David Savastano, Ink World Editor10.09.09
In many industries, consumables are where the profits are for original equipment manufacturers (OEM). The classic example of the past has been Gillette, which sold razors inexpensively and made its money off of razor blades.
The technology of today offers another excellent example, courtesy of ink jet printers. Companies such as Hewlett Packard and Epson offer printers at surprisingly low prices, but sell refill cartridges at up to half the price of the printer. That’s why there are so many smaller ink companies selling much less expensive refill kits.
Collins Ink, the Lebanon, OH-based ink jet ink manufacturer, started off as an alternative ink supplier, developing inks that could run in Scitex High Speed ink jet printers. However, Collins Ink’s story deviates from the norm.
“We started off as a pirate competing against Scitex,” said Lawrence Gamblin, founder and president of Collins Ink. “They decided that we were doing a good job, so we have partnere
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