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信心發(fā)展共贏陜西重型進(jìn)出口有限公司SHAANXIHEAVYDUTYAUTOMOBILEINPORT&EXPORTCO.,LTDConfidenceDevelopment
Win-win目錄CONTENTS1Briefintroductionofthecompany企業(yè)簡(jiǎn)介3Afewwordsonoverseamarket海外市場(chǎng)淺談2Productsofthecompany產(chǎn)品介紹ShaanxiAutomobileGroupCo.,LtdisoneoftheTop500EnterprisesofChina,andranked27thinthetop500ChinaMachineryEnterprises.Ithasthetop-gradewell–equippedheavy-dutytruckindustrialparkandthestate-leveltechnologicalcentreandpost-doctoralresearchworkstation.Thereare20subsidiarycompaniesunderitscontrol,withtheheadquartersinXi’an.陜汽集團(tuán)是中國(guó)500強(qiáng)企業(yè),位列中國(guó)機(jī)械500強(qiáng)第27位,擁有裝備精良、世界一流的重卡產(chǎn)業(yè)園和國(guó)家級(jí)企業(yè)技術(shù)中心、博士后科研工作站,包括20余家子公司,總部設(shè)在西安。
公司產(chǎn)品范圍覆蓋重型軍用越野車、重型卡車、大中型客車(底盤)、中輕型卡車、重型車橋、康明斯發(fā)動(dòng)機(jī)及汽車零部件等領(lǐng)域,是國(guó)家選型對(duì)比試驗(yàn)后保留的唯一指定裝備我軍的重型軍用越野車生產(chǎn)基地和首批汽車出口基地企業(yè)。Itsproductscoverheavy-dutymilitaryvehicles,heavy-dutytrucks,bigandmedium-sizedbusesandchassis,medium-sizedtrucks,heavy-dutyaxles,Cumminsengines,spareparts
etc.Thecompanyistheonlydefinedheavy-dutyoff-roadmilitarytruckmanufacturebase,throughlectotypecomparativetrial,itsmilitaryproductsareexclusivelyappointedtoequipChinesearmy.It’salsooneofthefirst-batchentiretruckexportingbases.
陜汽,行業(yè)唯一參加了舉世矚目的中華人民共和國(guó)建國(guó)35周年、50周年、60周年年國(guó)慶閱兵儀式,陜汽軍用越野汽車以龐大的陣容壯我軍威,為國(guó)爭(zhēng)光,受到國(guó)務(wù)院及中央軍委的多次嘉獎(jiǎng)。ShaanQimilitaryoff-roadtruck,theonlyoneinthisindustry,whichtookpartintheNationalMilitary-inspectingCeremonyonthe35th、50th、60thanniversaryofthePRC,weregreatlypraisedbytheStateCouncilandtheStateMilitaryCommittee.
In2009,ShaanQiGroupoutputvalueis21.7billionyuanand4.6percentofyear-on-yeargrowth,Thesalesincomereachedover22.05billionyuanandyear-on-yeargrowthreached7percent.Theoverseassalesincomereached45millionU.S.Dollars.In2009,theamountofexportandforeignexchangeearningsofheavydutytrucksarethefirstinindustry.
2009年,陜汽實(shí)現(xiàn)工業(yè)總產(chǎn)值217億元,同比增長(zhǎng)4.6%;實(shí)現(xiàn)銷售收入220.5億元,同比增長(zhǎng)7%,出口創(chuàng)匯4.5億美元。2009年陜汽重卡出口銷量、出口創(chuàng)匯居中國(guó)重型卡車行業(yè)第一.AdvancedScientificResearchTechnology先進(jìn)研發(fā)體系陜汽擁有科研場(chǎng)地50000平方米,科研技術(shù)人員400余名。具有完整的開發(fā)、設(shè)計(jì)、工藝體系流程,使用CAD/CAE設(shè)計(jì)系統(tǒng)、AVLCruise動(dòng)力匹配系統(tǒng)、Abaqus車輛結(jié)構(gòu)分析系統(tǒng)、CAPP工藝管理系統(tǒng)、PLM數(shù)據(jù)管理系統(tǒng)及完備的實(shí)驗(yàn)、試驗(yàn)、試制、檢測(cè)設(shè)施和設(shè)備。ShaanQihasover400scientificresearchtechnicians,withscientificresearchsitecovering50,000squaremeters.Thecompanyhasanintegratedflowincludingdevelopment,designandtechnologicalprocesssystem,applyingCAD/CAEDesignSystem,AVLCruisePowerMatchingSystem,AbaqusAutomobileStructureAnalysisSystem,CAPPProcessManagementSystem,PLMDataManagementSystemandcompletefacilitiesandequipmentsforexperiment,test,trail-manufactureanddetection.Systemic
&Strict
Trial
系統(tǒng)嚴(yán)格的試驗(yàn)enginetest發(fā)動(dòng)機(jī)測(cè)試30%gradetest30%爬坡試驗(yàn)Twistingtest扭曲路面試驗(yàn)60%gradetest60%爬坡試驗(yàn)Axletest車橋試驗(yàn)Fishscalepitroadtest魚鱗坑路試驗(yàn)TopProductionLineofHeavyDutyTruckintheWorld國(guó)際一流的重卡制造生產(chǎn)線
目前公司擁有由美國(guó)、德國(guó)等國(guó)家進(jìn)口,代表國(guó)際一流重卡制造技術(shù)的22條現(xiàn)代化流水生產(chǎn)線,工藝裝備精良、自動(dòng)化程度高。
Atpresent,thecompanyhas22modernproductionlineswithadvancedinternationalmanufacturingtechnology,whichwasimportedfromUSAandGermany,andfeaturingwithprecisetechniqueequipmentandautomation.陜汽有42年的重卡專業(yè)研發(fā)制造經(jīng)驗(yàn),建立了以質(zhì)量管理為核心,涵蓋職業(yè)健康、環(huán)境、測(cè)量三標(biāo)一體化的質(zhì)量管理體系,采用德國(guó)瑪哈公司的全套一級(jí)整車安全檢測(cè)線,已通過(guò)GJB9001A,ISO9001,TS16949,
3C,ISO14001,GB/T28001,ISO10012體系認(rèn)證,產(chǎn)品品質(zhì)達(dá)到國(guó)際先進(jìn)水平。ScientificandStrictQualityManagementSystem
科學(xué)嚴(yán)格的質(zhì)量管理體系ShaanQihas42yearsofprofessionalR&Dandmanufactureexperiences,andalsotheonlyheavy-dutytruckenterprise.Ithasestablishedaqualitymanagementsystem,whichregardsthequalitymanagementasitscoreandthree-standards-one-systemasitscontentthatintegratesoccupationalhealthandsafety,environmentandmeasurementintomanagement.ItusestheGermanMahacompany’scomplete-setfirst-levelentiretrucksafedetectionline.
ShaanQihaspassedGJB9001A,ISO9001,TS16949,
3C,ISO14001,GB/T28001,ISO10012certification.
Theseenableproductqualitytoreachaninternationaladvancedlevel.目錄CONTENTS1Briefintroductionofthecompany企業(yè)簡(jiǎn)介3Afewwordsonoverseamarket海外市場(chǎng)淺談2Productsofthecompany產(chǎn)品介紹Withtheconceptof“Providinglargestvalueforthecustomerswiththefittestproducts”,ShaanQiwillintegrateadvantagetechnologyandsupplierstoprovidetheproductsofinternationalmarketandmeetindividualrequirementoftheusers.“SHACMAN”truckshavebeensoldtomorethan60countries,theaccumulatedsalesvolumehasexceeded50,000units.陜汽秉承“提供最適合產(chǎn)品,為客戶創(chuàng)造最大價(jià)值”的理念,整合優(yōu)勢(shì)技術(shù)和供應(yīng)商資源,打造滿足用戶個(gè)性化需求的全系列國(guó)際市場(chǎng)產(chǎn)品。陜汽產(chǎn)品已銷往全球60多個(gè)國(guó)家,累計(jì)出口已突破50,000輛。
F3000ishigh-endproductwhichisbasedonGermanMAN’stechnologyplatform.ItscompletevehicletechnologyispureEuropeantechnology.
F3000是基于世界先進(jìn)的德國(guó)曼技術(shù)平臺(tái)的高端產(chǎn)品,整車技術(shù)是純正的歐洲血統(tǒng)。Marketpositioning:high-endmarket市場(chǎng)定位:高端市場(chǎng)⑴、F3000Series
F3000系列
F2000ismatureproductwhicharebasedonGermanMAN’stechnologyandtheupgradedSteyr’stechnologyplatform.
F2000是基于德國(guó)曼技術(shù)和全新升級(jí)的斯太爾技術(shù)平臺(tái)的成熟產(chǎn)品系列。
⑵、F2000Series
F2000系列Marketpositioning:Middleandhigh-endmarket市場(chǎng)定位:中高端市場(chǎng)
FCismatureproductwhicharebasedonGermanMAN’stechnologyandupgradedSteyr’stechnologyplatform.FCseriesinstallAmericaCumminsISMseriesengine.FCbelongstothemainhigh-endproducts.FC是基于德國(guó)曼技術(shù)和全新升級(jí)的斯太爾技術(shù)平臺(tái)的成熟系列產(chǎn)品,裝配有美國(guó)康明斯ISM系列發(fā)動(dòng)機(jī),屬高端主銷產(chǎn)品。⑶、FCSeries
FC系列CumminsISMseriesengine
S2000seriesismatureproducts’serieswhicharebasedontheupgradedSteyr’stechnologyplatform.Itbelongstotheeconomicalkingpinproducts.S2000是基于全新升級(jí)的斯太爾技術(shù)平臺(tái)的成熟系列產(chǎn)品,屬經(jīng)濟(jì)型主銷產(chǎn)品。
⑷、S2000Series
S2000系列我公司特種車車輛品種齊全,能夠滿足各種工況環(huán)境下的各種作業(yè)要求。主要包括非公路自卸車、碼頭牽引車、天然汽車和壓縮天然汽車。⑸、SpecialVehicleSeries
特種車系列Greatvarietyofspecialvehiclescanmeetanyworkingconditionsandanyrequirements.Thespecialvehicleincludingoff-roaddumptruck,terminaltractor,naturalgastruckandcompressednaturalgastruck(CNG).品種齊全的專用車系列AfullrangeofDedicatedVehicleSeriesTanktruck罐式車Cementmixer混凝土車
Oilfieldtruck
油田車Firefightingtruck
消防車Operatingvehicle作業(yè)車(6)、MainModelsofMilitaryTruckforExport
軍車出口主力車型SX2151seriesSX2110series
SX2153seriesSX2300series
目錄CONTENTS1Briefintroductionofthecompany企業(yè)簡(jiǎn)介3Afewwordsonoverseamarket海外市場(chǎng)淺談2Productsofthecompany產(chǎn)品介紹
2009年陜汽實(shí)現(xiàn)重卡出口12000輛,出口創(chuàng)匯約4.5億美元,根據(jù)海關(guān)數(shù)據(jù)統(tǒng)計(jì),我公司出口數(shù)量和創(chuàng)匯位居全國(guó)重型汽車行業(yè)第一;創(chuàng)匯金額列全國(guó)汽車行業(yè)第一。In2009,12,000automobilesweresoldintheinternationalmarketandtheoverseassalesincomereached450millionU.S.Dollars.TheexportvolumeandexportearningsinforeignexchangeofSAG
wonthefirstpositioninheavydutytruckindustryinChina.以下是陜汽在重卡出口當(dāng)中的一點(diǎn)心得,與大家分享!Thisismylearningexperienceofexportingheavydutytruckstosharewitheveryone.1、產(chǎn)品的適應(yīng)性開發(fā)Developtheadaptability海外各區(qū)域的自然環(huán)境、工況使用條件較為復(fù)雜,經(jīng)濟(jì)水平差異性較大,
針對(duì)各出口市場(chǎng)的差異化特點(diǎn),陜汽經(jīng)過(guò)充分調(diào)研和嚴(yán)格試驗(yàn),精心策劃和開發(fā)出了熱區(qū)版、寒區(qū)版及其改進(jìn)型和經(jīng)濟(jì)型產(chǎn)品,以及高原版、專銷版和軍車系列等各種適應(yīng)性出口產(chǎn)品,真正滿足了用戶產(chǎn)異化需求,贏得了大量國(guó)際市場(chǎng)用戶的贊譽(yù)。Aschemeandresearch&developmentsystemforexportproductshasbeenestablished.Demandoftheinternationalmarketindifferentregionscanbemetwithuniquesubdividedproducts.Aimingatdifferentusingenvironmentofvariousregionalmarkets,aschemeandresearch&developmentsystemforexportproductshasbeenestablishedforthefirsttime.Plansanddesignswereworkedoutcarefullybycategoriesofexportproducts.Seriesproductsofcoldregionversion,thermalregionversion,enhancedversion,light-weightversion,gasversion,plateauversionweredevelopedinsuccession.2、注重海外營(yíng)銷網(wǎng)絡(luò)的建設(shè)與投入Focusontheconstructionandinputofoverseasnetwork陜汽進(jìn)入國(guó)際市場(chǎng)之初,就大力拓展國(guó)際營(yíng)銷網(wǎng)絡(luò)。受國(guó)際金融危機(jī)沖擊國(guó)際市場(chǎng)環(huán)境惡劣的情況下,陜汽仍堅(jiān)持銷售及服務(wù)網(wǎng)絡(luò)的建設(shè)和完善,加大投資力度,使?fàn)I銷網(wǎng)絡(luò)逐步健全,使整個(gè)營(yíng)銷隊(duì)伍的戰(zhàn)斗力得到進(jìn)一步加強(qiáng),確保了陜汽既定出口目標(biāo)的圓滿完成。
AccordingtotheinternationalmarketdevelopmentstrategyofShaanxiAutomobileGroupCo.,Ltd.wecarriedoutfruitfulworkintermsofinternationalmarketingservicenetworksystem,globalbranding,featuredproductsdevelopmentaswellasregionalmarketaccessattestationetc.,whichreducedimpactofglobaleconomiccrisisondailyoperationoftheenterprisestotheutmostextent.出口授權(quán)企業(yè)共20家。20exportingauthorizationenterprises.海外本土一級(jí)經(jīng)銷商共45家,辦事機(jī)構(gòu)23個(gè)。Overseadistributortotalnumberis45.Overseaofficetotalnumberis23.現(xiàn)有海外服務(wù)網(wǎng)絡(luò)180家,服務(wù)體系初具規(guī)模。Forminganoverseaservicesystemwhichtotalnumberis180.09年海外4S店達(dá)到10個(gè),分別在迪拜、阿爾及利亞、安哥拉、沙特、伊朗、智利、厄瓜多爾、哥倫比亞、印度尼西亞、哈薩克斯坦。Building104Ssellingcenter,suchasDubai,Algeria,Angola,Iran,Chile,Ecuador,Columbia,IndonesiaandKazakhstan.海外大型維修中心2個(gè),配件庫(kù)覆蓋了主銷區(qū)域。2largescaledrepairingcenter.Sparepartsstoreroomcoverthemainexportingarea.到目前為止,陜汽在海外已形成覆蓋60多個(gè)國(guó)家、駐外人員近100人,駐外機(jī)構(gòu)及營(yíng)銷網(wǎng)絡(luò)近50家、服務(wù)網(wǎng)點(diǎn)近180家初見規(guī)模的海外營(yíng)銷網(wǎng)絡(luò),已經(jīng)初步具備支撐目前出口車輛維修的能力。Tillnow,theproductsofShaanQihasbeensoldabroadtoabout
60countries,nearly100overseasofficers,
50localandoverseassalesand180servicenetwork.wewilleliminateblindspotofmarket,meetthedemandoftheusersandenhancetheirsatisfactionwiththeservices.3、貫徹服務(wù)型制造理念陜汽集團(tuán)本著打造服務(wù)型制造企業(yè)的經(jīng)營(yíng)理念,提供產(chǎn)品全生命周期服務(wù)。Relyingonthe“Service-orientedManufacturing”businessconcept,SAGoffersthefullservice.在國(guó)際營(yíng)銷過(guò)程中,以產(chǎn)品服務(wù)的提供為依托,向客戶提供產(chǎn)品售前、售中、售后及產(chǎn)品回收等系列服務(wù)。Intheprocessofinternationalmarketing,foundingonsupplyingservice,providingpre-sale、mid-sale、after-saleandservicesofrecoveringproduct,andsoon.
體現(xiàn)主動(dòng)性營(yíng)銷,為各大項(xiàng)目提供全方位的物流工程解決方案。
Reflectinitiativemarketing.
ProvidestheOmni-directionallogisticsengineeringsolutionsforlargeprojects.
陜汽通過(guò)95家非洲海外服務(wù)網(wǎng)絡(luò)和駐外維修工程師向各用車單位提供及時(shí)、高效的車輛維修服務(wù),同時(shí)向當(dāng)?shù)赜密嚾藛T培訓(xùn)車輛使用和保養(yǎng)知識(shí)。陜汽海外服務(wù)網(wǎng)點(diǎn)人員不畏酷暑、嚴(yán)寒和局部戰(zhàn)爭(zhēng)動(dòng)蕩等,恪守為海外客戶提供及時(shí)、高效維修服務(wù)的遵旨,為用戶創(chuàng)造最大價(jià)值。ShaanQiofferseffectivetruckmaintenanceserviceforcustomersintime,through95overseasservicenetworksinAfricaandoverseasmaintenanceengineers,andmeanwhileprovidesthetrainingontheuseandmaintenanceofthetruckforitslocalusers.ThepersonnelwhoworkatoverseasservicenetworksitesofShaanQiGroup,regardlessoftheextremesofheatandcoldaswellastheunrestofwar,etc.,insistontheprincipleofprovidingmaintenanceserviceintimeandeffectivemannerfortheoverseasusers,soastocreatethegreatestvalueforthem.
4、海外優(yōu)質(zhì)服務(wù)
HighQualityOverseasService陜汽集團(tuán)中標(biāo)成為阿爾及利亞高速公路項(xiàng)目中資企業(yè)標(biāo)段唯一重型汽車供應(yīng)商,目前該項(xiàng)目已使用了近2000輛陜汽重卡。ShaanQihasbeensuccessfulbidontheonlyhighwayheavy-dutyautomotivesuppliers.Utillnowinthisproject,ithasusedSHACMANheavydutytrucksforabout2000units.TheProjectofAlgeriaEast-WestHighway阿爾及利亞?wèn)|西高速公路項(xiàng)目
陜汽集團(tuán)被選中為該項(xiàng)目的重型運(yùn)輸車輛供應(yīng)商。目前“SHACMAN”重卡在安哥拉的市場(chǎng)占有率已超過(guò)20%。AngolaComfortableHousingProject安哥拉政府安居工程建設(shè)項(xiàng)目
SHACMANisselectedastheheavyduty
transportvehiclesuppliersinthisproject.Atpresent,marketshareof"SHACMAN"heavy-dutytruckhasmorethan20%inAngola.肯國(guó)防部人員來(lái)陜汽調(diào)研、洽談出口至肯尼亞的陜汽軍用越野車ThepersonnelfromDepartmentofDefenceofKenyaconductresearchandnegotiationinSAGMilitaryoff-roadtruckmanufacturedbySAGthatareexportedtoKenya為肯尼亞軍方培訓(xùn)車輛使用和保養(yǎng)知識(shí)ProvidethetrainingontheuseandmaintenanceofthetruckforMilitaryofKenya肯尼亞軍方項(xiàng)目
ProjectofKenyaArmy該項(xiàng)目為肯尼亞軍方采購(gòu)項(xiàng)目,陜汽集團(tuán)憑借軍車的技術(shù)、質(zhì)量?jī)?yōu)勢(shì),再次贏得了客戶的青睞,被選為該項(xiàng)目的重型軍用運(yùn)輸車輛供應(yīng)商。ThisprojectwasthepurchasingprojectofKenyaarmy.SAGreliesontheadvantageofmilitarytruck,gainedthefavorfromcustomer.SAGhasbeenchosenasthisprojectofheavydutymilitarytrucksupplier.5、注重品牌推廣Focusonpromotingbrand
2009年,通過(guò)參加國(guó)際性商用汽車和工程機(jī)械類展會(huì)共12場(chǎng)及舉行國(guó)際性巡展活動(dòng)2次,在海外發(fā)布了大量的戶外以及平面廣告,使國(guó)內(nèi)外客戶對(duì)“SHACMAN”品牌有更為廣泛的認(rèn)知,“SHACMAN”品牌知名度和陜汽產(chǎn)品的認(rèn)知度進(jìn)一步提高。
In2009,carriedoutmarketspreadingandexpansioninanall-roundway
globallybytakingavarietyofwaysactively.Wesuccessivelyparticipatedin12internationalcommercialautomobileandengineeringmachineryexhibitionand2internationalroadshow.Wealsoissuedalotofoutdoorandindooradvertisement,whichhaspresentedthehighclassqualityandexcellentbrandimageofheavy-dutytruckfullyandfurtherpromoteditscorporatepopularityandreputationintheinternationalmarket.各國(guó)展會(huì)的情況Exhibitionsituationineachcountry
6、商用車出口的啟示Inspirationfromexportingcommercialvehicle(1)產(chǎn)品的質(zhì)量至關(guān)重要;Themostimportantthingistheproducts’quality.(2)海外服務(wù)保障體系要完善;
Theoverseas’serviceensuresystemshouldbecompleted.(3)服務(wù)提升要在便利性和及時(shí)性上;Theserviceshouldbeadvancedinconvenienceandtimeliness.(4)配件供應(yīng)要充分;
Thesparepartsshouldbeadequate.
(5)積極應(yīng)對(duì)貿(mào)易保護(hù)主義措施
Toactivelyrespondtoprotectionistmeasures自國(guó)際金融危機(jī)后,各國(guó)為保護(hù)本國(guó)汽車產(chǎn)業(yè),增加貿(mào)易保護(hù)政策;部分國(guó)家為了進(jìn)一步發(fā)展本國(guó)汽車工業(yè),也出臺(tái)了一些貿(mào)易限制措施。各企業(yè)根據(jù)自身情況,應(yīng)該積極應(yīng)對(duì)這些問(wèn)題,同時(shí)也提升自已企業(yè)和產(chǎn)品的品質(zhì)。
Sinceinternationalfinancialcrisis,toprotecttheirnationalautomobileindustry,increasedtradeprotectionpolicies,Somecountriesinordertofurtherdevelopingautomobileindustry,alsointroducedsometraderestrictions.Theenterpriseaccordingtotheircircumstance,shouldactivelyrespondtotheseproblems,andalsofromenterprisesandthequalityoftheproducts.(6)突破貿(mào)易壁壘,探索多種出口方式。
Breakthroughofexporttradebarriers,andexplorelotsofwaysforexport.
繼續(xù)做好產(chǎn)品認(rèn)證工作,突破技術(shù)貿(mào)易壁壘。Continuetoensuretheproductcertification,andbreakthroughtechnologytradebarriers.實(shí)現(xiàn)產(chǎn)品本土化生產(chǎn),規(guī)避貿(mào)易保護(hù)政策:Torealizeproductlocalizationproduction,
andAvoidtradeprotectionpolicies:
擇機(jī)實(shí)施CKD/SKD組裝;FindtheopportunityforimplementationofCKDassembly;加快產(chǎn)品本土化生產(chǎn)。Speedupproductlocalizationproduction.從單純依靠產(chǎn)品出口,向產(chǎn)品出口、技術(shù)和資本輸出相結(jié)合的方式轉(zhuǎn)變,拓展商用車出口企業(yè)利潤(rùn)增長(zhǎng)點(diǎn)。
Fromsolelyreliedonexportingproductstothecombinationofexportingproducts,technologyandcapitaloutput,expandtheprofitgrowthofexportingcommercialvehicleenterprise.
(7)全方位打造國(guó)際商用車品牌,提升民族品牌國(guó)際競(jìng)爭(zhēng)力。
Makestheinternationalcommercialvehiclebrand,andenhancesinternationalcompetitivenessofthenationalbrandinternationalcompetitiveness.目前,除個(gè)別市場(chǎng)外,中國(guó)商用車品牌在各出口市場(chǎng)的認(rèn)知度不高,品牌國(guó)際競(jìng)爭(zhēng)力不強(qiáng)。應(yīng)利用一切可用資源,提高品牌國(guó)際知名度,增強(qiáng)民族品牌國(guó)際競(jìng)爭(zhēng)力。Atpresent,
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