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Laserxchange
at
PBT International Ltd Haydon
WELLS,
Somerset
BA5 3EF
email: sales@xinia.com
Phone: 01749 685 675
Fax: 01749 685 670
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Welcome
to Laserxchange
We
can tell you how wonderful we are but do the facts up? In no particular
order:-
- We
make over 200 different cartridges, drums and developers.
- 95%
of orders are shipped the same day.
- Private
label, neutral, and Laserxchange - we build to your requirements.
- We
only recycle a cartridge once - avoiding many potential problems.
- Working
on each cartridge as an integral unit gives us the flexibility
to supply a huge range, from
a clean working environment.
- We
have a full time R&D
department, bringing out at least one new product a month.
- All
cartridges are individually serial numbered for identification,
traceability and feedback for quality control and improvement.
The Market
With
an estimated 10,000,000 units in 2005, the market in the UK for
laser cartridges is huge and growing. Impressive though these
figures may be, the UK still lags well behind most other major
markets in the percentage of cartridges being remanufactured,
(currently 20 - 25% compared to a worldwide average of 30%) we've
still got some catching up to do!
By
comparison the inkjet market is in even worse shape. Larger than
the laser market and projected to grow even faster, the recycling
potential is virtually untouched. However the high cost per page
of inkjet printing and the development of ink and recycling technology
is fuelling a major growth in inkjet recycling.
The
fact that you need an empty cartridge before you can produce a
remanufactured one has historically limited the size of individual
recycling companies. There are estimated to be up to 120 remanufacturers
in the UK, the vast majority of which sell no more than 500 cartridges
a month on a localized basis direct to the end-user, mostly producing
a limited range of Canon/Hewlett Packard cartridges.
Our
approach to the market is completely different.
Laserxchange
supply almost exclusively through the trade - our customer network
of over 700 dealers and distributors and over 60 other remanufacturers
and OEMs makes us a major trade supplier - which has allowed us
to exploit the technical advantage we hold over our competitors
to make over 200 different cartridges, drums and developers, easily
the widest range made in the UK, covering 95% of the UK printer
base.
With
our focus firmly on the trade market we have also geared our production
facilities to the type and level of service the dealer needs.
Why
buy a remanufactured cartridge?
A
host of good reasons! But let's break it down into two areas,
why your customer should and why you
should.
Why
your customer should?
- It
saves money. I can think of few occasions when this
is a disadvantage.
- It
saves the environment. There's an awful lot of good
plastic and metal hitting landfill sites and the law on waste
disposal is tightening all the time. It saves energy. Every
cartridge recycled is one less that has to be manufactured.
- It
saves imports. Every cartridge recycled is one
less import upsetting the Balance of Payments.
- Money
for empties. Even if your customer won't buy,
selling you his empties will make him money and make him feel
good.
- Better
back-up services. We care if your customer has a
problem and will do all we can to sort it out - even if its
a problem with the printer, not the cartridge.
- It
improves company Image.
It may be important that his company looks environmentally conscious
in the eyes of his customers.
- It's
a budgetable expense. All original products are dollar
priced and subject to exchange rate fluctuations - not so for
a UK based product.
Why
should you sell them?
- Apart
from a happy customer (see above), What's in it for you?
- Better
margins. Look at the price list. You can sell for less and make
more.
- Less
competition. Everyone is selling originals at silly prices -
the same pressure does not apply.
- Your
name is on it. You are in his face when he makes the decision
to buy.
- Company
image. It does no harm to look green.
- Another
route to the customer. Most large companies now have an Environmental
Officer if they are not buying recycled he'd like to know why.
- Yet
another route to the Don't sell cartridges, buy empties.
- If
you don't, someone else will - It's impossible to get accurate
figures but 15 - 20% of cartridges are now being recycled, so
if you are not, someone else is, or will be, selling to your
customers.
- We
provide an effective backup service. If you have a problem we
want to here about it and more importantly, will do something
about it. Our returns rate is just over 1%, even given that
we tend to be generous in our definition of a faulty cartridge,
and when we do get a problem we have a returns
procedure that gives you effective action.
Handling Objections.
So
you have found out what your customer needs from his laser cartridge,
matched benefits to those needs, and he still has the nerve to say
no!
But good salespeople start earning their money when the customer
says no, so you need to know the most common objections and how
to handle them.
- Tried
it before, didn't like it.
As with any relatively new industry, remanufacturing
has more than its fair share of cowboys. Your customer has probably
tried one of them. Confirm that he/she agrees to remanufacturing
in principle. (They wouldn't have tried it in the first place
otherwise!) You've got a good story to tell here - unlike a
remanufacturer selling direct, you can tell them you have searched
and tested the entire market until you found a product you were
confident in and have a track record with. You don't have to
sell a remanufactured cartridge - you are only trying to get
them to try it because you have their best interests at heart
- how can they refuse!
- It
will invalidate my warranty. Rubbish - it definitely
doesn't. Some service engineers will bully their customers with
this one, some will suck their teeth and shake their heads the
minute they see a remanufactured cartridge in a machine but
ask them to put it in writing.....
- It
will damage the printer. How? We are not doing anything
any different to the OEM, in 10 years of trading the worst case
I have seen is a toner spillage (caused by damage to the cartridge
casing in transit) that resulted in the machine being cleaned
at our expense. We carry a full insurance warranty against any
damage to any printer caused by a faulty cartridge and have
yet to make a claim against it.
- Only
buy OEM. The "no one ever got fired for buying IBM"
syndrome. Fear of change? Are you talking to the right MAN?
Ask who sets the policy and why. This is an excuse, not a reason
- find the real objection and the right decision maker and hit
them with some benefits.
After
the Sale
We
do our level best to ensure that every cartridge that leaves us
will work efficiently and well from the first page to the last
- but even then, you will get occasional problems.
Some of these will be genuine cartridge faults, others will not
- and it is in everyone's interest to sort out whether it is the
cartridge causing the problem of a printer or user error.
Solving a simple problem "on-site" saves you wasted time and money.
Sending a perfectly good cartridge back to us leaves you with
a disbelieving customer. The fact is that well over half of reported
"faulty" cartridges turn out to either be not Laserxchange product,
or the result of a printer, rather than cartridge, problems.
- Find
out if it's a Laserxchange cartridge. Every Laserxchange
cartridge has a unique serial number on a small label on the
back of the cartridge. Over 35% of cartridge faults reported
to us stop here. If there is no number it is not our cartridge.
We also keep test sheets and work sheets for every cartridge
we remanufacture, so we can trace a potentially recurring fault
to anything from raw material batches to operator error.
- Ask
for details of the problem. Many types of fault can
be easily traced to simple printer maintenance, so asking a
few simple questions can often sort things out there and then
- see the Laserxchange Fact Sheets, which are available on request.
Returning
a cartridge.
What
to do if the fault appears genuine?
We operate a simple, user friendly system for returns. If you
or your customer will answer a few simple questions, we can determine
if it seems to be a genuine fault and if you can provide us with
the serial number on the back of the cartridge, we will fax you
a returns authorisation form and arrange for the cartridge to
be picked up.
This is not just bureaucracy - it saves muddling up empty and
faulty cartridges and gives the cartridge a unique returns number.
When we receive the cartridge, if it has our serial number on
the back and is not empty, we will immediately raise a full credit.
I would suggest that if the customer requires an immediate replacement,
they be told they will be invoiced for it, pending test results.
This is, of course, completely up to you but we cannot replace
an untested cartridge free of charge. But to put this in context,
we have a returns rate of just over 1%, even given that we tend
to be generous in our definition of a faulty cartridge.
We are genuinely interested in sorting out any problems you may
have - not just because we are nice people but because on investigation
the problem regularly is not of our making. In addition we diagnose
our test results to look for potentially recurring faults in an
effort to continue to improve the quality of our products - we
have a reputation for quality we intend to keep.
Private
Labeling
Your
own name on the cartridge.
- Raise
your company profile
- Have
your name in front of the customer
- Sell
a unique product
- A
full range of customisation
options
- Over
200 products private labeled for an up front cost of as little
as £250
- No
commitment to volume required
Because
we deal exclusively with dealers and distributors, a minority of
the cartridges we remanufacture carry the Laserxchange SURE logo.
However, we are now able to offer an alternative to plain neutral
product. Normally putting your own name, or a unique name of your
choosing, on the cartridge and box has required a big commitment
to volumes and a major up front cost but we now have a system that
needs neither.
A label for the cartridge is fairly straight forward, as the same
label will fit the whole range of products and as we use boxes with
only handling information printed on them the major problem is the
box label.
Each product requires a different label, so to produce a range of
private label product would be very complicated.
However, we now have a system in place that enables us to overprint
individual product information in house, which means we can do the
full range (now over 200 products) from a single label. |
