During the corresponding time, Rofin Sinar Technologies Inc saw a revenue deteriorated by -4.98 % year on year, sequentially revenue grew by 13.92 %. While revenue at the Rofin Sinar Technologies Inc's corporate clients
Rofin Sinar Technologies Inc's Comment on Sales, Marketing and Customers
ROFIN sells its products in approximately 70 countries to OEMs, systems integrators
and industrial end users who have in-house engineering resources capable of integrating
ROFIN’s products into their own production systems. Lasers for cutting applications
are marketed and sold principally to OEMs in the machine tool industry, which
sell laser cutting machines incorporating ROFIN’s products without any substantial
involvement by ROFIN. Lasers for welding applications are marketed and sold both
to systems integrators and to end users. Laser marking products are marketed and
sold directly to end users and to OEMs for integration into their handling systems
(mainly for integrated circuit, solar cell and smart card marking applications).
Laser micro products are marketed and sold directly to end users and to OEM customers
(mainly for solar cell, medical devices and jewelry applications). In the case
of both welding lasers and laser marking products, the end user is significantly
involved in the selection of the laser component. In these cases, ROFIN’s
application engineers work directly with the end user to optimize the application’s
performance and demonstrate the advantages of the Company’s products.
ROFIN has approximately 135 direct sales engineers operating in 24 countries,
approximately 45 of whom are dedicated to marketing lasers for macro applications
and approximately 90 of whom are dedicated to marketing lasers for marking and
micro applications. ROFIN sales engineers work either in a well-defined geographic
territory or are dedicated to specific industries or applications. In addition,
ROFIN has 45 independent representatives marketing the Company’s laser products
in Australia, Austria, Argentina, Brazil, Chile, China, Czech Republic, Denmark,
Estonia, Finland, France, Germany, India, Israel, Italy, Korea, New Zealand, Northern
Africa, Norway, the Middle East, the Philippines, Poland, Romania, Russia, Singapore,
South Africa, Slovenia, Sweden, Switzerland, Thailand, Turkey and Ukraine. These
independent representatives provide ROFIN with sales leads and opportunities,
but do not distribute ROFIN’s products. All sales and delivery of products
are conducted by the Company. Of the independent representative agreements, 19
are on an exclusive basis, with the other 26 on a non-exclusive basis. These agreements
provide for a standard percentage of the net sales price to be paid as commissions
to the representatives. The duration of the agreements is usually one year (with
an automatic one-year extension) and a six-month cancellation clause.
ROFIN directs its worldwide sales and marketing of lasers for macro applications
from its offices in Hamburg and Mainz (both Germany), Kingston upon Hull (UK),
and East Granby, Connecticut, and of laser diode components, from Mainz and
Freiburg (both Germany). Worldwide sales and marketing of laser marking products
is directed from ROFIN’s offices in Gunding-Munich (Germany) and, for
laser micro products and power supplies from Starnberg (Germany). Optical engines
for fiber lasers for the worldwide market are sold and marketed from Tampere
(Finland) and East Granby, Connecticut (USA), and fiber optics and beam delivery
systems are sold and marketed from Gothenburg (Sweden). In Europe, ROFIN also
maintains sales and service offices in Belgium, France, Italy, the Netherlands,
Spain, Switzerland and the United Kingdom.
Recognizing the importance of its existing and growing installed multinational
customer base, the Company has expanded its local service and support platform
into new geographic regions. ROFIN has 430 customer service personnel. The Company’s
field service and in-house technical support personnel receive ongoing training
with respect to the Company’s laser products, maintenance procedures,
laser-operating techniques and processing technology. Most of the Company’s
OEM customers also provide customer service and support to end users.
Many of ROFIN’s laser products are operated 24 hours a day in high speed,
quality-oriented manufacturing operations. Accordingly, the Company provides
24 hour, year-round service support to its customers in the United States, Germany
and the majority of other countries in which it operates. The Company plans
to continue adopting similar service support elsewhere. In addition, eight-hour
response time is provided to certain key customers. This support includes field
service personnel who reside in close proximity to the Company’s installed
base. The Company provides customers with process diagnostic and verification
techniques, as well as specialized training in the operation and maintenance
of its systems. The Company also offers regularly scheduled and intensive training
programs and customized maintenance contracts for its customers.
Of ROFIN’s 430 customer service personnel, approximately 276 employees
operate in the field in about 50 countries. Field service personnel are also
involved in the installation of the Company’s systems.
ROFIN’s approach to the sale of replacement parts is closely linked to
the Company’s strategic focus on rapid customer response. The Company
provides around-the-clock order entry and provides same or next day delivery
of parts worldwide in order to minimize disruption to customers’ manufacturing
operations. ROFIN typically provides a minimum one-year warranty for its products
with warranty extensions negotiated on a case-by-case basis; and for after-sales
service and parts supply for up to a period of 10 years, if requested by a customer.
The Company’s growing base of installed laser sources and laser-based
systems is expected to continue to generate a stable source of revenues from
sales of replacement parts and after-sales service.
Rofin Sinar Technologies Inc’s Comment on Sales, Marketing and Customers
ROFIN sells its products in approximately 70 countries to OEMs, systems integrators
and industrial end users who have in-house engineering resources capable of integrating
ROFIN’s products into their own production systems. Lasers for cutting applications
are marketed and sold principally to OEMs in the machine tool industry, which
sell laser cutting machines incorporating ROFIN’s products without any substantial
involvement by ROFIN. Lasers for welding applications are marketed and sold both
to systems integrators and to end users. Laser marking products are marketed and
sold directly to end users and to OEMs for integration into their handling systems
(mainly for integrated circuit, solar cell and smart card marking applications).
Laser micro products are marketed and sold directly to end users and to OEM customers
(mainly for solar cell, medical devices and jewelry applications). In the case
of both welding lasers and laser marking products, the end user is significantly
involved in the selection of the laser component. In these cases, ROFIN’s
application engineers work directly with the end user to optimize the application’s
performance and demonstrate the advantages of the Company’s products.
ROFIN has approximately 135 direct sales engineers operating in 24 countries,
approximately 45 of whom are dedicated to marketing lasers for macro applications
and approximately 90 of whom are dedicated to marketing lasers for marking and
micro applications. ROFIN sales engineers work either in a well-defined geographic
territory or are dedicated to specific industries or applications. In addition,
ROFIN has 45 independent representatives marketing the Company’s laser products
in Australia, Austria, Argentina, Brazil, Chile, China, Czech Republic, Denmark,
Estonia, Finland, France, Germany, India, Israel, Italy, Korea, New Zealand, Northern
Africa, Norway, the Middle East, the Philippines, Poland, Romania, Russia, Singapore,
South Africa, Slovenia, Sweden, Switzerland, Thailand, Turkey and Ukraine. These
independent representatives provide ROFIN with sales leads and opportunities,
but do not distribute ROFIN’s products. All sales and delivery of products
are conducted by the Company. Of the independent representative agreements, 19
are on an exclusive basis, with the other 26 on a non-exclusive basis. These agreements
provide for a standard percentage of the net sales price to be paid as commissions
to the representatives. The duration of the agreements is usually one year (with
an automatic one-year extension) and a six-month cancellation clause.
ROFIN directs its worldwide sales and marketing of lasers for macro applications
from its offices in Hamburg and Mainz (both Germany), Kingston upon Hull (UK),
and East Granby, Connecticut, and of laser diode components, from Mainz and
Freiburg (both Germany). Worldwide sales and marketing of laser marking products
is directed from ROFIN’s offices in Gunding-Munich (Germany) and, for
laser micro products and power supplies from Starnberg (Germany). Optical engines
for fiber lasers for the worldwide market are sold and marketed from Tampere
(Finland) and East Granby, Connecticut (USA), and fiber optics and beam delivery
systems are sold and marketed from Gothenburg (Sweden). In Europe, ROFIN also
maintains sales and service offices in Belgium, France, Italy, the Netherlands,
Spain, Switzerland and the United Kingdom.
Recognizing the importance of its existing and growing installed multinational
customer base, the Company has expanded its local service and support platform
into new geographic regions. ROFIN has 430 customer service personnel. The Company’s
field service and in-house technical support personnel receive ongoing training
with respect to the Company’s laser products, maintenance procedures,
laser-operating techniques and processing technology. Most of the Company’s
OEM customers also provide customer service and support to end users.
Many of ROFIN’s laser products are operated 24 hours a day in high speed,
quality-oriented manufacturing operations. Accordingly, the Company provides
24 hour, year-round service support to its customers in the United States, Germany
and the majority of other countries in which it operates. The Company plans
to continue adopting similar service support elsewhere. In addition, eight-hour
response time is provided to certain key customers. This support includes field
service personnel who reside in close proximity to the Company’s installed
base. The Company provides customers with process diagnostic and verification
techniques, as well as specialized training in the operation and maintenance
of its systems. The Company also offers regularly scheduled and intensive training
programs and customized maintenance contracts for its customers.
Of ROFIN’s 430 customer service personnel, approximately 276 employees
operate in the field in about 50 countries. Field service personnel are also
involved in the installation of the Company’s systems.
ROFIN’s approach to the sale of replacement parts is closely linked to
the Company’s strategic focus on rapid customer response. The Company
provides around-the-clock order entry and provides same or next day delivery
of parts worldwide in order to minimize disruption to customers’ manufacturing
operations. ROFIN typically provides a minimum one-year warranty for its products
with warranty extensions negotiated on a case-by-case basis; and for after-sales
service and parts supply for up to a period of 10 years, if requested by a customer.
The Company’s growing base of installed laser sources and laser-based
systems is expected to continue to generate a stable source of revenues from
sales of replacement parts and after-sales service.
Sources:
Rofin Sinar Technologies Inc’s official press releases and regulatory filings; CSIMarket.com’s market research; and the financial filings and press releases of other companies cited in this report.
Updated on:
Focus of this report: Rofin Sinar Technologies Inc’s corporate clients.
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