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Premium-Toner versus Universal-Toner

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

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Premium-Toner versus Universal-Toner

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  1. Premium-Tonerversus 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. 0. Contents: 0. Contents 1.Company Introduction 2. Market Segmentation 3. Technical Trends and requirements in Laserprinting4. OEM-Toner – increasingly complex and device-tailored5. 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. 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. 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. 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 Tocurrentlyapprox 60 Distributors in EMEA/RUS CROSS Imaging Supplies

  6. 2. Market Segmentation Fortunately, the market is segmented with Quality oriented and Price oriented customers and it is dynamic (changing). Top-SegmentSmallest volume, highest quality/cost/priceTendency: Market volume increasing Medium-SegmentMedium volume, mediumquality/cost/priceTendency: Market volume shrinking Low-SegmentLargest volume, Lowest quality/cost/priceTendency: Market volume increasing CROSS Imaging Supplies

  7. 3. Techical trends & require- ments in Laserprinting CROSS Imaging Supplies

  8. 4. OEM Toner - increasingly complex and device-tailored CROSS Imaging Supplies

  9. 4. OEM Toner - increasingly complex and device-tailored CROSS Imaging Supplies

  10. 5. Market requirements CROSS Imaging Supplies

  11. 5. Market requirements 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). CROSS Imaging Supplies

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

  13. Raw Materials Pre-Blending Melting / Kneading Pre-Grinding Jet Milling Oversize Classifying Fines Classifying After-Treament Toner 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. Additive Blending CROSS Imaging Supplies

  14. 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. 6. How to meet these different requirements (Conventional vs CPT-Toner) ? CROSS Imaging Supplies

  15. 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. 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. 7. Premium-Toner is different from Universal-Toner CROSS Imaging Supplies

  18. 7. Premium-Toner is different from Universal-Toner CROSS Imaging Supplies

  19. 7. Premium-Toner is different from Universal-Toner 6 OEM toner > 6 Premium-Toner > 1 Universal-Tonernot replacing TK-310…TK-440 (ED-33V2) CROSS Imaging Supplies

  20. 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. 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. 9. Conclusion 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). CROSS Imaging Supplies

  23. 9. Conclusion Both – Premium- and Universal-Toner have their placebut 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. CROSS Imaging Supplies

  24. CROSS Imaging Supplies. Thank you. CROSS Imaging Supplies

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