LINOS is a global leader in providing demanding optical solutions. LINOS core competencies include the development and production of customized sub-systems and integrated system solutions that meet the highest technological requirements. The company focuses its offering on the strong growth markets of: information technology & communications, health care & life sciences, and industrial manufacturing. We asked Isabel von Diemar, Business Unit Manager Laser Technology at LINOS Photonics about LINOS's trade fair presence at this year's LASER World of PHOTONICS China.

1. You've been at LASER World of PHOTONICS China three times already. This would at least indicate that the first two outings must have been successful?

Isabel von Diemar:Being at LASER World of PHOTONICS China paid off for LINOS right from the beginning. The trade fair continues to increase its importance and footing on the Chinese/Asian market, and just gets better every year.

2. This year you flew the "Made in Germany" banner in the "German World of Laser & Photonics" specialist area together with 60 companies, universities and research establishments. Was there an additional incentive with regard to attracting interest, making contacts and finding leads? Should this model be continued?

Isabel von Diemar: Initial concerns about lower visitor frequency because LASER World of PHOTONICS China was positioned in hall 6 towards the rear were completely swept away by the good organization. The shuttle bus, good signposting and special events ensured that everywhere was good to get to and increased the attention-attraction factor. Both the amount and quality of the trade fair leads were better than expected. From our point of view the "German World of Laser & Photonics" model should be continued in the same or a similar form next year.

4. The turnover generated by your products is achieved around the world in direct sales and via trade missions in 33 countries. You already have some subsidiary companies in your main export countries, the USA, the UK and France. Can we now expect a sales office in China in the near future?

Isabel von Diemar: LINOS has selected partners that we want to appear on the Chinese market with, but an own sales office in China hasn't been decided on at this point.

5. How important is the Chinese Market for your company? Isn't it brimful of activity with the highest growth rates?

Isabel von Diemar: The Chinese market and the Asian market in general are increasingly important markets for LINOS, where we must certainly make specific decisions on what products we will bring to these markets. From the diverse product range that LINOS brings to the most varied markets, lenses for laser material processing are currently attracting a lot of interest, but so too are the other components and systems that we offer for laser manufacturers and users.

6. Is China both a sales and a procurement market for LINOS?

Isabel von Diemar: Yes, it certainly is both. In addition to the procurement of some raw materials and substrate, China is also a sales market for our high-grade end products.

7. Here's an ever-present issue with regard to business relations with China. How do you deal with the problem of the abuse of intellectual property in China?

Isabel von Diemar: Well obviously this is also a current and relevant issue for LINOS. We own a number of patents for protecting our products and processes. Where possible we try to control patent infringements and take action where required.

8. How do you prepare your employees for China? Are there seminars or special training activities?

Isabel von Diemar: Direct training events or seminars haven't been introduced yet. Previous experiences and contacts with our Chinese partners do, however, make it easier for our employees that were at the trade fair to communicate. And of course Linos has also successfully employed interpreters at the earlier trade fair presences.