1.《激光制造商情》：Maratas，您好！首先请您介绍一下EKSPLA公司的概况。

Maratas: 大家好！我是Maratas Safinas ，立陶宛艾克斯玛有限公司驻中国区代表，我司专注超快激光和激光应用已逾30年。我们产品覆盖多个方向。

我们方向之一是面向科研领域，该领域要求公司具备极高的科研素质，定制化程度也非常高，而这恰好是我们的强项，当前我司科研级皮秒激光和激光系统在市场上保持了近乎统治级的竞争力。

我司产品另一个重要方向是面向工业领域，我司高功率高重复频率的工业级激光器，在半导体，汽车制造，金属加工，太阳能等诸多领域已广泛应用。

另外，我们还提供元器件和模块级别的产品，如基于光纤的Oscillator, 应用于超快激光的高压高重复频率的电子器件等。这些产品在中国市场都非常受欢迎。

2. 《激光制造商情》：我们希望请您介绍一下EKSPLA公司的新型皮秒激光器和它的优势?

Maratas: 可以这么说，我们新型的Atlantic 60W秒激光器是目前商用的皮秒激光器中最优秀的产品之一。产品无论从光束质量，脉冲稳定性，到重复频率，都首屈一指，甚至紫外功率也高达25W，这为许多特殊应用提供了极其便利的选择。

EKSPLA一方面在皮秒激光技术方面有多年的沉淀，另一方面在工业设计方面有更独到的优势。从这个样机可以直接看到，产品结构坚固，设计非常紧凑，在同等激光器中，体积甚至只有竞争对手产品的一半，产品的模块化设计，和远程协作支持，很多售后的维护变得极其简单，甚至无需专业人员即可完成。

此外我们还在中国设立办事处，负责整个亚太区的商务和售后工作。我们有立陶宛工程师常驻上海，随时可以响应来自任何中国工厂的售后需要。 

 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》：请您介绍一下贵司的发展战略。

Maratas: 很多公司都试图将战略宏大化，但我们其实反而更简单，更质朴。就是走近客户，了解客户，为客户解决实际问题。我们从不会强制推我们的激光器，也没那个必要。我们更重视与客户的交流，在走访和洽谈中我们知道了客户在做什么，知道他们真正需要什么，并且为客户实现他的需求。我们的客户合作，也因此而更深入。因此，立足客户，为客户负责，这是我们的基本原则。

  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发展趋势呢？

Maratas: 说到发展，要从两方面来看。一方面是相对数字，你可以发现市场的每年增长率高达30%至50%，这让人非常振奋。然而另一方面是绝对数字，它还是非常小规模的市场。另外，如果你在展会上看一看，可以发现应用最多的还是激光打标和金属加工这些比较初级的一些应用，而涉及到超快应用，特别是皮秒和飞秒激光应用，很多公司依然很迷茫。是的，如玻璃加工，或者当前很热门的手机屏幕切割和蓝宝石切割，是很热的话题。很多公司都想进入这个市场，但是在中国事实上也许只有两个工厂会大量需要这种激光器，而他们的产能几乎就已可以供应全球所有的玻璃蓝宝石屏幕需求。

实际上，超快微加工应用还有非常广阔的市场。因此，面对那些正在开发皮秒激光应用工的集成商，往往我会建议他们考虑更多的应用方向，而不是专注在蓝宝石切割加工上。令人欣慰的是，今年我们在走访一些客户时，发现他们的关注点已经不停留于玻璃、蓝宝石上，而是在如电子制造工业，陶瓷，新能源，汽车制造行业进行深入的应用开发了。

我们可以预期的是，超快激光应用将开启更多的新领域，而EKSPLA也会尽最大努力支持我们的激光设备集成厂商共同完成这次技术革命。

  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》：您如何看待中国激光市场的发展呢？

Maratas: 中国的激光市场正蓬勃发展，但未开发的潜力依然非常巨大。但我们依然面临难以回避的问题，传统打标，切割实际上已经到了瓶颈，激光厂家正面临红海竞争。而高精密加工，每个人都只在关注玻璃或蓝宝石加工，除此之外，对真正意义上的精密激光的应用毫无起色。不客气的说，我们正面临一场不小的应用危机。在欧洲、美国有很多激光应用的普及面已经相当广泛，而在中国却不那么受重视。

不过另一方面来看，这其实也是机会。我有注意到，很多中国公司正在转移他们的关注点。我们有好些客户，他们独辟蹊径，专注在一些特殊应用领域。他们选择的这些方向甚至没有多少竞争对手，因此获得不小成功。如果我们所有的激光集成商，都将目光放得更宽，从传统思维跳出来，推广更多的新应用，中国的激光市场将不可限量。

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》：请您介绍一下贵司在激光市场的增长预期。

Maratas: Q2我们的激光系统同比增长超过20%。这得益于我们在新市场和新应用方向的开发，特别是在一些非传统热门领域应用的成功。预计今年全年会有一个非常乐观的财务数据。

 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》：您对2014年中国激光市场的发展有什么评价吗？ 

Maratas: 同样，我们对今年中国激光市场的情况非常乐观。我们很多客户都在开发非常有意思的产品，而且不断进入新的应用产业。如半导体产业，汽车产业，新能源，以及特殊材料产业等等。超快精密激光这些行业的应用将会带来巨大的机会。

 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.