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漢和航空：植保無人機(jī)爆發(fā)巨壓之下激發(fā)出更大能量

—————專訪無錫漢和航空技術(shù)有限公司銷售總監(jiān)單超群
2018-11-02 09:24:47 來源：中國農(nóng)機(jī)網(wǎng) 作者：林言 閱讀量：23599 評(píng)論

導(dǎo)讀：10月26-28日，農(nóng)機(jī)行業(yè)年度專業(yè)大展——2018中國農(nóng)業(yè)機(jī)械展覽會(huì)在武漢博覽中心舉辦，此屆展會(huì)有2000家參展企業(yè)，占地22萬平米，來自50余國同行參展，吸引了全國乃至農(nóng)機(jī)和相關(guān)行業(yè)的目光，參觀人數(shù)再創(chuàng)新高，規(guī)模。在展會(huì)現(xiàn)場，中國農(nóng)機(jī)網(wǎng)有幸采訪到了無錫漢和航空技術(shù)有限公司（以下簡稱“漢和航空”）銷售總監(jiān)單超群先生。

　　10月26-28日，農(nóng)機(jī)行業(yè)年度專業(yè)大展——2018中國農(nóng)業(yè)機(jī)械展覽會(huì)在武漢博覽中心舉辦，此屆展會(huì)有2000家參展企業(yè)，占地22萬平米，來自50余國同行參展，吸引了全國乃至農(nóng)機(jī)和相關(guān)行業(yè)的目光，參觀人數(shù)再創(chuàng)新高，規(guī)模。在展會(huì)現(xiàn)場，中國農(nóng)機(jī)網(wǎng)有幸采訪到了無錫漢和航空技術(shù)有限公司(以下簡稱“漢和航空”)銷售總監(jiān)單超群先生。
 

無錫漢和航空技術(shù)有限公司銷售總監(jiān)單超群接受中國農(nóng)機(jī)網(wǎng)記者采訪
 
　　作為一家專注于智能裝備研發(fā)、生產(chǎn)和應(yīng)用的科技型公司，漢和航空致力于為農(nóng)業(yè)現(xiàn)代化提供智能裝備、數(shù)據(jù)支撐和植保解決方案的農(nóng)業(yè)生產(chǎn)服務(wù)平臺(tái)。公司擁有先進(jìn)的無人機(jī)研發(fā)與應(yīng)用人才團(tuán)隊(duì)，掌握無人駕駛直升機(jī)制造機(jī)電一體化技術(shù)和智能裝備控制系統(tǒng)核心技術(shù)。公司作為植保無人機(jī)研發(fā)與生產(chǎn)企業(yè)，參加了農(nóng)業(yè)部植保無人機(jī)產(chǎn)品國家(行業(yè))標(biāo)準(zhǔn)制定和起草工作。
 
　　四次更新迭代，為用戶“減負(fù)”，快速回本
 
　　漢和航空從2008年開始自主研發(fā)植保無人機(jī)，2010年漢和制造的植保無人機(jī)開始在國內(nèi)銷售，十年來經(jīng)過不斷的技術(shù)改進(jìn)，從開始的油動(dòng)植保無人機(jī)到目前的電動(dòng)無人直升機(jī)和電動(dòng)多旋翼無人機(jī)，漢和無人機(jī)經(jīng)過了4次更新迭代。單總表示，初的油動(dòng)無人機(jī)無論是研發(fā)成本還是使用成本，都是比較高的，這樣一來用戶的經(jīng)濟(jì)負(fù)擔(dān)比較重。經(jīng)過4次更迭之后的機(jī)型工作效率大大提升，同時(shí)使用成本也有了很大的降低；目前公司也自創(chuàng)了獨(dú)特的經(jīng)營模式來協(xié)助用戶在盡量短的時(shí)間(20-30天)內(nèi)回收成本，并且通過降低用戶的維修成本以及提升工作效率來整體降低用戶的經(jīng)濟(jì)負(fù)擔(dān)，同時(shí)保障用戶快速回收成本。
 
　　助民創(chuàng)收：獨(dú)特的運(yùn)營模式
 
　　無人機(jī)飛防技術(shù)是快速實(shí)現(xiàn)我國農(nóng)業(yè)現(xiàn)代化的助推劑，但由于我國尚未健全的農(nóng)業(yè)現(xiàn)代化體系以及植保無人機(jī)的高技術(shù)含量、高成本對(duì)部分農(nóng)民造成了困擾，漢和航空作為植保無人機(jī)的開拓者和者，特殊的運(yùn)營模式來為用戶帶來快速、的經(jīng)濟(jì)效益。
 
　　單總表示，從運(yùn)營模式上來說，目前國內(nèi)的植保無人機(jī)成本主要是購機(jī)成本、人工成本以及維修成本。如果農(nóng)民或農(nóng)民大戶常年雇用飛手來進(jìn)行飛防作業(yè)，人工費(fèi)用是相當(dāng)高的。對(duì)此，漢和航空目前的一種運(yùn)營模式就是和眾多職業(yè)院校合作，并開設(shè)無人機(jī)相關(guān)專業(yè)，這樣一來，這些院校的專業(yè)學(xué)生以及臨時(shí)開設(shè)的植保無人機(jī)培訓(xùn)班成員，在作業(yè)季節(jié)就可以作為飛手被臨時(shí)聘用，在很大程度上降低了無人機(jī)機(jī)主的人工成本；除此之外，漢和航空建立的農(nóng)活幫網(wǎng)絡(luò)平臺(tái)同時(shí)為廣大用戶提供作業(yè)訂單，在保障訂單的同時(shí)降低使用成本，由此來保證用戶的經(jīng)濟(jì)效益。
 
　　售后：全國4s店模式
 
　　另外，據(jù)單總介紹，漢和航空在全國進(jìn)行招商，并且在農(nóng)村市場成功運(yùn)作，同時(shí)在河南、安徽、山東、遼寧等地成立分公司，且在全國范圍內(nèi)開設(shè)了漢和無人機(jī)銷售和維修4s店。
 
　　說到開設(shè)全國4s店的初衷，單總說，和發(fā)展了幾十年并已趨于成熟的的傳統(tǒng)大田農(nóng)機(jī)不同，植保無人機(jī)作為新興行業(yè)，其銷售及售后體系還處于起步階段，尤其是售后維修技術(shù)人員的缺乏，已成為現(xiàn)階段植保無人機(jī)的一種市場現(xiàn)象。
 
　　因此，漢和航空在全國推出4s店模式，讓用戶在機(jī)器出現(xiàn)問題時(shí)隨時(shí)進(jìn)行維修，為用戶提供更安全、更全面的保障，解除后顧之憂，這是漢和航空設(shè)立4s店的初衷，但同時(shí)這是需要巨大的資金投入的，單總表示，作為無人機(jī)企業(yè)，售后是一定要做到位的，漢和先在當(dāng)?shù)赝晟?s店，再進(jìn)行銷售，這也是在全國推行的一種售后模式。
 
　　獨(dú)特設(shè)計(jì)：載重大、不怕摔，的無人機(jī)
 
　　提到這次展會(huì)帶來的產(chǎn)品，單總介紹說，這次展出的產(chǎn)品有漢和航空歷經(jīng)14個(gè)月嘔心泣血從零件到整機(jī)、7個(gè)研發(fā)小組團(tuán)隊(duì)的無間合作、經(jīng)過6次樣機(jī)迭代才產(chǎn)生的漢和航空“水星一號(hào)”無人直升機(jī)和、皮實(shí)耐用的“金星一號(hào)”多旋翼植保無人機(jī)兩款無人機(jī)。
 

漢和航空“水星一號(hào)”電動(dòng)植保無人機(jī)
 
　　“水星一號(hào)”作為漢和航空自主研發(fā)的第三代農(nóng)用植保無人機(jī)，其大特點(diǎn)是載重大、成本低、作業(yè)能力強(qiáng)。“水星一號(hào)”是25公斤載荷設(shè)計(jì)，作業(yè)載重達(dá)到20公斤，高于市場主流機(jī)型實(shí)際載重2~3倍；同時(shí)作業(yè)效率高，適用于大田作業(yè)，每日作業(yè)面積可達(dá)1000畝-1200畝。

漢和航空“金星一號(hào)”多旋翼植保無人機(jī)
 
　　另一款多旋翼無人機(jī)“金星一號(hào)”則擁有獨(dú)特的設(shè)計(jì)、，皮實(shí)耐用不怕摔。單總介紹說，在植保無人機(jī)的使用過程中用戶都會(huì)擔(dān)心摔機(jī)的問題，漢和“金星一號(hào)”號(hào)稱“不怕摔的無人機(jī)”。公司曾經(jīng)用6款“金星一號(hào)”做抗摔試驗(yàn)，模擬無人機(jī)在作業(yè)過程中會(huì)遇到的阻礙，分別與樹、電線桿、墻體、高壓線等障礙物相撞，同時(shí)邀請(qǐng)了全國20多家媒體記者現(xiàn)場見證。“金星一號(hào)”在遇摔后，分別計(jì)時(shí)技術(shù)人員的維修時(shí)間，結(jié)果顯示，平均每臺(tái)機(jī)器維修時(shí)間只有5分鐘，并且維修成本每臺(tái)僅有300元左右。“金星一號(hào)”的皮實(shí)抗摔的特質(zhì)輕松解決了用戶擔(dān)心摔機(jī)后維修費(fèi)用高的問題，并且飛手能夠在田間地頭迅速解決問題，從而保障飛手在訂單繁忙時(shí)期不會(huì)因摔機(jī)問題影響作業(yè)。
 
　　2018年是農(nóng)機(jī)市場整體慘淡的一年，也是植保無人機(jī)真正的爆發(fā)元年。通過三天全國農(nóng)機(jī)展的探館與采訪，現(xiàn)場領(lǐng)悟到了今年農(nóng)機(jī)企業(yè)們承受著的巨大壓力，以及因此而激發(fā)出的更大爆發(fā)力，漢和航空更像是一顆璀璨之星，正持續(xù)在植保無人機(jī)這片浩瀚宇宙里發(fā)火發(fā)熱。

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