在(zai)高鐵項目紛(fen)紛(fen)下馬的(de)大(da)環境下，徐工(gong)(gong)大(da)噸位(wei)旋(xuan)挖(wa)鉆機以(yi)強(qiang)勁的(de)入巖能(neng)力(li)，引領(ling)旋(xuan)挖(wa)鉆機產業向南(nan)方硬地層工(gong)(gong)民建擴展，取得(de)了(le)XR280以(yi)上大(da)噸位(wei)旋(xuan)挖(wa)鉆機60%以(yi)上的(de)市(shi)場(chang)占有率，穩居行業第一。從自主研發(fa)、艱(jian)難起步到全面覆(fu)蓋南(nan)方市(shi)場(chang)、華東、華北以(yi)及(ji)西北地區市(shi)場(chang)，徐工(gong)(gong)基礎正(zheng)引領(ling)著樁(zhuang)工(gong)(gong)行業進入大(da)噸位(wei)的(de)新時代。

先者為王：精準定位 搶抓先機

旋(xuan)(xuan)挖(wa)鉆(zhan)(zhan)機(ji)(ji)(ji)在(zai)(zai)發展初期，主(zhu)要是用(yong)(yong)于較(jiao)(jiao)軟的(de)(de)(de)土(tu)層(ceng)(ceng)(ceng)(ceng)鉆(zhan)(zhan)進施(shi)工(gong)(gong)，對于巖石等復雜(za)地(di)(di)(di)(di)(di)層(ceng)(ceng)(ceng)(ceng)無能為(wei)(wei)力。2010年(nian)前，旋(xuan)(xuan)挖(wa)鉆(zhan)(zhan)機(ji)(ji)(ji)主(zhu)要市(shi)(shi)場(chang)(chang)在(zai)(zai)東北。而(er)云貴(gui)川等西(xi)(xi)(xi)南(nan)(nan)地(di)(di)(di)(di)(di)區(qu)，地(di)(di)(di)(di)(di)層(ceng)(ceng)(ceng)(ceng)復雜(za)，尤其是基(ji)巖較(jiao)(jiao)多，一直是旋(xuan)(xuan)挖(wa)鉆(zhan)(zhan)機(ji)(ji)(ji)的(de)(de)(de)空(kong)白市(shi)(shi)場(chang)(chang)。在(zai)(zai)2011年(nian)，工(gong)(gong)程機(ji)(ji)(ji)械行(xing)業整體下(xia)(xia)滑，高(gao)鐵減(jian)速、房產調(diao)控、銀(yin)行(xing)銀(yin)根(gen)緊(jin)縮，在(zai)(zai)艱難的(de)(de)(de)背景之(zhi)下(xia)(xia)，徐(xu)(xu)工(gong)(gong)基(ji)礎確(que)定(ding)“新興市(shi)(shi)場(chang)(chang)謀(mou)上(shang)量、傳統市(shi)(shi)場(chang)(chang)謀(mou)進位、空(kong)白市(shi)(shi)場(chang)(chang)謀(mou)策(ce)劃”的(de)(de)(de)營銷(xiao)(xiao)戰略，并且(qie)把(ba)地(di)(di)(di)(di)(di)層(ceng)(ceng)(ceng)(ceng)復雜(za)的(de)(de)(de)西(xi)(xi)(xi)南(nan)(nan)作為(wei)(wei)市(shi)(shi)場(chang)(chang)突破口。通過深入的(de)(de)(de)市(shi)(shi)場(chang)(chang)調(diao)研，營銷(xiao)(xiao)重點放在(zai)(zai)了西(xi)(xi)(xi)南(nan)(nan)地(di)(di)(di)(di)(di)區(qu)房建樁市(shi)(shi)場(chang)(chang)。憑借(jie)精準(zhun)的(de)(de)(de)定(ding)位以(yi)及(ji)產品較(jiao)(jiao)高(gao)的(de)(de)(de)性價比(bi)(bi)，同時(shi)(shi)加以(yi)“工(gong)(gong)法促(cu)銷(xiao)(xiao)售”的(de)(de)(de)營銷(xiao)(xiao)戰略，與用(yong)(yong)戶交流(liu)如何選機(ji)(ji)(ji)型、配鉆(zhan)(zhan)具(ju)，幫助客戶解決(jue)施(shi)工(gong)(gong)中的(de)(de)(de)難題，徐(xu)(xu)工(gong)(gong)旋(xuan)(xuan)挖(wa)鉆(zhan)(zhan)機(ji)(ji)(ji)很快嶄露頭(tou)角(jiao)，受(shou)到用(yong)(yong)戶好評，吸引了越來越多的(de)(de)(de)房建樁大(da)客戶。在(zai)(zai)層(ceng)(ceng)(ceng)(ceng)層(ceng)(ceng)(ceng)(ceng)滲透之(zhi)下(xia)(xia)，2011年(nian)徐(xu)(xu)工(gong)(gong)基(ji)礎西(xi)(xi)(xi)南(nan)(nan)區(qu)銷(xiao)(xiao)量同比(bi)(bi)增長(chang)188.89%，收(shou)入同比(bi)(bi)增長(chang)228.29%，牢牢把(ba)握住了市(shi)(shi)場(chang)(chang)的(de)(de)(de)主(zhu)動權。僅僅兩年(nian)的(de)(de)(de)時(shi)(shi)間，徐(xu)(xu)工(gong)(gong)就打(da)破了在(zai)(zai)西(xi)(xi)(xi)南(nan)(nan)、華南(nan)(nan)地(di)(di)(di)(di)(di)區(qu)三一、中聯、南(nan)(nan)車三分(fen)天下(xia)(xia)的(de)(de)(de)局面，取(qu)得了國內XR280以(yi)上(shang)大(da)噸(dun)位旋(xuan)(xuan)挖(wa)鉆(zhan)(zhan)機(ji)(ji)(ji)60%以(yi)上(shang)的(de)(de)(de)市(shi)(shi)場(chang)(chang)占有(you)率(lv)。

跨界創新：產品聯合 工法促銷售

市(shi)場的(de)(de)(de)(de)開(kai)(kai)(kai)拓還不僅僅停留在地層、地區上(shang)(shang)，更體現在“跨(kua)界創新”上(shang)(shang)。青海格爾木盆地上(shang)(shang)進行的(de)(de)(de)(de)基礎工(gong)(gong)(gong)(gong)(gong)程機(ji)(ji)械群采(cai)鹵(lu)工(gong)(gong)(gong)(gong)(gong)藝(yi)(yi)(yi)研(yan)究，在徐工(gong)(gong)(gong)(gong)(gong)基礎的(de)(de)(de)(de)發展史(shi)上(shang)(shang)絕對(dui)具(ju)有里程碑式的(de)(de)(de)(de)意(yi)義，是徐工(gong)(gong)(gong)(gong)(gong)以(yi)(yi)工(gong)(gong)(gong)(gong)(gong)法(fa)促銷(xiao)售(shou)的(de)(de)(de)(de)一(yi)(yi)次最具(ju)典型(xing)的(de)(de)(de)(de)重大(da)(da)戰(zhan)役。我(wo)國(guo)青海省鉀(jia)肥資源(yuan)豐(feng)富，鉀(jia)肥儲存(cun)在地下鹵(lu)水中。近年來隨著(zhu)資源(yuan)開(kai)(kai)(kai)采(cai)市(shi)場需求的(de)(de)(de)(de)增大(da)(da)，對(dui)于(yu)鹵(lu)渠(qu)(qu)(qu)(qu)挖(wa)掘取鹵(lu)水的(de)(de)(de)(de)速(su)度要(yao)求更高(gao)。傳統(tong)的(de)(de)(de)(de)開(kai)(kai)(kai)渠(qu)(qu)(qu)(qu)工(gong)(gong)(gong)(gong)(gong)藝(yi)(yi)(yi)主要(yao)采(cai)用挖(wa)機(ji)(ji)施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)，但(dan)對(dui)于(yu)30米以(yi)(yi)上(shang)(shang)深(shen)度的(de)(de)(de)(de)施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)要(yao)求，挖(wa)機(ji)(ji)只能采(cai)用“階(jie)梯(ti)式”層層加(jia)深(shen)挖(wa)渠(qu)(qu)(qu)(qu)工(gong)(gong)(gong)(gong)(gong)藝(yi)(yi)(yi)，挖(wa)掘工(gong)(gong)(gong)(gong)(gong)作量(liang)巨大(da)(da)，施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)效(xiao)率低(di)。徐工(gong)(gong)(gong)(gong)(gong)基礎敏銳(rui)地察覺到這(zhe)個項目(mu)的(de)(de)(de)(de)重要(yao)性和背后蘊含(han)的(de)(de)(de)(de)市(shi)場機(ji)(ji)遇，大(da)(da)膽(dan)提出“聯合施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)”的(de)(de)(de)(de)工(gong)(gong)(gong)(gong)(gong)法(fa)，摸(mo)索了一(yi)(yi)條旋挖(wa)鉆(zhan)機(ji)(ji)配合連續(xu)墻(qiang)抓斗群采(cai)開(kai)(kai)(kai)渠(qu)(qu)(qu)(qu)的(de)(de)(de)(de)施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)工(gong)(gong)(gong)(gong)(gong)藝(yi)(yi)(yi)，即(ji)使(shi)用旋挖(wa)鉆(zhan)機(ji)(ji)鉆(zhan)間隔(ge)孔(kong)，再使(shi)用連續(xu)墻(qiang)抓斗切除(chu)孔(kong)孔(kong)之(zhi)間的(de)(de)(de)(de)棱角(jiao)，最終(zhong)實(shi)現鹵(lu)渠(qu)(qu)(qu)(qu)的(de)(de)(de)(de)貫通。此(ci)項工(gong)(gong)(gong)(gong)(gong)藝(yi)(yi)(yi)的(de)(de)(de)(de)實(shi)施(shi)(shi)(shi)擴大(da)(da)了徐工(gong)(gong)(gong)(gong)(gong)旋挖(wa)鉆(zhan)機(ji)(ji)的(de)(de)(de)(de)應(ying)用領域(yu)，創下了渠(qu)(qu)(qu)(qu)寬(kuan)1.8米，渠(qu)(qu)(qu)(qu)深(shen)30-40米，長度40公(gong)里的(de)(de)(de)(de)輝煌成績(ji)，一(yi)(yi)舉(ju)銷(xiao)售(shou)6臺徐工(gong)(gong)(gong)(gong)(gong)XR360旋挖(wa)鉆(zhan)機(ji)(ji)等(deng)產品。并且創新性的(de)(de)(de)(de)淘汰了傳統(tong)的(de)(de)(de)(de)鹽(yan)礦采(cai)鹵(lu)工(gong)(gong)(gong)(gong)(gong)藝(yi)(yi)(yi)，成倍的(de)(de)(de)(de)提升了效(xiao)率，保(bao)障國(guo)家(jia)戰(zhan)略資源(yuan)高(gao)效(xiao)開(kai)(kai)(kai)采(cai)。

脫穎而出：攻堅克難 持續改進

2010年6月，徐(xu)工第一臺XR360旋挖鉆機發往西(xi)峽高速公路段(duan)的(de)河南桃花峪橋梁施工現(xian)(xian)場(chang)，首戰中(zhong)的(de)挑戰接踵而(er)至：卷(juan)揚出現(xian)(xian)咬繩情況、整機穩定性(xing)不強，徐(xu)工基礎創造性(xing)地解決了(le)多項關鍵(jian)技(ji)術：采用(yong)單排繩主卷(juan)揚結構、優化(hua)變(bian)幅(fu)機構，采用(yong)動(dong)臂與三架鉸點與傾(qing)缸下鉸點共點的(de)形式，增(zeng)大了(le)傾(qing)缸力臂提高了(le)鉆桅狀態的(de)起升性(xing)能(neng)，并以孔(kong)徑(jing)2米、深(shen)度(du)超過105米的(de)成(cheng)績創下了(le)當時國產鉆機施工的(de)新(xin)記(ji)錄(lu)。

以此臺(tai)XR360為基(ji)(ji)礎(chu)，徐(xu)工基(ji)(ji)礎(chu)當年(nian)推(tui)出(chu)了(le)XRS670、XRS680、XRS1050、XR280D、XR220D等全(quan)新產品(pin)，開(kai)始了(le)D系列產品(pin)研(yan)發(fa)(fa)。徐(xu)工“全(quan)新D系列旋(xuan)挖(wa)鉆機(ji)”完成全(quan)系列研(yan)發(fa)(fa)后，成功推(tui)向市場，鞏(gong)固了(le)徐(xu)工大(da)(da)噸位旋(xuan)挖(wa)鉆機(ji)在行業(ye)中(zhong)的(de)牢固地位。2011年(nian)成功開(kai)發(fa)(fa)出(chu)亞(ya)洲(zhou)最(zui)大(da)(da)噸位自制底盤旋(xuan)挖(wa)鉆機(ji)——XR460，解決了(le)目(mu)前旋(xuan)挖(wa)鉆機(ji)在硬巖地層鉆進中(zhong)進尺靠磨、截齒(chi)消耗量(liang)大(da)(da)、工作效率(lv)低(di)、經濟(ji)效益差的(de)幾大(da)(da)難題，技術先進可靠。目(mu)前正(zheng)在進行產品(pin)研(yan)發(fa)(fa)的(de)統型工作，提高標準化(hua)、通用化(hua)、模塊化(hua)“三化(hua)”水平。

獨占鰲頭：資源保障 只爭朝夕

決戰在市(shi)場、決勝在現(xian)場。面對市(shi)場需求的(de)“爆發式(shi)”增長，產品資(zi)源保(bao)證尤(you)為關鍵。在寸(cun)(cun)土寸(cun)(cun)金(jin)的(de)情況下(xia)，徐工基(ji)礎優化生產管理流(liu)程和制度，追求“柔性”的(de)生產經營(ying)制造(zao)，不(bu)斷縮短產品的(de)生產周期，并發展(zhan)第三方物流(liu)，擴大外部儲存(cun)量縮減倉庫(ku)面積。

為(wei)(wei)保證(zheng)發(fa)車資(zi)源，徐工基(ji)礎(chu)與(yu)供(gong)應(ying)(ying)商溝通、協(xie)商，確保了進口件供(gong)應(ying)(ying);尋(xun)找(zhao)供(gong)應(ying)(ying)商的(de)瓶頸(jing)點，找(zhao)出(chu)問(wen)題，進行(xing)優(you)勢互補;自主(zhu)研發(fa)旋挖鉆機(ji)試驗臺并投入(ru)使(shi)用，極大提升(sheng)了調試的(de)工作效(xiao)率，減少(shao)了工人的(de)勞動強度，也保障(zhang)了產品質量;幫助(zhu)供(gong)應(ying)(ying)商尋(xun)找(zhao)、引(yin)進技能水平高(gao)的(de)工人，提高(gao)涂裝質量和效(xiao)率;準備應(ying)(ying)急方案，緊急情(qing)況出(chu)現(xian)(xian)時(shi)有(you)快(kuai)速的(de)反應(ying)(ying)機(ji)制(zhi)。在場地(di)、人員沒有(you)增加的(de)情(qing)況下，公司實現(xian)(xian)了產量翻(fan)番，為(wei)(wei)市場提供(gong)了充足的(de)資(zi)源保障(zhang)。

將“樁工(gong)(gong)與(yu)非開挖機械(xie)做成全球數一數二產品”，這是(shi)徐工(gong)(gong)集(ji)團(tuan)董事長(chang)對(dui)徐工(gong)(gong)基礎的明(ming)確要求,徐工(gong)(gong)基礎必(bi)將一往無前向世界級進(jin)軍。

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