Recycler 258 200.pdf

Trade magazine for the toner and inkjet remanufacturing industry ~ making waste work 

ARMOR 

Senior management 

takes over 

p3 

RETAIL COLUMN 

Redefine your category 

to create sales p24 

MARKET INTELLIGENCE 

Moving beyond webbased 

search p40 

TECHNICAL GUIDE 

Samsung ProXpress 

M3320ND 

www.therecycler.com Issue 258 • 8 May 2014 £10 

p68 

EUROPE 

Samsung, IP, Uprint 

Samsung intensifies 

European IP cases 

The OEM has written to Uprint resellers about the products 

infringing its patents on a number of cartridges, and has 

begun its case against German new-build resellers in Munich. 

Samsung has sent letters to resellers of 

Uprint-branded cartridges, which allegedly 

infringe several of its patents. The letter, 

written on behalf of Samsung by law firm 

AKD on 4 April 2014, has been circulated to 

resellers of Uprint cartridges warning them 

that they are “making unauthorised use of 

Samsung’s intellectual property rights […] by 

selling cartridges that are compatible with 

Samsung’s printers in which the patented 

technology is applied”, with the patents – 

numbers EP2325701 B1 and EP2037327 B1 

- relating to “state of the art technique alia 

relating to ink and/or toner supplying 

apparatus and methods for the ink and/or 

toner supply”. 

The Uprint toner cartridges in question 

include CLT-K4072, CLT-Y4072, CLT-M4072, 

CLT-C4072, CLT-K4092, CLT-Y4092, CLT- 

M4092, CLT-C4092, CLT-K406, CLT-Y406, 

CLT-M406 and CLT-C406; with the letter 

stating that as a result 

of the sale of these 

cartridges Samsung 

“suffers and will 

continue to suffer 

serious damages to its 

printer business and its 

reputation” and so it holds the reseller 

“liable for all damages it suffers as a result 

of the infringement”. 

The letter adds that Samsung “has used 

its best endeavours to discover the identity 

of the supplier of the products” but has 

been “unable to trace the manufacturer or 

supplier” and so it “has no other option than 

to address the issue with your company as 

being a reseller” of the infringing products. 

To resolve the matter, the letter 

concludes that unless the reseller is able to 

justify why it would be “allowed to 

commercialise the relevant products”, 

Munich’s District Court 

TOP 

WEB 

STORY 

Samsung now seeks “written acknowledgement 

that you will stop selling products 

infringing the above mentioned patents and 

release and transfer these goods to Samsung 

for the purpose of destruction, at your 

expense, by or under the supervision of a 

party to be appointed by Samsung”. 

The OEM also asks for details of the 

reseller’s supplier, of the amount of goods 

supplied and sold and of the “corresponding 

pricing details”; with an “adequate reply” 

needed before 14 April 2014 as “Samsung 

reserves its right to make further and 

continued inside on page 2 

NORTH AMERICA 

HP, Business, USA 

HP to ban US partners from selling consumables without registration 

The OEM’s US-based supplies partners will now be required to comply with new regulations and obtain “Qualified” status, 

or they will not be allowed to sell HP consumables. 

The announcement of the partner 

programme revamp in November 2013 saw 

HP aim to “create more interconnected 

partnerships with channel partners”, with 

authorised partners invalidating agreements 

by reselling HP products to “non-authorised 

resellers and not end-users”, an obvious 

issue in terms of cartridge supply to the 

industry. OPI reported that the next phase 

shows HP “taking steps to better control 

the resale” of its cartridges, with all 

“Authorised” resellers now needing to 

comply with “a compulsory set of new 

requirements”, to get “Qualified” 

partner status. 

Any reseller that does not register as a 

“Qualified” partner by 1 November 2014 

will “no longer be able to sell original HP 

ink and toner supplies”, which marks a 

stricter move from last year, when Steve 

Sakumoto, Vice President and General 

Manager of US Supplies Sales Organisation, 

Printing and Personal Systems, stated that 

the changes meant its distribution system 

was switching from “open” to “authorised”, 

adding that “we’re basically asking all of our 

reseller partners just to register with HP so 

we can know who they are”. 

As before the concern is that major 

distributors need to be authorised by the 

OEM, with potential issues in terms of who 

they can and can’t sell to under the terms 

of the authorisation. In addition to this, 

those who do not sign up and obtain 

“Qualified” status will now be unable to 

sell HP consumables.

World Focus 

Search for The Recycler on Facebook for more news and 

industry coverage, including images of conferences and events 

EUROPE ETIRA, IR Italiana Riprografia, ECS 

Two new members join ETIRA 

Italian manufacturer and distributor IR Italiana Riprografia and UK-based consumables distributor ECS have both 

announced that they have joined the European trade association. 

IR Italiana Riprografia stated that it joined 

ETIRA in February 2014, noting that it is 

“pleased to announce” its membership of 

the association, which it adds “gathers some 

of the most important” companies from 

across the European industry and 

“represent[s] the interests of the 

remanufacturing companies and of the endusers”, 

particularly in terms of “respecting 

the intellectual properties of products and 

their eco-sustainability”. 

Referencing ETIRA’s Guide to Clones, 

which is available for download at IR’s 

website, the company believes that “it is 

essential to support all the initiatives that 

have the dual purpose of prompting the 

remanufactured product and differentiate it 

from the “clone product”, and that it is 

important that the “difference between 

clones and fair products is well perceived 

both by the resellers and the end users”. 

With clones hiding “behind the low 

prices”, and creating risks such as “poor 

quality [and a] lack of respect for 

intellectual property” as well as 

health risks, IR Italiana 

Riprografia added that 

“encouraging communication 

about what is ecologically 

advantageous and legally correct 

is the choice that IR made together 

with other companies - a choice that 

IR considers advantageous and in line with 

its way of being a market leader”. 

Effective Consumables Solutions (ECS) 

meanwhile said that it is “pleased” to make 

the announcement that it is now a member 

of ETIRA after recently expanding its 

operation into remanufacturing following 

the acquisition of Scottish remanufacturing 

and recycling company Tinto Laser Services 

in March; as well as the acquisition of the 

recycling division GreenAgenda Ltd., which 

the company says is “one of the UK’s 

leading cartridge and mobile phone 

recycling operations”. 

ECS’ CEO Felicity Rabbitte said 

that joining ETIRA “will confirm 

to our European associates and 

customers both home and 

abroad that our products and 

services represent the latest 

ethical standards”, adding that this 

is “essential if we are to gain respect 

for our industry and ECS plans to be an 

advocate for quality-driven success”. 

Chris Fink, Director of ECS, said: “We are 

pleased to be part of such an important 

proactive association. Remanufacturing is a 

growing industry and global business 

success story, underpinned by sustainable 

manufacturing practices. The reuse of 

cartridges is the most environmentally 

friendly and efficient method of supplying 

demand for printer parts. ETIRA provides 

strong strategies and delivers clear 

messages about the importance of the 

remanufacturing industry for businesses 

and consumers.” 

Samsung intensifies European IP cases continued 

additional claims and take legal action 

without prior notice” should a response 

not be received. 

Also within the letter it is stated that 

Samsung “has started main proceedings in 

the Netherlands and Germany against 

certain companies” based on the alleged 

infringement of the same patents, with The 

Recycler reporting in December and January 

that the OEM was taking action against 

seven resellers in Germany and four in the 

Netherlands respectively. The OEM’s case 

against the German companies has begun 

after injunctions were issued in November 

last year, with a ruling against four resellers 

handed down on 24 April in Munich. 

Digital Imaging reported on the start of 

court proceedings against four of seven 

accused resellers in Munich, Germany taken 

up by Samsung, after the OEM investigated 

the companies over patent-infringing newbuilds 

late last year and obtained 

injunctions against them. 

The site names the four resellers in court 

as HQ Cartridges, based in Seevetal; CMN 

PrintPool, based in Hamburg; Kolor Office 

Supplies, based in the Grossneuhausen 

region; and North-Toner, based in 

Oststeinbek. The trial, taking place at 

Munich’s District Court, is said by the site 

to have seen these four companies file an 

objection to the charges. 

The other three defendants, which are 

not in this stage of the trial and remain 

unnamed, do not have a date set, and it is 

“likely that they have accepted the 

injunction”. Digital Imaging notes that HQ 

Cartridges is “one of the largest online 

suppliers of toners” in Germany, and as 

such “was affected” by the lawsuit, though 

there had thus far been “no official 

confirmation of this”. In turn, the site 

stated that it had attempted to contact 

directors at the company but received no 

response, whilst retail stores have seen 

“unrest” as a consequence of the case. 

Elaborating on this, Digital Imaging 

comments that “many a merchant 

had his strategy to buy toner [on] price”, 

and that the case has caused them to 

have a “thorough rethink and look for a 

new supplier”. 

A similar case took place in The 

Netherlands in January, with one of the 

defendants, PrintAbout, claiming victory 

over the OEM on a number of points in 

the trial. It was later reported that a 

sales ban was imposed by the Court of 

The Hague on three of the dealers in 

The Netherlands. 

2 THE RECYCLER • ISSUE 258 • 8 MAY 2014

You can contact The Recycler 

via Twitter at @RecyclerMedia 

World Focus 

EUROPE 

Armor, Business, France 

Armor taken over by senior management 

The French aftermarket manufacturer’s senior management acquired the company from an investment fund. 

OPI reported on the buyout by Armor’s 

senior management team, which has led to 

the team taking over the company. Armor’s 

CEO Hubert de Boisredon led the 

acquisition alongside six other senior 

management members, and has become the 

main shareholder in the company with 36 

percent of the shares. 

In turn, the other six company executives 

hold 20 percent of the company between 

them, with 71 percent of voting rights now 

controlled by the seven individuals. The 

buyout of Armor’s shares was backed by 

four French investment companies, Arkéa 

Capital Partenaire, Ouest Croissance, Siparex 

and LCL Partenaire, who cumulatively 

invested €45 million ($62 million) in 

Armor, with Arkéa alone investing €30 

million ($41 million), the third such 

payment “on this scale in the last three 

years”, according to Armor. 

Armor noted that the acquisition took 

the form of an Industrial and Innovation 

Capital Management (CMII), which 

“combines shareholding and social 

capitalism, in the spirit of a family business”. 

This model relies on “significant personal 

financial commitment” from the 

management team, with the backing of 

investment funding which “shares a belief in 

the industrial project over the long term”. 

The company added: “Armor’s industrial 

project will take on a new dimension 

through involvement in the circular 

economy and by contributing solutions to 

the problems of energy transfer thanks to 

organic photovoltaic film. The project also 

relies on a strategy of co-industrialisation: 

developing economic activity in France, by 

investing in growth throughout the world. 

“Research and innovation will continue to 

drive development that is both ambitious 

and aims for the long term. This buyout 

represents an opportunity for every part of 

the business including Armor Office Printing 

(AOP), which will maintain and develop its 

business whilst simultaneously leading a 

major innovation effort that should lead to 

the announcement of new products and 

services as early as this year.” 

Orfite, another French investment firm, 

had acquired 90 percent of Armor’s shares in 

2008, and OPI notes that the buyout “sees 

the exit” of the company. Armor added that 

staff can “participate in the buyout” of 

shares through a “special employee fund”. 

Hubert de Boisredon added of Orfite: 

“Orfite showed a great deal of trust in 

supporting us. They deserve credit for their 

professional and human involvement, which 

enabled Armor to invest for the future. 

To succeed them, I have chosen funds that 

are ready to make a commitment to longterm 

development and that believe in our 

new model of social capitalism. Our 

management team has the support of new 

partners from Arkéa Capital Partenaire, all of 

Hubert de Boisredon, Armor’s CEO 

TOP 

WEB 

STORY 

whom are engaged with and have 

confidence in the CMII.” 

Jean-Pierre Denis, Chairman of Crédit 

Mutuel Arkéa reports: “We are proud to 

invest alongside Hubert de Boisredon and 

his team to help see through the 

entrepreneurial goals of the Armor Group, 

with its globally-recognised expertise. This 

operation illustrates Arkéa Capital 

Partenaire’s positioning as a patient 

investor, happy to provide long-term 

support to high-potential medium-sized 

businesses, consistent with our model as 

a regional bank.” 

Armor also confirmed that turnover in 

2013 had reached €217 million ($299 

million), with net profit reaching around 

5.8 percent of turnover. 75 percent of the 

turnover was produced from exports, with 

30 percent coming from outside Europe. 

THE RECYCLER • ISSUE 258 • 8 MAY 2014 

3

In this Issue 

Two new members 

join ETIRA 

Italian manufacturer and distributor 

IR Italiana Riprografia and UK-based 

consumables 

distributor ECS 

have both 

announced that 

they have joined 

the European trade 

association. 

Page 2 

MARKET 

RESEARCH AND 

INTELLIGENCE 

MOVING BEYOND 

WEB-BASED SEARCH 

It’s a job that comes around at least once a year and is usually 

triggered by the need to update a business plan. Another 

prompt might be the launch of a new product, or to react to a 

competitor. What is it? It’s market research. 

Peter Mayhew, Director of Lightwords Imaging, discusses 

processes and steps to be taken when researching the market, 

and how you can move beyond web-searches. 

Starts page 40 

Clones having 

“profound impact” 

on CEE consumables 

market 

IDC reports that Central and 

Eastern European (CEE) 

consumables are seeing a “notable 

shift” towards clones, which is 

“proving troublesome” for 

remanufacturers and OEMs. 

Page 8 


to create new sales 

For retailers looking 

for a game-changing 

strategy, the stimulus 

could be as easy as 

redefining the way 

they think about the 

categories and products they carry, writes 

Flora Delaney. 

Page 24 

An interview with 

Uninet – IP strategy 

and patents 

In a follow-up to our article about IP strategy 

in issue 256, Uninet spoke to The Recycler 

about its IP strategy, keeping on the right 

side of the law and how trust plays into 

staying legal. 

Page 47 

‘Cloud’ eases 

wide-format sharing 

Neal McChristy discusses how businesses 

collaborate with wide-format ‘cloud’ 

capability. 

Page 54 

Technical 

guide 

Uninet’s Mike 

Josiah walks us 

through 

remanufacturing the 

Samsung ProXpress 

M3320ND toner cartridge. 

Page 68 


World Focus 

CONTENTS 

1: Samsung intensifies European IP 

cases; HP to ban US partners from 

selling consumables without 

registration 

2: Two new members join ETIRA 

3: Armor taken over by senior 

management 

8: Clones having “profound impact” 

on CEE consumables market 

9: US Supreme Court creates uniform 

ruling for false advertising cases; 

HP granted EU patent with 

implications for remanufacturers 

and compatibles 

10: Lexmark’s Andrew Gardner speaks 

at Static Control’s Polish seminar; 

Kleen Strike visited by local MP to 

discuss tenders 

12: ICRRA discusses import 

restrictions affecting 

remanufacturers in India; Cartridge 

World launches campaign in 

support of New Jersey legislation 

14: Cartridge counterfeiting continues 

to have widespread global impact 

16: Static Control sees more products 

awarded Nordic Swan 

accreditation; Consumables market 

continues to grow in MEA; Canon 

starts IP case against Aster in the 

Netherlands 

20: HP faces recriminations over 

subsidiary bribery and tax evasion 

charges 

21: Turbon reports 11 percent decline 

in 2013; Russian printer market to 

see minimal growth through to 

2018; Solution provider profits 

grow in 2013 

22: Lexmark 1Q2014 earnings fall 27 

percent; HP announces 250 job 

cuts in Sacramento; Cartridge 

World India aims to double 

revenue by end of 2014 

IDC reports that Central and Eastern European (CEE) consumables are seeing a 

“notable shift” towards clones, which is “proving troublesome” for 

remanufacturers and OEMs. 

The analyst’s report on the 

region states that sales of 

new-build compatible clones 

are “having a profound 

impact” and are “thriving” in 

the CEE region. Despite 

shipments of consumables 

only falling by 1.5 percent 

last year, IDC notes that it is 

“seeing a notable shift” in the 

composition of the 

consumables market, 

specifically in compatibles, 

due to the “increasing 

popularity” of clones. 

IDC states that this is 

“proving troublesome” for 

OEMs and remanufacturers in 

the CEE region, adding that 

this is “the latest in a long line of challenges 

to the established order”, and specifically 

reflected on clones being “difficult to 

distinguish from original OEM products […] 

typically not [being] recycled [and] creating 

additional waste”. 

The overall inkjet consumables market 

contracted by 5.1 percent year-on-year in 

the second half of 2013, with its value 

declining by 16.1 percent, with the declines 

“across all CEE countries in both units and 

revenue”, and IDC commenting that this is 

“primarily due to a declining installed base 

and the increasing prevalence of cheap 

compatible consumables”. 

Laser markets performed better, with 

toner consumable shipments up by 4.6 

percent in volume and 7.3 percent in value, 

whilst toner sales recorded growth across 

most of the region. The market saw a value 

boost primarily from “increased demand for 

colour toners in the business sector”, though 

IDC warned that the growth “does little to 

mask the increasing influence that cloned 

Read about Lexmark’s Andrew Gardner speaking about 

clones at Static Control’s Polish seminar on page 10 

EUROPE Clones, CEE, IDC 

Clones having “profound impact” 

on CEE consumables market 

TOP 

WEB 

STORY 

IDC’s table showing a nation-by-nation breakdown of 

cartridge types and their market shares 

consumables are having on the overall 

market”. 

Tomas Hoda, Research Manager at IDC 

CEMA, commented: “Clone penetration 

differs widely across the CEE countries. 

While penetration in countries like Ukraine 

or Romania is still relatively small, IDC 

estimates that in Russia, Poland, the Czech 

Republic, and Hungary clones could 

represent nearly one third of compatibles 

shipments, and this has obvious implications 

for the manufacturers of original 

consumables operating in these markets. 

“Both the inkjet and toner markets were 

strongly impacted in H2 2013 by cheap 

compatible vendors and the arrival of clones 

from Asia. The target of these products is 

primarily entry-level hardcopy devices with a 

large installed base. These cheap compatibles 

and clones damage not only original 

vendors, but also traditional local 

manufacturers, and are considered a serious 

threat for the traditional consumables 

industry in the coming years.” 


Contact the news team at 

news@therecycler.com 

NORTH AMERICA Static Control, Legal 

US Supreme Court creates uniform 

rule for false advertising cases 

As a result of the false advertising case between Static Control and Lexmark, 

the court has streamlined tests for future similar cases, allowing indirect 

competitors to bring a case forward. 

The National Law Review and 

Mondaq reported on the US 

Supreme Court’s decision to create 

a “new, simpler rule” for 

determining whether entities have 

standing in false advertising claims 

under the Lanham Act; with the 

decision resulting from the 

ongoing false advertising case 

between Static Control and 

Lexmark. 

Prior to the decision, different 

circuit courts used three different 

tests to determine if a plaintiff 

had standing for false advertising; 

including a “multifactor balancing 

approach”, a "reasonable interest" 

test, and the requirement for 

plaintiffs to be direct competitors. 

In creating the uniform rule, it has 

“expanded the scope of parties permitted to 

bring false advertising suits” as “indirect 

competitors” are now able to bring suit; 

with the new rule also “potentially 

increasing the liability from false advertising 

suits for entities doing business within the 

United States”. 

It was held that to have standing in a 

false advertising suit, a plaintiff must plead 

“an injury to a commercial interest in sales 

or business reputation proximately caused 

by the defendant’s misrepresentations”; 

with the court ruling that when applying 

this new test, Static Control’s alleged 

injuries – namely lost sales and reputational 

damage – are protected under the Lanham 

Act, and that the injuries were as a result of 

Lexmark's “misrepresentations”, despite the 

two companies not being direct 

competitors. 

As a result of the new test, businesses 

now need to be “cautious to avoid exposure 

to unnecessary liability for false advertising 

when making statements about a 

commercial entity’s products or services”, 

even if they are not a direct competitor; 

with the court stating: "[W]hen a party 

claims reputational injury from 

disparagement, competition is not required 

for proximate cause; and that is true even if 

the defendant's aim was to harm its 

immediate competitors, and the plaintiff 

merely suffered collateral damage." 

If a false advertising claim is successful, 

the plaintiff “may be entitled to injunctive 

relief, damages, corrective advertising, 

attorneys’ fees or other equitable remedies 

at the discretion of the court”. 

The Recycler reported in issue 257 on 

Static Control’s victory against Lexmark 

over false advertising, with the largest 

manufacturer of aftermarket imaging 

systems and components favoured in a 

unanimous decision by judges, giving the 

aftermarket company the opportunity to 

now sue Lexmark under the aforementioned 

Lanham Act. 

EUROPE 

HP, IP 

World Focus 

HP granted 

EU patent 

with implications 

for remanufacturers 

and compatibles 

TOP 

WEB 

STORY 

The OEM has been granted a patent 

for an inkjet cartridge that could 

affect both remanufacturers and 

compatible manufacturers. 

The document, 

EP 2 271 498 

B1, refers to the 

construction of 

an inkjet 

cartridge, with 

references to 

the air flows 

and sealing member that “covers the air 

vent” preventing air from getting in or out 

of the cartridge. 

This sealing member, crucially, is “heat 

staked” to the body of the cartridge, and 

the patent goes on to refer to and thus 

protect the manufacturing method for the 

cartridge, including references to the 

application of the sealing member. Details 

are given as to how to bind the sealing 

member to the cartridge, with the 

document noting where heat should not be 

applied, with the member finally said to be 

“hermetically sealed” to the body of the 

cartridge. 

From both a remanufacturing and 

compatible manufacturing point of view, 

this patent allows HP to sue for 

infringement when the cartridge’s sealing 

member is either replaced during the 

remanufacturing process or fitted to a 

compatible cartridge following the design of 

the model in the patent. For more 

information on patents, see our patent 

report, starting on page 48 of this issue. 


9

World Focus 

EUROPE 

Static Control, Lexmark, Events 

Lexmark’s Andrew 

Gardner speaks at 

Static Control’s 

Polish seminar 

The OEM’s Worldwide Brand 

Protection Manager spoke at the 

conference, which took place on 25 

April in Łódź, Poland. 

The largest manufacturer of aftermarket 

imaging systems and components 

announced ahead of the seminar that 

Gardner, who previously spoke at The 

Recycler’s Focus on Europe conference in 

2012, would speak at the free event at 

Andel's Hotel Łódź in Łódź, Poland. 

Static Control stated that Gardner would 

“discuss clone cartridges from the OEM 

perspective”, with the OEM joining HP as 

the “second OEM to recognise Static 

Control as a leader in the imaging 

aftermarket and a partner in the fight 

against counterfeit and clone cartridges”. It 

added that Lexmark “has a vested interest 

in Poland” due to having a toner cartridge 

manufacturing site in Zary. 

Gardner’s talk covered clones “in detail”, 

specifically covering the raids that took 

place at Remanexpo@Paperworld 2014 

earlier this year in which Lexmark MS 

cartridges were seized from a range of 

exhibitors. The seminars are free to current 

Static Control customers, with the next 

seminar due to have taken place in 

Athens, Greece on 7 May. 

The seminar follows a previous seminar 

hosted by both Static Control and ETIRA in 

March, and comes after the company 

announced the programme of free seminars 

across both Europe and Asia late last 

month. Static Control added that the Polish 

seminar was the first of 22 to be held this 

year, with each session “informationintensive” 

and “targeted towards the 

demands of each particular market” as 

well as being “tailored to suit local 

remanufacturers”. 

Ken Lalley, Static Control’s Sales 

Director, stated: “We are very excited to 

have Andrew Gardner at our kick-off 

seminar. We know the importance of 

intellectual property in this industry and 

have taken a strong stance against new 

build clones invading the aftermarket. We 

are delighted to have Andrew speak on 

behalf of Lexmark and share his expertise 

with our Polish customers.” 

EUROPE Kleen Strike, Remanufacturing, UK 

Kleen Strike’s Managing Director Laura 

Heywood told The Recycler that Danczuk, 

the local Member of Parliament (MP) for 

Rochdale, Lancashire, visited the company in 

early April to “observe our toner 

remanufacturing operation”, with the 

company “taking him though the whole 

procedure”, leaving Danczuk “most 

impressed with our set-up and the quality 

of products we produce”. 

A meeting that followed at Kleen Strike’s 

premises saw the company aim to bring up 

the UK remanufacturing industry’s 

“frustration when submitting tenders to 

local authorities”, with companies under 

pressure to “reduce costs” against the 

variety of options, including new-build 

clones that can be “up to 75 percent […] 

lower in price” and which have “no place in 

the transition towards a greener economy”. 

Heywood noted that Kleen Strike’s 

concern is that clones are “being considered 

in tender applications” despite their poor 

environmental performance, with one 

tender alone seeing 70 percent of the score 

graded on price, whilst 30 percent was on 

environmental, health and safety and 

corporate responsibility. 

She added that “it is difficult to 

understand [the] government’s drive to self 

sustainability and a greener economy when 

local authorities can put such a value on 

price alone”, reflecting on the European 

Parliament’s view that “in order to develop 

the full potential of public procurement, the 

Find out the latest information about Focus on 

Europe at www.therecycler.com/events/foe 

Kleen Strike visited by local MP 

to discuss tenders 

The UK-based remanufacturer welcomed Simon Danczuk to its Rochdale site, 

where he spoke with the company about the difficulty for remanufacturers to 

be considered for procurement tenders. 

Alan Longstaff and Danczuk 

Simon Danczuk and Kleen Strike Directors 

Alan Longstaff, Laura Heywood and 

Alistair Barker 

Danczuk and Laura Heywood 

criterion of lowest price should no longer be 

the determining one for the award of 

contracts, and that it should, in general, be 

replaced by the criterion of most 

economically advantageous tender’”. 

Heywood concluded: “The United Nations 

Environment Program (UNEP) Sustainable 

Public Procurement Guidelines for toner 

cartridges urges ‘that public authorities 

know the source of remanufacture to 

determine that the cartridges they are 

purchasing are not new build ‘clones’ that 

are mass produced in Asian countries at a 

very low price’. 

“Reducing the planet’s carbon is essential 

in order to reduce rising water levels and 

food shortages that are going to be more 

and more [of] a major issue in the next 

30 years. The simple move to include 

remanufactured cartridges in UK 

government tenders is one easy step 

in the right direction.“ 


World Focus 

Read more from Cartridge 

World on pages 22 and 30 

IMEA ICRRA, Clones, India 

ICRRA discusses import restrictions affecting 

remanufacturers in India 

The Indian Cartridge Remanufacturers and Recyclers Association’s (ICRRA) Secretary explained how the association is 

trying to tackle import restrictions working against Indian remanufacturers. 

Deepak Jalihal, Secretary of ICRRA, discussed 

with The Recycler the import restrictions 

currently in place in India that “are in fact 

working against remanufacturers”, as newbuild 

cartridges and clones are able to be 

imported into the country “but 

remanufactured cartridges are not allowed”; 

with companies including Clover having to 

“struggle to get the license to import 

remanufactured cartridges”. 

Jalihal continued that while 

remanufacturers in the country “are allowed 

to export the empties”, they are “not 

allowed to import them as they are 

considered e-waste”, adding that it is “no 

wonder [India] is a dumping ground 

for the clones”. 

As a result of the issues the import 

restrictions bring, Jalihal said that ICRRA “is 

looking at tackling this problem on two 

fronts”. Firstly, the association is 

“initiating a dialogue with the OEMs 

to join hands in fixing the minimum 

customs duty for printer cartridges, 

irrespective of the billing cost” in 

order to “level the playground a 

little”. 

Secondly, the association is 

planning to publish “a B2C 

newsletter to create awareness in 

the end-user (consumer)”. However, 

Jalihal noted that a problem with 

this is that “we are unable to get any inputs 

on legal status of clones” and so “if we can 

get OEMs to comment on this or cite any 

law/document, we can warn consumers that 

they are encouraging illegal activity” as 

“most consumers are ignorant” of the 

impact of clone cartridges. 

In addition to this, ICRRA has noticed that 

“big banks like Canara 

Bank and even Public 

Sectors like HAL” have 

been “asking refillers to 

refill cartridges at their 

premises”, with Jalihal 

commenting that he is 

“sure they do not have 

adequate facilit[ies] for 

refilling at their branches 

or premises”. As a result, 

he said, the association is 

“trying to get [the] Pollution Control Board 

to issue a notice in public interest that 

refilling toner cartridges without proper 

equipment is hazardous to health and 

violates the norms”. 

Are you a company based in India that 

has been affected by the import restrictions 

in place? Email us at news@therecycler.com. 

NORTH AMERICA Cartridge World, Retail, USA 

Cartridge World launches campaign in support 

of New Jersey legislation 

The US arm of the franchise has launched “Stop the Ink-Sanity” to endorse the recently-vetoed bill, which would force 

companies to list the yield of the cartridge on every box. 

Cartridge World’s press 

release noted that the 

bill may “help 200,000 

small businesses” by 

“protect[ing] consumers 

and businesses against 

questionable pricing 

tactics by printer 

manufacturers”, with the “Stop 

the Ink-Sanity” campaign aiming 

to “shed a light on printer 

manufacturers’ pricing tactics”. 

The legislation was first advanced 

and agreed in January earlier this year, 

before New Jersey State Governor Chris 

Christie vetoed it in February, and it was at 

the time that Cartridge World’s stores in 

the New York and New Jersey area, under 

Master Franchisee Greg Carafello, began a 

radio campaign to take advantage of the 

opportunity to introduce more consumers 

to remanufactured and refilled cartridges. 

The latest news on the legislation, 

according to Cartridge World, is that it has 

“passed out of the assembly 

committee and is currently awaiting 

hearing on the full assembly 

floor in the next few weeks”, 

with Carafello stating that 

the bill aims to help the 

“200,000 small businesses 

in New Jersey [that] easily 

pay $3,000 (€2,179) per 

year in printer cartridges”, 

as well as the homeowners 

who “can spend $50 (€36) or 

more per year”, which adds up to 

“$1 billion (€726.6 million) in New 

Jersey alone!” 

Calling the costs “outrageous”, Carafello 

added that “in a year, the cost for ink can 

be five times the amount of the printer”, 

and noted that businesses and consumers 

can “absolutely” fight back by “stop[ping] 

shopping at office superstores”, which are 

“selling printers that manufacturers 

incentivise them to stock, and cheap 

printers that drink ink. The worst printers 

use tri-colour ink cartridges that need fast 

replacement – but the superstores never 

tell you that”. He noted in turn that 

Cartridge World will “probably suggest you 

buy high-yield cartridges to double your 

printing output”, as well as calculating 

that if businesses can be saved from 

$1,000 to $5,000 (€726 to €3,633) a 

year, that could “save new Jersey’s 

business owners $200 million (€145.3 

million) or more every year”. The 

campaign, he went on, shows Cartridge 

World “clearly understand[s] the 

support for the bill […] we’ve stepped up 

efforts to educate the public about costsaving 

solutions”. 

Bill Swanson, CEO of Cartridge World 

North America, added of the campaign: 

“We will gladly show businesses how to 

identify printers that use high-yield printer 

cartridges that match their actual printing 

needs. Cartridge World's eco-friendly 

products are great for the environment 

and your wallet.” 


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World Focus 

Subscribe to The Recycler’s Daily Newsletters 

at www.therecycler.com/subscribe 

GLOBAL 

Counterfeiting, Crime 

Cartridge counterfeiting continues to have 

widespread global impact 

An HP report found that counterfeiting’s impact on printing is worth around $3 billion, whilst cartridges are one of the 

seventh most counterfeited products in the USA; in turn, European and Indian individuals have recently been charged and 

arrested for selling and producing cartridge counterfeits, and HP held an anti-counterfeiting seminar in Africa. 

ITWeb reported on an HP study into global 

counterfeiting, which indicates that the 

printing and imaging technologies industry 

suffers a $3 billion (€2.1 billion) global loss 

annually due to counterfeiting; with the 

global economic and social impact of 

counterfeiting and piracy estimated at $775 

billion (€559 billion) and expected to rise to 

$1.7 trillion (€1.2 trillion) by next year. 

Nosipho Simelane, Printing Category 

Manager at HP SA, said that such products 

can cause downtime due to the damage 

they cause due to inferior quality, as well as 

“interruptions of entire printing 

infrastructure and workflow, and complaints 

and accusations directed towards purchase 

or IT departments”. As a result, HP has 

integrated anti-counterfeiting measures into 

devices; including “sophisticated packaging 

and security labels” and QR codes that can 

be scanned by mobile devices to verify the 

product’s authenticity. 

The problem of counterfeiting has grown 

with the advancement of technology, with 

Simelane explaining: “These syndicates are 

getting so advanced that it's getting harder 

to differentiate between the fake and the 

real […] counterfeiting used to be the 

domain of skilled criminals with expensive 

engraving and printing equipment. Not so 

today, thanks to advances in computer and 

printing technologies that have dramatically 

reduced the cost and difficulty of 

reproducing realistic-looking fakes. 

“This not only impacts the printing and 

imaging industry's global trade and revenue, 

it also damages brands' hard earned 

reputations and has negative effects on 

consumer confidence […] along with the 

considerable risks posed by counterfeit 

printing supplies to their brands, customers 

should also be made aware of the hidden 

costs of dealing with criminal organisations. 

Buying fake goods means they come with a 

shorter lifespan and a continuous spending 

cycle on the customer's part.” 

FreeP meanwhile discussed the growing 

costs of counterfeiting to the US and global 

economies, with the Organisation for 

Economic Cooperation and Development 

(OECD) noting that counterfeited products 

cost the global economy around $250 billion 

(€181 billion) a year. 

The US Customs and Border Protection 

Agency (USCBP) reported that the value of 

counterfeit goods seized has actually 

increased by 38.1 percent from 2012 to $1.7 

billion (€1.2 billion), with only a “fraction” of 

all counterfeit products successfully seized. 

The computers and accessories product 

category was said to have seen a cumulative 

seizure value of $47.7 million (€34.6 

million), with over 1,000 shipments seized 

last year, a 37.5 percent higher amount 

than in 2012. 

The top nine product groups that suffer 

from counterfeiting in the United States saw 

computers and accessories (including both 

printers and cartridges) in seventh place, 

with a three percent share of all counterfeit 

products seized in the USA in 2013. The CBP 

stated that China’s role in manufacturing, 

added to its “intellectual property rights 

framework”, may contribute “to the 

country’s high level of counterfeiting, with 

$1.2 billion (€870 million) of the $1.7 billion 

seized in the USA originating in China. 

However, it added that “the process and 

methods of detecting these counterfeiting 

operations is constantly evolving”, with an 

increased number of seizures last year 

“explained in part by new collaborative 

efforts between CBP and various partners” 

such as China Customs, with the CBP noting 

that the success has “resulted in a 

measurable increase in the number and value 

of seizures and the ability to target and 

intercept shipments of knock-off products”. 

In Europe, Focus reported on a trio of men 

who were recently sentenced to probation 

and 1,300 hours of community service by 

the District Court of Offenbach after it was 

discovered that they had been producing and 

selling clone cartridges; resulting in damages 

valued at “around €1 million ($1.4 million)”. 

It was found that the men had been filling 

empty OEM cartridges with “cheap toner”, 

applying “false holograms from China” and 

then selling them on “as original 

commodit[ies]”; with the activity revealed 

after other vendors found the low prices 

“suspicious”. A search of the company in 

Obertshausen, Offenbach, then found 

2,012 truckloads of counterfeit cartridges. 

The sentencing was “based on an 

agreement between the prosecutor, 

defendant and court”. 

In India, The Times of India announced 

TOP 

WEB 

STORY 

that owners of five shops in Margao, Vasco 

and Ponda, India, have been arrested for 

selling counterfeit printer cartridges after the 

crime branch received complaints from 

Canon and HP about counterfeit cartridges 

being sold on the market. 

Three shops were raided in Vasco, resulting 

in the arrest of Chandrashekhar Mottupali, 

Vikas Agarwal and Panchanbhai Dangor; 

while police arrested Kailash Sonkambale in 

Ponda and Dilip Purohit in Margao; with 

crime branch forming three separate teams 

to carry out the raids. The article stated that 

the case has been registered by crime 

branch under Sections 51 and 63 of the 

Copyright Act and Section 420 of the 

Indian Penal Code. 

Finally, HP’s Anti-Counterfeiting Africa 

Conference was held over two days in 

Johannesburg to “educate and empower” 

organisations in the region against negative 

effects of counterfeits. Allafrica.com stated 

that the two-day conference came as the 

OEM continues to tackle the problem of 

counterfeit products threatening industries in 

Africa; with the article noting that 

“sometimes people don’t really understand 

the real concept of counterfeit goods” 

despite Africa “increasingly being targeted as 

a market for counterfeit merchandise” and 

used as a “transit route” for such goods. 

Fabrice Campoy, Director of HP’s Printing 

and Personal Systems Africa, said that African 

nations are becoming more aware of the 

challenges counterfeit trade brings “and 

becoming active in the fight against it”; 

with government officials, law enforcers 

and representatives of ministries 

responsible for anti-counterfeiting all 

attending the conference. 

A report conducted by CTI called ‘Effects 

of Counterfeit and Substandard Goods in 

Tanzania’ estimates that the country could 

be losing between 15 and 25 percent of its 

total domestic revenue through the sale of 

counterfeit goods. It also found that those 

dealing with counterfeit products are able to 

reap “huge profits” compared to those selling 

genuine products, and that there is much 

unemployment “caused by large imports of 

fake goods” as counterfeits deny “domestic 

industries the opportunity to expand 

production” and put off people investors 

from establishing industries in Tanzania. 


World Focus 

EUROPE 

Static Control, Nordic Swan, 

Environment 

Static Control 

sees more 

products awarded 

Nordic Swan 

accreditation 

Additional toners have been 

awarded the ecolabel. 

The largest 

manufacturer of 

aftermarket 

imaging 

systems and 

components 

announced that 

more of its toners 

for remanufactured cartridges have 

been awarded the Nordic Ecolabel 

accreditation, having met the 

“environmental and quality criteria 

required”. 

The company previously saw 66 of 

its products receive the 

accreditation, and Static Control 

added that “due to the high 

credibility associated with a cartridge 

bearing the label, more toners will be 

submitted for approval in the coming 

months”. Nordic Swan noted that 

the ecolabel aims to “encourage 

manufacturers to develop 

environmentally sound products and 

services [and contribute to] 

sustainable consumption”. 

Ken Lalley, Static Control’s Sales 

Director, stated: “Sustainability has 

always been at the heart of this 

industry, being based on the premise 

of reusing and reducing waste. We 

know that the environmental 

benefits of remanufactured 

cartridges are one of the reasons 

consumers choose to buy them, and 

we will continue to assist our 

customers in promoting the green 

message as much as we can. 

“The Nordic Ecolabel serves as an 

excellent marketing tool in 

communicating to end users that 

each accredited cartridge is 

environmentally sound, as well as 

strengthening the quality image of 

the remanufacturer’s brand.” 

IMEA 

Zawya reported on IDC’s findings, 

which indicate that while the MEA 

region’s consumable market grew just 

0.6 percent year-on-year in terms of 

units during the second half of 2013 

(H2 2013), its revenue grew by 7.2 

percent due to “an ongoing shift from 

inkjet devices to laser technology and 

from black and white to colour”. 

All key markets in the region, 

excluding the UAE, saw a year-on-year 

decline in the inkjet consumables 

segment, which suffered an overall decline of 

2.1 percent in volume and 3.9 percent in value 

during the period. This was attributed to “the 

proliferation of smartphones and tablets” 

which eradicate the need for people to print 

exclusively from a home printer, as well as the 

“increasing migration to laser devices” in the 

enterprise segment. 

The laser segment, on the other hand, saw 

toner consumables shipments increase by 4.5 

percent year-on-year and by 11.2 percent in 

terms of value. The region has seen “increased 

adoption of MFPs”, particularly colour devices, 

which has reportedly had a “positive impact on 

the page volumes seen within this segment”. 

IDC has suggested that the region may face 

increasing competition within the market from 

“parallel imports” which are “sourced into the 

region through unofficial channels”, with 

demand for such products “generally strong” 

due to them being cheaper than the same 

consumables sold through official distribution 

visit www.therecycler.com 

for all the breaking news 

Consumables market continues 

to grow in MEA 

The Middle East and Africa consumables market saw “significant growth” in 

value in H2 2013, although volume remained flat. 

EUROPE 

Market Data, IDC, MEA 

Canon, IP, Aster 

toner cartridges. 

Canon announced that it had filed the patent 

infringement suit against Aster Technology 

Holland B.V. for infringing Canon’s European 

patent 2 087 407 in the Netherlands, which 

pertains to cartridges used in HP machines. 

The case refers to the “importation, offer 

and sale of certain toner cartridges for use in 

various models of Hewlett-Packard laser beam 

printers”, with the OEM seeking “injunctive 

relief and damages” against Aster. 

Canon stated of the case: “Throughout the 

development, sales and marketing process, 

channels. This problem, according to IDC, 

will continue to intensify “as the market 

continues to grow”. 

Ashwin Venkatchari, Senior Program 

Manager for Imaging, Printing and Document 

Solutions at IDC Middle East, Africa and Turkey, 

commented: “The MEA consumables market 

offers attractive revenue opportunities for OEM 

vendors. Compatibles primarily maintain 

market share in the entry-level segment and 

therefore do not pose a serious threat to 

EM vendors in the region (with the exception 

of Turkey). 

“The OEM vendors have also done a 

commendable job in combating the scourge of 

counterfeit products. However, the most 

serious threat to growth in the MEA region is 

posed by parallel imports. As such, OEM 

vendors must come up with consistent and 

sustainable strategies to address this issue if 

they are to fully capitalise on the growth 

opportunities that this region has to offer.” 

Canon starts IP case against Aster 

in the Netherlands 

TOP 

WEB 

STORY 

The OEM has filed a patent infringement suit against the company concerning 

Canon respects the intellectual property rights 

of other companies and individuals and 

expects others to do the same. Canon remains 

committed to taking legal action against 

anyone who does not respect Canon's 

intellectual property rights.” 

Canon is currently engaged in an IP case in 

the USA against 18 aftermarket companies, 

and the case in the Netherlands follows 

Samsung’s court battle with toner dealers in 

the country, against three of which it saw 

victory in January earlier this year. 


Comment 

18 

ISSUE 259 

Latest News 

and Features 

THE RECYCLER - ISSN 2045-2047 (Print) 

THE RECYCLER TEAM 

Editor & Publisher 

David Connett - publisher@therecycler.com 

Deputy Publisher 

Stefanie Unland – s.unland@therecycler.com 

Deputy Editors 

William Roszczyk – w.roszczyk@therecycler.com 

Nicola Swann – n.swann@therecycler.com 

Designer 

Ian Winter - production@therecycler.com 

Publishing Consultant 

Anthony Critchley – a.critchley@therecycler.com 

THE SMALL PRINT 

Articles may be photocopied for the private use 

of paid subscribers only. For other copying or 

republication please contact The Recycler. 

The Recycler (ISSN 2045-2047 (Print)) is 

published 13 times per year (every four weeks) 

by David Connett. Copyright 1997 – 2014 by 

David Connett. 

The editorial content does not reflect the 

opinions of the publisher or editorial team. 

The Recycler is printed in the United Kingdom 

by Buxton Press Limited. 

The regular retail price of The Recycler is £130 

for 12 months (13 issues) worldwide, and is 

delivered free to your home or office worldwide. 

The Recycler 

Wittas House, Two Rivers, Station Lane, 

Witney, United Kingdom OX28 4BH 

Phone: +44 (0) 1993 899 800 

Fax: +44 (0) 1993 226 899 

Email: info@therecycler.com 

Website: www.therecycler.com 

BUREAU OFFICE – AUSTRALIA 

Graham McCusker 

Phone: +61 (0) 416 813 700 

Email: g.mccusker@therecycler.com 

BUREAU OFFICE – GERMANY 

Stefanie Unland 

Phone: +49 (0) 2534 794 6998 

Email: info@therecycler.com 

BUREAU OFFICE – UNITED STATES 

Olivia Stephens 

Phone: +1 702 497 4756 

Email: usa@therecycler.com 

www.therecycler.com/contactus 

Like lemmings, the 

cliff awaits us 

OKI reports that 64 percent of SMEs 

don’t understand the cost of printing, 

but I think this is probably on the low 

side. Just go into any computer store at 

the start of the school year or at 

Christmas time, and you will see 

consumers buying computers: they 

don’t really know what they are buying 

but they place their “trust” with the 

salesperson to guide them to make an 

informed choice, which is a 

combination of usually what their kids 

want, what they need and what they 

can afford, their awareness of the brand 

and finally the price. In all of these 

decisions, the salesperson is at the 

heart of the conversation, guiding them 

to make an informed choice. 

These consumer habits can be found 

in most businesses, but especially in 

SMEs, where the business owner tends 

to be an expert in their field of 

business, but not in office printing. In 

SMEs, office printing is generally in the 

hands of the office manager, who 

unconsciously follows the psychology 

of uninformed customers which is 

always the same: they buy on brand or 

price model because they are not really 

informed. 

Successfully selling to uninformed 

customers is a challenge, and there are 

a couple of ailments that need to be 

understood to begin to successfully sell 

the products you proudly make. Here 

are some of the ailments (itises) you 

might recognise: 

Ignoritis – Ignore the consumer 

psychology and sell on price, usually 

into a distribution channel. When your 

distributor wants pricing better than 

you can give, does the cliff await you? 

Valueitis – Remanufacturers do all the 

work and make the smallest cash 

margin, to sell into a channel that sells 

on price, but others still make 

significantly more cash margin than 

you do, and the consumer still ends up 

paying significantly less than the value 

of the product. Looking over the edge 

of the cliff? 

David Connett Publisher 

Tenderitis – This is a predictable 

psychosomatic reaction to bidding on a 

tender. Work out who among your 

competitors is going to bid, contact your 

suppliers and get the very best price on 

your bill of materials. Then tell production 

to shave 10 percent off the production 

cost so that you can bid X and cover your 

costs, and hopefully undercut all your 

competitors in the expectation that you 

can make up margin during the contract 

period - possibly a route to the cliff? 

Marketitis – The market is smaller today 

than it was in 2008: if your sales are 

stable, that is good; if your sales grow, 

you are winning business from your 

competitors. 95 percent of colour sales 

are OEM product. Ignoring this - possibly 

a route to the cliff? 

Owneritis – Your sales team are selling 

the products you make on price because 

the production team can’t make a value 

product at the price your sales team want 

to sell at. So each year you reorganise, cut 

costs, shave overhead, cut marketing, long 

term strategic development goes out of 

the window and you focus more on short 

term management. Then you lose a 

customer to a competitor and the cycle 

repeats itself - and the cliff awaits? 

What’s the solution? It is not rocket 

science, but when a market is growing 

your sales grow and you smile. You start 

to maximise the profits you make by 

spending the same on marketing in cash 

terms, but not as a percentage of 

turnover. You gradually let your expensive 

sales people go and replace them with 

account managers who manage the 

THE RECYCLER • ISSUE 258 • 8 MAY 2014



business you have. Then the market 

shrinks and you really have to reverse the 

process, hire more sales people, and invest 

(marketing) in the tools to enable them 

to go and win the business back. Just like 

the OEM, remanufacturers need to be 

closer to the consumers to get better 

pricing and make more margin to deliver 

a better product, and slowly you reverse 

the cycle and stop the ailments turning 

into a race for the cliff and a jump into 

oblivion. 

At a time when markets are being 

assaulted with low price cartridge clones, 

business owners need to look at the 

quality of the salesmanship to determine 

what is required to sell the value 

proposition that our legitimate industry 

offers, at a proper and sensible premium 

against cheap clones. 

Blunt instruments 

I think it was Oliver Wendell Holmes who 

said “the law is a blunt instrument”, and 

in many ways I guess it is. Recent legal 

actions by the OEMs seem to target 

remanufacturers as well as clone 

manufacturers, which some industry 

figures suggest is unfair. Sadly the law is 

not fair - it is just the law. But in the long 

term these legal actions will give the 

clarity the industry needs to move 

forward. We hope that clones will be put 

out of business and remanufacturers will 

engineer suitable solutions. The OEMs will 

win a lot of cases, they will lose some, 

and a few will result in outcomes 

remanufacturers and OEMs won’t like. 

That is the general nature of the law. 

Isn’t it time for IP holders to consider 

licensing their IP? Remanufacturing will 

always be part of the business landscape, 

and licensing means you can earn revenue 

and work with a legitimate 

remanufacturing market, and focus efforts 

on tackling clones and counterfeit 

products. 

What’s wrong? 

Last month in my 

column I asked what 

was wrong with the 

cartridge pictured, and 

several of you emailed 

me the right answer. It 

is a counterfeit HP 

CC530 cartridge. Note 

the OEM label and the 

aftermarket gear, and 

it has an aftermarket 

chip. 

If you see these, or 

any other counterfeit 

product in the market, 

please take a picture and email me at 

d.connett@therecycler.com. 

The Recycler Directory 

Pre-registration for our online directory is 

open as of 1 May, and subscribers and 

advertisers will get an “early-bird” alert to 

register. Look out for the email in the next 

couple of weeks. 

Focus on Europe 

By the time you receive this magazine, 

Focus on Europe will be just a few weeks 

away. Attending business conferences is 

an opportunity to learn, network, see the 

competition and learn about competitors, 

and the time out of your business does 

give you time to talk face-to-face with 

colleagues. You can almost guarantee that 

you will return home with new tools, 

valuable contacts and a renewed 

approach that will help you manage 

and grow your business better than 

before. Talking to people at Focus on 

Europe is where we get a lot of our 

ideas for stories and features. 

Something you don’t get sat in an 

office. 

I know it’s early 

We are just starting to plan our 2015 

travel and editorial programme, and are 

looking for new and established 

businesses that we can visit and profile. 

Big or small: we don’t mind. There is no 

cost to you, but if you can provide a few 

hours of your time, decent coffee and a 

parking space, we would love to hear from 

you. Please contact me at 

publisher@therecycler.com and we will 

see what we can do. 

Top Ten from the Web 

1. Samsung intensifies European IP cases – front cover 

2. Clones having “profound impact” on CEE consumables market – page eight 

3. Canon starts IP case against Aster in the Netherlands – page 16 

4. Armor taken over by senior management – page three 

5. HP granted EU patent with implications for remanufacturers and 

compatibles – page nine 

6. Cartridge counterfeiters sentenced to probation – page 14 

7. Print Rite launches 3D printer and consumables – page 57 

8. Mobile printer designed to travel across paper – page 58 

9. Memjet launches new page-wide colour inkjet print engine – page 56 

10. OCP releases new Canon inkjet inks – page 57 


19

City News 

Read more about HP on 

pages 22, 34 and 62 

OEM Share prices 

May 2014 

Prices correct as of 1st May 2014 

COMPANY APR MAY 

Brother Industries (Yen) ¥ 1342 1541 

Canon (Yen) ¥ 3000 3217 

Hewlett Packard (US$) $ 31.16 31.74 

Jadi (MYR) M 0.130 0.150 

Lexmark (US$) $ 44.1 42.1 

LG Chem (S Korean Won) W 243k 270k 

Mitsubishi Chemicals (Yen) ¥ 439 421 

Oki (Yen) ¥ 230 207 

Panasonic (Yen) ¥ 1190 1111 

Parent company Matsushita 

Electric Industrial Co. 

Samsung (S Korean Won) 595k 1407k 

Seiko Epson (Yen) ¥ 2956 2857 

Sun Chemicals (Yen) ¥ 281 272 

Parent company Dainippon 

Ink & Chemicals 

Turbon AG (Euro) € 11.4 11.9 

Xerox (US$) $ 10.8 11.9 

UK Waste Prices 

price per tonne 

Aluminium € 7.17 12.14 

Plastic €53.39 51.79 

Paper € 1.02 1.09 

Currency 

U/US$ 1.39 1.38 

U/£ 0.84 0.82 

£/US$ 1.66 1.68 

Oil Price 

Crude oil - (US$) 116.8 109.1 

‘Brent Crude futures, 

1-Pos IPE close’ per barrel 

Shipping Prices 

Europe (Hamburg/Antwerp/ 888 1077 

Felixstowe/Le Havre) 

Mediterranean (Barcelona/ 935 1182 

Valencia/Genoa/Naples) 

USWC (Los Angeles/ 1931 1923 

LongBeach/Oakland) 

USEC (New York/Savannah 3287 3328 

Norfolk/Charleston) 

Sources: HMRC, FT.com, krx.co.kr, tse.or.jp, 

Environment Exchange (Waste Prices are for 2014 

Spot Market) *Brent Crude price is for May 2014 

GLOBAL HP, Crime, Finance 

HP faces recriminations over subsidiary 

bribery and tax evasion charges 

The OEM has paid a $108 million fine to US authorities over bribery of 

government officials in Poland, Russia and Mexico, whilst Pakistani staff have 

been arrested on suspicion of tax evasion. 

Mercury News discussed HP’s decision to 

pay the $108 million (€77.8 million) in 

fines to “resolve allegations” that its 

subsidiaries had been bribing officials in 

Poland, Russia and Mexico to “win 

business contracts”. 

The OEM, along with the US Justice 

Department, announced the fine payment 

after an investigation which saw the law 

enforcement agency and OEM work 

together, and about which the Justice 

Department added HP had shown 

“extensive cooperation”, including 

undertaking its own investigation, making 

employees “available for interviews”, and 

gathering “voluminous evidence”. 

The Justice Department noted that HP 

subsidiaries had “created a slush fund for 

bribe payments, set up an intricate web of 

shell companies and bank accounts to 

launder money”, additionally “employed 

two sets of books to track bribe recipients, 

and used anonymous email accounts and 

prepaid mobile telephones to arrange 

covert meetings to hand over bags of cash”. 

The bribes added up to over $2 million 

(€1.4 million) in Russia, over $1 million 

(€720,999) in Mexico, and over $600,000 

(€432,599) in Poland, with the fine being 

paid to the Justice Department and 

Securities and Exchange Commission. 

The Polish subsidiary gave officials “bags 

filled with hundreds of thousands of 

dollars” as well as an HP desktop, laptop 

and mobile devices, and took them on a 

“leisure trip” to Las Vegas including drinks, 

dining, entertainment and even a private 

tour flight over the Grand Canyon. 

The Polish subsidiary “covertly 

communicate[d]” through “methods 

meant to evade detection”. 

In Russia bribes were “largely transferred 

through a cascading series of shell 

companies” associated with government 

officials, with payments laundered through 

Swiss, Lithuanian, Latvian and Austrian bank 

accounts. Payments were spent on travel, 

cars, jewellery, clothing, watches, swimming 

pool technology, furniture and other luxury 

goods, and conspirators kept track of 

payments through two sets of books. 

Finally, in Mexico, corporate books and 

records were “falsified” and contracts were 

sold concerning hardware, software and 

licenses to the state-owned petroleum 

company Petróleos Mexicanos (Pemex), 

with a third-party consultant retained who 

had “close ties” to senior executives. The 

subsidiary there paid a $1.41 million 

(€1.01 million) commission to the 

consultant, who later paid a Pemex official 

$125,000 (€90,124). 

HP concluded in its own statement that 

the bribery “was limited to a small number 

of people who are no longer employed by 

the company”. Wall Street Journal in turn 

reported that the Pakistani raid, carried out 

at the offices of computer systems 

distributor Advance Business Systems 

(ABS), found records indicating that 

equipment “wasn’t properly taxed”, and 

later resulted in the arrest of Shahid Ali 

Khan, HP Pakistan’s Country General 

Manager for Printing and Personal Systems, 

and Salim Rawjani, the OEM’s Country 

Controller, under suspicion of corporate 

tax evasion. 

Following the raid in February, charges 

were filed against ABS management for 

sales tax evasion, with Tanveer Malik, 

Director of Intelligence and Investigation 

for Pakistan’s Federal Board of Revenue, 

explaining that the evasion was “done by 

under-invoicing the products”. 

The probe then led to Dell Inc. and HP 

Pakistan’s units, which were requested to 

provide details of their transactions with 

ABS. While Dell complied, HP Pakistan 

managers “declined to share information”, 

leading to the arrest of Khan and 

Rawjani in Karachi. 

While the arrests are reportedly a 

“preliminary step in Pakistani legal 

proceedings”, officials noted that the tax 

evasion accusations “could be expanded 

after further investigation”, with many 

of the allegedly untaxed products 

unable to be “brought into Pakistan 

without the knowledge of customs 

authorities”. 

Malik said the pair were arrested after 

the agency received “overwhelming 

evidence” of wrongdoing, but that it “found 

no evidence” of HP’s involvement in the 

wrongdoing; with a spokeswoman for HP 

stating: “We have no comment at this time, 

other than to say that HP adheres to the 

highest ethical standards”. 


EUROPE 



Turbon reports 11 percent 

decline in 2013 

The cartridge supplier blamed the decline on its European business. 

PBS and Finanzen reported on Turbon’s 

financial results for the fiscal year in 

2013, with the main news the decline of 

more than eleven percent in sales from 

€84.9 million ($117 million) to €75.4 

million ($104 million), and Turbon noted 

that “the reason for this decline is in our 

European business”. 

PBS noted that the “high impact on 

overall sales” came from “particular 

retroactive bonuses” owed to major 

customers in the course of “year-end 

negotiations in the last quarter” of the 

year. Turbon noted though that it was 

“possible for us to pass on some of the 

bonus payments to suppliers, so that the 

effect on earnings [is] less than the effect 

on revenue”. 

After taxes, the company saw a 

consolidated net profit of €3.2 million ($4.4 

million) compared to last year’s €4.1 

million ($5.6 million) and in 2014 it expects 

to see “continued intense price competition 

in the supplies market”, in response to 

which it plans to increase “sales activities 

and cost reductions”, and to which its 

EUROPE 

Turbon, Business 

Russia, Market Data, Printing 

The report discusses the printer market in 

Russia from this year until 2018, with a 

main forecast of a Compound Annual 

Growth Rate (CAGR) for the market of 0.53 

percent over the next four years. 

Research and Markets stated that the 

Russian printer market is set to grow slowly 

due to a number of different factors, 

including “increasing internet use”, the 

“introduction of emerging technologies” 

including cloud computing and virtualisation 

(and their convenience for SOHO workers), 

and the personalisation of emails and 

production of email newsletters. 

A key challenge for the market is said to 

be the “increase in online transactions”, with 

a growth in document and file transactions 

trough the web proving “much faster than 


Turbon’s global headquarters in Germany 

two acquisitions, of Clarity Imaging 

Technologies and ILG, should “strengthen 

[its] market position”. 

Finally, the company noted that in 2014 

it is planning for a group turnover in excess 

of €100 million ($137 million), as well as 

an increase in pre-tax profit to over €6 

million ($8.2 million). It reported doubledigit 

declines in November last year, 

blaming price competition for an 

extended fall in sales. 

Russian printer market to see 

minimal growth through to 2018 

The Research and Markets report forecasts a small growth over the next 

four years. 

traditional mail transactions”, with 

important documents sent online as 

opposed to printing hard copies for mailing. 

The analysts commented: “The shift from 

the adoption of [monochrome] print 

impressions to colour print impressions has 

resulted in an increase in the demand for 

high-speed continuous-feed inkjet printers. 

This in turn has boosted the growth of the 

overall printer market in Russia. 

“With the adoption of advanced 

technology printers such as ultra-high 

volume inkjet printers, the average cost per 

colour impression is likely to drop 

significantly. Thus, an increase in the demand 

for colour prints is a positive trend that is 

expected to significantly contribute to the 

growth of the printer market in Russia.” 

NORTH AMERICA 

MPS, Business, Technology 

City News 

Solution 

provider profits 

grow in 2013 

Report finds solution providers, 

including hardware, software and 

MPS providers, saw a growth in profit 

last year despite “waning” 

profitability in five major product 

and service categories. 

Channelnomics reported on the findings 

of The 2112 Group’s 2014 Channel 

Profitability Report, which indicated that 

the average solution provider saw profits 

of between 11 and 15 percent of gross 

revenue in 2013 – slightly higher than 

in 2012. 

However, the article notes that “while 

solution providers are netting more 

money, it’s getting harder” as profitability 

is slowing in five of the major product and 

service categories; including hardware, 

software, managed services, cloud 

computing and professional services, with 

managed services and professional services 

seeing profitability fall by “as much as 

one-half” last year. 

Lawrence M. Walsh, CEO and Chief 

Analyst of The 2112 Group, commented: 

“2112 sees a channel in transition. 

Solution providers are moving to accept 

the new realities of cloud services that 

replace or complement traditional 

hardware and software products. Part of 

the profitability challenge is natural 

commoditisation cycles as well as 

increasing competition. Overall, the 

channel profitability trend reveals how 

solution providers continue to sell 

products over systems/solutions that have 

higher aggregate value.” 

He continued: “Channel health is 

measured in many ways, but none is more 

important than partner and product 

profitability. Everyone in the channel value 

chain — manufacturers, distributors and 

resellers — benefit from an ecosystem 

that’s able to generate profits through the 

sale and support of products and services.” 

US-based company Advantage 

Enterprises discussed its move from 

cartridge refilling to MPS and solutions 

provision in this issue, and you can read 

more about this on page 28. 

21

City News 

NORTH AMERICA 

Lexmark, Business 

Lexmark 1Q2014 

earnings fall 

27 percent 

Weaker product revenue and higher 

operating expenses attributed to 

first quarter decline. 

MarketWatch reported on Lexmark’s 27 

percent fall in profit during the first 

quarter of 2014 (1Q2014), with the 

OEM reporting a profit of $29.3 million 

(€21.2 million), or 46 cents per share, 

compared to a profit of $40 million 

(€29 million), or 62 cents per share, a 

year earlier. 

Lexmark has attributed the decline to 

weaker product revenue as well as higher 

operating expenses, with the company 

“wrestling with a maturing hardware 

market” and “facing squeezed margins 

and weaker growth from developed 

countries” over recent years. However, 

the article notes that, unlike some OEMs, 

Lexmark has “worked to stick to its core 

business and add software around it” 

rather than diversifying further afield. 

Per-share earnings reportedly declined 

to 92 cents from 95 cents, while revenue 

fell by 0.8 percent to $877.7 million 

(€634 million). This differed to the 

prediction of analysts that earnings 

would fall to 87 cents per share on $856 

million (€618.4 million) in revenue. 

Looking ahead to the second quarter 

of the year, the company has forecasted 

an adjusted profit of 85 cents to 95 

cents per share on a revenue decline of 

between two and four percent, 

compared with analyst estimates of 

94 cents per share and a revenue 

decline of four percent. 

Lexmark reportedly stated that it 

expects a “continued negative impact” 

following its decision to exit its 

consumer and business inkjet hardware 

and supplies business in 2012. 

NORTH AMERICA 



HP, Business, USA 

HP announces 250 job cuts 

in Sacramento 

The jobs are involved with the OEM’s Printing and Personal Systems Group. 

Biz Journals reported on the cuts, to be 

made at HP’s site in Roseville near 

Sacramento, California, with the OEM’s 250 

employees in its Printing and Personal 

Systems Group at the site being offered 

positions in the division at other HP bases 

in the USA, though it “declined to say what 

other locations would be available”. 

The cuts are said to be a consequence of 

the decline in computer and printer sales 

that HP has experienced in the last few 

years, with the formation of the Printing 

and Personal Systems Group a response to 

the decline. The cuts in Roseville are around 

10 percent of the OEM’s workforce at the 

site, which has been owned by HP since 

IMEA Cartridge World, India, Retail 

market share. 

Franchise India reported on Cartridge World 

India’s plans to “double revenue” and “tap” 

bigger cities in the country, with the aim of 

achieving 10 percent market share in the 

printing market by 2016, with an expansion 

strategy planned to “benefit its customers 

as well as franchise partners”. 

The plans include opening 25 new stores 

in tier two and three cities, which it claims 

will “bridge the gap between high-quality 

branded products and low price[s]”. The 

stores in turn will “create opportunities for 

customers in the corporate/SME segment to 

buy genuine products of high quality within 

the city limits”. 

The franchise noted in turn that it is also 

planning to “invest […] a lot on a fresh look 

and feel for the brand” in India, including a 

“multi-pronged approach” to getting 

customers and launching a number of 

1979, and which had a peak of 6,000 

employees in 2001. 

HP’s press release about the job cuts 

read: “As part of HP’s strategy to foster 

better work environments and closer 

collaboration for employees, PPS will be 

relocating certain positions to different, 

existing HP locations. Personal Systems net 

revenue declined due to the contraction in 

the overall PC market as a result of a 

customer shift, particularly consumers, to 

tablet products. 

“Printing net revenue declined due to 

unfavourable currency impacts, particularly 

the euro, and declines in supplies and 

commercial printers.” 

Cartridge World India aims to double 

revenue by end of 2014 

The global franchise’s Indian arm is planning to capture 10 percent 

new services and products “planned 

to suit every customer’s needs”. 

Cartridge World India commented: 

“Cartridge World prides itself not only 

as an economically-viable printing 

solutions provider but also [as being] on the 

forefront [of] reducing the carbon footprint. 

While most eco-friendly measures tend to 

cost customers more than conventional 

options, with Cartridge World solutions 

the customer saves on everything, 

including time.” 

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Retail Column 

Redefine your category to create new sales 


to create new sales 

For retailers looking for a game-changing strategy, the stimulus could be as easy as 

redefining the way they think about the categories and products they carry. 

Retailers know a structured category 

management review begins with 

defining the category. The idea of 

defining the categories of products you 

sell each year may seem obvious - even 

redundant year after year. But the truth 

is that customer tastes and habits 

change. A review of trends and changing 

customer behaviour can catch newlyemerging 

trends, so you can capitalise 

on changing sales opportunities. 

For example, a retailer who habitually 

reviewed tape and mail supplies in the 

same manner each year may overlook 

the rising trend in using washi tape and 

duct tape as a means of self-expression, 

and the sales implications of broadening 

the offerings. In another example, a 

store can be transformed depending on 

whether its management defines a 

category as DVD Movies or At-Home 

Entertainment. In one situation, it is 

locked into optimising the DVD 

category alone. In the second, they can 

evaluate Gaming, Cable Television, 

Satellite Television - even bar ware! 

Defining a category is all about drawing 

boundaries in the same way your 

customer does. So, a customer will ask 

their family “what shall we do tonight?” 

far more frequently than “which DVD 

should we watch tonight?” Consider the 

differences in these category definitions: 

• Glues and Adhesives versus Crafting 

Supplies 

• Water Fountains versus Water 

Features 

• Party Invitations versus Party 

Supplies 

• Greeting Cards versus Occasion 

Stationery 

• Running Shoes versus Athletic Gear 

• Automotive Cleaners versus Auto 

Maintenance 

• Reusable Bags versus Eco-Friendly 

Household Items 

“A review of trends 

and changing 

customer behaviour 

can catch newlyemerging 

trends, so 

you can capitalise on 

changing sales 

opportunities” 

What should come to mind are the 

changes in product selection and 

merchandising in the store that will 

better anticipate customer needs for the 

new categories. 

Category definition needs to be 

grounded in customer insights that are 

gained from several sources: affinity 

purchases uncovered through reviews of 

market basket transactions; primary 

Flora Delaney 

customer observational research; and 

self-reported customer behaviour. 

Frankly, affinity analyses can be 

misleading if retailers do not carry a 

wide enough breadth of product to be a 

full solution. For example, if a limited 

assortment grocer did an affinity 

analysis on birthday cakes, it may 

discover that the customers also 

purchased ice cream, paper plates and 

candles. It could, however, overlook that 

customers purchased the remainder of 

their needs (wrapping paper, cards, 

balloons and invitations) elsewhere. 

Primary customer observational 

research uses shopping observers to 

monitor shoppers in store and intercept 

them as they leave to ask clarifying 

questions. It is expensive and timeconsuming. 

Self-reported customer 

behaviour through diaries or surveys is 

notoriously inaccurate. 

For most retailers, the most costeffective 

way to discover unbiased 

customer insights is to review the 

customer research of their top current 


Currency conversion rates at the time 

of publication: E1=$1.387 / $1=E0.721 

vendors, along with customer research 

from emerging niche vendors. Niche 

vendors are usually the first to recognise 

and exploit new customer patterns. 

Smart buyers are constantly reviewing 

new vendors who offer a product that is 

a “pivot” away from their current range 

of products. So while it may be an 

imposition in your day to accept a call 

from a new vendor, they can sometimes 

lead to a game-changing insight. 

Established vendors less routinely 

recognise changes in behaviour. 

Their focus on current product lines 

and customer segments can create 

blind spots. But new vendors can 

often identify emerging trends that 

are impacting office supply 

purchasing patterns. 

What is a “pivot” offering? In 

basketball, the pivot is a great move to 

relieve defensive pressure or to change 

the offensive dynamic. The player keeps 

one foot planted on the floor while 

moving the other to either shoot, 

dribble or pass in a new direction. As 

long as one foot remains planted, the 

player can spin to take in the 

competitive landscape and then move 

the ball to the next best position 

on the floor. 

Businesses looking to change their 

value proposition, customer base, 

marketing voice or other key element 

would do well to learn how to pivot. 

Your customers, your vendors and your 

employees will move with you if your 

change is a pivot. Show them that you 

are starting from your legacy heritage 

but making a change that moves into 

the next chapter. A wholesale conversion 

is very unlikely to succeed. 

Here are some examples: in the US, 

Subway’s message of “Eat Fresh” allows 

them to pivot to the place of healthy 

options and become the supporting 

company for everyone who cares about 

their health – even Olympic athletes. 

Could they succeed if tomorrow they 

became the home of a decadent threelayer 

burger? Absolutely not. But, boy, 

would it be easy for them to pivot into 

frozen yogurt…! Who else has done it 

well? How about Apple: computer, pivot: 

iTunes, pivot: iPod, pivot: iPhone, pivot: 

iPad, pivot: …??? 

Changing how you define your 

category, from remanufactured 

“Businesses looking to 

change their value 

proposition, customer 

base, marketing voice 

or other key element 

would do well to learn 

how to pivot” 

cartridges and printing supplies to small 

business solution centre or home office 

headquarters for working mothers, could 

lead to all kinds of new product “pivots”. 

Your store could pivot to carry office 

décor, high-end stationery, party 

supplies, greeting cards, framing services, 

resumé writing services, copier leasing, 

craft supplies, photo equipment, 

shredders (or shredding services), break 

room supplies, or cleaning equipment. To 

glimpse the future and create a 

compelling selection that will meet the 

needs of future customer demand, 

actively sussing out customer and 

shopper trends through every resource 

available is an ongoing endeavour. 

To fully succeed, understand the role 

of the category and its strategy within 

the store. Also referred to as the 

portfolio analysis, this helps a retailer 

determine how important the category 

is to current and future shoppers, and 

aligns resources accordingly. For 

example, at one time land-line phones 

were 95 percent of all phones sold. They 

are still a significant percentage, but the 

numbers are dwindling by the day. 

Let’s imagine you own a B2B retail 

website. Even if your website had the 

market cornered on land-line phones for 

business offices, your sales will decline 

year over year. Investing more store 

inventory or space into land-line phones 

does not make sense. You must find a 

business (like mobile phones) to build 

sales. In this case, the category is 

secondary and declining. However, 

maybe you are a joke and gag gift shop 

in a college town. Land-line phones 

shaped like M&M’s, Lego bricks and Star 

Wars droids are flying off your shelves. 

In that situation, investing in more landline 

phone products may make sense - 

as long as they are grounded in your gag 

gift and licensed product overarching 

strategy. 

Here are the assortment implications 

for a few of the most common category 

strategies: 

Strategy 

Build Traffic 

Defensive 

Assortment 

Implication 

Increase coverage 

of the highest 

loyalty SKUs 

Stock SKUs that 

key to a 

designated 

competitor 

Build Transactions Stock all proven 

market basket 

builders 

Generate Profit 

Generate Cash 

Shift to less price 

sensitive SKUs 

Shift to SKUs that 

have the fastest 

turns and longest 

payment terms 

Create Excitement Move swiftly on 

new and 

differentiated 

products 

Enhance Image 

Stock limited 

release and 

exclusive 

products 

I am a proponent of change. No 

thriving organism exists that can’t 

change and adapt. But in retail, the ones 

who succeed are the ones who pivot, 

take a step, pivot, take a step and 

change the outcome of the game. That 

starts with how you define the game 

you’re playing… 

R 

Flora Delaney is a retail consultant and 

advisor to the remanufactured cartridge 

industry in the US. A seasoned retail executive, 

Flora’s clients benefit from her holistic 

approach and pragmatic solutions. Email 

flora@floradelaney.com to reach her. 

THE RECYCLER • ISSUE 258 • 8 MAY 2014 25

Around the Industry 

Read more from Static 

Control on page 10 

CONTENTS 

26: Static Control appoints Sales 

Executive for Eastern Europe; OKI 

study finds 63 percent of SMEs 

don't understand printing costs 

27: Australian cartridge retailer 

produces cartridge recycling 

infographic 

28: US MPS provider discusses 

move from refilling to managed 

print; Memjet signs new 

distribution deals 

30: Malaysian officials accused of 

breaking procurement law over 

cartridges; UK Cartridge World 

franchises celebrate new deals 

and awards 

31: MSE named approved supplier to 

US purchasing association; 

Survey suggests inkjets are 

gaining favour with businesses 

32: Jet Tec reports success at London 

Stationery Show; US retailer and 

remanufactured discusses 

business and services; PrintFleet 

named in top 10 for enterprise 

print management 

34: OEMs announce developments 

in UK; Hackers steal printer 

cartridges from FBI and other 

agencies 

35: Print-Rite elected as chairman 

company of Chinese 

consumables association; UK 

market report sees cartridge 

sales boost office sector; 

Totalpost named Ricoh dealer; LD 

Products' CEO up for 

Entrepreneur of the Year award 

36: US business provider recycles 

three million cartridges in 

three years; Font changes save 

ink costs 

38: UK MP claimed for thousands of 

pounds on expenses including 

cartridges; Kyocera joins OEM 

mobile printing alliance and 

appoints new EU President; 

Seine Holland's warehouse 

"built on quality" 

50: Print-Rite approaches 2,200 

patents with new document; 

Ricoh, Xerox and Lexmark file 

suit against patent "troll"; Canon 

resolves UK toner bottle IP case 

EUROPE Static Control, Business 

Static Control appoints Sales 

Executive for Eastern Europe 

Angela Shekyls named by the largest manufacturer of aftermarket imaging 

systems and components as its new Sales Executive for the Eastern 

European region. 

Static Control said that it is 

“pleased to announce” the 

appointment of Shekyls, 

whose new position was 

effective from 31 March 

2014 and who brings 15 

years of industry experience 

having previously worked in 

sales and business 

development dealing with 

finished inkjet and laser 

cartridges. Shekyls is also 

multilingual, speaking her 

native Russian as well as 

English, Bulgarian, Spanish and Czech. 

Commenting on her new role, Shekyls 

said: “It is a privilege to be a part of Static 

Control – their reputation in the industry is 

unmatched. I believe my extensive 

EUROPE OKI, Printing, Business 

OKI’s study was undertaken at the Elite 

Business show for small businesses in the 

UK, and found that 63 percent of SMEs 

have “no understanding” of the whole 

organisation’s overall printing costs, which 

OKI notes “paints a picture of ‘out of 

control’ printing overheads with missed 

opportunities to save money and 

increase efficiency”. 

The lack of knowledge shows how many 

companies “don’t know how to manage, 

control or measure their day to day printing 

overheads”, the OEM added, with only 15 

percent interviewed saying that their 

printing costs “could be accurately 

predicted”. Another trend noticed in the 

survey was that 49 percent of those 

interviewed said they can’t print from their 

mobile devices in their office event if the 

printer “is supposed to be enabled”. 

Graham Lowes, OKI UK’s Marketing 

Director, commented: “These findings are 

highly surprising, especially at a time when 

many small businesses have still not fully 

recovered from the economic downturn 

Angela Shekyls 

knowledge of the industry 

and Eastern European 

markets will prove an asset 

and help the team to 

continue providing the very 

best imaging solutions to 

remanufacturers across 

the region.” 

Meanwhile Simon Grimes, 

Global Sales Manager of 

Easter Europe for Static 

Control, said: “Static Control 

is committed to providing 

genuine remanufacturers 

with the best possible service in the 

industry. Angela’s experience and knowledge 

will further strengthen our customer 

support in the region and we are delighted 

to welcome her to the team.” 

OKI study finds 63 percent of SMEs 

don’t understand printing costs 

The study found companies have “no understanding” of overall print costs. 

over the past few years. During this time, 

many have had to make significant cuts in 

other areas, but still the costs and efficiency 

of printing still gets ignored. 

“This is why OKI offers managed 

document services; taking simple measures 

such as exchanging traditional printers for 

energy-efficient multifunction devices can 

dramatically cut overheads. There seems to 

be some misconception that in a mobile 

world, printing is no longer needed, but this 

isn’t the case. 

“In another recent survey by OKI, a 

decisive 92 percent of respondents said 

they carry out some kind of printing daily, 

showing that the concept of ‘paperless’ is 

still a long way off.” 


If you’re offered the cartridges pictured on the right 

of this page, contact us at alerts@therecycler.com 

AUSTRALASIA 

Cartridges Direct, Recycling, Australia 

Australian cartridge retailer 

produces cartridge 

recycling infographic 

Cartridges Direct has produced the infographic to 

remind customers of the importance of recycling 

cartridges. 

Sustainablog reported on Cartridges Direct’s infographic, noting 

that the company’s Managing Director Simon Williams had learned 

of Australian environmental agency Planet Ark’s research on 

landfilled printer cartridges in the country, with 18 million 

discarded in 2005 alone. 

For Williams this was a “major cause of concern”, and he added 

that the revelation “is a staggering statistic, especially when you 

consider that the polymers used to make printer cartridges can 

take around 1000 years to decompose, all the while leaking 

dangerous toxins into the environment”. 

The blog points out that the infographic shows that “the 

majority of printer cartridge e-waste comes from residential 

dwellings”, as well as that “the waste disposal bins provided for 

these dwellings are not equipped for recycling of e-waste”. 

Williams is therefore, in the blog’s view, “doing what we’d 

encourage all businesses and organisations to do, and that is to 

find ways that their industries can do their part to encourage a 

more sustainable way of living”. 


INDUSTRY ALERT 

Clone Lexmark E260 

cartridges are being sold 

in the European market. 

If you are offered these 

cartridges please contact 

alerts@therecycler.com 


27




NORTH AMERICA 

MPS, Business, USA 

US MPS provider 

discusses move 

from refilling to 

managed print 

Advantage Enterprises’ Walter 

Lemmermann was interviewed about 

his company’s recent successes. 

CRN interviewed Lemmermann about his 

MPS business, and about how the company 

“got ahead” of the MPS industry due to it 

being “his area of focus before [MPS] even 

became a term”. The San Francisco-based 

company has seen success “in recent years”, 

and CRN asked Lemmermann about his 

time as a refiller in the 1980s. 

Lemmermann had “made the shift” to 

MPS in the late 1980s before MPS took off, 

having “looked into the idea of refilling 

toner cartridges” because “toner was 

expensive” and the refilled cartridges he 

bought “were just garbage”, and he bought 

empty toners from accounting firms 

near to his home to sell on, analysing the 

market for what is now called managed 

print services. 

Having attempted to become an HP 

reseller, he was told that selling used 

products was something HP wasn’t happy 

with, but later became the first authorised 

service centre globally “to refill toners for 

HP” in 1988, noting that MPS for him was 

“basically analysing what people currently 

had and what their operating costs were”. 

Adding that selling services separately is 

“a big mistake”, Lemmermann began to 

bundle warranties, repairs and services with 

cartridge sales due to “toner phoner” 

scammers, who would deliver poor quality 

products but try to compete with his 

business. His company makes a point of 

talking to people “about their current 

experience” to improve their systems, and 

he added that “relationships are going to 

generate a whole lot more revenue than a 

one-time transaction”. 

The business has seen “steady growth”, 

but is “finding it more competitive”, and 

Lemmermann mentioned that the company 

uses “business intelligence” to find out “who 

we’d like to have as our client”, and added 

that Advantage Enterprises is working with 

HP, Xerox and Dell, whilst 2014 will see the 

company expand cloud offerings as it is 

something Lemmermann “want[s] to do in 

the future”. 

GLOBAL Memjet, Compatech, Dynamic Supplies 

Memjet signs new 

distribution deals 

The company’s printers will be distributed by Compatech in Germany, 

Printberry in Switzerland and Austria, and Dynamic Supplies in Australia 

and New Zealand. 

German distributor Compatech and 

European distributor Printberry will sell the 

C6010 and C6030 MFP in the German 

market and Austrian and Swiss 

markets respectively, 

with Compatech 

reporting that the two 

machines, which can 

print at speeds of up 

to 60ppm in colour, 

will deliver “the 

industry’s best priceperformance 

ratio” to 

authorised dealers, 

and offer print resolutions of up to 

1,600 x 1,600dpi in addition to ink tank 

yields of 4,900 pages in black and 5,500 

pages in colour. 

The printers feature ink tanks that are 

refilled, with empty tanks to be sent to 

Compatech who will use Memjet Business 

Pro partners and authorised specialists to 

refill the tanks. Other features of the 

machines include low energy use of onetenth 

the energy of a laser printer, with a 

maximum power use of 35 watts during 

printing, in addition to no particulate 

emissions, a first page print in six seconds, a 

250 sheet paper tray, and a recommended 

monthly volume of 1,000 to 4,000 pages. 

The C6010 will retail at a suggested price 

of €562.94 ($775.12), whilst the C6030 

MFP will retail for a suggested price of 

€756.22 ($1,041.25). 

Compatech’s CEO Klaus Baumann stated 

of the launch: “The Memjet printers offer 

dealers the opportunity to expand their 

portfolio to serve new audiences and 

develop new service concepts. With an ideal 

combination of speed, quality and cost, the 

C6000 series equips our customers with the 

value that today's business environments 

demand. We're thrilled to join the Memjet 

distributor network and lead our resellers 

into the next generation of colour printing.” 

Printberry’s Head Manager Gerhard 

Panwinkler added: “By incorporating Memjet 

into our portfolio, we're able to deliver the 

latest in colour printing technologies and 

uncover new avenues for profit and growth 

for our resellers. Unlike other office printers 

on the market, Memjet drives value through 

aligning with the exact needs of office 

environments – from everyday documents 

to rich business collateral.” 

ARN reported in turn on the partnership 

between Memjet and Dynamic Supplies as 

the printer company looks to build on 

“recent expansion” in the Australian and 

New Zealand (A/NZ) markets by providing 

an alternative option to other major OEMs. 

Memjet signed Dynamic Supplies, which 

supplies hardware from OEMs including 

Kyocera, Canon, Samsung and Fuji Xerox, as 

the company’s President, Kim Beswick, 

noted that Dynamic Supplies’ product 

portfolio offers “opportunities rather than 

conflicts”; with Beswick commenting: “There 

is a lot of technology and a lot of 

competition […] but our value proposition is 

centred around low cost colour. 

Beswick added: “It’s a supplies value 

proposition. We have seen this work in 

multiple markets, and Dynamic Supplies 

understands that. We target the general 

office market. These companies are often 

cost-constrained. When you think about the 

types of documents they are printing, they 

have a high need for colour. They are in 

front of customers every day and make 

marketing material in house. We expect 

Dynamic Supplies to promote Memjet as an 

alternative to mature market choices.” 

The two companies are “running a 

channel programme based on the vendor’s 

C6000 office printers”, with the programme 

planning to “offer rewards and rebates to 

resellers which are willing to make larger 

quarterly commitments via proactive 

sales strategies”. 



Read more about Cartridge 

World on page 22 

ASIA 

Malaysia, Crime, Procurement 

Malaysian officials 

accused of breaking 

procurement law 

over cartridges 

Two councillors are said to have 

ignored acquisition rules in buying 

cartridges and other goods. 

The Sun Daily reported on the Kedah region’s 

government and its endorsement of 

disciplinary action against two municipal 

council officers in the Malaysian state, who are 

accused of violating regulations for “acquisition 

through direct purchase”. 

Both Sungai Petani Municipal Council 

(MPSPK) and Kulim Municipal Council (MPKK) 

have been asked by Malaysia’s Auditor-General 

to take action against the officers in their 

councils, with the purchases divided into a 

number of smaller transactions “to avoid 

quotation”, which contravenes Malaysian law. 

The officers acquired toner cartridges, 

uniforms and souvenir bags through 

government acquisition, with cartridges worth 

RM92,447 ($28,658/€20,767) in one purchase 

and worth RM133,900 ($41,508/€30,079) in 

another acquired incorrectly through direct 

purchase at the MPSPK and MPKK respectively. 

The purchases should have been made through 

quotations due to being over RM50,000 

($15,499/€11,231) in value, leading to the 

investigation by the Auditor-General. 

Badrol Hisham Hashim, State Local 

Government, Water Supply, Water and Energy 

Resources, Housing and Human Development 

Committee Chairman, stated: “Civil servants 

should not abuse their powers, they should do 

everything by the book. I really hope that the 

image of civil servants will not be tarnished 

just because some of them decided to go 

against the rules. I also hope that this incident 

will not recur.” The costs are said to be 

associated with a repair project for Jalan Alor 

Setar-Kuala Nerang-Durian Burung, a series of 

road and motorways currently being expanded 

and repaved. 

EUROPE Cartridge World, Franchising, UK 

UK Cartridge World franchises 

celebrate new deals and awards 

Darren Turner’s Infinity programme helped a car dealership save thousands of 

pounds; Richard and Penny Jones’ Evesham franchise won an award for service 

and has seen success since moving location; and the Gloucester and 

Cheltenham franchises announced they have raised £25,000 for charities. 

Darren Turner, owner of a series of 

Cartridge World franchises in the UK, 

said that after providing Colne-based car 

dealership West Riding Hyundai with an 

“in-depth cost saving analysis” and 

signing them up to the franchise’s 

Infinity scheme, the company has been 

able to save on printing costs by “over 

£5,000 ($8,300/€6,000) a year”. 

Turner explained that it began when 

he was called to service one of the car 

dealer’s fleet of i10 printers and 

discussed printer issues with the 

company’s Aftersales Manager, Jonathon 

Wright. He then observed what hardware 

the company had and how it was being 

used, making suggestions on how they 

could save money and providing a costsaving 

analysis quotation. 

Turner’s plan included a “fully-maintained 

replacement high-end laserjet colour 

printer” for their service desk due to the 

previous printer being “very expensive to 

run and maintain”; as well as four “fully 

maintained” business inkjet printers to cover 

the sales, parts and accounts departments, 

supplied through Cartridge World UK’s 

Infinity printing scheme for a fixed monthly 

fee of £19.99 ($33/€24) per printer. 

It was calculated that these changes 

would result in overall cost savings of 

£5,000 each year. 

Nick Wright, who heads Hyundai West 

Riding, said: “We run a highly successful 

business. Printing, whether it’s for sales, 

accounting, marketing or the service 

department, is essential to our business. Like 

most organisations that must a make a 

profit to survive, we keep a keen eye on 

costs. But completing a printer audit hadn’t 

even entered onto our radar. 

“We’ve now got improved printing, at a 

Richard and Penny Jones receiving their award 

lower cost and thanks to the printing 

schemes supplied by Darren and his team at 

Cartridge World, if anything goes wrong 

with a printer – that’s covered too!” 

Meanwhile, Cartridge World Evesham has 

won a ‘Best of Evesham’ award in the Office 

Supplies and Stationers category after 

customers gave a number of testimonials 

for the franchise’s “great service”; with the 

store’s Richard and Penny Jones receiving 

the award at a recent awards ceremony in 

the town. 

Commenting on the achievement, 

Richard Jones said: “With 10 years’ 

experience, we have a wealth of knowledge 

in relation to printers and printing 

consumables and are always willing to go 

that extra mile for our customers. Because 

the majority of our cartridges are processed 

in-house, we can stock a wide range across 

all brands. This means that our customers 

can always be guaranteed availability when 

they need it. Our business clients can also 

get same day delivery, if required.” 

He added that “being local sets us apart 

from internet sellers and builds trust with 

the public. We were delighted to have 

received so many positive reviews during 











the ‘Best of’ campaign and it is nice to 

feel appreciated by our customers”. 

Cartridge World Evesham was placed 

fourth in the country in their category, 

with the awards ceremony organised by 

Alan Jones and The Best of Evesham 

team. 

Tewkesbury Ad Mag in turn reported 

on the success of Cartridge World 

Evesham following its decision to move 

to larger premises earlier this year, 

marking the franchise’s 10th anniversary. 

Now located at 6 Merstow Green, 

Evesham, Richard and Penny Jones noted 

that they have already seen “big benefits” as 

a result of the move, which allowed them to 

“increase the range of printers and 

accessories they have for sale” in the store. 

Richard added that the new shop “is also 

our showroom where we can demonstrate 

our printer recommendations before 

purchase”, adding that “the extra space in 

our new premises also enables is to offer 

additional services such as printer repairs, 

maintenance and servicing […] we have 

recently recruited a fully-trained service 

technician for this purpose”. 

Meanwhile Penny commented on an 

optimistic future for the store: “Our new 

location is just perfect and with easy parking 

Hyundai West Riding’s Jonathon Wright 

The announcement of the partnership with 

TriMega sees it join other suppliers that are 

“dedicated to the business of office 

products, computer supplies, and office 

furniture”, with 575 member companies 

making up the association and annual sales 

ranging from $1 million (€720,529) to 

$100 million (€72 million). 

The association is not-for-profit, and 

serves office product dealers, noting that it 

helps its members “profit from the 

production and distribution of quality 

Cartridge World Gloucester staff with the cheque 

for local charities 

just 100 yards away we are busier than ever 

[…] we think the next 10 years are going to 

be even better than the last.” 

Finally, Cartridge World stores in 

Cheltenham and Gloucester have announced 

that they have raised £25,000 

($42,000/€30,400) over the past 11 years 

through charity recycling scheme ‘Recycleit’; 

with the money going to local charities 

and causes including Scout groups, churches, 

Guide Dogs for the Blind and BIBIC – a 

charity offering practical help for families 

caring for children with autism, Asperger’s, 

cerebral palsy, Downs Syndrome and specific 

learning difficulties. 

Recycle-it encourages members and 

supporters of voluntary groups and charities 

to recycle their used printer cartridges and 

collect empty printer cartridges from 

colleagues and friends. The cartridges can be 

placed in Recycle-it bins, which are taken to 

Cartridge World Cheltenham, which makes a 

donation to charity for every recyclable 

cartridge in the bin. 

Terry Jeffery, owner of both the 

Cheltenham and Gloucester Cartridge World 

stores, said: “It really is as easy as that. A 

hassle-free way of raising valuable funds for 

your charity or voluntary organisation.” 

EUROPE MSE, Business, USA 

MSE named approved supplier to US 

purchasing association 

The remanufacturer will supply cartridges to TriMega Purchasing Association. 

marketing materials, information sharing 

through networking at national and regional 

activities, and the delivery of education at 

industry events”. 

Gil Wazana, Vice President of Sales at 

MSE, stated: “We have enjoyed a long 

standing partnership with the INTEC Group 

and are extremely excited about our 

strategic alignment with Trimega and their 

dealers. We are confident that our tangibly 

differentiated products will create value and 

mutual success to both organisations.” 

GLOBAL 

Inkjet, Business, PC Pro 

Survey suggests 

inkjets are 

gaining favour 

with businesses 

PC Pro online survey of 502 

readers finds gap between inkjet 

and laser printers for business use 

is narrowing. 

PC Pro reported that a survey it 

conducted on 502 of its readers has 

indicated that inkjet printers could 

become more popular with businesses 

after respondents were able to pinpoint 

the advantages of using inkjet devices 

over laser printers. 

71.5 percent of respondents, which 

included IT professionals, IT technicians 

and senior managers, “identified that an 

Epson WorkForce Pro inkjet gives lower 

costs per A4 mono page than an HP 

LaserJet”; while 68.3 percent, when 

shown a mono text sample from both a 

laser and an inkjet printer, “judged that 

the bolder print-out came from an inkjet 

rather than a laser”. 

In addition, 206 of the 502 

respondents chose incorrectly when 

asked to guess whether two photos had 

been printed from a printer aimed at 

businesses or a consumer inkjet printer. 

While Tim Danton, Editor-in-Chief of 

PC Pro, admitted that those undertaking 

the survey had had access to whitepapers 

on the difference between modern lasers 

and inkjets and on how a Burger King 

franchise had switched to using Epson 

WorkForce Pro printers; he noted that 

“what’s clear […] is that people are 

starting to judge printers on what they 

can do for their business rather than 

resorting to the old ‘laser good, inkjet 

bad’ attitude”. 


31




EUROPE 

Jet Tec, Events, UK 

Jet Tec reports 

success at 

London 

Stationery Show 

The company noted that the event 

provided the “perfect platform” to 

meet customers. 

Jet Tec exhibited at the event, which took 

place from 1 to 2 April at London’s Business 

Design Centre, and noted that it was the 

“only UK-based trade show dedicated to 

stationery products”, adding that the 

company was “delighted to have exhibited”. 

Jet Tec showcased newly-launched inkjet 

and toner cartridges for HP, Brother and 

Dell printers, and introduced a “new 

addition to the team”, a character called 

Waffle (pictured below), which served as a 

“roving reporter” as part of the company’s 

plans to “have fun and engage more 

followers via social media”, with the 

character “attract[ing] attention during the 

exhibition”. Jet Tec mentioned that the 

show had been “very successful”, offering 

the company “great opportunity” to exhibit 

products. 

It added that “exhibiting amongst a 

wealth of British suppliers and 

manufacturers has only emphasised the 

significance of ‘buying British’, proving that 

the UK still has so much to offer in terms 

of innovation and quality. Jet Tec looks 

forward to attending an even bigger and 

better show in 2015”. 

Martyn Green, Business Development 

Executive at Jet Tec, commented: “The show 

offered us a perfect platform to see a 

sizeable amount of existing customers in a 

short period of time, whilst engaging with 

an array of prospects from shopping 

channels to new possibilities of distribution 

within newspaper wholesale! Time well 

spent making and building relationships to 

mutual benefit.” 

NORTH AMERICA 

USA, Retail, Remanufacturing 

US retailer and remanufacturer 

discusses business and services 

Printer Source Plus, based in Michigan, was interviewed about its operations by 

local press. 

Michigan Live profiled the store, based in 

Jackson, Michigan, which is a former 

Rapid Refill outlet offering 

remanufactured products alongside 

refills, printer services and sales, and 

even 3D printing of printer and cartridge 

components. 

The store’s co-owners, Bob and Barb 

Smith, stated that “when people come in 

here, they think we just have ink 

cartridges […] they’re always surprised that 

we have toner cartridges also”, and there 

are “several other things most people don’t 

realise about the business”, which the news 

site focused on in five separate points. 

The store offers repair, recycling and 

cleaning, with printer repair an option 

“people are often surprised at”, according to 

the Smiths, who note that “we’ll actually 

look at their printers and try to save them 

so they don’t have to throw them in a 

landfill”. They added that “a lot of times 

when a person’s printer stops working, they 

just assume it’s a disposable item and they 

get rid of it”, and that “sometimes there is 

The magazine focuses on enterprise 

solutions for businesses, and its top 10 

covered the “most promising enterprise 

print management solution providers”, with 

PrintFleet chosen from more than 100 

companies by the magazine’s readers. 

PrintFleet noted that the readers had 

chosen it as one of the companies “working 

to address real world challenges” in the MPS 

industry, with President and CEO Chris 

McFarlane stating that the company was 

“honoured to have been selected as one of 

the MPS industry’s ‘most promising 

just some maintenance that needs to be 

done”. 

With 11 employees, the store has been in 

business since August 2006, and was 

previously a Rapid Refill franchise, with the 

Smiths noting that “we were part of a 

franchise and now we’ve moved away from 

the franchise so we’re totally independent 

[…] the advantage for us is that we can do 

more things the way we want to do them. 

We’re more into printers, selling printers 

and fixing things”. 

A unique function of the store is its 3D 

printer, which Bob Smith made in-house, 

and which is used to “make parts for 

printers” such as gears, with Smith stating 

that “if I need a gear or a small part, I can 

copy the gear or the part and reproduce it”. 

The company’s focus on remanufacturing 

and recycling was informed by the Smiths 

being “appalled with what was happening” 

with recycling in the local area”, and it also 

funds local schools, churches and non-profit 

organisations through cartridge collection. 

NORTH AMERICA PrintFleet, Business, MPS 

PrintFleet named in top 10 for 

enterprise print management 

The MPS software provider was named by CIOReview magazine. 

enterprise solutions’”. 

McFarlane added: “The PrintFleet 

‘promise’ to provide reliable printer data 

and actionable information derived from 

that data in order to reduce costs, 

increase revenues and improve service 

levels has been consistent, dating back to 

our founding 10 years ago. We expect 

demand for data-driven, automated 

supply chain solutions to continue to grow 

across the imaging industry, and we’re 

delighted to play a key role in providing 

those solutions.” 



Find out the latest about Focus on Europe 

at www.therecycler.com/events/foe 

EUROPE 

OEM, Business, UK 

OEMs announce developments in UK 

Both Epson UK and Ricoh target the UK inkjet market with Epson announcing a new inkjet strategy and Ricoh opening its 

European Inkjet Technical Centre, while HP relocates office to Derby’s Pride Park. 

PrintWeek reported on Epson UK’s 

announcement of a new inkjet strategy, with 

the OEM aiming to become the “number one 

player” in the commercial, signage, textile and 

label markets through the launch of more 

than 10 inkjet printers by 2016. 

The OEM plans to expand its portfolio of 

professional production printers to 33 models 

within 18 months by “continuing to spend 

approximately £1.2 million ($2 million/€1.45 

million) per day”, or six percent of its annual 

turnover, on R&D. 

All of Epson UK’s new products will feature 

its PrecisionCore thin-film piezo ink head 

technology introduced last October, with 

more details on the product launches 

expected to be available at the end of April. 

Phil McMullin, UK Sales Manager, Epson UK 

Pro Graphics Division, said: “Our long-term 

desire is that we are number one player in all 

of the markets we have now entered. Clearly 

that is not going to happen tomorrow; this is 

a long term ambition. We believe the 

technology we have developed puts us in a 

strong position to develop that over the 

coming decade.” 

Also focusing on the European industrial 

inkjet market is Ricoh, which announced the 

opening of its new European Inkjet Technical 

Centre in Telford, Shropshire. 

Print Week reported that the opening of the 

new centre comes as part of Ricoh’s “greater 

NORTH AMERICA 

Crime, USA 

The Washington Free Beacon reported that 

printer cartridges worth $1.5 million 

(€1.1 million) were stolen from the three 

agencies through the placing of false 

contract orders; with law enforcement 

officials reportedly stating that such cases 

are “increasing”. 

GSA alerted vendors that the crime had 

been committed against itself, the FBI and 

local focus on industrial inkjet in Europe” 

along with the appointment of Graham 

Kennedy as Business Development Manager, 

Industrial Print for Ricoh Europe. 

The centre, which includes a “full laboratory 

set-up” enabling Ricoh to “support its OEM 

partners in analysing jetting characteristics, 

waveform design and fluid compatibility”, is 

expected to support all inkjet applications 

“including wide-format, digital print 

embellishment, textiles, printed electronics 

and 3D printing”; with these functions 

previously carried out at the OEM’s printhead 

systems business’ factory in California. Newly 

appointed members of staff set to work at 

the centre include a technical manager from 

the company’s R&D team in Japan; a chemist; 

a mechanical engineer; and a technical sales 

manager. 

Kennedy commented: “I have been meeting 

customers from across Europe already to 

assess their confidence in our competence […] 

the general reaction has been really positive, 

and I’m encouraged by the level of support.” 

He added: “To grow in the European 

market we needed a European support centre 

[..] it will enable us to be on-site at our 

customers more frequently and to provide 

better remote support by being in the same 

time zone.” Meanwhile, the Derby Telegraph 

reported on HP’s decision to relocate to a 

13,000 square-foot office building in Centro 

EPA since July 2012, with a series of 

fraudulent orders placed online to GSA 

vendors from hackers posing as federal 

contracting officials. The orders were for HP 

toner cartridges, and were placed by 

individuals using official employee 

credentials but fake email addresses and 

telephone numbers as well as stolen 

credit cards. 

Place on Derby’s Pride Park after agreeing a 

10-year deal to relocate “dozens” of 

employees; with the building offering space 

for over 100 employees. 

HP plans to its new base to provide IT 

support, with its employees “formerly based 

at a client’s premises” before the company 

took the decision to “invest in a dedicated 

office building for them”; and the move 

planned to take place in June. 

A spokesman for HP commented: "We're 

moving into Pride Park in June. We're 

relocating people from another office which 

was at a customer's site. Pride Park will be 

home to service delivery teams which provide 

technical services to our clients across the 

country." 

Ashley Hancox of national agency CBRE, 

who represented HP, said: "HP has had a base 

in the city for more than 20 years, and 

remaining in Derby was hugely important to 

it in its relocation plans. It was very keen to 

take on a visible location. The premises at 

Centro Place are perfect.” 

He added that as CBRE and property 

consultancy firm Innes England “were able to 

secure a favourable result” for both HP and 

the company vacating the premises “without 

the need to go to market” it means that “HP 

will very soon be able to begin the 

reconfiguration works ready to house the staff 

that will be based there”. 

Hackers steal printer cartridges from FBI and other agencies 

$1.5 million of cartridges stolen from FBI, Environmental Protection Agency (EPA) and General Services Administration 

(GSA) by hackers placing fraudulent contract orders. 




Some of the orders totalled as much 

as $20,000 (€14,500) worth of printer 

cartridges, with Scott Orbach, 

President of EZGSA – a company that 

facilitates GSA contracts - commenting 

that officials should beware of 

“unusually large quantities or high-value 

orders” as well as shipments to 

“unusual addresses”. 





Read about Print-Rite’s 

3D printer on page 57 


ASIA Print-Rite, UTec, China 

Print-Rite elected as chairman company 

of Chinese consumables association 

Print-Rite global distributor UTec announces that the consumables 

manufacturer has been elected as chairman company of GDPCIA. 

UTec said it is 

“pleased to 

announce” that Print- 

Rite Imaging has 

been elected as the 

chairman company 

of the Guangdong 

Printer Consumable 

Industry Association 

(GDPCIA); which was 

proposed in 2012 

and has over 50 

members to help 

with the long-term 

development of the 

industry. 

Utec added that Print-Rite has been 

elected as chairman company of the 

association in recognition of its “leading 

position in the industry”; with the 

company having over 30 years of 

experience in the industry and “devoted to 

being an active role in leading and 

promoting the enhancement of innovation 

capability in the Chinese consumable 

EUROPE 

UK, Market Data, Cartridges 


industry”. It also claims to have the 

most patents registered in the industry 

at over 2,200. 

As the industry “faces challenges 

in the future”, UTec said that Print-Rite 

“takes a proactive role in the industry to 

enhance the competitiveness and 

maintain the sustainability of the industry 

in [the] long term”. 

UK market report sees cartridge sales 

boost office sector 

GfK report shows inkjet and toner cartridge sales increase. 

The March 2014 report from analysts GfK, 

the latest in its Market-I report series, 

analyses the “UK retail durable sectors”, 

with the office section – including printer 

cartridges – seeing a year-on-year growth of 

0.4 percent, giving the market a value of 

£1.7 billion ($2.8 billion/€2 billion). 

Between January and March this year 

alone, the office sector grew by 5.7 percent, 

adding £400 million ($673 million/€485 

million) to its market value, whilst in March 

the sector grew by 4.8 percent alone, 

adding £100 million ($168 million/€121 

million) in value. 

In addition, the office market saw a 73 

percent increase in online sales in the last 

year, whilst the “positive performance” of 

printer consumables was said to be a factor 

in the office section’s positive results, with 

inkjet cartridge sales growing by one 

percent year-on-year and laser cartridge 

sales growing by 16 percent. 

FOCUS ON EUROPE 

5 - 6 June 2014 at Salles Pere IV Hotel, Barcelona, Spain 

A full day of inspiring information, real world advice, open discussion and networking 

with other members of the European remanufacturing community and beyond. 

For further information call us on +44 (0) 1993 899 800 

email: events@therecycler.com 

www.therecycler.com/events/foe 

NORTH AMERICA 

LD Products, Business, USA 

LD Products’ CEO 

up for Entrepreneur 

of the Year award 

Aaron Leon has been nominated by 

Ernst & Young for its Greater Los 

Angeles award. 

The company announced in a press release 

that Leon had reached the semi-final stage 

of the competition for Ernst & Young’s 

Entrepreneur of the Year for Greater Los 

Angeles, which recognises entrepreneurs 

“who demonstrate excellence and 

extraordinary success in areas such as 

innovation, financial performance and 

personal commitment to their businesses 

and communities”. 

Leon was chosen by a panel of 

independent judges to proceed to the semifinal, 

and the awards ceremony will be held 

on 17 June at the Beverly Hilton hotel in 

Beverly Hills, California. LD Products notes 

that under his leadership, it has “become 

one of the leading e-commerce providers of 

printer supplies […] specialising in 

professionally remanufactured and 

compatible print cartridges”. 

The company also stated: “Aaron has 

provided individuals and businesses with a 

reliable alternative to expensive name-brand 

printer supplies. His dedication to highquality 

products, affordable prices, customer 

service and environmental responsibility has 

earned LD an award-winning reputation and 

a loyal customer base.” 

Leon himself commented: “I am honoured 

to have been selected as a semi-finalist for 

the Ernst & Young Entrepreneur of the Year 

Award. It’s an incredible feeling to do 

something you’re passionate about and to 

collaborate with people you love working 

with. I live for my company and my 

customers – that’s the real reward for me. 

Being selected as a semi-finalist for this 

prestigious award is a humbling bonus 

to all of that.” 

& 

ETIRA 

SPONSORED BY 

CBC EUROPE 

35




NORTH AMERICA 

Recycling, Clover, USA 

US business 

provider recycles 

three million 

cartridges in 

three years 

Quill.com worked alongside Clover 

to recycle the cartridges in a 

national programme. 

The company stated in a press release 

that it had recycled around 2,982,856 

pounds worth of inkjet and toner 

cartridges since 2011 through its Ink and 

Toner Recycle Programme across the 

USA, with the announcement timed “in 

light of National Earth Month” which 

included Earth Day on 22 April. 

The site, which calls itself “a provider 

of every product that busy professionals 

need to run their small and mediumsized 

business”, collected 1.7 million 

cartridges last year alone, with yearly 

participation said to be increasing at “an 

average rate” of 26 percent. The 

programme is said to be “one of the first 

of its kind”, as customers can send used 

cartridges back to the company “using a 

downloadable, pre-paid mailing label”. 

The cartridges are then reused through 

remanufacturing by Clover, or “broken 

down and used in the production of 

other office supplies” should they not be 

able to be remanufactured. Quill.com 

also gives participants an incentive to 

recycle by offering a QuillCash loyalty 

payment of $2 (€1.44) per cartridge, 

with a maximum payment of $20 

(€14.46) per month, into the customer’s 

account. 

Quill.com added that it had calculated 

that the number of cartridges collected 

would have helped “omit annual 

greenhouse gas emissions in an amount 

equivalent to about 260 passenger cars”. 

Sergio Pereira, Quill.com’s President, 

stated: “The Quill.com team is thrilled at 

the Ink and Toner Programme’s success 

over the past three years. We’ve 

transformed an otherwise neglected 

resource into sustainable product for our 

clients’ continued benefit, and we look 

forward to encouraging more green 

business practices for years to come.” 

GLOBAL Printing, Inkjet 

Font changes save ink costs 

US schoolboy calculates print savings for US government by changing fonts; 

while UK stationer Ryman designs its own “sustainable” font. 

Allgov.com reported on an 

experiment conducted by 14 yearold 

US schoolboy Suvir Mirchandani, 

which looked at four different fonts 

to see which used the least amount 

of ink and found that if the US 

government used the Garamond 

font exclusively, it could save almost 

30 percent of its ink costs valued at 

$136 million (€99 million). 

Mirchandani reportedly conducted 

the experiment after noticing an 

increase in the number of hand-outs 

he was receiving at school and 

endeavouring to help save the 

school district money. The four fonts used 

on school hand-outs – Garamond, Times 

New Roman, Century Gothic and Comic 

Sans – were analysed in the experiment to 

test which used the least amount of ink, 

with Mirchandani concluding that the 

school district could cut ink usage by 

24 percent and save $21,000 (€15,000) 

annually if it only used Garamond. 

The findings were published in the 

Journal for Emerging Investigators (JEI) – a 

journal founded by Harvard grad students to 

give “secondary school students a place to 

publish scientific projects” – which then 

asked Mirchandani to apply the experiment 

to the federal government based on the 

General Services Administration’s (GSA) 

estimated cost of ink, which is $467 million 

(€339 million). 

While the Government Printing Office 

(GPO) reportedly described the findings as 

“remarkable”, it wouldn’t say whether it 

would change its font; with the office more 

likely to focus on moving content online. 

Meanwhile in the UK, stationery 

company Ryman designed a 

“sustainable” font to cut the costs and 

impacts of printing, claiming that the 

new eco font uses 27 percent less ink 

and toner in orienting than standard 

fonts and in turn 6.5 million tonnes of 

CO2 emissions per year, with the 

company calling its “sustainable font” 

the Ryman Eco font. 

The font is said to look “like a normal 

font at point sizes between 10 and 14 

because of the way our eyes and brains 

fill in ‘missing areas”, with larger sizes 

still remaining “elegant and readable”. 

The font was developed with creative 

agency Grey London, who teamed with 

the stationer after Ryman’s Chairman 

Garamond 

Garamond 

Garamond 

Garamond 

Theo Paphitis received a tweet from the 

agency, and is made up of “dozens of 

tiny thin lines and curves separated by 

white space”. 

The font has already been implemented 

across the company’s 96 country network 

of shops, and will be available for free “in 

the hope [that] more companies and 

households will adopt it”. The company 

estimates that if everyone used Ryman 

Eco, it would save over 490 million 

cartridges and 15 million barrels of oil, 

which gave it the 6.5 million tonnes of 

CO 2 emissions saving. 

Paphitis commented: “At Ryman we love 

print - but we don't like what it does to the 

planet. Recycling alone isn't doing enough. 

So I am asking individuals and businesses, 

especially those who use print a lot in their 

day-to-day operations, to download Ryman 

Eco for free and make it their default print 

font. It's the easiest thing in the world to do 

but could make a world of difference.” 

Ryman’s Eco font 





EUROPE 

UK, Procurement, Business 

UK MP claimed for 

thousands of 

pounds on 

expenses including 

cartridges 

David Mowat’s legally-acceptable 

claims included inkjet cartridges. 

Warrington Guardian reported on its 

investigation into local MP expenses, 

given the recent UK scandal that saw 

Culture Secretary Maria Miller lose her 

job, finding that Warrington South MP 

David Mowat’s expenses, whilst legal 

and not denied, included £20,000 

($33,634/€24,295) spent on 

“staffing and office expenses” 

including inkjet cartridges. 

Since 2010, Mowat had spent 

£138,669 ($233,202/€168,450) of 

taxpayers’ money, the newspaper said, 

with the claims “perfectly legal” and 

displayed on the Independent 

Parliamentary Standards Authority 

(IPSA) website, with Mowat said to have 

been “good to his promise of never 

claiming food or living expenses in 

London”, with travel and temporary 

accommodation expenses claimed. 

In turn, his other spending included 

more than £20,000 on “staffing and 

office expenses including sticky notes 

[and] inkjet cartridges”, to which the MP 

responded that he “would only claim for 

travel and the cost of maintaining 

offices” in Warrington, adding that 

“it is important that our system is 

open, transparent and commands 

public confidence”. 

MP David Mowat 

GLOBAL 

Kyocera, Business, Mopria 

Kyocera joins OEM mobile printing 

alliance and appoints new EU President 

OEM announces it has joined the Mopria Alliance as an executive member 

company, and hires Takahiro Sato as President of Europe. 

Kyocera Document Solutions Inc. 

has confirmed that it is now an 

executive member of the Mopria 

Alliance, a non-profit organisation 

of OEMs with the shared goal of 

providing “simple wireless printing” 

from smartphones, tablets and 

other mobile devices. 

The alliance, which also has 

Canon, HP, Xerox, Samsung and 

Epson as members, aims to 

develop a standard interface that 

will allow users to connect to any brand of 

printer with “virtually any” mobile device. 

Kyocera stated that in joining the alliance, it 

is “confirming its stance as an active 

participant in the pursuit of standardised, 

intuitive and wireless printing 

environments”. It added that its 

membership is the “latest strategic 

initiative” it has undertaken “to expand the 

capabilities” of its MFPs and printers. 

Ryuzo Morita, Director of Kyocera 

Document Solutions Inc. and Senior General 

Manager of the OEM’s Corporate Strategy 

Planning Division, commented: “This is a 

concerted effort by software designers, OS 

providers, mobile device designers and 

printer manufacturers. Our mutual goal is to 

achieve intuitive mobile printing in any 

environment, regardless of location or 

platform. It’s where today’s mobile users 

want us to devote our attention.” 

The Recycler reported on the launch of 

the Mopria Alliance in September last year, 

with the intention of the OEMs involved 

being to introduce the Mopria brand and 

use it as a vehicle to educate consumers 

and businesses on the ease-of-use of 

mobile printing. 

The OEM also announced the change in 

EUROPE Seine, Business, Holland 

Seine Holland’s warehouse “built on quality” 

The facility is a “key sales and service centre” for its European business. 

The company aims to be “more recognised 

as the strategic [point] for Seine Group’s 

global expansion”, and the warehouse is 

5,500 square metres in size with over 3,000 

items in stock, including over 700 inkjet 

cartridges, 600 toner cartridges and 100 

ribbon cartridges. The site also features a 

24-hour dispatch system with same-day 

shipping and blind-drop shipping, with 15 

Takahiro Sato 

management, effective April 

2014, which sees Takahiro Sato 

replace Yoshiaki Onishi as 

President of Europe; with 

Onishi, who held the position 

for three years, now returning 

to Japan to become General 

Manager of the OEM’s 

Corporate Planning Department. 

Prior to the role, Sato has 

worked “in various capacities 

across the Kyocera Group” since 

March 1996 and has accumulated 18 years 

of experience from working in Export Sales, 

managing the CIS department focusing on 

Russia, and working as Corporate Strategy 

Manager and General Manager at Kyocera 

Mita France SAS. The company added that 

he has “directed his efforts to building a 

robust internal structure and distribution 

network that has resulted in growth and 

profitability” and was rewarded with an 

invitation to become an ‘Inamori Fellow’ – 

a “prestigious” programme open to “only a 

very select group of the best business 

leaders”. 

Commenting on his new position, Sato 

said: “I am delighted to take on this new 

opportunity and hope my leadership 

qualities and management style will give 

Europe the drive that is needed in this 

exciting time for Kyocera. We are built on 

strong partnerships and they remain the key 

to our future success. As we accelerate our 

transformation, building further solutions 

which integrate document input, archiving, 

optimisation and output, the success of our 

partners will remain the focus of our 

development. The market is evolving very 

quickly with advances in mobile devices and 

Kyocera Europe embraces the challenge.” 

containers received per month. Seine noted 

that it has “a reputation built on quality, ease 

of order, good service and comprehensive 

product offerings”, with the site becoming 

the “European fulcrum” of the company’s 

global expansion. A service centre facility 

offers 24-hour logistics as well as an aftersales 

service centre complete with a 

“dedicated professional sales team”. 


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RecyclerFocus 

Market research and intelligence: moving beyond web-based search 

Market research and intelligence: 

moving beyond 

web-based search 

Peter Mayhew, Director of Lightwords Imaging, 

discusses the processes and steps that should be taken 

by companies looking to research the market, and how 

businesses can move beyond a simple web-search into 

more informative, detailed and fruitful market 

intelligence areas. 

It’s a job that comes around at least once 

a year and is usually triggered by the need 

to update a business plan. Another prompt 

might be the launch of a new product, or 

to react to a competitor. What is it? It’s 

market research, and we’re going to try to 

highlight some of the ways you can get 

the most from your research budget. So, 

where do you start? 

Before you reach for the “search” box in 

your browser, let’s discuss some basic 

terminology first. There are two main 

types of market research: primary, which is 

split between qualitative and quantitative 

research; and secondary research. 

Terms and phrases 

Primary research by its nature is original 

information and data collected by 

research. It can focus on very specific 

issues, using some very flexible research 

designs and controls over the way the data 

is collected. However, it takes time to plan, 

execute and analyse primary research. It 

can also be expensive to commission. 

Quantitative primary research is based 

around numbers and data. Researchers use 

statistical analysis techniques to interpret 

and develop insights from patterns and 

trends. It’s a technique that can be 

particularly useful when quantifying, for 

example, the level of a social trend. Typical 

examples are where respondents are asked 

to rank their agreement or disagreement 

with a statement or phrase from one to 

10, and analysts map the data to identify 

patterns of a particular response. 

Qualitative primary research enables 

deeper research into what people are 

thinking and why. It can rely on discussion 

around concepts and ideas which are used 

to stimulate reactions that respondents 

are asked to explain. Interviews and focus 

Peter Mayhew 

groups are typical forms of qualitative 

research. 

Secondary research is the practice of 

using existing information that has already 

been collected and organised in some way. 

In its simplest form, the information could 

exist in a newspaper, journals or books. 

The quantity of secondary research 

sources has exploded in recent years, 

especially in the form of free white paper 

reports and infographics which can be 

easily accessed through the internet. When 

evaluating secondary research, take a good 

look at the source and be sceptical about 

possible bias, especially in sponsored 

documents. 

The press are bombarded by press 

releases and sometimes simply “cut and 

paste” words from the release into articles. 

Research into a story to remove possible 

bias and develop balanced, factual 

journalism takes time and skill, which are 

precious commodities in an industry which 

can be deadline-driven. 

White papers and infographics have 

become especially useful ways to explain a 

technology, opinion or trend. Also known 

as “content-based marketing” they provide 

insights and illustrate key statistics. For 

marketeers, they can be an effective and 

potentially covert way of developing or 

influencing markets. 

Researchers will often talk about the 

scope of a project and the methodology 

they have used to conduct the research. 

The term ‘scope’ is referring to the breadth 

of the market research project, such as a 

specific market segment or range of 

products. The methodology will describe 

the research techniques, the tools used to 

conduct the research project, and how 

analysis of the results will be conducted. 

Doing it yourself 

There are a wide range of options 

depending on whether you decide to “go it 

alone” or to use a professional service. The 

two most common methods are online 

search and surveys. 

Online search 

It’s easy to start at a search bar by 

developing and entering words, phrases or 

questions which best describe the problem 

you are trying to solve. You could also 

search based on the answer you are 

looking to prove, or justify by comparing a 

view against other opinions within a 

report, article, blog, forum or group. Either 

way, you are likely to end up with a 

complete cross-section of solutions and 

answers. Online search can be rather like 

“using a hammer to crack a nut”. 

You need to think carefully about the 

questions you are trying to answer. Where 

available, use the “advanced search” 

features to narrow your search. If you are 

looking at international markets, do not 

forget to clear your browser of “cookies” 


Follow us on 

Facebook and Twitter 

Find out more at: www.therecycler.com 

and turn off location-based apps. They will 

affect your search results, and do not be 

surprised if you do not get the results you 

were looking for! 

Were you specifically looking for a 

report, chart, or data-point? If so, you will 

need to invest time in looking beyond the 

top three results, and do not forget to 

review images and other result types as 

well. If it is an opinion you are seeking, 

then focus in on blogs, chat and groups 

which could reveal the key insight or 

opinion that you may have overlooked. 

Chances are that someone somewhere has 

a view or opinion on the problem you are 

trying to solve. 

Finally, do not forget to approach 

information you find on the web with 

scepticism. Remember, this is free 

information with no quality control! 

Online surveys 

There are now many free, highly-effective 

survey tools and apps which you can 

customise yourself to survey customers 

and clients. The most popular ones contain 

guides and templates to ensure that basic 

mistakes are avoided. Some will assist you 

with hosting the survey and provide 

helpful links to embed in invitational 

emails and web pages. They will also make 

the results of your survey easier to view 

using tables, charts and graphs. What they 

cannot do is interpret the results for you. 

The key to success is again to think 

carefully about your questions, and to 

start by thinking about what you intend to 

do with your answers. It is easy to be 

become distracted from your goals and 

end up with a survey that is too long. 

Avoid using leading questions that steer 

the respondent to a particular answer. The 

risk is that you will introduce bias into the 

study, rendering it useless. Try to develop a 

range of answer choices which represent 

all the possible typical responses, and do 

not forget to offer a “do not know” or “no 

answer” choice. 

Including a supplementary, open-ended 

question such as “why did you chose to 

answer the question in this way?” can 

provide useful insights into the thinking of 

the respondent. Finally, do not forget that 

your survey will represent a snapshot of 

opinion at that moment in time, and 

people can change their views and 

opinions very quickly! 

Choose respondents carefully 

Depending on your country, there can be a 

number of rules and regulations which 

govern the type of data you hold in your 

Customer Relationship Management 

“Just because you 

have commissioned a 

project or purchased 

data does not 

necessarily mean that 

you own it” 

database, and how you can use it. For 

example, in the UK, the Data Protection 

Act and the Privacy and Electronic 

Communications Regulations all affect 

how you manage, process and use personal 

data, especially for marketing purposes; 

which can include market research in some 

situations. In some circumstances, these 

rules and regulations extend into the 

business-to-business sphere, and failure to 

comply brings considerable penalties. 

If you choose to buy in a database of 

prospective customers, it is worth checking 

that the list complies with these acts and 

regulations. Also, you can check with the 

Corporate Telephone Preference Service 

(CTPS) at www.ctps.org.uk to see whether 

the sales prospect has chosen to receive 

your call, or not! 

You will also need to ensure that you 

understand clearly the profile of your 

respondent. Are they the right people to 

answer your questions? So include some 

basic demographic questions like size, type 

and location of business. 

Customer/client insights 

Probably the best feedback can come from 

your customers. But with the everincreasing 

cost of travel, it is not always 

possible or cost-effective to meet them 

face-to-face. Phone-based interviews can 

be a useful substitute, but they also have 

limitations. Much will depend on your 

relationship with the respondent, their 

motivation, mood, attitudes and 

preferences. Clients can often respond 

differently to an anonymous interviewer 

than to someone they know. 

Equally important is how the call is 

“positioned” through the scripted 

introduction. It is important to state the 

purpose of the interview, and briefly how 

the results will be used. Listening carefully 

to the responses is critical. And finally, you 

must resist the temptation to turn the call 

into a “sales pitch”. 

Another option is to capture feedback 

from your sales force. This may seem like a 

cost-effective option, but results could 

also be filtered through the eyes and ears 

of the salesman. If so, the results are 

unlikely to fully reflect the views of the 

customer. 

Using professional services 

What is the right answer? Did you really 

ask the right question, and, if you did, can 

you trust the answers you received? Then 

there is the interpretation of the answers 

into a coherent strategy that would work 

for your business. It is at this point that 

you may be considering asking for help. 

But who should you approach for that 

help? 

First stop could be a market research 

agency or market intelligence firm. There is 

a considerable amount of legislation 

surrounding the use of data and there are 

codes of conduct for market research firms 

to follow. Ask your proposed supplier about 

their policies and quality standards, 

especially as these can vary depending on 

your location. 

If it is a consumer focus you are seeking, 

then there are many organisations to 

choose from. The European Union also has 

a service called Eurostat which is ideal for 

basic demographic profiling. Interestingly, 

some of the larger research firms distribute 

basic demographic trend insight 

information free of charge from their 

websites. 

If you want a specific focus on your 

industry, products or markets, then a local, 

generalist research firm or agency may not 

be the best choice. You will need to look 

for a firm with experience of your market. 

Fortunately, the document, imaging and 

graphic arts markets are all well served by 

a range of firms with specialist skills in 

your target market. 

There are number of larger market 

intelligence companies for our industry 

including Forrester, Gartner, GfK, and IDC. 

There are also other more vertical, marketfocused 

firms such as Futuresource, 

Infosource, InfoTrends, IT Strategies, 

Lightwords, PNI Group, Photizo, Quocirca 

and Smithers Pira. All these businesses 

employ full-time market analysts and 

independent consultants to track markets 

and identify trends. 

Research the analyst 

Analysts, like journalists, write articles, 

reports and white papers. but that is where 

the similarity ends. Analysts will probe 

further to identify and discover trends and 

insights in order to develop an opinion. To 

do so, they will leverage their connections 

from the industry in order to gauge a 

broad cross-section of opinion before 



Market research and intelligence: moving beyond web-based search 

arriving at their own unique view. Yes, 

analysts can be very opinionated and 

critical, and it is this opinion which can 

hold considerable sway over consensus in 

the public domain. 

Our industry nurtures a modest band of 

analysts who are usually exposed to 

product, service and market briefings and 

insights long before they appear in a press 

release for journalistic consumption. Their 

views and opinions are their living, so do 

not expect them to provide an opinion for 

free. Because their opinions are often 

independent, candid and direct, they are 

also in demand. Most are employed by the 

market intelligence firms we discussed 

earlier, who sell their insights and opinions 

through syndicated services, studies and 

reports for profit. 

There are also independent analysts and 

consultants who may also undertake 

consultancy projects. It is important to 

recognise that quality analysis will be 

research-based, and that means working 

with the support of primary and secondary 

research, which needs to be budgeted into 

the project. 

The brief 

When you engage with a research firm, 

they will take a brief from you. They will 

ask you numerous questions about your 

business, your plans and strategies, the 

reasons why you need this research and 

what you are expecting the research to 

achieve. 

Be as prepared and as open as you 

possibly can, and do not be afraid to 

present the research firm with a nondisclosure 

agreement at the onset. They 

will be very familiar with these documents, 

and may even suggest one first. 

Think carefully about how you want to 

use the research results. Do you need 

slides to brief your team and 

management, or are you looking for 

information you may want to release to 

clients or publish on your website? You 

may want data to analyse further yourself. 

Your senior management or an external 

investor may be expecting a written report 

as well. 

Interpretation 

Critical to your market research activity is 

the interpretation of the results, and 

turning the intelligence you have gained 

into a plan, strategies and tactics for 

decision and possible implementation. 

It is at this stage when the research firm, 

analyst or consultant may be able to work 

with you to develop your plan, 

recommend a market strategy, a product 

42 

or service change, or provide an opinion of 

the plan you have developed. In some 

circumstances, they may also be able to 

deliver a view of the likely market response 

or reaction, which can be invaluable when 

planning for success. 

How much should you budget 

for market research? 

This is a question you should be prepared 

to answer when starting a research project 

or engaging with a research firm. Gaining 

the best value for money means knowing 

what you can afford to spend at the start 

of the project. You will find many reports 

available from several hundred to several 

thousands of euros. These reports will 

often be topic-specific and contain key 

data-points, and discuss current industry 

trends. 

For the larger budget, many research 

firms offer syndicated services about your 

industry, product or service area. These 

services will contain both quantitative and 

qualitative primary research, with 

supporting insights and the opportunity to 

engage directly with the analyst. They 

represent excellent value for money, 

delivering shared, primary and secondary 

research, analysis and insights for a 

fraction of the cost to develop and 

implement. Expect to pay over €10,000 

($13,872) for an annual subscription to 

such services. 

Custom research projects will vary 

widely in price depending on the scope of 

the project, the methodology required to 

deliver the results, the analysis required 

and the type of report requested. It is not 

unusual for a primary research-based 

consulting project to cost tens of 

thousands of euros. 

Another way to engage with the 

research community is through a timebased 

project. Analysts and consultants 

may be available for commissions on a day 

rate basis. However, you should not expect 

to gain rich and deep market insights for a 

single hour fee. 

A question of ownership 

Just because you have commissioned a 

project or purchased data does not 

necessarily mean that you own it. You may 

only be buying a license to use the 

information in a certain way for a limited 

period of time. So be sure to also read the 

small-print, especially related to 

distribution and copyright. 

Market research is now considered a 

necessity for any business and is 

demanded by most, if not all financial 

institutions before funding businesses. 

Planned well, it will enable success. 

Executed badly, it will be a misleading 

waste of time and money. Take the time to 

plan your project, and if you are going to 

use a professional service, do not chose a 

firm just because you like what they have 

to say: the best research insights and 

opinion can often be difficult to hear. R 

References 

EU Data Protection Directive 

UK Data Protection Act 

UK Privacy and Electronic 

Communications Regulations 

Information Commissioners Office: 

www.ico.org.uk 

Market Research Society: www.mrs.org.uk 

UK Telephone Preference Service: 

www.tpsonline.org.uk 

Eurostat: http:/epp.eurostat.ec.europa.eu 


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An interview with Uninet - IP strategy and patents 

An interview with Uninet – 

IP strategy and patents 

In a follow-up to our article about IP strategy in issue 256, Uninet spoke to The Recycler about its IP 

strategy, keeping on the right side of the law and how trust plays into staying legal. 

What can you tell us about your 

strategy when it comes to 

ensuring legality of products? 

Uninet, as owners of numerous patents, 

trademarks, and copyrights, places great 

value and deference to the intellectual 

property rights of others. Uninet fully 

utilises the efficient and equitable 

intellectual property systems to benefit 

its business, benefit our society at large, 

and to better ensure the legality of 

Uninet’s products. Uninet does not use 

the intellectual property rights of others 

without permission, including taking a 

license for certain intellectual property 

rights and patents. 

Uninet monitors the media and online 

databases to ensure that Uninet’s 

products do not infringe the patents of 

others. Uninet’s success in the global 

marketplace is the result of our 

commitment to continued investment in 

our industry’s future, and a respect for 

the intellectual property rights of 

others. 

What can you tell us about how 

legality plays into your research 

and development process? 

First, Uninet requires all of its R&D 

employees to confirm that they do not 

disclose any confidential information 

from a previous employer. Second, 

Uninet does not typically engage in the 

process of reverse-engineering any 

product that Uninet knows to be 

patented or patent-pending. Finally, 

Uninet files its own patent applications 

on those products and processes that 

are proprietary and unique. 

What do you think is the best 

option for remanufacturers and 

other companies in terms of 

keeping on the right side of 

patents? 

Although there is no one “best option,” 

there are best practices, which, as 

discussed in answer to your first 

question, Uninet keeps in mind. An 

important part of mitigating 

infringement claims is constantly 

monitoring the status of relevant 

litigation and licensing offers. Uninet 

has never been one to bury its head in 

the sand and hope for the best. Instead, 

Uninet is constantly surveying the 

technology to see what is new and how 

our customers might be at risk. A 

proactive supplier is the best defence 

against unwanted litigation. 

Do you think that companies 

should be more trusting of 

suppliers, or that they should 

take more responsibility to 

ensure they are on the right 

side of the law? 

Uninet does not see these as either/or 

choices. First, the best practice for a 

company is to ask a lot of questions of 

the supplier and try to determine for 

themselves how trustworthy the 

supplier is regarding potential 

infringement issues. Second, companies 

should always do what they can to try 

and minimise their risk in the event that 

their supplier will not back them up. 

What do you foresee in the 

future in terms of OEM legal 

action that concerns the 

aftermarket? 

Predicting what will happen next is 

difficult. Unless there is a radical 

“Uninet has never 

been one to bury its 

head in the sand and 

hope for the best. 

Instead, Uninet is 

constantly surveying 

the technology to see 

what is new and how 

our customers might 

be at risk” 

unanticipated technology breakthrough, 

the future might be more of the same: 

threats of litigation from OEMs 

regarding patented methods and 

products, which would taper off as more 

of the patents naturally expire. It is also 

possible that the OEMs might see the 

benefit in offering more licenses, rather 

than seeking injunctions through 

litigation. Regardless of which directions 

the OEMs go, Uninet is hopeful that the 

new post-patent challenging procedures 

from the America Invents Act, including 

Inter Partes Review and Post Grant 

Review, will enable remanufacturers to 

more inexpensively challenge improperly 

granted patents. 

R 


Patent Report 

This month saw 15 documents registered in Europe, with nine patent applications made 

and six patent documents granted. Of the nine applications, all but one were from OEMs, 

whilst all but one of the granted patents were also awarded to OEMs. 

OEM patent applications 

Of the eight OEM patent applications 

this month, six were submitted by 

Canon, and one each from Ricoh and 

Brother. 

Canon’s six patent applications include 

EP 2 697 292 A1; EP 2 695 920 A1; EP 2 

697 690 A1; EP 2 697 691 A1; EP 2 696 

245 A1; and EP 2 696 246 A1. All six of 

the documents refer to the material and 

chemical properties and breakdowns of 

films, inkjet inks, and various component 

layers of electrophotographic 

photosensitive members. 

Ricoh’s patent application, EP 2 694 

605 A1, in turn also refers to chemical 

properties, this time in reference to an 

inkjet ink. 

Finally, Brother’s sole patent 

application, EP 2 692 530 A1, holds the 

potential to have significance for the 

industry in the future. The patent refers 

An image from Brother’s patent 

application 

to a method for manufacturing a 

cartridge for recycling after use - which 

would potentially impact cartridge 

recyclers and remanufacturers alike. 

The document covers a step-by-step 

method, starting with the insertion of an 

injection needle, before opening a valve 

and discharging the ink. Next, the 

method refers to cleaning the ink 

reservoir before injecting the ink, with 

the valve then closed. Finally, the steps 

refer to the removal of the stopper and 

cap, the mounting of a new stopper and 

cap, and the overwriting of the memory 

unit or chip. 

The examination period for the patent 

is still pending, so the patent is still open 

for investigation, but should it be 

granted, a company or individual failing 

to cover all the steps in the process in 

order would be infringing the patent as a 

whole, as all features of a patent claim 

such as this need to be fulfilled or 

undertaken so as to avoid infringement. 

OEM granted patents 

From the six patents granted to 

OEMs this month, two were awarded 

to HP, two to Canon and one to 

Brother. 

Of HP’s two granted patents, EP 2 

043 869 B1 refers to the design of a 

printer cartridge, with a printhead 

and three or more compartments 

mentioned and given reference in the 

document itself. 

The second of HP’s granted 

patents, EP 2 271 498 B1, is in 

contrast of potentially great 

relevance to both the remanufacturing 

and compatible manufacturing 

industries. The document refers to an 

inkjet cartridge and its construction, 

with references to the air flows and 

sealing member that “covers the air 

vent” preventing air from getting in or 

out of the cartridge. 

This sealing member, crucially, is 

“heat staked” to the body of the 

cartridge, and the patent goes on to 

refer to and thus protect the 

manufacturing method for the 

cartridge, including references to the 

application of the sealing member. 

Details are given as to how to bind the 

sealing member to the cartridge, with 

An image of HP’s granted patent 

(EP 2 271 498 B1) 

the document noting where heat 

should not be applied, with the 

member finally said to be 

“hermetically sealed” to the body of 

the cartridge. 

From both a remanufacturing and 

compatible manufacturing point of 

view, this patent allows HP to sue for 

infringement when the cartridge’s 

sealing member is either replaced 

during the remanufacturing process or 

fitted to a compatible cartridge 

following the design of the model in 

the patent. 

Canon’s two granted patents, EP 2 

348 079 B1 and EP 1 953 602 B1, 

refer respectively to material 

properties of an inkjet ink (and its 

chemical composition) and an image 

developing device including a “light 

emergent portion” which is 

configured to detect the amount of 

developer in a “developer 

accomodating chamber”. 

This document features detailed 

information on the inner 

construction of a toner cartridge and 

the developer chamber, and may 

have a good deal of relevance to many 

in the industry due to the movements 

of the apparatus and the need for light 

to flow through, as well as the signals 

passed through pertaining to developer 

amounts. 

Finally, Brother’s sole granted 

patent, EP 2 436 524 B1, refers to a 

cartridge featuring a “pyroelectric 

portion” - an area of the cartridge 

designed to “ouput electrical signals” 

to the device. The document also 

refers to other interfaces and their 

connections with this portion, and is 

interesting for the fact that there is 

not much detail on a Brother cartridge 

available with such features. 


Patent Number Status Patentee 

EP 2 692 530 A1 Patent Application Brother 

EP 2 695 738 A1 Patent Application Bormann EDV 

EP 2 697 292 A1 Patent Application Canon 

EP 2 694 605 A1 Patent Application Ricoh 






EP 2 043 869 B1 Patent Granted HP 

EP 2 271 498 B1 Patent Granted HP 

EP 2 436 524 B1 Patent Granted Brother 

EP 2 348 079 B1 Patent Granted Canon 

EP 1 953 602 B1 Patent Granted Canon 

DE 202009018861 U1 Patent Granted Bowajet 

Aftermarket applications 

and granted patents 

In terms of 

aftermarket 

applications and 

granted patents 

in this month’s 

report, there 

were one of 

each, with the 

patent 

application 

awarded to 

German 

company 

Bormann EDV. 

This company 

registered an 

An image from Bowajet’s granted 

patent document 

inkjet patent last month, and this month’s application, 

EP 2 695 738 A1, refers to a toner cartridge and its 

photographic chamber, with the diagram featured in the 

application referring to the different elements of the 

cartridge’s composition. 

The sole granted patent for an aftermarket company 

this month meanwhile came from German company 

Bowajet. The document, a German utility patent - DE 20 

2009 018861 U1 - refers to an inkjet cartridge’s 

housing apparatus, both in terms of its construction and 

its multiple areas of connection with the cartridge. 

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operate enterprise software. 

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Intellectual Property 

Read about Print-Rite’s 

3D printer on page 57 

GLOBAL 

Print-Rite, Legal, Technology 

Print-Rite 

approaches 2,200 

patents with new 

document 

Patent for charge roller conductive 

plate and a developer cartridge 

granted by US Patent and Trademark 

Office (USPTO). 

Print-Rite master global distributor UTec 

has announced that the company will soon 

achieve 2,200 patents as it gains another 

patent for a charge roller conductive plate 

and a developer cartridge. The company 

explained that the patent, number 

8,634,749, “provides a charge roller 

conductive plate having a good contact 

with electrical contact of an image forming 

apparatus main assembly and reliable 

induction to reliable contact”. 

It added that the patent “also provides a 

developer cartridge having the above charge 

roller conductive plate”, with the design 

providing “reliability to provide stable 

contact of the interactions” as well as 

simplifying the “mechanical structure for 

cost saving”. 

UTec asserts that Print-Rite will soon 

have been granted 2,200 patents and that it 

“owns the highest number of patents 

granted in the aftermarket consumable 

industry”. 

NORTH AMERICA OEM, Legal, USA 

Ricoh, Xerox and Lexmark file suit 

against patent “troll” 

The OEMs have begun a second action against MPHJ. 

Xerox released a statement referring to the 

latest action from the three OEMs with the 

US Patent and Trademark Office (USPTO), 

which will “combat [the] patent-licensing 

demands” from MPHJ, a patent “troll” 

company that has been suing printer users 

for infringing patents when they scan 

documents. The OEMs, alongside HP, have 

been fighting the company for a year, with 

HP launching a petition last May just 

before Ricoh and Xerox officially challenged 

MPHJ, whilst companies including Coca- 

Cola have recently been targeted. 

Noting that the action is “part of [an] 

ongoing commitment to protect customers 

and dealer networks”, the three OEMs filed 

two Petitions for Inter Partes Review of two 

separate patents that MPHJ is using against 

consumers and businesses, namely numbers 

8,488,173 and 7,477,410, stating that they 

are aiming to “protect” customers “against 

the assertion of these patents”. 

The Inter Partes Review petition aims to 

seek a ruling from the USPTO that the 

claims are “unpatentable and were fully 

anticipated by various prior art references”, 

with a similar claim last year by Ricoh and 

Xerox nullifying the use of patent number 

7,986,426 by MPHJ, which is “currently 

under investigation or […] previously been 

investigated” by the US Federal Trade 

Commission and the Attorneys General 

of Minnesota, Nebraska, New York 

EUROPE 

Canon, Legal, UK 

Canon resolves UK toner bottle IP case 

The OEM has settled out of court with PPC Solutions Ltd. 

The case concerned alleged patent 

infringement “concerning certain toner 

bottle products” used in Canon’s copiers, 

with the defendant UK company PPC 

Solutions Ltd. 

The settlement was reached “out-ofcourt”, 

and as a result of the agreement 

between the two companies, PPC Solutions 

has agreed to a list of actions. The company 

has agreed to “cease making, disposing of, 

offering to dispose of, using or importing, or 

keeping” the toner bottle products that 

Canon alleged it had infringed patents on. 

These included the following toner bottle 

product codes: PPC000259; PPC000260; 

PPC000261; PPC000262; PPC000311; 

The US Federal Trade Commission’s 

headquarters 

and Vermont. 

A joint statement from the OEMs said: 

“Ricoh, Xerox and Lexmark have clear 

positions on the protection of intellectual 

property. We feel strongly that the 

infringement claims are without merit and 

the licensing demands of MPHJ are 

unsubstantiated. We feel it is important 

to take this action to support our 

customers and dealer networks from 

these frivolous claims. Ricoh, Xerox and 

Lexmark will continue to monitor MPHJ’s 

licensing efforts and will update their 

customers and authorised dealer networks 

with any further developments regarding 

the USPTO’s Review.” 

PPC000312; PPC000313; PPC000314; 

PPC000315; PPC000316; PPC000317; 

PPC000318; PPC000330; PPC000331; 

PPC000341; PPC000342; PPC00347A; 

PPC000362; PPC000363; PPC000405; and 

PPC000410. 



Refill Express - growing in Greece 

Refill Express – growing in Greece 

We caught up with Refill Express’ Evangelos Nikolaidis and Kazaki 

Vasiliki to talk about the challenges and opportunities for Refill 

Express in the Greek market, including the challenges of growing 

the colour business and the impact of clones. 

Can you give a brief overview 

of your business? 

We started in 2006 and today employ 18 

people, and we are an expanding toner 

remanufacturer based in northern Greece. 

We sell our products in Greece, and 

neighbour countries like Albania and 

Bulgaria. We see an expansion of 30 to 40 

percent in sales volume every year, and 

we are currently executing a business plan 

that is going to double our production 

capacity in the next year. 

How many cartridges do you 

sell a month? 

We remanufacture and sell approximately 

5,000 toners per month. 

What is the breakdown 

between OEM and 

remanufactured? 

We only sell remanufactured toners. 

Who typically buys the OEM, 

and who buys remanufactured 

cartridges? 

Big corporations usually prefer to buy 

OEM, while small and medium companies 

prefer to buy remanufactured toners. 

What is your opinion of clones 

in the market? 

Clones are a cheaper, but clearly worse 

quality substitute product. At this point 

clones are destroying the market for 

remanufactured toners, because the 

consumer cannot distinguish between the 

two, and the bad quality of cheaper 

clones destroys the reliability of every 

solution that is not OEM. 

Evangelos Nikolaidis and Kazaki 

Vasiliki 

“At this point clones are 

destroying the market 

for remanufactured 

toners, because the 

consumer cannot 

distinguish between 

the two” 

Thinking about colour, do you 

remanufacture colour laser and 

or inkjet products? 

We do remanufacture colour laser toners, 

and we think that the market for colour 

toners is going to lead the increase in 

remanufactured toner demand in the 

future. 

What percentage of your 

remanufactured production is 

colour? 

The production of colour toners is now at 

approximately 40 to 45 percent of our 

whole production. 

Do you do your own R&D 

testing, or do you rely on 

supplier R&D testing? 

We are relying mainly on the R&D testing 

of Static Control, which is our main 

supplier. But, at the same time, we are 

DIN 33870 and STMC certified. 

How big is your colour market? 

The market for colour toners is at about 

2,000 to 2,500 toners per month, but we 

are seeing an increase in the percentage 

of our production level every month. 

What are the barriers that 

need to be overcome to 

increase the market share 

of remanufactured colour 

cartridges? 

The main problem for the increase of 

remanufactured colour toners is 

information. As the client-companies are 

getting information of the actual cost 

savings that can be achieved through the 

use of remanufactured colour toners, they 

first try and then change to 

remanufactured. 

How do you manage IP issues? 

We work closely with Static Control, and 

we get all our information from them. We 

do not have any vested patents. 

What do you do with your 

empty cartridges? 

We remanufacture all the empty toners 

that we can gather, but we also buy 

empty toners from other countries. We 

work with companies like LVL, Recyca, ITP 

and others. 

Do you get many clones in 

your empties? 

We have some clones in the empties we 

gather from Greek customers, who do not 

separate them from OEM. We do not use 

clones in our remanufacturing production. 

Looking forward, what do you 

think the market will do in the 

next 12 months or so? 

We hope that stricter control of the clone 

market will lead to an increase for 

remanufactured toners. Also, we see a 

turn of the market to colour toners. R 

52 



Wide Format Column 

‘Cloud’ eases wide-format sharing 

‘Cloud’ eases wide-format sharing 

Businesses collaborate with wide-format ‘cloud’ capability 

Sharing a file quickly with a colleague 

nearby or halfway around the world is 

commonplace today. Sharing information 

with a “cloud” allows collaboration, 

quick changes and printing, easy 

individualisation and improved customer 

service for businesses. 

Total cost has to be determined. The 

“cloud” is not for everyone, and in some 

countries where bandwidth is narrow, 

handling large files would be difficult. 

But where computer nuances permit it, 

the “cloud” is becoming a resource for 

wide-format. 

Print service providers need to consider 

alternatives for transacting with 

customers, according to John Hankins, 

Strategic Program Manager for Production 

Print Cloud Services at Ricoh USA: “Cloud 

services will allow these print service 

providers to reach a broader base of 

customers by eliminating geographical 

barriers. There are a wide variety of 

cloud services that can support wideformat 

printing. 

“This can include but is not limited to: 

web2print services to provide improved 

customer service, market access, and job 

management; data and asset (for example, 

customer logos) management and storage; 

workflow flow for improved operational 

efficiency; and management-information 

system for supporting business operations 

and inventory management. In short, many 

of the growing number of cloud-based 

services that are available for general 

commercial printers can also be applied to 

wide-format printing.” 

Companies such as Ricoh, Canon and HP 

have developed their own “cloud” services 

that are easy to set up and use. 

“The easiest cloud-based workflow is 

print-from-email,” said Eric DuPaul, HP’s 

Designjet Business Development Manager 

for Americas Graphics & Signage Business. 

“[W]here computer 

nuances permit it, the 

“cloud” is becoming a 

resource for wideformat” 

One of the HP Designjet series of printers with “cloud” capability priced below 

$10,000 (€7,238) in used markets is the HP Designjet T2300 44-inch (112cm) ePrinter. 

It does not use cables and is adaptable for remote and mobile use. 

“This feature allows customers to send the 

printer an email with an attached file. This 

takes no time at all to learn. Customers 

who want to use an HP Designjet ePrint 

and Share cloud account will require about 

20 minutes to get their account set up. 

From that point forward, using the cloud 

to share and access files is very 

straightforward.” 

Some things to watch 

A precaution comes from Mike Horsten, 

General Manager of Marketing EMEA for 

Mimaki, who says that while in his country 

80 percent of the country has high-speed 

internet, allowing a “cloud” connection, 

some other countries have narrow 

bandwidth not conducive to “cloud” 

sharing. He said web-to-print 

capability would be the most benefit 

to small businesses. 

“The time to market their printed 

products would be faster and cheaper. The 

need for specialised operators can be 

reduced and this is a great economic 

benefit for small businesses. A great 

example of this is the online companies 

making canvas prints or personalized 

objects like pens and other gadgets. The 

easy transfer of data to them makes the 

whole process easier. One of these 

companies in Europe would be VistaPrint.” 

For now, Horsten says he sees 

applications for wide-format in the “cloud” 

mostly in uploading large files and web-toprint, 

but not storage of large wide-format 

files. He acknowledges that “Mimaki 

expects that the move to online data or 

cloud solutions will start appearing in the 

very near future”. 

DuPaul says large-format customers 

should have an understanding of what the 

cloud really is and how it can be used: “It 

can be simple, such as using Dropbox to 

store and share files and then print from 

Dropbox. The most important aspect is 

security. Not all cloud-based services are 

secure. Customers should research these 

services and choose one that meets or 

exceeds their security needs. They should 

ensure that the cloud service(s) they are 

using allow for direct printing to largeformat 

devices.” 

Need for the ‘cloud’ 

Wide-format projects today have evolved 

to larger ones involving multiple personnel, 

with perhaps dozens collaborating. It’s not 

restricted to architectural projects, either. 

A small business attending a trade show 

has multiple decisions to make in terms of 

display, type, targeting, marketing or how 

it might be combined with digital displays. 

All the more reason, particularly for a 


Contact Neal at 

freelance9@cox.net 

national company, to have “cloud” 

availability. Canon, for instance, sees a 

couple of trends relevant to the use of 

cloud services for the imaging workflows 

and markets its wide-format 

imagePROGRAF solutions, according to 

Mathew Faulkner, Customer and Channel 

Marketing Manager, Large Format 

Solutions for Canon Europe. 

“Many sectors of industry are now 

seeing the advantages of bringing large 

format printing capabilities in-house 

instead of continuing to outsource,” he 

noted. “For Canon, these applications 

might typically be described as ‘poster’ 

printing, for any kind of promotional, 

educational, presentation or way-finding 

purposes. The need to be able to promote 

something ‘now’ instead of tomorrow, 

when an outsource-printed poster would 

arrive, is a key advantage; so too are the 

considerable cost savings that are possible 

versus outsourcing.” 

More and more projects are being 

worked on by collaborative teams not 

located in the same area - spread out 

across a country or even globally, DuPaul 

said: “Cloud-based project data 

management has become the norm. 

Customers expect all of their devices to be 

connected to the cloud so that they can 

access, manipulate, print from and even 

scan to the cloud. 

“HP is the industry leader in this 

technology from our small format to our 

large-format printing devices. HP was the 

first manufacturer to allow large-format 

printers to be cloud-connected. The HP 

Designjet ePrinter product line allows 

customers to easily access cloud-based 

files print them and even scan up to the 

cloud as well as email. 

“This technology continues to evolve to 

allow the printer to automatically update 

itself with the latest firmware to ensure it 

is up-to-date. HP will continue to refine 

and modify this technology to ensure that 

HP Designjet printers work seamlessly in 

our customers’ cloud-based workflow. “ 

For technical applications and markets, 

project leaders used to print hard copy 

drawings to distribute to multiple 

stakeholders to review them. Faulkner 

added: “Now these drawings are 

distributed electronically and the onus is 

on the stakeholder to possess the 

capability to print themselves in-house 

and then also to typically be able to scan 

their ‘marked-up’ drawings and return the 

result to the project leaders electronically. 

“This is driven by the need to 

collaborate on projects within minutes, 

rather than hours or days and reflects an 

economy that pushes businesses to look 

further afield for clients, but also where 

employees and other stakeholders are 

more likely to work remotely. Cloud 

services are used to enable this remote 

collaboration and file sharing in a way that 

fits in with the required imaging workflow, 

be it scanning, printing or both.” 

‘Cloud’ services 

Companies such as Canon, Ricoh and HP 

each have their own signature “cloud” 

services for wide-format printing. Canon 

has Direct Print & Share and two other 

types of software; HP has Designjet ePrint 

and Share, for example. Canon Direct Print 

& Share is Canon’s cloud-integrated print 

utility that allows access to a user’s own 

cloud storage server to enable 

collaboration and sharing of files. 

“Files can be uploaded for sharing and 

also downloaded for printing,” Faulkner 

stated of the utility. “Once files are 

downloaded, they can be printed directly 

from Direct Print & Share, without the 

need to open the files in the original 

application; this can be done with a single 

file or a batch of multiple files. The 

software supports PDF, TIFF, JPG and 

HP/GL-2 formats. 

“This supports the need not only for 

collaboration, but also means the 

systems are very simple to use, since 

files can be printed without opening 

them. The Direct Print & Share user 

interface makes common printing 

functions very simple and each file can 

be previewed to see how it will be 

printed on the roll of paper.” 

There are several items to watch in 

terms of IT investment and cost of 

ownership, Hankins mentioned, 

including considering how return on 

investment and cost of ownership will 

be impacted by moving from on-site 

licensed applications to a cloud service. 

“From a total cost of ownership 

perspective, the key things to consider 

are all of the costs associated with 

maintaining and supporting an on-site 

application versus getting access to 

software that supplies the same or 

similar function from a cloud service. 

Some cost items to consider are: 

server or PC hardware; IT skills 

including operating system and 

application administration; power and 

cooling; backup and disaster recovery; 

and security. 

“A return-on-investment analysis 

should include total cost of ownership 

factors, but should also take into 

consideration other areas such as time 

to market for new services when using a 

cloud vs. on-site software, risk factors, 

and downtime for each model. There 

are numerous tools that are available 

to aid in making these calculations and 

are an important resource in 

understanding the best approach for 

an individual organisation. 

“The cloud is not right for everyone, 

but doing a thorough analysis is a 

critical step in understanding what 

can have the greatest impact on 

your business.” 

‘Cloud’ needs simplicity 

The HP Designjet ePrint and Share 

software can be used within 20 minutes, 

DuPaul commented. Other “cloud” 

software is likewise easy to use: “HP has 

worked with partners, such as ARC, to 

develop the ability for customers using 

ARC PlanWell to access their cloud-based 

account files from the HP Designjet 

ePrinter’s front panel and print. 

According to ARC officials, customers 

learn how to use this feature within 

about 10 minutes or less.” 

Ease of use is a key need in retail 

markets doing in-house printing, 

according to a study Canon had done, 

Faulkner added. 

“In part, this is because they will be 

used by employees whose main role within 

the business will be some other function, 

naturally not be related to printing, but 

also in some sectors there might be a large 

turnover of staff, or where staff skills are 

low-medium level.” 

Remember, says Hankins, the “cloud” is 

just a type of software application: “In 

many cases, using a cloud service can 

significantly reduce the complexity 

associated with implementing, supporting, 

and using a traditional software 

application. However, at the end of the 

day, it is still a software application and 

the user needs to be ready to invest the 

necessary time to understand and 

effectively use it.” 

R 

Editor’s Note: Neal McChristy is a 

freelance writer with over 28 years 

journalism experience in magazine, 

newspaper and Web-based work. He has 

over 17 years’ experience as reporter and 

editor in the printing and imaging area 

that includes extensive coverage of the 

wide-format industry. He likes to 

correspond with readers and can be 

reached at freelance9@cox.net 


55

Products&Technology 



CONTENTS 

56: Memjet launches new pagewide 

colour inkjet print 

engine; Cross Imaging 

announces new Konica 

Minolta toner 

57: OCP releases new Canon 

inkjet inks; Digitl Ink 

produces new ink for Mimaki 

cartridges; Print-Rite 

launches 3D printer and 

consumables 

58: Lexmark introduces new 

printer series for SMBs; MSE 

introduces extended yield 

colour HP toner cartridges; 

Mobile printer designed to 

travel across paper 

60: Katun introduces new 

business colour toner; AQC 

Group UK releases new 

Lexmark replacement toner; 

Samsung releases new 

machines in Malaysia 

61: Toshiba announces new 

colour MFPs; ILG releases 

new MICR alternatives for 

HP machines; Six new 

ECOSYS A4 MFPs from 

Kyocera UK 

62: New printers and 3D printing 

technology from HP 


5 - 6 June 2014 

at Salles Pere IV Hotel, 

Barcelona, Spain 

For further information: 

call us on +44 (0) 1993 899 800 



GLOBAL 

Memjet launches new pagewide 

colour inkjet print engine 

The Aspen engine will enable commercial presses to print 225 feet per minute. 

The company reported that the new print 

engine will “empower OEMs and 

commercial printers to control 

and customise colour printing”, 

whilst delivering a “costeffective, 

on-demand” service 

for manufacturers and 

production lines. 

The new engine is designed for both 

colour printing label and commercial 

presses, with speeds of up to 225 feet per 

minute in addition to “full dot control” and 

the ability to be retrofitted to old machines. 

The dot control allows for print shops to 

“ensure the accuracy of the data pipeline”, 

with users able to control more of what 

ends up printed on the page and in 

higher quality. 

The Aspen printheads feature 70,400 

nozzles delivering “millions of ink drops per 

second”, as well as a 1,600dpi “native” print 

resolution in full colour. The retrofitting 

meanwhile allows presses to be “enhanced 

with digital capability without the high cost 

or time required to rip and replace 

infrastructure”. 

Aspen engines are available in three 

GLOBAL 

Memjet, Technology, Inkjet 

Cross Imaging, Toner, Konica Minolta 

The toner is designed for use in Konica 

Minolta’s bizhub C452, C552, C652 and 

C652DS machines’ cartridges, in the TN-613 

range of cartridges, and can also be used in 

Develop’s Ineo +452, +552 and +652 

machines. The Konica Minolta machines, 

according to Cross Imaging, are “high speed 

colours MFPs for workgroups and 

departments”, with the Ineo machines 

“equivalent” devices. 

The C452, C552 and C652 can offer 

print speeds of 45, 55 and 65ppm in colour 

and 55, 65 and 75ppm in monochrome 

respectively, with print resolutions of 

600dpi, and Cross notes that they “can 

do a lot more by offering customers 

comprehensive yet highly individual 

solutions that integrate fully into the 

different configurations, including a single 

print engine “as a standalone printer”, two 

print engines “mounted side-by-side” for 

17-inch media printing, and four print 

engines side-by-side for even larger prints. 

The new print speed of 225 feet per 

minute meanwhile is an upgrade on 

Memjet’s previous speed of 165 feet 

per minute. 

Memjet’s Gus Piccin stated: “Customers 

value full control and real-time, precise 

printed material, and a guarantee that 

what’s on the screen is exactly what’s 

printed - down to shading and line values. 

OEMs and print shops with Memjetpowered 

technology can deliver value in 

the form of that control. Accurate, realtime 

printed material is a reality, and an 

avenue for opportunity and growth.” 

Cross Imaging announces new 

Konica Minolta toner 

The manufacturer has released toner for a range of the OEM’s cartridges. 

TOP 

WEB 

STORY 

existing workflow”. 

The yield of the toner used in the 

cartridges reaches 30,000 pages for colour 

and 45,000 pages for monochrome, with 

the toner available as either finished 

product in cartridges “or in bulk for refilling 

of empty OEM cartridges”. 

For more information, visit www.crossimaging.com. 





GLOBAL OCP, Inkjet, Canon 

OCP releases new Canon 

inkjet inks 

The manufacturer’s wide range of Canon inkjets work in a number of different 

cartridges. 

OCP stated that the inks have been 

developed for the CL-146, CL-256, CL-446, 

CL-546, CL-6464 and CL-746 inkjet 

cartridges as well as their XL versions, with 

the ink sets including three new colour dyebased 

inks to “guarantee OEM-like printing 

results”. The 136 inks are said by OCP to 

offer “long-lasting colour stability”, and can 

be used on a “variety of different papers”. 

The manufacturer noted in turn that its 

BKP 44 black ink can be used in the 

corresponding black inkjet cartridges in 

these Canon sets, which include the PG- 

145, PG-245, PG-445, PG-545, PG-645 and 

PG-745, as well as their XL versions. 

The cartridges for which the inks have 

been developed are designed for use in a 

wide range of Canon machines: the 145 and 

146 cartridges for the PIXMA iP2810, 

MG2410 and MG2510; the 245 and 246 for 

the iP2820, MG2420 ad MG2520; the 445 

and 446 for the iP2840, MG2440, and 

MG2540; the 545 and 546 for the iP250, 

MG2450 and MG2550; the 645 and 646 for 

the iP2860, MG2460 and MG2560; and 

finally, the 745 and 746 for the iP2870, 

MG2470 and MG2570. 

Samples are available in 0.25kg 

packaging, and OCP added that those 

interested should contact them for 

“individual samples and quantities”. 

For more information, visit www.ocp.de. 

EUROPE Digital Ink, Inkjet, Mimaki 

Digitl Ink produces new ink for 

Mimaki cartridges 

The inks are designed for use in the JV3, JV33 and JV5 printers. 

The inks are said by Digitl Ink 

to “offer users a consistent 

colour match and improved 

alcohol, scratch and abrasion 

resistance”, in addition to a 

“convenient no-flush 

conversion process from 

original OEM brand inks”. 

The manufacturer added that it can 

supply “in bulk or in pre-filled cartridges 

with full chip support”, and that the inks 

“offer significant long-term cost savings” 

due to being eco-solvent inks designed as 

TOP 

WEB 

STORY 

replacements for the HS5, 

SS21 and ES3 original inks. 

There is also said to be a 

choice for customers 

between either solvent or 

eco-solvent replacements. 

Digitl Ink concluded that 

the inks offer savings 

“without compromising on print quality, 

machine reliability or performance, 

producing consistently striking 

colours without the need to recalibrate 

your system”. 

ASIA 

Print-Rite, UTec, 3D Printing 

Print-Rite 

launches 3D 

printer and 

consumables 

TOP 

WEB 

STORY 

Print-Rite distributor UTec announces 

the company has launched a 3D 

printer and consumables in cooperation 

with “US experts”. 

UTec said that “over 10 patents” have been 

granted to Print-Rite relating to its 3D 

printer and consumables, with the device 

using PLA filament and ABS filament 

developed by the company and “US experts 

for consumables”. 

Noting that the launch is “a milestone in 

the aftermarket printer consumables 

industry”, UTec said that the 3D printer has 

been launched “in cooperation with a US 

scientist”, with Print-Rite developing inhouse 

“the software, controller board and 

firmware which gains full control of quality” 

for the printer; which can “produce high 

precision with resolution at 0.1mm in low 

noise level”. 

The PLA filament meanwhile is said to 

provide “precision output and avoids 

clogging of [the] nozzle”, with each machine 

undergoing “strict quality test before going 

to the market” to ensure a high quality 

performance. 

Philip So, Director and Chief for Print- 

Rite’s new product development, 

commented: “Print-Rite is the pioneer 

launching the 3D printer with over 10 

patents granted; our 3D printer brings 

reliable, stable and precision model for 

wide applications especially for designers 

and engineers.” 


57


Watch the Mini Mobile in action: 

http://www.youtube.com/watch?v=6dv2sLNikI4 

NORTH AMERICA 

Lexmark, Technology 

Lexmark 

introduces new 

printer series 

for SMBs 

MS310/MS410 series designed to 

bring “enterprise-level” features 

to SMBs. 

The OEM has announced the release of 

three new printers offering features 

designed for small and medium 

businesses (SMBs); including optional 

wireless and mobile printing, a 

higher input capacity and added 

security features. 

The Lexmark MS312dn, MS315dn and 

MS415dn all boast environmentally 

friendly features such as energy saving 

mode and duplex printing, and allow 

users to control the printing of 

documents via a 2.4 inch colour LCD 

panel as well as view device and job 

status and, in the MS315dn and 

MS415dn, support “confidential print” 

for added security. 

Mobile printing is an option for both 

iOS and Android device users via the 

Lexmark Mobile Printing App; while 

“remote manageability” enables 

designated staff to control printer 

settings from any browser when 

network-connected; including security 

settings, device defaults and 

consumables alerts, allowing for 

“greater flexibility and control”. 

In terms of print speeds, the MS312dn 

offers output at up to 35ppm, the 

MS315dn at up to 37ppm and the 

MS315dn at up to 40ppm. 

Marty Canning, Executive Vice 

President of Lexmark and President of 

Lexmark’s Imaging Solutions and Services, 

said: "Small business needs the same 

speed, reliability and usability found in 

enterprise-level printers. The Lexmark 

MS310 and MS410 series offer 

unexpected features such as confidential 

print, network security and remote 

manageability that are designed to keep 

small business on the leading edge of 

print technology." 

The printers are priced at $199 

(€145), $299 (€218) and $399 (€291) 

for the MS312dn, MS315dn and 

MS415dn respectively. 

NORTH AMERICA MSE, Toner, HP 

MSE introduces extended yield 

colour HP toner cartridges 

The company has remanufactured CP3525 colour cartridges. 

The extended yield colour cartridges are 

designed for HP’s CP3525 machines, and 

were developed using MSE’s three 

technologies: MPS Engineered, Advanced 

Colour Technologies (ACT), and the 

Secondary Cleaning System (SCS). The 

cartridges feature “up to 50 percent more 

yield” and produce no toner additive buildup 

(TAB) on the PCRs, with the SCS technology 

keeping the transfer belt and printer clean 

whilst providing a “99-plus percent success 

rate […] according to MSE lab results”. 

MSE noted that the “superior operating costs 

IMEA Technology, Printing, Israel 

Mobile printer designed to 

travel across paper 

Mini Mobile works by travelling across the surface of paper as it prints. 

Gizmag reported on the Mini Mobile 

portable robotic printer, designed by Zuta 

Labs of Israel, which is currently trying to 

raise $400,000 (€290,000) on Kickstarter to 

fund the project, with over $330,000 

(€239,000) raised as of 20 April. 

The idea for the printer came from Tuvia 

Elbaum, founder of Zuta Labs, who wanted 

to “provide users with a means of printing 

on the go” after he found he wanted to print 

on the go from a smartphone or tablet 

rather than waiting until he got home or to 

the office. 

Elbaum explained: "When I went online to 

look for a portable printer, I only found 

printers that are either too big to really carry 

around or too small to print on a standard 

A4 page […] I noticed that all the printers 

had to have the paper feed through the 

device, so I thought why not put the 

cartridge on a robot and let it run around by 

itself, and that will allow the printer to be 

really small and yet print on any size paper?" 

After looking at several different 

possibilities “from using rails that come out 

of the robot and help with stabilising the 

printer, to having the robot hover over the 

paper”, Elbaum and his team came up with 

today’s design, which uses “an inkjet for the 

printing” - although it can only currently 

print in black and white - as well as 

Bluetooth for connecting to mobile devices. 

It also uses a “high-resolution optical sensor” 

and consistency” make the cartridges 

“ideal for MPS”. 

Yoel Wazana, President of MSE, 

commented: “When we introduced the SCS 

technology in 2010 we knew we had a very 

exciting, scalable technology that would 

enable us to create longer-life applications. 

We are proud to release our MPS Engineered 

colour product for HP CP3525. It will provide 

huge cost and quality benefits to MPS 

providers globally, and this wouldn’t have 

been possible without our continual 

reinvestment in technology.” 

TOP 

WEB 

STORY 

commonly used in mice; and a “rechargeable 

battery with an on/off switch” allowing it to 

run for one hour on a full charge. 

The device, which is 10 centimetres x 11.5 

centimetres and weighs around 300 grams, 

can print on “any size of paper” using an 

“omni-wheel system” to allow it to move 

around the page; reaching print speeds of 

1.2 ppm at a resolution of 96 x 192 dpi, 

although the article states that the final 

product is expected to deliver a higher 

resolution. 

Zuta Labs is trying to raise money for the 

project to fund the “custom-made parts […] 

to build the final prototype and for then 

going into production”; although Elbaum 

said that even if the target isn’t reached the 

company will be “well-placed to still 

continue having received offers from 

investors, accelerators” and “big tech 

companies”. He added that in future he 

hopes the device will be able to print in 

colour and on a range of different surface 

types. The first of the printers are expected 

to be shipped in January next year. 



Contact the news team at 

news@therecycler.com 

ASIA 

Samsung, Malaysia, Technology 

Samsung releases 

new machines in 

Malaysia 

Printers offer near-field 

communication (NFC) technology 

to Malaysian consumers. 

The Sun Daily discussed the product 

launch by the OEM, with the NFC 

machines said to be aimed at SOHOs 

(small office/home office) and SMEs 

(small and medium enterprises). The 

growing mobile printing market is one 

that the OEM is aiming to target in 

Malaysia, where it is “in its infancy”. 

The first three models include the 

Xpress C410W, C460W and C460FW, 

which are all colour laser printers, and 

the last two of which are MFPs, with 

print speeds of 18ppm in black and four 

ppm in colour. A range of MultiXpress 

machines were also released, which are 

A3 MFPs with NFC technology, and 

Samsung added that these “cater to 

enterprise printing”, with another three 

models in this release. The devices will 

be available from June 2014 onwards. 

Henry Tang, Samsung Malaysia’s 

Printing Solution Business Unit Partner 

Manager for Enterprise Busines, stated of 

the product launch: “Our whole range of 

printers is for the SOHO, SME and 

enterprise businesses but we will also 

work with third party resellers to make 

them available at places such as hotels 

and business centres. We will not rule 

out possible solutions such as retail, 

where people can tap, print and pay.” 

EUROPE 

AQC Group UK releases new 

Lexmark replacement toner 

The toner is designed for use in a wide range of the OEM’s cartridges. 

The company stated that the toner is 

compatible with a number of 

Lexmark’s MS and MX cartridges, used 

in a range of its printers including the 

MS/MX310, MS/MX410, MS/MX510 

and the MS/MX610. AQC added that 

“rigorous testing has revealed a high 

adhesion rate of 99.27 percent”, as 

well as a “consistent image density of 

1.44, resulting in rich text and bold 

image reproduction”. 

The toners are said by AQC to have been 

“designed to work” at varying speeds 

including 33ppm, 38ppm, 44ppm and 

47ppm in Lexmark’s MS310, MS410, MS510 

and MS610 printers respectively, and the 

machines are “capable of automatic duplex 

and sport dual core processors as standard 

with a 1200 x 1200 dpi resolution”. 

AQC also commented that the new 

NORTH AMERICA 

AQC Group UK, Toner, Lexmark 

Katun, Toner, Konica Minolta 

US imaging supplies manufacturer Katun 

Corporation has announced the launch of 

new “high quality and cost-competitive” 

business colour toner which the company 

says “enables European office equipment 

dealers to increase profitability while 

maintaining customer satisfaction”. 

The toner is for use in Konica Minolta 

C452 series machines, including the Bizhub 

C452, C552 and C652, offering a “reliable 

alternative” for Konica Minolta dealers 

“looking to boost the profitability” of their 

C452 series machines. 

Katun is also introducing its Katun 

Performance toner for use in Kyocera 

Taskalfa 3500i, 4500i and 5500i series 


5 - 6 June 2014 at Salles Pere IV Hotel, Barcelona, Spain 

A full day of inspiring information, real world advice, open discussion and networking 

with other members of the European remanufacturing community and beyond. 

For further information call us on +44 (0) 1993 899 800 



toners are available in its bags, bottles and 

10 kilogram bulk packaging, and gave a 

number of cartridge page yields and 

suggested fill weights for the toners: 

-55g - 1,500 pages (MS/MX310-610) 

-150g - 5,000 pages (MS/MX310-610) 

-290g - 10,000 pages (MS/MX410-610) 

-520g - 20,000 pages (MS/MX510-610) 

For more information, visit 

www.aqcgroup.co.uk. 

Katun introduces new business 

colour toner 

Toner released for use in Konica Minolta Bizhub 

C452/C552/C652 applications, among others. 

applications in April, as well as toner for use 

in Sharp MX-M182/232 digital MFPs; and 

colour toners for use in Utax CDC 5626 

and CLP 721 series printers, Olivetti D- 

Color P2026 and P2021 series printers and 

Triumph Adler CLP 4721 and 4726 series 

printers – all of which, according to Katun, 

offer performance, yields and image quality 

that are “comparable to that of the 

equivalent OEM products”. 

& 

ETIRA 

SPONSORED BY 

CBC EUROPE 


Read more about 

Kyocera on page 38 


NORTH AMERICA 

Toshiba, Technology, USA 

Toshiba announces new colour MFPs 

OEM announces new e-STUDIO 5560C, 6560C and 6570C series of MFPs. 

Industry Analysts reported on the 

technology” the data stored on the drive 

launch of the new e-STUDIO series 

automatically erases when accessed 

of MFPs from Toshiba 

by an unregistered system. Toshiba 

America Business Solutions, 

adds that this makes the series 

which are designed to allow 

suitable for highly regulated 

businesses to produce colour 

environments such as 

documents “in a secure and 

government facilities. 

ecological manner”. 

To reduce the environmental 

The devices are able to 

impact of the devices, the products 

produce images and text at resolutions of up meet the Restriction of Hazardous 

to 1,200 x 1,200 dpi at print speeds of up to Substances Directive (RoHS) compliance, as 

65 ppm when in colour mode; while the well as featuring a low-temperature fusing 

6570C series can produce up to 75 ppm toner and Super Sleep Mode to reduce 

when printing in monochrome. 

power consumption to 1.5 watts. 

For improved marketing materials, the 

Bill Melo, Vice President of Marketing, 

MFPs come with Toshiba’s e-BRIDGE Color Services and Solutions at Toshiba America 

Profiler Version 2.0 software, enabling users Business Solutions, said: “With the unveiling 

to “accurately match and support” Pantone of our e-STUDIO6570C series, we now outfit 

colour palettes; while the 6570C series also companies of any size with an affordable 

includes an Auto-Calibration feature to run print fleet featuring industry-leading image 

periodic checks so that “hues remain 

quality to fully address their employees’ 

consistent throughout the printing process”. diverse print needs. Aside from the premier 

In addition, cloud and mobile printing for colour elements inherent throughout the 

Apple and Android smartphones and tablets products, our new e-STUDIO offerings 

is supported by the devices through Toshiba’s combine an array of security and energysaving 

elements.” 

e-BRIDGE controller “for added printing 

efficiency”. In terms of security features, the The devices can be purchased through 

MFPs have a 320GB Self-Encrypting Drive authorised Toshiba dealers at prices starting 

(SED), and by using Toshiba’s “wipe 

at just under $28,000 (€20,000). 

NORTH AMERICA 

ILG, MICR, HP 

ILG releases new MICR alternatives 

for HP machines 

The manufacturer’s MICR toner cartridges feature lifetime warranties. 

The new release is an alternative for HP’s 

CE390XM MICR cartridge, which is designed 

for use in the OEM’s M4555, Enterprise 600 

M602 and M603 machines. Noting the 

cartridge is both quality tested and “meets 

ABA and ANSI signal strength” requirements, 

ILG added that the new product comes with 

a lifetime warranty. 

The MICR (Magnetic Ink Character 

Recognition) cartridge is high-yield, and used 

by “all major financial institutions”, featuring 

a page yield of 24,000 pages, with the 

aforementioned ABA (America Bankers 

Association) and ANSI (American National 

Standards Institute) requirements met as 

well as Canadian standards. 

ILG said: “ILG’s OEM alternative MICR 

cartridges are guaranteed to produce 

excellent print results. [The] MICR cartridges 

guarantee optimum satisfaction in 

performance level with every print. In 

addition, every ILG MICR cartridge undergoes 

stringent tests to meet or exceed quality 

standards of OEM MICR cartridges.” 

For more information, visit 

www.ilglaser.com. 




EUROPE 

Kyocera, Technology, UK 

Six new ECOSYS 

A4 MFPs from 

Kyocera UK 

OEM announces launch of “complete 

new A4 MFP family”, with four new 

devices set to replace existing 

products and two more adding to 

the ECOSYS portfolio. 

Kyocera Document Solutions UK has 

introduced six new A4 MFPs to the UK 

market – the ECOSYS M3040dn, M3540dn, 

M3040idn, M3540idn, M3550idn and 

M3560idn – all of which feature print 

speeds of up 60ppm; with the M3040dn 

and M3540dn boasting LCD displays for 

“cost-conscious customers” and the rest 

featuring a “premium” seven-inch colour 

touch panel. The OEM stated that the 

devices have improved scanning and 

security features; with A6 scanning an 

option “perfect” for vertical markets such as 

the healthcare and finance sector and 

encryption of PDF documents now offered 

as a way to secure documents. 

The ECOSYS technology is said by the 

OEM to lower waste generated during the 

devices’ lifetimes; with all products in the 

range designed to meet the Blue Angel and 

Energy Star 2.0 accreditations and the 

overall Typical Electricity Consumption 

(TEC) values of the products reduced by up 

to 43 percent. 

Several of the new releases replace 

existing ECOSYS models; including the 

M3040dn which replaces the FS-3040MFP, 

the M3540dn which replaces the 

FS-3140MFP, the M3040idn which replaces 

the FS-3540MFP, and the M3540idn which 

replaces the FS-3640MFP. 

Kyocera recently launched a further six 

new ECOSYS printers and MFPs in the US; 

including the ECOSYS M6526cdn, 

M6026cidn and M6526cidn colour MFPs, 

ECOSYS M2035dn black-and-white MFP 

and ECOSYS P2135dn and P2135d blackand-white 

desktop printers. 





61


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www.therecycler.com/subscribe 

GLOBAL 

HP, Technology, 3D Printing 

New printers and 3D printing technology from HP 

OEM announces launch of “complete new A4 MFP family”, with four new devices set to replace existing products and two 

more adding to the ECOSYS portfolio, and foreshadows a “big technology announcement” for 3D printing. 

HP announced two new inkjet machines, 

the MFP X585 and X555, which are 

powered by the OEM’s PageWide 

Technology. HP noted that they can “handle 

rigorous printing demands at up to half the 

cost per page of lasers”, with the Officejet 

Enterprise Color MFP X585 and X555 

(pictured) utilising the OEM’s PageWide 

Technology, which “takes proven, advanced 

commercial printing technologies and scales 

them to a new class of enterprise printers”. 

The machines are “enterprise ready” and 

are capable of printing at “twice the speed 

and at up to half the cost” of laser printers, 

with the same interfaces used as “12 

million HP Enterprise LaserJet printers” as 

well as firmware that allows for enterprise 

software and solutions to be “easily 

accessed through one button” on the 

machines. 

The PageWide Technology meanwhile, 

which has been used on the Officejet Pro X 

machines, has been scaled up to “expand 

choice for enterprise customers”, with the 

printers offering “greater cost savings with 

the lowest cost per page” in addition to a 

“spot or accent colour mode”, which 

includes a “small logo or line of hyperlink 

text”. Other features include print speeds of 

70ppm in general office mode, which is “up 

to twice as fast as in-class competitive 

printers”, and 84 percent less power 

consumption. 

Dion Weisler, Executive Vice President for 

HP’s Printing and Personal Systems division, 

stated: “Never before has an ink-based 

device been fully capable of meeting the 

performance requirements that large 

organisations demand. CIOs and IT decision 

makers can be confident that the HP 

Officejet Enterprise series provides 

employees exceptional enterprise-grade 

security, fleet management and mobile 

printing options along with the fastest 

speed and lowest total cost of ownership.” 

The MFP X585 and X55 machines were 

available from 1 April worldwide, with the 

former available from between £1,179 and 

£1,649 ($1,944/€1,407 and 

$2,718/€1,968), and the latter from 

between £449 and £729 ($740/€536 and 

$1,202/€870). 

Techradar meanwhile reported on the 

announcement of new services and 

solutions aimed to help SMBs and 

enterprises to reduce costs and increase 

productivity; including “automated ordering 

and replenishment of printer supplies, 

expanded partner and multivendor support 

programmes and centralised management 

of printer fleets for enterprises”. 

The new services and solutions are to be 

provided “directly through HP and its 

channel partners”; with HP Sure Supply 

allowing customers to reorder printer 

supplies. Customers with fewer than 10 HP 

printers will be able to replenish printer 

supplies using iOS and Android devices, 

while those with over 10 printers will be 

able to establish an approval system for 

ordering more supplies. 

Meanwhile, HP’s managed print services 

(MPS) will be available in new locations and 

improved multivendor support will mean 

that organisations are helped to better 

manage mixed fleet print environments via 

a single partner. Furthermore, HP’s Smart 

Decision Suite 2.0 will benefit enterprise 

organisations as IT managers will be able to 

“better monitor and analyse their printer 

fleets”; with the package providing 

“analytics tools, improved global invoice 

automation, contract administration 

capabilities, better reporting and fleet 

management”. 

Commenting on the new services and 

solutions, Pradeep Jotwani, Senior Vice 

President, LaserJet and Enterprise Solutions 

division at HP, said: "Regardless of the size 

and make-up of an organisation, effective 

print management is integral to help ensure 

costs are kept in line and employee 

productivity is at its highest.” 

Finally, PC World reported on HP’s reveal 

of both a “big technology announcement” 

concerning 3D printing in June, and its 

boast that it has “solved the two biggest 

problems with today’s 3D printers”, 

according to CEO Meg Whitman. 

The two issues, she noted are the 

“deathly slow” printing speeds and poor 

quality of prints, which Whitman claims HP 

has resolved, and PC World speculated that 

the announcement in June “doesn’t mean 

HP will release products”, but that it 

“implies the company will show what it’s 

working on and where it’s heading”, with 

the business market targeted before 

consumers. 

Whitman commented: “There’s a lot of 

‘buzz and hype’ around 3D printing, but the 

systems available now have two big 

challenges. [The speed is] like watching ice 

melt, [and] the surface of the substrate is 

not perfect. We believe we have solved both 

these problems and we’ll be making a big 

technology announcement in June around 

how we are going to approach this.” 

The OEM will target business markets 

first because it thinks “there’s demand for 

systems that can be used to print 

prototypes and finished products”, whilst 

consumers’ first experiences will be “from a 

service provider […] where they’ll be able to 

send print jobs for fulfilment”. The site 

added that “there have been a lot of 

questions about HP’s 3D printing plans, 

partly because printers are such a huge part 

of the company’s business, and some 

people think it’s in danger of being left 

behind”. 

The OEM had previously revealed in 

October 2013 that it was looking to enter 

the 3D printing market. 


To advertise here 

Call: 01993 899800 

or email: info@therecycler.com 

MARKETPLACE 


63

MARKETPLACE 

Toner Cartridge Recycling 

We are a global market recycler of all aspects 

of printer consumables including toner, laser 

and ink jet cartridges from printers, 

photocopiers and fax machines. 

300 Recycling Ltd is ISO 14001:2004 certified. 

Tel: +44 (0) 151 357 1391 

London/South East: +44 (0)2036512882 

Email: info@300recycling.com 

www.300recycling.com 


Call: 01993 899800 


Plastic parts 

Conversion Kits 

info@proton.fr - www.proton.fr 

John Marshall 

Graduate of The Royal Institute of Chemistry (GRIC) 

Master of Science - Colloids and Surface Chemistry - 

University of Bristol 

Consultant in toner development 

and production technologies. 

Contact: Jmowries@aol.com 

or +44 (0)7771 788 250 

Want more background information? 

Visit our archive 

The archive can be accessed on 

the right column of the website, 

and users can locate former 

news stories according to the 

criteria of subject and year. 

Having trouble finding an article 

item? Just log-on to: 

http://www.therecycler.com 


5 - 6 June 2014 at Salles Pere IV Hotel, 

Barcelona, Spain 

A full day of inspiring information, real world 

advice, open discussion and networking with 

other members of the European 

remanufacturing community and beyond. 


& 

ETIRA 

For further information 

Call us on +44 (0) 1993 899 800 


SPONSORED BY 

CBC EUROPE 



Call: 01993 899800 


MARKETPLACE 

Connett & Unland GbR 

We are pleased to announce 

the launch of our new 

website candugbr.com, 

where you can find details 

of our latest projects, 

business opportunities and 

sign up for our business 

opportunities newsletter. 

info@candugbr.com 

www.candugbr.com 

Connett & Unland GbR 


65


Protecting distributors - understanding the letter of indemnity 

Protecting distributors - 

understanding the letter of indemnity 

Many distributors in the industry have, in the past, asked suppliers 

for a letter of indemnity – a document which they believe would 

allow them to state that the products they use and that they are 

provided are both legal and in-line with patents. 

However, the reality of this situation is that these letters are, in 

many cases, unable to protect a distributor from any form of legal 

action. The Recycler looks at how letters of indemnity should not 

be relied upon as proof of legality. 

As a distributor, you want to ensure that 

the products that you are being supplied 

from suppliers are legal, and do not 

infringe OEM patents. Many of the legal 

actions that involve aftermarket 

companies see companies approached 

and indicted for distributing products 

which they did not manufacture, but 

which have been manufactured without 

regard for the patents concerned. 

For many distributors and other such 

companies, avoiding this means forming 

a relationship of trust between 

themselves and trusted, patent-aware 

suppliers, but many other distributors 

have been under the mistaken 

impression that asking suppliers for a 

letter of indemnity will save them from 

being prosecuted if faced with patent 

lawsuits. The fact is, these people are 

unaware of the fact that a letter of 

indemnity could be worthless when it 

comes down to being brought into a 

legal action. 

Hold-Harmless Agreement 

Patent attorney Katja Dauster explained 

to The Recycler that quite often retailers 

ask the supplier for a Hold-Harmless 

Agreement or letter of indemnity. 

“A Hold Harmless Agreement is an 

agreement or contract in which one 

party, e.g. the supplier or manufacturer, 

agrees to hold the other party, e.g. the 

retailer, free from the responsibility for 

any liability or damage that might arise 

out of the distribution of the product.” 

However, such an agreement always 

only involves the two parties signing the 

contract, and not any third party, for 

example an OEM holding an IP right. 

Consequently, despite the contract, the 

OEM may still sue the retailer instead of 

“People are unaware 

of the fact that a 

letter of indemnity 

can be worthless when 

it comes down to 

being brought into a 

legal action” 

the supplier or manufacturer – and thus 

the letter, which the distributor and 

supplier may agree on and claim legality 

from, is actually not worth the paper it is 

printed on. 

Dauster added: “Party to the lawsuit is 

the retailer, who initially has to cover for 

all costs to the court and to the lawyers. 

The Hold Harmless Agreement says that 

the retailer is reimbursed by the supplier 

at the end or during the lawsuit. 

Therefore, it is correct to say that such an 

agreement can be worth nothing if the 

company providing it is not worth much 

itself, for example a business registered 

for only £1.” 

What can you do? 

So what can distributors actually do to 

protect themselves if they cannot trust 

suppliers, and if they do not want to go 

down the slippery slope of Hold 

Harmless Agreements or letters of 

indemnity? According to Dauster, it’s the 

retailer or distributor’s responsibility to 

make sure that they do not infringe any 

IP rights. And this is where a freedom-tooperate 

(FTO) opinion letter comes in. 

“To this end, the retailer can have 

freedom-to-operate analyses or noninfringement 

analyses carried out for 

obtaining an opinion of a patent 

professional on whether or not patents 

or other IP rights are infringed when 

selling a certain product. Such opinions 

are also called freedom-to-operate 

opinion letters.” 

FTO opinion letters show the opinion 

of the patent professional engaged on 

whether or not IP rights identified in the 

letter are infringed. Therefore, such a 

letter can give a level of certainty that 

the product in question is patent-free, 

but this does not mean that the retailer 

is completely free of the risk of facing 

any lawsuits. 

“Some manufacturers provide FTO 

opinion letters for their products. These 

FTO opinion letters show that the 

manufacturer has taken precautions in 

view of potentially relevant OEM IP 

rights and the opinion letters may give 

the retailer some certainty that the 

product at issue does not infringe third 

party IP rights. However, it should be well 

understood that the FTO opinion letter 

only reflects the opinion of the patent 

professional that drafted the letter.” 

“The code of conduct will always 

oblige the patent professional to draft 

such a letter to the best of his knowledge 

and belief. Nevertheless, even when such 

an FTO opinion letter is provided, the 

retailer may still be sued. In a lawsuit 

against the retailer, it is up to the court 

to decide whether or not a patent 

infringement is given. The opinion 

of the patent professional who 

drafted the letter and which is expressed 

in the FTO opinion letter is not binding 

for the court.” 

R 


TECHNICAL GUIDE 

By Mike Josiah and the Technical Staff at Uninet 

Remanufacturing the Samsung ProXpress 

M3320ND Toner Cartridge 

First released in August 2013, the Samsung ProXpress M3320 

series of printers are based on a 35 to 42 ppm engine with a 

maximum optical resolution of 1200 x 1200 dpi. Certain 

machines have an enhanced resolution of 4800 x 

4800 dpi. The first page out is stated to be under 

6.5 seconds. Depending on the model number, 

other options/specs are available. 

The MLT-D203E/L/S cartridges do 

not have a drum cover, and come new 

with a piece of heavy paper with a thin 

sheet of foam on the inside. The protective 

sheet is held in place by a shipping lock that 

holds the PCR away from the drum. This lock helps 

prevent flat spots that can occur during storage. 

(see Figures 65, 66 & 67) 

One again there are no screws in the outside of the 

cartridge at all. There are plastic rivets that need to be cut off, 

holes drilled and screws installed to hold them back on. It’s 

not a hard process and it’s covered completely in the 

instructions. It is very important however that all three places 

on each end cap be drilled and screwed back in place. If this 

is not done, print defects such as banding will occur. 

(see Figures 1 & 2) 

The standard cartridge (Samsung part #MLT-D203S) is 

rated for 3,000 pages. The HY cartridge (Samsung part 

#MLT-D203L) is rated for 5,000 pages, the Extra-High Yield 

cartridge (Samsung part #MLT-D203E) is rated for 10,000 

pages, and the Ultra-High Yield cartridge (Samsung part 

#MLT-D203U) is rated for 15,000 pages. The Extra-High 

Yield “E” cartridges only work in the M3820, M3870, 

M4020 and M4070 printers, and the Ultra-High Yield “U” 

cartridges only work in the M4020 and M4070 printers. 

As with pretty much all cartridges these days, the cartridge 

has a chip and it has to be replaced each cycle. The OEM chips 

are regional, so be sure to get the proper chip for your region. 

The MLT-D203S has a list price of $78.99 (E57), the MLT- 

D203L of $116.99 (E84), the MLT-D203E of $170.99 

(E123), and the MLT-D203U of $216.99 (E156)* 

*Pricing as of March 2014 

There are both standard lasers and 

multifunction machines that use these 

cartridges so far: 

REQUIRED TOOLS 

1) Toner-approved vacuum 

2) A small common screwdriver 

3) A Phillips head screwdriver 

4) Needle nose pliers 

5) Chisel-type razor blade knife 

6) Hot glue gun 

ML-M3320ND 

ML-M3370FD 

(Multifunction) 

ML-M3820DW 

ML-M3870FW 


ML-M4020ND 

ML-M4070FR 


Print troubleshooting will 

be listed at the end of these 

instructions. 

REQUIRED SUPPLIES 

Samsung ML-3320 Toner 

New ML-3320 replacement chip 

(Check for the proper region and cartridge (S/L/E) 

New OPC drum (Optional) 

New developer roller (Optional) 

New PCR (Optional) 

New wiper blade (Optional) 

New doctor blade (Optional) 

Conductive grease 

99 percent Isopropyl alcohol 

Drum lubricating powder 

1 

2 


TECHNICAL GUIDE: REMANUFACTURING THE SAMSUNG PROXPRESS M3320ND TONER CARTRIDGE 

3 

1 On the contact side of the cartridge, slice off the heads of 

the three plastic rivets with a chisel blade knife. If your 

knife is too wide, you may find it necessary to drill out 

the upper recessed rivets on both sides. Leave the end 

cap on for now. See Figure 3 

5 While still on the same side, locate the two tabs. Press in 

on each tab, and remove the end cap. The drum axle arm 

will come off with the end cap. See Figures 7, 8 & 9 

7 

2 On the opposite side end cap, take the chisel blade knife 

and slice off the heads of the three plastic rivets. See 

above step for recessed rivets. Leave the end cap on for 

now. See Figure 4 

8 

4 

9 

3 The drum axle arms on both sides of the cartridge stay 

with the end cap. There is no need to remove them. 

See Figure 5 

5 

6 On the right side end cap, press in on the three tabs and 

remove the end cap. See Figures 10, 11, 12 & 13 

10 

11 

4 Remove the drum 

drive gear. 

See Figure 6 

6 



12 

16 

13 

8 Pry off the middle cover/PCR cleaning assembly by 

pressing down on the three top tabs. 

See Figures 17 & 18 

17 

7 Gently pry up on the tabs on both sides of the cartridge 

and remove the waste hopper. Be careful to hold the 

drum so it does not become damaged. Remove the 

drum/waste assembly. See Figures 14, 15, & 16 

14 

18 

15 

70 



19 

9 Remove the drum. See Figure 19 

14 Install the new wiper blade and two screws. It is easier 

to install if you slide it in under the PCR holders. 

See Figure 24 

24 

10 Remove the PCR from the assembly by prying up the 

two PCR holders on each side (they will come out with 

the PCR). See Figures 20 & 21 

20 21 

15 Place a small amount of conductive grease in the 

holders, and install the PCR and holders. The holders 

will fit over their slots as you align them. Press them 

down and check to make sure the springs are working. 

See Figures 25, 26 & 27 

25 

11 Clean the PCR with your normal PCR cleaner. 

WARNING: Do not clean the OEM PCR with alcohol, as 

this will remove the conductive coating from the roller. If the 

PCR is an aftermarket, follow the cleaning methods 

recommended by the manufacturer. If the PCR is an OEM, 

we recommend it be cleaned with your standard PCR. 

26 

12 Remove the two screws from the wiper blade, remove 

the blade. See Figure 22 

22 

13 Clean out all the waste toner from the hopper. Make 

sure the seals are clean. See Figures 22 & 23 

27 

23 



16 Install the drum with the large gear to the gear or nonchip 

side of the drum into the waste hopper. 

See Figure 28 

31 

28 

17 On the supply hopper, carefully pry out the fill plug and 

dump out any remaining toner. The fill plug can be 

difficult to remove as it is recessed. Take a small 

common screwdriver and work it around the edge, lifting 

slightly until it comes loose. 

See Figure 29 

19 Remove the developer roller bushings from both sides. 


32 

29 

33 

18 Pry off the gear plate, then remove the gears. 


30 

20 Remove the developer roller. See Figure 34 

34 

72 



21 Remove the two screws from the doctor blade, then 

remove the blade. See Figure 35 

25 Install the seal through the developer roller opening. 

See Figure 38 

35 

38 

36 

22 Clean out all the remaining toner from the hopper. 

23 Make sure the doctor blade sealing foam and the 

developer rollers seals are clean and intact. 

See Figure 36 

26 Pull the tail of the seal through the seal port. 

See Figure 39 

39 

37 

24 Clean the doctor blade edge so there is no evidence of 

buildup along the edge. If any buildup exists, the 

cartridge will streak. No chemicals should be used. We 

have found using a clean ice cream-type wooden stick 

works great for scraping the blade clean without 

damaging it. See Figure 37 

27 Install the doctor blade and two screws. 

See Figure 40 

40 



28 Clean the developer roller with a dedicated developer 

roller cleaner, and replace into the hopper. Place the 

long shaft side to the gear side of the cartridge. It 

should snap in place if installed correctly. 

See Figure 41 

31 Replace the bushings on both side of the developer 

roller. See Figure 44 

44 

41 

32 Install the gears in the order as shown. See Figure 45 

29 Clean and replace the conductive grease on the short 

shaft side of the roller. 

See Figure 42 

45 

42 

33 Install the gear axle plate. See Figures 46 & 47 

43 

30 Fill the hopper with toner for use in the Samsung 

ProXpress M3320, replace the fill plug and check for 

leaks. 

See Figure 43 

46 

74 



51 

35 Fit both sides of the waste hopper tabs into the toner 

hopper. See Figures 50 & 51 

50 

34 Blow off or vacuum the PCR cleaner and install the 

assembly back onto the waste chamber. Make sure the 

three tabs are locked in place. See Figures 48 & 49 

51 

48 

49 

36 Clean the contacts on the left side end cap, and replace 

the conductive grease. Snap the end cap into place. 


52 

53 



38 Drill three small holes that correspond to the screw size 

you’re using. Install the three screws into the end cap. 


58 

54 

41 Install the drum drive gear. See Figure 59 

55 

59 

56 

39 Clean the hubs on the gear or right side end cap. Snap 

the end cap into place. See Figure 56 

42 The drum separators are fixed to the end caps. They 

should be set as shown. These arms keep the drum and 

developer rollers separated until the cartridge is installed 

in the printer. See Figure 60 

60 

57 

40 Drill three small holes that correspond to the screw size 

you’re using. Install the three screws into the end cap. 


43 Slice off the two plastic rivets on the chip holder. See 

Figures 61 & 62 

61 

76 



62 

46 Install both sides of the PCR lock into the PCR holders 

as show. This lock keeps the PCR from touching the 

drum and will help prevent flat spots on the PCR during 

storage. See Figures 65, 66 & 67 

65 66 

44 Remove the chip cover and replace the chip. 

See Figure 63 

63 

67 

45 You can drill and insert screws into the posts, but I 

think using a hot glue gun here will be better and allow 

the core to be used many times. 

See Figure 64 

64 

Repetitive defect chart: 

Upper heat roller: 77.5mm 

OPC drum: 

75.6mm 

Lower pressure roller: 75.4mm 

Supply Roller: 

49.0mm 

Transfer roller: 

47.0mm 

PCR 

37.5mm 

Developer roller: 35.0mm 

Printing test pages 

Depending on the model of machine you have, there are 

different control panel configurations. To have test 

prints run on the laser printers, press the Menu button and 

scroll to the INFORMATION menu. From there you can 

select the Menu map, configuration, supplies info, demo, 

fonts etcetera. 


at 

CHINA 

18 - 20 September 2014 in Shanghai 

Paperworld China attracted around 19,875 visitors from 74 

countries to Shanghai in September 2013. 421 exhibitors 

from 15 countries presented their products at the SNIEC 

(Shanghai New International Exhibition Centre) in Pudong. 

Over the years, Paperworld China has developed into one of 

the country’s foremost events for the sector. 

Paperworld China has been held in Shanghai since 2005 

when it was launched in response to the high level of 

demand from the industry for a fair for stationery and 

office supplies on the Chinese mainland. 

powered by 

23 - 25 September 2014 in Moscow 

Messe Frankfurt is expanding its position in Russia by 

cooperating with Russian office products and stationery 

exhibition organizer Skrepka Expo Project. The two companies 

have agreed to hold their trade fairs, Skrepka Expo and 

Paperworld Russia, jointly under one roof. The cooperation 

between these two strong exhibition brands will bear initial 

fruit this year when a Paperworld Pavilion enriches the fall 

edition of Skrepka Expo in September with numerous 

international exhibitors at Crocus Expo Center. The spring 

edition 2014 of the jointly organized trade fair for the Russian 

office supplies and stationery market took place at the Crocus 

Expo Center in Moscow from 25 to 27 February 2014. 

31 January - 3 February 2015 

Paperworld is the international trade fair for stationery, office 

supplies and writing instruments. Access new sales markets 

and position yourself in the competitive environment. 

Paperworld offers you the perfect setting for all of this. 

Find your customers at Paperworld and meet decisionmakers 

and buyers from around the world and from every 

office business sector and stationery industry retail genre. 

Remanexpo@Paperworld – The dedicated part of the 

Paperworld show focused on the reuse and remanufacturing 

of toner and inkjet office products. 

For more information about Remanexpo and Paperworld events 

visit www.therecycler.com/events 

or call Stefanie Unland on +44 (0) 1993 899 800

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