2015 9 137

1www.rechargeasia.com

火热九月，相约泰国！

RechargExpoTHAILAND 2015

NEW INSIDE Cultivating the New World of 3D Printing

扫一扫行业资讯尽在掌握

rechargeasia.comISSN 1552-7484

ISSUE 137 | SEPTEMBER 2015

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CONTENTS RECHARGEasia 137th Issue - September亚洲再生业总第 137 － 2015 年 9 月

Message from the Publisher

卷首语

2015 年耗材行业 O2O 发展要点思考O2O Aftermarket Business 2015

“我早就看你们不爽了” 爱普生 EcoTank 逼死同行？Epson's Eco Tank is Major Game-Changer

Brother, Epson, Xerox Share #1 Spot in Business Choice Printer Awards兄弟、爱普生、施乐携手赢取打印机商务选择奖

Countdown Starts for HP Split惠普分拆进入最终阶段

艾派克完成连环并购珠海赛纳重装上市Merged with Apex, Zhuhai Seine Becomes Public Company

猎人终成猎物？惠普 PageWide 被控侵权Memjet Sues HP: PageWide Infringes Waterfall Patent

2015 年国产陶瓷墨水市场份额将超六成Chinese Ceramic Inks Will Hold More than 60% of Local Market

火热九月，与泰格第三次相遇在泰国Meet Aicon in Southeast Asia—A Booming Market for Printing Consumables

吾家有鼓初长成——来泰国一睹珠海天博香水硒鼓芳容！See Perfume Tone Cartridges of Zhuhai Tian Bo in Thailand!

一言九鼎，是为“言锭”！——泰国展参展商广州言锭办公用品有限公司Guangzhou Yanding Will Fulfilling Their Promises in Thailand

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3D PRINTING 3D 打印

3D 打印编年简史3D Printing Now in Its 35th Year

北美独占 3D 打印三分之二市场North America Holds 2/3 of 3D Printing Market

The 4 Best 3D Printing Apps4 款最佳 3D 打印应用软件

DNA——新 3D 打印材料DNA-The New 3D Printing Material

MPS & MOBILE PRINT 文印管理和移动打印

SMEs Need Wider MPS Adoption中小企业应更积极看待文印管理服务

WIDE FORMAT PRINTING 大幅面打印机资讯

Canon Presents 3 New LFPs in Mideast佳能于中东推出 3 款大幅面打印机新品

NEW PRODUCTS EXPRESS 新产品发布

Uninet Unveils Absolute Color® Toner & Components for Lexmark C792, X792Uninet 推出适用利盟 C792 和 X792 的 Absolute Color 牌碳粉及配件

FG 发布适用于惠普 CF283A/CF283X 黑色硒鼓的兼容配件FG Launches Compatible Components for HP CF283A/CF283X Black Toner Cartridges

OEM UPDATE OEM 聚焦

Andrew Koh is Canon India's New VP

佳能任命 Andrew Koh 为印度区副总裁

Canon Solutions America Guide Discusses

How to Measure ROI of Flatbed UV Printer

Investments

美国佳能探讨平面 UV 打印机的投资回报问题

佳能二季财报办公业务同比增长 2.8%

Canon's Office Business Rises by 2.8% Year-

on-Year in Q2 2015

理光将于中国产销翻新复合机二手复印机市场

或受冲击

Ricoh to Refurbish and Sell Second-Hand

Copiers in China

十一年元老将从 OCP 离职Dirk Hünselar Will Leave OCP GmbH

CMYK Industries as Part of Expansion Plans Hires Riaan Swart as Key Accounts ManagerCMYK 任命 Riaan Swart 为关键客户经理，以支持业务拓展计划

Magnetone Launches E-Commerce Store Offering Aftermarket ComponentsMagnetone 开设电子商城专供办公配件

艾派克宣布认同“Brother 白皮书”Apex Follows Brother's White Book

ASK THE EXPERTS 请教专家

Remanufacturing the Xerox WorkCentre 3210/3220 Toner Cartridge By Mike Josiah施乐 WorkCentre 3210/3220 硒鼓再生技术

泰国批准 6 个月多次入境旅游签Thailand Allows Multiple-Entry Tourist Visas

中国赴印度可申请电子旅游签证Chinese Can Apply for E-Visas to India

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US Office: Tel: 626-569-8238Email: [email protected]

China Office: Tel: 86-10-5126-5580Fax: 86-10-5885-8747Email: [email protected]


Mike Josiah

Technical Director of UniNet Imaging

Mike Josiah is the Technical Director at UniNet’s East Coast office, a global distributor of toner,

Smartchips, OPC drums, and other toner remanufacturing components. Mr. Josiah is an industry

veteran since 1987, and a member of ASTM committee F.05, the STMC Technician Certification

committee, as well as an STMC trainer. He and his support team at UniNet contribute with technical

articles to industry trade magazines, and conduct seminars at association meetings and tradeshows

worldwide.

Read his article “ Remanufacturing the Xerox WorkCentre 3210/3220 Toner Cartridge ” p34

Contributors


SEPTEMBER 2015

PUBLISHER'S MESSAGE

Dear readers:

In a market going through so many changes, both challenges and opportunities co-

exist. We must face the changes around us, strategize for our best market position,

and seize opportunities to regain a marketplace advantage. It is a complete journey

upon which we sail, all the while accumulating wit, wisdom, and experience.

Change is the most frequent phase in life that we encounter, often on a daily basis.

With this in mind, one management approach now frequently employed by many

forward-thinking organizations in design-centric environments is the theory that not

only allows but encourages employees to try new things without the fear of failure.

"Employees in every aspect of the business must realize that they can take social

risks—putting forth half-baked ideas, for instance—without losing face or experiencing

punitive repercussions," says Greg Peroff, Chief Experience Officer at GE Software.

The key to success is to adapt to the changes and transform our business models.

In this issue, we study a new 3D printing company, shapeways.com, and its business

model that has been successfully flourishing in these e-commerce times. I hope to

offer a glimpse into its success strategies. Please see our feature article, A Bright

Shining Star in the 3D Printing Service Space, on page 25.

In addition, we continue to bring you global expansion opportunities via our

RechargExpo shows. Our next exhibition for your continued exploration, RechargExpo

Thailand, will be held on September 15-16 at QSNCC. I encourage you to participate

in this important industry gathering in such a vibrant Southeast region.

On a final note, I want to remind you that, while we frequently mention change,

there is one thing that never changes—the honesty and integrity of your business

principles. Stay true to them and be adaptable to the changes we encounter on

daily basis. This is surely a recipe for success.

Have a pleasant September, welcoming the new autumn season!

Ms. Sunny Sun

Publisher

[email protected]

Playing to Win: How Strategy Really Worksby A.G. Lafley and Roger L. Martin Playing to Win, a noted Wall Street Journal and Washington Postbestseller, outlines the strategic approach Lafley, in close partnership with strategic adviser Roger Martin, used to double P&G’s sales, quadruple its profits, and increase its market value by more than $100 billion when Lafley was first CEO (he led the company from 2000 to 2009). The book shows leaders in any type of organization how to guide everyday actions with larger strategic goals built around the clear, essential elements that determine business success—where to play and how to win.

RECOMMENDED

READING

SHOW TIME


137th Issue - September 2015

What a hot season, especially in South East Asia!

The printer consumables industry is getting competitive globally, not like the market in Europe, North America or Japan, whose focus is more on patent issues but where a price war has a l ready begun for a couple years. South East Asia is certainly a booming market in the world. Thailand, Indonesia, Philippines, and Malaysia’s economies have been significantly growing over the past few years.

The markets in Europe or North America have had l imitations in promoting compatible models, even though they may be less expensive and provide almost the same performance. Patent issues still present a great wall to block them. As an alternative, we believe that the market in Southeast Asia has many advantages due to its booming economy.

As per statistics recorded by Aicon, exports from Southeast Asia have grown from 5% in 2013 to 25% in 2015. In the past, customers in Southeast Asia tended to prefer to purchase refillable parts, like CISS, or refillable cartridges. We can see from the data that today more and more people prefer to buy the finished product. Copiers should be the greatest booming products of all. As we all know, Xerox and Ricoh have recently changed their strategy, treating this market as their main one and continuing to release new models, like the Xerox CP225 or 3215. This should present a great opportunity for those dealing in compatible models.

Lately, Aicon Image keeps promoting hot models in the Southeast Asia market and is strategically looking for partners to spread our good quality. With a flexible pricing strategy and stable quality, we know how to support you well.

We look forward to your kind visit to our booth at RechargExpo Thailand 2015!

For more information about Aicon, please consult your account manager or visit our website www.iaicon.com. If you would like immediate information, we can send product information via email a.s.a.p.

Zhuhai Aicon Image Co.,Ltd Tel: 86-756-3369100E-mail: [email protected]: www.iaicon.com

Meet Aicon in Southeast Asia--A Booming Market of Printing Consumables

• Aicon Booth: H031+H035

• Conference Expo: Sep 15-16, 2015

• Venue: Queen Sirikit National Convention Center (Plaza Zone)

MARKETING TRENDS



MARKETING TRENDS



Epson’s Eco Tank is Major Game-Changer

For decades printer makers have been bringing home much more dough from ink cartridges than from printer sales themselves. Branded ink cartridges are expensive and the presence of off-brand alternatives has been a sore spot in the printer makers’ backside for a long time. As a rule, Wall Street Journal writer Wilson Rothman notes, Epson, Canon, HP, and their likes have been selling their machines cheap and making up for it with the inks. Off-brand competitors have been making this harder and harder, however. Now, Epson has found a way to deal with the problem, changing the game with its Eco Tanks.

Epson has launched five new models that, instead of ink cartridges, have four tanks for ink on their side, tanks that can be easily filled by a child, from a plastic container of ink. What’s more, the tanks can hold considerable amounts of ink that can last for years. The price for the containers? Ten times lower than that for a set of replacement ink cartridges. Of course, there is a catch, if that’s what you want to call it, and it’s the price of the printer itself. Unlike most of its competitors, which are in the $100 area, the printers with the Eco Tanks cost around $400.

But why is Epson the only one doing this? According to the company’s CEO for North America John Lang, it’s because of the print heads that Epson uses in its printers. They are permanent and mechanical, unlike its competitors’ disposable thermal heads. Since Epson’s print heads are fixed in the printer, ink can be fed from anywhere, either a cartridge or a tank on the side of the machine, something not possible with other printers, apparently. In addition, the permanent mechanical heads can last for years, again unlike the thermal ones.

Commenting on the new product line, Epson America’s VP for sales and marketing Keith Kratzberg said that the Eco Tank machines are completely changing the business model in the industry. The biggest margins, as mentioned above, came from consumables replacement, service and support. With the Eco Tanks, all the margins are upfront, a whole new pricing model for the printing industry.

The new Eco Tank printers’ warranty is two years and there are no repair options for the moment but, says Rothman, perhaps third-party service providers will think of something in this respect before the two years are over.

As for the target markets, Epson says it will focus mostly on household users and small businesses. But these are by no means the only target segments–the company has a printer line with prices between $400 and $800 for medium-size businesses as well.

Brother, Epson, Xerox Share #1 Spot in Business Choice Printer Awards

In the latest round of PC Mag’s ranking of printers based on client satisfaction levels, Brother, Xerox, and Epson shared the top spot with an overall score of 8.4 out of 10. The readers’ choice survey involves not just low-end economy machines but also high-end professional printers.

Outside the top spot, Samsung comes in at number two with an overall level of satisfaction among PC Mag’s readers at 8.3. It is followed by Canon (last year in the top spot alongside Epson and Brother) with 8.2 and HP, also with a rating of 8.2. Dell was ranked fourth with 7.6, and the top five was completed by Lexmark, with 7.4. The average level of user satisfaction for printers was 8.1

MARKETING TRENDS



Countdown Starts for HP Split

Although the official date of the split between HP Inc and HP Enterprise is November 1, the actual divide will take place on August 1 and the company is now gearing up for the historical event. This is according to Dion Weisler, who will head HP Inc, and current CEO Meg Whitman will remain at the helm of HP Enterprise. Weisler said some 270,000 people will be assigned to one or the other company, and 750 legal entities will have to be dissolved, which in turn will involve transforming a very complex tax structure and an equally complex IT structure. Said Weisler, the separation is “not for the faint of heart”.

HP Praised for Diverse Board

H P, w h i c h w i l l a c t u a l l y s t o p being one single HP th i s fa l l , has many reasons to be proud and now it has one more: i t h a s t h e m o s t diverse board of directors among US tech companies, according to non-profit organization R a i n b o w P U S H . This is true for the boards of the two future companies that HP wi l l spl i t

into. They will each include four women and two people of color, both existing employees and new hires, Fortune reports. Rainbow PUSH is focusing its efforts on advancing the representation of minorities in tech companies.

MARKETING TRENDS



Australian Startup Makes iPhone-Powered 3D ScannerAn Australian firm has created an inexpensive 3D scanner that can be powered through your iPhone. Eora 3D needed such a scanner in order to check how accurately a parabolic dish that is used to focus sunlight on solar power panels has been orientated. Since they couldn’t afford the five-figure sum for a scanner with a precision that fit their needs, the three co-founders of the company made their own, which costs just $199 and can be powered by any iPhone 5 or 6. The scanner will soon be able to work with Android and Windows devices as well.

The reason the device is so inexpensive is because it lets the smartphone do most of the work—taking pictures of the objects scanned with a laser beam released from the scanner and then mapping its contours. The smartphone’s camera takes several pictures per second to do this, tracking the movement of the laser beam.

Large-scale production has been agreed upon with Chinese manufacturers and now Eora 3D is looking for funding for its manufacturing costs via a Kickstarter campaign and also for seed funding.

Rotterdam Makes Plastic Roads, Australia Coats Them with TonerThe city of Rotterdam, with the help of construction company VolkerWessels, is making a new inroad into recycling, using plastic bottle waste to make roads. What’s even more interesting is that VolkerWessels claims this plastic pavement will have lower maintenance needs than traditional asphalt roads, will be laid much more quickly, will be able to withstand wider temperature ranges, and will have a longer life span, as much as three times longer. An additional advantage, says the company, is that the lightweight of the plastic streets will reduce the risk of potholes.

The technology that the company is using involves making sections of the pavement like Lego pieces, then transporting them to the construction site and laying them. This will save time, fuel, and discomfort due to traffic jams. The first patch of plastic road is scheduled to appear three years from now.

Rotterdam is not alone in its attempts to find new uses for waste. Sydney ion Australia is using recycled printer toner for road-laying. In fact, the waste is used to reinforce roads and the idea was first conceived of by road construction company Downer, who joined forces with a company that recycles printer toners, Close the Loop. Together they created TonerPave, which is a blend of toner and recycled oil. The blend is 40% more energy efficient than the bitumen traditionally used in roads, but to make the technology scalable, more people need to start recycling their toner cartridges.

MARKETING TRENDS



MARKET SEGMENTS



3D PRINTING NOW IN ITS 35TH YEARWhen you think about all the things 3D printing can do these days i t ’ s somet imes easy to forget that i t f i r s t appeared as far back as 1980, when a Japanese scient ist , Dr Hideo Kodama, submitted a patent application for a technology for rapid prototyping. This was the first instance of what was to become 3D printing. The next step in the history of this technology was stereolithography, a process patented by Chuck Hull in 1986, the founder of one of the market leaders at the moment, 3D Systems. Stereolithography has today been surpassed by alternative forms of 3D printing, such as selective laser sintering and multijet printing, but it is still used.

It may come as a surprise that even though the technology was patented in 1986, the first 3D printer was only built in 1992. It was done by 3D Systems and it was slow, but it was nevertheless groundbreaking. By the end of the 90s, scientists had made it possible to grow a human bladder around a 3D printed scaffolding, a major accomplishment right before the open-source era that really spurred 3D printing advancement.

The first open-source initiative was RepRap, which was created by Dr Adrian Bowyer from the University of Bath in the UK. He launched it in 2004 with the aim of creating a 3D printer capable of producing its own parts. Over the following years the open-source movement gained momentum and, with the expiration of some key patents, it has become perhaps the biggest driver behind 3D printing advancements.

Today, we have a 3D-printed car, a 3D-printed aircraft, and a host of 3D-printed i t e m s u s e d i n operat ing rooms. The latest here was a sect ion o f the spine, 3D-pr inted and implanted in China on a patient s u f f e r i n g f r o m a rare form of bone

cancer. The possibilities for 3D printing seem to be endless, indeed.

North America Holds 2/3 of 3D Printing MarketNorth America accounts for almost two-thirds of the global 3D printer sales, a market that swelled twofold over the first quarter of the year, market-watching company Context reports. The low-cost segment, below $5,000, skyrocketed 114% thanks to the entry of new brands and the advancement of the channels via which the technology develops. All in all, however, 63% of 3D printer shipments were forwarded to North America. Another 20% went to Europe, the second largest market for the tech.

Regarding the playing field, over the first quarter the three largest players, 3D Systems, XYZPrinting, and Ultimaker, enjoyed healthy financial results, but another of the market leaders, Stratasys, had a tough time, Context notes. As for startups, the most notable new entry was perhaps that of M3D, which got $3.4 million in funding from its Kickstarter campaign for a 3D printer that would cost less than $299.

An earlier estimate by Canalys sees the global market for 3D printers and consumables reaching a size of $5.2 billion this year and $20.2 billion over the next four years.

The Eight New 3D Printer Market Entrants from Around the WorldThere were eight new 3D printers that hit the market in recent weeks and just three of them were made in the US. There are both industrial and desktop machines on the list of latest entries, and manufacturers come from the US, France, Italy, Poland, Spain, and China.

The first one in the industrial segment is a Large Scale Batch Printer from Spanish Allied Dimensions. It features six printheads that can be used simultaneously or individually, depending on the size and number of items to be printed. Its volume is 840x840x800 mm.

Number two is Zhuhai CTC Electronic Co.’s CTC Riverside Photocuring 3D printer. The SLA machine has a print volume of 135x135x180 mm and features a more durable resin plate than its direct competitors. It also has a minimum layer thickness of 0.1mm, which makes printing faster.


MARKET SEGMENTS




Third comes French Spiderbot, actually a new version of an already existing printer. The Spiderbot 2.1 is available in three versions: standard, using PLA filament, pro, using ABS filament, and custom. The single-extruder model features a print area with a diameter of 180 mm and a height of 200 mm, and the dual-extruder model has a print area with a diameter of 157 mm and a height of 200 mm.

Fourth on the list is an Italian entry, an industrial 3D printer from injection molding machine maker Sandretto. The SND R comes in three versions with different print areas (diameter and height) – 25x40, 40x70, and 70x120 mm – and works with 1.75 mm ABS, PLA, PTEG, and HIPS filaments.

The fifth entry on the list is another industrial printer that comes from Titan Robotics. Aptly named the Atlas, this large-scale machine has a moving table/raised bridge style of structure and a heated bed to enhance adhesion at the initial layers of a printed item. The standard build dimensions are 30x30x45 inches. It can work with any filament that comes in diameters of 3 mm.

Number six is Airwolf’s latest desktop printer, the Axiom 3D, which features a filament fusion technology ensuring high precision and high resolution through its single high-temperature hot end. The maximum build area is 12.5x8x10 inches. It can use more than 30 thermoplastic materials.

The seventh entry on the list comes from Poland and is called the Factory 2.0. It is an industrial filament fusion printer, manufactured by Omni3D, boasting an accuracy of 0.03 mm at high speeds. It has a maximum print area of 50x50x50 cm and a printhead that can move at 35 cm/sec.

The last new addition to the latest releases in the 3D printer market is another Polish machine, the Inventure from Zortrax. This desktop printer is aimed at office users and features Zortrax’s new thermoplastic filament, the Z-ULTRA Plus, which has enhanced damage resistance. With a working area of 130x130x130 mm, the 3D printer can be used for models and early prototypes.

The 4 Best 3D Printing AppsThere are apps for everything these days and 3D printing is no exception, as the tech makes inroads into a growing number of industries and aspects of everyday l ife.

Neurogadget has picked the four best 3D printing apps and here they are:

1. Tinkerplay.A n a p p t h a t ’ s g r e a t f o r children, Tinkerplay allows you or your child to literally tinker with a wide variety of designs

from an online library, creating fantastic creatures and objects, bending and twisting them before going on to have them 3D printed.

2. MakerBot.T h i s a p p , a s t h e n a m e suggestions, provides the user with remote control over the company’s flagship Replicator

line of printers. Among its capabilities are making in-app designs, scheduling printing jobs, and monitoring the work of the printer.

3. Blokify.An app similar to Minecraft, Blokify works with iOS devices and creates cubic designs that can then be used to construct larger structures such as castles or spacecrafts.

Pretty much the 3D printed, customized alternative to Lego blocks.

4. Thingiverse.Thingiverse offers users a huge number of creative design ideas, from jewelry to clothes, as well as the opportunity to turn these ideas into reality.

The app works with MakerBot’s Replicator and once you have your design ready, you can send it to a MakerBot for printing.

BigRep One Now Faster, Printing BiggerBigRep is not among the names you hear constantly when it comes to 3D printing. It’s not a giant or an ultra low-cost producer but it does have reasons to be proud of itself. Its BigRep One machine has proven

MARKET SEGMENTS




it has what it takes to print a relatively extensive range of object sizes cheaply and quickly without compromising quality. The latest model, which will hit markets in the fall, features a new extruder system as well as new spool holders that can take up to 10 kilos, to ensure faster printing speeds. To make printing larger objects easier and more accurate, BigRep has also introduced enhanced bed leveling for the One, a touch panel with a BigRep UX interface and a control unit. The new One will print multiple colors and will pause before the filament runs out. The company is also launching its own line of filaments in multiple colors.

DNA – The New 3D Printing MaterialA research team from Aalto University in Finland has tested a new material for 3D nanostructures: DNA. The team first constructed mesh models of different shapes, then put DNA strands in it, letting them hybridize in the desired shape of a DNA structure. The researchers tested the technology in saline solution with varying concentrations, learning that the method worked even in low concentrations, matching the salt concentrations in the human body.

The major advantage of this method is that it makes it possible to create virtually any shape or structure, which will be very useful in cell biology, for instance. In the future, as the method advances, it may be used for the creation of smart drugs or molecular biosensors to monitor the condition of a body or the environment. For now, the researchers succeeded in creating nanostructures in the shape of a rod, a sphere, a helical spiral, a bottle, and a Stanford bunny, all with sizes ranging between 20 and 100 nanometers.

Stratasys, Kangshuo Team Up on 3D Printing CenterStratasys and Chinese Kangshuo announced they will jointly build a 3D printing center in Foshan city, Guangdong province, that will serve the domestic market. The center is part of a planned network of 3D printing service bureaus, which will use 1,000 high-precision machines built by Stratasys’ subsidiary Solidscape. The same line of printers will be supplied to schools as part of Beijing’s initiative to bring 3D printing into the educational sector on a large scale.

The center in Foshan is set to be the largest 3D printing service facility in China, spanning 80,000 sq ft with its very

own assembly factory where Kangshuo will assemble Solidscape printers on order for the domestic market. Commenting on the news, Solidscape’s president Fabio Esposito said the partnership will become a driver for the 3D printing ecosystem that is currently developing in China, not just by supplying printers but by opening further down the line education centers to train the future generations of professionals in the field.

CTC Electronics Launches Hybrid 3D PrinterJust when you think you’ve seen it all, someone in the 3D printing space comes up with something new. The latest example is CTC Electronics’ Formaker, a hybrid 3D printer that, aside from working as a dual-extruder FFF printer, can also do CNC engraving, laser cutting, and PCB etching. The 350-milliwatt laser can carve into card stock, wood, and leather. The CNC model works on plastic, wood, brass, aluminum, acrylic, and Lexan. The same module can do PCB etching.

In addition to all the things this hybrid can do, it works with third-party software when it comes to 3D printing. For the rest of its functions it relies on proprietary CTC software and can switch between functions easily.

CTC has launched a Kickstarter campaign for the mass production of the Formaker and has put a price tag of $999 on it.

XYZprinting in Deal with WalmartXYZprinting has gained global recognition with its low-cost 3D printers and it has worked steadily to increase its reach and influence in the US in particular via partnerships with majors such as Microsoft. The latest strike for the Taiwanese firm is a deal with Walmart for the online sales of its products. The US retail giant is already offering the complete line of XYZprinting’s machines: the da Vinci 1.0, the da Vinci 1.1 Plus, the da Vinci Duo 2.0, the da Vinci All-in-One 3D printer/scanner, and the da Vinci Junior, which retails at just $349.

FashionLab–The Marriage of Fashion and TechFashionLab, an initiative of Dassault Systemes, has an ambitious goal: to marry the worlds of high fashion and technology. This would be possible thanks to 3D printing, which, according to the people behind the initiative, can bring high fashion into the future world and let designers

MARKET SEGMENTS




focus on the creative side of their work, delegating the non-creative tasks to a 3D printer.

FashionLab is a technology incubator that should create tools and services that will make all of this a reality. In that endeavor, the initiative enlisted the help of three artistic designers, who helped engineers develop the necessary tools and make them user-friendly, a tough task given the very different ways artists and engineers think. The ultimate aim: to make 3D printing an inseparable part of the fashion design process from the very first step of sketching a model through to the end, when the product is ready.

Jerome Bergeret, the head of FashionLab, sees a future in which 3D printing will have made it possible for fashion retailers to stop mass production in response to customer needs and start making on-demand only apparel. This will not only ensure that the product fits better with customer demands but will also make the fashion business more sustainable, producing less waste.

eSun Launches New Filament3D printing filaments are multiplying by the day, it seems, and the most recent addition to their variety is Chinese eSun’s ePC transparent filament that the company says is very user-friendly, semi-transparent, strong, fire-resistant, and to top it all, environmentally friendly. Naturally, the product has already attracted a lot of attention thanks to these properties.

According to the company, the focus was on making the filament cost-effective and at the same time of good quality. The result is a natural-color filament that prints at temperatures of 235-260 degrees Centigrade. It is available in two variants: 1/75 mm and 3 mm, in 500 g spools. The filament can be used for prototypes, electronic accessories, and anything else a household user might like to produce.

Polymaker Expands Lineup of Groundbreaking 3D Printing Materials for Industrial Design ApplicationsUnique Highly Versatile Materials Enable More Complex 3D Printing and Expands Artistic Creativity

Polymaker, an innovative producer of high-quality filament for 3D printers, is expanding its product line to provide industrial designers with highly-versatile materials that

enable them to create more complex 3D printing projects, as well as streamline their overall manufacturing process.

The latest products to be introduced by the company are PolySupport™, a groundbreaking support material, as well as an expanded color palette for the company’s extremely tough, high-quality PolyMax™ PLA.PolySupport is an entirely new material designed to solve one of the most daunting problems in desktop FDM/FFF 3D printing: that of support for the model being printed.

Unlike any existing support material on the market today, PolySupport provides a support structure that can easily and cleanly be removed by hand or with simple tools, without damage to the finished model’s surface. This is particularly important for projects with detailed finishes that can be compromised by current support materials on the market.

PolySupport works just like regular 3D printing filament, printing reliably at 220-240 °C with no heated build plate required. It can be used on both single extrusion printers as both the support and modeling material, and dual extrusion printers as a dedicated support material. It also has little or no sensitivity to moisture.

“Many designers who currently work in 3D go to great lengths to avoid using support in their projects, opting instead to create several less complex pieces to be assembled later,” said Dr. Xiaofan Luo, CEO of Polymaker. “PolySupport overcomes this problem and, in fact, is particularly good for parts with large overhangs, preventing print failure due to lack of support. We believe that this material will strongly appeal to industrial designers who want to unleash their creativity and follow their visions.”

PolySupport jo ins Po lymaker’s growing fami ly of revolutionary 3D filament products, which also includes PolyMax PLA™, PolyPlus™, PolyFlex™ and PolyWood™.

PolyMax™PLA: ABS No More?

Polymaker also announced that it has expanded the color selection of its immensely popular PolyMax™ PLA to six colors, adding red, yellow, orange and blue to the currently available black and white.

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As most industrial designers can attest, regular PLA is a very brittle material, limiting its range of application. This has led many designers to opt for ABS. But while inherently strong, working with ABS has serious consequences—namely, a harmful odor that creates a potential health risk.

PolyMax™ PLA is out to change this. Known for its excellent mechanical properties and printing quality, PolyMax PLA is extremely tough—up to nine times stronger than regular PLA, and 20 percent better than ABS. In addition, it has earned a stellar reputation for being virtually jam free—which saves a great deal of time and frustration when creating new projects that often take hours to print. It also offers high printing quality and stability, with no hazardous gas or part warping.And with the new vibrant color options, industrial designers no longer have to choose between stunningly colorful models and strong durable parts.When used together, PolySupport and PolyMax give designers the ability to reach deeper into their creative reserves and produce mind-blowing projects of which they could only previously dream.

PolySupport (MSRP $39.99 per reel) and PolyMax PLA (MSRP $49.99 per reel) are available on the Polymaker website (http://www.polymaker.com) and through selected distributors. To see PolySupport and PolyMax in action, as well as the other remarkable 3D printing materials in the Polymaker product line, please visit Polymaker’s YouTube Channel

McDonald’s May Put 3D Printers at RestaurantsMcDonald’s i s cons ider ing the instal lat ion of 3D pr inters at i ts restaurants, to print on-demand toys for kids unhappy with the toy they get with a meal. For now, this is just

an idea, with some of the questions that need answers being the cost of the endeavor and the supplier of the printers. If the fast food chain wants to put 3D printers in all of its restaurants, then it will need a large supplier that can provide the necessary number of machines. Also, there’s a question of safety, of whether “it’s safe to smell plastic around food.”

Hawk 3D Proto to Distribute FiberForce’s FilamentsBritish company Hawk 3D Proto has closed a deal with Italian filament manufacturer FiberForce to distribute

its products in the UK. Hawk’s chief executive, Ben Hawksworth, said he was impressed by the quality of the Italian firm’s filaments and thought they would make a “great addition” to the distributor’s current portfolio. Hawksworth went on to praise FiberForce filaments’ smooth sur face finish, in both ABS and carbon fiber products which, he said, would be good enough to meet heightened customer expectations. Francesco Berton from the Italian company said the deal was mutually beneficial, noting it will create a strong base for servicing the 3D printing market.

University of Louisville Jumps on 3D Printing TrainThe University of Louisville, Kentucky, has partnered with safety science company UL to set up an Additive Manufacturing Competency Center at its Institute for Product Realization where it will train future generations in 3D printing specifically using metals. The facility will train both students and professionals, starting with an introductory course called Advanced Training on Metal Part Production, a short, five-day course, focusing on the basics of materials used in additive manufacturing, or 3D printing. Over the next 12 months more courses, both online and in-person, will be launched at the center.

Commenting on the news, Simin Zhou, vice president of digital manufacturing at UV, said the company wants to focus on developing the safety and quality infrastructure around 3D printing. He added the scalability of this business is also essential, which is training the future workforce of the additive manufacturing sector is so important. Asked why UL chose the University of Louisville, Zhou said it was “a no-brainer” because researchers at the Institute for Product Realization have been working on metal additive manufacturing for a long time.

Building a Villa Takes 3 Hours with 3D PrinterA Ch inese company has become the la tes t to demonstrate the advantages of 3D printing over traditional construction technology by assembling a two-storey villa in less than three hours. The villa is made of six modules, all 3D-printed from a material whose composition the company, ZhuoDa, would not divulge. The modules were produced at an off-site factory, which took less than 10 days, and the villa was assembled pretty much like a Lego structure. Unlike a Lego structure however, the villa can withstand an earthquake with a magnitude of 9 because

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the modules bear the weight independently.

According to the company, this technology lowers construction costs to just around $400 to $480 per square meter. Although the material remains a secret, one company representative explained that it does not contain harmful substances such as ammonia and formaldehyde and that it comes from industrial and agricultural waste.

RTI Int’l Metals, NTi Join Forces in Major 3D Printing DealThe metal segment of 3D printing last week got a significant boost from a deal between RTI International Metals and Norwegian Norsk Titanium. RTI is a US-based supplier of titanium and specialty metal products for the aerospace, energy, defense, and medical device industries. Norsk Titanium, for its part, makes titanium products using both traditional and 3D printing methods. Its proprietary direct metal deposition (DMD) technology is capable of reducing manufacturing time by up to 90% as well lowering costs and the environmental impact of traditional metal component manufacturing.

DMD technology involves melting a titanium wire and depositing it in a substrate, from which the component is then built layer by layer. NTi makes components that are up to 70-80% complete. Now RTI International Metals has become a strategic investor in the Norwegian firm, acquiring a minority stake and allocating funds for “strategic cooperation projects.” The move certainly has the potential to provide a considerable boost to the development of more advanced 3D printing technologies that use metal as printing material.

FDA Green-Lights First 3D Printed PillsThe Food and Drug Administration has approved the first medicines manufactured with a 3D printer. The pills in question are Spritam, a drug used in the treatment of epilepsy, and have been printed in two doses, 750 mg and 1000 mg. According to pharmaceutical companies, 3D printing allows for the manufacturing of highly customized dosages of a drug and doing it closer to the patient, better responding to their needs, instead of having the drug made abroad, which, aside from higher costs, creates the danger of a potential shortage. The news just goes to show that 3D printing has revolutionized yet one more aspect of

science.

Chinese Girl Gets 3D-Printed Skull TransplantScientists in China have managed to save a three-year-old girls’ life by implanting in her head a 3D-printed titanium mesh to replace her hydrocephalic skull that was four times bigger than normal. Han Han was born with congenital hydrocephaly and 80% of her skull was full with fluid. She was on medication but needed surgery in order to survive and thanks to the fundraising efforts of her family, she could get it at the Second People’s Hospital in the Hunan province.

What the doctors did was make a 3D model of what her normal skull would be like and 3D print a titanium mesh, which was then inserted in her head, replacing the abnormally large skull bones. As the girl grows, the mesh will fuse with the surrounding bone, which would ensure normal skull growth. The girl is recovering steadily, the hospital said.

Raytheon Uses 3D Printing in Guided MissilesRaytheon has produced guided missiles that consist of almost only 3D printed components, including rocket engines, body fins, and guidance and control systems components, among others. Now, the company’s researchers are ambitious to create a missile that is wholly made from 3D printed components, in a bid to drop traditional manufacturing methods entirely in favor of additive manufacturing, as 3D printing is also widely known. Now, Raytheon is examining the potential of 3D printing for making electrical circuits, housings for gallium nitride transmitters and custom fins.

Startups Print PCBs With Conductive InkUsing 3D printing techniques for creating printed circuit boards was only a matter of time as the technology has proved to be a cheaper and quicker alternative to so many other traditional manufacturing processes. Now startups are using 3D printers with conductive ink for in-house, cheap rapid prototyping, according to IDTechEx Research. Almost half, or 45%, of companies developing 3D printers for PCBs are targeting the low-cost segments, with machines costing below $3,500. The remainder is focusing on industrial applications, with PCBs of up to six circuit layers.

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Currently, the PCB market is worth $80 billion and there is growing pressure on players in it to make more customized products. S ince 3D print ing is part icular ly good with customization, and with the advent of new printing material, including nanoparticle inks, some estimates have the market for special equipment reaching $130 million in five years, and quickly booming from then on.

University of Pittsburgh Gets $1.7 Mln for Two 3D Printing ProjectsAmerica Makes, the US National Additive Manufacturing Innovation Institute, has awarded $1.7 million in funding for two 3D printing projects developed at the Swanson School of Engineering at the University of Pittsburgh. The projects focus on improving design development for structures in 3D printing. So far, the Swanson School has received over $2.3 million in funding from America Makes, the National Science Foundation, and Research for Advanced Manufacturing in Pennsylvania, to advance its additive manufacturing projects.

Voxel8 Gearing Up for Electronics 3D Printer CommercializationVoxel8, the Massachusetts-based 3D printing startup has raised $12 million in funding for its electronics 3D printer project. Machines that are capable of printing electronic devices are the next step in the evolution of 3D printers and the race is on for making printers that can make embedded conductors, wires, and batteries into electronic devices as they print those.

The company already released a pre-order program and a developer kit at this year’s edition of CES, and its concept was praised as one of the nine best ideas at the show. Voxel8 already has pre-orders from a number of labs and R&D departments from industries ranging from aerospace and car making to medical devices and fashion. Judging from this level of interest, the electronics printing niche will certainly become a hit when Voxel8 releases its machine.

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SMEs Need Wider MPS Adoption

Managed print services are being increasingly adopted by large enterprises but adoption rates among small- and medium-sized businesses have been lagging behind considerably. This should come as a surprise given that various reports claim that 75% of small- and mid-sized enterprises rely on printing for their most important activities. So why is it that they are not saving money using managed print services?

One answer is that MPS providers are not yet perfectly clear about the specific needs of smaller businesses and they are not doing a very good job of getting the benefits they can provide across to these same small businesses. Another reason is that SMEs widely suspect that MPS is costlier than in-house managing of their printing activities.

The mutually beneficial way forward is for MPS providers to start working on customized offerings for small- and mid-sized enterprises, offerings that will save them money and remove the suspicion of MPS being too expensive. This requires better communication between the service providers and their users. In short, MPS providers need to convince small and medium businesses that the services they can provide them with will be worth every last penny invested in them. Adopting MPS will unquestionably benefit those small businesses and will help them focus efforts and money on actual growth while someone else takes care of their printing and document management activities.

Canon Presents 3 New LFPs in Mideast

Canon Middle East has started marketing three new large-format printers targeting the architecture, engineering, and construction arena, as well as computer aided design (CAD). The company said in a statement that the three models, iPF830, iPF840, and iPF850, “deliver best-in-class functionality and performance to the high-volume print market.”

One of the new conveniences available in these models is that you can change the ink tanks during a printing job. Another is the good speed: up to 42 seconds per A0 sheet when the machine is in economy mode. The imagePrograf iPF850 specifically has an additional advantage: it features a high-capacity stacker capable of holding up to 100 sheets with formats of up to A0, enhancing the efficiency of the printer. Both iPF850 and iPF840 have a dual roll that makes it easier to print on different-size sheets simultaneously. In the color department, Canon has added a new magenta ink, the High Chroma, which will be especially appreciated by users needing bright colorful prints.

Sun Chemical Introduces New Low-Odor Wide-Format Inkjet Inks for North American Market

Sun Chemical expanded its Streamline range of OEM-compatible solvent-based inkjet inks with the introduction of new low odor inks for the North American market.

The new Streamline ESL HPQ low odor inks are the first inkjet products to benefit from Sun Chemical’s innovative new low odor chemistry. The inks have been developed for the Roland Soljet Pro 2, Pro 3 and VersaCAMM printers and are also compatible with Mutoh ValueJet Printers along with other eco-solvent inkjet printers using Epson DX 4 through to DX 7 piezo inkjet print heads.

Extensive tests throughout a six-month period with customers in Europe have demonstrated the long-term performance of these inks in a broad range of machine installations.

“The industry is seeing a boom in entrepreneurial start-up companies using wide format printers and these companies tend to occupy smaller offices,” said Penny Holland, vice president marketing, North American Inks, Sun Chemical. “Because many of our customers now work in closer proximity to the printer, they really need low odor inkjet ink cartridges installed in the printer.”

Customers who already use Streamline ESL HPQ inks can switch to the new low odor versions without flushing out their machines as the inks are fully inter-compatible.

Streamline ESL HPQ low odor inks are available in CMYK, light cyan and light magenta colors along with a flush solution. They will be available in 440ml cartridges and one liter bottles for use with bulk ink supply systems, throughout North America.

Recently launched in 2014 to the North American market, Sun Chemical’s Streamline inkjet inks are designed specifically for use in wide format printers which use high-quality solvent-based inks, and offer the same level of quality, performance and color integrity quality printing, but at a lower cost.

Carefully matched to the original products for both color shade and strength, as well as physical properties, Streamline inks allow print providers to use their existing printer settings when converting from the solvent-based inkjet inks.

Customers who purchase Streamline OEM-compatible solvent-based inkjet inks have access to Sun Chemical’s customer support center which is set up to help customers with technical issues, color profiles and more.

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Uninet Unveils Absolute Color® Toner & Components for Lexmark C792, X792

Los Angeles, CA- UniNet unveils Absolute Color® toner formula and components for use in Lexmark C/X792printer series.

The Lexmark C792 is a high end, professional quality color printer targeted at medium to large workgroups. Rated at 50 ppm and with a wide variety of options (duplexing, stapling, hole punch), this is no typical office printer.

Toner cartridges are presented in high yield versions rated at 20,000 pages and standard versions rated at 6,000 pages. The all-in-one designed cartridge is similar to earlier Lexmark color C700 series cartridges.

UniNet offers a complete remanufacturing solution for this cartridge. For further information, please contact UniNet at + 1 (424) 675-3300 or visit www.uninetimaging.com

Uninet Launche Sabsolute Color® Toner & Components for Xerox Phaser 6020/6022/6010/Wc6027/6025/6015

Los Angeles, CA- UniNet proudly launches Absolute Color® toner and components for use in Xerox Phaser6020, 6022, 6010, WorkCentre 6027, 6025, 6015 color printer series.

The Phaser 6020 (10 ppm), 6022 (18 ppm), and WorkCentre 6025 (10 ppm), 6027 (18 ppm) machines are the newest low cost color printers/MFPs from Xerox. Based on the same print engine, the 10 and 18-ppm versions offer basic color printing at a low price point. Designed for home or small office use, the MFP versions include printing, copying and scanning functions. Faxing is an optional add-on.

Toner cartridges are rated at 2,000 pages for the black and 1,000 pages for the colors.

These are small cartridges provide a simple solution to remanufacturers who offer refills, because they are considered

EASY TO REMANUFACTURE; just needto replace toner and chip.

UniNet offers a complete remanufacturing solution for this cartridge. For further information, please contact UniNet at + 1 (424) 675-3300 or visit www.uninetimaging.com

Uninet Introduces New Multipurpose Absolute Black® Toner Formula for Lexmark T640 Series

Los Angeles, CA- UniNet proudly launches new multipurpose Absolute Black® toner formula qualified to work on the Lexmark T640, including the T630, T620 and T520 monochrome printer series families. In addition, this toner formulation is qualified to work inmore than 100 engines.

UniNet Lexmark T640 Multipurpose toners (MPT-T640-AB) are new, general-purpose produced toner formulas, which provide outstanding print quality, and the highest density on the market. This formulation also maintains the page yields of a dedicated toner.

This formula features a very low cost per page and AMES certification. It is qualified with all OEM and UniNet components and offers remanufacturers the flexibility of carrying less inventory and fewer number of SKUs

Used in combination with UniNet drums, these matched systems offer remanufacturers a high quality option at a competitive price.

UniNet offers a complete remanufacturing solution for this cartridge. For further information, please contact UniNet at + 1 (424) 675-3300 or visitwww.uninetimaging.com

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Andrew Koh is Canon India’s New VP

Canon India promoted Andrew Koh, an 18-year company veteran, to the position of vice president for Consumer Imaging and Information Center. Koh will be in charge of consumer systems products – laser and inkjet pr inters – and image communication products, i.e. cameras.

Koh started his career at Canon as market ing manager for imaging systems products and later went on to become chief of the company’s computer peripheral division. Most recently he was at the helm of Canon Singapore’s consumer imaging and information group as senior director and general manager.

MELVILLE, N.Y.—UV flatbed printing is a comparatively new technology in relation to established printing technologies such as litho, screen, toner or roll-based inkjet pr int ing. For that reason, many pr int providers considering entering into the flatbed printing segment are rather unsure as to what to expect in regards to costs and profits.

A Return on Investment (ROI) “calculator” is a commonly used tool to determine the costs to produce graphics, what amount of print volume produced at a specific cost and sold at a particular price is required to pay off the capital investment, and what amount of profit can be realized on a monthly basis. Canon Solutions America, a wholly-owned subsidiary of Canon U.S.A, outlines how print providers can use this tool to determine whether a UV flatbed printer is a profitable investment.

Determine Costs and Benefits with an ROI CalculatorAn ROI calculator is only as good as the information entered. There are a multitude of variables involved in the price and cost of printed graphics. Prices charged and the costs of producing those graphics can vary significantly due to local market conditions, the type and complexity of application being produced and the substrates used, and area competition. The more research done to find out what the going rates are in an area, the more valid are the results generated by the ROI calculator.

There are additional overheads and one-time expenses besides the equipment, ink and mediacosts. Consider the per-square-foot cost of floor space, any building modifications required, the electrical requirements, the cost of adequately skilled labor to run the printer and shipping costs.

Four Components of ROI CalculatorsA good calculator should be simple to understand yet provide flexibility to enter the wide variety of variables. It can also serve as a tool to determine job costs, cash flow, production time, etc. An ROI calculator can be broken down into four key sections that each allow for the entry of data:

• Gross Revenue: Allows for entering the

price per square foot that the printed piece is expected to sell for and adjusting the “hours printing per day” value to what it would take to accomplish a specific volume of work shown or match to the availability of staff to operate the printer. This feature also allows providers to input print speeds, wastage value, and other calculated values that are useful in determining how much blank substrate is required for a specific volume of work and what would be invoiced per month for the total printed work.

• Material Costs: The calculated value of all material costs, including substrates and UV lamps. Depending on the substrate type and sheet size, the amount purchased, and the vendor, the total cost can all vary considerably.

• O v e r h e a d : T h e a m o u n t p a i d t o operators per hour and the amount of time allocated to an operator to run the printer and conduct related tasks, such as maintenance, calculates the daily cost for the operator to run work on the printer. This gives both the calculated monthly labor cost and combined monthly labor and materials cost.

• Investment and Return: The total amount of the pr inter purchase and related items including: starter kits, options and accessories, training, delivery and instal lat ion, etc. Payback in months represents how long it is necessary to print before the investment in the system has been covered based on what was entered for Revenue, Material Costs and Overheads.

The ROI calculator is simply a tool and in no way guarantees success. However, by using these calculations, print providers can gain insightful knowledge of both expected costs and profits and decide how UV flatbed printing can best benefit their business.

To learn more about how to determine the ROI of new equipment and match the right printer to your needs—and get a valuable edge in today’s h igh ly compet i t ive marketplace—download Canon Solutions America’s UV Flatbed Buyer’s Guide.

Canon Solutions America Guide Discusses How to Measure ROI of Flatbed UV Printer Investments

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Dirk Hünselar Will Leave OCP GmbH

After more than 11 years working for OCP in different positions, Dirk Hünselar will leave the company and with it the remanufacturing indust ry end to tack le a new challenge.

Dirk stated, “More or less completely out of the blue, I got the absolutely unique opportunity to buy a share in a very well-established and heavily expanding company being specialized in sun protection systems, venetian blinds and awnings. And since there is a German proverb that says:What you haven’t done till you're 50, you’ll never do in your life. I took this chance to reset my knowledge into factory sett ing and to learn something completely new.”

We want to thank Dirk for the last 11 years and the outstanding support to our customers.As he did well in OCP, I personally think that, even though he is older now, he will learn his new industry as quickly as he understood the ink business.We wish him all the best for his future career and I am very optimistic that he will bring a lot of good and new input to his new company.

For future technical support and issues, the dedicated sales team is the first point of contactto work closely with our R&D and QC departments to solve any technical requests as quickly and precisely as before.

CMYK Industries Announces Indian Distributor

South Africa based CMYK Industries i s p l e a s e d t o a n n o u n c e t h a t Electrographics Services will be the exclusive CMYK Distributor for the Indian Market.

Located in New Delhi, the capital of India,Electrographics Services is an established company with an excellent reputation for outstanding customer service and high quality products.

“It was important for us to find the right partner and we are delighted to have Electrographics Services as our Distributor for the Indian Market. Our existing customers all agree that Electrographics was the perfect choice,” says Patrick Naude, CEO of CMYK Industries. “The Indian Market is a diverse marketplace where trust and integrity are paramount between supplier and customer to grow a mutually beneficial relationship for the long term.”

“The Indian market is full of potential and opportunity,” says Azeem, head of sales at Electrographics Services. “Now we are part of the CMYK Global family and we can help our industry in India grow to its rightful market share by supplying the highest quality products cheaper than anyone else because we do not have the old thinking of our competitors who are not changing with times. CMYK and Electrographics recognize how to move our industry and the business forward in a new way towards success,” Azeem adds.

Established in 1990 as a sole proprietorship, Electrographics Services over the years has established a wide network of resellers throughout the country and will soon open new fully owned company offices and showrooms across India in partnership with CMYK South Africa.

With CMYK’s global expertise and understanding of complex and diverse markets,Electrographics will carry the entire range of Imaging Components and other printer supplies which will be accessible to the entire Indian aftermarket at competitive prices.

CMYK Industries is pleased to announce the hiring of Mr. Riaan Swart as Key Accounts Manager for Johannesburg (Greater Gauteng Region) as of August 3, 2015. With his appointment, CMYK Industries hopes to establish long-term partnerships between our clients and their customers in this area. CMYK will make available the high quality range of its Imaging Products including ribbons, inks, inkjet printer cartridges, laser printer cartridges, black and color toners, OPC, rollers, and chips for the demanding customer’s aftermarket consumables use in South Africa.

Mr. Riaan has been in the aftermarket industry for over 13 years and comments, “My previous role as Inventory Manager, which I held for the last nine years, saw me gain experience in all aspects of supply chain management as well both local and international procurement”.

According to Mr. Patrick Naude, “I am very happy that Riaan has joined us and he will grow CMYK’s presence within the South African market by expanding the greater Gauteng region through developing personal relationships with customers to secure new accounts and contracts.”

According to Mr. Riaan, “The opportunities at CMYK Industries is unlimited and I feel that I can gain invaluable experience within the company and grow with it as it expands not only locally but internationally as well. CMYK is a dynamic company that has the ability to become one of the market leaders on the global stage and I want to be part of its exciting journey.”

You can contact Mr. Riaan at [email protected]

CMYK Industries as Part of Its Expansion Plans Hires Riaan Swart as Key Accounts Manager

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INTEGRAL to Further Expand Brother-Type Bulk Toner Production for Monochrome and Color

INTEGRAL, the German manufacturer ofThe Toner for Better Images, announces that they will be further increasing the Brother-type bulk toners manufacturing numbers for monochrome and color, following the excellent market response towards the release of a wide range of toners for use in some of theBrother top-selling machines earlier this year.

With an extensive portfolio, INTEGRAL´s aim is to provide an efficient response to the increasing demand for toners for the monochrome range, includingHL-L2340, 2360, 2365, as well as HL-1650, 2140, 2240, 5240, 5250, 5340, 5350, 5450, MFC-7820, and also, for the color range, namelyINTEGRAL universal color toner for use in HL-4150, 3140 and 3040.

INTEGRAL perceives this move as a sign of a successful choice of business partner, highlighting the proven quality formulas by Pelikan, together with INTEGRAL´s strong commitment to always bringing a premium toner to the market, after having undergone through thorough testing, showing an optimal image density and color consistency.

For the near future, INTEGRAL is preparing the enlargement of the toner range for the remanufacturing industry, including not only for Brother printer applications, but also for Kyocera and HP.

For further information on pricing about INTEGRAL Brother-type toner range, please send an e-mail to INTEGRAL at [email protected].

Magnetone Launches E-Commerce Store Offering Aftermarket Components

Singapore-based Magnetone have built a reputation as one of the most competitively-priced and reliable sources for aftermarket laser and copier components in Asia. Recently, the company has announced the launch of their new e-commerce store which not only makes ordering simpler, but expands their reach worldwide. Customers have responded with enthusiasm.

Finding a quality source for components for the recycling of laser and copier cartridges has just become much easier. Magnetone, a company well regarded throughout Asia for providing a very large selection of these products and components at affordable prices, have recently made doing business with them even more simple with the launch of their new e-commerce store which serves customers worldwide. With over 14 years in the industry, the company fully understands their customers’ needs and the challenges they face, dedicating themselves entirely to delivering not only competitively priced components, but also superior customer service.

“We are very happy about the launch of our new e-commerce store,” commented a spokesperson from Magnetone. “Our goal is to not only be the leading source of aftermarket laser and copier recycling components in Asia, but also to have a similar position worldwide. All while exceeding expectations with each and every order we fulfil.”

According to the company, their catalogue of parts includes over 900 items that are compatible for use in most of the major brands, including Canon®, Xerox®, Samsung®, Kyocera®, Ricoh®, Konica Minolta®, Sharp®, Toshiba®, etc.

Magnetone is one of the fastest growing and largest distributors of compatible laser and copier components for the remanufacturing industry in the region. The company maintains uncompromising commitment to product quality and constantly strives to meet the demands brought by the rapidly advancing printer technologies, ensuring that its product offering exceeds customer expectations in terms of performance, consistency and compatibility.

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Given the popularity of 3D printing and the leading position of CoLiDo™ 3D, Seton Hall University EMBA Students and local media representatives came to visit the Print-Rite Tower to unleash their creativity with CoLiDo™. They also shared their views how 3D printing technology can be used in their industries and how 3D applications can revolutionize daily life.

The tour started off with a video showing the concept and application of 3D printing technology. Students had a strong interest in what 3D printing gives them: “print whatever you can imagine”.

‘We are very keen to explore more on how CoLiDo™ 3D printer applies in the education arena. We also hope we can work closer with Print-Rite in the upcoming 3D projects in the education arena.’ expressed Dr. Shi Long Guang, president of Via Gold Capital Limited.

In order for them to directly experience the 3D printing, students got their hands on turning a 3D digital file into a physical object with CoLiDo™ 3D printers. “After this direct experience with the CoLiDo™ 3D printer, I now realized how we can save costs when making mock-up samples in our company,” said one of the EMBA students.

CoLiDo™ printers are available on e-commerce platforms Tmall, US Amazon store and LD products.

If you are interested in 3D printing, please visit us on www.colido3d.com and stay tuned with us on facebook – Colido

EMBA students at Seton Hall University meet CoLiDo™at Print-Rite tower

The CoLiDo™3D sharing session was held for EMBA students at Seton Hall University

Souvenirs presentation before the sharing session starts at the visit

Souvenirs presentation after the sharing session at the visit

Seton Hall University EMBA Students Visit CoLiDo™ at Print-Rite Tower

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The Xerox WorkCent re 3210/3220 printers are based on a 30 ppm, 1200 dpi engine. The first page out is stated to be under 8.5 seconds, and the printer comes standard with 128MB of memory,(Expandable to 384MB).Duplexing is also built in (3220 only). Both of these machines are print/copy/scan and fax capable.

These cartridges do not have a drum cover, and come new with a piece of heavy paper taped around the cart r idge. (See F igure 1) A l l new cartridges opened so far have shown some toner leakage on the drum that would have shown on any prints for at least a few pages.

The standard cartridge Xerox part# (10601485) is rated for 2,000 pages. The HY cartridge Xerox part# (106R0146) is rated for 4,100 pages. As with pretty much all cartridges these days the cartridge has a chip and it has to be replaced each cycle.

Figure A shows the basic machine/cartridge component layout including the paper path with duplexing. The workings are pretty straight forward so we will not go into the theory here.

The machines currently based on this engine are:WorkCentre 3210WorkCentre 3220

A Repetit ive Defect chart for this engine will be listed at the end of the instructions

Required Tools 1) Toner approved vacuum. 2) A small Common screw driver 3) A Phillips head screwdriver 4) Needle nose pliers

Required SuppliesToner for use in the Xerox WorkCentre 3210/3220 (Std or HY load)Dedicated replacement chip (Std or HY)

Note: Make sure you have the correct load of toner to match the Std or HY chip! The chips are also regional so make sure you have the correct chip for our region!

Conductive Grease99% Isopropyl alcoholDrum lubricating powder

1) Place the cartridge with the handle up, facing towards you. Remove the three screws from the right side end cap. See Figure 2

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

Remanufacturing the Xerox WorkCentre 3210/3220 Toner Cartridge By Mike Josiah and the Technical Staff at Uninet Imaging

Figure 1

Figure A

Figure 2

Figure 3

ASK THE EXPERTS



ASK THE EXPERTS



2) On the left side end cap, remove the three screws. See Figure 3

3) While still on the left end cap, locate the top tab. Press in on the tab, and remove the end cap. The drum axle may come out with the end cap. Separate the two. See Figures 4, 5, & 6

4) On the right side end cap, press in on

the top tab and remove the end cap. See Figures 7 & 8.

5) Separate the two halves slightly, and lift off the middle top cover. See Figure 9

6) Lift up on the drum/waste hopper and remove. If the drum axle came loose, be careful to hold the drum so it does not become damaged. Remove

the drum/waste assy. See Figure’s 10 & 11

7) Remove the drum axle from the large gear side of the waste assembly. Remove the drum. See Figure’s 12 & 13

8) Remove the PCR from the assembly. See Figure 14

Figure 7 Figure 11

Figure 8

Figure 9

Figure 10

Figure 6

Remanufacturing the Xerox WorkCentre 3210/3220 Toner Cartridge Continued

Figure 12

Figure 13

Figure 14

Figure 15

Figure 5

Figure 4

ASK THE EXPERTS



9) Remove the PCR cleaning roller. See Figure 15

9) Clean the PCR with your normal PCR cleaner.

WARNING: Do not clean the OEM PCR with alcohol, as this will remove the conductive coating from the roller. If the PCR is an aftermarket, follow the cleaning methods recommended by the manufacturer. If the PCR is an OEM, we recommend it be cleaned with your standard (non-solvent based) PCR cleaner.

10) Remove both the PCR holders by pressing in on the tabs at the bottom of the holder. These holders need to be removed to allow access to the wiper blade. . See Figures 16 & 17

11) Remove the two screws from the wiper blade, remove the blade. See Figure 18

12) Clean out all the waste toner from the hopper. Make sure the seal are clean. See Figure 19

13) Install the cleaned or new wiper blade and two screws. See Figure 20

14) Install the two PCR holders. See Figure 21

15) B low of f o r vacuum the PCR cleaning roller. Install in the waste

hopper. See Figure 22

16) Place a small amount of conductive grease in the holders, and install the PCR. See Figure 23

17) The large gear side of the drum axle shaft has conductive grease on it. Regardless of if you are replacing the drum or not, clean the old grease off, and replace with new. See Figure 24

18) Install the drum and axle from the small gear side of the drum into the waste hopper. Make sure the keyed end of the shaft is on the large gear side. See Figure 25

19) On the supply hopper, carefully pry out the fill plug and dump out any remaining toner. The fill plug can be difficult to remove as it is recessed. Take a small common screwdriver and work it around the edge lifting slightly until it comes loose. See Figure 26

Figure 16

Figure 18

Figure 19

Figure 20

Figure 21Figure 17

Figure 22

Figure 23

Figure 25

Figure 24

ASK THE EXPERTS



20) Remove the developer roller. See Figure 27

21) Remove the 2 screws from the doctor blade, remove the blade. See Figure 28

22) Clean out all the remaining toner from the hopper.

23) Make sure the doctor blade sealing foam and the developer rollers seals are clean and intact. See Figure 29

24) Clean the Dr. Blade edge so there is no evidence of build up along the edge. If any buildup exists, the cartridge will streak. This blade can be cleaned with your preferred DB cleaner. See Figure 30

25) Install the doctor blade and two screws. See Figure 31

26) Clean the developer roller with a dedicated DVR cleaner, and replace into the hopper. See Figure 32

27) Fill the hopper with toner for use in the 3210/3220 toner cartridge, replace the fill plug, and check for leaks. See Figure 33

28) Fit both sides of the waste hopper tabs into the toner hopper. See Figure 34

29) Slide the middle top cover/PCR assembly into place. Make sure all the middle tabs fit under the edge of the waste hopper. See Figures 35 & 36

30) Clean the contacts on the left side

Figure 26

Figure 27

Figure 28

Figure 29

Figure 30

Figure 31

Figure 32

Figure 33

Figure 34

Figure 35

Figure 36

Remanufacturing the Xerox WorkCentre 3210/3220 Toner Cartridge Continued

ASK THE EXPERTS



end cap, and replace the conductive grease. Align the drum axle keyed end so it will fit into the keyed slot of the end cap. Snap the end cap into place. See Figures 37 & 38

31) Install the three screws into the end cap. See Figure 39

34) Clean the contacts on the right side end cap, and replace the conductive grease. Snap the end cap into place, and replace the three screws. See Figures 40 & 41

35) To replace the chip, drill out the two plastic rivets with a small drill, remove

the cover, and chip. See Figure 42

36) Install the new chip and cover, insert 2 small screws that correspond to the holes drilled to hold everything in place. See Figures 43 & 44

Common Cartridge ProblemsRepetitive defect chart:Upper heat roller: 77.8mmOPC drum: 75.5mmLower pressure roller(1st): 62.8mmLower pressure roller (2nd): 37.7mmSupply Roller: 47.1mmTransfer roller: 47.0mmDeveloper roller: 35.2mmPCR 26.7mm

Figure 37

Figure 38

Figure 39

Figure 40

Figure 41

Figure 42

Figure 43

Figure 44

亲爱的读者朋友们，

你们好！

2015 年的泰国展终于到了！当您看到这一期杂志的时候，泰国展应该正在火热进

行当中。亚洲再生业作为本次“2015 泰国国际办公耗材暨 3D 打印展”的唯一主办方，

会在展会现场主持各项活动，同时接待各位远道而来的参展商和参观者。展会期间我

们还将举办一场 3D 打印演讲大会，3D 打印是前途无量的行业，我们希望借此次大会

为大家展现 3D 打印的现状和前景，让各位能领略 3D 打印的魅力。

为了配合本次的泰国展，我们的本期杂志中加入了多篇与泰国展相关的文章，包

括对部分参展商的介绍以及展会相关知识的分享。本次介绍的参展商包括珠海市泰格

科技有限公司、珠海天博打印耗材有限公司和广州言锭办公用品有限公司三家公司，

他们的展位号分别是 H031+H035、H021、H003。珠海泰格今年连续第三次参加泰国展，

珠海天博将在泰国展上推介新款产品香水硒鼓，广州言锭则是首次参加泰国展。大家

有着不同的背景，抱着不同的目的，却共同参加我们的泰国展，是出于对泰国及整个

东南亚市场的关注和对亚洲再生业团队的信任。请各位前来参观泰国展的朋友们届时

关注他们、关注我们的泰国展，也请关注我们未来的其他展会。

随着互联网时代的进一步深化发展，我们在运用互联网技术时已越来越注重线下

与线上体验相结合，而对于办公耗材这个较为传统行业来说，如何在“互联网 +”时

代做好 O2O 电商模式更是一个值得探讨的问题。现在的电商早已不再停留在“网上放

货买货”这个阶段了，而仅靠传统的建渠道、找代理或者扩大产业规模来发展，也会

跟不上社会和市场的变化趋势。办公耗材这种传统产业在利用互联网发展时，有很多

太新东西需要思考、学习、尝试。请阅读我们的专题文章《2015 年耗材行业 O2O 发

展要点思考》，希望此文能帮助大家更好地在 O2O 电商时代把握好办公耗材业务的发

展路线。

长话短说，让我们相约泰国见！如果您因为种种原因错过了本次的泰国展，这也

没有关系，因为今年的泰国展结束后，还会有明年。同时，土耳其、印度、俄罗斯、

美国……我们的足迹遍布全球，这么多行业展会总有一款适合您，所以赶紧联系我们

吧！

冯飞

亚洲再生业（RechargeAsia）中国编辑部

总第 137 2015 年 9 月

PUBLISHER'S MESSAGE

编者的话


专题文章 2015 年 9 月总第 137 期


2015 年耗材行业 O2O 发展要点思考亚洲再生业孙玉芝

O2O Aftermarket Business 2015

2015 年，在谈起电子商务时，我们

若还是在说网上放货卖货，那就真 OUT

了。2015 年人们受到“互联网 +”思维

的影响，或主动或被动地向 O2O 电商模

式转型。有相关报告指出，2015 年 O2O

市场爆发，规模预计会突破 5.99 万亿元。

已有更多各行各业的传统企业进入 O2O

市场，大家的态度也从试水转向坚决。

现如今，如果仅靠传统的建渠道、找代

理或者扩大产业规模来发展，就跟不上

社会和市场的变化趋势了。

对于打印耗材行业来说，电子商务

该如何转型至 O2O 商业模式？我们的行

业面临怎样的困境？现为大家分析行业

O2O 发展的要点，并与大家共享。

信息传播是关键

在互联网浪潮中，如何让更多的客

户了解到我们，知道我们的产品？这是

我们的困惑。传统经营模式下的耗材行

业，更多依靠下游需求，靠订单制造产

品，很少做信息传播方面的推广。而当

企业要转向 O2O 时，需要更多的客户群、

流量和回头客，就会有力不从心的感觉。

线上的传播不仅仅需要做广告，还要考

虑如何建立与客户的对话交流，巩固已

建立信任关系的客户群。

办公耗材是消耗性产品，现今的利

润低，但市场却很大，在 O2O 潮流之下

又该如何运作？新的宣传思路和手段是

发展的关键。

小米手机公司近几年发展相当快，

该公司的商业模式是在网上建立小米社

区，每天有 300 万人访问。小米公司与

用户进行对话，让企业和客户直接交流，

最大化获取一切线上信息，修改产品以

适应市场需要。小米另一种传播模式是

社会化营销，把自己的产品投放到市场，

再制造爆点，产生话题讨论，让人们在

线上进行传播和推广，既推广宣传了产

品，又有效地增加阅览量。

北京的雨花斋素食馆，以 5 万元资

本起家，目前在全国十多个城市建立了

连锁店，其经营模式是“免费提供餐饮”。

几年中有 70 万人次免费就餐，而该连锁

店目前却没有一家亏损，这源于有许多

大腕关注后给予了善款赞助。

这说明一个问题：在 O2O 模式之下，

要制造话题事件，就一定要制造具有唯

一性的话题，保证同时期没有可类比的

竞争对象；这种事件应是社会的痛点，

符合人们的共同心愿，从而引起多方关

注，大家分享，众人点赞。这是新形势

下的一种经营模式。

控制成本与提高效率

公司要赚钱，不赚钱的公司没有出

路。耗材行业为什么利润低？一方面是

因为同质化产品过剩，一方面则是经营

理念落后。为了赚钱，某些“聪明”的

企业偷工减料，在成本上弄虚作假，结

果不仅搞乱了市场，还把自己整得半死

不活。实际上，想要降低成本和提高效率，

还有许多更合理的做法。

五十多年前，美国人山姆在家乡创

办了一个杂货店。当时行业内普遍认可

的毛利率为 45%，而他的店只有 22% 的

毛利率。从市场竞争的原则上看，山姆

的店在理论上肯定不赚钱。山姆琢磨了

许久，决定不在市中心办店，而是找了

一个旧仓库作为店址，把所有的成本降

到最低，即使毛利率只有 22%，他也仍

有几个点的净利润。山姆认为，只要产

品足够便宜，美国人就会愿意开车到 10

英里以外购物。结果，山姆商店的销量

是别人的好几倍。30 年后，山姆的店成

为行业内的世界第一，它就是沃尔玛。

高效率有两种方式。一种是柳传志

先生讲的拧毛巾式，压缩一切可节省的

成本，就像之前的美国人山姆。另外一

种是优化商业模式，简化流程，高效率化。

小米的 CEO 雷军称之为“少即多，把复

杂的事情简单化”。

小米公司创立初期没有设立市场部

和公关部。该公司舍弃了中间渠道和零

售店，利用大量的创新模式提高效率，

专题文章2015 年 9 月总第 137 期


把整体的运作成本控制在 5% 之内，从

而大幅降低整体成本，其产品定价也接

近成本，从而更具有竞争力。在严格控

制成本的前提下，小米做出物美价廉的

好产品，再建立一个优秀的网站，用户

自然会上门买产品。小米网原名 xiaomi.

com，后来公司又投资 2000 多万元建了

MI.com，小米企业开始走向国际化，从

而越做越大。

企业效率与成本控制呈正比关系，

成本控制越差，企业效率越低。

品牌的效果

品牌是市场认可的产品。好的品牌

市场占有率很高，不管是线下体验还是

线上开店，得到更多关注的都是好产品。

品牌源于产品本身优良的质量，其次就

是附加于产品之上的功能价值。好的品

牌一定是建立优秀理念的指导之上。

百年老店同仁堂有句名言，“品味

虽贵必不敢减物力，炮制虽繁必不敢省

人工”，意即做产品，材料即便贵也要

用最好的，过程虽繁琐也不能偷懒。换

句话说，产品就是要真材实料。同仁堂

的经营理念让人们对其产品产生信赖，

所以同仁堂基业长青不衰，即使在今天

仍是首屈一指的名店。

耗材行业的品牌产品如格之格、天

威、莱盛，在市场中也拥有良好的口碑。

格之格以环保健康作为产品的核心

理念，其市场占有率很高。格之格 2015

年再次刷新中标记录，连续第 5 次中标

中央国家机关政府采购项目。格之格还

在全国 30 多个省市的政采项目中遥遥领

先，是中标省市最多的民族打印耗材品

牌。格之格产品还连续获得大规模应用，

成为业界公认的市场领导品牌。格之格

从源头把控产品质量关，对原料、选料、

技术、结构、测试五大体系层层把关，

以及 RoHS、CE、EMC、TUV、十环等

国内外权威认证，全方位保障客户实现

“绿色健康打印”要求。

产品的附加服务功能，是扩大品牌

效果的有效途径。小米公司在微博上看

到有客户抱怨“电池用了两个星期以后

充不进去电”，就立刻免费寄去一个新

电池。诸如此类的细节打动了用户，也

大大提高了品牌价值。

口碑不是靠媒体宣传而来，而是要

提供能够打动消费者的产品和服务，所

以口碑的核心是客户的体验。当企业用

心去经营口碑时，口碑一定会有提高。

办公耗材行业内的产品在出现问题

时，我们的态度也会决定品牌的效果。

互联网是一种思想，一种先进的生

产力和指导思想。耗材行业这种传统产

业在利用互联网发展时，有很多太新东

西需要思考、学习、尝试。路漫漫，行

走的人多了，就会成为一条通向成功的

道路。

展会热点


2015 年 9 月总第 137 期

随着打印耗材行业内竞争愈演愈烈，欧洲、北美及日本市

场专利纠纷频发，而近几年的恶性价格战更是让行业雪上加霜。

与此相对的是，在泰国、印度尼西亚、菲律宾和马来西亚等新

兴崛起的东南亚市场，打印耗材行业却正在迅猛爆发。

尽管很多通用耗材价格实惠且打印效果出色，但是欧洲和

北美市场还是对通用耗材有诸多限制，而专利问题更是一座难

以逾越的壁垒。鉴于此，珠海泰格认为高速发展的东南亚市场

具有得天独厚的优势。

对于珠海泰格来说，东南亚是一块福地，泰格于东南亚市

场的出口份额已从 2013 年的 5% 增加到 2015 年的 25%。数

据显示，东南亚地区的买家过去更青睐于诸如连续供墨系统和

填充卡盒一类的半成品，但现在更倾向于购置成品，而打印及

复印产品的需求量更是急速飙升。众所周知，施乐和理光近期

已调整了企业的战略重心，开始重点发展东南亚市场，并在该

地区推出各种新品，如施乐 CP225 和 3215，而这也为通用耗

材在当地的发展提供了更多机会。

泰格已在东南亚市场连续推出了多款产品，同时还在热切

寻求更多的合作伙伴，以便让更多的客户能享受到高品质的产

品和服务。泰格人始终坚信，只有物美价廉才能赢得客户的青睐。

2015 泰国曼谷国际办公耗材暨 3D 打印展，期待您的到来。

想获取参展商更多信息，可联系泰格客户经理或直接登录

泰格网站。同时，泰格会为有需求的客户提供最快、最全面的

产品信息。

欲了解其他展会相关信息，可直接联系亚洲再生业团队，

电话：010-5885-8750

火热九月，与泰格第三次相遇在泰国Meet Aicon in South East Asia-A Booming Market of Printing Consumables

2015 年 9 月，火热的季节，火热的东南亚市场，火热的泰国曼谷 QSNCC 展馆，

您将在泰国展上连续第三次看见珠海泰格火热的身影。

珠海市泰格科技有限公司

展位号：H031+H035

展会时间：2015 年 9 月 15-16 日

展馆名称：QSNCC 展馆（QUEEN SIRIKIT NATIONAL CONVENTION CENTER）

联系方式：

电话：86-756-3369100

邮箱：[email protected]

网址：www.iaicon.com

展会热点


2015 年 9 月总第 137 期

展会热点


2015 年 9 月总第 137 期

See Perfume Tone Cartridges of Zhuhai Tian Bo in Thailand!

Guangzhou Yanding Will Fulfilling Their Promises in Thailand

吾家有鼓初长成——来泰国一睹珠海天博

香水硒鼓芳容！

听说了吗？珠海天博最近推出了史上首款香水型硒鼓。

以前，我们只知道打印机打印时会产生对人体有害的

刺鼻气体臭氧，所以只想离打印机越远越好。但到了现在，

有了这款打印过程中能自然散发香气的天博硒鼓，你肯定

会希望每天都能离打印机近一点、再近一点，而且该产品

采用天威纯天然生物无毒碳粉，不必担心它会造成任何办

公环境污染。

想对这款开创性产品有更多更详尽的了解？来泰国吧。

就在展会现场，2 天的时间，足够大家一睹芳容！

珠海天博打印耗材有限公司

展位号：H021

展会时间：2015 年 9 月 15-16 日

展会地点：泰国曼谷，QSNCC 展馆

联系电话：18011872527


一言九鼎，是为“言锭”！——2015 泰国展参展商

广州言锭办公用品有限公司

广州市言锭办公用品有限公司是香港言锭国际有限公

司属下的全资公司，成立于 2007 年。在传统业务方面，公

司的直销激光打印机碳粉，瓶装碳粉、袋装碳粉、彩粉、

碳粉瓶，代客加工瓶装、袋装碳粉等多项业务都得到了广

大客户的认可。在传统业务逐渐成熟之际，言锭于 2014 年

末推出了言鼎品牌硒鼓、碳粉、彩粉、配件。在短短的一

年多的时间里，言锭在兰州、贵阳、成都、广州等地都成

立了办事处，并取得了不错的成绩。

言锭以“一言九鼎的质量”作为对客户的庄严承诺，

以“品质、品味、品牌”作为发展的方向，力争成为客户

的最优选择。

广州市言锭办公用品有限公司

展位号：H003

联系电话：13928991177


官网：www.gzydbg.com

展会热点


2015 年 9 月总第 137 期

展会热点


2015 年 9 月总第 137 期

How to Distinguish Potential Buyers in Thailand Expo

泰国展现场如何慧眼识客户？

一、初次判断靠名片

交换名片是买卖双方初次见面时的必走程序，业务员拿到对方名

片后须在数秒内对买家进行初步判断。

1、公司名称

判断其公司是否是行业内知名的大公司或零售业排名考前的公司，

是不是欧洲品牌或者奢侈品牌的原材料买家。

2、国家及地区

迅速判断、分析该国市场的特点，看自己的产品是否适合该市场，

包括产品图案和颜色等多个方面。例如中东客户一般喜欢大红大紫、金

碧辉煌的颜色，而欧洲青睐黑白灰和其他偏深的简单、素雅的冷色调。

如果因不熟悉市场而推错了产品，那么再怎么卖力推荐也不会有效果。

3、公司信息

首先，通过名片上的这些信息可让业务员从表面上判断其是否是

一个正规的公司。此外名片上有没有公司 LOGO、邮箱、网站，以及

和电话号码不一样的传真号码？是否有详细的公司地址？客户的头衔是

什么？是买手还是采购经理、销售经理或者产品经理？是设计总监还是

董事长？是大客户还是小客户？是经销商还是自营店？是商超买手还是

集团买手？是真客户还是假客户？是优质客户还是“鸡肋”客户？诸如

此类的信息，都必须迅速作出判断。了解这些信息，可帮助业务员决定

接下来要推荐什么产品给客户，以及如何给客户报价，甚至牵涉到后续

跟进。

二、商谈时全面观察客户

当通过与客户交换名片进行初步接触后，接下来就进入商谈环节

了。在商谈过程中，业务员应该留意客户的一举一动。

1、看眼神

通过观察眼神，我们可看出客户是否有意向将订单下给自己。眼

神可以表露出客户是否对产品感兴趣。那些客户只看一眼就将目光转移

的产品，自然不需要进一步推荐；如果客户一直盯着一个产品看，而且

仔细听业务员的讲解，这时你一定要特别关注；或者客户看到一个样品，

伸手上前去触摸，然后询问详细信息的也要特别留意。另外，如果客户

一进展位就直奔某一产品而去，或者客户在和业务员在交涉中越聊专注，

都是非常积极的信号。

2、看装扮

如果客户两人组队，就要观察其衣服或行李箱上是否有公司

LOGO，有没有穿正装。

3、看团队

如果客户多人组团，一般都是比较大且正规的公司采购团队，其

中有买手、产品经理、设计师等。另外，有些团队中可能还包括公司老

板，这种情况更多地出现在韩日客户当中。

4、看询问内容

具体来说，客户是否询问产品细节，或者是否自带样品，并且询

问业务员没见过的新产品，或者是否咨询相关新开发的产品信息。

对于一个业务娴熟、经验丰富的业务员来说，做出判断其实只需要

几秒钟时间，甚至在与客户深入交流前就可以在心中准备数个预备方案。

三、根据客户情况调整商谈策略

参展过程中，业务员介绍产品和展位上产品摆放一定要有主次之

分。类似时装发布会，一定要有重点。要确定自己的主打产品或者主推

产品，要分清哪些产品针对哪一类客户……这些细节都应该提前就安排

布置。

首先，针对老客户，应该推什么产品，如何报价，对订单量的要

求等策略，都应该在参展前就定好。

其次，边谈边观察客户的反应。有时候业务员推荐的产品不一定

适合客户，这时就要根据客户透露的信息随机应变。另外，如果客户突

然提到某个展会中没带来的产品，那么就要借此产品留住客户，以创造

与客户进一步细谈的机会。

再次，很多客户来参展并不会只待几天，而会留出足够的时间面

见老供应商，同时认识新供应商。业务员应该借此来争取与客户进行展

会之外的见面机会。

四、争取进一步见面的机会

客户在展会上会见到很多展商，而展会上的交谈时间不一定足够，

所以客户会很快遗忘绝大部分的参展商。除非参展商的产品无法替代，

或者完全符合客户的要求，才能保证客户对自己印象深刻，但这种可能

性近乎于零。

如果通过分析判断出该客户非常有价值，那么一定要说服老板在

价格、服务或者其他方面做出适当让步，让自己具有足够的吸引力，同

时还要争取和客户进一步面谈。

事实上，现在的客户非常精明，他们很少当场下单，因为需要时

间整理和对比。这就要求业务员对目标市场有所积累和了解，知己知彼，

在恰当的时间推荐适合的产品，给予合理的价格和良好的服务，如此便

容易接到订单。

[ 导语 ] 2015 年泰国国际办公耗材暨 3D 打印展，将于 9 月 15-16 日在泰国曼谷市中心的 QSNCC 展馆隆重举行。亚洲再

生业团队作为本次泰国展的主办方，力求帮助每个参展商能在展会上收获满满。想要收获更多，展会现场如何更好地获得来自

陌生买家的订单是重要一环。因此，我们特地给大家分享此篇展会经验文章，希望能有所助益。

很多参展商在展会开始前就会提早联系当地的客户，约好时间在展会现场商谈，这无疑是一种非常稳妥的获取订单的方式。

不过，事先已经约好的客户毕竟是少数，相信很多时候更多的订单还是来自展会现场的陌生买家。在对客户一无所知的情况下，

如何才能尽快判断客户的情况，从而用合适的方法来与之商谈合作事务呢？简而言之：察言观色，望闻问切。

展会热点


2015 年 9 月总第 137 期


How to Increase Orders at Thailand Show

外语、专业、敬业——泰国展现场接单三板斧相比国内展会，参加国际展会有更大的几率获取高质量订单，而

且这种几率与国际展会的规模成正比。展会越大，机会越多，这是由

国际展会的特殊性质决定的。

国际展会最大的特点就是参与门槛高。国际展会——尤其是大型

国际展会——一般都要对参展商收取数额不菲的费用，再算上住宿和

出差要花费的人力物力成本，以及对语言和专业的双重要求，这样就

极大提高了参展商的档次。对于买家来说，来参加国际展会的成本往

往也不低，很多人在来参展时就已经有了购买意向和计划，甚至在来

之前就已经下了订单。因此，国际展会上的买卖双方会更有做成买卖

的诚意，从而减少恶性竞争和盲目压价的情况发生。

其次，国际展会上的订单有很大的潜在利润空间。外国的买家在

权衡产品价格时往往参考本国的市场情况，而物美价廉的“中国制造”

很多时候就有极大的吸引力。中国产品在外贸里的利润，就存在于国

内成本和国外价格之间，其在外国市场的定价完全可以让买卖双方都

满意。

国际展会的客观优势如此明显，但是仍然有很多中国企业抱怨收

获不大，其原因因人而异。国际展会效果不好，除了企业本身实力限

制和事先准备不足等原因之外，展会现场的人员素质及表现也可能是

重要影响。

外语、专业、敬业，缺一不可

由于国际展会及外贸的特殊性，参加展会的工作人员必须拥有娴

熟的外语水平和过硬的业务能力。首先，有经验和没经验的销售人员

不管在态度上还是在服务意识上都是不同的，这一点上外贸和内贸没

有什么本质的区别。但是，外贸与内贸的本质差别就在于对外语水平

有严格的要求。

若工作人员业务专业但外语水平不够，无法与外商正常交流，连

基本的沟通都有问题，外商自然不会痛快下单；若工作人员外语水平

过关但不够专业，那么和外商交流时就无法直入重点，外商的问题得

不到有效解答，甚至连自己做的产品的基本数据都说不清楚，想要获

得订单也纯粹是天方夜谭。

另外，有些时候，就算参展工作人员无论是外语水平还是业务水

平都合格了，但是他们却对展会工作缺乏敬业精神，这也是不行的。

他们平时出工不出力；如果老板不在，有人就干脆直接放羊了。外商

明明对参展商产生了兴趣，在展位上却得不到积极专业的服务，肯定

会对展位代表的公司留下坏印象。

解决的办法

有一些公司的老板为了省钱省事，在挑选出国参展的员工时认为

“只要会说外语就行”，因此会找一些没有什么经验的人，给的待遇

也很低。这些人不仅缺乏业务能力，工作积极性也

不高，因此也不会在国际展会上给公司赢得更多的

收益。

对于公司老板来说，在挑选和培训负责外贸参

展的员工时一定不能贪小便宜，因为这些工作人员

的工作与公司的利益息息相关。对外招聘时应该推

出更有吸引力的待遇条件和更高的业务能力要求，

从而拥有真正能发挥作用的员工；对于现有的员工，

要加大培训的投入，提高待遇，增强其责任感和敬

业精神。

总之，现在已经不是仅凭一点外语能力就能在

外贸里赚大钱的时代了。要想在国际市场上一展身

手，就需要外贸工作人员拥有更全面的能力和更敬

业的态度。

市场动态


2015 年 9 月总第 137 期

艾派克完成连环并购珠海赛纳重装上市

艾派克继 5 月 7 日发布资产收购预案，拟以总价

约 6296.73 万美元，全面收购全球最大第三方打印耗

材配件生产及贸易商美国 SCC 之后，近期依靠大资金

投资再下一城。

珠海艾派克科技股份有限公司 8 月 12 日发布公告

称，已于当日收到中国证监会通知，经中国证监会上

市公司并购重组委员会 2015 年第 67 次工作会议审核，

公司发行股份购买资产并募集配套资金暨关联交易事

项获得无条件通过。经申请，公司股票将于 8 月 13 日

复牌。

根据方案，艾派克拟以 20.49 元 / 股向控股股东

赛纳科技定增 1.098 亿股购买资产，合计交易价格为

22.5 亿元。交易标的一是赛纳科技耗材业务全部经营

性资产、负债；二是赛纳科技持有的经营耗材业务子

公司全部股权，即珠海爱丽达、珠海纳思达、珠海格

之格、赛纳香港、赛纳荷兰、赛纳美国 6 家公司 100%

的股权，实现整体上市。

此次交易完成后，珠海赛纳将集通用耗材、再生

打印耗材及通用打印耗材芯片业务于一体，整合了同

类业务，大大降低经营管理成本，形成更为完备的业

务链以及更为丰富的产品种类，有助于发挥协同效应，

提升资产质量，增强抗风险能力。同时，借助这次重

大的资产重组，珠海赛纳可进行更为透明更为高效的

资本运作，从而在资本市场上进一步做大做强。

Epson’s Eco Tank is Major Game-Changer Merged with Apex, Zhuhai Seine Becomes Public Company

“我早就看你们不爽了” 爱普生 EcoTank

逼死同行？数十年间，比起售卖

打印机本身，各大打印设备

制造商依靠销售墨盒赚取了

更多的利润。不过，各大

OEM 厂商的财富之路也不

是一帆风顺。长期以来，在原装品牌墨盒被打上“昂贵”烙印的同时，

非原装的墨盒替代品一直是打印机制造商的眼中钉肉中刺。《华尔

街日报》作者 Wilson Rothman 指出：爱普生、佳能、惠普等企业

以低廉的价格出售打印机，再靠昂贵的墨水来增加收入，这已经成

为了一种规则；而运营非原装产品的竞争者却一直在挑战着这种规

则，让原装品牌步履维艰。现如今，爱普生已经找到了应对麻烦的

有效方式，其发布的 EcoTank 系列产品足以改变整个行业的游戏

规则！

爱普生近日发布的 5 款 EcoTank 新机型，用四个大容量墨仓

代替了原本的塑料材质墨水容器，这种墨仓可以让一名儿童轻松容

身，而且其墨水容量足够使用数年时间！价格？比可替代墨盒低十

倍之多 ! 但另一方面，在打印机价格方面，比起市场内价位在 100

美元左右的竞争者，爱普生的 EcoTank 机型的价格为 400 美元左

右。

值得注意的是，多年以来，真正能够改变喷墨打印市场的企业，

除了爱普生之外别无二家（也许还要算上兄弟公司，但兄弟公司

的墨仓式打印机刚刚起步，不好置评）。在爱普生北美公司 CEO

John Lang 看来，这要归功于爱普生打印机使用的打印头。爱普生

使用机械打印头，支持长期重复使用，而市场上的竞争者们使用的

则是一次性的热敏打印头，更长的使用年限让爱普生打印头拥有巨

大的优势。特殊设计的爱普生打印头可以直接嵌在打印机内部，而

打印机使用的墨水可以依靠挂在机器侧面的墨盒或墨仓来很方便

地灌注，这些都是其他品牌打印机无法实现的功能。

针对爱普生的新产品系列，爱普生美国公司负责销售及市场

的副总裁 Keith Kratzberg 评论道：爱普生 EcoTank 系列产品将会

给整个行业的商业模式带来天翻地覆的变化。在过去，打印行业的

最大利润点是耗材替换、产品服务和技术支持，而 EcoTank 产品

的出现将会给整个行业带来全新的盈利模式。

至于 EcoTank 系列的目标市场，爱普生声称将以家庭及小型

企业用户为重心。但实际上，爱普生的野心远不止如此，因为爱普

生还拥有价格在 400 美元至 800 美元之间的打印机系列，该系列

专门针对中等规模的公司。

市场动态


2015 年 9 月总第 137 期

市场动态


2015 年 9 月总第 137 期

Memjet Sues HP: PageWide Infringes Waterfall Patent

24 Network Tools for Foreign Trade

猎人终成猎物？惠普 PageWide 被控侵权

近日，一家名为 Memjet 的公司将惠普公司告上了美国加利福尼亚南区法院，控诉惠普侵犯了自己“page-wide waterfall”

打印技术的 8 项相关专利。

此次控诉涉及的 8 项专利包括：

美国专利第 6,575,549 号，专利名称“Ink Jet Fault Tolerance Using Adjacent Nozzles”；

美国专利第 6,880,914 号，专利名称“Inkjet Pagewidth Printer For High Volume Pagewidth Printing”；

美国专利第 7,156,492 号，专利名称“Modular Printhead Assembly With A Carrier Of A Metal Alloy”；

美国专利第 7,325,986 号，专利名称“Printhead Assembly with Stacked Ink Distribution Sheets”；

美国专利第 8,662,636 号，专利名称“Inkjet Printhead Having Rows Of Printhead Segments”；

美国专利第 8,678,550 号，专利名称“Printhead Assembly With Laminated Ink Distribution Stack”；

美国专利第 8,696,096 号，专利名称“Laminated Ink Supply Structure Mounted In Ink Distribution Arrangement Of An

Inkjet Printer”；

美国专利第 9,056,475 号，专利名称“Inkjet Printer With Web Feed Maintenance Assembly”。

该诉讼要求惠普停止未经授权使用 Memjet 已得到专利认证的 page-wide waterfall 技术，并赔偿惠普 PageWide 系列打印机

违规使用该技术对 Memjet 造成的损失，涉及的打印机产品包括 Pro X generation 系列办公用打印机、T 系列商用印刷系统以及

PageWide XL 系列产品。而惠普之前曾表示计划将在未来的宽幅打印机和 3D 打印机中使用 PageWide 技术。

据了解，Memjet 是一家私人公司，总部在圣迭戈，并在都柏林、悉尼、台北、新加坡、博伊西、爱达荷州设有办事处。该公

司是彩色打印技术研发领域的佼佼者，为打印行业内的 OEM 厂商提供打印技术和配件。在过去的十年里，Memjet 投入了大量资

源来研发 page-wide waterfall 技术，并通过大力发展显著专利组合来保护该技术，具体措施包括在页宽喷墨打印领域申请几千项

美国或国外专利。

外贸市场推广者要注意三点：

1. 适应新的推广方法和标准；

2. 学会合作沟通，因为很多同行的

能力不一定比自己差；

3. 学会使用新工具让工作更加顺畅。

以下的 24 种工具你也许不是全部都

认识，但是可以每个都去尝试下，你就

会发现很多都能在你工作中发挥作用。

SKYPE

几乎所有人都在用！使用者想通过

它打电话给老外只需要购买卡充值。同

时 SKYPE 对于跨境电商也非常实用，很

多 FREELANCER 或者 FIVER 上的老外

都可以加你的 SKYPE 与你联系来协助你

进行外部推广。发 PR、SEO 外链、小语

种翻译，都可以通过 SKYPE 来进行沟通，

远比邮箱好用。

ONE DRIVE

当市场部有很多成员时，有时需

要共享学习文件，或者推广公用资料，

又或者要共享报告，这时最需要 ONE

DRIVE 来分享和推广材料，好让 SEO、

EDM、PPC 都可以随意下载。不过在国

内也有很多人在用拥有类似功能的 360

云盘等工具。

GOOGLE DRIVE

只要有 GMAIL 就可以随意使用

谷歌关联的一切工具，包括 GOOGLE

DRIVE。使用者可以通过它创建、分享、

协作各种类型的文件，包括视频、照片、

文档、PDF 等。GOOGLE DRIVE 可跟踪

用户所做的每一处更改，因此用户每次

点击“保存”按钮时，系统都会保存一

个新的修订版本。系统会自动显示 30 天

之内的版本，用户可以选择永久保存某

个修订版本。谷歌拆分云存储服务，推

出独立文档编辑应用。

DROPBOX

如果要分享大文件给自己的推广团

队那么就非 DROPBOX 不用，使用者可

以随时将电脑桌面上要分享的文件拖进

DROPBOX 给大家分享。

CO-OP

该工具比较简单，可以邀请同事议

论议程，可以分享链接或者文字，可以

群聊，可以进行简单的工作沟通；缺点

是暂时不能发图片，不能实时更新，而

是要通过 UPDATE 按钮来更新。

外贸 24 种实用网络工具

市场动态


2015 年 9 月总第 137 期

WEBEX

可以用于远程会议交谈和分享文件。

BASECAMP

用户可以通过 IPHONE 管理自己在

BASECAMP 上的项目，和同事讨论事务、

浏览检查代办事项，添加附件或者发表

评论。

MAVENLINK

也是项目管理工具之一，比较突出的

功能是可以跟踪时间和项目的花费情况。

DOCURATED

可视化的文档管理工具

DOCURATED，是一款用来管理和查找

文件及信息的工具。它最大的特点在于强

大的搜索能力和图片式的查看方式。假如

想找到某个 PPT 里的一段话，但很不幸

忘掉了 PPT 的名字，可以直接搜索这段

话里的文字，这张 PPT 的页面就会呈现

出来。而且它的功能不仅仅是把 PPT 找

出来，还是内容页层级的搜索，也就是说

DOCURATED 对内容的收录抓取并不仅

是以文件为单位，还可以页面为单位。此

外，还能自定义搜索的日期范围、给关键

词加引号，这样将只显示和引号内关键词

顺序一样的结果等等。在内容管理方面，

DOCURATED 可以收录抓取本地和云端

（DROP BOX 等）的所有文件，以缩略

图的方式进行展示。你可以方便地分享和

编辑某个文件，甚至文件中的某张照片，

或者把不同文件中的内容快速合成一个新

文件。

HOOTSUITE

社交媒体管理平台。它可以关联

TWITTER、TUMBLR、INSTAGRAM、

YOUTUBE、GOOGLE+ 和 LINKEDIN 的

账号，还可以提前设定发帖时间等等，

还支持通过关键词来筛选关注者。

MOZ

相信很多 SEOER 都认识这个软件，

MOZ 发表的博文或者 SEO 的数据非常

权威，这个软件可以查看对手的链接，

跟 AHERFS 有比较相似的功能。

PIKTOCHART

信息图在线制作工具。用户可以将

信息图导出成静图，用于 PPT 展示或网

页、博客中。当传播一些信息数据的时候，

可以通过该工具把它们可视化，做成图，

从而产生更好的传播效果，也能给读者

更好的阅读体验，这一点在大数据年代

显得尤为重要！

PREZI

一种主要通过缩放动作和快捷动作

使想法更加生动有趣的演示文稿软件，

ZOOM OUT 能纵观全局，ZOOM IN 则

可以明察细节。

PASSPACK

在线密码管理软件。这款密码管理

程序完全基于 WEB 浏览器，用户可以在

线进行各种复杂的操作，如帐户管理、

自动登入、密码自动生成等等。

JOIN.ME

提供屏幕分享服务。运行后，你会

得到一个特殊的链接类似 HTTP://JOIN.

ME/389-378-258，将这个链接分享给

其他人（可多人），通过浏览器就能看

到分享者的当前电脑屏幕，实时更新，

根据网络情况稍有延时。并且可以进行

文字聊天，以及让对方控制你的鼠标（需

要你的同意）。

FLICKR

用于上传图片的网站，是雅虎旗下

的网站。上传图片后可以进行描述和加

链接等改动，推广人员可以把产品的图

片或者优美的专区图片上传以获取点击

量。虽然一般情况下直接利用 FLICKR

来推广的纪律不大，但是还是有必要上

传自己网站上的各种好看的图片。

MIND42

在线创建心智导图应用程序，可帮

助刺激思维，帮助整合思想与信息，也

可提供观念图像化的思考策略，做数据

的人用起来可能会比较好。

TWIDDLA

在线协作会议平台。使用 TWIDDLA

参与会议的人不仅能够通过画图板协作

交流，同时也可以进行文字交流，分享

文件，语音交流，分享浏览的网页等等。

与上面列举的软件部分功能相似。

WEVIDEO

提供云端视频编辑服务。视频制作

费时费力，同时也很费硬件资源。用户

在制作视频时可能总会觉得硬件资源不

够用，特别是在最后渲染时需要经过漫

长的等待。基于云端的视频协作编辑平

台 WEVIDEO，提供的在线视频处理服务

能满足企业级应用。

JING

用起来很顺手的屏幕截图、录制软

件，来自于大名鼎鼎的民用数码编辑软

件公司 TECHSMITH。其主要功能就是截

/ 录屏，截屏后可以编辑图片，还可以一

键分享至不同的社交媒体。

FLOCKDRAW

使用这款工具可以随意画图，然后

你的同事或者朋友都可以参与画图过程

改造，有助于团队在讨论渠道推广或者

其他规则制定时的思想碰撞。

ZOHO

致力于在线办公的研究，是全球第

一大在线软件提供商。

YAMMER

类似新浪微博的线性回复模式，

增大了 YAMMER 的社区功能。同时，

YAMMER 并不支持转发，同时相对封闭，

因此 YAMMER 几乎不具备微博的媒体功

能。可以手动给信息增加 TAGS（主题），

对信息进行分类；可以创建不同的群组

和网络，用户可以和公司外部的人联系。

支持上传文档、图片、通用格式的文件等。

支持日历、投票和问答的功能；针对多

人的私信（替代电子邮件功能），用户

可以通过电子邮件来接收 YAMMER 的信

息，也可以通过发邮件的方式发布信息。

其他谷歌产品

GMAIL、GOOGLE ALERTS、

GOOGLE ANALYTICS、GOOGLE APPS、

GOOGLE CALENDAR、GOOGLE

HANGOUTS、GOOGLE INSIGHTS、

GOOGLE TALK。

市场动态


2015 年 9 月总第 137 期

亚洲是全球增长最快的印刷市场。事实上，据 NPES 协会

于 2013 年开展的一项研究 “全球印刷市场：寻求印刷行业的

全球机遇”预计：截止 2017 年，中国和日本将成为全球排名

前三的两大印刷市场，而中国的增长速度比其他地区快五倍。

随着喷墨印刷技术的爆炸式发展以及图书出版需求的增长，

印刷服务供应商 (PSP) 在该领域迎来了新的业务增长机遇。喷

墨技术在图像品质、印刷速度和承印物方面占据优势，可帮助

印刷服务供应商抓住这一机遇，以全新的方式满足客户的多元

化需求。

据 IT Strategies——一家专注于北美、欧洲、日本和中国

市场的数码印刷咨询公司称，亚洲 50% 的喷墨设备新装机用于

图书印刷。鉴于此巨大商机，印刷服务供应商应重新思考喷墨

技术在图书出版领域的应用。

转变中的图书行业

在图书行业，我们已经看到新的业务模式所带来的影响，

例如零售网点的增加、网上书店的涌现以及付费阅读的选项。

这些新的模式潜移默化地改变着消费者的行为，并要求供应商

打破传统方法的桎梏，以支持全新的思维方式。技术的最新进

展有助于推动供应商做出调整并采取创新方式，以更好地服务

客户。

随着这种转变，我们迫切需要重新思考图书的供应链，确

保客户可以在正确的地点、正确的时间，获得正确数量的正确

产品。变革往往蕴含着巨大商机，在图书出版领域，这一商机

就是喷墨技术。

图书出版商面临的一项重大挑战就是如何在不增加运营资

本压力的情况下，应对不断增加的书目。他们需要找到一种方式，

以便在客户需要的时候，高效地印刷客户所需的书目并确保数

量准确无误，无需将数百万美元的运营资本浪费在维持不必要

的库存上。凭借喷墨解决方案，PSP 可以通过数码印刷技术以

及印刷短板化，最大程度地缩减库存。这将有助于释放资本，

并可使更多书目采取频度更高且数量适当 ( 通常较少 ) 的打印

策略。

未来几年，出版商的目标在于脱离印刷配送业务。一旦从

配送流程中脱离出来且更加专注于拓展书目，就能大幅缩减运

营资本并减少库存。出版商可以与全球的印刷合作伙伴和批发

商进行合作，处理直接订单——打造一种可以方便地配送印刷

文件并在需要时设置书目自动更换的基础架构。依托喷墨印刷

技术，出版商可以更加接近目标，并在不影响质量的情况下，

以更具成本效益的方式管理印刷流程。

重新思考喷墨技术对于图书出版的影响

PSP 在考虑转向喷墨技术时，收购成本是一项重要考虑因

素。每家打印店的经济状况各不相同，具体取决于客户组合、

价格、纸张、工作流程、生产能力和操作环境——导致购买喷

墨设备的型号和价格会略有区别。通过分析采用喷墨解决方案

前后的总体拥有成本 (TCO)，PSP 可以清晰了解该技术对于他

们及其客户有何作用。这可归结为盈利能力、打印店的整体收

益以及 PSP 可提供给客户的价值主张。

如今的高容量喷墨印刷设备完全可以满足高度复杂且瞬息

万变的市场环境。正因如此，提供正确的印刷、工作流程、印

后处理和服务变得至关重要。要准确满足客户业务模式的需求

就意味着印刷技术必须足够灵活以便紧随市场趋势，抓住发展

机遇。

喷墨技术可令图书出版行业在以下方面获益：

• 缩短按需印刷周期

• 印刷更多特殊和自出版书目

• 降低库存、仓储和退货风险

• 自动化工作流程，使操作时间缩至最短

• 通过更好地管理重印、重版书目录和绝版，创造新的利

润来源

• 加快产品上市

•采用诸如 Xerox Free Flow Digital Publisher 等解决方案，

可使手机版、网页版、社交版和印刷版等数字出版自动化

下一波变革已经来临

毫无疑问，由于印刷服务供应商希望增强并推动图书出版

行业的盈利能力，喷墨印刷正逐渐成为业内领先技术，并让用

户有了两全其美的选择，不必在速度、产量与图像品质、色彩

和个性化之间进行取舍。喷墨技术正在弥补胶版印刷和数码印

刷之间的差距——为印刷服务供应商的业务方式带来变革，尤

其是在图书出版领域。

喷墨技术与图书出版下一波变革已经来临？

Changing Ink-Jet

市场动态


2015 年 9 月总第 137 期

市场动态


2015 年 9 月总第 137 期

国产墨水的现状

2015 年上半年，国内市场墨水需求量在 2000-2200 吨 /

月左右。从墨水产品质量上看，国产墨水和进口墨水已在一个

水平线上，两者非常接近。因为国内和欧洲的陶瓷墨水企业基

本拥有相同的原材料供货商，相近的设备、生产工艺和检测标准，

决定了墨水的最终质量基本一致。只是在新型墨水开发方面，

西班牙和意大利的生产企业走在国内同行前面，但国内企业也

紧随其后并不断缩小差距。

国产墨水市场占有率

国产墨水从 2013 年的 25% 市场份额增至 2014 年底的

50%，而到 2015 年 5 月，市场份额估计已超过 60%，标志着

我国陶瓷工业已进入墨水国产化时代。随着国产墨水的进一步

发展，其市场占有率会进一步提高，估计最后国产墨水的份额

达到 80% 后会趋于稳定，还有 20% 以上的增长空间。

市场分布

目前国内陶瓷墨水的进口品牌或外资企业生产的墨水有 7

家：意达加、陶丽西、福禄、卡罗比亚、司马、美高和菲特。

其中意达加和陶丽西在全国性市场上领先，处在进口品牌的第

一梯队；其他的 5 家墨水只在区域性市场应用，应属第二梯队。

据行业媒体统计，国产陶瓷墨水生产企业有近 15 家，但

真正在市场中使用的可见品牌只有近 10 家，其中可分为 3 个

梯队：有上市公司背景的 2 家墨水生产企业，其产销达到 500

吨 / 月以上，在国内处于第一梯队；有 3-4 家墨水企业产销在

100-250 吨 / 月，在国内处于第二梯队；剩下的 4-5 家企业产

能均在 100 吨 / 月以下，可归为第三梯队。国瓷康立泰已完成

产能达到 800 吨 / 月的生产目标。在陶瓷墨水目前的市场格局

下，第一梯队还会快速发展，第二梯队会艰难的跟上，第三梯

队基于规模和效益问题，很难成长起来，会被市场慢慢整合掉。

2015 年将是行业重组关键的一年。

价格趋势

目前陶瓷墨水的价格已由去年的 60 多元均价下降到 50 多

元，我们认为价格会在这个区间稳定一段时间。降价对陶瓷墨

水企业来讲是一把双刃剑，用便宜的原材料取代优质原材料，

产品或多或少会出现波动。如果质量品质出问题，其后续的技

术服务、设备喷头维护以及客户生产受影响等造成的损失会比

降低成本获得的利润大很多。在目前的市场格局下，墨水的价

格基本没有多大的下行空间。

国产墨水的发展方向

由于陶瓷墨水的现有产能或已规划产能已基本超过市场需

求，墨水企业必须进一步提高产品的质量和稳定性以及自身产

业链整合来降低成本，增加产品的多样性和在新产品的开发使

用上下功夫，才能在激烈的市场中生存。

产品的多样性：目前常规颜色的陶瓷墨水已变成一个通用

型标准化的产品，大部分厂家的墨水可以互换替代使用。为了

满足企业产品多样化和个性化的需求，必须在墨水的颜色品种、

深浅和适应性上进行创新，提供多品种墨水，方便客户使用并

提高产品附加值。除了地砖和内外墙外，腰线砖和低温陶瓷墨

水也会有一定的市场。

功能墨水：开发具有哑光、亮光、金属、下陷和闪光等装

饰效果的功能墨水，形成系列化产品。同时结合产品设计创新，

有效地利用功能墨水的特殊效果，为客户创造增值服务。

新型墨水：随着设备厂推出装有新型喷头的喷墨打印机，

墨水企业要做到快速匹配和超前配合。例如墨水企业要开发适

应 Xaar GS40 喷头的大墨量墨水，适合 Dimatix 星光 1024 水

性和大墨量墨水，以及开发 Xaar 1002 SBX 和 001 喷头的喷釉

墨水。

墨水企业唯有在以上创新点上取得突破，才能有机会获得

一定的利润空间，保证企业具有持续发展的生命力。

2015 年国产陶瓷墨水市场份额将超六成

Chinese Ceramic Inks Will Hold More than 60% of Local Market

市场动态


2015 年 9 月总第 137 期

市场细分


2015 年 9 月总第 137 期


3D打印编年简史如今，人们为 3D 打印技术所创造的各种奇迹而惊

讶不已，而容易被忽略的事实是，3D 打印居然是 20 世

纪 80 年代才出现的全新技术领域。1981 年，日本科学家

Kodama 博士提交了一项快速成型技术的专利申请，这也

是 3D 打印技术的雏形。1986 年，现今 3D 打印市场佼佼

者——3D Systems 公司创始人 Chuck Hull 拥有了名为“光

固化快速成型技术”的工艺专利。现在，激光烧结技术和

多喷嘴打印技术等新技术已后来居上，不过光固化快速成

型技术也没有被淘汰。

尽管 3D 打印技术在 1986 年便被授予专利，但第

一台 3D 打印机直到 1992 年才面世。这台机器由 3D

Systems 制造，其速度慢如蜗牛，但这并不影响其所代表

的巨大开创性意义。90 年代末期，科学家们已经能够使用

3D 打印材料来培植人造膀胱，这也是 3D 打印在进入开源

时代之前所取得的最大成就。

世界第一款开源 3D 打印

机 RepRap 面世于 2004 年，由

英国巴斯大学的 Adrian Bowyer

博士等人设计制作。该机器具

有一定的自我复制能力，能够

打印出自身组件。多年来，随

着部分关键性专利到期，影响力越来越大的 3D 打印开源

运动已经成

为促进 3D 打

印发展的最

大动力。

时至今

日，我们拥

有了 3D 打印

汽车、3D 打

印飞机、3D 打印手术用品，甚至是 3D 打印脊柱：中国有

一位患罕见骨癌的患者接受了 3D 打印脊柱植入手术。我

们有充分的理由相信，3D 打印前途无量！

北美独占 3D打印三分之二市场据市场观察公司 Context 报道，北美地区的 3D 打印

机销售额在 2015 年第一季度翻了一番，几乎占了全球市

场份额的三分之二。具体来说，北美地区的 3D 打印机出

货量占总量的 63%，而欧洲区以 20% 的出货占比紧随其

后。而在全球范围内，随着 3D 打印科技的进步和越来越

多新品牌的出现，低于 5000 美元的低价位机型市场暴涨

了 114%。

Context 指出，3D Systems、XYZPrinting 以及

Ultimaker 这 3 家行业巨头第一季度的财政状况良好，而

Stratasys 的日子却不太好过。对于新晋 3D 打印企业来

说，最值得关注的同行无疑是 M3D 公司，该公司发布了

一款价格低于 299 美元的 3D 打印机，并在众筹网站平

台 Kickstarter 上筹得超过 340 万美元，机器预售量超过

10800 台。

另外，市场研究公司 Canalys 估计，2015 年 3D 打印

机及耗材市场规模将达到 52 亿美元，且 2015 年之后的四

年内将达到惊人的 202 亿美元。

3D打印房屋仅需 30分钟近期，法国南特大学的研究人员在 Capacites 公司工

市场细分


2015 年 9 月总第 137 期


程师的帮助下，开发出了一款名为INNOPrint 3D的打印机。

这台机器能够打印出

长宽高均为3米的建筑物，

包括所有的墙壁甚至屋顶。

这些结构完全由 3D 打印

而成，防水而且隔热。该

研究小组正在进一步改进这台机器，扩展其功能，使其能

够打印出研究人员期望大小的建筑结构。

据了解，他们目前正在开发的新版本 3D 打印机，能

够3D打印出7米高，在X、Y轴方向上无限长度的建筑结构，

这样就能够在几个小时之内，在现场打印出房屋或者土木

建筑。

该试验若最终成功，能为人类抗击巨大自然灾害提供

巨大帮助。在经历了如飓风、海啸、龙卷风、地震或洪水

等此类灾害之后，大量的人都需要救助。而除了食品之外，

这些受害者最需要获得的就是栖身之所，而 3D 打印房屋

的技术可有效解决他们的燃眉之急。

DNA——新 3D打印材料近日，来自芬兰阿尔托大学（Aalto

University）的研究团队实验了一种新

3D 打印材料——DNA，可用于构建

纳米结构。该团队先构建不同形状的网格模型，再将 DNA

分子束置于其中并让它们互相缠绕，最终形成所需的 DNA

结构。该实验是在不同浓度的生理盐水环境下进行，研究

者希望借此研究此技术是否能在低溶液浓度环境下生效，

尤其是在与人类体液浓度相同的环境之下。

该技术的最大优点是能够打印出任何形状的 3D 打印

DNA 分子结构，从而极大推动包括细胞生物学在内的多个

项目的研究与发展。而随着该技术的进一步改进，在未来

将用于制造能够适应不同人体或外界环境的智能药物和分

子生物传感器。

目前，研究者们已经成功制造出棍形、球体、螺旋体、

瓶装以及斯坦福兔等多种形状的 3D 打印纳米结构，其尺

寸均在 20 至 100 纳米之间。

3D打印建材“大麻石头”替代水泥，可大

幅降低碳排放生产一吨水泥需要 470 万 BTU 的能量，这与大约

300 斤煤的产出能量等价。而更为惊人的是，该过程同时

能制造将近一吨二氧化碳，所以就不难理解为何很多环保

主义者会如此抵制水泥制造产业。与此同时，还有很多人

在积极研究各种方法以替代水泥的使用，这其中就包括

3D 打印技术。

近日，由 Chad Knutsen 领导的团队已经向 MIT

Climate CoLab 提交了一个项目计划。该计划如果成功，

可借助 3D 打印技术减少全球每年 7-8% 的二氧化碳排放

量。Knutsen 提议使用一种用大麻（这种大麻不是那种可

以制成毒品的植物，而是另外一种以提供油脂、纤维为

主要功能的植物）制成的石头来代替水泥。这种所谓的

“hempcrete（大麻水泥）”或“hempstone（大麻石头）”

能够使用最少的材料，以骨架的形式 3D 打印成便于处理

的块状（见下图）。

Knutsen 的团

队希望用大麻水泥

打造一个房屋。所

谓的大麻水泥，是

用微粉化的石灰石

制成，并加入了经

过研磨细化的大麻

纤维。该计划是使用专有技术粉碎材料，并将其从自然结

构中分离出来（主要是利用谐振频率和负空气压力，而不

市场细分


2015 年 9 月总第 137 期


是热和摩擦）。这些大麻水泥将会被注入轻量化、容易运

送的用塑料 3D 打印而成的框架中，从而生成房屋。人们

可以像使用砖块一样将这些“大麻石头”堆叠在一起形成

房屋的主题，而且可以在设计房屋时把一些如布线之类的

功能加进这些砖块中去。另外，由于所使用的大麻在全世

界都能生长，几年之后，“大麻水泥”就会石化——从植

物演变成石头，这意味着更多的二氧化碳将会在建设和石

化的过程中被吸收。该团队建议用其它新型的非商业化环

保技术来装备这栋屋子，这样他们就可以给许多发明人一

个机会，将他们的发明作为未来大麻石头房子的一部分进

行展示。

用大麻水泥来替代传统的水泥，除了可以降低二氧化

碳排放量之外还有其它的一些好处，比如材料更加耐久。

Push Design 公司的 David Mosrie 参与了第一栋大麻水泥

房屋的设计，他解释说，这种建筑相当有吸引力，因为它

们可以经得起时间的考研：“它的耐用性与我们所看到的

其他建筑材料完全

不同，除了石头。

而由于没有灰浆连

接失效的可能，它

甚至可能超越石

头。欧洲正在进行

研究的研究者估

计，这种材料制成

的墙的系统寿命为 600-800 年。”

北航 3D打印飞机大型关键金属构件关于 3D 打印技术在中国航空制造业领域的应用，香

港《南华早报》曾报道，中国第一款本土商用客机 C-919、

第一款舰载战斗机歼 -15、多用途战斗轰炸机歼 -16、第

一款本土隐形战斗机歼 -20 及第五代战斗机歼 -31 的研

发均使用了 3D 打印技术。

2014 年，北京航空航天大学航空材料专家王华明教

授在中国科学院一个专题讨论会上曾表示，中国现在仅需

55 天就可以“打印出”C-919 客机的主风挡整体窗框。

王华明说，欧洲一家飞机制造公司表示，他们生产同样的

东西至少要 2 年，光做模具就要花 200 万美元。2012 年

1 月 18 日，王华明教授主持的“飞机钛合金大型复杂整

体构件激光成形技术”项目获得国家技术发明一等奖。王

华明认为，中国大型 3D 打印技术已超过美国，因为许多

美国同行只是用这门技术生产“小玩意”。

在 2014 年举办的第十届珠海航展上，当时唯一的一

家 3D 打印参展商西安铂力特激光成形技术有限公司展出

了一件展品，一个受损后经 3D 打印技术修复的战斗机

涡扇发动机叶片。据了解，这块叶片是战斗机在使用过

程中造成损坏，由西安铂力特使用 3D 打印技术进行了修

复，实现了损坏零部件的修复再利用。还有一件展品就是

C919 客机缘条零件，该零件是首次在航展上曝光，其标

志着作为大型客机的承重部件，已经能够使用国产的 3D

打印技术制造。

而在 2015 年 7 月，国防科技工业军民融合发展成果

展上，北京航空航天大学展示的 3D 打印国产飞机大型关

键金属构件，又引起人们对 3D 打印技术在航空制造业领

域应用的关注。

这一具使用大型金属构件激光增材制造 ( 即“3D 打

印”) 技术所生产的大型部件，是航空飞行器所使用的机

体部件之一。该展品宣传展板上显示：北航激光增材制造

近 50 件大型关键钛合金、超高强度钢构件，通过大型运

输机、大型客机、舰载机、新型火箭等装备的静强度、动

强度、疲劳寿命、冲击、震动等全尺寸零件试验考核。

据了解，这款以实物展出的大型飞行器构件，是迄今

国际上最大的激光增材制造（3D 打印技术）主承力关键

钛合金构件飞机机身整体加强框，无模、整体、快速研制。

与传统技术相比，有着高性能、低成本、快速试制的特点。

展出的这款飞机机身整体加强框，生产周期只有采用

市场细分


2015 年 9 月总第 137 期


传统技术制造的五分之一，同时在强度、寿命等各项指标

上，与传统工艺技术部件相比更加优秀。除了这款飞机机

身整体加强框外，现场还展出了使用这种激光 3D 打印技

术制造的国产 C919 大飞机驾驶舱玻璃窗框架。

在现场的一份考核报道里提及，中国飞机强度研究所

根据歼 -XX 舰载机、四代机方案、XX 大型运输机等飞机

研制任务要求，对采用激光成形技术制造的多个钛合金部

件进行飞机构件的性能考核试验，其中四代机方案激光成

形钛合金翼身构件通过静力及疲劳性能寿命考核，满足飞

机设计要求。

其他考核试验中，采用激光成形技术制造的钛合金构

件均顺利通过，并且在构件强度和裕度上表现出了很大的

优势。由此得知，采用激光成形技术制造的部件已经在一

些国产新型战斗机上得到了应用，并表现出良好的效果。

而且，从外观上不难推断，展会现场展出的这具机身整体

加强框是战斗机所使用的物品。

随着中国制造在航空领域的不断进步，3D 打印技术

也迎来了发展的春风，相信在不久的将来，这一技术会更

加成熟与完善，成为国际制造业中的一支标杆。

市场细分


2015 年 9 月总第 137 期

FG Launches Compatible Components for HP CF283A/CF283X Black Toner Cartridges

Lexmark to Slash 500 Jobs After Weak Earnings

Canon’s Office Business Rises by 2.8% Year-on-Year in Q2 2015

FG 发布适用于惠普 CF283A/CF283X 黑色硒鼓的兼容配件

美国三菱化学成像公司旗下的 Future Graphics 近日发布了新款兼容

芯片，适用于惠普 CF283A/CF283X 黑色硒鼓，该系列硒鼓适用于惠普

M201/M225 多功能打印机。

该兼容芯片详细信息如下：

FG 提供的产品测试数据：

需要其他信息，可直接联系：

美国三菱化学图像公司珠海代表处

电话 :86-756-2771000

传真 :86-756-2771006

网址 : www.fgimaging.com

邮箱 : [email protected]

佳能第二季度财报办公业务同比增长

2.8%2015 年 7 月 27 日，佳能集团发布了

2015 年第二季度财报。数据显示，2015 年第

二季度佳能集团营业额为 9744.06 亿日元，同

比上涨 5.1%。其中，办公产品业务领域营业

额同比增长 2.8%，达到 5370 亿日元；影像

系统业务领域营业额实现增长，达到 3325 亿

日元；产业设备及其他产品业务领域同比增长

36.8%，达到 1304 亿日元

2015 年第二季度，佳能集团办公产品

业务领域营业额因多系列产品的优良表现而

有所增长。在数码复合机领域，A4 幅面彩

机 imageRUNNER ADVANCE C350/C250 系

列销量持续增长。面向中小企业的 A3 幅面

彩色复合机新品 imageRUNNER ADVANCE

C3300 系列也在全球获得好评。彩色数码印

刷系统 imagePRESS C800/C700 系列销量也

在稳步攀升。同时，彩色激光打印机的销售保

持良好势头。

预计 2015 年从第三季度开始，主要经济

体中，美国经济将持续增长，从而带动世界经

济复苏。欧洲经济体中，西欧经济有转好迹象。

以中国为中心的亚洲经济虽然还存在一些不确

定因素，但在出口逐步恢复的情况下，整体情

况向好。因此全球经济整体呈缓慢复苏趋势。

受整体经济走势影响，分析指出佳能彩色

数码复合机的需求将随全球经济的逐步复苏将

持续增加，预计激光打印机中彩色一体机市场

规模也将扩大。

基于对市场走势的判断，2015 年全年

佳能集团营业额预计同比增长 5.4%，达到

39300 亿日元。

利盟将裁员五百以缓解亏损压力利盟国际公司（Lexmark International Inc.）近日宣布，由于企业财政

营收下滑及业绩亏损，将削减约五百个职位，以削减成本。

利盟于 7 月 21 日发布第二季度财报，称公司股价每股下跌了 0.59 美元，

总亏损达到3630万美元，而去年同期该公司的股价则是每股上涨0.59美元。

不包括一次性项目在内，调整后每股盈利从上年同期的99美分降至97美分。

营收下降 1.4%，至 8.79 亿美元。

利盟还将 2015 年调整后每股盈利预期下调 5 美分，至 3.55-3.75 美元，

并且表示，预计第三季度每股盈利 51-61 美分。

此外，该公司还宣布计划未来 18 到 24 个月内暂停股票回购。

据了解，为满足数字化时代的发展要求，利盟一直在谋求转型，但是

转型并不顺利，这也导致该公司在最近一个财政季度中亏损。

由于打印机业务萎靡，利盟将“转型为软件及服务供应商”作为公司

的发展重心，并在过去五年内接连收购了十四家公司。该公司如今供应文

件管理和纸上信息数字化相关的产品，如发票和病历等等。

市场细分


2015 年 9 月总第 137 期

市场细分


2015 年 9 月总第 137 期

Ricoh to Refurbish and Sell Second-Hand Copiers in China Epson Wuhan Company Moves to Update Central China Strategy

理光将于中国产销翻新复合机

二手复印机市场或受冲击

据环球网报道，日本媒体于 7 月 20 日报道称，日本办公设

备厂商理光计划构建新的销售体制，把日本等地回收的旧复印机

运往中国，并在当地翻新组装后进行销售。理光已在中国取得进

口废旧产品后翻新销售的许可，计划跨境推广此前在日美欧按地

区构建的回收再利用体系，此举除了能够履行企业的社会责任

(CSR)、提高企业形象之外，还有望获得一定的收益。

理光将翻新具有复印和传真等功能的复合机，计划 3 年后在

华销售 1 万台翻新的复合机，在全球力争每年销售 8 万台，比目

前增加 30%。

理光最近已从中国当局获得从事废旧复印机进口和翻新产品

制造的许可。理光首先将把废旧复印机从日本运往其位于福建省

福州市的印刷机厂。自 7 月起，理光在该工厂拆解复印件后选择

和清洗可利用零部件，并用新品补充缺失的零部件，以量产翻新

机。

8 月后，理光将面向街面复印店等销售每分钟复印 60 张的

翻新高速复合机。翻新机的价格多明显低于新机器。目前，理光

在中国面向企业的办公室销售新机器，因此翻新机瞄准的客户不

会与现有客户重合。

理光目前在日本、美国和欧洲回收自主生产的废旧复印

机，在翻新后用于销售。回收率在日本约为 90%、在欧洲约为

70%。但有时翻新机需求不大，回收产品的有效利用成为课题。

理光每年在全球销售的复合机被认为接近 100 万台。由于中

国办公室等需要升级更新的复合机尚少，因此此前并未从事回收

生产翻新机，但这一需求正在不断提高。理光今后还考虑把废旧

复印机从欧美进口到中国。

理光还计划在中国以外的亚洲新兴市场国家构建类似机制。

翻新机除价格低廉之外，还在环保意识强的发达国家赢得政府采

购等需求，理光目前每年销售 6 万台左右。

爱普生武汉分公司迁址加强华中区域影响力

近日，爱普生武汉分公司在武汉万达中心举

行迁址仪式暨行业解决方案体验中心（Solution

Center）开业庆典。

爱普生武汉分公司成立于 2000 年，此次迁址，

将优化对消费者的服务，升级消费者的服务体验。

据悉，新址特设有爱普生行业解决方案体验中心，

在此处将成为更多经销商和用户直接体验产品和服

务的窗口，支持华中地区的区域销售。

从更深层的意义来看，爱普生武汉分公司的迁

址，将再次加快区域深耕步伐，将销售和服务网络

延伸到华中多个地区。爱普生（中国）有限公司总

经理安藤宗德表示：“武汉分公司乔迁新址，能够

使我们更好地与当地经销商沟通合作，共同致力于

为中国顾客提供最好的产品和服务；对用户而言，

新址的分公司，将提高本地客户需求的响应速度，

以更加完善的应用解决方案，为顾客提供更加专业

的本地化服务，并通过了解当地顾客需求，与总部

积极配合，未来创造更符合顾客期待的产品和服务。

2015 年，恰逢爱普生品牌创建 40 周年。多年来，

爱普生不断探索着如何革新技术、创新产品，以满

足用户随着时代发展而愈加多样的需求，而此次爱

普生武汉分公司的迁址是对爱普生（中国）科技 +

本地化市场很好的诠释。

目前，爱普生在国内开设了 11 家分公司，形成

了纵穿南北、横跨东西的战略版图，区域覆盖力再

次提升。爱普生在中国开展的业务主要有打印机、

扫描仪、投影机等信息关联产品业务，电子元器件

业务以及工业自动化设备业务。

企业近况


2015 年 9 月总第 137 期

Dirk Hünselar Will Leave OCP GmbH

十一年元老将从 OCP 离职在为 OCP 服务并担任各种职务超过 11

年之后，Dirk Hünselar 将于 8 月底离开这家

著名的德国企业，同时也将结束他的再生行

业生涯，以寻求新领域的发展。

对于自己的离职，Dirk Hünselar 本人表示：“在告别

OCP 这家以蓝色为标识的企业之后，我将投资一家运营良好

且致力扩张的公司，该公司专业运营太阳保护系统、百叶窗、

遮阳篷等产品，这对我而言是一个千载难逢的机会。德国古

谚有云：五十知天命而未得，则终生必不得矣。我将通过这

次机会来更新我的知识储备，学习怎样运营工厂等全新的知

识。”

OCP 发言人表示：我们要感谢 Dirk 这 11 年来为公司及

客户做出的杰出贡献。鉴于他以往的出色表现，我个人认为

他今后将像当初处理墨水业务时一样思维敏捷、进步神速，

年龄对他来说绝对不是问题。我们祝愿他未来能再接再厉，

我相信他的新公司会因他的加入而获益匪浅。

Dirk 离开后，OCP 未来的技术支持及疑难解答服务将由

其他的专业销售人士负责，他们将与研发人员密切合作，尽

全力保证产品质量，最大程度满足客户的技术需求。

Apex Follows Brother’s White Book

艾派克宣布认同“Brother 白皮书”

2015 年 8 月 3 日，兄弟公司向通用耗材行业发布芯片技

术白皮书，要求通用芯片制造商正确地对墨盒芯片上的数据字

段进行编程，确保打印机能准确显示“Non-Brother Supply”（非

兄弟耗材）。白皮书提及的打印机型号为 MFC-J680DW、

MFC-J880DW 和 MFC-J885DW，使用墨盒型号为 LC201 以

及 LC203；新打印机可识别已安装墨盒是兄弟生产的原装墨盒

还是非兄弟品牌墨盒。

此次兄弟发布白皮书建议通用芯片制造商修改打印机信息

并非先例，惠普早在 2013 年至 2014 年多次通过白皮书的形式

指导修改芯片数据，而艾派克于第一时间完成芯片字段编程。

艾派克针对本次兄弟白皮书事件表示：艾派克一直以来非

常认同 OEM 在产品技术研发投入的大量精力，我们充分尊重

原装知识产权并审慎对待每一个知识产权问题。艾派克现已完

成对兄弟最新打印机信息收集，并按照技术白皮书中所提及的

方式，对数据字段进行了编程。

艾派克还对耗材知识产权问题发表了看法：艾派克将一如

既往地尊重原装知识产权，支持打击假冒耗材产品。建立包括

完善的专利动态更新和专利预警机制，从而做好专利规避，开

发具有自主知识产权的产品。艾派克愿与整个耗材行业一起努

力，解决知识产权问题，实现行业的健康发展。

市场细分


2015 年 9 月总第 137 期

市场细分


2015 年 9 月总第 137 期

中国赴印度可申请电子签证Chinese Can Apply for E-Visas to India

来自外交部领事司消息：2015 年 7 月 30 日，印度开始对中国公

民实施“电子旅游签证”（e-Tourist, 简称 eTV），中国公民可登陆

印度政府电子签证官方网站（https：//indianvisaonline.gov.in）申请

该签证。

根据印方规定，中国公

民申请赴印电子签证主要要

求如下：

（一）适用对象：持中

国因私普通护照、中国香港

特区护照、中国澳门特区护

照的中国公民。护照有效期

至少 6 个月并至少有 2 个空白页。不适用外交、公务、公务普通护照。

（二）适用范围：来印旅游观光、探亲访友、短期医疗和一般商

务考察。

（三）申请流程：网站填写表格，上传照片，在线支付，收到回

复邮件，打印电子签证。持护照和签证打印件赴印。

（四）有效期与费用：至少提前 4 天申请。签证有效期 30 天，

限一次入境，自入境起可停留 30 天。在印期间不可更换签证种类，

不可延期。申请费 60 美元，拒签不退费。

（五）入境规定：在印入境口岸将被采集个人生物识别信息。入

境口岸仅限班加罗尔、金奈、科钦、德里、果阿、海德拉巴、加尔各答、

孟买和特里凡特朗等 9 个机场。出境不限制口岸。

（六）特别规定：1 年仅限 2 次申请电子签证。入境后，不得前

往相关外国人限制地区。

一年一度的印度清奈办公耗材展目前已经可以开始预订。想开拓

或者巩固印度市场？赶紧联系我们！

北方办公“互联网 +”E 平台力图颠覆传统电商

Beifang Office Builds E-Platform to Change Traditional E-Commerce

“互联网 +”与各行业的深度融合和延伸发展

已成为各界意图发力的核心领域，互联网 + 为引领

的办公耗材行业转型成为风口已是不争的事实。

很多人对于互联网 + 依然很陌生，其实它并不

神秘，它其实就是“能够提高效率的工具和思想“。

人人都知“连接”是转型的关键一环，但如何

具备连接用户、伙伴和员工的全生态连接能力，让

互联网 + 真正落地，依然是耗材经销商难以回避的

痛点。

E 平台互联网 + 模式的核心是提升用户体验、

管理效率，利用互联网 +E 平台这个工具更好的服

务客户。

北京市北方办公用品公司作为一家拥有 24 年历

史的办公耗材生产企业，从 2008 年开始就在一直探

索互联网之路，该公司愿意利用自身的能力和经验

与核心经销商分享。

传统电商是以淘宝天猫和京东为代表的电子商

务平台，近两年来对线下办公耗材商家影响非常大，

很多商家都想加入电商经营，想利用电商机会谋求

发展。从以往的情况分析，对于办公耗材的电商经

营领域来说，天猫和京东已经是各大厂商角逐的战

场，各地商家只能观战。但现在机会来了，“互联网 +”

时代的到来是历史性机遇，互联网 + 倡导用户至上

和口碑营销，是个体化本地化创业的摇篮。开始行动，

使用 E 平台，改变经营模式，使得我们广大核心商

家能更好地占领市场服务客户。

互联网+是多对一的模式，而不是多对多的选择。

办公耗材是一个含有服务化内容的本地性行业，

强化本地化和服务化是行业经销商出路。

泰国批准 6 个月多次入境旅游签Thailand Allows Multiple-Entry Tourist Visas

泰国总理巴育于 8 月 4 日批准了一项新的旅游签证政策：允许游客

申请有效期为 6 个月的多次入境签证。此项签证的申请费用为 5000 铢，

等该项规定在皇家公报上公布 60 天后，多次入境签证就正式生效。旅

游与体育部长谷干表示，多次入境签是促进旅游业发展的新措施，有望

吸引更多游客访问泰国。

中文快讯


2015 年 9 月总第 137 期

2015 9 137

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