1. 您了解Lantek及其产品多久了？
塔马斯·库特尼亚恩斯基- 我和Lantek的第一次个人接触是在LVD的一次冲床培训，当时我是翻译。软件的知识和对其功能的完美展示给我留下了深刻的印象。
2. 您和Lantek的关系是如何开始的以及是什么让您对我们公司开始感兴趣？ 您什么时候开始在匈牙利经销Lantek的产品？
塔马斯· 库特尼亚恩斯基-Lantek是由合作伙伴ERMAKSAN介绍给我们的。我们的母公司（GE-CO Hungary）在过去22年中在数控机床行业享有盛誉。他们从日本机床起步，现如今是匈牙利最大的机床销售和服务公司之一。钣金部成立于2015年，主要销售OMAX水射流和全系列Baykal机器。该部门一直在不断发展，直到时机成熟，成为了一个专门从事钣金业务的独立公司。该新公司的理念是专注于钣金客户，寻找战略合作伙伴并满足他们的所有需求。
我们去年开始与土耳其公司ERMAKSAN合作，我们的新营销活动就是以他们的产品为基础的。我发现，虽然机器运转良好，但顾客并没有意识到它们的潜力。因此，我们需要让他们意识到是什么让流程更有效。
他们成功的关键因素是其处理数字信息的能力。他们从合作伙伴处获得二维和三维CAD数据，并且必须在尽可能短的时间内做好报价单。在制造过程中，他们需要管理工作，并保持最低的剩余量。他们处理信息的能力越强，效率就越高。
显然，你可以看出，这就是专注于能够为他们的业务带来额外收益的软件。”
3. 您在匈牙利经销软件时遇到了哪些困难以及对于一家公司来说，主要的进入壁垒是什么？ 您认为对于像Lantek这样想进入贵国市场的国际公司，匈牙利语会成为进入壁垒吗？
塔马斯· 库特尼亚恩斯基-当我问一个公司的老板是否想要匈牙利语版本的Lantek时，我通常得到的回答是“是的”。当我和CAD/CAM工程师交谈时，他们的回答是“我已经习惯了，我知道必要的功能，我用的是英文版的”。
它被当作工具使用。用于日常工作，而很少有别的用途。我们决定进行匈牙利语翻译，提供更多的使用软件能力的机会。同时，此举也将巩固我们的知识，使我们能够提供更好的支持。
4. 贵公司经销产品组合中有哪些产品以及未来您希望经销哪些产品？
塔马斯· 库特尼亚恩斯基- Lantek Expert Cut被广泛使用。我们为我们的冲压机和激光机配备了Lantek Expert Cut。我看到了Lantek MES Manager的巨大潜力，但我们还没有准备好，我们需要获得更多的经验，来评估我们是否能够覆盖客户的软件需求。
5. 你们的Lamitec公司还经销激光、等离子、水切割机。Lantek是否意味着会加强这些机器的销售？
塔马斯· 库特尼亚恩斯基- 当然。我们在新冠疫情的第一阶段销售了一台6kW 6mx2m的机器。我们通过为他们的旧通快激光器和新等离子机提供软件解决方案赢得了订单。因此Lantek将成为他们主要的CAD/CAM软件。
6. 匈牙利钣金行业的数字化情况如何，Lantek在匈牙利的先进制造（数据分析和解决方案）产品进展如何？
塔马斯· 库特尼亚恩斯基- 工业4.0无处不在。现在流行的话题是智能工厂、数字化等。但我们关注的是生产力。这很简单。说到数字化，我只问几个问题：你们有生产的实际数据吗？ 如何管理机器之间的工作负载？ 得到的答案告诉我公司的ERP系统和经处理的CAD/CAM数据之间是否存在信息鸿沟。
令人惊讶的是，很多公司都存在缺乏生产管理的问题。你需要数据来做决定。
7. 新冠疫情对匈牙利的原始设备制造（OEM）行业有何影响？
塔马斯· 库特尼亚恩斯基- 我们匈牙利的原始设备制造商很少。金属制造业主要依靠汽车供应商。一年前公司成立时，我接受了采访，当时也注意到了经济衰退的最初迹象。我说过，钣金行业不那么脆弱，因为它不那么依赖于汽车行业。如今我感觉自己说的不完全正确。钣金行业也受到了影响。汽车供应商的订单减少了50%，而钣金公司的订单减少了约20-30%。我发现那些拥有更多灵活性的公司，也就是说拥有各种工艺，例如等离子、激光切割、水切割和焊接等，这些公司可以发现客户，并保持足以让他们生存下去的生产水平。
现在不适合进行大型投资。但黑暗中总有一丝光明。我们让客户随时了解情况，并让他们注意到生产中的薄弱环节，希望当订单增加时，他们会投资信息技术，购买Lantek的解决方案。
1. How long have you known about Lantek and its products?
Tamás Kutnyánszky.- My first personal encounter with Lantek was at a punch press training at LVD where I was the interpreter. I was impressed by the knowledge of the software and the perfect demonstration of its capabilities.
2. How did your relationship with Lantek start and what sparked your interest in our company? When did you start distributing the products of Lantek´s portfolio in Hungary?
T. Kutnyánszky.-Lantek was introduced to us by ERMAKSAN, our partner. Our mother company (GE-CO Hungary) has made its reputation in the CNC machine tool industry in the past 22 years. They have started with Japanese machine tools and today they are one of the biggest machine tool sales and service company in Hungary. The sheet metal division was established in 2015 based on the sales of OMAX waterjets and the full range of Baykal machines. It was constantly growing till the time had come to form a separate company which was dedicated to sheet metal business only. The concept behind the new company is to pay dedicated attention to sheet metal customers and find strategic partners to fulfill and satisfy all their needs.
We started our partnership with the Turkish company ERMAKSAN last year and our new marketing campaign is built on their products. I discovered that although the machines are working well, the customers are not aware of their potentials. So, we need to call their attention to what makes the processes more effective.
The key factor of their success is how well they can handle the digital information. They receive 2D and 3D CAD data from their partners and they have to prepare the quotations in the shortest time possible. During manufacturing process, they need to manage the jobs and keep the remnant on a minimum. The better information handling they have the more effective they become.
You can see, it is obvious to focus on the software which can bring extra benefits into their business.”
3. What difficulties do you encounter in Hungary in distributing software and what are the main entry barriers for a company? Do you think that the Hungarian language could be an entry barrier for international companies like Lantek that want to position themselves in your country?
T. Kutnyánszky.-Well, when I ask a company owner if he would like to have Lantek in Hungarian I usually get the answer “yes”. When I talk to the CAD/CAM engineers the answer is “I got used to it, I know the necessary functions, I use it in English”.
It is used like a tool. Used for the daily routines and seldom more. We decided to do the Hungarian translation, to give more chance to use the software capabilities. Also, it will strengthen our knowledge and make us able to give better support.
4. Which products of the portfolio does your company distribute and which products would you like to distribute in the future?
T. Kutnyánszky.- Lantek Expert Cut is widely used. We supply our punch and laser machines with Lantek Expert Cut. I can see a big potential in Lantek MES Manager, but we are not ready yet, we need to gain more experience to be able to evaluate if we can cover the customers´ needs with the software.
5. Your company Lamitec is also distributing laser, plasma, water cutting machines. Does Lantek mean an additional reinforcement for the sale of these machines?
T. Kutnyánszky.- Definitely. There is a laser machine that we sold during the first stage of the pandemic which is a 6kW 6mx2m machine. We won the business by providing software solution for their old Trumpf laser and for the new plasma machine. So Lantek will be their main CAD/CAM software.
6. How is the situation of the digitization of the sheet metal industry in Hungary and what is the progress of Lantek´s advance Manufacturing (data analysis and solutions) products there?
T. Kutnyánszky.- Industry 4.0 is everywhere. It is very trendy to talk about Smart factory, digitalization, etc. But we focus on productivity. It is very simple. When it comes to digitization, I just ask a few questions: do you have actual data of your production? How do you manage the workload between the machines? And the given answers tell me if there is an info gap between the company ERP system and the processed CAD/CAM data.
Surprisingly large number of companies are suffering of inadequate manufacturing management. You need data to make decisions.
7. How the OEM industry in Hungary has been affected by the Coronavirus Pandemic
T. Kutnyánszky.- We have very few OEMs in Hungary. The metal manufacture industry is mostly based on automotive suppliers. I was interviewed one year ago when the company was formed, and the first signs of the recession were noticed. I told that the sheet metal industry is less vulnerable because it is not so much dependent on the automotive industry. Today I can see that I was not really right. This sector is affected as well. While the automotive suppliers had lost 50% of their orders, this loss is about 20-30% among the sheet metal companies. I can see that companies who have more flexibility which means having various processes, for example plasma, laser cutting, water cutting and welding, etc., those ones could find their customers and kept up a certain level of production which is enough to survive.
These times are not good for big investments. But every cloud has a silver lining. We keep our customers informed and call their attention to the weak points of their production hoping that when there is a rise in orders, they will invest in info technology and buy Lanktek´s solution.