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Zurück zur ersten Seite Premium-Toner versus Universal-Toner Information on Advantages & Disadvantages for a better choice. Presentation at BUSINESS INFORM.

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Presentation on theme: "Zurück zur ersten Seite Premium-Toner versus Universal-Toner Information on Advantages & Disadvantages for a better choice. Presentation at BUSINESS INFORM."— Presentation transcript:

1 Zurück zur ersten Seite Premium-Toner versus Universal-Toner Information on Advantages & Disadvantages for a better choice. Presentation at BUSINESS INFORM Exhibition, Moscow Moscow/Russia, May 20-22, 2014 held by: Simon E. Weiss (MBA) CEO, CROSS Imaging-Supplies GmbH, Stäfa/Switzerland CROSS Imaging Supplies

2 Zurück zur ersten Seite 0. Contents: 0. Contents 1. Company Introduction 2. Market Segmentation 3. Technical Trends and requirements in Laserprinting 4. OEM-Toner – increasingly complex and device-tailored 5. Market requirements 6. How to meet these different requirements ? 7. Premium-Toner is different from Universal-Toner 8. When is Premium-/Universal-Toner needed ? 9. Conclusion CROSS Imaging Supplies

3 Zurück zur ersten Seite 1. Company Introduction Established in 2005 and based near Zürich/Switzerland. Dedicated to Japan made high-quality compatible toner (bulk/finished) for all major OEM brand Copiers/MFPs/LBPs to distributors only (wide/deep product-range) CROSS Imaging Supplies

4 Zurück zur ersten Seite 1. Company Introduction Strategic business partner of the leading Japanese Toner-Manufacturer for EMEA (incl RUS) being active in Russia since 2005 through major distributors. Outsourced logistics and warehouses in Singen/DE and Rotterdam/NL for toner in cartridges and in bulk. CROSS Imaging Supplies

5 Zurück zur ersten Seite 1. Company Introduction Drop-shipping (bulk only) Shipping (bulk+FP) (ex Factory-Warehouses) (ex EUR-Warehouses) From USA From Japan From HK From NL From DE CROSS Imaging Supplies To currently approx 60 Distributors in EMEA/RUS

6 Zurück zur ersten Seite 2. Market Segmentation CROSS Imaging Supplies Fortunately, the market is segmented with Quality oriented and Price oriented customers and it is dynamic (changing). Top-Segment Smallest volume, highest quality/cost/price Tendency: Market volume increasing Medium-Segment Medium volume, mediumquality/cost/price Tendency: Market volume shrinking Low-Segment Largest volume, Lowest quality/cost/price Tendency: Market volume increasing

7 Zurück zur ersten Seite 3. Techical trends & require- ments in Laserprinting CROSS Imaging Supplies Area Trend Consequences Market From Monochrome to Colour Focus on Colour Lower (OEM) prices for toner Reduce cost Printing Speed Faster devices for Home Offices New raw-materials /processes and Offices/Departments for better fusing Image-Quality Higher resolution Finer particles Better halftones/colours Narrower particle distribution Economics/ Lower toner consumption Higher Transfer-Efficiency Environment Longer Life-Time of Long-Life developer OPC/Developer-System Trickle-System Toner REACH conformity REACH conform raw-materials

8 Zurück zur ersten Seite 4. OEM Toner - increasingly complex and device-tailored CROSS Imaging Supplies Properties Parameter Effect Physical Particle Size Distribution Flowability, ID Grade of Dispersion Resolution Apparent Density Tribocharge, BG, Offseting Humidity Resistance Transfer, Yield Chemical Polymer Kneading, Grinding CCA Dispersion, Tribocharge Carbon Black, Magnetite ID Additives Cleanup, Flowability

9 Zurück zur ersten Seite 4. OEM Toner - increasingly complex and device-tailored CROSS Imaging Supplies Properties Parameter Effect Magnetic Saturation Toner Transport Remanence Brush/Roller Structure Coercivity MICR Electrical Tribocharge ID, Transfer Dielelectric Properties Tribocharge, Cleanup Resistivity Transfer, Resolution Thermal Melt Flow Index Dispersability, Fixing Glass Transition Temp Fusing, Storage Mol.Weight Distribution Fixing- and Offset-Range

10 Zurück zur ersten Seite 5. Market requirements CROSS Imaging Supplies Low dev.EmergingHighly dev. Requirements What Customer may sayMarkets Very low price/poor quality but very universal "As long as it prints it's ok…"XXXXXXX Low price/low quality "Low quality prints for letters and very universal and graphics…"XXX X Medium price/reasonable quality "Relative good letter and but not universal and graphic quality…"XXXXXX Medium price/reasonable quality "Relative good letter/graphic and very universal quality with some deficits…"XXXXXXXX High price/OEM-quality "Very good letter and graphic like OEM - not universal quality - like OEM…"(X)XXXXXX

11 Zurück zur ersten Seite 5. Market requirements CROSS Imaging Supplies Aftermarket-Requirements are specific and additional Market-Requirements we must cope with. Universality of a toner is required by the aftermarket Distributors, Fillers and Recyclers for various cost- saving/operational reasons – not by the dealer or end-user. The Aftermarket does not really care how toner is being manufactured (i.e. Pulverized or CPT-made).

12 Zurück zur ersten Seite 6. How to meet these different requirements (Conventional vs CPT-Toner) ? CROSS Imaging Supplies Conventional w.o. After-Treatment CPT (Potato-Shape) CPT (Spherical) Higher Quality Higher Cost Higher Prices Very specific Lower Quality Lower Cost Lower price Very universal Conventional w. After-Treatment

13 Zurück zur ersten Seite 6. How to meet these different requirements (Conventional vs CPT-Toner) ? The Conventional Toner Production Process with After-Treatment is most suitable for the Aftermarket. CROSS Imaging Supplies Toner Pre- Grinding Jet Milling Oversize Classifying Fines Classifying Melting / Kneading After- TreamentRawMaterials Pre- Blending Additive Blending

14 Zurück zur ersten Seite 6. How to meet these different requirements (Conventional vs CPT-Toner) ? CROSS Imaging Supplies Conventional Toner with After-Treatment Spherical shape particles for longer drum-life Relatively narrow size distribution Less waste Better Image-Quality (i.e. half-tones) Lower cost then Chemically produced toner.

15 Zurück zur ersten Seite 7. Premium-Toner is different from Universal-Toner Premium-Toner are like OEM-toner and made (tailored) to perfectly work in particular machines. Premium-Toner do not compromise on Image-Quality or Performance. Premium-Toner have a relatively narrow range of compatibilities. CROSS Imaging Supplies

16 Zurück zur ersten Seite 7. Premium-Toner is different from Universal-Toner Universal-Toner are made to work reasonably well on a wide range of machines but usually have „deficits“ on some of the machines. Universal-Toner are a „compromise“ in Image-Quality and Performance in favour of a wide compatibility. Important is to know the limitations an Universal toner has in terms of Image-Quality, Performance (Forward-/ backward compatibility, yield) CROSS Imaging Supplies

17 Zurück zur ersten Seite 7. Premium-Toner is different from Universal-Toner CROSS Imaging Supplies Example: Kyocera Mita (OEM) vs Premium and Universal toner OEMCROSS Maschine-SeriesMachine-SpeedCartridge typetypePremiumUniversal FS-1000…105014ppmTK-17AED-18PYU-01 FS-1018…111818ppmTK-18AED-18PYU-01 KM-1500… ppmTK-100AED-18PYU-01 FS ppmTK-310BED-33V2 -- FS ppmTK-320BED-33V2 FS ppmTK-330BED-33V2 -- FS ppmTK-350BED-33V2 FS ppmTK-360BED-33V2 -- FS-4020DN45ppm (A4)TK-430BED-33V2 FS ppm (A4)TK-440BED-33V2 --

18 Zurück zur ersten Seite 7. Premium-Toner is different from Universal-Toner CROSS Imaging Supplies Example: Kyocera Mita (OEM) vs Premium and Universal toner OEMCROSS Maschine-SeriesMachine-SpeedCartridge typetypePremiumUniversal KM-1620… ppm (A4)TK-410CKM-04PYU-01 TASKalfa 180…22118ppm (A4)TK-435CKM-04PYU-01 TASKalfa 300i30ppm (A4)TK-485CKM-04PYU-01 FS-1028MFP…1350DN30ppmTK-130DED-13PYU-01 FS ppmTK-140DED-13PYU-01 FS-1120D30ppmTK-160DED-13PYU-01 FS-1320D35ppmTK-170DED-13PYU-01 FS-1030D,1130MFP22ppm/30ppmTK-1130DED-13PYU-01 FS-1035,1135MPF35ppm/TK-1140DED-13PYU-01

19 Zurück zur ersten Seite 7. Premium-Toner is different from Universal-Toner CROSS Imaging Supplies Example: Kyocera Mita (OEM) vs Premium and Universal toner OEMCROSS Maschine-SeriesMachine-SpeedCartridge typetypePremiumUniversal FS-1800,380019ppmTK-60DED-60PYU-01 FS ppmTK-50DED-60PYU-01 FS ppmTK-55EED-55PYU-01 FS-3820,3830N28ppm/33ppmTK-65EED-65PYU-01 FS-720…1116MFP16ppmTK-110FED-65PYU-01 FS-1030D,1030DN 22ppmTK-120 FED-65PYU-01 FS-6950,6979DN 32ppm (A4)TK-440FED-65PYU-01 6 OEM toner > 6 Premium-Toner > 1 Universal-Toner not replacing TK-310…TK-440 (ED-33V2 )

20 Zurück zur ersten Seite 8. When is Premium-/Universal Toner needed ? When is Premium-Toner needed: Where highest (OEM-equivalent) image-quality, performance and reliabiliy of the machines is essential (MPS- Environments, important Corporate and Privat-Accounts). Typically large distributors with a large customer-base (Filling-Volume) that allows to offer different qualities for different needs and budgets. CROSS Imaging Supplies

21 Zurück zur ersten Seite 8. When is Premium-/Universal Toner needed ? When is Univeral-Toner needed: Where price is more important then OEM equivalent quality (Universities, Schools, Public Organizations, Private- Accounts). Typically medium size and smaller distributors with a smaller customer base (Filling-Volume) where it is commercially not feasible to keep stock of different qualities for different needs and budgets. CROSS Imaging Supplies

22 Zurück zur ersten Seite 9. Conclusion CROSS Imaging Supplies Advanced Copiers/MFPs/LBPs are complex and need «tailored» (OEM-) Toner to meet these technical requirements. Premium-Toner are engineered to work like OEM-toner. Universality is not required. Aftertreated Conventional Toner seem to be most suitable to meet today’s technical and market- requirements (cost, performance, quality).

23 Zurück zur ersten Seite 9. Conclusion CROSS Imaging Supplies Both – Premium- and Universal-Toner have their place but do have different qualities and cost (prices). The more universal a Toner is the more it is a compromise in terms of Image-Quality and performance. Inform yourself and you customers about these advantages and disadvantage for their better choice.

24 Zurück zur ersten Seite CROSS Imaging Supplies. Thank you. CROSS Imaging Supplies


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