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Printed at :Lakshmi Mudranalaya# 117/2, 5th Main, Chamarajpet,Bangalore - 560 018. INDIAPh : +91 80 26613123, 26618752
While every effort is made to ensure authenticity in the preparation of this publication, the publisher and editors can not be held responsible for its contents. The views of contributors to the magazine are not necessarily those of the publishers.
All trademark names cited in the magazines are property of their respective owners. Product brand names mentioned are intended to show compatibility only.
Press releases, company profiles, articles and opinions are all welcome.
Bindu M. Nair
Sandesh Shingote
Vinay Kumar Tallam
Vijay Jamadar
S. Janaki Raman
Editor
Sales - International
Marketing & Business Development
Design & Concept
Web Master
Publisher :M. J. Prashanth Kumar# 733, 1st Floor, 7th Cross, Kempegowda Layout, BSK 3rd Phase, 3rd Stage, Bangalore - 560 085. INDIA.Ph : +91 80 26654152, 26654153Email : [email protected]
Issue 18, January 2009
Owned and Published by M. J. Prashanth Kumar from 733, 1st Floor, 6th Cross, Kempegowda Layout, BSK 3rd Phase,
3rd Stage, Bangalore - 560085 and Printed by Mr. Ashok Kumar.B.R
at Lakshmi Mudranalaya, 117/2, 5th Main, Chamrajpet, Bangalore - 560018, India,
Ph: 91 80 26613123. Editor Bindu M. Nair
www.rechargeindia.com
JANUARY 2009
2
Contents
59 Advertiser Index
58 Association Contacts
47 Technical
44 Company Profile
Samsung ML 1630
8 Remanufacturing Instructions
32 Recharger Magazine’s ReIndia Expo Ready for Successful Second Year
33 West Point Products Releases Brother DR350/DR2000 Drum
23 Cover Story
32 Industry News
Cost Per Copy
36 Product Launch
36 Faroudja Offers Bulk Toner for the Okidata C 3000, Faroudja Offers Xerox 6180
Chips, Faroudja Offers HP CP 2025 Chips
37 Mearthane Products Offers Free Developer Rollers for Testing, MKG Launches
Lexmark C520 / 522 / 524 / 530 / 532 / 534 Color Cartridges
38 Nectron International Expands Brother Cartridge Offerings, UniNet Corporate
Relocates to New Facility in Los Angeles, NATT Offers Upper Fuser Roller For Ricoh
Aficio Machines ,Oasis Imaging Releases Toner, Chips for Dell 3100 Printers
39 Copylite Products Introduces Color Coded Reset Chips, Faroudja Toner Offers
Smartchips for Dell 3110, Nukote Announces New HP Indigo Product Line
40 Future Graphics has OPC for HP 2600 Remanufactured Cartridges, MSE
Expands HP Monochrome Lineup With Two Models, Faroudja Toner Releases Bulk
Toner for Xante Ilumina, NATT Introduces Drum Unit for Konica Minolta C5500,
C6500 Digital Copiers
41 West Point Products Releases New Compatible Drum Units, UniNet Offers
Absolute Color Toners, Smartchips for Dell Brands, MSE Releases Lexmark E350
Compatible High-Yield Cartridge
42 UniNet Adds Summit OPC Drums for HP printers, West Point Products
Introduces HP Maintenance Kits, UniNet Qualifies Absolute Color Toners, Unichip
Smartchips for Samsung CLP 610/660
43 Katun Corp. Offers Performance Toner for Toshiba Peripherals, Jet Tec Info-
Consumables Releases HP 1215 Color Toner
OPC Technology Japan Pvt Ltd
47 Print Management
55 Understanding Color Subtraction
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JANUARY 2009
4
Editor’s Note
Hi Friends,I would like to begin with, wishing all our readers a very happy and prosperous new year. May, this year bring all the good
luck, success and prosperity throughout.
The year gone behind has been quite an effective one, leaving evident changes in the entire scenario of 'Recharge India'.
We have witnessed quite a few unexpected and unlikely events. Learning from all experiences of past; the good and the
bad; I expect to keep this venture happening and flourishing, with all its glory and success.
Being the editor for three successive months has been an experience to relish. There has been a constant effort from the
entire team, for effective implementation of the plans sought for the betterment and improvisation of the magazine. All
this is just the start….. With this New Year begins new ventures, new ideas, new conceptual plans and better recreational
ways to reach out to our readers.
“Cost per copy” has been the focus of this month's issue. Being one of the primary factor considered by both the
remanufacturer as well as the customers preferring remanufactured cartridges, it seemed right to cover this topic, in the
first issue of the year.
The above focus is coupled with the information about the industry across the world, Product launch and
remanufacturing instructions of Samsung ML 1630
We are attempting to bring better look and feel into the magazine. Please send in your valuable suggestions to
Best Regards
Bindu M. Nair, Editor
With You Happy New Year 2009
Recharge India TeamFrom
Recharge India Team
www.rechargeindia.com
JANUARY 2009
6
Contributors
Cover Story : Cost Per Copy
Remanufacturing : Instructions Uninet Imaging
Company Profile :
SAMSUNG™ ML 1630
OPC Technology Japan Pvt Ltd
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JANUARY 2009
8
Remanufacturing Instructions
SAMSUNG™ ML 1630CARTRIDGE REMANUFACTURING INSTRUCTIONS
SAMSUNG ML 1630 LASER PRINTER
TONER CARTRIDGE
ITONENOW IN INDIA
TM
@2008 Itone, Inc. All rights reserved. ITONE is registered trademark of Itone, Inc. All other brand or product names are registered trademarks of their respective companies.
RHP PRINTER TONERSFOR HP 1010 SERIES
RRICOH COPIER TONERS
FOR AF 1045 SERIES
RCANON COPIER TONERS
FOR IR 400 SERIESFOR IR 8500 SERIES
TMITONE INC. www.itone-inc.com
USA WEST COAST2056 Calle BogotaRowland HeightsCA [email protected]
DISTRIBUTOR IN INDIAUnits 311/312, Jogani Industrial EstateTulsi Pipe Road, Dadar (West) Mumbai-28Phone : +91 22 24229166E-mail : [email protected]
www.rechargeindia.com
JANUARY 2009
10
Remanufacturing Instructions
Remanufacturing the Samsung ML-1630
Toner Cartridge By Mike Josiah
only as a printer but aesthetically as well. One interesting thing is
that the fuser uses a 2 lamp system. Most machines these days use
a film and ceramic heater to fuse the toner. This system is more
like the HP-8100.First released in October 2007, Samsung ML-1630, ML-1631,
ML-1630S, and SCX-4500 Printers are based on one of These cartridges do not have a drum cover, and come new with a
piece of heavy paper taped around the cartridge (see Figure 1).
All new cartridges opened so far have shown some toner
leakageon the drum that would have shown on any prints for at
least a few pages.
The standard cartridge (Samsung part# ML-D1630A comes
new with 40g toner, and is rated for 2,000 pages at 5% coverage.
The starter cartridge however is rated for only 1000 pages. As
with pretty much all cartridges these days, the cartridge has a chip,
and it has to be replaced.
While this system uses all standard monochrome technology, the
printer itself is extremely small and compact.
See Figure 2 for a complete layout of the entire printer. I have not
taken a machine apart yet, and I hope I never have too!Samsung’s newest engines. The ML-1630 series runs at 17 ppm
Cartridge troubleshooting as well as common error messages will with a maximum resolution of 600 dpi. The design is new for
Samsung and all other printer manufacturers for that matter. be listed at the end of the instructions.They are pushing its sleek design as a nice office addition not
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JANUARY 2009
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Remanufacturing Instructions
REQUIRED TOOLS1. Toner Approved Vacuum
2. A Small Common Screw Driver
3. A Phillips Head Screwdriver
4. Needle Nose Pliers
REQUIRED SUPPLIES1. 40g Toner
2. New Replacement Chip
3. Conductive Grease
4. 99% Isopropyl Alcohol
5. Drum Lubricating Powder
1. Place the cartridge with the handle up, facing towards you. Remove the three screws from the right side end cap.
2. On the left side end cap, remove the three screws.
3. While still on the left end cap, locate the top and bottomtabs.
4. Press in on these tabs, and remove the end cap.
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JANUARY 2009
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Remanufacturing Instructions
5. End cap removed.
6. On the right side end cap, press in on the top tab and remove the end cap. The right side does not have a bottom tab, but itfits on very tight and must be carefully pried off.
7. Separate the two halves slightly, and lift off the middle top cover/PCR assembly.
FP_AdLayout 12/5/08 10:28 AM Page 1
FP_AdLayout 12/5/08 10:28 AM Page 1
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JANUARY 2009
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Remanufacturing Instructions
8. Pull the metal drum axle from the toner hopper clips on both sides.
9. Remove the drum/waste assembly. 10. On the top cover, lift up on the PCR. Remove the PCR fromthe assembly. Clean the PCR with your normal PCR cleaner.WARNING: Do not clean the OEM PCR with alcohol, as this willremove the conductive coating from the roller. If the PCR is anaftermarket, follow the cleaning methods recommended bythe manufacturer. If the PCR is an OEM, we recommend it becleaned with your standard PCR cleaner.
11. Place a small amount of conductive grease in each of the PCR holders, and replace the PCR.
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JANUARY 2009
17
Remanufacturing Instructions
12. Remove the drum axle from the clips on both sides of the waste assembly. Remove the drum.
13. Remove the two screws from the doctor blade, remove theblade.
14. Remove the two screws from the doctor blade, remove theblade.
17. Install the drum/axle into the clips of the waste tonerassembly.
18. Carefully pry out the fill plug on the toner hopper, anddump out any remaining toner. The fill plug can be difficult toremove. Take a small common screwdriver and work it aroundthe edge lifting slightly until it comes loose.
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JANUARY 2009
18
Remanufacturing Instructions
19. On the fill plug side of the hopper, locate the double plasticbushing and contact spring.
20. Take the long tail of the spring and move it off the developerroller shaft so it sits against the bushing.
21. Press in on the bushing tab, and remove the bushing. Be careful not to lose the spring.
22. Slide the developer roller over, and lift out to remove.23. Remove the 2 screws from the doctor blade, remove theblade.Clean out all the remaining toner from the hopper.
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JANUARY 2009
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Remanufacturing Instructions
24. Make sure the doctor blade sealing foam and the developerrollers seals are clean and intact.
25. Clean the doctor blade edge so there is no evidence ofbuild up along the edge. If any buildup exists, the cartridge willstreak. This blade can be cleaned with your preferredSamsung DB cleaner.
26. Install the doctor blade and two screws. 27. Clean the developer roller with a dedicated DVR cleaner,and replace into the hopper. Install the gear side first.
28. While holding the DVR contact spring back, install the double bushing. Make sure it snaps into place.
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JANUARY 2009
20
Remanufacturing Instructions
29. Set the long tail of the contact spring so it touches theshaft of the developer roller.
30. Fill the hopper with 40g ML-1630 toner, replace the fillplug and check for leaks.
31. Snap the drum axle shaft into both clips on the toner hopper.
32. Slide the middle top cover/PCR assembly into place. Make sure the two middle tabs fit under the edge of the waste hopper.
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JANUARY 2009
21
Remanufacturing Instructions
33. Take the right side end cap align the drum axle keyed end so it will fit into the keyed slot of the end cap. Snap the end capinto place.
34. Install the three screws into the end cap.
35. Clean the contacts on the left side end cap, and replace the conductive grease. Snap the end cap into place, and replace thethree screws.
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JANUARY 2009
22
Remanufacturing Instructions
36. To replace the chip, drill out the two plastic rivets with a small drill, remove the cover, and chip. I used a 5/64” bit.
37. Install the new chip and cover, insert 2 small screws that correspond to the holes drilled to hold everything in place.
REPETITIVE DEFECT CHARTUpper Heat Roller 77.09mmLower Pressure Roller 75.36OPC Drum 62.8mmTransfer Roller 47.1mmSupply Roller 46.9mmDeveloper Roller 35.2mmPCR 26.7mm
PRINTER ERROR MESSAGES!!T1 Toner Exhausted!!T2 Invalid toner. (Cartridge has been refilled but the chip has not been replaced)!!T3 Cartridge not installed correctly or missing!!T4 Non Genuine Toner, cartridge not compatible with this machine.
(Too soon yet to see what causes this)!!CO Top cover open!!EE Internal error!!JO Paper feed jam rear of machine!!J1 Paper jam rear of machine!!J2 Paper jam Exit area.
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JANUARY 2009
23
Cover Story
Cost per copy has always been an alien concept for the imaging
supply dealers where as the Copier dealers have accepted it as an
efficient tool for increasing their profits. Cost per copy program
is beneficial to both the customer as well as the vendor. Cost per
copy program transfers economic risk to the suppliers and thus
enables the customer to reduce their total cost, where as for the
vendors these programs lock out competition and helps in
Simplifying the entire concept economically, the more one buys, retaining customers for multiyear contracts.
the less each individual unit would cost. But the concept still
remains complex for the customer as they have to consider a lot
of other factors too. Generally the customers are left with no Cost per copy is basically determined by calculating the cost of choice on the type of cartridge to be purchased for a particular printer cartridge divided by its yield.printer they have bought,say for instance,a customer who has a
Lexmark e210 printer cannot purchase HP Laserjet 8100
cartridge.Thus, a decision making process that involves a cost
per copy analysis usually starts before the end user has made a
decision on which printer to purchase.
Cost per copy
and lasts for 2,000 pages with 5 percent coverage. See Figure 2
for the cost-per-copy calculation.
Amongst these examples, the cost-per-copy is the highest with
the Lexmark Z615 color cartridge, which is $0.126 per page.
The cost per copy is the lowest with the HP LaserJet 1012
cartridge, which is $0.035 per page.
Considering the example of
the black inkjet cartridge (10N0016) for the Lexmark Z615
inkjet printer costs $31.99 and has a maximum yield of 410
pages, and the color inkjet cartridge (10N0026) for the printer
costs $34.65 and has a maximum yield of 275 pages. See Figure
1 for the cost-per-page calculation.
Similarly, the HP LaserJet 1012 printer cartridge costs $69.94
COST PER COPYIntroduction
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Cost per copy
History
Imaging supply selling models
Challenges of cost per copy in the printing industry
Selling cost per copy program
Selling against cost per copy program
Conclusion
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Remanufacturing Instructional Videos Online at
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© 2008 FUTURE GRAPHICS, LLC. ALL RIGHTS RESERVED. FUTURE GRAPHICS IS A DISTRIBUTOR OF COMPATIBLE REPLACEMENT PARTS AND PRODUCTS FOR IMAGING SUPPLIES. NONE OF FG’S PRODUCTS ARE GENUINE HP® AND SAMSUNG® REPLACEMENT PARTS AND NO AFFILIATION OR SPONSORSHIP IS TO BE IMPLIED BETWEEN FG, HP® AND SAMSUNG®
www.rechargeindia.com
JANUARY 2009
26
Cover Story
At an advanced level cost-per-copy is a total cost of ownership
(TCO) analysis that involves a comprehensive review of the cost
equation. The following factors are considered for the
determination of the true cost per page of any particular printer:
Cost of printer
Cost of supplies
Cost of parts
Cost of service
Cost of overhead to manage printer
Cost of capital used to purchase the printer
Any other miscellaneous costs associated with running
the printer
These factors can be further elaborated thus making the
calculation of cost per copy more complex. Further
consideration of the following factors would significantly affect
the total cost per copy:
Where the printer is purchased
Whether the printer is new or used
Where supplies are purchased
Whether supplies are OEM or remanufactured
The reliability of the products purchased
Where paper is purchased
What type of paper is used
Where parts are purchased
What types of parts are used
Whether parts are new or reused
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History
How frequently the printer is serviced
Who services the printer
Who is responsible for ordering supplies
How much ink is printed on the paper
What is the mix between color and monochrome
How much time does it take to ensure that the printer is up
and running properly
With what type of financing was the printer purchased
A host of other variable costs
In the early to mid 1980s, the copier industry was considered a
highly profitable, high-growth industry.The growth of the new
first time placement of copiers was more than 12 percent and
that of the overall channel was more then 20 percent. Margins on
equipment were only between 5 percent and 10 percent, but
margins on service were more than 60 percent, and margins on
supplies ranged from 50 percent to 80 percent. Times were good
for most copier dealers.
However, in the late 1980s, industry growth began to slow down
because of the new entrants who emerged with alternative
sources for supplies. Alternative sources included compatible
supplies and the gray market. Compatible copier supplies were
manufactured by companies such as Hunt, Nashua and Katun.
Meanwhile, a gray market began to develop as copier dealers
bought inventory from the OEMs on allocation programs and
began selling that product to wholesalers.
By the early 1990s, growth had slowed down to the range of 10
and 12 percent, and margins on supplies and service were
beginning to decline. In response, copier dealers conceived of
cost-per-copy programs in order to increase their revenue
potential within customer accounts, increase their margins, lock
in customers with multiyear contracts, and prevent competitors
from gaining access to customers by simply pricing the same
product lower.
The strategy was a success and by the mid 1990s, cost-per-copy
penetration had reached an estimated 40 percent to 60 percent of
the copier industry. These cost-per-copy programs slowed the
margin decline by moving the customer focus away from the cost
per toner cartridge or service trip and toward a total cost of
ownership model. Additionally, cost-per-copy programs allowed
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JANUARY 2009
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Cover Story
dealers to lock in their customers with minimum volume,
multiyear contracts.
From the late 1990s through today, cost-per-copy penetration
has reached approximately 90 percent in the copier market. New
first-time placements of copiers is flat at 1 to 3 percent per year.
Margins on equipment sales have declined to zero or below as
dealers, like the printer OEMs, employ a razor blade strategy to
make money on service and supplies. Supplies and service
margins appear to hover around 40 percent and are remaining
fairly constant.
The copier industry has many similarities to the printer industry.
Obviously, both industries have output devices, supplies and
service; both industries employ razor blade strategies; both have
sizable OEMs that make fairly substantial margins; and both
industries have a broad network of dealers who are in constant
competition with one another. However, the laser printer
industry started 15 to 20 years after the copier industry, and,
therefore, has a few years to catch up. In the copier industry, the
progression from separate equipment, supply and service sales to
complete penetration of a sophisticated cost-per-copy model
took approximately 20 years. It appears that the evolutionary
cycle may be significantly shorter in the printer market.
Cost per copy is basically one of the selling model adopted in the
copier and the imaging industry. However the different methods
adopted by the rechargers and the dealers to sell the imaging
supplies are categorizied into five main selling models:
Supplies
Service
Supplies and service
Supplies, service and hardware
Cost per copy
A brief about each of the above methods and finally the
advantage of the cost per copy method on all these.
Supplies: This is the basic among the five selling models, which
involves pitching supplies to office managers or individual users.
Local or state government bids and Internet sites where the deal
is focused on single transaction follow this type of selling model.
Sometimes the focus is extended to recurring transaction, which
Imaging supply selling models
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may even include a contract, but however 'price' remains the
differentiating factor for the recharger or the dealer. This type is
commonly used among small and medium-sized businesses, who
are willing to compensate for the quality by considering the cost
factor. This model supports the customer to dominate the
relationship and switch vendors and thus provides almost nil
strategic control for the vendor.
Service: This model involves a service component, with
increased level of operational capabilities. Here the service call
usually originates with a more sophisticated user. The
operational capabilities include responding to the customer
service calls, troubleshooting different sets of problems. The
technicians involved are expected to be highly professional and
knowledgeable. These technicians who represent the recharger
are held in high esteem as they frequently interact with the IT
group or the IT manager who is responsible for all IT
equipment within the office. These IT managers can
differentiate between different service levels and, provided they
are satisfied with their current provider, tend not to switch
vendors. These complexities, ironically, increase control for the
recharger because they create a barrier to entry for competitors
who perform less well. Suppliers who offer good service and are
competitively priced offer few reasons for a customer to switch
to a different supplier.
Supplies and Service: It is the most predominant selling model.
As the name itself suggests, it combines both the supplies and the
services model. The following are different variations in the
supplies and services model:
Total Laser Care (TLC) - A number of rechargers charge
OEM prices for remanufactured cartridges and combine the
supplies with “free” service. Should anything go wrong with the
cartridge or the printer, the recharger will fix the problem for free.
Generally, the margin between the cost to remanufacture the
cartridge and the OEM price usually enables a recharger to be
profitable in this scenario even with the service included.
Customers interested in this type of relationship are primarily
focused on convenience
Service and Supplies Discount- Rechargers may offer a
significant discount or rebate to a customer if they agree to
exclusively source service and supplies from the recharger for a
period of time. This pitch is typically most effective with cost-
conscious customers who recognize that volume purchasing with
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JANUARY 2009
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Cover Story
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a single vendor can be one of the most effective methods to
reduce costs
Service and Supplies Contract - Rechargers may charge a
fixed amount to service a population of printers across an
established time period. The recharger would bill the customer
separately for supplies, but generally will have an exclusive
relationship for supplies because of their service content.
Apart from this there are few more variations in the 'supplies and
service' model. This selling model is not merely transactional and
offers an extended relationship for an longer duration. The
vendor should strive to reach a certain performance level over an
established period of time and with the increase in the
performance demand, the opportunity for strategic control and
longevity of the relationship is also increased.
Supplies, Service and hardware: This model is less popular in the
recharger channel when compared to the copier channel because
of the following factors:
the lower price points of printers,
the relative accessibility of purchasing printers (including
the fact that almost all OEMs also sell direct),
the low margins rechargers make on hardware sales and
In certain instances, the amount of capital involved
Despite these obstacles, the supplies, services and hardware
selling model provides the most comprehensive solution for
customers of any of the previously discussed selling models. By
providing all three elements of the value equation, the recharger
is assisting the customer in evaluating their output needs,
establishing which configuration is ideal and managing the entire
process from beginning to end. As a result, it is a more
complicated selling process, but yields more strategic control to
the vendor given the higher economic value of the decisions
being made and the supporting role that the vendor plays in the
IT investment decision.
Cost-per-Copy: This is the most complex of all selling models as
it takes into account the Total cost of Ownership (TCO) and
includes all elements of the cost equation. The senior executive
level of the organization mostly adopts this model, as it involves
addressing multiple cost elements that reach across many
different departments within an organization. They are generally
concerned with the large investments of the organization and
have authority to take the suitable decisions. For a transaction
involving large economic value, it is considered reasonable to
create a multiyear contract, a benefit for the customer as it
guarantees cost reductions for an extended period of time and a
benefit for the vendor as it locks in a recurring revenue stream and
locks out competition.
In a competitive market, there is always another company that can
or will sell the product for a lower price. Of all five selling models,
the cost-per-copy model has the most advantages. Clearly, those
rechargers who develop a cost-per-copy selling model will have a
decided competitive advantage over those who do not or cannot.
Inspite of being the highly advantageous selling model,cost per
copy is still on the pavement of recognition in the industry,as any
company which wishes to adopt this particular method has to
succumb to its significant challenges of implementation.Cost per
copy is 'hard to determine,hard to sell,hard to administer and
hard to maximize'.
The challenge for the cost per copy selling model begins with the
contrast faced by the decentralized printing model and the
centralized copier model. Logically, compared to copiers the
printers are used in larger numbers, be it in an office, any
professional organization, hospital or a university. This
decentralized printing model not only affects the number of
output device, it also affects the acquisition of supplies. All these
printers used in a particular organization may not be of the same
kind; say there can be different based on the usage levels like
How many people use the printer (networked printers versus
single use),
What is being printed (graphics department or customer service
department),
The density setting of the printer (higher density settings use
toner faster).
Moreover different printers have different time for changing their
respective cartridges. Thus tracking the unique working pattern
of all the printers is quite challenging when compared to that of
the copiers. This decentralized printing model, which affects
usage, purchasing, tracking, etc., is the largest inhibitor to the
increased penetration of the “cost per copy” selling model in the
printer industry.
Challenges of cost per copy in the printing industry
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JANUARY 2009
31
Cover Story
When a recharger makes an effort to sell based on cost per copy,
the general premise is that the recharger will determine the
current cost per copy and then propose a reduced cost per copy
for a future contract. The difference between the current cost per
copy and the proposed cost per copy provides the value equation
for the customer switching their business from their current
vendor(s) to the recharger. Determining the current cost per
copy has following challenges.
Identifying all of the output devices within an organization-
For a single-office organization, determining the number of
output devices can be completed with a simple onsite visit that
takes half an hour. For a company with multiple offices spread
across different states, determining the number of output
devices may take hundreds of hours. Once the recharger has
determined the number of output devices, it is necessary to
determine the purchase price of each output device as well as
establish an expected life for the device. Knowledge of purchase
prices can be limited, and estimates of the potential life for a
printer can vary widely.
Figuring out the aggregate supplies usage- A few companies
can provide specific details on supplies consumption through an
invoice history report via their accounting software programs,
but the vast majority of companies dump imaging supplies
purchases haphazardly into office supplies, business supplies,
miscellaneous supplies or a host of non-essential accounts.
Given that the imaging supplies are purchased from such a vast
array of different sources, with multiple credit cards on separate
accounts, calculating supplies consumption often requires the
recharger to review invoices over a sample time period, and then
make assumptions to determine annualized supplies costs.
Accounting for all non supplies costs-. If a company is using
a single source for service, the recharger can simply review past
invoices. However, most companies, particularly if they have
offices spread far and wide, will rely on multiple service providers.
In addition to service, rechargers must consider parts, overhead
and any additional costs associated with the output devices. All
of this amounts to a time-intensive task that, clearly, is more
complicated, sophisticated and comprehensive than selling a
single toner cartridge.
Capturing the print output data for customers-While there
are a number of different software programs for both the printer
industry and the copier industry that enable rechargers to capture
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Selling cost per copy program
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printer output, there are a limited number of comprehensive
solutions that capture all the necessary data. Many software
programs have limited success capturing output data in the
following circumstances:
printers that are not connected to the network,
Aternative OEM printers with unique printer drivers and
Aggregating copier and printer data under one system,
amongst other challenges.
Apart from all these, there are host of many other challenges in
administrating the cost-per-copy programs. Fundamentally, it is
a more sophisticated selling process with a more significant time
commitment in the selling process, more value-add in the analysis
and recommendation process, more risk in implementing the
program and more cost in managing the account. If these
additional challenges can be overcome, cost per copy can provide
opportunities for increased revenue, higher margins and a longer
relationship with the customer.
There is no such consistent theme to sell the cost per copy
program as; it significantly depends upon the company size,
organizational infrastructure, existing output devices and variety
of other factors. But, however the following themes can be very
well considered for selling the cost per copy program.
Unknown cost of output devices in an organization:
Rechargers who can assist the companies in recognizing their
print and copy issues and the expenditure related to it can add in
their value even before becoming a supplier.
Control and reduce aggregate costs
Shifting of risk from the customer to the vendor: The
customer may have a high degree of variability in its monthly
printing costs based on a variety of factors. The customer should
value creating a more fixed cost structure that is not subject to
wild swings on a monthly basis. Moreover, if the cost-per-copy
program includes ownership of the equipment, the customer will
not be responsible for any equipment replacement, multiple
leases, etc.
Thus we can finally conclude that selling cost per copy requires a
more experienced and capable sales team that has been trained to
sell to a more sophisticated customer. The ability to sell cost per
www.rechargeindia.com
JANUARY 2009
32
Cover Story
copy creates a decided competitive advantage over local
rechargers who are not able to sell using this approach.
Some customers may prefer a more basic model, in which case a
recharger can pitch the value of a return to the simplicity of
supplies and service purchases, a separate set of invoices (think
of how complicated some phone bills are to determine your
actual usage and costs), or, potentially, a lower cost through
multi-vendor sourcing. If a customer has already made the
decision to move away from cost per copy, the sales pitch should
be relatively simple.
The more challenging sales pitch is for customers who are
satisfied with their existing cost-per-copy programs and are
considering renewing for another multiyear contract. With this
type of customer, a recharger will often need to go through the
consultative selling approach and pitch a lower cost per page, a
more comprehensive program, a shorter contract, better service
or some other set of values for the customers. Rechargers who do
not have the ability to pitch or administer a cost-per-copy
program may effectively be shut out of these types of sales.
Generally, pitching against customers who are satisfied with cost-
per-copy programs is much more challenging than pitching
against a customer who is looking to lower the cost of their
supplies. Customers who have a successful experience with cost
per copy tend to prefer the model, hence the successful and
almost complete penetration of cost per copy in the copier
industry.
The printer industry is more than a $100 billion industry,
globally. With OEMs not adopting any of the recent
technologies for laser and inkjet printers, the future of rechargers
appears to be promising. Rechargers already have an established
advantage over OEMs in the cost-per- copy game and have much
to gain by emphasizing these advantages.
Currently, cost per copy has a penetration of less than 5 percent
in the printer supplies industry given the host of challenges
associated with the selling model. However, given the successful
penetration of cost per copy in the copier industry, many
customers now understand cost per copy. And, given the success
of remanufactured cartridges overall, which are based, at the
Selling against Cost per copy program
Conclusion
most basic level, on a value proposition of lower cost per copy,
cost-per- copy penetration in the printer supplies industry will
increase at a steady pace in the coming years. And rechargers who
can sell and support cost-per- copy programs have a decided
advantage over those who cannot. They will be better able to find
new customers, maintain existing customers, grow revenue,
increase margins and lock in long-term relationships. Those who
cannot offer a cost-per- copy selling model will struggle with the
coming onslaught of cost-per- copy programs. most basic level,
on a value proposition of lower cost per copy, cost-per- copy
penetration in the printer supplies industry will increase at a
steady pace in the coming years. And rechargers who can sell and
support cost-per- copy programs have a decided advantage over
those who cannot. They will be better able to find new customers,
maintain existing customers, grow revenue, increase margins and
lock in long-term relationships. Those who cannot offer a cost-
per- copy selling model will struggle with the coming onslaught
of cost-per- copy programs.
www.rechargeindia.com
The Deadline for receiving
Advertisements &
Press releases
is 20th of preceding month.
www.rechargeindia.com
JANUARY 2009
33
Industrial News
ZHUHAI, China — Ninestar has released replacement black toner cartridges for Canon I-Sensys LBP-3100 series printers. The replacement cartridges are compatible for Canon Isensys LBP-3100/3010 and Lasershot LBP3108/LBP3018/3050 printers. The cartridges have OEM comparable page yield. The cartridges have been tested for quality and consistent printing performance.
Ninestar Releases Replacement Black
Toner Cartridges
Contact Ninestar• E-mail: [email protected]• Visit: www.ninestarimage.com
Recharger Magazine’s ReIndia Expo Ready for Successful Second YearLAS VEGAS — Recharger Magazine’s much anticipated
ReIndia Expo will take place March 5-7, 2009 at the Bombay
Exhibition Center in Mumbai, the business capital of India. The
second annual show which promises peer-topeer networking,
innovative products and promotion in the latest global growth
market, has already garnered interest from key businesses.
“We are delighted to return to Mumbai as the show organizers
for ReIndia Expo 2009. The 2008 inaugural show was
unprecedented. The event brought together the remanufacturing
world in a global industry area. Businesses world-wide are
anxious to gather in India which is one of the fastest financial
growth sectors,” Patricia Ames, director, global events, said.
Mumbai is recognized as one of the biggest IT hubs. With its
proximity to Southeast Asia and the Middle East, ReIndia Expo
2009 provides a unique opportunity to share information in a
global, regional and domestic industry.
ReIndia Expo, in association with Trade Expo India Promotion,
is recognized as one of the most important imaging supplies
aftermarket industry and business-to-business technology events
in the region. The show which is free to attendees also represents
an enormous learning platform in the area of technical, sales and
marketing at no additional cost. Exhibitors, attendees and
instructional offerings range from the roots of the industry in
cartridge remanufacturing to cuttingedge strategic offerings such
as content management software and managed print. Even in the
More than 3,000 visitors attended the firstReIndia Expo in March 2008.
ReIndia Expo 2009 is being held March 5-7, 2009 at the Bombay Exhibition Center.For more information visitwww.rechargermag.com/conf/reindia2009/index.aspx
BEST QUALITY PRODUCTS
• HP® P-1005, P-4015, CP-1215 solutions
within 3 months of OEM release!
LOWER MANUFACTURING COSTS
• High yield toners provide up to 30% savings
• Multi-cycleSUMMIT OPC Drums™
• Lowest cost chip solutions
LOWER DISTRIBUTION COSTS
• New 110,000 SF Corporate facility in Los Angeles
• New warehouses in Canada, Colombia and Dubai
• Fast delivery to major cities worldwide
CUSTOMER SERVICE AT NO COST
• STMC Training and Certification
• Award winning Technical Support
• Online Remanufacturing Instructions
• Technical road shows
• Over 500 employees providing
personalized service to you!
BRINGING A WORLD OF...
www.uninetimaging.com© 2009 UniNet Imaging Inc. All trademark names and artworks are property of their respective owners.
Brand names mentioned are intended to show compatibility only.
WITHIN YOUR REACH
www.rechargeindia.com
JANUARY 2009
36
Industrial News
face of change, key industry companies and business leaders
remain unified in their commitment to meeting the challenges by
creating opportunity.
According to Cartridge Recyclers and Traders Association of
India (CRTAI), the aftermarket industry in India has a history of
more than 20 years. The size of the printer cartridge industry in
India is said to be of Rs 1500 crores or USD 375 million (2006 -
2007) of which 48 percent share by volume is of recycled
cartridges. The scope has increased to inkjet cartridges and laser
toner cartridges and now digital printing. Recharger Magazine,
an 1105 Media publication, is the leading monthly trade journal
for the document printing industry aftermarket.
Recharger Magazine’s complement of global events includes
Reciclamais Expo, South America’s longest running and most
successful industry event; ReChina Asia Expo, the leading event
showcasing the Asia Pacific regions; and World Expo, the world’s
largest gathering for the aftermarket document printing industry.
Contact Nancy Calabrese• Ph: +1-702-505-9546• E-mail: [email protected]
West Point Products Releases Brother DR350/DR2000 Drum
VALLEY GROVE, W. Va and GANNANOQUE, Ontario —
West Point Products, one of North America’s leading premium
replacement toner cartridge manufacturers, announced the recent
addition of the compatible Brother DR350/DR2000 drum
unit. Comprehensive testing of the Brother DR350/DR2000
drum unit has provided superior results and after a careful
research and development process West Point Products ensures
quality and consistency with this latest product release. West
Point Products is extremely focused on the development and
delivery of as many new products as possible. With the release of
the Brother DR350/DR2000, West Point Products reinforces
its strong commitment to product development.
ContactWest Point Products•Toll free: 800-338-2274•Visit: www.westpointproducts.com
www.rechargeindia.com
JANUARY 2009
37
Product Launch
Faroudja Offers HP CP 2025 Chips 3110 and Xerox 6180 very soon after the cartridges came out,
and this is the case with the CP 2025.” added Farrell. “We Faroudja Toner now carries smartchips for the HP CP
have become very good with our chip development, so if 2025, it was announced. “Many of our customers have
there's an unusual one you are looking for, we may have it been inquiring about this, as none existed anywhere.”
already or can develop it. ”explained marketing director Timothy Farrell. “Again, we
Faroudja Toner, a major manufacturer of toner and recycling are first-to-market, and Faroudja has become an industry parts, also carries a complete range of smartchips from Dell to leader in chip development” Farrell claimed. The chips Minolta to Okidata. are available for all four colors, and are sold individually or
in multiple quantities. They are dedicated to work Contact Faroudja Toner by phone at 650-593-3862, fax at
specifically, and only, for the HP CP 2025 cartridge. 650-593-3817, or visit www.faroudjatoner.com.
“In the past we were able to produce chips such as the Dell
Faroudja Offers Bulk Toner for the Okidata C 3000
Faroudja Toner has
released color toner
in bags for the
Okidata C 3000.
10 kilogram (22
pound) bags are sold
for black, cyan,
yellow and magenta,
a n d c a n b e
p u r c h a s e d
individually or in
multiple quantities.
“This new Okidata C 3000 toner works across the whole 3000
series, including the C 3100, C 3200 and new printers such as
the C 3300.” stated marketing director Tim Farrell. “These bulk
quantities will save you money, about 40% compared to what
you'd otherwise pay, which our customers appreciate.”
Faroudja Toner, in San Carlos, California, additionally stocks
color toner for Hewlett-Packard, Tektronix, Minolta QMS and
supplies a wide range of parts and recharging tools.
Contact Faroudja Toner by phone at 650-593-3862, fax at 650-
593-3817, or visit www.faroudjatoner.com.
Faroudja Offers Xerox 6180 Chips
Faroudja Toner now
carries smartchips for
the Xerox Phaser 6180,
it was announced. “We
have had the toner for a
month and half, but not
the chips. Now that we
stock the chips we
provide a complete
solution for the Xerox
6 1 8 0 .” e x p l a i n e d
market ing d i rec tor
Timothy Farrell. The chips, which work for all four colors of the
6180, are available in both low and high yield versions.
“Everybody's getting the high yield” said Farrell.
Faroudja Toner, a leading manufacturer of toner and recycling
parts, also carries a complete range of smartchips from Minolta
to HP to Dell.
Contact Faroudja Toner by phone at 650-593-3862, fax at 650-
593-3817, or visit www.faroudjatoner.com.
www.rechargeindia.com
JANUARY 2009
38
Product Launch
MKG Launches Lexmark C520 / 522 / 524 / 530 / 532 / 534 Color Cartridges
MISSISSAUGA, Ontario — MKG Imaging Solutions Inc. has
released its first ever remanufactured Lexmark color cartridges.
After months in MKG’s product development lab, these color
cartridges designed for the Lexmark C520 / 522 / 524 / 530 /
532 / 534 series of printers are also approved for use in the IBM
InfoPrint 1614/1634 color laser machines.
“MKG is pleased to launch our first color products for
Lexmarks,” MKG’s Marketing and Logistics Manager Scott
MacKenzie said. “Lexmark color is almost a hidden market for
remanufacturers like MKG. There are not a lot of
remanufacturers that are currently offering products for these
very capable color printers. We are confident that our resellers
will find these products to be advantageous additions to their
product offerings.”
The Lexmark C520/522/ 524/530/532/534 black, cyan,
magenta, and yellow cartridges launched by MKG become part
of what is already an extensive line of aftermarket color products
offered by the company, with more color cartridges for HP
expected to be launched in the coming months.
MKG's Lexmark C520/522/524/ 530/532/534 color
cartridges are immediately available for outsource and private-
label opportunities.
MKG is one of North America’s largest and most technologically
advanced laser toner cartridge remanufacturers. An ISO
9001:2000 certified company, MKG is based in Mississauga,
Ontario with distribution centers in Nashville, Tenn. and Sparks,
Nev.
Contact MKG Visit: www.mkg.org
UniNet Corporate Relocates to New Facility in Los Angeles
LOS ANGELES — UniNet has relocated its corporate
headquarters to 3232 W. El Segundo Blvd., Los Angeles, Calif.
90250.
The new facility is situated next to its existing distribution
warehouse, located approximately two miles from the Los
Angeles International Airport and 10 miles from the Port of Los
Angeles.
The combined 110,000-square-foot complex is comprised of
UniNet Corporate Operations, West Coast and International
Sales Departments, R&D department and laboratories, along
with storage capacity for more than 500 printers, copiers and
MFPs. Other facilities include a well-equipped customer
training center that provides seminars and educational courses,
and a testing area suited for an environmental chamber.
“We are conducting business as usual, and any previous phone,
fax and order processing system issues that resulted from the
move have been resolved although some minor interruptions may
be experienced in the short term as unexpected issues are
addressed, so please bear with us, and we apologize for any
inconvenience this may cause,” UniNet President Nestor
Saporiti said. “We look forward to continue providing our
customers with superior quality products and service, and we
appreciate their continued support and business.”
Contact UniNet Imaging
E-mail: [email protected]
Visit: www.uninetimaging.com
Oasis Imaging Releases Toner, Chips for Dell 3100 Printers
D6TNBL10120, cyan — D6TNCY10120, magenta —
D6TNMA10120, and yellow — D6TNYE10120. All of these
toners incorporate a developer flow agent and need to be hand-NASHUA, N.H. — Oasis Imaging Products Inc. has shaken, to mix the toner and developer before use in a cartridge. introduced toner and chips for the Dell 3100 Series. This In addition the Dell 3100 Universal Chip (D6CH3100U) will printer provides a very fast 26 page per minute speed for a work with all four color cartridges.low-cost color printing option with a footprint small
Contact Oasis Imaging Productsenough to fit on the average desktop.Visit: www.oasis-imaging.com
The Oasis product numbers would be black —
www.rechargeindia.com
JANUARY 2009
39
Product Launch
Nukote Announces New HP Indigo Product Line “The release of the HP Indigo line adds to Nukote’s expansive
selection of imaging products,” said Steve Baiocchi, president of ROCHESTER, N.Y. — Nukote International Inc. has
sales. “We continue to invest in research and development to released a line of HP Indigo receptive substrates.
support customers as they take advantage of new opportunities.”
To support expansion of its coating business within the Nukote International, a global leader in imaging su plies,
growing HP Indigo market, Nukote will continue to invest provides a complete line of high-quality, affordable,
in research and add to this expanding line of products. environmentally friendly products for more than 30,000
Currently, white BOPP, clear BOPP, glossy paper and semi-imaging devices film applications.
gloss paper roll label stocks are available and in stock. Contact Nukote InternationalSpecialty Indigo products such as synthetic paper in roll E-mail: [email protected] Visit: www.nukote.comform or in cut sheets are also available.
Copylite Products Introduces Color Coded Reset Chips
FORT LAUDERDALE, Fla. — Copylite Products, a global
distributor of OEM and
c o m p a t i b l e i m a g i n g
products, now carries color
coded reset chips for use in
Konica Minolta Bizhub
C250, C252, C300 and
C352 imaging units.
The chips, which work on
both compatible and
OEM imaging units,
promise to increase the imaging unit’s life by up to 50 percent.
With a pricetag of just $16 the chips allow dealers the
opportunity to take advantage of huge savings on imaging units
originally priced at $150-$300.
The chips have been tested to work specifically, and only, on
Konica Minolta’s Bizhub C250, C252, C300, and C352 black
and color imaging units.
The newly introduced chips are just a few of the many toner and
imaging unit reset chips offered by Copylite. “Our chips have
been a hit with clients worldwide,” said Shayra Quezada,
marketing coordinator for Copylite Products. “Not only do they
offer a tremendous value to the dealer but they also require little
financial and storage commitments.”
Contact Copylite
Visit: www.copylite.com
Faroudja Toner Offers Smartchips for Dell 3110
SAN CARLOS, Calif. — Faroudja Toner now carries
smartchips for the Dell 3110.
“We have had the toner for a month, but not the chips,” said
Marketing Director Timothy Farrell. “Now that we do stock the
chips we provide a complete solution for the Dell 3110. We
believe we are the first.”
The chips, which work for all four colors of the Dell 3110, are
high yield with a page count of 8,000.
Faroudja Toner, a leading manufacturer of toner and recycling
parts, also carries a complete range of smartchips from Minolta
to HP to Xerox.
Contact Faroudja Toner
Visit: www.faroudjatoner.com
www.rechargeindia.com
JANUARY 2009
40
Product Launch
Future Graphics has OPC for HP 2600 Remanufactured Cartridges
LOS ANGELES — Future Graphics Imaging Corporation
released a newly engineered OPC for HP 2600 cartridges that
features a one-piece flange.
The new MK Imaging OPC is easily installed, reduces labor time
and increases the profit of remanufacturers.
The high-quality OPCs, co-developed with MK Imaging
chemical color toner are in stock and ready to ship in either five-
or 100-packs.
Updated remanufacturing instructions are available on
www.fgimaging.com.
Contact Future Graphics
E-mail: [email protected]
Visit: www.futuregraphicsllc.com
Delacamp Europe: +49-40325-8280
Visit: www.delacamp.com
Faroudja Toner Releases Bulk Toner for Xante Ilumina
SAN CARLOS, Calif. — Faroudja Toner has released color
toner in bags for the Xante
Ilumina. The 10-kilogram (22-
pound) bags are sold for black,
cyan, yellow and magenta, and
can be purchased individually or
in multiple quantities.
“We’ve sold a lot of this toner in
bottles, more than we expected,”
said Marketing Director Tim Farrell. “There seem to be many
printers out there. But now, with the bulk toner bags, customers
can have huge savings of 40 percent compared to the bottles.”
Faroudja also offers OPC drums for the Xante. Faroudja Toner
additionally stocks color toner for Hewlett-Packard, Okidata,
Xerox Phaser and supplies a wide range of parts and recharging
tools.
Contact Faroudja Toner
Visit: www.faroudjatoner.com
NATT Introduces Drum Unit for Konica Minolta C5500, C6500 Digital Copiers
MINNEAPOLIS — NA Trading and Technology (NATT), a
distributor of OEM-compatible, high-performance parts and
supplies, has launched the first aftermarket drum unit for use in
Konica Minolta C5500 and C6500 digital copiers.
During a rigorous testing process, the NATT drum units have
consistently produced OEM-equivalent performance and yields.
NATT is the only aftermarket supplier offering this high
performance drum unit.
NATT has also released the DU-101 for use in Konica
8050/Bizhub C500 machines, as well as the Minolta CF5001.
The DU-101 has produced yields and performance equivalent
to OEM.
Contact NA Trading and Technology
Visit: www.natrading.com
MSE Expands HP Monochrome Lineup With Two Models
VAN NUYS, Calif. – Micro
Solutions Enterprises has released the
compatible cartridges for HP P1005
and P1505 printers.
MSE’s compatible cartridge for the
HP CB435A (P1005 Series) is 100
percent compatible with all P1005
and P1006 models and yields 1,500
pages based upon ISO 19752 testing. MSE’s compatible
cartridge for the HP CB436A (P1505 Series) is 100 percent
compatible with all P1505 and M1522 models and yields 2,000
pages based upon ISO 19752 testing.
“These two releases are important for our dealers,” said MSE
President Yoel Wazana. “These entry-level machines are very
affordable which makes the cartridges high in demand. Our
high-yield products print with graphics level quality throughout
the life of the cartridge and both models have full chip
functionality. Our new sidewinder packaging also uses 30
percent less cardboard than previous packaging making it even
more environmentally friendly.”
Contact MSE
Visit: www.mse.com
www.rechargeindia.com
JANUARY 2009
41
Product Launch
MSE Releases Lexmark E350 Compatible High-Yield Cartridge
sacrificing quality. We guarantee 100 percent firmware
compatibility and back our products up to three years.”
MSE, an ISO 9001/ISO14001 certified company utilizing 24 VAN NUYS, Calif. — Micro patented and patent-pending technologies, manufactures a full Solutions Enterprises has line of high-quality compatible toner cartridges, MICR toner released the compatible Lexmark cartridges, inkjets and thermal transfer ribbons.E350 high-yield cartridge.
MSE’s manufacturing capacity exceeds 300,000 toners and “The Lexmark e350 series of printers have become quite 500,000 inkjet cartridges per month. The company owns and popular because of their affordability and small footprint,” operates 285,000 square feet in California and Pennsylvania as MSE President Yoel Wazana said. “When the e350 and well as additional distribution facilities in Canada, the e352 printers come with 1,500 and 3,000 page “starter” Netherlands, Brazil and Israel. MSE offers full solutions for cartridges, consumers quickly are searching for a low-cost outsourcing, private labeling, private packaging, and blind drop per page alternative.shipping. The company also offers award-winning sales training,
When the OEM also has a retail of $200, our high-yield marketing materials and additional value-added services.9,000 page-yield compatible cartridge offers a perfect
Contact MSE Visit: www.mse.comopportunity for our dealers to make great margin without
West Point Products Releases New Compatible Drum Units
VALLEY GROVE, W. Va. and GANNANOQUOE, Ontario
— West Point Products has released compatible Brother and
Dell Drum Units to its extensive product line.
West Point Products released the Brother DR350, the Dell 1700
(E232) and the Dell 1720 compatibled drum units. Both the
Dell 1700 and 1720 are also compatible with several IBM
Infoprint and Lexmark products.
These new products have undergone the complete qualifying of
components and processes necessary to pass West Point
Products’ stringent standards.
These new products, as well as every product sold by West Point
Products, are backed by its complete satisfaction guarantee.
West Point Products has been a leader in the compatible imaging
supplies industry since 1972 and is one of only a handful of
companies in the imaging industry to proudly hold both ISO
9001:2000 and STMC certifications. West Point Products’ has
distribution centers that are strategically located throughout the
United States and Canada to ensure prompt delivery.
Contact West Point Products
Visit: www.westpointproducts.com
UniNet Offers Absolute Color Toners, Smartchips for Dell Brands
LOS ANGELES — UniNet
released toners for use in Dell
3110CN and 3115 MFP
series printers.
“The complex design of this
print cartridge was a real
challenge,” said UniNet R&D
Manager Javier Gonzales.
“Finding the right toner and developer combination in addition
to resolving the sealing issues was quite a task.”
Toners are offered in both standard (5,000 pages for black and
4,000 pages for colors) and high-yield versions (8,000 pages for
black and colors). Developer will also be offered as a separate
item in order to perform a complete remanufacturing process.
Toners are matched with UniNet Smartchips, Unidrum and
other components. Customers will find these products to be
comparably alternative to OEM at a significant cost savings.
Contact UniNet Imaging
E-mail: [email protected]
Visit: www.uninetimaging.com
www.rechargeindia.com
JANUARY 2009
42
Product Launch
www.rechargeindia.com
The Deadline for receiving
Advertisements & Press releases
is 20th of preceding month.
UniNet Adds Summit OPC Drums for HP printers
LOS ANGELES — UniNet has
released Summit OPC Drums
for use in HP P4014, 4015 and
4515 printers.
UniNet has qualified the latest components for use in both
standard (10,000 pages) and high-yield (24,000 pages)
cartridges. UniNet recently released matching absolute black
toners, smartchips and cartridge remanufacturing instructions
for the new OPC.
Contact UniNet Imaging
E-mail: [email protected]
Visit: www.uninetimaging.com
UniNet Qualifies Absolute Color Toners, Unichip Smartchips for Samsung CLP 610/660
LOS ANGELES —
After exhaustive testing
and pr int qual i ty
evaluations, UniNet’s
Absolute Color toners
and Unichips qualified
for use in Samsung
CLP-610/660 series
printers.
These two models are based on the same print engine, the CLP-
610 running at 21 ppm and the CLP-660 at 25 ppm.
Toner is available for both the “A” version cartridges (rated at
2,500 pages for the black and 2,000 pages for the colors) and the
“B” version (5,500 pages for black and 5,000 pages for the
colors).
These printers offer a unique blend of speed and resolution
(2,400 by 600), with a built-in duplexing feature that make these
one of the more popular printer models available.
Contact UniNet Imaging
E-mail: [email protected]
Visit: www.uninetimaging.com
West Point Products Introduces HP Maintenance Kits
VALLEY GROVE, W. Va. and GANNANOQUOE, Ontario
— West Point Products has expanded its already broad product
offering to include a line of HP maintenance kits.
West Point Products now offers maintenance kits for the HP
4250, 4350, HP 4000, 4050, HP 4200, HP 4300, HP 8100,
HP 8150, HP 4100, HP 5SI, HP 8000 and the HP 9000. All
maintenance kits will include one remanufactured fuser unit,
OEM transfer roller and pick-up rollers, installation instruction
and gloves.
Every fuser unit in a West Point Products maintenance kit is
developed under strict quality control measures to ensure that
the customer will receive an exceptional product.
By having a maintenance kit when the perform maintenance light
is on it will help to prevent or eliminate down time.
West Point Products is committed to maintaining industry
leadership by continuing to introduce and provide a wide range
of products that meet the needs of its customers.
West Point Products has been a leader in the compatible imaging
supplies industry since 1972 and is one of only a handful of
companies in the imaging industry to proudly hold both ISO
9001:2000 and STMC certifications. West Point Products has
distribution centers that are strategically located throughout the
United States and Canada to ensure prompt delivery. Locations
include; Gananoque, Ontario, Pittsburgh, Pa., Jacksonville, Fla.,
Houston, Denver and Irvine, Calif.
Contact West Point Products
Visit: www.westpointproducts.com
www.rechargeindia.com
JANUARY 2009
43
Product Launch
www.rechargeindia.com
The Deadline for receiving
Advertisements & Press releases
is 20th of preceding month.
Katun Corp. Offers Performance Toner for Toshiba Peripherals
MINNEAPOLIS —
Katun Corporation, a
l e a d i n g a l t e r n a t iv e
supplier to the office
equipment industry, has
r e l e a s e d K a t u n
Performance toner for use
in Toshiba e-Studio 163/203-series multi-function peripherals.
For customers looking to improve their cost-per-copy on these
relatively new MFPs, this Katun Performance toner is an
excellent alternative to the OEM toner for these applications.
“Many of these e-Studio models are still being actively placed in
a significant number of markets, and are considered very good or
excellent in the categories of reliability, print/copy quality, and
value,” said Bob Moore, vice president of product development.
“This Katun Performance toner represents a great opportunity
for dealers to increase their profitability on these popular
machines, both now and well into the future.”
Today’s energy efficient Toshiba digital multifunctional devices
utilize lower fusing temperatures and shorter warm-up times to
provide a more energy efficient machine operation.
As a result, the toner required to operate in this environment
must possess a lower melting temperature to provide proper
fusing characteristics. Katun’s exclusive polyester-based toner
formula meets these requirements so toner is fused onto the page
efficiently, without compromising image quality.
In addition, this toner has been thoroughly tested to ensure
complete forward and reverse compatibility with the OEM toner.
Katun Performance toner can be easily installed before and/or
after OEM toner has been used, without degradation of
print/copy quality.
As with all Katun products, Katun Performance toner for use in
Toshiba e-Studio 163/203-Series MFPs may be ordered via the
Katun Online Catalogue.
Contact Katun Corp.
E-mail: [email protected] Visit: www.katun.com
Jet Tec Info-Consumables Releases HP 1215 Color Toner
NEW DELHI, India — Jet Tec Info-Consumables, one of
India’s leading imaging supplies providers, has released the new
HP 1215 color toner, a dedicated toner designed for HP CLJ
1215 (CB540/541/542/543A), HP CLJ 1515, HP CLJ
1518 and HP Color MFP CM1312.
Jet Tec’s HP 1215 color toner has been designed with excellent
color matching, good halftones and image density. It is currently
available for retail customers at all Jet Tec offices across India. Jet
Tec also offers solutions for HP 2600, HP 3600, HP CP3505
and HP 5500 series of color laser and MFPs.
Jet Tec has also released the new HP P1006, a dedicated toner
designed for HP LJ P1005/1006 (CB435A), HP LJ P1008
(CC388A) and HP LJ P1505 (CB436A) printers, HP Laser Jet
M1522 MFP (CB436A).
This is the first time HP introduced a magnetic-CPT
(chemically prepared toner) in a new series of monochrome
printers. It is a new generation toner with very stringent
requirements in image density, toner fusing/fixing properties
and toner transfer efficiency.
Jet Tec’s HP P1006 toner has been designed with excellent image
density, good grayscale effect and high quality printing
performance. It was tested to match with various common OPC
drums in the aftermarket. This conventional toner gives a
consistently high quality print performance throughout the
whole life cycle of a recycled cartridge.
Contact Jet Tec Visit: www.jettec.com
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JANUARY 2009
44
Company Profile
Product:
Year of Establishment:
Location:
Product Range:
Plant Capacity:
Market:
Specializes in production of OPC drums for use in
Photocopiers and Printers.
Founded in 2001.
Greater Noida
OPC drums ranges diameters 24 mm to 120 mm .Currently
making more than 80 types of different OPC drums.
Monthly production capacity is more than 2,00,000 OPC
Drums.
Company Profle : OPC Technology Japan Pvt Ltd
Exports to over 40 countries and regions like USA, Europe,
Gulf, Singapore,China , UAE ,Middle East and Far East
Countries.
25% of Total Market.
High quality standards,
Total quality control from material procurement to
finished product.
Strong technical strength drives the development of
OPC Technology
Good understanding of the industry trends
Rich experience of products
Great ability to grasp the market requirement.
Domestic Market Share:
Strengths:
l
l
l
l
l
l
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JANUARY 2009
46
Company Profile
Commitment:
l
l
l
l
l
l
Vision:
Message from Director:
Work towards total customer satisfaction
Focus to continuously increase efficiency and
reliability of our Wind Turbines.
Build partnerships with all stakeholders: employees,
customers, vendors, service providers, local
communities and Governments
Build life-long relationship with customers
Conduct business with the highest standards of ethics
Exceed the quality, safety and environmental
standards of the industry
In order to realize the strategic objectives, meet various
challenges, and raise competitiveness of the enterprise, OPC
Technology will make efforts to hold the pulse of the market,
concentrate on the development of new products, upgrade the
technology and introduce new products continually. OPC
Technology sincerely wishes to interact with more
knowledgeable people on the issues of quality.
(Managing Director)
A crucial factor for a successful business is the strategic
positioning that differentiates us from others and then staying at
that position. Implementing, monitoring and adjusting
proprietary manufacturing strategies to meet dynamic market
conditions improves market holding. That's the place where we
are focusing our position. We have implemented a number of
initiatives and new practices – introduced a new business case
requirement into our decision making Process, fast track
production at reduced costs.
We're an evolutionary company, not a revolutionary company.
We don't come out with big statements saying we're going to do
this or that. But if you look at our annual report, you will see the,
growth trajectory. Our mission is to develop a fair market place
where consumers can be assured of good quality service from our
business. We look forward to helping consumers when they have
Mr. J. C. Joshi
a question or concern. I am personally committed to the mission
of the company.
B – 46, kalkaji
New Delhi – 110019
Ph No-+91-011-26451078
Fax No -+91-011-26444351
Email id -
OPC Technology Japan Pvt Ltd
B- 1 , GNEPIP , Site - V
UPSIDC , Kasna Greater Noida
UP - 201308 ,India
Tel: +91-120-2341892/893/886
Fax:+91-120-2341887/889
web:
Attached are our company's photo for your reference.
You are welcome for other details.
Thanks & Regards
Exe - International Marketing
OPC Technology Japan Pvt Ltd
B - 1 , GNEPIP, Site - V ,UPSIDC
Kasna , Greater Noida
UP - 201308
Tel: +91-120-2341892/893/886
Fax:+91-120-2341887/889
Mail Id:
Organizational Structure of OPC Technology Japan Pvt
Ltd
Registered Office:
Factory / Company Address :
Email id's:
Megha Singhal
atree@airtelbroadband
www.opcdrumsindia.com
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Technical
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48
Technical
Print Management:
OK, I Get It. NowHow Do I Build It?
by Matt McLeish • Moderator, Parts Now!Does a $20,000 a month contract sound appealing? How about
$300,000? Do you want to take advantage of the opportunity
print management holds?
More than 50 dealers attended the highlyinteractive World Expo
forum sponsored by Parts Now! called “Print Management: Ok,
I Get It. Now How Do I Build It?” Panelists Lee Rummage,
Director, ImageWORKS at RJ Young Company and Frank
Topinka, President and CEO of Page After Page, offered candid,
real life examples about the challenges and the rewards of print
management. Matt McLeish, Director of Parts Now! Managed
Print Solutions, served as moderator. Following are some of the
challenges you’ll face, the pitfalls to avoid and the rewards ahead.
Parts Now!: Tell us about your organizations and where print
management fits in.
Frank: I’m with Page After Page. We service the greater Boston
area. We run from Boston to Hartford, Conn., to Providence, R.I..
We’re a print management company. We’ve been doing it badly
for a long time; we’ve been doing it well for a year and a half
(laughter). It’s been a long learning curve to really get up to speed
to understand how to do this thing. We do print management
exclusively. We use modern, current technology with our own,
homegrown system for doing assessments, verifications and
strategy reviews and proposals. I think there’s a lot to learn about
print management. Many of you may know parts about it or very
little of it and we’ll be happy to discuss some of the problems
that we’ve run into and how we’ve solved those problems with our
customers. Our first big deal was a year ago. It was a $20,000 per
month deal and that company just renewed with us again and is
very happy with the program we’re doing. They have five
locations: Boston, San Francisco, Los Angeles, Washington, D.C.
and New York City and we provide service to all those markets.
They are all print management deals.
Matt McLeish,Director of PartsNow! Managed PrintSolutions, served asmoderator for theRecharger MagazineWorld Expo panel.
Lee: I’m Lee Rummage, the director of Image- WORKS, at RJ
Young Company in Nashville, Tenn. This year, RJ Young
Company will have about $74 million in revenues and 350
employees in five states. We’ve been in business since 1955. Today,
we are a copier company only and we are trying to figure out how
to transition a copier company into print management. When
you get right down to it, that’s pretty much what we all have to do
is to think we’re a print management company. We have to change
the mentality from sales and service of hardware to print
management because that’s where everything is headed: print
management. So far, our biggest deal is one we did at the
beginning of this year, $672,000.
Frank: I might add that I am not a copier company. My role is to
displace all the copiers I can find as quickly as I can (laughter).
PN: You can see why I like them as panelists.
PN: Frank, you mentioned you had started your program a while
ago but have only been “doing it well” recently. What was it that
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JANUARY 2009
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Technical
helped you see the light?
Frank: I think the “aha!” for me happened two years ago. The
realization that this was a bigger event then just cost-per-page
billing systems came about when I met some people who were
involved at a high level in print management. I realized we needed
to make a change, to focus more seriously on optimizing the print
infrastructure, that this was a lot more complex. So we put
together all the materials, systems, the collateral material, all the
training that needed for the sales guys to make this happen. And
it is a very complex sales cycle. It takes four or five months at least
and sometimes even nine months. You might get one sooner than
that. I’m still working on deals that started at the beginning of
the year and they’re still alive.
PN: What was your biggest hurdle when you launched your MPS
program?
Lee: The biggest hurdle was changing the mindset of the sales
force – teaching them to do a deep assessment of the entire print
infrastructure. And you need to recognize upfront that your sales
reps are afraid of the longer sales cycle.
PN: How are you compensating your sales professionals?
Frank: We pay them on revenue – a percentage of client revenue.
It’s very straightforward. We pay 6 percent commission and a
base. And they get to keep it for as long as they can keep that
customer. It’s very exciting for the sales reps that “get it.”
Lee: In our model, what we do is we pay the rep the first month of
the supplies and maintenance plan (SMP). For multiple year
contracts, we add a multiplier. With a current customer, the
multiyear multiplier may be as high as 200 percent. For a new
account with new clicks, the multiyear multiplier can be as high
as 400 percent. We don’t do any percentages on supplies and
service, we just pay for the supply and service total click.
PN: What are the major things that you emphasize in your
proposals? What are the features and benefits of the proposal?
Frank: Our proposals start with service objectives. These are
objectives that we have found in the current situation and where
we think we can provide an
“Unfortunately, coming from the copier world, the only
thing that some people understand is making things
cheaper. When you go in there
with a proposal that has a $20
difference compared to their
current spending, the customer
has no reason to make a
change.”
improvement. We do not talk about improvement in terms of
cost savings. We approach it as an identification of where the
costs are and how to control them in the future. We certainly
want to show the customer their current costs and what the
investment with us is going to be and that’s sometimes difficult
because one of the things that we have found is that customers
don’t know how many printers they have and they don’t know
how much they spend on documents. So in this process, you’ve
got to get a good idea about what they’re spending now. And then
at the end of our proposal, of course, we tell them how good we
are, we tell them about the features of our program. Then we
show what the next steps are long term, which include
consultation, redeployment of printers, refreshed program, so
we want to set the stage for that within the proposal itself.
Lee: Unfortunately, coming from the copier world, the only
thing that some people understand is making things cheaper.
When you go in there with a proposal that has a $20 difference
compared to their current spending, the customer has no reason
to make a change. If the sales reps dig in deeper and start
revealing all the hidden costs, it makes a totally different value
proposition. When we’ve done that, we’ve been very successful.
PN: Describe your sales and support structure. How is your sales
team being supported inside from an IT perspective or a service
perspective?
— Lee RummageDirector of ImageWORKS
at RJ Young Company
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Technical
Frank: When it comes to assessments, the sales guys will initiate
the assessment. Their job is really to get the page counts. From
there it goes to our sales support team who will put together the
analysis and do all the backend work from then on. They’ll do
proposals, we’ll price it internally, and give it to the sales guy to go
back out and make a presentation. The entire behind the scenes
work is done in-house. The sales guys don’t set pricing. They can’t
put together the proposals, these are very complicated proposals.
For long-term success, you really need to understand exactly
what’s going on in your client’s environment. Because it doesn’t
just end with the deal. You’ve got to go back to the client 90-120
days later and give them an update about what’s going on. The
only way to do that is to give them good data and the only way
you can do that is to come in with a good document that you can
go through with the customer so that they think you’re adding
the value that ou’re paid to do.
Lee: Doing an assessment just basically on the network devices
doesn’t tell you a whole lot about the customers. Collecting that
data and running out the door is not really an assessment in my
opinion. When the reps get us involved in an assessment, we have
one of my guys do all the heavy lifting. We go in with the sales rep.
We are both looking for different things. You’ve got the sales rep
looking at it from the sales standpoint. You’ve got one of my guys
looking at it from the technical standpoint: what’s the equipment
look like, what’s it doing, where’s it at? They look at the page
counts and verify everything. So going in and getting insight and
talking to the customer is probably the most important part of
the assessment. There’s a lot of other opportunity besides print
management. You may get inside and find out the client needs
document management, workflow improvements, etc. Just
building the relationships will help you discover more
opportunity. Then my team comes back and we develop a
document.
“You need data. You need to understand the data andinterpret it in a way that the customer can understand.They don’t want to see lots of numbers. I’ve done a lot ofquarterly reviews recently and we’ve cut each one wayback to make it simple.”
— Frank TopinkaPresident and CEO, Page After Page
PN: You had both mentioned software. Obviously there are a lot
of features in the various software programs out there. What are
you currently utilizing?
Frank: We use the Rapid Assessment key from time to time to do
the beginning assessment and the walk thru. And we also install
the piece of software that collects the data ongoing. So we do it
both ways. If our customer will let us put the software out on the
network we’ll do that right away. And that gives us a lot of rich
data to draw upon, to create a really nice look at what’s going on
in the environment. So that’s how we do it. As far as the proposal
itself we don’t talk too much about that. We don’t name the
company we use to do this. We leave it to the end. If the customer
doesn’t want to talk about it too much, that’s fine with us. Because
we don’t want to get objections to putting something on the
network. So that’s how we approach it.
Lee: We generally try to get to that collection stage as early as we
can, as soon as possible in the assessment process. The thing
about taking along the key is you get that snapshot, and then you
go back and get another snapshot but there’s a lot of stuff that
happens in between – like taking their volumes, graphing that out,
showing where their volume’s happening and what time of the
month it’s happening at – all of this helps us to modify the
program.
PN: What size firm or number of devices is the right one to start
with? What size environment are you looking at for an MPS
program?
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The Deadline for receiving
Advertisements &
Press releases
is 20th of preceding month.
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JANUARY 2009
51
Technical
Frank:We start with at least 20-25 laser printers, hopefully all
attached and hopefully all HP. The smaller they are, the higher
the risk that you’re going to run into problems. So we’ve moved
off of offering it to all customers.
Lee: Same here.
PN: Do you do quarterly or annual reviews and what does the
review look like?
Lee: Yes, that’s probably one of the biggest things that you can do.
You always want to circle back to the customer. It is unusual that
we don’t find something we can make better. Customers
appreciate that. It’s quite often that it’s another piece of
equipment.
Frank: I think reviews are a basic part of the package. You tell the
customer upfront that this is an ongoing assessment and that
you’re going to do a quarterly review. And you need to be good at
it. You need data. You need to understand the data and interpret
it in a way that the customer can understand. They don’t want to
see lots of numbers. I’ve done a lot of quarterly reviews recently
and we’ve cut each one way back to make it simple. We do have
numbers to support what we say but they are at the end of the
document. We do everything else in chart format. We walk
through the charts for the top five printers, most-volume printers,
and percent of call issues throughout the month. It’s a standard
approach. Right now our customers are amazed and
overwhelmed at what we can do with this. Plus, we’ve been doing
it for two years. So we can take this document and show them
updates that they never even thought of. We use PrintFleet, as Lee
does, and the reporting features and mechanisms help you pull
some of that stuff out and use that in your quarterly reviews. But
if you don’t do quarterly reviews, sometimes the customer
doesn’t know how good you are, or that you
“Find someone that’s doing it well and pick their brain.Don’t be ashamed to ask for help. ”
— Lee RummageDirector of ImageWORKS
RJ Young Company
are adding value to their application. In our quarterly reviews we
show how many service calls we’ve made, how many toner
replacements, how many fusers, etc. so we do a little bit of
tooting our own horn during this review process.
PN: You both have successful print management programs,
you’ve made the transition and your teams are all aligned.
Reflecting back on the whole process, what are some of the
things that you would do differently today?
Frank: Start sooner.
Lee: What I would do differently is that I would get somebody
from my billing department involved at the front end. We should
have spent more time with the billing department up front.
PN: Are there any more questions from the audience? Then I’d
like to just end with one last question: What’s the single, most
helpful and informative piece of advice that you could give to
someone starting a print management program?
Lee: Find someone that’s doing it well and pick their brain. Don’t
try and go it alone. There are a lot of people in this room, a lot of
people at this event, so you can find someone who can give you a
helping hand. Don’t be ashamed to ask for help.
Frank: I would agree with that. Possibly, consider bringing in a
consultant. And don’t give up. Stay with it. Because you’ll learn.
Print management is the future of this business, that’s how you’re
going to survive. If you’re in a major market, you should be in the
print management market soon. I think there’s still an excellent
opportunity to position yourself as a print management
company.
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The Deadline for receiving
Advertisements &
Press releases
is 20th of preceding month.
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JANUARY 2009
52
Technical
Since the introduction of pigmented inks in the HP 626 dried-up ink, originating from an overflow cleaning process of
cartridge, cleaning has been one of the most important quality empty foam cartridges over the course of several months. See
issues. Whereas large remanufacturers are using special machines Figure 1.
for high-volume internal cleaning of the foams and print heads,
small stores and kiosks had to find cheaper and smaller
devices that also do the job more quickly. Today, ultrasonic
cleaners, atomizers and steam cleaners are among the most
widely used equipment. A possible print head destruction by
the ultrasonic waves was discussed previously in “A Scientific
Approach to Remanufacturing Inkjet Cartridges: The HP
629A,” in the October 2001 issue of Recharger Magazine.
However the effectiveness of atomizer and steam cleaner has
not yet been questioned or scientifically compared.
The standpoint of the atomizer defenders is that water
particles of “atomic” size enter with high speed into the
nozzles and unclog the driedup ink in the print head by
mechanical impact. This technology based on cold water
introduction avoids heating of the print head that could
cause the nozzle plate to get loose.
The steam cleaner generates steam particles with high
temperature that enter into the nozzles with less pressure,
cleaning by the chemical attack of the heat (like a washing
machine with hot water). The steam cleaner defenders say
that nozzle plate loosening can be avoided by allowing
cooling times between short cleaning cycles.
Both explanations sound reasonable, and that is why both
technologies are strongly competing in the market. However,
almost no published data is available on the efficiency of both
technologies. On the other hand, there is a significant price
difference of 500 percent or even more between the devices, so
that a technical clarification of the subject will be useful for the
recyclers.
In order to compare the cleaning efficiency of both systems, we
used a dirty plastic cartridge flushing bay that was covered with
A Comparison of Atomizer and
Steam Cleaner for Cleaning Inkjetsby Wolfgang Reick • TB Acessorios do Brasil
Figure 1: Dirty cartridge flushing bay, covered with dried-up ink. Figure
2:
Detail of Figure 1 shows two nozzle plates from HP 1823 cartridges,
fixed on the dried-up ink. Figure 3: Detail of Figure 2 shows nozzle
plates fixed on surface covered with dried-up ink. Figure 4a: Atomizer,
50 seconds, 3
bar, water with room temperature, cleaning result after nozzle plate
removal. Figure 4b: Steam cleaner, 50 seconds, 2.5 bar, steam
temperature, cleaning result after nozzle plate removal.
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Technical
Two nozzle plates of HP 1823 cartridges were fixed on the
bottom of the flushing bay with an adhesive strip that only
affixed the sides of the plates, leaving the nozzle areas exposed.
This procedure setup allowed us to simulate and compare the
cleaning of the internal print head parts (through the nozzle
plate), because the dried up ink layer is located below the nozzle
plate (Figures 2 and 3).
The tests were executed with a commercial atomizer and a steam
cleaner, both well-known brands that will not be revealed in this
publication for obvious reason. The working pressure of the
atomizer was 3 bar, and of the steam cleaner 2.5 bar. The tests
were carried out at an environment and water temperature of 25
degrees Celsius (77 degrees Fahrenheit). The atomizer worked
without a water heating device; the steam cleaner heated the
water to steam temperature of about 120 C (248F). Each of the
nozzle plates was cleaned with one piece of equipment, with a
distance of about 10 to 15 millimeters between the cleaning
device and nozzle plate. A cleaning time of 50 seconds was
necessary to obtain a visible cleaning result with the atomizer.
The results in Figures 4a and 4b show that the steam cleaner
removed
much more dried-up ink than the atomizer. The atomizer had
almost no cleaning effect through the ink printing nozzles, even
after 50 seconds (Figure 4a).
Additional tests on a dirty surface without nozzle plate (Figures
5, 6, 7 a and 7b on Page 26) confirm the results. Whereas the
steam-cleaned area was almost 100 percent cleaned after 25
seconds, the atomizer removed only a small part of the dried-up
ink layer. This indicates that the heated steam is more effective
than the mechanical impact of the “atomized” water drops.
By visual comparison we can estimate that the steam cleaner is
about three to four times more effective on the surface without
nozzle plate (Figures 7a and b) and about 10 times more
effective when working through the nozzle plate (Figures 4a and
4b).
The fact that the relative cleaning performance of the steam
cleaner through the nozzle plate is higher than without the
Fig.5: Two marked areas on the dirty surface of the flushing bay. Figure
6: Detail of Figure 5 shows marked areas before cleaning. Figure 7a:
After steam cleaner cleaning, 25 seconds, 2.5 bar, steam temperature.
Figure 7b: Marked area after atomizer cleaning, 25 seconds, 3 bar.
Water at room temperature.
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JANUARY 2009
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Technical
nozzle plate suggests that the steam particles are smaller than the steam cleaner would more deserve to be called an atomizer. So
the “atomized” water particles, allowing more particles to the word “atomizer” can be interpreted more as a marketing tool
pass through the nozzle holes and thereby causing a higher than as a correct description of the device.
cleaning effectiveness. Another indication of the smaller The main result of this investigation is that we did not obtain a
steam particle size is the fact that steam keeps longer in the air, satisfying cleaning effect of the inner print head parts from the use
whereas the atomized water drops fall relatively quickly on the of an atomizer in a reasonable time.
ground.
This investigation did not include tests with a hot water atomizer. We can conclude here that the word “atomizer” is misleading,
We can expect better results with hot water, although the steam because it suggests that the water particle size is in the atomic
cleaner works with still higher temperature.range, which is by far not true. With its smaller particle size,
Dr. Wolfgang Reick is a founding partner of TB Acessorios do Brasil Ltda, a leading South American company for inkjet processing equipment and a distributor for remanufacturing supplies since 1995. Reick has published several technical papers in international magazines. He also owns 17 inkjet cartridge refill kiosks in São Paulo. Contact him at [email protected].
Cartridge Refill
Academy
World ClassTraining Facility
for Inkjet and Toner
Cartridge Refilling
l Real time environment
l Comprehensive training
l World class equipment
l Experienced trainers
l Totally hands on training
l Exhaustive course material
Contact for
Monthly Batch DetailsDigvijay Enterprises#63, Ground Floor, 5th CrossMalleswaramBangalore - 560003
Ph: 080-23312014
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Technical
UnderstandingColor
Subtraction
UnderstandingColor
Subtractionby Dave Burchell • Metrofuser
Color subtraction is the way that we perceive colors in the
ordinary world. The light in the world around us contains all the
colors of the rainbow, but not all light contains all these colors in
all circumstances. The surface of an object has color if it reflects
some of the light, and the color is determined by the frequency or
the combination of frequencies of the light reflected. These
frequencies still do not possess color on their own; rather, the
light must be received by some means and interpreted as a color.
These steps must all be taken into consideration when
attempting to produce a color image on the printed page.
he trend in service for the past few years has been moving
toward color and this trend makes understanding the process of
image formation in color printing more important than ever. The
process of creating an image in color has many similarities to
monochrome, but there are important differences as well.
Paramount in these differences is the use of multiple color toners
and the utilization of producing color via color subtraction.
T
The color green, on a printed surface, is the placement of cyan, yellow, and black toner or more accurately, in varying degrees, the absence of magenta. This information is used to aid the diagnosis of color subtraction in the most basic form.
Only pure white light contains all the colors available to be
perceived, and if any of these colors are unavailable from the light
source then those frequencies are not available to be reflected
from an object being viewed.
Understanding what light is available is the first step in
understanding how color images are perceived. Most situations
do not have pure white light with which to judge any color image,
so when diagnosing color defects, one should find a good source
of light to use in the diagnosis of a color subtraction issue.
Once we have found a good source of light with which to
troubleshoot a color, we must understand how a color is
produced on that printed page. Unlike light that is emitted from
Use in troubleshooting
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Technical
a light source, which is made up of the three primary colors red,
blue, and green, the primary reflective colors cyan, magenta and
yellow are used to take away frequencies of light and leave a
specific set of frequencies to be received and interpreted by the
eye. The remaining color, “K” or black toner, is used to create a
surface that absorbs all light, and the addition of black toner to
the mixture of the other three primary colors has two effects. The
first effect is to add depth to the color, as small amounts of light
throughout the surface do not reflect any light. The second is a by
product of the first, requiring the use of smaller amounts of the
more expensive color toner.
One should use this information to understand that the color
green, on a printed surface, is the placement of cyan, yellow, and
black toner or more accurately, in varying degrees, the absence of
magenta. This information is used to aid the diagnosis of color
subtraction in the most basic form. If one is trying to produce
green on a printed page, then the goal is to eliminate the presence
of magenta and properly balance the application of cyan, yellow
and black. This point is often missed by technicians who may
understand the balance of cyan and yellow but overlook the
addition of black toner to achieve the proper tone of the color on
the printed page.
Committing to memory the coverage of the primary subtraction
colors required to create even the most popular printed colors is
difficult at best, so the use of Pantone color charts (Pantone is a
copyright of Pantone Inc.) is a necessity. Many of the major
hardware manufacturers use Pantone color matching to
determine the calibration of the toner, so this is a good starting
place. The best match would be a chart that was designed
specifically for the model that one would be working on, but
realistically that is not always possible.
As a part of my tool kit, I keep a color chart on the HP Color
LaserJet 5500 and the Lexmark Optra C710 for generic use.
The intended color should be determined next. Find a printed
page that the customer finds acceptable, or use the color as
represented on the monitor before the page is printed and
compare that color to the chart. This information will give a
baseline for the toner mixtures required for the print
The end of guessing
Figure 1: There are very similar applications of cyan and yellow, however the black toner is almost completely missing. Copyright Pantone Inc. 2003.
Figure 2: The black toner required for this color is once again missing; however, this case also has what would appear to be too much magenta. Copyright Pantone Inc. 2003.
job. Next, use the same chart and locate the color produced on
the page that is unacceptable. In the two examples below we will
assume that the first color is the desired shade and the second is
the unacceptable print.
The example in Figure 1 shows very similar applications of cyan
and yellow, however the black toner is almost completely missing.
Simply looking at the two colors and interpreting the missing
link in this situation seems counterintuitive. We must diagnose
which color is missing; however, the colors are, in point of fact,
almost identical but with different depth. Being unprepared for
this eventuality might lead one to spend fruitless hours
diagnosing a problem that does not exist. This costly mistake can
be avoided. Let’s look at another example:
In Figure 2 the troubleshooting will be more troublesome but
using the previous technique one can determine first that the
black toner required for this color is once again missing; however,
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57
Technical
this case also has what would appear to be too much magenta. color printed page, and should be well understood by technicians
that work on color printers of any type. The ability to diagnose Even more complex is banding that can occur in solid colors,
efficiently print defects in a color print is becoming much more but this too can be resolved using this technique. Identifying
critical. The lack of this skill will be an increasing burden in the the separate colors present in the bands can reveal which toner
changing service industry, and these increased burdens must be is present or missing depending on the situation.
avoided in the quickly evolving service market.
Color subtraction is a vital component to the engineering of a
David Burchell holds SMP, ISP, CIS and Master Technician certifications and is the director of support and training for Metrofuser. He has been in the printer service industry for nine years working as a technician, service manager and director of service for an INC 500 recipient. Under his tenure his service departments grew 200 percent monthly and managed contracts nationwide. He served in the U.S. Army in Desert Storm as a tanker. He holds OEM certifications with Hewlett-Packard, Xerox, Lexmark, Brother, Tektronix and Copystar. Contact him at [email protected] or www.metrofuser.com.
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JANUARY 2009
58
Association Contacts
Company Name Page
Digvijay Enterprise 54
Future Graphics 1, 24, 25
Itone Inc. 9
OPC Technology Japan Pvt. Ltd. 37
ReIndia Expo 6, 11, 14,15,33, 57
Static Control 7, 28,29
Uninet Imaging 3,5, 34, 35
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