We can change the market

BystronicWorld (BW) talks to Michael Merkle (MM), Managing Director of Bystronic Laser AG, Member of the Management Committee Bystronic Group about the ByJet Smart and other solutions for waterjet cutting.

BW: What in your opinion makes the ByJet Smart so smart?
MM: The unique combination of modern technologies and innovative materials, some of which have never before been used with waterjet cutting systems. For example, compound materials, to develop a high vibration-dampening frame. Reinforced concrete for the waterjet catcher tank not only has a high dampening effect but is also favourably priced. We also have the linear drives and an integrated high-efficiency pump, and the Bystronic technologies in combination with these innovations. The whole package is available at an unbeatable price.

BW: Innovative materials sound as if they are high-tech and hence also expensive.
MM: This is a misconception. High-tech does not necessarily have to be expensive.

BW: I see. This means that the materials are not only of a higher quality, but also cheaper. So why are they not used by other manufacturers?
MM: Without wishing to sound arrogant, we were simply the first to come up with these application possibilities. For example, the bridge on the ByJet Smart is a combination of the proven Bystronic bridge profile and lightweight reinforcing. The latter means that as a cantilever machine, the ByJet Smart can carry two Z axes. There is simply no way that our competitors can match this.

BW: Why do you believe that the ByJet Smart will succeed in penetrating the market?
MM: With the launching of the ByJet Smart, we have a real advantage on the markets. Our greatest competitors have machines whose basic design dates back to the nineties. They are not technologically comparable with the ByJet Smart. Here, we are one step ahead. At all events, I am very satisfied with how the sales of the machine have started – particularly in countries in which the price plays an important role.

BW: Do you see a basic trend towards more affordable machines?
MM: Taking into account what they are capable of and what the competition has to offer, the ByJet Pro and the ByJet Pro L are also very favourably priced. The key phrase here is "affordable progress." But to come back to the core of your question: The requirement is there for all machines. Customers who need the highend functions of a ByJet Pro or a ByJet Pro L will continue to buy such machines. This includes features, such as a rotary axis, shuttle table, exchangeable cassettes, encapsulation, and all the rest. The ByJet Pro is our most productive waterjet cutting system. The ByJet Classic, on the other hand, is our all-rounder; and for such a universal machine there is also a market.

With the ByJet Smart, we now also have a high-quality economical solution, for which we have high hopes.

BW: But just who is the typical customer who purchases a ByJet Smart?
MM: In the traditional markets of Central and Northern Europe, we are now aiming at newcomers to the waterjet cutting business with the ByJet Smart, primarily startup companies. Additionally, there are the metalworking companies who want to extend their existing processes with waterjet cutting, and companies where much of the work is currently milling and turning. A further target group consists of the traditional laser cutting customers who want to cut thicker aluminium or nonferrous metals.

BW: And outside of these regions?
MM: Well, there the financial aspects play an even greater role. Already in the past, potential customers in southern Europe, for example, were impressed byAir Jordan XIII 13 Kid