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走進(jìn)天途航空的7年筑夢之旅

———專訪北方天途航空銷售總監(jiān)張吉利
2015-12-01 15:47:12 來源：中國農(nóng)機(jī)網(wǎng) 閱讀量：16604 評論

 　【中國農(nóng)業(yè)機(jī)械網(wǎng) 人物專訪】2008年3月，受北京奧運(yùn)委員會新聞中心委托進(jìn)行奧運(yùn)會火炬接力航拍及電視轉(zhuǎn)播;同年5月，被委托進(jìn)行奧運(yùn)火炬?zhèn)鬟f首站三亞站的航拍及飛行;2012年，被北京市昌平區(qū)科委評為科技研發(fā)中心······


       從一個初只有兩個人的公司，歷經(jīng)7年的磨礪，一路走來，跌跌撞撞，幾經(jīng)磨合，成就了如今的北方天途航空技術(shù)發(fā)展(北京)有限公司，在2015中國農(nóng)業(yè)機(jī)械展會現(xiàn)場，記者采訪到了該銷售總監(jiān)——張吉利，進(jìn)一步了解了它的不平凡。
 

　　兩個人的公司 創(chuàng)業(yè)無所畏懼

　　北方天途航空技術(shù)發(fā)展(北京)有限公司自2008年創(chuàng)立以來，歷經(jīng)7年風(fēng)霜，目前為國家十一五、國家十二五、國家973項目提供無人機(jī)產(chǎn)品及系統(tǒng)集成，是國內(nèi)首批PICC中國人民財產(chǎn)保險承保無人機(jī)單位。

　　走進(jìn)天途航空的7年筑夢之旅



        08年，公司成立之初，上上下下只有兩個人，公司董事長楊穎女士心懷“創(chuàng)業(yè)不成誓不罷休之心”與的伙伴咬緊牙關(guān)闖過了無數(shù)個創(chuàng)業(yè)難關(guān)，或許，正是因為這份創(chuàng)業(yè)者的無所畏懼之心，才讓他們有了今天的成就。
 

　　據(jù)張總透露，公司初做的是無人直升機(jī)，沒有涉及到植保這一塊，主要應(yīng)用領(lǐng)域在航拍和警用，直到12年年底至13年年初，才開始涉及植保。公司的次合作是與中國農(nóng)業(yè)大學(xué)，進(jìn)行了各種試驗，覺得效果不錯，才逐漸開始運(yùn)用到農(nóng)業(yè)領(lǐng)域中。
 

　　應(yīng)用之初就遇到了阻礙，當(dāng)時農(nóng)民都還不太愿意接受它，覺得載藥量小或者是濃度比較高，擔(dān)心噴藥的效果。后來公司的研發(fā)團(tuán)隊以及技術(shù)部門，進(jìn)行了各種實(shí)驗，并且到農(nóng)戶的家里去給他們免費(fèi)噴藥、做測試，農(nóng)民看到效果之后才慢慢接受。之后，公司開始在各省進(jìn)行推廣，農(nóng)業(yè)推廣站也會對他們的工作予以支持。“現(xiàn)在公司發(fā)展還是不錯的，尤其是植保這一塊。”張總笑著說。
 

　　雙GPS導(dǎo)航時代 開啟備用控制系統(tǒng)
 

　　據(jù)張總介紹，本次展會，天途航空主要帶了三款產(chǎn)品，載重分別是5公斤、8公斤和10公斤，售價在4-8萬不等。特別值得一提的是，他們的產(chǎn)品是配備雙子星，即具有雙GPS導(dǎo)航的功能，即使在失控的情況下也不用擔(dān)心，因為植保機(jī)會有一個備用的控制系統(tǒng)來接管。
 

　　植保機(jī)的機(jī)體采用的是快拆結(jié)構(gòu)，全程從運(yùn)輸箱當(dāng)中拿出來，只需要三分鐘就可以組裝完畢，遙控距離一般都是在1.5公里，飛行時間是5-15分鐘不等，平均1分鐘可噴灑1-2畝地，全天作業(yè)，基本上可以實(shí)現(xiàn)400-500畝的工作量。
 

　　PICC無人機(jī)意外險 買得起飛機(jī)承擔(dān)得起維修成本

　　一般而言，用戶在選擇購買產(chǎn)品的時候往往會擔(dān)心其質(zhì)量問題，對產(chǎn)品的售后服務(wù)也十分重視。
 

　　“其實(shí)，用戶還很關(guān)心維修的成本，很多人就擔(dān)心，買得起飛機(jī)而修不起。”張總說，“針對這一疑慮，我們公司會提前把一些易損件的價格報給用戶，另外，我們公司有PICC的無人機(jī)意外險，就是第三方的，飛機(jī)一旦失控，掉下來或者砸到人，或者損壞了別人的東西，終就由保險公司來理賠，保額是一年一千萬，只要是我們公司出的產(chǎn)品都會有這個保險。”
 

　　有了PICC無人機(jī)意外險，用戶再也不用擔(dān)心買得起飛機(jī)而付不起維修成本了。
 

　　權(quán)衡好質(zhì)量與價格的天平 走出同質(zhì)化競爭陷阱
 

　　如今，企業(yè)、行業(yè)發(fā)展到一定的階段，都很難避免跌入同質(zhì)化或價格化競爭的陷阱之中，那么天途航空又是如何權(quán)衡這桿天平的呢?
 

　　“企業(yè)的發(fā)展離不開資金的運(yùn)轉(zhuǎn)，在競爭當(dāng)中，價格戰(zhàn)還是占據(jù)一定比例的，但是究其根本，企業(yè)的生存主要還是在于品質(zhì)，我們必然會在保證品質(zhì)的前提下盡量降低成本。”張總說。
 

　　除了資金的運(yùn)作和產(chǎn)品質(zhì)量的保證之外，宣傳途徑和推廣方式也十分重要。天途航空不僅通過參展來宣傳自己的產(chǎn)品，而且積極開展網(wǎng)絡(luò)推廣，同時將微信平臺充分利用起來。據(jù)了解，公司由于產(chǎn)品質(zhì)量有保障，很多新客戶都是在老客戶的影響下，甚至形成新的用戶群，一起購買公司的產(chǎn)品。所以，產(chǎn)品質(zhì)量是根本，沒有質(zhì)量的產(chǎn)品猶如無根的樹，終究是站不住腳的。衷心地祝愿天途航空在未來的發(fā)展道路上越走越好。

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