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Page1LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialPage2LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential目录Page3LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential目录Page4LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential基础知识－鼓粉组件鼓粉鼓组件俗称“硒鼓”，是因为早期的感光鼓材料多是采用硒碲（砷）合金作为感光材料，由于人们环保意识的强化及技术进步，现在硒碲（砷）合金已经被有机光导体（英文缩写为OPC）所取代。鼓粉组件是激光打印机电子成像系统的核心部件，也是需要经常更换的耗材，它包括感光鼓、充电机构、显影机构、墨粉仓、墨粉、废粉回收机构。鼓粉鼓组件感光鼓从感光材料上可以分为OPC、硒碲（砷）合金、a-Si(无定形硅),其中a-Si感光鼓又俗称“陶瓷鼓”，实际上它和陶瓷没一点关系，只是它非常光亮、耐磨。感光鼓Page5LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential鼓粉组件从形态（组合方式）上可以分为一体式、二体式、三体式。二体式、三体式又称为鼓粉分离结构。一体式一体式：感光鼓、充电机构、显影机构、墨粉仓、墨粉、废粉回收机构集成为一个不可拆分的整体，这种设计结构上原则上不允许用户充加墨粉。基础知识－鼓粉组件Page6LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential二体式：分为两个独立的组件，目前主要有两种形态。二体式＋＋感光鼓、充电机构、废粉回收装置集成为一个独立组件；显影机构、墨粉仓、墨粉集成为一个独立组件，哪个组件的寿命到了就单独更换哪个。感光鼓、充电机构、显影机构、废粉回收装置集成为一个独立组件；墨粉仓、墨粉集成为一个独立组件，哪个组件的寿命到了就单独更换哪个。基础知识－鼓粉组件Page7LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential三体式三体式：感光鼓、充电机构、废粉回收机构集成为一个独立的组件，显影机构成为一个独立的组件，墨粉仓、墨粉集成为一个独立的组件，哪个组件的寿命到了就单独更换哪个。感光鼓组件显影组件墨粉仓基础知识－鼓粉组件Page8LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential也叫打印量，用“页”来表示。它是指耗材从开封到寿命用尽时所能打印的页数，各厂商的标称值都是使用A4纸、5%覆盖率模板、在特定环境、特定模式下取得的。基础知识－耗材寿命Page9LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialCPP定义：CostPerPage,单页打印成本注：1、按A4幅面&每色5%覆盖率&连续打印的标准下计算2、耗材容量(页)为后续单独购买耗材基础知识－单页打印成本CPP鼓粉一体：CPP(￥元/页)=耗材价格(元)/耗材容量(页)鼓粉分离：CPP(￥元/页)=墨粉价格(元)/墨粉容量(页)＋硒鼓价格(元)/硒鼓容量(页)Page10LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential目录Page11LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential联想激光耗材主力产品布局图￥350￥650￥950￥0LT2822/LT2922:￥268LT2020:￥340LT2822H:￥371LD2020:￥649LD2822/LD2922:￥670SegmentListpriceLT2435:￥487LT4639S1:￥619LT4636:￥468LD2435:￥1008LD4636:￥1008LT4683KS1:￥416LT4683(M/C/Y)S1:￥658LT2393:￥670LT2193:￥773LT0993:￥721LD1060:￥1190LD2663:￥1298LD0856:￥1298LD1055:￥1190VolumevaluecolorA3CopierbasePage12LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential联想激光耗材与整机产品对照表(1)Page13LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential联想激光耗材与整机产品对照表(2)Page14LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential目录Page15LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential耗材销售中90％以上的客户最常问的问题联想的原装耗材为什么那么贵？联想原装耗材在以下四个方面和非原装耗材相比，具有绝对优势；贵得有道理，贵得让您放心省心，购买联想原装耗材是您的最佳选择。Page16LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential联想原装耗材在以下方面和非原装耗材相比，具有绝对优势Page17LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential联想原装墨粉原装碳粉分为物理生成的研磨型碳粉和化学生成的碳粉，无论采用何种技术，其碳粉颗粒微小，与显影滚配合时，正负电子吸附效率高且牢固，因此其打印品质稳定且出色。联想非原装墨粉非原装碳粉所采用的是传统的研磨型碳粉技术，其碳粉颗粒粗糙，形态不均，与显影滚配合时，正负电子吸附率明显下降，导致相当部分碳粉浪费，而浪费的碳粉被清洁刮板扫入废粉仓，致使废粉仓收纳了过多的残余碳粉，超出了其容量标准（废粉仓的容量是根据原装硒鼓的废粉量设计的），导致废粉外溢，即我们所看到的碳粉漏粉现象。碳粉工艺的不同是原装耗材与非原装耗材的本质区别超精细化合碳粉技术打印品质Page18LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential实例为证联想原装墨粉联想非原装墨粉打印品质Page19LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential绿色奥运、环保健康抗高温工作、保证打印质量低廉的使用成本、出色的效果联想原装耗材始终领先的碳粉技术保证了稳定、优异的打印品质Page20LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialPage21LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential高可靠性真正体现了联想原装耗材的高性价比漏粉现象时有发生打印机故障重新打印不合要求。。。工作效率低下维护服务成本居高不下。。。Page22LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential原装耗材注重环保，关爱生命非原装耗材由于缺少统一生产标准可能对身体有危害碳粉臭氧苯乙烯苯联想原装耗材所遵循的ROSH环保标准决定了其安全性Page23LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential走出成本误区,联想帮你算细帐一次性耗材采购成本≠综合打印成本•人力/时间成本•工作效率•维护成本•业务增值Page24LenovoConfidential|©2009LenovoLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidentialLenovoConfidential2822/2922PKH品牌&S品牌Page25LenovoConfidential|©2009LenovoLenovoConfidentialLenovo