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Print.IT Reseller
01732 759725
toner cartridges
PIR:
Who and what is MSE?
MD:
MSE is dedicated to remanufacturing
and distribution of toner cartridges for
laser printers. The business was founded in
1994 in Los Angeles, California, USA. We
came to Europe in 2007 and established a
Logistics Platform near Amsterdam in The
Netherlands. We have satellite distribution
hubs in the UK, Spain and UAE (Dubai). All
of our manufacturing remains in the USA.
Our Manufacturing & Technology Centre
employs circa 900 people and we have
280,000 square feet of manufacturing and
warehouse space there. We are a $120M
family owned business.
PIR:
What makes MSE different
to the multitude of other toner
cartridge remanufacturers?
MD:
MSE has established a new category
which we call Intelligent Re-engineering.
This is the creation of a new benchmark
for quality, an evolution beyond traditional
remanufacturing that stands side-by-side
with the OEM. Intelligent Re-engineering
encompasses a total Cradle-to-Grave
approach to aftermarket toner cartridge
production based on exhaustive Research
& Development and OEM benchmarking.
Automation and Innovation is built into
the MSE process, which includes 18
patented technologies and 20 additional
patent pending technologies, resulting
in a documented product success rate of
99.2%.
PIR:
Much has been written about
reduced print volumes due to
tablets, the cloud, MPS and other
factors. How are your volumes
currently?
MD:
We are growing nicely. We will
achieve something like 25% on the top
line, globally in 2012. A big factor in this
growth is our colour toner offering. Lyra,
InfoTrends, IDC and others tell us that the
OEM still controls 92% of the cartridge
market (by units) for their installed base
of colour laser devices. Given the drive
for cost reduction that exists pretty much
everywhere and the fact that there is a raft
of alternatives available at significantly
lower prices than the OEM, we are
convinced the slow take-up generally is
due to performance concerns. We are
bucking this trend specifically due to our
technology in colour. As a result we are
penetrating this enormous blue ocean and
providing our resellers with very attractive
margin enhancement.
PIR:
So what about MPS?
You mentioned this as a factor
which can reduce print volumes.
MD:
MPS is a very interesting and exciting
opportunity. For sure, significant cartridge
volumes that were once purchased in
a transactional model are moving to a
managed print solution. According to
Photizo Group, the European MPS Market
grew 29% in 2010 and will continue to
grow such that by 2013 it will overtake
North America as the biggest global
MPS market. More interestingly, what
Photizo calls SMB (business with 250-
999 employees) will become the biggest
segment at 55% of the total.
I would argue that the quality of a
toner cartridge is always important. I would
say it becomes even more important in an
MPS model where ownership of any kind
of issue moves upstream from the user to
the MPS provider. The big differentiator
offered by MSE is quality through
technology. As a result, our take up by MPS
providers shows no signs of peaking yet.
The emergence of a multi-vendor brand
agnostic approach from independents has
12
Going for growth
PrintIT Reseller
spoke with
Mark Dawson, Director
of Sales & Marketing for
EMEA at MSE, about what’s
behind the toner cartridge
remanufacturer’s growing
success in Europe.
We are
growing
nicely.
We will
achieve
something
like 25% on
the top line,
globally in
2012.
Mark Dawson,
Director of Sales
& Marketing,
EMEA,
MSE