1.《激光制造商情》：Maratas，您好！首先請您介紹一下EKSPLA公司的概況。

Maratas: 大家好！我是Maratas Safinas ，立陶宛艾克斯瑪有限公司駐中國區(qū)代表，我司專注超快激光和激光應用已逾30年。我們產(chǎn)品覆蓋多個方向。

我們方向之一是面向科研領(lǐng)域，該領(lǐng)域要求公司具備極高的科研素質(zhì)，定制化程度也非常高，而這恰好是我們的強項，當前我司科研級皮秒激光和激光系統(tǒng)在市場上保持了近乎統(tǒng)治級的競爭力。

我司產(chǎn)品另一個重要方向是面向工業(yè)領(lǐng)域，我司高功率高重復頻率的工業(yè)級激光器，在半導體，汽車制造，金屬加工，太陽能等諸多領(lǐng)域已廣泛應用。

另外，我們還提供元器件和模塊級別的產(chǎn)品，如基于光纖的Oscillator, 應用于超快激光的高壓高重復頻率的電子器件等。這些產(chǎn)品在中國市場都非常受歡迎。

2. 《激光制造商情》：我們希望請您介紹一下EKSPLA公司的新型皮秒激光器和它的優(yōu)勢?

Maratas: 可以這么說，我們新型的Atlantic 60W秒激光器是目前商用的皮秒激光器中最優(yōu)秀的產(chǎn)品之一。產(chǎn)品無論從光束質(zhì)量，脈沖穩(wěn)定性，到重復頻率，都首屈一指，甚至紫外功率也高達25W，這為許多特殊應用提供了極其便利的選擇。

EKSPLA一方面在皮秒激光技術(shù)方面有多年的沉淀，另一方面在工業(yè)設(shè)計方面有更獨到的優(yōu)勢。從這個樣機可以直接看到，產(chǎn)品結(jié)構(gòu)堅固，設(shè)計非常緊湊，在同等激光器中，體積甚至只有競爭對手產(chǎn)品的一半，產(chǎn)品的模塊化設(shè)計，和遠程協(xié)作支持，很多售后的維護變得極其簡單，甚至無需專業(yè)人員即可完成。

此外我們還在中國設(shè)立辦事處，負責整個亞太區(qū)的商務和售后工作。我們有立陶宛工程師常駐上海，隨時可以響應來自任何中國工廠的售后需要。 

 Maratas: Basically, regarding to our new 60 Watt picosecond laser, I will be honest if you compare our company to others like TRUMPF or Lumera, in some power ranges, we are in a even level with them. Of cause one thing you should keep in mind that many functions in other companies are provided option are standard specifications with it. Also we are capable to provide services from here in China for Chinese customers, which means very rapid in response time. Regarding the product itself and find more information in our website. You can come to our booth and take a brochure. Also you can contact with us for helps. Those features we don’t have special exited case but our running features can rival even the biggest company. When you look at our financial data, we are a small company, but when you look at our technology level, we are in global top 5. So we are very good at designing industrial systems, and even we can customize industrial systems that our customer needs.

3. 《激光制造商情》：請您介紹一下貴司的發(fā)展戰(zhàn)略。

Maratas: 很多公司都試圖將戰(zhàn)略宏大化，但我們其實反而更簡單，更質(zhì)樸。就是走近客戶，了解客戶，為客戶解決實際問題。我們從不會強制推我們的激光器，也沒那個必要。我們更重視與客戶的交流，在走訪和洽談中我們知道了客戶在做什么，知道他們真正需要什么，并且為客戶實現(xiàn)他的需求。我們的客戶合作，也因此而更深入。因此，立足客戶，為客戶負責，這是我們的基本原則。

  Maratas: Well. Our strategy is very simple, we do not try to push our laser forcefully, that’s not necessary. We spend a lot of time travelling, meeting people, talking with people, understanding what they are working on. Sometimes it’s science, sometimes it’s industry. If we see that they have a problem that we can help solve, then we will find a way to cooperation, and provide the best solution for them. Also probably one of the features that I’m proud of from my industrial lasers, I was building them for 2 years. Basically I’m not afraid of the laser service, because it’s very reliable. So this is very rare to those customers. 

So our development strategy is simple. We just communicate with them, we find out what problems they have, if we can help them, we will help them. 

4. 《激光制造商情》：您如何看待超快激光器的發(fā)展趨勢呢？

Maratas: 說到發(fā)展，要從兩方面來看。一方面是相對數(shù)字，你可以發(fā)現(xiàn)市場的每年增長率高達30%至50%，這讓人非常振奮。然而另一方面是絕對數(shù)字，它還是非常小規(guī)模的市場。另外，如果你在展會上看一看，可以發(fā)現(xiàn)應用最多的還是激光打標和金屬加工這些比較初級的一些應用，而涉及到超快應用，特別是皮秒和飛秒激光應用，很多公司依然很迷茫。是的，如玻璃加工，或者當前很熱門的手機屏幕切割和藍寶石切割，是很熱的話題。很多公司都想進入這個市場，但是在中國事實上也許只有兩個工廠會大量需要這種激光器，而他們的產(chǎn)能幾乎就已可以供應全球所有的玻璃藍寶石屏幕需求。

實際上，超快微加工應用還有非常廣闊的市場。因此，面對那些正在開發(fā)皮秒激光應用工的集成商，往往我會建議他們考慮更多的應用方向，而不是專注在藍寶石切割加工上。令人欣慰的是，今年我們在走訪一些客戶時，發(fā)現(xiàn)他們的關(guān)注點已經(jīng)不停留于玻璃、藍寶石上，而是在如電子制造工業(yè)，陶瓷，新能源，汽車制造行業(yè)進行深入的應用開發(fā)了。

我們可以預期的是，超快激光應用將開啟更多的新領(lǐng)域，而EKSPLA也會盡最大努力支持我們的激光設(shè)備集成廠商共同完成這次技術(shù)革命。

  Maratas: When you talk about development, you can look in two ways. You can look at relative numbers. You can find the market is going up by 30% to 50% per year, and then you can look at absolute numbers. So the relative number is really impressive. But the absolute number is quite small, because you walk around the exhibition here, what you see the most application are marking and metal processing for automotive, industry. But picosecond laser is very niche application to high-tech field, such as glass processing, or very popular topic glass cutting for cellphone, sapphire cutting. A lot of companies want to enter this market, but in China maybe there are two factories that need large quantity of lasers, and others are not buying them. For companies that work in picosecond laser field researching processing, I would recommend them to other applications besides sapphire cutting, there are a lot of applications in electronics especially semiconductor industry, where you have electrochemical processes, and you want to replace them with lasers. If you use laser, you can get through several machines on the process line. So you can make your process much simpler, much more efficient. But when we look at some of our customers, they are not looking at glass, sapphire, but PCB, ceramics hard materials processing for precision tools. So in my opinion, this year is everything beginning, and we are picking up place. 

5. 《激光制造商情》：您如何看待中國激光市場的發(fā)展呢？

Maratas: 中國的激光市場正蓬勃發(fā)展，但未開發(fā)的潛力依然非常巨大。但我們依然面臨難以回避的問題，傳統(tǒng)打標，切割實際上已經(jīng)到了瓶頸，激光廠家正面臨紅海競爭。而高精密加工，每個人都只在關(guān)注玻璃或藍寶石加工，除此之外，對真正意義上的精密激光的應用毫無起色。不客氣的說，我們正面臨一場不小的應用危機。在歐洲、美國有很多激光應用的普及面已經(jīng)相當廣泛，而在中國卻不那么受重視。

不過另一方面來看，這其實也是機會。我有注意到，很多中國公司正在轉(zhuǎn)移他們的關(guān)注點。我們有好些客戶，他們獨辟蹊徑，專注在一些特殊應用領(lǐng)域。他們選擇的這些方向甚至沒有多少競爭對手，因此獲得不小成功。如果我們所有的激光集成商，都將目光放得更寬，從傳統(tǒng)思維跳出來，推廣更多的新應用，中國的激光市場將不可限量。

Maratas: It’s very big. If you talk about China, the potential for any market is big. But as I said, you need more applications. Right now, when you look at the Chinese market, there is an application crisis that it seems everybody is focusing on glass or sapphire, but some other applications are very wide spread in Europe, US, but they are not popular in China. 

But as I mentioned, some companies are shifting their focus. We have several examples, they have very good business because they are doing applications nobody else doing. So if the research areas expand, and other universities are doing that, the market will grow fast as well. But you need to move away from mainstream applications. 

6. 《激光制造商情》：請您介紹一下貴司在激光市場的增長預期。

Maratas: Q2我們的激光系統(tǒng)同比增長超過20%。這得益于我們在新市場和新應用方向的開發(fā)，特別是在一些非傳統(tǒng)熱門領(lǐng)域應用的成功。預計今年全年會有一個非常樂觀的財務數(shù)據(jù)。

 Maratas: I cannot give the accurate number because I don’t remember it. But the growth rate for the recent in our laser system, we expect more than 20%. This is mainly due to we visiting more customers, we talk to more people, that’s a normal business growth. But this year, in our first quarter, the growth rate exceed the one of last year. Because we find customers who focus on other applications that are not popular among this companies.

7. 《激光制造商情》：您對2014年中國激光市場的發(fā)展有什么評價嗎？ 

Maratas: 同樣，我們對今年中國激光市場的情況非常樂觀。我們很多客戶都在開發(fā)非常有意思的產(chǎn)品，而且不斷進入新的應用產(chǎn)業(yè)。如半導體產(chǎn)業(yè)，汽車產(chǎn)業(yè)，新能源，以及特殊材料產(chǎn)業(yè)等等。超快精密激光這些行業(yè)的應用將會帶來巨大的機會。

 For this year, I’m really optimistic. From the request of our customers, they have a lot of new interesting products, they have a lot of new industries which they want to enter. One of the biggest market is the semiconductor industry, it’s also consumer electronics. The other development line is semiconductor industry where most of the machinery is dominated by electrochemical processes. And now people are looking for how to do these things with laser.