Departments

5 Editor’s Letter
59 Int’l ITC pages
64 Last Word

In the Limelight
7 Ricoh Wins Boys & Girls Club Account
7 TABS Names Kay Fernandez Vice President of Marketing
7 West Point Products Appoints Amanda Trafford to Marketing Manager
7 UniNet Nominated For Recharger Awards
8 Dates Set for ServicePlus Training, Certification
8 Dell Expands Presence to Australia
8 Michelman Strengthens Global Presence
10 GMC Announces PODi PPML Certification
10 IDEAL Network Launches
12 Parts Now Names VP of Human Resources
12 TABS Awards “Distributor of the Year”
12 Ricoh Acquires ABS
12 Metawatch Expands, Offers Shipping Special
12 Frank Fonteyn Retires from IBPI

Features
15 Home and Away

GSC Imaging, headquartered in Pennsauken, New Jersey, with over 50 years combined experience, is increasing it’s presence in Europe. And Managing Director Laura Heywood, originally from Austin, Texas, is aboard helping Kleen Strike, a UK company, celebrate 25 years. The stories show how globalization is impacting many firms in imaging.

20 Epson’s Remarks Indicate New Wrinkle in Its Patent Protection Strategy
Epson’s recent remarks indicate the firm is suing companies for distributing “refilled ink cartridges,” which may have legal implications for the remanufacturing industry.

The Remanufacturing Option
23 Compatibles: No Longer an Alternative
A brash statement? The author goes on to explain that servicing dealers now turn to alternative products such as remanufactured cartridges and compatibles. These products are in demand - no matter the machine.

26 Remanufactured Cartridges Have Proven Value
The ‘green” pitch is new, but remanufactured cartridges continue to provide an alternative to OEM. People within the industry speak up about what customers want in their products and answer the question: “Why remanufactured?”
Smartbiz

35 Industry Credibility Is Your Foundation to Growth and Long-Term Profitability
The need for remanufacturers to focus on what they do well is part of this sales message. Ever meet a salesman who brought you back for the sale because of the attitude? This author did, and he gives tips on how to sell products reputably and convincingly to customers.

39 Change Partners and Dance
Wooing a prospect is like trying to get someone to change dance partners. The salesperson has to find the qualities the prospect wants in a supplier, build on it and open the mind of the customer to other options.

News in Imaging
36 ITC Denies Ninestar Request to Stay Order
37 Corporate Express, Lyreco Enter Transaction
38 Samsung Introduces Environment-Friendly Printer Program
38 Ricoh Launches GlobalScan 3.1
38 Best Buy Tests Free Electronics Recycling Program in 117 Stores
40 Canon Inc., Canon USA Expand to Virginia
40 Office Depot Launches Green Brand
40 HP Ordered to Pay $184 million to Cornell
41 PrintFleet and Partners Launch PrintFleet User Group
42 Fuji Xerox Starts Four-Month Environmental Protection Campaign
42 Fujifilm Dimatix Launches Q-Class Inkjet Platform, New Hybrid Products

What Works
44 Selling Refurbished or Used Machines: It’s not like it used to be
Refurbishing used machines, including printers, used to be a booming business in many dealerships. Now widespread interest is dwindling. The author talks to various people in imaging who have refurbished or sold machines in the past about their experience. Who is still selling refurbished and used printers, fax machines and copiers to this day? It might surprise you.

What’s New
48 West Point Products Unveils Xerox and Dell Offerings
48 UniNet Offers HP Products
48 Static Control Releases More Products for M2727
48 UniNet Releases Samsung Cartridges
48 Xerox Unveils Cured Gel Ink for Commercial Printing Systems
48 Hi & Bestech Market Chip for Minolta Pagepro 4650EN
49 Static Control Releases Samsung Products
49 UniNet Unveils Summit Master
49 Xeikon Unveils High-Resolution Digital 5 Color Label Press
50 Static Control Expands MICR Toner Line
50 West Point Products Expands IBM Product Line
50 Image Specialists Launch EZ Fill Bulk Feed System
50 PTi Releases Cartridges for Dell, IBM, Lexmark
50 Hi & Bestech Market Chip for Konica Minolta
50 Laser, Inkjet Cartridges Available At InkredibleCartridge.com
52 Static Control Releases CTL Replenishment System
52 Faroudja Toner Releases HP 8100 Mag Press
52 UniNet Releases Dell, Okidata Smart chips
52 Static Control Qualifies Products for use in Canon Cartirdges
52 ESRI Resells Océ TCS300/ TCS500
54 Oasis Unveils Seal
54 Oasis Launches Line Of Lexmark Chips
54 Faroudja Unveils Bulk Toner for the HP 5500
54 RemanResources.com Launches New Web site
54 Ricoh Introduces Aficio SP C420DN
54 Xeikon Boosts 6000/5000plus Presses
55 Color Imaging Introduces Canon, Ricoh Cartridges
55 ISM Canada Enhances Offerings with GMC Software Technology
55 Oasis Releases Products for HP M5025/5035 Series