December 2010 Issue PDF - ENX Magazine

The #1 Sourcing Publication in the Document Imaging Industryentrepreneurs sourcing expertPublished by Affinity Business Communications, Inc.December 2010 Volume 17 No.12The Top 10Stories of 2010MEMBER COMPANIES PARTNERS IN PROTECTING CONSUMABLESRMPSMYTHVS.FACTENX MagazinePO Box 2240 Suite 729Toluca Lake, CA 91610-0240 USAtel: 818-505-0022fax: 818-505-9972email: enx@pacbell.netwebsite: www.enxmag.comPRSRT STDU.S. POSTAGEPAIDLOS ANGELES, CAPERMIT NO.30391We would like to Thank those of you who havesent us address change information.HELP US CONSERVE NATURAL RESOURCESTo correct or delete your address from oursubscription list please call, fax or email us.

SpECIALOffERgOOD fORDECEMbER!Buy 50 or more inkjet cartridges this monthand receive a $25 Amazon Gift Cardat the end of the month! *Top 5 reasons to try ACM Premium Inkjet Cartridges!• ISO 9001/14001 certified manufacturingfacilities• Virgin empties and the highest quality supplies• 1 to 3-Day ground shipping across the country• Broad product selection: One-Stop-Shop for allyour ink and toner needs• High quality packaging with eye-catchingdesignCall us today at 800-722-7745 for more details!CORONA, CA. AURORA, IL. SOUTH HADLEY, MA. HOUSTON, TX.Tel: (800) 722-7745 Tel: (800) 782-7554 Tel: (800) 345-6398 Tel: (800) 468-6001ACM Technologies, Inc. • 2535 Research Drive, Corona, CA 92882 • www.acmtech.com • askacm@acmtech.com • © 2010 ACM Technologies, Inc. • ENX1210*Limit one gift card per customer. Must buy 50 or more premium inkjet cartridges during the promotion period.$25 Amazon gift card will be mailed to customer after 12/31/10. Offer expires 12/31/10.

.. AMSE Stands Alone in a Category of OneAn Evolution BeyondTraditional Refilling& RemanufacturingA New Benchmark for AftermarketToner Cartridge QualityAt MSE, every aspect of our products from quality andreliability to aesthetics and environmental impact isthoroughly analyzed on an ongoing basis. We look forareas of continuous improvement to keep pace with OEMdesign. The result is a better built, higher quality, moreconsistent product that provides the first truealternative to high priced OEM consumables.What is Intelligent Re-Engineering TM ?34 Patents and PatentPending TechnologiesAbsolute Color Technologies TMISO Testing ProtocolAutomation and innovation is built into each product.MSE’s 4,000 sqft. machine shop is dedicated toovercoming inherent technological challenges that themarket faces with original toner cartridge designs andnow has 34 patents and patent-pending technologies.GreenInitiatives5 STEPQCPROTOCOLExhaustive Stress TestMethodologiesGreen InitiativesHighest Quality Control StandardsIntelligent Re-Engineering TM is the long awaited vehicleneeded to unearth the monumental color opportunitiesavailable. Join MSE, together we will break down thewalls standing in the way of our collective success.Dealer Education ProgramsL e a r n m o r e a b o u t I n t e l l g e n t R e - E n g i n e e r i n g T Ma n d h o w y o u c a n i n c r e a s e y o u r b o t t o m l i n e :R E S P O N S I B L EI R O N M E N TA L LYE N VQ U AL ITYM A DEI NT H EU. Swww.mse.com8 0 0 . 4 1 8 . 4 9 6 8 ( U S - E a s t C o a s t ) | 8 8 8 . 5 6 1 . 4 5 4 1 ( C a n a d a ) | + 3 1 . 3 6 . 5 2 2 . 2 6 0 1 ( E M E A )C o r p o r a t e H e a d q u a r t e r s 8 0 0 . 6 7 3 . 4 9 6 8 | 8 1 8 . 4 0 7 . 7 5 0 0 | 8 2 0 1 Wo o d l e y Av e . Va n N u y s , C A 9 1 4 0 6© Copyright 2010 Micro Solutions Enterprises. All rights reserved. All trademarks referenced are registered trademarks of their respective owners. All model designations are for compatibility purposes only.

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COMPONENTS AVAILABLEFOR THESE ENGINES:KYOCERA ® MITATK 112, 110, FS 720, 820TK 122, 120, FS 1030TK 212, 210, FS-2000TK 330, 332, FS-4000TK 360, FS 4020TK 410, 411, KM 1620, 2020TK 670, 677, KM-2540,2560,3040,3060TK 710, 712, FS-9530, 9130MINOLTA ®Bizhub C-250, 252Bizhub C-300, 350Bizhub C-500RICOH ®Aficio MP C 2000, 2500, 3000Aficio MP C 3500, 4500Aficio SP C 220, 221, 222Aficio SP C 231Aficio SP C 310, 311Aficio SP C 810, 811RICOH ®FOR USE INAFICIOMP C 3500 • 4500• Absolute COLOR ® Copier Toner• Smartchips• and More!• 1ST PLACE: PRODUCTQUALITY LEADER• BEST NEW PRODUCT:ASiC SMARTCHIP **NominatedCANON ®Imagerunner C 3100 3170Imagerunner C 3200, 3220Imagerunner C 3380, 2880, 2550, 3480Imagerunner C 4580, 4080Imagerunner C 5180, 5185Imagerunner 5055XEROX ®DocuColor C 12, 1256, 50DocuColor C 3535, 2240, 1632Phaser 4150Phaser 6180, 6280Phaser 7760WorkCentre M 118, 128WorkCentre Pro C 32, 40SHARP ®AR C 200, 220, 240AR C 150, 160, 250, 270, 330AR 455NOTE: Consult with us for other models.West Coast (424) 675-3300East Coast (631) 590-1040sales@uninetimaging.comwww.uninetimaging.com© 2010 UniNet Imaging Inc. All trademark names and artworks are property of their respective owners. Brand names mentioned are intended to show compatibility only.*1st place: “Quality Leader: Supplies,” “Best New Product” (nominated) at Recharger Magazine’s 2010 Reader’s Choice Awards.

IN THIS ISSUE We Saw It In ENX Magazine DECEMBER 2010ENX StaffIN THIS ISSUE• Business Profile: Page 24AFEX International Ltd.Contributing Writers• Association Review: Page 40Imaging Supplies CoalitionSusan NeimesPublisher & Editor• The Top 10 Stories of 2010by Scott Cullen Page 20• Mind the Gap: Is Average Response Time Making You Average?by Ken Stewart Page 28Ann BarrSelling Supplies.com• MPS Myth vs. Factby Lou Slawetsky Page 32Ronelle IngramContributing Editor• Compatible Supply Quandaryby Ronelle Ingram Page 36• SaaS Brings Big-Company Efficiency to SMB’s Document Deliveryby Jean-Michel Bérard Page 44Scott CullenContributing Editor• Are Prospects Like Cats?by Ann Barr Page 64Julia GonzalesGraphic Designer• HP LaserJet 4345 MFP Swing Plate Removalby Parts Now! Page 60• Printer Tech Tips by Laser Pros Page 65Jean-Michel BérardEsker• Free Tech Help by Smarka! Page 66• Products & Industry News Page 51Nella GonzalesAdvertising Sales• Display Advertisers Index Page 54• Calendar of Industry Events Page 59Lou SlawetskyIndustry AnalystsBritt HorvatThe Parts DropENX MagazineENX Mexico & Latin AmericaPO Box 2240 Suite #729Toluca Lake, CA 91610-0240(tel] 818-505-0022 • 800-850-4949(fax) 818-505-9972 • 888-440-4369email: enx@pacbell.netwww.enxmag.comKen StewartPhotizo Group10enx magazine

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Order Online!Nuworldinc.comThe Prime Source For All YourCopier • MFP • Fax • Scanner • Printer Needs!ImageCLASS MF4350DDuplex Printer, Copier, G3 Fax, Clr Scanner• 23cpm/ppm Speed• 250-Shts/50-Sht ADF• Duplex Copy/Print/Fax• Color Scanning• 33.6Kbps Fax$185After RebateInstant RebateValid From Dec 1,thru Dec 31, 2010FAXPHONE L170Super G3 Fax/Laser Printer• 33.6Kbps Fax• 19ppm Print Speed• 250-Sheets• 600x600dpi• 15/100 CodedSpeed Dials$235Mail-in RebateValid From Dec 5,thru Jan 8, 2011$40InstantRebate$135Mail-InRebateImageCLASS D1120Digital Duplex Copier, PrinterIC-MF3240...............$179IC-MF4370DN...........$259IC-MF4570DN...........$265IC-MF4690...............$359Faxphone L90..$80 Mail-in Rebate..$159ImageCLASS D1150ImageCLASS MF7480Duplex Copier, Laser Printer, Super G3 Fax• Up to 25ppm/cpm• 2 x 250-Sheet Cass.• 50-Sheet ADF• 33.6Kbps Fax• PC Faxing, Clr Scan• Ethernet Network• Universal Send$2869Instant Rebate Valid FromNov 8, thru Dec 31, 2010Limited to CanonPremier Partners.ImageCLASS D480Copier, Duplex Printer, Fax, Scanner• 33.6Kbps Fax• 3 Sec. Trans Spd• 6ppm Print Spd• 100-Sht Capacity• 30-Sht Doc Fder$315Mail-in RebateValid From Dec 5,thru Jan 8, 2011Digital Duplex Copier, Printer, Fax$250InstantRebateIC-MF7460...............$1685IC-MF7470...............$2869$175Mail-InRebateImageCLASS D420..........................$185ImageCLASS D1170Digital Duplex Copier, Printer, FaxImageCLASS MF8350CDNColor Duplex Copier, Network Printer, Fax, Scanner• 21ppm Clr/B&W• 250-Shts/50-Sht ADF• 33.6Kbps Fax• PC Fax (sending)• CIS Scaning$625Mail-in RebateValid From Dec 5,thru Jan 8, 2011ImageCLASS MF9170CDuplex Printer • Digital Copier • Super G3 Fax •Color Scanner • w/ Network• 22ppm B&W/Color• Duplex/Network Print,Copy, Fax and Scan• 250-Shts/50-Sht ADF• 33.6Kbps Faxing• Scan-to-email, IFax, PC Fax• PCL 5e/6 Emulation$1615$250Mail-InRebateImageCLASS MF8050CN..................$449IC-MF8450C................. $ 899IC-MF9150C..................$1435ImageCLASS D1180Digital Duplex Copier, Printer, Fax• 30ppm• 600x600dpi• 500-Shts• 50-Sht ADF• 128MB Memory• CIS Scanner• 30ppm• 600x600dpi• 500-Shts/• 50-Sht ADF• 128MB Memory• CIS Scanner• 33.6Kbps Fax• 30ppm• 600x600dpi• 500-Shts• 50-Sht ADF• CIS Scanner• 33.6Kbps Fax• Scan-to Email• 30ppm• 600x600dpi• 500-Shts• 50-Sht ADF• PCL 5e/6• 33.6Kbps Fax• Scan-to Email$449$539$719$815The Largest Selection Competitive Pricing Same Day Shipping Technical Support Parts & Supplies Online AccessTEL: 800.729.8320 FAX: 800.829.029213850-B Cerritos Corporate Dr. Cerritos, CA 90703-2467 Web: www.nuworldinc.com e-mail:info@nuworldinc.comCAN111010MFPrice and availability subject to change without notice. Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.If you no longer wish to receive these communications, please contact us at the phone number above.11.10.1016 enx magazine

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AuthorizedChannel PartnerOrder Online!Nuworldinc.comThe Prime Source For All YourCopier • MFP • Fax • Scanner • Printer Needs!Instant Rebate Are Valid Thru December 31, 2010AuthorizedChannel PartnerColorQube9201/9202/9203Color Multifunctionw/Network Print/Scan• 38ppm clr/50ppm b&w (9201)• 45ppm clr/50ppm b&w (9202)• 50ppm Clr/b&w (9203)• 2x550-Sheet Cass.• 100-Sheet DADF• PCL5c/6PostScript 3IncredibleDeal!WorkCentre5225/5230 SeriesBlack & WhiteMultifunction w/NetworkWC5225 Copier• 25cpmWC5225 Copier/Printer• 10/100Base-TX EthernetWC5222 Copier/PrinterUp to$1165InstantRebateWorkCentre6400 SeriesColor MultifunctionPrinter w/Network• 32 ppm Clr/37ppm B&W• 500-Sht Casstte• 50-Sht DADF• PCL5c, PCL 6,Adobe PostScript• Std NetworkIncredibleDeal!WorkCentre7425/7428/7435 SeriesTabloid-size, ColorMultifunction w/Network• 25cpm b&w/20cpm Clr (7425)• 28cpm Clr/B&W (7428)• 35cpm Clr/B&W (7435)• 520-Sheet Cassette• 75-Sheet DADF$300 Instant RebateOn Scanning KitPhaser 8560MFP D/T/X8860MFPD Color MFPs8560 Series• 30ppm Clr & B&W• 525-Sheets• Std Network/PS3, PCL 5c• 33.6Kbps Fax Modem8860MFP D• 30ppm Color & b&w• 525-Shts/50-Sht DADF• Standard DuplexingUp to$650InstantRebateUp to$350InstantRebateInstant Rebate Valid For 8560MFP N/D/T/XCopyCentre C2022ppm Digital MFP....................WorkCentre M20i22ppm Digital MFP....................WorkCentre 3210N24ppm Digital MFP....................WorkCentre 3220DN30ppm Digital MFP....................WorkCentre 4118P/X18ppm Digital MFP....................WorkCentre 4150 Series45cpm Digital MFP.....................WorkCentre 5135/515035/50cpm Digital MFP..............WorkCentre 712020ppm Color/B&W Digital Color MFP....ColorQube 8570N/DN40ppm Color Laser Printer..................ColorQube 8870DN40ppm Color Laser Printer..................BigSaleBigSaleBigSaleBigSaleBigSaleBigSaleBigSaleBigSaleBigSaleBigSaleWorkCentre7346 SeriesTabloid-size, ColorMultifunction w/Network• 45pm Black & White,40ppm Color(7346)• 520-Sheet Cassette• 75-Sheet DADF$300 Instant RebateOn Scanning KitWorkCentre3550 MFP35cpm/ppmMonochrome MFP• 35ppm Black & White• 500-Sheet Cassette• 60-Sheet Duplex ADF• Adobe PostScript 3,PCL 5c/PCL 6• Std NetworkUp to$700InstantRebateIncredibleDeal!WorkCentre 3200MFP B/N24ppm Digital MFP....................Phaser 3250/DN30ppm B&W Laser Printers.........Phaser 3300MFP30cpm/ppm B&W Laser Printers.........Phaser 3600N/DN40ppm B&W Laser Printers.......Phaser 4510B/N/DT/DX45ppm B7W Laser Printer.......Phaser 5550B/N/DN/DT/DX50ppm Black & White Laser Printer......Phaser 6125N12/16ppm Color Network Printers.......Phaser 6110MFP S/X4/16ppm Color MFP...................Phaser 6115MFP N/D5/20ppm Color MFP...................BigSaleUp to$50Instant RebateBigSaleUp to$200Instant RebateUp to$700Instant RebateBigSaleBigSaleBigSaleBigSaleWorkCentre4250/4260 SeriesTabloid-size, ColorMultifunction w/Network• 45cpm/ppm (4250)• 55cpm/ppm (4260)• 100-Sht Duplex ADF• 500-Sht Tray• PCL6/5e Adobe PS3Mail-in Rebate Valid ForWorkCentre 4250S/X/XFPhaser 3635 MFP S/X30cpm/ppmMonochrome MFP• 30cpm/ppm• 50-Sht Duplex ADF• 500-Sht Tray• PCL 6/5e, PostScript 3• Std Network$500Mail-inRebate$300InstantRebatePhaser 6128 MFP12/16 color MFP.....................Phaser 6180MFP N/D20/31ppm Color MFP..................Phaser 6140N19/21ppm Color Network Printer...Phaser 6280N/DN26/31ppm Color Network Printers....Phaser 6360N/DN/DT/DX35/35ppm Color Laser Printers.....Phaser 7500N/DN/DT/DX4/16ppm Color MFP...................Phaser 7760DN/GX/DX35/45ppm Color Laser Printers...........Phaser 8560N/DN/DT/DX30ppm Color Laser Printers.................Phaser 8860DN30ppm Color Laser Printers.................$100Instant Rebateup to$200Instant RebateBigSaleBigSaleBigSaleup to$1000Instant Rebateup to$1400Instant Rebateup to$850Instant RebateBigSaleThe Largest Selection Competitive Pricing Same Day Shipping Technical Support Parts & Supplies Online AccessTEL: 800.729.8320 FAX: 800.829.029213850-B Cerritos Corporate Dr. Cerritos, CA 90703-2467 Web: www.nuworldinc.com e-mail:info@nuworldinc.comXER111110MF Price and availability subject to change without notice. Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners. 11.11.10If you no longer wish to receive these communications, please contact us at the phone number above.18 enx magazine

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ON THE RECORD We Saw It In ENX Magazine DECEMBER 2010Six Degrees of Managed Print Services:THE TOP 10 STORIES OF 2010By Scott CullenBack in the '90s a pop culture phenomenon entered thepublic consciousness, a trivia game called "Six Degreesof Kevin Bacon." The game was based on the conceptthat any individual is six steps away from any person on Earth.In the Kevin Bacon game, actors and actresses are linkedthrough their film roles to Kevin Bacon within six steps. Withthat in mind, let me propose a new game, "Six Degrees ofManaged Print Services." If you scan the office technology andsolutions landscape these days, it seems as if everything is withinsix degrees or less of managed print services. That's one ofthe things you'll notice with many of the items on this list of theTop 10 Stories of 2010. Like it or not, managed print serviceshas had a dramatic effect on the office technology and solutionsindustry and will continue to do so.When I first started compiling these lists, you might have beenable to say the same thing about digital technology and connectivity.As the world revolves around managed print, what's lessprominent on this year's list is the number of stories related to aspecific OEM. I have a couple and you can bet that managedprint services is lurking somewhere below the surface withsome of those stories as well. It wasn't a huge year technologywise, but I did find one technology that is emerging and worthnoting and one that you'll be hearing more about in the monthsto come. As always, this list is open to debate, and now, the Top10 Stories of 2010:1. Managed Print Services (MPS)With dozens of conferences and seminars devoted to the topicand virtually every OEM and various solutions and servicesproviders touting some sort of managed print program, this iswithout a doubt the number one topic sweeping the office technologyindustry today. MPS is like a freight train that's lost itsbrakes rolling down the track. There's no stopping it and it'ssucking in anyone and everyone along the way. Althoughresearch indicates that only about 25 percent of dealers are currentlyoffering MPS, that number is expected to rise exponentiallyas more realize that if you don't hop on the MPS train,you're going to be left hopelessly behind.2. MFP SecurityAs Michael Murasic, vice president of marketing for Sharp,noted on these pages back in July, "In five minutes and thirtyseconds CBS accomplished more than what Sharp did spendingmillions of dollars." Sure, the CBS News story about MFP securitythat aired back in April exaggerated the threat, but that didn'tstop the public or the industry from reacting. They had nochoice, as dealers and equipment manufacturers were beingcontacted by concerned customers fearful that their deepest corporatesecrets were ripe for the pluckingon their recently returned MFPsor their existing MFPs. The hubbub,and we're not using that word lightly,has seen much of the office technology industry come togetherto address the situation thanks in large part to the BusinessTechnology Association, which has taken the lead in addressingthis issue with the FTC and the public to help allay consumerfears and show that the industry is serious and working collectivelyto eliminate and reduce any real and perceived threats.We'd be remiss if we didn't point out that BTA's and the rest ofthe industry's reaction underscores the fact that the securityalarm set off by CBS is something that the industry as a wholehas been well positioned to deal with for a long time.3. The Ricoh IKON TransitionIt was not a huge surprise when Ricoh acquired IKON, consideringRicoh had a reputation for acquisitions even though othernames were bandied about prior to the acquisition as potentialbuyers. Ricoh got a lot for their money even when one considersthe fact that IKON stock was not what it once was at thetime of the acquisition. The IKON business is certainly somethingthat has expanded Ricoh's footprint. What remains uncertainand was in full force at press time is the transition stage ofthe acquisition, particularly from a direct perspective. No doubtit's going to be challenging and we probably won't be looking atthe same old Ricoh and IKON when the smoke clears.4. The Departure of Ricoh Chairman & CEOMike EspeThat didn't last long. Mike Espe, former chairman and CEO ofIKON, is named chairman and CEO of Ricoh Americas Corp.in late May 2010, and by July has departed for greener pastures,placing the length of his term and his achievements at the helmof Ricoh Americas Corp. on a par with that of 19th century U.S.President William Henry Harrison. There were rumblings fromsome industry analysts about just how effective Espe was goingto be at the helm of two struggling companies, especially giventhat IKON has been struggling the past few years. On the otherhand, there were some Ricoh dealers who were optimistic aboutwhat Espe was going to bring to the company. Now we'll neverknow.5. A4 On the RiseIf some of the items on the Top 10 list look strikingly familiarto what made last year's list, that's because they are. Rememberwhen many industry analysts proffered their annual predictionof how this was going to be a breakout year for color?Eventually they got it right, but that didn't stop that predictioncontinued on 2220enx magazine

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ON THE RECORD We Saw It In ENX Magazine DECEMBER 2010continued from 20THE TOP 10 STORIES OF 2010from being one of the Top 10 Stories of the year for four or fiveconsecutive years. A4 has made this list before, but this time it'sfor real. And this time, more OEMs have become believers ashave an increasing number of dealers, as the number of A4products hitting the dealer channel has increased exponentially.The industry has finally realized that if you can't fight them withan A3 MFP, might as well join them with A4 devices. It certainlyhelps the MPS frenzy is driving interest in A4.6. Green is Still GoodHere's another old story that's still got some legs. The industrycontinues to tout green and sustainable initiatives and moredevices coming to market have some sort of green componentto them, whether it's long-lasting toner cartridges, high yieldtoners, parts and components, the manufacturing process, andthe ubiquitous energy saver mode. You name it, most manufacturersare going green and aren't afraid to talk about it. Add tothat greener manufacturing processes and a corporate commitmentto the environment, this is a movement that's here tostay…sort of like rock and roll.7. The Continued Economic DownturnIt's a fact of life and it's still having an effect on the industrywith declining hardware sales along with corporate layoffs andToll Free 866-212-5884 Fax 818-885-0511OEMSPECIALS926 Black High Yield Ink Jet (310-8386)926 Color High Yield Ink Jet (310-8387)1320c Black High Yield Laser Toner (310-9058)1320c Cyan High Yield Laser Toner (310-9060)1320c Magenta High Yield Laser Toner (310-9064)1320c Yellow High Yield Laser Toner (310-9062)1700 Drum (310-5404)1700 Black High Yield Laser Toner (310-5400)1700 Black Laser Toner (310-5399)1720 Drum (310-8710)1720 Black High Yield Laser Toner (310-8707)1720 Black Laser Toner (310-8706)2330dn Drum (330-2646)2330dn Black High Yield Laser Toner (330-2650)2330dn Black Laser Toner (330-2648)2335dn Black High Yield Laser Toner (330-2209)2335dn Black Laser Toner (330-2208)$19.39$26.18$64.01$84.38$84.38$84.38$48.45$96.99$75.65$48.49$96.99$75.65$48.50$101.84$57.22$106.69$85.35OEM & Compatible SuppliesXEROXAUTHORIZEDDEALERUNITED SUPPLYNow AvailableCall or EmailTo Get YourFreeCopy Today!8606 Darby Ave.Northridge, CA 91325sales@unitedsupply.comrestructurings from the OEM to the dealer level. On the brightside, the economic downturn is creating new opportunities fordealers and manufacturers who can make a strong case for costsavingsolutions and services via their MPS programs.8. The Industry Plugs into Wireless andFollowMe Printing and Printing from the CloudIt's not a completely new concept, but Wireless printing,FollowMe printing, and printing from the Cloud are gainingpopularity. If you're an office technology dealer you're probablyfamiliar with Ringdale's FollowMe printing technology. If not,you should be. Not only are some of the OEMs touting this flexiblesolution, but Equitrac recently announced a Follow-Youprinting capability with their new Equitrac Office SMB that letsusers print from any device on the network. In addition, withtechnologies like Google Cloud Print, the Web printing capabilitiesof HP's ePrint printers introduced in June and the Cloudprintingcapabilities of the HP Photosmart, Officejet, LaserJet,and Designjet lines announced in September, expect to see moreflexibility in how and where users print from here on out.9. Lexmark Gets Some RespectWith the acquisition of Perceptive Software, a provider ofEnterprise Content Management (ECM) software and solutions,Lexmark now has compelling document workflow solutionsand a managed print services portfolio. Meanwhile, as HP hasbecome the ubiquitous name in office printing, more officetechnology dealers are looking for an alternative-an alternativethat also allows them to make a few dollars on a printer sale.Enter Lexmark, a brand that up until recently hasn't received therespect it deserves within the dealer channel, but now seems tobe catching on with a lot more dealers.10. Making a Big Production with PrintingSubmitted for your approval, the Canon Océ acquisition and thecontinued focus on production print by the likes of Ricoh,InfoPrint, Konica Minolta, and Xerox, and there should be littledoubt that the OEMs are looking to make even bigger strides inthe production printing space. uScott Cullen has been covering the office technology industrysince 1986 and is a regular contributor to ENX.ENX Wishes YouA Happy Holiday AndA Prosperous New Year!22enx magazine

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PROFILE We Saw It In ENX Magazine DECEMBER 2010BUSINESS PROFILE:AFEX, a premier global supplier of green remanufacturedimaging supplies, continues to be a world leaderin ways to Reduce, Reuse, and Recycle. AFEX, a whollyowned subsidiary of the Jackin group,has built their three-decade reputation basedon quality, innovation and environmentallyneutral manufacturing techniques. The listof distributors of AFEX’s re-manufacturedcartridges continues to expand, as theirproducts consistently provide high qualityand yield while benefiting the earth’s sustainability.Mark Duva, Global Vice President of AFEXInternational Limited, manages world wideclient relationships and also oversees theNorth America operation and USA distributioncenter in Southern California. Markexplains AFEX’s focus on green remanufacturing.“Our manufacturing process begins withreverse logistics. AFEX uses only OEM empties to maximizethe quality of our products. AFEX strictly adheresto all intellectual property laws and patents. Recycling isan essential part of our remanufacturing process.”AFEX’s clients did not have to deal with the legal ramificationsin 2010 when multiple patent-infringementclaims were filed against somemakers and resellers of printingconsumables.“AFEX provides total solutioncapabilities by recycling andremanufacturing toner cartridgesto a global network ofdistributors in the UnitedStates, Europe and the Asia-Pacific region, including Indiaand Australia. AFEX’s certifiedgreen production facilities inHong Kong, Shenzhen, andAFEX International LimitedQuality Control TestingZhuhai China supply our global networkof partners from several worldwide distribution centers. As amultinational company, our corporate organization operatesunder a hybrid system comprisedof US style management, andJapanese style quality control,”states Mark.Production LineAided by a strong support team,Mark Duva works closely withJoe Natal, Senior TechnicalManager, to provide the technicalexpertise and extensive customerservice for USA based andglobal customers. AFEX canprovide just-in-time inventorylogistics, custom packaging, andcontainers, pallet or case shipping.They work closely withtheir customers making sure AFEXcan provide global logistics andappropriate green products in a timelymanner.AFEX is one of the few Asianremanufacturing companies that islicensed through Chinese RecyclingLegislation. This allows them tobring genuine OEM empties into their Zhuhai andShenzhen factories for remanufacturing and export.In August 2008, the Circular Economy PromotionLaw of the People‘s Republic of China was institutedto facilitate a circular economy mandatingresources utilization efficiency to help protect andimprove the environment. It encourages reducingresource consumption and waste generation by utilizingreusable materials and recycling resources.The Circular Economy embraces the Global Green3R (Reduce, Reuse, Recycle) concept, focusing onactivities in production, circulation and consumptionand it is a long term strategy for worldwideeconomic and social development while protecting the globalenvironment. The goal is to conserve natural resources by minimizingwaste.Mark explains, “Implementing these conservationprinciples presents enormouscommerce opportunities for AFEX andtheir business partners. Providing certifiedgreen remanufactured printing consumablesopens the doors to many sellingcontinued on 2624enx magazine

• Superior Color Matching• Improved Color GamutContact::• Improved GlossMark E. DuvaVP Sales & Marketing AFEX International (H.K.)USA Office Phone: 562-921-7273USA Cell Phone: 480-612-5297Fax: 480-323-2520SKYPE mark.duva2Email: markduva@sbcglobal.netEmail: markduva@afex.ccCalifornia Office15320 Valley View Ave. Unit 4La Mirada CA. 90638web: www.afex.ccREDUCEREUSERECYCLEwww.afex.cc

PROFILE We Saw It In ENX Magazine DECEMBER 2010BUSINESS PROFILE:AFEX International Ltd.opportunities that require green products. In the USA, mostgovernmental, municipal and enterprise level corporationsrequire recycled products on their request-for-bid statements.MPS dealers increasingly use compatible products for their supplyneeds. Having proof ofAFEX exclusive use of recycledproducts increases thebuyer and user’s commitmentto environmental stewardship.”“AFEX’s long term strategyis to introduce empty collectionprograms and establishourselves with the right partnersas the leading laser tonercartridge remanufacturer. OurShenzen Factoryefforts are targeted at strikinga balance between providing quality products to ourusers and protecting present and future environmentalinterests,” continues Mark.“The growing commitment to environmental sustainabilityand aggressive selling of Managed PrintServices has increased the need and acceptance ofusing remanufactured products. The availabilityand use of aftermarket imaging products is at an alltime high as the economy and MPS programs have also extendeduse of older printing equipment.”AFEX has refined their remanufacturing procedures to reduceboth waste and the cost of raw materials. This is accomplishedthrough the reuse of majority of the recycledtoner cartridge component, including the OPCdrum, empty cartridge, primary charge roller,mag roller, doctor blade and residual toner.AFEX’s recoating capability on major componentsof a cartridge minimizes a considerableamount of wastage to the environment.By identifying the various levels of their customer’sneeds, AFEX is able to reuse over 90%of all recycled material in their remanufacturingprocess. The cost of raw materials is reduced by35% with a turnover ratio at 41%. Additionally, AFEX dividesthese recycled products into various grades to fulfill the differingneeds of their customers. These categories include:• Super Premium for Branded OEM products• Premium for the USA Market• Premium Standard for their European Customers• Standard and Test Grade for areas of Africa, India andunder-developed economies“AFEX maintains a strong commitmentto quality. Our toner cartridge remanufacturing process implementsSTMC, ISO9001, ISO14001 for standard quality controlsystems and ISTA 1A for packaging integrity. All incomingmaterial goes through rigid incoming quality controlprocedures. The materials then go through comprehensiveprocesses including disassembly, cleaning,filling, component replacement, and quality testing.AFEX also provides 100% post-testing procedureswhich are part of our overall production process.Before shipping, our Quality Assurance team usesAcceptable Quality Level (AQL) to perform pre-shipmentquality testing to ensure that our products are inits best quality, fulfilling every customer’s expectation,”says Mark.Having successfullydeveloped more than300 models ofMonochrome andColor TonerCartridges, and currentlyoffering a mix ofover 150 of the mostpopular cartridges usedZhuhai Factoryin Hewlett Packard,Brother, Panasonic,Canon, Lexmark, Kyocera, Konica Minolta, Samsung andEpson, AFEX is a global leader in color cartridges remanufacturing.AFEX is able to calibrate and measure color toners cartridgeprint performance, including color matching and Gamutcolor density. They will continue to make the necessary investmentsin time, training, R&D andequipment to maximize the coloropportunities they offer their customers.The AFEX University providesongoing structured comprehensivetraining curriculums for theiremployees. This company-wideemphasis on training enables thecontinuous expansion of AFEX’ssuperior quality product lines. Theresearch and development department blends market demandsfor new improved products and value added production procedureswith the need for recycling of previously used products.As part of AFEX’s ongoing commitment to education, MarkDuva will share his insight on green sales and marketing trendsin hardware, supplies and recycling at the ITEX show onMarch 23, 2011 in Washington D.C. Mark invites ENX readerscontinued on 4826enx magazine

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MPS FOCUS We Saw It In ENX Magazine DECEMBER 2010MIND THE GAP: IS AVERAGE RESPONSE TIMEMAKING YOU AVERAGE?By Ken StewartIntroduced in 1969, the phrase, "mind the gap" originated inthe London Underground to warn passengers about the gapbetween the train and the platform in the stations. While themarket still seems to struggle with what is and is not MPS, the"MPS-me-too-game" is constantly playing out right in front ofyour customers. In a sea of MPS offerings washing over yourcustomers, how creative can you be to ensure your company'sstory doesn't get lost in the gap?The independent office equipment dealer has long offered hightouchservice in an annuity model. However, many strongorganizations now struggle with the ongoing decline in profitabilityas it relates to typical cost-per-image contracts and unitplacements; the equation of adding more for less isn't adding upto a winning solution, and many are left scratching their head.For those successful dealers, I might even challenge you furtherby asking if things like average response time is enough toimpress educated customers anymore? Is this long-standingmeasurement of service in our industry acceptable when competitorsfrom other industries are beginning to court your currentcustomers?According to a comparison of Top 10MPS contract items included by aprovider, and their relative importanceto customer decision makers, I recommend providersmind the gap. The 2010 MPS Decision Maker TrackingStudy TM , conducted by Photizo Group, measures what decisionmakers, like yours, think about their MPS engagement and theproviders supporting them. Spanning thousands of customerdecision makers, this comprehensive study reveals many uniqueinsights into the mind of your customer.Namely, there is a misalignment in matching customer deliverablesto desires in MPS contracts, as guarantees of responsetime are often left off of the contract despite customer demand;the very thing most office equipment providers take great pridein mentioning, high-touch service, evidently isn't anything morethan a talking point on most sales brochures.When asked, approximately 70 percent of customers rankedservice response times of 2-hour, 4-hour or next day as critical;in fact, customers ranked these as second, third and fourth incontinued on 3028enx magazine

An Innovative Service Consultant & Training Group, Providingthe Most Detailed & Proven Profitability/Operational Improvementsin the Document Imaging IndustryWe Have A Proven Track Record OfAchieving Increased Profits AndImproved Service Operations!Pros Elite Group –Operational Excellence and Profitability Improvement TrainingExtensive 3 day classroom training with - breakout sessions focused on serviceoperational and financial improvements.Jerry NewberryPresidentJeffrey KellyVice-PresidentSteve RollaSenior PartnerEvaluating Service Financials - How to read, interpret and react.Provide the “New” Operational and Financial Print Management model for serviceReview the Top 15 “Must Do’s” to achieve 52+% service margins.Learn how to assess your service organization & identify your opportunity areas.Effective follow-up... the failure of 90% of service management.BONUSPros Elite Group Customers Receive FREE ACCESSTo The Industry’s First Automated TerritoryDevelopment Software*Student Discounts AvailableFor Multiple Student Registration*Upcoming Advanced Class Training Schedule: January 17-19, 2010Register for Classes at: www.beipros.comfor more info email: jerry.newberry@beipros.comenx magazine29

MPS FOCUS We Saw It In ENX Magazine DECEMBER 2010www.alscopiers.comLate Model Machines & Repos.Inventory Online!For real time inventory updates and featured equipmentfollow us on twitter@twitter.com/alscopiers We Also Buy Surplus Copiers Call for Customer referrals Export Customers Welcome Professionally Packed Containers Find Everything You Need In Our45,000 sq. ft. Warehouse!The Most Experienced & Reliable Wholesaler In the NationCOPIERS PRINTERS FAXESCaliforniaToll Free: 866-727-3750Phone: 949-727-3750Fax: 949-727-38509701 Research Dr. Ste.100Irvine, California 92618continued from 28IS AVERAGE RESPONSE TIME MAKING YOU AVERAGE?importance, respectively. However, even guarantees of providingsame-day or four-hour response only appeared in a third ofcustomer contracts. Furthermore, the study clearly shows thatdifferentiation is key in first-time customer's award. However,with repeat engagements for MPS on the rise, delivery of ontimeand effective service is critical evidence used by your customerin contract renewal.One argument might be that offering guarantees of service levelsmight create a punitive system where the dealer would sufferbecause response times cannot be met consistently.However, I might challenge those who believe the standardbenchmark of average service response time will continue to beacceptable to customers.In an MPS solution, the customer is buying the outcome youprovide, and measurements of uptime and utilization are muchmore effective in telling a customer if they are getting what theypaid for.In a sales engagement, your customer is asking one key question,"Can I trust you to deliver a solution to my particular problem,consistently?" In that instance, your service history andsupport of most accounts stands as your greatest testimonial torenewal. Ask what value your company could bring by establishinga crisp, easy-to-understand scorecard, including yourcommitment to service select devices and drive toward sustainedavailability. Surely, you will be held to this standard, andthe failure to meet such a standard may well be your main concern.However, have you thought about being your customer'saccountability partner and trusted advisor by using this balancedscorecard to elevate your elite team above the typicalantics everyone else plays out each and every contract renewalcycle? Will they pay you more for this 'personal trainer' style ofservice? Perhaps, but more importantly you should be askingyourself who is already offering this to your customer in otherareas of their lives and whether you are minding the gap thiscreates. uAs a senior consultant with the Photizo Group, Ken Stewartcomes from and works directly with channel providers in themanaged services space, developing educational tools andresources to promote lasting business transformation(http://mpswin.com). Ken also owns and operates an industrynicheblog, ChangeForge (http://changeforge.com), focusingupon the collision between the constantly changing worlds ofbusiness and technology in an information-centric world.30enx magazine

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STATE OF BUSINESS We Saw It In ENX Magazine DECEMBER 2010Selling Supplies forImaging Units & TechnologyCM3521 & CM4520As Well As:CM2520 CM2522 CM3520CM3522 CM4521 CM5520CM6520We SellAll Brandsof Supplies!Ask For BobPhone: 408-225-5410Fax: 408-225-5582reedm@areteoffice.comBy Lou Slawetskya rete Office Sells SuppliesMPS MYTH VS. FACTIt seems as though every article in the current trade publicationsreferences Managed Print Services in one form oranother. Yes, even we at Industry Analysts have been knownto jump on that editorial bandwagon more than a few times. ButI’ve seen so much hype on the subject that I feel compelled todispel some myths and express a few serious concerns.For those living in a cave Managed Print Services (MPS) issaid to be the “next big thing” for dealers. Read the blogs andyou’ll find profits are huge, you’ll lock out competition, you’llbe the best buddy of the IT manager, you’ll build an annuity,new software has simplified the process, etc., etc. Let’s take acloser look at some of the assumptions surrounding these programs.Myth or Fact?I can integrate an MPS strategy into my existing sales force.They’ll appreciate the extra commission opportunities.Myth: Dealers using dedicated sales reps specifically for MPSreport significantly higher rates of success than those attemptingto force the existing reps to wear two hats. The primaryobjective of your current sales force is to place boxes – period.The objective of the MPS rep is to generate pages. An MPSengagement can run its entire course without a single hardwaresale. You’re building a goal conflictwhen you ask the same rep to weartwo hats.MPS is nothing new. We used to callit a CPC program. I don’t understandthe hype.Myth: MPS could not be more different from the CPC planswe all know and love. The most significant difference lies inthe fact that a CPC plan bundles service, supplies and hardwarefor equipment sold by you. MPS plans bundle service and suppliesof a hardware fleet generally sold by someone else. Inaddition, MPS engagements include other activities not normallyincluded in a CPC contract, such as fleet consoli-dation,workflow assessment, mapping, etc.The fact that the fleet you are about to service has been sold bysomeone else means that you are likely to face pushback fromthe original sales organization. This may be lurking, waiting torip your throat out at the last possible minute.MPS is nothing more than selling supplies and providingservice to an existing fleet of printers.continued on 3432enx magazine

Premier Factory Direct Wholesalerof Premium Laser Tonerand Inkjet Cartridges227 N. Sunset Ave - City of Industry, CA 91744Quality! Quality! Quality!All products are ISO 9001/14001 certified• Competitive pricing(Send us an email to join our mailing listto receive special promotions!)• Same day shipping• Blind drop shipping• Contact us for our full inventory and pricingProducts are backed by 1- year warranty againstmanufacturing defects.NEW ITEMS IN STOCK!!HPCE 278 ACE 285 ACE 250 ACE 251 ACE 252 ACE 253 ASAMSUNGMLT -D105LMLT -D108SMLT -D109SMLT -D209LBROTHERTN 670TN 210 BK/C/M/YCall Us Today!Toll Free: 877-368-7788 Tel: 626-336-7088 Fax: 626-336-7077 Email: sales@walgroupllc.comenx magazine33

STATE OF BUSINESS We Saw It In ENX Magazine DECEMBER 2010OES Solutions is a Premier Director ofthe Certified Channel Reseller programSpeak with someone you know Each of our clients has a dedicated representativeAward Winning Sharp Copiers and Fax! Talk to a live person, no voicemail Flat rate drop shipments directly from Sharp Next day shipments availableSHARP Open Line Wholesale Distribution Factory-Authorized Service TrainingWe are currently accepting Sharp CCR dealership applications in the Midwest region.Discover how OES Solutions and Sharp can help you diversify your business.Quota Credit for SHARP DealersCall or email today for all yourmachine, accessory and supply needsToll Free: 877-637-1240Email: wholesale@oes-solutions.comHasSharp Open Line Wholesale Distribution2World Class Divisions to help you meetall your office machine needs!For more information on OES Solutionsand the CCR program, contact OES at:Website: www.oesccr.comEmail: ccrdealersupport@oes-solutions.comToll Free: 877-637-1240continued from 32MPS MYTH VS. FACTMyth: Providing printer service in exchange for supplies isonly the first step. Next, you want to right size the fleet in orderto reduce the amount of (hopefully competitive) hardwareinstalled. In theory, less hardware means lower cost. In thethird phase, you’ll have to be prepared to adjust existing workflowsto increase efficiencies.I can avoid complexity by finding prospects interested in justthe first phase. After all, that’s where instant savings reside.Fact: Yes, you can sell only the initial savings associated withthe implementation of an MPS program. But, if you’ve sold thecontract on the basis of price, with no value add, you’ll probablylose it on that same basis at the end of the contract.Someone will always be there to sell for less.One of the best parts of an MPS engagement is predictablecost for both the customer and my dealership.Myth: Yes, your customer’s cost is predictable. But yours isnot. When you calculated the original contract, did you factorin the cost of refreshing the fleet? What about the additionalcost of supplies and service when the customer begins to producepages with a higher coverage than originally assumed?Your costs will tend to escalate throughout the course of thecontract. Be certain you have considered these at the outset.If the customer chooses not to renew the contract, I can simplywalk away.HUGE Myth: We hardly see this discussed. Yet the issue sitsthere like a ticking time bomb. When you initially took over thefleet, all of the equipment belonged to the customer. Gradually,over the life of the contract, you have probably refreshed all orpart of the fleet. So, here’s the big question. Who owns the newequipment? Has this been called out at the time the contract issigned? If another vendor takes over the contract, does yourequipment pass to them and if so, at what cost?Gross margins for MPS contracts tend to be higher than theblended margin for hardware, service and supplies.True (for now): Yes, our research indicates that current MPSmargins are considerably higher. But, as more vendors enter thefield you can expect those margins to narrow. Your best betmight lie in adding value such as workflow analysis to tie youto the account for a longer, more profitable period. uLou Slawetsky is CEO of Industry Analysts, Inc., a marketingand management consulting firm for the office automationindustry. Much of the company’s research and testing resultscan be viewed on their website www.industryanalysts.com.34enx magazine

NEED ANY TONER PRODUCTS?Stock Item List • Stock Item List • Stock Item List • Stock Item List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ore Products, Better Prices!We’re Waitingfor Your Calls!Prinko Image Co, ( USA), Inc.1139 Westminister Ave. Ste O • Alhambra, CA 91803Fax: 626-389-8986 • Tel: 626-389-8988 / 626-389-8989Website: www.prinko.cn • Email: sales@prinko.cnenx magazine35

MINDING YOUR BUSINESS We Saw It In ENX Magazine DECEMBER 2010For Wholesale/Export Pricing Ink Cartridges Laser Toner Fax Supplies Copier Supplies Printer Ribbons Storage Media Specialty Paper Cables Printer & ProjectorsCall Toll-Free: 1-888-335-3282or Email: sales@databazaar.netDrop Ship SpecialistsCOMPATIBLE SUPPLY QUANDARYBy Ronelle IngramThe most commonly asked question I get during teachingseminars is, “Whom do you use to buy your compatiblesupplies and parts?” In the past, this question was usuallyasked by smaller dealers or start-up companies. Today, eventhe larger OEM authorized companies are facing the dauntingtask of figuring out whom they should use to fill the supply andparts needs of equipment covered under their Managed PrintServices agreements.Longtime OEM dealers were built on the foundation of onlyusing OEM parts and supplies, and in many cases OEM authorizeddealers were forbidden to use compatible supplies andparts under the terms of their dealer contract.But those days are gone. Today even OEM branches are usingcompatible products to lower the cost of their MPS agreements.Many dealers are struggling, trying to understand all the optionsbeing offered. The pages of ENX Magazine are laced with compatiblesmanufacturers and distributors who are vying for yourbusiness.There is no easy answer to identify which vendors are best foryou, as every dealership has its own specific needs. When aservicing dealer decides it is time to investigate the opportunitiesof selling or using non-OEM, remanufactured supplies andparts in their CPC and MPS agreements,here are some of the items toconsider:• Figure out what brand and whichmodels you will be using most, andthen find compatible resellers that offer the products you need.Take the time to run reports on equipment and usage being coveredunder your own MPS / CPC agreements. You’ll find severalcompanies can fulfill the needs of most of your product mix.• Have a back-up vendor for all the products you buy.Periodically buy from other vendors to keep an eye on competitivepricing. Having a secondary open account simplifiesthings in case the primary vendor is on back order, puts you oncredit hold, discontinues handling the product, or your favoritesales rep moves on. Having a primary and secondary vendorenables a potential sourcing emergency to be an opportunity toexplore a better option.• In some cases you may find an authorized OEM distributorthat also sells compatibles. Cross reference your OEM authorizedwholesale prices and quota fulfillment bonus opportunitieswhen comparing prices of distributor offering OEM pricing.Many OEM authorized dealers buy from their OEM until theircontinued on 3836enx magazine

Sinobase Network Technology LimitedCompatible ForHP LaserJetP1102/M1212nfMFP/M1132 MFP(HP CE285A)HP LaserJet ProP1566/1560/1606dn(HP CE278A)RemanufacturedCompatibleCartridgesSamsungML1666-ML1661(Samsung MLT-D1043S)SamsungML1910/ML1915(Samsung D105S/D105S2)BrotherHL3040CN/HL3070CW/MFC9010CN/MFC9120CN/MFC9320CN(TN210 BCMY)HP Color LaserJetCP3525/3525N/3525DN/CM3530/CM3530FS(HP CE250A/X - CE253A)HIGH QUALITYPRODUCTSBROAD PRODUCTSELECTIONCUSTOMERSERVICE SUPPORTECO-FRIENDLYMore Must Buy Products!HPCB435 UniversalCB436 UniversalCE505A/XCC364A/X1338 Universal1339 Universal5942 Universal5945 UniversalCP1215CP2025CP4005OKISamsungML-2850ML3470BML-3560BML-4550CLP-310CLP-315CLP-610CLP-660LexmarkE250DE350DE450DFull Color Laser SeriesBrotherTN620TN650TN115TN135TN155TN175TN195DELL1125233531103115Sinobase Network Technology Ltd. received STMCcertifaction in May 2010 after completing a rigorousSTMC training program. We are trained by certifiedtrainers and verified to be compliant with STMCquality test method in our Shenzhen branch factory.SINOBASE NETWORK TECHNOLOGY LTDTel: 852 2243 3287 l Fax: 852 2191 3154Email: benhung@empties.com.hkSkype: benhung886619Address: Unit 816, Pacific Trade Centre,2 Kai Hing Road, Kowloon Bay, Kowloon Hong KongWWW.INKLASER.COM*All brand names and trademarks are the properties of their respective holders and are referred here for descriptive purposes only. Sinobase is not associated with any printer manufacturer.enx magazine37

MINDING YOUR BUSINESS We Saw It In ENX Magazine DECEMBER 2010continued from 36COMPATIBLE SUPPLY QUANDARYquota is reached. Then they buy their needed supplies, parts andeven equipment from a distributor that offers a lower price. Italso lessens the chance of your quota being increased the followingyear because your dealership over achieved.• Look for a compatibles supplier that offers patent infringementindemnification. This lessens the chance of having to dealwith lawsuits if the OEM brings legal action against the manufacturerof a compatible product you purchased. An ounce ofprotection is worth a ton of cure.• Consider the convenience of choosing a supplier that offerseasy to understand, cross reference Web based compatiblecharts. Having access to a cross reference of different supplyand part compatibilities greatly simplifies and economizes purchasing,inventory levels and the number of products a customerrequires.• I am willing to pay more for the convenience of having a dedicatedsales rep who knows both the compatibles business andmy business. It is music to my ears and money left in my suppliesbudget when my rep directs me to different model productthat is compatible with my needs and that sells for a lower price.Furthermore, ongoing sales and marketing support, includingcustomizable brochures, email advertising, templates,Webinars, advertising inserts, and in-person visits, can kickstartyour sales department.• Having access to a technical support hot line is extremelyvaluable. MPS now requires service techs to work on a widerange of equipment. In many cases the field tech may be able tofigure out how to do the Preventive Maintenance on a neverbefore seen printer. However, without a reset code the printerwill not work, so having a technical hot line that has ready referenceto reset codes is necessary.• Providing rebates or buying empties is big business, so takeadvantage of any money offered for returned/exchanged empties.Be aware how return freight on empties is handled. Manyservicing dealers are actively maintaining Green return programswith their clients. Every dealer should be aware of thesavings that are available through aggressive recycling of theproducts you buy.• Does your remanufacturer have a Green initiative? No matterhow you feel personally about the sustainability of the earth,many customers have written green initiatives in their Requestfor Quote, and governmental agencies and enterprise level businessesoften give an adjusted bid discount for companies whohave a written Green policy or guarantee products are manufacturedin certified Green facilities.• MPS software offerings are increasing with many of the largercompatibles distributors. Most offer click retrieval, total integrationinto your operating system, information gathering andcontinued on 4938enx magazine

Your First Choice!Quality, Efficiency, Service and Pursuit of zero defects!OEM/ODM, Private label even blind drop ship are welcomeEthernet Patch CordYFC-BonEagle, a technology-oriented company with excellentmanagement team, is well known by high-quality and innovativeproducts. As a leading manufacturer of power cord sets, LAN cable,patch cords and relative networking accessories, YFC-BonEagleoffers a complete product range and continuously developsadvanced products that enable worldwide users to enjoy themodern convenience and boundless access to the world throughthe high technology.Power CordNetworking AccessoriesUSBHDMIHeadquarterNO.12-9, 130 Lane,Section 2, Chung Shan E. Road,Hsinwu, Taoyuan 327, TaiwanTel:+886-3-477-8846Fax:+886-3-477-9210www.cables.com.twUSA Office2nd FL, 280 Machlin Court,City of Industry, CA 91789Tel:+1-909-718-5275Fax:+1- 909-348-5845E-mail:jackchen@cables.com.twenx magazine39

PROFILE We Saw It In ENX Magazine DECEMBER 2010ASSOCIATION REVIEW:Imaging Supplies CoalitionCOMBATING COUNTERFEITING & FRAUDIN THE IMAGING SUPPLIES INDUSTRYThe Imaging Supplies Coalition (ISC) is a nonprofitorganization dedicated to educating, empowering andprotecting stakeholders in the battle to eliminate counterfeitingand fraud in the imaging supplies industry. TheCoalition is comprised of original equipment manufacturers ofconsumable imaging supplies and equipment that have joinedtogether to protect their customers by combating illegal activitiesin the Imaging Supplies Industry. Coalition membersinclude Brother International Corporation, Canon U.S.A., Inc,Epson America Inc., HP, Lexmark International, Inc., Oki DataCorporation, Samsung Electronics America, Inc., ToshibaAmerica Business Solutions Inc. and Xerox Corporation.Founded in 1994, the mission of the ISC is to protect our members'customers from misrepresented products and services byseeking the worldwide protection of intellectual property andrelated assets of the Imaging Supplies Industry's distributors,suppliers, and manufacturers. This is accomplished by trainingand education in counterfeit product identification, methods ofproduct security, techniques for avoiding telemarketing and e-commerce fraud, and by promoting laws and their enforcement.In its 16 year history, the ISC has accomplished a great deal incombating counterfeiting and fraud and has established itself asan international force in the Imaging Supplies Industry as wellas a leading organization in Intellectual Property protection.From engineering a unique, highly efficient product authenticationprogram and publishing hundreds of articles on counterfeitrelatedtopics to working with U.S. Customs, the ISC has andcontinues to generate unprecedented results in combating counterfeitingand fraud in our industry.How large is the problem?We think that worldwide imaging consumables loss to counterfeitingis approximately 4% to 5% of total revenue or between$3.5 and $4.0 billion. In the US it has been estimated that 3.5%of all inkjet cartridges sold are counterfeit. In some areas theestimate is up to 50%. HP, one of the ISC member companies,reports on its website that between2005 and 2008 it has conducted4,620 investigations in 55 countries,resulting in 3,528 enforcementactions conducted by lawenforcement officials where morethan $795 million USD worth ofcounterfeit supplies products hasbeen seized. A second ISC membercompany states that legalactions are currently pending in atleast 6 states in the US.Exactly what is considered to bea counterfeit product?EDUCATINGEMPOWERINGPROTECTINGAllen D. WesterfieldPresidentA counterfeit cartridge is a thirdparty product misrepresented asan original OEM cartridge.Cartridge counterfeiting is notthe same as refilling or remanufacturing.These counterfeitprint cartridges are meant tomislead the consumer intobelieving that they are genuineOEM products. This does notmean that all refilled or remanufacturedproducts are counterfeit or otherwise fraudulent.Legitimate refilled or remanufactured products exist on themarket and their packaging states that they are 'refilled,' 'remanufactured'or 'compatible' products.By definition, a counterfeit product is designed and packaged todeceive and mislead an unknowing customer in such a way thatconfuses them into believing that they are buying a brand newgenuine OEM product. Such products may be counterfeit andthe sale and distribution of counterfeit OEM cartridges is fraudulentand illegal.Why is the Imaging Supplies Industry Vulnerable?The Imaging Supplies is a broad, repeat market with a significantmarket for recycled/remanufactured goods. This meansthat there is an available supply of empty cartridges, as well ascomponents and known processes, making entry relatively easyfor counterfeiters. In addition, there is access to the distributionchannel through the gray market where counterfeit goods havethe opportunity to be commingled with legitimate merchandise.The expansion of e-commerce through the Internet has alsoenabled ease of market entry. An emerging threat is the explosivegrowth of clone/compatible cartridges.There are many methods to bringthese new clones/compatibles tomarket:1) Packaged as a compatible under anon OEM Brand. These are notcounterfeit and IP violations, if any,deal with patents and/or trade dressissues.continued on 4240enx magazine

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PROFILE We Saw It In ENX Magazine DECEMBER 2010ASSOCIATION REVIEW:Imaging Supplies CoalitionHowever, the next three items are potentially counterfeitand Illegal.2) Packaged as a new OEM branded cartridge.3) Packaged as a remanufactured OEM Cartridge under aremanufacturer brand4) Packaged as a used OEM core and sold into the remanufacturersupply chainWhy should I care?Counterfeiting Activity impacts legitimate resellers and distributorsin a number of ways. First of all, counterfeit goods introducea level of price competition that is unfair and unsustainable.Price is usually the value proposition offered by the counterfeiterand can be attractive to some consumers.Second, if a legitimate reseller inadvertently sellscounterfeit goods that have been introduced into thesupply chain through the parallel or gray market, thereseller must deal with the risk of customer dissatisfactionand loss. Third, there can be significant financialrisks as well as substantial legal risks.What can I do?When In Doubt - Check It Out(WIDCIO)In this article we are issuing a call toaction to the channel and its customersto work with us to eliminate counterfeitingand fraud in the imaging suppliesindustry. Many of you haveworked with us in the past in this effortbut we need to double down and developa zero tolerance for counterfeit orpirated imaging supplies.The two best things you can do are obvious but are the mostpowerful tools available.First, know your supply chain by understanding their businessespractices and policies.Second, avoid price deals that are too good to be true. In general,deep discounts on OEM cartridges are not practical. If a vendoris offering prices that are much better than the generallyavailable market price, you should be suspicious that the cartridgemay be counterfeit.Third, When In Doubt - Check It Out (WIDCIO)I would also encourage resellers and distributors to becomemore active in the ISC WIDCIO Program. We believe WIDCIOhas been very instrumental to the overall success of the ISC.This unique program allows a reseller or end customer to senda suspicious product carrying the brand of our member companiesto the ISC for authentication.The ISC will forward the product to the brand owner who willanalyze the product and inform the ISC of its authenticity. TheISC in turn will inform the participant of the product's status. Ifthe product is genuine that is the end of the process. However ifit is counterfeit the participant is obligated to furnish the sourceof the product. The information about the counterfeiter is givento the OEM Brand owner for appropriate investigation andaction. The identity of the WIDCIO participant is protected andremains confidential throughout the process. Confidentiality isall-important here.Raids in BoliviaThis program, whilesimple in concept, isvery powerful inpractice. It has resultedin the targeting ofillegal productionfacilities and theremoval of many millionsof units ofimaging supplies fromthe market place. It has protected tensof millions of dollars in imaging suppliesof the ISC brand owners.Lastly, at the end of the day counterfeitingis flourishing because there is ademand for the products. Please workwith us and with the authorities todevelop a campaign of public awarenessthat educates the consumer as to theevils caused by the crime of counterfeiting and to teach themhow to avoid the bogus goods.To conclude, I hope that today I have been able to convince youthat counterfeiting is a problem in our industry, which causes realproblems for all of us. While we are making progress there is stillmuch work to be done. Businesses and government can findfocus areas and invest in brand protection on an ever-improvingbasis. What we need in addition is this, a commitment to a zerotolerance for counterfeit goods from all industry stakeholders.The ISC thanks you for your diligence and support. uContact Imaging Supplies Coalition:Allen D. Westerfield, Presidentisc.westerfield@gmail.com941-961-789742enx magazine

PROFILE We Saw It In ENX Magazine DECEMBER 2010Used, New and RefurbishedCopiers. Parts and SuppliesGeneric or OEMHablamos EspañolWe have 15 years experience in the copier export marketWe are located only 30 miles from the Port of MiamiSell us your excess oem supplies!!!Large Ricoh and Konica Minolta Inventory!!!HappyHolidaysfrom I.C.E.International Copier Exchange, Inc.Worldwide Equipment DistributorsHere's to aProsperous2011Toll Free(800)960-1119 - Broward(954)978-2121Dade(305)751-7878 - FAX:(954)978-2412We Are One of the LARGEST SUPPLIERSof CANON and RICOH Copiers in the U.S.ADomestic Sales Export Sales Why Choose ICE ?• Hundreds of Low Meter -Demo Units Available• We Specialize in Ricoh, Canonand Everything In Between• Sophisticated Inventory Bar CodeScanning System To Ensure Accuracy• All Equipment Accurately Represented,Inspected and Tested• Fast Shipments and Great Freight Rates• We Carry Parts and Accessories forAll ManufacturersAndy BongarChatsworth, California888-423-2679818-999-1000abongar@copierpoint.com• Over 3600 Canon & 3200 RicohCopiers in Stock For Export• Worldwide Export Specialists• Experts at Loading Containers• Fast Turnaround Times For Your Orders• All containers fulfilled to exactcustomer specifications• Containers Shipped Daily• State Of The Art Brand New FacilityWith 14 Loading Docks• Highly Competitive Pricing~• Se Habla EspanolLarge Quantities of All Other Makes & Manufacturers Available!Jared ZanderDallas, Texas866-503-2679972-503-0100jzander@copierpoint.comMarge DavisSt. Louis, Missouri800-933-2374314-770-1233mdavis@copierpoint.comwww.copierpoint.comGreg Zander - International SalesSe Habla Espanol ~ - Dallas, Texas866-503-2679972-503-0100gzander@copierpoint.com• Tremendous Profit OpportunitiesOn Used Equipment• Extensive Inventory - Thousandsof Copiers per Month• Experienced and KnowledgeableSales Team• Package Pricing Available• Best Quality Control In theIndustry!• Your Satisfaction is"Our Business"Chris StancelIowa888-433-2679319-373-7100cstancel@copierpoint.comHylon AlfordDallas, Texas866-503-2679972-503-0100halford@copierpoint.com3001 W. McNAB ROADPOMPANO BEACH, FL, 33069 - USAwww.intercomcopiers.com - sales@intercomcopiers.comWe Export Used Offset Presses WorldwideOver 25 years Experience Exporting EquipmentContact: Jeter Spina - (954) 449-9002JeterSpina@americapressequipment.comenx magazine 43

TECHNOLOGY UPDATE We Saw It In ENX Magazine DECEMBER 2010Your Source For BothDocument Imaging and FinishingSure, Niche Equipment has the best deals on Samsung Equipment,Supplies and Parts for Document Imaging.But that’s only 1/2 the story!Don’t overlook your customer’s Document Finishing needs.Sell a Shredder, Folder or one of 500 other paper handling products that Niche offers.Bookletmaking &BindingDouble Your Sales, Double Your ProfitOffering products from these manufacturers:Samsung, Formax Duplo, Roto, Standard,Dahle, Rhino-o-Tuff, Widmer, Secap & more.MFP Colorto 40ppm,Mono to55ppmLaminatingFaxFoldingPersonal toIndustrialPh: 877-446-4243Fax: 630-629-6790info@nichee.netwww.nichee.netSaaS Brings Big-Company Efficiency To SBM’s Document DeliveryBy Jean-Michel BérardCompared with traditional paper-based processing anddelivery of documents like invoices and purchase orders,automation technology has given many big companiesan edge over small and medium businesses in recent years.Large enterprises have capitalized on the ability to send documentsstraight from their back-office systems and desktopapplications — not only by fax and email, but even postal mail— with levels of speed, accuracy, visibility and control that theold ways can’t match.The same solution used to deliver the documents can also beused to archive and index them automatically, making documentsinstantly accessible for customer service and internal orexternal audits. As a result, companies using document processautomation are empowered to optimize operational efficiencyand cash flow while supporting high levels of customer satisfactionand regulatory compliance.These advantages may seem out of reach for smaller companieswithout giant IT departments and deep pockets. After all, implementingsoftware to automate document processing and deliverycan take a considerable amount of up-front money alongwith an ongoing commitment of time to manage the technology.For some SMBs, software to automate document processingand delivery is too expensive, tooslow to implement and too much of aheadache to maintain.SMB Silver LiningDespite the obvious differences inscale, small and medium businessesultimately face the same basic types of operational challengesthat big companies do. Any business relies on the exchange ofdocuments, and profitability can depend on the efficiency ofthat exchange.SMBs may have fewer resources to draw upon to achieve peakefficiency. But generally they have more freedom from the constraintsof complexity — both in their information systems andin their business processes — to take advantage of innovationsin technology.Software as a Service (SaaS), or cloud computing, is one suchinnovation. For automation of document processing and delivery,SaaS has made the capabilities of today’s most powerfulsolutions readily available to any company with an Internetconnection. SaaS shifts the expense of the solution from capitalcontinued on 4644enx magazine

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TECHNOLOGY UPDATE We Saw It In ENX Magazine DECEMBER 2010Given an A+ Rating with theBetter Business Bureaufor the Past 7 Years“WE PAY TOP $$$ FORWHOLESALE COPIERS”World Class Copier RemarketerDealers, Exporters andLeasing Partners are Welcome!Providing You a HIGH RETURNon Your Copier InvestmentImpact Transportation Services - Off Lease Pickups andWholesale DeliveriesTrade In Programs - Always Looking to Purchase Wholesale& Off Lease Copiers of All BrandsAsset Management - Our Complete and Accurate Audits are theBest in the World - Guaranteed!Refurbishment - Done by our Highly Skilled Team of ServiceTechniciansExporting - Specializing in Exporting All Around the WorldRepossessions - We Provide Cost Effective RepossessionServices on a Nationwide Basis65,000 Sq. Ft.Main Corporate WarehouseWith Locations in MN, NY, NCand AZ$100 (Or Less)Nationwide CopierTransportationServices Off Lease Pickups& Wholesale DeliveriesHuge InventoryWe Ship Thousands Of CopiersWorldwide Each Monthwww.offleasecopiers.com608 7th St. N.E., Long Prarie, MN 563471-866-848-4900continued from 44SaaS Brings Big-Company Efficiency To SBM’s Document Deliveryto operational, clearing away the barrier of acquisition anddeployment cost.The benefits go beyond helping SMBs quit paper and level theplaying field. SaaS can deliver real competitive advantages simplybecause there is no software or hardware to maintain. SMBscan get fast results like significantly shortened transactioncycles, increased productivity, reduced Days Sales Outstanding(DSO) rates, increased visibility and process control whilefocusing resources on core competencies and customer servicerather than supporting technology.With SaaS, businesses leverage document process automationtechnology on a pay-per-use basis. They securely transmit documentsdirectly from front- and back-office applications to vendor-hosteddata centers where the software platform residesalong with infrastructure for fax, email, mail and SMS delivery.Becoming part of customer invoicing, supplier purchase orderdelivery and other day-to-day business processes, the serviceautomates time-consuming, labor-intensive tasks like printingdocuments and stuffing envelopes or feeding the fax machine— and reduces the need for in-house printers, fax machines andsupplies as well as mailroom equipment, fax servers, fax lines,fax boards and modems.A typical SaaS implementation for document delivery can takeas little as a few days. With its short deployment time, minimalup-front expense and predictable costs, SaaS affords the opportunityto try cloud computing for document delivery withouttaking big architectural or financial risks.Constant InnovationTechnology underlying SaaS solutions is automatically updatedby the service provider, so SMBs continuously benefit from thelatest enhancements and innovations. There is no longer a needto buy and install software, keep track of versions and worryabout upgrades causing conflicts between interdependent systems.Today’s advanced SaaS solutions for document deliveryare highly adaptable and can be customized to fit specific needsof small and medium businesses.In the technology sector, SMBs can also leverage SaaS toenhance their own product offerings. “Companies have spentlarge project budgets building distribution channels and not hadnear the success that we had within one week,” said MarkMcCuin, president of the laboratory information technologyand electronic medical records startup company, Pathagility.“We were able to provide value that would have taken thebiggest companies much longer to provide in a production environmentto their customers.”continued on 4746enx magazine

TECHNOLOGY UPDATE We Saw It In ENX Magazine DECEMBER 2010continued from 46Learning From ExperienceRecognizing the need to streamline operations and reducestaffing requirements for document processing, many SMBshave deployed technologies like fax servers and experiencedthe typical issues: Computers age, hard drives fail, softwaregets outdated and pretty soon the server is down. Others considerSaaS after finding that options like putting a fax server inmultiple locations or buying a folding machine for processingmail cost more than they save.When packaging company ARPAC GROUP decided to eliminateits fax machines and manual paper handling of faxesthroughout the company, it looked carefully at the alternativesbefore choosing a SaaS solution. “Bringing the electronic faxingin-house would require the cost of both hardware and software,”said Ryan King, the company’s IT manager. “We alsohad to consider the costs of maintenance and redundancy. Thiswas our ordering system we were talking about, and we neededit up and running 24/7 with no hiccups.” Backup capability builtinto the service architecture is an additional benefit to ARPAC.“The service also gives us peace of mind. If there’s a power outage,we know that our data won’t be lost,” said King.Another company using a SaaS solution, the ambulance groupFirst Med, chose the cloud model for automation to reduce turnaroundtime from output to mailing of statements from itsbilling system. The service enables direct transfer from FirstMed’s billing software to an on Demand SaaS platform. “Wedon’t need another software,” said Matt Ellis, the company’saccounts receivable manager. “We simply upload straight fromour system and everything’s right there.” Once the statementsare uploaded, First Med employees can review them in a webinterface, which also provides tracking capabilities for visibilityinto the process.Changing The LandscapeThe implementation speed and low cost of SaaS for documentdelivery has attracted the attention of large enterprises as well asSMBs. Many CFOs want technology ROI in months instead ofyears. When it is time to replace a fax server or move non-EDIcustomers to electronic invoicing, more and more large companiesare looking to the cloud. As cloud computing becomes thepredominant way to deploy software, SMBs using SaaS to automatedocument processing and delivery will be in a better positionto compete against their rivals, large and small. uJean-Michel Bérard co-founded Esker and is the WorldwideCEO and President of the Board of Directors. He is responsiblefor defining and executing Esker’s business plan and representingEsker to potential partners, the European technologicalcommunity, IT analysts, and the trade press. Ernst & Youngnamed Jean-Michel European Entrepreneur of the Year in2000. He was named as one of the Top Technology Visionariesby Start magazine in 2002. Jean-Michel was named Advisor tothe French Foreign Trade Ministry in 2009 For more info,email Gina.Leranth@esker.com or visit www.esker.com.enx magazine 47

PROFILE We Saw It In ENX Magazine DECEMBER 2010Copier Coin-op & Debit RFIDVendaCard Payment StationStarting At Only$495.00 For 8Vend PricesIncluding AFreeInterface CableAsk About The Free Debit VendaCard RFID Reader-Writer Exchange Program for Any Obsolete DebitMagnetic Stripe Card Reader – Writer!Sales@vendapin.com www.vendapin.comCall today Toll Free 1-866-374-9314!PARTS FOR COPIERS & PRINTERSCANON, MITA, SHARP & HPSe Habla EspanolAll OEMParts and SuppliesAvailable!In Stock CALL NOW!Tel: 818-778-0100 Fax: 818-778-0101www.officeland.wsOFFICE LANDcontinued from 26BUSINESS PROFILE:AFEXto learn how to Tap into Green:Opportunities that impact your businessand grow profit, during his ITEX PowerHour presentation.With a strong commitment to supportREUSE, REDUCE, RECYCLE, AFEXis perfectly positioned to strengthen itspresent market leadership. Their locally,regionally and globally situated productionand service network provides for theafter market imaging cartridge needs oftheir OEMs, wholesalers, resellers andend users. Built on a solid foundation ofJackin’s three decades in the manufacturingsector, AFEX is committed to continuingto meet the challenges of new technologies,products and environmentalresponsibility. u by Ronelle IngramContact AFEX InternationalMark E Duva15320 Valley View Ave. Unit 4La Mirada CA 90638562.921.7273 tel • 480.323.2520 faxCell 480.612.5297markduva@AFEX.ccwww.AFEX.ccAFEX - Global Green Partner48enx magazine

MINDING YOUR BUSINESS We Saw It In ENX Magazine DECEMBER 2010continued from 38COMPATIBLESUPPLY QUANDARYanalysis, reduced software cost, technicalassistance and staff training.• The shipping location of your compatiblespartner can make or break the ultimatecost. When pricing products beaware of the total cost of product andfreight. Many offer next day or 2 dayfreight at ground rates. What happenswhen a product shows as in stock, but isnot available locally? Who pays for thecross-country shipping? Is local sameday will-call pick-up from the localwarehouse available? Is blind drop shippingavailable? If so, how is the receiptof product tracked? Can you use yourown UPS or FedEx account number fordirect billing of freight cost? Must youstill pay a handling charge?• Before you buy, ask if the products aredomestically produced or imported?What certifications have been earned bythe manufacturing What organizationsdo they support? You can determine thesignificance of the answers. If the factoryis local, take a tour. You will be amazedat the difference of manufacturing techniques.• Investigate joining organizations thatwill provide additional discount pricing.Trade associations (BTA, AIMED,CompTia), buying (IBPI) and usergroups all have affinity programs that canprovide additional discounts. When youfind a compatibles dealer you like, askyour sales rep if they have a discountrelationship or buyer program that cansave you additional money.• 100% guarantee on products with a nohassle return policy is always appreciated. Brother Canon Copystar HP Konica Minolta Kyocera Mita Muratec Panasonic Ricoh Samsung Sharp Toshiba XeroxCall Us Now!~Hablamos Espanolph: 1-877-626-2676fx: 562-663-9037ask@mambo-trading.comFree Shipping forCanon OEMtonerorders over $75.00*Happy Holidaysfrom all of us!Need AnOMEGA PLUS?*Free ground shipping within US (Except AK, HI), offer good until end of Dec. 29, 2010and while supplies last. Mention Dec2010 to qualify. Not valid with other offers.Be an informed buyer and be aware ofthe big picture. Sometimes the lowestprice isn’t the best deal. Do yourresearch and consider how easy it is toget hold of a knowledgeable human.Advance research will provide a longterm,mutually advantageous buyingpartnership. uThe“no-bul”creditcardcopycontrolerfromJamexRonelle Ingram, author of Service With ASmile, also teaches service seminars.She can be reached at ronellei@msn.comenx magazine49

The AIIM International Conference & Expo @The AIIM International Conference & Expo @Get beside & beyondthe Hybrid Dealer!Delivering the Future of Office SolutionsMarch 22-23, 2011 Washington, DCWalter e. Washington Convention CenterEducationOne EventCaptures it AllITEX provides the latest state-of-the-artoffice solutions, technology innovationsand product from the industry’s bestthought leaders.Find the latest strategies to grow yourbusiness in 35 top-grade Power Hoursessions in 5 essential tracks.Get to the bottom of how to make yourMPS and Managed Services programssuccessful from experts who know.Test drive the latest product innovationson the exhibit floor! Hear first hand thedirection technology is taking the industryand how to profit from it.Network at ITEX where unmatchedopportunities are waiting for you to explore!The Industry Unites at ITEXITEX DeliversYour Future!Dealers, resellers, Vars, Vendors, organizations and associations lookto itEX, the largest event of its kind in north america, for realmethodologies that work. itEX consistently provides vital informationand actionable tools to assist providers in maximizing their efforts togrow market share. the industry trusts itEX to deliver the strategiesthat will keep them ahead of the curve – and the competition!ProductsSupportManaged Print ServicesDocument SolutionsHybrid Dealer & BeyondService & SuppliesManaged Services / ITOffice EquipmentRegister Now!Take Advantage of Early Bird Pricing*Visit www.itexshow.com for more info*Early Bird Pricing valid until December 31 st, 2010BESTVALUE!DiamonD SPonSorPlatinum SPonSorSinDuStrySPonSorS50 enx magazine

Product & Industry News December 2010Parts Now! Partners with PROS Elite Group (formerly BEI Pros)Nov 10th, 2010, Middleton, Wis. - Parts Now!, North America’slargest printer parts distributor, announced today that it has teamed upwith recognized Office Imaging Profit Improvement Specialists PROsElite Group, as its new Preferred Supplier. The program gives customersof Parts Now! a cost savings on current orders as well preferred supplierpricing for all PROs Elite clients.“This partnership made a great deal of sense,” said MattMcLeish, VP of Sales at Parts Now! “Both companies have tools thatfocus on helping customers succeed. Together, we’ll be able to offerbenefits that no other provider in the industry has.”PROs Elite Group has built expertise in industry office imaginghelping dealers improve profitability and productivity efficiencies. With itsleadership in service training and technical tools, Parts Now! providesthe perfect complement to further enable customers stay at the forefrontof the marketplace.“This partnership will help customers become morecompetitive and profitable. That’s the bottom-line benefit essential tonot just survive, but thrive in this market,” according to Jerry Newberry,President of PROs Elite Group.The program provides customers the tools to gain and thepotential to grow into MPS printer service with sales, service andtechnical training. Results will include improved resource efficiencieswith fewer emergency calls and waste that eats up profits.Also, customers will benefit from PROs Elite Group productsthat boost productivity and profitability including Service Consulting,Advanced Service Management Training, Consulting and PROs Elite100, the total dealership operational excellence program.Parts Now! and PROs Elite Group look forward to improvingcustomers’ efficiencies while saving them money and boosting theirposition in the market. Get in touch to find out how you can qualify forpreferred supplier pricing.PROs Elite Group (formerly BEI Pros) has long beenrecognized as the Profit Improvement Specialists focusing on theOffice Imaging Industry. PROs consulting efforts surround a 9 phaseassessment process which leads to the development of dealer specificaction plans that the Pros team execute with the Dealer. The consultingservices offered include service, sales, MPS, operations/administrativeand ERP/IT. Training offerings such as the Advanced ServiceManagement, MPS Sales and Service Training, leadership skills, goalsetting and strategic planning are the core of the PROs team’s worldclass training offerings. The premier offering, PROS Elite 100, positionsIndependent Dealers for rapid market share growth with an exclusiverepresentation in their market coupled with all of the Service and Salesconsulting programs.Parts Now! is the industry leader in profitable solutions forbusinesses who service laser printers. The #1 supplier of laser printerparts in North America and an authorized distributor for HP, Lexmark,Canon and Toshiba. Parts Now! is also the largest trainer of repair techsin the U.S., and a leading expert in helping companies drive revenuewith managed printing. Visit www.partsnow.com or call 800.886.6688 formore information. uMWA Intelligence is Awarded BERTL’s Best Overall MPS AwardNovember 15, 2010, Scottsdale, AZ – MWA Intelligence, Inc.(MWAi), a leader in enterprise-class M2M (machine to machine) andM2P (machine to people) solutions and services, has been selectedto win the prestigious BERTL’s Best Fall 2010 Award. MWAi’s MPSSolutions received the award for being “Best Overall Managed PrintServices Provider.” Business Equipment Research & Test LaboratoriesInc., (BERTL) was “tremendously impressed” with how MWAi’s deviceperformed during their testing process with expert analysts.MWAi’s major MPS Solutions that BERTL recognizes areIntelligent Service (IS), Intelligent Device Management (IDM), theagnostic development platform, the relationships with major OEM’s,CRM’s, and ERP systems, ROI print manager, and National ManagedPrint Services (nMPS). MWAi is able to give dealers a competitiveadvantage through a flexible solution that adjusts to meet individualbusiness’ needs with a complete Enterprise MPS toolbox.BERTL has been recognizing the best devices and softwarein the digital imaging marketplace for fifteen years. BERTL’s Bestawards are awarded to the winners after rigorous analysis of digitalimaging devices, software, and management utilities in the marketplace.It is an honor that MWAi has been chosen as a top contender for thesecond year in a row. By earning this achievement, MWAi is even moreempowered to provide the best available MPS around.“It is a great privilege to have received the BERTL’s BestAward,” said Mike Stramaglio, President and CEO of MWA Intelligence.“We will continue to give our complete effort in providing a great productthat we are proud to stand for.” To learn more about BERTL, visit www.BERTL.com. For more information please visit www.mwaintelligence.com. uDPI releases the compatible Dell 5330 and Lexmark C734/736Direct Precise Imaging has added the compatible Dell 5330cartridge. In addition the compatible Lexmark C734/736 compatible highyield toners are available. Last months releases were the compatibleMinolta 4650/4690 colors, HP 1606 Micrs and HP 1202 Micrs. We arecurrently working on the compatible Lexmark E260/360/460, LexmarkT-650 and X-651, Dell 2330, and Dell 5130 colors and hopefully theseproducts should be released by the end of the year. DPI products aremanufactured, tested and packed in the USA and backed by superbtechnical support and customer service. DPI offers same day shipping,no minimum order requirements, blind drop shipping is available andwe have one of the largest selections compatible toner cartridges. Askabout our free shipping offer. For further information and monthlyspecials visit our new website at www.directpreciseimaging.com or call(888) 376-7311. uNational Copy Cartridge (NCC) releases several “high profit”remanufactured color cartridges.NCC is a 20 year veteran, specializing in remanufacturedXerox and other “high profit” Non HP cartridges.We have now released cartridges for use in:• Xerox Color 6360, 6280, 6180• Xerox Mono 3600, 4510, 3635, 3300• Lexmark Color C520/530 Series, C935/940• Samsung Mono 3560, 2850, 4828, 4550Made in America! Call or Email for Catalog! For More infoemail: info@nccreman.com or call 800-822-5477. uMSE Releases A Complete Line of Compatible Solid Ink Sticks forXerox Phaser Color PrintersVAN NUYS, CA - Micro Solutions Enterprises (MSE), theindustry leader for Intelligently Re-EngineeredTM cartridges, is pleasedto announce the release of a complete line of solid ink sticks for XeroxPhaser color printers. MSE is now offering all of the most popularmodels of compatible solid inks for models such as the Xerox Phaser8400/8500/8560 and more.Luke Goldberg, SVP MSE Global says “ These products are agreat way to expand your color offering for these solid ink printers. Solidinks offer great margin and revenue opportunities for resellers seekingquality alternatives to high priced OEM consumables.”MSE today is currently offering these in generic packaging dueto the custom requirements of this product. As volumes dictate, MSEplans to expand the packaging options available for this product.As with all MSE products these were subjected to the same exhaustivetesting methodologies which include environmental stress testing,accelerated aging testing, and shipping simulations. For more info visitwww.mse.com. uenx magazine51

Product & Industry News December 2010Industry Expert Jeff Way Joins Digital Gateway Inc.November 2, 2010, Provo, UT. - JeffWay, former Director of Information Systemsfor Global Imaging Systems has joined DigitalGateway as the New Director of StrategicProjects. “I have over 25 years experience in theinformation systems management area of officeequipment dealers. This experience will help Digital Gateway to continueto solidify their dominance in the dealer management software market byenhancing and expanding the solutions that will help meet vital businessinformation needs.” Said Jeff, “Customers are looking for solutionsthat deliver concrete results and e-automate will provide that for theirbusiness.”Jeff not only has extensive experience in the industry but alsocomes highly recommended by Tom Johnson former CEO of GlobalImaging Systems. “Jeff Way was hired by me in 1995 to be my Directorof Information Systems. I knew Jeff through his work at DecourseyBusiness Systems. Since that time through internal growth and over onehundred acquisitions, Global grew to over $1 Billion in Sales with 170offices in 35 states. Jeff was our Director of IS during this growth and dida great job of maintaining our systems, converting the new acquisitions,and helping us maintain the control we needed for Global’s greatsuccess. Jeff has my highest recommendation for a similar position.”With a recommendation like thatfrom a well known industry leader, and withthe knowledge and abilities that Jeff has, itcomes as no surprise that Digital Gateway wasquick to recruit Jeff for this new position. “Weare excited to have Jeff on board,” said JimPhillips CEO of Digital Gateway. “Jeff led theconversion and implementation of over a 100 of our industry’s largestdealers while at Global. He is our investment in mitigating the risk anddisruption of our new dealer’s conversion. We are also leveraging Jeff’sintimate knowledge of this industry and his years of experience withbenchmarking to advance DGI’s Digital MRI process for all our dealers”.Since 1995, Digital Gateway’s award winning DealerManagement Software has become the dealer’s choice, serving overa 1,000 companies. The hallmark of DGI’s success is founded oninnovation, automation and always putting the dealer first. e-automate isthe core engine that enables the connectivity, visibility and automationcrucial to competing in the new economy. It provides the system toautomate each step of securing and keeping pages under contract. e-automate gives the dealer visibility to the industry, connectivity to keyintegrations and seamless automation needed to secure the businessand serve the dealer’s customers. No other solution will better equipoffice equipment dealerships to successfully “Transform their BottomLine” than e-automate. Dealers can now use e-automate to drivetheir business to new levels of profit by accessing “Key PerformanceIndicators” real time in Dealer Time. For more info visit Digital GatewayInc. at www.digitalgateway.com. uToshiba America Business Solutions Inc. recognized as “First inclass” for dealer support By Marketing Research ConsultantsToshiba Awarded Esteemed Title Based on 25th Annual DealerSurvey ResultsNov. 3, 2010, IRVINE, Calif. – Toshiba America BusinessSolutions Inc. (TABS) today proudly announced they have won “First inClass” MFP Manufacturer for Dealer Support by Marketing ResearchConsultants, Inc. (MRC), a Hamburg, New Jersey-based consulting firm.Toshiba received the highest approval rating from independent dealerswith consistent and unsolicited accolades for the excellent support theyoffer in MRC’s 25th Annual Dealer Survey. A total of 295 dealers fromacross the country participated in this year’s survey.“Toshiba’s selection as ‘First in Class’ MFP Manufacturer is welldeserved. Through the years they have been consistently praised bytheir independent dealers for their strong communication skills, supportand programs. The dealers believe it has contributed to their ability toenjoy a high degree of success in selling Toshiba’s products,” said FrankG. Cannata, president, Marketing Research Consultants, Inc.“Toshiba focuses tremendous energy behind fostering strongrelationships with our dealers, and we always strive to be the bestpossible partner,” said Mark Mathews, president and chief operatingofficer, TABS. “It’s gratifying to know that the dealer network holdsToshiba in such high regard for our service and support. We are deeplyproud of this recognition.”The Marketing Research Consultant Dealer Survey Awardsare based on feedback from independent office technology dealersrepresenting all copier/multi-function product (MFP) vendors in theindustry, and all regions of the country. Dealers who participatedwere asked to rank their primary and secondary vendors in four keyperformance categories – Corporate Support, Distribution, Product Line,and Inventory.About Marketing Research Consultants, Inc. - Founded in1979, Marketing Research Consultants, Inc. (MRC) was establishedby Frank G. Cannata to provide guidance and counseling to the officeproducts industry. Frank Cannata is noted for his analytical skills, ontargetpredictions, and current management information pertainingto the office products industry. MRC offers two publication services:The Cannata Report and LiveWire. The Cannata Report is a monthlymanagement report aimed at the office equipment reseller, and LiveWireis an electronically transmitted office technology news service.About Toshiba America Business Solutions, Inc.Toshiba America Business Solutions Inc. (TABS) is anindependent operating company of Toshiba Corporation, the seventhlargest electronics/electrical equipment company in the world. TABSmanages product planning, marketing, sales, service, support anddistribution of copiers, facsimiles, multifunction printing products,network controllers, and toner products throughout the United States,Mexico, Brazil, Latin America, and the Caribbean. Headquartered inIrvine, Calif., TABS has five divisions: the Electronic Imaging Division;the Toner Products Division; the Document Solutions EngineeringDivision; the International Division; and Toshiba Business Solutions(TBS), a wholly-owned subsidiary corporation of TABS, that operates anetwork of wholly-owned office equipment dealers throughout the UnitedStates.Named the most favored manufacturer ten times by the BusinessTechnology Association (BTA), Toshiba’s entire product line, customersupport and marketing distribution policies are markers for the industry.For more information on Toshiba products, programs, solutions andservices, please visit www.copiers.toshiba.com. uNetwork Recycling Systems (NRS) announces it haspartnered with Mearthane Products Corporation (MPC) to handlesales and distribution of developer rollers for the aftermarketindustryMPC is a world class producer of developerrollers for OEM and aftermarket manufacturers. NRShas been a partner in the production of developerrollers for the last several years and is now pleasedto be a part of the sales arm of MPC.Developer rollers are a critical componentof many cartridges produced in the market today andMPC’s rollers are unsurpassed in quality. MPC labs have extensiveability to test rollers and insure quality going out the door.CEO Jim Martin adds, “I have been in MPC’s plant severaltimes and their attention to detail is quite remarkable. MPC also makesworld class roller skate and blade rollers which are in high demand fromOlympic Skaters. That in itself says a lot about MPC”.For further information, contact Jim Martin at 828-891-7400 orjmartin@nrscoatings.com. u52 enx magazine

Product & Industry News December 2010Strategy Development Unveils All New Website, Blog, and EmailAddressesNovember 2, 2010, Bryn Mawr, PA - Strategy Development,a management consulting and advanced training firm, today launcheda completely new website, at a new address, with an integratedblog. The Strategy Development website can now be found at www.strategydevelopment.com.As part of a complete corporate marketing makeover, KelliJones, marketing manager for Strategy Development, developed highlydetailed storyboards comprised of the navigation plan, copy and images.Jones then contracted Zango Creative to build the website frameworkand bring the message to life.Strategy Development’s blog, “Information for theImaging Industry,” is now integrated into the new site: http://www.strategydevelopment.com/blog Start following us there by clicking on the“join this site” button.Jones said, “It is no small feat to architect a corporate website,change domains, integrate a blog, and have the foresight to know whattype of capabilities you will need for expansion,” Kelli went on to say, “Iam thrilled and proud of the site and excited that visitors will enjoy a rich,robust experience.”Michelle Drewien, president and creative director of ZangoCreative, said, “Strategy Development needed a fresh website with theability to frequently update content and expand. Zango delivered bydesigning an attractive, highly flexible website developed in a contentmanagement system.”The site will continuously be updated with news and blog postsso bookmark it for future use: www.strategydevelopment.com uKatun Corporation Announces the Acquisition of Media SciencesToner BusinessAcquisition Combines Fundamental Strengths of Two AftermarketColor LeadersNovember 12, 2010, MINNEAPOLIS – Katun Corporation,one of the world’s leading alternative suppliers of imaging supplies,photoreceptors and parts for the imaging industry, announced todaythat it has acquired the toner cartridge business of Media SciencesInternational, Inc., a leading independent manufacturer of color tonercartridges and solid ink sticks for office color printers. As part of thistransaction, Katun will also become the exclusive Master Distributor ofthe Media Sciences ink stick product line.Carlyle Singer, president and CEO of Katun Corporation,states, “Katun is excited to add these quality products to its portfolio,as Media Sciences has successfully pioneered the new-build colorspace for non-HP printer applications, which is strategically aligned toKatun’s development of the color aftermarket for copier and multifunctionapplications.”Media Sciences’ selection of color toner cartridges and solid inksticks for color printers effectively complements Katun’s existing color andmonochrome product lines – providing an even greater range of productselection across office equipment platforms for customers in multiplechannels.Katun’s worldwide distribution capabilities will continue tosupport high service levels, while Katun’s technical strengths will drive anincreased emphasis on new product development. “Our combined R&Dcapabilities will ensure our customers continue to receive compatibleproducts that offer unsurpassed quality across multiple technologyplatforms,” said Singer. “At the same time, these new capabilities willenable us to accelerate new product launches to our customers.”“The common philosophies and values that our two companiesshare, make this acquisition a win for all parties,” concluded Singer, “asboth organizations have built their businesses on offering similar valuepropositions: quality products, high service levels and overall customervalue.”Katun Corporation headquartered in Minneapolis, KatunCorporation is one of the world’s leading alternative suppliers ofcompatible imaging supplies, photoreceptors and parts for the officeequipment industry. With nearly three decades of expertise, Katunnow serves more than 18,000 customers in 150 countries. For moreinformation, visit Katun online at www.katun.com.Media Sciences International, Inc. is a leading independentmanufacturer of color toner cartridges and solid ink for officecolor printers. As a premium-quality price alternative to the printermanufacturer’s brand, Media Sciences’ newly manufactured color tonerand solid ink products for use in Dell®, Samsung®, Xerox®, Tektronix®,OKI®, Ricoh®, Konica-Minolta/Minolta-QMS®, Epson®, and Brother®office color printers deliver significant savings when compared to theprinter manufacturer’s brand. uFMAudit Announces the Release of FMAudit Enterprise V 3.2November 1, 2010, Jefferson City, MO - FMAudit, a leader inthe development of managed print software solutions has announced therelease of FMAudit Enterprise Version 3.2. The latest release providesover 180 new and expanded features, user interface enhancements andprocess improvements to the industry leading MPS software offering.Highlights of the new release from FMAudit include GreenImpact Reporting for fleet environmental optimization, expanded metervalidation tools and reporting, expanded remote Onsite softwaredeployment options and enhanced “blacklist” device data collectionoptions.“Our 3.2 product release is part of a very aggressivedevelopment roadmap for the FMAudit MPS software solutions over thenext six months.” stated Kevin Tetu, FMAudit CEO. “As the ManagedPrint Services industry matures, the need for enhanced and expandedbusiness process automation becomes even more critical, for dealersto deliver the highest level of supply and service support and maximizeprofitability. Our past product development vision has positioned ourproduct with a solid foundation to allow us to quickly address the needsof the growing MPS industry. Along the way, our biggest asset inhelping to focus our development and vision has been our clients.”Current FMAudit clients are being notified of upgradeprocess and procedures. Companies interested to learn more aboutthe FMAudit software solution and the new 3.2 Release shouldcontact FMAudit at 573-632-2461 or visit www.fmaudit.com to requestinformation. uUNINET ABSOLUTE COLOR TONER & COMPONENTSFOR USE IN RICOH AFICIO MP C3500 & MP C4500Los Angeles, CA - UniNet announces therelease of Absolute Color® toners, Smartchipsand compatible toner cartridge qualified to use in theRicoh Aficio MP C3500 and MP C4500 Series ColorCopiers.The Ricoh Aficio MP C3500 (35 ppm)and MP C4500 (45 ppm) are versatile, high outputcopiers presenting a wide array of features including automaticduplexing, 600 x 600 dpi printing, copying, scanning and faxingcapabilities. Paper handling options include a sorter, stapler andadditional paper trays. This copier utilizes toner cartridges rated at23,000 pages for black and 17,000 pages for color. uTo Read the complete unedited versions of Press Releases submittedeach month, please visit www.enxmag.com. uenx magazine53

Display Advertiser IndexDecember 2010ACM 03Authorized National Copystar, KonicaMinolta & Toshiba Distributor for Copiers,Printers, Faxes, Supplies and PartsPhone: 800-722-7745Fax: 800-767-9722askacm@acmtech.comwww.acmtech.comAFEX 25Mark E. DuvaVP Sales & MarketingAFEX International (H.K.)USA Office Phone: 562-921-7273USA Cell Phone: 480-612-5297Fax: 480-323-2520SKYPE mark.duva2markduva@sbcglobal.netmarkduva@afex.ccCalifornia Office15320 Valley View Ave. Unit 4La Mirada CA. 90638web: www.afex.ccAll Leasing Services 30Repo/Offlease Copiers, Printers and FaxesPhone: 949-727-3750Fax: 949-727-3850www.alscopiers.comAnn Barr - Selling Supplies 64Phone: 757-463-0924annbarr3@cox.netwww.sellingsupplies.comArete Office Supplies 32OEM and compatible copier, printer,and fax supplies.Phone: 408-225-5410Fax: 408-225-5582reedm@areteoffice.comBEI Services 06Phone: 307-587-8446sales@beiservices.comwww.beiservices.comCarolina Wholesale 43www.cwholesale.comCollins Distributing 69Phone: 800-727-0884Fax: 901-396-8614sales@collinsdistributing.comwww.CollinsDistributing.comCopier Careers 67Copier Employment PlacementPhone: 888-733-4868Fax: 800-464-3434mail@copiercareers.comCopier Clearance Center 45Buy & Sell New and Used CopiersPhone: 800-393-6355Fax: 916-617-2742copyclear@att.netCopier Network 12Coast to Coast Service ExtensiveCanon and Ricoh SelectionPhone: (510) 746-2080www.copiernetwork.comsales@copiernetwork.comDatabazaar.com 36Cartridge, toner and print suppliesPhone: 888-335-3282corpsales@databazaar.comDPI 59Direct Precise ImagingPhone: 888-376-7311www.directpreciseimaging.comElectronic Business Machines 61Copiers/Printers Parts & SuppliesPhone: 800-832-6522Fax: 859-281-6328www.ebmky.comEscalera 65Copier Moving DevicesPhone: 800-622-1359Phone: 530-673-6318Fax: 530-673-6376www.escalera.comExpress Sales Corp 31Phone: 877-777-5001www.escorp.bizFMAudit 02Remote meter reading andManaged Print Serviceswww.fmaudit.comFrontier Imaging 28Distributor of Copier, Printer & Fax SuppliesPhone: 888-530-8811Fax: 310-898-2788www.frontierimaging.comGreater Philadelphia Equipment Co. 23Copiers, Accessories, Fax Options & PrintControllersPhone: 215-788-7111Fax: 215-788-4445gpec1@verizon.comI.C.E. International Copier Exchange 43Wholesaler of CopiersPhone: 888-423-2679www.copierpoint.comIDS-International Digital Solutions 19Authorized Toshiba Distributor for Copiers,Printers, Fax OEM Parts & SuppliesPhone: 888-372-3700Fax: 562-921-1167suzannecarter@idswc.comImpact Technology 46Off Lease & Export CopiersPhone: 866-848-4900www.offleasecopiers.comIndustry Analysts Inc. 48Product Testing SpecialistsPhone: 585-232-1119Fax: 585-454-5760www.indystryanalysts.comIntercom Exporting Inc 43Minolta Copiers, Parts and SuppliesPhone: 800-960-1119Fax: 954-978-2412Imcopex 21Distributors of Copiers, Printers & FaxesOEM & Compatible SuppliesCanon, Minolta & Sharp PartsMinolta, NEC & Sharp Machinesphone:800-947-2679Fax: 321-952-9040www.imcopexamerica.comITC Supplies 38Phone: 877-933-5558Fax: 610-431-1300www.itcsupplies.comISC 41Phone: 941-961-7897www.ISC-Inc.orgITEX 2011 50Walter E. Washington Convention CenterWashington D.C.March 22-23,2011www.itexshow.comJamex 49Copier/Printer/FaxVending ApplicationsPhone: 800-289-6550Fax: 607-533-8809www.jamexvending.comLyra Imaging Symposium 68Rancho Las Palmas Resort and SpaRancho Mirage, CAJanuary 24-26, 2011Phone: 617-454-2612www.lyra.com/symposium54 enx magazine

Mambo Trading 49Distributor of Copier, Printer, & Faxparts and supplies.Phone: 877-626-2676Fax: 562-663-9037ask@mambo-trading.comMars International 11Wholesaler of Pre-Owned CopiersPhone: 866-866-MARSFax: 973-777-5889www.marsintl.comMidwest Copier Exchange 27Used Copier WholesalerPhone: 800-863-3693www.midwestcopier.comMSE 04Phone: 800-418-4968 (US-East Coast)Phone: 888-561-4541 (Canada)Phone: +31-36-522-2601 (Europe)www.mse.comMWA Intelligence, Inc. 08Phone: 800-275-2371sales@mwaintel.comwww.mwaintel.comNation Wide Repair Service 65Complete Office Equipment Repair ServicePhone: 866-655-8676Tech Support: 800-798-1814www.nwrsinc.comNiche Equipment 44Office Machines & Supplies DistributorPhone: 630-629-9220Phone:877-446-4243Fax: 630-629-6790www.nichee.netNuWorld Business Systems 14 - 18Copier, Printer, Fax & BusinessMachine SuppliesPhone: 800-729-8320Fax: 562-921-4055info@nuworldinc.comwww.nuworldinc.comOES Solutions 34Distributor of Copiers, Copier Parts,and SuppliesPhone: 317-867-4999Fax: 317-867-4920info@ oes-solutions.comwww.oes-solutions.comOffice Land 48OEM Parts for Copiers and PrintersPhone: 818-778-0100Fax: 818-778-0101www.officeland.wsOki Data 05OKI Printing Solutionswww.okidata.comParrot Distributing 13Authorized Panasonic Panaboards andPrinters Wholesale DistributorPhone: 800-451-3336Fax: 423-855-1434www.parrotdistributing.comParts Drop 61Copier Parts, Supplies, & Tech info.201-387-7776www.partsdrop.comPrecision Roller 75Phone: 800-323-9523Fax: 800-832-4548www.precisionroller.comPrinko 35Factory Direct Wholesaler in USAUSAPhone: 626-389-8988/626-389-8989Fax: 626-389-8986sales@prinko.cnhttp://www.prinko.cnChinaPhone: 86-756-8526991 / 8529662Fax: 86-756-8526993sales@zhprinko.cnhttp://www.zhprinko.cnPrinter Essentials 70Remanufacturer of Compatible Copier,Printer, and Fax Supplies.Phone: 800-965-1180Fax: 775-850-2630www.printeressentials.comPros Elite Group 29jerry.newberry@beipros.comwww.beipros.comRoss International 11Buy and Sell Used CopiersPhone: 800-240-7677Fax: 973-473-8800www.ross-international.comSinobase Network Technology LTD 37Phone: 852 2243 3287Fax: 852 2191 3154email: benhung@empties.com.hkwww.inklaser.comTonerFarm 61One-stop source of remanufactured lasertoners as well as inkjets. We offer a widearray of brands and models, from theancient to the most modern digitalcopiers, faxes and computer printers.Phone: 800-550-0366Fax: 714-441-7080sales@tonerfarm.comwww.tonerfarm.comToshiba 72Copier / Print ManufacturerPhone: 800-GO TOSHIBAwww.toshiba.comUninet 09www.uninetimaging.comUnited Supply 22Wholesaler of OEMImaging SuppliesPhone: 866-212-5884Fax: 818-885-0511sales@unitedsupply.comVendapin LLC 48Copier/Printer/FaxVending Applications,Credit Card/Coin-OpPayment StationsPhone: 866-374-9314sales@vendapin.comwww.vendapin.comWal Group, LLC 33Factory Direct Wholesalerof Premium Laser Toner CartridgesPhone: 877-368-7788Fax: 626-336-7077sales@walgroupllc.comWest Point Products 07Phone: 1-800-624-6991 USAPhone: 1-800-338-2274 Canadawww.westpointproducts.comYFC-Boneagle Electric Co. Ltd. 39Total solution provider on residentialand commercial cabling.Phone: 1-909-718-5275Fax: 1-909-348-5845jackchen@cables.com.twwww.cables.com.twZiprint Image 47Phone: 909-869-0730Fax: 909-869-0736sales@ziprintimage.comenx magazine55

ENX Business Card Directory December 2010Let Us Turn YourOverstock IntoWe are the BIGGEST Independent Reseller of KONICA MINOLTA Machine ConsumablesAsk For BobWE BUYALL BRANDSOF SUPPLIES!Phone: 408-225-5410Fax: 408-225-5582Ask For BobWe Buy Supplies For Copiers,Printers & Fax Machines• Toner• Imaging Units• Developers• Transfer Belts• Drums• Drum Blades• Fuser Rollers• PM Kits• All Consumable• SuppliesCanon Drum UnitsWE BUY USED EMPTIES• IR 2200/2800/3300• IR 2270/3570/4570• IR 330/400• IR 3200/3220Culver Enterprises LLCStart Saving Today!We Pay CashNot Creditphone 405-912-1700 • fax 405-912-1900.COMEscaleraCopyCaddyThe Escalera CopyCaddy is theone tool you can not be withoutwhen moving and delivering copymachines. Using the EscaleraCopyCaddy, one person can easilyhandle most console copiers.View the demonstration video online atwww.escalera.com/copycaddyFEATURES:• Light-weight customaluminum extrusion design• Padded surface protects thecopy machine.• Height adjustable safety strap• Removable all-terrain wheels• It’s a delivery cart and a ramp• 600 pound capacity• 2 deck sizes available:30”L x 24.75”W30”L x 32”W• Optional 10” extension leafincreases deck length to 40”Escalera, Inc. Phone: 530-673-6318 Toll Free: 800-622-1359 info@escalera.comLOOKING FORAGENT!· OEM/EMPTY TONER (INK) CARTRIDGES· FIND SUPPLIER AND CUSTOMER IN USA· REQUIRE 5 YEARS EXPERIENCE IN PRINTER/COPIER SUPPLIESKM STEEL CO., LTD. sales2@kmsteel.co.kr www.kmsteel.co.krXEROXDOCUCOLOR303-465-3134Specializing in 12, 240, 250, 242, 252Toner and consumables also available(949) 456-3682www.pinnaclebizaz.com56 enx magazine

ENX Business Card Directory December 2010Over 500ItemsDiscountedAccurate ImportsNational Importer• Sporting• Tools Pouches• Gardening• Safety Supplies• Knives & Morewww.a-import.netCall for Details 800-662-3028 • Local 361-937-2800ImageRunner DR-SCANNER FaxWide Format Color/MonochromeDesktop Multi-function800-298-5899ccsparts4canon@verizon.net CCS Parts!CartridgeWarehouseInternational, Inc.OEM, Compatible& Remanufactured310-230-0411877-687-2376sales@cwitoner.comALLMakes& ModelsDon’t Get Stung ByThe Competition!• Toners• Inkjets• Laserjets• Drums• MICR’s• Developers• Ribbons• Copy Cartridges• All Makes & Modelswww.cwitoner.comTMMethuselah brandDrum Padding PowderLasts 8,000 pages (pat. 5,308,515)Order On-line: www.LaserLandUS.comwww.mruserfriendly.comToll Free: 800-608-6637 248-738-5800Fax: 800-866-3760 248-738-5801mruserfriendly@comcast.netLaserLandYour One Source for HP and Lexmark Printers and Printer Parts.HP M5035 NEW PrinterHP and Lexmark$3250Fusers, andHP M5025 NEW PrinterMaintenance KitsOEM, 3$2850rd Party andRefurbHP P4015 Maintenance Kit NEW$263 (without exchange)HP P4015 Maintenance Kit Refurb$155 (with exchange)Register for a resale accountonline: accutekimaging.comCall toll free (800) 218-9222 3957 Schaefer Ave.Phone: (909) 628-8300 Chino, CA 91710Fax: (909) 628-8533 Email: sales@accutekimaging.comMZ790RZ990RZ220RZ390RZ5901700370037503770JP8000JP8500JP4500JP3000HQ7000HQ9000* All ModelsAvailableRicohRebuiltDuplicators* Retail Ready* Full Tech Support* Full Parts SupportPH: 405-912-1700Fax: 405-912-1900enx magazine57

ENX Business Card Directory December 2010Se Habla EspañolVendemos Copiadoras Xerox yOce para officina o imprentas6 S. Spring Street, Roselle, IL 60172www.ZeaportEquipment.comPh:630-893-0545 • Fx:630-894-9421 • 800-392-5918• High Quality Digital Multifunction Copiers(Copy, Print, Scan to Net, Fax and/or E-Mail)• From Low Volume to High Volume Machines• Wide Format Engineering/Blueprint Equipment• We Export WorldwideSales • Service • Supplies • PartsRetail/Wholesale-Domestic/ExportTHE INDUSTRY’S “ XEROX EXPERTS”!New ReleasesMono800.822.5477National Copy Cartridgeinfo@nccreman.comXerox 3200, 3250, 3300, 3428, 3600, 3635Color Xerox 6180, 6280, 6360, 7750, 7760Toner King LLC.Laser Toner CartridgeHP CB435A...........................................HP CB436A...........................................HP CB278A...........................................HP CB285A...........................................HP Q2612A...........................................HP 92298A / X.......................................HP C3906A...........................................HP C4092A...........................................HP Q2624A/ X.......................................HP 92274A............................................Canon FX3............................................Canon FX 8...........................................Lemxark T610/612................................YKCSALEYKC, Inc.One Broad Ave #1Fairview, NJ 07022WholesalePrices$14.00$14.00$17.00$17.00$11.50$10.00$10.00$10.00$10.00$13.00$9.00$15.00$15.01010 E Elizabeth Ave • Linden NJ 07036 • Please email me for a price listTel: 908-587-1128 • Fax: 908-587-1138 • tonerkingllc@cs.comLooking forUsed CopiersUsed KIP, Any WideformatsUsed Copiers: Konica, Canon,Toshiba, Ricoh CopiersC 2009 Asay Media Networkwww.ykcinc.comHot Sale OEM ProductWholesalePricesBrother TN100................................. $3.00Brother PC91................................... $8.00Minolta Pagepro 8/1100/1200.......... $25.00Minolta 1600/3800 drum cartridge... $30.00Sharp FO-4400 toner cartridge........ $30.00Epson 5700/5800 toner cartridge.... $30.00Sharp AL800 toner cartridge............ $45.00Brother HL 960 /2060 toner cartridge.. $15.00Cann EP-E toner cartridge.............. $15.00IBM N24 4324 toner cartridge........ $30.00Sharp UX-500 Ribbon..................... $6.00KX-FA53 Ribbon.............................. $6.00KX-FA55 Ribbon.............................. $8.00HP 8500 toner cartridge....per set.... $200Hela Changherazus33@hotmail.comPhone: 201-313-0055Fax: 201-313-00771-866-633-6688 • 562-633-6688Looking for Ricoh Parts?• OEM, generic, pre-owned,rebuilt parts & supplies• Service manual• No part number ok• Print / fax options and accessorieswww.leaderdt.com • Ask for Peter • peterl@leaderdt.com9088 Rosecrans Ave. • Bellflower, CA 90706QUALITY BUSINESS INC.WE ARE CURRENTLY BUYINGMinoltaRicohEP3000, 3050, 4000, 4050, 5000, 5050,6000, 6001, 8015, Di450, Di470,Di520, Di550, Di620, Di750, Di8507650, 7660, 7670, 7950, 7960, 7970AF551, AF700, AF1060, AF1075,AF2060, AF2075, AF2105Tel: 847-238-0700 • Fax: 847-238-9733Email: qbsinc@hotmail.com2455 American Lane • Elk Grove Village, IL 60007www.qualitybusinessinc.comAUTHORIZED DEALER & SERVICE CENTER FORAccurate ImportsOver 500 Items DiscountedSporting • Tools Pouches • GardeningSafety Supplies • Knives & MoreHuge Dealer Discountswww.a-import.comCall for Details 800-662-0810 • Local 361-547-790058 enx magazine

ENX Classified Ads December 2010Empties For SaleCALL USFOR EMPTIESKindly Contact us to receiveBi Weekly Inventory Updatesempties @ImagineRecycling.comWe Recyle Everything!ALL BRANDSVIRGIN - NON VIRGINODD BALL STOCKInkjets • Toner • Drums • FusersCollecting emptiesDirectly from end user fornearly a decade!Fax & Copier Parts For SaleWorldoffax.comFax, Copier & Laser Printer PartsFor Sale All Brands ForWorldoffax.comFax, Copier & Printer Parts SpecialistFuser Units, Circuit Boards, Feed Tires, SeparatorPads, Phone Boards , Scanners, Parts & ServiceManuals, Cassettes, Trays, Fuser Rollers, FixingAssemblies Or Any Misc. Parts.34,000CopiesDistributedMonthly!Place Your Ad Today!818-505-0022Fax & Copier Parts For Salewww.copierpartsstore.comNew Website For DealersBrought to you byWorld of FaxComplete Line of Parts forOrder by part number. Allitems listed by part numberand descriptionParts For SaleJust about anythingyou needBrand Copier PARTSFax & Copier Parts For SaleWorldoffax.comStock XeroxFax, Copiers & Printer Parts - All ModelsXerox Fuser Units, Toner,Copy Cartridges, Feed Tires,Separator Pads, Boards, Trays& All PartsWe Stock Every Model Of FaxMachine, Copier & Laser PrinterParts Including Workcentre,XC, XD, XE, XL, Phaser, N Series,DC Series, Copy Centre Series.Consistently Delivers High QualityToner• Lexmark E-260/E-360/E-460• Lexmark T-650NO MINIMUM ORDER • MICR AVAILABLEBLIND DROP SHIPPING • NEWEST RELEASESCall Us For Daily Specials1-888-376-7311Ask About Our Free Shipping Offer!www.directpreciseimaging.comTo Be Released - Call for AvailabilityCompatiblesTHE COLOR SPECIALIST• HP 1102/1006/1505/1606 MICR........... in Stock• HP 1215 / 1518 Colors.......................... $34.99 ea.• HP 2035 MICR.............................................. in Stock• HP 2025 Black & Colors........................ $45.99 ea.• HP 3015 MICR.............................................. In Stock• HP 3525 Black & Colors............................ in Stock• HP 4525 Black & Colors............................ In Stock• HP 4700 Black & Color.......................... $64.99 ea.• HP CP6015 Colors...................................... In Stock• Brother TN210 Colors........................... $34.99 ea.• Canon 111/116/117/118......................... In Stock• Dell 2145 Colors......................................... In Stock• Dell 2335...................................................... In Stock• Dell 3110 or 3130 Blk & Colors.............. In Stock• Dell 5330....................................................... in Stock• Lexmark X264/364/363........................... In Stock• Lexmark C734/736 Colors...................... In Stock• Lexmark C780/82....................................... In Stock• Minolta 4650/4690 Colors...................... In Stock• Phaser 6180 or 6280 Blk & Colors......... In Stock• Samsung CLP 620 Colors........................ In Stock• Samsung MLT-105, 208, 209.................. In Stock• CLP 770• Dell 2330• Dell 5130Calendar of Industry Events& Trade ShowsREMAX at PaperworldGermanyHall 4.0 Frankfurt, GermanyJan 29, 2011 - Feb1, 2011http://www.therecycler.com/remaxatpaperworld.aspxReIndia Expo 2011New Delhi, IndiaFebruary 25-26, 2011http://rechargermag.com/events/reindia/home.aspxREMAX at PaperworldEuropeDubai InternationalConventionExhibition Centre -Middle EastMarch 7-9, 2011http://www.therecycler.com/REMAXatPAPERWORLD.aspxMade InThe U.S.A.Since 1994ITEX 2011Walter E. WashingtonConvention CenterMarch 22-23,2011www.itexshow.comON DEMANDWalter E. WashingtonConvention CenterWashington DCMarch 22-24,2011http://ondemandexpo.com2011 North AmericanMPS ConferenceThe PeabodyOrlando, FLMay 2-4, 2011www.mpsconference.comReciclamaisSouth American ExpoSao PauloJune 28-30, 2011http://rechargermag.com/pages/attend.aspx*Email ENX with your calendar events at: julia@enxmag.comenx magazine59

TECHNICAL TIPS SERVICE & PARTS DIRECTORY DECEMBER 2010AHP LaserJet 4345 MFP Swing Plate RemovalIt Can’t Hide From Uss the popularity of the LaserJet 4345 Multifunction Printers has increased, so have the number of questions on how toremove that tricky Swing Plate Assembly. In the September 2010, Vol. 17 No.9 issue of ENX we talked about the purposeand replacement reasons for the HP LaserJet 4200/4300 swing-plate assembly. The HP LaserJet 4345 MFP uses the same engine asthe HP LJ 4300 so you would think it would be the same or at least similar. Well, not exactly. The LJ 4345 is a multifunction printer(mfp), which means there are a lot more items to remove in order to access the swing plate. Ultimately you will have to remove theprinter’s power supply, just like in the 4200/4300, but getting to that power supply is what makes this such a long procedure. Thefollowing steps will help you locate the swing plate assembly, which by the way, is not in the service manual. Let us begin.1. Turn the mfp off. Disconnect the power cord and all data and fax cables.2. Open the top of the printer and remove the toner cartridge.3. Remove tray 2.Figure 1 Figure 2 Figure 34. Move to the left side of the printer andremove the output tray by lifting slightlyand pulling out. (Figure 1)5. Under the output tray, remove theduplex by pulling it straight out.6. Remove the fuser exit guide by slippingyour index finger in along the leftside and bending in and pulling out.(Figure 2)7. Remove the fuser by squeezing theblue clips and pulling straight out. (Figure 3)8. Remove the rear left door by slidingit to the left to expose the formatter cage.(Figure 4)9. Remove the formatter by removing thethumb screws and pulling out to the left.(Figure 5)10. Remove rear right panel by removingone screw and prying at the 5 pry points(arrows on panels) then lift out. (Figure 6)Figure 4 Figure 5 Figure 611. Remove the right rear panel behindtray 1 door as follows:Figure 7Figure 8Tray 2 access doorFigure 9 Figure 1011 a. Separate tray one from outer door. (Figure 7)11 b. Remove door by sliding toward the rear or right. (Figure 8)60 enx magazine11 c. Open tray 2 access door (Figure 9) and remove 6 screws and2 clips and remove panel (Figure 10).Continued on 62

TECHNICAL TIPS SERVICE & PARTS DIRECTORY DECEMBER 2010enx magazine 61

TECHNICAL TIPS SERVICE & PARTS DIRECTORY DECEMBER 2010Continued from 60HP LaserJet 4345 MFP Swing Plate RemovalFigure 11 Figure 12 Figure 1312. Remove top rear panel by lifting peg with small screw driver, (Figure 11) then liftpanel in the center and slide right. (Figure 12)13. Remove right fan shroud by removing2 screws. (Figure 13)Figure 14 Figure 15 Figure 1614 a. Remove rear metal shield by removing7 screws (Figure 14)14 b. And disconnecting fan cable.(Figure 15)15. Remove left rear cover, one screw.(Figure 16, red circle)16. Remove 2 formatter connectors, 2shouldered screws each and repositioncables. (Figure 16, red arrows)Figure 17 Figure 18 Figure 1917. Remove rear left metal PFC shield,10 screws. (Figure 17)18. Remove PFC power supply, 4screws and 3 connectors. (Figure 18)19 a. Remove rear duplex guide by removing2 screws. (Figure 19)Figure 20 Figure 21Figure 2219 b. Then pushing in lock button asshown in picture (Figure 20) and sliding outof the left side of printer.62 enx magazine20. Disconnect white ribbon cables from DC Controller and let hang, then disconnectred cables (Figure 21, yellow arrows) as well as the blue and red cable (Figure 21, red arrow) alsofrom DC Controller. Then push back through hole (Figure 21, red square) so all cables hangunder the power supply. Push PFC cables through hole (Figure 22, red circle), then remove3 screws (Figure 22, red arrows) in recessed area.Continued on 63

TECHNICAL TIPS SERVICE & PARTS DIRECTORY DECEMBER 2010Continued from 62HP LaserJet 4345 MFP Swing Plate RemovalFigure 23 Figure 24Figure 23Figure 2521. At the front of the MFP remove thecontrol panel by prying under slots (3) attop, then disconnect cable. (Figure 23)22. Remove filler strip at front side ofADF. (Figure 24)23. Remove front panel by removing 2screws from top inside edge as shown and1 screw from right side (red arrows), thenprying tabs as marked, 2 front, 1 left (yellowarrows). (Figure 25)Figure 26 Figure 27 Figure 2824. Remove white fan plenum, 2 screws.(Figure 26)Figure 2925. Remove metal access panel underfan, 2 screws. (Figure 27)Figure 3026. Disconnect fan cable and thermistorcable as shown. (Figure 28)27. Remove 3 screws in recessed area.(Figure 28, red circles)28. Lift out printer power supply from leftand remove. (Figure 29)29. Remove power supply guide (seeinset) by pushing in lock button. (Figure 30)30. Remove cable protector behind powersupply guide by first loosening purple cable(Figure 31, red arrow) from guides just forslack. Then pry lock tabs on 3 sides of thecable protector and let hang from purplecable underneath power supply.31. Remove swing plate by removing 3screws, and slide down and out. (Figure 32)32. Reinstall new swing plate by lining uppegs in holes and inserting engagement footinto hole in front.Once the swing plate is changed, reversethe procedure to reassemble the printer. uFigure 31Figure 32This article is contributed by Parts Now! TechnicalSupport. If you have any questions, pleaseemail to: tsupport@partsnow.com or visit theirwebsite www.partsnow.com.enx magazine63

SALES & MARKETING We Saw It In ENX Magazine DECEMBER 2010By Ann BarrARE PROSPECTS LIKE CATS?If you think about it, prospects are sort of like cats; if youchase them, they will run away. Sweet talk and treats canpersuade a cat to approach you, like presenting benefits toprospects. The “what’s in it for me” thought process. Dogs,on the other hand, will usually think you are playing if youchase them.So . . . are you caught in the trap of chasing prospects?Leaving voice mail message after voice mail message?is a better way.ThereDonald Trump (not one of my favorite people but, okay . . . hehas been sort of successful) once said: “In selling you mustnever appear desperate. As soon as you look desperate, it’sover.”Craig Klein suggests a unique way to stop chasing prospects:Fire them. Yes . . . fire them. This is the script he suggests:“Hi, this is Craig Klein, with [his company]. We helpcompanies like yours grow sales by helping them marketand sell more effectively. I’ve left a few voice mails andsent a couple of emails and haven’t heard back from you.At this point, I’m going to assume that this is just not apriority for you at this time and I’M GOING TO TAKEYOU OFF MY CALL LIST. If there is anything I can dofor you, please feel free to contact me at [his telephonenumber].”and necessary, but it’s rooted in themacho selling image that, “If youdon’t keep chasing, it means you’regiving up — and that means you’re afailure.”It costs five times more money to attract a new customerthan to keep an existing one. Before you go out investinghundreds or even thousands of dollars chasing after newclients, think about the acres of diamonds in your own backyard.The people that you’ve done business with previously thoughtenough of you at some point to buy from you. Why not goback and re-cultivate that relationship? It will cost you onefifthof the cost of finding a new client and is much easier andmore productive than chasing after new prospects who don’treturn your calls. uAnn Barr is a consultant and sales coach who has writteneight books on sales and marketing. You can sign up for Ann’sfree Weekly Sales Tips e-mailed newsletter at her web sitewww.sellingsupplies.comWow! Shocking, right?But if you think about how many times you call a prospectwithout reaching them, multiply that by the one or two minutesit takes to make the call and leave the voice mail and thenmultiply that by the number of new prospects you pursue eachmonth, it adds up to a LOT of time!This could be a key reason that sales people can get frustratedand discouraged by cold calling. They are not in control. Theycan’t even get to talk to their prospect. You can get a feelingof inadequacy because it feels like you’re dialing the phone alot, but you’re not talking to anyone that can buy. Most salespeople find themselves calling the same list of prospects thatthey called last week and wondering, how many times have Icalled this guy? How many more time will I have to call toget to talk to him?Sales Pressure is a Major Cause of RejectionNever chase a potential client—you’ll only trigger more salespressure and more rejection.“Chasing” potential clients has always been considered normal64enx magazine

TECHNICAL TIPS SERVICE & PARTS DIRECTORY DECEMBER 2010rea!time immed!ate va!ueNWRS has helped our customers save more than300 million dollars over the past 25 years.How much have you saved?With up to a 70% savings over purchasing a new OEM part and no extra fees for same-day rush service;we have the tools you need help tighten down your bottom line.We have handcrafted our services to provide you with the best, no-hassle tools in the industry.Resources such as live online help, toll free hotlines and a technical staff with expertise on the machinesyou sell and service. Simple tools like the easiest parts exchange program you will find and the convenienceof being a full service repair facility in the center of the United States.Using NWRS is like getting a 70% discount on your parts expenses.Now—that’s a tool that works for you every day.Give us a call today. | Customer Service: 866.655.8676 | Technical Support: 800.798.1814 | www.nwrsinc.comNATION-WIDE REPAIR SERVICE | THE RIGHT TOOL FOR THE RIGHT JOBPrinter Tech TipsModel Focus:HP LaserJet P3005, M3027MFP, M3035MFPProblem - Grinding, typically and most often after replacingthe fuserTroubleshooting:A grinding problem can occur with normal printing; however,most of the time it happens after changing out the fuserassembly. After replacing the fuser you may hear a rumblingsound from the rear side of the printer. This rumbling, or grinding,is due to the newly replaced gears working with the wornfuser drive gears and/or broken or worn bushing.When the printer is turned on, the fuser and exit rollers spin ata very slow speed for about 2 seconds then run at full speedfor about 5 seconds. The second faster speed is usually whenyou will notice the noise starts. The main drive assembly initiallyturns the fuser, and then the fuser drive assembly engagesthe fuser at full speed using the set of four fuser drive gears.To eliminate any grinding noise, replace the worn fuser drivegears and fuser. uThis Tech Tip is contributed by Laser Pros. Visit their websitewww.laserpros.com or email any questions to: scotts@laserpros.com.. C O MEscaleraStairCat®Stair Climbing Hand Trucks and ForkliftsClimb StairsWith Power !Escalera StairCat® motorized stair climbing handtrucks and forklifts are the perfect choice for allyour copier moving needs.The powerful stairclimbing gearboxdoes all the lifting!• Climb up and down steps• Load and unload delivery trucks• 1200 lb maximum capacity• Save money byreducing labor,comp claims, and injury• 60 Day Trial• One Year WarrantyWatch the demo videos online at:www.escalera.comModel: RLA-EWEscalera StairCat®Stair ClimbingForkliftEscalera, Inc. Phone: 530-673-6318 Toll Free: 800-622-1359enx magazine 65

TECHNICAL TIPS SERVICE & PARTS DIRECTORY DECEMBER 2010FREE TECH HELPSubject: CS 2250Question: Help guys!!!! I am NOT an IT guy or a computerguy, nor have I ever claimed to be. I have a very upsetCONTRACT customer that is having nothing but problemsprinting to the CS-2550. Their OS is Windows 7, and I havegone there and tried to turn on Duplexing from the PC bygoing into device settings, but there is no darkened box tocheck.Also, they get “print mode error.” Whenever they turn thecopier off or on then they can print for a while, but the sameerror returns. Please help with the step-by-step procedureto go into the computer and turn on duplexing and whateversuggestions you have for the “print mode error.” Thanks inadvance for your help.Answer: My expertise is not in networking either, or in 7,but if I am not mistaken, you have to go to the propertiestab and toward the right there is a tab for advanced. Youhave to tell the computer what is installed on the machine.How many trays, duplex, etc, if I am not mistaken.Answer: Also try downloading the drivers for Win7 again,maybe the one you have doesn’t have all the functionalityin it. Good Luck.Answer: Also make sure if windows 7 is 32 bit or 64 bit.Answer: The next time they have the “printer error” messagehave them put a piece of paper in the bypass tray. Ihave seen this many times. The program is trying to print tothe bypass tray. Sometimes it is printing an envelope to gowith the “letter.” Or it is asking for a different sized paperthan what is in the trays. Plus, if they are printing pdf filesthere is a setting that HAS TO BE TURNED off. In the actualprint screen there are two options. The lower of the twohas (I’ll paraphrase) Print only to pdf dimensions. Thatoption must be unchecked. I have seen scanned documentsthat are 8x10 1/2 or even A4 sized paper which isEuropean standard paper.Answer: Wake up the IT guy to enable Admin rights foryou.Answer: I ran into this problem also where the “print modeerror” message came up erratically. I found a sheet ofcrumpled paper behind one of the trays, activating thepaper switch inside the rear of the machine. Also, if there isa print job set to print from the bypass on that machine, itwill not allow you to duplex. You have to select a cassettetray for the duplex mode to be turned on for that specificjob. Also if you go to the print driver, click “Properties” then“Device settings”, then “Auto Configure”. This will automaticallyconfigure the driver as to what the machine has forfeatures. OR.... try a different driver, get the latest fromKMA. Hope this helps!Subject: CANON IR3300 blank in middleQuestion: I was there a few weeks ago and the toner wasnot coming on the mag roller in the middle and thereforethe image was very light or nonexistent in the middle of thepage. I took apart the developer, emptied out the toner andcleaned out the unit. I put the same toner back in but stirredand shook it up well before doing so. Copies were finethen. Just got a call Friday that the white area is back againtoward the middle of the page. I was thinking of pricing thedv unit as opposed to changing the mag roller, although Iam wondering if I shouldn’t remove old toner and put freshtoner in first.Answer: I am not sure about the Canon range but I havehad some very weird faults in the Kyocera Mita/Utax digitalrange due to toner. If it is a mono component machine Iwould clean out all of the toner, and then try new toner first,before going to the expense of a Dev Unit.Answer: When you clean out the developer check if thestirring arms are working in the developing unit, then, usefresh toner.Question: I’ll check that out although a month seems like along time. I would guess that if the stirring arms were aproblem the void in the middle would occur sooner. I’llcheck anyway even though I thought I did the last timearound. Thanks again. I’ll let you know what happens whenit’s finally resolved.Answer: You should let the machine put the toner in theDV itself with service mode though...just saying...sometimeswe think old-school and forget the machine can do it betteritself. Good luck.Subject: Xerox WC 4150 w/ black linesQuestion: Okay? Thanks in advance! The black lines seemto cover the whole sheet on copy mode, but internal printsare fine. Copier is brand new! I didn’t sell it to them...Thankgoodness. Have a great weekend everybody.Answer: Something either in the optics or the CCD.Answer: Make a copy off the platen. If there are no lines,then it is on the scan glass (small glass to the left of theplaten glass).uTips appearing in this section are reprinted courtesy ofSmarka! The Copier Tech’s Info Source. Tips are randomlyselected from submissions emailed to Smarka! Smarka! andENX Magazine make no guarantees as to the accuracy oftips presented here. Email your tips to Tips@smarka.com. Alltips become public domain.66enx magazine

enx magazine67

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