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The Recycler Live – Frankfurt 2018
27 – 30 January 2018

Held in parallel with the [email protected] trade show.

The Seminar Theatre is located in the centre of Hall 6.0

Day 1 - Saturday 27th January 2018
09.00 - 18.00Show opens / öffnet
13.40 - 14.00Welcome to the show

Welcome to Day 1 of the show and the Remanexpo part of Paperworld. A vibrant part of the show, with a strong focus on the remanufacturing and the office imaging sector.
Peter Mayhew will guide you through our great range of exhibitors and all that is happening throughout the show. The Recycler Live seminar programme and the highlights of the show.
14.00 - 15.00Understanding the Managed Print Services (MPS) Market
MPS is a familiar term and, we all understand what it means and how MPS contracts work. Or do we? In this presentation, Mr Mayhew will explain what makes a good Managed Print Service for both the provider and the user. He will also take a “deep-dive” into how these contracts work financially and, look at how your competitors may be structuring their MPS contracts.
• What is a Managed Print Service (MPS)?
o What are the essentials of an MPS contract?
o How is MPS different from Managed Document Services (MDS) and Managed Services?
• Who offers MPS contracts?
o Segments of the MPS Market
• Customer objections to MPS deals and, how to overcome them
• How can you save the user money and still make a profit?
o Hidden cost of MPS for the service provider and the end-user?
• Understanding Total Cost of Ownership for Printers, Copiers and MFP’s

Speaker: Peter Mayhew, Director, Lightwords
15.00 - 15.30How to seize early opportunities to gain more market share

We all want to gain more market share, and in a challenging market, it is often those that spot the early opportunities that succeed.
Serena shares her ideas and strategies to spot and seize the early opportunities and successfully gain more market share.

Speaker: Serena Wang, Regional Sales Manager, Apex Microelectronics
15.30 - 16.002025 – The OEM Landscape

First there were 200, now there are 20 – How many printer OEMs will there be in 2025? The Recycler surveyed over 500 companies to get their perspective on the OEM landscape – Find out what the survey reveals – A 30 minute, just for fun, OEM fortune telling presentation.

Don’t miss it

Presenter: David Connett, Partner, Connett & Unland GbR
16.00 - 16.45The Brussels Beat

What’s on the EU’s agenda that will impact on the market and the office imaging and remanufacturing sector?

Speaker: Vincent van Dijk, Secretary General, ETIRA
16.45 - 17.15Today at the show

A roundup of today’s seminar presentations and news from around the show.

Moderator: Peter Mayhew, Director, Lightwords
18:00Show closes / geschlossen
Day 2 - Sunday 28th January 2018
09.00 - 18.00Show opens / öffnet
10.40 - 11.00Welcome to the show

Welcome to Day 2 of the show and the Remanexpo part of Paperworld. A vibrant part of the show, with a strong focus on the remanufacturing and the office imaging sector.
Peter Mayhew will guide you through our great range of exhibitors and all that is happening throughout the show. The Recycler Live seminar programme and catch up on yesterday’s highlights.
11.00 - 12.00Remanufacturing - A twenty-first-century solution

Remanufacturing is the industry of the twenty-first century and can trace its routes back to the industrial revolution and delivers commercial, social, employment and environmental benefits.

Speaker: David Connett, Partner, Connett & Unland GbR
12.00 - 13.00Laser Printer Emitted (PEP’s) Particles - How does it affect your business in the near future?

Roger explores the flexibility, efficiency and pollution issues of laser versus inkjet printers. The emission characteristics of office printers, How the fine particles are formed and emitted, HP and non-HP laser printers and a case study of the HP LaserJet 2025. What can be done to prevent fine particle emissions and who is responsible – The printer manufacturer and, or the cartridge remanufacturer?

Speaker: Roger Teng, President, Printer Aide Corp.
13.00 - 14.00Best practice in cartridge remanufacturing

Eleni shares her perspective on the Greek market and how developing a best practice approach to cartridge remanufacturing can convert challenges into opportunities.

Speaker: Eleni Chrysagi, Ecostar, Greece
14.00 - 15.00How to gain more profits by selling Managed Print Service compared to stand alone cartridges

According to latest IDC forecast Managed Print Service market will grow by 22% and will be worth 46.4 billion USD by 2021. Consumables sales are shifting from transactional to contractual sale. If you do not want to lose your business, you have to start selling cartridges in MPS contracts.
We will help you by offering the next generation MPS software which will allow you to increase profits from your contracts. Our application delivers the critical and comprehensive information needed to manage the print environment. It’s a solution, which remotely monitors the entire print fleet.
PrinCity is accurate, easy to install, easy to use and is compatible with all popular printer manufacturers and you can remotely monitor device status, check printer alerts in real time and manage supplies chain of consumables.

Speakers: Maciej Sianos, Sales Director, Tech Hub Innovation (THI) and Krzysztof Serwatka, CTO and co-founder of PrinCity.
15.00 - 16.00Digital Marketing Q&A - How to develop an effective Social Media and Digital Marketing plan to sell aftermarket imaging supplies.

I’m sure all of you keep hearing about the importance of Digital Marketing and Social Media Marketing everywhere. They are indeed the buzzwords of nowadays business conferences, but I don’t see real Q&A sessions and no practitioners guides as of how you should really get started and what should you really do.
There are confusion myths and doubts and way to many questions don’t get answered.
In this 60 minute open session we will review the elements of a Social Media and Digital Marketing Plan and will work together on developing a framework you can use to market aftermarket imaging supplies.
The goal is to have an open conversation addressing all your questions concerning Social media and Digital Marketing so all of you can take away something practical, something you can actually do tomorrow when you are back in the office.

Speaker: Zoltan Matyas
16.00 - 16.45MPS: Unsustainable long-term inefficiency – The dealer, VAR and the service provider perspective

In this first session learn what aspects are impacting you as a service provider of MPS contracts, including internal organisational weaknesses and external elements. This is why MPS remains sustainable only in very selected dealers that have implemented a full new way of managing their business.

Speaker: Antonio Sanchez, President, Nubeprint
16.45 - 17.15Today at the show

A roundup of today’s seminar presentations and news from around the show.

Moderator: Peter Mayhew, Director, Lightwords
18:00Show closes / geschlossen
Day 3 - Monday 29th January 2018
09.00 - 18.00Show opens / öffnet
10.40 - 11.00Welcome to the show

Welcome to Day 3 of the show and the Remanexpo part of Paperworld. A vibrant part of the show, with a strong focus on the remanufacturing and the office imaging sector.
Peter Mayhew will guide you through our great range of exhibitors and all that is happening throughout the show. The Recycler Live seminar programme and catch up on yesterday’s highlights.
11.00 - 12.00Market Insight: HP and the OEM’s drive for growth

HP and the other OEM’s are driving growth and MPS & Instant Ink programmes are the key growth drivers. How successful are they and in the post HP + Samsung era, how will they drive this market and what will be the impact on the aftermarket?

Speaker: Andrew Carroll, Director, Data Platform Services at Keypoint Intelligence

12.00 - 13.00Inbound and Content Marketing, the imaging aftermarkets most underutilized weapons
The marketing of alternative printer consumables is never about the product or price, it’s always about the story.
The story is your content and the content you put out on digital platforms is the fuel of all you digital marketing activities.
The internet is the single most efficient content distribution tool ever existed in human history and in 2018 social media basically describes the current state of the internet.
We will discuss the benefits of taking a strategic approach to content marketing in order to market products in 2018

Speaker: Zoltan Matyas
13.00 - 14.00The challenges of WEEE compliance for manufacturers, OEM’s and remanufacturers.

The presentation will go through the stakes of businesses when coping with WEEE and packaging directives notably. The legal framework analysis will be provided as well as the key points to manage carefully compliance. WEEElogic will also present the stakes arising from the WEEE directive open scope in 2018.

Speaker: Romain Letenneur, Managing Director, WEEELogic GmbH
14.00 - 15.00Creating new revenue streams for channel resellers

The reseller community faces many challenges. These include but are not limited to: reducing print volumes; compressing prices; reducing OEM rebates; increasing OEM direct sales activity; continuing migration of pages from desktop environments to floor standing devices; penetration of MPS/MDS to SME markets; amazonification of the channel; and the increasing importance of digital marketing.
Mark shares his ideas for reseller programme that drive new revenue streams, drive up gross margins in existing product categories, all with the realisable goal of achieving improved financial performance.

Speaker: Mark Dawson, Director, Internet of Printing BV
15.00 - 16.00MPS: Unsustainable long-term inefficiency – The end-user perspective

In this second session learn what aspects are impacting you as a service provider of MPS contracts, including internal organisational weaknesses and external elements. This is why MPS remains sustainable only in very selected dealers that have implemented a full new way of managing their business.

Speaker: Antonio Sanchez, President, Nubeprint
16.00 - 16.45The Imaging Market - 2018

Charlie Brewer shares his insights on 2017 in the US market and how that fits in with the global perspective, what the OEM’s are doing and the changing face of the industry and what that might mean for 2018 and beyond.
What are the market trends, where is the supplies market going and what M&A activities can we expect in 2018? On the legal front what cases were settled and what are the significant cases, you need to follow in 2018?

Speaker: Charlie Brewer, President, Actionable Intelligence
16.45 - 17.15Today at the show

A roundup of today’s seminar presentations and news from around the show.

Moderator: Peter Mayhew, Director, Lightwords
18:00Show closes / geschlossen
Day 4 - Tuesday 30th January 2018
09.00 - 18.00Show opens / öffnet
10.40 - 11.00Welcome to the show

Welcome to last day of the show and the Remanexpo part of Paperworld. A vibrant part of the show, with a strong focus on the remanufacturing and the office imaging sector.
Peter Mayhew will guide you through our great range of exhibitors and all that is happening throughout the show. The Recycler Live seminar programme and catch up on yesterday’s highlights.
11.00 - 12.00The office print market

A global overview of the office print market and a deeper look at the European market, the key OEM’s and aftermarket players, counterfeiting and fakes in the market, the IP situation, the synergy between faster internet and market expansion, pallets and containers; China wants to sell containers, the market wants to by pallets – A classic opportunity for distribution models to evolve.

Speaker: To be confirmed
12.00 - 13.00Premium pricing ~ Fantasy or reality

Getting your pricing strategy right can be one of the most liberating and important things a business owner can do. We are going to talk about customer psychology, raising prices, charging premium pricing, but ultimately charging what you deserve. Make premium pricing work for you.

Speaker: David Connett, Partner, Connett & Unland GbR
13.00 - 13.20Show review and closing remarks

How big, how many, what was new, what did the others say? Stefanie & Peter run through the show and gives you the highlights.

Speaker: Stefanie Unland, Editor & Publisher, The Recycler

17:00Show closes / geschlossen