢？

然而所幸的是，已经有厂商推行了

这样的理念，也进行了这样的行为。

英特尔于 2 0 0 8 年采取了三项

措施：首先是在其IntelStrataFlash

蜂窝内存的封装中实现了向无卤素

（Halogenfree）技术的转移，以避免

由于电子产品中的卤素（如溴）燃烧产

生的有毒物质危害。其次是长期致力于

无铅产品的研发，和供应商、半导体和

电子行业的其他企业一起，共同推动高

于欧盟ROHS指令无铅目标的实施。最

后则是与谷歌联合戴尔、EDS、美国环

境保护署、惠普、IBM、联想、微软等

及其他10多个组织机构共同发起“绿色

地球数字护航计划”(Climate SaversC

omputingInitiative)，将气候节能计划推

广到整个产业链。

而在2009年的12月11日，代表IT界

的Intel、富士通、思科、惠普、戴尔、

微软和柯尼卡美能达七家公司齐聚哥本

哈根气候大会，商讨了IT业环保举措。

在日前鸿海董事长郭台铭表示，鸿

海有一个从未对外公开的绿色工厂，生

产在线中甚至没有架设任何的日光灯，

只因节能减碳已是全球趋势，这个绿色

工厂将于今日首次向外界展示。郭台铭

还与广达、华硕、台达电、联发科、裕

隆、趋势等七家企业的领导呼吁政府针

对节能减碳制定白皮书，并呼吁企业也

努力发展节能。

华硕的董事长施崇棠也表示，因

应国际环保潮流及更严格的绿色产品规

范，华硕已参与国际碳足迹计划，并已

获得认证，提前符合国际市场的环保要

求。

希望绿色IT产业不再是一句口头的

空话，而成为真真正正的行动。

IT企业进驻中国排污严重续


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OEM UPDATE / OEM 聚焦


日前，戴尔公司在中国全球首发激

光打印机Dell™ 1130。在中国打印机行

业远比PC业的竞争还要激烈的今天，

这也许不算新鲜。戴尔作为打印机市场

的新加入者，具有重大的意义，未来的

路也必定坎坷。

对于戴尔来说，它意味着戴尔重新

进入中国打印机行业。之所以说重新，

是因为戴尔在四五年前曾经通过直销的

方式在中国销售打印机Dell™ 1100，取

得过年销售几万台的业绩，不过由于中

国市场更多通过渠道来推广产品的模式

和当时戴尔的商业模式不太匹配，以致

后来打印机产品线并没有更多地被引入

到中国来。

Dell 1130这款打印机的发布的不

同寻常之处在于它是戴尔公司在中国首

次首发打印机，不是和海外同时发布，

而是全球首发。在美国，英国或澳洲，

也许你要等好几个月才可以看到它的身

影。戴尔选择在中国首发打印机，不仅

标志戴尔重新进入中国打印机业，更标

志着，戴尔 — 年销售几百亿美元的美

国公司，将参与到打印机市场的竞争

中。

我们曾经在上海进行过专门的客

户圆桌访谈，针对中小企业、大企业客

户，了解他们对于激光打印机的需求和

他们的客户消费行为。他们主要的要求

有：

1、可靠和易用性—打印机不出现

大问题，皮实耐用，在作为固定资产的

时间内发挥它的最大功能，从而能把更

多精力集中在服务器和存储等产品的维

护上。

2、售后服务—当打印机出现问题

的时候，希望能得到及时响应和更高级

服务。

3、耗材低，兼容性好，方便购

买—买同一个品牌的打印机，最好耗材

可以就一二个款式，从而降低存储太多

耗材型号的风险，而且耗材也可以方便

购买得到。

而他们的消费行为就是购买牌子

大，网点多，服务好的品牌，并参考口

碑效应，了解周围人群的心得。

戴尔打印机确信可以满足客户的这

些需求，Dell 1130打印机的速度更快，

服务条款更彻底，价格也更为超值。但

是，要彻底改变客户的消费行为习惯，

让他们完全将现有和未来选择的打印机

品牌更换成戴尔品牌，恐怕不是一蹴而

就的事情。戴尔2009年第三季度在美国

的打印机市场上的份额排名第四。我们

知道，在中国这个群雄纷争的市场上，

戴尔打印机的成功更是有一段很长的路

要走。

但是同时，所有的客户都提及一

点，就是希望戴尔进入打印机行业。他

们认为戴尔的可靠性和售后服务不错，

又是国际品牌，只要想做打印机，应该

就能够做好。他们希望戴尔能够成为打

印机业界的鲶鱼，充分发挥鲶鱼效应，

给客户带来不同的体验和满意度，最

后促成整个行业的更快速发展。戴尔在

PC业的鲶鱼效应到如今已经发挥得淋

漓尽致，可以说戴尔重新改变了PC业

的市场竞争格局。那么我们有理由期待

并相信，从戴尔1130打印机开始，戴尔

打印机的鲶鱼效应会越来越大，给现在

的利益既得者带来更多压力的同时，促

进战略层次的竞争。

在即将结束的2009年，打印机业务

地位在戴尔公司内部重新得到了确认，

戴尔把2009年叫做打印机之年（“Year

of Printer”），而我更愿意把这个翻译

成“戴尔打印机元年”。戴尔重新确认

了全球管理层对打印机业务的支持和投

入，明确了中国市场对于打印机业务的

战略意义，也决定引入更多的产品线，

从喷墨到激光，从激光到LED技术，从

单功能到多功能，从黑白到彩色，并希

望建立更多的销售渠道网点，依托戴尔

的专业服务体系，在中国市场为消费者

客户，中小企业客户，大企业客户和公

共事业客户提供全新的产品线。

戴尔不缅怀过去的历史，而致力

于未来的梦想(I like the dreams of the

future better than the history of the

past.)。1130激光打印机在中国的全球

首发，真是为了未来的梦想。

耗材：

打开机身正面的检修门就可以看到

硒鼓。前置的检修门方便用户更换硒鼓。

这款打印机采用的是一体式耗材设计，集

成碳粉盒和成像鼓。虽然这样的设计有利

于更换耗材，但是在成本方面会比分开式

的耗材设计要高。另外，戴尔还提供了

1500页和2500页的两种容量耗材，用户

可以根据自己的需求来选择。

配图和基本参数

18页/分钟打印，10000页/月打印

负荷，1200dpi图像质量，涵盖加热组

件的1年下一个工作日高级更换服务，

1500页/2500页容量耗材。

DELL 1130激光打印机在中国进行全球首发DELL1130 Laser Printers are Firstly Released in China Market


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2009年注定要在商用喷墨打印机发展的历程上写下浓墨

重彩的一笔。一方面，席卷全球的经济危机使得商业用户更

加关注后期打印成本等要素;另一方面，随着爱普生、惠普、

佳能乃至兄弟不断推出商用喷墨新产品，这一市场正在“细

分化、专业化”等趋势的推动下，出货量稳步增长。从某种

程度上我们可以这么说：充满不确定性的2009给商用喷墨打

印机的未来发展奠定了充满确定性的基础。

2010的新年钟声绕梁不绝，市场的博弈不舍昼夜。回望

2009，展望2010，我们依然需要从宏观的整体市场环境、微

观的企业主体入手，以见微知著的精神，触摸市场发展律动

的脉搏。

低碳经济：打印解决方案博弈的砝码?

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，却不啻黄钟大吕，影响深远。

如果说哥本哈根气候大会与我们普通人的日常生活还显

得稍微有那么一点点遥远的话，传言中即将在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%、近百万台的现有产品被淘汰出局。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”。

从技术角度而言，这一标准的出台以及消费者环保意

识的增强，首先可能在桌面型打印打印机喷墨与激光竞争的

天平上为喷墨打印机增加一个重重的砝码，取代激光的趋势

将更加明显：由于成像原理的不同，喷墨打印机在能耗这一

指标上比激光打印机有着绝对的领先优势。以爱普生为例，

其配备微压电打印技术的喷墨打印机的能耗要比同级别的激

光打印机低20-30倍。另外，“激光打印机会产生对人体有

害的臭氧、辐射、粉尘等污染”这一事实也越来越引起用户

的关注。而桌面型喷墨打印机领域热发泡与微压电打印技术

共存的“均衡态势”也可能产生倾斜，个中最直接的一个理

由就是微压电打印技术的能耗水平，比热发泡打印技术的更

低，低能耗且可以“在普通纸上实现印刷级的打印效果”的

微压电+颜料墨的喷墨打印技术解决方案将迎来更大的市场机

会。

从消费者使用的角度来看，出于节约后期办公成本等方

面的考虑，“低碳打印”将成为更多用户的选择。一方面，

由于技术的逐步成熟，喷墨打印机在速度、黑白彩色兼顾等

功能层面能不断满足企业的实际工作需求，同时消费者又可

以享受到“墨盒比硒鼓更加节能环保”、“喷墨打印机的纸

张适用性更好”、能耗低、无有害粉尘排放等实实在在的好

处;另一方面，也可以为“低碳时代”做出自己的贡献，体现

良好的社会责任，是一举两得的选择。因此，极有可能在市

场整体变化的影响下，更加青睐喷墨打印机产品。

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，比

如，早在2008年就提出了自己的《2050环境愿景》，提出

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，这一方面实现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

了她的发展战略。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。

ME 模式：“精”“省”露峥嵘

与爱普生2008年发布的《2050环境愿景》相呼应的是，

爱普生2008年首次发布的7款ME 3G系列新品都采用了“微

压电+全色防水颜料墨”打印解决方案，2009年9月发布的三

款新品同样如此。爱普生力推ME 模式的意图已若隐若现。

实事求是的说，在环保意识还未强大到足以决定性地影

响消费者购买决策的今天，仅仅向消费者让渡“低碳”这一

个利益点是不够的，让爱普生在2009年大放异彩ME 3G策略

有着更丰富的内容。

2009年9月，整齐亮相的10款爱普生ME 3G系列产品

2009年最显著的一个变化就是消费者对“后期使用成

展望2010 低碳时代的喷墨打印机市场2010 Inkjet Printer Market in a New Low Carbon Time


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本”的关注。这与爱普生在2008年发布ME 3G产品时“买得

起，用得起”的总体策略不谋而合。在2008年的产品发布会

上，爱普生推出了覆盖高、中、低端的5款商用产品，2款家

用产品(也就是现在大家耳熟能详的“学习型打印机”ME 30

和ME 300)，成功地实现了喷墨打印机从家用到商用领域的延

伸，而2009年推出的3款商喷新品则对这一产品线架构进行

了很好的充实。不难发现，在这10款ME 3G产品身上处处闪

现着“买得起，用得起”的身影：墨盒容量更大价格更低，

微压电打印能耗更低、更加省电节能，全色防水颜料墨更加

适合双面打印、更省纸，绿

色环保更健康，省时省心⋯

⋯而矗立在“全面精打细

算”基础上的，则是更加符

合细分市场特定用户实际工

作需求的功能配置、更快的

打印速度、更加人性化的各

类细节设计、更高的操作便

捷性。

以“用户实际需求”为

出发点的产品设计理念，使

爱普生ME 3G系列的产品充

满了竞争力。不论是推出短

短两个月之后即火爆热销的首款A3+高速图形设计专用打印

机ME OFFICE 1100，还是因销售火爆引起惠普、佳能迅速跟

进的面向中小学生市场的“学习型打印机”，都可以基本满

足这些特定细分市场的需求，走的是短小精悍的“精品化”

路线。IDC公布的2009年前三季度的销售数据显示，Epson

ME 300的单机销售量达到了惊人的155852台，并且大幅领先

于排名第二的产品惠普产品，应该说夺得2009年喷墨一体机

销售总冠军已经毫无悬念;而另一款定位于中小企业用户的ME

OFFICE 600F的销量也已跻身排行榜前五名，有望夺得平板

式喷墨传真一体机销量总冠军。在家用及中小企业市场的大

步前进，使得爱普生在这两个潜力巨大的市场上稳稳占据了

领先的位置。

以“专业化、细分化”为产品布局基础思路，切中“用

户实际需求”这一要害的爱普生ME 3G 模式，正在逐渐显露

出引领商喷发展的王者之风。在09年秋季新品发布会上，爱

普生高层曾表示，爱普生2010年在商喷领域将会有更大的动

作，这自然值得我们期待。

纵观2009，虽然受核心技术等方面的局限，惠普和佳能

在应对“低碳”方面的动作略显迟缓，但这两大巨头在商喷

市场上的表现同样可圈可点。可以说正是在这三大主流品牌

的推动下，商喷这一“全面精打细算”、更加绿色环保的打

印解决方案，正在逐渐迎来发展的春天。

展望2010 低碳时代的喷墨打印机市场续


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采用数码印刷技术进行艺术品高仿

真复制离不开色彩管理。色彩管理是高仿

真复制的关键和核心。现代色彩管理是以

色彩空间变化为核心的色彩控制技术。它

通过色空间转换来实现色彩逼真地再现。

一、创建高仿真复制色彩管理系统

艺术品复制技术的色彩管理是指色

空间(如扫描仪、显示器、喷墨打印机)

转移的管理。色彩管理要求色彩信息在

输入、处理、输出3个过程中颜色尽量

达到一致但是色彩在传递过程中涉及对

色彩的表达方式并不完全相同的软硬

件。因此要保持色彩信息传递过程中的

一致性和稳定性，就必须实施标准化色

彩管理。

本文研究开发的数码印刷高仿真复

制技术，就是采用带涂布的宣纸、丝绢

+新工艺(Epson Stylus Pro9800喷墨打

印机)+新软件(EFI色彩管理软件)，进行

高仿真复制的色彩管理。

二、高仿真复制色彩管理的方法和步骤

高仿真复制色彩管理应采用标准

的环境光源保持室内光线恒定，使艺术

品原作的颜色与屏幕颜色及涂布宣纸印

刷颜色基本一致。选用光源应考虑以下

两个方面：一是较好的色温，国际标

准中将基本的观察照明推荐为与相关色

温在50000K的日光光谱分布相匹配的

CIED50标准化光源。二是具有较高的

显示指数，R值应大于95%光谱显示特

性的荧光灯管。实验采用德国JUS公司

的荧光灯管显示指数为97%能完全反射

被照明物的真实色彩。

(一)扫描仪的色彩管理

艺术品高仿真复制的关键环节之一

在于对原作进行实物扫描，从一开始在

扫描时就从原作中获得所需要的全部信

息。这就需要对扫描仪进行校准。

扫描仪校准的目的是对扫描设备的

亮度、对比度、黑白场进行校正，以保

证当扫描仪初始化归零后，对于同一份

原稿，无论什么时候扫描，都可以获得

相同的图像数据。要实现这一目标必须

建立扫描仪特性文件。扫描仪的校准和

特性文件生成借助于1T8.7/1（扫描用

标准透射稿)或1T8.7/2（扫描用标准反

射稿)标准原稿和扫描仪特性文件生成

软件来完成。以下是借助于扫描仪特性

文件生成软件Scanopen进行扫描仪的

校准和特性文件的生成的具体步骤。

1.提前30分钟打开扫描仪与热管，以

保证灯管的发光达到正常稳定的状态。

2.清洁平板扫描仪载物台的玻璃。

3.使用平板扫描仪时注意将色卡的

边缘与载物台的边框对齐，防止扫描影

像倾斜。

4.启动扫描应用程序，清除扫描仪

的所有色彩调整、控制与管理的选项，

设置扫描仪，并详细记录扫描仪的设置

状态。

5. 打开 Scanopen，点击“开始生

成特性文件”，按照提示框选整个色卡，

然后点击“扫描”按钮扫描色卡图片。

6. 根据提示勾选色卡的“左上角”、

“右上角”、“右下角”。

7.点击“创建特性文件”按钮，创

建一个扫描仪的ICC特性文件，特性文

件制作完成。

8.载入测试文件与参考文件：再次

打开色彩管理应用软件，进入扫描仪色

彩管理的选项，输入扫描卡所得到的数

字影像，即测试文件，然后在参考文件

夹中选取相应的参考文件，点击“打

开”按钮，将选定参考文件送入色彩管

理应用软件中。

9.建立并保存配置文件：单击“创

建配置文件”按钮，弹出保存配置文件

对话框。

(二)微喷打印机的色彩管理

对于数码印刷高仿真复制印品，精

心做好微喷印刷的色彩管理最为关键。采

用Epson Stylus Pro9800喷墨打印机+色彩

管理软件+涂布宣纸、丝绢组成整个系统

的色彩管理。具体色彩管理步骤如下：

1.喷墨打印机的基础线性化

基础线性化决定了涂布宣纸、丝

绢、油画布的颜料墨水共同作用下的物

理特性优化了喷墨打印机的喷墨总量和

单通道墨量。即用最佳的墨量获得尽可

能大的颜色密度为艺术微喷印刷涂布宣

纸、丝绢ICC文件的创造提供了基础和

优化特性从而建立色彩管理的基础。

喷墨打印机的线性化其原理是通过

检查和调整微喷机的各级密度来校正印

刷色彩的偏差。因此首先将微喷机调整

到最稳定的工作状态。通过使用GMG闭

环校正技术通过控制喷墨打印机喷墨量

来实现新打印色表色差值与初始化色差

值相对统一通过循环而精确的闭环校色

从而保证重复而稳定的喷墨印刷系统。

2.精心建立色空间转换后的ICC文件

基于所制作的线性化文件和所

测量的墨水量,通过ProfileMaker色彩

特性文件生成软件，生成一个将要在

Photoshop软件中转换的ICC文件，此

文件用于将RGB格式转换为喷墨印刷的

CMYK格式,并打印出涂布宣纸等承印物

的ECI2002色标，然后通过分光光度计

测量1485个色块的色度值LAB，生成一

个新的ICC文件，即喷墨打印机色彩管

理模块的基础数据库，达到涂布宣纸等

承印物的最大色域。此时颜色还原的准

确率达到90%左右。

3.精心建立最终的ICC文件

由于喷墨印刷颜色的复杂性，仅

有一次色空间转换生成的ICC文件，还

达不到颜色的精确还原，局部色相、局

部层次的灰平衡还有色偏。因此，还要

结合经验，精心对数次色空间转换后的

ICC文件进行修改和编辑，这种修改是

精细的微量的,是属于高级的点睛似的修

改，这次修改是色彩管理的一项最重点

的工作使微喷印刷的颜色还原的准确率

更上一层楼。

通过精心修改和编辑后，印出色标

样张，测量1485个色块的LAB值，通过

ProfileMake。特性文件生成软件，生成

最终的ICC文件，使颜色还原的准确率

达到97%左右使艺术微喷印刷颜色还原

得到极效发挥。

经过扫描仪和打印机的色彩管理，

然后对艺术品进行扫描、打印，可使原

稿的颜色还原准确率大大提高，满足实

际生产的要求。

如何实施高仿真复制技术的色彩管理How to implement the replicative color management


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随着打印设备的普及，用户对于设

备的日常使用肯定少不了，比如添加纸

张、处理卡纸故障、更换硒鼓等，硒鼓

更换大部分用户可能会这么认为，直接

把硒鼓装上去就可以了，觉得很简单，

但是他们确忽视了其中的一些注意事

项，下面笔者给大家解析一下一体机硒

鼓安装过程中的注意事项，希望对大家

有所帮助。

硒鼓标称的寿命一般在2000张左

右，硒鼓实际使用寿命往往会超出这个

数字，所以硒鼓内的碳粉在经过长期使

用以后，当你发现输出的稿件图像浅

淡、有严重黑斑条纹，就算你再怎么保

养修补也无济于事的时候，硒鼓的生命

算是真正到了终点，这时就需要进行更

换了。更换硒鼓说难也不难，说容易但

也不能大意处之，这其中还是有点学问

的，下面就以鼓粉分离式的硒鼓为例，

作一简单介绍。

首先，关闭打印机电源取出硒鼓，

然后用钳子夹住一侧的金属销钉，用

力小心向外拔出来(或直接把销钉钉进

去，打开硒鼓后再取出来)，一般情况

下，这时我们可以发现硒鼓可以分成两

部分，带有磁辊的是供粉部分，而有感

光鼓的是废粉的收集部分。

先来看供粉部分，先把磁辊无齿轮

一侧的螺钉旋下，打开塑料盖，然后将

碳粉仓内和磁辊上的碳粉全部用软毛刷

等清理干净。接着再把磁辊重新装好，

用力按好防止磁辊脱离原位。这时就可

以装碳粉了，把碳粉摇匀后慢慢倒入供

粉仓内，上好部件把磁辊固定好，最后

应轻轻转动磁辊一端的齿轮数圈，以有

利于碳粉的均匀贴附。

再来看看收集部分，在这部分我

们要做的就是更换新的感光鼓。用同样

方法将固定销钉拨出，取出感光鼓，然

后将废粉收集部分的废粉清理干净(要

尽可能干净，以免影响新鼓的打印质

量)，到此，我们就可以安装新的感光

鼓了。安装时要注意，感光鼓通常都有

左右之分的，把装有齿轮的一端对接装

上后，用刚刚拨下的固定销钉上好感

光鼓。全新的感光鼓一般都有一条墨色

的防曝光封条，在安装前不要撕下以防

止曝光，安装好检查无误后方可撕去。

这样，供粉部分和收集部分都分别弄好

了，最后只要把这两部分按拆开时的情

况安装复原，插好固定卡销，整个更换

工作便宣告完成。

在更换过程中，如果有碳粉落在打

印机外面，最好用吸尘器吸除，再用纯

酒精擦洗一遍。而且，整个更换过程最

好在较暗的工作室里进行，防止感光鼓

曝光。而对于一体式硒鼓的更换，可谓

简单得很，只要把整个硒鼓拿下成套更

换就可以了，省了不少麻烦，但在装入

前记得最好把碳粉摇匀。另外笔者还要

提醒各位的是，通常硒鼓在未拆封时有

效期为两年半，但一旦拆封了有效期就

只有6个月了，用户要注意在有效期内

使用，以保证打印质量。

注意事项:

在维护和更换硒鼓的同时，还有些

地方是需要再次提醒注意的:

1.清洁硒鼓不必太过频

繁，在清洁过程中禁止用普通

纸张擦洗。

2.在上述保养和更换过程

中，严禁用手触及感光鼓的表

面，同时还要防止硬物碰撞。

3.尽量不要让硒鼓直接暴

露在阳光或强光源下，不要随便打开硒

鼓上的挡光板，假如连续暴露在强光中

的时间超过十分钟，严重的话感光鼓即

宣告报废。

4.避免在高湿、高温、高寒环境下

使用和保存，硒鼓里的碳粉一旦受潮会

结块，影响打印效果或造成打印色浅，

另外在把硒鼓从低温拿到高温的环境下

工作时，最好就搁置一段时间(一个小

时以上)再使用。

5.不要擅自用手转动OPC鼓芯，

OPC鼓芯转动时一定要注意方向，假如

旋转方向不对，会损坏零件造成打印时

漏粉或打印污迹。

6.硒鼓带有一个显影装置，它是一

条覆盖有磁性微粒的滚轴，因此就要确

保硒鼓远离显示器、硬盘、音箱等磁性

物质，避免磁化现象发生，从而影响打

印质量。

一体机硒鼓安装注意事项

激光一体机

The Do-and-Don’t in Remanufacturing Toner Cartridge


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纳思达产业升级角逐世界500强Ninestar Announce another Milestone in Its Development

2009年10月23日,全球兼容耗材行业巨头纳思达自主研

发的激光打印机模型机首度亮相于《2009中国政府采购高峰

论坛》会议上。在政府采购主论坛上，纳思达产业集团（以

下简称纳思达）总裁汪东颖发表了“坚定走自主创新与环保

之路”为主题的精彩演讲，昭示纳思达不仅已经掌握了完整

的激光打印机技术，而且在产业升级的道路上“真正具有了

制造原装耗材的实力”！在本次论坛上纳思达正式宣布步入

激光打印机的产业升级之路，将成为唯一能在垄断的打印机

和原装耗材制造领域同世界500强企业角逐的兼容耗材制造企

业！

图1：纳思达总裁汪东颖代表影像行业发表“坚定走自主创新与环保之路”主题演讲

作为全球“兼容价格，原装品质”的打印耗材制造的

典范，纳思达目前有超过90个国家,上亿有用户在使用着

NINESTAR和G&G品牌的产品，其可靠品质得到

了全球用户的见证，成为全球产销量最大的兼容

耗材生产商。

纳思达从诞生之初，就将技术和专利作为公

司生存和发展最重要的基础，多年来不断在技术

创新和核心专利上取得突破，在行业内率先掌握

了耗材芯片的研发技术，率先推出了微压阀供墨

量控制技术的墨盒，率先设计出了低碳型的易加

粉环保硒鼓，又率先获得了打印机原厂商的专利

授权。依靠持续的技术和专利创新，纳思达不断

快速地推出新产品，成为行业的领导者，引导着

兼容耗材产业的持续发展。

据了解，基于联想控股旗下的联想投资与纳

思达的成功合作，已经快速推动了民族激光打印

耗材产业的发展。现联想投资正计划投入更多资

金，携手纳思达加快中国第一台有自主知识产权

的激光打印机研发和未来产业的建设。

2009年11月，联想控股公司总裁柳传志先生

莅临珠海，亲访纳思达，并高度评价到说：“做

电脑这个行业的人，大家都知道打印机在这个体系里的重要

性，也是非常期盼着中国能有自己的激光打印机，形成自己

的产品。但是，在以前遇到的问题就是，被人家早一步在标

准这个高地上抢占了，现在纳思达真的非常有步骤、有计划

地形成自己的专利，形成自己的有知识产权的产品，这真的

是件非常了不起的事情。”

作为全球第一个掌握打印机技术的中国兼容耗材厂家，

相信纳思达会继续秉承“技术和专利创新为主导”的传统，

不断向市场推出新的技术和产品，为上下游的合作伙伴带来

更广阔的发展空间，让我们祝愿纳思达更加稳键地迈向产业

升级之路！

图２：纳思达管理集团总裁汪东颖率其管理团队陪同柳传志参观NINESTAR，柳传志对纳思达自主知识产权打印机的发展表示出极大的肯定


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欧赛普(杭州)办公科技有限公司推出的连供产品——彩玲

珑V型和D型产品，外观精美、质量上乘，受到了广大中外客

户的青睐，获得了市场上的好评。

但是这2款产品由于结构复杂导致生产工艺复杂，所以致

使产品的成本比较高。2009年，我们在D型连供的基础上推

出了一款简易型的连供产品——彩玲珑S型连供，同时申报了

国家专利。

这款产品吸收了前2款连供产品的优点，克服了结构复

杂的缺点，同时保持采用优良的材质，以简易结构、低廉价

格、上乘质量进军了低端市场。

S型连供采用了D型连供的内盒，也是采取热封膜技术焊

接的底盖，由于使用较大压力对焊接处进行热焊接，密封程

度很好，加了一个底座，有效的防止出墨口的弯头和胶塞受

到外力影响导致的漏墨。底座的两边开有出线口，方便各类

打印的布线。由于材质好，外壳墨盒的透明度高，便于用户

在使用时观察墨水量。由于使用了高标准的原料，对墨水的

参数没有影响，从而保证了长久使用的打印质量。

综上所述，S型连供性价比的优势，满足低消费市场的

需要，也给经销商带来了可观的利润回报，有市场看好的趋

势。

专利产品和仿冒产品的区别

欧赛普(杭州)办公科技有限公司成立以来，一直专注连

续供墨系统等可填充耗材的研发和生产。自主研发的“彩玲

珑”系列连续供墨系统。专利产品“彩玲珑”—V型和D型连

供一经推出，就在耗材市场上引起了不小的轰动。然而，在

广受青睐的同时，也有一些公司无视市场秩序，无视国家专

利，不顾商业道德，竞相模仿我公司彩玲珑系列连续供墨系

统。仿造产品虽然外观与彩玲珑连续供墨系统相差无几，但

产品质量却不能同日而语。下面，我们分析一下彩玲珑V型和

D型的专利产品和仿冒产品的差别。

1.V型产品：

正品警示窗窗口大于仿造连供，同时警示窗透明度高，

便于用户观察墨量；而仿冒品的观察窗口比较小，并且视窗

采用的材质透明度不高。正品由于采用优质的原材料生产，

外壳采用喷漆工艺，更为精致、美观；仿冒品外观粗糙，内

盒所用原料低劣，容易对墨水产生互相污染，长时间使用易

导致打印不良甚至损坏打印机。正品因为设计和生产的工艺

均为仿冒产品不能比拟，间隙小且匀称，更好的避免了墨水

泄露。而仿冒产品由于只是单纯模仿外观，内部设计极不科

学，所以极易造成漏墨。

正品所采用的输墨管线耐热、耐低温，不易与墨水发生

反应。

正品采用韩国原装进口墨水灌装，打印效果出众，绝不

堵头。

正品是获得国家专利的产品，专利号码为：

ZL200630116877.3

2. D型产品：

因为所用材质不同，仿冒产品的光泽度不如正品亮泽、

美观。因为工艺不同，其产品盒体间隙大、生产粗糙，极易

导致漏墨。仿冒品的墨水观测警示窗仅仅是为了仿照正品外

形，因为生产工艺不同，其透明度远远低于正品，观察墨量

很不方便；同时，由于仿冒品所用材质不好，所以容易对墨

水产生互相污染，长时间使用易导致打印不良甚至损坏打印

机。

同样，正品所采用的输墨管线耐热、耐低温，绝不会与

墨水发生反应，并采用韩国原装进口墨水灌装，打印效果出

众，绝不堵头。

正品是获得国家专利的产品，专利号码为：

ZL200830287444.3

欧赛普(杭州)开展新产品推介及专利产品展示活动OCP-china Office Technology., Ltd Launches New Products Promotion


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2010年1月8日，中国文化办公设

备制造行业协会理事长朱明凯、副理事

长兼秘书长马文彦、耗材与配件专业委

员会秘书长冷欣新一行三人访问了富美

科技有限公司。与公司副总裁曹峰、高

闻笙、政策法服部部长李渊远和办公室

主任熊立功就我国文办行业办公设备的

配套零部件、消耗材料生产与再制造，

以及富美科技的现状及发展战略等内容

进行了交流座谈，并参观了鼓粉盒拆解

车间和组装车间。

富美科技有限公司位于济南经济

开发区（长清），是一家集团化运作的

企业，主要从事激光打印机鼓粉盒组件

的再制造，设计生产规模为年产500万

支。目前中央电视台多个频道正在播出

介绍富美企业和产品的广告。据介绍，

此前按该公司的名称是山东富美科技有

限公司，2009年6月，国家工商总局核

准了“富美科技有限公司”这个无地域

管辖的企业名称。

鼓粉盒也被称为成像卡盒，是激

光打印机的核心部件，一般包括光导鼓

组件、转印组件、显影组件、清洁组件

和墨粉等。不同型号的产品特别是不同

企业之间的产品所包含的零部件内容、

数量和尺寸不尽相同，所以，在大多数

情况下不同产品之间使用的零部件和墨

粉等耗材不能通用互换。据介绍，目前

富美科技有限公司生产的主要从事惠普

打印机成像卡盒的再制造。在拆解车间

我们看到生产线和工位井然有序，工人

们按照操作规程在各个工位紧张作业，

先将废旧鼓粉盒的零部件逐一拆下来进

行清理和检验，再进行一定程度的修复

和整理，然后再组装成新品。在整个拆

解过程中，在多个需要对鼓粉盒和零部

件进行除尘处理的工位都安装了低噪音

真空清洁设备，所以整个车间看上去光

洁明亮几乎没有墨粉的痕迹，即使在清

洁工位上也基本上能保持干干净净。在

塑料件修复工位，空气清洁无异味。为

了防止产生静电保证产品质量，整个车

间里保持适度的恒温恒湿。为了保证新

品的质量，墨粉、光导鼓、供粉刮板、

充电辊、磁辊、芯片等多个重要的或敏

感的零部件分别需要进行修复或更换新

品。同样是为了保证产品质量，在多个

工位都设立了检验工序。富美科技的产

成品都有明显的再制造标识。

办公设备与其重要部件再制造在

发达国家已经形成了成熟的产业，而在

我国尽管有多年的发展历程，但生产规

模和总体技术水平与发达国家相比还存

在很大差距。发展的瓶颈主要表现在，

第一，废旧产品的来源不充足，即回收

渠道短而杂、每种型号产品数量少；第

二，工业化规模的企业少，生产环境和

生产实施缺乏先进的再制造技术支持；

第三，产品标识问题。如果仍然使用原

成像卡盒的标识，需要得到原装企业的

许可；如果打出制造者自己的品牌，需

要比较强大的市场号召力。富美科技的

厂房、设施、环境、管理理念、品牌意

识、进货渠道和各级政府的大力度支持

在很大程度上为克服上述瓶颈期到了积

极的作用。

在与富美科技曹总等几位高层管理

人员的会谈中得知，富美科技的管理层

中很多人都有良好的教育背景和工作经

历背景，聚拢各路优秀人才形成本公司

的智囊、研发和管理骨干队伍是每一个

高新技术企业制胜的基本策略。借用富

美科技有限公司副总裁邵光锦在互联网

上的一句话，鼓粉盒组件国产化是每一

个具有民族责任感的耗材生产企业不容

回避的问题。鼓粉盒组件无法实现国产

化，那么民族打印耗材产业崛起只能成

为一句空话。富美科技正是一次为目标

发展壮大。

中国文化办公设备制造行业协会访问山东富美科技有限公司

Note:If you have any question about the remanufacturing technology or if you have other puzzles you need to solve, you may contact Recharge Asia Magazine for more help. We also welcome you to share your experience and remanufacturing tips. Email: [email protected]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。

China Culture Office Supplyment Manufacturing Association (CCOSMA) Visits Shangdon Forever Technology Co. Ltd


RECHARGE asia

��



2010年1月9日，在美国亚特兰大市，北京莱盛美国分公

司---PARTSMART CORP.U.S.A.全体员工及其家属50 多人

欢聚一堂，庆祝其进入美国市场十周年，确定了对美国市场

的坚定承诺。

在庆祝这个意义非凡的时刻，在主题为“10th Year

Anniversary PARTSMART Diner Party”的晚宴上，公司领

导对当地员工在市场开拓、售后服务、质量保障方面所付出

的努力予以表彰，发了奖状、奖金，并为全体职工颁发纪念

杯。晚会还有智力竞赛、BINGO等娱乐活动。在近5个小时

的活动中，无论男女老少都沉浸在欢乐的气分中。

莱盛公司副总裁Jing Shi说，“回顾过去的十年并展望

未来，我们莱盛的成功与美国耗材行业的发展密不可分，美

国市场的持续、稳健成长坚定了莱盛对在美长期发展潜力的

信心。我们致力于始终成为激光打印机配件创新和销售的渠

道，因此我们对于能通过莱盛配件让客户体验产自中国的、

真正的高品质的产品而深感自豪。我们更荣幸能为美国激光

打印机配件行业的发展做出贡献。对于许多人来说，莱盛标

志的意义远超越最高品质的配件产品。它不仅象征着莱盛的

迅速发展，更象征着强大的研发实力和专业的服务团队。”

展望2010年，莱盛美国分公司将继续发扬“技术源于企

业，服务于行业“的服务理念，并将这一理念贯穿整个服务

之中，全方位推进以客户为导向的各项工作，追求卓越的经

营绩效，上演莱盛品牌永不落幕的神话。

关于莱盛美国分公司（PARTSMART CORP. U.S.A.）

北京莱盛美国分公司（PARTSMART CORP. U.S.A.）成

立于2000年，位于美国佐治亚洲亚特兰大市，是莱盛在海外

设立最早的分公司。成立十年以来，遵循我们的指导原则,坚

持对卓越品质和优秀服务的承诺，不断推出市场需要的新产

品，深受广大经销商、终端消费者的信赖和当地业界认可，在

业届刊物”Recharger” 上，有专文报导，有极高的知名度。

10年来，销售量不断提高，业绩斐然。市场扩大到北美及中

南美洲地区，已成为美国主要激光打印机配件供应商之一。

北京莱盛美国分公司举办十周年晚宴

莱盛公司副总裁石晶（女）

莱盛公司顾问石先生

北京莱盛美国分公司十周年晚宴嘉宾合影

获奖者合影

Beijing Laser Celebrates 10th Anniversary of Its US Branch Office

www.rechargeasia.com��

RECHARGEasia


CHINA CORNER / 中文快讯

打印机等能效限定值及等级国标通过审定

The Printers Energy Consumption Standard of China Passed National’s Auditing

日前，《打印机、传真机能效限定值及能效等级》国家

标准已经正式通过审定，近日已进入报批程序。这项标准对

打印机、传真机能效的限定值和能效等级的确定，不仅为产

品的设计和生产提出了节能要求，标准确定的指标和标准制

定过程中的一系列测试，也为用户的选购和使用提供最佳的

节能参考。

据报批稿，这项标准把我国打印机、传真机、打印和

传真多功能一体机能效标准的能效等级分为三级。一级是目

标值，达到一级要求的是先进、高效产品；二级是节能评价

值，达到节能评价值的是比较先进和高效的产品；三级是能

效限定值，标准实施以后，低于该指标的产品将不得生产、

进口和销售。据介绍，标准起草过程中，国家办公设备及耗

材质检中心、国家计算机质检中心、中国泰尔实验室、广州

威凯检测技术研究院等实验检测机构开展了大量的产品能效

测试工作。

据介绍，随着办公自动化水平的提高，打印机、传真机

已相当普及，打印机、传真机也更多地进入家庭。无论是办

公室还是家庭，打印机、传真机大多数保持24小时开机状

态，很多办公室的打印机、传真机往往365天持续开机，其非

工作状态能耗不容忽视。

史丹佛大学一群研究员想出了一种方法，可将普通的复

印纸变成储存电力的装置。

本周由史丹佛物质科学与工程系教授Yi Cui所领导的一群

研究人员示范了如何使用含有纳米碳管与纳米银线的墨水。

一旦将这种墨水滴在纸上经过烘烤，普通纸就会变成一张可

充当电池或超级电容的黑纸，就算弯折、卷曲、变皱，这张

纸还是具有储电的能力。

这种墨水看起来和一般的印度墨水没两样，因为Cui的墨

水也是碳做的，但是是纳米碳管。

Cui与他的研究团队曾在塑胶上试用这种墨水，但发现纸

还是比较适合，因为能吸水且变皱也没关系，这种墨水也可

用来当作制作导电墙的油漆。

Cui表示，这种沾了纳米墨水的纸可以应用在与电网相接

的储电装置上，可重复充电4万次。

Cui表示这种纳米材质比一般材质更能传导电，他认为这

种纸将来可变成风力、太阳能等能源的轻便储存装置，以解

决多余电力的储存问题，此外也可应用在油电混合车或电力

车上。

墨水或印刷已经变成科学家们在利用纳米技术将不寻常

物质移转到一般物体上时常常使用的方式，Innovalight已经

成功开发一款专利的可用来制造喷墨的矽墨。2007年IBM与

ETH Zurich的研究人员也开发出一种“印刷”分子的方式。

纳米墨水管将普通纸变成电池Nanometre Ink Transforms Regular Paper into Battery

据媒体报道，惠普公司本周与位于明尼阿波利斯的

Stratasys 签约，意在进军 3D 打印机市场。

3D 打印机可以方便用户将电脑上设计的 3D 模型打印出

来，并可同时构建 3D 模型 ( 无论是删减材料还是逐步添加其

它材料 )。Stratasys 将在今年后半年着手进行惠普 3D 打印机

的生产。

Stratasys 目前投放市场的售价最低的一款 3D 打印机名

为 uPrint 3D，体积大约为

8 英寸 x6 英寸 x6 英寸，完

全可以放在桌面上同其它打

印机一样正常使用，其市

场售价为 14900 美元。该

公司生产的打印机主要采用

FDM( 熔融淀积建模 ) 技术，

可以通过一种加热后转化为

液体的热塑料材料逐步构建

形状图层。

惠普与Stratasys携手进军3D打印机市场

HP to Join Venture with Stratasys to Develop 3D Printer Market《废旧电器电子产品回收处理管理条例》将于2011年1

月1日起实施。届时，我国废旧电器电子产品回收处理将有法

可依，如果擅自处理电子垃圾，最高将罚款50万元。记者从

环保部污染防治司了解到，按照新出台的条例，对于没有取

得电子垃圾处理资格，擅自从事处理活动的，将由工商行政

管理机关依照《无照经营查处取缔办法》的规定予以处罚。

据介绍，电子垃圾已经成为我国新型垃圾的主要类型，

近年来增长迅猛。该条例的实施对于规范废弃电器电子产品

的回收处理、促进资源综合利用和循环经济发展、保护环

境、保障人体健康具有重要意义。

擅自处理电子垃圾最高罚50万The Penalty is up to a Maximum Fine of 500,000 RMB for

Any Unauthorized Handling of E-waste

RECHARGEasia FEBRUARY 2010www.rechargeasia.com ��

RECHARGE asiaCHINA CORNER / 中文快讯

中国因技术壁垒年失三千亿14年居首位

Years Lost Due to Technical Barriers Cost China’s 300 Billion

商务部近期发布《全球贸易摩擦研究报告》指出，目前

为止我国已经连续14年位居全球贸易调查的首位，技术性贸

易壁垒将成为中国产品出口面临的最主要的障碍，去年它直

接导致中国企业的贸易损失超过505亿美元（约合3400亿元

人民币）。

商务部举行的“第五届中国贸易救济与产业安全高级研

讨会”上发布了这一报告。报告称，全球贸易救济年度新案

件虽有下降趋势，但由于去年下半年金融危机对于全球实体

产业的冲击，使得世贸组织成员再次频繁地使用贸易救济措

施来保护国内的产业。去年贸易救济新案件数是222起，比

2007年增加了24.7%。WTO成员共新发起了225起新的贸易

救济案件，接近去年全年的水平。

商务部产业损害调查局局长杨益称，中国已经遭受了101

起最新的贸易救济调查，涉案金额超过116亿美元。技术性贸

易壁垒是中国产品出口面临的最主要障碍，当前主要是美国

消费者安全委员会的产品召回，还有美国食品药品管理局的

拒绝入境，日本的食品扣留等。去年中国有三分之一以上的

出口企业受到国外技术性贸易措施不同程度的影响，去年全

年出口贸易直接损失超过了505亿美元。商务部部长助理王超

则表示，商务部正积极研究丰富贸易救济手段。

中国要走低碳的发展之路China Keeps Low-carbon Production Development

近期由媒体报道，在未来的40年中，中国在使负面经济影

响最小化的同时可以大幅减少碳排放，并借此实现多重经济社

会发展目标。

由中国、瑞典、德国、英国和美国专家共同完成的《走向

清洁——中国低碳发展的经济学研究》这份报告中认为，中国

可以通过改进建筑设计、设定家用电器标准和使用能源强度较

低的材料来提高能效；大量使用可再生能源如风能和太阳能、

城市固体废弃物和生物质能及小型水电站；道路交通中使用电

动车辆；新建燃煤发电厂使用碳捕获与封存技术；开展与发达

国家的资金与技术的国际合作机制等途径实现2050年之前的碳

减排目标。并且，这些途径也将为中国提供改善能源安全以及

使中国经济在国际价值链上升级的机遇。

中国国民经济研究所所长樊纲认为，低碳中国是一个具

有更大的服务产业、更先进的劳动者技能和更少环境退化的国

家，这种转变是中国发展过程中必不可少的组成部分。

近日，记者从爱普生（中国）有限公司处获悉，继开通

“绿色热线”和设置“环保回收箱”后，2010年伊始，爱普生

再次加大了耗材环保回收的推进力度，增设16家爱普生4S店

为回收网点，同时在爱普生4S店和爱普生印像馆开展“耗材回

收，环保行动”促进活动，从而有效促进用户更方便地将使用

完毕的爱普生正品耗材进行环保回收。

爱普生（中国）有限公司环境企划科负责人介绍说，用户

凡于2010年1月26日至3 月 26日活动期间，在公布活动地点将

使用完毕的爱普生正品墨盒、硒鼓交给爱普生店内工作人员，

就会获得爱普生精心准备的小礼品。

“小礼物是为了感谢用户参与环保回收的实际行动。行

动虽小，意义不菲。对于我们这样一个用户基数庞大的市场而

言，促进用户参与环保将会为环境带来实际的改善。作为一家

‘与自然为友’的企业，爱普生会持续投入，完善环保回收体

系，搭建环保回收平台，既能为有志于环保的用户提供便利，

又大大提升了环保回收效率，一举两得！”爱普生环境企划科

负责人补充说。

耗材绿色回收计划是爱普生（中国）有限公司从2001年就

开始在中国推广实施一项环保行动。通过设立回收网点接受客

户交投、与企业客户签订回收协议上门回收、结合优墨积分鼓

励客户等形式，持续开展使用完毕的爱普生正品墨盒、硒鼓回

收活动，并对回收的墨盒、硒鼓进行环境无害化处理，将其变

成再生资源，形成良性的循环。

增设回收网点爱普生推进耗材环保回收

Epson Pushes for Consumable Green Recycling by Increasing Its Recycling Network Stations

江苏省泰兴市今年在全市范围内建立并推行了政府采购

专管员制度。政府采购专管员是指各行政事业单位专职负责本

单位政府采购工作的人员。目前该市已有151家单位设立专管

员，专职人员174人，兼职人员361人。专管员制度的实施迅

速扩大了该市的政府采购规模，使该市由最初的十几个项目发

展到了目前的260多个项目，纳入政府集中采购目录的品种也

由最初的几项扩展到现在的3大类60多项。截至目前，全市完

成采购总额68682万元，节资15186万元，节资率达19%。

江苏省泰安市建立政府采购专管员制度

TaiAn J inSun Province Developed a Specia l ized Administration System in Its Government Procurement

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RECHARGEasia


CHINA CORNER / 中文快讯

1月18日，湖北宜宾市翠屏区工商局经检大队根据群众

举报，在惠普公司打假人员的配合下，对辖区赛多电脑城、

经纬商城打印机办公耗材商品进行集中检查，现场查获3起销

售假冒惠普“hp”注册商标墨盒、硒鼓案，保护了商标专用

权，净化了办公耗材消费市场，受到厂家和消费者的赞扬。

日前，有群众举报该局辖区市场出现销售假

冒惠普“hp”注册商标的墨盒、硒鼓的情况，

扰乱了办公耗材用品市场正常的经营秩序。该局

经检大队执法人员接到群众举报后，迅速开展调

查，根据调查摸底的情况，决定对辖区内销售打

印机办公耗材商品比较集中的赛多电脑城、经纬

商城开展现场检查。在现场检查中，工商执法人

员检查了8户经营者，其中检查出3户经营者销售

的惠普“hp”牌墨盒、硒鼓存在问题。经惠普公

司授权的鉴定人员现场鉴定并出具证明，有问题

的墨盒、硒鼓系假冒惠普公司“hp”注册商标的

产品。工商执法人员当场对假冒惠普“hp”注册

商标的38个墨盒、26个硒鼓实施了扣押，货值金

额近2万元。

目前，该局正对上述 3 起销售假冒惠普

“hp”注册商标案件进行立案调查，将根据调查

结果依法作出严肃处理。

宜宾查获3起销售假冒惠普品牌商品案

Yibin Seized three HP Counterfeit Products Case

2009年，国家电子计算机外部设备质量监督检验中心按

照GB/T 4313-2002《信息处理办公机器和打印机用编织打

印色带通用技术条件》国家标准对佛山市顺德区高宝实业发

展有限公司送检的样品LQ--630K色带架的首行印迹灰度和

打印寿命二项检验项目和原装Epson色带进行了对比检测。

检测结果：首行印迹灰度技术要求大于等于0.7，实测值高宝

0.85，原装Epson 0.81。打印寿命高宝20万/米，原装Epson

也是20万/米。

以上结果说明：高宝色带价格比原装低，但色带质量却

丝毫不差于原装。

高宝色带关键性能通过国家质检中心检测

The Key Function on COBOL Ribbon Passes Quality Test

佳能和奥西公司近日双双表示他们的合作计划进展顺

利，这两家公司目前已经向欧盟、美国、瑞士和台湾的竞争

管理机构提出了申请。

佳能预计在2010年8月以前向荷兰金融市场管理局提交

一份收购申请，在本月早些时候，佳能收购了奥西20%的股

本，而在后者的最大股东Orbis基金拒绝被收购后，奥西股价

格曾一路走高。

佳能为奥西开出了7.3亿欧元的收购价格，并希望能借此

成为数字市场上首屈一指的设备供应商。

佳能和奥西的并购计划进展顺利

The Acquisition between Canon and Océ Proceeds Successfully

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RECHARGE asiaZHUJIANG CORNER / 珠江三角洲

日前，在珠海市第一批行业协会等级评估工作中，珠海

市耗材行业协会顺利通过由政府社会组织评估工作领导小组

的审核评估，被评为首批4A级协会，这为协会承接政府职能

转移，推进政府购买服务制度的建立奠定了基础，对加快推

进行业发展具有积极的意义。

本次行业协会等级评定是珠海市政府按照国家加快推

进行业协会改革与发展的方向而进行的，旨在充分发挥行业

协会作用，建立行业协会公平竞争、优胜劣汰机制，为行政

体制改革和推进政府职能转变提供依据。等级评定以政府指

导、社会参与、自愿申报与行政评估为原则。

本次等级评定，全市共有18个协会自评并申请参加评

估，最终4个协会被评为5A级、5个协会被评为4A级，其中珠

海市耗材行业协会是被评定的5A、4A级协会中唯一的一个行

业自发组织、运作的行业协会。

珠海市耗材行业协会被评为4A级协会

ZhuHai Consumables Association is Awarded as 4 Starts Organization

近日，“广东省院士专家企业工作

站授牌仪式”在广东科学馆举行，在九

家获得授牌的省内企业或机构里，珠海

天威飞马打印耗材有限公司与珠海国家

高新技术开发区占得两席。天威飞马获

建的工作站成为我国耗材行业首家院士

专家企业工作站。

“院士专家企业工作站是联系院

士、专家与企业结合的桥梁纽带。”市

科协主席肖润新在天威挂牌仪式上介

绍，院士专家企业工作站旨在搭建一个

高端智力服务企业技术创新的平台，把

院士、专家研究团队与企业技术创新团

队结合起来，发挥高端人才在企业重大

项目研发、高层次人才培养、科技合作

与交流等方面的作用，提高企业自主

创新和综合竞争能力。“具体操作来

说，就是企业出题，科协找人，共同攻

关。”肖润新解释道。

天威飞马打印耗材有限公司负责人

介绍获建院士专家企业工作站后，通过

政府相关机构介绍与引进高端人才，不

仅提升了企业行为的可信度，双方合作

的模式和机制也更易被对方接纳，将使

产学研项目合作成功率大大提升。

该负责人告诉记者，“技术和知识

产权，始终是中国打印耗材行业发展的

两大瓶颈。专业人才的缺乏，使得改变

这一现状，显得尤为困难。学会成立可

以联合相关行业技术人员，共同进行基

础技术理论研究和前瞻性课题研究。”

作为中国最早、目前全球最大的通

用耗材制造商，天威拥有获得中国专利

金奖的86T墨盒系列等专利产品，国内

外专利注册数量达1100件，居全球通用

耗材行业之首位。

据悉，目前，广东省科协已在省内

建立了18家 “院士专家工作站”，10

多位院士和120多名专家与建站企业建

立了战略合作与服务关系，12项重大技

术开发项目在院士、专家协助下完成。

耗材业首家院士专家企业工作站落户珠海天威

The First Academic Research Working Station for Consumables is Stationed at Print-Rite

今年以来，在海外市

场需求萎缩、信用风险快速

攀升、我国外贸出口持续下

滑的情况下，出口信用保险

的“保安全、抗风险、促发

展”的政策性职能受到各地

政府的高度重视，地方出口

企业投保意识不断增强。截

至10月末，出口信用保险承

保金额为733.8亿美元，其中，短期出口信用保险支持出口规

模701.6亿美元，同比增长108.0%；中长期出口信用保险支

持出口28.5亿美元，同比增长47.4%。出口信用保险对我国

一般贸易出口的覆盖率达到17.3%，是2008年年底的2.7倍。

今年前三季度，短期出口信用保险对广东，尤其是珠江三角

洲地区一般贸易出口的覆盖率超过15%。1-10月，新增投保

出口信用保险企业近4000家，创下历史同期最高纪录。

在全球通用打印耗材的生产基地珠海，出口企业在经济

危机的冲击下正面临越来越严重的供应商拖延货款甚至赖账

的风险。通过与中国信保的合作，打印耗材企业将出口信用

保险作为一项管理工具，嵌入企业管理流程中，紧抓机遇，

规避风险，开拓市场，实现了在金融危机环境下的逆市发

展。2009年，在中国信保的支持下，天威飞马、纳思达等知

名耗材企业均实现了业务的高速增长。目前，出口信用保险

已经保障并覆盖了珠海耗材行业超过50%的出口贸易。

信用保险促进珠三角地区发展Insurance Company Pushes for Further Development

among Pearl River Delta

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