65% of HP’s printing revenue comes from consumables (Annual Report 10-K, fiscal year 2025): this is the profit margin for the entire industry—and the one that remanufactured and compatible products are targeting. Online, shoppers can see within seconds the origin of a product, along with a remanufactured and a compatible option for the same part number, from about ten sellers. Many retailers then match the lowest price without verifying that it is the same product.
White paper
Toner and Supplies: Protecting Profit Margins in the Face of Compatible Products and Online Marketplaces
This white paper shows how to position each category of printing supplies: compare based on cost per page rather than the price of the cartridge, establish a pricing scale for original, remanufactured, and compatible products with intentional price differentials, manage margins in euros per account, and analyze marketplace prices before following them. Verified figures from 2024 to 2026 (HP, Xerox, IDC, Fevad, Gartner, Quocirca, Decree No. 2024-134).
By downloading it, you will discover
- Why is the price of a cartridge compared to the cost per page and measured yield, but never across different categories?
- How to create a pricing structure for new, remanufactured, and compatible products that retains customers without cannibalizing the most profitable segment
- Why the margin is managed in euros per account: In our example, aligning the origin with a marketplace costs 38% of the margin
- How can we promote remanufactured products to public buyers, who are required to purchase 20% of their printing supplies from reused sources, rising to 30% by 2030?
- Which marketplace listings should you follow, which ones should you ignore, and what is the minimum price to sell on them yourself?
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