1. ULTINATIONALS IN CHINAM国 公 司 在 中 国跨 ULTINATIONALS IN CHINAM国 公 司 在 中 国跨
作
为全球示波器行业的三大巨头之一，美国力科公
司近两年在中国市场高歌猛进 , 令人瞩目。据了
解，力科中国公司的销售额持续十个季度稳步增
长，其在华东地区的销售额甚至实现了翻倍增长的骄人业
绩，同时力科在 P C 行业也实现了一系列的新突破。在力科
2010 财年，力科中国团队创造了中国市场历史上最高的营
业额，销售额比历史最高的全球金融风暴前的 2008 财年提
高了 30%。在政府机构、科研院所、大专院校和著名的跨国
公司，在华为、中兴、长虹等国内知名企业，在医疗、电子、
通讯、网络等诸多领域，都能看到力科的产品。可以说，力
科这种快速高效的发展态势已经成为全球金融危机重压下的
市场新范本，它吸引着人们的高度关注。力科为何能在国际
金融危机冲击下取得如此瞩目的成就呢？日前，记者就此采
访了美国力科公司中国区总经理李燧先生。
李总认为，成功的公司必定是技术、人才和管理三者的
高效组合。因此，2008 年上任伊始，他就通过大刀阔斧的
政策调整，确立了技术、人才、管理三驾马车驱动中国市场
发展的新思路。思路决定出路。力科终于迎来了自 2000 年
进入中国以来的繁荣增长。
技 术 作 为 力 科 公 司 安 身 立 命 的 根 本， 是 W a l t e r
L e C r o y 先生自 1964 年创立之初即被确定下来的。曾师从
著名华裔物理学家丁肇中、吴健雄的 Walter LeCroy 先生
对技术有着科学家所特有的执着追求。纵观力科发展史，就
是一部高速数据采集和数字示波器的发展史。早在 1985 年，
力科开发的第一台长存储数字示波器就被认为是现代长存储
数字示波器的开始；1988 年，力科发布了第一台拥有智能
触发功能的数字示波器；1989 年，力科推出了第一台拥有
实时采样和灵活、可定制分析功能的模块化示波器。在随后
的二十年间，力科在示波器领域的创新不胜枚举，直到一年
前业界第一款 30G H z 的超高带宽示波器的诞生，而且这种技术新产品还在不断的
被刷新。“我们公司已经推出目前带宽最高的 45GHz 带宽新产品。同时，我们已经
拥有了能做到 60GHz 带宽的技术。”
电子仪器行业所需的前期技术投入较大，进入电子仪器领域的技术壁垒也较高。
它要求进入这个行业的企业一定要有多年的技术积累，包括人才积累和知识积累。
已有近半个世纪技术沉淀的力科，在业界有着“一直被模仿，从未被超越”的殊荣。
这种技术积累和优秀的人才、科学的管理相结合，其必然结果就是成为市场的领导
者。
“我们在中国市场的成功，就是人的成功。” 2008 年以来，公司确立了在中国
长期发展的人才战略：集中一批有志于在中国市场推广世界上最先进的示波器技术
的人士，为自己创造一个成就梦想的平台，在做自己热爱的工作的同时，使每个
中国力科人的人生变得丰富和精彩。带着这样的信念，经过两年努力，力科公司已
经聚集了一批有着共同理念和执着品格的人才队伍。他们有丰富的专业知识，有
很高的职业素养和商业道德操守，有强烈的成功欲望，有蓬勃的朝气、创业的激
情和对生活的无限热情。这种朝气、激情和热情，记者可以从已经退休的公司创始
人 Walter LeCroy 先生的摄影作品中感受到，也可以从能说包括汉语在内五国语
言的副总裁 Conrad Fernandes 先生多元文化的融合中感受到，还可以从力科公
司市场部经理汪进进的博客中真切的感受到。对此，李总特别提到力科公司 C E O ,
Tom Reslewic 先生对中国团队的寄语：“梦想，计划，行动”。而力科自 08 年以
来的团队建设和管理就是对“梦想，计划，行动”的实践的结果。李总指出：“决
定一个人成功的个人因素有三个层次：知识、技能和心态。在这些因素中，心态是
决定一切的关键。因为知识和技能人们可以通过努力去获得，而积极进取的心态未
必人人都有，而且不是通过短期努力就能拥有的。所以，我在招聘人才时，更多考
虑的是他们的价值观是否与力科的企业文化和管理理念相符，而不是仅仅考察技术
和经验方面的条件。”这种重视共同理念的人才观在实践中多次得到了证实。最好
的例子就是：公司把最重要的华东区业务交给了一位原来并无产品经验，但却有着
强烈成功欲望的同事，结果是力科在华东的业务比历史最高纪录几乎翻了一倍。
谈到力科的人才成就，李总深有感触地说，力科在中国的改革与成长，不仅吸
引了客户，也吸引了业界中的众多人才。“我现在经常直接或间接地接到一些来自
电子仪器行业资深专业人士的询问，希望探讨加入力科、共铸辉煌的可能。”李总
表示，这是全体中国力科人共同努力的结果。“我借此向我的同事们表示由衷的敬意：
能与这样的同事合作共事是我的幸运和骄傲。”
未来的力科中国公司将继续在两个方面作出努力：一是以公司最擅长、最具优
势的高速数字信号的采集为核心，继续追踪当今行业科技前沿，开发出最具领导力
的示波器新产品；二是公司将着眼客户的潜在需
求，拓展公司产品线，以期在更广泛领域里为客
户继续带来高附加值产品。李总最后表示：“公司
将在继续专注高端示波器的同时，还将关注更广
泛的中低端客户的需求。作为工作在美国公司的
中国人，我们希望通过促进中美技术和商业上的
交流，凭借技术、人才、管理三者的合力拉动，
尽全力为中国电子工业的发展做出贡献。这是我
们中国力科人的社会责任，也是我们勤奋工作的
原动力。”
访美国力科公司中国区总经理李燧先生
□本刊记者：刘新洁 郑军红
三驾马车带动
力科中国市场新发展
美国力科公司中国区总经理李燧先生
Mr. Sui Li, Managing Director of LeCroy Corporation
Interview with Mr. Sui Li, Managing Director of LeCroy Corporation
Troika Pulling LeCroy in China
公司创始人 Walter LeCroy
Companyʼs Founder Mr. Walter LeCroy

2. ULTINATIONALS IN CHINAM国 公 司 在 中 国跨 ULTINATIONALS IN CHINAM国 公 司 在 中 国跨
L
eCroy Corporation, one of the three giants in the
world oscilloscope industry, has been making eye-
catching achievements in the Chinese market over
the past 2 years. Reportedly, the sales of LeCroy China have
witnessed an 10-quarter steady growth. Sales in east China,
in particular, almost doubled its historic record. In the mean
times, LeCroy has made major breakthroughs in PC industry.
In LeCroy fiscal year of 2010, sales in China reached a new
high, 30% higher than that of the highest before the global
economic recession in 2008. LeCroy serves market sectors
of scientific research institutes, universities, MNCs, and
many leading edge Chinese enterprises like Huawei, ZTE
and Changhong. The industries LeCroy is serving includes
semiconductor, PC, electronic manufacturing, communication
and network, etc. Against the backdrop of global financial
crisis, the rapid and effective development of LeCroy, as
a new model in the market, is drawing attention in the
industry. How LeCroy can do it? The journalist interviewed
Sui Li, Managing Director of LeCroy Corporation in China.
"A successful company must be a highly effective combination
of technology, talent and management", Li says. Upon
taking the job in 2008, Li launched the team reengineering
and set growth strategies for China market, namely, the
"troika" (technology, talent and management). LeCroy finally
welcomed its fastest growth after entering into the Chinese
market in 2000.
"Technology innovation is the foundation of LeCroy", this
was set by Mr. Walter LeCroy as the founding principle of the
company in 1964. As a physicist and a colleague of Samuel
Chao Chung Ting and Chien-Shiung Wu (both are noted
Chinese-American physicists) at Columbia University, Mr.
LeCroy has been passionate and visionary in both scientific
arena and Chinese market.
In retrospect, the history of LeCroy is the history of HSDA
high speed data acquisition and digital oscilloscope. LeCroy
developed the first modern deep memory digital oscilloscope
in 1985, the first intelligent triggered digital oscilloscope
in 1988 and the first modularized oscilloscope with the
functions of real-time sampling and flexible, customizable
analysis in 1989. Over the 20 years after that, LeCroy made
countless innovations and reached a new high by giving
birth to the first 30GHz bandwidth oscilloscope. Now the
innovation of this product is undergoing. Li says, "We will
unveil the 45GHz new product and we has grasped the 60GHz
technology".
T o s u c c e s s f u l l y e s t a b l i s h o n e s e l f i n t h e e l e c t r o n i c
instrument industry, it requires decades of solid technology
accumulation. Besides stable financial investment, a company
must have adequate technology expertise, represented by
talents and know-how. With those kind of accumulation of
almost half a century, LeCroy is imitated by many surpassed
by none. With the combination of technology innovation,
talented personnel and professional management, no doubt
LeCroy is taking the leading position in the market.
"Backed up by our highly competitive products and most
advanced technologies, we attribute our success in China
to our talent strategy", Li says. LeCroy has been executing a
long term talent strategy since 2008: attracting the technical
and business talents who are willing to promote the most
advanced test technology in the fastest growing economy;
to build up a platform to realize their dreams; to enjoy
fulfillment of their life. With this in mind, LeCroy built up a
team with talents who share the same vision and the same
value. The team has abundant professional knowledge, strong
desire to win, and high ethic integrity. The journalist can feel
this from the photographical work by Mr. Walter LeCroy, the
retired founder, from the multi-culture concept holding by
Mr. Conrad Fernandes, corporate vice president who speaks
five languages including Chinese, and the blog of Frankie
Wang, marketing manager of LeCroy-China. Li emphasizes,
"‘Dream, Plan, Act’ is the direction Mr. Tom Reslewic, CEO
of LeCroy, set for China team. The changes of our team in
China, and thus of our business result in China, is just the
practice of ‘Dream, Plan, Act’". Li points out, "I strongly
hold that there are three factors determining the success of
an individual, namely, knowledge, skill, and desire. Desire
indeed determines everything else, because not everyone
can develop a good attitude while knowledge and skill can be
learned through training and hard working. Therefore, when
we recruit employees, we attach great importance to whether
their personal value and style are compatible with our
company culture and our business philosophy, not just giving
a test to their experience or technical capacity", The success
of this team building approach focusing on sharing common
value is proven by results. One example is: the company
assigned Shanghai business to an employee with passion but
not much product experience, now the business in Shanghai
almost doubled its record high.
As regards the achievements made in human resource, Li
says with citing some real cases, "The reform and growth of
LeCroy China not only attracted a lot of customers, but also
talents in this industry. Recently, I frequently receive direct
or indirect inquiries from very senior professionals in this
industry on the possibility of joining LeCroy" Li says, "This is
a achievement due to the joint efforts made by LeCroy China.
Hereby, I would like to pay tribute to all my fellow China
LeCroyans: I feel fortune and proud to work with you all".
LeCroy China will make great efforts in the following two
aspects: first, by developing high speed digital signal
acquisition core technology where LeCroy's knack and
advantages are showed, LeCroy will lead the trend of
this industry and develop the new product with supreme
advantages; second, LeCroy will focus on the latent need,
expanding the product line and bringing high value-added
product to the customers in a wide range. Li concludes,
"LeCroy will continue to focus on high-end oscilloscope on
the one hand, and pay attention to the low end requirements
on the other. As a Chinese American, I wish I can, with
the pulling force of the "troika", contribute to the Chinese
electronic industry by enabling Chinese engineers using the
state of art test equipment in the world. This is the social
responsibility borne by the Chinese working in LeCroy and
the motive power for our industrious work".
Photo: Mr. Walter LeCroy
Photo: Mr. Walter LeCroy
Photo: Mr. Walter LeCroy