對(duì)于出海，長(zhǎng)沙衡開智能科技有限公司有多渴望,？從它近期提出的一個(gè)目標(biāo)或可看出一二：2027年,，即公司成立的第10年,，公司營收突破10億元，海外市場(chǎng)份額從12%提高至50%,。

How eager is Changsha Hengkai Intelligent Technology Co., Ltd. to expand overseas? One can get a glimpse of it from a recent goal the company set: In 2027, which will be the 10th year since the company was established, the company aims to make its revenue exceed 1 billion yuan, and increase the overseas market share from 12% to 50%.

是什么樣的底氣,，讓這樣一家年輕的公司，對(duì)海外市場(chǎng)拓展如此信心十足,？讓我們跟隨記者來到位于望城經(jīng)開區(qū)的衡開智能產(chǎn)業(yè)園一探究竟,。

What gives such a young company the confidence to be so assured in expanding overseas? Let's follow the reporter to the Hengkai Intelligent Industrial Park located in Wangcheng Economic Development Zone to find out.

練好“金剛鉆”，憑產(chǎn)品質(zhì)量撬市場(chǎng)

Polish "Diamond Drill" and Open Market with Product Quality

衡開智能成立時(shí)間不長(zhǎng),，成長(zhǎng)速度幾乎可以用“火箭式上升”來形容,。

Hengkai Intelligent has not been established for a long time, but its growth rate can almost be described as "rocket-like growth".

2022年，衡開智能成立的第5年,，躋身工信部專精特新重點(diǎn)“小巨人”企業(yè)之列,，成為中小企業(yè)中的佼佼者。當(dāng)年,，國家級(jí)專精特新“小巨人”企業(yè)將近9000家,，重點(diǎn)“小巨人”企業(yè)有546家，比例僅為6%,。

In 2022, the fifth year since Hengkai Intelligent was established, it ranked among the national-level specialized, refined, differentiated, and innovative (SRDI) key "Little Giant" enterprises designated by the Ministry of Industry and Information Technology, becoming an outstanding player among small and medium-sized enterprises. In that year, there were nearly 9,000 specialized, refined, differentiated, and innovative (SRDI) "Little Giant" enterprises, and 546 key "Little Giant" enterprises, accounting for only 6% of the total.

這一年,，衡開智能剛剛結(jié)束租賃廠房生產(chǎn)的日子，搬遷至2萬多平方米的全新產(chǎn)業(yè)園,。

In this year, Hengkai Intelligent had just ended the days of production in leased factories and relocated to a brand-new industrial park covering an area of more than 20,000 square meters.

面積不大,，雄心不小?！昂忾_智能的出海要比這一時(shí)間早一些,。”聊起出海,，衡開智能董事長(zhǎng)鄒湘衡打開了話匣子,。2018年，企業(yè)開始與一家印尼客戶洽談,，后來由于一些原因,，這筆業(yè)務(wù)擱置了整整3年，直到2021年才正式簽約,、交付，這是他們直接做成的第一筆海外業(yè)務(wù),。

Although the area is not large, its ambition is great. "Hengkai Intelligent's expansion overseas started a bit earlier than this time," said Zou Xiangheng, the chairman of Hengkai Intelligent, as he opened up about the company's overseas business. In 2018, the enterprise began to negotiate with a customer from Indonesia. Later, due to some reasons, this business was put on hold for three years. It was not until 2021 that the formal contract was signed and the product was delivered. This was their first directly completed overseas business.

“說到公司的出海故事,，一定要先了解一下我們的拳頭產(chǎn)品——智能化精密層繞機(jī)器人?！闭驹谲囬g里,，鄒湘衡向記者介紹起公司的金屬線材智能設(shè)備,。

"When it comes to the company's overseas expansion story, we must first have an understanding of our core product - the intelligent precision layer winding robot," said Zou Xiangheng, introducing the company's intelligent metal wire equipment to the reporter while standing in the workshop.

智能化精密層繞機(jī)器人是一款專為焊絲企業(yè)生產(chǎn)提供服務(wù)的專用設(shè)備。此前,，國內(nèi)焊絲生產(chǎn)線基本都靠人工,，人力成本高，生產(chǎn)效率低,；而衡開智能“精密層繞機(jī)器人”的出現(xiàn),，使得焊絲生產(chǎn)實(shí)現(xiàn)金屬焊絲線材的上盤、穿絲,、精密層繞,、停機(jī)、剪斷,、折彎,、固定、下盤的全智能化工作,。

The intelligent precision layer winding robot is a special equipment specifically designed to provide services for the production of welding wire enterprises. Previously, most of the domestic welding wire production lines relied on manual labor, resulting in high labor costs and low production efficiency. However, the emergence of the "precision layer winding robot" developed by Hengkai Intelligence has enabled the full intelligent operation of the entire process of welding wire production, including loading the metal welding wire onto the coil, threading, precision layer winding, stopping the machine, cutting, bending, fixing, and unloading the coil.

“這一項(xiàng)目是我們獨(dú)立自主研發(fā),，投入了大量精力，經(jīng)過不斷測(cè)試改進(jìn),，終于在2020年實(shí)現(xiàn)量產(chǎn),，技術(shù)達(dá)到國際領(lǐng)先水平，擁有近百項(xiàng)授權(quán)專利,，去年被評(píng)為湖南省制造業(yè)單項(xiàng)冠軍產(chǎn)品,。”鄒湘衡說,。

"This project was independently developed by us. We have invested a great deal of effort and, through continuous testing and improvement, finally achieved mass production in 2020. Our technology has reached the international leading level, and we have nearly a hundred authorized patents. Last year, this product was rated as a single champion product in the manufacturing industry of Hunan Province," said Zou Xiangheng.

焊絲生產(chǎn)設(shè)備雖然是個(gè)“小眾產(chǎn)業(yè)”,，但市場(chǎng)很廣闊，尤其是海外市場(chǎng)需求量大,?！爱a(chǎn)品是不是真的好，我們要到歐美市場(chǎng)與海外產(chǎn)品比一比,?！编u湘衡說。

Although the welding wire production equipment industry is a "niche industry," the market is vast, especially with a high demand in overseas markets. "To determine whether our product is truly good, we need to compare it with overseas products in the European and American markets," said Zou Xiangheng.

一個(gè)年輕的中小企業(yè),，要去海外闖一闖,，如何尋找突破口？

For a young small and medium-sized enterprise aiming to make a breakthrough in overseas markets, how can it find a breakthrough point?

“一開始,，我們盯緊國際行業(yè)龍頭,。”衡開智能海外市場(chǎng)銷售部門負(fù)責(zé)人鄒湘江告訴記者,，經(jīng)過不懈努力,，企業(yè)與總部位于韓國的跨國公司建立了良好的合作關(guān)系,，今年12月將有數(shù)十臺(tái)設(shè)備發(fā)往韓國。而該跨國公司在越南,、印度等建有生產(chǎn)基地,，隨著合作深入，衡開智能以后也將為這些基地提供成套設(shè)備解決方案,，為企業(yè)拓展海外市場(chǎng)起到了事半功倍的作用,。

"At the beginning, we focused closely on the international industry leaders," Zou Xiangjiang, the person in charge of the overseas market sales department of Hengkai Intelligence, told the reporter. Through unremitting efforts, the enterprise has established a good cooperative relationship with a multinational company headquartered in South Korea. Dozens of sets of equipment will be shipped to South Korea in December this year. Moreover, this multinational company has production bases in Vietnam, India, and other places. With the deepening of the cooperation, Hengkai Intelligence will also provide complete equipment solutions for these bases in the future, which will play a multiplier effect in expanding the enterprise's overseas market.

不打價(jià)格戰(zhàn) 靠經(jīng)營理念贏“芳心”

No Price Wars, Winning "Favor" with Business Philosophy

與國外同行相比，衡開智能產(chǎn)品不但在智能化等方面更勝一籌,，價(jià)格上也有明顯的優(yōu)勢(shì),。

Compared with foreign counterparts, the products of Hengkai Intelligence not only have an edge in terms of intelligence but also have obvious price advantages.

“但我們從來不打價(jià)格戰(zhàn)?！遍L(zhǎng)年與海外客戶打交道的鄒湘江坦言,，相比產(chǎn)品的低價(jià)格，海外客戶更看重,、更認(rèn)同的是企業(yè)的經(jīng)營理念,。

"But we never engage in price wars." Zou Xiangjiang, who has been dealing with overseas customers for years, frankly stated that overseas customers value and recognize a company's business philosophy more than the low price of its products.

不久前，越南一家客戶慕名組團(tuán)來到衡開智能產(chǎn)業(yè)園,。

Not long ago, a group of customers from Vietnam came to the Hengkai Intelligence Industrial Park out of admiration.

“一次就來了13人,，由公司負(fù)責(zé)人帶隊(duì)，包括公司的銷售,、技術(shù)人員等,。”鄒湘江介紹,，這批越南客人到長(zhǎng)沙后,，考察得很仔細(xì)，從企業(yè)生產(chǎn)車間到公司環(huán)境,，甚至員工食堂也要參觀,，不僅看現(xiàn)場(chǎng)，還提出很多問題,，這些問題既有技術(shù)方面的,，也有涉及員工生產(chǎn)作業(yè)、管理體系標(biāo)準(zhǔn)等,。

"Thirteen people came all at once, led by the company's head, including sales staff and technicians of the company," Zou Xiangjiang introduced. After arriving in Changsha, these Vietnamese guests conducted a very careful inspection. They visited everything from the enterprise's production workshop to the company's environment, and even the staff canteen. They not only observed on-site but also raised a lot of questions, covering both technical aspects and issues related to employees' production operations and management system standards.

經(jīng)過一番考察和交流,，最后，越南客戶現(xiàn)場(chǎng)簽下合同,，由衡開智能為他們新建基地進(jìn)行整體設(shè)計(jì),，并提供訂制化設(shè)備。目前這批設(shè)備正在緊張?jiān)O(shè)計(jì),、生產(chǎn)中,。

After a series of inspections and exchanges, in the end, the Vietnamese customers signed a contract on the spot, entrusting Hengkai Intelligence to conduct the overall design for their newly built base and provide customized equipment. Currently, this batch of equipment is being intensively designed and produced.

近年來，衡開智能的產(chǎn)品在海外越來越吃香,，海外客戶數(shù)量穩(wěn)步增長(zhǎng),，目前已有來自印尼、馬來西亞,、越南,、印度、韓國以及中亞等多個(gè)國家和地區(qū)客戶的訂單,。

In recent years, the products of Hengkai Intelligence have become increasingly popular overseas, and the number of overseas customers has been steadily increasing. Currently, there are orders from customers in many countries and regions such as Indonesia, Malaysia, Vietnam, India, South Korea, and Central Asia.

雖然海外銷售增速快,，但對(duì)于運(yùn)營只有幾年的衡開智能來說，海外市場(chǎng)開拓還處于起步階段,，當(dāng)前海外市場(chǎng)的業(yè)務(wù)占比在12%左右,，“三年后，我們總銷售目標(biāo)是10億元,，其中海外市場(chǎng)有望達(dá)到50%左右,。”鄒湘江信心滿滿地表示,。

Although the growth rate of overseas sales is rapid, for Hengkai Intelligence, which has only been in operation for a few years, the exploration of overseas markets is still in its initial stage. Currently, the business from overseas markets accounts for about 12%. "In three years, our total sales target is one billion yuan, and the overseas market is expected to account for about 50% of it," Zou Xiangjiang said confidently.