Page 16 - BOSS Today Issue 45

BOSS Today #45 SPECIAL FEATURE

much longer, re-order frequencies are appropriate products, information and the printer and cartridge market
lengthened and therefore the carbon assistance: “If dealers need support rollercoaster? It seems likely that the
footprint is reduced. Many OEMs have talking to customers about the benefits shift from purchasing cartridges on a
introduced closed loop processes to of OEM programmes or alternative transactional basis to more of an MPS/
ensure that cartridges are recycled and products, we can help, advise and contractual supply arrangement will
avoid landfill, offer a collection service provide vital information and marketing continue as businesses continue to find
for empty cartridges and in some cases materials across brands. It’s important ways of improving efficiency, and – as
have also introduced their own recycled that we give dealers a choice of solutions we have seen – this may help to bolster
solution: HP now uses recycled plastic to sell to their customers, and we offer the original cartridge sector further. As
bottles in the manufacturing of their a variety of products: not only OEM to any change in overall market demand,
ink cartridges, helping reduce their brands, but also Q-Connect, Polaroid and Bleese remains generally positive:
fossil fuel consumption by 60% and Xerox Replacement Cartridges (XRC). “We’d like to offer an optimistic view
their carbon footprint by 30%. Some We also offer trials for our alternative of the printer and supplies market,
OEMs have also introduced ink refills OEM solutions and can support dealers given the technological improvements
so that print heads and electronics are in their meetings with end-users. Our and overall increases in value that
no longer single use, while others have own fantastic recycling scheme allows consumers are receiving. Supplier-led
developed more efficient technology end-users to recycle all their toners and activity to close down the grey market
to offer more sustainable machines, cartridges, not just specific brands or and stifle counterfeit products will help
meaning lower melting points, such SKUs. It guarantees that there is zero to grow sales, while cross-boundary
as HP’s Jet Intelligence toners. waste at a local level and ensures that sales and imports will create an even
What about the compatible and we meet customers’ green credentials.” playing field and allow loyal partners
remanufactured cartridge producers? What, then, should dealers be doing and dealers to flourish, although Brexit
Bleese is adamant that end-users and to respond to customers’ questions will lend some uncertainty to the
dealers should look before they buy: about sustainability in terms of printer overall economy and to this market.”
“Having seen first-hand the efforts our cartridges? Explains Bleese, “It’s a fine In terms of future innovations, Bleese
manufacturers make in production to balance between doing what is right for expects the market to continue to
protect the environment, it is vitally sustainability while managing what can be stimulated by increased energy-
important that dealers and end-users be a tight budget, so dealers need to and cost-efficient machines, while
look at where they buy their cartridges have a clear message and understand further security improvements –
from and consider all factors of all of the products they offer. It’s vital printers with their own firewalls
production. There are lots of cheap that they know where the products are and other preventions against cyber
alternatives where the full environmental sourced from and that they have full attacks – will be on the rise.
impact isn’t being accounted for: for confidence in their wholesaler to provide Whatever happens, it seems
example, is the water used to clean out sustainable products and solutions that the rollercoaster ride will
the cartridges being cleaned and sterilised for recycling, with a credible product continue for some time yet.
before being put back into circulation?” that will deliver the high expectations
For their part, Bleese believes that it that the consumer demands.” Martin Wilde – the author of this article - is
is the responsibility of the wholesaler Managing Director of OP market research
to educate dealers about the issues What’s Round The Corner specialists Martin Wilde Associates Ltd
and options available and provide the What is coming next, then, for (www.martinwildeassociates.com).

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