意大利Opto Engineering Headquater總裁o Sedazzari
記者：首先感謝您接受我們的采訪！領(lǐng)導(dǎo)人在一個(gè)企業(yè)的發(fā)展過程中起著十分重要的作用，所以，您能簡要對(duì)自己做一個(gè)自我介紹嗎？ 我們相信，中國讀者會(huì)十分感興趣。
Claudio Sedazzari：從大學(xué)物理系畢業(yè)后，我和我的搭檔們合開了這家公司. 我做過幾年光學(xué)方面的顧問，顧問工作使我有機(jī)會(huì)了解工業(yè)光學(xué)不同領(lǐng)域的許多東西，比如： 機(jī)器視覺，激光器，探測(cè)器，照明……。同時(shí)使我有機(jī)會(huì)深入地了解市場(chǎng)和技術(shù)的機(jī)會(huì)。
記者：您能對(duì)中國讀者介紹一下貴公司嗎？對(duì)于歐洲機(jī)器視覺市場(chǎng)的前景，您有什么獨(dú)特的見解？
我是“Opto Engineering”的總負(fù)責(zé)人，為機(jī)器視覺設(shè)計(jì)和生產(chǎn)鏡頭已有6年的時(shí)間了。我們?yōu)橹髁魇袌?chǎng)提供所有產(chǎn)品，包括標(biāo)準(zhǔn)產(chǎn)品（遠(yuǎn)心鏡頭，LED光源）和定制產(chǎn)品。特別是每年根據(jù)客戶的需要，我們開發(fā)了許多新的不同種類的光學(xué)元件，大多數(shù)客戶需要的產(chǎn)品真的很特別，我們的大多數(shù)競爭者都不能提供或開發(fā)滿足客戶要求的光學(xué)元件，不管是在質(zhì)量上，交貨時(shí)間上，還是生產(chǎn)成本上。歐洲的機(jī)器視覺市場(chǎng)強(qiáng)烈依賴于汽車制造業(yè)，這種情形不容樂觀，而且看起來在2009年會(huì)變得更糟糕。然而，機(jī)器視覺市場(chǎng)具有10%的年增長速度，既然被證明是一個(gè)創(chuàng)新的市場(chǎng)，相比較其它工業(yè)市場(chǎng)，我們的領(lǐng)域?qū)?huì)遭受較少的全球經(jīng)濟(jì)減速的沖擊。我們并不樂觀，但也不悲觀，這種狀態(tài)將持續(xù)到2009年。
記者：歐洲機(jī)器視覺市場(chǎng)發(fā)展早，技術(shù)領(lǐng)先，企業(yè)規(guī)模普遍比中國的機(jī)器視覺企業(yè)大很多。您能大概介紹一下意大利的機(jī)器視覺市場(chǎng)概況嗎？比如機(jī)器視覺在意大利應(yīng)用在哪些行業(yè)比較廣泛？
在意大利，同其它歐洲國家一樣，視覺產(chǎn)品主要用于汽車工業(yè)、食品、飲料和制藥行業(yè)。不過，電子等行業(yè)則不及其它行業(yè)。然而，我們預(yù)計(jì)，在短短幾年內(nèi)，中國將成為最大的機(jī)器視覺市場(chǎng)。中國有很好的工程師，充足的現(xiàn)金資源和巨額的成交量。我認(rèn)為中國的機(jī)器視覺產(chǎn)品也會(huì)向高品質(zhì)發(fā)展。所有這些因素說明，中國一定會(huì)成為最大的機(jī)器視覺市場(chǎng)或其中之一。
記者：您能大概介紹一下貴公司成立之初到現(xiàn)在，主要經(jīng)營什么類別的機(jī)器視覺產(chǎn)品？你們最擅長的技術(shù)領(lǐng)域是什么？跟意大利機(jī)器視覺產(chǎn)業(yè)的同行們相比，您認(rèn)為您們最大的競爭優(yōu)勢(shì)在哪里？
“Opto Engineering” 在遠(yuǎn)心鏡頭領(lǐng)域，處于世界領(lǐng)先地位，尤其是測(cè)量方面的應(yīng)用。我們具有深厚的專業(yè)知識(shí)來開發(fā)這種特別的產(chǎn)品：我們已經(jīng)研發(fā)了專用的測(cè)試儀器，獨(dú)特的營銷管理，擁有很多專利。我們希望在3年時(shí)間內(nèi)成為第一家全球范圍的遠(yuǎn)心鏡頭供應(yīng)商。我們的產(chǎn)品受100%出廠檢測(cè)，以保證產(chǎn)品優(yōu)良的品質(zhì)，另外我們產(chǎn)品的性價(jià)比是市場(chǎng)上最高的。我們一直致力于這種遠(yuǎn)心鏡頭的研發(fā)、改進(jìn)和銷售。
記者：我們從貴公司的網(wǎng)站上了解到，您們?cè)谑澜绾枚鄧叶加薪?jīng)銷商，在中國就有兩家Shenzhen Inbuilt Technology Co. Ltd 和Second2None Machine Vision Systems , 通過與兩家公司的合作，您通過您的代理商了解到中國機(jī)器視覺市場(chǎng)是怎樣的？您認(rèn)為中國機(jī)器視覺產(chǎn)業(yè)有哪些優(yōu)勢(shì)？
我們已經(jīng)同中國的機(jī)器視覺經(jīng)銷商建立了許多合作關(guān)系。我們還有雇員負(fù)責(zé)中國市場(chǎng)的銷售與購買。我認(rèn)為中國機(jī)器視覺行業(yè)的優(yōu)勢(shì)不在于勞動(dòng)力的低成本。在中國，軟件工程師同樣能夠得到較高的報(bào)酬，一個(gè)系統(tǒng)的主要成本來自零部件。我預(yù)測(cè)中國企業(yè)有可能會(huì)勝出，因?yàn)橹袊墓こ處煂?duì)軟件和硬件非常精通，中國的內(nèi)部和外部市場(chǎng)非常巨大，而且還沒有完全開發(fā)出來。
記者：您對(duì)中國的機(jī)器視覺企業(yè)了解多少？我們知道不少國外公司已經(jīng)開始從中國采購配件甚至系統(tǒng)設(shè)備？ 如果需要，您會(huì)選擇中國的產(chǎn)品應(yīng)用到您的機(jī)器視覺產(chǎn)品中去嗎？
我想還是有很多工作要做，但是現(xiàn)在我們發(fā)現(xiàn)，在很多情況下，中國的產(chǎn)品比歐洲的要好。歐洲人把中國當(dāng)作降低成本的選擇，同時(shí)他們所得到的質(zhì)量會(huì)差些。我們的觀念則相反：大多數(shù)情況下質(zhì)量更重要，盡管你無法把成本降至那么低。原因在于中國企業(yè)有很多財(cái)政資源，他們能夠使用這種資源改進(jìn)生產(chǎn)過程：這使中國的許多產(chǎn)品都非常好。
記者：您對(duì)中國感興趣嗎？如果有機(jī)會(huì)，您會(huì)與更多的中國視覺企業(yè)合作，進(jìn)而打開中國市場(chǎng)嗎？
我們完全有興趣跟中國以及中國企業(yè)建立關(guān)系。大多數(shù)公司對(duì)中國企業(yè)很擔(dān)心，而我們沒有。中國人非常正直，他們致力于效益：這是一個(gè)簡單而明確的規(guī)則，只要我們明白這一點(diǎn)， 其它的問題就會(huì)簡單很多。在商言商，不用像歐洲那樣把私人關(guān)系聯(lián)系在一起。我最欣賞中國人的發(fā)展速度：我們擁有相同的速度。
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First, o Sedazzari, thank you very much for taking this interview. The leader plays a very important role in a company acrossing the company's development. Finally, would you please make a short sel-introduction and we believe that Chinese readers must be very interested.
I have started the company with my partners after the graduation in physics and some years spent as a consultant in optics: consulting has given me the chance of learning many things in different fields of industrial optics like machine vision, lasers, detectors, illumination …….This also gave me the chance of deeply understanding the market and the technologies.
As the earliest and1 biggest machinevision media in China, the China Vision Web is always paying close attention to the markets,companies, technologies about machinevision in many countries of the world. Then, Claudio Sedazzari, would you please give Chinese readers a biref introduction of your company? About the future of European’s machinevision markets, do you have some particular opinion?
Opto Engineering, the company I am president of, is designing and producing lenses for machine vision since 6 years ago. We serve all major markets both with our standard products ,telecentric lenses, LED illuminators,and2 with custom-made products. In particular we develop many new kinds of optics every year following the customer's need. Being able to develop custom-made optics on time and- on cost is often a key factor: most customers are requiring something really special and most of our competitors are unable to deliver or develop optics which will satisfy customer's requirements, both in terms of quality and in terms of delivery time and production cost. European machine vision market strongly depends on car manufacturer sales: the situation is not good, and it seems it will be worse in 2009. However, since machine vision market has proved to be a new, innovative market niche with growth over 10% every year, might be that our field will suffer less of the global slowdown than other industrial markets. We are not optimistic, but neither pessimistic, as well for 2009.
European machinevision markets develop early and keep ahead in technology, at the same time, its companies are much bigger than those in China in machinevision. Machinevision in Italy is also powerful, so would you please introduce machinevision market in your country generally? For example, which industries machinevision used more widly in Italy.
In Italy as well as other European countries the main applications are related to automotive industry, food , beverage and pharmaceuticals, while, for instance electronics are not as well developed as in other areas. However we expect that in few years China will become the biggest market for machine vision. China has very good engineers, cash resources and huge volumes and I think production will soon turn to high quality, as well. All of these elements say that China will be for sure one of the biggest ,or the biggest, market for machine vision.
Can you introduce what kinds of machinevision products your company offers from the beginning Opto Engineering founded up to now and what technological your company expert in ? Camparing with your competitors, what is your company’s best superiority?
Opto Engineering is a world leader in telecentric lenses, typically used for measurement applications. We own a very deep expertise in this special kind of product: we have developed specific testing instrumentation,specific marketing tools and we hold many patents, as well. We expect to become the first global supplier of telecentric lenses in 3 years. Our products are 100% quality controlled which ensures our superior quality and the quality/price ratio is the highest in the market. We are much focused on this product which makes us always committed to develop, improve and sell telecentric lenses.
We learn about your company from your website that Opto Engineering has many sellers in many countries of the world. In China，there are two companies : Shenzhen Inbuilt Technology Co. Ltd and Second2None Machine Vision Systems. Acrossing cooperating with them, how do you think about machinevision in China in your eyes? What superiority does Chinese machinevision industries have?
We have established many positive relationships with Chinese machine vision dealers. We also have some people taking care of business development in China, both for sales and for purchasing. I think that the advantages for Chinese Machine Vision integrators are not connected with the low cost/hour of workers: software engineers are expected to be well paid also in China and the major cost of a system is due to components. I expect that Chinese companies may be win because the Chinese engineers are very well minded for software and hardware and your internal and external market are huge and still not developed!
How much do you learn about China's machinevision companies? We know that a lot of foreign companies have already bougth parts even system equipments from China. May you choose Chinese products to your machinevision products if you need in future?
I think there's still a lot of job to be done, but we find right now Chinese quality to be superior to European one, in many cases. European people think about China as an opportunity to reduce cost, while they expect low quality. We think exactly the opposite: in most cases the quality is higher although your cost isn't so low. The reason is that Chinese companies have a lot of financial resources they are able to employ to improve their production processes: this makes many Chinese products very good.
Are you interested in China? Do you plan to work together with more and more Chinese corporations, and then enter China market if possible?
We are TOTALLY interested in developing relationship with China and Chinese companies. Most companies are worried about Chinese companies: we aren't. Chinese people are very straightforward and committed to profit: that's a simple and clear rule and once we have understood this, all the rest is much simpler. Business is business and hasn't to do with personal relationships usually so important (too much) in Europe: this is slowing down the business. What I appreciate most of Chinese people is the speed: we have the same speed!
(轉(zhuǎn)載于中國視覺網(wǎng))
（原創(chuàng)）
