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44 SMT Magazine • June 2015 Matties: what sort of value-add can you bring to a customer that is forced to buy this? Bornemann: The process orientation is impor- tant. It helps to cut their cost. Matties: they get that from any inspection device though, right? or is there some key data or infor- mation that you're doing that is unique? Bornemann: Basically, it is the communication all along the line. So it's not only between Viscom machines, but also between the printer and the pick-and-place machines. Matties: are other inspection companies doing the same thing, and if so, how are you doing it better? Bornemann: Some companies only supply SPIs or maybe only supply the X-ray and AOI. I would say besides us, there is only one other supplier who is really supplying the whole range. We're bringing 30 years of experience to this. Matties: we talked about market segments. is china still the fastest growing for you? Bornemann: Indeed, it is. Last year China and Asia contributed about 70–75%. We see Vietnam starting a little bit slowly. Thailand is picking up. We had some hopes for India, but it didn't develop like we expected. Now it is picking up a little bit. Korea is a little bit difficult for us, since our main competition is coming from there. Matties: what about north america? is there any activity there for you? Bornemann: Yes, we have our offices in Atlanta and Mexico, and they had a really good year last year also. Matties: automotive was really good last year. is that now the core market for Viscom and where your key focus is? Bornemann: It is our standard market, but we had a rather big dive during the automotive crash, and back then we decided we needed to find customers outside of the automotive indus- try, so that's what we did. We set up new centers and increased our workforce in China. We set up global key accounting, which is really focus- ing on these customers, and that means more development. You need to be fast. You need to be flexible, and that's why we have set up a team specifically for this group of customers. Matties: when you talk about setting up teams, are you actually embedding into their organiza- tion and working out of their facilities and their test areas? is that how you're doing it? Bornemann: We do both. It can be at customer facilities, but we have also just opened a new demo center in Shanghai where we have the whole range of available machines. We can in- vite customers there and can easily ship them InSPeCTIOn: THe LAST LIne OF DeFenSe continues Feature IntervIew