The Recycler Issue 311

www.therecycler.com Issue 311 l OCTOBER 2018 l £10 

Maximising Face to Face 

With 2019’s Paperworld trade show in Frankfurt just around the corner, it’s definitely time to start planning your 

own exhibition strategy. In this guide, The Recycler offers its own ten-point programme to make sure you have a 

successful show. Starts Page 22 

Compedo revisited 

Changes, Challenges and future 

plans. Starts Page 36 

No deal Brexit 

What implications are 

there? Starts Page 40 

INSIDE: 

CANON IS VICTORIOUS p6 

Report on more of Canon’s 

concluded cases 

IR ITALIANA RIPOGRAFIA ACQUIRES p8 

The company expands with 

the purchase of gebos 

PRINT-RITE NEW SEMINAR p14 

The company announced an 

interactive seminar to be held 

in October 

MPS COMPLIANCE 

p18 

New report by Nubeprint 

reveals issues 

WHEN THE LANDLORD CALLS p48 

How do you handle 1,100 pallets 

of WEEE waste

EDITORIAL 

Editorial 

Mission impossible? 

We all know the mantra that price and 

quality = value, but you sometimes feel 

the message is lost in all the noise of my 

cartridge is cheaper than your cartridge. 

So, it is good news indeed when one of 

Europe leading consumer test 

magazines, “Stiftung Warentest” ran 

tests of OEM products against a range of 

alternative products from Armor, KMP, 

Peach and others and guess what they 

discovered? Of course, you know the 

answer is that consumers can save on 

costs without compromising quality. 

Your challenge, should you accept it, is 

to talk to your customers and win 

business from the OEMs who have the 

most lion’s share of the market. 

MPS – all about A4 

I visited a copy dealers’ customer 

recently. It was a big project for the copy 

dealer who had just installed 12 new big 

A3 multi-function devices as the 

backbone of a new managed IT and MPS 

project for their customer. The customer 

was looking to improve business 

productivity and reduce costs. It all 

looked impressive until I asked my first 

question: Do you print a lot of A3 

documents? A long pause, slowly 

reddening faces and a little flurry of 

activity revealed that they buy about 

1,200 boxes of A4 paper a year. That is 

600,000 sheets, or in full duplex mode 

1,200,000 A4 pages to print. The 12 

multi-function printers had the 

combined capacity to print 14,400,000 

pages a year. My second question was 

the killer: How many A3 pages do you 

print? In the last 12 months, they had 

bought just ten boxes. That is 25,000 A3 

sheets. Talk about overkill. The business 

owner looked unimpressed as she 

realised her company had been oversold 

the MPS programme and the savings 

were not as big as they could have been. 

The copier dealer had gone pale in 

colour and was looking for a hole to 

crawl into. I had gone along with a view 

to commissioning a feature. Instead, a 

few lawyers will benefit from this glaring 

mistake. 

WEEE – Your responsibility 

Have a read of our “when the landlord 

calls” feature on page 45. Imagine the 

scenario you have paid for and sent your 

waste for processing and you have your 

waste transfer note, and your paperwork 

is all in order. Job done – You think 

because, for whatever reason, the waste 

did not get processed. While you have 

paid someone to deal with the waste, it is 

still your waste, and you are still 

responsible for it. Fortunately, a lack of 

records meant that the burden and costs 

of clearing the site fell on the landlord, 

not the owners of the waste. If it were 

your waste, the costs would have been 

yours. 

In doing some research on WEEE 

issues, there is a lot of confusion in the 

market, even with one or two OEM’s. 

The simple rule is: If it’s your waste, you 

are responsible. 

Round 6 to Aster 

Aster is in the clear vis-a-vis the Canon 

legal actions. However, as we know, that 

counts for nothing as far as Canon is 

concerned. Expect another flurry of 

patent applications based and linked to 

the older patents that will then see fresh 

legal actions in a year or so time. So 

while Aster wins this round, Canon 

continues to try and win the match. 

There is a lot at stake for Canon, their 

patents are getting old, and the market is 

maturing. Is Canon a likely candidate to 

exit the office imaging market in the 

next few years? 

Face to Face marathon 

You can’t beat face to face meetings to 

get a feel for business and opportunities, 

and a trade show is a face marathon. 

Four days to meet new and old 

customers and suppliers, network, learn 

and catch up. However, like any 

marathon, you need to be fully prepared, 

and like all superhuman consummate 

sales professionals you know what’s 

what, but in case you are just human, 

you can have a read of our face to face 

feature on page 22. 

Congratulations 

Stefanie Unland Managing Editor 

To Ken Lalley on his appointment as 

CEO of Static Control at a time of 

massive and fast-paced change in 

the market and within the Ninestar 

group. 

R 

THE RECYCLER • ISSUE 311 • OCTOBER 2018 

3

In this Issue 

16: Trade Copiers’ new testing area; Zhono announces 

Thailand seminar; Growth-filled Q1 for ITDL 

18: MPS: new report reveals compliance issues; Power 

Point Cartridges – A correction 

19: LMI accelerates expansion with new partnership 

20: HP in Apogee acquisition; PrintReleaf goes 

multilingual! 


With 2019’s Paperworld trade show in Frankfurt just around the 

corner, it’s definitely time to start planning your own exhibition 

strategy. In this guide, The Recycler offers its own ten-point 

programme to make sure you have a successful show. Starts Page 22 

Compedo revisited 

No deal Brexit 


22: Maximising Face to Face 

29: Guanteeing a victorious visit: Trade shows for 

customers 

30: The Recycler Awards 2019 27th January 2019; The 

Recycler Live Frankfurt Seminars: Call for papers! 

32: Eating Out… ... and Getting About 

34: List of exhibitors 

Feature 

36: Still going strong: Compedo revisited 

Changes, Challenges and 

future plans. Starts Page 36 

Editorial 

3: Mission impossible? 

What implications are 

there? Starts Page 40 

Retail Column 

38: Your brand on your back – Employee apparel tells 

your brand story 

Feature 

40: No Deal Brexit: The implications 

Insight 

42: Ken Lalley – the new CEO of Static Control 

Wide-Format Column 

44: Digital presses increase speed, versatility 

World Focus 

6: Aster in clear as Canon claims more victories 

7: The implications of Open Scope WEEE 

8: Jadi Imaging jettisons Chinese unit; IR Italiana 

Riprografia acquires gebos; It’s official: European 

products, big on quality, low on price 

9: Oil supply vulnerable: What it means for 

remanufacturing 

10: HP’s firmware upgrades cause concern; Turbon 

announces losses 

11: HYB reveals new Italian distributor; CET Group 

acquires Q2 

Around the industry 

12: New faces at expanding SCC; Apex unveils new website 

13: ECS wins prestigious award; KMP announces Chinese 

investment 

14: Print-Rite announces interactive seminar; Delacamp 

unveils new-look website; New VP for Katun NA 

4 

Feature 

48: When the landlord calls 

Products & Technology 

50: IR Italiana Riprografia announces new products; New 

cartridges and drum units from Aster; CET releases 

new products 

51: Static Control’s plethora of products 

52: New double-packs and multipacks from KMP 

available; New remanufactured cartridges from CIG 

53: New Ninestar products on the horizon; New 

cartridges and solutions from Utec; Samsung 

releases latest MultiXpress printer 

54: Delacamp offers Atrix vacuums; Printlife launches 

more own branded cartridges; Uninet releases 

multiple new products 

55: Katun’s new toners and services; IIMAK unveils 

aftermarket ink options for Videojet 1000 

THE RECYCLER • ISSUE 310 • SEPTEMBER 2018

WORLD FOCUS 

visit www.therecycler.com for all the breaking news 

NORTH AMERICA Canon, IP, Lawsuits, Settlements 

Aster in clear as Canon claims more victories 

The OEM has agreed with Aster’s assertion that its new patented dongle gear solution does not infringe Canon’s patent, 

after a busy month in which it has settled yet more legal cases. 

Aster Graphic’s new solution has been 

designed for cartridges for use in “all 

Canon and HP dongle devices” and is said 

by Aster to mimic “the installation and 

removal of the OEM cartridges.” 

Aster became embroiled in a legal battle 

with Canon over the dongle gear solution, 

being named as one of the companies 

involved in the current ITC 337 

investigation. However, the company has 

subsequently been awarded US patent 

number 9,964,920 for the dongle gear 

solution design, “wherein the coupling 

member on the cartridge is fixed, and does 

not incline or change distance”. Canon 

holds the original patents. 

In a statement from June this year, as it 

broke the news of the patent award, Aster 

announced that it “always respects the 

intellectual property of third parties and 

our own innovation has been a core 

business initiative.” 

Now, Aster has revealed that Canon has 

admitted to no patent infringement in its 

August Supplement to Joint Stipulation 

Regarding Representative Accused 

Products, admitting that Aster’s design 

does not infringe the OEM patent “and 

that the new design would not be subject 

to any exclusion order the ITC may issue.” 

The stipulation acknowledged that 

the Aster products “that were made 

available for inspection and provided to 

Canon’s counsel, but which Canon has 

not accused of infringing any of the 

asserted claims of U.S. Patent Nos. 

9,746,826; 9,836,021; 9,841,729; 

9,857,764; 9,857,765; 9,869,960; and 

9,874,846, shall be outside the scope of 

any remedial orders that may be issued at 

the conclusion of the investigation.” 

In light of the news, Aster stated that it 

“has ascended to a leadership position in 

the imaging supply industry by producing 

products that are embedded with our own 

design innovations, many of which are 

protected by Aster’s valid and enforceable 

US Patent and Trademark office 

registered patents. Aster products have 

never been subject to a seizure order and 

our product supply has never been 

interrupted.” 

Whilst Canon may have conceded that 

Aster were not guilty of IP violation, the 

OEM was able to successfully claim 

victory in various other lawsuits, 

including reaching a settlement 

agreement with Coemedia GmbH. 

The initial lawsuit against Coemedia 

came after Canon accused the company of 

infringing the German portion of 

Canon’s European Patent, EP 2 087 407 

B1, in relation to a drum unit and a process 

cartridge. 

Last year, the OEM received a preliminary 

injunction from the District Court of 

Düsseldorf, which prohibited Coemedia 

from selling, distributing, or offering for 

sale any toner cartridges containing a drum 

unit that violating Canon’s intellectual 

property; now, it has revealed that Coemedia 

and its Managing Director have signed a 

settlement agreement, and inter alia 

accepted the court’s preliminary injunction 

as final and binding. Coemedia will pay 

damages to Canon for past infringements, 

with all other settlement details remaining 

confidential. 

Canon also finally drew a line under a 

long-running dispute with Technology 

Properties Limited LLC (TPL) and 

MCM Portfolio LLC (MCM), after a six-year 

legal battle. 

TPL and MCM commenced litigation 

against Canon in both the U.S. 

International Trade Commission (ITC) and 

the U.S. District Court back in March 2012, 

accusing nearly 200 Canon products of 

infringing US patents relating to flash 

memory card readers. 

In December 2013, the OEM prevailed at 

the ITC on grounds of non-infringement, 

with the district court further ruling in 

Canon’s favour in September 2016, holding 

that none of Canon’s accused products 

infringed any of the asserted claims of the 

patents-in-suit. The OEM then sought— 

and was awarded—its attorneys’ fees, to the 

amount of nearly $1.8 million (€1.5 million). 

Consequently, in early 2017, TPL and 

MCM appealed both the district court’s 

ruling and the fees award to the US Court 

of Appeals for the Federal Circuit. In 

April 2018, however, the Federal Circuit 

affirmed both the district court’s noninfringement 

determination and its award 

of attorneys’ fees, and the plaintiffs chose 

not to appeal the affirmance to the 

Supreme Court, resulting in an across-theboard 

victory for Canon. The Federal 

Circuit’s decision marks the end of a sixyear 

litigation, during which Canon 

states it successfully defended its 

products at nearly every level of the US 

judicial system. 

Meanwhile, both GPI and Color 

Imaging have issued statements in 

response to the settlement of their 

respective lawsuit with Canon (see last 

issue). In June last year, Canon was 

awarded $4.5 million (€4.02 million) in 

damages after a jury found that GPI and 

Color Imaging had infringed the OEM’s 

patent for a toner bottle design. 

However, the case, which originally 

began in 2015, did not end there, with both 

companies opting to move a Motion for 

Judgement as a Matter of Law, New Trial 

and Remittitur in the U.S. District Court 

for the Northern Division of Georgia, 

Atlanta Division; the motion was 

subsequently denied. 

In February, Canon was granted a 

permanent injunction and 20 percent 

enhancement of damages. GPI responded 

by vowing to continue its legal battle 

against the OEM, but six months later, the 

case has finally come to a close, with both 

parties reaching a settlement. 

“Canon and Color Imaging, Inc. have 

agreed to resolve their pending lawsuit in 

the U.S. District Court for the Northern 

District of Georgia regarding Color 

Imaging’s alleged infringement of 

Canon’s U.S. Patent No. 7,647,012,” read a 

company statement. “To resolve the 

lawsuit, Color Imaging will stipulate to a 

consent judgment and permanent 

injunction that prohibits it from making, 

importing, using, selling, and offering for 

sale the toner bottle products that Canon 

accused of infringement.” 

GPI released a near-identical statement 

of its own, adding that “as part of the 

resolution, GPI also agreed to pay Canon 

an undisclosed amount.” 

6 THE RECYCLER • ISSUE 311 • OCTOBER 2018

You can contact The Recycler via Twitter at @RecyclerMedia 

WORLD FOCUS 

EUROPE WEEE, WEEELogic, Open Scope 

The implications of Open Scope WEEE 

On August the 15th, products covered by the WEEE directive moved from a closed scope to an open scope; but what does 

this mean, and what will it mean for producers? 

In a new post by WEEELogic, the company 

considers the impact and implications of 

the shift to an open scope, attempting to 

answer many of the questions raised 

by this change. 

Since 2006, material and products 

covered under the WEEE legislation was 

defined in 10 categories, with the 

accompanying degree of interpretation 

meaning some companies were able to 

consider their products outside of the scope. 

Now, under the new revisions to the 

WEEE categories, only certain defined 

products are excepted: Equipment 

“necessary to protect the essential security 

interests of Member States” – such as arms, 

munitions, and other war material; 

equipment designed to be sent into space; 

large-scale stationary industrial tool; 

filament bulbs; and equipment specifically 

designed and installed as part of another 

type of equipment that is excluded from or 

does not fall within the scope of the WEEE 

Directive, which can fulfil its function only 

if it is part of that equipment. 

Also specifically excluded are large-scale 

fixed installations (except equipment not 

specifically designed and installed as part of 

those installations); means of transport for 

people or goods, except electric two-wheel 

vehicles; non-road mobile machinery for 

professional use; equipment designed 

solely for research and development 

purposes in a business-to-business context; 

and active implantable medical devices and 

in vitro diagnostic medical devices (where 

such devices are expected to be infective 

prior to end of life.) 

As a result of the shift to open scope, all 

EEE products are now considered within 

the scope unless covered by one or more of 

the above exclusions. 

WEEELogic’s post attempts to answer the 

questions that these changes raise, such as 

what happens to existing producers who are 

currently compliant. WEEELogic imparts 

that there will be “no change for the 

present,” although that a “change of 

product categorisation will be required” 

eventually. 

It adds that producers who previously 

considered their products as outside of 

the scope “will need to reassess to see 

if their products now fall under open 

scope,” and that kits composed of several 

items of equipment will now fall under the 

open scope. 

Further advice concerns spare parts 

and components, as it explains that 

“motherboards, graphic boards, electrical 

and electronic components sold 

individually to replace a similar product” 

are included in the open scope, “unless 

contrary advice is in place from the local 

authority.” 

The biggest change for producers is likely 

to be the changes in product categorisation, 

and they may need to modify the category of 

WEEE reported at the time of placing 

products on the market. 

If producers had previously considered 

products outside of the scope because they 

didn’t fit with one of the defined categories, 

they must now revise that, unless a clear 

case can be made for their exclusion. 

The announcement of the six new 

categories was first made last September, 

with the new categories coming in defined 

as: Heat exchange equipment; screens, 

monitors, and equipment containing 

screens with a surface area of more than 

100 cm2; lamps; large equipment (“any 

external dimension greater than 50cm”), 

including household appliances, IT and 

telecommunication equipment, musical 

equipment, electrical tools, toys, leisure and 

sports equipment, medical devices, 

monitoring and control instruments, and 

equipment for the generation of electric 

currents; small equipment (“no external 

dimension greater than 50cm”), including 

the same examples as above; and small IT 

and telecommunications equipment. 

At a national level, Member States will be 

required to adapt their national WEEE 

OPEN SCOPE registries, to reflect the new 

categories, and the change to open scope 

itself. It will come into effect on the 15th of 

August, with the exception of the Czech 

Republic, Estonia, Ireland, Sweden, and 

the United Kingdom, when it will instead 

be January 2019, and Cyprus, Latvia, 

Lithuania, Malta, Portugal, Romania, and 

Slovakia, where the dates for adoption and 

registration deadlines have yet to be 

disclosed. 

French authorities have made the 

decision to “integrate consumer cartridges 

within the current category 3 of the directive 

[…] although professional cartridges will be 

classified in a new specific category”. 

As a result, cartridge producers will need 

to decide whether their cartridges are 

Consumer or Professional “based on the 

type of hardware”; and if this is not 

“sufficient”, they must then “use further 

relevant criteria such as type of selling 

contract, yield, etc., enabling them to justify 

their choice.” 


7

WORLD FOCUS 

EUROPE Stiftung Warentest, 

Cartridges, Consumers 

It’s official: 

European 

products, big 

on quality, low 

on price 

Stiftung Warentest, the German 

consumer test magazine ran tests 

on alternative cartridges versus 

OEM products, and the results make 

pleasing reading for 

remanufacturers. 

The key result 

established by the 

magazine was that 

customers can save on 

cost without sacrificing 

quality, after positive 

showings for third 

party cartridges tested, 

including those from Peach, KMP, 

Armor and others. 

OEM cartridges tested included 

products from Brother, Canon, Epson, 

and HP; they were pitted against the 

aftermarket cartridges in categories 

including cost, cost savings, quality, 

print quality, and handling. 

The magazine found that “sometimes, 

the foreign cartridges are just as good as 

the original ink,” and that “there are 

often good alternatives to the original 

cartridges, where users sometimes have 

to pay up to 80 percent less.” 

Furthermore, it stipulated that for 

Brother printers, alternatives from 

Agfaphoto and Peach were the best 

recommendation, whilst cartridges 

from Armor and Edding were “the best 

alternatives” for a Canon device. For 

Epson printers, meanwhile, “the best 

quality replacement cartridges come 

from KMP, which costs up to 40 

percent less.” 

Responding to the findings, KMP 

itself declared that its cartridges were 

“the perfect alternative”, particularly to 

the HP 302XL, and highlighted that 

users can get comparable quality to the 

original at 50 percent of the price. 

You can read the full report by 

Stiftung Warentest by going to 

www.test.de. 

ASIA Jadi, Business, Sale 

Jadi Imaging jettisons 

Chinese unit 

IR Italiana Riprografia 

acquires gebos 

The Italian company has taken over Bensheim-based gebos GmbH, following 

a long period of cooperation. 

The capital-based alliance comes after 

many years of “intensive and confident 

cooperation” between the two companies, 

and is effective as of July. 

gebos has been serving retailers with both 

original and compatible consumable 

products for more than a quarter of a 

century, with a particular focus in Germany 

and France. 

IR Italiana Riprografia is the mother 

company of a leading European group 

in the field of original, compatible and 

remanufactured consumables and spare 

parts for copiers, fax machines, printers and 

multimedia accessories. The company is 

active in almost all European countries and 

has its own subsidiaries in Spain and 

Germany. 

According to IR Italiana Riprografia, 

“gebos represents an ideal bridgehead in the 

German market, especially since gebos is 

regarded as a powerful and reliable partner 

of the specialised trade.” 

It added that as a result of the takeover, 

“gebos customers will be able to benefit from 

Subscribe to The Recycler at www.therecycler.com/subscribe 

The Malaysian company is set to dispose of its loss-making Chinese subsidiary 

Jadi Suzhou for RM20.3 million ($4.95 million/€4.34 million). 

The disposal will include land measuring 

191,502 square feet in Suzhou, China, and 

The Edge Markets forecasts that it will earn 

RM8.89 million ($2.16 million/€1.9 million) 

for Jadi. 

The company has said that the disposal 

will allow it to “deconsolidate a loss-making 

business entity” and is part of a wider 

strategy to focus particularly on the 

manufacture and sale of resin toners. 

“This will enable the group to better utilise 

its resources to generate profit and at the 

same time, eliminate further potential losses 

which might be incurred by Jadi Suzhou,” 

said Jadi in its filing. “The property’s 

divestiture will also allow the group to 

unlock and realise the value of the property 

and provide it with the additional resources 

to invest and grow its existing businesses.” 

Jadi also revealed that proceeds from the 

EUROPE IR Italiana Riprografia, Business, Partnerships 

sale would contribute to capital expenditure 

for the production of chemically-produced 

toner and working capital. 

Two Chinese nationals, Xue Chengcai and 

Xu Xuehua, have entered into a conditional 

share sale agreement with Jadi. 

“Barring any unforeseen circumstances, 

the proposed disposal is expected to be 

completed in the third quarter of 2018,” the 

company added. 

In the last financial year, Jadi Suzhou 

recorded losses of ¥2.11 million 

($306,538/€269,235), on revenue of ¥14.7 

million ($2.13 million/€1.87 million). 

a much broader range of products and 

availability. This applies in particular to the 

supply of high-quality compatible products, 

which are produced by IR on their own and 

partly marketed under the brand name 

Graphicjet.” 

The IR group already boasts an active 

branch office in the German market, IR 

Deutschland GmbH. In the short term, the 

two companies will continue to work 

independently with their own customers, 

with Gerhard Bayer remaining the 

Managing Director of gebos. In the future, 

the two will be merged into one unique 

company, with the aim of providing to the 

customers “a more efficient and profitable 

business proposal.” 


Search for The Recycler on Facebook for more news and industry coverage 

WORLD FOCUS 

EUROPE Oil Supply, Plastics, Research 

Oil supply vulnerable: What it 

means for remanufacturing 

New research from ESCP Europe points to increasing uncertainty in the world’s 

oil supply – with a knock-on effect for industries across the planet. 

The vulnerable position that the oil 

industry now finds itself in has come 

about via several factors; political 

instability across the Middle East 

undoubtedly impacts, as does the 

targeting of ships and tankers by 

insurgent rebel groups. 

“The recent attack on two oil tankers 

each carrying one million barrels of oil 

in the Strait of Bab al-Mandeb at the 

southern tip of Yemen and Saudi 

Arabia’s suspension of some oil 

shipments, have demonstrated just how 

easy it is to disrupt global oil traffic,” 

opined Mamdouh G. Salameh, 

Professor of Energy Economics at ESCP 

Europe Business School, London, and 

an oil and energy consultant for the 

World Bank. “The four key world 

chokepoints of oil, including the Straits 

of Hormuz, Bab al-Mandeb, Malacca 

and the Suez Canal account for twothirds 

of global oil trade traffic, with 

over forty-four million barrels of oil 

travelling through these chokepoints 

every day.” 

Salameh explained that such fragility 

within the oil trade will send prices rising 

around the globe, which will hit 

consumers hard, as they face paying even 

more for their petrol. 

“Any hint of a potential outage at these 

chokepoints can add a few dollars per 

barrel as a risk premium,” Salameh 

continued. “This is extremely worrying 

considering Iran have just threatened to 

close the entire Strait of Hormuz as a 

result of US sanctions, a closure like this 

could send oil prices far above $150 

(€132) a barrel.” 

But it’s not just at the fuel pump that 

such instability will bite. The reliance of 

oil in the manufacturing of plastics will 

mean a vast array of everyday goods will 

see their prices rise, and – potentially – 

their availability tumble. 

One such strand of goods is ink 

cartridges, which have a high percentage 

of plastic, and which could become a lot 

more expensive if ESCP Europe’s 

research is borne out. 

The new research follows news from 

earlier this week that OPEC – the 

Organisation of the Petroleum Exporting 

Countries – has forecast lower demand 

for crude oil, with Saudi Arabia beginning 

to cut back on production in order to 

avoid oversupply, according to Reuters. 

As the automobile industry moves 

away from diesel cars (driven no doubt by 

their impending illegality in multiple 

European cities and nations), this could 

see production fall further, with the effect 

of prices rising even higher as demand 

begins to outstrip supply. 

Speaking at this year’s ETIRA General 

Assembly in Budapest, President David 

Connett predicted that over the coming 

decades, oil prices – and with them, 

plastic prices – will rise to the extent that 

new technology will be developed to 

retrieve previously-discarded plastic from 

landfill sites. 

Discussing the new research, Connett 

told The Recycler: “As the cost of oil rises 

so will the cost of new cartridges 

whose manufacturing is oil and 

energy intensive. As the price of new, 

single use, cartridge increases, it makes 

reused or remanufactured cartridges a 

cost and environmentally safe alternative 

because reused and remanufactured 

cartridges consume considerable less oil 

and energy.” 


9

WORLD FOCUS 


GLOBAL HP, Firmware, Updates 

HP’s firmware upgrades cause concern 

The OEM has issued its latest firmware upgrade, timed to coincide with the release of updated cartridges, with a further 

two firmware patches following in an attempt to remedy a newly-discovered bug. 

The Recycler learnt that HP updated its 

firmware for Officejet printers which use 

the 905 and 955 series cartridges, with the 

timing of this coinciding with HP’s recent 

upgrading of a plethora of its ink cartridges, 

which began last April. The 63, 65, 123, 302, 

304, 652, 664, 680, and 803 ink cartridges 

have all received an upgrade, yet the 

cartridge numbers remain the same as the 

pre-upgrade versions, causing potentially 

huge confusion. 

The OEM also announced that any 

cartridges manufactured before April last 

year may now not be compatible with the 

HP Deskjet 2600 series, HP Deskjet Ink 

Advantage 2600, 5000 and 5200 series, 

HP Envy 5000 series, or HP Officejet 5200 

series printers manufactured after May the 

1st, 2018, although the new cartridges will 

work with both old and new printers. 

This will potentially lock out any 

aftermarket cartridges that fall into the ‘old’ 

category, with the confusion added to by 

HP’s decision to retain the same index 

numbers for the new cartridges as they did 

on the old ones. The OEM’s guidance in 

finding out if cartridges are the updated 

model, or the old model with the same 

EUROPE Turbon, Financials, Business 

Turbon AG has released details of an 

adjustment to its financial forecast for 

2018, which is being submitted to the 

company’s Supervisory Board today. 

The original sales forecast was between 

€82 million ($93.3 million) and €93 

million ($105.8 million), with €12-13 

million ($13.6-$14.7 million) attributed to 

Turbon Electric and €70-80 million 

($79.6-$91 million) attributed to the 

Turbon printing segment. While sales 

development for Turbon Electric “is 

fully on schedule”, the company has 

announced that the forecast for the 

Turbon printing segment is now €65 

million ($73.9 million), due to a reduction 

in the planned turnover of Turbon’s laser 

cartridge business. 

As a result, the company is “reducing 

the sales forecast for the entire group at 

about €77 million ($87.6 million)”. 

number, is to look for a line above the list of 

compatible printers on the side of the 

cartridge’s packaging, with the line 

signifying the updated cartridges. 

Similarly, you can check the Warranty 

End date printed on the cartridge itself 

against a list on HP’s website, to determine 

the status of the cartridge. 

Shortly after this firmware upgrade, HP 

released two further firmware patches, as it 

announced that as many as 150 models of 

printer could be affected by a new bug. 

According to the company, “two security 

vulnerabilities have been identified with 

certain HP Inkjet printers. A maliciously 

crafted file sent to an affected device can 

cause a stack or static buffer overflow, 

which could allow remote code execution.” 

The bugs are classed as “critical” and 

have the capacity to allow remote code 

execution. 

Turbon AG went on to explain that in 

the Turbon Electric segment, “we are now 

planning to exceed the original forecast 

[…] before tax of more than €1 million 

($1.1 million)”, whereas for the printing 

segment, the company forecasts a loss in 

earnings before tax of €2.5 million 

($2.8 million). 

The reason the company has 

provided for this adjusted forecast is 

the “high losses in the business with 

laser cartridges”. 

Turbon AG has announced the 

The bug is affecting a wide range of HP 

models, including the Pagewide Pro series, 

the DesignJet series, the Officejet, Deskjet, 

and Envy series. A complete list of more 

than 150 affected models is available 

from HP. 

In response to the bug, the OEM issued 

two remedial firmware update patches, 

available from its Software and Drivers 

page. The unfortunate news came only days 

after HP launched its “bug bounty” drive, 

offering hackers up to $10,000 (€8,566) to 

detect security bugs and vulnerabilities in 

its products. The OEM explained that the 

initiative was as part of its commitment to 

“deliver the world’s most secure printers.” 

These developments will worry 

remanufacturers and other aftermarket 

businesses, who will suffer the doublepronged 

attack of upgraded cartridges and a 

new firmware barrier. As recently as the end 

of June, the OEM released a firmware 

upgrade for its M602 and M4555 series of 

printers, whilst earlier this year, HP 

Australia was forced to compensate 

customers who had suffered as a result of 

its firmware updates designed to block the 

use of third party cartridges. 

Turbon announces losses 

Following the company’s announcement in April that its consolidated sales for 2017 were down by €7.4 million ($8.95 

million), Turbon has now revealed it expects a 2018 FY loss of another €7 million ($7.9 million). 

measures it plans to take to counteract 

these losses; these include the disposal of 

both long-term and short-term assets, 

“including the sale of loss-making 

business units”. 

Turbon says the measures and forecast 

losses are “no negative” and assures that 

the repayment of its bank debt “can be 

continued as planned and reported”, 

adding that its existing debt for the 

Turbon printing sector “remains 

absolute priority”. 

Following the sale of its investment 

property in Meerbusch, Turbon explained 

that it had reduced its debt by €5.3 million 

($6 million), leaving the remaining debt 

for its laser cartridge business at €4.7 

million ($5.3 million). 

The company concluded that it would 

submit its final half-yearly report by 30 

September 2018. 



WORLD FOCUS 

EUROPE 

HYB, Refill, Zeus Toner 

HYB reveals new Italian distributor 

The Chinese company has announced the signing of an agreement with a new exclusive distributor in Italy. 

As HYB explains, with the sales volume 

of HYB toners and photocopier cartridges 

sold in Europe and the United Kingdom 

reaching $16 million (€13.8 million) a 

year, the company has signed a deal with 

a new European distributor. 

In April 2018 HYB signed a 

distribution agreement in Italy with Refill 

Srl as sole distributor for the HYB and 

ZEUS toner brands on the Italian market. 

Refill is a brand of cartridges and 

printer inks. Present on the market for 

print consumables for over 20 years, 

Refill features in their product catalog the 

entire range of photocopier consumables 

from OEMs such as Ricoh, Kyocera, 

Konica Minolta, Olivetti and more. 

Introducing HYB products into the 

Italian market, this new partnership 

between Refill and HYB means that 

European customers looking for HYB 

products will have the possibility to access 

immediate stock in Italy. 

In 2016 HYB announced its first 

distributor (Daily Print) in the Republic of 

Lithuania and their turnover 

subsequently grew by 43 percent in 2017. 

In January 2018 Daily Print was present 

at Paperworld in Frankfurt as an exhibitor 

and HYB officially shared their database 

of European customers, to enable greater 

shipping speed and availability of stocks 

in Europe. 

As well as this new distributor 

agreement with Refill, HYB has also 

made other breakthroughs so far this 

year, forming a strategic partnership with 

HG, and being awarded the 10-Ring 

Labels certification from the Chinese 

Ministry of Environmental Protection. In 

addition, at the end of July this year the 

company attended a South African office 

consumables seminar to promote its 

products in the region, joining forces 

with its Johannesburg-based distributor. 

ASIA CET, Q2, Acquisitions 

CET Group acquires Q2 

The Chinese company has purchased the North American office imaging parts and supplies provider as it continues 

its expansion. 

The acquisition formalises what Q2 calls 

“an already strong business relationship” 

between it and CET. As well as 

strengthening CET’s market presence in 

North America, the acquisition allows Q2 

to take “full advantage” of its new parent 

company’s manufacturing capabilities, 

which will in turn provide Q2’s customer 

base with “more and unique and complex 

products.” 

A statement concerning the acquisition 

announced: “CET and Q2 share the 

primary goal of providing high quality 

compatible products to improve their 

customer’s profitability.” 

“One way to grow is to join forces with a 

bigger and stronger organization,” 

declared Joe Steinberg, partner and cofounder 

of Q2. “Q2 has had a close 

working relationship with CET for many 

years. We like how CET operates, the 

investments they are making, and the 

direction they are going. We are very 

excited to join the CET team and are 

confident that our united forces will 

benefit our customers.” 

The purchase represents the latest stage 

of CET Group’s expansion plans, which 

also included its new industrial facility in 

Hebei Province, China, which was 

announced earlier this year and is 

scheduled to be completed imminently. 


11

AROUND THE INDUSTRY 


GLOBAL Static Control, Website, Business 

New faces at expanding SCC 

Static Control, the largest manufacturer of aftermarket imaging systems and components, has welcomed John Young and 

Jerry Zhang to the company as its new Global Information Officer and Chief Financial Officer respectively. 

Young boasts more than a decade of 

experience in leading transformation 

projects with Fortune 500 companies, and 

joins Static Control after serving as IT 

Director at Circle K/Couche-Tard, a 

multinational operator of more than 

15,000 convenience stores. During his 

time there, he created an IT strategy that 

helped Circle K/Couche-Tard expand its 

operating footprint in North America and 

across the globe. In his spare time, Young 

enjoys such hobbies as water skiing and 

offshore sailing, as well as spending time 

with his family. 

Meanwhile, Zhang has held key 

positions at numerous companies, 

including Honeywell and IBM. His most 

recent position was as Financial Controller 

at Faiveley Transport, a global supplier of 

integrated systems for the railway industry. 

He earned an MBA with a concentration in 

finance from Thunderbird School of 

Global Management at Arizona State 

University, along with holding a Master of 

Economics degree from the University of 

International Business and Economics in 

Beijing, China. 

“Now is an exciting time to be with Static 

Control,” declared Bill Swartz, President of 

Static Control. “As our cartridge business 

grows, it is essential to make sure our 

framework is built on the firmest 

foundation, from nuts to bolts.” 

“John will help us implement the most 

recent technological advances to our 

systems,” Swartz went on, adding that 

“Jerry’s strength in implementing new 

systems will make him a great asset to 

Static Control. His experience with global 

manufacturers has given him a unique 

Jerry Zhang and John Young 

perspective of the best business practices 

around the world.” 

Young himself said: “Static Control is in 

a transitional phase right now, and I feel 

comfortable in the midst of change. As the 

company moves with new initiatives, I 

look forward to standardising our 

operations and leveraging technology to 

make both our employees and customers 

have an easier experience.” 

“I’m excited to be a part of this team,” 

declared Zhang. “Static Control has been a 

successful business for more than 30 

years, and is continually pushing to be at 

the forefront of the industry. This is a 

unique opportunity to help bring all our 

systems into the most current practices.” 

It wasn’t only in workforce that Static 

Control was expanding this month, 

however, with the company also celebrating 

the opening of a new sales office and 

distribution centre in Mexico City. 

According to Static, this new office “will 

focus on providing quality laser and ink jet 

cartridges, dedicated customer support 

and fast delivery to customers throughout 

Mexico.” 

“We have listened to our customers that 

were demanding our premium line of 

cartridges, and we needed to have a 

centralised office and local inventory to best 

support their needs,” said Hector Aguirre, 

General Manager for Static Control Mexico. 

“Finally, we are able to offer our highperformance 

laser and ink jet cartridges on 

a regional basis while providing our awardwinning 

customer service.” 

Online, too, Static has been reaching 

out, with the news that its website is now 

available in eight languages: Spanish, 

French, German, Italian, Portuguese, 

Polish, Russian, and Turkish. 

“Static Control has been very proud of 

our global presence,” explained Erwin 

Pijpers, the company’s Senior Vice 

President of Global Sales. “We knew that 

as we continue to grow our cartridge 

business, we would need to be able to 

reach customers around the world in a 

language they understood.” 

The website translation project was led 

by MotionPoint, a leader in technology 

and services for website translation, 

localisation and optimisation. 

“Many B2B businesses have been slow 

to transform their digital experiences,” 

said Craig Witt, Executive Vice President 

at MotionPoint. “Static Control’s 

commitment to the unique needs of its 

customers, prospects and partners 

positions it to build stronger, more 

trusting relationships all over the world.” 

Static Control’s multilingual website can 

be found at www.scc-inc.com, whilst its 

new Mexican outlet can be reached at 

Static Control Components Mexico S.A. de 

C.V., Calle Laguna Terminos #221 Interior 

301 torre A, Anahuac I seccion Miguel 

Hidalgo Ciudad de Mexico, Mexico. 

ASIA Apex, Website, Business 

Apex unveils new website 

The company has launched the new and revamped version of its digital presence. 

The new-look site boasts a responsive 

design, ensuring it is mobile-friendly and 

will operate effectively across multiple 

devices and screen-sizes. 

Amongst the new offerings on the 

website include the option to ascertain 

your firmware status and how to prevent 

chip blockage through firmware upgrades, 

and a brand new Video Centre, compiling 

all of the company’s myriad support films 

in one location. 

As well as these, the website also boasts 

intense product information, company 

news, recruitment opportunities and 

details of the company’s global network of 

dealers for its Unismart Resetting System. 

You can explore the new-look website for 

yourself, by going to www.apecmic.com. 




EUROPE ECS, Awards, Business 

ECS wins prestigious award 

United Kingdom-based Effective Consumables Solutions has been named Best 

UK Cartridge Recycling Specialist at the Business Innovator Awards 2018. 

The South Yorkshire-based remanufacturer 

is responsible for recycling service The 

Greener Side, which processes and 

remanufacturers over half a million toner 

cartridges every single year. 

The company said that their awardwinning 

recycling scheme is key to their 

success, while being at the forefront of the 

campaign to reduce, reuse and recycle all 

waste and helping to transform the 

industry’s credentials. 

“Our recycling service is the best in the 

UK,” explained Director Chris Fink. “We 

recycle and remanufacture all of our 

cartridges here in the UK, which is what 

sets us apart from other recyclers. There’s 

little to no waste, almost everything 

maintains its’ value, and importantly, 

everything stays here in the UK. We already 

take pride in being the number one recycler 

within the UK, and this award is yet another 

step in the right direction.” 

“It’s great to be recognised for the work 

that we put in, and it will certainly motivate 

us to do more,” added Recycling Co- 

Ordinator Adrian Lovatt. “Half a million 

cartridges a year is nothing to be laughed at, 

however, roughly 65 million new cartridges 

are made and sold every single year, while 

85% of them are likely to be sent to a 

landfill, whether it’s in this country or 

abroad.” 

The remanufacturer and recycler insisted 

that tackling the current plastic problem 

and achieving a circular economy are their 

main priorities. The Greener Side has 

helped the company to take steps towards 

accomplishing both of these goals. 

GLOBAL KMP, Investment, Business 

KMP announces Chinese 

investment 

The German company has revealed that KMP shareholders have acquired a 

49 percent ownership stake in Shenzhen Tec-Motion Technology Co., Ltd. 

According to KMP, the Chinese company 

develops and produces electronic fittings 

for many fields of application, including 

power adapters for mobile devices and 

fitness equipment as well as sensors for 

health and environment monitoring. 

KMP explains that it will integrate part of 

Tec-Motion’s products into its own range of 

goods and have them manufacture articles 

developed by KMP as well. 

Tec-Motion started its business in 2015. 

KMP says it will distribute Tec-Motion’s 

private label products in Europe and offer 

high-quality customer service for them. At 

the IFA trade fair in Berlin, which takes 

place from 31st August – 5th September 

2018, both companies will present their 

consolidated expertise to the general public. 

There was more celebratory news for the 

company this month, as it congratulated 

Mahmut Demirkaya for ten years of service. 

Demirkaya joined KMP on the 1st of 

August 2008, and has made multiple 

achievements as a developer of monochrome 

toner, according to the company. 

His double-figures milestone was 

marked with the presentation of a gift from 

Jan-Michael Sieg, Werner Watzinger, and 

Jürgen Baur. 

“All of your colleagues congratulate you 

on this milestone,” KMP told Demirkaya, 

“and thank you for continuing to work with 

us for many months to come!” 


13



GLOBAL Katun, Business, Anniversaries 

New VP for 

Katun NA 

Katun Corporation 

has announced that 

Ronald Petrucci has 

been appointed Vice 

President of the 

Katun North 

America Office 

Equipment Channel. 

Petrucci has previously held several 

executive sales and marketing positions 

throughout his career in the imaging 

industry, most recently as Senior Vice 

President Business Development at 

Clover Imaging Group. In his new role at 

Katun, he will have oversight and direct 

responsibility for all North America 

Office Equipment Channel operations. 

“We are very excited to have Ron join 

Katun’s management team,” said Katun 

President and CEO, Bob Moore. “He is 

an extremely knowledgeable, hardworking 

individual with decades of 

experience in every facet of the imaging 

industry and a proven track record in 

increasing revenue and organisational 

profitability. We’re expecting great things 

from Ron and are confident he will lead 

our North America Business Unit team 

to even greater success in growth, 

productivity and profitability.” 

“Katun is an established, highlyregarded 

name in the BTA channel and I 

look forward to accelerating our growth,” 

added Petrucci himself. 

Petrucci has held top executive 

positions in many of the imaging 

industry’s top organisations, including 

Panasonic Office Imaging, Kyocera Mita 

and Danka. In addition to 25 years of 

industry experience, he holds a Master of 

Business Administration degree in 

Marketing from Arizona State University. 

One of Petrucci’s new colleagues, 

Logistics Specialists, Deborah de Visser- 

Zwang, has just celebrated her halfdecade 

with the company. To mark the 

five-year milestone, de Visser-Zwang was 

presented with a bunch of flowers and a 

framed letter of congratulations by the 

company. 

“Time flies…” de Visser-Zwang wrote, 

remarking on the anniversary on her 

LinkedIn page. 

ASIA Print-Rite, Business, Events 

Print-Rite announces 

interactive seminar 

The Chinese company has also revealed plans for a gala dinner later this year, 

while Print-Rite Europe’s Jo Skelton has been celebrating a Champagne Moment. 

Print-Rite declared that it will hold its own 

interactive seminar in October, where it 

will inform attendees about its latest 

innovations, and demonstrate “how you 

can become more profitable in the future.” 

Guest speakers will deliver information 

on how your business can survive and 

prosper, as well as on “how Print-Rite can 

be the best partner to achieve your 

business goals, by not doing the same old 

thing over and over again expecting 

different results.” 

A company statement added that “the 

industry is not changing - it’s changed.” 

The seminar will also allow attendees to 

“learn about the new third choice, learn 

about the IP from the expert lawyers, see a 

vision for the future of your business, and 

find out how to partner with Print-Rite.” 

Registration for the event is officially 

open, and what’s more, any interested 

party registering now is in with a chance of 

winning a drone at the seminar in October. 

In the same month, Print-Rite will also 

EUROPE 

Delacamp, Website, Business 

The new website is mobile-friendly and 

responsive, ensuring it can work across a 

variety of devices and sizes. 

Features include a company profile 

and explanation of its philosophy, as 

well as a wealth of technical support 

and information. 

There is also an array of company and 

products news, and an online shop 

stocking Delacamp’s products. 

“As the market leader for quality 

host a gala dinner, continuing its annual 

tradition. 

In other news for the company this 

month, Print-Rite Europe’s HY Manager 

and Executive Assistant to the CEO, Jo 

Skelton, has been named as the July 

winner of the company’s Champagne 

Moment, the successor to the Employee of 

the Month Award. 

Skelton was honoured due to the 

successful completion of her BTEC Level 3 

Diploma in Management. 

Delacamp unveils new-look 

website 

The company’s online presence has been upgraded with a brand-new website. 

products needed for the refurbishing of 

laser printer cartridges, we are well 

known in our industry,” Delacamp CEO 

Volker Kappius said. “We invest more 

money in quality and service than in 

marketing and our website. But with the 

changes in the use of mobile devices and 

GDPR, we decided to finally upgrade our 

website.” 

To view the new website for yourself, go 

to www.delacamp.com. 




IMEA ITDL, Business, Financials 

Growth-filled 

Q1 for ITDL 

Indian Toners & Developers Ltd., 

the manufacturer and exporter of 

compatible toners, has released 

its results for Q1 2018, ended 

June the 30th. 

It was positive 

news for ITDL, 

with the results 

showing a growth 

of 23 percent in 

revenue, and a 

substantial 63 

percent growth in profit after tax. 

The company also witnessed a 53 

percent growth in its EBITDA, with 

445bps improvement in the EBITDA 

margin. 

Sushil Jain, ITDL’s Chairman and 

Managing Director, reflected on the 

results, saying: “We have seen good 

traction across our key markets. We are 

confident to continue to grow and 

strengthen our brands and customer 

relationships in India as well as 

International markets. Q1 FY19 saw a 

slew of launches from our stable in the 

International markets which will put us 

in a commanding position in India as 

well going forward.” 

Jain added: “We continue to take 

measures to increase efficiency in our 

manufacturing by focusing on better 

control in supply chain and managing 

other key costs. With our strong R&D 

team, we will continue to expand and 

improve our product range to meet the 

ever-emerging needs of the market. We 

continue to focus on expanding our 

footprint in Branded Product Segments 

through expansion of our Brands like 

Supremo, Formula-L and Racer.” 

Recently, ITDL has launched 

compatible toners for use in various 

OEM machines, including those by HP, 

Samsung, Canon, Konica Minolta, 

Sharp, Xerox, Ricoh, and Brother. 

“With these launches we continue to 

strengthen our relationship with our 

customers,” said the company. “More 

importantly, as these compatible toners 

get launched in Indian markets, we 

expect to gain significantly due to the 

lowest turnaround time in making these 

toners available to Indian markets.” 

16 

EUROPE Trade Copiers, Testing, Business 

Trade Copiers’ new testing area 

The Cumbrian company has inaugurated its new machine testing area, whilst 

reaching an impressive export milestone. 

With an eye on the current concern for 

data security, including new GDPR 

legislation, the British company had 

invested in three new data erasure 

systems, to securely erase HDDs. The 

systems, a Logicube Omniclone 10Xi and 

ZX-Tower System, and a Blancco e800, 

can be configured to wipe all data on 

HDDs to recognised standards, including 

the UK National Cyber Security Centre 

HMG Infosec Standard No. 5. 

Dik Stoddart, who oversees all machine 

processing operations, explained: “With 

the new dedicated testing and data wiping 

bays set up, we can process many more 

machines a day, and give our customers a 

complete and trackable audit trail for each 

HDD, giving them the confidence to 

continue to use Trade Copiers.” 

Last month, Trade Copiers’ export 

department sent off six 40’ containers in a 

week, breaking “the magic 1,000” export 

milestone for a five-day period. 

“Breaking the 1,000 machines exported 

in a week barrier has been something my 

team and I have had our sights on for a 

long time now and I can tell you that it is 

no mean feat,” Export Manager Ashley 

McCall said. “It feels great though, and it’s 

a testament to the recent investment in the 

loading area and warehouse that’s allowed 

this achievement.” 

ASIA Zhono, Seminars, Events 

Zhono announces 

Thailand seminar 

The Office Consumables Seminar will take 

place in Bangkok across the 18th and 19th 

of September, at the Ramada Plaza 

Bangkok Menam Riverside, and is free 

entry to all. 

The event will focus on everything from 

toner cartridges and chips to OPC drums, 

as well as equipment, accessories, and 

spare parts. 

It will also feature “more than 20 

Chinese well-known office consumables 

and spare parts manufacturers.” 

For more information, visit 

www.gzzhono.en.china.cn 

The company’s successful exports were 

celebrated again recently, as Trade Copiers 

was shortlisted in the Best Exporter 

category for the In-Cumbria Business 

Awards. The award recognises companies 

that have developed new markets beyond 

the United Kingdom, and which can 

demonstrate “significant export sales in 

relation to the size of the company, success 

in accessing markets outside the United 

Kingdom and trade growth through 

exports and the ability to sustain that 

growth.” 

Marketing Manager Stephen 

Brownsteele gave his thoughts on the 

nomination, declaring: “We face some 

tough competition this year in the form of 

Oxley Group who run a large and very tight 

export operation but I know how good we 

are here so I’m looking forward to the 

November awards.” 

The Guangzhou-based company has revealed details of a new event taking place 

in the Thai capital next month. 

THE RECYCLER • ISSUE 311 • OCTOBER 2018



EUROPE Nubeprint, MPS, Report 

MPS: new report reveals compliance issues 

Nubeprint has released its most recent MPS compliance report, which reveals that printers and copiers are still 

not capable of monitoring their own activity. 

Nubeprint has been publishing 

its MPS compliance reports 

since July 2011, “sharing with 

the industry its knowledge 

of monitoring output printing 

devices.” 

In this latest report, released 

last month, Nubeprint has 

explained that, as in 2011, 

printers and copiers are still 

not “self-sufficient” enough to 

monitor their own activity, with 

“many factors” having a “relevant 

impact”, causing a distortion that 

would prevent an MPS business 

from effectively managing its 

resources. 

Nubeprint explains that it has 

recently launched its own 

monitoring technology which is 

“external to a printer and can be 

distributed with the cartridge.” 

This technology allows users to 

“easily get information” about a 

variety of factors, including “volume 

printed, remaining printing capacity and 

actual performances of the cartridges”. 

In the introduction to its report, 

Nubeprint goes on to state that, “The longer 

the printer is kept, the higher is the impact 

of consumables in the total cost of 

ownership. For this reason it is more and 

more critical to analyse the effectiveness of 

the cartridges used to print.” 

It goes on to say that “The Nubeprint 

MPS Compliance Report should be of 

interest to value how complex it is to 

manage the install base of printers and 

copiers.” 

This particular edition of the report 

includes “special content”, offering a 

“thorough analysis” of the performance of 

ink cartridges in business ink MFP: HP 

PageWide and Epson WorkForce.” 

Nubeprint explains that the report’s 

analysis “focuses on the ability of the 

printer to provide sufficient data so that an 

advanced MPS technology can potentially 

drive the services.” The company goes on to 

say, “As shown in the Report, the MPS 

compliant ratio is used by Nubeprint to 

identify the weaknesses of each printer 

model in the environment of a managed 

print service contract, which is then 

improved by Nubeprint tools.” 

As with previous reports, 51 manufacturers’ 

products were incorporated in 

this edition. 65 percent of the products 

analysed were MFP, 30 percent were 

printers, 4 percent were LFP and 1 percent 

was ribbon. For the first time, Nubeprint 

also incorporated some new garment 

printers. Overall, the company explained, 

51 percent of the machines analysed are 

colour and 49 percent are monochrome. 

The report states that “Overall, the vast 

majority of the printer models in the market 

have a problem of compliance to MPS.” In 

most cases, “this is the result of the lack of 

relevant information that is needed for 

remote management.” 

Just 38 percent of printer models offer 

enough information and 1 percent “do not 

provide even the most basic data fields”. 

However, the “percentage of noncompliant 

models has continuously 

decreased since Nubeprint started to 

publish this Report in 2011, proving the 

effort of the device manufacturers to 

improve the remote connectivity for 

managing their printer and copiers.” 

Power Point Cartridges – A correction 

The Recycler would like to correct a typo that appeared in Issue 310 of our magazine. 

In our last issue, we featured an interview 

with Vishesh Nangia of India’s Power 

Point Cartridges, as part of our Inside 

Track series. 

Unfortunately, there was a typo on the 

front cover of the magazine, for which we 

would like to apologise to Mr. Nangia and 

Power Point. 

We can also confirm that the 

workforce of the Power Point team 

numbers more than 250 employees. 

To find out more, visit 

www.powerpointcart.com. 

Our proof-reader was shot at dawn this 

morning. 

18 




NORTH AMERICA LMI, Business, Expansion 

LMI accelerates expansion with new partnership 

LMI Solutions has announced that Turnspire Capital Partners has made a strategic investment in LMI. 

According to the company, this investment 

“further positions the Company for longterm 

success in the marketplace.” 

Turnspire is an investment firm with 

“substantial operational competencies 

and an extensive network of strategic 

resources”, LMI explains. 

The company goes on to say, “This 

new partnership will enable LMI to 

accelerate its expansion and investments 

in manufacturing high-quality products 

for its vast network of dealers in 

North America. In addition, the 

partnership further solidifies LMI’s 

position as the leading provider of MPS 

Infrastructure (tools, resources, software 

and solutions) enabling dealers to 

successfully sell and operationalise 

services-based selling models.” 

“We are very excited to partner with 

Turnspire, whose executive team shares 

our vision for customer service, product 

quality, and industry commitment,” said 

Gary Willert, CEO of LMI Solutions. “We 

believe it’s important for dealers to have a 

reliable, high-quality choice in the market 

and Turnspire’s investment reinforces 

LMI’s commitment to deliver solutions 

that support our customers’ growth and 

success in the Managed Print Services 

space. I am proud of what the LMI team 

has accomplished and look forward to 

working together to achieve our business 

objectives.” 

“We are impressed with the LMI 

leadership, which is driven to take the 

Company and its customers to the next 

level,” said Ilya Koffman, Managing 

Partner of Turnspire. “We are thrilled to 

be a part of bringing long-term stability 

to the Company and providing 

reliable, quality, and accessible products. 

Our objective is to exceed customer 

expectations by focusing our time and 

efforts on driving operational excellence 

at LMI.” 

LMI says it also expects that this strategic 

partnership will enable it to participate in 

the consolidation of the market over the 

coming months and years. 


19



EUROPE 

HP, Apogee, Acquisition 

HP in Apogee acquisition 

The OEM has announced the purchase of office equipment dealer Apogee Corporation, with the company’s UK channel boss 

emphasising the pulling together of HP and its subsidiaries, in pursuit of “the long-term goal.” 

HP describes its new purchase as “Europe’s 

largest independent provider of print, 

outsourced services, and document and 

process technology,” and explains that the 

acquisition “furthers HP’s plan to disrupt 

the $55 billion (€47.3 billion) A3 copier 

market.” 

It also will allow the OEM to continue 

building on its printing strategy, enhancing 

its A3 and A4 product portfolio, building 

differentiated solutions and tools to expand 

its Managed Print Services, and investing in 

its direct and indirect go-to-market 

capabilities. “This includes the selective 

acquisition of OEDs that provide access to 

increased profit pools from higher margin 

services,” the OEM explains. 

HP has been investing in the A3 business 

with strategic initiatives including the 

acquisition of Samsung’s printer business 

and the launch of a portfolio of superior A3 

and A4 multi-function printers based on 

unique IP and value-added services and 

solutions. The Apogee acquisition expands 

HP’s services portfolio in contractual office 

printing and MPS categories, where 

solutions are increasingly important for 

small and medium businesses. 

UK-based Apogee is described by HP as 

“a profitable and progressive OED with a 

proven track record of growth. The 

company brings strong capabilities in 

contractual printing services and solutions, 

an experienced leadership team and access 

to SMB and mid-market customers.” 

Enrique Lores, President of HP Imaging 

and Print, declared: “The Apogee 

acquisition extends HP’s print leadership 

by boldly leveraging the industry shift to 

contractual sales as we aggressively pursue 

the A3 office market. We’re augmenting our 

go-to-market and enhancing our ability to 

deliver the services necessary to win in the 

profitable contractual market. This deal 

complements our broader channel strategy 

and HP remains committed to building our 

business through our best-in-class partner 

programme.” 

Following the close, Apogee will operate 

as an independent subsidiary of HP, with a 

governing board comprised of HP and 

Apogee management. Apogee will have the 

same commercial relationship with HP as 

any other premium partner, with access to 

the same tools and partner programmes. 

Lores stipulated that Apogee would not 

be receiving preferential treatment, and his 

comments were echoed by HP’s UK 

channel boss Neil Sawyer, who confirmed 

that Apogee “will not be run by the UK HP 

team.” 

“The key thing for me is that Apogee will 

continue to operate as an independent 

subsidiary of HP and the reporting line for 

that business will sit outside the HP UK 

and Ireland operation for good reason,” 

Sawyer explained to CRN. “None of our 

partners receive preferential treatment, and 

in the same way that we manage all our 

partners regardless of product type, we have 

the same commercial relationships as any 

other partner and they will have the same 

access to tools and partner programmes 

that are offered today.” 

Sawyer continued: “It’s business as usual 

for all our partners. We have been speaking 

to a number of our managed print and IT 

reseller partners over the last couple of 

weeks and the feedback is positive. There is 

no change in terms of how we work 

together [with Apogee] on a day-to-day 

basis. They are independent and in terms of 

partner management they are an extremely 

important partner because they are 

Europe’s largest independent [print] 

reseller partner.” 

Sawyer also reiterated that HP would 

“continue to take the same approach as it 

does with its other partners” and “stressed 

that HP remains committed to working 

with other partners”. 

“From our point of view, as with every 

partner, we want them to sell as many HPbranded 

devices as possible,” he said. 

“That is our objective; we have a long-term 

goal to make sure that we capitalise on our 

heritage and success in the print market. 

What comes with that is partnerships that 

have lasted the test of time. We have 

invested in many partners to work 

together and grow our business jointly. 

The objective with Apogee and all our 

other partners is to make sure that we are 

competitive and compelling with their end 

customers so that they choose our 

brand overall.” 

The Apogee deal is expected to close by 

the end of 2018, pending regulatory review 

and other customary closing conditions. 

NORTHAMERICA PrintReleaf, Business, Multilingual 

PrintReleaf goes multilingual! 

The reforestation programme’s software and collateral literature is now available in six different languages. 

According to Print Action, PrintReleaf’s 

materials are now accessible in English, 

French, German, Italian, Spanish, 

and Portuguese. 

The company, which seeks to 

compensate for the environmental cost 

of printing, monitors its customers’ 

paper usage, and certifiably reforests 

the equivalent amount across the world 

in response. 

CEO and founder Jordan Darragh said of 

the news: “With our recent partnership with 

Xerox Managed Print Services, PrintReleaf 

is now available in more than 160 countries 

around the world, broadening our need for 

more diverse literature and software. Now, 

PrintReleaf is readily usable, not only by 

Xerox Managed Print Services customers, 

but by commercial and specialty printers 

virtually anywhere.” 

Customers can choose to “releaf” their 

printing at seven reforestation projects 

across the world, in Brazil, Mexico, India, 

Madagascar, Ireland, the Dominican 

Republic, and the USA. 



With 2019’s Paperworld trade 

show in Frankfurt just around the 

corner, it’s definitely time to start 

planning your own exhibition 

strategy. In this guide, The 

Recycler offers its own ten-point 

programme to make sure you 

have a successful show, and to 

help you get the most out of the 

myriad opportunities that such a 

vibrant trade show provides. 

Remanexpo at 

Paperworld 2019: 

26th – 29th January 

Since 1999, Remanexpo, and its 

predecessor REMAX, has been the 

premier location for networking, business 

opportunities, and debating the issues of 

the day for the international aftermarket 

and office imaging industries. 

In 2019, it is back once again as part of 

the Paperworld trade show at Messe 

Frankfurt, in Germany, and is set to feature 

as stellar a line-up of global exhibitors as 

ever. Paperworld 2018 welcomed more 

than 33,000 visitors through its doors, 

from nearly 150 countries across the 

planet, with 2019 on course to match that 

milestone, if not exceed it! 

This year, Remanexpo is on the move, 

as it says goodbye to Hall 6.0 and makes 

its new home in Hall 5.1. The new 

location is on the Via Mobile level, and is 

therefore directly linked to the main 

thoroughfare of foot traffic entering the 

exhibition grounds, making it easy for 

visitors to make the most of the show. 

As well as a rich variety of exhibitors 

from across the aftermarket, including 

remanu-facturers, collectors, suppliers, 

distributors, and many others, Remanexpo’s 

four-day programme will also 

once again include The Recycler Live 

Frankfurt Seminars, an unmissable and 

unparalleled opportunity to exchange 

ideas, knowledge, and information. The 

Recycler is now welcoming submissions 

of papers to be presented from across the 

industry – see page 30 for further details 

on how to submit. The seminars will take 

place in Hall 5.1’s Seminar Theatre, in 

the centre of the action, and is 

guaranteed to provide exhibitors and 

visitors alike with a wide range of 

inspiring topics, fresh ideas, and new 

perspectives. 

Ten Steps 

To Trade Show Success 

1 

2 

3 

4 

5 

6 

7 

8 

9 

10 

Step One: 

Before you get there – pre-show 

preparations 

Step Two: 

Designing and promoting your booth 

Step Three: 

Managing your time 

Step Four: 

Choosing the right staff 

Step Five: 

Networking, networking, networking 

Step Six: 

Putting the breeze in your sales 

Step Seven: 

Budgeting – making costs count 

Step Eight: 

Post-show preparations 

Step Nine: 

The follow-up 

Step Ten: 

Learning for the future 

22 


www.therecycler.com/live • 

1 

Step One: Before 

you get there – preshow 

preparations 

The best place to begin is in the weeks 

and months leading up to the show 

itself. To enjoy maximum success, you 

should make sure that everything is 

perfectly sorted, so that you can fully 

focus on the few days you’ll be 

exhibiting. The first step is to consider 

the relevance and location of the event, 

to make sure you are targeting the right 

audience for your business. It’s also a 

good idea to check how many of your 

competitors will be in attendance, and 

decide how comfortable your company 

is in a “head-to-head” environment. 

Promotion is also key – with a busy 

booth always attracting more attention 

than an empty one. For this reason, it’s 

worth investigating how the event will 

be promoted, and how your business 

can enjoy PR opportunities as a result. 

Directly emailing local customers is also 

advised. 

Furthermore, exhibiting at trade 

shows can be expensive, so it’s 

important to have defined targets, to 

allow you to measure your return. 

Preparation also extends to the nuts 

and bolts of the trade show – making 

sure you have enough stocks of 

obvious items, like product literature, 

advertising materials, and business 

cards, but also items like plug adapters, 

notepads, pens, sticky tape, etc. 

It is also a huge benefit to have a 

physical checklist of all your scheduled 

meetings, timings, and contact details, 

as well as including notes such as what 

your products can offer them, and what 

further action is needed. 

Taking the weather into account will 

also be useful – a slick booth could be 

ruined if the people standing behind it 

are drenched, sweaty, or otherwise 

visibly uncomfortable. 

Prior contact with customers is 

encouraged, particularly if it’s a 

company that you already know. 

Advertising your presence at a 

show is never a bad move, and 

you should do so via personal 

invitation, as well as by web 

banners, email updates, and even 

paper communications too. 

From a logistical point of view, it is 

also recommended to plan duties such 

as setting up your booth, and include in 

your preparations considerations such 

as duration of time spent setting up, 

distance from a plug socket, and other 

such practical questions. 

Your plan for the show, once 

formulated, should be circulated 

amongst all staff in advance, 

specifically to those in attendance but it 

may be worth passing it to staff 

remaining in the office as well, should 

they need to field calls. 

2 

Step Two: Designing 

and promoting your 

booth 

Once actually at the trade show, the 

most important aspect of exhibiting 

must be your booth; it is where you 

show off your products, meet with your 

customers, and clamour for the 

attention of visitors, and it is your base 

for the duration of the show. Therefore, 

both the look and location of your booth 

must be considered. 

In terms of positioning your booth, 

the best places are undoubtedly where 

people congregate or tend to linger – 

beside conference rooms, for example, 

or alongside refreshment stands, or 

spaces designated for networking. 

Finding a location alongside 

complementary businesses is also 

helpful. Of course, many big companies 

have their booth location booked well 

in advance, so it is worth your 

company also thinking long-term, and 

considering positioning over the coming 

years, rather than months. 

In a crowded show, your booth must 

be able to stand out, so it’s vital to 

consider to stand design – creativity 

makes a big difference, as does 

something as easily achievable as 

having a schedule on display. During 

the design process, size must also be 

taken into account, based on how many 

staff you intend to populate the booth 

with, and how ambitious you may be 

with the volume of foot traffic you 

anticipate. There is no point in saving 

money with a smaller booth if it won’t 

be able to accommodate all the 

customers and conversations you intend 

on hosting during the show. 

Before the exhibition starts, you 

should review your sales literature – not 

only to ensure that its interesting, 

concise, and identifiable with your 

company, but also to make sure that it 

stands out from a distance; upright 

stands are useful for this purpose. 

Keeping your booth free from 

unnecessary clutter is also advisable, 

both to focus attention on your products 

and literature, but also to avoid giving 

the impression of being disorganised. 

Signage that can be read by visitors 

approaching from all directions is also a 

plus point. 

You should make sure your exhibition 

focuses on what you do well, and what 

you offer, striking the right balance 

between overloading your display and 

THE RECYCLER • ISSUE 311 • OCTOBER 2018 23

Maximising Face to Face continued 

not having enough on display. 

Products should also be grouped 

together intelligently, to make things as 

clear as possible for customers. If your 

booth is well-lit, and friendly on the 

eye, it will appeal to visitors. Bright 

colours help with this. 

Similarly, it is important to maintain 

the right attitude amongst booth 

support staff, as staff who appear 

bored, disinteresting, or incompetent 

can only ever reflect badly on your 

business. If your staff are idle, it may 

be worth sending them around the 

exhibition, reporting back to you on 

other booths, or directing potential 

customers towards yours. 

Once at your booth, treating 

customers right is imperative, and this 

extends far beyond the range of 

products and literature you have for 

them to look at. The offer of snacks and 

drinks will be heartily appreciated by 

visitors, and by attaching your business 

card or company logo to whatever you 

dispense, can also serve as a handy 

marketing opportunity. 

Your company’s use of social media 

throughout a show will be important, 

allowing you not only to continue 

inviting customers and visitors to your 

stand, but also to check in with those 

who have already visited, keeping the 

link alive and enshrining the 

conversation in their memories. 

3 

Step Three: 

Managing your time 

With an attractive and organised booth 

sorted, the next big hurdle is time 

management – with the first step being 

to get there in enough time to set up 

properly, so that you are ready and 

waiting when the first doors open. 

If you plan your time wisely, you will 

also have an opportunity to scope out 

essential things like the location of the 

bathrooms, refreshment stands, and 

similar amenities, so as not to waste 

time once the show has started. 

Try and make time, too, to catch up 

with old friends who are exhibiting - 

before the actual show begins, or again 

you risk the wasting of valuable time 

and allowing yourself to be distracted. 

When meeting new customers, a 

gentle but direct line of conversation is 

best, allowing you to quickly ascertain 

which company they’re from, what they 

do, how they might use your products, 

and ultimately, whether you wish to 

take the conversation further. 

On a similar note, it is worth 

developing an “exit strategy” to allow 

you to move on from conversations 

which become apparent they will not be 

of any benefit. Doing this politely can be 

potentially tricky, so it’s useful to know 

in advance how to draw a discussion to 

a close. 

One of the biggest time management 

issues will be deciding how long to 

spend with each vistor, so have a 

grading system in your head will allow 

you to differentiate between genuine 

business prospects, warm interests, 

cool interests, and the unfortunate 

time-wasters. 

4 

Step Four: Choosing 

the right staff 

As mentioned above, it’s 

important for the appearance of your 

staff to be reflective of your company’s 

attention to detail. Yet it’s also 

important to have the right staff in 

attendance, with those representing you 

as your public face crucial to the 

success – or otherwise – of the show. 

The first requirement is obviously 

cheerfulness, with nothing being as 

offputting to visitors as noticeably 

unhappy staff. Providing your workers 

with regular breaks, as well as 

hydration, is a good place to start in 

keeping up morale. 

Make sure that your staff maintain 

eye contact with visitors they are talking 

to, and appear open to new 

conversation – as opposed to stuck 

behind laptop screens, or constantly 

checking mobiles. 

If possible, avoid leaving your booth 

with only one member of staff running it 

– exhibitions and trade shows are fulltime 

roles, and you should be 

anticipating substantial traffic. 

Whilst these shows can be an 

excellent introduction to your company 

for new staff members, or even work 

experience interns, you absolutely must 

have people who can engage cheerfully 

with strangers, as well as knowing your 

product range well. 

A meeting of all attending staff before 

the show is a good night, to allow you 

to ensure that everyone is singing from 

the same hymn sheet, as it were. Team 

meetings after the close of the show 

each evening are also beneficial, 

allowing the exchange of notes and 

information, and the opportunity to set 

shared targets for the day to follow. 

If you can afford it, employing 

the services of a booth host – an 

external individual, who are often 

available to employ through the show 

organiser itself – to man the stand 

throughout the day, welcome visitors, 

and direct questions to the relevant 

member of staff. 

5 

Step Five: 

Networking, 

Networking, 

Networking 

Whilst sales is going to be the primary 

focus of the trade show, it will 

also provide a fantastic networking 

opportunity, particularly in the 

programme of talks and seminars. If 

you are offered a slot at speaking, grasp 

it with both hands, but be careful not to 

use it as a sales pitch, but instead as an 

opportunity to educate fellow exhibitors 



and dispense advice – it will ensure a 

much larger audience than an exercise 

in solely self-promotion. 

Be prepared to talk, a lot, to lots of 

people, and pretty much everywhere – 

not just on your stand, but also in 

queues for refreshments and restrooms, 

and anywhere else you can make use of 

a one-on-one opportunity. 

It’s good to get to know both the 

show’s staff, who may be able to point 

you in various useful directions 

throughout the exhibition, and also your 

neighbouring booths, as they will then 

happily watch your “turf” if you are 

away with a client (although leaving 

your booth unattended is inadvisable.) 

Making friends with your neighbours 

will also build up a trusting relationship, 

and may allow you access to 

information important for making 

contacts and – ultimately – sales. 

Many companies will make use of 

business lounges, rather than occupying 

an actual booth, and it’s import to 

consider whether this would be right for 

your company, but also how you will 

work those companies not based on 

booths into your networking strategy for 

the show. Focussing solely on stands 

could mean missing out on useful 

contacts, and even important deals. 

6 

Step Six: 

Putting the breeze 

in your sales 

The bread and butter business of trade 

shows is of course sales, the 

overarching motive for attendance. 

Keeping your booth well-stocked and 

well-staffed are imperative to achieving 

this ambition, but there are various 

other tips to consider too. 

Welcoming visitors to your booth in 

the correct fashion is important: You 

don’t want potential customers to feel 

leapt on as soon as they step foot 

near to your stand – they must be 

comfortable to approach on their own 

terms. Desperation is rarely a good 

look. 

Opening questions aimed at breaking 

the ice are recommended, with the 

common feeling that people prefer to 

buy from people they like often being 

proved true. It’s therefore important to 

begin building a relationship, rather 

than jumping in on the sell immediately. 

As the conversation progresses, you can 

begin to steer towards more specific 

questions, and a discussion of your 

products or service. 

One way to boost sales is the offer of 

a ‘show special’, with some form of 

unique deal or special offer for 

purchases of a certain quantity, or 

product, which only applies for the 

duration of the show. Similarly, contests 

and giveaways have a positive effect, 

with the thrill of winning a popular 

feeling bound to draw people towards 

your booth. A useful tip for utilising this 

is to require something of entrants that 

they will willingly give – a business 

card, for example, allowing you to make 

contacts at the same time. 

Whatever the product you’re giving 

away, it must be carefully chosen to 

ensure it is kept by recipients for a long 

period of time, therefore keeping your 

company fresh in their mind for a while 

to come. Items such as pens, mugs, 

stationery, or folders are a great way of 

keeping your brand in people’s 

consciousness, due to their everyday 

use, as well as their practical uses at 

shows themselves. 

Another helpful tip for driving sales is 

to have a method of demonstrating your 

expert knowledge of, and valued worth 

to, the industry, via something like a 

white paper on the current state of the 

industry, or a rundown of the top 10 

products, or discussion of upcoming 

trends. Displaying such expertise allows 

your business to be seen as reliable, 

knowledgeable, and modern – all useful 

characteristics when making sales. 



Step Seven: 

Budgeting – making 

costs count 

7 8 

A key part of every trade show will be 

your budget, which should fall under 

pre-show preparations, but is important 

enough to warrant a separate step. You 

must have in your mind the cost of your 

attendance, and the forecasted payback 

afterwards. 

It’s important to know where to cut 

costs, and where to definitely not to. If 

you’ve already exhibited at several trade 

shows, and plan on doing so at plenty 

more in the future, purchasing your own 

booth furniture would be a wise 

investment. If you can purchase 

materials which you can use for more 

than one show – rather than having 

everything branded specifically for that 

show – then it not only saves costs, but 

also is an important step towards 

sustainability and eco-friendliness. 

Itemising your budget will allow you 

to see and know exactly where your 

spend is; it should be detailed, but also 

flexible, allowing you to enjoy success 

and not a costly nightmare, whilst also 

being flexible enough to adapt to 

unforeseen hurdles when in situ. 

Step Eight: Postshow 

preparations 

Just as it was crucial to 

prepare in-depth for the show before it 

had started, it’s equally important to 

prepare for your post-show business 

whilst it’s still going on. 

This might begin with the compiling 

of all the contacts you have made into 

a database or spreadsheet (so it’s 

important to keep track of all the 

business cards you receive during the 

show!) to which you can then attach 

actions, comments, and additional 

notes. 

Your post-show actions will vary 

depending on your objective for the 

show – if you went in for one-off sales, 

you will have a smaller workload postshow 

than if your goal was winning 

repeat business. If the latter is the 

case, then keeping details on record for 

future marketing and promotional 

opportunities is imperative, and this is 

something you should be inputting 

throughout the show itself. If your booth 

is very busy, this is a role your booth 

staff could take on for you. 

Much of the post-show workload can 

be tackled in advance, or during the 


27


show if you have a chance; this 

includes preparing follow-up contact 

messages and posts for customers and 

clients, as well as more general 

promotional announcements regarding 

your participation. Ideally, these will be 

sent out whilst the show is fresh in 

visitors’ minds, so having them ready to 

go in the days immediately after is 

encouraged. 

These follow-up messages to 

customers or potential customers can 

make your business appear confident, 

competent, focused on detail and 

smoothly organised – and that postshow 

positive impression could well be 

enough to turn potential customers into 

actual ones. 

9 

Step Nine: 

The follow-up 

During your follow-up, you 

should be aiming to convert at least half 

of your strong potential leads into 

customers over the six month period 

after the show. For this reason, 

immediate contact is ideal; tempting as 

it is to relax, unwind, and think about 

anything else for a week or two whilst 

you recuperate from the exertion, it’s 

actually this moment that will make or 

break the show’s success. 

Following up doesn’t have to be an 

enormously labour-intensive exercise 

though, with a simple phone call or 

email thanking a visitor for coming to 

your stand sometimes enough to 

suffice. As many companies will use the 

first weeks after the show to follow up, 

you need to ensure your business isn’t 

lost in the melee. Think (during, or 

even before, the show) of the best 

way to make an impact, with one 

suggestion being the inclusion of a 

photograph of you or your stand, 

as a reminder of your company. 

Obviously, it is also vital to keep a 

track of every interaction during the 

show, so you know exactly who you’re 

following up with, what conversations 

you’ve already had at the show, and 

why you’re getting in touch. Equally 

important is to get in touch to make 

sure that any contact has reached 

them, if you don’t receive a response 

within a week or so. 

10 

Step Ten: Learning 

for the future 

Perhaps the true measure of 

success, however, will be how much 

learn for the next trade show, or similar 

exhibition. If your next show is your first 

one, make sure that you learn from the 

experience to prepare you for repeat 

attendances in the future. Even if you’re 

an old hand, there will be something to 

learn from every exhibition, and judging 

whether a show has been a success or 

not will help refine your approach for 

the next one. 

This is why clear objectives – both 

financial and otherwise – matter, as it 

provides a set of standards to measure 

your performance against. If your show 

went really well, when viewed against 

these objectives, you will no doubt 

want to book again the next year. If it 

was less successful, you may not want 

to invest the same amount of money in 

future – or you might want to step up 

your game even further. 

The full picture of success or failure 

won’t become apparent until a few 

months afterwards, by which time you 

will have followed up leads, and 

hopefully attracted a new generation of 

customers. If months pass and this 

hasn’t happened, channel that into 

your feedback for your show 

performance, and consider what vital 

ingredient you were missing. 

As you attend more and more shows, 

certain aspects of these hints will 

become second nature, and you will be 

able to adapt your strategy for a wide 

variety of exhibitions. But even those 

who have been in the industry for 

decades would be nothing without 

preparation, and no business can afford 

to exhibit without considering its 

objectives and plan – if trade show 

success is to be yours, preparation, 

before, during, and after the show is 

essential. 



Guanteeing a victorious visit: 

Trade shows for customers 

Although attending a trade show just as a visitor, rather than as an exhibitor, might mean a reduction in the 

pressure to “get it right”, there is still a great deal riding on the show, and you can’t afford to miss the 

opportunity! With that in mind, The Recycler is offering its top tips for how to make the most of a trade show 

from a visitor’s perspective. 

1 

2 

3 

4 

5 

6 

7 

Tip 1: Preparation! 

Tip 2: Investigate in advance! 

Tip 3: Appointments! 

Tip 4: Do your research! 

Tip 5: Business cards! 

Tip 6: Make notes! 

Tip 7: Taking the next step! 

1 

Tip 1: Preparation! 

As with exhibiting, your first 

port of call as a visitor needs to be 

thought about before the show itself 

begins. You should decide what you 

would like to achieve at the show – in 

terms of particular exhibitors you may 

want to meet with, or specific deals 

you would like to make. Your 

objectives may also include scoping 

out the show to return as an exhibitor 

in the future. Whatever your aims, 

it’s important to have a clear idea 

decided and kept in mind when you 

arrive. 

2 

Tip 2: Investigate 

in advance! 

Try to obtain a copy of the exhibitor list 

before the show, and use the time 

before your arrival to read up on who is 

exhibiting. By using this information in 

advance of the show itself, you can 

also ascertain useful details like 

contact names, helping you prepare 

and saving you precious time at the 

show itself! 


3 

Tip 3: Appointments! 

It sounds obvious, but if you’ve 

got a set list of exhibitors that you 

definitely want to speak to, don’t run 

the risk of leaving the show without 

having done so! Get in touch in 

advance and arrange an appointment – 

it’s much easier to do this before the 

show, than during, when everyone will 

be trying to do the same thing. 

4 

Tip 4: Do your 

research! 

Once you know who you’re definitely 

speaking to at the show, do some 

research on their company, their work, 

and what they offer – it will show them 

that you’re serious about doing 

business, and make your own 

company appear dedicated, active, 

and professional. 

5 

Tip 5: Business cards! 

The essential must-have item 

for any trade show, you never know who 

you’re going to meet, what conversations 

you may have, or what contacts you will 

make, so it’s imperative you are wellsupplied 

with business cards for the 

duration of the show. 

6 

Tip 6: Make notes! 

As well as business cards, 

keep a notebook handy and record 

everyone you meet, and what 

information you pick up from them. If 

you choose to commit it all to memory 

and write it down when you get back, 

there’s a very high chance you’ll forget 

everything, and the whole trade show 

could be wasted! 

7 

Tip 7: Taking the 

next step! 

On your notes of every conversation, 

highlight those that you wish to follow 

up with after the trade show concludes. 

As with exhibitors, the weeks 

immediately after the trade show will be 

as crucial as the show itself, and it’s 

then that you need to follow-up on your 

leads. If you leave it longer, you will be 

left behind, but if you strike while the 

iron is hot, you can turn your trade 

show visit into a trade show victory! 

29


The Recycler Awards 2019 

27th January 2019 

An undoubted highlight of the 

Remanexpo programme, 2019’s edition 

of the annual award ceremony will see 

companies from across the globe 

celebrated for their terrific 

achievements and accomplishments 

over the past twelve months, in a 

variety of categories: 

Last year, recipients of the prestigious honours 

included wta Carsten Weser, Biuromax, Static 

Control Components (Europe), Bioservice, 

Katun, Apex, and Madison Ison of Laser Pros 

International. But who will take home the 

glory this year? Nominations for all categories 

open in October, with voting taking place from 

December onwards, before the awards 

themselves are presented during the ETIRA 

cocktail reception on Day Two of Remanexpo. 

• Remanufacturer of 

the Year 

• Supplier of the Year 

• Reseller of the Year 

• Collector of the Year 

• Innovation of the Year 

• Customer Service of the Year 

• Marketing Campaign of the Year 

• Rising Star 

The Recycler Live Frankfurt 

Seminars: Call for papers! 

The Recycler’s curated seminar programme will once again play a crucial role in Remanexpo, and will be taking 

place within the Seminar Theatre, in the centre of Hall 5.1. This year, the seminars will be arranged into four 

distinct categories, and the window for submissions is now officially open. 

We are searching for talks and seminars 

that can impart new information and 

expanded knowledge to the attending 

community of international exhibitors 

and visitors. They should be interesting, 

engaging, thought-provoking, and 

capable of offering either new 

information, or a new opinion on the 

aftermarket or office imaging industry. 

The first day’s seminars will relate to 

‘Business Perspectives’, and will cover 

topics such as how to remanufacture 

a product, overcoming technical 

issues, social media, and other public 

relations strategies. 

The second day will focus on 

‘Channel Perspectives’, and include 

insights on subjects ranging from 

commercial happenings and clone 

affairs to the latest legislation on 

WEEE, IP, Brexit, the EU, and 

collection schemes. 

On the third day in Frankfurt, the 

day’s seminars will be geared towards 

‘Market Perspectives’, looking at the 

current situation in the market, what 

the future has in store, and what new 

trends or developments might impact 

the sector going forwards. 

Finally, the fourth day’s seminar 

programme will be themed around 

‘Personal Perspectives’, and will take 

the shape of a series of informal 

Q&A interviews, to allow attendees 

and visitors to share in the 

individual opinions and inside 

thoughts of the speakers. 

If you have a presentation that you feel 

fits in well with one of these four 

categories, then The Recycler wants to 

hear from you! Get in touch at 

Events@therecycler.com, making sure 

to include the title of your talk, as well as 

a brief overview of its contents. Please 

also let us know which day/theme you 

would like to speak on, and in addition, 

please include your name, a short 

biography, and a recent head-andshoulders 

photo in .jpeg format. 


26.–29.1.2019, Frankfurt am Main 

paperworld.messefrankfurt.com 

Remanexpo: 

Product Group 

Connecting people 

and businesses 

The dedicated part of the 

event focused on reuse 

and remanufacturing of 

printer cartridges 

Powered by 

Visit www.therecycler.com/live for more information


Eating Out… 

Whilst Remanexpo will be everyone’s 

primary focus in January, it’s important 

not to overwork yourself, and allow 

yourself the chance to enjoy what 

Frankfurt itself has to offer. We’ve 

chosen some of the city’s best 

restaurants, to allow visitors and 

exhibitors the chance to unwind over 

some fine food and drink at the end of a 

long day in the hall. 

If you’re motivated by the “When in 

Rome” line of thinking, then head to 

Ebbelwoi Unser, which prides itself on 

its “traditional local Frankfurt cuisine.” 

The restaurant is cash only, but 

affordably priced and with a wide 

selection of drinks. Otherwise, Zum 

Baeren offers German cuisine, with 

beautiful views from its outdoor garden 

to match. If you’re looking for classics 

such as schnitzel, schweinshaxe, and 

of course, wurst, the authentic feel of 

Romer Pils Brunnen will be right up 

your street. 

There is also a rich selection of 

international flavours on offer in 

Frankfurt: Chinese restaurants are 

plentiful, with Jade – Magic Wok 

widely considered as one of the finest. 

Though smaller, Dim Sum Haus is also 

worth a visit, if you’re searching for 

somewhere more intimate. 

Namaste India also comes highly 

recommended, if you’re seeking the 

taste of the subcontinent, whilst those 

with a more European palate may 

prefer the classic Italian style of 

Trattoria i Siciliani, or the cheaper, but 

no less welcoming, Pizzeria 7 Bello, 

depending on your budget. 

For the true carnivores of 

Remanexpo, however, a visit to the 

Maindiner Steakhouse is advised, with 

its mix of American and Central 

European dishes, and well-stocked bar 

as well. 

... and Getting About 

Like any major city, Frankfurt 

boasts a superb public transport 

network, and if you’re an 

exhibitor then your pass entitles 

you to free use of all services 

operated by the RMV authority 

throughout its area, for the 

duration of the show. 

If you’re a visitor, you’re also entitled to 

free transport, with a four-day pass 

allowing you to roam the city across 

those four days, and a one-day pass 

doing the same. However, if you 

purchase a one-day pass on arrival at 

Messe Frankfurt, you will only really 

enjoy the benefit for your return trip 

from the hall, so if you want to make 

the most of this deal, booking in 

advance is the best, and most costeffective, 

strategy. 


@ 2019 

List of exhibitors 

Exhibitor Stand Exhibitor Stand Exhibitor Stand 

3T Supplies AG, Peach Division 

A&G Corporation Limited 

AIMO Graphics Company Limited 

Altoinfor SA 

Amoli Enterprises Ltd 

Anycolor Computer Consumables 

Co., Ltd 

Apex Microelectronics Co., Ltd. 

Argo Trading OU 

AXRO Bürokommunikation 

Distribution Import Export GmbH 

Beijing Xintron Office Equipment 

Co., Ltd 

Biuromax Sp. z o.o 

Clover Germany GmbH 

Creative Imaging Technologies BV 

CROSS Imaging Supplies GmbH 

DATA CARE LLC 

Data Direct (THAMES VALLEY) Ltd. 

DKS Sp. z o.o. 

Dongguan Jinchi Digital Technology 

Co., Ltd. 

Dongguan LinkWin Electronics 

Co., Ltd 

ECOSERVICE di Santarelli Paolo 

Effective Consumable Solutions (UK) 

Limited 

Foshan Hyson Office Equipment Co.,Ltd 

General Plastic Industrial Co., Ltd. 

Gradum International Limited 

B99 

C20 

C37 

C85 

C91 

A26 

C48 

D96 

C70 

B81 

C42 

A66 

C68 

C51 

A88 

D50 

B86 

C04 

B40 

C41 

C66 

A07 

C10 

A10 

Guangzhou Zhono Electronic Technology B60 

Co., Ltd 

Hangzhou Chipjet Technology Co., Ltd. 

B44 

Hangzhou New Huike Import and Export D36 

Co., Ltd. 

Hill Sound Digital Products Limited 

Hubei Dinglong Co., Ltd 

Huiatech Printing Technology Co., Ltd 

I.R. Italiana Riprografia S.R. L. 

Imcopex GmbH 

Impro Group Sàrl 

Indian Toners & Developers Ltd. 

A95 

C45 

A65 

A64 

A50 

D98 

A93 

Integral GmbH 

B98 

IPA Printservice - Tech Intertrading B89 

GmbH 

ITEM INTERNATIONAL Handel GmbH D88 

Jiangxi Kilider Technology Co.,Ltd B21 

Jiangxi Yibo E-tech Co., Ltd. 

C40 

Jiaxing Asconn Print Technology D31 

Co., Ltd. 

Katun EDC B.V. 

A60 

KMP AG 

C81 

Matmond Sarl 

C69 

Microjet Technology Co., Ltd. 

A83 

Mipo Group (Holding) Limited B29 

Monster b Inc. 

A11 

Nanjing Oracle Digital Technology C21 

Co., Ltd. 

Ninestar Corporation 

C60 

Pavlin d.o.o., Ljubljana 

A89 

Pedro Schöller PRINTSERVICE GmbH C98 

Procopier Consumable Company Limited C09 

Prolaser SAS 

C57 

Prospect Image Products Limited of C11 

Zhuhai 

PRP Solutions GmbH 

A99 

Puty Technology Co., Ltd. 

A37 

Retech Technology International Ltd. A61 

SAS ARMOR SOC 

C86 

Shanghai Baiyingmei Printer 

D40 

Consumables Co., Ltd. 

Shanghai Orink Co., Ltd. 

A20 

Shanghai Sinocopy International Co.,Ltd. B04 

Shanghai Yesion Industrial Co., Ltd. A21 

Shao & Partner 

C55 

Shenzhen First Office Technology B46 

Corp., Ltd. 

SovaMax Trading GmbH 

B83 

Speed Infotech (Beihai) Company A70 

Limited 

Static Control Components (Europe) Ltd. C50 

Suzhou Goldengreen Technologies Ltd. A34 

Team Hell & Schulte GmbH & Co.KG B50 

The Jolly Savage Limited 

D80 

Toei Technology Corporation (TTC) C87 

Tonermatik Büro Mak. Sarf Malz. 

San. Dis Tic. Ltd. Sti 

Top Color (Hong Kong) Image Products 

Co. Ltd. 

Topjet Technology Co., Ltd. 

TOPUS Sp. z.o.o. Sp.k 

Trade Copiers LTD 

UAB Biurteksa 

Uni-1 Technology Ltd. 

Union Computer Supplies Ltd. 

Union Technology International 

(Macao Commercial Offshore) 

Company Limited 

Uniplus Technology Corp. 

Winterholt & Hering GmbH 

wta Carsten Weser GmbH 

Xiamen Glory Bright Star 

Electronics Co., Ltd. 

D68 

C49 

C36 

D91 

C61 

B28 

A97 

A41 

C80 

C80 

D88 

C90 

A44 

A63 

Zhongshan E-Print Electronic Technology D10 

Co., Ltd 

Zhongshan Evergreen Tech Ltd. A03 

Zhongshan Limei Office Equipment C68A 

Co., Ltd. 

Zhongshan Sanzang Electronic A81 

Technology Co., Ltd. 

Zhongshan Teamsung New Material A31 

Co., Ltd. 

Zhuhai Aicon Image Co., Ltd. 

C31 

Zhuhai Aowei Electronics Co., Ltd. C07 

Zhuhai Dior International Trading Co., Ltd. A30 

Zhuhai Fast Image Products Co., Ltd. B41 

Zhuhai Haiping Office Equipment B20 

Co., Ltd. 

Zhuhai Hotsun Electronic Co., Ltd. B71 

Zhuhai Kingtech Print Co., Ltd. B35 

Zhuhai Megain Technology Co.,Ltd. C30 

Zhuhai Mito Color Imaging Co., Ltd. B42 

Zhuhai National Resources & Jingjie A 04 

Printing Technology Co., Ltd. 

Zhuhai Prime Color Image Co., Ltd. 

Zhuhai Warmth Electronic Co., Ltd. 

Zhuhai Weemay Print Imaging 

Products Co., Ltd. 

Zhuhai ZhongKai Imaging Products 

Co. Ltd. 

A80 

C46 

D21 

B05 

34 THE RECYCLER • ISSUE 310 • SEPTEMBER 2018

FEATURE 

Still going strong: Compedo revisited 

In 2009, The Recycler sat down with Richard Pennekamp, the Owner and Chairman of German ink 

manufacturer Compedo Germany. Nine years on, we’ve returned to the company to find out what has 

changed for the business, and what else is to come on the horizon. 

It’s been a fairly tumultuous nine years 

for the office imaging industry, with 

companies both big and small 

merging, emerging, and sometimes 

disappearing altogether. Pennekamp 

agrees that it’s been a decade of great 

changes, and reflects upon what this 

has meant for Compedo. 

“There were, and are, a lot of 

challenges,” reflects Pennekamp, 

citing “the declining market for 

remanufacturing inkjet cartridges for 

desktop products” as the foremost 

obstacle of the last nine years. As a 

result of this shrinkage, the company 

has looked for new sectors, and sources 

of income. 

“Beside the desktop inks, Compedo 

now has its own inks for wide format 

digital textile printing, sublimation 

inks for polyester fibres for banners and 

beach flags for outdoor and indoor use, 

and also binder free pigment inks for 

direct to garment printing,” 

Pennekamp explains. 

Perhaps the biggest change for 

Compedo, though, has been its 

increased focus on strategic 

partnerships, with arrangements 

agreed with a range of companies. In 

the last few years, Pennekamp 

explains, “Compedo has built some 

strategic partnerships in different 

industries, allowing us to offer a wide 

range of own produced products for 

lots of printing applications. We are 

working close together with a big 

manufacturer of flexographic inks, 

allowing us to make all products 

ourselves, mostly from our own 

developed dispersions, by own 

formulations. 

“This gives us better control of the 

overall bulk ink product but also a cost 

saving,” he adds. 

With any period of change, of 

course, comes a fresh set of challenges, 

and Pennekamp acknowledges that 

Compedo has not been immune to 

those hurdles. 

As well as “the declining of the 

desktop market,” he names “the 

competition against China and Korea” 

as one of the biggest tests facing his 

company from within the industry. 

However, Pennekamp remains 

optimistic of Compedo’s ability to hold 

its own. 

“Compedo is able today, to produce 

German quality, reach-conform, for a 

competitive price against the Far East,” 

he declares. 

Closer to home, however, Compedo is 

continuing to focus on its strategy “to 

address international customers”, and 

is also “expanding our activities in the 

East European market.” It is all part of 

Pennekamp’s plan to continue taking 

Compedo forward, becoming “an 

industry leader in digital printing, for 

remaining desktop products, large 

format Inks and industrial inks as 

well.” 

Looking ahead, another nine years 

from now, Pennekamp reflects on 

where he would like the company to 

be, and what he hopes to achieve in 

that time. 

“We plan to expand further, by a 

very diversified product portfolio all 

made by our own formulations and 

production equipment,” he explains. 

“To give you an example: Most inkjet 

manufacturers today are “mixing” 

their inks, based on ready dispersions 

as pre-product, available from big 

players like Cabot, Sensient, Diamond, 

and Sun Chemical. This issue makes 

them comparable because they all have 

the same starting point.” 


FEATURE 

“Compedo goes one step deeper,” 

Pennekamp continues, “and is able, 

depending on their shareholders in the 

group, to use a large portfolio of 

labour resources, mills, and 

manpower to create their own 

dispersions. By this step, we are more 

competitive in variations of colours, in 

quality like particle size, and, last but 

not least, in pricing of the ready 

product.” 

It is clearly an exciting time for 

Compedo, with the recent release of 

multiple new lines and products. 

“We are in a position to supply a lot 

of our own made inks for various 

applications,” Pennekamp explains. 

“Beside the desktop bulk inks and 

textile inks, those are water based inks 

for packaging printing, but also eco 

solvent inks, mild solvent inks and 

hard solvent inks for packaging 

printing on semi- and non-porous 

media. UV curing inks and LED curing 

inks, as well latex inks. Most of them 

made by own formulations and own 

production in the group.” 

Pennekamp acknowledges that the 

industry is capable of bringing 

“stormy weather”, but when asked 

what he is most proud of at Compedo, 

his answer is unequivocal: “Honestly, 

the team spirit among the people,” he 

replies, before adding that “regarding 

the products – that they are all made 

by our own formulations and our own 

equipment in Europe.” 

“We are proud of the fact that 

Compedo is still present in this stormy 

weather market, and has been for over 

30 years,” he concludes. 

With its ambitious plans for further 

expansion and diversification, it would 

appear that Compedo is set to weather 

the storms on the horizon; as with its 

turning to new product lines in the 

face of a shrinking cartridge market, 

the company is aware that creative 

thinking and innovation are required 

to continue in the industry. With this 

knowledge in mind, it looks likely that 

when the market’s stormy weather 

passes, Compedo will be coming out 

into the sunshine smiling R 


37

RETAIL COLUMN 

Your brand on your back – 

Employee apparel tells 

your brand story 

Flora Delaney 

In a time when nearly every rule can be stretched to fit a “business casual” category, it is 

important to consider how your employees look and feel as a part of your brand image. 

Whether on a production floor or in a retail store, employees need performance clothing that 

keeps them safe as well as supports the company brand. 

Dress Codes versus Uniforms 

If your company has a dress code, it 

implies that employees will wear their 

own clothing to work. Dress codes 

should reflect your company’s desire 

for safety and presenting the right 

brand image to your customers. Dress 

codes should be easy to understand 

with no options to interpret the 

requirements differently by different 

people. Examples of safety 

requirements include banning open 

toe shoes or keeping should length or 

longer hair pulled back. Presenting the 

right image can include requirements 

to always wear a name badge or 

lanyard while on the sales floor, 

requiring collared shirts or banning 

any pants with holes. Dress codes 

should be covered on the first day of 

the job or even in job offer letters to 

explain how to arrive to work on the 

first day. 

Uniforms are typically provided by 

the employer free of charge or 

deducted from the first paycheck for 

basic items. Uniforms can be seen as 

both chaffing or freeing by employees. 

Some employees dislike the inability to 

express themselves at work while 

others love the ease of never having to 

pick out what to wear each day. 

Uniforms that are protective are 

usually more easily accepted by 

employees. 

Have a policy 

A clear policy should be a part of 

every employee’s onboarding and 

documented in a handbook (or 

website.) whenever possible, use 

photos to illustrate points of the policy. 

Dress codes should be reviewed on a 

semi-annual basis (every two years) to 

keep it relevant. Include a dress code 

reminder about once per year if there 

are no issues with the staff, just to say 

thank you for respecting the dress 

code. 

What to do when an employee 

bends (or breaks) the rules 

First, make sure that the rule in 

question is an actual written rule – and 

not just an interpretation of the rule. If 

your company does not allow facial 

piercings or short-shorts, is that 

written? If not, bring the item up with 

an appropriate manager and flag the 

omission internally. Most concerning 

is the broad “business casual” 

expectation that can be interpreted 

as jeggings, camisoles or graphic 

tees with offensive slogans by 

some employees. Again, clear 

communication and photos are a good 

reference. 

If there is a policy and the employee 

has arrived without the appropriate 


RETAIL COLUMN 

attire, first note if it is a safety hazard. 

Arriving to a warehouse floor in flipflops 

or sandals clearly puts the 

employee at risk. Immediately address 

the issue in private. If it is the first time, 

offer the employee an opportunity to 

return home and fix the situation before 

returning to work. Be sure to keep the 

tone positive and explain why the 

choice is not acceptable. (Much easier 

when safety is the issue.) 

If the issue is a poor interpretation of 

the company’s policy (shorts that are 

too short, tops that show cleavage, a 

singlet with offensive language) be 

tactful but business-oriented. Rather 

than question their fashion sense or 

pass on your judgement of the 

offending garment, refer to the need for 

a professional workplace and that their 

choice doesn’t conform with the 

expectation. Again, if it is the first 

offense, give the employee the 

opportunity to correct the choice and 

return to work. 

While these conversations should 

always be held in private, if this is a 

discussion with someone of the 

opposite sex, consider having a witness 

to the conversation. Keep the 

conversation focused and direct. The 

offending article is the clothing – not 

the employee. 

If this is a continuing conversation 

with the same employee (multiple 

infractions) consider reviewing the 

company’s guidelines and having them 

sign the policy again to verify their 

understanding. Make clear that 

continued issues could result in 

escalating consequences such as being 

sent home without pay for the shift or 

eventual termination. 

Conversations like this are difficult 

and require sensitivity. The best way to 

deal with it is to have a clear policy in 

place, address any issues immediately 

upon learning of them and to apply 

consistency across all staff members. 

Why a consistent look matters 

For most companies, employees are 

their literal face to the customer. A 

clean, polished image speaks well of the 


brand and the staff ’s professionalism. 

Like a walking advertisement, it should 

support the logo, tagline or image of the 

brand promise you strive to deliver 

every day. It helps customers know 

whom they can turn to for assistance. 

And it makes handing off customers 

easier as employees are easy to identify. 

It helps employees feel togetherness 

and teamwork. A uniform helps level 

the playing field for everyone in the 

company. Fashionistas and frumps 

both have their clothing taken out of 

the equation of reviewing their 

performance. Putting on the uniform or 

dressing the part literally helps them get 

into the right mindset to play the game. 

When the game is remarkable customer 

service and solving problems, dressing 

for the game is something that can be 

done proudly. 

It can be a company perk – especially 

if the uniforms are provided (and 

laundered!) with regularity. Apple, for 

example, issues new T’s in selected 

colors for each of its selling seasons. No 

employee can be on a sales floor 

without their shirt. Employees must 

wash and care for their shirts. They are 

discouraged from wearing the shirt 

outside of work and banned from 

selling or donating the shirt after its 

season. For a company with such a 

strong a focus on brand, it is telling how 

Apple has selected a low-cost option 

with a zero-tolerance policy about 

diverging from the company “uniform”. 

Your company can look trendy, 

classic, serious or fun-loving depending 

on the uniform or clothing you allow at 

work. Help new employees learn what is 

acceptable and offer ways to make 

covering costs easy. Take time to make 

sure you always present the image you 

require. 

R 

39

FEATURE 

No Deal Brexit: 

The implications 

More than two years on from the United Kingdom’s decision to 

withdraw from the European Union, there remains no breakthrough in 

negotiations, with the prospect of a ‘No Deal Brexit’ seeming more and 

more likely and the clock ticks closer to the October deadline. 

What began as a worst-case-scenario dystopian fantasy has become 

increasingly probable, to the extent that both the EU and the British 

Government have now published their preparations and advice for a No 

Deal Brexit. But what does it all really mean? The Recycler explains... 

The EU’s guidelines on a No Deal Brexit 

are broken down into several categories, 

including Environment, HR, and 

Maritime Affairs and Fisheries. Each 

category then bears various 

subcategories, which contains the 

exhaustive detail specific to that industry. 

Businesses, corporations, organisations 

and individuals alike will be affected 

should No Deal become the official 

outcome, and those in the aftermarket 

are no different. 

One of the first subcategories that is 

likely to affect the aftermarket industry in 

the event of No Deal is e-commerce, with 

multiple pieces of legislation, including 

Directive 2000/31/EC (Directive on 

electronic commerce) and Regulation 

(EU) 2015/2120 on open internet, no 

longer applicable in the UK. 

One of the consequences of this will be 

that British companies are no longer 

covered by the Country-Of-Origin 

Principle; this was the legislation that 

previously meant companies were 

subject to the laws of the EU Member 

State where the company was 

established, and not to those of the 

Member State where it was operating, 

or where its services were provided. 

This means that if a British company is 

to continue operating across the 

continent, it may now be required to alter 

its practises in order to comply with 

potentially dozens of different sets of 

rules and regulations. British companies 

will also now no longer be bound by the 

simultaneous requirements covering 

information provided to users, online 

contracting and online commercial 

communications. 

On the other side of the (single 

currency) coin, any European businesses 

operating in Britain must now take care, 

and possibly take steps, to ensure that it is 

operating in line with the UK’s laws, as 

the UK will no longer be covered under 

the Country-Of-Origin Principle when it 

ceases to be an EU Member State. These 

steps could go so far as to involve the 

establishment of an entirely new, UKbased 

subsidiary, as some companies 

have already done. 

The second knock-on effect for the e- 

commerce industry will be the end of Net 

Neutrality in the UK. Net Neutrality, in a 

nutshell, means the implementation of 

common rules on equal and nondiscriminatory 

treatment of traffic in the 

provision of internet access services and 

related end-users’ rights. In practice, it 

forbids internet service providers or 

telecom companies from giving certain 

companies, or websites, preferential 

treatment, and means that internet users 

are able to enjoy unfettered access to the 

internet, rather than be at the mercy of 

competing corporate interests. 

The EU’s regulation on Net Neutrality 

will cease to apply to the UK in the event 

of a No Deal Brexit, and so any 

companies that offer e-commerce 

services in the UK may discover new 

barriers or hurdles to effective and 

efficient business. 

A smaller, but equally tangible, 

consequence in the EU’s CNECT 

(Communications Networks, Content 

and Technology) category is in the 

Electronic Communications subsection, 

and relates to mobile data roaming. 

Charges for data roaming were 

abolished across all EU Member States in 

June last year, but if the UK leaves 

without a deal, this immunity will end. 

Therefore, using a mobile phone from a 

UK-based provider in Europe, or using 

one from an EU-based provider in the 

UK, will mean the user incurs a 

potential charge for accessing data – an 

off-putting prospect. 

The EU’s preparedness notices also 

covers the future of the .eu domain 

name, post No Deal Brexit. Companies, 

organisations, and individuals based in 

the UK will no longer be able to register a 

.eu domain name, or renew their 

registration if they already have one. 

Those businesses that have an existent 

.eu domain name may also face the 

prospect of having their domain 

registration revoked, if they “no longer 

fulfil the general eligibility criteria 

pursuant to Article 4(2)(b) of Regulation 

(EC) 733/2002.” 

There will also be environmental 

implications arising from a No Deal 

Brexit, particularly concerning the EU 

Ecolabel. The UK’s Ecolabel Competent 

Body will lose its status - and therefore 

its ability to carry out the tasks set 

out in the EU Ecolabel Regulation – as 

well as its access rights to the 

Ecolabel catalogue (ECAT) database. 

Furthermore, any products designated 

with an Ecolabel from the UK’s Ecolabel 

Competent body will not be allowed to be 

placed on the markets of the remaining 

27 Member States. 

If your company has been hitherto 

reliant on the UK Ecolabel Competent 

Body, the EU’s advice is to consider 


FEATURE 

“applying for a new contract with 

an EU-27 Ecolabel Competent 

Body, or arranging for a transfer of 

the file and the corresponding 

contract from the UK Ecolabel 

Competent Body to an EU-27 

Ecolabel Competent Body.” 

Elsewhere in the EU’s 

preparedness notices, there is 

detail on what No Deal will mean 

for waste in both the UK and the 

remaining Member States. 

Currently, the EU’s Regulation (EC) 

No 1013/2006 prohibits the 

shipment of waste to third party 

(i.e. non-Member) countries – 

specifically “waste for disposal” and 

“mixed municipal waste for recovery 

operations” – meaning that post-Brexit, 

the remaining Member States will not be 

allowed to export waste to the UK. 

Imports into the 27 Member States, 

however, will continue, as they are 

subject to Title V of Regulation (EC) No 

1013/2006, “whereby imports of waste 

from a third country party to the Basel 

Convention remains allowed, subject to 

the requirements set out in that 

Regulation.” 

In contrast to the above prohibition, 

Member States will still be permitted to 

export WEEE to the United Kingdom, on 

the condition that they can prove that 

proper waste treatment and recovery 

work is being undertaken in the UK, to 

conditions equivalent to the 

requirements of Directive 2012/19/EC. 

This is the directive that sets out 

Member States’ WEEE targets, and e- 

waste treated in the UK, despite the 

withdrawal, will still be allowed to count 

towards those targets after a No Deal 

Brexit. The same also applies to exports of 

waste batteries and accumulators, 

packaging and packaging waste, and 

end-of-life vehicles for treatment in the 

UK, with these allowed to contribute 

towards the targets set out in Directive 

2006/66/EC, Directive 94/62/EC, and 

Directive 2000/53/EC respectively. 

The other key issue in the EU’s 

Preparedness Notices concerns customs 

practices between the United Kingdom 

and the remaining EU Member States. In 

the event of a No Deal Brexit, any goods 

brought into the EU customs territory 

from the UK, and any goods going into 

the UK from the EU customs territory, 

will be subject to customs supervision, 

and potentially customs controls as set 

out in Regulation (EU) No 952/2013. As 

the notice itself says, “this implies inter 

alia that customs formalities apply, 

declarations have to be lodged and 

customs authorities may require 

guarantees for potential or existing 

customs debts.” 

Goods imported into the EU from the 

UK will also be subject to Council 

Regulation (EEC) No 2658/87, 

“implying the application of the 

relevant customs duties,” whilst in 

VAT terms, those goods that enter 

the EU VAT territory from the UK, 

and those going the opposite way, 

will be treated as imports or exports, 

and are therefore subject to the 

charging of VAT at importation 

(exports remain VAT-exempt.) 

These goods will also no longer be 

covered by the Excise Movement 

and Control System (EMCS), 

meaning that “movements of excise 

goods to the United Kingdom will 

therefore require an export 

declaration as well as an electronic 

administrative document (e-AD). 

Movements of excise goods from the 

United Kingdom to the EU will have to be 

released from customs formalities before 

a movement under EMCS can begin.” 

A further implication for businesses 

will be that a UK company carrying out 

taxable transactions in an EU country 

may be required by the laws of that 

country to appoint or designate a specific 

tax representative, who will be “liable for 

payment of the VAT in accordance with 

the VAT Directive.” 

All of the aforementioned measures 

may yet prove academic, with time still 

available for the two sides to negotiate a 

Brexit deal that puts paid to recent 

concerns in the British press of food 

shortages and flight cancellations. 

Yet with the UK Government’s 

International Trade Secretary recently 

suggesting that No Deal is now the 

most likely outcome, it could well be 

time for your company to start 

preparing for an unfamiliar future. R 


41

INSIDE TRACK 

Ken Lalley – the new CEO 

of Static Control 

At the end of last month, Ken Lalley was appointed as the new Chief Executive Officer of Static Control, 

effective immediately. Lalley, who will also continue in his previous role as Managing Director of the 

company’s European Operations, succeeds retiring former CEO Bill Swartz. To get the lowdown on 

Lalley’s journey to the top, as well as his thoughts on the aftermarket, the evolution of his company, 

and what the future might hold, The Recycler sat down with the new CEO for an interview… 

1. Could you give our readers a 

brief history of how you came 

into the industry and your 

journey to Static Control? 

I came into the industry working for a 

small independent remanufacturer in 

sales, and progressed through the 

ranks to Key Account Management 

and New Business Development, 

finally ending up as Sales Director. 

After that, I moved to a contract 

stationer in the UK as their EOS 

“specialist” developing new business, 

and helped take them from a public 

sector customer base into the private 

sector. 

My last move prior to Static Control 

was back in the remanufacturing 

industry as Sales Director where I 

helped a larger UK-based 

remanufacturer grow their volumes 

by seven times in a five year period. 

On joining Static Control, I have 

held a number of management roles 

covering Europe and briefly South 

Africa. 

2.The market has changed a lot 

since Static Control was 

formed in 1986; what were 

the pivotal changes and how 

has Static Control adapted to 

these changes? 

This industry has seen many 

transformative periods since 1986. 

One of the biggest challenges was in 

the late 1990s when toner cartridges 

started to be chipped, and the industry 

really evolved from being just drilland-fill. 

As you know, Static Control 

has been the leader in research, 

development and supplying innovative 

chip solutions. As OEMs continued to 

lose marketshare to a well-supplied 

aftermarket, they increased the level of 

technology and imaging systems, and 

then patented their solutions. 

Static Control has adapted to each of 

these changes. We mastered the 

process of developing full systemmatched 

components and patented 

our own solutions. We’ve championed 

the aftermarket since the beginning 

and continue to do so. We also know 

that our success depends on our 

customers’ successes, so we listen to 

what they need. 

What I think is important is that 

with each change of the industry, we 

listen and will continue to listen. It’s 

why we’ve won awards on our 

customer service, along with our 

innovations and product catalogue. 


INSIDE TRACK 

3. What is your assessment of 

the market today and the 

issues, challenges and 

opportunities going forward? 

There are real challenges in the 

marketplace today. There has been a 

huge amount of Chinese imports that 

have come into the market selling only 

on low cost – to the point that 

remanufacturers are really struggling 

to compete, and many are increasingly 

turning to outsourcing. Static Control 

saw an opportunity there and is filling 

that gap by supplying both compatible 

and remanufactured cartridges along 

with continuing to offer our premium 

components. 

OEMs are using firmware to combat 

against the aftermarket. It used to be 

just ne OEM, but now we are seeing 

these tactics across multiple OEMs. 

Fortunately, our chip engineering 

group is the best in the industry, and 

we continue to offer the most robust 

chips to the aftermarket that are most 

resistant to firmware changes. 

4. How will Static Control evolve 

under your leadership? 

Our company, along with this 

industry, is in a period of change. 

Through all of these changes, one 

thing that remains steady is the 

immense talent of the employees of 

Static Control. From our chip 

engineering group that I mentioned 

earlier, to each of our sales and 

customer service representatives, we 

have the most dedicated and 

knowledgeable staff. In my leadership, 

I hope to appreciate our team and 

improve overall communication 

within the company. With more than 

20 offices around the globe in different 

time zones, it’s sometimes hard to have 

real-time communication. I have plans 

to help improve this, along with better 

communicating our message to 

customers. 

5. What is your typical day, and 

what do you do to relax (don’t 

say drink and sleep!) 

In a typical day, I get up early and 

catch up on emails. The work day can 

get filled with meetings so this gives 

me some time to review any necessary 

correspondence. The day is filled with 

answering queries and making 

decisions. I must say I particularly 

enjoy visiting and hearing from our 

customers. 

Recently in my spare time, I’ve 

enjoyed exploring North Carolina. I do 

like to travel and explore new 

geographies. I also enjoy watching 

soccer and relaxing due to all the 

travelling. 

6. Will you be relocating to the 

USA, or will you operate from 

your Reading office? 



I’ll be traveling between our US and 

our UK Headquarters. It’s important 

for me to be present in both offices. As 

you can imagine, my travel log will be 

filled, but I am excited for the 

opportunity of leading Static Control 

into the next chapter. 

Thanks Ken, we look forward to 

seeing what your leadership of 

Static Control will bring – best 

of luck! 

R 

Remanexpo: Product Group 

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The dedicated part of the event focused on reuse and 

remanufacturing of printer cartridges 

Powered by 

To find out more, visit www.therecycler.com/live 


43

WIDE FORMAT COLUMN 

Digital presses increase 

speed, versatility 

The digitalisation of presses has taken print to a new level of utilisation by 

branching into specialty media like design and packaging. When digital and offset 

presses are combined, newspaper content can be specialised for people from 

various groups in a publication’s area. 

Digital, though, is for more than paper. 

About any surface can be a substrate 

for digital presses – wood or metal, for 

example. And nanotechnology – 

patented by Benny Landa for his 

Nanoink and Landa Digital Printing 

Presses – has made a process with ink 

10 times smaller than regular particles 

and is making digital press technology 

drier, faster, sharper with an iPad-like 

control that makes press runs easier to 

use and monitor. 

Landa’s press technology goes back 

to the dawn of digital presses in the 

1990’s, when he worked for Hewlett- 

Packard, Palo Alto, California, USA, 

and the Indigo digital presses were 

born from the early use of 

nanotechnology for a type of toner belt 

used for the printing process. HP is still 

using the technology in its newer 

digital presses, like the HP Indigo 

12000 HD Digital Press that had 

commercial availability beginning in 

February 2018. 

But there are plenty of other players, 

like Heidelberg, which has a large 

proportion of the inkjet digital press 

humps attached to offset printing for 

magazines, newspapers and other 

periodicals. 

Digital press vs. offset 

The offset press, closely tied to the 

newsprint industry, has been partly 

responsible for the use of digital presses 

worldwide. 

Offset press technology, which uses a 

lithographic style of press that relies on 

oil (ink) and water repelling each other. 

Water is on the plate area not inked, 

the plate presses against a rubber 

blanket, then to the Large-Format page 

through a three-cylinder method. The 

process was discovered by Ira W. Rubel, 

Nutley, New Jersey, USA, in 1904, and 

two brothers, Charles and Albert 

Harris, at about the same time. The 

process had been used on tin, though, 

since 1875, invented by Robert Barclay 

of England (UK). 

Compared to digital presses, offset is 

expensive and inflexible. Offset 

aluminum sheets are static and have to 

be changed. Colour offset presses seem 

the printing avenue of choice, using 

off-time to print advertisements and 

flyers. Offset equipment is readily 

available for a fraction of the cost of 

inkjet color presses. The colour presses 

cost in the millions. 

Hybrid features best of two worlds 

Digital presses use an electronicallycharged 

plate that can be varied down 

to one sheet, which makes them handy 

for variable printing, where text, 

images or graphics can be varied from 

one image to another without slowing 

down or stopping to change the plate. 

Digital inkjet presses seem to be the 

preference for combining as a tail-end 

use for the offset presses in 

newspapers. When it comes to use of 

the digital newspaper inkjet press 

concept, newspapers can use the 

digital component to address a certain 

edition, address, homogeneous group 

or other marketing area. More hybrid 

printing has entered the newspapers 

area, but newspaper observers say it 

requires as much investment in the 

Neal McChristy 

The HP Indigo 12000 HD Digital Press started commercial availability beginning in February, 2018, 

and has seven-colour support and 3450 sheets per hour on almost any substrate (courtesy HP). 

finishing equipment as it does the 

pressroom equipment. 

Printers have found use for digital 

printing of preprinted offset shells or 

building common workflows in 

addition to running the heads in-line 

with offset, according to PI World’s 

article, “Hybrid Production: Mix and 

Match Printing.” 

Here, like in Narrow-Format, interest 

has continued in Memjet technology 

use in the digital press. Memjet is 

proving to be the engine in even largercapable 

digital presses. Among those 

built and installed, a fully Memjet webcapable 

inkjet digital press, the WEBJet 

200D from SuperWeb Digital, West 

Babylon, New York, USA, allows direct 

mail, transaction and commercial 

printing. 

Landa rolls out press 

Nanoink is a type of liquid toner 

applied as a thin film onto a substrate 

instead of spraying and it is faster than 

other methods, and it doesn’t use 

water, so dries quickly. When the 

Landa Digital Printing Nanographic 

Printing Press was introduced at 

Drupa in 2012, it generated an 

impressed audience. Now Benny 

Landa, the printing icon providing a 

digital press for the masses, has made 

good on delivery. 

The first printers, the Landa S10 



Nanographic Printing Press, is a board 

and packaging solution. It’s one of 

several models to be rolled out, and was 

sent to Edelmann’s board and paperpackaging 

solutions company in 

Germany as the first customer. The 

W10P printing press is the one that 

will be custom-made for publishing. 

The newly-introduced HP Indigo 

12000 HD Digital Press is a rival from 

where Landa was once employed. It 

will be interesting to see how the 

digital press scenario unwinds as other 

Landa digital presses are introduced. 

The Landa S10 Nanographic Printing Press is 

shown with full-size B1 (41 in./1050 mm) 

digital prints (courtesy Landa Digital Printing). 

Wide-Format news in brief 

Technology makes Moon dust into 

bricks in solar furnaces 

What do you do if you’re on the 

moon and want a brick for a building 

block and the latest supply ship didn’t 

bring materials? Build a brick from 

Moon dust and bake it in a solar 

furnace, of course. 

The European Space Agency, using 

the facilities at the EDLR German 

Aerospace Centre in Cologne, is 

trying to develop technologies that 

use existing materials and resources 

on the Moon to make Moon bases. A 

Regolight device project that uses 

simulated Moon dust sintered by a 

3D printer and cooked to 1,000 

degrees Centigrade makes a brick 20 

x 10 x 3 centimetres (7.87 x 3.94 x 

1.18 inches) in five hours. 

Regolith is the loose moon layer 

that is used for the brick. The project, 

described in The Journal of Aerospace 

Engineering, will recreate this brickbuilding 

project and see how it works 

in a simulated Moon environment. 

Regolight has engineers, 

architects, system designers and 

Moon dust cooked in a solar furnace may 

build bricks that can be used for moonbase 

structures under a process being investigated 

by The European Space Agency, using the 

facilities at the EDLR German Aerospace 

Centre in Cologne, Germany (courtesy 

NASA). 

scientists seeking to use solar 

sintering on the Moon. It is a twoyear 

project of the European Union 

Horizon 2020 programme which 

started in November 2015. 

Web site: http://www.regolight.eu 


45


Wide-Format news in brief 

Metal 3D printing easier, faster; printer costs still high 

When metal parts are easily made 

with 3D printing, think of how large 

inventories will be freed. Technology 

Review reports that it is becoming 

cheap and able to make parts lighter 

and even change the microstructure. 

Or, one of the split front bumpers off 

a 1963 Volvo P1800 coupe may be 

rusted through and need to be rebuilt. 

There are many automotive uses for 

using metal 3D printing in 

restorations. 

It isn’t cheap. Breakthrough printers 

such as Markforged, headquartered 

near Boston, Massachusetts, USA, cost 

about $100,000 (€87,024). Larger 

machines will follow the initial 

printers offered last December. 

Likewise in December, Desktop Metal, 

started sales of machines that it says 

will be 100 times faster than previous 

metal printer methods. Other players 

in the technology include the 

Lawrence Livermore National 

Laboratory, Livermore, California, 

USA, which has a method for creating 

stainless steel parts that are two times 

stronger than those made elsewhere. 

General Electric, headquartered in 

Boston, is testing the technology’s use 

for its large parts used in aviation. 

Not only can the technology give 

lighter, stronger parts and make 

intricate shapes, the software is 

improving. For example, Desktop 

Metal has a program where users give 

the specs of the object they wish to 3D 

print and it generates the computer 

model used for printing. 

Zero-carbon natural gas company trying to do just that 

“Hey, Mac, I’ve got some carbon 

dioxide to sell ya.” 

You can’t hawk carbon dioxide from 

street corners, but advancement in 

making natural gas “zero carbon” will 

entail selling the carbon dioxide. The 

gas, sold by Net Power, is used in 

manufacture of cement, making 

plastic and other carbon-based 

materials, or extracting oil from oil 

wells, according to Forbes magazine. 

About 32 percent of electricity in 

the USA and 22 percent in the world is 

provided by natural gas, but even 

though it’s cleaner than any coal 

technology, it still produces 30 percent 

of power’s carbon emissions in the 

USA. Generating power and capturing 

all the excess carbon dioxide from the 

process is something Net Power 

executives think they can do. 

Net Power’s 50-megawatt plant near 

Houston, Texas, USA, makes carbon 

dioxide released in the process into 

“supercritical” carbon dioxide with 

high pressure and heat. That carbon 

dioxide then drives a turbine and the 

carbon dioxide can be recycled or 

captured. 

Someday, 3D printing may create a breath of fresh air 

A refrigerator-sized 3D printer near 

Manchester, New Hampshire, USA, 

may be the prototype for making 

many people breathe easier. 

United Therapeutics, which sells 

drugs for lung ailments, plans to 

bioprint human lungs using a 

collagen-printing 3D printer, 

according to Technology Review 

magazine. Right now, retinas and 

human skin – very thin, lacking 

blood vessels – are made using 3D 

printers. It is expected that in at 

least 12 years, a lung with all 23 

descending branches and associated 

capillaries and exchanging alveoli, 

will be printed. 

Collagen, which is a connective 

material in our bodies, is used. 

Stereolithography uses a laser that 

shines through collagen enhanced with 

photosensitive molecules. The printed 

object lowers and adds new layers. 

3D Systems, South Carolina, has 

been hired to build the printer. 3D 

Systems is the company founded 

after Chuck Hull invented the first 

3D stereolithography process in 

1986. United Therapeutics expects 

printing of organs such as lungs – 

and the ability to relieve organ 

shortages – to happen in about 12 

more years. 

Soda crunch causes Pepsico to use 

3D printing for chips 

For seven years, PepsiCo has been 

using 3D printers for research and 

development. The company, headquartered 

in Purchase, Harrison, New 

York, USA, refines its Ruffles Potato 

Chips using the new printing method. 

The company uses 3D printing to 

develop prototypes, tested by 

consumers, then create a slicer from 

the results. 

One reason for the emphasis 

changing to potato chips, according to 

company officials? Soda drink sales are 

fading. 

Editor’s Note: Neal McChristy is a 

freelance writer with over 35 years 

journalism experience in magazine, 

newspaper and Web-based work. He has 

been contributing editor for magazine 

columns in the wide-format industry for 

18 years. He also has over 20 years’ 

experience as reporter and editor in the 

printing and imaging area. He likes to 

correspond with readers and can be reached 

at freelance9@cox.net. 


ETIRA: WORKING FOR ALL REMANUFACTURERS AND PARTNERS 

ETIRA Reuse is better than 

single use 

It is a simple message, and ETIRA and its members are 

ambitious to achieve maximum reuse across the office imaging 

sector. Only 25% of office imaging consumables are 

successfully reused and remanufactured utilising the latest 

reverse engineering technologies. However, the barriers are 

many from technology and IP challenges, freeriding to 

disruptive marketing, counterfeiting and false advertising. 

ETIRA - working every day since 2003 for its members: 

Challenging unfair tenders that try to exclude reuse and 

remanufactured products. 

Opposing anti-reuse patent applications, explicitly designed 

to prevent successful reuse and remanufacturing of imaging 

products. 

Fighting fake and false advertising claims of new products 

misleadingly marketed as reused or remanufactured. 

Tackling REACH and WEEE infringements, freeriding and 

product counterfeiting. 

Promoting reuse and remanufacturing and why they are 

good for both consumers and the environment! 

THE CIRCULAR ECONOMY 

The epidemic levels of plastic waste are unsustainable and positive and 

proactive reuse of plastic products are the first steps towards reducing 

the epidemic. The European mindset is changing concerning reuse is 

better than single-use, and the EU is working towards laws and policies 

that deliver the circular economy and reuse philosophy that could require 

all office imaging consumables are 100% suitable for reuse. 

ETIRA continues to engage at the highest levels to influence 

and drive policies that support members interests. 

ETIRA ~ Working for you – Come and join us. 

Grieglaan 7 • 4837 CB Breda • The Netherlands 

Tel: + 31 6 414 614 63 • Fax: + 31 76 564 04 51 info@etira.org 

www.etira.org

FEATURE 

When the landlord calls 

The phone rings and the caller asks, “can you dispose of some old 

toner and inkjet cartridges?” A typical enquiry and, if there is some 

money in it, you want the business. However, how would you handle 

over 1,100 pallets of toner and inkjet cartridges? 

That was the question facing Terry 

Bridgeman the owner and managing 

director of UK based Ohana Technology 

last September (2017) from the 

landlord of West Raynham Business 

Park, a former RAF station and a 

mixed-use site of residential homes and 

an eclectic mix of businesses including 

a film production studio. 

Ohana Technology operates on the 

collection side of the industry providing 

sustainable waste solutions is the most 

significant part of their business and 

the landlord had the problem that 

following the closure, in early 2017, of 

Blue Frog Waste Management, located 

on the same business park, they had left 

behind approximately 500 tonnes, over 

1,100 pallets of unprocessed WEEE 

consisting of waste toner and inkjet 

cartridges, in multiple buildings that 

the landlord could not rent out and had 

the burden of clearing the waste out so 

that the buildings could be made 

available to re-let. 

According to Bridgman “the WEEE 

waste is legally the responsibility of the 

producer who placed the products on 

the market and until it is correctly 

disposed of, is the responsibility of the 

companies that had contracted with 

Blue Frog Waste Management to 

dispose of the waste. Fortunately for 

those companies, there were no 

detailed records available to identify 

which pallets of waste belonged to 

which company. In this situation, the 

burden falls on the landlord to clear the 

site and try to recover the costs from the 

owners of the company. 

Non-compliance with WEEE 

regulations can lead to fines and 

criminal sanctions. Small infringements 

can attract a penalty up to 

£5,000 ($6,515/€5,618) per offence, 

and more significant cases can attract 

an unlimited fine and the Environment 

Agency now has the right to impose 

civil sanctions in some instances, 

including fines. 

We see that many companies are 

unaware of their obligations under the 

WEEE Legislation. They need to register 

with the relevant agency and provide 

information concerning the waste 

recovered each year. They also need to 

arrange for the disposal of their waste 

either by carrying out the recovery and 

recycling of waste themselves or by 

using a third-party company that is 

part of a registered compliance scheme 

who will carry out the recovery and 

recycling obligations on its behalf.” 

Before any work could begin the 

UK’s, Environment Agency visited the 

site, and before work commenced, 


FEATURE 

detailed method statements 

of how the work was to be 

carried out and how the 

waste was to be processed 

had to be submitted. Once the 

approval was granted 

additional staff had to be 

taken on and trained and so 

the task of clearing all the 

buildings began in earnest in 

January 2018. 

The majority of the pallets 

consisted of a mixed waste of 

ink and toner cartridges and 

empty toner bottles. These all 

had to be checked, sorted and 

separated before moving 

anything off-site for processing. 

The separated waste was 

consolidated and sent for 

onward treatment to plants in 

the UK, Belgium and the 

Netherlands. High value 

recovered materials were sold within 

the UK domestic market and exported 

to Europe, North America and Asia. 

According to Bridgman “the whole 

process took 18 weeks to complete in 

parallel with our day to day business, 

but the detailed planning and 

additional staff made it possible. Once 

the work was done we had a further 

from the Environment Agency or 

visited the buildings and inspected our 

records. Overall the job was fairly 

straightforward, and the biggest 

challenge was to deal with a 

significant amount of mixed plastic 

waste that we don’t normally deal 

with, but a few phone calls and a little 

help in the right direction enabled us 

to dispose of it all properly. Thankfully 

there were no hazards involved in 

clearing the site and returning it to 

normal. In fact, there was nothing out 

of the ordinary that we have not seen 

over the past 25 years.” 

R 



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The service allows you to meet new customers and 

suppliers at Paperworld 2019 

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49

PRODUCTS & TECHNOLOGY 


ASIA CET, Parts, Remanufacturing 

CET releases 

new products 

Compatible toner cartridges, chips, 

and drum units are among the range 

of new releases announced by the 

Chinese company. 

CET’s new compatible toner cartridges 

are for use with a range of Kyocera 

ECOSYS models, specifically the 

P2235dn/2235dw/2040dn/2040dw/M 

2135dn/2635dn/2635dw/2735dw/M204 

0dn/2540dn/2540dw/2640idw. The 

toner cartridges offer a range of page 

yields, coming in variations of 3,000, 

7,200, and 12,000. Bulk toner for the 

P2040dn/2040dw is also available. 

A range of CET replacement chips 

have also been released, also for use in 

the same printer models as above, and 

with the same variations of yield 

available. 

CET has also released a compatible 

drum unit for use in the above models 

of Kyocera ECOSYS, which is “designed 

for easy waste toner removal, enabling 

a longer life.” CET also explains 

that the auger roller material has been 

changed from the plastic seen on the 

OEM version to metal, “to reduce 

warping that sometimes happens with 

OEM augers.” 

Finally, CET has released a selection 

of other compatible products for use 

with the same models of ECOSYS 

machine. These include: An OPC 

drum; fuser fixing film; a lower sleeved 

roller; a drum cleaning blade; a paper 

feed roller; a paper pickup roller; a 

paper retard roller; a paper pickup 

roller kit; and an ADF feed roller. 

All products are said by CET to be 

“thoroughly tested to ensure excellent 

quality, durability, and compatibility.” 


www.cetgroupco.com. 

EUROPE IR Italiana Riprografia, Cartridges, Italy 

IR Italiana Riprografia announces 

new products 

The Italian company added a new compatible toner cartridge for use in Brother HL 

L2310D machines. 

IR Italiana announced the addition of a 

compatible Graphic-Jet branded toner 

cartridge for use in Brother HL L2310D 

printers with a page yield of 3,000 to their 

range of products. 

This newly launched compatible toner 

cartridge follows on from the recently 

announced compatible Kyocera-Mita toner 

cartridges with chips for use in Kyocera 

Ecosys M2135DN, Kyocera Ecosys P2040DN 

and Kyocera Ecosys M2040DN printers. 

The above-mentioned cartridges feature 

the “following advantages”, according to IR 

Italiana Riprografia: “OEM equivalent print 

quality”; “100 percent compatibility with 

OEM toners”; “significant savings over [the] 

OEM” and “MSDS in compliance with 

REACH”. 

The above-mentioned compatible 

cartridges were produced “in a certificated 

environment” including the ISO 9001:2015 

GLOBAL Aster, Cartridges 

OEM machines. 

Aster has released a new compatible 

cartridge with chip, which offers a page 

yield of 1,200, 3,000, or 6,000, and is for 

use with Brother’s HL-L2350DW/L2370DW 

/L2370 DWXL/L2390DW/L2395DW, the 

DCP-L2550DW, and the MFC-L2710DW/ 

L2730DW/L2750DW/L2750DWXL. 

There is also a compatible cartridge with 

chip offering a page yield of 4,500, for use 

in Brother’s MFC-L2750DW/L2750DWXL 

and HL-L2370DW/L2370DWXL. 

Aster has also released a new 

replacement drum unit, with a page yield of 

12,000, for use in the same printer models 

as above. All of the above products have also 

been released in the United States, by 

Aster USA. 

Aster USA has also announced the 

release of new compatible cartridges for use 

in HP’s CF237A/X and CF248A cartridges. 

The replacement cartridges are said by 

the company to offer “excellent and stable 

print quality”, as well as “OEM-equivalent 

page yield,” whilst being “100 percent 

compatible.” 

quality management system certificate; 

the ISO 14001:2015 environmental 

management system certificate; and the BS 

OHSAS 18001:2007 occupational health 

and safety management system certificate. 

The product performances of several items 

distributed by IR follow the standards set by 

STMC and ISO 19752 and ISO 19798. 

For more information, please visit 

www.itrip.it. 

New cartridges and drum units 

from Aster 

The company has unveiled a slate of new releases for use in various 

The first replacement cartridge offers a 

page yield of 11,000 and is compatible with 

the HP LaserJet Enterprise M607dn/ 

M607n/M608dn/M608n/M608x/M609d 

n/M609x/MFP M631dn/MFP M631z/MFP 

M632fht/MFP M632h/Flow MFP M631h/ 

Flow MFP M632z. 

The second replacement cartridge offers 

a page yield of 25,000 and is compatible 

with the HP LaserJet Enterprise M608dn/ 

M608n/M608x/M609dn/M609x/MFP 

M631dn/MFP M631z/MFP M632fht/ 

MFP M632h/Flow MFP M631h/Flow 

MFP M632z. 


www.goaster.com. 




GLOBAL Static Control, AllPage Technology, New Products 

Static Control’s plethora 

of products 

Static Control, the largest manufacturer of aftermarket imaging systems and 

components, has unveiled a raft of new products, whilst also launching a new 

partnership with ECI FMAudit. 

The first new product from 

SCC is a compatible 

cartridge, for use with HP’s 

AllPage P2055. 

The company has also 

released a remanufactured 

cartridge, for use with 

HP’s AllPage P3005, and 

M3027/M3035 MFPs. 

The third new product 

from Static Control is a 

compatible cartridge for 

use in the HP AllPage 

P4014/P4015/P4515, and 

a separate compatible 

cartridge for use in the 

P4015/P4515. 

Static Control has also released a new 

compatible cartridge for the HP AllPage 

4250/4350, and a selection of compatible 

cartridges for use with the HP Pro 

M254/Pro MFP M280/MFP M281. 

The company has also released two new 

compatible cartridges with extended yield, 

for use in the HP M401/M425 MFPs and 

the HP P2055. 

There is also a new compatible cartridge, 

for use with the Lexmark M1145/ 

XM1145 MFPs, and three new “Genuine 

OEM” drum units, for use in Lexmark’s 

E230/E240/E330/E340, Lexmark’s 

E250/E350/E450, and Lexmark’s 

X340/X342 MFPs. 

Furthermore, Static Control has also 

released “Genuine OEM” drum cartridges, 

for use in various Lexmark machines. 

The cartridges are for use with the 

E462/X264/X364/X464 and related; the 

MS310/MS410/MS510 and related; and the 

MS710/MS810/MX710, and related. 

The company has also released a 

compatible cartridge, for use with the 

Lexmark MX710/MX810/MX812 MFPs, 

and a compatible drum unit for use in the 

Brother DCP-L2520/2540, HL-L2300, and 

MFC-L2700 series. 

Static Control has also released a 

remanufactured toner cartridge for use in 

the Kyocera FS-1035/FS-1135 MFPs, and a 

selection of remanufactured cartridges for 

use in the Kyocera FS-C5250 printer, and 

the FS-C2026, FS-2626, M6026, and 

M6526 MFPs. 


Also this month, Static Control has 

teamed up with the software solution 

provider ECI FMAudit to provide an 

“exclusive opportunity to end the waste and 

increase profitability.” 

AllPage Technology is a cartridge, chip 

and software combination that accurately 

reports the number of pages remaining 

throughout the entire life of an extended 

yield cartridge. 

Static explained: “MPS analysts have 

found that 15-30 percent of toner remains in 

so-called empty standard cartridges, and 

even more in jumbo or extended yield 

cartridges.” 

AllPage Technology reclaims that wasted 

toner which enables less cartridge changes, 

and allows customers to “improve your 

margins, capture entire cartridge value, 

minimise freight, support greater efficiency, 

reduce downtime, improve productivity, 

optimise Inventory, support your just-intime 

delivery, decrease need for excess 

stock,” according to Static Control. 

For more product information, visit 

www.scc-inc.com. 

51



EUROPE KMP, Cartridges, Remanufacturing 

New double-packs and multipacks 

from KMP available 

The German remanufacturer has released new double- and multipacks in XXL and ‘high-yield’ versions for use in 

various printers. 

KMP announced the new packs saying: 

“Refilling existing cartridges is not only 

ecological, but also economical. For those 

who want to save even more money, KMP 

develops double-packs and colour 

multipacks - now also available for the 

following HP, Brother, OKI-compatible 

articles in high demand.” 

The latest launches include a doublepack 

replacing the black HP 301XL 

cartridges which are for use in some HP 

DeskJet series, HP Envy e-All-in-One 

series and HP OfficeJet series. 

Another inkjet double-pack that was 

launched is to replace the Brother 

LC229XL cartridges and is for use in 

Brother MFC-J 5320 DW, Brother MFC-J 

5620 DW, Brother MFC-J 5625 DW, 

Brother MFC-J 5720 DW and Brother 

MFC-J 5600 series printers and come in 

‘high-yield’ versions boasting a page yield 

of 2,400 pages. 

A new XXL version replacement 

cartridge has been launched for use in 

Brother DCP 7060 D, Brother DCP 7060 

N, Brother DCP 7065 DN, Brother DCP 

7070 DW, Brother Fax 2840, Brother Fax 

2845, Brother Fax 2940, Brother Fax 

2950, Brother HL 2200 series, Brother 

HL 2215, Brother HL 2220, Brother HL 

2230, Brother HL 2240, Brother HL 2240 

DR, Brother HL 2240 L, Brother HL 2240 

series, Brother HL 2250 DN, Brother HL 

2250 DNR, Brother HL 2270 DW, Brother 

HL 2275 DW, Brother HL 2280 DW, 

Brother MFC 7360 N, Brother MFC 7360 

Ne, Brother MFC 7460 DN, Brother MFC 

7470 D, Brother MFC 7860 DN, Brother 

MFC 7860 DW and Brother HL 2240 D 

machines. 

Also launched were ‘high-yield’ 

replacement cartridges for use in Kyocera 

Ecosys P 3055 dn, Kyocera Ecosys P 3060 

dn and Kyocera Ecosys P 3050 dn 

machines boasting a page yield of 16,000 

pages. 

New multipacks and double-packs were 

launched for use in OKI C 301 DN, OKI C 

321 DN, OKI MC 332 DN, OKI MC 340 

series, OKI MC 342 DNW and OKI MC 

342 DN machines. 

And finally KMP’s Samsung range was 

extended with the introduction of 

replacement cartridges for use in some 

Samsung SL and Samsung Xpress series. 


www.kmp.com. 

GLOBAL CIG, Cartridges, Gifts 

New remanufactured cartridges from CIG 

Clover Imaging Group has announced the release of multiple new replacement cartridges. 

The first set of remanufactured colour 

cartridges is for use in the Kyocera 

ECOSYS M5521 A4 colour MFP series. 

According to CIG, these remanufactured 

colour cartridges “produce high 

quality prints, perfect for small office 

environments.” 

CIG adds that the cartridges 

are “delivered in environmentally 

sustainable packaging made from 

recycled cardboard.” 

This full set of CMYK colour 

cartridges is compatible with the 

following Kyocera devices: the ECOSYS 

M 5521 cdn, the ECOSYS P 5021 cdn, the 

ECOSYS P 5021 cdw and the ECOSYS M 

5521 cdw. The black cartridge offers a 

page yield of 2,600 pages and the CMY 

cartridges each offer a page yield of 

2,200 pages. 

CIG has also released remanufactured 

colour cartridges for use with the Kyocera 

ECOSYS P7040 A4 colour laser printers. 

CIG states that these remanufactured 

cartridges are “perfect for medium-sized 

businesses that have a high demand for 

printing.” 

The company goes on to explain that its 

Kyocera-compatible products are “built 

using high-quality, IP safe materials” and 

are “exhaustively tested in our R&D 

laboratories.” 

What’s more, the first 3 online orders 

for these new remanufactured colour 

cartridges will receive a free eco-friendly 

gift of a set of five reusable coffee cups. 

Finally, CIG has also released a new set 

of remanufactured toner cartridges for 

use with certain OKI machines. 

The remanufactured cartridges are 

available in all four CMYK colours, with 

the CMY cartridges boasting a page yield 

of 6,000 pages and the black cartridge 

offering a yield of 8,000 pages. They are 

for use with OKI’s C612N/C612DN 

machines. 

Aimed specifically at SMBs, Clover 

adds that the remanufactured cartridges 

are “manufactured from materials that 

cause less mechanical wear, thus have a 

longer print life with less downtime.” 

Once again, the first three online 

orders through Clover’s website 

will be eligible for the special ecofriendly 

gift. 


www.cloverimaging.com 


Subscribe to The Recycler at www.therecycler.com/subscribe 

ASIA Ninestar, Cartridges, Business 

New Ninestar products on 

the horizon 

The company has revealed details of an impending slate of replacement 

cartridges. 

Following Brother’s announcement of the 

release of the HL-L3210 series colour 

printers, targeted at small office and home 

office users, Ninestar has detailed that its 

compatible cartridges for use in this series 

will be “coming soon.” 

“The consumables for use in the new 

series colour printers will be Brother’s first 

with-chip colour products,” the Chinese 

company asserted, adding that “Brother 

HL-L3210 series printers will replace HL- 

3140 series printers.” 

Ninestar explained that it “has always 

been keeping eyes on OEM’s movements. 

So far, Ninestar has integrated its R&D 

The remanufactured cartridges 

launched by Utec are for use in the 

HP Colour LaserJet Enterprise 

M553n/M553dh/M553X, HP 

Colour LaserJet Enterprise MFP 

M577f/M577dn, HP Colour 

LaserJet Enterprise Flow MFP 

M577z, and HP Colour LaserJet 

Enterprise M553dn devices. 

These remanufactured CMYK 

toner cartridges use “imported 

toner powder,” a “German technology 

OPC,” and “reuse OEM components,” to 

provide “vivid colour,” “high resolution,” 

and “premium quality,” according to Utec. 

The company has also launched new 

replacement toner cartridges for use in the 

OKI C532dn/C542dn/MC563dn/MC573dn. 

The compatible cartridges are available in 

CMYK with chips. Available with variations 

of page yields of 1,500 for the CMYK, 3,500 

for the black and 3,000 for the CMY 

cartridges as well as 7,000 for the black and 

6,000 for the CMY cartridges. 

As well as these, the company has also 

unveiled its new “easier to install” gear 

solution, for use in the SmarTact HPQ 

CE505/CF280, CE255, CF226, and CF287. 

Finally, Utec has announced a new “noninfringing” 

SmarTact cartridge series, for 

team and supplier resources, trying to offer 

our customers first-to-market products. It’s 

expected that Ninestar’s replacement toner 

cartridge for use in Brother HL-L3210 series 

colour printers will be coming soon!” 


www.ggimage.com. 

ASIA Utec, Cartridges, PR3 Gear Solution 

New cartridges and solutions 

from Utec 

The Chinese company has unveiled a range of new cartridges, as well as a new 

PR3 gear solution. 


use in the HP Colour LaserJet Enterprise 

Flow MFP M 577 c, the Colour LaserJet 

Enterprise M 550 series, the Colour LaserJet 

Enterprise M 552 dn/M 553/M 553 dn/M 553 

dnm/M 553 n/M 553/M 553 x/M 553 xm, the 

Colour LaserJet Enterprise MFP M 570 

series and HP Colour LaserJet Enterprise 

MFP M 577 cm printers. 

For more information, visit www.uniontec.com. 


GLOBAL Samsung, Printers, MFPs 

Samsung 

releases latest 

MultiXpress 

printer 

Samsung Electronics Co. has 

announced the release of the latest 

edition of its Android-powered 

multifunction printer MultiXpress. 

This new device comes with “improved 

design for business environments” as 

Yonhap News Agency reveals. 

The MultiXpress 4 Renovation (MX4- 

R) comes with a 10.1-inch touch display. 

As the device runs via the Android 

platform, Samsung has explained that 

“users can directly print without having 

to connect it with computers.” 

The OEM first showcased the 

MultiXpress series in 2014, “which 

grabbed the market's attention as the 

industry's first smart printer running on 

Android.” 

The MX4-R printer consists of a white 

body, with paper drawer located on the 

side of the device. According to 

Samsung, the MX4-R offers a maximum 

printing speed of 120 pages (black and 

white) and 100 pages (in colour) per 

minute. 

The MX4-R will be released in both a 

colour and a black-and-white version, 

and each version will come with three 

different editions. The colour version 

“also comes with 10 percent higher 

cartridge capacity than its predecessor, 

with that of the black-and-white product 

being 17 percent higher.” 

This latest product release from 

Samsung also comes with the CounThru 

solution, which “helps users manage 

different printing devices, along with the 

SecuThru program, which enhances 

security for confidential information.” 

53


NORTH AMERICA Uninet, Toner, 

Remanufacturing 

Uninet 

releases 

multiple new 

products 

The company has unveiled its 

latest slate of releases, including 

new black and colour toner, and 

components. 

Uninet has released a new Absolute 

Black toner, which provides “crisp 

dark prints, and high-density print 

quality as well as superior page 

yield and cost per page.” The toner 

is available in a one kilogram 

bottle, and is for use with the Toshiba 

E Studio Colour 4540/4520/ 

3540/3530/3520/3510/3500/3040 

/2830/2820/2540/2520/2500/2330/ 

2040/2020. 

The company has also released new 

Absolute Colour toner and 

components, for use in the Lexmark 

CS/CX 725/720 colour printer series. 

According to Uninet, “the standardyield 

cartridge is rated at 7,000 pages, 

while the high-yield black toner 

cartridge is rated at 20,000-page yield 

both with an average of 5 percent page 

coverage.” 

Finally, Uninet has released 

Absolute Black toner, and standardyield 

and high-yield toner cartridges, 

for the HP Laserjet Pro M 

203/104/102/MFP M 227/132/130 

monochrome printer series. The 

standard variation cartridge offers a 

yield of 1,600 pages, whilst the highyield 

version offers 3,500 pages. 


www.uninet.com. 

EUROPE Delacamp, Atrix, Vaccums 

Introducing the new product, Delacamp 

explains: “The Atrix 230V Omega 

Supreme Plus Electronic vacuum 

VACOMEGAS220F is an excellent 

immediate containment option for 

cleaning static sensitive equipment such 

as computers, copiers and printers.” 

The one-gallon ultrafine filter has 43 

pleat cellulose media and is 88 percent 

efficient at 0.3 microns. The ultrafine filter 

can capture toner, chemical colour toner, 

dust and debris. The vacuum and 

accessories are ESD safe providing a static 

path to ground. 

It also includes a built-in electronic line 

filter to minimize EMI/RFI noise 

emissions. The tool box structure and selfcontained 

accessories makes this vacuum 

convenient for mobile service technicians. 

Also available now, are the Atrix Express 

Series vacuums are an economical choice 

that offers features found in more 

expensive models. It is one of the lightest 

portable vacuums available and is very 

easy to operate. 

Another launched system, are the Atrix 

High Capacity 230V ultrafine vacuum 

system ATIHCTV5F. 

These, Delacamp explains, are perfect 

for fine particulate in ESD sensitive 

environments, including; benchwork, 

manufacturing, R&D lab, large volume 

printers, remanufacturing toner 


Delacamp offers Atrix vacuums 

Delacamp launched its latest Atrix vaccum, the Omega Supreme Plus Electronic 

vacuum in July this year. 

EUROPE Printlife, Cartridges, Remanufacturing 

Printlife GmbH announced the addition of 

remanufactured cartridges for use in the 

Lexmark for CX417 printers which are now 

available in their own branded packaging. 

All colours are available. 

The cartridge range is part of Printlife’s 

own branded range that was established in 

2016. In July 2017 Printlife launched a 

range of remanufactured cartridges for the 

Lexmark CS/CX310/410/510 etc. 


www.print-life.de. 

cartridges, copier/printer refurbishing, 

electronics repair/refurbishing. The fivegallon 

filter consist of 134 cellulose pleats 

and is 88% efficient at 0.3 microns. 

The five-gallon filter canister is 

resealable and disposable. This filter can 

capture large volumes of toner and debris. 

It comes complete with a powerful Ametek 

Advantek II, 1,000-hour motor, ESD safe 

utensils, 10’ ESD safe stretch hose and 

freewheeling detachable roller base. 


www.delacamp.com. 

Printlife launches more own 

branded cartridges 

The German remanufacturer has extended their range of own brand cartridges 

with new replacement cartridges for use in a range of Lexmark printers. 




EUROPE Katun, New Products, Remanufacturing 

Katun’s new toners and services 

The company has released its latest range of products, whilst also heralding the launch of a range of brand new services. 

The Katun Business Colour 

toners are designed for use in 

Sharp 3070/4070/6070 

applications, and provide 

“OEM-equivalent yields and 

image quality, plus outstanding 

colour reproduction that will 

meet or exceed end user 

expectations in business colour 

environments,” according to the company. 

Katun adds that the products were 

“subjected to stringent testing in Katun’s 

Research and Development laboratory in 

Minneapolis, Minnesota, to ensure 

excellent performance,” and also come with 

Katun’s one-year warranty. 

As well as these, the company has also 

recently introduced several new services, 

which it says enable office equipment 

dealers to streamline their operations while 

increasing efficiency and profitability. 

Katun’s newly introduced CTS 

Professional Services and Support offers 

training seminars, technical workshops, 

roadshows, sales seminars and MPS 

training that cover a broad range of topics 

and objectives, including machine 

maintenance, product rebuilding, 

refurbishment, operations, and more. 

Katun asserts that its OEM-trained CTS 

(Customer Technical Services) managers 

“bring a wealth of knowledge and decades 

of expertise to your dealership, to your 

customers’ locations, or over the phone.” 

Katun is also launching a new Katun 

Dealer Fleet Management product known 

as KDFM eXplorer. 

KDFM eXplorer is described by Katun as 

“a secure way to make data always 

interactive using a multi-platform device 

collecting agent, either embedded on the 

device or running within the operating 

system”. eXplorer includes full access 

to HP Smart Device Services, powered by 

MPS Monitor, to help technical 

staff in online diagnosis and device 

maintenance. 

Katun reveals it has also 

expanded direct-to-end-user 

delivery options, including Katun’s 

Automated Toner Fulfilment 

program, which enables dealers to 

reduce their inventory and related 

costs by having Katun products delivered 

directly to customers. 

Hardware has become an increasingly 

important part of Katun’s product portfolio, 

as Katun Certified remanufactured HP 

printers are now available via Katun’s 

online catalogue (www.katun.com/kolc.) 

and through the Katun Marketplace at 

www.katunmarketplace.com. 

The company says that Katun 

Marketplace “also offers imaging 

professionals the opportunity to buy and 

sell imaging equipment and to connect with 

office equipment dealers and distributors 

throughout Europe.” 


www.katun.com. 

NORTH AMERICA IIMAK, Ink, Remanufacturing 

IIMAK unveils aftermarket ink options 

for Videojet 1000 

IIMAK has announced the release of its 1000 Series replacement inks product line, a high-quality, compatible option 

for the Videojet 1000 Continuous Inkjet (CIJ) Printer Series. 

Formulated and filled in the USA, 

these inks are a “pour over” 

replacement option that work easily on 

Videojet 1000 printers 1220; 1520; 

1550; 1610; 1660 and 1710 and more. 

According to IIMAK, users can 

simply replace the current cartridge 

with an IIMAK cartridge when the 

printer calls for ink – no flushing, 

cleaning or maintenance required. The 

IIMAK 1000 Series replacement inks – 

which feature a cartridge that holds 

200ml more ink than OEM options – 

offer excellent adhesion on many 

substrates, including metals, plastics and 

glass, and perform well in humid 

environments that typically inhibit 

adhesion, such as refrigeration. 

The inks are formulated to allow for 

crisp, finer-detail printing, making them 

ideal for alphanumeric text, graphics 

and barcodes. The product line also 

offers premium durability, a fast dry 

time and two-year shelf life, and comes 

with a 100 percent satisfaction 

guarantee. 

“Our customers have been asking for 

an after-market replacement ink for years 

that will work well with existing 

equipment as it saves them time and 

money,” says Jeanette Klein, IIMAK 

Product Manager - Fluid Inks. “Our inks, 

which have been fully tested in multiple 

onsite applications, will be a game 

changer for a variety of end users, as they 

will allow them to no longer be dependent 

upon the OEM. IIMAK will provide 

superior inks at significant cost savings – 

as much as forty percent.” 

For more information about IIMAK’s 

new 1000 Series alternative inks and 

make-ups, visit www.iimak.com. 


55

marketplace or 

To advertise here 

Call: 01993 899800 

email: info@therecycler.com 

The 

TONER MANUFACTURER 

COLLECTOR 

COLLECTOR 

CBC (Europe) GmbH 

toner@cbc-europe.com 

Tel: +49 211 530670 

www.cbc-europe.com 

FBO Organisation, S.L. 

fbo@fbo-org.com 

Tel: +34 936724863 

www.fbo-org.com 

LVL 

bp.sales@lvlcartridge.com 

Tel: +33 251709249 

www.lvl.fr 

REMANUFACTURER 

RESELLER 


wta Carsten Weser GmbH 

info@wta-suhl.de 

Tel: +49 3681 4529710 

www.wta-suhl.de 

Copyclic 

info@copyclic.com 

Tel: +33 01 60 78 78 78 

www.copyclic.com 

Integral GmbH 

info@integral-international.de 

TEL: + 49 (0) 28 33 60 60 

www.integral-international.de 

MARKET INTELLIGENCE 

COLLECTOR/SUPPLIER – EMPTIES 

SUPPLIER 

LightWords Imaging 

admin@lightwords.co.uk 

Tel: +44 1270 878850 

www.lightwordsimaging.com 

Eco Wave Trade Pvt. Ltd. 

info@ecowavetrade.com 

Tel: +919971533209, 

+919810899501 

www.ecowavetrade.com 

TOKO Srl 

toko@toko.ro 

Tel: +40212327270 

www.toko.ro 

SUPPLIER 

COLLECTOR 


Freckles Ltd 

info@freckles.bg 

Tel: +359 2 955 5560 

www.freckles.bg 

The Greener Side 

info@greener-side.co.uk 

Tel: +44 1427 700 700 

www.greener-side.co.uk 

Primedia Products 

tmiller@primediamicr.com 

Tel: +1 304-277-2050 

www.primediamicr.com 


To advertise here 

Call: 01993 899800 

or email: info@therecycler.com 

marketplace 

Email d.connett@candugbr.com 

to find out about an EU based 

solution to handle 10,000 tons 

per year. 


57

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