january 2009 issue

Printed at :Lakshmi Mudranalaya# 117/2, 5th Main, Chamarajpet,Bangalore - 560 018. INDIAPh : +91 80 26613123, 26618752

While every effort is made to ensure authenticity in the preparation of this publication, the publisher and editors can not be held responsible for its contents. The views of contributors to the magazine are not necessarily those of the publishers.

All trademark names cited in the magazines are property of their respective owners. Product brand names mentioned are intended to show compatibility only.

Press releases, company profiles, articles and opinions are all welcome.

Bindu M. Nair

Sandesh Shingote

Vinay Kumar Tallam

Vijay Jamadar

S. Janaki Raman

Editor

Sales - International

Marketing & Business Development

Design & Concept

Web Master

Publisher :M. J. Prashanth Kumar# 733, 1st Floor, 7th Cross, Kempegowda Layout, BSK 3rd Phase, 3rd Stage, Bangalore - 560 085. INDIA.Ph : +91 80 26654152, 26654153Email : [email protected]

Issue 18, January 2009

Owned and Published by M. J. Prashanth Kumar from 733, 1st Floor, 6th Cross, Kempegowda Layout, BSK 3rd Phase,

3rd Stage, Bangalore - 560085 and Printed by Mr. Ashok Kumar.B.R

at Lakshmi Mudranalaya, 117/2, 5th Main, Chamrajpet, Bangalore - 560018, India,

Ph: 91 80 26613123. Editor Bindu M. Nair

www.rechargeindia.com

JANUARY 2009

2

Contents

59 Advertiser Index

58 Association Contacts

47 Technical

44 Company Profile

Samsung ML 1630

8 Remanufacturing Instructions

32 Recharger Magazine’s ReIndia Expo Ready for Successful Second Year

33 West Point Products Releases Brother DR350/DR2000 Drum

23 Cover Story

32 Industry News

Cost Per Copy

36 Product Launch

36 Faroudja Offers Bulk Toner for the Okidata C 3000, Faroudja Offers Xerox 6180

Chips, Faroudja Offers HP CP 2025 Chips

37 Mearthane Products Offers Free Developer Rollers for Testing, MKG Launches

Lexmark C520 / 522 / 524 / 530 / 532 / 534 Color Cartridges

38 Nectron International Expands Brother Cartridge Offerings, UniNet Corporate

Relocates to New Facility in Los Angeles, NATT Offers Upper Fuser Roller For Ricoh

Aficio Machines ,Oasis Imaging Releases Toner, Chips for Dell 3100 Printers

39 Copylite Products Introduces Color Coded Reset Chips, Faroudja Toner Offers

Smartchips for Dell 3110, Nukote Announces New HP Indigo Product Line

40 Future Graphics has OPC for HP 2600 Remanufactured Cartridges, MSE

Expands HP Monochrome Lineup With Two Models, Faroudja Toner Releases Bulk

Toner for Xante Ilumina, NATT Introduces Drum Unit for Konica Minolta C5500,

C6500 Digital Copiers

41 West Point Products Releases New Compatible Drum Units, UniNet Offers

Absolute Color Toners, Smartchips for Dell Brands, MSE Releases Lexmark E350

Compatible High-Yield Cartridge

42 UniNet Adds Summit OPC Drums for HP printers, West Point Products

Introduces HP Maintenance Kits, UniNet Qualifies Absolute Color Toners, Unichip

Smartchips for Samsung CLP 610/660

43 Katun Corp. Offers Performance Toner for Toshiba Peripherals, Jet Tec Info-

Consumables Releases HP 1215 Color Toner

OPC Technology Japan Pvt Ltd

47 Print Management

55 Understanding Color Subtraction


JANUARY 2009

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Editor’s Note

Hi Friends,I would like to begin with, wishing all our readers a very happy and prosperous new year. May, this year bring all the good

luck, success and prosperity throughout.

The year gone behind has been quite an effective one, leaving evident changes in the entire scenario of 'Recharge India'.

We have witnessed quite a few unexpected and unlikely events. Learning from all experiences of past; the good and the

bad; I expect to keep this venture happening and flourishing, with all its glory and success.

Being the editor for three successive months has been an experience to relish. There has been a constant effort from the

entire team, for effective implementation of the plans sought for the betterment and improvisation of the magazine. All

this is just the start….. With this New Year begins new ventures, new ideas, new conceptual plans and better recreational

ways to reach out to our readers.

“Cost per copy” has been the focus of this month's issue. Being one of the primary factor considered by both the

remanufacturer as well as the customers preferring remanufactured cartridges, it seemed right to cover this topic, in the

first issue of the year.

The above focus is coupled with the information about the industry across the world, Product launch and

remanufacturing instructions of Samsung ML 1630

We are attempting to bring better look and feel into the magazine. Please send in your valuable suggestions to

[email protected].

Best Regards

Bindu M. Nair, Editor

With You Happy New Year 2009

Recharge India TeamFrom

Recharge India Team


JANUARY 2009

6

Contributors

Cover Story : Cost Per Copy

Remanufacturing : Instructions Uninet Imaging

Company Profile :

SAMSUNG™ ML 1630



JANUARY 2009

8

Remanufacturing Instructions

SAMSUNG™ ML 1630CARTRIDGE REMANUFACTURING INSTRUCTIONS

SAMSUNG ML 1630 LASER PRINTER

TONER CARTRIDGE

ITONENOW IN INDIA

TM

@2008 Itone, Inc. All rights reserved. ITONE is registered trademark of Itone, Inc. All other brand or product names are registered trademarks of their respective companies.

RHP PRINTER TONERSFOR HP 1010 SERIES

RRICOH COPIER TONERS

FOR AF 1045 SERIES

RCANON COPIER TONERS

FOR IR 400 SERIESFOR IR 8500 SERIES

TMITONE INC. www.itone-inc.com

USA WEST COAST2056 Calle BogotaRowland HeightsCA [email protected]

DISTRIBUTOR IN INDIAUnits 311/312, Jogani Industrial EstateTulsi Pipe Road, Dadar (West) Mumbai-28Phone : +91 22 24229166E-mail : [email protected]


JANUARY 2009

10


Remanufacturing the Samsung ML-1630

Toner Cartridge By Mike Josiah

only as a printer but aesthetically as well. One interesting thing is

that the fuser uses a 2 lamp system. Most machines these days use

a film and ceramic heater to fuse the toner. This system is more

like the HP-8100.First released in October 2007, Samsung ML-1630, ML-1631,

ML-1630S, and SCX-4500 Printers are based on one of These cartridges do not have a drum cover, and come new with a

piece of heavy paper taped around the cartridge (see Figure 1).

All new cartridges opened so far have shown some toner

leakageon the drum that would have shown on any prints for at

least a few pages.

The standard cartridge (Samsung part# ML-D1630A comes

new with 40g toner, and is rated for 2,000 pages at 5% coverage.

The starter cartridge however is rated for only 1000 pages. As

with pretty much all cartridges these days, the cartridge has a chip,

and it has to be replaced.

While this system uses all standard monochrome technology, the

printer itself is extremely small and compact.

See Figure 2 for a complete layout of the entire printer. I have not

taken a machine apart yet, and I hope I never have too!Samsung’s newest engines. The ML-1630 series runs at 17 ppm

Cartridge troubleshooting as well as common error messages will with a maximum resolution of 600 dpi. The design is new for

Samsung and all other printer manufacturers for that matter. be listed at the end of the instructions.They are pushing its sleek design as a nice office addition not


JANUARY 2009

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REQUIRED TOOLS1. Toner Approved Vacuum

2. A Small Common Screw Driver

3. A Phillips Head Screwdriver

4. Needle Nose Pliers

REQUIRED SUPPLIES1. 40g Toner

2. New Replacement Chip

3. Conductive Grease

4. 99% Isopropyl Alcohol

5. Drum Lubricating Powder

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

2. On the left side end cap, remove the three screws.

3. While still on the left end cap, locate the top and bottomtabs.

4. Press in on these tabs, and remove the end cap.


JANUARY 2009

13


5. End cap removed.

6. On the right side end cap, press in on the top tab and remove the end cap. The right side does not have a bottom tab, but itfits on very tight and must be carefully pried off.

7. Separate the two halves slightly, and lift off the middle top cover/PCR assembly.

FP_AdLayout 12/5/08 10:28 AM Page 1


JANUARY 2009

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8. Pull the metal drum axle from the toner hopper clips on both sides.

9. Remove the drum/waste assembly. 10. On the top cover, lift up on the PCR. Remove the PCR fromthe assembly. Clean the PCR with your normal PCR cleaner.WARNING: Do not clean the OEM PCR with alcohol, as this willremove the conductive coating from the roller. If the PCR is anaftermarket, follow the cleaning methods recommended bythe manufacturer. If the PCR is an OEM, we recommend it becleaned with your standard PCR cleaner.

11. Place a small amount of conductive grease in each of the PCR holders, and replace the PCR.


JANUARY 2009

17


12. Remove the drum axle from the clips on both sides of the waste assembly. Remove the drum.

13. Remove the two screws from the doctor blade, remove theblade.

14. Remove the two screws from the doctor blade, remove theblade.

17. Install the drum/axle into the clips of the waste tonerassembly.

18. Carefully pry out the fill plug on the toner hopper, anddump out any remaining toner. The fill plug can be difficult toremove. Take a small common screwdriver and work it aroundthe edge lifting slightly until it comes loose.


JANUARY 2009

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19. On the fill plug side of the hopper, locate the double plasticbushing and contact spring.

20. Take the long tail of the spring and move it off the developerroller shaft so it sits against the bushing.

21. Press in on the bushing tab, and remove the bushing. Be careful not to lose the spring.

22. Slide the developer roller over, and lift out to remove.23. Remove the 2 screws from the doctor blade, remove theblade.Clean out all the remaining toner from the hopper.


JANUARY 2009

19


24. Make sure the doctor blade sealing foam and the developerrollers seals are clean and intact.

25. Clean the doctor blade edge so there is no evidence ofbuild up along the edge. If any buildup exists, the cartridge willstreak. This blade can be cleaned with your preferredSamsung DB cleaner.

26. Install the doctor blade and two screws. 27. Clean the developer roller with a dedicated DVR cleaner,and replace into the hopper. Install the gear side first.

28. While holding the DVR contact spring back, install the double bushing. Make sure it snaps into place.


JANUARY 2009

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29. Set the long tail of the contact spring so it touches theshaft of the developer roller.

30. Fill the hopper with 40g ML-1630 toner, replace the fillplug and check for leaks.

31. Snap the drum axle shaft into both clips on the toner hopper.

32. Slide the middle top cover/PCR assembly into place. Make sure the two middle tabs fit under the edge of the waste hopper.


JANUARY 2009

21


33. Take the right side end cap align the drum axle keyed end so it will fit into the keyed slot of the end cap. Snap the end capinto place.

34. Install the three screws into the end cap.

35. Clean the contacts on the left side end cap, and replace the conductive grease. Snap the end cap into place, and replace thethree screws.


JANUARY 2009

22


36. To replace the chip, drill out the two plastic rivets with a small drill, remove the cover, and chip. I used a 5/64” bit.

37. Install the new chip and cover, insert 2 small screws that correspond to the holes drilled to hold everything in place.

REPETITIVE DEFECT CHARTUpper Heat Roller 77.09mmLower Pressure Roller 75.36OPC Drum 62.8mmTransfer Roller 47.1mmSupply Roller 46.9mmDeveloper Roller 35.2mmPCR 26.7mm

PRINTER ERROR MESSAGES!!T1 Toner Exhausted!!T2 Invalid toner. (Cartridge has been refilled but the chip has not been replaced)!!T3 Cartridge not installed correctly or missing!!T4 Non Genuine Toner, cartridge not compatible with this machine.

(Too soon yet to see what causes this)!!CO Top cover open!!EE Internal error!!JO Paper feed jam rear of machine!!J1 Paper jam rear of machine!!J2 Paper jam Exit area.


JANUARY 2009

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Cover Story

Cost per copy has always been an alien concept for the imaging

supply dealers where as the Copier dealers have accepted it as an

efficient tool for increasing their profits. Cost per copy program

is beneficial to both the customer as well as the vendor. Cost per

copy program transfers economic risk to the suppliers and thus

enables the customer to reduce their total cost, where as for the

vendors these programs lock out competition and helps in

Simplifying the entire concept economically, the more one buys, retaining customers for multiyear contracts.

the less each individual unit would cost. But the concept still

remains complex for the customer as they have to consider a lot

of other factors too. Generally the customers are left with no Cost per copy is basically determined by calculating the cost of choice on the type of cartridge to be purchased for a particular printer cartridge divided by its yield.printer they have bought,say for instance,a customer who has a

Lexmark e210 printer cannot purchase HP Laserjet 8100

cartridge.Thus, a decision making process that involves a cost

per copy analysis usually starts before the end user has made a

decision on which printer to purchase.

Cost per copy

and lasts for 2,000 pages with 5 percent coverage. See Figure 2

for the cost-per-copy calculation.

Amongst these examples, the cost-per-copy is the highest with

the Lexmark Z615 color cartridge, which is $0.126 per page.

The cost per copy is the lowest with the HP LaserJet 1012

cartridge, which is $0.035 per page.

Considering the example of

the black inkjet cartridge (10N0016) for the Lexmark Z615

inkjet printer costs $31.99 and has a maximum yield of 410

pages, and the color inkjet cartridge (10N0026) for the printer

costs $34.65 and has a maximum yield of 275 pages. See Figure

1 for the cost-per-page calculation.

Similarly, the HP LaserJet 1012 printer cartridge costs $69.94

COST PER COPYIntroduction

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Cost per copy

History

Imaging supply selling models

Challenges of cost per copy in the printing industry

Selling cost per copy program

Selling against cost per copy program

Conclusion

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Chemical Toner Matching Drum Compatible Replacement Chips Drum Removal Fixture and Drll BitToner Hopper Drill Fixture and Drill Bit Seal Insertion Fixture Drum Turning Tool Seal Doctor Bar

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Email : [email protected] & [email protected]

NEW!

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Embedded EPS

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Recognized Global Leader

in Color SolutionsComplete Matched Systems for

Samsung CLP-300 /CLX-3160TM TMR

Toner Compatible Replacement Chips Drill Hold Fixture Fill Plugs

Remanufacturing Instructional Videos Online at

www.futuregraphicsllc.com

© 2008 FUTURE GRAPHICS, LLC. ALL RIGHTS RESERVED. FUTURE GRAPHICS IS A DISTRIBUTOR OF COMPATIBLE REPLACEMENT PARTS AND PRODUCTS FOR IMAGING SUPPLIES. NONE OF FG’S PRODUCTS ARE GENUINE HP® AND SAMSUNG® REPLACEMENT PARTS AND NO AFFILIATION OR SPONSORSHIP IS TO BE IMPLIED BETWEEN FG, HP® AND SAMSUNG®

Embedded EPS

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JANUARY 2009

26

Cover Story

At an advanced level cost-per-copy is a total cost of ownership

(TCO) analysis that involves a comprehensive review of the cost

equation. The following factors are considered for the

determination of the true cost per page of any particular printer:

Cost of printer

Cost of supplies

Cost of parts

Cost of service

Cost of overhead to manage printer

Cost of capital used to purchase the printer

Any other miscellaneous costs associated with running

the printer

These factors can be further elaborated thus making the

calculation of cost per copy more complex. Further

consideration of the following factors would significantly affect

the total cost per copy:

Where the printer is purchased

Whether the printer is new or used

Where supplies are purchased

Whether supplies are OEM or remanufactured

The reliability of the products purchased

Where paper is purchased

What type of paper is used

Where parts are purchased

What types of parts are used

Whether parts are new or reused

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History

How frequently the printer is serviced

Who services the printer

Who is responsible for ordering supplies

How much ink is printed on the paper

What is the mix between color and monochrome

How much time does it take to ensure that the printer is up

and running properly

With what type of financing was the printer purchased

A host of other variable costs

In the early to mid 1980s, the copier industry was considered a

highly profitable, high-growth industry.The growth of the new

first time placement of copiers was more than 12 percent and

that of the overall channel was more then 20 percent. Margins on

equipment were only between 5 percent and 10 percent, but

margins on service were more than 60 percent, and margins on

supplies ranged from 50 percent to 80 percent. Times were good

for most copier dealers.

However, in the late 1980s, industry growth began to slow down

because of the new entrants who emerged with alternative

sources for supplies. Alternative sources included compatible

supplies and the gray market. Compatible copier supplies were

manufactured by companies such as Hunt, Nashua and Katun.

Meanwhile, a gray market began to develop as copier dealers

bought inventory from the OEMs on allocation programs and

began selling that product to wholesalers.

By the early 1990s, growth had slowed down to the range of 10

and 12 percent, and margins on supplies and service were

beginning to decline. In response, copier dealers conceived of

cost-per-copy programs in order to increase their revenue

potential within customer accounts, increase their margins, lock

in customers with multiyear contracts, and prevent competitors

from gaining access to customers by simply pricing the same

product lower.

The strategy was a success and by the mid 1990s, cost-per-copy

penetration had reached an estimated 40 percent to 60 percent of

the copier industry. These cost-per-copy programs slowed the

margin decline by moving the customer focus away from the cost

per toner cartridge or service trip and toward a total cost of

ownership model. Additionally, cost-per-copy programs allowed


JANUARY 2009

27

Cover Story

dealers to lock in their customers with minimum volume,

multiyear contracts.

From the late 1990s through today, cost-per-copy penetration

has reached approximately 90 percent in the copier market. New

first-time placements of copiers is flat at 1 to 3 percent per year.

Margins on equipment sales have declined to zero or below as

dealers, like the printer OEMs, employ a razor blade strategy to

make money on service and supplies. Supplies and service

margins appear to hover around 40 percent and are remaining

fairly constant.

The copier industry has many similarities to the printer industry.

Obviously, both industries have output devices, supplies and

service; both industries employ razor blade strategies; both have

sizable OEMs that make fairly substantial margins; and both

industries have a broad network of dealers who are in constant

competition with one another. However, the laser printer

industry started 15 to 20 years after the copier industry, and,

therefore, has a few years to catch up. In the copier industry, the

progression from separate equipment, supply and service sales to

complete penetration of a sophisticated cost-per-copy model

took approximately 20 years. It appears that the evolutionary

cycle may be significantly shorter in the printer market.

Cost per copy is basically one of the selling model adopted in the

copier and the imaging industry. However the different methods

adopted by the rechargers and the dealers to sell the imaging

supplies are categorizied into five main selling models:

Supplies

Service

Supplies and service

Supplies, service and hardware

Cost per copy

A brief about each of the above methods and finally the

advantage of the cost per copy method on all these.

Supplies: This is the basic among the five selling models, which

involves pitching supplies to office managers or individual users.

Local or state government bids and Internet sites where the deal

is focused on single transaction follow this type of selling model.

Sometimes the focus is extended to recurring transaction, which

Imaging supply selling models

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may even include a contract, but however 'price' remains the

differentiating factor for the recharger or the dealer. This type is

commonly used among small and medium-sized businesses, who

are willing to compensate for the quality by considering the cost

factor. This model supports the customer to dominate the

relationship and switch vendors and thus provides almost nil

strategic control for the vendor.

Service: This model involves a service component, with

increased level of operational capabilities. Here the service call

usually originates with a more sophisticated user. The

operational capabilities include responding to the customer

service calls, troubleshooting different sets of problems. The

technicians involved are expected to be highly professional and

knowledgeable. These technicians who represent the recharger

are held in high esteem as they frequently interact with the IT

group or the IT manager who is responsible for all IT

equipment within the office. These IT managers can

differentiate between different service levels and, provided they

are satisfied with their current provider, tend not to switch

vendors. These complexities, ironically, increase control for the

recharger because they create a barrier to entry for competitors

who perform less well. Suppliers who offer good service and are

competitively priced offer few reasons for a customer to switch

to a different supplier.

Supplies and Service: It is the most predominant selling model.

As the name itself suggests, it combines both the supplies and the

services model. The following are different variations in the

supplies and services model:

Total Laser Care (TLC) - A number of rechargers charge

OEM prices for remanufactured cartridges and combine the

supplies with “free” service. Should anything go wrong with the

cartridge or the printer, the recharger will fix the problem for free.

Generally, the margin between the cost to remanufacture the

cartridge and the OEM price usually enables a recharger to be

profitable in this scenario even with the service included.

Customers interested in this type of relationship are primarily

focused on convenience

Service and Supplies Discount- Rechargers may offer a

significant discount or rebate to a customer if they agree to

exclusively source service and supplies from the recharger for a

period of time. This pitch is typically most effective with cost-

conscious customers who recognize that volume purchasing with

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Cover Story

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a single vendor can be one of the most effective methods to

reduce costs

Service and Supplies Contract - Rechargers may charge a

fixed amount to service a population of printers across an

established time period. The recharger would bill the customer

separately for supplies, but generally will have an exclusive

relationship for supplies because of their service content.

Apart from this there are few more variations in the 'supplies and

service' model. This selling model is not merely transactional and

offers an extended relationship for an longer duration. The

vendor should strive to reach a certain performance level over an

established period of time and with the increase in the

performance demand, the opportunity for strategic control and

longevity of the relationship is also increased.

Supplies, Service and hardware: This model is less popular in the

recharger channel when compared to the copier channel because

of the following factors:

the lower price points of printers,

the relative accessibility of purchasing printers (including

the fact that almost all OEMs also sell direct),

the low margins rechargers make on hardware sales and

In certain instances, the amount of capital involved

Despite these obstacles, the supplies, services and hardware

selling model provides the most comprehensive solution for

customers of any of the previously discussed selling models. By

providing all three elements of the value equation, the recharger

is assisting the customer in evaluating their output needs,

establishing which configuration is ideal and managing the entire

process from beginning to end. As a result, it is a more

complicated selling process, but yields more strategic control to

the vendor given the higher economic value of the decisions

being made and the supporting role that the vendor plays in the

IT investment decision.

Cost-per-Copy: This is the most complex of all selling models as

it takes into account the Total cost of Ownership (TCO) and

includes all elements of the cost equation. The senior executive

level of the organization mostly adopts this model, as it involves

addressing multiple cost elements that reach across many

different departments within an organization. They are generally

concerned with the large investments of the organization and

have authority to take the suitable decisions. For a transaction

involving large economic value, it is considered reasonable to

create a multiyear contract, a benefit for the customer as it

guarantees cost reductions for an extended period of time and a

benefit for the vendor as it locks in a recurring revenue stream and

locks out competition.

In a competitive market, there is always another company that can

or will sell the product for a lower price. Of all five selling models,

the cost-per-copy model has the most advantages. Clearly, those

rechargers who develop a cost-per-copy selling model will have a

decided competitive advantage over those who do not or cannot.

Inspite of being the highly advantageous selling model,cost per

copy is still on the pavement of recognition in the industry,as any

company which wishes to adopt this particular method has to

succumb to its significant challenges of implementation.Cost per

copy is 'hard to determine,hard to sell,hard to administer and

hard to maximize'.

The challenge for the cost per copy selling model begins with the

contrast faced by the decentralized printing model and the

centralized copier model. Logically, compared to copiers the

printers are used in larger numbers, be it in an office, any

professional organization, hospital or a university. This

decentralized printing model not only affects the number of

output device, it also affects the acquisition of supplies. All these

printers used in a particular organization may not be of the same

kind; say there can be different based on the usage levels like

How many people use the printer (networked printers versus

single use),

What is being printed (graphics department or customer service

department),

The density setting of the printer (higher density settings use

toner faster).

Moreover different printers have different time for changing their

respective cartridges. Thus tracking the unique working pattern

of all the printers is quite challenging when compared to that of

the copiers. This decentralized printing model, which affects

usage, purchasing, tracking, etc., is the largest inhibitor to the

increased penetration of the “cost per copy” selling model in the

printer industry.

Challenges of cost per copy in the printing industry


JANUARY 2009

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Cover Story

When a recharger makes an effort to sell based on cost per copy,

the general premise is that the recharger will determine the

current cost per copy and then propose a reduced cost per copy

for a future contract. The difference between the current cost per

copy and the proposed cost per copy provides the value equation

for the customer switching their business from their current

vendor(s) to the recharger. Determining the current cost per

copy has following challenges.

Identifying all of the output devices within an organization-

For a single-office organization, determining the number of

output devices can be completed with a simple onsite visit that

takes half an hour. For a company with multiple offices spread

across different states, determining the number of output

devices may take hundreds of hours. Once the recharger has

determined the number of output devices, it is necessary to

determine the purchase price of each output device as well as

establish an expected life for the device. Knowledge of purchase

prices can be limited, and estimates of the potential life for a

printer can vary widely.

Figuring out the aggregate supplies usage- A few companies

can provide specific details on supplies consumption through an

invoice history report via their accounting software programs,

but the vast majority of companies dump imaging supplies

purchases haphazardly into office supplies, business supplies,

miscellaneous supplies or a host of non-essential accounts.

Given that the imaging supplies are purchased from such a vast

array of different sources, with multiple credit cards on separate

accounts, calculating supplies consumption often requires the

recharger to review invoices over a sample time period, and then

make assumptions to determine annualized supplies costs.

Accounting for all non supplies costs-. If a company is using

a single source for service, the recharger can simply review past

invoices. However, most companies, particularly if they have

offices spread far and wide, will rely on multiple service providers.

In addition to service, rechargers must consider parts, overhead

and any additional costs associated with the output devices. All

of this amounts to a time-intensive task that, clearly, is more

complicated, sophisticated and comprehensive than selling a

single toner cartridge.

Capturing the print output data for customers-While there

are a number of different software programs for both the printer

industry and the copier industry that enable rechargers to capture

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Selling cost per copy program

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printer output, there are a limited number of comprehensive

solutions that capture all the necessary data. Many software

programs have limited success capturing output data in the

following circumstances:

printers that are not connected to the network,

Aternative OEM printers with unique printer drivers and

Aggregating copier and printer data under one system,

amongst other challenges.

Apart from all these, there are host of many other challenges in

administrating the cost-per-copy programs. Fundamentally, it is

a more sophisticated selling process with a more significant time

commitment in the selling process, more value-add in the analysis

and recommendation process, more risk in implementing the

program and more cost in managing the account. If these

additional challenges can be overcome, cost per copy can provide

opportunities for increased revenue, higher margins and a longer

relationship with the customer.

There is no such consistent theme to sell the cost per copy

program as; it significantly depends upon the company size,

organizational infrastructure, existing output devices and variety

of other factors. But, however the following themes can be very

well considered for selling the cost per copy program.

Unknown cost of output devices in an organization:

Rechargers who can assist the companies in recognizing their

print and copy issues and the expenditure related to it can add in

their value even before becoming a supplier.

Control and reduce aggregate costs

Shifting of risk from the customer to the vendor: The

customer may have a high degree of variability in its monthly

printing costs based on a variety of factors. The customer should

value creating a more fixed cost structure that is not subject to

wild swings on a monthly basis. Moreover, if the cost-per-copy

program includes ownership of the equipment, the customer will

not be responsible for any equipment replacement, multiple

leases, etc.

Thus we can finally conclude that selling cost per copy requires a

more experienced and capable sales team that has been trained to

sell to a more sophisticated customer. The ability to sell cost per


JANUARY 2009

32

Cover Story

copy creates a decided competitive advantage over local

rechargers who are not able to sell using this approach.

Some customers may prefer a more basic model, in which case a

recharger can pitch the value of a return to the simplicity of

supplies and service purchases, a separate set of invoices (think

of how complicated some phone bills are to determine your

actual usage and costs), or, potentially, a lower cost through

multi-vendor sourcing. If a customer has already made the

decision to move away from cost per copy, the sales pitch should

be relatively simple.

The more challenging sales pitch is for customers who are

satisfied with their existing cost-per-copy programs and are

considering renewing for another multiyear contract. With this

type of customer, a recharger will often need to go through the

consultative selling approach and pitch a lower cost per page, a

more comprehensive program, a shorter contract, better service

or some other set of values for the customers. Rechargers who do

not have the ability to pitch or administer a cost-per-copy

program may effectively be shut out of these types of sales.

Generally, pitching against customers who are satisfied with cost-

per-copy programs is much more challenging than pitching

against a customer who is looking to lower the cost of their

supplies. Customers who have a successful experience with cost

per copy tend to prefer the model, hence the successful and

almost complete penetration of cost per copy in the copier

industry.

The printer industry is more than a $100 billion industry,

globally. With OEMs not adopting any of the recent

technologies for laser and inkjet printers, the future of rechargers

appears to be promising. Rechargers already have an established

advantage over OEMs in the cost-per- copy game and have much

to gain by emphasizing these advantages.

Currently, cost per copy has a penetration of less than 5 percent

in the printer supplies industry given the host of challenges

associated with the selling model. However, given the successful

penetration of cost per copy in the copier industry, many

customers now understand cost per copy. And, given the success

of remanufactured cartridges overall, which are based, at the

Selling against Cost per copy program

Conclusion

most basic level, on a value proposition of lower cost per copy,

cost-per- copy penetration in the printer supplies industry will

increase at a steady pace in the coming years. And rechargers who

can sell and support cost-per- copy programs have a decided

advantage over those who cannot. They will be better able to find

new customers, maintain existing customers, grow revenue,

increase margins and lock in long-term relationships. Those who

cannot offer a cost-per- copy selling model will struggle with the

coming onslaught of cost-per- copy programs. most basic level,

on a value proposition of lower cost per copy, cost-per- copy

penetration in the printer supplies industry will increase at a

steady pace in the coming years. And rechargers who can sell and

support cost-per- copy programs have a decided advantage over

those who cannot. They will be better able to find new customers,

maintain existing customers, grow revenue, increase margins and

lock in long-term relationships. Those who cannot offer a cost-

per- copy selling model will struggle with the coming onslaught

of cost-per- copy programs.


The Deadline for receiving

Advertisements &

Press releases

is 20th of preceding month.


JANUARY 2009

33

Industrial News

ZHUHAI, China — Ninestar has released replacement black toner cartridges for Canon I-Sensys LBP-3100 series printers. The replacement cartridges are compatible for Canon Isensys LBP-3100/3010 and Lasershot LBP3108/LBP3018/3050 printers. The cartridges have OEM comparable page yield. The cartridges have been tested for quality and consistent printing performance.

Ninestar Releases Replacement Black

Toner Cartridges

Contact Ninestar• E-mail: [email protected]• Visit: www.ninestarimage.com

Recharger Magazine’s ReIndia Expo Ready for Successful Second YearLAS VEGAS — Recharger Magazine’s much anticipated

ReIndia Expo will take place March 5-7, 2009 at the Bombay

Exhibition Center in Mumbai, the business capital of India. The

second annual show which promises peer-topeer networking,

innovative products and promotion in the latest global growth

market, has already garnered interest from key businesses.

“We are delighted to return to Mumbai as the show organizers

for ReIndia Expo 2009. The 2008 inaugural show was

unprecedented. The event brought together the remanufacturing

world in a global industry area. Businesses world-wide are

anxious to gather in India which is one of the fastest financial

growth sectors,” Patricia Ames, director, global events, said.

Mumbai is recognized as one of the biggest IT hubs. With its

proximity to Southeast Asia and the Middle East, ReIndia Expo

2009 provides a unique opportunity to share information in a

global, regional and domestic industry.

ReIndia Expo, in association with Trade Expo India Promotion,

is recognized as one of the most important imaging supplies

aftermarket industry and business-to-business technology events

in the region. The show which is free to attendees also represents

an enormous learning platform in the area of technical, sales and

marketing at no additional cost. Exhibitors, attendees and

instructional offerings range from the roots of the industry in

cartridge remanufacturing to cuttingedge strategic offerings such

as content management software and managed print. Even in the

More than 3,000 visitors attended the firstReIndia Expo in March 2008.

ReIndia Expo 2009 is being held March 5-7, 2009 at the Bombay Exhibition Center.For more information visitwww.rechargermag.com/conf/reindia2009/index.aspx

BEST QUALITY PRODUCTS

• HP® P-1005, P-4015, CP-1215 solutions

within 3 months of OEM release!

LOWER MANUFACTURING COSTS

• High yield toners provide up to 30% savings

• Multi-cycleSUMMIT OPC Drums™

• Lowest cost chip solutions

LOWER DISTRIBUTION COSTS

• New 110,000 SF Corporate facility in Los Angeles

• New warehouses in Canada, Colombia and Dubai

• Fast delivery to major cities worldwide

CUSTOMER SERVICE AT NO COST

• STMC Training and Certification

• Award winning Technical Support

• Online Remanufacturing Instructions

• Technical road shows

• Over 500 employees providing

personalized service to you!

BRINGING A WORLD OF...

www.uninetimaging.com© 2009 UniNet Imaging Inc. All trademark names and artworks are property of their respective owners.

Brand names mentioned are intended to show compatibility only.

WITHIN YOUR REACH


JANUARY 2009

36

Industrial News

face of change, key industry companies and business leaders

remain unified in their commitment to meeting the challenges by

creating opportunity.

According to Cartridge Recyclers and Traders Association of

India (CRTAI), the aftermarket industry in India has a history of

more than 20 years. The size of the printer cartridge industry in

India is said to be of Rs 1500 crores or USD 375 million (2006 -

2007) of which 48 percent share by volume is of recycled

cartridges. The scope has increased to inkjet cartridges and laser

toner cartridges and now digital printing. Recharger Magazine,

an 1105 Media publication, is the leading monthly trade journal

for the document printing industry aftermarket.

Recharger Magazine’s complement of global events includes

Reciclamais Expo, South America’s longest running and most

successful industry event; ReChina Asia Expo, the leading event

showcasing the Asia Pacific regions; and World Expo, the world’s

largest gathering for the aftermarket document printing industry.

Contact Nancy Calabrese• Ph: +1-702-505-9546• E-mail: [email protected]

West Point Products Releases Brother DR350/DR2000 Drum

VALLEY GROVE, W. Va and GANNANOQUE, Ontario —

West Point Products, one of North America’s leading premium

replacement toner cartridge manufacturers, announced the recent

addition of the compatible Brother DR350/DR2000 drum

unit. Comprehensive testing of the Brother DR350/DR2000

drum unit has provided superior results and after a careful

research and development process West Point Products ensures

quality and consistency with this latest product release. West

Point Products is extremely focused on the development and

delivery of as many new products as possible. With the release of

the Brother DR350/DR2000, West Point Products reinforces

its strong commitment to product development.

ContactWest Point Products•Toll free: 800-338-2274•Visit: www.westpointproducts.com


JANUARY 2009

37

Product Launch

Faroudja Offers HP CP 2025 Chips 3110 and Xerox 6180 very soon after the cartridges came out,

and this is the case with the CP 2025.” added Farrell. “We Faroudja Toner now carries smartchips for the HP CP

have become very good with our chip development, so if 2025, it was announced. “Many of our customers have

there's an unusual one you are looking for, we may have it been inquiring about this, as none existed anywhere.”

already or can develop it. ”explained marketing director Timothy Farrell. “Again, we

Faroudja Toner, a major manufacturer of toner and recycling are first-to-market, and Faroudja has become an industry parts, also carries a complete range of smartchips from Dell to leader in chip development” Farrell claimed. The chips Minolta to Okidata. are available for all four colors, and are sold individually or

in multiple quantities. They are dedicated to work Contact Faroudja Toner by phone at 650-593-3862, fax at

specifically, and only, for the HP CP 2025 cartridge. 650-593-3817, or visit www.faroudjatoner.com.

“In the past we were able to produce chips such as the Dell

Faroudja Offers Bulk Toner for the Okidata C 3000

Faroudja Toner has

released color toner

in bags for the

Okidata C 3000.

10 kilogram (22

pound) bags are sold

for black, cyan,

yellow and magenta,

a n d c a n b e

p u r c h a s e d

individually or in

multiple quantities.

“This new Okidata C 3000 toner works across the whole 3000

series, including the C 3100, C 3200 and new printers such as

the C 3300.” stated marketing director Tim Farrell. “These bulk

quantities will save you money, about 40% compared to what

you'd otherwise pay, which our customers appreciate.”

Faroudja Toner, in San Carlos, California, additionally stocks

color toner for Hewlett-Packard, Tektronix, Minolta QMS and

supplies a wide range of parts and recharging tools.

Contact Faroudja Toner by phone at 650-593-3862, fax at 650-

593-3817, or visit www.faroudjatoner.com.

Faroudja Offers Xerox 6180 Chips

Faroudja Toner now

carries smartchips for

the Xerox Phaser 6180,

it was announced. “We

have had the toner for a

month and half, but not

the chips. Now that we

stock the chips we

provide a complete

solution for the Xerox

6 1 8 0 .” e x p l a i n e d

market ing d i rec tor

Timothy Farrell. The chips, which work for all four colors of the

6180, are available in both low and high yield versions.

“Everybody's getting the high yield” said Farrell.

Faroudja Toner, a leading manufacturer of toner and recycling

parts, also carries a complete range of smartchips from Minolta

to HP to Dell.

Contact Faroudja Toner by phone at 650-593-3862, fax at 650-

593-3817, or visit www.faroudjatoner.com.


JANUARY 2009

38

Product Launch

MKG Launches Lexmark C520 / 522 / 524 / 530 / 532 / 534 Color Cartridges

MISSISSAUGA, Ontario — MKG Imaging Solutions Inc. has

released its first ever remanufactured Lexmark color cartridges.

After months in MKG’s product development lab, these color

cartridges designed for the Lexmark C520 / 522 / 524 / 530 /

532 / 534 series of printers are also approved for use in the IBM

InfoPrint 1614/1634 color laser machines.

“MKG is pleased to launch our first color products for

Lexmarks,” MKG’s Marketing and Logistics Manager Scott

MacKenzie said. “Lexmark color is almost a hidden market for

remanufacturers like MKG. There are not a lot of

remanufacturers that are currently offering products for these

very capable color printers. We are confident that our resellers

will find these products to be advantageous additions to their

product offerings.”

The Lexmark C520/522/ 524/530/532/534 black, cyan,

magenta, and yellow cartridges launched by MKG become part

of what is already an extensive line of aftermarket color products

offered by the company, with more color cartridges for HP

expected to be launched in the coming months.

MKG's Lexmark C520/522/524/ 530/532/534 color

cartridges are immediately available for outsource and private-

label opportunities.

MKG is one of North America’s largest and most technologically

advanced laser toner cartridge remanufacturers. An ISO

9001:2000 certified company, MKG is based in Mississauga,

Ontario with distribution centers in Nashville, Tenn. and Sparks,

Nev.

Contact MKG Visit: www.mkg.org

UniNet Corporate Relocates to New Facility in Los Angeles

LOS ANGELES — UniNet has relocated its corporate

headquarters to 3232 W. El Segundo Blvd., Los Angeles, Calif.

90250.

The new facility is situated next to its existing distribution

warehouse, located approximately two miles from the Los

Angeles International Airport and 10 miles from the Port of Los

Angeles.

The combined 110,000-square-foot complex is comprised of

UniNet Corporate Operations, West Coast and International

Sales Departments, R&D department and laboratories, along

with storage capacity for more than 500 printers, copiers and

MFPs. Other facilities include a well-equipped customer

training center that provides seminars and educational courses,

and a testing area suited for an environmental chamber.

“We are conducting business as usual, and any previous phone,

fax and order processing system issues that resulted from the

move have been resolved although some minor interruptions may

be experienced in the short term as unexpected issues are

addressed, so please bear with us, and we apologize for any

inconvenience this may cause,” UniNet President Nestor

Saporiti said. “We look forward to continue providing our

customers with superior quality products and service, and we

appreciate their continued support and business.”

Contact UniNet Imaging

E-mail: [email protected]

Visit: www.uninetimaging.com

Oasis Imaging Releases Toner, Chips for Dell 3100 Printers

D6TNBL10120, cyan — D6TNCY10120, magenta —

D6TNMA10120, and yellow — D6TNYE10120. All of these

toners incorporate a developer flow agent and need to be hand-NASHUA, N.H. — Oasis Imaging Products Inc. has shaken, to mix the toner and developer before use in a cartridge. introduced toner and chips for the Dell 3100 Series. This In addition the Dell 3100 Universal Chip (D6CH3100U) will printer provides a very fast 26 page per minute speed for a work with all four color cartridges.low-cost color printing option with a footprint small

Contact Oasis Imaging Productsenough to fit on the average desktop.Visit: www.oasis-imaging.com

The Oasis product numbers would be black —


JANUARY 2009

39

Product Launch

Nukote Announces New HP Indigo Product Line “The release of the HP Indigo line adds to Nukote’s expansive

selection of imaging products,” said Steve Baiocchi, president of ROCHESTER, N.Y. — Nukote International Inc. has

sales. “We continue to invest in research and development to released a line of HP Indigo receptive substrates.

support customers as they take advantage of new opportunities.”

To support expansion of its coating business within the Nukote International, a global leader in imaging su plies,

growing HP Indigo market, Nukote will continue to invest provides a complete line of high-quality, affordable,

in research and add to this expanding line of products. environmentally friendly products for more than 30,000

Currently, white BOPP, clear BOPP, glossy paper and semi-imaging devices film applications.

gloss paper roll label stocks are available and in stock. Contact Nukote InternationalSpecialty Indigo products such as synthetic paper in roll E-mail: [email protected] Visit: www.nukote.comform or in cut sheets are also available.

Copylite Products Introduces Color Coded Reset Chips

FORT LAUDERDALE, Fla. — Copylite Products, a global

distributor of OEM and

c o m p a t i b l e i m a g i n g

products, now carries color

coded reset chips for use in

Konica Minolta Bizhub

C250, C252, C300 and

C352 imaging units.

The chips, which work on

both compatible and

OEM imaging units,

promise to increase the imaging unit’s life by up to 50 percent.

With a pricetag of just $16 the chips allow dealers the

opportunity to take advantage of huge savings on imaging units

originally priced at $150-$300.

The chips have been tested to work specifically, and only, on

Konica Minolta’s Bizhub C250, C252, C300, and C352 black

and color imaging units.

The newly introduced chips are just a few of the many toner and

imaging unit reset chips offered by Copylite. “Our chips have

been a hit with clients worldwide,” said Shayra Quezada,

marketing coordinator for Copylite Products. “Not only do they

offer a tremendous value to the dealer but they also require little

financial and storage commitments.”

Contact Copylite

Visit: www.copylite.com

Faroudja Toner Offers Smartchips for Dell 3110

SAN CARLOS, Calif. — Faroudja Toner now carries

smartchips for the Dell 3110.

“We have had the toner for a month, but not the chips,” said

Marketing Director Timothy Farrell. “Now that we do stock the

chips we provide a complete solution for the Dell 3110. We

believe we are the first.”

The chips, which work for all four colors of the Dell 3110, are

high yield with a page count of 8,000.

Faroudja Toner, a leading manufacturer of toner and recycling

parts, also carries a complete range of smartchips from Minolta

to HP to Xerox.

Contact Faroudja Toner

Visit: www.faroudjatoner.com


JANUARY 2009

40

Product Launch

Future Graphics has OPC for HP 2600 Remanufactured Cartridges

LOS ANGELES — Future Graphics Imaging Corporation

released a newly engineered OPC for HP 2600 cartridges that

features a one-piece flange.

The new MK Imaging OPC is easily installed, reduces labor time

and increases the profit of remanufacturers.

The high-quality OPCs, co-developed with MK Imaging

chemical color toner are in stock and ready to ship in either five-

or 100-packs.

Updated remanufacturing instructions are available on

www.fgimaging.com.

Contact Future Graphics


Visit: www.futuregraphicsllc.com

Delacamp Europe: +49-40325-8280

Visit: www.delacamp.com

Faroudja Toner Releases Bulk Toner for Xante Ilumina

SAN CARLOS, Calif. — Faroudja Toner has released color

toner in bags for the Xante

Ilumina. The 10-kilogram (22-

pound) bags are sold for black,

cyan, yellow and magenta, and

can be purchased individually or

in multiple quantities.

“We’ve sold a lot of this toner in

bottles, more than we expected,”

said Marketing Director Tim Farrell. “There seem to be many

printers out there. But now, with the bulk toner bags, customers

can have huge savings of 40 percent compared to the bottles.”

Faroudja also offers OPC drums for the Xante. Faroudja Toner

additionally stocks color toner for Hewlett-Packard, Okidata,

Xerox Phaser and supplies a wide range of parts and recharging

tools.

Contact Faroudja Toner

Visit: www.faroudjatoner.com

NATT Introduces Drum Unit for Konica Minolta C5500, C6500 Digital Copiers

MINNEAPOLIS — NA Trading and Technology (NATT), a

distributor of OEM-compatible, high-performance parts and

supplies, has launched the first aftermarket drum unit for use in

Konica Minolta C5500 and C6500 digital copiers.

During a rigorous testing process, the NATT drum units have

consistently produced OEM-equivalent performance and yields.

NATT is the only aftermarket supplier offering this high

performance drum unit.

NATT has also released the DU-101 for use in Konica

8050/Bizhub C500 machines, as well as the Minolta CF5001.

The DU-101 has produced yields and performance equivalent

to OEM.

Contact NA Trading and Technology

Visit: www.natrading.com

MSE Expands HP Monochrome Lineup With Two Models

VAN NUYS, Calif. – Micro

Solutions Enterprises has released the

compatible cartridges for HP P1005

and P1505 printers.

MSE’s compatible cartridge for the

HP CB435A (P1005 Series) is 100

percent compatible with all P1005

and P1006 models and yields 1,500

pages based upon ISO 19752 testing. MSE’s compatible

cartridge for the HP CB436A (P1505 Series) is 100 percent

compatible with all P1505 and M1522 models and yields 2,000

pages based upon ISO 19752 testing.

“These two releases are important for our dealers,” said MSE

President Yoel Wazana. “These entry-level machines are very

affordable which makes the cartridges high in demand. Our

high-yield products print with graphics level quality throughout

the life of the cartridge and both models have full chip

functionality. Our new sidewinder packaging also uses 30

percent less cardboard than previous packaging making it even

more environmentally friendly.”

Contact MSE

Visit: www.mse.com


JANUARY 2009

41

Product Launch

MSE Releases Lexmark E350 Compatible High-Yield Cartridge

sacrificing quality. We guarantee 100 percent firmware

compatibility and back our products up to three years.”

MSE, an ISO 9001/ISO14001 certified company utilizing 24 VAN NUYS, Calif. — Micro patented and patent-pending technologies, manufactures a full Solutions Enterprises has line of high-quality compatible toner cartridges, MICR toner released the compatible Lexmark cartridges, inkjets and thermal transfer ribbons.E350 high-yield cartridge.

MSE’s manufacturing capacity exceeds 300,000 toners and “The Lexmark e350 series of printers have become quite 500,000 inkjet cartridges per month. The company owns and popular because of their affordability and small footprint,” operates 285,000 square feet in California and Pennsylvania as MSE President Yoel Wazana said. “When the e350 and well as additional distribution facilities in Canada, the e352 printers come with 1,500 and 3,000 page “starter” Netherlands, Brazil and Israel. MSE offers full solutions for cartridges, consumers quickly are searching for a low-cost outsourcing, private labeling, private packaging, and blind drop per page alternative.shipping. The company also offers award-winning sales training,

When the OEM also has a retail of $200, our high-yield marketing materials and additional value-added services.9,000 page-yield compatible cartridge offers a perfect

Contact MSE Visit: www.mse.comopportunity for our dealers to make great margin without

West Point Products Releases New Compatible Drum Units

VALLEY GROVE, W. Va. and GANNANOQUOE, Ontario

— West Point Products has released compatible Brother and

Dell Drum Units to its extensive product line.

West Point Products released the Brother DR350, the Dell 1700

(E232) and the Dell 1720 compatibled drum units. Both the

Dell 1700 and 1720 are also compatible with several IBM

Infoprint and Lexmark products.

These new products have undergone the complete qualifying of

components and processes necessary to pass West Point

Products’ stringent standards.

These new products, as well as every product sold by West Point

Products, are backed by its complete satisfaction guarantee.

West Point Products has been a leader in the compatible imaging

supplies industry since 1972 and is one of only a handful of

companies in the imaging industry to proudly hold both ISO

9001:2000 and STMC certifications. West Point Products’ has

distribution centers that are strategically located throughout the

United States and Canada to ensure prompt delivery.

Contact West Point Products

Visit: www.westpointproducts.com

UniNet Offers Absolute Color Toners, Smartchips for Dell Brands

LOS ANGELES — UniNet

released toners for use in Dell

3110CN and 3115 MFP

series printers.

“The complex design of this

print cartridge was a real

challenge,” said UniNet R&D

Manager Javier Gonzales.

“Finding the right toner and developer combination in addition

to resolving the sealing issues was quite a task.”

Toners are offered in both standard (5,000 pages for black and

4,000 pages for colors) and high-yield versions (8,000 pages for

black and colors). Developer will also be offered as a separate

item in order to perform a complete remanufacturing process.

Toners are matched with UniNet Smartchips, Unidrum and

other components. Customers will find these products to be

comparably alternative to OEM at a significant cost savings.





JANUARY 2009

42

Product Launch



Advertisements & Press releases


UniNet Adds Summit OPC Drums for HP printers

LOS ANGELES — UniNet has

released Summit OPC Drums

for use in HP P4014, 4015 and

4515 printers.

UniNet has qualified the latest components for use in both

standard (10,000 pages) and high-yield (24,000 pages)

cartridges. UniNet recently released matching absolute black

toners, smartchips and cartridge remanufacturing instructions

for the new OPC.




UniNet Qualifies Absolute Color Toners, Unichip Smartchips for Samsung CLP 610/660

LOS ANGELES —

After exhaustive testing

and pr int qual i ty

evaluations, UniNet’s

Absolute Color toners

and Unichips qualified

for use in Samsung

CLP-610/660 series

printers.

These two models are based on the same print engine, the CLP-

610 running at 21 ppm and the CLP-660 at 25 ppm.

Toner is available for both the “A” version cartridges (rated at

2,500 pages for the black and 2,000 pages for the colors) and the

“B” version (5,500 pages for black and 5,000 pages for the

colors).

These printers offer a unique blend of speed and resolution

(2,400 by 600), with a built-in duplexing feature that make these

one of the more popular printer models available.




West Point Products Introduces HP Maintenance Kits

VALLEY GROVE, W. Va. and GANNANOQUOE, Ontario

— West Point Products has expanded its already broad product

offering to include a line of HP maintenance kits.

West Point Products now offers maintenance kits for the HP

4250, 4350, HP 4000, 4050, HP 4200, HP 4300, HP 8100,

HP 8150, HP 4100, HP 5SI, HP 8000 and the HP 9000. All

maintenance kits will include one remanufactured fuser unit,

OEM transfer roller and pick-up rollers, installation instruction

and gloves.

Every fuser unit in a West Point Products maintenance kit is

developed under strict quality control measures to ensure that

the customer will receive an exceptional product.

By having a maintenance kit when the perform maintenance light

is on it will help to prevent or eliminate down time.

West Point Products is committed to maintaining industry

leadership by continuing to introduce and provide a wide range

of products that meet the needs of its customers.

West Point Products has been a leader in the compatible imaging

supplies industry since 1972 and is one of only a handful of

companies in the imaging industry to proudly hold both ISO

9001:2000 and STMC certifications. West Point Products has

distribution centers that are strategically located throughout the

United States and Canada to ensure prompt delivery. Locations

include; Gananoque, Ontario, Pittsburgh, Pa., Jacksonville, Fla.,

Houston, Denver and Irvine, Calif.

Contact West Point Products

Visit: www.westpointproducts.com


JANUARY 2009

43

Product Launch



Advertisements & Press releases


Katun Corp. Offers Performance Toner for Toshiba Peripherals

MINNEAPOLIS —

Katun Corporation, a

l e a d i n g a l t e r n a t iv e

supplier to the office

equipment industry, has

r e l e a s e d K a t u n

Performance toner for use

in Toshiba e-Studio 163/203-series multi-function peripherals.

For customers looking to improve their cost-per-copy on these

relatively new MFPs, this Katun Performance toner is an

excellent alternative to the OEM toner for these applications.

“Many of these e-Studio models are still being actively placed in

a significant number of markets, and are considered very good or

excellent in the categories of reliability, print/copy quality, and

value,” said Bob Moore, vice president of product development.

“This Katun Performance toner represents a great opportunity

for dealers to increase their profitability on these popular

machines, both now and well into the future.”

Today’s energy efficient Toshiba digital multifunctional devices

utilize lower fusing temperatures and shorter warm-up times to

provide a more energy efficient machine operation.

As a result, the toner required to operate in this environment

must possess a lower melting temperature to provide proper

fusing characteristics. Katun’s exclusive polyester-based toner

formula meets these requirements so toner is fused onto the page

efficiently, without compromising image quality.

In addition, this toner has been thoroughly tested to ensure

complete forward and reverse compatibility with the OEM toner.

Katun Performance toner can be easily installed before and/or

after OEM toner has been used, without degradation of

print/copy quality.

As with all Katun products, Katun Performance toner for use in

Toshiba e-Studio 163/203-Series MFPs may be ordered via the

Katun Online Catalogue.

Contact Katun Corp.

E-mail: [email protected] Visit: www.katun.com

Jet Tec Info-Consumables Releases HP 1215 Color Toner

NEW DELHI, India — Jet Tec Info-Consumables, one of

India’s leading imaging supplies providers, has released the new

HP 1215 color toner, a dedicated toner designed for HP CLJ

1215 (CB540/541/542/543A), HP CLJ 1515, HP CLJ

1518 and HP Color MFP CM1312.

Jet Tec’s HP 1215 color toner has been designed with excellent

color matching, good halftones and image density. It is currently

available for retail customers at all Jet Tec offices across India. Jet

Tec also offers solutions for HP 2600, HP 3600, HP CP3505

and HP 5500 series of color laser and MFPs.

Jet Tec has also released the new HP P1006, a dedicated toner

designed for HP LJ P1005/1006 (CB435A), HP LJ P1008

(CC388A) and HP LJ P1505 (CB436A) printers, HP Laser Jet

M1522 MFP (CB436A).

This is the first time HP introduced a magnetic-CPT

(chemically prepared toner) in a new series of monochrome

printers. It is a new generation toner with very stringent

requirements in image density, toner fusing/fixing properties

and toner transfer efficiency.

Jet Tec’s HP P1006 toner has been designed with excellent image

density, good grayscale effect and high quality printing

performance. It was tested to match with various common OPC

drums in the aftermarket. This conventional toner gives a

consistently high quality print performance throughout the

whole life cycle of a recycled cartridge.

Contact Jet Tec Visit: www.jettec.com


JANUARY 2009

44

Company Profile

Product:

Year of Establishment:

Location:

Product Range:

Plant Capacity:

Market:

Specializes in production of OPC drums for use in

Photocopiers and Printers.

Founded in 2001.

Greater Noida

OPC drums ranges diameters 24 mm to 120 mm .Currently

making more than 80 types of different OPC drums.

Monthly production capacity is more than 2,00,000 OPC

Drums.

Company Profle : OPC Technology Japan Pvt Ltd

Exports to over 40 countries and regions like USA, Europe,

Gulf, Singapore,China , UAE ,Middle East and Far East

Countries.

25% of Total Market.

High quality standards,

Total quality control from material procurement to

finished product.

Strong technical strength drives the development of

OPC Technology

Good understanding of the industry trends

Rich experience of products

Great ability to grasp the market requirement.

Domestic Market Share:

Strengths:

l

l

l

l

l

l


JANUARY 2009

46

Company Profile

Commitment:

l

l

l

l

l

l

Vision:

Message from Director:

Work towards total customer satisfaction

Focus to continuously increase efficiency and

reliability of our Wind Turbines.

Build partnerships with all stakeholders: employees,

customers, vendors, service providers, local

communities and Governments

Build life-long relationship with customers

Conduct business with the highest standards of ethics

Exceed the quality, safety and environmental

standards of the industry

In order to realize the strategic objectives, meet various

challenges, and raise competitiveness of the enterprise, OPC

Technology will make efforts to hold the pulse of the market,

concentrate on the development of new products, upgrade the

technology and introduce new products continually. OPC

Technology sincerely wishes to interact with more

knowledgeable people on the issues of quality.

(Managing Director)

A crucial factor for a successful business is the strategic

positioning that differentiates us from others and then staying at

that position. Implementing, monitoring and adjusting

proprietary manufacturing strategies to meet dynamic market

conditions improves market holding. That's the place where we

are focusing our position. We have implemented a number of

initiatives and new practices – introduced a new business case

requirement into our decision making Process, fast track

production at reduced costs.

We're an evolutionary company, not a revolutionary company.

We don't come out with big statements saying we're going to do

this or that. But if you look at our annual report, you will see the,

growth trajectory. Our mission is to develop a fair market place

where consumers can be assured of good quality service from our

business. We look forward to helping consumers when they have

Mr. J. C. Joshi

a question or concern. I am personally committed to the mission

of the company.

B – 46, kalkaji

New Delhi – 110019

Ph No-+91-011-26451078

Fax No -+91-011-26444351

Email id -


B- 1 , GNEPIP , Site - V

UPSIDC , Kasna Greater Noida

UP - 201308 ,India

Tel: +91-120-2341892/893/886

Fax:+91-120-2341887/889

web:

Attached are our company's photo for your reference.

You are welcome for other details.

Thanks & Regards

Exe - International Marketing


B - 1 , GNEPIP, Site - V ,UPSIDC

Kasna , Greater Noida

UP - 201308

Tel: +91-120-2341892/893/886

Fax:+91-120-2341887/889

Mail Id:

Organizational Structure of OPC Technology Japan Pvt

Ltd

Registered Office:

Factory / Company Address :

Email id's:

Megha Singhal

atree@airtelbroadband

www.opcdrumsindia.com

[email protected]

[email protected]

[email protected]

[email protected]


JANUARY 2009

47

Technical


JANUARY 2009

48

Technical

Print Management:

OK, I Get It. NowHow Do I Build It?

by Matt McLeish • Moderator, Parts Now!Does a $20,000 a month contract sound appealing? How about

$300,000? Do you want to take advantage of the opportunity

print management holds?

More than 50 dealers attended the highlyinteractive World Expo

forum sponsored by Parts Now! called “Print Management: Ok,

I Get It. Now How Do I Build It?” Panelists Lee Rummage,

Director, ImageWORKS at RJ Young Company and Frank

Topinka, President and CEO of Page After Page, offered candid,

real life examples about the challenges and the rewards of print

management. Matt McLeish, Director of Parts Now! Managed

Print Solutions, served as moderator. Following are some of the

challenges you’ll face, the pitfalls to avoid and the rewards ahead.

Parts Now!: Tell us about your organizations and where print

management fits in.

Frank: I’m with Page After Page. We service the greater Boston

area. We run from Boston to Hartford, Conn., to Providence, R.I..

We’re a print management company. We’ve been doing it badly

for a long time; we’ve been doing it well for a year and a half

(laughter). It’s been a long learning curve to really get up to speed

to understand how to do this thing. We do print management

exclusively. We use modern, current technology with our own,

homegrown system for doing assessments, verifications and

strategy reviews and proposals. I think there’s a lot to learn about

print management. Many of you may know parts about it or very

little of it and we’ll be happy to discuss some of the problems

that we’ve run into and how we’ve solved those problems with our

customers. Our first big deal was a year ago. It was a $20,000 per

month deal and that company just renewed with us again and is

very happy with the program we’re doing. They have five

locations: Boston, San Francisco, Los Angeles, Washington, D.C.

and New York City and we provide service to all those markets.

They are all print management deals.

Matt McLeish,Director of PartsNow! Managed PrintSolutions, served asmoderator for theRecharger MagazineWorld Expo panel.

Lee: I’m Lee Rummage, the director of Image- WORKS, at RJ

Young Company in Nashville, Tenn. This year, RJ Young

Company will have about $74 million in revenues and 350

employees in five states. We’ve been in business since 1955. Today,

we are a copier company only and we are trying to figure out how

to transition a copier company into print management. When

you get right down to it, that’s pretty much what we all have to do

is to think we’re a print management company. We have to change

the mentality from sales and service of hardware to print

management because that’s where everything is headed: print

management. So far, our biggest deal is one we did at the

beginning of this year, $672,000.

Frank: I might add that I am not a copier company. My role is to

displace all the copiers I can find as quickly as I can (laughter).

PN: You can see why I like them as panelists.

PN: Frank, you mentioned you had started your program a while

ago but have only been “doing it well” recently. What was it that


JANUARY 2009

49

Technical

helped you see the light?

Frank: I think the “aha!” for me happened two years ago. The

realization that this was a bigger event then just cost-per-page

billing systems came about when I met some people who were

involved at a high level in print management. I realized we needed

to make a change, to focus more seriously on optimizing the print

infrastructure, that this was a lot more complex. So we put

together all the materials, systems, the collateral material, all the

training that needed for the sales guys to make this happen. And

it is a very complex sales cycle. It takes four or five months at least

and sometimes even nine months. You might get one sooner than

that. I’m still working on deals that started at the beginning of

the year and they’re still alive.

PN: What was your biggest hurdle when you launched your MPS

program?

Lee: The biggest hurdle was changing the mindset of the sales

force – teaching them to do a deep assessment of the entire print

infrastructure. And you need to recognize upfront that your sales

reps are afraid of the longer sales cycle.

PN: How are you compensating your sales professionals?

Frank: We pay them on revenue – a percentage of client revenue.

It’s very straightforward. We pay 6 percent commission and a

base. And they get to keep it for as long as they can keep that

customer. It’s very exciting for the sales reps that “get it.”

Lee: In our model, what we do is we pay the rep the first month of

the supplies and maintenance plan (SMP). For multiple year

contracts, we add a multiplier. With a current customer, the

multiyear multiplier may be as high as 200 percent. For a new

account with new clicks, the multiyear multiplier can be as high

as 400 percent. We don’t do any percentages on supplies and

service, we just pay for the supply and service total click.

PN: What are the major things that you emphasize in your

proposals? What are the features and benefits of the proposal?

Frank: Our proposals start with service objectives. These are

objectives that we have found in the current situation and where

we think we can provide an

“Unfortunately, coming from the copier world, the only

thing that some people understand is making things

cheaper. When you go in there

with a proposal that has a $20

difference compared to their

current spending, the customer

has no reason to make a

change.”

improvement. We do not talk about improvement in terms of

cost savings. We approach it as an identification of where the

costs are and how to control them in the future. We certainly

want to show the customer their current costs and what the

investment with us is going to be and that’s sometimes difficult

because one of the things that we have found is that customers

don’t know how many printers they have and they don’t know

how much they spend on documents. So in this process, you’ve

got to get a good idea about what they’re spending now. And then

at the end of our proposal, of course, we tell them how good we

are, we tell them about the features of our program. Then we

show what the next steps are long term, which include

consultation, redeployment of printers, refreshed program, so

we want to set the stage for that within the proposal itself.

Lee: Unfortunately, coming from the copier world, the only

thing that some people understand is making things cheaper.

When you go in there with a proposal that has a $20 difference

compared to their current spending, the customer has no reason

to make a change. If the sales reps dig in deeper and start

revealing all the hidden costs, it makes a totally different value

proposition. When we’ve done that, we’ve been very successful.

PN: Describe your sales and support structure. How is your sales

team being supported inside from an IT perspective or a service

perspective?

— Lee RummageDirector of ImageWORKS

at RJ Young Company


JANUARY 2009

50

Technical

Frank: When it comes to assessments, the sales guys will initiate

the assessment. Their job is really to get the page counts. From

there it goes to our sales support team who will put together the

analysis and do all the backend work from then on. They’ll do

proposals, we’ll price it internally, and give it to the sales guy to go

back out and make a presentation. The entire behind the scenes

work is done in-house. The sales guys don’t set pricing. They can’t

put together the proposals, these are very complicated proposals.

For long-term success, you really need to understand exactly

what’s going on in your client’s environment. Because it doesn’t

just end with the deal. You’ve got to go back to the client 90-120

days later and give them an update about what’s going on. The

only way to do that is to give them good data and the only way

you can do that is to come in with a good document that you can

go through with the customer so that they think you’re adding

the value that ou’re paid to do.

Lee: Doing an assessment just basically on the network devices

doesn’t tell you a whole lot about the customers. Collecting that

data and running out the door is not really an assessment in my

opinion. When the reps get us involved in an assessment, we have

one of my guys do all the heavy lifting. We go in with the sales rep.

We are both looking for different things. You’ve got the sales rep

looking at it from the sales standpoint. You’ve got one of my guys

looking at it from the technical standpoint: what’s the equipment

look like, what’s it doing, where’s it at? They look at the page

counts and verify everything. So going in and getting insight and

talking to the customer is probably the most important part of

the assessment. There’s a lot of other opportunity besides print

management. You may get inside and find out the client needs

document management, workflow improvements, etc. Just

building the relationships will help you discover more

opportunity. Then my team comes back and we develop a

document.

“You need data. You need to understand the data andinterpret it in a way that the customer can understand.They don’t want to see lots of numbers. I’ve done a lot ofquarterly reviews recently and we’ve cut each one wayback to make it simple.”

— Frank TopinkaPresident and CEO, Page After Page

PN: You had both mentioned software. Obviously there are a lot

of features in the various software programs out there. What are

you currently utilizing?

Frank: We use the Rapid Assessment key from time to time to do

the beginning assessment and the walk thru. And we also install

the piece of software that collects the data ongoing. So we do it

both ways. If our customer will let us put the software out on the

network we’ll do that right away. And that gives us a lot of rich

data to draw upon, to create a really nice look at what’s going on

in the environment. So that’s how we do it. As far as the proposal

itself we don’t talk too much about that. We don’t name the

company we use to do this. We leave it to the end. If the customer

doesn’t want to talk about it too much, that’s fine with us. Because

we don’t want to get objections to putting something on the

network. So that’s how we approach it.

Lee: We generally try to get to that collection stage as early as we

can, as soon as possible in the assessment process. The thing

about taking along the key is you get that snapshot, and then you

go back and get another snapshot but there’s a lot of stuff that

happens in between – like taking their volumes, graphing that out,

showing where their volume’s happening and what time of the

month it’s happening at – all of this helps us to modify the

program.

PN: What size firm or number of devices is the right one to start

with? What size environment are you looking at for an MPS

program?



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JANUARY 2009

51

Technical

Frank:We start with at least 20-25 laser printers, hopefully all

attached and hopefully all HP. The smaller they are, the higher

the risk that you’re going to run into problems. So we’ve moved

off of offering it to all customers.

Lee: Same here.

PN: Do you do quarterly or annual reviews and what does the

review look like?

Lee: Yes, that’s probably one of the biggest things that you can do.

You always want to circle back to the customer. It is unusual that

we don’t find something we can make better. Customers

appreciate that. It’s quite often that it’s another piece of

equipment.

Frank: I think reviews are a basic part of the package. You tell the

customer upfront that this is an ongoing assessment and that

you’re going to do a quarterly review. And you need to be good at

it. You need data. You need to understand the data and interpret

it in a way that the customer can understand. They don’t want to

see lots of numbers. I’ve done a lot of quarterly reviews recently

and we’ve cut each one way back to make it simple. We do have

numbers to support what we say but they are at the end of the

document. We do everything else in chart format. We walk

through the charts for the top five printers, most-volume printers,

and percent of call issues throughout the month. It’s a standard

approach. Right now our customers are amazed and

overwhelmed at what we can do with this. Plus, we’ve been doing

it for two years. So we can take this document and show them

updates that they never even thought of. We use PrintFleet, as Lee

does, and the reporting features and mechanisms help you pull

some of that stuff out and use that in your quarterly reviews. But

if you don’t do quarterly reviews, sometimes the customer

doesn’t know how good you are, or that you

“Find someone that’s doing it well and pick their brain.Don’t be ashamed to ask for help. ”

— Lee RummageDirector of ImageWORKS

RJ Young Company

are adding value to their application. In our quarterly reviews we

show how many service calls we’ve made, how many toner

replacements, how many fusers, etc. so we do a little bit of

tooting our own horn during this review process.

PN: You both have successful print management programs,

you’ve made the transition and your teams are all aligned.

Reflecting back on the whole process, what are some of the

things that you would do differently today?

Frank: Start sooner.

Lee: What I would do differently is that I would get somebody

from my billing department involved at the front end. We should

have spent more time with the billing department up front.

PN: Are there any more questions from the audience? Then I’d

like to just end with one last question: What’s the single, most

helpful and informative piece of advice that you could give to

someone starting a print management program?

Lee: Find someone that’s doing it well and pick their brain. Don’t

try and go it alone. There are a lot of people in this room, a lot of

people at this event, so you can find someone who can give you a

helping hand. Don’t be ashamed to ask for help.

Frank: I would agree with that. Possibly, consider bringing in a

consultant. And don’t give up. Stay with it. Because you’ll learn.

Print management is the future of this business, that’s how you’re

going to survive. If you’re in a major market, you should be in the

print management market soon. I think there’s still an excellent

opportunity to position yourself as a print management

company.



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JANUARY 2009

52

Technical

Since the introduction of pigmented inks in the HP 626 dried-up ink, originating from an overflow cleaning process of

cartridge, cleaning has been one of the most important quality empty foam cartridges over the course of several months. See

issues. Whereas large remanufacturers are using special machines Figure 1.

for high-volume internal cleaning of the foams and print heads,

small stores and kiosks had to find cheaper and smaller

devices that also do the job more quickly. Today, ultrasonic

cleaners, atomizers and steam cleaners are among the most

widely used equipment. A possible print head destruction by

the ultrasonic waves was discussed previously in “A Scientific

Approach to Remanufacturing Inkjet Cartridges: The HP

629A,” in the October 2001 issue of Recharger Magazine.

However the effectiveness of atomizer and steam cleaner has

not yet been questioned or scientifically compared.

The standpoint of the atomizer defenders is that water

particles of “atomic” size enter with high speed into the

nozzles and unclog the driedup ink in the print head by

mechanical impact. This technology based on cold water

introduction avoids heating of the print head that could

cause the nozzle plate to get loose.

The steam cleaner generates steam particles with high

temperature that enter into the nozzles with less pressure,

cleaning by the chemical attack of the heat (like a washing

machine with hot water). The steam cleaner defenders say

that nozzle plate loosening can be avoided by allowing

cooling times between short cleaning cycles.

Both explanations sound reasonable, and that is why both

technologies are strongly competing in the market. However,

almost no published data is available on the efficiency of both

technologies. On the other hand, there is a significant price

difference of 500 percent or even more between the devices, so

that a technical clarification of the subject will be useful for the

recyclers.

In order to compare the cleaning efficiency of both systems, we

used a dirty plastic cartridge flushing bay that was covered with

A Comparison of Atomizer and

Steam Cleaner for Cleaning Inkjetsby Wolfgang Reick • TB Acessorios do Brasil

Figure 1: Dirty cartridge flushing bay, covered with dried-up ink. Figure

2:

Detail of Figure 1 shows two nozzle plates from HP 1823 cartridges,

fixed on the dried-up ink. Figure 3: Detail of Figure 2 shows nozzle

plates fixed on surface covered with dried-up ink. Figure 4a: Atomizer,

50 seconds, 3

bar, water with room temperature, cleaning result after nozzle plate

removal. Figure 4b: Steam cleaner, 50 seconds, 2.5 bar, steam

temperature, cleaning result after nozzle plate removal.


JANUARY 2009

53

Technical

Two nozzle plates of HP 1823 cartridges were fixed on the

bottom of the flushing bay with an adhesive strip that only

affixed the sides of the plates, leaving the nozzle areas exposed.

This procedure setup allowed us to simulate and compare the

cleaning of the internal print head parts (through the nozzle

plate), because the dried up ink layer is located below the nozzle

plate (Figures 2 and 3).

The tests were executed with a commercial atomizer and a steam

cleaner, both well-known brands that will not be revealed in this

publication for obvious reason. The working pressure of the

atomizer was 3 bar, and of the steam cleaner 2.5 bar. The tests

were carried out at an environment and water temperature of 25

degrees Celsius (77 degrees Fahrenheit). The atomizer worked

without a water heating device; the steam cleaner heated the

water to steam temperature of about 120 C (248F). Each of the

nozzle plates was cleaned with one piece of equipment, with a

distance of about 10 to 15 millimeters between the cleaning

device and nozzle plate. A cleaning time of 50 seconds was

necessary to obtain a visible cleaning result with the atomizer.

The results in Figures 4a and 4b show that the steam cleaner

removed

much more dried-up ink than the atomizer. The atomizer had

almost no cleaning effect through the ink printing nozzles, even

after 50 seconds (Figure 4a).

Additional tests on a dirty surface without nozzle plate (Figures

5, 6, 7 a and 7b on Page 26) confirm the results. Whereas the

steam-cleaned area was almost 100 percent cleaned after 25

seconds, the atomizer removed only a small part of the dried-up

ink layer. This indicates that the heated steam is more effective

than the mechanical impact of the “atomized” water drops.

By visual comparison we can estimate that the steam cleaner is

about three to four times more effective on the surface without

nozzle plate (Figures 7a and b) and about 10 times more

effective when working through the nozzle plate (Figures 4a and

4b).

The fact that the relative cleaning performance of the steam

cleaner through the nozzle plate is higher than without the

Fig.5: Two marked areas on the dirty surface of the flushing bay. Figure

6: Detail of Figure 5 shows marked areas before cleaning. Figure 7a:

After steam cleaner cleaning, 25 seconds, 2.5 bar, steam temperature.

Figure 7b: Marked area after atomizer cleaning, 25 seconds, 3 bar.

Water at room temperature.


JANUARY 2009

54

Technical

nozzle plate suggests that the steam particles are smaller than the steam cleaner would more deserve to be called an atomizer. So

the “atomized” water particles, allowing more particles to the word “atomizer” can be interpreted more as a marketing tool

pass through the nozzle holes and thereby causing a higher than as a correct description of the device.

cleaning effectiveness. Another indication of the smaller The main result of this investigation is that we did not obtain a

steam particle size is the fact that steam keeps longer in the air, satisfying cleaning effect of the inner print head parts from the use

whereas the atomized water drops fall relatively quickly on the of an atomizer in a reasonable time.

ground.

This investigation did not include tests with a hot water atomizer. We can conclude here that the word “atomizer” is misleading,

We can expect better results with hot water, although the steam because it suggests that the water particle size is in the atomic

cleaner works with still higher temperature.range, which is by far not true. With its smaller particle size,

Dr. Wolfgang Reick is a founding partner of TB Acessorios do Brasil Ltda, a leading South American company for inkjet processing equipment and a distributor for remanufacturing supplies since 1995. Reick has published several technical papers in international magazines. He also owns 17 inkjet cartridge refill kiosks in São Paulo. Contact him at [email protected].

Cartridge Refill

Academy

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Monthly Batch DetailsDigvijay Enterprises#63, Ground Floor, 5th CrossMalleswaramBangalore - 560003

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JANUARY 2009

55

Technical

UnderstandingColor

Subtraction

UnderstandingColor

Subtractionby Dave Burchell • Metrofuser

Color subtraction is the way that we perceive colors in the

ordinary world. The light in the world around us contains all the

colors of the rainbow, but not all light contains all these colors in

all circumstances. The surface of an object has color if it reflects

some of the light, and the color is determined by the frequency or

the combination of frequencies of the light reflected. These

frequencies still do not possess color on their own; rather, the

light must be received by some means and interpreted as a color.

These steps must all be taken into consideration when

attempting to produce a color image on the printed page.

he trend in service for the past few years has been moving

toward color and this trend makes understanding the process of

image formation in color printing more important than ever. The

process of creating an image in color has many similarities to

monochrome, but there are important differences as well.

Paramount in these differences is the use of multiple color toners

and the utilization of producing color via color subtraction.

T

The color green, on a printed surface, is the placement of cyan, yellow, and black toner or more accurately, in varying degrees, the absence of magenta. This information is used to aid the diagnosis of color subtraction in the most basic form.

Only pure white light contains all the colors available to be

perceived, and if any of these colors are unavailable from the light

source then those frequencies are not available to be reflected

from an object being viewed.

Understanding what light is available is the first step in

understanding how color images are perceived. Most situations

do not have pure white light with which to judge any color image,

so when diagnosing color defects, one should find a good source

of light to use in the diagnosis of a color subtraction issue.

Once we have found a good source of light with which to

troubleshoot a color, we must understand how a color is

produced on that printed page. Unlike light that is emitted from

Use in troubleshooting


JANUARY 2009

56

Technical

a light source, which is made up of the three primary colors red,

blue, and green, the primary reflective colors cyan, magenta and

yellow are used to take away frequencies of light and leave a

specific set of frequencies to be received and interpreted by the

eye. The remaining color, “K” or black toner, is used to create a

surface that absorbs all light, and the addition of black toner to

the mixture of the other three primary colors has two effects. The

first effect is to add depth to the color, as small amounts of light

throughout the surface do not reflect any light. The second is a by

product of the first, requiring the use of smaller amounts of the

more expensive color toner.

One should use this information to understand that the color

green, on a printed surface, is the placement of cyan, yellow, and

black toner or more accurately, in varying degrees, the absence of

magenta. This information is used to aid the diagnosis of color

subtraction in the most basic form. If one is trying to produce

green on a printed page, then the goal is to eliminate the presence

of magenta and properly balance the application of cyan, yellow

and black. This point is often missed by technicians who may

understand the balance of cyan and yellow but overlook the

addition of black toner to achieve the proper tone of the color on

the printed page.

Committing to memory the coverage of the primary subtraction

colors required to create even the most popular printed colors is

difficult at best, so the use of Pantone color charts (Pantone is a

copyright of Pantone Inc.) is a necessity. Many of the major

hardware manufacturers use Pantone color matching to

determine the calibration of the toner, so this is a good starting

place. The best match would be a chart that was designed

specifically for the model that one would be working on, but

realistically that is not always possible.

As a part of my tool kit, I keep a color chart on the HP Color

LaserJet 5500 and the Lexmark Optra C710 for generic use.

The intended color should be determined next. Find a printed

page that the customer finds acceptable, or use the color as

represented on the monitor before the page is printed and

compare that color to the chart. This information will give a

baseline for the toner mixtures required for the print

The end of guessing

Figure 1: There are very similar applications of cyan and yellow, however the black toner is almost completely missing. Copyright Pantone Inc. 2003.

Figure 2: The black toner required for this color is once again missing; however, this case also has what would appear to be too much magenta. Copyright Pantone Inc. 2003.

job. Next, use the same chart and locate the color produced on

the page that is unacceptable. In the two examples below we will

assume that the first color is the desired shade and the second is

the unacceptable print.

The example in Figure 1 shows very similar applications of cyan

and yellow, however the black toner is almost completely missing.

Simply looking at the two colors and interpreting the missing

link in this situation seems counterintuitive. We must diagnose

which color is missing; however, the colors are, in point of fact,

almost identical but with different depth. Being unprepared for

this eventuality might lead one to spend fruitless hours

diagnosing a problem that does not exist. This costly mistake can

be avoided. Let’s look at another example:

In Figure 2 the troubleshooting will be more troublesome but

using the previous technique one can determine first that the

black toner required for this color is once again missing; however,


JANUARY 2009

57

Technical

this case also has what would appear to be too much magenta. color printed page, and should be well understood by technicians

that work on color printers of any type. The ability to diagnose Even more complex is banding that can occur in solid colors,

efficiently print defects in a color print is becoming much more but this too can be resolved using this technique. Identifying

critical. The lack of this skill will be an increasing burden in the the separate colors present in the bands can reveal which toner

changing service industry, and these increased burdens must be is present or missing depending on the situation.

avoided in the quickly evolving service market.

Color subtraction is a vital component to the engineering of a

David Burchell holds SMP, ISP, CIS and Master Technician certifications and is the director of support and training for Metrofuser. He has been in the printer service industry for nine years working as a technician, service manager and director of service for an INC 500 recipient. Under his tenure his service departments grew 200 percent monthly and managed contracts nationwide. He served in the U.S. Army in Desert Storm as a tanker. He holds OEM certifications with Hewlett-Packard, Xerox, Lexmark, Brother, Tektronix and Copystar. Contact him at [email protected] or www.metrofuser.com.


JANUARY 2009

58

Association Contacts

Company Name Page

Digvijay Enterprise 54

Future Graphics 1, 24, 25

Itone Inc. 9

OPC Technology Japan Pvt. Ltd. 37

ReIndia Expo 6, 11, 14,15,33, 57

Static Control 7, 28,29

Uninet Imaging 3,5, 34, 35

We provide

industry

updates in

Hindi, Gujarati

Tamil

&

Bengali

@


From 1st March 2009


JANUARY 2009

59

Advertiser Index

HP®

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• Now in convenient 1-litre bottles

• UV-proof packaging

• Satisfaction guaranteed

© 2009 UniNet Imaging Inc. All trademark names and artworks are property of their respective owners. Brand names mentioned are intended to show compatibility only.

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