工程机械在 一带一路 发展战略下的发展策略

Transcription

1 工程机械在 一带一路 发展战略下的发展策略 连云港前沿重工机械有限公司 申建军 FORWARD GROUP 组织机构 总部 Kazan, Russia 研发总部 Berlin, Germany 中国工厂 连云港, 中国 1

2 股份比例 FORWARD GROUP 33% 中方管理团队 67% 中国工厂的历史 工厂开始 开始为独联体国家和欧洲国家生产 RX 系列的水平定向钻机 初期产品以小型设备为主 多元化发展 为独联体国家和欧洲生产较大型的水平定向钻机 开始进入亚洲, 特别是东南亚市场 工厂开始自行研发产品, 特别是适合东南亚国家的产品 2017 在东南亚市场获得了立足之地 两年来, 在印度尼西亚稳居市场龙头 在马来西亚 印度的分公司已经开始开展业务 2

3 中国工厂的能力 每年 100 台各类钻机的生产能力 建立了属于工厂的开发设计团队, 并且有了非常出色的表现 建立了属于工厂的营销团队, 海外运作良好 非开挖施工工艺 Horizontal directional drilling (HDD) is a controlled trenchless method of laying underground communications, based on the use of special Drill Rigs. This technology is used for the installation of everything from service connections to residences and buildings, to pipes and cables under roadways and rivers. This approach to drilling provides a great way of installing pipes and cables where conventional open cut methods are not permitted, practical, environmentally or economically viable. By using trenchless methods we can save costs, lessen the environmental impact and ensure that the general publics and our operative s exposure to potential hazards are significantly reduced. 3

4 水平定向钻进施工方法 STEP 1 首先钻进一个小的导向孔, 确定轨迹 水平定向钻进施工法 STEP 2 逐级扩孔, 一般扩到要铺设管道直径的 倍 4

5 Main Steps of HDD Project STEP 3 使用钻机强大的拖拉力将要铺设的管道拉入扩好的微型隧道内并拉出 Main Steps of HDD Project Advantages of HDD Technology compared to Traditional Methods 1. Drill a pilot hole 2. Enlarge the hole Pipework can be installed either in straight lines or curved to avoid any obstacles Working area is confined to the points of entry and exit only causing less disruption and aiding No disruption to road, river or rail traffic and less impact on landscapes Short, medium or long lengths of pipe can be installed without the need for intermediate pits HDD equipment works from surface with no need for deep excavations HDD is a much quicker process and in many cases has lower overall costs due to fewer workmen required Can be used to install pipes in changeable ground conditions Preservation of the natural landscape and ecological balance, minimization of negative impact on living conditions of people in the work area 3. Pull a pipe 5

6 Model Range of FORWARD HDD Rigs MINI (10 40 tones) RX11 44, RX22 80, RX33 120, RX OS10, OS20, OS32, OS38 MIDI ( tones) RX50 200, RX60 280, RX75 400, RX OS50 MAXI (150 tones and more) RX , RX Individual order FORWARD Main Components Hydraulic pumps and valves USA, Italy Hydraulic motors USA, France Diesel engines Germany, Austria Crawler hydraulic motor Korea 6

7 前沿重工采取的海外市场策略 -- 尊重市场 -- 勤奋耕耘 -- 持之以恒 尊重市场 1. 尊重当地既有的市场环境 ; 包括尊重竞争对手 2. 仔细认真的调查市场, 寻找切入点 3. 充分利用中小企业优势, 做好当地市场的个性化需求产品 4. 积极融入当地文化, 不要做格格不入者 7

8 勤奋耕耘 1. 当地要建立售后服务 配件供应等一系列配套 2. 服务本地化 3. 积极开展各种营销活动 持之以恒 1. 要用长久的眼光和国际化的视野来考量当地市场 2. 要能耐住寂寞 8

9 4S -- Sales 整机销售 -- Spare Parts 配件供应 -- Service 大服务 -- Survey 市场调查及反馈 FORWARD Free training of drilling crew Technical support on the first project 9

10 FORWARD After-Sales Service Repair works of HDD rigs Spare parts in stock 24-hour technical support service Diagnostic and repair works of HDD rigs A large warehouse of drill rigs, spare parts and consumables in Indonesia Jakarta always in stock Examples of completed objects on FORWARD HDD rigs 10

11 with a diesel engine EURO 3 (EU III) Drilling in Amsterdam, Netherlands Location: Amsterdam, Netherlands Dates: August 2014 Project details: 234 meters of the pilot drilling for the fiber-optic cable at a height of 4 m below sea level Time of work: 13 hours Soil type: sandy soil with a diesel engine EURO 3 (EU III) Drilling in Weesp, Netherlands Location: Weesp, Netherlands Dates: November 2014 Project details: 225 meters pilot drilling for dirty water supply Pipe diameter HDPE : 500mm Time of work: 3 days Soil type: sandy soil 11

12 FORWARD RX Construction of water supply system in Moscow Construction of water supply pipeline for shopping mall PE pipe ø 315mm L = 568m Construction of underground passage in Kurbağalıdere Location: Kurbağalıdere, Turkey Dates: December, 2014 Project details: depth of boring -10m. The length of drilling: 140mt. Soil type: Medium soils 12

13 Construction of gas pipeline near Istanbul, Turkey Construction of gas pipeline, 8 crossings Date: March till April 2014 steel pipe dia: ø36'' (900mm). Location: Near Istanbul and the Marmara Sea steel pipe thickness: 16mm. Soil type: clay, clay with sand, clay with stone The length of each crossing: 65 m. Time of work: 3 days for each crossing Construction of underground passages in Antalya, Turkey Location: Antalya, Turkey Dates: of August 2014 Project details: the depth of drilling 24m The length of drilling 425m Soil type: clay 13

14 FORWARD RX Crossing under Oka river Construction of steel case for telecommunication cables ø108mm L = 700m Soil: sand FORWARD RX Construction of water pipeline in St. Petersburg Location: St. Petersburg Soil type: Clay, water-logged soil Dates: April 2014 Construction of water pipeline 2 crossings PE pipes diameter: 315mm Length of 1st crossing: 400m Length of 2nd crossing: 600m Time of work: 3 days 14

15 FORWARD RX22 80 Laying of pipeline in New Delhi, India Location: New Delhi Type of soil: Hard, mixed soil HDPE pipes for electric service lines ø 200mm General length: m FORWARD RX22 80 Laying of pipeline in New Delhi, India Location: New Delhi Type of soil: Hard, mixed soil HDPE pipes for electric service lines ø 25,4mm*8 pipes General length: 350m 15

16 Laying of fiberoptic cable in Netherlands Date: August Location: Amsterdam suburban Type of soil: sand, water-logged soil Pilot drilling The length: 234m The depth: 3,2m Time of work: 12 hours Laying of water inlet pipe for Antalya Aquarium in Turkey Antalya aquarium is a grand complex territory of sq.m., which presents more than 10,000 fish and marine inhabitants, the world's longest panoramic tunnel 131m long Laying of water inlet pipe for Antalya Aquarium, crossing the highway in rocky soil ø250mm L = 75m 16

17 Construction of gas pipeline near Istanbul, Turkey Date: March till April 2014 Location: Near Istanbul and the Marmara Sea Soil type: clay, clay with sand, clay with stone Construction of gas pipeline 8 crossings Steel pipe thickness: 16mm Steel pipe diameter: ø36'(900mm) The length of each crossing: 65m Time of work: 3 days for each crossing Construction of pipeline in Belek, Turkey Date: June 2014 Location: Belek glorıa sport arena Soil type: sand, water-logged soil PHDE pipe diameter: ø15,3/4 '(400mm) The length: 450m The depth: 11m Time of work: 10 days 17

18 Construction of oil pipeline in Kirov, Russia Location: Kirov, Russia Soil type: Clay Dates: August 2013 Construction of oil pipeline throw the forest Steel pipe dia: 400 mm. Length: 312m. Time of work: 3 days Connection of electrical substations in Moscow Connection of 2 electrical substations (Novokuzminka and Gorky) in Moscow The depth of bore hole: 17-22m Type of soil: at a depth of 2 m sandy and clay soil, at a depth of lower 2 m - water- saturated sand and running soil Steel cases for high-voltage cables ø 3*225mm L = 285m 18

19 Construction of water pipeline in Amsterdam, Netherlands Location: Amsterdam, Netherlands Dates: 29 September-3 October 2014 Project details: 1050meters of the pilot drilling for water supply Pipe diameter HDPE : 400mm Soil type: sandy soil FORWARD RX11 44 Universiade sites in Kazan International Airport Location: Russia, Kazan city, Kazan International Airport Steel and PE cases and tubes. Sandy soil. ø720mm, 530mm L = m 19

20 FORWARD RX11 44 Construction of water supply and sewerage systems in Kazan city Location: Russia, Republic of Tatarstan, Kazan city Soil type: Medium soil, loam clay PE tubes for water supply and sewerage ø 400mm, 315mm, 225mm L = m Construction of main oil pipelines in Tatarstan Republic, Russia Location: Russia, Republic of Tatarstan Soil type: Medium soil, loam clay, waterlogged soil Steel cases and tubes for main oil pipelines ø 530mm, 325mm, 273mm, 219mm L = m 20

21 FORWARD RX22 80 Construction of water pipeline in Sakhalin, Russia Location: Sakhalin, Russia Dates: July 2013 Soil type: Hard rocky soils, watersaturated soil Construction of water pipeline steel case dia: 630 mm. PE pipes dia: 315mm. The length of laying steel case: 86 m. Time of work: 3 days for each crossing FORWARD RX22 80 Construction of underground passage in New Delhi, India Location: New Delhi, India Dates: August 2014 Project details: HDPE Pipes. Diameter of pipes: 6 inch Quantity: 8 Pipes Depth m Soil type: hard soils, mixed soils 21

22 FORWARD RX Crossing under Kama river Location: Russia, Perm city, Kama river gulf Soil: water- saturated sand Temperature: -27 С to -32 С Construction of oil pipeline, steel pipe ø219mm L = 600m FORWARD RX Construction of oil pipeline in Moscow, Russia Location: Moscow, Russia Soil type: Sandy soil, loam clay Dates: September 2016 Construction of oil pipeline PE pipes dia: 315 mm. Length: 315 mm. 22

23 FORWARD RX11 44 Telecommunication sites in Tatarstan Republic, Russia Location: Russia, Tatarstan Republic Soil type: Medium soil, loam clay, waterlogged soil PE cases for telecommunication cables ø 160mm, 110mm, 63mm L = 300m FORWARD RX11 44 Construction of underground passage in Antalya, Turkey Location: Antalya, Turkey Soil type: Clay soil Dates: April 2015 Project details: Laying 4 pipes with the dia 70mm, Length of drilling 200m. 23

24 FORWARD RX Location: Indonesia Soil type: Rock Dates: May, 2016 Works in Indonesia Project details: Laying steel 18 inch (457 mm) and 8 inch ( 203 mm) gas pipelines. Total length of boring 315 m. Works in Almetievsk Location: Almetievsk Soil type: Frozen clay ground Dates: autumn-spring Project details: High-viscosity oil extraction drilling with the depth of more than 900 meters. 24

25 FORWARD RX Construction of water-supply system in Istanbul, Turkey Location: Istanbul, Turkey Soil type: Rocky soil Project details: Construction of watersupply system for drinking water: (PE) pipe, crossing, pipe diameter mm, pipeline length m, Depth - 6 m FORWARD RX Installation of electric cable in Istanbul, Turkey Location: Istanbul, Turkey Soil type: Rocky soil Project details: Installation of electric cable, 3x110 (PE) pipes, crossing under the road, pipe diameter mm, pipeline length m, Depth is 8-9 m 25

26 Construction of water supply and sewerage sites in Moscow Location: Moscow city, Russia Soil type: Clay, sand Project details: Construction of 4 cases for water supply and sewerage for steel pipes with diameters ø530 mm, ø720 mm, ø800 mm, ø820 mm, length of crossing - 76 m FORWARD RX11 44 Works in rocky soils on the coast of the Mediterranean Sea Location: Antalya, Turkey Date: December, 2014 Soil type: Rocky soil Project details: Pilot boring 70mt. HDPE pipes with dia 110mm 26

27 Construction of water pipeline in Emmeloord, Netherlands Location: Emmeloord, Netherlands Soil type: Sand and clay Project details: Construction of water supply system. Distance m. Pipes 450 mm and 350 mm. Drilling work was finished in 3 days. Construction in the new 3 rd airport in Istanbul, Turkey Location: Istanbul, Turkey Project details: Construction of underground connections in the new airport Distance - 90 m. Pipes 6x90mm HDPE 3 pic. 27

28 FORWARD Contact information 28