- How long have you been involved with the printing supplies industry?
I joined the printing supplies industry back in 2009. I joined Zhuhai Megain Technology Co., Ltd (Megain) as sales manager when the company bwas established in 2010 and became its CEO in 2017.
There have been many key milestones in these past 10 years. We had significant launches with compatible chips for Samsung printers in 2012, followed up with major releases in 2013 and 2015, and Brother and HP printers in 2018. In 2017 as well as 2018, Megain was awarded National High-tech Enterprise certification.
- What’s happening in the global market?
The speed at which some companies will continue to disappear is speeding up as the aftermarket continues to consolidate. It means only the stronger companies, which master the core resources, will survive the cruel competition which is becoming more and more evident. At the same time, the OEMs are raising the game through firmware upgrades, lower selling prices, patent barriers and more complicated chip designs. It continues to be a very tough fight for the aftermarket.
- Are you able to find solutions for firmware upgrades for your customers?
There are more and more problems caused by printer firmware upgrades. Everyone is aware of it. So, we seek to help customers from the first time they encounter these problems. We have established a professional R&D team in Zhuhai, Shanghai and Hong Kong. We are very fast in delivering products: established products between two and four days, and newly launched chip products within seven days.
Our core products include compatible laser cartridge chips, copier chips and inkjet cartridge chips. IoT products include Near Field Communication (NFC) recorders including temperature and humidity recorders and Bluetooth temperature and humidity recorders.
- What key messages do you want to share?
Firstly, keep healthy, rational competition in place to allow the industry to mature. This is the only way the whole supply chain can benefit. It will encourage technology development and innovation.
Secondly, you can only provide a better customer experience if you focus on the pursuit of extreme quality control.
And last, but not least, I have found extraordinarily high, effective company management is the root of success. It works for us.
- What is the role of the aftermarket today and in the future?
It’s important to remember that the aftermarket provides choice for consumers. Not just cheap products but competitive products. Megain, for example, provides universal chips which are compatible with a larger range of printer and copier models. We increase the options for choice for consumers.
The chip business is impacted by OEM strategies, especially with fierce market competition. We cannot sacrifice the chip capacity and functions to meet low prices. It will kill our market share.
The trend for the aftermarket in the future will be to see more consolidation. It’s already happening. There will also be a greater integration and centralization of resources. It will be even more obvious and common to see an increase of capital from company mergers, acquisitions and public listings. Companies that have no core competitiveness will exit the stage.